国际经贸函电

1、第一周-第二周Li Ming121 Hanzhong RoadNanjing ChinaWilliam Smith (Messrs)Jones CompanyLondon 23 Oxford StreetLondon,UKEXERCISE1. We learn your company through the courtesy of the commercial Counselors office of your embassy in Beijing.2. We are a state-owned company,specializing in both import and light in

2、dustry products.3. We enclose our latest catalogue and price list for your reference.4. We enjoy a high reputation in the word market,and its worth to be introduced by the excellent quality and reasonable price.5. We are willing to establish direct business relationship on the basis of equality,mutu

3、al benefit,and the exchange of needed goods.6. Through the courtesy of the Chamber of commerce in Tokyo,we know that chemical products fall within your business scope.7. 建交信(.)We have know your name and address from the chamber of Commerce,we wish to inform you that we specialize in both import and

4、umbrella.We shall be pleased to enter into business relations with you.(.)We are willing to send our latest catalogue and sample for your reference if you inquiry.(.)Looking forward to your reply.(.)Your faithfully.19NOTES8. through the courtesy of / through the introduction of / by courtesy of / on

5、 the recommendation of9. the Commercial Counselors office / the chamber of Commerce商务参赞处10. Specialize in 专业生产11. at an early date / as early as possible / as soon as possible / at ones earliest convenience 尽早12. establish business / trade / relations / relationship(s)=enter into business relations=

6、build up business relations建立业务关系13. (a copy of catalogue)under cover/under separate cover 另函、随信附上14. a general ideal of 了解15. upon / on receipt of / in receipt of / to have received收到16. be in the market for sth./ wish to buy / want to buy / be in the market 采购17. the line of business / the scope o

7、f business / business scope 业务范围18. on the basis of equality,mutual benefit and the exchange of needed goods.平等互利19. enclose(send under cover)(inside the envelop) / enclosure is. / attach(at the end of a letter or a document) / attachment is.附件20. a good / fast seller=a ready sale=sale well / fast=h

8、ave a good market 有良好的市场21. a well-established exporter /importer 出口/进口22. Arts and Crafts 工艺品23. (sb.)assure sb.(else)of sth. / (sb.)assure sb. that / (sb.)ensure that 保证24. Learn.from./ know.from./note from 从.知道25. fail/lie/ be within the scope of our business 业务范围之内26. avail oneself of / take adv

9、antage of / make use of 利用27. state-own company / state-run / state-operated国营企业28. deal in / trade in / handle 经营29. enjoy a high reputation(in) / enjoy a great fame享有盛誉 30. place an order with sb. for sth.订单31. supply sb. With sth. / supply sth. for sb.提供32. You may be /rest assured.你放心33. do busi

10、ness with sb.做生意34. pamphlet / brochure 小册子/手册35. cases/carton 箱(单位)36. Chapter 3 P21-26 by courier快递 / bank receipt银行收据 / arrange the courier cargo安排快递货物 / packing information装箱资料 / quality suppliers 优质供应商/ on the long run basis从长远的基础上看 / intellectual property 知识产权/ trail production试产 / testing pha

11、se测试阶段 / keep you posted保持联系 / qualified distributors合格的经销商 / affiliated附属 / privately-owned 私营/ prestigious supplier of the said product 该产品久负盛名的供应商/ range from从.范围.EXAMPLE1. 建立业务关系We have your name and address from.we wish to inform you that we specialize in.and shall be pleased to enter into busi

12、ness relations with you. = We write to introduce ourselves as one of the leading exporter of. = With reference to you letter of XXX(日期),we are glad to learn that you wish to enter into trade relations with us in the line of. 2. To give you a general ides of our products,we enclose catalogue showing

13、various products being handled by us.Quotation will be sent upon receipt of your specific enquiries.3. 结束语We look forward to your early reply with much interest. = We look forward to hearing from you soon.第六周（周四/五）TERM1. Enquiry（n.)询价Thank you for your enquiry of our XXX. Our offer will be made on r

14、eceipt of your specific enquiry.2. Enquire(v.)询问We would like to enquire whether you can supply the following items.We are writing to enquire the current price of.3. Enquire of sb. about sth询问某人某事4. Quotation(n.)报价You quotations for XXX(商品) are too high to be acceptable.5. Quote(v.)报价Please quote us

15、 your best price.We quoted this XXX at $? per dozen.6. Offer(n.)报价Please make us an offer(v.)报价 We offer these goods subject to their being unsold on receipt of your order.An Enquiry Should Include:1. Name and specifications产品名称和规格2. Quality requirement质量要求3. Minimum order quantity订购数量4. Delivery da

16、te(time of shipping)交货时间5. Packing包装要求6. Company brochure公司简介7. Product catalogue,price list(s)产品目录/价格单8. Terms of payment支付方式9. Sample(s)样品NOTES1. bed-sheets床单 color-checked(printed)bed-sheets彩格印花床单 color-striped bed-sheets彩条床单 pillowcase枕套2. Range a.一系列/一种/一类 a narrow range很小的差距 in the range此类中3.

17、答复询价信需要注意：1)迅速客气且给对方有所帮助 2)如所需物目前脱销,应通知何时供货 3)or介绍一些替代品EXAMPLE1. Messrs. Brown&Clark of this city(公司名)inform us that you are exporters of all cotton bed-sheets and pillowcases(产品).We would like you to send us details of your various ranges,including sizes,colors and prices,and also samples of th

18、e different qualities of material used.2. We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned.3. When replying,please state your terms of payment and discount you would allow on purchases of quantities of not less tha

19、n 100 dozen of individual items.Prices quoted should include insurance and freight to Liverpool.4. We have received your enquiry of XXX(日期) and thank you for your interest in our products.A copy of our illustrated catalogue is being sent to you today,with samples of some the skins we regularly use i

20、n our manufactures.5. We also manufacture a wide range of hand-made leather handbags in which we think you may be interested.They are full illustrated in the catalogue and are of the same high quality as our gloves.替代品EXERCISE1. 从纽约ABC公司获悉,你公司出口尼龙床单和枕套。对上述品质优良价格公道的商品，本地区常有需求。From the New York ABC co

21、mpany,we are informed that you are exporters of nylon sheets and pillowcases. Moderately priced goods of the kind mentioned is a promising market in our area.2. 我们另邮寄样品一批，深信一旦你们有机会查看样品之后，定会承认该货品质优良，价格合理（定会认可）。We send a rang of sample to you ,and think you will maintained that its moderately priced o

22、nce you have view the sample .3. 收到你公司5月14日询价，得悉你对我手工制作的人造革手套感兴趣。现将你所需的详细资料，附图目录和价格单附寄给你。We have received your enquiry of May 14th and thank you for your interest in our leather gloves handmade.A copy of our illustrated catalogue is being sent to you,including the price list.4. 所附价格单和图解目录将给你提供有关你方最感

23、兴趣的型号的具体情况。The enclosed price list and illustrated catalogue will provide you the specific conditions of models you are most interested. 窗体顶端第七周+第九周NOTES1. Order订单； order intention订单意向； order placement下单2. Deliver 交货；delivery time交货时间；time of shipment装运时间；validity of quotation报价有效期；lead time交付周期3. L

24、/C=letter of credit信用证；B/L=bill of lading提单4. Common practice惯例5. Be with reference to鉴于6. Courtesy 好意 礼遇7. LC 90 day90天远期信用证；LC at sight即期信用证8. Provided that.只要满足.条件=if9. Receipt of 收到10. PI=Proforma Invoice形式发票（对外-发票 对内-报价单）11. Country of origin: =be of (Chinese) origin=origin:(China)原产国12. Port o

25、f loading装运港；port of destination目的港13. Terms of settlements 结算条件;terms 条款条件14. On a high side价格偏高EXAMPLE1. Making a QuotationDear Sirs,We are in receipt of (收到)your letter of July 17,asking us to offer 10,000 metric tons(公吨M/T) of Superior White Sugar on FOB Shanghai basis and appreciate very much y

26、our interest in our product.To comply with your request,we are quoting you as follows:2. Making a Counter-offer(1)We are in receipt of your letter of August 14 offering us 60 metric tons of the captioned goods at RMB2,660 per metric ton on the usual terms. (2)In reply,we regret to inform you that ou

27、r buyers in Odense find your price much too high.Information indicates that some parcels of Turkish origin have been sold there at a level about ten percent lower than yours. (3)We do not deny that the quality of Chinese Kernels is slightly better,but the difference in price should,in no case,be as

28、big as ten percent.(4)To step up trade,we,on behalf of our buyers,counteroffer as follows,subject to(受.管制) your reply being received here by August 26.our time:“60 metric tons Bitter Apricot Kernels at RMB 2350 per metric ton on CIFC 2% Odense with transshipment at Copenhagen,other term as per your

29、letter dated 14/8/14”。3. Letter of acceptanceThank you for your letter of May 12,with which you sent us details of PLASTIC WARE.We have now seen samples of these goods and decided to place an order for 3000 pieces of PLASTIC WARE,provided you can guarantee delivery on or before July1.4. Please note

30、that 12 pieces to a box and 100 boxes to a wooden case,2% more or less in weight.5. We hope that everything will turn out to our entire satisfaction.EXERCISE1. 按照你放的要求，现报50公吨大豆的实盘如下，以自本日起一周内你方收到为有效。According to your request, now offer 50 metric tons of soybeans offer as follows, with your receipt wi

31、thin one week since this day. 2. 兹复你方上月的函电，向你方报盘如下，以我方最后确认为准。In reply to your last month's letter, to your offer as follows, subject to our final confirmation. 3. 现告之你方，我方可从现货中供应3000大罗蒙牌(romen)男士衬衣。We inform you that we can supply an order for 3000 pieces of romen men's shirts from the spot

32、goods. 4. 获悉你地市场对核桃有很大需求，兹附上第6868号报价单供参考。We learn that there is a good market for walnuts,and we enclose quotation no. 6868 for your reference. 5. 你方7月9日来函收悉，谢谢。很遗憾，你方价格偏高，无法成交。Thank you for your letter of July 9.I'm sorry that your price is so high that cannot clinch a deal. 第十周TERM1.本票promisso

33、ry note2.支票check or cheque3.汇票bill of exchange/draft1)按出票人的不同:banker's bill 银行汇票;commercial bill 商业汇票2)按有无付商业单据:documentary bill跟单汇票;clean bill光票3)按付款时间不同:sight draft即期汇票;time bill远期汇票 :fixed date / at_days after

34、0;sight / at_days after date of issue(出票)/ at_days after date of B/L NOTE1.汇票的使用出票issue-提示presentation- 付款payment(即期汇票) 出票issue-提示presentation-承兑acceptance-付款payment/贴现discount(远期,2次提示) 出票issue-提示presentation-拒付dishonour-追索resource出票issue-背

35、书endorsement2.常见的三种支付方式1.汇款Remittance:信汇Mail Transfer M/T；电汇Telegraphic Transfer T/T；票汇Demand Draft D/DRemitter(Importer)Payee(Exporter)1.sign contractRemitting bank(Importers bank)汇出行Paying bank(Exporters bank)汇入行2.application/payment4.advice,payment3.mandate for remit

36、tance图1.Procedure of remittance备注:remitter汇款人; remitting bank汇出行; payer付款人  payee收款人  drawer出票人 drawee受票人; advice通知2.托收Collection:出口人Exporter出具债券凭证委托银行向进口人Importer收取货款：ExporterImporter1.sign contractRemitting bank(Exporters bank)托收行Paying bank(Importers bank)代收行2.applic

37、ation/a set of documents4.presentation for payment3.mandate,a set of documents图2.Procedure of D/P at sight7.payment6.transfer5.payment against documents1)Clean Collection光票托收;Documentary Collection跟单托收2)Documents Against Payment D/P付款交单; Documents Against Acceptanc

38、e D/A 承兑交单备注：types of payment1.付款交单Documents Against Payment D/P(先付款后交单D/P at sight);2.承兑交单Documents Against Acceptance D/A(先承兑后交单)例句（合同的托收条款）:1.Upon first presentation,the buyer shall pay against do 

39、draft drawn by the sellers at sight.The shipping documents are to be delivered against payment only.2.Upon first presentation,the buyer shall accept against documentary draft drawn by the sellers at&#

40、160; XX days sight.The shipping documents are to be delivered against acceptance only.3.信用证Letter of Credit1)主要当事人:Applicant申请人；Beneficiary受益人；Issuing bank开证行(进口地) ；Advising bank通知行(出口地)； Paying bank付款行(进口地) ；Negotiating bank仪付行(出口行)； Confi

41、rming bank保兑行2)程序申请人Applicant付款行Paying bank /开证行Issuing bank(进口地) 受益人Beneficiary通知行Advising bank/仪付行Negotiating bank(出口行)1.申请证明 2.开出信用证3.通知信用证 4.装运货物5.交单议付 6.议付，买单7.寄单 8.付款或承兑9.提交单据 10.申请人付款赎单 1 9 10 278 3 5 6 43)主要内容a.以信用证项下的汇票是否附有货运单据划分为：跟单信用证(Documentary Credit)是凭跟单汇

42、票或仅凭单据付款的信用证 光票信用证(Clean Credit)是凭不随附货运单据的光票(Clean Draft)付款的信用证。b.以开证行所负的责任为标准划分为：不可撤销信用证（Irrevocable L/C）（注：都是不可撤销信用证）可撤销信用证(Revocable L/C)。c.以有无另一银行加以保证兑付为依据划分为：保兑信用证(Confirmed L/C)。指开证行开出的信用证，由另一银行保证对符合信用证条款规定的单据履行付款义务不保兑信用证(Unconfirmed L/C)d.根据付款时间不同划分为:即期信用证(Sight L/C) 远期信用证(Usance L/C) 假远期信用证(

43、Usance Credit Payable at Sight)。e.(5)根据受益人对信用证的权利可否转让，可分为可转让信用证(Transferable L/C) 不可转让信用证 红条款信用证。此种信用证可让开证行在收到单证之后，向卖家提前预付一部分款项。这种信用证常用于制造业。第十一周NOTE1.contract of which have been duly noted内容详知2.contract合同3.We are in receipt of your letter&#

44、160;of 收悉4.consider it advisable to make it clear有必要了解5.equivalent等效6.conversion rate汇价 调换价格7.will be required8.extendaccommodation 通融9.We wish to place with you an order for 1000 casks 

45、;Iron Nails. 10.For this particular order we would like to pay by 30days L/C11.have only moderate means at hand手头资金有限12.tie-up of funds占用资金13.do us a special favor 14.There

46、60;are good prospects for the sale of this cutlery.刀具市场有很好的前景15.on our own account 自负盈亏16.firm orders 实盘(稳定的订单)17.give it a trial18.As to our standing至于我方的资信证明19.terms of payment支付方式20.We

47、60;are in agreement with your proposals and hereby give you in writing the terms and conditions(条款和条件)which have been agreed upon as follow：21.Your terms of payment are l

48、etter of credit with draft at sight instead of D/P at sight.你的付款条件是信用证和即期汇票而不是即期付款交单。22.The above terms of payment were approved by our manager and will be acted upon acc

49、ordingly.上述付款条件得到我们经理的批准，并将按相应规定执行.23.representative代表24.Our past purchase of Mild Steel Sheets from you has been paid as a rule by confirmed,irrevocable letter of credit.25.If you would kin

50、dly make easier payment terms,we are sure that such an accommodation would be conductive to encouraging business.如蒙你方给予放宽的付款条件,我们确信这样的通融有助于扩展业务.26.We propose either"Cash against Documents on

51、 arrival of goods"or"Drawing on us at three months' sight ".我们提议用货到时交单付款或向我们开出3月期的汇票.27.You kindness in giving priority to the consideration of the above request and 

52、giving us an early favorable reply will be highly appreciated.我们将非常感激贵公司对上诉请求的优先考虑和尽快答复.第十二周EXERCISE我们已经收到你方1月25日的来信,得知你方有意在贵国推销我们的枕套产品.我们感谢你方试购100打枕套,很遗憾,但对你方要求以承兑交单方式付款一事,我们很难考虑.原因是,我们一般都是要求以信用证付款.考虑到我们之间的友好关系,我们准备破例接受付款交单的方式付款.换言之,我们将通过银行以托收的方式用跟单即期汇票向

53、你取款.希望你能接受上诉付款条款,并盼不久收到回音.We have received your letter of January 25, and know that you have intention to sell our pillowcase in your country. Thanks for your trial order for 100 dozen pillowcase, we regret to consider your request for payment on D/A terms,because we generally require L/C payment.Co

54、nsidering the friendly relationship between us,we make an exception to accept D/P payment. In other words,we will draw on you a documentary draft at sight through bank on collection bases. We hope you can accept above terms of payments,and look forward to your favorable reply.1.我们的支付方式是以保税不可撤销的

55、、凭即期汇票支付的信用证.Our terms of payment are confirmed irrevocable L/C with draft at sight.2.因为这次交易额大,而且目前国际金融市场很不稳定,所以我们除接受信用证付款外,不能接受别的付款方式.Because the transaction amount is large,and the current international financial market is very unstable,we can't accept other payment terms except the L/C.3.此次订货

56、,我们建议你们使用即期汇票.收到该汇票后,我们将把货物装上第一艘可定到的船.For this order,we propose that you make payment by draft sight.Once receipt of the draft we will ship the goods on the first available vessel.4.为了做成这批生意,希望双方都各让步一半.百分之五十以信用证付款,百分之五十按付款交单,如何?In order to conclude this transaction,I hope you will meet me half way.H

57、ow about 50%by L/C,the balance by D/P.5.开这样大数额的信用证,费用很大,再说资金也要积压,这些都要使成本增加.For such a large amount,a L/C is costly,besides,it ties up my money,all this adds to my lost.6.我想同你讨论一下付款条件.不知你能否接受付款交单的方式.I would like to discuss the terms of payment with you,I wonder if you would accept D/P.7.咱们是老朋友了,我想这次用

58、该用D/P或者D/A付款方式吧.Since we are old friends，I propose D/P or D/A payment.8.我们已通知我方银行开立以你方为受益人的、不可撤销的、跟单信用证,其金额为一千塞三百美金.We have instructed our bank to open an irrevocable documentary L/C in your favor,the total amount is $1300.9.我们希望你们对这笔交易和今后的交易接受付款交单方式.We hope you can accept D/P as payment term this t

59、ime and the future business.10对于你方1号订单,我们可以接受你们远期汇票支付的提议.For your order No.1,we can accept the offer of pay by time bill.11.根据这个分期付款计划,合同总值的百分之二十应在订货时付讫.Under the installment plan, 20% of the contract value is to be paid with orders. 12.请注明信用证在我国可以议付.Please indicate that the L/C is negotiable in our

60、 country. 13.我方将开立以你方为受益人的、不可撤销的信用证,在香港付款交单.We shall open an irrevocable letter of credit in your favor, payable in Hong Kong against documents. 14.我们已经考虑过了你方付款交单的要求,并同意给予你们这个方便.Your request for D/P payment has been considered and we agree to grant you this facility/extend the accommodation.TERMFree

61、 from Particular Average（FPA）平安险With Particular Average（WPA）水渍险All Risks（AR）一切险Theft,Pilferageand Non-delivery（TPND）偷窃和提货不着险1.FOBto be effected by the buyers2.CIF*X% CIF/CIPto be covered by the seller for X% of total invoice value against XX and XX as per ocean marine cargo clauses of the people'

62、;s insurance company of China dated 1/1/1981NOTE1.insuranceinsurance claim保险索赔insurance company保险公司insurance coverage保险范围insurance policy保险单insurance premium保险费2.insurance+介词 一般用法表示所保的货物 +on表示投保类别 +againstIf you wish to cover insurance against any additional insurance.表示保额 +for表示某保险公司 +with 表示保险费或保险费率