高等教育自學(xué)考試外貿(mào)函電串講講義1

1、高等教育自學(xué)考試外貿(mào)函電串講講義建立業(yè)務(wù)關(guān)系要點(diǎn)：第一要點(diǎn)為寫(xiě)信人信息來(lái)源或自我介紹；第二要點(diǎn)為公司的經(jīng)營(yíng)范圍，寫(xiě)信人是經(jīng)營(yíng)什么產(chǎn)品的，對(duì)什么產(chǎn)品感興趣；第三要點(diǎn)為寫(xiě)信人的打算；第四要點(diǎn)為結(jié)尾語(yǔ)。復(fù)習(xí)重點(diǎn)1.經(jīng)營(yíng)范圍As this item falls(be, lie) within the scope(sphere) of our business activities,(lines) 棉布屬于我公司經(jīng)營(yíng)范圍。替代用法：The item you inquired for comes within the frame of our business activities.你們所詢的商品正屬于我

2、們的業(yè)務(wù)經(jīng)營(yíng)范圍。We handle the import business of textiles.我公司經(jīng)營(yíng)紡織品的進(jìn)口業(yè)務(wù)。We deal in Chinese textiles.我們經(jīng)營(yíng)中國(guó)紡織品。We are engaged in the exportation of chemicals.我們經(jīng)營(yíng)化工產(chǎn)品的出口。This shop trades in paper and stationery.這商店經(jīng)營(yíng)文具紙張。We are in the cotton piece goods business. (line)我們經(jīng)營(yíng)棉織品。Cotton Piece Goods are our lin

3、e.棉布是我公司經(jīng)營(yíng)的產(chǎn)品。Cotton Piece Goods are our main exports.棉布是我們的主要進(jìn)口商品。2.建立業(yè)務(wù)關(guān)系課文中用法：to enter into direct business relations with you與你公司建立直接的業(yè)務(wù)關(guān)系。注意：relations 必用復(fù)數(shù)； business 可用trade 替代。與某某建立業(yè)務(wù)聯(lián)系，一般用法：to establish business relations with；to enter into business activities with；to build up business relati

4、ons with；to make business contact with 。與誰(shuí)建立業(yè)務(wù)聯(lián)系用with, 如：與你公司(你們，潛在顧客等)建立聯(lián)系to establish business relations with your company (your firm, your corporation, prospective dealers.)。建立什么樣的關(guān)系：to establish direct (直接的) pleasant (愉快的)，friendly (友好的)，good (良好的)，mutually beneficial (互利的) relations with 。在什么基礎(chǔ)

5、上建立業(yè)務(wù)關(guān)系：on the basis of 如：We are willing to enter into business relations with your firm on the basis of equality, mutual benefit and exchanging what one has for what one needs.我們?cè)冈谄降然ダ⒒ネㄓ袩o(wú)的基礎(chǔ)上與你公司建立業(yè)務(wù)聯(lián)系。促進(jìn)業(yè)務(wù)聯(lián)系：to promote business relations；加強(qiáng)業(yè)務(wù)聯(lián)系：to strengthen (enhance) business relations.3. gener

6、al ideaA general idea 概況。(對(duì)應(yīng)于詳細(xì)情況 ：in details，F(xiàn)ull details, all the details, important details, detail information)。4.AvailableAvailable 形容詞available放在它所修飾的名詞前或后都可以，如：Available quantity 或quantity available 可供數(shù)量。在外貿(mào)書(shū)信中放在后面比較普通，如：Do you have any sample available? 你們能給我們寄樣品嗎？5.Quotationquotation 做“報(bào)價(jià)”解

7、時(shí)，常與動(dòng)詞make, send, give 等連用：Please make (send, give) us your lowest quotation.另外，還可以用let us have 的結(jié)構(gòu)：Please let us have your lowest quotation.“quotation”后面常跟介詞for，然后接所報(bào)的商品，在少數(shù)情況下，買方提及賣方的報(bào)價(jià)時(shí)用of。向?qū)Ψ秸?qǐng)求報(bào)價(jià)時(shí)，必用for: Please make us your lowest quotation for Chinese Folding Fans.請(qǐng)報(bào)中國(guó)折扇最低價(jià)。提到對(duì)方報(bào)來(lái)的價(jià)，即已形成了的報(bào)價(jià)用of

8、: Your quotation of Chinese Folding Fans is too high to be acceptable.你方中國(guó)折扇報(bào)價(jià)太高，不能接受。6. to be indebted to sb. for sth.to be indebted to somebody for something 是這種句式基本語(yǔ)序，但在實(shí)踐中，如果somebody是一個(gè)比較長(zhǎng)的短語(yǔ)，為了使整個(gè)句子讀起來(lái)更通順，更容易理解，就可以把它挪到句尾：to be indebted to somebody for something. 如We are indebted for your addres

9、s to the Commercial Counselor's Office of the Algerian Embassy in Beijing. 我們得知你公司的地址，要感謝阿爾及利亞駐北京大使館商贊處。在這里，要感謝的人是the Commercial Counselor's Office of the Algerian Embassy in Beijing. 阿爾及利亞駐北京大使館商贊處，這是個(gè)比較長(zhǎng)的短語(yǔ)，所以放在句尾。7.inform/adviseThey have informed us that該處已經(jīng)告知我們Inform 做通知講時(shí)，可與advise換用。常用結(jié)

10、構(gòu)：a. 賓語(yǔ)后接of短語(yǔ): in form (advise) somebody of something. 不過(guò)近來(lái)國(guó)外來(lái)信有省略介詞of的現(xiàn)象。We shall in form (advise) you (of) the date of shipment.我們將把裝運(yùn)日期通知你方。b. 賓語(yǔ)后接從句 inform (advise) somebody + that/what/which: We wish to inform (advise) you that business has been done at US$110 per metric ton. 我們已經(jīng)以每公噸110美元的價(jià)格成交

11、，特此告知。 c.茲通知(你們)Please be informed (advised) that: Please be informed (advised) that we have already sent the samples requested. 茲通知你方，我方已經(jīng)將所索樣品寄出。注意：如果省略賓語(yǔ)(人稱代詞)則不宜使用inform。如：Please advise the name of steamer. 請(qǐng)告知船名。Please advise what quantity you can sell a year.請(qǐng)告知每年可銷售的數(shù)量。在這種情況下，不能用inform,只能用adv

12、ise。in the market for somethingin the market for something 是書(shū)面語(yǔ)言，表示想買進(jìn)某物。如課文中：You are in the market for Chemicals. 你公司要購(gòu)買化工產(chǎn)品。除此以外，in the market for something 也可以引申于“樂(lè)于接受某物”。如：I'm always in the market for good new ideas.我總是樂(lè)于接受有益的新建議。in the market 是想要買(或賣)的意思。如：Please advise us when you are in t

13、he market.當(dāng)你們想要買(或賣)時(shí)，請(qǐng)告知我們。In the market 還可以做“上市，出售，可以買到”解，同on the market可以相互替代。如：This is the best article on the market.這是市場(chǎng)上可以買到的最好的商品。 又如：The article will be on the market.商品本周就會(huì)上市。其他一些在商業(yè)中會(huì)用到的market詞組：at the market 主要用于交易所，意思是：照市價(jià)，照當(dāng)前最好的行情。bring to market, put on the market, come into the marke

14、t 都可以用來(lái)表示：在市場(chǎng)上出售，投放市場(chǎng)。如：The new color TV will come into the market soon. 新型彩色電視機(jī)不久將投放市場(chǎng)。lose one's market 失去做買賣的機(jī)會(huì)。如：We don't want to lose our market by sticking to have it at the market price. 我們不想因?yàn)閳?jiān)持按市價(jià)購(gòu)進(jìn)而失去做買賣的機(jī)會(huì)。price out of the market (商品)定價(jià)過(guò)高而無(wú)人購(gòu)買。如：If you don't accept a low profi

15、t, you'll price yourself right out of the market. 如果你不同意降低利潤(rùn)，就只有漫天要價(jià)無(wú)人問(wèn)津了。8.Encloseenclose 是動(dòng)詞，表示“封入”。商業(yè)信件中常有在 enclose后加herewith的，如We enclose herewith a copy of our price list. 但最好不用，因enclose與herewith在意義上重復(fù)。表示附在某封信內(nèi)，用介詞with 或 in: Please refer to the price list enclosed with (or: in) our letter o

16、f August 5. 請(qǐng)查閱8月5去信所附的價(jià)目表。過(guò)去分詞enclosed作表語(yǔ)時(shí)，常倒裝置于句首。如A copy of our Export List are enclosed. 在課文中將enclosed 倒裝：Enclosed herewith is a copy of our Export List 現(xiàn)隨函附寄我公司出口商品表一份。過(guò)去分詞enclosed作賓語(yǔ)補(bǔ)足語(yǔ)時(shí)，也常倒裝置于句首或置于謂語(yǔ)動(dòng)詞之后：Enclosed please find a copy of our price list. (或 Please find enclosed a copy of our pric

17、e list.) 隨函附寄我公司價(jià)目表一份。過(guò)去分詞enclosed可作名詞，前面加定冠詞：We believe you will find the enclosed interesting. 我們相信你們對(duì)所附之件會(huì)感興趣。9.Requirementsrequirement 表示需要時(shí)，常用單數(shù)，后接介詞of: We have noted your requirement of samples and catalogues.我們已經(jīng)注意到你們需要樣品和商品目錄。表示需要的貨物或需要量時(shí)常用復(fù)數(shù)，后接介詞for或of: We can meet your requirements for Wal

18、nut meat.我們可以滿足你方對(duì)核桃仁的需要。Please let us know your annual requirements of Walnuts.請(qǐng)告知你方對(duì)核桃的年需求量。 注意：表示滿足需要，除meet外，還可以用satisfy, fill, supply 等動(dòng)詞。10.Promoteto promote both business and friendship促進(jìn)業(yè)務(wù)和友誼； 可替代的用法是：to promote friendship as well as business 。11.trade in sth 和trade with sb.in our trade with

19、customers in the Asian-African countries我們?cè)谕瑏喎菄?guó)家的客戶進(jìn)行貿(mào)易時(shí)；trade 做動(dòng)詞用時(shí)，表示“從事貿(mào)易，做生意，經(jīng)營(yíng)”。注意：和某人做貿(mào)易接with， 經(jīng)營(yíng)某項(xiàng)商品接in. 如：They trade mainly in cotton piece goods.他們主要經(jīng)營(yíng)棉布。結(jié)尾語(yǔ)We look forward to your favourable reply. 盼佳音。通常我們以“盼早復(fù)”“盼佳音”等來(lái)結(jié)束此類信件。詢函要點(diǎn)：第一要點(diǎn)：感謝對(duì)方來(lái)信，第二要點(diǎn)：寫(xiě)信人的要求，第三要點(diǎn)：訂購(gòu)條件，第四要點(diǎn)：結(jié)束語(yǔ)。復(fù)習(xí)重點(diǎn)1.Quote與quot

20、ation 相對(duì)應(yīng)的動(dòng)詞是 quote. 做報(bào)價(jià)解時(shí)的基本結(jié)構(gòu)是：quote sb a price for sth: Please quote us your lowest price for walnuts.請(qǐng)向我方報(bào)核桃價(jià)。有時(shí)不說(shuō)以介詞for短語(yǔ)表示的商品，就成為quote sb a price: Please quote us your lowest price. 請(qǐng)向我方報(bào)最低價(jià)。有時(shí)只要直接賓語(yǔ)，而省略其它部分就成為quote a price: Please quote your lowest price.2.Happen to這一結(jié)構(gòu)和動(dòng)詞連用，可以用來(lái)強(qiáng)調(diào)一件事是偶然發(fā)生的。如

21、：I happen to know your are wrong. 但這一結(jié)構(gòu)和名詞連用，則表示“臨到頭上”。如：If anything happens to him, let me know. 如果他遭到什么意外，請(qǐng)通知我。另外，happen to 也常與if 與should連用。If (Should) you happen to pass a breaker's, pick me up a brown loaf, would you? 如果你碰巧經(jīng)過(guò)面包店，請(qǐng)給我?guī)б粋€(gè)黑面包。3.Desire desire n./v. 期望，渴望；要求，請(qǐng)求(比wish強(qiáng)烈)4.Informati

22、onInformation n. 消息，報(bào)道(不可數(shù)名詞，后常接介詞on或about, 也可以接regarding或concerning)We shall be glad to receive more information on (or: about) this matter. 我們?cè)傅玫接嘘P(guān)此事的更多的消息。 All necessary information 一切必要的情況.此句中提到的catalog 與sample books 在商業(yè)書(shū)信中都屬于information的范圍。Catalogue n. 目錄(本)目錄本適用于一般商品，列名詳細(xì)規(guī)格及商品號(hào)碼等，有繪畫(huà)、照片或圖表者，稱為

23、illustrated catalogue. 單頁(yè)的商品說(shuō)明書(shū)稱為leaflet. Sample books 樣品本 把布匹、紙張等各種花樣，圖案的小塊剪樣(sample cuttings)裝訂成一本，注明商品號(hào)碼，稱為樣品本，寄供客戶選購(gòu)之用。5.Acquaintso as to acquaint us with the material and workmanship of your supplies. 以便我公司熟悉你公司供貨的質(zhì)地和工藝。Acquaint sb. with sth. 等于 inform sb. of sth. ; tell sb. Sth.6.Supplysupply

24、可以用作名詞，也可以用作動(dòng)詞。Supply 作名詞用時(shí)表示“供應(yīng)”或“供應(yīng)的貨物”。在使用中要注意： a.作名詞用: 表示抽象的概念以及一些習(xí)語(yǔ)中時(shí)，常用單數(shù):Supply now exceeds demand on our market.目前我方市場(chǎng)供過(guò)于求。The goods are in short (scarce, light, free, abundant, ample) supply. 該貨現(xiàn)供應(yīng)短缺(稀少，量少，量大，豐富，充分)。表示具體概念時(shí)，用單復(fù)數(shù)都可以：We are replenishing supply (or: supplies ). 我們正在補(bǔ)充貨源。 Buyer

25、s require additional supply (or: supplies) of wood oil. 買主要求再供應(yīng)些桐油。b.作動(dòng)詞用：要注意句型：- We can supply you with all kinds of leather shoes. - We can supply all kinds of leather shoes. - We believe we shall be able to supply your requirements.Intendintend 打算，是正式用語(yǔ), 指“心里已有做某事的目標(biāo)或計(jì)劃”, 含有“行動(dòng)堅(jiān)決”之意, 如: I intende

26、d to write to you.我要給你寫(xiě)信。mean 也含有“想做某事”的意思，可與 intend互換, 但強(qiáng)調(diào)“做事的意圖”, 較口語(yǔ)化, 如: I mean to go to bed earlier tonight.今晚 我想早些睡覺(jué)。另外類似的詞還有propose，指“公開(kāi)明確地提出自已的目的或計(jì)劃”, 如:I proposed to speak for an hour.我想講一小時(shí)。Appreciateappreciate指對(duì)表示感激、感謝。如：I really appreciate your help.我真的很感激你的幫助。報(bào)盤(pán)要點(diǎn)：第一要點(diǎn)：提及對(duì)方的來(lái)信，并指出要報(bào)盤(pán)的商品

27、，第二要點(diǎn)：詳細(xì)說(shuō)明主要的交易條件，如規(guī)格、數(shù)量、包裝、價(jià)格、交貨期、及支付條件等，第三要點(diǎn)：期望進(jìn)一步的合作。復(fù)習(xí)重點(diǎn)1.under separate coverunder separate cover表示“另封郵寄”，對(duì)應(yīng)于enclose。Enclose表示“隨函附寄”。除了under separate cover 還可以用by separate mail, by separate post ; 或by another mail, by another post注意：這幾個(gè)詞意思完全一樣，但搭配不同。2.Offer在國(guó)際貿(mào)易中，可作報(bào)價(jià)解的除quote與quotation外，還有一個(gè)常用詞

28、，即offer. Offer作報(bào)盤(pán)解時(shí)，既可作名詞用，也可作動(dòng)詞用。Offer作名詞用時(shí)，常與動(dòng)詞make, send, give等連用，后接介詞for或on, 或of, 接 for最普通，接on較少見(jiàn)，買方提及賣方的報(bào)盤(pán)時(shí)，即說(shuō)到對(duì)方已報(bào)某貨的盤(pán)或某數(shù)量的盤(pán)時(shí)，常用of。如：Please make (send, give) us an offer for (或 on) Walnuts. Your offer of wood oil is too high.(當(dāng)然，在這若用for或on也對(duì)，但用of較好)。 Offer做動(dòng)詞時(shí)，可以不及物，如： We will offer as soon as

29、 possible. 我方將盡早報(bào)盤(pán)。也可以及物。作及物動(dòng)詞用時(shí)，賓語(yǔ)可以是人，可以是物，也可以有雙賓語(yǔ)。 We hope to be able to offer you next week. 我們希望能于下周某一天向你方報(bào)盤(pán)。We can offer various kinds of cotton piece goods. 我們能報(bào)盤(pán)各式各樣的棉布。 We can offer you Iron Nails at attractive prices. 我們能以具有吸引力的價(jià)格向你報(bào)盤(pán)鐵釘。嚴(yán)格講quote/quotation 與 offer不同，quote/quotation是報(bào)價(jià)，指某一商品

30、的單價(jià)，offer是報(bào)盤(pán)，除單價(jià)外，還包括數(shù)量，交貨期，付款方式等等。另外，offer比較固定，賣方價(jià)格報(bào)出后，一般不能輕易變動(dòng)，而quote/quotation則不同，賣方報(bào)價(jià)后，不受約束，可以根據(jù)情況略加調(diào)整。盡管有區(qū)別，但各國(guó)商人則往往把這兩個(gè)詞混用。這一點(diǎn)要特別注意。另外，在使用時(shí)，還應(yīng)注意下列習(xí)慣用法：Please offer us 500 Bicycles CIF London. Please quote us your lowest price for 500 Bicycles CIF London. 注意：動(dòng)詞quote 的基本用法：to quote sb. a price f

31、or sth. 動(dòng)詞 offer 的基本用法：to offer sb. sth.3.In due coursein due course 是商業(yè)書(shū)信中的成語(yǔ)，有時(shí)用副詞duly，意指情況正常按時(shí)到達(dá)。4.At sellers/buyers optionat sellers option 表示由賣方?jīng)Q定，而at buyers option 則表示由買方?jīng)Q定。Acceptable，Accept, Acceptanceacceptable 是形容詞，可接受的；accept是動(dòng)詞，接受；acceptance是名詞，接受。在報(bào)盤(pán)有效期內(nèi)接受報(bào)盤(pán)的全部條款，達(dá)成交易。我們就說(shuō)：We accept your

32、 offer of 2 000 kilos black tea. 或：We confirm our acceptance of your offer of 若買方只是說(shuō)：Your offer is acceptable. We are accepting your offer.都不應(yīng)理解為業(yè)務(wù)已經(jīng)成交，對(duì)此必須特別注意，以免在實(shí)際業(yè)務(wù)中發(fā)生誤會(huì)。5.conformationconfirmation 是名詞，表示確認(rèn)。6.description of an article/name of commodity意思是商品名稱。在商業(yè)書(shū)信中，我們常常可以看到許多表示商品或貨物的詞匯，如：commodi

33、ty, goods, article, merchandise, cargo, material, item, product, supply, order 等。下面簡(jiǎn)單介紹一下這些詞匯的用法：commodity是比較正式的用語(yǔ)，通常指較大范圍的商品，尤其指一個(gè)國(guó)家的主要商品。Commodity是可數(shù)名詞。goods不是指一件商品，而是統(tǒng)指貨物。Goods永遠(yuǎn)是復(fù)數(shù)形式，不能與數(shù)詞連用。 Merchandise 也是泛指商品，不特指某一商品，但沒(méi)有復(fù)數(shù)形式，前面也不可加不定冠詞。article 作商品解時(shí)，常常指一種商品，而不是指一類商品，同一種商品而有不同規(guī)格，商品編貨號(hào)，常用此詞，如在課文

34、中。Cargo = goods carried in a ship。即船上所載的貨物。如：The steamer sailed with full cargo.該輪滿載起航。 注意這里不能用goods 代替cargo。說(shuō)與裝運(yùn)有關(guān)的貨物時(shí)也可以用cargo, 但不如goods普通。如：We expect to ship the goods (可用cargo) in a few days。 如果不是在船上的貨物，又跟裝運(yùn)沒(méi)有關(guān)系的貨物，不能用cargo, 如：As soon as the goods (不能用cargo) are available, we will call you. mate

35、rial 一般指作原料用的商品。item 名詞item本義是“項(xiàng)目”，但在商業(yè)函件中常用來(lái)代表前面提到的貨物，如：We note your are interested in walnut meat but regret to advise that this item is not available at present. 尤其在介紹目錄中的商品項(xiàng)目時(shí)常用此詞，如：You can buy these items through the catalogue. 你能從目錄中買到這些項(xiàng)目。product 指產(chǎn)品。7.terms of payment 支付條件。外貿(mào)中常用的支付方式有3種： (1)

36、 Remittance: Mail Transfer (M/T), Telegraphic Transfer (T/T),Demand Draft (D/D) (2) Documentary Collection: a. Documents against payment (D/P): Documents against payment at sight (D/P sight), Documents against payment after sight (D/P after sight) b. Documents against acceptance (D/A) (3) L/C: 信用證是可

37、數(shù)普通名詞，單數(shù)為(a)letter of credit, 復(fù)數(shù)為 letters of credit； 但在商業(yè)書(shū)信中常作大寫(xiě)，單數(shù)為(a)Letter of Credit, 復(fù)數(shù)為 Letters of Credit；且常用大寫(xiě)縮寫(xiě)，單數(shù)為(an)L/C，復(fù)數(shù)為L(zhǎng)s/C。此外，商業(yè)書(shū)信有時(shí)也用credit一個(gè)詞表示信用證，復(fù)數(shù)為credits. 開(kāi)立信用證，最普通的是open an L/C，比較正式的說(shuō)法是establish an L/C，從銀行的角度可以說(shuō)issue an L/C。改證是 amend an L/C。展證是extend an L/C。關(guān)于信用證的常用詞組：即期信用證：let

38、ter of credit available by draft at sight, letter of credit payable against draft at sight, letter of credit available by sight draft, letter of credit payable against sight draft, sight L/C (在商業(yè)書(shū)信中常用)；遠(yuǎn)期信用證: usance L/C, time L/C, term L/C. 注意: 見(jiàn)票后多少天支付的說(shuō)法很多, 常見(jiàn)的有: L/C available by draft at 30 days

39、after sight 見(jiàn)票后30天付款; usance L/C at 30 days after sight 見(jiàn)票后30天付款; time L/C at 30 days after sight 見(jiàn)票后30天付款; term L/C at 30 days after sight 見(jiàn)票后30天付款; usance L/C at 30 days 見(jiàn)票后30天付款; time L/C at 30 days 見(jiàn)票后30天付款; term L/C at 30 days 見(jiàn)票后30天付款。其他: confirmed L/C 保兌信用證，irrevocable L/C 不可撤消信用證，documentary

40、 L/C 跟單信用證，transferable and divisible L/C 可轉(zhuǎn)讓與可分割信用證，revolving L/C 循環(huán)信用證，back to back L/C 背對(duì)背信用證，reciprocal L/C 對(duì)開(kāi)信用證。另外，當(dāng)數(shù)量條款定有溢短裝條款時(shí),付款條件中也應(yīng)有所反映:Payment: By confirmed, irrevocable L/C payable by draft at sight. The L/C should include a clause 5% more or less for both the quantity and the amount al

41、lowed.保兌的、不可撤銷的信用證付款。信用證必須包括裝貨數(shù)量和總值都有5%溢短的條款。Payment: By confirmed, irrevocable L/C, allowing 5% more or less both in amount and in quantity.保兌的、不可撤銷的信用證, 數(shù)量和總值均允許5%溢短。此外，付款條件的替代用法很多：Payment: By confirmed, irrevocable L/C payable at sight against presentation of shipping documents in China. 保兌的、不可撤銷

42、的信用證, 憑裝運(yùn)單據(jù)在中國(guó)即期支付。Payment (payment has to be made by) : By confirmed, irrevocable L/C payable by draft at sight which should reach us at least one month before the shipping date, and should remain valid for negotiation in China until the 15th day after the date of shipment. 保兌的、不可撤銷的信用證, 至遲應(yīng)在裝運(yùn)期前一個(gè)

43、月開(kāi)達(dá)我方，在中國(guó)支付，信用證有效期至裝運(yùn)期后15天止。For payment, please arrange for an irrevocable letter of credit, valid until June 30, to be opened in our favour with the ABC Bank.關(guān)于付款，請(qǐng)安排由ABC銀行開(kāi)立以我方為受益人，有效期至6月30日截止的不可撤銷的信用證。Payment should be made under an irrevocable letter of credit which is to be opened in our favour

44、 within a week after the date of your order.付款條件，在你方定貨后一個(gè)星期內(nèi)開(kāi)立以我方為受益人的，不可撤銷的信用證。8.價(jià)格合同中的價(jià)格條款包括單價(jià)(price)和總值(amount)。表示單價(jià)用介詞at.合同中的單價(jià)條款包括4個(gè)部分：計(jì)價(jià)貨幣、計(jì)量單位、貿(mào)易術(shù)語(yǔ)、單位價(jià)格金額。報(bào)價(jià)時(shí)，這4個(gè)部分一定要完整，缺一不可。凡價(jià)格中不包括傭金或折扣的，即是凈價(jià)。有時(shí)為了明確說(shuō)明成交的價(jià)格是凈價(jià)，在價(jià)格術(shù)語(yǔ)后可加注“凈價(jià)”(NET)字樣。例如：US$ 35 per dozen F.O.B net Shanghai 每打F.O.B.凈價(jià)上海35美元。Subje

45、ct to:subject to視而定，以為條件。如：This offer is subject to your reply being received by September 1.本盤(pán)9月1日前復(fù)到有效。This offer is subject to prior sale.本盤(pán)以先賣為準(zhǔn)。This offer is subject to the goods being unsold.本盤(pán)以貨物未售出為準(zhǔn)。To be in a position toto be in a position to 表示能夠，是外貿(mào)書(shū)信中常用的成語(yǔ)，與can和to be able to是同義詞。To be d

46、esirousto be desirous表示渴望?？梢越硬欢ㄊ蕉陶Z(yǔ)：We are desirous to establish ；也可以加of接動(dòng)名詞：We are desirous of establishing trade relations with you.By returnby return表示立即，收信后立即回信，是書(shū)信中常見(jiàn)的成語(yǔ)，只是這成語(yǔ)有點(diǎn)陳舊。還盤(pán)：1.usual termsusual terms 表示按慣常條款。除了課文中的用法“offering us 50 long tons of the captioned goods at Stg. 235 per long to

47、n CFR Shanghai, usual terms按慣常條款給我方50長(zhǎng)噸標(biāo)題貨物報(bào)盤(pán)”。 也可以用terms as usual 代替usual terms, 用on, according to, under 代替逗號(hào)。如： , offering us 50 long tons of the captioned goods at Stg. 235 per long ton CFR Shanghai on (according to, under ) usual terms (terms as usual). , 按慣常條款給我方50長(zhǎng)噸標(biāo)題貨物報(bào)盤(pán)。因價(jià)格高而不能接受報(bào)盤(pán)our end-u

48、sers here find your price too high and out of line with the prevailing market level.我方用戶認(rèn)為你方價(jià)格過(guò)高，與現(xiàn)行市場(chǎng)行情不一致。在談到價(jià)格高低時(shí)，可以用price, 也可以用quotation。如：We find your quotation too high to be acceptable. Prevailing的意思是“流行的”，level的本義是水平，常常被引申為價(jià)格(水平)。如：Business is hopeful if your reduce your level. 如果你方能夠降低價(jià)格，成交

49、有望。又比如：to sell something at your level. 按你方價(jià)格出售某物?；騮o sell something at our level. 按我方價(jià)格出售某物。prevailing market level 是指現(xiàn)行行市。out of line with表示“與不相符合”。out of line with the prevailing market level是指與現(xiàn)行行市不相符合。類似用法：Your counteroffer is not up to the present market level.你方的還價(jià)不符合現(xiàn)行的市場(chǎng)水平。Your price is not

50、 on a level with the current market.你方價(jià)格與當(dāng)前的市場(chǎng)水平不相吻合。Your counteroffer is not at all in keeping with the current rate.你方還價(jià)不符合現(xiàn)行的價(jià)格水平。注意，與不相符合是out of line with ，而要說(shuō)與相符合則是 in line with 如： While our price is in line with the prevailing international market rate, we are not in a position to consider any

51、 concession in our price, much to our regret.我們所報(bào)的價(jià)格完全符合當(dāng)前國(guó)際市場(chǎng)行情，歉難在價(jià)格上作任何折讓。另一種常見(jiàn)的表達(dá)法為in compliance with。 如：Our quotation is in compliance with the present level. 我們所報(bào)價(jià)格符合當(dāng)前市場(chǎng)水平。2.reply 和answer:reply 和answer這兩個(gè)詞都是既可以作名詞，又可以作動(dòng)詞。在商業(yè)函電中，常用reply，不常用answer。作為名詞 answer和 reply 都接介詞to，如：an answer to a lett

52、er, a reply to a letter。作為動(dòng)詞，answer既可以用作及物動(dòng)詞，又可以用作不及物動(dòng)詞。因此，to answer a letter 和 to answer to a letter都可以說(shuō)，當(dāng)然前者比較普遍。 Reply用作“答復(fù)”解釋時(shí)，只可以作為不及物動(dòng)詞用。因此，可以說(shuō)to reply to a letter, 不可以說(shuō)reply a letter。謝絕還盤(pán)：On the high side談?wù)搩r(jià)格高到什么程度：Your price is a bit high. 你方價(jià)格有點(diǎn)高。Your price is on the high side. 你方價(jià)格偏高。Your

53、price is excessive. 你方價(jià)格過(guò)高。Your price is rather high. 你方價(jià)格相當(dāng)高。Your price is too high. 你方價(jià)格太高。Your price is prohibitive. 你方價(jià)格高得令人望而卻步。Your price is high. 你方價(jià)格高。這是說(shuō)價(jià)格高，而價(jià)格低可以說(shuō)：Your price is low. 你方價(jià)格低。Your price is on the low side. 你方價(jià)格偏低。Your price is too low. 你方價(jià)格太低。我們還常說(shuō)：Your price is competitive.

54、你方價(jià)格有競(jìng)爭(zhēng)力。Your price is acceptable. 你方價(jià)格可接受。Your price is reasonable. 你方價(jià)格是合理的。Your price is attractive. 你方價(jià)格有吸引力。Your price is unreasonable. 你方價(jià)格不合理。Your price is unworkable. 你方價(jià)格做不開(kāi)。Your price is impracticable. 你方價(jià)格不可行。Your price is infeasible. 你方價(jià)格行不通。Your price is realistic. 你方價(jià)格不現(xiàn)實(shí)。在這種情況下，既可以指價(jià)格

55、高，又可以價(jià)格低，需要視情況而定。一般說(shuō)，出自買方之口指高，賣方之口指低。To the extent: to the extent表示到達(dá)這樣的程度。For your information: for your information=for your reference 是供你方參考的意思。但如果遇到嚴(yán)肅的事，就不宜用這一短語(yǔ)。See our way (clear): see our way clear 是設(shè)法的意思，clear在這里可以用，也可以省略。keep us posted (informed, advised) of developments at your end: 意思是：請(qǐng)隨

56、時(shí)告知你處情況的發(fā)展(變化)。除了用at the end, 還可以用：類似用法還有：in your place; in your region; in your area; in your market; in your city; ; on your side;等等。確認(rèn)定貨與謝絕定貨：reduce & reduction: reduce 是動(dòng)詞，reduction 是名詞，后面接介詞in，意思是減低、減少。減價(jià)還可以用cut。如：In order to close this deal we shall further reduce (cut) our price. We have made 8% reduction in our price. 另外，減到某一程度用bring down to，如：We bring down our price to the level you indicated in your letter of August 5. 略減用shade，如：We shade our price.Referring to: referring