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1、-商务英语整理笔记询价还价(询盘还盘)inquiry 询盘offer/quotation 报盘firm offer 实盘non-firm offer 虚盘subject to 以-为准 例：我方向你放报实盘，以你方在下周前回复为准。 We send you firm offer subject to your reply reaching us before next week.subject to our final confirmation/prior sale/goods being unsold 以我们最后的确认/以前的销售/未出售货物为准(了解即可)This offer is val
2、id/open/good/firm for 3 days.该报价有效期为3天。counter offer 还盘offerer 发盘人offeree 受盘人superior to 比-好 superior quality 质量上乘 inferior to 不如- 考点在toThe goods is of superior quality.产品质量上乘。sale by trademark/brand/name of origin 按照商标/品牌/产地名销售discount 打折 e.g. 打7折 30% discount Your price is rather at the high side/
3、low side.你的价格高/低。out of stock 缺货supply from stock 供现货supply sb with 例：我方向你方提供100吨核桃现货。 We supply you with 100 tons of walnuts from stock.market is firm 市场趋升 market is active 市场活跃 market is strong 市场坚挺specialize in +名词 专营-line 行业或职业 Whats you line?你从事什么行业？line 行情 out of line of the market 与市场不符合in li
4、ne with 和-一致considerable business 大量生意Chamber of Commerce 商会CIFC3% London=成本、保险加运费及3%的佣金运至伦敦港口price list 价目表平等互利的基础上 on the basis of equality and mutual benefitWe owe your name and address to +人或公司 承蒙-告知贵公司的名称和地址有竞争力的价格 competitive price 和其他供应商比较起来，我们的价格更有竞争力。 Our prices are more competitive than th
5、ose of other suppliers.或 Our prices compare favorably with those of other suppliers.首批订单 initial order 试订单 trial order place/book an order with sb.向某人订货常用的贸易术语 A、E组发货1.EX works 工厂交货（指定地点） (备注： ex=from)B、F组主要运费未付2.FCA Free Carrier 交至承运人（指定地点）3.FAS Free Along Side 船边交货（指定装运港）4.FOB Free On Board 离岸船上交货
6、（指定装运港）C、C组主要运费已付5.CFR Cost and Freight 成本加运费（指定目的港）6.CIF Cost, Insurance and Freight 成本、保险加运费付至（指定目的港）7.CPT Carriage Paid to 运费付至（指定目的港）8.CIP Carriage and lnsurance Paid to 运费、保险费付至（指定目的地）D、D组货到9.DAF Delivered at Frontier 边境交货（指定地点）10.DES Delivered EX Ship 目的港船上交货（指定目的港）11.DEQ Delivered EX Quay 目的港
7、码头交货（指定目的港）12.DDU Delivered Duty Unpaid 未完税交货（指定目的地）13.DDP Delivered Duty Paid 完税后交货（指定目的地）14. DAT Delivered at Terminal 运输终端交货 15 DAP Delivered at Place 目的地交货 包装与运输P/C =purchase contract =purchase confirmation 购买合同S/C =sales contract=sales confirmation 销售合同measurement ton 尺码吨 Gross for Net 以毛作净 mor
8、e or less clause 溢短装条款shipping mark 唛头packing charges 包装费packing instruction 包装要求export/import packing 出口/进口包装inner/outer packing 内/外包装neutral packing 中性包装 seaworthy packing 适合海运的包装C.K.D.=complete knock down 全拆卸包装S.K.D.=semi knock down半拆卸包装time of delivery 交货期port of loading 装运港port of destination 目
9、的港shipping document 运输单据凭全套运输单据 against full set of shipping documentsbill of lading =B/L 提单clean B/L 清洁提单 unclean B/L 不清洁提单container B/L集装箱提单certificate of origin 原产地证certificate of inspection 商检证书certificate of quality/weight/quantity 质量/重量/数量证书shipping instruction 装船要求shipping advice 装船通知book shi
10、p space 定舱charter a ship 租船Charter Party 租船契约metric ton =m/t 公吨box 小盒子 paper box 纸盒子case 箱子carton 大一点的箱子 cardboard carton 纸板箱 wooden carton 木箱partial shipment 分批装运 transshipment 转船regret being unable to 很遗憾不能-例：很遗憾我们下周无法装船。 We regret being unable to load the goods next week.packing list 装箱单主要港口法国的马赛
11、 Marseilles比利时的安特卫普 Antwerp荷兰的鹿特丹 Rotterdam英国的伦敦 London德国的汉堡 Hamburg丹麦的哥本哈根 Copenhagen加拿大的温哥华 Vancouver保险insurance policy 保险单open policy 预约保单premium 保险费Particular Average 单独海损General Average 共同海损With Particular Average 水渍险F.P.A=Free from Particular Average 平安险W.P.A= With Particular Average水渍险A.R.=Al
12、l Risks 一切险T.P.N.D.=Theft, Pilferage and Non-delivery偷窃提货不着险War Risk战争险S.R.C.C=Strike, Riot and Civil Commotion罢工暴动民变险Strike Risk 罢工险General Additional Risks 附加险Fresh Water Rain Damage 淡水雨淋险Risk of Shortage 短量险Risk of Intermixture and Contamination 混杂沾污险Leakage Risk 渗透险Clashing and Breakage Risk 碰撞破
13、碎险Risk of Odor 串味险Sweating and Heating Risk 受潮受热险Hook Damage 钩损险Rusting Risk 绣损险sb cover/effect the insurance for sth 某人为-购买保险for sbs account /be borne by sb 由某人支付 例：额外的运费由你方支付。 Additional/extra freight will be for your account.付款L/C=letter of credit 信用证 documentary L/C 跟单信用证 请向中国银行开信用证。 Pls open an
14、 L/C with Bank of China.延展信用证 renew and extend the L/Cbill of exchange /draft 汇票documentary draft 跟单汇票sight draft=demand draft即期汇票 (记住一个即可)time bill=term bill 远期汇票 (记住一个即可)promissory note 本票draw on sb a draft 为某人开汇票 例：我们明天向你开汇票。 We will draw on you a draft tomorrow.holder/bearer 持票人expiry date有效期至co
15、mmercial invoice 商业发票proforma invoice 形式发票in sbs favor =in favor of sb 例：The L/C has been opened in your favor. 以你们为受益人(以你们为抬头)的信用证已开。carrier=forwarding agent 运输代理counter-sign 会签negotiating bank 议付行 negotiation 议付confirming bank保兑行 注意比较 confirmed L/C 保兑信用证opening bank开证行notifying bank=advising bank=
16、informing bank通知行 (记住一个即可)托收行remitting bank 托收remittance代收行 collecting bankD/A= documents against acceptance 承兑交单D/P=documents against payment 付款交单transferable/negotiable L/C 可转让信用证amend the L/C 修改信用证 amendment to the L/C常用的各国货币美元 USD 或US $ 英镑 GBP 或Pound Sterling 港币 Hong Kong Dollar 日元 Japanese Yen加
17、拿大币 Canadian Dollar 瑞士法郎 Swiss Franc词汇与短语GSP=Generalized System of Preferences 普惠制IMF=International Monetary Fund 国际货币基金组织against document(s) 凭单据on sbs behalf 为某人- on the buyers behalf 为买方-如下as follows 以下 below meet/satisfy 满足 serve your purpose 满足你的要求as requested 应贵方要求in reply to 对-的回复appreciate +行
18、为 We will appreciate it if you can join our party.demand for 对-的需求 例：市场上对核桃的需求很旺盛 The demand for walnuts in the market is very active.contact sb 例：我们明天会联系你方。 We will contact you tomorrow. in position to do 能够- 例：我们能够供现货。 We are in position to supply from stock.say 比如说 例：你方能不能降价？比如说百分之五？ Can you give
19、 us a lower price? Say, 5 percent？as per 根据at sellers option 由于卖方决定captioned goods 标题下货物句型 1. 卖方根据1981年1月1日中国保险条例向中国人民保险公司按照CIF发票金额的110%投保一切险和战争险。To be effected by the seller for 110% of CIF invoice value against All Risks & War Risk with PICC as per China Insurance Clause dated 1st Jan.1981.2 by 10
20、0% confirmed, irrevocable, transferable, sight L/C to reach the sellers 30 days before the date of shipment and to remain valid for negotiation in China till the 15th day after the final date of shipment.凭全额的，保兑的，不可撤销的，可转让的即期信用证。信用证应于装运期前30天送达卖方，其议付有效期至上述装运期后15天在中国到期。3.Mens socks are packed in woode
21、n cases of 10 dozens each. =Mens socks are packed in wooden cases, each containing 10 dozens. 男用袜子10打装在一个木头箱子内。公司名称山东土畜产进出口公司 Shandong Native Produce and Animal By-products Corp.中国粮油进出口公司 China National Cereals, oils and foodstuffs Import and Export Corp.中国服装出口公司 China National Garments Export Corp.
22、-贸易公司 -Trading Company温哥华加拿大食品公司 Canada Food Corp., Vancouver上海轻(重)工业进出口有限公司 Shanghai Light(Heavy) Industrial Products Import and Export Corp.合同范例史密斯贸易公司敬启者：你方7月10日关于干薯片(sweet potato slices)的回盘收悉，谢谢。现确认接受你方回盘如下：1000公吨干薯片，每公吨成本保险加运费鹿特丹价为185美元，包括5%佣金。质量符合样品sp-03号，水分最好16%，装运期1995年10/11月。随函附上我方有关确认书95C1
23、37号一式二份，请即签退一份供我方存查。本商品为散货，其数量及金额均允许有5%增减。这点请你方在开立信用证时特别注意。我们希望能在装运期前一个月收到你方开立的保兑的不可撤销的即期信用证，以便我方如期装运。至于保险，我方将按照惯例根据中国人民保险公司1981年1月1日中国保险条例，按照发票金额的110%投一切险和战争险。山东土畜产进出口公司1995年7月17日Sales Confirmation No.95C137 Qingdao ,July 16,1995 Sellers: Shandong Native Produce & Animal By-products Import & Export
24、 Corp.Buyers: Smith & Trading Co., Ltd.Commodity: Sweet Potato SlicesSpecifications: As per sample sp-03; Moisture : max.16% Quantity: 1000 metric tons,5% more or less allowedUnit price: At USD 185 per metric ton CIFC5% RotterdamTotal value: US $185,000 (SAY US DOLLARS ONE HUNDRED AND EIGHTY-FIVE TH
25、OUSAND ONLY);5% more or less allowedPacking: In bulkInsurance: To be effected (或covered)by the sellers for 110% CIF invoice value against A.R. & War Risk with PICC as per China Insurance Clause of Jan.1.1981Time of shipment: During Oct./ Nov.1995Port of Shipment: China Port Port of Destination: Rott
26、erdamShipping Marks: At sellers optionTerms of Payment: By irrevocable confirmed sight L/C, to reach the seller 1 month before the date of shipment. Done and signed in Qingdao on this 16th of July 1995.信件格式China National Chemicals Import &Export CorporationXijiao,Beijing,China(写信人公司和地址,如同信纸的信头；地址由小到
27、大)3-May-11The Jones Corporation1234 Seventh Avenue, Tanpza,Florida 33606,USA(收件人公司名称和地址)Dear sir, (注意用逗号) 正文(和上一行错开 4个字母的位置)正文正文正文正文正文Sincerely yours, Sales ManagerZhang San 注：信件的格式有好几种，这只是其中的一种。商务英语考试类型：1. 短语翻译（20分）：英译中 1个/1分，共10个；中译英 1个/1分，共10个。着重于缩写，例如：FOB ,写出英文缩写的原单词及中文意思。2. 选择题（20分）：着重于介词用法，看老师课件，做书后练习。3. 信件翻译（20分）：老师给出的家庭作业形式，中译英。4. 合同填空（25分）：给出一份合同，填条款。5. 句子翻译（15分）：1个/3分，共5个，中译英。主要看书后练习。-第 8 页-