外贸英语和商务谈判
Unit 1 Establishing Trade Relations
Contents：
一、Background information
二、Sample letter analysis
三、Essentials of business letter-writing
四、Useful expression
五、Notes to the text
六、In-class exercises
一、Background information
There are several channels through which one can obtain the desired names and addresses of the companies to be dealt with.
1)Bank 银行
2)Chamber of commerce 商会
3)Commercial Counselor’s Office 商务参赞处
4)Friends in business circles 同业商行
5) e. Trade shows 会展
6) f. Internet 网络
7)g. Advertisements in the media 媒体广告
8)h. Market survey 市场调查
9)i. Investigation to the foreign country……出国考察
After having obtained the desired names and address of the companies from any of the above sources, you may start sending letters or circulars to the firms concerned. This type of letter can be called a “First Letter”or “First Enquiry”.
●General contents of “First Letter”
1)How you obtain the addressee’s name and address.
2)Your desire to establish business relationship with him.
3)The business scope of your firm and your financial position and integrity.
4)Express your expectation of cooperation and early reply.
……
●Sample letter analysis ：Correspondence 1 in text book,P23
二、Essentials of business letter-writing
●The functions of a business letter:
1)to ask for or to convey information
2)to make or to accept an offer
3)to deal with matters concerning negotiation of business
三、Essential qualities of business letters:
Three’s C’s ：Clearness、Conciseness、Courtesy
1.Clearness
Make sure that your letter is so clear that it cannot be misunderstood.
Good, straightforward, simple English is what is needed for business letters.
例子：We have the pleasure to acknowledge your favor of Nov. 14th.
改正：Thank you for your letter of Nov. 14th.
2.Conciseness
The elimination of wordy business jargon can help to make a letter clearer and at the same time more concise.
A letter can be made clearer, easier to read and more attractive to look at by careful paragraphing. A paragraph for each point is a good rule.
例子：The offer is an unusual one and will not be repeated.
改正：This unusual offer will not be repeated.
3.Courtesy
One of the most important things is promptness. Punctuality will please your customer who dislikes waiting for days before he gets a reply to his letter.
注意：‘YOU’Attitude ：
Please,
Thank you,
May I,
You are invited,
I look forward to,
If you can,
If you like，
Exercises:
1.Should you wish to return the cargo, please contact the undersigned.
2.The aggregate of the casting mould amounts to US $ 2,500.
3.You are kindly requested to ship the goods to us as soon as possible.
答案：
1.If you want to return the goods, write to me/call me/contact me.
2.The total cost of the casting mould is US $2,500.
3.Please ship the goods to us no later than Sep. 25th.
四、Useful Expressions
in the line of 经营的业务范围
Specialize in专攻，专门经营
eg: We specialize in women pajamas.
International practice 国际惯例
Enjoy/win popularity受欢迎，享有盛名
Through the courtesy of…,we have learned that…经（承蒙）……介绍，我们得知……
E.g.: Through the courtesy of the Chamber of Commerce of Beijing, we have learned that you specialize in handling the export business of tablecloth.经由北京商会的介绍，我们得知贵司专营桌布的出口生意。
Similar expressions：
1.We come to know…through…
2.We have obtained…from…
3.For your consideration 供你方考虑（参考）
4.On the basis of equality and mutual benefit在平等互利的基础上
五、Notes to the text
1.Also, please enclose your price list and all suitable illustrations.P24
enclose:随函附寄，随函附上
2. They are of good quality and fine workmanship.P25
他们质量上乘做工精良。
3.We are sending you under separate cover by airmail a copy of latest catalog. P25
under separate cover另邮，另函，另封
兹另邮寄我最新目录一份。
六、联系
Exercise 1
Translate the following into Chinese:
1.We are one of the largest importers of light industrial products in the city and have been handling various kinds of products for about 10 years.
2. In order to acquaint you with our business lines, we enclose a copy of our illustrated catalogue covering the main items at present.
3. We are given to understand that you are potential buyer of Chinese…which comes within the frame of our business activities.
Key to Exercise 1
1.我们(我司)是这个城市最大的轻工业产品进口商之一, 已经营多种产品近10年。
2.为了让您了解我们的产品，随寄（随函附上）我们目前要产品的插图目录一份。
3.据了解，贵司是中国……（商品）的潜在买主，而该商品正属于我们的业务经营范围。
Exercise 2
Translate the following sentences into Chinese:
1. The bank of China in our city has informed us that you are importers of textiles. We specialize in the export of textiles and are willing to enter into business relations with you.
2. Your firm has been recommended to us by your Embassy in China as a buyer of Chinese canned goods. We wish to inform you that we specialize in this line and hope to enter into trade relations with you on the basis of equality and mutual benefit.
Unit 2 Inquiries and Offers
目录：
一. Status Enquiries
二、Inquiries
三、Replies: Quotation and Offer
四、FOB, CIF, CFR …
一. Status Enquiries
Warming-up Questions:
1.What’s your understanding of status enquiries?
2.What’re the features of status en- quiries as you know?
●Status enquires are those written communications in which traders request information
concerning the financial position, credit, reputation, and business methods of other firms. In business, it is of the utmost importance to obtain all the information possible respecting the firm one is about to enter into relations with.
●Letters enquiring status are generally headed “Confidential”or “Private and Confidential.”
These words are also written on the envelope.
●Traders asking for information must bear in mind that they are asking a favor and therefore
should write in polite and appreciative terms. When the information is received, be it favorable or unfavorable, a suitable letter of acknowledgment and thanks must be sent. This is no more than common courtesy.
二.Inquiries and Replies
1.What are inquiries?
Inquiries are usually made by the buyers without any engagement to get information about the goods to be ordered. The sellers, however, can also make inquiries to get information about the goods to be sold, without any engagement, too.
2.The information wanted by the buyers or sellers usually includes:
★the supply of commodities;
★the price;
★the catalogue;
★the packing;
★the delivery date;
★the terms of payment and other terms concerned.
3.structure:
Para 1.Explain how you got the recipient’s address, and state the main purpose of the letter.
Para 2. Add a few details about yourself and what you require.
Para 3. Give the recipient an incentive to reply;
Para 4. Encourage a prompt reply;
三、Replies-----Quotation & Offer
1.Quotation
It is an indication of price without contractual obligation, and it is subject to change without previous notice.
2.Offer
It is a definite commitment with contractual obligation on the part of the supplier/ seller.
⑴types of offers
Firm offer ----irrevocable offer
Non-firm offer-----revocable offer
⑵The elements an offer should include:
1. the name, price, quality and quantity of the goods;
2. the date of delivery and/ or time of shipment;
3. the term of payment;
4. the validity of the offer;
5. other terms concerned, such as packing, discount, insurance, etc…
Reply to inquiry
Para 1 Express your appreciation of the inquiry
Para 2 Refer to enclosure of a quotation, a discount and samples;
Para 3 Refer to delivery guarantee and invite an early order
Para 4 Conclude your letter in a polite way;
⑶Counter-offer
What's Counter-offer ？？？
A partial rejection of the original offer, and it also means a counter proposal
put forward by the buyer or the offeree.
Sometimes, the sentence “Accept your offer subject to the following alterations…”may be used in answering an offer. Although the word “accept”is used, in fact, the offer is still rejected, because the offeree does not agree to the whole offer.
Exercise 1:
Please translate below into Chinese:
1、Would you please send us your catalog giving the weight, horsepower, size of the cutting widths, care and operation, and the price of each of your power models?
2.When replying, please state terms of payment and discounts you allow on purchases of quantities of not less than five dozens of individual items.
答案：
1.烦请寄来产品目录表，并告知每种电动割草机型号的重量、马力、割草宽度、保养方法、操作事项及其价格。
2、回信时烦请讲明付款条件与单独项目购买5打以上的折扣办法。
Exercise 2:
Please connect the phrases in each item so as to make up one effective sentence and then translate the sentence into Chinese:
1.if you would quote / your best prices CIFHamhurg / it would be appreciated / for the chairs as advertised / let us know the earliest possible date / you can make shipment / in Monday’s “Times”and / at the same time
2.your export terms / the mechanical toys / have details of / demonstrated at the recent Zurich Trade Fair / we are interested in / and should be glad to
答案：
1. It would be appreciated if you would quote your best price CIF Hamhurg for the chairs as advertised in Monday’s “Times ”and, at the same time, let us know the earliest possible date you can make shipment.
关于你方在星期一《时代报》刊登广告介绍的椅子，请报最优惠的成本加保险、运费到汉堡价，同时，请告知最早交货日期。
2. We are interested in the mechanical toys demonstrated at the recent Zurich Trade
Fair and should be glad to have details of your export terms.
我们对你们最近在苏黎贸易博览会上展示的机械玩具感兴趣,请详细告知你们的出口条件
Unit 3 On Price
Contents：
一、Background information
二、Useful expression
三、Notes to the text
四、In-class exercises
About Price
What is price?
Price is the money or other considerations exchanged for the ownership or use of a product or service. The products’price includes fixed cost, variable cost and expected profit.
一、Background information
In practical business negotiations, because haggling is a common occurrence, the buyer or the seller should not ignore the following items, which can also affect pricing:
a) fluctuations of the currency used in the transaction;
b) terms of payment;
c) date of delivery;
d) packing, etc..
二、Useful Expressions
ceiling price / maximum price 最高价
minimum price / rock bottom price / bedrock price 最低价
average price 平均价格
base price 底价
original price 原价
current price / prevailing price /ruling price /going price 时价，现价
exceptional price / special price 特价
●价格上涨（下跌），价格高（低）表达法
Price is turning high (low).
Price is rising (falling).
Price is up (down).
Price is looking up. 价格看涨
Price has skyrocketed/shot up /hiked .价格猛涨
Your price is on the high side/rather stiff .
Price is leveling off.价格趋平
Price is easy. 价格疲软
Price has declined/dipped /sagged.价格已下跌
Price has plummeted / downslided 价格暴跌
●to employ 用...计价，采用...
Eg:如果你们不同意用我们的人民币结算，美元也可以。
Don't you wish to employ RMB of ours? US Dollars might be adopted.
●to be equivalent to 相当于,折合成
Eg: 210德国马克折合人民币400元。
DM210 is equivalent to 400 RMB.
三、Notes to the text
By irrevocable letter of credit opened for our company two weeks before shipment and drawn at sight. P80
1. irrevocable letter of credit: 不可撤销信用证（指开证行一经开出、在有效期内未经受益人或议付行等有关当事人同意，不得随意修改或撤销的信用证）sample
2.Drawn at sight: 见票即付，即期信用证（sight L/C, 指在受益人提供规定的货运单据时立即付款。与sight L/C相对应的是time L/C或称/usance L/C 远期信用证，指受益人在信用证的到期日持汇票draft向承兑行Accepting Bank收款。）
Exercises
●昨晚我研究了贵方价格单。必须指出，贵方价格太高，我方无法接受——比我方从别处
买到的商品价格几乎要高出一倍。
●我方愿意给您报1500匹货号A150抽纱制品，每匹120美元，CIF汉堡。收到贵方信用
证21天交货。至于B225号，目前无货可供，不过我方将尽量满足贵方需求。(抽纱制品: Drawn Work )
答案：
●Last night, I studied your price list and must point out that your price is too high for us to
accept–almost twice what I would pay for the items elsewhere.
●Now we are pleased to quote: 1500 pieces of Drawn Work item Article A150 at 120US$ each
CIF Hamburg. The goods will be delivered 21 days after receiving your L/C. As to Article No.
B225, it is out of stock at present, but we’ll try my best to meet your demand.
不可撤销跟单信用证
Letter of Credit, Irrevocable documentary
Bank London, International Division
Address:
Tel: Telex: Date:
Irrevocable Letter of Credit Credit number
Of issuing bank:16358
Of issuing bank 8536
Advising bank Applicant
Bank of china Guangzhou Joseph Smith & Sons 52XX Street, Southampton Beneficiary Amount
Guang Arts & Crafts Corporation US$2000(US Dollars Two Thousand Only) Guangzhou, China
Expiry
31 May 1986 at the counter of：
About Price
Pricing strategies
Three basic techniques of pricing export products:
a) cost-plus pricing成本加成定价法;
b) marginal cost pricing边际成本定价法;
c) break-even pricing损益平衡定价法.
●cost-plus pricing 成本加成定价法
It means to arrive at a selling price by adding expected profit to the cost of the product. 指在产品成本基础上，加上预期利润得出的销售价格。
●marginal cost pricing 边际成本定价法
边际成本定价法是指当一个公司的生产能力超过国内市场对其产品的需求量时，该公司就要出口以利用过剩的生产力。在这种情况下，公司可以把固定成本分摊到内销产品上，因为不管公司是否出口，企业的一般费用都是免不掉的。因此，企业为出口产品定价时，只需要计算这些过剩产品的可变成本即可。
●break-even pricing 损益平衡定价法
损益平衡定价法是一种确定产品销售数量的定价法。产品销售数量的标准是以使出口商的收益和成本抵消为依据的。如果以此价格出售产品，超过了上述的确定数量，出口商就能盈利。所以，为了击败竞争对手并扩大自己的市场份额(market share)，出口商要定一个有竞争力的价格，然后尽力增加销售数量。
Besides what have been mentioned above, the internal and external factors which can affect pricing should be noted:
Internal factors:
a) marketing objectives 营销目的；
b) marketing mix strategies; 营销组合策略
c) costs
External factors:
a) the market and demand;
b) competitors’prices and offers
marketing objectives 营销目的
If the objective is “survival”or “market share leadership”, the price will have to be low. If the objective is “product quality leadership”, this will often lead to high prices.
About Delivery Terms
必须要明确买卖双方各自承担的责任、义务。当事人在洽商交易、订立合同时，要考虑以下几个重要问题：
1.卖方在什么地方、以什么方式办理交货？
2. 货物发生损坏或灭失的风险何时由卖方转移到买方？
3. 有谁负责货物的运输、保险以及通关过境的手续？
4. 有谁承担办理上述事项的费用？
5. 买卖双方需要交接哪些问题？
《2000年通则》中贸易术语的分类总结
E组（启动）
EXW（Ex Works）工厂交货
F组（主要运费未付）
FCA(Free Carrier)货交承运人
FAS(Free Alongside Ship)装运港船边交易
FOB(Free on Board)装运港船上交易
C组（主要运费已付）
CFR(Cost and Freight)成本加运费
CIF(Cost, Insurance and Freight)成本加保险费、运费
CPT(Carriage paid to)运费付至
CIP(Carriage and Insurance paid to) 保险费付至
D组（到达）
DAF(Delivered at Frontier)边境交货
DES(Delivered Ex Ship)目的港船上交货
DEQ(Delivered Ex Quay)目的港码头交货
DDU(Delivered Duty Unpaid)未完税交货
DDP(Delivered Duty Paid) 完税交货
IV. FOB, CIF,CFR, etc.
1.FOB----Free on Board
The obligation of seller under FOB:
● 1. clear the goods for export and get the export license
● 2. bear all risks of loss of or damage to the goods until such time as they have passed the
ship's rail at the named port of shipment
● 3. provide the goods , the commercial invoice and bill of lading
The obligation of buyer under FOB :
1. pay the price as provided in the contract of sales
2.contract at his own expense for the carriage of the goods from the named port of shipment and give the seller sufficient notice of the vessel name, loading point and required delivery time
3. bear all risks of loss of or damage to the goods from the time they have passed the ship's rail at the named port of shipment
4.clear the goods for import and get the import license
2.CIF----Cost, Insurance and Freight
The obligation of seller under CIF:
1. order a space in the ship in a specific date, pay the freight to the port of destination, notice the buyer and load the goods
2. pay the insurance of the goods
3. clear the goods for export and pay the exporting tax
4. provide shipping documents and the export license
5. bear all risks of loss of or damage to the goods until such time when they have passed the ship's rail at the named port of destination
The obligation of buyer under CIF:
1. accept the shipping documents and certificates provided by seller and pay for the goods;
2. pay the charges of certificates provided by seller as requested by buyer;
3. bear all risks of loss of or damage to the goods from the time they have passed the ship's rail at the named port of destination;
4. receive the goods at the name of port of destination, pay the unloading charge, clear the goods for import and pay the importing tariff and duties concerned.
3.CFR-----Cost and Freight
This term is basically the same as CIF but with the addition that the seller doesn’t have to procure marine insu-rance against the risk of loss or damage to the goods during the carriage.
Homework 2: Translation
Translate the following sentences into English:
1.我们确认已向你方电报下列商品实盘，以9月20日前复到有效。
2.获悉你地市场对核桃有很大需求，兹附上第6868号报价单供参考。
3.你方6月3日来电要求我们报第33号毯子。现确认我们于6月6日电报向你方报盘如
下，该盘不受约束。
4.你方7月9日来函收悉，谢谢。很遗憾，你方价格偏高，无法成交。
Unit 5 Terms of Payment
About Draft/ Bill of Exchange
●Paying tools：draft、promissory note and check, and draft is most widespread used in the
international trade.
●terms of payment：L/C, remittance , and collection.
Kinds of Draft
1.banker’s draft ：
It is a draft that both drawer and drawee are the banks.
commercial draft：
It is a draft that the drawer is business code or individual and the drawee is business code or individual business code or individual as well as the bank.
2.Clean bill：
It is a draft without commercial documents. And most of the banker’s drafts belong to clean bill. documentary bill：
It is a draft with commercial documents. Most of commercial drafts belong to documentary bill. 3. Sight draft：the draft which should be paid immediately when receiving or being reminded.
time bill / usance bill：the draft which can be paid within a given period of time or named date.
远期汇票的付款时间规定：
At XX days after sight 见票后若干天付款
At XX days after date 出票后若干天付款
At XX days after date of Bill of Lading提单签发后若干天付款
Fixed date 指定日期付款
3 modes/terms of payment
●Remittance
●Collection
●Letter of credit
Remittance and collection belong to commercial credit while L/C belongs to banker’s credit.
So in remittance and collection transaction, the buyer is responsible for making payment, the seller for surrendering the shipping documents.
In L/C transaction, the banker is responsible for paying money and tendering the shipping documents on behalf of both parties.
As far as the seller’s benefit is concerned, L/C is better than collection, and collection is better than remittance.
Useful Expressions and phrases
1. remittance 汇付
2. Mail Transfer (M/T) 信汇
3. Telegraphic Transfer (T/T) 电汇
4. Demand Draft (D/D) 票汇
5. drawer 出票人/付款人
drawee 受票人/收款人
6. the negotiating bank 议付行
7. the reimbursing bank 偿付行
8. beneficiary 受益人
9. sight L/C 即期信用证
time or usance L/C 远期信用证
10. confirmed and unconfirmed L/C 保兑和不保兑信用证
11. transferable and non-transferable L/C 可转让和不可转让信用证
12. documentary and clean L/C 跟单信用证和光票信用证
13. revolving L/C 循环信用证
Remittance 汇付
When remittance is adopted in international trade, the buyer should remit the money to the seller on his own initiative, and the seller should send the goods to the buyer according to the terms and time stipulated in the contract, because remittance belongs to the commercial credit.
由于汇付属于商业信用，所以买方应当按照合同规定之条款和时间将货款主动汇寄给卖方，而卖方则按合同规定将货物递交买方。
Remittance–Mail Transfer
Under M/T, the buyer should give the money of the goods to his local bank. The local bank then issues a trust deed for payment and send it to a correspondent bank at the seller’s end by means of mail and entrusts him to pay the money to the seller.
信汇：买方应把货款交给其开户行。该银行开具付款委托书，通过邮寄方式交给卖方所在地
的往来银行，并委托其向卖方付款。
Remittance–Telegraphic Transfer
Under T/T, the local bank, at the request of the buyer, sends a trust deed for payment by cable directly to a correspondent bank at the seller’s end and entrust him to pay the money to the seller. 买方所在地开户行直接通过电传付款委托给卖方所在地往来银行，委托此行支付货款给卖方。。
Remittance–Demand Draft
Under D/D, the buyer buys a bank draft from his local bank and sends it by mail to the seller. On the basis of the above bank draft, the seller or his appointed person takes the money from the relative bank in his place.
采用票汇时，买方从他的开户行购买银行汇票，并将汇票寄给卖方。卖方或其指定人持此汇票从他所在地的有关银行提取货款。
Collection
1. D/P (Document against Payment)
2. D/A (Document against Acceptance)
Letter of Credit
What is L/C?
It is a written promise made by a bank that it will make the payment for the goods shipped.
信用证支付方式的英文图解
2.Procedure of the L/C
●Application Form;
●Advising the beneficiary;
●Examination of the L/C;
●(Amendment of L/C)
●Complementing the contract;
●Presenting the documents under the L/C;
●Negotiating or Paying for the L/C;
3. Objectives in L/C business
(1)Exporter urges importer to open a L/C;
(2)Importer notices seller for the L/C;
(3)Amendment of L/C;
(4)Dispute arise in dealing with the L/C;
常用外贸口语200句 1、 I've come to make sure that your stay in Beijing is a pleasant one. 我特地为你们安排使你们在北京的逗留愉快。 2 、You're going out of your way for us, I believe. 我相信这是对我们的特殊照顾了。 3 、It's just the matter of the schedule,that is,if it is convenient for you right now. 如果你们感到方便的话，我想现在讨论一下日程安排的问题。 4 、I think we can draw up a tentative plan now. 我认为现在能够先草拟一具临时方案。 5 、If he wants to make any changes,minor alternations can be made then. 如果他有什么意见的话，我们还能够对计划稍加修改。 6 、Is there any way of ensuring we'll have enough time for our talks? 我们是否能保证有充足的时间来谈判？ 7、 So our evenings will be quite full then? 那么我们的活动在晚上也安排满了吗？ 8 、We'll leave some evenings free,that is,if it is all right with you. 如果你们愿意的话，我们想留几个晚上供你们自由支配。
（一）我们的价格和数量有关，因为你的数量有限，所以我们不能降价； （二）我们现在的原材料的价格在上涨，我们的经营成本在增长，所以我们的价格也上涨； （三）我们和同行的质量不相同，我们的质量通过认证，有保障，同行不能够做到，所以我们的价格比同行高； （四）我们提供的优质服务及我公司的信誉同行不能提供给你。因为我们的服务也需要成本，所以我们的价格比同行高点； （五）因运输成本的增长，我们的销售成本也在增长，所以我们的价格也比较高； （六）因我们对工人的工资待遇提高，这也给我们的生产质量提供保障，我们的产品单位价格上升，所以我们的价格也上升； （七）给你的价格已经是最低价格，给你的同行是高于你的价格，我们已经做到我们最大的可能性地为你服务了，如需要证实，可以给另外一个客人的报价给你看。 情景一 佩利丝: Mr. Brown, I'm anxious to know about your offer. 布朗先生.我很想知道你们的报盘情况. 布朗: Well, we've been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F., Liverpool. Shipment will be in July. 佩利丝女士.我们还一直为你保留着这一报盘.这个就是:500箱红茶.成本加运费保险费到利物浦价.每公斤20英镑.七月装船. 佩利丝: That's a high price! It will be difficult for us to make any sales. 价格太高了!我们很难销售. 布朗: I'm rather surprised to hear you say that, Mrs. Perless. Y ou know the price of black tea has gone up since last year. Ours compares favorably with what you might get elsewhere. 佩利丝女士.你这么说我很吃惊.你知道从去年以来红茶价格已经上涨.我们的价格比起你从别处可以买到的价格是较为优惠的. 佩利丝: I'm afraid I can't agree with you there. India has just come into the market with a lower price. 这点我恐怕不能同意.印度正好刚打入市场.价格比较低. 布朗: Ah, but everybody in the tea trade knows that US's black tea is of top quality. Considering the quality, I should say the price is reasonable. 不过.茶叶商人都知道美国红茶质量好.结合质量考虑.我认为这个价格很合理. 佩利丝: No doubt yours is of high quality, but still, there is keen competition in the tea market. I understand some countries are actually lowering their prices. 毫无疑问.你们的红茶质量上等.但是茶叶市场竞争激烈.我知道有的国家实际上正在削价抛售. 布朗: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color. 目前为止.我们的商品都是经得起竞争的.其他客户不断地向我们购买就证明了这一点.在香味或色泽方面.其他品牌的红茶很难与我们的红茶媲美. 佩利丝: But I believe we'll have a hard time convincing our clients at your price. 不过我认为很难说服我们的客户们接受你方的价格.
跟单口语 1．What’s the size?多大尺寸？90X90 (Ninety by ninety)九十乘九十。 2．What’s the CMB? 体积多大？0.07M3 (zero point zero seven cube meter) 0.07立方米。 3．What’s the best/last price? 最低价是多少？￥2.5 (Two point five)] 两块五。4．How many designs?有几个款式？ 3 designs .三个款式。 5．How many colors? 有几种颜色？ 3 colors. Red, yellow and blue. 3种颜色，红、黄、蓝。 6．How many pcs one CTN?一箱装多少件？12 dozen, 144pcs. 12 12打，144件一箱。7．When shall we deliver?什么时候交货？ 8．Where shall we deliver? 货送到什么地方？Where is your warehouse?仓库在哪儿? 9．30% deposit.付30%的订金。 10．Only one sample here. We can’t give you.这里只有一个样品，不能给你。11．Too expensive/much.太贵了。 12. Any discount?有折扣吗？ 13．Cheaper?可以便宜一点吗？ 14．Show me this!这个拿下来看看。 15．Good quality or ordinary quality?质量好的还是普通的？ 16．￥180 for a set . 180元一套。 17．4pcs a set.一套4个。 18．What’s the minimum quantity?最小起订量是多少？ 19．At least 1 CTN. 至少一箱/件。 20．There’s minimum quantity.有最小起订量。
外贸英语询盘常用句子 接下来为大家整理了外贸英语询盘常用句子。 希望对你有帮助哦!Heavy enquiries witness the quality of our products.大量询盘证明我们产品质量过硬。 Enquiries for carpets are getting more numerous.对地毯的询盘日益增加。 Enquiries are so large that we can only allot you 200 cases.询盘如此之多，我们只能分给你们200箱货。 Enquiries are dwindling.询盘正在减少。 Enquiries are dried up.询盘正在减少。 They promised to transfer their future enquiries to Chinese Corporations.他们答应将以后的询盘转给中国公司.Generally speaking, inquiries are made by the buyers.询盘一般由买方发出。 Mr. Baker is sent to Beijing to make an inquiry at China National Textiles Corporation.贝克先生来北京向中国纺织公司进行询价。 We regret that the goods you inquire about are not available.很遗憾，你们所询的货物现在无货。 In the import and export business, we often make inquiries at foreign suppliers.在进出口交易中，我们常向外商询价。 To make an inquiry about our oranges, a representative of the Japanese company paid us a visit.那家日本公司的一名代表访问了我们，
外贸英语口语大全：产品介绍 以下是###整理的《外贸英语口语大全：产品介绍》，希望大家喜欢！ A： Thank you. l'm very glad to be here. As Ms. Tina said. the purpose of my presentation today is to familiarize you with the new EBP. As you probably know. EBP stands for Electronic Book Player. Our company put the original EBP on the market a year ago.but we have since all developed an improved model which we believe will be a big seller in both China and the U. S. A：谢谢，我很高兴能在这儿演讲。正如蒂娜女士所说，今天我讲 演的目的就是向大家介绍新的电子书。我想大家可能已经知道，EBP就是Electronic Book Player（电子书）的缩写。一年以前我们推出EBP到市场上。之后我们公司又继续研发出一款改良型产品，我们相信在中国和美国都会非常畅销。 B： Ms. Yang.can you tell us in what ways the new EBP is better tIhan the old model？ B：杨女士，您能不能为我们介绍一下新款的EBP在哪些方面比旧 款的好？ A： Certainly. First of all.the old model had a rather small screen.so not much information could appear at one time. So on the new model.we have made the screen much bigger and A：当然。首先旧款因为画面小，所以无法显示很多的信息。而在 新款机种中，我们把画面增大了很多。还有…… B ： Excuse me.but what are the EBPs mainly used for： B：对不起，请问EBP最主要的用途是什么？
英语面试自我介绍 A类： B: May I come in我可以进来吗 A: Yes, please.请进。 B: How are you doing, Sir My name is xxxx. I am coming to your company for an interview as requested.你好，先生。我叫xxx，我是应邀来贵公司面试的。 A: Fine, thank you for coming. Please take a seat. I am xxxx, the assistant manager.好的，谢谢你过来。请坐，我叫xxxx，是经理助理。 B: Nice to see you, .非常高兴见到你，吴先生。 A: Nice to meet you, too. Tell me about yourself and your past experience. 我也很高兴见到你。说说你自己和你过去的经历吧。 B: I have worked as a secretary for six years. I get along well with peers, clients, administrators and bosses. I thrive on challenge and work well in high-stress environments. 我已经做执行秘书6年了。开始是为一家贸易公司工作.现在是一家信托公司。我和同事、客户、行政管理员以及老板相处得非常好。我能应付挑战，而且在高压力环境中也能工作很出色。 A: So why did you choose our company B:As far as I know, your company is one of several leading international consultant corporations which came to China after China entered WTO. I think working here would give me the best chance to use what I’ve learned. A: Sometimes we are very busy and need to work overtime. How do you feel about that 有时候我们工作很忙。需要加班。你觉得如何 B: That's all right. But could you tell me how often and how many hours I should work overtime 没关系。你能告诉我加班的频率和时间长度吗 A: It just depends. If we have important visiting delegations, you have to stay with us. It's not unusual. 这得看情况。如果我们有重要的访问代表团。你必须留在我们身边。这种情况很正常。 A: What are your salary expectations 你期望多少薪水 B: I really need more information about the job before we start to discuss salary. Maybe you could tell me what is budgeted for the position.
外贸英语之询盘篇 quality of our products. 大量询盘证明我们产品质量过硬。 As soon as the price picks up, enquiries will revive. 一旦价格回升，询盘将恢复活跃。 Enquiries for carpets are getting more numerous. 对地毯的询盘日益增加。 Enquiries are so large that we can only than allot you 200 cases. 询盘如此之多，我们只能分给你们200箱货。 Enquiries are dwindling. 询盘正在减少。 Enquiries are dried up. 询盘正在绝迹。 They promised to transfer their future enquiries to Chinese Corporations. 他们答应将以后的询盘转给中国公司 Generally speaking, inquiries are made by the buyers. 询盘一般由买方发出。 Mr. Baker is sent to Beijing to make an inquiry at China National Textiles Corporation. 贝克先生来北京向中国纺织公司进行询价。
We regret that the goods you inquire about are not available. 很遗憾，你们所询的货物现在无货。 In the import and export business, we often make inquiries at foreign suppliers.在进出口交易中，我们常向外商询价 To make an inquiry about our oranges, a representative of the Japanese company paid us a visit. 为了对我们的橙子询价，那家日本公司的一名代表访问了我们。 We cannot take care of your enquiry at present. 我们现在无力顾及你方的询盘。 Your enquiry is too vague to enable us to reply you. 你们的询盘不明确，我们无法答复。 Now that we''ve already made an inquiry about your articles, will you please reply as soon as possible? 既然我们已经对你们产品询价，可否尽快给予答复？ China National Silk Corporation received the inquiry sheet sent by a British company. 中国丝绸公司收到了英国一家公司的询价单。 Thank you for your inquiry.
外贸英语口语对话Unit 11：Shipment 装运 Unit 11：Shipment 1 Having settled all the terms of payment,now Mr Joson and Mr Wang get to talk over the question of shipment. J：Now that we have satisfactory with the deal for the question of payment term.I am desired to know if it is possible to effect shipment during April. W：I am sorry we cannot effect shipment in April. J：Then,when is the earliest we can expect the shipment? W：By the middle of May,I think. J：That would be too late.You see,June is the season of this commodity of our market.And we have to find somewhere else for goods retailing.Besides,our customers formality is rather complicated and it will take quite a long time.You must deliver the goods before May.Or else we won't be able to catch the shopping season. W：It is all very well for you to say that.But I must point out that our factorys have a lot of back orders in hand.I am afraid it is very difficult to improve any other on that time. J：Can you find some way for an earlier delivery?It means a lot to us.If we place our goods on the market that time,when all the other importers has sold theirs and its preferable price we should lose out.
Sample样品 S: Salesclerk售货职员C: Customer顾客 情景对话Dialogue 对话1 C: (Holding out a photo) Do you have something likethis?（拿出一张照片）你有 像这样的东西吗？ S: Yes, wedo. Just a moment, please. I'll go and bring it rightaway.我们有。请 等一下，我马上去拿来。 对话2 C: When will I get the sample?我什么时候可以拿到样板？ S:At noon, on Thursday.星期四中午。 对话3 S: Here are our catalogs and samples, please take a look.这是我们的目录和样品，请看看。C:I'minterested in this model. How much is it?我对这个型号有兴趣。多 少钱？ 对话4 S:Do you like this sample?你喜欢这个样品吗？C: I haven't looked at it yet.我还没过目呢。 对话5 C: I did not bring the sample today.我今天没有带样品来。 S: When might they be available?什么时候能带来？ 对话6 C:Did you bring the sample I asked for?你把我要的样板带来了吗？ S:Yes, it's in my briefcase.带来了，在我的公文包里。 对话7 C:Do you have some others with dissmilar pattern? I want to have a look.你 们还有另外不同的样品吗？我想看看。 S: Yes, we do. Just a moment, please. I'll go and bring them right away.有的，请稍等，我马上去拿来。C: Yes, please.好的，麻烦你。 See more information, you can visit us 外贸英语学习https://www.doczj.com/doc/0c5538756.html,/study-trade.html
外贸英语口语常用句 2006-10-1 for/from want of 由于缺少…… The flowers died from want of water. 这些花由于缺少水而枯死了。 Some of the wounded soldiers died for want of medicine. 有些士兵因为缺乏药物而死去。 for the use of 供……使用的 This parking lot is for the use of employees only. 这个停车场只供员工使用。 This dining hall is for the use of teachers. 这个饭堂是供教师使用的。 in support of 为了支持……，为了拥护…… He spoke at the meeting in support of my idea. 他在会上讲话支持我的想法。 They decided to stay in support of the new leadership. 为了支持新的领导班子，他们决定留下来。 so as to 为了（做）……，以便（做）…… They made a lot of lively programs so sas to attract more children. 为了吸引更多的孩子，他们制作了很多生动活泼的节目。 I left home at 5:00 in the morning so as to be there on time. 我早上5点钟就出门，以便准时到达那里。 in search of 为了寻找……，为了寻求…… He went to the south in search of better prospects. 他为了寻找更好的前途到南方去。 She immigrated to New Zealand in search of a quiet life. 她为了过上平静的生活移民到新西兰去。 for the sake of/for one's sake 为……起见，为了…… His family moved to the countryside for the sake of his son's health. 他一家为了他儿子的健康搬到乡下去。 He betrayed his friend for money's sake. 他为了钱而出卖自己的朋友。
外贸英语：询盘范文（3） Thank you for your letter of October 10 for business copiers． We are now sending you our price－list and catalog of the newest types that are under production and we can supply at once from stock． We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year． Though we have tried hard to keep our quotations down， we are afraid the margin for keeping on going like this will not long． Therefore， we suggest that you will let us have your order before further rises in costs， which will lead to a raise in prices very soon unavoidably． 感谢贵方10月10日关于商用复印机的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。 我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。
外贸英语口语大全(35) It'sbettertodesignateTangguastheload ingport. 在塘沽装货比较合适。AmanagerofaJapaneseCompanyandastaffmem berofaChinesecorporationholdadiscussio
nontheloadingportatBeijingHotel. 中国公司一名业务员与日本公司的经理在北京饭店就装运港问题进行了洽谈。 We'dbetterhaveabrieftalkabouttheloadin gport. 我们最好能就装运港问题简短地谈一谈。YoumaychooseTianjinasportofshipment. 你可以选择天津作为交货港。HowaboutshippingthemfromHuangpuinstead
ofShantou? 把汕头改为黄埔交货怎么样？YouinsistthatDalianistheloadingport,ri ght? 您坚持把大连定为装运港，对吗？NowHuangpuisfineastheloadingport. 现在可以把黄埔定为装运港。Wearealwayswillingtochoosethebigportsa stheloadingports.
我们总希望用较大的港口作为装运港 We'dliketodesignateShanghaiastheloadin gportbecauseitisneartheproducingarea. 我们希望把上海定为装运港是由于它离货物产地比较近。Itmakesnodifferencetoustochangetheload ingportfromShantoutoZhuhai. 将装运港由汕头改为珠海对我们来说问题不大。
商务英语口语情景对话 大全 集团标准化办公室：[VV986T-J682P28-JP266L8-68PNN]
英语面试自我介绍 A类： B: May I come in我可以进来吗 A: Yes, please.请进。 B: How are you doing, Sir My name is xxxx. I am coming to your company for an interview as requested.你好，先生。我叫xxx，我是应邀来贵公司面试的。 A: Fine, thank you for coming. Please take a seat. I am xxxx, the assistant manager.好的，谢谢你过来。请坐，我叫xxxx，是经理助理。 B: Nice to see you, .非常高兴见到你，吴先生。 A: Nice to meet you, too. Tell me about yourself and your past experience.我也很高兴见到你。说说你自己和你过去的经历吧。 B: I have worked as a secretary for six years. I get along well with peers, clients, administrators and bosses. I thrive on challengeand work well in high-stress environments. 我已经做执行秘书6年了。开始是为一家贸易公司工作.现在是一家信托公司。我和同事、客户、行政管理员以及老板相处得非常好。我能应付挑战，而且在高压力环境中也能工作很出色。 A: So why did you choose our company B: As far as I know, your company is one of several leading international consultant corporations which came to China after China entered WTO. I think working here would give me the best chance to use what I’ve learned. A: Sometimes we are very busy and need to work overtime. How do you feel about that 有时候我们工作很忙。需要加班。你觉得如何 B: That's all right. But could you tell me how often and how many hours I should work overtime 没关系。你能告诉我加班的频率和时间长度吗 A: It just depends. If we have important visiting delegations, you have to stay with us. It's not unusual. 这得看情况。如果我们有重要的访问代表团。你必须留在我们身边。这种情况很正常。 A: What are your salary expectations 你期望多少薪水 B: I really need more information about the job before we start to discuss salary. Maybe you could tell me what is budgeted for the position. 在讨论薪水前.我需要更多了解这份工作.或者你可以告诉我这个职位的预算报酬是多少. A: 3000, with raises after the half yearing to your competence. 起薪是每月3000元。半年后会根据你的表现增加薪水。 B: Well, I think it's acceptable and I really like the job. 我觉得可以接受。我真的喜欢这份工作。我什么时候能得知结果呢 A: Do you have any other questions 我们会在7月初通知你我们的最终决定。你还有别的问题吗
本文档由实惠网外贸论坛整理，实惠网外贸论坛是个很不错的外贸论坛，里面整理了很多外贸资料，包括：外贸英语资料、外贸流程资料、实惠网免费培训资料、外贸其他类型的相关资料下载。实惠网外贸论坛网址是：https://www.doczj.com/doc/0c5538756.html, 免费提供一个外贸平台给大家，SFYH，一个很不错的外贸平台，SFYH三月份新版本刚刚上线，开发了许多新的功能。网址是：https://www.doczj.com/doc/0c5538756.html, 先生： 从贵国驻北京的大使馆(embassy)的商务参赞处获悉，贵公司是一家食品（foodstuff）出口商。作为一家专营罐装食品（canned food）的零售商(retailer)，我们特致函贵方，希望能建立贸易关系。 从贵方的通函(circular)中我们了解到你们可以供应各种罐装食品，如能提供给我们最新的价格单以及插图目录，不胜感激。 如你方供货价格优惠，质量上乘，我们将大量订购。 盼早复。 此致 Dear Sirs, Y our company has been introduced to us by Commercial Counselor’s Office of your embassy in Beijing as prospective buyers of arts & crafts. In order to introduce our products to the Middle East, we are writing to you in the hope of establishing trade relations. The main line of our business covers the export of chinaware of superb quality, fashionable design and competitive price, which enjoys a good reputation all over the world. For your information, we are enclosing an illustrated catalogue and the latest. Samples and quotations will be airmailed to you upon receipt of your specific inquiries. Looking forward to your early reply. Y ours faithfully, 1.从ABC公司处得知你公司供应毛衫。 2.正如你们所知，我们是经营此类商品已有多年的国营公司。 3.请寄给我们关于你方新产品的小册子。 4.如果你方价格具有竞争力并且装方式可以接受的话，我们打算下一笔大订单。 5.我们有意获得你方新产品的商品目录及价目单。 6.W e learn from ABC Co. that you are one of the suppliers of sweaters. 7.As you know, we are a state-owned enterprise dealing with this kind of articles for many years. 8.Please send us your brochure on your latest products. 9.If your price is competitive and the terms of payment is acceptable, we will place a large order. 10.W e would like the catalogue and price list of your latest products. 1. Please reply as soon as possible, 说明最早装船期和付款条件。 2. If you are interested, please cable us, 说明所需数量。 3. W e cabled you yesterday, 报你2000公斤核桃仁(walnutmeat)，5月船期。 4. Please reply as soon as possible ,告知我们必要的详细情况。 5. W e cabled you today, 向你订购5000打自来水钢笔(fountain pen)。
外贸英语询盘和报盘考试卷模拟考试题 考试时间：120分钟 考试总分：100分 遵守考场纪律，维护知识尊严，杜绝违纪行为，确保考试结果公正。 1、We hope to enter________business relations________your firm. （ ） A.into ， with B.with ，into C.for ，at D.with ，at 2、I appreciate________the opportunity to visit your country 。 （ ） A.giving B.to have given C.having been given D.to have been given 3、We are pleased to enclose a________quotation sheet for adjustable wrenches. （ ） A.detailing B.detailed C.detailsD ：detail 4、The catalogue lists all the products________detail. （ ） A.for B.in C.on D.of 5、Thank you for your price list showing various kinds of products 姓名：________________ 班级：________________ 学号：________________ --------------------密----------------------------------封 ----------------------------------------------线----------------------
[外贸英语]展会接待常用英语口语集锦 ____________________________________ 1．What’s the size 多大尺寸？ 90X90 (Ninety by ninety) 九十乘九十。 2．What’s the CMB 体积多大？ 0.07M3 (zero point zero seven cube meter) 0.07立方米。 3．What’s th e bestlast price 最低价是多少？ ￥2.5 (Two point five)] 两块五。 4．How many designs 有几个款式？ 3 designs . 三个款式。 5．How many colors 有几种颜色？ 3 colors. Red, yellow and blue. 3种颜色，红、黄、蓝。 6．How many pcs one CTN 一箱装多少件？ 12 dozen, 144pcs. 12打，144件一箱。 7．When shall we deliver 什么时候交货？ 8．Where shall we deliver 货送到什么地方？ 9．30% deposit. 付30%的订金。 10．Only one sample here. We can’t give you. 只有一个样品，不能给你。 11．Too expensivemuch. 太贵了。 12. Any discount 有折扣吗？ 13．Cheaper 可以便宜一点吗？ 14．Show me this! 这个拿下来看看。
15．Good quality or ordinary quality 质量好的还是普通的？ 16．￥180 for a set . 180元一套。 17．4pcs a set. 一套4个。 18．What’s the minimum quantity 最小起订量是多少？ 19．At least 1 CTN.。 至少一箱件 20．There’s minimum quantity. 有最小起订量。 21．Can they be mixed 可以混装吗？ 22．Mixed packing. 混装。 23．Just a moment. Let me check. 稍等，让我查一下。 24．Same pricesize. 一样的价格尺寸。 25．I will come again tomorrow. 我明天再来。 26．Where are you from? 你是什么地方人？ 27．What’s your name? 你叫什么？ 28．May I have your card? 名片给一张，可以吗？ 29．Card,please. 名片。 30．Stapler,please. 订书机。 31．Calculator,please. 计算器。 32．Adhesive tape,please. 胶带。 33．Here’s our catalogue. 这是我们的目录。 34．Here’s my card. 这是我的名片。 35．Your card, please.