外贸英语函电考前辅导

2010-06-1

大纲：

Establish business relations; Enquiry and Reply; Quotations/Sales Letter/Firm Offers/Counter Offers; Orders; Terms of payment; Transport; Insurance; Claim and adjustment;

1)Establish business relations:1.The source from which you get the

company's name and address. Banks Chambers of Commerce in foreign countries Trade Directory Chinese Commercial Counselor's Office in foreign

countries Business Houses of the same trade Advertisements/Internet/Periodicals

2. Your intention—Why you write the letter

3.A brief introduction of the business scope of your company.

4.(Reference as to your company’s financial standing and integrity. )

5. Expectation of cooperation and an early reply.

Useful Expressions:

Having obtained your name from _____, /Your name and address have been passed on to us by _____, we take the liberty of/are writing to you, in the hope of establishing business relations with you.

Through the courtesy of _____, we know that you are one of the leading importers of ______in your area and wish to enter into business relations with us.

Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed enquiry.

We are interested in the goods your company offers.

We are a state-owned corporation handling in the export of table-cloth.

We are airmailing you under separate cover a copy of our latest catalogue for your reference.

We are willing to enter into business relations with your firm on the basis of equality and mutual benefit.

2)Enquiry and Reply;

Enquiry: State your intention; A brief self-introduction, Stress the importance of

competitive prices; Conclude cordially with a request for an early reply.

Reply: Acknowledge the receipt of the inquiry; Offer quotations Conclude your letter in a polite way.

Useful Expressions:

Could you quote us the best price, CIF Vancouver, inclusive of our 5% commission, stating the earliest date of shipment and the discount you would allow?

To acquire ourselves with the quality and workmanship of the said goods, we would like you to airmail us some pamphlets, samples and all necessary information about specifications.

We shall appreciate it if you will let us know your quotation. If prices are in line and time of shipment is acceptable, we trust

important business will be closed.

Should your price be reasonable, we will place an order with you.

We thank you for your letter of May 5th , confirming your purchase from us of 5,000 tons Soy Beans.

We are in receipt of your letter of June 24 offering us 50 metric tons of Groundnut Kernels.

Though we appreciate your intention, we regret that we cannot entertain any fresh order. (out of stock)

As requested in your fax, we have sent you the latest catalogue.

3) Quotations/Sales Letter/Firm Offers/Counter Offers Firm offer : A firm offer is a promise to sell goods at a stated terms,

usually within a stated period of time.

Counter Offer: A counter-offer is made when potential buyer finds any

conditions in the offer (price, shipment or packing) unacceptable. Show his disagreement to the certain term or terms and state his own idea instead.

Useful Expressions:

We cannot see any possibility of business since your price is too high.

As it is, we think there is no room for further negotiation unless you meet our requirement half way.

Unless you can make a reduction of 5%, no business is possible.

Some customers requested us to bring down our price because they considered it too high.

The best we can do is to allow/offer you a 3% commission .

In case of an order of over 500 pieces we would allow a special discount.

No discount will be granted unless you place an order for more than 1,000 tons.

If you can reduce your price by 3%, we shall be prepared to book with you an order for 5,000 pieces.

We regret/feel regretful that we must decline your counter offer.

Thanks to mutual efforts, we were able to bridge the price gap and put the deal through.

4)Order:

Article Number Quality Quantity Price, Terms of payment Shipment insurance Packing, mark and shipping instruction Requirement about the document which should

be delivered by the seller

Useful Expression:

We offer firm as follows on the terms and conditions as the previous contracts.

We would like you to have the goods packed in double gunny bags of 50 kilos each.

At your request, we’re now making you a firm offer for 1,000 color TV sets.

5) Terms of Payment:

Remittance 汇付 （ mail transfer 信汇） Collection 托收 Documents against payment D/P 付款交单 Documents against Acceptance D/A 承兑交单 Letter of Credit 信用卡 application form 开证申请书 open account 往来账户 settlement of account 结账 / 结算 margin 押金 / 保证金 letter of guarantee 银行担保书 cash with order(C.W.O) 随订单付现

Useful Expressions:

We will see to it that the L/C is opened within the stipulated time.

We hope you can amend the L/C as soon as possible so that we can ship the goods in time.

Please take notice of the validity of the L/C, since there is no possibility of any extension.

You must be responsible for all the loss arising from your delay in opening the covering L/C.

CIF stands for cost, insurance and freight.

6)Transport:

Shipping documents: commercial invoice; Packing list; certificate of origin; customs invoice; inspection certificate.

Bill of lading On board/received for shipment

Clean/unclean

Freight prepaid/freight to collect

State/on deck ( 倒签 / 预借 ) Weight Memo 重量单 Mate’s Receipt 大副收据 prompt shipment 即期装运 Container 集装箱 Consignee 收货人

7) Insurance:

Free from particular average 平安险 （ F.P.A ） With average/ with particular average 水渍险 （ W.P.

A ） All risks 一切险

Particular average 单独海损 General average 共同海损

Insure the goods with/against F.P.A Effect insurance 投保……险 Coverage : 承保范围 a more extensive coverage

Insurance policy 保险单 Insurance certificate 保险凭证 Premium 保险费 Freight charges 运费 warehouse to warehouse clause 仓至仓条款

8) Claim and Adjustment

A breach of the contract 违约

Lodge/file/issue/lay/enter a claim against sb.

Claim for compensation of damages 要求损害赔偿

Entertain a claim 受理索赔 /reject a claim/withdraw a claim 撤回索赔 /waive a claim 放弃索赔

reserve the rights to ask for a full refund.

Useful Expressions:

We will not be held responsible for any damage which result from rough handling.

It was found upon examination that nearly 20% of the packages had been broken.

Any loss or damage noticed when the goods are delivered must be reported to the carrier at the time, otherwise he will not be liable for it.

Obviously, the damage is caused by rough handling. Please lodge your claim against the insurance company.

Useful Translations:

Have a good market / a promising market 市场前景可观

Active demand in the ….market 对。。。需求旺盛

Keep the offer open 持盘

Be used / get used to do Sth. 习惯做某事

Transportation mode 运输方式

Shipped by sea 海运

Free ports 自由港口

Arrange an early shipment 早日安排装运

Terms of the contract 合同条款

Based on / on the basis of equality and mutual benefit 在平等互利的基础上

proforma invoice 形式发票

import license 进口许可证

Take delivery 提货 packing list 装箱单

landing weight 到岸重量 Bid 递价

free on board 装运港船上交货

prevailing price 现行价格

consignment trade 寄售业务

考试类型 ：

Translation of terms （中翻英、英翻中） 15% 。

Choose the best answer (25%)

Fill in the following blanks with the given words in their proper forms (5%)

Read the following short passages or letters and then translate them into English (15%)

Translate sentences (40%)