外经贸英语函电

Unit 1 Establishment of business relations
1.to establish business relation with sb:
(1)We are glad to learn that you wish to enterinto trade relations with us.
(2)We want to establish direct business relations with you.
enter into 开始enter into an agreement达成协议business 开始经商a contract with a firm同一家公司订立合同
ⅰ.business relations
trade relations ｝业务关系
trading relations
2.advise sb.of sth.=inform or notify sb:
Please advise us of the dispatch of the goods,when the goods are dispatched.
①advise us of your name and address
②to owe your name and address
③to be indebted to…for your name and address
④to come to know the name and address of
⑤to have obtained your name and address from
⑥to have noted your name and address
⑦to be recommended to sb. by
⑧on the recommentation of
“承蒙告知贵公司的地址”一般用于一封信的开头
3.scope:范围
1)line with the scope of our business activities
2)be within(fall within ,come under)the scope of our trade activities
3)be within (line within ,or fall within)our business scope(sphere)etc.
4)range and scope :
Range常用词，指某人感知力，理解力的范围、程度或事物的力量、能力、可能性的大小。

The new liquid crystals feature wide working temperature ranges,low voltage operation and high reliability.
Scope一定限度的，但在界限之内可以自由选择的活动范围。

Would you tell us the scope of your research work?
4.airmailing you separately a copy of …另邮
5.sth.be of interest to sb: The new type of computer is of great interest to our students.
6.make/send/give/cable/submit a quotation for sth:
ⅰ.向sb.报某商品价，用for :Please make us your lowest
quotation for Men’s s hirts.
ⅱ.买方提及，卖方报价时，用of:Your quotation of Men’s leather shoes is too high to be acceptable.
7.inquiry(enquiry)询问、询价、调查:
make an inquiry of sb.
make an inquiry about sth.询问某种商品的价格…………………into sth.调查sth.
inquiry-office问事处
inquiry-desk问询台
inquiry note=inquiry sheet询价单
on(upon) receipt of :On receipt of the news , he left.
8.line :Our line is porcelain./We have been in the textile line for many years./This is a good line of bicycles.
9.standing地位；情况
ⅰ.What is their financial standing?
credit（贷款、信用金、信用状）standing信誉情况financial standing 资金情况
ⅱ.固定的；长期的:(standing credit定额贷款、standing offer长期有效的发盘、standing order长期订单、standing cost 长期成本；固定成本、standing director 常务董事)
10.be of service (to sb.):be useful or helpful
Can I be of service to you in organizing the trip?
11.promotion:（advertising or other activity intended to Increase the sales of a product）She is responsible for sales promotion.
12.enclose v随函附上：
(ⅰ).enclose with(herewith) or in
We enclose a copy of our latest catalogue for your reference.
Reference is made to our pricelist enclosed in our letter of May 18.
(ⅱ).enclosed作表语时，常倒装置于句首
Enclosed is the duplication of our countersigned sales contract.
(ⅲ).enclosed 作宾补，也倒装置于句首或置于谓语后Enclosed please find a copy of our pricelist.
Please find enclosed a copy of our pricelist.
(ⅳ).enclosed可用作名词，前面加the
We believe you will find the enclosed interesting. (ⅴ).enclosure n 附件
We are in receipt of your letter of May 18 with enclosure.
13.attach to(hereto);attch随…附上;封入:
The brochure attached will give you details of the varied service we can render.
14.(1)grant sth.to sb.:give sth.formally or legally These lands were granted to our family in perpetuity. She was granted a pension.
(2)upon sb: (of a time in the future) rapidly approaching
Christmas is almost upon us again.
(3)shop around(为买东西)从一家商店转到另一家商店
He shopped around for quite a while before he found a camera to his liking.
(4)go along去;前往:
As everybody was going , I decided to go along.
Unit 2 Inquiries and replies
1.①quote v 报价;quotation 报价;价格
quote sb. a price for sth./quote a price/quote sb. a price/quote sb. for sth.
Please quote us your lowest price for walnuts.
We shall be pleased if you will give us a reasonable quotation for color TV sets.
•②sundries: various (esp.small) items not separately named:My expense claim includes $15 for sundries. •④requirement=demand:
•In large (good , heavy )demand for
•In regular demand for
•In small demand for
•In brisk demand for
•We demand immediate delivery.
•The buyer demands of the sellers to ship the •Goods within a month.
•We are sorry to be unable to meet your demands 2.②refer:
•ⅰ.转交
•The matter was referred to our branch for attention. •ⅱ.某人为某事联系某人
•As to our credit standing , you may refer to the •Bank of China.
•You may refer to the Bank of China for today’s •exchange rate.
•ⅲ.提到;提及
•When I said some people are stupid, I wasn’t referring to you.
•③learn vi.获悉;得知
•We are glad to learn from your letter of June 18 •that you have booked our order.
•⑤at a price以(相当)高的价格:Fresh strawberries are now available----at a price.
•at any price不惜任何代价:The people wanted peace at any price.
•cheap at the price物有所值:You are surely not asking $40 for this book?
•Yes, it’s cheap at the price.
•⑦owe v ：
•ⅰ….to 应该把….归功于…
•He owes his success to the open policy.
•to owe your name and address to…
•承蒙…告知贵公司的行名和地址
•We owe your name and address to the Chamber of Commerce in your city.
•ⅱ.owing to由于;因为
•Owing to heavy demand , we cannot entertain your counter offer.
•Owing to your delay in opening the relative L/C, we could not make shipment as prescribed in the
contact.
•⑧place a large order with sb.for sth.
•Place a substantial order with sb.for sth.
•If your price is reasonable , we may place a large order with you.
• 3.①ask about问;询问
•Ask (him) about the ring you lost---he may found it. •②regard s 致意;问候：with kind regards, •Yours sincerely.谨此致意,…敬上
• 6.①substitute for ：The manager was unable to attend but sent his deputy as a substitute.
•②appreciate v 感激；感谢；理解：
•to appreciate one’s efforts in doing sth
•sb.will appreciate it if …
•We shall hope you will appreciate our position. •We shall appreciate it if you will send us a catalogue and pricelist by air immediately.
•Your prompt reply will be highly appreciated. •We shall highly appreciated your prompt reply.
•③We’ll try our best to find a market for your new products.
•There is a good market for our T-shirts.
•7.①i nform v ：Please inform us of the name of steamer and date of shipment.
•②addition to sth: (person or thing added or joined) •They’ve just had an addition to the family.
•Ann will be a very useful addition to our team.
•③fit in (with sb /sth):He’s never done this type of work before;I’m not sure how he’ll fit in (with the other employees).
•Do these plans fit in with your arrangements? •Unit 3 Offers and Counter Offers
• 3.offer:
•①报盘(包括货名、数量、规格、价格、船期、有效期等，通常和for, of，on连用）
•Please make us an offer CIF London for 20 metric tons groundnuts.
•The offer is firm (valid, good, open , for effective, enforce) for two weeks.
• A Japanese seller has made us an offer at $120 per metric ton.
•②v :If you can offer, please telex us.
•At present, we cannot offer more than 1000 short tons.
•③firm offer:受盘人在有效期内表示完全同意，交易立即达成的报盘。

表示有效期的方法如：•We offer you firm subject to reply by 5 p.m. our time ,Wednesday,3rd Oct.
•We offer you firm subject to reply here within •one week from today.
•④non-firm offer:
•发盘人没有肯定的订立合同的意旨，例如反映在发盘内容不明确（not clear), 或者主要条件不完备(not complete)，或者不是最后的（not final), •这种发盘对发盘人无约束力（without engagement).
•We are ready to sell A…
•We offer A, shipment July, CIF London sterling 500 per metric ton.
•We offer…subject to our final confirmation.
•We make you an offer subject to the goods being unsold.
•We submit you this offer subject to prior sale.
•We offer you subject to change without notice.
•⑤与offer连用的动词有：send, give , make, cable, telex, forward等。

to accept offer接受报盘/to
confirm offer确认报盘/ to decline offer拒绝报盘/ to entertain offer考虑报盘/to extend offer延长报盘/ to withdraw( cancel) offer撤回报盘/ to renew offer恢复报盘/to reinstate offer恢复报盘（恢复过期较久如十天前的报盘时）/combined offer搭配报盘/lump offer综合报盘；复合报盘/ package offer 一揽子报盘
•⑥offer and quote:Offer是包括价格在内的各种交易条件，而quote意为“报价”，只涉及价格。

•The new crop is quoted on the Cotton Exchange at $30 per ton.
•In case of offer, please quote us your lowest price in US dollars.
•4.①cut (ⅰ).n :decrease the expense:a cut in prices/ • a cut in wages
•(ⅱ)v :decrease:to cut prices
•②reach: achieve (sth); attain
•We can never reach perfection.
• 5.①a large quantity大量/additional quantity追加数量/average quantity平均数量/considerable quantity大量/large quantity大量/substantial quantity大量/corresponding quantity相应数量
•entire quantity整个数量/equal quantity同等数量/extra quantity额外数量/further quantity更多数量/maximum quantity最大量/reasonable quantity相当数量/shipment quantity够装运的数量/small quantity 小数量
•②quality：average quality/above the quality /below the quality/ bad quality劣质/best quality最好的质量/better quality 较好的质量/fair quality尚好的质量/fair average quality大路货/fine quality优质/ good quality好质量/high quality高质量/ low quality低质/ poor quality次质/popular quality大众化质量/prime quality第一流质量/standard quality 标准质量/superior quality优等质量/usual quality 通常质量
•④share in sth: (have a share in sth; participate in sth)I will share (in) the cost with you.
•She shares (in) my troubles as well as my joys.
• 6.Request v&n:at one’s request: at the request of 应某人请求/by request依照请求/on request一经要求就…;承索即寄
•in request需要:
•We request your prompt attention to this matter.
•We request that you should carefully consider our proposal.
•At your request, we gave you an estimate of approximate requirements for next year.
•We gave your representative , by request, a copy of our latest catalogue.
•Unit 4
• 1.①ⅰ.place an order with sb for sth
•place a large order with sb for sth
•place a substantial order with sb for sth
•If your price is reasonable ,we may place a large order with you.
•As your women’s dress are of high quality and prices are reasonable , we’ll place a substantial order with you.
•ⅱ.trial order:We shall buy a small lot of your ball-gearings and put them to trial.
•We suggest your placing a trial order to see how it goes.
• 4.only too (with an adj. or p.p.): very
•I shall be only too pleased to get home.
• 6. ①duplicate v&n :We have some stock left, and
shall be able to meet your requirements if you wish to duplicate your last order.
•②somewhat adv:The patient is somewhat better./ •I’m somewhat tired of this work.
•③s ales confirmation
•④countersign v /countersignature n:
•We have duly in time countersigned the contract and are returning one copy for your file.
•This is our S/C No. 007. If you find the contents there in agreeable, please countersign and return one copy for our records.
•⑤turn out to one’s entire satisfaction/to the satisfaction of sb.:
•We trust the shipment will turn out to your entire satisfaction.
7.写订货信时典型的句型：
• a. We have pleasure in sending you an order for Cosmetics.
b. We want the goods to be of exactly the same quality as that of those you previously supplied us.
c. Please supply ... in accordance with the detail in our order No..
d. This is a trial order. Please send us 50 sets only so that we may tap the market. If successful, we will give you large orders in the futur
e.
e. This order must be filled within five weeks, otherwise we will have to cancel the order.
f. We hope our products will satisfy you and that you will let us have the chance of serving you again. •Unit 5
• 2.①make n:/Chinese makes/other makes/of first-class make/
•Much to our regret that we are not in a position to offer you as a result, you may purchase other makes. •②deem: consider; regard
•He deemed that it was his duty to help.
•I deem it a great honor to be invited to address you. • 5. ①assure sb of sth:We assure you of our close cooperation.
•assure sb.that:We assure you that we will do our utmost to cooperation with you.
•be assured of :You may rest assured of our close cooperation.
•rest assured that
•Unit 6
• 1.①draft n :
•ⅰ.written order to a bank to payment to sb./a draft on an American bank
•ⅱ.payment of money by means of such an order/draft at sight; sight draft/bank draft/ clean draft
•Your draft of 18th October has been accepted and will be given our protection.
•We believe you will pay our draft on presentation. •②make an exception:You must all be here at 8 am;
I can make no exception.
•③amount n&v:We have pleasure in sending you herewith our invoice to the amount of $1000. •We can assure you that these increase in price will not amount to an average of more than 5%.
•⑤draw on sb.:If you are really in need of money , you can draw on Mr. Zhang for help.
•⑥in payment of 付某种费用的款,如发票,费用,佣金等;in payment for付某种实物的款,如广告,商品,样品等:We enclose a check for US $3000 in payment of all commissions due to you up to date.
•We have received your check for US $3000 in payment for the samples we sent you last month. • 2.③to date(so far ; up to now):
•To date ,we have not received any replies.
•This is the biggest donation we’ve had to date. •up to date
•④see to it that(make sure that):
•See to it that you’re ready on time.
• 3. ①in connection with sb/sth:I’m writing to you in connection with your job application.
•②in one’s favor( to the advantage of sb):
•The exchange rate is in our favor today.
•The court decided in his favor.
•③arrangement:We believe such an arrangement will conduce to the development of our business.•We have reached an arrangement with them.
• 4. ①discrepancy:(difference; failure to agree •discrepancy between A and B):There were many discrepancy between the two versions of the affair. • 6. ①take the opportunity of doing/to do sth:•Let me take this opportunity to say a few words. •We took the opportunity of visiting the palace.
•②further :Have you any further question? •There is nothing further to be said.
•③settle accounts with:Adam used to settle accounts with the grocer at the end of each month. •④ignore:I said hello to her , but she ignored me completely.
•7.but:(ⅰ)could not but :It was a rash thing to do, yet one cannot but admire her courage.
•I could not but admire that he was right and I was wrong.
•(ⅱ)用于否定词nobody,none, nowhere等和疑问词who where之后，以及all everyone, anyone等之后。

•The problem is anything but easy.
•Nobody but you could be so selfish.
•②leave: Leave the door open,please.
•Don’t leave her waiting outside in the rain.
•④in one’s /sb’s hands
•The affair is no longer in my hands.
•Put the matter in the hands of a solicitor.
•8.①in the circumstances/such being the case/under the circumstances ②on one’s own account:
He bought the watch on his own accounts, not for his brother.
•Unit 8
• 1.投保；办理保险的表达法：to arrange insurance …on the against …risk for 110% of invoice value with the insurer与保险商就…货物按发票金额的110%投保…险
• 2.Please insure against all risks.投保一切险。

•Please insure FPA.投保平安险。

•We have insured the goods WPA.投保水渍险。

•We noted that you wish to insure shipment to you for 10% above invoice value,which is having our due attention.
•已注意你方愿意按发票金额加10%投保，正在洽办中。

•We shall cover TPND on your order.
•已为你方所订货物投保偷窃提货不着险。

•W. P.A. plus Risk of Breakage suit your consige-ment.你方货物适合投保水渍险和破碎险。

•We prefer selling on CIF basis but for this transaction we would like you to effect insurance
on your side.
•我们喜欢按CIF价卖货，但对这笔交易我们希望由你方在你处投保。

•3).FPA(free from particular average)平安险/WPA(with particular average)水渍险/All Risks综合险；一切险
•4).draw v 开出（汇票）:draw (a draft ) on sb.for /against…向…开汇票索取…
• a.We have drawn a clean draft on you for the balance of $500.
• b.We have drawn on you clean (draft ) for the balance of $500.
• c.We will draw on you for the expenses.
• d. We cannot agree to draw at 30 days D/A.
• e.We’ll draw D/P against your purchase.
• 3.(T.P.N.D) theft,pilferage and non-delivery risks 偷窃提货不着险
•Fresh and/or rain water damage risks淡水雨淋险•Shortage risk/risk of shortage:短量险•intermixture and contamination risks 混杂玷污险•leakage risks 渗漏险/clash and breakage risks 碰撞破碎险/taint of odor risks 串味险/sweating and
heating risks 受潮受热险/hook damage risks 钩损险/rust risk 绣损险/ breakage of packing risk 包装破损险/war risk战争险/partial loss 部分损失/ particular average 单独海损/general average 共同海损/total loss 全部损失/actual total loss 实际全损/constructive total loss 推算全损
• 4.(1)for one’s account /for the account of /to be born by/to be responsible由…支付:
•The extra freight is to be for buyer’s account. •We bought the goods for the account of our branch office.
•As a rule, the extra premium involved will be for buyer’s account.
•(2)cover v&n 保险/coverage承保范围；险别总称/insurance coverage 保险范围/(to cover insurance •to hold sth covered)办理保险/(degree/extent of cover 保险范围)：We have arranged the necessary insurance cover. •Insurance is to be covered by the buyers.
•W.P.A. coverage is too narrow for a shipment of this nature.
•Please extend the coverages to include TPND.
•Do you cover risks other than W.P.A and War Risk? •For FOB and C&sales, insurance is to be covered by buyers.。