外贸英语函电.ppt

1、外贸英语函电,电子课件,Unit 1 Modern Business Letters,Text A,All business letters have two main functions: A) To ask for and give a reply to an enquiry, offer, order or complaint. B) To keep a record of all the important facts for ready reference.,The language of old-style business letters is often long and co

2、mplicated. Such letters are liable to confuse the reader. A confused and over long letter may be put aside until someone explains its meaning, and this may mean delays.,Nowadays, more and more people like to do business through a fax machine by sending faxes or even on the Web by sending e-mails. Th

3、e former is the abbreviation of facsimile, which is actually an exact copy of a document, a picture or a piece of writing sent or received by an electronic system using telephone lines.,The latter is correspondence sent or received on the Web. At the moment, the commerce involves offering, ordering,

4、 enquiring, payment and complaint etc. But all these are still based on the business letters.,Here are two letters. One is an old-fashioned style of English, which is too long and complicates the message. The other is in a simple and clear style.,Old-fashioned Style Dear Sir, I beg to acknowledge re

5、ceipt of your letter of the 15th JUL. in connection with our not clearing our account which was outstanding as at the end of June.,Please accept our profuse apologies. We were unable to settle this matter due to the sudden demise of Mr Nick, our accountant, and as a result were unaware of those acco

6、unts which were to be cleared.,We now, however, have managed to trace all our commitments and take pleasure in enclosing our remittance for 620 which we trust will settle our indebtedness.,We hope that this unforeseen incident did not in any way inconvenience you, nor lead you to believe that our no

7、t clearing our balance on the due date was an intention on our part to delay payment. We remain, yours ,Simple and Clear Style Dear Sir, I am replying to your letter of 15th July asking us to clear our June balance. I apologize for not settling the account sooner, but due to the unfortunate death of

8、 Mr Nick, our accountant, we were not able to settle any of our outstanding balances.,Please find enclosed our check for620, and accept our apologies for any inconvenience. Yours sincerely,Text B The Parts of Modern Business Letters,(1) Jameson 2. What else do you need? 3. Why do you prefer Chinese

9、products?,Unit 4 Firm Offer in reference to ; Reference is made to 常置于句首， 表示“关于”。 如： With reference to our usual payment terms, we can do otherwise than L/C at sight. 关于通常的支付条件，我们除即期信用证外也接受其他做法。,In reference to the quality of the new product, no complaint can be made. 新产品的质量是无可挑剔的。 Reference is made

10、 to your enquiry of March 1, we are now making you a firm offer as follows. 谈到你方三月一日询盘，兹报盘如下。,for your reference 供你方参考 We attach hereto our enquiry list for your reference. 兹附询价单一纸供你方参考。 We shall appreciate it if you will send some up-to-date patterns for our reference. 如能寄一些最新的款式作参考，将甚为感激。,Skill dr

11、illing,（1） You are asked to write a letter or an email in reply to the counter-offer you just received . In your letter, the following points should be covered: a) 难以接受还盘，最多只能减价2%； b) 怀疑其他产品的质量能否与你们的相比； 提请对方注意，质量其实比价格更重要；,（2） The following is a fax you just received. Please read it and then draft a

12、fax in reply: Dear Sirs, Re: chinaware We have noted your fax of October 10 regarding the captioned goods and regret that our offer has not been accepted.,We have to point out that your counter-offer is obviously on the low side. The price we offered is entirely in line with the market level and has

13、 been accepted by many other customers. However, we now agree in your interest to renew our offer till the end of this month and recommend that you fax us your confirmation without delay. Yours faithfully,Unit 6 Confirmation any delay in shipment would be detrimental to our future business. Best reg

14、ards,Key Words,confirm v 1.确认；批准 We confirmed having placed an order with you for 1500 tons soybeans. 我们确认已向你方订购1500吨大豆。 The board of directors has confirmed his appointment as sales manager. 董事会已批准他为销售部经理。,2. 证实；肯定 We now confirm our acceptance of your offer. 现证实已收到你方报盘。 Latest developments confirm

15、 our prediction in regard to the trend of the market. 最近的情况发展证实了我们对市场走向的预测。,3.保兑 Please advise the credit to the beneficiary and have it confirmed. 请向受益人通知信用证并予以保兑。 Payment is to be made by confirmed, irrevocable sight L/C. 应该用保兑的、不可撤销的即期信用证支付。,confirmation n。 确认； 证实 We are now making you the follow

16、ing offer subject to our final confirmation. 兹报盘如下，以我方最后确认为准。 Please cable us your confirmation immediately. 请立即来电确认。,Increase in enquiries is a confirmation of the rise in demand. 询盘的增多证实了需求的上升。 We are waiting for confirmation of the news. 我们正在等候证实这条消息。,accept v. 1.接受 They have accepted the quotati

17、on offered by that company. 他们接受了那家公司的报价。 As a rule, we cant accept D/A payment terms. 按惯例我们不能接受付款交单的支付方式。 The market is strengthening, so we advise you to accept our offer without delay. 市场坚挺，建议你方立即接受我方报盘。,2.认可，同意 They have to accept a 10% cut in volume this year. 他们已经不得不同意今年削减10%的销售量。 The merchant

18、 accepted the truth of the heavy losses. 该商人承认损失惨重。,3.承兑 You should accept the draft drawn on your company. 你们应该承兑向你公司开出的汇票。 The buyer will either pay the bill immediately or accept it by writing “accepted” on it. 买方要么立即支付，要么在汇票上签上“承付”字样以示承兑。,acceptance n. 1.接受 We strongly recommend your immediate a

19、cceptance, for our stocks are running low. 我们极力建议你方立即接受，因我们库存正在减少。,2.认可 Notice of such acceptance shall be made in written form. 此类确认通知应该做成书面形式。,3.承兑 The Carrier shall have a general lien on all of the merchandise, drafts and trade acceptance. 承运人对全部商品、汇票和商业承兑票据拥有一般留置权。,4.验收 Acceptance of this Agree

20、ment shall be deemed conclusive on the mailing. 本协议的验收于邮寄之日即被认为是确定性的。,acceptable a. 1. 可接受的 US dollars are acceptable as payment in shops in the area. 该地区商店接受美元作为支付手段。,2.可承兑的 An international monetary order (draft) is acceptable to banks in the United Kingdom. 国际汇票在英国各家银行都可承兑。,agree vi.同意 1. agree w

21、ith . . . 同意某人意见 We agree with you on this point. 在这一点上我们同意你的意见。 We agree with what the buyer said. 我们同意买方的说法。,（有时也可表达“适合”，“一致”） 如：The price does not agree with my pocket. 这个价钱我买不起。 Your explanation seems not to agree with the fact. 你的解释似乎与事实不符。,2. agree to . . . 同意建议（办法、条件、计划、想法等） Much to our regre

22、t, buyers do not agree to our proposal. 令人遗憾的是，买主不同意我们的建议。 We regret we cannot agree to your terms. 抱歉我们不能同意你们的条款。,3. agree on (upon). . . 就。达成一致 Both parties have agreed on the contract terms. 双方已就合同条款达成一致意见。 L/C terms were agreed on (upon). 以信用证付款是双方商定好了的。,4. agree in + 动名词 同意行动（行为等） We can hardly

23、 agree in sharing the expenses. 我们很难同意分担费用。 We all agree in appointing them as our agent. 我们大家都一致同意指定他们为代理人。,vt. These are the terms already agreed by you. 这些是你们已经同意了的条款。 We regret that we cannot agree your request for an increase in commission. 很抱歉我们不能同意你们增加佣金的要求。,We agree to bear the extra charges

24、. 我们同意负担这些额外费用。 Our clients has agreed to extend the L/C to the end of this month. 我们的客户已同意将信用证展至本月底。,agreement n.协议；协定 make (arrive at/ come to) an agreement with 与。达成协议 A barter agreement has been made between the two governments. 一项易货贸易协定已在两国政府间达成。,The agreement between China and Japan has made i

25、t possible for some major import and export items to increase from year to year. 这项协议能使中日之间一些主要的进出口货物逐年增加。,Skill drilling,You have received your customers initial order No. 023 for wool and made out your Sales Confirmation No.123. Now you are asked to write a letter sending the S/C (Sales Confirmati

26、on). The following points should be covered in your letter:,1. 销售确认书已寄出，请收到后签退一份； 2. 对双方首批交易的成功表示祝贺并保证对方会满意； 3. 渴望了解对方的促销计划，欢迎任何这方面的建议； 4. 保证能满足对方的各种特定需求.,Unit 7 A Sales Confirmation,Text A The Import and Export Contract,A contract is a formal written agreement, which sets forth rights and obligatio

27、ns of the parties concerned. Once entered into, a contract is binding and enforceable by law. Any party who fails to fulfill his obligations must make compensation for the other partys losses.,In import and export business, if the seller makes an offer and the buyer accepts that offer, it means a de

28、al. A written contract is usually made. An import and export contract contains the following terms and conditions:,1. The name of the commodity and specifications, the quantity and packing; 2. Date of shipment and destination port: The goods must be shipped before or on the stipulated date of shipme

29、nt and must arrive at the stipulated destination port;,3.The quoting of prices: The way to quote a price in foreign trade is different from what we do domestically. In quoting prices in foreign trade, trade terms are added to the unit price. For instance, in our quoted price as “corns at USD 280 per

30、 metric ton FOB Shanghai”, FOB is one of the trade terms;,4.Terms of payment: That refers to mode of payment. In international trade the letter of credit is the main mode of payment. It is a bank instrument which , on one hand, assures the seller that he will be paid and, on the other, assures the b

31、uyer that he will not pay until the goods have been shipped. So both the seller and the buyer feel it safe and convenient to use L/C;,5. Insurance: In international trade, insurance is essential. It should be indicated in the contract whether the seller or the buyer covers insurance on the goods; 6.

32、Claim: If there is any quality, quantity or weight discrepancy of the goods, the buyer may raise a claim against the seller within a stipulated period of time;,7. Arbitration: In case no settlement can be reached through negotiation, dispute may be submitted to arbitration; 8. Shipping documents req

33、uired; ,There are still other items of the terms and conditions. In international trade, the situation is complicated. Therefore, all the terms and conditions should be fully discussed in business talks and then clearly stated in the contract.,Text B Sales Confirmation （销售确认书）,Sellers: China Nationa

34、l Native Produce - Invoice; - Insurance Policy or certificate for the CIF value plus 10%;,Evidencing the shipment of eight motorcycles to Bahia. This Credit expires on 15th September, 20_ Part shipments are not permitted.,We hereby undertake to honor all drawings presented to us in accordance with t

35、he terms of this Credit. Please note that the conditions of this Credit must be strictly complied with, as otherwise we may not be able to accept bills drawn under Yours faithfully, For bank of Brazilia Pedro Gonzales ( Manager),Key Words,pay vt. vi. 1. 付款；支付 Please pay the bill. 请付帐。 Well have to p

36、ay rather heavy expenses. 我们不得不付出相当大的费用。,They paid the claim by installments. 他们分期支付此项索赔。 2. 偿还；付代价 The company has to go bankrupt because it can not pay its debts. 因偿还不了债务，公司不得不破产。 Pay on the spot and borrow a lot. 有借有还，再借不难。,If you delay shipment, you will have to pay the consequences. 如延误装运，你将承担后

37、果。 Youll pay the price for your decision. 你将为你的决定付出代价。,3. 值得；合算 It doesnt pay to buy in such a small quantity. 买这么一点不合算。 When business is good it does pay to advertise. 生意好时的确值得做广告。,payment n.支付；付款 in payment of 支付（某笔费用，如bill, invoice, charge, commission） 如： Im sending you ten pounds in payment of y

38、our bill. 我现寄去10英镑以偿付你的帐单。,in payment for 支付（商品、样品、广告等） 如： Weve remitted the publishing house 160 yuan in payment for the dictionary they sent us last month. 我们已给出版社汇去160元支付上个月他们寄来的字典。,charge vt. vi. 1. 收费 Well charge you for the sample. 我们将收取样品费。 You may charge us the extra expenses. 你们可以向我们索取超额费用。

39、,2. 记入帐户 Weve charged your account with the amount of money. 这笔钱已记在你们帐上。 Please charge all the expenses to out account. 请将所有费用记在我们的帐上。,3. 指控；指责 The manager charged him with negligence. 经理职责他玩忽职守。 That guy was charged with murder. 那个家伙被指控杀人。,n. 费用 Samples will be sent free of charge. 样品免费寄送。 There is

40、 no charge for catalogs and brochures. 商品目录及小册子不收费。 We could repack the goods but you have to pay the additional charges. 商品可以再包装，但你必须付追加费用。,（注）： “费用”一词是日常生活中极常用的词。请注意比较英语中诸多表示费用的词： expense（费用；花费）, fee（费用）, cost（成本；费用）, price（价格；代价）, payment（支付）, value（价值；金额）, expenditure（开支；花费）, toll（服务费；代价）,declin

41、e v. 1. 谢绝；婉辞 （后面可接名词，不定式，动名词等 ） We very much regret we have to decline your offer. 很抱歉，不得不谢绝你方订单。,Since your bid is much lower than the market price, we can not but decline it. 你方递价比市价低得太多，我们只能谢绝。 They decline to make any comment. 他们拒绝表示任何意见。 Our buyers decline to raise (or raising) their limit. 我方

42、买主拒绝提高他们的价格（限价）。,2. 下降；下跌 Shares declined in a weak market. 市价疲软，股票下跌。 Many consumers complain that some products have declined in quality. 许多消费者抱怨说有些产品质量已下降。,（注）： refuse 表示“拒绝”是普通用语； decline是较正式的客套语，语气较委婉；reject也可表示“拒绝”，在外经贸业务中常用来表示“拒收”，“驳回”，语气最强烈。如： The buyer rejected all the excuses that the sell

43、er made for the delayed delivery。 买方驳回卖方提出的关于延迟交货的一切托词。 We reject the goods because they are much more inferior to the sample. 我们拒收这批货，因其质量比样品差多了。,Skill drilling,Here are two letters of credit. You are asked to explain what they say or translate them into Chinese:,(1) Irrevocable Credit BANK OF NORT

44、H ITALY No. 3586 Milano, Dec. 27, 19_、To: China National Metals 2. Packing ,3. Full set of clean shipped on aboard ocean Bill of Lading made out to order and blank endorsed, marked “Freight Prepaid”, notifying the applicant; 4. Insurance policy or certificate for 110% of the invoice value, blank end

45、orsed, covering WPA and War Risk, claims payable at Milano（在米兰理赔）; 5. Inspection Certificate（检验证书） on quality and weight issued by the Commodity Inspection Bureau in triplicate; 6. Certificate of Origin（产地证书） in triplicate.,We hereby undertake to honour（担保承兑） all drafts drawn in accordance with the

46、terms of the above credit. The amount and date of each negotiation must be endorsed on the back hereof by the negotiating bank which is to forward all documents to us by first and second airmails. In reimbursement （偿付）the negotiating bank may draw sight drafts on the confirming bank, which is to deb

47、it our account（借记我册） with them, and accompany such drafts with their statement that all terms and conditions of the Credit have been complied with and the required documents airmailed to us. Yours faithfully, for BANK OF NORTH ITALY, ( Signature) Chop: We add our confirmation hereto. Our reference N

48、o.29806 For Midland Bank (December 29, 19_),(2) Letter of Credit Irrevocable THE CHARTERED BANK NO. 958/7132 Singapore 21 August, 19_ To: China National Metals - Signed commercial invoices in triplicate indicating Import License No. CH/13178/96; - Certificate of Origin in triplicate evidencing shipm

49、ent from China Port to Singapore of the following merchandise: . . . Conditions of Shipment: Transshipment is PERMITTED. Shipment Date: shipment is to be effected not later than 20th, October, 19_ Partial shipments are PERMITTED. Expiry Date: This credit expires on 27th OCT., 19_ for negotiation in

50、China.,Drafts should bear the following clause “Drawn under The Chartered Bank, Singapore, Credit No.958/7132 dated 21st August, 19_ ”. Purchasers are to note the amount of the drafts separately on the back hereof. Drafts drawn under this Credit should bear an interest clause where applicable. We he

51、reby engage with the drawers, endorsers and bona fide holders of bills drawn and presented in accordance with the terms of this credit that the bills shall be duly honored on presentation.,This credit is subject to the Uniform Customs and Practice for Commercial Documentary Credits (19_ revision) ex

52、cept as otherwise expressly stated herein. Yours sincerely,Unit 10 Examination of L 2. Shipment is to be made during Oct./Nov. instead of “ on or before 30th October”; 3. Goods should be insured for 110% of the invoice value, not 150%,Therefore you are requested to amend the L/C accordingly. On rece

53、ipt of your amendment to the L/C, we will arrange the shipment without any delay. Best regards,Key Words,handle v. 1. 经营 We handle spare parts of computers. 我们经营计算机零件。 We understand your cooperation handles foodstuffs for export. 我们了解你公司经营食品出口。,2. 处理 This is a delicate matter to handle. 这是件需要慎重处理的事。

54、 Fragile goods must be handled carefully. 易碎物品须小心装卸。 Hamburg port handles fifty million tons of cargoes each year. 汉堡港每年货物的吞吐量为5000万吨。,handling n. 装卸；处理 The goods require careful handling. 这些货需要小心处理。 You should be responsible for all handling and freight costs. 你方应负担所有装卸费和运输费。 What are the handling

55、charges? 手续费是多少？,cover vt. vi. 1. 遮盖，铺盖 She covered the exhibits with a piece of cloth. 她用一快布把展品盖上。 The mountain was covered with snow all the year round. 那座山终年积雪。,2. 读完 (材料)；走完 (路程)；付清(费用) How many pages have you covered? 你看完了多少页？ We covered thirty miles that day. 那天我们走了30哩路。,I wonder how Ill cover

56、 all these expenses. 我不知道怎样付清这些费用。 The remittance covers all commissions due (to) you up to date. 汇款包括至今应付你的一切佣金在内。,3. 包括，涉及 The business talks will cover other topics too. 商业会谈也包括其他议题。 Our business activities cover a wide range of articles. 我公司经营的品种繁多。,4. 办理 (保险) Insurance is to be covered by buyer

57、s. 保险由买方办理。 We wish to cover the goods against All Risks for 110% of the invoice value. 我们想按发票金额的110%对这批货投保一切险。,n. 覆盖物；封面；保险 Please put a plastic cover over the samples to protect them from the dust. 请在样品上铺一层塑料防灰。 We are sending you under cover one set of duplicate shipping documents. 随函寄去装运单据副本一套。,

58、We are sending you samples under separate cover. 样品即将另邮寄去。 We have arranged the necessary insurance cover. 我们已安排了必要的保险。,conclude v. 1. 结束 The meeting will probably conclude without any solution of this problem. 可能到会议结束时也找不到任何解决问题的办法。,2. 作出决定；推断 They concluded that the goods were up to the standard for export. 他们的结论是货物符合出口标准。,3. 缔结；达成 conclude a treaty 缔结条约 conclude business ( a transaction / a deal / a bargain) 达成（一笔）交易, 如： We are glad to have concluded the transaction with you. 很高兴与你方达成了这笔交易。,（注）： “达成交易” 还可说： “close ( finalize, put through) business” 或“come to terms” （双方达成条款） 或 “