函电练习六：改证函电

问答题1.Through what channels can one obtain the desired names and addresses of the companies to be dealtwith？Please give six or seven channels.答：Through the following channels one can obtain the desired names and addresses of the firms to be dealt with1)Advertisements in the media2)Market survey3)Trade negotiation4)Investigation to the foreign country5)Exhibitions and Trade Fairs6)Banks7)Trade Directory8)Chambers of Commerce9)Commercial C ounsellor’s office10)Trade press2.Is the enquiry usually addressed to the company or to an individual? Why?答：To the company. Because if you address the letter to an individual the letter may be delayed due to his or her absence. Or you may make a mistake and send it to the wrong person who is not in charge of the matter.3.What should be included in a firm offer?答：The description of the commodity, the unit price, quantity, specifications, the time of shipment, the mode of payment, the detailed information of the goods etc. should be included in a firm offer.4.After receiving an offer must the buyer accept it? What can the buyer do if he finds any terms in theoffer unacceptable答：No. If the buyer finds any terms in the offer unacceptable he can negotiate with the seller and make a counter-offer.5.What are the most important elements of an effective sales letter?答：An effective sales letter consists of four essential element :1) arouse interest; 2) create desire ; 3）carry conviction ; 4) induce action.6.When will a seller use a “follow-up” letter?答：When a seller receives no response from his customer concerning the offer he made previously, he writes a “follow-up ” letter to ascertain the reason.Sometime no order has been received from an old customer, a “follow-up” letter may be sent to inquire into the reason for his silence.7.When should the seller write an acknowledgement? What should be included in anacknowledgement?答：The seller should write an acknowledgement when the order is from a new customer. The acknowledgement should1)acknowledge the order with the expression of thanks;2)restate the shipping instructions, the term of payment;3)add a favorable comment on the goods ordered;4)draw attention to other products likely to be of interest;5)hope for further orders.8.What is the difference between packing and packaging?答：Packing, also named as outer or large packing, is designed not only to protect goods from damages and theft, but also to facilitate transport , loading, unloading and stowage.Packaging, also named as inner or small packing, is a marketing term for the presentation of goods, i.e. the manner in which they are wrapped or displayed.9.What advantages does the documentary credit have for both the exporter and importer?答：The documentary credit provides the most satisfactory method of obtaining payment in foreign trade. It provides security of payment to the exporter, and enables the importer to ensure that he receives the goods as ordered and delivered in the way he requires.10.Why is All Risks the most comprehensive of the three basic kinds of insurance coverage?答：Under this coverage, the insurer is responsible for all total of partial loss of ,or damage to the goods insured either arising from sea perils or general external causes.选择题1.We are looking forward to ___A___A. hearing from you soonB. receive your reply soonC. receiving from you soonD. you reply soon2.We have learnt your corporation from your CCPIT ___A__ we have been in good business relationsfor many years.A. with whichB. whichC. with thatD. that3.We believe there is a ___B____ market in our area for moderately priced goods of the kindmentioned above.A. promisedB. promisingC. promiseD. promoting4.Samples of our plastic kitchen-ware ___B____ you asked in your enquiry of September 3 are beingsent to you today.A. whichB. for whichC. to whichD. in which5.If the prices are ___A____, we trust important business can materialize.A. in lineB. in the lineC. on lineD. on the line6.Thank you for your ___C__ in our range of luggage. We shall be pleased to supply your requirement.A. likeB. agreementC. interestD. favor7.Our silk garments a durable ___A____ use, beautiful _________ design and rich _______ traditionalChinese art.A. in, in, inB. in, to, forC. to, for, inD. for, in, on8.Time of shipment refers to the time limit for loading the goods on board the vessel at the port of BA. unloadingB. loadingC. destinationD. transshipment9.Should the event occur, the insurance company agrees to pay the B a part or whole of thesum.A.I nsured…insuringB. insured…insuredC. insuring…insured…D. insurin g…insuring10.There is a considerable demand for your products here, and we would do our utmost to push the saleon your behalf if you are disposed to D our commission rate.A. agreeB. consentC. thinkD. entertain改正题1.Your firm has been passed on to us by Maple Company and we wish to inform you our desire toA B Cimport some of the commodities you handle.D改：C (inform you our desire---inform you of our desire)2.We are interested in the mechanical toys demonstrate at the recent Guangzhou Trade Fair and shouldA B Cbe glad to have details of your export terms.D改：B (demonstrate--- demonstrated)3.If you need any further information ,please contact with us, and we are ready to answer any of yourA B C Dquestions.改：C (contact with -----contact)4.By virtue of its superior quality ,this item has met with a warm reception in most EuropeanA Bcountries .We deem it as your advantage to buy this item for a trial sale in your market.C D改：C (as---- to)5.We offer firm C&F, New York shipment after 30 days , subject toA Byour reply reaching here before 10 a.m. our time.C D改：A (after ---within)6.We acknowledge with thanks receiving of your letter of Aug.10th,A B Cinforming us your delivery date.D改：B (receiving---receipt)7.In view of the instability of Pound Sterling, we would suggest, in your own interest,A Bthat you establish your L/C by Renminbi with the Bank of China in London.C D改：C (by---in)8.We will affect insurance against all risks, charging premium and freight to the consignees.A B C改：A (affect → effect)9.Please advise if your are interested in representing us, and if you think the volume of businessA Byou can do would warrant our granting you the sole agency for your company.C D改：A (Please advise →Please advise us)10.On going into the matter we find a mistake was indeed made in the packing by a confusion inA B Cnumbers, and we have arranged for the right goods to be dispatched to you at once.D改：B (by--through)中译英1.我公司是中国最大的电器用品进口商，谢谢贵公司8月3日来函，我们十分愿意与贵公司建立直接贸易关系。

金海贸易公司GOLDEN SEA TRADING CORPORATION=================================================================== ADD : 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-64331255 277 WU XING ROAD, FAX: 86-21-64331256SHANGHAI, CHINA POST CODE: 200122 DT: July 31st,1999TO: F.L.SMIDTH & CO. A/S FAX:（01）20 11 90Dear Sir,Thank you for your Irrevocable Sight L/C No. FLS-JHLC01 issued by the West LB (Europa) A.G., Copenhagen, The Denmark, which arrived here July 27,1999 .On going through the Irrevocable Sight L/C, however, we have found the following discrepancies with our Sales Contract No. JH-FLSSC01：1.The PLACE OF EXPIRY is not“AT OUR COUNTER”,but“IN CHINA”.2. Documents are to be presented ultimately not within 15 days,but 21 days,after the date of issuance of the relative transport-documents.3. The address of the applicant is not DK-2600 Valby Copenhagen,but DK-2500 V ALBY COPENHAGEN.4. Amend the“2/3 original clean shipped on board marine bill of lading”to“full set of original clean shipped on board marine bill of Lading”.5. Delete the clause“A statement of the same is required in negotiation”after“1/3 original clean shipped on board marine bill of lading should be airmailed to the Applicant within 48hours after shipment effected”.6. Transshipment is not allowed only in Hongkong,but allowed in any other place.7. The S/C.NO. is not FLS9711,but JH-FLSSC01.8. “FOREVER”BRAND BICYCLE 600 SETS YE803 should be 26’,not 24’,and TE600 should be 24’,not 26’.Please let us have your L/C Amendment soon so that we may effect shipment within the contracted delivery time.Thank you.Yours truly,Golden Sea Trading Corporation.LTD。

函电习题及答案Unit Two Establishment of business relationsⅠ. Translate the following expressions into Chineselearn from be in the market foravail oneself of approach sb. Forenter into look forward toin reply to inquire abouton one’s part in questionⅡ. Fill in each blank with a word or phrase that fits best:Dear Sirs,We ______ from the Commercial Counsellor’s Office of our embassy in your country that you are __________ Chinese table-cloths. As this article falls within the scope of our business activities, we _____ this opportunity to express our wish to ______ business relations with you.Chinese table-cloths are _______ for their good quality and reasonable price.They have enjoyed great _______ in the European market. We are sure that_______ our joint efforts they will also meet with a favorable reception in your country.In order to give you a _______ idea of our various table-cloths, we are airmailing to you under separate cover some of our latest catalogues and price-list, should you find any of the items interesting, please let us know.Hoping to _________ you soon.Yours faithfully,Ⅲ. Translate the following sentences into Chinese:1.We note from your advert isement in “Today’s Business” that you are astate-run corporation handling medicines.2.We have established business relations with firms of more than one hundredcountries in the world on the basis of equality. Mutual benefit and exchange of needed goods.3.Some reference samples will be sent to you under separate cover.4.We are desirous to establish mutually beneficial business relations with you.5.They have been exporting light industrial products for many years.6.We would like to inform you that a number of our clients are in the market forChinese arts and crafts.Ⅳ. Translate the following sentences into English.1．根据你方要求，现寄去有关我方产品的全套目录。

信用证修改函范例2008-10-21 21:00:46| 分类：国际贸易相关资| 标签：|字号大中小订阅SHANGHAI LINSHENG TRADING CO., LTD548 YANPING ROADSHANGHAI, CHINAFAX:0086-021-5723APRIL25,2003BRIGHT STATIONERY CO.125 SUNFLOWER PLAZA SINGAPOREFAX:065-7890023MANAGERDear manager,We have received your L/C No. BRT-LSLC07 issued by DBS BANK for the amount of USD42788.58 covering BRIGHT BRAND DRAFTING MACHINE.On perusal, we find that the letter of credit have some discrepancies. Here please amend the L/Cas follows:(1) The address of Applicant is wrong, so please amend it to read “BRIGHT S TATIONERY CO.125 SUNFLOWER PLAZA”.(2) The total amount in word of the L/C is less than the contract, so please amend it to read “SAY US DOLLAR FORTY-TWO THOUSAND SEVEN HUNDRED EIGHTY-EIGHT AND CENTSFIFTY-EIGHT ONLY”.(3) We couldn’t accept “the place of negation is in Singapore”, so please amend it to read “InChina”.(4) Insurance is to be covered for 110% of invoice value, so the words “FOR FULL INVOICEVALUE PLUS 110%” are to be replaced by “FOR FULL INVOICE VALUE PLUS 10%”.(5) The words “THE CREDIT COVERING ALL RISKS AND WAR RISKAS PER CIC DATED 01/01/1980” are to be replaced by “THE CREDIT COVEING ALL RISKS AND WAR RISK AS PER CIC DATED 1/1/1981”.(6) The words “PACKED IN WOODEN CASES OF ONE SET EACH” to be replaced by “PACKEDIN CARTONS OF ONE EA CH”.We think our position is very clear now and your amendment to the L/C is awaited.Yours faithfully.Sale manager信用证修改函•大学城栏目：居民空间消息快播|•空间栏目：课程作业•收藏到我的学习空间•收藏到我的课堂魔方全屏发表时间：2012-5-7 11:33:22浏览：223评论：0Dear Sirs,We are pleased to inform you that we have received your L/C. However, on examing the L/C carefully, we regretfully find that certain points are not in conformity with the terms stipulated in our Contract No. GW2004X06. Therefore, you are requested to instruct your banker to make the following amendments:1. Doc. Credit NO should be “ IRREVOCABLE” instead of “revocable”.2. Applicant company and address is “FNT INTERNATIONAL TRADING CORP.AKEDSANTERINK AUTOP.O. BOX. 9. P. FINLAND”not “F. T. C. CO.AKEKSANTERINK AUTOP. O. BOX 9, FINLAND”3. beneficiary’ s is “HUNAN CEREALS, OILS FOODSTUFFS IMPORT & EXPORT GROUP CORP. LTD.NO.2 ZHUYUAN RD,CHANGSHA,HUNAN,CHINA” instand of “GREAT WALL TRADING CO., LTD. RM201 HUASHENG BUILDINGNINGBO P. R. CHINA”4. The amount USD 204,000.00 “SAY U.S. DOLLARS TWO HUNDRED AND FOUR HOUSAND ONLY”should be “SAY U.S. DOLLARS TWO HUNDRED AND FOUR THOUSAND ONLY”5. Partial shipment is allowed6. Loading in charge is in “GUANGZHOU” instead of “NINGBO”7. Descrip. of Goods is “200 MTOF PURPLE SPECKLED KIDNEY BEANS, USD1,020 PER MTAS PER SALES CONTRACT GW2004X06 DD 22.4.2004 CIF HELSINKI” instead of “960PCS OF HALOGEN FITTING W500, USD6.80 PER PC AS PER SALES CONTRACT GW2004M06 DD 22,4,2004 CIF HESINKI”8. The insurance is for 110% of full invoice value covering F.P.A up to HELAs the time of shipment is drawing near, please make the necessary amendments as soon as possible.。

Chapter SixExercises:I. Filling the blanks with proper words or expressions.1. We are pleased to give you this order __for__ the following items __with_ the understanding that they will be supplied __at__ the prices stated in your letter of last week.2. We expect to find a good market ___for__ these cottons and hope to place further and larger orders __with___ you ___in__ the near future.3. Our foreign trade policy is based __on___ equality and mutual benefit.4. Your letter of June 6, 2004 together with your order ___for__ bamboo ware has been received __with__ thanks.5. We will arrange ___captioned__ the production __on___ receipt of your order.6. Your immediate reply should reach us not later __than___ the end of this month.7. Your order is receiving our immediate attention and you can depend ___on__ us to effect delivery well ___within__ your time limit.8. We are sending you our S/C No. 0024 ___in__ duplicate, one copy of which please sign and return us ___for__ our file.9. In view of the long-standing business relations __with___ us, we wish to settle this dispute amicably. 10. We require payment by D/P __by__ draft at 60 days’ sight.II. Translate the following sentences into English.1. We hope the goods will be shipped before August.2. We require your immediate execution of our order and notice us a few days before completion.3. We have recorded your order, and are preparing the goods now.4. As we are in urgent need, we’ll highly appreciated if you can make delivery as soon as possible.5. We are pleased to confirm our purchase of 50 MT of peanuts from you.III. Translate the following sentences into Chinese.1.我们欣然向你方再次订购下列家用电器用品。

外贸函电写作教案(教学竞赛用)第一章：外贸函电概述1.1 外贸函电的定义与作用1.2 外贸函电的分类与结构1.3 外贸函电的写作原则与要求1.4 外贸函电的格式与规范第二章：外贸函电的基本写作技巧2.1 外贸函电的语言特点2.2 外贸函电的常用表达方式2.3 外贸函电的写作步骤与方法2.4 外贸函电的修改与润色技巧第三章：外贸函电的商务交流策略3.1 了解客户需求与期望3.3 处理商务异议与投诉3.4 商务洽谈与合作的技巧第四章：外贸函电的商务写作礼仪4.1 外贸函电的称呼与问候4.2 商务信函的结尾与祝福4.3 商务函电的礼貌用语与表达4.4 商务函电的签名与附件说明第五章：外贸函电的实例分析与演练5.1 外贸函电的实例解析5.3 外贸函电的模拟练习与评估5.4 外贸函电的竞赛策略与技巧分享第六章：询盘与报价函电写作6.1 询盘函电的写作要点6.3 报价函电的策略与技巧6.4 案例分析与模拟练习第七章：合同与订单函电写作7.1 合同函电的条款与结构7.2 订单函电的写作要点7.3 合同与订单函电的修改与谈判7.4 案例分析与模拟练习第八章：付款与运输函电写作8.1 付款函电的写作规范8.3 信用证函电的解读与回复8.4 案例分析与模拟练习第九章：投诉与争议函电写作9.1 投诉函电的写作原则9.2 争议函电的处理与回复9.3 协商与解决问题的函电技巧9.4 案例分析与模拟练习第十章：外贸函电的综合实训与竞赛策略10.2 竞赛场景与角色扮演10.3 外贸函电竞赛的评分标准与策略重点和难点解析重点环节一：外贸函电的定义与作用详细补充：外贸函电不仅是国际贸易中的基本沟通工具，而且它还承载着商业信息的传递、商业关系的维护和商业利益的实现等多重功能。

重点环节二：外贸函电的基本写作技巧详细补充：外贸函电的语言要求正式、准确、清晰、礼貌，写作步骤包括开篇、主体、结尾和结束语等。

重点环节三：外贸函电的商务交流策略详细补充：了解客户需求、有效沟通、处理异议和投诉，以及如何在商务洽谈中体现双方的利益。

修改信用证的信函
尊敬的先生/女士，
感谢您选择我们的产品/服务并与我们合作。

为了确保交易顺利进行，我们需要对信用证的信函进行一些修改。

以下是我们建议的修改内容：
1. 信用证的有效期：我们建议将信用证的有效期延长至XX日期。

这将为我们提供足够的时间来履行合同，并确保交货和付款的顺利进行。

2. 付款方式：我们建议将付款方式修改为XX方式（如电汇、信用证等）。

这将确保资金能够及时到达，并减少支付过程中的不确定性。

3. 货物数量和质量：请在信函中明确规定货物的数量和质量要求。

这将有助于避免任何可能的误解或纠纷，并确保我们能够按照合同的要求提供高质量的产品。

4. 收货日期和地点：请在信函中明确规定收货日期和地点。

这将帮助我们在合理时间内安排交货，并确保货物能够按时到达指定地点。

5. 保险要求：请在信函中明确规定保险要求，以确保在货物在运输途中发生意外时能够得到适当的赔偿。

以上是我们建议对信用证信函进行的修改内容。

希望您能够考虑并予以采纳。

如果您有任何疑问或需要进一步讨论，请随时与我们联
系。

我们期待继续与您合作，并为您提供最优质的产品/服务。

谢谢！
此致。

函电练习题31. 装船时，请按发票金额开具汇票向我们收款。

Please ________against the invoice value before shipping the goods.32. 鉴于这一事实，我们已将包装改为小木箱。

__________, we have changed the packing to small wooden cases.33. 我们急切地等候你对我们的询盘的答复.We are anxiously await your reply ______ .34.请给我们寄一组样品作为参考。

Please send us a collection of specimens ______ .35.我们有意获得你方的商品目录和价目单。

We are interested in ____and price list of your products.36.从ABC公司处得知贵公司现能供应干果。

We learned from ABC Co. that you are _________ to supply dried fruit.37.如果你方价格能予以8折处理，我方乐于接受200打。

If you can _____________________by 20%, we are ready to take 200 dozen.38.我们很乐意考虑你对产品质量的特别要求。

We are pleased to take care of your special request_______________ .39.通过双方信函来往，现已达成交易。

As a result of the exchange of letters between us, we have now ___ .40.如果能够降低价格，成交有望。

Business is hopeful if you _____________ .41.兹代表ABC公司开出由你公司为受益人的不可撤消的信用证一份，金额为人民币85，000元。

本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==信用证修改函范例篇一：信用证修改函范例信用证修改函范例201X-10-21 21:00:46| 分类： | 标签： |字号大中小订阅SHANGHAI LINSHENG TRADING CO., LTD548 YANPING ROADSHANGHAI, CHINAFAX:0086-021-5723APRIL25,201XBRIGHT STATIONERY CO.125 SUNFLOWER PLAZA SINGAPOREFAX:065-7890023MANAGERDear manager,We have received your L/C No. BRT-LSLC07 issued by DBS BANK for the amount ofUSD42788.58 covering BRIGHT BRAND DRAFTING MACHINE.On perusal, we find that the letter of credit have some discrepancies. Here please amend the L/Cas follows:(1) The address of Applicant is wrong, so please amend it to read “BRIGHT STATIONERY CO.125 SUNFLOWER PLAZA”.(2) The total amount in word of the L/C is less than the contract, so please amend it to read “SAY US DOLLAR FORTY-TWO THOUSAND SEVEN HUNDRED EIGHTY-EIGHT AND CENTSFIFTY-EIGHT ONLY”.(3) We couldn’t accept “the place of negation is in Singapore”, so please ame nd it to read “InChina”.(4) Insurance is to be covered for 110% of invoice value, so the words “FOR FULL INVOICE VALUE PLUS 110%” are to be replaced by “FOR FULL INVOICE VALUE PLUS 10%”.(5) The words “THE CREDIT COVERING ALL RISKS AND WAR RISKAS PER CI C DATED 01/01/1980” are to be replaced by “THE CREDIT COVEING ALL RISKS ANDWAR RISK AS PER CIC DATED 1/1/1981”.(6) The words “PACKED IN WOODEN CASES OF ONE SET EACH” to be replaced by “PACKEDIN CARTONS OF ONE EACH”.We think our position is very clear now and your amendment to the L/C is awaited.Yours faithfully.Sale manager信用证修改函 ???? 大学城栏目：居民空间消息快播 | 空间栏目：课程作业收藏到我的学习空间收藏到我的课堂魔方全屏发表时间：201X-5-7 11:33:22浏览：223评论：0Dear Sirs,We are pleased to inform you that we have received your L/C. However, on examing the L/Ccarefully, we regretfully find that certain points are not in conformity with the terms stipulated in our Contract No. GW201XX06. Therefore, you are requested to instruct your banker to make the following amendments:1. Doc. Credit NO should be “ IRREVOCABLE” instead of “revocable”.2. Applicant company and address is “FNT INTERNATIONAL TRADING CORP.AKEDSANTERINK AUTOP.O. BOX. 9. P. FINLAND”not “F. T. C. CO.AKEKSANTERINK AUTOP. O. BOX 9, FINLAND”3. beneficiary’ s is “HUNAN CEREALS, OILS FOODSTUFFS IMPORT & EXPORT GROUP CORP. LTD.NO.2 ZHUYUAN RD,CHANGSHA,HUNAN,CHINA” instand of “GREAT WALL TRADING CO., LTD. RM201 HUASHENG BUILDINGNINGBO P. R. CHINA”4. The amount USD 204,000.00 “SAY U.S. DOLLARS TWO HUNDRED AND FOUR HOUSAND ONLY” should be “SAY U.S. DOLLARS TWO HUNDRED AND FOUR THOUSAND ONLY”5. Partial shipment is allowed6. Loading in charge is in “GUANGZHOU” instead of “NINGBO”7. Descrip. of Goods is “200 MTOF PURPLE SPECKLED KIDNEY BEANS, USD1,020 PER MT AS PER SALES CONTRACT GW201XX06 DD 22.4.201X CIF HELSINKI” instead of “960PCS OFHALOGEN FITTING W500, USD6.80 PER PC AS PER SALES CONTRACT GW201XM06 DD 22,4,201X CIF HESINKI”8. The insurance is for 110% of full invoice value covering F.P.A up to HELAs the time of shipment is drawing near, please make the necessary amendments as soon as possible.篇二：信用证使用大全(含详介、中英文样本、修改函)信用证是国际贸易的中最普遍的一种付款方式，它牵系着众多进口商、银行、出口商的利益。