(完整word版)外贸英语函电期末重点

外贸函电期末重点

第一章 Basic Knowledge of Business Letter Writing

1。1 Structure 构成：

a. Letterhead（信头） —-发件人的信息(名称、电话、地址)

b。 Reference and date（发文编号和日期）

c. Inside Name and Address(封内名称和地址） ——收件人的信息 d。 attention line (注意事项） e. The Salutation（称呼) f. the Subject Line(事由标题）

g。 The Body of the Letter（信的正文) h。 Complimentary Close(结尾敬语) i。 The Signature(签名) j. enclosure (附件)

k。 carbon copy notation（抄送) l. postscript(附言)

1.2 Envelope 信封的写法: China (stamp) Import&Export Co。 寄件人地址 Beijing，China Overseas Trading Co。 153 Market street 收件人National Chemicals

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地址 London, E。C.3 Registered 挂号信 1。3 Principle 写信原则： Courtesy 礼貌 Conciseness 简洁 Clearness 清晰

第二章 Establish Business Relations 建立贸易关系

2.1 Structure

第一部分 说明信息来源

Commercial Counselor office商务参赞处； Embassy 大使馆； Chamber of commerce 商会; 第二部分 说明写信目的+自我介绍

leading importer 主要进口商/ one of the largest importers 最大的进口商之一 deal with/ specialize in 专营

competitive price 竞争价格/ enjoy great popularity 享有盛誉

for your reference 供你方参考; fall(be） within the scope of 属于…的经营范围 enter into business relations 建立贸易关系

in the market for想要购买 /in the hope of doing sth。 希望 acquaint sb。 with sth。 让某人了解某事/ Credit standing 商业信用 第三部分 要求寄送有关资料+表达合作愿望 2.2 Sentences

①We learned/ heard/obtained your company from the Internet that you are one of the leading

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manufactures in this line。

我们从互联网上得知贵公司，你们是这方面领先的制造商之一。

②We would like to take this opportunity to establish business relations with you . 我们愿借此机会与贵公司建立贸易关系.

③We are an importer/exporter handling toys for many years. Our products have enjoyed a high reputation in the world for their good quality and reasonable price.

我们是一家经营玩具多年的进口商/出口商。我们的产品凭借着良好的品质和合理的价格在世界上享有盛誉。 ④If your price is competitive ，we will place an order with you. 如果你方价格有竞争力的话，我们将向你方发出订单。

⑤In order to acquaint you with our products， we sent two samples this morning。 为了使你熟悉我们的产品,我们今天早上送两个样品.

第三章 Enquiries & Replies 询价及回复

3.1 Structure

General Enquiry 一般询价＆ Specific Enquiry 具体询价 1。 说明信息来源和目的, 如有必要自我介绍 2。 感兴趣的商品和具体要求 4。 表达合作的愿望 3.2 Main Words

reasonable price 合理的价格/competitive price 具有竞争力的价格 commission 佣金 discount 折扣

under separate cover 另函附上

confirmed， irrevocable L/C by sight draft 保兑的,不可撤销的即期信用证

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regular purchase 定期购买 catalog 目录 price list 价目表 brochure 小册子 sample 样品

3。3 Main Sentences

①If you order 3000 dozens or more， we will allow you 5％ discount . 如果你订购3000打以上,我们将给予5%的折扣.

②Please quote your lowest price， CIF…， inclusive of our 5% commission。 请报你方最低价,CIF。.。 ,包括5%的佣金。

③Should your price be found competitive and delivery date acceptable， we intend to place a large order with you.

如果你方的价格有竞争力，并且可以接受交货期,我们打算大量订货.

第四章Quotations, Offer & Counter offer报价、发盘及还盘

4。1 Structure

实盘的内容明确完整，包括商品品质、数量、包装、价格、装运、支付、有效期等。 第一部分：感谢对方询价。 Thank you for your inquiry of…

第二部分:提供交易的细节（最好用列表形式）。 We are pleased to quote as follows… Commodity 商品 ;

Specifications 规格（ size， weight )； Quantity 数量;

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Price 价格; Packing 包装； Payment 支付; Shipment 装运;

第三部分：说明有效期。（报价信可以没有） This offer can remain open till … 第四部分:希望对方下单

We look forward to receiving your order. 4.2 Main Words

Subject/ captioned goods 标的物 growing demand 增长的需求

assortment 花色品种，各式各样的搭配， do one's (your, my) utmost 竭力，竭尽所能 As per 按照

By 3 equal monthly shipment 三个月，等量装货 minimum quantity 最低起订量 4。3Sentences

①We thank you for your enquiry of August 22 and （we) are pleased to send you our quotations for the goods you required as follows：

我们感谢你方8月22日的询价,很高兴为你们所需要的货物报价如下: ②This offer is valid/open subject to your reply here by 5 p.m. our time. 这个报价以我方时间下午5时以前复到为有效.

③In reply to your enquiry of April，28, we enclose/are sending you under separate cover a copy of our latest price list for your reference。

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为了回复您4月28日的询价，我们附上/另送您一份我们的最新价格单,供您参考。 ④Your price is about 10% higher than those of your competitors. 你的价格比你的竞争对手高出10%。

⑤As the market is declining， business is not possible unless you can reduce your price by 10％. 由于市场的减少，除非你可以降低你的价格10％，否则无法进行贸易合作.

⑥All quotations are subject to our final confirmation。 Unless otherwise stated or agreed upon, all prices are net without commission.

所有报价都以我方最后确认为准。除非另有说明或约定，所有价格都是净价,不含佣金.

⑦Due to the heavy demand for the goods， the offer will be valid （open， firm， good ) only for 8 days.

由于商品的大量需求，该报盘的有效期只有8天。 4.4 Main Letters Quotation 报价——P60 Dear Sirs,

We thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods you required as follows:

Commodity: \"White Rabbit” Brand Woolen Mixed Blanket No。33。 Size:74*84in Weight:4lbs

Colour：yellow， brown, green assortment Quantity：1,000pcs。

Price：US＄40.00 per piece CIF Montreal Shipment:October

You are cordially invited to take advantage of this attractive offer. We are anticipating a large order

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from the United States， and that will cause a sharp rise in price. We look forward to receiving your order。 Yours faithfully，

Offer of Electronic Calculators 电子计算器商报盘——P73 Dear sirs，

In reply to your letter of July 14，we are giving you an ofter,subject to your reply here by 5 p。m。 Our time，Tuesday ,August 5，as follows: Commodity： Electronic Calculators Specifications: As per attached list Packing： As per the buyers option Quantity： 3，000 pieces

Price： US＄9。00 net per piece CIF Lagos Shipment： September/October， 2014

Payment： Confirmed， Irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment.

Under separate cover, we have sent you 2 copies of illustrated catalogue of various brands as per your request。

We are expecting your early order。 Yours faithfully，

Offer of Refrigerators 电冰箱报盘——P74 Dear sirs,

Your fax of February 10 asking us to offer you the subject article has received our immediate attention. We are pleased to know that you are interested in our products。

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In reply to your inquiry, we take pleasure in making you an offer as follows, subject to your reply reaching us within 7 days from today：

Specification quantity（set） price（US &） BYD212 1,000 410,00 BYD175 1,000 380，00 BY219 500 395,00

The price is on the basis of CIF Alexandria. Packing: at buyer's option

Shipment: Total quantity to be delivered by 3 equal monthly shipments。 March through May,2002 Payment： 100％ by irrevocable， revolving letter of credit。

In view of the fact that our stock on hand has been quite low owing to heavy commitment, your early order is absolutely essential. Yours faithfully，

Buyer Asks for Reduction of Minimum Quantity 买方要求降低起订量-—P80 (看一下） Dear Sirs， Your Offer No。 123

We thank you for your fax of April 4 offering us 6 designs of Ornamental Cloth。However, we regret to inform you that the minimum 10000 yards per design is too big for this market。

In case you can reduce the minimum to 7000 yards per design， there is a possibility of placing orders with you， because a considerable quantity of this material is required on this market for manufacturing curtains， bed sheets, etc. Your early reply will be highly appreciated。 Yours faithfully,

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第五章 Order、Acceptance and Rejections 订单、接受和回绝

5.1 Structure of Order

⑴express pleasure in receiving the offer；

⑵confirm the conclusion of the business and point out the ： ①full details of article number, ②quantity,specification， quality， ③unit price， total value， ④shipment， packing，

⑤insurance and terms of payment as agreed upon ⑶hope for further orders; 5。2 Main Words

place an order with sb。for sth。 向某人下订单； trial order 试订单 draw at sight/draft at sight 开立即期汇票 acknowledgement 销售确认书 apply for L/C 申请开立信用证 in duplicate 一式两份 For one’s file 供某方存档 5.3 Sentences

①Owing to/ Because of heavy commitment， many orders haven’t been made, we can only accept orders for October shipment.

由于大量承约，许多客户的订货都未发出，因此我们目前只能接受10月船期订单.

②As to the terms of payment ,we often require confirmed， irrevocable letter of credit payable by draft at sight。

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关于支付条件，我们通常要求保兑的、不可撤消的、凭即期汇票支付的信用证 5.4 Main Letters

Acceptance of Order for Furniture接受订购家具的订单 —-P102 Dears sirs,

We are very pleased to receive your order No。 BD/35 furniture。 We accept the order and are enclosing you our Sales Confirmation No.3 in duplicate of which please countersign and return one copy to us for our file。 We trust you will open the relative L/C at an early date。

已获悉贵方第BD/35号订购家具的订单。我方按照相应条款接受订单并随函附寄 我方第345号销售确认书一式两份,请会签后寄回一份供我方存档。我方相信贵方会尽早开立有关信用证.

As to the Item A and B， we shall arrange delivery as soon as we get your L/C， and for item C and D we shall ship accordingly。

关于1号和2号货品,一旦收到信用证，我方将安排装运，3号和4号两货品，我方也将按相应条件装运. Hoping the goods will turn out to your entire satisfaction and we may have further orders from you。

希望货品能使贵方完全满意。同时也希望继续收到贵方的订单。 Yours faithfully，

第七章Payment 支付

7.1 Main Words in favor of … 受益人

open/issue an L/C 开立信用证 effect shipment 安排装船 punctual shipment 准时装运 shipping advice 装船通知

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expedite shipment 加速装运 execute an order 执行订单 make amendment 修改 extension of L/C 展延信用证 7.2 Sentences

①we wish to draw your attention to the fact that the date of delivery is approaching. 我方希望贵方注意到装运期已经临近.

②But up to the present（=up to now) we haven't received the covering L/C。 但我方到目前为止仍未收到有关此货物的信用证，

③Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time。

请尽快开出信用证，以便我方能按规定日期发运。 7.3 Main Letters

Urging establishment of L/C——P145 Dear sirs，

Our Sales Confirmation No。TE151

Reference is made to the 1000 cartons of Canned Asparagus under the subject sales confirmation，we wish to draw/invite your attention to the fact that the date of delivery is approaching, but up to the present we have not received the covering letter of credit. Please do your utmost to expedite its establishment， so that we may execute the order within the prescribed time。

In order to avoid subsequent amendments， please see to it that the L/C stipulations are in exact accordance with the terms of the contract。

We look forward to receiving your favorable response at an early date。 Yours faithfully，

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第八章Transport & Insurance 装运及保险

8.1 Main Words

Port of destination 目的港 Partial shipment 分批装运 Transshipment 转运

Shipping mark/ documents 唛头 bill of lading 提单

cannot help doing sth. 忍不住 in urgent need of sth。 急需 Sell by lot 分批出售

Insure; to cover insurance 投保 8.2 Sentences

①You may ship the goods in three lots。 你方可分三批装运此货。

②We have been put to great inconvenience by the delay in delivery。 我们已经因为延迟交货带来了极大的不便.

③We will have to lodge a claim against you for the loss and reserve the right to cancel the contract。

我们会为损失提出索赔并保留取消合同的权利。

④The wares must be packed in wooden cases capable of withstanding rough handling. 货物必须用木箱包装能承受野蛮的装运。

⑤We have covered insurance on the 100 metric tons of wool for 110％ of the invoice value against all risks。

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我们已经对100公吨羊毛投保,按金额的110％投保一切险。 8。3 Main Letters

Urging for prompt delivery—-P157

We are very anxious to know about the shipment of our Order No。123 for 1000 cases of Tin Plates. As the contracted time of delivery is rapidly falling due(很快到期）,it is imperative that （…是必要的)you inform us of the delivery time without any further delay.We stated explicitly at the outset(一开始） the importance of punctual execution of this order and cann't help feeling(忍不住觉得) surprised at your silence about our fax inquiry of the 18th June（6days ago)，a copy of which is enclosed.

We are in urgent need of(急需) these goods and have to request you to execute the order within the time stipulated（在规定的时间内）。 Yours faithfully,

第九章Complaint、Claim ＆ Settlement申诉、索赔和理赔

9。1 Main Words

delayed/late delivery 延迟发货 inferior quality 质量差 difference in quality 质量不符 inadequate packing 包装不当 Insufficient quantity 数量不足 forwarding agent 运输代理 look into=investigate 调查 lodge a claim 提出索赔 inferior to 次于

(完整word版)外贸英语函电期末重点

9.2 Sentences

①After looking into the matter， we find damage was caused by careless handling at the port of destination

经过调查此事，我们发现损坏是在目的港的操作不慎引起的。 ②We received a complaint about the short weight。 我们收到了关于短重的投诉.

③If our party was at fault， the compensation will be made at once。 如果责任在我方，我方将进行赔偿.

④We apologize for the trouble caused to you and assure you that we will give you a satisfactory answer.

给贵方造成麻烦,深表歉意,我方保证会给贵方一个满意的答复.

作文:

您好，作为对您3月5日询盘的回复，我们给您一个实盘报价(firm offer），生效条件是您的答复在3月21日(星期五）下午五点之前(我方时间）送达.具体如下: 商品名：愤怒的小鸟卡通玩具

规格：6种款式（assortment），包括橙色、黑色和蓝色的新款(详见目录） 质量：PVC 橡胶

数量：最低起订量10000件

价格：CIF深圳，按照不同式样，每件从0。8美元到1.5美元不等

支付：通过装船前30天开立的、保兑的、不可撤销的、即期汇票支付的的信用证 包装：每件玩具包在塑料袋内，每箱12打. 保险：由卖方决定 装运时间：5月

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In reply to your inquiry of March 5， we're sending you a firm offer， subject to your reply here by 5 p。m. our time， Friday， March 21， as follows： Commodity: Angry Birds Cartoon Toys

Specifications： more than 6 assortment with new design, orange, black ， and blue colors （detailed in catalogue) Quality: PVC rubber

Quantity： minimum 10，000 pcs

Price: USD0。8 to 1.5 according to various design， CIF Shenzhen

Payment: confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time shipment

Packing: Each piece is wrapped in a polybag， and 12 dozens in a carton。 Insurance: at the seller’s option Shipment: May