外贸英语函电期末复习(1)

1、2018年外贸英语函电期末复习一到九章及一附加内容第一章 Basic Knowledge of Business Letter Writing1.1 Structure 构成2Letterhea（i（信头）发件人的信息（名称、电话、地址）b. Reference and date （发文编号和日期）c. Inside Name and Address（封内名称和地址）收件人的宿息d. attention line （注意事项）e. The Salutation（称呼）f. the Subject Line（事由标题）g. The Body of the Leiter（信的正文）h. Compl

2、imentary Close（结尾敬i件）i. The Signaturef 签名）j. enclosure （附件）k. carbon copy notation（抄送）l. postscript（附言）1.2 Envelope信封的写法*China National Chemicals（stamp）Import&Export Co.时人地址Beijing,ChinaOverseas Trading Co.153 Market street收件Aifc址London, E.C.3Registered 挂号信1.3 Principle 写信原则tCourtesy 礼貌Conciseness 简

3、洁Clearness 洁晰第 2 章 Establish Business Relations 建立贸易关系2Structure第TP分说明信息来源Commercial Counselor office 商务参赞处：Embassy 大使馆：Chamber of commerce 商会: 第二部分说明写信目的+自我介绍leading importer 主要进口商/ one of the largest importers 最大的进 口商之一deal with/ specialize in 专营competitive price 竞争价格/ enjoy great popularity 享有盛誉f

4、or your reference 供你方参#; fall（bc） within the scope of 属于的经营范围enter into business relations 建立贸易关系in the market for 想要购买 /in the hope of doing sth.希望acquaint sb. with sth.让某人 了解某事/Credit standing 商业伯用第三部分要求寄送有关资料+表达合作阳2.2 Sentences Wc learned/ heard/obtained your company from the Internet that you ar

5、c one of the leading manufactures in this line.我们从互联网上得知贵公司，你们是这方面领先的制造商之一。 We would like to take this opportunity to establish business relations with you .我们愿借此机会与贵公司建立贸易关系。 We arc an importcr/cxportcr handling toys for many years. Our products have enjoyed a high reputation in the world for their

6、 good quality and reasonable price.我们是一家经营玩具多年的进口商/出口商。我们的产品凭借着良好的品质和合理的价格在世界上享有盛 誉。 If your price is competitive ,we will place an order with you.如果你方价格有竞争力的话，我们将向你方发出订单。 In order to acquaint you with our products, we sent two samples this morning. 为了使你熟悉我们的产品,我们今夭早上送两个样品。第3章Enquiries & Replies询价及回

7、复3.1 StructureGeneral Enquiry 一般询价& Specific Enquiry 具体询价1. 说明佶息來源和目的，如有必要口我介绍2. 感兴趣的商品和具体要求4.表达合作的愿望3.2 Main Wordsreasonable price合理的价/competitive price具有竞争力的价格commission 佣金discount 折扣under separate cover 另 函附上confirmed, irrevocable L7C by sight draft保兑的，不可撤销的即期信用证regular purchase 定期购买catalog 目录pri

8、ce list价目表brochure小册子sample样品3.3 Main Sentences If you order 3000 dozens or more, we will allow you 5% discount.如果你订购3000打以上，我们将给予5%的折扣。 Please quote your lowest price, CIF，inclusive of our 5% commission.请报你方最低价，CIF.,包括5%的佣金。 Should your price be found competitive and delivery date acceptable, we in

9、tend to place a large order with you. 如果你方的价格有竞争力，并且可以接受交货期,我们打算大虽订货。第 4 章 Quotations, Offer & Counter offer 报价、发盘及还盘4.1 Structure实盘的内容明确完整，包括商品品质、数虽、包装、价格、装运、支付、有效期等。第一部分：感谢对方询价。Thank you for your inquiry of-第二部分：提供交易的细节(最好用列表形式人Wc arc pleased to quote as followsCommodity 商品；Specifications 规格(size,

10、 weight);QuantityPrice价格；Packing 包装；Payment 支付；Shipment 装运：第三部分：说明有效期。(报价倍可以没有)This oficr can remain open till 第四部分：希望对方下单Wc look forward to receiving your order.4.2 Main WordsSubject/ captioned goods 标的物growing demand增长的需求assortment花色品种，各式各样的搭配，do one s (your, my) utmost 竭力，竭尽所能As per按照By 3 equal m

11、onthly shipment 三个月，等址装货minimum quantity 最低起订虽4.3Sentences Wc thank you lor your enquiry of August 22 and (we) arc pleased to send you our quotations for the goods you required as follows:我们感谢你方8月22日的询价，很高兴为你们所需要的货物报价如下： This ofler is valid/open subject to your reply here by 5 p.m. our time.这个报价以我方时

12、间下午5时以前复到为有效。 In reply to your enquiry of April,28, wc cnclosc/arc sending you under separate cover a copy of our latest price list for your reference.为了回复您4月28日的询价.我们附上/另送您一份我们的最新价格单，供您参考。 Your price is about 10% higher than those of your competitors.你的价格比你的竞争对手高出10%。 As the market is declining, bu

13、siness is not possible unless you can reduce your price by 10%.由于市场的减少，除非你可以降低你的价格10%,否则无法进行贸易合作。 All quotations arc subject to our final confirmation. Unless otherwise stated or agreed upon, all prices are net without commission.所有报价都以我方最后确认为准。除非另有说明或约定，所有价格都是净价，不含佣金。 Due to the heavy demand for th

14、e goods, the offer will be valid (open, firm, good ) only for 8 days. 由于商品的大虽盅求，该报盘的有效期只有8天。4.4 Main LettersQuotation 报价P60Dear Sirs,We thank you for your enquiry of August 22 and arc pleased to send you our quotation for the goods you required as follows:Commodity: White Rabbit Brand Woolen Mixed B

15、lanket No.33.Sizc:74*84inWcight:41bsColour:yellow, brown, green assortmentQuantity: 1 ,OOOpcs.Price:USS40.00 per piece C1F MontrealShipmcnt:OctoberYou arc cordially invited to take advantage of this attractive oftcr. We arc anticipating a large order from the United States, and that will cause a sha

16、rp rise in price.We look forward to receiving your order.Yours faithfully,Offer of Electronic Calculators 电子计算器商报盘P73Dear sirs,In reply to your letter of July 14,we arc giving you an oftcr,subject to your reply here by 5 p.m. Our time,Tuesday ,August 5,as follows:Commodity: Electronic CalculatorsSpe

17、cifications: As per attached listPacking: As per the buyers optionQuantity: 3,000 piecesPrice: USS9.00 net per piece CIF LagosShipment: Septcmbcr/October, 2014Payment: Confirmed, Irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment.Under separate co

18、ver, we have sent you 2 copies of illustrated catalogue of various brands as per your request.We arc expecting your early order.Yours faithfully,Offer of Refrigerators 电冰箱报盘P74Dear sirs,Your fax of February 10 asking us to offer you the subject article has received our immediate attention. We arc pl

19、eased to know that you are interested in our products.In reply to your inquiry-, we take pleasure in making you an oftcr as follows, subject to your reply reaching uswithin 7 days from today:Specificationquantity(sct)pricc(US &)BYD2121,(XX)410,00BYD175l,0()0380,00BY219500395,00The price is on the ba

20、sis of CIF Alexandria.Packing: at buyers optionShipment: Total quantity to be delivered by 3 equal monthly shipments. March through May,2002Payment: 100% by irrevocable, revolving letter of credit.In view of the fact that our stock on hand has been quite low owing to heavy commitment, your early ord

21、er is absolutely essential.Yours faithfully,Buyer Asks for Reduction of Minimum Quantity 买方要求降低超订量一-P80( 一下)Dear Sirs,Your 0饥r No. 123We thank you for your fax of April 4 offering us 6 designs of Ornamental Cloth.However, we regret to inform you that the minimum 10(XX) yards per design is too big fo

22、r this market.In ease you can reduce the minimum to 7000 yards per design, there is a possibility of placing orders with you, because a considerable quantity of this materia! is required on this market for manufacturing curtains, bed sheets, etc.Your early reply will be highly appreciated.Yours fait

23、hfully,第 5 章 Order、Acceptance and Rejections 订单、接受和回绝5.1 Structure of Order(1) cxpress pleasure in receiving the offer;(2) confirm the conclusion of the business and point out the : fbll details of article number, quantity,specification, quality, unit price, total value, shipment, packing, insurance

24、 and terms of payment as agreed upon(3) hopc for further orders;5.2 Main Wordsplace an order with sb.for sth.向某人下订单;trial order 试订单draw at sight/draft at sight 开立即期汇票acknowledgement销吿确认书apply for L/C中请开立借用证in duplicate 一式两份For one* s file供某方存档5.3 SentencesOwing to/ Because of heavy commitment, many

25、orders haven t been made, we can only accept orders for October shipment.由于大虽承约，许多客户的订货都未发出，因此我们目前只能接受10月船期订单。 As to the terms of payment ,we often require confirmed, irrevocable letter of credit payable by draft at sight.关于支付条件，我们通常要求保兑的、不可撤消的、凭即期汇票支付的信用证5.4 Main LettersAcceptance of Order for Furn

26、iture 接受订购家具的订单 P102Dears sirs.We arc very pleased to receive your order No. BD/35 furniture. We accept the order and arc enclosing you our Sales Confirmation No.354 in duplicate of which please countersign and return one copy to us for our file. We trust you will open the relative L/C at an early d

27、ate.已获悉贵方第BD/35号订购家具的订单我方按照相应条款接受订单并随函附寄我方第345号销您确认书一式两份，请会签后寄回一份供我方存档我方相信贵方会尽早开立有关信用证.As to the Item A and B, we shall arrange delivery as soon as we get your L/C, and for item C and D we shall ship accordingly.关于】号和2号货品，一旦收到信用证，我方将安排装运,3号和4号两货品,我方也将按相应条件装运.Hoping the goods will turn out to your en

28、tire satisfaction and we may have further orders from you. 希望货品能使贵方完全满意同时也希望继续收到贵方的订单.Yours faithfully,第7章Payment支付7.1 Main Wordsin favor of 受益人opcn/issuc an L/C开立信用证 efiect shipment 安排装船 punctual shipment 准时装运 shipping advice 装船通知 expedite shipment 加速装运 execute an order 执行订单 make amendment 修改 exten

29、sion of L/C 展延 7用证7.2 SentencesQwe wish to draw your attention to the fact that the date of delivery is approaching. 我方希望贵方注蠢到装运期已经临近。 But up to the present(=up to now) we haven t received the covering L/C.但我方到忖前为止仍未收到有关此货物的信用证， Please do your utmost to expedite its establishment, so that we may exe

30、cute the order within the prescribed time. 请尽快开出位用证，以便我方能按规定日期发运。7.3 Main LettersUrging establishment of L/CP145Dear sirs,Our Sales Confirmation No.TE151Reference is made to the 1000 cartons of Canned Asparagus under the subject sales confirmation,we wish to draw/invitc your attention to the fact th

31、at the date of delivery is approaching, but up to the present we have not received the covering letter of credit. Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time.In order to avoid subsequent amendments, please see to it that the L/C st

32、ipulations arc in exact accordance with the terms of the contract.We look forward to receiving your favorable response at an early date.Yours faithfully,第8章Transport & Insurance装运及保险8.1 Main WordsPort of destination 目的港 Partial shipment 分批装运 Transshipment 转运 Shipping mark/ documents 陵 头 bill of ladi

33、ng 提单 cannot help doing sth.忍不住 in urgent need of sth. 急需 Sell by lot分批出售Insure; to cover insurance 投保8.2 Sentences You may ship the goods in three lots.你方可分三批装运此货。 We have been put to great inconvenience by the delay in delivery.我们已经因为延迟交货带来了极大的不便。 We will have to lodge a claim against you for the

34、loss and reserve the right to cancel the contract. 五们会为损火提出索赔并保留取消合同的权利。 The wares must be packed in wooden eases capable of withstanding rough handling. 货物必须用木箱包装能承受野蛮的装运。 We have covered insurance on the 100 metric tons of wool for 110% of the invoice value against all risks. 我们已经对100公吨羊毛投保，按发票金额的

35、110%投保一切险。8.3 Main LettersUrging for prompt deliveryP157We arc very anxious to know about the shipment of our Order No. 123 for 1000 cases ofTin Plates.As the contracted time of deli very- is rapidly falling due（很快到期）,it is imperative that （.是必要的）you inform us of the delivery time without any furthe

36、r delay.We stated explicitly at the outsct（一开始）the importance of punctual execution of this order and cannt help fueling（忍不住觉得）surprised at your silence about our fax inquiry of the 18th Junc（6days ago）,a copy of which is enclosed.We arc in urgent need oR急需）these goods and have to request you to exe

37、cute the order within the time stipulated（在规定的时何内）.Yours faithfully,第 9 章 Complaint、Claim & Settlement 申诉、索赔和理赔9.1 Main Wordsdclayed/late delivery 延迟发货inferior quality 质址差difference in quality 质虽不符 inadequate packing 包装不当 Insufficient quantity 数虽不足 fonvarding agent 运输代理 look into=invcstigatc 调査 lodg

38、e a claim 提出索赔 inferior to 次于9.2 Sentences AAcr looking into the matter, we find damage was caused by careless handling at the port of destination 经过调査此事，我们发现损坏是在目的港的操作不慎引起的。 We received a complaint about the short weight.我们收到了关于短重的投诉。 If our party was at fault, the compensation will be made at once

39、.如果责任在我方，我方将进行赔偿。 We apologize for the trouble caused to you and assure you that we will give you a satisfactory answer. 给贵方造成麻烦，深表歉意，我方保证会给贵方一个满垃的答复。作文, 您好，作为对您3月5日询盘的回复，我们给您一个实盘报价（firm offcr）,生效条件是您的答复在3月 21日（星期五）下午五点之前（我方时间）送达。具体如下：商品名：愤怒的小鸟卡通玩具规格：6种款式（assortment）,包括橙色、黑色和蓝色的新款（详见目录）质呈：PVC橡胶数虽：最低

40、起订fi 10000件价格：CIF深圳，按照不同式样，每件从0.8芙元到L5美元不等支付：通过装船前30夭开立的、保兑的、不可撤销的、即期汇票支付的的佶用证包装：每件玩具包在塑料袋内，每箱12打。保险：由卖方决定装运时间：5月In reply to your inquiry of March 5, were sending you a firm ofler, subject to your reply here by 5 p.m. our time, Friday, March 21, as follows:Commodity: Angry Birds Cartoon ToysSpecific

41、ations: more than 6 assortment with new design, orange, black , and blue colors （detailed in catalogue） Quality: PVC rubberQuantity: minimum 10,000 pcsPrice: USD0.8 to 1.5 according to various design, CIF ShenzhenPayment: confirmed, irrevocable letter of credit payable by draft at sight to be opened

42、 30 days before the time shipmentPacking: Each piece is wrapped in a polybag, and 12 dozens in a carton.Insurance: at the sellers optionShipment: MayBusiness relationship业务关系Fair 交易会礴览会Chamberof ccniwierce商会Lines of business业务范围经营范围Specifications 规格Partpariial shipment 分批装运Endorsement 背书INCOTERMS要考缩

43、略词先还原剜0英语，再II译成中文EXW Ex Works工厂交货CIF cost insurance and freight成本，保险费用和运费FOBfree on board装运港船上交货CFRcost and freight 成本加运费CIP carriage and insurance paid to 运费保险费付至CPT carriage paid to 运费付至（以上相对更重要）DAFdeliveredat 1rrontier边境交货DDPdelivereddutypaid完税后交货DDUdelivereddutyunpaid未完税后交货DEQdeliveredexquay 目的港

44、码头交货DESdelivered exship目的港船上交货FASfreealongsideship船边交货FCAfreecarrier货交承运人Commercialinvoice商业发票(自己补充的)S/C sales contract销售合同Purchase contract购货合同To accept an order接受订单/订货Inquiry 询盘Offer/ to make an offer (quotation) 报盘 报价 offer sheet 报盘单 counter-offer 还盘 还价中国保险条款average平安险average水渍险acceptance of offe

45、r 受盘 acceptance 受盘和承兑F. P.Afree from particularCIC china insurance clauseW. A / W. P. A with particularAll risks所有险insurance policy : insurance premium :policy of insurance 保险单 insurance expenses 保险费part/partial shipment 分批装运portofdestination目的港portofdischarge卸货港portofshipment装货港B/LBill of lading 提单

46、Transhipment B/L =transship(nent B/L 转船提单 freight： carriage： transportation expenses： 运费 transportation documents / shipping documents 货运单证(单据) 提单的种类：(-)按提单收货人的抬头划分1. 记名提单(Straight B/L)2. 指示提单(Order B/L)“凭指示(To order)或“凭某人指示” (Order of)3. 不记名提单(Bearer B/L or Open B/L, or Blank B/L)(二) 按货物是否已装船划分1. 已

47、装船提单(Shipped B/L, or On Board B/L)2. 收货待运提单(Received for Shipment B/L)(三) 按提单上有无批注划分1. 清洁提单(Clean B/L)2. 不清洁提单(Unclean B/L or Foul B/L)(四) 根据运输方式的不同划分1. 直达提单(Direct B/L)2. 转船提单(Transshipment B/L)3. 联运提单(Through B/L)4. 多式联运提单(MultimodaL Transport B/L or Intermodal Transport B/L)(五) 按提单内容的简緊划分1. 全式提单(

48、Long Form B/L)2. 简式提单(Short Form B/L, or Simple B/L)(六) 按签发提单的时何划分1. 倒签提单(Anti-dated B/L)2. 预借提单(Advanced B/L)3. 顺签提单(postdated B/L)(七) 按收费方式划分1. 运费预付提单(Freight Prepaid B/L)2. 运费到付提单(Freihgt to Collect B/L)3. 最低运费提单(Minimum B/L)L/C letter of credit 信用证仁 跟单信用证和光票信用ffi(Documentary/Clean Credit)。2、不可撤消

49、信用证和可撤消信用证(lirevocable/Revocable L/C)。3、保兑信用证和不保兑信用证(Confirmed/Unconfinned L/C).4、即期信用证和远期信用证(Pay at SighVusance(time) L/C ).5、假远期信用证(Discount L/C),既开证行贴现远期汇票，贴息由买方承担。6、付款信用证(L/C Available by Payment) o7、承兑信用证(L/C Available by Acceptance)。& 议付信用证 L7C Available by Negotiation)9、可转让信用证和不可转让信用证仃ransfer

50、able/Non-Transferable L/C)。10、循环信用证(Revolving L/C)。11、对开信用证(Reciprocal L/C)。12、背对背信用证(Back to Back L/C)。13、预支信用证(Anticipatory L7C or Red Clause)。14、备用信用证和商业信用证(Standby/ Commercial Credit)o付款方式：(mode of payment )外贸常用的付款方式有三种：一、信用证(Letter of Credit,简称L/C),种类緊多：二、汇付(remittance),主要包括电汇(Telegraphic Trans

51、fer.简称 T/T)、信汇(Mail Transfer.简称 NVT)和即期票汇(Demand Drafl.简称D/D三种。三、托收(Collection),主要包括付款交单(Documents against Payment.简称D/P)和承兑交单 (Documents against Acceptance 简称 D/A)两种。D/P是付款交单，我们发货后准备好我们的议付单据，通过我方银行交单至客户方银行，客户银行提 示客户单据已到，客户付款后银行交单。D/A则是承兑交单，也是通过我方银行交单给客户银行，不同的是客人只需承兑我方单据，就可以拿走正木单据.到期后再付款。TC是电汇(单据一般是

52、我方直接邮寄给客户，无需通过银行)，如果我们跟客户用T付款方式， 一般的做法是客户先要给我们30%的预付款，剩余70%般保险的方法是，货装船后，客人凭我们传真 的提单正木付款，等款到帐后再邮寄整套正木单据给客人。汇票(Bill of Exchangc/Postal Ordcr/Drafl)是由出票人签发的，要求付款人在见票时或在一定期限内，向 收款人或持票人无条件支付一定款项的票据。汇票是国际结算中使用最广泛的一种佶用工具。口己补充的：I/L import license 进口 许可证Purchase confirmation 购货确认书Regular order经常订单/定期订单Repeat

53、 order 重复订单To make out an agreement / a contract 缮制协议书/合同Consignee 收货人 net weight 净重 空运提单oceanshipper 托运人 Shipping marks B/L 海运提单carrier 承运人 Gross weight 陵头/装运标志Container集装箱 order B/L 指示提单Freight毛重Air way bill prepaid 运费已付Broker 经纪人 middlemanGeneral agency一般代理，总代理 Trade volume 交易额贸易额 第三大紙句子羯译翻译我们已看到

54、贵公司在最近一期电视世界上所做的广告，很感兴趣。请详细介绍你们的产品规格、价 格、包装等情况。Wc have read with interest your advertisement in the latest issue of Television World, and would like to have full particulars of your products, including specifications, prices and packing.关于贵方】月12日寻购.我们高兴地通知你方，已另邮寄出目录及价目表供参考In reply to your inquiry of

55、 January 12, wc arc pleased to inform you that a catalog and a price list have been airmailed separately for your reference.你方会注意到我们的价格很有竞争力。我们所有型号均有大虽现货，可承诺于收到信用证后一月内交货。As you will notice, our prices are quite competitive, and since wc carry large stocks of all models, wc can promise delivery withi

56、n a month of receipt of your L/C.兹确认今夭上午的电话洽谈.现随函附寄CT504号订单，购买1500磅龙井绿茶，每磅CIF London 36便 , 6/7月装运。This is to confirm our telephone discussion this morning. Enclosed is our Order No. CT504 for 1,500 pounds of Longjing Green Tea at 36 pence per lb CIF London for shipment during June/July.虽然我方价格略高于其他供应商，但由于产品质虽优良，这点差价完全核算。订购真正优质的货物，符 合你方不身的利益。Although our price is a little higher than quotations of other suppliers, the superior quality of our products more than compensates for the difference in price, and it is to your own advantage to order goods of real