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《外贸英语函电》（第二版）习题答案详细版第2部分目录Chapter 9 key to exercises (1)Chapter 10 key to exercises (5)Chapter 11 key to exercises (9)Chapter 12 key to exercises (14)Chapter 13 key to exercises (18)Chapter 14 key to exercises (23)Chapter 15 key to exercises (27)Chapter 16 Cross-border E-commerce (30)Chapter 9key to exercises1. Translate the following terms.（1）售货确认书（2）售货合同（3）会签（4）一式两份（5）支付条款（6）船唛（7）溢短装（8）存档2. Choose the best answer to complete each of the followingsentences.（1）B（2）D（3）C（4）B（5）A（6）B（7）C（8）A（9）C （10）B（11）B（12）A（13）B（14）C（15）A（16）C（17）B（18）C （19）B（20）C3. Take the correct order on the following sentences.（1）The shipment remains valid until the 10th day after shipment. （2）We will fulfill all the contract stipulations.（3）We will give you a 3% discount as an exception to our usual practice.（4）Commission is usually given as a percentage of the total value of a transaction.（5）To open an L/C will add to the cost of our imports.（6）The time draft will be sent to you for your acceptance within a couple of days.（7）We want the goods on our market at the earliest possible date. （8）The difference is calculated according to the contracted price at a later time.（9）We think all the terms should meet with comment agreement. （10）It is very difficult for us to get the goods in large quantity as well as make prompt shipment4. Fill in the blanks of the letter.Captioned, ready, approaching, covering, within, subsequent, to, attention, basis, due5.Fill in the Sales Confirmation for the transaction stated in the following letter.6.Situational writing:Chapter 10 key to exercises1. Translate the following terms.（6）信汇电汇票汇（7）不可撤销的信用证（8）付款交单承兑交单（9）即期汇票（10）冻结资金（占压资金）（11）支付条件（12）开具汇票（13）原来的支付条件2. Choose the best answer to complete each of the following sentences.C A A B B AD A B A C D A D B B B C B A3. Translate the following sentences.1.As for terms of payment, we require irrevocable L/C payment by draftat sight.2.We have opened an L/C in your favor with Bank of China for theamount of USD326, 000.3.As agreed, the terms of payment for the above orders are letter ofcredit of 60 days’ sight or D/P sight draft.4.Your irrevocable L/C has been duly received, the shipment can bearranged next Tuesdays.5.Today we informed our bank to send you all the amount by Y/T.6.We accept your proposition of changing the terms of payment, and afax has been sent for the confirmation.7.A letter of credit would increase the cost of my import.8.When I open a letter of credit, I have to pay a deposit. That will tie upmy money and increase my cost.9.In order to avoid any amendment, please make sure that the L/C is inaccordance with contract terms.10.Please arrange shipment on receipt of the covering L/C.4. Translate the following sentences.(1)装船日期临近，请及时开立相关信用证。
Part Two业务信函Chapter 1 资信调查函1. Consulting Letter 咨询函写作案例详解Dear Sir or Madam,The under-mentioned firm has recently asked if they could represent us in the marketing of our products in the United States as our sole agent:Delta Company, Ltd1258 Huston AvenueNew York,NY10051It will be greatly appreciated if you could provide us some information about the financial and business standing of the above firm. Any information you give will be treated in strict confidence.Look forward to your early reply.Sincerely yours,Thomas2. Survey the New Opener from the Bark 向银行查询新客户资信情况写作案例详解Dear Sir or Madam,We have received an order for US＄80,000 worth of goods from Delta ,1258 Huston Avenue, New York, who has given your bank for reference. Could you please tell us if they are good for this amount? Are they trustworthy and reliable? We shall be most grateful for any information you give.Any advice you give us will be kept strictly confidential. We are also pleased to perform a similar service for you should the opportunity come.A stamped and addressed envelope has been included for your reply. Thank you in advance.Sincerely yours,Thomas3. 向客户查询信用及经营情况 Inquiring New Customer’s Credit Information from Customers写作案例详解Dear Mr. Smith:We have received an important order from Delta ,1258 Huston Avenue, New York, who has given us your name for reference. We would be much obliged if you could give us some information concerning their business status.Any information you give will be highly appreciated and kept in strict confidence. We shall be pleased to do the same if you should need our services at this end. Yours SincerelyThomas4. 带附表的资信调查函 Credit Survey Letter with Attachment写作案例详解Dear Sir or Madam,We have received a sudden order from the Delta Company,Ltd,1258 Huston Avenue,New York,NY 10051,who gives us your name as a reference. We shall appreciate it if you will spend a couple of minutes informing us of your own experiences with the firm by answering the attached questionnaire and returning it to us in the enclosed envelope.Any information you may give us will be treated as strictly you for your help.Very truly yours,Thomas(Attached Questionnaire)(1) How long have you been in business relations with the firm?year(s) month(s)(2) What credit limit have you placed on their account?USD(3) How promptly are terms met? (choose one of the following)Very promptly Fairly promptly Slowly(4) What amount is currently outstanding?USD5. 资信调查有利回函 Favorable Letter of Credit Information写作案例详解Dear Thomas,In reply to your inquiry of March 16th,the firm you inquired about enjoys the fullest respect and unquestionable confidence in the business world.They have always provided in-time delivery, moderate prices and superior quality. I am sure that if you open an account with them, you will find them most straightforward people. Personally, I should have no hesitation in according them a credit of US dollars. However, this is without obligation on my part.Hope this will help you in making a decision.Sincerely yours,6. 资信调查不利回函 Unfavorable Letter of Credit Information写作案例详解Dear Thomas,We have received your letter of August 8th,concerning the credit standing of Delta in New York. In the past three years, the company has experienced a serious difficulty in finance and delayed in executing their normal payment. It seems to us that the company’s difficulties are due to bad management and in particular to overtrading.Therefore, we would advise you to pay most careful attention to any business relations with them. However, this is our personal opinion and we wish you would make further inquiries on your part.Yours sincerely7. 表明无法提供确切意见而致歉写作案例详解Dear Thomas,We regret our inability to let you know any information concerning the firm in question in your letter of June 6.It is true that we had business with them several years ago,but the amount of business was not so large as to supply any responsible opinion on its business capability and credit standing. Please make further status inquiries from other inquiry agencies.Truly yours8. 请求老客户作为资信证人 Asking for Credit Information from Old Customers写作案例详解Dear Charlie，Thank you for your letter of August 2,telling us that the equipment you bought from us is running well.As you know,in our line of business,clients always shop around and look for references before they order. Would you please use your experience with us as a reference when our future clients call you?Thank you for your kind words in forward to our future cooperation.Best,9. 要求对方提供资信资料 Asking for Credit Information写作案例详解Dear ,Thanks for your order and inquiry on August 1st. Our company has been dealing with electronic equipment for over 20 years. We are confident in offering what you need and providing you the best service.Since it is the first time we contact,we would be highly appreciated if you could supply either the usual trade references,or the name of a bank to which we may refer. We are also glad to provide you the same if needed.We sincerely hope this will be the beginning of a long and pleasant business cooperation. We shall do our best to make it so.Sincerely yours,Thomas10. 同意资信要求 Accepting the Consulting Requirement写作案例详解Dear ThomasThanks for your reply of August your request,we refer you to Falcon Machine Tools Co.,Ltd.,Shanghai and The Chase Bank of New York,who will be pleased to give you the information about our financial standing and creditability of business.If there is any other information we can provide,we would be happy to do so.Sincerely yours,Chapter 2前期准备1. Business Survey业务调查写作案例详解Dear Sirs,We have learned from Smith and Company of Birmingham that you manufacture a range ofhigh-fashion handbags in a variety of leathers.We operate a quality retail business and although our sales volume is not large,we obtain high prices for our goods.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.Yours faithfully,2. Credit Information Letter咨询信写作案例详解Dear :We understand from your information posted on that you are in the market for would like to take this opportunity to introduce our company and products,with the hope that we may work with Bright Ideas Imports in the future.We are a joint venture specializing in the manufacture and export of have enclosed our catalog,which introduces our company in detail and covers the main products we supply at may also visit our online company introduction at H which includes our latest product line.Should any of these items be of interest to you,please let us will be happy to give you a quotation upon receipt of your detailed requirements.We look forward to receiving your enquiries soon.Sincerely,John Roberts3. Wishes for Relation Establishment表达建立业务关系的意愿写作案例详解Dear Thomas Murphy:Thank your for your letter of the 16th of this shall be glad to enter into business relations with your company. In compliance with your request, we are sending you,under separate cover,our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order,please telex or fax us.Yours sincerely,4． Accepting and Declining Business Relation Establishment接受/拒绝建立业务关系写作案例详解Dear ,We were very pleased to receive your letter of March 26 placing a large order with us.Before we can send the goods,we must ask you for the usual references,one from your bank and one from another firm from whom you have bought would be glad if you would let us have the names and addresses as soon as possible so that we may write to references will,of course,be treated as private and confidential.We look forward to hearing from you again soon.Yours sincerelyJoe WilsonChapter 3建立商务关系1. Establishment of Business Relation建立商务关系写作案例详解Dear Sirs,A few days ago we had the opportunity to see a display of your products at the Chengdu International Trade Centre，and we were most impressed with their quality and low prices． We should like to offer you our services as a trading firm，and would mention that we have excellent connections in the trade and are fully experienced with the import business for this type of product．In addition，we operate our own advertising agency，and we can use the latest marketing procedures quite efficently．You can be sure of increasing your turnover considerably if you would allow us to promote sales of your products throughout China．We look forward to hearing from you．Sincerely yours，Liyun Liu2. Resume Relation with Old Customers与过去有贸易往来的公司恢复联系写作案例详解Dear Thomas Moore:We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading successfully in your would like to extend our congratulations and offer our very best wishes for your continued the war in Lebanon,our companies were involved in a large volume of trade in our see from our records that you were among our best long-term very much hope that we can resume our mutually beneficial relationship now that peace has returned to we last traded,our lines have changed beyond they reflect current European taste in fabrics,some of our designs are specifically targeted at the Middle Eastern an initial step,I enclose our illustrated catalogue for your you wish to receive samples for closer inspection,we will be very happy to forward look forward to hearing from you.Yours sincerely,David Parker3. Seek for Business Partners寻求合作伙伴写作案例详解Dear Sirs,Shanghai’s rapidly developing manufacturer of Electric Home Products,“Shun Fa”offers you an ideal business opportunity.Years of research and development have earned our company a foremost position in electrical engineering in the East of vast number of applicable patents have helped stimulate our development program over the past several years.Our main lines of products include:TV,portable computer,MP3,MP4,car radio,car stereo,medical instruments,electronic industrial instruments,etc.For information concerning our financial position,credit standing and trade reputations,please refer to the Bank of China,which we have engaged a business relationship with for several are a medium-sized company but we are growing fast and we would like you to be a fort of our future!Shun Fa Electric Co.,Ltd.22 Zhong Yuan Road,Shanghai,ChinaWang HuiGeneral Manager4. Contact Letters between Importers and Exporters进口商与出口商/出口商与进口商的联络信写作案例详解Dear Sirs,Your firm has been recommended to us by John Morris&Co.,with whom we have done business for many years.We specialize in the exportation of Chinese chemicals and pharmaceuticals,which have enjoyed great popularity in world enclose a copy of our catalogue for your reference and hope that you would contact us if any item is interesting to you.We hope you will give us an early reply.Yours faithfully,John EdisonChapter 4业务接触1. Asking for /Sending Samples or information索取/寄送样品或资料写作案例详解Gentleman:We are glad to note from your letter of the 1st March that you,as exporters of Chinese Cotton Piece Goods,are willing to establish direct business relations with happens to coincide with our desire.At present,we are interested in Printing Shirting and shall be pleased if you will kindly send us by airmail catalogues,sample books,and all necessary information regarding Printed Shirting,so as to acquaint us with the material and workmanship of your supplies.Should your price be found competitive and delivery date acceptable,we intend to place a large order with you.Your early reply will be highly appreciated.Yours faithfully,David Parker2. Acting as Agents担任代理(请求，同意和拒绝)写作案例详解Dear Sirs,Thank you for your letter of 12 April proposing a sole agency for our office examined our long and mutually beneficial collaboration,we would be very pleased to entrust you with the sole agency for Bahrain.From our records,we are pleased to note that you have two service engineers who took training courses at our Milan sole agency will naturally be contingent on your maintaining qualified after sales staff.We have drawn up a draft agreement that is examine the detailed terms and conditions and let us know whether they meet with your approval.On a personal note,I must say that I am delighted that we are probably going to strengthen our have very pleasant memories of my last visit to Bahrain when you entertained me so look forward to reciprocating on your next visit to Milan.Sincerely yours,(Signature)3. Requiring/ Agreeing Trial Sales要求/同意试销写作案例详解Dear Sirs,Some of our customers have recently expressed interest in your“Golden Deer”bicycles andenquired about their quality.Provided quality and price are satisfactory there are prospects of good sales here,but before placing an order we should be pleased if you would send us,on fourteen days' approval,a selection of men’s,women’s and children’s of the items unsold at the end of the period,and which we decide not to keep as stock,would be returned at our expense.Yours faithfully,(signature)Chapter 5价格谈判1. Buyer’s Inquiry买方询盘写作案例详解Dear Sir or MadamWe learned from our common business partner JIAFU your company is one the major exporters of cashmere products in Australia.We are a leading dealer in high-quality textiles in mainland China and are very much interested in importing your goods especially men’s cashmere sweater.We would appreciate your sending us catalogues,sample books or even samples if give us detailed information on CIF Dalian Prices,terms of payment and discount you would allow on purchases of quantities of no less than 10,000 pieces.We hope this will be a good start for a long and profitable business relation.Sincerely yours,Li2. Seller’s Offer买方发盘写作案例详解Dear ,We welcome your inquiry dated June 16th and thank you for your interest in our men’s cashmere sweater.In accordance with the instruction given in your last letter,we hereby enclose our illustrated catalogue and price list giving the details you asked by separate post,we are sending you some are confident that you would be satisfied with the design and quality.In reply to your inquiry,we take pleasure in making you an offer as follows,provided your reply reaches us with 10 days from today:Commodity:Men’s Cashmere SweaterQuantity:10,000 piecesPrice:US＄ 20 net per piece CIF DalianShipment:July 2008Payment:irrevocable L/C at sightOn considering the fact that this is our first transaction and the volume you ordered is not small,we would allow you a discount of 5%.We are expecting your early order.Yours faithfully,Ms Judy Jordan3. Buyer’s Counter Offer买方还盘写作案例详解Dear Ms Judy Jordan,We are in receipt of both your offer of June 19 and the catalogue and samples.While appreciating the special design and good quality of your products,we find your price is rather too high for Chinese have to point out that Japan-made men’s cashmere sweater of this quality are available in our market,all of them are at prices about 15% below yours. Such being the case,we have to ask you to consider if you can make reduction in your price,say 15%.As we are ready to purchase many other cashmere products later this year,you may think it worth while to make a concession for a potential big client.We are anticipating your early reply.Sincerely yours,Li4. Accepting the Offer接受发盘写作案例详解Dear Ms Judy Jordan,Thank you very much for your quotation for your men’s cashmere sweater along with the catalogue and samples.We found both the design and quality of your products meet our requirement and the prices you quoted are also note that you will allow us a discount of 5% on an order of no less than 10,000 therefore take pleasure of placing you the order as follows,which we commend to your immediate and best attention:Quantity Specification Catalogue No Prices10,000 pieces men’s cashmere sweaters XL M10 US＄ 20 eachPlease note that as these goods are urgently required in our market,we should be obliged ifyou could dispatch the goods as soon as this first order proves satisfactory,we shall be happy to place further orders with you.Sincerely yours,Li5. Declining the Offer拒绝发盘写作案例详解Dear Ms Judy Jordan,We acknowledge receipt of both your offer dated June 19 and the mailed catalogue and samples. In reply,we regret to inform you that our clients find your price much too indicates that the said articles of similar quality made in other countries have been sold here at a level about 20% lower than that of yours.We do not deny that the design of your products is slightly better,but the difference in price should in no case be so ,we have to order these articles from other companies if you are not able to reduce your price to US＄ 15 each piece.Hope to have better opportunities to cooperate with your company.Sincerely yours,Li6. Accepting the Counter Offer接受还盘写作案例详解Dear Li,We want to say how pleased we were to receive your counter offer of June note that it was in view of our long term business relationship that we made you such a favorable offer.We confirm supply of 10,000 pieces of men’s cashmere sweaters at the prices stated in your letter and will allow a 5% special discount on your order of 10,000 pieces or Sales Confirmation in two originals were airmailed to sign and return one copy of them for our file.It is understood that a letter of credit in our favor covering the said articles should be opened may rest assured that we will effect shipment without delay on receipt of your letter of credit.We appreciate your cooperation and look forward to receiving from you further orders. Sincerely yours,Ms Judy Jordan7. Declining the Counter Offer拒绝还盘写作案例详解Dear Li,Thank you very much for your letter dated June 23 and your appreciation of our as we would like to cooperate with you in expanding sales,we are regretful that we just cannot see our way clear to entertain your counter offer.Our cost of raw materials has risen sharply in the past three months,and it is impossible for us to reduce the price by 20% as you is the best price if you take the design and qualityinto a matter of fact,we have received many orders from various sources including other Chinese customers at our level.If you see any chance to do better,please let us account of a limited supply available at present,we would ask you to act assure you that any further enquiries from you will receive our prompt attention.Sincerely yours,Ms Judy JordanChapter 6价格变动1. Discount折价优惠写作案例详解Dear Sirs，Thank you for your letter of April 18, now have great pleasure in sending you a copy of our pattern-book and a comprehensive export price-list.As you will be able to see from our sample-book,all the leather gloves we manufacture for export are of very high quality and are suitable for your reduced costs by 5%.The prices quoted are very feel sure that you will find that they compare very favorably with those quoted by other suppliers elsewhere in the world.We expect payment by L/C payable within 90 days of sight and will allow you a cash discount of 10% if you are able to make payment within 1 month of invoice will be able to ship any order you place with us within 30 days of your firm order.We now look forward to hearing from you.Yours faithfully,,Manager2. Advice of Price Increase涨价通知写作案例详解Dear ，Thank you for your letter of October 10 for business are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock. We want to notice you that prices of copier parts and components have gone up steadily since the second half of the we have tried hard to keep our quotations down,we are afraid the margin for keeping on going like this will not ,we suggest that you will let us have your order before further rises in costs,which will lead to a raise in prices very soon unavoidably.Sincerely yours,Cc:President King3. Sample for Price List价目表范例写作案例详解Company Shenzhen QuananTextile Co.,LTDDetailed Address Nanshan Street,ShenzhenPost Code 5180000ContactZhang XinJob title General ManagerTelephone No. 1Fax No. 0Mobile No.E-mail AddressReference No. 056Date In March,2008Place of origin ChinaArticle No K42Price ＄ 10 per set FOB Shenzhen FOBPort ShenzhenPayment Terms By irrevocable L/C,100%invoice valueMinimum Order Quantity 1000 setsSize 50cm×80cmSupply Ability: 100000 Piece/Pieces per MonthPackageIn woden casesBrand Name “Hua Sheng”table-clothTime of shipment In April,2008Shipping specifications Showing net and gross weights and dimensions of each packageChapter 7样品的订取与发送1. Order Sample订单样本写作案例详解Dear ,Subject: Order for 10,000 Pairs of Sheep Leather GlovesPlease dispatch to us 10,000 pairs of sheep leather gloves as per the terms started in your offer of March 29.Would you please take special care of the quality and the package of this order? The leather should be of the same quality as that used in the hope that you can pack each pair in an airtight polythene bag,a dozen pairs of gloves in a box and then 20 boxes to a strong seaworthy wooden will order more if the first order with you proves to be satisfactory.We are enclosing our Purchase Confirmation in duplicate for your sign and return one copy for our receipt of your confirmation,an L/C will be ,Li MingImport Director2. Order Letter订购函写作案例详解Please send to the following items to be shipped by way express,and bill order is contingent on receiving the terms of 2%-30 days:1 handkerchiefs:＄ 4 pair tan pigskin gloves:＄ 2 Orlon sport shirts:＄ 5 pair assorted cotton socks:＄TOTAL:%.3. Asking for/ Sending/ Declining Sending Samples索取/同意送付/拒绝送付样品Sample 1写作案例详解We are going to produce a trial piece of all wool suiting according to your sample cutting and written sample piece is expected to be accomplished and sent to you by the end of next month.Sample 2写作案例详解As the quality of your woolen sample is not in the range of our current exports,we are prepared to arrange a special our experience,slight changes in its composition are necessary and will only make the goods superior in shall then show you the trial sample and see if it can be accepted as a quality standard for bulk shipment.Chapter 8订货1. Accepting the Order接受订单Sample 1写作案例详解Dear SirsWe want to say how pleased we were to receive your order of 15 April for Ladies' and Children’s Shoes.We confirm supply of 1,000 pairs of the shoes at the prices stated in your order and will allow a 5% special discount on your order worth ＄5,000 or Sales Confirmation in two originals were airmailed to sign and return on copy of them for our file.It is understood that a letter of credit in our favor covering the said shoes should be opened wish to point out that stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent may rest assured that we will effect shipment without delay on receipt of your letter of credit.We appreciate your cooperation and look forward to receiving from you further orders. Yours truly,Sample 2写作案例详解Dear :I really appreciate your order for 200 Gem-Con Plastique motorcycle will be shipped at ,too,for the check!Beginning in June,we’re offering a special discount on the Gem-Con addition to the trade discount of percent,we’re giving an extra discount of 5%. A lot of our customers are switching to the Plastique tank as a replacement for original metal report hearty endorsements from participants in motorcross competition— that the tanks are very lightweight,but extremely predict you’ll have a similar endorsement!2． Declining the Order 拒绝订单写作案例详解Thank you for your letter of 20th May concerning your special time to time,we do run special jobs,changing materials and colors for one particular we have to consider many factors before we can accept the have spoken to our production manager,and she has done the am sorry to report that even if we did the job for you at cost,it would come out well above the price you are willing to am checking with other manufacturers in the area who are working with the materials you may be able to give you the quality you desire at a fair will get back to you in a few appreciate your business and I am glad you asked us about this next time you have a special need,please ask will try our best to do the job for we cannot,we will attempt to find the best company that can.Sample 2写作案例详解Dear Sirs,Thank you for your order for tin plate sheets which we received today.We regret that,owing to a shortage of stocks we are unable to fill your order.Moreover,our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw will,however,contact you by telex once supply improves.In the meantime,please feel free to send us your specific enquires for other types of metal can be assured of our best attention at all times.Yours faithfullyBrowExport Manager3. Pressing for Order催促下订单写作案例详解Dear Peter,Per conversation by phone few days ago,we know your visiting schedule for inspecting crust leather of“big world”.We’ve already checked this leather,couldn’t find loose grain problem as well as softness having been improved than before.We assure that we can finish and deliver this order according to the prescribed hope that you will come to our company ASAP and appreciate very much your kindly corporation.Best regards.WilliamSample 2写作案例详解We understand that you are the agent for the White Tiger enclose our order for 1,000 dozensof the White Tiger note that we need these goods rather urgently as Christmas is drawing you could supply goods timely for seasons,we would make repeated orders,provided prices are for the enclosed order will be made on a draft at sight under our letter of credit opened in your favor on receipt of your confirmation that the goods are sent out,and can be delivered before December 1,2000.4. Confirming the order确认订单写作案例详解Douglass，289 Kont BoulevardAugusta,SC,SC 28197Dear :Thank you for your June 4 except the kitchen furniture is already on its way to your home. So that you may begin enjoying your new chairs and table immediately,would you please let me know whether you would like Set 400,which comes with an oval table,or Set 400-A,which comes with a rectangular all other respects,the two sets are the same.It is a pleasure to have this opportunity to be at your look forward to meeting your future needs for high-quality home and garden furniture.Cordially,Horace Johnson,Sales DirectorChapter 9合同契约1. 购货合同 Purchase Contract写作案例详解Purchase ContractContract No.:CU080145Date: April 5th 2008The Seller:Carlton InternationalAddress: 102 Lind Road San Francisco California 90034 USAThe Buyer:Heyee CorporationAddress: 34 Yongquang Street Jinnan District Tianjin 300350 PRCThe Seller and the Buyer agree to conclude this Contract subject to the terms and conditions stated below:1. Name and Specifications of Commodity：Cotton Prints DY 782. Quantity：1% more or less allowed3000 metersPrice：US＄ per metersAmount：US＄ 9900of Delivery:FOBof Origin and Manufacturers:The United States7. Packing：Package of 100 meters in a waterproof polythene bag and then in a cardboard box.8. Shipping Marks：On the surface of each package,the package number,measurement,gross weight,net weight.。
?世纪商务英语----外贸函电(第二版)(教师用书)English Letter Writing in Foreign Trade主编吴思乐胡秋华大连理工大学出版社前言《世纪商务英语—外贸函电》是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。
本书主要针对高职高专商务英语和其他涉外经贸专业的学生..也可以作为其他层次涉外经贸专业的外经贸英语教材。
同时..对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说..本书还可作为自学参考资料。
为方便教学和自学者学习..我们编写了与之配套的练习答案..并提供了常用表达部分的译文。
希望本书能对我们的读者有所帮助。
编者ContentsModule UnitModule 1 Fundamentals of Modern Business Letter Writing 现代商务函电写作基础Unit 1 Basic knowledge of Business letter Writing 商务信函写作Module 2 Preparations for Negotiation 业务磋商的准备Unit 2 Establishing Business Relations 建立业务关系Unit 3. Making Credit Investigation 资信调查Module 3 Procedures of Business Negotiation 业务磋商的主要环节Unit 4 Inquiry 询盘Unit 5 Offer 发盘Unit 6 Counter-offer 还盘Module 4 Conclusion of Business 交易的达成Unit 7 Acceptance and Confirmation 接受与确认Unit 8 Order and Contract 订单与合同Module 5 Negotiation of Main Trade Terms 主要交易条款的磋商Unit 9 Payment and L/C 支付与信用证Unit 10 Packing 包装…Unit 11 Shipment 运输Unit 12 Insurance 保险Module 6 Disputes and Settlement 争议及争议的解决Unit 13 Complaints, Claims and Settlement 申诉、抱怨与索赔、理赔Unit 1. Fundamentals of Modern English Business Letter Writing第一章现代商务英语函电写作的基本知识Part Five Practical Training1. Arrange the Following in Proper Form as They Should Be Set Out in a Letter1) Sender's name: Guangzhou International Trading Corp.2) Sender's address: 198 Yueken Road, Tianhe District, Guangzhou, China4) Sender's cable address: 5527GZ5) Sender's telex address: 3328 gz CN6) Date: September 15, 20077) Receiver's name: Standard Oil Company8) Receiver's address: 38 Fifth Avenue, London, U. K.9) Subject: Refrigerators10) The message:We thank you for your letter of September 3, 2007, enquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable youto make a suitable selection.We look forward to receiving your specific inquiry with keen interest. Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his or her style. The following is just a sample. Guangzhou International Trading Corp.Address: 198 Yueken Road,Tianhe District, Guangzhou, 510507,P. R. ChinaSeptember 15, 2010Standard Oil Company38 Fifth Avenue,London, EC4, U. K.Dear Madam or Sir:Subject..RefrigeratorsThank you for your letter of September 3, 2007, enquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Yours Sincerely,Li MingLi MingEncl. as stated2. Address an Envelope for the Above LetterSince we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.Guangzhou International Trading Corp.198 Yueken RoadTianhe District, Guangzhou,Guangdogn, ChinaStandard Oil Company38 Fifth AvenueLondon EC 4U. K.UrgentStampUnit 2 Establishing Business Relations第二章建立业务关系Part Three Other Commonly Used Expressions and SentencesTypical Sentences:1. Telling the addressee how his name is known in pleasant words. (用令人愉快的语言..说明你是怎样知道对方的)1..We are very pleased to obtain your name from the Industrial Chambers. ..很高兴从行业协会处得知贵公司的名称..2..On the recommendation of Merrs. Harvey & Co., we have learned with pleasure the name of your firm. (由于哈维公司的推荐..我们高兴地得知贵公司的名称。
目录Chapter 1 外贸函电1. 资信调查Credit Information2. 推销Salesmanship3. 建立贸易关系Establishing Business Relations4. 询盘Inquiry5. 报盘Offer6. 还盘Counter-offer7. 下订单Order8. 接受订单Accepting the Order9. 拒绝订单Declining the Order10. 支付方式Terms of Payment11. 催款Reminder12. 更改信用证Amending the L/C13. 理赔Settlement of Claims14. 代理AgencyChapter 2 商务报告1. 建议报告Proposal Report2. 工作进度报告Progress Report3. 述职报告Work Report4. 说明报告Introduction Report5. 总结报告Final Report6. 可行性报告Feasibility Report7. 评估报告Appraisal Report8. 市场调查报告Investigation ReportChapter3 行政文书1. 便条Note2. 启事Announcement3. 简报Briefing4. 广告Advertisement5. 备忘录Memorandum6. 介绍信Letter of Introduction7. 会议日程表Agenda of the Meeting8. 会议记录Minutes9. 公司决议Directors’ ResolutionChapter 4 申请函1. 请假申请Application for Leave2. 加薪申请Application for Salary Revision3. 申请调动工作Application for Transferring4. 申请辞职Resignation Letter5. 晋升申请Promotion ApplicationChapter 5 通知1. 面试通知The Interview Notice2. 业务通知Business Notice3. 新任命通知Newly Appointed Notice4. 团体通知Groups Notice5. 拜访通知Visit Notice6. 扩张营业通知Business Expansion Notice7. 建立新公司通知Establishing a New Company Notice8. 会议通知Meeting Notice9. 收购通知Purchase NoticeChapter 6 信用证1. 即期/远期自由议付信用证Sight / Time Freely Negotiable L/C2. 可撤销/不可撤销信用证Revocable / Irrevocable L/C3. 可转让/可分割信用证Transferable / Divisible L/C4. 保兑/不保兑信用证Confirmed / Unconfirmed L/C5. 循环信用证Revolving L/CChapter 7 单证1. 海运提单Bill of Lading2. 保险单Insurance Policy3. 汇票Draft / Bill of Exchange4. 装船通知Shipment Advice5. 装箱单Packing List6. 质量/数量证明书Quality / Quantity CertificationChapter 1 外贸函电1. 调查Credit InformationDear_______,We would like to_______( 我方目的). We understand that_______( 了解情况). So we want to ask you if they are_______( 咨询情况) so that we may take steps to_______( 采取措施后达到的目的).We will be obliged if you will kindly give us the information about_______( 相关信息).Any information you provide will be highly appreciated and kept in strict confidence. We shall be pleased to oblige if you need our services at this end.We are awaiting your early reply.Yours sincerely,×××2. 推销SalesmanshipDear_______,We have imported_______( 产品名称)._______( 产品引人注目点) is well-known and universally acknowledged. So, we feel sure that you may be interested in them, and this kind of new products will_______( 销售情况).We are mailing you_______( 附件名称). If you have interest in our products and find a good market for the new products, please let us know. We are offering you good products on generous terms in order that you can_______( 对方受惠处).We are looking forward to your early reply.Yours sincerely,×××3. 建立贸易关系Establishing Business RelationsDear_______,We have obtained your name and address from_______( 信息来源) and are glad to establish business relations with you.We_______( 业务情况), moreover, there is a good demand for_______( 产品名称). So, we feel sure we can sell large quantities of_______( 产品名称).As to our standing, we are permitted to mention the_______( 资信单位) as a reference.Please let us have all necessary information regarding_______( 相关信息). If_______( 交易条件), we would_______( 下何种订单).Yours sincerely,×××4. 询盘InquiryDear_______,Thank you for your_______( 贵方信息).We have connected with a number of our customers in this area and many of them have interest in ______( 产品名称). So, there is a large demand for_______( 产品名称) here. Would you please make us an offer for_______( 产品名称).If your quotation is attractive to the customers, we will place a_______( 订单类型) order with you.We look forward to your favorable reply.Yours sincerely,×××5. 报盘OfferDear_______,We were very pleased to receive your letter of_______( 日期) answering_______( 询问情况), and as requested, enclose_______( 附件名称).We think our products are_______( 产品性能)._______ ( 交易条件). We therefore advise you to place your order with us at once.We look forward to your reply.Yours sincerely,×××6. 还盘Counter-offerDear_______,We thank you for your letter of_______( 日期) offering us_______( 产品数量) of the subject goods at_______( 报价).Although we are in urgent need of such product, we find your price_______( 对方价格情况).Your quoted price will_______( 此报价的结果). To tell you the truth, we have received quotations_______( 百分数) lower than yours. Should you be prepared to reduce your price by, say,_______( 百分数), we might come to terms.Considering_______( 鉴于因素), we make you such a counter-offer._______( 希望对方考虑报价原因).We hope you will consider our counteroffer most favorably and let us know your acceptance as soon as possible.Hope to hear from you soon.Yours faithfully,×××7. 下订单OrderDear_______,We acknowledge with thanks the receipt of your quotation dated_______( 日期) and noted the total_______( 币种、金额)_______( 地点). We agree to this price, and would ask you to accept this order-letter as our official order.The payment is being made by_______( 付款方式) today. In view of_______( 鉴于条件), we should appreciate it if you agree to_______( 我方要求).We look forward to your reply as soon as possible.Yours faithfully,×××8. 接受订单Accepting the OrderDear_______,Thank you for your order_______( 产品名称、型号).The goods are_______( 产品状况) and will be delivered on time.It is a pleasure to_______( 乐意之事) and we hope you will be satisfied with the_______( 满意之处) of our goods. On receiving your credit from the bank, we will make up your order.We will have the pleasure of receiving further orders from you.Yours sincerely,×××9. 拒绝订单Declining the OrderDear_______,Thank you for your order_______( 产品型号) for_______( 产品名称) which we received today. We regret that, owing to_______( 原因)，we are unable to fill your order.Moreover, our manufacturers can not undertake to entertain your order for future delivery owing to_______( 进一步原因).We will, however, contact you once supply improves.In the meantime, please feel free to send us your specific enquires for other types of_______( 其他型号产品). You can be assured of our best attention at all times.Yours faithfully,×××10. 支付方式Terms of PaymentDear_______,We have thoroughly considered the terms of payment discussed with your_______( 人名). We are in agreement with your proposals and hereby give you the terms and conditions which have been agreed upon as follows:(1) Your terms of payment are_______( 支付方式).(2) The price quoted to us are_______( 价格条款). The above terms of payment were approved by_______( 批准单位或个人) and will be acted upon accordingly. The relative order is now being prepared and will be sent to you in the course of_______( 时间).Your early reply would be very appreciated.Yours faithfully,×××11. 催款ReminderDear_______,Account_______( 号码)As you are usually very prompt in settling your accounts, we wonder whether there is any special reason why we have not received payment of the above account already_______( 欠款拖期) overdue.We think you may not have received the statement of account we sent you on_______( 日期) showing the balance of_______( 币种、金额) you owe. We send you a copy and hope it may have your early attention.We hope your early reply.Yours faithfully,×××12. 更改信用证Amending the L/CDear_______,We have received your L/C No._______( 订单号) issued by_______( 开证行) for the amountof_______( 金额) covering_______( 产品名称). After reviewing the L/C, we foundthat_______( 出错地方).We, therefore, are writing this letter, asking you to amend the L/C to read, “_______”( 修改款项).We shall be glad if you see to it that amendment is cabled without any delay, as our goods have been packed ready for shipment for quite some time.We look forward to your early reply.Sincerely,×××13. 理赔Settlement of ClaimsDear_______,On_______( 日期), I placed a large order for your expensive_______( 产品名称). Unfortunately, our customers reflected_______( 反映的问题). We are very disappointed with this order. We can’t sell them. On the advice of_______( 人名)I am returning_______( 产品名称).Please arrange_______( 补救措施) as soon as possible.We look forward to your early reply.Yours,×××14. 代理AgencyDear_______,We_______( 公司性质).We would like to inform you that we want to get the potential market for_______( 产品名称) in this area. So, we want to become a sole agency. We would, however, be willing to engage in trial collaboration with your company to see how the agreement works.We are very interested in_______( 感兴趣之事) with your factory for the promotion of your products in_______( 地点).We look forward to your early reply.Yours sincerely,×××Chapter2 商务报告1. 建议报告Proposal ReportINTRODUCTIONOur company has recently_______(发生了什么事，即写作背景)._______( 何人，多是上级) has asked me to write a report to_______( 写给何人) on_______( 何时). This report_______( 关于何事) and is to_______( 为了什么，即写作目的).FINDINGSAfter looking into all the complaints,_______( 指出问题都出现在哪些方面).●_______ ( 问题1)●_______ ( 问题2)●_______ ( 问题3)●_______ ( 问题4)CONCLUSIONSIn a word, there are_______( 需要改进的地方) that are in need of improving. RECOMMENDATIONSBased on those findings mentioned above, the following_______( 解决方法) are firmly recommended:●_______ ( 方法1).●_______ ( 方法2).●_______ ( 方法3).●_______ ( 方法4)._______ ( 报告撰写人签名，职务)______(报告撰写日期)2. 工作进度报告Progress ReportTo:_______( 向谁报告),_______( 该人的职务)From:_______( 写报告的人),_______( 职务)Date:_______( 写报告的当天日期，注意英美格式的区别)Subject:_______( 报告的主题、大体内容)Period: From _______to_______( 起止时间)INTRODUCTION:Last month, as you_______( 要求), I was_______( 背景介绍). They were reportedto_______( 出现什么情况).ACTIVITIES DONE IN THIS PERIOD:●During the last month, I’ve been_______( 完成的工作1).●After observing other machines for several days, I find that_______( 完成的工作2).●I have also been to_______( 地点), and find that_______( 完成的工作3).PLANS FOR THE NEXT PERIOD:●I’ll_______( 采取的措施) and try to_______( 计划1).●If the problems remain the same or can’t be solved, I have to_______( 计划2).●If that’s the case, I have to ______(计划3)3. 述职报告Work ReportTo:_______( 报告写给谁),_______( 该人的职务)From:_______( 写报告人),_______( 职务)Date:_______( 写报告的日期)Introduction:Being promoted as_______( 职务名称)_______( 时间), I have been in charge of_______( 主要职责) for_______( 工作部分) in_______( 地点) , including_______( 管辖的工作). Conclusions of work done so far:1._______( 业绩1)●In order to make more clients know and use our_______( 产品名称),I have_______( 具体完成情况1).●I have managed to_______( 具体完成情况2). Our slogan is“Client is the answer”and their satisfaction is our goal. Through personal, emotional and effective communication, wehave_______( 做了什么), so as to_______( 取得的效果).2._______( 业绩2)●By the end of the year_______(年份), our Section has_______(具体完成情况). While at this time of the year 2008, the sum of_______( 具体名称，如产品等) has_______( 用具体数字来说明).●During the year 2008, more than_______( 具体数字) are being opened and_______( 具体数字) are added to our account.Problems and Obstacles:●Due to the lack of_______( 问题出现的原因1), despite the rise in_______( 具体名称，如销量) , it hasn’t_______( 具体问题1).●Due to the new system’s failure to_______( 问题出现的原因2), some big clients_______( 具体问题2).Plans for the future:●To attract_______( 工作设想1).●To enhance_______( 工作设想2).●To intensify_____(工作设想3)4. 说明报告Introduction ReportTo:_______( 报告写给谁)From:_______( 写报告人)Date:_______( 写报告的日期)Overview of the product:The_______( 公司名称) Corporation has launched its latest brand-new product _____( 产品名称). This set makes it possible for you to_______( 产品用途). It’s_______( 描述总体特征1)for the home, for the office or for the business trip. It’s easy to_______( 总体特征2). All you need is_______( 总体特征3), and neither a computer nor any special software is required. It’s also very_______( 总体特征4), as easy as making any normal telephone call.Main features:●_______ ( 特点1): With this, you can_______( 给您带来的好处). You can get_______( 给您带来的好处) and_______( 给您带来的好处) is guaranteed by_______( 保证措施).●_______ ( 特点2): This means that you can_______( 给您带来的好处).●_______ ( 特点3): It’s an important treat which means that you can_______( 给您带来的好处).How to use:See the attached_______( 文件名称).Attentions:●Make sure that_______( 注意事项).●Do not use_______( 设备名称) with_______( 其他设备) , for_______( 原因、理由)5. 总结报告Final ReportTo:_______( 报告写给谁)From:_______( 写报告人)Date:_______( 写报告的日期)Introduction:This year’s_______( 活动或事件名称) was held in_______( 举办地点) from_______to_______( 活动的起止时间). The_______( 活动或事件名称) attracts_______( 人数) from all over the world,_______( 对此活动或事件做简单介绍). We feel_______( 感受、体会) and at the same time,_______( 感受、体会).Findings:Since this is the first time for us to_______( 做了什么事), we find that_______( 产生了什么想法).●_______ ( 问题1).●_______ ( 问题2).Conclusions:During_______( 活动), we feel it’s so_______( 描述你的体会) to participate in such fairs, so asto_______( 以期达到的效果). Recommendations:Based on_______( 提出建议的依据), we’d like to make the following suggestions:●_______ ( 建议1). We should_______( 给出具体理由或做法).●_______ ( 建议2). The promotion campaign should_______( 给出具体理由)6. 可行性报告Feasibility ReportTo:_______( 报告写给谁)From:_______( 写报告人)Date:_______( 写报告的日期)INTRODUCTION_______ ( 时间) ago, I_______( 背景介绍) to see whether we could_______( 项目名称). This report is to_______( 此报告的目的) and to make recommendations about_______( 与项目有关的活动).METHODOLOGYThe information was mainly achieved by_______( 调研方法).FINDINGS_______ ( 对方名称) is already working on_______( 对方已经在做的工作).They are very positive about_______( 对方的态度).They propose an idea of_______( 对方提出的合理化建议)CONCLUSIONSThe_______( 方案类型) program is very_______( 对项目前景做简单描述). This project looks_______( 可行与否), and it shows a_______( 成功率高还是低) possibility for success. RECOMMENDATIONSThus, we should_______( 对后续工作的建议) and_______( 对后续工作的建议)as soon as possible, and_____(对后续工作的建议) with their manages.7. 评估报告Appraisal ReportINTRODUCTION:Due to_______( 评估发生的背景),_______( 何人，上级) has asked me to investigate and check out_______( 评估对象) and_______( 评估结果) should be taken to handle them. METHODOLOGY:I, therefore, _______and_______( 调研方法) for_______( 调研时间段), from_______to_______( 调研起止时间). After a thorough and careful examination, I got the most common problems and gave my suggestions accordingly below. APPRAISAL SUGGESTIONS: ●_______ ( 调研结果1)._______should_______, so that_______( 评估建议1).●_______ ( 调研结果2). This should _______so as to_______( 评估建议2).●_______ ( 调研结果3). We should _______to_______( 评估建议3).●_______(调研结果4).The technical department should ____(评估建议4).●8. 市场调查报告Investigation ReportINTRODUCTIONAs_______( 原因), more and more people_______( 现象). As a result,_______( 调查背景介绍)._______( 时间),_______( 颁布规定单位) launched_______( 新颁布的规定的名称), and as reinforcement, this regulation is approved to continue for another period this year. What will this regulation impact_______( 调查对象) here?METHODOLOGYFrom _______till_______( 调查起止时间), we have been_______( 调查方法) investigationon_______( 调查对象), by_______( 调查方法), through _______and_______( 调查方法), with people in_______( 调查范围) to see_______( 调查意图).FINDINGS●The impact on_______( 主体名称): the survey result shows that_______( 调查结果). They argue that_______( 原因分析).●The impact on_______( 主体名称): as the survey suggests,_______( 调查现象) in the surveyed people. Most of them choose to_______( 采取的对策),_______( 给出原因). CONCLUSIONSFrom the above findings, we tend to_______( 总结上面得出的结果). Therefore, it’s safe to come to the conclusion that_______( 给出结论).Chapter 3 行政文书1. 便条NoteTo:_______( 便条接收人姓名)_______( 便条接收人职位)_______( 人名) called from_______( 地名), wanted you to call him todaybefore_______( 时间) or any time_______( 其他时间) on_______( 电话号码).Message taken by:——（留言者姓名）2. 启事Announcement_______( 启事的标题) NoticeAs a result of_______( 搬迁原因), our company has decided to move from_______( 原来地址) to_______( 新地址) on_______( 日期). The changes in_______( 搬迁后的变化) are as follows:Address:_______( 新地址，从小到大排列)Post Code:_______( 新邮编)Fax:_______( 新的传真号码)Tel. of Front Desk:_______( 新的前台电话号码)Tel. of HR Dept.:_______( 新的人事处电话号码)Tel. of Account Dept.:_______( 新的财务处电话号码)Tel. of Sales Dept.:_______( 新的销售部电话号码)______( 公司名称)______（启事日期）3. 简报Briefing_______( 公司名称)_______( 哪个方面) Briefing(No._______( 数字，指明是第几期)______（部门名称）Department,_______（公司名称）______（年、月、日）The_______( 会议名称) is held officially in_______( 地点) on_______( 日期)._______,_______,_______, and_______( 出席会议的人员) are all present. The conference is presided over by_______( 由谁主持), the_______( 该人职务). On behalf of the Board,he/she_______( 会议主要内容1) in the past year and_______( 主要内容2) for the year 2009. The conference makes a thorough summary of_______( 会议内容) in the past year and gives the following details: ( 用典型事例来展开陈述上面导语部分的内容1) first,_______( 事例一); second,_______( 事例二); what’s more,_______( 事例三), .... However, there are still some room crying for improvement, such as_______, _______,_______and_______( 需改进方面). The conference also set the goals for the next year. ( 用典型事例来展开陈述上面导语部分的内容2) First,_______( 事例一), so as to_______( 目的一); Second,_______( 事例二) ，so asto_______( 目的二).When making his/her summary of the conference,_______( 人名) says that the work emphasis for the year_______( 年份) will_______( 指明事情发展趋势，或提出希望及今后打算) in the new year.Submission to:_______( 报送上级机关或单位名称)Sending to:_______( 送同级或不相隶属机关或单位名称)Detaching to:_______( 发下级机关或单位名称)( ____（数字，指出总的印发分数）copies totally)4. 广告AdvertisementOur products are sold in_______( 国家名称) and well appreciated by their purchasers. Our products are famous for_______( 产品的优势). We take customers as our Gods，we will doeverything to satisfy the requirement of customers. Our slogan is：_______( 广告语).5. 备忘录MemorandumTO:_______( 收件者)FROM:_______( 记录员)DA TE:_______( 日期)SUBJECT:_______( 主题)BODY_______( 正文)6. 介绍信Letter of IntroductionDear_______,We are pleased to introduce_______( 人名), our_______( 被介绍人职位)._______( 人名)_______( 事由).We shall be most grateful if you will introduce him/her to_______( 介绍单位或人)and give him any help or advice he/she may need, and will always be happy to reciprocate.Yours sincerely,×××7. 会议日程表Agenda of the Meeting_______Meeting(会议主题)_______( 时间)_______( 地点)1._______( 欢迎辞)2. Minutes of last meeting_______( 宣布上次会议记录)3._______( 内容1)4._______( 内容2)5. (any other business)_______( 其他内容)The end8. 会议记录MinutesMinutes of_______( 会议性质) Meeting_______( 会议名称)Time:_______( 会议日期),_______( 会议起止时间)Place:_______( 会议地点)Present:_______( 出席者姓名1)______( 出席者姓名2)....Absent:_______( 缺席者姓名)(_______缺席原因)Presided by:_______( 主持人)Taken by:_______( 记录人)Summary of the meetingThe_______( 主持人)opens the meeting at_______( 时间) and he/she announcesthat_______( 宣布的内容) and all the people present discuss the details to make preparationsfor_______( 准备项目).●They think it’s better to_______( 发言总结1).●As the Blue Restaurant is fully reserved, they decide to_______( 发言总结2).●In the Exhibition Summary at_______( 时间) as scheduled, all the participants arerequired to_______( 发言总结3).Any other business______( 会上提到的其他事情，一般是与会议议题有关但关系不大的事)AdjournmentThe_______( 主持人) thanks all participants for their presence and demands that_______( 对与会者提出要求) and concludes the meeting at_______( 宣布会议结束的时间). Signature:_______( 记录人签名)Date:_____(日期)9.公司决议Directors’ ResolutionThe_______( 决议名称) ResolutionThe company held the_______( 数字) meeting of the_______( 数字) session of_______( 会议性质) on_______( 会议时间) in the_______( 会议地点). All the directors were informedon_______( 通知开会的时间) of the meeting by_______( 通知开会的方式). The number of directors supposed to attend is_______( 数字，应到人数) and the actual one is_______( 实到人数), with other_______( 数字) supervisors present too. The meeting was presided overby_______( 主持人身份及姓名) and made the following resolutions:●The_______( 决议1) was discussed and adopted.●The_______( 决议2) was discussed and approved.●The_______( 决议3) was discussed and passed.●______( 决议4).Among the_______( 数字，与会者总数) directors,_______( 数字，持赞成意见的人数) people vote for the resolutions while the rest_______( 数字，持反对意见的人数) against. Therefore, the resolutions are_______( 决议是否有效，这取决于上面的持赞成的人数) and will take effect thereafter.Signature(s): _______( 与会者签名1)_______( 与会者签名2)______( 与会者签名3)______( 公司名称，要写全称)______(决议公布的日期，不是签署或会议的日期)Chapter 4 申请函1. 请假申请Application for LeaveDear_______( 姓名),I’d like to know if it would be all right if I leave_______( 地点) for_______( 原因) starting from_______( 日期). Because_______( 请假原因). I trust my enforced absence will not give you any serious inconvenience. Please understand my situation.Thank you very much!Sincerely,×××2. 加薪申请Application for Salary RevisionDear____,I’m grateful for the opportunity to work for you and I enjoy doing so. I hope you’ll agree that, during the years when I have worked under your leadership, I’ve become_______( 公司担任角色) and accomplished a great deal.For example, in_______( 工作期限), I’ve_______( 工作、服务或重大成就). However, I’m still working for the initial salary on which we agreed_______( 起薪制定时间). As I recall, we also agreed to renegotiate my salary in two years based on_______( 制定薪水依据), and that time has come. In light of my accomplishments and as per our agreement, I’m respectfully requesting an immediate pay rise of_______( 薪水增长幅度).I’m willing to negotiate, as per our agreement. If you would like to meet to discuss this, please let me know.Thanks again for the opportunity. I look forward to continuing to be a key player on your team in a mutually-rewarding relationship.Yours sincerely,×××3. 申请调动工作Application for TransferringDear___,I_______( 调换工作原因)；moreover, I want to gain additional experience in_______( 行业).In my new assignment I will be in charge of_______( 新的工作任务).I hope this request can be approved by you. I would like to take this opportunity to thank you for the support and friendship you extended to me during my stay here.Best wishes!Yours sincerely,×××4. 申请辞职Resignation LetterDear_______,I regret to inform you that I decided to resign from my present position as_______( 职位) because_______( 辞职原因).Thank you for giving me a chance to_______( 在公司得到的帮助) during the years when I have worked under your leadership. I am sorry to leave_______( 离开时间) and I hope my resignation would not cause you much inconvenience.Thank you for your kind attention and I would appreciate it if you could accept my letter to leave your service.Yours sincerely,×××5. 晋升申请Promotion ApplicationDear Mr._______,Please allow me to introduce myself first._______( 简单介绍). I had been_______( 之前职位). The reason I am writing this letter is that I am interested in filling the vacancy left. All these years I have performed my arduous tasks with seriousness, I am quite confident I will do a good jobas_______( 晋升后的职位). Please give me a chance to prove myself.Thank you for your attention to this matter.Sincerely yours,×××Chapter 5 通知1. 面试通知The Interview NoticeDear_______,Thank you for applying for a job in our company. Your_______( 知识、经验等) gave us a good impression, in order to our further understanding of each other, please come to ourcompany_______( 时间日期) to take part in_______( 参加的项目).If you aren’t convenient in time, please contact with_______( 人名) beforehand.Hereby notified.Yours sincerely,Ministry of PersonnelAddress:______Tel.: ______ 2. 业务通知Business NoticeDear_______,______( 现象) has made_______( 结果) in the membership of the firm and it is with much pleasure that we announce the admission of the_______( 姓名) as a partner._____( 人名) has been_______( 身份) for the past years and is well acquainted with every aspect of the firm’s policy. His expert knowledge and wide experience will continue to be of great value to the firm.The firm’s present name will remain unchanged and we shall continue to do business and to sign ourselves as:_______( 公司名称).We look forward to continuing with you the happy business connection that has been so much to our mutual advantage in the past.Yours sincerely,×××3. 新任命通知Newly Appointed NoticeCompany headquarters,Research by_______( 由谁决定)，the new appointed relevant personnel as follows:Appoint_______( 人名) as_______( 职位、工作).Appoint_______( 人名) for_______( 职位、工作).The above appointments decided on the date of issuance that is beginning to be implemented.Hereby appoint.______（公司名称）______（日期）4. 团体通知Groups Notice______( 通知的主题) Notice______( 通知主题) will be held on_______( 时间). All staff must observe the following procedure:1._______( 程序一).2._______( 程序二).3._______( 程序三).4._______( 程序四).If anything is unclear, inform_______( 号码).5. 拜访通知Visit NoticeDear_______( 人名),We have manufactured a range of_______( 产品名称).Would you be interested in_______( 产品名称)? I would very much like to brief you on this great opportunity. Could we make an appointment? The products are_______( 产品优势). We will undercut our retail price by at least_______( 百分数). I shall be in_______( 地点) from_______( 日期) to_______( 日期).If you would like to know more, just fax or call me.Yours sincerely,×××6. 扩张营业通知Business Expansion NoticeDear ______,To meet the growing demand for_______( 产品名称) in this area, we have decided to extend our business by opening a new department. The new department will_______( 新部门的工作介绍). In order to demonstrate the range of merchandise that will avail, we are arranging a special window display_______( 日期).We hope you will visit the new department during opening week and give us the opportunity to show you.Yours sincerely,×××7. 建立新公司通知Establishing a New Company NoticeDear ____,We respectfully inform you that on account of_______( 建立新公司原因), we have recently established a new branch at_______( 领域名称) to_______( 建立新公司目的). We have entrusted the management to_______( 人名).Yours truly,×××8. 会议通知Meeting NoticeMeeting NoticeTo:_______( 被通知人)Subject:_______( 主题)From:_______( 发通知人)The meeting for_______( 会议内容) will be held on_______( 时间) at the_______( 地点). Lunch will be provided.The agenda will be mailed by the end of_______( 时间).If you have any items to be included, please forward them to me by_______(时间).If you are unable to attend, please call_______( 电话号码) not later than_______( 时间).Thank you.9. 收购通知Purchase NoticeLadies and gentlemen,_____( 公司名称) is pleased to announce the acquisition of_______( 另一公司). We are immensely proud of this marriage of two important_______( 公司性质)—_____( 两公司名称). _____( 公司名称) was founded in_______( 年份) by_______( 人名),_______( 创始人的身份)._______( 经营年限)，______( 公司名称) has been_______( 享有的声望). Its current president is_______( 人名).We welcome_______( 公司名称) into the_______( 公司名称) family._______( 人名) will continue as President.Yours sincerely,×××。
外贸信函,文书用语中英日版本!学习外贸,从事外贸工作,或者日企工作者一定不要错过!全书已经录入结束,希望可以对大家有多帮助,,绝对是好东西!（下附开发信一封）第一课取引の申込みestablishing trade relations（请求建立业务关系）拝啓弊社の大阪駐在員王英華から貴社のアドレスを入手しました。
同人の報告によりますと、貴社は各種加算機を製造しておられるとのこと。
貴社の機械を弊社の販売計画に取り入れたいとおもいます。
弊社と取引してみようとの思召し（おぼしめ）しがあれば、明細完備のオフィスを出していただきたく存じます。
速やかなご返事を希望します。
敬具Dear sirs, We owe your name and adders to Mr. Wang Yinghua , our representative in Osaka . He informed us that you manufacture various types of adding machines. We are very interested in including your machines in our sales program . If you are interested in doing business with full details . We hope to hear from you soon Yours faithfully,敬启者：我们弊公司驻大阪的营业代表王英华先生得知贵公司的地址。
根据他的报告，得知贵公司生产多种加算器。
我们希望把贵公司的产品加入我们的销售计划。
如果贵公司愿与我们合作，请给弊公司一张详细的报价单。
希望能尽快得到您的回音.敬上拝復残念ながら、お望みのような種類の品は製造しておりません。
しかし、弊社現在の製品系列を示すパンフレットを同封させていただきます。
これら商品のいくつかが貴社の販売計画に適合すれば幸甚（こうじん）であります。
选择题第二单元：询价与回复一：1.You name D. has been recommended to us by the Chamber of Commerce in New York..2. Our market survey informs us that you are A. in the market for Audio and Electronic Equipment.3. We should be pleased to receive you’re A. illustrated catalogue and price list.4. We are B. well-established exporters of all kinds of Chinese good.5. If your price are competitive, we are confident D. in selling the goods in great quantities in this market.6. We shall appreciate B. your quoting us FOB Sydney.7. As we are one of the leading importers in this line, we are B. in a position to handle large quantities.第三单元：资信调查一：1.For information D. concerning our credit standing we refer you to Bank of China, Shanghai Branch.2. We should be grateful if you would say C. whether they are likely to be reliable for a credit up to USS20.000.3. Any information you kindly give us will be treated in strict confidence and A. without any responsibility on your part.4. Will you please inform us, B. in confidence, of the extent of their resources and also as to their reputation?5. D. While appreciating your decision to place regular orders with us, we respectfully request that you furnish us two references for the initial purchase.第四单元：促销1.（C、Having made）a special purchase of toys on very favorable terms, we are able to offer to you at the following attractive prices2 we can only（A、hold open）this very advantageous offer for a few weeks..3 the recent advance in the cost of raw materials （B、has compelled）us to make a slight increase in thePrices4 although costs have been （C、rising）steadily since last October , we have not yet （raised）our prices5 （B、with a view to ）supporting your sales, we are sending some samples of our new makes.第五单元：报盘与还盘1A comparison of your offer （A、with that of ）our regular suppliers shows that their figures are more favorable.2 If your prices are competitive, we are confident（D、in selling）the goods in great quantities in this market.3 we confirm our fax just sent （A、offering you firm）these goods.4 we offer you the following items（D、subject to）your reply reaching here by 4p.m today our time.5 although we appreciate good quality of your goods, we are sorry to say that your prices appears to be（C、on the high side）.6 we trust that we may be （C、favored）with a continuance of your valued orders.7 we hope that you will see your way to （B、grant）us your order, and assure you in advance of its most careful execution8 not having heard from you since, we should be glad to know whether there is any disadvantage in our terms which we could （B、remove）.9 you are （C、assured）that we will quote our best prices as soon as we are told what products of ours you need.10 in all probability this offer will not be （A、repeated）for some time, and we according look forward to receiving an early reply from you.第六单元: 订单一、Fill in the blanks with your choices1.This order the sample you sent us on March 24.（A、is placed on）2.We hope you will give your usual best attention this order.（B、to the execution of）3.We have decided to place a trial order for the following stated in your letter.（B、on the terms）4.we would like to supply you with the product, we are unable to fill your order owing to the heavy backlog of commitments. (B、Much as)5.We must apologize you being unable to fill your present order.（D、To… for ）6.We have accepted your Order No.234. Please open the relevant L/C,here two weeks prior to the date of shipment.（A、which must reach）7.We are enclosing our latest catalogue some of the items may be of interest to you.（C、in the hope that）8.The order is given strictly on the condition that shipment must be made not later than the first day of May.（B、enclosed）第七单元：支付一、单选1.As requested, we have immediately arranged (A、with) our bankers to extend the expiry date of our L/C for two weeks (up to) 10th March.2.As arranged, we would ask you to open an irrevocable credit in (C、our) favor and shall hand over shipping documents (against) acceptance ofour draft.3.We inform you that we have opened an irrevocable credit (D、with) the London Bank in your favor.4.We advised the bank to amend the clause (D、to read)“partial shipment are permitted”.5.We enclose our cheque for US$ 200 (A、in payment of) your invoice No.D-124.第九单元：保险一：选择题1: please insure the goods (A、against) F.P.A. for US 100,000. 注：against加险别for加保额2: please effect insurance (D、on) the cargo for US50,000 by S.S.Bright from Tianjin to seattle.3: we have opened insurance you ordered for US9,000 (D、on) the shipment by S.S.East sun.4: we wish to renew the above policy (C、for) the same amount and (on)the same terms as before to cover our consignment to be shipped b s.s.bright next month.5: as requester, we have covered insurance (on) 20,000 DVD players (at) 10% above the invoice value (against) all risks.6: unless we hear from you (A、to) the contrary before the end of this month, we shall arrange to cover the goods against t p a for the value of the goods plus freight.7: any additional coverage（险别）other (B、than) ISS shall be for the account of the buyer.8: we confirm that we hold the consignment covered as (from) today.9: we have arranged (A、for) surveyor to investigate the extent of the damage and shall forward his report together with our claim.10: we understand that these terms will apply (C、to)all our shipments of bottled sherry by regular liners to west European ports.完形填空第二单元：Fill in each blank in the letter below with a word that fits naturally.Dear Sir or MadamI am delighted to tell/inform you that we are interested in the drainage system accessories advertised in China Daily.Will you please send us a free copy of the brochure of the latest models of your products? Also, we would like to have a price list.We are looking forward to your prompt reply.第五单元1. 1. We are prepared to give you a quotation which is based on the prevailing market price.2.Our quotation always comes in line with the world market.3.Unless otherwise stated or agree upon, all prices are without any discount.4.We trust that you will be able to accept our offer, which shall be kept open subject to reply before 12:00a.m. of march 2.5.We now offer you, without engagement, our various items as follows.6.The above offer is subject to our final confirmation.7.Unless you make a 5% reduction, we will have to decline your offer.8.This offer cannot be repeated. There is every indication that the prices will rise soon.9.So long as you can maintain moderate prices, your products should have a ready sale here.10.In reply to your letter, we enclose our latest illustrated catalogue for your reference.第六单元三、Fill in each blank space with the word that fits naturallyDear sirsFor your first-time order, I want to thank you on behalf of the company. This is your initial order and I know of no greater kick a sales manager can get than the beginning of business with a new customer.The signing of an order is an expression of confidence, and I want you to know that we are fully aware of the responsibility we have for maintaining that confidence.The most important thing to the buyer of any product is the character of the supplying organization; its resources; its facilities; its reputation; and its standards of service.。
