《實(shí)用進(jìn)出口英語函電》教參和答案

PAGEPAGE58《實(shí)用進(jìn)出口英語函電》教學(xué)參考ChapterOneHowtoWriteaBusinessLetterinEnglish一、教學(xué)建議建議學(xué)時(shí)數(shù)：4學(xué)時(shí)。本章重點(diǎn)難點(diǎn)

信函格式中的7個(gè)必要部分要著重講解，讓學(xué)生了解這7部分的英文表述、格式及注意事項(xiàng)，如日期不能全用數(shù)字表示等。信函的其他部分如附件、標(biāo)題等也需適當(dāng)加以說明。重點(diǎn)提示

撰寫商務(wù)信函要求有良好的英語基礎(chǔ)。首先，應(yīng)該語法正確，沒有絲毫令人誤解的地方，讓人一看就明白寫這封信的目的。第二，要有規(guī)范的書信格式。雖然商務(wù)信函的寫作正迅速從拘謹(jǐn)型向新穎友好型轉(zhuǎn)變，但信函的結(jié)構(gòu)布局或多或少還要遵循習(xí)俗慣例，而不要另辟蹊徑。信函布局是個(gè)人喜好問題，但是最好遵循商業(yè)界已熟悉的慣例。一旦采用某一種布局就堅(jiān)持下去，這是養(yǎng)成正確良好習(xí)慣的辦法。二、答案1PlanthelayoutaccordingtothefollowingparticularsH.G.WilkinsonCompany，Limited245LombartStreetLagosNigeriaTel：3305421Cable：WILKINSONMarch23，2004TheChinaNationalLightIndustrialProductsImport&ExportCorporation128HuchiuRoadShanghaiChinaAttn：Mr.Johnson

DearSirs，TweedLengthsWeareinterestedintweedlengthssuitableforskirt-makingandwouldliketohavedetailsofyourpricesandterms.Itwouldbehelpfulifyoucouldsupplysamples.Yoursfaithfully，HuangHua2AddressanenvelopfortheaboveletterH.G.WilkinsonCompany，Limited245LombartStreetLagos，NigeriaTheChinaNationalLightIndustrialProductsImport&ExportCorporation128HuchiuRoadShanghai，China

Chapter2HowtoEstablishBusinessRelations一、教學(xué)建議建議學(xué)時(shí)數(shù)：8學(xué)時(shí)。本章重點(diǎn)難點(diǎn)

學(xué)生能夠看懂并能撰寫建立業(yè)務(wù)關(guān)系的信函。著重掌握以下詞匯：owe...to,CommercialCouncellor’sOffice,beinthemarketfor,availoneselfofthisopportunityto,approach,establishbusinessrelations,variouskindsof,export,enclose,brochure,forone’sreference,uponreceiptof,lookforwardto,enterinto,import,asper,enquiry,attach,quotesb.apriceforsth.,assoonaspossible,handle,catalog,forone’sinspection,beofinterest,regret,beinapositionto,supply,represent,commodity,requirement,getintouchwith,incase重點(diǎn)提示W(wǎng)eoweyournameandaddresstothechamberofcommerceabroad.

我們從國外的商會(huì)得知貴方名稱和地址。

Weoweyournameandaddressto...

承蒙……，我們得知貴公司的名稱和地址。

類似的表達(dá)方法有：

Throughthecourtesyof…，welearnyournameandaddress.

Weareindebtedto…foryournameandaddress.

Welearnyournameandaddressfrom…Enclosedpleasefindacopyofourpricelist./Pleasefindenclosedacopyofourpricelist.

隨函附寄一份價(jià)目表，請(qǐng)查收。attachv.附著，隨附

enclose和attach在漢語中都可翻譯成“附著”，但這兩個(gè)詞在英語中的含義不同，enclose的意思是“附在封套或信封內(nèi)”，而attach則意為“附在某文件后”。因此，信函后的“附件”一般用enclosure一詞，但強(qiáng)調(diào)某文件是隨信而附時(shí)，則可用attachment。quotesb.apriceforsth.給某人報(bào)某種貨物價(jià)

Pleasequoteusyourlowestpriceforgroundnuts.

請(qǐng)給我們報(bào)花生的最低價(jià)。Inc.incorporated［美、加］股份有限公司catalogue(catalog)n.目錄，商品目錄（通常列明商品詳細(xì)規(guī)格和號(hào)碼等）

price(-)list價(jià)格表，價(jià)目單

literature商業(yè)文字宣傳品的統(tǒng)稱，不可數(shù)名詞，常有下面幾種：

manual產(chǎn)品手冊(cè)

pamphlet(booklet,brochure)小冊(cè)子

leaflet單張說明書，廣告單

folder折疊式印品

bulletin產(chǎn)品簡報(bào)

data產(chǎn)品數(shù)據(jù)表beofinterest感興趣

Ifyoufindinourcatalogueanythingofinterest,pleaseletusknow.

如果商品目錄中有你感興趣的，請(qǐng)告知我方。

Yournewproductsareofinteresttooneofourcustomers.

我們的一位客戶對(duì)你方的新產(chǎn)品感興趣。二、練習(xí)答案1ChoosethebestanswerCAAADACCCD2Choosetheappropriatewordorwordsintheparenthesistillof,within,before300setsofSewingMachinesofin3TranslatethefollowingsentencesintoChinese日本東京的商會(huì)向我們推薦了你公司。茲隨函附寄可供出口的各種電器產(chǎn)品的小冊(cè)子。感謝你5月5日的來函，我們想與你們討論在你處擴(kuò)展業(yè)務(wù)的可能性。我們想知道該公司是何時(shí)建立的、資信狀況如何。我公司獨(dú)家經(jīng)營輕工業(yè)產(chǎn)品的進(jìn)出口業(yè)務(wù)。我們渴望建立互利的貿(mào)易關(guān)系。一旦收到具體詢盤，我們將即刻空郵報(bào)價(jià)單。我們從貴國駐巴黎大使館的商務(wù)參贊處得知你公司的名稱和地址。4TranslatethefollowingsentencesintoEnglishWedesiretoenterintobusinessrelationswithyourfirm.YourletterofAug8hasbeenpassedontothePICCinBeijingforattentionandreply.Weareastate-ownedcorporation,handlingexclusivelytheimportandexportbusinessofbicycles.Weregretwecan’tsupplyyoudirectwiththetextileyourequired.Toacquaintyouwithourcottonpiecegoods,weenclosedacopyofbrochureforyourreference.Welookforwardtoreceivingyourfavourablereplytheearliestpossible.5TranslatethefollowingletterWeoweyournameandaddresstotheCommercialCounsellor’sOfficeofyourEmbassyinLondon,wearewritingyouinthehopeofestablishingbusinessrelationswithyou.Wehavegoodassociationswiththelocalleadingsellersoflightindustrialproducts.Shouldyougiveusthefavourableoffer,wetrustwecansellalargequantityofChinesecommodities.Pleaseletusknowthenecessaryinformationregardingyourexportgoods.6Writealettertotransferthebusinessrelations（省略）

Chapter3TermsandConditionsofaContract教學(xué)建議建議學(xué)時(shí)數(shù)：44學(xué)時(shí)。本章重點(diǎn)難點(diǎn)

我們建議教師在本章的學(xué)習(xí)中，注意與國貿(mào)實(shí)務(wù)知識(shí)密切聯(lián)系起來，在課堂上要時(shí)刻提醒學(xué)生這是在談判。在教學(xué)過程中，不僅要向?qū)W生介紹英語詞匯的用法，分析句子的結(jié)構(gòu)，更要注意向?qū)W生介紹課文中運(yùn)用的策略和技巧?？梢宰寣W(xué)生們?cè)谡n堂上進(jìn)行適當(dāng)討論，以加深印象，也便于理解和掌握本課知識(shí)。同時(shí)要緊抓課后練習(xí)，鞏固所學(xué)知識(shí)。若時(shí)間許可，可讓學(xué)生進(jìn)行模擬談判，進(jìn)行實(shí)戰(zhàn)演練，這樣可以活躍課堂氣氛，提高學(xué)生的學(xué)習(xí)積極性。Lesson1NameofCommodity,Quality,QuantityandPacking一、教學(xué)建議：建議學(xué)時(shí)數(shù)：6學(xué)時(shí)。本課重點(diǎn)難點(diǎn)

在本章教學(xué)中，要向?qū)W生說明不同商品表示品質(zhì)數(shù)量的方法是不一樣的，注意品質(zhì)機(jī)動(dòng)幅度條款和數(shù)量溢短裝條款的運(yùn)用，向?qū)W生詳盡介紹一些包裝的不同表示方法。重點(diǎn)提示

per和ex都是介詞，在表示由什么貨輪裝運(yùn)貨物的時(shí)候是有區(qū)別的，per主要表示由什么貨輪運(yùn)出，而ex是表示由什么貨輪運(yùn)進(jìn)來。

Wewishtoinformyouthatthegoodsyouorderedhasbeenshippedpers.s.“Peace”today.

我們?cè)父嬷惴剑惴剿嗀浳镆延诮袢沼伞昂推健碧?hào)輪運(yùn)出。

Wehavereceivedthegoodsshippedexs.s.”Peace”.

我們已收到了由“和平”號(hào)輪運(yùn)來的貨物。練習(xí)答案：1Completethesentencewiththeappropriatewordsgivenbelowpackingpackedpackpackage,packingpackingpacked,packingrepackedpackedpackingpackage2TranslatethefollowingintoChinese我們很遺憾地注意到你方不得不關(guān)閉一家分公司，并相信這只是你們面臨的一個(gè)暫時(shí)挫折。對(duì)于你方提供的任何信息，我們一定嚴(yán)格保密。如能立即執(zhí)行這一訂單，我們將不勝感激。感謝你方寄來的小冊(cè)子（印刷品），展示你們目前生產(chǎn)的各種地毯。我方廠家今后幾個(gè)月的承約量已經(jīng)很大。我們將盡力提前裝船，但不能保證做到。你方信用證第444號(hào)項(xiàng)下的貨物早已備妥，但尚未收到有關(guān)信用證的修改書。我們的業(yè)務(wù)已擴(kuò)大到化工產(chǎn)品經(jīng)營。我們特意把傭金提高到5%，以便你方支付推銷中可能產(chǎn)生的費(fèi)用。我們必須指出，我方12月10日的信函已經(jīng)完全講清此事。3TranslatethefollowingletterintoChinese尊敬的先生：你方本月3日附有上述合同一式兩份的來函收悉，但經(jīng)過詳閱之后，我方發(fā)現(xiàn)其中的包裝條款不夠明確，有關(guān)條款如下所述：包裝：符合海運(yùn)要求的出口包裝，適于長途海洋運(yùn)輸。為避免以后可能出現(xiàn)的問題，我們?cè)甘孪日f明我方的包裝要求如下：上述合同項(xiàng)下的茶葉必須裝在國際標(biāo)準(zhǔn)茶葉箱內(nèi)，每24箱裝一托盤，每10托盤裝一整集裝箱。包裝外部需在菱形區(qū)域內(nèi)印刷我公司首字母縮寫SCC，并在其下印刷運(yùn)貨目的港及我公司訂單號(hào)碼。此外，還應(yīng)標(biāo)注指示性標(biāo)語，如“保持干燥”“勿用手鉤”等。我們已按此意在合同上加以腳注，并經(jīng)我方正式會(huì)簽后寄回一份。希望你方安排妥當(dāng)并對(duì)包裝予以特別注意。盼收到你方裝船通知，順致謝意。謹(jǐn)上4TranslatethefollowingintoEnglishChalksarepackedinboxof50pieceseach,50boxestoacarton,100cartonstoanFCLcontainer.Cartonsasakindofpackingcontainerhavebeenwidelyusedininternationaltrade.Thereforeweneednotworryabouttheirseaworthiness.WepackourTiantanbrandmen’sshirtsinplasticbag,5dozentoacarton,eachcartonlinedwithwaterproofpaperandboundwithtwoironstrapsoutside.Asthereisnodirectsteamertoyourport,thegoodsmustbetransshippedatLondon.Yourpackingmustbeseaworthyforlongdistanceandcanstandroughhandlingoververybadroad.Wesuggestthatyouchangeyourpackingintosmallerones,say1/2or1lb.each,soastofacilitateoursale.Lesson2Price一、教學(xué)建議：建議學(xué)時(shí)數(shù)：5學(xué)時(shí)。本課重點(diǎn)難點(diǎn)

在本章教學(xué)中，教師可以將書本知識(shí)與日常生活緊密聯(lián)系起來。學(xué)生都有購物和討價(jià)還價(jià)的經(jīng)歷，讓學(xué)生自已總結(jié)日常會(huì)使用哪些策略和技巧并在課堂上用英文討價(jià)還價(jià)，教師進(jìn)行點(diǎn)評(píng)和總結(jié)。重點(diǎn)提示表示“有關(guān)信用證”通常用以下這三個(gè)詞：

thecoveringL/C,therelevantL/C,therelativeL/C單價(jià)由四部分組成，依次為：計(jì)價(jià)貨幣、單位數(shù)量金額、計(jì)量單位和標(biāo)有地點(diǎn)的貿(mào)易術(shù)語。

US$500persetCIFLondon表示使用何種貨幣用介詞in，表示成交價(jià)格用介詞at。

WeinsistonpaymentbyletterofcreditinRenminbi.

我們堅(jiān)持用人民幣信用證付款。

WeintendtoplaceatrialorderforWalnutmeatwithyouatUS$1800perM/TCIFSingapore.

我們擬向你方試購核桃仁，每公噸1800美元CIF新加坡。二、練習(xí)答案1ChoosetheappropriatewordorwordsintheparenthesesandthentranslatethesentencesintoChinesequote,Machines,at,on,forno,ofdoinghavingsent,confirmationcopybeprepared,reduce,5%,would,within,businessrelationstry/do,meet/satisfy,requirementsnecessary,information,exportablealways,adhereto,principle,in,withfirm,your,reaching,us,at,20/20thshall,beable,by,joint,efforts,and2CompletethefollowingsentencesinEnglishaskingustomakeyouafirmofferfor100setsofPandabrandcolorTVsetsofferingus5000kilosofbitterapricotkernelsandaskingustogiveyouareplybeforetheendofthismonthfromwhichwenotethatyouwillplacealargeorderforTianTanbrandmen’sshirtsinwhichyouinformusthatyouhaveopenedaconfirmedirrevocableletterofcreditthroughtheBankofChinathatyouintendtobuylargequantitiesofwheatandhopethatwecanmakeyouafirmofferfor50,000M/Ts.inwhichweareverymuchinterestedweverymuchregretthatwecan’tacceptyourofferofForeverbrandbicyclesAsyoudidn’tagreetoreduceyourpriceweverymuchregretthatwecan’tentertainyourofferyousent3daysago30%higherthanthatofJapan3TranslatethefollowingletterintoEnglishWenotefromyourletterof25thMarchthatyouareinterestedinourleathershoesbutfindourpriceistoohightoconcludebusiness.Foryourinformation,ourpricehasbeenacceptedbymanyothercustomersatyourendandimportantbusinesshasbeendoneandenquirieshavekeptfloodinginoverthelastfewmonths.Undersuchcircumstance,wecannotseeourwaytoreduceourprice.Infact,itisinviewofourlongbusinessrelationsthatwequoteyousuchafavorableprice.Wehopeyouwillreconsideritandcableusyourorderforourconfirmationatanearlydate.Weawaityourfavorablereply.4TranslatethefollowingintoEnglishItisimpossibleforustoreduceourpricetothelevelyouindicated.Youshouldreduceyourpriceby2%,otherwisethereisnopossibilityofdoingbusiness.Astomen’sleathershoes,wehopetoclosebusinessatsomethingnearourprice.Ourquotationisveryreasonable,whichhasbeenacceptedbymanyothercustomersatyourend.Weareofferingyou100M/TsofsoybeansatUS$480perM/TFOBShanghaiforshipmentduringJulyorAugust.Weassureyouthatthegoodswesuppliedarefineinqualityandreasonableinprice.OurSewingMachineispricedatUS$85.00persetCIFLagosanddeliverywillbemadeintwomonthsafterreceiptofyourorder.Ifyouareinterested,pleasecableus.Indicationsshowthatthemarketwilladvancesoon.WearenotinapositiontoreservethegoodsuptotheendofSeptember.Themarketisnotsoactivethisyearasitwaslastyear.Ifyoucanmakeareductionofsay3%,thereisapossibilityofconcludingbusiness.Weregretthatyourpriceforironnailsisoutoflinewiththemarkethere.Lesson3Shipment一、教學(xué)建議：建議學(xué)時(shí)數(shù)：7學(xué)時(shí)。本課重點(diǎn)難點(diǎn)

由于在國際貿(mào)易中，絕大多數(shù)貿(mào)易是通過海洋運(yùn)輸實(shí)現(xiàn)的，因此，在本教材中，我們著重向?qū)W生介紹海運(yùn)裝運(yùn)時(shí)間的表達(dá)方法。教師可根據(jù)需要讓學(xué)生了解一些其他運(yùn)輸方式。重點(diǎn)提示

thetimeofshipment和thedeliverydate，前者指裝運(yùn)時(shí)間，后者指交貨時(shí)間，只有在象征性交貨價(jià)下兩者才相同。二、練習(xí)答案：1TranslatethefollowingEnglishintoChinese由于需求甚殷，如你方希望在圣誕節(jié)前裝運(yùn)貨物，請(qǐng)立即訂貨。懇請(qǐng)告知裝運(yùn)日期和可供現(xiàn)貨數(shù)量，一收到你方回信，我們立即向你方訂購。如你方貨物不能按期到港，我們將取消訂單。如蒙你方就此確認(rèn)，我們將不勝感激。準(zhǔn)備貨物裝運(yùn)至少需要5至6星期，我們迫切希望能滿足你方需求，但我們確實(shí)需要更多時(shí)間。我們已經(jīng)檢驗(yàn)了樣品，如你方能保證在9月30日當(dāng)天或之前裝運(yùn)，我們準(zhǔn)備向你方試購。如我方上一封信中所述，我們無法在不足3個(gè)月內(nèi)安排裝運(yùn)你方購買的服裝，但我們?cè)笌椭惴讲?duì)你方訂單給予特別優(yōu)先處理。我們很高興告知，你方9月30日789號(hào)訂單項(xiàng)下貨物已于今日裝上“紅星”號(hào)輪，該輪定于10月2日駛往橫濱。貨物已于今日由ManhattanMaru號(hào)輪裝運(yùn)，定于下月抵達(dá)紐約。我們相信這批貨物會(huì)令你方滿意，并希望今后能收到你方更多訂單。我們很高興告知，你方所訂茅臺(tái)酒已于今日由“青島”號(hào)輪裝運(yùn)。我方包裝非常慎重，但運(yùn)輸途中仍有可能發(fā)生酒瓶破碎現(xiàn)象。如有任何破碎，即請(qǐng)告知我方。由于我國政府近日對(duì)出口至貴國貨物實(shí)行管制，我們必需申領(lǐng)許可證方能履行你方訂單。我們非常抱歉地通知，你方2月25日897號(hào)訂單項(xiàng)下貨物的裝運(yùn)被延遲。一旦獲得許可證，我們立即告知你方并安排裝運(yùn)。2TranslatethefollowingChineseintoEnglishWeareverypleasedtoinformyouthatthebicyclesunderyourorderNo.358wereshippedtodaypers.s.“Shanghai”,whichisduetoarriveatyourportinthemiddleofMarch.Detailsastoshipmentasfollows.

Quantities:3cases.

Mark&Number:ABCinadiamond,underwhichNewYorkandNumber1~3shouldbestenciled.Inaddition,weightandmeasurementshouldalsobeindicatedunderthenumberofcase.Wetrustthatthegoodswillreachyouingoodconditionandwillturnouttoyourentiresatisfactionandhopeyouwillplaceanotherorderwithus.WearepleasedtoconfirmyourorderNo.796ofthe5thAprilandinformyouthatthegoodswillbeshippedpers.s.“Dalian”inorbeforethemiddleofMaywhichiswithintheprescribedtime.AstoourrequestforshipmentinAprilof10setsoftypewritersunderourorderNo.742ofthe14thMarch,weregretthatwehavetoremindyouthatuptonowwehaven’theardanythingabouttheshipment,therefore,wehavetoaskyoutomakepromptshipment.ThegoodsunderyourorderNo.976hasbeenshippedtodaypers.s.“Zhongshan”fromShanghaitoNewYork.EnclosedpleasedfindapieceofourinvoiceNo.7642intheamountofUS$500.WehavedrawnonyouatsightadrafttogetherwiththeshippingdocumentstobecollectedthroughtheBankofChina.3FillintheblankswithprepositionsAsto,for,forTo,of,upto,fromUpon,of,in,in,in,forOf,by,onof/in,in,withIn,of,in,within,after,of,inIn,of,forFrom,to,on,ofTo,on,of,of,from,toOn,of,to,of4PutthefollowingpassageintoChinese自20世紀(jì)60年代以來，集裝箱裝運(yùn)受到了普遍歡迎，主要被用于工業(yè)國家如北美國家、西歐國家、澳大利亞以及日本之間的深海航線上。小型集裝箱輪同樣得到發(fā)展，被用于西歐、地中海以及澳大利亞周邊的短途貿(mào)易中。在集裝箱內(nèi)，貨物可幾乎完全免遭侵蝕或偷盜。由于野蠻裝卸減少，貨物可以使用輕巧包裝，甚或使用與國內(nèi)運(yùn)輸同樣的包裝。這就為出口商節(jié)省了大量費(fèi)用，也意味著他可以向客戶報(bào)出較低的價(jià)格。5TranslatethefollowingletterintoEnglishYourletterofthe12thofthismonthhascrossedoursofthe14th.Inourletterreplyingtoyourcablesofthe9thandthe11th,weadvisedyouthatthecaptionedgoodswouldbeshippedonthe25thpers.s.“Dagang”,acontainership,thuscompletingthedeliveryofyourorder.Infact,wehaveneverforamomentoverlookedtheimportanceoftimelyshipmentofyourorder.However,asyoumaybeaware,shippingspaceforcontainershiphasbeenrathercongestedoflate.Wewouldhaveshippedyourgoodsearlierifithadnotbeenforthecongestionoffreightspace.IftheextensionofyourL/Creachesusintime,wecanensurethatyourorderwillbeexecutedasscheduled.Inthemeantime,weverymuchregrettheinconveniencewehavethusfarcausedyou,andtrustouraboveexplanationwillmeetwithyourapproval.Wewillgiveyououradviceofshipmentbycableassoonasthegoodsareshipped.Lesson4Insurance一、教學(xué)建議：建議學(xué)時(shí)數(shù)：8學(xué)時(shí)。本課重點(diǎn)難點(diǎn)

教師在這一課的教學(xué)過程中，應(yīng)著重向?qū)W生介紹各種險(xiǎn)別的英文表述，以及如何向哪家保險(xiǎn)公司投保、投保金額為多少、對(duì)什么貨物投保等。重點(diǎn)提示

注意foryourreference和foryourinformation的區(qū)別。盡管兩短語譯成中文都有“供你方參考”之意，但在使用時(shí)完全不同，foryourinformation旨在提供信息。二、練習(xí)答案1Completethesentenceswiththeappropriatewordsgivenbelowcovercoverscovercoveredcoveringcoveringcovered/effectedinsurecoverage/insuranceeffected/coveredinsurancecoverage2TranslatethefollowingEnglishintoChinese我們確認(rèn)已按CIF條件達(dá)成了我方158號(hào)訂單項(xiàng)下的4000碼印花細(xì)布交易。對(duì)于按CIF達(dá)成的交易，我們通常按1981年1月1日CIC保險(xiǎn)條款向中國人民保險(xiǎn)公司按規(guī)定發(fā)票金額的110%投保一切險(xiǎn)。我方一直與你方按CIF開展貿(mào)易，但是由于辛普森保險(xiǎn)公司已許諾今后對(duì)我方實(shí)行優(yōu)惠保險(xiǎn)費(fèi)率并給與大量保險(xiǎn)回扣，我們想知道在未來貿(mào)易中，你方能否不用CIF價(jià)格而改報(bào)CFR價(jià)格。CIF價(jià)和CFR價(jià)的區(qū)別在于保險(xiǎn)標(biāo)的物本身、保險(xiǎn)范圍和目的地。中國人民保險(xiǎn)公司是一家國有企業(yè)，在迅速理賠、公平處理方面享有盛譽(yù)。你方按CIF與我方交易并交由我方辦理保險(xiǎn)是很明智的。對(duì)于按CIF出售的貨物，通常基于“倉至倉”條款由我方按發(fā)票值加成10%投保一切險(xiǎn)和戰(zhàn)爭險(xiǎn)。你方要求按發(fā)票價(jià)值150%投?？蓾M足，但150%和110%之間的保費(fèi)差額由你方負(fù)擔(dān)。我方保險(xiǎn)公司在全世界所有大型城市都擁有檢驗(yàn)員和代理人。貨物一旦發(fā)生損壞，攜帶必要文件即可向當(dāng)?shù)乇ｋU(xiǎn)代理人提出索賠。3ChoosethewordorwordswhichyouthinkismoreappropriateineachofthefollowingsentencesreducedcontrarybroaderbroadenHereaftercoverterms,areinsteadsending4TranslatethefollowingsentencesintoEnglishPleaseseetoitthattheabovegoodsshouldbeshippedbeforethe15thJuneandthatshipmentshouldbecoveredfor150%ofinvoicevalueagainstAllRisks.Intheabsenceofyourdefiniteinstructionsregardinginsurance,wecoveredyourgoodsagainstWPAandWarRiskfor110%oftheinvoicevalueaccordingtoourusualpractice.WeaccepttheinsurancetermsyouquotedfortheshipmentofourrefrigeratorstoColombobysea,namely,8%less5%specialdiscount.IfyoudesiretocoveryourgoodsagainstAllRisks,wecanprovidesuchcoverage,butataslightlyhigherpremium,thedifferenceofwhichwillbebornbyyou(foryouraccount).PleaseadviseuswhetheryourpriceincludesinsuranceagainstTPND.TheinsurancepremiumforBreakageis2%andwecancoveritforyouifyoudesire.5TranslatethefollowingletterintoEnglishWearepleasedtoinformyouthatregardingyourS/CNo.123for3,000kegsofironnails,wehaveopenedthroughtheBankofChina,London,confirmedirrevocableL/CNo.973forStg￡50,000,validtillMay15.PleaseseetoitthattheabovementionedgoodsshouldbeshippedbeforeMay15andthattheshipmentshouldbecoveredfor150%oftheinvoicevalueagainstAllRisks.Weknowthataccordingtoyourusualpractice,youinsurethegoodsonlyfor10%abovetheinvoicevalue,therefore,theextrapremiumwillbeforouraccount.Wetrustyouwillarrangeaccordinglyandlookforwardtoreceivingyourshippingadvicesoon.Lesson5Payments一、教學(xué)建議建議學(xué)時(shí)數(shù)：10學(xué)時(shí)。本課重點(diǎn)難點(diǎn)

教師在本課的教學(xué)過程中，除了向?qū)W生介紹各種支付方式的表達(dá)方法及一些相關(guān)詞句的用法之外，還要注意向?qū)W生介紹各種支付方式的選用，要將所學(xué)業(yè)務(wù)知識(shí)靈活運(yùn)用，具體問題具體分析，不能一概而論。重點(diǎn)難點(diǎn)

Asyouareinbusiness,Mr.Abdulla,youmustrealizewecannotaffordtokeepthegoodsforyoufortoolong.

這里的“youareinbusiness”指“你在這一行”。

I’minteacher’sline.

我在教師行業(yè)。意指我是一名教師。

Weareintextilesline.

我們?cè)诩徔椥袠I(yè)。二、練習(xí)答案1TranslatethefollowingintoChinese:我們已通過尼日利亞銀行向你方開出上述金額的匯票并指示該行在你方兌換匯票時(shí)交出單證。我們想強(qiáng)調(diào)，為表示我們與你方發(fā)展業(yè)務(wù)的良好愿望，我們?cè)谶@一方面破例給予通融。也許你方有興趣了解，在推銷階段，我們可以考慮接受“付款交單”方式作為鼓勵(lì)，我們相信這將非常有助于你們的銷售工作。根據(jù)要求，我們通過我方銀行——中國銀行分別開立2張信用證，每張項(xiàng)下貨物5000公噸，以便于你方分別在溫哥華和波士頓裝運(yùn)我方訂貨。我們的支付方式是以我方為受益人憑即期匯票付款的保兌的、不可撤銷信用證，該證需在裝船月份前1個(gè)月寄達(dá)我方，于規(guī)定裝船日期后21天在中國議付有效，并允許轉(zhuǎn)船及分批裝運(yùn)。2TranslatethefollowingletterintoChinese尊敬的先生：我們于11月22日向新加坡羅森百貨公司發(fā)運(yùn)了2000打英雄牌鋼筆。對(duì)該公司情況我們幾乎一無所知，也無從核實(shí)其資信情況，因此我們認(rèn)為以“承兌交單”方式將單據(jù)交給該公司是不明智的行為。為此，我們將以該收貨人為抬頭的即期匯票連同裝運(yùn)單據(jù)和保險(xiǎn)單證明書隨函附寄你行。請(qǐng)你方安排新加坡的業(yè)務(wù)往來行在交出單據(jù)前收取應(yīng)收貨款，并在收款后通知我行。謹(jǐn)上3Putinthemissingwordsdrawing,honour,presentationpayon,through,collectionReferenceadvisable,clearturnout,morein,withoftotakeinconducive,promotionexecutedbytight,unprecedentedly4TranslatethefollowingintoEnglishPleasenotethatpaymentistobemadebyconfirmedirrevocableL/Callowingpartialshipmentsandtransshipment,availablebydraftatsight.YourrequestforpaymentbyD/Phasbeentakenintoconsideration.Inviewofthesmallamountofthistransaction,wearepreparedtoeffectshipmentonthis(D/P)basis.Incompliancewithyourrequest,wewillmakeanexceptiontoourrulesandacceptdeliveryagainst30daysL/C,butthisshouldnotberegardedasaprecedent.ItwouldbeadvisableforyoutoestablishthecoveringL/Casearlyaspossiblesoastoenableustoarrangeshipmentinduetime.AccordingtothestipulationsinoursalesconfirmationNo.222,youshouldsendusyourL/Conemonthprecedingthedateofshipment.5TranslatethefollowingletterintoEnglishRe:YourOrderNo.456Wehavereceivedyourletterof15April,askingustoacceptD/PpaymenttermsforyourorderNo.456.Inreply,weregretourbeingunabletograntyourrequest,aswestatedduringournegotiationsthatpaymentshouldbemadebyaconfirmed,irrevocableL/Cpayablebydraftatsight.Inviewofourfriendlyrelations,we,however,exceptionallyagreetoacceptL/Cpayablebydraftat60days’sight.Wehopethisaccommodationwillresultinprocuringlargeordersforus.WeareawaitingyourL/C,uponreceiptofwhichweshallarrangeshipmentwithoutdelay.6ReadthefollowingsentencesandmakecorrectionsintheunderlinedpartsreceivingfromOn/Uponhavingonsendingatinbe/,largecommitmentsLesson6Inspection,Claims,ForceMajeureandArbitration一、教學(xué)建議建議學(xué)時(shí)數(shù)：8學(xué)時(shí)。本課重點(diǎn)難點(diǎn)

在本課教學(xué)中，除了向?qū)W生介紹一些相關(guān)詞句的用法，教師還可以引導(dǎo)學(xué)生了解相關(guān)的法律法規(guī)，用以捍衛(wèi)自已的權(quán)益。二、練習(xí)答案1PutinthemissingwordsandthentranslatethefollowingintoChineseon,ex,for茲就“紅星”輪所載貨物短裝一事提出索賠。find希望你們可以接受我方分析。After,at,of,ex,under,incompliancewith經(jīng)在目的港復(fù)驗(yàn)，“紅星”輪所載CT7543號(hào)合同項(xiàng)下貨物質(zhì)量與合同不符。After(Upon),with,sample經(jīng)檢驗(yàn)，我方發(fā)現(xiàn)貨物與原來的樣品不一致。careful,let,immediately請(qǐng)慎重辦理我方索賠，并請(qǐng)立即答復(fù)。having,for,in我們確認(rèn)已收到你方賠償我方索賠的匯款計(jì)789英鎊。to,shipment(consignment),during我們很遺憾得悉，上批運(yùn)載貨物中的數(shù)包貨物在運(yùn)輸途中破損。covered,against本批運(yùn)載貨物投保了綜合險(xiǎn)。At,were在裝船時(shí)，貨物情況良好。beacceptable,during由于貨物是在運(yùn)輸途中受損的，我方難以接受你方索賠，甚表遺憾。2TranslatethefollowingletterintoEnglishRe:Claimon10CasesofMedicineWewish(have)toremindyouoftheaboveclaimwelodgedinourlettersofSept.8andOct.3on10casesofmedicineunloadedexs.s.“Tiantaishan”.Asnonewswhatsoeverhasyetbeenheard(fromyou)uptothemoment,wefeelmuchregretful.Ourendusersareanxiousabouttheresultandare,infact,pressingusforanimmediatesettlementofthecase.Pleaseseetoitthatthiscasedoesnotdragonindefinitely(withnodefinitesettlement).Allthesedaysyoumighthavebeentoobusytoattendtothismatter.However,itisexpectedthatyouwilltakeitupassoonasyoureceivethisletter.Pleasebeinformedthattheabovementionedgoodswillbe,beforetheclaimissettled,storedtemporarilyatthewarehouseandinsuredonyourbehalfandtheexpensesofstorageandpremiumwillbebornebyyouconsequently.3TranslatethefollowingChineseintoEnglishThereisnodoubtthatthebreakagehappenedenroute.Anexaminationrevealedthatthedamagewasduetocarelesshandlingatthedocks.Uponexamination,itwasfoundthatmanyofthegoodswereseverelydamaged,thoughthecasesthemselvesshownotraceofdamage.Inouropinion,theexportcasesusedwerenotsufficientlystrongtoprotecttheseinstruments.Thewoodshouldhavebeenatleast7/8inchthick.Thedamagewascausedbyimproperpacking.Amachineofthissizeandweightshouldhavebeenblockedinpositioninsidetheexportcase.Mostofthecratesareinperfectcondition,butinthethird,alargenumberofbreakageshavebeennoticed.WithreferencetoourorderNo.315executedbyyou,wehavetoinformyouthatowingtonegligentpacking,severalcameraswereseriouslydamaged.Enclosedarethesurveyor’sreportandacopyoftheship’slogonthe25balesofwheatdamagedbyseawater.

Chapter4NegotiationofaContract一、教學(xué)建議建議學(xué)時(shí)數(shù)：34學(xué)時(shí)。本章重點(diǎn)難點(diǎn)

學(xué)生要能夠看懂并撰寫詢盤、發(fā)盤、還盤、接受等信函，能繕制購貨合同與銷售合同。重點(diǎn)提示

學(xué)生要寫好商務(wù)信函，必須要有較廣泛的外貿(mào)業(yè)務(wù)知識(shí)。建議在教授本章各課之前先系統(tǒng)復(fù)習(xí)《國際貿(mào)易實(shí)務(wù)》中的有關(guān)章節(jié)，比如講發(fā)盤一課時(shí)，先復(fù)習(xí)什么是發(fā)盤、有效發(fā)盤的條件、發(fā)盤的撤回等知識(shí)。Lesson1Inquiry一、教學(xué)建議建議學(xué)時(shí)數(shù)：6學(xué)時(shí)。本課重點(diǎn)難點(diǎn)

學(xué)生能看懂并撰寫詢盤信函。需著重掌握以下詞匯：desire,i.e.,caption,specification,proformainvoice,importlicence,demand,appreciate,provided,specialize,trade,prefer,begiventounderstand,alargequantityof,onbehalfof,principal,chainstore,manufacture,client.重點(diǎn)提示i.e.即，也就是（拉丁語idest縮寫=thatis,thatistosay）

Wewillgiveyouanofferinaboutamonth’stime，i.e.，inNovember，whentheseasonison.

我們將在一個(gè)月左右給你報(bào)盤，也就是11月份，那時(shí)銷售季節(jié)已到。

Thisisthebestquotationforthecottonpiecegoods，i.e.，US$78perL/TCIFLondon.

這是棉布的最好報(bào)價(jià)，即每長噸78美元倫敦到岸價(jià)。longton(L/T)長噸

shortton(S/T)短噸

metricton(M/T)公噸二、練習(xí)答案1ChoosethebestanswerAADCDBDABABD2FillinthemissingwordsandthentranslatethesentencesintoChinese（in如果能把數(shù)量增加到5000件，我們能降價(jià)。to,to請(qǐng)注意我們的商品質(zhì)量比其他產(chǎn)品要好。until我們打算將此發(fā)盤保持至本月25日有效。to茲提及你方3月16日的發(fā)盤。for許多顧客要求我們與你方接洽發(fā)盤事宜.of,in,in如能把報(bào)價(jià)降低1%，我們將有信心為你方獲取大量定單。from,for如果這段時(shí)期內(nèi)未收到你方答復(fù)，我們將撤銷發(fā)盤.to上述發(fā)盤以我方最后確認(rèn)為準(zhǔn)3TranslatethefollowingsentencesintoChinese我們了解到你方是一家經(jīng)營化工產(chǎn)品的國營公司。我們今天與你方聯(lián)系，希望能與你方建立互利業(yè)務(wù)關(guān)系。我們對(duì)各種紙張很感興趣，請(qǐng)寄給我們這些產(chǎn)品的價(jià)目表。你方能供應(yīng)貨物時(shí)，請(qǐng)通知我們。我們期待能收到你方信中提及的樣品和價(jià)目表。一旦收到你方具體詢盤，我們將即刻空郵報(bào)價(jià)單。如你方所報(bào)價(jià)格具有競(jìng)爭力，我們將向你方訂購。我們是從貴國駐巴黎大使館商務(wù)參贊處得知你方名稱和地址的。如你方能立刻航空郵寄給我們一本小冊(cè)子和兩本樣品本,我們將不甚感激。在平等、互利和互通有無的基礎(chǔ)上，我們已與世界上100多個(gè)國家的公司建立了業(yè)務(wù)關(guān)系。4TranslatethefollowingsentencesintoEnglishWehavelearnedyournameandaddressfromtheCommercialCounselor’sOfficeofTanzanianEmbassyinBeijing.Oneofourcustomersisinterestedinyournewproducts.WelookforwardtomeetingyourrepresentativeagainattheFair.Wehavehandledexportingsheepwoolforover20years.Ifyoucanquoteintime,webelievewecantryourbesttopersuadeourcustomertoaccept.Ifyourpricesarereasonablewetrustwewilldolargebusiness.Abouttingoods,weadviseyougetintodirectcontactwithTianjianFoodStuffI&ECo.Ourcustomersaren’tinterestedinyourchemicalproductsatpresent.Weshallappreciateitifyoucansenduscatalogbyair.Weareoneofthebiggestsilkimportersintheworld.WehavebeenimportingfromJapan,atpresent,wewanttoplaceanorderinChinesemarket.5TranslatethefollowingletterDearSirs,HavingobtainedyournameandaddressfromMessrsAnderson&Co.Rotterdam,wearewritingyouinthehopeofestablishingbusinessrelationswithyou.Wehavebeenimporterofartsandcraftsformanyyears.Atpresent,weareinterestedinvariouskindsofChineseartsandcraftsandshouldappreciateyourcatalogandquotation.Ifyourpricesareinline,wetrustimportantbusinesscanmaterialize.Wearelookingforwardtoreceivingyourearlyreply.Yoursfaithfully,Lesson2Offer一、教學(xué)建議建議學(xué)時(shí)數(shù)：8學(xué)時(shí)。本課重點(diǎn)難點(diǎn)：

學(xué)生能看懂并撰寫發(fā)盤信函。著重掌握以下詞匯：subjectto,per,withkeeninterest,trialorder,inform,valid,finalconfirmation,acquaint,article,underseparatecover,forone’sconsideration,illustratedcatalog,stock,EMP,netprice,resultin,bid,placeanorderwithsb.forsth.,feelfreeto,substitute,commission,samplecutting,dobusiness重點(diǎn)提示subjectto以……為準(zhǔn)，有效

OurofferissubjecttoyourreplyreachingusbeforenextThursday.

我方報(bào)價(jià)以你方答復(fù)在下周四前到達(dá)有效。perprep.每；由，由……裝運(yùn)

ThismaterialsellsatUS$88permetrictonCIFEMP.

該材料歐洲主要港口到岸價(jià)為每公噸88美元。

Pleasereplyperreturnpost.

請(qǐng)盡快回復(fù)。

WeadvisehavingshippedcontractNo.245pers.s.“Peace”.

茲通知我們已將245號(hào)合同項(xiàng)下貨物裝上“和平”號(hào)輪船。Pleasebeinformedthatwehavesentthesamplesrequested.

茲通知你方所需樣品已寄出。subjecttoourfinalconfirmation以我方確認(rèn)為準(zhǔn)

Isyourofferafirmoneoronesubjecttofinalconfirmation?

你方報(bào)價(jià)是實(shí)盤還是以你方最后確認(rèn)為準(zhǔn)？

firmoffer或offerwithoutengagement實(shí)盤

non-firmoffer或offerwithoutengagement虛盤

虛盤的表達(dá)方式還有：

subjecttothegoodsbeingunsold/free以貨物未售出為準(zhǔn)

subjecttopriorsale以先售為準(zhǔn)

subjecttochangewithoutnotice如有價(jià)格變動(dòng)／調(diào)整，不另行通知Art.No.A1@Stg18each貨號(hào)A1，價(jià)格為每個(gè)18英磅

Art.是article的縮寫，符號(hào)@是at，Stg指poundsterling。EuropeanMainPorts歐洲主要港口，?？s寫成EMP

按照航運(yùn)公會(huì)統(tǒng)一規(guī)定，EMP包括：

Genoa熱那亞（意大利）

Marseilles馬賽（法國）

Copenhagen哥本哈根（丹麥）

Hamburg漢堡（德國）

London倫敦（英國）

Rotterdam鹿特丹（荷蘭）

Antwerp安特衛(wèi)普（比利時(shí)）二、練習(xí)答案1ChoosethebestanswerCACBCABCBBCA2TranslatethefollowingsentencesintoChinese為使你們了解我方現(xiàn)在出口的棉布，我們已航空郵寄給你們3份商品目錄。一旦接收到你方具體詢盤，我們將立即報(bào)給你最優(yōu)惠的拉各斯到岸價(jià)。我們已收到你方7月11日來信，按照你方要求，我們對(duì)自行車報(bào)價(jià)如下。我方報(bào)價(jià)合理，相信你方能夠接受。我方報(bào)價(jià)很低，以使我們的客戶能夠接受。由于我方胡桃存貨數(shù)量正在減少，我們目前無法向你方大量供應(yīng)。如果你方訂貨數(shù)量達(dá)到5000件，我們可以降低價(jià)格。特供參考，花生價(jià)格已調(diào)整為人民幣1500元每公噸，倫敦到岸價(jià)。上述報(bào)價(jià)以我方5月12日前收到你方訂單為準(zhǔn)。我們很高興收到你方訂單，并將迅速仔細(xì)處理。3CompletethefollowingsentencesinEnglisha.wewillquoteyouthekeenestpriceCIFLagos.

b.weshallquoteourpriceCIFMarseillesforEverlastingBrandbicycles，inclusiveof5%commission.

c.weshallquoteyouourlowestprice.a.wearesendingyou3setsofsamplesbyairmail.

b.wearemailingyou5piecesofsamplebooks.

c.wehaveairmailedyou3copiesofcatalogues.a.wewillplaceanorderfor300ButterflyBrandsewingmachineswithyou.

b.wewillplaceasubstantialorderformen'sshirts.

c.wetrustthatwecanplacealargeorderforprintedshirting.4TranslatethefollowingsentencesintoEnglishIfyouareinterestedinourofferquotationpleasegiveusonearlyreply.Ifyoureduceyourpriceby2%again,yourpricewillbecompetitiveenough.Wearestudyingyouroffercarefullyinthehopeofthatyoucankeepyourofferopenuntiltheendofthismonth.Asthegoodsareingreatdemand,pleasereplyassoonaspossible.Oneofourcustomersrequestsustoobtainyourbestofferformachinetoolstothefollowingspecifications.Complyingwithyourrequest,wewillsendyouthesampleof60Stylepenswithinafewdays.Ifyoucan’tacceptthepricequotedbyusforprintedshirting,pleaseletushaveyourbestbid.YourbranchinShanghaiaskesustoapproachyouabout