大学外贸英语基本知识学习点

外贸英语需要学习什么，很多人都不知道该如何学习，没有一个针对性，其实，参加外贸英语培训班需要学习英语，更需要与外贸行业相关性的知识，所以这要求英语培训机构具有很高的行业水准。

我们要弄懂外贸英语学习什么？先明白外贸行业的一些东西，这里做个简单的归纳：
外贸结算
外贸单证
出口退税
贸易术语
外汇管理
物流知识
贸易技巧
外贸函电
下面我们来看一下外贸英语学习什么？
·常用英文商业书信大全（做外贸必看）
·催款函范文
·外贸常见词汇缩写1
·贸易报价函电样本
·外贸函电范文：介绍海关情况
·外贸函电范文：介绍商检业务
·外贸函电范文：恢复业务往来
·外贸函电范文：接受推荐客户
·外贸函电范文:求建立直接贸易关系
·外贸函电范文:介绍经营业务
·外贸报盘函电
·外贸函电：电子信函
·定购与确认函电
·复函与报价函电范文
·修改信用证函电范文
·外贸函电范文：约定
·商务英语函电基本格式·外贸函电范文书写规则·询盘的受理
·提供商品
·英文促销信写作指南
·如何给客户写价格让步回信·从信封到附言写作指南。

大学外贸英语考试大纲Chapter 1 The Global Economic CrisisMany people believe the current global slowdown initiate in 2008, to a large extent, was of American making.Plunge in housing industry, reduced or delayed foreign direct investment, credit crunch in many a country, shrinkage of consumer spending, declining stock markets, sharp rises in unemployment rate, a much smaller number of international tourists, slowing down in countries’GDP growth are all illustrations of global economic crisis.GDP = Gross Domestic ProductMNE = Multinational EnterpriseSix tenets of international trade are taking advantage of trade agreements, protecting your brand at all costs, maintaining high ethical standards, staying secure in an insecure world, expecting the unexpected and remembering all global business is personal.G20 includes Argentina, Australia, Brazil, Canada, China, France, Germany, India, Indonesia, Italy, Japan, Mexico, Russia, Saudi Arabia, South Africa, Republic of Korea, Turkey, United Kingdom, United States of America.•recession •housing start •budgetdeficit •capital flows •high yield •macroecono mic policy •liquidity •tradeprotection•tax heavens•privatesector•public sector•publicspending•balancesheet•securitiesChapter 2 American EconomyThe agricultural sector of American economy is also important, with highly mechanized farming methods and efficient pest-control techniques.Service industry in the U.S. has become more and more important, making up more than 60% of American economic activities.⏹retail sales ⏹corporate fleets⏹mini-depress ion⏹interbank rates⏹moneysupply⏹credit supply⏹junk bond⏹equity =shares/securities⏹estate agent⏹mortgagebrokers⏹job market⏹credit rating⏹labor costChapter 3 China’s EconomyDuring the early years after the People’s Republic of China was set up, the country followed the former Soviet Union’s model of economic planning and command.Mr. Edwards reckons that a decline in electricity output may mean that GDP is falling, no matter what the official figures say.Energy-guzzling heavy industries, such as steel and cement, bore the brunt of China’s downturn late in year 2008. Those who repeat the official mantra that China needs to grow by at least 8% a year to avoid social unrest has no sound economic basis.According to Chapter 3, China’s 4 trillion yuan ($ 585 billion) package of infrastructure spending, subsidies and tax cuts for businesses has been trashed by many commentators as another “Chinese fake”.Chris Wood, at CLSA, a brokerage, says the effectiveness of the stimulus hinges on the extent to which China is now a capitalist economy.Public investment will inevitably include some wasteful spending, and politically directed lending could add to excess capacity in some sectors and create new bad loans for banks. SOE State Owned EnterpriseHSBC = Hong Kong Shanghai Banking Company/Corporation OECD = Organization for Economic Cooperation and DevelopmentCPI = consumer price index⏹slump=depr ession⏹rebate = discount⏹command economy⏹planned economy⏹capitalism⏹Socialism⏹capitalisteconomy⏹bad loan⏹heavyindustry⏹economicstimulusplan⏹industrialproduction⏹trade surplus⏹letter ofcredit⏹infrastructure⏹competitiveness⏹emergingeconomiesChapter 4 Benefits of International TradeInternational trade is exchange of capital, goods, and services across international borders or territories.The benefits of international trade include helping to raise the living standards of the people, to upgrade a country’s modernization, to solve a country’s shortage of capital, to solve unemployment problems, to promote mutualunderstanding and friendship between trading partners, to boost a country’s competitiveness in the world market and to accelerate its overall economic growth.GNP = Gross National ProductASEAN = Association of Southeast Asian NationsEU = European Union•deposit •foreign exchange •finance •modernizati on •industrialization•joint venture•after-salesservice•productivefactors•productivity•self-sufficiencyChapter 5 Modern Trade Theories (1)Mercantilism, representing the first stage in the development of modern trade theory, arose during the period 1500-1800 in Europe with the decline of feudalism and the rise of capitalism.Mercantilist holds that the wealth of a nation lies in gold and silver, international trade is a zero-sum game and the government’s function is to encourage export while limit import.Adam Smith’s masterpiece is An Inquiry into the Nature andCauses of the Wealth of Nations, which was published in 1776. Adam Smith first described the principle of absolute advantage in the context of international trade, using labor as the only input.Adam Smith also stated that the wealth of nations depends upon the goods and services available to their citizens, rather than their gold reserves.Adam Smith was for international free trade and international division of labor.David Ricardo developed the trade principle of comparative advantage.PPF = Production Possibility Frontierabsolute advantage comparative advantage factor endowment productlife-cycle mercantilism capitalism mercantilisttradebalanceinternationaldivision oflaborneo-mercantilistconvertiblecurrencyopportunitycostfactor costsvolumeadvantageChapter 6 Modern Trade Theories (2)H-O theory was developed from comparative advantage theory.H-O theorists hold that differences in relative factor endowments and factor prices constitute the most important explanation of the basis for international trade.With trade the relative differences in resources prices between nations tend to be eliminated or to be equalized as a result of continuous specialization in the production of the commodity of a nation’s comparative advantage.H-O theory fails to turn enough attention to the increasing importance of the roles played by science and technology in the international division of labor and international trade.H-O theory fails to touch on the maximization of profit-seeking as one of the most fundamental reasons for capitalist countries to trade with other countries.Leontief is an economist who won the Nobel Prize in international economics in 1973.One of the influential theories attempting to explain Leontief paradox is the product life-cycle theory.The product life-cycle theory is primarily concerned with the role of technological innovation as key determinant of trade patterns in manufactured products.The stages that many manufactured goods go through include introduction stage, growth stage, maturity stage, decline stage and losing to foreign competitors stage. Boeing and McDonnel Douglas are examples of first-mover advantage.According to gravity model of trade, trade between two countries increases with their economic size, but decreases with the distance between them.Andrew Rose’s innovation was to add membership of a currency union as a possible influence on trade.●home market ●productionprocess●economies ofscale ●currency union●businessexecutives●monopoly●exportsourcing●productioncapabilityChapter 7 Arguments on Government Intervention in International TradeThe category of arguments on government intervention in international trade cover a range of issues including: protecting jobs and industries, national security, retaliation, protecting consumers, furthering foreign policy objectives and protecting human rights.CAP = Common Agricultural PolicyVERs = Voluntary Export RestraintsMFN = Most Favored NationGM food= genetically modified foodThere are two types of trade regimes in countries around the world, which are free trade and managed trade or fair trade. Government intervention arises in various forms, mainly are tariff, non-tariff trade barrier, quota and investment barriers. Developed countries including the United States also have their own human rights problems.The infant industry argument has been recognized as a legitimate reason for protectionism by the WTO.Hong Kong government put up most of the cash –$1.74 billion –to build Hong Kong Disneyland, which is an example of investment incentives.Three criteria have been especially popular among supporters of strategic trade policies. They are(1) industries are desirable if they have high value added per worker; (2) Industries are desirable if they pay high wages; and (3) Industries are desirable if they make use of high technology.•anti-dumpin g •importquotas•non-tarifftradebarriers•Big ThreeGeneralMotors, Ford, and Chrysler •subsidies •foot-mouth •mad cowdisease•tradesanction•infantindustry•consortium•chipChapter 8 International Trade PoliciesA country’s international trade policies include import and export commodity policies which are policies formulated on the basis of a country’s general foreign trade policies, economic structure and domestic market conditions.The most important goals or objectives of international trade policies of various countries are to protect a country’s domestic markets, to protect a country’s domestic industries, to expand a country’s export markets, to promote the improvement of a country’s industrial structure, to accumulate capital or funds, and to maintain a country’s economic and political relations with other nations. Government following free trade policy do not attempt to set up barriers whatsoever to import and export trade. Protective tariffs, voluntary exports restraints, import quotas, import licensing system are all important forms of protective trade policies.Tariffs are the oldest and simplest instrument of trade policies.Export tariffs are prohibited by the U.S. constitution.A specific tariff is expressed in terms of a fixed amount of money per physical unit of the imported product.An ad valorem tariff, much like a sales tax, is a fixed percentage of the value of the imported good as it enters the country.Subsidies in developed countries take many forms including cash grants, low-interest loans, tax breaks, and government equity participation in domestic firms.A voluntary export restraint is a variant on import quota.As with tariffs and subsidies, both import quotas and VERs benefit domestic producers by limiting import competition. Both developing nations and developed nations have used local content requirements.As with all trade policies, local content regulators tend to benefit producers not consumers.In the context of international trade, dumping is variously defined as selling goods in a foreign market at below their cost of production or as selling goods in a foreign market at below their “fair”market value.The Japanese are masters of administrative policies.GATT = General Agreement on Tariffs and Trade•specific tariff •ad valorem tariff•protective tariff •punitive tariff •cash grants •tax break •import substitution •profit margin •customsinspector•industrialstructure•preferentialtreatment•tradesanction•patent law•copyrightpiracy•copyrightlaw•thethird-worldnation•think tank•Job OneChapter 9 Regional Economic IntegrationRegional economic integration form includes preferential trade arrangement, a free trade area, a customs union, a common market, an economic union and a political union. The EU has 27 member states now.The EU was created in 1993 from the European Community, which itself grew from the European Coal and Steel Community, the European Atomic Energy Community, and the European Economic Community.Council of the European Union, European Commission, European Parliament and European Court of Justice are the four institutions that govern the EU.NAFTA helps to boost trade and reduce tariffs among Mexico,Canada and U.S..Some people have claimed that NAFTA has resulted in a mass exodus of jobs from the U.S. and Canada into Mexico as employers sought to profit from Mexico’s lower wages and less strict environmental and labor laws.NAFTA = North American Free Trade Agreement/Area APEC = Asia Pacific Economic CooperationCEPA = Closer Economic Partnership ArrangementHong Kong (SAR) = Hong Kong Special Administrative Region ECFA = Economic Cooperation Framework Agreementfiscal policy employment policy intermediate producttradevolumeindustrialpolicyCitigroupCommerceMinistryChapter 10 Exchange Rate and International TradeIf yuan rises against the dollar, China’s exports to the U.S. will become more costly, and this will slow down or even stop the export growth rate.Basically there are two types of exchange-rate system: the fixed exchange-rate system and the floating exchange-rate system.Under fixed exchange-rate system, the rate between onecurrency and another is fixed and maintained by the government.By floating or flexible exchange rates, we mean currency prices are determined by the market forces.BOP = Balance of Payments•exchange rate •foreign currency •fixed exchange-ra te •floating exchange-rate•foreignexchangemarket•centralbanks•financialmarket•currencyregime•budgetdeficit•propertymarket•rebate•mutual fund•insurancecompanyChapter 11 The Balance of PaymentsAn international transaction refers to the exchange of goods, services, and assets between one country and the rest of the world.The BOP of a country is often mainly composed of the current account and capital account.A credit transaction is one that results in a receipt of a payment from foreigners.A debit transaction is one that leads to a payment to foreigners.Double-entry bookkeeping means each international transaction is recorded twice in the BOP account, once as a credit and one as a debit of an equal amount.•accounting principle •economic policy •monetarypolicy•asset•currenttransfers•visible trade•officialreserveaccount•currencybandChapter 12 International Investment and Multinational EnterprisesThe main reasons for MNCs to operate abroad are to secure supplies of raw materials, to utilize cheap labor sources, to service local markets and to bypass protectionist barriers. International investment in terms of its form, is basically of two types: foreign indirect investment and foreign direct investment.Portfolio investors normally do not aim to obtain a managerial control of a corporation.Portfolio investments are therefore financial assets. Investments made by MNCs abroad in building factories,producing capital goods, in buying land and inventories are all examples of foreign direct investments.Direct investments are now the principal channel of international private capital flows.The most controversial of the alleged harmful effects of MNCs on the home nation is the loss of domestic jobs resulting from FDI.The second problem is that MNCs by making FDI reduce the home country’s tax revenue.Finally, due to the MNCs’active participation in the international capital markets, they can make it difficult for the home nation to control over the national economy.⏹multinationa l corporations ⏹stock ownership ⏹host country ⏹dividend⏹factor movement ⏹debtobligation⏹subsidiary⏹distributionnetwork⏹capitalgoods⏹inventory⏹oligopolisticmarket⏹tradeinvestment⏹humanresources⏹the WorldBankChapter 13 GATTGATT is the predecessor of the WTO.The GATT was not a formal international trade body but an international treaty or a multilateral agreement.In one word, the GATT was signed to liberalize world trade. The GATT rests on the following eight principles: non-discrimination, protection by tariff and tariff concession, general elimination of quantitative restriction, fair trade based on prohibition of dumping and restriction of export subsidies, exemption and emergency action principle, consultation and mediation principle, special preferential treatment to developing countries and transparency principle. The first three are essential.In a nutshell, the GATT had made the four contributions to the development of world trade, which are tariff reduction, preferential treatment to developing countries, general elimination of tariff and non-tariff barriers to trade in some sectors and setting-up of the WTO in 1994.Although the completion of the Uruguay Round was of itself a great achievement, only some of its aims were met and many trade problems remain.The first and most important problem of Uruguay Round is that many sectors were not included in the agreement. Without this GATT deal, the world might have slipped intoincreasingly dangerous trade wars.UR = Uruguay RoundWTO = World Trade OrganizationFOB = Free on Board离岸价格CIF = Cost Insurance and Freight 到岸价格most-favore d-nation provision preferential tariffexport license countervailin g duty primary productexemptionandemergencyactionconsultationandmediationresearch costsecurity firmcentrallyplannedeconomymarketeconomyDoha RoundNon-discriminationContractingpartiesChapter 14-16 WTOThe WTO as formally set up on January 1, 1995, which has wider and more permanent power than the GATT.The WTO is a formal international trade institution enjoying the full status of a legal person.The GATT only addressed issues concerning trade in goods while the WTO’s governance is extended to include theservice trade.The WTO has a new “dispute settlement understanding”, designed to reach judgement in much shorter time than GATT. The cardinal principles of WTO inherited from the GATT which serve as the foundation of a multilateral trading system are as follows: most-favored-nation treatment principle, national treatment principle, transparency principle, free trade principle and fair competition principle.Ministerial Conference is the highest decision-making body, which is composed of trade ministers of all the WTO members.Under the MC there is the General Council which is supposed to perform the responsibilities of the WTO when the MC is not in session.DSU = dispute settlement understandingGSP = generalized system of preferenceMC = Ministerial ConferenceGC = General CouncilNTBs = non-tariff barriersTAC = textiles and clothingGATS = General Agreement on Trade in ServiceTRIPS = Agreement On Trade-related Aspects of Intellectual Property RightDSB = Dispute Settlement Body GMO = Genetically Modified Organism•subject matter •certificate of origin •safeguard measure •export financing •budgetary estimate •final accounting of revenue andexpenditure•nationaltreatment•disputesettlementbody•customsclassification•designatedorgan•materialdamage•forced labor•grace period•supernational treatment•first-to-invent rule•healthcare•labelingsystem•investmentregulations•povertyalleviation•terror attack•vestedinterests。

关于外贸的高考知识点高考知识点：关于外贸外贸（Foreign Trade）是指一个国家或地区与其他国家或地区进行的跨国贸易活动。

在高考中，外贸作为一个重要的考点，涉及贸易形式、贸易主体、贸易政策等方面的内容。

以下将就外贸的知识点进行详细论述。

一、外贸的基本概念和形式外贸是商品或服务跨越国界进行交换和流通的经济活动，主要形式包括进出口贸易、合作经营、投资经营和劳务经济等。

其中，进出口贸易是最常见和基础的外贸形式。

二、外贸的主要主体1.出口商和进口商：出口商是指将自国家生产的商品出口到其他国家的商家；进口商是指将其他国家生产的商品进口到自国家的商家。

2.中间商：中间商是处于出口商和进口商之间的商家，通过其从出口商处购买商品后再转手卖给进口商，起到促进外贸的作用。

三、外贸的主要政策1.关税政策：关税是国家对进口和出口商品征收的税费，其高低直接影响着外贸的发展。

针对不同商品，根据国家的贸易政策，设定不同的关税率。

2.配额政策：配额是指国家对某一类别商品进口或出口的数量设定限制。

通过设置配额，国家可以保护本国产业免受过多的进口冲击。

3.汇率政策：汇率是一国货币与其他国家货币之间的兑换比率。

国家可以通过调整汇率水平，影响本国的贸易竞争力。

四、外贸的发展趋势和挑战1.多边贸易体系的发展：随着全球化的深入发展，多边贸易体系如世界贸易组织（WTO）在国际贸易中的作用日益增强。

2.电子商务的崛起：随着互联网技术的迅猛发展，电子商务在外贸中的地位不断提升，成为推动外贸发展的新动能。

3.贸易保护主义的抬头：当前，一些国家采取贸易保护主义措施，限制外贸自由化的发展，给全球贸易带来了一定的挑战。

总结：外贸作为经济全球化进程中的一个重要组成部分，对于国家的经济发展具有重要意义。

理解外贸的基本概念、形式、主体和政策等知识点，有助于我们更好地认识和应对外贸发展中的挑战与机遇。

在高考中，对于外贸的理解能够帮助我们正确回答相关的试题，提高分数。

外贸人，学外贸英语常用缩写：英语函电的语气-使语气自然的方法(1) 使用交谈式语言，尽量避免业务术语。

不用：Re your letter of the 21st inst. , in connection with our account, we are remitting our check herewith, as per your request, in the amount of $100.00.而用：As requested in your letter of the 21th June, we are enclosing our check for $100.00.(2) 在保持交谈式语句简明特点的同时，又要避免俚语或结构欠佳的语句。

不用：Hello,This is Charles Fonda. I'm writing about the contract. Mr. Wu asked us to explain the new clause.而用：We received a letter from Mr.Wu today asking us to explain the new clause in the contract.(3) 使用读者词汇量围以的词语。

有许多专门术语对普通读者来讲是不能理解的。

因此，如果你觉得你的读者可能不明白，那就要加以解释，但是要巧妙，万万不得使用以恩人自居的语气。

请比较下列两段中哪一段的词汇水平适当，而且解释得体。

a. In addition to the cash dividend, the Board of Directors of this Corporation has decided to award common shareholders a stock dividend. One hundred fifty thousand shares will be distributed pro rata. Since you own three hundred shares, you will receive three additional shares as your stock dividend.b. Each year we declare cash dividends. Cash dividends are sums of money which the Board of Directors of this Corporation distributes to every shareholder of common stock. This year, in addition to the cash dividend, the Board of Directors has decided to declare a stock dividend. A stock dividend is like a cash dividend except that payment is in shares instead of cash.c. In addition to the cash dividend, the Board of directors of this Corporation has decided to declare a stock dividend to holders of common stock. One hundred fifty thousand shares will be distributed pro rata. This means that each stockholder will receiveone additional share for each one hundred shares that he or she owns. Since you own three hundred shares, you will receive three additional shares as your stock dividend.英语函电的语气-恰当语气的特点一封商业函电的语气反映了笔者对待读者的态度。

外贸常用知识点归纳总结总结好的，以下是外贸常用知识点的归纳总结，适合学生必修学习资料的整理：### 1. 国际贸易术语（Incoterms）- FOB (Free on Board)：卖方负责将货物送到指定船上。

- CIF (Cost, Insurance and Freight)：卖方负责支付货物运输到目的港的费用，包括保险。

- DDP (Delivered Duty Paid)：卖方负责将货物交付到买方指定地点，且承担所有费用和风险。

### 2. 贸易合同- 合同条款应明确货物描述、数量、价格、交货时间、付款条件等。

- 了解不同国家的合同法和国际贸易惯例。

### 3. 支付方式- 信用证（Letter of Credit, L/C）：银行作为中介，保证卖方收到货款。

- 托收（Documents against Payment, D/P）：卖方通过银行提交单据，买方付款后取单。

- 电汇（Telegraphic Transfer, T/T）：直接银行转账。

### 4. 货物运输- 海运、空运、陆运和多式联运的基本知识。

- 了解不同运输方式的成本、时间以及风险。

### 5. 保险- 海运保险：通常包括货物损失或损坏的保险。

- 信用保险：保护卖方免受买方违约的风险。

### 6. 贸易壁垒- 关税、配额、许可证等贸易保护措施。

- 了解WTO规则和区域贸易协定。

### 7. 外汇管理- 汇率变动对贸易的影响。

- 外汇风险管理策略。

### 8. 贸易法规与合规- 了解出口国和目的国的贸易法规。

- 遵守反洗钱、反恐融资等国际合规要求。

### 9. 电子商务与数字贸易- 跨境电商平台的运作模式。

- 数字贸易的法律和税务问题。

### 10. 风险管理- 信用风险、市场风险、操作风险的识别与管理。

### 11. 文化差异与商务礼仪- 不同文化背景下的商务沟通技巧。

- 国际商务礼仪和习俗。

### 12. 国际市场营销- 了解目标市场的需求和偏好。

外贸英语基础词汇速记一、常见外贸行业词汇1.1 订单相关词汇•Order（订单）•Invoice（发票）•Proforma invoice（形式发票）•Purchase order（采购订单）•Sales order（销售订单）•Payment terms（支付条款）•Delivery terms（交货条款）1.2 运输和物流词汇•Shipment（装运）•Freight（货物运费）•Carrier（承运人/运输公司）•Customs clearance（海关清关）•Bill of lading (B/L) （提单）•Container （集装箱）1.3 贸易方式和合作方式•Exports（出口）•Imports (进口)•Trade (贸易)•Free trade (自由贸易)•International trade（国际贸易）•Joint venture (合资企业)二、短语和例句当处理外贸事务时，以下是一些常用的短语和例句。

2.1 订单确认短语a) 确认订单：Dear Sir/Madam,We are pleased to confirm the order for [产品名称] at the agreed price of [价格]. Please find attached the signed purchase order.Thank you for your business.Best regards, [你的名字]b) 确认发货：Dear Sir/Madam,We are pleased to inform you that your shipment of [产品名称] has been dispatched today. The estimated delivery time is [交货时间].Please find attached the shipping details, including the tracking number. Best regards, [你的名字]2.2 运输和物流短语a) 缺货通知：Dear Customer,We regret to inform you that item [产品名称] is currently out of stock. We are working diligently to replenish our inventory and expect to have it available in [预计时间].We apologize for any inconvenience caused and appreciate your understanding.Best regards, [你的名字]b) 收到货物确认：Hi [承运人/供应商姓名],I just wanted to let you know that we have received the shipment of [产品名称]. Thank you for ensuring its safe arrival.Best regards, [你的名字]三、常见外贸词汇学习技巧3.1 使用闪卡记忆法用一张纸条或卡片，将英文单词写在一侧，中文意思写在另一侧。

Chapter 5Licenses 许可证 Formalities 手续 Delivery 发货 Document 单证Duty=tariff 关税 Customs formalities 海关手续 Customs clearance 清关International chamber of commerce 国际商会EXW Ex Works (…named place)工厂交货 FCA Free Carrier 货交承运人（……指定地点）FAS --- Free Alongside Ship 船边交货（……指定装运港）FOB, Free on Board (…Named port of Shipment) 指定装运港船上交货FOB Liner terms 班轮条件 FOB under tackle 吊钩下交货 FOB stowed 并理舱 FOB trimmed 并平舱CFR (COST AND FREIGHT ，…NAMED PORT OF DESTINA TION)成本加运费(……指定目的港)CFR liner terms 班轮条件 CFR landed 岸上交货 CFR ex-ship ’s hold 船底交货 CIF (COST ，INSURANCE AND FREIGHT ，…NAMED PORT OF DESTINA TION)成本加保险费、运费(……指定目的港)CPT(carriage paid to (d place of destination)) 运费付至.（..指定目的地）CIP(carriage and insurance paid d of destination)运费和保险付至...指定目的地 Instant notice 及时通知Chapter 6Sales by Sample 凭样品买卖Representative samples 代表性样品 Sale by buyer ’s sample 凭买方样品买卖 Return sample 回样 Counter sample 对等样品 Sealed sample 密封的样品 Reference sample 参考样品 Sales by specification/grade/standard 凭规格/等级/标准买卖 Sales by brand or trademark 凭品牌买卖Sales by description, drawing or diagram 凭说明书或图表买卖 F.A.Q(fair average quality)良好平均品质G .M.Q(good ,merchantable quality)良好可销品质Metric system 公制 The British System 英制 The U.S System 美制 International Measurement Conference 国际度量衡协会 International System of Units(SI) 国际单位制By gross weight 按毛重计算 By net weight 按净重计算 By actual tare 按实际皮重 By average tare 按平均皮重 By customary tare 按习惯皮重 By computed tare 按约定皮重、 Gross for net 以毛作净 By conditioned weight 按公量计算 By theoretical weight 按理论计算 More or less clause 溢短装条约Chapter 7Conference line vessels 班轮工会船 Non- conference line vessels 非班轮工会船 Tramp ships 定期远洋货轮 V oyage charter 定程租船 Charter ships 租船 Dead freight 空舱费要背出来哦Lay days 装卸货时数Demurrage charter 滞期费Dispatch money 速遣费Time charter 定期租船Bare boat charter 光船租船Surcharge 附加运费Bill of lading 提单Chapter 8Insurer 保险人Perils of sea 海上风险The insured 被保险人insurance applicant 投保人Insurance broker 经纪人claimant 索赔者Coverage 险种percentage of addition 投保加成率Extraneous risks 外来风险Natural calamity 自然灾害Fortuitous accident 意外事故General Extraneous risks 一般外来风险Special Extraneous risks 特殊外来风险A verage 海损Total loss 全部损失Actual total loss 实际全损Constructive total loss 推定全损Partial loss 部分损失General average 共同海损Particular average 单独海损Sue and labor expenses 所谓施救费用Salvage charges 救助费用FPA(free from particular average)平安险WPA(with particular average)水渍险All risks 一切险、General additional risks 一般附加险Special additional risks 特殊附加险Additional coverage 附加险Premium 保险费Insurance policy 保单Insurance claim 索赔Insurance amount 保险金额Premium rate 保费率Chapter9Cost of production 生产成本selling and delivery costs 销售运送成本Domestic charges 国内费overseas freight 海运费Customs duties 关税commission 佣金Discount 折扣plain commission 明佣Secret commission 暗佣commission rate 佣金率Net price 净价c-included price 含佣价Unit price 单价total amount 总值Chapter 10Amount of payment 支付金额payment currency 支付货币Depreciate 贬值appreciate 增值Evaluation currency 估价货币convertible currency 可交换的货币Bill of exchange/draft/bill 汇票promissory note 本票Drawer 出票人drawee 受票人Payee 收款人drawing =to issue 出票Endorsement 背书blank endorsement 空白背书Special Endorsement 特别背书Restrictive Endorsement 限定性背书General Endorsement 一般背书finance under bills of exchange 汇票的融资Without recourse 无追索权prior party 前手Conditional endorsement 有条件的背书endorser 背书人Presentment 提示acceptance 承兑Dishonor 拒付recourse 追索Protest 据证书right of recourse 追索权Bona fide holder 合法持有人sight draft 即期汇票Time draft 远期汇票banker’s draft/bank draft 银行汇票Commercial bill/trader’s bill 商业票据documentary bill 跟单汇票Clean bill 光票汇票discounting 贴现Net proceeds 净收入forfeiting 罚金打款Commercial promissory note 商业本票banker’s promissory note 银行本票Checque 支票transfer check 转账支票Crossed check 划线支票remittance 汇付Collection 托付letter of credit 信用证Favorable exchange 顺付adverse exchange 逆付Bank guarantee 银行担保the remitting bank 汇出行The remitter 汇款人the paying bank 汇入行Beneficiary 受益行mail transfer M/T信汇Telegraphic transfer T/T电汇demand draft D/D票汇Open account 赊销payment in advance 预付货款Principal 委托人卖方remitting bank 托收行Collecting bank 代收行the presenting bank 提示行Customer’s representative in case of need 必要时的代理Documents against payment D/P付款交单D/P at sight 即期付款交单D/P at days after sight 见票后几天后付款trust receipt 信托收据Documents against acceptance D/A承兑交单applicant 开证申请人Issuing bank 开证行advising bank 通知银行Revocable documentary credit 可撤销的信用证the irrevocable documentary credit 不可撤销的信用证the confirmed irrevocable documentary credit 保兑不可撤销信用证the negotiation 议付SWIFT 环球同业银行金融电讯协会trade association 贸易联合会Cash check 现金支票notory public 公证机关贸易术语贸易术语主要运费风险转移界限出口报关责任费用谁负担进口报关...运费方式EXW 买方商品所在地（工厂）交货买方处置时买方买方任何方式FCA 买方出口国内地货交承运人处置时卖方买方任何方式FAS 买方装运港货交船边后卖方买方水上运输FOB 买方货物越过装运港船舷卖方买方水上运输CFR 卖方货物越过装运港船舷卖方买方水上运输CIF 卖方货物越过装运港船舷卖方买方水上运输非常重要CPT 卖方出口国内地，港口货交卖方承运处置时卖方买方任何方式CIP 卖方出口国内地，港口货交卖方承运处置时卖方买方任何方式1.EXW (Ex-works…named place——工厂交货……指定地)使用方式：各种运输方式该术语是指卖方在其所在处所（工厂或仓库等）将货物提供给买方时，即履行了交货义务。

语法部分第一讲虚拟语气I. 考点分析：虚拟语气是动词的特殊形式，用来表达说话人的意愿、建议、请求、意图、惊奇、设想等未能或不可能成为事实的情况，以及在说话人看来实现的可能性很小的情况。

虚拟语气是非常重要的语法考点。

考查历届四级试题，我们发现与虚拟语气有关的考题每次至少2题，有时甚至3-4题。

虚拟语气的考查要点有：1. 虚拟语气的形式：分清虚拟时间和主从句的动词形式十分重要，因此我们把所有虚拟语气的不同类型列例如：If I were invited, I would come.If she were not ill, she could do a lot of things.3. if条件句中如谓语动词是were, had, should, could时，可以省略if, 把它们前置。

例如：Had my father a lot of money, he would send me abroad.Could I do it, I would surely do it.Should the Black Death reappear, what should we do?（万一黑死病再次出现，我们该怎么办？）4. 错综时间的条件句是难点，如99年1月第60题: If I hadn’t stood under the ladder to catch you when you fell, you wouldn’t be smiling now.（从句用过去完成时，主句用现在进行时）又如：If I were you, I would have gone to the film last night.(从句虚拟现在，主句虚拟过去)；If we hadn’t got everything ready by now, we should be having a terrible time tomorrow.(从句虚拟过去，主句虚拟将来)；If the weather had been more favorable, the crops would be growing still better.(从句虚拟过去，主句虚拟现在)5. 虚拟句的另一难点是省略if条件句的含蓄条件句，如：I would have written the paper before, but I have beenill.(=If I had not been ill, I would have written the paper before.);A true friend would have acted differently. (=A friend, if he had been true, would have acted differently.)6. 注意介词短语without, but for, in the absence等表示虚拟条件。

国际贸易英语知识点总结一、国际贸易术语（Incoterms）1. FOB (Free on Board)- 含义：卖方在指定的装运港将货物装上买方指定的船只后，卖方即完成交货义务。

风险在货物越过船舷时转移给买方。

- 示例：We offer the goods FOB Shanghai.（我们提供上海港船上交货价的货物。

）- 相关费用：卖方负责将货物运至装运港船上之前的一切费用，包括国内运输、装卸等费用；买方负责从装运港到目的港的运费、保险费等。

2. CIF (Cost, Insurance and Freight)- 含义：卖方负责支付货物成本、保险费和运费，将货物运至指定目的港。

- 示例：The price is quoted CIF New York.（价格报的是纽约港到岸价。

）- 相关费用：卖方承担货物到达目的港之前的成本、保险费和运费；买方负责卸货后的费用，如进口关税等。

风险在货物越过装运港船舷时转移给买方。

3. CFR (Cost and Freight)- 含义：卖方负责货物成本和运费，将货物运至指定目的港。

与CIF相比，不包含保险费。

- 示例：We can supply the goods CFR London.（我们可以供应伦敦港成本加运费价的货物。

）- 相关费用：卖方承担货物运至目的港的成本和运费，买方负责保险费及卸货后的费用。

风险在货物越过装运港船舷时转移给买方。

二、商务信函写作。

1. 信头（Letterhead）- 包含公司名称、地址、联系方式（电话、传真、电子邮箱等）。

- 例如：ABC Company.123 Main Street, New York, NY 10001.Tel: +1 - 212 - 1234567.Fax: +1 - 212 - 1234568.Email:*******************.2. 称呼（Salutation）- 如果知道对方姓名，用“Dear Mr./Ms. + 姓氏”，如“Dear Mr. Smith”；如果不知道具体姓名，可用“Dear Sir/Madam”或者“To Whom It May Concern”。

外贸英语学习资料⼤全为了帮助⼤家学习到更多外贸英语知识，⽅便⼤家的⼯作和⽣活，下⾯⼩编给⼤家带来外贸英语学习资料⼤全，更多讯息请关注店铺!外贸英语学习资料：建⽴贸易关系Unit 1:Establishing trade relation.建⽴贸易关系 The following conversation is between Mr.Gatty, an importer from Britain, and Mr.Dong,a director of Liming Foodstuffs factory. Mr Gatty is visiting the sample room of the factory and Mr Dong is accompanying with him.Mr Dong: Here is our sample room.Mr Gatty: You certainly have got a large collection of sample foodstuffs here.Mr Dong: Yes. We are exporting a wide range of foodstuffs to many countries. And the demand is getting greater and greater.Mr Gatty: So it is. Though we havent done business with you, as you know, your exports of foodstuffs to our country have considerably increased during the last few years. It appears that Chinese foodstuffs are very attractive.D:You said it .The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs .By the way ,which items are you interested in ?G:Canned goods are of special interest to me ,particularly the canned fruit and meat.As your canned fruit is among the most popular ones in our market,I'm going to place an order in a day or two .D:Good .How about our canned meat?G:I think it will also find a good marketing in our country.Will you show me some samples?D:Yes.This way ,please! Our canned meat is in various weighs .The largest one weighs three and a half pounds net,the smallest seven ounces net.G: The small sizes are more saleable in our market than the large ones .I've brought with me a sample of canned meat Which is only six ounces .The smallest size of yours is even bigger than that of mine .I wonder if your canned meat tastes better.D:Your are welcome to have a try .Here it is .Ours is of prime quality .G:Oh, It's delicious.Mm...I'm not sure about the pesticide residues in your foodstuffs ,though I'm sure,you must have given much thought to the matter.But you know ,our governmental restrictions have been getting more and more tight,so we are not allowed to import any polluted goods.D:You can rest assured .Our foodstuffs are guaranteed to conform to WHO standards.G:Good.I'd like to order meat of this kind in seven ounce tins if the price is competitive.D:What about other canned goods ,such as canned mushrooms and vegetables?G:They are not as saleable as canned fruit ,I suppose .D:Mm , no .I really do not think that is so .They are also among our major exports and have found a favourable reception in many other countries.G:Then ,may I have a look at the samples first ?D:Certainly .Here you are .G:Ah ,very nice indeed .But I am not sure whether they are to the taste of our people .What would you say to my taking some samples home before I make a decision?D:That's all right.G:Well ,I have an appointment at 4:00.shall we talk about over tomorrow moning ?D:Ok ,See you tomorrow .D:Doodbye!!Dialogue 1:A:Would you like to have a see at our showroom,Ms Olive?B:I Love to.A:This way,please.B:Thanks you.How beautiful.A:Where shall we start?B:It will take hours if I really look a look at everything.A:You may be interests in our some items.Let's look at those.B:Good idea.I can just have plans and a rest.A:By the way,Ms Olive.How long have you been in this business?B:I have been this for more than 20years,but the company it this business since 1935.A:No wonder you are so experienced.B:That 's our business have becoming difficult since competition growA:That's true.B:Do you have a catalogue or something tells me about your company?A:Yes,I will get you some later.B:Thanks.When can we work for a deal?A:Would tomorrow be convenient?B:Yes,I will be fine.Dialogue 2:A:Excuse me,could you tell me where I can order electronical planes?B:This line will be glad to take your order.Here's my card.A:Thanks.Here's my card.I'm Adison from ABC trading company limited.We've imports electronics and chain systems.B:We've have a look at our samples.A:Your development of electronical products have been remarkable.B:Yes,our research has had a good results.A:Do you produce middle tape recorders?What's that?Is it television sets?B:No,that's television phone.It is still experimental.A:What's the problem?B:We have to solve the problem of using agricutural focusing waves and around 1000 hz..I've forgotten to ask you what products you are interested in.A:I think I have already seen some items we'd like to order.But allow us to study them a little further.B:Okay,go ahead.A:I will probably let you know by tomorrow.B:I will be expecting you tomorrow morning,saying am I.A:Tomorrow am I.Prefect.商务英语学习资料：外贸出差A: Excuse me, is this the office of the Textile Corporation?A:对不起，请问这是纺织公司的办公室吗?B: Yes, What can I do for you?B:是的，有什么事能帮你吗?A: I'm from CTC Trade Company. Here is my card.A:我来⾃CTC 贸易公司，这是我的名⽚。