Unit+14外貿(mào)函電

1、Unit 14 Modes of TradeInternational trade may be defined as International Business Activities, including: Import and export Services Manufacture of goods Moving of people and technology between countries Investment of capital Ownership of business enterprises in foreign countries Processing or assem

2、bling with the supplied materials or parts Cooperative production Compensation trade Leasing trade Bidding Letter 1 Offering to act as a sole agentDear Sirs,We have a well-developed sales organization in Nigeria and are represented by a large staff in various parts of the country. From their reports

3、, it seems clear that there is a good demand for your canned food and as we believe you are not directly represented in Nigeria, we are writing to offer our service as your sole agent. There are good of a very profitable market for your products. Provided terms could be arranged, we think our 15 yea

4、rs experience in these goods should enable us to work up a very satisfactory business with you.我們在尼日利亞有一個完善的銷售組織，并在全國各地擁有大批職員代表著我們公司。根據(jù)他們的報告，這里對你們的罐頭食品有良好的需求。我們認為你們在尼日利亞沒有直接代表，為此我們給你們寫信，想成為你們的獨家代理。你們的產(chǎn)品在此利潤頗豐的市場有著良好的前景。如果條款能談妥，我們認為我們已有的經(jīng)營這些商品15年的經(jīng)驗必定能與你方發(fā)展十分滿意的業(yè)務。 In view of the wide connections whi

5、ch we are fortunate enough to possess, we think you will agree that 5 percent commission on net sales is quite reasonable. We are also prepared to guarantee payment of all accounts, for which we should require a Del Credere commission of 2.5 percent.You will naturally wish to have information about

6、us. For this we refer you to the Citibank Nigeria branch and to Overseas Trading Cooperation, Lagos, who have consented to answer your inquires as to our financial standing and so on.We hope to hear favorably from you and feel sure that we could come to an agreement as to terms.Yours faithfully,鑒于我們

7、有幸擁有廣泛的關(guān)系，我們想在銷售凈額上給予5%傭金是相當合理的。我們也愿意保證支付所有貨款，對此我們要求2.5%的保付傭金。你們必定想知道有關(guān)我們的情況，對此你們可向花旗銀行尼日利亞分行以及拉格斯海外貿(mào)易公司聯(lián)系，他們已同意答復你們提出的有關(guān)我們財務情況等的咨詢。希望得到你們的佳音，并相信我們能夠就有關(guān)條款達成協(xié)議。appoint v.appoint sb.a postappoint sb.for a postappointed her (for)the chief operating officer of the company.任命她為公司的經(jīng)營主任返回Letter 2Declining

8、a request for sole agencyMarch 15, 2009Dear Sirs, We thank you for your inquiry regarding the sole agency for the sale of our canned food in Nigeria. After serious consideration, we think that it would be premature to commit ourselves at this stage when the record of transactions shows only a modera

9、te volume of business. Please do not misinterpret the above remark, which in no way implies dissatisfaction. As a matter of fact, we are of the opinion that a bigger turnover must be reached to justify establishing the agency. In view of the above, we think it advisable to postpone the amtter until

10、your future sales warrant such a step. We hope that you will agree with us on this point and continue to give us your cooperation.Yours faithfully,敬啟者: 我們感謝你方詢問有關(guān)在尼日利亞銷售我們罐頭食品的獨家代理一事。 經(jīng)認真考慮之后，我們認為在現(xiàn)階段交易量并不大的情況下來做出我們的承諾為時過早。 請不要誤解我們的上述意見，這絕不意味著我們有什么不滿意的地方。事實上，我們認為必須做到較大的營業(yè)額后再建立代理為好。 鑒于上述原因，我們認為，當你方今后

11、的銷售達到值得這樣做時再討論此事較為適當。希望你們同意我們的觀點，并盼繼續(xù)予以合作。 LETTER3Letter 3Refusing to purchase a complete set of machineDear Sirs, We have received the illustrated pamphlets you sent us and have carefully studied the characteristics of the machine you intend to sell. According to the illustration stated in the pamp

12、hlet, this complete set of machine was manufactured in Switzerland three years ago. It has an automatic control system and an automatic lubricating device. Its function to manufacture all kinds of gum products offers many attractions. 小冊子帶圖解的Automatic control system: 自動控制系統(tǒng)敬啟者：我們已經(jīng)收到你們寄來的有圖片說明的小冊子，并

13、仔細研究了你們要出售的那臺機器的性能。按照小冊子中的說明，整套機器是3年前在瑞士制造的。它設(shè)有自動控制系統(tǒng)和自動潤滑裝置。它能生產(chǎn)各種橡膠制品的功能具有很大吸引力。We have discussed with our technical engineers the question whether or not to import this machine to revamp our production. Recently we have come to the conclusion that it seems too costly to buy the machine especially

14、 at the present time when we are in urgent need of funds for reconstructing our factory premises. Under such circumstances, we cannot make any fresh purchase but leave the matter for further consideration. Nevertheless, we thank you for keeping us in touch and hope that someday in the near future we

15、 will do some successful business.Yours faithfully,Revamp: 更新，修改，改組Come to the conclusion:得出結(jié)論（企業(yè)、機構(gòu)等使用的）廠房Nevertheless:然而，不過，盡管如此我們已同技術(shù)工程師們討論過是否要進口這臺機器來更新我們生產(chǎn)的問題。最近我們得出的結(jié)論是：在目前我們正急需資金重建廠房之際去購買這臺機器似乎代價太高。在這種情況下，我們無力購買任何新的東西，只得將此事留待以后考慮。盡管如此，我們?nèi)愿兄x你方和我們保持聯(lián)系，希望在不久的將來我們能做一些有成效的業(yè)務。Letter 4 Reply: proposi

16、ng monthly installmentsDear Sirs,Your letter of Dec. 8 arrived this morning. We appreciate your straightforward reply. The machine alone costs one million US dollars, not including freight, insurance premium and packing. Our intention of selling this machine is due to the fact that our board of dire

17、ctors has decided to change our production plan. From now on gum products are no longer in the list of articles to be manufactured. Therefore, it is of no use for us to retain the machine. However, we have an idea that we sell the machine to you on credit and allow you to pay for it in two years by

18、monthly installments with interest payable at the rate of 12% per annum. We wish to say this is a most advantageous deal you can ever have.Straightforward: 坦率的，直截了當?shù)腷oard of directors: 董事會retain: 保留，保存on credit: 賒賬installments: 分期付款Per annum: 每年First Paragraph mentions what this letter is about.Seco

19、nd Paragraph mentions give solution to questions raised in former letter.敬啟者：我們今天早上收到你們12月8日的來信，感謝你們坦率的回復。這臺機器本身價值100萬美元，不包括運費、保險費、包裝費。我們出售這臺機器是因為董事會決定更改我們的生產(chǎn)計劃，從現(xiàn)在起橡膠制品已不再列入我們的生產(chǎn)范圍之內(nèi)了，因此對我們來說保留這臺機器毫無用處。不過，我們有個主意，即我們用信貸的方法把機器賣給你們，允許你們在2年內(nèi)按月分期償還，并按年息12%支付利息，這是你們能得到的最有利的條件。To be frank with you, it pay

20、s to buy. Since you are enlarging your factory premises, it will be in your interest to make good use of the machine to increase production, and you can rely on it that the machine is a brand new one having been carefully kept in our warehouse since late October. We sincerely invite your representat

21、ive and engineers to Zurich to see the machine. We will give them a demonstration of process involved in operation. Please let us know if this proposal is acceptable to you.Yours faithfully,值得購買很好地利用依賴、依靠、相信Consideration: the writer should focus on “you” instead of “I” or “we”. Take a “you” attitude

22、. To put yourself in the readers place, look at things from the readers point of view, understand the readers problems, emphasize the readers benefits and take the positive attitude in written communication.7CsThird Paragraph put further efforts to try to convince them.Is that enough to convince you

23、?坦率地說，這臺機器是值得購買的，既然你們正在擴建廠房，很好利用這臺機器來增加生產(chǎn)對你們是有好處的。你們可以放心，這臺機器是嶄新的，自去年10月份起就一直被小心地安放在我們倉庫里。我們真誠地邀請你們的代表和工程師們到蘇黎世來察看機器，我們會給他們示范機器的操作方法。請告知這一建議你們是否接受。 瑞士工業(yè)產(chǎn)品供應公司Letter 5Replying: proposing a compensation tradeDear Sirs,Our representatives and engineers, upon their return from Zurich, made a specific re

24、port in the machine they saw last month. Their point of view is that if we take up this deal in the form of compensation trade and repay the cost of the machine with the products produced with the said machine, we can avoid tying up our funds.The above mentioned point of view indicates possibilities

25、 of business; therefore we would like to suggest for your consideration the following ways to carry out compensation trade between us.point of view: 觀點，看法take up : 接受compensation trade : 補償貿(mào)易tie up: 占壓For your consideration: 供你方考慮敬啟者： 我們的代表從蘇黎世回來后立即把上個月他們看到的機器做了一個專門報告。他們的觀點是，如果我們用補償貿(mào)易的方式接受這筆交易，并用上述機

26、器生產(chǎn)的產(chǎn)品來償還該機器的價款，我們的資金就不會被占壓。 上述觀點說明了業(yè)務的可能性，因此我們提出以下幾點建議供你方參考：We would purchase the machine on the basis of CIF Yantai. The total amount we are willing to pay is nine hundred thousand US dollars, including installation and testing fees. Within two weeks after signing the compensation trade agreement,

27、 we would make a down payment amounting to ninety thousand US dollars, i.e. 10% of the total amount of purchase. We would repay the outstanding amount chiefly with the products produced with the machine. Repayment would be made quarterly without bearing any interest and the amount of each repayment

28、shall be adjusted according to the actual situation.down payment: 首付款， 分期付款的初付款額Outstanding amount:未付款項repayment :償還的款項，償付款，償付 我們按照CIF煙臺的條款購買這臺機器。我們愿意付的總金額為90萬美元，包括安裝和檢驗費。在簽訂補償貿(mào)易協(xié)議后2星期內(nèi)，我方將支付首批款額9萬美元，即購物總額的10%。余下的未付款項我們主要用該機器生產(chǎn)的產(chǎn)品來償付。償付款不付利息，每季度支付一次，每筆償付款應按具體情況予以調(diào)整。 You should hold yourselves respon

29、sible for buying back or pushing sales of the resultant products and /or any other products produced with the said machine to equalize the stipulated amount of repayment. Payments for the imported machine and for the products supplied to you are to be accounted separately and offset each other.Resul

30、tant: 作為結(jié)果而發(fā)生的，“該設(shè)備生產(chǎn)的”記賬 你方應負責回購或推銷該機器所生產(chǎn)的產(chǎn)品和/或任何其他產(chǎn)品來平衡規(guī)定償付的金額。 進口機器的款項和支付所供產(chǎn)品的款項應分別記賬，相互抵消。We would instruct the Bank of China to issue a letter of guarantee to ensure timely payment for the machine imported from you while for the buy-back products you are requested to open once every three month

31、s a sight L/C in our favor upon receipt of our advice.letter of guarantee：保函buy-back ：回購的我們將通知中國銀行簽發(fā)一份銀行保函，保證及時支付向你們進口的機器。至于回購的產(chǎn)品，你方應每3個月在收到我們通知后開立一份以我方為受益人的即期銀行信用證。The above-mentioned points are the principles on which the compensation trade agreement is to be constituted. If on the whole you agree

32、 to deal on a compensation trade basis, we will make out a draft agreement for your consideration. In the meantime, we welcome your comments and suggestions in regard to the terms mentioned above so that we may make supplements if necessary when drafting the agreement.We think this is a wise way fro

33、m which we both can receive benefit. We await your early reply.Yours sincerely,On the whole: 整體上，總體上Make out: 擬定，制作Draft agreement : 協(xié)議草案，草本協(xié)議協(xié)議草案，草本協(xié)議Comments and suggestions : 意見和建議意見和建議 上述各點構(gòu)成補償貿(mào)易協(xié)議的原則。如果在整體上你們同意在補償貿(mào)易基礎(chǔ)上進行交易，我們將擬一份協(xié)議草案供你們考慮。在此期間，我們歡迎你們提出有關(guān)上述條款的意見和建議，以便在草擬協(xié)議時，如有必要進行補充。 我們認為這是我們雙方都

34、能受益的明智方法。盼早復。 煙臺希望進出口公司 Letter 6Invitation for a meetingDear Sirs, You requested in your letter of May 8 some information on opportunities for cooperation or joint venture with Chinese firms. As it is part of our policy to open to the outside world, we welcome specific proposals from firms of differ

35、ent countries, aiming at economic cooperation and technological exchange.We are aware of the seminar sponsored by you in September last year regarding joint ventures and appreciate your efforts in promoting cooperation with us. For your information, we are sending you separately a brochure on the Me

36、eting for Announcing Projects for Technical Cooperation in Textile Products that will be held in June 2009. We hope this will give the information you need.joint venture：合資，合資企業(yè)Be aware of：知道sponsor：贊助、發(fā)起紡織產(chǎn)品技術(shù)合作項目說明會敬啟者：在你方5月8日的信中，你們要求提供與中國公司建立合資或合作機會的信息。因為合資合作是對外開放政策的一部分，我們歡迎來自不同國家的公司對于經(jīng)濟合作和技術(shù)轉(zhuǎn)讓的具

37、體建議。我們知道，去年九月由你方贊助了關(guān)于合資企業(yè)的研討會，很贊賞你方在促進與我方合作方面所做的努力?，F(xiàn)另寄我們在2009年6月份召開的紡織產(chǎn)品技術(shù)合作項目說明會的小冊子供你方參考。我們希望這能給你們提供所需的信息。 中國濱海紡織品公司Letter 7Drafting a joint venture contractDear Sirs, We are pleased that during our discussion last week we reached agreement on the proposed joint venture in Australia. Before drawin

38、g up the formal contract for signature we should like to confirm the main points upon which we have agreed, namely:敬啟者：敬啟者：我們很高興上周就在澳大利亞建立合資企業(yè)一事與你方達我們很高興上周就在澳大利亞建立合資企業(yè)一事與你方達成協(xié)議。在起草正式合同并簽字之前，我們想把雙方已經(jīng)成協(xié)議。在起草正式合同并簽字之前，我們想把雙方已經(jīng)同意的主要問題再確認一下，主要有：同意的主要問題再確認一下，主要有：達成協(xié)議制定、草擬1. That the Chinatex and Bunge enter into a wholesale textiles joint venture in the state of Victoria.2. That Chinatex holds 30% of the shares and Bunge 70%.3. That Bunge underwrites to establ