English Correspondence of Business
Chapter One Basic Knowledge of Business Letter Writing Section Nine Exercises 练习
I. Translate the following expressions into English: Keys: 1.Commercial Councellor
2.import and export 3.export list 4. enquiry 5.sample 6. price list 7.catalogue 8. Chamber of Commerce 9. market price
10. agreement 11.clients/customers 12. commodities fair 13. competitive price 14. EMP(European Main ports)
15. deal exclusively 16. manufacturer 17. article number 18. delivery 19. specification 20. trial order
II. Please improve the following sentence to them more idiamotic
Keys:
1. We are sending you the information you asked for in your letter of June 4. 2. We have received your letter of May 10.
3. We are pleased to tell you that your Order 167 was dispatched yesterday.
4. We sent you this morning our latest catalogue you requested in your letter of May 5. 5. We hope you will consider our proposals. 6. We hope to hear from you soon.
7.You informed us in your letter that you could not offer us Gallnuts as they were out of stock. 8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.
9. Please take note of the Lot Number of bales so that the parcel may not be mixed up on landing. 10. Samples will be sent and offer made upon receipt of your specific enquiry.
11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.
12. Thank you for your quotation dated September 5, 2007. We intend to place a trial order with you.
13. You will no doubt ope the relevant L/C at the end of May. 14. We feel sure that you will be entirely satisfied.
15. Will you please send us your latest catalogue and pricelist? 16. We wish you could effect insurance on the goods with PICC. 17. Please send me a copy of the agreement. 18. Your products are not up to our standard. 19. I regret I cannot agree to your suggestions.
20. We have semimonthly direct sailings from Hong Kong to San Francisco.
III. Arrange the following in proper form as they should be set out in a letter Keys: Open
V. Point out the mistakes in the following addresses and rewrite them. Keys:
A. B. C.
Mr. Henry Taylor London City Bank Mr. John Smith 150 Bench Street 12 Queen Street 16 Front Street London, E. C. 3 London, E.C.5 Liverpool L6 3FY England England
VI. Please write a letter according to the following particulars:
Keys:
Shanghai Light Industrial Products Corp. 11 Jiefang Road Shanghai
Tel: 021--43715589 The Pacific Trading Inc. 87 Broadway ST. New York, NY10408 Oct.28,2008
Dear Sirs,
Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products. We look forward to hearing from you.
Yours truly, (signed) Wang Xiang
ENCL: as stated.
Chapter Two Establishing Business Relations Section One Introduction 概述
可以说没有客户，就没有业务，与潜在客户建立业务关系不仅对于新成立的公司很重要，对于那些想要扩大业务范围，增加营业额的公司来说，同样很重要。
如果一家新公司，既我方一家公司，想要在国外打开市场，买入或者卖出产品，那么，他首先必须做的就是他要明白与谁做业务，通常，这类信息可以通过以下渠道获得： 1） 通过写信交流； 2） 参加出口商品交易会； 3） 出席国内外举办的展览会； 4） 互派贸易代表团。
上述所有途径中，写信使用最为广泛。通过写信可以从银行﹑杂志﹑报纸电视广告﹑业务关系介绍﹑市场调查﹑商务参展﹑商会﹑商务参展﹑中间人﹑自我介绍等等来获取所需要的所有信息。
从上述任何渠道获得想要得到的公司名称和地址之后，就开始着手写信与之联系。这类信是第一次寄出去的信，也可称之为“初次询盘”。通常这类信函最初告诉阅信人他的信息来，主要包括下列内容： 1） 信息来源； 2） 意向； 3） 经营范围和子公司、分公司，如有的话； 4）公司的财经和成信情况。
如果想要进口买入，可以要求看样品，价格单等。写信人可以简明扼要地说明想要购买和想要买出何物。结尾时，通常要表达想要合作和期待早日答复的原望。
收到这类信函后要立即回信，不能延误，并写得有礼貌，以便给对方留下一个良好的印象。这就是外贸业务信函最重要的功能。
对于外贸公司来说业务往来非常重要，因此，交易商不仅要尽力巩固与已有客户的业务关系，也要不断寻求新的客户。
Section Two Specimen Letters （12封信） 信函范文
Specimen Letter 1 Wishing to establish relations 敬启者：
我们从中国对外贸易杂志上得知贵公司名址，我公司是一家国营企业，力求扩展海外贸易。然而，我们在南非还没有任何业务往来，对你方提出的任何建议我们都会认真考虑。随函所附我们最新的插图目录和最新价目表及有关的销售条款，供你方参考，我们将很高兴办理你方对我们产品的具体询盘。 如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。 盼即复。
......启
Specimen Letter 2 Writing self-introduce letters 敬启者：
承新加坡中国商务参赞陈华先生介绍，得知你号专营各种电器产品的出口业务，并力求扩展对外贸易。为此特联系你方，以便在我地市场推销你们的产品。
我号经营进口业务以达二十多年，在新加坡各地有广泛的业务关系。目前我处对电器产品的需求不断增长，相信你号在我地的成交数字，将会相当可观。
当前我们对电动缝纫机尤感兴趣，请寄这类商品的最新目录、价目表，并请告知有关的销货条款，不胜感激。
盼早复，希望收到你方好消息。 ......启
Specimen Letter 3 Importer writes to exporter 敬启者：
事由： 缝纫机
我方对你们去年在斯里兰卡中国经济贸易展览会上展出的电动缝纫机留有深刻的印象。据告这类产品是由你们公司出口的。
我公司有一客户拟购一批缝纫机，为此，请寄上开400台三斗缝纫机的形式发票一份，并请报包括佣金在内的最低价，回信时，请说明最早交货期，以供参考。
盼早复。
......启
Sepcimen Letter 4 Exporter writes to importer (1) 敬启者：
我们从你刊登在\对外贸易\杂志上的广告得悉你公司名称，特此去函，望与你公司建立业务关系。
我公司专门中国轻工业产品的出口，这些产品在世界市场上久享盛誉。兹附上目录单一份供你参考。如有兴趣，请即与我公司联系。
......启
Sepcimen Letter 5 Exporter writes to importer (2)
敬启者：
承科伦坡商会介绍，得悉你号名址，并获悉你号拟进口中国生产的轻工产品。 我号生产所附插图目录中的各种轻工业用品，希望这些产品会引起你们的兴趣。信内尚随附我们最新的价目表，以供参考。 如你方拟购这类产品，请即告知，以便报价。同时，如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。 盼即复。并望不久能与你方开展业务往来。 ??启
Sepcimen Letter 6 An exporter’s reply to an importer
敬启者：
经由ABC公司的介绍，我公司获悉贵公司有意与棉布出口商建立业务关系，我公司正好经营这类商品。 我公司是该商品的主要生产商之一，从事棉布出口已有50多年的历史。我公司产品种类齐全，款式多样，畅销亚洲市场。
今回复你方，希望与你方建立直接的业务关系，随函附上我方所有产品目录及价格单。值得注意的是，我方将为所有订单提供5%的佣金。
相信经过双方努力，我们将建立起良好的业务关系。 盼早复。
??启
Sepcimen Letter 7 A reply to an importer 敬启者：
贵公司6月23日询问将中国产电器产品进口到英国的传真已经由中国驻北京的对外贸易部转交给我公司。
我公司是一家国营企业，力求扩展海外贸易。然而，直到目前我们在英国还没有任何业务往来，很希望与贵公司在该行业进行业务往来。随函所附我们最新的插图目录和最新价目表及有关的销售条款，供你方参考。我方将认真办理贵公司的任何询盘。
如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。 盼即复。
.....启
Sepcimen Letter 8 A reply to the importer 敬启者：
我们从纽约一朋友处得悉贵公司的地址，现特去函与你公司联系，希望与你建立业务关系。
我公司与这里许多最大的轻工业产品销售商有良好的关系。如能从你公司得到优惠报盘，我们确信能大量销售中国货。
请告有关你公司出口商品的必要详情。 ??启
Sepcimen Letter 9 Writing letters of Credit Enquiry of a new customer
敬启者：
我公司现收到大西洋电子有限公司的订单一份，订货总值达56,500美元。该公司提供贵行作其资信证明人。为此，我们想知道该公司是否可靠，值得信任。请提供这方面的资料，不胜感激。
你方所提供的任何信息都将严予保密。如有机会，我们将乐意回报类似服务。现随附回邮信封一个，供复信之用。
.......启
Sepcimen Letter 10 Favorable reply from a firm 敬启者：
你2007年11月12日来函所提到的这家公司，虽是一家小型企业，但却是一家颇有名气、很受尊敬的公司。该公司自从在本市创建以来已有40余年的历史。
多年来，我公司一直与该公司有业务往来，该公司资信良好，诚实可信。虽然该公司不和我们做现金交易，享受我们现金结帐折扣的优惠，但他们总是准时清帐。我们给该公司的赊帐信用额总是超过你们所说的56,500美元。
我方只了解这些，希望这些资料对你们有用，并予以保密。 ??启
Sepcimen Letter 11 Unfavorable reply 敬启者：
你10月12日的来函中所提到公司的资信，我方已予查询，十分遗憾，对该公司的赊帐要求应谨慎。 约在两年前，该公司由于欠款问题，曾受其供货商的投诉，事后才全数清付。从我方查询所得资料来看，该公司并不是不城实可靠，似乎是由于该公司管理无方，尤其是由于盘子放得太大，以致于近年来多数供货商对其减少供货的赊欠额度，并缩短其赊欠期限，甚至要求付现供货。 以上资料应予保密，自不待言。 ......启
Sepcimen Letter 12 Asking for information about credit conditions and management directly through a customer 敬启者：
请提供有关你处Watson & Jones Newcastle国际贸易有限公司的资信情况，据我所知，贵公司与该公司已有10多年的生意往来，今冒昧地向贵公司了解该公司的资信情况，请告你对该公司资信情况的意见，
以避免今后的麻烦。
对你方所提供的一切情况，我方不胜感激并将严格保密，今后如需我方服务，我们将乐意回报。
. .....启
Section Five Exercises
I. Fill in the blanks with the following words:
Keys:
1)prompt, 2)supply, 3)captioned, 4)indicate, 5)packed, 6)current, 7) refer, 8)enable, 9)conclude, 10)assure
II. Fill in the missing words in the following blanks with the first letter given: Yours faithfully, Keys:
introduce, range, attach, think, interest, interested, receiving, what, quotation
III. Write a letter with the following contents:
Keys:
Dear Sirs,
On the recommendation of the Commercial Councilor in Colombo we have learned that your company specializes in the export of machinery and you are keen to develop overseas trade. With a view to introducing your machinery into our market, we wish to establish business relations with you.
We are looking forward to get your early reply as soon as possible.
Yours faithfully,
IV. Write a letter to DEMMAN & SONS, 45 CANNON STREET, LONDON, E.C. 4, telling them that you wish to enter into business relations with them and including the following particular:
Keys:
Messrs. Demman & Sons 45 Cannon Street London, E.C.4
Dear Sirs,
Introduced by Mr. A.G. Topworth of Swanson & Bros., Hamberg, we learn your name and address
and that you are one of the leading importers of Chinaware in your city.
As a state enterprise, we have been in this line for more than 30 years and shall be glad to enter into business relations with you at an early date. The illustrated catalogue and price list will be airmailed upon receipt of your specific enquiries.
We look forward to hearing from you soon.
Yours faithfully,
V. Translate the following sentences into Chinese:
Keys:
1)速盼赐佳音。
2)我们是国营公司，专营台布出口。
3）我们相信通过双方的努力，贸易往来定会朝着互利的方向发展。 4）如贵工司能与我方合作，不胜感激。
5）根据要求，兹另封函邮货号称025和蔼036样品各一份，以供你们参考。 6）我们保证你方订单定会得到立即处理。
7）这类业务信就是发函，也可称为“首次询函”。
8）本公司是日本最大的食品贸易公司，在日本的主要城市都有分公司于门市部。 9）你方11月21日寄给上海兄弟公司的信已转交给我们办理。
10）因该类商品属于我们经营范围，我们很高兴与你方直接建立贸易关系。
Chapter Three Enquiries
Section One Introduction 概述
在对外贸易中，询盘通常由买方提出，不受约束，主要是了解进口商品的基本信息，如价格，目录，交货期等交易条款。因此，询盘信事实上就是要求获得有关价格和贸易条款的信函。进口商向出口商发出询盘信，希望得到想要购买商品的报价或报盘，但有时仅仅只是了解商品的基本信息。
老客户的询盘信非常简单，通常只有品名，商品规格。而其他询盘信却必须写的仔细，包括品名，规格，数量，支付条款，包装条款，装运期，包装条款，等等，以方便卖方报价。
报盘信要写得简洁具体，礼貌得体，有理有节，该说的说清楚，不该说的就不说。例如，你只想获得一些诸如目录，价目表，报价单，或者形式发票的基本情况，因此，不用咬文嚼字去吸引读者的眼球，有时可以提及订单的大小，以便获得更加优惠的报价。
初次询盘信，写给你从来没有业务往来的公司，首先要告知对方你是从何处得到对方的公司名称，你公司的业务范围，如经营何种商品、所需数量、通常的交易条款以及任何可以帮助供货商了解是否能为你服务的信息都要写清楚。 什么是询盘？
当一家公司计划进口某种商品，他会向出口商发出询盘，希望出口商对外想要进口的商品进行报价，或只是希望得到一些信息。出口商在收到这类询盘信时会立即回复，这样一来，就开始了交易磋商。
根据内容或目的，询盘信可以分为一般询盘信或具体询盘信。如果进口商想要了解出口商可以供货的某种产品或商品的一般信息，他可以要求出口商寄给他商品目录，价目表和样品。这就是一般询盘信。如
果进口商想要购买某种产品或商品，他会要求出口商报盘或报价，这类询盘信被称为具体询盘。
询盘信既可以写给一家公司，也可以同时写给多家公司，这样一来，就可以对收到的报盘进行比较，或者挑选更优惠的报盘，以便与最优惠的报价进行交易。
询盘信是一封写给买方或卖方，要求提供商品规格、质量、数量和价格等信息的信函，在实际业务中，今天的询盘信不仅可以以普通信函发出，也可以通过传真、电传或电子邮件发出。 询盘信包括以下内容： 询盘信包括以下内容：
（1）如果是初次询盘，该信就必须告知信息来源，如通过什么方式、由谁告知、信息来源何处。 （2）如果回复供应商的询盘信，首先要表示感谢。
（3）公司经营的业务范围，打算购买什么商品，数量几规格。
（4）了解交易条款，如报价、支付条款、包装、保险等，让供应商知道交易条件。 （5）告知商品在市场上的整体情况。 （6）索要目录、价目表和样品。
（7）向对方表明想要与他进行业务往来的愿望。 （8）其他情况。
Section Two Specimen Letters Specimen Letter 1
敬启者：
我方拟购甲、乙级西瓜子，请予报盘，并请航邮有代表性的样品为感。报价时，请说明最早装运期及可供量。
......启
Specimen Letter 2
敬启者：
我们愉快地告诉你们，我们对各种真皮手工制的手套有兴趣。对高质量的手套这里有稳定的需求，虽然销售数量不是特别多，但能卖到好价格。
请寄一份你们的手套目录，并说明价格及付款条款。如能寄来各种用于制手套的皮样将是极为有帮助的。 ......启
Specimen Letter 3 敬启者：
请报中国印花棉布的每码价格及支付条款。如报价优惠，拟向你方购进我方目前的全部所需。 ......启
Specimen Letter 4
敬启者：
你们5月4日的询价已收到，并感谢你们对我们的产品所表示的兴趣。今寄上一份附图目录及在我们的
产品中经常使用的一些皮革的样品。遗憾的是我们不能立即寄给你们全部样品，但你们可以相信，在包裹中没有的，如羚羊皮及麂皮，也同样是优质的。
我们的推销代表李先生将于下月初到特黑兰，并将愉快地拜访你们。他会带去我们的许多制品。当你们看到这些产品时，我们想你们一定会同意，我们所采用的材料其质量以及工艺之精美将会得到即使是最挑剔的买主的欢迎。
我们也制造多种手工制的皮革手提包，我们认为你们可能也会有兴趣在目录中有充分的说明，而且同我们的手套一样都是高质量的。李先生在造访时将会给你们看样品。 我们愉快地等候你方定单。 中国进出口公司 经 理
Specimen Letter 5
敬启者：
事由：B-268型机器部件
你2008年3月15日要求我方对标题商品进行报价的来函收悉，谢谢。
按要求，我方向你们提供报价单一式三份，希望你们能尽快下定单，因为我方手头定单太多。 敬侯你方早日答复。
??启
Specimen Letter 6
敬启者：
本市Brother & Clark 公司告知我们，你们是全棉床单及枕套的主要出口商。请你寄下你方经营的各种商品的详情，包括尺寸、颜色及价格，以及所用的各种材料的样品。
我们是纺织品的大贸易商，相信价格适中的上述商品在本地区有良好的市场。
请在答复时说明你方付款条款以及单项商品的购买量不少于1000打所能给予的折扣。所报价格需包括到纽约的保险及运费。
United Textiles Limited 经 理
Specimen Letter 7 敬启者：
收到你方8月20日询价殊为欣慰。今附上你所要求的具体详细内容的附图目录及价格单。另邮寄上一些样品，我们相信在你细查这些样品后，你将会同意，这些货物是价廉物美的。
对于定期购买单项商品数量不少于200打，我们可给予2% 的折扣。用不可撤消的即期信用证付款。 由于品质柔软而耐用，我们的全棉床单及枕套很快成了畅销商品。你们在研究了我方价格之后，对我们为什么甚难满足需求这一事实你方就不难知道了。但你方如能在本月底前向我们订货，我们将保证迅速发货。
同时我们也请你注意我们的其他产品，如台布及台巾，其详细情况也可以从目录上找到。等候你方首次定单。 ??启
Specimen Letter 8
敬启者：
事由： 台布
你6月10日来信收到，谢谢。欣悉你方拟与我公司就标题商品发展业务关系。
经仔细研究你们的商品目录，我们对510及514两种货号的台布较有兴趣。请报最低价，并请说明能供即期装运各种尺寸的台布数量。如价格公道，数量令人满意，将考虑大量订购。
我公司经营台布已有30多年，在全国各地都有可靠的业务关系。在邻国也有联号，你们的产品在那里同样会有销路。
相信你方定会迅速办理我们的询购事宜，并予早日见复。 ....... 启
Section Five Exercises
I. Fill in the blanks with proper prepositions: Keys
1) in, from, for, for 6) in, with 2) at 7) by
3) by, of, of, with 8) from, from, at 4) from, for, for, 9) for, on 5) of, for, in 10) at, of
II. Translate the followings into English: Keys
1) We understand that you are manufacturers of Chinese Sewing Machines and should like to know whether you can supply us with 500 sets each of “Butterfly”Brand and “Standard” both of Treadle Type with five drawers.
2) We are interested in 400 sets of \Rams\Bicycles and shall be pleased to have your best offer by telex on DEQ Hamburg basis, including our 5% commission.
3) We should be grateful if you would quote your lowest price for the captioned goods. When offering, please indicate packing conditions and the earliest possible date of delivery and send us the covering literature. 4) When your representative called on us last month, he showed us some samples of your new textiles products.
Can you supply the same for the moment?
5) We have sent you by airmail some samples. We are sure after you have studied them you are certain to agree that our products are excellent in quality and reasonable in price.
6) The enclosed price list and illustrated catalogue will provide you with the details of the various types you are most interested in.
7) We understand from your advertisement in \that you are exporting Transistors and should be glad to have your illustrated catalogue and price list together with details of your terms.
8) We learn from Messrs. ABC & Co. that you can supply Fruits and Nuts. We shall be appreciated if you can quote your best price on CFR Hamburg basis. When quoting, please state packing method and the earliest possible date of delivery.
9) We are interested in your advertisement of the Atlas Weed Killer in the September issue of \the relative samples.
10) One of our clients has obtained an import licence to import US$ 40,000 worth of various kinds Wires. Please quote us your lowest price with the best discount and the date of delivery. 11) We learn that you have put an Electric Typewriters on the market and should be glad to have full details so as to place orders with you.
12) We should like to know what discount you can allow us for an order for more than 1,000 dozen.
III. Compose a letter of enquiry with the following particulars: Keys
Messrs. Arthur Grey & Son, 19 Cheapside, London, E.C.2
Dear Sirs,
We have obtained your name and address from China Council for Promotion of International Trade and learned that you are one of the leading exporters of Automatic Dishwasher in your district.
We are now interested in 100 sets of the said article and should be pleased if you would let us know whether you can supply us with the quantity and quality we desire. Please quote us your best price on CIF Guangzhou basis. When offering, please state clearly terms of payment, time of delivery, packing conditions together with illustrated catalogue for our consideration.
We are looking forward to your early reply.
Yours faithfully,
IV. Please draw a letter of general enquiry asking for all the information you need. Keys
Dear Sirs,
We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned goods of high quality at moderate prices. Will you please send us a copy of your catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of these goods.
Yours faithfully,
V. Write a specific enquiry according to the following: Keys
Dear Sirs,
Re: Electric Saw
We are in the market for Electric Saws. Please send us your latest catalogue, details of your specification and sample books as well, informing us of your price FOB Guangzhou. Please do remember to let us know your earliest possible date of delivery, terms of payment, discounts or commissions for regular purchases. If your prices offered prove reasonable and satisfactory, we shall soon place a large order with you.
Yours faithfully
VI. When making the first enquiry, the enquiry often asks for general information concerning the products in question. The following materials are generally requested for. Keys: 1.d 2. e 3. b 4. a 5. c 6. f
Chapter Four Offers and Quotations Section One Introduction 概述
在业务交往中，报盘或报价都是很重要的一个步骤。
报盘是按照规定的条款供应某种商品的一种承诺，报价只是卖方愿意按什么价格供应某一种商品。报盘中，卖方不仅仅要给出所要卖的商品的价格，还要说明所有其他所有条款，以便买方考虑或接受。但是，如果报价单里包含其他交易条款，那么，这个报价单自然成为报盘。
报盘可以是有时间限制的实盘，也可以是没有时间限制的虚盘。在规定时间内，按照规定的价格出售某种货物为实盘。实盘信要写得清楚、具体、完整。而虚盘在买方接受后必须要由卖方最后确认才能有效。报盘时这一点必须要说清楚，以避免以后的纠纷。
报盘或盘价可以是会复对方的询盘，也可以是为了扩大出口而主动向对方报盘。 一封好的报盘信要包扩以下几点： 1）感谢对方的询盘，如有必要。
2）报盘信中需说明品名、质量或规格、数量、祥细的价格条款、折扣、支付条款、装运期、包装条款以便买方做决定。
3）如果是实盘，要说明有效期，如果是虚盘，也要给出相应说明。 4）对商品可以给出适当的评价。
5）最后可以补充一小段来吸引对方注意你公司其他商品。 6）表达希望收到对方定单的愿望。
可以是以写信的形式报盘，也可以是电报、电传或传真报盘，如果是电报报盘，通常还会再写一封信。 要注意的是，卖方在该实盘有效期内不得撤出，只有买方才能在有效期内接受或拒绝或换盘。如果买方
已接受，该报盘就具有合同意义。因此，任何一家有信誉的卖家都不会在规定的时间内冒着损坏其信誉的危险去撤出报盘。
当买方拒绝报盘或报价时，要写回信感谢对方，讲明拒绝的原因，如果不这样做的话，显得你很没有礼貌。
一封拒绝信要包扩下列几点： 1）感谢卖方的报盘；
2）对不能接受表示歉意； 3）如合适的话可以还盘； 4）建议今后的合作机会。
Section Two Specimen Letters Specimen 1 敬启者：
我们最近收到许多来信,要求购买你们的薄型雨衣。假如你们的价格是有竞争性的，我们有理由相信能经常向你们订购。
根据你们的目录说明，我们得知\系列雨衣是最适合这些客户。如你方能寄男、女式雨衣的报价，我们将非常高兴。两者的尺码都要小号及中号，以CIF 科威特交货。如价格合适，我们首批将订购400件，即4种各100件。订货后须4星期内装运。
我们要特别强调价格的重要性，因为这里的主要市场是那些大批量生产而价格又是大众化的产品。 Abdulla Samih & Co. 经 理
2008年5月5日
Specimen 2
敬启者：
感谢你方5月5日来信。我们很高兴得悉你方收到了客户要购买我们雨衣的一些询价。我们的\系列雨衣特别合适暖热的气候，而且在过去几年中，已经供应给几个热带国家的商人。他们中的许多人已经重复订购，有些复订不止一次。这个商品之所以受到欢迎不只是因为重量轻，而且也因为所用原料已经过特殊处理，可以防止在村里上凝结过多的水汽。 按你所说的数量，我们乐于报价如下： \雨衣
100 件男式中号 每件USD14.5 USD1,450 100 件男式小号 每件USD14.00 USD1,400 100 件女式中号 每件USD13.20 USD1,320 100 件女式小号 每件USD12.70 USD1,270 CIF 科威特净价 USD5,440 支付条款：不可撤消的即期信用证 装运：收到信用证后3——4星期内。 本报价以我方最后确认为准。
我们认为你方可能对我们的其他某些产品也有兴趣，今附上一些说明小册子和供你方客户参考的推销说明书。
等候你方订单。
中国进出口公司 经 理
2008年5月15日
Specimen 3
敬启者：
你5月20日询购羽绒枕的来信收悉，谢谢。
该商品系由中国畜产进出口公司广东分公司经营，为此，已将你方询盘转交该公司，并请该公司直接联系你方。
相信你方询盘一定会得到我兄弟公司的从速办理。 ??启
2008年5月30日
Specimen 4
敬启者：
你6月30日来函收到，谢谢。现报盘如下： 品名： 2006年产河北绿豆 数量： 200公吨
价格： 安特卫普成本加运费价每公吨250英镑 包装： 用普通旧麻袋包装 装运期：2007年9月份
支付： 凭不可撤销信用证、即期汇票支付
本报盘以我方确认有效。如你方认为可以接受，请尽快答复。 ??启
2007年7月12日
Specimen 5
敬启者：
收到你方2月10日函，现确认今日已电复，电文如所附抄件。从我方电报中，你方可得知，我们现可供50吨铜。价格低廉，成本加运费到上海价每吨600英镑，订货一个月内交货。货款以我方为受益人的不可撤销的信用证，凭即期汇票在伦敦以英镑支付。
以上实盘，本月底前报到我方有效。一旦本盘过期，货物即将售出。 ??启
Specimen 6
敬启者：
你11月15日询购杂质含量不超过15%废亚麻的来函收悉，谢谢。现报盘如下：
废亚麻30吨，明年1月份装船，汉堡成本加运费每长吨?马克。相信你们一定会为本报盘对你方有利，
为此，请在12月25日本报盘到期前来电接受。
至于杂质含量20-30%的二级废亚麻，仍按上次报价未变。 ......启
Specimen 7
敬启者：
谢谢9月1日的询盘，根据要求现另封航邮寄我上海印花纯丝细布的目录本一册和样本数册，希望邮件会按时到达你处，并后有助于你们选货。为在我们之间开始具体业务，现特作出下列优惠报盘，以我方确认为准。
商品：8002号上海印花纯丝细布 花色：第46839---2A号 规格：30×36
起定量：20,000码
包装：打包或装木箱，由卖方选择
价格：每码54美元，成本加保险费、运费到里斯本价。 交货：从2007年11月起分3个月3次平均装运
付款：装船前30天开出保兑的，不可撤销的信用证见票即付。 希望以上能为你方接受，等待你方来试订。 ?...启
Specimen 8
敬启者：
现确认你方6月2日来电要求我方报干梅实盘，并奉告我们仅有的几批货已报给别人，但是，如果你们递盘而我们可以接受的话，你们有可能得到这些货。
正如你们所了解的，近来对于梅有大量需求，而需求日增必将导致提价，如果你方即答复，就可抓住行市上涨的机会。
?...启
Section Five Exercises
I. Correct the mistakes in the following sentences: Keys
1. We are interested to in your new models. 2. We await your early reply on the above.
3. We are in urgent need for 300 photocopiers. 4. We shall be glade to receiv your details.
5. Will you quote to us for the goods mentioned in the attached sheet?
6. We shall be grateful if you could send us your catalogue and other necessary information. 7. Please inform us of the prices at which you can supply the goods. 8. Please let us have you lowest price CIF Hamburg.
9. If your prices are satisfactory, we shall place large orders. 10. We look forward to hearing from you soon.
II. Translate the followings into English: Keys
1. We have confirmed telexing you the firm offer for the following goods, subject to your reply reaching here by August 10th.
2. We are very pleased to know that there is a great demand for Groundnut Kernels in your market. We enclose a coply of our Order No. 3841 for your reference.
3. In reply to your fax of June 10th asking us to offer for Blanket No. 23, we are now confirming offering you by fax on June 2nd without engagement the followings
4. Thank you for your letter of July 10. But we regret to say that your price is on the high side and that there is no possibility of business.
5. We are now making you an offer for 20 M/Ts of Bitter Apricot Kernels at ￥5000 per metric ton CIF EMP for prompt shipment.
6. We have approached our clients and their reply is that they cannot accept your offer unless you make a discount of 5% on the price you quoted.
7. I can promise you that, if you buy our product, you will be getting quality. We spend a lot of money to make sure that our quality is much better. We don’t sacrifice quality for quick profits. 8. I’m interested in all kinds of your products, but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F. Rangoon. I’m going to place a trial order for 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense.
9. Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers.
10. This is our office block. We have all the administrative departments there. Down there is the research and development section. That’s the warehouse. We keep a stock of the faster moving items so that urgent orders can be met quickly from stock.
III. Make a list of the mistakes in the following ineffective letter and then write a more effective one. Keys:
1. No subject line.
2. No mention of where he got the name and address of the firm.
3. Outmoded expressions: Desirous?Would be greatly obliged ? if you would favor us with us with a ?
4. No introduction of his company to show that it is capable of doing substantial business. 5. Wrong use of \rates\rather than \prices\\often suggests cheap and shoddy. \?\better.
6. Demanding a substantial discount without providing the supplier with any inducement, no mentioning the amount of orders.
7. The statement about the need to ship the goods quickly is also demanding and without giving
the reason.
8. There is no cordial conclusion to the letter. 9. For reference Dear Sirs, Men's Shoes
We have heard from the London Trade Board that you manufacture shoes for export to Europe . We would be grateful if you could send us details of the men's shoes that you are able to supply together with your price-list.
We are wholesale distributors of shoes in the United Kingdom and have a large number of retail outlets throughout the country. It is therefore very likely that if your products are up to standard, there will be a very considerable demand for them here and that we will therefore be able to place substantial orders with you. We would like to point out, however, that as there is already a wide range of 'budget-priced' shoes from Eastern Europe and Hong Kong in this country, it is essential that your quote competitive prices.
We also hope that you will be able to allow discount facilities on substantial orders and , therefore, would be grateful if you could let us know what special terms you can allow for orders of three thousand pairs.
For your information, the prices are changeful here, so it is important that you deliver the goods soon after receiving orders. Please , therefore, let us know how long you take for shipping the goods.
We look forward to hearing from you soon.
Yours faithfully,
IV. You welcome the inquiry and go on to describe the superiority of your products. Put the Chinese in the letter into English. Keys:
We now enclose our catalogue and a price-list. These goods are superior to any similar goods on the markets. They have been in heavy demands for their unique design, novel styles and reasonable prices.
We can ensure supply before Christmas, and we are willing to allow you 10% off if your orders exceed 600 pieces.
V. Translate the following letter into English: Keys
Dear Sirs:
We confirm email exchanged between us regarding fireworks and mosquito-repellent incense and are glad that we have come to an agreement on the price. Your last email informed us that you could offer us 500 units of a dozen fireworks and 300 cartons of mosquito-repellent incense, which we think is not enough. More and more clients in our country like to buy Chinese products because of their good quality. If we do not take care of the supply of our market, they will naturally turn somewhere else for their needs. So we do hope you can offer us at least 1,000
units of a dozen fireworks and 500 cartons of mosquito-repellent incense.
We appreciate your efforts and cooperation and believe this order will lead to considerable business in the future.
We look forward to your early reply.
Yours faithfully,
VI. Write a quotation or a firm offer covering the following contents: Keys
Dear Sirs,
In reply to your letter of January 5, we’re giving you a firm offer, subject to your reply here by 5 p.m. our time, Thursday, March 27, as follows: Commodity: Shirts for men
Specifications: 10 assortments with new designs of black, white and green colors(details in catalogue)
Quality: the cotton used is superior quality
Price: FOB Guangzhou US$ 18 to 45 according to various designs.
Payment: by confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment Packing: at the seller’s option Shipment: (in) May
We hope the above terms will be of interest to you and receive your order as soon as possible.
Yours faithfully,
Chapter Five Counter-offers Section One Introduction概述
买方认为卖方报盘中的某些条款不能接受时，可以还盘。他们往往提出自己的条款，供卖方考虑。
有时，买方主动向卖方递盘。在递盘中，买方说明按什么价格、根据什么条款购买某种商品。因此，递盘实际上是买方的“报盘”。如卖方认为递盘中某些条款不能接受时，也可以进行还盘。
一笔交易的达成，可能要经过多次的还盘。如双方达不成妥协，其中一方放弃继续洽商，则交易告吹。还盘有时通过电报、电传或传真进行，代替书信，以节省时间。
还盘的过程，有时反映两种不同立场、不同利益之间的矛盾，对于原则问题我国外贸企业必须坚持，要根据不同情况，采取灵活措施。在对外贸易中，答复还盘函电时，措辞要谨慎，要着眼于双方之间的友谊和今后的交易，采取冷静、公正、诚恳的基本态度，并要以对方的立场观点，摆事实、讲道理、说服对方，消除误解，增进相互的理解。
Section Two Specimen Letters Specimen 1
敬启者：
你10月10日函悉，谢谢。
你方还盘歉难接受，因为我所报价格已为其他许多客户的订单证明是可行的。但是，为了满足你方这次要求，如果订量不少于1，000匹，我愿给你2%的特扣。希望你会享受到这次特扣的利益。 ??启
2007年10月20日 Specimen 2 敬启者：
感谢你方6月10日函，给我方3000公斤核桃仁，单价每公斤50美元。
我们抱歉地奉告，贵方价格偏高。我们认为很难说服客户们接受你方的价格。况且，来自韩国和泰国的供应商的竞争是很激烈的。你方不能忽视了这一点。如你方能减价5%，也许能达成交易。
只是鉴于双方长期的业务关系，我们才给上述还盘。市价正在下跌，希望你方取赞许态度加以考虑，并早日来电接受我方的还盘。 ??启
Specimen 3 敬启者：
事由： 200打“青年”牌圆珠笔笔
你10月10日对标题商品的报盘以及样品均已收到，谢谢。
请给10%的佣金，而不是5%，并请接受即期付款交单的支付方式，因为我和其他供货商都是按这样的条款进行交易的。
相信你定会早日来电确认上述条款，以便我正式下单并寄你详细的装船须知。 ??启
2007年10月21日
Specimen 4
Encl.
敬启者：
事由： 200打“青年”牌钢笔
你10月21日函悉，谢谢。现确认我10月28日传真，内容请详见附件。
关于你要求10%的佣金和凭即期付款交单支付一事，歉难同意，因为我和其他客户交易，都是按5%佣金以及凭不可撤消信用证的支付条款进行的。
为此，请重新考虑我方条款，尽力和其他客户取得一致。 ??启
2007年10月29日
Specimen 5 敬启者：
你7月3日函和2000令油光纸的订单均已收到，谢谢。
近来对这种纸张的需求量很大，我已经不接受12月份交货的订单，为此，歉难满足你9月交货的要求。 但是，考虑到我们长期的业务关系，同时涉及的数量也不大，如你方客户能接受9月交货的话，我们愿按下列价格条款接受你的订单：
阿姆斯特丹成本加运费价每令...英镑，11月份交货的日期是有点远，但这是在目前的情况下，我们只能做到这样的程度了。
如认为我方报盘可以接受，请在本月底前传真告知，以便最后确认。 ??启
2007年10月25日
Specimen 6
敬启者：
从4月20日来信，得知你方认为别的供货商报价较低，不接受我方报盘，实在令人失望。
我定价合理，很难接受你方还盘。至于其他供货商发盘的货，质量上是否和我们的类似，或者是否可以我们的相比，颇为怀疑。因此，请提请你方客户注意，并请劝说他们不但要考虑价格，而且更要考虑质量。
盼早复。 ??启
2008年5月1日
Specimen 7
敬启者：
你2月10日按CIF价报200公吨羊毛的来信收悉，谢谢。但是很抱歉，我要求报成本，保险加运费的价格条款。
由于我已和伦敦劳埃德保险公司办妥预约保单的保险手续，每次保险，只需在装运时，把有关情况通知他们就可以了。
而且，该保险公司给我比较优惠的条款。通常我们能定期从该公司领得一笔相当可观的保险费回扣。 请提供有关中国人民保险公司经营保险业务范围等方面的详细情况，以供参考。 盼早日见复。 ??启
2008年2月26日
Specimen 8
敬启者：
事由： 你0789号订单项下5,000个麻袋事宜
你1月23日要求按发票金额加30%投保标题货物的来信收悉，谢谢。
按惯例，对有关货物一向是按发票金额加10%投保。但我愿应你方所请，对该货按发票金额的130%投保，超额的保险费由你负担，特此告知。 ??启
Section Five Exercises
I. Read the following offer letter and use its information to complete the offer sheet. Keys:
1. Woolen sweaters in different colors and patterns 2. 200 dozen
3. US$13 per dozen
4. US$26000
5. 10 d/s after LC 6. London
7. By irrevocable LC
8. In strong polybags put in standard cartons for export 9. 5th April
II. Translate the following sentences into English:
Keys:
1) The quality of our products is well known and universally acknowledged.
2) This offer is firm, subject to your immediate reply reaching us not later than the end of this month. There is a little likelihood of the goods remaining unsold once this offer has lapsed. 3) Your inquiry is having our immediate attention and we hope to make you an acceptable offer in a few days.
4) We are pleased to advise that we are able to supply you with \Brand Bicycles, which have already met with a warm reception abroad.
5) All items we have offered are made of very best quality leather and can be supplied in a range of designs and colors wide enough to meet the requirements of fashionable trade such as yours.
6) We enclose another copy of our catalogue as we feel you may be interested in some of our other products, which include Leather Gloves and Purses, described and illustrated on pages 20---25.
7) Enclosed are two originals of our Sales Confirmation No. CF137. Please counter-sign and return one copy for our file. 8) We wish to draw your attention to the fact that the goods under the captioned Sales Confirmation have long been ready for shipment.
9) Much to our regret, we have heard nothing from you up to the present.
10) Please open the covering L/C in accordance with terms and conditions laid down in the said Sales Confirmation.
11) It is hoped that you will expedite the opening of your L/C so as to fulfill the terms of the contract.
12) Owing to the reasons stated above, we are unable to effect shipment in January as required. 13) Please amend the credit to read: \of the time of shipment and validity to July 10 and 25 respectively.
14) It is imperative for you to instruct your bankers immediately to airmail the original of L/C No.21865 to Bank of China, Guangzhou.
III. Point out which of the following expressions are firm offers: Key:
Firm offer: 1), 4), 7)
Non-firm offer: 2), 3), 5), 6)
IV. Read the five offers and fill in the Information Form.
Keys: offer
No. Name of
goods Specification Unit price Price term
(CIF/FOB) Delivery Payment Firm/ Non firm
1 Ladies Cotton Jacket black/pink 900/dz CIF June/July 100%irrevocable LC N 2 scrap steel plate 3/8'' ? $120 per s/t CFR immediately LC N 3 pure cotton FAQ 1995 crop RMB 8000 per m/t CIF Aug./Sept. as usual F
4 white sugar 2500 tons $300 per ton CIF 20d/s after order sight LC F 5 folding chairs & tables NMR 5 NMR 6 $550 per set $580 per set FOB FOB Jan/Feb Draft 60 days LC N
V. Making counter -offers
Keys: 1. Area of disagreement: date of delivery
advise if you could not quote goods for prompt shipment. 2. Area of disagreement: specification
We hope your future offer will have better chances of concluding business. 3. Area of disagreement: payment
Please advise if you will grant us this favor. 4. Area of disagreement: price
Should you be ready to reduce your limit by 4%, we might come to terms.
VI. How to reply to counter-offer: Keys:
Letter 1:
1. The previous letter is summarized in the first paragraph.
2. The writer has stressed that the prices he has quoted are already as low as it is possible to make them.
3. Despite the difficulties involved, he agrees to allow the higher discount requested, but with the stipulation that it will be for an order of the value previously mentioned.
4. A reason is given for allowing the additional discount, i.e. that this is a first order, and a warning that there can be no guarantee that it will be possible in the future for the reason stated.
5. There is a clear statement of how long the revised terms are offered for and a consequent strong recommendation to place an early order.
6. There is a cordial conclusion which invites future orders.
Letter2 :
1. The first person singular is used, giving the letter a more intimate note.
2. There is a suggested apology, I am afraid?, which is justified, for he clearly will want to apologize for having to disappoint his customer in not being able to meet his request for more favorable terms.
3. There is an assurance that the prices have already been reduced as much as possible and that any further reduction would affect the quality.
4. Writer refers to his company's production costs, the need to use skilled craftsmen and fine materials, the inevitable increase in cost, the reluctance to make the consumer carry these extra costs, but the inability actually to reduce them, which is all intended to excite the reader's understanding and sympathy for his company's position.
5. There is reference to others' lower prices but poorer quality products.
6. There is an assurance that his company's products have sold well elsewhere, and the reason why they have.
7. There is a suggestion to place at least a trial order, and the sympathetic and confidence expressed that this customer will be successful in selling his products.
VII. Write a counter-offer according to the following particulars: Keys:
Dear Sirs,
We thank you for your quotation March 10 for 1,000 sets of Panasonic color TV. We find your price as well as delivery date satisfactory, however, we would give our suggestions of an alternation of your payment terms.
Our past purchase of other household electrical applicances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On the basis, it has indeed cost us a great deal. From the moment to 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 particular taxing owing to the tight money condition and unprecedentedlly high bank interests.
In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either “cash against documents on arrival of goods” or “drawing on us at 60 day’s sight”.
Your first priority to the consideration of the above request and an early favorable reply will be highly appreciated. Yours sincerely,
Chapter Six Conclusion of Business Section One Introduction 概述 A接受
接受或确认实际上是买方或卖方毫无保留的同意。他们通过洽谈，愿意按照双方协商同意的条款签订合同。卖方所报的实盘，一经买方接受，交易即告达成；或者卖方所报虚盘，经买方接受，交易也即达成；或者买方主动向卖方递交实盘、或递交经其本人确认的订单，两者都包括所有必需的贸易条款，经卖方
接受后，也就达成了交易。多数是买卖双方通过大量函电的交往，才达成交易的。在这样的情况下，买方最后向卖方提交正式订单时，还必须确认经双方协商同意的条款，以便卖方接受而达成交易。 接受、确认后，通常由作为卖方的我公司做出合同或外贸常用的销货确认书，由双方会签后执行。
合同或销货确认书必须包含经双方洽谈同意的所有有关条款，合同还要包括向检验、索赔、仲裁、不可抗力等常规条款。如有争论，合同或销货确认书是凭以裁决的唯一合法文件。 B合同
贸易合同是一份由买卖双方同意按照所商定的条款进行交易、并具有法律效力的协议书，它可以是正式的，口头的或书面的。根据我国经济法，进出口贸易合同只能是书面形式才具有法律效力。下面是我国常用贸易合同：
1）购买合同和销售合同，合同中附有一般条款，通常由于大宗交易； 2）购买确认书或销售确认书，由于是简便式合同，通常用于小额交易； 3）协议书，如代理协议，独家代理协议； 4）订单，由进口商或最终用户签定； 5）意向书，通常用于代理；
6）备忘录，与合同一起使用，包括对双方已经同意的合同条款进行解释。
一份正式的合同由三部分组成：约首、约文和约尾。约首通常包括合同名称、合同号码、缔约日期、缔约时间、缔约地点、缔约当事人、当事人的合法依据等。必须特别注意合同中的缔约地点，因为，一旦出现贸易纠纷，缔约地方的当地法律就适用于纠纷的解决。
约文是合同中最重要的部分，包括合同的主要条款，充分反映买卖双方的责任和义务。通常包括商品名称、商品质量、商品规格、数量、价格条款、包装方式、装运日期、支付方式等。在确认书中或者简便式合同中，主要有上述这些条款。详细合同还要包括装运单据、保险、商检、索赔、理赔、不可抗力等，根据不同情况可酌情处理。
Section Two Specimen Letters
Specimen 1 敬启者：
你2月12日传真收悉，现按双方同意的条款，确认售与你方50长吨松香。 兹随函附寄第CF123号销货确认书一式两份，其中一份请签退我方，以便存档。 ??启
2008年2月13日
Specimen 2
敬启者：
你9月6日确认订购下列货物的传真收悉，谢谢。 40长吨滑石块
价格：CIF 利物浦价每长吨?美元
包装：用单层麻袋包装，每袋净重约50公斤
虽然目前市场价格有上升，但为了促进交易，我们仍按以前成交条款接受你方这次订货。
现应你上函所请，随函附去第231号销货确认书一式四份，请签署后退回一份。 我方定将妥善办理你方的订购事宜，请放心。 ??启
2007年11月16日 附件：
Specimen 3
敬启者：
参照我上月23日函及你本月6日电，兹确认下列订货事宜： 品名：茅台酒
酒精含量：45---60% 容量：每瓶500克 数量：100打
价格：CIF安特卫普价每打?美元 包装：用木箱装，每箱装24瓶 装运期：2000年10月份
有关信用证即将航邮，请收到该证后，即以第一只可以装运的船只装运上列货物。 请从速办理，预致谢意。 ??启
2008年6月8日 附件：如文
Specimen 4
敬启者：
现随函附寄第350号正式订单一纸，向你方订购1，500张骡皮。
这批货系我公司（中间商）自己出资购买的，打算分销给几家有意购货的客户，他们一向从阿根廷采购皮革，但我们认为能劝说他们试用你们的皮革。
如果你方首批来货的质量能令人满意的话，我们保证将继续向你订购。 ??启
2007年8月1日
Specimen 5 敬启者：
我们很高兴已向你方订购花生油200公吨，现随函附寄订单一份，请查收。有关信用证将于几天内电开你方。
对这批订货，我方客户同意分运，这样将使你方可以从4到6月份三个月装运。如你方能按一定比例，分月装运，而不是把200公吨整批货物集中在同一个月内装运，将大大有利于我们的客户。有关的客户都是我市最大的食用油进口商，他们很可能在本月份将再次向你们订货。 谢谢你方的协作，希望今后有更多的业务合作。 ??启
2008年2月7日
Specimen 6 敬启者：
我们希望提及最近来往传真并很高兴确认与贵方达成了一笔80公吨花生仁的交易。
现随函附寄我方的9181号销售合同一式两份，请会签并寄回一份给我方以便存档。我们相信贵方将早日开出有关信用证。关于额外的数量，我方正在办理并将在下周某个时间给你方报盘。 ??启
Specimen 7
敬启者：
我们确认向你们销售下列货物，并按下列条款签订合同。 数量：3000吨
规格：美国常规标准罐装燕麦 价格：CIF纽约价每吨50美元 重量：净重 皮重
装运：即时装运，直达目的港，不允许转运。
付款条件：凭装船单据以不可撤销的信用证付款。 保险：海险由我方承担。
条款：有争议的问题，我们同意由??仲裁。如果货物10天内不抵达目的港， 不接受索赔。 说明：会签后请将原件复制一份寄回，以证明你方已接受。 ??启
附件：祥见附件
Specimen 8 敬启者：
你6月18日来函收到，谢谢。此后，又经双方多次电传的交往，导致我们向你方购买下列货物： 5,000张牛皮，成本加运费伦敦价每张50英镑
这批5,000张牛皮须分2,000张，3,000张两批包装，并须分开两张提单装运，因为这批牛皮是分别运交两家不同的客户的。
请按所附订单所给的批号刷印包件，这点务请注意，以免货物上岸时混淆不清。 ??启
2008年6月28日
Section Five Exercises
I. Solve the supply problems
Keys:
1. approach another manufacture in this instance. We are sorry not to be helpful, but hope you will understand our position.
2. offer you a special discount of 5% on your orders placed before the end of March. Please let us know if you agree to this offer by cable.
3. keeping your order before us. Should our supply position improve, we will get in touch with
you immediately.
4. recommend you our new Model XXL580 instead. We wish to inform you that there is a better demand for this new model, because it is not only similar to the old one but also superior in quality. Besides, it gives more satisfactory service to customers. )
II. Sending the Sales Confirmation Keys: 1. Seller
2. To countersign the S/C 3. 2 copies are enclosed 4. means add another signature to a document already signed by the Seller to give it more authority 5.（省略）
III. Countersignature
Keys: 1.S/C. This shown by the phrase 'properly executed'.
2. The writer will pay the bill.(A bill is always paid by the Buyer. 3. S/C
4. properly; rewarding; routed; executed
IV. Translate the following sentences into English: Keys:
1) Thank you for your letter of March 11 and your Order No. C2/32 attached thereto (enclosed therewith).
2) We confirm having accepted your order for 5 M/T Dried Chilies, new crop, at $ 80 CFR Damascus for May shipment.
3) Enclosed is our S/C No. AG-9960 in duplicate, one copy of which please sign and return to us for our file.
4) Despite the current high bid, but in order to promote the development of future business, we would like to accept your order in accordance with the conditions of your past orders. 5) I would like to repeat the offer: 15 Tunnel Frilling Rigs, specifications detailed in the technical information, at �57,000 each FOB European Major Ports.The deal will be concluded on the this conditions.
6) All the shipping documents should be prepared well in order to present to the banks for negotiation, which will last one week sometimes. 7) We are very pleased to conclude the business and hope there will be more chances for cooporation between us in the future.
8) We should invite your attention to the point that the terms of the L/C must be in strict accordance with those in the contract so as to avoid subsequent amendment in the future. 9. We confirm having accepted your order for 5 M/T Dried Chillis, new crop, at $80 C&F London for May shipment.
10. Enclosed is our S/C No,AG-9460 in duplicate, one copy of which please sign return to us for our file.
11. We believe that the good business relations between us will lead to many more transactions on the basis of equality and mutual benefits. 12. We have received your letter of July 20, 2007 together with an order for 1,000 Sewing Machines.
Enclosed please find our S/C No.345 in duplicate, one copy of which please sign and return to us for our file.
13. We confirm having accepted your Order No.85 for 100,000Yards of Cotton Prints, Art No.1002. Please let us know the color and assortment and open the covering L/C in our favor according to the terms contracted.
14. The 5% discount can be deducted from the L/C and after shipment we will send you a check to cover the 3% commission.
15. 3% is too low, I think. You see, we have a lot of work to do in promoting the sales, such as advertising on radio or TV, printing booklets, leaflets, catalogues and so on. It all costs. 3% is not enough.
V. Write a letter based on the following particulars: Keys:
Dear Sirs,
Thank you for your letter of March 15 enclosing your order for 500 Tractors.
On receipt of your letter, we contacted our manufacturers at once but they declined you order owing to heavy commitment and shortage of raw materials. However, after our efforts at persuasion, we have succeeded in getting their consent to accept the order for delivery in five equal lots, i.e. 100 Tractors each month commencing from January next year. We telexed you this morning accordingly and are now awaiting your confirmation. We are aware that you are in urgent need of Tractors and we are approaching other manufacturers for possible supply of earlier deliveries. Please do not hesitate to send us your specific enquiry to which we will pay our prompt attention.
Yours faithfully,
VI. Put the following letter into English:
Keys:
Dear Sirs,
We have duly received your Sales Contract No.5623 covering 50 tons of 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 favor. 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,
Chapter Seven Terms of Payment Section One Introduction 概述
支付在对外贸易中的作用十分重要，买卖交易的最终目的是要收回货款，如果不能保证收到货款，那么，一切都没有任何意义。
对外贸易中的支付程序很复杂，支付方式多种多样，每笔交易的支付方式都应在下订单时由交易双方达成协议，在我国对外贸易业务中最常使用的支付方式是信用证。
在学习这章时，同学们要熟悉各种支付方式和结帐方式，特别要了解我国对外贸易中常用的支付方式。
Section Two Specimen Letters Specimen 1
敬启者：
我方以往一直用保兑的、不可撤销的信用证支付从贵公司购买电风扇，这种支付方式使我方成本加大。从开立信用证到买主付款，资金占用约需3个月。当前，因我方资金紧张及银行的高额利息，此种支付方式实属负担过重。
如能给予更加易于接受的付款条件，我们相信，这样的照顾一定会有利于促进你我之间的贸易。为此，我们建议采用“货到后凭单付款”或“见票后30天付款”方式支付。 如能优先考虑上述要求，尽早给予令人满意的答复，我方将不胜感激。 ??启 Specimen 2 敬启者： 帐号：37612
我们特致函通知您，到目前为止，我们仍未收到您对不6月8日7712号发票的付款，付款总额为600英镑。如果您能立即关注此事，我们将不胜感激。如果款项已于过去的几天内支付，则不必回复，并接受我们的感谢。
如果您对帐目有疑问，请与我们联系，电话：13168894756 ??启
Specimen 3
敬启者： 帐号：9211
从我方记录中得知，您帐户上的欠款已经超出了信用额度2,000 英镑。您帐户上目前的欠款为2,891英镑。
为了把欠款减少至双方所协定的范围内，请于14日内送总额891英镑的支票。 盼早复。
??启
Specimen 4
敬启者：
我方已收悉你装运发票94/023号。该发票的金额应改为8,800美元。因此，你方应补偿500美元以便我方能够按最终发票和2007年12月4日的传真结帐。 ......启
Specimen 5 敬启者：
继我方1月14日传真，现随函附上668/456号货物价值的最终发票和你方支付的结算表，请查收。我们已通知我方的财会部门的职员再次寄送668/456号原始最终发票给你支付款项。
有一些项目到期很长时间了，但还是一直悬而未了。我热切希望你迅速解决这个问题, 不再拖延。 请即时办理此事,我们将不胜感谢。 ??启
Specimen 6 敬启者：
我们已收到你行关于偿付我行议付编号203的贷记单，希望你们注意，你行付款数字比我行要求的2，800美元少550美元。
请查正此事，将550美元的短款贷记我总行帐户并通知我们。 ??启
Specimen 7
敬启者：
你2007年11月14日的来信收悉，谢谢。
我们很高兴收到你方定单，现我们能供应EM127号的磁带。我们也能按排好装运期。 我们不方便凭不可撤消的信用证支付，向你银行开45天的汇票。
我方现正等待你方的信用证早日到达，一收到该信用证，我方将根据定单规定按排装运。你们的任何要求都将得到我方的立即处理。 ??启
Specimen 8
敬启者：
关于我方9月26日的询价信，现已收到你方形式发票第7659号，并拟首次向你方订购型号EM127DN录音带5000盒，定单号为8873。
我们已通知我方往来银行，即委内瑞拉商业银行开立以你方为受益人的不可撤消的跟单信用证，其金额为8，800英镑。该证即将由我方银行的伦敦往来行保兑。现授权你方凭此信用证向我方银行按你方发票金额开立见票后60天付款的汇票。你方汇票必须随附全套装运单证，包括： 全套清洁已装船提单 商业发票 5份 保险凭证 3份
按照商定，我方银行将承兑你方按包括保费在内的发票金额向它开立的见票后60天付款的汇票。因此你
方的汇票是见票后60天付款，其金额为成本加运保费的发票总金额。该信用证有效期至明年2月20日止。 ??启
2007年11月14日
Section Five Exercises
I. Match the words on the left with those on the right Keys
1.C 2.h 3.f 4.g 5.o 6.k 7.m 8.r 9.n 10.b 11.p 12.d 13.a 14.i 15.j 16.e 17.l 18.q
II. Choose the word which has a meaning similar to that of the given word: Keys:
1.B 2.B 3.C 4.C 5.A 6.C 7.B 8.C 9.A 10.A 11.B 12.A 13.B 14.A 15.C
III. Read the bill of exchange below and answer questions. Keys: 1. Drawer: Henan native produce ? Drawee: Hanover Trust Co. 2. 4th DEC, 1999 3. two copies 4. US$63,162.00
5. Unite States Dollars Sixty Three Thousand One Hundred And Sixty Two Only
6. The sender's place is on the bottom right and the receiver's is on the bottom left. 7. 90 days 8. LC
9. USD: US dollars; No.:unmber; LC: letter of credit; CO.: Company
IV. Read the following letters regarding payment terms. Identify the writer, the term proposed and the reason given. Then fill the Information Form. Keys:
Letter No. Buyer/Seller Term proposed Reason 1 Buyer CAD凭单付款 Deal of small value
2 Buyer T/T电汇 Assure the time of delivery & save expenses 3 Seller CIA(not COD货到付款) Usual practice 4 Seller D/A承兑交单 To push sales
5 Seller D/P付款交单 To expand business
6 Buyer Consignment Unable to make purchase on his own
V. Fill in the blanks with the appropriate words: Keys:
method, international, letter, ideal, for, trade, gives, starts, issue(open, establish), amount, and, instructions, transaction, sends, correspondent, On, correspondent, credit, usual, confirm, undertakes, due, forth(out), with, knowing, money, secure, behalf, carried out
VI. Translate the followings into English: Keys: 1). Please note that payment is to be made by confirmed, irrevocable L/C allowing partial shipment and transhipment, available by draft at sight.
2). Our usual mode of payment is by confirmed, irrevocable letter of credit, available by draft at sight for the full amount of the invoice value to be established in our favor through a bank acceptable to us.
3). It has been our usual practice to do business with payment by D/P at sight instead of by L/C. We should, therefore, like you to accept D/P terms for this transaction and future ones. 4). Your proposal for payment by time draft for Order No.1156 is acceptable to us, and we shall draw on you at 60 days' sight after the goods have been shipped. Please honor our draft when it falls due.
5). In order to pave the way for your pushing the sale of our products in your market, we will accept payment by D/P at sight as a special accommodation.
6). Your request for payment by D/P has been taken into consideration. In view of the small amount of this transaction, we are prepared to effect shipment on this (D/P) basis.
7). If your L/C reaches us before the end of this month, we shall do our utmost to arrange to ship the goods you ordered at the beginning of next month.
8). Please see to it that the L/C stipulations are in exact accordance with the terms of the contract.
9). As to your Order No. ..., please telex L/C immediately so that we can arrange shipment. 10).As we are in urgent need of these goods, please expedite shipment upon receipt of our L/C. 11).Please amend the Credit as requested, otherwise we cannot negotiate our draft. 12).In reimbursement of these extra expenses, please draw on us.
VII. Translate the following letter into Chinese
Keys
Dear Sirs,
We've received your letter of 9th February, asking us to send you a shipment of Tea Sets for sale on D/A term.
As is known to all, our payment must be made against sight draft under a confirmed, irrevocable Letter of Credit for the amount. Therefore we regret we cannot accept your request. But in view of your goodwill of pushing the sale of our products, we can exceptionally accept the payment by L/C at 60 days' sight draft.
We trust that the special accommodation given to you will enable you to make a favorable decision.
We are awaiting your reply for further consultation. Yours sincerely,
Chapter Eight Establishment of L/C and Amendment Section One Introduction 概述
当达成一笔交易后，买方有义务在规定时间内通过往来银行开立相关信用证。然而，在某些情况下，有时会发生买方未能按时开立信用证，或者信用证没有按时达到卖方的情况，这时就必须写一封信，或发电传，或发传真给买方，敦促他尽快开立信用证，或弄清信用证的下落。当要求开立信用证时，首先发出的信息应该是一个礼貌性的信息，说明订购的货物都已准备好，但有关信用证还没有收到。如果对方没有回复第一封信，可以再发第二次信函。这一次，虽然仍克制克情绪，但要表达失望和惊讶。
当卖方认为，信用证上某一条款，或某些特殊条款以前没有见过，而且卖方也不同意接受这些条款，那么，卖方应通知买方，要求他作出相应修改。有时供货情况或装运期出现意想不到的情况，这时候，也会要求修正改信用证。
不仅卖方可以要求修改信用证，如果买方发现信用证中的某些条款需要变更时，他也可以要求修改信用证。通常的做法是：买方应先征得卖方的同意，然后再指示其开证银行作出相应修改，可以通过信函、电传、传真或电子邮件发出修改信用的通知。
此外，信用证中规定的装运日期都有一个截止日期，为了留出足够的时间让卖方做好装运单据，以及与银行进行交涉，信用证中的装运期与信用证的有效期应相隔两周时间以上。
有时卖方可能无法按时备妥获货物，或者买方因这样或那样的原因要求推迟交货，那么，买方需要延展信用证的装运期和有效期。
就性质而言，信用证与可能作为其依据的销售合同或其它合同，是相互独立的两种交易。即使信用证中提及该合同，银行亦与该合同完全无关，且不受其约束。因此，一家银行作出付款、承兑并支付汇票或议付及/或履行信用证项下其它义务的承诺，并不受申请人与开证行之间或与受益人之间在已有关系下产生的索偿或抗辩的制约。
受益人在任何情况下，不得利用银行之间或申请人与开证行之间的契约关系。
开证指示、信用证本身、对信用证的修改指示或修改书本身均必须完整和明确。为防止混淆和误解，银行应劝阻有关方：
勿在信用证或其任何修改书中，加注过多细节
在指示开立、通知或保兑一个信用证时，勿引用先前开立的信用证（参照前证），而该前证受到已被接受及/或未被接受的修改所约束。
有关开立信用证的一切指示和信用证本身，如有修改时，有关修改的一切指示和修改书本身都必须明确表明据以付款、承兑或议付的单据。 Section Two Specimen Letters Specimen 1 敬启者：
关于销售确认书第SX260项下的6000打男式衬衫，我方提请你方注意，尽管装运期已经临近，但至今我方仍未收到相关信用证的任何消息。请尽力加快开立信用证，以便我方能够按规定执行订单。 为了避免今后的修改，请注意信用证中的条款必须与合同中的条款完全一致。 期尽早望收到你方肯定答复。
??启
Specimen 2 敬启者：
我们已向旧金山商业银行开立一张BY/87号—缝纫机，金额为??美元的信用证，以贵行为受益人，有效期至5月30日，信用证将由中国银行上海分行加保，该银行将凭单承兑发票所开金额。 议付需凭下列单证： 商业发票一式三份 提单一式两份 保险单一份
缝纫机装运后请即通知我方。 ??启
Specimen 3 敬启者：
事由：我方C234号销售确认书
关于我方C234号销售确认书项下的5000吨小红豆，我们希望你方要引起注意：交货期即将来临，但我方至今依然未收到你方的有关信用证。请尽力加快开证以使我们能顺利地执行订单。 盼速复佳音。 ??启
Specimen 4 敬启者：
我们已收到关于15，000打弹力尼纶袜的，由伦敦查特德银行开出的你方3639号信用证，金额为12345英镑。经详阅后，我们发现没有允许转船和分批装运。
由于开往你港的直达轮船稀少，我们常常不得不在香港转船。至于分批装运，这将对我们双方都有利，因为我们可以马上发运我们手头上的货物而不需要等待整批货物都完成。 因此我们今天下午发邮件与你方，要求你方将信用证修改为：\允许分批装运或转船\。
由于我方货物已经包装就绪备妥待运已久，务请你方传真修改书不误为感。 ??启
Specimen 5
敬启者：
关于我方3月10日和4月20日的传真，要求贵方开立有关标题订单项下的信用证。非常遗憾，直到目前为止，我方仍未收到任何相关消息。
我方不得不提请你方注意，在下订单时，你方同意一旦收到我方销售确认书就立即开立信用证。很遗憾，你方未能按照协议去做。由于货物早已备妥待运，请贵方立即采取措施从速开立信用证，以便完成这笔交易，双方获利。
期盼早日收到贵方好消息。 ??启
Specimen 6
敬启者：
你方5月20日季来的第222号订单及随函附寄的装船指示均已收悉，谢谢。
所订货物正在生产之中，你方告知将开立以我方为受益人的、有效期至8月22日止的不可撤销信用证。敬请立即将该证寄出。
一收到你方信用证，我方将按装运指示要求尽快包装及装运货物。兹保证，我方将做好完善装运，以使贵方满意。
??启
Specimen 7
敬启者：
关于NSW6180信用证
7月7日来函收悉，得知你方未能将标题所列信用证予以展期，深表遗憾。
你们知道，这里每月只有一艘于上半月驶往你方港口的船只。就我们所知，该货轮将于一、两天内驶离此港，且舱位预订截止日期已早过。因此，我方不可能在本月内把货物装运。请按我方6月30日信中要求，尽力将信用证展期。 请即办理并传真告知。
??启
Specimen 8
敬启者：
我方愿解释信用证的修改事宜。
按我方收到信用证规定，应在见票后120天付款，但我方愿见票后即付。对此你方已表示同意，订单也已明确注明。因此，请按你方订单加以修改。货物将于本月20日前装运。如能按我方要求立即修改信用证，我方将不胜感激。 请复电。
??启
Section Five Exercises
I. As soon as the exporter receives the L/C, he should check that the terms of the credit are in conformity with the terms stipulated in the SC. In case of an inconformity, known as discrepancy, the seller should report it to the buyer and request its immediate amendment. Problems of this kind often occur in the following areas: delivery, payment, prices, and choice of words. Identify the problems and complete the letters by suggesting a solution. Keys:
1. increase the amount of your LC by $600 LC amount is insufficient
2. make the necessary amendment to the LC so that the currencies of the documents are the same. discrepancy in currency
3. amend your LC as stated in your order
payment terms differ between LC and order sheet
4. amend your LC to read \discrepancy in terms of delivery
II. Examine the following L/C with the following contract to see whether the stipulations in the L/C are exactly the same as those in the contract. If not, please write a letter to ask for proper amendments: Keys:
Dear Sirs,
Your L/C No.9524/86
We are glad to receive your above L/C covering our S/C No.95/3456 in due course. On perusal, we find that some terms in the L/C are not in conformity with those in the S/C. We are now asking you to amend the L/C as follows:
1) Increase the amount up to US$60,800.
2) Modify the shipment time “on or before 10 July” to “ in July”. 3) Amend “30 days’ L/C” to “sight L/C”
4) Change the packing clause “in seaworthy reinforced cardboard box” into “wooden cases”. 5) Change the port of destination “Boston” into “New York”. 6) Amend “Partial shipment and transhipment are allowed” to “Partial shipment and transhipment are allowed, is prohibited”, and delete the words “through B/L required” 7) The contract number is “95/2456” instead of “95/3456”
8) Amend the validity of L/C to “with in 15 days after the date of shipment.”
For the shipment date is approaching, we hope you will amend the L/C as requested promptly.
Yours faithfully, ?
III. Check the L/C and make amendments in English, where necessary, according to the contract terms given below:
Keys:.
ABC Bank
Date: 20 October 2008
To: Bank of China Shaanxi Branch
We hereby open our irrevocable letter of credit No. L-3789 in favor of Shaanxi Textiles I/E Corp. for account of Austria Trading Corp. up to an aggregate amount of DMK 30,000.00 (Say DEUTSCHE MK THIRTY THOUSAND ONLY) CIF Hamburg for 100% of the invoice value relative to the shipment of: 100 pieces of White Rabbit Brand blanket as per Contract No. SW-2598 dated Oct. 20, 2008 from China port to Hamburg. Drafts to be drawn at sight on our bank and accompanied by the following documents marked “X”.
(X) Signed Commercial Invoice in triplicate
(X) Full set of Clean On Board Bills of Lading made out to our order quoting L/C No.3789, marked “FREIGHT PAID”
(X) One original Marine Insurance Policy or Certificate for 110% full invoice value covering All Risks and War Risk, with claims payable in Austria in the currency of drafts. Partial shipments are permitted. Transhipment is permitted.
Shipment must be effected not later than January 31, 2008.
Drafts drawn under this credit must be negotiated in China on or before January 31, 2008.
IV. Check the L/C and make amendments in English according to the clauses set forth in the following contract: Keys: XYZ Bank
Date: 20th February, 2008
To: Bank of China, Shanghai(Guangzhou)
We hereby open our Irrevocable Documentary L/C No. A50-6781-338 in favor of China National Textiles Imp. & Exp. Corp, Guangzhou Branch, for account of Endo Trading Co., Ltd. Osaka Branch up to an aggregate amount of US$ 220,5000 (Say Canadian(US) dollars two hundred and twenty thousand five hundred only), Kobe/Osaka for 100% of the full invoice value covering the shipment of 5000 dozen of Men’s Cotton Y/A Short(Long) Sleeve Shirts, Fabric(Garment) Washed, as per Sales Contract No. 90(1)Ja1002 dated March 3, 2008, from China. Size: S/4, L/4, M/4 per dozen
Unit price: @ US$3,50 per pc CIFC3% Kobe/Osaka
Total value: US$220,500 (Say US Dollars Two Hundred and Twenty Thousand Five Hundred only) Port: to Kobe/Tokyo(Osaka)
Drafts to be drawn at 45 days(at sight) after on ourselves accompanied by the following documents marked “X” below:
(X) Signed Commercial Invoice in triplicate
(X)Full set of Clean On Board Bills of Lading made to order, blank endorsed, marked “Freight Prepaid” and notify the accountee.
(X) One Original Marine Insurance Policy of Certificate for 10% of the invoice value covering All Risks, War Risk and TPND(no this coverage) with claims, if any, payable in Japan in the current of drafts 5% more or less in quantity and invoice value are allowed. Partial shipments are permitted.
Transhipment is prohibited(permitted).
Shipment must be made not later than 30 April, 2008.
Drafts drawn under this credit must be presented for negotiation in China on or before 16 May, 2008.
V. Translate the following into English:
Keys:
1. This change would involve a lot of extra expenses. 2. This problem would involve us in no small trouble.
3. We find it necessary to request you to amend your L/C as allowing transshipment, failing which the delivery of this order will by force be delayed beyond the contractual date.
4. Your request for D/P terms of payment is just under consideration, decision on which, we hope, will be made known to you in no time.
5. As the amount in our Order No. ? does not exceed $1000 and the opening of an L/C will involve a lot of expenses, please agree to payment by D/P.
6. In order to avoid subsequent amendments，pls see to the followings.
7. As the amount of L/C No?4048 is incorrect，pls correct it to ￥4686，under advice to us。 8. It is impossible to extend the L/C because of import license restriction. 9. We wish to draw your attention to
(1) the changes in the conversion rate between Renminbi and Pound Sterling.
(2) the fact that the price quoted in our proforma invoice is based on CIF Lagos net excluding commission.
(3)the fact that the quotations we got from other directions are much lower than yours. Because the shipping space is insufficient for 10000 metric tons of Soya Beans, we are unable to advance shipment of the whole lot to October. Please amend the covering L/C to allow partial shipment.
VI. Multiple Choice Keys:
1. B. 2. B. 3. A. 4. A. 5. A. 6. D. 7. C. 8. A. 9. D. 10.D. 11.B. 12.C. 13.A. 14.A 15.D. 16.B. 17.B. 18.B. 19.A. 20.D.
VII. Translate the following letter into English:
Keys
Dear Sirs,
We have received your letter of June 28 and learned that you are interested in Absorbant Gauze.
We are sorry to say that the Gauze of 19x15 enquired for is out of production at present, but some cuttings of the nearest are enclosed, each marked with price and specifications. We hope that you will make a choice from them. Shipment will be made within six weeks after receipt of your L/C.
As requested in your previous letter, we are forwarding separately a copy of our catalogue and
would draw your attention particularly to Pages 10 to 15, which describe fully the quality and specifications of our Surgical Dressings. We are always willing to send you samples of any kind that you may be interested in, and assure you that any enquiries you may send us shall have our careful and prompt attention.
We look forward to your reply soon.
Yours faithfully,
VIII. Fill in the contact forms in English with the following particulars:
Keys:
SALES CONTRACT
Contract No.08-331
Sellers: Shandong Native Produce and Animal By-products Import and Export Corporation Buyers: Rotterdon Foodstuffs Import and Export Company
This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the undermentioned commodity according to the terms and conditions stipulated below: Commodity: Groundnut Kernels Specifications: FAQ 2008 Crop Quantity: 50M/T
Unit Price: At RMB ￥3550 per m/t CIF Rotterdam
Total Valve: RMB ￥177500 (Say RMB One Hundred And Seventy-Seven Thousand Five Hundred Only) Packing: In double gunnubags
Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk
Time of Shipment: During November 2008 Port of Shipment: Qingdao of China Port of Destination: Rotterdam
Shipping Mark: At Sellers’ option
Terms of Payment: By irrevocable L/C available by draft at sight
Done and signed in Qingdao of Shandong on this 10th day of May,2008.
IX. Please fill in the contract according to the information you have got from the following parts:
Keys:
CONTRACT No.08/1234
Sellers: Guangzhou Garments Imp./Exp.Corp.
Buyers: Messrs.J.Handerson & Co., New York City , USA
This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the undermentioned commodity according to the terms and conditions stipulated below: Commodity: Silk Blouses
Specifications: Colours: pink, blue and yellow equally assorted Quantity: 1 000 dozen
Unit Price: At US＄52.50 per dozen CIF3% New York
Total Valve: US＄52 500( Say US Dollars Fifty-two Thousand Five Hundred Only) Packing: In cartons
Shipping Mark: At Sellers’ option
Insurance: To be covered by the Seller Time of Shipment: In November 2008
Partial shipment(s) allowed Transhipment allowed Port of Shipment: China Port Port of Destination: New York
Terms of Payment: By irrevocable L/C payable by draft at sight to remain valid for negotiation in China until the 15th day after the date of shipment.
Done and signed in Beijing on this 3rd day of August, 2008.
X. Fill in the Sales Confirmation for the transaction stated in the following letter: Keys:
Shanghai Silk Branch 上海中山东一路十七号
17 ZHONG SHAN ROAD (E.1) SHANGHAL. CHINA 售货确认书
SALES CONFIRMATION TION
To Messrs. 日期 Date 8th May 8, 2008 No.: SSB9574 签约地点
Signed at : Shanghai?? 兹经买卖双方同意成交下列商品订立条款如下：
The undersigned Sellers and Buyers have agreed to close the following transactions according to the terms and conditions stipulated below: （1）商品：
Commodity：KKK Brand Men’s T-shirt, （2）规格：
Specification：white, L-size and M-size （3）数量：
Quantity：250 dozen with L-size & M-size equal number （4）单价：
Unit Price：US$100.00 （5）总值：
Total Value: 50,000 （6）装运期：
Time of Shipment：September 2008 （7）包装：
Packing：in cartons of 2 dozen each, 10 cartons to a wooden case （8） 装运口岸和目的地：
Loading Port and Destination：Shanghai Port to New York Port （9）装船唛头
Shipping Marks：at seller’s option （10）付款条件：
Terms of Payment：
TERMS of payment：by 100% value confirmed irrevocable letter of credit by draft at sight with transshipment and partial shipments allowed, to reach the Sellers ___30___ days before month of shipment, with shipment validity arranged till the 15th day after the month of shipment, and remain valid for negotiation in the loading port until the __15____ day after the shipment validity.
（11） 保险
Insurance：To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value.
买方 卖方
The Buyers The Sellers 中国纺织进出口公司 上海丝绸分公司 China National Textiles Import & Export Corporation
Shanghai Silk Branch
Chapter Nine Packing
Section One Introduction 概述
包装在国际贸易中非常重要，可以这样说，商品的包装就像人们要穿衣服一样。包装的最终目的是为了使货物在运输途中保持量好，不受损失。好的包装可以经受住最粗鲁的搬运。国际贸易中的包装可分为运输包装（也可称为外包装）和销售包装（也可称为内包装）。运输包装的作用是保证货物在运输途中完好无损，因此，这类包装要坚固，足以保护货物免遭任何损害，免遭盗窃，搬运方便，易于货物装卸。销售包装主要是为了方便销售，特别在销售日产用品时，销售包装的作用越来越重要。销售包装的方式多种多样，材料也丰富多彩，只要能让商品看上去具有吸引力就行，此外，销售包装还要注意简便易用，有助于销售。除了这两种包装以外，还有另外一种包装，叫中性包装，这种包装没有产地，也没有商标，目的是为了在进口国避税，或者是满足买方的特别需要。
包装标识应清楚明了，外包装标识有运输标识，指示性标识，警告性标识三种。运输标识包括以下内容： 1）发货人或收货人单位名称的缩写； 2）合同号或者信用证号； 3）目的港；
4）货物序号。
有时也可以标明货物重量和大小尺寸，那些有助于货物识别的内容都可以，如易爆品。
相对于外包装来说，内包装要求要高很多，颜色美丽鲜艳，设计具有创新性，外观吸引力，这些都是内包装必须考虑的问题，其主要目的是有利于促销。
包装信函要写得清楚明了，卖方可以向买方说明惯用的包装方式和材料，此外也可告诉对方可以根据买方要求包装货物，但额外费用应由买方负责。买方则可以告诉卖方以前货物包装的情况，或者对货物包装的担心。如果要对合同中有关包装条款的修改，都要经过买卖双方同意方能修改。
Section Two Specimen Letters Specimen 1
敬启者：
销售确认书第99A/782号
你10月10日的来信及附函附上的销售合同一式两份均已收悉，谢谢。我方想指出的是其中的包装条款不够清楚，相应的条款应按下列要求：
包装：用适合海运的出口包装，能适应海上远距离运输。 为了避免以后的麻烦，我方希望按下列要求标明包装条款：
标题合同项下的衬衫，要用塑料袋包装，5打装一个纸板箱，20箱装一个货盘，10个货盘装一个ECL集装箱。在外包装请刷上我方的开头字母JHCL，其中包括目的港和订单号。此外，还请用三角形标明\勿压\等指示性用语。
我们已在合同中就上述内容处做了注脚，请及时会签后退还一份给我方。愿你方认为一切准确无误，并请你方特别关注包装一事。
盼望及快收到你方装船通知，在此先谢为感。 ??启
Specimen 2
敬启者：
事由：439号定单
兹通知你7月1日运至悉尼的300箱手工锯子到达时情况良好，这表明你方已进行包装改进。
关于运给我方的手工钻头，我们希望每箱装2打，每个木箱装50盒。我们相信你方会特别关注有关包装的要求，以避免在装运途中受损。
能否满足我方装运要求，请传真我方。 ??启
Specimen 3 敬启者：
事由：88AJK/4763号销售合同
你方10月25日来信及所附上述销售合同一式三份已收悉。但得说明，合同中有关包装条款不够清楚，相关条款是：
支付： 凭保兑的、不可撤销的即期信用证支付。
为了避免未来可能产生的麻烦，我们事先表明我们对支付的要求
希望你方特别关注此事并尽快收到你方装船通知。 ??启
Johnson & Harrison Co. Ltd
Specimen 4
敬启者：
很遗憾通知贵方，贵方2月12日发往迪拜的200箱铁钉中，有20箱受到严重损坏，当然，这不是贵方的过错。
我方不得不写信于贵方谈论有关铁钉包装之事，我方认为有必要向贵方表明我方今后交易的包装方法，以避免今后的交易中出现类似的损坏。
发往迪拜的铁钉用木箱装，净重112磅，每箱内装重量各为7磅的16袋铁钉。发往马耳他的铁钉用双层麻袋包装，每袋重50至60公斤。英国市场上，客户喜欢装25公斤的纸板箱。 请求贵方告知能否满足这些要求。 ??启
Specimen 5
敬启者：
参见798号定单
我们高兴地通知你方：你们运往新加坡的1000箱手手工工具于5月12日完好抵达，这表示贵方在包装方面做了很大改进。
关于即将装运给我方的手锯，我们希望你们用盒装，每5打1盒，20盒装一纸板箱。为避免运输过程中的损坏，我们坚信你方会特别注意包装问题的。如果你方能适应我方要求，请发邮件告知。 ??启
2007年月20日
Specimen 6 敬启者：
今函告，你方未来在我处订购的外衣我们将用纸板箱而不用木板箱包装。因为用纸板箱包装有下列优点： 它可防止惯贼，因为被偷的迹象更容易被发现。 它相当适合海运。
纸板箱垫有一层塑料能防潮。
纸板箱相当轻而且结实，便于搬运。
上述意见是对纸板箱和木板箱两种包装方式的特征进行比较研究而作出的，也是按已经装运的结果为根据而做出来的。我们希望你们能接受我们的纸板箱包装，并向你方保证我们的真诚合作。 谨致良好的祝愿！ ??启
湖南丝绸品公司
Specimen 7 敬启者：
参见668号定单
谢谢你方8月1日来信，我们立即将消息传给了我们的顾客，他们正积极地设法说服客户接收你方的还价。
同时，我们的顾客希望知道你方莲子的包装情况，那是： 怎样对该货进行包装以吸引顾客？
采取什么样的措施来保护货物免遭损失和雨淋？ 采取什么措施防止内包装被撕破？ 关于上述情况，望回函告知详情。 急盼回信。 你的忠诚的
J.R Longfellow & Co. Specimen 8 敬启者：
我们注意到你方9月29日来信，关于包装一事我们已与客户进行了联系，而且经我们反复解释过，他们认为如果你们保证若保险公司以用的纸板箱不适合海运为由而使他们得不到赔偿，一切费用由你方赔偿，那么他们将不反对你们把服装包装在纸板箱内。
我们认为将此事告知你们是我们的责任，并把这看作为一项默契，即万一保险公司拒绝赔偿，你们将对我方客户因你方用这种纸板箱而遭到的损失负责。
我们相信你们会理解，我们的坦言是出于我们双方的共同利益，因为包装是一项敏感的事，常常导致贸易纠纷。
我们感谢你方的合作。 ??启
Section Five Exercises
1. Fill in the blanks with the a proper word:
Keys:
1. Marking 5 sales 2. packing 6.sales
3. containing 7. contract 4. customers 8. handling
II. Translate the following sentences into English: Keys:
1)The inside of the case may be lined with various materials to prevent damage by water, air or insects.
2)As you suggested, we have improved our inner packing to meet the customers’ demand in your market.
3)According to the contract, the buyer should supply the packing materials and deliver them to us before September 22.
4)They fear that the insurance companies will say, in case of damage or pilferage, that the goods are not packed for ocean transportation and will not pay compensation for such losses. 5)Our cotton prints are packed in cases lined with draft paper and waterproof paper, each
consisting of 30 pieces in one design with 5 colorways equally assorted. 6)In spite of every care in packing, it sometimes happens that a few barrels are broken in transit.
7)Prices of goods usually include the cost of packing. The phrase “including export packing” means that the quotation includes the cost of package suitable for export. If the quotation does not include the cost of package, the phrase “Export packing is for buyer’s account” should be inserted in the contract. 8)The packing of our Men’s Shirts is each in a polybag, 5 dozen to a carton, lined with waterfroop paper in the inner side and two iron strip strengthened outside.
9)We will pack the goods as usual if we are not informed to the contrary.
10)The cost of packing is subject to the mode packing, distance of transportation and the price. 11) Cartons as a kind of packing container have been extensively used in international trade. Therefore, you need not worry about their seaworthiness.
12) So far as we know, insurance companies accept goods packed in cartons to be insured against TPND. Incase of theft and pilferage, you may be assured that you will get indemnification from the insurance company concerned.
13) The traces of pilferage are easier to be found out for the goods packed in cartons than in wooden cases. Therefore, they will help you to get compensation from the insurance company. 14) It is necessary to make transhipment at Hamberg for goods to be shipped to our port. Therefore, your packing must be seaworthy and can stand rough handling.
15) The quality of your Ginseng Wine is fine, but its packing is rather poor. Bottles are subject to breakage and paper boxes are very thin. Please put each bottle in a foam plastic casing and then in a thicker paper box for our future orders, otherwise, we shall be compelled to give up this business.
16) In the construction of an export package, the important factors of efficiency and economy must be taken into consideration. The exporter should bear in mind that the goods should be packed in a manner which ensures their safe arrival at destination and facilitates their handling in transit.
III. Translate the following phrases into English Keys:
1)to be cased/to be encased 2) to be bagged 3) to be boxed 4) to be matted 5) to be baled 6) casing extra 7) cased free 8) boxed free 9) bagged free 10) matted free
11) baled free 12) packed for export 13) cases to be iron-hooped 14) iron-hooping 15) iron-banding 16) roping 17) caning
18) in good condition/in good order/in good state
19) in rotten condition 20) in musty condition
IV. Write a letter in English according to the following particulars:
Keys:
In reply to your letter of 31st August inquiring about the packing of our Trip Scissors, we wish to state as below:
Our export Trip Scissors are packed in boxes of one dozen each, 100 boxes to a carton. The dimensions are 17 cm high, 30 cm wide and 50 cm long with a volume of about 0.026 cubic meter. The gross weight is 23.5k, while the net weight is 22.5kg. As to the shipping marks outside the carton, in addition to the gross, net weights and tare, the wording “MADEIN THE PEOPLE’S REPUBLIC OF CHINA” is also stenciled on the package. Should you have any special preference in this respect, please let us know and we would meet you to the best of our ability.
Taking this opportunity, we would like to inform you that we used to pack our scissors in wooden cases but after several trial shipments in carton packing, we found our cartons just as seaworthy wooden cases. Besides, cartons are less expensive, lighter to carry and cost lower freight. So, nowadays more and more clients are preferring carton packing to wooden case packing. We trust that you will agree to our opinion and accept our carton packing. We thank you in advance for your early reply.
Yours faithfully, ?
V. Please complete the packing list according to the following information: Keys:
单据填制二
广东纺织品进出口针织品有限公司
GUANGDONG TEXTILES IMPORT & EXPORT KNITWEARS COMPANY LIMITED
15/F., GUANGDONG TEXTILES MANSION, 168 XIAOBEI ROAD,GUANGZHOU,CHIAN
装箱单
PACKING LIST
ORIGINAL
Exporter: DATE: NOV. 2, 1997 GUANGDONG TEXTILES IMPORT & EXPORT INVOICE NO.: 9703SP023 KNITWEARS COMPANY LIMITED B/L NO.: SA75214
S/C NO.: DY-039
L/C NO.: KRT2899302 TRANSPORT DETAILS:
FROM GUANGZHOU, CHINA TO SANTOS, BRAZIL BY VESSEL
标记
Marks& numbers 件数 Quantity 货名
description of goods 净重
N.W 毛重 G.W. 尺码 Measurement N/M 30DOZ/BALE
24BALES CHILDREN’S 65 PERCENT COTTON 35 PERCENT POLYESTER KNITTED JOGGINGSUIT @180.00KGS 4,320.00KGS @195.00KGS 4,680.00KGS
@(100*100*1200) 28.8M3
24BALES 4,320.00KGS 4,680.00KGS 28.8M3
TOTAL QUANTITY: 720 DOZ SETS TOTAL: TWENTY-FOUR BALES ONLY.
GUANGDONG FEXTILES IMPORT & EXPORT KNITWEARS COMPANY LIMITED
Chapter Ten Shipping Marks and Shipment Section One Introduction 概述
国际货物运输在国际贸易中发挥很重要的作用，这是因为，卖方的货物必须运送到买方的手中，这就要由运输服务来完成。货物运输可以由公路、铁路、海洋运输、航空运输来进行。最近几年，一种混合运输方式：公路—海路—铁路，很受欢迎。
由于98%左右的货物运输都是海洋运输，因此，这一章重点放在海洋运输，目前，集装箱运输业发展越来越快。
货物运输主要涉及三个当事人：发货人、收货人和承运人。
如果由公路、铁路或航空运输货物，那么运输合同形式为装运提单或空运提单。如果是海洋运输，那么就要租船定舱。那么船主与承运人之间鉴定的合同形式就是租船合同或是海运提单。 装运包括一系列工作，如： 1） 买方寄出装运指示； 2） 卖方寄出装运通知； 3） 预定舱位； 4） 租船； 5） 指派代理； 6） 安排装运； 通知船名等。
如果由班轮运输承担运输任务的话，第一步要做的就是了解运费情况。承运人提供的运费报价实质上就
构成一个报盘，如果认为这一报价可行的话，要立即接受，这样承运人可以保留所需舱位，同时发出装运通知书（装运单），寄给码头工作人员。当货物运抵码头后，装运通知书要换成码头收据或大副收据，码头收据或大副收据用于表明收到货物时货物的情况如何，在货船起航前，这些收据要换成提单。
海运提单是运输的重要单证，它有三个作用：第一，代表货物的收据。第二，在某种条件下履行某种义务的契约。第三，所述货物所有权的证据。当提单上注有“指示”时，该提单则成了一种可转让的票据，用作货款担保或其他目的。以这种方式开立的提单为记名提单，而直运提单是开给特定收货人的，这种提单不可转让。
随着国际贸易日益增长，集装箱服务变得越来越多。尽管大量的货物运输是由海洋运输承担，但集装箱的使用还是极大地提高了公路、铁路和航空运输的运输效率，并将运输成本降低一半左右。集装箱由刚铁制成，有固定的长度和宽度，从10英寸到40英寸。
货物装运完毕后，不管交易是按FOB, CFR, 还是CIF成交，卖方都应立即通知对方。如果货物的性质，除非在合同中另有规定，通常卖方可以根据合同中的货物情况，分期分批装运。
随着国际贸易的高速发展，运输设备也得到极大改进，以满足日益增长的需求。除了海洋运输、公路和铁路运输外，现在为了加快装运速度，航空运输业也发展很快，空运采用的不是海运提单，而是空运提单，象海运提单一样，空运提单可以表明收到货物时货物情况如何，但是，空运提单不象海运提单那样，对货物拥有所有权，因此，空运提单不可以转让。
撰写装运信函通常有以下目的：催促早日装运；修改装运条款；发出装船通知；寄送装船单据等等。卖方应趁此通知买方货物已装船的机会，回顾一下交易的过程，并表示进一步发展业务的愿望。
Section Two Specimen Letters Specimen 1
敬启者：
按照你方上封来函的指示，现告知你方装运的安排，4月装核桃仁25公吨，5月装花生仁20公吨，6月装核桃25公吨。请确认并即通知我方船名及轮船的估计到达时间。 ??启
Specimen 2
敬启者：
有关我FC0789号销售合同书确认书项下的1000打\虎头\牌手电筒的9891号信用证已收到。现确认该货已于8月3日装\东风\轮，在香港转船。 现随函附去下列装运单据的副本一套： 不可流通的提单
经签署的889号发票 装箱单
1001号产地证 保险单
趁此机会，我们向你方保证，我方将密切合作。 ??启
Specimen 3 敬启者：
我们向你方提及关于订购6吨经过加工的聚乙烯的4567号订单。该批货将于下月底才能装运。当订这批货时，我方认为我们的存货足够用至12月份。
然而，最近市场对这种聚乙烯的需求量是如此之大以致于我方现在必须要求你方立即安排装运。 一收到上述货物，我们将能更准确的判断我方的需要，并将相应地向你方订货。 ??启
Specimen 4
敬启者：
你方4月30日询盘收悉，谢谢。我公司的集装箱有两种尺寸，它们分别为：20英尺和30英尺长。集装箱两面开门，可同时进行装卸。由于装运的货物易于被湿气和水损坏，故这种集装箱具有密封不漏水、不透气之优点。如有必要，集装箱还可在工厂装货后锁闭，这样可避免偷窃事件发生。
该箱有气温调控，可装需要特别照顾的任何货物。人们在装运时可充分利用（或发挥）其优点。
如同一集装箱内，装有发往同一港口的几批货，可节省运费同时还可以节省保险费用，因集装箱运输保险费率较低。
现随函附寄我公司费率表一份， 请指示。 ??启
Specimen 5 敬启者：
你定单134号的信用证第5757号 我方感谢你延展第5757好信用证。
我们已于今天将货物装上“Nellore”号货轮，该轮定于明天驶往你港。 随函附寄的装运单据如下： 1）不可流通的提单一份 2）发票一式两份
3）包装单据一式三份 4）厂家质量证书一份 5）保险单一份
经过长时间的延误之后，今天终于可以装运你方定单，相信该批货会按时到达你处。 今后我们将迅速而认真地完成你方定单。 ??启
Specimen 6 敬启者：
我们从你方的装运通知中得悉，我们于4月10日订购的陶瓷古玩和瓷器已由\风涛\轮装运。按照装运日程安排，预期一两天即可到达。然而，经与当地运输代理商多次联系，我方惊讶的得悉，该轮根本还未到达上海，更不用说完成装货并驶往大阪。你方寄给我们一式两份提单副本的日期是提前开出的。事实上货物仍在上海码头等待装运。这些单证对你方毫无好处，相反它将证明你方在处理这笔交易上的欺诈行为。
你方也许记得，我们一而再地强调过，准时装运是至关重要的，因为这些陶瓷古玩和瓷器规定要在7月9日东京国际展览会上展出。我们认为，现在正当时间紧迫之时与你方争执有关拖延装运之事是不值得的。
为避免我们未能履行与办展当局所签定的合同的唯一补救办法是立即不惜任何代价用航空把货物运出。请让我们说一句，你方必须就此事与我们合作，因为未能把该陶瓷古玩和瓷器在展览会上展出，不仅给我们带来经济上的沉重损失，而且将损害你方作为著名瓷器生产厂家的声誉和形象。
为公平起见，我们愿意支付航空运费，而你方应当负担其他开支，例如把货物从码头搬运到机场。 我们已指示我们的银行在信用证中加上\海运或空运\字样，并盼你方确认保证货物能准时到达东京，即于7月6日或之前。
??启
Specimen 7
敬启者：
我们十分重视你方5月21日的来信。对你方订购的陶瓷古玩和瓷器的延误装运以及由\风涛\轮装运的不实信息表示歉意。
该轮系外商运输代理行经营的航行于太平洋的不定期货轮。过去它的确令人满意地为我们服务过，例如需要特别小心的几次玻璃器皿的装运处理得比期望的好。鉴于这样的经验，故我们委托\风涛\轮装运。不幸的是，它竟使我们的期望落空。
据该运输代理商称，那一式两份的提单副本是由于工作中混淆的结果而误寄的。它决不意味着任何欺骗客户的意图。尽管如此，我们已取消了舱位，并坚决要求赔偿我们双方蒙受的损失。
现在该货物已搬运至机场，等待明天由上海航空公司SHA-435班机运往东京。我们相信这是解决此事的最好办法。所有单证一起准备完毕立即以特快邮件寄发。 ??启
2007年6月29日
Specimen 8
敬启者：
参阅我方关于订购2,000公吨锡皮纸的第1879号订单的信函和电挂，到目前为止，尽管在合同中规定这批货要在本月底之前装运，但我方仍没有收到有关确切的装船信息。我方信用证早在2007年6月就由中国银行开出。
此次延误已给我方带来极大不便。请立即告知最早装运期。否则我方保留取消这次订单，以及向你方提出由此带来的损失的索赔权利。 ??启
Section Five Exercises I. Shipping instruction
Keys: 2. destination; consigning the goods to Tianjin 3. mode of transport; using normal export container 4. receiving goods; sending the goods to simons & Co. 5. shipping marks; marking the goods as requested
6. choosing a forwarding company; shipping the goods per s/s \