外贸英语函电4

1、外贸函电（2）,第四章 还盘,Review:,1. appreciate the good quality of your goods 2. 不能 3.你方价格偏高 4. through another channel 5. 打折 6. 推广你们的销售 7. make regular orders from you 8.利用 9.考虑我们的还盘,2. Counter Offer on Terms of Packing,Case 5 伦敦乐购有限公司预向上海大华贸易公司进口一批食糖，上海大华贸易公司就此发盘。伦敦乐购有限公司接到对方发盘后，对包装条件有异议进行还盘。 伦敦方要求：食堂要用密封的塑

2、料袋包装，12袋一纸箱。每一纸箱要用带子加固以防箱子受潮。,Useful Expressions,1.acknowledge receipt of your letter 你方来信已收悉,来函敬悉 acknowledge承认, 供认,告知已收到,鸣谢, 感谢 I acknowledge your letter. They acknowledge themselves defeated .,2. accept all the terms but the packing接受除包装外所有的条款 3.the sugar should be packed in airtight plastic bags

3、.食糖要用密封的塑料袋包装。 4.12bags to a carton12袋为一纸箱 5.each carton is secured by overall strapping每一纸箱应用带子全部加固 6. prevent the contents from dampness 防止箱内物品受潮,1.We acknowledge receipt of your letter dated 14, 2004 and have pleasure in informing you that we can accept all the terms but the packing. 2. Thank you

4、 for your quotation of June 10, 2004 and we are prepared to accept it if (provided) you agree to meet our usual requirements on packing. 3. We thank you for your quotation of June 3, 2004 and we decide to accept all your terms and conditions but packing.,Useful Sentences,4. The tea should be packed

5、in international standard tin boxes, 24 boxes to a pallet, 10 pallets in an FCL container. 5. The sugar should be packed in airtight degradable plastic bags first and then in strong paper bags of 5 kilograms net each, 12bags to a carton. 6. Each carton is secured by overall strapping in order to pre

6、vent the contents from dampness and possible damage through rough handling.,7.We do not object to packing in cartons, if the cartons are secured by metal bands. 8. The packing mentioned in your quotation was of the old mode we adopted several years ago. Since then we require a new mode of packing as

7、 follows. 9. We wish you can meet our requirements and look forward to your prompt reply. 10. We look forward to receiving your confirmation on the above.,Dear Mr.Chen, We acknowledge receipt of your letter dated March14, 2004 and have pleasure in informing you that we can accept all the terms but t

8、he packing. The packing mentioned in your quotation was of the old mode we adopted several years ago. Since then we require a new mode of packing as follows, which has turned out to the full satisfaction of our clients.,The sugar should be packed in airtight degradable plastic bags first and then in

9、 strong paper bags of 5 kilograms net each, 12bags to a carton with a gross weight around 65 kilograms. Each carton is secured by overall strapping in order to prevent the contents from dampness and possible damage through rough handling. We wish you can meet our requirements and look forward to you

10、r prompt reply. Yours truly, Jack Denter Manager,Notes,1. mode n.方式 a mode of life 一种生活方式 a mode of packing 一种包装方式 2. adopt v. 采用 They adopt the new production methods. Adopt a new technique. 3. turn out 结果（常与to， that 连用） Our new mode of packing turns out to the satisfaction of our clients.,4. airti

11、ght adj. 密封的，无懈可击的 An airtight plastic bag An airtight excuse 5. degradable adj. 可降解的 degradable plastic wastes degradable paper products 6. secure v. 保护 The wooden case is secured by metal hoops. 7. strapping n. 带子，铁箍,Exercise：Translate the following Chinese into English,1.The pens are packed six p

12、ieces in a box, 美观、坚固、便于携带。 2. Special packing measures should be taken以防货物不受潮。 3.We do not object to packing in cartons, 如果纸箱能用铁条加固的话。 4.The sugar should be packed 用密封的塑料袋，十二袋为一纸箱。 5.我们会满足你方要求将货物用木箱包好but you have to bear the extra packing charge.,The key,1.The pens are packed six pieces in a box, w

13、hich is beautiful, durable and easy to carry. 2. Special packing measures should be taken to prevent the goods from dampness. 3. We do not object to packing in cartons, 12bags to a carton. 4.The sugar should be packed in airtight plastic bags, 12bags to a carton. 5. We can meet your requirements to

14、have the goods packed in wooden cases but you have to bear the extra packing charge.,Case 6,收到Martin Crown先生的还盘后，陈先生考虑到锦绣手袋在加拿大推广后的需要，便接受其还盘。据此，双方交易及告达成。 Key points 1.收到还盘 2.推广的需要 3.接受还盘,Useful Expressions,1. be appreciative of 对表示感谢 2. make an exception 破例 3. give a discount of -%(on) sth 4. in vie

15、w of 鉴于,Useful Sentences,1. We are appreciative of your letter of June 8, requesting to allow you an 8% reduction in price. 2. In reply to your counter-offer of June 8, 2006, we are sending you this letter, accepting all you have counter-offered as follows. 3. We accept your counter-offer of June 8,

16、 and are pleased to conclude the transaction of brocade handbags with you. 4.It is our companys policy not to discount on our standard prices.,5.However, in order to develop our market in your place, we have decided to accept your counter-offer as an exceptional case. 6. In order to assist you to co

17、mpete with other dealers in the market, we have decided to accept your counter-offer, if your order reaches 5,000 pieces at one time. 7.In view of the long-standing business relations between us, we have decided to accept your counter-offer.,8. We look forward to receiving your order, and to develop

18、ing our continuing and profitable relationship.,Ningbo Qianhu Trading Co.,Ltd. 101Lianfeng Road, Ningbo315000,China June1,2006 Thomas Co.,Ltd 120 Garden Street Vancouver V5Z3G7, Canada Dear Mr. Crown, We are appreciative of your letter of June 8 which requested a 5% discount. It is our companys poli

19、cy not to discount on our standard prices. However, we are glad to make an exception in this case as an introduction to our brocade handbags. Thus, we accept your counter-offer for a 5% discount based on a purchase of 5,000 pieces by June 15, as follows:,“Brocade handbags at US$ 11.40 per piece CIF

20、Vancouver for shipment in August.” We look forward to receiving your order, and to developing our continuing and profitable relationship. Yours Sincerely, David Chen,Notes:,1. discount n. 折扣 常用作 Allow/give/make/grant -% discount off/ on the prices of goods 按货价给予-%的折扣 Cash discount 现金折扣 Quantity disc

21、ount 数量折扣 If you order for 6,000 pieces, we would grant you 8% discount. 2. standard price 标准价格,3. purchase v/n 购买，采购 Buy 和 purchase 都作购买解。 但Buy是一般用语，对一切性质的购买均可使用，而purchase较正式，一般用于规模较大的商业业务。 We are purchasing the goods for our own account.,Exercise,1. We (offer, quote) you for 500 sets sewing (machi

22、ne, machines) (at, on) USD 50 (on, at, of) CIF Lagos basis (for, in) June shipment. 2. There is (not, no) possibility (of doing, to do) business at this price. 3. We confirm (having sent, sending, to send) you a cable this morning. 4. Should you (prepared, be prepared) to reduce the price by 5%, we

23、(will, would, shall) place our trial order (on, upon, with) you.,5. We write you today (with, in ) the hope of entering into (business, business relations, business relation) with you.,Chapter 4 Orders and Sales Contract,Case 1 英国汤姆孙公司预向宁波钱湖贸易有限公司进口一批印花布。宁波钱湖贸易公司报盘后，加拿大汤姆孙公司认为价格和质量都合适，决定接受报盘并下单。 Key

24、 points 接到报盘 价格和质量都满意 下订单,Useful Expressions,1.patterns of cotton prints 2.both quality and prices are satisfactory 3.give you an order 4. be supplied from current stock 5. 33p(pound) per yard 6. cash against documents 7. be acceptable to you,8. make inquiries concerning our financial standing 9. re

25、fer to our bank 10. your confirmation of sales,Useful Sentences,1.Thank you for your offer of 12th July sending us patterns of cotton prints. 2. Thank you for your letter of 21st September in which you enclosed your price-list and catalogue. 3. We thank you for your letter of 2nd July and are glad t

26、o inform you that your samples are satisfactory. 4.We find both quality and prices satisfactory and are pleased to give you an order for the following items. 5. We wish to purchase your products, enclosed please find our order No.394.,6. As we find both quality and prices satisfactory, we are please

27、d to give you a trial order for the following items. 7. Our usual terms of payments are cash documents and we hope they will be acceptable to you. 8. You can make inquiries concerning our financial standing and you may refer to our bank. 9. please send us your confirmation of sales.,Dear Sirs, Thank

28、s you for your offer of 12th July sending us patterns of cotton prints. We find both quality and prices satisfactory and are pleased to give you an order for the following items on the understanding that they will be supplied from current stock at the prices named: Quantity Pattern No. Prices 300 ya

29、rds 72 33p per yard 450 yards 82 38p per yard 300 yards 84 44p per yard CIF Bristol,Our usual terms of payment are cash against documents and we hope they will be acceptable to you. Meanwhile should you wish to make inquiries concerning our financial standing , you may refer to our bank, the Nationa

30、l Bank of London. Please send us your confirmation of sales in duplicate. Yours faithfully,Notes:,1. pattern n. 式样，花型 We offer you our new patterns of silk, for which we quote you as below. We are pleased to send you patterns in various colors as requested. 2. cotton print 印花布 3. document n. 单证 4. d

31、uplicate n. 一式两份 in duplicate,5. name v. 指定 at the price named,Exercise,Fill in the missing words in the following blanks with the first letter given. We thank you for your letter of September 30 and are glad to i_ you that your s_ is s_. We wish to p_ your products, e_ please find our order No.394.

32、 We would be g_ if you would p_the order as soon as possible.,Covering Letter with Order Form( 附订单的信函）,附订单的信函主要由三段组成： 第一段，向卖方提到之前的联系，确认达成交易； 第二段，希望对方早日交货； 第三段，所附的订单,详细描述订单细则,Dears Sirs， Your reference No. bs/281 We thank you for your letter of 2nd July and are glad to inform you that your samples ar

33、e satisfactory. Enclosed please find our order No. 237 for four of the items. All these items are urgently required by our customers. We therefore hope you will make delivery at an early date. Yours faithfully, H.SIMPSON we are therefore returning your check. 3. at an early date 早日，尽早 4. prompt ship

34、ment 即时装运,Exercise,Fill in the blanks with the appropriate form of the words given. 1. We are glad to inform you that your offers are _(satisfy). 2. The cargo of catalogue No. 140 is urgently_ (require) by our customers. 3. If possible, we hope that prompt_(deliver) would be available. 4. We appreci

35、ate the payment of irrevocable L/C by draft at _(sightly),Sales Contract,Case 2 宁波钱湖贸易公司接到英国汤姆孙公司的订单后，按照英方公司要求随函附寄2份销售合同，要求对方签署合同并寄回副本。 Key points 1. 接到订单 2. 随函附寄 3. 销售合同 4. 寄回副本,Useful Expressions,1. appreciate your letter of September 20 2. your order No.237 for 300 yards of cotton prints. 3. our

36、sales contract 4. in duplicate 5. return to us for our file 6. point out that 7. the above-mentioned goods,8. the stipulations in the relevant credit 9. the terms stated in our sales confirmation 10. avoid subsequent amendments. 11. effect shipment,Useful Sentences,1. We highly appreciate your lette

37、r of September 20 together with your order No.237 for 300 yards of cotton prints. 2.We have received your order No. 237 for cotton prints and are sending you here with our sales confirmation No. cp-103 in duplicate. 3. Please sign and return one copy to us for our file. 4. Enclosed please find our S

38、ales Contract No.229 in duplicate, one copy of which please sign and return to us for our file.,5. It is understood that a letter of credit in our favor covering the above-mentioned goods will be established immediately. 6. We wish point out that a letter of credit in our favor should be opened befo

39、re Oct.20. 7. The stipulations in the relevant credit should strictly conform to the terms in our sales confirmation. 8. You may be assured that we shall effect shipment with the least possible delay upon receipt of the credit.,9. We appreciate your cooperation and look forward to receiving your fur

40、ther orders. 10. We are looking forward to your quick reply.,Dear Sirs: Re: your order No.237 We highly appreciate your letter of September 20 together with your order No. 237 for 300 yards of cotton prints. We are pleased to accept your terms and conditions. Enclosed please find our Sales Contract

41、No.cp-103 in duplicate, one copy of which please sign and return to us for our file.,It is understood that a letter of credit in our favor covering the above-mentioned goods will be established immediately. We wish to point out that the stipulations in the relevant credit should strictly conform to

42、the terms stated in our sales confirmation in order to avoid subsequent amendments. You may be assured that we shall effect shipment with the least possible delay upon receipt of the credit. We thank you for your cooperation and look forward to receiving your further order. Yours sincerely, Ningbo Q

43、ianhu Trading Co.,Ltd. Manager,New words,1. file n. 档案 2. stipulation n. 规定 3. relevant adj. 有关的 4. conform v. 符合，遵守 5. subsequent adj. 以后 6. amendment n.修改，增补 7. effect v. 实现，完成,Notes,1. in our favor 2. relevant 有关的，切题的；有价值的有意义的 I have stated the relevant facts. 我已经陈述了相关事实 Neither Bruces opinion no

44、r mine are relevant to the matter under discussion. 不论是布鲁斯的观点还是我的观点，都与正在讨论中 的问题毫无关系。 他参看了不少有关书刊。 He consulted a number of relevant books,3. conform to sth 与某事物相符 我尽量做到符合公司的要求 。 I am trying to conform myself to the requirements of the company 。 她因没有遵守医疗实践标准而受到指责 She was charged with failing to confor

45、m to the standards of medical practice.,4. be assured 放心，确保 你只要努力，保管能学好汉语 You are assured that you can learn Chinese if you make the effort. 5. effect shipment 装船 Effect insurance/supply/delivery 投保/供货/交货 6. with the least possible delay = without delay 不延误,7. subsequent adj. 随后的，后面的 He passed the i

46、nitial test, but failed the subsequent one. 他通过了最初的考试，但是在后来的考试中没有及格。 The report and its subsequent controversy caused the mayor to resign. 这份报告和由此产生的争论导致了市长的辞职.,Exercise: Translate the following words or phrases into Chinese or English:,1. with reference to 2. place a trial order 3. unit price 4. ac

47、knowledgement 5. apply for L/C 6. initial order 7. Sales Confirmation,8. 一式两份 9. 以供我方存档 10. 以我方为受益人 11.避免日后修改 12. 装船 13.满足某人的需求 14.有存货 15.脱销,Fill in the blanks with the appropriate word 1. Prices of vegetable oils have risen steeply _ March. 2. Goods will be shipped_ 20days after receipt of the L/C.

48、 3. Our offer _ firm till June 3, that is, two weeks from today. 4. We invite your attention to the fact _ the L/C covering your order No.233 has not reached us in spite of our repeated requests.,Review: Order,1.Thank you for your offer of 12th July sending us patterns of cotton prints. 2. Thank you for your letter of 21st