國際經貿函電

1、第一周-第二周Li Ming121 Hanzhong RoadNanjing ChinaWilliam Smith (Messrs)Jones CompanyLondon 23 Oxford StreetLondon,UKEXERCISE1. We learn your company through the courtesy of the commercial Counselors office of your embassy in Beijing.2. We are a state-owned company,specializing in both import and light in

2、dustry products.3. We enclose our latest catalogue and price list for your reference.4. We enjoy a high reputation in the word market,and its worth to be introduced by the excellent quality and reasonable price.5. We are willing to establish direct business relationship on the basis of equality,mutu

3、al benefit,and the exchange of needed goods.6. Through the courtesy of the Chamber of commerce in Tokyo,we know that chemical products fall within your business scope.7. 建交信(.)We have know your name and address from the chamber of Commerce,we wish to inform you that we specialize in both import and

4、umbrella.We shall be pleased to enter into business relations with you.(.)We are willing to send our latest catalogue and sample for your reference if you inquiry.(.)Looking forward to your reply.(.)Your faithfully.19NOTES8. through the courtesy of / through the introduction of / by courtesy of / on

5、 the recommendation of9. the Commercial Counselors office / the chamber of Commerce商務參贊處10. Specialize in 專業(yè)生產11. at an early date / as early as possible / as soon as possible / at ones earliest convenience 盡早12. establish business / trade / relations / relationship(s)=enter into business relations=

6、build up business relations建立業(yè)務關系13. (a copy of catalogue)under cover/under separate cover 另函、隨信附上14. a general ideal of 了解15. upon / on receipt of / in receipt of / to have received收到16. be in the market for sth./ wish to buy / want to buy / be in the market 采購17. the line of business / the scope o

7、f business / business scope 業(yè)務范圍18. on the basis of equality,mutual benefit and the exchange of needed goods.平等互利19. enclose(send under cover)(inside the envelop) / enclosure is. / attach(at the end of a letter or a document) / attachment is.附件20. a good / fast seller=a ready sale=sale well / fast=h

8、ave a good market 有良好的市場21. a well-established exporter /importer 出口/進口22. Arts and Crafts 工藝品23. (sb.)assure sb.(else)of sth. / (sb.)assure sb. that / (sb.)ensure that 保證24. Learn.from./ know.from./note from 從.知道25. fail/lie/ be within the scope of our business 業(yè)務范圍之內26. avail oneself of / take adv

9、antage of / make use of 利用27. state-own company / state-run / state-operated國營企業(yè)28. deal in / trade in / handle 經營29. enjoy a high reputation(in) / enjoy a great fame享有盛譽 30. place an order with sb. for sth.訂單31. supply sb. With sth. / supply sth. for sb.提供32. You may be /rest assured.你放心33. do busi

10、ness with sb.做生意34. pamphlet / brochure 小冊子/手冊35. cases/carton 箱(單位)36. Chapter 3 P21-26 by courier快遞 / bank receipt銀行收據(jù) / arrange the courier cargo安排快遞貨物 / packing information裝箱資料 / quality suppliers 優(yōu)質供應商/ on the long run basis從長遠的基礎上看 / intellectual property 知識產權/ trail production試產 / testing pha

11、se測試階段 / keep you posted保持聯(lián)系 / qualified distributors合格的經銷商 / affiliated附屬 / privately-owned 私營/ prestigious supplier of the said product 該產品久負盛名的供應商/ range from從.范圍.EXAMPLE1. 建立業(yè)務關系We have your name and address from.we wish to inform you that we specialize in.and shall be pleased to enter into busi

12、ness relations with you. = We write to introduce ourselves as one of the leading exporter of. = With reference to you letter of XXX(日期),we are glad to learn that you wish to enter into trade relations with us in the line of. 2. To give you a general ides of our products,we enclose catalogue showing

13、various products being handled by us.Quotation will be sent upon receipt of your specific enquiries.3. 結束語We look forward to your early reply with much interest. = We look forward to hearing from you soon.第六周（周四/五）TERM1. Enquiry（n.)詢價Thank you for your enquiry of our XXX. Our offer will be made on r

14、eceipt of your specific enquiry.2. Enquire(v.)詢問We would like to enquire whether you can supply the following items.We are writing to enquire the current price of.3. Enquire of sb. about sth詢問某人某事4. Quotation(n.)報價You quotations for XXX(商品) are too high to be acceptable.5. Quote(v.)報價Please quote us

15、 your best price.We quoted this XXX at $? per dozen.6. Offer(n.)報價Please make us an offer(v.)報價 We offer these goods subject to their being unsold on receipt of your order.An Enquiry Should Include:1. Name and specifications產品名稱和規(guī)格2. Quality requirement質量要求3. Minimum order quantity訂購數(shù)量4. Delivery da

16、te(time of shipping)交貨時間5. Packing包裝要求6. Company brochure公司簡介7. Product catalogue,price list(s)產品目錄/價格單8. Terms of payment支付方式9. Sample(s)樣品NOTES1. bed-sheets床單 color-checked(printed)bed-sheets彩格印花床單 color-striped bed-sheets彩條床單 pillowcase枕套2. Range a.一系列/一種/一類 a narrow range很小的差距 in the range此類中3.

17、答復詢價信需要注意：1)迅速客氣且給對方有所幫助 2)如所需物目前脫銷,應通知何時供貨 3)or介紹一些替代品EXAMPLE1. Messrs. Brown&Clark of this city(公司名)inform us that you are exporters of all cotton bed-sheets and pillowcases(產品).We would like you to send us details of your various ranges,including sizes,colors and prices,and also samples of th

18、e different qualities of material used.2. We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned.3. When replying,please state your terms of payment and discount you would allow on purchases of quantities of not less tha

19、n 100 dozen of individual items.Prices quoted should include insurance and freight to Liverpool.4. We have received your enquiry of XXX(日期) and thank you for your interest in our products.A copy of our illustrated catalogue is being sent to you today,with samples of some the skins we regularly use i

20、n our manufactures.5. We also manufacture a wide range of hand-made leather handbags in which we think you may be interested.They are full illustrated in the catalogue and are of the same high quality as our gloves.替代品EXERCISE1. 從紐約ABC公司獲悉,你公司出口尼龍床單和枕套。對上述品質優(yōu)良價格公道的商品，本地區(qū)常有需求。From the New York ABC co

21、mpany,we are informed that you are exporters of nylon sheets and pillowcases. Moderately priced goods of the kind mentioned is a promising market in our area.2. 我們另郵寄樣品一批，深信一旦你們有機會查看樣品之后，定會承認該貨品質優(yōu)良，價格合理（定會認可）。We send a rang of sample to you ,and think you will maintained that its moderately priced o

22、nce you have view the sample .3. 收到你公司5月14日詢價，得悉你對我手工制作的人造革手套感興趣?，F(xiàn)將你所需的詳細資料，附圖目錄和價格單附寄給你。We have received your enquiry of May 14th and thank you for your interest in our leather gloves handmade.A copy of our illustrated catalogue is being sent to you,including the price list.4. 所附價格單和圖解目錄將給你提供有關你方最感

23、興趣的型號的具體情況。The enclosed price list and illustrated catalogue will provide you the specific conditions of models you are most interested. 窗體頂端第七周+第九周NOTES1. Order訂單； order intention訂單意向； order placement下單2. Deliver 交貨；delivery time交貨時間；time of shipment裝運時間；validity of quotation報價有效期；lead time交付周期3. L

24、/C=letter of credit信用證；B/L=bill of lading提單4. Common practice慣例5. Be with reference to鑒于6. Courtesy 好意 禮遇7. LC 90 day90天遠期信用證；LC at sight即期信用證8. Provided that.只要滿足.條件=if9. Receipt of 收到10. PI=Proforma Invoice形式發(fā)票（對外-發(fā)票 對內-報價單）11. Country of origin: =be of (Chinese) origin=origin:(China)原產國12. Port o

25、f loading裝運港；port of destination目的港13. Terms of settlements 結算條件;terms 條款條件14. On a high side價格偏高EXAMPLE1. Making a QuotationDear Sirs,We are in receipt of (收到)your letter of July 17,asking us to offer 10,000 metric tons(公噸M/T) of Superior White Sugar on FOB Shanghai basis and appreciate very much y

26、our interest in our product.To comply with your request,we are quoting you as follows:2. Making a Counter-offer(1)We are in receipt of your letter of August 14 offering us 60 metric tons of the captioned goods at RMB2,660 per metric ton on the usual terms. (2)In reply,we regret to inform you that ou

27、r buyers in Odense find your price much too high.Information indicates that some parcels of Turkish origin have been sold there at a level about ten percent lower than yours. (3)We do not deny that the quality of Chinese Kernels is slightly better,but the difference in price should,in no case,be as

28、big as ten percent.(4)To step up trade,we,on behalf of our buyers,counteroffer as follows,subject to(受.管制) your reply being received here by August 26.our time:“60 metric tons Bitter Apricot Kernels at RMB 2350 per metric ton on CIFC 2% Odense with transshipment at Copenhagen,other term as per your

29、letter dated 14/8/14”。3. Letter of acceptanceThank you for your letter of May 12,with which you sent us details of PLASTIC WARE.We have now seen samples of these goods and decided to place an order for 3000 pieces of PLASTIC WARE,provided you can guarantee delivery on or before July1.4. Please note

30、that 12 pieces to a box and 100 boxes to a wooden case,2% more or less in weight.5. We hope that everything will turn out to our entire satisfaction.EXERCISE1. 按照你放的要求，現(xiàn)報50公噸大豆的實盤如下，以自本日起一周內你方收到為有效。According to your request, now offer 50 metric tons of soybeans offer as follows, with your receipt wi

31、thin one week since this day. 2. 茲復你方上月的函電，向你方報盤如下，以我方最后確認為準。In reply to your last month's letter, to your offer as follows, subject to our final confirmation. 3. 現(xiàn)告之你方，我方可從現(xiàn)貨中供應3000大羅蒙牌(romen)男士襯衣。We inform you that we can supply an order for 3000 pieces of romen men's shirts from the spot

32、goods. 4. 獲悉你地市場對核桃有很大需求，茲附上第6868號報價單供參考。We learn that there is a good market for walnuts,and we enclose quotation no. 6868 for your reference. 5. 你方7月9日來函收悉，謝謝。很遺憾，你方價格偏高，無法成交。Thank you for your letter of July 9.I'm sorry that your price is so high that cannot clinch a deal. 第十周TERM1.本票promisso

33、ry note2.支票check or cheque3.匯票bill of exchange/draft1)按出票人的不同:banker's bill 銀行匯票;commercial bill 商業(yè)匯票2)按有無付商業(yè)單據(jù):documentary bill跟單匯票;clean bill光票3)按付款時間不同:sight draft即期匯票;time bill遠期匯票 :fixed date / at_days after

34、0;sight / at_days after date of issue(出票)/ at_days after date of B/L NOTE1.匯票的使用出票issue-提示presentation- 付款payment(即期匯票) 出票issue-提示presentation-承兌acceptance-付款payment/貼現(xiàn)discount(遠期,2次提示) 出票issue-提示presentation-拒付dishonour-追索resource出票issue-背

35、書endorsement2.常見的三種支付方式1.匯款Remittance:信匯Mail Transfer M/T；電匯Telegraphic Transfer T/T；票匯Demand Draft D/DRemitter(Importer)Payee(Exporter)1.sign contractRemitting bank(Importers bank)匯出行Paying bank(Exporters bank)匯入行2.application/payment4.advice,payment3.mandate for remit

36、tance圖1.Procedure of remittance備注:remitter匯款人; remitting bank匯出行; payer付款人  payee收款人  drawer出票人 drawee受票人; advice通知2.托收Collection:出口人Exporter出具債券憑證委托銀行向進口人Importer收取貨款：ExporterImporter1.sign contractRemitting bank(Exporters bank)托收行Paying bank(Importers bank)代收行2.applic

37、ation/a set of documents4.presentation for payment3.mandate,a set of documents圖2.Procedure of D/P at sight7.payment6.transfer5.payment against documents1)Clean Collection光票托收;Documentary Collection跟單托收2)Documents Against Payment D/P付款交單; Documents Against Acceptanc

38、e D/A 承兌交單備注：types of payment1.付款交單Documents Against Payment D/P(先付款后交單D/P at sight);2.承兌交單Documents Against Acceptance D/A(先承兌后交單)例句（合同的托收條款）:1.Upon first presentation,the buyer shall pay against do 

39、draft drawn by the sellers at sight.The shipping documents are to be delivered against payment only.2.Upon first presentation,the buyer shall accept against documentary draft drawn by the sellers at&#

40、160; XX days sight.The shipping documents are to be delivered against acceptance only.3.信用證Letter of Credit1)主要當事人:Applicant申請人；Beneficiary受益人；Issuing bank開證行(進口地) ；Advising bank通知行(出口地)； Paying bank付款行(進口地) ；Negotiating bank儀付行(出口行)； Confi

41、rming bank保兌行2)程序申請人Applicant付款行Paying bank /開證行Issuing bank(進口地) 受益人Beneficiary通知行Advising bank/儀付行Negotiating bank(出口行)1.申請證明 2.開出信用證3.通知信用證 4.裝運貨物5.交單議付 6.議付，買單7.寄單 8.付款或承兌9.提交單據(jù) 10.申請人付款贖單 1 9 10 278 3 5 6 43)主要內容a.以信用證項下的匯票是否附有貨運單據(jù)劃分為：跟單信用證(Documentary Credit)是憑跟單匯

42、票或僅憑單據(jù)付款的信用證 光票信用證(Clean Credit)是憑不隨附貨運單據(jù)的光票(Clean Draft)付款的信用證。b.以開證行所負的責任為標準劃分為：不可撤銷信用證（Irrevocable L/C）（注：都是不可撤銷信用證）可撤銷信用證(Revocable L/C)。c.以有無另一銀行加以保證兌付為依據(jù)劃分為：保兌信用證(Confirmed L/C)。指開證行開出的信用證，由另一銀行保證對符合信用證條款規(guī)定的單據(jù)履行付款義務不保兌信用證(Unconfirmed L/C)d.根據(jù)付款時間不同劃分為:即期信用證(Sight L/C) 遠期信用證(Usance L/C) 假遠期信用證(

43、Usance Credit Payable at Sight)。e.(5)根據(jù)受益人對信用證的權利可否轉讓，可分為可轉讓信用證(Transferable L/C) 不可轉讓信用證 紅條款信用證。此種信用證可讓開證行在收到單證之后，向賣家提前預付一部分款項。這種信用證常用于制造業(yè)。第十一周NOTE1.contract of which have been duly noted內容詳知2.contract合同3.We are in receipt of your letter&#

44、160;of 收悉4.consider it advisable to make it clear有必要了解5.equivalent等效6.conversion rate匯價 調換價格7.will be required8.extendaccommodation 通融9.We wish to place with you an order for 1000 casks 

45、;Iron Nails. 10.For this particular order we would like to pay by 30days L/C11.have only moderate means at hand手頭資金有限12.tie-up of funds占用資金13.do us a special favor 14.There

46、60;are good prospects for the sale of this cutlery.刀具市場有很好的前景15.on our own account 自負盈虧16.firm orders 實盤(穩(wěn)定的訂單)17.give it a trial18.As to our standing至于我方的資信證明19.terms of payment支付方式20.We

47、60;are in agreement with your proposals and hereby give you in writing the terms and conditions(條款和條件)which have been agreed upon as follow：21.Your terms of payment are l

48、etter of credit with draft at sight instead of D/P at sight.你的付款條件是信用證和即期匯票而不是即期付款交單。22.The above terms of payment were approved by our manager and will be acted upon acc

49、ordingly.上述付款條件得到我們經理的批準，并將按相應規(guī)定執(zhí)行.23.representative代表24.Our past purchase of Mild Steel Sheets from you has been paid as a rule by confirmed,irrevocable letter of credit.25.If you would kin

50、dly make easier payment terms,we are sure that such an accommodation would be conductive to encouraging business.如蒙你方給予放寬的付款條件,我們確信這樣的通融有助于擴展業(yè)務.26.We propose either"Cash against Documents on

51、 arrival of goods"or"Drawing on us at three months' sight ".我們提議用貨到時交單付款或向我們開出3月期的匯票.27.You kindness in giving priority to the consideration of the above request and 

52、giving us an early favorable reply will be highly appreciated.我們將非常感激貴公司對上訴請求的優(yōu)先考慮和盡快答復.第十二周EXERCISE我們已經收到你方1月25日的來信,得知你方有意在貴國推銷我們的枕套產品.我們感謝你方試購100打枕套,很遺憾,但對你方要求以承兌交單方式付款一事,我們很難考慮.原因是,我們一般都是要求以信用證付款.考慮到我們之間的友好關系,我們準備破例接受付款交單的方式付款.換言之,我們將通過銀行以托收的方式用跟單即期匯票向

53、你取款.希望你能接受上訴付款條款,并盼不久收到回音.We have received your letter of January 25, and know that you have intention to sell our pillowcase in your country. Thanks for your trial order for 100 dozen pillowcase, we regret to consider your request for payment on D/A terms,because we generally require L/C payment.Co

54、nsidering the friendly relationship between us,we make an exception to accept D/P payment. In other words,we will draw on you a documentary draft at sight through bank on collection bases. We hope you can accept above terms of payments,and look forward to your favorable reply.1.我們的支付方式是以保稅不可撤銷的

55、、憑即期匯票支付的信用證.Our terms of payment are confirmed irrevocable L/C with draft at sight.2.因為這次交易額大,而且目前國際金融市場很不穩(wěn)定,所以我們除接受信用證付款外,不能接受別的付款方式.Because the transaction amount is large,and the current international financial market is very unstable,we can't accept other payment terms except the L/C.3.此次訂貨

56、,我們建議你們使用即期匯票.收到該匯票后,我們將把貨物裝上第一艘可定到的船.For this order,we propose that you make payment by draft sight.Once receipt of the draft we will ship the goods on the first available vessel.4.為了做成這批生意,希望雙方都各讓步一半.百分之五十以信用證付款,百分之五十按付款交單,如何?In order to conclude this transaction,I hope you will meet me half way.H

57、ow about 50%by L/C,the balance by D/P.5.開這樣大數(shù)額的信用證,費用很大,再說資金也要積壓,這些都要使成本增加.For such a large amount,a L/C is costly,besides,it ties up my money,all this adds to my lost.6.我想同你討論一下付款條件.不知你能否接受付款交單的方式.I would like to discuss the terms of payment with you,I wonder if you would accept D/P.7.咱們是老朋友了,我想這次用

58、該用D/P或者D/A付款方式吧.Since we are old friends，I propose D/P or D/A payment.8.我們已通知我方銀行開立以你方為受益人的、不可撤銷的、跟單信用證,其金額為一千塞三百美金.We have instructed our bank to open an irrevocable documentary L/C in your favor,the total amount is $1300.9.我們希望你們對這筆交易和今后的交易接受付款交單方式.We hope you can accept D/P as payment term this t

59、ime and the future business.10對于你方1號訂單,我們可以接受你們遠期匯票支付的提議.For your order No.1,we can accept the offer of pay by time bill.11.根據(jù)這個分期付款計劃,合同總值的百分之二十應在訂貨時付訖.Under the installment plan, 20% of the contract value is to be paid with orders. 12.請注明信用證在我國可以議付.Please indicate that the L/C is negotiable in our

60、 country. 13.我方將開立以你方為受益人的、不可撤銷的信用證,在香港付款交單.We shall open an irrevocable letter of credit in your favor, payable in Hong Kong against documents. 14.我們已經考慮過了你方付款交單的要求,并同意給予你們這個方便.Your request for D/P payment has been considered and we agree to grant you this facility/extend the accommodation.TERMFree

61、 from Particular Average（FPA）平安險With Particular Average（WPA）水漬險All Risks（AR）一切險Theft,Pilferageand Non-delivery（TPND）偷竊和提貨不著險1.FOBto be effected by the buyers2.CIF*X% CIF/CIPto be covered by the seller for X% of total invoice value against XX and XX as per ocean marine cargo clauses of the people'

62、;s insurance company of China dated 1/1/1981NOTE1.insuranceinsurance claim保險索賠insurance company保險公司insurance coverage保險范圍insurance policy保險單insurance premium保險費2.insurance+介詞 一般用法表示所保的貨物 +on表示投保類別 +againstIf you wish to cover insurance against any additional insurance.表示保額 +for表示某保險公司 +with 表示保險費或保險費率