词汇函电内容要点及重点句型.docx

1、词汇函电内容要点及重点句型 Unit 1 Layout of Business Letter 商业套话1.business jargon 2.信头letterhead 日期3.date 4.信内公司名和地址Inside name and address 称呼5.Salutation 6.正文Message 缩进式7.Indented style 8.齐左式Blocked style 表敬意的结尾9.The complimentary close 10.标题行Subject line 抄送11.Carbon copy Unit 2 Establishing Business Relations

2、1.商会Chamber of commerce 中国商会2.China Chamber of Commerce 3.国际商会International Chamber of Commerce 商务参赞处4.Commercial Counsellors Office 5.中国驻美大使馆商务参赞处Commercial Counsellors Office of Chinese Embassy in the United States 美国驻华大使馆商务参赞处6.Commercial Counsellors Office of American Embassy in China 贸促会7.CCPIT

3、=China Council for the Promotion of International Trade 8.专营Specialize in 建立业务关系9.Establish business relations 10.享有良好声誉Enjoy a good reputation 工艺品、礼品和纪念品11.Arts and crafts, gifts and souvenirs 详细的规格12.Detailed specifications 包装方式13.Means of packing 14.具体询盘Specific inquiries/concrete enquiries 15.业务

4、状况Business status 16.业务范围Business scope 17.在我方的业务范围Fall within our business scope 18.可供出口Available for export 19.供你方参考For your reference 20.剪样册Sample-cutting booklet 21.小册子Booklet/leaflet 样品22.Sample 23.价目表Pricelist 报价单24.Quotation sheet 25.最新的附图目录Latest illustrated catalogue 为了使你们对我们的产品有一个总的概26. 念，

5、随信附上最新目录。To give you a general idea of our products, we enclose our latest catalogue. 27.商务参赞Commercial Attach 28.商行Business house 29.贸易名录Trade directory 求购，预购30.In the market for 31.新产品New line 32.有现货供应Available from stock 建交函的写作要点： 1. information source信息来源；your intention写作目的 2. self-introduction

6、of your firm and introduction of your products企业概况，产品介绍 注：切记长篇大论，突出优势亮点 3. Exporter: enclose a catalogue, a pricelist. 发目录必不可少 Imported：Request for catalogues, samples 4. expect an early reply 建交函的重点句型： 1. We have your name and address from XXX and learn that 我们从XXX得到您的姓名及地址并得知 2. We learn from XXX

7、that 我们从XXX得知 3. Through the courtesy(=introduction) of XXX, we learn that经由XXX介绍，我们得知（） 4. Your company has been introduced/ recommended to us by Citi Bank, New York Branch as buyers of Chinese sewing machines. 我们从花旗银行纽约分行得知你公司欲购缝纫机。 5. We introduce ourselves as Unit 3 Status Enquiry 坏账Bad debt 资信证

8、明人Credit reference 银行资信证明人/银行征信Bank reference 同业征信同业资信证明人/Trade reference 财务状况Financial standing 贸易付款记录Trade payment record 违约记录Record of default 你方为我方提供的任何信息将会被严格保* 密，并且你方不负任何责任。Any information you may obtain for us will be treated as strictly confidential and without any responsibility on your par

9、t, 在你地At your end 信誉情况Credit standing/status 资信调查函的写作要点： 1. Who& Why（reasons for the enquiry） 2. What( information requires) 3. Express your appreciation and your assurance of treating the information as strictly confidential. Unit 4 Enquiries and Replies 询盘Enquiry /报盘发盘Offer 还盘Counter offer 接受Accep

10、tance /总体询盘一般General enquiry 具体询盘Specific enquiry 向某人下订单求购Place an order with sb, for sth, *请报贵公司（商品）（贸易术语）最优惠价，月装运，采用付款方式 Please quote us your best price for sth. on XXX., shipment before , payment by 具体询盘的写作要点： 1. Express thanks for the catalogue/ leaflet that has been sent to you. 2. State the sp

11、ecific items you are interested in, invite the seller to make an offer 3. State the possibility of placing an order. Unit5 Offer 发盘人报盘人/Offerer 受盘人Offeree 品名Name of commodity 达成交易Conclude business 回复性发盘Responsive offer 主动发盘Voluntary offer 实盘Firm offer 虚盘Non-firm offer 本报盘仅供参考。This offer is for refer

12、ence only. 我方的报盘可随时更改，不再另行通知。Our offer is subject to change without notice. 本报盘以你方在本月底前复到有效。This offer is subject to your reply reaching us before the end of this month. 本报盘以我方的最终确认为准。This offer is subject to our final confirmation. 本报盘以货物未售为准。This offer is subject to the goods being unsold. 本报盘十天内有

13、效。This offer is valid/open/good/firm holds good for 10 days. 本盘我方有权先售。Our offer is subject to prior sale, 续订单Repeat orders 发盘信（回复性发盘）的主要内容：Thanks for the enquiry 1. Details of the offer 2.Nature of the offer 3. 4.（可省略）Persuasive sentencesExpectations 5. 报盘引导句句型： 1. 根据你方的要求，现报盘如下 In reply to your enq

14、uiry/ Based on your requirement/ At your request, we now offer as follows. 2. 我方很高兴报价如下 We are pleased to make an offer as follows/ We take pleasure in offering you as follows/ We have pleasure in making you an offer as follows Unit 6 Counter-offer 还盘函的写作要点 1. Begin your letter by expressing your th

15、anks for the offer. 2. Tell the reader what terms of offer you are happy with.（根据实际情况可省略） 3. Indicate what terms are unacceptable and explain why. Try to persuade the reader with facts. 4. Tell the reader what to do. Suggest how the deal could be concluded. 5. End your counter-offer letters positive

16、ly. Express your hope for a favorable reply. 还价信重点句型 1. 开头：Thank you for your offer for , we have considered your price very carefully. 2. What: In reply, we wish to say that all other terms are acceptable except that your price is on the high side. 价格高的几种表达法： 偏高：The price appears on the high side.

17、太高了以致于我方无法接受：The price is too high to be acceptable. 太高了以致于无法交易：The price is too high to conclude a deal. 3. Why: 你方的价格： a. 脱离我处的现行市场行情：Your price is out of line with current market price. b. 与其他供货商的价格相比偏高：Your price appears on the high side as compared with those of other suppliers. c. 比日本货高出10%：Yo

18、ur price is 10% higher those of Japanese-made. d. 比上次交易高出5%：Your price is 15% higher than that of last deal. 按此价格很难说服我方客户购买你方产品：At this price, it is difficult for us to persuade our clients to buy your products. 按此价格我们很难推销你的产品：At this price, it is difficult for us to promote your goods. 接受你方价格对我们来说是

19、巨大的损失，更不要说利润了：To accept your price would mean a heavy loss to us, not to speak of profit. Unit 7 Placing orders and signing contracts 印旧订单格式Printed order form 印旧回执Printed acknowledgement 主要营业地址Principal business address 书面/口头合同Written/oral contract 销售合同Sales contract 销售确认书Sales confirmation 购货合同Purc

20、hase contract 会签Counter-signature 缮制合同Prepare S/C /取消订单确认/接受/履行Confirm/book/carry out/cancel order 过期订单续订单/首次订单/试订单/Trial/repeat/initial/back order 第BP-103销售确认书Sales Confirmation No. 发票我公司第GA-237Our Invoice No. GA-237 销售合同Sales contract 一式两份/一式三份In duplicate/triplicate 请寄回一份以便我方存档。Please sign and re

21、turn one copy for file. 为受益人以In ones favor/in favor of sb. 以卖方为受益人的信用证L/C in favor of the seller 相关的信用证Relevant L/C 严格相符Strictly conformed 成交函的写法 确认订单1. 寄送销售确认书2. 我方关心的事3. 4. 对方关心的事 希望合作愉快5.Unit 8 Terms of Payment 一、催证函的内容要点 1. 信用证特定化（点名合同号）what 2. 现状why 1) 货物备妥待运 2) 船期临近 3) 信用证延迟开到 3. 解决方案 二、改证函内容要

22、点： 第一段：感谢对方的来证 Thank you for your L/C No. VA001 issued by the Standard Charter Bank, Liverpool, which reached us yesterday. 第二段：列明不符点，并说明如何修改 仔细审核信用证后，我们发现信用证有些条款与合同条款不符，现将不符点罗列如下： On going through the L/C, we have found some clauses which do not conform to those of S/C. We now list the discrepancie

23、s as follows. 罗列不符点句式： Should be not Should be instead of Please delete the clause “” Add the wording “” Insert the word “” before Amendto Extendto 第三段：希望信用证修改书早日开到（时限），以便按时发货 请相应修改信用证，并将信用证修改书早日开到，以便我方及时发货。 Please amend the L/C correspondently/accordingly and let us have your L/C amendment at an ea

24、rly date so that we can effect shipment in time. Unit 9 Packing 内包装Inner packing 外包装Outer packing 中性包装Neutral packing 指定包装Designated packing 装箱单Packing list 适合海运的出口包装Seaworthy export packing 运输标志（唛头）Shipping marks 收货人的首字母缩写Initials abbreviation 指示性标志Indicative marks 警告性标志Warning marks 运输包装种类 纸板箱Cart

25、on 瓦楞纸板箱Corrugated carton 木箱Wooden case 柳条箱/板条箱Crate 琵琶桶Barrel 铁皮圆桶Iron drum 铁罐Can 货盘/托盘Pallet 麻袋Gunny bags 塑料袋Plastic bags/polythene bag 大袋、麻布袋Sack 布袋Cloth bag 纸袋Paper bag 木盒Wooden box 硬纸盒Cardboard box 茶盒Tea box 内衬防水纸Be lined with waterproof paper 内衬塑料泡沫Be lined with plastic foam 外用金属带加固Be secured

26、by metal straps 外用塑料带加固Be secured by plastic strops 填充料Filling material 使完全满意Turn out to the full satisfaction of sb. 粗暴搬运Rough handling 标题项下的合同Captioned contract 一、包装函要点 1. 确认收到对方的函电，指出包装条款不够清楚 2. 原包装条款及其问题 新包装条款及其原因 3. 4. 结尾 二、包装方式表达法 1. 从小包装到大包装（由内而外） 1) 单件物品使用的包装用in 2) 若干件相同物品装到另一较大容器用to 例：Our S

27、ocks are packed each pair in a poly bag, 12 pairs to a box, and 60 boxes to a carton, 2000 cartons in an FCL container. 2. 从大包装到小包装 最外一层包装用in，使用如下句式：in containingeach 例句：我公司的男式衬衫用木箱包装，每箱10打。 Our Mens Shirts are packed in wooden cases containing 10 dozen each. Unit 10 Insurance Cover/effect insurance

28、 on +货物for +保额 against+险别 with +保险公司 as per +保险条款 例句：We have covered insurance on the 400 case of Medical Instruments for 110% of the invoice value against All Risks with PICC as per China Insurance Clauses Unit 11 shipment 一、催装函 1. Specify the S/C and mention its terms of shipment.合同及货物特定化 2. State

29、 the current situation 3. Suggestions 1) Dispatch the goods by air 2) Buyers send their vessel to pick up the goods 3) Stipulate a time limit 4) Cancel the contract and reserve the rights to lodge claims 二、装船通知 1. 通知对方货已装船发运 S/C N0. Name of the vessel, voyage No. ETD(=expected time of dispatch预计离港时间),ETA（预计到达时间） 2. Sending shipping documents寄送费运输单据 3. Expectations希望货物能及时抵达并使对方满意 重点句型： 1.资信调查函 你方为我方提供的任何信息将会被严格保密，并且你方不负任何责任。 Any information you may obtain for us will be treated as strictly confidential and