商务英语函电Chapter
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国际商务函电：Chapter 9
various payment methods and their advantages and disadvantages; how to write a letter requesting favorable payment terms; common circumstances of using T/T, D/P and D/A; how to use the common expressions for negotiating payment methods.
Overview
I. Remittance A. Mail Transfer (M/T) B. Telegraphic Transfer( T/T) C. Demand Draft (D/D)
II. Collection A. Clean Bill for Collection B. Documentary Bill for Collection 1. Document against Payment (D/P) (1) D/P at sight (2) D/P after sight D/P T/R 2. Document against Acceptance
Documentary collections, comprising commercial documents.
Under D/P, documents will not be released to the importer until payment is effected.
Under D/A, documents are handed over to the importer upon his acceptance of the bill of exchange drawn by the exporter. Payment will not be made until a later date.
Overview
I. Remittance A. Mail Transfer (M/T) B. Telegraphic Transfer( T/T) C. Demand Draft (D/D)
II. Collection A. Clean Bill for Collection B. Documentary Bill for Collection 1. Document against Payment (D/P) (1) D/P at sight (2) D/P after sight D/P T/R 2. Document against Acceptance
Documentary collections, comprising commercial documents.
Under D/P, documents will not be released to the importer until payment is effected.
Under D/A, documents are handed over to the importer upon his acceptance of the bill of exchange drawn by the exporter. Payment will not be made until a later date.
商务英语函电(第二版)Chap (6)
2、本盘以本月28日前接到贵方答复为有效。
3、按照要求，我们高兴地向您报盘如下， 此报盘没有约束力。
Item # (Omitted)
Unit Price
Payment: Letter of Credit in seller’s favor.
Delivery Date: Within 90 days after receipt of your order. The above prices are on a CIF San Francisco basis. （具体报盘）
Your inquiry of 7th December is now having our attention and we will let you have our offer in a few days. 你方12月7日的询盘已 引起我方注意，我们几天内就会做出报价。
We have pleasure in quoting you as follows…很高兴报价如下。 We are pleased to make an offer for 10,000 tons of Chinese Green
对交货期或装运期的承诺；(Promise of shipment or delivery) We can assure you of our prompt shipment...(我们保证会立即装 运) Shipment is to be made...(装运在......) Delivery date ...(装运期......)
本人从事机械领域十余年对机械液压有着较强的故障判断能力
Chapter 6 Quotation Letters
Quotation or Offer?
3、按照要求，我们高兴地向您报盘如下， 此报盘没有约束力。
Item # (Omitted)
Unit Price
Payment: Letter of Credit in seller’s favor.
Delivery Date: Within 90 days after receipt of your order. The above prices are on a CIF San Francisco basis. （具体报盘）
Your inquiry of 7th December is now having our attention and we will let you have our offer in a few days. 你方12月7日的询盘已 引起我方注意，我们几天内就会做出报价。
We have pleasure in quoting you as follows…很高兴报价如下。 We are pleased to make an offer for 10,000 tons of Chinese Green
对交货期或装运期的承诺；(Promise of shipment or delivery) We can assure you of our prompt shipment...(我们保证会立即装 运) Shipment is to be made...(装运在......) Delivery date ...(装运期......)
本人从事机械领域十余年对机械液压有着较强的故障判断能力
Chapter 6 Quotation Letters
Quotation or Offer?
《商务英语函电》 Chapter 7
II. Fill in the blanks with the proper forms of the following words or
expressions.
1. captioned
2. With regaห้องสมุดไป่ตู้d to, so far
3. enabling
4. see that, avoid
5. the fact that
6. stress v./n. 着重强调；重点
1) stress + that clause
2) stress + n.
The sellers stressed the importance of establishing L/C in strict accordance with the stipulations of the contract.
6. relevant
7. in exact accordance with
8. drawing near
9. call, attention
III. Identify and correct the mistakes in the following sentences.
1. A. have
2. C. be opened
谨启
(B) 通知开证 敬启者：
我方第5781号订单订购的500匹柞丝绸，约在30日前 开出不可撤消的信用证，到期日为五三月十五日，特函提 请注意。
由于销售季节很快临近，我方客户急需此货，请尽快 交货，以便在季节开始时赶上旺销。
我们愿强调如延迟交货，无疑地会给我们造成不小的 困难。
对你方合作，预致谢意。
3. A. With regard to
商务函电Chapter 2 Establishment of Business Relations
类似的表达方法：
for your consideration study
for your perusal
for your reference for your 顺告你方；顺便告知；顺致奉告
establish 设立 specify 详细说明
specification 规格，说明书
enclosure n. 附件 pass on v. 转交
State the source of information
Introduce your business scope Express your hope of establishment of business relation
If possible, offer reference as to the financial status and integrity of the writer’s company
贸易新闻，贸易简报 商品交易会 市场调查 分公司 商行，商店 财政状况 现有顾客 纺织产品 家用电器
Light industrial products 轻工业产品 Information technology products 信息技术产品，IT产品 Exclusive agent 独家代理 Sales possibilities 销售可能性 Joint efforts 合作，共同努力 approach sb for sth 为…与某人接洽 look forward to 希望 lie within the scope of 在…范围之内 in the hope of 盼望
表
illustrated catalogue 有插图的目录 classified catalogue 分类目录 the latest catalogue 最新目录
国际商务函电：Chapter 4
Yours faithfully,
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Example: an enquiry from a seller
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs, Thank you for your catalogue and pricelist, which we received last week. After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience.
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Example: an enquiry from a seller
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs, Thank you for your catalogue and pricelist, which we received last week. After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience.
《国际商务函电双语教程》chapter 3
she can reply earlier.
BACKGROUND INFORMATION
Letter of Inquiry
Simultaneously, you also need to comply with the following principles: Before sending inquiry, you need to consider to which you will send inquiries, and how many inquiries you will send in the same regions. After that, you choose carefully several companies instead of all of them, which can avoid suppliers raising the price owning to the thought of you are eager to get products; Express detailed requests but not promise to buy;
Tell any information as much as you can in order to let the supplier know what part he or she can help you.
In order to let the reader get the main point of your letter, you can write the name of product in the subject line, when inquiring.
BACKGROUND INFORMATION
Inquiry
BACKGROUND INFORMATION
Letter of Inquiry
Simultaneously, you also need to comply with the following principles: Before sending inquiry, you need to consider to which you will send inquiries, and how many inquiries you will send in the same regions. After that, you choose carefully several companies instead of all of them, which can avoid suppliers raising the price owning to the thought of you are eager to get products; Express detailed requests but not promise to buy;
Tell any information as much as you can in order to let the supplier know what part he or she can help you.
In order to let the reader get the main point of your letter, you can write the name of product in the subject line, when inquiring.
BACKGROUND INFORMATION
Inquiry
英语函电 Chapter 1
accordingly
New words and expressions in phrase contexts
C1.2, FTL • 记住 记住… • 在前一页 • 设置单倍行距 • 段落间的三倍间隔 • 用词累赘的信件 • 拼写错误的单词 • 排版错误 • 使读者对你产生偏见 • 恰当使用标点符号 • (信件 顶格式 信件)顶格式 信件
• • • • • • • • • • •
the subject line the complimentary close the enclosure of the letter carbon copy notation the postscript of/to a letter the icon of products a miniature of the products the initial of the signer abbreviation of Messieurs a courtesy title the customary formal greeting • to be scrapped and retyped
to the Course of
English Business Correspondence
By Prof. Zhang Shaolin
II. Chapter 1
BEC
OBJECTIVES
• Getting familiar with the new words and expressions; • Knowing the format and format of English business letters and the envelope. • Practising relevant writing
商务英语函电(第二版)Chap (3)
these steps:
Make a list of the topics you want to cover but don't worry about the order. Under each topic, list key words, examples, arguments and facts. Review each topic in your outline for relevance to your aim and audience. Cut out anything that's not relevant to your aim or audience. Sort the information into the best order for your readers.
e.g. I would again apologize for the delay in replying and I trust that this has clarified the points you have raised, however, if you wish to discuss any points I have not clarified, or need any further information, you may wish to telephone or contact me accordingly. I look forward to hearing from you and in the meantime, should you have any queries, please do not hesitate to contact me. I regret that I cannot be of more assistance in this matter, and should you have any further queries, please do not hesitate to contact me.
商务英语函电Chapter 8 (3)
Specimen letter 1
Part one: state the fact that we have not received the payment duly and urge the remittance of payment. Part two: look forward for the future cooperation. Part three: show thanks and urge again.
Writing tips
A letter focusing on negotiating payment terms by the importers: 1. In the openning sentences: Mention the Contract No., Order No. goods, etc. 2. Suggest the speficic terms of payment and put forward the reason clearly;
Specimen letter 2
Dear sirs,
Reply to payment reminder
We have received your recent inquiry and are fully aware sixty days in arrears We that we are 拖欠60天 __________________. appreciate your patience and your willingness to help us 解 resolve this situation 决现状 __________________.
Specimen letter 1
Render
商务函电chapter 6 order placing and replies
很高兴向你方订购下列商品，并按所报价格及供 现货为条件。 We are pleased to give you an order for the following items on the understanding that they will be supplied from current stock at the prices quoted 我们期待这批货物有好的销售市场，希望在不久的 将来向你方继续大量定货。 We expect to find a good market for these goods and hope to place further and larger orders with you in the near future
Useful expression
Words and phrases
Writing steps
Sample letter
Words and Phrases
对质量和价格 均感满意
按下列价格供 现货 继续大量订购
find both quality and prices satisfactory
be supplies from current stock at the prices named
Useful Expression
我方建议见票后30天付款。
We suggest payment by bill of exchange drawn on us at 30 days after sight
单元：Useful Expression
我们希望向你方订购100箱宠物玩具，每箱24件， 价格为100美元，减去5%交易折扣，货到付款
to place further and large orders
Useful expression
Words and phrases
Writing steps
Sample letter
Words and Phrases
对质量和价格 均感满意
按下列价格供 现货 继续大量订购
find both quality and prices satisfactory
be supplies from current stock at the prices named
Useful Expression
我方建议见票后30天付款。
We suggest payment by bill of exchange drawn on us at 30 days after sight
单元：Useful Expression
我们希望向你方订购100箱宠物玩具，每箱24件， 价格为100美元，减去5%交易折扣，货到付款
to place further and large orders
原创 商务函电 课件总结 Chapter 4 offers
Chapter 4 offersPoints for Attention:出口商通常在两种情形下写发盘函：1.直接向客户发盘，要多考虑发盘的完整性和吸引力。
2.收到客户询盘后作出答复，针对性更重要，必须做到有的放矢，以买方感兴趣或者符合对方要求的商品货号为中心。
例如，对方在询盘函中已经说明需要立即出运的商品，那么对于库存断档的商品再做激励性介绍，恐怕也收效甚微。
Types of Offer1.从报盘人的身份来分：买方报盘，卖方报盘。
买方报盘: bid/buying- offer卖方报盘: selling-offer2.从报盘形式来分：口头报盘，书面报盘两种。
3.从报盘先后顺序来分：主动报盘A Volunteer Offer对询盘信的答复A Reply to an Inquiry4.报盘从法律责任上来分：有约束力的报盘offer with engagement无约束力的报盘offer without engagementOffer with engagement---formal offer/ effective offer/firm offerOffer without engagement ---- free offer/ non-firm offerFirm offeran offer with engagement. usu. in written form, may not be withdrawn, or amended for a specific period of time.A satisfactory firm offer should meet 4 requirements:No ambiguous words: 忌用…大约（about）‟，…参考价（reference price）‟等词。
2) Complete trade terms:包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shipment），支付（Payment）,有效期(Validity )等。
商务英语函电(第二版)Chap (3)
Indirect pattern of writing
Bad news letter Less important ideas Details or explanations Bad news (main idea)
Outline
To help you to keep to the point of your letter, you can draw up an outline to plan your letter. Follow
If you open with a statement of a need or problem, close with a statement of action or solution to the problem. In the example given above, a closing paragraph might state:
e.g.
I would again apologize for the delay in replying and I trust that this has clarified the points you have raised, however, if you wish to discuss any points I have not clarified, or need any further information, you may wish to telephone or contact me accordingly.
I refer to previous correspondence in respect of the above and note that to date we have not received your cheque for the outstanding arrears.
商务英语函电chapter 4
Chapter 4
Sending Proforma Invoice
Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Letter Writing Guide Homework
What Is A Proforma Invoice
Exercise
普通高等教育“十一五”国家级规划教材
Fill in the blanks with new words
11. Proforma invoice can be used for a formal quotation or a price reference. 12. Our clients find your price too high. 13. A proforma invoice is usually established by exporter in r esponse to importer’s request prior to concluding a transaction .
Notes to Letter 1
e.g. We will confirm the material quality, the size and the price of the final product in the confirmation letter. 我们会在确认信中确认最后成品的材质、尺寸 及价格。
普通高等教育“十一五”国家级规划教材
An Importer’s Enquires for Sending Proforma Invoice
Letter 1
“Hairer” Brand, Mini Type, XQBM21-12 and XQBM21-16（EACH 500 SETS） Please airmail us the soonest possible your proforma invoice for 1,000 sets of washing machine with prices CIF Ankara, so that we can obtain our client’s confirmation. There is no question about our getting the necessary import licence from our authorities. After the said licence is approved, we shall establish an L/C in your favour.
Sending Proforma Invoice
Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Letter Writing Guide Homework
What Is A Proforma Invoice
Exercise
普通高等教育“十一五”国家级规划教材
Fill in the blanks with new words
11. Proforma invoice can be used for a formal quotation or a price reference. 12. Our clients find your price too high. 13. A proforma invoice is usually established by exporter in r esponse to importer’s request prior to concluding a transaction .
Notes to Letter 1
e.g. We will confirm the material quality, the size and the price of the final product in the confirmation letter. 我们会在确认信中确认最后成品的材质、尺寸 及价格。
普通高等教育“十一五”国家级规划教材
An Importer’s Enquires for Sending Proforma Invoice
Letter 1
“Hairer” Brand, Mini Type, XQBM21-12 and XQBM21-16（EACH 500 SETS） Please airmail us the soonest possible your proforma invoice for 1,000 sets of washing machine with prices CIF Ankara, so that we can obtain our client’s confirmation. There is no question about our getting the necessary import licence from our authorities. After the said licence is approved, we shall establish an L/C in your favour.
国际商务函电：Chapter3
Return
Whichink is the most powerful?
The widest reach: The Internet The most credible results: Official channels
Letters requesting for the establishment of business relations
Source of information
Self-introduction
Purpose of the letter
Writer’s actions
request
Writer’s promises references
Yours faithfully,
Expessions: source of information
Sample:
Dear Sirs, We learnt your name and address from the Chamber of Commerce, Tokyo, who informed us that you are interested in Personal Computers. We are one of the leading computer manufacturers in our country and have been handling various kinds of computers for more than 15 years. We approach you today in the hope of establishing business relations with you and expect, by our joint efforts, to enlarge our business scope. In order to give you some idea about our business lines, we enclose a copy of our illustrated catalogue covering the main items suppliable at present. If you are interested in any of the items, please just let us know. We’ll give you our lowest quotations and try our best to comply with your requirements. Our customers are always satisfied with our products and the after-sale service. And we are confident that you will be satisfied too, after we do business together.Our bankers are the Bank of Tokyo, Japan. They can provide you with information about our credit standing. We are looking forward to your early reply.
商务英语函电(第二版)Chap (4)
Sample Letter 1: An importer writes to an exporter
Dear Sirs, We have obtained your address from the Chamber of Commerce in London and are now writing you for the establishment of business relations. We are very well connected with all the major dealers here of bicycles, and feel sure that we can sell large quantities of bicycles to Chinese consumers if we could get your offers at competitive prices.
2. 表示对对方建立业务关系意愿的兴趣；[show your interest in their wish of establishing business relations] Your wish of establishing business relations coincides with ours. (你们建立业务关系的愿望和我们不谋而 合) This is also our desire. (这也是我们的愿望) We shall be very glad to enter into business relations with you. (我们将非常高兴与你们建立业务关系) 3. 表示进一步采取的行动。[Express further action] We are sending you our catalog and pricelist…(我们 给你方寄去我们的目录和价格表) We shall be glad to have your specific enquiry. (我们 将很高兴得到你方的具体询价)
国际商务函电：Chapter 1
2.6 Considerateness
Considerateness means you should be considerate of your reader. Considerateness emphasizes You-attitude rather than We-attitude. Compare the following sentences:
the importance of business letter writing; the principles of effective business letter writing; how to use appropriate styles and tones in business letter writing; how to write good-news letters and bad-news letters.
2.2 Concreteness
Concreteness means being specific, definite and vivid rather than vague, general and abstract. Compare the following sentences:
(1) Poor: Please send us your catalogues on tools. Better: Please send us your catalogues on hand tools. We are particularly interested in hand tools for use in gardening. Reason：A large company may have several catalogues concerning different kinds of tools and is not likely to send all of them.
chapter four商务函电
Chapter IV Offers and Counter-offersTeaching Objectives◆The difference between firm offer and non-firm offer◆Be familiar with the structure of Offers and Counter-offers letters◆Be able to make good use of words & expressions relatedWhat are the four steps before an exporter and an importer sign a contract?⏹Enquiry Offer Counter-offer AcceptanceWhat is an offer?⏹An offer is a promise to supply goods on the terms and conditions stated.⏹It is made either by a seller, called ‘selling offer’,or by a buyer, called ‘buying offer’or ‘bid’.Types of Offer⏹firm offer实盘: within a certain time-limit 受到报盘的一方在规定时间内回复才有效，同时在规定时间内，如果的到回复，报盘方必须按照所供应的报盘给以兑现，当然如果对方不满意，也可以提出交涉建议，报盘方可以考虑修改报盘⏹non-firm offer虚盘: be made without engagement 没有时间的限制，提供报盘一方也可以按照自己的意愿去修改报盘而不管对方是否接受报盘。
不具备法律效力。
1. Firm Offer⏹The offer is / will remain firm（valid, open, effective, available , good ）for two weeks/ until March 3.⏹This offer expires on August 8.⏹This offer must be withdrawn if not accepted within 3 days.⏹This offer is firm subject to your reply reaching here before …/ reaching us by …1) We offer you firm subject to reply by 5p.m. our time, Wednesday, 3 rd, Oct..2) We offer firm subject to 以。
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Chapter 8 Terms of payment 支付条款
Teaching objective --the instruments used in international trade. --special terms and expressions. --letter writing & translation skills.
商品
Content of Draft
✓ Date and place of issue 签发日期、地点 ✓ Name of Payee 收款人姓名 ✓ Currency and Amount 货币名称、金额数目 ✓ Name of Drawee/ Payer 受票人/付款人姓名 ✓ Drawer’s name signature 出票人姓名及签名
•Ⅰ Payment Instruments 支付工具
Learning Focus
➢ Draft 汇票
Definition Parties involved Content Types
➢ Promissory Note 本票 ➢ Check 支票
Definition Parties involved Types
Bill of Exchange Act,1882, 英国票据法 英美法系票据法的典型代表 Geneva Uniform Bill Act. 日内瓦统一票据法 大陆法系票据法的代表
（2）International Practices concerning Settlement:
Uniform Rules for Collection, ICC Publication No.522 托收统一规则 简称 URC522
Draft drawn among traders/companies. It is the mostly used instrument in world trade.
Drawee/ Payer 受票人/付款人
Types of Draft
2. According to whether or not commercial documents are attached a. Clean Bill （光票）
汇票是出票人签署的无条件执行的书面命令，要求 第二方即受票人/付款人立即或在未来某一特定时间内 以法定货币付款给第三方即收款人。
Parties Involved
DRAWER
DRAFT/ ORDER
DRAWEE / PAYER
a. 出票人 (usu. Exporter or Exporter's bank)
BUSINESS ENGLISH CORRESPONDENCE Ⅱ
商务英语函电 Ⅱ
2015 – Negotiation of a Contract (inquiry, offer, counter-offer, acceptance, contract)
2016 - Execution of a contract (payment, shipment, packing, insurance, dispute and claim)
THIRTY-SIX THOUSAND ONLY value received. Payee 收款人
To: J & H Company
For: China Machinery & Equipment
85 Malya Road
Import & Export Corp.,S.B.
New YorkБайду номын сангаас U.S.A
* Acts of Draft 票据行为
Definition of Draft
Draft 汇票 is an unconditional written order signed by one party (drawer 出票人) requiring a second party (drawee 受票人/ payer 付款人) to make payment in lawful money immediately or at the determinable future time to the third party ( payee 收款人) .
New York
Paris
美国公司A
现金 法国公司B
商品
商品
现金
美国公司D
现金
法国公司C
商品
1. 法__国__B_ 公司开立一张汇票，收款人是 _法__国_公__司__C__ 付款人是 美__国__公__司__A_。 汇票开立后，B将汇票交给 C. B将其对A的债权转让给C，委托A对C直接支付来解决 其对C该履行的债务。以此解决B与A,A与C之间的债 权债务关系.
(Signed)
Drawee 受票人
Drawer 出票人
Bill of Exchange / Draft
信用证开证行名称 信用证号码
开证日期
汇票号码 付款期限
小写货币金额
收款人
大写货币金额
出票日期、地点
付款人名址
出票人名址及签章
Types of Draft
1. According to the identity of drawer/drawee a. Banker’s Draft （银行汇票） b. Commercial Draft （商业汇票）
paid without the presentation of any other documents attached . A banker's draft is usually clean. b. Documentary Bill （跟单汇票：国际贸易中使用 最广泛）
can be paid only when certain other documents, e.g. shipping documents have been attached to and presented together with the draft. Commercial drafts are usually documentary.
Types of Draft
3. According to the time of payment
a. Sight/Demand Draft （即期汇票） Payment is to be made at the sight of the draft.
b. Time/Usance/Term Draft （远期汇票） Payment is to be made in a specified number of days
Uniform Customs and Practice for Commercial Documentary Credits, 1993 Revision, ICC Publication No.500 跟单信用证统一惯例 简称UCP500
2007 UCP600
Banking network Commercial banks have the following net works --correspondent bank or correspondents 代理行 或业务往来行 -- branch& sub-branch ( also called "sister bank") 分行和支行
Shanghai, May25,2007
At 30 days sight of this FIRST of Exchange（Second of the same tenor and date being unpaid）pay to the order of Bank of China
Shanghai Branch the sum of U.S. dollars TWO HUNDRED AND
2. According to whether or not commercial documents are attached
a. Clean Bill （光票） b. Documentary Bill （跟单汇票） 3. According to the time of payment a. Sight/Demand Draft （即期汇票） b. Time/Usance/Term Draft （远期汇票）
after sight, or after the date of issue or acceptance, or at a fixed future time.
Sentence Translation
we propose to pay by Bill of Exchange at 30 days, documents against acceptance. Please confirm if it is acceptable to you.
International settlement 国际结算
-- international payments and settlements are financial activities conducted among different countries in which either payments are effected or funds are transferred from one country to another for the purpose of settling accounts, debts, claims, etc.
Types of international settlement. usually is divided into three broad categories: ---remittance ---collection ---letter of credit.
International customs and practices (1) International Practices concerning Bills 票据: