外贸英语函电期末复习重点1-9

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. Referenee and date （发文编号和日期）

c. Inside Name and Address（圭寸内名称和地址） ---- 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. carb on copy no tatio n（抄送）

l. postscript 附言）

1.2 Envelope信圭寸的写法：

写信原则:

Courtesy 礼貌

Con cise ness 简洁

Clear ness 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 referenee 供你方参考；fall（be） within the scope of 属于…的经营范围

en ter into bus in ess relati ons 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 lear ned/ heard/obta ined your compa ny from the Internet that you are one of the leadi ng manu factures 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 opport unity to establish bus in ess relati ons with you .

我们愿借此机会与贵公司建立贸易关系。

③We are an importer/exporter han dli ng toys for many years. Our products have enjoyed a high reputati on in the world for their good quality and reas on able 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 acqua int 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

commissi on 佣金

discount 折扣

un der separate cover 另函附上

con firmed, 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 doze ns or more, we will allow you 5% disco unt .

如果你订购3000打以上，我们将给予5%的折扣。

②Please quote your lowest price, CIF …，in clusive of our 5% commissi on.

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 remai n ope n till …

第四部分：希望对方下单

We look forward to receivi ng your order.

4.2 Main Words

Subject/ captioned goods 标的物

grow ing dema nd 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 mon thly shipme nt 三个月，等量装货

mi nimum qua ntity 最低起订量

4.3Sentences

①We tha nk you for your enquiry of August 22 and (we) are pleased to send you our quotati ons 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/ope n 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 en close/are sending you un der separate cover a copy of our latest price list for your referen ce.

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 tha n those of your competitors.

你的价格比你的竞争对手高出10%。

⑤As the market is decli ning, bus in ess is not possible uni ess 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 quotati ons are subject to our final con firmati on. Uni ess otherwise stated or agreed upon, all prices are net without commissi on.

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 dema nd for the goods, the offer will be valid (ope n, 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 tha nk you for your enquiry of August 22 and are pleased to send you our quotati on for the goods you required as follows:

Commodity: "White Rabbit" Brand Woole n Mixed Bla nket No.33.

Size:74*84in

Weight:4lbs

Colour:yellow, brow n, gree n assortme nt

Qua ntity:1,OOOpcs.

Price:US$40.00 per piece CIF Mon treal

Shipme nt:October

You are cordially in vited to take adva ntage of this attractive offer. We are an ticipati ng a large order from the Un ited States, and that will cause a sharp rise in price.

We look forward to receivi ng 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 giv ing you an ofter,subject to your reply here by 5 p.m.

Our time,Tuesday ,August 5,as follows:

Commodity: Electro nic Calculators

Specificati ons: As per attached list

Pack ing: As per the buyers opti on

Qua ntity: 3,000 pieces

Price: US$9.00 n et per piece CIF Lagos

Shipme nt: September/October, 2014

Payme nt: Con firmed, Irrevocable Letter of Credit payable by draft at sight to be ope ned 30 days before the time of shipme nt.

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

We are expect ing your early order.

Yours faithfully,

Offer of Refrigerators 电冰箱报盘------- P74

Dear sirs,

Your fax of February 10 ask ing us to offer you the subject article has received our immediate

atte nti on. We are pleased to know that you are in terested in our products.

In reply to your inquiry, we take pleasure in making you an offer as follows, subject to your reply reach ing us withi n 7 days from today:

Specificati on qua ntity(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.

Pack ing: at buyer's opti on

Shipment: Total quantity to be delivered by 3 equal monthly shipments. March through May,2002 Payme nt: 100% by irrevocable, revolvi ng 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 esse ntial.

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 tha nk you for your fax of April 4 offeri ng us 6 desig ns of Orname ntal 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 desig n, there is a possibility of placi ng orders with you, because a considerable quantity of this material is required on this market for manu facturi ng curta ins, 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

⑴ express pleasure in receiv ing the offer;

⑵ confirm the con clusi on of the bus in ess and point out the :

①full details of article nu mber,

②quantity,specification, quality,

③un it price, total value,

④shipme nt, pack ing,

⑤in sura nee and terms of payme nt as agreed upon

⑶ hope 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

ack no wledgeme nt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 shipme nt.

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 payme nt ,we often require con firmed, 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 furn iture. 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 accord in gly.

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.

Hopi ng the goods will turn out to your en tire satisfacti on 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 shipme nt 力口速装运

execute an order 执行订单

make ame ndme nt 修改

extension of L/C 展延信用证

7.2 Sentences

①we wish to draw your atte nti on to the fact that the date of delivery is approach ing.

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 establishme nt, so that we may execute the order with in 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 Con firmation No.TE151

外贸英语函电试卷B标准答案(1)

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外贸英语函电范文汇总 We owe your name and address to the Commercial Counselor s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are a state-operated corporation, handling both the import and export of Textiles. In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items suppliable at present. Should any of the items be of interest to you, please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries, we always adhere to the principle of equality and mutual benefit. It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, Richard 函电(1) ------ 注解A 1. owe ...... to ...... 把.....归功于...... 例句: We owe your name and address to ....... 2. Commercial Counselor s Office 商务参赞处 3. be in the market for 想要购买.... 例句: We are in the market for Groundnuts.

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外贸英语函电实训一 1. Warming up practice: 1.Pair work Translate the following sentences related to business letter writing into Chinese orally, and check with your desk mate. 1)First impressions, in business letter as elsewhere, count heavily. 2)A business letter generally consists of date, inside address, salutation, body, complimentary closing, and signature. It may include a subject or reference line. 3)Clarity means making the contents of a letter clear to the reader from its appearance as well as its words. 4)The date is normally typed in a month-day-year sequence. The month should be spelled out in full; a comma separates the day from the year. 5)The inside address usually consists of the name of the person to whom the letter is sent, often with a social title and his company title, the name of the company, and its postal address. The inside address appears exactly the same way as on the envelope. 6)Sometimes, you may wish to highlight the subject matter of your letter by writing a subject line. “Re:” or “Subj:” often preced es the subject itself in order to make it clear that you are writing about that particular subject. 7)As for salutation, “Dear” is the first word; this is followed by the person’s name. 8)When copies are sent to people. His or her names should be listed on the letter so everyone who receives a copy of the letter knows who else has also received a copy. The safest manner for listing names is in alphabetical order by surname, 2.Group discussion 1)Explain why business letter’s appearance is so important. 2)What are the basic principles the writer should follow in order to make the business correspondence effective? 3.Arrange the following in the format of a business letter (full block style).

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