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1、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 (salutation)6 ）事由（标题）(subject)7）正文 (body)8）结尾敬词 (compl
2、imentary)9 ）签名 (signature) 10）附件(enclosure)11）抄送 (cc to XX)12）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 清楚5)Conciseness 简洁6)Concreteness 具体7)Correctness 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
3、内地址、事由和结尾礼词。都是从左边的空白边缘打起。2)Modified Block Form (改良平头式 ) 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看齐。3)Modified Block Form with Indented Style (混合式 ) 封内地址及其他需要分行的部分，采用平头式， 而第一段开始一行采用 缩行式。两种格式的混合采用所以称之为混合式。4) Simplified Form ( 简单式 ) 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De
4、ar Mr/Ms, We should like 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 尊敬的先生 /小姐
5、，在上述地址，我们想请贵公司参加于四月二十九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。希望不久能收到你的来信，并能来参加。您诚挚的肯定答复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 di
6、d in previous years. 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 尊敬的先生 /小姐，感谢三月二十八日来信邀请我们公司参加2003 国际商品交易会。 我们乐于参加并计划展示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安排，非常感谢你的协助。你诚挚的否定的答复Dear Mr/Ms, Thank you very much f
7、or your invitation 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. 精选学习资料 - - - - - - - - - 名师归纳总结 - - - - - - -第 1 页，共 13 页读书之法 ,在循序而渐进 ,熟读而精思We hope to see you on some future occasion. Yours fai
8、thfully 尊敬的先生 /小姐，非常感谢您邀请我们参加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维修店，非常抱歉我们不能前去。希望以后在某些场合见到您。您诚挚的1.表明写信的目的。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兴趣We have (feel, take) no interest in this kind of goods. 我们对这种商品特别有
9、兴趣This article is of special (particular) interest to us. 这个建议是照顾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)引不起我们的兴趣。The offer (price, shipment, quality) does not interest us. 你的价格太高，买方连还盘都没有兴趣。Your price is too high to even interest buyers in count
10、er-offer. 4. We agree to 60 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.请告你地市场情况(inform sb.
11、 of sth) Please inform us of 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 re
12、quired. 10.您为我安排得真周到，谢谢您所做的一切。It is very thoughtful of you to have arranged all this for me. Thank you for all you have done for me. 11.我们热忱期待在那儿接待贵方的代表We are looking forward to extending our warm reception to your representative there. 12.我们很高兴通知贵方，我公司的贸易代表团准备在五月份访问贵国。We are pleased to announce tha
13、t a Trade Delegation of our Corporation is planning to visit your country in May 13.根据贵方建议，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.请告诉贵方旅行日程，以便我方事先安排Please inform us of your itinerary so as to facilitate our arrangements in advance. Unit 3
14、Establishing Business Relations 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表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 wi
15、ll be ready for shipment in 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. 4.质量好是主要的要求Good quality is the major requirement. 我们可满足你方对核桃仁的需要We can meet requirements for(of) walnut meat 5. 平等互利，互通有无on the basis of eq
16、uality. mutual benefit and the exchange of needed goods 精选学习资料 - - - - - - - - - 名师归纳总结 - - - - - - -第 2 页，共 13 页读书之法 ,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 obtai
17、ned your name and address through 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 bu
18、siness extension. 我们有幸自荐，盼望能有机会与你们合作，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 我们专门出口中国工艺品，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 yo
19、u fall within the scope of our business activities. 你方 20XX年 9 月 2 日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围. 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。希望这些样品能及
20、时到达，并使你满意。12.We have received 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兴趣，并考虑试订。13.To give you a general idea of the products we handle we enclose a complete set of leaflets showin
21、g specifications and means 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
22、 bureau concerned in Shanghai. 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 bein
23、g handled by this corporation 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 inspecte
24、d by the Shanghai Commodity 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：简单告知如何获得卖方的名址，写一些你方的业务情况你地市场需对方经营的
25、货物告知对方你所需的信息1.Quote :报价quote sb. a price for sth. This is the best price I can quote(you). / All prices are quoted in US dollars at a special discount of 40%. 2.Discount : 折扣quantity discount: 数量折扣cash discount ： 现金折扣The highest discount we can allow (give, make, grant) on this article is 10%. 3.Pla
26、ce an order with sb.: 向订货We are glad to place(book) 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 ite
27、ms, we would allow a trade discount of 3%. 精选学习资料 - - - - - - - - - 名师归纳总结 - - - - - - -第 3 页，共 13 页读书之法 ,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
28、 attention. 6.as for our Financial standing, business capacity and character/reputation资金情况，业务能力和信誉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激烈，你方有必要报最低价。8.We shall place substantial orders with you provided you
29、r new products are excellent in 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定的需求。10. Will you please grant us a special allowance on annual total purchases a
30、bove USD 20,000? This would enable us to maintain the low selling prices that will be an important reason for the growth of our business. 如果每年总购买量在2 万美元以上，请能给予我方特别折扣。这样可使我们保持较低的销售价，这将是我们贸易发展的一个重要因素。11. In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your refer
31、ence. 兹复你方3 月 28 日函，我们附上最新的带有插图的目录单，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.如果你方价格有竞争力，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
32、 type. 14.请放心，贵公司给我们的任何订单都将得到我们迅速和仔细的处理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兴趣，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
33、MP208. We are now enclosing 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，我们可给予3的折扣，用保兑的、不可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 , irrevo
34、cable L/C at sight. Unit 5 Quotations, Offers and Counter-offers 完整的发盘应包括下列几点：1. 对询价表示感谢2. 表明价格，折扣及付款条件的细节3. 详细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. 表达希望实盘有效期的表示：1. Subject to your reply reaching us by (before) / 2. Subject to your reply(acceptance)here within days 3. This offer is firm(open,
35、valid. Good) for days.实盘是有有效期的，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 b
36、asis subject to your reply reaching 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 women s blouses FOB Talian.5). quote sb.(the lowest price) for sth. FOB, CIF, etc.e.
37、g. Please quote us (your lowest price) for 2000 dozen women s blouses FOB Dalian.虚盘的表示：1.Without engagement (obligation) 精选学习资料 - - - - - - - - - 名师归纳总结 - - - - - - -第 4 页，共 13 页读书之法 ,在循序而渐进 ,熟读而精思2.Subject to prior sale 3.Subject to our final confirmation (1)free offer 自由报盘； (随时可撤回的报盘) (2)offer wit
38、hout engagement/obligation 无约束的报盘；(3)offer subject to goods being unsold/free 以货物未出售为有效的报盘；(4)offer subject to prior sale 有权先售报盘(5)offer 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 can t withdraw it within that time.If the offer is not binding on the off
39、eror, it is non-firm offer.拒绝接受发盘的信应包括以下几点：1.对发盘表示感谢2.对不能接受表示遗憾3.如适当可还盘4.提示一起做生意的其他机会1.我们确认已向电报下列商品实盘，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
40、 good demand for walnuts in your market, and 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
41、 cable despatched on June 6 offering you without engagement the following. 4.你方 7 月 9 日来函收悉，谢谢，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
42、-offer ?Dear Sirs ?Re: Your offer of 100% 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 suc
43、h a high price. We might do business with 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 SirsRe: Your counter offer of ou
44、r 100% Cashmere SweatersThank you 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 ord
45、ers into consideration. We have to 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
46、 list for such sweaters. If you are interested, please let us know. We are looking forward to receiving an order from you.精选学习资料 - - - - - - - - - 名师归纳总结 - - - - - - -第 5 页，共 13 页读书之法 ,在循序而渐进 ,熟读而精思Yours faithfullyChina National Import and Export CorporationWrite a letter for a curtain material manu
47、facturer, with a quotation enclosed therein, giving favorable comments on the goods offered and recommending their client s acceptance.Dear sirs, We thank you for your enquiry of 30th November and enclose our quotation for curtain materials. We have made a good selection of patterns and sent them to
48、 you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our goods from house furnishers in various districts and regions, which we are finding it difficult
49、 to meet , but provided that we receive your order within the next ten days, we will give priority to it for prompt delivery. Your early reply will be appreciated. Yours faithfully Unit 6 Sales Promotion/Trade promotion Points for attention: 1.信要短。2.在开头一段就得抓住读者的兴趣。3.说明产品或服务的益处，并以事实或数据使读者相信。Make some
50、 favorable comments on commodity 4.尽可能使信的语气象私人交往。As a leading department store, w e are sure that you are interested in out latest products : KKC MINI TV. Our company has been engaged in developing and manufacturing TV for more than 32 years with high and long standing reputation. Our products are f