外贸英语函电期末复习重点

一到九章及一些附加内容

第一章Basic Knowledge of Business Letter Writing

1.1 Structure 构成：

a.Letterhead(信头)——发件人的信息（名称、电话、地址）

b. Reference and date（发文编号和日期）

c. Inside Name and Address(封内名称和地址)——收件人的信息

d. attention line (注意事项)

e. The Salutation(称呼)

f. the Subject Line(事由标题)

g. The Body of the Letter(信的正文)

h. Complimentary Close(结尾敬语)

i. The Signature(签名)

j. enclosure (附件)

k. carbon copy notation(抄送)

l. postscript(附言)

1.2 Envelope 信封的写法：

China National Chemicals (stamp)

Import&Export Co. 寄件人地址

Beijing,China

Overseas Trading Co.

153 Market street 收件人地址

London, E.C.3

Registered 挂号信

1.3 Principle 写信原则：

Courtesy 礼貌

Conciseness 简洁

Clearness 清晰

第二章Establish Business Relations 建立贸易关系

2.1 Structure

第一部分说明信息来源

Commercial Counselor office商务参赞处；Embassy 大使馆；Chamber of commerce 商会；

第二部分说明写信目的+自我介绍

leading importer 主要进口商/ one of the largest importers 最大的进口商之一

deal with/ specialize in 专营

competitive price 竞争价格/ enjoy great popularity 享有盛誉

for your reference 供你方参考; fall(be) within the scope of 属于…的经营范围

enter into business relations 建立贸易关系

in the market for想要购买/in the hope of doing sth. 希望

acquaint sb. with sth. 让某人了解某事/ Credit standing 商业信用

第三部分要求寄送有关资料+表达合作愿望

2.2 Sentences

①We learned/ heard/obtained your company from the Internet that you are one of the leading manufactures in this line.

我们从互联网上得知贵公司,你们是这方面领先的制造商之一。

②We would like to take this opportunity to establish business relations with you .

我们愿借此机会与贵公司建立贸易关系。

③We are an importer/exporter handling toys for many years. Our products have enjoyed a high reputation in the world for their good quality and reasonable price.

我们是一家经营玩具多年的进口商/出口商。我们的产品凭借着良好的品质和合理的价格在世界上享有盛誉。

④If your price is competitive ,we will place an order with you.

如果你方价格有竞争力的话，我们将向你方发出订单。

⑤In order to acquaint you with our products, we sent two samples this morning.

为了使你熟悉我们的产品,我们今天早上送两个样品。

第三章Enquiries & Replies 询价及回复

3.1 Structure

General Enquiry 一般询价& Specific Enquiry 具体询价

1. 说明信息来源和目的, 如有必要自我介绍

2. 感兴趣的商品和具体要求

4. 表达合作的愿望

3.2 Main Words

reasonable price 合理的价格/competitive price 具有竞争力的价格

commission 佣金

discount 折扣

under separate cover 另函附上

confirmed, irrevocable L/C by sight draft 保兑的，不可撤销的即期信用证

regular purchase 定期购买

catalog 目录

price list 价目表

brochure 小册子

sample 样品

3.3 Main Sentences

①If you order 3000 dozens or more, we will allow you 5% discount .

如果你订购3000打以上,我们将给予5%的折扣。

②Please quote your lowest price, CIF…, inclusive of our 5% commission.

请报你方最低价，CIF... ，包括5%的佣金。

③Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.

如果你方的价格有竞争力,并且可以接受交货期,我们打算大量订货。

第四章Quotations, Offer & Counter offer报价、发盘及还盘

4.1 Structure

实盘的内容明确完整，包括商品品质、数量、包装、价格、装运、支付、有效期等。

第一部分：感谢对方询价。

Thank you for your inquiry of…

第二部分：提供交易的细节（最好用列表形式）。

We are pleased to quote as follows…

Commodity 商品;

Specifications 规格( size, weight );

Quantity 数量;

Price 价格;

Packing 包装;

Payment 支付;

Shipment 装运;

第三部分：说明有效期。（报价信可以没有）

This offer can remain open till …

第四部分：希望对方下单

We look forward to receiving your order.

4.2 Main Words

Subject/ captioned goods 标的物

growing demand 增长的需求

assortment 花色品种，各式各样的搭配，

do one’s (your, my) utmost 竭力，竭尽所能

As per 按照

By 3 equal monthly shipment 三个月，等量装货

minimum quantity 最低起订量

4.3Sentences

①We thank you for your enquiry of August 22 and (we) are pleased to send you our quotations for the goods you required as follows:

我们感谢你方8月22日的询价,很高兴为你们所需要的货物报价如下:

②This offer is valid/open subject to your reply here by 5 p.m. our time.

这个报价以我方时间下午5时以前复到为有效。

③In reply to your enquiry of April,28, we enclose/are sending you under separate cover a copy of our latest price list for your reference.

为了回复您4月28日的询价，我们附上/另送您一份我们的最新价格单,供您参考。

④Your price is about 10% higher than those of your competitors.

你的价格比你的竞争对手高出10%。

⑤As the market is declining, business is not possible unless you can reduce your price by 10%.

由于市场的减少,除非你可以降低你的价格10%，否则无法进行贸易合作。

⑥All quotations are subject to our final confirmation. Unless otherwise stated or agreed upon, all prices are net without commission.

所有报价都以我方最后确认为准。除非另有说明或约定,所有价格都是净价,不含佣金。

⑦Due to the heavy demand for the goods, the offer will be valid (open, firm, good ) only for 8 days.

由于商品的大量需求，该报盘的有效期只有8天。

4.4 Main Letters

Quotation 报价——P60

Dear Sirs,

We thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods you required as follows:

Commodity: "White Rabbit" Brand Woolen Mixed Blanket No.33.

Size:74*84in

Weight:4lbs

Colour:yellow, brown, green assortment

Quantity:1,000pcs.

Price:US$40.00 per piece CIF Montreal

Shipment:October

You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.

We look forward to receiving your order.

Yours faithfully,

Offer of Electronic Calculators 电子计算器商报盘——P73

Dear sirs,

In reply to your letter of July 14,we are giving you an ofter,subject to your reply here by 5 p.m. Our time,Tuesday ,August 5,as follows:

Commodity: Electronic Calculators

Specifications: As per attached list

Packing: As per the buyers option

Quantity: 3,000 pieces

Price: US$9.00 net per piece CIF Lagos

Shipment: September/October, 2014

Payment: Confirmed, Irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment.

Under separate cover, we have sent you 2 copies of illustrated catalogue of various brands as per your request.

We are expecting your early order.

Yours faithfully,

Offer of Refrigerators 电冰箱报盘——P74

Dear sirs,

Your fax of February 10 asking us to offer you the subject article has received our immediate attention. We are pleased to know that you are interested in our products.

In reply to your inquiry, we take pleasure in making you an offer as follows, subject to your reply reaching us within 7 days from today:

Specification quantity(set) price(US &)

BYD212 1,000 410,00

BYD175 1,000 380,00

BY219 500 395,00

The price is on the basis of CIF Alexandria.

Packing: at buyer's option

Shipment: Total quantity to be delivered by 3 equal monthly shipments. March through May,2002

Payment: 100% by irrevocable, revolving letter of credit.

In view of the fact that our stock on hand has been quite low owing to heavy commitment, your early order is absolutely essential.

Yours faithfully,

Buyer Asks for Reduction of Minimum Quantity 买方要求降低起订量——P80 （看一下）

Dear Sirs,

Your Offer No. 123

We thank you for your fax of April 4 offering us 6 designs of Ornamental Cloth.However, we regret to inform you that the minimum 10000 yards per design is too big for this market.

In case you can reduce the minimum to 7000 yards per design, there is a possibility of placing orders with you, because a considerable quantity of this material is required on this market for manufacturing curtains, bed sheets, etc. Your early reply will be highly appreciated.

Yours faithfully,

第五章Order、Acceptance and Rejections 订单、接受和回绝

5.1 Structure of Order

⑴express pleasure in receiving the offer;

⑵confirm the conclusion of the business and point out the :

①full details of article number,

②quantity,specification, quality,

③unit price, total value,

④shipment, packing,

⑤insurance and terms of payment as agreed upon

⑶hope for further orders;

5.2 Main Words

place an order with sb.for sth. 向某人下订单; trial order 试订单

draw at sight/draft at sight 开立即期汇票

acknowledgement 销售确认书

apply for L/C 申请开立信用证

in duplicate 一式两份

For one’s file 供某方存档

5.3 Sentences

①Owing to/ Because of heavy commitment, many orders haven’t been made, we can only accept orders for October shipment.

由于大量承约,许多客户的订货都未发出，因此我们目前只能接受10月船期订单。

②As to the terms of payment ,we often require confirmed, irrevocable letter of credit payable by draft at sight.

关于支付条件，我们通常要求保兑的、不可撤消的、凭即期汇票支付的信用证

5.4 Main Letters

Acceptance of Order for Furniture接受订购家具的订单——P102

Dears sirs,

We are very pleased to receive your order No. BD/35 furniture. We accept the order and are enclosing you our Sales Confirmation No.354 in duplicate of which please countersign and return one copy to us for our file. We trust you will open the relative L/C at an early date.

已获悉贵方第BD/35号订购家具的订单.我方按照相应条款接受订单并随函附寄我方第345号销售确认书一式两份,请会签后寄回一份供我方存档.我方相信贵方会尽早开立有关信用证.

As to the Item A and B, we shall arrange delivery as soon as we get your L/C, and for item C and D we shall ship accordingly.

关于1号和2号货品,一旦收到信用证,我方将安排装运,3号和4号两货品,我方也将按相应条件装运.

Hoping the goods will turn out to your entire satisfaction and we may have further orders from you.

希望货品能使贵方完全满意.同时也希望继续收到贵方的订单.

Yours faithfully,

第七章Payment 支付

7.1 Main Words

in favor of …受益人

open/issue an L/C 开立信用证

effect shipment 安排装船

punctual shipment 准时装运

shipping advice 装船通知

expedite shipment 加速装运

execute an order 执行订单

make amendment 修改

extension of L/C 展延信用证

7.2 Sentences

①we wish to draw your attention to the fact that the date of delivery is approaching.

我方希望贵方注意到装运期已经临近。

②But up to the present(=up to now) we haven’t received the covering L/C.

但我方到目前为止仍未收到有关此货物的信用证，

③Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time. 请尽快开出信用证，以便我方能按规定日期发运。

7.3 Main Letters

Urging establishment of L/C——P145

Dear sirs,

Our Sales Confirmation No.TE151

Reference is made to the 1000 cartons of Canned Asparagus under the subject sales confirmation,we wish to draw/invite your attention to the fact that the date of delivery is approaching, but up to the present we have not received the covering letter of credit. Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time.

In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.

We look forward to receiving your favorable response at an early date.

Yours faithfully,

第八章Transport & Insurance 装运及保险

8.1 Main Words

Port of destination 目的港

Partial shipment 分批装运

Transshipment 转运

Shipping mark/ documents 唛头

bill of lading 提单

cannot help doing sth. 忍不住

in urgent need of sth. 急需

Sell by lot 分批出售

Insure; to cover insurance 投保

8.2 Sentences

①You may ship the goods in three lots.

你方可分三批装运此货。

②We have been put to great inconvenience by the delay in delivery.

我们已经因为延迟交货带来了极大的不便。

③We will have to lodge a claim against you for the loss and reserve the right to cancel the contract.

我们会为损失提出索赔并保留取消合同的权利。

④The wares must be packed in wooden cases capable of withstanding rough handling.

货物必须用木箱包装能承受野蛮的装运。

⑤We have covered insurance on the 100 metric tons of wool for 110% of the invoice value against all risks.

我们已经对100公吨羊毛投保，按发票金额的110%投保一切险。

8.3 Main Letters

Urging for prompt delivery——P157

We are very anxious to know about the shipment of our Order No.123 for 1000 cases of Tin Plates.

As the contracted time of delivery is rapidly falling due(很快到期),it is imperative that (…是必要的)you inform us of the delivery time without any further delay.We stated explicitly at the outset(一开始) the importance of punctual execution of this order and cann’t help feeling(忍不住觉得) surprised at your silence about our fax inquiry of the 18th June(6days ago),a copy of which is enclosed.

We are in urgent need of(急需) these goods and have to request you to execute the order within the time stipulated(在规定的时间内).

Yours faithfully,

第九章Complaint、Claim & Settlement申诉、索赔和理赔

9.1 Main Words

delayed/late delivery 延迟发货

inferior quality 质量差

difference in quality 质量不符

inadequate packing 包装不当

Insufficient quantity 数量不足

forwarding agent 运输代理

look into=investigate 调查

lodge a claim 提出索赔

inferior to 次于

9.2 Sentences

①After looking into the matter, we find damage was caused by careless handling at the port of destination

经过调查此事，我们发现损坏是在目的港的操作不慎引起的。

②We received a complaint about the short weight.

我们收到了关于短重的投诉。

③If our party was at fault, the compensation will be made at once.

如果责任在我方，我方将进行赔偿。

④We apologize for the trouble caused to you and assure you that we will give you a satisfactory answer.

给贵方造成麻烦，深表歉意，我方保证会给贵方一个满意的答复。

作文：

您好，作为对您3月5日询盘的回复，我们给您一个实盘报价（firm offer），生效条件是您的答复在3月21日（星期五）下午五点之前（我方时间）送达。具体如下：

商品名：愤怒的小鸟卡通玩具

规格：6种款式（assortment），包括橙色、黑色和蓝色的新款（详见目录）

质量：PVC 橡胶

数量：最低起订量10000件

价格：CIF深圳，按照不同式样，每件从0.8美元到1.5美元不等

支付：通过装船前30天开立的、保兑的、不可撤销的、即期汇票支付的的信用证

包装：每件玩具包在塑料袋内，每箱12打。

保险：由卖方决定

装运时间：5月

In reply to your inquiry of March 5, we’re sending you a firm offer, subject to your reply here by 5 p.m. our time, Friday, March 21, as follows:

Commodity: Angry Birds Cartoon Toys

Specifications: more than 6 assortment with new design, orange, black , and blue colors (detailed in catalogue) Quality: PVC rubber

Quantity: minimum 10,000 pcs

Price: USD0.8 to 1.5 according to various design, CIF Shenzhen

Payment: confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time shipment

Packing: Each piece is wrapped in a polybag, and 12 dozens in a carton.

Insurance: at the seller’s option

Shipment: May

Business relationship 业务关系

Fair 交易会博览会

Chamber of commerce 商会

Lines of business 业务范围经营范围

Specifications 规格

Part\partial shipment 分批装运

Endorsement 背书

INCOTERMS 要考缩略词先还原完整英语，再翻译成中文

EXW Ex Works 工厂交货

CIF cost insurance and freight 成本，保险费用和运费

FOB free on board 装运港船上交货

CFR cost and freight 成本加运费

CIP carriage and insurance paid to …运费保险费付至…

CPT carriage paid to 运费付至

（以上相对更重要）

DAF delivered at frontier 边境交货

DDP delivered duty paid 完税后交货

DDU delivered duty unpaid 未完税后交货

DEQ delivered ex quay 目的港码头交货

DES delivered ex ship 目的港船上交货

FAS free alongside ship 船边交货

FCA free carrier 货交承运人

（自己补充的）

Commercial invoice 商业发票

S/C sales contract 销售合同

Purchase contract 购货合同

To accept an order 接受订单/订货

Inquiry 询盘

Offer/ to make an offer(quotation) 报盘报价 offer sheet 报盘单

counter-offer 还盘还价

acceptance of offer 受盘 acceptance 受盘和承兑

CIC china insurance clause 中国保险条款

F.P.A free from particular average 平安险

W.A / W.P.A with particular average 水渍险

All risks 所有险

insurance policy ； policy of insurance 保险单

insurance premium ； insurance expenses 保险费

part/partial shipment 分批装运

port of destination 目的港

port of discharge 卸货港

port of shipment 装货港

B/L Bill of lading 提单

Transhipment B/L =transshipment B/L 转船提单

freight；carriage；transportation expenses；运费

transportation documents / shipping documents 货运单证（单据）

提单的种类：

（一）按提单收货人的抬头划分

1．记名提单（Straight B/L）

2．指示提单（Order B/L）“凭指示”（To order）或“凭某人指示”（Order of……）3．不记名提单（Bearer B/L，or Open B/L，or Blank B/L）

（二）按货物是否已装船划分

1．已装船提单（Shipped B/L，or On Board B/L）

2．收货待运提单（Received for Shipment B/L）

（三）按提单上有无批注划分

1．清洁提单（Clean B/L）

2．不清洁提单（Unclean B/L or Foul B/L）

（四）根据运输方式的不同划分

1．直达提单（Direct B/L）

2．转船提单（Transshipment B/L）

3．联运提单（Through B/L）

4．多式联运提单（MultimodaL Transport B/L or Intermodal Transport B/L）

（五）按提单内容的简繁划分

1．全式提单（Long Form B／L）

2．简式提单（Short Form B／L，or Simple B／L）

（六）按签发提单的时间划分

1．倒签提单（Anti-dated B/L）

2．预借提单（Advanced B/L）

3．顺签提单（post—dated B/L）

（七）按收费方式划分

1．运费预付提单（Freight Prepaid B/L）

2．运费到付提单（Freihgt to Collect B/L）

3．最低运费提单（Minimum B/L）

L/C letter of credit 信用证

1、跟单信用证和光票信用证(Documentary/Clean Credit)。

2、不可撤消信用证和可撤消信用证(Irrevocable/Revocable L/C)。

3、保兑信用证和不保兑信用证(Confirmed/Unconfirmed L/C)。

4、即期信用证和远期信用证(Pay at Sight/usance(time) L/C )。

5、假远期信用证(Discount L/C)，既开证行贴现远期汇票，贴息由买方承担。

6、付款信用证(L/C Available by Payment) 。

7、承兑信用证(L/C Available by Acceptance) 。

8、议付信用证L/C Available by Negotiation)

9、可转让信用证和不可转让信用证(Transferable/Non-Transferable L/C)。

10、循环信用证(Revolving L/C)。

11、对开信用证(Reciprocal L/C)。

12、背对背信用证(Back to Back L/C)。

13、预支信用证(Anticipatory L/C or Red Clause)。

14、备用信用证和商业信用证(Standby/ Commercial Credit)。

付款方式：（mode of payment ）

外贸常用的付款方式有三种：

一、信用证（Letter of Credit，简称L/C），种类繁多；

二、汇付(remittance) ，主要包括电汇（Telegraphic Transfer，简称T/T）、信汇(Mail Transfer，简称M/T）和即期票汇（Demand Draft，简称D/D）三种。

三、托收（Collection），主要包括付款交单（Documents against Payment，简称D/P）和承兑交单（Documents against Acceptance，简称D/A）两种。

D/P是付款交单，我们发货后准备好我们的议付单据，通过我方银行交单至客户方银行，客户银行提示客户单据已到，客户付款后银行交单。

D/A则是承兑交单，也是通过我方银行交单给客户银行，不同的是客人只需承兑我方单据，就可以拿走正本单据，到期后再付款。

T/T是电汇（单据一般是我方直接邮寄给客户，无需通过银行），如果我们跟客户用T/T付款方式，一般的做法是客户先要给我们30%的预付款，剩余70%一般保险的方法是，货装船后，客人凭我们传真的提单正本付款，等款到帐后再邮寄整套正本单据给客人。

汇票（Bill of Exchange/Postal Order/Draft）是由出票人签发的，要求付款人在见票时或在一定期限内，向收款人或持票人无条件支付一定款项的票据。汇票是国际结算中使用最广泛的一种信用工具。

自己补充的：

I/L import license 进口许可证 Purchase confirmation 购货确认书

Regular order 经常订单/定期订单 Repeat order 重复订单

To make out an agreement / a contract 缮制协议书/合同

Consignee 收货人 shipper 托运人 carrier 承运人 Gross weight 毛重

net weight 净重 Shipping marks 唛头/装运标志 Container 集装箱 Air way bill 空运提单 ocean B/L 海运提单 order B/L 指示提单 Freight prepaid 运费已付 Broker 经纪人 middleman General agency 一般代理，总代理 Trade volume 交易额贸易额

第三大题：句子翻译

翻译

我们已看到贵公司在最近一期《电视世界》上所做的广告，很感兴趣。请详细介绍你们的产品规格、价格、包装等情况。

We have read with interest your advertisement in the latest issue of Television World, and would like to have full particulars of your products, including specifications, prices and packing.

关于贵方1月12日寻购，我们高兴地通知你方，已另邮寄出目录及价目表供参考

In reply to your inquiry of January 12, we are pleased to inform you that a catalog and a price list have been airmailed separately for your reference.

你方会注意到我们的价格很有竞争力。我们所有型号均有大量现货，可承诺于收到信用证后一月内交货。

As you will notice, our prices are quite competitive, and since we carry large stocks of all models, we can promise delivery within a month of receipt of your L/C.

兹确认今天上午的电话洽谈，现随函附寄CT504号订单，购买1500磅龙井绿茶，每磅CIF London 36 便士，6/7月装运。

This is to confirm our telephone discussion this morning. Enclosed is our Order No. CT504 for 1,500 pounds of Longjing Green Tea at 36 pence per lb CIF London for shipment during June/July.

虽然我方价格略高于其他供应商，但由于产品质量优良，这点差价完全核算。订购真正优质的货物，符合你

方本身的利益。

Although our price is a little higher than quotations of other suppliers, the superior quality of our products more than compensates for the difference in price, and it is to your own advantage to order goods of really good quality.

我方已注意到你们要求投保战争险，但是要知道我方CIF报价只包括水渍险，因此，你方若想加保战争险，

则增加的保险费由你方负担。

请告知航班次数多少，大批装运的最低运费率及小批运货的拼装运费率。

We shall be glad to know frequency of sailings, lowest rates for large shipments, and groupage rates for small consignments.

我们的付款条件是，保兑的、不可撤销的即期信用证，于装运期前一个月开到我方，其有效期至规定装运期

后21天，在中国议付，并允许转船及分批装运。

Our terms of payment are by confirmed, irrevocable letter of credit available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipment, and allowing transhipment and partial shipments.

补充：请你方提供…给我们。 Provide sb (with) sth .

1.潜在的客户 the potential customers

2.粗暴搬运 rough handling

3.经营范围 scope of business

4.中性包装 neutral packing

5.样品本 samples

6.分批装运 partial shipment

7.资信咨询银行 Consult bank credit 8.运输标记 Transportation marks

9.定金 the deposit 10.装运通知 The advice of shipment

11.凭即期汇票支付的 By draft at sight One reason for

12.为某起因向某人索赔 to someone claims 13.汇票提醒后 After the draft tips 14.水渍险 wpa 15.托收 collection 16.安全险 F.P.A 17.内包装 Inner packing 18.保险费率 The insurance rate 19.装箱单 The packing list

20.免赔率 The franchise 21. 树立贸易关系 establish trade relations

22. 潜在的购主/客户 the buyer/customer. Potential

23. 棉布 cotton

24. 经营规模 scope of business

25. 早日 Soon