外贸函电与单证实训教程Chapter1practice2

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1、ChapterOneCasesUnderT/TPaymentTerms外贸函电与单证实训教程PracticeTwo:T/T+CIFCaseObjective Requirements Steps Introduction Practice ObjectiveTheobjectiveistoenablestudentstobefamiliarwiththeexportproceduresusingCIFandT/T,tomastertheskillstofillintheblanksintherelatedcorrespondence, sales confirmation and therel

2、ated export documentation according to thegiveninformation.Requirements1.ToknowwellabouttheproceduresofT/TandobligationsoftheSellerandBuyerunderCIFpriceterms.2.Toknowwellaboutthebusinessletterwritinginindentedformat.3.Tomasterusefulexpressionsandsentencemodelsfrequentlyusedinbusinessletters,especial

3、lythewritingskillsofrequestinginsurertocovertheinsuranceandexpandingtheotherbusinesses.4.Tomasterthedrawingofcontractaccordingtothegiveninformation.5.Tomastertheexportdocumentationaccordingtothegiveninformation.Steps1.ToreviewtheproceduresofT/TandobligationsoftheSellerandBuyerunderCIFpriceterms.2.To

4、readandunderstandthegivenbusinesstransactionbackground.3.TosumupthemainpointsinbusinessletterwritingaccordingtoMindMap1.4.Tofinishthebusinesslettersaccordingtothebackgroundinformation,contextandChinesegiven.5.Todrawthecontractaccordingtothebackgroundinformationandthecorrespondence.6.Tofillintherelat

5、edexportdocuments.7.Toanswerthequestions.8.Toevaluateyourself.Introduction本节实训是用CIF方式成交以及用T/T方式付款的外贸出口案例。信函内容涵盖建立贸易关系、询盘、报盘、还盘、交易的达成、办理保险、合同进行情况以及收到货物后的调试情况；涉及到的合约或单据有销售确认书、发票、装箱单、海运提单和装船通知、一般原产地证明书和其申请书、出境货物报检单、质量和数量证明书、货物通关单等。要求学生填写、翻译信函内容，并根据信函信息填写合约和单据。Practice3. Business negotiationPractice 2.

6、Preparation for business6. Questions4.Signature of Sales Contract5. Performance7.Self-evaluation 1.Warming-up1.Warming-up1.1T/T流程图流程图1.2CIF术语买卖双方的主要义务术语买卖双方的主要义务5.负责货物装上船前的一切费用和风险负责货物装上船前的一切费用和风险3.负责货物装上船后的一切费用和风险负责货物装上船后的一切费用和风险2PreparationforbusinessInformation about the exporter and importer Back

7、ground information for business Basic information about the product 2 Preparation for business 2.12.2 2.3 2Preparationforbusiness2.1Informationabouttheexporterandimporter2.1.1ExportersnameandaddressCOMIFODUCTMANUFACTUREMACHINECO.,LTD.广州康美风数控设备有限公司ADDRESS:NO.62,JIANZHONGROAD,TIANHESOFTWAREPARK,GUANGZ

8、HOU,P.R.CHINATEL.:86-20-28879888FAX:86-20-28879718RepresentedbyHelen2.1.2ImportersnameandaddressSPRINGAIRENGINEERINGCOMPANYLIMITEDADDRESS:13HAMNGHISTREET,DIST.1,HOCHIMINHCITY-VIETNAMTEL.:84835174450-51-52FAX:84835174481RepresentedbyMr.LeNgocTam2Preparationforbusiness2.2Backgroundinformationforbusine

9、ssExporter(COMIFODUCTMANUFACTUREMACHINECO.,LTD.)(China)gottheimportersinformationintheSpringTradeFair.Theyintendedtodobusinesswitheachotherandexchangedrelevantinformation.2Preparationforbusiness2.3Basicinformationabouttheproduct风管生产三线等离子切割机ItemDescriptionCountryof OriginUnit & QtyHS CODEUnit price(U

10、SD) CIF HCMCAmount(USD)01DuctmanufactureCompactLineIII(风管生产三线)Model:CTDF-IIIA.Thickness:0.4-1.2mmgalvanizedsheetB.Width:1000-1550mmC.Duplexdecoilers,=480mm,motor-drived,maxcapacity:8T/eachdecoiler.ChinaI SET (3PCS)8455221000277402774002PlasmaCuttingMachine(等离子切割机)Model:COMPA3100-1500x3100mmChinaI SE

11、T (3PCS)8456901000248402484003VerticalWhisper-LocSeamCloser(立式合缝机)Ductheight:500-1550mmChinaI SET(3PCS)8455221000102301023004TDFFlangeMachine(TDF法兰成型机)Model:T-12ChinaI SET (2PCS)847989904320432005PittsburghLockFormer(12DR辘骨机)Model:RF-12DRChinaI SET (1PC)846229901350135006Cornersmatic(角码装订机)ChinaI SE

12、T (2PCS)84401090412041206 SETS(14PCS)Total:USD 72 600.003. Business Negotiation1 1 Sum up the main points of business letters2 2Fill out the letters3.BusinessNegotiation3.1SumupthemainpointsofbusinesslettersonMindMap1.3.2PleasefilloutthelettersaccordingtothegivenChinese,andpayattentiontotheusefulpat

13、terns.3.BusinessNegotiationletterletterletterletter5.Acceptance 4. Counter-offer 1. Establishing business relationship 2. Enquiry （Reply to the establishment of business relationship） letter3. Firm offer 1)Establishing business relationship3.BusinessNegotiation Main pointsTranslationletter1)Establis

14、hingbusinessrelationshipCOMIFODUCTMANUFACTUREMACHINECO.,LTD.ADDRESS:NO.62,JIANZHONGROAD,TIANHESOFTWAREPARK,GUANGZHOU,P.R.CHINATEL.:86-20-28879888FAX:86-20-28879718April5th,2009SPRINGAIRENGINEERINGCOMPANYLIMITEDADDRESS:13HAMNGHISTREET,DIST.1,HOCHIMINHCITY-VIETNAMTEL.:84835174450-51-52FAX:84835174481D

15、earTam,FromtheSpringTradeFair,weknowthatyourfirmis (资信良好)inVIETNAM. (我方得知)you(特别感兴趣)intheproductsofDuctmanufactureCompactLine,PlasmaCuttingMachine,VerticalWhisper-LocSeamCloser,etc.,which(正属于我方的经营范围). We understandstanding and reliability are particularly interestedfall within the scope ofour busine

16、ss activitiesof goodthatBythisletter,wearecontactingyouwithinterestto(建立业务关系)withyourcompany.Wehopethatwemayreceiveyour(询盘)soon.Inrecentyears,wehavedonebusinesswiththelargestandmostprominentfirms(在你方).Asiswell-knowntoyou,thepossibilitiesofimportingtheforeignproductsareverygreatinyourarea.Weareconfid

17、entthatwewillbeableto(报给你方最低的价格),qualityandserviceto(满足你方要求).enter into businessinquiryin your areaquote you the best pricemeet your requirementsrelationshipWe(期盼)establishinggoodbusinessrelationshipwithyousoon.Yourssincerely,Helenlook forward to1)EstablishingbusinessrelationshipTranslation广州康美风空调设备

18、有限公司广州康美风空调设备有限公司公司地址：广州天河软件园建中路62号三楼公司电话：020-28879888公司传真：020-28879718春天通风工程有限公司地址越南洪志明市一区汉姆街13号电话：84835174450-51-52传真：84835174481塔姆先生：从春交会上我方了解到贵公司在越南是家资信良好的公司，并且得知你方对于风管生产三线，等离子切割机，立式合缝机等产品特别感兴趣，而这些产品正属于我方经营范围。通过此信函联系贵方，以表达和贵方建立业务关系的意愿，希望能早日收到贵方的询盘。近几年来，我们已经和你方当地一些最知名的大商号进行了交易。如你所深知，在你处上述产品的进口需求很

19、大。我们确信我方可报给你方最低的价格，最好的质量和提供最好的服务以满足你方的要求。我们期盼尽快和你方建立良好的业务关系。海伦谨启2009年4月5日1)Establishingbusinessrelationship1.Sourceofinformation2.Intentionforexport3.Briefintroductiontobusinessscope,experienceandproducts4.Expectationforcooperationandanearlyreply2） Enquiry（Reply to the establishment of business rela

20、tionship) 3.BusinessNegotiation Main pointsTranslationletter2）EnquirySPRINGAIRENGINEERINGCOMPANYLIMITEDADDRESS:13HAMNGHISTREET,DIST.1,HOCHIMINHCITY-VIETNAMTEL.:84835174450-51-52FAX:84835174481April7th,2009COMIFODUCTMANUFACTUREMACHINECO.,LTD.ADDRESS:NO.62,JIANZHONGROAD,TIANHESOFTWAREPARK,GUANGZHOU,P.

21、R.CHINATEL.:86-20-28879888FAX:86-20-28879718DearHelen,FromthemaildatedApril5th,we(得知)youareoneoftheleadingexportersofairconditioner-install-relatedmachinesinyourarea.Wearenowwritingyouforthe(建立业务关系).are given to understand thatestablishment ofbusiness relationshipWhatwewantareDuctmanufactureCompactL

22、ine,PlasmaCuttingMachine,VerticalWhisper-LocSeamCloser,TDFFlangeMachine,PittsburghLockFormer,Cornersmatic.Pleasesendusthe(目录册)and(报价)ustheprices,aswellastheothertermsoftransaction.Weareverywellconnectedwithallthe(主要商人)inthisarea.Weareconfidentthatyoucanofferus(具竞争性的价格).(请提供我们所有你方出口产品的必要信息).Yourssinc

23、erely,Mr.Tamcataloguequotemajor dealerscompetitive pricesPlease supply us the necessary information of theexport products2）EnquiryTranslation春天通风工程有限公司春天通风工程有限公司地址越南洪志明市一区汉姆街13号电话：84835174450-51-52传真：84835174481广州康美风空调设备有限公司公司地址：广州天河软件园建中路62号三楼公司电话：020-28879888公司传真：020-28879718海伦小姐：从4月5号的邮件中我们得知，贵公司

24、是空调装置设备产品主要出口商之一。我方致此信函希望和贵方建立业务关系。我们想进口风管生产三线，等离子切割机，立式合缝机，TDF法兰成型机，12DR辘骨机和角码装订机这几种产品，请惠寄目录册以及报给我方价格和其它交易条款。我们和这一领域的大商户都有很好的交际，相信你方一定会报给我方颇具竞争性的价格。请提供我们所有你方出口产品的必要信息。塔姆谨启2009年4月7日2）Enquiry1.Acknowledgementofthecomingletterandtheintention2.Specificenquiryandinvitingaquotationoranoffer(askingforapri

25、celist,acatalogue,samplesandotherterms,statingclearlyyourexactrequirements)3.Statingthepossibilityofplacinganorderandexpectationofanoffer4.Expectationofearlyreply3） Firm Offer 3.BusinessNegotiation Main pointsTranslationletter3）FirmofferApril 9th, 2009Dear Tam, We (感谢你方4月7号的信函) , and confirm having

26、faxed you in reply, as per (随函附上的报价单) . You will notefrom our fax that we (能够) offer you the goods as follows:acknowledge receipt of your letter of April 7thquotation sheet enclosedare in a position toItemDescriptionCountryofOriginQUANTTYUnitprice(USD)CIFHCMC01DuctmanufactureCompactLineIIIModel:CTDF

27、-IIIThickness:0.4-1.2mmgalvanizedsheetWidth:1000-1550mmDuplexdecoilers,=480mm,motor-drived,maxcapacity:8T/eachdecoiler.ChinaI SET (3PCS)2774002PlasmaCuttingMachineModel:COMPA3100-1500x3100mmChinaI SET (3PCS)2484003VerticalWhisper-LocSeamCloserDuctheight:500-1550mmChinaI SET(3PCS)1023004TDFFlangeMach

28、ineModel:T-12ChinaI SET (2PCS)432005PittsburghLockFormerModel:RF-12DRChinaI SET (1PC)135006CornersmaticChinaISET (2PCS)4120PAYMENT:ThebuyerhastoT/T30%ofthecontractsvalue(预先),andthenT/T70%ofthecontractsvaluerightaftertheSellersends/faxesallthedocuments.Wehavereceivedalotofinquiriesfrombuyersinotherpl

29、acesandwebelieveourpriceisfixedatareasonablelevel.(坦白说),ifitwasnotfor(扩展业务),wewouldntconsidermakingyou(实盘)atthisprice.Imafraidthereis(没有降价的空间).not much room for further price reductionexpanding businessin advanceTo be frank with youa firm offer(这是实盘，以你方立复，并且不迟于这个月底到达我方为有效).Welookforwardtoyourearlyre

30、ply.Yoursfaithfully,HelenThis offer is firm, subject to your immediate reply, whichshould reach us not later than the end of this month3）FirmofferTranslation塔姆先生：感谢你方4月7号的信函，我们于今天发出如随函附上的报价单的传真作为回复。从传真你方便知我们能够提供以下的产品：编号货物产国单位单价（美元）CIF洪志明市01风管生产三线1）型号：CTDF-III2）板厚：0.4-1.2MM3）材料：镀锌钢板4）最大料宽：1300MM/1550

31、MM（两款可供选择）中国套2774002等离子切割机型号：COMPA3100-15003100mm中国套2484003立式合缝机管道高度：500-1550mm中国套1023004TDF法兰成型机型号：T-12中国套43200512DR辘骨机型号：RF-12DR中国套135006角码装订机中国套4120 支付：买方须预先汇付合同金额的30%给卖方，然后在卖方寄/传真所有的单据后汇付70%合同金额. 我们已经收到很多其他地方买家的询盘，相信我们的报价是相当合理而且稳定的了。坦白说，如果不是扩展业务的需要，我们也不会以这样低的价格报给你方实盘，所以恐怕再也没有降价的空间了。这是实盘，以你方即复，并且

32、不迟于这个月底到达我方为有效。 盼早复。海伦谨启2009年4月9日3）Firmoffer1.Confirmingtheenquiry2.Statingthedetailsoftheoffer(name,price,quality,shipment,validperiod)3.Suggestionofacceptance4.Expectationofearlyreply4) Counter-offer 3.BusinessNegotiation Main pointsTranslationletter4)Counter-offerApril12th,2009DearHelen,Weacknowl

33、edgewiththanksreceiptofyourletterofApril9thfortheoffer.Inreply,we(很乐意)statethatyourpricehasbeenfoundtobe(可接受的).Butastothe(支付方式),wewouldliketoamendasfollows:T/T30%ofthecontractsvalueinadvance,andthenT/T60%ofthecontractsvaluerightaftertheSellersends/faxesallthedocuments,T/T10%ofthecontractsvaluewithin

34、3workingdaysrightafterconfirmedthemachinecommissioning. payment termsacceptableare pleased toAswe(急需)thegoods,pleasesendthecontracttous(尽早).Weexpectyourearlyreply.Sincerelyyours,Tamat your earliest convenienceare in urgent need of4)Counter-offerTranslation海伦小姐：感谢你4月9号信函中给我们的报价，我们很高兴地告诉你方，你方所报的价格可为我方

35、接受。但是对于支付方式，我们想作如下改动：买方预先汇付合同金额的30%给卖方，然后在卖方寄/传真所有的单据后汇付60%合同金额.最后在确认机器调试后的3个工作日内汇付10%的合同金额。我们急需所述产品，请尽早发送合同。期待早日收到贵方回复。塔姆谨启4月12日4)Counter-offer1.Confirmingtheoffer2.Decliningtheofferandgivingthereasons3.Counter-offerontermsofpayment4.Expectationofreply5) Acceptance 3.BusinessNegotiation Main points

36、Translationletter5)AcceptanceApril15th,2009DearTam,WehavereceivedyourletterofApril12ththatthepricesofferedbyusforthemachineareacceptedandyouwanttoamendthetermsofpaymentalittle.Wearegladtosaythatyour(还盘)is(相当合理).Nowweareenclosingthe(销售确认书),pleasecheckittoseeanyproblemornot. counter-offerquite reasona

37、blesales confirmationWehopethatthecontractwouldbe(顺利而且成功地执行)andthatthemutualbusinesswouldbeexpandedinthefuture.Trulyyours,Helenfulfilled smoothlyand successfullyEnclosure: Sales ConfirmationSales Sales ConfirmationConfirmation Translation 5)AcceptanceTranslation塔姆先生：已收到4月12号关于你方接受我们报价和要求对支付方式作一点改动的来

38、信。我方很高兴告知贵方，你们的还盘相当合理，现随函附寄一份销售确认书，请查看还有没有其他问题。衷心希望我们的交易可以顺利而且成功地执行，也希望我们将来的业务会不断扩大。海伦谨启4月15日5)Acceptance1.Confirmingtheletterandtermsofpaymentaccepted2.Counter-offeracceptedandS/Cenclosed3.Expectationofthetransaction6) Sending Sales Confirmation 4.SignatureofContract Main pointsTranslationletter6)S

39、endingSalesConfirmationApril17th,2009DearTam,Referringtothefaxesexchangedbetweenusresultinginthe(达成交易)forthemachines,weareenclosingour(销售确认书)No.39induplicate.(请会签并退还一份我方，以供存档).WetrustyouwillTTthe(首付)assoonaspossible.conclusion of businesssales confirmationdown paymentand return one copy to us for ou

40、r filePlease countersignWehopethis(首次交易)willresultinfuturetransactionsbetweenus.Yourquickanswerwill(十分感激).Sincerelyyours,Heleninitial dealbe appreciated6)SendingSalesConfirmationTranslation塔姆先生：多次的传真联系，我们达成了机器的交易，现在随函附寄第CN0983202号销售合同一式三份，请会签并退还一份我方，以供存档。我方相信你方会尽快汇付我们首期货款。希望这首次交易会为我们将来带来更的业务，如能尽快答复不

41、胜感激。海伦谨启4月17日6)SendingSalesConfirmation1.Confirmingthebusinessagreementenclosedandexpectationofcounter-signature2.Detailedrequirementforpayment3.Expectationforfuturebusiness7) Reply to the sending Sales Confirmation 4.SignatureofContract Main pointsTranslationletter7)ReplytothesendingSalesConfirmati

42、onApril18th,2009DearHelen,ThankyouverymuchforyourletterofApril17th,2009(关于)thesalescontractNo.CN0983202.Wehavecheckedtheentirecontractand(感到满意)it.(随函附寄请查收)onesignedcopyforyourfile.Enclosed please findare satisfied withconcerningWehaveT/T30%ofthecontractsvaluethroughourbankasdownpaymenttocoverthesaid

43、productsandwouldbegratefulifyoucan (执行订单)asquicklyaspossible.Wearelookingforwardtoyourreply.Sincerelyyours,Tamexecute the order7)ReplytothesendingSalesContractTranslation海伦小姐：感谢你方4月17日关于第39号销售合同的信函。我们已经检查整份合同并且对它感到比较满意，随函附寄一份已签合同供你方存档，请查收。我们已经通过我们的银行汇付30%的合同金额方，作为此批货物的首期货款，如贵方能尽早执行订单，不胜感激。希望早日收到贵方回复

44、。塔姆谨启4月18日7)ReplytothesendingSalesContract1.ConfirmingtheSalesConfirmation2.Countersignedthecontractandreturnonecopyasrequested3.Payment5.Performance5.1 letters during the performance 5.2 Export documentation5.1Lettersduringtheperformance Letters during the performanceletters between seller and insu

45、rerLetters between seller and buyer5.1.1lettersbetweensellerandinsurer8) Requesting the insurer to cover the consignment9) Insurer replied to the request for covering the consignment8) Requesting the insurer to cover the consignment5.1.1lettersbetweensellerandinsurer Main pointsTranslationletter8)Re

46、questingtheinsurertocovertheconsignmentDearsir,Wewishtoinsurethefollowinggoods(投一切险)forthesumofUSD72600,14casesofmachines.ThesegoodswillbeshippedbyS.S.MSCFRANCEH944A, (预计在2009年10月29日前后从深圳赤湾港运往越南胡志明市港).due toagainst All RisksShenzhen on or after October 29, 2009leave for Hochiminh City Port, Vietnam

47、from Chiwan Port, We (要求投保至胡志明市)andshallbegratefulifyouletushavethepolicyassoonasitisready.(同时请告知贵司是否愿意投保此批货物).Yoursfaithfully,HelenCOMIFODUCTMANUFACTUREMACHINECO.,LTDrequire cover as far as Hochiminh CityIn the meantime please let us have yourconfirmation that you hold the consignment covered8)Requ

48、estingtheinsurertocovertheconsignmentTranslation敬启者：我公司希望为下列产品，14箱机器，总金额为72600美元投一切险。这些产品将由“MSCFRANCEH944A”轮装运，预计在2009年10月29日前后从深圳赤湾港运往越南胡志明市港。我公司要求投保至胡志明市，如果贵方尽快备好保单并寄给我方，我方将不胜感激。同时请告知贵公司是否愿意投保此批货物。海伦谨启广州康美风数控设备有限公司8)Requestingtheinsurertocovertheconsignment1.Intentionforcoverinsuranceandthedetails

49、forinsurance(thekindofcommodity,totalvalueandtheconditionsofinsurance)2.Moredetailsforinsurance(thenameofvessel,thedateofshipment,theportofloadingandtheportofdestination)3.Othersrequirements9) Insurer replied to the request for covering the consignment 5.1.1lettersbetweensellerandinsurer Main points

50、Translationletter9)InsurerrepliedtotherequestforcoveringtheconsignmentDearHelen,Thankyouforyourletter,askingustocovertheconsignmentfor14casesofmachinesfromYantian,ShenzhentoHochiminhCityPort,Vietnam.(保险费用为0.9%)ofthe110%oftotalvalueofUSD72,600.WeencloseacopyofAPPLICATIONFORCARGOTRANSPORTATIONINSURANC

51、E,assoonasyoufinishfillingitinandreturnittous,(保单将在1到2天内备好寄给贵方).YourssincerelyJackThePeoplesInsurance(Property)CompanyofChina,LtdEnclosed:APPLICATIONFORCARGOTRANSPORTATIONINSURANCE The premium for this cover is at the rate of 0.9 %the policy will be prepared and sent to you withinone or two days9)In

52、surerreplytorequesttheinsurertocovertheconsignmentTranslation海伦小姐：非常感谢贵方要求我方为从深圳盐田运往越南胡志明市14箱机器投保的来信。保险费用为0.9%，按照总金额72600美元的110%计算。随函附上货物运输保险投保单一份。填好返还我方后，保单将在1到2天内备好寄给贵方。杰克谨启中保财产保险有限公司附件：货物运输保险投保单9)Insurerreplytorequesttheinsurertocovertheconsignment1.Confirmingtheletter2.Quotation(premium)andother

53、requirements5.1.2LettersbetweensellerandbuyerLettersLetters from Letters from sellersellerLetters from Letters from buyerbuyerLettersTranslationTranslation Letter 105.1.2LettersbetweensellerandbuyerTranslationletterLetter10DearTam,WeareinformedthatthedownpaymenthadbeenreceiveddatedJune3rd,2009.Theve

54、rticalWhisper-locseamcloser,TDFflangemachine,pittsburghlockformerandcornersmatichadbeenfinishedalready.TheDuctManufactureCompactLineIIIandtheplasmacuttingmachineareexpectedtobefinishedaround20th,August.Pleasefeelfreetoletmeknowifyouneedanyfurtherinformation.Yours,HelenLetter10Translation塔姆先生：我们于6月3日

55、收到你们首期货款已到的通知。立式合缝机，TDF法兰成型机，12DR辘骨机和角码装订机已经完工了，风管生产三线和等离子切割机预期在8月20号左右完成。若还需要其它信息和要求，请尽管告诉我。海伦谨启 Letter 115.1.2LettersbetweensellerandbuyerTranslationletterLetter11DearHelen,Haventheardfromyouforalongtime.Haveyoufinishedallthemachinesforourorder?Ifyouhaveanyproblemsfortheorder,pleaseletusknowassoon

56、aspossiblesothatwecanmakesomeadjustment.Lookingforyourearlyreply.Yours,TamLetter11Translation海伦小姐：好久都没有收到你的来信了。请问你们完成了订单所有产品的制造了吗？如对订单有任何困难请尽快告知我方以作出相应调整。盼早复。塔姆谨启 Letter 125.1.2LettersbetweensellerandbuyerTranslationletterLetter12DearTam,ThankyouforyourletterofAugust20th,andsorryformylatereply.The(最

57、新情况)ofyourorderisasfollows:AllthemachineshadbeenfinishedexcepttheTDFflanger.WehaveourTDFflanger(有现货)butwith(旧款式).WhenKarensignedthecontractwithyou,sheisgoingtogiveyouthepreviousdesignedTDFflanger,whichiswithsmallerrollersthanour(最新款式).ThelatestdesignedTDFflangerismuchmoreexpensive,butwithhigherquali

58、ty.WewouldliketoshipthelatestdesignedTDFtoyouatpreviouspricetoavoidanyprobleminour(售后服务).updated informationin stockprevious designlatest designafter-sale-serviceIm(在此)writingtoconfirmthatifyouwouldliketotakethepreviousdesignedTDFflanger,Icanarrangetheshipmentsoon.Butifyouacceptthelatestdesignwhichw

59、illbefinishedin20days,theshipmentwillbein20days.Pleaseletmeknowyourdecision,thenIcan(作出相应的安排).Yours,Helenherebyarrange accordinglyLetter12Translation塔姆先生：感谢你方8月20日的来函，并对于这迟来的回复感到抱歉。以下是你发订单的最新情况：所有的机器都已经完成但是除了TDF法兰成型机。其实我们有旧款的TDF法兰成型机的现货，它比新款的TDF法兰成型机德滚柱更小些。当初我们经理凯伦和你方签合同的时候就是打算卖给你方旧款。新款的TDF法兰成型机比旧款的

60、价格更高，但是质量也更优，我们先愿以旧款的价格发给你们新款的货，以便售后服务不会出现问题。在此向你方确认一下，如果你方坚持要旧款TDF法兰成型机，我们很快就可以安排装船，如果你方接受新款，那么它还需要20天完成，船期也在20天内安排。请告知我方你们的决定以便我们做出相应的安排。海伦谨启 Letter 135.1.2LettersbetweensellerandbuyerTranslationletterLetter13DearHelen,ThisletteristoconfirmyouthemachineofTDFflanger.Afterdiscussingwithmyboss,wedeci

61、detotaketheTDFflangerwiththelatestdesign.Pleaseexecutetheorderaccordinglyandpromptly.Wearelookingforwardtohaveyourshipmentadvicesoon.Yours,TamLetter13Translation海伦：我的来信是想跟贵方确认TDF法兰成型机的问题。经过与我的老板商量后，我们决定购买最新款的TDFflanger的机器。请及时交付相应的订货。非常期待贵方会短期内发给我方装船通知。塔姆谨启 Letter 145.1.2LettersbetweensellerandbuyerT

62、ranslationletterLetter14DearTam,Aftercheckingyourorder,Ifoundthatyoudidntorderanyfoldingmachineandcornermouldfromus.Doyouhavefoldingmachineandcornermould(cornermouldand40tonpressmachine)inyourfactorynow?Ifyes,pleasesendmethedrawingofyourcorner,thenIneedtocheckwhetheritcancombinetoourcornersmatic.Ple

63、asecheckattacheddrawingofourcornersforyourreference.AttachedpleasealsocheckthedrawingofmachinesneededforTDFflangesystem.Yoursoonreplywillbehighlyappreciated.Yours,HelenLetter14Translation塔姆：经查看你的订单，我们发现并没有收到贵方下订折叠机与角码式机器的订单。请问贵方在工厂内是否存有这类机器机器（角码式与40吨压床）？如果有的话，麻烦您发给我们机器的图样，我们需要检查它是否能和我们的角码连接。请查看随函附寄的

64、我方角码和TDF法兰成型机的图样，供你方参考。如能尽快回复，不胜感激。海伦谨启 Letter 155.1.2LettersbetweensellerandbuyerTranslationletterLetter15DearHelen,Pleaseworkouturgentlytomakesureabovedeliverytime.Itistoolatealready.Concerningabovecorner,weneedtochecktheonesyouuse.Pleasesendussomesamples,whichgotogetherwithmachines.WecanmakeitinV

65、ietnam.Yours,TamLetter15Translation海伦：请尽快做出处理并确认以上的交货时间。时间已经不早了。考虑到以上的角码，我方需要检查角码的实样以便确认。请将一些样本连同机器一起发给我方。我们也可以在越南制作。塔姆谨启 Letter 165.1.2LettersbetweensellerandbuyerTranslationletterLetter16DearTam,Ihavealreadyconfirmedandbookedtheshipwithourforwarder.Wewillloadthemachineson24thOct,2009.Theshipwillst

66、arton29thOct,2009perS.S.MSCFRANCEH944A,and9dayslaterthegoodswillarriveinVietnam.ThetotalfreighttocollectisUSD1414.00.Pleaseletmeknowwhenwillyouwilltransferthe60%paymenttous.Yours,HelenLetter16Translation塔姆：我方已确认并与我方的货运代理订了船期。我方将会在2009年10月24日发运这些机器,2009年10月28号开始船运，9天后货物将会到达越南。总到付运费为USD1418.00.请告知你方将在

67、什么时候汇付给我们60%的款项。海伦谨启 Letter 175.1.2LettersbetweensellerandbuyerTranslationletterLetter17DearHelen,Pleasesendusthefollowingdocuments:Sendusacopyof:a/BillofLadingb/CommercialInvoicec/C/Od/PackingListe/CertificateofQualityandQuantityf/CertificateofInsuranceAfterreceivingabovedocuments,Wewillarrangepaym

68、enttoyourcompany.Thanksandregards,TamLetter17Translation海伦：请将以下单据副本发送给我方：a提货单b商业发票c原产地证明书d装箱单e质量与数量证明书f保险证明收到以上单据后，我们就会安排汇款到你公司。塔姆谨启 Letter 185.1.2LettersbetweensellerandbuyerTranslationletterLetter18DearTam,Pleasechecktheattacheddocumentsandarrangethe60%paymentaccordinglytotheattachedbankinformatio

69、n.Iwillbegratefultoyouifyoucouldsendmethetransfernotice（汇款通知）afterthepayment.Wouldyoupleasearrangeitimmediatelyasthemachineswillarriveyourportverysoon(around5th,November).Yours,HelenLetter18Translation塔姆先生：请检查附寄的单据以附寄的银行付款信息安排60%的付款。如贵方能够将汇款通知发送给我方，我方将会感激不尽。货物会在短期内（大约11月5日）到达贵方的港口，请速安排。海伦谨启 Letter 1

70、95.1.2LettersbetweensellerandbuyerTranslationletterLetter19DearHelen,Wepaidyouyesterday.PleasefindouttheattachedfilefortransmittaldocumentandalsoletusknowwhenyousendusALLshippingdocuments.Regards,TamLetter19Translation海伦：我方已在昨天支付了货款。请查看附上的转账单据。另请贵方将所有船运单据发至我方并告知我方。塔姆谨启 Letter 205.1.2Lettersbetweense

71、llerandbuyerTranslationletterLetter20DearTam,Firstlythankyouverymuchforyourhospitalitytoourtechnicianduringhisstayinyourfactory.Thoughtherearesomesmallproblemsonthecornersmatic,everythinghasbeensettlednow.Soonafteryousignedthecommissioningconfirmation（调试验收确认书）dated22nd,December,2009,pleasearrangethe

72、remaining10%paymentAccordinglyandsendmethetransfernotice.Waitingforyoursoonreply.Regards,HelenLetter20Translation塔姆：首先，非常感谢贵方对我方技术人员在贵方工厂的逗留期间的热情款待。即便期间发生了一些关于角码的小问题，现已全部得到解决。贵方在2009年12月22日已签下调试验收确认书,请为剩下的付款做出相应的调整并将转账通知单发送给我方。盼早复。海伦谨启 Letter 215.1.2LettersbetweensellerandbuyerTranslationletterLette

73、r21DearHelen,Iamwritingtoconfirmwhetheryouhavereceivedthefinalpayment?Ivealreadypaid.Pleasecontactusifyouhaveanyproblems.Wearethankfulforthesmoothtransactionandhopethatwehavemorechancestocooperateinthenearfuture.ThanksandbestregardsTamLetter21Translation海伦：这封来信是为了确认贵方是否已收到我方最后的货款。我方已进行结算。如有问题，请与我方联系

74、。我方对这次顺利的交易表示感激，并期待我们双方在未来会有更多的机会合作。塔姆谨启 Letter 225.1.2LettersbetweensellerandbuyerTranslationletterLetter22DearTam,Imwritingtoinformyouthatthepaymentwasreceived.Thankyouverymuch.Wedidhaveapleasantdealinthepastfewmonthsandthebusinessrelationbetweenushasbeendevelopingwell.Aquotationsheetisenclosedwit

75、hthisletterforsparepartsoftheplasmacuttingmachine.Pleaseletuscooperateagainifyouareinterestedintheproducts.Regards,HelenLetter22Translation塔姆：这封来信是告知贵方，我方已收到贵方的付款，非常感谢。在过去的几个月，我们双方合作得非常愉快，并且我们双方的业务关系发展得相当顺利。附件是我方附上的对等离子切割机的零件部件的报价单。如果你方对这些产品有兴趣，我方希望能与贵方再次合作。海伦谨启5.2ExportDocumentationCommercial Comme

76、rcial InvoiceInvoiceAnswer of Commercial Invoice5.2.1 Invoice Helen issued it on October 20th , 2009. 5.2ExportDocumentationPacking ListPacking ListAnswer of Packing List5.2.2 Packing List Helen issued it on October 20th, 2009.5.2ExportDocumentationApplication for Application for Certificate of Cert

77、ificate of OriginOrigin Answer of Application for Certificate of Origin 5.2.3 Certificate of Origin Helen applied for it with Invoice and Packing List on October 22th , 2009 ,then got back the certificate next day. 5.2.3(1) Application for Certificate of Origin More information about application for

78、 Certificate of Origin MoreinformationaboutapplicationforCertificateofOrigin1.办理一般原产地证书签证的基本程序企业最迟于货物报关出运前三天前三天向签证机构申请办理原产地证，并严格按签证机构要求，真实、完整、正确地填写以下材料：（1）中华人民共和国出口货物原产地证明书/加工装配证明书申请书一份；（2）中华人民共和国出口货物原产地证明书一式四份；（3）出口货物商业发票；（4）签证机构认为必要的其他证明文件。2.办理出口商品的检验的程序（1）商检机构受理报验。）商检机构受理报验。首先由报验人填写“出境货物报检单”，并提供有

79、关的单证和资料，如外贸合同、信用证、厂检结果单正本等，商检机构在审查上述单证符合要求后，受理该批商品的报验；如发现有不合要求者，可要求申请人补充或修改有关条款。（2）抽样。）抽样。由商检机构派员主持进行，根据不同的货物形态，采取随机取样方式抽取样品。报验人应提供存货地点情况，并配合商检人员做好抽样工作。（3）检验。）检验。检验部门可以使用从感宫到化学分析、仪器分析等各种技术手段，对出口商品进行检验，检验的形式有商检自验、共同检验、驻厂检验和产地检验。（4）签发证书。）签发证书。商检机构对检验合格的商品签发检验证书，或在“出口货物报关单”上加盖放行章。出口企业在取得检验证书或放行通知单后，在规定

80、的有效期内报运出口。3.出口商品的检验注意（1）出境货物最迟应在出口报关或装运前7天报检，对于个别检验检疫周期较长的货物，应留有相应的检验检疫时间；需隔离检疫的出境动物在出境前60天预报，隔离前7天报检；（2）商品检验遵循属地检验属地检验的原则，散装货可在出口港口检验。（3）检验地和报关地不一样不一样时，CIQ出具出境货物换证凭单出境货物换证凭单，检验地和报关地一样时，CIQ出具出境货物通关单。（4）出口商品在报验时，一般应提供外贸合同（或售货确认书及函电）、信用证原本的复印件或副本，必要时提供原件，提供的单据和所需的检验证书根据货物不同而不同。（5）所有报检单要求随附厂检单。（6）向我国商检

81、部门办理报检须取得报检员资格。（7）法定检验检疫货物，除活动物需由口岸检验检疫机构检验检疫外，原则上实施产地检验检疫。5.2ExportDocumentationCertificate of Certificate of OriginOrigin Answer of Certificate of Origin 5.2.3 (2)Certificate of Origin5.2ExportDocumentationApplication Application for Export for Export InspectionInspection Answer of application for

82、 Export Inspection 5.2.4 (1)Application for Export Inspection Helen applied for it on October 22th, together with Certificate of Factory (厂厂检检单单), got back Certificate of Quality/Quantity and Export Customs Clearance Certificate on October 26th , 2009. 5.2ExportDocumentationCertificate of Certificat

83、e of Quality and Quality and Quantity Quantity Answer of Certificate of Quality and Quantity 5.2.4 (2)Certificate of Quality and Quantity 5.2ExportDocumentationExport Export Customs Customs Clearance Clearance CertificateCertificateAnswer of Export Customs Clearance Certificate5.2.4 (3) Export Custo

84、ms Clearance Certificate5.2ExportDocumentationAPPLICATION APPLICATION FOR CARGO FOR CARGO TRANSPORTATTRANSPORTATION ION INSURANCEINSURANCEAnswer of APPLICATION FOR CARGO TRANSPORTATION INSURANCE5.2.5 Insurance Policy Helen applied for insurance and got back Insurance Policy on October 26th, 2009. 5.

85、2.5 (1) APPLICATION FOR CARGO TRANSPORTATION INSURANCE5.2ExportDocumentationInsurance Insurance PolicyPolicy Answer of Insurance Policy 5.2.5(2) Insurance Policy5.2ExportDocumentationBill Bill of of LadingLading Answer of Bill of Lading 5.2.6 Bill of Lading Helen got it back on October 29th , 2009.

86、5.2ExportDocumentationShipping Shipping AdviceAdviceAnswer of Shipping Advice5.2.7 Shipping Advice Helen issued it on October 30th, 2009, and emailed it to the importer. 6.Questions6.1Readthebusinesslettersandseewhataredoneduringtheexecutionofthecontract.请阅读履约阶段的信函，看看在合同的执行过程中发生了什么情况?答案提示：1）在交易条款磋商的

87、过程中，对于付款条款卖方要求30%预付，70%交单后付;而买方要求30%预付，60%交单后付，10%售后安装调试后付。取后者对买方较为有利，可以保证机器的售后服务。2）而在合同履行的过程中，卖方对合同的执行稍嫌慢，但是在信函里面阐述延期交货的理由也比较合理、体面，可为买方接受，最后卖方还向买方推荐了一下与产品有关的零部件。6.2Ifyouaretheexporter,whattradetermswouldyouliketochoose?Why?如果你是出口商，你更愿意选择哪种贸易术语？为什么？答案提示：我们常用的贸易术语有三种：FOB、CFR、CIF。三种贸易术语买卖双方的义务不同。三种贸易术语双方的风险划分界限相同。如果有熟悉的货运代理，方便安排运输，可以涵盖运费。同样，如果有熟悉的保险公司，也可以投保。但是所有的费用都包含在价格当中。7.Self-evaluationAfterpractice,pleasechoosethefaceaccordingtothelevelyouhaveachievedonMindMap2.（goodsosopoor）外贸函电与单证实训教程