外贸英语函电4.ppt

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1、外贸函电（2）第四章第四章还盘还盘Review:n1.appreciatethegoodqualityofyourgoodsn2.不能不能n3.你方价格偏高你方价格偏高n4.throughanotherchanneln5.打折打折n6.推广你们的销售推广你们的销售n7.makeregularordersfromyoun8.利用利用n9.考虑我们的还盘考虑我们的还盘2.Counter Offer on Terms of PackingnCase5n伦敦乐购有限公司预向上海大华贸易公司进口伦敦乐购有限公司预向上海大华贸易公司进口一批食糖，上海大华贸易公司就此发盘。伦敦一批食糖，上海大华贸易公司就此

2、发盘。伦敦乐购有限公司接到对方发盘后，对包装条件有乐购有限公司接到对方发盘后，对包装条件有异议进行还盘。异议进行还盘。n伦敦方要求：食堂要用密封的塑料袋包装，伦敦方要求：食堂要用密封的塑料袋包装，12袋一纸箱。每一纸箱要用带子加固以防箱子受袋一纸箱。每一纸箱要用带子加固以防箱子受潮。潮。Useful Expressionsn1.acknowledgereceiptofyourletter你方来你方来信已收悉信已收悉,来函敬悉来函敬悉nacknowledge承认承认,供认供认,告知已收到告知已收到,鸣谢鸣谢,感谢感谢nIacknowledgeyourletter.nTheyacknowledge

3、themselvesdefeated.n2.acceptallthetermsbutthepacking接受接受除包装外所有的条款除包装外所有的条款n3.thesugarshouldbepackedinairtightplasticbags.食糖要用密封的塑料袋包装。食糖要用密封的塑料袋包装。n4.12bagstoacarton12袋为一纸箱袋为一纸箱n5.eachcartonissecuredbyoverallstrapping每一纸箱应用带子全部加固每一纸箱应用带子全部加固n6.preventthecontentsfromdampnessn防止箱内物品受潮防止箱内物品受潮1.Weackno

4、wledgereceiptofyourletterdated14,2004andhavepleasureininformingyouthatwecanacceptallthetermsbutthepacking.2.ThankyouforyourquotationofJune10,2004andwearepreparedtoacceptitif(provided)youagreetomeetourusualrequirementsonpacking.3.WethankyouforyourquotationofJune3,2004andwedecidetoacceptallyourtermsan

5、dconditionsbutpacking.Useful Sentencesn4.Theteashouldbepackedininternationalstandardtinboxes,24boxestoapallet,10palletsinanFCLcontainer.n5.Thesugarshouldbepackedinairtightdegradableplasticbagsfirstandtheninstrongpaperbagsof5kilogramsneteach,12bagstoacarton.n6.Eachcartonissecuredbyoverallstrappingino

6、rdertopreventthecontentsfromdampnessandpossibledamagethroughroughhandling.n7.Wedonotobjecttopackingincartons,ifthecartonsaresecuredbymetalbands.n8.Thepackingmentionedinyourquotationwasoftheoldmodeweadoptedseveralyearsago.Sincethenwerequireanewmodeofpackingasfollows.n9.Wewishyoucanmeetourrequirements

7、andlookforwardtoyourpromptreply.n10.Welookforwardtoreceivingyourconfirmationontheabove.nDearMr.Chen,nWeacknowledgereceiptofyourletterdatedMarch14,2004andhavepleasureininformingyouthatwecanacceptallthetermsbutthepacking.nThepackingmentionedinyourquotationwasoftheoldmodeweadoptedseveralyearsago.Sincet

8、henwerequireanewmodeofpackingasfollows,whichhasturnedouttothefullsatisfactionofourclients.Thesugarshouldbepackedinairtightdegradableplasticbagsfirstandtheninstrongpaperbagsof5kilogramsneteach,12bagstoacartonwithagrossweightaround65kilograms.Eachcartonissecuredbyoverallstrappinginordertopreventthecon

9、tentsfromdampnessandpossibledamagethroughroughhandling.Wewishyoucanmeetourrequirementsandlookforwardtoyourpromptreply.Yourstruly,JackDenterManagerNotesn1.moden.方式方式namodeoflife一种生活方式一种生活方式namodeofpacking一种包装方式一种包装方式n2.adoptv.采用采用nTheyadoptthenewproductionmethods.nAdoptanewtechnique.n3.turnout结果（常与结果

10、（常与to，that连用）连用）nOurnewmodeofpackingturnsouttothesatisfactionofourclients.n4.airtight adj.密封的，无懈可击的nAn airtight plastic bag nAn airtight excuse n5.degradable adj.可降解的ndegradable plastic wastesndegradable paper productsn6.secure v.保护nThe wooden case is secured by metal hoops.n7.strapping n.带子，铁箍Exerc

11、ise：Translate the following Chinese into Englishn1.The pens are packed six pieces in a box,美观、坚固、便于携带。n2.Special packing measures should be taken以防货物不受潮。n3.We do not object to packing in cartons,如果纸箱能用铁条加固的话。n4.The sugar should be packed 用密封的塑料袋，十二袋为一纸箱。n5.我们会满足你方要求将货物用木箱包好but you have to bear the e

12、xtra packing charge.The keyn 1.Thepensarepackedsixpiecesinabox,whichisbeautiful,durableandeasytocarry.n2.Specialpackingmeasuresshouldbetakentopreventthegoodsfromdampness.n3.Wedonotobjecttopackingincartons,12bagstoacarton.n4.Thesugarshouldbepackedinairtightplasticbags,12bagstoacarton.n5.Wecanmeetyour

13、requirementstohavethegoodspackedinwoodencasesbutyouhavetobeartheextrapackingcharge.Case 6 n收到收到MartinCrown先生的还盘后，陈先生考先生的还盘后，陈先生考虑到锦绣手袋在加拿大推广后的需要，便接受虑到锦绣手袋在加拿大推广后的需要，便接受其还盘。据此，双方交易及告达成。其还盘。据此，双方交易及告达成。nKeypointsn1.收到还盘收到还盘n2.推广的需要推广的需要n3.接受还盘接受还盘Useful Expressionsn1.beappreciativeof对对表示感谢表示感谢n2.makea

14、nexception破例破例n3.giveadiscountof-%(on)sthn4.inviewof鉴于鉴于Useful Sentencesn1.WeareappreciativeofyourletterofJune8,requestingtoallowyouan8%reductioninprice.n2.Inreplytoyourcounter-offerofJune8,2006,wearesendingyouthisletter,acceptingallyouhavecounter-offeredasfollows.n3.Weacceptyourcounter-offerofJune8

15、,andarepleasedtoconcludethetransactionofbrocadehandbagswithyou.n4.Itisourcompanyspolicynottodiscountonourstandardprices.n5.However,inordertodevelopourmarketinyourplace,wehavedecidedtoacceptyourcounter-offerasanexceptionalcase.n6.Inordertoassistyoutocompetewithotherdealersinthemarket,wehavedecidedtoa

16、cceptyourcounter-offer,ifyourorderreaches5,000piecesatonetime.n7.Inviewofthelong-standingbusinessrelationsbetweenus,wehavedecidedtoacceptyourcounter-offer.n8.Welookforwardtoreceivingyourorder,andtodevelopingourcontinuingandprofitablerelationship.nNingboQianhuTradingCo.,Ltd.n101LianfengRoad,Ningbo315

17、000,ChinanJune1,2006nThomasCo.,Ltdn120GardenStreetnVancouverV5Z3G7,CanadanDearMr.Crown,nWeareappreciativeofyourletterofJune8whichrequesteda5%discount.nItisourcompanyspolicynottodiscountonourstandardprices.However,wearegladtomakeanexceptioninthiscaseasanintroductiontoourbrocadehandbags.Thus,weaccepty

18、ourcounter-offerfora5%discountbasedonapurchaseof5,000piecesbyJune15,asfollows:nn“BrocadehandbagsatUS$11.40perpieceCIFVancouverforshipmentinAugust.”nWelookforwardtoreceivingyourorder,andtodevelopingourcontinuingandprofitablerelationship.nYoursSincerely,nDavidChenNotes:n1.discountn.折扣折扣n常用作常用作nAllow/g

19、ive/make/grant-%discountoff/onthepricesofgoods按货价给予按货价给予-%的折扣的折扣nCashdiscount现金折扣现金折扣nQuantitydiscount数量折扣数量折扣nIfyouorderfor6,000pieces,wewouldgrantyou8%discount.n2.standardprice标准价格标准价格n3.purchasev/n购买，采购购买，采购nBuy和和purchase都作购买解。都作购买解。但但Buy是一般是一般用语，对一切性质的购买均可使用，而用语，对一切性质的购买均可使用，而purchase较正式，一般用于规模较

20、大的商业业较正式，一般用于规模较大的商业业务。务。nWearepurchasingthegoodsforourownaccount.Exercisen1.We(offer,quote)youfor500setssewing(machine,machines)(at,on)USD50(on,at,of)CIFLagosbasis(for,in)Juneshipment.n2.Thereis(not,no)possibility(ofdoing,todo)businessatthisprice.n3.Weconfirm(havingsent,sending,tosend)youacablethis

21、morning.n4.Shouldyou(prepared,beprepared)toreducethepriceby5%,we(will,would,shall)placeourtrialorder(on,upon,with)you.n5.Wewriteyoutoday(with,in)thehopeofenteringinto(business,businessrelations,businessrelation)withyou.Chapter 4 Orders and Sales ContractCase1英国汤姆孙公司预向宁波钱湖贸易有限公司英国汤姆孙公司预向宁波钱湖贸易有限公司进口一

22、批印花布。宁波钱湖贸易公司报盘后，进口一批印花布。宁波钱湖贸易公司报盘后，加拿大汤姆孙公司认为价格和质量都合适，加拿大汤姆孙公司认为价格和质量都合适，决定接受报盘并下单。决定接受报盘并下单。Keypoints1.接到报盘接到报盘2.价格和质量都满意价格和质量都满意3.下订单下订单Useful Expressionsn1.patternsofcottonprintsn2.bothqualityandpricesaresatisfactoryn3.giveyouanordern4.besuppliedfromcurrentstockn5.33p(pound)peryardn6.cashagains

23、tdocumentsn7.beacceptabletoyoun8.makeinquiriesconcerningourfinancialstandingn9.refertoourbankn10.yourconfirmationofsalesUseful Sentencesn1.Thankyouforyourofferof12thJulysendinguspatternsofcottonprints.n2.Thankyouforyourletterof21stSeptemberinwhichyouenclosedyourprice-listandcatalogue.n3.Wethankyoufo

24、ryourletterof2ndJulyandaregladtoinformyouthatyoursamplesaresatisfactory.n4.Wefindbothqualityandpricessatisfactoryandarepleasedtogiveyouanorderforthefollowingitems.n5.Wewishtopurchaseyourproducts,enclosedpleasefindourorderNo.394.n6.Aswefindbothqualityandpricessatisfactory,wearepleasedtogiveyouatrialo

25、rderforthefollowingitems.n7.Ourusualtermsofpaymentsarecashdocumentsandwehopetheywillbeacceptabletoyou.n8.Youcanmakeinquiriesconcerningourfinancialstandingandyoumayrefertoourbank.n9.pleasesendusyourconfirmationofsales.nDearSirs,nThanksyouforyourofferof12thJulysendinguspatternsofcottonprints.Wefindbot

26、hqualityandpricessatisfactoryandarepleasedtogiveyouanorderforthefollowingitemsontheunderstandingthattheywillbesuppliedfromcurrentstockatthepricesnamed:nQuantityPatternNo.Pricesn300yards7233pperyardn450yards8238pperyardn300yards8444pperyardnCIFBristolnOurusualtermsofpaymentarecashagainstdocumentsandw

27、ehopetheywillbeacceptabletoyou.Meanwhileshouldyouwishtomakeinquiriesconcerningourfinancialstanding,youmayrefertoourbank,theNationalBankofLondon.nPleasesendusyourconfirmationofsalesinduplicate.nYoursfaithfully,Notes:n1.patternn.式样，花型式样，花型nWeofferyouournewpatternsofsilk,forwhichwequoteyouasbelow.nWear

28、epleasedtosendyoupatternsinvariouscolorsasrequested.n2.cottonprint印花布印花布n3.documentn.单证单证n4.duplicaten.一式两份一式两份ninduplicaten5.namev.指定指定natthepricenamedExercisenFillinthemissingwordsinthefollowingblankswiththefirstlettergiven.nWethankyouforyourletterofSeptember30andaregladtoi_youthatyours_iss_.Wewis

29、htop_yourproducts,e_pleasefindourorderNo.394.nWewouldbeg_ifyouwouldp_theorderassoonaspossible.Covering Letter with Order Form(附订单的信函）n附订单的信函主要由三段组成：附订单的信函主要由三段组成：n第一段，向卖方提到之前的联系，确认达成交第一段，向卖方提到之前的联系，确认达成交易；易；n第二段，希望对方早日交货；第二段，希望对方早日交货；n第三段，所附的订单第三段，所附的订单,详细描述订单细则详细描述订单细则nDearsSirs，n YourreferenceNo.b

30、s/281nWethankyouforyourletterof2ndJulyandaregladtoinformyouthatyoursamplesaresatisfactory.EnclosednpleasefindourorderNo.237forfouroftheitems.nAlltheseitemsareurgentlyrequiredbyourcustomers.Wethereforehopeyouwillmakedeliveryatanearlydate.nYoursfaithfully,nH.SIMPSON&CO.,LTD.nn OrderNo.237nOrderFormn7t

31、hJuly2003nChinaNationalImp.&Exp.CorpnShanghai,ChinanQuantityItemCatalogueNo.CIFSydneynNetn250bedsheets,106cm,blue67$2.50eachn250bedsheets,120cm,primrose89$3.00eachn500pillowcases,blue101$1.80apairn500pillowcases,primrose120$1.80apairnPacking:incottonclothbales.nShipment:promptshipmentfromShanghai.nP

32、ayment:byirrevocableL/Cavailablebydraftatsight.nForH.SIMPSON&CO.,LTD.New Wordsn1.referencen.(商业中书信编号）商业中书信编号）n2.itemn.条款，项目条款，项目n3.primrosen.淡黄色淡黄色n4.balen.大包大包n5.irrevocableadj.不能改变的，不可撤销的不能改变的，不可撤销的n6.availableadj.可得到的，有效的可得到的，有效的n7.urgentadj.急迫的，紧要的，催促的。急迫的，紧要的，催促的。Notes n1.BS或或bs是英国标准是英国标准Britis

33、hStandard的缩写形式的缩写形式nproducedtoBS4353按英国标准规格编号按英国标准规格编号4353生产生产n在国际贸易中，各贸易国间生产质量评价体系及度量不在国际贸易中，各贸易国间生产质量评价体系及度量不同。为统一标准，在国际贸易中通常采用统一标准。同。为统一标准，在国际贸易中通常采用统一标准。nBS为其中之一，又如重量：为其中之一，又如重量：longton长吨（长吨（1长吨长吨=0.9842t)n2.therefore因此，为此因此，为此nTheitemyourequestedisnolongavailable;wearethereforereturningyourchec

34、k.n3.atanearlydate早日，尽早早日，尽早n4.promptshipment即时装运即时装运ExercisenFillintheblankswiththeappropriateformofthewordsgiven.n1.Wearegladtoinformyouthatyouroffersare_(satisfy).n2.ThecargoofcatalogueNo.140isurgently_n(require)byourcustomers.n3.Ifpossible,wehopethatprompt_(deliver)wouldbeavailable.n4.Weapprecia

35、tethepaymentofirrevocableL/Cbydraftat_(sightly)Sales Contract nCase2n宁波钱湖贸易公司接到英国汤姆孙公司的订单后，宁波钱湖贸易公司接到英国汤姆孙公司的订单后，按照英方公司要求随函附寄按照英方公司要求随函附寄2份销售合同，要求份销售合同，要求对方签署合同并寄回副本。对方签署合同并寄回副本。nKeypointsn1.接到订单接到订单n2.随函附寄随函附寄n3.销售合同销售合同n4.寄回副本寄回副本Useful Expressionsn1.appreciateyourletterofSeptember20n2.yourorderNo

36、.237for300yardsofcottonprints.n3.oursalescontractn4.induplicaten5.returntousforourfilen6.pointoutthatn7.theabove-mentionedgoodsn8.thestipulationsintherelevantcreditn9.thetermsstatedinoursalesconfirmationn10.avoidsubsequentamendments.n11.effectshipmentUseful Sentencesn1.Wehighlyappreciateyourletterof

37、September20togetherwithyourorderNo.237for300yardsofcottonprints.n2.WehavereceivedyourorderNo.237forcottonprintsandaresendingyouherewithoursalesconfirmationNo.cp-103induplicate.n3.Pleasesignandreturnonecopytousforourfile.n4.EnclosedpleasefindourSalesContractNo.229induplicate,onecopyofwhichpleasesigna

38、ndreturntousforourfile.n5.Itisunderstoodthataletterofcreditinourfavorncoveringtheabove-mentionedgoodswillbeestablishedimmediately.n6.WewishpointoutthataletterofcreditinourfavorshouldbeopenedbeforeOct.20.n7.Thestipulationsintherelevantcreditshouldstrictlyconformtothetermsinoursalesconfirmation.n8.You

39、maybeassuredthatweshalleffectshipmentwiththeleastpossibledelayuponreceiptofthecredit.n9.Weappreciateyourcooperationandlookforwardtoreceivingyourfurtherorders.n10.Wearelookingforwardtoyourquickreply.nDearSirs:nnRe:yourorderNo.237nWehighlyappreciateyourletterofSeptember20togetherwithyourorderNo.237for

40、300yardsofcottonprints.nWearepleasedtoacceptyourtermsandconditions.EnclosedpleasefindourSalesContractNo.cp-103induplicate,onecopyofwhichpleasesignandreturntousforourfile.nItisunderstoodthataletterofcreditinourfavorcoveringtheabove-mentionedgoodswillbeestablishedimmediately.Wewishtopointoutthatthesti

41、pulationsintherelevantcreditshouldstrictlyconformtothetermsstatedinoursalesconfirmationinordertoavoidsubsequentamendments.Youmaybeassuredthatweshalleffectshipmentwiththeleastpossibledelayuponreceiptofthecredit.nWethankyouforyourcooperationandlookforwardtoreceivingyourfurtherorder.nYourssincerely,nNi

42、ngboQianhuTradingCo.,Ltd.nManagerNew wordsn1.filen.档案档案n2.stipulationn.规定规定n3.relevantadj.有关的有关的n4.conformv.符合，遵守符合，遵守n5.subsequentadj.以后以后n6.amendmentn.修改，增补修改，增补n7.effectv.实现，完成实现，完成Notesn1.inourfavorn2.relevantn有关的，切题的；有价值的有意义的有关的，切题的；有价值的有意义的nIhavestatedtherelevantfacts.我已经陈述了相关事实我已经陈述了相关事实Neith

43、erBrucesopinionnorminearerelevanttothematterunderdiscussion.不论是布鲁斯的观点还是我的观点，都与正在讨论中不论是布鲁斯的观点还是我的观点，都与正在讨论中的问题毫无关系。的问题毫无关系。他参看了不少有关书刊。他参看了不少有关书刊。Heconsultedanumberofrelevantbooksn3.conformtosth与某事物相符与某事物相符n我尽量做到符合公司的要求我尽量做到符合公司的要求。nIamtryingtoconformmyselftotherequirementsofthecompany。n她因没有遵守医疗实践标准而受

44、到指责她因没有遵守医疗实践标准而受到指责nShewaschargedwithfailingtoconformtothestandardsofmedicalpractice.n4.beassured放心，确保放心，确保n你只要努力，保管能学好汉语你只要努力，保管能学好汉语nYouareassuredthatyoucanlearnChineseifyoumaketheeffort.n5.effectshipment装船装船nEffectinsurance/supply/delivery投保投保/供货供货/交货交货n6.withtheleastpossibledelay=withoutdelayn不

45、延误不延误n7.subsequent adj.随后的，后面的nHe passed the initial test,but failed the subsequent one.n他通过了最初的考试，但是在后来的考试中没有及格。nThe report and its subsequent controversy caused the mayor to resign.n这份报告和由此产生的争论导致了市长的辞职.Exercise:Translate the following words or phrases into Chinese or English:n1.with reference ton

46、2.place a trial ordern3.unit pricen4.acknowledgementn5.apply for L/Cn6.initial ordern7.Sales Confirmationn8.一式两份n9.以供我方存档n10.以我方为受益人n11.避免日后修改n12.装船n13.满足某人的需求n14.有存货n15.脱销nFill in the blanks with the appropriate wordn1.Prices of vegetable oils have risen steeply _ March.n2.Goods will be shipped_ 20

47、days after receipt of the L/C.n3.Our offer _ firm till June 3,that is,two weeks from today.n4.We invite your attention to the fact _ the L/C covering your order No.233 has not reached us in spite of our repeated requests.Review:Ordern1.Thank you for your offer of 12th July sending us patterns of cot

48、ton prints.n2.Thank you for your letter of 21st September in which you enclosed your price-list and catalogue.n3.We thank you for your letter of 2nd July and are glad to inform you that your samples are satisfactory.n4.We find both quality and prices satisfactory and are pleased to give you an order

49、 for the following items.n6.As we find both quality and prices satisfactory,we are pleased to give you a trial order for the following items.n7.Our usual terms of payments are cash documents and we hope they will be acceptable to you.n8.You can make inquiries concerning our financial standing and yo

50、u may refer to our bank.n9.please send us your confirmation of sales.n1.We thank you for your letter of 2nd July and are glad to inform you that your samples are satisfactory.Enclosed please find our order No.237 for four of the items.n2.All these items are urgently required by our customers.We ther