外贸英语函电教案

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1、外贸英语函电外贸英语函电外贸英语函电外贸英语函电UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLettersUnitTwoUnitTwoUnitTwoEstablishingBusinessRelationsEstablishingBusinessRelationsEstablishingBusinessRelationsUnitThreeInquiriesandRepliesUnitThreeInquiriesandRepliesUnit

2、ThreeInquiriesandReplies UnitFourOffersUnitFourOffersUnitFourOffersandand Counter-offersCounter-offersUnitFiveOrders,AcceptanceandRejectionsUnitFiveOrders,AcceptanceandRejectionsUnitFiveOrders,AcceptanceandRejectionsUnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContra

3、ctUnitSixSalesConfirmationandPurchaseContract UnitSevenPaymentUnitSevenPaymentUnitSevenPaymentUnitEightTransportandInsuranceUnitEightTransportandInsuranceUnitEightTransportandInsurance UnitNineClaimandSettlementUnitNineClaimandSettlementUnitNineClaimandSettlementUnitTenUnitTenUnitTen FaxandE-mailFax

4、andE-mailFaxandE-mailUnitOneIntroductiontoBusinessLetters（商务信函概论）（商务信函概论）ObjectivesIntroductionFunctionsofBusinessLetters UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) ) toinform,whichreferstoconveyingthevastamountofinformationneededtod

5、ay-to-dayoperationsofthebusiness; toinfluence,whichmeansthatmessagesincludedinabusinesslettershouldalsoinfluencethereadersattitudesandfunctions.CriteriaforBusinessLetters A.COURTESYInourletters,weshouldalwayskeepinmindthepersonwearewritingto,seethingsfromhisangle,visualizehiminhissurroundings,seehis

6、problemsanddifficultiesandexpressideasintermsofhisexperience. B.CORRECTNESSCorrectgrammar,punctuationandspellingarebasicrequirementsforbusinessletterwriting.Also,weshouldchoosethecorrectleveloflanguageanduseaccurateinformationanddatainourletters. UnitOneIntroductiontoBusinessLettersUnitOneIntroducti

7、ontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )CriteriaforBusinessLetters C.CLARITYWeshouldfirstidentifywhatwewanttoexpressandthenexpresstheideainplain,simplewordsandformats. D.COMPLETENESSOurlettersshouldincludeallthenecessaryinformationanddata. E.CONCISENESSWeshouldwriteinthefewestpossi

8、blewordswithoutsacrificingcompletenessandcourtesy. F.CONCRETENESSOurwritingshouldbevivid,specificanddefinite. UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )TheGeneralProceduresforBusinessLetterWriting: 1.Determineourpurposeofwritingace

9、rtainletter. 2.Identifywhothereadersare. 3.Organizethemessage,whichistobecontainedintheletter. 4.Writeadraft. 5.Polishthewriting. UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ElementsofBusinessLettersandTheirPositionsintheLetter: Unit

10、OneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )LetterheadReferenceNumberDateInsideAddressAttentionLineSalutationSubjectLineorCaption_ComplimentaryCloseSignatureEnclosurePostscriptBodyoftheletterAletterheadgenerallycontainsthefollowinginform

11、ation: Thenameofthefirm Itsaddressandpostalcode Faxnumber Internetaddress Telephonenumber Telegraphicandtelexaddress E-mailaddress Trademarkorabriefslogan,etc. UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )EASTERNTEXTILESIMP.&EXP.CO.,L

12、TD.34297ShangchengRoad,Shanghai,ChinaTel:6606811Fax:6507631Http:/E-mail:ExampleoftheFormatsofaLetterhead: UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsoftheLetterheadontheSecondPage: -2-L.A.Brizier&Co.March1,2009 M

13、r.SmithApril16,2009,Page2 Mr.SmithApril16,2009Page2 -Page2-EASTERNTEXTILESIMP.&EXP.CO.,LTD.April16,2009 EASTERNTEXTILESIMP.&EXP.CO.,LTD.2-April16,2009 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofReferenceNumber:

14、 Yourref:ALMOurref:5511/TLDearSirs,DearSirs,Yourref:ALMDearSirs,WerefertoyourletterofNovember12,2004,ref.TY1160 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofDate: 24thMarch,2009 March24th,2009 24March,2009 March2

15、4,2009 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofInsideAddress:Ms.CeciliaGreenSalesManagerABCCompany123BerryDriveMinneapolis,MN55106U.S.A. UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLette

16、rs ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofInsideAddress:VicePresidentMessrs.J.Harvey&Co.66HighStreetAnytown,AY12BFChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesRepublicofChina UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters (

17、 ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofParticularAddressorAttentionLine:ChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023PeoplesRepublicofChinaAttention:Mr.Wang,ExportManager UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论

18、商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofParticularAddressorAttentionLine:P&GCompany24MadisonAvenueColumbus,OH43004U.S.A.AttentionofPualYangBiddle,Sawyer&Co.,Ltd.HaddenHouseFitzroyStreetLondon,SW825DY,EnglandAttentionofExportDepartmentMr.H.A.Donnan,please UnitOneIntroductiontoBusinessLettersUn

19、itOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofParticularAddressorAttentionLine:P&GJohnMorris&Co.,Inc.ATTENTIONOFPURCHASINGMANAGEROSullivanBuildingBaltimore,Maryland,10026U.S.A. UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters (

20、 ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofSalutationandCorrespondingComplementaryClose:SalutationCloseDearSirs,DearSir,DearMesdames,DearMadam,DearSirorMadam,Yoursfaithfully,Yourscordially, ( (formal) )Gentlemen:Trulyyours,Yourstruly,( (formal) )Sir,Madam,Respectfullyyours,Yoursrespe

21、ctfully,DearMr.Morgan:DearJohn:DearMissGreen:DearMrs.Smith:DearMs.White:MydearMrs.( (orMiss.).)Bush:Sincerelyyours,Yourssincerely,( (lessformal) ) UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofSubjectLineorCaption

22、: Subject:ProposeddelayofthedeliveryRe:ProposeddelayofthedeliveryInre:InvoiceNo.1120SUBJECT:ACCOUNTNO.689 UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ProposeddelayofthedeliveryExamplesoftheFormatsofSignature:Yoursfaithfully,( (signat

23、ure) )CathyKurtzMarketingManagerYoursfaithfully,THEINTERNATIONALTRADINGCOMPANY( (signature) )CathyKurtzMarketingManager UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofSignature:Yoursfaithfully,ForCHINANATIONALIMPOR

24、T&EXPORTCO.,LTD.( (signature) )GeorgeMorganYoursfaithfully,PerPro( (orP.P.) )CHINANATIONALIMPORT&EXPORTCO.,LTD.( (signature) )GeorgeMorgan UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofInitials: GB/LZGB:LZ UnitOne

25、IntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExamplesoftheFormatsofEnclosure:2Encls.Encls:2commercialinvoicesEnc.1AttachmentEncl.asstatedEnc.:1B/L1certificateAttachments:2Encl. UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusines

26、sLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ExampleoftheformatofCarbonCopyNotation:c.c.:DalianBranchB.c.c.:Mr.Brown(onthecopyonly)C.C.:JeanKipmanPC:theBankofOsaka,Ltd.,KobetheOsakaChamberofCommerce UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商

27、务信函概论) ) ) )FullBlockFormat: UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )LetterheadDate:_InsideAddress_Salutation:_ComplimentaryClose,SignatureBodySemi-blockFormat: UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLet

28、ters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )LetterheadDate:_InsideAddress_Salutation:_ComplimentaryClose,SignatureBodyConventionalFormat: UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )Letterhead_ ComplimentaryClose,SignatureInsideAddres

29、s_Salutation:Date:_BodyIndentedFormat: UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )LetterheadDate:_InsideAddress_Salutation:_ComplimentaryClose,SignatureBodyFormatofEnvelopeChinaNationalMachineryImport&ExportCorp.Stamp36,JianshanRoad

30、Dalian,116023PeoplesRepublicofChinaP&GCompany24MadisonAvenueColumbus,OH43004U.S.A. UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )ReturnAddressReturnAddressAddressAddressFormatofEnvelopeChinaNationalMachineryImport&ExportCorp.Stamp36,Ji

31、anshanRoadDalian,116023PeoplesRepublicofChinaP&GCompany24MadisonAvenueColumbus,OH43004U.S.A. UnitOneIntroductiontoBusinessLettersUnitOneIntroductiontoBusinessLetters ( ( ( (商务信函概论商务信函概论商务信函概论商务信函概论) ) ) )UnitTwoEstablishingBusinessRelations ( (建立贸易关系建立贸易关系) )ObjectivesIntroductionNewWords&Expression

32、sWritingPrinciplesTheGeneralProceduresforWritingObjectives UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握: :v 寻找潜在客户的方法寻找潜在客户的方法v 要求与对方建立贸易关系的书信的撰写要求与对方建立贸易关系的书信的撰写v 要求建立贸易关系的书信的回复要求建立贸易关系的书信的回复IntroductionCh

33、annelsthroughwhichinformationcanbeobtained: UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )vExhibitionandtradefairsvMediavSelf-introduction（Tradedirectories）vIntroductionfromthirdpartyvInvestigationsandVisitsthirdpartyvChamberofcommercev

34、BanksvBusinessconnectionsvCommercialCounselorsOfficevSubsidiariesorbranches,agentsabroad UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )IntroductionThreepointsusuallycontainedinlettersaimingatestablishingbusinessrelations: UnitTwoEstabli

35、shingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) ) thesourceofinformation theintentionofwritingthisletter abriefintroductionofonesowncompany,including:thebusinessscope,creditstandingorfinancialpositions,productsandservicesthatcanbeprovided,etc.NewWords&E

36、xpressions1. prospectiveadj.潜在的潜在的 可能的可能的 预期的预期的 prospectivebuyers可能的买主可能的买主 prospectivebusinesspartners可能的贸易伙伴可能的贸易伙伴2.tradingpartner贸易伙伴贸易伙伴orbusinesspartner UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )3.intendv.想要想要, , 打算后常接动词不定式打算

37、后常接动词不定式e.g.Theyintendtoplaceanorderwithyou.他们打算跟贵方订货。他们打算跟贵方订货。Weintendtoextendourbusinessactivities.我们打算扩大我们的业务范围。我们打算扩大我们的业务范围。NewWords&Expressions4.enquirev.询问询问 e.g.Wewouldliketoenquirewhetheryoucansupplythefollowingitems.我们想询问一下，贵公司能否提供下列商我们想询问一下，贵公司能否提供下列商 品。品。 UnitTwoEstablishingBusinessRela

38、tionsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )enquireinto调查调查e.g.Thebuyerclaimedthatthegoodsweredamagedintransit,butwemustenquireintothismatterourselves.买方声称货物在运输过程中被损坏了，但是买方声称货物在运输过程中被损坏了，但是我们必须亲自调查这件事情。我们必须亲自调查这件事情。NewWords&Expressionsenquireabout询问关于某事询问关于某事e.g.Th

39、eysentusaletter,enquiringaboutthemarketconditionhere. 他们给我们发来了一封信，询问这里的市场他们给我们发来了一封信，询问这里的市场状况。状况。 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )enquireofsb.aboutsth.询问某人某事询问某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoo

40、ds.史密斯先生询问出口商他们的产品质量如何。史密斯先生询问出口商他们的产品质量如何。NewWords&Expressions UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )5. cataloguen.目录目录quotationn.报价，报价单报价，报价单pricelistn.价目表价目表NewWords&Expressions6. cooperationn.合作，协作合作，协作cooperatev.合作，协作合作，协作e

41、.g. Letscooperatewitheachotherforour mutualbenefits. 为了我们双方的利益，让我们合作吧。为了我们双方的利益，让我们合作吧。 Ineedyourcooperationinthismatter.在这件事情上，我需要你的合作。在这件事情上，我需要你的合作。 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )petitiveadj.竞争的，有竞争力的竞争的，有竞争力的e.g.Ifyo

42、urpricesarecompetitive,wewouldplaceanorderwithyou. 如果你们的价格有竞争力，我们就跟你们订如果你们的价格有竞争力，我们就跟你们订货。货。NewWords&Expressions8.volumeadj.大量的大量的e.g.volumeorders大宗订单大宗订单 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )NewWords&Expressions10.incomplianc

43、ewith按照按照 e.g. Incompliancewithyourrequest,weare sendingyouoursamplesbyair.应你方要求，我们用航空邮件给你们寄去了应你方要求，我们用航空邮件给你们寄去了 我们的样品。我们的样品。 comply(v.)with按照，与按照，与相符，遵守，满相符，遵守，满足足9.enterintobusinessrelations建立贸易关系建立贸易关系 还可以用：还可以用：setupopenupestablishbusinessrelationsorbuildupbusinessconnections UnitTwoEstablishin

44、gBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )NewWords&Expressionse.g. Itisnecessaryforyoutocomplywithourpackingrequirement. 你方必须满足我们的包装的要求。你方必须满足我们的包装的要求。WeregretthatwecannotcomplywithyourrequestforadvancingshipmenttoMay. 很遗憾，我们不能满足你方将装货期提前很遗憾，我们不能满足你方将

45、装货期提前到到5月份的要求。月份的要求。 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )NewWords&Expressions11.underseparatecover另函，用另外一封信另函，用另外一封信e.g. Wehavesentyouunderseparatecoverarangeofpamphletsforyourinformation.我们另函给你们寄去了一系列的小册子供我们另函给你们寄去了一系列的小册子供你们

46、了解情况。你们了解情况。12.takethisopportunityto( (后接动词原型后接动词原型) )利用这利用这个机会做个机会做还可以说还可以说takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g. Wetakethisopportunitytoexpressourgreat appreciationforyourcooperation.借此机会，对于您的合作，我们深表感谢。借此机会，对于您的合作，我们深表感谢。 UnitTwoEstablishingBusinessRelationsUnitTwoEst

47、ablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )NewWords&Expressions13.withaviewto着眼于，意着眼于，意为目的，考虑到为目的，考虑到 e.g.Weavailourselvesofthisopportunitytowritethisletterwithaviewtoenteringintobusinessrelationswithyou. 我们利用这个机会给你们写信，目的就是我们利用这个机会给你们写信，目的就是想跟你们建立贸易关系。想跟你们建立贸易关系。 UnitTwoEstablis

48、hingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )NewWords&Expressions14.dealin从事，经营从事，经营=handlev.经营经营dealwith跟跟做生意做生意e.g. Wehavedealtintheexportofwashingmachinesforbouttenyears.我们从事洗衣机出口已经有很多年了。我们从事洗衣机出口已经有很多年了。Wehandletheimportandexportbusinessofchemica

49、lproducts.我们经营化工产品的进出口业务。我们经营化工产品的进出口业务。Wewishtodealwithyouinthisline.我们希望在该行业与你们做生意。我们希望在该行业与你们做生意。 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )NewWords&Expressions15.airmailv.用航空邮件邮寄用航空邮件邮寄n.航空邮件航空邮件e.g. Pleasesentusyourlatestcatalo

50、guebyairmail.=Pleaseairmailusyourlatestcatalogue. 请用航空邮件给我们寄来你们最新的目请用航空邮件给我们寄来你们最新的目录。录。 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )WritingPrinciples1篇幅篇幅简短简短Writeshortletternomorethanonepage2语言语言礼貌、谦逊、诚恳礼貌、谦逊、诚恳Inpolitelanguage,with

51、courteousandsincereattitude.3内容与技巧内容与技巧直、夸、表直、夸、表 UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )TheGeneralProceduresforWriting:1.信息来源或渠道信息来源或渠道信息来源或渠道信息来源或渠道WehaveobtainedyounameandaddressfromWehaveobtainedyounameandaddressfromYourfirmh

52、asbeenrecommendedtousbyYourfirmhasbeenrecommendedtousbyThroughtheThroughthe（byby）courtesyof,wecometocourtesyof,wecometoknowyournameandaddress.knowyournameandaddress.WeoweyournameandaddresstoWeoweyournameandaddressto UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关

53、系建立贸易关系建立贸易关系建立贸易关系) ) ) )Weareindebtedtoforyournameandaddress.Weareindebtedtoforyournameandaddress.YournameandaddresshasbeengiventousbyYournameandaddresshasbeengiventousbyWearegiventounderstandthatWearegiventounderstandthatOntherecommendationof,wehavelearnedOntherecommendationof,wehavelearnedwithpl

54、easurewithpleasureWehavelearned,from,thatWehavelearned,from,thatWeunderstandfromthatWeunderstandfromthat UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )2.2.意图意图意图意图WearenowwritingyoufortheestablishmentofWearenowwritingyoufortheestablishm

55、entofbusinessrelations.businessrelations.WeapproachyoutodayinthehopeofWeapproachyoutodayinthehopeofWetakelibertyofwritingtoyouwithaviewtoWetakelibertyofwritingtoyouwithaviewtobuildingupbusinessrelationsbuildingupbusinessrelationsThepurposeofthisletteristoexploretheThepurposeofthisletteristoexploreth

56、epossibilitiesofpossibilitiesofWeareinterestedinthepossibilityofWeareinterestedinthepossibilityofWehavethepleasureofintroducingourselvestoWehavethepleasureofintroducingourselvestoyouwiththehopethatyouwiththehopethat UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关

57、系建立贸易关系建立贸易关系建立贸易关系) ) ) )3.3.自我介绍自我介绍自我介绍自我介绍OurcompanyOurcompanydealswithdealswiththeimportandexportoftheimportandexportofWespecializeintheexportationofWespecializeintheexportationofWeareoneofthelargestimportersinourWeswithintheframeofourbusinesscomeswithintheframeofourbusinessactivities.activitie

58、s. UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )4.4.资信调查资信调查资信调查资信调查OurbankersaretheBankofTheycanprovideOurbankersaretheBankofTheycanprovideyouinformationaboutourbusinessandfinances.youinformationaboutourbusinessandfinances.Forourcredi

59、tstanding,pleaserefertotheForourcreditstanding,pleaserefertothefollowingbank:followingbank:Astoourstanding,wearepermittedtomentionAstoourstanding,wearepermittedtomentiontheBankof,asareferencetheBankof,asareference UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建

60、立贸易关系建立贸易关系建立贸易关系) ) ) )5.5.请求与愿望请求与愿望请求与愿望请求与愿望ItwillbeagreatpleasuretoItwillbeagreatpleasuretoWeshallappreciateitifyouwouldWeshallappreciateitifyouwouldItwillbegreatlyappreciatedifyouwouldItwillbegreatlyappreciatedifyouwouldWeshouldbehighlyobligedifyoucouldWeshouldbehighlyobligedifyoucouldPleasele

61、tushavePleaseletushavePleasesubmittogetherwithPleasesubmittogetherwith UnitTwoEstablishingBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )PleasefurnishuswithPleasefurnishuswithWearelookingforwardtoyourWearelookingforwardtoyourfavourablefavourableandandpromp

62、tprompt（earlyearly）reply.reply.Wehopeyouwillgiveusanearlyreply.Wehopeyouwillgiveusanearlyreply.YourYourfavourablefavourablereplywillbehighlyappreciated.replywillbehighlyappreciated.YourpromptYourprompt（immediateimmediate）replywillbegreatlyreplywillbegreatlyappreciated.appreciated. UnitTwoEstablishin

63、gBusinessRelationsUnitTwoEstablishingBusinessRelations( ( ( (建立贸易关系建立贸易关系建立贸易关系建立贸易关系) ) ) )UnitThreeInquiriesandReplies( (询盘及回复询盘及回复) )ObjectivesIntroductionNewWords&ExpressionsWritingPrinciplesObjectivesUnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )通过本章的学习，帮助学生掌握

64、通过本章的学习，帮助学生掌握: :v 询询盘的定义及种类盘的定义及种类v 询盘信函的撰写询盘信函的撰写v 询盘信函中常用的专业词汇及句型询盘信函中常用的专业词汇及句型 IntroductionAninquiryisarequestforinformation.Intheinternationalbusinesstheimportermaysendaninquirytoanexporter,invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationabouttheseg

65、oods. Definitionofaninquiry:UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )IntroductionInaGeneralInquiry( (一一般般询询盘盘) ),theimportermayaskonlyforcatalogues,pricelists,samples,samplebooks,orquotations,etc.,inordertogetageneralideaofthebusinessscopeoftheexporter.InaSpec

66、ificInquiry( (具具体体询询盘盘) ),the importerpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem.Generallyspeaking,inquiriesfallintotwocategories:aGeneralInquiryandaSpecificInquiry.UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )Introduction1. State the sou

67、rce of the information and make a self-introductionatthebeginningoftheletter.2. Statethepurposeofwritingtheletter.Forexample,thewritermayexplaintotherecipientwhathewants,giveadescriptionorspecificationofthegoodsherequiresorexpresshiswillingnesstoenterintobusinessrelationswiththerecipient,etc.3. Endt

68、heletterbyexpressingtheexpectationforanearlyreply.Thefollowingstructuremaybereferredtoinwritinganinquiry:UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions1. inquiry( (enquiry) )n.询盘，询价询盘，询价 make( (or:send,give,fax) )sb.aninquiryfor sth.向某人询购某种商品向某人

69、询购某种商品 Wethankyouforyourinquiryforsunflower seeds.我们感谢你方有关向日葵籽的询盘。我们感谢你方有关向日葵籽的询盘。 Uponreceiptofyourspecificinquiry,weshall sendyouourquotationsandsamples.一一收收到到你你方方具具体体询询盘盘，我我方方立立即即给给你你方方寄寄出出我我方方的的报价及样品。报价及样品。Atpresent,therearelargeinquiriesforour“Cool”BrandAirConditionerinourmarket. 目前，我们市场有大量对我目前

70、，我们市场有大量对我“凉爽凉爽”牌空调的询盘。牌空调的询盘。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressionsinquirev.询价，询购，询问询价，询购，询问inquireforsth.询购某种商品询购某种商品ThankyouforyourletterofSeptember1inquiringfor3,000m/tsNortheastRice.感谢你方九月一日询购三千公吨东北大米的来信。感谢你方九月一日询购三千公吨东北大米的来信。Thelad

71、iespajamasyouareinquiringforarenowoutofstock.你方现询价的女士睡衣没货。你方现询价的女士睡衣没货。Weareinquiringaboutthesupplyofsugarandcoffee.我方正在询购糖和咖啡的货源。我方正在询购糖和咖啡的货源。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions2. beinterestedin对对( (某商品某商品) )有兴趣，有兴趣， 常用以表示有意购买某种商品，是

72、打算购买常用以表示有意购买某种商品，是打算购买 某种商品的初步表示。某种商品的初步表示。WeareinterestedintheimportofChinesesilkneckties.我们对进口中国丝绸领带感兴趣。我们对进口中国丝绸领带感兴趣。TheyhavecustomerswhoareinterestedinyoursixdesignsofOrnamentalCloth.他们有客户对你方六种图样的装饰布感兴趣。他们有客户对你方六种图样的装饰布感兴趣。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及

73、回复询盘及回复) )NewWords&Expressionsbeinterestedtodosth.对做某事感兴趣对做某事感兴趣They are interested to export Hand-Embroidered SilkScarf.他们对出口手绣丝围巾感兴趣。他们对出口手绣丝围巾感兴趣。interestn.兴趣兴趣We have/take/feel no interest in the terms of paymentonD/Abasis.我们不想用我们不想用D/A的付款条件。的付款条件。interestv.使使感兴趣感兴趣Thegarmentsondisplayatthefairw

74、ereattractive,especially their fashionable styles interested the visitorsverymuch.交交易易会会上上展展出出的的服服装装很很吸吸引引人人，特特别别是是时时尚尚的的款款式式令参观者非常感兴趣。令参观者非常感兴趣。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions3.quotequotev.报价报价quotesb.apricefor( (or:on) )sth.报给某人

75、某种商品的价格报给某人某种商品的价格Pleasequoteusyourlowestpricesforpersonalcomputers.请报个人电脑的最低价。请报个人电脑的最低价。WequotedthisarticleatUS$278percase.这种商品每箱报价二百七十八美元。这种商品每箱报价二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.请报一千件皮夹克的最好大连船上交货价。请报一千件皮夹克的最好大连船上交货价。UnitThreeInquiriesandRepl

76、ies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions4. marketmarketn.市场，行市市场，行市cometothemarket上市上市findamarket找销路找销路agood( (poor) )market畅销畅销( (滞销滞销) )inthemarketfor要购买要购买anadvancingmarket市场上涨市场上涨abriskmarket市场活跃市场活跃astrongmarket市场坚挺市场坚挺UnitThreeInquiriesandReplies(UnitThreeIn

77、quiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&ExpressionsTheyareinthemarketfortable-clothandpillowcases.他们要购买桌布和枕头套。他们要购买桌布和枕头套。Pleasekeepusinformedofthesupplyanddemandpositioninyourmarket.请随时告知你处市场的供求状况。请随时告知你处市场的供求状况。Themarketisstrengthening.行情在上涨。行情在上涨。marketv.推销，销售，在市场上出售推销，销售，在市场上出售Thereisn

78、odifficultyinmarketingthesetraditionalproductsintheSoutheastAsianmarket.在东南亚市场推销这些传统产品不会有困难。在东南亚市场推销这些传统产品不会有困难。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&ExpressionsInordertomeetyourneedsinmarketing,wetake this opportunity to recommend “ GoodLuck”Brand

79、ElectricFans.为满足你方销售需求，我方借此机会向你方为满足你方销售需求，我方借此机会向你方推荐推荐“好运好运”牌电风扇。牌电风扇。marketableadj.适销对路的，可销的适销对路的，可销的Thegoodsarenotmarketableinourareaatthepriceyouquoted.按你方报价，这种产品在我们地区没有销路。按你方报价，这种产品在我们地区没有销路。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions5.

80、placev.发出，置于，售出发出，置于，售出Ifthequalityofyourgoodsisgoodandthepriceisacceptabletous,wewillplacealargeorderwithyou.如你方产品质量好，价格可接受，我们将与如你方产品质量好，价格可接受，我们将与你方大量订货。你方大量订货。Weregretthatourcustomershaveplacestheirorderselsewhere.很遗憾我方的客户在其他地方已经订货了。很遗憾我方的客户在其他地方已经订货了。UnitThreeInquiriesandReplies(UnitThreeInquiri

81、esandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions6. ordern.订单订单place( (or:make,send) )anorderforsth.订购某项货物订购某项货物Ifyourpriceisinline,wewillsendyouanorderfor1,000sets.如果你方价格与市价相符，我方将订购如果你方价格与市价相符，我方将订购1000台。台。Pleaseseetoitthattheorderisshippedwithinthestipulatedtime.请务确保此订单在规定的时间内装运。请务确保此订单在规定的

82、时间内装运。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressionsorderv.订购，订订购，订( (货货) )Ifyouallowus5%discount,wewillorder5,000dozen.如果你方给予如果你方给予5%的折扣，我方将订购的折扣，我方将订购5000打。打。Canyousupplythegoodsfromstockifweorderimmediately?如果我方立即订货，你方能有现货供应吗？如果我方立即订货，你方能有现货供

83、应吗？UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressionsinorder整齐无误，妥当整齐无误，妥当Wouldyoupleasesignandreturnonecopyforourfileifyoufindeverythinginorder?如果你方觉得一切妥当能否签署且返回一份如果你方觉得一切妥当能否签署且返回一份供我方存档？供我方存档？ingood( (bad) )order情况良好情况良好( (不好不好) )Thegoodshavearri

84、vedingoodorder.这些货完好无损地抵达。这些货完好无损地抵达。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions7. beinapositiontodosth.能够能够benotinaposition/innopositiontodosth.不能做某事不能做某事beinagoodpositiontodosth.很有能力做某事，完全能做某事很有能力做某事，完全能做某事beinadifficultpositiontodosth.很难做某

85、事很难做某事UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&ExpressionsWeareverysorrytosaythatwearenotinapositiontoagreeonyourcounter-offer.很抱歉告之我方不能同意你方的还盘。很抱歉告之我方不能同意你方的还盘。Weareinapositiontoofferyou50metrictonsofsoybean,FAQ,2002crop.我方可以报给你方五十公吨大豆，我方可以报给你方五十公吨大豆

86、，2002年收年收成的大路货。成的大路货。Weareinagoodpositiontomeetyourrequirements.我们完全可以满足你方的需求。我们完全可以满足你方的需求。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions8. discountn.折扣，折价，贴现折扣，折价，贴现 allow( (or:give,make,grant) )%discountoff( (on) )thepricesofgoods按货价给予按货价给予%的

87、折扣的折扣Theymake20%discountforcashpayment.现金付款，他们予以八折优待。现金付款，他们予以八折优待。atadiscount低于正常价格，打折扣低于正常价格，打折扣( (货物货物无销路无销路) )Theproductsaresellingatadiscount.该产品正以低价销售。该产品正以低价销售。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions9. competitiveadj.有竞争力的有竞争力的comp

88、etitiveprice有竞争力的价格有竞争力的价格competitivepower 竞争能力竞争能力competevi.竞争竞争WehavetocompetewithalotofsuppliersforEuropeanmarket.我们要与很多供货商竞争欧洲市场。我们要与很多供货商竞争欧洲市场。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressionscompetitionn.竞争竞争Thosewhocanmaketheirfitforcustome

89、rsneedswillsurviveinthecompetition.那些产品适合消费者需要的企业才能在竞争中生那些产品适合消费者需要的企业才能在竞争中生存。存。competitorn.竞争者，竞争对手竞争者，竞争对手Thesuperiorquality,attractivedesignandfavorablepriceoftheirproductswillenablethemtodefeatthecompetitors.他们产品的优良质量，诱人的设计，合理的价格他们产品的优良质量，诱人的设计，合理的价格将使他们击败竞争对手。将使他们击败竞争对手。UnitThreeInquiriesandRe

90、plies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions10.referv.谈到，谈及，参考；提交；参阅谈到，谈及，参考；提交；参阅refertosb.forsth.向某人打听向某人打听( (查询查询) )某事某事e.g.WereferyoutoourletterofOctober1.请你方参阅我们请你方参阅我们10月月1日的函。日的函。referencen.谈到，谈及；参考；查询谈到，谈及；参考；查询e.g.ReferenceismadetoyourletterofMay5.兹提及你方兹提及你

91、方5月月5日的来信。日的来信。Acopyofourfeasibilitystudyreportwillbesenttoyouforyourreference.我们将寄送一份可行性研究报告供你方参考。我们将寄送一份可行性研究报告供你方参考。With( (in) ) referenceto关于关于UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions11.contactv.t.与与联系，与联系，与接洽接洽( (和和approach同义，但被动语态用同义

92、，但被动语态用approach较多较多) )。e.g.Pleasecontact( (approach) )usagain.请再与我们联系。请再与我们联系。contactn.联系，交往联系，交往e.g.Wehavebeenincontactwiththatcompanyfornearlytwoyears.我们与那家公司有近两年的交往。我们与那家公司有近两年的交往。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )NewWords&Expressions12.availableadj.

93、可利用的，可供应的，可得到可利用的，可供应的，可得到的的( (做定语时前置后置均可，后置较为常用做定语时前置后置均可，后置较为常用) )。commoditiesavailableforexport供出口的商品供出口的商品notavailable缺货缺货TheonlyopportunityavailablenowistheHarbinFair.目前唯一的机会就是哈尔滨交易会。目前唯一的机会就是哈尔滨交易会。Wearesendingyouundercoveracatalogcoveringthegoodsavailableatpresent.随函附上一份我方目前可供之货的目录单。随函附上一份我方目

94、前可供之货的目录单。UnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )vLetterofInquiriesvLetterofRepliesWritingPrinciplesUnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )WritingPrinciples1简明扼要简明扼要2告知渠道告知渠道3阐述具体要求但不承诺购买意向阐述具体要求但不承诺购买意向4强调你需要信息的重要性强

95、调你需要信息的重要性5对疑问请对方明确回复对疑问请对方明确回复6礼貌、谦和礼貌、谦和LetterofInquiriesUnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )WritingPrinciples1及时、认真及时、认真2能满足能满足尽快回复尽快回复3能满足部分能满足部分先告知能做到多少，后解释不先告知能做到多少，后解释不能能4不能满足不能满足先表示感谢，后抱歉，并区别情先表示感谢，后抱歉，并区别情况处理况处理LetterofRepliesUnitThreeInquiriesan

96、dReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )WritingPrinciplesThankyouforyourenquiry.Wearesorrythatwehavenostockatpresent.如暂时无货，可在交货期上做文章如暂时无货，可在交货期上做文章CouldyouacceptdeliveryinJulyorSeptember?推荐类似的产品推荐类似的产品MayIdrawyourattentiontoitem14?请对方看看商品目录请对方看看商品目录Perhapsyoudliketoglancethrough

97、ourcatalogue.LetterofRepliesUnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )5如有必要，可多介绍公司和产品如有必要，可多介绍公司和产品6附带寄宣传材料，强调买方兴趣点附带寄宣传材料，强调买方兴趣点WritingPrinciplesLetterofRepliesUnitThreeInquiriesandReplies(UnitThreeInquiriesandReplies(询盘及回复询盘及回复询盘及回复询盘及回复) )UnitFourOffers&Cou

98、nter-offers ( (发盘与还盘发盘与还盘) )ObjectivesIntroductionNewWords&ExpressionsObjectivesUnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) 1.发盘与还盘的含义发盘与还盘的含义 2.发盘与还盘信的撰写发盘与还盘信的撰写通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握:IntroductionAnofferisaformalpresentationofthegoodstobesupp

99、liedonthetermsspecifiedthereinforthebuyersacceptance.Definitionofanoffer:UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) Introduction Afirmoffer( (实实盘盘) )Afirmofferisadefinitepromisetosellgoodsatthestatedprices,usuallywithinastatedperiod of time. The ter

100、ms stated in a firm offer isbindingonthesellersiftheyareacceptedbythebuyerswithinitsvalidity.Inafirmoffer,anexactdescriptionof the goods, the time of shipment and the mode ofpaymentshouldbeincluded.Anon-firmoffer(虚虚盘盘)Unlikeafirmoffer,anon-firm offer is not binding upon the sellers. In otherwords,an

101、on-firmoffercanbewithdrawnorchangedbythesellers.Intheinternationalbusiness,offerscanbedividedintotwokinds:UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) Introduction Aquotationisnotan“offer”inthelegalsense.It is just an indication of price withoutcontra

102、ctual obligation and subject to changewithoutpreviousnotice.Thedifferencebetweenanofferandaquotation:UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) Introduction1. Open the letter by expressing thanks for theinquiry,ifany.2.Explainthedetailsofbusinesscon

103、ditions,suchas name of commodities, quality, quantity,specifications, unit price, type of currency,packing condition, date of delivery, terms ofpayment,discount,etc.3.Endtheletterinthewaythatencouragestheinquirers to place an order or give an earlyreply.Asatisfactoryletterconcerninganofferorquotatio

104、ncanbewritteninthefollowingway:UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) Writingprinciplesofanoffer1induecourse2definitelyandaccurately3allthetradeterms4validity5TostressthepartofthecommodityworthsayinghighIntroductionUnitFourOffers&Counter-offersU

105、nitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) Thisofferisfirm(valid,open,goodThisofferisfirm(valid,open,good，effective,effective,available)fordaysavailable)fordaysThisofferwillremain(be)effectiveuntilThisofferwillremain(be)effectiveuntilThisofferissubjecttoyourreplyhere(reachingThi

106、sofferissubjecttoyourreplyhere(reachingus)by11:00am,Beijingtime,Friday,August10.us)by11:00am,Beijingtime,Friday,August10.Wemakeyouanofferasfollows,providedyourWemakeyouanofferasfollows,providedyourreplyreachesuswithin10daysfromtoday.replyreachesuswithin10daysfromtoday.ValidityofAnOfferUnitFourOffers

107、&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) IntroductionAcounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.Definitionofacounter-offer:UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发

108、盘与还盘发盘与还盘发盘与还盘) ) ) ) 1.Opentheletterbythankingtherecipientforhisoffer.2.Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.3.Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.4.Closetheletterbyexpressingexpectationsforafavorablereply.Lettersi

109、ncludingacounter-offercanbewritteninthefollowingstructure:IntroductionUnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) Writingprinciplesofancounter-offer1polite2Listtheconditionsyoudontacceptandreasons3suggestionsIntroductionUnitFourOffers&Counter-offersU

110、nitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions1. offer offern.报盘，报价报盘，报价 make ( (or:give,send) )sb. an offerfor( (or:on) )sth.报给某人某种商品报给某人某种商品Wearemakingyouanofferfor( (or:on) )300gross“Chunghua”BrandPencilsatStg.3.1pergrossCIFLondon.现现报报三三百百罗罗“中中华华”牌牌铅铅笔笔，每每罗罗成

111、成本本加加运运费费、保险费到伦敦价三点一英镑。保险费到伦敦价三点一英镑。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&ExpressionsWearepleasedtohavereceivedyourofferformensshirts.我方很高兴收到你方男式衬衫的报盘。我方很高兴收到你方男式衬衫的报盘。offerv.报盘，报价，给予，提供报盘，报价，给予，提供offersb.sth.报给某人某种商品报给某人某种商品Wewilladvi

112、seyouonceweareinapositiontooffer.一俟我们能报盘，当即告知你方。一俟我们能报盘，当即告知你方。For quantity of 5,000 dozen, we can offer adiscountof5%.数量达到数量达到5000打，我方给打，我方给5%折扣。折扣。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions2.informinformv.通知，告知通知，告知informsb.of

113、sth.orinformsb.thatkeepsb.informed(advised/posted)ofsth.随时告之某人某事随时告之某人某事UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&ExpressionsPleasekeepusinformedofthesupplypositioninyourmarket.请随时告知你处市场的供应情况。请随时告知你处市场的供应情况。Weshallinformyouofthedateofsaili

114、ng.我方将通知你方开航日期。我方将通知你方开航日期。Toourregret,weareinformedthatourpricescantmatchthemarketlevel.遗憾的是，我方被告之价格与市场不符。遗憾的是，我方被告之价格与市场不符。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions3.covercoverv.包包括括；购购进进；负负担担支支付付(开开支支等等)；弥弥补补(损损失等失等)Referenc

115、e is made to the goods covered by yourOrderNo.256.兹谈及你方兹谈及你方256号订单项下的货物。号订单项下的货物。AcheckforUS$185,000isenclosedtocover100m/tsofSWCSugar.随随附附一一张张十十八八万万五五千千美美元元的的支支票票，用用以以支支付付100公公吨的高级白砂糖货款。吨的高级白砂糖货款。Tocoveryourlosscausedbyouroversight,weagreetogiveyoua5%discountofftheprice.为为弥弥补补因因我我方方的的疏疏忽忽而而给给你你方方造造

116、成成的的损损失失，我我方方同同意在价格上给予你方百分之五的折扣。意在价格上给予你方百分之五的折扣。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressionscoveringadj.有关的；关于有关的；关于Please see to it that the covering L/C is openedwithoutdelay.务请尽快开立有关信用证。务请尽快开立有关信用证。WeareinreceiptofyourE-mailda

117、tedAugust28coveringlightindustrialproducts.我方收到你方我方收到你方8月月28日关于轻工产品的日关于轻工产品的E-mail.UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions4. supplyn.供应，供给；供应，供给；( (pl.) )供应物，供给物供应物，供给物supplyexceedsdemand供过于求供过于求Owningtotheshortageofrowmateri

118、als,thegoodsareoutofsupplyatpresent.由于原料短缺，此货目前已脱销。由于原料短缺，此货目前已脱销。Newsuppliesofalarmclockwillarrivenextmonth.闹钟的新货下周可到。闹钟的新货下周可到。supplyvt.供给，供应供给，供应supplysb.withsth;supplysth.tosb.向某人供应某物向某人供应某物UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Exp

119、ressionsWearepleasedtosaythatwecansupplyyouwithallthegoodslistedinyourletterofApril7.欣欣然然告告知知你你方方四四月月七七日日来来函函中中所所列列的的各各种种商商品品，我我方均可供应。方均可供应。Ifyoucansupplyuswiththeproductswithinoneweek,pleasefaxusimmediately.如能在一周内提供这种产品，请即传真告知。如能在一周内提供这种产品，请即传真告知。suppliern.供应商，供货商供应商，供货商Supplierandpurchaserarethetw

120、ocounterpartsinatransaction.供货方与购货方是一笔交易中两个不同的当事人。供货方与购货方是一笔交易中两个不同的当事人。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions5. enclosev.t.把把封入，随函附寄封入，随函附寄Weencloseacopyofournewpricelist.随函附寄去我方的新价目表一份。随函附寄去我方的新价目表一份。Pleaserefertothepricel

121、istenclosedwithourletterofJuly8.请查收附在请查收附在7月月8日信内的价目表。日信内的价目表。Enclosedpleasefindsomesamplecuttings.随函附寄一些剪样，请查收。随函附寄一些剪样，请查收。过去分词过去分词enclosed可作名词用，前面加定冠词。可作名词用，前面加定冠词。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&ExpressionsWebelieveyouwillfin

122、dtheenclosedinteresting.我方相信你方对所附之件会感兴趣。我方相信你方对所附之件会感兴趣。enclosuren.附附件件( (信信内内有有附附件件时时，常常用用缩缩写写Encl.或或Enc.注明于信末左下角注明于信末左下角) )。We thank you for your letter of April 10 withenclosures.感谢你方感谢你方4月月10日来信及附件。日来信及附件。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) )

123、 ) NewWords&Expressions6. taketheadvantageof利用利用WeregretthatwecannottakeadvantageofyourofferdatedJuly8.很遗憾我方无法利用你方很遗憾我方无法利用你方7月月8日的报盘。日的报盘。Wehopetotakeadvantageofthisopportunitytobuildupmoretradechannels.我们希望利用这次机会建立更多的贸易渠道。我们希望利用这次机会建立更多的贸易渠道。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offe

124、rs ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions7.anticipatev.t.盼盼望望，期期望望，后后接接名名词词，动动名名词词或或that引导的从句。引导的从句。e.g.Weanticipateyouracceptance.盼望你方接受。盼望你方接受。Weanticipatehearingfromyouagain.我们期待再接到你方的来信。我们期待再接到你方的来信。Weanticipatethatdemandislikelytoincrease.我们预料需求可能增加。我们预料需求可能增加。UnitFourOffers&Co

125、unter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions8. enterinto达成，进入，签订达成，进入，签订Wewouldliketoenterintobusinessrelationswithyou.我们愿意与贵公司建立贸易关系。我们愿意与贵公司建立贸易关系。Throughdaysdiscussionswehaveenteredintotheagreement.经过数天谈判，终于达成了协议。经过数天谈判，终于达成了协议。UnitFourOffers&C

126、ounter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions9. confirmationn.确认，证实确认，证实PurchaseConfirmation购货确认书购货确认书SalesConfirmation销售确认书销售确认书Yourearlyconfirmationwillbenefitbothofus.早日确认将对你我双方都有利。早日确认将对你我双方都有利。confirmv.t.确认，证实，确定确认，证实，确定Pleasewritetoconfirmyo

127、urreservation.请来信确认一下您所预订的项目。请来信确认一下您所预订的项目。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions1. counter-offer还盘，是外贸业务用语，指受盘还盘，是外贸业务用语，指受盘人对收到的报盘提出修改条件。该词可作动词人对收到的报盘提出修改条件。该词可作动词或名词。或名词。Ifourofferisnotacceptable,pleasefaxyourbestcounter

128、-offer.如果不能接受我方报盘，请发传真告知你方最如果不能接受我方报盘，请发传真告知你方最好的还盘。好的还盘。Thepriceyoucounter-offeredisunreasonable.你方还盘价格不合理。你方还盘价格不合理。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions2. concludev.达成，缔结达成，缔结( (条约等条约等) )；决定；决定Britainconcludedatradeagree

129、mentwithChina.英国和中国签署了贸易协定。英国和中国签署了贸易协定。Oncethepricehadbeenagreed,adealwasquicklyconcluded.价格一经商定，交易很快就达成了。价格一经商定，交易很快就达成了。WehaveconcludedatransactionwithABCCompanyonawidevarietyoflightindustrialproducts.我们与我们与ABC公司就多种轻工业品达成了交易。公司就多种轻工业品达成了交易。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offer

130、s ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressionsconclusionn.结束，议定，结论结束，议定，结论Theydecidedtobringthenegotiationtoaspeedyconclusion.他们决定尽快结束谈判。他们决定尽快结束谈判。Wehavecometotheconclusionthatitwouldbeunnecessarytoimportamachineatsuchahighprice.结论是没有必要进口价格如此高的机器。结论是没有必要进口价格如此高的机器。UnitFourOffers&Counter-

131、offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions3. validadj.有效的有效的Theoldpricelistisvaliduntilthe31August.旧价格单有效期至旧价格单有效期至6月月31日止。日止。TheL/CisvaliduptotheendofDecember.该信用证有效期至该信用证有效期至12月末。月末。Theofferisvalidforthreeweeks.该报盘有效期为三个星期。该报盘有效期为三个星期。validityn.有效有效

132、The agreement shall become null and voidautomatically upon expiration of its term of validity.本协议期满后自动无效。本协议期满后自动无效。Thetermofvalidityisoneyear.有效期为一年。有效期为一年。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions4. limitn.&v.限价限价 limitaprice

133、;givealimit限价限价 buy(sell)atlimit限价买进（卖出）限价买进（卖出） buybelowlimit低于限价买进低于限价买进 sellabovelimit高于限价卖出高于限价卖出 exceedalimit超过限价超过限价UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions5. obtainv.得到，获得得到，获得Wewishtoobtainfirst-handinformationaboutyou

134、rmarket.我们需要有关你处市场的第一手资料。我们需要有关你处市场的第一手资料。Weobtainknowledgethroughpractice.我们通过实践获得知识。我们通过实践获得知识。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions6. reducev.减少，降低减少，降低reduceapriceby将价格降低多少将价格降低多少reduceapriceto将价格降低到多少将价格降低到多少To meet yo

135、ur request, we are prepared toreduceourfreightby3%.为为满满足足你你方方要要求求，我我方方准准备备将将运运费费降降低低百百分分之之三。三。To be more competitive, you should try toreduce your price to the bottom withoutsacrificingthequality.为为了了更更有有竞竞争争力力，你你方方应应尽尽量量在在不不影影响响质质量量的的前提下将价格降至最低。前提下将价格降至最低。UnitFourOffers&Counter-offersUnitFourOffers

136、&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressionsreductionn.减少，降低减少，降低makeareductionof%inprice把价格降低多少把价格降低多少Youarerequestedtomakeareductionof10%inyourpricetoattractmorecustomers.为了吸引更多客户，请你们降价百分之十。为了吸引更多客户，请你们降价百分之十。Theshopsoldsomeitemsatahugereduction.该商店大幅度降价出售一些商品。该商店大幅度降价出售

137、一些商品。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions7. outofline不合理的，不相符的不合理的，不相符的Should your price be found out of line, theymayturntoothersfortheirrequirements.如如果果你你方方的的价价格格不不合合理理，他他们们也也许许会会向向别别人人购购买。买。outoflinewith与与不相符，与不相符，与脱节脱

138、节What you asked is quite out of line with thepresentmarkethere.你方的要求与此地的现行市场行情不符。你方的要求与此地的现行市场行情不符。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (报盘和报价报盘和报价报盘和报价报盘和报价) ) ) ) NewWords&Expressions8. acknowledgev.t.承认；告知收到承认；告知收到( (信件、礼物信件、礼物等等) )We acknowledge the receipt of your le

139、tter ofOctober1.我方收到了你方我方收到了你方10月月1日的来信。日的来信。Itisuniversallyacknowledgedthatthequalityofourproductsisoffirst-grade.大家一致公认我方产品的质量是一流的。大家一致公认我方产品的质量是一流的。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions9. Yourpriceistoohigh.你方价格太高。你方价格太高

140、。类似的表达方式还有：类似的表达方式还有：Yourpriceisabithigh.你方价格有点高。你方价格有点高。Yourpriceisexcessive.你方价格过高。你方价格过高。Yourpriceisratherstiff.你方价格相当高。你方价格相当高。Yourpriceisprohibitive.你方价格令人望而却步。你方价格令人望而却步。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions10.bedesir

141、ousofsth.想要某物想要某物bedesirousofdoingsth.渴望做某事渴望做某事bedesiroustodosth.渴望做某事渴望做某事desiren.渴望，愿望渴望，愿望UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘发盘与还盘发盘与还盘) ) ) ) NewWords&Expressions11.drawonusat60dayssight开出见票开出见票60天付款的汇票向我们收款。天付款的汇票向我们收款。drawv.开出开出( (汇票汇票) )常常用用结结构构为为draw

142、(adraft)onsb.for开开出出向向某某人人索索取取的的汇汇票票，有有时时也也用用drawonsb.againststh.这这个个结结构构，表表示示开开出出开开票票向向某某人人索索取某笔款项。取某笔款项。drawingsn.pl.用汇票支取的金额用汇票支取的金额Yourletterofcreditistogive4%moreorlessindrawings.你方信用证就准许在收款时有你方信用证就准许在收款时有4%的上下幅度。的上下幅度。UnitFourOffers&Counter-offersUnitFourOffers&Counter-offers ( ( ( (发盘与还盘发盘与还盘

143、发盘与还盘发盘与还盘) ) ) ) UnitFiveOrders,AcceptanceandRejections( (订单、接受与回绝订单、接受与回绝) )ObjectivesIntroductionNewWords&Expressions UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )Objectives1. .订单的定义订单的定义2. .订单的内容订单的内容3. .涉及订单的信函的撰写涉及订单的信函的撰写通过本章

144、的学习，帮助学生掌握通过本章的学习，帮助学生掌握: UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )IntroductionAnorderisarequestforthesupplyofaspecificquantityofgoods.Itmayresultfromthebuyersacceptanceorconfirmationofanoffermadebythesellersorbesentvoluntarilyb

145、ythebuyers.Definitionofanorder: UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )Introduction1. descriptionofthegoods,suchasspecification,size,qualityandarticlenumber( (ifany) );2. quantity3.prices( (unitpricesaswellastotalprices) );4.

146、termsofpayment;5. modeofpacking;6. shipmentetc.Anordershouldatleastcontainthefollowingpoints:购购货货订订单单样样例例PurchaseOrderNo.CHJ770402May9,2009ABC&Co.,Ltd.ItchicuPark,999DesVoexRoadCincinnati,OH30897U.S.A.Tel:(406)444-6689E-mail:To：NewZealandMeats,Co.Ltd.8009LambchopStationAucklandNewZealandPleasesupply

147、QtyDescriptionCatalogueNo.UnitPrice100MTLambJK1123US$120/MT200MTBeefCH6463US$180/MTTotalAmount：US$43,470Freight&PackageFee：US$300Discount：10%discountforover100MTTimeofShipment：BeforeJune10,2009TermsofPayment：SightL/Ctobeopened30daysbeforeshipment.Introduction1. Usedirectlanguageinthefirstparagraphto

148、tellthesellerofthebuyersintentiontoplaceanorder.2. Describe what is being ordered in great detail.Indicatethecatalognumbers,sizes,colors,prices,specificationsandallotherrelevantinformationthatwillenablethesellertofilltheorderwithoutanyfurtherquestions.3. Close the letter by expressing willingness to

149、cooperateorsuggestingfuturebusinessdealings.Thefollowingstructurecanbeforyourreferenceinplacinganorder: UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )Introduction1. Expressappreciationfortheorderreceived.2. Assure the buyers that the

150、 goods they haveorderedwillbedeliveredincompliancewiththeirrequest.Itisalsoadvisableforthesellerstotakethe opportunity to resell their products or tointroducetheirotherproductstothebuyers.3. Close the letter by expressing willingness tocooperateorsuggestingfuturebusinessdealings.Whenconfirminganorde

151、rreceived,thefollowingstructuremaybeforyourreference: UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )IntroductionThefollowingorganizationcanbeforyourreferenceinwritingaletterdeclininganorder:APositiveOpeningItissensibletoopentheletter

152、inapositivewayinordertoplacethemessageinitscorrectcommunicationcontext.Forexample,appreciationorpleasureinreceivingtheordercanbestatedatthebeginningoftheletter.DetailedexplanationsWhendeclininganorder,detailedandsensiblereasonsshouldbeprovidedinordertoretainthereadersinterestinthewritersproductsorse

153、rvices.Inaddition,inordertoconcludeadeal,thewriterusuallyofferssuitablesubstitutes,makescounter-offersandpersuadesthebuyerstoacceptablethem.APositiveCloseEndtheletterinthewaythatmakesthereaderawareofthewritersexpectationforfuturebusinessrelationswithhim. UnitFiveOrders,AcceptanceandRejections(UnitFi

154、veOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions1. togetherwith和，加之和，加之Wearesendingyouourlatestcataloguetogetherwithsomesamples.我们给你们寄去了我们最新的目录和一些样品。我们给你们寄去了我们最新的目录和一些样品。Ourrepresentativetogetherwithtwotechniciansareleavingforyourcity.我们的代表和两个技术人员将动身赶往贵地。我们的代表

155、和两个技术人员将动身赶往贵地。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions2. reputationn.名声，名誉名声，名誉Ourcompanyenjoysagoodreputationinyourarea.鄙公司在贵地享有很好的声誉。鄙公司在贵地享有很好的声誉。Ourproductshaveanexcellentreputationintheinternationalma

156、rketfortheirsuperiorquality.我们的产品品质优良，在国际市场上享有盛誉。我们的产品品质优良，在国际市场上享有盛誉。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions3. promptadj.即时的，即刻的即时的，即刻的Yourpromptexecutionofourordershallbeappreciated.贵方如能立即履行我们的订单，我们将不胜感贵

157、方如能立即履行我们的订单，我们将不胜感激。激。Weareinurgentneedofthegoods,sowehopeyouwilleffectpromptdelivery. 我们急需这批货物，所以希望你们立即发货。我们急需这批货物，所以希望你们立即发货。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions4.placeanorderwithsb.forsth.5.跟跟订购订购We

158、wishtoplaceanorderwithyoufor2000canvasfoldingchairs.我们想向贵方定购我们想向贵方定购2000把帆布折叠椅。把帆布折叠椅。Wehopethatwewillplacelargeorderswithyouinthefuture.我们希望将来能向你们大量订货。我们希望将来能向你们大量订货。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expression

159、s5. regardingprep.关于关于Regardingthetermsofpayment,wewishtostressthattherelativeL/Cmustbeopenednotlaterthan30daysbeforethetimeofshipment.关于支付方式，我们想强调：有关信用证最迟必关于支付方式，我们想强调：有关信用证最迟必须在装运期前须在装运期前30天开出。天开出。Regardingyourrequesttoadvanceshipmenttotheendofthismonth,wehavetosaythatwearenotabletocomplywithit.关于

160、你方要求提前到本月末装运的要求，我们不关于你方要求提前到本月末装运的要求，我们不得不说我们无法满足你们的要求。得不说我们无法满足你们的要求。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions6. referto向向咨询，参阅咨询，参阅Ifyouwanttoinvestigateourfinancialstanding,youmayrefertotheBankofChina.如果你

161、们想调查我方财务状况，请咨询中国银行。如果你们想调查我方财务状况，请咨询中国银行。Astothepricesofourproducts,youmayrefertoourpricelist.关于我们产品的价格，你可你参阅我们的价目表。关于我们产品的价格，你可你参阅我们的价目表。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions7.findaready/goodmarketforst

162、h.8.为为找到好的销路找到好的销路9.sth.finds/enjoysagood/readymarketinacertainplace.在在销路很好销路很好Wewilltryourbesttofindareadymarketforyourproducts.我们将尽力为你们的产品找到好的销路。我们将尽力为你们的产品找到好的销路。Wearepleasedtotellyouthatyourgoodsenjoyagoodmarketinourarea.我们很高兴地告诉你们：你们的产品在我处销路我们很高兴地告诉你们：你们的产品在我处销路很好。很好。 UnitFiveOrders,Acceptancea

163、ndRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions8. notifyv.通知，通告，告知通知，通告，告知Wearegladtonotifyyouthatthegoodsyouorderedweredispatchedthismorning.我们高兴地通知你们，你们定的货物已于今晨发我们高兴地通知你们，你们定的货物已于今晨发出。出。Pleasenotifyusofthespecifictimeofshipment.请告知我们具体的装运

164、时间。请告知我们具体的装运时间。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions9.enclosev.装入，放入套内，随函寄装入，放入套内，随函寄Wehaveenclosedacopyofourquotationforyourinformation.我们随函附上一份我们的报价单供你们了解。我们随函附上一份我们的报价单供你们了解。Enclosedpleasefindacomple

165、tesetofshippingdocuments.随函寄去一整套货运单据，请查收。随函寄去一整套货运单据，请查收。Enclosedisourorderforthefollowingitems.随函附上我们的订单，订购下列产品。随函附上我们的订单，订购下列产品。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions10.deductv.扣除扣除Wedliketoinformyoutha

166、tthediscounthasbeendeductedfromthetotalprice.我们想通知你们，折扣已从总价款中扣除。我们想通知你们，折扣已从总价款中扣除。Wehavealreadydeductedourcommissionfromtheprofits.我们已经将我们的佣金从利润中扣除。我们已经将我们的佣金从利润中扣除。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions

167、11.restassuredthat确信无疑，放心确信无疑，放心Pleaserestassuredthatthegoodswillbesatisfactorytoyourcustomers.请放心，货物一定能让你们的客户满意。请放心，货物一定能让你们的客户满意。Youmayrestassuredthatwewillexecuteouragreementpunctually.你们可以放心，我们一定如期履行合约。你们可以放心，我们一定如期履行合约。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejectio

168、ns(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions12.beawareof清楚，明白清楚，明白Weareawareofthegoodqualityofyourgoods.我们知道你们的产品质量很好。我们知道你们的产品质量很好。Weareawareofthefactthatyouareinurgentneedofthegoods.我们知道你们急需这批货物。我们知道你们急需这批货物。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejectio

169、ns(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions13.handlewith处理处理Wecanassureyouthatwewillhandlewithyourorderwithoutdelay.我们向你们保证，我们将毫不迟疑地处理你们的我们向你们保证，我们将毫不迟疑地处理你们的订单。订单。Wehopethatyouwillbesatisfiedwithourprompthandlingwithyourrequest.我们希望，我们及时的处理你们的要求，能够令我们希望，我们及时的处理你们的要求，能够令你们满意。你们满意。 Uni

170、tFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions14.inhand在手头在手头Sinceourmanufacturerhastoomanyordersinhand,weregretthatwecannotacceptyourorder.因为我们的制造商手头上订单太多，所以很遗憾，因为我们的制造商手头上订单太多，所以很遗憾，我们无法接受贵方订单。我们无法接受贵方订单。Wehavemany

171、suppliersinhandwhocansupplyuswiththegoodsyouordered.我们手头上有很多的供货商，可以提供贵方订购我们手头上有很多的供货商，可以提供贵方订购的货物。的货物。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Emitv.t.承担任务，接受订单，答应负责承担任务，接受订单，答应负责Aswearefullycommitted,wearenotinapositi

172、ontoentertainanyfurtherorders.由于我们订货已满，所以不能接受新的订单。由于我们订货已满，所以不能接受新的订单。Wewishtobeabletoshipthegoodswellaheadoftheshippingschedule,butwecannotcommitourselves.我们希望能做到早于装运日起交货，当不能保证做到。我们希望能做到早于装运日起交货，当不能保证做到。YouarecommittedtoopentheL/Cwithinthismonth.你方答应在本月开出信用证。你方答应在本月开出信用证。Wecannotcommitourselvestome

173、etyourrequirement.我们不能保证一定能满足你们的要求。我们不能保证一定能满足你们的要求。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions16.stockn.存货存货Weregrettoinformyouthatthegoodsyouorderedareoutofstocknow.我们遗憾地通知你们，你们订购的货物目前缺货。我们遗憾地通知你们，你们订购的货物目前缺

174、货。Wehopethatyoucansupplyourorderfromstock.我们希望你们能够现货供应我们的订单。我们希望你们能够现货供应我们的订单。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions17.seeoneswaytodo/doingsth.设法做设法做Wehopeyouwillseeyourwaytoacceptourorder.我们希望贵方可以设法接受我们的

175、订单。我们希望贵方可以设法接受我们的订单。Weregrettosaythatwecannotseeourwaytocomplywithyourrequest.很遗憾，我们无法满足你方的要求。很遗憾，我们无法满足你方的要求。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions18.despiteprep.不管，尽管，不论不管，尽管，不论Despiteyourdelayinopenin

176、gtherelativeL/C,wepromisetoshipthegoodsasearlyaspossible.尽管你方信用证开立延迟，但是我们还是保证尽尽管你方信用证开立延迟，但是我们还是保证尽量早日发货。量早日发货。Despitethefactthatourmanufacturerisheavilycommitted,weacceptyourorderwithaviewtoourlong-standingbusinessrelationship.尽管我们的制造商订单任务繁重，但考虑到我们尽管我们的制造商订单任务繁重，但考虑到我们长期的业务关系，我们还是接受贵方的订单。长期的业务关系，我们

177、还是接受贵方的订单。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions19.forwardv.t.转寄，发送转寄，发送Wehaveforwardedtoyoubyairoursalesconfirmationinduplicate.我们用航空邮件给你们寄去了我们的售货确认书我们用航空邮件给你们寄去了我们的售货确认书一式两份。一式两份。Wehaveforwardedsomesamp

178、lestoyou.我们给你们寄去了一些样品。我们给你们寄去了一些样品。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions20.specifyv.t.指定，详细说明，明确规定指定，详细说明，明确规定Termsofpaymentarespecifiedingreatdetailinourcontract.我们合同中对付款条件有详细规定。我们合同中对付款条件有详细规定。Asspecif

179、iedintheL/C,theportofdestinationisNewYork.信用证明确规定，目的港为纽约。信用证明确规定，目的港为纽约。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions21.sharplyadv.急剧地急剧地Thestockmarketpricesarerisingsharply.股市价格急剧上涨。股市价格急剧上涨。Thepricesofrawmater

180、ialshavegoneupsharply.原材料价格急剧上涨。原材料价格急剧上涨。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions22.marginn.利润，利润额利润，利润额Ourprofitmarginbetweenthebuyingandsellingpriceofourproductsisverylow.我们的毛利率很低。我们的毛利率很低。Thepricequoted

181、inyourletterwillleaveuswithlittlemarginofprofit.你方来信中的报价将使我们无利可图。你方来信中的报价将使我们无利可图。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions23.meanto打算，意欲打算，意欲Wemeantoplacefurtherorderswithyouifyourgoodsaresatisfactory.如果你们的

182、产品令人满意的话，我们打算再向你如果你们的产品令人满意的话，我们打算再向你们订货。们订货。Wemeantoshipyourordernextweek.我们计划下周装运贵方的订货。我们计划下周装运贵方的订货。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions24.pressv.t.劝说，催促，敦促劝说，催促，敦促Ourcustomerpressedustofulfillhisord

183、eratanearlydate.我们的客户催促我们早日履行订单。我们的客户催促我们早日履行订单。Thebuyerispressingusforthegoodstheyhaveordered.买方催我们交货。买方催我们交货。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions25.useup用尽，用光用尽，用光Thematerialsareusedup.原料告罄。原料告罄。Wehav

184、eusedupourstock.我们的存货告罄。我们的存货告罄。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions26.atonesearliestconvenience在在方便时尽早方便时尽早Pleaseinformusofyourdecisionatyourearliestconvenience.请在你们方便的时候尽早告知我们你们的决定。请在你们方便的时候尽早告知我们你们的决

185、定。Theshippingcompanyhaspromisedtonotifyusoftheearlierspaceavailableatitsearliestconvenience.货运公司答应在方便的时候尽早通知我们最早可货运公司答应在方便的时候尽早通知我们最早可以订到的舱位的情况。以订到的舱位的情况。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions27.appreciat

186、iveadj.表示感激的表示感激的WeareappreciativeofyourorderofApril3.感谢贵方感谢贵方4月月3日的订单。日的订单。Weareappreciativeofyourcooperative.感谢贵方的合作。感谢贵方的合作。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )NewWords&Expressions28.adjustv.调整，调节调整，调节Wewilladjustourpro

187、ductstotheever-changingmarket.我们将调整我们的产品以适应不断变化的市场。我们将调整我们的产品以适应不断变化的市场。 UnitFiveOrders,AcceptanceandRejections(UnitFiveOrders,AcceptanceandRejections(订单、接受与回绝订单、接受与回绝订单、接受与回绝订单、接受与回绝) )UnitSixSalesConfirmationandPurchaseContract（销售确认书与购货合同）（销售确认书与购货合同）ObjectivesIntroductionNewWords&ExpressionsUnitS

188、ixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）Objectives 1.合同的形式与内容合同的形式与内容 2.起草合同的注意事项起草合同的注意事项通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握:IntroductionA contract is a formal written agreement,whichsetsforthrightsandobligationsofthe

189、parties concerned. Once entered into, acontractisbindingandenforceablebylaw.Anyparty who fails to fulfill his obligations mustmakecompensationfortheotherpartyslosses.ConceptofContract:UnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货

190、合同）购货合同）购货合同）购货合同）IntroductionContractConfirmationAgreementMemorandumFormsofContract:UnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）Introduction1.Preamble2.Body3.WitnessClauseStructureofContract:UnitSixSalesConfir

191、mationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）Introduction1.Completely2.Definitelyandclearly3.ConsistentlyPrincipleforDraftingaContract:UnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（

192、销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）NewWords&ExpressionsUnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）1.contractn.合同；契约合同；契约Wealwayshonorourcontractsandkeepourwords.我们一贯重合同，守信用我们一贯重合同，守信用EnclosedisourSalesCon

193、tractNo.11induplicate，onecopyofwhichpleasesignandreturntousforourfile.随函寄去销售合同随函寄去销售合同No.11一式两份，其中一份请签一式两份，其中一份请签退供我备档。退供我备档。NewWords&ExpressionsUnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）v.订立合同；承包订立合同；承包Youar

194、etomaketheshipmentinOctoberascontracted.你应按合同所订十月装船。你应按合同所订十月装船。Wehavenowcontractedwithyoufor1000bicycles.我们现在已与你们签订了我们现在已与你们签订了1000辆自行车的合同。辆自行车的合同。Theyhavecontractedtheprojecttoabuildingcompany.他们已经把工程承包给一家建筑公司。他们已经把工程承包给一家建筑公司。NewWords&ExpressionsUnitSixSalesConfirmationandPurchaseContractUnitSixS

195、alesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）2.drawv.1)草拟；制定草拟；制定Thecontractisbeingdrawnup.合同正在草拟之中。合同正在草拟之中。Welldrawuptheagreementinadayortwo.我们将在一两天内起草协议。我们将在一两天内起草协议。NewWords&ExpressionsUnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPur

196、chaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）Thetermsweredrawnfromthemostcommonpracticesofinternationaltrade.这些术语是按国际贸易中最常见的惯例拟定的。这些术语是按国际贸易中最常见的惯例拟定的。Technicalcommitteeshalldrawupareportofallitssessions.技术委员会对其每一届会议均应起草一份报告书。技术委员会对其每一届会议均应起草一份报告书。NewWords&ExpressionsUnitSixSalesConf

197、irmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）2)开出（汇票）开出（汇票）Youmaydrawacleandraftonusforthevalueofthissampleshipment.你方可向我开出光票，收取这批样货价款。你方可向我开出光票，收取这批样货价款。ThebalanceofUS$110hasbeendrawnatsightonyou.我们已开出即期汇票，向你方索取金额我们已开出即期汇票，向你方

198、索取金额110美元。美元。NewWords&ExpressionsUnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）Wewilldrawonyoufortheexpenses.我们将开出汇票向你方索取费用。我们将开出汇票向你方索取费用。WewilldrawD/Pagainstyourpurchase.对你方购货，我们将按付款交单方式收款。对你方购货，我们将按付款交单方式收款。Ne

199、wWords&ExpressionsUnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）3.counter-signatureph.n.会签会签Pleasereturnonecopycompletedwithyourcounter-signature.请会签后退还一份。请会签后退还一份。countersignv.会签会签WhentheSalesContracthasbeensign

200、edbytheseller,itwillbecountersignedbythebuyer.销售合同经卖方签署后，须经买方会签。销售合同经卖方签署后，须经买方会签。NewWords&ExpressionsUnitSixSalesConfirmationandPurchaseContractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）4.bridgethegap弥合差距弥合差距bridgeoverthegapclosethegapItneedsmutualef

201、fortstobridgethegap.要弥合这个差距，需要双方共同努力。要弥合这个差距，需要双方共同努力。Wehavedoneourbesttobridgethegap.我们已尽力弥合差距。我们已尽力弥合差距。Wehaveshownmaximumflexibilityinordertobridgethewidegapexistingbetweenthetwosides.为了弥合双方之间的巨大差距，我们已表现了最为了弥合双方之间的巨大差距，我们已表现了最大的灵活性。大的灵活性。NewWords&ExpressionsUnitSixSalesConfirmationandPurchaseCont

202、ractUnitSixSalesConfirmationandPurchaseContract（销售确认书与（销售确认书与（销售确认书与（销售确认书与购货合同）购货合同）购货合同）购货合同）5.stipulatevt.订定，规定订定，规定ThecontractstipulatedthatthegoodsshouldbedeliveredinSeptember.合同规定必须在合同规定必须在9月份交货。月份交货。stipulationn.1)规定，订定规定，订定2）（条约，契约等的）条款、项目）（条约，契约等的）条款、项目AllthestipulationsinyourL/Cshouldbeinc

203、onformitywiththatinthecontract.你方信用证的所有条款都必须与合同条款一致。你方信用证的所有条款都必须与合同条款一致。UnitSevenPayment( (支付支付) )ObjectivesIntroductionNewWords&ExpressionsObjectivesUnitSevenPayment(UnitSevenPayment(支付支付支付支付) )1.国际贸易中常用的支付方式国际贸易中常用的支付方式2.各种支付方式的基本流程各种支付方式的基本流程3.各种支付方式的英语表达各种支付方式的英语表达4.涉及支付方式的信函的撰写涉及支付方式的信函的撰写通过本章

204、的学习，帮助学生掌握通过本章的学习，帮助学生掌握:IntroductionThreebasicmethodsofeffectingpaymentsininternationalbusiness:UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )Remittance( (汇付汇付) )MailTransfer( (M/T) )( (信汇信汇) )TelegraphicTransfer( (T/T) )( (电汇电汇) )DemandDraft( (D/D) )( (票汇票汇) )IntroductionThreebasicmethodsofeffectin

205、gpaymentsininternationalbusiness:Collection( (托收托收) )collectiononcleanbill( (光票托收光票托收) )documentarycollection( (跟单托收跟单托收) )UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )IntroductionThreebasicmethodsofeffectingpaymentsininternationalbusiness:documentarycollection( (跟单托收跟单托收) )documentsagainstpayment(

206、(D/P) )付款交单付款交单documentsagainstacceptance( (D/A) )承兑交单承兑交单UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )IntroductionThreebasicmethodsofeffectingpaymentsininternationalbusiness:LetterofCredit( (信用证信用证) )RevocableL/C&IrrevocableL/C ( (可撤销信用证与不可撤销信用证可撤销信用证与不可撤销信用证) )StraightL/C&NegotiationL/C ( (直接信用证与议

207、付信用证直接信用证与议付信用证) )OriginalL/C&BacktoBackL/C ( (原信用证与转开信用证原信用证与转开信用证) )SightCredit&Usance/Time/TermCredit ( (即期信用证与远期信用证即期信用证与远期信用证) )UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )IntroductionThreebasicmethodsofeffectingpaymentsininternationalbusiness:LetterofCredit( (信用证信用证) )DocumentaryL/C&CleanL/C(

208、 (跟单信用证与光票信用证跟单信用证与光票信用证) )ConfirmedL/C&UnconfirmedL/C( (保兑信用证与未保兑信用证保兑信用证与未保兑信用证) )TransferableL/C&Non-transferableL/C( (可转让信用证与不可转让信用证可转让信用证与不可转让信用证) )UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )IntroductionWhenwritingaletterconcerningtermsofpayment，thefollowingstructureisoftenused:1.Putforwardth

209、eproblemoftermsofpayment.2.Presentthedesiredtermsofpaymentandexplainwhythismodeofpaymentispreferredorwhyothertermsofpaymentcannotbeaccepted.3.Closetheletterbyexpressingexpectationsofanearlyreplyorsuggestingfuturebusinessdealings.UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )IntroductionWhenshallL/Cbe

210、opened:Itistheusualpracticethattheletterofcreditistobeopenedandtoreachthesellers30daysaheadofshipmentsoastogivethesellerenoughtimetomakepreparationforshipment,suchasmakingthegoodsreadyandbookingshippingspace.Forpromptshipment,itisadvisablethattheletterofcreditbeissuedingoodtime.UnitSevenPayment(Unit

211、SevenPayment(支付支付支付支付) )IntroductionPrinciplesofwritinglettersurgingestablishmentofL/C:NosuggestionofannoyanceisallowedtobeshownintheletterurgingestablishmentofL/C.Itisnotadvisable,exceptunderspecialconditions,tostartofftoostronglybyblamingthebuyerfornotexecutingthecontract.Thefirstmessagesentshould

212、thereforebeapolitenotesayingthatthegoodsorderedarereadybuttherelevantletterofcredithasnotyetbereceived.Ifthefirstmessagebringsnoreply,asecondonewillbesent.Thisone,thoughstillrestrained,willexpressdisappointmentandsurprise.UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )IntroductionThefollowingstructure

213、isforyourreferenceinwritingaletterurgingestablishmentofL/C:1.Opentheletterinapositiveway.Forexample,inthefirstparagraphthesellerusuallyinformsthebuyerthatthegoodsarereadyfordispatchorthattheshippingspacehasalreadybeenbooked.2.PolitelypushthebuyerstoopentheL/Cwithoutdelay,eitherbyreferringtothestipul

214、ationsofthecontractorbyremindingthebuyersoftheseriousnessofnotopeningtheL/Cintime.3. Expressexpectationsandaskthebuyerstotakeimmediateaction.UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )IntroductionWhydoestheexporterhavetoamendtheL/C:Itisessentialfortheexportertodosobecauseaminordifferencebetweenthe

215、clausesoftheL/Candthetermsstipulatedinthesalescontractorsalesconfirmation,ifnotdiscoveredordulyamended,maycausethesellermuchinconveniencebecausethenegotiatingbankwillrefusetomakethepayment.UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )IntroductionInwhatcasesextensionoftheL/Cisnecessary:Therearetimesw

216、hentheexporterfailstogetthegoodsreadyfortheshipmentintimeortheimporterrequeststhatshipmentbepostponedforonereasonoranother.Undersuchcircumstances,theexporterwillhavetoaskforextensionoftheexpirydateaswellasthedateofshipmentoftheL/C.UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )IntroductionThefollowing

217、structureisforyourreferenceinwritingaletteraskingforL/Camendmentorextension:1.AcknowledgereceiptoftheL/Candthankthebuyerforopeningit.2. Point out the problem politely and ask thebuyer to make the amendment accordingly.Usually, detailed and courteous explanationsforsucharequestshouldbeprovided.3. End

218、theletterinawaythatencouragesthebuyertotakeimmediateaction.UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions1. considerv.t.考虑考虑Wewillconsideryoursuggestionandinformyouofourdecision.我们会考虑你们的建议并告知你们我们的决定。我们会考虑你们的建议并告知你们我们的决定。Weareconsideringacceptingyourproposalforpaymentbyconfirmedand

219、irrevocableL/C.我我们们考考虑虑接接受受贵贵方方以以保保兑兑的的不不可可撤撤销销信信用用证证付付款款的建议。的建议。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions2. onconditionthat条件是，只要，如果条件是，只要，如果Wewillplaceanorderwithyouonconditionthatyouacceptourtermsofpayment.我我们们将将向向你你们们订订货货，条条件件是是你你们们接接受受我我们们的的付付款款条件。条件。Wecanensurepunctuals

220、hipmentonconditionthattherelativeL/Cisissuedontime.只只要要相相关关信信用用证证能能按按时时开开立立，我我们们就就能能保保证证按按时时交货。交货。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions3. sofar迄今为止，直到现在迄今为止，直到现在Sofar,wehaventreceivedanyinformationabouttheshipmentofourorder.直到直到现在，我们也没有收到任何关于我们订购的现在，我们也没有收到任何关于我们订购的货物装运的消

221、息。货物装运的消息。Sofar,wehavebeendealingintheexportoftextilesfortenyears.迄今为止迄今为止，我们从事纺织品的出口业务已经有十，我们从事纺织品的出口业务已经有十年了。年了。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions4. entitlev.t.使使享有享有权利，给权利，给资格资格Youareentitledtoadiscountof10percent.贵方贵方可以享受可以享受10%的折扣。的折扣。Wehopethatourlongtimebusiness

222、relationscanentitleustomorefavorabletermsofpayment.我们希望你我长期的业务关系可以使我们享受更我们希望你我长期的业务关系可以使我们享受更加优惠的付款条件。加优惠的付款条件。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions5. gratefuladj.感激的，感谢的感激的，感谢的Wearegratefulthatyouhaveacceptedourquotation.感谢感谢贵方接受我方报价。贵方接受我方报价。Ourcustomersaregratefultoyou

223、foryourclosecooperation.我们我们的客户感谢贵方密切的合作。的客户感谢贵方密切的合作。Wearegratefultoreceivethegoodsontime.按时按时收到货物，我们非常感激。收到货物，我们非常感激。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions6. grantv.t.准予，给予准予，给予Weweregrantedpermissiontodeliverthegoodsatalatertime.我们我们获准晚点交货。获准晚点交货。Wehavedecidedtograntour

224、customerseasiertermsofpayment.我们决定给予客户更加宽松的付款条件。我们决定给予客户更加宽松的付款条件。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions7. meetwithonesagreement得到得到的同意的同意Wehopeourproposalwillmeetwithyouragreement.希望贵方能够同意我们的提议。希望贵方能够同意我们的提议。Theirquotationmetwiththeircustomersagreement.他们的客户同意了他们的报价。他们的客户

225、同意了他们的报价。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions8. inviewof鉴于，考虑到，由于鉴于，考虑到，由于Inviewofyourcurrentdifficulty,wedecidedtoacceptpaymentbyD/Patsight.考虑到你们目前的困难，我们决定接受以即期付考虑到你们目前的困难，我们决定接受以即期付款交单的方式付款。款交单的方式付款。Inviewofthefactthatweareheavilybooked,wehavetodeclineyourorder.由于我们手上的

226、订单太多，我们不得不谢绝你们由于我们手上的订单太多，我们不得不谢绝你们的订单。的订单。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions9. exceptionn.例外例外WemakeanexceptiontoourrulesandacceptD/Aat30d/s. 我们我们破例接受破例接受30天期的承兑交单。天期的承兑交单。Wedontusuallytakechecks,butwewillmakeanexceptioninyourcase.我们我们一般不接受支票，但是你们这个情形我们将一般不接受支票，但是你们这个

227、情形我们将作为例外。作为例外。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions10.drawv.开开出出( (汇票汇票) ) Asagreed,wearedrawing(adraft)onyouforthevalueofthissampleshipment.按按约定，我们将开出一张汇票向你方索取这批样约定，我们将开出一张汇票向你方索取这批样货的价款。货的价款。Wearedrawingonyouatsightagainstyourpurchaseof200setsofcolorTVsets.对于你方购买的对于你方购

228、买的200台彩电，我们将开出即期汇台彩电，我们将开出即期汇票向你方索取货款。票向你方索取货款。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions11.concessionn.让步，妥协让步，妥协Letsmakemutualconcessionstoconcludethedeal.让让我们双方都做些让步以达成交易。我们双方都做些让步以达成交易。Asaconcession,wepromisetogiveyouadiscountof5percent.作为作为让步，我们答应给你们让步，我们答应给你们5%的折让。的折让。Un

229、itSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions12.aswellas和，也，又和，也，又Ourgoodsaresuperiorinqualityaswellascheapinprice.我们的产品物美价廉。我们的产品物美价廉。Wefoundthisproductaswellasitspriceattractive.我们觉得这个产品和它的价格都很有吸引力。我们觉得这个产品和它的价格都很有吸引力。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressi

230、ons13.alterv.改变改变Wehavealteredourtermsofpayment.我们已经修改了我们的付款条件。我们已经修改了我们的付款条件。14.prevailingadj.流行的，主要的，占优势的流行的，主要的，占优势的Asweallknow,theprevailingeconomicclimateisnotsogood.大家大家都知道，当前的经济气候不佳。都知道，当前的经济气候不佳。Theprevailingpriceofthiskindofproductismuchhigherthanours.这种产品的市场价格比我们的价格要高得多。这种产品的市场价格比我们的价格要高得多

231、。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions15.withaneyeto着眼于，考虑到，着眼于，考虑到，为了为了Wehaveloweredourpricewithaneyetoclosingthisdeal.为了达成这笔交易，我们已经降低了我们的价格。为了达成这笔交易，我们已经降低了我们的价格。Withaneyetoourbusinessprospects,wewishyouwillchangeyourtermsofpayment.为了你我贸易的前景，我们希望你们可以变更付为了你我贸易的前景，我们希望你们可

232、以变更付款条件。款条件。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions16.foregoingadj.上述的，前面的上述的，前面的Wehopetheforegoingtermsofpaymentwillbeacceptabletoyou.我们希望你方能够接受上述的付款条件。我们希望你方能够接受上述的付款条件。Pleaseletusknowatanearlydatewhetherthegoodsweorderedcanbeshippedwithintheforegoingtimeofperiod.请尽快告知我方，

233、我们订购的货物能否在上述期请尽快告知我方，我们订购的货物能否在上述期限内到达我方。限内到达我方。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions17.approachv.接近，靠近接近，靠近Sincethesalesseasonisapproaching,wehopeyoucandeliverthegoodsasearlyaspossible.因为销售季节即将来临，我们希望贵方能够尽早因为销售季节即将来临，我们希望贵方能够尽早发货。发货。Thedateofshipmentisapproaching,butweha

234、ventreceivedyourshippinginstructions.装运期将至，但我们仍未收到你方的装运指示。装运期将至，但我们仍未收到你方的装运指示。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions18.coveringadj.有关的，相关的有关的，相关的PleaseseetoitthatthegoodsshouldbeshippedassoonasthecoveringL/Creachesyou.请注意：我方信用证一到达你处，请即发货。请注意：我方信用证一到达你处，请即发货。Aftershipmenti

235、smade,wewillmakeoutthecoveringdocumentsandsubmitthemtothebankfornegotiation.货物装运以后，我们将缮制出相关单据交到银行货物装运以后，我们将缮制出相关单据交到银行进行议付。进行议付。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions19.todate到今天为止，迄今为止到今天为止，迄今为止Wehaventreceivedanyinformationfromyoutodate.迄今为止，我们未从贵方收到任何消息。迄今为止，我们未从贵方收到任何消

236、息。Thecaptionedgoodshavenotarrivedatourendtodate.标题标题中提到的货物至今仍未到达我处。中提到的货物至今仍未到达我处。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions20.rushv.匆忙，加速匆忙，加速Onreceivingyourletter,wehaveinstructedourfactorytorushproductionofyourgoods.收到收到贵方来函之后，我们已经通知工厂加快生产贵方来函之后，我们已经通知工厂加快生产你们的产品。你们的产品。Wewi

237、shyouwillrushtherelevantL/Csothatwecaneffectpunctualshipment.我们希望你方速开信用证我们希望你方速开信用证,以便我方按时装运。以便我方按时装运。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions21.enablev.使能够，使能够，有助于有助于Wehopeourfavorablepriceswillenableyoutofindagoodmarketforourproducts.希望我们优惠的价格有助于贵方为我们的产品找希望我们优惠的价格有助于贵方为我们的

238、产品找到好的销路。到好的销路。Yourcooperationinthisrespectwillenableustogetoutofthepresentdifficulty.贵方的合作将使我们能够摆脱目前的困境。贵方的合作将使我们能够摆脱目前的困境。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions22.conformto跟跟相一致，跟相一致，跟相符相符Thequalityoftheproductsyouprovideshouldconformtothatofsamples.你方供货的质量应该与我方样品一致。你方供货

239、的质量应该与我方样品一致。ThestipulationsoftherelevantL/Cshouldstrictlyconformtothetermsspecifiedinourcontract.有关信用证有关信用证的规定要与合同条款保持一致。的规定要与合同条款保持一致。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions23.subsequentadj.后来的，随后的后来的，随后的Thisregulationappliestoallsubsequenttransactions.这项规定适用于以后所有的交易。这项规定

240、适用于以后所有的交易。Subsequenttoreceivingyourletter,wehavecontactedtheshippingcompany,requiringabouttheshippingspace.接到接到贵方的来函之后，我们已经联系了船运公司，贵方的来函之后，我们已经联系了船运公司，询问舱位的情况。询问舱位的情况。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions24.urgev.敦促，催促敦促，催促Wehavewrittentourgethemanufacturertospeedupprodu

241、ctionofyourorder.我们我们已经写信敦促制造商加速生产你方的订货。已经写信敦促制造商加速生产你方的订货。Onreceivingyourletter,wehavecontactedourbankandurgedthemtoopentheletterofcredit.一收到贵方来函，我们就联系了银行，催促他们一收到贵方来函，我们就联系了银行，催促他们开立信用证。开立信用证。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions25.dueto因为，由于因为，由于Duetoourheavycommitment,

242、weregretourinabilitytoacceptyourorder.由于由于我方订单太多，很遗憾，我们无法接受你方我方订单太多，很遗憾，我们无法接受你方订单。订单。Duetotherecentshortageofrawmaterials,wehavetocutdownourproduction.因为因为最近原材料短缺，我们不得不减产。最近原材料短缺，我们不得不减产。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions26.delayn.&v.耽搁，拖延，延迟耽搁，拖延，延迟Wewishtopointoutth

243、atourgoodswasdelayedformorethantwomonths.我们我们想指出，我方的货物晚到了两个多月。想指出，我方的货物晚到了两个多月。Anydelayinshippingthegoodswillleadtoourcancelingthisorder.交货交货拖延将导致我们取消订单。拖延将导致我们取消订单。Underthepresentsituation,wehavenochoicebuttodelaythedeliveryofyourgoodsuntilthenextmonth.在目前这种情况下，我们不得不推迟到下个月才在目前这种情况下，我们不得不推迟到下个月才能装运你

244、们的货物。能装运你们的货物。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions27.ononesbehalforonbehalfofsb.代表某人，代表某人，代替某人代替某人OurcontractisconcludedonFOBbasis,butwecanoffertobooktheshippingspaceonyourbehalf.我们的合同是在离岸价格的基础上达成的，但是我们的合同是在离岸价格的基础上达成的，但是我们可以代你们定舱位。我们可以代你们定舱位。UnitSevenPayment(UnitSevenPa

245、yment(支付支付支付支付) )NewWords&Expressions28.refundv.退还，偿还退还，偿还Theshippingcompanyrefundedthecostofthedamagedgoods.船运船运公司赔偿了损坏的货物的损失。公司赔偿了损坏的货物的损失。Youwillhavetorefundusthethelossesifyoucancelyourorder.如果你方取消订单的话，你们就要赔偿我们损失。如果你方取消订单的话，你们就要赔偿我们损失。Wewillrefundthegoodstoyouifourcustomersarenotinterested.如果如果我

246、方客户不感兴趣的话，我们会把货物退还我方客户不感兴趣的话，我们会把货物退还给你们。给你们。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions29.discrepancyn.差异，不同，不符点差异，不同，不符点Thesellerisliablefortherefundoftheextracostbecauseofthediscrepancyinweight.卖方应负责退还因重量差异而多收的货款。卖方应负责退还因重量差异而多收的货款。There are several discrepancies between the

247、clausesoftheL/Candthetermsofthecontract.信用证条款与合同条款有几点不符之处。信用证条款与合同条款有几点不符之处。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions30.callfor要求要求Our customer calls for the shipment to madeduringJune.我们的客户要求货物我们的客户要求货物6月份装运。月份装运。The shipping instruction calls for immediatedeliveryofthegoods

248、.装运指示要求即刻装运。装运指示要求即刻装运。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions31.ratherthan而非，而不是而非，而不是insteadof代替代替,而不是而不是Wewouldlikeyoutopackthegoodsinwoodencasesratherthancartons. =Wewouldlikeyoutopackthegoodsinwoodencasesinsteadofcartons.我们希望你们用木箱，而不是用纸箱包装货物。我们希望你们用木箱，而不是用纸箱包装货物。Rather

249、thanextendedtheL/C,thebuyeraskedustoshipthegoodsasscheduled. =InsteadofextendingtheL/C,thebuyeraskedustoshipthegoodsasscheduled.买方没有展证，而是要求我们立刻装运。买方没有展证，而是要求我们立刻装运。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions32.fewandfarbetween稀少稀少Asdirectsteamerssailingtoyourportarefewandfarbet

250、ween,wehavetoshipthegoodsviaHongKong.因为开往贵港的直达船稀少，我们不得不经过香因为开往贵港的直达船稀少，我们不得不经过香港转运。港转运。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions33.deletev.t.删除，删除，删去删去Pleasedeletethisclause,foritdoesntcomplywiththetermsofourcontract.请删除这一条款，因为它跟我们的合同不符。请删除这一条款，因为它跟我们的合同不符。Wewouldliketoaskyou

251、todelete“partialshipmentisnotallowed”fromtheL/C.请把请把“不允许分批装运不允许分批装运”从信用证中删除。从信用证中删除。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions34.insertv.t.插入，加上插入，加上Pleaseinserttheclause“Allowingtransshipment”inyourL/C.请在你方信用证中加上一条请在你方信用证中加上一条“允许转运允许转运”。Youarerequiredtoinsertthewording“about”

252、beforethequantityofthegoods.我们要求你方在数量前加上我们要求你方在数量前加上“大约大约”字样。字样。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions35.approvaln.赞成，承认，批准赞成，承认，批准Wewillarrangeforthegoodstobepackedinthisnewkindofcartononyourapproval.一经贵方批准，我们将安排用这种新纸箱包装货一经贵方批准，我们将安排用这种新纸箱包装货物。物。Wearewaitingforyourapprova

253、l.我们等待贵方批准。我们等待贵方批准。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions36.schedulev.计划，安排计划，安排Asscheduled,thegoodswillarriveatyourendbyMarch.按计划按计划，货物将在，货物将在3月份之前到达贵处。月份之前到达贵处。Thegoodsarescheduledtobeloadedons.s.“Asia”beforetheendofthisweek.货物计划在本周末之前装上货物计划在本周末之前装上“亚洲亚洲”轮。轮。UnitSevenPa

254、yment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions37.onaccountof因为，由于因为，由于Onaccountoftherecentearthquake,wearenotabletodeliverthegoodsbeforeJune.由于最近的地震，我们无法在由于最近的地震，我们无法在6月份之前交货。月份之前交货。WeregretthattheL/Cdidnttreachyouintimeonaccountofourfault.很很遗憾，由于我方过失，信用证未能及时到达你遗憾，由于我方过失，信用证未能及时到达你方。方。UnitSe

255、venPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions38.postponev.t.推迟，使延期推迟，使延期Takingallthesefactorsintoconsideration,weallowyoutopostponedeliveringthegoods.考虑考虑到这些因素，我们同意你方推迟交货。到这些因素，我们同意你方推迟交货。IfyouagreetopostponetheestablishmentoftheL/Cuntil(orto)thenextweek,weshallbemuchappreciated.如果贵方答应

256、推迟到下周开立信用证，我们将不如果贵方答应推迟到下周开立信用证，我们将不胜感激。胜感激。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions39.outofthequestion不可能的不可能的Grantingadiscountof10%isoutofthequestion.给予给予10%的折扣是不可能的。的折扣是不可能的。IfyoufailtoopentheL/Cbeforetheendofnextweek,shippingthegoodsontimewillbeoutofthequestion.如果如果你方不能在

257、下周末之前开出信用证，按时装你方不能在下周末之前开出信用证，按时装运将是不可能的。运将是不可能的。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )NewWords&Expressions40.exertoneselftodosth.尽力做尽力做Youcanrestassuredthatweshallexertourselvestocomplywithyourrequest.请请放心，我们将尽力满足你们的要求。放心，我们将尽力满足你们的要求。Wepromisetoexertourselvestorushtheproductionofyourorder.我

258、们我们保证尽力加紧生产你方订货。保证尽力加紧生产你方订货。UnitSevenPayment(UnitSevenPayment(支付支付支付支付) )UnitEightTransportandInsurance( (装运及保险装运及保险) )ObjectivesIntroductionNewWords&ExpressionsObjectivesUnitEightTransportandInsuranceUnitEightTransportandInsurance( ( ( (装运及保险装运及保险装运及保险装运及保险) ) ) )1.常见的国际货物运输方式常见的国际货物运输方式2.国际货物运输涉及

259、的环节涉及当事人国际货物运输涉及的环节涉及当事人3.装运通知的内容装运通知的内容4.有关货物运输的信函的撰写有关货物运输的信函的撰写5.保险在外贸业务中的重要性保险在外贸业务中的重要性6.国际贸易中的主要险种国际贸易中的主要险种7.涉及保险的商业信函的撰写涉及保险的商业信函的撰写通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握:IntroductionThreepartiesinvolvedinthemovementofthegoods:UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及

260、保险装运及保险) )theconsigner( (发货人发货人) )whosendsthegoods;thecarrier( (承运人承运人) )whocarriesthem;theconsignee( (收货人收货人) )whoreceivesthematthedestination.IntroductionLettersregardingshipmentareusuallywrittenforthefollowingpurpose:qtosendshippinginstructionsandurgeanearlyshipment( (敦促早日装运敦促早日装运) )qtoamendshipp

261、ingterms( (装运条款装运条款) )qtogiveshippingadvice( (装运通知装运通知) )UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )IntroductionAshippingadviceusuallycontainsthefollowingpoints:thedateandnumberofbilloflading( (B/L,提单提单)thedateandnumberofthecontractthenamesofcommoditiesandth

262、eirqualityandvaluethenameofthecarryingvesselthenameoftheshippingport/loadingport( (装货港装货港)theestimatedtimeofdeparture( (ETD，预定起航日期，预定起航日期)thenameofthedestinationport( (目的港目的港)theestimatedtimeofarrival( (ETA，预定到港日期，预定到港日期) )alistoftherelevantshippingdocuments( (货运单据货运单据) )thanksforpatronageUnitEightT

263、ransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )IntroductionInwritingaletterconcerningshipment,thefollowingstructureisstillapplicable:1.Opentheletterinapositiveway.Especiallywhennegative information is conveyed, great careshouldbetaken.2.Explain the problem in great detail

264、 to try topersuadethereaderintoacceptingtherequestortomakethereaderfullyawareoftherequest.3.Close the letter by expressing good wishes toencouragethereadertocooperate.UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )IntroductionNecessitiesofinsuranceininternationa

265、ltradeTo spread the financial losses of the insuredmembersoverthewholeoftheinsuringcommunitybycompensatingthemisfortunefewfromthefundbuilt up from the contributions of all members.Today, insurance is a form of intangible tradewhich helps our country to accumulate foreignexchange. Businessmen should

266、have a thoroughknowledge of it and the ability to handle itsproblemstowinoverthebusinessofinsurance.UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )IntroductionMaintypesofinsuranceininternationaltradeHookDamage 钩损险钩损险RiskofOdour 串味险串味险RiskofRust 锈损险锈损险Sweating&He

267、atingRisk 受潮受热险受潮受热险RiskofShortage 短量险短量险WarRisk 战争险战争险RiskofLeakage 渗漏险渗漏险Pilferage&Theft 偷窃险偷窃险LossorDamageCausebyBreakageofPacking 包装破裂险包装破裂险AllRisks 一切险一切险 UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )IntroductionLettersconcerninginsurancecanbewritteninthe

268、followingstructure:1.Put forward the problem of insurance in a positiveway.2.State which kind of insurance is desired and providethereaderwithconvincingandspecificreasons.3.Expressexpectationsforanearlyreplyorcooperation.UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运

269、及保险) )NewWords&Expressions1. callonesattentiontosth.提提请请注注意意，还还可可以用以用draw/inviteonesattentiontosth.Wedliketodrawyourattentiontothefactthatuptothepresentmoment,wehaventreceivedyourshippinginstructions.我们想提请你方注意我们想提请你方注意:直到现在，我们仍未收到直到现在，我们仍未收到你们的装运指示。你们的装运指示。Iwishtoinviteyourattentiontostipulationsofo

270、ursalescontract.我想提醒贵方注意一下我们的售货合同。我想提醒贵方注意一下我们的售货合同。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions2. explicitlyadv.明白地，明确地明白地，明确地It is explicitly stipulated in the contract thatshipment must be effected by the end of thismonth.合同明确规定，本月月底之前必

271、须完成装运。合同明确规定，本月月底之前必须完成装运。Wehaveinformedyouexplicitlythatanyfurtherdelaywillleadtoourcancelingourorder.我们明确地告诉你们，如果你方再拖延，我们就我们明确地告诉你们，如果你方再拖延，我们就取消订货。取消订货。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions3. punctualadj.严守时刻的严守时刻的,准时的准时的Asweallk

272、now,punctualdeliveryofthegoodsisthebasisforourgoodbusinessrelationships.大家都知道，准时交货是我们之间良好业务关系大家都知道，准时交货是我们之间良好业务关系的基础。的基础。Ifyoucanensurepunctualeffectuationofthiscontract,wewillconsiderplacingrepeatorders.如果你们能按期履约的话，我们将考虑再次向你如果你们能按期履约的话，我们将考虑再次向你们订货。们订货。UnitEightTransportandInsurance(UnitEightTrans

273、portandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions4. ofspecial/vital/greatimportance=veryimportant非常重要非常重要Timeofshipmentisofvitalimportanceforthisorder.装运时间对于本单货物是极其重要的。装运时间对于本单货物是极其重要的。Yourcooperationunderthesecircumstancesisofgreatimportancetoourexecutionofthecontractontime.在在这这种种情情况况下下，

274、你你们们的的帮帮助助对对于于我我们们能能否否按按时时履履约是至关重要的。约是至关重要的。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions5. urgentadj.急迫的急迫的,紧急的紧急的Our customers are in urgent need of thecontractedgoods.我们的客户急需合同里订购的货物。我们的客户急需合同里订购的货物。Thesituationissourgentthatwehavetoaskf

275、oryourassistance.情况如此紧迫，我们不得的要求你们给予协助。情况如此紧迫，我们不得的要求你们给予协助。6. executev.t.执行执行,实行实行,完成完成executetheagreement履行协议履行协议executetheshipmentofthegoods完成货物装运完成货物装运UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions7. stipulatev.规定规定,保证保证Asisstipulated,you

276、mustprovideuswithgoodsofsuperiorquality.按规定，你们必须向我们提供品质优良的货物。按规定，你们必须向我们提供品质优良的货物。ItisstipulatedintherelativeL/CthatcleanB/Lshallbeprovidedontakingdeliveryofthegoods.相关信用证规定，在提货的时候必须提供清洁提相关信用证规定，在提货的时候必须提供清洁提单。单。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )New

277、Words&Expressions8. compelv.t.强迫强迫,迫使迫使We are compelled to ask you to advanceshipmenttoApril.我们不得不请求你们提前到我们不得不请求你们提前到4月份发货。月份发货。Wewouldnothavecancelledtheorderiftherehadbeennocompellingreasons.若不是因为迫不得已的原因，我们是不会取消订若不是因为迫不得已的原因，我们是不会取消订货的。货的。UnitEightTransportandInsurance(UnitEightTransportandInsuran

278、ce(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions9. dispatch v.t. 分分派派, 派派遣遣，发发运运，有有时时也也用用despatchWeconfirmourcableof8thandwishtoinformyouthatthegoodshavebeendispatchedbyS.S.“ANDESMARU”.现确认我现确认我8日电，并通知你方货物已用日电，并通知你方货物已用“安第斯安第斯”轮发运。轮发运。Wewillarrangeforthegoodstobedispatchedbythefirstavailablesteamerupon

279、receiptofyourL/C.我们一收到你方信用证，就安排用最早的货船发我们一收到你方信用证，就安排用最早的货船发货。货。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions10.schedulev.计划，安排计划，安排Wehaveshippedthegoodsbys.s.“Sunlight”,whichisscheduledtosailforyourportonMay10.我们已将货物装上了我们已将货物装上了“阳光阳光”号货轮，该轮

280、计划号货轮，该轮计划5月月10日启程开往贵港。日启程开往贵港。ThegoodsarescheduledtobeshippedbythefirstavailablesteamerinJuly.货物计划用货物计划用7月份最早可以订到的船只装运。月份最早可以订到的船只装运。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions11.fulfillv.t.履行，完成，实现履行，完成，实现Failuretofulfilltheagreementpun

281、ctuallywillleadtoourlossofbeliefinyourcredibility.如果你们不能按时履约，我们将对你们的信誉失如果你们不能按时履约，我们将对你们的信誉失去信心。去信心。Pleasefulfillyourresponsibilitiesaccordingtoourcontract.请按合同履行你们的义务。请按合同履行你们的义务。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions12.venturev.冒昧，

282、斗胆冒昧，斗胆WeventuretoaskyoutoextendtheL/C.我们冒昧地要求你们延长信用证。我们冒昧地要求你们延长信用证。We venture to ask for your approval of our shippingthegoodsbytrain.我们冒昧地请求你们同意用火车装运货物。我们冒昧地请求你们同意用火车装运货物。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions13.advancev.提前提前Since

283、thesellingseasonisapproaching,wewishyou could advance shipment to the end of this month.销销售售季季节节马马上上就就要要到到了了，所所以以我我们们希希望望你你们们能能提提前到本月底装运。前到本月底装运。Our customers are pressing us to advance the timeofdeliverytoOctober.我们的客户催促我们将交货期提前到我们的客户催促我们将交货期提前到10月份。月份。UnitEightTransportandInsurance(UnitEightTransp

284、ortandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Eplywith遵守，符合遵守，符合Tocomplywith yourrequest,weareenclosingourlatestcatalogue.按按照照你你们们的的要要求求，我我们们随随函函附附寄寄去去了了我我们们最最新新的的目录。目录。To comply with the sales agreement, we have openedaL/Cinyourfavor.按按照照合合同同的的要要求求，我我们们已已经经开开具具了了以以你你方方为为受受益益人的信用证。人的信用证。UnitEightT

285、ransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions15.hastenv.催促，加速催促，加速Inordertoshipthegoodsontime,weadviseyoutohastenproduction.为了能够按时装运，我们建议你们加速生产。为了能够按时装运，我们建议你们加速生产。We will hasten effecting the shipment of the goods to ensure that you can catch the sa

286、lesseason.为为了了保保证证你你们们能能够够赶赶上上销销售售季季节节，我我们们将将会会加加速速装运。装运。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions16.inconveniencev.给给带带来来麻麻烦烦，给给带带来来不便不便Weapologizethatourdelayingindeliveringthegoodshasinconveniencedyou.对对于于由由于于我我们们延延迟迟交交货货给给你你们们带带来来的的

287、不不便便，我我们们深表歉意。深表歉意。Weknowthatourrequesttoadvanceshipmentwillgreatlyinconvenienceyou,butwehavenochoice.我我们们知知道道要要求求提提前前装装运运会会给给你你们们带带来来极极大大的的不不便，但是我们别无选择。便，但是我们别无选择。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions17.toonesregret令令遗憾的是遗憾的是Much t

288、o our regret, we havent received anyinformationfromyouabouttheshipmentofthegoods.令令我我们们感感到到非非常常遗遗憾憾的的是是，我我们们还还没没有有收收到到你你们们任何关于货物装运的消息。任何关于货物装运的消息。To their great regret, they are informed thatthough they are in urgent need of the goods,shipmentcannotbeadvanced.令令他他们们感感到到遗遗憾憾的的是是，尽尽管管他他们们急急需需这这批批货货物物，

289、但是装运期不可能提前。但是装运期不可能提前。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions18.ensurev.保证保证Wecanensurethatthegoodswillcomplywithyourcustomersrequirement.我我们们可可以以保保证证货货物物一一定定能能够够满满足足你你们们客客户户的的要要求。求。Wecanensurepunctualshipmentofthegoods.我们保证一定按时发货。我们保

290、证一定按时发货。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions19.infavorof以以为受益人为受益人Accordingtoourcontract,theL/Cinfavorofourcompanyshallbeopened12daysbeforethetimeofshipment.合合同同规规定定，在在装装运运期期前前12天天，就就应应该该开开出出以以我我们们公司为受益人的信用证。公司为受益人的信用证。In receipt o

291、f your L/C in our favor, we haveshippedthegoodsonboards.s.“Jenny”onMay2.收收到到以以我我方方为为受受益益人人的的信信用用证证之之后后，我我们们已已经经于于5月月2日将货物装上了日将货物装上了“珍妮珍妮”号货轮。号货轮。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions20.sailv.i.启航启航,开船开船Thesteameronwhichwehavebookeds

292、hippingspaceisscheduledtosailfromQingdaotoBostononAugust8.我我们们订订舱舱的的货货轮轮计计划划于于8月月8日日从从青青岛岛开开往往波波士士顿。顿。Wehavealreadyhadthegoodsshippedbys.s.“Fortune”,whichistosailforyourportattheendofthisweek.我我们们已已经经将将货货物物装装上上了了“幸幸运运”号号轮轮船船，该该轮轮将将于于本周末开往贵港。本周末开往贵港。UnitEightTransportandInsurance(UnitEightTransportan

293、dInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions21.facilitatev.t.使容易使容易,使便利使便利Tofacilitateyourtakingdeliveryofthegoods,weareenclosingafullsetoftheshippingdocuments.为为了了便便于于你你们们提提货货，我我们们随随函函寄寄去去了了一一整整套套货货运运单据。单据。We are now writing to give you shipping instructions to facilitate your arrangement

294、 fortheshipmentofthegoods.为为了了便便于于你你们们安安排排货货物物装装运运，我我们们现现在在写写信信给给你你们告诉你们装运指示。们告诉你们装运指示。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions22.induplicate一式两份一式两份intriplicate 一式三份一式三份inquadruplicate一式四份一式四份inquintuplicate 一式五份一式五份UnitEightTransport

295、andInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions1. arrangefor安排安排Wewillarrangeforthegoodstobedispatchedbeforetheendofthismonth.我们将安排货物在本月末之前装运。我们将安排货物在本月末之前装运。Please arrange for packing of the goodsaccordingtoourclientsrequest.请安排按照我们客户的要求包装货物。请安排按照我们客户的要求包装货物。

296、UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions2. seaworthyadj.适于海洋运输的适于海洋运输的,经得起航海的经得起航海的Wedliketoadviseyouthatthepackingofthegoodsmustbeseaworthy.我们建议你们货物的包装一定要适合海洋运输。我们建议你们货物的包装一定要适合海洋运输。Thegoodsaretobepackedinseaworthywoodencases.货物将用适合海洋

297、运输的木箱包装。货物将用适合海洋运输的木箱包装。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions3. belinedwith衬有衬有,内衬内衬Yourorderispackedincartons,whicharelinedwithdamp-resistingpaper.你们订购的货物用纸箱包装，内衬防潮纸。你们订购的货物用纸箱包装，内衬防潮纸。Ournailtrimmersarepackedinboxesofonedozeneach,

298、100boxestoacartonlinedwithwaterproofpaper.我们的指甲刀每一打装一盒，我们的指甲刀每一打装一盒，100盒装一纸箱，盒装一纸箱，内衬防水纸。内衬防水纸。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions4. excludev.t.把把排除在外排除在外ThecostsaddeduptoUS$2000,excludingtheinsurancepremium.除保险费用以外，费用合计为除保险费用以外，费

299、用合计为2000美元。美元。Havingthegoodsinsuredisexcludedfromthesellersresponsibilities.为货物投保不是卖方的责任。为货物投保不是卖方的责任。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions5. forsbsaccount记记入入的的账账户户，由由承承担担费用费用,类似的表达方式还有：类似的表达方式还有：fortheaccountof.Theextrafreightisto

300、beforthebuyersaccount.额外的运费由买方支付。额外的运费由买方支付。WeboughtthesegoodsfortheaccountofABCcompany.我们是为我们是为ABC公司购买这些货物。公司购买这些货物。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions6. asfollows如下如下Theletterreadsasfollows:信函如下：信函如下：Ourpricesareasfollows：我们的价格如

301、下：我们的价格如下：7. inreceiptof收到收到WeareinreceiptofyourletterdatedMay2.你方你方5月月2日的来信我们已经收到。日的来信我们已经收到。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions8. leadto导致导致Poorpackingwillleadtodamagesintransit.包装不善将导致运输途中货物发生损坏。包装不善将导致运输途中货物发生损坏。Anydelayinthed

302、eliveryofthegoodswillleadtoourcancelingoftheorder.交货延迟将导致我们取消订单。交货延迟将导致我们取消订单。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions9. standv.持久持久,经受经受Thepackingofthegoodsmustbestrongenoughtostandroughhandlingduringtransit.包装必须结实，要能够经受得起运输途中的野蛮包装必须结

303、实，要能够经受得起运输途中的野蛮装卸。装卸。Weareafraidthatthegoodsareperishableandcannotstandtime-consumingoceantransportation.我们担心货物容易变质，经受不起耗时的海洋运我们担心货物容易变质，经受不起耗时的海洋运输。输。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions1. 与与insurance有关的一些短语有关的一些短语( (1) )与与on连连用用

304、，表表示示投投保保的的货货物物：insuranceon100tonsofcotton( (2) )与与against连连用用，表表示示投投保保的的类类别别：insuranceagainstwarrisk( (3) )与与at连连用用，表表示示保保费费或或费费率率：insuranceatthe rate of 10%, insurance at a lowerpremium( (4) )与与 with 连连用用，表表示示向向保保险险公公司司投投保保：insurancewithXinhuaLifeInsuranceCompanyofChinaUnitEightTransportandInsuran

305、ce(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions2. onbasis与与之之相相关关的的短短语语有有：onthebasisof,bebasedon,baseonReference is to made to our order No. 213covering300 sets of sewing machines, which isplacedonCFRbasis.请请参参看看我我们们213号号定定单单下下的的300台台洗洗衣衣机机，这这是是以以成本加运费为基础的。成本加运费为基础的。Uni

306、tEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions3. approvev.i.批准、赞成，与介词批准、赞成，与介词of连用连用OurcompanyhasapprovedoftheinsurancerateyouofferedinyourletterofMay5th.我我公公司司已已批批准准你你方方在在5月月5日日来来函函中中所所报报保保险险费费率。率。We are eager to know if our offer has beenappr

307、ovedbyyourfirm.我方急于知道我们的报价是否得到贵方批准。我方急于知道我们的报价是否得到贵方批准。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions4. referto谈到，提到谈到，提到WedliketoreferyoutoourreplyofAugust29th, in which we have clearly stated ourinsurancepolicy.提提请请你你们们参参看看我我方方8月月29日日回回函函，

308、在在回回函函中中我我们们已清楚地解释了我方的保险政策。已清楚地解释了我方的保险政策。As to the rate, you can refer to the officialdocumentsofPICC.至至于于费费率率，你你们们可可参参看看中中国国人人民民保保险险公公司司的的正正式式文件。文件。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions5. besubjectto受约束，受控制受约束，受控制The rate now bein

309、g charged by us for theproposedshipmentagainstallriskswillbe10%subjecttoChinaInsuranceClauses.按按照照中中国国保保险险条条款款，我我方方对对投投保保一一切切险险的的货货物物收收取的费率是取的费率是10%。Whatweshouldliketopointouthereisthattheagreementreachedbetweenusissubjecttothefurtherinstructionsfromourheadquarter.需需要要指指出出，我我们们所所达达成成的的协协议议应应以以我我方方总总

310、部部的的进进一步指示为准。一步指示为准。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions6. amendmentn.修改，修正修改，修正Any amendment in the contract can be onlymadeafterhavingtheconsentofthetwopartiesconcerned.只只有有在在双双方方同同意意的的情情况况下下才才可可对对合合同同内内容容做做出出修修改。改。With regard to

311、 the present price level, weproposed an amendment in the contract wesignedonMay1st. 鉴鉴于于目目前前的的价价格格水水平平，我我们们建建议议对对5月月1日日的的合合同同内容进行修改。内容进行修改。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions7. onconditionthat如果，在如果，在条件下条件下Weacceptyourofferoncondi

312、tionthatthetimeofshipmentisMay.我方接受你方报盘，但以装运期我方接受你方报盘，但以装运期5月为条件。月为条件。Ourcustomersagreetoplaceordersimmediatelyonconditionthatyouallowthemadiscountof4%.如如果果能能给给予予4%的的折折扣扣，我我方方客客户户们们同同意意立立即即订订购。购。UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )NewWords&Expressions

313、8.premiumn.保险费保险费premiumloan 保险借款保险借款premiumtariff保险费率表保险费率表premiumnote 保险费付款期票保险费付款期票UnitEightTransportandInsurance(UnitEightTransportandInsurance(装运及保险装运及保险装运及保险装运及保险) )UnitNineComplaint,ClaimandSettlement( (申诉、索赔和理赔申诉、索赔和理赔) )ObjectivesIntroductionNewWords&ExpressionsObjectivesUnitNineComplaint,C

314、laimandSettlementUnitNineComplaint,ClaimandSettlement( ( ( (申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) ) ) )1.索赔国际商务信函的撰写索赔国际商务信函的撰写2.成功索赔需要注意的问题成功索赔需要注意的问题3.理赔的步骤理赔的步骤4.接受理赔的国际商务信件的撰写接受理赔的国际商务信件的撰写5.拒绝理赔的国际商务信件的撰写拒绝理赔的国际商务信件的撰写通过本章的学习，帮助学生掌握通过本章的学习，帮助学生掌握:IntroductionComplaintsareusuallymadebythebuyer,whosu

315、fferslosses,againsttheseller.Thereasonsmaybeasfollows: l lthe sellers failure to make delivery ascontracted; l l thesellersdeliveryarrivingdamagedortoolate; l l part of the total quantity of the sellersdeliveriesbeingshortshippedormissing; l lthe buyers receiving wrong deliveries(includingthoseinfer

316、iortothecontractedinqualityorinpacking),etc.UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )IntroductionHowever,aletterofaclaim,whethermadebythesellerorthebuyer,shouldbewrittenasfollows:1.Beginbyregrettingtheneedtoclaim.2.Mentionthedetails

317、ofthedeliverysuchasdate,numberoftheorder,dateofdelivery,thegoodsclaimedon,andsoon.3.Statethereason(orreasons)fortheclaim.4.Suggesthowthematterisexpectedtobesettledorstatethedetailsoftheclaim.UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )

318、IntroductionThefollowingstructureisrecommendedinwritingaletterofsettlement:1.ApositiveopeningNomatterwhoseresponsibilityitis,itisnotadvisableforthewritertorejectthecomplaintorclaimpromptly.Instead,thewritershouldopentheletterbyreferringtothecomplaintorclaim,expressingapologiesorassuringthereaderofhi

319、simmediateattentiontothematterindiscussion.UnitEighteenAcceptanceofaClaimUnitEighteenAcceptanceofaClaim( ( ( (理赔理赔理赔理赔) ) ) )IntroductionThefollowingstructureisrecommendedinwritingaletterofsettlement:2.ExplanationforhowtosettlethematterindiscussionIfthewriteradmitshiscompanyisinerrorandiswillingtota

320、keresponsibility,heshouldexpresshiswillingnessdirectlyandinformthereaderhowheisplanningtosettletheproblem.Incasethewritercannotacceptthecomplaintorclaimforsomereason,heshouldprovidedetailedreasonsforhisdoingsoandproposeotheralternativestosettletheproblem.UnitEighteenAcceptanceofaClaimUnitEighteenAcc

321、eptanceofaClaim( ( ( (理赔理赔理赔理赔) ) ) )IntroductionThefollowingstructureisrecommendedinwritingaletterofsettlement:3.ApositivecloseUsually,thewriterchoosestoendtheletterbyexpressinghisexpectationforanearlysettlementofthecomplaintorclaimorhiswillingnesstocooperate.UnitEighteenAcceptanceofaClaimUnitEight

322、eenAcceptanceofaClaim( ( ( (理赔理赔理赔理赔) ) ) )IntroductionNotice:Allclaims,whetherjustifiedorunjustified,shouldbetakenseriouslyandthoroughlyinvestigated.UnitEighteenAcceptanceofaClaimUnitEighteenAcceptanceofaClaim( ( ( (理赔理赔理赔理赔) ) ) )IntroductionTermsUsedinMakingComplaints索赔常用词汇索赔常用词汇anequitablesettle

323、ment 公平解决公平解决animpartialjudgment 公正判断公正判断bagstorn袋子撕破袋子撕破bundlesburst捆带松散捆带松散ajustifiedclaim有充分理由的索赔有充分理由的索赔conciliation和解调停和解调停tocompensatepartly部分赔偿部分赔偿tohelponegetoutofthemess帮助排除纠纷帮助排除纠纷tooffsetthedifference抵消差额抵消差额toraiseanobjection提出抗议提出抗议UnitEighteenAcceptanceofaClaimUnitEighteenAcceptanceofa

324、Claim( ( ( (理赔理赔理赔理赔) ) ) )IntroductionTermsUsedinMakingComplaints索赔常用词汇索赔常用词汇toresorttoarbitration诉诸仲裁诉诸仲裁toresorttolitigation打官司打官司tosettlethecaseamicably友好解决友好解决tostretchapoint通融让步通融让步totackletheproblemproperly适宜地处理问题适宜地处理问题toviewthematterinaproperlight正确地对待问题正确地对待问题towithholdbusiness找出妥协办法找出妥协办法

325、UnitEighteenAcceptanceofaClaimUnitEighteenAcceptanceofaClaim( ( ( (理赔理赔理赔理赔) ) ) )NewWords&Expressions1.clientn.顾客，客户顾客，客户Wearehavinglotsofcomplaintlettersfromourclientsrecently.我们最近收到了我方客户的大量投诉。我们最近收到了我方客户的大量投诉。2. fragilityn.脆弱，易碎脆弱，易碎adj.fragileThereisamark“fragile,handlewithcare”onthebox.包装箱上有包装箱

326、上有“易碎品，轻拿、轻放易碎品，轻拿、轻放”的标志。的标志。Glassisamatterofgreatfragility.玻璃是一种易碎品。玻璃是一种易碎品。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions3. dueto由于，因为由于，因为Thebreakagewasmainlyduotoroughhandling.破损主要是由于野蛮装卸引起的。破损主要是由于野蛮装卸引起的。The d

327、elay of the delivery was due to the badweather,whichwasunexpected.送送货货延延误误是是由由于于天天气气恶恶劣劣引引起起，这这是是我我们们没没有有预预料到的。料到的。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions4. recoveryn.收回，收复收回，收复v.t.recoverTherecoveryofourinvest

328、mentisexpectedtobeattainedattheendofthisyear.年底我们就可有望收回投资。年底我们就可有望收回投资。Twoyearsisnotenoughtorecoverthetotalcost.两年不足以收回所有成本。两年不足以收回所有成本。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions5. investigationn.调查调查v.t.investiga

329、teThefindingsofthethoroughinvestigationmadeby the insurer found that the damage of thegoodswasinconnectionwithcarelesshandling.经经过过保保险险人人员员的的彻彻底底调调查查，发发现现货货物物的的损损坏坏与与装装卸不当有关。卸不当有关。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Ex

330、pressions6. sumn.一笔钱（款项）一笔钱（款项）Wecannotacceptthesumyouproposedinyourclaim.我们不能接受你方的索赔数额。我们不能接受你方的索赔数额。As this transaction involves a very large sum,buyershavetothinktwicebeforedeciding.由由于于这这笔笔交交易易数数额额巨巨大大，买买主主在在决决定定前前必必须须再再三三考虑。考虑。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettl

331、ement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions7. claimn.索赔，赔偿要求索赔，赔偿要求表表示示索索赔赔的的原原因因，一一般般接接介介词词for,如如claimfordamage ; 表表示示索索赔赔的的金金额额，一一般般接接介介词词for,claimforUS$10,000;表表示示对对某某批批货货物物索索赔赔，一一般般接接介介词词on,如如claimonthegoods;表表示示向向某某人人索索赔赔，一一般般接接介介词词against,如如claimagainsttheunderwriters.UnitNin

332、eComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions现将常用的词组列举如下：现将常用的词组列举如下：claimagainstaperson向某人索赔向某人索赔claimforsth.因某事索赔因某事索赔claimletter索赔信索赔信claimonaccountofdamage因损坏而索赔因损坏而索赔claimonthegoods对该货提出索赔对该货提出索赔为为某某事事向向某某人人提提出出索索赔赔的的常

333、常用用句句型型是是：lodgeaclaimagainst(间用间用with或或on或或upon)sb.forsth.说说“提提出出”索索赔赔，除除lodge外外，较较常常用用的的动动词词还还有有raise,file和和putin;此此外外，还还可可用用make,issue,lay,register,render,enter,bringup,setup等。等。WeshalllodgeaclaimagainsttheInsuranceCompanyforthegoodsdamagedduringtransit.对对于于货货物物在在运运输输途途中中损损坏坏，我我们将向保险公司提出索赔。们将向保险公司

334、提出索赔。Wefileaclaimagainstyoufortheshortdeliveryof145lbs.我们向你方提出短交我们向你方提出短交145磅的索赔。磅的索赔。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions下面是下面是claim和其他动词搭配的部分常见短语和其他动词搭配的部分常见短语acceptaclaim同意索赔同意索赔admitaclaim同意索赔同意索赔enterta

335、inaclaim受理索赔受理索赔dismissaclaim驳回索赔驳回索赔rejectaclaim拒绝索赔拒绝索赔relinquishaclaim撤回索赔撤回索赔settleaclaim解决索赔解决索赔waiveaclaim放弃索赔放弃索赔withdrawaclaim撤回索赔撤回索赔UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions1. owingto由于，因为由于，因为We are so

336、rry to inform you that owing to theunexpected bad weather, the delivery will bedelayedbytwodays.很很抱抱歉歉告告知知贵贵方方，由由于于天天气气状状况况不不佳佳，货货物物运运送送将延误两天。将延误两天。Owingtoourjointefforts,thetaskwasfulfilledaheadofschedule.由于我们通力合作，比原计划提前完成了任务。由于我们通力合作，比原计划提前完成了任务。UnitNineComplaint,ClaimandSettlement(UnitNineComplai

337、nt,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions2. issuev.t.签发，发行签发，发行We only accept cheques issued by the Bank ofChina.我们只接受由中国银行签发的支票。我们只接受由中国银行签发的支票。The Central Bank will issue the 5th set ofRenminbinextmonth.下月中央银行将发行第下月中央银行将发行第5套人民币。套人民币。UnitNineComplaint,ClaimandSe

338、ttlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions3. passon转交转交Please pass on our sincere apologies to yourcustomersinyourcountry.请向你方在贵国的客户转达我们的真诚歉意。请向你方在贵国的客户转达我们的真诚歉意。CertainlyIwillpassonyourregardstoallthestaffinthecompany.当然我将把你的问候转达给公司全体员工。当然我

339、将把你的问候转达给公司全体员工。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions4. lookforwardto期待期待Thebuyerslookforwardtopunctualdeliveryofthecontractedgoods.买主们期待着已订购的货物能够按时交付。买主们期待着已订购的货物能够按时交付。We are looking forward to having your

340、earlyreply.我们期待着贵方的早日答复。我们期待着贵方的早日答复。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions5. consignmentn.寄售的货物，委托代销的商品寄售的货物，委托代销的商品Asdesired, we agree to ship our 500 pieces of bicyclestoyouonconsignment.按按照照你你方方要要求求，我我们们同同

341、意意以以寄寄售售的的方方式式发发给给你你们们500辆自行车。辆自行车。Youmayselltheconsignmentattheprevailingmarketprice.你们可按市价销售这批货物。你们可按市价销售这批货物。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Expressions6. needlesstosay不必说，不言而喻不必说，不言而喻Needlesstosay,afterthebusin

342、essseason,thetoymarketisboundtodecline.不言而喻，旺季过后，玩具市场行情必定会下跌。不言而喻，旺季过后，玩具市场行情必定会下跌。Needlesstosay,weshalllookfavorablyonanysuggestionthatwillincreaseefficiency.不用说，我们将积极考虑任何提高效率的建议。不用说，我们将积极考虑任何提高效率的建议。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申

343、诉，索赔和理赔) )NewWords&Expressions7. beresponsiblefor对对负责负责After the check-up, we think the shippingcompanyshouldberesponsibleforthedamageofthegoods.经经过过检检查查后后，我我们们认认为为运运输输公公司司应应该该对对货货物物的的损损坏负责。坏负责。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔

344、) )NewWords&Expressions8.instructv.t.通知，指示通知，指示9.n.instruction指令，通知指令，通知10.adj.instructive指令性的，教育性的指令性的，教育性的Wehaveinstructedthesurveyortolookintothematter.我们已经指示检验机构调查此事。我们已经指示检验机构调查此事。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWor

345、ds&Expressions9. bearv.t.承受，负担承受，负担adj.bearable可以承受的可以承受的Ifyoudonotsettlethematterinaproperway,youwillbeartheconsequencesolely.如如果果你你方方不不能能通通过过合合理理的的方方式式解解决决此此事事，后后果果将将由你方独自承担。由你方独自承担。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWord

346、s&Expressions10.durabilityn.耐久力，耐用性耐久力，耐用性adj.durable耐用的，持久的耐用的，持久的PeopleoftenbuydurablegoodsoninstallmentsinWesterncountries.在在西西方方国国家家，人人们们经经常常通通过过分分期期付付款款的的方方式式购购买买耐用消费品。耐用消费品。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )NewWords&Exp

347、ressions11.makecompensationforsb.slosses补补偿偿某某人人的的损失损失You should make compensation for our lossescausedbythelatedelivery.你方应该赔偿我们由于晚交货给我们带来的损失。你方应该赔偿我们由于晚交货给我们带来的损失。UnitNineComplaint,ClaimandSettlement(UnitNineComplaint,ClaimandSettlement(申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔申诉，索赔和理赔) )UnitTenFaxandE-mail( (传真及电子邮件传真及电子邮件) )ObjectivesIntroductionNewWords&Expressions部分资料从网络收集整理而来，供大家参考，感谢您的关注！