外贸英语函电知识整理

1、外贸英语函电复习考试题型：汉译英30/10单选：20/20（用单词正确形式）填空：20/10short answer：20/5letter：10Short answers:Unit1 Introduction to Business Letters(商务信函概论)1. Functions of Business Letters : to inform, which refers to conveying the vast amount of information needed to day-to-day operations of the business;to influence, whi

2、ch means that messages included in a business letter should also influence the readers attitudes and functions.2. Writingprinciplesofbusinessletter(7C原则)：Courtesy礼貌Consideration体谅Completeness完整Clarity清楚Conciseness简洁 Concreteness具体Correctness正确Unit3 Inquiries（询盘）3. Generally speaking, inquiries fall

3、into two categories: a General Inquiry and a Specific Inquiry.In a General Inquiry (一般询价), the importer may ask only for catalogues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter.In a Specific Inquiry(具体询价), the importer

4、 points out what products he needs and asks for a quotation or an offer for this item. Unit4 Offers Quotations（报盘和报价）4. In the international business, offers can be divided into two kinds:（注意实盘和虚盘的区别）A firm offer (实盘) A firm offer is a definite promise to sell goods at the stated prices, usually wit

5、hin a stated period of time.A non-firm offer (虚盘) Unlike a firm offer, a non-firm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers. Definition of firm offers:Firm offers are made when the sellers promise to sell goods at a stated pric

6、e and within a stated period of time.Definition of non-firm offers: Non-firm offers are offers with reservation clause.Unit7 Counter-offers(还盘)5. Definition of a counter-offer: A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the

7、 buyer. Unit8 Placing & Confirming an Order(订单及确认订单)6. An order should at least contain the following points:1.description of the goods, such as specification, size, quantity , quality and article number (if any); 2.prices(unit prices as well as total prices);3.terms of payment;4.mode of packing;5.t

8、ime of transportation, port of destination and time of shipment etc. .Unit12 Urging Establishment of L/C (催开信用证)7. When shall L/C be opened:It is the usual practice that the letter of credit is to be opened and to reach the sellers 30 days ahead of shipment.Unit14 Shipment(装运)8. Three parties involv

9、ed in the movement of the goods: the consigner(发货人) who sends the goods; the carrier(承运人) who carries them; the consignee(收货人) who receives them at the destination.9. A shipping advice usually contains the following points:the date and number of bill of lading(B/L, 提单) the date and number of the con

10、tract the names of commodities and their quality and value the name of the carrying vessel the name of the shipping port/loading port (装货港) the estimated time of departure(EDT，预定起航日期)the name of the destination port (目的港)the estimated time of arrival(ETA，预定到港日期)a list of the relevant shipping docume

11、nts (货运单据)thanks for patronage Unit15 Packing & Shipping Marks (包装和唛头)10. Factors which influence the nature of packing: value of the goods nature of the transit nature of the cargo compliance with customers or statutory requirements resale value of packing materials, general fragility of cargo vari

12、ation in temperature during the course of the transit ease of handling and stowage insurance acceptance conditions cost of packing11. Two forms of packing:large packing/ outer packing, i.e. packing for transportationsmall packing/ inner packing, i.e. packaging or sales packing选择题：1. An exporter cann

13、ot receive payment until the goods on consignment D sometime in the future.Ahave offered for sale Barrive at destinationCare quoted Dhave been sold2. We have made D that we would accept D/A at 60 days sight for this order.Aclear Bit is clear Cthat clearDit clear3. C an order for one hundred pieces o

14、r more we allow a special discount of 5% for payment by L/C.AAt BIn COn DFrom4. We find your terms C and now send you our order for 2 sets of generators.Asatisfied Bsatisfaction Csatisfactory Dof satisfaction5. We have D at 30 days sight for the contracted value.A. written to you Bcalled on you Csen

15、t to you by air mailDdrawn on you6. We regret B to accept your terms of payment and therefore have to return the order to you.Acannot Bbeing unable Cnot ableDnot be able7. We will consider B your terms of payment.Aaccept Baccepting Caccepted Dto accept8. We are now A your order of June 19.Ain receip

16、t of Bupon receipt of Con receipt ofDin reception of9. We are pleased to inform you that we can supply D all the items you require.Ayou Bto you Cfor you Dyou with1. Mr. Sidney has been our _ salesperson. ( D )A. poorest B. worst C. earliest D. most successful2. We trust that you will find our goods

17、_. ( B )A. to be attractive B. attractive C. attracting D. attract your attention3. Our products enjoy _ in world market. ( C )A. good seller B. most popular C. great popularity D. selling fast4. This offer is _ your acceptance by E-mail on or before March 15.( B )A. effective of B. effective for C.

18、 effective to D. effectively for5. If you are interested, we will send you a sample lot _ charge. ( D )A. with B. in C. for D. free of 6. The exhibition has _ to offer that you will find interesting.( C )A. many B. much C. more D. many a 7. This price is _ of your 5% commission.( B )A. includes B. i

19、nclusive C. covering D. including 8._ your request, we are sending you a catalog and a sample book for your reference.( C )A. According B. As C. At D. About9. On orders _ 1,000 pieces or more we give a special discount of 5%.( B )A. on B. for C. at D of 10. _ the present market trend, we have to say

20、 that our price is really the best we can quote.( C )A. With B. On C. Because D. For1. We assure you that any further orders you may _ will always be carefully attended to. ( B ) A. place us B. place with us C. make us D. make with us 2. _ of our efforts, we have persuaded our clients to accept your

21、 offer. ( C ) A. Result in B. Result from C. As a result of D. With the result in3. We are pleased that we have booked _ 2000 pcs. bicycles. ( D ) A. your order B. with you C. an order with you D. an order with you 4. We suggest that shipment of our order _ effected in May instead of June. ( D ) A.

22、is B. will be C. is to be D. be 5. Following your order _ 400 metric tons of rayon last year, we are pleased to receive your order No. 876 _ the same quantity. ( A ) A. for, of B. of, of C. of, with D. of, for 6. We are glad to receive your order of yesterday, _ regret that we are not able to supply

23、 the goods you ordered _ the end of May. ( B ) A. and, by B. but, by C. but, for D. and, for Unit Nine Declining an Order (谢绝订货) 7. We understand that the goods can be supplied _ A stock. (A ) A. from B. out C. in D. out from 8. The goods are urgently needed, we _ hope you will deliver them immediat

24、ely. ( C ) A. in the case B. hence C. therefore D. for 9. We place this order_the understanding that the goods will be shipped by April. ( C ) A. based on B. with C. on D. through 10. Meanwhile we confirm _ from you the following items. ( C ) A. to purchase B. purchase C. having purchased D. to have

25、 purchased Unit Nine Declining an Order (谢绝订货)Exercise1.A 4% discount will be granted only _ your order exceeds US$ 20000. ( C )A. depends onB. for condition that C. on condition thatD. subject to2.An exporter cannot receive payment until the goods on consignment _ sometime in the future. ( D )A. ha

26、ve offered for saleB. are quoted C.arrive at destinationD. have been sold3.We have made _ that we would accept D/A at 60 dayssight for this order. (D )A. clear B. it is clearC. that clearD. it clear4._ an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C. (C)A

27、. At B. In C. OnD. From2. We believe that there is a ready market _ the goods in your place.( C )A. of B. about C. for D. with 3. With a view _ the market at your end we have offered you our bottom price.( A )A. to promoting B. to promote C. of promote D. into promoting4.Our suggestion is that you _

28、 the similar article _what you request at a lower price than quoted owing to similarity in function. ( D )A. recommend, as B. replace, by C. take, into D. substitute, for 5. We agree to reduce your price _ USD 160 per pair FOB Shanghai.( B )A. at B. to C. of D. for 6. We have decided to make a furth

29、er concession _ 5% per box in order to help you to increase the business with us. ( A )A. to B. of C. on D. about7. We regret that our low prices _ narrow margin of profit. ( A )A. leave us with B. include C. earn D. give8. We feel regretful that you ask us to allow you a commission _ 10% on each sa

30、le. ( A )A. of B. to C. on D. /Exercises(课堂练习)Unit 2Establishing Business Relations (建立贸易关系)1. We learn from your letter of May 12 that you are _in_ the market for Chinese Black Tea.2. They have been _in_ the wool trade for quite a number of years.3. _Upon_ receipt of your detailed requirements, we

31、shall be glad to give you our latest quotations.4. Should your price be _in_ line with the prevailing international market rate, we trust large business can be concluded.5. If the price is reasonable, we will place large orders _with_ you.6. We look forward _to_ receiving your favorable reply.7. Hav

32、ing obtained your name and address _from_ the newspaper, we are writing you in the hope of establishing business relations with you.8. We take this opportunity to approach you _for_ the establishment of the trade relations with you.9. We can meet your requirement _for_ Walnut meat.10. We are sending

33、 you our latest catalogues _under_ separate cover.1请报我方100公吨大米的最低价CIF广州，并表明最早交货期。PleasequoteusyourlowestpriceCIFGuangzhoufor100metrictonsofrice,statingtheearliestdateofshipment.2我们相信如你方价格有竞争力，我们能向你方大量订购。Webelievethatifyourpriceiscompetitive,wecanplacealargeorderwithyou.3若产品质量好，价格与我方市场相符，我们愿意向你方订一大笔货

34、。Iftheproductisofgoodquality,andthepriceisinlinewiththemarketatourend,wewouldplaceabigorderwithyou.4目前，我们对各种葡萄酒感兴趣，如果能通过航空邮寄最近的价目表，我们将非常感激。Atpresent,wearekeenlyinterestedinallkindsofwinesandshallbegladifyouwillkindlysendusyourlatestpricelistbyairmail.5按惯例，我们通常从欧洲供应商处得到5%的佣金。Asusual,weusuallygeta5%co

35、mmissionfromEuropeansuppliers.Dear Sirs,We (1) learn from the Internet that you are a large buyer of table-cloth. As this article (2) lies within the scope of our business activities. We (3) take this opportunity to express our wish to (4) establish business relations with you.Chinese table-cloths a

36、re famous for their good (5) quality and fine workmanship. They have enjoyed great (6) sales in the American market . We are sure that (7) through/by/with our joint efforts they will meet with a favorable reception in your country.In order to give you a general idea of our various table-cloths, we a

37、re airmailing to you (8) under separate cover a copy of (9) catalogue We shall be glad to send you offers upon (10)receipt of your specific enquiries.We hope to hear from you soon.yours faithfully. Dear Sirs, We have learnt from the Chase Bank(大通银行) that you are one of the leading importers of tools

38、 and instruments in your area. We take the liberty of writing this letter to you to express our wishes to enter into business connections with you. Our company has specialized in the export of tools and instruments for many years. To give you a general idea of our products, we have sent you our cata

39、logue under separate cover. We shall provide you with further information on your specific inquiry. We are looking forward to your early reply. Yours faithfully,1. We are glad to inform you that the articles you require fall within the scope of our business activities .我们很高兴告诉你，你们所要的商品属于我公司的经营范围。2.

40、We specialize in the export of textiles and are willing to establish business relations with you.我们专营纺织品出口业务，愿与贵公司建立业务关系。3. In compliance with your letter of 12, we have sent you under separate cover our catalogue and quotation.应贵方12日电的要求，我们已经用航空邮件给你们寄去了我们的目录和报价单。3. In order to give you a general id

41、ea of our products, we enclose a pamphlet.为了使贵方对我们经营的产品有个总的概念，兹附上有关我们产品的小册子一份。5. If your prices are competitive, we will place volume orders on you.如果你们的报价具有竞争力，我们将从贵公司大量订货。1. 我们愿意在平等互利的基础上与你们做生意。We would like to trade with you on the basis of equality and mutual benefit. 2.贵方来信收悉，得知你们愿意与我公司建立贸易关系，我

42、们非常高兴。We have received your letter and are pleased to learn that you would like to open up business relations with us.3.我们得知贵公司是当地最大的电器产品进口商之一。We are given to understand that you are one of the leading importers of electric goods in your area.4.希望能够尽快收到你们的答复。We are looking forward to receiving your

43、early reply.5. 在收到你方具体询价时，我们会立即寄上我们的样品和报价单。We will send you our quotations and samples on your specific inquiry. Unit3 Inquiries (询盘)1. We understand you have over 20 years experience _in_ this particular line of business.2. We have confidence _in_ selling your Sweaters in our market. 3. The goods y

44、ou enquire _for_ are out of stock now.4. As this item fall _within_ the business relations with you at an early date.5. Messrs Sharp &Co. have written to us that they are the leading importer in your place dealing _in_ Chemicals.6. We wish to receive your sample _for_ which we will pay upon receipt

45、of your advice.7. We are in a position to supply you with the goods _at_ a competitive price.8. We are exporting bicycles of various brands _among_ which Forever Brand and Good Baby Brand are the most famous ones.9. We shall place a large order _with_ Mens Shirts with you , if the time of delivery i

46、s acceptable to us.10. We shall be pleased to receive from you catalogue and sample books _by_ airmail.Dear Sir/Madam, Thank you for your (1) enquiry of May 1 about our products .As (2) requested , we (3) enclose our illustrated catalogue and price list with details of discount. We also post the sam

47、ple book under seperate (4) cover . It is (5)understood that unless otherwise stated, all (6) prices quoted are on the (7) basis of CIF terms without commision. If you require any further (8)information ,please contact us soon. Look forward to (9) receiving your orders without (10) delay.Unit4 Offer

48、s Quotations（报盘和报价）1. We shall make a reduction on our price if you increase the quantity to 1,000 pcs.2. We refer to your offer of 18th May.3. Id like to direct your attention to the quality of the goods which is superior to that of other makes.4. Many of our clients requested us to approach you fo

49、r offers.5. Thank you for your quotation of / on September 5th for 500 pieces of the captioned goods.6. We offer you for 200 TV sets at US$on FOB New York basis for August shipment.7. If you could make a reduction by10% in quotation, we have confidence in securing large orders for you.1. Thank you f

50、or your inquiry of March 8 for our famous-brand athletic shoes of Nike, Adidas感谢贵方3月8日询盘我们的耐克和阿迪达斯名牌运动鞋。2. At your request, we are offering you 500 famous-brand athletic shoes of Puma at USD 458 per pair CIF New York.按要求，我方向你方报盘500双Puma名牌运动鞋，每双488美元纽约到岸价。3.The above offer is subject to your reply re

51、aching us before the end of this month. 以上报盘以你方答复本月底前到我方为准。4. We are sending you our latest quotation and 5 pairs of shoes samples.今用包裹寄去我方最新的报价单以及5双样品鞋。5. Because of the heavy demand for our goods, we suggest your placing orders without delay.由于我们的产品供不应求，建议你方立即订购。Unit5 Firm Offers（实盘）1. Mr. Sidney

52、has been our _ salesperson. ( D )A. poorest B. worst C. earliest D. most successful2. We trust that you will find our goods _. ( B ) A. to be attractive B. attractive C. attracting D. attract your attention 3. Our products enjoy _ in world market. ( C )A. good seller B. most popular C. great popular

53、ity D. selling fast4. This offer is _ your acceptance by E-mail on or before March 15.( B ) A. effective of B. effective for C. effective to D. effectively for5. If you are interested, we will send you a sample lot _ charge. ( D )A. with B. in C. for D. free of6. The exhibition has _ to offer that you will find interesting.( C ) A. many B. much C. more D. many a 7. This price is _ of your 5% commission.( B )A. includes B. inclusive C. covering D. including 8. _ your req