世纪商务英语 函电与单证Unit 3

1、LOGOUnit3Unit3Conclusion of BusinessConclusion of Business达成交易达成交易BUSINESS LETTERS 商务函电商务函电 大连理工大学电子音像出版社大连理工大学出版社ContentsintroductionLesson 8 An OrderLesson 9 Sending contractSum-up1243 3introduction 背景介绍背景介绍 在国际贸易中，双方经过交易磋商，确立契约关系。在外贸函电往来中，业务达成的体现为报盘或还盘得到双方认可，或买方发出订单并得到卖方的确认，拟定合同。达成交易后，往往另行签订书面合同。

2、订立合同是指对以往磋商过程中达成的协议、共同接受的交易条件达成的书面确认形式。合同具有法律效力，一经订立，以后的贸易活动都应以合同条款为依据。这是因为通过签订合同，把往来函电中有所变更的条件，最终归纳于一份规范的合同文本中，并由双方签署。这样的合同，既是一份完整、有效的法律文件，也是一份完整、明确的履约依据。合同的内 容通常包括三个部分： 约首：包括合同名称、编号以及双方当事人名称、地址、电传或传真号码等。 本文：合同条款，即对各项交易条件的具体规定，包括品名条款、品质条款、数量条款、包装条款、价格条款、装运条款、保险条款、支付条款、商检条款、索赔条款、不可抗力条款、仲裁条款等条款。 约尾：指

3、明合同的正本份数、使用的文字效力、合同的准据法等，并由双方签字当事人落款签字。 写作要点及要求写作要点及要求订单要点：开头：1）确认交易条件，说明订货意图正文：2) 订单的主要内容，详述所订购商品的名称、数量、规格、价格、 货号等 3) 说明其他要求，如包装、目的地、装运时间等结尾：4) 期望；希望订单得到回复，表达合作的愿望等回信要点：接受订单的回信：开头：1）感谢对方的订单及信任正文：2）对订单的确认，并说明如何处理订单结尾：3）表示合作的愿望合同信函要点：开头：1）确认交易达成正文：2）发送合同，说明合同号（附有详细条款的合同） 3）提醒对方注意交易的重要事项，如付款方式、装运条件等结尾

4、：4）期望；尽快签署合同每封信件的具体内容会有变化，需要根据实际情况加以调整。ContentsintroductionLesson 8 An OrderLesson 9 Sending contractSum-up1243 3Lesson 8 An Order订货订货TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled1. TEXT Specimen 1 An orderSpecimen 2 Confirming the order Lesson 8 An

5、 Order订货订货TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled2. Arm yourself 1. be satisfied with be please with 对满意,满足 e.g. 我们对你们产品质量很满意。 We re satisfied with the quality of your goods.句式：sb. be satisfied with sth.satisfy sb.be satisfactoryto ones satisf

6、actionturn out to ones satisfaction and turn out to be satisfactory 结果令人满意的e.g. 首批货的质量使我们的客户满意。 The quality of the first lot satisfied our customers. 我们的顾客对你们的缝纫机的质量很满意，所以我们希望续订。 Our clients are so satisfied with the quantity of your sewing machines that we wish to book a repeat order. 2. make deliv

7、ery 交货 e.g. 我们从你方9月14日信中获悉，你方要求早日交付你方的订货。 We note from your letter of September 14 that you require for an early delivery of your order. n. delivery 交付，交货 delivery date 交货期 相关词组： take delivery of 提货v. deliver 交付,交运 deliver the goods e.g. 由于我们有大量订单尚未交货，故你方订货不能提前付运。 In view of the fact that we are ful

8、ly committed at the moment, your order can not be delivered in advance. 3.for your reference 供你方参考e.g. 供你方参考，各种迹象表明价格正在呈上升趋势。 For your reference, there is every indication that the prices show an advancing tendency. with reference to 就而言，关于，兹提及 similar expressions: for your information, for your con

9、sideration, for your perusale.g. 供你方参考，我们最近和日本的出口商以此付款方式达成了一笔交易。 For your reference, we have recently concluded with a Japanese exporter a transaction on this payment term.n. reference 参考make reference (to) 提及for ones reference 供某人参考without reference to 不论，与无关reference world market price 世界市场参考价格v.

10、refer 与有关；涉及；参照refer to sth. 谈及Patterns:refer to sth. 谈及 refer sth. to sb. 提交 refer sb. to sb. else 介绍某人与另一人接洽 refer sb. to sth. 参阅 refer (sth) to sb. 向打听 We refer to/ We make reference to/ Reference is made to 兹提及e.g.关于这笔货，我们希望尽快装运。 With reference to the order we hope to have the goods shipped as s

11、oon as possible. 兹提及我们10月3日报盘，我们写信催促你方接受。 Referring to our order of Oct. 3, we are writing to urge you to accept.Or: With reference to our order of Oct. 3, we are writing to urge you to accept. 关于我方资信情况，请向我方银行伦敦银行打听。 As regards our financial position, please refer to our bank, London bank for inform

12、ation.Or: You can refer our financial position to our bank. “兹提及”的表达式： referring to 不能成开首句 with reference to 不能成开首句4. effect v. fulfill, make 实行、实施e.g. 谨通知贵方尽快开立信用证以便我们及时装运。 It would be advisable for you to establish the covering L/C as early as possible so as to enable us to effect shipment in the

13、time. 这个公司不好的名声将对这次交易产生不利影响。 His bad reputation in international trade will have an adverse effect on this transaction. effect shipment 装运 effect insurance 投保 effect payment 支付款项n. effect 效果 goes into effect 生效 in effect 事实上 to the effect 意思是 personal effects 个人财产 adj. effective 有效的 effective demand

14、 有效需求 effective date 有效期 effective exchange rate 实际 effective money 硬币 effective period 有效期 e.g. 公司同意的实际上是降低价格。 The company agreed to what was in effect a reduction in the price. 他们写了封信给银行， 大意是要求它为他们开立信用证。 They wrote a letter to the bank to the effect that they would ask it to open an L/C for them.

15、5. purchase v. buy 购买n. buyinge.g. 你方的产品质量优良，我们想向你方购买。 Your goods are of high quality, and we would like to purchase from you. 句式： purchase sth from sb. 从处购买 purchase of sth. 购买什么 make purchase buy 购买 purchase confirmation 购货确认书 purchase on our own account 自负盈亏 make purchase 购买e.g. 我们确认已从你处购买了500吨货物

16、。 We confirm having purchased from you 500 tons goods. Or: We confirm our purchase from you of 500 tons goods. 6. dispatch v. send, ship 运送,派遣 n. sending 派遣e.g. 我们将按照你方的要求发送货物。 We will dispatch the goods as per your request. e.g. 三套机器的发运保证了工厂的顺利运行。 The dispatch of 3 sets machines ensure the smooth o

17、peration of the factory. dispatch the goods 发运货物 dispatch the cable 发电报 dispatch an engineer 派送工程师 dispatch sth. to somewhere or sb. 发送，寄出 dispatch a person to your end 派遣e.g. 我们在事先要声明，如你方所交货物质量与合同不符，我们有权 拒受。 We would like to claim beforehand that if the quality of the goods dispatched by you is not

18、 in accordance with the contract, we have a right to refuse the goods. 我们会尽一切可能确保货物准时发运至你方港口。 Well do our utmost to ensure the prompt dispatch of the goods to your port. 7. consignment n. goods for delivery 发运，发运的货物，寄售，寄售货物e.g. 这批货物很易受天气影响。 The consignments are subject to weather change.8. as regard

19、s 关于e.g.关于目录与价目表，我们将另邮寄给你方。 As regards catalogue and price list, we will send you by separate mail. consignment goods 寄售货物 a new consignment of goods 一批货 on consignment terms 寄售 v. consign 发运 consign the goods 寄售 consignor 发货人 Shipper 托运人，有时可为发货人 Carrier 承运人 consignee 收货人e.g. 发运货物有望在8月初准备好装运。 It is

20、expected that the consignment will be ready for shipment in the early part of August. similar expressions: with regard to, in regard to, regarding, concerning, coveringv. regard regard ase.g.关于剩余数量的情况，将于日内告知。 As regards the balance, we will inform you in a few days.9. acceptable adj. can be accepted

21、 (to sb.) 可接受的 e.g. 用即期信用证支付我们可以接受。 Payment by sight L/C is acceptable to us.e.g. 如我方价格你们可以接受，请让我们知道。 If our price is acceptable to you, please let us know. 你方价格有竞争力而且我们也能接受。 Your price is competitive and acceptable to us. 10. result in due to, lead to 导致e.g. 供大于求，导致价格下跌。 The supply exceeds demand,

22、resulting in the declining price. result from 由于而引起e.g. 装运延误会导致很打的损失。 Delay in shipment will result in great losses. 你一定注意到由坏的包装引起的货物损坏。 You must be aware that the inferior packing will result in damage to the goods. 我们最近电报往来带来了1000吨的货物买卖。 Our recent exchange of telegrams resulted in a transaction o

23、f 1,000 ton of goods. result from 由于而引起e.g. 价格下跌是由于供大于求而引起的。 The declining price resulted from the fact that the supply exceeds demand.result from由于而引起e.g. 你一定注意到由坏的包装引起的货物损坏。 You must be aware of the damage to the goods resulting from inferior packing. 1000吨的货物买卖是由于我们最近电报往来的结果。 The transaction of 1

24、,000 ton of goods resulted from our recent exchange of telegrams. Lesson 8 An Order订货订货TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled3. Main pointsSpecimen 1 a. sending the order; b. requirements of quality and payment; c. requirements (shipment etc.

25、)； d. expectation of confirmation.Specimen 2 a. receipt of the order and confirmation； b. assurance of shipment and acceptance of payment； c. expectation of future co-operation.Chinese Version 东北进出口贸易公司加拿大多伦多深合区约斯大街35号 华鑫贸易有限责任公司中国上海金林路676号帝王之星大厦14楼敬启者:事由:女士衬衫 感谢你方10月6日来信对女式衬衫的报价，我们很满意产品的质量并很高兴地随函寄去

26、322号订单，订购你方最新商品目录中提到的尺寸的商品。 我们注意到你方能供应现货，希望能在11月装运。如装运延误，我们保留撤消或拒绝接收货物的权利。 供参考，我方希望采用60天即期付款交单，请来函确认。(签名) 格兰. P. 约翰逊 经理谨上 2006年10月15日 货号(打)品名尺寸单价 (打)成本、保险加运费伦敦价 15女式衬衫小35.00 英镑16同上中45.00 英镑14同上大50.00 英镑订订 单单322号中国天津请供应以下货物信件二信件二华鑫贸易有限责任公司中国上海金林路676号帝王之星大厦14楼东北进出口贸易公司加拿大多伦多深合区约斯大街35号敬启者:事由:女士衬衫 非常感谢你

27、方10月15日寄来的订单，很高兴确认你方关于女式衬衫的订货。我公司的发货部门正在处理你们的订单，发运货物准备好就会通知你方的。 关于付款条件是可以接受的。装运后公司就通过银行递上相关的单据。衷心希望此次试订会带来以后的续订。(签名) 黄凯 经理谨上 2006年10月27日 Lesson 8 An Order订货订货TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled4. Make yourself skilled I. Basic Training1.Fi

28、ll in the blanks with proper forms of the given words: satisfied reference effect regard result dispatch purchase acceptable consignment delivery1) We would like to claim beforehand that if the quality of the goods _ by you is not in accordance with the contract, we have a right to refuse the goods.

29、2) Owing to heavy commitments, the goods for _ by the end of this year have been sold out.3) Since the _ is made on FOB basis, you are to ship the goods from Liverpool on a steamer to be designated by us.4) With _ to our previous letters and cables we wish to call your attention to the fact that up

30、to the present moment no news has come from you about the shipment.dispatched delivery purchase reference 5) You may rest assured that we shall _ shipment with the least possible delay upon receipt of the credit.6) As _ sole agent, we would like to go into details.7) The negotiations between us have

31、 _ in a conclusion of a transaction of $ 3000.8) We would like to mention that if your price is attractive and delivery date can be _ to us, we shall place our order with you immediately.9) Mr. Wood guarantees that Mr. Li will be _ with their equipment.10) _ apply to transactions with small amount i

32、nvolved. regards resulted acceptable satisfied Consignments effect 2.Complete the following sentences in English:1) Please inform us _. a. 你们对我们的供货情况是否满意。(be satisfied with) b. 你们的进口数量供我方参考。(for ones reference) c. 你们要求的装运日期。(delivery date)2) Please rest assured that we _. a. 准备装运上述货物。(effect shipmen

33、t) b. 及时发运你们的订单。(dispatch) c. 发运的货物价格公道,品质优良。(consign)if you are satisfied with our supply. of the quantities you import for our reference. the delivery date you required. are ready to effect shipment the goods mentioned above. will dispatch your order in time. will consign goods of high quality at

34、reasonable price. 3) In reply, we _. a.可以以寄售货物的方式做生意。(on consignment) b. 确认由于往来电报而带来的成交。(confirm, exchange) c 遗憾地说你方所报的价格我方不能接受。(acceptable) can do business on consignment. confirm the transaction resulting from cable exchanged. regret to inform you that your offer is unacceptable to us. 3. Improvin

35、g Training Translate the following sentences into English:1) 我们希望货物能在8月份前发运。（consignment, dispatch）2) 我们相信11月15日前可以交货。(make delivery)3) 我们相信此次的首次订货会导致将来贸易的进一步发展。(be sure, result in)4) 由于我方急需，如你方尽早安排发货我们将不胜感激。(dispatch v.)We hope that the consignments will be dispatched before August. We believe that

36、 delivery can be made before November 15. We are sure that this initial order will result in further business in the future. As we are in badly demand of the goods, we shall appreciate it if you dispatch the goods at early date. 5）我们高兴地确认从你处购进50公吨的花生。(confirm, purchase)6) 十分抱歉，由于天气原因，我方不可能在本月底以前装运货物

37、。(effect)7) 我们会确保货物准时发运至你方港口。(dispatch n.)8）由于你方的报价有竞争力而且能让我们接受，我们考虑大量的购买。(acceptable, large quantities)We are pleased to confirm having purchased from you 50 metric tons of peanuts. We regret to inform that, owing to the bad weather, we are unable to effect shipment before the end of the month. Wel

38、l ensure the prompt dispatch of the goods to your port. As your quotation is competitive and acceptable to us, we are considering orders of large quantities. 4. Letter-writing practice: Please write a letter of an order with the given words, phrases and the list that show the requirements about the

39、goods. inform sport supplies a steady market ship an irrevocable L/C payment in urgent need acceptance of the order delay cancel 100 cases35.79/ case25-665EEGolf balls, 24 balls per case200 bags15.69/ bag607EEGolf bags, brown leatherette, with strap200 bags29.9/ bag680EEGolf bags, brown leather, wit

40、h strapQuantityUnit Price US$Catalogue No.Description of GoodsLetter-writing practice: Dear sirs, We are delighted to inform you that your sport supplies have found a steady market here. Please ship us the goods according to the following requirements: As usual, the payment for the above goods is go

41、ing to be made by an irrevocable L/C open in your favor ten days after your acceptance of the order. Since our customers are in urgent need of the goods, please ship them by the first available vessel no later than July 30. For any delay in shipment, we will have the right to cancel the order. Looki

42、ng forward to the arrival of our order in time. Yours faithfully Description of Goods Catalogue No.Unit Price US$QuantityGolf bags, brown leather, with strap 680EE 29.9/ bag 100 bags Golf bags, brown leatherette, with strap607EE 15.69/ bag 100 bagsGolf balls, 24 balls per case 25-665EE 35.79/ case 2

43、0 cases More exercises 1.Translate the following expressions into Chinese: repeat orders purchase confirmation delivery date dispatch department consignment goods D/P at 30 days sight续订购货确认书交货期寄售部门发运货物30天即期付款交单2.Fill in the blanks with proper forms of given words: effect satisfy result regard purcha

44、se dispatched accept refer1) At present, supply can be _ only in small quantities.2) The quality of your new products _ us in every respect3) As a _ of our endeavor, we have obtained supplies for you. 4) In international business, sales confirmation is a document _ as a contract. effectedsatisfiedre

45、sultregarded5) _to our enquiry of Oct. 25, we invite your attention to it.6) We are _ these goods for our own account.7) We would like to claim beforehand that if the quality of the goods _ by you is not in accordance with the contract, we have a right to refuse the goods.8) We are not sure that our

46、 quotation is _ to you. Referringpurchasingdispatchedacceptable3 Write a routine order letter, using the information below: 1) 对上次的原色布料供货表示满意。2) 要求再次订货： 商品货号 数量 价格 9715 100，000码 1.5 美元（码） 9716 150，000码 1.2美元（码） 9623 120，000码 1.4美元（码）3) 要求对方接到订货信后三周内装运，最迟不能晚于9月30 日，因为顾客急需这批货物。4) 计划用D/P即期方式付款。 We are

47、satisfied with the quality of your gray cotton sheets, your supply have found a steady market here. We are herewith placing a repeat order as follows: We hope that you will make delivery in three weeks on receipt of our order. Shipment should be effected no later than September 30 because our custom

48、ers are in bad need of the goods. For your reference, we wish to effect payment by D/P at sight. Please kindly let us have your confirmation.Yours faithfully, Specification No. Quantities Yard Unit Price (Per yard.) US $ 9715 100，000 1.5 9716 150，000 1.2 9623 120，000 1.4 ContentsintroductionLesson 8

49、 An OrderLesson 9 Sending contractSum-up1243 3Lesson 9 Sending Contract寄送合同寄送合同TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled Specimen 1 Sending ContractSpecimen 2 Counter-signatureLesson 9 Sending Contract寄送合同寄送合同TEXTArm yourselfMain pointsMake your

50、self skilledTEXTArm yourselfMain pointsMake yourself skilled2. Arm Yourself 1. exchange v. change sth. between each other 交换,交流; n. 兑换foreign exchange 外汇e.g. 近来我们来往电报促成了50匹丝绸的成交 The recent exchange of cables between us has resulted in a conclusion of a transaction of 50 pieces Silk. exchange rate 外汇

51、汇率 e.g.互通有无。 Exchange what one has for what one needs. exchange of sth. 交换，交流，互换e.g. 我们交流看法有助于互相理解和沟通。 Our recent exchange of views will result mutual understandings and communication.2. conclude v. close come to reach finalize realize 达成,得出,实现e.g. 如你方有可能将价格降至我方水平,有可能成交 If you could see any chance t

52、o reduce the price to our level, there is a possibility to conclude the business.conclude business with sb. 成交similar expressions: conclude a transaction of sth. with sb. /call it a deal/ business materializee.g.通常我们以CIF的价格和我们的顾客成交。 Usually, we conclude business on CIF terms with our customers. 我们已与

53、你地其他买主按我们的价格成交了业务. Weve concluded business with other buyers at your area at our level. n. conclusion 结论，成交3. transaction n. business deal 交易,成交e.g.如果你们把价格降到我们的水平,我们将和你方达成交易 We will conclude the transaction with you if you reduce the price to our level. conclude a transaction with sb.v. transact 做生意

54、，成交transact a business with sb. in sth.transact sth. with sb.e.g.这次交易的成功标志着我们长期友好关系的开始。 The conclusion of this transaction will mark the beginning of our long friendly relations. 我们渴望你们在这初次交易中给予我们大让步。 We desire that you give us big concession in the first transaction. 5. for our file for records 存档4

55、. in duplicate in two copies, in two originals 一式两份类似表达还有: in triplicate 一式三份 in quadruplicate 一式四份 in quintuplicate 一式五份e.g. 请将已会签的合同一份寄给我方 Please send the duplicate of the contract countersigned to us. duplicate n. 复制，复制品，两份中的一份 duplicate v. 复制，重复e.g. 能否给我配制一把钥匙？ Could you duplicate the key for me

56、?duplicate your order of 续订，相当于repeat order of 注意区分： duplicate your order: supply again duplicate our order : place repeat order e.g. 想再次向你方订购100台缝纫机。 We would duplicate the order for 100 sets. e.g. 要把这些文件整理好存档以备查阅。 These documents will be arranged for our file in order to be consulted. 6. arrange v

57、. to plan or prepare for 安排e.g. 你方订货我们将安排装“和平”轮，下月初起航。 We will arrange for your goods to be shipped on s.s. “Peace” sailing at the beginning of next month. n. arrangement 安排 make arrangement (for)句式：arrange for sth. arrange for sth. To be done arrange for sb. to do sth. arrange sth to be done arrang

58、e sb. to do sth. arrange to do sth. arrange sth. e.g. 我们的安排没有什么不对的。 There is nothing unusual of our original arrangement. 他们到达饭店前已做好安排。 Arrangements had been made before they arrived at the hotel. 你知道他们做的生产计划吗？ Do you know the arrangements they have made concerning the years production? 7. duly adv.

59、 in due course in time 及时e.g.账单收到并及时支付了A bill was received and duly paid.due to because of 因为e.g.由于包装不注意,引起了损失Loss is due to careless packing.adj. overdue 超时的,过期的e.g.关于20吨大米的装运很快就要超过期限了 The shipment of 20 metric tons of rice is rapidly becoming overdue. adv. duly 及时 similar expressions: in due cours

60、e, in good time, in time, in due timea. due owed 欠的，应付的e.g. 我们寄去支票支付欠你方的100美元。 we send you a check in payment for USD$100 due to you. 欠你方的佣金将在本月支付。 The commission due to you will be paid at the end of this month.b. proper 适当的e.g. 经过适当的考虑，他们决定接受我们的建议。 After due consideration, they decided to accept o