外贸函电部分考点
外贸英语函电知识整理
外贸英语函电复习考试题型：①汉译英30’/10②单选：20’/20③（用单词正确形式）填空：20’/10④short answer：20’/5⑤letter：10’Short answers:Unit1 Introduction to Business Letters(商务信函概论)1.Functions of Business Letters :①to inform, which refers to conveying the vast amount of information neededto day-to-day operations of the business;②to influence, which means that messages included in a business letter shouldalso influence the reader’s attitudes and functions.2. Writing principles of business letter(7C原则)：①Courtesy礼貌②Consideration体谅③Completeness完整④Clarity清楚⑤Conciseness简洁⑥Concreteness具体⑦Correctness正确Unit3 Inquiries（询盘）3.Generally speaking, inquiries fall into two categories: a General Inquiry anda Specific Inquiry.In a General Inquiry (一般询价), the importer may ask only for catalogues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter.In a Specific Inquiry(具体询价), the importer points out what products he needs and asks for a quotation or an offer for this item.Unit4 Offers ＆ Quotations（报盘和报价）4.In the international business, offers can be divided into two kinds:（注意实盘和虚盘的区别）A firm offer (实盘)— A firm offer is a definite promise to sell goods at thestated prices, usually within a stated period of time.A non-firm offer (虚盘)— Unlike a firm offer, a non-firm offer is not bindingupon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers.Definition of firm offers:Firm offers are made when the sellers promise to sell goods at a stated price and within a stated period of time.Definition of non-firm offers:Non-firm offers are offers with reservation clause.Unit7 Counter-offers(还盘)5.Definition of a counter-offer:A counter-offer is virtually a partial rejectionof the original offer. It also means a counter proposal put forward by the buyer. Unit8 Placing & Confirming an Order(订单及确认订单)6.An order should at least contain the following points:1. description of the goods, such as specification, size, quantity , qualityand article number (if any);2. prices(unit prices as well as total prices);3. terms of payment;4. mode of packing;5. time of transportation, port of destination and time of shipment etc. .Unit12 Urging Establishment of L/C (催开信用证)7.When shall L/C be opened:It is the usual practice that the letter of credit is to be opened and to reach the sellers 30 days ahead of shipment.Unit14 Shipment(装运)8.Three parties involved in the movement of the goods: the consigner(发货人) —who sends the goods; the carrier(承运人)— who carries them; the consignee(收货人)— who receives them at the destination.9. A shipping advice usually contains the following points:the date and number of bill of lading(B/L, 提单)the date and number of the contractthe names of commodities and their quality and valuethe name of the carrying vesselthe name of the shipping port/loading port (装货港)the estimated time of departure(EDT，预定起航日期)the name of the destination port (目的港)the estimated time of arrival(ETA，预定到港日期)a list of the relevant shipping documents (货运单据)thanks for patronageUnit15 Packing & Shipping Marks (包装和唛头)10.Factors which influence the nature of packing:value of the goodsnature of the transitnature of the cargocompliance with customers’ or statutory requirementsresale value of packing materials, general fragility ofcargovariation in temperature during the course of thetransitease of handling and stowageinsurance acceptance conditionscost of packing11.Two forms of packing:large packing/ outer packing, i.e. packing for transportationsmall packing/ inner packing, i.e. packaging or sales packing选择题：1. An exporter cannot receive payment until the goods on consignment D sometime in the future.A．have offered for sale B．arrive at destination C．are quoted D．have been sold2. We have made D that we would accept D/A at 60 days' sight for this order. A．clear B．it is clear C．that clear D．it clear3. C an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C.A．At B．In C．On D．From4. We find your terms C and now send you our order for 2 sets of generators. A．satisfied B．satisfaction C．satisfactory D．of satisfaction5. We have D at 30 days' sight for the contracted value.A. written to you B．called on you C．sent to you by air mail D．drawn on you6. We regret B to accept your terms of payment and therefore have to return the order to you.A．cannot B．being unable C．not able D．not be able7. We will consider B your terms of payment.A．accept B．accepting C．accepted D．to accept8. We are now A your order of June 19.A．in receipt of B．upon receipt of C．on receipt of D．in reception of9. We are pleased to inform you that we can supply D all the items you require. A．you B．to you C．for you D．you with1. Mr. Sidney has been our _________ salesperson. ( D )A. poorestB. worstC. earliestD. most successful2. We trust that you will find our goods _________. ( B )A. to be attractiveB. attractiveC. attractingD. attract your attention3. Our products enjoy _________ in world market. ( C )A. good sellerB. most popularC. great popularityD. selling fast4. This offer is _________ your acceptance by E-mail on or before March 15.( B )A. effective ofB. effective forC. effective toD. effectively for5. If you are interested, we will send you a sample lot _________ charge. ( D )A. withB. inC. forD. free of6. The exhibition has _________ to offer that you will find interesting.( C )A. manyB. muchC. moreD. many a7. This price is _________ of your 5% commission.( B )A. includesB. inclusiveC. coveringD. including8._________ your request, we are sending you a catalog and a sample book for your reference.( C )A. AccordingB. AsC. AtD. About9. On orders _________ 1,000 pieces or more we give a special discount of 5%.( B )A. onB. forC. at D of10. _________ the present market trend, we have to say that our price is really the best we can quote.( C )A. WithB. OnC. BecauseD. For1. We assure you that any further orders you may ______ will always be carefully attended to. ( B )A. place usB. place with usC. make usD. make with us2. ______ of our efforts, we have persuaded our clients to accept your offer. ( C )A. Result inB. Result fromC. As a result ofD. With the resultin3. We are pleased that we have booked ______ 2000 pcs. bicycles. ( D )A. your orderB. with youC. an order with youD. an order withyou4. We suggest that shipment of our order ______ effected in May instead of June.( D )A. isB. will beC. is to beD. be5. Following your order ______ 400 metric tons of rayon last year, we are pleasedto receive your order No. 876 ______ the same quantity. ( A )A. for, ofB. of, ofC. of, withD. of, for6. We are glad to receive your order of yesterday, ______ regret that we are notable to supply the goods you ordered ______ the end of May. ( B )A. and, byB. but, byC. but, forD. and, for Unit Nine Declining an Order (谢绝订货)7. We understand that the goods can be supplied ______ A stock. (A )A. fromB. outC. inD. out from8. The goods are urgently needed, we ______ hope you will deliver them immediately.( C ) A. in the case B. hence C. therefore D. for9. We place this order______the understanding that the goods will be shipped by April. ( C )A. based onB. withC. onD. through10. Meanwhile we confirm ______ from you the following items. ( C )A. to purchaseB. purchaseC. having purchasedD. tohave purchased Unit Nine Declining an Order (谢绝订货)Exercise1.A 4% discount will be granted only ______ your order exceeds US$ 20000. ( C )A. depends onB. for condition thatC. on condition thatD. subject to2.An exporter cannot receive payment until the goods on consignment ______ sometimein the future. ( D )A. have offered for saleB. are quotedC.arrive at destinationD. have beensold3.We have made ______ that we would accept D/A at 60 days’sight for this order.(D )A. clearB. it is clearC. that clearD. it clear4.______ an order for one hundred pieces or more we allow a special discount of5% for payment by L/C. (C)A. AtB. InC. OnD. From2. We believe that there is a ready market ______ the goods in your place.( C )A. ofB. aboutC. forD. with3. With a view ______ the market at your end we have offered you our bottomprice.( A )A. to promotingB. to promoteC. of promoteD. intopromoting4. Our suggestion is that you ______ the similar article _____what you request at a lower price than quoted owing to similarity in function. ( D )A. recommend, asB. replace, byC. take, intoD. substitute, for5. We agree to reduce your price ______ USD 160 per pair FOB Shanghai.( B )A. atB. toC. ofD. for6. We have decided to make a further concession ______ 5% per box in order to help you to increase the business with us. ( A )A. toB. ofC. onD. about7. We regret that our low prices ______ narrow margin of profit. ( A )A. leave us withB. includeC. earnD. give8. We feel regretful that you ask us to allow you a commission ______ 10% on each sale. ( A )A. ofB. toC. onD. /Exercises(课堂练习)Unit 2Establishing Business Relations (建立贸易关系)1. We learn from your letter of May 12 that you are _in__ the market for Chinese Black Tea.2. They have been _in__ the wool trade for quite a number of years.3. _Upon__ receipt of your detailed requirements, we shall be glad to give you our latest quotations.4. Should your price be _in__ line with the prevailing international market rate, we trust large business can be concluded.5. If the price is reasonable, we will place large orders _with__ you.6. We look forward _to__ receiving your favorable reply.7. Having obtained your name and address _from__ the newspaper, we are writing you in the hope of establishing business relations with you.8. We take this opportunity to approach you _for__ the establishment of the trade relations with you.9. We can meet your requirement _for__ Walnut meat.10. We are sending you our latest catalogues _under__ separate cover.1请报我方100公吨大米的最低价CIF广州，并表明最早交货期。
《外贸函电》复习重点(节选)
《外贸函电》复习重点（节选）《外贸函电》课程是全国高等教育自学考试国际贸易专业专科段必考课程和英语专业的选修课程，是一门融国际贸易业务与英语为一体的实用英语课。
我国已经加入了世界贸易组织，随国际商业往来的日益频繁，对本课程的学习需求与日俱增。
在国际贸易中，买卖双方通过洽商，就各项交易条件取得一致协议后，交易即告达成，买卖双方当事人即存在合同关系。
国际买卖合同的商订是整个交易过程中最重要的一个环节，虽然可以通过口头的方式进行，但实践中，主要是通过函电的方式进行。
1999年出台的《新合同法》第10条和第11条规定：当事人订立合同，有书面形式、口头形式和其他形式。
书面形式是指合同书、信件以及数据电文（包括电报、传真、电子数据交换和电子邮件）等可以有形地表现所载内容的形式。
“函”是“封套”的意思，即是指信件，而“电”即是包括电报、传真、电子数据交换和电子邮件等在内的数据电文的统称。
所以说，函电不仅是洽商国际买卖合同的手段，而且是签订国际买卖合同的主要形式之一。
虽然从狭义的角度讲，《外贸函电》课程属于英语课的范畴，但却有其明显的不同于一般的英语课程的特殊性。
外贸英语函电作为开展对外经济贸易业务和有关活动的重要工具，其课程的开设目的主要是为了让学生能系统地学习、掌握外贸英语函电，主要是书信体的行文结构、专业词汇及语言文体等特点，提高在日常对外经贸工作中正确地使用英语语言和进行对外各项业务联系和通讯活动的能力，以适应对外经济贸易发展的需要。
为了达成这一目的，教材内容按照国际贸易实务程序，涵盖建立业务关系、询价、报盘、外贸政策、还盘、谢绝还盘、确认订货、谢绝订货、实盘、虚盘、续订、形式发票、转交业务关系、支付方式、修改信用证、催开信用证、装运须知、信用证延期、装船、敦促立即装运、请求修改信用证、保险、装运、短重索赔、了结索赔、次品投诉、换货等实务流程，以书信为主体，每课均包括书信范本、生词与表达式、课文注释和课后练习等，旨在使学员了解对外贸易业务各个环节，同时学习和掌握英语在各个业务环节中的应用。
外贸函电重点
外贸函电重点Chaper I Establishment of Business Relations/doc/659758029.html,mercial countsellor is office 商务参赞处2.Be popular with受到某人欢迎3.Under separate cover另邮4.All time随时Copies份数5. Light industrial products轻工业产品6. favourable优惠7. trace number 宗号8. exporter 出口商（saller）9. be in the market for 想要购买10. approach 联系，向···靠近approach sb for sth 为某事与某人联系11. canned food罐头食品（tinfood）Canned用罐装的12. arts and crafts工艺13. brochure小册子Literature文字说明，印刷的商品资料Price list价格表，价目表Manual产品手册Pamphlet(booklet)小册子Leaflet广告单Folder折叠式印刷品Bulletin（产品）简报Date（产品）数据表14. sample样品Sample book样本Counter sample对等样品15. furnish sb with或furnish sthto sb向某人提供某物Chater II status Inquiry1. Characteristics特有的2. Enquiry agencies咨询代理3. Capacities能力4. Practice实践，业务5. Extensively广阔的6. Status身份7. Occasion机会8. Financial and credit standing 财务状况，资信状况9. Inquire 询问，调查Inquire about询问，了解Inquire into调查10.Meet one is accounts支付，付款11.Dealing业务往来，交易Deal in st经营某种商品Deal with 处理12.In view of考虑到，鉴于Chapter III Enquires and offers1. Negotiation谈判2. Procedure 程序，环节3. Profit利润4. Trade terms交易条款Terms of payment付款方式Terms and conditions条款，条件5. Prospective有期望的6. Quotation报价7. Catalogue目录表8. Potential潜在9. Affirmative稳固的10.Validity有效期限11.A good market畅销12.Make sb an enquiry for sth向某人询问某种商品价格13.Be well connected with sb与某人关系好14.Quotation报价Quotation sheet报价单Market sb a quotation for sth 报给某人某种商品的价格Quote a price for sth报给某人某种商品的价格15.For one is information顺告，供某人参考16.Keen激烈的Keen competition激烈的竞争Keen price低价17.Enable 使能够Enable sb to do sth使某人能够做某事Enable th使某事成为可能18.Firm offer实盘Non-firm offer虚盘19.Definite一定20.As requested按照要求21.Subject to以···为条件22.At one is request按照某人的要求On request一经要求就···As requested按照要求23.In compliance with依照，根据，与···相符合Comply照做Comply with 依照，根据24.Allow sb a discount of···% on sth 对于某物给予某人百分之几的折扣At a discount of打···折扣25.Assure sb of sth或assure sbthat···向某人保证···Assured感到放心的Rest assured of sth放心某事会···Chapter IV counter-offers1.counter-offer n/vt 还盘，还价2. out of line adj 不合理的；不相符的Out of line with 与···相符；与···脱节In line with 与···相符3.prevailing adj 盛行的；流行的Prevailing price=ruling price 或current price现价；时价4.such being the case 情况既然如此5.reduce a price by···将价格降低多少Reduce a price to···将价格降低到多少Make a reduction of….% in price 把价格降低多少6. have no choice but 不得不7.on the high/low side(价格等)偏高/偏低8.intolerable adj 不能忍受9.meet sb half way 各让一半，折衷处理10.futher adj 更多的；另外的adv 进一步地；继续Furthermore adv 而且；此外11.acceptable adj 可接受的Sth be acceptable to sb =sbfind sth acceptable 某人认为某物是可以接受的12.duly adv 如期地；及时的13.accordingly adv (句首或句中)因此；（句尾）相应的14.draw one’s attention to 提醒某人注意···；使着眼于···Draw/invite/call/direct one’sattention to sth/the factthat…提醒某人注意···；使着眼于···15.with the least possible dalay毫不延迟；立即16.take sth into consideration 考虑某事ChapterV Conclusion1. order n 订单；订货in order状况良好；符合条件initial order 首次订单fresh/new order新订单trial order 试订单repeat order 续订单repeats=repeat orders duplicate order 重复订单to place an order with sb for sth向某人订购某物to carry out an order 执行订单to accept an order 接受订单to entertain an order 考虑并接受订单to concel an order 取消订单to withdraw an order撤退订单to accept one’s order接受某人订单order sth from sb向···订购to confirm acceptance of one’s order确认接受某人订单to place an order with sb for sth 给予某人订单2.to sign and return copy of…for one’s file 签退一份···供某人存档3.in triplicate 一式三份in duplicate一式两份in quadruplicate 一式四份in quintuplicate一式五份4.ditto n 同上==do5.reserve vt/n 保留6.execute vt 执行execution n 执行7.ex prep 从；在··交货eg:we find the workmanship of the leather bags S.S Peace inferior由和平号运来的皮鞋工艺真差8.badly in need of 急需9.stock n 存货；库存a stock of 一批···现货out of stock脱销10.have/take the pleasure of doing sthHave/take pleasure in doingsth 高兴的做某事Have/take the pleasure to do sth11.book vt 订购；接受订单；预订book sth with sb 向某人订购某物book an order with sb for sth 想某人订购某物book one’s order for sth接受某人订购某物的订单12.keep your enquiry before us 记住你方的询价13.be in a position to能够Be not in position /in no position to do sth不能做某事Be in a good position to do sth 很有能力做Be in a difficult position to do sth很难做某事14.for one’s perusal 供某人详阅15.as a result of 由于（···的结果）16.upon/on receipt of 收到···之后17.subsequent adj 以后subsequent to 在。
外贸函电考点
一、词组+课后习题词组互译1.Chamber of commerce商会mercial counselor’sOffices 商务参赞处3.as requested 按照要求4.refer to 谈到，涉及，有关5.in duplicate 一式两份6.the line of business 业务范围7.in line with 相一致8.specialize in 专营9.make delivery 交货10.credit limit 信用额度11.terms of payment 付款方式，支付方式12.quotation sheet 报价单petitive price 竞争价14.regular supply 定期供应15.special discount 优惠折扣16.by return 即复17.draft at sight 即期汇票18.confirmed irrevocableL/C (letter of credit)保兑的不可撤销信用证19.firm offer 实盘20.by separate post 另邮寄21.in our favor 以我方为受益人22.as per 按照23.at one’s option 由…选择24.a trial order 试订25.for your reference 供你方参考26.take sth. intoconsideration 考虑27.in succession 连续ply with one’srequest 按照某人的要求29.out of stock 缺货，无货30.offer subject toimmediate reply 以立即答复为准的发盘31.elegant in style 款式高雅32.to take the liberty ofdoing 冒昧的做某事33.repeat order 追加订货34.to meet one’s demand满足需求35.performance bond 履约保证金36.proforma invoice 形式发票37.repair free of charge 免费修理38.Negotiation Bank 议付行39.original invoice 原发票40.the copy invoice 发票副本41.escape your attention 你方的疏忽42.for one’s account 由某方付费，由……负责43.on one’s own account自己承担风险44.Documentary Credit 跟单信用证45.intangible assets 无形资产46.Documents AgainstAcceptance or D/A 承兑交单47.Documents AgainstPayment or D/P 付款交单48.bill of exchange 汇票49.as an exception case 破例50.account current 往来账户51.Transport packing 运输包装52.Inner packing 小包装或内包装53.in bulk 散装54.Customary packing 习惯包装方式55.seaworthy exportpacking 适合海运的出口包装56.withstanding roughhanding 经受的住粗鲁的搬运57.watertight and airtight防水的和不漏气的58.avail oneself of sth. 利用59.packing charges 包装费用60.insurance policy 大保单61.invoice value 发票金额62.insurance claim 保险索赔63.All Risks 一切险64.Free from particularAverage, FPA 平安险65.With Particular Average,WPA 水渍险66.debit note 索款通知单67.the special rate ofinsurance 特惠保率68.warehouse to warehouseclause, w/w clause 仓至仓条款69.shipping documents 装运单据70.shipping advice 装船通知71.shipping space 舱位72.partial shipment 分批装运73.booking note 托运单二、句子的英汉互译复习题1、我们利用这次机会致函贵方以了解可否与贵方建立业务关系。
自考外贸函电重点
1.对出口商而言，认购即付是一种非常有利的支付方式。
cash with order表示“认购即付，现款订货”。
2.We don’t think we can put the business through___(in addition)__you revise your terms and conditions.我方认为我们不能达成交易，除非贵方修改条款。
unless引导状语从句，表示“除非•”3.At one’s expense/cost 由某方付费4.For your account5.In view of our great performance last year,business at our two countries wildevelop further.6.In good condition ...处于良好状态7.Please let us kown of the tendency of your market.8.All prices must be quoted in US dollars9.Take priority in 在。
中占优先位置enjoy priority in 在。
方面享有优先权give priority to 给。
以优先权10.On the part of在。
方面11.Adapt from sth根据。
改编或改写12.In accorance with与…一致，依照; 禀承; 秉承; 因;in compliance with 与。
一致13.(1) 表示对某人感到失望，通常用介词 with, in。
如：I’m disappointed in you! How could you have liedlike that? 你让我失望了，你怎么能像那样说谎呢?14.(2) 表示对某一行为(doing sth)感到失望，通常用介词 at,about等。
如：We are all disappointed at [about] his failure. 我们都为他的失败而感到失望。
自考《外贸函电》第一课至第四课复习重点
第⼀课复习重点 1.经营范围 课⽂中⽤法： As this item falls（be， lie） within the scope（sphere） of our business activities，（lines）棉布属于我公司经营范围。
替代⽤法： The item you inquired for comes within the frame of our business activities.你们所询的商品正属于我们的业务经营范围。
We handle the import business of textiles.我公司经营纺织品的进⼝业务。
We deal in Chinese textiles.我们经营中国纺织品。
We are engaged in the exportation of chemicals.我们经营化⼯产品的出⼝。
This shop trades in paper and stationery.这商店经营⽂具纸张。
We are in the cotton piece goods business. （line）我们经营棉织品。
Cotton Piece Goods are our line.棉布是我公司经营的产品。
Cotton Piece Goods are our main exports.棉布是我们的主要进⼝商品。
2.建⽴业务关系 课⽂中⽤法：to enter into direct business relations with you与你公司建⽴直接的业务关系。
注意：relations 必⽤复数； business 可⽤trade 替代。
与某某建⽴业务联系，⼀般⽤法：to establish business relations with……；to enter into business activities with……；to build up business relations with……；to make business contact with ……。
外贸函电自考知识点总结
外贸函电自考知识点总结一、外贸函电相关基础知识1.外贸函电的概念和分类外贸函电是指国际贸易中使用的各种书面通信工具，包括信函、传真、电子邮件等形式。
外贸函电可以分为商务信函、合同、报价单、发票、提单等各种形式，用于进行进出口贸易活动中的交流和沟通。
2.外贸函电的特点外贸函电具有国际性、专业性和格式化的特点。
国际性表现在外贸函电涉及国际贸易活动，需要遵循国际商务惯例和国际法律法规；专业性表现在外贸函电需要具备专业知识和技能，例如外贸术语、国际结算方式、国际贸易操作等；格式化表现在外贸函电有一定的格式和规范，遵循特定的写作规则和标准。
3.外贸函电的作用和意义外贸函电在国际贸易活动中扮演着重要的角色，其作用和意义主要包括：传递信息、建立合作关系、解决问题、促进贸易和维护权益等方面。
通过外贸函电，进出口企业可以与客户、供应商、物流公司等各方进行有效的沟通和协调，从而推动贸易活动顺利进行。
4.外贸函电的发展趋势随着信息技术的发展和应用，外贸函电在形式和方式上发生了很大变化。
传统的书面信函渐渐被电子邮件、在线沟通工具等新型形式取代，外贸函电的发展趋势主要包括电子化、网络化、智能化和标准化等方面。
二、外贸函电的具体类型和写作规范1.商务信函的写作规范商务信函是国际贸易中常用的一种形式，其写作规范包括信头、称呼、正文、落款等内容。
在写作商务信函时，需要注意语言简洁明了、内容准确清晰、格式规范美观等要点。
2.合同的写作规范合同是国际贸易中不可或缺的重要文件，其写作规范主要包括合同的结构、内容、格式、条款等方面。
在写作合同时，需要注意合同的语言准确明了、内容全面详细、格式规范严谨等要点。
3.报价单的写作规范报价单是国际贸易中常用的一种形式，其写作规范包括报价单的格式、内容、条款、价格、有效期等方面。
在写作报价单时，需要注意报价单的语言简洁明了、内容准确清晰、价格合理公正等要点。
4.发票的写作规范发票是国际贸易中必不可少的一种凭证，其写作规范主要包括发票的结构、内容、格式、金额、税率等方面。
外贸函电常用词汇重点
外贸函电常用词汇学习交流,开拓视野,资源共享, --实惠网外贸论坛热情欢迎外贸各行各业的朋友第一期:General Terms1. establishing business relation-建立业务关系2. inquiry-询盘3. offer-报盘4. counter offer-还盘5. quantity-数量6. packing-包装7. time of shipment-装运期8. price-价格9. discount-折扣10. terms of payment-支付条款11. insurance-保险12. commodity k'mditi inspection-商品检验13. acceptance-接受14. signing a contract-签订合同15. claim kleim：索赔16. agency 'eidnsi：代理17. commission k'min：佣金18. exclusive iks'klu:siv独有的,独占的,专用的sales: 包销19. joint dint venture-合资企业20. compensation,kmpen'sein trade-补偿贸易21. processing and assembling trade-加工装配贸易22. the terms of international trade-国际贸易术语第二期:Establishing business relation 建立业务关系1. recommendation ,rekmen'dein：推荐、介绍2. inform 通知3. enter into business relations ：建立业务关系4. catalogue 'ktl:g：目录5. for your reference ：供您参考6. specific inquiry：具体询价7. promptly prmptli：立即8. representative repri'zenttiv：代表9. chamber 'teimb of commerce 'km:s：商会10. specialize'spelaiz专攻;专门从事in：专营11. on the bases'beisi:z of equality i:'kwliti and mutual'mju:tul benefit'benifit：在平等互利的基础上12. pamphlet'pmflit：小册子They issued a pamphlet concerning kn's:ni the worsening environment in'vairnmnt.他们出了一本有关环境恶化的小册子;13. a range of 一套14. make offers 报价15. import and export corporation 进出口公司16. silk 丝绸17. cotton piece goods 棉布18. blouse blauz：女衬衫19. be of the latest style 最新式样20. financial fai'nnl position 财务状况21. trade reputation 贸易声誉22. on display 展出23. woolen'wulin knitwear 'nit,w：毛织品24. garment'gɑ:mnt：服装25. meet with great favor赞成,赞同：受欢迎26. credit standing 信用地位/信誉情况/商业信誉27. state-operated 'preitid国营的28. currency'k:rnsi, Chinese currency, British currency 货币,中国货币,英国货币29. investment 投资30. a long-term investment 长期投资31. a profitable'prfitbl investment 有利可得的投资32. a safe and sure investment 安全可靠的投资33. a heavy investment 巨额投资34. investment intent in'tent投资意向35. investment partner 投资伙伴36. direct investment 直接投资37. investment environment in'vairnmnt 投资环境38. investor 投资者39. enterprise 企业,公司,事业40. joint venture enterprise 合资企业41. cooperative ku'prtiv enterprise 合作企业42. exclusively foreign-owned enterprise 外商独资企业43. state-owned enterprise 国营企业44. collectively-owned enterprise 集体企业45. individually,indi'vidjuli owned enterprise 个体企业第三期: inquiry 询盘1. general inquiry 一般询盘2. specific inquiry 具体询盘3. dealer'di:l商人4. quotation kwu'tein报价5. sales department 销售部6. purchase'p:ts购买7. enquiry 询价8. quote kwut开价9. sample'smpl样品10. a long-term contract长期合同11. discount'diskaunt折扣12. grant grɑ:nt批准13. to make an inquiry for sth对某物询价14. to keep the inquiry on file 把询价记录在卷15. to inquiry for sth对某物询价16. to inquiry about sth询问某事17. process'pruses 加工18. guarantee,grn'ti:, guarantor,grn't:保证, 保证人19. delivery di'livri交货20. port of delivery 交货港21. time of delivery 交货期22. prompt prmpt delivery 即期交货23. to effect delivery 办理交货24. to make delivery 办理交货25. to postpone pust'pun delivery 推迟交货26. to deliver sth to sb 把某物交付给某人27. shipment 装船28. to make shipment 装船29. to receive shipment 接货30. partial 'pɑ:l部分的,局部的;不完全的 shipment 分批装船31. prompt shipment 即期装运32. time of shipment 装运期33. offer 报盘/报价34. a firm offer 实盘35. a counter offer 还盘36. to accept an offer 接受报盘37. to extend an offer 延长报盘38. to renew an offer 更新报盘39. to withdraw wie'dr: an offer 撤消报盘40. the validity v'liditi of an offer 报盘有效期41. to make an offer 报价42. to offer firm 报实盘43. to offer subject to以…为条件,以…为准final'fainl confirmation 报盘以最后确认为准44. specialize in 专门经营第四期:Counter offer 还盘1. counter offer 还盘2. enjoy great popularity 享有盛誉3. ready seller; quick seller; quick-selling product 畅销品4. conclude business with sb. 与某人达成交易5. close business, close a deal , close a transaction, close a bargain 达成交易6. trade terms 贸易条件7. trade agreement 贸易协定8. trade fair 交易会9. trade mark 商标10. foreign trade对外贸易11 trade in sth 经营某物12. trade with sb.与某人交易13. favourable price 优惠价格14. favourable terms 优惠条件15. quotation 行情16. discount quotation 贴现行情17. exchange rate quotation外汇行情18. commission 佣金19. a commission of....%; ....% commission.百分之几佣金20. your ..% commission你的百分之几佣金21. The above price includes your commission of 2%.上述价格包括你方2%佣金.22. general practice 惯例23. accept an order 接受订单24. cancel an order 撤消订单25. confirm an order 确认订单26. execute an order 履行订单27. a back order 尚未执行的订单28. a fresh order 新订单29. a repeat order 续订订单第五期:Quantity 数量1. weight重量2. metric ton公吨3. long ton长吨4. short ton短吨5. kilogram, kilo, kg公斤6. pound, lb磅7. ounce, oz盎司8. number个数9. piece件10. pair双11 dozen打12. ream令13. set套14. length长度15. area面积16. volume体积17. cubic meter立方米18. capacity容积19. litre升20. gallon加仑21. bushel蒲式耳22. metric system公制23. british system英制25. gross weight毛重26. net weight净重27. shipping weight装运重量28. landed weight卸货重量29. theoretical weight理论重量第六期: Packing 包装1. packaging 包装方法2. blister packing起泡包装3. neutral packing中性包装4. skin packing吸塑包装5. hanging packing挂式包装6. catch sb's eye引某人注目7. mark唛头8. unlabelled packing无牌的包装9. in bulk散装10. in loose packing散装11 nude packing裸装12. bulk pack整批包装13. consumer pack零售包装14. large packing大包装15. inner packing, external packing, end packing 小包装16. shrunk packaging, 压缩包装17. foam-spary packaging喷泡沫包装18. gift-wrap礼品包装19. bag, sack袋20. jute bag麻袋21. polythelene bag, plastic bag塑料袋22. polythelene net尼龙绳网袋23. zippered bag拉链袋24. case, chest箱25. box 盒26. wooden case木箱27. carton纸箱28. container集装箱29. rate板条箱30. fibre board case纤维板箱第七期: Packing二包装1. packet 小包2. bale包3. bundle捆4. tin , can罐头5. basket篮,篓,筐6. bamboo basket竹篓7. bottle瓶8. wooden keg小木桶9. hogshead大桶10. iron drum铁桶11 cylinder铁桶12. barrel琵琶桶13. drum圆桶14. waterproof paper防水纸15. cellophone玻璃纸16. kraftpaper牛皮纸17. canvas帆布18. fibreboard纤维板19. nylon strap尼龙腰子20. plastic strap塑料腰子21. adhesive tape胶带22. stuffing material填料23. nylon plastic尼龙丝24. fermented plastic泡沫塑料25. paper scrap纸屑26. saw dust木屑27. tar paper沥青纸28. wax paper蜡纸29. slushing compound润滑油30. tarpaulin油布、防水帆布第八期:Shipment 装运1. backlog积压而未交付的订货2. terms of shipment装运条件3. prepare goods备货4. load装货5. unload卸货6. board木板,板,船舷7. on board在船或车、飞机上8. steamer轮船9. space of a steamer舱位10. shipping department运输部门11 liner班轮,班机12. book up票、车位、舱位等订完13. tranship转运14. transhipment转载15. Force Majeure人力不可抗力16. European Main Ports --EMPs欧洲主要口岸17. vessel船；飞船；飞机18. the first available vessel第一艘可订到的船19. call at停泊20. duly 按期地,按时的第九期: Price 价格1. Price terms 价格条件2. bargain 讨价还价3. currency 货币4. on the low side 价格偏低5. market price 市场价6. current price 现行价7. floor price 底价8. make a bargain with sb 与某人成交9. drive a hard bargain over sth. 为某事拼命讨价还价10. a bargain sale 廉价出售11. rock-bottom price 最低价12. 船上交货14. CFR 成本加运费价。
外贸函电重点归纳
外贸函电自学考试重要知识点归纳一：重要短语1、有意购买be in the market for2、设法去做某事see one’s way(clear)to do sth3、务必see to it that4、能够做某事be in a position to do sth5、告知某人某事inform/advise sb of sthinform/advise sb that随时告知keep sb inform ed/advised/posted of sth6、收到be in receipt of一收到，就upon receipt of7、因为（后加短语）due toBecause ofOwing to（后加句子）as since because8、向---保证（后加短语）assure sb of（后加句子）assure sb that请---放心please rest(be) assured9、在你方市场In your market in your areaAt your end on your side9、到达你处reach you11、一式两份in duplicate一式三份in triplicate一式四份in four copies12、按照你方要求（多种表示）at your requestAs request edComply with your request13 尽早（多种表示）At an early dateat your earliest conveniencewithout delayWithout failwith the least possible delayAs soon as possible14、有存货没有存货可供现货Have sth in stockSth be available from stockShip/send/supply sth from stock15 参考、参阅、谈及、向—查询refer to16、付款条件payment terms/terms of payment17、在—基础上on –basis18、因—感谢某人Be grateful to sb for sthBe obliged to sb15.在此方面in this respect16.与—联系Contact sbmake contact with sbGet in touch with sbbe in contact with sb21．与—有很好关系be on good terms with sbBe well connected with sb 22、随函附寄Enclose is /are---We are enclosing sthEnclosed please find-23、至于、关于in regard toin regard ofwith regard toRegardingas regard sas toAs forWith reference toReferring to24相关信用证covering L/CRelative L/C25 名词+for 结构中的名称有哪些？Inquiry/enquiryOfferBidQuotationCounter-offer +for 商品In the marketOrder26、以attention 构成的短语有哪些？提醒某人注意Call/draw/invite one’s attention to sthCall/draw/invite one’s attention to the factthat--得到某人的办理sth/get receive one’s---attention某人办理某事sb give ---attention to sth转交某人处理pass on sth to sb for atttention 27. 达成交易（多种表达）conclude the business/transactionclose a dealput though a dealcome to terms28 建立业务关系Establish/enter into business relations with sb29 经营—商品（多种表达）Sth fall/come/lie within the scope of business activitiessb handlespecialize inbe specialized indeal intrade inbe in----line30、和—相符in line withIn compliance withIn conformity withIn agreement withConform toComply withAgree with和---不相符out of line with31、鉴于我们长久的业务关系in view of our long standing business relations32、价格偏高on the high sideOut of line with the market level33 按惯常条款on usual terms34 标题货物captioned goodssubject goods35 由---运来ex 由---运出per 由---承运by36 以便我们能够so that we can do sthSo as to enable us to do sth-----thus enabling us to do sth37、装上船sth be loaded on board S.S””38、费用由某人承担For one’s accountAt one’s cost/expense/chargeSb bear ------be borne by sth39、某人承担不好后果Be (held)responsible forBe liable for sth40、某人负责---工作Be in charge of41 ---备妥待运be ready for shipment---包装好，准备装运be packed ready for shipment42 寄售on consignment43 继---之后further to44 现答复in reply to45 分两批装运by ---statementIn ---lotsIn ---installments46 提货take delivery of47 交货make/effect delivery of =deliver sth48 装运make/effect shipment=ship sth49 由买方选择at one’s option50让某人熟悉acquaint sb with51 对信用证的修改amendment to the L/C52、与---订舱book shipping space with sb onS.S””53、次品defective goods54、装船通知shipping advice55 装船指令shipping instruction56 转船transshipment 分批装运partial shipment57 动词后加ing的动词有哪些？Confirm having doneSubject toAppreciateRegretresume58 付款交单D/P documents against payment承兑交单D/A documents against acceptance 59 保兑的、不可撤销的信用证confirm irrevocable L/C60 即期信用证L/C(available/payable by draft)atsightSight L/C61 60天的远期信用证L/C at 60 days sight62 运费到付freight collectfreight to be paidfreight unpaid运费预付freight prepaid64完好in good condition65在运输途中in transitDuring transit66就-----达成协议Reach/enter into agreement on sth 67承兑汇票honor the draft68质量良好of high quality69延迟交货delay in shipment70急需be in urgent need of71供某人参考for one’s reference/consideration72Agree 的用法Agree with sbAgree to sth73Be acceptable to sbBe of interest to sbBe agreeable to sb74under 的用法4000 dozen Shirts under our S/C NO.123under separate cover =by separate mailUnder Article 12Under instruction from our Head Officeunder advice to us75damage to the goods76开汇票draw a draft on sb .for---（向某人索取若干金额的汇票）二：重要句型1、开立信用证Open/establish/issue an L/Cwith/through/by+银行covering+商品for/for the amount of/amounting to/to the extent of+金额in+币种in one’s favor2、保险cover/effect insurance on+所保的货物against+险别for+保额at+保险费或保险费率with +保险公司3、投诉complain to/against sb of/about sth4、索赔lodge/file/register/raise a claim against/with sb on-某物-for—原因-for—金额5、包装用语Men’s shirts are packed in wooden casesof 10 dozen each.Nylon Socks are packed in wooden cases, each containing 50 dozen.Folding chairs are packed 2 pieces to a carton.Each pair of Nylon Socks is packed in a polybag and 12 pairs to a box.6、Should +主+动词原形7、向某人订购某商品Place an order with sb for sth 向---订舱book shipping space with sb onS.S ““8、如果---，我们将非常感激we should/shall appreciate it if you will/would do sthAppreciate (one’s)doing sth9、有效期规定的句型Be forKeep valid/good/open/firmremain until10、修改信用证为允许分批装运和转船please amend the covering credit to allow partial shipment and transshipment三：必须记住的句子1、As this item falls within the scope of ourbusiness activities, we shall be pleased to enter into direct business relation s with you.2、We shall appreciate it very much if youcan quote us your lowest price CIF Lagos for 1000 pieces Bicycles for October shipment.3、We take pleasure in making you a specialofferSubject to our final confirmation, as followsSubject to your reply reaching herebefore March 284payment is to be made by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment5please offer us 50 long tons of the captioned goods at stg.236 per long ton CFR Shanghai, usual terms.6We are arranging to ship it by S.S “East Wind”sailing from Shanghai to London on or about 10th May7Should this be so, please amend the covering credit to allow partial shipment and transshipment ,under advice to us8Your close cooperation in this respect will be highly appreciated9We have just received the survey report from the Shanghai Commodity Inspection Bureau evidencing the short weight of 1540 ibs10The users are in urgent need of the machines contracted and are in fact pressing us for assurance of an early delivery11We trust the above shipment will reach you in sound condition and expect to receive your further orders before long12In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract13We hope this matter will not affect our good relations in our future dealings14We very much regret that we are not in a position to supply you enamelware direct, as we are already represented by ---for the sales of this commodity in your district15On perusal ,we find that transshipment and partial shipment are not allowed, please amend the L/C to read”“16We trust you will extend the shipment date of your L/C to May 15 and validity to May 30, thus enabling us to effect shipment of the goods in question17We wish to draw your attention to the fact that the date of delivery is approaching ,butwe still have not received your covering letter of credit18We are in receipt of your letter of March 8, contents of which have been noted19In reply, we very much regret to say that our end-users have found your price too high and out of line with the prevailing market level20We note from your letter of May 30 that the price offered by us for the subject article is found to be on the high side21We are arranging to send you 156 pens to replace the unsold balance 150. please return them to us by the first available steamer, carriage forward22Much to our regret, we cannot at present entertain any fresh orders for Tiantan Brand Men’s shirts, owing to heavy commitments 23The L/C expires on 20th August24We feel it our duty to remind you of this matter25We would like to emphasize that any delay inshipping our order will undoubtedly involve us in no small difficulty26Generally we cover insurance WPA and War Risk in the absence of definite instructions from our clients27It is our sincere hope that we can enlarge the business in these lines to our mutual benefit.。
外贸函电考试重点(精)
外贸函电专业术语Unit one1.the letter-head 信头2.the date 日期3.the inside name and address 封内地址4.the salutation 称呼5.the subject heading 事由6.the body of the letter 信的正文7.the complimentaty close 结束语8.the writer’s signature and designation 签名9.the enclosure 附件Unit two1.catalogue 目录2.leaflet 传单pamphlet 小册子brochure 小册子3.sale by sample 凭样品买卖sale by description4. a trial order 试订单5.repeat order 翻单6.duplicate order 订单副本7.regular order 长期订单8.sample book 样品册9.enquiry 询盘10.a quotation sheet 报价单11.client customer 顾客12.trade partner 商业伙伴13.manufacturer 制造商14.middleman 中间人15.dealer 经销商16.wholesaler 批发商17.retailer 零售商18.tradesman merchant 商人Unit three1.status enquiry 资信调查2.credit inquiry 信用调查3.reference 参考4. a bank reference 银行参考5.financial standing 财务状况6.conduct 实施7.capacity 能力8.capital 资本9.enquiry agency 询盘代理机构10.credit report 信用报告11.credit history 信用历史Unit four1.enquiry 询盘2.inquiry 调查3.reply 回复4.quotation 报价单5.chief representative 首席代表Unit five price 净价2.wholesale price 批发价3.discount 折扣4.allowance 津贴5.spot price 现货价6.current price 现行价7.prevailing price 现行价8.indicative price 指示性价格9.Gross for net 以毛重作净重10.more or less clause 溢短装条款11.total value 总价12.favorable reply 令人满意的回复13.valid period 有效期限14.validity 有效性mercial invoice 商业发票16.proforma invoice 形式发票Unit six1.offer 发盘2.firm offer 实盘3.non-firm offer 虚盘4.counter-offer 还盘5.re-counter offer 再还盘6.acceptance 接受承兑7.offeror 发盘人8.offeree 收盘人Unit seven1.first order 首订单2.trial order 试订单3.duplicate order 再订货4.repeat order 再定单5.regular orders 长期订单6.bulk order 大宗订单Unit eight1.business negotiation 商业谈判2.acceptance 接函3.sales contract 销售合同4.purchase contract 购货合同5.sales confirmations 销售确认书6.purchase confirmations 购货确认书7.express contract 明示合同8.implied contract 默认契约9.fixed-price contract 固定价格合同10.long-term contract 长期合同11.standard contract 标准合同12.letter of intent 意向书13.escalation clause 自动条款14.countersign 口令15.original 原件16.copy 复件17.breach of contract 违约合同18.violation of contract 违反合同19.renewal of contract 合同的续订20.interpretation of contract 合同解释权21.cash sale 现货22.purchase 购买23.bulk sale 整批出售24.distribution channels 销售渠道25.wholesale 批发26.retail trade 零售业27.unfair competition 不公平竞争Unit nine1.acceptance 承兑2.remittance 汇款3.telegraphic transfer 电汇4.mail transfer 信汇5.demand transfer6.collection 托收7.documents against payment 付款交单8.documents against acceptance9.factoring 代理10.money of payment 支付货币11.banker’s letter of guarantee 银行保证书12.L/C。
国际商务函电知识点总结
国际商务函电知识点总结国际商务函电是指在国际贸易中，通过书面形式进行商务沟通的方式。
它是国际商务往来过程中非常重要的一部分，能够有效地促进交易双方之间的沟通和合作。
因此，掌握国际商务函电的写作技巧和注意事项对于开展国际贸易业务具有重要意义。
本文将从函电的形式、内容、语言、文化差异等方面对国际商务函电的知识点进行总结。
一、国际商务函电的形式国际商务函电包括信函、电报、传真、电子邮件等形式。
不同形式的函电在国际贸易中有着不同的应用场合和特点。
1. 信函在国际贸易中，书面信函是最常见的一种形式。
信函主要分为正式函件和非正式函件两种。
正式函件一般采用正式的格式，包括抬头、称呼、正文、结束语和签名等内容；而非正式函件则可以更加灵活，不受严格的格式限制。
在国际商务中，信函通常被用于正式的商务文件、往来函件、邀请函、介绍函等。
2. 电报电报是一种通过电信网络进行传输的书面通讯方式。
在国际贸易中，由于它的快速和安全性，电报常常被用于紧急情况下的通讯，如订单变更、紧急交易通知等。
然而，由于电报收发需要特殊设备和条件，所以在现代国际贸易中已经逐渐被其他电子通讯方式所取代。
3. 传真传真是一种通过电话线传输图片和文本的通讯方式。
在国际贸易中，传真可以用于发送合同、证件、报价单等文件，它能够快速传输文件并保障文件的完整性，但由于传真机的使用需要专门的设备，因此在现代国际贸易中也越来越少被使用。
4. 电子邮件电子邮件是目前国际商务中最常见的书面通讯方式。
它的使用方便、快捷、成本低廉，能够发送文本、图片、文件等不同形式的信息，因此在国际贸易中得到了广泛的应用。
电子邮件一般可以用于下订单、询价、报价、合同讨论等各种商务事务。
二、国际商务函电的内容国际商务函电的内容应该包括函电的开头、正文和结束语等部分。
1. 函电的开头函电的开头应当包括日期、抬头、称呼等内容，可以根据不同的正式或非正式通讯形式适当调整。
日期：在写信的时候，务必注意写明日期。
外贸英语函电考试知识点
外贸英语函电考试知识点一、建立业务关系1、建立业务关系的方式：通过银行、通过政府机关、通过专业展会、通过互联网等。
2、建立业务关系时要注意以下几点：(1)要注意给对方提供自我介绍时一定要详细、全面，要实事求是，不要夸大其词，否则会失去信任。
(2)由于世界上同名同姓的人很多，自我介绍完后，最好加以注明。
(3)对一些特殊的人或公司介绍时，最好加以说明。
(4)介绍信要写得清晰、明了。
3、自我介绍包括以下内容：公司名称、公司性质、公司规模、职工人数、主要产品及产品性能、主要生产设备等。
二、询盘1、询盘又称询价，指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。
2、询盘的内容可涉及：索取样品、产品目录、报价单等。
3、询盘的方法包括：、传真、函电和互联网等。
4、询盘的特点是：只是询问，不是交易。
5、询盘的分类：根据询盘是否涉及特定的交易条件，把询盘分为具体询盘和概括询盘两种。
6、具体询盘：询问具体的商品交易条件。
它又分为：询问商品的价格；询问购/售商品的数量；询问商品的规格、型号；询问包装方式和运输方式；询问交货期限和支付方式等。
7、概括询盘：不涉及具体的交易条件，只是询问商品的花色、品种、品牌等。
8、询盘的语气要客气、礼貌，不要有自卑感。
9、收到询盘后要尽快答复，以免耽误对方的工作。
如果不能及时回复对方的询盘，应告诉对方原因及何时能够回复。
10、回复对方的询盘时，首先应向对方表示感谢；其次要针对对方的询盘予以明确地回复。
如果无法满足对方的要求时，应向对方说明原因。
如果对方要求寄样品时，应尽快寄出，并告诉对方邮单号码，以便查收。
如果不能寄样品时，应向对方说明原因并询问是否可以提供同类商品的信息或介绍其他客户。
如果对方要求提供某种文件或资料时，应尽快提供，并告诉对方资料的内容和提供的方法和途径。
如果不能提供时，应向对方说明原因并询问是否可以提供其他资料或介绍其他客户。
如果对方要求报价时，应尽快报价，并说明价格中包含哪些费用及支付方式等细节。
(完整word版)外贸英语函电期末重点
外贸函电期末重点第一章Basic Knowledge of Business Letter Writing 1。
1 Structure 构成：a.Letterhead（信头）—-发件人的信息(名称、电话、地址)b。
Reference and date（发文编号和日期）c. Inside Name and Address(封内名称和地址）——收件人的信息d。
attention line (注意事项）e. The Salutation（称呼)f. the Subject Line(事由标题）g。
The Body of the Letter（信的正文)h。
Complimentary Close(结尾敬语)i。
The Signature(签名)j. enclosure (附件)k。
carbon copy notation（抄送)l. postscript(附言)1.2 Envelope 信封的写法:1。
3 Principle 写信原则：Courtesy 礼貌Conciseness 简洁Clearness 清晰第二章Establish Business Relations 建立贸易关系2.1 Structure第一部分说明信息来源Commercial Counselor office商务参赞处；Embassy 大使馆；Chamber of commerce 商会;第二部分说明写信目的+自我介绍leading importer 主要进口商/ one of the largest importers 最大的进口商之一deal with/ specialize in 专营competitive price 竞争价格/ enjoy great popularity 享有盛誉for your reference 供你方参考; fall(be）within the scope of 属于…的经营范围enter into business relations 建立贸易关系in the market for想要购买/in the hope of doing sth。
外贸函电复习
外贸函电复习Part I1.即期汇票 a. Certificate of Origin (C/O)2.备用信用证 b. Cost, Insurance and Freight （CIF）3.国营企业 c. Reefer Container (RF)4.经济特区 d. sight draft5.特别行政区 e. World Trade Organization (WTO)6.交货付现 f. payment received (PR)7.船上交货g. cash on deliver (COD)8.成本费、运费加保险费h. Special Administrative Region9.原产地证明书i. state-owned enterprises (SOE)10.冷藏集装箱j. standby LC SLC11.货到付款k. wholly foreign owned enterprises (WFOE)12.离岸价格l. World Customs Organization (WCO)13.承兑交单m. Free In and Out (F.I.O.)14.船方不负担装卸费n. Liner In and Out (L.I.O)15.船方负担装卸费, 但不包括码头费。
O. special economic zone (SEC)16.付款收讫p. Delivered Ex-ship (DEQ)17.外资独资公司q. Document Against Acceptance (D/A)18.世界海关组织r. Free on Board (FOB)19.西欧时间（即格林威治时间）s. Western European Time (W.E.T)20.世界贸易组织t. payment of arrival (P/A) payable on receipt (P.O.R.)21.以装船清洁提货单u. Clean on Board Ocean Bill of LadingPart II1. While _____ an enquiry, you ought to enquire into quality, specification and price etc. (A)A. makingB. offeringC. sendingD. giving2. We trust that you will find our goods ____. (D)A. attractingB. to be attractiveC. attract your attentionD. attractive3. We would like to take this _____ to establish business relations with you. (B)A. openingB. opportunityC. stepD. advantage4. Our products enjoy _____ in world market. (B)A. most popularB. great popularityC. good sellerD. selling fast5._____please find a price list of our new products.A. EnclosingB. EncloseC. EnclosedD. Enclosure6. Could you make us a firm offer _____ Shoes?A. ofB. forC. offD. at7. In the meantime, please _____ us informed _____ developments _____ your end.A. keep …with…atB. have…by…inC. touch…with…onD. fail…by…to8. Following your order _____400 pieces of electronic toys last year, we are pleased to receiveyour order No. 456 ____ the same quantity.A. for, ofB. of, ofC. of, forD. with, for9. We place an order provided your goods can be supplied _____ stock.A. outB. out ofC. fromD. in10. We place this order _____ the understanding that the discount is 25%.A. based onB. withC. onD. through11. In this case, the buyer ______ cancel the contract.A. couldB. may have toC. has the right toD. reserve the right to12. We feel sorry to say that the rugs supplied ______ Order No. 123 have not yet reached us.A. byB. forC. withD. to13. We will do our best to _____ shipment to meet your requirements in time.A. complyB. makeC. expediteD. arrange14. We have the pleasure to inform you that the shipmen has gone _____ per S. S. “East Wind”and hope that it will arrive at the destination in _____ condition.A. on, goodB. for, completeC. forwards, perfectD. onto, perfect15. We regret our inability to _____ with your request for shipping the goods in early November.A. complianceB. complyC. manageD. arrange16. Any loss or damage noticed when the goods are delivered must be reported to the _____ at thetime, otherwise he will not be liable for it.A. carrierB. shipperC. consigneeD. consignor17. As the ______ of the goods was not strong enough to withstand the rough sea voyage,shipment was withhold at the last minute in order to give time for ______ improvement.A. pack, packetB. package, packingC. package, packagingD. packing, packaging18. We thank you for your letter of December 1 and the _____ catalogue.A. sentB. enclosedC. givenD. presented19. We produce decorative fabrics _____ different kinds.A. inB. ofC. forD. with20. We should be pleased to send you some samples of our new typewriters on approval, _____our own expense.A. atB. onC. forD. in21. If you are interested, we will send you a sample lot _____ charge.A. withinB. withC. forD. free of22. Your full cooperation _____A. will be thanked very much.B. is to be appreciatedC. is to appreciateD. will be highly appreciated23. This is price is -____ of your 5% commission.A. includesB. coveringC. inclusiveD. including24. _____ your Enquiry No. 123, we are sending a catalog and a sample book for your reference.A. AccordingB. As perC. AsD. About25.We agree to conclude business _____ the terms ____ stated in our Contract No. 46.A. on…onB. as…asC. as…onD. on…as26. We suggest your order _____ a minimum quantity of 1,000 tons.A. call forB. call onC. calls forD. call at27. We are a state corporation, specializing ____ the export of Oil seed. .A. inB. atC. onD. with28. We expect to put _____ the deal.A. throughB. withC. onD. up29. We _____ your terms satisfactory and now send you our order for 2 sets of the generator.A. findB. believeC. thinkD. trust30. The goods are urgently needed. We _____ hope you will deliver them at once.A. thereforeB. soC. thatD. should31. As agreed upon in our negotiations, payment _____ L/C.A. byB. willC. is to be made byD. is by32. We regret to report that a consignment of silk piecegoods _____ Order No. 236 has not beendelivered.A. withB. forC. onD. under33. ________ the present market trend, we have to say that our price is really the best we canquote.A. WithB. OnC. BecauseD. For34. Passenger liners often take a certain amount of _____.A. cargoesB. cargoC. shipmentsD. quantities35. The shipment time is June or July at our _____ and the goods will be shipped in one _____.A. choice, shipmentB. option, lotC. decision, cargoD. option, consignment36. Before deciding which form of transport to use, a _____ will take into account the factors ofcost, speed and safety.A. consignorB. consigneeC. shipperD. ship owner37. They intended to lower the cost of the products. _____ they did not succeed in reducing thepackage costs.A. ThereforeB. AndC. HoweverD. Furthermore38. Since three-fifths of the voyage is in tropical weather and the goods are liable to go mouldy,we think it advisable to have the shipment ____ the risk of mould.A. covered insuranceB. taken out insuredC. covered againstD. insured for39. The letter we sent last week is an enquiry _____ color TV sets.A. aboutB. forC. ofD. as40. This chemical is made _____ a special formula.A. fromB. according toC. ofD. in41. If you are interested, we will send you a sample lot _____ charge.A. withinB. withC. forD. free of42. This is price is -____ of your 5% commission.A. includesB. coveringC. inclusiveD. including43. While _____ an enquiry, you ought to enquire into quality, specification and price etc.A. makingB. offeringC. sendingD. giving44. We would like to take this _____ to establish business relations with you.A. openingB. opportunityC. stepD. advantageRearrange the following sentences into the form of a letter and write the correct order on the Answer Sheet. ( 6%)1)Sender’s Name: China National Garment Import & Export Corp., Jiangsu Branch2)Sender’s Address: 260 Zhujian Rd., Nanjing 210018, China3)Sender’s Cable Address: INDUSTRY NANJING4)Sender’s Telex Address: 33045,INDUSCU5)Date: March 23, 20086)Receiver’s Name: H.G. Walkman & Co., Ltd.7)Receiver’s Address: 2561 California Ave., Seattle, WA 96514, U.S.A.8)Subject: Gent’s Shirt9)Salutation: Gentlemen10)The Message…11)Complimentary Close: Yours faithfully,12)Enclosure: CataloguePart III Translate the following into Chinese：(20%)1.Enclosed please find a reference for XuRi Co., which should be treated confidentially.2.We recommend you to take prompt advantage of this offer, which is firm for three days.3.We appreciate your offer of July 4, but we must point out that the proposed quotation willleave us little or no margin of the profit. Couldn’t you grant us a 5% cut in your price so that we may send you large orders?我方感谢你方7月4日的报价。
自考《外贸函电》第五课至第九课复习重点
询价和报盘： 1.description of an article/name of commodity 意思是商品名称。
在商业书信中，我们常常可以看到许多表⽰商品或货物的词汇，如：commodity， goods， article，merchandise， cargo， material， item， product， supply， order 等。
下⾯简单介绍⼀下这些词汇的⽤法： commodity是⽐较正式的⽤语，通常指较⼤范围的商品，尤其指⼀个国家的主要商品。
Commodity是可数名词。
goods不是指⼀件商品，⽽是统指货物。
Goods永远是复数形式，不能与数词连⽤。
Merchandise 也是泛指商品，不特指某⼀商品，但没有复数形式，前⾯也不可加不定冠词。
article 作商品解时，常常指⼀种商品，⽽不是指⼀类商品，同⼀种商品⽽有不同规格，商品编货号，常⽤此词，如在课⽂中。
Cargo = goods carried in a ship.即船上所载的货物。
如：The steamer sailed with full cargo.该轮满载起航。
注意这⾥不能⽤goods 代替cargo.说与装运有关的货物时也可以⽤cargo，但不如goods普通。
如：We expect to ship the goods （可⽤cargo） in a few days. 如果不是在船上的货物，⼜跟装运没有关系的货物，不能⽤cargo，如：As soon as the goods （不能⽤cargo） are available， we will call you. material ⼀般指作原料⽤的商品。
item 名词item本义是“项⽬”，但在商业函件中常⽤来代表前⾯提到的货物，如：We note your are interested in walnut meat but regret to advise that this item is not available at present. 尤其在介绍⽬录中的商品项⽬时常⽤此词，如：You can buy these items through the catalogue. 你能从⽬录中买到这些项⽬。
外贸英语函电---完整版知识点汇总
千里之行，始于足下。
外贸英语函电---完整版知识点汇总外贸英语函电是国际贸易中常用的一种交流方式，因此掌握一定的外贸英语函电知识对从事国际贸易工作的人员来说是十分重要的。
下面是一些常用的外贸英语函电知识点的汇总：1. 函电格式：外贸英语函电通常包括信头（Letterhead）、信头日期（Date）、收信人地址（Inside Address）、称谓（Salutation）、正文（Body）、结束语（Complimentary Close）、签名（Signature）等部分。
2. 函电语气：外贸英语函电通常使用正式的语气，避免使用俗语或口语化的表达方式。
同时，在表达内容时要注意客观、准确、简洁的原则。
3. 信头：外贸英语函电的信头通常包括公司名称、地址、联系方式等信息。
信头应该位于纸张的顶部，并使用大写字母。
通常，信头还包括公司的标志或徽标。
4. 日期：外贸英语函电的日期通常放在信头下方的左侧或右侧。
日期应该用阿拉伯数字表示，格式为“月/日/年”。
5. 收信人地址：外贸英语函电的收信人地址通常放在日期的下方，使用大写字母。
收信人地址的格式通常为：国家/地区、城市、街道、邮政编码等。
6. 称谓：外贸英语函电的称谓通常放在收信人地址的下方，使用尊称加上姓氏。
例如：Dear Mr. Smith。
第1页/共3页锲而不舍，金石可镂。
7. 正文：外贸英语函电的正文是信函的主要内容部分，应该包括明确的目的和要求。
正文应该使用简洁明了的句子，并避免使用复杂的术语和长篇大论的述述。
8. 结束语：外贸英语函电的结束语通常放在正文的下方，表示对收信人的问候和祝愿。
常见的结束语有：Yours sincerely, Sincerely yours, Best regards等。
9. 签名：外贸英语函电的签名通常放在结束语的下方，表示信函的发件人。
签名应该使用红色或蓝色的墨水，以示正式。
10. 附件：外贸英语函电如果有附件，应该在正文结束之后明确指出，并列出附件的名称和数量。
外贸函电1
自考《外贸函电》复习重点1. bid在国际贸易中，一般由卖方发盘或报盘，但有时，出于策略上的考虑，如卖方的商品供不应求，看涨，或是对当前的市场情况还不清楚，或是不知买方是否有诚意购买，常常要求买方先出盘，，以便集中对比，然后决定与谁成交。
这种买方出的盘叫递盘（bid）。
Bid也是一种报盘。
Bid 做名词时，常与动词make连用，基本结构是make ab a bid at a price for sth.。
They made a bid at US$2，500 for Walnut-meat.他们对核桃仁曾按单价2，500美元递价。
Bid做动词用的常用句型为bid a price for sth. Last week we bid US$…… per metric ton for Green Tea.上星期我们对绿茶递价每公吨……美元。
另外bid也可做“投标”解。
2. 重要表达式（1）to make you firm offers for both Groundnuts and Walnut meat CFR Copenhagen报花生和核桃仁两货CFR哥本哈根实盘（2）Hand-picked，Shelled and Ungraded Groundnuts 手拣去壳不分级花生（3）European Main Port 欧洲主要口岸（4）This offer is firm，subject to your reply reaching us within one week此确盘一周内复到有效（5）the best price we can quote这是我们能报的最好价（6）As regards walnut meat关于核桃仁（7）to be under offer elsewhere已向别处报盘（8）to make us an acceptable bid给一个合适的（可接受的）递盘（9）there has been a large demand for the above commodities对上述两商品的需求甚殷（10）result in increased price结果导致价格上涨（11）avail yourselves of the advantage of this strengthening market 可以得到这方面的好处。
外贸函电重点
Unit 1 Business Letter Writing 商业书信撰写1.The Salutation 称呼这是写信人对收信人的一种称呼,其位置是在封内地址的下面空两行,目前外贸书信中一般通用的称呼语有：Dear sir , Dear Madam, Dear Sirs,Dear Mesdames, Gentlemen 不能用单数,Dearplimentary Close 结束客套语结束语是一种客套用语它应与前面的称呼相呼应,后面加逗号;如：Dear Sirs: Yours faithfully,or Faithfully yours,Gentlemen: Truly yours,or Yours truly,Dear , Yours sincerely or Sincerely yours,3.Enclosure 附件如信中有附件时,应在签名下注明Encl.或Enc.如附件不止一件应注明2 Encls or 3 Encls,或详细列明如下：Encls: 2 InvoicesEnc: 1 Photo1 CertificateUnit 2 Establishing Business Relations 建立业务关系1．说明信息来源The source of informationYour company has been kindly introduced to us by…we learn from… that…简单介绍自己公司brief introduction to your own companyWe wish to introduce ourselves to you as…Our lines are mainly …写信目的The intention of writing the letterWe are willing to enter into business relations with you.we are now writing to you for the …表达合作愿望Expressing the intention of cooperation and getting early reply We look forward to receiving …Your early reply is appreciated.2.短语be introduced to 被介绍给……fall within the business scope of 属于……的经营范围enter into establish, build,open up business relations with 与……建立业务关系at an early date 尽早a general idea/a rough idea 一般的了解,大致概况Upon /on receipt of 一收到……Look forward to+n./v-ing 盼望,期待the Commercial Counsellor’s Office 商务参赞处avail oneself of 利用In a position to do sth 能够……State-owned/State-operated/State-run 国营的,国有的Specialize in 专业经营,专营engaged in 从事Under/By separate cover/post 另寄,另外邮寄with a view to 为了3.句子1)Your letter of the 2nd March expressing the hope of establishing businessconnections with us has been received with thanks.你3月2日希望同我们建立业务关系的信已经收到,谢谢;2)在收到你方具体询价时,我将立即寄上报价单及样品;We will send you our quotations and samples immediately on/upon receipt of your specificconcreteenquiry.4.信例Write a reply to ABC co. with the following particulars.the receipt of their letter of June 27;to their proposal of establishing trade relations with youinspection will be handled by the bureau concerned in Shanghai.Dear sirs,With reference to关于your letter of June 27,we are glad to learn that you wish to enter into trade relations with us, which also meets our interest.To give you a general idea大概情况 of our products , we are sending you by air a catalog showing various products being handled by this corporation with detailed specification and means of packing. Quotations and sample will be sent upon receipt of 一收到…就your specific enquiries.As we have not had the pleasure of doing business with you in the past, we would like to inform you that our goods for export are to be inspected by the Shanghai Commodity Inspection Bureau before shipment, and necessary certificates in regard to关于 the quality and quantity of the shipment will be provided. We are looking forward to your early reply.Yours faithfullyUnit 3 Statuis Enquiry 咨询1.短语on the point of 正要……的时候be obliged to sb 感激be obliged to do sth 被迫,不得不Meet One's Obligation 偿清债务inform sb. of sth. 告知某人某事pleased be informed that…兹通知In confidence 私下,秘密地It goes without saying…不言而喻,不用说On your part 你方Up to 直到Line/business scope 业务范围in line with 符合,与……一致be in sth./ be dealing in sth. 经营have placed an order with 向……下订单comply with 遵从Turnover 营业额proceed with 继续进行2.句子1)The firm, Anderson & Co., is dealing in pharmaceutical chemicals. They havewide connections with an annual turnover of US $100,000. We usually grant them credit up to US $30,000 without security and they have never failed to meet their engagement.安特森公司经营西药化工原料;他们具有广泛的业务关系,年营业额约10万美元;我们通常给予他们3万美元的信贷,而不需任何抵押物品,他们从来没有不履行承诺;2) Little & Co. have placed an order with us in an amount of US $50,000. Sincethey ask for payment to be made by D/P, instead of L/C at sight as usually accepted by us, we should be glad to know if they have any record of default and if it is safe for us to comply with their request. It is understood that any information you may supply us with will be considered as confidential and without any responsibility on your part.威廉立德尔公司向我们定购5万美元货物;由于他们要求用D/P付款,而不是用我们通常接受的即期L/C付款,因此我们将乐于知道该公司是否有任何违约记录,我们答应他们的要求是否安全;勿庸说明,你提供给我们的任何信息将被认为是机密的,你方对此不负任何责任;Unit 4 Enquiries and Replies 询盘及答复1.写作方式1)介绍信息来源或提上一封信等;We know your company through the courtesy of …We are a company dealing in…We write to inform you that we are interested in …We have pleasure in informing you that we…2)具体的询价比如要求对方提供什么信息和服务等,这一部分要写得具体、清楚If you can quote us a firm offer实盘 for…we shall appreciate it.We will be pleased to have your offer …Your quotations for the following will be highly appreciated.3)表达合作愿望We would like very much to cooperate with you.Should your price be competitive, we intend to place a large order with you. We appreciate your cooperation.2.短语be keenly interested in 很感兴趣for our reference 供我们参考in demand for sth. 需要……Meet 满足,应付meet with 遭遇,受到enquire for sth 询问enquire of sb. about sth. 询问某人某事enquire into 调查,探究Regarding/concerning/about/ with regard to/ in regard to/as regards 关于in response to/ in reply to /in answer to 回复,回答to the best of one’s ability 尽力In need of需要assure sb of sth 使确信,保证fall due 汇票到期Expire 信用证到期engage in从事,忙于Engagement 约定,契约fulfil l one’s engagement 履行契约break one’s engagement 毁约keep one’s engagement 遵守约定enter into new engagement 达成新契约meet one’s engagement 履行契约place regular orders 定期订购on behalf of 代表, 为了…的利益enclosed please find 附上…请查收profit margin 盈余,利润幅度by separate post 另邮寄financial standing, business capacity and character 资金情况,业务能力和信誉selling season 旺季supply from stock 现货供应quote CIF London 报CIF伦敦价confirmed ,irrevocable L/C 保兑的,不可撤销的信用证3.句子1)We are pleased to inform you that there is a good sale for your drilling machinemodel Z-33 and would ask you to send us your best offer. If your price is found competitive, we are confident there are good prospects for business.我们乐于告诉你们,你们的z－33型钻床销路很好;请寄给我们最低的报盘;如果你们的价格有竞争力,我们确信有良好的业务前景;2)we have much pleasure in enclosing an enquiry sheet for great wall brand cannedmeat, each can containing 250 grams. This enquiry is from a very famous supermarket with branches all over the country. You will notice from the enquiry that their requirement is in large quantity and therefore price is of utmost importance in concluding the transaction.我们乐于附寄长城牌罐头肉询价单一份,每听重量为250克;这份询价是从一很有名的超市来的,这个超级市场在全国有分支机构,你们会从询价单上注意到他们的需求量很大,因此价格是达成交易最重要的因素;3)If you are in a position to supply the goods as per根据 the attached enquiryat very competitive prices, we trust large orders will be obtained.如果你们能够按有竞争性的价格提供所附询价单上的货物,我们相信将获得大的订单;4)We have received an order from James Sharp & Co.for the supply of 100 metrictons of Newsprints. This company is a very big publisher here and is inconstant need of all sorts of printing paper. We are sending you this order and understand that a 5% commission will be allowed as usual.我们从杰姆夏普公司得到一张定购100公吨新闻纸的订单;这家公司是本地一家大出版商,经常需要各种印刷纸张;我们寄上该订单,并理解你们将如通常那样给予5％的佣金; 5)据悉你公司能出口最新型的照相机RX－31型,故与你们联系,希望能寄我该相机目录一份;同时并请告知其最低价,以便我与客户联系;We have learned that you are in a position to export Cameras of the latest model are therefore writing to you and hope that you will send us a catalogue. In the meantime, please let us know the lowest price so that we can approach our clients.Unit 5 Offers and Counter-offers 发盘和还盘1.完整的发盘应包括下列几点：✓对询价表示感谢✓表明价格,折扣及付款条件的细节✓详细说明价格包含的内容如运费,保费等✓对交货期或装运期的承诺✓报价的有效期✓表达合作希望2.实盘firm offer有效期的表示：✓Subject to your reply reaching us by before…以…..前复到有效✓Subject to your reply acceptance here within …days 以在……天内复到有效✓This offer is firm open, valid,good for … days. 此报盘在……天内有效3.虚盘non-firm offer的表示：✓Without engagement obligation 不受约束✓Subject to prior sale 以先买为准✓Subject to our final confirmation以我方最后确认为准4.拒绝接受发盘的信应包括以下几点✓对发盘表示感谢✓对不能接受表示遗憾✓如适当可还盘✓提示一起做生意的其他机会5.短语enquire for 询价,询问Stock n. 存货；v. 储存,存货in stock 有存货out of stock 缺货ex stock 有存货,可供现货Quote v.报价quote sb. for sth 报给某人某物的价格make submit a quotation for sth. 对某物报价On…basis eg:on CIF Karachi basis net CIF卡拉奇净价quote a price on CIF basis 报CIF价Commission 佣金discount 折扣Subject to 以……为准,以……为条件win popularity 受欢迎against 按照,依据take sth into consideration 考虑到……,把……考虑进去take into consideration sth 当接的宾语很长时Make shipment in three equal monthly 分三个月每月平均装运Supply with 提供...in duplicate 一式两份in triplicate 一式三份6.句子1)May we refer you to S/C SP-7542 against which we booked with you 1,000Bicycles of the same brand at the prices about 10% lower than you now quote us.请贵方参阅89SP-7542号销售确认书,我们曾据此向贵方定购过相同牌号的自行车1000辆,当时的价格要比现在你们的报价低10％左右;2)Please take into consideration our sincere desire to conclude this firsttransaction with you.我们是真诚希望达成与你方的第一次交易,请考虑到这点;3)We regret to say that your offer is not in the least encouraging. There isa big difference between your prices and those of your competitors. We havebeen doing business with you for many years and hope that you will quote us your rock-bottom price against our future enquiries; otherwise we can have no alternative but to place our orders elsewhere.我们抱歉地告知,你方的报盘一点也没有鼓舞性;你的价格与你竞争者的价格有很大的差距;我们同你们公司已进行了多年交易,希望你们对我方今后的询价能报最低的价格；否则,我们别无选择只能向其他地方订货;4)In compliance with your request, we are now offering you 2,000 dozen Men’sshirts at US$60 per dozen CIF San Francisco, September shipment. This offer is subject to our final confirmation.按照你方要求,我们现报上2000打男式衬衫,每打CIF旧金山60美元,9月份装运,该报盘以我方最后确认为准;5)Referring to your enquiry of the 3rd March for Tiger Brand combination pliers6’’, we are enclosing our quotation No. 456 in duplicate. As requested, we are also sending you separately a sample of the same for your use in pushing the sales among your customers.关于你方6英寸虎牌鳃钳的3月3日询价,我们现附上第456号报价单一式两份;按照你方要求,我们另寄样品一把,供你方在同客户推销时使用;6)We have received your letter of 2nd March and wish to quote for Elephant BrandAdjustable Wrenches as follows:5” at US $6- per doz.6” at US $7- per doz.7” at US $8- per doz.The above prices are on CIF Karachi basis, subject to our final confirmation.你公司3月2日来信收悉;关于象牌活络扳手今报价如下：5”每打 US$ 66”每打 US$ 77”每打 US$ 8以上价格是成本加保险费加运费到卡拉奇价,并以我方最后确认为准;7)我们很遗憾不能接受你方的还价;自从我们报价给你们后,我们已按原报价与其他许多客户成交,故如你方仍有需要,请立即定购;We regret being unable to accept your counter-offer. Since we quoted you we have concluded business with many clients at the price originally quoted. Therefore, if you are still in need of this item please place your order without delay.8)你公司4月18 日来函收悉.今报上11/2英寸铁钉20公吨,每公吨500美元成本加保险费加运费到长崎价.可供现货.其他条款同前.上述报价以你方在5月10前复到有效.We have received your letter of the 18th April and now wish to offer you 20 metric tons of Iron Nails, 11/2’’at US $500 per metric ton CIF Nagasaki ex stock, other terms being same as before. The above offer is valid subject to your reply reaching here before the 10th May.7.信例Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favorable comments on the goods offered and recommending their client’s acceptance.Dear sirs,We thank you for your enquiry of 30th November and enclose our quotation for curtain materials.We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our goods from house furnishes in various districts and regions, which we are finding it difficult to meet , but provided that we receive your order within the next ten days, we will give priority to it for prompt delivery. Your early reply will be appreciated.Yours faithfullyUnit 6 Sales Promotion 促销1.写作要点✓信要短;✓在开头一段就得抓住读者的兴趣;✓说明产品或服务的益处,并以事实或数据使读者相信;✓激发欲望,适当再发”追询信”follow-up letters;2.短语Outlet 销路,销售途径compete against / compete with 与...竞争1975 sales 1975年的销售金额in excess of 超过3.句子1)我们的手提式打字机系用轻质硬合金钢制造,故携带方便,经久耐用;Our portable typewriter is made of light hard alloy, being convenient in carrying and durable in use.Unit 7 Orders and Their Fulfilment 订单及其执行1.短语S/C sales confirmation 销售确认书openestablish L/C 开立信用证Consignment n.货物,委托物,寄售Consignment note 发货通知书On consignment 以委托方式待货物售出后付款给货主；以寄售方式Consigner / consignor 寄件人,发货人consignee 收件人,受托付者Due 票据到期的,期满的Be due 预定应到的, 预期的due for sth. 适当的,合适的due to / because of 因为,由于due to 欠的,应支付的force majeure 不可抗力Under 在……项下in rotation 按先后顺序. = motor vessel 船,轮per . Ben Nevis 由Ben Nevis轮Accordingly 相应地,对应地Effect v. = to make sth. happen 实现；n. 效果,影响,效应Effect shipment 装船Effect payment 付款Effect insurance 投保take effect / come into effect 开始生效be in effect 有效effective adj. 有效的In this connection 借此机会Enable us to do sth. 使我们能够…2.句子1)Please note that the goods are required to reach us regularly, in monthlylots of 500 pieces, commencing next month.请注意货物必须定期地到达我处,每月500件,从下月开始.2)你们也许知道,我市场急需该货.我们认为有必要强调必须按时装运.你方任何延迟装运将有损我们今后的业务.You probably know that there is in urgent demand for the goods on our market. We consider think it necessary to stress that the goods should be shipped on time. Any delay in shipment on your part will be detrimental to the future business between us.3)你公司8月10号来函收悉,内附有关第100号订单定购500台缝纫机sewing machine的销售确认书第90SP-5861号一式两份.今签退一份请查收.We have received your letter of the 10th August, enclosing S/C in duplicateagainst our order for 500 sets of sewing machines. Enclosed please find a copy of the said Sales Conformation, duly countersigned .4)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/enclosing an order for 1,000 Sewing Machines. Enclosed is our Sales Confirmation in duplicate, one copy of which please sign and return to us for our file.5)我已接受你方85号订单订购货号1002号印花布十万码;请告颜色搭配并按合同规定的条款开立以我方为抬头的有关信用证;Your Order No. 85 for 100,000 yards of Cotton Prints Art. No. 1002 has been booked. Please let us know the color assortment at once and open the covering L/C in our favor according to the terms contracted.3.信例Write a letter to your customer , acknowledging receipt of his order, but regret being unable to accept it at the prices quoted previously . Quote your current prices and ask for your customer’s opinion.Dear sirs,We thank you for your order No. 6235 for delivery in February/March.We regret, however, that we cannot accept the order at the prices we quoted six weeks ago. As you know , freight and the cost of materials have risen substantially in the meantime, and we were compelled to adjust our prices in order to cover at least part of this increase.The lowest prices we can quote today are as follows:“Jasmine” Shampoo at USD… per dozen.“Jasmine” Toilet Soap at USD… per dozen.The above prices are understood on CIF Singapore basis. Please inform us by return whether we may book/accept your order at these revised prices; we shall then be able to give you delivery in February/March as required.Yours faithfully Unit 8 Terms of Payment 付款条件1.付款方式✓汇付Remit：信汇: M/T Mail Transfer ；电汇: T/T Telegraphic Transfer ；票汇: D/D Demand Draft✓托收Collection：光票托收Clean Collection；跟单托收Documentary Collection:a.付款交单：D/P Documents against Payment ;即期付款交单： D/P at sight, sightD/P;远期付款交单：D/P after sight; b.承兑交单：D/A Documents againstAcceptance✓信用证L/C2.短语terms of payment 支付条款confirmed, irrevocable L/C 保兑的、不可撤消的信用证in our favor 以我方为受益人in favor of our company 以我公司为受益人partial shipments 分批装运inst. / instant 本月Call for 要求Down payment 分期付款的首次款,定金Advice n. 劝告,忠告,建议；商消息,行情Advice note / letter of advice 正式通知关于货物寄运,业务洽谈等Enjoy high prestige 享有很高的声誉Draw a draft/bill on sb. 开立以某人为付款人的汇票Draw on sb for … for 后接开出的款数in view of 鉴于3.句子1)Our usual terms of payment are by an irrevocable L/C to be established inthe seller’s favor through the bank of China, payable against thepresentation of shipping documents in Shanghai.我们付款的惯例是通过中国银行开立的、以卖方为受益人的不可撤消的信用证,在上海凭提示装运单据付款;2)Through your repeated requests and in view of the small amount of this trialorder, we would grant you such favorable terms of payment as D/A 45 days after sight.通过你们反复要求,并鉴于这笔试购订单金额较小,我们愿给你D/A45天的有利条款;3)We regret to have to decline your request for D/P terms. Payment by L/C isour usual method of financing trade in these traditional goods.我们抱歉不得不谢绝你方要求D/P条款;对这些传统货物,我们一般的贸易支付方法是用信用证付款;4)Since it takes time to open the L/C while the goods under this order areurgently required to meet the season, may we suggest that you draw on us at sight through your bank and we will honor it on presentation.因为开立信用证花费时间,而该订单项下的货物急需应付销售季节,我们建议你方通过你方银行对我方开出即期汇票,我们在汇票提示时当即承兑付款;5)对这次交易,我们例外同意用信用证方式付款,但对以后的交易,我们要求更有利的付款条件,也就是付款交单.For this transaction, we exceptionally agree to make payment by L/C. But for future transactions, we would ask for more favorable payment terms, ., D/P.6)虽然我们对你方定购50令ream砂纸glass paper表示感谢,但歉难同意以承兑交单方式付款,因为我们一般惯例都只接受以信用证付款的方式,你方自不能例外.While thanking you for your order for 50 reams of glass paper, we regret being unable to agree to payment by D/A as it is our usual practice to accept payment by L/C only and you cannot be regarded as an exception.7)我们要求货款以保兑的,不可撤销的,以我方为受益人的即期信用证支付.该信用证需在合同规定的装运期前一个月抵达我方,在中国议付,有效期至装运期后15天,并允许转船和分批装运.We ask for payment by confirmed, irrevocable letter of credit in our favor, available by draft at sight, reaching us one month ahead of the stipulated time of shipment, remaining valid for negotiation in China until the 15th day after the time of shipment, and allowing transshipment and partial shipments.4. 信例Write a reply to the letter 5 in Unit 8, tell the exporter that due to the complicated formalities of applying for license and the validity of it, you cannot extend the relevant L/C.Dear sirs,L/C NSW6180We have received your letter of June 30th requesting us to extend the above L/C to the 31st of August and the 15th of September for shipment and negotiation respectively.We are quite aware of the conditions set forth in S/C 89STX-5491 that the goods ordered could be shipped in July if the covering L/C reached you on the 15th of June at the latest, However, as we had to go through the necessary formalities of applying for the relevant import license , we could not open the L/C earlier. The import license was granted on June 17 and is valid only up to the 31st of July.We are willing to do whatever we can to cooperate with you, but as the present import regulations do not allow any extension of license, we regret having to say that is beyond our ability to meet your request to extend the above L/C. Please do your best to ship the goods in time and we thank you for your cooperation.Yours faithfully Unit 9 L/C Amendment & Extension 信用证的修改和展期1.写作方法1)对买方开立的信用证表示感谢/收到,同时指出不妥之处We have received your L/C …Thank you for your L/C…Your L/C No… has arrived.We are in receipt of your L/C No…With regard to your L/C…2)解释需要修改的原因As there is no direct steamer直达船 to…We are sorry that owing to some delay…很抱歉由于……的拖延3)具体的修改建议We shall be glad if you can amend the L/C…Please amend the L/C to read..Please extend by cable…请电报展期……4)希望对方迅速寄来修改通知We look forward to your amendment.We shall be obliged if you can cable …We hope you will …without delay.2. 短语be complied with 与……一致conform to/with 与……一致,与……相符discrepancy n. 不符合,差异the maximum amount 最大金额the opening bank 开证行in question / being mentioned 正被谈论的amend … to read…将……修改为clerical error 抄写的错误,笔误Stipulate for 规定,约定time limit 限期in view of 鉴于Validity 有效期just to hand 刚刚到达Tolerance = more or less 溢短差额its amount is US$500 short 少开500美元3. 句子1)Please amend your L/C to read “partial shipment and transshipment areallowed.请将你们第567号信用证修改为：“允许分批装运和转船;”2)Your L/C againstcovering/for our S/C对我方第90-US1064号售货确认书开立的第A-894号信用证3)As stipulated in S/C , we are to supply you with 200 sets of Forever brandbicycles 26”. However, your L/C just to hand calls for Phoenix Brand, which has to be amended. Please do the necessary at your earliest convenience.按照第789号售货确认书,我们将供应永久牌26英寸自行车200辆;但刚收到的你方第456号信用证却要求凤凰牌,这必须要修改;请速作必要修改;4)We have receive your L/C calling for a shipment of 10,000 yards cotton prints,Art . According to Contract , the quantity to be shipped is 10,000 yards, 5% more or less. It is therefore necessary for you to amend the L/C according to the contract.今收到你方第589号信用证,要求装运一万码印花布,货号364;按照第5891号售货确认书,装运数量应是一万码,可有5％溢短差额;因此,你方有必要按合同规定修改信用证;4.写作Write a reply to the letter 2 in Unit 9, tell the exporter that due to the complicated formalities of applying for license and the validity of it, you cannot extend the relevant L/C.Dear sirs,L/C NSW6180We have received your letter of June 30th requesting us to extend the above L/C to the 31st of August and the 15th of September for shipment and negotiation respectively.We are quite aware of the conditions set forth in S/C 89STX-5491 that the goods ordered could be shipped in July if the covering L/C reached you on the 15th of June at the latest, However, as we had to go through the necessary formalities of applying for the relevant import license , we could not open the L/C earlier. The import licence was granted on June 17 and is valid only up to the 31st of July.We are willing to do whatever we can to cooperate with you, but as the present import regulations do not allow any extension of licence, we regret having tosay that is beyond our ability to meet your request to extend the above L/C.Please do your best to ship the goods in time and we thank you for your cooperation.Yours faithfully。
外贸函电知识点总结
外贸函电知识点总结一、外贸函电的概念和作用外贸函电是指在国际贸易中，用于书面沟通的一种重要形式，主要包括信函、传真、电子邮件等。
它是国际贸易中的一种重要沟通工具，通过外贸函电可以实现买卖双方之间的信息传递、商务谈判、合同签订等业务活动。
外贸函电的作用主要包括以下几个方面：1. 完善交流：外贸函电可以实现买卖双方之间的信息传递和商务谈判，完善双方之间的交流和沟通。
2. 确认事实：外贸函电可以作为书面证据，记录交易过程中的重要事实和内容，为后续的合同签订和履行提供依据。
3. 促进合作：外贸函电可以促进买卖双方之间的合作，帮助双方解决问题，加强业务合作关系。
4. 提高效率：外贸函电可以帮助双方及时了解对方的意图和要求，从而提高交易的效率。
5. 保证权益：外贸函电可以保障买卖双方的合法权益，减少交易风险。
二、外贸函电的基本结构外贸函电的基本结构通常包括信头（Letterhead）、日期（Date）、称呼（Salutation）、正文（Body）、落款（Complimentary close）、签名（Signature）等部分。
下面对几个部分进行详细介绍：1. 信头（Letterhead）：信头是信函上显示发信人名称和地址的部分。
信头一般包括公司名称、地址、电话、传真、电子邮箱等联系方式。
2. 日期（Date）：日期是信函书写的时间，一般写在信头下方，格式为月份、日期、年份，如：July 15, 2022。
3. 称呼（Salutation）：称呼是指信函开头的称呼语，一般根据收信人的身份和性别决定使用何种称呼语。
如：Dear Mr. Smith(男士)、Dear Mrs. Smith(夫人)、DearSir/Madam(男士/女士)等。
4. 正文（Body）：正文是信函的主要内容，一般包括引言、主题、结论三部分，内容要清晰、简洁、明了。
5. 落款（Complimentary close）：落款是信函结尾的礼貌用语，一般包括祝愿语和称呼语。
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5.我们将与之进行业务往来的那家商号要我们向贵行了解有关他们的商业地位与信誉。
The concern with whom we will do business referred us to you for his business standing and reputation.
6.所附价格单和图解目录将提供有关你方最感兴趣的产品型号的具体情况。
We have received your catalogue and price list, and now we order the following goods at the prices named.
18.我们正在迅速处理你方订3.货物在装船前将有河南省商品检验检疫局进行严格的检验，并提供必要的证明说明其品质和数量。
Goods will be inspected carefully by Henan Commodity Inspection and Quarantine Bureau with issuance of certificates of quality and quantity.
13.你公司4月18日来函收悉。今报上1英寸铁钉20公吨，每公吨500美元成本加保险费加运费长崎价。可供现货。其他条款同前。上述报价以你方在5月10日前复到有效。
We have received your letter of18thApril. We are offering you 20M.T.iron nails, size in 1 inch, at 500 USD CIF Nagasaki per M.T.available from stock, and other terms are as the above. This offer is subject to your reply reaching here before or on May 10.
Your order is receiving our immediate attention and we will keep you informed of the progress.
19.兹通知你方，以你方为受益人的信用证已由伦敦巴克莱银行开出。
Now you are informed that the L/C in your favor has been opened withBarclay Bank, London.
4.为了促进你我双方的贸易，现另航寄你方一本带插图的商品目录，供你方考虑。
In order to advance our trade, we are airmailing you, under separate cover, illustrated catalogues for your reference.
This offer is subject to your reply reaching us before or at 12 O’clock, August10th,Beijing time.
15.如果你方能降价5%，我们相信成交是有可能的。（toreduce the price by 5%）
If you can reduce your price by 5%, we believe it is possible for us to conclude the deal.
即期汇票；跟单汇票
付款交单
附件
国际商事仲裁协会
国际商会
公吨；信汇
参考
参考编号
售货合同
轮船
电汇
三、句子翻译
1.经你地中国银行函告，得知贵方意欲购买纺织品。我们专营纺织品的出口业务，愿与贵公司建立直接的业务关系。
We learned fromBank of Chinaat your end that you are in the market for textiles. We specialize in exports of textiles, with the desire to enter into direct business relations with you.
Commodity: Coal
Quality: FAQ(fair average quality)
Quantity: 400Tons
Price terms: 1350USD per ton FOB Rizhao
Shipment: Next month
Other terms are as our S/C No.SP120.
cargo receipt货运收据
shipping company轮船/船务公司
shipping instructions装船须知
shipping mark唛头
export credit insurance出口信贷保险
withdrawal of import licenses取消进口许可证
invoice value发票金额
breach of contract违反合约
contractualcommitments合同条款
binding force约束力
default on the part of the debtor购买方违约
force majeure不可抗力
lodge a claim against sb.向某人提出索赔
International Chamber of Commerce
metric ton/mail transfer
reference
reference number
sale contract
steamship
telegraphic transfer
银行汇票
汇票
成本加运费
成本、保险加运费（到岸价）
承兑交单
14.很高兴收到贵公司7月12日的询价函。按照贵方要求，现报价如下：中国河南出产的良好平均品质煤炭400吨。FOB日照每吨1350美元，下月交货。其他条件同我方第SP120号合同。本报盘以你方8月10日中午12点（北京时间）前答复有效。
We are pleased to receive your enquiry of 12th of July. As your request, we are offering you as follows:
16.目前此项货物数量有限，我们建议你方从速接受我方报盘。（limit）
As a result of the limited stock of the article, we suggest you accept our offer as soon as possible.
17.你方目录和价格单已收到，现按所示价格订购下列货物。（catalogue and price list）
2.为了使你方对我们经营的产品有一个大致的了解，兹附上一整套注有规格和包装的活页说明书以供你方了解。
In order to give you a through understanding of our commodities, we enclosed a fullset of leaflets with specification and package for your referral.
The attached price list and illustrated catalogue will offer you the most interesting model and details.
7.我们另邮寄样品一批，深信一旦你们有机会察看样品之后，定会认为我们的产品品质优良，价格合理。
12.自从上月报医用纱布价给你方后，我们接到不少订单，现在存货不多。如你对该货感兴趣，请立即告知。
We have received many orders since we offered you medical gauze, so there is insufficient stock. Should you find interest in this article, please let us know immediately.
bear legal liability承担法律责任
international multi-modal shipment国际多式联运
二、缩写
B/D
B/E
CAF
CIF
D/A
D/D
D/P
enc., encl.
ICAA
ICC
MT
ref.
Ref. No.
S/C
S/S,S.S.
T/T
bankdraft
bill of exchange
11.非常高兴收到你方关于我方“飞鱼”牌9#打字机的询价，但是非常遗憾我们不能满足您的要求，因为存货告罄。一旦我们有新的货源，我们会立即再谈此事。
We are glad to receive your enquiry for our Flying Fish Brand Typewriter 9#, but we regret being unable to meet your requirements as our stock has been exhausted. Once we have the fresh resources, we will not hesitate to revert to this matter.