下载文档原格式
外贸跟单英语基础知识IntroductionIn the field of international trade, there is a crucial role known as the foreign trade merchandiser or the international trade coordinator. Commonly referred to as a "foreign trade document specialist" or "foreign trade merchandiser," this profession requires a proficient understanding of English, especially in terms of foreign trade documentation. In this article, we will explore the fundamental knowledge of English required for foreign trade merchandisers, particularly in the area of document handling.1. Understanding Trade TermsTrade terms, or Incoterms, play a significant role in international trade transactions. It is vital for foreign trade merchandisers to understand these terms to effectively communicate with clients and suppliers from different countries. Some commonly used Incoterms include:1.1 EXW (Ex Works): The seller makes the goods available at their premises, and the buyer bears all the transportation costs and risks.1.2 FOB (Free on Board): The seller is responsible for the goods and covers all costs until goods are loaded onto the vessel at the specified port.1.3 CIF (Cost, Insurance, and Freight): The seller is responsible for the goods, transportation, and insurance costs until they reach the named port of destination.1.4 DDP (Delivered Duty Paid): The seller is responsible for delivering the goods to the buyer's designated location and pays for all costs, including duties and taxes.2. Essential Trade DocumentsThe process of international trade involves the exchange of various documents. Foreign trade merchandisers must have a strong grasp of the following essential trade documents:2.1 Proforma Invoice: A preliminary invoice issued by the seller to the buyer, providing details of the goods and payment terms.2.2 Commercial Invoice: A final invoice provided by the seller to the buyer, indicating the goods' quantity, value, and other relevant details.2.3 Packing List: A document that specifies the contents of each shipping package, including the weight, dimensions, and quantity of the goods.2.4 Bill of Lading (B/L): A document issued by the carrier that acknowledges the receipt of goods and specifies the terms of their transport.2.5 Insurance Certificate: A document provided by the insurance company, demonstrating that the goods are insured during transportation.3. Effective Communication SkillsBeing proficient in English is not limited to understanding trade terms and documents; foreign trade merchandisers also need excellent communication skills to interact with clients and suppliers effectively. The following skills are crucial:3.1 Email Writing: Writing clear and concise emails is essential. Foreign trade merchandisers should pay attention to grammar, punctuation, and formatting to convey information effectively.3.2 Negotiation Skills: Negotiating prices, quantities, and delivery terms is a common task for foreign trade merchandisers. They must be able to express themselves clearly and negotiate effectively.3.3 Phone and Video Conferencing: Clear pronunciation and effective use of English during phone and video conferences are critical for successful communication with international clients and suppliers.4. Cross-Cultural AwarenessWorking in international trade brings individuals into contact with people from diverse cultural backgrounds. Foreign trade merchandisers must have cross-cultural awareness to avoid misunderstandings and foster positive working relationships.4.1 Respect for Cultural Differences: Understanding and respecting cultural differences in business practices, communication styles, and etiquette is crucial for successful international trade relationships.4.2 Sensitivity to Time Zones: Foreign trade merchandisers must be aware of time differences when scheduling meetings or communicating with clients and suppliers in different time zones.4.3 Cultural Sensitivity in Communication: Paying attention to appropriate greetings, titles, and communication styles is essential when interacting with individuals from different cultures.ConclusionBeing well-versed in English and equipped with essential knowledge of trade terms, trade documents, effective communication skills, and cross-cultural awareness is vital for foreign trade merchandisers. By mastering these fundamental concepts, individuals can navigate the complex world of international trade effectively, contributing to successful business transactions and fostering strong relationships with international partners.。
国际与贸易英语词汇：开启全球商务沟通之门1. Import（进口）：指一国从他国购买商品和服务的过程。
2. Export（出口）：指一国向其他国家销售商品和服务的行为。
3. Tariff（关税）：政府对进出口商品征收的税费。
4. Quota（配额）：限制某一商品在一定时期内的进出口数量。
5. Trade Balance（贸易平衡）：一个国家出口总额与进口总额之间的差额。
6. Free Trade（自由贸易）：指两国或多国间相互取消关税和非关税壁垒，实现商品和服务自由流动。
7. Dumping（倾销）：一国企业以低于国内市场价格在国外市场销售商品的行为。
8. Countertrade（对等贸易）：一种贸易方式，交易双方以货物或服务进行交换，而不涉及现金支付。
9. Letter of Credit（信用证）：银行出具的一种保证付款的凭证，用于国际贸易中的支付保障。
10. Incoterms（国际贸易术语）：国际商会制定的一套国际贸易术语，用于明确买卖双方在货物运输、风险转移等方面的责任和费用。
国际与贸易英语词汇：深入商务沟通的精髓11. FOB (Free On Board)：船上交货价，指卖方在合同规定的装运港将货物交到买方指定的船上，并承担到此为止的费用和风险。
12. CIF (Cost, Insurance, and Freight)：成本加保险费加运费，指卖方负责将货物运至指定目的港，并承担相应的费用和风险，包括保险费。
13. Customs Duty（关税）：国家对进出口商品征收的税费，用于保护国内产业和市场。
14. Embargo（禁运）：禁止某些商品进出口的一种贸易限制措施。
15. Sanctions（制裁）：一国或国际组织对另一国实施的惩罚性措施，通常涉及贸易限制。
16. Exchange Rate（汇率）：两种货币之间的兑换比率，对国际贸易有着重要影响。
17. Foreign Direct Investment（外国直接投资）：一国投资者在另一国境内进行的投资，通常涉及企业并购或新建企业。
国际贸易双语教程英文版IntroductionInternational trade is an essential part of the global economy. It involves the exchange of goods and services between countries. In this bilingual tutorial, we will provide an overview of international trade and explore its various aspects. This tutorial aims to help readers gain a thorough understanding of international trade concepts and terminology in English.1. Understanding International TradeInternational trade refers to the exchange of goods and services across international borders. It allows countries to specialize in producing goods and services that they can produce efficiently, ensuring maximum productivity and resource utilization. This leads to increased economic growth and welfare for participating nations.2. Benefits of International TradeInternational trade offers several advantages to participating countries. These benefits include:•Improved Efficiency: Countries can focus on producing goods and services that they can produce efficiently, increasing overall productivity.•Access to a Wider Range of Goods: Countries can import goods not produced domestically, allowing consumers access to a broader selection of products.•Expanding Markets: With international trade, businesses can reach new markets abroad, enabling them to grow and expand.•Economic Growth: International trade stimulates economic growth by promoting investment, job creation, and innovation.•Lower Costs: Countries can import goods at a lower cost than producing them domestically, leading to cost savings for consumers andbusinesses.3. Trade BarriersDespite the benefits of international trade, various barriers can hinder smooth trade operations. These barriers include:•Tariffs: Tariffs are taxes imposed on imported goods, increasing their prices and reducing demand.•Quotas: Quotas limit the quantity of goods that can be imported, restricting access to foreign markets.•Regulatory Barriers: These include regulations, standards, and certifications that goods must meet to enter a country, creating additional costs and hurdles for exporters.•Currency Barriers: Fluctuations in exchange rates can affect the competitiveness of goods in international markets.•Trade Restrictions: Embargoes, trade sanctions, and trade wars can further hinder international trade.4. International Trade AgreementsTo promote and regulate international trade, countries often engage in the negotiation and formation of trade agreements. These agreements aim to reduce trade barriers and create a more favorable trade environment. Some prominent international trade agreements include:•World Trade Organization (WTO): The WTO is a global organization that promotes free trade and resolves trade disputes amongmember countries.•Free Trade Agreements (FTAs): FTAs are agreements between countries that eliminate or reduce trade barriers among participating nations.•Regional Trade Agreements (RTAs): RTAs are trade agreements between countries within a specific geographic region.•Bilateral Agreements: Bilateral agreements are trade agreements between two countries, focusing on addressing trade barriers and promoting trade.•Multilateral Agreements: Multilateral agreements involve multiple countries negotiating and establishing trade rules and regulations.5. Trade DocumentationInternational trade involves significant documentation to ensure smooth and legal transactions between parties. Some essential trade documents include: •Commercial Invoice: An invoice that provides detailed information about the goods being sold, including quantity, price, and delivery terms.•Bill of Lading: It is a document issued by a carrier that acknowledges the receipt of goods for shipment.•Packing List: A detailed list of the contents and quantities of a shipment.•Certificate of Origin: It certifies the origin of the goods and is needed to claim preferential treatment under trade agreements.•Insurance Certificate: A document that confirms that goods are insured against loss or damage during transportation.•Customs Declaration: A document that provides information about the goods being imported or exported and helps calculate applicable customs duties and taxes.ConclusionInternational trade plays a crucial role in the global economy, enabling countries to benefit from specialization, economic growth, and improved welfare. This bilingual tutorial aimed to provide an overview of international trade in English, covering its various aspects from understanding the basics to trade barriers, agreements, and documentation. By understanding these concepts, readers can engage in international trade activities more effectively and confidently.。
国际贸易实务（英文）International Trade PracticeIntroduction:International trade refers to the exchange of goods and services across the international borders between two or more countries. Nowadays, international trade has become the backbone of the global economy as it contributes significantly to the GDP of countries. Thousands of products are traded every day between countries, supporting local industries and helping economies grow. In this essay, we will discuss various aspects related to international trade practice.1. The importance of international tradeInternational trade is essential to the economic growth of countries. Through international trade, countries can access a broader market, allowing them to trade in products that they are not able to produce. International trade also ensures that prices of goods remain competitive in the global market, which benefits consumers. This competition encourages innovation and efficiency, resulting in better and cheaper products.2. Benefits of international tradeThe benefits of international trade include:a) Increased job opportunitiesInternational trade creates new job opportunities in exporting industries. This, in turn, helps reduce unemployment rates and improves the standard of living of people.b) Better quality goods and servicesInternational trade allows countries to access products that they may not be able to produce themselves, resulting in better-quality goods and services for consumers.c) Enhanced economic growthInternational trade contributes significantly to economic growth, creating more stable employment conditions whilst also increasing consumer spending.d) Reduced pricesInternational trade allows countries to access products at more competitive prices, resulting in cost savings for consumers.3. Challenges of international tradeWhile international trade has many benefits, several challenges can arise, including:a) Political instabilityPolitical instability can cause uncertainty and unpredictability and drastically affect a country's international trade.b) Regulations and tariffsDifferent countries have varying regulations and tariffs, which can create barriers to international trade.c) Language and culture barriersIndividual countries have different languages and cultures, which can create communication and understanding problems, making it challenging to conduct international trade.4. Types of International TradeInternational trade can be done in several ways:a) ExportExporting involves selling goods and services produced domestically to foreign countries.b) ImportImporting involves buying goods and services from foreign countries to be sold domestically.c) CountertradeCountertrade involves exchanging goods and services for other goods and services instead of using currency as payment.5. Payment Methods in International TradeVarious methods are commonly used in international trade transactions. These include:a) Letter of creditThe letter of credit is an agreement between the buyer and the seller that ensures payment will be made once certain conditions are met, such as delivery of goods and documents.b) Cash in advanceCash in advance involves the buyer making payment before goods are shipped. This method benefits the seller by eliminating the risk of non-payment.c) Open accountOpen account involves the buyer paying the seller after a specified period has elapsed. This method benefits the buyer by allowing them to get goods before paying for them.6. Legal issues related to international tradeInternational trade is often governed by complex legal frameworks. Legal issues that can arise while conducting international business include:a) Breach of contractBreach of contract refers to the violation of the terms agreed between the buyer and the seller, which can result in costly legal proceedings.b) International agreementsInternational agreements such as trade and investment treaties can have a significant impact on international trade.c) Intellectual propertyIntellectual property issues are common in international trade, such as trademark infringement and copyright violations. Conclusion:International trade is essential for countries seeking to expand their markets and improve their economic growth. Although there are challenges, the benefits of international trade outweigh the risks. Understanding the different types of international trade, payment methods and legal issues that can arise when conducting international business is important to ensure success in international trade practice.7. Globalization and its impact on international tradeGlobalization has had a substantial impact on international trade. It has increased the interdependence of countries on one another and encouraged the growth and expansion of international trade. Therise of globalization has created significant opportunities for international trade, including increased access to diverse products, services, and markets. However, it has also created challenges for many businesses, such as increased competition and ongoing regulatory changes. Additionally, globalization has created opportunities for many developing countries to participate and benefit from the global economy, but it has also increased the risk of exploitation through unfavorable trade agreements.8. Case study: China's role in international tradeAs the second-largest economy in the world, China plays a significant role in international trade. The country's export-driven economy has helped it become a major player in global trade, accounting for approximately 13.2% of the world's exports in 2019. China's growth in international trade has been fueled by its low labor costs, supportive government policies, and a vast network of manufacturing facilities. However, the country has also faced various challenges in the international trade arena, such as the imposition of tariffs and export restrictions by other countries. Despite these challenges, China's strong economic growth and engagement with the global community continue to make it an essential player in international trade.9. Future of international tradeThe future of international trade is a topic of much debate and interest in today's global economy. The development of new technologies, such as e-commerce, artificial intelligence, and blockchain, has created new opportunities for international trade.The growth of e-commerce, for example, has allowed small businesses to participate in international trade more easily. However, there are also concerns about the impact that technology has on job creation and trade relations between countries.Additionally, political changes and shifts in trade policies can pose significant challenges for international trade. For example, the United States' withdrawal from the Trans-Pacific Partnership has resulted in significant trade policy uncertainty in the Asia-Pacific region. The ongoing COVID-19 pandemic has also had a significant impact on global trade, resulting in supply chain disruptions and reduced demand for goods and services.Despite these challenges, many experts believe that international trade will continue to play a vital role in the global economy. New technologies and globalization will continue to create opportunities for businesses to engage in international trade, however, it is important to address the challenges that may arise while conducting international business.10. ConclusionInternational trade is a vital component of the global economy, offering significant benefits to participating countries. It fosters economic growth, creates job opportunities, and provides access to a wider range of goods and services. However, international trade comes with its own set of challenges, such as regulatory barriers and cultural differences. It is crucial for businesses and countries to understand these challenges in order to engage in international trade successfully. The future of international trade will be shapedby ongoing developments in technology, globalization, and political policies, however, it remains an essential component of economic growth and prosperity in the global community.。
国际贸易英语词汇集锦国际贸易英语词汇集锦贸易价格术语trade term / price term 价格术语world / international market price 国际市场价格FOB (free on board) 离岸价C&F (cost and freight) 成本加运费价CIF (cost, insurance and freight) 到岸价freight 运费wharfage 码头费landing charges 卸货费customs duty 关税port dues 港口税import surcharge 进口附加税import variable duties 进口差价税commission 佣金return commission 回佣，回扣price including commission 含佣价net price 净价wholesale price 批发价discount / allowance 折扣retail price 零售价spot price 现货价格current price 现行价格/ 时价indicative price 参考价格customs valuation 海关估价price list 价目表total value 总值贸易保险术语All Risks 一切险(Free from Particular Average) 平安险. / (With Average or With Particular Average) 水渍险War Risk 战争险(Fresh Water Rain Damage) 淡水雨淋险Risk of Intermixture and Contamination 混杂、玷污险Risk of Leakage 渗漏险Risk of Odor 串味险Risk of Rust 锈蚀险Shortage Risk 短缺险( Theft, Pilferage & Non-delivery) 偷窃提货不着险Strikes Risk 罢工险贸易机构词汇WTO (World Trade Organization) 世界贸易组织IMF (International Monetary Fund) 国际货币基金组织CTG (Council for Trade in Goods) 货币贸易理事会EFTA (European Free Trade Association) 欧洲自由贸易联盟AFTA (ASEAN Free Trade Area) 东盟自由贸易区JCCT (China-US Joint Commission on Commerce and Trade) 中美商贸联委会NAFTA (North American Free Trade Area) 北美自由贸易区UNCTAD (United Nations Conference on Trade and Development) 联合国贸易与发展会议GATT (General Agreement on Tariffs and Trade) 关贸总协定贸易方式词汇stocks 存货，库存量cash sale 现货purchase 购买，进货bulk sale 整批销售，趸售distribution channels 销售渠道wholesale 批发retail trade 零售业hire-purchase 分期付款购买fluctuate in line with market conditions 随行就市unfair competition 不合理竞争dumping 商品倾销dumping profit margin 倾销差价，倾销幅度antidumping 反倾销customs bond 海关担保chain debts 三角债freight forwarder 货运代理trade consultation 贸易磋商mediation of dispute 商业纠纷调解partial shipment 分批装运restraint of trade 贸易管制RTA (Regional Trade Arrangements) 区域贸易安排favorable balance of trade 贸易顺差unfavorable balance of trade 贸易逆差special preferences 优惠关税bonded warehouse 保税仓库transit trade 转口贸易tariff barrier 关税壁垒tax rebate 出口退税TBT (Technical Barriers to Trade) 技术性贸易壁垒进出口贸易词汇commerce, trade, trading 贸易inland trade, home trade, domestic trade 国内贸易international trade 国际贸易foreign trade, external trade 对外贸易，外贸import, importation 进口importer 进口商export, exportation 出口exporter 出口商import licence 进口许口证export licence 出口许口证commercial transaction 买卖，交易inquiry 询盘delivery 交货order 订货make a complete entry 正式/完整申报bad account 坏帐Bill of Lading 提单marine bills of lading 海运提单shipping order 托运单blank endorsed 空白背书endorsed 背书cargo receipt 承运货物收据condemned goods 有问题的货物catalogue 商品目录customs liquidation 清关customs clearance 结关贸易伙伴术语trade partner 贸易伙伴manufacturer 制造商，制造厂middleman 中间商，经纪人dealer 经销商wholesaler 批发商retailer, tradesman 零售商merchant 商人，批发商，零售商concessionaire, licensed dealer 受让人，特许权获得者consumer 消费者，用户client, customer 顾客，客户buyer 买主，买方carrier 承运人consignee 收货人。
国际贸易英语知识点总结一、国际贸易术语（Incoterms）1. FOB (Free on Board)- 含义：卖方在指定的装运港将货物装上买方指定的船只后，卖方即完成交货义务。
风险在货物越过船舷时转移给买方。
- 示例：We offer the goods FOB Shanghai.（我们提供上海港船上交货价的货物。
）- 相关费用：卖方负责将货物运至装运港船上之前的一切费用，包括国内运输、装卸等费用；买方负责从装运港到目的港的运费、保险费等。
2. CIF (Cost, Insurance and Freight)- 含义：卖方负责支付货物成本、保险费和运费，将货物运至指定目的港。
- 示例：The price is quoted CIF New York.（价格报的是纽约港到岸价。
）- 相关费用：卖方承担货物到达目的港之前的成本、保险费和运费；买方负责卸货后的费用，如进口关税等。
风险在货物越过装运港船舷时转移给买方。
3. CFR (Cost and Freight)- 含义：卖方负责货物成本和运费，将货物运至指定目的港。
与CIF相比，不包含保险费。
- 示例：We can supply the goods CFR London.（我们可以供应伦敦港成本加运费价的货物。
）- 相关费用：卖方承担货物运至目的港的成本和运费，买方负责保险费及卸货后的费用。
风险在货物越过装运港船舷时转移给买方。
二、商务信函写作。
1. 信头（Letterhead）- 包含公司名称、地址、联系方式（电话、传真、电子邮箱等）。
- 例如：ABC Company.123 Main Street, New York, NY 10001.Tel: +1 - 212 - 1234567.Fax: +1 - 212 - 1234568.Email:*******************.2. 称呼（Salutation）- 如果知道对方姓名，用“Dear Mr./Ms. + 姓氏”，如“Dear Mr. Smith”；如果不知道具体姓名，可用“Dear Sir/Madam”或者“To Whom It May Concern”。
GLOSSARY FOR INT’L TRADEUNIT 1 TRADE POLICIESProtect infant industry 保护幼稚产业Free trade zone自由贸易区Export subsidy出口补贴Return of product tax退税GSP: General System of Preference普惠制GATT: General Agreement on Tariffs and Trade关贸总协定WTO: World Trade Organization世界贸易组织MFN: Most-Favored-Nation (Treatment)最惠国（待遇）Tariff barriers关税壁垒Trade liberalization贸易自由化Export tariff出口关税Transit tariff过境关税Import tariff进口关税Revenue tariff财政关税Protective tariff保护性关税Prohibitive tariff抑制性关税Retaliatory tariff报复性关税Regulatory tariff规定性关税Anti-dumping tariff反倾销关税Ad valorem tariff从价关税Non-tariff trade barriers非关税贸易壁垒Import license进口许可证Government procurement政府采购Technological barriers技术壁垒SDR: Special Drawing Right特别提款权IMF: International Monetary Fund国际货币基金组织Counter subsidy tariff反补贴关税Punitive tax惩罚性征税VAT: Value-added tax增殖税Place of origin原产地Exchange rate兑换率Regional economic integration地区经济一体化NAFTA: North American Free Trade Area北美自由贸易区Free flow of labour and capital劳力资本的自由流动UNIT 2 QUALITY OF GOODSIntrinsic attributes内在属性Outer form外观Chemical composition化学构成Natural / social attributes自然/社会属性Tastes and requirements of customers顾客的品味要求TQM: Total Quality Management全面质量管理Different ways of showing quality:A sale by actual quality凭成交商品的实际品质买卖B sale by sample凭样品买卖C sale by specification凭规格买卖D sale by grade凭等级买卖E sale by standard凭标准买卖F sale by descriptions and Illustrations凭说明书和图样买卖G sale by trade mark or brand凭商标或牌号买卖H sale by name of origin凭产地名称买卖I sale by inspection凭检验买卖Unless the contract stipulates otherwise除非合同另有规定Be entitled to claim compensation for losses or reject the goods有权索赔或拒收货物Duplicate sample复样For your reference only仅供你方参考Counter sample对等样品Return sample回样Representative sample代表性样品Reference sample参考样品Property right产权Technical resources技术资源Commercial inspection商检FAQ: Fair Average Quality良好平均品质（大路货）GMQ: Good Merchantable Quality上好可销品质Aquatic products水产品Within the life of the quality assurance在质保期内UNIT 3 QUANTITY OF GOODSUnited Nations Convention on Contracts for the International Sale of Goods联合国国际货物销售合同公约The metric system公制Weight 重量Capacity容积Numbers个数Length长度Area面积Volume体积Gross weight毛重Gross for Net以毛作净Net Weight净重Actual / Real Tare实际皮重Average Tare平均皮重Customary Tare习惯皮重Computed Tare约定皮重Conditioned Weight公量Theoretical Weight理论重量Legal Weight法定重量Net Net Weight净净重More or Less Clause溢短装条款Uniform Customs and Practice for Documentary Credits跟单信用证统一惯例Price fluctuation价格波动UNIT 4 PACKING AND MARKINGTransport packing运输包装Outer packing大/外包装Selling packing销售包装Inner packing内包装Immediate packing直接包装Materials of packing:A Case箱Wooden case木箱Crate 板条箱Carton纸箱Corrugated carton瓦楞纸箱Skeleton case漏孔箱B Bundle / Bale包C Bag袋Gunny bag麻袋Cloth bag布袋Plastic bag塑料袋Paper bag纸袋D Drum / Cask桶Wooden Cask木桶Iron Drum铁桶Plastic Cask塑料桶E Bottle瓶Can罐Demijohn / Carboy坛Basket篓Cylinder钢瓶Pallet托盘Bulk cargo or cargoes in bulk散装货Nude cargoes裸装货Consuming taste消费品味Prettify commodities美化商品Creative design创意设计Gift packing礼品式包装Portable packing便携式包装Shipping mark运输标志/唛头Geometric figure几何图形Reference No.参照编号Optional ports选择港Indicative mark指示性标志Keep dry怕湿This way up向上Handle with care小心轻放Fragile易碎Use no hook禁用手钩Warning mark警告性标志Dangerous cargo mark危险品标志Explosive爆炸物品Poison Gas有毒气体Inflammable Gas易燃气体Product Code产品代码Bar Code条形码UPC: Universal Product Code通用物品条码Neutral packing中性包装UNIT 5 PRICE OF GOODSPrice / Trade Terms价格/贸易术语Total amount总价/值Unit price单价ICC: International Chamber of Commerce国际商会The language of foreign trade对外贸易的语言INCOTERMS 2000 2000年国际贸易术语解释通则INCOTERMS: International Commercial Terms国际商业术语Costs, risks and responsibilities费用、风险和责任China Chamber of International Commerce: CCOIC中国国际商会Critical points关键点Point for division of risks / costs费用/风险划分点Point of delivery交货点Ship’s rail船舷Arrival Contract到货合同Shipment Contract装运合同Single mode of transport单式运输Multi-modal transport / combined transport多式联运US$300 per M / T CIF New York每公吨300美元，CIF纽约Cost of production生产成本Fixed costs固定成本Variable costs可变成本Invoice Value发票价值UNIT 6 DELIVERY OF GOODSTime of delivery交货时间Constructive delivery推定交货Actual delivery实际交货Symbolic delivery象征性交货Liner班轮Tramp不定期船China ports中国港口E.M.P.: European Main Ports欧洲主要港口Liner transport班轮运输Charter transport租船运输Voyage / Trip charter定程租船Time charter定期租船Weight ton重量吨Measurement ton尺码吨Port congestion surcharge港口拥挤附加费Charter party租船合同Demurrage滞期费Dispatch money速谴费Air Waybill航空运单LCL: Less than container load拼箱货FCL: Full container load整箱货Ocean Bill of Lading海运提单Varieties of B/L:A on board B/L; shipped B/L已装船提单B received for shipment B/L备运提单/收讫待运提单C clean B/L清洁提单D unclean / foul B/L不清洁提单E straight B/L记名提单/收货人抬头提单F bearer B/L不记名提单/来人抬头提单G order B/L指示提单H direct B/L直达提单I transshipment B/L转船提单J through B/L联运提单K liner B/L班轮提单L charter party B/L租船提单M long form B/L全/繁式提单N short form B/L略/简式提单O original B/L正本提单P copy B/L副本提单Q stale B/L过期提单R on deck B/L甲板/舱面提单Land –bridge transport大陆桥运输UNIT 7 CARGO TRANSPORT INSURANCE Insurer保险人Insured投保人Insurance policy保险单Subject matter insured保险标的Insured amount保险金额Premium保险费Basic principles of insurance:A insurable interest保险利益B utmost good faith最大诚信C principle of indemnity补偿原则D proximate cause近因原则Risks:A perils of the sea海上风险B extraneous risks外来风险Losses:A Total Loss全部损失/全损B Partial Loss部分损失General average contribution共同海损分摊Expenses:A sue and labour expenses施救费用B salvage charges救助费用PICC: People’s Insurance Company of China中国人民保险公司C.I.C.: China Insurance Clause中国保险条款I.C.C.: Institute Cargo Clause协会货物条款Basic Risks Coverage:A F.P.A: Free From Particular Average平安险B W.P.A.: With Particular Average水渍险C A.R.: All Risks一切险W/W clause: Warehouse to Warehouse Clause仓至仓条款General Additional Risks:A clash and breakage碰损、破碎险B taint of odour串味险C fresh water and / or rain damage淡水雨淋险D theft, pilferage and non-delivery: T.P.N.D.偷窃、提货不着险E shortage短量险F leakage渗漏险G intermixture and contamination混杂、玷污险H hook damage钩损险I sweat and heating受潮收热险K rust锈损险L breakage of packing包装破裂险Special Additional Risks:A war risk战争险B strike risk罢工险C aflatoxin黄曲霉素险D failure to deliver交货不到险E on deck risk舱面险F import duty risk进口关税险G rejection拒收险H fire risk extension clause (F.R.E.C.)— for storage of cargo at destination of Hong Kong including Kowloon or Macao. 货物出口到香港（包括九龙）或澳门存仓火险责任扩展条款Insurance Documents;A insurance policy保险单/大保单B insurance certificate保险凭证C combined certificate联合凭证D open policy预约保单E endorsement批单SRCC: strike, riots and civil commotions罢工、暴动、民变险I.O.P.: irrespective of percentage不论损失程度Claim settlement理赔Insurable value保险价值Franchise免赔率Insurance: To be covered by the Seller for 110% of the total invoice value against All Risks, as per and subject to the relevant ocean marine cargo clauses of the People’s Insurance Company of China, dated January1, 1981.保险由卖方按发票金额的110%投保一切险，以中国人民保险公司1981年1月1日有关海洋运输货物保险条款为准。
国际贸易实务英文版International Trade PracticesIn today's globalized economy, international trade plays a crucial role in the development and prosperity of nations. It allows countries to exchange goods and services, spur economic growth, and foster cooperation among nations. For businesses engaged in international trade, understanding the intricacies of trade practices is essential to navigate the complexities of international markets successfully. This article provides an overview of international trade practices to equip businesses with the knowledge required to thrive in the global marketplace.One fundamental aspect of international trade practices is the legal framework that governs trade agreements between countries. Trade agreements, such as free trade agreements and customs unions, establish the rules and regulations that facilitate trade, break down barriers, and promote fair competition. Examples of notable trade agreements include the North American Free Trade Agreement (NAFTA) and the European Union (EU). These agreements eliminate or reduce tariffs and other trade barriers, creating a more favorable business environment for companies operating across borders.Another crucial aspect of international trade practices is the import and export process. When importing goods, businesses must consider customs regulations, tariffs, and import duties imposed by the importing country. Compliance with these regulations ensures smooth customs clearance and prevents unnecessary delays or penalties. Similarly, when exporting goods, businesses must be aware of export licensing requirements, trade restrictions,and any trade agreements in place between the exporting and importing countries.In addition to the legal and regulatory aspects, international trade practices encompass various payment methods used in cross-border transactions. One prevalent method is the letter of credit, which provides security to both the exporter and the importer. A letter of credit is a payment guarantee issued by a bank on behalf of the buyer, assuring the seller of payment upon the successful completion of specified conditions. This method minimizes the risk of non-payment and builds trust between the trading parties. Other payment methods commonly used in international trade include open account, documentary collection, and cash in advance.Transportation and logistics are integral components of international trade practices. Efficient transportation ensures that goods are delivered promptly and in optimal condition. Businesses must consider factors such as mode of transportation, shipping routes, and customs procedures when planning the movement of goods. Additionally, proper packaging and labeling are essential to comply with safety regulations and facilitate smooth customs clearance. Collaborating with reliable logistics providers and staying updated on transportation trends and regulations are crucial for businesses engaged in international trade.Intellectual property protection is another important aspect of international trade practices. Intellectual property rights, such as patents, trademarks, and copyrights, grant exclusive rights to creators and inventors, fostering innovation and creativity. It is essential for businesses to protect their intellectual property when engaging in international trade to preventunauthorized use or infringement. Trade agreements, such as the Agreement on Trade-Related Aspects of Intellectual Property Rights (TRIPS), provide a framework for the protection and enforcement of intellectual property rights globally.Lastly, understanding cultural differences and adapting to local business practices are essential for successful international trade. Cultural norms, business etiquette, and communication styles vary across countries and can significantly impact business relationships. Taking the time to research and understand the cultural nuances of trading partners can help establish trust, avoid misunderstandings, and build long-term partnerships.In conclusion, international trade practices encompass various aspects that are vital for businesses operating in the global marketplace. A solid understanding of legal frameworks, import-export procedures, payment methods, transportation logistics, intellectual property protection, and cultural considerations is essential for successful international trade. By adhering to these practices and continuously staying informed about international trade developments, businesses can thrive and leverage the opportunities available in the dynamic world of global commerce.。
Chapter 1 An Overview of International Trade1.1 International Trade1.1.1 Definition of International Trade1 International TradeInternational Trade refers to the exchange of goods and services between nations. It is also known as foreign trade or overseas trade.2 Difference between international trade and domestic tradeThe fundamental characteristic making international trade different from domestic trade is that international trade involves transactions that take place across national borders. Special problems may arise in international trade, which are not normally experienced in domestic trade.These problems are listed as follows:·International trade usually has to be conducted in foreign languages and under foreign laws and regulations.·It is difficult to obtain information about the credit and financial standing of the possible dealing partners.·It is often unavoidable to use foreign currency in international trade and exchange rate variations can be risky to international traders.·Numerous culture differences may have to be taken into account in international trade.·Risks levels might be higher in foreign market. The risks include political risks, commercial risks, financial risks and transportation risks.1.1.2 Why Nations TradeAlmost every nation of the world export goods to other countries. Likewise, almost every nation import goods from other nations. Why do countries of the world engage in international trade? Why are thy not self-sufficient, capable of living exclusively on the goods and services produced within their own borders? Various answers can be cited. In general, the reasons for international trade can be classified as resource reasons, economic reasons, and political reasons.Resources ReasonsSome nations of the world have certain conditions or resources that provide them with a basisfor international trade. Illustrations include the following:·Favorable climate conditions and terrain. For example, Colombia and Brazil have just the right climate for growing coffee beans.·Natural resources. If a country has an abundance of natural resources, it is common to find some of these resources being exported. Tin from Bolivia and oil from the Middle East countries are examples. On the other hand, among highly industrialized nations, the raw materials are often sold in finished form. For example, the United States sells its own iron ore in the form of steal products.·Skilled workers. If a nation has a great many skilled workers, it can produce sophisticated equipment and machinery such as computers, jet aircraft, electric generators, etc.·Capital resources, Another important factor in international trade is that of capital resources. These include things such as plant, machinery, and equipment. Poor countries, of course, lack these capital resources and must rely heavily on manual labor in making goods for both domestic consumption and international trade.·Favorable geographic location and transportation costs. Nations located near each other tend to do more trading than those located thousands of miles apart.Economic ReasonsAnother reason why nations engage in international trade is to secure some kind of economic benefit. However, this gain will be obtained only if they produce and sell the right goods. In determining which goods these are, the business people of the country must understand two important principles: 1) absolute advantage, and 2) comparative advantage, which will be discussed in chapter 2 trade theories.Political ReasonsSome nations of the world trade with others for basically political reasons. For example, the former Soviet Union had trade with Cuba for two decades. Why? Because the Soviet wanted to support a government in the country that was in basic agreement with their political doctrine. The United States has traded with South Korea for a long time for similar reasons. In both cases, political objectives have outweighed economic consideration. The reverse is also true: nations often refuse to trade with others because of political disagreements.1.1.3 History of International TradeTrade between the peoples and countries of the world is as old as human history．Land and sea routes connected the first civilizations in Mesopotamia and around the Mediterranean：and thePhoenicians of the eastern Mediterranean traded metals，cedar wood，cloth，and animals across the sea as early as 3,000 BC．One of the most important land routes was the Silk Road, connecting China in the east with the Roman Empire in the west．Silks，gemstones，perfumes，and other luxury goods were carried along this route from 300 BC onwards，providing a direct link between two of the major civilizations of the world．The European end of this route was controlled first by Constantinople (Istanbul) and then by the cities of northern Italy，particularly Venice，which grew rich on the proceeds of this trade．In the 15th and 16th centuries，the development of sea-going vessels and advances in navigation by the Portuguese and Spanish led to a vast increase in world trade, as European merchants sought out new markets in Africa and Asia and brought back rare spices and other exotic goods．All of the major European nations set up trading posts around the world which grew into colonies and eventually，between the 16th and 19th centuries，developed into land-based empires many times the size of their parent countries．During the 18th and 19th centuries，the Industrial Revolution transformed the British economy into the richest in the world．New factories manufacturing cotton and other goods sprung up throughout the country，requiring raw materials from overseas to keep them supplied．This led to a vast increase in world trade and established Britain as the world’S largest trading nation．The development of railways and steam ships enabled goods to be transported around the world in a fraction of the time achieved by sailing ships．A century later，most of Europe and North America were industrialized，leading to the dominance of the world economy by a few key nations．Until the mid-20th century，trade was mainly in primary products，but today it is dominated by the import and export of secondary and tertiary products between industrialized nations．The pattern of world trade has shifted in the 20th century as developed nations have set up their own manufacturing plants in developing countries，where labor and manufacturing costs are much cheaper．This situation can be both helpful and harmful to the developing country．For example，the new industry can create employment for the people living there，develop the infrastructure，and boost the economy．However，such a set-up can also be seen as explorative because wages are often very low，the majority of profits go to the manufacturer，and the situation often prevents the host country from developing its own manufacturing base，thereby increasing its reliance on expensive imports．Today，tourism is all increasingly important service industry in developing nations whose economies would otherwise be solely dependent on one or two primary products．As these poorer countries become more profitable，they will have more money to invest in their own industries，and so the balance of trade will shift again，as it continues to reflect the fluctuating fortunes and needs of the nations of the world．1.2 Basic Concepts of International Trade1.2.1 International Trade Classification1. Import vs. exportAs everyone knows, there are imports and exports in international trade, classified by the directions of the movement of commodity traded. Buy in commodities from another country is import and sell out commodities to another country is export. Normally, every nation's foreign trade comprises both imports and exports.2. Tangible trade vs. intangible tradeInternational trade could be classified into the two types of tangible trade and intangible trade by nature of the commodity traded.1) Tangible tradeTangible trade, also referred to as visible trade, is the international exchange of tangible goods. There are many varieties of goods being traded internationally. According to SITC (Standard International Trade Classification), the international trade commodities could be classified into 10 categories as follows: food stuffs ( 0 ) ; beverages and tobacco ( 1 ) ; non-food items ( not including fuels ) ( 2 ) ; mineral fuel, lubricating oil and related raw material (3) ; animal and vegetable oils and fats and wax (4) ; chemical industrial products and related products (5) ; finished products classified by raw materials (6) ; machinery and transportation equipment (7) ; other products (8) ; items of unclassified commodities (9).When we import/export the above goods, we have to carry out importing/exporting customs formalities and the goods should be checked by the customs. Therefore, such transactions are observable, i.e. visible. These tangible commodities have to be shipped from the exporting country to the importing country.In the history of international trade, the tangible trade has taken the dominate role for a long time. Nowadays, tangible trade still represents a major share in international trade.2) Intangible tradeIntangible trade is the international exchange of intangible goods, such as service and intellectual property right. Such transactions can not be observed and recorded by the customs, which is the reason why they are also termed invisible trade. Intangible trade is far more complicated than tangible trade and very much different from it.General Agreement on Trade in Services (GATS) defines the trade in services as: (1) services supplied from the territory of one party to the territory of another (for example, TV shows); (2) services supplied in the territory of one party to the consumers of any other ( for example, tourism) ; (3) services provided through the presence of service providing entities of one party inthe territory of any other ( for example, banking) ; (4) services provided by nationals of one party in the territory of any other ( for example, construction projects or consultancies) Agreement on Trade Related Aspects of Intellectual Property Rights (TRIPs) defines the scope of the intellectual property rights as follows: copyright, trademark/service mark, patent, trade secret and know-how, geographical indication, industrial design, layout design of integrated circuit, etc.3. Direct trade vs. indirect tradeDirect trade means that the producing country sells the goods directly to the consuming country. To the producing country, it exports the goods directly and to the consuming country it imports directly. However, the goods may be shipped directly or indirectly from the producing country to the consuming country. If the goods are shipped through a third country, the third country is referred to as a transit country. To the transit country, such a transaction is transit trade and may be imposed a transit duty. In practice, transit trade will exist when inland countries trade with non-adjoining countries, for example, Mongolia trades with the United States.Indirect trade means that the producing country sell the goods to a third country first and then the third country resells them to the consuming country. Respectively, to the producing country and the consuming country, such a transaction is indirect export and indirect import. To the third country, this is entrepot trade. Entrepot trade is usually carried out by a middleman in the third country but the goods are shipped directly from the producing country to the consuming country in normal cases.1.2.2 Important Terms about International Trade1. Favorable balance of trade vs. unfavorable balance of tradeWhen a country exports more than it imports within a certain period (normally a year), it is said to have a favourable balance of trade (trade surplus). On the contrary, when it imports more than it exports, an unfavourable balance of trade (trade deficit) exists. Generally, most nations hope to have favourable balances of trade.Balance of trade is one of the most important compositions of current account of a nation’s balance of payment.2. General trade system vs. special trade systemThere are two systems of recording merchandise exports and imports in common use. They are referred to as general trade system and special trade system.General trade system is a system under which statistic figures are collected based on the country territory. It covers all types of inward and outward movements of goods cross the country border.Special trade system is a system under which statistic figures are collected based on the customs territory. It covers all types of inward and outward movements of goods through the customs territory.The two systems differ because of the difference between the country territory and the customs territory. Normally, the two territories are the same. But sometimes, the former may be larger than the latter. Many countries set up bonded warehouses and free trade zones which are in the country territory but out of the customs territory. Thus the customs territory is not as large as the country territory. In other special cases, the country territory may be smaller than the customs territory. For instance, as to the members of EU, such as France, German, Italy, and etc, they all have the uniform customs territory of EU which is much larger than their individual country territories.At present, more than 90 countries or regions adopt the general system, including Japan, Britain, Canada, USA, Australia, China, etc. About 83countries or regions adopt the special system, including Germany, Italy, France, etc.3. Value of international trade vs. quantum of international tradeValue of international trade refers to the sum of the exports based on FOB prices of all nations within a certain period, and sometimes it may be also called the value of world trade. It shall be distinguished from the term "value of foreign trade" which means the total amount of the import and export of a nation within a certain period.Quantum of international trade is the value of international trade without the influence of the factor of price fluctuations. It is calculated on the basis of the value of international trade within the same period by a statistical method. For example: in 1997, the value of international trade is $ 5,450 billion. Take 1990 as the base period, the price index in 1997 is 200%. Then the quantum of international trade is 5440/200% = $ 2720 billion.In the same way, the quantum of foreign trade is to be calculated on the basis of the value of foreign trade of the certain nation.4. The commodity composition of international tradeThe commodity composition of international trade is the constitution of all kinds of goods in world trade. As for an individual nation, the constitution of all kinds of goods in its foreign trade is termed "the commodity composition of foreign trade''. Here, generally speaking, the traded goods shall be classified according to SITC.5. The geographical composition of international tradeThe geographical composition of international trade indicates that which country is the biggest trader in the world and which is the second and so on. As far as an individual nation is concerned, the term "geographical composition of foreign trade'' shows that which country is its most important trade partner.6. The degree of dependence on foreign tradeThe degree of dependence on foreign trade indicates the role of foreign trade in a nation's economy. It is the ratio of the total value of foreign trade to the GDP.The following two indices are also used commonly ~ the degree of dependence on import (ratio of the total amount of import to the GDP) and the degree of dependence on export ( ratio of the total amount of export to the GDP).For the purpose of promoting economic development, all the three ratios should be at a moderate level, not be too big or too small.。
Unit 2 产品介绍38.This kind of bicycle can be folded in half and handy to carry around ,especially useful during traveling and traffic jams.39.The maximum speed of this kind of variable speed bicycle is 30 K/H .40.These machines have few breakdowns and easy to maintain because of their simple mechanical structure.41xpared with other brands, this kind of tyre cost less per mile and wear much longer due to its topnotch rubber.42.This kind of tyre is characteristic of nonskid stop on wet road.43.This material has a durable and easy-to-clean surface.44.This kind of air-conditioning system is practical and economical for the needs of your company.45.Our products are as superb quality as well as the typical oriental make-up.46.Our silk garments are made of super pure silk material and by traditional skills.47.The garments are magnificent and tasteful and have long enjoyed great fame both at home and aboard.48.As our typewriters are made of light and hard alloy they are both portable and endurable.49.The hand bags we quoted are all made of the best leather and various the kinds and the styles in order to meet the requirements of all walks of life in your country.50.As our products have all the feature you need and 20% cheaper compared with that Japanese made ,I strongly recommended to you.51.Vacuum cleaners of this brand are competitive in the international market and are the best- selling products of their kind.52. “Forever” multiple speed racing bicycles are sure to be sellable in your mar ket.53.Owning to its superior quality and reasonable price our silk has met with warm reception and quick sale in most European countries.54.We feel that our product is the best kind in Asia and we can very well compete against Japan in price.55.Our goods are greatly appreciated in other markets similar to your own.56.By virtue of its super quality ,this product is often sold out in many areas.57.Our products are superior in quality and moderate in price and are sure to be sellable in your market.58.These items are most sellable in our market.59.There have been a steady demand in our market for this kind of toy.60.We have the pleasure in recommending you the goods similar to the sample you send.Unit three 业务范围介绍61.We wish to introduce ourselves to you as a sate-owned corporation dealing exclusively in light iindustrial goods.62.We are introducing ourselves as one of the lading exporters of the same line of business.63.We have the pleasure of introducing ourselves to you as a state corporation specializing in the export of canned goods.64.We introduce ourselves as dealers in bicycles and spare parts. We have been in this line for over two decades.65.Our corporation is specialized in handling the export business of textiles.66.The main products our corporation deals in are electrical appliances.67.Our company is mainly engaged in agricultural products.68.We specialize in the export of table-cloths.69.Our company mainly deals with the export business of silk goods.70.Our specialization is the exportation of Chinese silk garments.71.We are engaged in the import and export of machinery.72.we are now doing a large import business in fruits from Southeast Asia.73.We specialize in handling clocks and watches of all sorts.74.We also take on a variety of silk piece goods.75.Our activities cover a wide range of commodities, such as ties, belts and shirts.76.We are in a very good position to supply most grades of canned fish at competitive prices and for good delivery.77.We are in a position to accept orders against customers samples specifying design, specifications and packaging requirements.78.We are not exporting straw and willow products, embroideries,, porcelain wares, jade carvings, antiques, Chinese paintings, silk flowers and various kinds of toys and gifts.79.Our corporation is a major producer of technically advanced machinery and chemicals for industry and agriculture.80.Electronic products fall within the scope of our business activities81.We also do export business of hand made woven articles.82.We have been engaged in the glass business with many Asian countries for many years.83.Our company is mainly in the line of exporting Chinese art objects to European markets.84.We also do import and export business in chemicals and agricultural products.85.We have been importing and exporting all kinds of metals and minerals for 30 years and have many customers and friends in over 80 countries and regions.86.Our corporation is a group enterprise integrating scientific research, business, production and service.87.As a joint venture, our corporation has won a prominent position in the fields of home electronics, computers and telecommunications in China.88.We are prepared to acc ept orders for goods with customers’ own trade marks or brand names.89.We have been handling leather shoes and gloves for more than 20 yars.90.We have been engaged for two decades in the manufacture of such equipment.Unite four 承诺91.We assure you that such things will not happen again in our future deliveries.92.We’d like to avail ourselves this opportunity to assure you of our brond attention inhandling your future order.93.Our products are always good as the samples we send ,I can promise there will be not debasement of quality.94.I guarantee that there is not difference in quality between the products we send you next month and what’s samples you saw just now.95.I can promise you that the product we send you will be of A-one quality.96.Our products are surely of standard quality.97.I give you my word that the payment will be made not later than the end of June.98.I promise I will check into these problems and find out if they were our fault.99.We can make sure that goods avoid been damaged during the transit.100.We will provide a fresh guarantee for the protection of the equipments repaired.Unite Five 询盘101.Please quote us for the goods listed I enclosed inquiry sheet giving your prices CIF Jakarta.102.Please quote us your lowest price CIF Hamburg for ten MT of walnut meat. 103.Please quote us FOB London for 100 reams of good quality white poster paper. 104.Please quote us your most competitive prices in order to consummate business. 105.Please quote us your lowest price for fertilizers .106.Please quote us your best price and let us know the minimum quantity for each order.107.Please make us a offer on CIF Hongkong bases for hand made leather gloves. 108.Please make us a offer giving your price FOB New York.109.We have already made an enquire for your articles please make a offer before the end of this month.110.I would like to make a enquiry about this type of leather bag.111.We shall be pleased if you finished us with your quotation for this product. 112.Many of customers are interested in your “Seagull” brand household scissors and we wish to have your CNF Shanghai quotations.1一三. We want to know the price CIF Tokyo for your printed shirting.114.We are anxious to get a offer for your products.1一五. We shall be very glad to receive a offer from you on this brand of radios. 116.We shall like to know the offer for the rice of this kind.117.We ‘d like to know the minimum order quality per col or and per design.1一八.What price could you quote us on two dozens sets?119.Would you please quote us a price one your 71 * 81 reversible wool blankets 一五% wool and 85% cotton, bound with rayon satin?120.How much you asking for this brand of ties?121.If we order 10,000 units what would be your offer?122.What’s the price for 1000 Kg of white sugar.123. Can you supply this quality at approximately 50% cents per meter?124.If our order is a substantial one how much will you bring your price down? 125.How much discount could you offer on a order of this size ?126.Please inform us what special offer you can make us ?127.Here is a list of my requirements I ‘ld to have your lowest quotations CIF New York.128.Please inform us of your lowest price CIF London.129.We’d appreciate it very much if you let us know what discount you can grant us if we give you a large order of your products.一三0.Please let us have your best quotation by tomorrow together with the appropriate time of shipment.Unite Six 报盘一三1.This offer is subject to your reply reaching here on or before 29,June.一三2.If we can receive your order within the next 10 days, we will make you a firm order at the prices quoted.一三3.This offer is firm for 5 days.一三4.The price we quoted is on FOB Shanghai bases instead of CIF Hongkong bases and our offer will be valid until August 31.一三5.We make you the offer subject to your apply reaching us not later than noon December 23.一三6.We have the offer ready for you.一三7.I’d to remind you that we have to withdraw our offer is we don’t hear you by next Monday.一三8.This offer will remain effective for another 10 days from June 1.一三9.The quality of our product is good and the prices is reasonable so we are confident that you will accept our offer dated 4th May.140.Sincerly the market is advancing rapidly the price we offered you is the best I belive.141.Here are our latest price sheet. You will see that our prices is most competitive. 142.We believe that the price we offer you can compete well with those of other firms.143.We hope you will accept our offer and give us order soon.144.We feel better offer will give you full satisfaction .I hope to receive a favorable reply from you soon.145.If you think our proposal acceptable please let us have your order at early date. 146.We have the pleasure in offering you our product.147.We are interested in making you a offer on our hand-make carpets which is well received in the overseas market.148.Our price for 200 dozens pairs of plastic shower curtains with matching drapes would be 45 USD shall we hold them for your order?149.We give you price of 1440$ FOB Chicago.一五0.We are pleased to quote you for 一五00 dozen man shirts as for the sample you send before at price 5/piece CIF New York for promote shipment.一五 1.In compliance with your request we are now offering you 2000 dozens magnifiers at 30$ per dozen CIF San Francisco September shipment.一五2.You will note that we are in the position to offer you 50 long tons of ten for sheet at the attractive price of ￡一三5 per long tons CNF Shanghai.一五3.We offer your 一五00 tons of Canada oats at the price of 500 pounds /ton.一五4. We can quote you the price of 75$ / typewriter and 10% discount on shipping . 一五5.Our average whole sell price is 一八0$ / unit.一五6.We offer you firm 2,000 tons of chemical fertilizer at ￡一五0 per long ton CIF Vietnam deliver in April.一五7. We can offer a quality discount of up to 一五% but we are prepare to give 20% discount for a offer to buy the complete stuff.一五8.I have here our price sheet on a FAS vessel basis ,the price are given without engagement.一五9.As prices is steady raising, we’d advise you to place your order without delay. 160.Our product is in great demand and supplies is limited so we would recommend that you accept this offer as soon as possible.Unite Seven 还盘161. We hope you will consider our counter-offer most favorably and tell us your decision at your earliest convenience.162.We wish you will reconsider your price and give a new bid so that there could be a possibility for us to meet half way.163.To accept the price you quote would leave us only a small profit on our sales because the principle demand in our city is for articles in the medium price range. 164.Your competitors are offering considering lower prices and unless you can reduce your quotations we have to buy else where.165.To accept your present quotation would mean a heave loss to us not to speak of profit.166.I wish to point out that your offer are higher than some of your competitors in other countries.167.Your price really leaves not margin for reduction what so ever?168.We can obtain the same quality through another channel at much lower price than that you quoted us.169.There is big difference between your price and those of your competitors .170. We hoped you will quote your rock-bottom price, otherwise we have noalternative but to place our orders else where.171.If you insist on your original offer it will reduce our profit considerably.172.We didn’t expect that the discount you offer would be so low.173.Your price should be base on the actual situation of our customers.174.In our market products of similar types are so many and with such a lower prices that many of our regular customers may switch other companies I am afraid.175.Your offer is not acceptable because we have another supplier offering similar quality products at 5% discount.176. Your quotation is by no means favorable with those of other origins.177.I am sorry to say that your prices are about 9% higher than those offered by other suppliers.178xpared with what is quoted by other supplier, your price is uncompetitive.179.Your price compares unfavorable with your competitors.一八0.Our counter offer is well in line with the international market, fair and reasonable.一八1.Your offer is wider than we can consider.一八2.We very much regret to state that our end user here find your price too high and out of line with the prevailing market level.一八3.We appreciate the good quality of your goods but unfortunately we are not going to accept the offer on your terms.一八4.We find your prices are two high to be acceptable.一八5.We regret to say that your offer is not at least encouraging.一八6.The quotation submitted by you is too high.一八7.We regret that it is impossible for us to entertain the bid.一八8.You are making us to pay too high price that will put us in a tide corner.一八9.It would be impossible for me to push any sales at such high prices.190.Your price is beyond our expectation.191.You should know that the price of same product should be fixed differently in different market, but yours is definitely too high in our market.192.Your quotation of sewing machines is too high to be acceptable.193.We regret to say that your price is on the high side, we do not think there is any possibility of business unless you cut your price by 20%.194.Your price has gone up so rapidly that it would be impossible for us to push any sales at such a price.195.We regret to say there is no possibility of business because of your high price. 196.The price you offer is entirely unworkable.197.If you hang on the original offer business is impossible.198.If you able to make the price easier , we might take a larger quality.199.There is a little likelihood of concluding business at your price.200.We think your offer is not favorable for us to increase the market share on our end.Unit Eight 对还盘的反应201.Your counter offer is much too low ,especially considering the small amount of your order.202.Our prices fixed on a reasonable level.203.Our products are modestly priced.204.This is the best price we can give you.205.The price has been reduced to the limit.206.Our price is already on its lowest level.207.There is little scope for further reducing the price.208.Considering quantities has been sold at this level any further reduction is out of the question.209.We can not make any further discounts.210.This is our rock bottom price, we can’t make any concessions .211.Sorry , we generally don’t quote on a discount basis.212.We can’t make any allowance for this lot.2一三.This is the very best offer we can make for you, we consider this a rock bottom price indeed.214.I am afraid there is no room to negotiate the price.2一五.This is a special offer and it is not subject to our usual discount.216.The possibility of fallen price is rather remote I am afraid.217.The price we offer you is the lowest, we can’t do better.2一八.We are very much regret to say that we can’t cut the price to the extend you required.219.We are in a difficult position to satifacis your request for reducing the price. 220.It is really difficult to comply with your request to shading the price.221.I dare say that the price we offer compare favorably with any quotation you can obtain elsewhere.222.I am afraid you won’t find another company who will give you a cheaper price than ours.223.What we give you is a good price. We don’t think it could be put any better. Take it or leave it, it’s up to you.224.If you compare the quality of our good with that of other country, you will see our price is very reasonable.225.The price we quote you for belts is much lower than that of last year’s. You must found it very competitive.226.Our offer might be a bit high, but you will soon make bigger profits when market fluctuation stopped.227.The present market situation is on the upward ou r trend ,so you don’t have to worry about the profit.228.Our product is very competitive so there is no question of profit.229.Your count-offer seams to be a little tide if so our profit margin will be too small. 230.If you increase your initial order to 30,000 , I suppose we could consider reducing the price to 300,080$ per unit.231. If you double the order, we may consider giving you a 8% discount.232.The best we can do is to allow you 2% off our quotation.233.There is so many rich people in your area ,to them a high price means a goodquality product.234.If you stick to your count offer without any compromise we may not able to make a deal.235.Your bid is obviously out of line with the price ruling and the present market. 236.We regret we can not book your order according to your count-offer.237.Our table cloth is modestly priced and quite sellable in your market.238.We don’t think that this price can be consider high in your market.239.We feel that your counter-offer is not proper because of the price for such a material is on the raise at present.240.We are not at in a position to entertain business at your price since it is far below our cost price.Unit Nine 要求优惠241.All your quotations are on FOB Vancouver basis may I ask if you allow any discount?242.Isn’t it possible to give us a little more discount?243.If you are prepare to give me some allowance I will consider placing a order for 10,000 dozens.244.Should you be prepare to reduce your price we might come to terms.245.If I show you a offer lower then yours ,would you be able to conclude transaction at that price ?246.If the order is a substantial one how much would you come down?247.May we suggest that you make some allowance on your quoted prices ?248.If we place a order for 2,000 dozen up can you give us a special discount?249.If our order is more than 10,000 MT would you give us a additional 6% commission ?250.We hope you will allowance us some discount on our purchase of 6,000 dozens. 251.We’ld like to ask for reduction in price because of the large size of our order. 252.Since the present market is so weak, you have to lower your price if you want usto increase sales.253.We hope to get your best offer for bicycles.254.We invite quotation of the lowest price.255.May we suggest that you perhaps make some allowance on your quoted prices? 256.If you reduce the price by 2% I think we can do twenty metric tons.257.If possible we’d like to ask for reduction of 5,000.50 Per MT.258.If you are will to give me a 5% reduction I will order 5,000 dozens.259.The sugar of French-made has been sold at level 98$ per long ton ,if you can reduce your limit by say 8% we might come to terms.260.We would very much like to place further order with you if you could bring down your price by 一五% ,otherwise we can only switch our requirement to other suppliers.261.No one can do business at such a unreasonably high prices, you have to cut them down by 10% I am afraid.262.We should book a trial order with you provided you will give us 5% commission. 263.Only by cutting the price by more than 10% can more customers be lured to buy your products.264.We would like to ask for 10% off your offer if our offer is more than 2,500 unit per season.265.We hope that you will give us a special discount of 2% if we order more than10,000 sets.266.Please make a discount of 5% off the prices in the catalog.267.We hope that you will make a at least 5% reduction on your quotation or business is not possible.268.We can accept the goods only at a reduction of 20% at the contract price.269.If you can lower your limit by 5% , business is hopeful.270.We will place our order with you if you can lower your price to 1200 pounds per MT.Unit 10 给与优惠271.On order for 100 pieces or more we are allow a special discount for 1.5%.272.A discount of 5% maybe allowed if the quantity for each specification is more than 1000 cents.273.For quantities if 500 units we can offer a discount of 一五% on our price list. 274.We are glad to make a 5% discount for a order of 100 dozen or more.275.We should be please to allow you the requested discount of 5% ,if you will to raise your order to 50,000 pieces.276.We would entitle you to 10% discount during July on any thing you buy..277.You can receive a special 一五% discount on orders place before the end of December.278.If your order is large enough we are ready to reduce our prices by 5%.279. There is a 10% discount if you order in volume.280.If an order is exceptional large, we are prepare to increase the discount.281.If you are willing to buy the whole lot once and for all ,we can grant you a discount of 8% on the price.282.To help you sell our product as an exception we will give you a special discount of 5% .283.We will bring our price down by 5% for a good start for business relationships. 284.In order to close this deal, we shall further reduce our price by 5%.285.For the sake of our long-term friendship ,we are going to accept the price reduction on the radios. How about 6% off?286.In order to help you to develop business in this line, we are prepare to offer you a discount of 5%.287.In order to wind up this transaction with you we are ready to take 3% off this original quotation.288.After careful consideration ,we decide to bring the price down to 420$/ unit. 289.We are prepare to offer our computers to you at the special discount rate of 一五%.290.Our quotation is subject to 5% commission.Unite Eleven 双方让步291. In view of our good cooperation over the past few years, we are prepare to accept your price.292.As a gesture of friendship , we accept the price of 50,000 $ for 10,000 pairs of leather shoes.293.It’s seams there is nothing more I can do but to accept this price.294.How about meeting each other half way and each of us make further concession so that business can be concluded.295.I think that we should come to a compromise with each other in order to get the deal done.296.Business is quite possible if each size makes some concessions.297.If it is really so, we have to agree to your payment terms.298.We’d like to reduce the original offer slightly as a compromise.299.We may consider making some concessions in our price.300.In order to encouraging business we are prepare to make reduction.301.We found we can make a step further provided that quantities will be no less 1,000,000 tons.302.To show our sincerity ,we are prepare to make you a special concession of 6%. 303.After serious consideration we can accept your counter bid.304.Considering your substantial order we can give you this exceptionally treatment. 305.Since it is the case ,we would exceptionally comply with your request by reducing our price to 500$/piece.306.We are please to grant you a 7% discount from the original offer since you agree to increase the order.307.To get business under way ,we are agree to take this as an exceptional case. 308.We are prepare to reducing the price to 7.21$ .309.10% is out the question but we are prepare to offer you 8%.310.As a special accommodation we are agree to your D/P payment terms, but only for once.Unit 12.订货及确认311. We are please to give you a order for 3,000 computers in current stock at the prices you quoted.312.We wish to order from you your products as pro-ov purchase.3一三.We are pleased to place with you a order for 2,000 washing machines to be supply from current stock.314.We wish to order from you according to this purchase order.3一五.Thank you for your quotation dated May 20th. And this is our official order for 10 palace lanterns.316.We are glad to inform you that your samples are satisfactory ,we’d like t o order 4 of the items.317.If the quality is up to our expectations we shall send further orders in the near future.3一八.We find both price and quality of your products satisfactory to our client and we are pleased to give you a order for the items on this sheet.319.We should be glad if you would accept our order for coffee whose number is No 3003.320.We’d like to place a order with you for 1000 cases each of No77 and 100 at 5$ and 6$ /Case FOB Shanghai.321.What is the minimum quantity of an order for your goods.322.I am trusted to place an order for 100 sewing machines at 250$ each.323.This is our official trial order for 500 computers.324.We need iron nails of all sizes.325.If you can fill our order of 5000 ties very soon we ‘d like to pl ace the order with you now .326.We hoped that you can accept the order in the buyer’s design and measurement.327.Since you are so eager to secure a order from us now we can place an order with you.328.We will send you the order very soon ,please hurry on the execution of the order. 329.If we are satisfied with the product ,I think we will place more orders.330.The order is so urgently required that we must ask you to make the earliest possible shipment.331.We can now confirm you the order for 500 bed sheets and pillow cases.332.We are glad to receive your order and confirm the acceptance for it.333.This is the confirmation of your order place last week.334.This is our sales confirmation confirming your order No 26 of April 10th.335.We have booked your order No 267 for optical instruments.336.We have accepted your order of June 10th for 300 typewriters.337.We acknowledged your order of May 5th for 100 unit motorcycle P一八0. 338.We have decided to accept your order in spite of the current shortage of the goods.339.We have now decided to supply you with all the parts as itemized in your order and going to apply to the government agencies concern for export licenses.340.We thank you for your order of 20th May and supply you with 2,000 ties No.235. 341.You maybe assure that we shall do our best to execute the order to your satisfaction.342.We promise to give our best tension to the execution of your order.343.We regret that owning to the shortage of stocks we are unable to fill your order. 344.We feel great regret that we can no longer supply the goods you order as the production has been discontinued since last August.345.It is hard for us supply the amount you need.346.It is impossible for us supply 3,000 sets for the time being.347.At present, we can not undertake to entertain your order owning to the uncertain availability of raw materials.348.We regret that we are unable to meet your requirement for the time being as orders has been full booked.。
