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第一章商务信函写作信息交换在所有的交易中扮演着重要的作用。
许多商业业务通过信息交换来实现。
信息交换可以通过各种方式实现，可以是口头也可以是书面的。
与口头交流相比，书面形式可以确保相关当事人更完整的理解并且可以作为每一笔交易的记录。
书面交流有很多种,比如信函，备忘录，报告，电信，电传等。
商务信函是公司与贸易伙伴保持联络时采用的最主要的方式。
高效的商务信函作者可以通过与其他公司建立良好的合作关系来提高公司的销售，增加公司利润。
另外，熟练的商务信函写作可以帮助作者获得更多自信和更多商业上的成功。
第1节商务信函的布局当写一封商务信函时，你需要遵守一定的标准格式。
通常来说，一封商务信函应该有以下七个主要部分组成：信头，日期，封内名称和地址，称呼，正文，结尾敬辞，签名。
但是根据信件的不同类型，还可能包含以下内容比如，编号，经办人，主题，附件，抄送和附言。
1.主要部分(1) 信头信头通常放在信笺上部中央。
信头包括发信人公司名称，地址，电话号码，电报、电传地址传真号，网址，甚至电子邮件地址等信息。
(2)日期日期放在信头最后一行的下面几行。
注明日期时，需注意以下几点：✧根据作者的风格，日期有许多不同的表示方法，比如：6th April 2009April 6th, 20096 April 2009April 6, 2009前面三种，在月、日和年之间可以用逗号隔开，也可不用。
但是最后一种表示方法，必须用逗号把日和年隔开。
✧不要把日期只用数字形式表示比如7/6/2009，这可能会产生误解。
依美国方式，这表示七月六号，而英国方式则为六月七日。
✧有的月份经常简写,如一月, 二月，八月，九月，十月，十一月，十二月，但是下列月份不能简写，如三月，五月，六月和七月。
(3)信内名称和地址这一部分指收信人的姓名和地址，包括的信息应按以下顺序排列：1)收信人的姓名和头衔2)收信人的公司名称3)公司名称和门牌号，街道名称和号码4)区/镇/市名5)国家/州/省的名称以及邮政编码6)国家名称当写信内名称和地址时，可以参考以下信息：✧为了表示你的礼貌，可以在收信人的名字前面加诸如先生，女士，小姐等尊称。
第一章商务信函写作信息交换在所有的交易中扮演着重要的作用。
许多商业业务通过信息交换来实现。
信息交换可以通过各种方式实现，可以是口头也可以是书面的。
与口头交流相比，书面形式可以确保相关当事人更完整的理解并且可以作为每一笔交易的记录。
书面交流有很多种,比如信函，备忘录，报告，电信，电传等。
商务信函是公司与贸易伙伴保持联络时采用的最主要的方式。
高效的商务信函作者可以通过与其他公司建立良好的合作关系来提高公司的销售，增加公司利润。
另外，熟练的商务信函写作可以帮助作者获得更多自信和更多商业上的成功。
第1节商务信函的布局当写一封商务信函时，你需要遵守一定的标准格式。
通常来说，一封商务信函应该有以下七个主要部分组成：信头，日期，封内名称和地址，称呼，正文，结尾敬辞，签名。
但是根据信件的不同类型，还可能包含以下内容比如，编号，经办人，主题，附件，抄送和附言。
1.主要部分(1) 信头信头通常放在信笺上部中央。
信头包括发信人公司名称，地址，电话号码，电报、电传地址传真号，网址，甚至电子邮件地址等信息。
(2)日期日期放在信头最后一行的下面几行。
注明日期时，需注意以下几点：✧根据作者的风格，日期有许多不同的表示方法，比如：6th April 2009April 6th, 20096 April 2009April 6, 2009前面三种，在月、日和年之间可以用逗号隔开，也可不用。
但是最后一种表示方法，必须用逗号把日和年隔开。
✧不要把日期只用数字形式表示比如7/6/2009，这可能会产生误解。
依美国方式，这表示七月六号，而英国方式则为六月七日。
✧有的月份经常简写,如一月, 二月，八月，九月，十月，十一月，十二月，但是下列月份不能简写，如三月，五月，六月和七月。
(3)信内名称和地址这一部分指收信人的姓名和地址，包括的信息应按以下顺序排列：1)收信人的姓名和头衔2)收信人的公司名称3)公司名称和门牌号，街道名称和号码4)区/镇/市名5)国家/州/省的名称以及邮政编码6)国家名称当写信内名称和地址时，可以参考以下信息：✧为了表示你的礼貌，可以在收信人的名字前面加诸如先生，女士，小姐等尊称。
Unit 1A.1. Dear Madam or Sir:Yours faithfully,2. HKS/sh3. Mr. McDonaldTitanic Cement Inc.200 Lincoln Ave.New York, N.. Y. 10009USADear Mr. McDonald:Subject: L/C No. ND308B.1. Dear JohnYours2.Dear Mr. WangSincerely yoursUnit 2A.1.我们经营的商品包括本国一流拖拉机厂的产品，因此我们有良好条件就贵方提出的商品，向贵方客户提供质量最可靠的商品。
2. 我方希望贵公司能寄来一些贵方有意出售商品的详细信息及价目表。
可能的话，也请寄些样品供我方市场调查之用。
3．我们是一家国营企业，专营轻工产品，愿意与贵公司建立业务关系。
4．我们与本地所有大型家具经销商都有广泛的联系，并确信如果你方发盘价格具有竞争力的话，我们会大量提供中国商品。
5．我们充分意识到贵方为我们所做的友好服务，谨表最诚挚的谢意。
6．关于我们的财力，贵方可以咨询美国花旗银行，相信他们会给你们提供贵方所需的任何有关我方的信息。
7．为使贵方对我各种型号的打印机有一初步的了解，现航寄我方目录和一些样品，供贵方参考。
8．我们是一家组织严密、经验丰富、在全世界经营出口贸易的贸易公司。
现随函附寄一份本公司进出口项目表，供贵方参考。
9．以上情况乃属保密，仅供参考。
10．该公司创建于1984年，有着很好的商业信誉和营业额。
B．1．Our Rising Sun Brand of electric and electronic products has been awarded the gold prize by our state and won great popularity in markets at home and abroad.2. 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.3．Specializing in the import of textiles, we wish to express our desire to trade with you in this line.4. The garments on display at the fair were attractive; their fashionable styles, in particular, interested the visitors very much.5. We should be glad to hear at your earliest convenience the terms and conditions you are prepared to supply.6. We have been in the import and export business for over thirty years and have extensive contacts (connections) throughout Northern China.7. You should have no trouble getting the loan if your credit is sound.8. The suggestion is made in the interest of all parties concerned.9. We believe, with joint efforts, business between us will be developed to our mutual benefit.10. Considering their financial standing and credit status, we deem it rather wise for you to refrain from having relations with that company.UNIT 3A.1. 我方经由纽约商业联合会得知贵公司的名称和地址。
外贸函电课后习题答案外贸函电是国际贸易中不可或缺的一部分，它涉及到商务信函的撰写、电子邮件的交流、报价单的制作等多个方面。
以下是外贸函电课后习题的一些参考答案：1. 撰写商务信函的基本原则：商务信函应遵循清晰、简洁、礼貌、专业的原则。
信件应包含明确的称呼、正文、结束语和签名。
正文部分应直接明了地表达意图，避免使用过于复杂或专业的术语。
2. 电子邮件交流的注意事项：电子邮件应保持正式和专业，即使与对方建立了一定的关系。
邮件标题应简洁明了，反映邮件内容。
邮件正文应分段落，便于阅读。
附件应注明，并在邮件中提及。
3. 报价单的制作要点：报价单应包含公司名称、联系信息、产品描述、价格、有效期、付款条件、交货期等。
报价单应清晰、准确，避免歧义。
4. 商务谈判中常用的表达方式：在商务谈判中，可以使用诸如“我们很荣幸能为您提供...”、“我们期待与您的进一步合作”等表达方式，以展现诚意和专业度。
5. 如何处理客户的投诉：客户投诉时，应首先表达歉意，然后详细询问问题所在，承诺将尽快解决。
在解决问题后，应向客户反馈处理结果，并感谢他们的耐心和理解。
6. 外贸合同的基本条款：外贸合同通常包括商品描述、数量、价格条款、付款方式、交货期、违约责任等基本条款。
合同应使用法律术语，明确双方的权利和义务。
7. 国际贸易术语的运用：国际贸易术语如FOB（离岸价）、CIF（成本加保险费加运费）等，应根据实际情况选择使用，以明确货物交付和风险转移的点。
8. 如何撰写催款信：催款信应礼貌而坚定，首先感谢客户的业务合作，然后提醒付款事项，并明确指出逾期的负面影响。
最后，表达希望尽快收到款项的意愿。
9. 如何回复询盘：回复询盘时，应首先感谢客户的询价，然后提供所需的产品信息和报价。
如果需要更多信息才能报价，应礼貌地请求客户提供。
10. 如何处理订单变更：订单变更时，应及时与客户沟通，了解变更的原因和具体要求。
如果变更对生产或交货有影响，应明确告知客户，并协商解决方案。
Chapter SixExercises:I. Filling the blanks with proper words or expressions.1. We are pleased to give you this order __for__ the following items __with_ the understanding that they will be supplied __at__ the prices stated in your letter of last week.2. We expect to find a good market ___for__ these cottons and hope to place further and larger orders __with___ you ___in__ the near future.3. Our foreign trade policy is based __on___ equality and mutual benefit.4. Your letter of June 6, 2004 together with your order ___for__ bamboo ware has been received __with__ thanks.5. We will arrange ___captioned__ the production __on___ receipt of your order.6. Your immediate reply should reach us not later __than___ the end of this month.7. Your order is receiving our immediate attention and you can depend ___on__ us to effect delivery well ___within__ your time limit.8. We are sending you our S/C No. 0024 ___in__ duplicate, one copy of which please sign and return us ___for__ our file. 9. In view of the long-standing business relations __with___ us, we wish to settle this dispute amicably.10. We require payment by D/P __by__ draft at 60 days’ sight. II. Translate the following sentences into English.1. We hope the goods will be shipped before August.2. We require your immediate execution of our order and notice us a few days before completion.3. We have recorded your order, and are preparing the goods now.4. As we are in urgent need, we’ll highly appreciated if you can make delivery as soon as possible.5. We are pleased to confirm our purchase of 50 MT of peanuts from you.III. Translate the following sentences into Chinese.1.我们欣然向你方再次订购下列家用电器用品。
外贸英语函电课后练习参考答案（中英文对照版）名词解释二、 Establish business relations 建立商务关系Import 进口Export 出口Importer 进口商Exporter 出口商Commercial counsellor ’ s office 商务参赞处Chamber of commerce 商会Credit standing 资讯状况三、 Inquiries 询价First inquiry 初次询价General inquiry 一般询价Specific inquiry 具体询价Commission 佣金Delivery 交货Effect delivery 装运All necessary information 所有必要的信息Sales contract销售合同Purchase contract购买合同Sales confirmation销售确认书Purchase confirmation供货确认书Sign 签名Signature签名Counter-signature会签七、 Payment terms 支付条款Modes of payment 支付方式Remittance 汇付Telegraphic transfer (T/T)电汇Mail transfer (M/T) 信汇Demand draft (D/D) 票汇Collection托收Documents against payment (D/P)付款交单Documents against acceptance (D/A) 承兑交单八、 Kinds of L/C信用证种类Delivery date装运期四、 Quote 报价Offer 报盘Voluntary offer主动报盘Free offer虚盘（自由报盘）Firm offer实盘Pro forma invoice形式发票Import licence进口许可证Catalogue 目录Under cover 随函附上Supply from stock供现货五、 Counteroffer还盘Be on the high side偏高Regret 遗憾Be in line with 与。
外贸英文函电部分练习与答案外贸英文函电部分练习与答案Chapter Four Offers1. Translate the following phrases and then make sentences:Call one’s attention to on or before截至；在或在。
以前In reply to comply with 遵守Firm offer 实盘effect shipment交货，装运Non-firm offer虚盘meet with符合Extend offer延长报盘approval of sample认可样本Result in导致，结果in compliance with 按照，根据Avail oneself of 利用upon receipt of 一收到。
即Take pleasure in乐于，喜欢brisk demand不断的需求In one’s favour be subject to 有。
的倾向，余地Out of stock脱销draw on 依照，依据Be in receipt of 已收到in due course在适当时候，及时As follow 依各项trial order试订单With regard to 关于，至于draw up草拟II. Fill in the blanks with appropriate prepositions:1. We will now very much appreciate receiving____ the earliest possiblemoment you offer ___________walnutmeat ________the new season.2. We shall be glad to receive an offer ________you______________bicycles. 3. We offer firm CIF, Lagos shipment _______30 days, subject ________yourreply here________10 a.m., our time.4. We offer firm the following ________the same terms and conditions as theprevious contract,subject________your reply here ________oneweek_______today.5. Owing ________unusual shortage_______stock,this offer is made subject tothe goods______unsold.6. Black tea, first grade, is out ________stock now.7. We have ________present only 50 m/ts Bitter ApricotKernels______stock. 8. We can supply walnuts________stock.9. We will make contact_______the endusers here and see if they areinterested_____the goods you offered.10. You may avail yourselves________the opportunity_______this market ifyou cable us your acceptance.11. If your commodity meets the requirements_______our market, we feelsure______placing a trial order with you.12. __________reply_________your letter __________march 20. We aremaking you, without engagement, the following offer:13. __________separate cover, we have already sent you samples________various sizes of shoes.14. The buyer made a bid________RMB $2500 per ton________walnutmeat. 15. We are in receipt of your L/CNo.7788_________which we thank you.III. Read the following sentences and make corrections of the inappropriate words and phrases:1. We have in acknowledgement your letter dated外贸英文函电部分练习与答案2. In reply, we have the pleasure in informing you that a L/C has been opened。
Chapter SixExercises:I. Filling the blanks with proper words or expressions.1. We are pleased to give you this order __for__ the following items __with_ the understanding that they will be supplied __at__ the prices stated in your letter of last week.2. We expect to find a good market ___for__ these cottons and hope to place further and larger orders __with___ you ___in__ the near future.3. Our foreign trade policy is based __on___ equality and mutual benefit.4. Your letter of June 6, 2004 together with your order ___for__ bamboo ware has been received __with__ thanks.5. We will arrange ___captioned__ the production __on___ receipt of your order.6. Your immediate reply should reach us not later __than___ the end of this month.7. Your order is receiving our immediate attention and you can depend ___on__ us to effect delivery well ___within__ your time limit.8. We are sending you our S/C No. 0024 ___in__ duplicate, one copy of which please sign and return us ___for__ our file.9. In view of the long-standing business relations __with___ us, we wish to settle this dispute amicably. 10. We require payment by D/P __by__ draft at 60 days’ sight.II. Translate the following sentences into English.1. We hope the goods will be shipped before August.2. We require your immediate execution of our order and notice us a few days before completion.3. We have recorded your order, and are preparing the goods now.4. As we are in urgent need, we’ll highly appreciated if you can make delivery as soon as possible.5. We are pleased to confirm our purchase of 50 MT of peanuts from you.III. Translate the following sentences into Chinese.1.我们欣然向你方再次订购下列家用电器用品。
Chapter SixExercises:I. Filling the blanks with proper words or expressions.1. We are pleased to give you this order __for__ the following items __with_ the understanding that they will be supplied __at__ the prices stated in your letter of last week.2. We expect to find a good market ___for__ these cottons and hope to place further and larger orders __with___ you ___in__ the near future.3. Our foreign trade policy is based __on___ equality and mutual benefit.4. Your letter of June 6, 2004 together with your order ___for__ bamboo ware has been received __with__ thanks.5. We will arrange ___captioned__ the production __on___ receipt of your order.6. Your immediate reply should reach us not later __than___ the end of this month.7. Your order is receiving our immediate attention and you can depend ___on__ us to effect delivery well ___within__ your time limit.8. We are sending you our S/C No. 0024 ___in__ duplicate, one copy of which please sign and return us ___for__ our file.9. In view of the long-standing business relations __with___ us, we wish to settle this dispute amicably. 10. We require payment by D/P __by__ draft at 60 days’ sight.II. Translate the following sentences into English.1. We hope the goods will be shipped before August.2. We require your immediate execution of our order and notice us a few days before completion.3. We have recorded your order, and are preparing the goods now.4. As we are in urgent need, we’ll highly appreciated if you can make delivery as soon as possible.5. We are pleased to confirm our purchase of 50 MT of peanuts from you.III. Translate the following sentences into Chinese.1.我们欣然向你方再次订购下列家用电器用品。
2.如你方早日交货，我们将非常感激。
3.我们知道你们急需这些货物。
4.我们希望你你处订购销2000把帆布折叠椅。
5.我们高兴地与你公司进行第一笔交易，期望进一步扩大贸易，实现双方的利益。
IV. Translate the following expressions into Chinese.counter-signature 会签for our records 供我们记录在案in duplicate 一式两份sales Contract 销售合同shipping advice 装船通知date of sailing 开船日期make delivery 交货placing an order 下订单V. Complete the English contract according to the information given below.2008年10月23日，青岛进出口贸易公司（Qingdao Import and Export Trading Company）和日本KANEBO AGRITECHKK公司签订第P0825号合同销售100公吨梨，价格为每公吨46美元FOB 青岛，付款采用信用证，用纸箱包装，每纸箱25公斤，于11月15日前运到横宾。
销售合同SALES CONTRACT卖方SELLER:Qingdao Import andExport TradingCompany 编号NO.:P0825日期DATE:Oct. 23, 2008地点SIGNEDIN:Qingdao买方BUYER:KANEBO AGRITECHKK买卖双方同意以下条款达成交易：This contract Is made by and agreed between the BUYER and SELLER , in accordance with the terms and conditions stipulated below.1. 品名及规格Commodity & Specification2. 数量Quantity3. 单价及价格条款UnitPrice &TradeTerms4. 金额Amountpear100 MT US46/MTFOBQingdao USD 4600Total:Say U.S. Dollars forty six hundred only.允许With 溢短装，由卖方决定More or less of shipment allowed at the sellers’ option5. 总值Total ValueUSD 46006. 包装Packingin cartons7. 唛头Shipping Marks8. 装运期及运输方式Time of Shipment &means ofTransportationDuring Nov./Dec. 20089. 装运港及目的地Port of loading: Qingdao PortVI. Find out the errors and correct.Dear Sirs, We are very glad to learn that our first shipment is of (改为：to ) your satisfaction and thank you for your repeat order to (改为：fir ) our leather bags.We have booked your order and are now prepared (改为： preparing ) the goods ，which will be delivered according (改为： 加to ) your request. As soon as the covering letter of credit reaches our end, we shall effect immediately (改为：immediate ) shipment.Enclosing (改为： Enclosed ) please find our latest catalogue. Should you be interested in any of our products, please let us know. We assure you ours faithfully,PortofLoading&Destination of destination: Yokohama 10. 保险InsuranceCover W.P.A to be covered by the seller for 110%of full invoice value 11. 付款方式Terms of PaymentBy irrevocable L/C to be available by sight draft 12. 备注Remarks The Buyer The Seller (signature)(signature)Chapter SevenI. Choose the best answer to complete the following statements.1-5 C C D C C 6-10 D B B A DII. Translate the following sentences into Chinese. 1．鉴于我们长期、友好的商务关系，我们破例接受远期付款交单方式付款。
请尽快执行订单。
2.请注意我们要求用保兑的不可撤销的即期信用证付款。
3.由于这是我们的第一笔生意，目前，我们只能接受即期信用证付款。
几笔顺利并令人满意的交易之后，我们可能考虑付款交单或其他灵活的付款方式。
4.你们建议用较容易的支付方式购买500打棉衬衫，我们仔细考虑了。
5.照约定，我方开立30天的付款交单汇票。
III. Translate the following sentences into English. 1．The payment is by confirmed and irrevocable L/C in our favor.2．We regret to inform you that we can not accept your terms of payment.3．In consideration of the small sum of this transaction, we agree to draw on you at sight.4．We believed the cargo arrives at when the port of destination will make your customer to be satisfied. 5．The payment is by L/C opened from 15 days to 20 days before shipment. The L/C remains valid until the15 days after the time of shipment so that we canprepare all the shipping documents for negotiation with bank.IV. Translate the following letters into English.Dear Sirs,Thank you for your order of July 16. we are very pleased to know you intend to sell our fruit cans in your place. We are grateful for your favor. However, we are regretful that we can not accept your payment by D/A at60 day’s sight. For we usually require payment by irrevocable sight L/C. we cannot arrange other ways than the usual practice, especially for a new client. We suggest we firstly do business by L/C. we’ll negotiate this problem later.We hope this proposal will meet with your approval and look forward to your early confirmation.Yours faithfully,V. Write the letters with the information given below.Dear Sirs,Contract No. AB167 We refer you 贵方100公吨盘锦大米和300公吨玉米的订单DT132号 .we regret to find that we still haven’t收到相关信用证，也未听到贵方任何消息up to the present.Please note that we have agreed that the payment of the above order is to be made by sight L/C and信用证必须在收到我们销货确认后2星期内开出.We are now kindly requesting you to尽快开立以我方为受益人的不可撤销即期信用证so that we can carry out the above order as scheduled.Yours faithfully,1. to your order of No. DT132of 100 MT of Panjin Rice and 300 MT of corn.2. received the relative L/C, neither have we heard any new from you3. the L/C should be opened within 2 weeks after receipt of our sales confirmation.4. expedite the establishment of the irrevocable sight L/C in our favor.VI. Complete the following letters with the wordsand phrases given below:1. D A E C B2. E A C D B。
