外经贸英语函电流程

2024-10-21

外经贸英语函电流程（共6篇）

外经贸英语函电流程篇1

…………

外经贸英语函电整个流程

外贸究其根本，用同事的语言来讲就是“买进”和“卖出”。那我们在外贸英语中用比较专业词汇讲就是“出口”(Export)和“进口”(Import)。

那它又不像我们在日常生活中买进和卖出这么简单，因为它涉及到的是跨国交易，其中里面有许多我们需要注意事项和办理的业务。因其复杂

性，所以那我们要学习的东西也就比较多。那我们今天就先把外贸的总

体流程和本书课程设置的框架跟大家一起分享。

一.外贸的总体流程：

1.寻找目标客户--Souring the

↓ resource.a.寻找国外进口商。Sourcing the

↓ importer.根据自己产品的特色，来寻找国外潜在的目标客户即进口商(importer),那对于我们↓ 来讲，我们就是出口商(Exporter)。搜索的途径就有很多了,例如

利用goolgle搜索引擎，采购商买家资料，参

↓ 加广交会等等。

b.寻找国外出口商。Souring the

↓ exporter.根据自己的需求，来采购国外出口商的产品。那对于我们来讲，我们就是进口↓ 商(Importer)。搜索的途径也比较多，例如goolgle搜索引擎，参加

国外的展会，拿到国外出口商的资料等

↓ 等。

那大家都知道我们是出口大国，所以我们在外贸中遇到的一般都是第一种情况。↓ 所以在今后的课程当中，我们也将重点学习如何做好出口外贸

↓↓2.建立贸易关系----Establish Business

→ relations.那这里面我们要做的上面第一点讲到了寻找目标客户，那我们找到后就要进行工作就比较多了,具↓ 这一步的建立贸易关系问题了。体如下：

a.自我介绍----Self introduction。在外贸英语中就要用到自我介绍函电了。一封很好↓ 的外贸自我介绍函电可以很好的开启外贸合作之门。

b.提供产品目录-----Sending Catalog。根据客户的需求提供适

↓ 当的产品目录供客户参考。

c.邀请参加展会和工厂---Invitationto Fair and factory。更进一步的要

↓ 客户了解我们的产品，提供合作的成功率。

d.报价给客户。----Provide quotations。客人在选定感兴趣的产品之后，↓ 那我们做好详细的资料提供报价给客人。

e.准备样品。-------Prepare the samples。根据客人的要求，提

↓ 供样品给客人。等待客人确认。↓1

↓

→ 3.订单操作--------Order operation.客人确认样品之后，那下一步就是下订单(Place the order).我们的主要工作就↓ 是跟据客人的要求和交期，跟工厂一起把订单操作好。a.订单的数量----Order quantity.这个之前要跟客人谈好，达成↓ 协议后下这个确认的数量。b.产品的包装----Packing。不同的产品，其包装要求也是不一样的，这个要根据↓ 具体产品请工厂设计安全可行包装，和客人最后确认出货包装方式。c.付款方式这个要根据双方的需求达成一致的付款条↓-------Payment terms 款，以保证贸易的顺利进行。d.保险-------------Insurance.那这点就要涉及到本书要学习的索赔，理赔等问题↓ 了。这个也是在订单操作过程中要和客人达成协议的。↓↓4.出货

→------------Shipmenta.出货时间------Delivery time.这个要按照之前订单的交期来走。不可有任何的延误，↓ 如果有其它情况导致不能按时出货，应提前跟客人报备。以寻求最好的 ↓ 解决方法。b.出货港口------Departure Port.按照之前和客人做↓ 的协议来走。c.商检报关------Commodity inspection & declare at customs。这个工作一↓ 定要提前做好，以便出货时顺利离港。d.货到收款------Collect on delivery。这个是最后的收尾工作，那货出后放↓ 提单。客人收到提单，凭单到港口取货。二.本书的框架那门课程主要是函电，所以都是用letter的形式来讲述整个外贸过程中所要做的工作和遇到的各种各样的情况。本书有96封贸易函电，那按照上面讲的流程来分的话，可以把我们这本书做如下课程规划：1.建立贸易关系a.自我介绍函：Letter 1 & Letter 2本书的 Page1---Page10b.提供产品目录函：Letter 3 & Letter 4本书的Page11---Page 18c.邀请参加展会和工厂函：Letter 5 & Letter 6本书的Page19---Page27d.对产品感兴Letter 7----Letter 9趣函：本书的Page 28---Page39e.报价推销函：Letter

10----Letter19

本书的Page40---Page80

2.订单操作函：a.下单函：Letter 20--Letter 23

本书的Page81---Page96 b.包装函：Letter 43--Letter46c.付款函：Letter 24--Letter 29d.保险函：Letter30---Letter35本书的Page122-Page1413.出货函：a.装船函：Letter 36----Letter 42b.出货后抱怨函：Letter 47----Letter 61 c.抱怨处理函：Letter 62--------Letter 774.相关拓展函电Letter 78---Letter 96本书的Page171--Page 183

本书的Page97--Page121本书的Page171--Page 183本书的Page 146--Page167本书的Page 184--Page 238本书的Page 243--Page 300

本书的Page 301--Page372

外经贸英语函电流程篇2

一、行为导向教学理念

行为导向教学法起源于德国的双元制教学, 是职业教育的基本理念之一。德国职教专家特拉姆对“行为导向”作了明确界定:“……是一种指导思想, 培养学习者具备自我判断能力, 懂行和负责的行为。它可视为主体得以持续发展的过程, 也就是说在这一过程中, 他们所获得的知识和能力在实践活动中得以展现。”行为导向教学理念的根本点就是创造教与学和师生互动的社会交往的仿真情境, 产生一种行为理论的假设, 从而形成有助于师生互动, 特别是学生主动参加学习的情境。

行为导向教学法是由多种教学技术、手段、方法结合而成的, 是以职业活动为导向, 以培养学生能力为内核的教学方法。这种教学法主要包括:多媒体使用技术、项目教学法、合作学习法、案例分析法、角色扮演法、模拟教学法等等。行为导向教学法旨在使教师变为一名主持人、一位协调者或一位监督者, 在学习过程中, 提高学生的学习兴趣, 不仅使学生掌握相应的知识和技能, 而且使学生各种行为能力亦可以得到充分提高, 使得许多商务英语专业 (方向) 的毕业生就业后可以立即胜任外贸函电的撰写与翻译工作。

二、大学生英语函电写作能力现状

传统的英语函电课堂教学方法还是沿用基础英语写作的教学模式:教师先讲授写作方法, 然后由学生根据课文套写信件。学生缺乏对贸易流程的整体认识以及感性认识, 因此商务信函的写作能力无法得到强化。作为英语函电课程的任课教师, 通过在长春工程学院外语学院英语专业的教学实践, 笔者发现除了语法和用词错误之外, 学生在学习英语函电写作方面存在以下问题:

(一) 无法掌握特定情景中的语言功能

由于学生对国际贸易语篇社团的种种语言规范不够了解, 对于商务函电的社会功能和交际目的也不十分清楚, 因此学生虽然能够做到所使用的语言符合语法规范, 却不能达到预期的商务交流的目的, 甚至起到消极影响。例如, 在表达拒绝对方时, 不少学生不留余地地一口回绝。“We can not accept your price because it is too high.”这种消极、否定的陈述会使对方往坏的方面联想。而如果能够考虑到特定的商务交际情景, 用如下的表达“I am afraid your price is on the high side.”就能顾及对方的面子, 使得话语的回旋余地增加, 表示尚有机会今后再合作。

(二) 缺乏对外贸业务环节的整体认识

由于课堂上教师的授课都是按照教材规定好的顺序进行, 虽然也符合国际贸易的各个程序, 但是缺少对整个对外贸易环节的感性认识, 而且课堂教学也很难保证学生对于整个环节的连续性认识, 使学生容易对英语函电这门课程产生畏惧心理, 进而严重影响他们学习的积极性以及学习效果。

(三) 课堂教学无法提供实际演练的机会

目前, 国内关于外贸英语函电方面的书籍种类繁多, 内容各异。但是, 这些教材的一个共同点就是大多以讲解为主, 样信解释为辅, 学生在课堂上没有足够的时间和条件进行信函写作的实际演练。对于学生来说, 所学到的写作知识只是纸上谈兵, 无法融入到真实的商务情景中去, 因此在写信的时候只能机械地照搬一些样信里的套话, 知其然而不知其所以然。久而久之, 学生便失去了学习的兴趣和积极性。

三、经贸英语函电实训环节设计

由于行为导向教学法是由多种教学手段和方法结合而成的, 那么笔者在设计具体实训环节的时候, 就充分利用了多媒体技术及网络资源, 并将项目教学法与角色扮演法、情境模拟教学法相结合, 使学生通过团队合作的方法将外贸业务员日常工作中所要涉及的函电翻译与写作过程真实演练一遍, 从而获取了课堂学习所无法带来的感性认识。

(一) 实训项目的设计

1. 寻求贸易伙伴。

为了锻炼学生的自主学习能力, 并更好地掌握社会交际和协调能力, 笔者一改以往为学生安排贸易伙伴的方式, 而是充分利用学校的网络教室, 让学生在网络平台上发布广告阐述贸易倾向, 在同学中寻找贸易伙伴。虽然这样做将加大实训过程的复杂性, 但是能够充分调动学生的积极性, 同时也加强了实训的真实性。在此阶段学生将自由组成3-5人的小组, 形成模拟情景中的进口方与出口方, 同时进行各自的角色分工, 为今后的贸易磋商做准备。

2. 导入情境。

经贸英语函电实训中的模拟工作情境必须针对具体要求, 根据真实贸易环节进行训练, 学生的实际能力才能得到提高。因此笔者把以下八个主要环节作为模拟情境引入到实训当中:

情境的导入可以以学生为中心, 让学生自主地去学习。学生会在原有的知识基础上自行拟定往来信函, 如果遇到自己不懂或理解不深之处, 还可以在网络平台上立即发现, 马上查找, 进行有目标的自主学习。

3. 结合口头谈判。

函电的课堂教学重点落实在如何写, 而在实训阶段, 为了使学生最大限度地融入到真实的对外贸易环节, 并增强角色扮演的真实性, 笔者让学生在进行函电磋商之前先进行一轮真实的口头贸易谈判。每个小组作为贸易一方参加谈判, 每个组员按照各自的分工准备谈判内容并亲自参与到其中。在谈判结束之后, 再根据整个谈判的过程起草函电, 并通过E-MAIL发送给对方公司。这样一来, 增强了实训情景的真实性, 也提高了每个组员的参与兴趣, 使学生在自己的行动过程中学习并巩固了所学到的知识。

(二) 实训效果的评估

秉承行为导向教学理念, 整个函电的实训过程要使学生充分体验到对外贸易这个工作的流程, 并通过小组合作的方式体现出自主学习的方针, 因此我院对于学生的实训成绩评价将采取过程性评估的方式。并主要从三个方面为学生的学习效果评分:个人得分, 小组得分, 组内互评得分。

指导教师将学生个人及小组的评价得分记录下来, 并根据不同的项目目标, 设计有助于提高学生合作意识和合作能力的评价表, 建立小组合作学习档案, 包括日常学习记录和不定期的任务记录, 最后将小组平时各种评价和记录得分按照一定的分配比例记入总成绩。指导教师尤其要对学生在实训过程中出现的错误进行记录, 以便提供到网络上进行分析, 使学生能尽量避免错误的发生。同时, 指导教师要发动学生积极参与评估, 提出解决办法, 真正成为学习的主体。

经过在长春工程学院外语学院英语专业所进行的三年英语函电实训教学改革, 笔者认为将行为导向教学理念应用到大学本科英语专业的函电实训教学当中, 能够弥补学生无法亲身到对外贸易公司进行贸易实践的不足, 在尽量利用学校现有教学资源的基础上对于真实外贸活动所进行的情境模拟, 能够极大地激发学生的学习兴趣和积极性, 使学习效果显著提高。这种函电实训模式, 既能加深学生对外贸基本流程及基础知识的了解, 又有助于学生通过函电写作加强对外商务沟通的能力, 并培养了学生的自主学习能力及团队合作能力, 为学生今后的就业打下坚实的实践基础。

参考文献

[1]Dickinson L.Self-instruction in Language Learning[M].Cambridge:CambridgeUniversity Press, 1987.

[2]甘鸿.外经贸英语函电与谈判 (修订本) [M].上海对外贸易学院.上海科学技术文献出版社, 1996.6.

[3]姜大源.职业教育学新论[M].教育科学出版社, 2007.

外经贸英语函电流程篇3

【关键词】外经贸英语函电语篇写作策略

【中图分类号】G642 【文献标识码】A 【文章编号】2095-3089（2015）05-0115-02

外经贸英语函电是学生在学习了英语基础写作及国际贸易实务课程后的一门高级英语写作课程。过去的外经贸英语函电教学多选取语法、词、句为中心，没有注重篇章的分析，学生很难从篇章整体来把握。

现在通过分析外经贸英语函电的篇章的信息性、篇章的主位与述位和篇章的语境来分析外经贸英语函电的文体特征，以帮助学生从整体上把握外经贸英语函电的写作规律。

一、篇章的信息性

信息性指对于接受者而言是篇章信息超越或低于期望值的程度。

信息性程度分为三个等级。一级信息篇章的信息价值很少，篇章接受者很少予以注意。在篇章生产中，至少要有一些二级选择，完全属于一级信息层次的篇章既不完整建构，又缺乏可读性或趣味性。在外经贸英语函电写作的课程中，一般以一级、二级为主，三级较少。

在信函写作通常以客户已知的信息为开头，便于引出新的信息，这符合人们的认知。

三级信息也会出现，如下面的联系信片段：

“We have many socks here. Actually， we produce more than 2 billion pairs of socks every year. More than a third of Chinese socks were made here in Liaoyuan area.There should be one fits you.

But before you select any supplier， please beware of the bad apples.”

第一段介绍了产品。第二段有这样一句话“But before you select any supplier， please beware of the bad apples.” 这里的“bad apple” 译为品德之坏，常用于描述贪污的公务员、腐败的警察等有损群体声誉的人。在这句话里译为“那些有瑕疵的产品”这样的话语可以引起读者的兴趣，起到了强调的作用。

在外贸信函中，大多信件的信息度较低，篇幅小，解读过程载荷小，容易理解。对于只关心生意成败，货物信息的客户来说，“时间就是金钱。”因此大多数外贸信函都是传送信息之用，句式少变化，节省彼此阅读时间。

因此，根据不同的客户群，写信者要充分考虑到接受者的世界知识和接受能力。如果是给接受能力较差的接受者，信函的新信息程度就要降低，只要能够准确传达作者的意图，达到交际目的即可。考虑到读者的信息接受程度能够使交际更为有效。

二、外经贸英语函电的主位与述位

主位是一个形式范畴，指句子或小句最靠左即开头的成分，句子就是围绕这个成分组织起来的，它同时也是作者要突出的成分。跟在主位后面的所有成分称为述位。每一个简单句都有主位和述位。

主位、述位理论描述的就是在句子或语段之中作者或说话人意欲突出不同的信息或赋予重要性时的一种信息安排考虑。

如下列信函片段：

“Thank you for your letter of the 20th of this month. We shall be glad to enter into business relations with your company.

In compliance with request， we are sending you our latest catalogue and price list covering our export range.”

上面的信函片段中，第一段里“Thank you for your letter of the 20th of this month. ”为已知信息。“We shall be glad to enter into business relations with your company.”引入新的信息。我们还可以发现，这两段中，主位都是不一样的，“Thank， in compliance with request，”主位的变化反应了主题的转移，以及所强调的重点的变化。

在外经贸英语函电信函里，主位变化较少。

三、外经贸英语函电的语境分析

Halliday 认为，从语言的使用角度看，情景语境中有三个因素最为重要，即语场、语旨、语式。

1.话语范围。外经贸英语函电主要是买家和卖家沟通的书信内容。外经贸英语函电中的语场涉及到业务关系建立、信誉咨询、形式发票的开立和发放、报价、发盘和还盘、销售促销、订单及其履行、订单支付、包装、保险、装运、索赔及解决争端等内容。

2.话语基调。话语基调是指谁是参与者，参与者的特点、性质和长期的社会角色关系。在外经贸英语函电里，买卖双方根据所处的位置，会在信函中体现语气的不同。在买卖双方刚刚开始接触的时候，双方由于熟悉度不够，所以在相互沟通的时候，需要彼此注意说话语气，称呼，同时还要注意级别关系，这直接影响到了效果。

3.话语方式。话语方式指语言在情景中所起的作用，语篇的符号组织方式及其在情景语境中的地位和功能，包括渠道和修辞方式。如果接触的都是批发商、零售商、小个体户，那么语言就要简洁易懂，篇章不宜过难。

四、外经贸英语信函写作策略

通过上述外经贸英语函电篇章分析，外经贸英语函电信函的段落较短，主位变化较少，信息难度偏易。根据语境可以看出所接触的读者大多是商人，对于语言的运用难度要求不高，信息准确性要求较高。

根据外经贸英语函电的这样的特点，教师在教学过程中让学生发现信函的特点，进而写出适合语境的信函，达到较好的交际效果。

下面是几点外经贸英语函电写作的建议：

1.一段围绕一个主题。段内主位变化少。在信函写作过程中，学生应遵守这样的规则，不要在一段里涉及到两个以上的主题。

2.篇章字数不过百。信函篇章主要传递有效的信息，过多无用信息可以删除。

3.信息性难度中等偏低，句子结构简单，词语选择简单。

4.根据语境，选择恰当的信函语气。

参考文献：

[1]黄国文.语篇分析概要[D].长沙：湖南教育出版社，1987.

[2]刘辰诞.教学篇章语言学[D].上海：上海外语教育出版社，1999.

外经证办理流程（本站推荐）篇4

公司所属各分公司（直属项目部）：

为了加强公司涉税业务的管理，规范“外出经营许可证”办理的程序，结合山西省太原市地方税务局的税收征管要求，现对“外出经营许可证明”的办理有关事项通知如下。

一：首次办理“外出经营许可证”的工作流程

1、各分公司（直属项目部）需在工程开工之日起一个月内，将已贴合同印花税（合同价款的万分之三）的合同正本、中标通知书及开工报告（均为原件）送达至公司财务部，交由税务主管会计进行审核。如果因不确定因素造成工程开工一个月内未能办理“外出经营许可证”，应取得业主开具的“延期开工证明”，与上述其他资料一并交与公司税务主管会计进行审核办理。

2、审核无误后，根据要求填写“外出经营活动税收证明开具申请表”，并由税务主管会计和财务部长签字认可。

3、税务主管会计将以上送达资料进行电子扫描备案后，报送主管税务机关进行审核，审核通过后进行打印并签发。

4、公司税务主管会计将税务主管机关签发后的“外出经营许可证”扫描后，通知分公司（直属项目部）财务人员领取并签字。

5、各分公司（直属项目部）财务人员需将新办理的“外出经营许可证”，在签发之日起十五日内送达工程所在地税务机关进行报验，逾期不报验的，工程所在地税务机关有权拒绝报验盖章，因此会为该

工程“外出经营许可证”的延期办理造成影响，希望各单位引起重视。

二、续办“外出经营许可证”的工作流程

1、各分公司（直属项目部）将到期需要办理，并且由工程所在地主管税务机关报验盖章后的“外出经营许可证”，联通合同正本原件（已贴合同印花税），同该工程业主开具的“延期竣工证明”及“外出经营许可证”有效期内开具的发票和完税凭证的复印件，交由公司税务主管会计进行审核。这里需要说明的是，如果“外出经营许可证”的有效期未超过合同有效期的，将不需要开具的“延期竣工证明”。

2、续办“外出经营许可证”的资料审核无误后，之后办理程序同上述“首次办理‘外出经营许可证’”的工作流程的2-5步骤。

三、到期不再续办“外出经营许可证”的工作流程

只需要将到期并已加盖有工程所在地税务机关公章的“外出经营许可证”交由公司财务部税务主管会计退还外经证签发单位即可。

四、“外出经营许可证”办理所需时间

根据公司主管税务机关的审批程序和工作安排，“外出经营许可证”的办理时间为三个工作日以内，如遇到其他因素需要延长办理时间的，将会提前告知。

上述办理流程及要求希望各分公司（直属项目部）相关人员认真阅读并执行

公司财务部

外贸新手英语函电篇5

Gentlemen: June 4, 2001

Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.

交易的契机

2. 如何讨价还价

Gentlemen: June 8, 2001

We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.

Yours truly

3-1 同意进口商的还价

Dear Sirs: June 12, 2001

Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.

Sincerely

3-2 拒绝进口商的还价

Dear Sirs: June 12, 2001

Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.

Truly

4. 主动联系采购商

Dear Sirs: May 1, 2001

Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.

Yours faithfully

5. 提出询价

Dear Sirs: Jun.1, 2001

We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..

Truly

6. 正式提出订单

Gentlemen: June 15, 2001

We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date.

Truly

7. 确认订单

Gentlemen: June 20, 2001

Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.

Sincerely

8. 请求信用证延期

Gentlemen： Sep. 1, 2001

We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.

Sincerely

9. 同意更改信用证

Gentlemen: Sept. 5, 2001

We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development.

10. 请求开立信用证

Gentlemen: June 18, 2001

Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested.

Sincerely

11. 通知已开立信用证

Dear Sirs: June 24, 2001

Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.

外贸英语函电答案篇6

外贸函电答案

最牛英语口语培训模式：躺在家里练口语，全程外教一对一，三个月畅谈无阻！太平洋英语，免费体验全部外教一对一课程：http://

Keys to the exercises

Unit 2

3.(1)We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you in the hope of establishing business relations.(2)We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.(3)We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing.(4)We are given to understand that you are a manufacturer of daily chemicals.One of our clients intends to buy cosmetics from your country.We will appreciate it highly if you can airmail the catalogue and the price list of your products available at present.(5)For our credit standing, please refer to the Bank of China, Shanghai Branch.Unit 3

2.1.Pease quote us your best price CIF Shanghai, inclusive of our 3% commission.2.Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth.3.One of our customers is now interested in the Qingdao Haier Refrigerator made in your country.Please offer CIF London for 400 sets to be delivered in April.4.To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogue and 2 sample books.5.In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference.3．Dear Sirs,We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances.There is a steady demand here for the above-mentioned commodities of high quality at moderate prices.Will you please send us a copy of your catalogue, with details of your prices and terms of payment.We should find it most helpful if you could also supply samples of these goods.Yours faithfully,4.Dear Sirs,RE: Haier Refrigerator

We are in the market for refrigerators.Please send us your latest catalogue and details of your specifications, informing us of your price CIF Guangzhou, please also state your earliest possible delivery date, your terms of payment, and discount for regular purchase.If your prices prove reasonable and satisfactory, we shall soon place a large order with you.Yours faithfully,5.Dear Sirs,We welcome you for your enquiry of May 5 and thank you for your interest in our products.We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for.Also under separate cover, we are sending you some samples.Please note that payment should be made by irrevocable L/C payable at sight against presentation of shipping documents.We allow a proper discount in view of this first business between us.We await your acceptance by fax.Yours faithfully,Unit 4

2．(1).We are studying the offer and hope that it will keep open till the end of the month.(2).We believe that you will place a large order with us owing to the high quality and reasonable price of our products.(3).We will allow you 10% discount if you purchase 5000 dozens or more.(4).As to terms of payment, we often require a confirmed, irrevocable letter of credit payable by draft at sight.(5).You are cordially invited to take advantage of this attractive offer.We are anticipating a large order from the United States, and that will cause a sharp rise in price.(6).We will send you a firm offer with shipment available in the early May if you order reaches us before March 10.(7).Because there is a brisk demand for the goods, the offer will be open only for 5 days.(8).We are giving you a firm offer, subject to your reply here by 5 p.m.our time, Tuesday, July 10.3.Dear sirs,In reply to your letter of May 5, we are giving you a firm offer, subject to your reply here by 5 p.m.our time, Thursday, October 15, 2008, as follows:

Commodity: Boots for ladies

Specifications: more than 20 assortments with new designs of brown or red colors(detailed in catalogue)

Quality: the leather used is of superior quality

Price: CIF Guangzhou US$ 95 to 300 according to various designs

Payment: Confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment.Packing: at the buyer’s option

Shipment: September.Unit 5

3.1).We shall place a trial order with you for 500 sets if you will give us a 5% commission.2).We are working on your Order No.678 at present and please believe that we will effect the

shipment within the time you stipulated.3)Owing to heavy commitments, many orders haven’t been made, we can only accept orders for October shipment.4)Our stock is exhausted and we are not in a position to accept fresh orders.However, we will contact you as soon as new supplies are available.5)Shipment should be made during August to October in three lots, with 100 tons each.4.Dear Sirs:

We are pleased by your prompt reply to our inquiry of July 10, 2008 and now wish to order from you as our Order No.321 enclosed.Yours faithfully,XI’AN INTERNATIONAL

COMMERCE CORPORATION

Tel:2365474 Fax: 654789321

ORDER FORM

Order No.321July 20, 2008

Messrs.JB SIMPSON &CO.LTD.Deansgate Blackpool

Please supply the following items

Description: A: SA-135 Video Recorder

B: VT-462 Video Tape

C: RC-A43 Mini Radio Cassette Recorder

Quantity: A: 1000

B: 1000

C: 5000

Unit Price: FOB Xin Gang inclusive of our 5% commission

A: US$ 600 each

B: US$ 10 each

C: US$ 20 each

Payment: L/C at 90 days’ sight to be opened 30 days before shipment

Package: By standard export cases

Delivery Date: Before the end of August in one/two lots.6.Dear Sirs:

We are pleased to have received your Order by fax dated March 10 for 500 sets of knitting machinery.Thanks.We have immediately contacted the manufacturer.But they refused our request politely since the machines sell well, and there is a great shortage of raw materials and still a large number of orders.After our repeated negotiations, they finally promised to accept the order and to make delivery of 100 sets each month, beginning from next January.We are aware that you are in urgent need of the products, but uncertain whether you will agree on the above delivery date.We are making contact with manufacturers elsewhere and will let you

know as soon as there are any favourable news.Meanwhile, we are enclosing our catalogue covering all the articles available at present.If you are interested in any of the items, please inform us.We will surely give prompt attention to your requirement.Yours faithfully

Unit 8

2.We refer to Contract NO.CT 345 signed on December 1, 2003, under which we decided 5000 M/Ts cotton will be delivered in March, 2004.Up till now we have not heard any news about delivery from you.Our clients are in urgent need for the goods, please see to it that you should deliver the goods within the time stipulated in the contract, or we will have to lodge a claim and reserve the right to cancel the contract.3.We refer to our Purchase Confirmation No.345 for 5000 pieces of “White Rabit” Blanket.We are notifying that we have opened through ** Bank a confirmed, irrevocable Letter of Credit No.789, totaling US $..., the L/C shall remain in force till 31st August.Please see to it that the above mentioned articles should be shipped before the end of August and the goods should be covered insurance for 130% of the invoice value against all risks.We know that according to your usual practice, you insure the goods only at invoice value plus 10%, therefore, the extra premium will be for our account.Please arrange insurance as per our requirements and we await your advice of shipment.Unit 9

1.The survey report indicates that the damage to the carton and goods was due to rough handling in transit, rather than poor packing as you stated.2.The damage was caused by improper packing, such a big and heavy machine should have been fixed and stuffed in export wooden case.3.Upon examination, we found that there was no sign of poor quality and bad handicraft, and that the dye used is excellent.4.Thank you for your acceptance of the wrongly delivered goods.We will give you a discount of 8% on invoice price.Please agree.5.Please let us know by fax whether you may ship the goods before September 15.If not we shall be compelled to cancel the order.Unit 10

6.﹡﹡Co.We have received your Ls/C No…,...and..., in payment f or Contract No.… covering …goods, and found that some stipulations in your Ls/C are not in conformity with that in the relative contract:

7.﹡﹡Co.V HV RECEVIED UR LS/C NO… ,…N … IN PT FR CONTRACT NO… COVERG …GDS N FOUND STIPULATIONS IN LS/C R NOT CONFOMITY WZ CONTRACT.RCVD YR LS/C …,…N…, FR CONTRACT NO….N FOUND FLWG DEISCREPANCIES:

(1)The contract stipulated that the business is done on the basis of net price, with no commission and discount.But in your L/C No.…a commission of 5% is included.THE CONTRACT STUPLATED BIZ DONE NET PRICE BASIS.W/O COMMISSION N DISCOUNT.BUT UR L/C NO… COMMISSION OF 5% INCLUDED.ACDG TO CONTRACT, BIZ ON BASIS OF NET PRC, NO COMM N DISCNT.BUT 5PCT COMM INCLUDED(LISTED)IN UR L/C NO.….(2)As for payment, the contract requires sight L/C, while your three Ls/C all call for times Ls/C.We have specially written you, on May 5, asking you to amend the Ls/C, but haven’t received any news from you up to now.We can’t effect the shipment due to your failure in following the contract and amending the L/C accordingly.AS FR PAYMENT CONTRACT REQUIRES SIGHT L/C WHILE UR LS/C CALL FR TIME LS/C.V’VE WRITTEN MYA5 ASKG U AMEND LS/C BUT NOT RECEIVED NEWS FROM U.CANT EFFECT SHIP DUE TO UR FAILURE IN FOLLOWG CONTRACT N AMENDG L/C ACCORDGLY.ACDG TO CONTRACT, SIGHT LC REQUIRED(NEEDED)BUT ALL YR LS/C R TIMES.V HV INFORMD U OF AMDT TO UR LC.HWEVER U HV NOT DONE.V CAN’T SHP DUE TO YR FAILURE IN FLWG CONTRACT N AMDG LC.At present, fresh orders for …are rushing in and there is a great shortage of stock on the other hand.Therefore, the present prices of all brands are much higher than the contract prices.You are expected to agree on the following purchases prices and immediately amend your Ls/C accordingly so as to make it in accordance with the present prices and the contracted terms of payment.Meanwhile, you should also extend the shipment date and validity to March 30 and April 15 respectively, otherwise, we would not effect shipment.You will be responsible for the consequence.PRESENT FRESH ORDR FR…R RUSHG IN N ZR IS SHORTAGE OF STOCK.THEREFOR ALL BRANDS PRESENT PRICES R HIGHER THAN CONTRACT PRICES.Y R EXPECTED TO AGRREE THE FOLLOWG PURCHASES PRICES N IMMEDIATELY AMEND LS/C ACCORDGLY TO MAKE IT IN ACCORDANCE WZ PRESENT PRICES N CONTRACTED TERMS OF PAYMENT.MEANWHILE EXTEND SHIP DATE N VALIDITY TO MARCH 30 N APRIL 15 RESPECTIVELY.OR V NOT EFFECT SHIP N RESPON FR CONSEQ.MANY ORDRS NOW.STOCK LIMITED, PRESNT PRC MUCH HIGHER THAN THAT IN THE CONTRACT.U SHUD ORDER ON FLWG PRC N AMD UR LC.EXTEND SHPMT TO MAR 30, VALIDITY TO APR 15.OZWS, V CAN’T SHP N U SHUD B RESPONSBL FR CONSEQUENCE.The prices of all the brands are as follows:

ALL BRANDS PRICES R AS FOLLOWS:

PRESNT PRCS AS FLWS:

补充：Unit 7答案1.（1）包装：用能够很好抵御潮湿和震动的适合于长途海运/包裹邮递/空运和多变天气的坚固的新木箱包装。卖方应承担任何因不当包装引起的货物损失和费用，以及因卖方采取不当的保护措施而造成的任何生锈。应在箱中附寄一整套有关的维护和使用说明书。

（2）装运条件：

A在FOB交货条件下：

a应由卖方预定舱位。卖方应在合同中规定装船日期的45天前，用传真或电子邮件的方式通知买方合同的编号、货品、数量、金额、件数、毛重、尺寸和在装运港的待运日期。

b买方或买方的船运代理商应在货轮到达转运港的预期时间的12天前，通知卖方货轮的名称、合同编号、船运代理商的名称。卖方应与船运代理商联系，并安排货物待运。在有必要更换货轮或发生货轮的提前到达或延迟到达，买方或船运代理商应及时通知卖方。

c如果卖方在货轮按时到达装运港的情况下未能备好货物待运，那么卖方应承担一切空仓费和逾期费。

d在货物越过船舷并由装车写下前，卖方承担一切费用和风险。

B在CFR交货条件下

卖方应在合同规定的交货期内将货物由装运港运抵目的港并按合同第12条规定通知装船日期以便买方及时办理保险。

（3）商品检验及索赔：