英语函电复习资料

英语函电的基本知识点总结一、函电的种类1. 询盘函电（Inquiry Letter）：指买方为了了解产品的情况、质量、价格等情况，向卖方发出的询问函电。

2. 报盘函电（Quotation Letter）：指卖方向买方回复询盘函电的信函。

3. 订货函（Order Letter）：指买方订购产品时写给卖方的信函。

4. 确认函（Confirmation Letter）：指买方收到卖方的报盘函电后表示同意、确认的信函。

5. 通知函（Notification Letter）：指在国际贸易交易中通知有关各方，一般都是以书面形式发出的通知。

二、函电的格式1. 信头（Letterhead）：函电顶端注明发信方名称、地址、电话、传真、电子邮件等信息。

2. 日期（Date）：标明函电发出的具体日期。

3. 称呼（Salutation）：包括称呼语和收信人姓名，一般用Dear Mr./Mrs. + 姓名。

4. 正文（Body）：表述主要内容，分段书写，内容清晰明了。

5. 结尾语（Closing）：一般用Sincerely, Cordially, Best regards等，后面跟发信人的签名。

6. 附件（Enclosures）：如果有附件需要在函电中标注。

7. 抄送（CC）：在需要抄送他人的情况下需在函电中注明。

三、函电的语言特点1. 准确明了：准确地传递信息内容，不含糊不清。

2. 礼貌用语：使用礼貌用语，如请、谢谢、感谢等。

3. 商务用语：使用商务用语，如offer, inquiry, confirm, order等。

4. 语法规范：注意使用正确的语法和拼写，避免出现错误。

5. 简练明了：用词简练、清晰，不使用复杂的词汇和句式。

四、函电的撰写注意事项1. 确定写作目的：在写函电之前，要确定写作目的和内容。

2. 留意对方文化：如果是国际贸易函电，需要留意对方国家的文化习惯和商务礼仪，如称呼和谦称的使用等。

3. 注意函电用语：使用准确的商务用语，避免出现歧义和误解。

一、函电复习内容1.expiry date 到期日，2. shipment date 装运期，3. contract stipulates 合同规定，4. amend the L/C 修改信用证，5. discrepancy 不符点6. are in receipt of 收到，7. subject goods 标题货物，8. are in urgent need of 急需，9. is on the high side 偏高，10. out of line with 不符，11. prevailing market level 现行市场水平，12. at a lower price 以较低价格，13. fashion blouse 时装女上衣，14. with the result that 结果，15. reserve stock 储备存货，16. in stock 库存，17. exquisite style 高雅的款式，做工精细的款式，18. make a big sale 十分畅销，很有销路，19. offer 报盘，20. counter-offer 还盘，21. enquiry 询价22. wholesale price 批发价，23. retail price零售价24. FOB 离岸价，船上交货价，25. CIF 到岸价，成本保险加运费价26. gross weight 毛重26. without delay 立刻，马上，27. look into 调查28. well connected with 与…关系好29. on the basis of 根据…30.be in a position to do 能做…31. a ready market 有市场，有销路32. acquaint oneself with 熟悉了解33. at one’s option 由…选择34. make a concession 做出让步，35. lower the price by 8% 降价8%二、函电课文填空练习参考答案第二单元P.41.1.(1)—c, (2)—d, (3)—a, (4)—b, (5)—b, (6)—b, (7)—d,(8)—c, (9)—b, (10)—b,2.(1)regards, say, (2)specialized, with, (3)with, by, (4)if,interesting, (5)available, (6)popularity, (7)finances, to,(8)compliance,第三单元P.58.1.(1)-b, (2)-b, (3)-b, (4)-b, (5)-a, (6)-d, (7)-d, (8)-c, (9)-b,(10)-a,第四单元P.89.1.(1)—on, to, (2)—to, of, to, (3)—until, (4)—to, of, (5)—to, for,(6)—by, in, in, for, (7)—from, within, (8)—in, (9)—of, on,(10)—for, of, on, of, (11)—offer, at, on, for, (12)—of, at, per, on,(13)—to, reply, reaching, at, (14)—by, for, in, of, at, (15)—for,offer, of,第五单元P.112.1.(1)—on, fulfill, with, to, without, (2)—to, with, on, (3)—of, from,for, on, (4)—with, in, in, to, on, of, (5)—in, for, of,2.(1)—c, (2)—a, (3)—c, (4)—a, (5)—c, (6)—c, (7)—c,(8)—d, (9)—b, (10)—a,。

外贸英语函电复习考试题型：①汉译英30’/10②单选：20’/20③（用单词正确形式）填空：20’/10④short answer：20’/5⑤letter：10’Short answers:Unit1 Introduction to Business Letters(商务信函概论)1.Functions of Business Letters :2.①to inform, which refers to conveying the vast amount of information needed today-to-day operations of the business;②to influence, which means that messages included in a business letter should alsoinfluence the reader’s attitudes and functions.2. Writing principles of business letter (7C原则) ：① Courtesy 礼貌② Consideration体谅③ Completeness 完整④ Clarity 清楚⑤ Conciseness 简洁⑥Concreteness 具体⑦ Correctness 正确Unit3 Inquiries（询盘）3.Generally speaking, inquiries fall into two categories: a General Inquiry and a SpecificInquiry.In a General Inquiry (一般询价), the importer may ask only for catalogues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter.In a Specific Inquiry(具体询价), the importer points out what products he needs and asksfor a quotation or an offer for this item.Unit4 Offers ＆Quotations（报盘和报价）4.In the international business, offers can be divided into two kinds:（注意实盘和虚盘的区别）5. A firm offer (实盘)—A firm offer is a definite promise to sell goods at the stated prices,usually within a stated period of time.A non-firm offer (虚盘)—Unlike a firm offer, a non-firm offer is not binding upon the sellers.In other words, a non-firm offer can be withdrawn or changed by the sellers.Definition of firm offers:Firm offers are made when the sellers promise to sell goods at a stated price and within a stated period of time.Definition of non-firm offers:Non-firm offers are offers with reservation clause.Unit7 Counter-offers(还盘)6.Definition of a counter-offer: A counter-offer is virtually a partial rejection of the originaloffer. It also means a counter proposal put forward by the buyer.Unit8 Placing & Confirming an Order(订单及确认订单)7.An order should at least contain the following points:8. 1. description of the goods, such as specification, size, quantity , quality and articlenumber (if any);9. 2. prices(unit prices as well as total prices);10.3. terms of payment;11.4. mode of packing;12.5. time of transportation, port of destination and time of shipment etc. .13.Unit12 Urging Establishment of L/C (催开信用证)14.When shall L/C be opened:15.It is the usual practice that the letter of credit is to be opened and to reach the sellers 30days ahead of shipment.Unit14 Shipment(装运)16.Three parties involved in the movement of the goods: the consigner(发货人) —whosends the goods; the carrier(承运人)—who carries them; the consignee(收货人)—who receives them at the destination.17.A shipping advice usually contains the following points:the date and number of bill of lading(B/L, 提单)the date and number of the contractthe names of commodities and their quality and valuethe name of the carrying vesselthe name of the shipping port/loading port (装货港)the estimated time of departure(EDT，预定起航日期)the name of the destination port (目的港)the estimated time of arrival(ETA，预定到港日期)a list of the relevant shipping documents (货运单据)thanks for patronageUnit15 Packing & Shipping Marks (包装和唛头)18.Factors which influence the nature of packing:19.value of the goods20.nature of the transit21.nature of the cargopliance with customers’ or statutory requirements23.resale value of packing materials, general fragility of24.cargo25.variation in temperature during the course of the26.transit27.ease of handling and stowage28.insurance acceptance conditions29.cost of packing30.Two forms of packing:rge packing/ outer packing, i.e. packing for transportation32.small packing/ inner packing, i.e. packaging or sales packing选择题：1. An exporter cannot receive payment until the goods on consignment D sometime in the future.A．have offered for sale B．arrive at destination C．are quoted D．have been sold 2. We have made D that we would accept D/A at 60 days' sight for this order.A．clear B．it is clear C．that clear D．it clear3. C an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C.A．At B．In C．On D．From4. We find your terms C and now send you our order for 2 sets of generators. A．satisfied B．satisfaction C．satisfactory D．of satisfaction5. We have D at 30 days' sight for the contracted value.A. written to you B．called on you C．sent to you by air mail D．drawn on you6. We regret B to accept your terms of payment and therefore have to return the order to you.A．cannot B．being unable C．not able D．not be able7. We will consider B your terms of payment.A．accept B．accepting C．accepted D．to accept8. We are now A your order of June 19.A．in receipt of B．upon receipt of C．on receipt of D．in reception of9. We are pleased to inform you that we can supply D all the items you require.A．you B．to you C．for you D．you with1. Mr. Sidney has been our _________ salesperson. ( D )A. poorestB. worstC. earliestD. most successful2. We trust that you will find our goods _________. ( B )A. to be attractiveB. attractiveC. attractingD. attract your attention3. Our products enjoy _________ in world market. ( C )A. good sellerB. most popularC. great popularityD. selling fast4. This offer is _________ your acceptance by E-mail on or before March 15.( B )A. effective ofB. effective forC. effective toD. effectively for5. If you are interested, we will send you a sample lot _________ charge. ( D )A. withB. inC. forD. free of6. The exhibition has _________ to offer that you will find interesting.( C )A. manyB. muchC. moreD. many a7. This price is _________ of your 5% commission.( B )A. includesB. inclusiveC. coveringD. including8._________ your request, we are sending you a catalog and a sample book for your reference.( C )A. AccordingB. AsC. AtD. About9. On orders _________ 1,000 pieces or more we give a special discount of 5%.( B )A. onB. forC. at D of10. _________ the present market trend, we have to say that our price is really the best we can quote.( C )A. WithB. OnC. BecauseD. For1. We assure you that any further orders you may ______ will always be carefully attended to. ( B )A. place usB. place with usC. make usD. make with us2. ______ of our efforts, we have persuaded our clients to accept your offer. ( C )A. Result inB. Result fromC. As a result ofD. With the result in3. We are pleased that we have booked ______ 2000 pcs. bicycles. ( D )A. your orderB. with youC. an order with youD. an order with you4. We suggest that shipment of our order ______ effected in May instead of June. ( D )A. isB. will beC. is to beD. be5. Following your order ______ 400 metric tons of rayon last year, we are pleased to receive your order No. 876 ______ the same quantity. ( A )A. for, ofB. of, ofC. of, withD. of, for6. We are glad to receive your order of yesterday, ______ regret that we are not able to supply the goods you ordered ______ the end of May. ( B )A. and, byB. but, byC. but, forD. and, for Unit Nine Declining an Order (谢绝订货)7. We understand that the goods can be supplied ______ A stock. (A )A. fromB. outC. inD. out from8. The goods are urgently needed, we ______ hope you will deliver them immediately. ( C ) A. in the case B. hence C. therefore D. for9. We place this order______the understanding that the goods will be shipped by April. ( C )A. based onB. withC. onD. through10. Meanwhile we confirm ______ from you the following items. ( C )A. to purchaseB. purchaseC. having purchasedD. to have purchased Unit Nine Declining an Order (谢绝订货)Exercise1. A 4% discount will be granted only ______ your order exceeds US$ 20000. ( C )A. depends onB. for condition thatC. on condition thatD. subject to2. An exporter cannot receive payment until the goods on consignment ______ sometime in the future. ( D )A. have offered for saleB. are quotedC. arrive at destinationD. have been sold3. We have made ______ that we would accept D/A at 60 days’sight for this order. (D )A. clearB. it is clearC. that clearD. it clear4. ______ an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C. (C)A. AtB. InC. OnD. From2. We believe that there is a ready market ______ the goods in your place.( C )A. ofB. aboutC. forD. with3. With a view ______ the market at your end we have offered you our bottom price.( A )A. to promotingB. to promoteC. of promoteD. into promoting4. Our suggestion is that you ______ the similar article _____what you request at a lower price than quoted owing to similarity in function. ( D )A. recommend, asB. replace, byC. take, intoD. substitute, for5. We agree to reduce your price ______ USD 160 per pair FOB Shanghai.( B )A. atB. toC. ofD. for6. We have decided to make a further concession ______ 5% per box in order to help you to increase the business with us. ( A )A. toB. ofC. onD. about7. We regret that our low prices ______ narrow margin of profit. ( A )A. leave us withB. includeC. earnD. give8. We feel regretful that you ask us to allow you a commission ______ 10% on each sale. ( A )A. ofB. toC. onD. /Exercises(课堂练习)Unit 2Establishing Business Relations (建立贸易关系)1. We learn from your letter of May 12 that you are _in__ the market for Chinese Black Tea.2. They have been _in__ the wool trade for quite a number of years.3. _Upon__ receipt of your detailed requirements, we shall be glad to give you our latest quotations.4. Should your price be _in__ line with the prevailing international market rate, we trust large business can be concluded.5. If the price is reasonable, we will place large orders _with__ you.6. We look forward _to__ receiving your favorable reply.7. Having obtained your name and address _from__ the newspaper, we are writing you in the hope of establishing business relations with you.8. We take this opportunity to approach you _for__ the establishment of the trade relations with you.9. We can meet your requirement _for__ Walnut meat.10. We are sending you our latest catalogues _under__ separate cover.1 请报我方100公吨大米的最低价CIF广州，并表明最早交货期。

(1) 建立业务关系 enter into business relations(2) 主要的家具出口商之一 one of the leading furniture exporters(3) 欲购 be in the market for(4) 经营范围 business scope(5) 利用 avail oneself of(6) 商会 Chamber of Commerce(7) 与……做贸易 trade with(8) 在平等互利的基础上 on the basis of equality and mutual benefit(9) 带插图的目录 an illustrated catalogue(10) 中国出口商品交易会 The Chinese Export Commodities FairB. into English(1)Gentlemen执事先生(2)a favorable reply有利的答复(3)specific enquiry具体询盘(4)push the sales of the products推销产品(5)import of chemical products化工产品的进口(6)specialize in专营(7)under separate cover另函(8)at an early date早日(9)fine in quality 质量上乘(10) a state-ownedenterpris一家国有公司(11)We are willing to enter into business relations with your companyon the basis of equality and mutual benefits.我方愿在平等互利的基础上与你公司建立贸易关系(12)We have airmailed you some leaflets about our products. 我们已经将有关产品的宣传单航空邮寄给贵方(13)In order to export our products to Western Europe, we are writingto you to seek cooperation possibilities.为了把我们的产品出口到欧洲，我方致函贵方寻求合作机会(14)We mainly trade in the import and export of various lightindustrial products.我们主要经营各种轻工业产品的进出口业务(15)Our products are good in quality and favorable in price.我公司的产品质量上乘，价格优惠(16)（1）对……感兴趣be interested in(17)（2）从……得知note from(18)（3）首次询盘first enquiry(19)（4）试订单trail order(20)（5）有竞争力的价格competitive price(21)（6）询价单enquiry sheet(22)（7）样本sample books(23)（8）对……有信心have confidence insth(24)（9）大量询盘large inquiry(25)（10）随函附上……请查收Enclosed please find(26) B. into English(27)（1）come to terms成交(28)（2）supply from stock 现货供应(29)（3）price list价目表(30)（4）export license出口许可证(31)（5）commission佣金(32)（6）quantity discount数量折扣(33)（7）selling season销售季节(34)（8）further enquiry进一步询价(35)（9）for your reference供你方参考(36)（10）regular demand常年需求(37)Your enquiry of September 10 has received our attention, and thankyou for your interest in our digital panel instrument.贵方9月10日询盘函已收悉并引起我方重视，感谢贵方有兴趣购买我公司的数字仪器仪表(38)Our handcrafts have enjoyed general popularity in the Europeanmarket. 我们的工艺品在欧洲市场深受欢迎(39)Could you quote us your keenest price CFR Hamburg for 50 metrictons of canned asparagus?能否报给我方50公吨罐装芦笋成本加运费汉堡最低价(40)It would be difficult for us to push successfully the sales of yourproducts unless your quotation is attractive.要想成功地推销你方产品，你方报价须具有吸引力，否则将有困难(41)We should appreciate your sending us your catalogue , full detailsof your price and the terms of payment.如蒙寄来你公司的产品目录、价格及支付方式等详细资料，我方将不胜感激(1)就……向某人报盘make sb an offer for sth(2)回样/对等样品counter sample(3)考虑还盘entertain a counter offer(4)正式报价/报盘official offer(5)形式发票proforma invoice(6)大路货F.A.Q(7)虚盘a non-firm offer(8)导致result in(9)发盘的有效期限duration of an offer(10)最后确认final confirmationB. into English(1)Offeree接盘人(2)as requested 根据要求(3)firm offer实盘(4)captioned goods标题货物(5)without delay立即(6)according to按照(7)the lowest/keenest price最低价(8)decline an offer婉拒发盘(9)preferential offer优先发盘(10)wild speculation漫天要价(11)We thank you for your inquiry of May 9 and are sending you, byseparate post, samples of leather shoes together with our price list.感谢你方5月9日询盘，现另邮寄上皮鞋样品及价目表(12)(2) It is only in view of our long and friendly business relationsthat we offer you this special discount.只是鉴于我们之间长期友好的业务关系才给你方这一特别折扣(13)(3) We are sorry to inform you that air conditioners are out ofstock.非常遗憾告知贵方，目前空调已经没有货了(14)(4) Our offer is subject to the goods being unsold.我方报盘以货物未经出售为准(15)(5) We can make you an offer for sports suits in different sizesat the most attractive price.我们能以具有吸引力的价格向你方报各种规格的运动服(1)降价2%make a reduction of 2%(2)还盘counter-suggestion(3)由……承担be borne by(4)净利润net profit(5)现行市场价格the prevailing market price(6)非常遗憾much to one’s regret(7)批发价wholesale price(8)促进step up(9)占压资金tie-up of funds(10)我们至多所能做的the best we can doB. into English(1)usual terms惯例(2)cancel the order撤销订单(3)make an exception破例(4)be on the high side价格偏高(5)to meet each other half way折中处理(6)interest rate利率(7)to meet one’s requirements满足需求(8)at one’s level按、、、价格(9)to measure up to...达到。

外贸英语函电复习资料1、general merchandise杂货2、trade terms贸易条款、条件（常用复数）3、under separate cover 另函附上4、for your reference 以供参考5、receive our immediate attention 得到立即处理6、our mutual benefit 相互利益7、in duplaicate一式两份（duplicate副本、复制品）triplicate三份、quadruplicate四份、quintuplicate五份、sextuplicate六份8、terms of payment 付款方式9、firm offer实盘、不能撤销的发价10、an inquiry sheet 一份询价单11、most favorable prices最优惠的价格12、place large orders 大量订购13、delivery date 交货期14、specific inquiry 具体询价15、subject to our final confirmation 以我方最后确认为准16、attractive price 具有吸引力的价格17、international market price 国际市场价18、retail price零售价19、wholesale price 批发价20、net operating income营业净收入21、longstanding business relations 长期的业务关系22、out of line 不一致23、purchase the goods elsewhere 到他处订货24、accept your quotation 接受你方报价25、purchase order购货订单26、in your favor 以你方为抬头27、prompt shipment 迅速装船28、shipping marks运输标志，俗称唛头29、certificate of origin原产地证明书30、gross weight 毛重，即商品本身的重量加包装的重量31、trial order初试订货32、effect delivery发运33、up to our expectation 合乎我方要求34、ready for delivery（货已备妥）待发35、shipping advice 装运通知，装船通知36、documents against payment 付款交单37、arrange shipment 安排装运38、not correspond to不符合39、a special accommodation 特殊照顾40、partial shipment 分装41、transshipment转船42、suitable for ocean transportation适合于海运43、take into account 珍惜44、opening the L/C 开立信用证45、extension of L/C 信用证延期46、shipping document = export document 运输单据47、packing list 装箱单48、advance shipment 提前转运49、at our option 由我方决定50、in one lot 一批51、heavy commitment 承约过多52、direct steamer 直轮53、the delayed delivery延期交货54、the brisk demand 旺盛的需求55、against all risks 综合险56、all risks 一切险57、policy rates for 保险费率58、meet our expectations 符合我方期望59、onboard bill of lading 已装船提单60、reserve the right to 保留…的权利61、claim damages 赔偿损失62、average quality 大路货63、inferior merchandise 次品64、cancellation of contract 取消契约65、sales agent 销售代理人66、purchasing agent 采购代理人67、sole (exclusive) agent 独家代理人68、general agent 总代理人69、volume of business = trade volume贸易量70、sales territoty 销售地区71、based on your turnover 以你营业额为基准72、a trial period 试用期73、obtain our permission 征得我方同意74、reimburse the expenses补偿…的费用75、under consideration考虑之中76、promote the sales推销Sentence：1、This corporation specializes in importing and exporting electronic products and wishes toenter into business relations with you.我公司经营电子产品的进出口业务，希望与贵方建立商业关系。

1.我们接受客户来样,来图及按客户规格和包装要求供货的订单.We accept orders against customers’samples2.我们将很感激你们在这一方面提供给我方的任何信息.3.为了给你们提供更多有关我公司的信息,我们随函附上我们最新的小册子供你们参考.4.我们无与伦比的质量使我们得以收取比我们的竞争者更高的价格.5.如果你已经将所有因素考虑进去,你可能发现我们的报价比你们从其他地方得到的价格要低.6.也许你们还没有注意到我们经营的其他产品,我们另外航空邮寄给你方我们最新的目录供你们考虑.7.如果这个购买合同的执行令人满意,那么将来经常会有订单.8.鉴于我们之间的友好合作,我们准备接受60天远期付款交单的支付条件.9.对这批玩具,我们想用硬纸板箱包装.10.对于按CIF价成交的货物,由我方按发药金额的110%投保一切险.11.我们希望早日收到你方的具体询价单.12.如果能让我们知道他们的财务状况是否相当好,那么我们会很高兴的.13.我们随函附上每件货物的照片和规格,相信你们能按照我方要求生产,并报出最优惠的价格.14.只有在原材料当前价格不变时我们的报价才有效.15.另外,我们想再一次强调我们通常的支付方式是付款交单,30天远期,这是我们与国外供应商交往的惯例.16.我们希望你们会对这批货物满意,并且期待着不久的将来能收到更多的订单.17.一张保兑的不可撤销的凭即期汇票可兑付的信用证应立即开出.18.请务必尽早开立信用证,以便我们能够在规定的时限内安排装运.19.这种又轻又结实的箱子能节约舱位,并且便于储存和分拨货物.20.最后我们想通知你方,由于一项新的政府规定,这批货物必须在6月6日之前运出.21、我们借此机会告诉你方我们希望把业务扩展到非洲市场。

22、我们希望早日收到你方的具体询单价。

23、该公司是各种商品的进出口商，主要贸易对象是印度和巴基斯坦。

24、如果能让我们知道他们的财务状况是否相当好，那么我们会很高兴的。

函电综合复习一．短语和术语1.sell well 畅销2.V AT 增值税3.with keen interest 殷切地4.general manger 总经理5.in advance 提前6.inside name and address 封内姓名和地址7.free distribution 分销8.总公司head office9.有限公司corporation limited(Corp.Ltd.)10.中国出口商品交易会Chinese Export Commodities Fair11.大进口商 a leading importer business12.商品合同commodity contract13.查询direct inquiries to14.中国银行Bank of China15.采购部purchase department16.商务活动business activites17.第一商业银行the First Commercial Bank18.a most reliable importer 最可靠的进口商19.be obliged for sth. 感激……20.cash register 收款机21.line of business 经营范围22.handle business machines 经营商业机器23.随函附寄enclose herewith24.借此机会take this opportunity25.一俟收到upon receiptof26.经营deal in27.商务经验business experience28.极佳的声誉an excellent reputation （good standing）29.应您的要求as your request30.查询refer to31.通过回信by return mail32.owe…to…归功于33.with full details 详细地34.in the near future 在不久的将来35.be obliged for your introduction 感谢您的介绍36.Bank of China 中国银行37.Cash Register 收款机38.be experienced in 在……有经验39.start business relations 开启业务关系40.be of interest to sb.41.objective information 客观信息ply with 顺从43.subject to 以……为准44.irrevocable & confirmed L/C 不可撤销保兑信用证45.a large demand for46.take into consideration47.proforma invoice 形式发票48.make an enquiry49.main business 主要业务50.result in 导致，结果51.purchase division52.报盘53.联系某人54.长期合作伙伴55.详细资料56.关于此事57.按照您的要求58.按惯例59.下订单60.有前景的市场61.另封寄上62.二．选择填空1．We plan to introduce your new products our market.A fromB intoC atD with2.In this case, we prefer the goods in small bags.A packB packedC packingD to pack3.None of the buyers interested in you computers.A isB areC is toD were4.We sell the shoes US dollars instead of Pound Sterling.A withB ofC inD at5.Which is more difficult, import business or export business?A doB doingC madeD making6.We look forward to your early reply.A hearB receiveC acceptingD receiving7. We wish to establish business with you.A relationB relationshipC relativesD relations8. We are obliged to you your full cooperation.A toB forC ofD with9.We regret such a mistake.A makeB madeC having madeD being made10.The shop paper and stationery.A buysB appreciatesC handlesD contacts11 We anticipate your _________us some samplesA.sendB. sendingC. sentD./12.For more information, please ________Industry & Commerce Bank of China.A./B. contactC. contactedD. to contact13. We owe your name to the First Commercial Bank your end.A.atB. byC. inD. on14. We shall see what items are interest to us.A.ofB. toC. forD. with15. We shall send you separate cover our latest catalogue and pricelist.A.OnB. underC. withD. in16. Your early reply would be much .A.appreciateB. appreciatingC. appreciatedD.appreciation17. Thank you for your letter and your interest our products.A.forB. toC. withD. in18. Mr. Anderson will arrive here at 12:00. We should him at the airport.A.receiveB. meetC. acceptD. meeting19. We understand that you are well experienced in the export of engineering equipment service.A.ofB. inC. withD. for20. We owe your name and address Paul Yana, manager of the Newman Co., Ltd in the US.For B. to C. with D. at21.We in canned food, wild vegetables and milk products.A.specialB.speciallyC.specializeD.specialized22.A customer of ours who is interested in your native produce (土产品) has us an enquiry 1000 kg of mushroom.A. made, forB. given, withC. faxed, ofD. sent, to23.We__C___ know the minimum export quantity per color and per design.A. should likeB. had better toC. would like toD. shall wish24.We are very much___C___ in your bamboo products____ the recent Guangzhou Trade Fair. Please send us details of your export terms.A. interesting, ofB. interest, inC. interested, atD. interests, on25.We would like to have __ B__information about your business application software advertised_____ the September 26’s newspaper Business Week.A. farthest, ofB. further, inC. farther, aboutD. furthest, on26.If the price is__A_____ us, we would sign a long-term contract with you.A. acceptable toB. received byC. reached toD. accept by you27.We___D___ this_____ a good start for long-term friendship.A. wish, isB. hope, isC. wish, mustD. hope, will be28.We shall____C____ it if you_______ us the prices for footballs on the CIF France basis.A. be glad, make quotationB. be pleased, have quotationC, appreciate, quote D. be appreciated, quote29.If your___C___ prices are offered, we are interested_______a large order for your electric cookers.A. are reasonable, placeB. competitive, placingC. workable, to bookD. are best, in book30.We are looking_____A__ your_______ .A. forward to, immediate replyB. to forward, early replyC. to forward, prompt replyD. forward to, reply favorable三．英汉互译1.收到你方2002年5月16日函，谢谢。

商务英语函电复习资料一．英译汉1.Pleasefurnish us with your samples of Rayon Handkerchiefs closest i n designs and qualitytothose we enclose here.请提供在花样和质量上与随函所附样品最近似的人造丝手帕样品。

2.In order to giveyou someidea of variousqualitiesof Handicrafts we carry,we have pleasurein sendingyou by one catalogueand a fewsamples for your perusal.为了使贵公司对我们所经营的各种手工艺品质量有所了解，现寄去目录一份，及几份样品供参阅。

3.We have extensive salesnetwork for this line of goods,we are confident that wecansellyourproducts at thelowest prices.我方对该货物拥有广阔的销售网，确信能以最低价卖给贵方。

4.We have excellent connectionsin the trade and are fully experienced with theimport business for thetypeof product.我方在贸易界有着极好的关系，并且对该类产品有丰富的进口经验。

5.In recentyearsthe company hasexperienced a serious difficultyin financeand delayedin executingtheir normal payment.We would suggestyou to pay more attention to the businesswith them. However,this is just our personal opinionand we wishyou to make further information.近年来该公司因经历几次财务困境而拖欠正常付款。

作文:支付(第一段) 装运（第二段）投保（第三段）英译汉seaworthy 适航性第六章：1.to cover our shipment, we request you to establish a commercial letter of credit in our favorfor the contracted amount through a Japanese bank.为了支付我方贷款，我们请求贵方通过一家日本银行开立以我方为受益人的相当于合同金额的商业信用证。

2.Inasmuch as the amount involved is rather small, we agree to draw on you by ourdocumentary draft at sight on collection basis, but this should not be regarded as a precedent.由于涉及的金额很小，我们同意按托收的办法向对方开即期跟单汇票，但只此一次下不为例。

3.We are sorry that we could not ship the goods by a may vessel only because of the delay ofyour L/C。

Please open the said L/C at once.我们感到遗憾由于贵方的信用证延误我方货物不能装在五月份船上，请速开上述信用证。

4.Enclosed we hand you a statement of account to date , showing a balance of $35,000 in ourfavor, which we trust will be found in order.随函附上清单一份,贵公司欠我方35000美元，请查收。

5.The financial difficulties from which we are suffering at present are the cause of our inabilityof meeting your draft at maturity.我方目前遭受财务困难，导致贵方到期时不能承兑汇票。

考试项目：一、英文术语考查（15分）二、简答题（30分）三、翻译英文信件（15分）四、商贸写作（40分）复习题：I. Translate the following terms of business letter.1. 报价2. 实盘3. 递盘4. 试订单5. 现金预付6. 电汇7. 付款交单 8. 赊账9. 不可撤消信用证 10. 有效期11. 集装箱 12. 班轮13. 托运人 14. 清洁提单15. 分批装运 16. 虚盘17. 续订单 18.货款预付19. 承兑交单 20。

寄售.21. 保兑信用证 22. 可转让信用证 23. 延期24. 托盘25. 不定期船 26. 承运人27. 不清洁提单 28. 分期装运II. Answer the following questions.1. What is an enquiry?2. What is an order?3. Please describe the definition of B/L4. What is a shipping advice?5. Please describe the process of payment of L/C.6. What is a quotation?7. What is a packing list?III. Translate the Following business letter.Dear SirRe: Invoice No: SA568 L/C No. LKGR23589We hereby inform you that the goods under the above-mentioned credit have been shipped. The details of the shipment are as stated below.Name of Commodity: Men’s ShirtsQuantity: 260 CartonsAmount: USD56, 522.20Ocean Vessel: East Wind V. 5689SABill of Lading No.: COSCO1352E.T.D.: On or about August 29, 2007Part of Loading: ShanghaiPort of Destination: New YorkPlease arrange insurance on the shipment.Sincerely yoursZhongshan Import and Export CorporationIV. Write business letters1. Please write a reply to the following business letter about enquiry.（20’）Dear Sir or MadamWe learn from the commercial Counselor of Our Embassy in your country that you manufacture and export a variety of handicraft article. We are the leading dealer in art craft products in San Francisco where Chinese hand-made art and craft items are especially popular. As there is a high demand of high quality brocade handbags recently and we are in short of stock, we would like you to send us as soon as possible the following items:1. Two illustrated catalogues of your rectangle-shaped small-sized (less than 0.3m *0.2m) brocade handbags;2. Samples of the above mentioned handbags;3. Prices, terms of payment, the earliest shipment and quantityavailable of the above mentioned handbags;4. Discounts you would allow on purchases of quantities of noless than 500 of individual items.If the products are of the standards we require, we will place a substantial order with you.Your early reply will be very much appreciated.Yours faithfully2. Please write a reply to the following business letter about enquiry ? Dear Mr. Bao FengPacking of Maoshan TeaWe would refer to our order No. 23398 of 15 September for your Maoshan Tea.Please now dispatch the first part of this order by sea as stated in our S/C No. 90SP-23398. We suggest that the packing of the tea should be in accordance with the following:1. We recommended the usage of international tea boxes, 20 boxeson a pallet, and 10 pallets in an FCL container.2. For the outer packing, please mark our initials MST in a triangle,under which the port of destination and our order number shouldbe stenciled.3. Besides, warning marks including KEEP DRY, USE NO HOOKand TO BE KEPT COLD should also be included.We should be obliged if you would send us by airmail a copy of the packing lists included in container to be sent by sea and also duplicates of the Certification of Origin and the Commercial Invoice. This will enable us to arrange speedy passage through Custom upon arrival of the consignment.Sincerely yours。

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

•have many years' experience in this particular line of business 在这个行业有多年经验•located at...地处于.....•have extensive connections with ...in the cities and towns 和许多城镇的 ... 有广泛的业务联系•we need a regular supply of... for ... 我们需要正常的..... 供应，以便...•up to now 至今•of late 最近•There have been frequent fluctuations of price and an unreliability in supply 价格频繁波动，供给得不到保证。

•We take tha liberty of writing to you with a view to establishing business relations with you. 我们冒昧写信给您,希望能与您建立业务关系。

•make us an offer for sth.向我们提供....•trade terms and conditions 贸易条款•in large quantities 大量•later on 稍后•As to our financial standing, we refer you to ... who, we feel sure, will be glad to furnish your with any information you require.至于我们的财务状况，你方可向咨询，我们相信，他们会乐意提供给你们所需的资料。

•in case 如果•business status 业务状况•We shall be only too glad to answer your inquiries at any time.我们将十分乐于随时给予答复你方的询问。

一、信函结构1.信头letter head2.日期date3.参考编号reference No.4.封内地址inside address5.经办人姓名attention6.称呼salutation7.标题subject8.结束礼词complimentary close9.签名signature二．英译中business line 业务范围Enclosed is (are) our .. /We enclose our .. 随函附寄.......a (wide/full) range of 广泛的/全面的)范围at your end/in your place(area, district) 在你处（地）date of delivery交货期special discount特殊的折如up-to-date price list 最新价目表available from stock 供现货place a trial order with sb. 向某人试订货（试销）in two originals 原件两份terms and conditions 条款和条件（交易条件，合同条款）book an order 接受订单Sales Confirmation 销售确认书Counter-signature 会签Quadruplicate 一式四份cash against shipping documents 凭单付款D/P at sight 即期付款交单Extension of L/C 信用证的延期packing instruction 包装指示export carton 出口用纸板箱waterproof 防水（的）sales packing 销售包装green package 绿色/环保包装neutral packing 中性包装shipping mark 运输标志warning mark 警告标志port of destination 目的港few and far between 稀少forwarding agent 货运代理a full set of shipping documents 一整套运输单据shipping instruction 装运须知shipping advice 装运通知partial shipment 分批运输booking shipping space 预订船舱Survey report 检验报告On the strength of 凭借Inspection charges 检验费三．中译英（连线）(仅)供参考for one’s reference (only)按照约定as arranged现价current price修改后的订单amended order销售合同Sales contract一式两份in duplicate承兑交单D/A远期付款交单D/P after sight木箱wooden case指示标志indicative mark装船通知shipping advice启运港port of loading卸货港port of discharge...转船transship at. ..已装船清洁海运提单 a clean on board bill of lading班轮scheduled steamer船运公司shipping company已装船on board平安险FPA一切险AR一般附加险general additional risk特殊附加险special additional risk短装short delivery短重short weight四．介词填空Dear Sirs,We confirm having received your inquiry of August 20 for our gold pens CIF London. Complying with your request, we are making you a firm offer as follows:Commodity: Seagull Brand Gold PensSpecification: As per attached listQuantity: 1,000 dozenPacking:In cartons of 100 dozen eachPrice:At 24 per dozen CIFC 5% LondonShipment: During October/ November, 2014.Payment:. By confirmed, irrevocable L/C.This offer is firm, subject to your reply reaching us before September 1.Please note that we have offered you our most favorable price and thus we are unable to entertain any counteroffer.We are hoping that you will accept our offer as soon as possible.Yours faithfully,Dear Sirs,Thank you for your letter of September 15th , 2014, and the inquiry enclosed for our White Rabbit pajamas.At your request, we are making you a firm offer for 20,000 dozen women' S pajamas at USD 48.5per dz. CFRC 5% Lagos for shipment in March,2014. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. This offer is firm subject to your reply reaching us within one week. The relevant sample and catalog have been sent by separate mail.Please note all the prices quoted are bottom prices and no counter- offer will be accepted. If you agree to the above, please make confirmation as soon as possible so as to enable us to make the necessary arrangements.We are looking forward to your early reply.Yours sincerely,Dear Sir or Madam:We wish to refer(1) to the recent exchange of faxes and are pleased to confirm having concluded (2) with you a transaction of 30 metric tons (3) of groundnut kernels. Enclosed is our sales contract No.345 (4) in duplicate which we request that you please countersign and return one copy to us(5) for our file. We trust you will open the relative L/C at an early date.As regards your requirement for Green Beans, we are working on this issue and will manage to let you have an offer some time next week.Yours sincerely，Dear Sirs,We are pleased to have booked (1) with you an order (2) for 300 metric tons of Groundnut Oil. Our order sheet is enclosed and the relative credit will be opened within the next few days.Our buyers have agreed to allow partial shipments. (3) for this order, which will enable you to make shipment (4) within the three months from April to June. We would appreciate it very much if you could try to make shipment in 3 monthly equal lots.It might interest you to know that all our buyers are among the leading dealers (5) of edible oils in this district. It is very likely that they might duplicate their order before the month is out.Your close cooperation will be highly appreciated.Sincerely yours,五．短文填空Dear Sir or Madam:Thank you for your(1)Offer of February20th ,2014and the Teddy Bear sample you kindly sent us.In reply,we(2)regret to say that we cannot accept your offer at your(3)price You may be aware t hat some products of Indian origin have been(4)sold here at a(5)Level about10%lower than you rs.We do think that the quality of your products is better,but the(6)difference in price should n ot be so big.Meanwhile,the current market is also weak.To conclude this(7)transaction we mak e a(8)counter-offer as follows:Teddy Bears as the(9)sample sent to us on February20,2014,US $8per piece CIF London,other terms and conditions as per your letter of February20th ，2014.We await your early(10)acceptance.Yours faithfully,Dear Sirs,We (1) refer to our order No.12 for TV sets, which you are going to use cardboard(2) boxes to pack.We are afraid that cardboard boxes are not (3)Strong enough for transportation by(4)ship, so we propose that the consignment be sent by (5)Container service.What's more, soft packing stuffing material(柔软的填充物) should be used all (6)around the machines, not just under and over. This kind of packing does not(7)cost more, and it can effectively (8)prevent the goods from being damaged by(9)rough handling. We believe these precautions are necessarily taken into(10)account .We hope to receive your letter of confirmation soon.Yours faithfully,六．句子翻译We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm.我们是国营公司，经营动物副产品的出口，我们愿与贵公司建立业务关系。

1）贵国驻华大使馆商务参赞处告知，你拟从我国进口车床(lathe)，故特致函你公司，希望能在该项产品方面建立业务关系。

2）我们想请你们代为查询一下伦敦一家商行的财务和信用情况，他们是James Neils & Co.。

他们的银行是香港汇丰银行。

谢谢。

3）我们是世界上最大的丝绸进口商之一。

我们过去一直是从日本进口的，现在我们想到中国市场订购。

4）我们很遗憾不能接受你方的还价。

自从我们报价给你们后，我们已按原报价与其他许多客户成交，故如你方仍有需要，请立即订购。

5）你公司8月10日来函收悉，内附有关第100号订单订购500台缝纫机的销售确认书第90SP-5861号一式两份。

今签退一份请查收。

6）对这次交易，我们例外同意用信用证方式付款，但对以后的交易，我们要求更有利的付款条件，也就是付款交单。

7）今收到你公司对第------号销售确认书开来的第------号信用证，但发现少开500美元。

请与上述销售确认书核对并希及早修改。

8）我们报的是CFR价格，因此，货物将由你方保险，但我们在货物装运后，将立即通知你们有关的装运情况。

9）如果指定我们做你们在巴基斯坦的代理，我们将集中精力，努力推销你们的商品。

这对我们双方都是有利的。

10)在收到你方具体询价时，我将立即寄上报价单及样品1）为了使你们对我们可供出口的各类纺织品有一个总的概念，随函寄上样本和价格单各一份，供你们查阅。

2）我们已收到日本一客户的询价，他需要1公吨的标题糖。

3）按照你们的要求，我们报50公吨大豆的实盘如下，以自本日起一周之内你方复到为准。

4）如果你公司能将9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价。

5）我们今天已由伦敦的中国银行开出了一张以你方为抬头人的信用证，计500万美元。

6）瑞典一进口商要求我们按承兑交单方式运去一批试销商品。

7）为了避免随后修改信用证，务请注意下列事项。

8）关于第345号合约项下的300架缝纫机，我们将自行办理保险。

1.Explain7Cs principles in writing business letter.-Clarity is the most important characteristic of good business writing.It means conveying your message to the recipient without being misunderstood.-Considerateness means sharing your reader’s point of view and keeping your reader’s needs in mind.Considerateness mainly lies in“you-attitude”.-Courtesy is more than politeness.A good business letter should be positive,friendly, sincere and tactful.Subjunctive mood is often used to give a polite request.-Completeness implies sending complete information to the recipient.-Conciseness is to make your point brief and clear.The message you convey is as short as possible while being complete.-Concreteness is to make the message specific,definite and vivid.It is important especially when we write contracts,agreements,notices,advertisements and business letters like inquiries and offers.-Correctness refers not only to correct usage of grammar,punctuation and spelling, but also to standard language,proper statement,accurate figures and the correct understanding of commercial jargons.2.What are the main channels for a new firm to establish business relation?1)Internet2)Attendance at trade fairs and exhibitions held at home and abroad(are traditional but the most constantly used channels for merchants to approach each other).3)Banks4)Commercial Counselor’s Office5)Chambers of Commerce both at home and abroad6)Trade Directory7)Advertisements8)Mutual visits by trade delegations and groups,etc.3.Give a brief description of negotiation procedure of foreign trade.As we all know,no customers,no business.Therefore,companies must try by allmeans to seek for new connections-First,establishing business relations is required,which may involve writing self-introduction letter that includes the firm’s basic information,advantages,business scope,etc.-Second,it comes to inquires that fall into two categories:business inquires and status inquires.-Third,it will be offers and counter-offers.An offer is a proposal by sellers to buyers in order to enter into a contract.A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree.-Finally,two parties will sign the contract.4.Explain the main terms of payment in international trade and their application.·L/C,collection and remittance are three major modes of payment.1)L/C is a reliable and safe method of payment facilitating trade with unknown buyers and giving protection to both sellers and buyers.The disadvantage of L/C is the cost.L/C is usually used for large sum.2)托收是出口商（债权人）为向国外进口商（债务人）收取货款，开具汇票委托出口地银行通过其在进口地银行的联行或代理行向进口商收款的结算方式。

Unit 2 Establishing Business Relationscatalogue 目录pamphlet 小册子leaflet 散页印刷品specification 规格sample 样品bureau 局commission houses 提取佣金的商行alleviate 减轻flavor 味shipment 装运standing 地位status身份●with reference to your letter of December 2 关于你方12月2日的来信●We are glad to learn that you wish to enter in to trade relations with us. 我们很高兴知道贵公司想与我公司建立业务关系。

●in the line of ... 在……业务（行业）方面●In compliance with your request, we are sending you by air … for your reference. 按照你方要求，我们用航空寄上……，供您参考。

●meet one’s interest 符合某人的兴趣●Please let us have your specific enquiry, and our quotation will be forwarded without delay. 请向我们具体询价，我方将立即寄上报价单。

●in the meantime 同时●furnish sb. with sth. 向某人提供某物●prior to the conclusion of the first transaction 在第一笔生意做成之前●Commercial Counsellor’s Office of the Chinese Embassy in …中国驻……大使馆的商务部●specialize in … 专营●to give you a general idea of our products 使你们对我方产品有个全面的了解●enclose a complete set of … 附上一整套……●be handled by … 由……经营的●upon receipt of your specific enquiries 一旦收到你们的具体询价●on the basis of … 以……为准（基础）●testing and inspection 检验●Necessary certificates in regard to … will be provided. 将提供有关……的证明。

第二题：选词填空：四单元：1. This is to introduce ourselves as one of the leading exporters (n.出口商)of garments (n. [服装] 服装)in China.2. We take the liberty of (冒昧的；擅自)introducing ourselves.3. Through the courtesy of (承蒙介绍)Mr. Hughs, we have your name as a firm (作为一个公司)who is interested in our tapes.(n. 录音带)4. We have seen your advertisement in the Textile Journal(纺织品杂志)and should be glad you would send us by return patterns (n. 模式)and prices of good and medium (中等的)quality cotton available from stock.(仓库中有现货)5. Several of my customers have recently expressed interest in your waterproof (仓库中有现货)garments (外衣服装)and enquired about their quality. We should be glad if you could send us samples and quotations.(样品和报价)6. In reply to (为答复…)your letter of 8 July, we are sending you separately (分别地；分离地)ourillustrated catalogue (图解目录)and latest price list (最新价目表)for Chinese sundry (n. 杂货)goods.7. As for the samples(至于样本), we shall be pleased to send you on request.(n. 请求；需要)8. Your early reply would be appreciated.(vt. 欣赏；感激)9. We enclose (围绕；装入)a price list (价目表)for our export items.10. We shall ship the goods upon receipt of your L/C. 五单元：1. Please let us know if you can supply us with 200 cases (箱)of Luncheon Meat (午餐肉)for prompt shipment.(即期装船)2. We have sent an enquiry (询盘)to your Shanghai Branch (上海分行)for the supply of 10 metric tons of Frozen Rabbit Meat.(冻兔肉)3. We are interested in the captioned (adj. 标题下的)goods, and shall be obliged (感激的)if you will send us quotations (报价价目)on C.I.F. Liverpool basis, including 3% commission (佣金)for us.4. When airmailing (n. 航空邮件)the samples(n. 样品), please indicate (vt. 表明；指出)the reference number (参考号)of this letter on the package.5. We require the goods to be packed in gunny bags (n. 麻布袋)of about 50 kilos net each.6. If the following items are available in your current stock(当前库存), please quote （报价）your lowest price with full details （详细细节）of specifications （n. 规格）and origin.（起源；来源）7. We wish to refer to our quotation （报价单）Sheet No.kv234 dated March 14 for walnutmeat .(胡桃肉) 8. Your early reply will enable (vt. 使能够)us to arrange (vi. 安排)supply from stock.9. We hope to conclude the business (成交)to our mutual benefit.(互惠互利)10. We assure you of our readiness (准备就绪；愿意)toserve you in this and all future business.七单元：1. Your price is found to be on the high side.(偏高)2. We shall try our best to satisfy (令人满意)your requirements.3. Please keep our posted of the demand and supply position (供货情况)on your market.4. I’m glad we’ve come to business(成交) on price.5. There is no possibility (可能性)of doing businessat this price.6. If your order is large enough, we be 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(n. 提议，建议) for May shipment.9. Considering the quality, I should say the price is reasonable. (合理的)10. No doubt yours is of a high quality(高质量), but still, there is keen competition (剧烈竞争)in the market.九单元：1. We assure (vt. 保证；担保)you that due care (应有关注)will be given to the packing of these goods.2. We enclose our Sales Confirmation (附上我方销售确认书)No. km-9432 in duplicate(一式两份), one copy of which is to be completed (adj. 完整的；完全的)with your signature (签名署名)and returned to us for our records.3. Since our prices are quoted （报价）on the basis of C&FC3%, it is understood that insurance has to be effected by yourselves. But we shall be glad to effectinsurance for your account （您的帐号）at your request.（n.请求；需要）4. Please note that our packing has been greatly improved with the result that our recent shipments have turned out to the satisfaction （n.满意，满足）of our clients.（n.顾客）5. We are glad to attach hereto （附去）our Proforma Invoice （形式发票）No. PI- 9435 in duplicate（n. 副本；复制品） for your application （n. 应用；申请）for an import license（[贸易] 进口许可证）.6. Although your counter-offer（还盘）is below the current（当前的） market level（n. 水平；标准）, we exceptionally（例外地特别地） accept your order, with a view to（为了目的在于） encouraging （v. 鼓励，支持）business.7. As there is an upward（向上的；上升的） tendency （n. 倾向，趋势） in the price of dried chillis（干辣椒辣椒干）, we hope that you will place an order with （订购）us as soon as possible.8. With reference to （关于）our Proforma Invoice （形式发票）No. 9456 covering 1 000 pcs. “Diamond” brand （n. 商标，牌子）Electric Desk （电动办公桌）Fans, we have not received any news from you so far(到目前为止).9. We are confident that your efforts (n. 努力)will result in fruitful (富有成效的；多产的) business.10. The manager himself will attend to (注意；照料)this matter (物质事情)and have a talk with a view(n. 观察；视野) to settling it amicably.(友好地解决它)11. We look forward to receiving (n. 接受)your faxorder (传真订单)at an early date.(早期)12. We hope that you will take good note of (好好注意的)the design (n. 设计；图案)of your canned meat (肉罐头)containers(n. 容器；集装箱), lest (唯恐，以免)they should not be accepted by the consumers at our end.(在我方)1. The packages should be marked with (标有)the lot number (批号的)as given in the order sheet.2. The goods must be packed in 5-ply (5层)strong paper bags as stipulated (规定的)in the contract.3. We agree to packing in cartons(纸箱), provided (倘若假如)the flaps are glued down (盒盖能粘牢)and thecartons secured by metal bands.(纸箱用金属带绑)4. Please make the shipment as soon as our L/C is on hand.（信用证一到手就请立即装运）5. We assure you of our close cooperation.（我们保证与你方通力合作）6. Normally, they have three types of packing（通常,他们有三种类型的包装）: skin packing, hanging packing, and blister packing.（薄膜包装。