Reference Key:Chapter OneII.1 domestic and international trade 6个体业主经营2 centralized management 7有限/无限责任3 joint stock company 8 合资企业4 public limited company (plc) 9 （美）有限公司5 human resources manager 10 财务主任Chapter TwoII.1 paper-based means of communication2 电子邮件3 business letters4 客套结语5 blind carbon copy6 烦交行7 letterhead/heading 8 手书签名9 enclosure 10 内部通知/备忘录Chapter ThreeII.1 catalog2 最新价目表3 gross price4 离岸价5 (advertising) brochure6 估价书7 discount and commission 8 行业折扣9 on approval 10 询价III.1.I am one of the leading chain stores based in London and specialized in Chinese arts andcrafts.2.As a leading/major importer of refrigerators in Liaoning Province, China, I am particularlyinterested in your General Brand refrigerators and establishing business relations with you. 3.We were impressed by the wide s election of your electronic products that were displayed atyour stand on the Dalian Trade Fair. Would you please send your latest catalog and price lists, quoting the best/lowest FOB Dalian.4.We would appreciate it if you could enclose some samples of your materials whenreplying/with your reply letter.5.The Shenzhou University invites tenders from building contractors for the conversion of anold dormitory building into a student activities center. Tenders should be in by 25th April and will be studied on price and design offered/tendered.IV.1.Reply to Enquiry of May 82.for your letter of May 83.enclosing the catalog and price list of our new products4.We look forward to your initial/first order5.Yours faithfully,Chapter FourII.1 firm and non-firm offer2 接盘3 counter-offer4 销售认可书5 quick sales/fast turnover and/with6 月/季度帐单mall/low profit margins7 payment against documents 8 畅销9 supply from stock 10 脱销III.1.Thank you for your enquiry of 5 June in which you asked for our catalogue and the latest price-list quoting c.i.f. Shanghai.2.Thank you for your enquiry of 9 October about our products, and we are enclosing our currentprice-list. All the prices are quoted FOB.3.I am pleased to tell you that the products you are going to order can be supplied from stock and will have no trouble/problem in meeting your delivery dates.4.We have a wide selection of sweaters that will appeal to all ages of both sexes and will surely find a ready market.5.We regret to tell you that the brands you enquire about are out of stock and we cannot expect another delivery until three months later.6.We can assure you that this new type of electronic watches are not only good in quality, competitive in price, delicate in design and small in size, they are also supported by our three-year guarantee. We feel confident that they will enjoy an easy market in your place.7.As the market is fluctuating, the price quoted is firm 3 weeks only, after which it will be subject to an increase of 5%.8.All prices quoted are subject to a 25% trade discount, with additional quantity discount of 5%. IV.Letter One:1. Your counter offer2. is acceptable3. We are enclosing4. very much looking forward5. having the opportChaptery to work togetherLetter Two:1. have carefully reviewed your estimate2. sign this contract immediately3. the head office in Shanghai4. within the next 30 days5. feel free to contact this officeChapter FiveII.1 place an order for … with2 试定货3 order in assorted sized, colors and designs4 订货单册5 credit facilities6 不可撤销的信用证7 draw a draft for $2000 8 按期交货9 ten days after receipt of the order 10 按订单备货11 pack in five wooden cases 12 编号1-6III.1.If this order is completed to our satisfaction, it will be the first of many (orders) we will beplacing with you.2.Please find enclosed our order, No. BD405, for blouses in assorted sizes, colours and designs.If you don’t have the listed items in stock, please do not send substitutes in thei r place.3.The 20% trade discount you offered is below/lower than the average level given by Europeansuppliers, and we would like it reviewed in the near future.4.Your No. 3 order has been completed and loaded on board SS Orient, which sails this weekand should reach you in a week.5.Your order of 30 tea sets of crockery should be packed in five crates, five sets per crate, witheach piece individually wrapped in cotton. The packages/crates should be lined inside and marked outside with the names, the words ‘F ragile’, ‘C rockery’ and , ‘This side up’, and numbered 1~5.6.As we are completely out of stock of the raw material you required and it will be at least onemonth before we get our next delivery, we regret to tell you that we cannot accept your order.7.As we have full order books and our factory is closing for the one-week National Dayholidays, I am sorry to say that we must turn down your order.8.The discount you asked for is far more than we offer to any of our customers and we workon/rely on quick sales and small profits/a fast turnover and small profit margins, we cannot but decline/turn down your order.9.The 10 cases/crates loaded on SS Tianjin each measure 10 x 6 x 4 ft and weigh 100 lb. Theyare marked with “HANDLE WITH CARE” and a smiling face sign☺.10.The carpets and material should be wrapped in thick grease-proof paper which isreinforced at both ends to avoid wear by friction.Chapter SixII.1 business negotiation2 签订销售合同3 modify an L/C4 租用船位5 customs formalities6 银行议付7 import/export license 8 商业发票9 proforma invoice 10 装货单Chapter SevenII.1 central bank2 招商银行3 Hongkong and Shanghai Bank4 信托银行5 issuing bank6 业务往来行7 issuing credit cards 8 自动取款卡9 current account 10 支票账户11 interest rate 12 有价证券13 cross check 14 汇票III.1.A bank draft for ￡25,000 has been drawn on your bank on your account in favor of my company in payment of your invoice No. A10 of 6 March.2.We have pleasure in advising you that I have instructed my bank to credit ￡1,000 to your account with Bank of China, London in settlement of my invoice of No. 2 order.3.I am writing to ask if you could open a current account for me under the trade name of Daxing Co. Ltd, and I'll very much appreciate it if this can be done within this week.4.I'm writing for a loan of ￡10.000 to buy additional equipment to expand production, offering ￡5,000 in IBM ordinary shares and ￡5,000 in state treasure bonds as security.5.I sincerely apologize for my oversight in not realizing that I had a debt balance in my current account. In order to avoid a repetition and any overdraft, would you please have ￡10,000 transferred from my deposit account into my current account.6.Would you please arrange from next month for￡2000 to be transferred every month from my No.2 account to Mr. Green Smith's account with Bank of China, Dalian in payment of the rent for my company.7.Would you please find enclosed a draft for ￡3,000 drawn on you by Jingdezhen Pottery Export Company accompanied by the relevant shipping documents which will be released on acceptance. 8.Regret to find that the draft for ￡2,000 drawn on you in favor of us was returned to us from our bank marked 'Refer to Drawer'.IV.Chapter EightII.1 cash in advance2 记账结算3 negotiate an L/C4 开立信用证5 advising bank6 保兑信用证7 TT - Telegraphic Transfer 8 结清账款9 dishonor a draft 10 货款III.1.What do you think of the terms of payment?2.We hope you will accept D/P payment terms.3.What is your regular practice concerning terms of payment?4.We usually accept payment by irrevocable L/C, payment against documents.5.For large orders, we insist on payment by L/C.6.Your L/C must reach us 30 days before delivery.7.Thank you for your agreeing to open for us an irrevocable letter of credit for ￡20,000 in favor of London Electronic Company.8.Would you please draw on us at 60 days against the L/C we established which will be available/valid until July 2nd, and enclose with the draft the following documents.VI.500 boulevard Jobert 69000 LyonThe Accountant 8 July 2001Guy Lussac80 rue Gaspart-Andre69000 Lyon (Rhone)Dear SirL/C No. 340895/AGLWe are (1) ____acting______ on behalf of the Eastern Bank, London, and would like to (2)____inform______ you that the above documentary credit for 45,000 FF has been (3)____opened______ in your favour by your customers Mercury Data Ltd. The credit is (4)____valid______until 12 August and all bank (5) ___charges_______have been paid.Please bring the following (6) ___documents_______ to the above address:Air WaybillInvoice for full value of the sale c.i.f. LondonInsurance CertificateCertificate of OriginWould you also (7) ____draw______ a sight draft for the full amount of the invoice on us so that we can (8) ___settle_______ this account.Thank you in advance.Fours faithfullyPaul DiderotPaul DiderotDocumentary Credits ManagerV.BANK OF ENGLAND Southampton May 20, 1999NATIONAL TRUST AND SAVINGS ASSOCIATIO N(PLACE) (DA TE) Dear Sirs:Airmail an irrevocable Letter of Credit on the following termsWe request you to establish byand conditions:in favor of P. Marco Ltd., 62 Angela Bassini Street, Rome, 00189 ItalyNAME AND ADDRESSfor account of Joseph Smith & Sons, 52 Street, Southampton E8 4LGNAME AND ADDRESSup to the aggregate amount of US $50 000 available by drafts at sightcovering 100% invoice value of merchandise to be described in invoice as:Software AutoCAD in accordance with Purchase Order No. 66889 Documents required: ( Please indicate by placing “√” in applicable boxes)√Invoice in duplicateSpecial U.S. Customs Invoice√Marine and War Insurance Policy or Certificate in duplicateFull set of clean On Board Ocean √Railroad TruckBills of LadingNotifying Joseph Smith & Sons, 52 Street, Southampton E8 4LGShipment from Rome, Italy to Southampton, EnglandShipment latest June 20, 1999Partial Shipments Not allowedTransshipment Not allowedDrafts to be drawn and negotiated on or before July 15, 1999NAME OF APPLICANTJohn SmithJohn SmithTreasurerJoseph Smith & SonsChapter NineII.1 credit note2 应收账款3 under-charge4 未清账款5 extend credit6 收回债款7 make a third request for payment 8 深切理解困境9 non-recourse factoring 10 财务状况III.1. Thank you for pointing out the error in my July statement totaling $5,000, which was due to the fault in the computer programming. Now the mistake in the account has been corrected. I apologize once again for the oversight on our part.2 We sympathize with the problem you have been facing in clearing your balance of account, and would appreciate it very much if you could settle your account the soonest possible.3 As we have already allowed you as high a trade discount as 30%, and we deal on quick sales and small profit margins, we regret to say that we cannot agree to extend the credit for/to another month.4 As one of our principal customers has gone bankrupt / Because of the bankruptcy of one of our principal customers, who is unable to clear their account/balance with us, regrettably, we are not in a position to clear ours on due dates as specified in the contract.5 Your June account is still outstanding which should have been cleared a month ago, but we haven’t received either your draft or your explanation. Unless you settle your account before the end of this month, my solicitors will be instructed to start proceedings to recover the debt.6 Enclosed you will find the outstanding May account/statement which should have been cleared a month ago. Would you please instruct your bank to debit your account with HK$50000 and transfer it to my account with Hongkong and Shanghai Bank, Shanghai before the end of this month. After that my solicitor will have to take up the matter.IV.1. helping us2. had not been credited3. our apology for this error4. we sent to you Chapter TenKey:II.1 make a complaint about2 无理投诉3 file a claim with … on/for4 救正事情差错5 wrongly delivered consignment6 发现破碎开裂7 make an immediate inspection/examination 8 做出解释9 contact … for compensation 10 由…负责赔偿III.1.I’m writing to complain about the wrong delivery of my No. 3 order. Pl ease have an immediate inspection and inform us how you are going to handle the matter.2.Two packages were found lost in the consignment carried by the SS Tianjin and garments to the value of $20,000 were found stolen. You will find a list of the damaged and missing articles attached.3.The best solution is for you to return the wrong articles to me, freight / carriage forward, while I’ll send to you the replacements immediately, freight paid. Once again let me say how much I regret the inconvenience this has caused.4.We have inspected the articles you returned and made a laboratory analysis and comparison to find the difference remains within the permissible limits. In this case we think there is no reason for you to return the consignment.5.Unless you offer reasonable explanations and take the necessary remedial measures, the order will be canceled. If any serious loss results because of this, we will be taking legal action.IV.1. we are in receipt of2. did not conform to our agreement dated June 53. based on the wrong catalog4. the time for executing this agreement5. extend the time to6. with goods that conform to the agreement7. looking forward to your early reply/responseChapter ElevenKey:II.1 direct/indirect export2 外包合同3 sales representative4 独家代理5 consignment trade6 运输代理公司7 annual turnover 8 按佣金结算9 act as an agent 10 代售…的货物III.1.We are looking for a local company who are interested in sole agency and acting on our behalf in selling our goods and products.2.You will find that it is very profitable to represent us in handling our products as we offer a wide range of products which have attractive designs, best quality, reasonable in price, with first-class after-sales service and full guarantee for two years.3.We are a large import agency situated in Shanghai and dealing in industrial boilers. We ourselves have many contacts throughout China with established businesses who are in the market for your products.4.As an inducement to the agent we appoint, we are prepared to offer a 15% commission, plus a substantial advertising allowance. If sales are successful, we will extend your agency to cover the whole eastern area of the country.5.We expect manufacturers to offer us additional expenses of $50,000 per annum for any advertising that we think will help sell your products, plus advertising support in the form of brochures. In return we promise an annual sale of 3,000 motorcycles.6.The contract will be valid for one year effective as from 1 October, and will be renewed for a further year provided both parties agree by negotiation. Disputes if any should be settled through consultations.IV.COMMERCIAL AGENCY CONTRACTThis contract was made on the __third__day of ______May______, two thousand and __six__ between Mr. __John Smith___, representative of ____ ABC ______________________ Company (hereafter called the first Party) and Mr. ____Li Lin________ of _______XYZ________________Company (hereafter called the second Party). Whereas the first Party is willing to appoint the second party as the exclusive agent in the territory of _ the whole city of Dalian_ for selling the first Party’s plastic kitchenware. It is hereby mutually agreed as follows:1.The first Party shall supply the second Party with finished products of __ plastic kitchenware__. The second Party shall be responsible for the packing and labeling with the trade mark and labels the same as the original ones.2.The monthly sales of the second Party shall not be less than ___200___ sets/boxes.3.This contract shall be cancelled at any time should the second Party fail to meet the agreedsales quantity for ____six months______.4.Advertising expenses shall be borne by ____the second Party______.5.With the consent of both Parties, this contract shall be effective commencing from the date ofsigning, valid for __one year__ and renewable automatically for another year unless either party gives at least three months’ prior written notice of his intention to terminate the contract.6.This contract shall be made in __duplicate__, both in _English_ and _Chinese_, and eachParty shall keep one copy. In case of any discrepancies between the Chinese and the English copy, the ____English____ copy shall govern.7.This contract can be amended with both Parties’ consent.The first Party The second PartyChapter TwelveII.1 SS - Steam Ship2 航运船舶3 MV - Motor Vessel4 客货船5 general cargo ship6 集装箱船7 registered tonnage 8 发货人/托运人9 port of departure 10 接货地11 made to order and blank-endorsed 12 租船契约III.1.Would you please quote for collecting from my No.5 warehouse at the development zone andshipping to Tianjin a consignment of 100 computers packed in 10 wooden cases and measuring 60x40x20cm?2.The first available vessel sailing from Hong Kong to Amsterdam is the SS Orient, whichdeparts on 5 June and is due in Amsterdam on about 10 July. The vessel will stay here for 7 days and accept your No.5 consignment from 28 May. We shall handle all the shipping and insurance formalities / shipping formalities and insurance.3.I hope that the goods can be shipped promptly after you get our L/C.4.We are pleased to inform you that we have been able to secure a bulk ship for you to charter,which has a cargo capacity of fifty thousand tons and a speed of 20 knots and which will certainly meet your requirement of shipping iron ore from Australia to Shanghai.5.Shipment should be made before October, otherwise we are not able to catch the season.6.The order is so urgently required that we must ask you to expedite shipment.7.Please see to it that the goods are shipped by S.S. Tianshan sailing on or about October 15.8.The ship should be at the port of loading within 15 to 20 days after we have got the goodsready for shipment.IV.ShipperShenzhen Camera Developing Co., 21 Bagua 3rd Road, ShenzhenChina Ocean Shipping Company BILL OF LADINGORIGINALDIRECT OR WITH TRANSSHIPMENTB/L No. SCD 3-688ConsigneeTo Order of ShipperAtlantic Trade Co., Ltd. SanFrancisco, U.S.ANotifyAtlantic Trade Co., Ltd. SanFrancisco, U.S.AVesselBroadwayPort of loading Port of DischargeShekou, Shenzhen San FranciscoNationality The P. R. China Freight Payable at Shekou, ShenzhenParticulars Furnished by the ShipperMarks and Numbers No. of Packages Description of Goods Gross Weight Measurement SC-SAN-3500 cartons Digital Camera1,810kgs25m3Total packages (in words:) Five Hundred Cartons OnlyFreight and ChargeDated Oct 25, 2005 at ShenzhenWang Yikuan For the MasterChapter ThirteenII.1 the insured 2保险金额3 certificate of insurance4 仲裁裁定5 WPA6 平安险7 floating policy 8 预约保单9 insurance broker 10 赔偿和赔款III.1. What types of cover does your company usually undertake?2. If we conclude the business on a CIF basis, what cover will you take out for the goods?3. Who will pay the premium for the risk of breakage?4. As our present policy runs/expires/is due at the end of this month and we are not going to renew it with our former insurer who charges too high insurance rates, we would like to know if you could offer a comprehensive property insurance policy covering our premises along with fixtures and fittings against fire, flood, accident and theft. Our premises are valued at $2 million. No dangerous situations whatsoever have happened since the factory went into operation.5. Thank you for your enquiry of June 4 about the comprehensive property protection and we are pleased to inform you that the kind of insurance coverage you require is Policy A362 which covers against theft in addition to the coverage you mentioned, with the premium of 3‰.6. In reply to your letter of August 8 in which you asked about cover for a shipment of your consignment from this port to Shanghai, China, we are enclosing a cover note/proposal form which should be completed and sent to us by return of post.7. The survey report shows the loss as follows: 10 cases were missing and 5 cases were wetted whose contents can be sold at discounted prices. Therefore, we are prepared to offer you a partial compensation of $4,000 under the policy. Your earliest reply with acceptance will be appreciated.IV.T he People’s Insurance Company of ChinaHead Office: BEIJING Established in 1949Marine Cargo Transportation Insurance Policy Invoice No. SWT/3500298Policy No. TY36-20081 This Policy of Insurance witnesses that The People’s Insurance Company of China (hereinafter called “The Company”) at the request of Shanghai Textiles I/E Corp(hereinafter called “the Insured”) and in consideration of the agreed premium paid to the Company by the Insured, undertakes to insure the under-mentioned goods in transportation subject to the conditions of the Policy as per the Clauses printed overleaf and other special clauses attached hereon.MARKS & NOs. QUANTITY DESCRIPTIONS OFAMOUNT INSUREDGOODSN/M 4 CASES Garment USD 1 839.00Total amount insured USD 1 839.00Premium As arranged Rate As arranged Per conveyance S. S. S. S. Victory Sig. on or abt. Nov. 10, 2005 from Shanghai to Hong Kong Conditions All RisksThe People’s Insurance Company of China Claim payable at Hong Kong Wang PingDate Sept. 25, 2005Deputy Manager。
