外贸英语函电

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2020年08月09日 07:38
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陌陌约炮暗语-甘肃省高考招生办公室



翻译
Chapter 3
1.承蒙商会介绍,得知贵公司专门经 营玻璃器皿出口业务。我们愿与贵公司建立贸易关系,
互利互惠。
We learn from the Chamber of Commerce that your company specialized in glassware, and we
hope to establish trade relations with you to our mutual benefit.
2.我们已经营金属矿产多年,希望能有机会与贵公司合作。
We have been in line of metal and mineral products for years and hope to have a chance of
cooperation with you.
3.我们了解到你方对中国瓷器很感兴趣,因此冒昧致函给您。
We learnt that you were very interested in china, so we take the liberty of writing to you.
4.按照贵方要求,今特寄去我们的新产品样品,但愿样品能及时到达贵处。
In compliance with your request, we are pleased to send you the samples of our new product.
Hopefully they can reach you in time.
5.我们对中国的各种工艺品颇感兴趣,如能收到你方的产品目录和报价,将不胜感激。
We are interested in various kinds of Chinese Arts and Crafts and should appreciate your
catalogues and quotation.
Chapter 4
1.获悉贵公司对我们的产品感兴趣,非常感谢。
We are very pleased to hear that you are interested in our products.
2.我们在当地销售各种塑料制品。
We sell various manufactures of plastics locally.
3.我公司过去从其他公司购买此类商品。
We used to purchase these goods from other sources.
4.恳请惠寄商品目录、价格表和付款方式细则。
We shall be grateful if you kindly send us a copy of your catalogue with details of your prices and
payment terms.
5.我们有各种皮手套,贵方可能会感兴趣。
We have a wide range of leather gloves which you may be interested in.
Chapter 5
1.请报你方的丝绸价格。
Please quote us for your silk.
2.这是一个实盘。
This is a firm offer.
3.我们的报盘有效期至本周末。
Our offer is kept open until the end of this week.
4.请向我方报你们的最低价。
Please quote us your lowest prices.
5.你方报盘太高无法接受。
Your offer is too high to be acceptable.
Chapter 6
1.质量在不断提高。
The quality is being progressively improved.
2.这是唯一可供之货。



This is the only stock available.
3.同样品质的货很容易在本地市场上以较低价格买到。
Goods of the same quality are easily obtainable at a lower price in the local market.
4.如果你方降低价格,有望成交。
Business is hopeful if you reduce your price.
5.鉴于我们之间长期的贸易关系,我们准备降价10%。
In view of our long-standing business relations, we are prepared to lower our price by 10%.
Chapter 7
1.我们是一家专门生产机械设备的大型公司,我方75%的产品远销世界各国。
We are a large-sized company specializing in manufacturing mechanical equipment and export
75% of our products all over the world.
2.我们保证产品生产工艺先进、性能稳定、价格合理。
We can assure you of the advanced workmanship,stable performance, and reasonable price of our
products.
3.随函附寄一套产品说明书和价格单。如蒙你方在贵国推销我们的产品,则不胜感激。
Enclosed are a set of sales literature and a price list of our shall appreciate your
efforts to promote the sales of our products in your country.
4.我们建议你方抓住良机,速下订单。
We advise you to take the opportunity and place an order promptly.
5.我们愿向你方推荐我们的新型传真机355E,该产品质量一流 ,价格低于市场上的同类产
品。
We’d like to recommend you our new Fax Machine Mode 355E,which is of superb
price is much lower than the other products on the market.
Chapter 8
1.如能收到贵方订单,我们将非常感谢。
We shall be pleased to receive your kind orders.
2.贵方任何时候的订货都将得到我们全力而迅速的办理。
Your order of any time shall have our best and immediate attention.
3.如果贵公司惠赐订单,我们将竭尽全力,保证令你方满意。
If you should place us your order,we shall do our best to execute them to your satisfaction.
4.请按照贵公司提供的样品,给我们寄送600条床单。
Please forward us 600 bed sheets in accordance with your sample.
5.我们非常高兴向贵公司订购下列商品。
We take much pleasure in placing an order with you as follows.
Chapter 9
1.鉴于此笔交易的金额较小,我们准备接受以即期付款交单方式向你放收取货款。
In view of the small amount of this transaction, we are prepared to accept payment by DP at sight
for the value of the goods shipped.
2.由于资金被许多业务占用,我们迫不得已要求较宽的付款条件。
We have to make a request for an easier payment terms,for our funds are being tied up in
numerous commitments.
3.一收到你方汇款,你方所订购的所有货物即可现货供应,马上进行包装和装运。
All items included in your order can be supplied from stock and will be packed and shipped
immediately upon receipt of your remittance.



4.我们已经开具这笔金额为1000美元的即期汇票,通过中国银行向你方收款。
We have drawn on you for this amount of $$1000 at sight through the Bank of China.
5.荷兰一家进口商要求我们按承兑交单方式运去一批试销商品。
The importer from Holland requests us to ship them a trial order on DA terms.
Chapter 10
1. Please note that the 2000 sets of computers under Contract No. 0426 have been ready for
some time, but your covering LC hasn’t reached us yet. Please open the LC as soon as possible
so that we may effect shipment.
请注意第0426合约项下的2000台电脑备妥 待运已久,但至今尚未收到你方的有关信用证。
望速开来,以便装运。
2. We are pleased to tell you that we have established with the National Bank the confirmed,
irrevocable LC available in your favor.
现欣然告知,我方已由国民银行开出以你方为受益人的保兑的、不可撤销的信用证。
3. Please arrange shipment of the goods ordered by us on receipt of the covering LC.
请在收到我方信用证后即安排发运我们订购的货物。
4. We find it necessary to request you to amend your LC to allow transshipment and partial
shipment. Otherwise, the delivery of this order will be delayed.
我们认为有必要请你方将信用证修改为“允许转船和分批装运”。否则,交货势必被延误。
5. Upon examination, we have found a discrepancy in quantity. Please amend the quantity to
read “15000 MT ( 5% more or less)”.
在审证 时,我们发现货物数量上存在差错,请将信用证中的数量改为15000公吨(短溢装
5%)。
Chapter 11
1. 一切货物均须用内衬为锡纸的木箱包装,且外壳必须清楚地标明其内所装物品。
The goods are to be packed in tin-lined wooden case, and the contents of each case clearly marked
on the outside.
2. 根据合同规定,唛头由买方选定。
According to the contract stipulations, the markings are decided by the buyer.
3. 我们保证包装很结实,能够经得起野蛮搬运。
We are sure that the packing is strong enough to withstand rough handling.
4. 花生用袋子装,每袋装50公斤。
Peanuts are packed in bags of 50 kilograms each.
5. 只要包装适于海运,我们不介意货物是用纸箱还是木箱包装。
We do not mind whether the goods are packed in cartons or in wooden cases, as long as the
packages are seaworthy.
Chapter 12
1. 该货物可以立即交付,准备明天装船。
The goods are being prepared for immediate delivery and will be ready for shipment tomorrow.
2. 请放心我们一定在下周装运货物。
You may rest assured that we will ship the goods next week without fail.
3. 你方所订的货物将分三次装运。
The goods you ordered will be forwarded to you in three lots.
4. 我们迫不得已要求你们同意转船运输。
We are under the necessity of asking you to allow transshipment.



5. 集装箱化是一种高效率的运货方法。
Containerization is a mode of more efficient shipment.
Chapter 13
1. 请将此货物投保一切险和战争险。
Please cover the goods against all risks and war risks.
2. 我们将200公吨大米按发票金额的110%投保一切险。
We shall cover insurance on the 200 metric tons of rice for 110% of the invoice value against all
risks.
3. 额外保费由买方负担。
The extra premium is for buyer’s account.
4. 同函寄上提单和保险单。
Enclosed we hand you BL and Insurance Policy.
5. 按照CIF条款,保险应由卖方负责办理。
For CIF sales, insurance is to be covered by sellers.
Chapter 14
1.彩陶的包装太差,以至于其中有好几件损坏。
The painted pottery were so poorly packed that quite a few pieces were broken .
2.我们希望你方尽快更换错发的商品。
We hope that you can replace the wrong items as soon as possible.
3.如你方赔偿这些损坏的商品,我们将非常感激。
It will be appreciated if you will pay for damaged articles.
4.很遗憾,你方发来的货物短装400公斤。
We are sorry that the goods you delivered were 400 kg short.
5.由中国商品检验局出具的检验报告将作为最后依据,对双方都具有约束力。
The survey report issued by the china commodity Inspection Bureau will be taken as final and
binding upon both parties concerned.
6.我方收到了许多客户对你们供应的第312号订单下手表的投诉。
We have received many complaints from the customers concerning the watches supplied by you
under our order No. 312.
7.鉴于我们之间长久的贸易关系,我同意友好协商解决这次争端..
In view of the long business relations between us, we agree to solve the dispute through
friendly discussions.
Chapter 15
1.我们冒昧写信询问你方是否有意委托我方为销售代理,在英国扩大你方茶具出口销售业
务。
We are taking the liberty of writing to you asking if you are interested extending your export of
tea-cups to England by appointing us your agent for the sale of your products.
2.感谢你方提议让 我们担任贵公司产品的独家代理,我们深信,我们的合作将会为贵方的
出口产品提供更多的机会。
Thank you for your offer to entrust us with the sole agency for the sale of your line. We are
confident that our cooperation will offer more opportunities for your products
3.我们已经草拟了一份协议,请查阅,并确认协议的细节。
We have drafted the agreement, and we would like you to go cover and confirm the detailed
draft agreement.



4.关于我方的财务状况和信誉,请查询我方银行以及和我们合作的其他厂商。
As to our financial standing and reliability, we wish to refer you to our bank and the other
manufacturers that we cooperate with.
5.我们应坦率告知,鉴于目前成交额不大,考虑代理事宜尚为时过早。
To be frank, we have to say that it would be premature to consider the matter of agency at this
stage when the record of transactions shows only a moderate volume of business.
选择填空
Chapter 3
1.We like to take the opportunity(for)expressing our appreciation for your cooperation in
marketing the product.

2.We owe your name and address(to)Messrs. Smith & Co, Inc. in New York, through which we
learnt that you were one of the largest importers of furniture.
A,for
3.In(compliance)with our company’s growth,to further expand our market, we have decided to
set up an office in Shenzhen.
A,compliance e
4.We are looking forward to(receiving)your early reply.
e ing ed
5.This article is(of)particular interest to us.

6.Please don’t hesitate to write to us any proposals(concerning)marketing walnuts.
ning ned C,concern
7.We will appreciate very much if you can provide us(with)two catalogues of garments for
children as soon as possible.

8.Will you recommend us a competent enterprise in your country desiring to do business with us
(on)the basis of equality and mutual benefit.
C,as
9.We anticipate the pleasure of hearing(from)you in the near future.

10.We write this letter to explore the possibilities of(developing)trade with you .
pment ping ped
Chapter 4
1.Will you let us know how long (it) will take to deliver the goods?

2.We have an enquiry (for) large quantities of chemical fertilizer.

3.Your enquiry is having our prompt (attention) and we hope to make you an offer in a few
days.
ion ment ement
4.We trust our offer will be (acceptable) to you and await your order.
ed ing able
5.The buyer (with) whom we have discussed the business offers for both rice and wheat .




6.It is a pity (that) your offer came at a time when the selling season is coming to a close.
C.×
7.(Referring) to your letter enquiring for our TV sets,we have forwarded your enquiry for the
attention of the biggest TV company.
ing ed
8.We shall be pleased to supply you (with) any information you may require on this matter.

9.We shall (revert) to your enquiry when our supply position turns better.
t e
10.When an importer intends to make purchases of some goods,he sends a letter of (enquiry)
to an exporter.
ion y
Chapter 5
1.Please (quote)us your lowest prices for both men’s and women’s winter jackets.
A. offer
2.Please (offer) us 500 glass vases CIF Qingdao, China .

3.This is our best price, (at) which we have already concluded several transactions with your
competitors.
A. in
4.Enclosed please find our quotation sheet (covering) different sizes and colors of our banners.
A. covering d
5.Sellers prefer to wait till the price goes (up).

6.The offer s to be (withdrawn) if not accepted by the end of this month.
A. withdraw B.,withdrew awn
7.The market is strengthening,so it is (certain)that we will not be able to quote the same price
next time.
n nly
8.Your friendly cooperation is very much (appreciated).
A. appreciated iation iate
9.Please quote us your lowest price and tell us when you could make shipment if an order should
(be placed) with your firm.
A. be placed put sent
10.Please let us know (by return)the lowest prices at which you can execute this order, CIF
Boston.
return B. by return return
Chapter 6
1. If you care to place an order with us any time in the future, you may be assured (of) the same
prompt attention which you have had in the past.

2.We are sorry to say it is not possible (for) us to meet the price you requested.
A. for



3.In reference to your letter, we cannot (make) a better offer than the one we suggested to you.
e
4.We hope that upon reconsideration you will be able to (accept) our offer.
e e
5.After discussing the matter with our Board of Directors, we have decied we can comply (with)
your request for lower prices.
C. with
6.In view of the fact that you have bought from us such a volume of office equipment, we would
like to (meet) you half way.
in up
7.Since our own overheads have increased in the last few months, this offer on our part is (good)
only for a few months.

8.We are aware (of) the fact that your goods are among the best on the market.

9.We regret that it is not possible to accept the (reduced) price you offer.
ng reduced d
10.Unless you see your way clear to grant us an additional reduction in price, we may have to
(discontinue) our business with you.
ue uing tinue
Chapter 7
1. We are sure that you will find a ready market for this quality product, and your customers will
be well satisfied (with) it.

2.We offer you an article (of) the highest quality at a very reasonable price and hope you will take
the opportunity to try it.

3.For orders reaching us before the end of the current month, we will (allow) a trade discount of
2%.

4.A trial order will (convince) you that the products will meet your needs to your satisfaction.
e ce de
5.Being competitive for price and attractive in packing, our honey will be popular (with)
European customers with its special flavour.
t
6.Why not (take) this opportunity and send us an immediate order?
take
7.Please rest assured that you will meet with no difficulties (selling) the goods in your area.
selling g
8.The gloves are made of superior genuine leather, and can be supplied (in) various designs and
colors.

9.We can assure you (of) the exquisite workmanship, and stable performance of our product.



10.The purpose of a sales letter is to (arouse) the prospective customers’ interest.
e age
Chapter 8
1. We confirm exchange of letters (regarding) the subject article.
regard ed ing
2.We are prepared to (transact) business only on these terms.
ct ction cting
3.(Enclosed) is our Sales Confirmation in duplicate, a copy of which please sign and return to us
for our file.
e ed ing
4.We look forward to (receiving) your further order.
ing e g from
5.We believe such an arrangement will prove (satisfactory).
action actory ied
6.We hope the goods will give you every (satisfaction).
ying B. satisfactory C. satisfaction
7.Your offer is not (interesting) to us.
sted st sting
8.The quality of the goods does not (interest) us.
A. interest B. interesting C. interested
9.Much to our (regret), we can not at present take any fresh orders for our shoes.
ting table
10.As soon as we are (in) a position to accept new orders, we will contact you immediately.

Chapter 9
1.Payment should be made (by) sight draft.

2.Having some difficulty in opening the LC,our buyer request you to book their orders (on) DA
basis.
t
3.We will draw (on) you by our documentary draft at sight on collection basis.

4.It is our usual practice to require sight LC. We can’t make an (exception) with this transaction.
e ion ence ence
5.We have make (it clear) that we would accept DP terms for your present orders.
is clear clear
6.As a special sign of encouragement,we shall consider (accepting) payment by DP during this
sales- pushing stage.
accept ing ed
7.In view of the amount of this transaction (being) very small,we are prepared to accept payment
by DP at 60 days’ sight for this order.

8.In compliance (with) your request,we exceptionally accept delivery against DP at sight.



9.As we must adhere (to) our customary practices, we hope that you will not think us
unaccommodating.

10.It is very important that all remittances (be) received at our office on the dates specified in the
contract.

Chapter 10
1.Please see to (it) that the letter of credit is opened 30 days before the date of shipment.
matter it
2.You are to open the relative LC before the end of May, (in accordance with) the stipulations
of SC No.0516.
ing accordance with ing on
3.We hope that the relevant LC (will be established) as early as possible.
ish be established ishes be established.
4.(On) receipt of your LC,we shall effect shipment at once.

5.As the goods are ready for shipment,we (expect) your LC to be opened immediately.

6.After the contact (is signed),we shall open an irrevocable LC in you favor with the Bank of
China.
be signed signed
7.According to the stipulations in our SC No.0421,you should send us your letter of credit one
month (preceding) the date of shipment.
e ing ed es
8.Please note that (unless) the LC reaches us before the suggested time,we shall have no
alternative but to cancel the contract.

9.New orders have nearly exhausted our stock. But (considering) our long-term relationship,we
are still holding the goods for you.
er ering eration ered
10.Your LC failed to reach us at the stipulated time. This has caused us much (inconvenience),
since we have already made preparations for shipment according to our SC No.4.
ience ient enience enient
Chapter 11
1.We are satisfied the packing is suitable for a long sea (voyage).
y
2.Please be (assured) that your comments on packing will be passed on to our manufacturers for
their reference.
d
3.We are confident that our cartons for canned goods are not only (seaworthy) but also strong
enough to protect the goods from any possible damage.
thy th sea
4.We shall (pack) the 50 books to a carton.



5.Claims (concerning) transportation should be referred to the shipping company.
ned ning n
6.Almost two weeks have passed (since) we emailed you our offer on September 30
th
.

7.(Considering) that it is necessary to protect the goods from any conceivable losses,you should
insure them against all possible risks.
er ering consider
8.(Packing) instructions are stated accurately in the captioned contract.
g e
9.All the goods are to be (packed) in wooden cases.
g
10.The (packages) are intact.
es
Chapter 12
1.Please tell us (where) the goods will be transshipped.

2.Please (advise) us how the goods are packed to enable us to calculate the cost of landing and
delivery to the buyers.

3.The letter of credit stipulates that the Bills of Landing (should) be made out to order.

4.Our buyers request you (to explain) what you mean by “prompt shipment”.
n ning explain
5.(By) the end of April, we had shipped two thousand tons of wool to London.

6.Shipment will be (effected ) in January.
ed d
7.Shipment is to be made during April to June (in) three equal lots.

8.Goods will be shipped within two months after (receipt ) of your order.
ing t received
9.It is imperative that all your future credits should allow transshipment and (partial ) shipment.
l
10.Our suggesting is that you (should ) ship these small orders of ours on a single bill of lading
thus enabling a saving in freight.

Chapter 13
1.The decision-maker made a general survey of the (effect) of the advertisements on the
promotion of sales of their new products.

2.Insurance is to be covered (against) ALL Risks and War Risks.
t
3.We shall arrange insurance (on) your behalf.



4.In addition to (offering) this item, please send us samples of other products.
ng offered
5.We have made deductions (from) the total amount for expenses.

6.The present situation of the market (calls for) entirely new measures.
off for at
7.We do not wish to risk (missing) the only steamer available this month .
miss C. missing
8.Please let us know the premium an which breakage is (coverable) by the insurers on your ide .
ble ng cover
9.Insurance was originally applied to losses (at) sea, where risks were always great.

10.(It) is the general practice that the insurance be covered in the same currency as in the letter
of credit.

Chapter 14
1.We shall remit to you an amount of $$200 in (compensation) for the loss you suffered.
sation st
2.Claims, if any, should be settled (against) the survey report issued by the inspection bureau.
t
3.The said goods is found in unsatisfied state, and the quality is (inferior) to that of the
sample ,and even unable to meet the requirements of this market.
or or
4.We are sorry to inform you that the goods delivered to us are not up to the standard (stipulated)
in the contract.
ating ated stipulate stipulated
5.After inspection, we found the shipment (be stipulated) weight by 1500kg.
of ge of stipulate stipulated
6.The seller shall not be liable (for) failure or delay in delivery of goods in consequence of any
Force Majeure incidents.

7.The buyer suggested that the packing of this article (be) improved.
to be to be be
8.(Upon) careful examinations , we found the goods are not what we ordered.

9.The shipping company must be (held) responsible for the damage of the goods ,because the
goods were in good condition when they left us, as evidenced by the BL.
d t fied
10.We are sorry to hear that the goods you received are not (of) the quality expected.

Chapter 15
1.We wish to (handle) as an agent the goods you are exporting now, because we are commanding
an extensive domestic market in this line.



2.Having acquired much experience in marketing products similar to yours , we are (familiar)
with customer’s needs and are confident we could develop a good market for you in our region.
ar arize arized arly
3.We are convinced that there is a profitable market in our area waiting to be tapped for your
products and we should like to (act) you our agent in your area.

4.In view of your past efforts in pushing the sales of our products, we have decided to accept your
proposal to (appoint) you sole agent in your area.
t t
5.After paying due consideration and investigating your business standing ,we decided to entrust
you (with) the sole agent for our products in the territory of North America.

6.With a view to developing business, most disputes (involved) in carrying out contracts can and
should be solved in an amicable manner.
e ed ing involve
7.This agreement, when duly signed by the parties concerned, shall remain (in) force for tow
years.
A. in
8.If you are interested in our proposal, please let us know which of our products are most likely to
appeal (to) your customers.

9.If you confirm these terms we will arrange for a formal agreement to be (drawn) up.
g
10.Both sides must stick (to) the stipulation of the agreement.


背书部分
Chapter 3 Establishing Business Relations
h the courtesy of our commercial counselor’s office in London , we come to know the
name and address of your firm.
owe your name to…
have obtained your name from…
name has been recommendedgivenintroduced to us by…as…
company specializes in importing arts and crafts for many years.
hope to enter into business relations with your company for the supply of electronic shavers.
order to give you a general idea of our canned food, we are sending you, by separate airmail,
a copy of our latest catalogue and a price list.
will ship this batch of goods by the first steamer available next month.
enclose a copy of our price list.
receipt of your instructions we will send the goods.
receipt of your LC we shall ship the goods without delay.
obtained your name and address from the Bank of China.
will appreciate your early reply.
view of the increased demand for our products, we wish to appoint an agent.



thank you for your letter dated…
compliance with your request, we are sending you, under separate cover, our latest
catalogues and pricelist covering our exports.
are sending you under separate cover by airmail a copy of the latest catalogue.
send you yesterday Bill of Lading No.1020 covering shipment of 3000 sets of
sewing- machines.
offer will remain effective for anther 10 days from July 31.

Chapter 4 Enquiries and Replies
Letter 1 Catalogue of Carpets
We learn from one India company of the same trade that you are producing for export hand-made
carpets of different size in wool and silk. We are interested in them, for there is a steady demand in
our market for carpets of good quality. But stock of carpets are running low so that good prices are
obtained.

We will be appreciative if you send us a copy of your carpet catalogue, with details of your prices
and terms of payment. I should find it most helpful if you could also supply some small pieces as
samples of the various types.

In view of the demand for you products, an immediate reply is appreciated.

Letter 2 Catalogue of Carpets
We thank you very much for your enquiry of 24
th
August and happy to learn that you are interested
in our carpets. I am sure you will receive a copy of you illustrated catalogue with samples of
carpet in only a few days.

Our carpet have long- standing history and are well-known in Asian market for their supreme
quality. We manufactured carpets of various patterns in wool, silk, cotton and fabric, among which
the hand- made woolen ones are particularly of great fame. They are made to be able to wear and
tear.

All orders entrusted to us are given our careful and prompt attention. We sincerely desire to have
the pleasure of receiving an order from you.

Letter 3 Import of Rice
We are interested to buy large quantity of rice and should be obliged if you would give us a
qoutation per metric ton CFR Boston, the U.S.A. and inform the earliest date you can ship.

We used to purchase rice from other sources, but we now perfer to buy from your corporation
because we are given to understand you are able to supply larger quantities with a special discount.
Besides, we are convinced that your rice is of better quality.

We look forward to hearing from you by return.



Chapter 4 sentence
sales have remained steady.
are the only stocks available.
stocks are running low.
view of the fact that all other customers have accepted this price, we can not give
consideration to your counter-offer.
find enclosed an illustrated catalogue and a price- list.
entrust this large order to your careful attention.
shall inform you of the date of delivery of the goods.
be informed that your order is yet in preparation.
take great pleasure in making you a firm offer.
r to your inquiry of December 27, 2002, I have pleasure in enclosing details of your copy
machines.

Chapter 5 Qoutations and Offers
1. In case of an order for more than 500 pieces we would grant a special discount of 5% for
settlement within 10 date of invoice.
you for your enquiry of June 10, and we take pleasure in quoting the price as shown in
the following firm offer delivered today subject to acceptance by 5pm on the 30th of this June.
note this offer is firm.
4.“Rainbow” raincoat are made from very best quality material and can be supplied in a range of
designs and colors wide enough to meet the requirements of a fashionable trade such as yours.
5.I have had an offer of $$25 each for the radio sets.
offer is subject to our final confirmation.
are not in the position to entertain your counter offer, which is beyond our reach.
forward the following order as early as possible.

Chapter 6 Counter Offer
Sentence:
are glad to have come to business with you.
feel it regrettable that we failed to come to business.
view of the long-standing trade relation between us, we made reduction of 5% this time.
view of your request,we have arranged the shipment in September.
hope you will see your way clear to accepting the package of the tea sets.
price of US $$20 per piece is only valid for the order of this time,excluding the subsequent
orders.
the end of this July you will have to go back to the previous price list.
above quotation excludes your commission.
subsequent orders increased largely the volume of sales.
price remains the same until next week.
offer remains valid for fifteen days.

Paragraph:
unfortunately, we can impossibly accept the reduced price you offer though you kindly



suggest meeting us half-way, for it is still on the high side. To accept the price you quote would
not only leave us little profit, but even result in the failure of compensation for our increased
overheads and advertising.
you see you way clear to grant us an additional reduction in price, say, 10% lower than
the new price you quoted, we may have to discontinue our very pleasant arrangement with you.
are sorry to know that you still find our reduced price too high. Anyhow, we do our best to
keep the price as low as possible without sacrificing quality. What's more, as far as the quality of
the goods we supply is concerned, we do not feel the price we quoted are expensive at all. If you
can not accept it, I have to say sorry that it is not possible for us to meet the demand you
requested.

Chapter 7 Sales Letters
carpets are preferred for the following.
regret that we can no longer supply the said raincoats, which are out of production. In their
place we would like to offer our Rainbow Raincoat Mode 3. This is our new design , made of light,
durable and waterproof material. The quality of this article is excellent, but the price is 5% lower.
The large number of repeat orders we regularly receive from leading distributors is a clear
evidence of the widespread popularity of Rainbow Raincoat Mode 3.
till then we counted you among our steadiest customers.
your order ceased, we thought it might be a delay in your ordering cycle. Now we wonder
whether some failure on our part has caused you to seek supply elsewhere. We can assure you of
our improved fulfillment procedure and our larger warehouse.
assure you that all your enquiries will receive our immediate attention.
assure you that we shall do our best to expedite shipment.
are confident that a trial order would convince you that, at the quoted prices, the goods we
are offering are of superior quality and excellent value for money.
orders reaching us before the end of August, we are prepared to grant a trade discount of 3%
on the list prices. If your order is exceptionally large we will allow another 2% discount. Under
the pressures of rising cost, we shall not find it possible to extend these favorable terms beyond
that date. So why not take this opportunity and send us an immediate order?

Chapter8 Orders and Acknowledgements
Ⅰ:
December 3rd, 2003
Dear Sirs,
Our Order No.1
Please forward the following merchandise to us:
Quantity Pattern No Catalogue No Prices
600 pillowcases 18 45 US$1.60 each
500 pillowcases 21 65 US$1.70 each
(All the prices are FOB Shanghai)
Delivery: During September
Payment: By Letter of Credit to be opened in accordance with our agreement
Packing: Usually packing in strong bales, with gunny bag cover and waterproof material.



Please acknowledge this order immediately on receipt and inform definite delivery date. This
order is of no avail if it is not signed by a responsible person of our firm.
Faithfully yours,
(signature)
John Smith
relevant LC shall be opened in accordance with our instructions.
quality of goods must be in strict accordance with the stated samples.
goods must be packed in waterproof material.
ttes are packed 20 pieces in a pack.
Ⅱ:
December 4th, 2003
Your Order No.1
Gentlemen,
Thank you for your Order No.1 for pillowcases and assure you that all the items you required
are in stock. We are happy that you are one of our customers.
We confirm with you the following order for the pillowcases at the prices stated in your letter
of December 3rd.
Quantity Pattern No Catalogue No Prices
600 pillowcases 18 45 US$1.60 each
500 pillowcases 21 65 US$1.70 each
(All the prices are FOB Shanghai)
Delivery: During September
Payment: By Letter of Credit to be opened in accordance with our agreement
Packing: Usually packing in strong bales, with gunny bag cover and waterproof material.
For the above order, we enclose our Purchase Confirmation No.216 in duplicate. Please sign
and return one copy for our file at your earliest convenience.
We are expected to arrange the establishment of the relative Confirmed Irrevocable Letter of
Credit through the bankers and shall inform us by fax as soon as it is opened.
We thank you again for the above order and hope that this will lead to an enduring cooperation
between us.
Yours truly,
confirm receipt of your order No.15.
confirm having sold to you the goods as follows.
have drawn a draft on you at 30 days sight.
request payment by LC at 30 days sight from BL date.
of the packages was damaged in transit.

Chapter9 Payment
our usual practices go.
ly, there is nothing unusual in our original arrangement of payment. Counting from the
time you open credit till the time the shipment reaches your port, the intervals, which is quite
normal, is only about three months. Besides, your LC is opened when the goods are ready for
shipment. In this case, we are sorry that we cannot meet your request.
the past we have traded with you on a sight credit basis. We would now like to propose a



different arrangement. When the goods are ready for shipment and the freight space booked, you
will fax us and we will then remit the full amount by telegraphic transfer(TT).
are asking for this concession so that we can give our customers a specific delivery date and
also save the expenses of opening a letter of credit. As we believe that this arrangement should
make little difference to you and help with our sales, we trust that you will agree to our request.

Chapter10 Letter of Credit
like to remind you that the delivery date is approaching and we have not yet received the
covering LC.
letter of credit authorizes you to draw at 60 days on the bank in London for the amount of
your invoice after shipment is made.
ore, we have to request you to extend the date of shipment and validity of the LC to
September 10 and September 30 respectively.
acknowledge your LC No.202 covering your order for 200 metric tons of Grade 1 peanuts.
On examination, we have found some discrepancies from our SC. Please make the following
amendments without the least possible delay.

Chapter 11 Packing
g: packing refers to the general operation of putting the goods into containers for
shipment and storage.
packing: Products outer packing, transport process play an important role in protect the
product and convenient transport .
packing: Direct or indirect contact with the products, transport process play an important
role in protect the product, and promote sales.
ng marks indicate where the products are made, where the products are shipped, and the
order No. of the goods and the identity of the oods. On the others hand, indicative and warning
marks are, in words or simple, eye-catching and easy-understood drawings, to remind and warn
the relevant persons to pay attention and ensure the safety of both operators and goods.

Chapter 12 Shipment
Shipment: shipment means that the seller fulfills his obligation to load goods into the named
carrier at the given placepoint and the time stipulated in the contract.

There are three parties involved in most movements of goods: the consignor who sends the goods;
the carrier who carries them and the consignee who receives them at the destination.

Chapter 13 Insurance
Insurance: Insurance is a risk transfer individual or the business enterprise can
shift some uncertainty of risk to the insurance company whom the individual or the business
enterprise pays premiun to.

A contract of insurance is one between a party who agrees to accept the risk (the insurer or the
assurer, known as the insurance company) and a party who seeks protection from the risk and will
receive the benefit of the insurance in case of loss (the insured or the assured) . In return for



payment of a premium the insurer agrees to pay the insured a stated sum (or a proportion of it ) if
the event insured agsinst should occur.

Insureds transfer risk while insurers assume risk. In international trade, the transportation of goods
from the seller to the buyer is generally over a long distance by air, by land or by sea and has to go
through the procedures of loading, unloading and storing. During this process it is quite possible
that the goods will encounter various kinds of perils and sometimes suffer losses. In order to
protect the goods against possible loss in case of such perils, the buyer or seller (the insured)
before the transportation of the goods ususlly applies to an insurance company (the insurer ) for
insurance covering the goods in transit.

简答
Chapter4 enquiries,replies的定义
Enquiry:is to request the possible seller to give the information about the goods he intends to
purchase as well as the information about trade conditions,especially the price of the goods,asks
the seller to make quotation.
Reply: answer all the questions asks in the enquiry promptly and courteously.

Chapter5 quotations,offers的定义及区别
Quotation :is not have a promise to sell goods at a state price and a state time.
Offer : have a promise to sell goods at a state price and a state time.
The difference between quotation and offer :
ion do not have a promise to sell but offer have.
ion is not legally binding .
ion do not have a state price and time but offer must have .

chapter9 payment(汇付 托收 信用证)的定义及信用证流程图解
Payment
Remittance includes Mail Tranfer(MT),Telegraphic Transfer(TT), and Demand Draft(DD).
When remittence is adopted in international trade , the buyer will on his own initiative remit
money to seller though a bank according to the terms and time stipulated in the contract.
Remittance is often used in payment in advance , cash with order and open account .
Therefore ,either the exporter or the importer takes risk in remittance .Usually it is used between
companies that are trustworthy to each other in former transactions. When the exporter is
widening his market, remittance can be used as a kind of preferential treatment offered to the
importers.
Collection is another made of payment in international trade .In collection, payment is made
through banks under the terms of Documents against Payment(DP)
or Documents against Acceptance(DA). The seller issues a draft, to which the shipping
documents are attached, forwards the draft to a bank in his place (i.e. The remitting bank), makes
an application for collection and entrusts the remitting bank to collect the purchase price from the
buyer through its corresponfent bank(i.e. the collecting bank).
Payment by collection can be used, when the exporter and importer know each other well ,or
when the sum in question is small. It also spares the expenses and the complicated procedures of



using a letter of credit (LC). However, there is obviously a risk involved in collection, which is
actial payment after shipping. In this case, the bank will only do the service of collecting and
remitting and will not be liable for nonpayment of the importer.
DP calls for shipping document against actual payment .According to the time of making
payment ,DP can be divided mainly into two kinds: DP at sight; DP after sight. The former
requires immediate payment by the importer to get hold of documents. On the latter condition, the
importer is given a certain period to make payment at 30, 45, or 60 days after presentation of the
documents, but he is not allowed to get hold of the document until he pays.
DA calld for delivery of documents against acceptance of the draft drawn by the exporter.
DA is always after sight.
Therefore, peyment by collection is not always safe, esp. by DA. On the other hand, the importer
also runs the risk of inconformity of goods to the contract and documents.

Letter of Credit
Letter of Credit can ensure that the exporter can get paid as soon as he has fullfilled his part of
the sales contract and has shipped the goods even if the buyer has not received the goods,and
ensure that the importer is assured of title to the goods before he pays for them.

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