国际商务英语函电期末复习资料

1.Explain7Cs principles in writing business letter.

-Clarity is the most important characteristic of good business writing.It means conveying your message to the recipient without being misunderstood.

-Considerateness means sharing your reader’s point of view and keeping your reader’s needs in mind.Considerateness mainly lies in“you-attitude”.

-Courtesy is more than politeness.A good business letter should be positive,friendly, sincere and tactful.Subjunctive mood is often used to give a polite request.

-Completeness implies sending complete information to the recipient.

-Conciseness is to make your point brief and clear.The message you convey is as short as possible while being complete.

-Concreteness is to make the message specific,definite and vivid.It is important especially when we write contracts,agreements,notices,advertisements and business letters like inquiries and offers.

-Correctness refers not only to correct usage of grammar,punctuation and spelling, but also to standard language,proper statement,accurate figures and the correct understanding of commercial jargons.

2.What are the main channels for a new firm to establish business relation?

1)Internet

2)Attendance at trade fairs and exhibitions held at home and abroad(are traditional but the most constantly used channels for merchants to approach each other).

3)Banks

4)Commercial Counselor’s Office

5)Chambers of Commerce both at home and abroad

6)Trade Directory

7)Advertisements

8)Mutual visits by trade delegations and groups,etc.

3.Give a brief description of negotiation procedure of foreign trade.

As we all know,no customers,no business.Therefore,companies must try by all

means to seek for new connections

-First,establishing business relations is required,which may involve writing self-introduction letter that includes the firm’s basic information,advantages,business scope,etc.

-Second,it comes to inquires that fall into two categories:business inquires and status inquires.

-Third,it will be offers and counter-offers.An offer is a proposal by sellers to buyers in order to enter into a contract.A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree.

-Finally,two parties will sign the contract.

4.Explain the main terms of payment in international trade and their application.

·L/C,collection and remittance are three major modes of payment.

1)L/C is a reliable and safe method of payment facilitating trade with unknown buyers and giving protection to both sellers and buyers.The disadvantage of L/C is the cost.L/C is usually used for large sum.

2)托收是出口商（债权人）为向国外进口商（债务人）收取货款，开具汇票委托出口地银行通过其在进口地银行的联行或代理行向进口商收款的结算方式。其基本做法是出口方先行发货，然后备妥包括运输单据（通常是海运提单）在内的货运单据并开出汇票，把全套跟单汇票交出口地银行（托收行），委托其通过进口地的分行或代理行（代收行）向进口方收取货款。

-Collection is a paying arrangement whereby a bank acts on behalf of a seller for collecting and remitting payment for a shipment.The major advantage of collection is the low cost.Collection is usually used for small sums.

3)Remittance falls into three types:Mail Transfer(M/T信汇),Telegraphic Transfer(T/T电汇)and Demand Draft(D/D票汇)

-M/T is cheap but slow and it is usually used for small sums or of little urgency.

-T/T is safe and fast.It is currently the most popular way of remitting funds.

-D/D is a type of bills of exchange,which means that the payee can transfer the draft

before it is presented to the paying bank for payment.T/T&M/T do not have such property.

5.Define the term“offer”and tell of the difference between firm offer and non-firm offer.

·An offer is a proposal by sellers to buyers in order to enter into a contract.

-A firm offer(实盘)is made when a seller promises to sell goods at a stated price within a stated period of time.Once it has been accepted it cannot be withdrawn.

-A non-firm offer(虚盘)is usually made by means of sending catalogues,pricelist, pro forma invoices(估价单)and quotations.It can be considered as an inducement to business without engagement.

6.Define the term“Letter of Credit”and illustrate its operating procedures. 1)L/C is a reliable and safe method of payment facilitating trade with unknown buyers and giving protection to both sellers and buyers.

2)The operating procedures of L/C involve Issuance(开证)—Amendment(改证)—Utilization(用证).

-Issuance describes the process of the buyer’s applying for and opening a documentary credit at the issuing bank and the opening bank’s formal notification of the seller through the advising bank.

-Amendment describes the process whereby the terms and conditions of a documentary credit may be modified after the credit has been issued.

-Utilization describes the procedure for the seller’s shipping of the goods,the transfer of documents form the seller to the buyer through the banks,and the transfer of payment from the buyer to the seller through the banks.

7.When does a buyer make a counter-offer?And how will a seller reply to a counter-offer?

1)If the buyer finds any terms and conditions in the offer unacceptable,he can make

a counter-offer to renew the terms,negotiating with the seller.

2)A seller’s replying to a counter-offer usually covers the following point:

1>tell the buyer that you have known his interest and show your regret;

2>express your acceptance or regret that counter-offer is not acceptable;

3>explain the reasons for accepting or declining the counter-offer;

4>wish to establish long business relations.

8.Define the term“order”and describe the contents of an order letter.

1)Orders are usually written on a company’s official order form,which has a date, and reference number that should be quoted in any correspondence which refers to the order.

2)The contents of an order letter should cover:

-Explain there is an order accompany the letter;

-Confirm the terms of payment;

-Confirm the agreed discounts,if any;

-Confirm the delivery dates;

-State the methods of delivery;

-Advise your supplier how you want the goods packed.

9.When should the original L/C be amended?And how will the seller ask for amendment to a L/C?

1)If any discrepancies or some unforeseen special clauses to which the seller does not agree are found in the L/C,the seller should send an advice to the buyer,asking him to make amendment.

2)When asking for amendment to an L/C,it is essential for the seller to:

1>In the opening sentences thank the customer for the L/C you received and give a detailed description about it;

2>Give the reasons why you have to ask for the amendment to the L/C;

3>Tender apologies.Should we be the responsible party?If not,omit this step;

4>Express your appreciation for the amendment and state your good will to make prompt shipment.

10.What are writing tips for writing a letter regarding the packing?

1)Sometimes,mention the Contract No.Or Order No.To make sure the reader knows what the letter is about in the subject line,if any;

2)State clearly the letter you are replying to by specifying the exact date and sometimes the order number at the very beginning of the letter;

3)State clearly the purpose of your letter;

4)Present your packing requirements specifically and clearly,and sometimes explain why you have these requirements;

5)Express your expectations and thanks for your partner’s cooperation.