外贸函电tightmoney（精选6篇）
篇1：外贸函电tightmoney
外贸函电范文
正文：
一． 如何表达在涨价前订货
Thank you for your letter of October 10 for business copiers.We 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 year.Though we have tried hard to keep our quotations down, we are afraid the margin for keeping on going like this will not long.Therefore, 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.感谢贵方10月10日关于商用复印机的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。
我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。
二． 要求及时供货
We understand that you are the agent for the White Tiger ties.We enclose our order for 1000 dozens of the White Tiger ties.Please note that we need these goods rather urgently as Christmas is drawing near.If you could supply goods timely for seasons, we would make repeated orders, provided prices are reasonable.Payment for the enclosed order will be made on a draft at sight under our letter of credit opened in your1
favor on receipt of your confirmation that the goods are sent out, and can be delivered before 1, December, 2000.获悉贵公司为“白虎牌领带”的代理商。兹附上1000打白虎牌领带订单一份。请注意，由于圣诞节在即，本公司急需这批货物。如果贵公司能够及时供应时令货品，而且价格公道，我方将继续订货。
此票订单之货款，待确认贵方已于2000年12月1日前发货之后，本公司即向贵公司开出见票即付的信用证。
三． 要求代理商报价
We have read in China Daily that you are the exclusive agent for Hi-Fi Corporation of Africa and Asia.Would you please send us price-lists and catalogues of all the Hi-Fi wireless products and terms of payment.Please advise if you would grant special terms for an annual trade over 1 million U.S.dollars.A visit of your representative would be appreciated.Perhaps he could bring the newest samples of the 999 hand phone, an item of growing interest here.我方从《中国日报》上获知，贵公司为高保真公司在非洲和亚洲的独家代理商。
请惠送该公司所有无线通讯产品的目录、价目表及付款条件，并请告知，如果每年交易额达100万美元以上，是否可获得特别条件。
敬请贵方派代表来与我们洽谈，并携带最新999型手机样品，该产品在此地销路看好。
四． 回复询盘告知无货
Referring to your letter of 5 June, we very much regret that we are unable to make you an offer for the goods you demand.The reason is that the product you need has been out of stock.What’s more our manufacturers
2have declined orders because of shortage of raw materials.We shall, however, file your inquiry and cable you our offers as soon as we have got supplies.我方收到贵公司６月５日来函，但非常遗憾，我方无法对贵方所需产品报盘。其原因是，此货品在我处已经脱销。而且，由于原料短缺，生产厂家已经拒绝了我方订单。
我方已将贵方询函备案，一经有货，我方将以电报报盘。
五． 回复询盘，量大折价
We are pleased to receive your letter of 5 July and enclose our catalogue and price list.Also by separate post we are sending you the samples of our products.Our catalogue contains items and their specifications of our supplies.Through comparing our prices with those of other suppliers, you will appreciate the moderate prices of ours.For a total purchase of not less than 100,000 and not more than 200,000 American dollars, we would allow a discount of 10% and for a purchase larger than 200,000 American dollars, we would allow a 20% special discount.很高兴收到贵公司7月5日来函。现寄上产品目录与价目表。同时另封寄去样品，请查收。
所寄产品目录包括本公司产品的品名、规格。与其他厂商的价格比较，我方的报价定会使贵方满意。
凡总定购量超过100,000美元但不足200,000美元者，我方将给予10%的折扣；凡总定购量超过200,000美元者，我方将给予20%的折扣。
六． 如何追问买方意见
In reply to your inquiry we sent you on May 25 a copy of illustrated
catalog of our electric products.As we have not heard from you since, we
3would like to ask whether you have had received our reply and what
opinion you have on our products.We are always ready to serve you and should be grateful for your reply.在５月２５日我方对贵方询函的回函中，已寄去本公司电器产品的附图目录。因迄今尚未接到贵方的消息，特致函询问，贵方是否已收到我方回函，并征求贵方对本公司产品的意见。我方随时愿意效劳，若承蒙贵方惠赐回函，当不胜感激。
七． 如何询问参展条件
From yesterday’s Morning Paper we have learned that you are now
taking applications from exhibitors for the 2000 Canton Fair.We hope you would send us a copy of detailed conditions for application, such as size of each booth, fees for rent, and time schedule for moving in, etc., as well as the time limit for application。
从昨天《晨报》上获悉，贵单位正在征集“2000年广交会”的参展申请。希望贵方能将展位大孝租用展位价格、进场时间、最迟申请日期等详细情况通知我方。
八 询盘并邀请访问
We had your enclosed drawings of 5 types of machines in your letter Feb.2, 2000.Would you please inform us by return of the price, discounts, terms of payment and the time when you can deliver them.If your
quotations are suitable and the quality proves good, we’ll be pleased to invite your representative over for detailed discussion.我方收到贵方2000年2月2日函及随函所附有关5种机械的图纸。请函报有关机械的价格、折扣、付款方式及最早的交货时间。
如果报价合理并能证明质量优秀，我方将邀请贵方的代表过来详谈。
4九 如何索要产品目录
We get your name and address from your local Chamber of
Commerce.We are an importer of plastic products and we would appreciate it if you would send us your catalogue in the new year.我方从贵公司的商会获知你们的名称与地址。
本公司经营塑料制品的进口业务，希望能够得到贵公司明年的产品目录。
十 根据广告询价
Seeing your ad in“Family Life” we become interested in your silver wares of court styles.Please quote us for the supply of the items listed on the enclosed query form and give your prices C.I.F.Shanghai.It would be appreciated if you include your earliest delivery date, terms of payment, and discounts for regular purchases.我们看过贵公司登在《家庭生活》杂志上的广告，对你们的宫廷银器颇感兴趣。
请贵方按随函附表所列产品提供“C.I.F.上海”报价，最好包括最快交货日期、付款条件及所能提供的定期购货折价。
十一 承使馆推荐询价
We learn from the our Embassy that you are producing for export hand-made shoes and gloves in natural leather.There is a steady demand here for high-class goods of this type, especially in unique
designs.Will you please send us your catalog, export prices and terms of payment, together with any samples you would like to let us examine.从我国大使馆获悉贵公司制造并出口天然皮革材料的鞋类及手套。
我国有对此类高级产品稳定需求的市场，特别需要样式新颖的产品。请惠
5送贵公司的产品目录、出口价格、付款条件及所能提供的样品为荷。十二 按样品询价
We have a large demand for the supply of 50,000 meters brown serge, whose sample is enclosed to show you the shade and quality we require.Please send your samples corresponding to our samples with the most reasonable price C.I.F.Singapore if you can supply within three months from now.本公司需要５万公尺棕色斜纹布的大量供货。现随函附送我方所需货物的样品，以示其色调及品质。若贵公司能在３个月内供货，请送供货样品，并提供新加坡港C.I.F.最合理的报价。
十三 按产品图片询盘
In your letter of December 3, 2000, we got your enclosed price list and catalogue, we found that one of your goods is to our satisfaction, so we are now post its picture back to you.Would you please inform us in detail its price, terms of payment and terms of shipment.We hope you would quote us the most reasonable price.As we have a large population here, if the goods are sold well, we are sure to place regular orders with you.收到贵方2000年12月3日函及所附价目单和产品目录。我方看中其中的一种产品，现将其图片寄还。请祥报该产品的价格、付款方式及装运条件。希望得到贵方最合理的报价。我国人口众多，如果销路好，我方一定会成为贵方的稳定客户。
篇2：外贸函电tightmoney
Kee & Co., Ltd
Regent Street
London, UK
Dear Sirs:
This is to confirm your telex of 16 January 2004, asking us to make you firm offers for rice and soybeans C&F Singapore.We telexed you this morning offering you 300 metric tons of polished rice at A$2,400 per metric ton, C&F Singapore, for shipment during March/April 2004.This offer is firm, subject to the receipt of your reply before 10 February 2004.Please note that we have quoted our most favourable price and are unable to entertain any counter offer.With regard to soybeans, we advise you that the few lots we have at present are under offer elsewhere.If, however, you were to make us a suitable offer, there is a possibility of our supplying them.As you know, of late, it has been a heavy demand for these commodities and this has resulted in increased prices.You may, however, take advantage of the strengthening market if you send an immediate reply.Yours faithfully,Tony SmithChief Seller
先生:二零零四年元月十六日有关查询大米和大豆新加坡到岸价的电传已收悉。
今日上午电传报价：精白米三百公吨，每公吨成本加运费新加坡到岸价为2400澳元。于二零零四年三或四月装运。以上实价需由贵公司于二零零四年二月十日前回覆确实。该报价为最优惠价，恕不能还价。
本公司与客户正洽售一批大豆交易，若贵公司愿意报以适当买价，本公司乐意出售。近来该类产品需求热烈，令价格上涨。请贵公司把握机会，尽早落实定单为盼。
从上文可以看出，即使翻译过来的外贸函电都有很规范的格式和用语。所以，外贸函电是一种很正规的函电，刚开始做 外贸的时候可以多看看别人是怎么写的。
篇3：外贸函电的文体特征分析
关键词：外贸函电,文体特征分析,语篇特征,语法特征,词汇特征
外贸函电是涉外商务中使用的各种函件的总称, 是进出口业务进展情况的专业性书面纪录, 它以信函为主要形式 (有时兼有传真、电传和电子邮件等形式) , 在外贸业务中起着传递商业信息、陈述商务事实和磋商业务的作用。外贸函电的内容涉及到不同的外贸流程, 主要包括:建立业务关系, 询盘, 报盘, 还盘, 订货, 接受订单, 签约, 包装, 装运, 保险, 付款, 索赔等。从建立业务关系到达成交易、执行合同以及解决因与合同不符而产生的纠纷等都离不开外贸函电的书写。在现代国际贸易过程中, 外贸函电已经成为我国与世界接轨的重要桥梁和纽带, 也是我国高校商务英语专业和外贸专业的必修课程。在长期的外贸实践中, 外贸函电形成了独特的文体特征, 函电写作在保持一定的公文文体的同时, 行文力求简洁, 并追求实用性、注重专业性、增强可读性;其句子和词语在用法上也被打下了深深的行业印记, 并且已经形成了一套较为完整的特有的语言表达形式。文体学是一门运用现代语言学理论和方法研究文体的科学, 是一门研究语言的表达效果的学科。[1]文体学的任务在于观察和描述各类文体的语言特点, 即它们各自语音、词汇、语法与篇章的特点, 目的在于使学习者能更好地了解它们所表达的内容和在恰当的场合使用它们。本文拟以刘杰英主编的《世纪商务英语———函电与单证》[2]中的外贸信函为主要素材, 从其语篇特征、语法特征和词汇特征入手, 分析外贸函电的文体特征。
1 语篇特征
语篇通常是指系列连续句子构成的语言整体, 是比句子更大的语义单位。它是人们运用语言符号进行交往的意义单位, 故可长可短。[1]外贸函电通过文字传递信息和促成交易, 其语篇具有格式规范、结构严谨、逻辑性强、思路清晰等特点。外贸函电的语篇模式规范。一封信函的主要构成要素有:信头、日期、封内地址、称谓、正文、结束语、签名。根据实际情况可添加其他相关内容, 如标题、附录、副本抄送等。外贸信函的格式正规, 通常分为齐头式、缩进式及混合式三种。
外贸函电的语篇结构逻辑合理、意义连贯。所谓逻辑合理, 包括句子结构合理, 段落安排合理, 语篇思维清晰;所谓意义连贯, 即句与句之间语义连贯, 段与段之间内容连贯, 上下文之间思路连贯。以下以一封外贸信函的正文部分为例来说明这一特征。
We thank you for your letter and shall be pleased to enter into business relationships with you.
As requested, we are sending you by another mail our lates catalogues and pricelists of our exports.
If you find business possible, please write to us.
此信函的正文部分短小精悍, 仅有三个句子且每个句子独立成段, 突出了信函语篇结构简洁完整、逻辑严谨的特点。首段开门见山地表明了写信的意图和目的;第二段处理业务, 说明已按对方要求寄出资料;最后一段呼应前文并提出希望或祝愿。
2 语法特征
2.1 常用句型和句式
源于其应用语体的特点, 外贸函电的句型较简单, 主要是陈述句和祈使句;从句式看, 长短句搭配, 使函电的构成错落有致。外贸函电往往强调一事一信, 内容多围绕一根主线展开, 所要表达的多为说明性或规定性的内容, 所以句型大都为陈述句。祈使句多以表示积极意义的礼貌用语“Please”开头, 以使生硬的命令语气变得委婉。短句的运用符合商务交流简洁、清晰及省时的特点, 但为了使意思表达明确细致、防止歧义, 外贸函电语篇中的句子有时偏长, 句子结构相对复杂, 常使用短语、从句来限定说明成分, 形成较冗长的句子。长句适合表达多层次的复杂逻辑关系, 可以充分完整地表达相互关联的意义, 这种效果是短句无法达到的。而且这些长句句式规范, 很少用到虚拟语气、倒装等语法项目;句子精炼, 华丽辞藻较少, 表达有效, 在陈述事物时往往具体、明确, 绝不含糊其辞, 确保了行文的严谨性和表达的客观性。
2.2 适当使用被动语态
在外贸函电中使用被动语态不必说出施为者, 能够起到突出商务信息、提高论述的客观性、少带主观色彩和增强可信度等作用。因此, 被动语态的适当运用符合外贸函电应用语体严肃性和庄重性的需要。有时候在涉及到负面的消息、存在的问题或关系到对方的责任、过失时, 使用被动语态可以避免语言过于直接。试比较以下两个句子:
1) You promised to deliver the goods before 1st May, bu now you have caused us considerable difficulty through the late delivery.
你方本来承诺在5月1日前发出货物, 可由于发货的延误, 你方给我方带来了相当大的困难。
2) The goods were promised to be delivered before 1st May, but now we have been in considerable difficulty through the late delivery.
货物本应按约定在5月1日前发出, 可是如此长时间的延误使我们面临着相当大的困难。
句1使用了主动语态, 直接地表达了对对方的指责和不满, 显得不够委婉得体;而句2使用了被动语态, 把信息的焦点集中在现实存在的问题上, 有意隐去了责任方, 顾及了对方的面子, 以争取对方的合作与支持并及早解决实际问题。
2.3 套语的大量使用
礼貌原则对于外贸函电的写作至关重要。客气、礼貌和委婉的信函直接体现了写信人自身的素质, 有利于树立企业的良好形象;并能为业务双方营造友好的气氛, 有利于建立良好的业务合作关系。在长期的国际商务交流中所形成的一系列言简意赅又表达地道的固定句型和套语, 这些套语对于函电的礼貌得体起着重要的作用。
如表明信息来源的套语:
On the recommendation of……, we know that….由……推荐, 我们得知……
Through the courtesy of……, we come to know that……承蒙…..推荐, 我们得知……
用于信函结尾的套语:
We are looking forward to your early reply.期盼你方早日回信。
We are awaiting your favorable news.等候你方好消息 (佳音) 。
3 词汇特征
3.1 用词严谨
外贸函电是商务运作中双方关于业务往来的通信, 由于这些信函涉及到双方的权利和义务, 很多时候, 函电可以作为解决商务活动争端的法律依据, 所以外贸函电特别注重用词严谨准确, 以确保所传达信息的准确性和规范性。如在询盘函、报盘函, 以及装运函中, 对货物的具体品质、如颜色、尺码、价格、重量的表达必须具体准确, 以免产生不必要的误解和发生不必要的纠纷。外贸函电的遣词造句力求准确、得体、简单明了, 不像文学作品那样, 有华丽的词藻和丰富的修饰语, 也不必使用夸张、比喻等修辞手段。
3.2 用词专业, 术语较多
专业术语是指适用于不同的学科领域或专业的词, 是用来正确表达科学概念的词。为了准确描述商务活动的各个环节以及与此相关的各类单据、协议和合同, 外贸函电中多使用准确无误的商务术语, 使表达精炼和严谨。这些商务术语承载着商务理论和商务实践等方面的信息, 具有国际通用性, 其意义精确单一、无歧义。如Import License, Interest Rate, sightdraft分别指的是进口许可证、年息和即期汇票。需要特别指出的是, 一些普通词汇在外贸领域中可以具有不同的指称意义。例如quote、accommodation的通常含义为引用、住宿, 但在外贸函电中, 它们却有着特殊的含义。见例句:
We hope that you could quote us the lowest price for cotton.
我们希望你方给我们报棉布的最低价。
We should appreciate it if you extend accommodation to us.
如果你方能给予通融, 我方将不胜感激。
另外, 某些专业术语常以约定俗成的、为业内人士所熟知的缩略词形式出现。这些缩略词形式简练, 使用方便。例如:LC (letter of credit) 信用证, D/P (Document against Payment) 付款交单, RSVP (reply if you please) 请答复, ASAP (as soon as possible) 尽快, Cr. (credit) 贷方, f.d (free discharge) 免费卸货。在使用
缩略词时要注意其缩写的统一性和使用规范。
4 结束语
外贸函电是国际商务往来经常使用的联系方式, 是开展对外经济贸易业务和有关商务活动的重要工具。对外贸函电的文体特征的理解和把握, 有利于人们在进行外贸函电的写作时更好地驾驭语言, 以进行更有效和得体的商务交流。
参考文献
[1]秦秀白.英语语体和文体要略[M].上海:上海外语教育出版社, 2002.
[2]刘杰英.世纪商务英语--函电与单证[M].大连:大连理工大学出版社, 2007.
[3]赵银德.外贸函电[M].北京:机械工业出版社, 2007.
篇4：浅析《外贸函电》课程教学
摘要：《外贸函电》是一门实践操作性很强的课程，是高校国际贸易专业的必修课。通过分析教学活动的现状，文章结合自身教学实践经历和学院教学改革的目标，探讨《外贸函电》教学的改革。
关键词：外贸函电；教学改革；课程改革；实践教学
中图分类号：F740
文献标识码：A
文章编号：1006－8937(2009)16－0180－01
随着全球经济一体化的发展，越来越多的中国企业直接参与了国际市场竞争。要想在竞争中获胜，企业必需拥有一批既有外贸专业知识和扎实基本功，又有较高商务英语水平的外贸实用型人才，因此外贸函电变得日益重要。
1目前外贸函电教学状况
①教材陈旧。在当前实际教学中使用的外贸函电教材种类非常多，但教材大部分内容陈旧，很多沿袭旧版，或是挖补性修改。且当今电子商务的迅猛发展和应用，外贸业务联系大多是通过电邮和传真进行。而现仍有不少教材大篇幅地介绍电报和电传类的内容。加上教材本身的滞后性，就很难适应外经贸职业教育发展的需要。
②教师队伍专业素质参差不齐。外贸函电是一门将国际贸易实务与外贸英语相结合的综合性课程，属于专门用途英语(EsP)范畴。教师既要有良好的英文口语教学水平，还应有丰富的外经贸专业知识。
③缺乏实践教学及其创新。外贸函电是借助网络信息，在一定外文基础上实现商务活动，具有很强的实践操作性。而现有课程体系中没有突出创新性，只停留在理论教学，实践教学相对较少，或只是一些理论上的论述创新，缺乏具体的实验活动做指导，在课程体系中大多采用面授式的教学，以模拟性为主，讲解基础性知识，是不利于学生创新能力的培养。
2外贸函电教学探索与改革
外贸英语函电也是一门实用性英语课程。它是根据外贸业务环节的实际流程，系统地展示函电来往的内容、语言特点和表达方式。通过函电的学习，使学生掌握撰写外贸英语函电的知识，具有草拟有关的函电、合约的能力，以适应外经贸工作中与境外客户进行联络的实际业务需要。为应对新形势，须在实际教学中，加以改革创新，整合现有课程体系，加强教学方法、教学手段的改革，以提高学生的综合能力。
①课程体系，教学内容的改革创新，构建新的课程体系。《外贸函电》是一门将国际贸易理论与实务、国际结算、大学英语等相结合的综合性课程，对有重叠内容或相同的课程进行整合。为此，我院去年开始进行相关课程体系改革，08级实行“三阶段，九级别”的课程体系整合：按照学生职业教育培养目标要求从低到高，相应制订了使用能力阶段、结构能力阶段、原理能力阶段，而各阶段里又分别划分三个级别。比如在使用能力阶段中一级的要求是学生能考取单证员证书，具有较强电子制单能力，看懂各种电子单据，掌握不少于500个电子制单、常用外贸词汇并熟练掌握国际贸易、单证、谈判、国贸地理的基础知识，相应的就开设了国际商务单证理论、国际贸易、国际商务谈判、国际贸易地理、国际结算、集装箱运输实务等操作性课程。而在结构能力和原理能力阶段中，对学生的培养要求逐渐提高，在开设外贸跟单理论、报检基础知识等实务操作性课程同时增加如国际市场营销、货币银行学等理论性课程，打破原有专业基础课、理论基础课、专业课、专业实践操作课的顺序设置的课程体系，着重培养学生的实际操作能力，以适应社会对外贸人才的需要。
②外贸专业知识与英文函电知识相结合。外贸函电是以函电为基础，对国际贸易中各实践环节进行展开，要求教师拥有扎实的外贸专业知识和较高的英文口语教学水平，才能胜任外贸函电的教学任务。所以在教学过程中做到理论教学与实践教学相结合，以培养和提高学生的学习兴趣和能力。教师先要向学生介绍外贸函电的基本理论知识，再以外贸业务流程为主线，介绍相关的外贸业务背景和专业知识，便于学生更深刻地领会和掌握国贸实务知识。此外，应加大外贸英语会话训练，融外贸英语会话于函电教学之中，使学生口语和书面表达能力都能提高。
篇5：外贸函电部分考点
一、词组翻译
This Side Up 此面向上 Do Not Drop 不可抛掷 Fragile, Glass 易碎，玻璃品 Explosives 爆炸物 Flammable Gas 易燃气体 Radioactive 放射性物质 Infectious Substance 感染性物品 ocean bill of lading 海运提单 cargo receipt 货运收据 shipping company 轮船/船务公司 shipping instructions 装船须知 shipping mark 唛头
export credit insurance 出口信贷保险 withdrawal of import licenses 取消进口许可证 invoice value 发票金额 breach of contract 违反合约 contractual commitments 合同条款 binding force 约束力 default on the part of the debtor 购买方违约 force majeure 不可抗力 lodge a claim against sb.向某人提出索赔 bear legal liability 承担法律责任 international multi-modal shipment 国际多式联运
二、缩写
B/D B/E CAF CIF D/A D/D D/P enc., encl.ICAA ICC MT ref.Ref.No.S/C S/S, S.S.T/T bank draft bill of exchange cost and freight cost, insurance and freight documents against acceptance demand draft;documentary draft documents against payment enclosure International Commercial Arbitration Association International Chamber of Commerce metric ton/mail transfer reference reference number sale contract steamship telegraphic transfer
银行汇票 汇票 成本加运费
成本、保险加运费（到岸价）承兑交单
即期汇票；跟单汇票 付款交单 附件
国际商事仲裁协会 国际商会 公吨；信汇 参考 参考编号 售货合同 轮船 电汇
三、句子翻译
1.经你地中国银行函告，得知贵方意欲购买纺织品。我们专营纺织品的出口业务，愿与贵公司建立直接的业务关系。
We learned from Bank of China at your end that you are in the market for textiles.We specialize in exports of textiles, with the desire to enter into direct business relations with you.2.为了使你方对我们经营的产品有一个大致的了解，兹附上一整套注有规格和包装的活页说明书以供你方了解。
In order to give you a through understanding of our commodities, we enclosed a full set of leaflets with specification and package for your referral.3.货物在装船前将有河南省商品检验检疫局进行严格的检验，并提供必要的证明说明其品质和数量。
Goods will be inspected carefully by Henan Commodity Inspection and Quarantine Bureau with issuance of certificates of quality and quantity.4.为了促进你我双方的贸易，现另航寄你方一本带插图的商品目录，供你方考虑。
In order to advance our trade, we are airmailing you, under separate cover, illustrated catalogues for your reference.5.我们将与之进行业务往来的那家商号要我们向贵行了解有关他们的商业地位与信誉。
The concern with whom we will do business referred us to you for his business standing and reputation.6.所附价格单和图解目录将提供有关你方最感兴趣的产品型号的具体情况。
The attached price list and illustrated catalogue will offer you the most interesting model and details.7.我们另邮寄样品一批，深信一旦你们有机会察看样品之后，定会认为我们的产品品质优良，价格合理。
We mailed you, under separate cover, a set of samples.We fully convinced that, once you have the opportunity to see our samples, you will agree that our goods are of good quality and reasonable price.8.从纽约ABC公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价格公道的商品，本地区有大量需求。
We learned, from ABC Co.New York, that you exported nylon bed sheet and pillow cases.There is a large demand for the said goods with superb quality and fair price at our end.9.根据你们的要求，我们向你方报2000打男式衬衫，每打60美元，成本、保险加运费旧金山价，9月份装运。本报价以我方最后确认为准。
In compliance with your request, we are now offering you 2,000 dozens of men’s shirts at 60 USD per dozen CIF San Francisco, September shipment.This offer is subject to our final confirmation.10.很抱歉通知你方我们不能接受你方的报价，因为我方的最终用户终止购买此货。
We regret very much to inform you that we cannot avail ourselves of your offer because our end-users have temporarily suspended the purchase.11.非常高兴收到你方关于我方“飞鱼” 牌9打字机的询价，但是非常遗憾我们不能满足您的要求，因为存货告罄。一旦
#我们有新的货源，我们会立即再谈此事。
We are glad to receive your enquiry for our Flying Fish Brand Typewriter 9#, but we regret being unable to meet your requirements as our stock has been exhausted.Once we have the fresh resources, we will not hesitate to revert to this matter.12.自从上月报医用纱布价给你方后，我们接到不少订单，现在存货不多。如你对该货感兴趣，请立即告知。
We have received many orders since we offered you medical gauze, so there is insufficient stock.Should you find interest in this article, please let us know immediately.13.你公司4月18日来函收悉。今报上1英寸铁钉20公吨，每公吨500美元成本加保险费加运费长崎价。可供现货。其他条款同前。上述报价以你方在5月10日前复到有效。
We have received your letter of 18th April.We are offering you 20 M.T.iron nails, size in 1 inch, at 500 USD CIF Nagasaki per M.T.available from stock, and other terms are as the above.This offer is subject to your reply reaching here before or on May 10.14.很高兴收到贵公司7月12日的询价函。按照贵方要求，现报价如下：中国河南出产的良好平均品质煤炭400吨。FOB日照每吨1350美元，下月交货。其他条件同我方第SP120号合同。本报盘以你方8月10日中午12点（北京时间）前答复有效。
We are pleased to receive your enquiry of 12th of July.As your request, we are offering you as follows: Commodity: Coal Quality: FAQ(fair average quality)Quantity: 400Tons Price terms: 1350USD per ton FOB Rizhao Shipment: Next month Other terms are as our S/C No.SP120.This offer is subject to your reply reaching us before or at 12 O’clock, August 10th, Beijing time.15.如果你方能降价5%，我们相信成交是有可能的。（to reduce the price by 5%）
If you can reduce your price by 5%, we believe it is possible for us to conclude the deal.16.目前此项货物数量有限，我们建议你方从速接受我方报盘。（limit）
As a result of the limited stock of the article, we suggest you accept our offer as soon as possible.17.你方目录和价格单已收到，现按所示价格订购下列货物。（catalogue and price list）
We have received your catalogue and price list, and now we order the following goods at the prices named.18.我们正在迅速处理你方订单，并将随时告知进展情况。（to keep one informed）
Your order is receiving our immediate attention and we will keep you informed of the progress.19.兹通知你方，以你方为受益人的信用证已由伦敦巴克莱银行开出。
Now you are informed that the L/C in your favor has been opened with Barclay Bank, London.20.在收到信用证后的一个月内，你们至少应装运这笔订货的一半。
You should at least ship half of this order within one month upon receipt of the L/C.21.由于我们的疏忽，开立信用证有错误，很抱歉。
Much to our regret that owing to the oversight on part of us, the L/C was wrongly established.22.你方信用证3550号，数量与合同不符，总金额相差75.60英镑，请速改。
Your L/C No.3550 does not conform to the relative contract in quantity, with a difference of￡75.60 sterling pounds.Please amend it as soon as possible.23.信用证3346号，金额不足，请按合同增加520磅（请按合同增至3,125.00磅）。
We have received your L/C No.3346 and found that the amount is insufficient.Please increase by ￡520.00(increase up to ￡3,125.00)as the contract stipulated.24.如果你方能同意按即期信用证方式付款，我们即能达成交易。
If you agree to pay by the sight L/C, we might come to terms.25.鉴于双方长期友好关系，此次我们例外接受20天即期付款交单方式支付。
In view of the long standing friendly relations we exceptionally accept the D/P at 20 days sight.26.你方5月6日汇票已承兑，到期应付。
Your draft of May 6 has been accepted and will be honored at maturity.27.为了适应远洋运输，这种货物的包装必须改进。
The packing of the goods must be improved in order to fit for seaworthy condition.28.请按提供的图样在箱子上刷上唛头。
Please mark the cases as per the drawing given.29.谨告知你方须付由于迟装或包装不当而产生的任何损失费。
We hereby inform you that you should be held responsible for any losses arising from late delivery and improper packing.30.仲裁团一般来说由三名仲裁员组成，其中首席仲裁员由仲裁机构任命，而另外两名仲裁员可以由双方指定，也可以委托仲裁机构指定。
An arbitration panel is made up of three arbitrators.The chief arbitrator is appointed by the arbitration organization, while the other two arbitrators can be appointed by the claimant and the defendant respectively or by the organization for them.31.这些案例的价值在于它们探究了在向法院申请仲裁之前，必须要承担的举证的重要性。
These cases are useful because they explore the weight of the evidential burden that must be shouldered before an application succeeds.32.我方认为解决争议的最好方式是友好协商而不是仲裁。
We think amicable discussions or negotiations are sometimes the best to set the disputes without invoking arbitrations.33.仲裁既可以在中国，也可以在其他国家进行，通常由买卖双方决定。
Arbitrations can be conducted either in China or in other countries.It depends on what the buyer and the seller have agreed between themselves.34.首先我想多了解一下中国的仲裁情况，以便决定是否在中国进行仲裁。
Firstly I want to know more about the arbitration in China to decide whether the arbitration will be held in China.35.一般来说，所有的仲裁费用都应该由败诉方承担。
Generally speaking, all the expenses for the arbitration shall be borne by the losing party.36.一切险的保单包括何种风险？
Which risks are covered by an All Risks policy? 37.现随函附上调查员的调查报告，我方要求替换10台严重受损的电视机。
We enclose herewith the surveyor’s report.Replacement of the 10 badly damaged TV sets will be required.38.货到宁波后我们进行了复查，发现品质与合同规定不符。
We made a re-inspection after the goods arrived in Ningbo and found the quality not up to the contract stipulations.39.当贵方提出索赔时须提交官方授权的检验人开立的检验报告。
Please be sure to submit a survey report made by the officially authorized surveyor when you lodge a claim.注：版权所有，翻版必究！内容仅供参考，如有错误，请自我更正。
篇6：外贸函电教案(完整)
第1章 商务书信写作
Time Allotment Introduction(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 第1节 商务书信的结构和格式 Structure结构：
1、The Heading 信头
2、The Inside Address 封内地址
3、The Salutation 称呼
4、The Subject Heading or Caption 事由
5、The Opening Sentences 开头语
6、The Body of the Letter 信的正文
7、The Closing Sentences 结束语
8、The Complimentary Close 结尾礼词
9、The Signature 签名
10、The Enclosure 附件
11、Postscripts 再启 Layout格式：
1、Indended Style 缩行式
2、Block Style 齐头式/平头式
3、Modified Block Style 改良的齐头式/平头式
4、Semi-block Style with Indended Paragraphs 混合式
Section Two Superscription 第2节 角标
Section Three Dissimilarities in Letter Writing 第3节 英美书信的不同写法
Supplyment 补充 ：Some Useful Sentences on Opening Sentences and 头语和结束语常用例句。
Main Points Section One The Structure and Layout of a Business Letter 第1节 商务书信的结构和格式 Structure 结构
1.The Heading 信头
2.The Inside Address 封内地址 3.The Salutation 称呼
Closing Sentences.开1 4.The Subject Heading or Caption 事由 5.The Opening Sentences 开头语 6.The Body of the Letter 信的正文 7.The Closing Sentences 结束语 8.The Complimentary Close 结尾礼词 9.The Signature 签名 10.The Enclosure 附件 11.Postscripts 再启 Layout 格式
1.Indended Style 缩行式
2.Block Style 齐头式/平头式
3.Modified Block Style 改良的齐头式/平头式
4.emi-block Style with Indended Paragraphs 混合式 Section Three Dissimilarities in Letter Writing 第3节 英美书信的不同写法
1.英式的书信格式是缩行式或混合式,而美式则是绝对平头式或改良平头。
2.称呼用法,英式一般用Dear Sirs,后用逗号。美式则用Gentlemen:后用冒号。
3.结尾语的用法,英式和美式的习惯各不相同,在美式中Sincerely yours,只限用于商业书信。英式则不然,商业书信或亲友间来往书信中都可用。
4.日期写法也不相同,英式是按日—月—年的顺序。美式则按月—日—年的顺序。
5.信封写法的不同点：收信人的姓名、地址,英式多用缩行式,美式则用平头式。另外,发信人的姓名、地址,英式写在左下角,美式写在左上角。航空信的空邮字样“AIRMAIL”“VIA AIR MAIL,”“BY AIR MAIL,”英式写在信封的左上角,美式则写在贴邮票的下方。
Supplements 常见问题1-1 打日期要注意下列各点: 1.年份应完全写出,不能用(00)来代表(2000)。
2.月份要写英文名称,不能用数字来代替。如(3／9／99)等不能在正式函件中使用。
3.月份名称可用缩写,如Aug.代替August;Oct.代替October;但May,June,July本身很短,不 再减缩了。
4.日期有时用1,2,3,4,5,„,11,12,„,21,22,23,24,„,31等,有时用3rd,4th,5th,„,11th,12th,„,21st,22nd,23rd,24th„,31st.日期最好用基数字,不用序数字。
注意:月份和日期之间不要用标点点开,年份之前,必须用逗号点开。日期可用1,2,3,4,或 用1st,2nd,3rd,4th.但各国各地习惯不同,不可一概而论。
常见问题1-2 说明:在公司名称的前面加c/o(care of),意思是由其转交,说明本信是一封私人信要由 本人拆封,总收发不要拆。有时候外国商人来我国访问未到达以前,无一定信址,信件常由邀 请公司转交,千万不要误拆,以免误会。
常见问题1-3 如果函件要抄送其他有关单位,同时使对方也知道已抄送其他单位可在信件最后的左下角注明“CC to xxx”或“CC xxx”。CC是carbon copy二字的缩写。
常见问题1-4
1st,2nd 缩行式(Indented Style)： 封内地址和其需要分行的地方的后一行,都比前一行缩进二格或三格;信的正文,每一段的开始一行都缩进若干格(一般与称呼末一字母取齐)。
平头式(Block Style)：凡是用打字机打上去的每一行字,包括(完全或绝对平头式)日 期、封内地址、事由和结尾礼词,都是从左边的空白边缘打起。
改良平头式(Modified Block Style)：这种格式,除日期,结尾礼词和签名部分外,其他部分每行开头都与左边空白边缘看齐。
混合式(Semi-block Style with Indented Paragraphs)：封内地址及其他需要分行的部分,采用平头式,而第一段开始行采用缩行式。两种格式的混合采用所以称之为混合式。
Afterclass Exercise Arrange the following in proper form as they should be set out a letter: 请将以下商业书信的组成部分按其正确格式
排置成一封完整信函：
1)Sender†s name: China National Light Industrial Products Import & Export Corporation.Shanghai Branch 2)Sender†s address:128 Huchiu Road, Shanghai, China 3)Sender†s cable address:INDUSTRY SHANGHAI 4)Sender†s telex address:33054 INDUS CN 5)Date:March 23,20.6)Receiver†s name:H.G.Wilkinson Company, Limited 7)Receiver†s address:245 Lombart Street, Lagos, Nigeria 8)Salutation used: Dear Sirs, 9)Subjectmatter: Sewing Machines 10)The Message: We thank you for your letter of March 16 enquiring for the captioned goods.The enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection. 11)Complimentary close: Yours faithfully，Chapter Two Establishing Business Relations
第2章 建立业务关系
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 5 Sample Letters 5封样信
Supplyment 补充 ： Some Useful Sentences on Establishing Business Relations.建立业务关系的常用例句。
Main Points 常见词汇 2-2 owe vt. a.该把„„归功于,认为是靠„„的力量(后接介词to) He owes his success to chance. 他认为自己的成功在于机遇。 We owe your name and address to„ 承蒙„„告知你公司的名称和地址。
b.欠(债等),该向„„支付
owe sb a large sum＝owe a large sum to sb 欠某人一大笔钱
IOU＝ I Owe You 欠条
write out／issue IOU 打欠条
常见词汇 2-3 market 1)n.市场,销路
auction market 拍卖市场 bond market 债券市场 corner the market 囤积居奇 exchange market 外汇市场 financial market 金融市场 hit the market （口）投入市场 money market 金融市场 futures market 期货市场
niche market 利基市场，泥区市场 secondhand market 旧货市场 securities market 证券市场 service market 劳务市场 a.in the market for 要买 We are in the market for wool. 我们要买羊毛。
b.come to(into)the market上市
We will contact you as soon as the new crop comes to the market. 一俟当年收成上市,我们定将和你方联系。 c.find a market 找销路
We are trying to find a market for this article. 我们正在努力为此项商品找销路。
We regret we cannot find any market for this article. 我们很抱歉不能为此项商品找到销路。 d.good(poor, no)market 畅销(滞销,无销路) There is a good(a poor, no)market for these articles. 这些商品畅销(滞销,无销路)
e.in the market要买或要卖
Please cable us as soon as you are in the market. 一俟你方要买(卖)时,请电告。 2)v.销售,推销
We will try to market this product at our end if you allow us a 5% commission.如你方给佣金5%,我方愿在我地设法推销这一商品。
常见词汇 2-4 trade 1)n.贸易,行业
In recent days, there has been a slow down in our trade with you. 最近我方和你方的贸易有所减少。 2)v.从事贸易,做生意,经营
(和某人做贸易后接介词with;经营某项商品后接介词in) We do not trade with them. 我们不和他们进行贸易。
They trade mainly in cotton piece goods. 他们主要经营棉布业。
trade relations=trading relations=business relations 有关trade的常见短语
barter trade 易货贸易 barriers to trade 贸易壁垒 bilateral trade 双边贸易 compensation trade 补偿贸易 frontier trade 边境贸易 improvement trade 加工贸易 multilateral trade 多边贸易
transit trade 转口贸易,过境贸易 trade friction 贸易摩擦 trade gap 贸易失衡
trade practice 贸易惯例,贸易习惯 trade procurator 商务代理人 trade representative 商务代表
trade terms 贸易条件
常见词汇 2-5 sale n. 1)出售, 卖
We confirm the sale to you of 500 metric tons Yellow Soybeans. 兹确认向你方出售500公吨黄大豆。 2)销货,交易,销路
Bicycles command a ready sale in the US market.自行车在美国市场得到畅销。
Is there any sale for this article? 这一商品有销路吗? Large sales are reported to have been made.据说大笔交易已经做成。 3)(存货的)减价出售,拍卖
clearance sale 清仓拍卖
summer sale 夏季大拍卖
white sale (床单、棉织物这些商品)降价出售
sales a. 售货的,销货的,有关售货的Sales Confirmation 销售确认书
Sales Contract 销售合同
sales department 营业部
sales account 销售账
sales allowance 销货折让
sales promotion 推销活动
sales laws 销售法
sales tax 销售税
salesman(saleswoman) 营业员
sales manager 营业主任
常见词汇 2-6 in your district 在你地区
in your place on your side 在你地区或在你处
at your end
常见词汇 2-7 get in touch with 与„„联系
When we are again in a position to supply, we shall not fail to get in touch with you.当我们能再供应时,一定与你方联系。
As this item is handled by our Shanghai Office, please get in touch with them directly.由于此项商品是上海公司经营,请与他们直接联系。
常见词汇 2-8 touch.v. 1)达到
It is generally felt that the price has touched bottom(peach). 一般认为价格已达到最低(高)点。 2)涉及 In your letter of March 5, you did not touch the point at issue. 你方3月5日的信未涉及问题的要点。 3)停靠
This steamer touches at Marsoilles. 该船在马赛停靠。
4)引起(和副词off)连用
This development touched off an alternation of working plan. 这一发展引起了工作计划的改变。
常见词汇 2-9 item n.项目,条款,(商品的)品种,款项
We are working on the other items and will cable you as soon as possible.其他项目正在进行,将尽早电告。
There are several items of commission not yet paid.有几笔佣金,尚未付清。
This is the bestselling item in this line.这是这类商品中最畅销的品种。
Item Two of the agency agreement should be altered as„
代理协议的第二项应改为„„
常见词汇 2-10 case 的有关短语：
1)in case a.如果,假若
Please tell us in case you are interested in this article. 你方如对此商品感兴趣,请告知我方。
b.以备(万一),以防(万一) We would suggest your placing an order at present in case the new crop may fail.建议你们现在订购,以防新货歉收。 2)in any case 无论如何
In any case we are unable to effect shipment in this month. 这个月我们无论如何无法发运。 3)in case of 假若,如果,万一
In case of offer, please quote your best price. 如能报盘,请开最低价。
4)in no case 决不
Your may be assured that in no case will the L/C be delayed. 你方可放心,信用证决不会迟开。 5)in the case of 就„„而言,至于
In the case of payment terms, we are unable to accept D/P at 60 day’s sight.我方无法接受远期60天的付款交单。 6)in this case 假使这样,既然这样
In this case, we will not fail to cable you an offer. 如果这样,定去电给你报盘。
7)such being the case 情况既然如此
Such being the case, we regret being unable to make you an offer at present.抱歉我们目前无法报盘。
至于付款条件,情况既然如此,7
常见词汇 2-11 to be only too glad to„
too前若有only, all, but, ready修饰时,结构表示肯定,相当于to be very glad to„, to be much glad to„, to be very much pleased to„, to be more than pleased to„ 十分乐于做某事„„
请注意:若“too”前面没有only时,就有反义的含义。
I would be only too glad to go with you. 我很乐于与你同行。
We would be only too glad to make offers on RMB basis. 我们十分乐于以人民币为基础向你方报盘。
Your letter of credit arrives here too late for us to ship your order before the end of this month. 你们的信用证到的太迟我们不能在本月底以前装运你方定货。
Supplements: 1.words 单词
interest, inquiry, line, enclose, appreciate expressions 商业用语
state-operated corporation 国营公司
state-designated second grade enterprise 国家指定二级企业
collective-owned enterprise 集体企业
individual-owned enterprise 私营企业
merchandising enterprise 商业企业
township/rural enterprise 乡镇企业
barter trade 易货贸易
compensation trade 补偿贸易
frontier trade 边境贸易
transit trade 转口贸易,过境贸易
trade friction 贸易摩擦
trade gap 贸易失衡
classified catalogue 分类目录
descriptive catalogue 带有说明的目录
illustrated catalogue 有插图的目录
catalogue of industrial products 工业产品目录
for your examination 供你方参考, 供你方查阅
financial position 财务状况
cash position 现金头寸
easy position 头寸宽裕
to cover position 轧平头寸
Sales Confirmation 销售确认书
Sales Contract 销售合同
in your district 在你地区，在你处
phrases 短语
in case, in any case, in case of, in no case, in this case, such being the case 2.discriminations辨析 industrial与industrious begin, start与commence appreciable与appreciative 3.grammar points 语法点 当if条件句中有助动词should, had或were时,则可以省去if,而将should, had, were置于句首,从而构成倒装虚拟句,意义不变。
look forward to, recommend, We very much regret that„, to be only too glad to„ too„
4.Wide selection of writing多种写作选择
We are trading company involved in import and export business.我们是一家经营进出口业务的贸易公司。
We owe your name and address to the Commercial Counseller’s Office of the „Embassy„
我们是从„„大使馆商务参赞处那得知你公司名址。
Through the courtesy of „ in „， we notice that you are interested in doing business with us.承蒙在„„的推荐，我们得知你方有意和我们做生意。
The Foreign Department of the Bank of China here has recommended your corporation as being interested in establishing business relations with„
在此地的中国银行的海外部推荐你公司有意与做生意。
Your communication of the 28th May addressed to our sister corporation in „ has been passed on to us for attention and reply.你5月28日的信已转交给在„„的我姊妹公司处理并给予你方答复。
常见词汇 2-1 inquiry 1)n.调查,询问,询盘,要货。
通常用make inquiries表示询问,很少用单数,(指具体商品时,通常用介词for。指一般情况通常用介词about)。
在日常生活中inquiry和enquiry只是拼法不同,没有什么区别。
名词enquiry是动词 enquire的派生词。
We will make inquiries about the business possibilities of this new product of yours.我们将调查一下你方这种新产品的销售可能性。
We will make inquiries at(of)the shipping company regarding the reason for the delay of the vessel.我们将向轮船公司询问此轮迟误的原因。
We thank you for your enquiry for carpets.我们谢谢你对地毯的询盘。
There are large enquiries for iron wire from the Mid-east countries. 中东国家拟购大量铁丝。
At the moment there are only small enquiries for this class of goods.目前对这种货物仅有小数量的询盘。
2)v.询问,询价,要货
We acknowledge receipt of your letter of May 30 enquiring for alarm clocks. 你方5月30日询购闹钟的来信收到。
Afterclass Exercise
Write a letter to a foreign company for establishing business relations covering the following contents：请依下列内容致信一外企以与之建立业务关系：
1.the source of your information 2.your intention 3.your business scope 4.the reference as to your firm†s financial standing 5.your expectation
Chapter Three Enquiries
第3章 询 盘
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 7 Sample Letters 7封样信
Supplyment 补充：Some Useful Sentences on Enquiries.询盘常用例句
Terms Used in Making Enquiries 询盘专业术语
Main Points: 1.根据2000年国际贸易术语解释通则，所有的术语分为4个基本不同的类型。
一组为“E组”(EXWORKS),指卖方仅在自己的地点为买主备妥货物；第二“F组”(FCA，FAS和FOB)，指卖方将货物交至买方指定的承运人；第三组“C”(CFR，CIF，CPI和CIP)指卖方须订立运输合同，但对货物灭失或损的风险以及装船和启运后发生意外所发生的额外费用，卖方不承担责任；第四组“D”组(DAF，DES，DEQ，DDU和DDP)，指卖方须承担把货物交至目的地国所需的全部费用和风险。
2.在国际贸易中，付款时间分为3种。
1)交货前付款(Payment before delivery)2)交货时付款(Payment as delivery)3)交货后付款(Payment after delivery)
支付方式：
1)汇款 Transfer/Remittance Mail Transfer M/T 信汇
Telegraphic Transfer T/T 电汇
Banker†s Demand Draft D/D 票汇
2)托收 Collection Documents against Payment D/P 付款交单
Documents against Acceptance D/A 承兑交单 3)信用证 Letter of Credit L/C Irrevocable Letter of Credit 不可撤销的信用证
Confirmed Letter of Credit 保兑信用证
Transferable Letter of Credit 可转让信用证
Sight Letter of Credit 即期信用证
Usance(Term, Time)Letter of Credit 远期信用证
Anticipatory Credit 预支信用证
Revolving Letter of Credit 循环信用证 Documentary Letter of Credit 跟单信用证
Clean Credit 光票信用证
4)分期付款
3.Words单词
range, price, sample, order, quality, custom, require Expressions商业用语
actual price 实际价格
advanced price 上涨了的价格
average price 平均价格 securities dealer 证券商
dealership additional quantity average quantity considerable quantity corresponding quantity as per sample counter sample equal to sample full range of sample accept an order article made to order bank money order state credit
state loan
state of business average quality bad quality
below the average quality freight tariff green barriers to trade non tariff barrier(s) currency regulations detailed regulation economic regulation agent an litern agent middleman agent service
actual(physical)delivery forward delivery near delivery
prompt cash prompt delivery prompt payment marine surveyor survey report Phrases 短语
经销权,代理权 追加数量
平均数量
大数量
相应的数量 按照样品
反样,对等货样 和样品相同
全套样品 接受订单 定制品
银行汇票 国家信用 公债
经济情况平均质量 劣质量
一般水平以下的质量 运费费率表
绿色贸易壁垒 非关税壁垒
外汇条例 细则
经济调整 诉讼代理人
代理中间人 代理业务 实际交货 远期(运货)近期(交)货
即时付现
即期交货、即期交付
即期付款
海事鉴定人 鉴定报告 11
at a discount, place one†s order, place an order with sb., invite one†s attention to„, in good time, Please be(rest)assured of„, for your information, at„request(at the request of...)4.Discriminations 辨析
examine, inspect, scrutinize, audit与check order与indent gbuy与purchase select, elect, pick与choose mill, factory, plant与works 5.Grammar Points 语法点
suggest,demand, expect, require “介词＋which”结构的定语从句
6.Wide selection of writing多种写作选择
Many reports have been received from our selling agents in Hong Kong,„
已收到许多来自香港的销售代理人的报告„„
have received＝be in receipt of 以下几种表达方式,意义相同,在日常信中常常遇见。 We are in receipt of your letter„
We acknowledge receipt of your letter„ We acknowledge your letter„
We have for acknowledgement your letter„ We have received your letter„
We have the pleasure of acknowledging receipt of your letter„
Supplements 1.根据2000年国际贸易术语解释通则，所有的术语分为4个基本不同的类型。
一组为“E组”(EXWORKS),指卖方仅在自己的地点为买主备妥货物；第二“F组”(FCA，FAS和FOB)，指卖方将货物交至买方指定的承运人；第三组“C”(CFR，CIF，CPI和CIP)指卖方须订立运输合同，但对货物灭失或损的风险以及装船和启运后发生意外所发生的额外费用，卖方不承担责任；第四组“D”组(DAF，DES，DEQ，DDU和DDP)，指卖方须承担把货物交至目的地国所需的全部费用和风险。
2.在国际贸易中，付款时间分为3种。
1)交货前付款(Payment before delivery)2)交货时付款(Payment as delivery)3)交货后付款(Payment after delivery) 支付方式：
1)汇款 Transfer/Remittance Mail Transfer M/T 信汇
Telegraphic Transfer T/T 电汇
Banker†s Demand Draft D/D 票汇
2)托收 Collection Documents against Payment D/P 付款交单
Documents against Acceptance D/A 承兑交单 3)信用证 Letter of Credit L/C Irrevocable Letter of Credit 不可撤销的信用证
Confirmed Letter of Credit 保兑信用证
Transferable Letter of Credit 可转让信用证
Sight Letter of Credit 即期信用证
Usance(Term, Time)Letter of Credit 远期信用证 Anticipatory Credit 预支信用证
Revolving Letter of Credit 循环信用证
Documentary Letter of Credit 跟单信用证
Clean Credit 光票信用证
4)分期付款
3.Words单词
range, price, sample, order, quality, custom, require Expressions商业用语
actual price 实际价格
advanced price 上涨了的价格
average price securities dealer dealership additional quantity average quantity considerable quantity corresponding quantity as per sample counter sample equal to sample full range of sample accept an order article made to order bank money order state credit state loan
state of business average quality bad quality
below the average quality freight tariff green barriers to trade non tariff barrier(s) currency regulations detailed regulation economic regulation agent an litern agent middleman agent service actual(physical)delivery forward delivery near delivery prompt cash prompt delivery prompt payment marine surveyor
平均价格 证券商 经销权,代理权
追加数量
平均数量
大数量
相应的数量
按照样品
反样,对等货样 和样品相同
全套样品 接受订单
定制品
银行汇票 国家信用 公债
经济情况
平均质量 劣质量
一般水平以下的质量 运费费率表
绿色贸易壁垒 非关税壁垒
外汇条例
细则 经济调整
诉讼代理人
代理中间人 代理业务 实际交货
远期(运货)近期(交)货
即时付现
即期交货、即期交付
即期付款
海事鉴定人
survey report 鉴定报告
Phrases 短语
at a discount, place one†s order, place an order with sb., invite one†s attention to„, in good time, Please be(rest)assured of„, for your information, at„request(at the request of...)4.Discriminations 辨析
examine, inspect, scrutinize, audit与check order与indent gbuy与purchase select, elect, pick与choose mill, factory, plant与works 5.Grammar Points 语法点
suggest,demand, expect, require “介词＋which”结构的定语从句
6.Wide selection of writing多种写作选择
Many reports have been received from our selling agents in Hong Kong,„
已收到许多来自香港的销售代理人的报告„„
have received＝be in receipt of 以下几种表达方式,意义相同,在日常信中常常遇见。 We are in receipt of your letter„
We acknowledge receipt of your letter„ We acknowledge your letter„
We have for acknowledgement your letter„ We have received your letter„
We have the pleasure of acknowledging receipt of your letter„
Afterclass Exercise:
Draw a letter of a general enquiry asking for all the information you need.Chapter Four Offers 第4章 报 盘
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 5 Sample Letters 5封样信
Supplyment 补充：Some Useful Sentences on Offers.报盘常用例句
Terms Used in Making Offers 报盘专业术语
Main Points: 1.Words 单词
offer, effect, subject, draw, stock, invoice, follow Expressions商业用语 to accept offer 接受报盘 to confirm offer 确认报盘 to decline offer 拒绝报盘 cargo receipt(陆运)货运收据
deposit receipt 存(款)单、存款凭证、存放凭证
Phrases 短语
In reply, subject to„,result in, result from, to have/take pleasure in doing(to do)sth.to have/take the pleasure of doing(to do)sth., come into effect, in sb’s favour, in stock, out of stock, on hand, in hand, by hand, with regard to, 2.Discriminations辨析
offer与quote regrettable与regretful 3.Grammar Points 语法点
imperative adj.必须的(比necessary语气为重，后面通常接that引起的从句，从句要用虚拟语气，should往往省去。)
常见词汇4-1 offer 1)n.报盘
(包括货名、数量、规格、价格、船期、有效期等，通常和介词for, of或on连用)Please make us an offer CIF London for(on)20 metric tons groundnuts.请给我们一个20公吨花生伦敦到岸价格的报盘。The offer is firm(valid, good, open, for effective, enforce)for two weeks.此报盘两周内有效。
A Japanese seller has made us an offer at ￡120 per ton.一日本卖主向我报价每公吨120英镑。
We are working on your offer of 200 kilos green tea.你方200公斤绿茶的报盘，我们正在执行。
2)v.报盘
If you can offer, please telex us.你方如能报盘，请电传通知我们。
At present, we cannot offer more than 1000 short tons.目前，我们的报盘不能多于1000短吨。
firm offer 实盘
受盘人在有效期内表示完全同意，交易立即达成的报盘为实盘。表示有效期的方法：
We offer you firm subject to reply by 5 p.m.our time,Wednesday, 3rd, Oct..兹报实盘，以我方时间10月3日星期三下午5时以前答复为有效。We offer you firm subject to reply here by 10 a.m., Tuesday our time.兹报实盘,以我方时间星期二上午10时以前复到为准。
We offer you firm subject to your reply here within one week from today.兹报实盘，以自本日起一周之内你方复到为准。
non-firm offer 虚盘
发盘人没有肯定的订立合同的意旨，例如反映在发盘内容不明确(Not clear),或者主要条件不完备(Not complete),或者不是最后的(Not final),这种发盘对发盘人无约束力(Without engagement)。
We are ready to sell A„
我方准备卖A商品。
We offer A,Shipment July, CIF London sterling 500 per metric ton.我方报盘A商品，七月份装船，每公吨CIF伦敦500英镑。We offer„subject to our final confirmation.我方报盘„„(各项交易条件)„„以我方最后确认有效。We make you an offer subject to the goods being unsold.我方向你方报盘，以未售出为准。
We submit you this offer subject to prior sale.我方向你方报盘，以先售为条件。
We offer you subject to change without notice.我方向你方报盘，此报盘如有变化不另行通知。
与offer连用的动词有：send, give, make, cable, telex, forward等。
与offer有关的常见短语
to accept offer 接受报盘 to confirm offer 确认报盘 to decline offer 拒绝报盘 to entertain offer 考虑报盘 to extend offer 延长报盘 to withdraw(cancel)offer 撤回报盘 to renew offer 恢复报盘
to reinstate offer 恢复报盘(恢复过期较久如十天前的报盘时)combined offer 搭配报盘 lump offer 综合报盘,复合报盘 package offer 一揽子报盘 辨析：offer与quote offer如上所述，是报盘，应包括价格在内的各种交易条件，而quote意为“报价”，只涉及价格。The new crop is quoted on the Cotton Exchange at ￡30 per ton.棉花交易所中新货报价为每吨30英镑。
In case of offer, please quote us your lowest price in US dollars.报盘时，请以美元开最低价。
常见词汇4-2 European Main Ports(EMP欧洲)主要口岸按照航运公会统一规定，EMP包括
意大利 Genoa 热那亚
法国 Marseilles 马赛
比利时 Antewerp 安特卫普
荷兰 Rotterdam 鹿特丹
英国 London 伦敦
德国 Hamburge 汉堡
丹麦 Copenhagen 哥本哈根
常见词汇4-3 receipt.n.1)收到，接到
We are in receipt of your letter of June 5.你方6月5日来函收到。
We acknowledge with thanks receipt of your letter of June 5.你方6月5日来函收到，谢谢。
The goods will be sent upon receipt of your remittance.收到你方汇款后即发货。
We are in receipt of your letter of August 2 offering us 50 metric tons of the captioned goods at RMB ￥2250 per metric ton on the usual terms. 我们收悉你8月2日函，向我方供应50公吨标题货物，惯常条款，每公吨2250元人民币。
2)收据，收条
cargo receipt(陆运)货运收据
deposit receipt 存(款)单、存款凭证、存放凭证 freight receipt 运费收据
mate†s receipt 大副收据、收货单 parcel post receipt 邮包收据
3)(复数)收入、收进的款项或物
This month’s receipts are estimated to be in the region of ￡20 000.本月进款估计在2万英镑上下。
Supplements 常见词汇4-4 Terms Used in Making Offers 市场报盘常用语 market area 市场区域
market condition 市场状况
market fluctuation 市场波动
market information 市场情报
market price 市场价格 market report 市场报告
market research 市场研究
market risk 市场风险
market survey 市场调查
domestic market 国内市场
foreign market 国外市场
forward market 期货市场
futures market 期货市场
overseas market 国外市场
money market 货币市场
product market 产品市场
spot market 即期市场
stock market 股票市场
market glut 市场饱和
market quotation 市场价格
market structure 市场结构
market shortfall 市场供应不足
market transaction 市场交易
marketing blitz 营销战
market value 市(场)价(格)，市值
put sth on the market 把„„投放到市场
take market sharing 抢占市场份额
open up new market 开拓新市场
active 活跃的advancing 旺盛的animated 有生气的bearish 下跌的brisk 兴旺的bullish 兴旺的declining 衰退的depressed 不景气的dull 退缓的，呆滞的easy 轻松的excited 紧张的feverish 波动的firm 稳定的flat平稳的inactive 不活跃的overstocked 存货过多的quiet平静的
panicky 惊慌的，恐慌的sluggish 滞缓的steady 稳定的weak 疲软的
Afterclass Exercise: Write a letter to the buyers, stating that you have plenty of the goods they need and you can offer them.Chapter Five Counter-Offers
第5章 还 盘
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 5 Sample Letters 5封样信
Supplyment 补充： Some Useful Sentences on Counter-Offers.还盘常用例句
Main Points: 常见词汇 5-1 worth
1)adj.a.值„„的，相当于„„价值的
The Sales Contract was worth around $250 000.这份销售合同约值25万美元。
b.值得„„的，有„„的价值的(后面可直接接名词或动名词)We don’t agree with you that it is a mere trifle not worth bothering about.你方认为那只是一件小事不值得担心，我们不同意。
We should say that this new product of ours is well worth your effort to promote.我们认为我们的新产品很值得你方努力推销。
The order is too small to be worth the expense of opening an L/C for.这笔订货太小，不值得花钱开信用证。
2)n.a.价值，货币价值，物质价值
The actual worth of this parcel is well over $100 000.这些货的实际价值大大超过10万元。b.值一定金额的数量
Last year we shipped to you ￡800 000’s worth of chemicals.去年我们给你方装运了价值80万英镑的化工商品。
辨析：worthless, valueless与priceless worthless 无价值的，无用的
valueless 无价值的，没用的，无效果的 priceless 无价的，极其贵重的
This contract is now worthless.这份合同现在毫无价值了。The necklace is valueless.这条项链不值钱。
Control of the sea was a priceless asset to the union.对联邦来说，对海的控制权是极宝贵的财富。
常见词汇5-2 account 1)n.账目，账款，账户
We keep an account with the Bank of China in Beijing.我们在北京中国银行开有账户。
a.for account of 为„„，代„„，受„„委托
We hereby issue an irrevocable L/C in your favour for account of China Trading Co., Shanghai.兹受上海中国贸易行的委托，开给你方不可撤销的信用证一份。
b.(to be)for sb’s account, for the account of sb.由某人负担
The arbitration fees shall be for the account of the losing party.仲裁费用须由败诉一方负担。
c.on account of 由于，因为
On account of lack of direct steamer, please allow transhipment in your L/C.因为没有直达船，在你的信用证中请注明准许转船。
On account of difference in taste, your designs do not suit this market.由于趣味不同，你的设计款式不适于此间市场。
d.to take„into account 考虑，重视
You should take into account not only the price but also the quality.你应予以考虑的不仅是价格，而且还有质量。
e.on one†s own account 为自己的利益，自行负责
We buy this commodity for a friend of ours, not on our own account.此商品是我们代朋友买的而非为自己。
f.not on any account 无论如何不
Not on any account shall the safe be opened without my express orders.没有我明确的指示，无论如何不能打开保险箱。
有关account的常见短语
auditing of account 查账
capital account 资本账户
common account 共同账户
keeping current account 流水账的登记
running account 流水账
sales for account 赊账
accountancy 会计职业
accountancy firm 会计机构
accountancy law 会计法
accountancy section 会计科，核算科
accountancy service 会计业务
accountant 会计师，会计员
certified public accountant 注册会计师
chartered accountant(英)注册会计师
general accountant 总会计师 accounting 会计学，会计，核算
accounting period 会计年度，会计结算期
economic accounting 经济核算
managerial accounting 管理会计学
management accounting 管理会计
2)v.与 for 连用
a.说明(原因等)，是„„的原因
It is impossible for us to account for the delay.我们无法解释耽误的原因。
b.(指数量等)占„„
Oil exports account for 30% of the total export bill.石油出口额占出口总账单的30%。
Supplements
1.Words 单词
worth, account Expressions商业用语 come to business 成交 close a bargain put the deal through give one’s hands on bargain auditing of account 查账 capital account 资本账户 common account 共同账户
Phrases 短语
at one†s earliest convenience, in view of, see one†s way(clear)to do sth.(doing sth), for account of, on the account of, to make an exception of 2.Discriminations辨析
worthless, valueless与priceless cope with与deal with 3.Grammar Points 语法点
much as是复合从属连词，引导让步状语从句，表示“虽然很„„”。此外，inasmuch as, insomuch as, in as much as, in so much as(分开写比较文诌诌的，不常用)均是复合从属连词，引导原因状语从句，表示“因为、由于、既然„„”。
Afterclass Exercise:
Suppose you are intend to buy 500-1000 reams of A4 poster paper.Before you place an order, you’d like to see some samples and know something about price, earliest delivery date and terms of payment.You are requested to write ：
(A)a letter of enquiry(B)a letter of offer according to the given situation
Chapter Six Conclusion of Business
第6章 成 交
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 6 Sample Letter 6封样信
Sample Sales or Purchase Contracts 4个销售或购买合同样本
Supplyment 补充： Some Useful Sentences on Conclusion of Business.成交的常用例句。
Main Points: 常见词汇 6-1 mark 1)v.加标志，标志，记下，记录
Goods are to be marked with our initials in a diamond(circle, triangle, etc).货物应标上我方缩写名称，外加菱形(圆形，三角形等)。
Please mark the case as per the drawing given.箱上请照所给的图样加标志。
Unless you advise to the contrary, we will mark the package the same as before.除非你方另有通知，我们仍将在货包上刷以前的标志。
This transaction, though small in amount, marks the beginning of our formal business relationship.这笔交易金额虽小，却标志着我们双方正式业务关系的开始。
Mark down the number of packages that are discharged into the lighter.记下卸入驳船的件数。
2)n.标记；(仅用单数)标准
Please telegraph marks and destination.请电告唛头式样及目的港。
post mark 邮戳
price mark 价格标签
shipping mark 装运标记，装船唛头
trade mark 商标
Your last shipment was somewhat below the mark.你方上次发货有点儿低于标准。The quality is up to the mark.质量合乎标准。
常见词汇 6-2 note 1)n.a.注意
Please take note of the above.请对以上加以注意。
We have taken careful note of your shipping instructions.我们对你的装船要求已予以密切注意。
The matter is worthy of note.此事值得注意。
b.票据，单据，纸币，通知(单)account note 账单
bank note 钞票，纸币，银行券
booking note 订舱单
consignment note 铁路运单
counterfeit banknote 假钞票
credit note 贷方通知单
debit note 借方通知单
delivery note 提货单
postal note 邮汇单
protest note 拒付通知
short-term note 短期票据
transfer note 汇票
treasury note 国库券
2)v.记录，记下，注意(到)，得悉，(特别)提到
Please note down all the details.请记下全部细节。
You may have noted that the market has dropped.你方可能已注意到行市已下跌。
We have received your letter of July 8, contents of which have been duly noted.你方7月8日来信已收到，内情尽悉。
Our products are noted for their attractive colours.我们的产品，以其鲜艳动人的颜色闻名于世。
In his speech he first noted the importance of the policy.他在讲话中首先提到这项政策的重要性。
常见词汇 6-3 ply n.(木的)层，(布的)厚度；(绳或纱的)股
two plies of cloth 二层布
two-ply wood
二层胶合板
three-ply knitting wool 三股毛线
辨析：coat/coating, deck, layer, storey, tier与veil coat/coating 由油漆或颜色等形成的涂层。此外也常用来表示与涂层厚薄相似的灰尘等。deck 任何类似甲板的地方(如公共汽车的层面)layer 地质学术语，通常指岩层或地层，又多指数层中的“一层”。
storey 计算建筑物高度的“层”和具体的居住“层”。
tier 通常指“阶梯式的层”或“两层之间有一定空间的层”，同时也指“社会的阶层”。
veil 主要含义是妇女用的“遮面纱”，面纱轻而薄有随风拂动的特点，因而人们常用
veil 比喻云雾之薄层。
与coat有关的短语
a new coat of paint 一层新油漆
a coat of dust 一层灰
floating coat 中层漆
two coats of whitewash 两层白灰
the top deck of a double-decker bus 两层公共汽车的顶层
a layer of clay 一层泥土
a layer of jam 一层果酱
a layer of snow 一层雪
That is a building of six storeys.That is a six-storied building.那是一幅六层高楼。
tiers of terraced fields 层层梯田
two tiers of arches 二层牌楼
the lowest tier of society 社会最低层
a veil of cloud 一层薄云
a veil of mist 一层薄雾
Supplements: 1.Words 单词
allow, cover,mark Expressions商业用语
bridge the gap 弥合差距 bridge over the gap close the gap post mark 邮戳
price mark 价格标签
shipping mark 装运标记，装船唛头 trade mark 商标
Phrases 短语
as a result of, with a view to, in conformity with, in conformity to 2.Discriminations 辨析
coat/coating, deck, layer, storey, tier与veil 3.Grammar Points 语法点
lest是从属连接词，引导目的状语从句，从句中常用should或动词原形。
Afterclass Exercise:
Translate the letter into English: 接到你公司9月5日印花细布定单，非常高兴，并欢迎你公司成为我公司的客户之一。
现确认按你方来信列明价格供应印花细布，并已安排下周由“公主号”轮装出。深信你公司 收到货物后，定会感到完全满意。
你公司也许不甚知道我公司的经营范围，现附上目录一份。希望这首批定单将导致彼此更多的业务往来，展开愉快的工作关系
Chapter Seven Terms of Payment
第7章 支付条件
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 8 Sample Letters 8封样信
Supplyment 补充：Some Useful Sentences on Terms of Payment.支付条件常用例句。
Terms used in Making Payment 支付的专用术语
countries’ currency units 128个国家的货币单位
Main Points: 常见词汇 7-1 invoice
有关invoice的常见短语
commercial invoice 商业发票
customs invoice 海关发票
provisional invoice
临时发票
consular invoice
领事发票
official invoice
正式发票
proforma invoice
形式发票(预开发票)
常见词汇7-2 1.pay 1)vi.付款，值得，合算
pay in advance 预付
pay in cash 付现金
pay by check 支票付款
pay in instalments 分期付款
pay on delivery 货到付款
It does not pay to buy in small quantities.小量购买不合算。2)vt.付(款项，费用等)；给予(注意等)；进行等
We trust you will pay our draft on presentation.我们相信你方在见到我们的汇票时即照付。
If this change is effected, we will have to pay rather heavy expenses.如果做这项改变，我们将不得不付出相当大的费用。
2.payment n.(不可数)支付；(可数)支付的款
terms of payment 或 payment terms 付款条件
payment on deferred terms 迟期付款
monthly payments of RMB ￥30 000每月付款人民币30 000元，付某种费用的款，如发票，费用，佣金等，常用in payment of,如：
We enclose a cheque for US$2000.37 in payment of all commissions due to you up to date.兹附去2000.37美元支票一张，付截至目前所欠你方的全部佣金。
付某种具体实物的款，如商品，广告，样品等，常用in payment for,如：
We have received your cheque for DM9800.00 in payment for the carpets ordered as per your letter of May 5th.兹收到你方支票一张，计9800.00德国马克，以付你方5月5日函所订购的地毯货款。
常见词汇 7-3 30 days L/C见票后30天议付的信用证
(a)Letter of Credit信用证是可数的普通名词，有单复数之分，复数为Letters of Credit 信用证常用大写缩写an L/C Ls/C 即期信用证是letter of credit available by draft at sight, letter of credit payable against draft at sight, letter of credit available by sight draft, letter of credit payable against sight draft.商业书信中常简称sight L/C.远期(或迟期)信用证是usance L/C或time L/C或term L/C.
见票后多少天议付的说法很多，以见票后30天议付的信用证为例。下面是较常见的几种说法：
L/C available by draft at 30 days after sight;(usance/time/term)L/C at 30 days after sight;(usance/time/term)L/C at 30 days;30 days(usance/time/term)L/C
有关信用证的部分常见词组：
confirmed L/C
保兑信用证
irrevocable L/C
不可撤销信用证
transferable and divisible L/C 可转让与可分割信用证
documantary L/C
跟单信用证
revolving L/C
循环信用证
back to back L/C
背对背信用证
reciprocal L/C
对开信用证
Supplements:
1.Words 单词
accommodate, due, pay,tax Expressions商业用语
Cash against Documents 凭单证付款 Cash against Delivery 货到付款
Cash against Shipping Documents 凭单付款 amount in figure 小写金额 amount in words 大写金额 commercial invoice 商业发票 customs invoice 海关发票 provisional invoice 临时发票 consular invoice 领事发票
open account terms O/A terms 赊账方式 pay in cash 付现金 pay by check 支票付款 pay in installments 分期付款 pay on delivery 货到付款 come to an agreement 达成协议 reach an agreement 达成协议 brokerage house 经纪行 clearing house 票据交换所 tax avoidance 避税 tax abatement 减税 tax dodger 偷税人
Phrases 短语
figure out, by all means, by means of, 2.Discriminations 辨析
in the course of与in course of 3.Grammar Points 语法点
a number of„后接名词复数，用复数谓语动词，强调数量
与此用法相同的还有： an average of„ a total of„
a great many„
而the number of„，the average of„，the total of„后接名词复数，用单数动词，强调整体。
Afterclass Exercise:
1.You’ve received a request to be a reference fro Spence—Crane Company, and you’re required to provide some information about their creditworthiness and reputation.However, your experience with them has been unsatisfactory just because they are not prompt in payment.So, you have to write an unfavorable reply to request for their credit information.2.A foreign buyer whom you do not want to loss has regularly paid his accounts promptly by banker’s draft, but payment of his last account is now eight weeks overdue.You wrote to him a month ago, but received no reply.Send him a second letter.Chapter Eight Establishment of L/C and Amendment 第8章 开立信用证和修改信用证
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 6 Sample Letters 6封样信
Supplyment 补充：Some Useful Sentences on Establishment of L/C and Amendment 开立和修改信用证常用例句。
Main Points: 常见词汇8-1 1．pack 1)n.小包、小箱、小盒，包装量
a six-pack of beer
半打装啤酒
a pack of canned goods
一小箱罐头食品
We will make you an offer when the new pack is available.有新货罐头时定给你方报盘。
2)v.包装，把„„打包或装箱等
The goods are to be packed in iron drums.货物须以铁桶包装。
The shirts will be packed each in a polyethlene bag, five dozen to a cardboard case.每件衬衫装一塑料袋，五打装一硬纸板箱。
2.package n.(中、小型的)包裹，包，捆；包装(用料)When the shipment arrived, the packages were all intact, but many of them were found short of weight.货到时，包装完整无损，但其中有很多包被发现短重。
3.packaging n.(包装方面的)装潢，(效率高的、美观的)包装法，打包
packaging designing
装潢设计
packaging industry
包装装潢业
You are outdistanced in the packing and packaging of the material.货物的包装和装潢方面你方大大落后。
4.packing n.包装；打包；包装法
export packing
出口包装
improper/faulty/poor/insufficient packing 包装不良
inner packing
内包装
outer packing
外包装
packing charges/expenses
包装费
packing list
装箱单、花色码单
seaworthy packing
适合海运的包装
常见词汇8-2 authority n.权力(后接动词不定式或介词for);当局(复数)有关authority的常见短语
competent authorities
主管当局
customs authorities
海关当局
exchange control authorities 外汇管制当局
government authorities
政府当局
licensing authorities
签发许可证当局
money authorities
金融当局
port authorities
港务当局
Are we to understand that we have authority to do the best possible? 我们是否可以理解我们有权酌情处理? Please give us authority to settle the matter as we see fit.请给我们以相机处理此事的权力。
He has the authority of his home office for immediate(on the stop)decision.他的国内公司授权给他可以立即(当场)决定。
The buyer has already applied to the authorities concerned for import licence.买方已向有关当局申请进口许可证。
Supplements: 1.Words 单词
establish, prescribe, amend, acceptance, deliver, refund Expressions商业用语
export packing 出口包装
improper/faulty/poor/insufficient packing 包装不良 inner packing 内包装
customs authorities 海关当局
exchange control authorities 外汇管制当局
Phrases 短语
few and far between, more often than not, call for, call on, abide by, 2.Discriminations 辨析
pack, packing, package 与 packaging annul, cancel, revoke, rescind 与 withdraw 3.Grammar Points 语法点 prescribe Afterclass Exercise:
Write a reply to the above letter with the following particulars: 1.由于我们的粗枝大叶(oversight),开立的信用证有错误，很抱歉。
2.今天早晨已通过我方银行用电报修改第1125号信用证。3.我方需货甚急，望即准备装运。
4.倘若这批船货到达后，买主觉得满意，很可能将续订。
Chapter Nine Packing, Shipping Marks and Shipment 第9章 包装、运输标志和装运
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 8 Sample Letters 8封样信
Supplyment 补充：Some Useful Sentences on Packing, Shipping Marks and Shipment.包装、运输标志和装运的常用例句
Terms Used in Shipping 运输专用术语
Lists of International Ports 国际港口列表
Main Points: 常见词汇9-1 susceptible adj.易受影响的，敏感的
辨析：liable, susceptible, subject与prone 这组词均含有人或事物在性质上、情势上处于某极易发生的状态之意。
liable 指人们遇到或可能遇到的事情是由于服从权势或因其生活状况，屈服于某种无法控制的力量而引起后果。
susceptible 更强调人或事物的本质、特性、素质或性格。所有这些可以使事物失去抵 抗力或容易遭受某种痛苦。
subject 由于某种原因(如生活状况、社会、经济或政治地位、性情特点)趋向于必须遭受、忍受或经历某事情。
prone 通常指人，很少指物，表示在不同程度上受到某事物的倾向性的制约，这种倾向性当情况顺利时必定会产生。
Prospective buyers are liable to judge the quality of goods by appearance.有可能成为买主的人易于从外观判断货物质量。
The goods you packed in wooden cases are susceptible to damage by moisture. 装在木箱中的这批货很容易被潮气损坏。
Perishable goods are subject to damage in transit. 易腐烂的货物在运输途中容易损坏。One is more prone to make mistakes when one is tired. 当人们疲劳的时候做事就比较容易出毛病。
常见问题 9-2 有关唛头的常用语和短语
ABC in a diamond 菱形内ABC triangle 三角形
circle 圆形
rectangle 长方形
hexagon 正六角形
cross 十字形
downward triangle 倒三角形
star 星形
square 正方形
heart 心形
oval 椭圆形
three diamond 三菱形
this side(end)up 此面向上
Handle with care 小心轻放
With care 小心搬运
No hook(Use no hook)请勿用钩
Keep cool(keep in cool place)放置冷处
Keep dry 保持干燥
Keep away from boiler 远离锅炉
Store away from boiler 远离锅炉
Inflammable 易燃货物
Fragile 当心破碎
Fusible 易熔
Explosives 易爆货物
Glass with care 小心玻璃
Poison 小心有毒，有毒
Open here 从此开启
Sling here 此处吊索
To be kept upright 竖立安放
Keep away from heat 隔离热气
Perishable 易坏货物
Guard against damp(wet)勿使受潮
No smoking 严禁烟火
Keep flat(stow level)注意平放
Not to be thrown down 不可抛掷
常见术语9-3 Terms Used in Shipping 运输中的常用术语
Airway Bill of Lading 空运提单
ballast 压舱货
berthage 泊位费
bulk cargo 散装货
cargo plan(stowage plan)积载图
dangerous cargo 危险货
general cargo 杂货
light cargo 轻泡货
live cargo 鲜货
reefer cargo 冷冻货
return cargo 回运货
through cargo 直达货、联运货
transit cargo 过境货、转载货
charges 费用
shifting charges 移泊费
pilotage 引水费
lighterage 驳船费
surcharges 附加费
tally charges 理货费
waiting charges 待时费
towage 拖船费
trimming charges平舱费
stevedorage 船内装卸费
dead freight 空船费
dockage(wharfage)码头费
out of packet expenses 零星杂费
partial shipment 分批装运
loading capacity 装载量
notice of readiness 备装通知
dunnage 衬木
EMP(European main ports)欧洲基本港
ETA(estimated time of arrival)预抵期
FIO(free in and out)船方不负责装卸费
FI(Free in)船方管卸不管装
FO(Free out)船方管装不管卸
Berth terms 船方管装管卸
Liner terms 船方管装管卸
Gross Terms 船方管装管卸
forwarding instructions 装运说明
freighter 货船
general cargo vessel 杂货船
ice-free port 不冻港
indemnity 罚金
itinerary map 航线图
laydays 停泊期
lighter 驳船
tanker 油轮
passenger ship 客船
pilot 领航员
seamen’s club 海员俱乐部
seasonal port 季节港
tug 拖船
tonnage dues 吨税
Supplements: 1.Words 单词
compensation, sail, oblige, respectively Expressions商业用语
in sound condition
状况良好 in perfect condition in a damaged condition 损坏状态 in a mouldy condition 受潮状态
shipping company 轮船公司，船务公司
shipping instructions 装运须知 shipping advice
装运通知 ante—dated B/L
倒签提单
advanced B/L
预借提单
Charter Party B/L
包租船提单
clean on board B/L
清洁已装船提单 container service 集装箱业务 unloading charges 卸货费，卸车费 unloading point
卸货地点
Phrases 短语
be liable for, be liable to, 2.Discriminations 辨析
liable, susceptible, subject 与 prone shipping instructions 与 shipping advice oblige, force 与 compel
Afterclass Exercise:
1.Write to a firm of shipping agents asking them to arrange for consignment to be collected from your factory and make all arrangements for transportation on Dares Slaam.Include imaginary particulars as to nature of consignment, names and addresses of consignors and consignee, and say who will take delivery of the consignment upon arrival.2.As secretary of Harding & Co.of Hull, write to Scandinavian Liners Ltd.for details of their sailings to Norway and Sweden and for quotations of their rates for manufactured woolen goods.33
Chapter Ten Insurance 第10章 保险
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 6 Sample Letters 6封样信
Supplyment 补充： Some Useful Sentences on Insurance 保险的常用例句
Terms Used in Insurance 保险专用术语
Main Points: 1)insurance n.保险
部分常用词组
insurance agent 保险代理人 insurance amount 保(险)额 insurance certificate 保险凭证 insurance claim 保险索赔 insurance company 保险公司 insurance cover保险 insurance coverage 保险范围 insurance endorsement=insurance rider 保险批单 insurance policy 保(险)单 insurance premium 保(险)费
insurance declaration 保险声明书，保险通知书 air transportation insurance 航空运输保险
marine insurance 水险，海上保险，海运险 ocean marine cargo insurance 海洋运输货物保险 overland insurance 陆运保险 overland transportation insurance 陆上运输保险
parcel post insurance 邮包保险
to arrange insurance 投保，洽办保险 to cover insurance 投保，洽办保险 to effect insurance 投保，洽办保险 to provide insurance 投保，洽办保险 to take out insurance 投保，洽办保险
说明保险情况时，insurance后接介词的一般用法：
表示所保的货物，后接on,如insurance on the 100 tons of wool;表示投保的险别，后接against,如insurance against all risks;表示保额，后接for,如insurance for 110% of the invoice value;表示保险费或保险费率，后接at,如insurance at a slightly higher premium, insurance at the rate of 5‟;表示向某保险公司投保，后接with,如insurance with the People’s Insurance Company of China. We have covered insurance on the 100 metric tons of wool for 110% of the invoice value against all risks. 我们已将100公吨羊毛按发票金额的110%投保一切险。
2)insure v.保险，投保
通常用作及物动词，宾语一般为所保的货物，如： Please insure the goods against all risks and war risk. 请将此货投保一切险及战争险。
但宾语有时也可为投保的险别，如：
The insurance company here insures this risk with 5% franchise. 此间保险公司保此种险有5%的免赔限度。
有时也用作不及物动词，如： Please insure against breakage.请投保破碎险。
过去分词insured作定语构成的部分常用词组：
insured amount(=insurance amount)保(险)额 insured cargo或insured goods 投保的货物
insured还可作名词用，前面加定冠词，即the insured,作“被保险人”解。In international trade, by transportation insurance we mean that the insured, who is usually the importer or the exporter, covers insurance on one or several lots of goods against certain risks for a certain insured amount with the insurer, i.e.the insurance company, at an agreed premium.常见术语10-2 Terms Used in Insurance 保险中的常用术语
Aflatoxin Risk 黄曲霉素险
All Risks 综合险（一切险）
Breakage of Packing Risk 包装破碎险
Clash & Breakage Risks 碰损、破碎险
Failure to Deliver Risk 交货不到险
F.P.A.(Free from Particular Average) 平安险
Fresh and/or Rain Water 淡水雨淋险
Damage Risks Hook Damage Risk 钩损险
Import Duty Risk 进口关税险
Intermixture & Contamination 混杂、玷污险
Risks Leakage Risk 渗漏险
On Deck Risk 舱面险
Rejection Risk 拒收险
Rust Risk 锈损险
Shortage Risk 短量险
S.R.C.C.(Strikes, Riots & Civil Commotions) 罢工、暴动及民变险 Survey at Jetty Risk 码头检验险
Survey at Customs 海关检验险
Sweating & Heating Risks 受潮受热险
Taint of Odour Risk 串味险
T.L.O.(Total Loss Only) 全损险
T.P.N.D.)Theft, Pilferage & Non-delivery) 偷盗及提货不着险 W.A.(With Average)=W.P.A.(With Particular Average) 水渍险
War Risk 战争险
perils of the sea 海上风险
extraneous risks 外来风险
total loss 全损
actual total loss 实际全损
constructive total loss 推定全损
absolute total loss 绝对全损
general average 共同海损
particular average 单独海损
combined certificate 联合凭证
contingency insurance 卖方利益险
China Insurance Clause 中国保险条款
Institute Cargo Clause 协会货物条款
Supplements: 1.Words 单词
insure, cover, delete, endorse Expressions商业用语 insurance agent 保险代理人 insurance amount 保(险)额
insurance certificate 保险凭证 insurance claim 保险索赔 insurance policy 保(险)单
interest rebate 利息回扣
insurance rebate 保险回扣
endorsement in blank 无记名背书 endorsement in full 记名式背书
Phrases 短语
take out, in the event of, a matter of fact, 2.Discriminations 辨析 certify, attest, witness与vouch 3.Grammar Points 语法点
一些特殊的引导条件状语从句的连词 n/upon condition that„ , according as„, assuming that„,expecting, given that„, if only„
4.Wide Selection of Writing 多种写作选择
insure the goods against Risks for 110% of invoice value with the insurance company...就某货向某保险公司按发票金额的110%投保某险别„
to effect insurance on goods against Risks for 110% of invoice value with the insurer.....就某货向某保险公司按发票金额的110%投保某险别„
„insure the good against Risks for invoice value plus 10%.按发票金额的110%投保某险别„ Please insure F.P.A.or W.P.A.保平安险或水渍险
Please insure against All Risks 保一切险
Afterclass Exercise:
Translate the following letter into English: 关于第号XXX 3 000 桶铁钉的售货合约，兹通知你方，我们已由伦敦中国银行开立了第XXX号保兑的、不可撤消的信用证，计金额XXX英镑，有效期至5月15日为止。
请注意（做到）上述货物必须在5月15日前装出，保险必须按发票价的150%投保“综合险”。我们知道，按照我们一般惯例，你们只按发票价另加10%投保，因此额外保险费由我们负责。请按我们的要求办理保险，同时我们等候你方的装运通知。
Chapter Eleven
Agency
第11章 代理
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 5 Sample Letters 5封样信Sole Agency Agreement 1 Sole Distributorship Agreement Supplyment补充：Some Useful Sentences on Agency 代理的常用例句
Main Points: 常见词汇 11-1 agent 1)n.代理人
We owe your name to ABC Company, through whom we have learned that you are seeking an agent here.承ABC公司告知你公司名称，通过他们我们获悉你们正在此地物色一家代理。
If you would appoint us as your agent, we could give you a reasonable guarantee to sell US$ 100 000 a month, because yours is a line we can handle well.假如你们委任我们为你方代理，我们保证每月销售十万美元，因为你方所经营的商品是我们最善于经营的。
The exporter may employ an agent living in the buyer’s country to push the sales of his products.进口商可以雇佣居住在买方国家的一位代理人，以推销其产品。
2)agency n.代理
从本义讲，agent 是a person authorized expressly or impliedly to transact business for another, called the Principal，即：明示或默认受权为委托方进行业务的人；agency是business, place of business of an agent，即：代理人的业务，代理人办理业务的地点，也就是：代理业务，代理处。
agency agreement 代理协议
agency commission 代理佣金
sole agency(or: exclusive agency)独家代理
例句：
The company has agencies in all parts of Africa.该公司在非洲各地均有代理。
Your application for sole agency for a period of one year is now under our careful consideration.我们正在仔细考虑你们担任我们独家代理为期一年的申请。
The volume of business done does not warrant entrusting you with exclusive agency at present.已达成的营业额还不足以使我们目前委托你方为独家代理。
常见句式 11-2 Should you not be able to accept it, perhaps you could recommend some other reliable and well-established firms whom you might approach.前几章中已见过此类句式。在此介绍一下非真实条件从句。非真实条件从句，顾名思义，是用来描述说话人想象的、非真实的情景的，这些情景通常是不可能发生的，与客观实际相反的，或发生可能性极小，只表示说话者的一种主观愿望、假想和建议等等。非真实条件从句表示对现在、过去、将来的事实进行虚拟时，主句和if从句中的谓语动词形式如下：
表示虚拟的时间 if从句谓语形式 主句谓语形式
现在： did or were would(should, might, could)+ do 过去： had done or had would(should, might, could)+ have done(been)将来： were to(should)would(should, might, could)+ do 即虚拟语气的三种基本形式：
(1)与现在事实相反：
If I had enough money, I would run a company of my own.如果我有钱，我要开一间自己的公司。
(2)与过去事实相反：
She would have come if she hadn’t been so busy.要不是忙，她就来了。
(3)与将来事实相反：
If I should win the lottery, I would buy a car.如果我能赢抽彩，我将买一辆车。
掌握上述虚拟语气的三种基本形态、分别牢记在不同的时间(现在、过去、将来)情况下的非真实条件虚拟句中if从句和主句谓语动词的对应形式是非常重要的。我们不妨归纳上述例子来看，非真实条件虚拟句的谓语时态比真实条件句的时态向“过去”方向推进了一层。
对现在虚拟 if+过去时，I would(should, might, could)do„
对过去虚拟 if+过去完成时，I would(should, might, could)have done„
对将来虚拟 if+should/were to do, I would(should, might, could)do„
常见词汇 11-3 postpone v.延缓
辨析：defer, postpone, intermit, suspend与stay 这组词均含有造成行动、活动或进程的推迟之意。
defer(1)指推迟到较晚的时间，一般强调有意的推迟。(2)指在完成，获得或实现某事过程中，由于出现超出控制能力之外的情况而推迟。
postpone 表示有意拖延，一般指拖延到某一确切时间。
intermit 指暂时中止，通常作为调节的措施。尤其暗示间歇之后再开始的含义。
suspend 通常因为上下文中明确表达或未明确表达的原因(如个人愿望或法律约束)而暂时停止或使暂时不起作用。
stay 表示正在进行着的事情因中间受到阻碍，可能使其完全停止，但更经常指间歇、搁置或放慢速度。
例句：
I shall defer replying till I hear from him.我将等接到他的信息后再行答复。
Ship’s departure for 18 hours was deferred by the captain because of tornado.由于飓风，船长已推迟了十八个小时启航。
In our opinion, we had better postpone the decision until a more appropriate time.在我们看来，最好等到一个较适当的时候再做决定。
We have to postpone offering for a few days.我们不得不推迟几天报盘。
to intermit one’s efforts 暂停努力
Shall I suspend final decision until I have further evidence? 在我未得到进一步的证据之前是否暂不做出最后结论? The court has decided to stay the proceeding.法庭已决定暂缓进行这个诉讼程序
常见词汇 11-4 indemnify 辨析compensate, indemnify与reimburse compensate(1)有时不指按法律规定偿付债款，也不指无偿服务，而强调付钱回报，这里钱被看做是所付出的服务、风险或花费时间的等值物。(2)用于上述意义时，该词不意味着对他人负有义务或进行付钱，而常指进行平衡，如以好抵坏，以得补失这种平衡。
indemnify(1)指一种允诺或实际的对损失(如火灾造成)或伤害(如事故)、损害(如战争或灾害造成)所做出的赔偿。(2)其词义有时接近于compensate,多指抵消。
reimburse 指付还自己为赢利而花的钱或付还别人(如代理人或律师)为自己做事而花的钱。
例句：
You have to compensate us for the short shipment of 600 kilos.你方须为短装600公斤给予赔偿。
In order to compensate your purchases, we are allowed by our government to buy your handicrafts as much as 40% of the total value of your purchases.为了补偿你方购货，我国政府允许我公司购买高达你方购货总值百分之四十的手工艺品。
Our users insist that you have to compensate for the inferior quality.我方用户坚持认为，你方须为质次给予赔偿。
He promised to indemnify me for my losses.他答应赔偿我的损失。
We will indemnify you for any expenses you may incur on our behalf.我方会补偿你方为我方所花的一切费用。
The applicant for the credit shall be bound by and liable to indemnify the banks against all obligations and responsibilities imposed by foreign laws and usages.凡由外国法律和习惯加于银行的一切义务和责任，应由开证申请人承担，他并应对银行负补偿之责。
We must reimburse him the costs of the journey.我们必须把旅费偿还给他。
Supplements:
1.Words 单词
appoint, agency, agent Expressions商业用语
promising market 有销路的市场 lose one’s market 失去买卖机会 agency agreement 代理协议 agency commission 代理佣金 for sale 待售 on sale 上市，出售 arbitration clause 仲裁条款 voluntary arbitration 自愿仲裁 bankruptcy law 破产法 bankruptcy proceedings 破产程序 consolidation by lease 租赁合并 consolidation by merger 吸收合并
Phrases 短语
act as 2.Discriminations 辨析
defer, postpone, intermit, suspend与stay agency与 agent compensate, indemnify与reimburse consolidation与merger agreement与contract 3.Grammar Points 语法点
非真实条件从句：
对现在虚拟 if+过去时，I would(should, might, could)do„
对过去虚拟 if+过去完成时，I would(should, might, could)have done„
对将来虚拟 if+should/were to do, I would(should, might, could)do„
一些否定短语如：in no way, in no case, at no time, by no means, in no sense, on no account ,under no circumstances 都可译为“绝不”。这些否定短语常放在句首，但句子要倒装。
4.Wide Selection of Writing 多种写作选择 This is to inform you that„ 兹通知你方„„
类似的句型较多，如：
This is to acknowledge„ 兹收到„„
This is to advise that„ 兹通知„„ This is to announce that„ 兹宣布„„
Afterclass Exercise:
Translate the following letter into English: 我们仔细研究了你方9月10日函，现愿与你方进一步商谈你方要求在苏格兰建立代处的建议。你方为詹姆士·内尔公司工作的情况，我们不了解，但鉴于你方在苏格兰的贸易关系，我们认为你方在该地发展我们的业务是可以大有作为的。
我们的最后决定取决于条款是否合适。因你公司司密斯先生将于下月访问我地，我们愿与司密斯先生面谈而不愿进行旷日持久的通讯往来。为此，请告司密斯先生何时来面谈。
Chapter Twelve
Complaints and Claims
第12章 投诉和索赔
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: 7 Sample Letters 7封样信
Supplyment补充：Some Useful Sentences on Complaints and Claims 投诉和索 赔的常用例句。Terms Used in Making Complaints 投诉的常用术语
Main Points: 常见词汇 12-1 claim 1)vt.a.索赔，索汇，索款；要求(应得)权利
Only the holder of the B/L may claim to be the owner of the shipment.只有提单持有人才能要求取得货物的所有权。
Our customer claims 8p reduction per 1b on the 85 bales of Goathair shipped by M/V “Star”.对由“星”号轮运来的85包山羊毛，我方客户要求每镑减价8便士。
We have to claim from you ￡400 on this shipment for inferior quality.对这批发货由于质次我方不得不向你方索赔400英镑。
b.声称，宣称，自称，主张
The firm claims to be well placed for promoting the sales of your product.对于推销你公司产品，该公司声称处于有利地位。
2)vi.索赔，提出要求
Buyers have claimed on us for short shipment.买主已因短装向我方(提出)索赔。
Our users have claimed upon us for inferior quality.42
我方用户已因质次向我方索赔。
3)n.(对权利等的)要求，索赔，索款，索汇
to lodge/file/enter/register/make/raise/put in a claim against/with sb on a certain shipment for a certain reason for amount of money„
对某批发货由于某种理由向某人提出索赔金额为„„
Buyers have lodged a claim on this shipment for RMB￥1500 for(on account of)short weight.由于分量短少，买主对此批货索赔人民币1500元。
We have already raised a claim against the insurance company for $310 for damage in transit.因运输中受损，我们已向保险公司提出要求赔偿310美元。
Our claim on your L/C No.84 has not been paid.我们对你的第84号信用证收汇没有得到支付。
常见词汇 12-2 responsible adj.辨析：responsible, answerable与accountable 这三个词意义极相近，均表示可以指望用某物来满足某人或使其得到补偿。
responsible 表示通过履行职责或义务，完成任务、获得信任或行使职权，而对给予 这些权力、义务或信任的人或机构负责。
answerable 表示某人因某事而对他人负有责任，此人出于道德或法律责任感，或由于为 他人接受这样一种责任，而承受对违法或失职行为的惩罚。常指在法庭面前受罚。
accountable 也表示因某事对某人负责，或因某事而获得信任，也肯定说明这种信任是如 何获得的。
to hold sb responsible for sth.要某人负责某事。
to be responsible to sb for sth.向某人对某事负责。
During vanning(devanning)of containers, this Company is responsible for tally those containerized cargoes which the vessel is responsible for delivery/taking delivery of.对于船方负责对集装箱内货物进行交接的，在装(拆)箱时，本公司负责对箱内货物进行理货。
He is answerable to me for his conduct.他对于他的行为该向我负责。
I shall be answerable for what he does.我将对他做的一切负责。
You are accountable to me for this money.这钱怎么用的，你应对我说明。
If anything happens to the boy, I will hold you accountable for it.如果这个男孩出什么事的话，我将让你承担一切责任。
We must hold you responsible for all consequences arising therefrom.由此发生的一切后果我们必须要你方负责。
Buyers(Sellers)must be held responsible.必须由买方(卖方)负责。
We are not responsible for the delay.迟误的责任不在我方。
常见词汇 12-3
“度”的常见英译法
在科技语言中，“度”字是一个使用率很高的表示各种计量单位的字。按中文的习惯，“度”既可以表示电表、水表或温度计上的刻度，又能表示眼镜片深浅的屈光度或地理位置的经纬度，等等。然而，在英语里却找不出一个适用于各种场合下的通用字。翻译时，必须视不同的意境使用不同的英语对应字。如:(1)译为 degree degree是普通用字，作“度”字的对应字使用时，多指温度以及几何学中弧和角的计算单位等。
The first well had a deviation of 1.7 degrees from the vertical.第一口井的斜度是1.7度。
The boiling point of water is 100 degrees centigrade.水的沸点是摄氏100度。
A right angle is an angle of 90 degrees.直角是角度为90度的角。
(2)译为 temperature 或 reading temperature和reading 是两个在表意上截然不同的字，尽管都与“温度”有关。前者指的是气温的总称，而后者指的是温度的具体计量单位(unit of measurement for temperature)。当中文中的“度”字指的是某天的气温时，便与temperature形成特定条件下的对应关系，reading多指仪器上的量度。
What’s the temperature today? 今天气温多少度? Is there any difference between the day and the night readings? 白天的度数和夜间的度数有什么差别吗?(3)译为 strength strength作“度”字的对应字使用时，多指眼镜片的深浅程度或酒、茶、咖啡、颜色等的浓度。
What’s the strength of the lenses of your glasses? 您的眼镜多少度? The foreign guests are interested in the strength of the black tea.外国客人们对这种红茶的浓度感兴趣。
(4)译为 parallel parallel的原义是(纬线)，因而只能与表明地理方位纬度的“度”字形成对应词。
Beijing is close to the fortieth parallel of north latitude.北京靠近北纬40度。
This city is ten miles above the 38th parallel of the north.这座城市位于北纬38度线以北十英里。
(5)译为per cent 或 point 当“度”字在具体中文句中表示的是含某物质的百分比时，常译为per cent(或percent)。point表示的“度”，常指体温的度数。
This spirit contains 55 per cent alcohol.这种酒55度。
His temperature has gone up 3 points.他的体温升高了三度。
Supplements: 1.Words 单词
claim, sustain, bear Expressions商业用语
Survey Report on Quality 品质鉴定证明书 Survey Report of Weight 重量鉴定证明书
Phrases 短语
attribute to, due to, do with, have no choice but, be meant for 2.Discriminations 辨析
responsible, answerable与accountable “度”的常见英译法
3.Grammar Points 语法点
表示原因状语从句considering, since, seeing(that),now(that), given(that)4.Wide Selection of Writing 多种写作选择
lodge/file/raise/enter/make/put in/register a claim against sb/ with insurance company on shipment for reason for $. Afterclass Exercise:
Write to your suppliers explaining that in a delivery of metal wastepaper bins twenty-seven were either slightly dented or badly scratched and that you have had to sell them at a price considerably below the recommended retail selling price.Submit a claim for the difference between the recommended retail price and the price at which the damaged bins were actually sold.45
Chapter Thirteen Invitation for Bids and Bid
第13章 招标和投标
Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
Outline: Section One Invitation for Bids 第1节 招标 Section Two Bid 第2节 投标
Supplyment 补充：Some Useful Sentences on Invitation for Bids and Bid 招标和投标的常用例句。
Main Points: 常见词汇 13-1 loan 1)n.用作可数名词，表示贷款；用作不可数名词，表示借的动作。The rest can be obtained through bank loans.其余的可通过银行贷款解决。
He said he had applied for fresh loan to save them from bankruptcy.他说，为了免于破产，他已经再借了一笔债。有关loan的常用短语：
day-to-day loan 日拆 demand loan 活期放款 industrial loan 工业放款
long-term loan 长期放款，长期贷款 non-interest bearing/interest-free loan 无息贷款 secured loan 抵押放款 domestic loan 内债
government/public loan 公债 loan作名词时与之搭配的动词有：
want(想要)，solicit(请求)，negotiate(洽商)，raise(筹集)，float(招募),arrange(安排),conclude(达成),contract(约定),give/make/provide/grant(给予)，have/get/obtain/receive(得到)，secure(担保)，under-write(承保贷款风险)，repay/pay off/liquidate(清还)，renew(按原来条件展期)。
2)v.在美国英语中作及物动词，表示借给，并可带双宾语；在英国英语中，表示借给的 动词要用lend：
The house had been loaned to the Yales by its owner, who used it during summers. 房子的主人只有夏天才在这里住，现在把它借给耶尔家暂用。
辨析：loan,facility, advance与credit这组词均指贷款
loan是贷款的总称，是正式用语，多用于政府和国际金融组织的正式贷款。
facility是资金便利方面的特殊安排，多用于国际银团和私人银行对其客户的便利贷款。advance指银行为客户垫款、预付、透支等给予金额不大，为期不长的贷款。
credit强调“信用”两字，多用于商人间的出口信贷、买方信贷、卖方信贷；credit与 facility连用，则指银行的信用贷款(credit facility)。例句：
The bank also extends export credit insurance facilities to cover risks undertaken by US exporters.银行扩大出口信贷保险业务，给美国出口商承担风险保险。The bank advanced me ￡2000. 银行借给我二千英镑。
A revolving credit of $125m has been signed between the World Bank and Turkey’s Agricultural Bank. 世界银行与土耳其农业银行签订了一亿二千五百万美元的循环信贷(协议)。
常见词汇 13-2 bid 1)vt.(买方)出价，递盘；(卖方)要价，索价；(拍卖时或商品交易所中)叫价，喊价 We do not think buyers will bid a higher price. 我们认为买主不会出更高的价格。
Last week we bid RMB ￥XX per ton for Green Tea.Now we can do a little better.上星期我们对绿茶递价每吨人民币××元。现在我们可以出得稍多一些。They have bid us $ 1.8 lower than you do.他们向我方要价比你方低1.8美元。
One minute before the auctioneer struck his hammer, a Chinese firm bid $ 35 for your product. 拍卖人击槌前一分钟，一家中国公司对你方产品出价35美元。
2)vi.(买方)出价，递盘；(卖方)要价，索价；(拍卖时或商品交易所中)喊价，叫价；投标(以求承包一项工程或供应货物) We hope you will bid for this article if you have interest in it. 你方若对此货有兴趣，望出盘。
We are sorry to say that you are bidding higher than Japanese manufacturers. 抱歉，你方要价比日本厂商还高。
Is nobody else going to bid? 再没有别人出价了吗? There were two firms bidding against each other on the new project. 有两家公司竞相投标以求承建这项新工程。
The firm decided to bid on the pipeline. 该公司决定投标以求承建这项管道工程。
3)n.(买方的)出价、递盘；(卖方的)要价，索价；(拍卖时或商品交易所中)喊价，叫价；(承包工程的)投标。
We will try to get a bid from the buyers. 我们将试图从买方获得一个递价。 Will no one make a higher bid? 再没有人出价更高了吗? 有关bid 的常用短语
bid bond 投标保证金 bid deadline 投标截止日期 bid documents 投标文件
bid guarantee 投标担保，承包担保 award of bid 决标 call for bids 要求开标
closed bid 寄密封信或拍卖，投标或拍卖 invitation to bid 招标
invite bid 招标，征求承包 lose a bid 未中标，承包落选
open bid 公开投标，开标，开启承包书 public bid 不限范围邀请参加的投标 sealed bid 密封投标，密封出价 submit bid 投标，提出承包书 win a bid 中标，得标，承包中选
acceptance of the bid 中标，得标
bid(投标)作名词常与entertain, get, invite, make, open, reject, send in, submit, put in, withdraw, write等动词搭配。
注意：商业英语中用作“投标，递价，出价”解的动词bid的过去式和过去分词均用bid，不用bade和bidden。
作“投标”解释时，tender有同样意义。
invitation to bid=invitation to tender 招标 invitation for bid=invitation for tender 招标 to invited bid=to invite tender 招标 to call for bid=to call for tender 招标
常见术语 13-3 “费用”或“费”的常见英译法
1)译为fee或charge 这是“费用”或“费”的两个最常用的英语等值对应字。
fee主要指服务性费用。这种服务既能以体力方式提供，又能以向他人提出具有专业性质的建议或忠告等形式提供(payment for service or professional advice)。如，律师、医生、私人教师等所收之费用以及
入场费、入会费、挂号费等等均译为fee。charge除了可指服务性费用外，间或也指对货物或具体实物的收费(for goods)。
有关fee的常用短语
tuition(schooling)fee 学费
admission fee 入会费 doctor’s fee 医生的诊费 retaining fee(solicitors fee) 律师费 remittance fee 汇费 processing fee 加工费 charges for water and electricity 水电费 service charge 手续费 selling charge(commission)销售费用 extra charge(surcharge) 附加费 storage charges(fee) 保管费 stowage charges (航运)depreciation charge 折旧费 advertising charges 广告费 loading charges 装货费 transport charges 运输费 例句：
You learn through failures—they’re like tuition fees. 通过失败你也可以学到东西—这也可以说是交学费吧。For this service, the bank asks for a small fee. 为这一服务项目，银行只收一点手续费。
2)expenses(expenditure)或 cost expenses和cost作“费用”的对应字使用时，多指“为某一特定需求而付出的消费性支出”expenses和cost为通用字，使用率极高，而expenditure为书面语体字，少用。有关expenses的常用短语
living expenses(the cost of living) 生活费
administrative expenses 办公费 printing expenses 印刷费 board expenses 伙食费 hospitalization expenses 住院费 funeral expenses 丧葬费 entertainment expenses 招待费 military expenditures 军费 current expenditure 经费
maintenance cost(expenses) 保养费(或维修费)production cost 生产费用 circulation costs 流通费用 cost of wear and fear 损耗费 financial expense 财务费用 depreciation expense(charge) 折旧费用 distribution expenses 推销费用 clerical cost 办公费用
。49 organization costs(expenses) 开办费 advertising expenses 广告费
例句：
All the travelling expenses will be borne by the host country. 旅费由东道国负担。
With rising costs, it is difficult for him to make both ends meet. 由于生活费用的不断上升，他很难使收支平衡。
I have kept track of the expenditures incurred on the trip. 对于旅途中的花费我一直作着记录。
3)dues 或 tax dues作“费用”,“费”的对应字使用时，特指社会团体或组织的成员按本组织的有关规 定定期缴纳的组织费用。在美国这种费用又可用tax表示。
trade-union dues 工会会费
membership dues 会费(美国用tax)party member dues 党费 例句：
The matter of raising the dues was brought up at the meeting. 增加会费的问题在会上提了出来。
4)fare 和 freight 这两个字作“费用”的对应字使用时，均用于特定场合：fare指车(船)费；freight指运 费。
bus fares 公共汽车费 taxi 计程车费 boat fares 船费 freight 运费 back freight 退货运费 Freight paid 运费付讫 Freight to be collected 运费待收 例句：
A uniform fare of ten dollars for any distance. 不论远近车费一律拾元。
5)译为fund(s)funds作“费用”的对应字使用时，通常指“按事先拟好的计划为特定目的定期付出的专款”，相当于中文“经费”所表达的意思。 有关fund(s)常用短语
welfare funds 福利费 funds for buying books 图书购置费 funds for scientific research 科研费 relief fund 救济费
6)译为特定的名词或词组