国际商务函电工作页——填制合同

第五部分：修改合同条款

背景：Mike收到了Lily 的销售确认书后，并没有立即回签。他对合同的条款又做了重新的审视，并结合该公司目前的情况和当地客户的要求，对合同的某些条款提出了修改意见。

学习目标：

1、知识目标：掌握撰写有关贸易术语、支付方式、包装、装运

和保险信函的写作框架、相关专业术语和典型句式；熟悉与外

商就合同条款进行磋商的常用英语口语句型。

2、能力目标：灵活运用写作技巧撰写有关贸易术语、支付方式、

包装、装运和保险的信函，并能熟练运用英语口语与外商进行

合同条款修改的磋商。

工作任务一：

目前美国远东贸易有限公司由于金融危机使企业在资金周转上出现了困难。因此Mike打电话给Lily，希望能够采用D/P at 60 days after sight 的付款方式。Lily 在与经理研究后认为，由于这是双方第一次合作，并且货值也比较大。目前外汇市场波动频繁，为了使双方的利益可以得到保障，因此坚持原来的支付方式，但是可以争取交货期提前至6月底。请你以Lily的名义打电话说服Mike接受你们的想法。

L:Hello ,this is Lily speaking ,May I speak to Mike

M:oh ,this is Mike,speaking

L:Mike,i'm Lily,two days ago,you called me,you said:

because of the financial crisis, your company in capital turnover appears difficult .So you want to use D / P at 60 days after sight payment

M:Yes ,right.I hope your company can agree with it.

L:Ok,I want to say sorry,we don't agree with it. The foreign exchange market is fluctuant and frequent, in order to make the interests of both

parties can be protected, so we adhere to the original payment.But since this is our first cooperation, and the value is relatively large, so we can strive to advance the time of delivery to the end of June,so i hope you can agree

M: You sure can strive to advance the time of delivery to the end of June L:Yes,sure ,we will

M: That would be fine. I agree with you

L:Thank you!Good bye

M:Bye-bye

思考：同学们，你们知道在国际贸易中常用的几种支付方式吗？这些支付方式经常在何种情况下使用呢？他们各自有哪些优缺点呢？

1 、信用证结算方式信

2、汇付和托收结算方式汇付和托收是国际贸易中常用的货款结算方式

3、银行保证函银行保证函

4、各种结算方式的结合使用

工作任务二：

Mike先生的客户要求产品在包装上要做一定的改动。因此，请你以Mike的名义写一封信。告知产品的包装需要每件夹克衫先用精美的纸盒包装，这样有利于

商场销售，然后再每30件装入一木箱。并且在木箱上刷上唛头——一个菱形标志，里面印有美国远东贸易有限公司的首字母，菱形的下面刷上目的港和生产国别。

Due to my customer requirements in the product packaging must have changed, so we hope you can help us. We hope that the product to be packed each jacket with exquisite packaging, so conducive to marketing, and then each of the 30 parts into a wooden box.

And in the box marked -- a diamond-shaped logo, which printed with the United States far east trade limited company initials, diamond under the brush on the port of destination and the production of the country.Our request is very high, you have caused trouble, I'm sorry, but thank you for the help

We trust you will give us an early reply

Yours faithfully

Mike

工作任务三：

Lily 收到Mike 的信函后，在与相关部门研究后认为 Mike 提出的要求可以做

到，只是认为外包装用木箱没有必要，纸箱比较轻便，便于搬运，而且纸箱的防

潮性比较好，价格低廉等优点。Lily 的公司与客户做交易，一直使用的是纸箱包

装，而且客户反映良好。请你以Lily 的名义给Mike 写回信，说服Mike 接受纸箱包

装。

Dear Mike:

We have received your letter.We have been discussing, think of your

necessary, cartons are comparatively light, easy to handle, and carton

moisture-proof comparison is good, price is low . We have been

using a carton packaging, and customers reflect the good.So we hope

you can accept carton packaging.

Yours faithfully

Lily

同学们，你们知道国际货物包装的种类，以及各种包装的英文表述吗？

你们知道国际货物运输中有哪些指示性标志和警告性标志吗？

运输包装上的标志主要有运输标志（Shipping Mark ）、指示性标志

（Indicative Mark ）和警告性标志（Warning Mark ）三种。