商务英语复习讲义docWord文档格式.docx
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M/T
MailTransfer信汇
L/C
LetterofCredit信用证
D/D
DemandDraft票汇
B/L
BillofLading提单
ETA
EstimatedTimeofArrival预计到达时间
PO
PurchasingOrder订单
D/A
DocumentAgainstAcceptance承兑交单
N.W
NetWeight净重
D/P
DocumentAgainstPayment付款交单
G.W
GrossWeight毛重
屮性包装neutralpacking装运通知shippingadvice装运须知shippinginstructions俏售确认书salesconfirmation一切险AllRisks
T•安险FreefromParticularAverage（FPA）水渍险WithParticularAverage（WPA）最终用户end-user提单billoflading清洁提单cleanbilloflading报价单quotationsheet分销商distributor佣金commission运输代理freightforwarder保险费premium保险商underwriter保险单insurancepolicy投保人applicant以下了解即可：
保险经纪人InsuranceBroker保险公证人InsuranceSurveyor被保险人Insured
4.TranslatetheFollowingSentencesintoEnglish.
Pleasequoteusyourrock-bottompricefordressFOBSeattleinclusiveof5%commission.⑵请报100吨钢板CIF大连最低价，并请告知详细规格。
Pleasequoteusyourbestpricefbr100tonssteelplateonCIFDalianbasistogetherwiththespecificationsindetail.
（3）请报CIF悉尼最低价，包括我方2%的折扣并告知最早的装运期。
Pleasequoteusyourlowestprice,CIFSydney,inclusiveofour2%discount,statingtheearliestdateofshipment.
☆（4）由于原料价格已上涨了20%,我方不久将发行提价的价日表。
Thepriceofrawmaterialshasadvanced20%andweshallshortlybeissuinganadvancedpricelist.☆⑸我们都退让一步吧！
50%信用证，其余的用付款交单，你看怎么样？
Let'
smeeteachotherhalfway.Whatdoyouthinkof50%byL/CandthebalancebyD/P?
☆（6）请注意由于外汇汇率浮动较人，价格会随时起变化，不预作通知。
Pleasebeinformedthat,onaccountofthefluctuationsofforeignexchange,thequotationissubjecttochangewithoutpreviousnotice.
☆（7）我们的证明书以盖公章和局长签字为有效。
Ourcertificatesaremadevalidbymeansoftheofficialsealandpersonalchopofthecommissione匚
☆（8）这些机器必须用适合海运并能承受野蛮装卸的箱子包装。
Thesemachinesmustbepackedinseaworthycasescapableofwithstandingroughhandling・
☆（9）请采取必要的预防措施使包装能保护货物在运输途中不受潮湿和雨淋损害。
Pleasetakenecessaryprecautionsthatthepackingcanprotectthegoodsfromdampnessorrainintransit.
（10）请确保货物由十月十五日（左右）启航的“和平轮”装运。
PleaseseetoitthatthegoodsareshippedperPEACEsailingon（orabout）October15th.
（11）我方羊毛衫有着无比优越的品质和色彩。
在这一点上没有人能赶上我们。
Ourwoolensweatershavenorival/equalinqualityandcolor.Noothersuppliercantouchusinthispoint.
（12）我方欲购买洗衣机，请报你方最优惠的价格。
Asweareinthemarketforwashingmachine,weshouldbepleasedifyouwouldsendusyourbestquotations.
（13）我方不能按你方提示的幅度减价8%o
Thereisnopossibilityofourcuttingthepricetotheextendyouindicated,i.e.8%.
OrItisimpossibleforustoreducethepriceby8%asyourrequest.
（14）你方如能降价，譬如说降价8%的话，我们也许能成交。
Shouldyoubepreparedtoreduceyourlimit,say8%，wemightcometoterms.
（15）如果我方最终客户对这批货满意的话，我方肯定会向你方大批量续订的。
Shouldthisorderprovetobesatisfactorytoourend-users,wecanassureyouthatrepeatordersinlargequantitywillbeplaced・
（16）此盘5天内不接受，就作撤销论。
Thisoffermustbewithdrawnifnotacceptedwithinfivedays.
（17）我方的报盘随时会有变化，不作预先通知。
Ourofferissubjecttochangewithoutnotice.
（18）我们将按照合同规定分3批交货，自2月份开始，每月600吨。
Incompliancewiththecontract,wewillshipthegoodsin3monthlyinstallmentsof600tonsfromFeb.
（19）第一批货500吨将在7月份装运，其余200吨年底前一次交完。
Thefirstlot,500tons,willbedeliveredinJulyandtheremaining200tonsbeforetheendoftheyearinonelot.
（20）买方有权在合同预定期内进行复检，复检费应曲买方承担。
Thebuyerisentitledtore-inspectwithinthecontractedtimeandthere-inspectionfeeshallbebornebythebuyers.
（21）如果货物的质量或数量与合同不符，由谁出具检验证书呢？
Whoissuestheinspectioncertificateincasethequalityorquantitydoesnotconformwith（beinconformitywith）thecontract?
（22）我们的货物只有在符合出口标准后，商检局才予以放行。
OurgoodsmustbeuptoexportstandardsbeforetheInspectionBureaureleasesthem・
（23）如果没有客户的特别指示，我们一般给货物投保平安险。
It，sourusualpracticetocoverthegoodsagainstF.P.A.intheabsenceofdefiniteinstructionsfromourclients.
（24）即期信用证支付是我方的通常做法，对这笔交易我们不能破例。
IFsourusualpracticetorequirepaymentbysightL/C,sowecarTtsetaprecedentforthistransaction.
（25）10%的预付是不够的。
我方要求你们把预付款至少增加到20%。
The10%advancepaymentisnotsufficient,soweaskyoutoincreaseittoatleast20%.
（26）请把分批付款中的笫一次付款用电汇方式支付，余额分五批支付。
PleaseremitthedownpaymenttousbyT/T.Paymentofthebalanceistobespreadover5installments.
3.DecideonWhethertheFollowingStatementsareTrueorFalse.Circle"
T”forTrueand"
F”forFalse.（10X2=20）
注:
已标明对错,带※部分为解析。
（1）TOrderreferstoanoralorwrittenrequesttosupplyaspecifiedquantityofgoods.
（2）TFirmofferprovidesaperiodofvalidity.Itremainsvaliduntilthevalidityends-
^firmofferorofferwithengagement（实船:
itprovidesaperiodofvalidity.Itremainsvaliduntilthevalidityends・
发盘人有肯定的订立合同的旨意,一旦发盘人在有效期内表示完全同意，交易即达成的报盘。
softofferorofferwithoutengagement（虚盘）:
itisunclear,incompleteandwithreservations.Itisnotbindingontheofferor.发盘人没有肯定的订立合同的旨意，如发盘内容不明确、发盘主要内容不完备、发盘不是最终的等等,这种发盘对发盘人无约束力。
（3）FSafe,reliableandconvenientinnerpackingandcreative,elegantandattractiveouterpackingarewhathemuststrivefor.
^Outerpackingmarksmainlyincludetransportmarks,directivemarksandwarningmarks.
dinnerpackingconcernsbeautifulcolor,creativedesignandconvenienthandling・Thedesignandthecolorshouldsuitthecustomers'
tastes.Nicepackinghelpsfindamarket.
^Neutralpacking：
Iitisfrequentlyusedininternationaltradetopromoteexportsales.
IIitcarriesnolabelsatalleitherontheouterpackingorinnerpackingthatindicatecountryoforigin,themanufacturerorthenameofthecommodityitself.
☆IllthisformofpackingmakesitpossibleforexporterstogetuToiind（避开/劝说）highcustomsdutiesorunreasonableimportquota（不合理的进口酉己额）oftheimportingcountries.
（4）FLetterofcreditisakindofcommercialcreditinsteadofbankcreditlikeremittanceorcollection.
^.Letterofcreditisthemostwidelyusedmethodofpaymentininternationaltrade.
最常用的信用证形式hrwocableUC（不可撤销信用证）,CcmfinnedL/C（保兑信用证）,
（5）TIninternationaltrade,whennoamicablesettlementcanbemadebetweenthebuyerandtheseller,thedisputesmaybereferredtoatribunaloftheirownchoice.Thismethodofsettlingdisputesiscalledarbitration.
^Arbitrationisameansofsettlingdisputesbetweenthetvvopartiesthroughthemediumofathirdparty,whosedecisiononthedisputeisfinalandbinding（有约朿力的）.
（6）FIninternationaltrade,asfarastheseller^benefitisconcerned,L/CisbetterthanD/P.whereasD/AisbetterthanD/P.
^<
D/PatsightisbetterthanD/Paftersight,whereasD/PisbetterthanD/A.
（7）TInmostmovementsofgoods,threepartiesareinvolved:
theconsignor,theconsigneeandthecarrie匚
（8）TOnlywhenthetransactionsarerathersmallandthefinanceinvolvedissmalltoocanremittancebeaccepted.
（9）FDirectivemarksareobvioussymbolsorwordstowarnpeopleagainstthehiddendangerofinflammables,explosivesandpoisonousproducts.
※/）加c〃比marksareeye-catchingfiguresandconciseinstructionsconcerningmannerofproperhandling,storing,loadingandunloadingofthepackedgoods,e.g"
HANDLEWITHCARE"
.
肱“2加gmarksareobvioussymbolsorwordstowarnpeopleagainstthehiddendangerofinflammables,explosivesandpoisonousproducts,e.g“EXPLOSIVES"
"
POISON”.
（1）TAgeneralinquirymeansthebuyerasksforgeneralinformationheneeds.
※/1generalinquiry^普通询盘）:
thebuyeraskforgeneralinformationheneeds,suchasacataloguef冃录）,apricelistorquotationsheets（价!
i表或报价单）,asample（样品）,anillustration（图片etc.
Aspecificinquiry（具体询盘）:
thebuyerpointstotheproductshewants,suchasthenameofthecommodity（商品名称）,thespecification（规格）,thequantity（数量），theunitpriceFOBorCIF（单价）、thetimeofshipment（装船期），thetermsofpayment（支付方式），etc.
（2）FDocumentaryCollectioncanbedividedintotwogroups:
D/AandD/P.D/Aisalwaysatsight
（即期）._
※必isalwciMa仙sight（远期）.
（3）TThePeopledInsuranceCompanyofChinaprovidesthreebasictypes:
FPA,WPAandAllRisks.
（4）TWhenthebuyersendstheselleranorderforsomegoods,healsosendshimaconfinnationofpurchaseinduplicatetobecountersigned,withonecopytobereturnedforfile.
Whenthesellerreceivesanorder,hemustsenddconfi口nationofsabsinduplicatetothebuyertobecountersignedwithonecopytobereturnedforfile.
Afterreceivingtheseller'
sconfirmation,thebuyeropensaletterofcredit,whereasthesellergetsthegoodsreadyforshipmentafterreceivingtheletterofcredit.
（5）FIncustomarypractice,theexportershouldsendashippingadvicetotheimporterassoonastheshipmentismade,sothattheimportermayinsuretheshipmentagainstrisksforCIFandCFRtransactions.
・forFOBandCFRtransactions.ButforFOBtransaction,theimporterissupposedtoinformtheexporterofthenameofthecarryingvesselbeforetheshipment.
shippingadvice是"
装运通知"
是由出口商（卖主）发给进口商（买主）的。
然而shippinginstructions则是“装运须知是进口商（买主）发给出口商（卖主）的。
（6）TAsforFOBorCFRterms,thebuyershouldarrangetheinsuranceandbearthecoveringexpenses.
thegoodsaresoldonCIFterms,thesellerisresponsiblefortheinsuringandthepremium・ForCIFtransaction,thesellerusuallyeffectsinsurancefor110%oftheinsurancevalueagainstrisksasperOceanMarineCargoClausesofthePICCorothercompany.
（7）TInforeigntrade,therearethreemainmodesofpayment:
Remittance,CollectionandLetterofcredit.
⑻由某轮船“运來'
啲货物时用ex,曲某轮船“运走，啲货物用per,而由某轮船“承运"
用by.
5.MakeaDialogueAccordingtotheGivenSituation.
升级会员 