外贸函电2

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(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告：我公司为食品大经销商，在国内 拥有大批客户。
12
We are willing to enter into business relations with you.（我们愿意和贵方建立业务 关系。） （3）表 达写信目 的 We are now writing you for …（我们现写信愿 意……。） We are desirous of …（我方愿意……。） We express our desire to …（我方愿意……。）
(2) We are a stated-owned corporation, engaged in exportation of following articles. 我们是一家国有企业，经营以下商品的出口业务 (3) We are given to understand that you are potential buyers of Chinese Green Tea, which falls in the scope of our business activities. 据了解，贵公司是中国绿茶的潜在买主，而中国绿茶正属 于我们的经营范围。 (4) This corporation handles/deals/specializes in the import and export business of Chinese Silk Goods. 本 公司经营/专营中国丝织品的进出口业务。
We look forward to receiving…（希望早日收 到……。）

《外贸英语函电》（第二版）习题答案详细版第2部分目录Chapter 9 key to exercises (1)Chapter 10 key to exercises (5)Chapter 11 key to exercises (9)Chapter 12 key to exercises (14)Chapter 13 key to exercises (18)Chapter 14 key to exercises (23)Chapter 15 key to exercises (27)Chapter 16 Cross-border E-commerce (30)Chapter 9key to exercises1. Translate the following terms.（1）售货确认书（2）售货合同（3）会签（4）一式两份（5）支付条款（6）船唛（7）溢短装（8）存档2. Choose the best answer to complete each of the followingsentences.（1）B（2）D（3）C（4）B（5）A（6）B（7）C（8）A（9）C （10）B（11）B（12）A（13）B（14）C（15）A（16）C（17）B（18）C （19）B（20）C3. Take the correct order on the following sentences.（1）The shipment remains valid until the 10th day after shipment. （2）We will fulfill all the contract stipulations.（3）We will give you a 3% discount as an exception to our usual practice.（4）Commission is usually given as a percentage of the total value of a transaction.（5）To open an L/C will add to the cost of our imports.（6）The time draft will be sent to you for your acceptance within a couple of days.（7）We want the goods on our market at the earliest possible date. （8）The difference is calculated according to the contracted price at a later time.（9）We think all the terms should meet with comment agreement. （10）It is very difficult for us to get the goods in large quantity as well as make prompt shipment4. Fill in the blanks of the letter.Captioned, ready, approaching, covering, within, subsequent, to, attention, basis, due5.Fill in the Sales Confirmation for the transaction stated in the following letter.6.Situational writing:Chapter 10 key to exercises1. Translate the following terms.（6）信汇电汇票汇（7）不可撤销的信用证（8）付款交单承兑交单（9）即期汇票（10）冻结资金（占压资金）（11）支付条件（12）开具汇票（13）原来的支付条件2. Choose the best answer to complete each of the following sentences.C A A B B AD A B A C D A D B B B C B A3. Translate the following sentences.1.As for terms of payment, we require irrevocable L/C payment by draftat sight.2.We have opened an L/C in your favor with Bank of China for theamount of USD326, 000.3.As agreed, the terms of payment for the above orders are letter ofcredit of 60 days’ sight or D/P sight draft.4.Your irrevocable L/C has been duly received, the shipment can bearranged next Tuesdays.5.Today we informed our bank to send you all the amount by Y/T.6.We accept your proposition of changing the terms of payment, and afax has been sent for the confirmation.7.A letter of credit would increase the cost of my import.8.When I open a letter of credit, I have to pay a deposit. That will tie upmy money and increase my cost.9.In order to avoid any amendment, please make sure that the L/C is inaccordance with contract terms.10.Please arrange shipment on receipt of the covering L/C.4. Translate the following sentences.(1)装船日期临近，请及时开立相关信用证。

外贸函电第二版03资信调查尊敬的先生/女士。

我方在你所在地的贸易伙伴已建议我们查询贵公司的信用状况，以便他们考虑是否可能与贵公司进行商业交易。

在此，我们希望提供足够的信息以帮助你理解这个请求，并希望你能提供一些必要的文件和信息以证明贵公司的信誉状况。

首先，请贵公司提供一份最新版本的财务报表，这将有助于我们了解贵公司的财务状况。

此外，我们也希望提供任何关于贵公司的业务历史和经营状况的信息，例如业务合作伙伴的评价或任何相关的业务经验。

如果贵公司有任何资信证明文件，例如资信报告或信用评级机构的评级，也请提供给我们。

这些文件将帮助我们更全面地评估贵公司的信誉状况。

最后，如果可能，我们希望了解贵公司的质量控制和产品检验程序。

我们相信这些信息将有助于我们更好地理解贵公司的业务运营和交货能力。

请注意，我们强烈建议贵公司在发送任何文件之前先进行内部沟通和讨论，以确保所提供的信息准确无误，并避免任何可能的误解或混淆。

同时，我们也感谢贵公司与我们分享这些信息的时间和努力。

我们对与贵公司的长期业务关系持乐观态度，并期待继续扩大我们的业务合作。

如果你有任何疑问或需要进一步讨论，请随时联系我们。

我们将尽最大努力为您提供所需的帮助和支持。

再次感谢你对我们查询贵公司资信状况的配合和支持。

我们期待尽快收到你的回复。

祝商祺！
[你的名字]
[你的职务]
[你的联系信息]。

外贸函电试题(二)I.Put the following from English into Chinese or vice versa. (10%)1. sales confirmation2. enter into business relations with3. be in the market for4. import license5.opening bank6.下长期订单7. 保兑的、不可撤销的信用证8. 即期汇票9. 推销10. 一式二份II.Choose the best answer to complete each of the following sentences. (20%) 1．We shall All Risks for you.A. coverB. be againstC. get outD. offer2.The shipment time is June or July at our and the goods will be shipped in one .A. option, lotB. option, consignmentC. choice, shipmentD. decision, cargo3.The goods are sold on FOB basis and will be shipped .A. freight paidB. freight prepaidC. freight to forwardD. freight collected4.We regret to say that there is no stock for your order.A. preferableB. considerableC. possibleD. available5.Our offer is subject to your reply within one week.A. effectiveB. firmC. availableD. obtainable6. Shipment in Dec. is not since goods must arrive in Europe before the end of this year.A. acceptableB. allowingC. availabilityD. assure7. We deem it your advantage avail yourself our offer for 2,000 tons Linseeds.A. in…to…ofB. in…as…forC. to…to…ofD. of…as…for8. We hope this matter will not affect our good relations in our future .A. dealB. dealsC. dealingD. dealings9. We agree to continue business the terms stated in our Contract No. 4321.A. on, onB. as, asC. as, onD. on, as10. We would make you the following offer, subject to your reply us not later than November 25.A. reachB. reachingC. reachesD. being reached11. We are glad that we have come an agreement on this matter.A. upB. withC. toD. up to12. This particular material quite well, and we believe it will turn out your satisfaction.A. is…inB. has been…forC. uses…withD. sells….to13. We have arranged our bankers to issuing an L/C in your favour in a few days..A. forB. toC. withD. of14. In case of theft and pilferage, you may be assured that you will get from theinsurance company concerned.A. lossesB. costC. goodsD. compensation15. We find your L/C needs .A. to amendB. being amendedC. amendingD. to be amending16. You can find for black tea here.A. a ready marketB. most popularC. great popularityD. selling fast17. Please amend your L/C No.1234 .A. readB. readingC. to readD. to have read18. Refusal to amend the L/C is equivalent the cancellation of the contract.A. toB. withC. ofD. as19. Our office equipment would not be liable for import .A. dutyB. taxC. taxationD. fee20. Pack the goods the details on the attached list.A. vice versaB. to doC. as perD. per S.S.II.Fill in the following blanks with suitable prepositions (15%):Dear SirsWe have received your letter (1) February 7 and are pleased to note your desire to enter into business relations (2) us.At your request, we now offer you 1,ooo dozen Table-cloths, Art. No. 141 (3) prompt shipment (4) RMB￥25.00 per dozen CIF Port Sudan. This offer is subject(5) your reply reaching us (6) March 15, 2005.The price offered above is reasonable. As the selling season is approaching, we have received many enquiries (7) clients (8) other districts.To acquaint you (9) some (10) the commodities we handle, we are sending you (11) airmail (12) separate cover a commodity list and several pamphlet (13) your reference. Should you find any other items listed (14) interest, please let us know and we will make you offers (15) receipt of your specific enquiries.We look forward to your early reply.Yours faithfully,Translate the following from English into Chinese (15%)1. This contract is made out in two originals in both Chinese and English, each language being legally of equal effect.2. We confirm having cabled you an offer of 50 metric tons walnutmeat at RMB 41,765 yuan per metric ton CIF European Main ports for November shipment.3. We think you’d better accept this offer now than be perhaps compelled to agree to other offersless advantageous by delaying.4. As this item falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you at an early date.5. We regret that your counter-offer is not acceptable to us as the price we quoted is quite realistic.IV．Translate the following from Chinese into English (20%)1．按照你方要求，兹另邮寄中国棉布的样本两份。

Unit Two
Section 2:Specimen Letters
• We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. • We are a state-operated corporation. Handling both the import and export of textiles. In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items suppliable at present. • Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.
Unit Two
Section 2: Specimen Letters
4. according to customers’ samples, specifying designs,
specifications and packing requirements. 依据顾客的样品、专门的设计、具体规格和包装 要求 5. with customers’ own trademarks or brand names. 拥有自己的商标和品牌
Unit Two

Readings Exercises Writings
Instruction
Seller / A : • ABC Manufacturing Company Buyer / C : • Beijing Import and Export Company
Readings: 2-1. C1
Dear Sirs， We have been 告知 that you 经营 PVC 产品 ． If your corporation 经营这些商品 ，please 电告我们 an offer 根据，按照
(4) Your expectation
1) 我们希望你方尽最大努力既促进业务又增进友 谊（ hope）
2) 盼早复（Looking forward to）
3) 我方期待贵方尽快做出令人满意的答复（ await）
4) 我方希望收到贵方具体的询盘（appreciate ）
Section 3 Readings, Exercises &Writings
Embassies; Consulates; Chambers of Commerce in foreign trade;
(4)
Foreign Exchange Banks
1. How to find the suitable clients
(5)
Old Clients or Friends
(6)
ABC has the most modern PVC production facilities in North America，and our distribution network covers a11 major North American product markets．

东南大学远程教育
外贸函电
第四讲 主讲教师：任凤慧
Unit 2 Invitation and Arrangement of Visits
邀请与答复
1. Dear Mr/Ms, We should like to invite you to attend the 2003 International Fair which will be held from April 29 to May 4 at the above address. Full details on the Fair will be sent in a week.
Mr. Li will be in your city from April 2 to 7 to make specific arrangements and would very much appreciate your assistance. Yours faithfully
尊敬的先生/小姐， 感谢三月二十八日来信邀请我们公司参加2003 国际商品交易会。 我们乐于参加并计划展示我 们前几年生产的电子设备。李先生 将于四月二 日至七日去你市做具体安排，非常感谢你的协 助。
肯定答复
Dear Mr./Ms, Thank you for your letter of March 20 inviting our corporation to participate in the 1997 International Fair. We are very pleased to accept and will plan to display our electrical appliances as we did in previous years.
19. Economic cooperation 经济合作 20. Technological exchange 技术交流

一、修改句子1. For the past two years, no order has been given to us.2. We are afraid we can’t comply with your request.3. Would you please compare our goods with those of other firms?4. We hope you will effect a full settlement of our claim.5. We would like to make it clear that for further transaction, D/P will only be acceptable if the amount involved for each transaction is not up to U.S. $1 000 or its equivalent in RMB at the conversion rate than prevailing.6. We regret to inform you that the goods shipped by SS East Wind arrived in such an unsatisfactory condition that we can not take delivery, but lodge a claim with you.7. We request your immediate payment.8. We presume that there must be some reason for your having trouble with this article.9. We gladly refund when the returned items are clean and resalable.二、填空1. T his is to introduce ourselves as one of the leading exporters of garments in China.2. We take the liberty of introducing ourselves.3. Through the courtesy of Mr. Hughs, we have your name as a firm who is interested in our tapes.4. We have seen your advertisement in the Textile Journal and should be glad you would send us by return patterns and prices of good and medium quality cotton available from stock.5. Several of my customers have recently expressed interest in your waterproof garments and enquired about their quality. We should be glad if you could send us samples and quotations.6. In reply to your letter of 8 July, we are sending you separately our illustrated catalogue and latest pricelist for Chinese sundry goods.7. As for the samples, we shall be pleased to send you on request.8. Your early reply would be appreciated.9. We enclose a price list for our export items.10. We shall ship the goods upon receipt of your L/C. 1. Please let us know if you can supply us with 200 cases of Luncheon Meat for prompt shipment.2. We have sent an enquiry to your Shanghai Branch for the supply of 10 metric tons of Frozen Rabbit Meat.3. We are interested in the captioned goods, and shall be obliged if you will send us quotations on C.I.F. Liverpool basis, including 3% commission for us.4. When airmailing the samples, please indicate the reference number of this letter on the package.5. We require the goods to be packed in gunny bags of about 50 kilos net each.6. If the following items are available in your current stock, please quote your lowest price with full details of specifications and origin.7. We wish to refer to our quotation Sheet No.kv234 dated March 14 for Walnutmeat.8. Your early reply will enable us to arrange supply from stock.9. We hope to conclude the business to our mutual benefit.10. We assure you of our readiness to serve you in this and all future business.1. Your price is found to be on the high side.2. We shall try our best to satisfy your requirements.3. Please keep our posted of the demand and supply position on your market.4. I’m glad we’ve come to business on price.5. There is no possibility of doing business at this price.6. If your order is large enough, we are ready to reduce our price by 2 percent.7. I understand some countries are actually lowering their prices.8. We cannot see our way clear to accept your proposal for May shipment.9. Considering the quality, I should say the price is reasonable.10. No doubt yours is of a high quality, but still, there is keen competition in the market.1. We assure you that due care will be given to the packing of these goods.2. We enclose our Sales Confirmation No. km-9432 in duplicate, one copy of which is to be completed with your signature and returned to us for our records.3. Since our prices are quoted on the basis of C&FC3%, it is understood that insurance has to be effected by yourselves. But we shall be glad to effect insurance for your account at your request.4. Please note that our packing has been greatly improved with the result that our recent shipments have turned out to the satisfaction of our clients.5. We are glad to attach hereto our Proforma Invoice No. PI- 9435 in duplicate for your application for an import license.6. Although your counter-offer is below the current market level, we exceptionally accept your order, with a view to encouraging business.7. As there is an upward tendency in the price of dried chillis, we hope that you will place an order with us as soon as possible.8. With reference to our Proforma Invoice No. 9456 covering 1 000 pcs. “Diamond” brand Electric Desk Fans, we have not received any news from you so far.9. We are confident that your efforts will result in fruitful business.10. The manager himself will attend to this matter and have a talk with a view to settling it amicably.11. We look forward to receiving your fax order at an early date.12. We hope that you will take good note of the design of your canned meat containers, lest they should not be accepted by the consumers at our end.1. The packages should be marked with the lot number as given in the order sheet.2. The goods must be packed in 5-ply strong paper bags as stipulated in the contract.3. We agree to packing in cartons, provided the flaps are glued down and the cartons secured by metal bands.4. Please make the shipment as soon as our L/C is on hand.5. We assure you of our close cooperation.6. Normally, they have three types of packing: skin packing, hanging packing, and blister packing.7. Please pack one TV set to a cardboard box, 4 sets to a wooden case suitable for export.8. As the goods will probably be subjected to a thorough customs examination, the case should be of a type which can be easily made fast again after opening. 9. Cases must have an inner lining of stout, damp-resisting paper.10. Please ship the goods in strong packing to ensure good condition on arrival.三、函电合同英译汉Translation 译文：销售合同2001-128号合同卖方：湖南土特产和畜产品进出口公司买方：鹿特丹食品进出口公司本合同依据买方和卖方之间，买方同意购买和卖方同意出售，签约双方一致同意按照下列规定条款达成这笔交易商品名称：湖南莲子规格：2001年生产的大陆货数量：80吨单价：CIF鹿特丹每吨两万五千人民币总值：两百万人民币包装：双层麻袋保险：由卖方按发票金额的110%投保一切险和战争险装运期：2001年11月装运港：中国湖南岳阳目的港：鹿特丹港唛头：任卖方选择付款条件：用不可撤销的即期信用证签约日期和地点：2001年9月18日于中国湖南长沙买方卖方_____ ______签字签字。

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(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告：我公司为食品大经销商，在国内 拥有大批客户。
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We are willing to enter into business relations with you.（我们愿意和贵方建立业务 关系。） （3）表 达写信目 的 We are now writing you for …（我们现写信愿 意……。） We are desirous of …（我方愿意……。） We express our desire to …（我方愿意……。）
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deal in
买卖，经营； 经售； 经销 That shop deals in men's clothing. 那家商店经营男士服装。 The shares of that company have not been dealt in for some time. 那家公司的股票有好些日子没有经营了。
Anticipate 预感； 预见； 预料； 先于…行动
5：要求寄送/主动寄送有关资料 (1) Please send us your catalogue and quotations. 请给我们寄你公司的商品目录和价目单. (2) We have airmailed samples of our new articles for your reference under separate cover. 我们另航空邮寄新品种的样品供你方参考。 (3) We would appreciate it if you could send us an up-to- date price list for your electric products. 你们若能寄来一份电子产品的最新价目表，我们 将非常感谢。

快开证 valid reason for further delaying the opening of the credit.（货已备妥多日，你方应立即开证，我们不 知道贵方有何合理理由迟迟不开证。）
9
改证或信用证展期信函的写作步骤及常见表达方式：
写作步骤
表达方式
（1） We wish to acknowledge receipt of the L/C No.3450 告诉对方 for the amount of USD5,000 covering your Order 已收到信 No.987.（你方987号订单项下金额5,000美元的3450
Unit 9 Letter of Credit 信用证
1
9.1 Introduction（简介）
目的：掌握如何申请开立信用证、或对信用证进行修改、延 期及相关的回复。
信用证（Letter of Credit）是国际贸易中最常用的支付方式， 不仅适用于个别交易，也适用于系列交易。信用证的开证 程序始于进口方。进口方通知开证行（Issuing Bank）开立 以出口方为受益人（Beneficiary）的信用证。信用证包含进 出口双方达成交易的详细内容。信用证开出后，由开证行 将信用证寄给出口方所在地的通知行（Notifying Bank）。 接到信用证后，银行和出口方会对信用证进行审核。根据 审核无误的信用证，出口方就可备货装运。装运后，出口 方就可以缮制符合信用证要求的单据，再据此向议付行 （Negotiation Bank）交单议付，取得货款。
没有普遍适用的经济学原理。
17
Cathay
n. （古文诗歌）中国 Have you ever taken Cathay Pacific?
你有没有搭过国泰航空公司的班机？

§ Task 3: Importer Writes to Exporter
业务背景：加拿大AK贸易有限公司的采购部经理迈 克· 西维尔在上海国际服装纺织品贸易博览会结识 了上海佳佳贸易有限公司的销售部经理周凌，对 他们公司的棉质服装留下了深刻的印象，回国后 给周经理写信希望他们报棉质服装的温哥华到岸 价的最低价。请以迈克· 西维尔的名义给周经理写 一封建交函。 信函要点： （1）得知对方情况的途径，说明写信意图； （2）介绍自己公司情况； （3）表示愿与对方合作，并早日得到答复。
9. In order to extend our export business to your country, we wish to enter into direct business relations with you.
10. I hope we can do business together, and look forward to hearing form you soon.
4.enclose: v. 随附；封入
•
•
• • • •
We enclose a copy of our price list. 随函寄去我方价目表一份。 A copy of our price list is enclosed. 随函寄去我方价目表一份。 Enclosed is a copy of our price list. 随函寄去我方价目表一份。 Enclosed please find a copy of our price list. 随函寄去我方价目表一份，请查收。 Please find enclosed a copy of our price list. 随函寄去我方价目表一份，请查收。 We thank you for your letter of July 18 enclosing a sample cutting of woolen material. 谢谢你方七月十八日内附毛料剪样的来信。

Sample letter
Dear Sirs ored your name and address from the website: . We were informed that you are one of the biggest importers of tea in UK and you are now in the market for tea. We take this opportunity to approach you in the hope of establishing business relations with you.
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
enquire into 调查 e.g. The buyer claimed that the goods were damaged in transit, but we must enquire into this matter ourselves. 买方声称货物在运输过程中被损坏了，但是 我们必须亲自调查这件事情。 enquire about 询问关于某事 e.g. They sent us a letter, enquiring about the market condition here. 他们给我们发来了一封信，询问这里的市场 状况。
in compliance with 按照 e.g. In compliance with your request, we are sending you our samples by air. 应你方要求，我们用航空邮件给你们寄去了 我们的样品。 comply (v. ) with 按照，与…相符，遵守，满 足

外贸函电感谢信
尊敬的XXX公司负责人：
我是XXX公司的XXX，我代表公司向贵公司对我们最近的合作表示衷心的感谢和诚挚的祝福。

首先，我想感谢贵公司对我们的信任和支持。

在过去的一段时间里，我们有幸与贵公司展开了一系列的合作，从供应链管理到产品销售，我们的合作一直保持着良好的态势。

贵公司一直以来都是我们最重要的合作伙伴之一，我们非常珍惜这份合作关系。

感谢贵公司对我们产品的高度认可。

我们的产品在市场上获得了良好的口碑和销售业绩，这离不开贵公司对我们产品的大力支持和推广。

我们会继续努力提升产品质量和服务水平，以满足贵公司和客户的需求。

感谢贵公司在合作过程中给予的帮助和指导。

在与贵公司的合作中，我们不仅获得了贵公司丰富的市场经验和行业洞察，还得到了贵公司在供应链管理、物流运输等方面的专业支持。

这些宝贵的经验和指导对我们公司的发展起到了重要的促进作用。

感谢贵公司对我们的付款支持。

在合作过程中，我们对贵公司提供的付款方式和期限非常满意。

贵公司一直以来都能按时付款，这为我们的生产和运营提供了良好的资金保障。

我们将继续保持良好的信用，确保合作的顺利进行。

感谢贵公司对我们的合作提出的建议和意见。

我们非常重视贵公司的意见和建议，这些宝贵的意见和建议对我们改进产品和服务非常有帮助。

我们会认真研究和采纳贵公司的建议，不断提升我们的合作水平和竞争力。

最后，我想再次向贵公司表示衷心的感谢。

我们将继续努力，为贵公司提供更好的产品和服务，希望我们的合作能够越来越好，共同创造更加美好的未来。

衷心感谢！XXX公司XXX。

▪ It is often placed two lines below the the letterhead.
▪ In some incoming letters you may find it at the end of letter on the left margin, two lines below the signature .
11)Enclosure Notatation(附件)
▪ At least two lines below the reference initials.
e.g. Enclosures(3) Encl.3catalogues Encl.1 invoice Encls:as stated
12)Carbon Copy(抄送)
4）Inside Name and Address(封内名称和地址)
e.g. (1) The Space Engineering Co.Ltd.
32,Duck Street LONDON N.W.4 England (2) Messrs.Harrison &Co. 501 Mountain Place ANYTOWN
▪ It may include a file number, departmental code or initials of the signer of the letter to be followed by the typist’s initials in the following fashions:
7)The Body of the Letter(信的正文)
▪ The body of a business letter should begin two lines below the subject line .

Useful ExpressionsWe adopt payment by L/CWe refer you to Contract No.824 prescribing payment by sight L/C.We regret that we are unable to consider your request for payment under D/A terms.We are prepared to accept payment for your trial order on D/P basis.Please expedite the L/C so that we may execute the order smoothly.The shipment date is approaching. It would be advisable for you to open the L/C covering your order No. 751 as early as possible so as to enable us to effect shipment within the stipulated time limit.Please see to it that payment is made by confirmed, irrevocable L/C in your favor, available by draft at sight, and allowing transshipment and partial shipment.We have instructed the Bank of Toronto to open L/C for US$20,000/order No.25/1,000 casks of iron nails in your favor.We have instructed our bankers, the Standard Chartered Bank, Hong Kong to telegraph the sum of HK$2,000 for the credit of your account at the BOC, Shanghai.We have extended the shipment and validity dates of the L/C to October 15 and 31 respectively.According to the stipulations in our S/C No. 210, you should send us your L/C one month preceding the date of shipment.The buyer shall pay the total value to the seller in advance by T/T not later than May 15.It has been our usual practice to do business with payment by D/P at sight instead of by L/C.Your proposal for payment by time draft for Order No.1156 is acceptable to us, and we shall draw on you at 60 days’ sight after the goods have been shipped. Please honor our draft when it falls due.In order to pave the way for your pushing the sale of our products in your market, we will accept payment by D/P at sight as a special accommodation.Your request for payment by D/P has been taken into consideration. In view of the small amount of this transaction, we are prepared to effect shipment on this basis.Please note that payment is to be made by confirmed, irrevocable L/C allowing partialshipments and transshipment, available by draft at sight.Our usual mode of payment is by confirmed, irrevocable L/C, available by draft at sight for the full amount of the invoice value to be established in our favor through a bank acceptable to us.In order to cover this order we have established an irrevocable and confirmed L/C in your favor through Barclays Bank, London for Stg. 45,000.We have opened an irrevocable L/C No.GB418 through the Citi Bank, NY.To cover the value of goods ordered under our P/C No…. an irrevocable L/C No. … for USD… has been established by the BOC in… on… in your favor.In accordance with the terms of our Contract No. … for …, we prepare to open the covering L/C within this week, and shall advise you by cable as soon as it is opened. We expect your best cooperation in the execution of this order.Just a line to inform you that we have today opened an L/C to cover our purchase of Surgical InstrumentsWe have opened an L/C in your favor for the amount of USD.Application has been make to the bank for the establishment of L/C covering… M/T of Rice.We have instructed our bank to issue a confirmed, irrevocable L/C in your favor.As soon as I hear from you that the goods are ready for shipment, I shall ask the buyer to establish the L/C.In compliance with you cable request of…, we have amended the relative L/C to allow shipment not later than…. We look forward to your advice of shipment in due course.Reference is made to the prepayment of USD… called for in our Contract No…. The BOC in this city has advised us of the arrival of your ba nker’s Letter of Guarantee. We are remitting the money to your by mail transfer through said Bank. Kindly note.Referring to the goods ordered under our Contract No. … in the value of USD… to be collected by D/A, we wish to advise that we have accepted yo ur draft D/A… days after sight on presentation by the BOC, and we will make payment at this maturity.Dear Sirs,We very much regret to inform that up to now we have not received your reply to the letter we wrote you a month ago. We sent you a letter today in the hope that you could account for the reason of delay in payment. We have done business for many years and you have a good financial standing. We don’t understand why you have not paid the account by banker’s draftwhich is eight weeks overdue.Since you are our regular customer we give you time to settle the account and we won’t expect such things will happen again.Dear Sirs,We received your L/C No.880128 with thanks, but we found the following mistakes:1. the price should be FOB HK2. transshipment should be allowed3. the latest shipping date should be 10/3Please amend the above soon and confirm by fax.PackingStating Packing RequirementsDear Sirs,On May 20, we received your consignment of 40 cardboard cartons of steel screws.We regret to inform you that 10 cartons were delivered damaged and the contents had spilled, leading to some losses.We accept that the damage was not your fault but feel that we must modify our packing requirements to avoid future losses.We require that future packing be in wooden boxes of 20 kilos net, each wooden box containing 40 cardboard packs of 500 grams net.Please let us know whether you can meet these specifications and whether they will lead to an increase in your prices.We look forward to your early confirmation.Sincerely yours,。

Notes1. owe…to… 将…归功于承蒙…告知你方名称和地址W e owe your name and address to the Chamber of Commerce in your city.to be indebted to … for your name and addressto come to know the name and address of your firm throughthrough the courtesy of … we come to know your name and addressto have obtained your name and address from…to have noted your name and addressto be recommended to sb. by …on the recommendation of …2. inform sb. that 通知某人某事inform sb of sth. 通知某人某事be informed that 兹通知你方Y ou are informed that …3. be in the market for 欲购；想买4. in the hope of doing 希望（后接动名词）5. ① a government-owned corporation（enterprise）国有公司/企业= a state-operated corporation / a public-owned corporation②a private corporation 私有公司/ 企业6. handle v. 经营（某种或某类商品）=to trade in / be dealing in /be in the (chemical )line（n. 行业）7. acquaint v. 熟悉了解to acquaint sb. with sth. 使某人了解某事be/get well acquainted with sth. 熟悉（了如指掌）8.on the basis of equality, mutual benefit and exchange of needed goods在平等互利，互通有无的基础上9.avail oneself to =make use of 利用10.enclose v. 随函附上11.through mutual efforts 通过共同努力= by joint efforts12.Export List 出口清单13.trade v.to trade in sth . 买卖Eg : trade in goods 货物交易to trade with sb. 与……交易；做生意trade policy 贸易政策foreign trade policy 外贸政策14.sole agent 独家代理敬启者：得知贵公司行名和地址我们要感激英国驻北京大使馆商务参赞处，他们告知我们你公司拟购买丝绸女衫。

Unit 2 Establishing Business Relations第二章建立业务关系Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit .Task 1.假设你是美国辛普森公司（H. Simpson & Co. Ltd.，联系地址：98 South Street, Boston, USA，Tel：86-36-12345 Fax：86-36-67890 E-amil: SCL @ hotmail. com）进口部的经理。

最近，你通过朋友弗里曼先生（Mr. Freeman）了解到广东省纺织品进出口公司（Guangdong Textiles Import & Export Corporation，联系地址：68 Xiaobei Road, Guangzhou 510000, China，Tel：86-20-12345678 Fax：86-20-23456789 E-amil：GTIEC@ ）的情况，并且对其产品非常感兴趣。

现在，请致函该公司，试图与之建立业务关系。

注意信中务必包含以下内容。

1) 承蒙弗里曼先生（Mr. Freeman）的介绍，我们得知贵公司的名称和地址。

2) 本公司专门经营中国纺织品进口业务，是美国主要的中国纺织品经销商。

3) 去函目的是希望与贵公司建立业务关系。

4) 如蒙惠寄最新的产品目录及价格表，将不胜感激。

5) 盼速复。

Task 2.针对任务1中所拟信函的内容，以广东省纺织品进出口公司出口部经理的身份拟一封回函。

注意该回函中务必包含以下内容。

1) 来函收悉，谢谢！很高兴得知你们对我方产品感兴趣并愿与我方建立业务关系。

2) 贵公司的愿望与我方不谋而合。

3) 应贵公司要求，特此随函附上本公司最新的产品目录及价格表，如有兴趣或者有进一步的需要，务请告知。