《世纪商务英语——外贸函电》教师用书

世纪商务英语

外贸函电

(教师用书)

English Letter Writing in Foreign Trade

主编吴思乐胡秋华

副主编高文峻

大连理工大学出版社

前言

《世纪商务英语—外贸函电》是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。本书主要针对高职高专商务英语和其他涉外经贸专业的学生，也可以作为其他层次涉外经贸专业的外经贸英语教材。同时，对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说，本书还可作为自学参考资料。

为方便教学和自学者学习，我们编写了与之配套的练习答案，并提供了常用表达部分的译文。

希望本书能对我们的读者有所帮助。

编者

Contents

Unit 1 Fundamentals of Modern Business Letter Writing (4)

第一章现代商务函电写作的基本知识

Unit 2 Establishing Business Relations (7)

第二章建立业务关系

Unit 3 Inquiry (12)

第三章询盘

Unit 4 Offer (17)

第四章发盘

Unit 5 Counter-offer (22)

第五章还盘

Unit 6 Acceptance and Confirmation (27)

第六章接受与确认

Unit 7 Order and Contract (32)

第七章订单与合同

Unit 8 Payment and L/C (37)

第八章支付与信用证

Unit 9 Packing (42)

第九章包装

Unit 10 Shipment (47)

第十章运输

Unit11 Insur ance (52)

第十一章保险

Unit12 Complaint, Claim and Settlement (57)

第十二章抱怨、索赔及理赔

Unit 1 Fundamentals of Modern Business Letter Writing 第一章现代商务函电写作的基本知识

Part Five Practical Training

1. Arrange the Following in Proper Form as They Should Be Set

Out in a Letter.

(1) Sender’s Name: Guangzhou International Trading Corp.

(2) Sender’s Address: 198 Yueken Road, Tianhe District, Guangzhou,

China

(3) Sender’s Telephone: 85230000

(4) Sender’s Cable Address: 5527GZ

(5) Sender’s Telex Address: 3328 gz CN

(6) Date: September 15, 2007

(7) Receiver’s Name: Standard Oil Company

(8) Receiver’s Address: 38 Fifth Avenue, London, U. K.

(9) Subject: Refrigerators

Message:

We thank you for your letter of September 3, 2007, inquiring for the captioned goods.

The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.

We look forward to receiving your specific inquiry with keen interest.

Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his/her style. The following is just a sample. Guangzhou International Trading Corp.

Address: 198 Yueken Road, Tianhe District, Guangzhou, China

Tel: 85230000, Cable: 5527GZ, Telex: 3328 gz CN

September 15, 2007

Standard Oil Company

38 Fifth Avenue,

London, U. K.

Dear Sir or Madam:

Subject：Refrigerators

We thank you for your letter of September 3, 2007, inquiring for the captioned goods.

The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.

We look forward to receiving your specific inquiry with keen interest.

Yours faithfully,

…

2. Address an Envelope for the Above Letter.

Since we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.

Guangzhou International Trading Corp.

Stamp 198 Yueken Road

Tianhe District, Guangzhou,

Guangdong, China

Standard Oil Company

38 Fifth Avenue

London

U. K.

Urgent

Unit 2 Establishing Business Relations

第二章建立业务关系

Part Three Other Commonly Used Expressions and Sentences

Typical Sentences

1. We are one of the leading importers of ceramic products in America. We’d

like to establish business relationship with your corporation. (我们是美国陶瓷制品的主要进口商之一，愿与贵公司建立业务关系。)

2. We are a state-operated corporation, handling the export of animal b y

products and we are willing to enter into business relations with your firm. (我们是国营公司，经营土畜产品出口业务。我们愿与贵公司建立业务关系。)

3. This is to introduce the Pacific Corporation as an exporter of light industrial

products having business relations with more than 80 countries in the world.

(兹介绍太平洋公司，它是轻工业产品的出口商，与世界80多个国家有业务关系。)

4. We are exporters of fresh water pearls having years’ experience in this

particular line of business. (我们作为淡水珍珠的出口商，在这一业务方面有着多年的经验。)

5. We are active in developing commercial relations with trade and financial

circles of/from various countries and districts.(本公司致力于发展与各国和各地区的贸易和金融界的商业往来。)

6. We foresee a bright prospect for your products in our market.

(我们预料贵方产品在我方市场有着广阔的前景。)

7. Should you be interested in any of our products, please let us know. (如对我

方产品感兴趣，务请告知。)

8. Should you require any further information/details/particula rs, please don’t

hesitate to let us know. (如需详情，务请告知。)

9. Since we specialize in the export of Chinese food products, we wish to

express our desire to trade with you in this line. (我们专营中国食品的出口业务，希望和贵公司做本行业的买卖。)

10. As the items fall within the scope of our business activities, we shall be

pleased to enter into direct business relations with you. (由于这些商品正好属于我们的经营范围，我们会很高兴与贵公司建立直接的业务关系。)

11. We are convinced that our joint business efforts can be developed to our

mutual benefit. (相信通过我们双方的共同努力，我们之间的业务一定会向对双方都有利的方向发展。)

12. We appreciate your cooperation in this transaction.(如能给予合作，我们将

不胜感激。)

13. As requested, we are airmailing to you, under separate cover, a sample each

of Article Numbers 1025 and 1026 for your reference. (按要求，我们将另封寄出第1025号和1026号商品的样品各一份供贵公司参考。)

14. We are one of the largest food trading companies in Japan, and have offices

or representatives in all major cities and towns in Japan. (我们是日本最大的食品贸易商之一，在日本所有的大城镇都设有办事处或营业代表。) 15. Your letter of November 21, 2007, addressed to our sister corporation in

Shanghai has been transferred to us for attention. (贵公司2007年11月21日寄往我方上海姐妹公司的信已经转交我方处理。)

16. Our mutual understanding and cooperation could result in future business.

(我们之间的相互了解与合作将会促成今后的生意。)

17. We are striving to expand economic cooperation and exchange of technology

with foreign countries. We utilize common and reasonable international practices in a flexible way. (我们将努力与各国扩大经济合作和技术交流，灵活地运用通常而合理的国际惯例。)

18. A booklet including a general introduction, the scope of business and other

topics is enclosed for your reference. (随函附上公司概况、业务范围和其他方面的小册子一本，供参考。)

19. If you are interested in establishing business relations with us in this line,

please let us know your specific requirements. We’ll be pleased to forward samples, catalogues as well as detailed information. (如贵公司有意与我们建立该商品的业务往来，请提出具体要求，以便我们寄上样品、目录以

及详细说明。)

20. We assure you that we will give our best attention to any inquiries from you.

(对于贵公司的任何询问，我们将给以充分关注。)

Part Five Practical Training

Beginning Training

1．Put the following English into Chinese.

(1) 商务参赞办公室

(2) 行会

(3) 商会

(4) 业务范围

(5) 本着做……的意愿；以……为目的

(6) 业务联系

(7) 所附目录/(最新)价格单/报价

(8) 务请告知。

(9) 一(全)系列

(10) 我们期待收到贵方即时的好消息。

(11) 我们是国营公司，经营土畜产品出口业务。我们愿与贵公司建立业

务关系。

(12) 由于这些商品正好属于我们的经营范围，我们会很高兴与贵公司建

立直接的业务关系。

(13) 由于哈维公司的推荐，我们高兴地得知贵公司的名称。

(14) 承蒙布什先生介绍，我们得知贵公司是当地主要的电子产品进口商

之一，且希望与我们建立业务关系。

(15) 请允许我们借此机会做个自我介绍，我们是本国一家大的化肥进口

商。

(16) 我们借此机会致函贵公司，希望建立业务关系。

(17) 本公司是以经营进出口业务以及从事与对外贸易有关的活动为宗

旨建立的。

(18) 我们预料贵方产品在我方市场有着广阔的前景。我们保证随时给予

贵方密切合作，盼速复。

(19) 本公司专营电子产品出口业务，产品行销世界各地。

(20) 承蒙日本东京商会介绍，我们了解到贵公司在世界各地供应高质量

的食品。很高兴告知你们我国对各种外国食品的需求量很大。

2. Read the following letters and choose the best one from the given

answers for the missing prepositions.

Letter 1: (1) to (2) of (3) with (4) in (5) for

Letter 2: (1) from (2) into (3) with (4) of (5) to

Intermediate Training

1. Put the following Chinese into English.

(1) establish business relations, enter into business relations，

establish business connections, enter into business connections

(2) specialize in…, engage in…, handle…, deal in…

(3) please contact us/sb., let us/sb.know

(4) We would appreciate it/be grateful if you would…

(5) for your information/reference (only)

(6) cnclude/close the business/trancsaction/deal

(7) The enclosed is/are our…/We enclose our…

(8) at your end, in your place/area/district

(9) company/corporation/firm/house

(10) in the meantime, at the same time, meanwhile, in the meanwhile

(11) according to, in compliance with, in accordance with, in conformity

with

(12) concerning, about, regarding, with regard to…, as to…

(13) We are a state-operated corporation specializing in the export of

table-cloths.

(14) We write to introduce ourselves as exporters of fresh water pearls

having many years’ experience in this particular line of business.

(15) We take the liberty of writing to you with a view to doing business with

you.

(16) We express our desire to establish business relations with your firm./We

shall be glad to enter into business relations with you.

(17) Your letter expressing the hope of establishing business connections

with us has been received with thanks.

(18) We are now writing you for the opportunity of developing trade

between us.

(19) We have your name and address from The Journal of Commerce.

(20) A booklet including a general introduction, the scope of business and

other topics is enclosed for your reference.

2. Supply the missing words in the blanks of the following letter. The first

letters are given.

(1) informing (2) market (3) dealing (4) sample

(5) details (6) quality (7) prices (8) stock

(9) items (10)enquiry

Advanced Training

1. Letter Composing

略。

2. Letter Replying

略。

Unit 3 Inquiry

第三章询盘

Part Three Other Commonly Used Expressions and Sentences

Typical Sentences

1. Will you please send us your illustrated/latest catalogue and full details of

your prices and terms of payment, together with samples. (能否请你们给我们随样品寄上带有图片说明的/最新的产品目录表以及详细的价目和支付条件？)

2. Please send me a description of your electric hedge trimmers. (请惠寄电动修

剪机的说明书。)

3. We would be pleased if you send us your lowest quotation for the following:

(如能对下列产品报最低价，我方将不胜感激。)

4. A client of ours is interested in securing a certain quantity of Chinese Cotton

Piece Goods, as specified below, for which you are requested to make an offer.

(我们的一位客户希望获得一批下列中国棉布，请报盘。)

5. We have pleasure in informing you that we are interested in your plastic

kitchenware and would like you to make us an offer. (欣告我方对塑料制厨房用具感兴趣，如蒙惠赐报盘，不胜感激。)

6．We have an inquiry in hand for a large quantity of Bitter Apricot Kernels. (我方手头现有一份欲购大量苦杏仁的询价单。)

7. We understand that there is a good demand for glassware in your market, and

take this opportunity of enclosing our quotation No. 1338 for your consideration. (我们了解到贵方市场对玻璃器皿需求强劲，借此良机，附上我方第1338号报价单，供贵方参考。)

8. We are sending you by airmail a small sample. A copy of the relative

description leaflet is enclosed. (现航寄一件小样品，并随函附上一份有关的说明书。)

9．Will you please send us your catalogue together with a detailed offer? (能否给

我们邮寄目录并附带详细报盘？)

10. Please inform us of the prices of the products that you can supply. (请告贵方

所能出手的价格。)

11. We’d like to have your lowest quotations CIF Vancouver. (希望贵方报成本

加运费、保险费到温哥华的最低价。)

12. We have seen your advertisement in China’s Foreign Trade and would be

glad if you will send us the particulars of bed sheets and pillowcases. (我们在《中国对外贸易》杂志上看到你们的广告，敬请告知有关床单和枕套的详细情况。)

13. You must take into consideration when quoting a price that we may place

regular orders for large quantities. (报价时请考虑我们可能会经常性地大量订购这一因素。)

14. Kindly let us know the prices and quantities of the best refined sugar you are

able to deliver to us. (敬请告知贵公司可供应的上等白砂糖的数量和价格。)

15. We have ready buyers of these commodities and if your prices are competitive,

we have every reason to believe that we can place large orders with you. (我方已有现成买主，倘若贵方价格有竞争性，相信能大批量订货。)

16. We would be pleased if you would let us have a list of items that are imported

by you. (敬请将贵公司的进口目录寄来为荷。)

17. We have an importer inquiry for woolen blankets and would like to obtain a

catalogue, and price list together with the samples as soon as possible. (我们有一家进口商，询问有关羊毛毯的情况。希望能尽快向我方提供产品目录、价目表以及样品。)

18. We would be much obliged if you could quote us the best CIFC5% Shanghai

and indicate the respective quantities and various sizes that you could supply for prompt shipment. (如果贵公司能给我们含5%佣金上海到岸价的报盘，并说明各种现货的数量和规格，我们将不胜感激。)

19. Please let us know on what terms you can supply the above goods. (请告知

贵方可以以什么样的交易条件供应上述商品。)

20. If you are in a position to meet our demand, we will place a large order with

you. (如果你们能满足我们的需求，我们将向你们下大宗订单。)

Part Five Practical Training

Beginning Training

1．Put the following English into Chinese.

(1) 带有图片说明的目录表

(2) 交货期

(3) 特别折扣

(4) 市场需求/品位/偏好

(5) 最新价目表

(6) 有前景的市场

(7) 大量购买

(8) 有存货的

(9) 下列

(10) (商品)在出售中

(11) 我方一客户想买123型货物，希望贵方寄一样品和报价单来。

(12) 我方对贵方的绿茶感兴趣。我方认为，其中的某些品种在我方市场

上会很畅销。希望得到贵方的维多利亚目的港交货最低价。

(13) 我们想购买贵方4号目录表上所列的男式衬衫。请报最低价、最优

折扣以及交货期。

(14) 请报下列各种商品的新加坡到岸价，包括我方3%的佣金。

(15) 我们希望贵方价格可行，同时希望交易能令双方受益。

(16) 我们看过贵方在《海外杂志》上的广告，请惠寄贵方价目表和详细

的交易条件。

(17) 我们获悉贵方是空调生产商，请问贵方是否能供应下列规格的产

品？

(18) 随函附寄我方尼龙袜样品，请查收。如贵方能供货5000打，请报

最优惠的香港到岸价。

(19) 我们所需的商品列在所附清单上。如贵方有存货，请告知数量以及

最低的香港到岸价。

(20) 我方一些客户对贵方的罐头食品有兴趣，请报到岸价并惠寄样品及

详细资料。

2. Read the following letters and choose the best one from the given

answers for the missing prepositions.

Letter 1：(1) in (2) to (3) at (4) in (5) by

Letter 2：(1) with (2) In (3) with (4) for (5) with

Intermediate Training

1．Put the following Chinese into English.

(1) inquiry sheet, inquire note

(2) by separate post

(3) be in the market for…, be desirous of…, desire…

(4) irrevocable L/C at sight

(5) lowest/best price; favourable price; rock-bottom price; competitive

price; reasonable price

(6) make/send sb. an inquiry for…, inquire for…

(7) This is in reply to one’s inquiry of…

(8) place an order with sb. for sth.

(9) ready market

(10) Please state terms of…

(11) As we are in the market for men’s leather gloves, we would be pleased

if you would send us your best quotation.

(12) Please send us your best firm offer by fax indicating packing,

specifications, quantity available, lowest prices with the best discount

and the earliest date of delivery.

(13) If you can supply goods of the type and quality required, we may place

regular orders for large quantities.

(14) We take pleasure in enclosing our inquiry No.345-9 against which you

are requested to make us an offer on FOB basis.

(15) We are interested in hand-made shoes in a variety of styles made of

genuine leather. Will you send us a copy of your latest catalogue with

details of your prices and terms of payment?

(16) Please let us know at what price, on what terms and in what quantity

you can supply us with the following articles:

(17) We are interested in 300 sets of “Five Rams”bicycles and would be

pleased to have your best offer by cable on CIF Hamburg basis,

including our 5% commission.

(18) We should be grateful if you would quote your lowest price for the

captioned goods. When offering please indicate packing conditions and

the earliest possible date of delivery and send us the covering

literatures.

(19) As one of our customers has a steady demand for your electric motors,

please cable us a firm offer for 10 sets for shipment in September.

(20) We would like to know what discount you would allow us for an order

for more than 1000 dozen.

2. Supply the missing words in the blanks of the following letter. The first

letters are given.

(1) advertisement (2) leading (3) interested (4) details

(5) dealers (6) line (7) market (8) replying

(9) over (10) items

Advanced Training

1. Letter Composing

略

2. Letter Replying

略

Unit 4 Offer

第四章发盘

Part Three O ther Commonly Used Expressions and Sentences

Typical Sentences

1． It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term to three months. (我们通常的做法是：新客户首次订购我们的货物从结算日起一个月内付款交货。之后，则宽限至三个月。) 2． We cannot consider these prices firm for an indefinite period because of the situation on the coffee market. (鉴于咖啡市场的行情，我们无法长期保持这一价格不变。)

3. This offer is firm subject to your immediate reply, which should reach us not

later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed. (上述报盘，以贵方答复在不迟于本月底到达我方为有效。一旦此报盘过期，此货不可能存留不售。)

4． The offer will remain firm until March 31, 2007 beyond which date the terms and prices should be discussed anew. (报盘有效期至2007年3月31日止。

此日期之后的条款及价格需重新商讨。)

5． As requested, we are offering you the following, subject to our final confirmation. (根据要求，我方就如下货物向贵方报盘，但以我方最后确认为准。)

6. As our market is now somewhat slow and prices are generally low, you are

very fortunate in making purchase at this time. (现在我方市场行情不景气，价格普遍低落，此时正是贵方购买的良机。)

7. We are pleased to inform you that there are 50 tons of walnuts now available

for export. (欣告现有50吨核桃可供出口。)

8. We are pleased to notify you that the whole of our extensive stock of silks,

velvets, ribbons, mantles, shawls, woolen and cotton goods, is now on sale at prime cost. (我们正在清仓，有丝织品、天鹅绒、丝带、披风、披肩、毛织品、棉织品以及其他男士服饰，均以进货价出售，特告。)

9． Referring to your letter dated July 10 in which you inquired for plastic toys, we have pleasure in cabling you an offer as follows. (关于贵方7月10日对塑料玩具的询价函，现电报价格如下。)

10. We are glad to have received your letter dated November 14 for our bicycles.

In reply to your inquiry, we are pleased in making you the following offer.

(很高兴收到贵方11月14日对我方自行车的询价函，现答复并报盘如下。)

11. We are making you, subject to your acceptance reaching us not later than

September 15, 2007, the following offer. (现报盘如下，以贵方接受函于2007年9月15日前抵达我处为有效。)

12. We have here cabled you a firm offer until May 31, 2007. (兹此电复实盘，

至2007年5月31日有效。)

13. W e recommend that you take prompt advantage of this offer, which is firm

for three days until July 31, 2007. (建议贵方迅速利用该项报盘，报盘有效期为三天，到2007年7月31日止。)

14. W e are making you a firm offer of 30 metric tons Walnut meat at Euro

€2500 per metric ton CIF European Main Ports for November shipment. (我们报实盘：30公吨核桃仁，欧洲主要港口到岸价，2500欧元每公吨，11月装运。)

15. I n reply to your inquiry of yesterday, March 5 2007, we have pleasure in

offering you these at the very low price of HK ＄11000 per M/T CIF Stockholm, packed in ordinary gunny bags. (兹收到贵方昨日，2007年3月5日的询价函，我方乐于以低价提供此类商品，普通麻袋包装，每公吨11000港元，斯德哥尔摩到岸价。)

16. W e regret to inform you that we do not have in stock the goods in the

desired quality. (很遗憾通知贵方，我们目前没有你们想要的同质量现

货。)

17. O wing to the increased demand for this type of car, our stocks have run very

low. (由于这种汽车的需求已经增加，我们的存货已经不多了。)

18. A s prices are steadily rising we would advise you to place your order

without delay. (由于价格不断在上涨，我们建议你们立即订购。)

19. T hank you for your inquiry of September 4 informing us that you find our

canned meat satisfactory and that you are considering placing a trial order with us. (感谢贵方9月4日的询盘，通知我们贵公司认为我方的肉罐头很令人满意，并正在考虑向我们试订。)

20. F urther to our letter of December 12, we now offer you, without engagement,

our various items as follows. (继我方12月12日函，现报没有约束力的各种货物价格如下。)

Part Five Practical Training

Beginning Training

1．Put the following English into Chinese.

(1) 以……为准

(2) 留盘

(3) 按照某人的要求

(4) 规格

(5) 供现货；有现货

(6) 无约束

(7) 鉴于……; 考虑到……

(8) 报价单

(9) 实盘

(10) 如所述

(11) 贵方询盘收到，我方正在处理当中，希望不日即可给你们发出可接

受的报盘。

(12) 谢谢贵方7月6日的询盘。我们特此另封寄出你们所要产品的样品

及我方的价目表。

(13) 关于贵方10月15日询问女士牛仔裤事宜，我们随函附上第213号

报价单供你方考虑。希望贵公司认为我方价格是可以接受的。

(14) 以下是我方最优惠报盘，此盘以我方最后确认为准。

(15) 我方必须强调：由于本商品存货有限，需求较大，此盘有限期仅为

两天。

(16) 如果在三天内不接受，本报盘将会被撤回。

(17) 我们很了解贵方对白糖的需求，但很遗憾目前不能供货。将来能供

货时，我方一定通过电子邮件和贵方联系。

(18) 本报盘有效期至2007年8月20日。如贵方能立即以电子邮件答复，

我们将不胜感激。

(19) 我们要指出的是，我方的报价还可能会在不通知贵方的情况下作调

整。最后价格以贵方下订单时我们的确认为准。

(20) 很遗憾贵方所要的货物目前还没有，因此我们只好收回我方的报

盘。

2. Read the following letters and choose the best one from the given

answers for the missing prepositions.

Letter 1：(1) for (2) with (3) at (4) by (5) to

Letter 2：(1) for (2) for (3) by (4) at (5) by

Intermediate Training

1．Put the following Chinese into English.

(1) as per attached list

(2) net price without commission

(3) under separate cover, by separate mail

(4) make/submit a firm offer

(5) make delivery

(6) as agreed

(7) by confirmed, irrevocable L/C payable by draft at sight

(8) withdraw/cancel an offer

(9) current/market price

(10) goods in stock