外贸函电第二版-Unit 03 资信调查
外贸英语函电课件unit3
We are sorry we are not able to give precise information about the company you asked about.
The firm enjoys the fullest respect and unquestionable confidence in the business world.
信用不佳：
Replying to yours of 10th May, we inform you that we have ho personal knowledge as to the standing of Messrs. Yada & Co., of our city.
So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.
资信调查信函回复
Dear Sirs,
This is in reply to your enquiry dated April 8th about the credit status of Da Cheng Mechanical Equipment Company. we regret we have to make an unfavorable account. We found that the company is now being pressed
外贸函电第二版03资信调查
（2） 说明想 要调查 的细节 和原因
We should be very grateful to you for any information you can give us about their reputation and creditworthiness.（我们非常感激您能给予我们有关他们 的声誉和资信情况的情报。） We should be obliged if you would let us know if … （如果您能告知我们……，我们将不胜感谢。） Since it is our first transaction with this firm, we should greatly appreciate your advice as to what limit you consider them safe.（因为这是我们与该公司所做的 首笔生意，所以非常感激您告知我们您对该公司可 信任程度的意见。）
consistently adv. 一贯地，坚持地，固守地； 总 It's something I have consistently denied... 那是我自始至终否认的事。
Liability 责任； 倾向； 债务 The company had assets of $138 million and liabilities of $120.5 million. 这家公司资产为1.38亿美元，负债为1.205亿美元。
Our own experience with them has not been satisfactory.（我们与他们打交道的经历并不令人 满意。） Recent difficulties that seem to be due to bad （3） management have resulted in considerable 不利的答复 borrowing at a high rate of interest.（最近一段时间， 也许是因为经营不善所带来的困难，公司借入了 大量高利率资金。） Our records show that some of their accounts have been outstanding for long periods.（我方资料表明， 他们的一些账款长期未曾结清。）
外贸函电第二版03资信调查
外贸函电第二版03资信调查尊敬的先生/女士。
我方在你所在地的贸易伙伴已建议我们查询贵公司的信用状况，以便他们考虑是否可能与贵公司进行商业交易。
在此，我们希望提供足够的信息以帮助你理解这个请求，并希望你能提供一些必要的文件和信息以证明贵公司的信誉状况。
首先，请贵公司提供一份最新版本的财务报表，这将有助于我们了解贵公司的财务状况。
此外，我们也希望提供任何关于贵公司的业务历史和经营状况的信息，例如业务合作伙伴的评价或任何相关的业务经验。
如果贵公司有任何资信证明文件，例如资信报告或信用评级机构的评级，也请提供给我们。
这些文件将帮助我们更全面地评估贵公司的信誉状况。
最后，如果可能，我们希望了解贵公司的质量控制和产品检验程序。
我们相信这些信息将有助于我们更好地理解贵公司的业务运营和交货能力。
请注意，我们强烈建议贵公司在发送任何文件之前先进行内部沟通和讨论，以确保所提供的信息准确无误，并避免任何可能的误解或混淆。
同时，我们也感谢贵公司与我们分享这些信息的时间和努力。
我们对与贵公司的长期业务关系持乐观态度，并期待继续扩大我们的业务合作。
如果你有任何疑问或需要进一步讨论，请随时联系我们。
我们将尽最大努力为您提供所需的帮助和支持。
再次感谢你对我们查询贵公司资信状况的配合和支持。
我们期待尽快收到你的回复。
祝商祺！
[你的名字]
[你的职务]
[你的联系信息]。
Unit 3 Enquiry《外贸英语函电》PPT课件
大”。可译作“There is a large demand for Men s Shirts in our
market.”或“Men’s Shirts are in great demand in our market.”。
the terms of an order with you or to negotiate a contract.
We look forward to receiving an order from you.
Yours faithfully，
Text B
Dear Sir，
We have received your letter of March 11 inquiring about
3% is granted.If you place your order not later than the end
of this week，we would guarantee prompt delivery within 20
days，and demand your payment by sight L/C.
on to us for our attention.你方5月8日鞋和手套的询盘已转交我
方处理。
5.We think the colors will be just what you want for the
fashionable trade，and the beauty and elegance of our
Enclosed please find our quotation sheet and a copy of
商务英语外贸函电课后答案整理版
?世纪商务英语----外贸函电(第二版)(教师用书)English Letter Writing in Foreign Trade主编吴思乐胡秋华大连理工大学出版社前言《世纪商务英语—外贸函电》是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。
本书主要针对高职高专商务英语和其他涉外经贸专业的学生..也可以作为其他层次涉外经贸专业的外经贸英语教材。
同时..对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说..本书还可作为自学参考资料。
为方便教学和自学者学习..我们编写了与之配套的练习答案..并提供了常用表达部分的译文。
希望本书能对我们的读者有所帮助。
编者ContentsModule UnitModule 1 Fundamentals of Modern Business Letter Writing 现代商务函电写作基础Unit 1 Basic knowledge of Business letter Writing 商务信函写作Module 2 Preparations for Negotiation 业务磋商的准备Unit 2 Establishing Business Relations 建立业务关系Unit 3. Making Credit Investigation 资信调查Module 3 Procedures of Business Negotiation 业务磋商的主要环节Unit 4 Inquiry 询盘Unit 5 Offer 发盘Unit 6 Counter-offer 还盘Module 4 Conclusion of Business 交易的达成Unit 7 Acceptance and Confirmation 接受与确认Unit 8 Order and Contract 订单与合同Module 5 Negotiation of Main Trade Terms 主要交易条款的磋商Unit 9 Payment and L/C 支付与信用证Unit 10 Packing 包装…Unit 11 Shipment 运输Unit 12 Insurance 保险Module 6 Disputes and Settlement 争议及争议的解决Unit 13 Complaints, Claims and Settlement 申诉、抱怨与索赔、理赔Unit 1. Fundamentals of Modern English Business Letter Writing第一章现代商务英语函电写作的基本知识Part Five Practical Training1. Arrange the Following in Proper Form as They Should Be Set Out in a Letter1) Sender's name: Guangzhou International Trading Corp.2) Sender's address: 198 Yueken Road, Tianhe District, Guangzhou, China4) Sender's cable address: 5527GZ5) Sender's telex address: 3328 gz CN6) Date: September 15, 20077) Receiver's name: Standard Oil Company8) Receiver's address: 38 Fifth Avenue, London, U. K.9) Subject: Refrigerators10) The message:We thank you for your letter of September 3, 2007, enquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable youto make a suitable selection.We look forward to receiving your specific inquiry with keen interest. Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his or her style. The following is just a sample. Guangzhou International Trading Corp.Address: 198 Yueken Road,Tianhe District, Guangzhou, 510507,P. R. ChinaSeptember 15, 2010Standard Oil Company38 Fifth Avenue,London, EC4, U. K.Dear Madam or Sir:Subject..RefrigeratorsThank you for your letter of September 3, 2007, enquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Yours Sincerely,Li MingLi MingEncl. as stated2. Address an Envelope for the Above LetterSince we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.Guangzhou International Trading Corp.198 Yueken RoadTianhe District, Guangzhou,Guangdogn, ChinaStandard Oil Company38 Fifth AvenueLondon EC 4U. K.UrgentStampUnit 2 Establishing Business Relations第二章建立业务关系Part Three Other Commonly Used Expressions and SentencesTypical Sentences:1. Telling the addressee how his name is known in pleasant words. (用令人愉快的语言..说明你是怎样知道对方的)1..We are very pleased to obtain your name from the Industrial Chambers. ..很高兴从行业协会处得知贵公司的名称..2..On the recommendation of Merrs. Harvey & Co., we have learned with pleasure the name of your firm. (由于哈维公司的推荐..我们高兴地得知贵公司的名称。
外贸函电第二版03资信调查共26页
31、园日涉以成趣，门虽设而常关。 32、鼓腹无所思。朝起暮归眠。 33、倾壶绝余沥，窥灶不见烟。
34、春秋满四泽，夏云多奇峰，秋月 扬明辉 ，冬岭 秀孤松 。 35、丈夫志四海，我愿不知老。
谢谢你的阅读
❖ 知识就是财富 ❖ 丰富你的人生
71、既然我已经踏上这条道路，那么，任何东西都不应妨碍我沿着这条路走下去。——康德 72、家庭成为快乐的种子在外也不致成为障碍物但在旅行之际却是夜间的伴侣。——西塞罗 73、坚持意志伟大的事业需要始终不渝的精神。——伏尔泰 74、路漫漫其修道远，吾将上下而求索。——屈原 75、内外相应，言行相称。——韩非
unit3函电
Would you please send us details of your various ranges, including sizes, colors, prices, and samples of the different qualities of material used? We are a large dealer in textiles and believe there is a promising market between us. If your prices are competitive and your goods up to standard, we shall order on a regular basis.
10.Please let us know on what term you can give us some discount.
11.For information about our company please refer to/contact ABC Co. 12.In order to make us familiarized with your products, we shall appreciate your giving us the technical details of them. 13.If the goods come up to our expectations, we would expect to be place regular order. 14.If your prices are competitive and your goods up to standard, we shall order on a regular basis. 15.We trust that you will send us your reply as soon as possible.
外贸函电UNIT 3
16.regret being unable to do sth/ regret one’s inability to do sth 为不能做某事而感到遗憾 We regret that we cannot be more helpful 抱歉不能提供帮助 17.to make further enquiries from/ through other enquiry agencies 向其他咨询机构作进一步咨询
5.The… Bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business. 6.Any information you may be able to pass on to us will be treated as confidential. 7.We advise you to proceed with every possible caution in dealing with the firm in question. 8.They are a firm of high reputation and have large financial reserves.
V. 1 Jan. 20th, 19… The Bank of China Shanghai Branch Shanghai Dear Sirs Recently we have received an order for our goods to the value of $1,600 from a new customer William Baker & Sons. As we have not done any business with them in the past, we would like to know if you could provide us with any information concerning their financial and credit status.
外贸英语函电课件Unit_3
When writing a letter of establishing business relations, tell your receiver how you get his name and address, what your business line is, state your idea and purpose, express your hope to cooperate in future business and to get an early reply.
The channels to get information about prospective dealers
attendance at the export commodities fairs or exhibitions（Canton Fair广交会）; the chambers of commerce（商会）, the commercial counselor’s offices（商务参赞） or other commercial institutions at home and abroad.
Letter 2
Self-introduction by an Exporter
1. be in the market for sth. = want to buy sth. e.g. They are in the market for cotton piece goods of high quality. An American delegation came to visit our city in the market for leather products.
4. be interested in doing…
外贸函电Unit 3
3.3.1 A reply
4.Feel free to let us know Please don’t hesitate to let us know.
5. Satisfy you to the best of our ability尽可能地满足贵方 6. see that …请注意… 请贵方务必在3月底前发送此批货物。
3.3.2 General enquiry and reply
Under separate cover单独邮寄，另邮寄 Craftsmanship工艺水平 Appeal to对…有吸引力 Sight draft即期汇票
我们另邮寄样品一批（a batch of），深信 一旦你们有机会查看样品，定会承认该货品 质优良，工艺精湛，价格合理。
3.3.3 Specific Enquiry and Reply
A ready market有市场 Be given to understand了解到… Have confidence in … Agree with the taste of …适合…的口味 Feel confident of placing a trial order 有信心下试订单
3.3.1 A reply
7.L/C reaches us at least 30 days before…
即期信用证务必至少在装运期前30天送达我公 司。 因为全棉质地的衬衫经久耐穿，越来越受到市 场的青睐。我们不得不扩大生产，以满足市场 不断增长的需求。
3.3.1 A reply
请把贵公司的最新样品寄给我们并附上最优 惠的价格，不胜感激。
3.3.2 General enquiry and reply
外贸函电 unit 3 Credit Inquiry
Useful
Letter 1
• Method: cooperation company • Content: credit reference of J.s.s. about sth • I’ ve enclosed a postage paid envelope for your convenience
Letter 2
Useful
• Please note that the information is furnished at your request without any responsibility whatsoever on the part of this Bank or on any of its officers. • Please note that this information is furnished without any responsibility on our part and should be held strictly confidential.
• Overtrade • L/C • This reply is without responsibility on our part.
Letter 3
• Method : The Pacific Sydney Bank Ltd. • Content: financial position credit history methods of business • Without responsibility from your esteemed Bank
外贸函电第二版-Unit03询盘及回复
Dear sir , Kindly be informed that I am so interesting with fresh pasta “ pasta machine” . I am asking for you to send your best offer for this machine fresh pasta machine with all any equipments to make diff. type of fresh pasta such as fresh pasta as follow: Pasta fresca type : 1- Fettuccine (宽面) 2- sheet （面片） 3- Rigatoni （通心粉） showing machine types and capacity ,Waiting for your urgent reply, Pls. feel free to contact me any time Best Regards
价格表和 We should like to receive a copy of your latest 样品 catalogue and full details of your export prices and terms of payment, together with samples.（我 们非常希望获得贵公司的最新产品目录和有关出
place an order with sb for sth 向某人订购某物
place a large (substantial) order with sb for sth 向某人大量订购某物
If your price is reasonable, we may place a large order with you. 若你方价格合理，我方可能向你方大量订购。
外贸函电课后练习答案大全
选择题第二单元：询价与回复一：1.You name D. has been recommended to us by the Chamber of Commerce in New York..2. Our market survey informs us that you are A. in the market for Audio and Electronic Equipment.3. We should be pleased to receive you’re A. illustrated catalogue and price list.4. We are B. well-established exporters of all kinds of Chinese good.5. If your price are competitive, we are confident D. in selling the goods in great quantities in this market.6. We shall appreciate B. your quoting us FOB Sydney.7. As we are one of the leading importers in this line, we are B. in a position to handle large quantities.第三单元：资信调查一：1.For information D. concerning our credit standing we refer you to Bank of China, Shanghai Branch.2. We should be grateful if you would say C. whether they are likely to be reliable for a credit up to USS20.000.3. Any information you kindly give us will be treated in strict confidence and A. without any responsibility on your part.4. Will you please inform us, B. in confidence, of the extent of their resources and also as to their reputation?5. D. While appreciating your decision to place regular orders with us, we respectfully request that you furnish us two references for the initial purchase.第四单元：促销1.（C、Having made）a special purchase of toys on very favorable terms, we are able to offer to you at the following attractive prices2 we can only（A、hold open）this very advantageous offer for a few weeks..3 the recent advance in the cost of raw materials （B、has compelled）us to make a slight increase in thePrices4 although costs have been （C、rising）steadily since last October , we have not yet （raised）our prices5 （B、with a view to ）supporting your sales, we are sending some samples of our new makes.第五单元：报盘与还盘1A comparison of your offer （A、with that of ）our regular suppliers shows that their figures are more favorable.2 If your prices are competitive, we are confident（D、in selling）the goods in great quantities in this market.3 we confirm our fax just sent （A、offering you firm）these goods.4 we offer you the following items（D、subject to）your reply reaching here by 4p.m today our time.5 although we appreciate good quality of your goods, we are sorry to say that your prices appears to be（C、on the high side）.6 we trust that we may be （C、favored）with a continuance of your valued orders.7 we hope that you will see your way to （B、grant）us your order, and assure you in advance of its most careful execution8 not having heard from you since, we should be glad to know whether there is any disadvantage in our terms which we could （B、remove）.9 you are （C、assured）that we will quote our best prices as soon as we are told what products of ours you need.10 in all probability this offer will not be （A、repeated）for some time, and we according look forward to receiving an early reply from you.第六单元: 订单一、Fill in the blanks with your choices1.This order the sample you sent us on March 24.（A、is placed on）2.We hope you will give your usual best attention this order.（B、to the execution of）3.We have decided to place a trial order for the following stated in your letter.（B、on the terms）4.we would like to supply you with the product, we are unable to fill your order owing to the heavy backlog of commitments. (B、Much as)5.We must apologize you being unable to fill your present order.（D、To… for ）6.We have accepted your Order No.234. Please open the relevant L/C,here two weeks prior to the date of shipment.（A、which must reach）7.We are enclosing our latest catalogue some of the items may be of interest to you.（C、in the hope that）8.The order is given strictly on the condition that shipment must be made not later than the first day of May.（B、enclosed）第七单元：支付一、单选1.As requested, we have immediately arranged (A、with) our bankers to extend the expiry date of our L/C for two weeks (up to) 10th March.2.As arranged, we would ask you to open an irrevocable credit in (C、our) favor and shall hand over shipping documents (against) acceptance ofour draft.3.We inform you that we have opened an irrevocable credit (D、with) the London Bank in your favor.4.We advised the bank to amend the clause (D、to read)“partial shipment are permitted”.5.We enclose our cheque for US$ 200 (A、in payment of) your invoice No.D-124.第九单元：保险一：选择题1: please insure the goods (A、against) F.P.A. for US 100,000. 注：against加险别for加保额2: please effect insurance (D、on) the cargo for US50,000 by S.S.Bright from Tianjin to seattle.3: we have opened insurance you ordered for US9,000 (D、on) the shipment by S.S.East sun.4: we wish to renew the above policy (C、for) the same amount and (on)the same terms as before to cover our consignment to be shipped b s.s.bright next month.5: as requester, we have covered insurance (on) 20,000 DVD players (at) 10% above the invoice value (against) all risks.6: unless we hear from you (A、to) the contrary before the end of this month, we shall arrange to cover the goods against t p a for the value of the goods plus freight.7: any additional coverage（险别）other (B、than) ISS shall be for the account of the buyer.8: we confirm that we hold the consignment covered as (from) today.9: we have arranged (A、for) surveyor to investigate the extent of the damage and shall forward his report together with our claim.10: we understand that these terms will apply (C、to)all our shipments of bottled sherry by regular liners to west European ports.完形填空第二单元：Fill in each blank in the letter below with a word that fits naturally.Dear Sir or MadamI am delighted to tell/inform you that we are interested in the drainage system accessories advertised in China Daily.Will you please send us a free copy of the brochure of the latest models of your products? Also, we would like to have a price list.We are looking forward to your prompt reply.第五单元1. 1. We are prepared to give you a quotation which is based on the prevailing market price.2.Our quotation always comes in line with the world market.3.Unless otherwise stated or agree upon, all prices are without any discount.4.We trust that you will be able to accept our offer, which shall be kept open subject to reply before 12:00a.m. of march 2.5.We now offer you, without engagement, our various items as follows.6.The above offer is subject to our final confirmation.7.Unless you make a 5% reduction, we will have to decline your offer.8.This offer cannot be repeated. There is every indication that the prices will rise soon.9.So long as you can maintain moderate prices, your products should have a ready sale here.10.In reply to your letter, we enclose our latest illustrated catalogue for your reference.第六单元三、Fill in each blank space with the word that fits naturallyDear sirsFor your first-time order, I want to thank you on behalf of the company. This is your initial order and I know of no greater kick a sales manager can get than the beginning of business with a new customer.The signing of an order is an expression of confidence, and I want you to know that we are fully aware of the responsibility we have for maintaining that confidence.The most important thing to the buyer of any product is the character of the supplying organization; its resources; its facilities; its reputation; and its standards of service.。
外贸函电statusenquiries
1
2
3
4
Generally speaking, such a letter should include two critical points: Requesting the receiver to grant credit status on a specific foreign merchant; An expression on keeping secret for any information received and the consulted needn’t take any responsibilities.
Hawker Wood Trading Co., Ltd., an America small-sized company, was established in 1992 with capital of more than $10000. They specialize in the import and export of grain, oil and foodstuff and enjoy good reputation here. They can always settle accounts in time and their partners’ business with them is reported to have been satisfactory. We consider them good for small business engagement, but for large transactions we suggest a sight L/C.
It goes without saying that any information you provide will be treated as strictly confidential and you are free from any responsibilities. Thank you加副标题
外经贸函电第二,三单元
IV. Translate the following sentences into English.
3.遵照你方要求，我们寄上一套布匹剪样。希望这些样品能及 时到达，并使你方满意。 In compliance with your request, we are sending you a range of cut samples of our cotton piece goods. We hope they will arrive in time and be found to your satisfaction.
Useful Expression
1. 相信我们会达成此笔交易。 相信我们会达成此笔交易。 We are certain that business can be consummated between us. 2. 为使贵方对我方所经营的产品有所了解，今特随函 为使贵方对我方所经营的产品有所了解， 附寄产品目录及价目表，以供贵方参考。 附寄产品目录及价目表，以供贵方参考。 We are enclosing a catalogue and a price-list for your reference, so that you may acquaint yourselves with some of the items we handle.
Useful Expression
1. 为了便于贵公司了解我公司的罐装食品，我方 为了便于贵公司了解我公司的罐装食品， 将通过航空邮件寄去最新的产品目录。 将通过航空邮件寄去最新的产品目录。 In order to give you a general idea of our canned goods, we are sending you by separate airmail a copy of our latest catalogue.
外贸函电课件_3_资信调查
第二题 完成下面的回信 您好，本月10日您来信询问XXX公司的信用状 况，对此我们不太了解。 无法提供您要求的准确信息，我们深感遗憾。
appeal n. 上诉 reject an appeal 驳回上诉 n. 吸引力，魅力 artistic appeal 艺术魅力 v. （to sb）有吸引力 These paintings appeal to me. 我被这些画
作吸引了
appealing a.吸引人的 the appealing appearance 吸引人的外观
外贸函电
Unit 3 Status Enquiries 资信调查
一、写信目的
——向第三方调查交易对手的情况。 “第三方”包括： – 银行（Bank） – 商会（Chamber of commerce） – 商务机构（Commerce agency） – 相关公司（Related company）
调查的内容： • 品行（Conduct） • 能力（Capacity） • 资本（Capital）
P.45
在……范围之内
（7） … a credit to the extent of USD5,000,000…
表示“供应”，等于 supply
（11） … this information is furnished without any responsibility
P.45
v. 给予， 回报
第三部分 希望对方保密 We hope that you will keep these information strictly secret.
P.39 Letter 2 — 肯定的答复 1. [表示收到来信] Referring to your letter, 2. [提供有关信息] We wish to inform you that ... 3. [要求对方保密] the information is provided with strict confidence...
外贸函电资信调查函
资信调查（Status Inquiry）例：敬启者：最近我们收到了ABC公司的来信，在信中作为担保银行将你们的名称和地址告诉了我方，ABC公司想与我方建立业务关系，但我们与他们并不熟悉，我们想你方能够给我们提供有关的信誉和财政状况的信息。
对你方提供的任何信息我方会严格保密。
提前对你方的合作表示感谢。
Dear Sirs,Recently we have received a letter from ABC CO. who has given your name and address as a bank reference. ABC CO. wants to built business with us, but we are not acquainted with them . We wonder if you could obtain for us information about their financial and credit standing.We can assure you that any information you may give us will be treated in absolute confidence.Thank you in advance for your cooperation.Yours faithfully,(肯定的回复)敬启者:我们已经收到你方5月10日的来信，现将你方询问的信息告诉你方，ABC公司是当地最大的几家企业之一，在贸易圈享有较高盛誉，椐我方所知，他们的每笔交易都及时、迅速，从我方看来，与他们建立业务关系应该不会有太大的风险。
上述信息保密并且我方不为此承担任何责任。
Dear Sirs,We have received your letter of May 10, and we are sending you the information you inquired about ABC Co. is one of the largest companies in that area. They are enjoying a good reputation in the business world.As far as our information goes, they are prompt and punctual in all their transactions. In our opinion,you may run no risk in doing business with them.The information is confidential and without any responsibility on our part.Yours faithfully,（否定的回复）敬启者：作为对你方5月10日来信的回复，我们告知你方下列信息。
外贸函电-Unit-3概要
外贸函电
• If the importer intends to purchase goods of a certain specification, he may ask the exporter to make an offer or a quotation for the goods. That is a specific enquiry.
• What is the difference between offer and quote?
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Offer & Quote
外贸函电
OFFER 在报盘的有效期内，一经对方接受，合同即告成立．报 盘的主要内容应该包括商品名称，品质，数量，包装，价格，交 货日期和方式，及支付方式等. 报盘还有实盘和虚盘之分．实盘是指可以从报盘的内容上判明发 盘人有肯定的订立合同的意图．此报盘一经接受，发盘人就不得 更改或撤销报盘的内容，否则将承担法律责任．它具有内容名确 (clear), 内容完整(complete) 和无保留条件(final)三个特点。虚盘则 是指从报盘的内容上可以看出发盘人有某种保留并无肯定的订立 合同的意图．此报盘对发盘人来说，无任何法律约束力．它的特 点就是内容不明确，主要交易条件不完整或有保留条件． QUOTE 是卖方报价，一般是指只报出价格，而未提出其他条件.
Sample Letters
Practical Training
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Part One
外贸函电
Basic knowledge concerned
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Warming-up: After the market research and establishment of business relations, it comes to the real procedure of an import/export transaction: enquiry （询盘） offer （发盘） counter offer （还盘） acceptance （接受） So enquiry is the first real step in business negotiation. Q: 1. Which steps are indispensable in a successful business transaction? 2. Which of the above steps is made by (prospective) buyers? Or sellers?
Unit 03 资信调查 商务信函的写作 PPT 外贸函电
After some difficulty during the first year, the firm has met its liabilities regularly and punctually. （度过开头一年的困境之后，此公司运行正常， 而且按时履行义务。）
foreign countries） （4）外国的驻华商务机构（Foreign countries’ commerce
agencies in China） （5）国内外咨询公司（Enquiry companies at home and abroad）
资信调查信函应明确表明要求并对提供的资信情况表示感 谢，同时，要保证对此进行保密。此外，为了让提供情况者方 便起见，通常附上写明回信地址和贴好邮票的信封。
写作步骤
表达方式
（1） 感谢对 方的信 任，表 达愿意 提供信 息的意 愿
Thank you for your inquiry about the business standing of…, we are pleased to supply you with the following information.（感谢你查询有 关……的资信情况，我们愿意给您以下情报。）
Any information we receive from you will, of course, be held in strict confidence.（我们从您处收到的任何信息定 会严加保密。）
（3） 保证 保守 秘密
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Our own experience with them has not been satisfactory.（我们与他们打交道的经历并不令人 满意。） Recent difficulties that seem to be due to bad （3） management have resulted in considerable 不利的答复 borrowing at a high rate of interest.（最近一段时间， 也许是因为经营不善所带来的困难，公司借入了 大量高利率资金。） Our records show that some of their accounts have been outstanding for long periods.（我方资料表明， 他们的一些账款长期未曾结清。）
For your convenience in replying, a questionnaire is enclosed, together with a stamped, addressed envelope. （为了便于您答复，特附上一张调查表和写好地址的 信封。）
in strict privacy
回复资信调查信函的写作步骤及常见表达方式：
写作步骤 表达方式
Thank you for your inquiry about the business standing of…, we are pleased to supply you with the （1） following information.（感谢你查询有关……的资 感谢对方 信情况，我们愿意给您以下情报。） 的信任， 表达愿意 We can thoroughly recommend the firm you inquire 提供信息 about.（我们完全可以推荐您所打听的公司。 的意愿 We welcome the opportunity to report favorably on…. （我们欢迎有这次机会来报告有关……的实际情 况。
consistently adv. 一贯地，坚持地，固守地； 总 It's something I have consistently denied... 那是我自始至终否认的事。
Liability 责任； 倾向； 债务 The company had assets of $138 million and liabilities of $120.5 million. 这家公司资产为1.38亿美元，负债为1.205亿美元。
outstanding杰出的； 显著的； 未完成的 The total debt outstanding is $70 billion... 未偿债务总额达700亿美元。
outstanding account应收账款，未付账单
Please consider this information for which we accept no responsibility as strictly confidential.（请您对此答复严 格保密，我们对此不承担责任。） （4） 希望对 方对所 提供的 报告保 密 We offer this information in strict confidence and with good faith.（确信会对我们所给的答复严格保密。） We hope that we have been of assistance to you, and that you will recognize the importance of keeping this communication strictly private.（希望这些对你方有用， 也望你方理解保守此秘密的重要性。）
3.1 Introduction（简介）
目的: 掌握从何种渠道开展资信调查，以 及如何撰写相关的信函。
资信调查主要需要获得如下信息： （1）财务状况（Financial position） （2）信用（Credit） （3）声誉（Reputation） （4）业务做法（Business methods） （5）管理能力（Management capacities）
Capital The name and address are written in capitals. 姓名和地址是大写的。 make ca political capital out of the weakness of his rival. 设法利用他对手弱点以谋求政治利益。 with a capital — 真正地，名副其实地（用来强调问题中的某个词或概念） she was ugly with a capital U. 她真是名副其实地丑。
as to 1. 至于, 关于 I have no doubts as to your ability. 关于你的能力我毫不怀疑。 2. 按着，根据 We sorted the eggs as to size and colour. 我们按着大小和颜色挑选鸡蛋。
Any information we receive from you will, of course, be held in strict confidence.（我们从您处收到的任何信息 定会严加保密。） （3） We thank you for your courtesy and assure you of strict 保证保 confidence.（我们很感谢您的友好，并向您保证严守秘 守秘密 密。）
完全私下的
They were married in strict privacy. 他们极为秘密地结婚了。
in strict confidence [法] 绝对机密，绝密
I'll tell you in strict confidence that they are going to get divorced. 我想悄悄地告诉你他们打 算离婚了。
3.2 Writing Skills（写作技巧）
资信调查信函的写作步骤及常见表达方式：
写作步骤
表达方式 Our prospective customers…have given us your name as a banking reference.（我们的潜在客户……把您定为 （1） 他们的银行证明人。） 直截了当 have referred us to you that…for information concerning 地说明写 their standing.（……公司介绍您的目的是让我们了解 信的意图 他们的资信情况。） They state that they have done business with you for the past two years and have given us the name of your company as a reference.（他们向我们表示，他们在过 去的两年中与您有过生意来往，并且指定贵公司作 为他们的证明人。）
Unit 3 Status Enquiries 资信调查
Allows or disallows text updates in the status bar. 允许或不允许状态栏中的文本更新。 In fact it is about how best to preserve the status in quo. 实际上，都是关于怎样才能最好 的保持现状。
standing and responsibility （公司的）信誉与偿付能力 standing cost 长期成本; 固定成本; 不变费用
（2） 说明想 要调查 的细节 和原因
We should be very grateful to you for any information you can give us about their reputation and creditworthiness.（我们非常感激您能给予我们有关他们 的声誉和资信情况的情报。） We should be obliged if you would let us know if … （如果您能告知我们……，我们将不胜感谢。） Since it is our first transaction with this firm, we should greatly appreciate your advice as to what limit you consider them safe.（因为这是我们与该公司所做的 首笔生意，所以非常感激您告知我们您对该公司可 信任程度的意见。）
3.3 Specimen Letters（样函）
Letter 1：Making inquiry through one’s own bank Dear Sirs, We have received a large order from Messrs E.A. Sheen & Co., P.O. Box123, Karachi. We would therefore appreciate it if you would provide us information about the financial and business standing1 of the previously mentioned firm. The reference we have obtained is the Royal Bank, Karachi. Will you please be good enough to obtain for us the information we need. Any information that you may provide us will be treated in strict confidence2. We thank in advance. Yours faithfully, Li Xingdong
standing 信用地位 credit standing