最新外贸英语函电期末复习重点191.docx
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最新外贸英语函电期末复习重点191
一到九章及一些附加内容
第一章BasicKnowledgeofBusinessLetterWriting
1.1Structure构成：
a.Letterhead（信头）——发件人的信息（名称、电话、地址）
b.Referenceanddate（发文编号和日期）
c.InsideNameandAddress（封内名称和地址）——收件人的信息
d.attentionline（注意事项）
e.TheSalutation（称呼）
f.theSubjectLine（事由标题）
g.TheBodyoftheLetter（信的正文）
h.ComplimentaryClose（结尾敬语）
i.TheSignature（签名）
j.enclosure（附件）
k.carboncopynotation（抄送）
l.postscript（附言）
1.2Envelope信封的写法：
ChinaNationalChemicals（stamp）
Import&ExportCo.寄件人地址
Beijing,China
OverseasTradingCo.
153Marketstreet收件人地址
London,E.C.3
Registered挂号信
1.3Principle写信原则：
Courtesy礼貌
Conciseness简洁
Clearness清晰
第2章EstablishBusinessRelations建立贸易关系
2.1Structure
第一部分说明信息来源
CommercialCounseloroffice商务参赞处；Embassy大使馆；Chamberofcommerce商会；
第二部分说明写信目的+自我介绍
leadingimporter主要进口商/oneofthelargestimporters最大的进口商之一
dealwith/specializein专营
competitiveprice竞争价格/enjoygreatpopularity享有盛誉
foryourreference供你方参考;fall（be）withinthescopeof属于…的经营范围
enterintobusinessrelations建立贸易关系
inthemarketfor想要购买/inthehopeofdoingsth.希望
acquaintsb.withsth.让某人了解某事/Creditstanding商业信用
第三部分要求寄送有关资料+表达合作愿望
2.2Sentences
①Welearned/heard/obtainedyourcompanyfromtheInternetthatyouareoneoftheleadingmanufacturesinthisline.
我们从互联网上得知贵公司,你们是这方面领先的制造商之一。
②Wewouldliketotakethisopportunitytoestablishbusinessrelationswithyou.
我们愿借此机会与贵公司建立贸易关系。
③Weareanimporter/exporterhandlingtoysformanyyears.Ourproductshaveenjoyedahighreputationintheworldfortheirgoodqualityandreasonableprice.
我们是一家经营玩具多年的进口商/出口商。
我们的产品凭借着良好的品质和合理的价格在世界上享有盛誉。
④Ifyourpriceiscompetitive,wewillplaceanorderwithyou.
如果你方价格有竞争力的话，我们将向你方发出订单。
⑤Inordertoacquaintyouwithourproducts,wesenttwosamplesthismorning.
为了使你熟悉我们的产品,我们今天早上送两个样品。
第3章Enquiries&Replies询价及回复
3.1Structure
GeneralEnquiry一般询价&SpecificEnquiry具体询价
1.说明信息来源和目的,如有必要自我介绍
2.感兴趣的商品和具体要求
4.表达合作的愿望
3.2MainWords
reasonableprice合理的价格/competitiveprice具有竞争力的价格
commission佣金
discount折扣
underseparatecover另函附上
confirmed,irrevocableL/Cbysightdraft保兑的，不可撤销的即期信用证
regularpurchase定期购买
catalog目录
pricelist价目表
brochure小册子
sample样品
3.3MainSentences
①Ifyouorder3000dozensormore,wewillallowyou5%discount.
如果你订购3000打以上,我们将给予5%的折扣。
②Pleasequoteyourlowestprice,CIF…,inclusiveofour5%commission.
请报你方最低价，CIF...，包括5%的佣金。
③Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.
如果你方的价格有竞争力,并且可以接受交货期,我们打算大量订货。
第4章Quotations,Offer&Counteroffer报价、发盘及还盘
4.1Structure
实盘的内容明确完整，包括商品品质、数量、包装、价格、装运、支付、有效期等。
第一部分：
感谢对方询价。
Thankyouforyourinquiryof…
第二部分：
提供交易的细节（最好用列表形式）。
Wearepleasedtoquoteasfollows…
Commodity商品;
Specifications规格（size,weight）;
Quantity数量;
Price价格;
Packing包装;
Payment支付;
Shipment装运;
第三部分：
说明有效期。
（报价信可以没有）
Thisoffercanremainopentill…
第四部分：
希望对方下单
Welookforwardtoreceivingyourorder.
4.2MainWords
Subject/captionedgoods标的物
growingdemand增长的需求
assortment花色品种，各式各样的搭配，
doone’s（your,my）utmost竭力，竭尽所能
Asper按照
By3equalmonthlyshipment三个月，等量装货
minimumquantity最低起订量
4.3Sentences
①WethankyouforyourenquiryofAugust22and（we）arepleasedtosendyouourquotationsforthegoodsyourequiredasfollows:
我们感谢你方8月22日的询价,很高兴为你们所需要的货物报价如下:
②Thisofferisvalid/opensubjecttoyourreplyhereby5p.m.ourtime.
这个报价以我方时间下午5时以前复到为有效。
③InreplytoyourenquiryofApril,28,weenclose/aresendingyouunderseparatecoveracopyofourlatestpricelistforyourreference.
为了回复您4月28日的询价，我们附上/另送您一份我们的最新价格单,供您参考。
④Yourpriceisabout10%higherthanthoseofyourcompetitors.
你的价格比你的竞争对手高出10%。
⑤Asthemarketisdeclining,businessisnotpossibleunlessyoucanreduceyourpriceby10%.
由于市场的减少,除非你可以降低你的价格10%，否则无法进行贸易合作。
⑥Allquotationsaresubjecttoourfinalconfirmation.Unlessotherwisestatedoragreedupon,allpricesarenetwithoutcommission.
所有报价都以我方最后确认为准。
除非另有说明或约定,所有价格都是净价,不含佣金。
⑦Duetotheheavydemandforthegoods,theofferwillbevalid（open,firm,good）onlyfor8days.
由于商品的大量需求，该报盘的有效期只有8天。
4.4MainLetters
Quotation报价——P60
DearSirs,
WethankyouforyourenquiryofAugust22andarepleasedtosendyouourquotationforthegoodsyourequiredasfollows:
Commodity:
"WhiteRabbit"BrandWoolenMixedBlanketNo.33.
Size:
74*84in
Weight:
4lbs
Colour:
yellow,brown,greenassortment
Quantity:
1,000pcs.
Price:
US$40.00perpieceCIFMontreal
Shipment:
October
Youarecordiallyinvitedtotakeadvantageofthisattractiveoffer.WeareanticipatingalargeorderfromtheUnitedStates,andthatwillcauseasharpriseinprice.
Welookforwardtoreceivingyourorder.
Yoursfaithfully,
OfferofElectronicCalculators电子计算器商报盘——P73
Dearsirs,
InreplytoyourletterofJuly14,wearegivingyouanofter,subjecttoyourreplyhereby5p.m.Ourtime,Tuesday,August5,asfollows:
Commodity:
ElectronicCalculators
Specifications:
Asperattachedlist
Packing:
Asperthebuyersoption
Quantity:
3,000pieces
Price:
US$9.00netperpieceCIFLagos
Shipment:
September/October,2014
Payment:
Confirmed,IrrevocableLetterofCreditpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.
Underseparatecover,wehavesentyou2copiesofillustratedcatalogueofvariousbrandsasperyourrequest.
Weareexpectingyourearlyorder.
Yoursfaithfully,
OfferofRefrigerators电冰箱报盘——P74
Dearsirs,
YourfaxofFebruary10askingustoofferyouthesubjectarticlehasreceivedourimmediateattention.Wearepleasedtoknowthatyouareinterestedinourproducts.
Inreplytoyourinquiry,wetakepleasureinmakingyouanofferasfollows,subjecttoyourreplyreachinguswithin7daysfromtoday:
Specificationquantity（set）price（US&）
BYD2121,000410,00
BYD1751,000380,00
BY219500395,00
ThepriceisonthebasisofCIFAlexandria.
Packing:
atbuyer'soption
Shipment:
Totalquantitytobedeliveredby3equalmonthlyshipments.MarchthroughMay,2002
Payment:
100%byirrevocable,revolvingletterofcredit.
Inviewofthefactthatourstockonhandhasbeenquitelowowingtoheavycommitment,yourearlyorderisabsolutelyessential.
Yoursfaithfully,
BuyerAsksforReductionofMinimumQuantity买方要求降低起订量——P80（看一下）
DearSirs,
YourOfferNo.123
WethankyouforyourfaxofApril4offeringus6designsofOrnamentalCloth.However,weregrettoinformyouthattheminimum10000yardsperdesignistoobigforthismarket.
Incaseyoucanreducetheminimumto7000yardsperdesign,thereisapossibilityofplacingorderswithyou,becauseaconsiderablequantityofthismaterialisrequiredonthismarketformanufacturingcurtains,bedsheets,etc.
Yourearlyreplywillbehighlyappreciated.
Yoursfaithfully,
第5章Order、AcceptanceandRejections订单、接受和回绝
5.1StructureofOrder
⑴expresspleasureinreceivingtheoffer;
⑵confirmtheconclusionofthebusinessandpointoutthe:
①fulldetailsofarticlenumber,
②quantity,specification,quality,
③unitprice,totalvalue,
④shipment,packing,
⑤insuranceandtermsofpaymentasagreedupon
⑶hopeforfurtherorders;
5.2MainWords
placeanorderwithsb.forsth.向某人下订单;trialorder试订单
drawatsight/draftatsight开立即期汇票
acknowledgement销售确认书
applyforL/C申请开立信用证
induplicate一式两份
Forone’sfile供某方存档
5.3Sentences
①Owingto/Becauseofheavycommitment,manyordershaven’tbeenmade,wecanonlyacceptordersforOctobershipment.
由于大量承约,许多客户的订货都未发出，因此我们目前只能接受10月船期订单。
②Astothetermsofpayment,weoftenrequireconfirmed,irrevocableletterofcreditpayablebydraftatsight.
关于支付条件，我们通常要求保兑的、不可撤消的、凭即期汇票支付的信用证
5.4MainLetters
AcceptanceofOrderforFurniture接受订购家具的订单——P102
Dearssirs,
WeareverypleasedtoreceiveyourorderNo.BD/35furniture.WeaccepttheorderandareenclosingyouourSalesConfirmationNo.354induplicateofwhichpleasecountersignandreturnonecopytousforourfile.WetrustyouwillopentherelativeL/Catanearlydate.
已获悉贵方第BD/35号订购家具的订单.我方按照相应条款接受订单并随函附寄我方第345号销售确认书一式两份,请会签后寄回一份供我方存档.我方相信贵方会尽早开立有关信用证.
AstotheItemAandB,weshallarrangedeliveryassoonaswegetyourL/C,andforitemCandDweshallshipaccordingly.
关于1号和2号货品,一旦收到信用证,我方将安排装运,3号和4号两货品,我方也将按相应条件装运.
Hopingthegoodswillturnouttoyourentiresatisfactionandwemayhavefurtherordersfromyou.
希望货品能使贵方完全满意.同时也希望继续收到贵方的订单.
Yoursfaithfully,
第7章Payment支付
7.1MainWords
infavorof…受益人
open/issueanL/C开立信用证
effectshipment安排装船
punctualshipment准时装运
shippingadvice装船通知
expediteshipment加速装运
executeanorder执行订单
makeamendment修改
extensionofL/C展延信用证
7.2Sentences
①wewishtodrawyourattentiontothefactthatthedateofdeliveryisapproaching.
我方希望贵方注意到装运期已经临近。
②Butuptothepresent（=uptonow）wehaven’treceivedthecoveringL/C.
但我方到目前为止仍未收到有关此货物的信用证，
③Pleasedoyourutmosttoexpediteitsestablishment,sothatwemayexecutetheorderwithintheprescribedtime.
请尽快开出信用证，以便我方能按规定日期发运。
7.3MainLetters
UrgingestablishmentofL/C——P145
Dearsirs,
OurSalesConfirmationNo.TE151
Referenceismadetothe1000cartonsofCannedAsparagusunderthesubjectsalesconfirmation,wewishtodraw/inviteyourattentiontothefactthatthedateofdeliveryisapproaching,butuptothepresentwehavenotreceivedthecoveringletterofcredit.Pleasedoyourutmosttoexpediteitsestablishment,sothatwemayexecutetheorderwithintheprescribedtime.
Inordertoavoidsubsequentamendments,pleaseseetoitthattheL/Cstipulationsareinexactaccordancewiththetermsofthecontract.
Welookforwardtoreceivingyourfavorableresponseatanearlydate.
Yoursfaithfully,
升级会员 