跟单信用证常见条款及短语精萃一、Kinds of L/C 信用证类型1.revocable L/C/irrevocable L/C 可撤销信用证/不可撤销信用证2.confirmed L/C/unconfirmed L/C 保兑信用证/不保兑信用证3.sight L/C/usance L/C 即期信用证/远期信用证4.transferable L/C(or)assignable L/C(or)transmissible L/C /untransferable L/C 可转让信用证/不可转让信用证5.divisible L/C/undivisible L/C 可分割信用证/不可分割信用证6.revolving L/C 循环信用证7.L/C with T/T reimbursement clause 带电汇条款信用证 8.without recourse L/C/with recourse L/C 无追索权信用证/有追索权信用证9.documentary L/C/clean L/C 跟单信用证/光票信用证10.deferred payment L/C/anticipatory L/C 延期付款信用证/预支信用证11.back to back L/Creciprocal L/C 对背信用证/对开信用证12.traveller's L/C(or:circular L/C) 旅行信用证二、L/C Parties Concerned 有关当事人1.opener 开证人(1)applicant 开证人（申请开证人）(2)principal 开证人（委托开证人）(3)accountee 开证人(4)accreditor 开证人（委托开证人）(5)opener 开证人(6)for account of Messrs 付（某人）帐(7)at the request of Messrs 应（某人）请求(8)on behalf of Messrs 代表某人(9)by order of Messrs 奉（某人）之命(10)by order of and for account of Messrs 奉（某人）之命并付其帐户(11)at the request of and for account of Messrs 应（某人）得要求并付其帐户(12)in accordance with instruction received from accreditors 根据已收到得委托开证人得指示2.beneficiary 受益人(1)beneficiary 受益人(2)in favour of 以（某人）为受益人(3)in one's favour 以……为受益人(4)favouring yourselves 以你本人为受益人3.drawee 付款人（或称受票人，指汇票）(1)to drawn on (or :upon) 以（某人）为付款人(2)to value on 以（某人）为付款人(3)to issued on 以（某人）为付款人4.drawer 出票人

5.advising bank 通知行(1)advising bank 通知行(2)the notifying bank 通知行(3)advised through…bank 通过……银行通知(4)advised by airmail/cable through…bank 通过……银行航空信/电通知6.opening bank 开证行(1)opening bank 开证行(2)issuing bank 开证行(3)establishing bank 开证行7.negotiation bank 议付行(1)negotiating bank 议付行(2)negotiation bank 议付行8.paying bank 付款行9.reimbursing bank 偿付行10.the confirming bank 保兑行三、Amount of the L/C 信用证金额1.amount RMB￥… 金额：人民币2.up to an aggregate amount of Hongkong Dollars… 累计金额最高为港币……3.for a sum (or :sums) not exceeding a total of GBP… 总金额不得超过英镑……4.to the extent of HKD… 总金额为港币……5.for the amount of USD… 金额为美元……6.for an amount not exceeding total of JPY… 金额的总数不得超过……日元的限度四、The Stipulations for the shipping Documents 跟单条款1.available against surrender of the following documents bearing our credit number and the full name and address of the opener 凭交出下列注名本证号码和开证人的全称及地址的单据付款2.drafts to be accompanied by the documents marked(×)below 汇票须随附下列注有（×）的单据3.accompanied against to documents hereinafter 随附下列单据4.accompanied by following documents 随附下列单据5.documents required 单据要求6.accompanied by the following documents marked(×)in duplicate 随附下列注有（×）的单据一式两份7.drafts are to be accompanied by… 汇票要随附（指单据）……五、Draft(Bill of Exchange) 汇票1.the kinds of drafts 汇票种类

(1)available by drafts at sight 凭即期汇票付款(2)draft(s) to be drawn at 30 days sight 开立 30 天的期票(3)sight drafs 即期汇票(4)time drafts 原期汇票2.drawn clauses 出票条款（注：即出具汇票的法律依据）(1)all darfts drawn under this credit must contain the clause “Drafts drawn Under Bank of…credit No.…dated…” 本证项下开具的汇票须注明“本汇票系凭……银行……年……月……日第…号信用证下开具”的条款(2)drafts are to be drawn in duplicate to our order bearing the clause “Drawn under United Malayan Banking Corp.Bhd.Irrevocable Letter of Credit No.…dated July 12, 1978” 汇票一式两份，以我行为抬头，并注明“根据马来西亚联合银行1978 年 7 月 12 日第……号不可撤销信用证项下开立”(3)draft(s) drawn under this credit to be marked ： “Drawn under…Bank L/C No.……Dated (issuing date of credit)” 根据本证开出得汇票须注明“凭……银行……年……月……日（按开证日期）第……号不可撤销信用证项下开立”(4)drafts in duplicate at sight bearing the clauses“Drawn under…L/C No.…dated…” 即期汇票一式两份，注明“根据……银行信用证……号，日期……开具”(5)draft(s) so drawn must be in scribed with the number and date of this L/C 开具的汇票须注上本证的号码和日期(6)draft(s) bearing the clause ： “ Drawn under documentary credit No.…(shown above) of…Bank” 汇票注明“根据……银行跟单信用证……号（如上所示）项下开立”六、Invoice 发票1.signed commercial invoice 已签署的商业发票in duplicate 一式两份in triplicate 一式三份in quadruplicate 一式四份in quintuplicate 一式五份in sextuplicate 一式六份in septuplicate 一式七份in octuplicate 一式八份in nonuplicate 一式九份in decuplicate 一式十份2.beneficiary's original signed commercial invoices at least in 8 copies issued in the name of the buyer indicating (showing/evidencing/specifying/declaration of) the merchandise, country of origin and any other relevant information. 以买方的名义开具、注明商品名称、原产国及其他有关资料，并经签署的受益人的商业发票正本至少一式八份3.Signed attested invoice combined with certificate of origin and value in 6 copies as reuired for imports into Nigeria. 以签署的，连同产地证明和货物价值的，

输入尼日利亚的联合发票一式六份4.beneficiary must certify on the invoice…have been sent to the accountee 受益人须在发票上证明，已将……寄交开证人5.4% discount should be deducted from total amount of the commercial invoice 商业发票的总金额须扣除 4%折扣6.invoice must be showed: under A/P No.… date of expiry 19th Jan. 1981 发票须表明：根据第……号购买证，满期日为 1981 年 1 月 19 日 7.documents in combined form are not acceptable 不接受联合单据8.combined invoice is not acceptable 不接受联合发票七、Bill of Loading 提单 1.full set shipping (company's) clean on board bill(s) of lading marked "Freight Prepaid" to order of shipper endorsed to … Bank, notifying buyers 全套装船（公司的）洁净已装船提单应注明“运费付讫”，作为以装船人指示为抬头、背书给……银行通知买方2.bills of lading made out in negotiable form 作成可议付形式的提单3.clean shipped on board ocean bills of lading to order and endorsed in blank marked "Freight Prepaid" notify: importer(openers,accountee) 洁净已装船的提单空白抬头并空白背书，注明“运费付讫”，通知进口人（开证人）4.full set of clean "on board" bills of lading/cargo receipt made out to our order/to order and endorsed in blank notify buyers M/S … Co. calling for shipment from China to Hamburg marked "Freight prepaid" / "Freight Payable at Destination" 全套洁净“已装船”提单/货运收据作成以我（行）为抬头/空白抬头，空白背书，通知买方……公司，要求货物字中国运往汉堡，注明“运费付讫” /“运费在目的港付”5.bills of lading issued in the name of… 提单以……为抬头6.bills of lading must be dated not before the date of this credit and not later than Aug. 15, 1977 提单日期不得早于本证的日期，也不得迟于 1977 年 8 月 15 日7.bill of lading marked notify: buyer,“Freight Prepaid”“Liner terms”“received for shipment” B/L not acceptable 提单注明通知买方，“运费预付”按“班轮条件”，“备运提单”不接受8.non-negotiable copy of bills of lading 不可议付的提单副本

八、Insurance Policy (or Certificate) 保险单 （或凭证）1.Risks & Coverage 险别(1)free from particular average (F.P.A.) 平安险(2)with particular average (W.A.) 水渍险（基本险）(3)all risk 一切险（综合险）(4)total loss only (T.L.O.) 全损险(5)war risk 战争险(6)cargo(extended cover)clauses 货物（扩展）条款(7)additional risk 附加险(8)from warehouse to warehouse clauses 仓至仓条款(9)theft,pilferage and nondelivery (T.P.N.D.) 盗窃提货不着险(10)rain fresh water damage 淡水雨淋险(11)risk of shortage 短量险(12)risk of contamination 沾污险(13)risk of leakage 渗漏险(14)risk of clashing & breakage 碰损破碎险(15)risk of odour 串味险(16)damage caused by sweating and/or heating 受潮受热险(17)hook damage 钩损险(18)loss and/or damage caused by breakage of packing 包装破裂险(19)risk of rusting 锈损险(20)risk of mould 发霉险(21)strike, riots and civel commotion (S.R.C.C.) 罢工、暴动、民变险(22)risk of spontaneous combustion 自燃险(23)deterioration risk 腐烂变质险(24)inherent vice risk 内在缺陷险(25)risk of natural loss or normal loss 途耗或自然损耗险(26)special additional risk 特别附加险(27)failure to delivery 交货不到险(28)import duty 进口关税险(29)on deck 仓面险(30)rejection 拒收险(31)aflatoxin 黄曲霉素险(32)fire risk extension clause-for storage of cargo at destination Hongkong, including Kowloon, or Macao 出口货物到香港（包括九龙在内）或澳门存仓火险责任扩展条款(33)survey in customs risk 海关检验险(34)survey at jetty risk 码头检验险(35)institute war risk 学会战争险(36)overland transportation risks 陆运险(37)overland transportation all risks 陆运综合险(38)air transportation risk 航空运输险 (39)air transportation all risk 航空运输综合险

(40)air transportation war risk 航空运输战争险(41)parcel post risk 邮包险(42)parcel post all risk 邮包综合险(43)parcel post war risk 邮包战争险(44)investment insurance(political risks) 投资保险（政治风险）(45)property insurance 财产保险(46)erection all risks 安装工程一切险(47)contractors all risks 建筑工程一切险2.the stipulations for insurance 保险条款(1)marine insurance policy 海运保险单(2)specific policy 单独保险单(3)voyage policy 航程保险单(4)time policy 期限保险单(5)floating policy (or open policy) 流动保险单(6)ocean marine cargo clauses 海洋运输货物保险条款(7)ocean marine insurance clauses (frozen products) 海洋运输冷藏货物保险条款(8)ocean marine cargo war clauses 海洋运输货物战争险条款(9)ocean marine insurance clauses (woodoil in bulk) 海洋运输散装桐油保险条款(10)overland transportation insurance clauses (train, trucks) 陆上运输货物保险条款（火车、汽车）(11)overland transportation insurance clauses (frozen products) 陆上运输冷藏货物保险条款(12)air transportation cargo insurance clauses 航空运输货物保险条款(13)air transportation cargo war risk clauses 航空运输货物战争险条款(14)parcel post insurance clauses 邮包保险条款(15)parcel post war risk insurance clauses 邮包战争保险条款(16)livestock & poultry insurance clauses (by sea, land or air) 活牲畜、家禽的海上、陆上、航空保险条款(17)…risks clauses of the P.I.C.C. subject to C.I.C. 根据中国人民保险公司的保险条款投保……险(18)marine insurance policies or certificates in negotiable form, for 110% full CIF invoice covering the risks of War & W.A. as per the People's Insurance Co. of China dated 1/1/1976. with extended cover up to Kuala Lumpur with claims payable in (at) Kuala Lumpur in the currency of draft (irrespective of percentage) 作为可议付格式的海运保险单或凭证按照到岸价的发票金额 110%投保中国人民保险公司 1976 年 1 月 1 日的战争险和基本险，负责到吉隆坡为止。按照汇票所使用的货币在吉隆坡赔付（无免赔率）(19)insurance policy or certificate settling agent's name is to be indicated, any additional premium to cover uplift between 10 and 17% may be drawn in excess of the credit ualue 保险单或凭证须表明理赔代理人的名称，保险费如增加 10-17%可在本证金额以外支付(20)insurance policy (certificate) … Name of Assured to be showed: A.B.C.Co. Ltd. 保险单或凭证作成以 A.B.C.有限公司为被保险人(21)insurance policy or certificate covering W.A. (or F.P.A.) and war risks as per

ocean marine cargo clause and ocean marine cargo war risk clauses of the People's Insurance Company of China dated 1/1/1981 保险单或凭证根据中国人民保险公司 1981 年 1 月 1 日的海洋运输货物保险条款和海洋运输货物战争险条款投保水渍险（或平安险）和战争险(22)insurance policy/certificate covering all war mines risks 保险单/凭证投保一切险、战争险、地雷险（注：mines解释为地雷，属于战争险的负责范围，可以接受）(23)W.A. this insurance must be valid for period of 60 days after the discharge of goods 水渍险在货物卸船后 60 天有效(24)in triplicate covering all risks and war risks including W.A. and breakage in excess of five per cent on the whole consignment and including W/W up to buyer's godown in Penang 投保一切险和战争险包括水渍险，破碎损失有 5%绝对免赔率，按全部货物计算，包括仓至仓条款，负责到买方在槟城的仓库为止（的保险单）一式三份(25)insurance policy issued of endorsed to order … for the face value of invoice plus 10% covering including war with 15 days after arrival of goods at destination, only against FPA and T.P.N.D. 按发票面值加 10%投保战争险，货物到达目的地后 15 天有效，仅负责平安险和盗窃提货不着险的保险单开给或背书给……(26)insurance policy or certificate issued by an insurance Co. with W.P.A. clause covering the merchandise for about 10% above the full invoice value including unlimited transhipment with claims payable at Singapore 由保险公司签发的保险单或凭证按发票总金额另加 10%投保水渍险，包括非限定转船的损失，在新加坡赔付 (27)covering all eventual risks 投保一切以外风险(28)covering all marine risks 投保一切海运风险(29)marine insurance policy including "both ot blame" collision clauses and fully covering the shipment 海运保险单包括负责船舶互撞条款和全部货载(30)insurance … including deviation clauses 保险包括绕道条款(31)covering overland transportation all risks as per overland transportation cargo insurance clauses (train, trucks) of the People's Insurance Company of China dated… 按照中国人民保险公司×年×月×日陆上运输货物保险条款（火车、汽车）投保陆上运输一切险(32)covering air transportation all risk as per air transportation cargo insurance clauses of P.I.C.C. 按照中国人民保险公司×年×月×日航空运输货物保险条款投保航空运输一切险(33)insurance policy or certificate covering parcel post all risks including war risks as per parcel post insurance clauses and parcel post war risk insuracne clauses of the People's Insurance Company of China dated… 保险单或凭证按照中国人民保险公司×年×月×日邮包保险条款和邮包战争险条款投保邮包一切险和邮包战争险(34)covering all risks including war risks as per ocean marine cargo clauses and air transportation cargo insurance clauses and ocean marine cargo war risk clauses and air transportation cargo war risk clauses of the People's

Insurance Company of China dated… 按照中国人民保险公司×年×月×日海洋运输货物保险条款和航空运输货物保险条款以及海洋运输货物战争险条款和航空运输货物战争险条款投保海空联运一切险和战争险(35)covering all risks as per ocean marine cargo clauses and overland transportation cargo insurance clause (train, truck) of P.I.C.C. dated…按照中国人民保险公司×年×月×日海洋运输货物保险条款和陆上运输货物保险条款（火车、汽车）投保海陆联运一切险(36)covering all risks including war risks as per overland transportation cargo insurance clauses (train,truck) and air transportation cargo insurance clauses and air transportation cargo war risk clause and war clauses (for cargo transportation by rail) of the People's Insurance Company of China dated… 按照中国人民保险公司×年×月×日陆运货物保险条款（火车、汽车）和空运货物保险条款以及空运货物战争险条款和铁路货运战争条款投保陆空陆联运一切险和战争险(37)including shortage in weight in excess of 0.5%(with 0.5% franchise) on the whole consignment 包括短量损失有 0.5%绝对免赔率（0.5%相对免赔率），按全部货物计算(38)including risk of breakage and clashing 包括破裂或凹瘪险(39)including risk of chipping & denting 包括碎裂或凹弯险(40)including risk of bad odour 包括恶味险(41)including damage by hooks, oils, muds and contact with other cargo(insured value) 包括钩损、油污、泥污以及和他物接触所致的损失（以保险价值为限）(42)including damage caused by rain fresh and/or water, internal combustion(total or partial loss) 包括淡水雨淋，自燃所致的损失（包括全部或部分损失）(43)including loss and/or damage caused by sea water, fresh-water, acid,grease 包括海水、淡水、酸蚀、油脂所致的损失(44)including T.P.N.D. loss and/or damage caused by heat, ship's sweat and odour, hoop-rust, breakage of packing 包括偷窃提货不着，受热船舱发汗，串味，铁箍锈损，包装破裂所致的损失(45)including damage caused by infestation mould 包括虫蛀霉烂的损失(46)including damage due to rough handling during transit subject to C.T.C. 按照中国保险条款包括运输途中操作不当所致的损失(47)including loss and/or damage from any external cause as per CIC 按照中国保险条款包括外来原因所致的损失(48)including damage by slings, stains, grease, acids 包括吊具、斑污、油脂、酸蚀造成的损失(49)excluding risk of breakage 不包括破碎险(50)including the breakage does not cover the goods remarked in th invoice as originally damage包括破碎险，但不负责发票所示之货物的原残损失(51)excluding natural loss in weight 不包括途耗短量的损失(52)including 60 days after discharge of the goods at port of destination (or at

station of destination) subject to C.T.C. 按照中国保险条款货物在目的港卸船（或在目的地车站卸车）后 60 天为止(53)including W.A. & risk of fire for 60 days in customs warehouse after discharge of the goods at port of destination subject to CIC 按照中国保险条款投保水渍险和火险，在目的港卸货后存入海关仓库 60 天为止(54)this insurance must be valid for a period of 60 days after arrival of merchandise at inland destination 本保险扩展到货物到达内地的目的地后 60 天有效(55)insurance policy or certificate covering F.P.A. including the risk of war and risks of S.R.C.C. as per I.C.C. dated…and institute war clauses dated…and institute S.R.C.C. clauses dated… 按照×年×月×日伦敦保险学会条款和×年×月×日学会战争险条款以及×年×月×日学会罢工、暴动、民变险条款投保平安险、战争险和罢工、暴动、民变险(56)the People's Insurance Company of China investment insurance (political risks) clauses 中国人民保险公司投资保险（政治风险）条款(57)property insurance clauses 财产保险条款(58)the People's Insurance Company of China Erection all risks clauses 中国人民保险公司安装工程一切险条款 (59)the People's Insurance Company of China contractors all risks clauses 中国人民保险公司建筑工程一切险条款九、Certificate of Origin 产地证 1.certificate of origin of China showing 中国产地证明书stating 证明evidencing 列明specifying 说明indicating 表明declaration of 声明2.certificate of Chinese origin 中国产地证明书3.Certificate of origin shipment of goods of … origin prohibited 产地证，不允许装运…的产品4.declaration of origin 产地证明书（产地生明）5.certificate of origin separated 单独出具的产地证6.certificate of origin "form A" “格式 A”产地证明书7.genetalised system of preference certificate of origin form "A" 普惠制格式“A”产地证明书十、Packing List and Weight List 装箱单与重量单1.packing list deatiling the complete inner packing specification and contents of each package 载明每件货物之内部包装的规格和内容的装箱单2.packing list detailing… 详注……的装箱单3.packing list showing in detail… 注明……细节的装箱单4.weight list 重量单5.weight notes 磅码单（重量单）6.detailed weight list 明细重量单

7.weight and measurement list 重量和尺码单十一、Inspection Certificate 检验证书1.certificate of weight 重量证明书2.certificate of inspection certifying quality & quantity in triplicate issued by C.I.B.C. 由中国商品检验局出具的品质和数量检验证明书一式三份3.phytosanitary certificate 植物检疫证明书4.plant quarantine certificate 植物检疫证明书5.fumigation certificate 熏蒸证明书6.certificate stating that the goods are free from live weevil 无活虫证明书（熏蒸除虫证明书）7.sanitary certificate 卫生证书8.health certificate 卫生（健康）证书9.analysis certificate 分析（化验）证书10.tank inspection certificate 油仓检验证明书11.record of ullage and oil temperature 空距及油温记录单12.certificate of aflatoxin negative 黄曲霉素检验证书13.non-aflatoxin certificate 无黄曲霉素证明书14.survey report on weight issued by C.I.B.C. 中国商品检验局签发之重量检验证明书15.inspection certificate 检验证书16.inspection and testing certificate issued by C.I.B.C. 中国商品检验局签发之检验证明书十二、Other Documents 其他单据1.full tet of forwarding agents' cargo receipt 全套运输行所出具之货物承运收据2.air way bill for goods condigned to…quoting our credit number 以……为收货人，注明本证号码的空运货单3.parcel post receipt 邮包收据4.Parcel post receipt showing parcels addressed to…a/c accountee 邮包收据注明收件人：通过……转交开证人5.parcel post receipt evidencing goods condigned to…and quoting our credit number 以……为收货人并注明本证号码的邮包收据6.certificate customs invoice on form 59A combined certificate of value and origin for developing countries 适用于发展中国家的包括价值和产地证明书的格式59A海关发票证明书7.pure foods certificate 纯食品证书8.combined certificate of value and Chinese origin 价值和中国产地联合证明书9.a declaration in terms of FORM 5 of New Zealand forest produce import and export and regultions 1966 or a declaration FORM the exporter to the effect that no timber has been used in the packing of the goods, either declaration may be included on certified customs invoice 依照 1966 年新西兰林木产品进出口法格式 5 条款的声明或出口人关于货物非用木器包装的实绩声明，该声明也可以在海关发票中作出证明10.Canadian custtoms invoice(revised form)all signed in ink showing fair

market value in currency of country of export 用出口国货币标明本国市场售价，并进行笔签的加拿大海关发票（修订格式）11.Canadian import declaration form 111 fully signed and completed 完整签署和填写的格式 111加拿大进口声明书十三、The Stipulation for Shipping Terms 装运条款1.loading port and destinaltion 装运港与目的港(1)despatch/shipment from Chinese port to… 从中国港口发送/装运往……(2)evidencing shipment from China to…CFR by steamer in transit Saudi Arabia not later than 15th July, 1987 of the goods specified below 列明下面的货物按成本加运费价格用轮船不得迟于 1987 年 7 月 15 日从中国通过沙特阿拉伯装运到……2.date of shipment 装船期bills of lading must be dated not later than August 15, 1987 提单日期不得迟于 1987 年 8 月 15 日(2)shipment must be effected not later than(or on)July 30,1987 货物不得迟于（或于）1987 年 7 月 30 日装运(3)shipment latest date… 最迟装运日期：……(4)evidencing shipment/despatch on or before… 列明货物在…年…月…日或在该日以前装运/发送(5)from China port to … not later than 31st August, 1987 不迟于 1987 年 8 月 31日从中国港口至……3.partial shipments and transhipment 分运与转运(1)partial shipments are (not) permitted （不）允许分运(2)partial shipments (are) allowed (prohibited) 准许（不准）分运(3)without transhipment 不允许转运(4)transhipment at Hongkong allowed 允许在香港转船(5)partial shipments are permissible, transhipment is allowed except at… 允许分运，除在……外允许转运(6)partial/prorate shipments are perimtted 允许分运/按比例装运(7)transhipment are permitted at any port against, through B/lading 凭联运提单允许在任何港口转运十四、Date & Address of Expiry 有效日期与地点 1.valid in…for negotiation until… 在……议付至……止2.draft(s) must be presented to the negotiating(or drawee)bank not later than… 汇票不得迟于……交议付行（受票行）3.expiry date for presention of documents… 交单满期日4.draft(s) must be negotiated not later than… 汇票要不迟于……议付5.this L/C is valid for negotiation in China (or your port) until 15th, July 1977 本证于 1977 年 7 月 15 日止在中国议付有效6.bills of exchange must be negotiated within 15 days from the date of bills of lading but not later than August 8, 1977 汇票须在提单日起 15 天内议付，但不得迟于 1977 年 8 月 8 日

7.this credit remains valid in China until 23rd May, 1977(inclusive) 本证到 1977年 5 月 23 日为止，包括当日在内在中国有效8.expiry date August 15, 1977 in country of beneficiary for negotiation 于 1977年 8 月 15 日在受益人国家议付期满 9.draft(s) drawn under this credit must be presented for negoatation in China on or before 30th August, 1977 根据本证项下开具的汇票须在 1977 年 8 月 30 日或该日前在中国交单议付10.this credit shall cease to be available for negotiation of beneficairy's drafts after 15th August, 1977 本证将在 1977 年 8 月 15 日以后停止议付受益人之汇票 11.expiry date 15th August, 1977 in the country of the beneficiary unless otherwise 除非另有规定，（本证）于 1977 年 8 月 15 日受益人国家满期12.draft(s) drawn under this credit must be negotiation in China on or before August 12, 1977 after which date this credit expires凭本证项下开具的汇票要在 1977 年 8 月 12 日或该日以前在中国议付，该日以后本证失效13.expiry (expiring) date… 满期日……14.…if negotiation on or before… 在……日或该日以前议付15.negoation must be on or before the 15th day of shipment 自装船日起 15 天或之前议付16.this credit shall remain in force until 15th August 197 in China 本证到 1977年 8 月 15 日为止在中国有效17.the credit is available for negotiation or payment abroad until… 本证在国外议付或付款的日期到……为止18.documents to be presented to negotiation bank within 15 days after shipment 单据需在装船后 15 天内交给议付行19.documents must be presented for negotiation within…days after the on board date of bill of lading/after the date of issuance of forwarding agents' cargo receipts单据需在已装船提单/运输行签发之货物承运收据日期后……天内提示议付十五、The Guarantee of the Opening Bank 开证行付款保证1.we hereby engage with you that all drafts drawn under and in compliance with the terms of this credit will be duly honored 我行保证及时对所有根据本信用证开具、并与其条款相符的汇票兑付2.we undertake that drafts drawn and presented in conformity with the terms of this credit will be duly honoured 开具并交出的汇票，如与本证的条款相符，我行保证依时付款3.we hereby engage with the drawers, endorsers and bona-fide holders of draft(s) drawn under and in compliance with the terms of the credit that such draft(s) shall be duly honoured on due presentation and delivery of documents as specified (if drawn and negotiated with in the validity date of this credit) 凡根据本证开具与本证条款相符的汇票，并能按时提示和交出本证规定的单据，我行保证对出票人、背书人和善意持有人承担付款责任（须在本证有效期内开具汇票并议付）4.provided such drafts are drawn and presented in accordance with the terms

of this credit, we hereby engage with the drawers, endorsors and bona-fide holders that the said drafts shall be duly honoured on presentation 凡根据本证的条款开具并提示汇票，我们担保对其出票人、背书人和善意持有人在交单时承兑付款5.we hereby undertake to honour all drafts drawn in accordance with the terms of this credit 所有按照本条款开具的汇票，我行保证兑付十六、Special Conditions 特别条款1.for special instructions please see overleaf 特别事项请看背面2.at the time of negotiations you will be paid the draft amount less 5% due to… 议付时汇票金额应少付 5%付给……（注：这种条款是开证行对议付行的指示）3.which amount the negotiation bank must authorise us to pay 该项金额须由议付行授权我行付给（注：指佣金的金额） 4.if the terms and conditions of this credit are not acceptable to you please contact the openers for necessary amendments 如你方不接受本证条款，请与开证人联系以作必要修改5.negotiations unrestricted/restricted to advising bank 不限制议付行/限于通知行6.(the price)including packing charges （价格）包括包装费用7.all documents must be separated 各种单据须分开（即联合单证不接受）8.beneficiary's drafts are to be made out for 95% of invoice value, being 5% commission payable to credit opener 受益人的汇票按发票金额 95%开具，5%佣金付给开证人9.drafts to be drawn for full CIF value less 5% commission, invoice to show full CIF value 汇票按 CIF 总金额减少 5%开具发票须表明 CIF 的全部金额10.5% commission to be remitted to credit openers by way of bank drafts in sterling poungds drawn on…this commission not to be showed on the invoice 5%佣金用英镑开成以……为付款人的银行汇票付给开证人，该佣金勿在发票上表明11.freight and charges to be showed on bill of lading etc. 提单等（单据）须标明运费及附加费12.cable copy of shipping advice despatched to the accountee immediately after shipment 装船后，即将装船通知电报副本寄交开证人13.one copy of commercial invoice and packing list should be sent to the credit openers 15 days before shipment 商业发票和装箱单各一份须在装船前 15 天寄给开证人14.the beneficiary is to cable Mr.…stating L/C No., quantity shipped name & ETD of vessel within 5 days after shipment, a copy of this cable must accompany the documents for negotiation 受益人应在装船后 5 天内将信用证号码、装船数量、船名和预计开航日期电告……先生，该电报的副本须随同单据一起议付15.all documents except bills of exchange and B/Lading to be made out in name of A.B.C.Co. Ltd. and which name is to be shown in B/Lading as joint notifying party with the applicant 除汇票和提单外，所有单据均须作成以 A.B.C.有限公司为抬头，并以该公司和申请人作为提单的通知人16.signed carbon copy of cable required 要求（提供）经签署的电报复本17.both shipment and validity dates of this credit shall be automatically extended for 15 days at the date of expiry 本证的装船有效期均于到期日自延展 15天

18.amount of credit and quantity of merchandise…% more or less acceptable 证内金额与货物数量允许增减……%19.credit amount and shipment quantity…% more or less allowed 证内金额与装运数量允许增减……% 20.shipment samples to be sent direct by airmail to buyer before shipment 装运前须将装船货样直接航寄买方21.cable accountee name of steamer/carriage number, quantity of goods and shipment date(or E.T.A.) 将船名/车号、货物数量及装船期（或预抵期）电告开证人22.all banking charges outside Hongkong are for account of accountee 香港以外的全部银行费用由开证人负担23.drawee Bank's charges and acceptance commission are for buyer's account 付款行的费用和承兑费用由买方负担24.port congestion surcharge, if any, is payable by openers inexcess of this documentary credit amount against evidence 如果有港口拥挤费，超过本证金额部分凭证明由开证人支付25.amount of this credit may be exceeded by cost of insurance 本证金额可以超过保险费部分26.this letter of credit is transferable in China only, in the event of a transfer, a letter from the first beneficiary must accompany the documents for negotiation 本信用证仅在中国可转让，如实行转让，由第一受益人发出的书面（证明）须连同单据一起议付27.letter of guarantee and discrepancies are not acceptable 书面担保和错误单据均不接受 28.admixture 5% max. including organic matter such as weed and inorganic 杂质最高 5%，包括有机物（如杂草）和无机物29.include this symbol “ 丹” in the shipping marks on each side of the carton(that is four markings in one carton) 包含有“丹”字记号的装船唛头刷在纸箱的每一面（即每个纸箱要刷四个唛头）十七、In Reimbursement 索偿文句1.instruction to the negotiation bank 议付行注意事项(1)the amount and date of negotiation of each draft must be endorsed on reverse hereof by the negotiation bank 每份汇票的议付金额和日期必须由议付行在本证背面签注(2)this copy of credit is for your own file, please deliver the attached original to the beneficaries 本证副本供你行存档，请将随附之正本递交给受益人 (3)without you confirmation thereon （本证）无需你行保兑(4)documents must be sent by consecutive airmails 单据须分别由连续航次邮寄（注：即不要将两套或数套单据同一航次寄出）(5)all original documents are to be forwarded to us by air mail and duplicate documents by sea-mail 全部单据的正本须用航邮，副本用平邮寄交我行(6)please despatch the first set of documents including three copies of commercial invoices direct to us by registered airmail and the second set by following airmail 请将包括 3 份商业发票在内的第一套单据用挂号航邮经寄我行，第二

套单据在下一次航邮寄出(7)original documents must be snet by Registered airmail, and duplicate by subsequent airmail 单据的正本须用挂号航邮寄送，副本在下一班航邮寄送(8)documents must by sent by successive (or succeeding) airmails 单据要由连续航邮寄送(9)all documents made out in English must be sent to out bank in one lot 用英文缮制的所有单据须一次寄交我行2.method of reimbursement 索偿办法(1)in reimbursement, we shall authorize your Beijing Bank of China Head Office to debit our Head Office RMB Yuan account with them, upon receipt of relative documents 偿付办法，我行收到有关单据后，将授权你北京总行借记我总行在该行开立的人民币帐户(2)in reimbursement draw your own sight drafts in sterling on…Bank and forward them to our London Office, accompanied by your certificate that all terms of this letter of credit have been complied with 偿付办法，由你行开出英镑即期汇票向……银行支取。在寄送汇票给我伦敦办事处时，应随附你行的证明，声明本证的全部条款已经履行(3)available by your draft at sight payable by us in London on the basis to sight draft on New York 凭你行开具之即期汇票向我行在伦敦的机构索回票款，票款在纽约即期兑付(4)in reimbursement, please claim from our RMB ￥ account held with your banking department Bank of China Head Office Beijing with the amount of your negotiation 偿付办法，请在北京总行我人民币帐户中索回你行议付之款项(5)upon presentation of the documents to us, we shall authorize your head office backing department by airmail to debit the proceeds to our foreign business department account 一俟向我行提交单证，我行将用航邮授权你总行借记我行国外营业部帐户(6)after negotiation, you may reimburse yourselves by debiting our RMB ￥ account with you, please forward all relative documents in one lot to us by airmail 议付后请借记我行在你行开立的人民币帐户，并将全部有关单据用航邮一次寄给我行(7)all bank charges outside U.K. are for our principals account, but must claimed at the time of presentation of documents 在英国境外发生的所有银行费用，应由开证人负担，但须在提交单据是索取(8)negotiating bank may claim reimbursement by T.T. on the…bank certifying that the credit terms have been complied with 议付行须证明本证条款已旅行，并按电汇条款向……银行索回货款(9)negotiating bank are authorized to reimburse themselves to amount of their negotiation by redrawing by airmail at sight on…bank attaching to the reimbursement draft their certificate stating that all terms of the credit have been complied with and that the original and duplicate drafts and documents have been forwarded to us by consecutive airmail 议付行用航邮向……银行重开一份即期汇票索取议付条款。索偿汇票须附上证明，声明本证所有条款已履行，单据的正副本已由连续航次寄交我行

十 八 、 The Stipulations of “Uniform customs and Practice for Documentary Credits” “跟单信用证统一惯例”文句1.except as otherwise stated herein 除本证另有规定外2.except so far as otherwise expressly stated 除非另有明确表示3.this credit is subject to… 本证根据……解释4.uniform customs and practice for documentary credits 跟单信用证统一惯例5.International Chamber of Commerce Brochure No.400 国际商会第 400 号手册6.1983 revision 1983 年修订本商务报盘英语We're willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。We can offer you a quotation based upon the international market.我们可以按国际市场价格给您报价。We'll let you have the official offer next Monday.下星期就给您正式报盘。I come to hear about your offer for fertilizers.我来听听你们有关化肥的报盘。My offer was based on reasonable profit， not on wild speculations.我的报价以合理利润为依据，不是漫天要价。No other buyers have bid higher than this price.没有别的买主的出价高于此价。We can't accept your offer unless the price is reduced by 5%.除非你们减价 5%，否则我们无法接受报盘。I'm afraid I don’t find your price competitive at all.我看你们的报价毫无任何竞争性。Let me make you a special offer.好吧，我给你一个特别优惠价。We'll give you the preference of our offer.我们将优先向你们报盘。This offer is based on an expanding market and is competitive.此报盘着眼于扩大销路而且很有竞争性。The offer holds good until 5 o'clock p.m. June 23， 2000， Beijing time.报价有效期到 1997 年 6 月 22 日下午 5点，北京时间。All prices in the price lists are subject to our confirmation.报价单中所有价格以我方确认为准。Our offers are for 3 days.我们的报盘三天有效。I'm afraid the quotation is unacceptable.恐怕你方的报价不能接受。We cannot make any headway with your offer.你们的报盘未得任何进展。We prefer to withhold quotation for a time.

我们宁愿暂停报盘。Buyers do not welcome offers made at wide intervals.买主不欢迎报盘间隔太久。Now we look forward to replying to our offer in the form of counter-offer.现在我们希望你们能以还盘的形式对我方报盘予以答复。Your price is too high to interest buyers in counter-offer.你的价格太高，买方没有兴趣还盘。 更多信息请访问：http://www.24en.com/I'll respond to your counter-offer by reducing our price by three dollars.我同意你们的还价，减价 3 元。I appreciate your counter-offer but find it too low.谢谢您的还价，可我觉得太低了。Words and Phrasesfirm offer实盘official offer正式报价（报盘）to make an offer for对……报盘（报价）to offer for对……报价wild speculation漫天要价the preference of one's offer优先报盘subject to以……为条件，以……为准make headway有进展at wide intervals间隔时间太长counter-offer还盘，还价外贸常用词汇出口信贷 export credit 出口津贴 export subsidy商品倾销 dumping 外汇倾销 exchange dumping优惠关税 special preferences 保税仓库 bonded warehouse贸易顺差 favorable balance of trade贸易逆差 unfavorable balance of trade进口配额制 import quotas自由贸易区 free trade zone对外贸易值 value of foreign trade

国际贸易值 value of international trade普遍优惠制 generalized system of preferences-GSP最惠国待遇 most-favored nation treatment-MFNT 外贸术语 交货条件交货 delivery 　　　　　　　　　轮船 steamship(缩写 S.S)装运、装船 shipment　　　　　　 租船 charter (the chartered shep)交货时间 time of delivery 　　 定程租船 voyage charter;装运期限 time of shipment 　　　定期租船 time charter托运人（一般指出口商）shipper,consignor收货人 consignee　　　　　　　　 班轮 regular shipping liner　驳船 lighter　　　　　　　　　　 舱位 shipping space　　　　油轮 tanker　　　　　　　　　　　报关 clearance of goods　　陆运收据 cargo receipt　　　　　 提货 to take delivery of goods空运提单 airway bill 　　　　　　正本提单 original B/L选择港（任意港）optional port 　选港费 optional charges选港费由买方负担 optional charges to be borne by the Buyers 或 optional charges for Buyers' account一月份装船 shipment during January 或 January shipment一月底装船 shipment not later than Jan.31st.或 shipment on or before Jan.31st.一/二月份装船 shipment during Jan./Feb.或 Jan./Feb. shipment在......(时间）分两批装船 shipment during....in two lots在......(时间）平均分两批装船 shipment during....in two equal lots分三个月装运 in three monthly shipments分三个月，每月平均装运 in three equal monthly shipments立即装运 immediate shipments即期装运 prompt shipments收到信用证后 30 天内装运 shipments within 30 days after receipt of L/C允许分批装 船 partial shipment not allowed partial shipment not permitted partial shipment not unacceptable英汉对照报关常用缩写语A.W. B(Air Way Bill) 空运提单

A/C (Account) 账目A/O (Accoun Of) 入账A/S（At Sight） 见票即付A/V (Ad Valorem) 从价税 A/W （Actual Weight） 实际重量AAR (Against All Risks) 投保一切险ABT (About) 大约、关于CAN (Air Consignmen Note) 空运的托运单ADD (Address) 地址AMD (Amend) 修改AMT (Amount) 金额AP (Additional Prenium) 附加费AP( Account Paid) 付讫B/C （Bill for Collection） 托收汇票B/D （Bank Draft） 银行汇票B/E （Bill of Entry） 进口报关单B/E （Bill of Exit） 出口报关单B/L (Bill of Lading) 提单 B/M （Bill of Materials） 材料单BE （Bill of Exchange） 汇票BHD （Bill Head） 空白单据C.I.F. (Cost, Insurance and Freight) 成本、保险费加运费价格 C.O.D.(Cash on Delivery) 货到付款 CD （Charge Paid） 付讫CF，C/F (Cost and Freight) 成本加运费价格 COD （Cash on Delivery） 货到付款CY （City） 城市D.P.V.( Duty-Paid Value) 完税价格 D.W.T. (Dead Weight Tonnage) 载重吨位，重量吨位 D/A (Documents against Acceptance) 承兑交单 D/D(DemandDraft) 即期汇票D/P (Documents against Payment) 付款交单 D/W (Deadweight) 重量货物 DA （Documents Attached） 附凭单DAF (Delivered at Frontier) 边境交货DDP (Delivered Duty Paid) 完税后交货DDU (Delivered Duty Unpaid) 未完税交货DEQ (Delivered Ex Quay) 目的港码头交货DES (Delivered Ex Ship) 目的港船上交货E/D ( Export Declaration) 出口申报单 EXW (Ex Works) 工厂交货F.A.Q. (Fair Average Quality) 良好平均品质 F.O.B. (Free on Board) 装运港船上交货价格 FCA (Free Carrier) 货交承运人

FCL (Full Container Load) 整箱货 G.A. (General Average) 共同海损L/C (Letter of Credit) 信用证 L/G (Letter of Guarantee) 担保书，保证书L/T(LetterofTrust) 委托书LCL (Less than Container Load) 拼箱货 M/T( Mail Transfer) 信汇 M/T( Metric Ton) 公吨NTB (Non Tariff Barrier) 非关税避垒O.B/L (Ocean Bill of Lading) 海运提单O.No. (Order Number) 定单号数P.A. (Particular Average) 单独海损QA(QualityAssurance) 质量保证RAM(RegisteredAirMail) 航空挂号邮件S/D (Sight Draft) 即期汇票S/O (Shipping Order) 装货单（俗称下货纸） STL(Style) 式样T/R (Trust Receipt) 信托收据T/T (Telegraphic Transfer) 电汇 T/T(TelegraphicTransfer) 电汇TDO(TranshipmentDeliveryOrder) 转船提货单TEU(Twenty-footEquivelentUnit) 20 英尺集装箱等量单位TW(TotalWeight) 总重量U. L. (Underwriter Laboratories inc.) 美国保险人公会所设的检验机构W.P.A. (With Particular Average) 水渍险W.R.(W/R) (War Risk) 战争险，兵险W.W. (Warehouse to Warehouse) 仓至仓W/L(WovenLabel) 编织标签W/M (Weight or Measurement) 重量或体积XL(ExtraLarge,ExtraLong) 超大、超长XPRD(ExperationDate) 失效日期Yd(s) (Yard(s)) 码 外贸术语：对外贸易与外贸关系对外贸易与外贸关系Foreign Trade & Foreign Trade Relationship

They mainly trade with Japanese firms.他们主要和日本商行进行贸易。For the past five years, we have done a lot of trade with your company.在过去的五年中，我们与贵国进行了大量的贸易。Our trade is conducted on the basis of equality.我们是在平等的基础上进行贸易。There has been a slowdown in the wool trade with you.和你们的羊毛贸易已有所减少。Our foreign trade is continuously expanding.我们的对外贸易不断发展。Trade in leather has gone up (down) 3%.皮革贸易上升(下降)了百分之三。

Trade in general is improving.贸易情况正在好转。Our company mainly trades in arts and crafts.我们公司主要经营手工艺品。They are well-known in trade circles.他们在贸易界很有名望。We trade with people in all countries on the basis of equality and mutual benefit.我们在平等互利的基础上和各国人民进行贸易。To respect the local custom of the buying country is one important aspect of China's foreign policy.尊重买方国家的风俗习惯是我国贸易政策的一个重要方面。Our purpose is to explore the possibilities of developing trade with you. 我们的目的是和你们探讨一下发展贸易的可能性。Words and Phrases

foreign trade 对外贸易overseas trade 海外贸易 international trade 国际贸易to trade with 和...进行贸易to do business in a moderate way做生意稳重to do business in a sincere way 做生意诚恳to make a deal 做一笔交易deal 交易，经营，处理，与...交往to deal in 经营，做生意to explore the possibilities of 探讨...的可能性trade circles 贸易界to handle 经营某商品to trade in 经营某商品business scope/frame 经营范围trading firm/house 贸易行，商行   Can we do a barter trade?咱们能不能做一笔易货贸易呢？Is it still a direct barter trade?这还算是一种直接的易货贸易吗？

If you agree to our proposal of a barter trade, we'll give you paper in exchange for your timber.如果你方同意我们进行易货贸易的建议，我们将用纸与你们交换木材。Shall we sign a triangle trade agreement?我们订一个三角贸易协议好吗？A triangle trade can be carried out among the three of us.我们三方可进行三角贸易。Compensation trade is, in fact, a kind of loan.补偿贸易实际上是一种信贷。We may agree to do processing trade with you.我们同意与你们进行来料加工贸易。If you're interested in leasing trade, please let us know.如果你们有意做租赁贸易，请告诉我们。We wonder whether you do counter trade.我们不知道你们是否做抵偿贸易。Words and Phrases

trade by commodities 商品贸易visible trade 有形贸易invisible trade 无形贸易barter trade 易货贸易bilateral trade 双边贸易triangle trade 三角贸易multilateral trade 多边贸易counter trade 对销贸易；抵偿贸易counter purchase 互购贸易buy-back 回购贸易compensation trade 补偿贸易processing trade 来料加工贸易assembling trade 来料装配贸易leasing trade 租赁贸易in exchange for 用...交换...trade agreement 贸易协议

We want to develop direct contact with Continental buyers for ourselves.我们想为自己的公司同欧洲大陆的买主建立起直接的联系。We see that your firm specializes in Light Industrial Goods, and we are willing to establish business relationship with you.得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。We are one of the largest importers of Electric Goods in this city, and we wish to establish business relationship with you.我们是此地最大的电器进口商之一，愿意与你们建立业务关系。We are willing to enter into business relationship with your company on the basis of equality and mutual benefit.我们愿在平等互利的基础上与贵公司建立业务关系。Our two countries have had trade relations for ten years.我们两国之间已经有了10 年的贸易关系。We've never had any difficulties with our Chinese partners, and we'd like to make as many new contacts as we can.和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。We have made a very good start in our business with Japan.我们和日本在业务上有了良好的开端。Our company is thinking of expanding its business relationship with China.我公司想扩大与中国的贸易关系。As is known, we set great store by the trade relationship with the third world countries.众所周知，我们十分重视同第三世界国家的贸易关系。We look forward to reactivating our business relationship.我们盼望我们的业务关系重新活跃起来。We shall welcome a chance to renew our friendly relationship.很高兴能有机会来恢复我们的友好关系。We'll try our best to widen our business relationship with you.我们将尽力扩大同你们的贸易关系。We're writing you in order to establish business relationship.我们写此信是为了与你方建立业务关系。The arrangement will contribute to cement our pleasant relationship.此项安排将有助于巩固我们良好的关系。We're willing to restore our business relationship.我们希望能恢复贸易关系。It will be advantageous if steps are taken to resume our business relationship on the basis of mutual benefit.如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。The depressed market results in the stagnation of trade.市场萧条导致贸易停滞。We have been doing quite well in our business, we are willing to open an account with you.我们的生意一直做得不错，希望能与你们建立帐户往来关系。 Words and Phrases

business association业务联系，交往business connection

业务联系close relationship 密切的关系closer ties更密切的关系to establish(enter into, set up)business relationship建立业务关系to continue business relationship 继续业务关系to present business relationship保持业务关系improve business relationship 改善业务关系to promote business relationship 促进业务关系to speed up business relationship 加快业务关系的发展to enlarge (widen) business relationship扩大业务关系to restore (resume) business relationship 恢复业务关系to interrupt business relationship 中断业务关系to cement business relationship 巩固业务关系  When could you introduce me to your sister company?什么时候把贵公司的兄弟公司介绍给我们？Would you please introduce us to some of the most reliable exporters of Chinese handicrafts?请向我们推荐一些最可靠的中国手工艺品出口商，可以吗？If you are interested in dealing, with us in other products of our company, please inform us of your requirements as well as your banker's name and address.如果你们有意经营我公司其他产品，请告知你方要求及往来银行的名称和地址。Because of the rapid development of our business in Asia, we think it's necessary to open a branch at the following address.鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。We've often expressed our interest in investing in China.我们一直对在中国投资很感兴趣。Our abundant resources and stable policy provide foreigners with the advantages they invest here.我们丰富的资源和稳定的政策为外商投资提供了有利条件。Thank you for your manner of business cooperation.我们对你们的合作态度非常满意。We have been working on expanding our scope of cooperation with China.我们一直努力设法扩大与中国的合作范围。

We believe in long-term cooperation with China because we view the future as bright.我们相信与中国长期合作的前途是光明的。Words and Phrases

trade prospects/outlook 贸易前景trade cooperation 贸易合作technological cooperation 技术合作business cooperation 业务合作cooperative relationship 合作关系the scope of cooperation 合作范围Additional Words and Phrasestrade fair 贸易展销会trade show 贸易展览trade agreement 贸易协议to establish arrangement 达成协议to reach an agreement 达成协议trade terms/clause 贸易条款trade balance 贸易平衡to conclude a business transaction 达成贸易交易to work with与...共事business activities 经济活动business house 商行；商号trading department/mechanics 贸易机构trade association 贸易协会the foreign trade department 对外贸易部门

C.C.P.I.T.( China Council for the Promotion of International Trade)中国国际贸易促进会Commercial Counselor's Office中国使馆的商务处Chamber of Commerce 商会trading partnership经营合伙人foreign trade personnel 外贸工作者trading center 贸易中心trading market 贸易市场tradesman/trade peoples 商人，零售商 外贸价格术语价格术语 trade term (price term)　　　　 运费 freight单价 price 　　　　　　　　　　　　 　　码头费 wharfage总值 total value 　　　　　　　　　　　 卸货费 landing charges金额 amount 　　　　　　　　　　　　　　关税 customs duty净价 net price 　　　　　　　　　　　　 印花税 stamp duty含佣价 price including commission　　　　港口税 portdues回佣 return commission 　　　　　　　　　装运港 portof shipment折扣 discount,allowance 　　　　　　　　 卸货港 port of discharge批发价 wholesale price 　　　　　　　　 目的港 portof destination零售价 retail price 　　　　　　　　　　进口许口证 inportlicence现货价格 spot price 　　　　　　　　　　 出口许口证 exportlicence期货价格 forward price　　　　　　　　　 现行价格（时价）current price国际市场价格 world (International)Marketprice离岸价（船上交货价）FOB-free on board成本加运费价（离岸加运费价） C&F-cost and freight

到岸价（成本加运费、保险费价）CIF-cost,insurance and freight外贸术语：报盘和还盘报盘和还盘Offer & Counter-Offer

We have the offer ready for you.我们已经为你准备好报盘了。I come to hear about your offer for fertilizers.我来听听你们有关化肥的报盘。Please make us a cable offer.请来电报盘。Please make an offer for the bamboo shoots of the quality as that in the last contract.请把上次合同中订的那种质量的竹笋向我们报个价。We are in a position to offer tea from stock.我们现在可以报茶叶现货。We'll try our best to get a bid from the buyers.我们一定尽力获得买主的递价。We'll let you have the official offer next Monday.下星期就给您正式报盘。I'm waiting for your offer.我正等您的报价。We can offer you a quotation based upon the international market.我们可以按国际市场价格给您报价。We have accepted your firm offer.我们已收到了你们报的实盘。We offer firm for reply 11 a.m. tomorrow.我们报实盘，以明天上午 11点答复为有效。We'll let you have our firm offer next Sunday.下星期天我们就向你们发实盘。We're willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。Could you offer us F.O.B. prices.能想我们报离岸价格吗？All your prices are on C.I.F. basis.你们所有价格都是成本加运费保险费价格。Can you make an offer, C & F London, at your earliest convenience?您能尽快报一个伦敦港成本加运费价格吗？I'd like to have your lowest quotations, C.I.F. Vancouver.请报温哥华到岸价的最低价格。Please make us a cable offer for 5 metric tons of walnut.请电报 5吨核桃仁的价格。Our offer is RMB300 per set of tape-recorder, F.O.B. Tianjin.我们的报价是每台收录机 300 元人民币，天津离岸价。

We quote this article at $250 per M/T C&F.我们报成本加运费价每吨 250 美圆。Words and Phrases

offer 报盘，报价to offer for 对...报价to make an offer for 对...报盘(报价)firm offer 实盘non-firm offer 虚盘to forward an offer (or to send an offer) 寄送报盘to get an offer(or to obtain an offer) 获得...报盘to cable an offer (or to telegraph an offer) 电报(进行)报价offer and acceptance by post 通过邮政报价及接受to accept an offer 接受报盘to entertain an offer 考虑报盘to give an offer 给...报盘to submit an offer 提交报盘official offer 正式报价(报盘)  My offer was based on reasonable profit, not on wild speculations.我的报价以合理利润为依据，不是漫天要价。We have received offers recently, most of which are below 100 U.S. dollars.我们最近的报价大多数都在 100 美圆以下。Moreover, We've kept the price close to the costs of production.再说，这已经把价格压到生产费用的边缘了。I think the price we offered you last week is the best one.相信我上周的报价是最好的。No other buyers have bid higher than this price.没有别的买主的出价高于此价。The price you offered is above previous prices.

你方报价高于上次。It was a higher price than we offered to other suppliers.此价格比我们给其他供货人的出价要高。We can't accept your offer unless the price is reduced by 5%.除非你们减价 5%，否则我们无法接受报盘。I'm afraid I don't find your price competitive at all.我看你们的报价毫无任何竞争性。Let me make you a special offer.好吧，我给你一个特别优惠价。We'll give you the preference of our offer.我们将优先向你们报盘。I should have thought my offer was reasonable.我本以为我的报价是合理的。You'll see that our offer compares favorably with the quotations you can get elsewhere.你会发现我们的报价比别处要便宜。This offer is based on an expanding market and is competitive.此报盘着眼于扩大销路而且很有竞争性。Words and Phrases

quote 报价quotation 价格preferential offer 优先报盘cost of production 生产费用reasonable 合理的competitive 有竞争性的the preference of one's offer 优先报盘wild speculation 漫天要价 Our offers are for 3 days.我们的报盘三天有效。We have extended the offer as per as your request.我们已按你方要求将报盘延期。The offer holds good until 5 o'clock p.m. 23nd of June, 1997, Beijing time.报价有效期到 1997 年 6 月 22 日下午 5点，北京时间。All prices in the price lists are subject to our confirmation.报价单中所有价格以我方确认为准。

This offer is subject to your reply reaching here before the end of this month.该报盘以你方本月底前到达我地为有效。This offer is subject to the goods being unsold.该报盘以商品未售出为准。 Words and Phrases

subject to 以...为条件，以...为准offer subject to our written acceptance 以我方书面接受为准的报盘offer subject to sample approval 以样品确定后生效为准的报盘offer subject to our final confirmation 以我方最后确认为准的报盘offer subject to export/import license 以获得出口(进口)许可证为准的报价offer subject to prior sale 以提前售出为准的报盘offer subject to goods being unsold 以商品未售出为准的报盘offer subject to your reply reaching here 以你方答复到达我地为准的报盘offer subject to first available steamer 以装第一艘轮船为准的报盘  I'm afraid the offer is unacceptable.恐怕你方的报价不能接受。The offer is not workable.报盘不可行。The offer is given without engagement.报盘没有约束力。It is difficult to quote without full details.未说明详尽细节难以报价。Buyers do not welcome offers made at wide intervals.买主不欢迎报盘间隔太久。We cannot make any headway with your offer.你们的报盘未得任何进展。Please renew your offer for two days further.请将报盘延期两天。Please renew your offer on the same terms and conditions.请按同样条件恢复报盘。We regret we have to decline your offer.

很抱歉，我们不得不拒绝你方报盘。The offer is withdrawn.该报盘已经撤回。We prefer to withhold offers for a time.我们宁愿暂停报盘。Buyers are worried at the lack of offer.买主因无报盘而苦恼。Words and Phrases

to extend an offer 延长报盘to renew an offer 或 to reinstate an offer 恢复报盘to withdraw an offer 撤回报盘to decline an offer 或 to turn down an offer 谢绝报盘unacceptable 不可接受的workable 可行的at wide intervals 间隔时间太长make headway 有进展be worried at sth. 对...苦恼  Let's have you counter-offer.请还个价。Do you want to make a counter-offer?您是否还个价？I appreciate your counter-offer but find it too low.谢谢您的还价，可我觉得太低了。Now we look forward to replying to our offer in the form of counter-offer.现在我们希望你们能以还盘的形式对我方报盘予以答复。Your price is too high to interest buyers in counter-offer.你的价格太高，买方没有兴趣还盘。Your counter-offer is much more modest than mine.你们的还盘比我的要保守得多。We make a counter-offer to you of $150 per metric ton F.O.B. London.我们还价为每公吨伦敦离岸价 150 美圆。I'll respond to your counter-offer by reducing our price by three dollars.我同意你们的还价，减价 3 元。

Words and Phrases

counter-offer 还盘，还价offeror 发价(盘)人offerer 发价人，报盘人offeree 被发价人offering 出售物offer letter 报价书offer sheet 出售货物单offer list/book 报价单offer price 售价offering date 报价有效期限offering period 报价日concentration of offers 集中报盘combined offer 联盘，搭配报盘lump offer 综合报盘(针对两种以上商品)bid n. 递价；出价；递盘(由买方发出)v. 递盘to make a bid 递价to get a bid 得到递价to be outbidding 高于...的价 外贸术语：品质品质Quality

The goods are available in different qualities.此货有多种不同的质量可供。

Nothing wrong will happen, so long as the quality of your article is good.只要商品质量可靠，就不会发生差错。If the quality of your products is satisfactory, we may place regular orders.如果你们产品的质量使我们满意，我们将不断订货。If the quality of your initial shipment is found satisfactory, large repeats will follow.如果贵方第一批运来的货令人满意，随后将有大批续订。There is no marked qualitative difference between the two.两者在质量上无显著差异。We sincerely hope the quality are in conformity with the contract stipulations.我们真诚希望质量与合同规定相符。As long as the quality is good, it hardly matters if the price is a little bit higher.只要能保证质量，售价高点都无所谓。Prices are fixed according to their quality, aren't they?价格按质量的好坏而定，对吗？The transferee must see to it that the quality of the product is maintained.接受转让一方要负责保持产品的质量。Our Certificate of Quality is made valid by means of the official seal.我们的质量证明书盖公章方为有效。We'll improve the quality of our products and production efficiency.我们将改进产品质量，提高生产率。They are fully qualified to pass opinions on the quality of this merchandise.他们完全有资格对这种产品的质量发表意见。We would like to have you offer us 100 metric tons, quality same as last.希望您能报给我们 100吨质量和上次相同的货。We find the quality suitable (unsuitable) for our market.产品质量适合(不适合)我们的市场。We always have faith in the quality of your products.对你们产品的质量我们总是很信任。 Words and Phrases

quality 质量，品质qualitative 质量的qualitatively 在质量上quality clause 品质条款quality certificate 品质证明书quality of export and import commodities 进出口商品质量good merchantable quality

全销质量to be in conformity with 与...一致transferer 转让者transferee 受让者对外贸易常用语(1)They mainly trade with Japanese firms.他们主要和日本商行进行贸易。For the past five years, we have done a lot of trade with your company.在过去的五年中，我们与贵国进行了大量的贸易。Our trade is conducted on the basis of equality.我们是在平等的基础上进行贸易。There has been a slowdown in the wool trade with you.和你们的羊毛贸易已有所减少。Our foreign trade is continuously expanding.我们的对外贸易不断发展。Trade in leather has gone up (down) 3%.皮革贸易上升（下降）了百分之三。Trade in general is improving.贸易情况正在好转。Our company mainly trades in arts and crafts.我们公司主要经营手工艺品。They are well-known in trade circles.他们在贸易界很有名望。We trade with people in all countries on the basis of equality and mutual benefit.我们在平等互利的基础上和各国人民进行贸易。To respect the local custom of the buying country is one important aspect of China's foreign policy.尊重买方国家的风俗习惯是我国贸易政策的一个重要方面。Our purpose is to explore the possibilities of developing trade with you.我们的目的是和你们探讨一下发展贸易的可能性。Words and Phrasesforeign trade 对外贸易overseas trade 海外贸易international trade 国际贸易to trade with 和...进行贸易to do business in a moderate way 做生意稳重to do business in a sincere way 做生意诚恳to make a deal 做一笔交易deal 交易，经营，处理，与...交往

to deal in 经营，做生意to explore the possibilities of 探讨...的可能性trade circles 贸易界to handle 经营某商品to trade in 经营某商品business scope/frame 经营范围trading firm/house 贸易行，商行对外贸易常用语(2)Can we do a barter trade?咱们能不能做一笔易货贸易呢？Is it still a direct barter trade?这还算是一种直接的易货贸易吗？If you agree to our proposal of a barter trade, we'll give you paper in exchange for your timber.如果你方同意我们进行易货贸易的建议，我们将用纸与你们交换木材。Shall we sign a triangle trade agreement?我们订一个三角贸易协议好吗？ A triangle trade can be carried out among the three of us.我们三方可进行三角贸易。Compensation trade is, in fact, a kind of loan.补偿贸易实际上是一种信贷。We may agree to do processing trade with you.我们同意与你们进行来料加工贸易。If you're interested in leasing trade, please let us know.如果你们有意做租赁贸易，请告诉我们。We wonder whether you do counter trade.我们不知道你们是否做抵偿贸易。Words and Phrasestrade by commodities 商品贸易visible trade 有形贸易invisible trade 无形贸易barter trade 易货贸易bilateral trade 双边贸易triangle trade 三角贸易multilateral trade 多边贸易counter trade 对销贸易；抵偿贸易counter purchase 互购贸易buy-back 回购贸易compensation trade 补偿贸易processing trade 来料加工贸易assembling trade 来料装配贸易leasing trade 租赁贸易in exchange for 用...交换...

trade agreement 贸易协议对外贸易常用语(3)We want to develop direct contact with Continental buyers for ourselves.我们想为自己的公司同欧洲大陆的买主建立起直接的联系。We see that your firm specializes in Light Industrial Goods, and we are willing to establish business relationship with you.得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。We are one of the largest importers of Electric Goods in this city, and we wish to establish business relationship with you.我们是此地最大的电器进口商之一，愿意与你们建立业务关系。We are willing to enter into business relationship with your company on the basis of equality and mutual benefit.我们愿在平等互利的基础上与贵公司建立业务关系。Our two countries have had trade relations for ten years.我们两国之间已经有了 10 年的贸易关系。We've never had any difficulties with our Chinese partners, and we'd like to make as many new contacts as we can.和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。We have made a very good start in our business with Japan.我们和日本在业务上有了良好的开端。Our company is thinking of expanding its business relationship with China.我公司想扩大与中国的贸易关系。As is known, we set great store by the trade relationship with the third world countries.众所周知，我们十分重视同第三世界国家的贸易关系。We look forward to reactivating our business relationship.我们盼望我们的业务关系重新活跃起来。We shall welcome a chance to renew our friendly relationship.很高兴能有机会来恢复我们的友好关系。We'll try our best to widen our business relationship with you.我们将尽力扩大同你们的贸易关系。We're writing you in order to establish business relationship.我们写此信是为了与你方建立业务关系。The arrangement will contribute to cement our pleasant relationship.此项安排将有助于巩固我们良好的关系。We're willing to restore our business relationship.我们希望能恢复贸易关系。It will be advantageous if steps are taken to resume our business relationship on the basis of mutual benefit.如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。The depressed market results in the stagnation of trade.市场萧条导致贸易停滞。We have been doing quite well in our business, we are willing to open an account with you.

我们的生意一直做得不错，希望能与你们建立帐户往来关系。Words and Phrasesbusiness association 业务联系，交往business connection 业务联系close relationship 密切的关系closer ties 更密切的关系to establish(enter into, set up)business relationship 建立业务关系to continue business relationship 继续业务关系to present business relationship 保持业务关系to improve business relationship 改善业务关系to promote business relationship 促进业务关系to speed up business relationship 加快业务关系的发展to enlarge (widen) business relationship 扩大业务关系to restore (resume) business relationship 恢复业务关系to interrupt business relationship 中断业务关系to cement business relationship 巩固业务关系对外贸易常用语(4)When could you introduce me to your sister company?什么时候把贵公司的兄弟公司介绍给我们？Would you please introduce us to some of the most reliable exporters of Chinese handicrafts?请向我们推荐一些最可靠的中国手工艺品出口商，可以吗？If you are interested in dealing, with us in other products of our company, please inform us of your requirements as well as your banker's name and address.如果你们有意经营我公司其他产品，请告知你方要求及往来银行的名称和地址。Because of the rapid development of our business in Asia, we think it's necessary to open a branch at the following address.鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。We've often expressed our interest in investing in China.我们一直对在中国投资很感兴趣。Our abundant resources and stable policy provide foreigners with the advantages they invest here.我们丰富的资源和稳定的政策为外商投资提供了有利条件。Thank you for your manner of business cooperation.我们对你们的合作态度非常满意。We have been working on expanding our scope of cooperation with China.我们一直努力设法扩大与中国的合作范围。We believe in long-term cooperation with China because we view the future as bright.我们相信与中国长期合作的前途是光明的。Words and Phrases

trade prospects/outlook 贸易前景trade cooperation 贸易合作technological cooperation 技术合作business cooperation 业务合作cooperative relationship 合作关系the scope of cooperation 合作范围Additional Words and Phrasestrade fair 贸易展销会trade show 贸易展览trade agreement 贸易协议to establish arrangement 达成协议to reach an agreement 达成协议trade terms/clause 贸易条款trade balance 贸易平衡to conclude a business transaction 达成贸易交易to work with 与...共事business activities 经济活动business house 商行；商号trading department/mechanics 贸易机构trade association 贸易协会the foreign trade department 对外贸易部门C.C.P.I.T.( China Council for the Promotion of International Trade)中国国际贸易促进会Commercial Counselor's Office中国使馆的商务处Chamber of Commerce 商会trading partnership 经营合伙人foreign trade personnel 外贸工作者trading center 贸易中心trading market 贸易市场tradesman/trade peoples 商人，零售商保险 Insurance (1)I'm looking for insurance from your company. 我是到贵公司来投保的。 Mr. Zhang met Mr. William in the office of the People' Insurance Company of China. 张先生在中国人民保险公司的办公室接待了威廉先生。 After loading the goods on board the hip, I go to the insurance company to have them insured. 装船后，我到保险公司去投保。 When should I go and have the tea insured? 我什么时候将这批茶叶投保？ All right. Let's leave insurance now. 好吧，保险问题就谈到这里。

I have come to explain that unfortunate affair about the insurance. 我是来解释这件保险的不幸事件的。 I must say that you've corrected my ideas about the insurance. 我该说你们已经纠正了我对保险的看法。 This information office provides clients with information on cargo insurance. 这个问讯处为顾客提供大量关于货物投保方面的信息。 The underwriters are responsible for the claim as far as it is within the scope of cover. 只要是在保险责任范围内，保险公司就应负责赔偿。 The loss in question was beyond the coverage granted by us. 损失不包括在我方承保的范围内。 The extent of insurance is stipulated in the basic policy form and in the various risk clause. 保险的范围写在基本保险单和各种险别的条款里。 Please fill in the application form. 请填写一下投保单。 　 Words and Phrases

insure 保险；投保；保证 insurance 保险；保险费；保险金额 underwriters 保险商（指专保水险的保险商）保险承运人 insurance company 保险公司 insurer 保险人 insurance broker 保险经纪人 insurance underwriter 保险承保人 insurance applicant 投保人 insurant, the insured 被保险人，受保人 to cover (effect,arrange,take out) insurance 投保 insurance coverage;risks covered 保险范围 insurance slip 投保单 insured amount 保险金额 insurance against risk 保险 insurance clause 保险条款 insurance instruction 投保通知 insurance business 保险企业 insurance conditions 保险条件保险 Insurance (2)What risks is the People's Insurance Company of China able to cover? 中国人民保险公司承保的险别有哪些？ What risks should be covered? 您看应该保哪些险？ What kind of insurance are you able to provide for my consignment? 贵公司能为我的这批货保哪些险呢？

It's better for you to can the leaflet, and then make a decision. 你最好先看看说明书，再决定保什么险。 These kinds of risks suit your consignment. 这些险别适合你要投保的货物。 May I ask what exactly insurance covers according to your usual C.I.F terms? 请问根据你们常用的 CIF 价格条件，所保的究竟包括哪些险别？ It 's important for you to read the "fine print" in any insurance policy so that you know what kind of coverage you are buying. 阅读保险单上的“细则”对你是十分重要的，这样就能知道你要买的保险包括哪些项目。 Words and Phrases

PICC (People's Insurance Company of China) 中国人民保险公司 risk insured, risk covered 承保险项 risk 险别 to provide the insurance 为...提供保险 leaflet 说明书 fine print 细则 what is the insurance premium? 保险费是多少？ The premium is to be calculated in this way. 保险费是这样计算的。 The total premium is 800 U.S. dollars. 保险费总共是 800 美圆。 The cover paid for will vary according to the type of goods and the circumstances. 保险费用按照货物类别的具体情况会有所不同。 The rates quoted by us are very moderate. Of course, the premium varies with the range of insurance. 我们所收取的费率是很有限的，当然，保险费用要根据投保范围的大小而有所不同。 According to co-insurance clauses, the insured person must pay usually 20 percent of the total expenses covered. 根据共同保险条款，保险人通常必须付全部费用的百分之二十。 The insurance rate for such kink of risk will vary according to the kind. 这类险别的保险费率将根据货物种类而定。 Insurance brokers will quote rates for all types of cargo and risks. 保险经纪人会开出承保各类货物的各种险别的费用。 Can you give me an insurance rate? 您能给我一份保险率表吗？ Could you find out the premium rate for porcelain? 您能查一下瓷器的保险费率吗？ You should study not only the benefits but also the terms and limitations of an insurance agreement that appears best suited to your needs.

你不仅要研究各种保险所标明的给予保险人的赔偿费用，还要研究它的条件与限制，然后选出最适合你需要的一种。 　 Words and Phrases

insurance expense 保险费 premium rate 保险费率 premium 保险费 insurance rate 保险费率表 insurance proceeds 保险金（保险收入）保险 Insurance (3)F.P.A. stands for "Free from Particular Average".FPA 代表平安险。W.P.A. stands for "With Particular Average".WPA 代表水渍险。I'll have the goods covered against Free from Particular Average.我将为货物投保平安险。I know that F.P.A insurance doesn't cover losses on consumer goods.我知道平安险不包括消费品的种种损失。I don't think that the W.P.A insurance covers more risks than the F.P.A..我认为水渍险承保的范围并不比平安险的范围宽。Free from Particular Average is good enough.只保平安险就可以了。The goods are to be insured F.P.A.这批货需投保平安险。What you've covered is Leakage.你所投保的是渗漏险。Why don't you wish to cover Risk of Breakage?您为什么不想投保破碎险呢？W.P.A coverage is too narrow for a shipment of this nature, please extend the coverage to include TPND.针对这种性质的货物只保水渍险是不够的，请加保偷盗提货不成险。Don't you wish to arrange for W.P.A. and additional coverage against Risk of Breakage?您不想保水渍险和附加破碎险吗？Not every breakage is a particular average.并不是所有的破碎险都属于单独海损。The coverage is W.P.A. plus Risk of Breakage.投保的险别为水渍险加破碎险。Well, obviously you won't want All Risks cover.显然，你不想保综合险。An All Risks policy covers every sort of hazard, doesn't it?一份综合险保单保所有的险，是吗？We'd like? to cover the porcelain ware against All Risks.

我们想为这批瓷器投保综合险。Please insure the shipment for RMB5,000 against All Risks.请将这批货物投保综合险人民币 5000 元。We've cover insurance on these goods for 10% above the invoice value against All Risks.我们已经将这些货物按发票金额加百分之十投保综合险。An F.P.A. policy only covers you against total loss in the case of minor perils.平安险只有在发生较小危险时才给保全部损失险。The F.P.A. doesn't cover partial loss of the nature of particular average.平安险不包括单独海损性质的部分损失。A W.P.A. or W.A. policy covers you against partial loss in all cases.水渍险在任何情况下都给保部分损失险。You'll cover SRCC risks, won't you?你们要保罢工、暴动、民变险，是吗？As our usual practice, insurance covers basic risks only, at 110 percent of the invoice value. If coverage against other risks is required, such as breakage, leakage, TPND, hook and contamination damages, the extra premium involved would be for the buyer's account.按照我们的惯例，只保基本险，按发票金额 110%投保。如果要加保其它险别，例如破碎险、渗漏险、盗窃遗失险、钩损和污染险等，额外保险费由买方负担。Words and Phrases

insurance free of (from) particular average (FPA). 平安险（单独海损不赔）insurance with particular average (WPA), basic risks. insurance against all risks. 综合险，应保一切险risk of breakage 破碎险risk of clashing 碰损险risk of rust 生锈险risk of hook damage 钩损险risk of contamination (tainting) 污染险insurance against total loss only (TLO) 全损险risk of deterioration 变质险risk of packing breakage 包装破裂险risk of inherent vice 内在缺陷险risk of normal loss (natural loss)? 途耗或自然损耗险risk of spontaneous combustion 自然险risk of contingent import duty 进口关税险insurance against war risk 战争险Air Transportation Cargo War Risk 航空运输战争险overland Transportation Insurance War Risk 陆上运输战争险insurance against strike, riot and civil commotion (SRCC) 罢工，暴动，民变险insurance against extraneous risks, insurance against additional risks 附加险risk of theft, pilferage and nondelivery (TRND) 盗窃提货不着险risk of fresh and/of rain water damage(wetting) 淡水雨淋险

risk of leakage 渗漏险risk of shortage in weight/quantity 短量险risk of sweating and/or heating 受潮受热险risk of bad odour(change of flavour) 恶味险，变味险risk of mould 发霉险on deck risk 舱面险保险 Insurance (4)We can serve you with a broad range of coverage against all kinks of risks for sea transport.我公司可以承保海洋运输的所有险别。Generally speaking, aviation insurance is much cheaper than marine insurance.空运保险一般要比海运保险便宜。Then "all marine risks" means less than "all risks".那么，“一切海洋运输货物险”意味着比“一切险”范围小一些。In the insurance business, the term "average" simply means "loss" in most cases.在保险业中“average”一词一般是“海损”的意思。Are there any other clauses in marine policies?海运险还包括其它条款吗？Breakage is a particular average, isn't it?破碎险属于一种单独海损，对吗？the risk of breakage is covered by marine insurance, isn't it?破碎险是包括在海洋运输货物险之内的，对吗？The English understood by "marine risks" only risks incident to transport by sea.英国人对“海洋运输货物险”只理解为海洋中的意外风险。Generally, the term "all marine risks" is liable to be misinterpreted and its use should be avoided in L/C.一般地，“一切海洋运输货物险”容易被误解，应该避免在信用证中使用。Words and Phrases

ocean marine cargo insurance clauses 海洋运输货物保险条款transportation insurance 运输保险overland transportation insurance, land transit insurance 陆上运输保险insurance against air risk, air transportation insurance 航空运输保险parcel post insurance 邮包运输保险ocean marine cargo insurance, marine insurance 水险（海运货物保险）All Risks 一切险average 海损Particular Average (P.A) 单独海损General Average (G.A) 共同海损Marine Losses 海损partial loss 部分损失

total loss 全部损失保险 Insurance (5)Please tell me whether I need to purchase a foreign student policy.告诉我是否我需要购买外国学生保险。I'd like to know whether basic health insurance coverage should include benefits for outpatient, hospital, surgery and medical expenses.我想知道基本健康保险所列的项目是否应包括医院门诊，住院，手术及药品等费用的赔偿。Will you please tell me where I can purchase health insurance?请告诉我在何处能买到健康保险？Health insurance is merely a mean by which people pool money to guard against the sudden economic consequences of sickness or injury.健康保险就是筹集一些钱以预防疾病或受伤而突然发生的经济困难。"Major medical" insurance policies are designed to help offset heavy medical expenses that can result from a prolonged illness or serious injury.“巨额医药费保险”旨在协助减轻久病及重伤所造成的重大医药开支。If the benefits provided under a certain policy have a dollar limitation for each service, you should determine whether these limitations are realistic.如果某一家保险公司的健康保险对每种服务定有赔偿限额，你应断定这些限额是否合乎实际。Words and Phrases

health insurance 疾病保险，健康保险sickness insurance 疾病保险insurance for medical care 医疗保险"major medical" insurance policy 巨额医药费保险insurance during a period of illness 疾病保险life insurance 人寿保险endowment insurance 养老保险insurance on last survivor 长寿保险to purchase health insurance 购买健康保险to have a health insurance policy 购买健康保险Additional Words and Phrasespolicy-holder 保险客户extra premium 额外保险费additional premium 附加保险费insurance law 保险法insurance act 保险条例insurance industry? 保险业insurance division 保险部insurance treaty 保险合同cover note 保险证明书guarantee of insurance 保险担保书premium rebate 保险费回扣insurance claim 保险索赔

ceding, retrocession(for reinsurance) 分保reinsurance 分保（再保险）ceding(insurance)company 分保公司co-insurance company 共同保险公司insurance document 保险单据certificate of insurance 保险凭证increasing coverage, extending coverage 加保renewing coverage 续保insurance commission 保险佣金social insurance 社会保险personal property insurance 个人财产保险insurance of contents 家庭财产保险佣金 Commission (2)The commission has been increased to 5% in your favour. 贵方佣金已增至百分之五。 You can grant us an extra commission of 2% to cover the additional risk. 你们可以获得另外百分之二的佣金，以补偿你受的额外风险。 We'll get 0.5% more in commission for our effort. 经过努力，我们可以多谋到百分之零点五的佣金。 For every additional 10 pieces of pianos sold, we'll give you 0.2% more commission. 每笔交易若能多卖出 10架钢琴，你们可以多得百分之零点二的佣金。 We can't agree to increase the rate of commission. 我们不能同意增加佣金率。 A 5% commission means an increase in our price. 百分之五的佣金就等于价格提高了。 A higher commission means a higher price. 如果佣金提高了，价格也要提高。 A 4% commission is the maximum. 我们最多给百分之四的佣金。 Is it possible to increase the commission to 4%? 能不能把佣金提高到百分之四呢？ Even a 6% commission is not high. 甚至百分之六的佣金都不算高。 2% commission is not enough, is it? 百分之二的佣金是不是少了点？ The present commission isn't enough. 现有的佣金不够。 There are three items of commission left unpaid. 只剩三笔交易的佣金未付。 　 Additional Words and Phrases

commissions earned 佣金收入

commissions received in advance 预收佣金 commission for collection 代收帐款佣金 commission insurance 佣金保险 commission system 佣金制 commission agency 代理贸易 selling commission 代销佣金 buying commission 代购佣金 代理 AgencyIn consideration of your extensive experience in the field, we are glad to appoint you as our agent. 考虑到你们在这一业务范围的丰富经验，我们很高兴指定你们为我们的代理。 I'm entitled to being appointed as your agent. 我有权被指定为你方代理。 We keep a stock in London and act as distributors as well as agents. 我们在伦敦有库存并经营销售兼做代理。 We've decided to entrust you with the sole agency for cars. 我们决定委托你作为我们汽车的独家代理。 Thank you for your proposal of acting as our agent. 谢谢你方作为我们代理的建议。 If we come to terms, we'll appoint you as our agent. 如果达成协议，我们将指定你为我方的代理。 We wish to handle as an agent the goods you are exporting. 我们愿意担任你们出口商品的代理。 We can play an important part as a buying agent in your overseas trade. 我们能在担任你方海外贸易的进口代理中起重要作用。 We're in a position to take good care of your import business as a buying agent. 我们能负起作为你方进口业务中买放代理的责任。 Please get in touch with our agents for the supply of the goods you require. 你们所需的商品，请与我们的代理联系。 We'll leave aside the problem of agency until next week. 我们暂时把代理问题搁置到下周。 We're not prepared to take the agency into consideration for the time being. 目前我们还不准备考虑代理问题。 We won't consider agency in your market at present. 我们目前不考虑在你地市场的代理问题。 We have to decline your proposal of acting as our sole agency. 我们不得不谢绝你们作为我方独家代理的建议。 I think it premature for us to discuss the question of agency. 我认为现在讨论代理问题为时过早。 　 Unless you increase the turnover, we can hardly appoint you as our sole agent.

除非你们增加营业额，否则我们无法指定你们作为我方的独家代理。 Don't you think the annual turnover for a sole agent is rather conservative? 对独家代理来讲，这样一个年销售量，您不认为太保守吗？ It was two years ago that we made them our sole agent. 我们是在两年前委任他们为我方独家代理的。 When opportunity matures, we will consider making you our exclusive agent for the U.K. 当机会成熟时，我们将考虑委托你为我方在联合王国的独家代理。 We'll consider appointing you as our sole agent for our T shirts for the next two years in your local market. 我们将考虑指定您为贵国市场上 T恤衫的独家代理，为期两年。 I am here today to apply for the sole agency of your product in our local market. 我今天来是为了申请做你方产品在我国市场上的独家代理。 How can we appoint you as our sole agent for such a small quantity? 订货量如此之少，我们怎能请您做独家代理呢？ I propose a sole agency agreement for bicycles for a period of 3 years. 我建议订一个专销自行车的为期三年的独家代理协议。 We are not yet prepared to take the question of sole agent into consideration for the time being. 我们目前还不准备考虑有关独家代理的问题。 Your application for sole agency is now under our careful consideration. 我们正在仔细考虑你方想要独家（经营）代理的请求。 We should be interested in acting as your sole agent. 我们很乐意做贵公司的独家代理人。 　 Words and Phrases sole agent 独家代理（人） exclusive agent 独家代理（人） 　 When do you expect to sign the agency agreement? 您何时签定代理协议呢？ The agency agreement has been drawn up for the period of one year. 为期一年的代理协议书已经拟订出来。 I want to sign a sole agency agreement with you on this item for a period of 2 years. 我想和你们签定一项为期两年的独家代理协议。 The agency agreement was made out with great care and we have found no loopholes in it. 代理协议书制订的非常仔细，我们没有发现里面有漏洞。 I hope we can see eye to eye about the other terms of the agency then. 我希望到那时候我们能在代理协议的其他条款上能取得一致意见。 We wonder whether we may conclude a long term agency contract with you.

我们不知道能否与你方达成长期代理合约。 Well, what annual quantity would you like to suggest for the new agreement then? 那么，您认为在新的协议中年销售量应是多少呢？ Our agency agreement calls for a timely market report. 我们的代理协议要求你方及时递交市场报告一份。 Since the agency agreement was signed, your turnover has amounted to $500. 自从代理协议签定以后，你们的销售额已达 500 美圆。 I hope you'll spare no efforts to promote the sale of our products so as to pave the way for renewing the agency agreement when it expires at the end of this year. 希望贵能尽力促进销售，为协议在今年年底期满后续订铺平道路。 We can renew the agreement of agency on its expiry. 我们可以在代理协议期满时续订。 I've come again to renew our sole agency agreement for another 3 years. 我们这次再访是想把我们之间的独家代理协议延长三年。 　 Additional Words and Phrases selling agents 销售代理 buying agents 购货代理 forwarding agents 运输代理 the agent carrying stock 储货代理 the agent of necessity 客观需要时的代理人 principal 委托方 agent 代理人 agents or agency 代理方或代理公司 express agency 明示代理 implied agency 默认代理 销售 SaleYour T shirts can find a ready market in the eastern part of our country. 贵国的 T恤在我国东部市场很畅销。 We all understand that Chinese shippers are very popular in your market on account of their superior quality and competitive price. 我们都知道中国拖鞋因价廉物美而畅销于你方市场。 This product has been a best seller for nearly one year. 该货成为畅销货已经将近 1 年了。 There is a good market for these articles. 这些商品畅销。 There is a poor market for these articles. 这些商品滞销。 There is no market for these articles. 这些商品无销路。 Your bicycles find a ready market here.

你们的自行车在此地销路很好。 They talked over at great length the matter of how to increase the sale of your products. 他们详细地讨论了怎样增加你方产品的销售。 Please furnish us with more information from time to time so that we may find outlets for our stationery. 由于对此货物的需求将不断增加，请提前补充货源。 They are doing their utmost to open up an outlet. 他们正在尽最大努力以打开销路。 Our demand for this product is steadily on the increase. 我们对该产品的需求正在稳步地增长。 We are sure that you can sell more this year according to the marketing conditions at your end. 根据你地的市场情况，我们确信今年你们有望销得更好。 Packing has a close bearing on sales. 包装对产品的销路有很大关系。 We are trying to find a market for this article. 我们正在努力为此项商品找销路。 We regret we cannot find any market for this article. 我们很抱歉不能为此项商品找到销路。 According to our experience, these handicrafts can find a ready market in Japan. 根据我们的经验，这些手工艺品在日本销路很好。 We can discuss further details when you have a thorough knowledge of the marketing possibilities of our products. 等你们全面了解我们产品销售可能性之后，我们再进一步细谈。 According to your estimate, what is the maximum annual turnover you could fulfill? 据你估计，你能完成的最大年销售量是多少呢？ The market situation is not known to us. 我们还不了解市场情况。 Your market still has great potential. 你们的市场仍有很大潜力。 There are only a few unsold pieces. 只有几件商品未售出。Words and Phrases

salable 畅销的 popular 有销路的 find a market 销售 selling line 销路 trial sale, test sale, test market 试销 salable goods 畅销货 popular goods 快货

the best selling line (the best seller) 热门货 to find (have) a ready market 有销路，畅销 to have a strong footing in a market 很有销路 good market 畅销 poor(no) market 滞销 goods that sell well 畅销货 sell like wild fire 畅销，销得很快 Promoting the sale of your suits has proved successful. 推销你们的西装还很顺利。 There appear to be no difficulty in marketing these products. 在市场上推销这些产品似乎没有什么困难。 We learn that you have years of experience in pushing the sale of porcelain products. 我们得知你们在推销瓷器方面很有经验。 Meanwhile, we should like to know your plan to push the sale of our products. 同时，我们很想了解你方推销我们产品的计划。 You are experienced in promoting the sale of our craft paper. 你方在推销我们的牛皮纸方面很有经验。 I can assure you we've spared no effort and spent quite a sum of money in pushing the sales of your products. 我可以向你保证在推销你方产品时，我们从没放松努力，并且动用了大量的资金。 We've spared no effort in promoting the sale of your products. 我们为推销你们的产品是竭尽全力的。 Our salesmen have worked hard to push the sale of your products here, there and everywhere. 我们几个推销员努力工作，四处奔走。 Thanks for all the work you've done to promote the sale of our products. 感谢您为推销我们的产品所作的努力。 Words and Phrases

selling techniques 推销技术 selling and administrative expense 推销及管理费用 selling concept 推销观点 Additional Words and Phrases selling 卖的；出售的；销路好的 sell 卖；销售；有销路 sales agent 代销人；销售代理商 sell at a bargain, sell at a profit 廉价出售 sell goods at a high figure 高价出售 sellers' market 卖方市场 buyers' market 买方市场 selling price 售价，时价 selling season 销售季节 marketing mix 销售综合方法，销售策略

marketing establishment 销售企业，销售公司 consumer media 销售方面的宣传工具 sales person 推销员，售货员（包括男、女） salesman 售货员 saleslady, salesgirl, saleswoman （口语）女售货员 sales clerk 男（女）售货员（美国口语） marketing managers 推销经理 market test 销售实验 dumping 倾销 sporadic dumping 偶尔倾销，非持久性倾销 predatory dumping 掠夺性倾销 International Dumping Code 国际反倾销法 marketing system 销售体系 a company's marketing program 一家公司的销售计划 sales promotion 促销 marketing strategies 销售策略 market segmentation 市场分割 selling cost 销售成本 selling expense 销售费用 selling operation 销售业务 selling profit 销售利润 索赔 ClaimClaims occur frequently in international trade. 国际贸易中经常发生索赔现象。 We are now lodging a claim with you. 我们现在向贵方提出索赔。 I've heard that you have lodged a claim against us. 听说你们已经向我们提出了索赔。 We've given your claim our careful consideration. 我们已经就你们提出的索赔做了仔细研究。 We lodged a claim with you on fertilizer yesterday. 昨天我们就化肥问题向贵方提出索赔。 We filed a claim with(against) you for the shortweight. 关于短重问题，我们已经向你方提出索赔。 The Chinese representative and Mr.Bake discussed the claim. 中方代表与贝克先生商谈了索赔问题。 We have received the letters giving full details of this claim. 我们已经收到了内容详尽的索赔信件。 Sometimes the shipping company or insurance company is found to be responsible for the claim. 有时候，船公司或保险公司应负责赔偿。 　 Words and Phrases claim 索赔；赔偿；赔偿金

compensate 赔偿，补偿 to make a (one's) claim 提出索赔 to register a (one's) claim 提出索赔 to file a (one's) claim 提出索赔 to lodge a (one's) claim 提出索赔 to raise a (one's) claim 提出索赔 to put in a (one's) claim 提出索赔 to bring up a (one's) claim 提出索赔 to make a claim with (against) sb. 向某方提出索赔 to make a claim for (on)sth. 就某事提出索赔 claims 索赔；债权 I was asked to come to your company on my way home in order to settle the claim. 我顺路来你们公司是为了处理索赔问题的。 We have received your remittance in settlement of our claim. 我们已经收到你方解决我们索赔问题的汇款。 Claims for incorrect material must be made within 60 days after arrival of the goods. 有关不合格材料的索赔问题必须在货到后 60 天内予以解决。 I want to settle our claim on you for the 100 tons of bleached cotton waste, as per Sales Confirmation No. 1254E. 我们想处理一下关于销售确认书第 1254E 号 100吨漂白废棉的索赔问题。 We have already made a careful investigation of the case. 我们已经对这个索赔案件做了详细的调查研究。 We are not in a position to entertain your claim. 我们不能接受你们提出的索赔要求。 But we regret our inability to accommodate your claim. 很抱歉我们不能接受你方索赔。 We may consider withdrawing the claim. 我们可以考虑撤回索赔要求。 I'll write to our home office to waive our claim immediately. 我立即写信给我们的总公司提出放弃索赔。 　 Words and Phrases to settle a claim 解决索赔（问题） to withdraw a claim 撤消（某项）索赔 to waive a claim 放弃索赔（要求） claim on the goods 对某（批）货索赔 claim on you 向某人（方）提出索赔 claim for trade dispute 贸易纠纷（引起的）索赔 claim for indemnity 要求索赔 claim for compensation 要求补偿 on my way home 顺路 in settlement of 解决

incorrect 不正确的 Sales Confirmation  销售确认书 to make an investigation 调查研究 inability 无能力 I'm afraid you should compensate us by 5% of the total amount of the contract. 贵公司要赔偿我方合同全部金额的百分之五。 I propose we compensate you by 3% of the total value plus inspection fee. 我想我们赔偿贵方百分之三的损失，另外加上商检费。 We regret for the loss you have suffered and agree to compensate you by $500. 我们对你方遭受的损失深表歉意，同意向你们赔偿 500 美圆。 We register a claim for US$200. 我们提出索赔 200 美圆。 The Japanese Company agreed to compensate us for the defective watches by 4% of the total value. 日本一家公司同意就手表不精确向我们赔偿总价值的百分之四。 　 Words and Phrases claims expenses 理赔费用 　 There are some different types of claims. 索赔有几种不同的类型。 This is a claim on quality. 这是质量索赔。 This is a claim on shortweight. 这是短重索赔 This is a claim on delayed shipment. 这是延期装运索赔。 Claim on shortweight is caused by packing damage or shortloading. 短重索赔是由包装破损或装运短重引起的。 Claim on delayed shipment is that sellers fail to make the delivery according to time schedule. 延期索赔是对卖方没有按时装运货物而提出的索赔。 Claim on quality originates from inferior quality of goods or quality changes. 品质（质量）索赔是在货物质量低劣或是质量改变的条件下发生的。 　 Words and Phrases

claim for short weight  由于短重而索赔 claim for damage 由于损坏而索赔 claim for loss and damage of cargo 货物损失索赔

claim for inferior quality 由于质量低劣而索赔 Additional Words and Phrases claim against carrier 向承运人索赔 claimee 被索赔人 claimant 索赔人 claimsman 损失赔偿结算人 claims assessor 估损人 claims settling agent 理赔代理人 claims surveying agent 理赔检验代理人 claiming administration 索赔局 claims department (commission  board) 索赔委员会 claim letter  索赔书 claims documents 索赔证件 claim report 索赔报告 claims statement 索赔清单 claims settlement 理赔 claims settling fee 理赔代理费 claim indemnity 索赔 claims rejected 拒赔 insurance claim 保险索赔 合同 ContractWe'll have the contract ready for signature. 我们应准备好合同待签字。 We signed a contract for medicines. 我们签订了一份药品合同。 Mr. Zhang sings the contract on behalf of the China National Silk Import & Export Corporation. 张先生代表中国丝绸进出口总公司在合同上签了字。 A Japanese company and SINOCHEM have entered into a new contract. 中国化工进出口总公司已经和日本一家公司签订了一份新合同。 It was because of you that we landed the contract. 因为有了你，我们才签了那份合同。 We offered a much lower price, so they got the contract. 由于我们报价低，他们和我们签了合同。 Are we anywhere near a contract yet? 我们可以（接近于）签合同了吗？ We sign a contract when we are acting as principals.("principals" refers to the "seller" and the "buyer") 当我们作为货主时都要签订合同。（这里的“货主”指合同中的卖方和买方） I know we (the seller) should draw up a contract and the buyer has to sign it. 我们知道我们（卖方）应该拟出一份合同，买方必须签署合同。 We should simultaneously sign two contracts, one sales contract for beef and mutton, and the other contract of equal value for the purchase of cotton. 我们同时签两个合同，一是牛羊肉的销售（出口）合同，另一个是等额的棉花购买（进

口）合同。 We both want to sign a contract, and we have to make some concessions to do it. 我们都想签合同，因此双方都要做些让步。 We are here to discuss a new contract with you. 我们来这里和您谈谈订一份新合同的问题。 Our current contract is about to expire, and we'll need to discuss a new one. 欧文们现有合同快要期满了，需要再谈一个新合同。 We can repeat the contract on the same terms. 我们可以按同样条件再订一个合同。 A few problems with supply under the old contract must be quickly resolved. 老合同中的一些供货问题必须尽快解决。 We ought to clear up problems arising from the old contract. 我们应该清理一下老合同中出现的问题。 Do you always make out a contract for every deal? 每笔交易都需要订一份合同吗？ As per the contract, the construction of factory is now under way. 根据合同规定，工厂的建设正在进行中。 　 Words and Phrases

contract 合同，订立合同 contractor 订约人，承包人 contractual 合同的，契约的 to make a contract 签订合同 to place a contract 订合同 to enter into a contract 订合同 to sign a contract 签合同 to draw up a contract 拟订合同 to draft a contract 起草合同 to get a contract 得到合同 to land a contract 得到（拥有）合同 to countersign a contract 会签合同 to repeat a contract 重复合同 an executory contract 尚待执行的合同 a nice fat contract 一个很有利的合同 originals of the contract 合同正本 copies of the contract 合同副本 a written contract 书面合同 to make some concession 做某些让步 Look at this contract. 请看这份合同。 These are two originals of the contract we prepared. 这是我们准备好的两份合同正本。

We enclose our sales contract No.45 in duplicate. 附上我们第 45 号销售合同一式两份。 The copy of our contract will be returned. 合同的副本将被归还。 This contract is for 250 metric tons of groundnuts at RMB1800 per M/T C&F Copenhagen. 这是一份 250吨花生的合同，价格为每公吨哥本哈根成本加运费价 1800 元。 May I refer you to Article 5 of the General Terms and Conditions of the contract? 请您看看合同一般条款的第五条。 May I refer you to the contract stipulation about packing (or shipping....)? 请您看看合同中有关包装（装运）的规定。 You must state the description of the goods, the quantity and the unit price in each contract. 每笔合同中都应该提到的商品的性能说明、数量和单价。 What are the main clauses in the contract? 合同中的主要条款有哪些？ There is an arbitration clause in the contract. (or insurance clause, inspection clause, shipping clause...) 这是合同中的一项仲裁条款。（或：保险条款，检验条款，装运条款等） Payment terms are important in a contract too, aren't they? 合同中的付款条件也很重要，对吗？ We ship our goods in accordance with the terms of the contract. 我们按合同条款交货。 I'm sure that shipment will be effected according to the contract stipulation. 我保证我们能按合同规定如期装船。 We sincerely hope that both quality and quantity are in conformity with the contract stipulations. 我们真诚希望质量、数量都与合同规定相吻合。 All terms and conditions will be the same as those in your previous contract number C70064. 所有条款与我们过去签的第 C70064 号合同规定的各项条款相同。 The contract states that the supplier will be charged a penalty if there is a delay in delivery. 合同规定如果供货商延误交货期，将被罚款。 When the goods aren't up to specification stated in the contract, there is also a penalty for poor quality. 如果所交货物与合同所规定规格不符，还有品质恶劣罚款。 　 Words and Phrases

contract terms (or contract clause) 合同条款 contract provisions/stipulations 合同规定 contract period (or contract term) 合同期限

contract life 合同有效期 to be stipulated in the contract 在合同中予以规定 to be laid down in the contract 在合同中列明 The contract comes into effect today, we can't go back on our word now. 合同已于今日生效，我们不能反悔了 Once the contract is approved by the Chinese government, it is legally binding upon both parties. 合同一经中国政府批准，对双方就有了法律约束力。 We have to hold you to the contract. 我们不得不要求你们按合同办事。 You must put their rights and interest into a contract. 你们必须把他们的权益订在合同中。 We always carry out the terms o four contract to the letter and stand by what we say. 我们坚持重合同，守信用。 It's clearly a breach of contract. 这显然是违反了合同。 Any deviation from the contract will be unfavourable. 任何违反合同之事都是不利的。 The buyer has the option of canceling the contract. 买主有权撤消合同。 You have no grounds for backing out of the contract. 你们没有正当理由背弃合同。 In case one party fails to carry out the contract, the other party is entitled to cancel the contract. 如果一方不执行合同，另一方有权撤消该合同。 Are you worrying about the non-execution of the contract and non-payment on our part? 你是否担心我们不履行合同或者拒不付款？ You cannot cancel the contract without first securing our agreement. 如果没有事先征得我们同意，你们不能取消合同。 This contract will come into force as soon as it is signed by two parties. 合同一经双方签定即生效。 Once a contract is made, it must be strictly implemented. 合同一旦确定就应严格执行。 　 Words and Phrases to bring a contract into effect 使合同生效 to come into effect 生效 to go (enter)into force 生效 to cease to be in effect/force 失效 to carry out a contract 执行合同 to execute/implement/fulfil/perform a contract 执行合同 cancellation of contract 撤消合同

breach of contract  违反合同 to break the contract 毁约 to cancel the contract 撤消合同 to tear up the contract 撕毁合同 to approve the contract 审批合同 to honour the contract 重合同 to annual the contract 废除合同 to terminate the contract 解除合同 to alter the contract 修改合同 to abide by the contract 遵守合同 to go back on one's words 反悔 to be legally binding 受法律约束 to stand by 遵守 non-payment 拒不付款 to secure one's agreement 征得...的同意 Additional Words and Phrases contract price 合约价格 contract wages 合同工资 contract note 买卖合同（证书） contract of employment 雇佣合同 contract of engagement 雇佣合同 contract of carriage 运输合同 contract of arbitration 仲裁合同 contract for goods 订货合同 contract for purchase 采购合同 contract for service 劳务合同 contract for future delivery 期货合同 contract of sale 销售合同 contract of insurance 保险合同 contract sales 订约销售 contract law 合同法 to ship a contract 装运合同的货物 contractual dispute 合同上的争议 a long-term contract 长期合同 a short-term contract 短期合同 contract parties 合同当事人 contractual practice/usage 合同惯例 contractual claim 根据合同的债权 contractual liability/obligation 合同规定的义务 contractual income 合同收入 contractual specifications 合同规定 contractual terms & conditions 合同条款和条件 contractual guarantee 合同规定的担保 contractual damage 合同引起的损害

contractual-joint-venture 合作经营，契约式联合经营 completion of contract 完成合同 execution of contract 履行合同 performance of contract 履行合同 interpretation of contract 解释合同 expiration of contract 合同期满 renewal of contract 合同的续订 商品检验 Commodity InspectionShall we take up the question of inspection today? 今天咱们讨论商品检验问题吧。 The inspection of commodity is no easy job. 商检工作不是那么简单。 Mr. Black is talking with the Chinese importer about inspecting the goods. 布莱克先生与中方进口商就商品检验问题进行洽谈。 As an integral part of the contract, the inspection of goods has its special importance. 作为合同里的一个组成部分，商品检验具有特殊的重要性。 We should inspect this batch of porcelainware to see if there is any breakage. 我们要检查一下这批瓷器是否有破损的。 The exporters have the right to inspect the export goods before delivery to the shipping line. 出口商在向船运公司托运前有权检验商品。 The inspection should be completed within a month after the arrival of the goods. 商品检验工作在到货后一个月内完成。 How should we define the inspection rights? 商检的权力怎样加以明确呢？ I'm worried that there might be some disputes over the results of inspection. 我担心对商检的结果会发生争议。 We'll accept the goods only if the results from the two inspections are identical with each other. 如果双方的检测结果一致，我们就收货。 　 Words and Phrases

inspection 检验 inspect 检验 to inspect A for B 检查A 中是否有 B inspector 检验员 inspector of tax 税务稽查员 inspection of commodity 商品检验 　 Where do you wish to reinspect the goods?

您希望在哪里复验商品？ The importers have the right to reinspect the goods after their arrival. 进口商在货到后有权复验商品。 What's the time limit for the reinspection? 复验的时限是什么时候？ It's very complicated to have the goods reinspected and tested. 这批货测试和复验起来比较复杂。 What if the results from the inspection and the reinspection do not coincide with each other? 如果检验和复验的结果有出入该怎么办呢？ 　 Words and Phrases

reinspect 复验 reinspection 复验 Who issues the inspection certificate in case the quality do not confirm to the contract? 如果货物的质量与合同不符，由谁出具检验证明书呢？ The certificate will be issued by China Import and Export Commodity Inspection Bureau or by any of its branches. 检验证明书将由中国进出口商品检验局或其分支机构出具。 The Inspection Certificate will be signed by the commissioner of your bureau. 检验证明书将由商检局局长签字。 Our certificates are made valid by means of the official seal and personal chop of the commissioner. 我们的证明书以盖公章和局长签字为有效。 As a rule, our certificate is made out in Chinese and English. 通常证明书是用中文和英文开具的。 You may have another certificate showing the goods to be free from radioactive contamination. 你们还要出具另一份证明书，以证明货物没有受放射线污染。 Our goods must be up to export standards before the Inspection Bureau releases them. 我们的货物只有在符合出口标准后，商检局才予以放行。 Our Inspection Bureau will issue a Veterinary Inspection Certificate to show that the shipment is in conformity with export standards. 商检局将出具动物检疫证明书以证明货物符合出口标准。 Is it convenient for you to engage a surveyor? 你们联系公证方便吗？ We have the best surveyor, China Import and Export Commodity Inspection Bureau. 我们有最好的公证行，即中国进出口商品检验局。 　 Words and Phrases

Inspection Certificate 检验证明 Inspection Certificate of Quality 质量检验证书 Inspection Certificate of Quantity 数量检验证书 surveyor 检验行，公证行 Additional Words and Phrases Inspection Certificate of Weight 重量检验证书 Inspection Certificate of Origin 产地检验证书 Inspection Certificate of Value 价值检验证书 Inspection Certificate of Health 健康检验证书 Sanitary Inspection Certificate 卫生检验证书 Veterinary Inspection Certificate 兽医检验证书 inspection of packing  包装检验 inspection of loading 监装检验 inspection of material 材料检验 inspection of risk 被保险物价的检查 inspection of storage 监装 inspection of voucher 凭证检验 inception of carriage 货车检查 inspection of document 单证检查 inspection of fixed asset 固定资产检查 inspection of incoming merchandise 到货验收 Inspection Certificate on Damaged cargo 验残检验证书 Inspection Certificate on Tank 验船证书 Certificate of Measurement & Weight 货载衡量证书 Authentic Surveyor 公证签定人 inspection on cleanliness 清洁检验 inspection on cleanliness of dry cargo hold 干货舱清洁检验 inspection on cleanliness of tank 油舱清洁检验 inspection and acceptance 验收 inspection before delivery 交货前检验 inspection after construction 施工后检验 inspection during construction 在建工程检验 inspection between process 工序间检验 inspection report 检验报告 inspection tag 检查标签 Inspectorate General of Customs 海关稽查总局 inspection and certificate fee 检验签证费 to issue(a certificate) 发...（证明） Sworn Measurer 宣誓衡量人 Underwriters Laboratory 保险商实验室 Loyd's Surveyor 英国劳氏公证行 General Superintendence & Co, Geneva (S.G.S) 瑞士日内瓦通用签定后司船务公司简称与缩写一览表

公司　　　　　　　 简称　　　 缩写 澳大利亚国家航运公司 澳国航运 ANL 美国总统轮船私人有限公司 美国总统 APL 邦拿美船务有限公司 邦拿美 BNML 波罗的海航运公司 波罗的海 BOL 中波轮船股份公司 中波 C-P 南美邮船公司 南美邮船 CLAN S.A. 南美智利国家航运公司 智利航运 CCNI 中日国际轮渡有限公司 中日轮渡 CHINJIF 天敬海运 天敬海运 CK 法国达飞轮船公司 达飞轮船 CMA 京汉海运有限公司 京汉海运 CO-HEUNG 中国远洋集装箱运输有限公司 中远集运 COSCO 朝阳商船有限公司 朝阳商船 CHOYANG 达贸国际轮船公司 达贸国际 DELIMAS 德国胜利航运公司 德国胜利 SENATOR 埃及国际轮船公司 埃及船务 EIL 长荣海运股份有限公司 长荣海运 EVERGREEN 远东轮船公司 远东轮船 FESCO 金发船务有限公司 金发船务 GFNG 浩洲船务公司 浩洲船务 HCSC 韩进海运有限公司 韩进海运 HANJIN 香港航运有限公司 香港海运 HKMSH 香港明华船务有限公司 香港明华 HKMW 赫伯罗特船务有限公司 赫伯罗特 HAPPAG-LLOYD 现代商船有限公司 现代商船 HYUNDAI 上海海隆轮船有限公司 海隆轮船 HNT 金华航运有限公司 金华航运 JH 川崎汽船株式会社 川崎汽船 K LINE 高丽海运株氏会社 高丽海运 KMTC 七星轮船有限公司 七星轮船 SSCL 上海育海航运公司 育海航运 SYH 上海中福轮船公司 中福轮船 SZFSC 墨西哥航运有限公司 墨西哥航运 TMM 上海天海货运有限公司 天海货运 TMSC 东航船务有限公司 东航船务 TOHO 宁波泛洋船务有限公司 宁波泛洋 TOS 阿拉伯联合国家轮船公司 阿拉伯轮船 UASC 立荣海运股份有限公司 立荣海运 UNIGLORY 环球船务有限公司 环球船务 UNIWD 万海航运股份有限公司 万海航运 WANHAI 伟航船务有限公司 伟航船务 WH 阳明海运股份有限公司 阳明海运 YANGMING 以星轮船船务有限公司 以星轮船 ZIM

浙江远洋运输公司 浙江远洋 ZOSCO 联丰船务有限公司 联丰船务 LIFEN 意大利邮船公司 意大利邮船 LT 马来西亚国际航运有限公司 马来西亚航运 MISC 商船三井有限公司 商船三井 MOL 地中海航运公司 地中海航运 MSC 马士基海陆有限公司 马士基海陆 MAERSK SEALAND 民生神原海运有限公司 民生神原 MSKM 太古船务代理有限公司 太古船代 NGPL 铁行渣华船务有限公司 铁行渣华 P&O NEDLLOYD 新加坡海皇轮船有限公司 海皇轮船 NOL 北欧亚航运有限公司 北欧亚航运 NORASIA 宁波远洋运输公司 宁波远洋 NOSCO 南星海运株式会社 南星海运 NS 沙特阿拉伯国家航运公司 沙特航运 NSCSA 日本邮船有限公司 日本邮船 NYK 东方海外货柜航运有限公司 东方海外 OOCL 萨姆达拉船务有限公司 萨姆达拉 SAMUDERA 太平船务有限公司 太平船务 PIL 泛洋商船株式会社 泛洋商船 POBU 瑞克麦斯轮船公司 瑞克麦斯 RICKMERS 美商海陆联运（中国）有限公司 美商海陆 S/L 南非国家轮船有限公司 南非轮船 SAF 东映海运有限公司 东映海运 SBL 上海国际轮渡有限公司 国际轮渡 SFCO 中海发展股份有限公司 中海发展 CSD 长锦有限公司 长锦公司 SINKO 上海市锦江航运有限公司 锦江船代 JINJIANG 中外运（集团）总公司 中外运 SINOTRANS 志晓船务有限公司 志晓船务 SSC 货运用语中英文对照货物 goods | | freight | | cargo 运输 transportation | | transit | | conveyance 运送 to transport | | to carry | | to convey 运输业 transportation business | | forwarding business | | carrying trade 运输代理人 a forwarding agent 承运人 a freight agent | | a carrier 船务代理人 a shipping agent 陆上运输 transportation by land 海上运输 transportation by sea 货 物 运 输 goods traffic | | freight traffic | | carriage of freights | | carriage of goods 货轮 cargo boat | | freighter | | cargo steamer | | cargo carrier 火车 goods-train | | freight-train

卡车 goods-van | | goods wagon | | freight car | | truck 货运办公室 goods-office | | freight-department 运费率 freight | | freight rates | | goods rate 运费 carriage charges | | shipping expenses | | express charges 车费 cartage | | portage 运费预付 carriage prepaid | | carriage paid 运费到付 carriage forward | | freight collect 运费免除||免费 carriage free 协定运费 conference freight | | freight rate 运费清单 freight account 托运单 way-bill | | invoice 运送契约 contract for carriage 装运 shipment | | loading 装上货轮 to ship | | to load | | to take on a ship 装运费 shipping charges | | shipping commission 装运单||载货单 shipping invoice 装运单据 shipping documents 大副收据 mate's receipt 装船单 shipping order 提货单 delivery order 装船通知 shipping advice 包裹收据 parcel receipt 准装货单 shipping permit 租船契约 charter party 租船人 charterer 程租船||航次租赁 voyage charter 期租船 time charter 允许装卸时间 lay days | | laying days 工作日 working days 连续天数 running days | | consecutive days 滞期费 demurrage 滞期日数 demurrage days 速遣费 despatch money 空舱费 dead freight 退关 short shipment | | goods short shipped | | goods shut out | | shut-outs 赔偿保证书(信托收据) letter of indemnity | | trust receipt 装载 loading 卸货 unloading | | discharging | | landing 装运重量 shipping weight | | in-take-weight 卸货重量 landing weight 压舱 ballasting 压舱货 in ballast 舱单 manifest 船泊登记证书 ship's certificate of registry

航海日记 ship's log 船员名册 muster-roll (船员，乘客)健康证明 bill of health 光票 clean bill 不清洁提单 foul bill 有疑问提单 suspected bill 船务术语简缩语主要贸易术语： (1)FCA (Free Carrier) 货交承运人 (2)FAS (Free Alongside Ship) 装运港船边交货 (3)FOB (Free on Board) 装运港船上交货 (4)CFR (Cost and Freight) 成本加运费 (5)CIF (Cost,Insurance and Freight) 成本、保险费加运费 (6)CPT (Carriage Paid To) 运费付至目的地 (7)CIP (Carriage and Insurance Paid To) 运费、保险费付至目的地 (8)DAF (Delivered At Frontier) 边境交货 (9)DES (Delivered Ex Ship) 目的港船上交货 (10)DEQ (Delivered Ex Quay) 目的港码头交货 (11)DDU (Delivered Duty Unpaid) 未完税交货 (12)DDP (Delivered Duty Paid) 完税后交货 主要船务术语简写： (1)ORC (Origen Recevie Charges) 本地收货费用（广东省收取） (2)THC (Terminal Handling Charges) 码头操作费（香港收取） (3)BAF (Bunker Adjustment Factor) 燃油附加费 (4)CAF (Currency Adjustment Factor) 货币贬值附加费 (5)YAS (Yard Surcharges)码头附加费 (6)EPS (Equipment Position Surcharges) 设备位置附加费 (7)DDC (Destination Delivery Charges) 目的港交货费 (8)PSS (Peak Season Sucharges) 旺季附加费 (9)PCS (Port Congestion Surcharge) 港口拥挤附加费 (10)DOC (DOcument charges) 文件费 (11)O/F (Ocean Freight) 海运费 (12)B/L (Bill of Lading) 海运提单 (13)MB/L(Master Bill of Lading) 船东单 (14)MTD (Multimodal Transport Document) 多式联运单据 (15)L/C (Letter of Credit) 信用证 (16)C/O (Certificate of Origin) 产地证 (17)S/C (Sales Confirmation)销售确认书（Sales Contract) 销售合同 (18)S/O (Shipping Order)装货指示书 (19)W/T (Weight Ton)重量吨（即货物收费以重量计费） (20)M/T (Measurement Ton)尺码吨（即货物收费以尺码计费） (21)W/M(Weight or Measurement ton)即以重量吨或者尺码吨中从高收费 (22)CY (Container Yard) 集装箱（货柜）堆场 (23)FCL (Full Container Load) 整箱货

(24)LCL (Less than Container Load) 拼箱货（散货） (25)CFS (Container Freight Station) 集装箱货运站 (26)TEU (Twenty-feet Equivalent Units) 20 英尺换算单位（用来计算货柜量的多少） (27)A/W (All Water)全水路（主要指由美国西岸中转至东岸或内陆点的货物的运输方式） (28)MLB(Mini Land Bridge) 迷你大陆桥（主要指由美国西岸中转至东岸或内陆点的货物的运输方式） (29)NVOCC(Non-Vessel Operating Common Carrier) 无船承运人 国际货物买卖合同参考格式出口合同　　合同号：　　签约日期：　　签约地：　　卖方：　　地址：中国北京　　电话：　　传真：　　电传：　　买方：　　地址：美国洛杉矾　　电话：　　传真：　　电传：　　双方同意按照下列条款由卖方出售、买方购进下列货物：　　（l）货物名称、规格：　　（2）数量：　　（3）单价：　　（4）总值：　　（上述（2）、（3）、（4）条合计）　　（5）交货条件：FOB/CFR/CIF　　除非另有规定，“FOB”，“CFR”和“CIF”均应依照国际商会制定的《国际贸易术语解释通则》（IN－COTERMS 1990）办理。　　（6）货物生产标准：　　（7）包装：　　（8）喷头：　　（9）装运期限；　　（10）装运港口：　　（11）目的港口：　　（12）保险：　　当交货条件为 FOB 或 CFR时，应由买方负责投保；当交货条件为 CIF时，应由卖方按发票金额 110％投保 险；附加险 ；　　（13）支付条款：　　13.l 信用证（L/C）支付方式

　　买方应在装运期前/合同生效后 日，在银行以电传/电信方式开立以卖方为受益人的不可撤销的议付信用证。信用证应在装船完毕后 日内在受益人所在地到期。　　13.2 托收（D/P 或 D/A）支付　　货物发运后，卖方出具以买方为付款人的付款跟单汇票，按即期付款交单（ D/P）方式，通过卖方银行及 银行向买方转交单证，换取货物。　　货物发运后，卖方出具以买方为付款人的承兑跟单汇票，汇票付款期限为 后 日，按即期承兑交单（D/A 日）方式，通过卖方银行及 银行，经买方承兑后，向买方转交单证。买方按汇票期限到期支付货款。　　（l4）单证：　　卖方应向议付银行提交下列单证：　　（a）标明通知收货人/受货代理人的全套清洁的、已装船的、空白抬头、空白背书并注明运费已付/到付的海运提单。　　（b）商业发票 份；　　（c）在 CIF 条件下的保险单/保险凭证；　　（d）装箱单一式 份；　　（e）品质证明书；　　（f）原产地证明书。　　（15）装运条件 3　　15.l 在 FOB 条件下，由买方负责按照合同规定的交货日期洽定舱位。卖方应在合同规定的装船期前 日将合同号、货物名称、数量、金额、箱数、总重量、总体积及货物在装运港备受待运的日期以电传/传真通知买方。买方应在装船期前日通知卖方船名、预计装船日期、合同号，以便卖方安排装运。如果有必要改变装运船只或者其到达日期，买方或其运输代理应及时通知卖方。如果船只不能在买方通知的船期后 日内到达装运港，买方应承担从第 日起发生的货物仓储保管费用。　　15.2 在 FOB，CFR 和 CIF 条件下，卖方在货物装船完毕后应立即以电传/传真向买方及买方指定的代理人发出装船通知。装部通知应包括合同号、货物名称、数量、毛重、包装尺码、发票金额、提单号码、启航期和预计到达的目的港的日期。如货物系危险品或易燃品，也应注明危现号。　　15.3允许/不允许部分装运或转运。　　15.4卖方有权在 %数量内溢装或短装。　　（16）质量/数量不符和索赔条款　　在货物运抵目的港后，一旦发现货物之质量、数量或重量与合同规定的不符，买方可以凭借双方同意的检验组织所出具的检验证书，向卖方索赔。但是，应由保险公司或航运公司负责的损失除外。有关质量不符的索赔应由买方在货物到港后 30 天内提出；有关数量或重量不符的索赔应在货物到港后 15 天内提出。卖方应在收到索赔要求后 3O 天内回复买方。　　（17）不可抗力　　卖方对由于下列原因而导致不能或暂时不能履行全部或部分合同义务的，不负责任：水灾、火灾、地震、干旱、战争或其它任何在签约时卖方不能预料、无法控制且不能避免和克服的事件。但卖方应尽快地将所发生的事件通知对方，并应在事件发生后几内将有关机构出具的不可抗力事件的证明寄交对方。如果不可抗力事件之影响超过 12O 天，双方应协商合同继续简行或终止简行的事宜。　　（18）仲裁　　因履行本合同所发生的一切争议，双方应友好协商解决，如协商仍不能解决争议，则

应将争议提交中国国际经济贸易仲裁委员会（北京），依据其仲裁规则仲裁。仲裁裁决是终局的，对双方都有拘束力。仲裁费应由败诉一方承担，但仲裁委员会另有裁定的除外。在仲裁期间，除仲裁部分之外的其它合同条款应继续执行。　　（19）特殊条款：　　本合同由双方代表签字后生效，一式两份，双方各执一份。　　卖方： 买方：　　授权代表：（签字） 授权代表：（签字）   　　SALS CONTRACT　　Contract No：　　Conclusion Date：　　Conclusion Place：　　The Seller：　　Beijing， the People's Republic of China.　　TEL ： FAX ：　　TELEX：　　THE Buyer：　　TEL： FAX：　　TELEX：　 　 The Seller agrees to sell and the Buyer agrees to buy the under-mentioned commodity according to the terms and conditions stated below：　　（1）Name of Commodity， specification （2） Quantity （3） Unit Price （4） Amount　　Total Value　　⑸ TERMS OF DELIVER ： FOB/CFR/CIF ， .　　The terms “FOB”， “CFR” or “CIF” shall be subject to the “International Rules for the Interpretation of Trade Terms” （INCOTERMS1990） provided by International Chamber of Commerce （ ICC ） unless otherwise stipulated herein.　　⑹ STANDARD OF PRODUCTION：　　⑺ PACKING：　　⑻ SHIPPING MARK　　⑼ TIME OF SHIPMENT：　　⑽ PORT OF SHIPMENT：　　⑾ PORT OF DESTINATION：　　⑿ INSURANCE：　　If the term of delivery is on FOB or CFR basis， insurance shall be effected by the Buyer.　　If the term of delivery is on CIF basis， insurance shall be covered by the Seller for 110% of the invoice value against ；　　Addition insurance .　　⒀ TERMS OF PAYMENT　　13.1. Letter of Credit　　The Buyer shall， days prior to the time of shipment/ after the Contract

came into effect， open an irrevocable Letter of Credit by Telex/Mail in favor of the Seller in Bank. The L/C shall expire Days after the completion of loading of the shipment in the locality of the beneficiary.　　13.2. Collection（D/P or D/A）　　13.2.1 After shipment， the Seller shall draw a sight bill of exchange on the Buyer and deliver the documents through Seller's bank and Bank to the Buyer against payment ， i.e D/P. The Buyer shall effect the payment immediately upon the first presentation of the bill（s） of exchange.　　13.2.2 After shipment， the Seller shall draw a bill of exchange， payable days after on the Buyer and deliver the documents through Seller's bank and Bank to Buyer against acceptance （ D/A days ）。 The Buyer shall make payment on the maturity date of the bill of exchange.　　⒁DOCUMENTS REQUIRED：　　The Seller shall present the following documents to the negotiating bank：　　（A） Full set of clean on board ocean Bills of Lading and blank endorsed marked freight prepaid/to collect；　　（B） Commercial Invoice；　　（C） Under the term of CIF， Insurance policy/Insurance Certificate；　　（D） Quality Certificate；　　（E） Packing List；　　（F） Certificate of Origin.　　（15）TERMS OF SHIPMENT：　 　 15.1. On the FOB basis ， the Buyer shall book shipping space in accordance with the date of shipment stipulated in the Contract. The seller shall days before the date of shipment stipulated in the Contract advise the Buyer by Telex/Fax of the Contract number ， the name of commodity ， quantity， total amount， package numbers， total weight， and volume and the date from which goods is ready for loading at the port of shipment. The buyer shall days before the date of shipment stipulated in the Contract ， notify the Seller of name of the vessel， the estimated date of loading and the Contract number for the Seller to effect shipment. In case the carrying vessel of the date of arrival has to be changed， the Buyer or its shipping agent shall advise the Seller in time. Should the vessel fail to arrive at the port of shipment within days after the arrival date advised by the Buyer ， the Buyer shall bear the storage expense calculated from the days thereafter.　　15.2 On the FOB ， CFR and CIF basis ， The Seller shall ， immediately upon the completion of the loading of the goods ， give a shipping notice to the Buyer by Telex/Fax. The notice includes the Contract number ， name of goods ， quantity ， gross weigh ， measurement ， invoiced value ， bill of lading number ， sailing date. The IMCO number of the inflammable and dangerous goods， if any shall also be indicated.　　15.3.Partial shipment and the transhipment are/are not allowed.　　15.4. With % more or less both in amount and quantity allowed at the Seller's option.

　　⒃QUALITY/QUANTITY DISCREPANCY AND CLAIM：　　 In case the quality and/or quantity/ weight of the goods found by the Buyer are not in conformity with the Contract after arrival of the goods at the port of destination， the Buyer may lodge claim with the Seller supported by survey report issued by an inspection organization agreed by both parties ， with the exception ， however ， of those claims for which the insurance company and/of the shipping company are to be held responsible. Claim for quality and discrepancy should be filed by the Buyer within 30 days after arrival of the goods at the port of destination ， while for quantity/weight discrepancy claim should be filed by the Buyer within 15 days after arrival of the goods at the port of destination. The Seller shall reply toe the Buyer no later than 30 days after receipt of the claim requirement.　　⒄ FORCE MAJEURE：　　The Seller shall not be held responsible for failure or delay to perform all or any part of the Contract due to flood， fire， earthquake， drought， war， or any other events which could not be predicted at the time of the conclusion of the Contract， and could not be controlled ， avoided or overcome by the Seller. However， the Seller shall inform the other party of its occurrence in written as soon as possible and thereafter send a certificate of the Event issued by the relevant authority to the othr party but no later than 15 days after its occurrence.　 　 If the Force Majeure Event last over 120 days ， both parties shall negotiate the performance or the termination of the Contract.　　⒅ARBITRATION　　All disputes arising from the Contract， should be settled through friendly negotiations. Should no settlement be reached through negotiation， the case shall then be submitted for arbitration to the China International Economic and Trade Arbitration Commission （ Beijing ） and arbitration rules of this Commission shall be applied. The award of the arbitration shall be final and binding upon both parties. The arbitration fee shall be borne by the losing party unless otherwise awarded by the arbitration organization. During the course of the arbitration， the Contract shall be performed except for the part under arbitration.　　⒆ SPECIAL PROVISIONS：　　 IN WITNESS THEREOF. THIS Contract shall come into effect immediately after it is signed by both parties in two original copes each party holds one copy.　　THE SELLER： THE BUYER：Business is closed at this price.　　交易就按此价敲定。　　Your price is acceptable （unacceptable）。　　你方价格可以（不可以）接受。　　Your price is convincing （not convincing）。　　你方价格有吸引力（无吸引力）。

　　Your price is competitive （not competitive）。　　你方价格有竞争力（无竞争力）。　　The goods are （not） competitively priced.　　此货的定价有（无）竞争力。　　Price is turning high（low）。　　价格上涨（下跌）。　　Price is high（low）。　　价格高（低）。　　Price is rising （falling）。　　价格上涨（下跌） .　　Price is looking up.　　价格看涨。　　Price has skyrocketed.　　价格猛涨。　　Price has risen in a spiral.　　价格螺旋上升。　　The Japanese yen is strengthening.　　日圆坚挺。　　The U.S. Dollar is weakening.　　美圆疲软。　　Since the prices of the raw materials have been raised， I'm afraid that we have to adjust the prices of our products accordingly.　　由于原材料价格上涨，我们不得不对产品的价格做相应的调整。　　Price is hovering between $5 and $8.　　价格徘徊于 5 至 8 美元之间。　　Price is easy off.　　价格趋于疲软。　　DM210 is equivalent to 400 RMB.　　210德国马克折合人民币 400 元。　　C.I.F. is the price term normally adopted by you， right？　　C.I.F.是你们经常采用的价格条件，是吗？　　 In case F.O.B. is used ， risks and charges are to be passed over to the buyers once the cargo is put on board the ship.　　如果采用离岸价，货一上船，货物的风险和费用就都转给买方了。　　Your price is quoted C Xingang at DM200 per washer， right？　　你方报价是每台洗衣机 200德国马克，C　　I can give you a definite answer on the price terms.　　我可以就价格条件答复你方。　　Don't you wish to employ RMB of ours？ US Dollars might be adopted.　　如果你们不同意用我们的人民币结算，美圆也可以。　　Are you afraid of losing money due to exchange rate fluctuations？　　您是不是怕由于汇率浮动而吃亏？外贸英语中英互译总汇：价格外贸英语中英互译总汇：询盘

Heavy enquiries witness the quality of our products.　　大量询盘证明我们产品质量过硬。　　As soon as the price picks up， enquiries will revive.　　一旦价格回升，询盘将恢复活跃。　　Enquiries for carpets are getting more numerous.　　对地毯的询盘日益增加。　　Enquiries are so large that we can only than allot you 200 cases.　　询盘如此之多，我们只能分给你们 200箱货。　　Enquiries are dwindling.　　询盘正在减少。　　Generally speaking， inquiries are made by the buyers.　　询盘一般由买方发出。　　Mr. Baker is sent to Beijing to make an inquiry at China National Textiles Corporation.　　贝克先生来北京向中国纺织公司进行询价。　　We regret that the goods you inquire about are not available.　　很遗憾，你们所询的货物现在无货。　　To make an inquiry about our oranges， a representative of the Japanese company paid us a visit.　　为了对我们的橙子询价，那家日本公司的一名代表访问了我们。　　We cannot take care of your enquiry at present.　　我们现在无力顾及你方的询盘。　　Your enquiry is too vague to enable us to reply you.　　你们的询盘不明确，我们无法答复。　　Now that we've already made an inquiry about your articles ， will you please reply as soon as possible？　　既然我们已经对你们产品询价，可否尽快给予答复？　　 In the import and export business ， we often make inquiries at foreign suppliers.　　在进出口交易中，我们常向外商询价。　　Can you give me an indication of price？　　你能给我一个估价吗？　　Please let us know your lowest possible prices for the relevant goods.　　请告知你们有关商品的最低价。　　If your prices are favorable， I can place the order right away.　　如果你们的价格优惠，我们可以马上订货。　　When can I have your firm C.I.F. prices， Mr. Li？　　李先生，什么时候能得到你们到岸价的实盘？　　We‘d like to know what you can offer as well as your sales conditions.　　我们想了解你们能供应什么，以及你们的销售条件。　　How long does it usually take you to make delivery？　　你们通常要多久才能交货？　　Could you make prompt delivery？　　可以即期交货吗？

　　Would you accept delivery spread over a period of time？　　不知你们能不能接受在一段时间里分批交货？货运用语货物 goods | | freight | | cargo　　运输 transportation | | transit | | conveyance　　运送 to transport | | to carry | | to convey　　运输业 transportation business | | forwarding business | | carrying trade　　运输代理人 a forwarding agent　　承运人 a freight agent | | a carrier　　船务代理人 a shipping agent　　陆上运输 transportation by land　　海上运输 transportation by sea　　货物运输 goods traffic | | freight traffic | | carriage of freights | | carriage of goods　　货轮 cargo boat | | freighter | | cargo steamer | | cargo carrier　　火车 goods-train | | freight-train　　卡车 goods-van | | goods wagon | | freight car | | truck  　　货运办公室 goods-office | | freight-department　　运费率 freight | | freight rates | | goods rate　　运费 carriage charges | | shipping expenses | | express charges　　车费 cartage | | portage　　运费预付 carriage prepaid | | carriage paid　　运费到付 carriage forward | | freight collect　　运费免除||免费 carriage free　　协定运费 conference freight | | freight rate　　运费清单 freight account　　托运单 way-bill | | invoice　　运送契约 contract for carriage　　装运 shipment | | loading  　　装上货轮 to ship | | to load | | to take on a ship　　装运费 shipping charges | | shipping commission　　装运单||载货单 shipping invoice　　装运单据 shipping documents　　大副收据 mate's receipt　　装船单 shipping order　　提货单 delivery order　　装船通知 shipping advice　　包裹收据 parcel receipt　　准装货单 shipping permit　　租船契约 charter party　　租船人 charterer 

　　程租船||航次租赁 voyage charter　　期租船 time charter　　允许装卸时间 lay days | | laying days　　工作日 working days　　连续天数 running days | | consecutive days　　滞期费 demurrage　　滞期日数 demurrage days　　速遣费 despatch money　　空舱费 dead freight　　退关 short shipment | | goods short shipped | | goods shut out | | shut-outs　　赔偿保证书（信托收据） letter of indemnity | | trust receipt　　装载 loading  　　卸货 unloading | | discharging | | landing　　装运重量 shipping weight | | in-take-weight　　卸货重量 landing weight　　压舱 ballasting　　压舱货 in ballast　　舱单 manifest　　船泊登记证书 ship's certificate of registry　　航海日记 ship's log　　船员名册 muster-roll　　（船员，乘客）健康证明 bill of health　　光票 clean bill　　不清洁提单 foul bill　　有疑问提单 suspected bill