2019年自考外贸函电考试重点自考小册子最新版

在什幺基础上建立业务关系：on the basis of…… 如：We are willing to enter into business relations with your firm on the basis of equality， mutual benefit and exchanging what one has for what one needs.我们愿在平等互利、互 通有无的基础上与你公司建立业务联系。 更多信息请访问：12345678910 下一页
This shop trades in paper and stationery.这商店经营文具纸张。
Hale Waihona Puke We are in the cotton piece goods business. （line）我们经营棉织品。
Cotton Piece Goods are our line.棉布是我公司经营的产品。
自考《外贸函电》第一课至第四课复习重点
课文中用法： As this item falls（be， lie） within the scope（sphere） of our business activities，（lines） 棉布属于我公司经营范围。
替代用法：
The item you inquired for comes within the frame of our business activities.你 们所询的商品正属于我们的业务经营范围。
We handle the import business of textiles.我公司经营纺织品的进口业务。
We deal in Chinese textiles.我们经营中国纺织品。
We are engaged in the exportation of chemicals.我们经营化工产品的出口。

《外贸函电》复习重点（节选）《外贸函电》课程是全国高等教育自学考试国际贸易专业专科段必考课程和英语专业的选修课程，是一门融国际贸易业务与英语为一体的实用英语课。

我国已经加入了世界贸易组织，随国际商业往来的日益频繁，对本课程的学习需求与日俱增。

在国际贸易中，买卖双方通过洽商，就各项交易条件取得一致协议后，交易即告达成，买卖双方当事人即存在合同关系。

国际买卖合同的商订是整个交易过程中最重要的一个环节，虽然可以通过口头的方式进行，但实践中，主要是通过函电的方式进行。

1999年出台的《新合同法》第10条和第11条规定：当事人订立合同，有书面形式、口头形式和其他形式。

书面形式是指合同书、信件以及数据电文（包括电报、传真、电子数据交换和电子邮件）等可以有形地表现所载内容的形式。

“函”是“封套”的意思，即是指信件，而“电”即是包括电报、传真、电子数据交换和电子邮件等在内的数据电文的统称。

所以说，函电不仅是洽商国际买卖合同的手段，而且是签订国际买卖合同的主要形式之一。

虽然从狭义的角度讲，《外贸函电》课程属于英语课的范畴，但却有其明显的不同于一般的英语课程的特殊性。

外贸英语函电作为开展对外经济贸易业务和有关活动的重要工具，其课程的开设目的主要是为了让学生能系统地学习、掌握外贸英语函电，主要是书信体的行文结构、专业词汇及语言文体等特点，提高在日常对外经贸工作中正确地使用英语语言和进行对外各项业务联系和通讯活动的能力，以适应对外经济贸易发展的需要。

为了达成这一目的，教材内容按照国际贸易实务程序，涵盖建立业务关系、询价、报盘、外贸政策、还盘、谢绝还盘、确认订货、谢绝订货、实盘、虚盘、续订、形式发票、转交业务关系、支付方式、修改信用证、催开信用证、装运须知、信用证延期、装船、敦促立即装运、请求修改信用证、保险、装运、短重索赔、了结索赔、次品投诉、换货等实务流程，以书信为主体，每课均包括书信范本、生词与表达式、课文注释和课后练习等，旨在使学员了解对外贸易业务各个环节，同时学习和掌握英语在各个业务环节中的应用。

1.对出口商而言，认购即付是一种非常有利的支付方式。

cash with order表示“认购即付，现款订货”。

2.We don’t think we can put the business through___(in addition)__you revise your terms and conditions.我方认为我们不能达成交易，除非贵方修改条款。

unless引导状语从句，表示“除非•”3.At one’s expense/cost 由某方付费4.For your account5.In view of our great performance last year,business at our two countries wildevelop further.6.In good condition ...处于良好状态7.Please let us kown of the tendency of your market.8.All prices must be quoted in US dollars9.Take priority in 在。

中占优先位置enjoy priority in 在。

方面享有优先权give priority to 给。

以优先权10.On the part of在。

方面11.Adapt from sth根据。

改编或改写12.In accorance with与…一致，依照; 禀承; 秉承; 因;in compliance with 与。

一致13.(1) 表示对某人感到失望，通常用介词 with, in。

如：I’m disappointed in you! How could you have liedlike that? 你让我失望了，你怎么能像那样说谎呢?14.(2) 表示对某一行为(doing sth)感到失望，通常用介词 at,about等。

如：We are all disappointed at [about] his failure. 我们都为他的失败而感到失望。

外贸函电自考知识点总结一、外贸函电相关基础知识1.外贸函电的概念和分类外贸函电是指国际贸易中使用的各种书面通信工具，包括信函、传真、电子邮件等形式。

外贸函电可以分为商务信函、合同、报价单、发票、提单等各种形式，用于进行进出口贸易活动中的交流和沟通。

2.外贸函电的特点外贸函电具有国际性、专业性和格式化的特点。

国际性表现在外贸函电涉及国际贸易活动，需要遵循国际商务惯例和国际法律法规；专业性表现在外贸函电需要具备专业知识和技能，例如外贸术语、国际结算方式、国际贸易操作等；格式化表现在外贸函电有一定的格式和规范，遵循特定的写作规则和标准。

3.外贸函电的作用和意义外贸函电在国际贸易活动中扮演着重要的角色，其作用和意义主要包括：传递信息、建立合作关系、解决问题、促进贸易和维护权益等方面。

通过外贸函电，进出口企业可以与客户、供应商、物流公司等各方进行有效的沟通和协调，从而推动贸易活动顺利进行。

4.外贸函电的发展趋势随着信息技术的发展和应用，外贸函电在形式和方式上发生了很大变化。

传统的书面信函渐渐被电子邮件、在线沟通工具等新型形式取代，外贸函电的发展趋势主要包括电子化、网络化、智能化和标准化等方面。

二、外贸函电的具体类型和写作规范1.商务信函的写作规范商务信函是国际贸易中常用的一种形式，其写作规范包括信头、称呼、正文、落款等内容。

在写作商务信函时，需要注意语言简洁明了、内容准确清晰、格式规范美观等要点。

2.合同的写作规范合同是国际贸易中不可或缺的重要文件，其写作规范主要包括合同的结构、内容、格式、条款等方面。

在写作合同时，需要注意合同的语言准确明了、内容全面详细、格式规范严谨等要点。

3.报价单的写作规范报价单是国际贸易中常用的一种形式，其写作规范包括报价单的格式、内容、条款、价格、有效期等方面。

在写作报价单时，需要注意报价单的语言简洁明了、内容准确清晰、价格合理公正等要点。

4.发票的写作规范发票是国际贸易中必不可少的一种凭证，其写作规范主要包括发票的结构、内容、格式、金额、税率等方面。

自考外贸函电考试重点 Prepared on 22 November 2020一、外贸函电的写作要领：completeness（完整）、concreteness（具体）、clarity（清楚）、conciseness（简洁）、courtesy（礼貌）、consideration（体谅）以及correctness（正确）。

二、信息可以分为四大类：肯定信息（positive message）、中性信息（neutralmessage）、否定信息（negative message，也称负面信息）和说服信息（persuasive message）.三、布局可以分为平铺直叙法（Direct Plan or Approach）和曲折迂回法（Indirect Planor Indirect Approach）。

四、书信的组成部分（必备部分）（可选部分）1.信头（The Heading） 8、事由( The Subject Heading Or Caption)2.日期（Date Line） 9、经办人（Attention line）3.封内地址（The Inside Address） 10、附件（The Enclosure）简写Encl. orEnc.4.称呼（The Salutation） 11、抄送（Carbon Copy）简写.5.信的正文（The Body of the Letter） 12、再启（The Postscript）简写.6.结束语（The Complimentary Close）7.签名（The Signature）五、打信格式1.缩行式：封内地址和其需要分行的地址的后一行，都比前一行缩进两格或三格；信的正文，每一段的开始一行都缩进若干格（一般与称呼末一字母取齐）。

2.平头式：需要分段的地方，及每段的开始一行都与前一行取齐，一律不缩行。

平头式各段之间要用double space以示分段。

3.混合式：封内地址和称呼采用平头式（从左边的空白边缘打起），其他部分采用缩行式，两种格式的混合采用所以称之为混合式。

自考外贸函电试题及答案一、选择题（每题2分，共10分）1. 在外贸函电中，"CIF" 表示什么贸易术语？A. 成本加保险费加运费B. 仅成本C. 成本加运费D. 仅保险费答案：A2. 以下哪个不是国际贸易中常用的支付方式？A. 信用证B. 汇付C. 托收D. 现金交易答案：D3. 外贸函电中，“Proforma Invoice”是指什么？A. 形式发票B. 商业发票C. 装箱单D. 合同答案：A4. 在外贸函电中，"L/C" 通常指的是什么？A. 信用证B. 海运提单C. 空运提单D. 保险单答案：A5. “FOB” 价格条款中，卖方的责任不包括以下哪项？A. 将货物装上船B. 承担货物装船前的所有费用和风险C. 提供出口清关D. 负责运输过程中的货物风险答案：D二、简答题（每题10分，共20分）1. 简述外贸函电中“唛头”的作用及其重要性。

答：唛头（Shipping Mark）是用于外贸货物外包装上的一种标记，通常包括收货人的名称、目的地、批次号、件数等信息。

唛头的作用在于帮助识别货物的归属和目的地，确保货物在运输过程中的正确分发。

其重要性在于防止货物混淆，便于物流管理，尤其是在大宗货物运输中，唛头的正确使用对于避免货物错发、错运至关重要。

2. 描述在外贸函电中，如何进行有效的价格谈判。

答：在外贸函电中进行有效的价格谈判，首先需要了解市场行情和成本结构，明确自身产品的定位和优势。

其次，要准备好充分的信息，包括产品的质量、规格、包装、价格条款等，以便在谈判中有据可依。

接着，要采取灵活的策略，如使用逐步报价、提供折扣或优惠条件等吸引客户。

最后，保持良好的沟通，了解客户的需求和预期，寻求双赢的解决方案。

三、案例分析题（每题15分，共30分）1. 假设你是一家公司的外贸经理，收到一封来自潜在客户的询盘邮件，客户询问了产品A的CIF价格，并希望了解支付方式和交货期。

外贸函电专业术语Unit one1.the letter-head 信头2.the date 日期3.the inside name and address 封内地址4.the salutation 称呼5.the subject heading 事由6.the body of the letter 信的正文7.the complimentaty close 结束语8.the writer’s signature and designation 签名9.the enclosure 附件Unit two1.catalogue 目录2.leaflet 传单pamphlet 小册子brochure 小册子3.sale by sample 凭样品买卖sale by description4. a trial order 试订单5.repeat order 翻单6.duplicate order 订单副本7.regular order 长期订单8.sample book 样品册9.enquiry 询盘10.a quotation sheet 报价单11.client customer 顾客12.trade partner 商业伙伴13.manufacturer 制造商14.middleman 中间人15.dealer 经销商16.wholesaler 批发商17.retailer 零售商18.tradesman merchant 商人Unit three1.status enquiry 资信调查2.credit inquiry 信用调查3.reference 参考4. a bank reference 银行参考5.financial standing 财务状况6.conduct 实施7.capacity 能力8.capital 资本9.enquiry agency 询盘代理机构10.credit report 信用报告11.credit history 信用历史Unit four1.enquiry 询盘2.inquiry 调查3.reply 回复4.quotation 报价单5.chief representative 首席代表Unit five price 净价2.wholesale price 批发价3.discount 折扣4.allowance 津贴5.spot price 现货价6.current price 现行价7.prevailing price 现行价8.indicative price 指示性价格9.Gross for net 以毛重作净重10.more or less clause 溢短装条款11.total value 总价12.favorable reply 令人满意的回复13.valid period 有效期限14.validity 有效性mercial invoice 商业发票16.proforma invoice 形式发票Unit six1.offer 发盘2.firm offer 实盘3.non-firm offer 虚盘4.counter-offer 还盘5.re-counter offer 再还盘6.acceptance 接受承兑7.offeror 发盘人8.offeree 收盘人Unit seven1.first order 首订单2.trial order 试订单3.duplicate order 再订货4.repeat order 再定单5.regular orders 长期订单6.bulk order 大宗订单Unit eight1.business negotiation 商业谈判2.acceptance 接函3.sales contract 销售合同4.purchase contract 购货合同5.sales confirmations 销售确认书6.purchase confirmations 购货确认书7.express contract 明示合同8.implied contract 默认契约9.fixed-price contract 固定价格合同10.long-term contract 长期合同11.standard contract 标准合同12.letter of intent 意向书13.escalation clause 自动条款14.countersign 口令15.original 原件16.copy 复件17.breach of contract 违约合同18.violation of contract 违反合同19.renewal of contract 合同的续订20.interpretation of contract 合同解释权21.cash sale 现货22.purchase 购买23.bulk sale 整批出售24.distribution channels 销售渠道25.wholesale 批发26.retail trade 零售业27.unfair competition 不公平竞争Unit nine1.acceptance 承兑2.remittance 汇款3.telegraphic transfer 电汇4.mail transfer 信汇5.demand transfer6.collection 托收7.documents against payment 付款交单8.documents against acceptance9.factoring 代理10.money of payment 支付货币11.banker’s letter of guarantee 银行保证书12.L/C。

外贸英语函电考试知识点一、建立业务关系1、建立业务关系的方式：通过银行、通过政府机关、通过专业展会、通过互联网等。

2、建立业务关系时要注意以下几点：(1)要注意给对方提供自我介绍时一定要详细、全面，要实事求是，不要夸大其词，否则会失去信任。

(2)由于世界上同名同姓的人很多，自我介绍完后，最好加以注明。

(3)对一些特殊的人或公司介绍时，最好加以说明。

(4)介绍信要写得清晰、明了。

3、自我介绍包括以下内容：公司名称、公司性质、公司规模、职工人数、主要产品及产品性能、主要生产设备等。

二、询盘1、询盘又称询价，指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。

2、询盘的内容可涉及：索取样品、产品目录、报价单等。

3、询盘的方法包括：、传真、函电和互联网等。

4、询盘的特点是：只是询问，不是交易。

5、询盘的分类：根据询盘是否涉及特定的交易条件，把询盘分为具体询盘和概括询盘两种。

6、具体询盘：询问具体的商品交易条件。

它又分为：询问商品的价格；询问购/售商品的数量；询问商品的规格、型号；询问包装方式和运输方式；询问交货期限和支付方式等。

7、概括询盘：不涉及具体的交易条件，只是询问商品的花色、品种、品牌等。

8、询盘的语气要客气、礼貌，不要有自卑感。

9、收到询盘后要尽快答复，以免耽误对方的工作。

如果不能及时回复对方的询盘，应告诉对方原因及何时能够回复。

10、回复对方的询盘时，首先应向对方表示感谢；其次要针对对方的询盘予以明确地回复。

如果无法满足对方的要求时，应向对方说明原因。

如果对方要求寄样品时，应尽快寄出，并告诉对方邮单号码，以便查收。

如果不能寄样品时，应向对方说明原因并询问是否可以提供同类商品的信息或介绍其他客户。

如果对方要求提供某种文件或资料时，应尽快提供，并告诉对方资料的内容和提供的方法和途径。

如果不能提供时，应向对方说明原因并询问是否可以提供其他资料或介绍其他客户。

如果对方要求报价时，应尽快报价，并说明价格中包含哪些费用及支付方式等细节。

EstablishingBusiness Relations句型1信息来源: 我们从………处得知………通过………..我们了解到………1、We learn your company from the Internet that you are one of the leading manufacturers in this line.我们从网上了解到贵公司是这一行业的主要生产商之一。

2、We owe your name and address from the Journal of Commerce.我们从《商业日报》得知贵公司的名称和地址。

3、Having had /obtained the name and address of your company from ABC trading Company ,we know that you deal in textiles.通过ABC贸易公司的介绍，我们得知贵公司的名称和地址，并获悉你方经营纺织品。

•承蒙贵国商会的介绍，我们得知贵公司想要购买丝绸制品。

•We owe your name and address to the Chamber of Commerce in your country who has informed us that you are in the market for silk product.•承蒙贵国商会的介绍，我们得知贵公司想要购买丝绸制品。

•We owe your name and address to the Chamber of Commerce in your country, through whom we learned that you are in the market for silk product.我们从中国企业名录获得的你方地址。

•We have obtained your address in the China Business Directory.•我们从这里的中国商会得知，贵方生产丝制产品。

1.请求建立业务联系（五金）Dear Sirs，Through the courtesy of our commercial counselor's office in London，we come to know the name and address of your firm. We notice that you are interested in doing business with China。

（空两行）Our company specializes in exporting metal and mineral products to various foreign countries。

We wish to enter into business relations with you by the commencement of some practical transactions.TO give you a general idea of the various kinds of our product available now for export，we are enclosing here a catalog and a price list for your reference.Should you find interest in our items，kindly let us know. We shall be pleased to give you our lowes quotations upon receipt of your reference.We look forward to receiving from you specific enquiries 。

Yours faithfully，2、询价（陶瓷碟子）Dear Sirs，Re：China DishesWe are interested in your china dishes and hereby enclose the details of our enquiry for them。

询价和报盘： 1.description of an article/name of commodity 意思是商品名称。

在商业书信中，我们常常可以看到许多表⽰商品或货物的词汇，如：commodity， goods， article，merchandise， cargo， material， item， product， supply， order 等。

下⾯简单介绍⼀下这些词汇的⽤法： commodity是⽐较正式的⽤语，通常指较⼤范围的商品，尤其指⼀个国家的主要商品。

Commodity是可数名词。

goods不是指⼀件商品，⽽是统指货物。

Goods永远是复数形式，不能与数词连⽤。

Merchandise 也是泛指商品，不特指某⼀商品，但没有复数形式，前⾯也不可加不定冠词。

article 作商品解时，常常指⼀种商品，⽽不是指⼀类商品，同⼀种商品⽽有不同规格，商品编货号，常⽤此词，如在课⽂中。

Cargo = goods carried in a ship.即船上所载的货物。

如：The steamer sailed with full cargo.该轮满载起航。

注意这⾥不能⽤goods 代替cargo.说与装运有关的货物时也可以⽤cargo，但不如goods普通。

如：We expect to ship the goods （可⽤cargo） in a few days. 如果不是在船上的货物，⼜跟装运没有关系的货物，不能⽤cargo，如：As soon as the goods （不能⽤cargo） are available， we will call you. material ⼀般指作原料⽤的商品。

item 名词item本义是“项⽬”，但在商业函件中常⽤来代表前⾯提到的货物，如：We note your are interested in walnut meat but regret to advise that this item is not available at present. 尤其在介绍⽬录中的商品项⽬时常⽤此词，如：You can buy these items through the catalogue. 你能从⽬录中买到这些项⽬。

2019年10月高等教育自学考试《外贸函电》试题课程代码：00094一、单项选择题1.Please keep us _________ of the development in your market so that we can adjust our quotation.A. informB. informingC. informedD. information2.We will allow you a 10% ________ if you purchase 1000 dozens or more.A. discountB. priceC. unitD. quantity3.The relevant L/C should be issued by a bank ________ to the seller.A. availableB. payableC. workableD. acceptable4.We arc operating in a highly competitive market ________ we are forced to cut our profit margin.A. with whichB. in whichC. from whichD. which5.Our offer will remain _______ till the end of this week.A. firmB. constantC. usefulD. variable6.______ ou can make delivery one month earlier no business is possible.A. IfB. ProvidedC. UnlessD. In case7.We confirm _______ all required documents in this letter of credit to the opening bank.A. sendB. to sendC. have sentD. having sent8.If your products _______ the taste of our local customers, we can place regular orders.A. makeB. meetC. appreciateD. bring9.D/A is the abbreviation of "Documents against _________ "A. AgreementB. AmountC. ApplicationD. Acceptance10.We will draw a draft _______ the importer at sight according to the terms in the L/C.A. toB. atC. onD. with11.Please ship by that steamer, which is ________ to sail from your city to our port next week.A. forwardB. dueC. againstD. regard12. A _______ of 5% means that claims are payable only for the part of the loss above 5%.A. franchiseB. riseC. commissionD. interest13.We refer you to our bank, the Bank of China, for our financial _________A. standingB. understandingC. upstandingD. outstanding14.Our _____ catalogue will give you details of the design and specifications.A. illustrateB. illustratingC. illustratedD. to illustrate15.We cannot accept your offer because your price is entirely _________ the market level.A. in lineB. in line withC. out of lineD. out of line with16.The parties agree that extra premium is fbr the buyer's ________A. paymentB. accountC. billD.check17.____ is the time stipulated by the ship-owner in which to load and/or discharge thecargo.A. Dispatch timeB. Demurrage timeC. Lay timeD. part time18.We are pleased to accept your Order No. TE121 ________ 300 sets of "Forever" brand bicycles.A. coveringB. shippingC. relatingD. owning19.We regret that we find no _______ for compensation for (he loss you claimed for.A. landB. groundC. districtD. position20.It is regrettable to see that your shipment is not _________ the Export Standard.A. together withB. along withC. according toD. up to二、填空题21.Wc file a claim ______ the coffee sets of last shipment ________ breakage.22.The following prices are quoted ________ F OB basis.23. A number of dealers ________ y our area sell the sports shoe _______ discount.24.Our quotation _______ 1000 tons of com is valid _______ three days.25.Your enquiry of March 9th addressed to our head office has been passed _________ us ______ attention and reply.26.We will send you _______ separate mail a complete set of our samples.27.If any of the items are _______ i nterest ________ you, please don't hesitate to place your rder.28.The responsibility should rest _______ either of the parties concerned.29.We expect to close business ________ prices higher (han that of Japanese make.30.An L/C ______ our favor will be opened _________ o ur conGrmation of our order.31.Wc assure you ______ our full attention _________ e xecuting your order.32.The goods are packed _______ w ooden cases and will be loaded ________ board S.S. "Tanghe".33.Please send your repeat order your earliest convenience.34.Your desire to establish direct business relations with us coincide __________ o urs.35.We are sending you a check of £ 1,500 __________ f ull payment of our account.36.Our manufacturers arc making great efforts to keep up _________ the demand.37.Free ______ Particular Average is the full name of FPA.三、英文翻译38.There is a big demand for Chinese microwave ovens here. We shall appreciate yourquoting us competitive prices for models available now.39.If the parties have agreed on payment by documentary collection, then unless otherwise agreed, documents will be tended against payment.40.Insurance is covered as per the ocean marine cargo clauses of People's InsuranceCompany of China.41.Please contact our shipping department on all shipping matters including the selection ofvessel for ocean shipment and flight for air shipment.42.Your refusal to amend the L/C is equivalent to cancellation of the order.43.Our contract stipulates that the equipment will be paid in installments by T/T.44.Since there is no possibility of extension we wish to call your attention to the validity ofthe L/C.45.It's troublesome to apply for the import license. Please hold shipment pending our instructions.46.The underwriters are responsible for the claim as far as it is within the scope of cover.47.Our rock-bottom price is US $ 300 per metric ton, which is close to our cost of production.四、汉英翻译48.随函附上含清洁己装船提单、商业发票利装箱单的装运单据副本。

一、课文背诵Dear SirsThrough the courtesy of your embassy in China, we learnt that your firm is interested in establishing business relations with a Chinese firm to sell various light industrial products of your country to China.We have been engaged in import business for many years and are well connected with all the major dealers here. We, therefore, feel sure that we can sell large quantities o your goods if your offers are favorable.W e would like you to send us a catalogue and pricelist, and possibly some samples of the goods that you are principally interested in selling, so that we can study the sales possibility in our market.As to our standing, please refer to Bank of China, Beijing.We look forward to hearing from you.Yours faithfullyDaniel ThomasMr. Daniel ThomasPurchasing ManagerDear SirsHaving had your name and address from the Commercial Counsellor’s Office of our Embassy in Pakistan, we avail ourselves of this opportunity to write to you and see if we can establish business relations with you.We are a state-owned corporation specializing in the export of table-cloth, and are in a position to accept orders against customers’ samples specifying design, specifications and packaging requirements. We are also prepared to accept orders for goods with customers’ own trade marks or brand names.In order to give you a rough idea of our various table-cloth, we are airmailing you under separate cover a copy of our latest catalogue for your reference. If you find any of the items interesting, please let us know as soon as possible. We shall be glad to send you quotations and samples upon receipt of your concrete enquiries.We look forward to your early reply.Yours faithfullyDear SirsWe have been informed by the Bank of Canada, Vancouver, that you are one of the leading exporters of textiles in Shanghai and that you wish to extend export business to our market.You will be pleased to note that we are importers of bed-sheets and other home textile products, having over 20 years’ experience in this par ticular line of business.At present, we are keenly interested in bed-sheets and shall be glad if you will kindly send us your latest price list for bed-sheets in various colors specifying sizes and designs. If possible, please also send us a sample-cutting book for our reference.In the meantime, we think it necessary to stress the importance of the material of the bed-sheets used. Here in Vancouver only all-cotton bed-sheets are salable and anysynthetic fibre or blended fibre is not in demand. If you are in a position to meet our demand we think your products will enjoy popular sales in our market.For your information, we would like to state that we usually pay for our imports by sight L/C which, we feel sure, will be acceptable to you.We look forward to receiving your early reply.Yours faithfullyPurchasing ManagerDear Mr. SpencerRe: Forever Brand BicyclesWe thank you for your letter of 20 January quoting us for the captioned Bicycles. While appreciating the quality of your bicycles, we find your prices are too high to be acceptable. May we refer you to S/C No. 89 SP—7542 against which we booked with you 1,000 bicycles of the same brand at the prices about 10% lower than those you now quote us. Ever since then, the prices of raw materials have dropped considerably and the retail prices of your bicycles here have also fallen by 5%. To accept your present quotation would mean a heavy loss to us, not to speak of profit.We would, however, very much like to place further orders with you if you could bring down your prices at least by 15%. Otherwise, we can only switch our requirements to other suppliers.It is hoped that you would seriously take this matter into consideration and let us have your reply soon.Yours sincerelyDear Mr. JohnsThank you for your order (No. KK 9736) which you faxed to us yesterday. We have all the items in stock and are now making up the order. This parcel can be delivered by the end of April.Enclosed are two copies of our Sales Confirmation No. DTE97064 made out against your order mentioned above. Please sign and return one copy for our file, and establish the covering L/C promptly so that we may effect the shipment within the time you requested. Our bank information is as follows:Bank of China, Dalian Branch101 Youyi StreetDalian, LiaoningChina汉译英1.承蒙在中国北京的日本大使馆商务参赞处的介绍，我们得知贵公司在日本是进口中国厨具的主要进口商之一，并希望与我方建立长期的业务关系。

外贸函电复习资料英译汉and汉译英5*3’Useful ExpressionsUnit 21.We learn from your letter of April 1 that you are interested in establishing business relations with us for the purchase of our tools.我们从你方4月1日的来信中获悉，你方有意向与我公司建立业务关系并购买我公司的工具。

2. Having had your name and address from the Commercial Counsellor ’s Office of our Embassy in the U.K., we avail ourselves of this opportunity to write to you and see if we can establish business relation with you.从我国驻英国大使馆商务处获知贵方行号和地址，我方借此机会写信给你们，以寻求是否有和你们建立业务关系的可能。

3. Through the courtesy of Mr.Freemen, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relation with us.承蒙Freemen先生的好意，我方得知贵公司是贵地的主要电器产品进口商之一，并希望与我公司建立业务关系。

4.We have come to know the name of your corporation and have the pleasure of writing this letter to you in the hope of establishing business relation with you.我方已得知贵公司的行号，很荣幸可以写这封信给贵公司，希望能与你方建立业务关系。

2019年自考《外贸函电》试题及答案Multiple choice1. Our latest design has won worldwide ________.A. popularB. popularityC. popularlyD. popularize2. Art. No.8905 enjoys the fame of wide ________.A. sellingB. salableC. salesD. sell3. We are unable to satisfy your requirements, for the goods are _______ great demand.A. inB. onC. ofD. having4. Payment by D/P should be _______ to you.A. agreeB. agreedC. agreementD. agreeable5. As we are _______ urgent need of Art. No.5609, please ship our order without delay.A. onB. ofC. inD. to6. We _______ you of our prompt shipment after receipt of your order.A. assureB. assuranceC. insureD. insurance7. We have to claim for your delay in _______ of our order.A. shippingB. shipmentC. shipD. deliver8. Our company has wide experience ________ the textiles line.A. onB. inC. aboutD. of9. You have delayed in dispatching us the shipping _______ after shipment.A. adviceB. instructionC. informationD. data10. Please effect payment when the draft _______ .A. expiresB. dueC. falls dueD. falls expiration1. Your request for payment ______ Letter of Credit is unacceptable.A. withB. byC. usingD. of2. As instructed, we will draw _______you a sight draft for collection through the Bank of China.A. forB. againstC. onD. from3. The bank who opens the L/C is called ______ .A. issuing bankB. notifying bankC. establishing bankD. paying bank4. Please send us the amendment ______ L/C immediately or we shall not be able to ship your order on time.A. ofB. toC. as toD. with5. As the goods are _____ great demand we regret being unable to cover your requirements.A. inB. onC. ofD. having6. Our company has 30 years’experience _____ the machinery line.A. onB. inC. aboutD. of7. We regret to report that a consignment of silk piece goods ____ Order No. 567 has not been delivered.A. withB. forC. onD. under8. _____ your Enquiry No. 123, we are sending you a catalog and a sample book for your reference.A. AccordingB. As perC. AsD. About9. We are sending you the samples ________ requested.A. beB. areC. asD. for10. We would like to take this ____ to establish business relations with you.A. openingB. opportunityC. stepD. advantage1. Documentary Collection is to be made with the documents to be _______ to the draft.A. enclosedB. attachedC. togetherD. along with2. We will instruct our bank to issue an L/C _____ favor of your company.A. onB. forC. withD. in3. We have instructed the bank to _____ the amendment you ask for.A. performB. fulfillC. effectD. do4. The notice given by the shipper after the shipment of the goods is called ______ .A. shipping noticeB. shipping instructionC. shipping adviceD. shipping documents5. Your terms of payment are ______ to us.A. agreeB. agreedC. agreementD. agreeable6. The shipment time is June or July at our ____ and the goods will beshipped in one _____.A. choice, shipmentB. option, lotC. decision, cargoD. option, consignment7. We thank you for your letter of May 17 and the _____ catalogue.A. sentB. enclosedC. givenD. presented8. While ______ an enquiry, you ought to enquire into quality, specification and price etc.A. givingB. offeringC. sendingD. making9. We would _____ very much if you send us some samples immediately.A. thank youB. appreciate itC. appreciateD. appreciate you10. We are anxious to _____ the market for our Antimony Trioxide, which at present enjoys a limited sale in Europe.A. increaseB. enlargeC. expandD. extend Answers:1-5 bcadc; 6-10 aabaa1-5 bcaba; 6-10 bdbcb1-5 bdccd; 6-10 bbdbcMatchA. “INCOTERMS”( ) 1. 货交承运人B. FOB ( ) 2. 信用证C. FCA ( ) 3. 欧洲主要口岸E. D/P ( ) 5. 装运港船上交货F. L/C ( ) 6. 协会货物条款G. EMP ( ) 7. 国际贸易术语解释通则H. FPA ( ) 8. 平安险I. B/L ( ) 9. 付款交单J. ICC ( ) 10. 电汇A. “INCOTERMS”( ) 1. 货交承运人B. FOB ( ) 2. 信用证C. FCA ( ) 3. 欧洲主要口岸D. T/T ( ) 4. 海运提单E. D/P ( ) 5. 装运港船上交货F. L/C ( ) 6. 协会货物条款G. EMP ( ) 7. 国际贸易术语解释通则H. FPA ( ) 8. 平安险I. B/L ( ) 9. 付款交单J. ICC ( ) 10. 电汇A. “INCOTERMS”( ) 1. 运费、保险费付至B. CFR ( ) 2. 承兑交单C. CIP ( ) 3. 银行保证书D. D/D ( ) 4. 预计到港时间E. D/A ( ) 5. 国际贸易术语解释通则G. ETA ( ) 7. 中国人民保险海洋运输货物保险条款H. WPA ( ) 8. 票汇I. B/L ( ) 9. 水渍险J. CIC ( ) 10. 成本加运费Answers:7,5,1,10,9,2,3,8,4,67,5,1,10,9,2,3,8,4,65，10，1，8，2，3，4，9，6，7Business terms translation1. Chamber of commerce ______________2. Quotation ________________3. Counter-offer _____________4. Customs invoice _____________5. Open account terms ____________6. Certificate of origin _____________7. Import quotas system _____________ 8. Bill of exchange ______________9. Promissory note _______________ 10. Confirmed L/C ______________1. Quantity Discount ________________2. Proforma Invoice ________________3. Non-Tariff Barriers _______________4. Sales Contract _______________5. Documentary Bill ________________6. Sight Draft ________________7. Irrevocable L/C _________________ 8. On Board B/L ________________9. More or Less Clause ________________ 10. Insurance Policy _______________1. Cash Discount ______________2. Commercial Invoice _________________3. Import Licence System ____________4. Sales Confirmation ________________5. Commercial Draft ______________6. Time Draft ________________7. Collection ______________ 8. Clean B/L _______________9. Warehouse to Warehouse Clause ______ 10. Insurance Certificate ____________Answers:1．商会2。

全国2019年4月高等教育自学考试外贸函电试题课程代码：00094一、单项选择题（本大题共20小题，每小题1分，共20分）在每小题列出的四个备选项中只有一个是符合题目要求的，请将其代码填写在题后的括号内。

错选、多选或未选均无分。

1.We regret we cannot _____ you in this respect. （）A. accommodateB. accumulateC. populateD. appreciate2. ______ Contract No.123, we are agreeable to D/P payment terms.（）A. With regard forB. With regards forC. With regard toD. With regards to3. We ________ your shipping advice by cable.（）A. waitB. wait toC. awaitD. await for4. Risks other than All Risks and War Risk can be ________ if the extra premium should be borne by the buyer.（）A. coveredB. recoveredC. uncoveredD. discovered5. We have pleasure in informing you that we have completed the above shipment _____ the stipulations set forth in the L/C.（）A. in and withB. in accordance withC. in connection withD. in terms with6. We will do our best to _______ shipment to meet your requirements in time.（）A. expectB. expediteC. exerciseD. examine7. Because there is no direct steamer from here to your Port, we suggest that you ______trans-shipment at Hong Kong.（）A. may acceptB. can acceptC. must acceptD. accept8. We are looking forward _____ receiving your enquiries soon.（）A. forB. ofC. byD. to19. We are establishing the relative L/C with the Bank of China, Shanghai and shall let you know by cable _______ it is opened.（）A. untilB. beforeC. unlessD. as soon as10. We very much regret to state that our end-users here find your price too high and ______line ________ the prevailing market level.（）A. in, forB. out of, withC. at, throughD. for, by11.We note from your letter of November 11 that the price offered by us ________ the subject article is found to be high.（）A. onB. atC. toD. for12. We wonder whether you could use Type A ______ Type B.（）A. because ofB. in spite ofC. instead ofD. replace of13. We wish to _____ your attention to the fact that the date of delivery is approaching.（）A. payB. drawC. pushD. put14.Please see ______ the L/C stipulations are in exact accordance with the terms of the Contract.( )A. to itB. to thatC. to it thatD. to it which15.As your prompt attention to shipment is most desirable to all parties ____ , we hope you will let us have your telegraphic shipping advice without further delay.（）A. concernB. concerningC. to concernD. concerned16. After inspection of the above shipment we found 6 cases ______.（）A. lossB. losingC. missedD. missing17. ____ we would like to close the business with you, we find your bid unacceptable.（）A. As muchB. Much asC. Like muchD. Much like18. It is our foreign _____ policy to trade with foreign countries on the basis of equality and mutual benefit.（）A. businessB. marketC. tradeD. deal19.Our corporation handles exclusively the import and export business of light industrial________.（）2A. productsB. goodsC. produceD. cargo20. We are in possession of your letter of the 11th July ,______ which we note that you have established the L/C in our favour.（）A. ofB. throughC. byD. from二、填空题（本大题共25空，每空1分，共25分）请在每小题的空格中填上正确答案。

一到九章及一些附加内容第一章Basic Knowledge of Business Letter Writing1.1 Structure 构成：a.Letterhead(信头)——发件人的信息（名称、电话、地址）b. Reference and date（发文编号和日期）c. Inside Name and Address(封内名称和地址)——收件人的信息d. attention line (注意事项)e. The Salutation(称呼)f. the Subject Line(事由标题)g. The Body of the Letter(信的正文)h. Complimentary Close(结尾敬语)i. The Signature(签名)j. enclosure (附件)k. carbon copy notation(抄送)l. postscript(附言)Courtesy 礼貌Conciseness 简洁Clearness 清晰第二章Establish Business Relations 建立贸易关系2.1 Structure第一部分说明信息来源Commercial Counselor office商务参赞处；Embassy 大使馆；Chamber of commerce 商会；第二部分说明写信目的+自我介绍leading importer 主要进口商/ one of the largest importers 最大的进口商之一deal with/ specialize in 专营competitive price 竞争价格/ enjoy great popularity 享有盛誉for your reference 供你方参考; fall(be) within the scope of 属于…的经营范围enter into business relations 建立贸易关系in the market for想要购买/in the hope of doing sth. 希望acquaint sb. with sth. 让某人了解某事/ Credit standing 商业信用第三部分要求寄送有关资料+表达合作愿望2.2 Sentences①We learned/ heard/obtained your company from the Internet that you are one of the leading manufactures in this line.我们从互联网上得知贵公司,你们是这方面领先的制造商之一。