外贸函电教案(3)

2.We owe your name and address to the Commercial Counseller’s Office of the ?Embassy?

3. 我们是从??大使馆商务参赞处那得知你公司名址。

4. Through the courtesy of ? in ?,, we notice that you are interested in doing business with us.

承蒙在??的推荐，我们得知你方有意和我们做生意。

5. The Foreign Department of the Bank of China here has recommended your corporation as being interested in establishing business relations with? 在此地的中国银行的海外部推荐你公司有意与做生意。

6. Your communication of the 28th May addressed to our sister corporation in ? has been passed on to us for attention and reply.

你5月28日的信已转交给在??的我姊妹公司处理并给予你方答复。

Homework

? Write a letter to a foreign company for establishing business relations

covering the following contents：请依下列内容致信一外企以与之建立业务关系：

?1.the source of your information ?2.your intention

?3.your business scope

?4.the reference as to your firm?s financial standing ?5.your expectation

Enquiries 询 盘

I. Introduction:(导入)

? In foreign trade, enquiries are usually made by the buyers without

engagement to get information about the goods to be ordered, such as price, catalogue, delivery date and other terms. It is essential in making enquires to consider carefully to which regions the enquiries are to be sent and how many suppliers are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to an adverse effect on future transactions.

II. Steps to writing enquiry(esp. first enquiry). ? Para1: how to know

? Para2: market for the product

? Para3: specific requirement/ enquiry ? Para4: end & hope ?

? Reply

? Para1: Express thanks

? Para2: answer requirement respectively ? Para3: Possible actions to make ? Para4: Ending & hope(p 153)

III. Points in an enquiry询价信常包括

商品目录单(catalogue)，小册子(brochure)，价目单(price list)，或询问有关产品或服务的信息、价格以及支付条件。 ?

IV . 国际贸易术类型

根据2000年国际贸易术语解释通则，所有的术语分为4个基本不同的类型。 一组为“E组”(EXWORKS),指卖方仅在自己的地点为买主备妥货物；第二“F组”(FCA，FAS和FOB)，指卖方将货物交至买方指定的承运人；第三组“C”(CFR，CIF，CPI和CIP)指卖方须订立运输合同，但对货物灭失或损的风险以及装船和启运后发生意外所发生的额外费用，卖方不承担责任；第四组“D”组(DAF，DES，DEQ，DDU和DDP)，指卖方须承担把货物交至目的地国所需的全部费用和风险。 ?

V. 在国际贸易中，付款时间分为3种。 1)交货前付款 (Payment before delivery) 2)交货时付款 (Payment as delivery) 3)交货后付款 (Payment after delivery) ?

VI . 支付方式

1）Transfer/Remittance 汇款 ? ? Mail Transfer M/T ? ? 信汇 Telegraphic Transfer T/T ? 电汇 Banker′s Demand Draft D/D 票汇 2) 托收 Collection

Documents against Payment D/P 付款交单 Documents against Acceptance D/A 承兑交单 3) 信用证 Letter of Credit L/C

Irrevocable Letter of Credit ? 不可撤销的信用证 Confirmed Letter of Credit ? 保兑信用证 Transferable Letter of Credit ? 可转让信用证 Sight Letter of Credit ? ? 即期信用证 Usance (Term, Time) Letter of Credit 远期信用证 Anticipatory Credit ? ? 预支信用证 Revolving Letter of Credit ? 循环信用证 Documentary Letter of Credit ? 跟单信用证 Clean Credit ? ? ? 光票信用证 4) 分期付款

VII. Key Words关键词

enquire, enquire about, equire for, enquire into, offer, make sb. an offer for

the offer is firm (valid, good, open) for…(or until…) to accept an offer to decline offer to entertain offer, bid., make a bid at

Expressions商业用语

actual price ? 实际价格 advanced price ? 上涨了的价格 average price ? 平均价格 securities dealer ? 证券商

dealership ? 经销权,代理权 additional quantity ? 追加数量 average quantity ? 平均数量 considerable quantity ? 大数量

corresponding quantity ? 相应的数量 as per sample ? 按照样品

counter sample ? 反样,对等货样 equal to sample ? 和样品相同 full range of sample ? 全套样品 accept an order ? 接受订单 article made to order ? 定制品 bank money order ? 银行汇票 state credit ? 国家信用 state loan ? 公债 state of business ? 经济情况 average quality ? 平均质量

bad quality ? 劣质

below the average quality 一般水平以下的质量 freight tariff ? 运费费率表 green barriers to trade ? 绿色贸易壁垒 non tariff barrier(s) ? 非关税壁垒 currency regulations ? 外汇条例 ? detailed regulation ? 细则 economic regulation ? 经济调整 agent an litern ? 诉讼代理人 agent middleman ? 代理中间人 agent service ? 代理业务 actual (physical) delivery ? 实际交货 forward delivery ? 远期(运货) near delivery ? 近期(交)货 prompt cash ? 即时付现 prompt delivery ? 即期交货、即期交付 prompt payment ? 即期付款 marine surveyor ? 海事鉴定人 survey report ? 鉴定报告

Phrases 短语

at a discount, place one′s order, place an order with sb., invite one′s attention to…, in good time, Please be (rest) assured of…, for your information, at…request (at the request of...)

4. Discriminations 辨析

thank 与 appreciate buy与purchase select, elect, pick与choose mill, factory, plant与works 5.Grammar Points 语法点 enquire, offer

coupled with the superb workmanship 过去分词短语作定语 6. Wide selection of writing多种写作选择

Many reports have been received from our selling agents in Hong Kong,… ? 已收到许多来自香港的销售代理人的报告…… ? have received＝be in receipt of 以下几种表达方式,意义相同,在日常信中常常遇见。 ? We are in receipt of your letter… ? We acknowledge receipt of your letter… ? We acknowledge your letter… ? We have for acknowledgement your letter… ? We have received your letter… ? We have the pleasure of acknowledging receipt of your letter…

VIII.Useful sentences in writing an enquiry

1. We are advised by Mr.John King that you were inerested in supplying men’s leather shoes.

2. Please send us your best offer by fax indicating packing, specification ,quantity available and earliest time of delivery.

3. You must take into consideration when quoting a price that we may place regular orders for large quantities.

4. Your enquiry of January 10 has been referred to us for attention as we are the exporters of the articles you require.

5. Our associate in the packaging industry speak highly of your Zeta packing machines and we would like to have more information about them..

6. We hope that your prices will be workabel and that business will materialize to our mutual advantage.

7. We look forward to placing further orders with you, and trust that you will make every effort to satisfy our particular requiements.

8. I woul appreciate your sending me an up-to-date pricelist for building material.

9. If you can supply goods of the type and quality requires, please make us a firm offer and quote your lowest prices.

10. As we are in the market for Men’s Leather Gloves, we should be pleased if you would send us your best quotations.

? VIIII。Homework

? A.Complete the following sentences into English

? 1.请寄送各类产品的详细资料，包括尺码，颜色与价格在内，并请附寄各

种质料构成的样品。

? 2.我们从英国大使馆获悉，贵公司目前用上好原料生产一种供出口的手工

制鞋

? B.Translate the following into English ? Dear Sirs,

? We are pleased to received your inquiry of 10th January and

enclose our illustrated catalog, price list giving the details and samples. We feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price.

? On regular purchases in quantities of not less than five gross of individual

items we would allow you a discount of 2%. Par payment is to be made by irrevocable L/C at sight.

? Because of their softness and durability , our cotton bed-sheets and

pillowcases are rapidly becoming popular

? and after studying our prices you will not be surprised to learn that we are

finding it difficult to meet the demand. But if you place your order not later than the end of this month,we would ensure prompt shipment. ? We look forward to your early reply.

? Yours sincerely.

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