英語是目前全球最通用的語言，也是做外貿(mào)必須具備的商務(wù)語言。本文講述的常用外貿(mào)英語包括三個部分：第一部分是單證英語；第二部分是商務(wù)英語；第三部分是常用英語書信大全?；灸依送赓Q(mào)商務(wù)中絕大部分對話情景需要用到的英文詞匯以及術(shù)語表達，建議做外貿(mào)的朋友收藏此網(wǎng)頁以備不時之需。

第一部分：外貿(mào)單證英語

信用證英語

Kinds of L/C

1. revocable L/C/irrevocable L/C 可撤銷信用證/不可撤銷信用證

2. confirmed L/C/unconfirmed L/C 保兌信用證/不保兌信用證

3. sight L/C/unasked L/C 即期信用證/遠期信用證

4. transferable L/C(or)assignable L/C(or)transmissible L/C /untransferable L/C 可轉(zhuǎn)讓信 用證/不可轉(zhuǎn)讓信用證

5. divisible L/C/indivisible L/C 可分割信用證/不可分割信用證

6. revolving L/C 循環(huán)信用證

7. L/C with T/T reimbursement clause 帶電匯條款信用證

8. without recourse L/C/with recourse L/C 無追索權(quán)信用證/有追索權(quán)信用證

9. documentary L/C/clean L/C 跟單信用證/光票信用證

10. deferred payment L/C/anticipatory L/C 延付信用證/預(yù)支信用證

11. back to back L/Reciprocal L/C 對背信用證/對開信用證

12.traveller’s L/C(or:circular L/C) 旅行信用證

Names of Parties Concerned

1. opener 開證人

applicant 開證人(申請開證人)

principal 開證人(委托開證人)

accountee 開證人

accreditor 開證人(委托開證人)

opener 開證人

for account of Messes 付(某人)帳

at the request of Messes 應(yīng)(某人)請求

on behalf of Messes 代表某人

by order of Messes 奉(某人)之命

by order of and for account of Messes 奉(某人)之命并付其帳戶

at the request of and for account of Messes 應(yīng)(某人)的要求并付其帳戶

in accordance with instruction received from accreditors 根據(jù)已收到的委托 開證人的指示

2. beneficiary 受益人

beneficiary 受益人

in favor of 以(某人)為受益人

in one’s favor 以……為受益人

favoring yourselves 以你本人為受益人

3. drawee 付款人(或稱受票人，指匯票)

to drawn on (or :upon) 以(某人)為付款人

to value on 以(某人)為付款人

to issued on 以(某人)為付款人

4. drawer 出票人

5. advising bank 通知行

advising bank 通知行

the notifying bank 通知行

advised through…bank 通 過 …… 銀 行 通 知

advised by airmail/cable through…bank 通過……銀行航空信/電通知

6. opening bank 開證行

opening bank 開證行

issuing bank 開證行

establishing bank 開證行

7. negotiation bank 議付行

negotiating bank 議付行

negotiation bank 議付行

8. paying bank 付款行

9. reimbursing bank 償付行

10. the confirming bank 保兌行

Amount of the L/C 信用證金額：

amount RMB￥… 金額:人民幣

up to an aggregate amount of Hongkong Dollars… 累計金額最高為港幣……

for a sum (or :sums) not exceeding a total of GBP… 總金額不得超過英鎊……

to the extent of HKD… 總金額為港幣……

for the amount of USD… 金額為美元……

for an amount not exceeding total of JPY… 金額的總數(shù)不得超過……日元的限度

The Stipulations for the shipping Documents：

available against surrender of the following documents bearing our credit number and the full name and address of the opener 憑交出下列注名本證號碼和開證人的全稱及 地址的單據(jù)付款

drafts to be accompanied by the documents marked(×)below 匯票須隨附下列注有 (×)的單據(jù)

accompanied against to documents hereinafter 隨附下列單據(jù)

accompanied by following documents 隨附下列單據(jù)

documents required 單據(jù)要求

accompanied by the following documents marked(×)in duplicate 隨附下列注有(×) 的單據(jù)一式兩份

drafts are to be accompanied by… 匯票要隨附(指單據(jù))……

Draft(Bill of Exchange)

1. the kinds of drafts 匯票種類

available by drafts at sight 憑即期匯票付款

draft(s) to be drawn at 30 days sight 開立 30 天的期票

sight drafts 即期匯票

time drafts 遠期匯票

2. drawn clauses 出票條款(注:即出具匯票的法律依據(jù))

(1)all drafts drawn under this credit must contain the clause “Drafts drawn Under Bank of…credit No….dated…” 本證項下開具的匯票須注明“本匯票系憑……銀行…… 年……月……日第…號信用證下開具”的條款

(2)drafts are to be drawn in duplicate to our order bearing the clause “Drawn under United Malayan Banking Corp.Bhd.Irrevocable Letter of Credit No….dated July 12, 1978” 匯票一式兩份，以我行為抬頭，并注明“根據(jù)馬來西亞聯(lián)合銀行 1978 年 7 月 12 日第……號不可撤銷信用證項下開立”

(3)draft(s) drawn under this credit to be marked : “Drawn under…Bank L/C No…….Dated (issuing date of credit)” 根據(jù)本證開出得匯票須注明“憑……銀行…… 年……月……日(按開證日期)第……號不可撤銷信用證項下開立”

(4)drafts in duplicate at sight bearing the clauses“Drawn under…L/C No….dated…” 即 期匯票一式兩份，注明“根據(jù)……銀行信用證……號，日期……開具”

(5)draft(s) so drawn must be in scribed with the number and date of this L/C 開具的匯 票須注上本證的號碼和日期

(6)draft(s) bearing the clause:“Drawn under documentary credit No….(shown above) of…Bank” 匯票注明“根據(jù)……銀行跟單信用證……號(如上所示)項下開立”

Invoice

1. signed commercial invoice 已簽署的商業(yè)發(fā)票

(in duplicate 一 式 兩 in triplicate 一 式 三 份 in quadruplicate 一 式 四 份 in quintuplicate 一 式 五 份 in sextuplicate 一 式 六 份 in septuplicate 一 式 七 份 in octuplicate 一式八份 in nonuplicate 一式九份 in decuplicate 一式十份)

2. beneficiary’s original signed commercial invoices at least in 8 copies issued in the name of the buyer indicating (showing/evidencing/specifying/declaration of) the merchandise, country of origin and any other relevant information. 以買方的名義開具、注明商品名 稱、原產(chǎn)國及其他有關(guān)資料，并經(jīng)簽署的受益人的商業(yè)發(fā)票正本至少一式八份

3. Signed attested invoice combined with certificate of origin and value in 6 copies as required for imports into Nigeria. 以簽署的，連同產(chǎn)地證明和貨物價值的，輸入尼日利 亞的聯(lián)合發(fā)票一式六份

4. beneficiary must certify on the invoice…have been sent to the accountee 受益人須在 發(fā)票上證明，已將……寄交開證人

5. 4% discount should be deducted from total amount of the commercial invoice 商業(yè)發(fā) 票的總金額須扣除 4%折扣

6. invoice must be showed: under A/P No…. date of expiry 19th Jan. 1981 發(fā)票須表明: 根據(jù)第……號購買證，滿期日為 1981 年 1 月 19 日

7. documents in combined form are not acceptable 不接受聯(lián)合單據(jù)

8. combined invoice is not acceptable 不接受聯(lián)合發(fā)票

Bill of Loading —提單

1. full set shipping (company’s) clean on board bill(s) of lading marked “Freight Prepaid” to order of shipper end or sed to…Bank, notifying buyers 全套裝船(公司的)潔凈已裝 船提單應(yīng)注明“運費付訖”，作為以裝船人指示為抬頭、背書給……銀行，通知買方

2. bills of lading made out in negotiable form 作成可議付形式的提單

3. clean shipped on board ocean bills of lading to order and endorsed in blank marked “Freight Prepaid” notify: importer(openers, accountee) 潔凈已裝船的提單空白抬頭并 空白背書，注明“運費付訖”，通知進口人(開證人)

4. full set of clean “on board” bills of lading/cargo receipt made out to our order/to order and endorsed in blank notify buyers M/S … Co. calling for shipment from China to Hamburg marked “Freight prepaid” / “Freight Payable at Destination” 全套潔凈“已裝 船”提單/貨運收據(jù)作成以我(行)為抬頭/空白抬頭，空白背書，通知買方……公司， 要求貨物字中國運往漢堡，注明“運費付訖”/“運費在目的港付”

5. bills of lading issued in the name of… 提單以……為抬頭

6. bills of lading must be dated not before the date of this credit and not later than Aug. 15, 1977 提單日期不得早于本證的日期，也不得遲于 1977 年 8 月 15 日

7. bill of lading marked notify: buyer,“Freight Prepaid”“Liner terms”“received for shipment” B/L not acceptable 提單注明通知買方，“運費預(yù)付”按“班輪條件”，“備運 提單”不接受

8. non-negotiable copy of bills of lading 不可議付的提單副本

Certificate of Origin

1. certificate of origin of China showing 中國產(chǎn)地證明書 stating 證明 evidencing 列明 specifying 說明 indicating 表明 declaration of 聲明

2. certificate of Chinese origin 中國產(chǎn)地證明書

3. Certificate of origin shipment of goods of … origin prohibited 產(chǎn)地證，不允許裝 運……的產(chǎn)品

4. declaration of origin 產(chǎn)地證明書(產(chǎn)地生明)

5. certificate of origin separated 單獨出具的產(chǎn)地證

6. certificate of origin “form A” “格式 A”產(chǎn)地證明書

7. generalized system of preference certificate of origin form “A” 普惠制格式“A”產(chǎn)地證 明書

Packing List and Weight List

1. packing list detailing the complete inner packing specification and contents of each package 載明每件貨物之內(nèi)部包裝的規(guī)格和內(nèi)容的裝箱單

2. packing list detailing… 詳注……的裝箱單

3. packing list showing in detail… 注明……細節(jié)的裝箱單

4. weight list 重量單

5. weight notes 磅碼單(重量單)

6. detailed weight list 明細重量單

7. weight and measurement list 重量和尺碼單

Inspection Certificate

1. certificate of weight 重量證明書

2. certificate of inspection certifying quality & quantity in triplicate issued by C.I.B.C. 由 中國商品檢驗局出具的品質(zhì)和數(shù)量檢驗證明書一式三份

3. phytosanitary certificate 植物檢疫證明書

4. plant quarantine certificate 植物檢疫證明書

5. fumigation certificate 熏蒸證明書

6. certificate stating that the goods are free from live weevil 無活蟲證明書(熏蒸除蟲證 明書)

7. sanitary certificate 衛(wèi)生證書

8. health certificate 衛(wèi)生(健康)證書

9. analysis certificate 分析(化驗)證書

10. tank inspection certificate 油倉檢驗證明書

11. record of ullage and oil temperature 空距及油溫記錄單

12. certificate of aflatoxin negative 黃曲霉素檢驗證書

13. non-aflatoxin certificate 無黃曲霉素證明書

14. survey report on weight issued by C.I.B.C. 中國商品檢驗局簽發(fā)之重量檢驗證明書

15. inspection certificate 檢驗證書

16. inspection and testing certificate issued by C.I.B.C. 中國商品檢驗局簽發(fā)之檢驗證 明書

Other Documents

1. full set of forwarding agents’ cargo receipt 全套運輸行所出具之貨物承運收據(jù)

2. air way bill for goods consigned to…quoting our credit number 以……為收貨人，注 明本證號碼的空運貨單

3. parcel post receipt 郵包收據(jù)

4. Parcel post receipt showing parcels addressed to…a/c accountee 郵包收據(jù)注明收件 人:通過……轉(zhuǎn)交開證人

5. parcel post receipt evidencing goods consigned to…and quoting our credit number 以……為收貨人并注明本證號碼的郵包收據(jù)

6. certificate customs invoice on form 59A combined certificate of value and origin for developing countries 適用于發(fā)展中國家的包括價值和產(chǎn)地證明書的格式59A海關(guān)發(fā) 票證明書

7. pure foods certificate 純食品證書

8. combined certificate of value and Chinese origin 價值和中國產(chǎn)地聯(lián)合證明書

9. a declaration in terms of FORM 5 of New Zealand forest produce import and export and regulations 1966 or a declaration FORM the exporter to the effect that no timber has been used in the packing of the goods, either declaration may be included on certified customs invoice 依照1966年新西蘭林木產(chǎn)品進出口法格式5條款的聲明或出口人關(guān) 于貨物非用木器包裝的實績聲明，該聲明也可以在海關(guān)發(fā)票中作出證明

10. Canadian customs invoice(revised form)all signed in ink showing fair market value in currency of country of export 用出口國貨幣標(biāo)明本國市場售價，并進行筆簽的加拿大 海關(guān)發(fā)票(修訂格式)

11. Canadian import declaration form 111 fully signed and completed 完整簽署和填寫 的格式 111 加拿大進口聲明書

The Stipulation for Shipping Terms

1. loading port and destination 裝運港與目的港

despatch/shipment from Chinese port to… 從中國港口發(fā)送/裝運往……

evidencing shipment from China to…CFR by steamer in transit Saudi Arabia not later than 15th July, 1987 of the goods specified below 列明下面的貨物按成本加運費價格 用輪船不得遲于 1987 年 7 月 15 日從中國通過沙特阿拉伯裝運到……

2. date of shipment 裝船期

bills of lading must be dated not later than August 15, 1987 提單日期不得遲于 1987 年 8 月 15 日

shipment must be effected not later than(or on)July 30,1987 貨物不得遲于(或于) 1987 年 7 月 30 日裝運

shipment latest date… 最遲裝運日期:……

evidencing shipment/despatch on or before… 列明貨物在…年…月…日或在該日以 前裝運/發(fā)送

from China port to…not later than 31st August, 1987 不遲于1987年8月31日從中 國港口至……

3. partial shipments and transshipment 分運與轉(zhuǎn)運

partial shipments are (not) permitted (不)允許分運

partial shipments (are) allowed (prohibited) 準(zhǔn)許(不準(zhǔn))分運

without transshipment 不允許轉(zhuǎn)運

transshipment at Hongkong allowed 允許在香 港轉(zhuǎn)船

partial shipments are permissible, transshipment is allowed except at… 允許分運，除 在……外允許轉(zhuǎn)運

partial/prorate shipments are permitted 允許分運/按比例裝運

transshipment are permitted at any port against, through B/lading 憑聯(lián)運提單允許在 任何港口轉(zhuǎn)運

Date & Address of Expiry

1. valid in…for negotiation until… 在……議付至……止

2. draft(s) must be presented to the negotiating(or drawee)bank not later than… 匯票不 得遲于……交議付行(受票行)

3. expiry date for prevention of documents… 交單滿期日

4. draft(s) must be negotiated not later than… 匯票要不遲于……議付

5. this L/C is valid for negotiation in China (or your port) until 15th, July 1977 本證于 1977 年 7 月 15 日止在中國議付有效

6. bills of exchange must be negotiated within 15 days from the date of bills of lading but not later than August 8, 1977 匯票須在提單日起 15 天內(nèi)議付，但不得遲于 1977 年 8 月8日

7. this credit remains valid in China until 23rd May, 1977(inclusive) 本證到 1977 年 5 月 23 日為止，包括當(dāng)日在內(nèi)在中國有效

8. expiry date August 15, 1977 in country of beneficiary for negotiation 于 1977 年 8 月 15 日在受益人國家議付期滿

9. draft(s) drawn under this credit must be presented for negotiation in China on or before 30th August, 1977 根據(jù)本證項下開具的匯票須在 1977 年 8 月 30 日或該日前在中國 交單議付

10. this credit shall cease to be available for negotiation of beneficiary’s drafts after 15th August, 1977 本證將在 1977 年 8 月 15 日以后停止議付受益人之匯票

11. expiry date 15th August, 1977 in the country of the beneficiary unless otherwise 除非 另有規(guī)定，(本證)于 1977 年 8 月 15 日受益人國家滿期

12. draft(s) drawn under this credit must be negotiation in China on or before August 12, 1977 after which date this credit expires 憑本證項下開具的匯票要在 1977 年 8 月 12 日或該日以前在中國議付，該日以后本證失效

13. expiry (expiring) date… 滿期日……

14. …if negotiation on or before… 在……日或該日以前議付

15. negation must be on or before the 15th day of shipment 自裝船日起 15 天或之前議 付

16. this credit shall remain in force until 15th August 197 in China 本證到 1977 年 8 月 15 日為止在中國有效

17. the credit is available for negotiation or payment abroad until… 本證在國外議付或 付款的日期到……為止

18. documents to be presented to negotiation bank within 15 days after shipment 單據(jù)需 在裝船后 15 天內(nèi)交給議付行

19. documents must be presented for negotiation within…days after the on board date of bill of lading/after the date of issuance of forwarding agents’ cargo receipts 單據(jù)需在已 裝船提單/運輸行簽發(fā)之貨物承運收據(jù)日期后……天內(nèi)提示議付

The Guarantee of the Opening Bank

1. we hereby engage with you that all drafts drawn under and in compliance with the terms of this credit will be duly honored 我行保證及時對所有根據(jù)本信用證開具、并 與其條款相符的匯票兌付

2. we undertake that drafts drawn and presented in conformity with the terms of this credit will be duly honored 開具并交出的匯票，如與本證的條款相符，我行保證依時付款

3. we hereby engage with the drawers, endorsers and bona-fide holders of draft(s) drawn under and in compliance with the terms of the credit that such draft(s) shall be duly honored on due presentation and delivery of documents as specified (if drawn and negotiated with in the validity date of this credit) 凡根據(jù)本證開具與本證條款相符的 匯票，并能按時提示和交出本證規(guī)定的單據(jù)，我行保證對出票人、背書人和善意持 有人承擔(dān)付款責(zé)任(須在本證有效期內(nèi)開具匯票并議付)

4. provided such drafts are drawn and presented in accordance with the terms of this credit, we hereby engage with the drawers, endorsors and bona-fide holders that the said drafts shall be duly honored on presentation 凡根據(jù)本證的條款開具并提示匯票，我們擔(dān)保 對其出票人、背書人和善意持有人在交單時承兌付款

5. we hereby undertake to honor all drafts drawn in accordance with the terms of this credit 所有按照本條款開具的匯票，我行保證兌付

In Reimbursement

1. instruction to the negotiation bank 議付行注意事項

the amount and date of negotiation of each draft must be endorsed on reverse hereof by the negotiation bank 每份匯票的議付金額和日期必須由議付行在本證背面簽注

this copy of credit is for your own file, please deliver the attached original to the beneficiaries 本證副本供你行存檔，請將隨附之正本遞交給受益人

without you confirmation thereon (本證)無需你行保兌

documents must be sent by consecutive airmails 單據(jù)須分別由連續(xù)航次郵寄(注: 即不要將兩套或數(shù)套單據(jù)同一航次寄出)

all original documents are to be forwarded to us by air mail and duplicate documents by sea-mail 全部單據(jù)的正本須用航郵，副本用平郵寄交我行

please despatch the first set of documents including three copies of commercial invoices direct to us by registered airmail and the second set by following airmail 請將 包括 3 份商業(yè)發(fā)票在內(nèi)的第一套單據(jù)用掛號航郵經(jīng)寄我行，第二套單據(jù)在下一次航 郵寄出

original documents must be sent by Registered airmail, and duplicate by subsequent airmail 單據(jù)的正本須用掛號航郵寄送，副本在下一班航郵寄送

documents must by sent by successive (or succeeding) airmails 單據(jù)要由連續(xù)航郵寄送

all documents made out in English must be sent to out bank in one lot 用英文繕制的所有單據(jù)須一次寄交我行

2. method of reimbursement 索償辦法

(1)in reimbursement, we shall authorize your Beijing Bank of China Head Office to debit our Head Office RMB Yuan account with them, upon receipt of relative documents 償付辦法，我行收到有關(guān)單據(jù)后，將授權(quán)你北京總行借記我總行在該行開立的人民幣帳戶

(2)in reimbursement draw your own sight drafts in sterling on…Bank and forward them to our London Office, accompanied by your certificate that all terms of this letter of credit have been complied with 償付辦法，由你行開出英鎊即期匯票向……銀行支取。在寄送匯票給我倫敦辦事處時，應(yīng)隨附你行的證明，聲明本證的全部條款已經(jīng)履行

(3)available by your draft at sight payable by us in London on the basis to sight draft on New York 憑你行開具之即期匯票向我行在倫敦的機構(gòu)索回票款，票款在紐約即期兌付

(4)in reimbursement, please claim from our RMB￥ account held with your banking department Bank of China Head Office Beijing with the amount of your negotiation 償付辦法，請在北京總行我人民幣帳戶中索回你行議付之款項

(5)upon presentation of the documents to us, we shall authorize your head office backing department by airmail to debit the proceeds to our foreign business department account 一俟向我行提交單證，我行將用航郵授權(quán)你總行借記我行國外營業(yè)部帳戶

(6)after negotiation, you may reimburse yourselves by debiting our RMB￥ account with you, please forward all relative documents in one lot to us by airmail 議付后請借記我行在你行開立的人民幣帳戶，并將全部有關(guān)單據(jù)用航郵一次寄給我行

(7)all bank charges outside U.K. are for our principals account, but must claimed at the time of presentation of documents 在英國境外發(fā)生的所有銀行費用，應(yīng)由開證人負擔(dān)，但須在提交單據(jù)是索取

(8)negotiating bank may claim reimbursement by T.T. on the…bank certifying that the credit terms have been complied with 議付行須證明本證條款已旅行，并按電匯條款 向……銀行索回貨款

(9)negotiating bank are authorized to reimburse themselves to amount of their negotiation by redrawing by airmail at sight on…bank attaching to the reimbursement draft their certificate stating that all terms of the credit have been complied with and that the original and duplicate drafts and documents have been forwarded to us by consecutive airmail 議付行用航郵向……銀行重開一份即期匯票索取議付條款。索償匯票須附上 證明，聲明本證所有條款已履行，單據(jù)的正副本已由連續(xù)航次寄交我行

L/C Special Conditions 特別條款

for special instructions please see overleaf 特別事項請看背面

at the time of negotiations you will be paid the draft amount less 5% due to…議付時匯票金額應(yīng)少付 5%付給……(注:這種條款是開證 行對議付行的指示)

which amount the negotiation bank must authorize us to pay 該項金額須由議付行授權(quán)我行付給(注:指傭金的金額)

if the terms and conditions of this credit are not acceptable to you please contact the openers for necessary amendments 如你方不接受本證條款，請與開證人聯(lián)系以作必要修改

negotiations unrestricted/restricted to advising bank 不限制議付行/限于通知行

(the price)including packing charges(價格)包括包裝費用

all documents must be separated 各種單據(jù)須分開(即聯(lián)合單證不接受)

beneficiary’s drafts are to be made out for 95% of invoice value, being 5% commission payable to credit opener 受益人的匯票按發(fā)票金額 95%開具，5%傭金付給開證人

drafts to be drawn for full CIF value less 5% commission, invoice to show full CIF value 匯票按 CIF 總金額減少 5%開具發(fā)票須表明 CIF 的全部金額10.5% commission to be remitted to credit openers by way of bank drafts in sterling pounds drawn on…this commission not to be showed on the invoice 5%傭金用英鎊開成以……為付款人的銀行匯票付給開證人，該傭金勿在發(fā)票上表明

freight and charges to be showed on bill of lading etc.提單等(單據(jù))須標(biāo)明運費及附加費

cable copy of shipping advice despatched to the accountee immediately after shipment 裝船后，即將裝船通知電報副本寄交開證人

one copy of commercial invoice and packing list should be sent to the credit openers 15 days before shipment 商業(yè)發(fā)票和裝箱單各一份須在裝船前 15 天寄給開證人

the beneficiary is to cable Mr….stating L/C No., quantity shipped name & ETD of vessel within 5 days after shipment, a copy of this cable must accompany the documents for negotiation 受益人應(yīng)在裝船后 5 天內(nèi)將信用證號碼、裝船數(shù)量、船名和預(yù)計開航日 期電告……先生，該電報的副本須隨同單據(jù)一起議付

all documents except bills of exchange and B/Lading to be made out in name of A.B.C.Co. Ltd. and which name is to be shown in B/Lading as joint notifying party with the applicant 除匯票和提單外，所有單據(jù)均須作成以 A.B.C.有限公司為抬頭，并以該公 司和申請人作為提單的通知人

signed carbon copy of cable required 要求(提供)經(jīng)簽署的電報復(fù)本

both shipment and validity dates of this credit shall be automatically extended for 15 days at the date of expiry 本證的裝船有效期均于到期日自延展 15 天

amount of credit and quantity of merchandise…% more or less acceptable 證內(nèi)金額與貨物數(shù)量允許增減……%

credit amount and shipment quantity…% more or less allowed 證內(nèi)金額與裝運數(shù)量允許增減……

shipment samples to be sent direct by airmail to buyer before shipment 裝運前須將裝船貨樣直接航寄買方

cable accountee name of steamer/carriage number, quantity of goods and shipment date(or E.T.A.)將船名/車號、貨物數(shù)量及裝船期(或預(yù)抵期)電告開證人

all banking charges outside Hongkong are for account of accountee 香港以外的全部銀行費用由開證人負擔(dān)

drawee Bank’s charges and acceptance commission are for buyer’s account 付款行的費用和承兌費用由買方負擔(dān)

port congestion surcharge, if any, is payable by openers in-excess of this documentary credit amount against evidence 如果有港口擁擠費，超過本證金額部分憑證明由開證人支付

amount of this credit may be exceeded by cost of insurance 本證金額可以超過保險費部分

this letter of credit is transferable in China only, in the event of a transfer, a letter from the first beneficiary must accompany the documents for negotiation 本信用證僅在中國可轉(zhuǎn)讓，如實行轉(zhuǎn)讓，由第一受益人發(fā)出的書面(證 明)須連同單據(jù)一起議付

letter of guarantee and discrepancies are not acceptable 書面擔(dān)保和錯誤單據(jù)均不接受

admixture 5% max. including organic matter such as weed and inorganic 雜質(zhì)最高 5%，包括有機物(如雜草)和無機物

include this symbol“丹” in the shipping marks on each side of the carton(that is four markings in one carton)包含有“丹”字記號的裝船嘜頭刷在紙箱的每一面(即每個紙箱要刷四個嘜頭)

保險英語

Insurance Policy (or Certificate)保險單(或憑證)

1.Risks & Coverage 險別

free from particular average (F.P.A.)平安險

with particular average (W.A.)水漬險(基本險) (3)all risk 一切險(綜合險)

total loss only (T.L.O.)全損險

war risk 戰(zhàn)爭險

cargo(extended cover)clauses 貨物(擴展)條款

additional risk 附加險

from warehouse to warehouse clauses 倉至倉條款

theft, pilferage and nondelivery (T.P.N.D.)盜竊提貨不著險

rain fresh water damage 淡水雨淋險

risk of shortage 短量險

risk of contamination 沾污險

risk of leakage 滲漏險

risk of clashing & breakage 碰損破碎險

risk of odor 串味險

damage caused by sweating and/or heating 受潮受熱險

hook damage 鉤損險

loss and/or damage caused by breakage of packing 包裝破裂險

risk of rusting 銹損險

risk of mould 發(fā)霉險

strike, riots and civil commotion (S.R.C.C.)罷工、暴動、民變險

risk of spontaneous combustion 自燃險

deterioration risk 腐爛變質(zhì)險

inherent vice risk 內(nèi)在缺陷險

risk of natural loss or normal loss 途耗或自然損耗險

special additional risk 特別附加險

failure to delivery 交貨不到險

import duty 進口關(guān)稅險

on deck 倉面險

rejection 拒收險

aflatoxin 黃曲霉素險

fire risk extension clause-for storage of cargo at destination Hongkong, including Kowloon, or Macao 出口貨物到香港(包括九龍在內(nèi))或澳門存?zhèn)}火險責(zé)任擴展條款

survey in customs risk 海關(guān)檢驗險

survey at jetty risk 碼頭檢驗險

institute war risk 學(xué)會戰(zhàn)爭險

overland transportation risks 陸運險

overland transportation all risks 陸運綜合險

air transportation risk 航空運輸險

air transportation all risk 航空運輸綜合險

air transportation war risk 航空運輸戰(zhàn)爭險

parcel post risk 郵包險

parcel post all risk 郵包綜合險

parcel post war risk 郵包戰(zhàn)爭險

investment insurance(political risks)投資保險(政治風(fēng)險)

property insurance 財產(chǎn)保險

erection all risks 安裝工程一切險

contractors all risks 建筑工程一切險

the stipulations for insurance 保險條款

marine insurance policy 海運保險單

specific policy 單獨保險單

voyage policy 航程保險單

time policy 期限保險單

floating policy (or open policy)流動保險單

ocean marine cargo clauses 海洋運輸貨物保險條款

ocean marine insurance clauses (frozen products)海洋運輸冷藏貨物保險條款

ocean marine cargo war clauses 海洋運輸貨物戰(zhàn)爭險條款

ocean marine insurance clauses (wood-oil in bulk)海洋運輸散裝桐油保險條款

overland transportation insurance clauses (train, trucks)陸上運輸貨物保險條款(火 車、汽車)

overland transportation insurance clauses (frozen products)陸上運輸冷藏貨物保險 條款

air transportation cargo insurance clauses 航空運輸貨物保險條款

air transportation cargo war risk clauses 航空運輸貨物戰(zhàn)爭險條款

parcel post insurance clauses 郵包保險條款

parcel post war risk insurance clauses 郵包戰(zhàn)爭保險條款

livestock & poultry insurance clauses (by sea, land or air)活牲畜、家禽的海上、陸 上、航空保險條款

…risks clauses of the P.I.C.C. subject to C.I.C.根據(jù)中國人民保險公司的保險條款 投保……險

marine insurance policies or certificates in negotiable form, for 110% full CIF invoice covering the risks of War & W.A. as per the People’s Insurance Co. of China dated 1/1/1976. with extended cover up to Kuala Lumpur with claims payable in (at) Kuala Lumpur in the currency of draft (irrespective of percentage)作為可議付格式的海運保險單或憑證按照到岸價的發(fā)票金額 110%投保中國人民保險公司 1976 年 1 月 1 日的戰(zhàn)爭險和基本險，負責(zé)到吉隆坡為止。按照匯票所使用的貨幣在吉隆坡賠付(無免賠率)

insurance policy or certificate settling agent’s name is to be indicated, any additional premium to cover uplift between 10 and 17% may be drawn in excess of the credit value 保險單或憑證須表明理賠代理人的名稱，保險費如增加 10-17%可在本證金額以外支付

insurance policy (certificate)… Name of Assured to be showed: A.B.C.Co. Ltd.保險 單或憑證作成以 A.B.C.有限公司為被保險人

insurance policy or certificate covering W.A. (or F.P.A.) and war risks as per ocean marine cargo clause and ocean marine cargo war risk clauses of the People’s Insurance Company of China dated 1/1/1981 保險單或憑證根據(jù)中國人民保險公司 1981 年 1 月 1 日的海洋運輸貨物保險條款和海洋運輸貨物戰(zhàn)爭險條款投保水漬險(或平安險)和 戰(zhàn)爭險

insurance policy/certificate covering all war mines risks 保險單/憑證投保一切險、 戰(zhàn)爭險、地雷險(注:mines 解釋為地雷，屬于戰(zhàn)爭險的負責(zé)范圍，可以接受)

W.A. this insurance must be valid for period of 60 days after the discharge of goods 水漬險在貨物卸船后 60 天有效

in triplicate covering all risks and war risks including W.A. and breakage in excess of five per cent on the whole consignment and including W/W up to buyer’s godown in Penang 投保一切險和戰(zhàn)爭險包括水漬險，破碎損失有 5%絕對免賠率，按全部貨物 計算，包括倉至倉條款，負責(zé)到買方在檳城的倉庫為止(的保險單)一式三份

insurance policy issued of endorsed to order… for the face value of invoice plus 10% covering including war with 15 days after arrival of goods at destination, only against FPA and T.P.N.D.按發(fā)票面值加 10%投保戰(zhàn)爭險，貨物到達目的地后 15 天有效，僅負責(zé)平安險和盜竊提貨不著險的保險單開給或背書給……

insurance policy or certificate issued by an insurance Co. with W.P.A. clause covering the merchandise for about 10% above the full invoice value including unlimited transshipment with claims payable at Singapore 由保險公司簽發(fā)的保險單或憑證按發(fā)票總金額另加 10%投保水漬險，包括非限定轉(zhuǎn)船的損失，在新加坡賠付

covering all eventual risks 投保一切以外風(fēng)險

covering all marine risks 投保一切海運風(fēng)險

marine insurance policy including “both of blame” collision clauses and fully covering the shipment 海運保險單包括負責(zé)船舶互撞條款和全部貨載

insurance… including deviation clauses 保險包括繞道條款

covering overland transportation all risks as per overland transportation cargo insurance clauses (train, trucks) of the People’s Insurance Company of China dated…按 照中國人民保險公司×年×月×日陸上運輸貨物保險條款(火車、汽車)投保陸上運 輸一切險

covering air transportation all risk as per air transportation cargo insurance clauses of P.I.C.C.按照中國人民保險公司×年×月×日航空運輸貨物保險條款投保航空運輸一切險

insurance policy or certificate covering parcel post all risks including war risks as per parcel post insurance clauses and parcel post war risk insurance clauses of the People’s Insurance Company of China dated…保險單或憑證按照中國人民保險公司×年×月×日 郵包保險條款和郵包戰(zhàn)爭險條款投保郵包一切險和郵包戰(zhàn)爭險

covering all risks including war risks as per ocean marine cargo clauses and air
transportation cargo insurance clauses and ocean marine cargo war risk clauses and air transportation cargo war risk clauses of the People’s Insurance Company of China dated…按照中國人民保險公司×年×月×日海洋運輸貨物保險條款和航空運輸貨物保 險條款以及海洋運輸貨物戰(zhàn)爭險條款和航空運輸貨物戰(zhàn)爭險條款投保?？章?lián)運一切 險和戰(zhàn)爭險

covering all risks as per ocean marine cargo clauses and overland transportation cargo insurance clause (train, truck) of P.I.C.C. dated…按照中國人民保險公司×年×月× 日海洋運輸貨物保險條款和陸上運輸貨物保險條款(火車、汽車)投保海陸聯(lián)運一切險

covering all risks including war risks as per overland transportation cargo insurance clauses (train, truck) and air transportation cargo insurance clauses and air transportation cargo war risk clause and war clauses (for cargo transportation by rail) of the People’s Insurance Company of China dated…按照中國人民保險公司×年×月×日陸運貨物保險 條款(火車、汽車)和空運貨物保險條款以及空運貨物戰(zhàn)爭險條款和鐵路貨運戰(zhàn)爭 條款投保陸空陸聯(lián)運一切險和戰(zhàn)爭險

including shortage in weight in excess of 0.5%(with 0.5% franchise) on the whole consignment 包括短量損失有 0.5%絕對免賠率(0.5%相對免賠率)，按全部貨物計算

including risk of breakage and clashing 包括破裂或凹癟險

including risk of chipping & denting 包括碎裂或凹彎險

including risk of bad odor 包括惡味險

including damage by hooks, oils, muds and contact with other cargo(insured value)包括鉤損、油污、泥污以及和他物接觸所致 的損失(以保險價值為限)

including damage caused by rain fresh and/or water, internal combustion(total or partial loss)包括淡水雨淋，自燃所致的損失(包括全部或部分損失)

including loss and/or damage caused by sea water, fresh-water, acid, grease 包括海 水、淡水、酸蝕、油脂所致的損失

including T.P.N.D. loss and/or damage caused by heat, ship’s sweat and odor, hoop-rust, breakage of packing 包括偷竊提貨不著，受熱船艙發(fā)汗，串味，鐵箍銹損， 包裝破裂所致的損失

including damage caused by infestation mould 包括蟲蛀霉?fàn)€的損失

including damage due to rough handling during transit subject to C.T.C.按照中國保 險條款包括運輸途中操作不當(dāng)所致的損失

including loss and/or damage from any external cause as per CIC 按照中國保險條款 包括外來原因所致的損失

including damage by slings, stains, grease, acids 包括吊具、斑污、油脂、酸蝕造成 的損失

excluding risk of breakage 不包括破碎險

including the breakage does not cover the goods remarked in the invoice as originally damage 包括破碎險，但不負責(zé)發(fā)票所示之貨物的原殘損失

excluding natural loss in weight 不包括途耗短量的損失

including 60 days after discharge of the goods at port of destination (or at station of destination) subject to C.T.C.按照中國保險條款貨物在目的港卸船(或在目的地車站 卸車)后 60 天為止

including W.A. & risk of fire for 60 days in customs warehouse after discharge of the goods at port of destination subject to CIC 按照中國保險條款投保水漬險和火險，在目 的港卸貨后存入海關(guān)倉庫 60 天為止

this insurance must be valid for a period of 60 days after arrival of merchandise at inland destination 本保險擴展到貨物到達內(nèi)地的目的地后 60 天有效

insurance policy or certificate covering F.P.A. including the risk of war and risks of S.R.C.C. as per I.C.C. dated…and institute war clauses dated…and institute S.R.C.C. clauses dated…按照×年×月×日倫敦保險學(xué)會條款和×年×月×日學(xué)會戰(zhàn)爭險條款以及 ×年×月×日學(xué)會罷工、暴動、民變險條款投保平安險、戰(zhàn)爭險和罷工、暴動、民變險

the People’s Insurance Company of China investment insurance (political risks) clauses 中國人民保險公司投資保險(政治風(fēng)險)條款

property insurance clauses 財產(chǎn)保險條款

the People’s Insurance Company of China Erection all risks clauses 中國人民保險公司安裝工程一切險條款

the People’s Insurance Company of China contractors all risks clauses 中國人民保險公司建筑工程一切險條款

第二部分：外貿(mào)商務(wù)英語

商務(wù)信函寫作教程

(一) 結(jié)構(gòu)

國際商貿(mào)信函較私人社交信和一般公事信復(fù)雜，一封完整的英文商貿(mào)信函可以包括 13個部分:

1、信頭(The Letter Head)；

2、案號和日期(The Reference and Date)；

3、封內(nèi)地址(The Inside Address)；

4、經(jīng)辦者行(The Attention Line)；

5、稱呼(The Salutation)；

6、事由行(The Subject Line)；

7、信的正文(The Body of Letter)；

8、結(jié)束禮詞(The Complimentary Close)；

9、簽名(The Signature)；

10、擬稿人和打字員姓名首寫字母(Initials)；

11、附件(Enclosure)；

12、抄送(Carbon Copy Notation)；

13、附言(Postscript) 在這十三項中，有些項目，如4、10、11、12、13項在相互傳遞信息時，如無必要，可以省略；其他項目，在正式交往的商業(yè)書信中是不能省略的。

(二) 格式

國際商貿(mào)信函是從事國際商務(wù)活動的重要聯(lián)系工具，在打字、書寫時應(yīng)遵循國際上 往來信函的通用格式，不可按自己的習(xí)慣任意為之。現(xiàn)在國際商業(yè)書信通用的排列 格式主要有三種:齊列式(The Block Style)、縮行式(The Indented Style)、 混合式(The Modified Block Style)。

1、齊列式。除信箋上部已印好的信頭外，凡用打字機打出的部分均自 信箋的左線邊緣向右打出，各行左緣起始處完全排齊，因而稱為齊列式，采取這種格式既便于打字，又整齊美觀，是現(xiàn)今最通用、最流行的英文書信格式。

2、縮行式。用縮行式排列的信函，其主要特點是:日期排在信箋的右上方；封內(nèi)地址，按昔日習(xí)慣，下一行要比上一行往右縮進2~3個字母，但現(xiàn)代書信也常按齊列式 沿左線邊緣排齊；信的正文，每段開頭大約向后縮進3~5個字母，一般與稱呼行Dear后稱呼排齊。

3、混合式?；旌鲜郊嬗旋R列式和縮行式的特點，大部分項目按齊列式 格式排列，但日期和結(jié)束禮詞的排列同于縮行式，即日期可置于信箋右上方，結(jié)束禮詞放在正文下的右邊或居中，事由行多與左線邊緣排齊，但也可居中。

(三) 信封的寫法

在寄往國外信函的信封上，書寫收信人和收信人地址以及寄信人和寄信人地址的位置，都不同于國內(nèi)信封的寫法，其主要特點是：

1、寄信人姓名、地址寫在信封的 左上角，商貿(mào)機構(gòu)所用的信封，通常已在左上角印好寄信人地址；

2、收信人姓名地 址寫在信封中央偏下位置，現(xiàn)在的流行寫法，除縮略語外，已不用標(biāo)點符號；

3、郵票貼在信封右上角，現(xiàn)國外來函大多已在右上角印妥郵資；

4、寄信人和收信人姓名、 地址現(xiàn)多用齊列式，也可用縮行式。其排列順序與漢語相反，先寫姓名，后寫地址， 寫地址應(yīng)由小至大，即先寫機構(gòu)名稱，依次寫門牌、街道城市名、州(省)名及郵 區(qū)代號，最后寫國名；

5、關(guān)于信件類別，投遞方式及其他事項說明，寫在信封左邊寄信人地址下，或?qū)懺谧笙陆?。如懷疑信件能否送交收件人，可在信封最下緣?biāo)明“IF UNDELIVERED PLEASE RETURN TO…”, 意為“無法投遞，請退交……”

(四) 具體內(nèi)容

建立貿(mào)易關(guān)系

建立貿(mào)易關(guān)系(Establishing Business Relations)是雙方業(yè)務(wù)往來的基礎(chǔ)，要擴大貿(mào)易往來，就必須在鞏固發(fā)展已有的業(yè)務(wù)的基礎(chǔ)上，不斷物色新的貿(mào)易對象，不斷拓展業(yè)務(wù)關(guān)系。建立貿(mào)易關(guān)系的方法大體(如廣告、函電等)來建立聯(lián)系。在現(xiàn)代經(jīng)濟生活中，后者由于傳播速度快，擴散面廣而被廣泛采用。無論采用哪種方法，都必須事先做好市場調(diào)研，市場調(diào)研一般著重這幾個方面：

1、該市場的商業(yè)習(xí)慣，海關(guān)條例，特別 是習(xí)慣作法和付款條件；

2、進出口機構(gòu)及其國內(nèi)商業(yè)聯(lián)絡(luò)途徑；

3、市場購買力，消費者的興趣、愛好；

4、同類商品的競爭情況；

5、貿(mào)易制度、關(guān)稅制度和進出口管制條例；

6、港口條件、地理、社會、政治情況。

新的貿(mào)易對象的名稱、地址，一般可以從這幾個方面來獲得：

1、代理商、推銷小組的推薦；

2、現(xiàn)有來往的銀行或客戶的介紹；

3、貿(mào)促會和商會的介紹；

4、 駐外使館商務(wù)處的介紹；

5、各種傳播媒體。

在與新的貿(mào)易對象聯(lián)系前，應(yīng)該對其進行資信調(diào)查，調(diào)查的內(nèi)容包括資金情況，經(jīng)營能力、商業(yè)信譽等等。建立貿(mào)易關(guān)系的函電，可以介紹本機構(gòu)所經(jīng)營的業(yè)務(wù)，寄送商品目錄、價格表及樣品等。為了促進交易，也可以詢問對方的愿望和要求。建立貿(mào)易關(guān)系的函電，必須熱情誠懇，除注意禮貌外，不必過于謙虛，一定要給對方留下一個良好的印象。

詢盤

詢盤又稱詢價。指交易一方欲購買或出售某種商品，向另一方發(fā)出的探詢買賣該商品及有關(guān)交易條件的一種表示。按詢盤的內(nèi)容可分為一般函詢和具體詢盤。一般詢盤是買方僅僅為了了解情況向賣方要商品目錄本、價目單、樣本、形式發(fā)標(biāo)(作報 價單用)，等等。具體詢盤是買方有做買賣的要求，指定商品要求賣方報盤。

詢盤可以口頭發(fā)出，也可采用書面形式，或通過電報、電傳等。通常由買方發(fā)出。買方的詢盤只表示一個意愿，沒有必須購買的義務(wù)；賣方也沒有必須回答的義務(wù)。但一般賣方要盡快答復(fù)，向買方開盤或正式報盤。買方的詢盤往往不限于一個對象，可同時向幾個客戶發(fā)出，選擇條件最優(yōu)惠者供進一步磋商時參考。詢盤也可以由賣方了出，旨在主動探詢客商對某種商品是否有需求。詢盤是聯(lián)系客戶的一種方法，也是了解市場行情的一種手段。

一般來講，寫詢價函的目的是為了解情況，而其讀者又需馬上了解信函的內(nèi)容。因此，語言的表達要以簡單、清楚和切題為原則。最好在信的開頭就寫出你想問的問題，但一定要把詢問的問題和要求寫清楚、具體，而且要彬彬有禮。詢價函一般包括：

1、商品的大體情況(General Information)；

2、商品目錄(Catalogue)；

3、價目單(Price-list)和數(shù)量(Quantity)；

4、樣品或樣本(Samples)；

5、款式、 型號(Pattern)；

6、估算(Estimate)；

7、付款方式(Terms of Payment)；

8、 交貨時間(Shipment)。

報盤、遞盤、還盤和接受

報盤(Offer)又稱發(fā)盤。是商業(yè)交易磋商中買賣雙方必經(jīng)的過程。通常是一方先向另一方提出某種交易條件(如:商品名稱、數(shù)量、規(guī)格、交貨期以及付款條件等)，而另一方愿接受此條件，即交易合同成立。賣方的Offer稱為Selling Offer，買方的Offer，稱為Buying Offer。報盤有實盤(Firm Offer)和虛盤(Non-firm Offer) 兩種形式。實盤又稱“不可撤銷的發(fā)盤”，指由發(fā)盤人向受盤人提出完整、明確、肯定的交易條件，并愿在一定期限內(nèi)按所提條件與受盤人達成交易的一種肯定表示。

虛盤是賣方所作的非承諾性表示。往往附有保留條件，它沒有買方只要接受就可以成交的權(quán)限。

還盤(Counter Offer)又稱還價。指交易一方收到對方報盤后，不同意或不完全同意報盤中的內(nèi)容，但又有意達成交易，為進一步洽商，便向?qū)Ψ教岢鲂碌臈l件，修改條件或其他要求，均稱為還盤。

遞盤(Bid)又稱遞價，出價。在商品交易中，如賣方手中貨少，行市又看漲，或?qū)Ξ?dāng)前市場情況不清楚，再則是不知買方有無誠意購買，賣方常要求買方先遞價，連續(xù)收到各地客戶遞價之后，以便集中對比，然后決定與誰成交，這樣比較主動。接受(Acceptance)指買方在實盤有效期內(nèi)無條件地完全同意報盤的全部內(nèi)容，并同意據(jù)此訂立合同的一種表示。接受一經(jīng)發(fā)出，不能任意撤銷。

訂貨

訂貨是買方向賣方提出的要求，要求賣方按定單所列的各項條件供貨。定單的取得，大致有兩種情形：

1、經(jīng)賣方報盤，或買方的還盤，最后由買方接受而成效，由買方 制定定單發(fā)給賣方；

2、買方根據(jù)賣方事先所送的產(chǎn)品目錄、價目表、甚至樣品，直接定貨(或稱定購)。定貨可隨時以書信的形式寫成，亦可用事先印妥格式的定單。定單或定貨書信一經(jīng)賣方確認，一般就成為對買賣雙方都有法律約束力的合同。因此，它們的制定或撰號必須準(zhǔn)確和清楚，以免引起不可更正的麻煩。訂貨同詢盤和報盤一樣，可采用電話、電報或書信方式提出，以電話或電報方式提出者，通常均另以書面確認之。另外，賣方接到買方的訂單后應(yīng)認收。認收時，最好重復(fù)一下訂單的條件。有時賣 方因某種原因不能接受買方的訂單。在這種情況下，可選用三種方法:1、送上代用品；2、還盤；3、拒絕接受。采用送上代用品的方法要特別慎重，因客戶可能對代用品不滿意而拒收。如送代用品，事先未獲得客戶同意，其貨物最好用試銷方式，并負責(zé)往返運費。拒絕接受訂單是在確實無他選擇時再用。此種信函必須非常仔細繕寫，而且要為友誼和今后交易留有余地。最好采用還盤的方法或勸說買主接受。

裝運

裝運(Shipment)，裝運條件是買賣合同中必不可少的一項重要條款。它包括裝運時間、裝運港、運輸方式、裝卸時間、裝運單據(jù)等。就外貿(mào)而言，裝運大多數(shù)由遠 洋輪來承擔(dān)，即不定期貨船或是定期班輪。隨著國際貿(mào)易的迅速發(fā)展，集裝箱的使用為公路、鐵路和航空運輸提供了高效率的運輸形式，而且使海運的運費降低了一半。

裝運時間，即裝運期通常是指貨物裝上運輸工具的時間或期限。在按FOB、C&F和CIF 價格條件成交的情況下，賣方的裝運時間以提單上簽署的日期為依據(jù)，如提單日期在合同規(guī)定的裝運期內(nèi)，賣方就履行了合同的交貨義務(wù)。但在FOB條件下，通常是由 買方租船或派船或訂艙位，如買方未能在合同規(guī)定的期限內(nèi)履行派船或訂艙義務(wù)，買方應(yīng)承擔(dān)賣方由此而遭受的一切損失。不管交易是按FOR、C&F還是CIF成交的，合同一般規(guī)定貨物裝運完畢后，賣方必須立即向買方發(fā)出裝船通知(Shipping Advice)，其內(nèi)容包括合同號(或訂單)、商品 名稱、數(shù)量、貨值、船名及啟航日期等。對于按FOB和C&F成交的交易，買方收到賣方的裝船通知后應(yīng)立即辦理保險，并準(zhǔn)備接貨。如因賣方未及時發(fā)出裝船通知，致使買方未能及時辦理保險，而在此期間貨物在運輸途中遭到的損失，應(yīng)由賣方負責(zé)。

在對外貿(mào)易中，貨物裝運后，賣方必須向買方提供裝運單據(jù)，作為履行合同并提取貨款的依據(jù)。裝運單據(jù)的種類和份數(shù)，在每筆具體交易中由買賣雙方商定。裝運前買方將裝運要求以書面形式通知賣方洽辦，說明裝船方式，包裝規(guī)定和嘜頭等，稱為“裝運須知”shipping instructions。如果從一港至另一港無直達船，那就需要轉(zhuǎn)船。為了避免今后可能發(fā)生爭議，賣方 應(yīng)先征得買方同意。因此，在合同中或信用證中必須制訂“允許轉(zhuǎn)船”的條款。裝運涉及面很廣，包括報關(guān)、預(yù)定艙位、租船等等。通常書寫有關(guān)裝運的信函有幾種目的：催促早日裝運；修改裝船條款；寄發(fā)裝船通知；寄送裝船單據(jù)等等，趁通知買方貨已裝船的機會，賣方還可表達進一步發(fā)展業(yè)務(wù)的愿望。發(fā)出裝運通知，可以采用定型函稿或普通函件，但在FOB和C&F價格條件下，一般須以電報通知買方，以便買方辦理保險和準(zhǔn)備派船接受。

交出裝運通知，意味著合同的具體實現(xiàn)，雖然還不是交易的終結(jié)，但對買賣雙方都有重要意義。因此，除通知船已出運，以及在FOB條件下貨物備妥通知買方派船以外，還可以利用這個機會，在通知出運的同時，向客戶表示完成合同的愉快心情和繼續(xù)發(fā)展貿(mào)易的良好愿望，也可以對買方的合作表示感謝，還可以進一步開展推銷活動等等。

支付

當(dāng)今世界的貿(mào)易活動中，國家之間、企業(yè)之間經(jīng)常會產(chǎn)生債權(quán)債務(wù)關(guān)系。賣方獲得一定的債權(quán)，買方負有一定的債務(wù)。這種債權(quán)債務(wù)關(guān)系必須在一定時期內(nèi)清算、結(jié)算。為實現(xiàn)債權(quán)債務(wù)的清償，賣方收入貨幣，買方支付貨幣，這些收付均通過一定 的支付方式來實現(xiàn)?，F(xiàn)在用得較多的國際貿(mào)易支付方式有三種:即匯付、托收和信用證。

(一) 匯付(Remittance) 匯付是指付款人(買方)根據(jù)合同中約定的條件將貨款通過銀行匯寄給收款人(賣 方)的支會方式。參與匯款業(yè)務(wù)的有四個當(dāng)事人，他們是:付款方、收款方、匯出 行、即受付款方委托匯出的款項的銀行、匯入行，即受匯出行委托，解付匯款的銀行。如由付款方主動向收款人匯付，稱為順匯法；如由收款方開出以付款人為抬頭的匯票，主動向付款方索取，叫做逆匯法，又稱出票法。匯款時買方(付款人)可 采用信匯、電匯、和票匯三種形式。

(二) 托收(Collection) 托收是指由顧客委托銀行代為收了各種款項的業(yè)務(wù)。即出口商(賣方)開出以進口商(買方)為抬頭的匯票，委托賣方所在地銀行(托收行)通過它在買方所在地的分行或代理行(代收行)，代為向買方收款。托收業(yè)務(wù)中涉及的當(dāng)事人有:委托人 (出口商或收款人)、托收行，代收行和付款人(進口商)。委托人與托收行之間、托收行與代收行之間都是委托代理關(guān)系，托收行和代收行對于會款人是否付款不承 擔(dān)責(zé)任。托收是建立在商業(yè)信用上，風(fēng)險較大。托收分為光票托收和跟單托收。

(三) 信用證(Letter of Credit, 簡寫 L/C) 買賣雙方進行貿(mào)易結(jié)算時，除非買方具有無可置疑的信譽或買賣雙方有著特殊的關(guān)系，否則，賣方不愿接受付款交單或承兌交單。因為賣方擔(dān)心買方最后拒絕付款贖單，這時賣方雖然仍是貨主，但他可能收不到貨款，在承兌交單項下，買方已拿到單據(jù)，最后因某種原因無力支付，賣方就會受到嚴重的損失，所以，進行國際貿(mào)易交會時，更多地采用信用證的方式。信用證是以銀行信用為基礎(chǔ)，付款由銀行擔(dān)保。它是由進口地銀行應(yīng)進口商(買方) 的請求，開給出口商(賣方)一種保證支付貨款的書面憑證。在這種憑證中開列了 買方購貨所規(guī)定的條件，如貨物的品種、規(guī)格、數(shù)量、發(fā)貨憑證等，只要賣方按所 列條件會貨，就有權(quán)憑此證向開證行或其指定的銀行取得貨款。

商務(wù)信函中常用詞語

(1) 貴函

Your letter； Your favour； your esteemed letter； Your esteemed favour； Your valued letter； Your valued favour； Your note； Your communication； Your greatly esteemed letter； Your very friendly note； Your friendly advice； Yours.

(2) 本信，本函

Our (my) letter； Our (my) respects； Ours (mine)； This letter； these lines； The present.

(3) 前函

The last letter； The last mail； The last post； the last communication； The last respects(自己的信)； The last favour(來信)

(4) 次函

The next letter； The next mail； The next communication； The letter following； the following.

(5) 貴函發(fā)出日期

Your letter of (the) 5th May； Your favour dated (the) 5th June； Yours of the 3rd July； Yours under date (of) the 5th July； Your letter bearing date 5th July； Your favour of even date(AE)； Your letter of yesterday； Your favour of yesterday’s date； Your letter dated yesterday.

(6) 貴方來電、電傳及傳真

Your telegram； Your wire； Your cablegram(從國外)； Your coded wire(密碼電報)； Your code message； Your cipher telegram； Your wireless telegram； Your
TELEX； Your Fax.

(7) 貴方電話

Your telephone message； Your phone message； Your telephonic communication； Your telephone call； Your ring.

(8) 通知

Advice； Notice； Information； Notification； Communication； A report； News； Intelligence； Message.

To communicate (a fact) to； To report (a fact) to…on； To apprise (a person) of； To let (a person) know； To acquaint (a person) with； To intimate (a fact) to； To send word； to send a message； To mail a notice； to write (a person) information； To give notice(預(yù)告)； To break a news to(通知壞消息)； To announce(宣布).

(9) 回信

An answer； A reply； A response.

To answer； To reply； To give a reply； To give one’s answer； To make an answer； To send an answer； To write in reply； To answer one’s letter. (特此回信)
Reply to； Answering to； In answer to； In reply to； In response to. (等候回信)
To await an answer； To wait for an answer.
(收到回信)
To get an answer； To favour one with an answer； To get a letter answered.

(10) 收訖，收到

Receipt(收到)； A receipt(收據(jù))； A receiver(領(lǐng)取人，取款人)； A recipient (收款人)

To receive； To be in receipt of； To be to (at) hand； To come to hand； To be in possesion of； To be favoured with； To get； To have； To have before (a person)； To make out a receipt(開出收據(jù))； To acknowledge receipt(告知 收訖).

(11) 確認

To confirm； Confirming； Confirmation； In Confirmation of(為確認…,為證 實…)； A letter of confirmation(確認函或確認書)

(12) 高興，愉快，欣慰

To have the pleasure to do； To have the pleasure of doing； To have pleasure to do； to have pleasure in (of) doing； To take (a) pleasure in doing (something)； To take pleasure in doing (something)； To be pleased to (with)(by)； to be delighted at (in)(with)； To be glad to (of)(about)； To be rejoiced in (at).

(13) 隨函附件

Enclose； Inclose.

(14) 迅速，立刻

Urgently； Promptly； Immediately； With all speed； At once； With dispatch； With all despatch； With the quickest possible despatch； With the least possible delay； As soon as possible； As quickly as possible； As promptly as possible； At one’s earliest convenience； At the earliest possible moment； At an early date； Without delay； Without loss of time； Immediately on receipt of this letter； By express messenger； By Special messenger； By special delivery； By express letter.

(15) 回信

By return； By return of post； By return of mail； By return of air-mail.

(16) 依照

According to； Agreeably to； Conformably to； pursuant to； In accordance with； In conformity with (to)； In obedience to； In deference to； In compliance with； In agreement with； In pursuance of.

(17) 就…，關(guān)于

About； Regarding； Concerning； As to； As regards； With regard to； In regard to；(of)； Respecting； Relative to； Anent； In connection with； Referring to； With reference to； In reference to； Re.

(18) 期滿到期及應(yīng)付之款

To be due； To fall due (become) due(日期將到)； Duly(正時，及時)；In due Course (依照順序).

(19) (每個，按照，通過)

Per(=by, through) rail.(post,mail,steamer)(通過鐵路，郵政，輪船) Per pro.= by proxy (由代理)

Per annum (=yearly，每年)

Per mensem (=monthly,每月)

Per diem [daiem] (=daily,每日)

Per man, per capital (=per head,依照人數(shù)，每一人) Per piece (每一個，每一件)

(20) 表示抱歉(冒昧做了某事)

To take the liberty of doing something； To take the liberty to do something； To take the liberty in doing something.

(21) 甚感遺憾，請包涵

To regret； To be sorry； To be chagrined； To be mortified； To be vexed； To regret to say； To be sorry to say； To one’s regret； To feel a great regret for； To express regret； To be regretted； To be a matter for regret； To be regrettable； To be deplorable.

(22) (我們)對于…甚感榮幸

To have the honor of doing (being)； To have the honor to do (be)； To do one (oneself) the honor of doing (being)； To esteem (regard) it as a high honor to do (be)； To appreciate the honor to do (be)； To feel honored to do (be)； To owe one a debt of honor to do (be)； To be honored with doing (being) something； To honor one with doing (being) something.

(23) 請

Please； Kindly； be good enough； Be kind enough； Have the kindness.

(24) 感謝，衷心感謝等

To thank； To be (feel) thankful； To be (feel) grateful； To be obliged； To be indebted； To esteem (it) a favour (privilege)； To give (tender, return) one’s thanks； To express one’s gratitude (appreciation)； To tender one’s sincere thanks for； To be overwhelmed with gratitude.

(25) 請照顧等

Command； Order； Service

To command； To order； To serve； To be at one’s service； To render service to one； To do one a service； To be of service to one.

常用商務(wù)英語詞匯

1. accept v.接受，承兌 acceptable adj.可接受的 We cannot accept your offer, the price is too high. 我們不能接受你的報盤；價格太高了。

The offer is not acceptable to them.

他們無法接受這一報盤。

但是acceptable不是肯定接受的意思，要注意區(qū)分。

2. accordingly adv.因此，于是，所以(在句首或句中)；按要求辦(在句尾) Accordingly, we have to ask you to extend your offer 3 days. 因此我們不得不請求你將報盤延期三天。

3. account n..帳，賬目，賬戶；理由，原因；考慮 for the account of出或收某人的帳
for one’s account 由某人支付 We bought the goods for the account of Messers. Peterson & Co. 這貨是我們代彼得森公司購買的。

4. account v.解釋，說明；占(多少百分比)后接介詞for Rubber accounts for 70% of their exports. 橡膠占他們的出口貨的70%。

5. advance n.v.預(yù)付，墊款；事先；上漲 Please do your best to advance shipment. 請盡最大努力提前裝船。

6. affiliate n.分支機構(gòu)，聯(lián)號 We have affiliates in all European markets. 我們在所有歐洲市場都有分支機構(gòu)。

7. agency n..代理 The company has agencies in all parts of Africa. 本公司在非洲各地有代理。

8. appreciate v.漲價；感謝appreciation n.感謝，感激 The price has appreciated. 價格已漲。

We wish to express our appreciation of your efforts to push the business. 感激即予辦理。

9. available a.可利用的，可得到的(做定語時，前置后置均可，以后置為普遍) This is the only stock available. 這是唯一可供之貨。

10. award n.判決，裁決v.判給，裁決 The award of the arbitration is in favour of sellers. 仲裁的裁決對賣方有利。The arbitrators awarded the sellers 500 dollars as damages. 仲裁人裁定賠償賣方500英鎊。

11. balance n.差額，余額 We will draw on you for the balance of RMB 75. 我方將向你方出票支取余數(shù)人民幣75元。

12. bear v.負擔(dān) Extra expenses are to be borne by you. 額外費用將由你方負擔(dān)。

bear out 證實

bear on(upon)和……有關(guān)，對……有影響

13. beneficiary n.受益人 The beneficiary of the L/C is to be China National Light Industrial Products Import & Export Corporation, Nanjing. 信用證的受益人將是南京中國國家輕工業(yè)產(chǎn)品進出口公司。

14. benefit n.年薪，養(yǎng)老金，保險賠償費 He receives 50 dollars a week as unemployment benefit. 他每周由50美元的失業(yè)金。

15. book n.賬冊，記錄 We are glad that we have put the business to book. 我們很高興我們達成了這筆交易。put to book 登記入賬=達成交易

book v.把……記載入冊；預(yù)定 book with you從你方買進；book your order for…賣給你方

16. business n.商號；事情(可數(shù)名詞) There are many business in this town, engaged in the trade. 在這個城市中，許多商號從事這一工作。

17. call n.停靠；需要 For this steamer, Livepool is not aport of call. 利物浦不是這條船的中途?？靠诎?。call(at)ph v.停靠call(for)ph要求，需要

18. capacity n.容量；能力，生產(chǎn)能力 The capacity of the vessel is…..tons. 此船載重量為……噸。

19. charge v.n.收費；把……記入賬冊；指控，控告 You may charge us the expenses incurred. 所需費用可向我們索取。

20. claim n.索賠；收匯 We have not be enable to collect on your L/C no.64. 我們對你的第64號信用證未能收匯。

21. collect v.收集；索取collection n.托收；托收款 We are collecting this material at the point of origin. 我們正在產(chǎn)地收集此貨。

22. commitment n.所承諾的事，所承擔(dān)的責(zé)任 We have too many commitments to allow us to take on new orders. 由于賣貨太多，不容許我們接受新的訂貨。

23. concern n.商號，公司 We hope business will develop rapidly between our two concerns. 我們希望你我兩家的業(yè)務(wù)將迅速發(fā)展。 as concerns=as to concerned adj.有關(guān)的(一般放在所修飾的名詞后面)

24. confirm v.確認，證實，一般用在外貿(mào)書信的開頭，表示證實自己的去信或收到對方的來信We confirm receipt of your cable of the 5th.你5日來電收悉。

25. consign v.運送，寄售 We cannot agree to consign the goods. 我們不同意寄售此貨。

26. cover v.保險，投保 We shall cover the goods against all risks. 我們將投保貨物綜合險。

coverage n.保險范圍，保險總額，通貨發(fā)行準(zhǔn)備金 We want broader coverage to include some extraneous risks. 我們要較廣范圍的保險包括一些特殊險項。 covering(cover的現(xiàn)在分詞，包括……的，涉及……的，有關(guān)……的 We shall appreciate samples covering your offer. 請寄報盤的樣品。

27. credit n.v.貸方，支方，賒賣，信用；記入待付 We have placed the sum to your credit. 我們已將這筆金額記入你們的貸方。

28. deliver v.交貨 delivery n.交付，交貨 The quantity to be delivered each month must not be less than 50 metric tons. 每月應(yīng)交貨的數(shù)量不得少于50公噸。When we made delivery, the goods were in perfect condition. 我們交貨時，貨物完好無損。

29. discount n./v.折扣，貼現(xiàn)；打折扣 The highest discount we can allow on this article is 10%。我們對這項商品最多只能達9折。

30. dishonor v.拒絕支付 We are informed by the Bank of China that our draft for DM785 on clean collection has been dishonored. 接中國銀行通知，我們的785德國馬克托收光票被拒付了。

31. draw v.開出(匯票) draw a draft on s’for 向某人索取若干金額之匯票 We have drawn a clean draft on you for the balance of $100. 我們已開出光票向你索取該項余額100英鎊。

32. due a.到期的，應(yīng)付的，適當(dāng)?shù)?due to由于 This remittance is in payment to fall commissions due(to)you up to date. 這筆匯款是付迄今為止欠你方的各項傭金。

33. dumping n.傾銷 Prices have down slide dowing to dumping operations. 由于傾銷活動，價格下跌了。

34. endorse v.背書；批準(zhǔn)；贊同 The quality of this product has been widely endorsed. 這種產(chǎn)品的質(zhì)量已經(jīng)得到廣泛贊許。 endorsement n.背書；贊同；變更保險范圍的條款 Our products have met with wide endorsement. 我們的產(chǎn)品已經(jīng)得到廣泛的贊許。

35. engage v.答應(yīng)，保證；從事于，忙于(后常接in) We are engaged in both export and import business. 我們從事進出口業(yè)務(wù)。engagement n.約束，保證 We cannot enter into new engagements. 我們不能再接受新約。

36. establish v.建立；開立；使立足于 The relevant L/C has already been established. 有關(guān)的信用證已經(jīng)開出。

37. execute v.執(zhí)行(訂單) All your orders booked up to date have been executed. 你方迄今所訂貨物均已交付。

38. expire v.期滿 The L/C expires on November 30. 信用證于11月30日期滿。

39. favor n./v歡迎，贊許；有利于 The opportunity does not favor our making a binding arrangement. 這一機會不便于我們做出一項有約束性的安排。 in sb’s favor(in favor of sb)以……為受益人，以……為抬頭，對……有利 The letter of credit has been opened in your favor. 信用證已開給你方名下。

40. firm a.確定的，有效的 The offer is firm (for) 3 days. 此報盤有效期為3天。 combined offer搭配報盤 counter-offer還盤 firm offer實盤 lump offer綜合報盤

41. gain n./v利益，盈余，利潤；(價格)上漲；獲得；贏得 Gain sand losses are common in business. 賠賺是做生意的常事。

42. goods n.貨物，永遠用復(fù)數(shù)形式，不能和數(shù)詞連用 We cannot offer you these goods at present. 目前我們不能向你報此貨。

43. grant v.答應(yīng)，準(zhǔn)許給予 It is difficult to grant your request. 你方的要求難于照辦。

44. grant n./v贈款，專用撥款；給予 The government has allocated grants to the project. 政府給該項目撥款。

45. gross n.羅=12打(復(fù)數(shù)不變)adj.毛的，總的；顯著的 Please offer us 500 gross. 請報來500羅。

46. guarantee n.擔(dān)保；保證 v.擔(dān)保，保證 We cannot accept their guarantee. 我們不能接受他們的擔(dān)保。

It is not possible for us to guarantee the time of arrival. 我們不可能保證到達的時間。

47. handsome adj.相當(dāng)大的，可觀的。 He received quite a handsome sum of money as gift. 他收到一筆相當(dāng)可觀的禮金。

48. honor v.照付；履行 We always honor our promise(contract, commitments). 我們總是履行我們的諾言(合約，承擔(dān)義務(wù))的。

49. installment n.分期付款 How many installments did it take to pay off the loan? 此貨款將分幾次付清?

50. insurance n.保險 insure v.保險，投保 insurer n.保險人，承保人 We have covered insurance on the 100 metric tons of wool for 10% of the invoice value against all risks. 我們已將羊毛100公噸按發(fā)票金額加10%保一切險。

51. issue v.發(fā)出 We have arranged with our bankers to issue an L/C in your favour. 我們已和我方銀行辦妥向你開出信用證的手續(xù)。

52. item n.外貿(mào)中常用做“貨物”，做“項目”解 There are several items of commission not yet paid. 有幾筆傭金尚未付清。

53. keen adj.渴望的，對……有興趣 Competition is very keen. 競爭激烈。

54. line n.行業(yè)，(一類)貨色 This is a good line of hardware. 這是金屬器皿中的一種好貨。

55. market n.市場 v.在市場上銷售 in the market要買或者要賣 Please cable us as soon as you are in the market. 一旦你方要買或者要賣時請來電。 think market引人思索的市場 market在市場上銷售

56. merit n.功績；優(yōu)點；是非曲直v. Compact packing has much merit(many merits). 緊密的包裝由許多優(yōu)點。This business is not important enough to merit special efforts. 這筆交易無關(guān)緊要，不值得特別努力。

57. monopoly n.壟斷 They are trying to make a monopoly of this commodity. 他們正在設(shè)法壟斷這一商品。

58. necessity n.必需，必要 We do not see the necessity of sending any goods on consignment.我們認為沒有必要發(fā)貨寄售。

59. oblige v.答應(yīng)請求；迫使；使感謝 We are sorry we cannot oblige you in is respect. 很抱歉，我們在這方面不能答應(yīng)你方的要求。

60. offer n./v報盤，發(fā)盤，報價，開價 Please make/send/give cable us an offer CIF London for(or on) 20 metric tons BrownCashmere. 請給我們一個20噸紫山羊羝倫敦到岸價格的報盤。

外貿(mào)常見英文縮略詞

1. C&F(cost&freight)成本加運費價

2. T/T(telegraphic transfer)電匯

3. D/P(document against payment)付款交單

4. D/A (document against acceptance)承兌交單

5. C.O (certificate of origin)一般原產(chǎn)地證

6. G.S.P.(generalized system of preferences)普惠制

7. CTN/CTNS(carton/cartons)紙箱

8. PCE/PCS(piece/pieces)只、個、支等

9. DL/DLS(dollar/dollars)美元

10. DOZ/DZ(dozen)一打

11. PKG(package)一包，一捆，一扎，一件等

12. WT(weight)重量

13. G.W.(gross weight)毛重

14. N.W.(net weight)凈重

15. C/D (customs declaration)報關(guān)單

16. EA(each)每個，各

17. W (with)具有

18. w/o(without)沒有

19. FAC(facsimile)傳真

20. IMP(import)進口

21. EXP(export)出口

22. MAX (maximum)最大的、最大限度的

23. MIN (minimum)最小的，最低限度

24. M 或MED (medium)中等，中級的

25. M/V(merchant vessel)商船

26. S.S(steamship)船運

27. MT或M/T(metric ton)公噸

28. DOC (document)文件、單據(jù)

29. INT(international)國際的

30. P/L (packing list)裝箱單、明細表

31. INV (invoice)發(fā)票

32. PCT (percent)百分比

33. REF (reference)參考、查價

34. EMS (express mail special)特快傳遞

35. STL.(style)式樣、款式、類型

36. T或LTX或TX(telex)電傳

37. RMB(renminbi)人民幣

38. S/M (shipping marks)裝船標(biāo)記

39. PR或PRC(price) 價格

40. PUR (purchase)購買、購貨

41. S/C(sales contract)銷售確認書

42. L/C (letter of credit)信用證

43. B/L (bill of lading)提單

44. FOB (free on board)離岸價

45. CIF (cost, insurance & freight)成本、保險加運費價

CR=credit貸方，債主

DR=debt借貸方

(注意:國外常說的debt card，就是銀行卡，credit card就是信譽卡。這里都是指銀行和財務(wù)公司說的，你的銀行卡，是你將錢放入銀行，銀行是“借貸方”， 所以叫做debt卡。用credit卡，是你從銀行或者財政公司借錢，銀行或公司是“貸方”， 所就叫credit.)

Exp=Expense花費，費用

O/H=overhead常用開支

TC=total cost總費用

FC=fixed cost常設(shè)費用

VC=variable cost變動費用

P=profit竟利潤

S=sales銷售總額

Rev=revenue利潤

MC=marginal cost費用差額

GM=gross margin毛利

MR=marginal revenue利潤差額

A/R=account receivable待收款(銷售后，記賬以后收取。)

A/P=account payable代付費(花費后記賬，以后付費。)

PMT=payment支付款

N/I=net income純收入

AMT=amount數(shù)額

DCT=discount打折

國際商展商貿(mào)英語

實用語句 Practical Sentence

1. This model can run any software or DOS program and IBM personal computer can run.

2. May I ask what company you work for?

3. Are all the components made here in Taiwan?

4. Would you like a packet of our promotional literature?

5. May I help you?

6. I see your computer is fully IBM compatible.

7. I’d be glad to help.

8. We’re a high-volume, discount mail-order house.

9. I wonder if you can give me more information about this computer model you’re showing?

10. I represent Reese Computer and Supply Company.

11. We do some subcontracting, but only in Taiwan.

12. Would you be interested in talking with him about our ideas for upcoming models?

13. I’m due to fly back to the States on Friday.

14. I’m sure we can arrange it before then.

15. Would you like to tour our factory? Yes, if it wouldn’t take too long to arrange.

實況對話 Dialogue: (An American importer talks with a Chinese salesman at a trade show .)

Salesman: Good morning. May I help you?

Importer : I wonder if you can give me more information about this computer model you’re showing?

Salesman : I’d be glad to help. Would you like a packet of our promotional literature?

Importer : Thank you. I see your computer is fully IBM compatible.

Salesman : Yes, this model can run any software or DOS program and IBM personal computer can run.

Importer : These models seem to be quite small.

Salesman : Yes, one of the problems our company was trying to solve when we worked on this model was to do away with the bulk of IBM desk-tops and their clones. Our computer is only 11 pounds.

Importer : Remarkable! There’s nothing quite like seeing a problem and solving it to create a good product. Are all the components made here in Taiwan?

Salesman : Yes, we do some subcontracting, but only in Taiwan. These computers are made here. May I ask what company you work for?

Importer : I represent Reese Computer and Supply Company.We’re a high-volume, discount mail-order house.

Salesman : Would you like to tour our factory and perhaps.even one or two of our subcontractors?

Importer : Yes, if it wouldn’t take too long to arrange. I’m due to fly back to the States on Friday.

Salesman : I’m sure we can arrange it before then. How about meeting the founder of our company? Would you be interested in talking with him about our ideas for upcoming models?

Importer : Yes, I think that would be useful. Thank you for your help.

第三部分：外貿(mào)常用英語書信大全

1. 請求建立商業(yè)關(guān)系

Rogers Chemical Supply Co.
10E.22Street
Omaha8,Neb
Gentlemen:
We have obtained your name and address from Aristo Shoes, Milan ,
and we are writing to enquire whether you would be willing to establish business relations with us.
We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business.
We look forward to your early reply.
Very truly yours

自米蘭職權(quán)里斯托鞋類公司取得貴公司和地址，特此修函，祈能發(fā)展關(guān)系。多年來，本公司經(jīng)營鞋類進口生意，現(xiàn)欲擴展業(yè)務(wù)范圍。盼能惠賜商品目錄和報價表。如價格公道，本公司必大額訂購。
煩請早日賜復(fù)。
此致

2. 回復(fù)對方建立商業(yè)關(guān)系的請求

Thank your for your letter of the 16th of this month. We shall be glad to enter into
business relations with your company.
In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range.
Payment should be made by irrevocable and confirmed letter of credit.
Should you wish to place an order, please telex or fax us.

本月 16 日收到有關(guān)商務(wù)關(guān)系的來函，不勝欣喜。謹遵要求另函奉上最新之出口商品 目錄和報價單。款項煩請以不可撤銷保兌之信用狀支付。如欲訂貨，請電傳或傳真為盼。
此致 敬禮

3. 請求擔(dān)任獨家代理

We would like to inform you that we act on a sole agency basis fora number of manufacturers.
We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen.
Until now , we have been working with your textiles department and our collaboration has proved to be mutually beneficial. Please refer to them for any information regarding our company.
We are very interested in an exclusive arrangement with your factory for the promotion of your products in Bahrain.
We look forward to your early reply.

本公司擔(dān)任多家廠家的獨家代理，專營精制棉織品，包括各燈家用亞麻制品，行銷 中東。 與貴公司向有業(yè)務(wù)聯(lián)系，互利互作。貴公司紡織部亦十分了解有關(guān)業(yè)務(wù)合作之情況。 盼望能成為貴公司獨家代理，促銷在巴林市場的貨品。 上述建議，煩請早日賜復(fù)，以便進一步聯(lián)系合作。
此致 敬禮

4. 拒絕對方擔(dān)任獨家代理

Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens.
I regret to say that, at this stage ,such an arrangement would be rather premature.
We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works.
It would be necessary for you to test the market for our products at you end. You would also have to build up a much larger turnover to justify a sole agency.
We enclose price lists covering all the products you are interested in and look forward to hearing from you soon.

9 月 1 日有關(guān)建議擔(dān)任家用亞麻制品獨家代理的來信收悉。謹致衷心謝意。目前時 機尚未成熟，不能應(yīng)允該安排深感抱歉。 然而，本公司樂意與貴公司先試行合作，為今后合作打下基礎(chǔ)。為證明擔(dān)任獨家代 理的能力，貴公司宜上述貨品作市場調(diào)查，研究是否可擴大現(xiàn)有之營業(yè)額。奉上該 貨品之報價單，敬希查照。專此候復(fù)。
此致 敬禮

5. 同意對方擔(dān)任獨家代理

Thank you for your letter of 12 April proposing a sole agency for our office machines.
We have examined our long and ,I must say ,mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain.
From our records, we are pleased to note that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified after sales staff.
We have drawn up a draft agreement that is enclosed. Please examine the detailed terms and conditions and let us know whether they meet with your approval.
On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan .
My very best wishes to you and your wife.

4 月 12 日建議擔(dān)任為公室器具之獨家代理來信已經(jīng)收悉。 過去雙方合作皆互利互助，能獲您的眷顧作我公司于巴林的獨家代理，殊感榮幸。據(jù)知您公司兩服務(wù)技師曾到我公司米蘭工廠受訓(xùn)。相信您公司在取得代理權(quán)后，仍會繼續(xù)注重合格售后服務(wù)人員的訓(xùn)練?，F(xiàn)隨信附上協(xié)議草稿，請查實各項條款，惠復(fù)是盼。能加強業(yè)務(wù)，我亦感到欣喜，前次到訪巴林，蒙盛情款待，不勝感激。祈盼您蒞臨米蘭時，容我一盡地主之誼。
此致 敬禮

6. 借引薦建立業(yè)務(wù)關(guān)系

At the beginning of this month , I attended the Harrogate toy fair. While there , I had an interesting conversation with Mr. Douglas Gage of Edu toys plc about selecting an agency for our teaching aids.
Douglas described your dynamic sales force and innovative approach to marketing. He attributed his own company’s success to your excellent distribution network which has served him for several years.
We need an organization like yours to launch our products in the UK.
Our teaching aids cover the whole field of primary education in all subjects .Our patented ‘Matrix’ math apparatus is particularly successful.
You may have reservations about American teaching aids suiting your market. This is not a problem since we have a complete range of British English versions.
I enclose an illustrated catalogue of our British English editions for your information. Please let me have your reactions to the material.
I shall be in London during the first two weeks of October .Perhaps we could arrange a meeting to discuss our proposal.

本用初參觀哈洛加特玩具交易會時有幸與教育玩具股份有限公司的道格拉斯·蓋齊先生一談，提及本公司正物色代理人推廣教學(xué)器材一事。蓋齊先生贊揚貴公司積極推廣產(chǎn)品，不斷推出新的推銷方法，并把其公司的成就歸于貴公司完善的經(jīng)銷網(wǎng)絡(luò)。貴公司的經(jīng)驗，正能替本公司在英國經(jīng)銷產(chǎn)品。本公司生產(chǎn)初級教育各學(xué)科的教育器村、專利產(chǎn)品梅特里克教學(xué)器材更傲視同儕。除美國教學(xué)器材外，亦備有全套英式英語版教材，適合當(dāng)?shù)厥袌?，貴公司無需憂慮切合市場需求?，F(xiàn)附上配有插圖的英式英語版教材目錄，盼抽空細閱，并賜知寶貴意見。本人擬于 10 月頭兩星期前往倫敦，未知能否安排會面，就以上建議作一詳談?
此致 敬禮

7. 邀請參觀貿(mào)易展覽會

Many thanks for your letter and enclosures of 12 September.
We were very interested to hear that you are looking for an UK distributor for your teaching aids.
We would like to invite you to visit our booth, no.6, at next month’s London Toy Fair, at Earl’s court , which starts on 2 October.
If you would like to set up an appointment during non exhibit hall hours please call me. I can then arrange for our sensor staff to be present at the meeting.
We look forward to hearing from you.

多謝 9 月 12 日的來信和附件。獲悉貴公司有意物色英國銷售商推廣教學(xué)輔助設(shè)備，甚感興趣。
本公司將于 10 月 2 日于厄爾大樓舉行的聳敦玩具商品交易會上展示產(chǎn)品，誠邀貴公司派員參觀設(shè)于 46 號之?dāng)偽?。如能安排于非展出時間面談，煩請電復(fù)。定必委派高層人員赴會。
本公司深知貴公司產(chǎn)品精美質(zhì)優(yōu)，希望能發(fā)展互惠之業(yè)務(wù)。特此奉告，并候復(fù)音。

8. 與過去有貿(mào)易往來的公司聯(lián)系

We understand from our trade contacts that your company has
reestablished itself in Beirut and is once again trading successfully in your region.
We would like to extend our congratulations and offer our very best wishes for your continued success.
Before the war in Lebanon , our companies were involved in a large volume of trade in our textiles. We see from our records that you were among our best ten customers.
We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon.
Since we last traded, our lines have changed beyond recognition. While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market. As an initial step , I enclose our illustrated catalogue for your perusal. Should you wish to receive samples for closer inspection, we will be very happy to forward them.
We look forward to hearing from you.

從同行中獲悉貴公司貝魯特復(fù)業(yè)，生意發(fā)展迅速。得聞喜訊，不勝歡欣。謹祝業(yè)務(wù) 蒸蒸日上。黎巴嫩戰(zhàn)事發(fā)生前雙方曾有多宗紡織品交易；貴公司更是本公司十大客戶之一。現(xiàn)今戰(zhàn)事平息，亟盼能重展雙方互惠的業(yè)務(wù)聯(lián)系。自上次合作至令，產(chǎn)品款式變化極大。除了有迎合歐洲人口味的款式這外，亦有專門為中東市場而設(shè)計的產(chǎn)品。現(xiàn)奉上配有插圖的商品目錄供初步參考。職需查看樣本，還望賜知。

9. 確認約會

I would like to confirm our appointment to discuss the possibility of merging our distribution networks. I am excited of the prospect of expanding our trade.
As agreed, We will meet of our office in bond street at 9.30a.m.on Monday 20 March. I have scheduled the whole day for the meeting.
If for any reason you are unable to attend , please phone me so that we can make alternative arrangements.
Please let me know if you would like our office to arrange hotel accommodation. I look forward with great pleasure to our meeting.

承蒙拔冗講討論合并雙方銷售網(wǎng)，以擴大貿(mào)易發(fā)展范圍，深感興奮。現(xiàn)特修函確定 會議日程。
謹于 3 月 20 日星期一在邦德街辦公室候教，請貴公司代表于當(dāng)日早上 9 時蒞臨指導(dǎo)。若因故未能抽空出席，煩請致電告知，以便另行安排會晤。未知是否需代為安排旅館膳宿?請盡早賜知，以便早作準(zhǔn)備，款待貴客。謹此預(yù)祝會談成功。

10. 感謝客戶訂貨

Gillette-burns Co.
322 Gleenwood street
Gleveland 5,Ohio
Gentlemen:
Thank you for your order no,464 of 20 September.
The models you selected from our showroom went out today under my personal supervision.The package is being air frighted to you on swissair.The relevant documentation is enclosed.I enjoyed meeting you and hope that this order represents the beginning of a long and prosperous relationship between our companies.
The next time you visit us ,please let me know in advance so that
I can arrange a lunch for you with our directors.
Sincerely yours

謝謝 9 月 20 日第 464 號定單。今天我已新自監(jiān)督發(fā)送您自展覽室挑選的產(chǎn)品。該產(chǎn)品隨附有關(guān)文件經(jīng)瑞士航空公司運送。 很榮幸與你會面，衷心希望是次定單能加強雙方的關(guān)系。下次到訪前，煩請賜知，俾能安排與本公司董事共進午餐。

11. 向長期客戶推銷新產(chǎn)品

I enclose an illustrated supplement to our catalogue. It covers the latest designs which are
now available from stock.
We are most gratified that you have, for several yeas. Include a selection of our products in your mail-order catalogues. The resulting sales have been very steady.
We believe that you will find our new designs most attractive. They should get a very good reception in your market.
Once you have had time to study the supplement , please let us know if you would like to take the matter further. We would be very happy to send samples to you for closer inspection.
For your information, we are planning a range of classical English dinner services which ,should do well in the North American market.
We will keep you informed on our progress and look forward to hearing from you.

隨函寄奉配有插圖的商品目錄附頁，介紹最新設(shè)計的產(chǎn)品。貴公司的郵購目錄多年來收錄本公司產(chǎn)品，產(chǎn)品銷售成績理想，特此致以深切謝意。最新設(shè)計的產(chǎn)品巧奪天工，定能吸引顧客選購。煩請參閱上述附頁，需查看樣本，請賜復(fù)，本公司樂意交勞。本公司現(xiàn)正設(shè)計一系列款式古典的英國餐具，適合北美市場需求。如感興趣，亦請賜知。
愿進一步加強聯(lián)系，并候復(fù)音。

12. 為商貿(mào)指南兜攬廣告

Thank you for your business. You are currently represented in our directory.
This is the only directory of its kind which reaches all companies in the building and construction industry in the UK. Advertising in our directory was a wise move on your part.

We are currently compiling a new edition of the directory which will be published in April 1995.The new edition will be expanded to include major manufacturers of plumbing equipment in the European Community.
For proper coverage in the directory, you ought to appear in more than one category. If you do opt for a multiple listing, you will be able to buy space in additional categories at half price.
You can be assured that the new edition will be on the desks of all the major decision makers in the building and hardware trades.
Please complete the enclosed form and return it with the appropriate fee.

Thanks again for your business.

衷心感謝惠顧。貴公司商號已刊登在本公司的商貿(mào)指南中。該指南乃唯一覆蓋英國 全部建筑公司的刊物，在此刊登廣告確是明智之舉。
現(xiàn)下籌備 1998 年 4 月版的貿(mào)易批南，新版會羅列歐洲貢同體的主要鉛管業(yè)制造商。為達到出色的宣傳效果，貴公司宜考慮在不同類別刊登廣告。如蒙惠顧，除首個廣告外，其余類別的廣告將可獲半價優(yōu)惠。該指南將分送給所有建筑公司和五金器具公司主管。煩表填妥隨附表格，連同廣告費用一并寄回。
專此盼候佳音。

13. 請求客戶作推薦人

Thank you for your letter of 2 November. We are delighted to hear that you are to pleased with the refurbishment of your hotel.
As your know .in our line of work, we depend on good ,reports about our projects to win further business. Our clients always shop around and look for references before committing themselves.
With your permission, we would like to use your hotel as a reference when we discuss similar refurbishments in the hotel industry. Would you agree to our suggesting that future clients should call you?
It would also be most helpful if we could occasionally bring a client to look at your hotel. We would, of course , stay overnight at least. I’ll call you next week to hear your reaction. Thanks again for you kind words.

從 11 月 2 日的來函得悉閣下對貴飯店的整修感到滿意，此消息對本公司實是一鼓勵。設(shè)計行業(yè)重視聲譽，客人在選擇設(shè)計公司時必然會有所比較。如蒙允許，本公司欲請貴飯店作推薦人，證明有關(guān)整修的質(zhì)素。未知可否讓其他客戶來電垂詢? 此外，如獲允準(zhǔn)間或聯(lián)同客戶前來參觀貴飯店整修，定必有莫大幫助。當(dāng)然，本公司會預(yù)訂房間，至少留宿一晚。

14. 通知客戶價格調(diào)整

We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997.
You will see that there have been number of changes in our product range. A number of improved models have been introduced.
Out range of washing machines has been completely revamped. Many popular lines, however, have been retained unchanged.
You will be aware that inflation is affecting industry as a whole .Ws have been affected like everyone else and some price increases have been unavoidable. We have not, however, increased our prices across the board, In many cases, there is a small price increase, but in others, none at all.
We can assure you that the quality of our consumer durables has been maintained at a high standard and that our service will continue to be first class.
We look forward to receiving your orders.

謹謝上新的商品目錄和價格表。修訂價格定于 1997 年 4 月 1 日起生效。產(chǎn)品系列有 一大革新，增加了不少改良的型號，扒出一系列新款的洗衣機，但許多款的開動號仍保持不變。通貨膨脹影響整個工業(yè)連帶令貨品價格上漲。雖然如此，本公司并未全面提升價格，調(diào)整幅度亦不大。本公司堅守一貫信念，務(wù)求出產(chǎn)優(yōu)質(zhì)之耐用消費品，迎合顧客的需要。謝謝貴公司多年惠顧，盼繼續(xù)合作。

15. 說明價格調(diào)整原因

I enclose our new price list , which will come into effect ,from the end of this month.
You will see that we have increased our prices on most models. We have ,however , refrained from doing so on some models of which we hold large stocks. We feel we should explain why we have increased our prices.
We are paying 10% more for our raw materials than we were paying last year. Some of our subcontractors have raised their by as much as 15%.
As you know , we take great pride in our machines and are jealous of the reputation for quality and dependability which we have achieved
over the last 40 years. We will not compromise that reputation because of rising costs. We hope, therefore decided to raise the price of some of our machines.
We hope you will understand our position and look forward to your orders.

現(xiàn)謹附上本公司新價格表，新價格將于本月底生效。除了存貨充裕的商品外，其余大部分貨品均已調(diào)升價格。是次調(diào)整原因是原材料價格升幅上漲 10%，一些承包商的價格調(diào)升到 15%。過去 40 年，本公司生產(chǎn)的機器品質(zhì)優(yōu)良、性能可靠。今為確保產(chǎn)品質(zhì)量，唯有稍為調(diào)整價格。上述情況，還望考慮。愿能與貴公司保持緊密合作。

16. 回復(fù)感謝信

We greatly appreciate your letter describing the assistance you received in solving your
air-conditioning problems.
We are now in our fifty year of operation, and we receive many letters like your indicating a high level of customer satisfaction with our installation.
We are pleased that our technical staff assisted you so capably. We would like you to know that it you need to contact us at any time in the future. Our engineers will be equally responsive to your request for assistance.
If we can be of service to you again, please let us know. Thank you again for your very kind letter.

承蒙來信贊揚本公司提供的空調(diào)維修工程服務(wù)，欣喜不已。五年前開業(yè)至今，屢獲客戶來函嘉獎，本公司榮幸之至。欣悉貴公司識技術(shù)人員的服務(wù)，他日苛有任何需要，亦請與本公司聯(lián)絡(luò)，本公司定當(dāng)提供優(yōu)秀技師，竭誠效勞。在此謹再衷心感謝 貴公司的贊賞，并請繼續(xù)保持聯(lián)絡(luò)。

17. 請客戶征詢其它公司

Thank you for your enquiry of 5 May concerning silk blouses.
We regret to say that we do not manufacture clothing to your own designs to the highest European standards:
Swan Textiles corporation The industrial zone Shekou
We supply the factor with all their silk materials, I enclose a swatch of our stock materials for your examination. Should you desire any of these samples made up into finished products, we can supply the swan factory with them.
We hope that this will be of help to you and wish you every success in your business
dealings.

謝謝 5 月 5 月日來函查詢關(guān)于紆綢罩衫的事宜。 本公司只生產(chǎn)紆綢布料，供應(yīng)紡織品批發(fā)商和制造廠家，并沒有制造成衣，因而未能接受貴公司訂貨，謹致萬分歉意然而，本公司樂意推薦本地一家生產(chǎn)優(yōu)質(zhì)男裝的工廠，相信可按貴公司設(shè)計的款式制造符合歐洲最高標(biāo)準(zhǔn)的服裝：蛇口工業(yè)區(qū)天鵝紡織品公司。該廠的絲綢布料全由本公司供應(yīng)，隨函了什樣本以供查閱，如貴公司認為適合，本公司樂意負責(zé)供應(yīng)所需布料。愿上資料對貴公司有所幫助。謹祝生意興隆，事事順達。

18. 改善服務(wù)

Thank you for your letter of 26 January. I apologize for the delivery problems you had
with us last month.
I have had a meeting with our production and shipping managers to work out a better system for handling your account .We know we made a mistake on your last order . Although we replaced it for you. we want to make sure it does not happen again.
We have devised the enclosed checklist to use for each of your future order. It includes your firm’s particular specifications, packing requirements and marking instructions. I believe can service your company better and help you operations run more smoothly with this safeguard.
Please contact us if there are any additional points you would like us to include.

感謝 1 月 26 日來信。對上月貴公司更換所需貨品，唯恐類似事件再發(fā)生，本公司生產(chǎn)、運輸和出口部經(jīng)理已商議制訂更有效方法處理貴公司事務(wù)，并為此特別設(shè)計清單。隨信奉上該清單，供貴公司今后訂貨之用。當(dāng)中包括特殊規(guī)格、包裝要求和樗說明 等欄目，相信此舉有助本公司提供更佳服務(wù)，促進雙方合作。如欲增設(shè)任何欄目于該清單上，懇求惠示。

19. 拒絕客戶的要求

Thank you for your enquiry of 25 August.We are always pleased to hear from a valued customer.I regret to say that we cannot agree to your request for technical information regarding our software security systems. The fact is, that most of our competitors also keep such information private and confidential.I sincerely hope that this does not inconvenience you in any way.If there is any other way in which we can help.
do not hesitate to contact us again.

8 月 25 日信收悉，謹此致謝。來信要求本公司提供有關(guān)軟件保密系統(tǒng)的技術(shù)資料，但鑒于同行向來視該等資料為機密文件，本公司亦不便透露，尚祈見諒。我真誠地希望這樣不會對貴公司造成不便。如需本公司協(xié)助其他事宜，歡迎隨時賜顧垂詢。
祝業(yè)務(wù)蒸蒸日上!

20. 應(yīng)付難辦的客戶

We have been doing business together for a long time and we value our relationship of late, we have not been able to provide the kind of service we both want.
The problem is that your purchasing department is changing orders after they have been placed. This has led to confusion and frustration for both of our companies. In several instances. you have returned goods that were originally ordered.
To solve the problem , I propose that on receipt of an order, our sales staff contact you to verify it. If you decide on any changes, we will amend the order and fax you a copy so that you can check it.
I trust this system will cut down on delays and errors, and allow our operations to run smoothly.

承蒙多年惠顧，本公司感激萬分。然近來合作出現(xiàn)問題，令服務(wù)水準(zhǔn)未能符合對方要求，本公司為此提憂不已。貴公司采部發(fā)出定單后，再三更改內(nèi)容；更有甚者，屢次退回訂購之貨品，導(dǎo)致了雙方公司工作中的混亂和困惑。為避免問題日趨嚴重，特此在接到定單后，由本公司銷售人員與貴公司復(fù)核。若需作出改支，本公司把定單修改后電傳副本，供貴公 司查核。
盼望上述辦法經(jīng)受減少延誤，促進雙方業(yè)務(wù)發(fā)展。

21. 祝賀新公司成立

It has just come to our attention that you have lately opened your new European headquarters in Brussels.
Congratulations on your bold venture.
As you know , our companies have had a long business association in the UK. We look forward to collaborating with you in your European venture.
Please let us know if we can be of any assistance to you. We will be delighted to help.
We wish you the very best of luck and a prosperous future.

22. 非正式的預(yù)約要求

Could we meet some time this month to discuss the hypermarket proposal?
We want to make decision by the beginning of next month. We would very much like to hear your thoughts before we make any definite plans.
Could you choose a venue for the meeting? I can fly to London any time, Perhaps you would prefer Lyon or Paris? I leave it to you to choose.
I look forward to seeing you again.

您好!未知能否于本月會面，商談有關(guān)特大自助市場的建議呢?我們準(zhǔn)備于下月初作出最后決定。在未訂下明確計劃之前，希望能咨詢的意見。敢問能否選定會面地點？在倫敦、巴黎或里昂商談都可以，悉隨尊便。
期待與您見面。

23. 物色代理商

Our company manufactures a range of printing presses that are used successfully by companies in over 20 countries. A product specification brochure is enclosed.
We are considering expanding our products to new markets and we would appreciate you assistance. In particular , we would like to identify the best agents who are currently serving the printing industry in your region.
We are looking for organizations which conduct their business in a truly professional manner. They must be fully conversant with the technical side of the printing industry and have a comprehensive understanding of all the features of the lines t6hey represent.
We would be very grateful if you could take a few moments to send us the names of three or four organizations that match our requirements.We shall then contact them to explore the possibility of establishing a mutually acceptable business relationship.
Thank you very much for your time and consideration in this matter.

本公司生產(chǎn)的一系列印刷機，獲二十多個國家的公司采用。隨函附上產(chǎn)品規(guī)格說明書，謹供參考。現(xiàn)為該產(chǎn)品開拓新市場，希望得知貴地區(qū)從事印刷工業(yè)的代理商資料。如蒙貴公司協(xié)助，將不勝感激。如能撥冗寄來數(shù)個符合上述要求代理商商號，則感激不盡。本公司將與其聯(lián)系，研究能否建立互惠互利折業(yè)務(wù)關(guān)系。

右蒙惠告，不勝感荷!

24. 歡迎新代理商

I would like to welcome you to our organization. We are very pleased to have you on our ream. I know that you will be equally proud of our products.
Our European sales Representative, Antoine Gerin , will be in touch with you at regular intervals. Please feel to call him any time you have a problem, If I can regular intervals. Please feel free to call him any time you have a problem. If I can ever be of service, please call me.
I am planning a trip to France next month, and I am looking forward to meeting you. In the meantime, the best of luck with our product line.

歡迎加入本公司成為我們的一分子。相信您也會以本公司的產(chǎn)品為榮。歐洲銷售代理安東尼·格林會定期與聯(lián)絡(luò)，遇有問題可與他商討。若有其他需要，歡迎向我提出。下月我將赴法國一游，期望能與您會面。謹祝產(chǎn)品銷量節(jié)節(jié)上升。

25. 要求約見

Would you be interested in stocking a radical new departure in laptop computers?
I would very much like to brief you on this great innovation. Could we make an appointment?
The machine is the same size as most laptops but comes with some totally new features. The retail price will undercut its nearest competitor by at least 20%.I shall be in the UK from 1 September to 20 October. If you would like to know more, just fax or telex me.

貴公司有沒有考慮配置最新型號的手提電腦？本公司誠意推介該嶄新產(chǎn)品，盼能預(yù)約時間作一介紹。該電腦體積和同類電腦相仿，但配備多項先進功能。其零售價較同類產(chǎn)品便宜20%以上。本人將于 9 月 1 日至 10 月 20 日逗留英國。如蒙撥冗了解該產(chǎn)品資料，煩請函復(fù)。

26. 拒絕約見

Thank you for your letter of 7 July regarding your new laptop computer.
I regret to say that we cannot agree to your request for an appointment.
We currently have the sole agency for another computer company, Under the terms of the contract , We are barred from stocking any other company’s products.
The sole agency comes under review in six months’ time . Contact us then and we may be able to consider your new product.

7 月 7 日有關(guān)新型號手提電腦函收悉。本公司暫未能安排會面，深感歉意?，F(xiàn)時正為另一家電腦公司提任獨家代理，根據(jù)合約條款，不得銷售別家電腦公司的產(chǎn)品。該代理權(quán)將于六個月后期滿。屆時煩請再作聯(lián)系，共商貴產(chǎn)品代理事宜。

27. 同意約見

Thank you for your letter of 15 September. I note that you will be in the UK during the
whole of November.
We are quite interested by the fashion knitwear illustrated in your catalogue.
As a fashion Chain. We might consider having some of our own designs manufactured in China.
Please let me know when you would like to call on us. The week beginning 6 November would suit me best.
I look forward to meeting you and discussing this matter.

感謝 9 月 15 日的來信。欣聞閣下將于 11 月逗留倫敦一個月，望到時能撥冗相會。 本公司對貴公司商品目錄中的針織時裝深感興趣。現(xiàn)正研究設(shè)計款式，在中國制造后寄本公司時裝連鎖店發(fā)售。如能于 11 月 6 日或其后數(shù)天抽空來訪，當(dāng)感激不盡。期待與您會面，商討有關(guān)事宜。

28. 歡迎新客戶

Welcome to Bradley & sons. We are delighted to have you as one of our customers.You can be sure that we will do everything in our power to merit your business.
Our efforts always revolve around the needs of our customers.If you have any special requests about shipments. merchandise, payment or product modifications, please let us know.I shall arrange for our European sales representative to call on you at least once a month.He will make sure that our business relationship runs smoothly.
Many thanks tor your confidence in us.

聞悉本公司有幸為閣下服務(wù)，雀躍萬分。必定竭盡全力，不負所托。本公司秉承傳統(tǒng)宗旨，晝滿足客戶的需求。閣下如對裝運、推銷、付款手續(xù)或產(chǎn)品 改良有任何要求，還請告知。本公司的歐洲銷售代理將第月拜訪閣下最少一次，確保雙方貿(mào)易關(guān)系能順利發(fā)展。得到閣下的信任，謹此再三致謝。

29. 終止商業(yè)關(guān)系

Further to our telephone conversation of this morning, I am enclosing the formal letter terminating our contract.
In view of the collapse in the market for your Mini maniac doll, we can no longer undertake to distribute it.
We shall try to dispose of the stocks we do have at a discount.
We have enjoyed working with you. When you get your next idea for a popular toy. Please get in touch with us.
Very best wishes.

根據(jù)今早的電話談話，現(xiàn)謹奉上終止雙方合同的正式函件。鑒于貴公司的迷你玩具銷售量暴跌，本公司不能繼續(xù)推銷該貨品。庫存貨品亦將設(shè)法削價傾銷。雙方合作素來愉快。如對流行玩具有新穎構(gòu)思，煩表不吝賜教。

30. 第一次詢價

We have learned from Smith and company of Birmingham that you manufacture a range
of high-fashion handbags in a variety of leathers.
We operate a quality retail business and although our sales volume is not large, we obtain high prices for our goods.
Would you please send me a copy of your handbag catalogue with
details of your prices and payment terms?
We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.

從伯明輸史密公司獲悉貴公司制作了一系列款式新穎皮革手提包。本公司經(jīng)營高檔零售業(yè)務(wù)，雖然銷量不多，但是全屬優(yōu)質(zhì)高價?，F(xiàn)懇請惠寄貨品目錄，價格表和付款方式細則。此外，如提供各類革樣本，不勝感激。

31. 答復(fù)第一次詢價

Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in
our products.
We are sending you a copy of our latest catalogues under, separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.
I regret to say that we cannot send you the full range of samples. You can be assured , however ,that such skins as crocodile and ostrich, not included in the swatch, are of the same high quality.
Mrs. Angela wane, our European sales manager , will be in the UK next month and will be pleased to call in you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship sill appeal to the most discriminating buyer.
We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrates in our catalogue and are of the same high quality as our handbags. Mrs. wane will be able to show you examples when she calls.
We look forward to receiving an order from you.

7 月 16 日來函價已收到。得悉貴公司對我們的產(chǎn)品有興趣，實感榮幸。茲奉上我以 新的產(chǎn)品目錄和常用的皮革樣本謹供參考。很抱歉未能寄上全套樣本，但其他諸如鱷魚皮、駝鳥皮等皮革都是同樣優(yōu)質(zhì)上乘的。本公司歐洲營為經(jīng)理安拉·韋恩太太將于下月攜同各類產(chǎn)品前赴英國。屆時您若能抽空與她面談和看看我們的產(chǎn)品，相信也會同意我們的產(chǎn)品質(zhì)料上乘、手工精巧，能吸引最有鑒賞力的買主。除了手提包外，本公司亦制造多種系列精美的皮帶和手套，貴公司如感興趣，可參看產(chǎn)品目錄中所刊登的插圖。恩太太訪時將向您展示樣本。

32. 鋼螺釘詢價

We are interested in buying large quantities of steel screws in all sizes. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward if you could forward samples and your price list to us.
We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition , we have confidence in the quality of your products.
We look forward to hearing from you by return.

本公司有意大量購買各型號鋼螺釘，欲知每公斤送抵英國利物浦的成本加運費價格。如蒙惠賜上述報價單，不勝勝激。如能惠寄樣本和價格表，亦必感謝不盡。本公司素來抽其他公司購買此類品，聞悉貴公司貨品質(zhì)優(yōu)價廉，故欲與貴公司建立合作關(guān)系。

33. 答復(fù)鋼螺釘詢價

Thank you for your enquiry of 2 October 1995. In reply, we would like to make the following offer, subject to our final confirmation.
Product: steel screws
Specifications: As per the attached list
Packing: Loose in boxes of 5 kg net
Quantity: 100 boxes
Price: As per the attached list
Shipment: January/February 1996
Payment: Confirmed, irrevocable letter of credit payable by draft on sight to be opened 30 days before the time of shipment.
Under separate cover, we have sent you samples of various sizes. our catalogue and price list.
If you find our offer acceptable, please telex or fax us for confirmation.

貴公司 1995 年 10 月 2 日詢價函收悉。如下需在本公司確認后。方為有效：
產(chǎn)品：鋼螺釘
規(guī)格：依照附表
包裝：凈重 5 公斤散裝箱
數(shù)量：110 箱
價格：依照附表
裝運：1996 年 1 月至 3 月
付款：保兌不可撤銷即期信用證，需于裝運前 30 天開立另函附寄各型產(chǎn)本、商品目 錄和價格表。如貴公司接受上述報價。請盡早實定單為盼。

34. 詢問盤子價格細目

We enclose details of our inquiry for dishes to be delivered before the first of next month.
Will you please give us your prices for the quantity named?

今隨函附上必須在下月一日以前交貨的盤子詢價細目。 請把我所需數(shù)量的盤子價格告訴我們
好嗎?

35. 索取樣品和詢價

Please send us samples and your lowest prices for your fountain pens, model 464-B.Samples and prices must reach us no later than 15th of this month.

請將你們 464-B 型自來水筆的樣品寄給我們，并注明最低價格。樣品和價格至遲須 于本月 15 日以前寄到我處。

36. 索取臨時發(fā)票

One of our clients has asked us to obtain a pro forma invoice for the following product:
Lion Brand Nail clippers model 21 chrome-plated
Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client’s confirmation.
We will have no problem in obtaining the import license . As soon as this is approved, a letter of credit will be opened in your favor.

本公司客戶要求獲得下列產(chǎn)品的臨時發(fā)票：
獅牌 21 鍍鉻指甲鉗 500 釘現(xiàn)請貴公司盡快寄送一式三份的臨時發(fā)票給我們以便取得該客戶確認。申請進口許可證并無困難。此事一經(jīng)同意，本公司將立即開以貴公司為受款人的信用證。

37. 寄送臨時發(fā)票

In response to your request, dated 14 July 1996.we have much pleasure in sending you
our pro forma invoice in triplicate.
For your information, or offers usually remain open for about a week. Seeing that or nail clippers are selling very fast, we suggest that you act on the quotation without delay.
We look forward to hearing from you.

現(xiàn)應(yīng) 1996 年 7 月 4 日的要求，謹寄上臨時發(fā)票一式三份。茲奉告本公司的報價一般效期一周。另困本公司出品的指甲鉗銷路極佳，為免向隅，貴公司宜盡早回復(fù)。

38. 提供代用品報價

Thank you for your telex enquiry of 23 September concerning cotton print 634.
We appreciate your efforts in marketing our product and consequently we regret very much that we are unable to supply the desired goods due to excessive the following material as a close substitute.
500 pieces cotton print 428 at US$150 per meter CIF New York, including your commission of 2% A sample is enclosed for your reference.
If you find the sample acceptable, please telex us as soon as possible.

貴公司 9 月 23 日詢問有關(guān) 634 號印花棉布價格的電傳已經(jīng)收到，多謝來函。本公司感謝你們熱心推銷我們的產(chǎn)品。但因有關(guān)產(chǎn)品需求殷切，未能滿足貴公司要求，深感遺憾。然而，本公司另一出產(chǎn)類似的織品?，F(xiàn)報上虛盤如下：428 號印花棉布 500 件，每 米 1.5 美元紐約到岸價，當(dāng)中包括貴傭金 2%隨函警附樣本供貴公司參考。滿意樣本 質(zhì)量，請盡快電傳復(fù)實。

39. 訂購商品

Please send to the following items to be shipped by way express, and bill us. The order is contingent on receiving the terms of 2%-30 days:
1 doz. linen handkerchiefs: $2.40 4pair tan pigskin gloves, size :$12.00
2 doz. assorted Orlon sport shirts : $72.00
5pair assorted cotton socks : $2.00
TOTAL : $88.40

請將下列各項商品交由鐵路以快運方式發(fā)運給我們并列帳單。按照“ 2%-30 天”的條件執(zhí)行。
1 打亞麻布手帕 2.40 美元
4 雙棕黃色豬皮手套(尺碼) 12.00 2 打各種花色的奧綸運動衫 72.00
5 雙雜色棉線短襪 2.00
合計 88.40 美元

40. 開具所需商品單并要求盡快裝運

Please ship the following goods by motor freight as soon as possible,
and charge them to our account:
15 Ibs. bicarbonate of soda $4.50 1gross boxes of aspirin $36.00 20bottles Rap Syrup-#47B $10.00 TOTAL $50.50

請盡快用汽車發(fā)運下列物品：費用請記入我方帳內(nèi)。
15 磅小蘇打 4.50 美元
12 打盒裝阿司匹林 36.00 美元
20 瓶拉普糖漿-47B 10.00 美元
合計 50.50 美元

41. 確認訂貨

This is to confirm my telephone order of yesterday for the following items:
4Jr.Sewing Machines Model 3A 7Homemaker’s Ironing Boards 15 Fold Up Clothes Racks

昨天我在電話所聯(lián)系的下列各項訂貨現(xiàn)作進一步確認。
4 臺 3A 型小縫紉機、7 只家用熨斗、15 只折迭式衣架。

42. 要求按訂貨單發(fā)貨

Thank you for your samples of striped coatings received today.
Please make shipment in accordance with our Order No.2602 enclosed herewith.

今天收到你們寄來的帶條紋外衣料樣品，謝謝。請按照信內(nèi)附寄的第 2602 號訂單發(fā)貨。

43. 無法供貨

We refer to your telex of 12 August and ours of today regarding the supply of black silk.
As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.
We assure you, however, that we shall contact you as soon as fresh supplies become available. Should your customers requite other silks, please let us know.

貴公司 8 月 12 日的電傳已經(jīng)收到，現(xiàn)就有關(guān)黑色絲綢供貨問題電復(fù)。自去年以來，上述貨品的需求量極高。本公司暫未能承接定單，故無法按貴公司要求報價。他日一旦有新貨源，本公司定當(dāng)即時與貴公司聯(lián)絡(luò)。若貴客戶需要其他絲綢貨品，亦請告知。

44. 拒絕訂貨

Thank you for your order no.458 for tin plate sheets which we received today. We regret that, owing to a shortage of stock, we are unable to fill your order.
Moreover, our manufacturers cannot undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.
In the meantime, please feel free to send us your specific enquiries for other types of metal sheets. You can assured of our best attention at all times.

今天收到貴公司 4 5 8 號鍍錫板的定單。因為存貨短缺，未能供應(yīng)貴公司所需貨品，特此致歉。此外，制造商尚未確定原料供應(yīng)量是否充足，所以不能接受其他定單。一旦供應(yīng)情況改善，我們將電傳通知貴公司。若貴公司需要其他金屬薄板型號的資料，我們樂意隨時效勞。

45. 再次訂貨

We have received the above shipment ex SS Blue Seas and are pleased to inform you that
we find the goods quite satisfactory.
Since we believe we can sell additional quantities it this market, we wish to place with you a repeat order for 500 dozens of the same style and sizes.
We would be grateful if you could arrange early shipment of this repeat order at we are in urgent need of the goods.
If the goods are not available from stock, we would be grateful if you could advise us, with full particulars of the specifications, of replacement goods which can be whipped from stock.

46. 拒絕接受再次訂貨

We are pleased to acknowledge your letter of 6 March informing us that you are satisfied with our ladies tights shipped to you per SS Blue Seas. We also note that you wish to place a repeat order.
We regret that we cannot at present entertain any new orders for Ballot ladies’ tights owing to heavy orders.
We are, however, keeping your order before us. As soon as we are in a position to accept new orders, we will contact you by telex.
With regard to stock lines, we are enclosing a list for your
information. Should you be interested in any of these, please let us know your requirements, stating quantity, style and sizes.

3 月 6 日的來信已收到，得悉貴公司滿意經(jīng)由藍海號輪船運送的女裝緊身衣，并希望再訂購貨品，深表謝意。由于定單過多，本公司很抱歉暫時未能接受巴勒圖女裝緊身衣的新定單。我們會保留貴公司的定單，一俟能接受新定單，即以電傳知會貴公司?，F(xiàn)隨函附上本公司存貨清單以供參考。如欲訂購任何貨品，請告知所需貨品之?dāng)?shù)量、式樣和尺碼、本公司半竭誠為您效勞。

47. 拒絕特別訂貨要求

Thank you for your letter of 20 May concerning your special
request.
From time to time we do run special jobs, changing materials and colors for one particular order. But we have to consider many factors before we can accept the order.
I have spoken to our production manager, and she has done the costings. I am sorry to report that even if we did the job for you at cost, it would come out well above the price you are willing to pay.
I am checking with other manufacturers in the area who are working with the materials you want. They may be able to give you the quality you desire at a fair price. I will get back to you in a few days.
We appreciate your business and I am glad you asked us about this job .The next time you have a special need, please ask again. We will try our best to do the job for you .If we cannot, we will attempt to find the best company that can.

謝謝貴公司 5 月 20 日特別訂貨要求的來函。 本公司遇有客戶特別要求，如情況許可，亦樂意加工變換有關(guān)產(chǎn)品的用料或顏色。貴公司的要求經(jīng)轉(zhuǎn)達生產(chǎn)部經(jīng)理作成本預(yù)算后，考慮到所需費用較貴公司所擬高出很多，因而未能照辦，非常抱歉。現(xiàn)正聯(lián)絡(luò)其他廠商，研究是否能以合理價格達成要求。不日將有答復(fù)。承蒙查詢加工事宜，謹致衰心謝意。如有其他要求，本公司樂意隨時候命。即若未能效勞，亦當(dāng)物色其他能勝任的商代辦。

48. 招標(biāo)

The Ministry of Education of Banda invites all prospective bidders for the supply of
educational materials to submit their quotations.
The bidders are expected to send their quotations in wax-sealed envelopes to our Post Office Box to arrive not later than 11:00 hours on 31 March 1997. The bids will be opened on the same day at 15:00 hours local time.
The address at the head of this letter should be written clearly on the sealed envelopes, which must be marked `Tender Box 6′.
The bidder’s address should be written on the back of the envelope.
The sealed quotations will be opened in the presence of the bidders ,or their accredited representatives, by the Tender committee in conference room 4 at the ministry of Education.
After a thorough examination of the tenders, the winning bidder will be informed.
An agreement will then be signed within 15 days.

投標(biāo)書放入信封后，必須用蠟封好，于 1997 年 3 月 31 日 11 時前投入教育部郵政信箱里。在同日當(dāng)?shù)貢r間 15 時開標(biāo)。投標(biāo)書信封面須寫上上列的教育部地址，注明“第六號投標(biāo)箱”。信封背后寫上投標(biāo)人姓名和地址。密封的投標(biāo)書將在教育部第四會議室由投標(biāo)委員會開啟，投標(biāo)人需親身或委派代表到場。投標(biāo)經(jīng)全面審查后，中標(biāo)人將獲通知，并于 15 日內(nèi)簽訂協(xié)議。

49. 要求按期發(fā)貨

Enclosed is an order for which we ask your special attention to time of delivery. It is important that we receive these goods on the exact day mentioned as we have extensively advertised the day of our sale.
Please let us know immediately if you have any difficulty in supplying the exact goods ordered. All orders must be delivered complete; no remainders must follow.

茲附上訂單一份。請?zhí)貏e注意交貨日期。因為我們已經(jīng)廣泛做了出售日期的廣告。故必須按上述確切日期收貨。如果你們在供應(yīng)急需訂貨方面有什么困難，請立即通知我們。所有訂貨都必須全部交完，不能陸續(xù)發(fā)運。

50. 收到訂單及供貨安排

This is to acknowledge your order for 15Ibs. of bicarbonate of soda,45 bottles of cod liver
oil, I gross of boxes of yeast extract.
If we are to ship goods by the date requested in your order we can send you only 40 bottles of cod liver oil instead of 45 bottles. The other goods will be sent complete.
We shall be able to fill rest of the order within a week. We hope that this will be satisfactory.

關(guān)于 15 磅小蘇打、45 瓶魚肝油和 12 打盒裝酵母精的訂單業(yè)已收悉。如果要按照你訂單上所要求的日期發(fā)貨，我們只能給你們發(fā)運魚肝油 40 瓶而不是 45 瓶。其余貨物則可以全部發(fā)完。訂單上剩下未發(fā)的貨物可在一周內(nèi)發(fā)齊。希望你對這種安排能 夠滿意。

51. 原訂單與現(xiàn)價有出入

Thank you for your order # 411 for 6 injector upset heads. According to our records, the
price we agreed upon was $76.00 each, not $74.00 as stated in your order. Will you check your copy?
We shall hold the goods until we hear from you

感謝你們寄來第 411 號訂單有關(guān) 6 臺噴射器縮鍛頭。根據(jù)我們的記錄，所商定的價錢是每臺 76.00 美元，而不是你們訂單上所說的 74.00 美元。請再查一下你們的副本好嗎？在未收到你們來信時以前，我們將為你保留貨物。

52. 通知需延期交貨

Acknowledging your order of January 9, we regret that we cannot ship until January 23.Please let us know if this is satisfactory so that we can make shipment on that date.

你 1 月 9 日的訂單已經(jīng)收到。很為抱歉，對該批訂貨我們要到 1 月 23 日才能發(fā)貨。如果你同意這樣安排，就請即通知我們，以便按期裝運。

53. 報實價

This is to confirm your telex of 6 April 1997, asking us to make you firm offers for rice
and soybeans C&f singapore.
We telexed you this morning offering you 300 metric tons of 一步 polished rice at A$2,400 per metric ton ,c&f Singapore, for shipment during July/August 1997.This offer is firm, subject to the receipt of your reply before 1 June 1997.
Please note that we have quoted our most favorable price and are unable to entertain any counter offer.
With regard to soybeans, we advise you that the few lots we have at present are under offer elsewhere. If, however, you were to make us a suitable offer, there is a possibility of our supplying them.
As you know, of late, it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply.

1997 年 4 月 6 日有關(guān)查詢大米和大豆新加坡到岸價的電傳已收悉。今日上午電傳報價：精白米 300 公噸，每公噸成本加運費新加坡到岸價為 2400 澳元。于 1997 年 7 或 8 月裝運。以上實價需由貴公司于 1997 年 6 月 1 日前回復(fù)確實。 該報價為最優(yōu)惠價，恕不能還價。本公司與客戶正洽售一批大豆交易，若貴公司愿意報以適當(dāng)買價，本公司樂意出售。近來該類產(chǎn)品需求熱列，令價格上漲。請貴公司把握機會，盡早落實定單為盼。

54. 主動報價

This time last year you placed an order for type BS362 12-volt sealed batteries. This is
discontinued line which we had on offer at the time.
We now have a similar product on offer, Type CM233. lt occurs to us that you might be interested. A descriptive leaflet is enclosed.
We have a stock of 950 of Type CN233 which we are selling off at GB￡28 each.We can offer a quantity discount of up to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock.
We are giving you this opportunity in view of your previous order.
We would appreciate a prompt reply, since we will put the offer out in the event of your not being interested.

去年此時貴公司所訂購的 BS362 型號 12 伏密封電池，現(xiàn)已停止生產(chǎn)?，F(xiàn)有同類型 產(chǎn)品 CN233，存貨共 950 件，特惠價每件 28 英鎊。貴公司如感興趣，敬請參看隨附之簡介說明。
大批訂購可獲八五折優(yōu)惠，整批購入則可享八折特惠。為感謝貴公司以往惠顧，特此給予訂購優(yōu)惠。亟盼立即回復(fù)，如貴公司未欲訂購，本公司亦能盡早另作安排。

55. 敦促買主接受報價

We refer to our quotation of 4 September and our mail offer of 20 October regarding the
supply of Flame cigarette lighters.
We are prepared to keep our offer open until the end of this month.
As this product is in great demand and the supply limited, we would recommend that you accept this offer as soon as possible.

關(guān)于火焰牌打火機的供應(yīng)事宜，本公司曾于 9 月 4 日報價和于 10 月 20 日郵寄報盤。 現(xiàn)特此通知，該報盤的有效期在本月底結(jié)束。該貨品市場需求量極大，供貨有限。宜從速接受該報價為荷。

56. 還價

We are in receipt of your letter of 31 July offering us 100 metric tons of polished rice at
A$1，200per metric ton on the usual terms.
We regret to inform you that our buyers find your price much too high. We are informed that some lots of American origin have been sold here at a level about 30% lower than yours.
We do not deny that the quality of Australian rice is slightly
better but the difference in price should, in no case, be as large as 10%. To facilitate the transaction, we counter offer as follows, subject to your reply being received by us before 30 September 1996.
100metric tons of polished rice, 1996 crop, at A$1,050 per metric ton CIF Singapore, other terms as per your letter of 31 July
As the market price is falling, we recommend your immediate acceptance.

承蒙 7 月 31 日來函報盤 100 公噸精白米，以每公噸 1200 澳元和按一般條件交易，謹此致謝。然而，買主認為報價太高。本公司得悉本地現(xiàn)正出售的美國大米，價格較上述報盤 約低 30%。
無可否認，澳洲大米品質(zhì)較佳。然而，價格相差理應(yīng)少于 10%。為達成交易，現(xiàn)謹還價如下，并以 1996 年 9 月 30 日以前收到貴公司答復(fù)為實：
1996 年產(chǎn)精百米 100 公噸，每噸新加坡到岸價 1050 澳元，其余條件按貴公司 7 月 31 日來函為準(zhǔn)有見市場價格不斷下跌，擬請立即接受上述還價。

57. 拒絕還價條款

Thank you for your letter of 10 October. We are surprised to hear that you consider our
price for tin plate sheets too high.
Much as we would like to do business with you , we regret to say that we cannot entertain your counter offer. The price we have quoted is quite realistic. We would point out that we have received substantial orders from other sources at our level.
If you could improve your offer, please let us know. Since
supplies of this product are limited at the moment, we would ask you to act quickly.
We assure you that any further enquiries from you will receive our prompt attention.

多謝 10 月 10 日來函。得悉貴公司認為錫片價格太高，頗感意外。本公司所報價錢相宜，其他客戶皆大批訂貨。雖亟欲與貴公司達成交易，無奈未能接受貴公司的還價，實屬遺憾。若蒙修改還盤條款，還請賜知?，F(xiàn)時該產(chǎn)品供應(yīng)有限，尚請從速采取行動。
歡迎隨時詢價，以效微勞。

58. 對價格作出讓步

Thank you for your letter of 29 December 1995. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us .
We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products.
Although we are keen to do business with you, we regret that we
cannot accept your counter offer or even meet you half way.The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you.

1995 年 12 月 29 日來函收到，不勝感激。得知貴公司認為火焰牌打火機價格過高，無利可圖，
本公司極感遺憾。來函又提及日本同類貨品報價較其低近 10%。本公司認同來函的說法，然而，其他廠商的產(chǎn)品質(zhì)量絕對不能與本公司的相提并論。雖然亟望與貴公司交易，但該還價較本公司報價相差極大，故未能接受貴公司定單。特此調(diào)整報價，降價 2%，祈盼貴公司滿意。
謹候佳音。

59. 加價前作出優(yōu)惠

Due to the rise in the world price of paper, from 1 April of next year, prices for our products are due to increase by 10% across the board.
Since you are a valued customer of long standing. we wish to give you the opportunity to beat the price increases by ordering now at the current prices.In addition, we are willing to give your discount of 5% on all orders of more than GB￡20，000.
We are aware that you do not have sufficient warehousing for large quantities of reserve stock. In the circumstances. we would be prepared to hold paper for you to be delivered at your convenience.
There will be no charge for warehousing at this end.
We believe that you will see the advantages of this arrangement, which will save you at least 15% on paper purchases in the coming year.
We look forward to your early reply.

鑒于全球的紙張價格上升，自明年 4 月 11 日起，本公司中的貨品價格將全面提升 10%。本公司中萬分感激貴公司長期以來的支持，特此建議在價格調(diào)整前提早訂購貨品。凡訂購金額超過 20，0000 英鎊，更可獲得九五折優(yōu)若未能騰出地方存放紙張， 本公司中樂意免費提供存貨服務(wù)，直至貴公司有所安排。此次減價特別優(yōu)惠顧客，提早訂購可減少來年購買紙張至少 15%的支出。期待著你的復(fù)音。

60. 提出降價要求以便訂貨

We have been very pleased with your product， as you know. However, we find that we can obtain a price of $4.00 per hundred with a local firm. This is fifty cents per hundred lower than your price.
If you can see your way clear to meeting these figures we would be pleased to place with you an order that will carry us for the rest of this year. That order is likely to be one of the largest that we have ever placed with you.

你知道，我們對你的產(chǎn)品一直都很滿意。但發(fā)現(xiàn)，在當(dāng)?shù)匾患夜究梢缘玫矫堪賯€ 價格為 4.00 美元的這種產(chǎn)品，比你們每一百個的價格少 50 美分。如果你們能設(shè)法 找出原因并使價格也達到這樣的數(shù)字標(biāo)準(zhǔn)，我們就樂意向你們提出一項可以執(zhí)行到本年底的訂貨。而且該項訂貨就可能是我們從來也沒有向你們提出過的最大訂貨之一。

61. 訂貨前說明要求降價原因

We are aware of the fact that your office umping is among the best on the market. We realize that your materials are of the very highest quality and that you pay the highest wages in the field.
Nevertheless , we would prefer handing lower quality goods if we could get a lower price. Our customers do not demand the standard of quality that you put into your equipment. If we are to continue doing business with you we must ask for a reduction in price in price in order that we may achieve a higher volume of sales. We shall wait for a price from you before we decide where to place out next order.

我們所知道的事實是，你們的辦公設(shè)備是市場上最上等的。所采用的技術(shù)資料是最高級的，同時在本地區(qū)中你們所付出的工資也是最高的。然而，如果我們能夠在價格上得點便宜，則寧可經(jīng)營質(zhì)量標(biāo)準(zhǔn)。假若需要和我們繼續(xù)做買賣，就得要求你們價格減少 7.5%，以使我們的銷售額有所提高。在決定下次向哪里去訂貨以前，我們等待著你們在價格方面的回音。

62. 再次要求削價

We regret that it is not possible to accept the reduced price you offer. It was very kind of you to suggest meeting us half way, but this will not be enough to compensate for our increased overhead and advertising.
Unless you see your way clear to grant us an additional reduction in price, we may have to discontinue our very pleasant arrangement with you.

非常感到抱歉，我們不能接受你們減價以后的報價。你們關(guān)于滿足我們一半要求的建議很好。但這仍不足以彌補我們所增加的企業(yè)管理費和廣告費。除非你們能夠設(shè) 法答應(yīng)給我們進一步減價，否則，我們不得不中斷我們之間很愉快的協(xié)議。

63. 對議價信件的回復(fù)

Thank you for your letter of June 12.In view of the fact that we have done business with each other for so long and that you have bought from us such volume of office equipment, we would like to meet you half way in your request for lower pries.
May we suggest an overall reduction of 4% in price, which will hold right down the line.
Since our own overhead has increased somewhat in the last few months, this offer on our part is good only for a few months. At the end of that time you will have to go back to the previous price list.
Our sales manager, Mr. Smith, will call on you with some display material which should help you to effect a higher volume of sales.

感謝你 6 月 12 日來信。考慮到我們相互交往的歷史如此長久，而且你們曾買過我們大量的辦公設(shè)備，因此我們將滿足一半你們所提出的減價要求。我們建議將每件工裝褲的價格降低 4%好嗎?這樣就可正好保持在市場價格線以下。因為我們自己的企業(yè)管理費在過去幾個月里也有些增加，所以這個報價就我們來說 只限于幾個月內(nèi)有效。過了那段時間，你們就仍須按照原先的價格單付款。為此我們的供銷經(jīng)理史密斯先生將帶一些可以幫助你們增加銷售額的展覽材料去訪問你們。

64. 同意削價并附價格單

After discussing the matter with our Board of Directors, we have decided we can comply with your request for lower prices. Attached is a corrected price list for our merchandise.

經(jīng)我們董事會研究，決定按照你們的減價要求辦。特隨函附上我們修改過的商品價格單。

65. 不同意削價并進行解釋和說服

In reference to your letter of May 7, we cannot make a better offer than the one we suggested to you, We feel that offer itself is most generous under the circumstances.
In checking our books, we find that you have purchased from us twice as much the first three months of this year as you did in the first three months of last year. This indicates to us that you have been successful in retailing our merchandise.
We hope that upon reconsideration you will be able to accept out offer. We have been have been very pleased to have you on our list of accounts.

關(guān)于你 5 月 7 日的來信，我們認為不能再報比那更低的價格了。處于當(dāng)前情況下，它本身就說明是最慷慨的價格了。經(jīng)查對我們的帳目，發(fā)現(xiàn)，你們今年的頭三月在 我處所購的貨物是去年同期的兩倍。這就說明，你們零售我們的貨物方面是取得成就的。因此希望你們經(jīng)過重新考慮后，能夠接受我們的該項報價。我們已很樂意地將你們的名字留在我們的帳目上了。

66. 婉言拒絕降價要求

We are sorry to say it is not possible for us to meet the price you requested in your letter of November 9.
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.

非常遺憾地通知你們；對你 11 月 9 日的來信中所提出的價格，我們實無法滿足你的要求。假如將來某個時候，你們還愿意向我們訂貨的話，肯定你們?nèi)詫⒘⒓吹玫较襁^去一樣的關(guān)照。

67. 寄送銷售合同

With reference to our recent exchange of faxes. we are pleased to confirm our having concluded with you the transaction for 600 bales of grade 1 crumb rubber.We enclose our sales contract no. 759 in duplicate. Please countersign and return the bottom copy to us for our files. We trust you will open the necessary letter of credit as soon as possible. Regarding additional quantities, we are studying the supply situation and will let you have an offer in about a week’s time.

本公司在考慮了貴我雙方近來有關(guān) 600 包一級顆粒橡膠的交易傳真文件后，現(xiàn)欲確認有關(guān)交易。
茲隨函附上第 759 號銷售合同一式兩份，敬請連署并寄回副本，以作存檔之用。煩請早日開立有關(guān)信用證。關(guān)于追加數(shù)量的事宜，本公司正研究供應(yīng)狀況，可望于一周后報盤。

附件:第 759 號銷售合同一式兩份

68. 寄送銷售確認書

We have great pleasure in enclosing copies of faxes exchanged between us resulting in the conclusion of business for 400 Roadstar bicycles.
We an close our sales confirmation no. 863 in duplicate. Please sign the bottom copy and return it to us for our files. We look forward to receiving your future enquiries and orders.

就貴雙方 400 輛羅得斯達自行車的交易，現(xiàn)隨函附上有關(guān)的傳真文件副本及第 863 號銷售確認書一式兩份。
煩請在署確認書副本，寄回本公司以便存檔。
望繼續(xù)合作。
附件:
(一)傳真文件副本
(二)第 863 號銷售確認書一式兩份

69. 確認購貨

As a result of our recent exchange of telexes, we wish to confirm our purchase from you of 500 long tons of Zipern brand white cement. The following terms and conditions will apply.
Price: BG￡300per long ton net shipping weight
Packing: in paper bags of 112 pounds net each
Quality: against the seller’s own guarantee that the goods conform to the relevant British Standard
Payment: by confirmed and irrevocable letter of credit in your favour, payable by draft at sight
We are pleased that this first transaction with your company has come to a successful conclusion. We look forward to a continuing and mutually beneficial trade between our companies.

經(jīng)貴我雙方電傳往來，現(xiàn)欲確認向貴公司訂購齊奔牌白水泥 500 英噸，供貨條件如下；
價格：凈裝運重量每英號 300 英鎊
包裝：紙袋，每袋凈重 112 磅
質(zhì)量：賣主保證貨品符合英國的標(biāo)準(zhǔn)
付款：開立不可撤銷的信用證，以貴公司為受益人與貴公司首次交易合作成功，本公司深感欣慰。
盼能保持長久而互利的合作關(guān)系。

70. 買賣成交

We are pleased to confirm the telexes exchanged between us as per the enclosed copies.
From our telex of yesterday, you will see that we have obtained orders for 300 Star sewing machines. We therefore enclose our order no. SM534 together with our shipping instructions.
We would be grateful if you would execute the order as speedily as possible. Any delay could lead to future problems with our clients.
We are taking all necessary steps to open the letter of credit, which we hope will each you within 10days.

本公司現(xiàn)欲確認貴我雙方往來電傳內(nèi)的事項。有關(guān)電傳之副本附寄本函。昨日電傳告知貴公司，已接獲 300 臺星牌縫紉機的定單。隨函附上 SMS534 號定單及裝運說明。如蒙從速落實該定單，將不勝感激。任何延誤皆會引致有關(guān)客戶不便?，F(xiàn)已安排開 立信用證，可望于十日內(nèi)送達貴公司。
附件：(一)電傳副本 (二)SM534 號定單 (三)裝運說明

71. 寄回連署文件

Thank you for your sales contract no. 453.for 100 metric tons of groundnuts ordered by
us.
I enclose the bottom copy with my countersignature.
The relevant L/C has been established with Burke’s Bank, Singapore, in your favour. It will reach you in due course.
With regard to further quantities, we hope that you will be able to make us an offer. We are prepared to consider an order for a further 50 metric tons.

多謝寄來第 453 號銷售合約，確認公司向貴公司訂購 100 公噸花生。隨函敬附已連署的合約副本。此外，本公司亦已在新加坡伯克銀行開立有關(guān)之信用狀，受益人為貴公司。該主用證將于不日送達。至于追加數(shù)量一事，期望貴公司能給予報價。本公司現(xiàn)正考慮追加數(shù)量 50 公噸花生。
此致

附件:連署合約副本

72. 建議用信用證付款

We would like to place an order for 500 Irina 262 electric
typewriters at your price of USS300 each, CIF Lagos, for shipment during November/December.
We would like to pay for this order by a 30-day L/C. This is a big order involving USS150,000and ,since we have only moderate cash reserves, tying up funds for three or four months would cause problems for us.
We much appreciate the support you have given us in the past and would be most grateful if you could extend this favour to us. If you are agreeable, please send us your contract. On receipt, we will establish the relevant L/C immediately.

本公司欲以貴公司報價條件，以每臺 300 美元價格(拉哥斯到岸價)、訂購 500 臺伊 琳娜 262 型號電動打字機，于 11 月 12 日裝運。是項交易款額高達 50，000 美元，本公司只有適量現(xiàn)金儲備，占用資金三四個月將造成麻煩，故建議以 30 日有效期的信用狀付款。承蒙貴公司一向照顧，若能繼續(xù)給予優(yōu)惠，本公司感激不忘。如同意上述建議，煩請賜寄合約。本公司一俟收到該合約，即開立信用狀。

73. 答復(fù)用信用證付款的建議

Thank you for your order for 500 Irina 262 typewriters by your letter of 17 July.
We have considered your proposal to pay by a 30-day letter of credit. We do not usually accept time credit. However, in view of our long and mutually beneficial relationship. we are willing to make an exception this time.
I must stress that this departure from our usual practice relates to this transaction only. We cannot regard it as setting a precedent for future transactions.
I enclose our sales contract no.834 covering the order. I would be grateful if you would follow the usual procedure.

7 月 17 日來函收悉。承蒙貴公司訂購 500 臺伊琳娜 262 型號打字機，不勝感謝。就建議以 30 日有效期的信用狀付款，本公司向無此例，但鑒于貴我雙方長期互惠關(guān)系，樂意接受該建議完成交易。此建議僅適用于是項交易，而不能作為今后交易的先例。 隨函附上是次訂單的第 834 號銷售合同。煩請按時往常規(guī)辦理為荷。
此致

附件:第 834 號銷售合同

74. 要求分期付款

In the past. our purchases of steel pipes from you have normally been paid by confirmed. irrevocable letter of credit.
This arrangement has cost us a great deal of money. From the moment we open the credit until our buyers pay us normally ties up funds for about four months. ….