《外贸英语读写》讲义.pdf

外贸英语读写讲义目录第一部分外贸业务基础知识第一讲外贸业务基本流程BasicProcedures for International Trade1.1 出 口业务流程图Diagramed Procedurefor Export1.2 进 口业务流程图Diagramed Procedurefor Import1.3外贸价格条款基本知识Price Terms1.4基本的支付方式与单据Payment Termsand Bills第二讲商务函电写作基础(Essentials for business writing)2.1商务函电书写基本原则Principles for business communications2.2书信格式Styles in business letters2.3基本的交易往来函电Initialcorrespondences第三讲交易的先声(Preliminary Deals)3.1初步建立贸易关系(Establishing Initial Business Relations)3.2资信调查函电Credit Inquiry3.3促销信Promotional Letters第四讲交易的过程4.1询盘、报盘、还盘与接受Inquiry,Quotation,Counter-offer and Acceptance4.2订单Orders第五讲价格策略Price Strategies5.1 报价技巧Strategies in Quotation5.2报价磋商实例Specimen of Bargaining 第六讲合同其他条款的磋商6.1 支付方式Payment Clauses6.2.保险条款Insurance6.3 包装及装运Packing and Shipment6.4 提单、仲裁、索赔等条款B/L,Arbitration and Claim第七讲各类电文的解读7.1 电文的解读Understanding telexes7.2 电文的写作Drafting telexes第二部分外贸实践操作第八讲国际贸易合同格式序言国际贸易合同基础知识8.1 一般货物出口合同格式Sales Contract8.2 一般货物进口合同格式Purchase Contract8.3中外合作经营合同格式Contract for Sino-Foreign Cooperative Joint-Venture 第九讲信用证(L/C)9.1 信用证基本环节General Operations in L/C Payment9.2信用证的主要条款General Clauses in L/C9.3信用证单证制作Documentation under L/C第十讲商务谈判实践10.1 基本概念Essential Concepts10.2 购买者与产品Product and Potential Buyers:10.3市场渠道与促销策略Marketing Media and Promotion Strategies10.4 定价策略Pricing strategy(pricing policies10.5国际市场营销策划书International Marketing Report10.6国际市场营销的相关理论OtherMarketing Theories第十一讲国际市场营销International Marketing11.1商务谈判的基本环节General Procedures11.2商务谈判的基本技巧Basic Skills 11.3商务谈判实战练习Practice 第十二讲其他的国际贸易形式12.1 技术贸易Technological Trade12.2 易货贸易Exchange of Goods12.3 其他贸易形式Other TradingMedia 12.4国际贸易惯例Convent ions in International Business第一讲外贸业务基本流程GeneralProcedures in International Business 1.1 出 口业务流程图General Procedures for Export 1市场调查2 向工厂取得报价 3向国外进口商报价4 信用调查 5签定销售合同6进口商申请开立信用证7国外银行开立信用证8议付行通知出口商9出口商向工厂订货10货物经商检局检验及其他认证11准备货物及出货通知12出口商向报关行交办报关事宜13出口许可证14办理原产地证15租船订舱16投保17-1出口报关17-2验关放行18报关行交回单19交单议付20装船通知21银行结算22解决纠纷(21)(8)(19)(6)(13)(20)(22)(16)(9)资料来源 market information政府部门Government议付行 negotiation bank出口商Exporter开证行 opening bank保险公司Insurance company进口商Importer工厂Factory(11)(15)(12)(18)(10)(17)a(17)b(14)1.2 出 口业务流程图General Procedures for Import1 市场调查(market investigation)2进口商向国外出口商询价(inquiry)3进口商收到国外出口商报价(quotation,offer)4 信用调查(credit inquiry)5 进口 商还价(counter offer)6签定交易合同7办理进口许可证(import license)8办理购汇并申请开立信用证原产地证Certificate of origin商品检验局CCIB海关Customs运输公司Forwarder报关行Customs Broker运输公司Forwarder9开证行开出信用证10议付行通知出口商11出口商办理装船事宜(shipment)12出口商交单议付(negotiation)13出口商发来装船通知(shipment advice)14议付行向开证行转单托收15开证行通知进口商付款赎单16进口商向报关行交办进口报关事宜17 进口报关(import declaration)18会同有关单位提货(lading)19解决纠纷(14)(15)(12)资料来源market information政府部门Government进口商Importer开证行opening bank出口商Exporter议付行negotiation bank(13)(19)(11)(16)(18)b(18)a(17)(18)cPlease send to the following items to be shipped by way express,and bill us.The order is contingent on 1.3 外贸价格条款基 本知识(Price Terms)1)FOB离岸价free on boardGIF 至1岸价cost,insurance and freight CFR/CNF/C&F成本加运费cost and freight FCA(free cancerrier)货交承运人 保险公 Insurance company 海关 Customs 运输公司 Forwarder 运输公司 Forwarder 报关行 Customs BrokerforwarderCIP(carriage and insurance paid to)运保费 付至CPT(carriage paid to)运费付至 Ex-works/Ex-ship/Ex-wharf 工厂/船上/码头 交货价1.4基本的支付方式与单据Payment Terms and Bills1)匚付remittance:M/T(mail transfer,O,T/T(telegraphic transfer,电汇)，2)D/D(demand draft,票汇进口方向本 地银行购买银行汇票，自行寄给出口方，出 口方凭以向汇票上的银行取款)3)托收collection:D/P(documents against payment 付款交单)，D/A(documents against acceptance,承兑交单)L/C(信用 证)4).银行保证函(L/G,letter of guarantee,bank guarantee),备用 信用证(standby L/C,commercial paper L/C)5).票据：汇票(Draft,bill of exchange;付 款承诺,分为commercial bill商业汇票,banker,s bill 银行汇票；clean bill 光票，documentary bill 跟单汇票sight draft 即期 汇票(at sight),time draft 远期汇票(At.days after sight);commercial acceptance bill 商业承兑汇票，banker5 s acceptance bill 银行承兑汇票(承兑汇票由另一商业或银行 机构支付，但得先经过他们同意一一承兑)背书endorsement,转让(transfer),前手(remote holder),后手，追索(reimbursement),拒付(dishonor)5 贴现(discount),“付一不付二，付二不付一”(either the first or the second issue is to be paid)bona fide holder 本票Promissory note(付款承诺)(本票与 汇票的差异)支票Cheque/check(付款通知)第二讲商务函电写作基础Essentials for Business Communications2.1商务函电书写基本原则Principles for business communicationsA.Courtesy礼貌语言要有礼且谦虚，及 时地回信也是礼貌的表现。1)We have received with many thanks your letter of 20 May,and we take the pleasure of sending you our latest catalog.We wish to draw your attention to a special offer which we have made in it.2)You will be particularly interested in a special offer on page 5 of the latest catalog enclosed,which you requested in your letter of 20May.B.Consideration 体谅(you-attitude)要从 对方的角度去考虑问题，而不是从自身出 发，语气上尊重对方3a).We allow 2 percent discount for cash payment.3b)You earn 2 percent discount when you pay cash.4a)We won，t be able to send you the brochure this month.4b)We will send you the brochure next monthC.Completeness完整一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，切忌含糊不清的信件。D.Clarity清楚意思表达明确，要注意：1)避免用词错误：5)As to the steamers sailing from Hong Kong to San Francisco,we have bimonthly direct services.此处bimonthly可以是twice a month或者 once two months.5 可以改写为：5a)We have two direct sailings every month from Hong Kong to San Francisco.5b)We have semimonthly direct sailing from Hong Kong to San Francisco.5c)We have a direct sailing from Hong Kong to San Francisco,every two months/evert other month.(2)注意词语所放的位置：6)We shall be able to supply 10 cases of the item only.6a)We shall be able to supply 10 cases only of the item.前者则有两种商品以上的含义。(3)注意句子的结构：7a)We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air.7b)We sent you,by air,5 samples of the goods which you requested in your letter of May 20.E.Conciseness 简洁(1)避免废话连篇：1.We wish to acknowledge receipt of your letter可改为：We appreciate your letter.2.Enclosed herewith please find two copies of可改为：We enclose two copies of.(2)避免不必要的重复(3)短句、单词的运用：Enclosed herewith-enclosed at thistime-nowdue to the fact that-because adraft in the amount of$1000-a draft for$1000F.Concreteness 具体G.Correctness 正确2.2书信格式StructuresA结构格式(layout styles)商务英语书信(Business or Commercial English Correspondence)是指交易时所使用的通信。在美国，常用Business writing,它包括书信、电报、电话、电传、报告书、明信片等。英 语和美语在书信体例方面存在着一定的差 异，比如信头和称呼、书信格式、遣词、结 尾客套语等均有所不同。一般来说，英国书信较为保守，许多英国人喜欢用老式书信体，用词较为正式刻板，而 美国书信语言非常生气、有活力，格式也较 为简便。因此当我们写信的对象是英国或其 旧殖民地国家时，要使用标准式英语 Queens English;如果写信的对象是美国或 美国势力范围的地区时，就要用美国英语。当然，英国式的语言文化近年来也有变化，但总体来说，两者间的差异是很明显的。商业英文书信，一般都要求用打字机或电脑 整齐地打印，左边各行开头垂直的，称为垂 直式或齐头式(Block style),美国常用这种格 式；每段的第一个词缩进去，称为缩进式或 锯齿式(indented style),英国常用此格式。垂直式的职务及签名都在左边的边栏界线，这种格式，在极度尊重工作效率的美国公 司，已普遍采用。正式的商业英语书信要在 称呼的上方写上收信公司名称和地址或收 信人的名字全称、职务及地址，称为信内地 址(Inside address)o信内地址的写法也有 垂直式和缩进式之分，垂直式和称美国式将 各行并列，缩进式或称英国式将各行依次退 缩。不过，近来英国商业书信信内地址并未依次 缩进，似乎与美国式相同。此外，在美国还 流行一种普通收信人地址的写法，就是在书 信的Ins ide Address中,把门牌号和街名都 省略掉。Email:格式Fax:格式（略）B称谓差异（Greetings）在英文书信中要使 用敬语，最普遍的敬语是Mr,Mrs和Miss（用于未婚女性）。英国人常在男性的姓名 之后用Esq.（Esquire的缩写），不过在商业 上也在慢慢地改用Mr.Mmes.（Madam的复 数形式），用于二个女士以上。Messrs（Mr 的复数形式）用于二个以上的男人，或用于 二个以上的男人组成的公司或团体。在英国 式英文信里，Mr,Mrs,Messrs,均不加缩写 句点，相反地趋向于进步自由的美语反而加 缩写句点如Mr.,Mrs.,Messrs.o在称呼方 面，商业上最普遍的有Gentlemen（美国式）与Dear Sirs（英国式）二种，相当于我国的 敬启者或谨启者I如果信是写给革个公 司单位的，不是写给某个具体人的，美语用Gentlemen(复数形式)，英语用Dear Sirso 如果对方公司只一人时，必须使用Sir/Dear Sir。称呼后一般要使用标点符号，英国式采 用逗号(comma),美国式用分号(colon)。书 信结尾客套语(complimentary close)有多 种，相当于我国书信在结尾时使用的“敬礼致敬、顺安等句。最为典型的美国式写法是Sincerely和Best regards,典型的 英国式表达有Yours sincerely(熟人或知道 对方姓名)，Best wishes,kind regards 和 yours faithfully(不知姓名)。此夕卜,英国式 的客套语还有特别礼貌的格式，但除了特殊 情况外，现在不再使用。2.3基本的交易往来函电Specimen of Routine Communications in Business1.交易的先声Trying the wayDear sirs,May 1,1988Inquiries regarding our new product,the Deer Mountain Bike,have been coming in from all parts of the world.Reports from users confirm what we know before it was put on the market-that it is the best mountain bike available.Enclosed is our brochure.Yours faithfully Zhang Shan2.提出询价Inquiry Dear Sirs,Jun.1,1988 We received your promotional letter and brochure today.We believe that your product would do well here in the U.S.A.Kindly send us further details of your prices and terms of sale.We ask you to make every effort to quote at competitive prices in order to secure our business.We look forward to hearing from you soon.Truly,Jack Smith 3迅速提供报价打。明 quotation Dear Sirs,June 4,1988Thank you for your inquiry of June the 1st concerning the DeerMountain Bike.It gives us great pleasure to send along the technical information on the model together with the catalogue and price list.After studying the prices and terms of trade,you will understand why we are working to capacity to meet the demand.We look forward to the opportunity of being of service to you.Truly,Zhang Shan4.交易的契机Opportunity for business Gentlemen,June 8,1988We have received your price lists and have studied it carefully.However,the price level in your quotation is too high for this market.If you are prepared to grant us a discount of 10%for a quantity of 200,we would agree to your offer.You should note that some price cut will justify itself by an increase in business.We hope to hear from you soon.Yours trulyJack Smith5-1同意进口商的还价Cazsext of the counter-offerDear sirs:June 12,1988 Thank you for your letter of June the 8th.We have accepted your offer on the terms agreed.Enclosed you will find a special price list that we believe will meet your ideas of prices.You should note that the recent advances in raw materials have affected the cost of this product unfavorably.However,for your order we have kept our prices down.Sincerely,Zhang Shan 5-2拒绝进口商的还价/scmse方才of the counter-offer Dear Sirs,June 12,1988Thank you for your letter of June the 8th.We regret that we cannot meet your terms.We must point out that the falling market here leaves us little or no margin of profit.We must ask you for a keener price in respect to future orders.At present the best discount offered for a quantity of 200 is 3%.Our current situation leaves us little room to bargain.We hope you will reconsider the offer.Truly,Zhang Shan6.正式提出订单of the order Gentlemen,June 15,1988We have discussed your offer of 3%and accept it on the terms quoted.We are prepared to give your product a trial,provided you can guarantee delivery on or before the 20th of September.The enclosed order is given strictly on this condition.We reserve the right of refusal of delivery and/or cancellation of the order after this date.Truly,Jack Smith 7.Appreciation of the order Gentlemen,June 20,1988Thank you very much for your order of June 15 for:200 Deer Mountain Bikes.We will make every possible effort to speed up delivery.We will advise you of date of dispatch.We are at your service at all times.Sincerely,Zhang Shan8.请求开立信用证t for L/C Gentlemen,June 18,1988Thank you for your order No.599.In order to execute it,please open an irrevocable L/C for the amount of US$50 000 in our favor.This account should be available until Sep.20.Upon arrival of the L/C we will pack and ship the order as requested.Sincerely,Zhang Shan9.通知已开立信用证而of Dear Sirs:June 24,1988Thank you for your letter of June 18 enclosing details of your terms.According to your request for opening an irrevocable L/C,we have instructed the International Commerce Bank of China to open a credit for US$50 000 in your favor,valid until Sep.20.Please advise us by cable when the order has been executed.Sincerely,Jack Smith 10.请求更改信用证for amendment to the L/C Gentlemen:Sept.1,1988We are sorry to report that in spite of our effort,we are unable to guarantee shipment by the agreed date due to a strike at our factory.We are afraid that your L/C will expire before shipment.Therefore,please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.Sincerely,Zhang Shan 11.同意更改信用证 Gentlemen:Sept.5,1988We received your letter today and have informed our customers of your situation.As requested,we have instructed the International Commerce Bank of China to extend the L/C up to and including September 30.Please keep us abreast of any new development.Sincerely,Jack Smith 12.投诉货运延迟必of amendment to the L/C Dear Sirs:Sept 25,1988Concerning our order No.599 for 200 mountain bikes,so far you have shipped only 50 bikes against the shipment.We are notifying you that we reserve our right to claim on you for the shortage,if it is confirmed.We have given our customers a definite assurance that we would supply the goods by the end of September.We hope you will look into this urgent matter.Yours faithfully,Jack Smith73处理顾客投诉Set”前以 of complaint Gentlemen:Sept.30,1988In response to your letter of Sept.25,we regret your complaint very much.Today we received information from Hong Kong that the remaining 150 bikes were on a ship that developed engine trouble and had to put into port for repairs.The trouble was not serious,and the vessel is now on her way.She should arrive at your place tomorrow or the next day.Truly,Zhang Shan 14-1.处取消订货虑the orderDear Sirs:Oct.2,1988 We are sorry that causes completely beyond your control have made it impossible for you to keep the shipment date of Sept.30.Since you have failed to uphold your end of the agreement,we find it necessary to cancel our order.Unfortunately,our buyers cannot wait indefinitely for the units.We are sorry that it is necessary to take such a drastic step.Sincerely,Jack Smith 14-2.谅解迟运原因to delayed delivery Gentlemen:Oct.2,1988We have received your notice of delay of shipment due to mechanical troubles on the ship.We are pleased that the order is now on its way.Thank you for the notice.We are eagerly awaiting the ship s arrival.Yours faithfully,Jack Smith 15.货物损坏报告。的about damaged goods Dear Sirs:Oct.4,1988Upon arrival of your shipment,the ship s agents noticed that case No.5 was damaged and notified us.The number of articles in the case is correct according to the invoice but the following articles are broken:(List of articles)As you will see in our survey report and of the ship s agent s,that these units are damaged and quite unsaleable.Please send us replacements for the broken articles.We await your reply in due course.Sincerely,Jack Smith16-1拒绝接受损坏责任for damage obligationsDear Sirs:Oct.8,1988 Thank you for informing us of the damaged shipment.Since the units were packed with the best of care,we can only assume that the cases were handled roughly.We therefore urge you to lodge your claim with the insurance company.Sincerely,Zhang Shan 16-2.接受赔偿责任Acceptance of damage obligations Gentlemen:Oct.8,1988As soon as we got your letter,we got in touch with the packers and asked them to look into the matter.It appears that the fault lies with the packaging materials used.We have since corrected the mistakes.We apologize for the oversight,and are sending a new delivery immediately.Sincerely,Zhang Shan17.催讨逾期货款AeaAodg of delayed ba lance/paymen t Dear Sirs:Nov.30,1988It has come to our attention that your payment is one month overdue.The units ordered were delivered to you on September 26 and were invoiced on September 30.Payment it due on October 30.We look forward to seeing your remittance within a week.Sincerely,Zhang Shan 2.4课外阅读与练习Further reading and practice 1、订购商品（小C）Please send to the following items