外贸函电练习及答案

1、题目名称建立业务关系基本要求根据下述资料，以世格国际贸易公司业务员Minghua Zhao的名义，给加拿大NEO公司写一封与他们建立业务关系的信函，要求用英文书写，表达清楚、内容完整。（1学时）相关说明世格国际贸易公司(DESUN TRADING CO.,LTD.)成立于1987年，是一家拥有进出口经营权的外贸公司。公司经营范围广泛，与多家供应商有固定的业务往来，信誉良好。同时公司也极为重视新产品开发，05年的新产品DR系列瓷器选用上等瓷土(First-class Porcelain)烧制，包装精美，质量上乘，非常具有竞争力。2005年10月12日公司业务员Minghua Zhao从网上看到加

2、拿大NEO公司求购瓷器(chinaware)的信息，想与他们建立业务关系。NEO公司的具体资料如下：MR. ANDY BURNSNEO GENERAL TRADING CO., LTD#362 JALAN STREET, TORONTO, CANADATEL NO.: (+01)FAX NO.: (+01)E-MAIL:Dear Mr. Andy Burns From the Internet we have learned that you are in the market for chinaware, which just falls within our busi

3、ness scope. We are now writing you in the hope of entering into business relations with you. As a leading trading company in Shanghai and backed by nearly 20 years of export experience, we have good connections with some reputable ceramics factories and sufficient supplies and on-time delivery are g

4、uaranteed. To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled by this corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific enquiries In particular, we cou

5、ld like to inform you that we have a new line that may be most suitable for your requirements-DR series. They are all made of first-class porcelain, decorated with hand-painted patterns, and packed in eye-catching gift cases. Most of articles are available from stock. We are sure you will find a rea

6、dy sale for our products in Canada as have other retailers throughout Europe and USA. Please let us know if we may be of further assistance, and we are looking forward to your specific inquiry. Yours faithfully Desun Trading Co., Ltd. Minghua Zhao题目名称询盘基本要求根据客户来函，向对方询盘，要求用英文书写，表达清楚、内容完整。（1学时）相关说明假设你

7、是加拿大NEO公司(NEO GENERAL TRADING CO.)的业务员ANDY BURNS，你公司正在大量求购瓷器(Chinaware)。一位客户从网上了解到你公司的情况并给你公司发来邮件，希望建立业务关系。请根据该邮件给你的客户回信，就客户信中提到的DR系列中的DR2010, DR2202, DR2211, DR2300 and DR2401等型号商品进行询盘并索要样品以供检验评判，写信时attractived间为2005年10月14日。2、客户来函DESUN TRADING CO., LTD.29TH FLOOR KINGSTAR MANSION,623JINLIN RD., SHA

8、NGHAI, CHINATEL: (021) FAX: (021)ZIP CODE: Oct 12, 2005NEO GENERAL TRADING CO.#362 JALAN STREET, TORONTO, CANADATEL NO.: (+01)FAX NO.: (+01)E-MAIL: dDear Mr. Andy Burns,From the Internet we have learned that you are in the market for chinaware, which just falls within our business scop

9、e. We are now writing you in the hope of entering into business relations with you.As a leading trading company in Shanghai and backed by nearly 20 years of export experience, we have good connections with some reputable ceramics factories and sufficient supplies and on-time delivery are guaranteed.

10、To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled by this corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific enquiries.In particular, we could like to

11、inform you that we have a new line that may be most suitable for your requirements-DR series. They are all made of first-class porcelain, decorated with hand-painted patterns, and packed in eye-catching gift cases. Most of articles are available from stock.We are sure you will find a ready sale for

12、our products in Canada as have other retailers throughout Europe and USA.Please let us know if we may be of further assistance, and we are looking forward to your specific inquiry.Yours faithfully,Desun Trading Co., Ltd.Minghua ZhaoDear Mr.Zhao, Thank you for your letter of Oct.12,2005 and your late

13、st catalogue. We are much impressed by your DR series,especially DR2010,DR2202,DR2211,DR2300 and DR2401.It would be appreciated if you could quote us your best price on FOB Shanghai,CFR TorontoCIF Toronto all including 5% commission. Meanwhile we would like to have some samoles of the above items fo

14、r our customers to test before we could place a firm order. If teh lab tests go well,and your prices are competitive,wed cetainly be able to place a substantial order. We are looking forward to your early reply.Yours faithfully,NEO GENERAL TRADING CO., LTD. Andy Burns 题目名称发盘基本要求根据客户来函和报价资料，向对方发盘，要求用

15、英文书写，表达清楚、内容完整。（1学时）相关说明假设你是世格国际贸易公司(DESUN TRADING CO.,LTD.)的业务员Minghua Zhao，加拿大NEO公司(NEO GENERAL TRADING CO.)给你公司发来邮件，向你询盘。请根据该邮件与报价资料向你的客户发盘，写信时间为2005年10月16日。2、我方资料：报价资料CommodityArticle NumberFOBC5 Shanghai per setCFRC5 Toronto per setCIFC5 Toronto per set20-Piece Dinnerware SetDR2010USD17.69USD20

16、.12USD20.3447-Piece Dinnerware SetDR2202USD19.81USD24.63USD25.0195-Piece Dinnerware SetDR2211USD23.09USD30.85USD31.2615-Piece Tea SetDR2300USD12.30USD15.61USD15.8335-Piece Dinnerware and Tea SetDR2401USD21.35USD25.12USD25.58注：1. 上述价格均按20FCL计算(DR2010：400箱；DR2202：343箱；DR2211：254箱；DR2300：437箱；DR2401：54

17、2箱)。2. 包装如下：DR2010、DR2300一套/纸盒，二套/箱；DR2202、DR2211、DR2401一套/纸箱。3. 即期信用证付款。4. 证到后两个月内出运。5. 保险按110%发票金额投保水渍险、破损破碎险和战争险。6. 有关样品已航空寄出。7. 该发盘有效期为7天。3、客户来函NEO GENERAL TRADING CO., LTD.#362 JALAN STREET, TORONTO, CANADA TEL: (+01) FAX: (+01)E-MAIL: Oct 14, 2005DESUN TRADING CO., LTD.29TH FLOOR KI

18、NGSTAR MANSION, 623JINLIN RD., SHANGHAI, CHINATEL NO.: (021)FAX NO.: (021)E-MAIL: Dear Mr. Zhao,Thank you for your letter of Oct 12, 2005 and your latest catalogue.We are much impressed by your DR series, especially DR2010, DR2202, DR2211, DR2300 and DR2401. It would be appreciated if yo

19、u could quote us your best price on FOB Shanghai, CFR Toronto & CIF Toronto all including 5% commission.Meanwhile we would like to have some samples of the above items for our customers to test before we could place a firm order.If the lab tests go well, and your prices are competitive, wed certainl

20、y be able to place a substantial order.We are looking forward to your early reply.Yours faithfully,NEO GENERAL TRADING CO., LTD.Andy BurnsDear Mr. Andy Burns, Thank you for your inquiry of Oct 14, 2005 .In compliance with your request, We are airmailing you one catalogue and quotation sheet. In orde

21、r to start a concrete transaction between us, we take pleasure in making you an offer, subject to DR series being unsold, as follows:CommodityArticle NumberFOBC5 Shanghai per setCFRC5 Toronto per setCIFC5 Toronto per set20-Piece Dinnerware SetDR2010USD17.69USD20.12USD20.3447-Piece Dinnerware SetDR22

22、02USD19.81USD24.63USD25.0195-Piece Dinnerware SetDR2211USD23.09USD30.85USD31.2615-Piece Tea SetDR2300USD12.30USD15.61USD15.8335-Piece Dinnerware and Tea SetDR2401USD21.35USD25.12USD25.58Packing: As to DR2010、DR2300, one set to a case, two cases to a carton. As to DR2202、DR2211、DR2401, one set per ca

23、rton. Payment: By sight L/C. Shipment: To be effected within 2 months from receipt of the relevant L/C. Insurance: For 110% invoice value covering W.P.A, Breakage & Clash Risk and War Risks. We will keep this offer valid only for 7 days. In addition, we have airmailed to you the samples you requeste

24、d. If you find the above acceptable, please fax us for confirmation. Yours faithfully, Desun Trading Co., Ltd. Minghua Zhao 题目名称还盘基本要求根据客户来函，向对方还盘，要求用英文书写，表达清楚、内容完整。（1学时）相关说明假设你是加拿大NEO公司(NEO GENERAL TRADING CO.)的业务员ANDY BURNS，你公司正在大量求购瓷器(Chinaware)。一位客户向你发盘，请根据该邮件给他回信进行还盘，写信时间为2005年10月17日。信中要点为：1.我方

25、客户对你提供的样品测试结果很满意；2.报价太高，恐难接受，对各项产品分别还价为： Article No. DR2010 USD19.00 CIFC5 Toronto per set Article No. DR2202 USD23.80 CIFC5 Toronto per set Article No. DR2211 USD30.00 CIFC5 Toronto per set Article No. DR2401 USD23.50 CIFC5 Toronto per set2、客户来函：DESUN TRADING CO., LTD.29TH FLOOR KINGSTAR MANSION,62

26、3JINLIN RD., SHANGHAI, CHINATEL: (021) FAX: (021)ZIP CODE: Oct 16, 2005Dear Mr. Andy Burns,We are pleased to receive your inquiry of Oct 14, 2005 and to hear that you are interested in our DR series.We would like to quote as follows based on per 20 FCL.CommodityArticle NumberFOBC5 Shanghai per setCF

27、RC5 Toronto per setCIFC5 Toronto per setCartons per 20 FCL20-Piece Dinnerware SetDR2010USD17.69USD20.12USD20.34400 CTN.47-Piece Dinnerware SetDR2202USD19.81USD24.63USD25.01343 CTN.95-Piece Dinnerware SetDR2211USD23.09USD30.85USD31.26254 CTN.15-Piece Tea SetDR2300USD12.30USD15.61USD15.83437 CTN.35-Pi

28、ece Dinnerware and Tea SetDR2401USD21.35USD25.12USD25.58542 CTN.Packing: As to DR2010、DR2300, one set to a case, two cases to a carton. As to DR2202、DR2211、DR2401, one set per carton.Payment: By sight L/C.Shipment: within 2 months from receipt of the relevant L/C.Insurance: For 110% invoice value co

29、vering W.P.A, Breakage & Clash Risk and War Risks.We will keep this offer valid only for 7 days. In addition, we have airmailed to you the samples you requested.If you find the above acceptable, please fax us for confirmation. Yours faithfully,Desun Trading Co., Ltd.Minghua ZhaoDear Mr. Zhao, Thank

30、you for your letter of Oct 16, 2005 and your samples. For your information, our customers are quite satisfied with the test result of your samples but they are still holding back. After careful examining and comparison with similar products of other makes, we find your quotation is really much highe

31、r. Unless the prices could match with the market level, it is difficult to persuade customers to purchase from you. So, we would counter offer as follows: Article No. DR2010 USD19.00 CIFC5 Toronto per set Article No. DR2202 USD23.80 CIFC5 Toronto per set Article No. DR2211 USD30.00 CIFC5 Toronto per

32、 set Article No. DR2401 USD23.50 CIFC5 Toronto per set Actually, competitive prices for a trial order can often lead to a high market share with enormous profits in future. We hope you will consider our counter-offer favorably and let us have your acceptance by telex. Yours faithfully, NEO GENERAL T

33、RADING CO., LTD. Andy Burns题目名称接受基本要求根据题目说明，撰写一封接受函电，要求用英文书写，表达清楚、内容完整。（1学时）相关说明假设你是加拿大NEO公司(NEO GENERAL TRADING CO.)的业务员ANDY BURNS，你公司与客户世格国际贸易公司(DESUN TRADING CO.,LTD.)经过交易磋商，最后就各项交易条件达成一致，请你给世格国际贸易公司的Minghua Zhao写一封接受函电，写信时间为2005年10月21日。信中要点为：1.感谢你方2005年10月19日来电；2.很高兴接受你们信中所列的价格和其他条款；3.编号为NE0911的

34、订单已附上；4.期待未来有更多合作。Dear Mr. Zhao, Thank you for your letter of Oct 19, 2005. We really appreciate your effort to pave the way of our business. We are pleased to accept your prices and terms stated in your previous letter. And our Order No. NE0911 has been enclosed. We expect to find a good market for

35、 your products and hope to place further and larger orders with you in the near future. Yours faithfully, NEO GENERAL TRADING CO., LTD. Andy Burns 题目名称签订出口合同基本要求根据下述成交条件签订出口合同，要求格式清楚、条款明确、内容完整。合同号：SHDS03027。下载模板0201_销售合同.doc相关说明经过多次交易磋商，世格国际贸易公司和加拿大NEO公司就陶瓷餐茶具的各项交易条件达成共识，于2001年4月3日在上海签订销售合同：1. 卖方(Se

36、ller)：世格国际贸易有限公司DESUN TRADING CO.,LTD.29TH FLOOR KINGSTAR MANSION,623JINLIN RD., SHANGHAI CHINA 2. 买方(Buyer)：NEO GENERAL TRADING CO.#362 JALAN STREET, TORONTO, CANADA3. 货号品名规格：CHINESE CERAMIC DINNERWAREDS151130-Piece Dinnerware and Tea Set542SETSUSD23.50/SETDS220120-Piece Dinnerware Set800SETSUSD20.

37、40/SETDS450445-Piece Dinnerware Set443SETSUSD23.20/SETDS512095-Piece Dinnerware Set254SETSUSD30.10/SET(允许10%溢短装)4. 唛头：出货前客户通知。5. 成交价格条件：CIF5% TORONTO。6. 包装条件：纸箱包装。DS2201每箱装2套，DS1151、DS4504、DS5120每箱装1套，共1639箱。7. 交货/装运条件：装运期为2001年4月，允许分批装运及转运。8. 装运港：上海目的港：多伦多9. 保险条件：由卖方按CIF成交金额的110%投保中国人民保险公司海运货物水渍险、碰

38、损破碎险和战争险。10. 付款条件：不可撤销即期信用证付款。Sales ContractSeller:DESUN TRADING CO.,LTD.Buyers:NEO GENERAL TRADING CO.This contract is made by and between the buyers and sellers,whereby the buyers agree to buy the sellers agree to sell the under-mentioned commodity according to the terms and conditions set forth a

39、s below:Name,Specifications and Quantity of commodity:CHINESE CERAMIC DINNERWAREDS151130-Piece Dinnerware and Tea Set 542SETS USD23.50/SETDS220120-Piece Dinnerware Set 800SETS USD20.40/SETDS450445-Piece Dinnerware Set 443SETS USD23.20/SETDS512095-Piece Dinnerware Set 254SETS USD30.10/SETUnit Price :

40、DS151130-Piece Dinnerware and Tea Set USD23.50/SETDS220120-Piece Dinnerware Set USD20.40/SETDS450445-Piece Dinnerware Set USD23.20/SETDS512095-Piece Dinnerware Set USD30.10/SETTotal Amount:DS151130-Piece Dinnerware and Tea Set USD12737DS220120-Piece Dinnerware Set USD16320DS450445-Piece Dinnerware S

41、et USD10277.60DS512095-Piece Dinnerware Set USD7645.40More or less:10%Shipping Marks:Customer notification before shipment.Terms of Price:CIF5% TORONTO。Packing:Carton packaging. DS2201 each containing 2 sets, DS1151, DS4504, DS5120 each containing 1 set, a total of 1639 cases.Shipment:The shipment t

42、ime is in April 2001, allowing partial shipment and transshipment.The port of shipment: ShanghaiThe port of destination: TorontoInsurance:According to the CIF to clinch a deal amount shall be borne by the seller for 110% of the peoples insurance company of China shipping goods wpa, touch damage of b

43、reakage and war risk.Terms of payment:An irrevocable letter of credit at sight.题目名称催证基本要求根据题目说明写一封催证函，要求用英文书写，表达清楚、内容完整。（1学时）相关说明假设你是世格国际贸易公司(DESUN TRADING CO.,LTD.)的业务员Minghua Zhao，你收到了加拿大NEO公司(NEO GENERAL TRADING CO.)签返的编号为DTC5210的销售确认书，双方约定信用证不迟于11月25前到达，但现在期限已到，却仍未收到信用证。因此请你给NEO公司的业务员Andy Burns去

44、函催证，并提醒对方我方通知行为“中国银行上海分行”，而非只是“中国银行”，以免寄错。写信时间为2005年11月25日。Dear Mr. Andy Burns, We are in receipt of your returning signed Sales Confirmation No. DTC5210. However, we regret to inform you that we did not receive your L/C concerning the above contract till today. It is clearly stipulated in the said

45、contract that the relevant L/C should reach us date Nov 25. Please be assured to open your L/C strictly in accordance with our offered bank information, especially it should be “Bank of China, Shanghai branch” not “Bank of China” only. Please pay attention to it because last time another customers L

46、/C reached to Bank of China in Shenzhen. Owing to the punctual shipment, the early arrival of your L/C will be highly appreciated. Yours faithfully, Desun Trading Co., Ltd. Minghua Zhao题目名称填写开证申请书基本要求根据下述给出的条件填写开证申请书，要求格式清楚、条款明确、内容完整。（1学时）下载模板0301_开证申请书.doc相关说明相关资料：DATE: MAY 25, 2004THE BUYER: EAST

47、AGENT COMPANYADDRESS: ROOM 2401,WORLDTRADE MANSION, SANHUAN ROAD 47#，BEIJING, P. R. CHINA THE SELLER: LPG INTERNATION CORPORATIONADDRESS: 333 BARRON BLVD. , INGLESIDE , ILLINOIS ( UNITED STATES )NAME OF COMMODITY: MENS DENIM UTILITY SHORTSPECIFICATIONS: COLOR:MEDDESTSANDBLASFABRICCONTENT:100%COTTONQ

48、UANTITY: 2000 CARTONSPRICE TERM: FOB NEW YORKUSD 285/ CARTONTOTAL AMOUNT: USD570,000.00COUNTRY OF ORIGIN AND MANUFACTURERS: UNITED STATES OF AMERICA, VICTORY FACTORYPARTIAL SHIPMENT AND TRANSSHIPMENT ARE PROHIBITTEDSHIPPING MARK: ST NO.1UPTIME OF SHIPMENT: BEFORE JULY 15,2004PLACE AND DATE OF EXPIRY

49、: CHINA, JULY 30,2004PORT OF SHIPMENT: NEW YORKPORT OF DESTINATION: XINGANG PORT, TIANJING OF CHINAINSURANCE: TO BE COVERED BY BUYER.PAYMENT: BY IRREVOCABLE FREELY NEGOTIABLE L/C AGAINST SIGHT DRAFTS FOR 100PCT OF INVOICE VALUE AND THE DOCUMENTS DETAILED HEREUNDER.DOCUMETNS:1.INVOICES IN TRIPLICATE2

50、.PACKING LIST IN TRIPLICATE3.FULL SET OF CLEAN ON BOARD BILLS OF LADING MADE OUT TO ORDER AND BLANK ENDORSED NOTIFYING THE APPLICANT WITH FULL NAME AND ADDRESS MARKED FREIGHT COLLECT.4.CERTIFICATE OF ORIGIN IN DUPLICATE5.BENEFICIARYS CERTIFIED COPY OF FAX TO THE APPLICANT WITHIN 1 DAY AFTER SHIPMENT

51、 ADVISING GOODS NAME OF VESSEL, INVOICE VALUE, DATE OF SHIPMENT, QUANTITY AND WEIGHT.OTHER TERMS AND CONDITIONS:1.L/C TO BE ISSUED BY TELETRANSMISSION.2.THE BUYER SHALL BEAR ALL BANKING CHARGES INCURRED INSIDE THE ISSUING BANK.3.ALL DOCUMENTS MUST BE MAILED IN ONE LOT TO THE ISSUING BANK BY COURIER

52、SERVICE.4.PRESENTATION PERIOD:WITHIN 10 DAYS AFTER THE DATE OF SHIPMENT.THE BUYER: EAST AGENT COMPANYADDRESS: ROOM 2401,WORLDTRADE MANSION, SANHUAN ROAD 47#，BEIJING, P. R. CHINA THE SELLER: LPG INTERNATION CORPORATIONADDRESS: 333 BARRON BLVD. , INGLESIDE , ILLINOIS ( UNITED STATES )NAME OF COMMODITY

53、: MENS DENIM UTILITY SHORTSPECIFICATIONS: COLOR:MEDDESTSANDBLASFABRICCONTENT:100%COTTONQUANTITY: 2000 CARTONSPRICE TERM: FOB NEW YORKUSD 285/ CARTONTOTAL AMOUNT: USD570,000.00COUNTRY OF ORIGIN AND MANUFACTURERS: UNITED STATES OF AMERICA, VICTORY FACTORYPARTIAL SHIPMENT AND TRANSSHIPMENT ARE PROHIBIT

54、TEDSHIPPING MARK: ST NO.1UPTIME OF SHIPMENT: BEFORE JULY 15,2004PLACE AND DATE OF EXPIRY: CHINA, JULY 30,2004PORT OF SHIPMENT: NEW YORKPORT OF DESTINATION: XINGANG PORT, TIANJING OF CHINAINSURANCE: TO BE COVERED BY BUYER.PAYMENT: BY IRREVOCABLE FREELY NEGOTIABLE L/C AGAINST SIGHT DRAFTS FOR 100PCT OF INVOICE VALUE AND THE DOCUME