外贸函电考试重点

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《外贸函电》复习重点(节选)

《外贸函电》复习重点（节选）《外贸函电》课程是全国高等教育自学考试国际贸易专业专科段必考课程和英语专业的选修课程，是一门融国际贸易业务与英语为一体的实用英语课。

我国已经加入了世界贸易组织，随国际商业往来的日益频繁，对本课程的学习需求与日俱增。

在国际贸易中，买卖双方通过洽商，就各项交易条件取得一致协议后，交易即告达成，买卖双方当事人即存在合同关系。

国际买卖合同的商订是整个交易过程中最重要的一个环节，虽然可以通过口头的方式进行，但实践中，主要是通过函电的方式进行。

1999年出台的《新合同法》第10条和第11条规定：当事人订立合同，有书面形式、口头形式和其他形式。

书面形式是指合同书、信件以及数据电文（包括电报、传真、电子数据交换和电子邮件）等可以有形地表现所载内容的形式。

“函”是“封套”的意思，即是指信件，而“电”即是包括电报、传真、电子数据交换和电子邮件等在内的数据电文的统称。

所以说，函电不仅是洽商国际买卖合同的手段，而且是签订国际买卖合同的主要形式之一。

虽然从狭义的角度讲，《外贸函电》课程属于英语课的范畴，但却有其明显的不同于一般的英语课程的特殊性。

外贸英语函电作为开展对外经济贸易业务和有关活动的重要工具，其课程的开设目的主要是为了让学生能系统地学习、掌握外贸英语函电，主要是书信体的行文结构、专业词汇及语言文体等特点，提高在日常对外经贸工作中正确地使用英语语言和进行对外各项业务联系和通讯活动的能力，以适应对外经济贸易发展的需要。

为了达成这一目的，教材内容按照国际贸易实务程序，涵盖建立业务关系、询价、报盘、外贸政策、还盘、谢绝还盘、确认订货、谢绝订货、实盘、虚盘、续订、形式发票、转交业务关系、支付方式、修改信用证、催开信用证、装运须知、信用证延期、装船、敦促立即装运、请求修改信用证、保险、装运、短重索赔、了结索赔、次品投诉、换货等实务流程，以书信为主体，每课均包括书信范本、生词与表达式、课文注释和课后练习等，旨在使学员了解对外贸易业务各个环节，同时学习和掌握英语在各个业务环节中的应用。

外贸函电重点

外贸函电重点Chaper I Establishment of Business Relations/doc/659758029.html,mercial countsellor is office 商务参赞处2.Be popular with受到某人欢迎3.Under separate cover另邮4.All time随时Copies份数5. Light industrial products轻工业产品6. favourable优惠7. trace number 宗号8. exporter 出口商（saller）9. be in the market for 想要购买10. approach 联系，向···靠近approach sb for sth 为某事与某人联系11. canned food罐头食品（tinfood）Canned用罐装的12. arts and crafts工艺13. brochure小册子Literature文字说明，印刷的商品资料Price list价格表，价目表Manual产品手册Pamphlet(booklet)小册子Leaflet广告单Folder折叠式印刷品Bulletin（产品）简报Date（产品）数据表14. sample样品Sample book样本Counter sample对等样品15. furnish sb with或furnish sthto sb向某人提供某物Chater II status Inquiry1. Characteristics特有的2. Enquiry agencies咨询代理3. Capacities能力4. Practice实践，业务5. Extensively广阔的6. Status身份7. Occasion机会8. Financial and credit standing 财务状况，资信状况9. Inquire 询问，调查Inquire about询问，了解Inquire into调查10.Meet one is accounts支付，付款11.Dealing业务往来，交易Deal in st经营某种商品Deal with 处理12.In view of考虑到，鉴于Chapter III Enquires and offers1. Negotiation谈判2. Procedure 程序，环节3. Profit利润4. Trade terms交易条款Terms of payment付款方式Terms and conditions条款，条件5. Prospective有期望的6. Quotation报价7. Catalogue目录表8. Potential潜在9. Affirmative稳固的10.Validity有效期限11.A good market畅销12.Make sb an enquiry for sth向某人询问某种商品价格13.Be well connected with sb与某人关系好14.Quotation报价Quotation sheet报价单Market sb a quotation for sth 报给某人某种商品的价格Quote a price for sth报给某人某种商品的价格15.For one is information顺告，供某人参考16.Keen激烈的Keen competition激烈的竞争Keen price低价17.Enable 使能够Enable sb to do sth使某人能够做某事Enable th使某事成为可能18.Firm offer实盘Non-firm offer虚盘19.Definite一定20.As requested按照要求21.Subject to以···为条件22.At one is request按照某人的要求On request一经要求就···As requested按照要求23.In compliance with依照，根据，与···相符合Comply照做Comply with 依照，根据24.Allow sb a discount of···% on sth 对于某物给予某人百分之几的折扣At a discount of打···折扣25.Assure sb of sth或assure sbthat···向某人保证···Assured感到放心的Rest assured of sth放心某事会···Chapter IV counter-offers1.counter-offer n/vt 还盘，还价2. out of line adj 不合理的；不相符的Out of line with 与···相符；与···脱节In line with 与···相符3.prevailing adj 盛行的；流行的Prevailing price=ruling price 或current price现价；时价4.such being the case 情况既然如此5.reduce a price by···将价格降低多少Reduce a price to···将价格降低到多少Make a reduction of….% in price 把价格降低多少6. have no choice but 不得不7.on the high/low side(价格等)偏高/偏低8.intolerable adj 不能忍受9.meet sb half way 各让一半，折衷处理10.futher adj 更多的；另外的adv 进一步地；继续Furthermore adv 而且；此外11.acceptable adj 可接受的Sth be acceptable to sb =sbfind sth acceptable 某人认为某物是可以接受的12.duly adv 如期地；及时的13.accordingly adv (句首或句中)因此；（句尾）相应的14.draw one’s attention to 提醒某人注意···；使着眼于···Draw/invite/call/direct one’sattention to sth/the factthat…提醒某人注意···；使着眼于···15.with the least possible dalay毫不延迟；立即16.take sth into consideration 考虑某事ChapterV Conclusion1. order n 订单；订货in order状况良好；符合条件initial order 首次订单fresh/new order新订单trial order 试订单repeat order 续订单repeats=repeat orders duplicate order 重复订单to place an order with sb for sth向某人订购某物to carry out an order 执行订单to accept an order 接受订单to entertain an order 考虑并接受订单to concel an order 取消订单to withdraw an order撤退订单to accept one’s order接受某人订单order sth from sb向···订购to confirm acceptance of one’s order确认接受某人订单to place an order with sb for sth 给予某人订单2.to sign and return copy of…for one’s file 签退一份···供某人存档3.in triplicate 一式三份in duplicate一式两份in quadruplicate 一式四份in quintuplicate一式五份4.ditto n 同上==do5.reserve vt/n 保留6.execute vt 执行execution n 执行7.ex prep 从；在··交货eg:we find the workmanship of the leather bags S.S Peace inferior由和平号运来的皮鞋工艺真差8.badly in need of 急需9.stock n 存货；库存a stock of 一批···现货out of stock脱销10.have/take the pleasure of doing sthHave/take pleasure in doingsth 高兴的做某事Have/take the pleasure to do sth11.book vt 订购；接受订单；预订book sth with sb 向某人订购某物book an order with sb for sth 想某人订购某物book one’s order for sth接受某人订购某物的订单12.keep your enquiry before us 记住你方的询价13.be in a position to能够Be not in position /in no position to do sth不能做某事Be in a good position to do sth 很有能力做Be in a difficult position to do sth很难做某事14.for one’s perusal 供某人详阅15.as a result of 由于（···的结果）16.upon/on receipt of 收到···之后17.subsequent adj 以后subsequent to 在。

自考外贸函电重点

1.对出口商而言，认购即付是一种非常有利的支付方式。

cash with order表示“认购即付，现款订货”。

2.We don’t think we can put the business through___(in addition)__you revise your terms and conditions.我方认为我们不能达成交易，除非贵方修改条款。

unless引导状语从句，表示“除非•”3.At one’s expense/cost 由某方付费4.For your account5.In view of our great performance last year,business at our two countries wildevelop further.6.In good condition ...处于良好状态7.Please let us kown of the tendency of your market.8.All prices must be quoted in US dollars9.Take priority in 在。

中占优先位置enjoy priority in 在。

方面享有优先权give priority to 给。

以优先权10.On the part of在。

方面11.Adapt from sth根据。

改编或改写12.In accorance with与…一致，依照; 禀承; 秉承; 因;in compliance with 与。

一致13.(1) 表示对某人感到失望，通常用介词 with, in。

如：I’m disappointed in you! How could you have liedlike that? 你让我失望了，你怎么能像那样说谎呢?14.(2) 表示对某一行为(doing sth)感到失望，通常用介词 at,about等。

如：We are all disappointed at [about] his failure. 我们都为他的失败而感到失望。

外贸函电复习资料

外贸函电复习资料第一课复习重点1.经营范围课文中用法： As this item falls（be， lie） within the scope （sphere） of our business activities，（lines）棉布属于我公司经营范围。

替代用法：The item you inquired for comes within the frame of our business activities.你们所询的商品正属于我们的业务经营范围。

We handle the import business of textiles.我公司经营纺织品的进口业务。

We deal in Chinese textiles.我们经营中国纺织品。

We are engaged in the exportation of chemicals.我们经营化工产品的出口。

This shop trades in paper and stationery.这商店经营文具纸张。

We are in the cotton piece goods business. （line）我们经营棉织品。

Cotton Piece Goods are our line.棉布是我公司经营的产品。

Cotton Piece Goods are our main exports.棉布是我们的主要进口商品。

2.建立业务关系课文中用法：to enter into direct business relations with you与你公司建立直接的业务关系。

注意：relations 必用复数； business 可用trade 替代。

与某某建立业务联系，一般用法：to establish business relations with……；to enter into business activities with……；to build up business relations with……；to make business contact with ……。

自考外贸函电考试重点

自考外贸函电考试重点 Prepared on 22 November 2020一、外贸函电的写作要领：completeness（完整）、concreteness（具体）、clarity（清楚）、conciseness（简洁）、courtesy（礼貌）、consideration（体谅）以及correctness（正确）。

二、信息可以分为四大类：肯定信息（positive message）、中性信息（neutralmessage）、否定信息（negative message，也称负面信息）和说服信息（persuasive message）.三、布局可以分为平铺直叙法（Direct Plan or Approach）和曲折迂回法（Indirect Planor Indirect Approach）。

四、书信的组成部分（必备部分）（可选部分）1.信头（The Heading） 8、事由( The Subject Heading Or Caption)2.日期（Date Line） 9、经办人（Attention line）3.封内地址（The Inside Address） 10、附件（The Enclosure）简写Encl. orEnc.4.称呼（The Salutation） 11、抄送（Carbon Copy）简写.5.信的正文（The Body of the Letter） 12、再启（The Postscript）简写.6.结束语（The Complimentary Close）7.签名（The Signature）五、打信格式1.缩行式：封内地址和其需要分行的地址的后一行，都比前一行缩进两格或三格；信的正文，每一段的开始一行都缩进若干格（一般与称呼末一字母取齐）。

2.平头式：需要分段的地方，及每段的开始一行都与前一行取齐，一律不缩行。

平头式各段之间要用double space以示分段。

3.混合式：封内地址和称呼采用平头式（从左边的空白边缘打起），其他部分采用缩行式，两种格式的混合采用所以称之为混合式。

外贸函电重点归纳

外贸函电自学考试重要知识点归纳一：重要短语1、有意购买be in the market for2、设法去做某事see one’s way(clear)to do sth3、务必see to it that4、能够做某事be in a position to do sth5、告知某人某事inform/advise sb of sthinform/advise sb that随时告知keep sb inform ed/advised/posted of sth6、收到be in receipt of一收到，就upon receipt of7、因为（后加短语）due toBecause ofOwing to（后加句子）as since because8、向---保证（后加短语）assure sb of（后加句子）assure sb that请---放心please rest(be) assured9、在你方市场In your market in your areaAt your end on your side9、到达你处reach you11、一式两份in duplicate一式三份in triplicate一式四份in four copies12、按照你方要求（多种表示）at your requestAs request edComply with your request13 尽早（多种表示）At an early dateat your earliest conveniencewithout delayWithout failwith the least possible delayAs soon as possible14、有存货没有存货可供现货Have sth in stockSth be available from stockShip/send/supply sth from stock15 参考、参阅、谈及、向—查询refer to16、付款条件payment terms/terms of payment17、在—基础上on –basis18、因—感谢某人Be grateful to sb for sthBe obliged to sb15.在此方面in this respect16.与—联系Contact sbmake contact with sbGet in touch with sbbe in contact with sb21．与—有很好关系be on good terms with sbBe well connected with sb 22、随函附寄Enclose is /are---We are enclosing sthEnclosed please find-23、至于、关于in regard toin regard ofwith regard toRegardingas regard sas toAs forWith reference toReferring to24相关信用证covering L/CRelative L/C25 名词+for 结构中的名称有哪些？Inquiry/enquiryOfferBidQuotationCounter-offer +for 商品In the marketOrder26、以attention 构成的短语有哪些？提醒某人注意Call/draw/invite one’s attention to sthCall/draw/invite one’s attention to the factthat--得到某人的办理sth/get receive one’s---attention某人办理某事sb give ---attention to sth转交某人处理pass on sth to sb for atttention 27. 达成交易（多种表达）conclude the business/transactionclose a dealput though a dealcome to terms28 建立业务关系Establish/enter into business relations with sb29 经营—商品（多种表达）Sth fall/come/lie within the scope of business activitiessb handlespecialize inbe specialized indeal intrade inbe in----line30、和—相符in line withIn compliance withIn conformity withIn agreement withConform toComply withAgree with和---不相符out of line with31、鉴于我们长久的业务关系in view of our long standing business relations32、价格偏高on the high sideOut of line with the market level33 按惯常条款on usual terms34 标题货物captioned goodssubject goods35 由---运来ex 由---运出per 由---承运by36 以便我们能够so that we can do sthSo as to enable us to do sth-----thus enabling us to do sth37、装上船sth be loaded on board S.S””38、费用由某人承担For one’s accountAt one’s cost/expense/chargeSb bear ------be borne by sth39、某人承担不好后果Be (held)responsible forBe liable for sth40、某人负责---工作Be in charge of41 ---备妥待运be ready for shipment---包装好，准备装运be packed ready for shipment42 寄售on consignment43 继---之后further to44 现答复in reply to45 分两批装运by ---statementIn ---lotsIn ---installments46 提货take delivery of47 交货make/effect delivery of =deliver sth48 装运make/effect shipment=ship sth49 由买方选择at one’s option50让某人熟悉acquaint sb with51 对信用证的修改amendment to the L/C52、与---订舱book shipping space with sb onS.S””53、次品defective goods54、装船通知shipping advice55 装船指令shipping instruction56 转船transshipment 分批装运partial shipment57 动词后加ing的动词有哪些？Confirm having doneSubject toAppreciateRegretresume58 付款交单D/P documents against payment承兑交单D/A documents against acceptance 59 保兑的、不可撤销的信用证confirm irrevocable L/C60 即期信用证L/C(available/payable by draft)atsightSight L/C61 60天的远期信用证L/C at 60 days sight62 运费到付freight collectfreight to be paidfreight unpaid运费预付freight prepaid64完好in good condition65在运输途中in transitDuring transit66就-----达成协议Reach/enter into agreement on sth 67承兑汇票honor the draft68质量良好of high quality69延迟交货delay in shipment70急需be in urgent need of71供某人参考for one’s reference/consideration72Agree 的用法Agree with sbAgree to sth73Be acceptable to sbBe of interest to sbBe agreeable to sb74under 的用法4000 dozen Shirts under our S/C NO.123under separate cover =by separate mailUnder Article 12Under instruction from our Head Officeunder advice to us75damage to the goods76开汇票draw a draft on sb .for---（向某人索取若干金额的汇票）二：重要句型1、开立信用证Open/establish/issue an L/Cwith/through/by+银行covering+商品for/for the amount of/amounting to/to the extent of+金额in+币种in one’s favor2、保险cover/effect insurance on+所保的货物against+险别for+保额at+保险费或保险费率with +保险公司3、投诉complain to/against sb of/about sth4、索赔lodge/file/register/raise a claim against/with sb on-某物-for—原因-for—金额5、包装用语Men’s shirts are packed in wooden casesof 10 dozen each.Nylon Socks are packed in wooden cases, each containing 50 dozen.Folding chairs are packed 2 pieces to a carton.Each pair of Nylon Socks is packed in a polybag and 12 pairs to a box.6、Should +主+动词原形7、向某人订购某商品Place an order with sb for sth 向---订舱book shipping space with sb onS.S ““8、如果---，我们将非常感激we should/shall appreciate it if you will/would do sthAppreciate (one’s)doing sth9、有效期规定的句型Be forKeep valid/good/open/firmremain until10、修改信用证为允许分批装运和转船please amend the covering credit to allow partial shipment and transshipment三：必须记住的句子1、As this item falls within the scope of ourbusiness activities, we shall be pleased to enter into direct business relation s with you.2、We shall appreciate it very much if youcan quote us your lowest price CIF Lagos for 1000 pieces Bicycles for October shipment.3、We take pleasure in making you a specialofferSubject to our final confirmation, as followsSubject to your reply reaching herebefore March 284payment is to be made by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment5please offer us 50 long tons of the captioned goods at stg.236 per long ton CFR Shanghai, usual terms.6We are arranging to ship it by S.S “East Wind”sailing from Shanghai to London on or about 10th May7Should this be so, please amend the covering credit to allow partial shipment and transshipment ,under advice to us8Your close cooperation in this respect will be highly appreciated9We have just received the survey report from the Shanghai Commodity Inspection Bureau evidencing the short weight of 1540 ibs10The users are in urgent need of the machines contracted and are in fact pressing us for assurance of an early delivery11We trust the above shipment will reach you in sound condition and expect to receive your further orders before long12In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract13We hope this matter will not affect our good relations in our future dealings14We very much regret that we are not in a position to supply you enamelware direct, as we are already represented by ---for the sales of this commodity in your district15On perusal ,we find that transshipment and partial shipment are not allowed, please amend the L/C to read”“16We trust you will extend the shipment date of your L/C to May 15 and validity to May 30, thus enabling us to effect shipment of the goods in question17We wish to draw your attention to the fact that the date of delivery is approaching ,butwe still have not received your covering letter of credit18We are in receipt of your letter of March 8, contents of which have been noted19In reply, we very much regret to say that our end-users have found your price too high and out of line with the prevailing market level20We note from your letter of May 30 that the price offered by us for the subject article is found to be on the high side21We are arranging to send you 156 pens to replace the unsold balance 150. please return them to us by the first available steamer, carriage forward22Much to our regret, we cannot at present entertain any fresh orders for Tiantan Brand Men’s shirts, owing to heavy commitments 23The L/C expires on 20th August24We feel it our duty to remind you of this matter25We would like to emphasize that any delay inshipping our order will undoubtedly involve us in no small difficulty26Generally we cover insurance WPA and War Risk in the absence of definite instructions from our clients27It is our sincere hope that we can enlarge the business in these lines to our mutual benefit.。

外贸函电考试重点(精)

外贸函电专业术语Unit one1.the letter-head 信头2.the date 日期3.the inside name and address 封内地址4.the salutation 称呼5.the subject heading 事由6.the body of the letter 信的正文7.the complimentaty close 结束语8.the writer’s signature and designation 签名9.the enclosure 附件Unit two1.catalogue 目录2.leaflet 传单pamphlet 小册子brochure 小册子3.sale by sample 凭样品买卖sale by description4. a trial order 试订单5.repeat order 翻单6.duplicate order 订单副本7.regular order 长期订单8.sample book 样品册9.enquiry 询盘10.a quotation sheet 报价单11.client customer 顾客12.trade partner 商业伙伴13.manufacturer 制造商14.middleman 中间人15.dealer 经销商16.wholesaler 批发商17.retailer 零售商18.tradesman merchant 商人Unit three1.status enquiry 资信调查2.credit inquiry 信用调查3.reference 参考4. a bank reference 银行参考5.financial standing 财务状况6.conduct 实施7.capacity 能力8.capital 资本9.enquiry agency 询盘代理机构10.credit report 信用报告11.credit history 信用历史Unit four1.enquiry 询盘2.inquiry 调查3.reply 回复4.quotation 报价单5.chief representative 首席代表Unit five price 净价2.wholesale price 批发价3.discount 折扣4.allowance 津贴5.spot price 现货价6.current price 现行价7.prevailing price 现行价8.indicative price 指示性价格9.Gross for net 以毛重作净重10.more or less clause 溢短装条款11.total value 总价12.favorable reply 令人满意的回复13.valid period 有效期限14.validity 有效性mercial invoice 商业发票16.proforma invoice 形式发票Unit six1.offer 发盘2.firm offer 实盘3.non-firm offer 虚盘4.counter-offer 还盘5.re-counter offer 再还盘6.acceptance 接受承兑7.offeror 发盘人8.offeree 收盘人Unit seven1.first order 首订单2.trial order 试订单3.duplicate order 再订货4.repeat order 再定单5.regular orders 长期订单6.bulk order 大宗订单Unit eight1.business negotiation 商业谈判2.acceptance 接函3.sales contract 销售合同4.purchase contract 购货合同5.sales confirmations 销售确认书6.purchase confirmations 购货确认书7.express contract 明示合同8.implied contract 默认契约9.fixed-price contract 固定价格合同10.long-term contract 长期合同11.standard contract 标准合同12.letter of intent 意向书13.escalation clause 自动条款14.countersign 口令15.original 原件16.copy 复件17.breach of contract 违约合同18.violation of contract 违反合同19.renewal of contract 合同的续订20.interpretation of contract 合同解释权21.cash sale 现货22.purchase 购买23.bulk sale 整批出售24.distribution channels 销售渠道25.wholesale 批发26.retail trade 零售业27.unfair competition 不公平竞争Unit nine1.acceptance 承兑2.remittance 汇款3.telegraphic transfer 电汇4.mail transfer 信汇5.demand transfer6.collection 托收7.documents against payment 付款交单8.documents against acceptance9.factoring 代理10.money of payment 支付货币11.banker’s letter of guarantee 银行保证书12.L/C。

外贸函电部分考点

We mailed you, under separate cover, a set of samples. We fully convinced that, once you have the opportunity to see our samples, you will agree that our goods are of good quality and reasonable price.
5.我们将与之进行业务往来的那家商号要我们向贵行了解有关他们的商业地位与信誉。
The concern with whom we will do business referred us to you for his business standing and reputation.
6.所附价格单和图解目录将提供有关你方最感兴趣的产品型号的具体情况。
We have received your catalogue and price list, and now we order the following goods at the prices named.
18.我们正在迅速处理你方订3.货物在装船前将有河南省商品检验检疫局进行严格的检验，并提供必要的证明说明其品质和数量。
Goods will be inspected carefully by Henan Commodity Inspection and Quarantine Bureau with issuance of certificates of quality and quantity.
13.你公司4月18日来函收悉。今报上1英寸铁钉20公吨，每公吨500美元成本加保险费加运费长崎价。可供现货。其他条款同前。上述报价以你方在5月10日前复到有效。

国贸函电重点

1. Through what channels can one obtain the desired names and addresses of the companies to be dealt with? Please give six or seven channels.(1) Advertisements in the media(2) Market survey(3) Trade negotiation(4) Investigation to the foreign countries(5) Exhibitions and Trade Fairs(6) Banks(7) Trade Directory(8) Chambers of Commerce(9) Commercial Counselor’s Office(10) Trade press2. Why does the buyer want to make an enquiry?To make a purchase of some goods and get information about the price, sample, catalogues, discount, delivery date, terms of payment, insurance, claim and other terms.3. Is the enquiry usually addressed to the company or to an individual? Why?To the company. Because if you address the letter to an individual the letter may be delayed due to his or her absence. Or you may make a mistake and send it to the wrong person who is not in charge of the matter.4. What should be included in a firm offer?The description of the commodity, the unit price, quantity, specifications, the time of shipment, the mode of payment, the detailed information of the goods, etc.5. What’s the difference between a firm offer and a non-firm offer?A firm offer is made when a seller promises to sell goods at a stated price usually within a certain time limit while a non-firm offer may contain fewer items, but some terms must be reserved such as ”subject to our final confirmation”.6. After receiving an offer must the buyer accept it? What can the buyer do if he finds any terms in the offer unacceptable?No. If the buyer finds any terms in the offer unacceptable he can negotiate with the seller and make a counter-offer.7. What are the most important elements of an effective sales letter?An effective sales letter consists of four essential elements:1) arouse interest 2) create desire 3) carry conviction 4) induce action.8. When will a seller use a “follow-up” letter?When a seller receives no response from his customer concerning the offer he made previously, he writes a “follow-up” letter to asce rtain the reason. Sometimes no order has been received from an old customer, a “follow-up” letter may be sent to inquire into the reason for his silence.9. When should the seller write an acknowledgement? What should be included in an acknowledgement?The seller should write an acknowledgement immediately after receipt of an order. The acknowledgement should include:1) a repeat of the terms 2) delivery of good will 3) thanks to a longtime customer for repeat patronage and a hearty welcome to a new customer.10. What is the difference between packing and packaging?Packing, also named as outer or large packing, is designed not only to protect goods from damages and theft, but also to facilitate transport, loading, unloading and stowage. Packaging, also named as inner or small packing, is a marketing term for the presentation of goods, i. e. the manner in which they are wrapped or displayed.11. What advantages does the documentary credit have for both the exporter and importer?The documentary credit provides the most satisfactory method of obtaining payment in foreign trade. It provides security of payment to the exporter, and enables the importer to ensure that he receives the goods as ordered and delivered in the way je requires.12. Why is All Risks the most comprehensive of the three basic kinds of insurance coverage?Under this coverage, the insurer is responsible for all total or partial loss of, or damage to the goods insured either arising from sea perils or general external causes.13. What does the agency agreement generally include?1) the names, scopes, contents, price ranges, terms of payment, kinds of foreign currency of the entrusted import or export commodity, and other terms that shall be specified2) the extent of the right of the agent authorized by the principal3) the rights and obligations of both parties as well as the expenses that they shall bear4) the agency commission and other stipulations on the sharing of other economic interests5) the settlement of disputes6) the period of validity of the agency agreement.14. Under what circumstances can the buyer/importer complain to the seller/exporter?The buyer or importer can claim against the seller/exporter if any damages to the goods are found, or the specifications and/or quantity are not in conformity with the stipulations in the contract, except when the responsibilities lie with the insurance company or shipping company.Translate the following into English1、我公司是中国最大的电器用品进口商，谢谢贵公司8月3日来函，我们十分愿意与贵公司建立直接贸易关系。

外贸英语函电考试知识点

外贸英语函电考试知识点一、建立业务关系1、建立业务关系的方式：通过银行、通过政府机关、通过专业展会、通过互联网等。

2、建立业务关系时要注意以下几点：(1)要注意给对方提供自我介绍时一定要详细、全面，要实事求是，不要夸大其词，否则会失去信任。

(2)由于世界上同名同姓的人很多，自我介绍完后，最好加以注明。

(3)对一些特殊的人或公司介绍时，最好加以说明。

(4)介绍信要写得清晰、明了。

3、自我介绍包括以下内容：公司名称、公司性质、公司规模、职工人数、主要产品及产品性能、主要生产设备等。

二、询盘1、询盘又称询价，指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。

2、询盘的内容可涉及：索取样品、产品目录、报价单等。

3、询盘的方法包括：、传真、函电和互联网等。

4、询盘的特点是：只是询问，不是交易。

5、询盘的分类：根据询盘是否涉及特定的交易条件，把询盘分为具体询盘和概括询盘两种。

6、具体询盘：询问具体的商品交易条件。

它又分为：询问商品的价格；询问购/售商品的数量；询问商品的规格、型号；询问包装方式和运输方式；询问交货期限和支付方式等。

7、概括询盘：不涉及具体的交易条件，只是询问商品的花色、品种、品牌等。

8、询盘的语气要客气、礼貌，不要有自卑感。

9、收到询盘后要尽快答复，以免耽误对方的工作。

如果不能及时回复对方的询盘，应告诉对方原因及何时能够回复。

10、回复对方的询盘时，首先应向对方表示感谢；其次要针对对方的询盘予以明确地回复。

如果无法满足对方的要求时，应向对方说明原因。

如果对方要求寄样品时，应尽快寄出，并告诉对方邮单号码，以便查收。

如果不能寄样品时，应向对方说明原因并询问是否可以提供同类商品的信息或介绍其他客户。

如果对方要求提供某种文件或资料时，应尽快提供，并告诉对方资料的内容和提供的方法和途径。

如果不能提供时，应向对方说明原因并询问是否可以提供其他资料或介绍其他客户。

如果对方要求报价时，应尽快报价，并说明价格中包含哪些费用及支付方式等细节。

国际贸易函电考试重点

函电考试重点一、翻译句子1、We owe your name and address to the chamber of commerce in your country who has informed us that you are in the market for silk product.2、We owe your name and address to the chamber of commerce in your country, through whom we learned that you are in the market for silk product.承蒙贵国商会介绍，我们得知贵公司想要购买丝绸制品。

(告知了解贵方公司的信息来源) 3、we inform you that we have been engaged in this business for the past 25years,we, therefore,feel that because of our past years’experience,we are well qualified to take care of your interests at this end.我们告知贵方，我们已从事此项业务25年，因此，我们认为凭借我们历年的经验，我们完全有资格在这一方面照顾好贵方利益。

(自我介绍) 4、we look forward to receiving your order and meanwhile enclose a copy of our catalogue as we feel you may be interested in some of our other products.我们盼望收到贵方订单，同时随函附上一份我们的目录，因为我们认为贵方会对我们的其他一些产品感兴趣。

(随函附寄) 5、we have pleasure in enclosing our inquiry for handmade gloves in leathers,against which you are requested to make us an offer on CIF basis.我们很高兴附上我们的皮革手工手套的询盘，这是应你方请求我们做出的以到岸价为基础的发盘。

外贸英语函电考试重点

1.请求建立业务联系（五金）Dear Sirs，Through the courtesy of our commercial counselor's office in London，we come to know the name and address of your firm. We notice that you are interested in doing business with China。

（空两行）Our company specializes in exporting metal and mineral products to various foreign countries。

We wish to enter into business relations with you by the commencement of some practical transactions.TO give you a general idea of the various kinds of our product available now for export，we are enclosing here a catalog and a price list for your reference.Should you find interest in our items，kindly let us know. We shall be pleased to give you our lowes quotations upon receipt of your reference.We look forward to receiving from you specific enquiries 。

Yours faithfully，2、询价（陶瓷碟子）Dear Sirs，Re：China DishesWe are interested in your china dishes and hereby enclose the details of our enquiry for them。

外贸英语函电期末复习重点

一到九章及一些附加内容第一章Basic Knowledge of Business Letter Writing1.1 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)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 Sentences①We learned/ heard/obtained your company from the Internet that you are one of the leading 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。

自考《外贸函电》第五课至第九课复习重点

询价和报盘： 1.description of an article/name of commodity 意思是商品名称。

在商业书信中，我们常常可以看到许多表⽰商品或货物的词汇，如：commodity， goods， article，merchandise， cargo， material， item， product， supply， order 等。

下⾯简单介绍⼀下这些词汇的⽤法： commodity是⽐较正式的⽤语，通常指较⼤范围的商品，尤其指⼀个国家的主要商品。

Commodity是可数名词。

goods不是指⼀件商品，⽽是统指货物。

Goods永远是复数形式，不能与数词连⽤。

Merchandise 也是泛指商品，不特指某⼀商品，但没有复数形式，前⾯也不可加不定冠词。

article 作商品解时，常常指⼀种商品，⽽不是指⼀类商品，同⼀种商品⽽有不同规格，商品编货号，常⽤此词，如在课⽂中。

Cargo = goods carried in a ship.即船上所载的货物。

如：The steamer sailed with full cargo.该轮满载起航。

注意这⾥不能⽤goods 代替cargo.说与装运有关的货物时也可以⽤cargo，但不如goods普通。

如：We expect to ship the goods （可⽤cargo） in a few days. 如果不是在船上的货物，⼜跟装运没有关系的货物，不能⽤cargo，如：As soon as the goods （不能⽤cargo） are available， we will call you. material ⼀般指作原料⽤的商品。

item 名词item本义是“项⽬”，但在商业函件中常⽤来代表前⾯提到的货物，如：We note your are interested in walnut meat but regret to advise that this item is not available at present. 尤其在介绍⽬录中的商品项⽬时常⽤此词，如：You can buy these items through the catalogue. 你能从⽬录中买到这些项⽬。

外贸英语函电重点总结

《外贸英语函电》重点总结—zxm目录一贸易伙伴信息来源 (2)二写信原则 (2)三函电基本格式 (2)四运输包装的种类 (3)五保险 (3)六Complaints and Claims（索赔和理赔） (4)七相关词汇 (4)一贸易伙伴信息来源●FOB论坛、商务部、参赞处二写信原则●清晰clearness●简洁conciseness●礼貌courtesy三函电基本格式四运输包装的种类五保险●保险当事人（Parties Involved）Insured被保险人、Applicant投保人、Insurance broker保险经纪人、Insurer保险人、Insurance agent 保险代理人●集众人之财，救一人之难●Insurance ——amount保额policy保单cover保险premium保费company保险公司●平安险FPA水渍险WPA一切险All risks PICC中国人民保险公司六Complaints and Claims（索赔和理赔）七相关词汇→Enclose V 装入、随函附上I enclose two tickets along with the letter.→Bill Gates 向明郑Bill is the first name. Gates is the second name. If you call him his first name, it means you have a good relation.→Status enquires 资信调查banker’s reference 资信证明enquiry——offer——counter--offer——acceptanceCredit standing 信用状况standing credit 固定额度贷款→Pro Forma Invoice 形式发票Commercial Invoice 商业发票Banker’s Invoice 银行发票实盘：买方一旦同意，合同即告成立→Order letter 订单信函S/C Sales of confirmation 合同确认书P/O Pro Forma InvoiceDrawer 出票人payer 付款人holder 持票人IOU 本票orI own you.→Urging Establishment of L/C（催证函）核心句：Sales Contract No.123 Goods are ready. Please rush to open the relevant L/C.。

外贸函电考试重点(精)

外贸函电专业术语Unit one1.the letter-head 信头2.the date 日期3.the inside name and address 封内陆点4.the salutation 称号5. the subject heading事由6.the body of the letter 信的正文7.the complimentaty close 结束语8.the writer ’s signature and designation 署名9.the enclosure 附件Unit two1.catalogue 目录2. leaflet 传单pamphlet 小册子brochure 小册子3. sale by sample 凭样品买卖sale by description4. a trial order 试订单5.repeat order 翻单6.duplicate order 订单副本7.regular order 长久订单8.sample book 样品册9.enquiry 询盘10. a quotation sheet 报价单11.client customer 顾客12.trade partner 商业伙伴13.manufacturer 制造商14.middleman 中间人15.dealer 经销商16.wholesaler 批发商17.retailer 零售商18.tradesman merchant 商人Unit three1.status enquiry 资信检查2. credit inquiry信誉检查3.reference 参照4. a bank reference 银行参照5.financial standing 财务情况6.conduct 实行7.capacity 能力8.capital 资本9.enquiry agency 询盘代理机构10.credit report 信誉报告11.credit history 信誉历史Unit four1.enquiry 询盘2.inquiry 检查3.reply 答复4.quotation 报价单5.chief representative 首席代表Unit five price 净价2.wholesale price 批发价3.discount 折扣4.allowance 津贴5.spot price 现货价6.current price 现行价7.prevailing price 现行价8.indicative price 指示性价钱9.Gross for net 以毛重作净重10.more or less clause 溢短装条款11.total value 总价12.favorable reply 令人满意的答复13.valid period 有效限期14.validity 有效性mercial invoice 商业发票16.proforma invoice 形式发票Unit six1.offer 发盘2.firm offer 实盘3.non-firm offer 虚盘4.counter-offer 还盘5.re-counter offer 再还盘6.acceptance 接受承兑7.offeror 发盘人8.offeree 收盘人Unit seven1.first order 首订单2.trial order 试订单3.duplicate order 再订货4.repeat order 再定单5.regular orders 长久订单6.bulk order 大宗订单Unit eight1.business negotiation 商业谈判2.acceptance 接函3.sales contract 销售合同4.purchase contract 购货合同5.sales confirmations 销售确认书6.purchase confirmations 购货确认书7.express contract 明示合同8.implied contract 默认契约9.fixed-price contract 固订价钱合同10.long-term contract 长久合同11.standard contract 标准合同12.letter of intent 意愿书13.escalation clause 自动条款14.countersign 口令15.original 原件16.copy 复件17.breach of contract 违约合同18. violation of contract违犯合同19.renewal of contract 合同的续订20.interpretation of contract 合同解说权21.cash sale 现货22.purchase 购置23.bulk sale 整批销售24.distribution channels 销售渠道25.wholesale 批发26.retail trade 零售业27.unfair competition 不公正竞争Unit nine1.acceptance 承兑2.remittance 汇款3.telegraphic transfer 电汇4.mail transfer 信汇5.demand transfer6.collection 托收7.documents against payment 付款交单8.documents against acceptance9.factoring 代理10.money of payment 支付钱币11.banker’s letter of guarantee 银行保证书12.L/C 。

外贸函电重点

Unit 1 Business Letter Writing 商业书信撰写1.The Salutation 称呼这是写信人对收信人的一种称呼,其位置是在封内地址的下面空两行,目前外贸书信中一般通用的称呼语有：Dear sir , Dear Madam, Dear Sirs,Dear Mesdames, Gentlemen 不能用单数,Dearplimentary Close 结束客套语结束语是一种客套用语它应与前面的称呼相呼应,后面加逗号;如：Dear Sirs: Yours faithfully,or Faithfully yours,Gentlemen: Truly yours,or Yours truly,Dear , Yours sincerely or Sincerely yours,3.Enclosure 附件如信中有附件时,应在签名下注明Encl.或Enc.如附件不止一件应注明2 Encls or 3 Encls,或详细列明如下：Encls: 2 InvoicesEnc: 1 Photo1 CertificateUnit 2 Establishing Business Relations 建立业务关系1．说明信息来源The source of informationYour company has been kindly introduced to us by…we learn from… that…简单介绍自己公司brief introduction to your own companyWe wish to introduce ourselves to you as…Our lines are mainly …写信目的The intention of writing the letterWe are willing to enter into business relations with you.we are now writing to you for the …表达合作愿望Expressing the intention of cooperation and getting early reply We look forward to receiving …Your early reply is appreciated.2.短语be introduced to 被介绍给……fall within the business scope of 属于……的经营范围enter into establish, build,open up business relations with 与……建立业务关系at an early date 尽早a general idea/a rough idea 一般的了解,大致概况Upon /on receipt of 一收到……Look forward to+n./v-ing 盼望,期待the Commercial Counsellor’s Office 商务参赞处avail oneself of 利用In a position to do sth 能够……State-owned/State-operated/State-run 国营的,国有的Specialize in 专业经营,专营engaged in 从事Under/By separate cover/post 另寄,另外邮寄with a view to 为了3.句子1)Your letter of the 2nd March expressing the hope of establishing businessconnections with us has been received with thanks.你3月2日希望同我们建立业务关系的信已经收到,谢谢;2)在收到你方具体询价时,我将立即寄上报价单及样品;We will send you our quotations and samples immediately on/upon receipt of your specificconcreteenquiry.4.信例Write a reply to ABC co. with the following particulars.the receipt of their letter of June 27;to their proposal of establishing trade relations with youinspection will be handled by the bureau concerned in Shanghai.Dear sirs,With reference to关于your letter of June 27,we are glad to learn that you wish to enter into trade relations with us, which also meets our interest.To give you a general idea大概情况 of our products , we are sending you by air a catalog showing various products being handled by this corporation with detailed specification and means of packing. Quotations and sample will be sent upon receipt of 一收到…就your specific enquiries.As we have not had the pleasure of doing business with you in the past, we would like to inform you that our goods for export are to be inspected by the Shanghai Commodity Inspection Bureau before shipment, and necessary certificates in regard to关于 the quality and quantity of the shipment will be provided. We are looking forward to your early reply.Yours faithfullyUnit 3 Statuis Enquiry 咨询1.短语on the point of 正要……的时候be obliged to sb 感激be obliged to do sth 被迫,不得不Meet One's Obligation 偿清债务inform sb. of sth. 告知某人某事pleased be informed that…兹通知In confidence 私下,秘密地It goes without saying…不言而喻,不用说On your part 你方Up to 直到Line/business scope 业务范围in line with 符合,与……一致be in sth./ be dealing in sth. 经营have placed an order with 向……下订单comply with 遵从Turnover 营业额proceed with 继续进行2.句子1)The firm, Anderson & Co., is dealing in pharmaceutical chemicals. They havewide connections with an annual turnover of US $100,000. We usually grant them credit up to US $30,000 without security and they have never failed to meet their engagement.安特森公司经营西药化工原料;他们具有广泛的业务关系,年营业额约10万美元;我们通常给予他们3万美元的信贷,而不需任何抵押物品,他们从来没有不履行承诺;2) Little & Co. have placed an order with us in an amount of US $50,000. Sincethey ask for payment to be made by D/P, instead of L/C at sight as usually accepted by us, we should be glad to know if they have any record of default and if it is safe for us to comply with their request. It is understood that any information you may supply us with will be considered as confidential and without any responsibility on your part.威廉立德尔公司向我们定购5万美元货物;由于他们要求用D/P付款,而不是用我们通常接受的即期L/C付款,因此我们将乐于知道该公司是否有任何违约记录,我们答应他们的要求是否安全;勿庸说明,你提供给我们的任何信息将被认为是机密的,你方对此不负任何责任;Unit 4 Enquiries and Replies 询盘及答复1.写作方式1)介绍信息来源或提上一封信等;We know your company through the courtesy of …We are a company dealing in…We write to inform you that we are interested in …We have pleasure in informing you that we…2)具体的询价比如要求对方提供什么信息和服务等,这一部分要写得具体、清楚If you can quote us a firm offer实盘 for…we shall appreciate it.We will be pleased to have your offer …Your quotations for the following will be highly appreciated.3)表达合作愿望We would like very much to cooperate with you.Should your price be competitive, we intend to place a large order with you. We appreciate your cooperation.2.短语be keenly interested in 很感兴趣for our reference 供我们参考in demand for sth. 需要……Meet 满足,应付meet with 遭遇,受到enquire for sth 询问enquire of sb. about sth. 询问某人某事enquire into 调查,探究Regarding/concerning/about/ with regard to/ in regard to/as regards 关于in response to/ in reply to /in answer to 回复,回答to the best of one’s ability 尽力In need of需要assure sb of sth 使确信,保证fall due 汇票到期Expire 信用证到期engage in从事,忙于Engagement 约定,契约fulfil l one’s engagement 履行契约break one’s engagement 毁约keep one’s engagement 遵守约定enter into new engagement 达成新契约meet one’s engagement 履行契约place regular orders 定期订购on behalf of 代表, 为了…的利益enclosed please find 附上…请查收profit margin 盈余,利润幅度by separate post 另邮寄financial standing, business capacity and character 资金情况,业务能力和信誉selling season 旺季supply from stock 现货供应quote CIF London 报CIF伦敦价confirmed ,irrevocable L/C 保兑的,不可撤销的信用证3.句子1)We are pleased to inform you that there is a good sale for your drilling machinemodel Z-33 and would ask you to send us your best offer. If your price is found competitive, we are confident there are good prospects for business.我们乐于告诉你们,你们的z－33型钻床销路很好;请寄给我们最低的报盘;如果你们的价格有竞争力,我们确信有良好的业务前景;2)we have much pleasure in enclosing an enquiry sheet for great wall brand cannedmeat, each can containing 250 grams. This enquiry is from a very famous supermarket with branches all over the country. You will notice from the enquiry that their requirement is in large quantity and therefore price is of utmost importance in concluding the transaction.我们乐于附寄长城牌罐头肉询价单一份,每听重量为250克;这份询价是从一很有名的超市来的,这个超级市场在全国有分支机构,你们会从询价单上注意到他们的需求量很大,因此价格是达成交易最重要的因素;3)If you are in a position to supply the goods as per根据 the attached enquiryat very competitive prices, we trust large orders will be obtained.如果你们能够按有竞争性的价格提供所附询价单上的货物,我们相信将获得大的订单;4)We have received an order from James Sharp & Co.for the supply of 100 metrictons of Newsprints. This company is a very big publisher here and is inconstant need of all sorts of printing paper. We are sending you this order and understand that a 5% commission will be allowed as usual.我们从杰姆夏普公司得到一张定购100公吨新闻纸的订单;这家公司是本地一家大出版商,经常需要各种印刷纸张;我们寄上该订单,并理解你们将如通常那样给予5％的佣金; 5)据悉你公司能出口最新型的照相机RX－31型,故与你们联系,希望能寄我该相机目录一份;同时并请告知其最低价,以便我与客户联系;We have learned that you are in a position to export Cameras of the latest model are therefore writing to you and hope that you will send us a catalogue. In the meantime, please let us know the lowest price so that we can approach our clients.Unit 5 Offers and Counter-offers 发盘和还盘1.完整的发盘应包括下列几点：✓对询价表示感谢✓表明价格,折扣及付款条件的细节✓详细说明价格包含的内容如运费,保费等✓对交货期或装运期的承诺✓报价的有效期✓表达合作希望2.实盘firm offer有效期的表示：✓Subject to your reply reaching us by before…以…..前复到有效✓Subject to your reply acceptance here within …days 以在……天内复到有效✓This offer is firm open, valid,good for … days. 此报盘在……天内有效3.虚盘non-firm offer的表示：✓Without engagement obligation 不受约束✓Subject to prior sale 以先买为准✓Subject to our final confirmation以我方最后确认为准4.拒绝接受发盘的信应包括以下几点✓对发盘表示感谢✓对不能接受表示遗憾✓如适当可还盘✓提示一起做生意的其他机会5.短语enquire for 询价,询问Stock n. 存货；v. 储存,存货in stock 有存货out of stock 缺货ex stock 有存货,可供现货Quote v.报价quote sb. for sth 报给某人某物的价格make submit a quotation for sth. 对某物报价On…basis eg:on CIF Karachi basis net CIF卡拉奇净价quote a price on CIF basis 报CIF价Commission 佣金discount 折扣Subject to 以……为准,以……为条件win popularity 受欢迎against 按照,依据take sth into consideration 考虑到……,把……考虑进去take into consideration sth 当接的宾语很长时Make shipment in three equal monthly 分三个月每月平均装运Supply with 提供...in duplicate 一式两份in triplicate 一式三份6.句子1)May we refer you to S/C SP-7542 against which we booked with you 1,000Bicycles of the same brand at the prices about 10% lower than you now quote us.请贵方参阅89SP-7542号销售确认书,我们曾据此向贵方定购过相同牌号的自行车1000辆,当时的价格要比现在你们的报价低10％左右;2)Please take into consideration our sincere desire to conclude this firsttransaction with you.我们是真诚希望达成与你方的第一次交易,请考虑到这点;3)We regret to say that your offer is not in the least encouraging. There isa big difference between your prices and those of your competitors. We havebeen doing business with you for many years and hope that you will quote us your rock-bottom price against our future enquiries; otherwise we can have no alternative but to place our orders elsewhere.我们抱歉地告知,你方的报盘一点也没有鼓舞性;你的价格与你竞争者的价格有很大的差距;我们同你们公司已进行了多年交易,希望你们对我方今后的询价能报最低的价格；否则,我们别无选择只能向其他地方订货;4)In compliance with your request, we are now offering you 2,000 dozen Men’sshirts at US$60 per dozen CIF San Francisco, September shipment. This offer is subject to our final confirmation.按照你方要求,我们现报上2000打男式衬衫,每打CIF旧金山60美元,9月份装运,该报盘以我方最后确认为准;5)Referring to your enquiry of the 3rd March for Tiger Brand combination pliers6’’, we are enclosing our quotation No. 456 in duplicate. As requested, we are also sending you separately a sample of the same for your use in pushing the sales among your customers.关于你方6英寸虎牌鳃钳的3月3日询价,我们现附上第456号报价单一式两份;按照你方要求,我们另寄样品一把,供你方在同客户推销时使用;6)We have received your letter of 2nd March and wish to quote for Elephant BrandAdjustable Wrenches as follows:5” at US $6- per doz.6” at US $7- per doz.7” at US $8- per doz.The above prices are on CIF Karachi basis, subject to our final confirmation.你公司3月2日来信收悉;关于象牌活络扳手今报价如下：5”每打 US$ 66”每打 US$ 77”每打 US$ 8以上价格是成本加保险费加运费到卡拉奇价,并以我方最后确认为准;7)我们很遗憾不能接受你方的还价;自从我们报价给你们后,我们已按原报价与其他许多客户成交,故如你方仍有需要,请立即定购;We regret being unable to accept your counter-offer. Since we quoted you we have concluded business with many clients at the price originally quoted. Therefore, if you are still in need of this item please place your order without delay.8)你公司4月18 日来函收悉.今报上11/2英寸铁钉20公吨,每公吨500美元成本加保险费加运费到长崎价.可供现货.其他条款同前.上述报价以你方在5月10前复到有效.We have received your letter of the 18th April and now wish to offer you 20 metric tons of Iron Nails, 11/2’’at US $500 per metric ton CIF Nagasaki ex stock, other terms being same as before. The above offer is valid subject to your reply reaching here before the 10th May.7.信例Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favorable comments on the goods offered and recommending their client’s acceptance.Dear sirs,We thank you for your enquiry of 30th November and enclose our quotation for curtain materials.We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our goods from house furnishes in various districts and regions, which we are finding it difficult to meet , but provided that we receive your order within the next ten days, we will give priority to it for prompt delivery. Your early reply will be appreciated.Yours faithfullyUnit 6 Sales Promotion 促销1.写作要点✓信要短;✓在开头一段就得抓住读者的兴趣;✓说明产品或服务的益处,并以事实或数据使读者相信;✓激发欲望,适当再发”追询信”follow-up letters;2.短语Outlet 销路,销售途径compete against / compete with 与...竞争1975 sales 1975年的销售金额in excess of 超过3.句子1)我们的手提式打字机系用轻质硬合金钢制造,故携带方便,经久耐用;Our portable typewriter is made of light hard alloy, being convenient in carrying and durable in use.Unit 7 Orders and Their Fulfilment 订单及其执行1.短语S/C sales confirmation 销售确认书openestablish L/C 开立信用证Consignment n.货物,委托物,寄售Consignment note 发货通知书On consignment 以委托方式待货物售出后付款给货主；以寄售方式Consigner / consignor 寄件人,发货人consignee 收件人,受托付者Due 票据到期的,期满的Be due 预定应到的, 预期的due for sth. 适当的,合适的due to / because of 因为,由于due to 欠的,应支付的force majeure 不可抗力Under 在……项下in rotation 按先后顺序. = motor vessel 船,轮per . Ben Nevis 由Ben Nevis轮Accordingly 相应地,对应地Effect v. = to make sth. happen 实现；n. 效果,影响,效应Effect shipment 装船Effect payment 付款Effect insurance 投保take effect / come into effect 开始生效be in effect 有效effective adj. 有效的In this connection 借此机会Enable us to do sth. 使我们能够…2.句子1)Please note that the goods are required to reach us regularly, in monthlylots of 500 pieces, commencing next month.请注意货物必须定期地到达我处,每月500件,从下月开始.2)你们也许知道,我市场急需该货.我们认为有必要强调必须按时装运.你方任何延迟装运将有损我们今后的业务.You probably know that there is in urgent demand for the goods on our market. We consider think it necessary to stress that the goods should be shipped on time. Any delay in shipment on your part will be detrimental to the future business between us.3)你公司8月10号来函收悉,内附有关第100号订单定购500台缝纫机sewing machine的销售确认书第90SP-5861号一式两份.今签退一份请查收.We have received your letter of the 10th August, enclosing S/C in duplicateagainst our order for 500 sets of sewing machines. Enclosed please find a copy of the said Sales Conformation, duly countersigned .4)你公司2000年9月20日来函内附一千台缝纫机订单一纸已收到;兹附寄第346号销售确认书一式二份,请签回一份以便存档;We have received your letter of September 20, 2000, together with/enclosing an order for 1,000 Sewing Machines. Enclosed is our Sales Confirmation in duplicate, one copy of which please sign and return to us for our file.5)我已接受你方85号订单订购货号1002号印花布十万码;请告颜色搭配并按合同规定的条款开立以我方为抬头的有关信用证;Your Order No. 85 for 100,000 yards of Cotton Prints Art. No. 1002 has been booked. Please let us know the color assortment at once and open the covering L/C in our favor according to the terms contracted.3.信例Write a letter to your customer , acknowledging receipt of his order, but regret being unable to accept it at the prices quoted previously . Quote your current prices and ask for your customer’s opinion.Dear sirs,We thank you for your order No. 6235 for delivery in February/March.We regret, however, that we cannot accept the order at the prices we quoted six weeks ago. As you know , freight and the cost of materials have risen substantially in the meantime, and we were compelled to adjust our prices in order to cover at least part of this increase.The lowest prices we can quote today are as follows:“Jasmine” Shampoo at USD… per dozen.“Jasmine” Toilet Soap at USD… per dozen.The above prices are understood on CIF Singapore basis. Please inform us by return whether we may book/accept your order at these revised prices; we shall then be able to give you delivery in February/March as required.Yours faithfully Unit 8 Terms of Payment 付款条件1.付款方式✓汇付Remit：信汇: M/T Mail Transfer ；电汇: T/T Telegraphic Transfer ；票汇: D/D Demand Draft✓托收Collection：光票托收Clean Collection；跟单托收Documentary Collection:a.付款交单：D/P Documents against Payment ;即期付款交单： D/P at sight, sightD/P;远期付款交单：D/P after sight; b.承兑交单：D/A Documents againstAcceptance✓信用证L/C2.短语terms of payment 支付条款confirmed, irrevocable L/C 保兑的、不可撤消的信用证in our favor 以我方为受益人in favor of our company 以我公司为受益人partial shipments 分批装运inst. / instant 本月Call for 要求Down payment 分期付款的首次款,定金Advice n. 劝告,忠告,建议；商消息,行情Advice note / letter of advice 正式通知关于货物寄运,业务洽谈等Enjoy high prestige 享有很高的声誉Draw a draft/bill on sb. 开立以某人为付款人的汇票Draw on sb for … for 后接开出的款数in view of 鉴于3.句子1)Our usual terms of payment are by an irrevocable L/C to be established inthe seller’s favor through the bank of China, payable against thepresentation of shipping documents in Shanghai.我们付款的惯例是通过中国银行开立的、以卖方为受益人的不可撤消的信用证,在上海凭提示装运单据付款;2)Through your repeated requests and in view of the small amount of this trialorder, we would grant you such favorable terms of payment as D/A 45 days after sight.通过你们反复要求,并鉴于这笔试购订单金额较小,我们愿给你D/A45天的有利条款;3)We regret to have to decline your request for D/P terms. Payment by L/C isour usual method of financing trade in these traditional goods.我们抱歉不得不谢绝你方要求D/P条款;对这些传统货物,我们一般的贸易支付方法是用信用证付款;4)Since it takes time to open the L/C while the goods under this order areurgently required to meet the season, may we suggest that you draw on us at sight through your bank and we will honor it on presentation.因为开立信用证花费时间,而该订单项下的货物急需应付销售季节,我们建议你方通过你方银行对我方开出即期汇票,我们在汇票提示时当即承兑付款;5)对这次交易,我们例外同意用信用证方式付款,但对以后的交易,我们要求更有利的付款条件,也就是付款交单.For this transaction, we exceptionally agree to make payment by L/C. But for future transactions, we would ask for more favorable payment terms, ., D/P.6)虽然我们对你方定购50令ream砂纸glass paper表示感谢,但歉难同意以承兑交单方式付款,因为我们一般惯例都只接受以信用证付款的方式,你方自不能例外.While thanking you for your order for 50 reams of glass paper, we regret being unable to agree to payment by D/A as it is our usual practice to accept payment by L/C only and you cannot be regarded as an exception.7)我们要求货款以保兑的,不可撤销的,以我方为受益人的即期信用证支付.该信用证需在合同规定的装运期前一个月抵达我方,在中国议付,有效期至装运期后15天,并允许转船和分批装运.We ask for payment by confirmed, irrevocable letter of credit in our favor, available by draft at sight, reaching us one month ahead of the stipulated time of shipment, remaining valid for negotiation in China until the 15th day after the time of shipment, and allowing transshipment and partial shipments.4. 信例Write a reply to the letter 5 in Unit 8, tell the exporter that due to the complicated formalities of applying for license and the validity of it, you cannot extend the relevant L/C.Dear sirs,L/C NSW6180We have received your letter of June 30th requesting us to extend the above L/C to the 31st of August and the 15th of September for shipment and negotiation respectively.We are quite aware of the conditions set forth in S/C 89STX-5491 that the goods ordered could be shipped in July if the covering L/C reached you on the 15th of June at the latest, However, as we had to go through the necessary formalities of applying for the relevant import license , we could not open the L/C earlier. The import license was granted on June 17 and is valid only up to the 31st of July.We are willing to do whatever we can to cooperate with you, but as the present import regulations do not allow any extension of license, we regret having to say that is beyond our ability to meet your request to extend the above L/C. Please do your best to ship the goods in time and we thank you for your cooperation.Yours faithfully Unit 9 L/C Amendment & Extension 信用证的修改和展期1.写作方法1)对买方开立的信用证表示感谢/收到,同时指出不妥之处We have received your L/C …Thank you for your L/C…Your L/C No… has arrived.We are in receipt of your L/C No…With regard to your L/C…2)解释需要修改的原因As there is no direct steamer直达船 to…We are sorry that owing to some delay…很抱歉由于……的拖延3)具体的修改建议We shall be glad if you can amend the L/C…Please amend the L/C to read..Please extend by cable…请电报展期……4)希望对方迅速寄来修改通知We look forward to your amendment.We shall be obliged if you can cable …We hope you will …without delay.2. 短语be complied with 与……一致conform to/with 与……一致,与……相符discrepancy n. 不符合,差异the maximum amount 最大金额the opening bank 开证行in question / being mentioned 正被谈论的amend … to read…将……修改为clerical error 抄写的错误,笔误Stipulate for 规定,约定time limit 限期in view of 鉴于Validity 有效期just to hand 刚刚到达Tolerance = more or less 溢短差额its amount is US$500 short 少开500美元3. 句子1)Please amend your L/C to read “partial shipment and transshipment areallowed.请将你们第567号信用证修改为：“允许分批装运和转船;”2)Your L/C againstcovering/for our S/C对我方第90-US1064号售货确认书开立的第A-894号信用证3)As stipulated in S/C , we are to supply you with 200 sets of Forever brandbicycles 26”. However, your L/C just to hand calls for Phoenix Brand, which has to be amended. Please do the necessary at your earliest convenience.按照第789号售货确认书,我们将供应永久牌26英寸自行车200辆;但刚收到的你方第456号信用证却要求凤凰牌,这必须要修改;请速作必要修改;4)We have receive your L/C calling for a shipment of 10,000 yards cotton prints,Art . According to Contract , the quantity to be shipped is 10,000 yards, 5% more or less. It is therefore necessary for you to amend the L/C according to the contract.今收到你方第589号信用证,要求装运一万码印花布,货号364;按照第5891号售货确认书,装运数量应是一万码,可有5％溢短差额;因此,你方有必要按合同规定修改信用证;4.写作Write a reply to the letter 2 in Unit 9, tell the exporter that due to the complicated formalities of applying for license and the validity of it, you cannot extend the relevant L/C.Dear sirs,L/C NSW6180We have received your letter of June 30th requesting us to extend the above L/C to the 31st of August and the 15th of September for shipment and negotiation respectively.We are quite aware of the conditions set forth in S/C 89STX-5491 that the goods ordered could be shipped in July if the covering L/C reached you on the 15th of June at the latest, However, as we had to go through the necessary formalities of applying for the relevant import license , we could not open the L/C earlier. The import licence was granted on June 17 and is valid only up to the 31st of July.We are willing to do whatever we can to cooperate with you, but as the present import regulations do not allow any extension of licence, we regret having tosay that is beyond our ability to meet your request to extend the above L/C.Please do your best to ship the goods in time and we thank you for your cooperation.Yours faithfully。

外贸函电重点

All Risks 一切险Free from Particular Average 平安险With Particular Average 水渍险Hook Damage 钩损险Risk of Odour 串味险Risk of Rust 锈损险Sweating & Heating Risk 受潮受热险Risk of Shortage 短量险War Risk 战争险Risk of Leakage 渗漏险Pilferage & Theft 偷窃险Loss or Damage Cause by Breakage of Packing 包装破裂险Exercise1. In particular we wish to know whether you can issue a special rate in return for the promise of regular monthly shipment.2. As shipment is due to begin on 14th March, please let us have your quotation by return.3. On what terms will you be glad to arrange an all risks policy for us?4. The invoiced value of the consignment, including the freight and commission, is $2,500.5. We are pleased to note that you are ready to insure with us a shipment of Chinese porcelain from Shanghai to Sydney by sea.6. If you find our rate acceptable, please present the details of your shipment so that we may issue our policy accordingly.7. The terms you quote for an open policy of 1,200 covering all risks will apply to our consignment on the routes named.8. We thank you for your reply to our inquiry of April 29.9. If you can kindly arrange to insure the same on our behalf against All Risks we shall be greatly obliged.10. Under the ordinary circumstance, no loss or theft of such merchandise as mild steel is likely to occur during transportation.Phrases:accept a claim 同意索赔admit a claim 同意索赔entertain a claim 受理索赔dismiss a claim 驳回索赔reject a claim 拒绝索赔relinquish a claim 撤回索赔settle a claim 解决索赔waive a claim 放弃索赔withdraw a claim 撤回索赔Exercise1.The analysis of the 1st shipment is not satisfactory, __is certified by the China Commodity Bureau. (B)A. whenB. whichC. asD. that2. Fifty cases of Green Tea you sent us were found to be badly damaged. This was apparently attributable to _____ packing. ( D )A. outerB. superiorC. domesticD. faulty3. We have to file a claim against you _____ US $ 15,000. ( D )A. with the sumB. equal toC. forD. to the amount of4. As it __________ only a small quantity, we hope you will have no difficulty in settling this matter. ( B )A. involvedB. involvesC. involvingD. involving5. We have _________ the drums one by one and found that most of them are leaking. ( A )A. examinedB. testedC. rolledD. traced6. We would like to _____ this claim to arbitration. ( A )A. submitB. giveC. putD. present7. We are prepared to make you a reasonable compensation, but not the amount you claimed because we ____ why the loss should be 50% more than the actual value of the goods. ( A )A. cannot seeB. are not certainC. cannot findD. know8. After the inspection of the above shipment ,we found 5 cases ____. ( C )A. missedB. lostC. missingD. lose9. If cargoes cannot be found within a few days, we will file our claim for the full ___ of them. ( A )A. settlementB. solutionC. solveD. answer10.We trust you will do your best to _____ this matter settled at once. ( C )A. makeB. placeC. haveD. let装货A shipping advice usually contains the following points:1. the date and number of Bill of Lading(B/L, 提单)2. the date and number of the Contract3. the names of commodities and their quality and value4. the name of the carrying vessel5. the name of the shipping port/loading port (装货港)6. the estimated time of departure (EDT，预定起航日期)7. the name of the destination port (目的港)8. the estimated time of arrival (ETA，预定到港日期)9. a list of the relevant shipping documents (货运单据)10. thanks for patronageExerciseDear Sirs,We are on (改为in) receipt of your letter dated 20 May 2013, requesting earlier delivery of the goods on (改为under) your purchase contract No. 2554. We have contacted with (把with去掉) the shipping company and been told that there is no shipping space available on ships sail (改为sailing)from here to your port before 5 April. So we are sorry that we are unable to comply to (改为with) your request.Please rest assure (改为assured)that we will do our best to ensure punctual shipment of the goods.Yours faithfully,1. Factors which influence the nature of packing:---value of the goods---nature of the transit---nature of the cargo----compliance with customers’or statutory requirements--- resale value of packing materials, general fragility of cargo--- variation in temperature during the course of the transit--- ease of handling and stowage--- insurance acceptance conditions--- cost of packing2. Two forms of packing:--- large packing/ outer packing, i.e. packing for transportation--- small packing/ inner packing, i.e. packaging or sales packing3. Three principal types of marking which may have to be done on export packages:--- The consignees’ own distinctive marks--- Any official mark required by authorities--- Special directions or warningsExercise1. We look forward ___hearing ___ you.2. We are interested ____ buying 500 of your Model WL cameras.3. I don’t see the point ___ discussing this question ___ this stage.4. We are relying ___ receiving the goods by the end of this month.5. They insisted ____ having the goods transshipped ___ Singapore .6. We can provide you ____ the goods ___ the priceswe quoted in our last offer.7. We understand your concern ___ packing.8. We have shipped the goods ___ the steamer you designated on receiving your shippinginstructions.9. Each case will be marked ____details required by the Argentinean authorities.10.The lids are secured ___ nailing, and the crates are strapped ___metal bands.Key:1.to,from2.in3.in,at4.on5.on,at6.with,at7.about8. by9.with 10.with, withLetter of Credits:---Revocable L/C & Irrevocable L/C(可撤销信用证与不可撤销信用证)---Straight L/C & Negotiation L/C(直接信用证与议付性信用证)---Original L/C & Back to Back L/C(原信用证与转开信用证)---Sight Credit & Usance / Time/ Term Credit(即期信用证与远期信用证)---Documentary L/C & Clean L/C(跟单信用证与光票信用证)---Confirmed L/C & Unconfirmed L/C(保兑信用证与未保兑信用证)---Transferable L/C & Non-transferable L/C(可转让信用证与不可转让信用证)Exercise1. A 4% discount will be granted only ______ your order exceeds US$ 20000. ( C )A. depends onB. for condition thatC. on condition thatD. subject to2. An exporter cannot receive payment until the goods on consignment ______ sometime in thefuture. ( D )A. have offered for saleB. are quotedC. arrive at destinationD. have been sold3. We have made ______ that we would accept D/A at 60 days’sight for this order. (D )A. clearB. it is clearC. that clearD. it clear4. ______ an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C. (C)A. AtB. InC. OnD. From5. We find your terms ______ and now send you our order for 2 sets of generators. ( C)A. satisfiedB. satisfactionC. satisfactoryD. of satisfaction6. We have ______ at 30 days’ sight for the contracted value. ( D)A. written to youB. called on youC. sent to you by air mailD. drawn on you7. We regret ______ to accept your terms of payment and therefore have to return the order toyou. (B)A. cannotB. being unableC. not ableD. not be able8. We will consider ______ your terms of payment. ( B)accept B. accepting C. accepted D. to accept9. We are now ______ of your order of June 19. (A)A. in receipt ofB. upon receipt ofC. on receipt ofD. in reception of10. We are pleased to inform you that we can supply ______ all the items you require. ( D)A. youB. to youC. for youD. you with1. 常用的词组如下：claim against a person 向某人索赔claim for sth. 因某事索赔claim letter 索赔信claim on account of damage 因损坏而索赔claim on the goods 对该货提出索赔为某事向某人提出索赔的常用句型是：lodge a claim against(间用with或on 或upon)sb. for sth.说“提出”索赔，除lodge外，较常用的动词还有raise, file和put in ; 此外，还可用make, issue, lay, register, render, enter, bring up, set up等。

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13.packing credit 打包贷款14.chain debts 三角债15.accepted draft 已承兑汇票16.accepting bank 承兑银行17.acceptor 承兑人18.amendment 修正19.bank acceptance20.bank draft 银行汇票21.bearer 持票人22.bearer document 持票人单据23.bill of exchange 汇票24.blank endorsement 空白背书25.clean collection 光票托收26.clean draft 光票27.discrepancies 不符28.validity 有效期29.date of issue 出票日期30.date of expiry 终止日期31.sight draft 即期汇票32.documentary collection 跟单托收33.documentation 文件34.draft 汇票35.endorsement 背书36.presentation 提示37.dishonor 拒付38.negotiation 谈判协商39.the applicant 申请人40.the drawer 开票人41.the drawee 受票人（付款人）42.the negotiating bank 议付行43.the reimbursing bank 偿付银行44.reimbursing agent 偿付代理行45.remitting bank 汇出行46.collecting bank 代收行Unit ten1.packing list 装箱单2.indicative mark 指示性标志3.warning mark 警告性标志4.product code 乘积码条形码5.neutral packing 中性包装6.inner packing 内包装7.selling packing 销售包装8.outer packing 外包装9.transport packing 运输包装10.shipping packing 航运包装11.strong packing 坚固包装12.elegant and sturdy package13.gunny bag 麻布袋14.cloth bag 布袋15.iron drum 铁桶16.stuffing material 塞物料17.filling and lining material 衬里材料18.wood shavings 木屑19.packing clause 包装条款20.inspection certificate 检验单21.inspection certificate of quality 质量检验证书22.inspection certificate of pack 包装检验证书23.veterinary inspection certificate 兽医检验证书24.sanitary inspection certificate 卫生检验证书25.inspection certificate of disinfection 消毒检验证书26.inspection certificate of fumigation 熏蒸证书27.inspection certificate of damaged cargo 破损货物证书28.inspection certificate of value 价值检验证书29.inspection certificate of origin 产地检验证书modity inspection 商品检验31.legal inspection 法定检验32.droit of inspection 所有权检验Unit eleven1.all risks 一切险2.free from particular average 共同海损（F.P.A）3.with average or with particular average 水渍险单独海损赔偿W.A /W.P.A4.war risk 战争险5.fresh water rain damage F.W.R.D6.risk of intermixture and contamination 沾污险7.risk of leakage 漏损险8.risk of odor 串味险9.risk of rust 锈损险10.shortage risk 短缺险11.strikes risk 罢工险12.specific risk 特定风险13.export credit insurance 出口信用保险14.major risks 主要风险15.additional risks 附加险16.actual total loss 实际全损17.constructive total loss 推定全损18.general average 共同海损19.particular average 单独海损20.subject matter insured 保险标的物21.insurable value 保险价值22.sum insured 保险金额23.maritime perils航海风险24.average 平均，平均数，海损25.measure of indemnity 补偿措施26.insure broker27.insurance agent 保险公司28.insurance policy 保险单29.insurance certificate 保险证书30.open policy 开口保险单31.insurance premium 保险费32.insurance claim 保险索赔33.reinsurance 再保险金额34.double insurance 双重保险35.subrogation 债权转移Unit twelve1.shipping instruction 装船单据2.shipping advice 发货通知书3.line transport4.shipping by Chartering 租赁运输5.shipping exchange 海运交易所6.shipping expenses 装货费用7.liner tramp8.shipping line 航线9.shipping space 舱位10.shipper 托运人发货人货主11.shipowner 船主12.partial shipment 部分装运13.freight prepaid 运费预付14.freight to collect 运费到付15.carriage free 运费免付16.cartage 运费17.basic rate 基本汇率18.heavy lift additional 超重附加费19.over length additional20.freight ton 运费吨21.weight ton 重量吨22.measurement ton 体积吨23.international combined transportation 国际联运24.shipping note 装运通知单25.shipping order 装货单26.carrier 承运人27.freight forwarder 货运代理人28.bill of lading 提单29.booking shipping space 班轮订舱30.Chartering a ship 租船31.air waybill 空运单32.arrival notice 到货通知33.assignment 分配34.certificate of analysis 分析证明书35.certificate of inspection 检验合格证书36.certificate of origin 原产地证书37.certificate of weight 重量证明书38.claused bill of lading 附条款提单39.clean bill of lading 清洁提单40.clean on board bill of ladingbined bill of ladingbined transport 联合运输bined transport bill of lading 联合货运提单bined invoice 联合发票45.consignee 收件人承销人46.consular invoice 零食发票47.issuance date of the documents48.negotiable bill of lading 流通提单49.ocean bill of lading 海运提单50.original documents 原始单据51.phytosanitary inspection certificate 植物检验证明52.rail waybill53.sea waybill 海运单54.shipment 装货55.straight bill of lading 记名提单56.fake bill of lading 伪造提单。

外贸函电考试重点

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