外贸英语函电知识整理Word文档格式.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）
5.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）
6.Definitionofacounter-offer:
Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.
Unit8Placing&
ConfirminganOrder（订单及确认订单）
7.Anordershouldatleastcontainthefollowingpoints:
8.1.descriptionofthegoods,suchasspecification,size,quantity,qualityandarticlenumber（ifany）;
9.2.prices（unitpricesaswellastotalprices）;
10.3.termsofpayment;
11.4.modeofpacking;
12.5.timeoftransportation,portofdestinationandtimeofshipmentetc..
13.Unit12UrgingEstablishmentofL/C（催开信用证）
14.WhenshallL/Cbeopened:
15.Itistheusualpracticethattheletterofcreditistobeopenedandtoreachthesellers30daysaheadofshipment.
Unit14Shipment（装运）
16.Threepartiesinvolvedinthemovementofthegoods:
theconsigner（发货人）—whosendsthegoods;
thecarrier（承运人）—whocarriesthem;
theconsignee（收货人）—whoreceivesthematthedestination.
17.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）
18.Factorswhichinfluencethenatureofpacking:
19.valueofthegoods
20.natureofthetransit
21.natureofthecargo
22.compliancewithcustomers’orstatutoryrequirements
23.resalevalueofpackingmaterials,generalfragilityof
24.cargo
25.variationintemperatureduringthecourseofthe
26.transit
27.easeofhandlingandstowage
28.insuranceacceptanceconditions
29.costofpacking
30.Twoformsofpacking:
31.largepacking/outerpacking,.packingfortransportation
32.smallpacking/innerpacking,.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
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（谢绝订货）
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（谢绝订货）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__line
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