外贸英语函电第七章
(完整word版)外贸函电Unit7-9
Unit 7A contract is a legally binding agreement between two or more parties which starts with an offer from one person but which does not become a contract until the other party signifies an unequivocal willingness to accept the terms of that offer.Order is a commercial document used to request someone to supply something in return for payment and providing specifications and quantities. Order letters create one half of a contract。
A good letter ordering an item or service should be accurate and complete。
1。
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 an order for 1,000 Sewing Machines. Enclose is our Sales Confirmation No。
346 in duplicate, one copy of which please sign and return to us for our file。
2。
我已接受你方85号订单订购货号1002号印花布十万码。
《外贸函电》unit7 contract
UNIT 7 CONTRACTI.Teaching Aims and Requirements1. Help students to write a business letter to confirm the deal2. Help students to learn additional sentence patterns about theconfirming letterII. Contents1. Learn the difference betweenthe contract and confirmation2.Principle of a business letter about confirming the order3.Additional sentence patterns about insuranceIII. Focus on and Difficulties1. Key words, phrases and sentence patterns2. The structure of the letter about the contractIV. Teaching steps1. Review the key points of ORDER2. Study the detail of the letter3..Structure of the bodyV. PractingF ill in the contract from with information gathered from the following correspondence:(1)Incoming LetterJuly 28, 2009Sunny Trading Company Limited,Guangzhou, ChinaDear Sirs,One of our clients in Hamburg is in the market for a parcel of 3000 dozen of Ladies’ Blouses. We would therefore ask you to make us an offer based on CIF Hamburg including our commission of 2%.We shall appreciate it if you will arrange for shipment to be made as early as possible by direct steamer for Hamburg.As usual, our sight irrevocable L/C will be opened in your favor 30 days before the time of shipment.Your faithfully,ABC TRADING CO. LTD(2)Outgoing LetterAugust 2, 2009ABC Trading Co. LtdHamburg, GermanyThank you for your letter of July 28 inquiring for 3000 dozen Ladies’Blouses.We take a pleasure in making you an offer as followings, subject to your acceptance reaching here not later than August 18: 3000 dozen of Art. No. 108 Ladies’Blouses in pink, blue and yellow colors, equally assorted, with the size assortment of S/3, M/6, and L/3 per dozen, packed in cartons, at U S＄26.00 per dozen CIFC2% Hamburg, for shipment from any China’s port in October.Please note that, since there is no direct steamer available for Hamburg in October, we find it only possible to ship the parcel with transshipment at Tokyo.We look forward to your early reply.Yours faithfully,SUNNY TRADING COMPANY LIMITED(3)Incoming letterAugust 9, 2009Sunny Trading Company LimitedGuangzhou, ChinaThank you for your letter of August 2 offering us 3000 dozen of Ladies’Blouses at U S＄26.00 per dozen CIFC2% Hamburg.We are glad to have been able to persuade our client to accept your price, though they found it a bit on the high side. We are now arranging with our bank for the relevant L/C.When making shipment, kindly see to it that insurance is to be effected against ALL Risks and War risk for 110% of the invoice value. As to the shipping mark, we will let you know soon.Yours faithfullyABC TRADING CO. LTDSales ContractNo. 01-115 Seller s:____________________________________________________ _____________Buyers:_____________________________________________________ __________________This contract is made by and between the Buyers and Sellers, wherebythe Buyers agree to buy and the Sellers agree to sell the under mentioned commodity according to the terms and conditions stipulated below: Commodity:_________________________________________________ ___________________Specificiation:_______________________________________________ ____________________Quantity:___________________________________________________ ____________________Unitprice :______________________________________________________ _______________TotalValue:______________________________________________________ ______________Packing:____________________________________________________ ____________________ShippingMark:______________________________________________________ ____________Insurance:__________________________________________________ ____________________Time ofShipment:___________________________________________________ ____________Port of Shipment:___________________________________________________ ____________Port of Destination:_________________________________________________ ______________Terms of Payment:___________________________________________________ ____________。
外贸英语函电第七章 PACKING AND SHIPMENT
7.1 Letters about Packing
2. gross adj. 总的，毛重的 gross domestic product 国内生产总值 The company earned gross profit of over US $5 000 000 last year. 该公司去年总共获利在500万美元以上。
7.1 Letters about Packing
Your present letter seems to contradict the previous one. Please clarify. 你方目前这封信与前一封信似乎相互矛盾， 请澄清.
7.1 Letters about Packing
7.1 Letters about Packing
7.1.1 Sample Letters of Discussing Terms of Packing（磋商包装条款的函电范例） Sample Letter 1 Notes: 1. clarify v. 澄清 The above clarifies our view on this matter. 以上所述澄清了我方对此事的看法。
8. for the sake of 因……的缘故，为了……的 好处 Never do wrong for the sake of money. 绝不要为了金钱而做坏事。 For the sake of safety, you must keep all medicines away from children. 为了安全，要把所有的药都放在孩子们拿 不到的地方。
7.1 Letters about Packing
外贸函电与单证第7章
accordance
The stipulations in your L/C should be in accordance with those in the contract. The quality of the goods shall be in s t r i c t accordance with that of the sample According to usual practice. Please accord this matter your immediate attention.
Some useful sentences
When do I have to open the l e t t e r of credit? 顺便问一句，您几时开立信用证呢？ When can you arrange for a credit under the new import license? 按照新的进口许可证规定，你方什么时候能开出一张信用证？ Please open l e t t e r of credit in good time. 请及时开出信用证。 We"ll open the l e t t e r of credit at s i g h t . 我们会按时开证的。 I agree to use l e t t e r of credit at s i g h t . 我同意用即期信用证付款。 Our l e t t e r of credit w i l l be opened early March. 我们在3月初开出信用证。 We"ll open the credit one month before shipment. 我们在装船前1个月开立信用证。
unit 7外贸函电
5)as a special accommodation作为特殊照顾 As a special accommodation, we agree to your proposal and accept payment by D/P at sight, but this should not be regarded as a precedent. 作为特殊照顾，我们同意你方建议接受即期付款交 单，但是这不应视为先例。 In order to pave the way for your pushing the sale for our products in your market, we agree to payment for this transaction under D/A teL/C
1)to extend…to… Please extend by cable the shipment date and the validity of your L/C to 15 May and 1 June respectively, thus enabling us to effect shipment of the goods.
Amendment to the L/C
Found discrepancy and point out Asking for Amendment Wish early reply
Asking for extension of L/C
The stated valid Ask for extension of L/C The reasons of asking for extension of L/C Wish to be accepted Wish early reply
函电Chapter 7 packing
Exercise E
1. 纸箱 ___ cardboard cartons 2. 修改包装指令 ____ modify the packing requirements 3. 木箱 ____ wooden boxes 4. 符合要求 _____ meet these specifications 5. 包装条款 ___ the packing clause 6. 包装不妥 _____ improper packing 7. 金属把手 ___ metal handle 8. 用胶带密封 _____ sealed with adhesive tape 9. 双层麻袋 ____ double gunny bag 10.五层纸袋 _____5-ply paper 11. seaworthy packing ____适合海运的包装 12. otherwise instructed _____另行通知 13. trade dispute _____贸易争端 14.the usual practice______惯例
1）drum 2) barrel 3) carboy ４）bottle 5) chest 6) sack 7)case 8) bundle 9) roll/ coil 10) crate 11) bale
Exercise B
ABC in a diamond 菱形内ABC triangle 三角形 downward triangle 倒三角形 rectangle 长方形 square 正方形 parallelogram 平行四边形 hexagon 正六角形 cross 十字形 circle 圆形 oval 椭圆形 star 星形 heart 心形 three-diamond 三菱形
外贸英语函电第七章
We make you the following offer, subject to your reply reaching here within 3 days (by 5 p.m. March 21 our time). 我方作出如下报盘，以贵方3日内复到为有效（我方时间3月 21日下午5时前）
判断下面函电是虚盘还是实盘：
Dear Sirs, Re: Hog Casings We are in receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demands for captioned goods in Tokyo. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Commodity: Salted Hog Casings Specification (cm.): 28/30 30/32 32/34 34/36 36/38 38/up Quantity (Barrel): 1 2 7 10 10 20 Price: US$__________CIF% Tokyo Shipment: September/October, 1997 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Certificate: certificate of quality to be issued by the China Commodity Inspection Bureau, certificate of origin to be issued by the China Council for the Promotion of International Trade. We trust the above will be acceptable to you and await with keen interest your trial order.
Unit+7外贸函电
Letter-7(2) (Sales promotion )
We are pleased to send you with this letter a copy of our current pricelist for canned mushroom in different variety and flavors. Our canned mushroom has a strong appeal for customers and is universally acknowledged. We are confident that a trial order would convince you that, at the quoted prices, the goods we are offering are of superior quality and excellent value for money.
最近，在广交会食品土畜展厅的食品罐头引起了参 展商的极大兴趣。美味的蘑菇罐头吸引了无数的询盘和 订单。
Our canned mushroom is preferred for the following: Good taste Special flavor catering for customers’ need Nutritious Great variety and with nutritional value Prices Superb quality with prices much lower than those from other sources
我们4月23号寄给您的关于地毯的报价和样品，相信您 对报价和样品的质量、款式已经仔细研究过了。遗憾 的是，我们至今没有收到您的订单。
外贸英语函电Unit 7 A Sales Contract
• 5、 Insurance: In international trade, insurance is essential. It should be indicated in the contract whether the seller or the buyer covers insurance on the goods;
• 2、Date of shipment and destination port: The goods must be shipped before or on the stipulated date of shipment and must arrive at the stipulated destination port;
合同内容
• 合同号码、买卖双方的名称和地址、货物 品名、规格、数量、单价、总值、包装、 唛头、装运港、目的港、支付条件、签约 地点和日期等。
An import and export contract contains the following terms and conditions:
• 1、The name of the commodity and specifications, the quantity and packing;
• 商品的名称按要求填写即可，如台布（table cloth）、红茶（black tea）和混纺毛毯（woolen mixed blanket）等。
• 规格是反映商品品质的，它包括尺寸、色彩搭配、 包装规格、型号、货号，甚至商标牌号等，如 “听装，每听250克”（in cans of 250 grams）， “颜色蓝，黄均衡搭配”（blue and yellow equally assorted）等。
外贸英语函电教程课件Unit7Packaging
Activity 1 Understanding packaging
I. Packaging ensures the safety of the goods. Match risks
during the transportation in the left column with the measures that can be taken to prevent risks in the right column.
Risks 1. The importer gets the wrong goods. 2. The carton falls down and gets broken. 3. The carton is damaged because of the impact from each other. 4. The goods suffer moisture damage. 5. Ceramic goods are broken.
A
B
C
Activity 2 Describing packaging
I. Look at the ten pictures of packaging materials below. Read the packaging descriptions for eight different products. Select the packaging materials for each kind of the product and write down the picture numbers.
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Activity 2 Describing packaging
Product
Packaging details
Unit 7 A Sales Confirmation《外贸英语函电》PPT课件
7.Arbitration：In case no settlement can be reached through
negotiation，dispute may be submitted to arbitration.
8.Shipping documents required.
Buyers.
7.Port of Shipment：Guangzhou
8.Port of Destination：Singapore
9.Time of Shipment：During December allowing partial shipments and
transshipment Nhomakorabea Text C
talks and then clearly stated in the contract.
Text B
Sales Confirmation
Sellers：China National Native Produce & Animal By⁃Products Import & Export
Corporation，Shandong Branch.
Buyers：Smith & Sons Co.Ltd.
This Sales Contract is made by and between the Sellers and Buyers whereby
the Sellers agree to sell and the Buyers agree to buy the under⁃mentioned
latter’s certificate，are to be taken as final.
外贸英语函电unit 7 payment
Words and phrases commonly used in foreign trade:
• Draft
• Written order for payment of money
– We will draw a sight draft on you for a sum of US$5,000.
• Payment in advance 预付货款 • International remittance 国际汇兑 • International collection 托收 • D/P 付款交单 Documents against Payment • D/A 承兑交单 Documents against
Endorse
• 1. Approve, support a claim, statement, etc.
– No one will endorse such an absurd statement.
• 2. Write one’s name on the back of a cheque/ check/ note, etc.
present
• 1. Giving or delivering
– For a time bill, the drawee is required to accept the bill when the bill is presented to him and made the payment at the maturity of the bill.
– I think it’s time to sit round the negotiating table and discuss our differences.
• 2. A third party buys on discount the draft drawn by the seller
外贸英语函电课件 unit seven
3
Letter 3. Seller’s Counter-Counter Offer (卖方反 还盘) 见P97 Letter 4. Seller’s Counter-Counter Offer (卖方反 还盘) 见P97
2018年6月10日
外贸英语函电
4
Letter 5. The Buyer’s Counter-Offer and Request of the Reduction of the Price (买方还盘 要求减价) 见P98
Letter 6. The Seller’s Counter-Counter-Offer and Consultation to the Price with the Buyer (卖 方与买方进一步磋商价格) 见P98-95
Unit Seven
Counter-Offers and Counter-Counter Offers 还盘与反还盘
2018年6月10日
外贸英语函电
1
Brief Introduction（业务简介）
在收到实盘或虚盘之后，受盘人不会不假思索地、 无条件地接受，除非这一报盘相当合理，或者对 于他来说十分满意。 通常，受盘人往往对报盘及市场情况进行仔细分 析与研究，表明对某些内容，如价格、包装、装 运等不同意，建议发盘人修改报盘中的某些条款， 并且向发盘人陈述自己的条款，我们称这一过程 为还盘。 一笔买卖的最终达成，经常经过一系列的还盘与 反还盘。
2018年6月10日 外贸英语函电 2
Specimen Letters（信函样例）
Letter 1. Buyer’s Counter-Offer (买方还盘) 见P96
Letter 2. Buyer’s Counter-Offer (买方还盘) 见P96-97
外贸英语函电Unit 7-信用证支付
The conditions of shipment of 400 sets medical equipment are as per S/C Number 968; Transshipment is prohibited and partial shipments are permitted.
5
写作步骤
（3）
表达方式 We would be grateful if you would expedite the establishment of the L/C so that we can ship the order in time. (希望你方能立即开信用证，以便我方按时发货。)
Urging the buyer to rush We want to make it clear that the L/C should be opened in time, otherwise, it will cause us a great deal of the opening of difficulties. (请注意信用证应及时开立，否则将导致很多麻烦。) L/C Please open the relevant L/C in time to ensure the fulfillment of the order.(请及时开立有关信用证以保证订单的 执行。) In order to book the shipping space at an earlier date, please open the L/C immediately. (为便于及早租船定舱， 请尽快开证。)
外贸英语函电 第七章
4. regard v. 把…看作，把…认为（后接介词 as） e.g. We regard your market as one of promising markets in USA. 5. precedent n. 先例，惯例 set a precedent 开创先例 take sth. as a precedent 将某事当做先例 e.g. Our accommodation in this respect should not set a precedent for future transactions.
3. propose v. 提议，建议 proposal n. 提议 e.g. We regret that we cannot accept your proposal for changing in payment. 4. cash against document on arrival of the goods 货到 凭单付款 5. draw 开出（汇票） draw a draft on sb for an amount against sth draw on sb at sight for an amount against sth 根据…向某人开出金额为…的…汇票 e.g. We have drawn a sight draft on you against the document for the amount of invoice through the Bank of Asia.
• payment n. 支付，支付的款 payment in advance 预付货款 deferred payment 延期付款 cash payment 现金付款 in payment of 付某种费用的款，如发票、佣金等 in payment for 付某种具体实物的款，如广告、商品、样品等
《外贸英语函电》Unit 7-订单和执行订单ppt课件
1. Placing Orders
4)to confirm one’s order确认订单
很高兴对今早拍发的电报订单确认如下。 We are glad to confirm our cable order dispatched this morning as follows.
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1. Placing Orders
9
Letter 1
Placing an Order
2. with regard to =in regard to 关于某人或
某事 e.g. With regard to the terms of payment,
we prefer L/C at sight.
3. make up 制作，准备
10
Letter 2
be bound to do sth. 有法律责任，有义务做某事
3
When ordering, an order is needed. An order may be given by letters, fax, telegram message, etc.. Nowadays, the Internet even allow ordering online. However, the buyers usually use printed order forms and the sellers use printed acknowledgements so as to avoid misunderstanding.
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2. Reply to Orders
3)to be unable (not in a position) to accept one’s order 无法接受某人订单 We regret that we are unable (are not in a position) to accept your order because the goods you ordered are momentarily out of stock.
外贸函电Unit7
外贸函电Unit7Unit 7●Key Words & Expressions●accept acceptance confirmation of order sales contract purchase contractsales confirmation purchase confirmation sign signature counter-signature execution of a contract●Key Words & Expressions⊙Identifying the reference of your lette`r●We are in receipt of your letter of February 15, and are pleased to confirm havingaccepted you offer.●We are pleased to have booked your Order No.1234 for Jeans.●Key Words & Expressions●⊙Confirming / accepting offers (orders)●After long and friendly discussion now we have concluded the transaction of 3000 m/tsof walnut meat.●We have pleasure in confirming your order of April 20 for 500 dozen of T-shirts.Enclosed you will our S/C No.007 in duplicate, of which please countersign and return one copy for our file.●We agree to accept your offer of Oct.10.●We are pleased to place an order with you as the terms and conditions mentioned inyour firm offer.●Key Words & Expressions⊙.Ending● a. We appreciate your cooperation and hope that this transaction will pave the wayfor future dealings between us.● b. We trust this order will be the first of a series of deals between us.● c. We hope you will find our goods satisfactory and that we may have the pleasure ofreceiving your further orders.● d. If this initial order is executed satisfactorily, we shall be able to place repeat orderssoon.Letter 1●Dear Sirs,●Re: Silk Blouses●We have received your offer of February 24 and regret that our counteroffer wasrefused.●As we are in urgent need of the goods and anxious to conclude the business with you.We have made our every effort to persuade our client to accept your offer ￡45.00 per piece. Fortunately, our customer haschanged his mind and approached us again with an order for 3,000 dozen of the above goods on your terms ●We are very pleased to have been able to finalize this initial business with you afterprotracted exchange of correspondence, and look forward to having your sales contract.Upon receipt of it, we will open the relative L/C without delay.⼀项有效的接受⼀般具备以下条件：受盘⼈对⼀项实盘的完全接受发盘所规定的受盘⼈表⽰才有效受盘⼈在发盘的有效期内或合理的时间内表⽰接受才有效应由受盘⼈采⽤声明或做出其他⾏为的⽅式表⽰，并且这种表⽰传达给发盘⼈才开始有效Useful ExpressionsWe accept your firm offer.We have accepted your firm offer.We are accepting your offer.We accept your offer subject to December Shipment.1. turn down == refuse2. conclude v.== 达成conclude a deal of sth. with sb.很⾼兴经过长时间的磋商，我们终于达成了这笔5，000打衬衫的交易。
国际贸易商务函电英语版unit7
Classification/Contents Typical Expressions
4. Using order as a counter-offer or counter -offering an order or recommending suitable substitutes
A contract or a sales confirmation must contain all the particulars agreed upon during the course of negotiation, but the contract contains also such conventional clauses as inspection and claims, arbitration and force majeure, etc. In case of dispute, this is the only authentic document on which judgment is based. In a letter sending or making mention of a contract, the following contents should be included.
We thank you for your quotation of May 20, 2007 and now place an order with you for the following items. 谢谢贵方2007年5月20日的报价,现向贵方订购商品 如下:
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Points for attention Sentence pattern Specimen letter Letter-writing guide Exercises
Points for attention
(freight , insurance) d. An undertaking as to date of delivery or time of shipment e.The period for which an expression of hope that the
quotation will be acce较多。但遇到 下列情况之一，实盘立即失效：
1）受盘人在实盘有效期外表示接受，发盘人不受约 束。
2）受盘人对实盘中的一项明确表示拒绝或修改，该 项实盘立即失效。
3）一经受盘人作出还盘，原发盘也随之失效。
2. 虚盘(non-firm offer, offer without engagement)
也称不受约束的发价。即发盘人有保留地愿按照一定条件达成交 易的表示。虚盘不必有完整的内容，没有时限的规定，而且也不 明确不肯定，如参考价、数量视我供应可能、以我最后确认有效 (Subject to our final confirmation), 以我货未售出为准(subject to unsold),此发价……可按市价增减 (We offer…subject to market fluctuation)等。在日常的业务中，外寄的报价单、价目单及形式 发票等，一般都注明“仅供参考”或“以我方最后确认为准”。 这就排除了接盘人只要接受就可以成交的权限。虚盘对发盘人来 说，较为灵活，可以根据市场的变化，挑选成交时机和对手，以 取得有利的交易条件。但是，受盘人有时把它看成一般的业务联 系，而不利于达成交易。
判断下面函电是虚盘还是实盘：
Dear Sirs, Re: Hog Casings We are in receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demands for captioned goods in Tokyo. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Commodity: Salted Hog Casings Specification (cm.): 28/30 30/32 32/34 34/36 36/38 38/up Quantity (Barrel): 1 2 7 10 10 20 Price: US$__________CIF% Tokyo Shipment: September/October, 1997 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Certificate: certificate of quality to be issued by the China Commodity Inspection Bureau, certificate of origin to be issued by the China Council for the Promotion of International Trade. We trust the above will be acceptable to you and await with keen interest your trial order.
A satisfactory quotation will include the following: a. an expression of thanks for the enquiry b. details of prices, discounts and terms of payment c. A statement or clear indication of what the prices cover
When a buyer rejects a quotation or other offer, he should write and thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy.
1. 实盘(firm offer) 即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交 易的另一方（受盘人）有效接受，发盘人对其发盘的内容，在有效期内 不得随意变更或撤销，否则发盘人将承受违约的法律后果。实盘所列的 交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。 实盘的内容一般应有：货物正确的品名、详细的品质规格、清楚的包装 情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支 付条件。另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘 (firm offer or irrevocable).但即或有实盘或不可撤销字样，也不是构成实 盘的必要条件。如果具备构成实盘的上述必要条件，没有实盘字样也是 实盘。 另一个是发盘的有效期。根据各国法律规定和国际贸易惯例，实盘都有 有效期。有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的 可能性。在有效期内，发盘人有必须承担成交的义务，但是超过了有效 期，既或受盘人再行接受，发盘人有权拒绝成交。在规定具体的有效期 时，要根据不同的商品，在不同的市场、不同的地理位置以及节假日等 情况。明确规定此期限的起止日期和地点以免误解。