外贸英语函电第七章
(完整word版)外贸函电Unit7-9
Unit 7A contract is a legally binding agreement between two or more parties which starts with an offer from one person but which does not become a contract until the other party signifies an unequivocal willingness to accept the terms of that offer.Order is a commercial document used to request someone to supply something in return for payment and providing specifications and quantities. Order letters create one half of a contract。
A good letter ordering an item or service should be accurate and complete。
1。
你公司2000年9月20日来函内附一千台缝纫机订单一纸已收到。
兹附寄第346号销售确认书一式二份，请签回一份以便存档。
We have received your letter of September 20，2000 together with an order for 1,000 Sewing Machines. Enclose is our Sales Confirmation No。
346 in duplicate, one copy of which please sign and return to us for our file。
2。
我已接受你方85号订单订购货号1002号印花布十万码。
《外贸函电》unit7 contract
UNIT 7 CONTRACTI.Teaching Aims and Requirements1. Help students to write a business letter to confirm the deal2. Help students to learn additional sentence patterns about theconfirming letterII. Contents1. Learn the difference betweenthe contract and confirmation2.Principle of a business letter about confirming the order3.Additional sentence patterns about insuranceIII. Focus on and Difficulties1. Key words, phrases and sentence patterns2. The structure of the letter about the contractIV. Teaching steps1. Review the key points of ORDER2. Study the detail of the letter3..Structure of the bodyV. PractingF ill in the contract from with information gathered from the following correspondence:(1)Incoming LetterJuly 28, 2009Sunny Trading Company Limited,Guangzhou, ChinaDear Sirs,One of our clients in Hamburg is in the market for a parcel of 3000 dozen of Ladies’ Blouses. We would therefore ask you to make us an offer based on CIF Hamburg including our commission of 2%.We shall appreciate it if you will arrange for shipment to be made as early as possible by direct steamer for Hamburg.As usual, our sight irrevocable L/C will be opened in your favor 30 days before the time of shipment.Your faithfully,ABC TRADING CO. LTD(2)Outgoing LetterAugust 2, 2009ABC Trading Co. LtdHamburg, GermanyThank you for your letter of July 28 inquiring for 3000 dozen Ladies’Blouses.We take a pleasure in making you an offer as followings, subject to your acceptance reaching here not later than August 18: 3000 dozen of Art. No. 108 Ladies’Blouses in pink, blue and yellow colors, equally assorted, with the size assortment of S/3, M/6, and L/3 per dozen, packed in cartons, at U S＄26.00 per dozen CIFC2% Hamburg, for shipment from any China’s port in October.Please note that, since there is no direct steamer available for Hamburg in October, we find it only possible to ship the parcel with transshipment at Tokyo.We look forward to your early reply.Yours faithfully,SUNNY TRADING COMPANY LIMITED(3)Incoming letterAugust 9, 2009Sunny Trading Company LimitedGuangzhou, ChinaThank you for your letter of August 2 offering us 3000 dozen of Ladies’Blouses at U S＄26.00 per dozen CIFC2% Hamburg.We are glad to have been able to persuade our client to accept your price, though they found it a bit on the high side. We are now arranging with our bank for the relevant L/C.When making shipment, kindly see to it that insurance is to be effected against ALL Risks and War risk for 110% of the invoice value. As to the shipping mark, we will let you know soon.Yours faithfullyABC TRADING CO. LTDSales ContractNo. 01-115 Seller s:____________________________________________________ _____________Buyers:_____________________________________________________ __________________This contract is made by and between the Buyers and Sellers, wherebythe Buyers agree to buy and the Sellers agree to sell the under mentioned commodity according to the terms and conditions stipulated below: Commodity:_________________________________________________ ___________________Specificiation:_______________________________________________ ____________________Quantity:___________________________________________________ ____________________Unitprice :______________________________________________________ _______________TotalValue:______________________________________________________ ______________Packing:____________________________________________________ ____________________ShippingMark:______________________________________________________ ____________Insurance:__________________________________________________ ____________________Time ofShipment:___________________________________________________ ____________Port of Shipment:___________________________________________________ ____________Port of Destination:_________________________________________________ ______________Terms of Payment:___________________________________________________ ____________。
外贸英语函电第七章 PACKING AND SHIPMENT
7.1 Letters about Packing
2. gross adj. 总的，毛重的 gross domestic product 国内生产总值 The company earned gross profit of over US $5 000 000 last year. 该公司去年总共获利在500万美元以上。
7.1 Letters about Packing
Your present letter seems to contradict the previous one. Please clarify. 你方目前这封信与前一封信似乎相互矛盾， 请澄清.
7.1 Letters about Packing
7.1 Letters about Packing
7.1.1 Sample Letters of Discussing Terms of Packing（磋商包装条款的函电范例） Sample Letter 1 Notes: 1. clarify v. 澄清 The above clarifies our view on this matter. 以上所述澄清了我方对此事的看法。
8. for the sake of 因……的缘故，为了……的 好处 Never do wrong for the sake of money. 绝不要为了金钱而做坏事。 For the sake of safety, you must keep all medicines away from children. 为了安全，要把所有的药都放在孩子们拿 不到的地方。
7.1 Letters about Packing
外贸函电与单证第7章
accordance
The stipulations in your L/C should be in accordance with those in the contract. The quality of the goods shall be in s t r i c t accordance with that of the sample According to usual practice. Please accord this matter your immediate attention.
Some useful sentences
When do I have to open the l e t t e r of credit? 顺便问一句，您几时开立信用证呢？ When can you arrange for a credit under the new import license? 按照新的进口许可证规定，你方什么时候能开出一张信用证？ Please open l e t t e r of credit in good time. 请及时开出信用证。 We"ll open the l e t t e r of credit at s i g h t . 我们会按时开证的。 I agree to use l e t t e r of credit at s i g h t . 我同意用即期信用证付款。 Our l e t t e r of credit w i l l be opened early March. 我们在3月初开出信用证。 We"ll open the credit one month before shipment. 我们在装船前1个月开立信用证。
unit 7外贸函电
5)as a special accommodation作为特殊照顾 As a special accommodation, we agree to your proposal and accept payment by D/P at sight, but this should not be regarded as a precedent. 作为特殊照顾，我们同意你方建议接受即期付款交 单，但是这不应视为先例。 In order to pave the way for your pushing the sale for our products in your market, we agree to payment for this transaction under D/A teL/C
1)to extend…to… Please extend by cable the shipment date and the validity of your L/C to 15 May and 1 June respectively, thus enabling us to effect shipment of the goods.
Amendment to the L/C
Found discrepancy and point out Asking for Amendment Wish early reply
Asking for extension of L/C
The stated valid Ask for extension of L/C The reasons of asking for extension of L/C Wish to be accepted Wish early reply
函电Chapter 7 packing
Exercise E
1. 纸箱 ___ cardboard cartons 2. 修改包装指令 ____ modify the packing requirements 3. 木箱 ____ wooden boxes 4. 符合要求 _____ meet these specifications 5. 包装条款 ___ the packing clause 6. 包装不妥 _____ improper packing 7. 金属把手 ___ metal handle 8. 用胶带密封 _____ sealed with adhesive tape 9. 双层麻袋 ____ double gunny bag 10.五层纸袋 _____5-ply paper 11. seaworthy packing ____适合海运的包装 12. otherwise instructed _____另行通知 13. trade dispute _____贸易争端 14.the usual practice______惯例
1）drum 2) barrel 3) carboy ４）bottle 5) chest 6) sack 7)case 8) bundle 9) roll/ coil 10) crate 11) bale
Exercise B
ABC in a diamond 菱形内ABC triangle 三角形 downward triangle 倒三角形 rectangle 长方形 square 正方形 parallelogram 平行四边形 hexagon 正六角形 cross 十字形 circle 圆形 oval 椭圆形 star 星形 heart 心形 three-diamond 三菱形
外贸英语函电第七章
We make you the following offer, subject to your reply reaching here within 3 days (by 5 p.m. March 21 our time). 我方作出如下报盘，以贵方3日内复到为有效（我方时间3月 21日下午5时前）
判断下面函电是虚盘还是实盘：
Dear Sirs, Re: Hog Casings We are in receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demands for captioned goods in Tokyo. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Commodity: Salted Hog Casings Specification (cm.): 28/30 30/32 32/34 34/36 36/38 38/up Quantity (Barrel): 1 2 7 10 10 20 Price: US$__________CIF% Tokyo Shipment: September/October, 1997 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Certificate: certificate of quality to be issued by the China Commodity Inspection Bureau, certificate of origin to be issued by the China Council for the Promotion of International Trade. We trust the above will be acceptable to you and await with keen interest your trial order.
Unit+7外贸函电
Letter-7(2) (Sales promotion )
We are pleased to send you with this letter a copy of our current pricelist for canned mushroom in different variety and flavors. Our canned mushroom has a strong appeal for customers and is universally acknowledged. We are confident that a trial order would convince you that, at the quoted prices, the goods we are offering are of superior quality and excellent value for money.
最近，在广交会食品土畜展厅的食品罐头引起了参 展商的极大兴趣。美味的蘑菇罐头吸引了无数的询盘和 订单。
Our canned mushroom is preferred for the following: Good taste Special flavor catering for customers’ need Nutritious Great variety and with nutritional value Prices Superb quality with prices much lower than those from other sources
我们4月23号寄给您的关于地毯的报价和样品，相信您 对报价和样品的质量、款式已经仔细研究过了。遗憾 的是，我们至今没有收到您的订单。
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Points for attention Sentence pattern Specimen letter Letter-writing guide Exercises
Points for attention
(freight , insurance) d. An undertaking as to date of delivery or time of shipment e.The period for which an expression of hope that the
quotation will be acce较多。但遇到 下列情况之一，实盘立即失效：
1）受盘人在实盘有效期外表示接受，发盘人不受约 束。
2）受盘人对实盘中的一项明确表示拒绝或修改，该 项实盘立即失效。
3）一经受盘人作出还盘，原发盘也随之失效。
2. 虚盘(non-firm offer, offer without engagement)
也称不受约束的发价。即发盘人有保留地愿按照一定条件达成交 易的表示。虚盘不必有完整的内容，没有时限的规定，而且也不 明确不肯定，如参考价、数量视我供应可能、以我最后确认有效 (Subject to our final confirmation), 以我货未售出为准(subject to unsold),此发价……可按市价增减 (We offer…subject to market fluctuation)等。在日常的业务中，外寄的报价单、价目单及形式 发票等，一般都注明“仅供参考”或“以我方最后确认为准”。 这就排除了接盘人只要接受就可以成交的权限。虚盘对发盘人来 说，较为灵活，可以根据市场的变化，挑选成交时机和对手，以 取得有利的交易条件。但是，受盘人有时把它看成一般的业务联 系，而不利于达成交易。
判断下面函电是虚盘还是实盘：
Dear Sirs, Re: Hog Casings We are in receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demands for captioned goods in Tokyo. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Commodity: Salted Hog Casings Specification (cm.): 28/30 30/32 32/34 34/36 36/38 38/up Quantity (Barrel): 1 2 7 10 10 20 Price: US$__________CIF% Tokyo Shipment: September/October, 1997 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Certificate: certificate of quality to be issued by the China Commodity Inspection Bureau, certificate of origin to be issued by the China Council for the Promotion of International Trade. We trust the above will be acceptable to you and await with keen interest your trial order.
A satisfactory quotation will include the following: a. an expression of thanks for the enquiry b. details of prices, discounts and terms of payment c. A statement or clear indication of what the prices cover
When a buyer rejects a quotation or other offer, he should write and thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy.
1. 实盘(firm offer) 即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交 易的另一方（受盘人）有效接受，发盘人对其发盘的内容，在有效期内 不得随意变更或撤销，否则发盘人将承受违约的法律后果。实盘所列的 交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。 实盘的内容一般应有：货物正确的品名、详细的品质规格、清楚的包装 情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支 付条件。另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘 (firm offer or irrevocable).但即或有实盘或不可撤销字样，也不是构成实 盘的必要条件。如果具备构成实盘的上述必要条件，没有实盘字样也是 实盘。 另一个是发盘的有效期。根据各国法律规定和国际贸易惯例，实盘都有 有效期。有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的 可能性。在有效期内，发盘人有必须承担成交的义务，但是超过了有效 期，既或受盘人再行接受，发盘人有权拒绝成交。在规定具体的有效期 时，要根据不同的商品，在不同的市场、不同的地理位置以及节假日等 情况。明确规定此期限的起止日期和地点以免误解。