外贸英语函电考前辅导.ppt

《外贸英语函电考前辅导.ppt》由会员分享，可在线阅读，更多相关《外贸英语函电考前辅导.ppt（26页珍藏版）》请在得力文库 - 分享文档赚钱的网站上搜索。

1、外贸英语函电考前辅导,2010-06-1,大纲：,Establish business relations;Enquiry and Reply;Quotations/Sales Letter/Firm Offers/Counter Offers;Orders;Terms of payment;Transport;Insurance;Claim and adjustment;,1)Establish business relations:,1.The source from which you get the companys name and address.BanksChambers of

2、Commerce in foreign countriesTrade DirectoryChinese Commercial Counselors Office in foreign countriesBusiness Houses of the same tradeAdvertisements/Internet/Periodicals,2. Your intentionWhy you write the letter3.A brief introduction of the business scope of your company. 4.(Reference as to your com

3、panys financial standing and integrity. )5. Expectation of cooperation and an early reply.,Useful Expressions:,Having obtained your name from _, /Your name and address have been passed on to us by _, we take the liberty of/are writing to you, in the hope of establishing business relations with you.

4、Through the courtesy of _, we know that you are one of the leading importers of _in your area and wish to enter into business relations with us.Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed enquiry.

5、,We are interested in the goods your company offers.We are a state-owned corporation handling in the export of table-cloth. We are airmailing you under separate cover a copy of our latest catalogue for your reference. We are willing to enter into business relations with your firm on the basis of equ

6、ality and mutual benefit.,2)Enquiry and Reply;,Enquiry:State your intention;A brief self-introduction, Stress the importance of competitive prices;Conclude cordially with a request for an early reply.Reply:Acknowledge the receipt of the inquiry;Offer quotationsConclude your letter in a polite way.,U

7、seful Expressions:,Could you quote us the best price, CIF Vancouver, inclusive of our 5% commission, stating the earliest date of shipment and the discount you would allow? To acquire ourselves with the quality and workmanship of the said goods, we would like you to airmail us some pamphlets, sample

8、s and all necessary information about specifications. We shall appreciate it if you will let us know your quotation.If prices are in line and time of shipment is acceptable, we trust important business will be closed.,Should your price be reasonable, we will place an order with you.We thank you for

9、your letter of May 5th , confirming your purchase from us of 5,000 tons Soy Beans. We are in receipt of your letter of June 24 offering us 50 metric tons of Groundnut Kernels.Though we appreciate your intention, we regret that we cannot entertain any fresh order. (out of stock)As requested in your f

10、ax, we have sent you the latest catalogue.,3) Quotations/Sales Letter/Firm Offers/Counter Offers,Firm offer : A firm offer is a promise to sell goods at a stated terms, usually within a stated period of time. Counter Offer: A counter-offer is made when potential buyer finds any conditions in the off

11、er (price, shipment or packing) unacceptable. Show his disagreement to the certain term or terms and state his own idea instead.,Useful Expressions:,We cannot see any possibility of business since your price is too high.As it is, we think there is no room for further negotiation unless you meet our

12、requirement half way.Unless you can make a reduction of 5%, no business is possible.Some customers requested us to bring down our price because they considered it too high.The best we can do is to allow/offer you a 3% commission .,In case of an order of over 500 pieces we would allow a special disco

13、unt. No discount will be granted unless you place an order for more than 1,000 tons.If you can reduce your price by 3%, we shall be prepared to book with you an order for 5,000 pieces.We regret/feel regretful that we must decline your counter offer. Thanks to mutual efforts, we were able to bridge t

14、he price gap and put the deal through.,4)Order:,Article NumberQualityQuantityPrice, Terms of paymentShipment insurancePacking, mark and shipping instructionRequirement about the document which should be delivered by the seller,Useful Expression:,We offer firm as follows on the terms and conditions a

15、s the previous contracts.We would like you to have the goods packed in double gunny bags of 50 kilos each.At your request, were now making you a firm offer for 1,000 color TV sets.,5) Terms of Payment:,Remittance 汇付 （mail transfer信汇）Collection 托收 Documents against payment D/P 付款交单 Documents against

16、Acceptance D/A 承兑交单Letter of Credit 信用卡 application form开证申请书 open account 往来账户 settlement of account 结账/结算 margin 押金/保证金 letter of guarantee 银行担保书cash with order(C.W.O) 随订单付现,Useful Expressions:,We will see to it that the L/C is opened within the stipulated time.We hope you can amend the L/C as soo

17、n as possible so that we can ship the goods in time.Please take notice of the validity of the L/C, since there is no possibility of any extension.You must be responsible for all the loss arising from your delay in opening the covering L/C.CIF stands for cost, insurance and freight.,6)Transport:,Ship

18、ping documents:commercial invoice;Packing list;certificate of origin; customs invoice; inspection certificate.,Bill of lading On board/received for shipment Clean/unclean Freight prepaid/freight to collect State/on deck (倒签/预借)Weight Memo 重量单 Mates Receipt 大副收据 prompt shipment 即期装运 Container 集装箱 Con

19、signee 收货人,7) Insurance:,Free from particular average 平安险 （F.P.A）With average/ with particular average水渍险 （W.P.A） All risks 一切险Particular average 单独海损General average 共同海损,Insure the goods with/against F.P.AEffect insurance 投保险Coverage : 承保范围 a more extensive coverageInsurance policy 保险单Insurance cer

20、tificate 保险凭证Premium 保险费Freight charges 运费warehouse to warehouse clause 仓至仓条款,8) Claim and Adjustment,A breach of the contract 违约Lodge/file/issue/lay/enter a claim against sb.Claim for compensation of damages 要求损害赔偿Entertain a claim 受理索赔/reject a claim/withdraw a claim 撤回索赔/waive a claim 放弃索赔reserve

21、 the rights to ask for a full refund.,Useful Expressions:,We will not be held responsible for any damage which result from rough handling. It was found upon examination that nearly 20% of the packages had been broken. Any loss or damage noticed when the goods are delivered must be reported to the ca

22、rrier at the time, otherwise he will not be liable for it.Obviously, the damage is caused by rough handling. Please lodge your claim against the insurance company.,Useful Translations:,Have a good market / a promising market 市场前景可观Active demand in the .market 对。需求旺盛 Keep the offer open 持盘Be used / g

23、et used to do Sth. 习惯做某事Transportation mode 运输方式Shipped by sea 海运,Free ports 自由港口Arrange an early shipment 早日安排装运Terms of the contract 合同条款Based on / on the basis of equality and mutual benefit 在平等互利的基础上proforma invoice 形式发票import license 进口许可证,Take delivery 提货 packing list 装箱单landing weight 到岸重量 Bi

24、d 递价free on board 装运港船上交货prevailing price 现行价格consignment trade 寄售业务,考试类型 ：,Translation of terms（中翻英、英翻中）15%。Choose the best answer (25%)Fill in the following blanks with the given words in their proper forms (5%)Read the following short passages or letters and then translate them into English (15%) Translate sentences (40%),