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1、精选学习资料 - - - - - - - - - 读书之法 ,在循序而渐进 ,熟读而精思外贸函电考试内容：1.填空（ 20 个空； 20 分）2.句子翻译（ 10 个句子； 20 分）3.翻译一封信（ 20 分）4.写 4 封信（ 40 分）考试时间两个半小时Unit 1 Business Letter Writing 1.Structure 1信头 letterhead 2 ）编号,日期 reference and date 3 ）封内名称和地址inside address 4）经办人 attention 5）称呼 salutation6 ）事由（标题）subject7）正文 body8）结
2、尾敬词 complimentary9 ）签名 signature 10）附件 enclosure11 ）抄送 cc to XX12）附言 postscript 2.Writing Principles of business Letters 7 “C”1 Courtesy 礼貌 2 Consideration 体谅 3 Completeness 完整 4 Clarity 清晰 5Conciseness 简洁 6Concreteness 具体7Correctness 正确3. Form 1 Full Block Form 完全平头式 凡是用打字机打上去的每一行字,包括日期、封内地址、事由和结尾礼
3、词；都是从左边的空白边缘打起；2Modified Block Form 改良平头式 这种格式,除日期,结尾礼词和签名部格外,其他部分每行开头都与左边空白看齐；3Modified Block Form with Indented Style 混合式 封内地址及其他需要分行的部分,采纳平头式, 而第一段开头一行采纳 缩行式；两种格式的混合采纳所以称之为混合式；4 Simplified Form 简洁式 与平头式相仿,但省略部分内容,如称呼、结尾礼词等；Unit 2 Invitation and Arrangement of Visits 邀请与答复Dear Mr/Ms, We should lik
4、e to invite you to attend the 2003 International Fair which will be held from April 29 to May 4 at the above address. Full details on the Fair will be sent in a week. We look forward to hearing from you soon, and hope that you will be able to attend. Yours faithfully 敬重的先生 / 小姐,在上述地址,我们想请贵公司参与于四月二十九
5、日到五月四日举办的2003 国际商品交易会,关于交易会的详情我们一周内将寄给你；期望不久能收到你的来信,并能来参与；您真诚的确定答复 Dear Mr./Ms, Thank you for your letter of March 20 inviting our corporation to participate in the 1997 International Fair. We are very pleased to accept and will plan to display our electrical appliances as we did in previous years.
6、Mr. Li will be in your city from April 2 to 7 to make specific arrangements and would very much appreciate your assistance. Yours faithfully 敬重的先生 / 小姐,感谢三月二十八日来信邀请我们公司参与2003 国际商品交易会； 我们乐于参与并方案展现我们前几年生产的电子设备；李先生将于四月二日至七日去你市做具体支配,特别感谢你的帮助；你真诚的否定的答复 Dear Mr/Ms, Thank you very much for your invitation
7、to attend the 2003 International Fair. As we are going to open a repair shop in your city at that time, we are sorry that we shall not be able to come. 名师归纳总结 - - - - - - -第 1 页,共 13 页精选学习资料 - - - - - - - - - 读书之法 ,在循序而渐进 ,熟读而精思We hope to see you on some future occasion. Yours faithfully 敬重的先生 / 小姐,
8、特别感谢您邀请我们参与2003 国际商品交易会；由于我们将于同一时间到你市新开一家修理店,特别愧疚我们不能前去；期望以后在某些场合见到您；您真诚的1.说明写信的目的；We are now writing to you to 2.建立业务关系；We would like to enter into establish business relations with you in this line. 3.我们对这种商品不感爱好 We have feel, take no interest in this kind of goods. 我们对这种商品特殊有爱好 This article is of
9、 special particular interest to us. 这个建议是照料各有关方面的利益而提出的；This suggestion is made in the interest of all parties concerned. 这个报盘 价格,船期,质量引不起我们的爱好；The offer price, shipment, quality does not interest us. 你的价格太高,买方连仍盘都没有爱好；Your price is too high to even interest buyers in counter-offer. 4. We agree to 6
10、0 days time L/C provided you pay interest for the period intervening 介于 我们同意 60 天期的信用证,但此期间的利息须由你方负担；5. 如价格各理,我方将大量订购 We shall place a large order with you provided your prices are reasonable 6. Forward :send We are forwarding you our new price list. 7.请告你地市场情形 inform sb. of sth Please inform us of
11、the market situation on your side. 8.我们已以每公吨 200 美元的价格成交,特此告知；inform sb that/what/which We wish to inform you that business has been done at USD200 per metric ton. 9. 兹通知你方,我方已将所索样品寄出；pleased be informed that Please be informed that we have already sent the samples required. 10.您为我支配得真周到,感谢您所做的一切；It
12、 is very thoughtful of you to have arranged all this for me. Thank you for all you have done for me. 11.我们热忱期望在那儿接待贵方的代表We are looking forward to extending our warm reception to your representative there. 12.我们很兴奋通知贵方,我公司的贸易代表团预备在五月份拜访贵国；We are pleased to announce that a Trade Delegation of our Corp
13、oration is planning to visit your country in May 13.依据贵方建议,我们已为会议暂定了议程According to your proposal, we have worked out a tentative agenda for the conference. 14.请告知贵方旅行日程,以便我方事先支配Please inform us of your itinerary so as to facilitate our arrangements in advance. Unit 3 Establishing Business Relations
14、建立业务关系的信,信的内容一般包括以下几点：一 怎样得知对方公司的名称和地址二 自我介绍三 阐述写信的目的四 说明建立业务关系的愿望并希早日回复；1.In the market for: 要买 We are in the market for wool. 2. Find a market: 找销路 We are trying to find a market for this article. 3.标题货物几日内即可备妥待运,我方正等待你有关的信用证；Covering: 有关的,涉及 的,包括 的 The subject cargo will be ready for shipment in
15、a few days and we are looking forward to your covering L/C. 请寄有关打字机的价目单Please let us have your price list covering your typewriters. 第 2 页,共 13 页4.质量好是主要的要求Good quality is the major requirement. 我们可满意你方对核桃仁的需要We can meet requirements forof walnut meat 5. 公平互利,互通有无on the basis of equality. mutual ben
16、efit and the exchange of needed goods 名师归纳总结 - - - - - - -精选学习资料 - - - - - - - - - 读书之法 ,在循序而渐进 ,熟读而精思6. Your firm has been kindly recommended to us by Messrs J.Smith & co., Inc. in New York, as large importers of furniture. 纽约史密司有限公司向我们介绍,贵公司是家具业的主要进口商 . 7. We have obtained your name and address th
17、rough the Bank of China and understood that you would like to establish business relations with us. 我们从中国银行得到贵公司的行名和地址,并获悉贵公司愿同我们建立业务关系；8. We have the pleasure of introducing ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension. 我们有幸自荐,希望能
18、有机会与你们合作,扩大业务；9. Being specialized in the export of Chinese Art and Craft goods, we express our desire to trade with you in this line 我们特地出口中国工艺品,源与贵方开展这方面业务；10. Your letter of September 2, 2001 has been received. We are glad to inform you that the articles required by you fall within the scope of o
19、ur business activities. 你方 20XX 年 9 月 2 日来函收到；我们很兴奋告知你,你所要的商品属我公司的经营范畴 . 11. In compliance with your request, we are sending you a range of cut samples of our cotton piece goods. We hope they will arrive in time and be found to your satisfaction. 遵照你方要求,我们正寄上一套布匹剪样；期望这些样品能准时到达,并使你中意；12.We have recei
20、ved your letter of September 4 informing us that you find our canned meat satisfactory and that you consider placing a trial order with us. 你方 9 月 4 日来函收到；承告你们对肉类罐头有爱好,并考虑试订；13.To give you a general idea of the products we handle we enclose a complete set of leaflets showing specifications and means
21、 of packing. 为了使你对我们经营的产品有一个概念,兹附上一整套注有规格和包装的活页说明书；Write a reply to ABC co. with the following particulars. 1.Acknowledge the receipt of their letter of June 27; 2.Agree to their proposal of establishing trade relations with you 3.Commodity inspection will be handled by the bureau concerned in Shang
22、hai. Dear sirs, With reference to your letter of June 27,we are glad to learn that you wish to enter into trade relations with us, which also meets our interest. To give you a general idea of our products , we are sending you by air a catalogue showing various products being handled by this corporat
23、ion with detailed specification and means of packing. Quotations and sample will be sent upon receipt of your specific enquiries. As we have not had the pleasure of doing business with you in the past, we would like to inform you that our goods for export are to be inspected by the Shanghai Commodit
24、y Inspection Bureau before shipment, and necessary certificates in regard to the quality and quantity of the shipment will be provided. We are looking forward to your early reply. Your faithfully. Unit 4 Enquiries and Replies 初次询盘信一般包含以下内容：简洁告知如何获得卖方的名址,写一些你方的业务情形 你地市场需对方经营的货物告知对方你所需的信息1. Quote :报价
25、quote sb. a price for sth. This is the best price I can quoteyou. / All prices are quoted in US dollars at a special discount of 40%. cash discount： 现金折扣 2. Discount : 折扣 quantity discount: 数量折扣 The highest discount we can allow give, make, grant on this article is 10%. 3.Place an order with sb.: 向
26、订货第 3 页,共 13 页We are glad to placebook an order with you for 100 tons of Dried Potato Slices干土豆片 4. Enclosed please find附上 请查收 our illustrated catalogues and price-list giving details of CIF Vancouver prices. On regular purchases of quantities of not less than 300 of individual items, we would allow
27、 a trade discount of 3%. 名师归纳总结 - - - - - - -精选学习资料 - - - - - - - - - 读书之法 ,在循序而渐进 ,熟读而精思5 .We are in a position to 能够做某事 supply you from our wide selection of shirts and blouses which we make for all age groups. / Any orders you may place with us will have our prompt attention. 6.as for our Financi
28、al standing, business capacity and character/reputation 资金情形,业务才能和信誉7. Since the competition of textiles is very keen in our market, it is necessary that you quote us rock-bottom prices. 由于纺织品在我方市场竞争猛烈,你方有必要报最低价；8. We shall place substantial orders with you provided your new products are excellent i
29、n quality and competitive in price. 只要你方产品质量优良,价格有竞争性,我们将向你们大量订购；9. There is a steady demand here for bicycles of high quality ,as cycling is popular in our country. 由于我国骑自行车很普遍,此地对高质量的自行车有稳固的需求；10. Will you please grant us a special allowance on annual total purchases above USD 20,000. This would e
30、nable us to maintain the low selling prices that will be an important reason for the growth of our business. 假如每年总购买量在2 万美元以上,请能赐予我方特殊折扣；这样可使我们保持较低的销售价,这将是我们贸易进展的一个重要因素；11. In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your reference. 兹复你方 3 月 28 日函,我们附上最新的带
31、有插图的目录单,供你方参考；12.请报最好的 CIF上海价格,注明最早装运期；Please quote us your best CIF Shanghai prices, stating the earliest date of shipment.13.假如你方价格有竞争力,我们愿首次订购1200 打,即每种型号各400 打；If your prices are competitive, we are willing to place our first order for 1200 dozen, ie, 400 dozen of each type. 14.请放心,贵公司给我们的任何订单都将
32、得到我们快速和认真的处理 Please rest assured that any orders you may place with us will have our prompt and careful attention. 15.收到贵公司8 月 2 日询价, 得悉你们对我们MP208 型号的真空吸尘机感爱好,现将你们所需的插图目录单和价格表寄给你们 . We have received your enquiry of August 2 and learn of your interest in our Vacuum Cleaners MP208. We are now enclosin
33、g our illustrated catalogues and price list you asked for. 16.对于定期购买单项商品数量不少于800 打,我们可赐予3的折扣,用保兑的、不行撤销的即期信用证付款；On regular purchases in quantities of not less than 800 dozen of individual items, we would allow you a discount of 3%. Payment is to be made by confirmed , irrevocable L/C at sight. Unit 5
34、 Quotations, Offers and Counter-offers 完整的发盘应包括以下几点：1. 对询价表示感谢 2. 说明价格,折扣及付款条件的细节 3. 具体说明价格包含的内容（如运费,保费等）4. 对交货期或装运期的承诺 5. 报价的有效期 6. 表达期望 实盘有效期的表示：1. Subject to your reply reaching us by before/ 2. Subject to your replyacceptancehere within days 3. This offer is firmopen, valid. Good for days.实盘是有有效
35、期的,一般用1. Subject to + date 表示； We are now making you a firm offer subject to your reply reaching us before April 30, 2005. 2. make somebody a firm offer on CIF/FOB/CFR basis, subject to your reply reaching us + date.e.g. We are making you a firm offer on CIF Vancouver basis subject to your reply rea
36、ching us before September 30. 3. A offer B firm +sth. e.g. We offer you firm 3,000 metric tons of chemical fertilizer. 4. offer sb. Sth. FOB ,CIF, etc. e.g. Please offer us 2000 dozen womens blouses FOB Talian.5. quote sb.the lowest price for sth. FOB, CIF, etc.e.g. Please quote us your lowest price
37、 for 2000 dozen womens blouses FOB Dalian.虚盘的表示：1.Without engagement obligation 第 4 页,共 13 页名师归纳总结 - - - - - - -精选学习资料 - - - - - - - - - 读书之法 ,在循序而渐进 ,熟读而精思 2. Subject to prior sale 3. Subject to our final confirmation 1free offer 自由报盘； 随时可撤回的报盘 2offer without engagement/obligation 无约束的报盘；3offer sub
38、ject to goods being unsold/free 以货物未出售为有效的报盘；4offer subject to prior sale 有权先售报盘 5offer subject to change without any notice 如有变化无须另外通知的报盘A firm offer实盘 has validity. Offeror cant withdraw it within that time.If the offer is not binding on the offeror, it is non-firm offer. 拒绝接受发盘的信应包括以下几点：1. 对发盘表示感
39、谢 2. 对不能接受表示遗憾 3. 如适当可仍盘 4. 提示一起做生意的其他机会 1.我们确认已向电报以下商品实盘,以 9 月 20 日前复到有效；We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by September 20. 2.获悉你地市场对核桃有很大需求,兹附上第 6868 号报价单供参考；We have learned that there is a good demand for walnuts in your market, a
40、nd take this opportunity of enclosing our Quotation Sheet No.6868 for your consideration. 3.你方 6 月 3 日来电要求我们报第33 号毯子；现确认我方于6 月 6 日电报向你方报盘如下,该盘不受约束；In reply to your cable of June 3, which asked us to make an offer for our Blanket No.33, We wish to confirm our cable despatched on June 6 offering you w
41、ithout engagement the following. 4.你方 7 月 9 日来函收悉,感谢,很遗憾,你方价格偏高,无法成交；While we thank you for your letter dated July 9, we find it very regrettable to point out that your prices appear to be on the high side and that there is no possibility of business Counter-offer . Dear Sirs . Re: Your offer of 100
42、% Cashmere Sweaters . Thank you for your letter of April 7, in which you offered us 100% Cashmere Sweaters. . Regrettably, we are unable to accept your offer asyour prices are too high. We like the quality and design of your products, but it does not justify such a high price. We might do business w
43、ith you if you could make us some allowance, say 20%, on your prices. . We hope you will consider our counter offer most favourably and let us have your reply soon. Yours faithfully . A & D Supermarket Declining a counter offer Dear Sirs Re: Your counter offer of our 100% Cashmere Sweaters Thank you
44、 for your letter of April 22. We are sorry to learn you find our prices too high.Although we would like to do business with you, we are very sorry that we are unable to entertain your counter offer. Our prices are carefully calculated. We have even taken quantity orders into consideration. We have t
45、o point out that we have received a lot of orders from other buyers, which shows that our prices are reasonable.We also have Cashmere Sweaters, 50% cashmere/50% wool. They are of the same design but much cheaper than 100% Cashmere Sweaters. We are enclosing our price list for such sweaters. If you a
46、re interested, please let us know. We are looking forward to receiving an order from you.名师归纳总结 - - - - - - -第 5 页,共 13 页精选学习资料 - - - - - - - - - 读书之法 ,在循序而渐进 ,熟读而精思Yours faithfullyChina National Import and Export CorporationWrite a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favorable comments on the goods offered and recommending their clients acceptance.Dear sirs, We thank you for your enquiry of 30 th November and enclose our quotation for curtain materi