田圃-言行相顾的意思

要之物
例句: We can meet your requirements for (or: of) Walnutmeat.
15. trade n. 贸易 行业
例句: They have been in the wool trade for quite a number of years.
trade v. 从事贸易 做生意 经营
例句: They trade in cotton piece goods with many countries.
16. adhere to = stick to 忠于 坚持
例句: We always adhere to our commitments.
17. principle of equality and mutual benefit 平等和互利的原则
18. both trade and friendship to our mutual advantage 对双方都有利的贸易和友谊
经典句子: (曾经我尝试过在我客户的身上运用此句子,收到的效果不错.)
It is our hope to promote,by joint efforts,both trade and friendship to our mutual advantage.

函电 (2) ------ A

今天例文的题目是: (今天会有两封信,因为有一封是回信)
(A) Request for the establishment of business relations
例文如下:
Dear sirs,
Having obtained your name and address from Messrs. Anderson & Co.,Rotterdam,we are writing you in the hope
of establishing business relations with you.
We have been importers of Arts & Crafts for many years. At present,we are interested in various kinds of Chinese
Arts and Crafts and should appreciate your catalogues and quotations.
If your prices are in line,we trust important business can materialize.
We are looking forward to receiving your early reply.
Yours faithfully,

函电 (2) ------ B

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(B) A reply to the above
Dear sirs,
We thank you for your letter of the 3rd this month and shall be glad to enter into business relations with your
firm.
Complying with your request,we are sending you under separate cover our latest catalogues and pricelist
covering our exports.
Payment should be made by an irrevocable and confirmed letter of credit.
If you find business possible,please cable us for offers.
Yours faithfully,

函电 (2) ------ 注解 A

注解:
1. obtain v. 获得
例句: We regret to say we cannot obtain any interest.
例文中的 Having obtained ...... from ...... 也是一句向对方表达如何获得对方联系方式的句型. (今天学的是第二
句)
还记得昨天学的第一句表达如何取得对方联系方式的句子吗? We owe your ...... to ...... 这些句型是在你向初次
联系的客户发邮件时可使用的好句子,这样,客人就不会觉得你的联系太突然了.
2. appreciate v. 感谢,感激 理解,体会
例句: We highly appreciate your kind cooperation.
We shall appreciate your giving this matter your serious consideration.
We shall appreciate it if you will send us a brochure and two sample books by air immediately.
We hope you will appreciate our position.
这是一个在函电里用的频率比较高的一个词, 这个词的好的运用会使你的信件增添一份美.
3. in line (with) = in agreement (with) ------- mean : suitable
例句: If your price is in line,we can take large quantities.
4. materialize v. 实
现
例句: We hope the business will eventually materialize.

函电 (2) ------ 注解 B

5. enter into ph.v. 开始(某种关系、事业、谈判等） ；缔结（契约等）
例句：We wish to enter into business relations with your corporation for the supply of light industrial products.
We expect to enter into (=begin) business talks with them next week.
6. comply (with) vi. 依照，符合
例句： We hope you will be able to comply with our request.
This offer does not comply with our requirements.
表示 “ 按照...... 和......一致" 意思的,除了 comply with 外, 还有 in compliance with , in line with , in
accordance with , in comformity with .
7. under separate cover 另邮 , 另寄
也可以说 by separate mail 如附在信里则用 under cover (随函) 或 enclose (见上一个例文).
例句: We are sending you catalogue under separate cover. = We are sending you catalogue by seperate mail.
We are sending you under cover a copy of pricelist. = We are enclosing a copy of our pricelist.
8. cable v. 打电报
注意: cable sb. sth. 把某事物电达给某人
cable sb. for sth. 向某人电索某事物

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例句: Please cable us offers.
Please cable us for offers.
cable n. 电报
例句: Please make us an offer by cable. = Please make us an offer by telegram.
Please make us a cable offer. = Please make us a telegraphic offer.

函电 (3)

今天例文的题目是: Transferring Business Relations
例文:
Dear sirs,
Enamelled Copper Wire
Your letter of 1st August addressed to our Shanghai Branch Office has been passed on to us for attention and
reply, as the captioned goods lie within the scope of our business activities.
We regret to inform you, however, that this particular line has already been represented by ABC & Co., Ltd., 144
Broad Street, Alexandria, Egypt. As a result, we are not in a position to supply you with the goods but would
rather recomment that you approach them direct for your requirements.
If you are interested in any other items, please let us know and we shall be only too pleased to make you offers.
Yours truly,
cc ABC & Co., Ltd., Alexandria, Egypt

函电 (3) ------ 注解

1. enamelled copper wire 漆包线
2. pass on ph. v. 传递 , 转交
例: We will pass on your decision to the buyers.
3. captioned adj. 标题项下的 , 标题所说的
例: We are pleased to advise you that the captioned goods were shipped yesterday per s.s. Pearl.
caption n. 标题
例: We have noted your letter of August 6 under the above caption.
4. lie within the scope of our business activities 属于我们的经营范围
5. regret v. 抱歉 , 惋惜 , 引为遗憾 + sth. / doing sth. / to do / that ...
例: We very much regret our inability to comply with your wishes.
We regret being unable to offer you this article at present.
We regret to note (or : learn) that you cannot make any headway with our offers.
We regre
t that the business has fallen through.
regret n. 抱歉 , 遗憾
例: Much to our regret,we are unable to even shade the price.
6. be in a position to 能够
例: We are not in a position to take on new business at present.
7. resommend v. 推荐 , 劝告 , 建议 + n. / doing sth. / sb. to do / that
例: We strongly recommend acceptance for our stocks are running low.
We recommend buying a small quantity for trial.
We recommend you to buy a small quantity for trial.
8. be only too pleased to ... 十分乐于......

函电 (4) ------ A

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今天进入第二个主题: Enquiries & Offers
在开始今天的例文之前,先插几个知识点的讲解.
1. 在给对方写信时,在要提起某个问题来回答时,常有 "关于(你方的要求),至于......" ,那可用的词组有哪些呢?
as to / as for / in regard to / regarding / referring to / in respect of / concerning
2. offer n. & v. 的用法:
1) Your offer of ...
2) 常与动词 make , cable , send 连用
3) 常与介词 for , of , on 搭配
3. Enquiry / Inquiry :
An enquiry must be acknowledged in terms that establish good will if an immediate sale is not possible. If it is
from an old customer,say how much you appreciate it if it is from a new customer,say you are glad to receive
it and express the hope of keeping up friendly business relationship.
1) a general inquiry 普通询盘
general information : a catalogue , pricelist , sample , photo
2) a specific inquiry 具体询盘
detail information : name of the commodity , specification , quantity , unit price (CIF,FOB,etc.) , shipment date ,
terms of payment
4. Offer :
1) non-firm offer 虚盘
Non-firm offers are usually indicated by means of sending catalogues, pricelists, proforma invoices and
quotation though quotations with certain qualifying words sometimes play the function of firm offers.
2) firm offer 实盘
A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. The
promise may be expressed (i.e. clearly stated in words), as when it takes the form of a letter or it may be
implied (i.e. understood), as when it takes the form of a quotation that contains the words "for acceptance
within seven days", or similar qualifying words.
The firm offer creates a power of acceptance permitting the offeree by accepting the offer, to transform the
offeror's promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn.
3) A satisfactory offer will include the following:
a) an expression of thanks for the enquiry, if any
b) names of commodities , quality , quantity and specifications
c) details of prices , discounts and terms of payment
d) a statement or clear indication of what the prices cover (e.g. packing , freight and insurance)
e) packing and date of delivery
f) the period for which the offer is valid.
以上这些只供参考,这些纯粹是一些
理论的知识. 似乎在实际操作中,也不会把那么多个point放在同一封信里描
述.

函电 (4) ------ B

今天例文的题目是: An Enquiry for Chinese Cotton Piece Goods
正文如下:
Dear sirs,
We are glad to note from your letter of 1st September that , as exporters of Chinese Cotton Piece Goods , you
are desirous of entering into direct business relations with us. This happens to coincide with our desire.
At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues,
sample books and all necessary information, regarding these goods so as to acquaint us with the quality and

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workmanship of your supplies. Meanwhile, please quote us your lowest price, C.I.F. Vancouver, inclusive of our
5% commission, stating the earliest date of shipment.
Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.
We trust you will give us an early reply.
Yours faithfully,

函电 (4) ------ 注解 A

Notes:
1. note v. 注意到
例: We note from your letter that you are in the market for chemicals.
2. be desirous of 渴望 , 想要 + doing sth. / sth.
例: We are desirous of entering into (or : to enter into) direct business relations with you.
desire n. & v. 期望 , 渴望 要求 , 请求
例: They have no desire to buy anything at the moment.
What do you desire us to do?
3. coincide v. (意见等) 一致 (时间上) 相同
一般搭配为 coincide with
例: We are glad that our ideas coincide.
Your enquiry coincided with our offer.
4. catalogue n. 目录 (本)
单页的商品说明书称为 leaflet.

函电 (4) ------ 注解 B

5. workmanship 做工
6. regarding prep. 关于
与 with regard to , in regard to , as regards 同义,一般可以换用.
例: We have already written to you regarding this matter.
7. supply n. 供应
例: Supply now exceeds demand on our market. (供大于求)
The goods are in short (scarce , light , free , abundant , ample) supply.
We are replenishing supply (or : supplies).
8. inclusive adj. 包括......的 ( inclusive of = including exclusive of = not including)
例: This offer (or: price) is inclusive of your commission of 2%.
(= This offer (or : price) includes your commission of 2%.)
This applies to Items 1 to 10 inclusive.

函电 (4) ------ 注解 C

9. competitive adj. 有竞争力的
例: Our price is competitive enough to induce business.
compete v. 竞争
例: We have to compete against (or : with) other countries in trade.
competition n. 竞争
例: To enable us to meet competition, you must quote the lowest possible price.
competitor n. 竞争者
例: Competitors are offering lower prices.

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10. place v. 置......于 订购 售出
"给某人下单,给某人定货" 为 place order with sb.
例: If you cannot effect shipment in time, you will place us in an awkward positi
on.
If your price is competitive, we shall be glad to place a substantial order with you.
If your price is right, we believe we can place additional quantities in our market.

函电 (5) ------ A

没人喜欢看不要紧,没人支持也无所谓,自己复习才是最重要的!要坚持自己的原则,说过每天坚持帖一篇例文的(周
六日除外).
好,今天的第一篇例文的题目是: A " First " Enquiry
正文如下:
Dear sirs,
We learn from Spett. Ditta Fratelli of Rome that you are producing for export hand-made golves in a variety of
natural leathers. There is a steady demand here for gloves of high quality and although sales are not particularly
high. good prices are obtained.
Will you please send me a copy of your glove catalogue, with details of your prices and terms of payment. I
should find it most helpful if you could also supply samples of the various skins of which the gloves are made.
Yours faithfully,

函电 (5) ------ B

Reply:
Dear sirs,
We welcome your enquiry of 22nd August and thank you for your interest in our products. A copy of our
illustrated catalogue is being sent to you today, with samples of some of the skins we regularly use in our
manufactures. Unfortunately, we cannot send you immediately a full range of samples, but you may take it that
such leathers as chamois and doeskin, not represented in the parcel, are of the same high quality.
Mr Wang, our overseas director, will be in Rome early next month and will be pleased to call on you. He will have
with him a wide range of our manufactures and when you see them we think you will agree that the quality of
the material used and high standard of craftmanship will appeal to the most selective buyer.
We also manufacture a wide range of hand-made leather hand-bags in which we think you may be interested.
They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr Wang will be able to
show you samples when he calls.
We look forward very much to the pleasure of receiving an order from you.
Yours faithfully,

函电 (5) ------ 注解

1. supply sb. with sth.
supply sth. to sb.
2. manufacture n. (单数) 制造 , 生产 (复数) 制造品 , 产品
如: They are engaged in the manufacture of plastics.
They sell their various manufactures locally.
manufacture v. 制造 , 生产
如: Your order is being manufactured and will soon be ready for shipment.
manufacturer n. 制造工厂 , 制造者
如: We have already bought the goods from another manufacturer.

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3. be made of (看得到原材料的)
be made from (看不到原材料的)
4. illustrated adj. 有插图的
5. range n. 范围
a full range 全套的 a wide range 大量的
如: We can supply carpets in a wide range of designs.
6. chamois n. (单复数同形) 小羚羊 羚羊皮 麂皮
7. doeskin n. 母鹿皮
8. appeal to ph. v. 引起好感 , 引起兴趣
如: We trust
this new product of ours will appeal to your market.
9. selective buyer 善于挑剔的买住 , 有眼力的买主
" 挑剔的 " 还有 picky , fussy

函电 (6) ------ A

今天的例文的题目是: (A) An Enquiry for Iron Nails
正文:
Dear sirs,
Iron Nails
We are interested to buy large quantities of Iron Nails of all sizes and should be obliged if you would give us a
quotation per metric ton C.F.R. Lagos,Nigeria.
It would also be appreciated if samples and/or brochure could be forwarded to us.
We need to purchase this article from other sources but we now prefer to buy from your corporation because we
are given to understand you are able to supply large quantities at more attractive prices. Besides,we have
confidence in the quality of Chinese products.
We look forward to hearing from you by return.
Yours faithfully,

函电 (6) ------ B

(B) A Reply to the Above
Dear sirs,
In reply to your letter of August 15, we are giving you an offer, subject to our final confirmation, as follows:
Commodity : Common Round Iron Wire Nail
Specifications : As per attached list
Packing : Loose in plywood keg of 60 kgs. net
Quantity : 100 kegs
Price : US $$ ... net per keg CFR Lagos
Shipment : September / October, 20..
Payment : Confirmed, Irrevocable Letter of Credit payable by draft
at sight to be opened 30 days before the time of shipment
Under separate cover, we have sent you samples of various sizes and the brochure required.
If you find the above acceptable, please cable us for confirmation.
Yours faithfully,
Encl.

函电 (6) ------ 注解 A

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注解:
1. be obliged 感激 (陈腐的客套语) = be appreciated
如: We shall be obliged if you will cable us an offer.
Your prompt reply will oblige.
2. brochure n. 小册子 (法语)
相当于英语的 pamphlet.
3. be given to understand = be informed
如: We are given to understand that you deal in brushes of all kinds.
4. have confidence in sb. / sth.
5. by return 立即 , 收信后立即

函电 (6) ------ 注解 B

6. in reply to (= in answer to) 为答复......
如: This is in reply (or: answer) to your letter of August 25.
7. subject to 以......为条件的 , 以......为有效
如: The offer is subject to confirmation.
The plan is subject to the manager's approval.
8. as per ph. prep. 按照 (仅用语商业书信)
如: We handle a wide range of light industrial products as per list enclosed.
9. net adj. 净的 (英国习惯写作 nett)
net price 实价 , 净价 (不含佣金或折扣)
net weight 净重 (不包括皮重)
net profit 净利 , 纯益

函电 (7)

看来一不自救,我的帖子又沉了........
今天的例文的题目是: A Firm Offer
内容如下:
Dear sirs,
Groundnuts & Walnutmeat
We confirm your cable of 2nd September asking us to make you firm offers for both Groundnuts and
Walnutmeat CFR Copenhagen. We cabled back this morning, offering you 250 met
ric tons of Groundnuts,
Hand-picked, Shalled and Ungraded at RMB￥1,800 net per metric ton CFR Copenhagen or any other European
Main Port for shipment during October / November,1985. This offer is firm, subject to the receipt of reply by us
before 25th September.
Please note that we have quoted our most favourable price and are unable to entertain any counteroffer.
As regards Walnutmeat, we would inform you that the few parcels we have at present are under offer elsewhere.
However, if you should make us an acceptable bid, there is a possibility of your obtaining them.
As you are aware that there has been lately a large demand for the above commodities, such growing demand
has doubtlessly resulted in increased prices. However you may avail yourselves of the advantage of this
strengthening market if you will send us an immediate reply.
Yours truly,

函电 (7) ------ 注解 A

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1. groundnut 花生
walnutmeat 胡桃肉
2. firm adj. 确定的 , 有效的
如: The offer is firm (for) 3 days.
firm adv. 确定地 , 有效地
如: We offer firm as follows.
We offer you firm subject to reply by 5 p.m. our time, Wednesday, October 3.
firm offer 实盘
non-firm offer 虚盘 (即 offer without engagement / obligation 无约束力的报盘)
3. European Main Ports 常缩写成 EMP.
4. favourable adj. 有效的 , 赞成的
如: We are favourable to your proposal.
The time is not favourable for the disposal of the goods.

函电 (7) ------ 注解 B

5. entertain v. 考虑(引申为接受)
如: We shall be glad to entertain any constructive suggestion you make.
We are too heavily committed to be able to entertain fresh orders.
6. parcel n. 小包 一批货
如: We are sending you a parcel of samples.
商业上常用 parcel 指 "一批货", 相当于 a lot.
如: This is the only parcel left.
7. under offer 在出售中
如: We have only a parcel of 100 tons left, which is under (or : on) offer elsewhere.
8. bid n. & v. 递价 , 出价
如: If we ask the buyers for a bid, probably they will name a low price.
They made a bid at US$$... for Walnutmeat.
Last week we bid US$$... per ton for Green Tea. Now we can do a little better.

函电 (7) ------ 注解 C

9. aware adj. 意识到的 , 知道的
如: We are fully (or : well) aware of the change in the market.
We are not aware (of) why you have not opened the L/C.
10. lately adv. 最近 , 不久前
如: We have received a crowd of enquires lately (or : recently of late).
We received a crowd of enquires lately (or : recently).
11. result in ph. v. 导致 , 终归
如: We confirm cables exchanged resulting in the sale to you of 15 metric tons Licorice.
result from ph. v. 产生于
如: We confirm the sale to you of 15 tons Licorice resulting from cables exchanged.
12. strengthen vt. 加强 vi. 价格上涨
如: We agree to your proposed terms for this transaction in order to strengthen our relations.
The m
arket is strengthening. (= The market is becoming stronger.)

函电 (8)

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新的一周来临,先祝大家新的一周有好心情和好运气!
今天的例文的题目是: A Voluntary Offer
正文:
Dear sirs,
A year ago you placed a substantial order for Type CB555 Rechargeable Battery, a discontinued line that we had
on offer at the time. As we now have a similar line on offer, i.e. Type AP303, it occurs to us that you may be
interested.
We have a stock of 1,200 dozen of Type AP303 (see enclosed leaflet) which we are selling off at Stg ￡60 per
dozen with a quantity discount of up to 15%, though we are prepared to give 20% for an offer to buy the
complete stock.
We are giving you the first chance in view of your previous order, but we should appreciate a prompt reply so
that we can put the offer out in the event of your not being interested.
Yours faithfully,
Encl.

函电 (8) ------ 注解

1. discontinued line 中断或停止 （生产、使用、供应等）的货色
2. occur v. 发生 ， 想到
如： If another instance of this discrepancy should occur, it would be very embrassing.
It has occurred to us that Type 32 might suit your purpose just as well.
3. sell off ph. v. 卖掉 （尤指廉价出售）
如： It was sold off below prime cost.
4. discount n. 折扣 ， 贴现
如： The highest discount we can allow on this article is 10%.
at a discount 按较低价格 ； 无销路的 ； 不受欢迎的
如： The goods are selling at a discount.
Off-grade goods are now at a discount.
discount v. 贴现 ； 打折扣 ； 不完全置信
如： Bills can be easily discounted in London.
5. up to (15%) 达到 ， 多达 （15%）
这是在累进的数量折扣（progressive discount for quantity)中，最多达到某种程度的一种说法，如买100打，给
5%的折扣；买500打，给10%的折扣；买1000打，给15%的折扣。
6. be prepared to 准备，打算 （含有既愿意又能够的意思）
如： If you require additional, we shall be prepared to arrange.
7. put the offer out 普遍发出报盘
8. in the event of 如果发生，万一 （= in case of）
如： The seller may cancel the contract and reserve the right to claim in the event of buyer's breach of contract.

函电 (9)

今天例文的题目是: A Special Offer
内容如下:
Dear sirs,
We are in receipt of your letter dated March 21 and, as requested, are airmailing you, under separate cover, one
catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help

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you in making your selection.
In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to
our final confirmation, as follows:
Art. No. : 81000 Printed Shirting
Design No. : 72435-2A
Specifications : 30 x 36 x 72 x 69 35" x 36" x 42 yds
Quantity : 12,600 yards
Packing : in bales or in wooden ca
ses, at seller's option
Price : US$$ ... per yard C.I.F. C. 5% Vancouver
Shipment : to be made in three equal monthly instalments, beginning from June 19..
Payment : by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days
before the time of shipment
We trust the above will be acceptable to you and await your trial order with keen interest.
Yours faithfully,

函电 (9) ------ 注解

1. be in receipt of 已收到
商业书信表示"收到"的一种比较陈旧的说法.
表面上是一般现在时,含义上是现在完成时,即等于have received.
2. as requested 按照要求 (或请求)
商业书信应对方要求办某事后,常用 as requested 于句首.
3. in due course 在适当的时候, 如期地 (有时用duely).
例: We trust the shipment will reach you in due course.
We have duly noted the reason for the late delivery.
4. take pleasure in (某人) 高兴地 (做某事)
例: We take (或 have) pleasure in + 动名词
We take (或 have) the pleasure of + 动名词
We take (或 have) the pleasure to + 不定式
5. option n. 选择
例: The destination on the B/L is to be written "London option Hamburg".
at seller's option = up to the seller
6. instalment n. 分期 原指"分期付款".
例: How many instalments did it take to pay off the loan?
用于分批装运
three equal monthly instalments = three equal monthly shipments
7. be acceptable to sb.
be accepted by sb.
8. with keen interest 殷切地

函电 (10) ------ A

今天的例文题目是: (A) Asking for Proforma Invoice
内容如下:
Dear sirs,
We have a client who requests us to obtain from you a Proforma Invoice for the following:
"SHUANGLEE" Brand Household Scissors Model No.1 Chrome plated

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Please send us your CIF Proforma Invoice in quadruplicate for 1,000 dozen of the above article the soonest
possible so as to enable us to get our client's confirmation. There is no question of our obtaining the Import
Licence. As soon as the said licence is approved, an L/C will be opened in your favour.
Your close cooperation will be highly appreciated.
Yours faithfully.

函电 (10) ------ B

(B) Sending Proforma Invoice
Dear sirs,
In compliance with your mail request dated 12 October, we have much pleasure in handing you herewith our
Proforma Invoice in quadruplicate.
For your information, our offer usually remains open for about a week only. Seeing that our Household Scissors
are enjoying fast sales, we suggest you take all necessary steps without delay.
We anticipate the pleasure of hearing from you before long.
Yours truly,
Encl.

函电 (10) ------ 注解

1. quadruplicate n. (文件等)一式四份
外贸业务中常用的一式几份是:
in duplicate 一式二份
in triplicate 一式三份
in quadruplicate 一式四份
一式四份及以上的也常说 in four copies, in five copies, ... 或 in four fold, in five fold ...
2. in sb's fav
our (in favour of sb.) 以......为受益人 , 以......为抬头
如: The letter of credit has been opened in your favour.
favour (美 favor) n. 欢迎 , 赞许
如: Chinese commodities have enjoyed growing favour among buyers abroad.
favour (美 favor) v. 有利于
如: The opportunity does not favour our making a binding arrangement.
3. in compliance with 按照(要求, 愿望等), 依从
如: In compliance with your wishes (or: request), we are sending you samples of our woolens.
4. for your information 供你参考
如: For your information, the tendency of the leather market is still uncertain.
5. enjoy fast sales (货物) 畅销
6. take all necessary steps 采取必要的步骤
与 do the necessary 及 do the needful 等意义相同
7. anticipate v. 盼望 , 期望 + n. / doing / that
如: We anticipate your acceptance.
We anticipate receiving your early reply.
We anticipate that fresh suppliers will arrive next month.

函电 (11)

题目: Urging the buyer to accept the offer
正文:

x0c
Dear sirs,
"Seagull" Pens
We refer to our quotations of 16th September and our mail offer of 3rd October regarding the supply of "Seagull"
pens.
We are prepared to keep our offer open until the end of this month and, as this prdocut is now in great demand
and the supply rather limited, we would recommend you to accept this offer as soon as possible.
Yours faithfully,
注解:
1. refer vi. 谈到 (后接介词 to)
vt. 参考 , 提交 , 接洽
如: We refer to our/your letter of August 30.
We refer you to our/your letter of August 30.
We refer the matter to you.
We have referred them to you.
2. keep an offer open until (or : till) ......保留报盘到......有效

函电 (11)

今天例文的题目是: Concession on price
内容如下:
Dear sirs,
"Seagull" Pens
We are informed in your letter of October 22 that our price for the above article is too high to work on, since
Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. Although
we do not doubt about what you say, we are of the opinion that the quality of other makes does not measure up
to that of our products. Desirous as we are to expand our business with you, we feel very regretful that we
cannot accept your counteroffer or even meet you half way. The best we can do is to make a reduction of 2%
in our previous quotation. We hope you will direct the attention of your users to the superior quality of our
products.
We hope to hear from you soon.
Yours truly,

函电 (11) ------ 注解 A

1. work on ph. v. 进行
例: We are working on your offer and will reply as soon as possible.
2. approximately adv. 大约
在国际贸易中的通常习惯, about 指百分之五左右, approximately 指百分之二左右.
3. be of the opinion (the 可有可无) 认为, 有此看法
例: We are of (the) opinion that improvement in packing will push sales a lo
ipt of your letter ...
4. in reply 此复
如: In reply, we would like to observe that we cannot do business on your terms.
5. level n. 水平
本为 "水平", 常引申为 "价格".
如: Your price is not on a level with the current market.

函电 (13) ------ 注解 B

6. in no case 决不, 无论如何不能 (加强语气)
如: The shipment should, in no case, be made later than May.
7. step up ph. v. 加速, 促进
如: To step up the trade, we are prepared to lower our price by 5%.
8. counter-offer v./n. 还盘
如: The price you counter-offered is not in line with the prevailing market.
If you cannot accept, please make best possible counter-offer.
9. on or before 在....... 或 在...... 之前
用这个结果的目的在于明确时间界限.
10. decline vt. 拒绝, 谢绝
如: For this reason, we cannot but decline your proposal.
Our buyers decline raising (or : to raise) their limit.
decline vi. 下降
如: The market (or : price) has declined in the last few weeks.
反义词为: advance 上扬, 上涨
形容这个 market 的形容词还有:
The market is firm / active / brisk / strong / weak.

函电 (14)

大家周末过得好吗? 今天早上比较忙,一直到现在才有时间来更新帖子,不好意思啊,各位!
今天例文的题目是: Persuading the Buyer to Accept the offer
内容如下:
Dear sirs,
Groundnut Kernels
While we thank you your letter dated 3rd September, we very much regret that we are unable to entertain your
counter-offer of RMB￥3,500 per metric ton CIF Rotterdam for the above mentioned goods.
We have to point out that your bid is obviously out of line with the price ruling in the present market, as other
buyers in your neighbouring countries are buying freely at our quoted price. For your information, the market is
firm with an upward tendency, and there is very little likelihood of any significant change in the foreseeable
future.
In view of the above, we would suggest in your interest that you accept our offered price,i.e. RMB￥3,700 per
m/t without any delay.
Yours faithfully,

函电 (14) ------ 注解

x0c
1. out of line (with) (与......) 脱节 (与......) 不一致
例句: Your price is entirely out of line.
The commodities you offered are out of line with the business scope of ours.
2. ruling adj. 现行的
例句: Your price is in line (out of line) with the ruling market here.
3. freely adv. 大量地; 乐意地 无困难地
例句: Competitors are offering freely at this price.
Goods of the same quality are freely obtainable in the local market.
4. firm adj. 坚挺的
例句: The pound stayed firm against the dollar in London but fell a little in New York.
firm v. 上升
例句: The London stock market firmed up a bit.
5. likelihood n. 可能性
例句: There is no likelihood of the price going down.
6. in view of (= considering) 鉴于
例句: In view of the unusual circumstan
ces, they agree to waive their requirement.

函电 (15)

今天的题目是: Offering Substitute
例文:
Dear sirs,
We thank you for your cable enquiry of 23rd September for Pongee Silk 6311.
While we appreciate your efforts in pushing the sale of our products, we very much regret that we are not in a
position to offer you the desired quality, owing to excessive demand. However, we should like this opportunity to
offer without engagement the following material as a close subsitute for your consideration:
500 pieces Pongee Silk 6103 at DM4.80 per yard
CIF Hamburg, including your commission of 3%
A sample cutting is enclosed for your reference. If you are able to close business as we propose here, please
cable us as soon as possible.
Yours faithfully,
Encl.

函电 (15) ------ 注解

1. push v. 推进 (商业上引申为"推销")
例句: Please make efforts to push this article.
2. substitute n. 代用品 , 替代品
例句: We would suggest your accepting Pattern No.45 as a substitute.
substitute v. 代替
以 A 代替 B 是 substitute A for B 或 substitute B by A 或 substitute B with A.
例句: If agreeable to you, we will substitute Type No.15 for the portion underlivered.
substitution n. 代替
例句: We enclose an amended contract in substitution for the previous one.
3. for your (our, their) reference 供你们 (我们, 他们) 参考
例句: For your reference, we enclose any analysis of the test we have made.
4. close business 达成交易, 成交

x0c
函电 (16)

今早一来看,我的这个帖又在沉沉沉了......已经沉到第三页去了 都不明白为什么那么好的帖大家还会甘愿看
着它沉的!
继续,今天例文的题目是: Inability to Supply
内容如下:
Dear sirs,
Reference is made to your cable of 24th October and ours of today, which reads as follows:
YC24TH REGRET NOSUPPLY WRITING
As you perhaps know, demand for the article you enquiry for has ever heavy since last year and we are fully
committed at this moment with the result that we are not able to make you the offer as requested. We shall,
however, not fail to contact you as soon as fresh supplies come up. Should your customers need some other
types, please let us know.
Nevertheless, we thank you for your enquiry.
Yours faithfully,

函电 (16) ------ 注解

1. reference is made to 兹谈及
例句: Reference is made to your yesterday's cable, a copy of which please find enclosed.
2. commit v. 承诺, 约束, 使负有责任 (商业上常指定货)
例句: We will do our best to advance shipment but cannot commit ourselves.
The manufacturers are heavily committed for many months to come.
commitment n. 所承诺的事, 所承担的责任 (指合同履行)
例句: We have not made any commitment in this respect.
Owing to heavy commitments, we cannot accept fresh orders at present.
3. with the result that 因此, 结果是
例句: We have appro
ention 得到注意， 予以办理
例: Your letter has received our careful attention.
10. shortage n. 不足, 不足额 (指交货时,常指短重)
例: Please do your utmost to ship shortage by the next available steamer.

函电 (17) ------ 注解 C

11. undertake v. 承担, 答应
例: As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month's
time.
12. uncertainty n. 变化, 不肯定
例: In view of the uncertainty of price movement, we deem (means: consider, regard) it advisable to withhold
offering.

x0c
13. revert (to) v. 复原, 复旧, 重提
外贸函电中常用 revert to this matter, 表示以后再谈
例: It would probably be a month before we can revert to the special quality you required, which is being
test-manufactured.
14. feel free to 无约束的
与 do not hesitate to 意义相似.
15. rely on ( 或 reply upon) ph. v. 信赖, 依靠
例: You may rely on our shipping the goods within the period specified.
16. on account of = because of

函电 (18) ------ A

今天例文的题目是: (A) A Repeat Order
内容:
Dear sirs,
Contract No. PGO17-Tiantan Brand Men's Shirts
We have received the captioned shipment ex s.s. "Dongfeng" and are very pleased to inform you that we find
the goods quite satisfactory. As we believe we can sell additional quantities in this market, we wish to place with
you a repeat order for 1,000 dozen of the same style and sizes. If possible, please arrange early shipment of this
repeat order, as we are badly in need of the goods.
In case the said goods are not available from stock, we shall be very grateful if you will advise us with full
particulars of the specifications of those which can be shipped from from stock.
Yours truly,

函电 (10) ------ B

(B) Declining a Repeat Order
Dear sirs,
Tiantan Brand Men's Shirts
We have the pleasure of acknowledging your letter of October 6th, in which you inform us that you are satisfied
with our men's shirts shipped to you per s.s. "Dongfeng". We also note that you wish to book a repeat order.
Much to our regret, we cannot at present entertain any fresh orders for Tiantan Brand Men's Shirts, owing to
heavy commitments.
However, we are keeping your enquiry before us and as soon as we are in a position to accept new orders, we
will contact you telegraphically.
Regarding stock shirts, we are enclosing a list for your perusal. If you are interested in any of our stock goods,
please let us know your detailed requirements, stating quantity, size, style, etc.
Yours truly,
Encl.

函电 (18) ------ 注解

1. ex prep. 从
ex 是拉丁语 = from, 如 ex stock = from stock
商业上用以表示 "由......轮卸下" 和 "在......交货".
如: The goods ex S.S. Peach have been inspected.
The price is $$90 per ton ex warehouse London.
2. badly in need of 急需

x0c
如: As they are badly in need of (or: in urgen
t need of, in great need of) the goods, please hurry all possible.
3. acknowledge v. 告知 (收到) 承认
如: We acknowledge your letter of March 5. = We acknowledge (the) receipt of your letter of March 5.
4. per prep. 每 由, 由......装运
如: This material sells at US$$... per metric ton CIF.
Please reply per return post.
We advise having shipped Contract No.425 per s.s. Peace.
5. book n. 帐册
v. 把......记载入册
to put to book 登入帐册
如: We are glad we have been able to put the business to book.
We are glad that we have booked your order for 150 bicycles.
We are glad that we have booked with you 150 bicycles.
bookings n. pl. 订货
如: Owing to heavy bookings, we cannot accept fresh orders at present.
6. keep your enquiry before us 记住你方的询价
也可以说 keep your enquiry in mind 或 keep your enquiry on file for future reference
7. for your perusal 供你方祥阅







函电 (19)

大家周末过得愉快吗？ 呵呵
好，进入今天的例文： Partial Rejection of an Order
正文如下：
Dear sirs,
We have received your order of October 26 for a minimum quantity of 100 metric tons of Zinc Oxide 99.5%.
Had you contacted us earlier we could have complied with your request to the full. But now, with our stock
appreciably diminished, the maximum we can supply is 50 tons. The remainder can be replaced by Zinc Oxide
99%, which is a new type almost similar to 99.5% but priced lower by 5%. Of course, this substitution is subject
to your approval. If you agree to our proposal, it is a deal; otherwise, you would have to be satisfied with only
50 tons for the time being.
For your prompt attention, we have cabled you this morning to the above effect.
Yours faithfully,

函电 (19) ------ 注解 A

1. to the full 完全的
例：We are glad that we can supply your needs to the full.
2. appreciably adv. 可感到地， 可看见地， 明显地
例：The price has advanced appreciably.
The pound has appreciably (considerably, substantially) lowered in value.

x0c
3. diminish vt. 使减少
vi. 减少
例：Owing to heavy bookings, our stocks have diminished to a large extent (很大程度上).
4. remainder n. 剩余，遗留
例： What about the remainder (= remaining portion) of the order?

函电 (19) ------ 注解 B

5. replace v. 代替
例：We agree to replace Item No.25 with (or : by ) No.30.
(= We agree to substitute Item No.30 for No.25.)
Item No.25 will be replaced by (or: with) No.30.
(= Item No.30 will be substituted for Item No.25.)
6. price v. 开价，定价
例：Please price your offer as low (or : easy , keen) as possible.
7. deal n. 交易
例：We have closed several big deals with them.
8. otherwise adv. 不同地，在不同方面，在其它方面
例：Our future offers will include your 2% commission unless otherwise advised.

The admixture is a little too high, b
ut otherwise the shipment is satisfactory.
otherwise conj. 否则
例：Please rush your L/C otherwise shipment will be delayed.
9. to the above effect 按以上的意思





函电 (20) ------ A

开始进入今天的例文: (A) Sending a Sales Contract
内容如下:
Dear sirs,
We wish to refer to the recent exchange of cables and are pleased to confirm having concluded with
you a transaction of 30 metric tons of groundnut kernels. Enclosed you will find our Sales Contract
No.354 in duplicate of which please countersign and return one copy to us for our file. We trust you will
open the relative L/C at an early date.
As regards additional quantities, we are working and will let you have an offer sometime next week.
Yours faithfully,
Encl.

函电 (20) ------ B

x0c
(B) Sending a Sales Confirmation
Dear sirs,
Re: Your Order No.237
We have booked your Order No.237 for 500 Butterfly Brand Sewing Machines and are sending you
herewith our Sales Confirmation No. BP-103 in three orginals. Please sign and return one copy to us for
our records.
It is understood that a letter of credit in our favour covering the above-mentioned goods will be
established immediately. Meanwhile, you may rest assured that we shall effect shipment with the least
possible delay upon receipt of the credit.
We appreciate your cooperation and look forward to receiving your future orders.
Yours truly,
Encl. As stated

函电 (20) ------ 注解 A

1. exchange n. 交换
例如: We confirm exchange of cables regarding the subject article.
foreign exchange 外汇
a bill of exchange 汇票
the rate of exchange 或 exchange rate 外汇率
exchange v. 交换, 兑换
例如: We confirm cables exchanged between us regarding the subject articles.
2. conclude v. 达成, 得出结论
例如: We are glad to have concluded this transaction with you.
Since we have received no reply from you, we conclude that you have already covered your requirements.
conclusion n. 商定, 结论, 结束
例如: We look forward to the eventual conclusion of this business.
We have come to the conclusion that now is not the time to discuss this subject.
3. transaction n. 交易
例如: With reference to cables exchanged, we are pleased to confirm the following transaction.
transact v. 办理, 执行
例如: We are prepared to transact business only on these terms.
"达成交易"的多种说法:
transact / close / put through / finalize / conclude a business / transaction
come to terms
4. Sales Contract 销售合同, 售货合同
Sales Confirmation 销售确认书, 售货确认书
例如: For good order's sake, the sellers send the Sales Confirmation or Sales Contract to the buyers, giving full particulars of
goods sold, terms of payment, etc.

函电 (20) ------ 注解 B

x0c
5. countersign v. 副署, 连署, 会签
counter signature (或 counter-signature 或 countersignature) n. 副署签
名, 连署签名
例如: When the Sales Contract has been signed by the seller, it will be countersigned by the buyer.
6. for one's file / records 以便某方存档
7. book your order for ... 卖给你方
例如: With reference to your letter of the 4th November, we have pleasure in informing you that we have booked your order
for 1,000 alarm clocks.
8. rest assured = be assured 放心, 确信
例如: The chief difficulty in accepting your orders now is the heavy backlog of commitments. But you may rest assured that
as soon as we are able to accept new orders, we shall give priority to yours.
9. effect v. 实现, 完成
to effect shipment 装船
to effect insurance 投保
to effect supply 供货
to effect delivery 交货
to effect amendment 修改
10. with the least possible delay = without any delay



函电 (21)

今天例文的题目是: Confirming a Purchase
内容如下:
Dear sirs,
"Parrot" Brand White Cement
As a result of our recent exchange of telegrams, we confirm having purchased from you 1,000 long tons (tons of 2,240 lbs)
of the captioned goods on the following terms and conditions:
Price : at ￡... per long ton CFR Genoa, net shipping weight
Packing : in 6 -- ply kraft-paper bags of about 110 lbs net each
Quality : against the Seller's own guarantee that the goods are fully up to the Chinese Export Standard
Shipment : in one or two lots to be shipped from Qinhuangdao to Genoa during January,19.. , preferably by direct steamer
Payment : by a confirmed and irrevocable letter of credit in your favour, payable by draft at sight.
We are pleased to have transacted this first business with your corporation and look forward to the future expansion of
trade to our mutual benefit.
Yours faithfully,

函电 (21) ------ 注解

1. as a result of 由于 (...... 的结果)
例如: The goods were eventually disposed of as a result of our repeated efforts.
2. purchase n. 购买
例如: Dealers are not ready to make large purchases.
Purchase Contract 购货合同, 订购合同
Purchase Confirmation 购货确认书, 订购确认书
例如: The buyers usually send the Purchase Confirmation or Purchase Contract to the sellers immediately after a deal is
concluded.
purchase v. 购买

x0c
例如: We are purchasing these goods for our own account.
3. terms and conditions 条款, 条件
例如: It was a very unpleasant surprise to learn that the terms and conditions we finally agreed upon had been turned down
by your company.
4. guarantee n./v. 担保, 保证
例如: Bank guarantee is requireed.
5. preferably adv. 更好
例如: The gloves are to be packed in dozen or in single pairs, preferably the latter.
6. against the seller's ... 根据......
7. be up to (mens: be capable of , be equal to )
例如: He is not up to his work. (他不胜任这工作.)
The product is not up to our standard. ( 这产品不符合我们的标准.)

函
电 (22)

今天例文的题目是： Conclusion of Business
内容如下：
Gentlemen:
We are pleased to confirm the cables exchanged between us as per copies attached.
From our yesterday's cable you will note that we have succeeded in putting through the business of 500 "Gold Deer"
Bicycles. Accordingly, we are enclosing our Order No. B459 together with our shipping instructions.
Kindly follow carefully the shipping instructions and make sure that our order is executed to the entire satisfaction of our
customers and with the least possible delay.
We are taking all necessary steps for the opening of the L/C and hope it will reach you in a week or so.
Yours truly,
Encl.

函电 (22) ------ 注解 A

1. put through ph. v. 完成 （= carry out）
put through the business = put the business through
如： If you renew your offer for a further three days, we believe we can put the business through.
2. accordingly adv. （句首或句中）因此；（句末）照办，相应地
如： Our stocks are running low on account of heavy sales. Accordingly, we cannot offer you more than 10 tons.
We have amended the credit accordingly.
比较： We have amended the credit in accordance with your request.
3. execute vt. 执行 （= carry out）
如： Please do your utmost to execute this order as it will lead to other business.
execution n. 执行
如： We assure you of the punctual execution of your order.
4. satisfaction n. 满足，满意
to sb's satisfaction 或 to the satisfaction of sb. 使人满意
如： We trust the package will open up to your satisfaction.
Your sample satisfies us.
We are satisfied with your sample.
Your sample is found to our satisfaction.
Your sample is found (to be) satisfactory.

x0c
5. shipping instruction 装船指示
shipping notice 装船通知

函电 (23)

今天例文的题目是: Counter-Signature
内容如下:
Dear sirs,
We have duly received your Sales Contract No.5623 covering 50 tons walnutmeat we have booked with you. Enclosed
please find the duplicate with our counter-signature. Thanks to mutual efforts, we were able to bridge the price gap and put
the deal through.
The relative L/C has been established with the Bank of China,London, in your favour. It will reach you in due course.
Regarding further quantities required, we hope you will see your way clear to make us an offer. As an indication, we are
prepared to order 80 tons.
Yours faithfully,
Encl.

函电 (23) ------ 注解

1. thanks to 由于
例句: Thanks to your cooperation, we succeeded in puting the deal through.
2. bridge the gap 弥合差距
例句: It needs mutual efforts to bridge the gap.
3. indication n. 概念, 示意, 迹象, 征兆
indication of price = idea of price 价格意见, 也可说 price indication = price idea ,
复数分别为 indication of prices, idea of prices, price indications, price ideas.
例句: Please give us ind
ication at which you think you could close.
4. in due course = durly

函电 (24)

大家好啊! 又新的一周罗! 周末过得愉快吗? 有些朋友等更新等得有点不耐烦了吧? 哈哈
好好好, 现在赶紧来上传新的一篇例文: Confirming a Repeat Order
内容如下:
Dear sirs,
We thank you for your telegram duplicating your order of October 12 for 1,000 doz. Rubber Shoes.
Although the prevailing quotations are somewhat higher, we will accept the order on same terms as before with the view of
encouraging business.
As requested in your previous letter, we have made out our Sales Confirmation No.500 in duplicate and shall thank you to
send back one copy duly countersigned.
We are glad to know that a letter of credit will be established in our favour immediately. However we would like to draw
your attention to the fact that the stipulations in the relative credit should strictly conform to the terms in our Sales
Confirmation in order to avoid subsequent amendments.
We appreciate your cooperation and trust that the shipment which is to be dispatched after receipt of the relative letter of
credit, will turn out to your entire satisfaction.
Yours faithfully,
Encl.

x0c
函电 (24) ------ 注解 A

1. duplicate v. 重复, 使再发生
如: We have some stock left, and shall be able to meet your requirements if you wish to duplicate your last order.
duplicate n. 副本
如: Please send back the duplicate duly countersigned.
duplicate adj. 完全相同的
如: As the market has now advanced, we cannot execute a duplicate order.
2. prevailing adj. 现行的, 流行的
prevailing price 现行价格
如: The prevailing opinion is that the stagnation is about over.
意思都含“流行的” 的四个单词:
1) prevailing 指“在特定的时间和地点最盛行或最普通的”
如: a prevailing practice 流行惯例。
2) current 指“由一传十, 十传百变为众所周知、被采用或流行的”
如: That pronunciation was current in the 18th century. 那种发音在18世纪很流行。
3) prevalent 指“在讲话所指特定时间内普遍流行的”
如: Whooping cough is very prevalent just now. 百日咳正在广泛流行。
4) rife 指“广泛流行的”、“众多的” .
如: Rumours about the plague were rife. 有关瘟疫的谣传很盛行。

函电 (24) ------ 注解 B

3. with the view of 以......为目的
with the view of 与 with a view to 同义
如: We give you this special accommodation with the view of cementing our relations.
4. make out ph. v. 填写 , 开列 , 制出
如: Please make out your Sales Contract in three orginals.
5. stipulation n. 规定, 条款 (适用于合同, 规定, 信用证等)
如: The transaction is concluded on the stipulation that L/C (should) be opened 30 days before the commencement of
shipment.
stipulate v. 规定
如: The contract stipulates payment by sight L/C.

6. conform v. 使一致, 符合
如: It is necessary to conform the specifications to the requirements.
This does not conform to the contract.
conformity n. 符合, 一致
in conformity with ( 或 in conformity to 和......一致 依照)

如: This is not in conformity with our arrangement.

函电 (24) ------ 注解 C

7. avoid v. 避免
如: We wish to avoid putting you to extra expenses.
8. subsequent adj. 以后的
如: This applies to all subsequent transactions
subsequent to 在......以后

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如: The date of this order is subsequent to your Order No.70.
9. dispatch (也可拼为 despatch) n. 发送 , 迅速
v. 发送 , 迅速办理
如: Please do your best to hasten the dispatch of our Order No.65.
We are anxious to despatch the matter in hand.
10. turn out ph. v. 结果成为, 结果是
如: We hope everything will turn out (to be) satisfactory in the end.

函电 (25) ------ A

今天的例文是：(A) Acknowledgement of the First Order
Dear sirs,
We are pleased to receive your order of 18th July for cotton prints and welcome you as one of our customers.
For goods ordered we require payment to be made by a confirmed and irrevocable letter of credit payable at sight upon
presentation of shipping document. Please let us know immediately whether you agree to our terms. As soon as we receive
your reply in the affirmative, we shall confirm supply of the prints at the prices stated in your letter and arrange for despatch
by the first available steamer upon receipt of your L/C.
We feel confident that when the goods reach you, you will completely satisfied with them at the prices offered.
As you may not be aware of the wide range of goods we deal in, we are enclosing a copy of our catalogue and hope that our
handling of this first order of yours will lead to further business between us and mark the beginning of a happy working
relationship.
Yours faithfully,

函电 (25) ------ B

(B) Confirmation of a Transaction
Dear sirs,
Copper Concentrates
We have received your letter of May 24.
We note with pleasure that you have decided to purchase from us 10,000 metric tons of Copper Concentrates on the basis
of our offer, to be delivered in one shipment before the end of July.
We thank you for the confidence you place in us. The draft contract is being drawn up and will be submitted to you for
approval as soon as ready.
We share your hope that the deal concluded will pave the way for further friendly cooperation between our two concerns
and be of mutual benefit.
Yours faithfully,

函电 (25) ------ 注解 A

1. presentation n. 提示
如： We trust you will meet the draft on presentation.
present v. 提示
如： We trust you will meet the draft when presented.
2. in the affirmative 同意的/地，肯定的/地
如： Your reply in the affirmative = your affirmative reply = if you agree to our payment terms
e.g. In the affirmative case,
telegrams are destined for Tianjin.
12. reckon v. 计算
如: According to the rules of International Telecommunication Union (ITU, 国际电信联盟), every 10 English letters or
characters is counted as one word in reckoning charges.
13. clear at a glance 一目了然

函电 (27) ------ 注解 A

1. at the expense of 以牺牲......为代价; 在损害......的情况下
如: It will not do to lower the price at the expense of quality.
2. offend v. 冒犯, 伤害......的感情
如: With a little care and considerateness in business writing, the writer can convey criticism, disapproval and even rebuke
without offending the addressee.
3. recipient n. 接受者, 受方
如: Please pass us any comments made by the receipents of the samples.
4. procedure n. 步骤, 程序
如: We are now going through the usual procedure and expect to cable you shipment advice in a few days.
5. outline v. 概述, 提出要点
如: Please outline the substance of the business talk.
outline n. 概述, 大略
如: To give you an outline of the various kinds of cotton piece goods now available for export, we enclose a brochure and a
pricelist.
6. supplementary adj. 补充的
如: a supplementary letter 补充信件
7. adjust v. 调整, 修改
如: Price have been adjusted upward (downward).
adjustment n. 调整, 修改
如: The wording of the agreement needs adjustment.
8. bulk n. 大量, 大批, 大部分
如: We have already executed the bulk of your orders.
in bulk 散装, 大批, 正批
如: The goods will be shipped in bulk.

x0c
函电 (27) ------ 注解 B

9. hereunder adv. = under this 在下面 这是书面正式用语, 类似的还有
hereafter = after this 此后
hereby = by this 从此
herein = in this 在此
hereinafter = in a following part of this document, statement or book 在下文
hereof = of this 关于此
hereto = to this 附此
herewith = with this 同此
10. in detail 详细地
如: Please state in detail description and origin.
11. description n. (本义) 描述 (商业) 货品名, 商品说明书
description of article = name of commodity 品名
12. rock-bottom n. 最低点
rock-bottom price 最低价 底盘价格
如: The general opinion is that prices have reached rock-bottom.
13. a pile of = piles of 一大堆
a thick pile of = a heavy pile of (厚厚) 一大堆 大批
如: We have a thick pile of orders to fulfil.
14. margin n. (商业) 赚头
a narrow margin of profit 薄利
no margin of profit 无利可赚
15. utmost n. 最大限度
如: This is the utmost we can do.
16. press v. 催促 逼迫
如: Please press the buyers to send their designs.
press for ph. v. 催促 迫切要求
如: We have to press for an L/C.

函电 (27) ------ 注解 C

17. rush v. 赶快做某事
如: Please rush your credit.
18. approach v./n. 临近
如: The selling season is approaching.
On (or: With At) the approach of
r price of US$$150,000 per cask CFRC5% Lagos for
shipment during July/August.
For this particular order we would like to pay by 30 days L/C. Involving about US$$150,000, this order is comparatively a big
one. As we have only moderate means at hand, the tip-up of funds for as long as three to four months indeed presents a
problem to us.
It goes without saying that we very much appreciate the support you have extended us in the past. If you can do us a
special favour this time, please send us your contract, upon receipt of which we will establish the relative L/C immediately.


Yours faithfully,

函电 (29) ------ B

(B) Reply
Dear sirs,
Thank you for your order of Iron Nails as per your letter of May 5.
Your proposal of paying by letter of credit at 30 days has been carefully studied by us. Usually, time credit is not acceptable
to us. However, in view of our long pleasant relations as well as our willingness to support our African friends, we agree with
you this time. But let us make it clear that this accommodation is only for this transaction, which will in no case set a
precedent.
Attached hereto is our Sales Contract NO.105 covering the above order. Please follow the usual procedure.
Yours faithfully,
Encl. As stated.

函电 (29) ------ 注解 A

1. pay vt. 付 (款项,费用等) 给予 (注意等) 进行 (访问等)
如: We trust you will pay our draft on presentation.
pay vi. 付款 值得, 合算
如: pay in advance
pay on delivery
It does not pay to buy in small quantities.
payable adj. 可付的, 应付的
payment n. (不可数) 支付 (可数) 支付的款
如: terms of payment 或 payment terms 付款条件
payment on deferred terms
We enclose a cheque for US$$2,345.67 in payment of all commissions due to you up to date.
We have received your cheque for DM9,876.50 in payment for the Carpets ordered as per your letter of May 5th.
2. 30 days L/C 见票后30天议付信用证

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L/C = Letter of Credit
sight L/C = Letter of Credit available (or: payable against) draft at sight (or: sight draft)
time L/C = usance L/C = term L/C
30 days L/C = L/C available by draft at 30 days after sight = time / usance / term L/C at 30 days
confimed L/C
irrevocable L/C

函电 (29) ------ 注解 B

3. involve v. 牵涉, 涉及, 包含
如: As the extra premium involved is small, we will not ask you to amend the L/C but will deduct it from the commission due
to you.
4. moderate adj. 中等的, 不大的 公道的, 便宜的
如: moderate price
Business has been done on a moderate scale.
5. means n. 资财 手段, 方法 工具
如: This firm is quite reliable. It never does business beyond its means.
6. at hand 在手边
如: We have only a few sample books at hand.
7. tie-up of funds 占压资金
tie-up n. 束缚, 停顿
如: They put forward the request for easier payment terms owing to their tie-up of funds in numerous commitment
s.
8. extend v. 给予
如: Any courtesy you may extend to our Mr Brown will be highly appreciated.
9. accommodation n. 照顾 通融
如: As a special accommodation, we will accept time L/C at 30 days.
accommodate v. 照顾 通融
如: We did this to accommodate your buyers.
accommodating adj. 照顾的 通融的
10. precedent n. 先例
如: It must be clearly understood that, in so doing, we are not establishing a precedent.

函电 (30) ------ A

真不好意思各位, 上周五的时候我的电脑死掉了, 做了一个大手术, 昨天才弄好. 所以还没来得及跟大家讲周末快乐
呢! 今天赶紧来更新了! 各位久等了吧?
(A) Asking for Easier Payment Terms
Dear sirs,
Our past purchase of Mild Steel Sheets from you has been paid as a rule by confirmed, irrevocable letter of credit.
On this basis, it has indeed cost us a great deal. From the moment we open credit till the time our buyers pay us, the tie-up
of our funds lasts about four months. Under the present circumstances, this question is particularly taxing owing to the tight
money condition and unprecedentedly high bank interest.
If you would kindly make easier payment terms, we are sure that such an accommodation would be conducive to
encouraging business. We propose either " Cash against Documents on arrival of goods" or " Drawig on us at three months'
sight".
Your kindness in giving priority to the consideration of the above request and giving us an early favourable reply will be

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highly appreciated.
Yours faithfully,

函电 (30) ------ B

(B) Reply
Dear sirs,
We note from your letter of August 2 that you wish to ask for an entension of our terms.
Acctually, there is nothing unusual in our original arrangement. Counting from the time you open credit till the time
shipment reaches your port, the interval, which is quite normal, is only about three months. Besides, your L/C is opened
when the goods are ready for shipment. In this case, we are sorry that we cannot meet your wishes.
As we must adhere to our customary practice, we siincerely hope that you will not think us unaccommodating.
As soon as a fresh supply of Mild Steel Sheets comes in, we will contact you.
Your faithfully,

函电 (30) ------ 注解A


1. as a rule = usually 通常
如: As a rule, we require commercial invoice in quadruplicate.
2. taxing adj. 难于负担的, 使人感到压力的
如: Such an amount is taxing for a firm of moderate means.
3. tight adj. (钱, 商品等) 紧的, 难得到的
如: tight money 钱根紧
They ask for this accommodation because their fund are tight.
4. unprecedentedly adv. 空前地
如: As a result of depression, the purchasing power in the West is unprecedentedly low.
5. easy adj. (价格, 报盘等) 易于接受的 (市场, 行情等) 疲软的
如: easy terms 易于接受的条件, 容易的条件
Please make your offer as easy as possible.
The ma
rket has turned easy.

函电 (30) ------ 注解B

6. conducive adj. 有帮助的
be conducive to sth. (means: be helpful to sth.)
如: Such a noisy environment are not conducive to your study. (这样嘈杂的环境对你的学习没有帮助.)
Accumulating information is conducive to seccess in business. (信息的积累对生意有帮助.)
conduce v. 有助于 (means: help to bring sth. about)
如: We trust such arrangement will conduce to the development of our business. (我们相信这样的安排会有助于我们业务
的拓展.)
7. cash against document on arrival of goods 货到后凭单付款
简称 CAD = cash against documents 凭单付款
8. draw v. 开出 (汇票)
draw on sb. 向某人开出......
如: draw a cheque 开支票

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draw on us at three months' sight 开出见票三个月付款的汇票向什么收款
As agreed, we are drawing (a draft) on you for the value of this sample shipment.
9. priority n. 优先
如: The question of payment will take top priority in our discussions.
I have priority over you in this case. (我在这件事上比你有优先权.)
give priority to sb. 给予......优先权
10. interval n. 间隔的时间
如: We hope you will succeed in working up some business in te interval.
11. unaccommodating adj. 不肯通融的, 不肯照顾的

函电 (31) ------ A


(A) Asking for D/P Terms
Dear sirs,
Reference is made to your Contract 405 covering Weasel Tail Hair in the amount of RMB￥1,200 and 507 RMB
￥1,100 for Dressed Goathair "2--4".
As either of these contracts is less than the equivalent of ￡1,000 in value,we shall be glad if you will as usual ship the
goods to us on CAD. i.e. each against documents basis.
We hope you will accommodate us in this respect and look forward to your early reply.
Yours faithfully,

函电 (31) ------ B

(B) Reply
Dear sirs,
We are in possession of your letter of 28th August and have noted your proposal for payment against documents for
Contract Nos. AB405 and AB507.
We are pleased to say that we agree to your above proposal. However we consider it advisable to make it clear that for
future transactions D/P will only be applicable if the amount involved for each transaction is not up to ￡1,000 or its
equivalent in Renminbi at the conversion rate then prevailing. Should the amount exceed that figure, payment by letter of
credit would be required.
As we said previously, it is only due to our long friendly relations that we extend you this accommodation.
Yours faithfully,

函电 (31) ------ 注解

1. in the amount of 总金额计......
如: We have opened an L/C in your favour in (or: for) the amount of ￡25,000
2. be in possession of 已收到
与 be in receipt of 同义, 可换用
3. payment against documents 凭单付款
与 cash against documents 意思相同, 都是从买方角度说的 如果从卖方角度来说, 就是 documents against paym
买进
4. assume v. 设想, 假定 承担
如: We assume that you have covered your requirements.
We cannot assume responsibility for this incident.
assumption n. 设想, 假定
如: Your assumption that the market would soon take a turn for the better proved incorrect.

函电 (34)

Unfavourable Reply to a Proposal of D/A Terms
Dear sirs,
We have received your letter dated December 1, 2001. As already pointed out in our previous letter, we had made
arrangements with our manufacturers to make delivery as punctually as possible in future. We shall see to it that your
interest is well taken care of at all times.
Regarding the terms of payment, while we have every confidence in your integrity and ability, we wish to reiterate that our
usual terms of payment by confirmed and irrevocable letter of credit remain unchanged in all ordinary cases. For the time
being, therefore, we regret our inability to accept D/A terms in all transactions with our buyers abroad.
For future shipments, however, we shall do our best to fulfil your orders within the time stipulated. If, by any chance, it is

x0c
impossible for us to do so, we will effect shipment on a D/P basis in order to avoid putting you to so much trouble in the
extension of letter of credit. We trust you will appreciate our cooperation.
Yours sincerely,

函电 (34) ------ 注解

1. delivery n. 交货
make delivery 交货
take delivery 提货
如: It is important that the goods be completed for delivery as stipulated in the L/C.
deliver v. 交付 (信件或货物)
如: The quantity to be delivered each month must not be less than 50 metric tons.
2. at all times = always
3. integrity n. 正直, 诚实
integrity and ability 信誉, 资信
4. reiterate v. 重申
如: We wish to reiterate that in our trade with merchants of various countries, we always adhere to the principle of equality
and mutual benefit.
5. remain unchanged 保持不变, 仍然不变
如: The tea market remains unchanged.
6. by any chance = occasionally 偶然地
如: If, by any chance, a demand arises, please contact us.

函电 (35)

今天例文的题目是: Urging Establishment of L/C
正文如下:
Dear sirs,
Our Sales Confirmation No. TE151
With reference to the 4,000 dozen Shirts under our Sales Confirmation No. TE151, we wish to draw your attention to the
fact that the date of delivery is approaching, but up to the present we have not received the covering Letter of Credit.
Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time.
In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms
of the contract.
We look forward to receiving your favourable response at an early date.
Yours faithfully,

函电 (35) ------ 注解A

注解:
1. with / in reference to 关于 (= with / in regard to)
如: With (or: I
n) reference to payment, we cannot do otherwise than L/C.
2. up to the present = until now, so far 到目前为止
3. covering = relative, relevant 有关的

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4. expedite = speed up, hasten 加快
如: expedite shipment 加快装船
expedite delivery 加快发货
5. 吸引某人的注意:
draw / call / write sb's attention to ...
remind sb. of

函电 (35) ------ 注解B

6. prescribe n. 规定
如: We refer you to Contract No.824 which prescribed (规定的) payment by sight L/C.
7. amendment n. 修改, 修改书
如: You are requested to make amendment to L/C No.89 without delay.
We require the amendment advice of L/C No.9312 by the end of this month.
amend v. 修改
如: Please amend the amount of the L/C to read "5% more or less allowed".
8. in accordance with (to) 与......一致 按照, 根据
in exact (full) accordance with 与......完全一致
in strict accordance with 与......严格一致
如: The quality of the goods must be in strict accordance with that of the sample.
In accordance with cables exchanged, we are glad to have purchased from you 100 dozen cotton bed-sheets.
9. response n. 回答, 反应
in response to 对......进行回复
如: This is in response to your letter of August 18th.
Please keep us advised of the response to our products in your market.
respond v. 回答, 反应
如: Buyers did not respond to the quick rise in price.
We hope you will respond to our request promptly.

函电 (36)

今天的例文的题目是: Advising the Establishment of L/C and Asking for Timely Delivery
内容如下:
Dear sirs,
We wish to invite your attention to our Order No.5781 covering 500 pieces of Pongee Silk for which we sent to you about 30
days ago an irrevocable L/C expiring on May 15.
As the season is drawing near, our buyers in urgent need of the goods. We shall be very much obliged if you will effect
shipment as soon as possible, thus enabling them to catch the brisk demand at the start of the season.
We would like to stress that any delay in shipping our order will undoubtedly involve us in no small difficulty.
Thank you in advance for your cooperation.
Yours faithfully,

函电 (36) ------ 注解A

x0c
1. expire v. 期满
如: The L/C expires on December 15.
expiry n. 期满
如: The date of expiry (or: expiry date) of the credit is December 15.
再来看两个例子的比较:
When does your driving lisence expire? (你的驾照什么时候到期?)
The expiry of driving lisence (驾照的到期日)
2. draw near ( means: approach)
如: The spring is drawing to close. (春天快过去了.)
3. brisk adj. 活跃的, 兴旺的 (means: active)
如: The market is brisk.
There is a brisk demand for electronic toys.
catch the brisk demand 抓住大量的市场需求

函电 (36) ------ 注解B

4. stress v. 着重强调
如: The Chinese Government stresses the point that the technology introduced from abroad sh
ould be truly advanced and
appropriate to China's needs.
stress n. 重点
如: It is necessary to lay stress on the packing as well as the quality.
5. involve sb. in sth. (means: bring sb. into a difficult situation)
6. advance n. 事先, 上涨
如: Please keep us fully advised as far in advance as possible.
We do not expect any further advance in prices.
advance v. 提前, 上涨
如: Please do your best to advance shipment.
The price for iron and steel has advanced.
7. hasten v. 赶快, 加速
如: As you are in urgent need of the goods, we are hastening to get them ready.

函电 (37)


今天的范文是: A Specimen of an L/C
BANK OF NORTH ITALY
Irrevocable Credit No.3586
Milano, December
27,1985
To: China National Metals & Minerals
Import & Export Corporation,

x0c
Tianjin Branch,
Tianjin, China.
Advised through Midland Bank,London
Dear sirs,
We hereby establish an irrevocable credit in your favour for account of Italiano Cement Inc.,53 Milano Street,Milano,for a
sum or sums not exceeding a total of Stg.￡25,775 (Pounds Sterlin Twenty-Five Thousand Seven Hundred Seven-Five Only)
and available by your draft(s) drawn on us at sight for 100% of the invoice value,accompanied by the following documents:
Signed Commercial Invoice in triplicate indicating Contract 108
Packing & Weight List in triplicate
Full set of clean shipped on board ocean Bills of Lading made out to order and blank endorsed,marked "Freight
Prepaid",notifying the accountee
Insurance policy or certificate for 110% of invoice value,blank endorsed,covering WPA ad War Risk,claims payable at
Milano
Inspection Certificates on quality and weight issued by the Commodity Inspection Bureau in triplicate
Certificate of Origin in triplicate.
Evidencing shipment of :
1,000 long tons of "arrot" Brand White Portland Cement,at Stg.￡25,75 per long ton CIF Genoa,net shipped weight.
From China to Genoa not latter than January 31,1986.
Partial shipments are permitted.
Transhipment is prohibited.
This credit is valid in Tianjin until February 15,1986.
All drafts drawn must be marked "Drawn under Bank of North Italy,Milano,Irrevocable Credit No.2586,dated December
27,1985."
We hereby undertake to honour all drafts drawn in accordance with the terms of the above credit. The amount and date of
each negotiation must be endorsed on the back hereof by the negotiating bank which is to forward all documents to us by
first and second airmails.
In reimbursement the negotiating bank may draw sight drafts on the confirming bank,which is to debit our account with
them,and accompany such drafts with their statement that all terms and conditions of the Credit have been complied with
and the required documents airmailed to us.
Yours faithfully,
for BANK OF NORTH ITALY
(Signature)
Chop: We add our confirmation hereto.
Our reference No.29806
For Midland Bank (December 29,1985)

函
却步的价格, 过高的价格
15. valid adj. 有效的
如: The letter of credit is valid until August 31.
validity n. 有效
如: After another week, the credit will lost its validity.
validate v. 使有效
如: Documentary evidence is required to validate the claim.
16. honour v. 履行, 照付
如: We always honour our commitments.
We trust you will honour our draft on presentation.

函电 (37) ------ 注解D

14. prohibit v. 禁止, 阻止
如: The import of drugs is prohibited by law.
(We are prohibited by law from importing drugs.)
Your price is so high that it prohibits business.
prohibition n. 禁止
如: The prohibition against the import of drugs is strictly enforced.
prohibitive adj. 禁止的, (价格) 高得令人不敢问津的
如: a prohibitive tax 违禁税
a prohibitive price 令人望而却步的价格, 过高的价格
15. valid adj. 有效的
如: The letter of credit is valid until August 31.
validity n. 有效

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如: After another week, the credit will lost its validity.
validate v. 使有效
如: Documentary evidence is required to validate the claim.
16. honour v. 履行, 照付
如: We always honour our commitments.
We trust you will honour our draft on presentation.

函电 (37) ------ 注解F

20. confirming bank 保兑银行
21. debit v. 把......记入借方
debit an amount to sb's account 或 debit sb's account with an amount 把一笔金额记入某人的借方
如: His account with the bank has been debited with the sum of $$200 for half-yearly bank charges.
debit n. 借方, 记入借方的款项
a debit note (D/N) 借方通知
22. chop n. 图章, 戳记
本范文信用证样本中的 chop 是表示伦敦米德银行用加盖印章的方式保兑该信用证.

函电 (38)


今天的例文的题目是: Amending L/C to Allow Partial Shipment and Transhipment
Dear sirs,
Letter of Credit No.3524 issued by the Bank of New South Wales has duly arrived. On perusal, we find that transhipment
and partial shipment are not allowed.
As direct steamers to your port are few and far between, we have to ship via Hongkong more often than not. As to partial
shipment, it would be to our mutual benefit if we could ship immediately whatever is ready instead of waiting for the whole
shipment to be completed. Therefore we have cabled you this afternoon, askin you to amend your L/C to read "
artshipments and transhipment allowed".
We hope you will see to it that the amendment is cabled without delay.
Yours faithfully,

函电 (38)

注解:
1. perusal (means: careful reading) n. 熟读, 精读
peruse v.
如: peruse the documents / the L/C
2. via prep. (拉丁语 = by way of) 经由
如: The goods will be shipped via HongKong.
The samples were sent via airmail.
3. more often than not (means: usually, very frequently) 经常, 多半
4. it would be to our mutual benefit (means: it will be helpful to both sides)
5.
read 有......的表达 / 措词 (means: have a certain kind of wording or expression)
如: The sign reads "no smoking / spitting / littering".
The clause reads as follows.

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函电 (39) ------ A

今天的例文是: (A) Asking for Extension of L/C
Dear sirs,
L/C No. NSW6180
We confirm our cable of yesterday,reading as follows:
L/C NSW6180 TIN PLATE ARRIVED ONLY TODAY JULY SHIPMENT
IMPOSSIBLE EXTEND SHIPMENT VALIDITY 31/8 15/9 RESPECTIVELY
We trust that you have received the above cable and are doing what is necessary.
As stipulated in S/C 89STX-5491,shipment could be made in July provided your L/C reached us not later than 15th.
However,we received your L/C only yesterday and it is absolutely impossible for us to ship the goods in July.
Under the circumstances,we regret to have to have to ask you to extend the above L/C to August 31st and September 15th
for shipment and negotiation respectively,with the amendment to reach us by the 15th July; otherwise shipment will be
further postponed.
We look forward to receiving the relevant amendment at an early date and thank you in advance.
Yours faithfully,

函电 (39) ------ B

(B) Reply
Dear sirs,
L/C No. NSW6180
We have received your letter of June 30th requesting us to extend the above L/C to the 31stof 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 licence,we could not open the L/C earlier. The import licence was granted on June 17th and
is valid only up to the 31st of July.
We are wiling 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 to say that it 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 sincerely,

函电 (39) ------ 注解A

1. extension n. 展期
extend v.
如: Can you extend your stay in haikou for a few days?
2. proided (that) (means: on the condition that, if)
如: I'll go provided that you give me money.
3. circumstance n. 情况, 环境
under (in) the circumstances 既然如此 (means: in this cases)
如: Under the circumstances,we have to drop the business.
4. postpone v. 延缓
如: Regarding our Order No.86 for carpet wool,please postpone shipment until September.
5. relevant adj. 有关的

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the relevant L/C = the relative L/C = the covering L/C
如: We shall appreciate it if you will send us all information relevant (or: relative) to the case.

函电 (38) ------ 注解B

6. we are quite aware of = we understand / know clearly
7. set forth ph. v. 宣布, 陈述, 阐明 (mean
e are oblied to remind you of this matter once again.
As your prompt attention to shipment is most desirable to all parties concerned, we hope you will let us have your shipping
advice by cable without fail.
Yours faithfully,

函电 (42) ------ 注解A

1. shipment n. 装运, 装船; 装运的货物; 装运期
shipment date (或 date of shipment, time of shipment)
shipment advice (或 shipping advice, advice of shipment)
如: Please expedite shipment as much as possible.
We hope this initial shipment will prove entirely satisfactory to you.
Please extend shipment (for) 30 days.
ship v. 装船, 装运
如: We export to ship the goods next week.
shipping n. 装运
shipping advice 装船通知, 发货通知
shipping agents 装运代理人, 发货代理人
shipping company 轮船公司
shipping container 船运集装箱, 集装箱船运
shipping documents 装船单据
shipping instructions 装船要求, 装船须知
shipping marks 装船麦头
shipping order 装货单, 下货纸
shipping space 船位, 载位, 舱位
如: Next shipping opportunity will be about October 15.
2. assurance n. 承诺
如: You may have our assurance that we shall do our best to expedite shipment.
assure sb. of sth.
如: I assure you of the timely delivery.
You may rest assured that ...

函电 (42) ------ 注解B

3. press sb. for sth. (means: try repeatedly to persuade/ask sb. to do sth.)
如: They are pressing me for a quick decision.
The bank is pressing us for repayment of the loan. (银行催促我们偿还货款.)
4. timely adj. 及时的
如: It is a timely suggestion.
5. remind v. 提醒
remind sb. of sth.
如: We wish to remind you of your promise.
reminder n. 提醒之物 (如函电等)

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如: In spite of our repeated reminders, you have not yet established the relevant L/C.
6. desirable adj. 称心的, 合意 的, 合乎需要的
如: It is desirable that insurance (should) be effected at your end.
be desirable to
如: The book is desirable to all of us.
7. be obliged to
means: 1) 对......感到很感激 2) be required / be compelled to do
8. without fail 决定, 务必, 一定不误 (means: certainly, definitely, whatever happens)
如: You may rest assured that we will ship the goods next week without fail.
You will be rewarded without fail. (你一定会得到报答的.)

函电 (43)

今天例文的题目是: Advising Shipment
内容如下:
Dear sirs,
30 metric tons Mild Steel Flat Bars
We are now pleased to inform you that we have shipped the above goods on board s.s. "Wuxi" which sails for your port
tomorrow.
Enclosed please find one set of shipping documents covering this consignment, which comprises:
1. One non-negotiable copy of B/L.
2. Commercial Invoice in duplicate.
3. One copy of Certificate of Quality.
4. One copy of Certificate of Quantity.
5. One copy of Insurance Policy.
6. Weight Memo in duplicate.
We are glad t
o have been able to execute your order as contracted and trust that the goods will reach you in good time to
meet your urgent need and that they will turn out to your entire satisfaction.
We avail ourselves of this opportunity to assure you of our prompt and careful attention in handling your future orders.
Yours faithfully,

函电 (43) ------ 注解

注解:
1. sail v. 启航, 开航
sail for swh.
如: The ship is scheduled to sail for HongKong on the 21st of this month.
sail date 启航日期
2. consignment n. 运送, 运送的货物; 寄售, 寄售的货物
consignment goods 寄售商品
consignment business 寄售业务
on consignment (以)寄售(方式)
如: A new consignment of goods has just arrived.
Generally, we do not sell goods on consignment terms.
consign v. 运送; 寄售
如: The 100 tons Peanuts have been consigned to you per s.s. "Dongfeng".
We cannot agree to consign the goods.

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consign sth. to sb. 把......托付给......
consign sth. to sth. (means: put sth. unwanted away)
如: Consign the picture to fire/flame. (把这幅画用火烧掉.)
consignor 发货人
consignee 收货人
3. non-negotiable adj. 不可转让的
non-negotiable bill of lading 不可转让的提单
4. weight memo 磅码单, 重量单
5. in good time = in time 及时地, 迅速地
如: Please rush your L/C so that it reaches us in good time for shipment.
6. to sb's entire satisfaction 使某人完全满意

函电 (44)

今天的例文题目是: Urging Shipment
Dear sirs,
Referring to our order No.469 for 3,000 Electroic Calculators, we wish to remind you that the time for shipment has long
been overdue.
When we placed the order we pointed out that punctual shipment was of utmost importance because this order was
secured from the largest dealers here and we had given them a definite assurance that we could supply the goods by end
of June.
Your delay has caused us much inconvenience and we must now ask you to do your utmost to despatch the first 500 sets
under this order by air as the goods are urgently required by our customers.
We suggest the use of cartons with hinged lids to facilitate opening for customs examination. You will no doubt proceed
with your arrangements for the shipment of the remaining 2,500 sets of the consignments by sea without further delay, and
we would ask you to be particularly careful to seal each box into a watertight bag before into the cases.
We should be obliged if you would send us by air a copy of the packing list for the shipment to be despatched by sea, and
also duplicate of the insurance policy/certificate and the commercial invoice. This will enable us to arrange speedy passage
through customs on arrival of the consignment.
Yours faithfully,

函电 (44) ------ 注解

注解:
1. overdue adj. 过期的
如: We wish to inform you that shipment of our Order No.22 will soon be overdue.
2. secure v. 获得
如: It
is extremely difficult to secure freight space.
3. cause v. 引起, 造成
如: The delay is caused by heavy congestion of freight space.
cause n. 起因, 理由
如: Competition is the cause of price fall.
4. inconvenience n. 不方便
如: To change the specifications would cause us great inconvenience.
v. 使不便

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如: We hope that we have not inconvenienced you by making such a request.
inconvenient adj. 不方便的
如: It is rather inconvenient for us to do as requested.
5. hinged lids 有铁链的盖
6. proceed v. 进行
如: We are afraid that we cannot proceed with your offer, which is too high-priced.
As soon as we receive your reply, we will proceed to talk with them again.
7. seal v. 密封
8. watertight adj. 不漏水的

函电 (45) ------ A

今天的例文是: (A) Proposing Part Shiments
Dear sirs,
Your Order No.5718 for Safety Pin Machine
We are in receipt of your letter of July 22 requesting us to ship all the 20 sets of Safety Pin Machine in one lot. Unfortunately
we are unable to comply with your wishes.
When we offered the machines it was expressly stated that shipment would be effected in October. If you desire earlier
delivery, we can only make a partial shipment of ten machines in September and the remaining ten in October. We hope
this arrangement will be agreeable to you. Should this be so, please amend the covering credit to allow partial shipments
under advice to us.
Please cable us your confirmation so that we can request the manufacturers to expedite delivery.
Yours faithfully,

函电 (45) ------ B

(B) Advice of Partial Shipment
Dear sirs,
L/C No.7364 --- Your Order No.5718
10 sets Safety Pin Machine
As has been telegraphically advised to you, we have shipped, in partial fulfillment of your Order No.5718, 10 sets of Safety
Pin Machine per s.s. "Fengching" which sailed yesterday. Enclosed please find a full set of copy documents.
Regarding the remaining 10 sets we will try to hurry shipment and will advise you as soon as it is effected.
We appreciate the business you have been able to secure for us and assure you that all your further enquiries and orders
will continue to receive our most careful attention.
Yours faithfully,
Encl.

函电 (45) ------ 注解

注解:
1. under advice to sb. 同时通知某人
如: Please send the documents to them under advice to us.
2. copy documents = copies of shipping documents 装运单据副本
如: We enclose copy documents covering this shipment.
3. hurry v. 赶紧办
如: Please hurry the balance of our Order No.123.

x0c
hurry n. 急忙
如: They are in a hurry to get new orders.

函电 (46)


今天例文的题目是: Information on Container Service
Dear sirs,
Information on Container Service
Thank you for your inquiry of March 23. The shipping containers we provide are of two sizes, namely 10ft and 20ft
respectively. They can be opened at both
司
5. on good terms with sb. 与某人关系良好
如: We are on good terms with the firm mentioned.
6. underwriter n. 保险商
underwriters 与 insurance company 及 insurers 一般通用, 但 underwriters 主要指专保水险的保险商
如: Underwriters decline to insure against inherent vice(固有瑕疵, 内在缺陷).
underwrite v. 保险
如: Insurers here will not underwrite this risk.
7. handsome adj. 相当大的, 可观的
如: He received quite a handsome sum of money as a gift.
8. premium n. 保(险)费; 较高价格
如: The extra premium is for buyer's account.
During Christmas, walnuts are selling at a premium.
9. rebate n. 回扣
如: There is a 5% rebate on freight.

函电 (47) ------ 注解 C

10. cover n. (保险业) 保险
insurance cover 保险
如: We have arranged the necessary insurance cover.
cover v. 保险, 投保
如: We shall cover the goods against all risks.
We shall cover all risks and war risk for you.
Insurance is to be covered by the buyers.
This insurance policy covers us against breakage.
coverage n. 保险范围
如: We want broader coverage to include some extraneous risks(附加险).
coverable adj. 可投保的, 可承保的
如: Please let us know the premium at which breakage is coverable by the insurers on your side.
11. People' Insurance Company of China 中国人民保险公司
中国人民保险公司制订的中国保险条款 (China Insurance Clauses, 缩写为 C.I.C. 或 CIC) 中的海洋运输货物保险条款
(Ocean Marine Cargo Clauses) 所包括的三个基本险别与伦敦保险协会的协会货物条款 (Institute Cargo Clauses, 缩写为
I.C.C. 或 ICC). 所包括的三个基本险别名称相同相同, 即:
1) 平安险 (Free from Particular Average, 缩写为 F.P.A. 或 FPA)
2) 水渍险 (With Particular Average, 缩写为 W.P.A.或 WPA)
3) 一切险 (All Risks)
如: We shall cover insurance against all risks.
We shall cover FPA (or: WPA) insurance.

x0c
函电 (48) ------ A

今天的例文是: (A) Reply to a Request for Excessive Insurance
Dear sirs,
Your Order No.1641--5,000 pcs. Gunny Bags
We have received your letter of January 23, asking us to insure the captioned order for an amount of 30% above the invoice
value.
Although it is our usual practice to insure shipments for the invoice value plus 10%, we are prepared to comply with your
request for getting cover for 130% of the invoice value. But the extra premium will be for your account.
Please take note of the above.
Yours faithfully,

函电 (48) ------ B

(B) Type of Coverage
Dear sirs,
Please be informed that we will be shipping your order for 12 c/s Cameras per s/s "Peace", due to leave here at the end of
this month or the beginning of next month.
Unless otherwise instructed, we will arrange to take out an ALL RISKS insurance policy for you on the above cargo. This
type of coverage is, in our opinion, necessary
for a cargo of this nature.
Yours faithfully,

函电 (48) ------ 注解

1. take note of 注意
如: The agent took note of the change of the market conditions and exchanged information with his principal.
2. risk n. 危险, 风险
如: They will not take any risk.
保险业务中, 除基本险外, 常见的一般附加险有:
Theft, Pilferage & Non-Delivery Risks (简称 T.P.N.D., 也可以说 TPND)
偷窃, 提货不着险
Fresh and/or Rain Water Damage Risks 淡水雨淋险
Shortage Risk 或 Risk of Shortage 短量险
Intermixture & Contamination Risks 混杂、沾污险
Leakage Risk 或 Risk of Leakage 渗透险
Clash & Breakage Risks 碰损、破碎险
Taint of Odour Risk 串位险
Sweating & Heating Risks 受潮受热险
Hook Damage Risk 钩损险
Rust Risk 或 Risk of Rust 锈损险
Breakage of Packing Risk 包装破裂险
常见的附加险有：
War Risk 战争险
Strikes, Riots and Civil Commotions (缩写为 S.R.C.C., 也可以写作 SRCC) 罢工, 暴动, 民变险
risk v. 冒......的危险
如: We do not wish to risk missing the only steamer available this month.
risky adj. 冒险的, 危险的

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如: Buyers consider it too risky to buy large quantities at present.
3. cargo n. 船上所载的货物 (goods carried in a ship); 船货
如: There is a cargo (or: There are several cargoes) of lumber arriving on this steamer.

函电 (49) ------ A


今天的例文的题目是: (A) Covering Insurance for the Buyer
Dear sirs,
Contract No.1785-5 Tons White Printing Paper
We wish to draw your attention to the fact that the subject contract is booked on CFR basis, whereas your L/C calls for CIF.
This is obviously inconsistent.
We would have cabled you for amendment, but on second thoughts we refrained from doing so. To avoid delay in shipment,
the simplest way would be for us to arrange the necessary coer here and to deduct the premium, which would amount to
$$18 from the 2% commission payable to you. Any leftover will be remitted to you as soon as the proceeds have been
collected from the letter of credit.
We trust the above will be acceptable to you.
Your faithfully,

函电 (49) ------ B

(B) Asking the Buyer to Cover Insurance
Dear sirs,
We are pleased to inform you that we have booked shipping space for your Order No.5525 of 30 casks Salted Hog Casins on
s/s YUNNAN which sails for your port on or about January 25.
We cabled you today:
"YRORDR5525 BOOKED SSYUNNAN ETSJAN25 PLSINSURE"
We trust you will duly insure the goods at your end.
Yours faithfully,

函电 (49) ------ 注解

注解:
1. whereas conj. 然而， 反之 （= but, 用于引起相反的意思）； 鉴于（= because of the fact that，公文用语，用于
句首）
如：Tourists want to travel by boat, whereas businessmen would rather travel by plane.
Whereas the peoples of the colonies have been grieved and burdened with taxes…
2. call for ph. v.
要求，需要
如：The present situation of the market calls for entirely new measures.
3. inconsistent adj. 不一致，矛盾的
如：Those stipulations are inconsistent with what we have agreed upon..
4. on second thoughts 进一步考虑后
如：The buyer said that he would cover insurance on these goods, but on second thoughts he changed his mind.
5. refrain v. 抑制
如：As your price was too high, we refrained from cabling back.
6. deduct v. 减去，扣除

x0c
“从金额中减去百分之三“，应该说 deduct 3% from the sum, 不可说 deduct the sum by 3%.
如：You may deduct your 2% commission from the L/C to be opened.
deduction n. 扣除；扣除款
如：We have made deduction from the total amount for expenses.
7. leftover n. 剩余物
本例文指的是剩余的金额。
8. proceeds 收入款项（尤指货款收入）
如：The proceeds of the consignment have already been remitted to you.

函电 (50)

今天的例文是: Asking for Additional Insurance
Dear sirs,
We have inadvertently written in our Order Confirmation 211 "W.P.A. & War Risk insurance to be effected by sellers",
whereas we should have asked for broader coverage.
Please hereafter take out cover on all our purchases of Leathers against T.P.N.D., Contamination. Fresh &/or Rain Water
Damage in addition to W.P.A.
We enclose an amended Order Confirmation, which is to supersede the one previously sent.
Yours faithfully,
Encl. As stated

函电 (50) ------ 注解

注解:
1. inadvertently adv. 不注意地, 不当心地, 疏忽地
如: They have inadvertently stipulated in the L/C "CIF", whereas it should have been "CFR".
2. in addition to 除......外, 加在......上
如: In addition to this order, please offer us 25 tons.
In addition to offering this item, please send us samples of other products.
3. supersede v. 替换, 代替
如: In a number of practices, the new flexible policy has superseded the old rigid ones.

函电 (51)


今天的例文是: Insurance Clause
Dear sirs,
Additional Risk of Breakage
We refer to your L/C No.157 covering Glazed Wall Tiles, which we have just received.
Please note for this article we do not cover Breakage. You have to, therefore, delete the word "Breakage" from the
insurance clause in the credit.
Furthermore, we wish to point out that for such articles as window glass, porcelains, etc, even if additional Risk of Breakage
has been insured, the cover is subject to a franchise of 5%. In other words, if the breakage is surveyed to be less than 5%,
no claim for damage will be entertained.
We trust that the position is now clear. Please cable the amendment at once.
Yours faithfully,

x0c
函电 (51) ------ 注解

注解
1. franchise n. 免赔率(额) 特权, 特许
如: This class of goods is sold with a franchise of 3%.
This corporation has received a franchise from the Federal Government to deal in this

函电 (54) ------ A

今天的例文是: (A) Complaining of Short Delivery
Dear sirs,
Information has just been received from Messrs. Bombey & Sons in Colombo, the consignees under B/L No.19 dated
February 28, that two of the 100 cases shipped from Huangpu to Colombo per s.s "Baltrover" are missing.
The consignees contracted your agents in Colombo about it, and they were advised to get in touch with us direct to inquire
into the matter.
As matters stand, it is legibly indicated in the B/L which is CLEAN and without qualification, that the 100 cases were shipped
in apparent good order and condition. The same indication appears in our Shipping Order and your Mate's Receipt. It is
therefore obvious that the shortage is due to your fault and we hereby notify you that we reserve the right to claim on you
for the shortage, should it be subsequently confirmed.
Your early clarification and settlement of the case will be appreciated.
Yours faithfully,

函电 (54) ------ B

(B) An Adjustment Made by the Shipping Company
Dear sirs,
Thank you for your letter of March 11,2000, we have today received information from our agents in Karachi that the two
cases referred to were over-carried and landed at that port. We are marking immediate arrangements to have the goods
returned to Colombo by the first available opportunity, and have instructed our agents there to notify your consignees of
the returned parcel and bear any charges and expenses thus incurred for our account.

x0c
The matter stands thus that S/S "Baltrover" departed from Colombo several hours ahead of schedule to tide over the ebbing.
Our tallymen hurriedly covered the hatchways under the supervision of the Customs Officer, leaving the stowage intact.
However, had the two cases not been stowen away from the bulk, we could have delivered the consignment in full.
Please accept our sincere apologies for the delay in delivery and the trouble which may have been caused to both the
consignees and yourselves,
We assure you of the best services at all times.
Yours faithfully,

函电 (54) ------ 注解A

注解:
1. inquire into ph.v. 调查
如: We find it imperative to inquire into the matter as soon as possible.
2. as matters stand (or: as the matter stands) 事实是......, 照目前的情况
The matter stands thus: 事情是这样的:
3. legibly adv. 字迹清楚地
如: Marks and numbers on the barrels must be stencilled legibly.
4. qualification n. 限制条件, 限制
without qualification 无保留地
5. in apparent good order and condition 所装货物完整, 外表情况良好
apparent adj. 明显的, 表面的
如: It is apparent that your price is out of line with the ruling market.
apparently adv. 明显地, 表面地
如: The sellers apparently admit their fault, but refuse to compensate us for the loss.
6. appear v. 似乎, 看来, 显得
如: As the case is in good shape and does not appear to have
been tampered with, we surmise that you must have
short-shipped.

函电 (54) ------ 注解B

7. Mate's Receipt 收货单
8. reserve v./n. 保留
如: We will do our utmost to reserve the goods for you, but cannot commit ourselves.
We have a reserve of these goods, but it is rather limited.
9. clarification n. 澄清
如: We shall appreciate your clarification of this question.
clarify v. 澄清
如: Your present letter seems to contradict the previous one. Please clarify.
10. settlement n. 解决; 清偿
如: Enclosed is our cheque in the amount of US$$8,164.00 in final and complete settlement of this claim.
settle v. 调停, 解决, 偿付
如: We sincerely hope that you will make every effort to settle this claim on the best possible terms without further delay.
We suggest that the balance be settled by mail transfer.
11. over-carry v. 越载
12. incur v. 招致, 引起, 遭受

函电 (54) ------ 注解C

x0c
13. tide over the ebbing 避过退潮
14. tallyman n. 船上记筹员
15. hatchway n. 船舱盖
16. supervision n. 监督, 管理
under the supervision of sb. 在某人监督[指导]下
如: The damaged goods were sold by public auction under the supervision of the Chamber of Commerce.
supervise v. 监督, 管理
如: The office manager supervises the work of several departments.
supervisory adj. 监督的, 管理的
如: He was blamed for failure to perform his supervisory duties.
17. stowage n. 堆装, 堆装的货
如: Proper stowage will not cause such trouble.
stow v. 堆装
如: It is imperative that the goods be stowed away from boiler.
18. intact adj. 未经触动的, 完整无损的
如: The shipment has arrived with all the cases intact and in sound condition.

函电 (55)


今天的例文是：Complaints of Wrong Goods Delivered
Dear sirs,
Our Order No.1487
We duly received the documents and took delivery of the goods in arrival of s.s. "Chunlin" at Hamburg.
We are much obliged to you for the prompt execution of this order. Everything appears to be correct and in good condition
except in Case No.71.
Unfortunately when we opened this case we found it contained completely different articles, and we can only presume a
mistake was made and the contents of this case were for another order.
As we need the articles we ordered to complete deliveries to our new customers, we must ask you to arrange for the
dispatch of replacements at once. We attach a list of the contents of Case No.17, and shall be glad if you will check this with
our order and the copy of your invoice.
In the meantime we are holding the above-mentioned case at your disposal.
Please let us know what you wish us to do with it.
Yours faithfully,
Encl.

函电 (55) ------ 注解

注解：
1. take delivery of (means: receive)
如：I will take delivery of the car next week.
2. in/on arrival of 到达
on sb.'s arrival 当某人到达时
3. presume v.
推测，认为
如：Since you did not reply to our cable,we presume you are not interested.
presumption n. 推测，假定
如：Your presumption that we have covered our requirements elsewhere is not quite right.

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4. replacement n. 代替，代替物
如：We want your delivery of the goods to be exact to the sample. Any replacement of the goods will not be accepted.
5. disposal n. 处理，出售
如：There is little prospect for the immediate disposal of the balance.
at one's disposal 由某人使用（或支配处理）
put / leave sth. at sb's disposal 交由某人处理、处置，供某人使用，听某人之使，由某人做主
如：We put the business at the exclusive agent's disposal in Japan.
The company put a secretary at my disposal. （公司配了个秘书给我使用。）
I'll leave the matter at his disposal. （我把这件事交由他处理。）
disposal of 卖掉，处理掉
如：There is a chance to disposal of another 100 tons.
6. do with ph.v. 对付，处理
如：The whole lot is quite useless to our users. We would like to know what you want us to do with the goods. Shall we
return them to you or hold them at your proposal?

函电 (56)

今天的例文是: Complaint Accepted
Dear sirs,
Your Order No.1457 per s.s. "Chunlin"
Thank you for your letter dated April 24. We were glad to know that the consignment was delivered promptly,but it was
with much regret that we heard Case No.71 did not contain the goods your ordered.
On going into the matter we find that a mistake was indeed made in the packing through a confusion of numbers,and we
have arranged for the right goods to be dispatched to you at once. Relative documents will be mailed as soon as they are
ready.
We have already cabled to inform you of this,and we enclose a copy of the telegram.
Please keep Case No.71 and its contents until called for by our Commercial Counsellor's Office,whom we have informed of
the matter accordingly.
Your faithfully,
Encl.

函电 (56) ------ 注解

1. go into ph.v. 调查, 探究, 评述; 从事(某一行业)
如: We have gone into the matter and found your claim perfectly justified.
We do not think it is necessary for us to go into details.
We are thinking of going into the fur trade.
2. through (means: because of)
如: Mistakes were not always made through careless. (错误不一定都是由粗心造成的.)
I do that through friendship. (我这样做是因为友谊.)
3. confusion n. 混乱, 混淆
如: Through a confusion of numbers, a mistake was made in the loading.
confuse v. 使混乱, 使糊涂; 弄混
如: We are afraid of your buyers are confusing two perfectly different types.
4. Commercial Consellor's Office 商务领事馆

函电 (57)

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今天的例文是: Claim for Short Weight
Dear sirs,
Claim for Shortlanded Fertilizers under S/C No.6543
Further to our cable dated 26th August reading:
CHEMICAL FERTI
on receipt of your
agreement.
We hope this matter will not affect our good relation in future dealings.
Yours faithfully,

函电 (58) ------ 注解A

注解:
1. incident n. 普通事件, 附带事件
如: We regret the inconvenience you have sustained, but trust this unavoidable incident will not influence you unfavourably
in the matter of future orders.
incident adj. 伴随着发生的, 与 incidental 同义, 可通用.
如: Loss in price incident to delay in shipment could be serious.
2. warehouse n. 货栈, 仓库
warehouse certificate 仓库栈单
warehouse receipt 仓库收据
warehouse to warehouse 仓至仓条款
ex warehouse 仓库交货价格条款
如: We wish to cover the consignment against all risks from our warehouse at the above address to the port of New York.
warehouse v. 把......存放在仓库里
warehousing entry 入库单
warehousing charges 储仓费
如: With much regret, we inform you that the contents of Case No.45 were stolen while being warehoused.
3. transit n. 运输, 运行
transit trade 转口贸易
transit duties 过境税
如: It is quite clear that the damage occurred in transit.

函电 (58) ------ 注解B

4. negligence n. 疏忽, 粗心大意
如: We deeply regret that we have troubled you so much through our negligence in packing.
5. on the part of sb. (或 on sb's part) 就......而言, 在......方面

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如: The fault is on the part of the shipping company.
On our part, we always keep to our promise.
6. tender v. 正式提出, 提供
如: They required us to tender the necessary documents in support of your claim.
tender n. 投标
invite tender 招标
如: Tenders are invited for building materials.
7. long-standing relations 长期的关系
如: We are glad to send you this introductory letter, hoping it will be the prelude to the long-standing relations between us.
8. affect v. 影响
如: Considerable buying has affected the price to a large extent.
9. dealings n. pl. 业务交往
如: Our dealings with you in the past have been quite satisfactory.

函电 (59)

今天的例文是: Claim Rejected
Dear sirs,
We are in receipt of your letter of 10th July and regret to note your complaint respecting the Woollen Goods we sent you by
S/S "CHUKCHISEA".
We have looked up the matter in our records, and so far as we can find, the goods in question were in first class condition
when they left here, as was evidenced by the Bill of Lading. It is, therefore, quite obvious that the damage complained of
must have taken place in transit. In the circumstances, we are apparently not liable for the damage and would advise you
to claim on the shipping company who should be held responsible.
At any rate, we thank you for bringing this to our attention and if you feel it necessary we shall be pleased to take the
matter up on your behalf with the shipping company concerned.
Yours faithfully,

函电 (59) ----
s been noted, but we think that it would appear premature to
discuss this matter at present.
10. take sth. into consideration 考虑某事
如: We are of the opinion that you did not take these factors into consideration in your inspection.
11. try out ph. v. 试, 试用
如: Please try out this new product free for one year.
12. test v. 试验; 为鉴定而进行的测验
如: We have tested the sample and found the quality satisfactory.
We should use various methods to test for the needs of market.
test n. 试验, 检验
如: The sample has been put to the test before shipment.

函电 (60) ------ 注解D

13. marketability n. 销售可能性
如: We have to assess the marketability of this product.
marketable adj. 可销售的
如: The damaged goods are hardly marketable.
14. turnover n. 营业额, 成交额, 周转
annual turnover 每年营业额
turnover rate 周转率
turnover tax 周转税
如: Should you be prepared to appoint us as your agents, we would guarantee a turnover of $$100,000 each year.
15. justify v. 证明......是正确的, 认为......是有理的
如: The market report does not justify your price adjustment.
16. within the framework of 在......范围内
如: This line falls within the framwork of our business activities.

函电 (61) ------ A

今天的例文是: (A) Asking for Sole Agency
Dear sirs,
We think we are entitled to some credit for having built up a sizable volume of business in your "Tiantan" brand Men's Shirts
in the Egyptian market.
However, interest for your product has yet to be fostered before we can fully exploit the potentialities of our market.
You will perhaps feel inclined to consider an offer from us to act as your exclusive agents for Egypt. Such an arrangement
would not only make it worth our while to exert more intensified efforts for future sales promotion but would eliminate the
clash of your own offers when you are selling through many parties.
If you are agreeable to our proposal, please outline the terms on which you will be prepared to enter into an exclusive sales
agreement with us.
Yours faithfully,

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函电 (61) ------ B

(B) A Favourable Reply
Dear sirs,
We have read your of the 15th May and are favourably impressed with the proposal you make us. After a careful review of
our relations and the business achievements we have decided to entrust you with the sole agency for our "Tiantan" brand
Men's Shirts in the territory of Egypt. We have drawn up a draft agreement, which we are sending herewith. Please go over
the detailed terms and conditions and advise us whether they meet with your approval.
Please be assured that we are always anxious to cooperate with you closely with a view to furthering a mutually beneficial
trade.
Yours faithfully,
Encl.

函电 (61) ------ 注解A

注解:
1. entitle v. 给予权利或资格
如: This should entitle us to special consideration.
The
o further the access to
natural resources in the host countries.
16. beneficial adj. 有益的, 有利的
如: We sincerely hope that we shall be able to establish a connection between our two parties which will be pleasant and
mutually beneficial.

函电（62）------- A


(A) Exclusive Sales Agreement
Through friendly negotiations, this Agreement is entered between Tianjin Garments Imp.& Exp. Corporation, Tianjin, China
(hereinafter called Party A), and xxx Company, Cairo, Egypt (hereinafter called Party B) on the following terms and
conditions:
1. Party A entrust Party B with the exclusive sales in the territory of Egypt for "Tianjin" brand Men's Shirts. This Agreement
is valid from ... to ...
2. Quantity: During the above-mentioned period, Party B shall endeavour to push sales of not less than ... of "Tianjin" brand
Men's Shirts, the quantity of which should be spread over quarterly in approximately equal proportions.
3. During the validity of this Agreement, Party A refrain from offering the above-mentioned goods to other merchants with
Egyptian ports as ports of destination, while Party B undertake to refrain from purchasing, pushing sales of or acting as
agents for the commodity of other suppliers same as or similar to that stated in Article 1 and guarantee not to tranship in
any way the said goods supplied by Party A to any area, where exclusivity or sales agency has been granted by Party A. If
any violation of the above is found. Party A have the right to cancel this Agreement.
4. Should other buyers in the territory under exclusivity approach Party A for the purchase of the above-mentioned goods,

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Party A should refer them to Party B. If such buyers insist on concluding business direct with Party A, Party A may do so.
Party A may likewise conclude business with Egyptian buyers who come to visit China or attend the Chinese Export
Commodity Fair at prices not lower than those quoted to Party B. In the above event, Party A agree to reserve for Party B
a commission of 1% on the basis of FOB value of the business thus concluded and send a copy of the relative contract to
Party B.
5. During the period of this Agreement, both parties should strictly abide by the terms and conditions of this Agreement. In
the event of any breach of them by one party, the other party are entitled, when necessary, to claim the termination of this
Agreement.
6. Party B should be responsile for the sending of reports every month to Party A for their reference, setting forth local
market conditions of the said goods (including details of price leval and demand for variety in articles).
7. This Agreement is not binding on inter-government (authorized state enterprises and cooperatives in the nature of a
state-owned enterprises) tenders and barter transactions of any nature.
8. At its expiration, the termination or renewal of this Agreement will be decided by both parties through negotiation.
9.
mitted a breach of international practice.
breach v. 违反, 违背
如: Both parties shall not breach to a satisfactory without good reasons.
8. termination n. 结束, 终止
如: The dispute was brought to a satisfactory termination.
terminate v. 结束, 终止; 使结束, 使终止
如: The goods must reach here before our import licence terminates.
We have to terminate Contract No.180 because of the Force Majeure incident.
9. variety n. 种类
如: We have several varieties of green tea and would like to invite your specific enquiries.
10. binding adj. 有约束力的
如: These regulations shall be binding on them without exception.

函电(62) ------ 注解B

11. authorized adj. 公认的, 审定的, 核准的
authorized agent 指定的代理人
authorized capital (公司被批准发放的) 股额, 公认资本, 核定股本, 额定股本
authorized state (or: state-owned) enterprises 政府授权的国营企业
authorized cooperation in the nature of a state-owned enterprises 政府授权的国营企业性质的合作社
authorize (也可拼写为 authorise) v. 授权, 准许
如: The company has authorized him to settle business on the spot.
12. tender n. 投标
tender bond 投标押金, 投标保证金
tender procedures 投标手续
invitation to tender 招标

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opening of tender 开标
如: Many corporation are putting in (or: are making; are sending in) tenders for the hotel.
tender v. 投标
如: They tender for the construction of a new railway.
tenderer n. 投标人
successful tenderer 中标人
13. barter n. 易货, 物物交换
barter agreement 易货协议
barter scheme 易货方案
barter system 易货贸易制
如: It is nothing less than a barter transaction.
barter v. 以(货)换(货), 作易货贸易
如: We barter our wheat for Japanese machines.
14. expiration n. 终止, 期满
如: The shipment must arrive here before the expiration of the licence.
15. renewal n. 更新, 恢复, 延长; (契约等)展期
如: We hope you will spare no efforts in promoting sales so as to pave the way for a renewal of the agreement when it
expires.
16. appoint v. 委任, 指派
如: If you were to appoint us as your agents, we should be prepared to discuss the rate of commission with you.
appointment n. 任命
如: We have decided to offer you an appointment as our sole agents for Scotland on the following terms and conditions.
17. aforesaid adj. 上述的
也可用 aforementioned, 与 above-mentioned 同义.
18. duration n. 期间, 持续时间
如: The duration of the maintenance of these machines is one year certain.
19. obligation n. 责任, 义务
如: The sellers are under obligation to complete the delivery of the goods within the contractual time of shipment.
20. advertising (也可拼写为 advertizing) adj. 广告的
advertising agency 广告公司
advertising agent 广告代理人
advertising compaign 广告运动
advertising expenses 广告费用
advertising material 广告资料
advertising rate 广告费率
advertise (也可拼写为 advertize) v. 做广告, 登广告
如: A company may advertise its products by means of newspapers, magazines, televisions, hoardings, and even
sky-writing.
advertisement (也可拼写为 advertizement) n. 广告
如: If you want to promote this new product of yours, put an advertisement in the newspaper.

函电(62) ------ 注解C


21. publicity n. 宣传，广告
如：It appears to us that you had better give wide publicity to your commodities in the specialized journals.

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22. effective adj. 有效的
如：The new pricelist will become effective from June 1.
23. arbitration n. 仲裁
arbitration clause 仲裁条款
arbitration committee 仲裁委员会
compulsory arbitration 强制仲裁
voluntary arbitration 自愿仲裁
refer a dispute to arbitration 把争议提交仲裁
submit a matter to arbitration 把事情提交仲裁
settled by arbitration 由仲裁解决
如：As it is not likely to come to an amicable settlement between us, we have to refer the matter to arbitration.
arbitrate v. 仲裁
arbitrate between two parties 在两方间进行仲裁
arbitrate a dispute 仲裁一项争议
如：The two parties agreed to arbitrate their dispute.
arbitrator n. 仲裁人
如：If negotiation are deadlocked, an arbitrator must be called in.
24. dispute n. 争议，争执
in (or: under) dispute 在争议中的
beyond dispute 无可争议
如：All disputes arising from the execution of or in connection with this contract shall be settled amicably through friendly
negotiation.
25. Provisional Rules of Procedure of the Foreign Trade Arbitration Commission of the China Council for the Promotion of
International Trade
中国国际贸易促进委员会对外贸易仲裁委员会仲裁程序暂行规则
26. final adj. 终局的，决定性的，无可改变
如：The award of the arbitration is final.
27. interfere v. 干扰，干预；妨碍，影响
如：We should deliver the goods next week if nothing interferes.
28. thereof adv. = of that 其
= from that source 由此
这是书面正式用语，类似的有
thereafter adv. = afterwards 以后，此后，其后
therefrom adv. = by that means 借此
thereby adv. = from that 从那里
therein adv. = in that 在那里
thereinafter adv. = in that part which follows 在下一部分中，在下文中
thereon adv. = on that 在那上面
thereto adv. = to that 在那里
thereunder adv. = under that 在其下
thereupon adv. = then 随即
= as the result of that 因此
therewith adv. = with that 与此
= in addition to that 此外，又



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