外贸英语函电第十章
外贸英语函电Unit 10
4．acknowledge v.承认，感谢
We acknowledge your prompt shipment of our order.感谢贵方准时装运我方订货。
We wish to remind you to open the L/C in time.我们想提醒贵方及时开立信用证。
Your letter reminded us of our friendly business relations.
贵方来信使我们想起了你我友好的贸易关系。
7．justify vt.证明……是正当的
我们可以保证，贵方肯定的答复将会大大促进你我未来的交易。盼早复。
谨上
New Words & Expressions
1．confidence n.信心
We have confidence in your ability to promote sales of our products.
我们对贵方推销我方产品的能力有信心。
We acknowledge that it is our fault not to advise you in advance.
我们承认没有预先通知你们是我们的错。
5．keep in touch with sb.跟……保持联系
We have kept in touch with each other for many years.多年来，我们一直保持联系。
3．Our foreign trade policy is basedonequality and mutual benefit.
外贸函电unit 10 complaint
Reveal the fact that Be attributable to Improper packing For further particulars Refer you to the surveyor’s report compensate us for the loss Deduct
Unit 10
Complaint
申诉和抱怨
Lesson 54 Complaint of Defective Goods
A number of complaints
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Complain about Complain to sb. of sth.
Refund the purchase price Part of the batch of … On the basis of sample pen A sample pen left by your representative Be little doubt
Survey Report Commodity Inspection Bureau Evidencing The broken bags On the strength of … Register our claim with you Short delivery
Lesson 59 Settlement of a Claim
Lesson 56 Agent’s Complaint of Poor Goods
ity Of a lighter shade Persuasion Allowance of 5% of the quoted price On a number of other occasions Account sales Shortly No repetition of the difficulties Give rise to
外贸英语函电Unit10Insurance
风险 Risks
损失 Losses
海上损失
其他损失
全部损失 Total Loss
实际全损Actual Total Loss
推定全损 Constructive Total Loss
部分损失 Partial Loss
共同海损General Average
单独海损Particular Average
Perils of the sea
heavy weather, lightening, earthquake, volcanic eruption and so on.
natural calamities:
fire, explosion, vessel being stranded, grounded, sunk or capsized, collision or contact of vessel with any external object other than water
Coverage
Free from Particular Average (F.P.A) With Particular Average or With Average (W.P.A or W.A) All Risks
basic risks
general additional risks special additional risk
Insurance Policy (保险单,俗称大保单) Insurance Certificate (保险凭证，俗称小保单） Open Policy /Open Cover (预约保险单/总保险单)
2.Particular average: It means partial loss or damage accidentally caused to the ship or to a particular lot of goods. Particular average is not a total loss. It must be borne by the owner of the property suffering the loss, it is distinct from general average, which is shared by all who have a financial interest in the voyage and its risks in proportion to the value of their interests.
外贸函电unit 10
LOGO
Part One
3. The Role of a Packing List Responding to the requirements of some buyers the exporter needs to issue a packing list to confirm the detailed information of the shipment of cargo exported. From the packing list, the buyer and the carrier can determine in how many packages the whole lot is packed and the particular items in each package. We can also regard a packing list as a more specific version of a commercial invoice without price information. When required by some nations and buyers, the packing list is attached to the outside of each container of the lot of goods in a waterproof envelope marked “Packing List” or “Packing List Enclosed” for check by authorities of both the exporter and importer countries. A packing list is often one of the required documents that the exporter should submit to the bank for negotiation under the payment method of L/C.
外贸英语函电 Unit 10 Acceptance
Unit 10 Acceptance
5．How to Write? A deal is concluded when the seller’s offer is accepted by the buyer. After acceptance and confirmation, a sales contract or a sales confirmation made out by the seller is to be signed by both parties. Usually the buyer adopts the following three steps to place or write a letter to conclude the business: Mention the order, contract and products. Confirm the name of products, quality, quantity, price, terms of payment, shipment, etc. End the letter by your wishes. When the seller received the buyer’s letter, the seller also adopts three steps to complete the letter: Confirm that you have received the letter. Give your favorable or unfavorable reply and your reason. State your good will to do business with the reader.
Unit 10Shipment《外贸英语函电》PPT课件
Text
B
Dear Sirs， We have received your letter of October 1,20 ，asking us to modify the
previous arrangements for the shipment of the captioned goods. We understand that instead of two equal shipments in January and
We wish to inform you that the goods under the captioned S/C were delivered by train on May 15，2015 to Hong Kong for transhipment to your port.The name of the second carrier is S.S.“Peace”，as shown in the enclosed Combined Transport B/L No.155.
It would be appreciated if you could outline your next promotion program along this line as well as your valuable proposals.We shall be glad to study them carefully and make efforts to suit your requirements.
You will note that the goods are of high quality，while the prices are quite moderate.In particular，there have been significant improvements in packing and presentation.This will add further value to the products，which can provide for a wide range of tastes and requirements.
外贸英语函电 Unit 10 Acceptance
Unit 10 Acceptance
3．Confirmation Confirmation is a contract in simple form. There are two kinds of confirmation, sales confirmation and purchase confirmation. Usually it just gives out the import conditions concisely, but not gives out the general guarantee conditions. This kind of contract is widely used in the business of small amount, with lots of shipment, for the seafood native by-product and light industrial products. And it can also be used for the business under the form of agency and exclusive sales agreement. Confirmation has the legal effectiveness as contract does. 4．Contract A 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. The moment of acceptance is the moment from which a contract is said to exist, and not before. There’re two kinds of contract: sales contract and purchase contract. The former one is usually drafted by the seller, and the latter one usually drafted by the buyer.
《外贸英语函电》单元教学设计chapter 10
单元教学设计基本框架第一部分：组织教学和复习上次课主要内容（时间：15分钟）1. Sample check on the ideas discussed in last class.2. Checking students’work on exercises, asking questions about whatmay be confusing and giving instructions wherever necessary for the one and only purpose of consolidation.第二部分：学习新内容（时间：72分钟）1.Introducing the background information on complaints and soundsolutions to them;2. Analyzing the first two cases for complaining and its apology.【步骤一】说明主要教学内容、目的（时间：5分钟）1. To know more about the similarities and differences betweencomplaints and claims in international trade;2. To have a good command of interpreting complaint letters, and theirreplies;3. To have the ability to write letters/E-mails making complaints aboutvarious matters concerned in the international trade.【步骤二】新知识的引入（时间：23分钟）1. Raising 3 pre-learning questions with regard to complaints andclaims and introducing related background information1) What are the differences between complaint and claim?2) When is a complaint or claim made in international trade?3) How can we reply to a complaint or claim?2. Comparison Between a Complaint and a ClaimOn execution of a sales contract, both the seller and the buyer must abideby the terms and conditions of the contract and strictly perform theirrespective obligations. If one of the parties breaches the contract, theother may run into trouble, or suffer great losses. In this case, the affectedparty can either request the defaulter to make sure that such things willnot happen again, which is know as “complaint”, or request him to makeup his losses according to the relevant provisions under the contract,which is called “claim”.3. Outline of a Complaint Letter1) Begin by regretting the need to complain2) Give a detailed presentation of facts to explain what is wrong3) State your reasons for being dissatisfied and ask for an explanation4) Refer to the inconvenience caused5) Suggest how the matter should be put right4. Outline of Reply to a Complaint1) Express your thanks for the letter received2) Apologize for the inconvenience caused3) Indicate what steps you are taking to set the matter right4) Express your expectations for further cooperation【步骤三】操练（通过任务训练或案例分析，懂得新知识的初步运用）(时间：15分钟)1. Decomposing Case 1 and outlining a complaint letter2. Interpreting Case 2 and outlining a reply to a complaint letter【步骤四】深化（从不同角度加深对知识点的理解，并进行巩固训练）（时间：6分钟）Listing useful expressions to bear in mind and making sentences1) to make/lodge/lay/file a complaint with a department about sth 因某事向某部门抱怨2) to complain to sb of/about sth 向某人抱怨3) to be of the quality 是……的质量4) to be not up to 达不到……5) to correspond with/to be in conformity with 与……一致6) to be short by 短少……7) to be/found short weight by 短重……8) to find … missing 发现……丢失【步骤五】进一步深化（知识运用能力的进一步升华和提高）（时间：14分钟）Translating the following useful sentences1) We have again to complain about the non-delivery of the goods ordered byus for immediate delivery, which you stated were in stock.2) Upon checking, we found all the cartons appear to be correct and in goodcondition except in case No. 10 and No. 35, which contain quite differentarticles.3) We are sorry to say that you have short-shipped this consignment by 500kg.4) We are sorry to have to complain about the quality of the goods delivered.We book the goods by your sample. We require the quality equal to yoursample or better, not worse.5) Upon checking on arrival of the goods, we found goods in case No. 10damaged, due to improper packing, for which the suppliers should be heldresponsible.6) Owing to your failure to keep us informed, we have not been able to obtaincover and the goods are carried at your risk.7) We attach a list of the contents of case No. 10 and No.35 and their photos,and shall be glad if you will check this with our order and your copy ofyour invoice.8) We are enclosing a cutting sample from the goods we received. You willadmit that these materials do not come up to the sample on which wepassed you the order.9) As we need the articles we ordered to complete deliveries to our owncustomers, we must ask you to arrange for the dispatch of replacement atonce.10) Based on the Survey Report issued by Bureau of Commodity Inspectionand Quarantine of Sydney, we have to ask you to reimburse us for thisshort weight at once.【步骤六】总结（知识和能力的归纳）（时间：9 分钟）Concluding what has been studied to give students a chance to sort out the notes taken in class as well as warming up what was new to them.第三部分：布置作业、说清楚作业的要求（时间：3 分钟）1.Preview Cases 3-42.Do Exercises I-III单元教学设计基本框架第一部分：组织教学和复习上次课主要内容（时间：15分钟）1. Sample check on the ideas discussed in last class.2. Checking students’work on exercises, asking questions about whatmay be confusing and giving instructions wherever necessary for the one and only purpose of consolidation.第二部分：学习新内容（时间：72分钟）1.Analyzing the 3rd and 4th cases for making a claim and its replyletter2.Making reduction about the occasions to make complaints andclaims【步骤一】说明主要教学内容、目的（时间：5分钟）1. To know more about the similarities and differences betweencomplaints and claims in international trade;2. To have a good command of interpreting claim letters, and theirreplies;3. To have the ability to write letters/E-mails making claims andsettlements about various matters concerned in the internationaltrade.【步骤二】新知识的引入（时间：23分钟）1. Making reduction about the occasions to make complaint or claimsconcerning different parties in international tradeOccasions to Make Complaints or ClaimsBuyer to Seller1)delay of delivery or non-delivery of the goods ordered2)mis-dispatch of the goods3)short weight or short quantity4)inferior quality5)improper packing6)damage to the goods7)losses caused by failure to be notified of covering insurance inCIF/CFR termsSeller to Buyer1)delay in establishing an L/C or failure to open it2)postponing sending a vessel or failure to send it in FOB terms3)rejection of goods without sound reasons2. Outline of a Claim Letter1) Inform the receiver of details related to the goods to be claimed2) Make clear what your claim is3) Request the action: a replacement, repair, refund or compensation3. Outline of Reply to a Claim1) Begin by expressing your regret and promise to put the matter right2) State briefly the reason for the mishap3) Let the receiver know what actions have been taken4) End your letter with assurance and desire for further development【步骤三】操练（通过任务训练或案例分析，懂得新知识的初步运用）(时间：15分钟)1. Decomposing Case 3 and outlining a claim letter2. Interpreting Case 4 and outlining a reply letter to some claim【步骤四】深化（从不同角度加深对知识点的理解，并进行巩固训练）（时间：10分钟）Making students acquainted with the following useful expressions andexplaining the relevant background information1) to lodge/file/make/raise/submit/register/put forward/place a claim 提出索赔2) to claim…for 为……提出索赔3) to ask sb to ship/dispatch replacement; to ask for replacement要求某人发运更换货物4) to ask for/demand compensation 要求赔偿5) to accept/entertain a claim 接受索赔6) in settlement of 解决7) to be (not) liable for…对….(不)负责8) to be without foundation 没有根据9) to refer sth to sb 提交某人处理某事10) to repudiate one’s liability for sth 拒绝对某事负责【步骤五】进一步深化（知识运用能力的进一步升华和提高）（时间：10分钟）Translating the following useful sentences1) We shall lodge a claim against you for all the losses on the last shipment forthe amount of $5,000.2) As the goods are not identical with the L/C, we have no choice but cancelthis transaction.3) Tracing our records, we find that there has been some mistakes in ourselection of the materials for you.4) On looking into the matter, we found a mistake was indeed made in thepacking through a confusion of model number during such an unusual busy season.5) In view of our friendly business relations, we are prepared to meet yourclaim for the 5 ton short weight.6) With regard to the loss in weight, we would suggest that you make yourclaim on the forwarding agent, as in a case of this kind, we really cannot accept any liability.7) We have closely compared the sample you returned with our referencesample and we cannot find any difference between them. This has been confirmed by our Bureau of Commodity Inspection and Quarantine that both of the qualities are identical.8) Such deviation between the products and the sample is normal andpermissible. Such a complaint, as is without foundation, cannot be accepted.9) We, therefore, suggest you had better enter a claim immediately against theShipping Company. If you will send us the papers that show exactly the condition the shipment reached you, we will take up the matter for you witha view to recovering damages from the Shipping Company.10) This is the maximum concession we can afford. Should you not agree toaccept our proposal, we would like to settle by arbitration.【步骤六】总结（知识和能力的归纳）（时间：9 分钟）Concluding what has been studied to give students a chance to sort out the notes taken in class as well as warming up what was new to them.第三部分：布置作业、说清楚作业的要求（时间：3 分钟）1. Do Exercises IV-V2. Make an overall revision about the course。
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7. The negotiating bank will pay to the exporter. 7. 议付行向出口商付款。
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8. If the documents are in conformity with the L/C, the negotiating bank presents the documents to issuing bank for reimbursement. 8. 在单据符合信用证要求的情况下，议付行 向开证行提示单据，要求清偿。
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9. The issuing bank will pay to the negotiating bank after examining the documents. 9. 开证行在审查单据后向议付行付款。
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10. The issuing bank informs the applicant and asks him to make payment so as to get hold of the shipping documents. 10. 开证行通知申请人，通知其付款以便获得 货运单据等。
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6. The exporter delivers documents as well as shipping documents to the negotiating bank within its validity. 6. 出口商向议付行提示相应的单据和货运单据。
受益人交单议付：受益人审证（与合同一致性、 信用证条款的可接受性、价格条款、“三期”、 货物控制权等）发货，缮制单据，交单议付；
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11. The applicant makes payment to get hold of shipping document and takes delivery of the goods against documents at the port of destination. 11.申请人付款、获得货运单据等、提货。
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2. Importer/buyer/applicant applies to his bank(issuing bank) for issuing a L/C in favor of exporter/seller/beneficiary, and provides a certain amount of deposit and formality fees. 2.进口商/买方/申请人向自己的银行（开证行） 申请开立以出口商/卖方为受益人的信用证，并 存入一定的存款、支付相应的费用。
5.Shipment of Goods 10.Presentation
2.Application 11.payment
Issuing bank (buyer’s bank)
8. Forwards documents and claiming reimbursement
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1. Buyer and seller agree to conclude the contract on the payment terms by L/C. 1.买方和卖方同意通过信用证来完成交易。
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Proced(Seller/Exporter) 1.Conclusion of Contract Applicant (Buyer/Importer)
4.Notification 6.Presentation 7.Payment 3.Issuing LC Advising Bank Negotiating bank 9.Payment
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Types of a L/C:
按用途及是否随附单据，分为光票信用证和跟单信用证 按性质分为可撤销信用证和不可撤销信用证（irrevocable L/C) 按信用证是否有另一银行加以保证兑付，分为保兑信用证 (confirmed L/C)和不保兑信用证 根据受益人对信用证的权利是否可转让，可分为可转让信用证 (transferable L/C)和不可转让信用证 背对背信用证(back to back L/C) 循环信用证(revolving L/C) 按信用证的兑付方式，可分为预支信用证、即期付款信用证、 延期付款信用证、承兑信用证和议付信用证 对开（reciprocal L/C）信用证和伊士克罗（escrow L/C)信用证
进口人申请开证：选择开证行，谈妥保证金比例， 填写开证申请书，备妥有关文件；
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3. The issuing bank sends a L/C opened to the advising bank. 3. 开证行将开立的信用证发给通知行。
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4. The advising bank authenticates L/C and transfer it to the exporter. 4. 通知行审查信用证并通知出口商/受益人。
通知行通知受益人：核验L/C真伪，审核信用 证（完整性、政策性条款、可否撤销、是否生 效、索汇路线和方式、信用证责任条款、费用 问题等）缮制通知面函；
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5. After examining L/C, the exporter effects the shipment according to the stipulations of L/C, then exporter makes out a draft and draws up the documents in accordance with the L/C. 5. 审核信用证后，出口商根据信用证的要求装 船，之后开立汇票并根据信用证准备相应的单 据。
Unit Ten Terms of Payment
Part I
Points for attention Sentence patterns Specimen letter Exercises
Payment
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Points for attention
支付货款在国际贸易中要比国内贸易中 更为复杂。国际贸易最普遍使用的支付 货款的方式是信用证（缩写为L/C），它 对买卖双方来说，既安全又可靠。