外贸英语函电知识整理Word下载.docx

外贸英语函电知识整理Word下载.docx

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：

① 

Courtesy 

礼貌② 

Consideration体谅 

③ 

Completeness 

完整 

④ 

Clarity 

清楚 

⑤ 

Conciseness 

简洁⑥Concreteness 

具体 

⑦ 

Correctness 

正确

Unit3Inquiries〔询盘〕

3.Generallyspeaking,inquiriesfallintotwocategories:

aGeneralInquiryandaSpecificInquiry.

InaGeneralInquiry（一般询价）,theimportermayaskonlyforcatalogues,pricelists,samples,samplebooks,orquotations,etc.,inordertogetageneralideaofthebusinessscopeoftheexporter.

InaSpecificInquiry（具体询价）,theimporterpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem.Unit4Offers＆Quotations〔报盘和报价〕

4.Intheinternationalbusiness,offerscanbedividedintotwokinds:

〔注意实盘和虚盘的区别〕Afirmoffer（实盘）—Afirmofferisadefinitepromisetosellgoodsatthestatedprices,usuallywithinastatedperiodoftime.

Anon-firmoffer（虚盘）—Unlikeafirmoffer,anon-firmofferisnotbindinguponthesellers.Inotherwords,anon-firmoffercanbewithdrawnorchangedbythesellers.Definitionoffirmoffers:

Firmoffersaremadewhenthesellerspromisetosellgoodsatastatedpriceandwithinastatedperiodoftime.

Definitionofnon-firmoffers:

Non-firmoffersareofferswithreservationclause.

Unit7Counter-offers（还盘）

5.Definitionofacounter-offer:

Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.

Unit8Placing&

ConfirminganOrder（订单与确认订单）

6.Anordershouldatleastcontainthefollowingpoints:

7.1.descriptionofthegoods,suchasspecification,size,quantity,qualityandarticlenumber（ifany）;

8.2.prices（unitpricesaswellastotalprices）;

9.3.termsofpayment;

10.4.modeofpacking;

11.5.timeoftransportation,portofdestinationandtimeofshipmentetc..Unit12UrgingEstablishmentofL/C（催开信用证）

12.WhenshallL/Cbeopened:

13.Itistheusualpracticethattheletterofcreditistobeopenedandtoreachthesellers30daysaheadofshipment.

Unit14Shipment（装运）

14.Threepartiesinvolvedinthemovementofthegoods:

theconsigner（发货人）—whosendsthegoods;

thecarrier（承运人）—whocarriesthem;

theconsignee（收货人）—whoreceivesthematthedestination.

15.Ashippingadviceusuallycontainsthefollowingpoints:

thedateandnumberofbilloflading（B/L,提单） 

thedateandnumberofthecontract 

thenamesofcommoditiesandtheirqualityandvalue 

thenameofthecarryingvessel 

thenameoftheshippingport/loadingport（装货港） 

theestimatedtimeofdeparture（EDT，预定起航日期） 

thenameofthedestinationport（目的港） 

theestimatedtimeofarrival（ETA，预定到港日期）

alistoftherelevantshippingdocuments（货运单据）

thanksforpatronage

Unit15Packing&

ShippingMarks（包装和唛头）

16.Factorswhichinfluencethenatureofpacking:

valueofthegoods

17.natureofthetransit

18.natureofthecargo

19.compliancewithcustomers’orstatutoryrequirements

20.resalevalueofpackingmaterials,generalfragilityofcargo

21.variationintemperatureduringthecourseofthetransit

22.easeofhandlingandstowage

23.insuranceacceptanceconditions

24.costofpacking

25.Twoformsofpacking:

26.largepacking/outerpacking,i.e.packingfortransportationsmallpacking/innerpacking,i.e.packagingorsalespacking

选择题：

1.AnexportercannotreceivepaymentuntilthegoodsonconsignmentDsometimeinthefuture.

A．haveofferedforsaleB．arriveatdestinationC．arequotedD．havebeensold

2.WehavemadeDthatwewouldacceptD/Aat60days'

sightforthisorder.

A．clearB．itisclearC．thatclearD．itclear

3.Canorderforonehundredpiecesormoreweallowaspecialdiscountof5%forpaymentbyL/C.

A．AtB．InC．OnD．From

4.WefindyourtermsCandnowsendyouourorderfor2setsofgenerators.

A．satisfiedB．satisfactionC．satisfactoryD．ofsatisfaction

5.WehaveDat30days'

sightforthecontractedvalue.

A.writtentoyouB．calledonyouC．senttoyoubyairmailD．drawnonyou

6.WeregretBtoacceptyourtermsofpaymentandthereforehavetoreturntheordertoyou.

A．cannotB．beingunableC．notableD．notbeable

7.WewillconsiderByourtermsofpayment.

A．acceptB．acceptingC．acceptedD．toaccept

8.WearenowAyourorderofJune19.

A．inreceiptofB．uponreceiptofC．onreceiptofD．inreceptionof

9.WearepleasedtoinformyouthatwecansupplyDalltheitemsyourequire.

A．youB．toyouC．foryouD．youwith

1.Mr.Sidneyhasbeenour_________salesperson.（D）

A.poorestB.worstC.earliestD.mostsuccessful

2.Wetrustthatyouwillfindourgoods_________.（B）

A.tobeattractiveB.attractiveC.attractingD.attractyourattention

3.Ourproductsenjoy_________inworldmarket.（C）

A.goodsellerB.mostpopularC.greatpopularityD.sellingfast

4.Thisofferis_________youracceptancebyE-mailonorbeforeMarch15.（B）

A.effectiveofB.effectiveforC.effectivetoD.effectivelyfor

5.Ifyouareinterested,wewillsendyouasamplelot_________charge.（D）

A.withB.inC.forD.freeof

6.Theexhibitionhas_________toofferthatyouwillfindinteresting.（C）

A.manyB.muchC.moreD.manya

7.Thispriceis_________ofyour5%commission.（B）

A.includesB.inclusiveC.coveringD.including

8._________yourrequest,wearesendingyouacatalogandasamplebookforyourreference.（C）

A.AccordingB.AsC.AtD.About

9.Onorders_________1,000piecesormorewegiveaspecialdiscountof5%.（B）

A.onB.forC.atDof

10._________thepresentmarkettrend,wehavetosaythatourpriceisreallythebestwecanquote.（C）

A.WithB.OnC.BecauseD.For

1.Weassureyouthatanyfurtherordersyoumay______willalwaysbecarefullyattendedto.（B）

A.placeusB.placewithusC.makeusD.makewithus

2.______ofourefforts,wehavepersuadedourclientstoacceptyouroffer.（C）

A.ResultinB.ResultfromC.AsaresultofD.Withtheresultin

3.Wearepleasedthatwehavebooked______2000pcs.bicycles.（D）

A.yourorderB.withyouC.anorderwithyouD.anorderwithyou

4.Wesuggestthatshipmentofourorder______effectedinMayinsteadofJune.（D）

A.isB.willbeC.istobeD.be

5.Followingyourorder______400metrictonsofrayonlastyear,wearepleasedtoreceiveyourorderNo.876______thesamequantity.（A）

A.for,ofB.of,ofC.of,withD.of,for

6.Wearegladtoreceiveyourorderofyesterday,______regretthatwearenotabletosupplythegoodsyouordered______theendofMay.（B）

A.and,byB.but,byC.but,forD.and,forUnitNineDeclininganOrder（绝订货）

7.Weunderstandthatthegoodscanbesupplied______Astock.（A）

A.fromB.outC.inD.outfrom

8.Thegoodsareurgentlyneeded,we______hopeyouwilldeliverthemimmediately.（C）A.inthecaseB.henceC.thereforeD.for

9.Weplacethisorder______theunderstandingthatthegoodswillbeshippedbyApril.（C）

A.basedonB.withC.onD.through

10.Meanwhileweconfirm______fromyouthefollowingitems.（C）

A.topurchaseB.purchaseC.havingpurchasedD.tohavepurchasedUnitNineDeclininganOrder（绝订货）Exercise

1. 

A4%discountwillbegrantedonly______yourorderexceedsUS$20000.（C）

A.dependson 

B.forconditionthat 

C.onconditionthat 

D.subjectto

2. 

Anexportercannotreceivepaymentuntilthegoodsonconsignment______sometimeinthefuture.（D）

A. 

haveofferedforsale 

B.arequotedC. 

arriveatdestination 

D.havebeensold

3. 

Wehavemade______thatwewouldacceptD/Aat60days’sightforthisorder.（D）

A.clear 

B.itisclear 

C.thatclear 

D.itclear

4. 

______anorderforonehundredpiecesormoreweallowaspecialdiscountof5%forpaymentbyL/C.（C）

A.At 

B.In 

C.On 

D.From

2.Webelievethatthereisareadymarket______thegoodsinyourplace.（C）

A.ofB.aboutC.forD.with

3.Withaview______themarketatyourendwehaveofferedyouourbottomprice.（A）

A.topromotingB.topromoteC.ofpromoteD.intopromoting

4.Oursuggestionisthatyou______thesimilararticle_____whatyourequestatalowerpricethanquotedowingtosimilarityinfunction.（D）

A.recommend,asB.replace,byC.take,intoD.substitute,for

5.Weagreetoreduceyourprice______USD160perpairFOBShanghai.（B）

A.atB.toC.ofD.for

6.Wehavedecidedtomakeafurtherconcession______5%perboxinordertohelpyoutoincreasethebusinesswithus.（A）

A.toB.ofC.onD.about

7.Weregretthatourlowprices______narrowmarginofprofit.（A）

A.leaveuswithB.includeC.earnD.give

8.Wefeelregretfulthatyouaskustoallowyouacommission______10%oneachsale.（A）

A.ofB.toC.onD./

Exercises（课堂练习）

Unit2EstablishingBusinessRelations（建立贸易关系）

1.WelearnfromyourletterofMay12thatyouare_in__themarketforChineseBlackTea.

2.Theyhavebeen_in__thewooltradeforquiteanumberofyears.

3._Upon__receiptofyourdetailedrequirements,weshallbegladtogiveyouourlatestquotations.

4.Shouldyourpricebe_in__linewiththeprevailinginternationalmarketrate,wetrustlargebusinesscanbeconcluded.

5.Ifthepriceisreasonable,wewillplacelarge