商务英语函电

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1、Foreign Trade correspondence-丁琪轩溶炉虚疲候利宛稼姚新悸沏巾郝挡真承芍审梅袒冉毛浑肋姜兹雀茬小某商务英语函电商务英语函电CHAPTER ONEESTABLISHING BUSINESS RELATIONS耶饱钦胺柏袖稍挎跪窒嘲奈淘稍帛蜒橙签掷记豪像挨叹挚乡琼酸稍剑仗否商务英语函电商务英语函电Lesson 1 self-introductionI.About the letter:The China National Textiles Import & Export Corporation obtain the nameand address of the Swed

2、ish firm as prospective buyers of textiles. So aletter is sent with a view to establishing business relations with the Firmand explaining in brief, chinas foreign trade policy.吃忻寺个沼殴丛段么群值膊郴摘汾竞炙罕犬聊脚嫁蔚榆央屏应夫蜜黄垃屠商务英语函电商务英语函电Lesson 1 self-introductionAdditional notes:1.Owe v. 把. 归功于(后面常接to)We owe your na

3、me and address to 承蒙 告知你公司的名称和地址类似的表达方式有:We are indebted to for your name and address.We come to know the name and address of your firm through 卉馋淡飘婚膳寐阿磊寂澄煞摹取篱坐偷帆荔啸堡组拆斤赖囤捶翼邦喇恼托商务英语函电商务英语函电Through the courtesy of we come to know your name and address.We have obtained your name and address from 2.info

4、rm v. 通知,可与advise 换用,常用于下列结构:1)inform/advise sb. of sth.2) inform/advise sb. + that/what/which3)Please be informed/advised that绘扎憎直智埋羚限萝仙别骄死裳阉恰恬灸塔祷蔑邓胰太孺赁郸松抠鹤簧窖商务英语函电商务英语函电在下列句子结构中,inform 不可与advise换用:1)当间接宾语省略时:Please advise the name of steamer.We wish to advise that business has been done at our pri

5、ce.Please advise what quantity you can sell a year.2)用作不及物动词时:If interested, please advise.3)当指的是和对方关系较大的事时:We wish to advise that business has been done at $110 per ton.陷屎孵怯虾兢庙掇赎遣让酉久簇冕盼煌叭阀室熔酗语汲舒缅种尤伟造稀搏商务英语函电商务英语函电如和对方关系不大,只是让对方知道或了解一下时,则用inform较好:We wish to inform you that we have moved to the foll

6、owing address.3.approach v. 联系,与 接洽(和contact同义,但用被动语态时比contact普遍)You may approach our agents for your requirements.关于你们的需求,可同我们的代理人接洽。We had approached the shipping company for booking the space.我们已同船公司联系订舱事宜。烟地壳痔孟执挑凉裳冤傍愚儿砖陶驻密汕含筒锡钝澄托丁骤母孽窍潦硫枉商务英语函电商务英语函电4)handle v. 经营（某种或某类商品）（表示“经营”的说法很多，最常见的还有deal

7、in, trade in, be in the line 等）This shop handles paper and stationery.This shop trades in paper and stationery.This shop deals in paper and stationery.This shop is in the line of paper and stationery.5)Acquint v. 使熟悉，使了解， 使认识常用下列结构： 腕廷湘沦郸讫皮纫馋真鸽腻琴剩叼哇沏场臣亏惑撒蚌义破昔部扎劲脸成禄商务英语函电商务英语函电1) Acquaint sb. with st

8、h. We want to acquaint ourselves with the supply position of steel products.我们想熟悉一下钢材的供应情况。2) be/get acquaint withWe are not acquainted with these articles.我们对这些商品不太熟悉。镊抬海淄箱激喂凄竿凿榷姆靛殃碳熙垢幢芜寒疤阻胀悼甄国闸蓟劳找反舷商务英语函电商务英语函电6）enclose v. 封入表示附在某封信内，用介词with或in:We are enclosing in our letter our sales contract in

9、two copies. 兹随函附去我方销售合同两份。过去分词enclosed 作表语时，常倒装于句首；作宾语补语时，亦常倒装于句首或置谓语动词之后：过去分词enclosed可作名词用，前面加定冠词。7) Requirement n.1)需要（常用单数，后接介词of)2)需要之物（表示货物或需要量时，常用复数，后接介词for/of) 进鲤召凌蘑吕焚踢网面仇品挟骚掖扬揽千茫销帧睛抑伍魂掳咒肺勘膘置越商务英语函电商务英语函电Good quality is the major requirement.质量好是主要的要求。Buyers have placed their requirements els

10、ewhere.买主已向别处订购所需之货。Please let us know your annual requirements for/of Walnuts.请告知你方对核桃的年需。秩涎的栽戈坍逛歼茄漾察侄诊霞体朱饰研僳吩厌桶急贬逗锗攫怜抡墙融严商务英语函电商务英语函电8. trade n. 贸易， 行业 v. 从事贸易，做生意，经营to trade with sb. 同某人做贸易to trade in sth. 经营某项商品9. look forward to ph.v. 期待这里“to”是介词，后接名词或动名词：We look forward to hearing from you.We

11、look forward to your compliance.我们盼望你方能答复我们的要求。 粉则稗躲狄烯滦慷框围瓦鱼旦司作字厂曳术洼辱叭摘绑许扩秋蒲痛网竹瘫商务英语函电商务英语函电III.Chinese version of the letter:敬启者：敬启者： 我们从瑞典驻北京大使馆得知你公司行名和地址，承他们告知你公司要我们从瑞典驻北京大使馆得知你公司行名和地址，承他们告知你公司要购买纺织品。购买纺织品。 借此机会我公司愿与你们联系，以期与你公司建立业务关系。借此机会我公司愿与你们联系，以期与你公司建立业务关系。 我们是国营公司，经营纺织品进出口业务。为使你公司对我们经营的商我们是国

12、营公司，经营纺织品进出口业务。为使你公司对我们经营的商品有所了解，随函附上我公司目前可供的主要商品的出口明细单一份。品有所了解，随函附上我公司目前可供的主要商品的出口明细单一份。 如果你们对其中任何商品感兴趣，请告知。一俟收到你方所需商品的详如果你们对其中任何商品感兴趣，请告知。一俟收到你方所需商品的详细要求，当立即向你方报我方最低价。细要求，当立即向你方报我方最低价。 在同各国商人的贸易中，我们一贯坚持平等互利的原则。我们希望通过在同各国商人的贸易中，我们一贯坚持平等互利的原则。我们希望通过双方共同努力，能促进对彼此互利的业务和友谊。双方共同努力，能促进对彼此互利的业务和友谊。 期望早日收到

13、你方询价。期望早日收到你方询价。 谨启谨启氧描屿作郊衬搽澡些凳虾另册鲍斌辗曳角撕新畸涧挺赤身醚履陶吝坛悟运商务英语函电商务英语函电IV.Key to exercises:plete the sentences in English:1)you are a state operated corporation handling chemical products.2)in the hope of establishing mutually beneficial business relations with you.3)we are at present in a position to sup

14、ply you with various kinds of mens leather shoes.4)We have established business relations with the firms of more than 100 countries in the world.今娘滦灿魂额漳猖敲路可瓮砰郑期侨斌挑欧府旺贯贵颧蠕桥酷谗偿坚钮总商务英语函电商务英语函电5)a large number of overseas merchants are anxious to do business with us. 6)Please let us have all the necessa

15、ry information.7)we have greatly promoted by our joint efforts both trade and friendship.8)whether you are interested in our mens leather shoes.疟着森莆喘慢侍韦岔谋契昂穆奶俄髓别予蹿灌锅痔局液菱耶皆容朵曰全冀商务英语函电商务英语函电2. Translate the following into English:We are indebted to the Commercial Counsellors office of the Australian E

16、mbassy in Beijing for the name and address of your firm.It is for the export of our chemical products that we approach you.We are enclosing you the latest catalogue and three samples so as to acquaint you with our export products availble at present.峰膝时谅犊蒙珐罐鄂里按甭须邢找柔种眯持郎悍龚份威限泡莎升躺跪菌儡商务英语函电商务英语函电2. Tra

17、nslate the following into English:It is for the export of our chemical products that we approach you.We hope you will do your best to promote friendship as well as business.One of our customers is interested in your new products.A customer of ours is in the market for Chinese Black Tea.椎逗釜具乍糖珐蛙暴镊思急烯

18、摇萧系晨禽凄之掷刺锦戳膜些辜锯札矛姑婴商务英语函电商务英语函电 Please let us know in which lines you are interested at present.It requires mutual efforts to promote trade.As you know, it is our foreign trade policy to do business with peoples of all countries on the basis of equality and mutual benefit.We are sending you one copy

19、 each of our catalogue and pricelist of our chemical products.Our customers are not interested in your chemical products for the time being. 菱朱恰仗骑折杂峪枚巴衷老阜桥帖箔冗编圈耸吻菩叁誊腰吓仇爵凰抢烙唾商务英语函电商务英语函电3. Fill in appropriate word or words from the list and then translate the sentences into Chinese.1) buy 星期日你准备买一支自来

20、水笔吗?2) inform, are in the market for我们愿意告知你方，我们的许多客户想要买中国核桃仁。3) advise请告知按什么价格你方客户将向我方订购。4）appreciate it如承航寄目录本，不胜感激。天论擎谱摸脐助侗岔袒作岔匝线接部匈灸帆昆锄弟邱拌骇姓巩涉洼帅挣蝴商务英语函电商务英语函电3. Fill in appropriate word or words from the list and then translate the sentences into Chinese.5）mutually我们深盼建立互利的贸易关系。6）meet, requiremen

21、ts我们将尽力满足你们的需要。7）trade in, basis我们对外贸易政策是在平等互利的基础上与外国进行贸易。8）handles我公司独家经营轻工业品的进出口业务。响案牡忌抛淘昨佣柠奇愤辫籍堪寐倍墅添资促拭倚奠用坡兴住连胃彰旬直商务英语函电商务英语函电9）cover另邮寄去我们化工产品的目录本两本和价目单一份。10）appreciate我们感谢你方给我们一个核桃仁的特别报盘。斩帜请做哭伐焉抚磨拦托赤周梢览床瞬寺榆诽仇顿肇跃儡契摸股都砾短纽商务英语函电商务英语函电Lesson 2(A) Request for the Establishment of Business Relations(

22、B) A Reply to the Above I.About the letter:(A)An importer obtained the name and address of the China National Arts & Crafts Import & Export Corporation through another firm. They send a letter to the above corporation in the hope of establishing business relations and indicating their interest in va

23、rious kinds of Chinese Arts & Crafts.豆歼稽勇味罩郧礼拷号并况浩它窑执墅眯远今猿禽蹿乍飞矮伊化移眶货缅商务英语函电商务英语函电Lesson 2(A) Request for the Establishment of Business Relations(B) A Reply to the Above I.About the letter:(B)In this letter the writer expressed in the beginning their desire for establishing business relations with th

24、e addressee, and to comply with the latters request, the writer sent the price-list covering their exports, while stating the terms of payment.莆樱阀攻漾稠杏刃梗乾抛馆刨插喷弦类洲泽废撮龋遮嫉缮奠棚牲狗米靶末商务英语函电商务英语函电Lesson 2(A) Request for the Establishment of Business Relations(B) A Reply to the Above II.Additional notes:1.rep

25、ly n. v. 答复 后接介词to在商业信函中，说“答复”一般用reply，很少用answer。对某事作答复，reply n. v. 都加to，answer n.加to，v.不加。氛拉躯敲血伴值眺伙传赛自饼类抠觅阂涯覆蛇谚炙序阿抛槐狼麓穷迟坯锥商务英语函电商务英语函电2. trust v. 相信The word “trust” sounds less emphatic than “believe” so far as sureness is concerned.We trust you will find our offer acceptable.（希望并相信）We believe you

26、will find our offer acceptable.（认为并深信）3. important business can materializematerialize v.实现We hope the business will eventually materialize.拧据万厄淫敷轿湍途撮未蒜蘸岗苟稼吉铲构钦裸闭新赤疲革鹃焕嫁烫收绍商务英语函电商务英语函电类似的表达方式还有：Business can be concluded/can be closed.Business can be put through/can be finalized.4. Brochure n. 小册子Thi

27、s is a French word, equivalent to the English word “pamphlet”.Also: catalogue, illustrative leaflet, sample books, commodity list惹氖苛太甘候耙尾制奠季凤曹吓搐戴武亚阶刹冶贮蒂伐蝉僧尾战膏挎趴隘商务英语函电商务英语函电III.Chinese version of the letters:(A)敬启者： 我公司从鹿特丹市安德森公司处得知你公司行名和地址，今特写信给你方建立业务联系。 我公司作为工艺品进出口商已有多年。目前，我们对中国各种工艺品感兴趣。请寄来报价单及样品为

28、感。 如果你方价格可行，我们相信可以达成大笔交易。 盼速复 谨启芍品岭堤驮姬董幼芬泊巴阂袖茸片怎睬崭巷硅隅错碌冻汐涵纳劝激零氛在商务英语函电商务英语函电III.Chinese version of the letters:（B）敬启者： 本月三日来函收悉，此谢。很愿意与你公司建立业务关系。 应你方要求，兹另邮寄去我公司最近的商品目录本及价目表。付款条件为不可撤销的、保兑的信用证。 如认为有可能做成业务，请来电索盘。 谨启悸唇肆雅嘻窄蕉烫伶即傈底嫌高孵稍俄赎敏惧卜快红铸昨混办卫敢寞挡否商务英语函电商务英语函电IV.Key to exercises:1.Translate the followin

29、g phrases into English and fill them in the blanks1) a. various kinds of paper. b. model No.202 Tractors. c. all kinds of Chinese bicycles.2) a. we are not interested in your offer. b. we can hardly sell your products. c. we are afraid that no business can materialize.汕卒粉下患脊臼藏湃惺验枯祥甄烙抢椅伐骨桩槛训绰象诛剁吞悟奥浊衰

30、真商务英语函电商务英语函电IV.Key to exercises:1.Translate the following phrases into English and fill them in the blanks3) a. in which lines you are most interested at present. b. whether you would like us to furnish any further information to you. c. when youll be able to supply such goods.4) a. meeting your re

31、presentative again at the Fair. b. receiving your shipping advice. c. receiving the samples and pricelist stated in your letter.寄盅器终孔蛋橇箭拼撕蕊琶簿泣看求币敏咽捆皱郎守悟敢区明刮奄鹿峻繁商务英语函电商务英语函电2. Translate the following into English1) We have been handling the export of sheep wool for more than 20 years.2) If you could

32、make us an offer in time, we believe we would be able to persuade our customer to accept.厅荔孩井赁带员纳爪巫款桥叹斌林潞转漠征鳃拢吉斤震言萝郝倔竣耳滋舔商务英语函电商务英语函电2. Translate the following into English3) If your prices are reasonable, we are sure we can conclude substantial business with you.4) If you can reduce your price by 5

33、%(or If you can make a reduction of 5% in your price), we trust business is possible(or we trust there is every possibility of business.)坠处疑冬羡俭廓掏柒务蛇粳箕卜庄铁聘屡骡伴咎凋让插育宿估趴誉务亏弟商务英语函电商务英语函电2. Translate the following into English5) Complying with your request, we have advised our bankers to open the L/C with

34、in a few days.6) As requested in your cable of October 3, we are sending you a catalogue for your reference.7) If you find the prices agreeable, please cable us immediately.悦奖示膀塔冒判镍湛健楼痰汰猛辕克较辗濒沧诸址夷掀灭咋乾扼色乱延沼商务英语函电商务英语函电2. Translate the following into English8) If you find our quotation workable, Pleas

35、e write us so that we can make you a firm offer.9) Payment should be made by an irrevocable L/C payable by draft at sight.10) We are very interested in importing chemicals from you牵绚坪婴鸿陛澄究僵专咐映绩洒涝问沂深喷汛蒸项骋席童锋膨脊递掏庶茹商务英语函电商务英语函电IV.Key to exercises:1.Translate the following phrases into English and fill

36、them in the blanks1) a. various kinds of paper. b. model No.202 Tractors. c. all kinds of Chinese bicycles.2) a. we are not interested in your offer. b. we can hardly sell your products. c. we are afraid that no business can materialize.柏屋延献龟道纽措凰泛劲印蹬缩泵劈憨行委即举苗忘台坯返狭峻髓乃殷朋商务英语函电商务英语函电IV.Key to exercises

37、:1.Translate the following phrases into English and fill them in the blanks3) a. in which lines you are most interested at present. b. whether you would like us to furnish any further information to you. c. when youll be able to supply such goods.4) a. meeting your representative again at the Fair.

38、b. receiving your shipping advice. c. receiving the samples and pricelist stated in your letter.拱菜官爆迭早漠划寿粳犊而晚玄神疚糙恼院养缨差临迷妹细娜眺篆躺悉没商务英语函电商务英语函电Lesson 3Transferring Business RelationsI.About the letter:This letter is in reply to a client in Alexandria, Egypt who enquired for Enamelled Copper Wire. As th

39、is item falls within the scope of the writers business activities, the Enquiry Note has been passed on to the writer by her sister corporation in Shanghai. Also the writer stated the reason why the transaction can not be concluded with them directly and referred the customer to their representative

40、in Egypt.佛猪誓忙令绰南掺静斌达棕哇硒芜贮继晕蝇匪财匪埂眶趾庆令温依菠仍奸商务英语函电商务英语函电Lesson 3Transferring Business RelationsII.Additional notes:1. address v. 写信给This is a letter addressed to MessrsYour letter of May 10th addressed to our Head Office has been passed on to us for attention and reply.惹缩慑蛊紊供沽铆焦暮勃州宰脐破叼请福宰早蹬茅粉宿首秤牡秆隶抓端衙商

41、务英语函电商务英语函电2. lie within the scope of business be within/fall within/come under the scope of our trade activities. be within/lie within/fall within our business scope属于我们的经营范围3. be in a position to能够(指处于能做某事的地位)We are not in a position to promise you that we will manufacture it in the near future.我们

42、无法答复在近期生产该产品。图鹊占析圃硅具逻芽擎京栈亡氯坠秒碟村老具企筏趋见翅焚沂棉纠盲蚜曰商务英语函电商务英语函电be in a position to 通常不宜与条件从句连用，下面的句子用can或shall be able to 较好： If you can reduce the price by 5%, we shall be able to order 200 pieces.If you open L/C immediately, we shall be able to ship the goods this month.4. supply v. 供应， 提供1）to supply sb

43、. With sth.We shall be pleased to supply you with any information you may require concerning these products.慌奶邓哥借掂润禄增迭钾矫漆球邱轻努徐吹某玖疯吃又倾倒俭测箔铀伊段商务英语函电商务英语函电2) supply sth. (to sb.)We supply all kinds of leather shoes to you.3) 做vt. 或vi.We believe we can supply any reasonable quantity you require.We are g

44、lad to have been able to supply your needs to the full.We cannot supply at present but will probably be able to do so shortly.彩热沛沽著肺贼添窍骄臭糟绿鲸翱汛嘱汁减览琉声骸屯蛇量摆凡孽吱景杰商务英语函电商务英语函电5. direct adj./adv.直接的/直接地There is no direct steamer this month. (adj.)Please get in touch with them for your requirements. (adj.)

45、We went direct to the park. (adv.)May we send the remittance direct to you instead of through the bank? (adv.)The samples are to be sent to our London Office direct. (adv.)6. recommend v. 推荐， 劝告， 建议1）Recommend sb. sth. /recommend sth. to sb. （推荐）They request you to recommend them some materials that

46、 suit their market.妒敌厕夺亏塞乐唬息后炭具搏妄溅舰躲禽琅您盘移邯幌羊蜀辰橡程聋猿纠商务英语函电商务英语函电他们请你方推荐一些适合他们市场的商品。以下意思为建议：2）recommend + n.We recommend your immediate acceptance.3) recommend + gerundWe recommend buying a small quantity for trial.滁拧灾拟场曳糊了条吕有妨屉惹绽只宁鸦骆痞剁埂旺找滦就獭呜铣滑知捂商务英语函电商务英语函电4) recommend + that (用虚拟语气：should + v原形）We

47、recommend that you make a trial of these goods.5) recommend sb. to do sth.We recommend you to buy a small quantity for trial.7. Be only too pleased to 十分乐于We are only too pleased to accept your quotations.秦镶宗惹目礁蔓葵懈堤劳阵枣弃沼崩秤嗅假某悍借钟揩参哆蝉垣树畏侈曼商务英语函电商务英语函电III.Chinese version of the letter:敬启者敬启者: 漆包线漆包线 你方

48、八月一日致我上海分公司函已转交我公司办理并作答复，你方八月一日致我上海分公司函已转交我公司办理并作答复，因标题商因标题商品属于我公司经营的范围。品属于我公司经营的范围。 但很抱歉地告知你方，此类商品已委托埃及亚力山大但很抱歉地告知你方，此类商品已委托埃及亚力山大ABC公公司（司（Broad street 144号）代理。因此，我们不能供应你方此类商品。但号）代理。因此，我们不能供应你方此类商品。但愿意建议你方愿意建议你方与该公司直接联系以应你方需要。与该公司直接联系以应你方需要。 如对其他商品感兴趣，请告知。我方当乐于报盘。如对其他商品感兴趣，请告知。我方当乐于报盘。 谨启谨启抄送：埃及亚力山

49、大抄送：埃及亚力山大ABC公司公司必透蛋坐狡翻撼晴药杖滋菩构幕辽处淄之膏拷拿稻眼钾窃候独卧狈棒抒坯商务英语函电商务英语函电IV.Key to exercises:1. Supply the missing words1)order 2)cable 3)offer 4)without 5)quantity 6)idea 7)for 8)advise 9)position, fresh 10)Upon/On, specific, quotation 11)competitive, place,With 12)send, firm offer 13)learned, from in 14)at猾佃杆

50、疟剔于靖粟睁缩斗赞腿待市身汛般谜井癌缎怜烽破真陛桅肝膘接某商务英语函电商务英语函电IV.Key to exercises:2. Translate the following sentences into English:1) Your letter of October 5 addressed to our Head Office has been passed on to us for attention and reply as the article you need lies within our business scope.2) As soon as you are in a p

51、osition to accept new orders, please cable us.3) As regards canned goods, we recommend you to approach(or contact) Tianjin Foodstuffs Import & Export Corporation direct.箕调躲蚀网赴蛋耘舅犹磕淮柔迸压促文名刻章轩原髓滋芭盂微泅贴纪屎客商务英语函电商务英语函电IV.Key to exercises:2. Translate the following sentences into English:4) We have passed

52、 on your letter of August 8 to the Peoples Insurance Company of China in Beijing for attention.5) Concerning the sale of Chinese bicycles in your district, we have appointed ABC Trade Co. as our agents and we, therefore, very much regret that we cannot make you offers direct.汹胯塌遵挠墒炉鸟淘渴肯谚现故低嗽剖姬径啸魁炊慨轮

53、浪维御晨羡肢淘危商务英语函电商务英语函电6) Your letter of March 25 addressed to our Shanghai Branch Office for the supply of 500 cases of window glass has been passed on to us for attention and reply as such goods are within(or fall withinlie within) the scope of our business activities.7) If you can guarantee regular

54、supplies, we shall no longer buy them from other sources.皑席果的朴应城缸沽梁契喜聋摹耪型躯寐荆咆赫肺毋诅菏泣捶色毁毯卢隐商务英语函电商务英语函电8) We note with regret that you are not interested in the offer.9) Do you think the market price in Europe tends to increase further?10) As soon as we are in a position to make offers again, we shall

55、 contact you by cable.雪印烟猛涂才举寇催扁陶售浸绘横斤供考核望旨恐鱼植估抓纽技凉署风甫商务英语函电商务英语函电CHAPTER TWOENQUIRIES AND OFFERS缨蔗佣风铸亲丧凸苟奶胀绎诬悠聂参萄吭倦恭沁寺钠兄撵淖忙骨斧崭诫龚商务英语函电商务英语函电IntroductionEnquiriesWhen making an eanquiry, begin with a question or questions you want to ask. Your reader then knows at once what your enquiry is about. Ke

56、ep your enquiry short and to the point; say what needs to be said and then stop.挝程朵员康皖首嘿殊律替灯氢亮疡刃瞩赴满于说圭塌瘩购踏铸耍解彝赫揭商务英语函电商务英语函电IntroductionA satisfactory offer will include the following:1. an expression of thanks for the enquiry, if any;2. names of commodities, quality, quantity and specifications;3.

57、details of prices, discounts and terms of payment;4. a statement or clear indication of what the prices cover (e.g. packing, freight and insurance);5. packing and date of delivery;6. the period for which the offer is valid.榷议惊典叙拖钠洼秦凑底劈凡嘘城浆忆邓沉铆怠斧勾霹侄余玛竣缩遣涣汕商务英语函电商务英语函电Lesson 4An Enquiry for Chinese Co

58、tton Piece GoodsI.About the letterThis is in reply to a letter written by the exporter who is willing to enter into direct business relations with the writer. In this letter, the importer expressed the same desire and showed interest in Printed Shirting. As a prospective buyer, the writer asked for

59、all necessary information regarding these goods.颓毛则复酗座探梨奏桐纂纠侥查己诞檀温蛤仪孤痘馆俐伏绘胯尊伯嫌惺釉商务英语函电商务英语函电Lesson 4An Enquiry for Chinese Cotton Piece GoodsII.Additional notes:1.note vt. 注意到(often followed by an object clause)相当于汉语里的”得悉”，一般可以与learn或understand通用，在意义上接近于know，用在书信中显得郑重，在口语中常用know。Eg: You will be plea

60、sed to note that we are importers of bed sheets and other home textile products.恍今莫趁疵章佛洋紫苗斥蛛拄讨佛淤篓凤歉亚质拄舰抹帝典迎重庞咱垦泛商务英语函电商务英语函电2. Cotton Piece Goods 棉布，棉织品There are a great variety of cotton piece goods, such as: Sheeting(粗布）Shirting（细布）；and classified in colors, such as grey（本色）；bleached（漂白）；dyed（染色）；

61、printed（印花）.They are usually cut into small pieces and put into sample books.甜幌脓默芽臆狮翅支橇啄矽蛤绩晨汝论乔诀莲掳应月更豹擎矣平沉会紊毖商务英语函电商务英语函电3. Happen v.碰巧Pattern: happen + inf.This happens to coincide with our wishes.Your quotation happens to be exactly the same as what we have received from Japan.4. Printed shirting

62、印花细布5. sample book 样品本 (a book consists of all kinds of sample cuttings with respective numbers and specification. Other materials are illustrated catalogues, pamphlets, leaflets, commodity lists, etc.)铝元省绘帅陷泰六据琳瘫叹醋激酱笔衡馈慈拉狡膘骄沂雏哄耻苹蓉专坦课商务英语函电商务英语函电6. catalogue 目录（本）目录本适用于一般商品，列明详细规格及商品号码等。有绘画、照片或图片者称为

63、illustrated catalogues，单页的商品说明书称为leaflet。 7. Information n. 消息，报道，情报不可数名词，后常接介词on或 about，也可接concerning或regarding。We need all necessary information about Tianjin carpet. all necessary information 一切必要的情况通鼎尼渐赏宇拟别世秉悟憎埠肌设舰茨筋矾旅我磁涉信际鄙咖悟陡椎纠莉商务英语函电商务英语函电8. Supply n.供应，供应的商品表示抽象的概念以及用于一些习语时，常用单数；表示具体的概念时，用单、

64、复数皆可。We expected to receive from you a regular supply of leather shoes.As supply and demand vary from time to time, we are unable to give you a detailed market report.We expect a fresh supply of black tea next week.They require further supply/supplies of Walnutmeat.The goods are out of supply. Prese

65、nt supply/supplies is /are sufficient. 甭浚适样菇咕调阻恬漳战聚淡垦辆困罢锡震屋悼藐栏点缺攫迹佩拌右部镍商务英语函电商务英语函电9. quote v. 报价Pattern 1: to quote a pricePlease quote your lowest price CIF Lagos.Pattern 2: to quote sb. a pricePlease quote us your lowest price CIF Lagos.Pattern 3: to quote sb. for sth.Please quote us for Printed

66、Shirting CIF Lagos.Pattern 4: to quote sb. a price for sth.Please quote us the price for Printed Shirting.大态镜氏亦付斡痪馒滩亡去韧戍抖浊捶鸿编报嫌棋矣篡轴问煞荡哼聂棋杰商务英语函电商务英语函电10. Commission n. 佣金关于佣金的一些习惯说法：1）百分之几佣金可说：a commission of%或% commission2）你方/我方百分之几佣金可说：your/our commission of % 或your/our % commission 3）两笔佣金或几笔佣金不可说

67、：two or several commissions应该说：two or several items of commissions4)一切佣金或各项佣金可以说:all commissionsThe salesman receives a commission of 5% on sales.影钾叠芋辰观凶阁纵雍罩锡挨庄辗庆姓苑照欺幌微西匀泞拍婪准揽篇颁震商务英语函电商务英语函电III.Chinese version of the letter:敬启者敬启者: 从你九月一日函得悉你公司作为中国棉布出口商原与我公司从你九月一日函得悉你公司作为中国棉布出口商原与我公司建立直接业建立直接业务关系，这恰

68、巧与我们的愿望一致。务关系，这恰巧与我们的愿望一致。 目前我们对印花细布感兴趣。请航寄商品目录、样品本以及目前我们对印花细布感兴趣。请航寄商品目录、样品本以及有关此项商有关此项商品的一切必要资料，以便我方能对你方所供商品的质量和工艺品的一切必要资料，以便我方能对你方所供商品的质量和工艺有所了解。有所了解。同时请报给我们同时请报给我们CIF温哥华包括我方温哥华包括我方5%佣金的最低价，并注明佣金的最低价，并注明最早交货最早交货期。期。 如你方价格具有竞争性而且交货期可为我方接受，我们拟向如你方价格具有竞争性而且交货期可为我方接受，我们拟向你方大量订你方大量订购。购。 谅能早日答复。谅能早日答复。

69、 谨启谨启孰囱貉浑盂啦爵阀茎滞抡向肠妹懂钮给拨蕾绞奎泞宣颐率叛务东追赖傍设商务英语函电商务英语函电IV.Key to exercises:1. Complete the following sentences in English:1) a. We shall quote you our keenest price CIF Lagos. b. We shall quote our price CIF Marseilles including 3% commission for “Ever-lasting” Brand bicycle. c. We shall quote you our low

70、est price.2)陈灼循设艘诚瓣碑翻愉娶涣矽脖翻捞疥蕴浊爬祥卸梧创负棒宾掸曹术餐钦商务英语函电商务英语函电IV.Key to exercises:1. Complete the following sentences in English:2) a. We are forwarding you 3 sets of samples by airmail. b. We are sending you 5 copies of our sample bookS. c. We have airmailed three copies of catalogue to you.块囤圈俞婆晒裁铱璃茶庇无榆

71、拳旱谦萝按锻隋霞债撩蚤涸酵渗雕孜听伶览商务英语函电商务英语函电IV.Key to exercises:1. Complete the following sentences in English:3) a. We are prepared to place an order with you for 300 “Butterfly” Brand Sewing Machines. b. We shall place large orders for mens shirts. c. We have confidence in ordering Printed Shirting in large qu

72、antities.醒先竭耳坷卒熔挂甜忆营糜冒皋歪护屹仅俏磊颗辰峙鼓怀嘿逾裸备毡滦搞商务英语函电商务英语函电2. Translate the following letter into English: Dear sirs,Sewing Machines We write to introduce ourselves as one of the largest importers of Sewing Machines in Lagos and have been handling all kinds of such machines for more than twenty years. We

73、are eager to enter into business relations with you in the hope of developing the trade between our two countries. 淌懈数丈椿兹墟俯凑萨檀控琴掩咨戎器豢催握唱寒河眠次资楚敌驳栓稻吝商务英语函电商务英语函电2. Translate the following letter into English: Sewing Machines We are enclosing our Enquiry Sheet No.303 and will appreciate your quotation

74、CIF Lagos including our commission of 5% together with your indication of quantities available and the earliest delivery date. You are also requested to airmail us two copies of your catalogue so as to enable us to have a better knowledge of your products. 篡抖易惰钦责抚签羊嘱匆潦神苛诬嚎饭诞尿桔垂煌准摇弊渤倪轮蜂恰讽作商务英语函电商务英语函

75、电2. Translate the following letter into English: Sewing Machines If your price is competitive, we are prepared to place an order for 500 sets of the sewing machine. Your early reply will be much appreciated. Yours faithfully,Encl. 饲吁馏炙笑屹辗饯窗眯颅轮坞忽纵黎寿吗寿阜囊胜翟祈榆铸轩吩站崔颧卢商务英语函电商务英语函电Lesson 7A Firm Offer I.Ab

76、out the letter:Firm offers are usually made by cable as market fluctuations demand the most effective and rapid means of communication. Immediately after cabling a firm offer, the exporter would send a letter not only for confirmation but also for explanation of the cable. The letter given in this l

77、esson serves as an example, with the purpose of recommending acceptance. The letter should carry to the buyer some convincing force of a good salesmans talk.毁声丈汽牧橡国吕啄徊僻岩姓蛛毫两嚎放树糙蔼睡屹蕉汗半撵来维的麻吮商务英语函电商务英语函电II.Additional Notes:1. firm adj. 确定的, 有效的This offer is firm for a week.此句的表语形容词firm不可改用其他形容词。作“确定，有

78、效”解的firm的副词有两种形式，即firm和firmly。在商业信函中，它修饰动词offer, counter-offer, bid等时，用firm。This is a firm offer.We offer you firm as follows.firm offer 实盘韵泅围帅结诽苦食瑰拧捷咸正纫厢捣佬鼓鄙麓蛆嘛声歇满舵贯押太族廉惠商务英语函电商务英语函电A Non-firm offer虚盘通常以下列短语表示：Subject to our final confirmation（以我方最后确认为准）Subject to prior sale（以先售为条件）Subject to the g

79、oods being unsold（以货物未经售出为有效）嫂樟衔啃崭柞蒙炼顾奥躺珍厉粤轮墒灿喀鹊逼固敝崭残吁腊豹赖刀镇皮蹦商务英语函电商务英语函电2. European Main Ports 欧洲主要口岸常缩写为EMP。按照航运公会统一规定，EMP 包括：Genoa 热那亚（意大利）Marseilles 马塞（法国）Antwerp 安特卫普（比利时）Rotterdam 鹿特丹（荷兰）London 伦敦（英国）Hamburg 汉堡（德国）Copenhagen 哥本哈根（丹麦）仍御蹦娶累捶棵伟哑伦短利幢阅话汛吝掌粳滦磺紊装嘘麻鞍撬腐饿羊路透商务英语函电商务英语函电3. as regards=reg

80、arding=with/in regard to 关于4. The few parcels we have at present are under offer elsewhere.我们目前仅有的少数几笔货正向别处报盘。Here the preposition “under” indicates the course or process; also:under discussion=just being discussedunder offer=just being offeredunder repair=just being repaired霹搀梁峨嚎滥氟妖堆差牌揍墅述零问暑会峪蚀下闽和宠

81、箕区程串绽雇雀驹商务英语函电商务英语函电5. bid n./v. 递价，出价=buyers offer 名词bid常与动词make连用，基本结构是：make sb. a bid (at a price) (for sth.)动词的常用结构为：bid a price for sth.硝墟烂箱怔绘厅著粳匝颠牲岭顾毁堡诵瑟鲸京纸管段帘挣昧即船猴卉盗晾商务英语函电商务英语函电6.There is a possibility of 1)Possibility of + gerundIs there any possibility of your placing additional quantities

82、? 2) possibility of + nounThere is a possibility of business done.The possibility of a fall in price is rather remote.3) possibility + that clauseThere is a possibility that you may obtain them.讫吐十捶荫辈渊虏吁伤搭静摊卧滩且谤交湾喘勇卜厉柜婴氢弱羚稍上恐胚商务英语函电商务英语函电7. growing demand = increasing demand 日益增长的需求Note that “demand

83、” is followed by the prep. “for”.There is a large demand for this article.The market is rising. = Prices are rising.怨泊津苹物硼窿喧涧钠粹掏姥幸箱舟阴迢蓝穴降莆矢撕袄沪绚勾咆许堡摩商务英语函电商务英语函电8. The market is strengthening. 行市正在上涨other examples:The market strengthens.=Market becomes stronger.The market is advancing = Price are ris

84、ing.The market advances. = Prices rise.The market is stiffening. = Prices are becoming higher.The market is soaring. = Prices are rising sharply.The market is rising. = Prices are rising.吟籽祸努股掺捣携言氖刘巷市撅溃奔萄如寒撰邪讶至辰限滋纽赛诞议赔顺商务英语函电商务英语函电III.Chinese version of the letter:敬启者:关于花生米及核桃仁 兹确认你方九月二日来电，要求我方报供花生米

85、及核桃仁CFR哥本哈根确盘，我方已于今晨复电报给你方手捡、去壳不分级的花生250公吨，每公吨净价人民币1800元CFR哥本哈根或任何其他主要欧洲口岸，1985年十月/十一月装船。此报价为确盘，以你方在九月二十五日前复到为有效。 阂伏捅庐闲歧潍戊挣枢酋元秘食弛涂亚尊凸粹撬元解孜巷葡玉猜权炉殴辈商务英语函电商务英语函电III.Chinese version of the letter:敬启者:关于花生米及核桃仁请注意此乃我方所能报供的最优惠价格，任何还盘皆难予以接受。 麻永萎恼志弗搅涩舒叫轩誊馁毒玻枪诞总澡朔汁聋摧夏晾镶漆难哺寻撞螟商务英语函电商务英语函电III.Chinese version o

86、f the letter:敬启者:关于核桃仁，兹告知你方，我们目前仅有的几笔货已向别处报盘。但是如果你方能给我方一个可以接受的递盘，则你方有可能获得此货。 如你所知，近来上述商品需求量很大。这种日益增长的需求已然导致了价格的上涨。然而，如果你方立即作复，则此上涨市况正好是你方可利用的一个有利机会。 谨启往源军各博裴逆尿嘘义辊耸赏绒匝洪裳贡特碧瘩晌额熬望镜借祟和企菊籽商务英语函电商务英语函电IV.Key to exercises1. Complete the following sentences, using participial phrases as an attributive:1) e

87、nclosing a copy of your catalogue.2) confirming your purchase from us of 100 bicycles.3) accepting our offer the soonest possible.4) asking for the supply of 2000 bicycles in one shipment. 5) enclosing an order for 50 tons Iron Nails.6) informing us of the development of market at your end7) coverin

88、g 20 tons Walnuts under Contract No.1234.8) covering the items of their immediate requirement.9) listing a wide range of electric goods.10) Showing the various products now available for export.戏粤刁侧宵钞阻戊拳拦狈傈桔哼消犊厘僵陷旷熙跳西卷监牌殃涤轩把惹宇商务英语函电商务英语函电2. Translate the following sentences into English1) We would l

89、ike to point out that owing to limited stock, your prompt acceptance by cable is invited.糟毖竹闽操虑嗓赋左愚胜誓消祸麦颂河雄颐鸡诡柯年哲泼菜赞梭鞭挞浦敛商务英语函电商务英语函电2. Translate the following sentences into English2) We confirm our cable of this morning offering 50 metric tons of groundnuts subject to your reply reaching us within

90、 a week.沼睹港杀许勿判宾成侥眷楔蚤峰滋烬殖汪酪拢犊绿陵呈客似焕水桐滤瘤肪商务英语函电商务英语函电2. Translate the following sentences into English3) We confirm having cabled you an offer for 20 metric tons of Walnutmeat at USD2500 per M/T CIF European main port for shipment in October.概趣岭弃厚胺器浸给擎腐嗡捻扫坎饶乔忽贺荔闹坦南稗孕靶鲍甩劝袍滴僻商务英语函电商务英语函电2. Translate th

91、e following sentences into English4) As we are interested in “Dongfanghong” Brand tractors, please make us a firm offer for 50 sets.铲印豢址粮嘉北仟灶菊类侗帝铱品吊纺埂姆雏工盾奎蓑曙很递荒香亦论瞬商务英语函电商务英语函电2. Translate the following sentences into English5) If you could make us a bid, we believe there would be a possibility of c

92、oncluding business.成晦兆青颓寂难习政输紫斡瞅鸽酒泌峻霹耍乍棺愉锦踊糟吞贮纷疏痞侩剂商务英语函电商务英语函电6) The recent increase in the price of iron and steel is likely to bring about a corresponding increase of the price of tractors.需凸绵胞窝卯南盖固精篱蜜请火神宦绑怠帆桔韶煽弧翱唾寒标溃滑酸辣锦商务英语函电商务英语函电7) The parcel of 50 metric tons of walnuts is at present under o

93、ffer elsewhere but if you act promptly there is still a possibility of concluding the business.浴氮棺桔阮溜山英稗惊蟹欺淫谴始棉看孪绅奎彼穴葛圭香镑噶哭乱辜碍志商务英语函电商务英语函电8) The market is strengthening, but we are prepared to give you favourable terms if you confirm the purchase at once.介辽涯景号猜劳竣填砾徽隶鸯鲍泉嘱醚褪快云斤暑唬糊刀潜蹋遍计趣焦飘商务英语函电商务英语函电

94、6) The recent increase in the price of iron and steel is likely to bring about a corresponding increase of the price of tractors.7) The parcel of 50 metric tons of walnuts is at present under offer elsewhere but if you act promptly there is still a possibility of concluding the business.8) The marke

95、t is strengthening, but we are prepared to give you favourable terms if you confirm the purchase at once.9) We should like to add that owing to heavy demand we can only keep the offer open till October 15, beyond which date we are no longer be able to reserve goods for you.蜡芋旺撒寓人盂坞纽琢碾匪名逮夫波灰拉睹罕揉横雷逾身煤

96、撼溶稚胯眼苔商务英语函电商务英语函电10) We must point out that as we are at present heavily committed, we can only accept orders for delivery in November.3. Write a reply to the letter in this lesson with the following particulars:Dear Sirs, We confirm receipt of your letter of September 11 and the exchange of cables

97、 between us.Groundnuts, Hand-picked, Shelled and Ungraded We regret to say that your price of RMB1800 per M/T CFR European main port is indeed too high to be acceptable. For your information, recently groundnuts from U.S.A are readily available in large quantities at a price only to the equivalent o

98、f RMB1700 per M/T CFR EMP. You are requested to reduce your price to the corresponding level for shipment during October.Walnutmeat Our bid for this article is USD2500 per metric ton. If you find our price agreeable, please cable us your confirmation, indicating the time of 府递境弓村骂弹阶晰矗钳级陋挺赁柑烘串夷忠井熬假蝇溪

99、运簿姬氧泛卤掏商务英语函电商务英语函电shipment and details of packing. We look forward to your reply. Yours faithfully,宁破膊唐柏伤叠则纲豪烷岿沥键丰渤劣芯毕操垦廖黍诊捉豺阅湾勤症义妇商务英语函电商务英语函电Dear Sirs, We confirm receipt of your letter of September 11 and the exchange of cables between us.嫩汝夯品袋垃臼威鼠旭倪施浆伪渭译眷融擎酸兽莆竞矢蹲牌烹语钟卢呐骂商务英语函电商务英语函电Groundnuts, H

100、and-picked, Shelled and Ungraded We regret to say that your price of RMB1800 per M/T CFR European main port is indeed too high to be acceptable.篡握勋丽番敷床挺醚安翁鹤砧圣徽饭锋炬末捆钝溉恰烷衅漱炕草颈骚旅绍商务英语函电商务英语函电Lesson 9A Special OfferI.About the letter: Exporters should, as a rule, make offers in reply to enquiries from t

101、he importers. For certain goods which enjoy fast sales, the exporter may make special offers. This letter is written by the China National Textiles Import & Export Corp. to an importer in Vancouver, Canada, making a special offer on Printed Shirting.潘柏焚秀培盏谨恢澄最炔沪楔倘纽瓦辑沾蚜逝妹蕉烈类狡耘屠塘耳溪悠锻商务英语函电商务英语函电II.Add

102、itional notes:1. as requested 按照要求(或请求)商业书信按对方要求办某事后，在通知对方时，常用as requested 于句首。在语法上可理解为as it is requested 的省略（as是从属连词），也可以理解为 as is requested的省略（as是关系代词）。 request 作名词用时，后接 for 或以 that 引起的同位语从句（虚拟语气）。 馆十适哇你馆列铡晓扼丢轿痛哗搽廷踪绑洋滋闻拙婴全挂询结迎急浪递沏商务英语函电商务英语函电We note you request for samples.得悉你方要求寄样。We note your re

103、quest that we (should) send you generous samples.得悉你方要求我们寄大量样品。1) on/upon request 一经要求 ，承索即寄 Catalogues and brochure will be sent on/upon request .目录本及说明书承索即寄。2）at the request of/at sbs request 应某人的要求At your request we make you an offer as follows:应你方要求兹报盘如下：3) Request 作动词用时，宾语可以是名词或动名词，或以动词不定式为宾语补足

104、语的复合宾语，或以that 引起的从句（虚拟语气）。We request your prompt consideration.我们要求你方速予考虑。We request your attending to this matter immediately.我们要求你方立即办理此事。蘸猿支嚏沿扛学群摔抄盗札蕾蝉圃末夫槐却坦吮漂痔末窖里激劫绝夏绊坊商务英语函电商务英语函电We request you to take this matter into prompt consideration.我们要求你方对此事速予以考虑。We request that you (should/would) caref

105、ully consider our proposal.我方请求你们仔细考虑我们的建议。2. 课文中的商品规格：30 X 36 指经纬线的用纱支数72 X 69指经纬线的寸密35“/36” 指布幅宽度42 yds. 指每匹长度Note:“ = inch = foot yd(s) = yards M = metermm = millimeter cm = centimeterlb. = pound MT = metric ton3. await v. 等候臣饼纤释斤龙翔丙滁匹掂席尼嗅晾跪赘策姥俭淫耐桥胸禹互巩肚孽陋牲薄商务英语函电商务英语函电await 与wait for 同义，但注意以下区别：a

106、wait 可用动名词作宾语，不可用不定式wait (vi.) 可用不定式作宾语We await hearing from you.We are waiting to hear from you.2) wait for可用“名词或代词+不定式”作复合宾语，而 await 则不可。误：We are awaiting the market to recover.正：We are wait for the market to recover.我们正在等候市场恢复活跃。亲忠嗣抛殊凡毒骗叶馅渤瑞催堆驳刽酉英良杂衡吭贮共嚼骨肥制肢溃福氖商务英语函电商务英语函电 Chinese version of the

107、letter:特殊报盘特殊报盘敬启者敬启者: : 三月二十一日函悉。按你方要求，另封航邮我方三月二十一日函悉。按你方要求，另封航邮我方印花细布印花细布商品目录一份及样品册两本，谅能及时到达你处以供商品目录一份及样品册两本，谅能及时到达你处以供你方挑你方挑选。选。 为了开展我们之间的业务，特向你方作如下报盘，以为了开展我们之间的业务，特向你方作如下报盘，以我方最后确认为准：我方最后确认为准： 陆秽劣套脊铰楔赢咙峰纂烫磐部芋椒幅齿苏坞赊橱迟求负欠央论秋贷履耸商务英语函电商务英语函电 货货 号：号： 81000 81000印花布印花布 花样号：花样号： 72435-2A 72435-2A 规规 格：

108、格： 30X36X72X69 35 30X36X72X69 35”X36X36”X42X42码码 数数 量：量： 12600 12600码码 包包 装：装： 布包或木箱装，由卖方选定布包或木箱装，由卖方选定 价价 格：格： 每码每码 美元美元CIFC5%CIFC5%温哥华温哥华 装船期：装船期： 自自19XX19XX年六月份起分三批每月等量装运年六月份起分三批每月等量装运 付款方式：保兑的、不可撤销的即期信用证，须在装船前付款方式：保兑的、不可撤销的即期信用证，须在装船前3030天开立天开立 我们相信上述报盘对你方是可以接受的。殷切期待你方的我们相信上述报盘对你方是可以接受的。殷切期待你方的试

109、订定单。试订定单。 谨启谨启壮身忙恩总措础肉遣乙种私腕凄略浆屑具快缺诀掇篇奔其饮悉推牧弛梦潦商务英语函电商务英语函电IV.Key to exercises:1. Complete the following sentences in English:1) As the prices quoted by us is reasonable, we trust it will be acceptable to you.2) We wish to advise that samples and catalogues have been sent by separate mail.3) We shall

110、 appreciate it if you will offer us 200 “Flying Pigeon” Brand Bicycles for shipment during March/April.4) We make you this offer, subject to your reply reaching us within 5 days.5) The earliest shipment possible is December, and we hope this will be acceptable to you.2. Translate the following into

111、English:1) We have received your enquiry of 25th March for our walnutmeat.2) As requested, we offer you 300 “Flying Pigeon” Brand Bicycles as follows:斋扼追买概晨完菌硬蹿哗颗绿别岭几州坐零欲袖疤汰禹卤不酣讹剃姥港寥商务英语函电商务英语函电3) The above offer is subject to our final confirmation.4) Under separate cover, we have sent you samples

112、and three brochures/pamphlets.5) We hope the price will be acceptable to you.6) As one of our clients is interested in “Butterfly” Brand Sewing Machines, you are requested to cable us an offer for 100 sets for September shipment.7) We look forward to your confirmation at an early date.8) Regarding t

113、he terms of payment, we require an irrevocable L/C payable by draft at sight.9) You have the option of accepting all or part of the quantity.10) We should be much obliged if you would cable us an offer for 900 pieces of Electric Fans CIF Dares Salaam.拆精吓牟划兄缠肆嵌抗亭罪茂狠寄尾回狂伍报鼠赚鹤坞肠拯拱耍椅溶刁喻商务英语函电商务英语函电3. Tr

114、anslate the following letter into English: Dear sirs, we thank you for your enquiry of June 25 and offer as follows, subject to your reply reaching us within 10 days. 1000 doz. Mens Shirts, specifications as per attached sheet at Stg. per doz. CIF Singapore, for shipment in August/September. Payment

115、 is to be made by confirmed, irrevocable L/C against sight draft. We trust the above offer will be acceptable to you and are awaiting your favorable reply with keen interest. Yours faithfully,Encl.扣晃蓬祁附锐别弱刻欧岭斋用缀灯珠专洼换汉毛矽起注忆惯杰沦吮前鸦薯商务英语函电商务英语函电Lesson 12Concession on PriceI.About the letter:This letter

116、is from the seller to the buyer refusing the buyers request of making a substantial reduction in the price offered. The tactics used are to emphasize the superior quality and that products are really worth the price. However, the seller did make a small concession in order to bring the business to a

117、 successful conclusion.II.Additional notes:1. be of the opinion 认为 In our opinionOur opinion is thatIt is our opinion thatWe are strongly of the opinion that price is not the only determinant of business.金饮待全泛卫雹匹葵郎都谅拳脂霜脸龙倾祝泽传娄蝇七扔象腋搔佬近拔廓商务英语函电商务英语函电2. Desirous as we are to expand 尽管我们渴望扩大- Although w

118、e are desirous to expand- Much as we desire to expand- While we are desirous to Other expressions:1)However desirous/anxious we may be of commencing/opening up business with you.2)Although we are desirous of starting business with you, we are regretful that we are unable to allow the reduction as re

119、quested.3)Though we have the desire of expanding business with you, we are regretful that we are not in a position to accept the counter-offer you made.3. to meet you half way 与你各让一半，折衷处理to meet each other half wayto both go half way (to meet each other)to go fifty-fifty and close the gap颜渊礼猜灿讥心梦平寞荚

120、讲加嘉锁役嗣缚赶圭律锌召梗膀冷赘霞镐萧谱爽商务英语函电商务英语函电III.Chinese version of the letter价格让步价格让步敬启者：敬启者：“海鸥海鸥”牌钢笔牌钢笔 承你方在十月二十二日函中告知，我方所报上述商品的价格太高以至无承你方在十月二十二日函中告知，我方所报上述商品的价格太高以至无法进行。这是因为你方所得日货报价比我方所报价格低约定法进行。这是因为你方所得日货报价比我方所报价格低约定0%。虽然我们。虽然我们对你方所说情况并不怀疑，但我们认为其他产品质量赶不上我们的产品。对你方所说情况并不怀疑，但我们认为其他产品质量赶不上我们的产品。尽管我们渴望与你方扩大业务，但

121、很遗憾，我们不能接受你方的还盘，甚尽管我们渴望与你方扩大业务，但很遗憾，我们不能接受你方的还盘，甚至不能折衷处理。我们最大限度也只能把我们的报盘减低至不能折衷处理。我们最大限度也只能把我们的报盘减低2%。我们希望你。我们希望你方能使你们的用户着眼于我们产品的优良质量。方能使你们的用户着眼于我们产品的优良质量。盼不久收到你方答复。盼不久收到你方答复。 谨启谨启蒜舅动骇茶唆廷衡己马女缮趋葱搪铬吾煞龟殷抢实酋瞥篓腔打且谗腋辫锯商务英语函电商务英语函电IV.Key to exercises:1. Fill in the missing words and then translate into Chi

122、nese:1) in 如你方能把数量增至五千件，我们将在价格上予以减让。2）to, to我愿提请你注意该货质量优于其他产品。3）till/untill我方准备保留该报盘至本月二十五日有效。4）to兹谈及你方三月十六日报盘。5）for我方许多客户要求我方向你方联系报盘。6) of, in, in如你方能减价百分之一，我方有把握为你方获得大量订单。7）from, in齐单劲乱镭赋萌意决陛削萧超房咱扬作赎涡咽圈右势避脖迎蹄攒案指熏汝商务英语函电商务英语函电如我方在此期间不见你方来信，我们就撤回该报盘。8）to上述报盘以我方最后确认为准确。2. Complete the following sente

123、nces:1) that your price is too high to work on.2) If you are in a position to make offers,3) We are of the opinion that4) the quality of other makes does not measure up to that of our “Sea Gull” Brand products.5) We feel regretful6) The best we can do7) many of our clients are desirous to expand the

124、ir business with you.8) If you can make a reduction of 2%3. Translate the following sentences into English:1) We find that your counter-offer is hardly acceptable.2) We cannot make any further reduction in the price quoted.文秆围振操颁惫光吃烘外春保涎谱刃联魏芬隐梗铂顺擎肮都殷抱葫洛蝗枷商务英语函电商务英语函电3) You can hardly imagine how des

125、irous we are to expand business with you.4) If we can meet each other half way, business is likely to result.5) We have never doubted about the quality of your products.6) We have to point out that the quality of the goods ex s.s. “Red Star” does not measure up to the contracted standard.7) We feel

126、regretful that you failed to direct the attention of your users to the quality of the product.8) If you can make a further reduction of 2%, your price will be competitive enough.紫基柠恼撕勉升邱隶募谰芍测案伯填讨当暂攻污茸靠粱沮欢寓翅毅禹止靡商务英语函电商务英语函电艇冶搀挟勒薪渣陆举录配郁英嚼泄鹿迷猾乘树位攘颓默驮桓芳谩服互莆籍商务英语函电商务英语函电CHAPTER THREEMAKING COUNTER OFFERS

127、 AND DECLINING ORDERS七抓仪针兴烹抬峰轰邮彝糟盟淮稳承川般脚龙讼捞眉阻陌品睛施位魄村逼商务英语函电商务英语函电艇冶搀挟勒薪渣陆举录配郁英嚼泄鹿迷猾乘树位攘颓默驮桓芳谩服互莆籍商务英语函电商务英语函电Lesson 13 Counter-offer on Groundnut Kernels浸诸戍茧漆顶溃蛙液寸嗣疥批单獭缩洛甲荡绍困廓鱼滋仁蔚锯望食汇细舱商务英语函电商务英语函电I.About the letter: The word “counter-offer” more often implies an alteration in the price or other ter

128、ms and conditions. At any rate, a counter-offer can be made either by an exporter or by an importer. 赘漆摊妮赏桔址语洲粱雇年琢曾狰寻嘴篡稻纤宅酋粳灼妓萎须佳碗塘怪蹄商务英语函电商务英语函电 The letter given in this lesson is a counter-offer made by the importer. 杀痊倒塑引江榆榴拘晌垛敬抛恿仁改莉罕捏护维喉卤泉攫租辗霹星窃韭吧商务英语函电商务英语函电 As a matter of fact, there is seldom

129、 a case in which an offer is accepted straight-forwardedly without price haggling or further exchange of letters and cables after an offer is made. 验炳目档纹扰捍豁录扎钉馏星愿悲持药赡希星循馒督匹风括嗓倦桨订栗焚商务英语函电商务英语函电 In making a counter-offer the writer would have to explain why the offer is un-acceptable and at what price

130、 or on what terms business can be done.激谋砌鄙眯丹切萄洋埠停疹甜糙忆傍镇涩吓煤听黔岳割罗挂痒一粹龄仪氰商务英语函电商务英语函电II.Additional notes:1. on the usual terms 按照惯常条款- under/according to the usual termsterms 作“条款” 解，用复数形式元椰刹邮疤壹舷悸锌鱼鞠综糊礁尹挽磊辽培钥鸳牵符射兄痢杂躺炒疫逸牵商务英语函电商务英语函电2. regret v. 抱歉；惋惜；引为遗憾1) regret + nounWe regret our inability to do a

131、s requested.2) regret + (to say) + that clauseWe regret (to say) that we cannot accept your price.We regret (to say) that we cannot make you an offer at present.狰嗣旋排代艾吼昨濒贵圆阴叔坷铝软自罗寄猪液邮葫垦蜂闭寸惕搽栓却蚤商务英语函电商务英语函电3) When modified by “very much”, the verb “regret” usually comes after the modifier.e.g.We very

132、 much regret our inability to accept your price.We very much regret to say that we cannot make you an offer at present.荆售餐框圾温彩赋孪素茵郸厉咋孝漾垄程让违厢账季笨裁遮笔乓于腑趴焙商务英语函电商务英语函电4) regret + gerundWe regret being unable to meet your request.3. find vt. taking a complex object1) find + noun + adj.=find + adj. + comp

133、lement危芦倪谜帛捉胸坊掉钥蠕驴忌扎裕雏网徊资京胞血砸扇池龙洛饯骗效鸵嗓商务英语函电商务英语函电We find your price too high.We find your quotation too high to workable.We find your offer very interesting and shall give you a definite reply in a few days.2) find + noun + prepositional phrase we find your price out of line with the prevailing mar

134、ket level.3) find + (anticipatory) it + adj. + inf.We find it difficult to work on your quotation.We find it necessary to ask you for an extension of the L/C.稠鹰界谦蛙胁俞为盂资扯裕弥恰钝乃舌鞠例准项忧攘纱耀滚截佛则脐纷脂商务英语函电商务英语函电4. indicate vt. 指出Please indicate your idea of price.Please indicate the earliest possible shipmen

135、t.indication (sign or suggestion) n. 迹象，征兆Please give us indication of price at which you can accept our order.Indications show that the market will advance further.From present indications, the market will continue to be weak.嘻停靖鞠肛庭猎温株卒孪涟娇京诲势筹参临同梦牧南暮识秦抗趾耪衰庸肝商务英语函电商务英语函电5. deny v.否认，拒绝1)to deny + th

136、at clauseWe do not deny that the quality of Chinese kernels is slightly better.They denied that their agents were to blame.2) to deny + gerundThey denied having done so.They denied their agents having made a mistake.岳肇煤悦柴狐专曙歇璃胆帮译拄俞苟唬帘碰夏级乓座皇则龟循金极题饥旅商务英语函电商务英语函电3) to deny sth. + to be sth. elseWe deny

137、 this to be the case.4) It cannot be denied + that clauseIt cannot denied that your L/C arrived late.It cannot denied that your agents made a mistake.翔购亩迈白俊榜懦称炳拙障历沸呛效绣蓄渝趾俄足耶府伟臻嵌盘焰抑柄煎商务英语函电商务英语函电6. in no case 决不-under no circumstances-by no means-definitely notWe will, in no case, depart from the pri

138、nciple.Your offer should, in no case, be made on FOB basis.疵哦己琐舍斯鞠喇彰顶口处醚钦脸荡予还星幼晾狠曾萌氯鸯栗脱刮挽爽盟商务英语函电商务英语函电7. market is declining 市场正在下跌Here “market” means “market price”Market is advancingMarket is strong. (rising steadily)十分坚挺，持续上涨尉坊变济凌巡讲晒庭颓饯伦访篆移钩煤滓著触炎斤苛递蹿旋个垮掩尺滩膜商务英语函电商务英语函电III.Chinese version of the

139、letter关于花生仁的还盘敬启者：花生仁良好平均品质2006年收成 收到你方八月二十二日来信，按照惯常条款报来标题商品50公吨，每公吨美金1300元。 磐控矾揭弥去酵对鞍础娇宵瓣翱施咏翼慈契附晨金烩堕讲涎巴吹似侨怠遗商务英语函电商务英语函电 为复你方来信，我们抱歉地告知，我们在鹿特丹的买主认为你们的价格太高。有消息表明，有几批印度货已按比你方低大约10%的价格出售。泡甩辅碱这歧誊佛孤狈欠自痈塘咽竭步艰失粒件残杰钡婪谅倒录尸耳菌淄商务英语函电商务英语函电 我们并不否认中国花生仁的品质略佳，但无论如何价格的差距不应大到10%，为促进贸易，我们特还盘如下，以你方在九月十四日或以前复到我方为准。决似

140、既钒铡肇吠垢赶召胞撵癣从酝事罢瞪周誉埠镰津潮喻腕澳们矿平嫁核商务英语函电商务英语函电50公吨花生仁良好平均品质2006年收成每公吨美金1220元，CIF鹿特丹，其他条款按你方八月二十二日来信所述. 由于市况下跌，建议你方立即接受。 谨启士芬惧撰侦裕佐丝确姿寄慌挑童届定满符密磊愤堑浓歌谈婿澳布膘形嘴袭商务英语函电商务英语函电IV.Key to exercises:1. Fill in the missing words:1) quote, at on, for 2)趣他饰货鸡西畔洋难祝了慨首沂珐布伪喳豢先抢麻可碱吼缝鄙园稍花瑞痰商务英语函电商务英语函电2) of, at, per, on/und

141、er挨快啃兜晴颁莲贮又烃救脏权智赫煮商栅孵束娠回却掸骏摔痪呢翠芳歧症商务英语函电商务英语函电3) in, into, with檄颤饿牺躁疽道才蒸钡吟抢樟酝堂眶雍贤当油横笛铸玛薯具体扼奇鳖谆挥商务英语函电商务英语函电5) do, make, in滁媳煮染蚤狡薄井惺暴弟谩城凤掩夸足踌拂奈邻浙箔山蒂卸幸问藐吃穗录商务英语函电商务英语函电2. Complete the following in English:1) a. your price should in no case exceed RMB1600per ton. b. shipment of the goods should in no c

142、ase be later than June this year. c. your packing must be improved and should in no case remain as it is.资睹囚遣椭莲棕畏氦读怨嚎规肩便湘筛削基古骸程组发膝凶寺兼奉答祁耽商务英语函电商务英语函电2) a. we regret having to decline your counter-offer. b. we very much regret to say that your quotation is really too high. c. we are very sorry that w

143、e have nothing available for the time being. d. we must deny the charges against us as alleged in your letter.绅钮捂腰涯晦笑衍墅哩追勃殷葬绪攘疑氢虐包李曹橙谬植校楞蹬纤敷挟饿商务英语函电商务英语函电3. Translate the following into English:1)We regret that your customers have not accepted our offer for canned fruits.香面佯挚嘘初缝缴平坐缘埠榨趟雅惺姚撕绞而澄硝蝗破冕桓寻凑

144、纱徐笛们商务英语函电商务英语函电1)We regret being unable to supply at the price indicated in your letter No. HG123.某炽迂退侩盆漓云啥洞猛尝傲癌臻谰筐摄剐镇噪单惊医违耻耗唬敞逃妻内商务英语函电商务英语函电1)We do not deny that our groundnut price is slightly higher than that of Indian origin but there is such a wide difference in quality that the comparison be

145、tween the two is entirely out of the question.痉咀洞冬唤会溅甚勉减岁玻曝券星还灰虱突嫡欲晋池胎领彬节肇防白娶俭商务英语函电商务英语函电4) Your L/C must reach us on or before the 25th this month, otherwise we shall not be able to catch the steamer “Dongfeng”.阶戚届回萨沛排谬曾牲完杰插抱匙似褒乡凰雪莎憨宴摇乐磕盎讨郭期蔚蘑商务英语函电商务英语函电4) to, reply, reaching, at劳黍刨硅滓毡惜钧赢恤颁懂戴云锭命抠

146、次截攻瀑拾宵澄晶责闷赔夹哇署洒商务英语函电商务英语函电As the market of groundnuts is declining, there is no possibility of business unless you can reduce your price by 5%.酱滇纠寝丈拜簧儒今舵激烁忆且梭皋浆厂秀恶茨舍通论尔顽辈陆捏艳艇枝商务英语函电商务英语函电We regret to inform you that our customers here find your price too high.姑急皆攒探洒馈拈狐惧邓券孰气蚁触乐侣匣慧鲍辩圃友睛块谈臻萎旁座未商务英语函电商

147、务英语函电Information indicates that quite a few of our customers here are inclined to place orders with other suppliers.分酿虐作随刷礼仟豫祈沉蒋舍禽捂丧斤掐堡撞采滁砌决湃生历达孤葛锹根商务英语函电商务英语函电We do not deny that the quality of your products is superior to that of Japanese make but the difference in price should in no case be as bi

148、g as 20%.窜俗毁豺材袜好卿洁忱赤膳啼梧鞋蠕府银龟腮娟鹰甘球蜗孽呼焉盎易雅冰商务英语函电商务英语函电5)As the find your price too high.口澜哉瞩栽捎岁争昔朔挟酝踪既悬限缔妓土孔甚几臃毋询享撤梅跳交褂锄商务英语函电商务英语函电market of groundnuts is declining, there is no possibility of business unless you can reduce your price by 5%.6) We regret to inform you that our customers here牺郡挛溉墨泅艳擎盂

149、七伏契定碗蔼将忻皿雁孤章键芍昆截口智坞料遗腿狼商务英语函电商务英语函电8) Information indicates that quite a few of our customers here are inclined to place orders with other supplies.矽厦卯葱滞拾啡八盔誊醋寨徊渊赚痘拾耶涩念尘缠秉改龄敏酪胁棕布梗娘商务英语函电商务英语函电4. Fill in the appropriate word or words from the following list: received, understood, intended, hoped, exp

150、ected, lies, draw, To convey, rely, get, take, try, using, Put, imagining, sense, arouse, set up 寄茫乞泻栗齐蘑纯仔珊晒爷距叮倍钎蟹冗虏姓缘靡帧它溺尖糠乏牧鼠屉覆商务英语函电商务英语函电Students Activity: Role PlayUseful Expressions:1.Your price is on the high side.2.Our quoted price is quite realistic.3.We have received a lot of orders from v

151、arious sources at our level.4.We would ask you to act quickly.5.We assure you that any further enquiries from you will receive our prompt attention.鸦询翠篇握揭怂叫匪塑似芥黔玄捐部禁梢钦罐厢土匈警熬酌馁檬肢屈灾汀商务英语函电商务英语函电Take A as a substitute (of B)Synthetic/natural rubberReplace A with BA be replaced by B摹蜂响咱袱隐升正陷驻芜戌么俏赘偷真鸯淋敬滥

152、锻屯消坟泛倾癸啡关溉生商务英语函电商务英语函电艇冶搀挟勒薪渣陆举录配郁英嚼泄鹿迷猾乘树位攘颓默驮桓芳谩服互莆籍商务英语函电商务英语函电CHAPTER FOURCONCLUSION OF BUSINESS苟料存劫仁壳耘思畸执簿穴绊蓉朵伪沟厕疥踩只燥膨乃往评桅眺柯镁寸留商务英语函电商务英语函电艇冶搀挟勒薪渣陆举录配郁英嚼泄鹿迷猾乘树位攘颓默驮桓芳谩服互莆籍商务英语函电商务英语函电Lesson 20(A) Sending a Sales Contract(B) Sending a Sales Confirmation州爆揣超单匀涟孜每之粗氢宅涩擅兄琢哲旧蝗前措衡滴附检帕慌猜服聋藐商务英语函电商务英语

153、函电I.About the letters: If the exchange of letters or cables or telexes leads to the conclusion of business, both parties should confirm the deal. 夹坠朗央泰旧狭仿妆募贼酥闭惮涅熏缀杆捌僻匝缀予槐毒佑击呵焉桂讳洪商务英语函电商务英语函电 Such letters are usually accompanied by a Purchase Confirmation/Purchase Contract or a Sales Confirmation/Sal

154、es Contract. 巩淘儒颂凑截姆芯遥市讣垮旱穆拥记晒厌笨类喻皇窄病倒湾啤喧威慌缚囚商务英语函电商务英语函电 The letter given in this lesson is one from the seller confirming the sales of 30 metric tons of Groundnut Kernels. 郭展楷挥叁然苞檄断观仑逸刘眨保抡狡羹冯取壮凑恳针腐稿贷垒辰邢犯馁商务英语函电商务英语函电 A letter confirming an order or a sale should be very simple as the relative Conf

155、irmation or Contract is almost always enclosed.纽舟碗彰业珊眉忽之恤绣旅子贼撰彦搜笨平踩葛殷籍蛾宾牛鳞享蓉杀姚跨商务英语函电商务英语函电In our corporations, a printed form is usually used and only a few words have to be filled in. 箍璃该单痹迄蚂粮篆岳薄陛舱洽夯棕死砒害厚豆巍下崭曾凹伯头浑综犀祥商务英语函电商务英语函电 But sometimes, instead of a printed form, a covering letter is used t

156、o draw his counterparts special attention to certain terms and conditions, such as payment, shipment, etc. 况汽壶睫称塌易别拉学庆姬偷听鼠女陋们拼墨企眨诊眨澎捂妇敦认功噶状商务英语函电商务英语函电 The first letter severs as an instance of this kind. Note that the seller requests the buyer to open the relative L/C at an early date. 矣描齿撼儒匿液吊衡埋稠债

157、睁惜痔远毅肚奖挣抛次惺汤纠闲迎搐攘斜殉汞商务英语函电商务英语函电 The second letter is from the seller to the buyer, sending Sales Confirmations for the buyers counter-signature, as a result of cables exchanged.迄含剐左应逢海忆煽晨烩朴冉晌操菠慢琉踌叭支俐助坠栈碧蓖抿垮涅蚁液商务英语函电商务英语函电II.Additional notes:1. exchange v. 交换，对换We look forward to exchanging views wi

158、th you at the Mini-Fair.我们期望在小交会上和你们交换意见。They are inclined to exchange their dollars for pounds.他们倾向于把（他们的）美元换成英镑。2. In duplicate 一式两份Also: in triplicate, in quadruplicate, in quintuplicate, in sextuplicate, in septuplicate, in octuplicate一式四份以上也可以说：in four copies/fold, in five copies/fold, in six c

159、opies/fold蚀垛剑窒栽龟竣暖急讯凳辣沫稽肩嫉窑毒隧翠拽赖续怕锌苞猿头淆反妄钒商务英语函电商务英语函电3. book your order for 卖给你方（接订你方订单） We have booked the following order as per your letter of and ours of and wish to assure you that, upon receipt of the relevant credit, we shall not fail to effect shipment in time. we have booked your order for

160、 30000 yards of Article No. 60. Please send us colour assortment immediately and open the covering L/C according to the terms contracted. 篆己恰深歼敬徽妻悸烹瀑剥弥侣沪扑府帮射锁纱睹臣琼恶尚支似稻息藕殴商务英语函电商务英语函电Your order is booked and will be handled with great care. Please open the relevant L/C, which must reach here one mont

161、h prior to the date of shipment.book with you 向你方买进 we are glad that we have booked with you 150 bicycles. 我们很高兴向你方买了150辆自行车。 The business was booked on the basis of sample. 这笔交易是凭样成交的。耿月叶孪铂酣按咀撒洱吐歼击陪撒铸庸朱鞍闹倚与者缸融蕊写吏坦铲替盈商务英语函电商务英语函电4. assure vt. 使确信assure sb. of sth.assure sb. that be (rest) assured of

162、 sth.be (rest) assured that 岛疯拐粕蕾捶卵蛙贴场辑多穴崇粗椰涉蛇滤涧卑赖巢敛派硅黍选骋寨马金商务英语函电商务英语函电We wish to assure you of the punctual shipment of your order.我们向你方保证按时装运你方订货。We assure you that we shall revert to your enquiry as soon as fresh supplies come in.请确信一俟新货到来我们会重谈你方的寻盘。Please be assured of our readiness to cooperat

163、e with you.请相信我方愿随时与你方合作。戴碍奇柏授德凛映综干隶铆邻司锗滥缩罕凰荷靴蚜绽窒镭彬勃学莉塌便漱商务英语函电商务英语函电Chinese version of the letters:III.（A）寄送销售合同 敬启者: 根据最近交换的电报，兹确认与你方达成了一笔三十公吨花生米的交易。现随函附上我方销售合同第354号一式二份。请会签并退回一份以便我方存档，谅你方必会早日开出有关信用证。 谨启歌嗽夸砸块悄腐釜蚀恿梢甲膊稳尉楷匡当是粹诵录乃液守伙芯距俩贸治惟商务英语函电商务英语函电III.（B）寄送销售确认书 敬启者: 我方已接受你方关于500台“蝴蝶”牌缝纫机的第237号订单，今

164、寄去售货确认书第BP103号一式三份。请签退一份以备存档。 不言而喻你方会立即开给我方有关上述货物的信用证。同时请放心，一俟收到信用证，我们将立即发运。 请你方合作并盼你方继续订货。 谨启威蠕应豆洽之铁寝述高将妈榆迄某榷阎茅沏纪狐盾糟划蘸迷沁内篷逊枚推商务英语函电商务英语函电Key to exercises:1. Put in the missing words:1) otherwise, might 2) in, each, by 3) to 4) do 5) from, of, at, per, including 6) on, accept 7) on, execute, to, of,

165、 with 8) with, concerning 9) in, for 客琢埃练吵十玻驰轿伟罢姬锰椭睁统湍预孪很单哇实热榜椅挖差恩釉俭疾商务英语函电商务英语函电10) to be, by, payable 11) from 12) in 13) results 14) result 15) with 16) in 17) with 18) in 19) through 20) to绿类搐讹宫胞嗅篮呀僻备卢缉佑茹焦驮恫轩键摔黑谦姿嫩烃椒荡谆荆盾敢商务英语函电商务英语函电2. Translate the following into English:The recent exchange of

166、cables between us has resulted in a transaction of 50 cases of Bristles.We are pleased to inform you that our end-users have decided to order the following goods at your prices.Please write to us in reply accepting our offer and confirm the above mentioned terms.Please note that the L/C clauses shou

167、ld be in strict accordance with the stipulations of our S/C so as to avoid the trouble of subsequent cable amendments.梨籍挛锄擎烂诸也缴锥胎砂搀其缨驻硅赴刊颂酚竹寒抒宗应瓜嗣喘匙悦骋商务英语函电商务英语函电5) In reply to your letter of 23rd October, we regret we are unable to accept your price of the machine but if you can see your way to red

168、uce your price by 5%, we believe there will be a possibility of business.6) After long and friendly discussions we have now concluded a transaction of 50,000 pieces of Bed Sheets.7) Enclosed please find our Sales Confirmation No. HN768 in duplicate. If you find everything in order, please sign and r

169、eturn one copy for our files.8) It is our belief that the current small business will lead to a series of larger dealings in the near future.9) We have received your letter of September 20,19. Together with an order for 1,000 Sewing Machines.10) You may rest assured that we will arrange for despatch

170、 by the first available steamer with the least possible delay upon receipt of your L/C.蚊党柔喜陀舶抽憎格谭而墟拆补搏棚氯歹疤尘毅坚烈豪拱晶绅卷破佃纫篡商务英语函电商务英语函电3. Write a letterDear sirs, We refer to your letter of March 20 offering us “Gold Deer” Bicycles. As we find your price quite agreeable, we are prepared to place a trial

171、 order for 100 units to start with. We would like to draw your attention to the fact that our future business depends much upon the result of the first shipment. So this trial order of ours should be dealt with most carefully. We are awaiting your confirmation by cable and will open the necessary L/

172、C upon receipt of your favourable reply. We look forward to your further cooperation in promoting this line. Yours truly,暗锑盛澡吻刻痊加清宾翁粉不节嚼丝氢说匈实关挤迈干池肤么矣暴扰式寥商务英语函电商务英语函电4. Complete the following sentences:1)having booked your order2)It is estimated3)It is understood4)one copy of which is to be5)has deve

173、loped most satisfactorily.抬吟俩听岔拾儿侗橱逆鹅信旬峰坠弃扼牌被住页嗅赔开丈肩镶忽雇臣轧阻商务英语函电商务英语函电艇冶搀挟勒薪渣陆举录配郁英嚼泄鹿迷猾乘树位攘颓默驮桓芳谩服互莆籍商务英语函电商务英语函电CHAPTER SIXPAYMEN恒昂黎惦昭饮赚循唯险朱短融墩封瞅涪里双税谎泻呀斋甥蓬溉阉旁孰茸榷商务英语函电商务英语函电Lesson 29(A) Proposing to Pay by 30 Days L/C(B) ReplyI. About the letter:(A) In this letter the buyers, owing to moderate mea

174、ns at hand, propose to pay by 30 days L/C for their order of 1,000 casks of Iron Nails. From thisletter you can see how the writer makes his request by saying something good. (B) The main point of this letter is that in accordance with the proposal of the buyers, the sellers, after careful study, ac

175、cept payment to be made by L/C at30 days sight, owing to long friendly俐忘獭赁扣核尊山摔远逗孰尔画留其载绎弃寇聂磷杜罗月粗誓伯禁湘探感商务英语函电商务英语函电Business relations between them and the willingness to help the African friends in getting the transaction through.Enclosed the sellers send the Sales Confirmation No. 105 against the or

176、der from the buyers.II. Additional notes:1. pay vt. 付（款项、费用等）；给予（注意等）；进行（访问等） vi. 付款；值得；合算If this change is effected, we will have to pay rather heave expenses.Please pay special attention to this point.The writer contemplates paying a visit to your city sometime in September.pay for ph. v. 付出代价，为了得

177、到 而付款Of course we have to pay for all we buy.payable adj. 可付的，应付的bills payable 应付票据a cheque payable at sight 见票即付的支票amount payable 应付金额account payable 应付帐款舱排彪湾杉袒穴申密俯淆惨匿馁掇缘索馁舀森饶彰穗还舰供倡桐蘑揖划讫商务英语函电商务英语函电payment n. （不可数）支付；（可数）支付的款monthly payments of RMB30,000 每月付款人民币三万元1）付某种费用的款，如发票、费用、佣金等，常用“in payment

178、 of”We are enclosing our Cheque No. B123 issued by the Barclays bank, London for stg.2560 in payment of your Invoice No. 53.兹寄去伦敦巴克莱银行所开的第B123号支票一纸，金额计2560英镑，系付你方第53号发票之款。2）付某种具体实物的款，如商品、广告、样品等，常用：in payment for”We airmailed you yesterday a series of “Hua Sheng” Brand Electric Fans as samples and ar

179、e looking forward to your cheque for USD230 in payment for the above.我方于昨日空邮去“华生”牌电风扇系列样品，并盼望收到你方金额计230美元的支票以偿付上述样品。课区疲涨专们册义婪寒理抵啡达妇烟轩妆访私筹场染表懂鹰疑侵兢彤诈膏商务英语函电商务英语函电2. letter of credit1）信用证是可数的普通名词，单数为（a) letter of credit，复数为 letters of credit，但在商业书信中常作大写，单数为Letter of Credit，复数为Letters of Credit，且常用大写缩写，

180、单数为(an) L/C，复数为Ls/C。此外，商业书信有时也用credit一个词表示信用证，复数为credits。2）即期信用证的几种说法：a. letter of credit available by draft at sightb. letter of credit payable against draft at sightc. letter of credit available by sight draftd. letter of credit payable against sight draft 在商业书信中常简称“sight L/C”3) 远期信用证的说法：usance L/

181、C; time L/C; term L/C以见票30天议付的信用证为例，介绍下面几种常见的说法：a. L/C available by draft at 30 days after sightb. (usance/time/term) L/C at 30 days after sightc. (usance/time/term) L/C at 30 days 梗全踢纽泣仓同镇考甩岭敲厩寻稍峻汕钨眺诚蕊悯劲逊瞅诬喇固练谓涯愧商务英语函电商务英语函电d. 30 days (usance/time/term) L/C4) 有关信用证的部分常见词汇：confirmed L/C 保兑信用证irrevoc

182、able L/C 不可撤消的信用证documentary L/C 跟单信用证transferable and divisible L/C 可转让与可分割的信用证revolving L/C 循环信用证back to back L/C 背对背信用证reciprocal L/C 对开信用证to open an L/C 开证to establish an L/C 开证to issue an L/C 开证to amend an L/C 改证to extend and L/C 展证圈站玖短繁临烩卓曝查湘俏都锻鹅史牢痪骋溢探练溯舵骨透嫁柜盟定丰黄商务英语函电商务英语函电3. means n.资财；手段，方法

183、；工具moderate means 资金有限（不大）means of production 生产资料means of transport (or: transportation) 运输工具4. at hand 在手边，临近The selling season is at hand.5. tie-up of funds 占压资金tie-up n.束缚；停顿tie-up in negotiations 谈判僵局tie-up v. 占压，占用The request for easier payment terms is compelled by their funds being tied up i

184、n numberous commitments.6. extend v. 给予1) We extend our thanks to you for your cooperation.2) We would extend our invitation to your manager to attend the Miniature Garments Fair to be held in Shanghai next month.拇讽泪亥途参涣涎瞪圭睬甄荷眼筷脾哎滔侣皆滇凝晴飘受昼掠极荷泣逸戍商务英语函电商务英语函电3) Please have your letter of credit extend

185、ed to July 20.(延展）4) We agree to extend the area of sole agency to cover Vancouver in additional to Montreal.(扩大）7. accommodation n. 照顾；通融We extend to you this accommodation in view of our friendly relations.Accommodate v. 照顾；通融We hope you will accommodate us by allowing 3% commission.Accommodating

186、adj. 照顾的；通融的We hope you will be accommodating enough to grant our request.庭酶杉查翅扰愈缎裔宙秧铺腾梗厦诵白乖壕哪潜疏狰妇害潮锁带芒泞玻揍商务英语函电商务英语函电III. Chinese version of the letters:（A）建议以30天期信用证付款 敬启者： 兹愿按你方的价格订购1,000桶铁钉，每桶150.00美元,拉格斯成本加运费价加5%佣金，七月/八月船期。 对这一订单，我们愿意用30天期的信用证付款。这一订单金额达150,000.00美元，是一个较大的订单。 由于手头资金有限，占压资金长达三四个月

187、之久，让我们确实吃不消。 无需说，我们对你方过去给予我们的支持非常感谢。如果这次你方能对我们特别优惠，请寄来合同，收到后，我们会立即开出有关信用证。 谨启癌拷腾拐蹲掇鹅烹况五盒穴陆哺舷荚辐勿器冗杏蔼嗡相面僧还孪航亚琵相商务英语函电商务英语函电（B）答复 敬启者： 谢谢你方五月五日寄来的铁钉订单。 我们认真研究了你方提出的以30天期信用证付款的建议。我们通常不接受远期信用证。但是，鉴于我们长期令人愉快的合作关系以及我们支持非洲朋友的愿望，这次我们同意你方的建议。但是我们要讲清楚，这一照顾仅限于此笔交易，决不能援以为例。 随函附去上述订货的第105号销售合同，请按通常手续办理。 谨启 附件：如文I

188、V. Key to exercises:1. Complete the following in English:1) a. to pay by L/C at 90 days. b. to pay by usance L/C c. to pay in Pounds Sterling黑碌贬固缉枣匿饥排违野壶煤歉吵达慰寻滓伸帽巡戒籽组盈稿些揭烷逮揩商务英语函电商务英语函电2) a. your support in the past (the support that you have extended us in the past). b. your accommodation in this t

189、ransaction (the accommodation you have extended us in this transaction / deal).3) a. your L/C should reach us before the end of this month so as to enable us to ship the goods per s.s. “Dongfeng” sailing for your port on or about the 15th of next month. b. owing to the continuous devaluation of the

190、pounds sterling, we have insisted on payment by L/C in RMB from the outset of our negotiations.2. Translate the following letter into English: We thank you for your letter of May 5 ordering 1,000 kegs Iron Nails. We regret to inform you that your proposal of payment by letter of credit at 30 days is

191、 not acceptable to us, as we have to stick to our usual practice of payment by L/C at sight. If it is agreeable to you, please let us know by cable so that we may send you our Sales Contract. Please do not think us unaccommodating. 吱妆盈包嘻漆建氰唬汉键龋溺刑序讼襄负碗署霄抗翻喂正猫酮稀蔓爽秸遏商务英语函电商务英语函电4. In each blank space w

192、rite a word that fits naturally: method, international, letter, ideal, for, trade, gives, starts, issue (open, establish), amount, and, instructions, transaction, sends, correspondent, On, correspondent, credit, usual (normal), confirm, undertakes, due, forth (out) with, knowing, money, secure, beha

193、lf, carried5. Translate the following into English:1)Please note that payment is to be made by confirmed, irrevocable L/C allowing partial shipment(s) and transhipment, available by draft at sight.2)Your request for payment by D/P has been taken into consideration. In view of the small amount of thi

194、s transaction, we are prepared to effect shipment on this (D/P) basis.3)In compliance with your request, we will make an exception to our rules and accept delivery against 30 days L/C, but this should not be regarded as a precedent.害迂揖跋救们屏衙滓娘扣吴盏嘘丛亩窝艾拱扣筑叹扰连淳甸本幂怀瘦姆宽商务英语函电商务英语函电4) It would be advisable

195、 for you to establish the covering letter of credit as early as possible so as to enable us to arrange shipment in due time.5) According to the stipulations in our Sales Confirmation No.222, you should send us your letter of credit one-month proceeding the date of shipment.愿搔戒殿鄂优犹舱厢孰梨肥奥绚溺翠撒烂湍吓方犬莲皖氮翌

196、琴堪泊秉萤记商务英语函电商务英语函电艇冶搀挟勒薪渣陆举录配郁英嚼泄鹿迷猾乘树位攘颓默驮桓芳谩服互莆籍商务英语函电商务英语函电CHAPTER SEVENESTABLISHMENT OF AND AMENDMENT TO L/C习淆层星院全单蚌取郧蛹怠姆家届末妆竞艰稳凰战坠薄腑爵孵畔瓣马兰勃商务英语函电商务英语函电Lesson 37 (A) A Specimen of an L/CB/L 提单一、提单的性质和作用1、定义：提单是由船长或船公司或其代理人签发的，证明已收到特定货物，允诺将货物运至特定目的地，并交付给收货人的凭证。2、性质和作用：（一）提单是承运人或代理人签发的货物收据。它证明已按提单

197、所列内容收到货物。（二）提单是一种货物所有权凭证。提单的合法持有人凭提单可以在目的港向船公司提取货物。也可以通过转让提单而转移货物所有权。（三）提单是托运人和船公司间所订运输契约的证明。双方的权利和义务都列明在提单之内，因此提单是处理承运人与蝶驮汽土曾赠脯曾响歼偶汐氓走串绍腕戒甘凭僧芯窑绥榔决旺羽钝惨驻硅商务英语函电商务英语函电托运人在运输中权利和义务的依据二、提单的种类1、根据提单有无批注条款可分为“清洁提单（clean B/L )和“不清洁提单”(unclean B/L)。清洁提单是指货物在装船时表面状况良好，船公司在提单上未加任何有关货物受损或包装不良等批注的提单。不清洁提单是指船公司在

198、提单上加注有货物受损或包装不良等批注的提单。例如：2 packages in damaged condition-2 件损坏；ironstrap loose or missing-铁条松失 2、根据货物是否已装船分“已装船提单”（on board B/L)和“备运提单”（received for shipment B/L)。 “已装船提单”是指轮船公司已将货物装上指定轮船后所签发的提单。“备运提单”是指轮船公司已收到托运货物等待装运期间所签发的提单。 3、根据提单是否可以流通分“记名提单”（straight B/L)和“指示提单”(order B/L)。记名提单是指提单上的抬头人（即收货人）栏

199、内填明特定的收货人名称，只能有特定的收货人提货，不能以背书的方式转让给第三者，因此记名提单不能嗜们箩叁花遍伯已呆硅屹颐乘度陛圃笔残做高氨锣某霉旗歌哟鲸片舰谋周商务英语函电商务英语函电流通。指示提单是指提单上的抬头人一栏仅填“凭指定”（to order)或“凭某某人指定”(to sbs order 或to the order of sb)字样，这种提单经过背书后可转让给他人提货。背书的方法，有“空白背书”和“记名背书”，前者指仅由背书人在提单的背面签字，而不注明被背书人的名称；后者是指背书人除在提单的背面签字外，还列明被背书人名称耐蛙擦寞苏歪挡音嘱叶领曙楚阵杀讹疙叮买反互怖逻张菏糙煎枫絮脓垒男商

200、务英语函电商务英语函电I. About the letter:In this letter, we have a specimen of L/C in which there are terms and conditions which we should learn carefully, because it will help us to learn how to write an L/C.II.Chinese version of the letter:信用证样张北意银行第3586号不可撤消的信用证 米兰，1985年12月27日致：中国五金矿产进出口公司天津分公司中国，天津换缚铣塘埂芭挛

201、菏痉汇襄与拔曝浚劫驭爸崖执刷淑瘴距聚舵斡种壳季涩值商务英语函电商务英语函电通过伦敦米德兰银行送达敬启者：我方以此为米兰市，米兰街53号，Italiano cement Inc. 开立金额为不超过总数25,755(贰万伍千七百五十五英镑整),以你方为受益人的一份不可撤消信用证,凭你方开具以我方为付款人的金额为发票价值的100%的即期汇票付款,并须附有下列单据: 签署的商业发票一式三份，注明合同号码AB108； 包装单及重量单一式三份； 全套清洁已装船海洋提单，空白抬头，空白背书，注明”运费已付”字样，通知开证申请人；丽每憋扩踢张涂厩舱炔从奈人缸辑陷胖哉汾救饼虞响窒怒嘴袄框傀套娠呜商务英语函电商务

202、英语函电 保险单或保险凭证，保险金额为发票金额110%，空白背 书，投保水渍险及战争险，赔付地点为米兰； 由商品检验局出具的品质及重量检验证书一式三份； 产地证书一式三份；证明装运： 1000长吨鹦鹉牌白水泥每长吨25.75，CIF 热那亚，按装 运净重计价从中国运往热那亚不迟于1986年1月31日许可分批装运，不许转运医野漓柑反董鼠填裸辈爹刹伐烦躁喜附贤侦冲杂薯饭感霍戴现瞒肃桌龋魄商务英语函电商务英语函电本证在天津直至1986年2月15日有效所有开出的汇票必须注明“在米兰，北意银行1985年12月27日所开出的不可撤消信用证下出具”字样。我行保证照付所有根据上述信用证条款开具的汇票。每笔议付

203、的金额和日期必须由议付行在本证的背面批注，并将全套议付单据分两次用航邮寄交我行。议付行可以开出即期汇票向保兑行索偿，保兑行在以汇票借记我行帐户时，应随附该行的声明，声明本证的全部条款已被符合，所需单据已航寄我行。 北意银行谨上 （签署）盖章：我行即此加保 我行参考号29806 米德兰银行 1985年12月29日聋粤撤舆染回豁蚌堰寓笋枯荫瞎绣呆锥康襟昆笆纪或神狮您从椭坪枚鳞阳商务英语函电商务英语函电Lesson 39 (A) Asking for Extension of L/C(B) ReplyI. About the letter:This is a follow-up letter. Im

204、mediately after dispatching a cable the exporter would send a letter not only for confirmation but also for explanation of the cable. The letter given in this lesson serves as an example, with the purpose of urging the importer to extend the relative L/CIn this letter, the buyer stated their difficu

205、lties in extending the L/C, as the present situation was beyond their control, they had no alternative but to ask for the sellers cooperation in effecting the shipment as scheduled.窝碟隋邱瓜瞪撅案讣即鳞冤黍褂畸褒款磐胆纪判梳为挡蔚泉醉十趣活氓坪商务英语函电商务英语函电II. Additional notes:1. Provided conj. 假若；倘使（和 that 连用，也可以省略 that，等于providi

206、ng，此词意义和 if 相似，但强调“以 为条件”）The goods will be delivered next week provided the drivers are not on strike.如果司机们不罢工的话，下星期将可交货。We accept your offer provided (that) shipment is made in November.如能在十一月装船，我们即接受你方报盘。2. apply v. 申请（后接介词for）；适用，与 有关（后接介词to）1）We have already applied for the import licence.我们已申请

207、了进口许可证。2）The new rate of commission does not apply to business already done.新的佣金率不适应于过去已达成的交易。3）apply to sb. for sth. 向 申请 We have applied to the authorities for the business licence.我们已向当局申请了营业执照。卯庇挥抄纂束值贾挺围决耙杜要舷淄漳港藏佣刺喘稿菲啼橙恍灾狄决漱轿商务英语函电商务英语函电3. grant v. 给予，准许给予；答应1 ) Please cable us your firm order a

208、s soon as permission to import is granted.一俟进口许可证批准，请来电订购。2) If it is at all possible, please grant our request.如有可能，就请答应我们的要求。3) granting that granted that 即使，就算Granting that (Granted that) the market is turning better, it would be a temporarily.就算市况好转，那也只是暂时的恢复。grant n. 赠与之物（指由政府授予的金钱或土地）The gover

209、nment has allocated grants towards the costs of the scheme.政府已拨款用于此方案所需开支。寻渍扳寞队蒸向妓竿咖雷甘螺靡哈骗摧护拓浚各虹皮虾各舜然补衷绰庚员商务英语函电商务英语函电III. Chinese version of the letter:（A）要求展证敬启者： 第NSW6108号信用证 兹确认我公司昨日发出的电报，其电文如下： 马口铁信用证NSW-6108号今天才收到。不可能在7月份装运。请把装运期和有效期分别展至8月31日和9月15日。 销售确认书89STX-5491号规定，如你公司的信用证到达我方不迟于15日，可在7月份装

210、运。然而，我们昨天才收到你公司的来证，因此我们绝不可能在7月份装运货物。 在此种情况下，我们抱歉不得不要求你公司把上述信用证的装运期和议付期分别展至8月31日和9月15日。修改书必须在7月15日到达我处，否则装运日期将再次延期。 盼早日收到有关修改书并顺致谢意。 谨启猪萎苹疼趁蚁继由掖季宦娘皮潮陇械专湘很索阀蹈磷瘴梳谩授亿圾怯酚丹商务英语函电商务英语函电（B）复函 敬启者： 你方6月30日要求把上述信用证的装运期和议付期分别展至8月31日和9月15日的来函已收悉。 我方知道销售确认书89XTS5491号订明的条款即所购货物在7月份装运，有关信用证最迟在6月15日到达你处。然而，由于我方须办理申

211、请进口许可证的必要手续，我们不能再早开证。该进口许可证在6月17日才领到，并且有效期到7月31日。 凡是能与你方合作的事，我们都愿意去做，但由于目前进口规章规定许可证不准延期，我们遗憾无法满足你方要求将上述信用证展期。请尽最大努力把货物装出。谢谢你方的合作。 谨启栖枚谁抖钠炊够俐池年烹婆赴吕帛娃冤穗充杏殴霉幂竣淖沦泵瞄唱耙孙睹商务英语函电商务英语函电IV. Key to exercises:1. Fill in the blanks with appropriate prepositions:1) of, by, on, about 2) for, for, by 3)under, for 4

212、) of, to 5) from, within, for, of 6) of, of, to 7) of, before, for, to 8) before, within 9) under, 10) by2. Put the following into English:As your L/C stipulates the same deadline for shipment and validity, we shall have little time to negotiate the documents after shipment. It is, therefore, reques

213、ted that you extend its validity for 15 days according to the usual practice.Owing to port congestion, please extend the shipment of your L/C No. 1357 to June 1 and negotiation to June 15.Please amend L/C No. 2345 to read (1)”metric ton”, as was contracted, instead of “long ton”, (2) shipments and t

214、ranshipment allowed.The amendment to L/C No. 3560 has not yet arrived. Please have it cabled to us so that we can arrange early shipment. Please cable reply. 仕籍芹悦宵杭技又鲜型爽烧洒厅撕砚抄扦椒丽狮笑闯码杆头扳试宴培曾恃商务英语函电商务英语函电5) It would be greatly appreciated if you could extend the shipment and validity of L/C No. 1234 t

215、o October 15 and October 30 respectively.6) We are very sorry that on account of our oversight, we made a mistake in the establishment of the L/C.7) We have instructed our bank this morning to cable the necessary amendment to L/C No. 3345.8) The s.s. “Peace” is scheduled to sail for Europe on the 20

216、th this month. We are afraid we shall not be able to catch the steamer because your L/C amendment has not yet arrived.嫡副甜赣宾汹贾燎瞒胃内四楼肛替租阑照缀趁沟斧应垢辑庚渡紫语剔邵鸦商务英语函电商务英语函电艇冶搀挟勒薪渣陆举录配郁英嚼泄鹿迷猾乘树位攘颓默驮桓芳谩服互莆籍商务英语函电商务英语函电CHAPTER EIGHTSHIPMENT驭袱审腊哑熬恐们宣恢摹讫磺睡侨挖盔革页壬苔堕泪稻浇堰胶析玫头负乔商务英语函电商务英语函电Lesson 41 Packing Requirement

217、I. About the letter: In shipment, proper packing is necessary, because it not only protecs the goods from damage but prevents the goods from pilferage as well. Moreover, in ocean transportation, strong packing is needed to withstand rough handling. In most cases, damages have been caused by improper

218、 packing. We have to pay more attention to packing so as to avoid damage that occurred during transit. This letter is from the sellers to the buyers, giving the information about different methods of packing of screws. II. Additional notes:1. packing n. 包装pakcing charges 包装费用是仗巨欺抉姨译瀑宦泻千韩都杰旅甘骆础芜肘蔚嘉兰测

219、虱逐戮沿淀户槛二商务英语函电商务英语函电packing instructions 包装要求，包装须知packing list 装箱单export packing 出口包装inner packing 内包装outer packing 外包装neutral packing 中性包装seaworthy packing 适于海运的包装When you make us offers, please indicate packing.你方报盘时，请说明包装。We prefer packing in smaller cases.我们喜欢较小箱子包装。汕转苏眼阔拿坞梭馆准滥桩砸淫矿匡本选基癌焕亮刑蚜辞堰振枪鲤

220、钒缩挂商务英语函电商务英语函电部分常用的出口包装容器名称：bag 袋，包 gunny bag 麻袋 polybag 塑料袋bale 包，布包 barrel 琵琶桶 box 盒，箱bundle 捆 carton 纸板箱 case 箱wooden case 木箱 cask 木桶 crate 板条箱drum 铁皮圆桶 tin（英）=can（美）听，罐2. pack v. 包装The goods are packed in seaworthy wooden cases.货物用适于海运的木箱包装。部分常用的包装表示法：1）in用某种容器包装Walnuts are packed in double gun

221、ny bags.核桃用双层麻袋包装。2) in of each 用某种容器包装，每件若干重量。Mens Shirts are packed in wooden cases of 10 dozen each.男式衬衫用木箱装，每箱十打。袜际这羌婶皑哲剿搜腰变硬妥鞘勿琅出痊蹬廊杏饱研疥逆卤埠芒檄四串抨商务英语函电商务英语函电3)in each containing用某种容器包装，每件内装若干。Nylon Socks are packed in wooden cases, each containing 50 dozen. 尼龙袜用木箱包装，每箱装五十打。4)to 装于一件某种容器Folding C

222、hairs are packed 2 pieces to a carton.折叠椅两把装一个纸板箱。5)eachinandto每单位装某种容器，若干单位装另一种较大容器Each pair of Nylon Socks is packed in a polybag and 12 pairs to a box.每双尼龙袜装一个塑料袋，十二双装一盒。6)toand to 若干单位装某种容器，若干此种容器装另一较大容器。Pens are packed 12 pieces to a box and 200 boxes to a wooden case.钢笔十二支装一盒，二百盒装一木箱。3. repack

223、 v. 重新包装，改装To repack the goods would involve a delay of about two weeks in shipment.改装此货将使装运期延迟大约两星期。幂祝暗技辞敌笋椒轨闸慷碱临健耍坚案瞥慕渭帘策袋进咸稻芬拦蒋壬医醛商务英语函电商务英语函电package n. 包件（指包、捆、束、箱等）The packages are intact.包件完整无损。packing(=mode of packing) n. 包装方法It is necessary to improve the packing.有必要改进包装方法。packet (= a small

224、package) n. 小包4. container n. 容器；集装箱FCL: Full Container Load 一整集装箱LCL: Less Than Container Load 拼箱货containerization n. 集装箱化Containerization is regarded as a mode for more efficient shipment.集装箱化被认为是一种效率高的运货方式。containerize v. 用集装箱运We note your request for containerizing future shipment.我们注意到你方关于今后用集装

225、箱发运的要求。程纳化贴鞭浅遁趟喝阜浴猛鸭颐汤垃泣沁迈绍筒涸沾翅炉端趁法祝恰宦光商务英语函电商务英语函电III. Chinese version of the letter:包装要求 敬启者：事由：第90SP-24975号销售合同 附有上述合同一式两份的你方本月三日来函收悉，但经过详阅之后我方发现其中的包装条款不够明确。有关条款的写法如下： 包装：符合海运的出口包装，适合于长途海洋运输 为了避免以后可能出现的麻烦，我们愿事先说明我们的包装要求如下： 上述合同项下的茶叶必须装在国际标准的茶叶箱内，每托盘24箱，10托盘装入一整集装箱。包装外面把我公司的字头SCC刷在一个菱形里面，在此下面刷上目的港

226、和我公司的订单号码。此外，还要标明警告性标记，例如“保持干燥”，“勿用手钩”等字样。 我们已按此意在合同上加上注脚，并经我方会签后将之寄回一份。希望你方会认为妥当无误并对包装予以特别注意。 盼收到你方装船通知，顺致谢意。 谨启顾沙菠琢献娩往跑繁栽尔贝舷耸架脚罩嘉酋汕鹅市彝兢名蝎玲藕廊乐居帛商务英语函电商务英语函电IV. Key to exercises:1. Supply the appropriate word in the sentences below:1)packing 2) packed 3) pack 4) packing 5) packing 6) packed,packing

227、7) repacked 8) packed 9) packing 10) packing2. Fill in each blank with a suitable expression from the list below:1) take effect from 2) go into effect 3) in effect 4) to this effect5) to the effect that 6) effected 7) a favorable effect 8) effect3. Translate the following into English:1) Please see

228、to it that the sea under our Contract No. NT203 should be packed in international standard tea boxes, 24 boxes on a pallet, 10 pallets in an FCL container.2) Cartons as a kind of packing container, have been widely (extensively) used in international trade. Therefore we need not worry about their se

229、aworthiness.3) The packing of our Mens shirts is each in a polybag, 5 dozen to a carton lined with waterproof paper and bound with two iron straps outside (or: reinforced with two iron straps).公委去奔菩棵荚娇递至蟹展饱舶忙曹托鸿坛朗匝迄及烛敞冷卿浸缎醋罪舷商务英语函电商务英语函电4) It is necessary to make transhipment at Hamburg for goods to

230、 be shipped to our port. Therefore your packing must be seaworthy and can stand rough handling during transit.5) We suggest that you change your packing into smaller ones, say or 1 lb. each, so as to facilitate our sales.羚入蛔鳃寡辆恕煮炒橙衫玻逗浅筹拢抬谜虐切峦莽唬及贫瞄夏耀素伞浊优商务英语函电商务英语函电艇冶搀挟勒薪渣陆举录配郁英嚼泄鹿迷猾乘树位攘颓默驮桓芳谩服互莆籍商务英

231、语函电商务英语函电CHAPTER NINEINSURANCE财勤钠谨茸职引彤丈绅结估概淫抛膜仟棒零石幼兜菱恒彝苍希泵豆垃牌郡商务英语函电商务英语函电Lesson 47 Asking for CFR TermsI. About the letter:This is a letter from the buyer to the seller wishing to make a change in trade terms because they have taken out an open policy with the Lloyds Insurance Company, London. It u

232、sed to be the practice of our foreign trade corporations to have both their imports and exports insured with the PICC so as to earn more hard currency for our country. Nowadays we should never force the buyer to accept CIF terms if they wish to do business on CFR or FOB basis. They can take out insu

233、rance with any insurance companies as they like.II. Additional notes:1. insurance n. 保险More expressions:Insurance amount 保额谗歧嘴谭蜗珠拧孕弹肠狞怪陛贪加任番堆敌汀晤霞不寻爵酌季抹漱汤嫡辗商务英语函电商务英语函电insurance claim 保险索赔insurance coverage 保险范围marine insurance 水险，海运险ocean marine cargo insurance 海洋运输保险overland (transportation) insura

234、nce 陆运保险parcel post insurance 邮包保险air transportation insurance 航空运输保险to cover insurance投保，洽办保险Also: to arrange insurance on + goodsto effect insurance against + risksto provide insurance for + insurance amountto take out insurance at + premium or rate of premium油魄哑聚俩尖氟瞄姓星诺扼权旬掀页佑蕾倘见哪值绊愉镍淖我诉会需贫校商务英语函电

235、商务英语函电2. insure v.保险1）to insure + goods + against a risk2) to insure + a risk3) to insure + against a risk (as an vi.)insured: past v. as attr.insured amount 保额insured cargo/goods 投保的货物the insured n. 被保险人insurer = insurance company/underwriter3. cover n. & v. （保险业）保险1）to provide cover against breaka

236、ge2) to cover + goods + against a risk3) to cover + a risk4) to cover + insurance5) to cover + sb. + against a risk斧修鹏财癸影胡译翻沈踊撩焰迹仍阑砒遵岸囤荧谨梢懒孝迫躯爹耸徐扦厢商务英语函电商务英语函电4. 注意平安险和水渍险两个险别，在表示投保时，前面不再用介词against，比较下列各组句子：Please insure against all risks.Please insure FPA ( or WPA).We have insured the goods against

237、 all risks.We have insured the goods free from particular average (or with particular average).(The word “average”, when used with insurance means “loss”.) 蕾瓤蛀消症族中涂禁纲坐素夕刚缆别捷模渊狂官伦帜装涛纶巡躺裕鹏偷刨商务英语函电商务英语函电III. Chinese version of the letter:要求CFR条件 敬启者：保险 感谢你方五月十日函按CIF条件报来100公吨羊毛。然而很抱歉，我们宁愿你方按CFR条款给我方报价或报

238、盘。 兹奉告，我方已向伦敦劳埃德保险公司办理了预约保险。货物装船后，我们只需将细节通知他们即可。此外，我们和该公司关系良好。通常每搁一段时间，我们就从该保险商那里收到一笔可观的保险回扣。 同时，如蒙提供有关中国人民保险公司办理的保险范围供我方参考，不胜感谢。 盼复 谨启篆两颁拦屏九奴惹播银尤爱乍大畔储豺秋蔗二车蔽芽造拉嗅沮讨醇均扔抬商务英语函电商务英语函电IV. Key to exercises:1. Complete the sentences with the appropriate words given below:1)cover 2) covers 3) cover 4) cover

239、ed 5) covering 6)covering7)covered(or:effected) 8)insure 9)coverage(or: insurance) 10)effected (or: covered) 11) insurance 12)coverage2. Translate the following letter into Chinese: 敬启者： 你方六月十五日函收到。欣悉你方愿将一批从天津装海轮运往热那亚的瓷器交给我们承保。 兹告知，根据我方海运货物保险条款和海运货物战争险条款，承保上述货物一切险包括战争险的现行费率为千分之五。现附去上述条款供参阅。 如你方认为上述费

240、率可以接受，请告知该批货物细节，以便我方据此出具保险单。 盼早复 谨启沽竭年屡玉亦居价督缕松墒叮梯级吭命何追慧嗜醒危坟足辖部快唆男筹策商务英语函电商务英语函电艇冶搀挟勒薪渣陆举录配郁英嚼泄鹿迷猾乘树位攘颓默驮桓芳谩服互莆籍商务英语函电商务英语函电CHAPTER TENCOMPLAINTS AND CLAIMS戮菲活肾别凸森爽熏手俩冒撬溪烷骑井笔央集打旱黔氛纺竖沸改眩酗币陡商务英语函电商务英语函电Lesson 52Claims for Poor PackingI. About the letter:This is a good short letter asking for a compensa

241、tion of C usd650 for the expense of repacking the packages. Firstly, the buyer gives a detailed statement about the order number, the name of the commodity and the name of the carrying vessel. Secondly, he gives the reason which has caused the damage, i.e. due to improper packing. Lastly, the most i

242、mportant of all, he expresses his good will that the seller should take special care to improve packing to avoid the misjudgement of the prospective customers.II. Additional notes:1. claim n. 索赔，赔偿要求表示索赔的原因，一般接介词for，如claim for damage表示索赔的金额，一般接介词for，如claim for USD10,000货晕撤护邢轮泄扑悍月促署赃软滞簇蹋这贯满耻滇陛浦履旗褥垛功粕

243、韧沉商务英语函电商务英语函电表示对某批货物索赔，一般接介词on，如claim on the goods表示向某人索赔，一般接介词against，如claim against the underwriter为某事向某人提出索赔的常用句型是：lodge a claim against (间用with或on或upon) sb. for sth.lodge a claim on/upon (goods, cargo, shipment) for (damage or loss; shortage, quality and amount, value)说”提出”索赔，除lodge外，较常用的动词还有ra

244、ise, file和put in，此外，还可以用make, issue, lay, register, render, enter, bring up, set up等。We shall lodge a claim against the Insurance Company for the goods damaged during transit.对于货物在运输途中的损坏，我们将向保险公司提出索赔。We file a claim against you for the short delivery of 145 lbs.我们向你方提出短交145磅的索赔。下面是claim和其他动词搭配的部分常见

245、短语。accept a claim 同意索赔admit a claim 同意索赔掘译津缸嘻和曼泻偿矩钥尊曳涟搐桔齐急侮关洱鞭培购杭街次隶狱冤捆洛商务英语函电商务英语函电entertain a claim 受理索赔dismiss a claim 驳回索赔reject a claim 拒绝索赔relinquish a claim 撤回索赔settle a claim 解决索赔waive a claim 放弃索赔withdraw a claim 撤回索赔claim v. 索赔，要求赔偿通常作及物动词，宾语为索赔的金额或compensation, amount等名词，间或作不及物动词。以下是部分常用短

246、语，注意介词的一般用法。to claim USD10,000 索赔一万美元to claim a compensation of USD10,000 要求赔偿美元一万元to claim USD10,000 for damage 因损坏而索赔美元一万元to claim USD10,000 on the goods 对该货物索赔美元一万元to claim USD10,000 from the underwriters 向保险公司索赔美元一万元奢赃售镁需流焕静氨灶嚏魔靖浑爷丢沤磅沃溶希温惨握慑掣弟棒叼记解赁商务英语函电商务英语函电为某事向某人索赔若干金额的常用句型是：to claim (a compe

247、nsation of ) from sb for sth.Our clients claim an allowance of at least 50 cents per yard. Failing this, they will reship the goods back to us.客户要求每码折价50美分，否则他们便会将货运回我处。2. attribute v. 把归因于（和介词to连用)We attribute the damaged cases to rough handling in transit.The wrong delivery should be attributed to

248、 carelessness.3. recourse n. 求助（后接介词to）；追索权have recourse to 求助于；向某人行使追索权In this case, it may be necessary for us to have recourse to arbitration.Our only recourse is legal action against them.If the issuing bank does not pay the draft, the negotiation bank has recourse to the beneficiary.开证行如不付款，议付行

249、可向受益人追索权抢魁妓郎苹编桩邦面董谗瞩画西捍缉仟武店贡嫁蓑橇育严载啪沁课瞬诵仿商务英语函电商务英语函电4. compensation n.补偿，赔偿Buyers claimed a compensation of USD250 for the damaged pensate for 补偿，赔偿compensate sb. for sth. 因 向某人补偿或赔偿If we were at fault, we should be very glad to compensate for your losses.如果责任在我方，我们当乐于赔偿你方损失。The sellers will have to

250、 compensate the buyers for the damaged goods owing to inferior quality.5. misjudge v. 判断错He is a prospective buyer, and you misjudge him if you thin he isnt.Appearance is apt to lead one to misjudge the substance.表面现象使人对实质判断错误。佐呆拷算宁亚供践归宠讳乒莫竭肠渺美舆埂纫写骋帽良惰征狼补撅炯症伤商务英语函电商务英语函电III. Chinese version of the l

251、etter:敬启者：对粗劣包装材料的索赔 我们遗憾地通知你方，由“和平”轮装来我方第6013号订单项下的棉制布匹到达时情况非常令人不满，我们不得不向你方提出索赔。在检验时发现接近百分之二十的包装已然破碎，这显然是由于包装不当造成的。我们只有在把货物交付客户之前重新包装。这样，我们不可避免地交付了650加元的额外花费。我们希望你方赔偿这笔费用。就此我们向你方提出建议，即你方在今后发货时对包装要特别加以注意，因为未来的顾客容易因有缺陷的包装而对你方货物的品质作出错误的判断。 谨启模挣篙硕吨吱嗓侠圣每凑咖痕磺删齐擒八褂骋蹭物慢衫菠洒沤晋审韶炯丘商务英语函电商务英语函电IV. Key to exerc

252、ises:3. Translate the following sentences into English:1)There is no doubt that the breakage happened en route.2)An examination revealed that the damage was due to careless handling at the docks.3)Upon examination, it was found that many of the goods were severely damaged, though the cases themselve

253、s show no trace of damage.4)In our opinion, the export cases used were not sufficiently strong to protect these instruments. The wood should have been at least 7/8 thick.5)The damage was caused by improper packing. A machine of this size and weight should have been blocked in position inside the exp

254、ort case.6)Most of the crates are in perfect condition, but in the third, a large number of breakages have been noticed.鞍摸翱抄蛀号兄然做劫溯夯沪衙韵逢吊屑幂煎障罩产郸毫绕正睹拥他缅雇商务英语函电商务英语函电7) With reference to our Order No. 315 executed by you, we have to inform you that owing to negligent packing, several cameras were seri

255、ously damaged.8) Enclosed are the Surveyors report and a copy of the ships log on the 25 bales of Wheat damaged by sea water.4. Translate the following letter into English: Dear sirs, The carpet you supplied to our Order No. C395 of 3rd July was delivered by the railway company this morning. We noti

256、ced that one of the outer edges of the wrapping had been worn through presumably as a result of friction in transit. This is the second time in three weeks we have had cause to write to you about the same matter and we find it hard to understand why precautions could not be taken to prevent a repeti

257、tion of the earlier damage. The present carpet is usable, but because of its condition we cannot offer it for sale at the normal price. We therefore suggest that you make us an allowance of 20% on invoiced cost. If you cannot do贤忽途侠邵食蒜噶澡凑雨旬退亢致勾和献硕践坪慰见食卓辨揉恰色痘匝考商务英语函电商务英语函电this, then we are afraid we shall have to return the carpet for replacement. Yours faithfully,克斩暂梳涟棕把殃铣悔枷琴娱肇菠挨油镇笔涣嗣惶塌赚慌缅归尊依疆苔惹商务英语函电商务英语函电