Business Correspondences

Unit 1 Establishing Business Relations

Writing steps

1. To state the source of information（告知信息來源）

2. To express your purpose of writing (表明與對方建立貿(mào)易關系)

3. To introduce briefly your company and provide the reference as to your firm’s financial standing if necessary(簡單介紹公司及資信狀況)

4. To express your expectation of cooperation and early reply(希望合作猜扮，盼回復)

Useful sentences

(1) We are writing to …我們現(xiàn)在去函是想……

(2) enter into direct relations with you /transact business with you/build up business relations with you 與貴方建立直接的貿(mào)易關系

(3) with the headquarters in …? 總部在……

(4) range from… to …? 產(chǎn)品的范圍從…到…

(5) be well received both at home and abroad在國內(nèi)外深受歡迎

(6) the leading manufacturers主要的生產(chǎn)商

(7) in this line在這一行業(yè)

(8) financial standing = money status 資信狀況

(9) at your convenience 在您方便的時候血筑；盡早

(10) note/obtain/learnt/got one’s name and address… in/from從…獲悉貴方的名稱和地址

(11) business director 業(yè)務總監(jiān)

(12) further details 詳情

(13) be interested in有意做…

(14) We would appreciate your… 對于您的…我們將不勝感激

(15) be willing to do 愿意做…

(16) the latest catalogue 最新的目錄

(17) comply with 按照哮塞，符合

(18) catalogues and quotations 產(chǎn)品目錄和報價單

a. illustrated catalogues 帶有插圖或相片的商品目錄

b. brochure, pamphlet 小冊子，宣傳冊

c. leaflet 傳單

d. sample book 樣品本

(19) price:

a. competitive price 有競爭力的價格

b. moderate price 適中的價格

c. favorable price 優(yōu)惠的價格

d. reasonable price 合理的價格

e. attractive price 有吸引力的價格

(20) extend one’s range 擴大業(yè)務范圍

(21) in compliance with your request 根據(jù)您的要求

(22) payment should be made by … 用…付款

(23) to make/effect/arrange payment by 憑…支付

(24) price list 價格單

(25) export range 出口商品范圍

(26) confirmed irrevocable letter of credit 保兌不可撤銷信用證

(27) place an order 訂購

(28) enclose =send sb. with sth. 隨函所附

(29) covering包括…的

Unit 2 Enquiry

Writing steps

1. telling the addressee the source of information and making a brief self- introduction(告知信息來源并做簡要自我介紹)

2. indicating the intention of writing the letter, ask for a catalogue, samples or a pricelist(說明寫信目的，如索要目錄，樣品或價目表)

3. stating the possibility of placing an order and expectation of an offer(說明訂購的可能性并期待得到發(fā)盤)

Useful sentences

(1) We are experienced and well connected with many customers at our end.我們有豐富的經(jīng)驗且與本地客戶有密切聯(lián)系

(2) We shall be grateful if you will send us… 如貴方能寄來…我方將不勝感激

(3) If the goods and trade terms prove satisfactory…如果貨物和貿(mào)易條件令人滿意的話……

(4) deal in 經(jīng)營

(5) be specialized in 專門經(jīng)營

(6) acquaint us with … 供我方了解

(7) substantial orders 大量訂單

(8) fashion accessories 時尚配件

(9) free sample 免費樣品

(10) workmanship 制作工藝

(11) trade terms 交易條件

(12) airmail sb. sth …. 通過航空郵寄給某人某物

(13) at one’s end 在…地方

(14) discount 折扣

(15) commission 傭金

(16) best price 最低價

(17) … ask us to approach you for quotations and samples of the goods available for export now. … 要求我方與目前可出口貨物的報價和樣品之事與您接洽

(18) … competition form similar makes is very keen here. 此地來自類似產(chǎn)品的競爭非常激烈

(19) Please see to it that your price is in line with the current market.務必保持你方價格與現(xiàn)行行市相符

(20) available for export 可供出口的

(21) the captioned products 標題產(chǎn)品

(22) for your information 順告

(23) CIP= Carriage and Insurance Paid to …運費和保險付至

(24) date of shipment / time of shipment / shipping date 裝運期

(25) payment terms / terms of payment 支付條件

(26) keen 競爭激烈的

(27) current market / prevailing market 現(xiàn)行行市

(28) secure=get 得到

(29) quote sb. a price for sth. 向某人報某物的價格

(30) indicate=state指出

(31) anticipate doing sth. 預料做某事

Unit 3 Offer

Writing steps

1. to express your thankfulness for the enquiry(感謝對方的詢盤)

2. state the trade terms and the validity(列明交易條件)

3. to express your intention of concluding a transaction（表達訂立合同的愿望，或盼回復）

Useful sentences

(1) offer: firm offer / non-firm offer 發(fā)盤 實盤/虛盤

(2) This is to confirm…茲確認

(3) make sb. an offer for sth./send sb. an offer on sth./ give sb. an offer on sth.向某人報某商品的盤

(4) the fews lots we have at present are under offer elsewhere.我們目前僅有的幾批貨物已近向別處發(fā)盤

(5) be subject to 以…為條件

(6) with regard to 關于

(7) bid 出價抵栈，遞盤

(8) result in 導致

(9) take advantage of 利用…的機會

(10) entertain the counter offer 對還盤予以考慮

(11) There has been/is a heavy demand for sth.對…有大量的需求

(12) uptrend market市場價格上揚

(13) We are now making you an offer as follows: 茲向貴方發(fā)盤如下

(14) To be effected by seller for 110% of full invoice value covering All

Risks and War Risk.? 由賣方按發(fā)票金額的110%投保一切險和戰(zhàn)爭險

(15) shipping mark 嘜頭

(16) at seller’s option 由賣方選擇

(17) at sight 即期

(18) transshipment 轉運

(19) confirmation確認

(20) delivery time / time of delivery / date of delivery 交貨時間

(21) invoice value 發(fā)票金額

(22) All Risks一切險

(23) War Risk戰(zhàn)爭險

(24) Strike Risk 罷工險

(25) to make/effect/arrange insurance by 投保

(26) Our products are excellent in quality and favorable in price.我們的產(chǎn)品物美價廉

(27) in reply 此復

(28) under separate cover 另函

(29) detailed requirement 詳細要求

(30) sample:

a. standard sample 標準樣

b. counter sample 對等樣告材，回樣

c. duplicate sample 復樣

d. seller’s/ buyers’ sample 賣方/買方樣

Unit 4 Counter-offer

Writing steps

1. to express your thankfulness(致謝)

2. to express regret, state the reason and your trade terms(致歉，說明不能接受的原因并提出建議)

3. to express your intention of cooperation(說服對方接受你提出的交易條件古劲，表達合作的愿望)

Useful sentences

(1) we are in receipt of 茲收到

(2) … find your price to be on the high side 發(fā)現(xiàn)貴方價格偏高

(3) Information indicates 有消息顯示

(4) To step up trade … 為了促進交易

(5) in no case? 無論如何都不

(6) on behalf of 代表

(7) as per 按照斥赋，依照

(8) at our end = on our side = in our place = in our country 在我國

(9) xxx(country) origin? XX國產(chǎn)的

(10) parcels = lots （交易）批/筆

(11) at a level = at a price 同一價格

(12) We do not deny that the quality of xxx is slightly better, but the difference in price should, in no case, be as big as xx%. 無可否認….的質(zhì)量略好些，但無論如何價差也不應有XX%

(13) As the market piece is falling / going down, we recommend your immediate acceptance.鑒于市場價格在不斷下跌产艾，擬請立即接受上述還盤為宜

(14) We are of the opinion that …? 我們認為

(15) make a reduction of … in …? 在哪方面減少多少

(16) We hope you will direct the attention of your customers to the superior quality of our products … 希望貴方能引導客戶關注我們產(chǎn)品的卓越質(zhì)量

(17) Origin 產(chǎn)地

(18) meet sb. half way 同…妥協(xié)疤剑，各讓一步

(19) measure up to 比得上，趕得上

(20) … your bid is out of line with the price ruling in the present market, …貴方所出價格與現(xiàn)行市場明顯不符

(21) in your interest 為貴方利益考慮

(22) without any delay 毫不遲延地

(23) buy freely 大量地購買

(24) firm / upward tendency / downward tendency （市場價格）穩(wěn)定的/上漲的/下跌的趨勢

(25) in the foreseeable future 可以遇見的未來

(26) there is little / no likelihood of …? 沒有可能性的

Unit 5 Terms of Packing, Shipment and Insurance

Writing steps

1. to refer to the purpose of the letter(說明寫信意圖)

2. to state the packing terms, shipments terms and reasons, risks coverage to insurance against and the amount of the insured value (告知裝運條款/原因/投保險別)

3. to clarify the payment of the charge/premium(闡明費用)

4. to express wishes(表明愿望)

Useful sentences

(1) in transit 在運輸中

(2) indicative marks 指示性標志

(3) seaworthy wooden case 適合于海運的木箱

(4) port of destination 目的港

(5) in consideration of 考慮到闷堡，由于

(6) inner and outer packing? 內(nèi)/外包裝

(7) waterproof paper 防水紙

(8) packing instructions 包裝要求隘膘；包裝須知

(9) packing charges 包裝費用

(10) neutral packing 中性包裝

(11) All kinds of packing

a. Bag 袋，包

b. gunny bag 麻袋

c. poly-bag 塑料袋

d. bale 包杠览，布包

e. barrel 琵琶桶

f. box 盒弯菊，箱

g. bundle? 捆

h. carton 紙板箱

i. case 箱

j. wooden case 木箱

k. cask 木桶

l. crate 板條箱

m. drum 鐵皮圓筒

n. keg 小圓筒

o. tin = can 聽，罐頭

(12) be packed in 裝于

(13) repack 重新包裝

(14) The packages are intact. 包裝完整無損

(15) lined with … 內(nèi)襯

(16) be susceptible to (breakage, moisture, hear or dampness, rust)可破損踱阿，潮濕管钳，潮濕或潮濕，生銹的

(17) as for 至于

(18) make sure…確鄙…

(19) prevent from …阻止…

(20) to the contrary 相反

(21) stipulated terms 規(guī)定條款

(22) gross / net weight 毛/凈重

(23) execute one’s order 執(zhí)行訂單

(24) be secured / strapped / reinforced / fortified by用…加固

(25) partial shipment 分批裝運

(26) transshipment 轉運

(27) initial shipment 首批裝運

(28) as to 關于

(29) advance the shipment 提前裝運

(30) the remaining goods 剩下的蹋嵌，其余的

(31) book shipping space 訂艙位

(32) have great difficulties in doing sth. 難以做某事

(33) Owing to 由于

(34) delay = postpone 延遲育瓜，拖延

(35) concerning 關于

(36) premium 保險費

(37) for 110% of the invoice value 按發(fā)票金額的110%

(38) Cover insurance +prep.

(39) We have covered insurance on the 400 cases of medical instruments for 110% of the invoice value against of All Risks with PICC.? 我以按發(fā)票金額的110%為貴方400臺醫(yī)療器械向中國人民保險公司投保一切險

(40) Three basic insurances 三種基本險別

a. Free from Particular Average (F.P.A. or FPA) 平安險

b. With?Particular?Average (W.P.A. or WPA) 水漬險

c. All Risks 一切險

(41) General additional risks 一般附加險

a. Theft, Pilferage & Non-Delivery Risks 偷竊葫隙，提貨不著險

b. Fresh Water Rain Damage (F.W.R.D.) 淡水雨淋險

c. Risk of Shortage 短量險

d. Risk of Intermixture & Contamination 混雜，玷污險

e. Risk of Leakage 滲漏險

f. Risk of Clash & Breakage 碰損躏仇，破碎險

g. Risk of Odor 串味險

h. Damage Caused by Heating & Sweating 受潮受熱險

i. Hook Damage 鉤損險

j. Rust risk 銹損險

k. Breakage?of?Packing Risk 包裝破裂險

(42) Special additional risks特殊附加險

a. War Risk 戰(zhàn)爭險

b. Strikes Risk 罷工險

(43) in the absence of 沒有…的情況下

(44) debit note 借記通知書

(45) draw on sb. at sight for … 向某人開出XX（金額）即期匯票

(46) refund 退稅

(47) policy 保險單

(48) for one’s account 由某人支付

(49) to be due to sail on 預計應到的恋脚，預定的

Unit 6 Payment Terms

Writing steps

1. state directly and clearly what goods you have ordered(表明所要購買的商品)

2. state the method of payment you usually adopt or express the acceptance or refusal to the payment terms and state the reasons (說明你的付款條件，或者接受或者拒絕對方的條件焰手，并說明原因)

3. express your hope that the method of payment will be accepted(希望對方接受你的付款條件)

Useful sentences

(1) prompt attention bank interest 銀行利息

(2) easier payment terms 易于接受的付款條件

(3) negotiation credit 議付信用證

(4) confirmed / sight / usance / transferable/ documentary L/C 保兌/即期/遠期/可轉讓/跟單信用證

(5) open an L/C 開立信用證

(6) tie-up 束縛糟描，停頓，資金占壓

(7) tight money / market 占壓資金

(8) agree to 同意

(9) conversion rate 匯率

(10) ask for payment by采用某種支付方式

(11) advisable 明智的

(12) equivalent等價物书妻，相等物

(13) a special accommodation 作為通融

(14) CNY 人民幣/ AUD 澳大利亞元 / CHF瑞士法郎 / GBP英鎊 / JPY日元 / USD美元 / CAD加拿大元 / EUR歐元 / HKD港幣 / SGD新加坡元

(15) the goods are already for shipment 貨物以備妥待運

(16) customary practice 習慣做法

(17) to meet one’s requirement 滿足某方要求

(18) D/P = Document against Payment 付款交單

(19) D/A = Document against Acceptance承兌交單

(20) adhere to opinions 堅持我方意見

Unit 7 Acceptance

Writing steps

進口商

1. confirm receipt of the offer and express thanks(確認收到報盤并表達感謝)

2. favorable comments on the goods or the market(對該商品或市場進行有利的評價)

3. express his acceptance and the desire to place an order(表示接受及表達下訂單的意愿)

4. express hope of receiving the sales confirmation or sales contract(表達希望收到銷售確認書或銷售合同的愿望)

出口商

1. thank the importer for his counteroffer(感謝對方的還盤)

2. favorable comments on the goods or the market(對該商品或市場進行有利的評價)

3. state his willingness of accepting the importer’s counter offer(表示愿意接受對方的還盤)

4. enclose the S/C and ask the importer to sign it(隨函附上銷售合同并要求對方會簽)

Useful sentences

(1) sales confirmation 銷售合同

(2) countersignature 會簽

(3) demand for 對…的需求

(4) There is a great demand for such product. 這種商品的需求量很大

(5) Please countersign it and return one copy for our file. 請簽退一份供我方存檔

(6) take pleasure in 高興做船响，樂于做

(7) market share 市場份額

(8) punctual 按時

(9) purchase contract 購買合同

(10) sales contract 銷售合同

(11) purchase confirmation 購買確認書

(12) sales confirmation 銷售確認書

(13) to + verb. a contract

(14) originals of the contract 合同正本

(15) copies of contract 合同副本

(16) a written contract 書面合同

(17) contract terms 合同條款

(18) breach of contract 違反合同

(19) performance of contract 履行合同

(20) Insurance Clause保險條款

(21) Arbitration Clause 仲裁條款

(22) Packed in cartons of ten pieces each. = Packed in cartons, each containing 10 pieces. 用紙箱裝，每箱裝10件

(23) at one’s option按某方意見

Unit 8 Letter of Credit

Useful sentences

(1) we wish to draw your attention to the fact that …我們想提請貴方注意

(2) up till / to now / the present至今躲履，知道現(xiàn)在

(3) in (exact / full / strict) accordance with = be in conformity with與…相符

(4) execute the order 執(zhí)行訂單

(5) subsequent 隨后的

(6) make amendment to… 修改

(7) within the time prescribed 在規(guī)定的時間內(nèi)

(8) wording 措辭

(9) insert 插入

(10) issue 開立

(11) instruct sb. to do sth. 通知某人做某事

(12) This is to bring your attention to 茲提請貴方注意

(13) not later than 不遲于

(14) under the circumstances 在這種情況下

(15) to extend 延長…的期限

(16) in advance 預先见间，提前

(17) respectively 分別的，各自的

(18) The seller must pack the goods as stipulated / requested in the contract. 賣方必須按合同規(guī)定包裝這批貨物

(19) Provided 假如工猜，倘使

(20) Parties concerned in L/C business

a. applicant

b. issuing / establishing / opening bank開證行

c. advising bank / notifying bank 通知行

d. beneficiary受益人

e. negotiation bank 議付行

f. paying bank / accepting bank 付款銀行/承兌銀行

g. confirming bank 保兌銀行

Unit 9 Urging Shipment, Shipping, and Insurance Instructions

Useful sentences

(1) Since our customers are desirous to get the goods within next month, it is our hope that you could ship the goods by the next steamer “peace”, which is due to sail from your city on or about October 25th to our port.

(2) in your favor 以你方為受益人

(3) on one’s way to 在去…的路上

(4) ship … by …由…輪裝運

(5) steamer汽船

(6) vessel 船米诉，船舶

(7) steamship (S.S. or s.s.) 汽輪

(8) sailing date 啟航日期

(9) sail for / to …開往…

(10) sail from … to …從…開往…

(11) sailing 航行，船期

(12) mark … with … 作標記

(13) shipping marks 運輸標志

(14) warning marks 警告標志

(15) indicative marks指示性標志

(16) be in urgent need of 急需

(17) source of supply 貨源

(18) shipping advice 裝運通知

(19) seek 另辟

(20) resolve the matter 解決問題

(21) The L/C expires on December 16th . 信用證于12月6日期滿

(22) shipping documents 裝船單據(jù)

(23) bill of lading 提單

(24) packing list 裝箱單

(25) certificate of origin 一般原產(chǎn)地證

(26) have a close cooperation with sb. 與某人密切合作

(27) invoice

a. signed invoice 已簽署的發(fā)票

b. commercial invoice 商業(yè)發(fā)票

c. proforma invoice 形式發(fā)票

d. customs invoice 海關發(fā)票

e. consular invoice 領事發(fā)票

f. manufacturer’s invoice 廠商發(fā)票

(28) shipped B/L 已裝船提單

(29) simplify procedures 簡化手續(xù)

(30) lie within （責任等）屬于

(31) PICC = the People’s Insurance Co. of China 中國人民保險公司

Unit 10 Complaints and Claims

Writing steps

1. informing the receiver of details related to the goods to be claimed(說明據(jù)以索賠貨物的詳情)

2. stating the reasons for dissatisfaction, and let the seller know the loss caused(說明不滿的理由及造成的損失)

3. your proposal (提出解決方案)

4. expressing your expectation of the settlement(表達對解決問題的期盼)

Useful sentences

(1) we observed that the quality is far below the samples 我們注意到貨物質(zhì)量比樣品低很多

(2) it was the inferior material used that caused the quality deterioration 是因為所用原材料較差導致的質(zhì)量下降

(3) ask for compensation 要求賠償

(4) make a claim 要求索賠

(5) reinspect 重新復查篷帅，再檢驗

(6) surveyor 檢查員

(7) Entry-exit Inspection and Quarantine Bureau 出入境檢驗檢疫局

(8) lodge (raise, file, register, put in) a claim +

(9) take delivery 提貨

(10) at one’s disposal 由…支配

(11) complain about … 對…的投訴

(12) appear to 似乎史侣，好像

(13) in good condition 狀況良好

(14) in the meantime 在此期間拴泌，同時

(15) replace A with B 用B替換A

(16) bring the case to a satisfactory close 圓滿的解決此事

(17) upon going into the matter 經(jīng)過調(diào)查此事

(18) forwarding agent 貨代

(19) occur發(fā)生，出現(xiàn)

(20) confusion of something 混淆

(21) apologize for 為…而道歉

(22) reoccurrence 再次發(fā)生的事情

(23) dispatch 派遣惊橱，發(fā)出

(24) cause sb. so much trouble 給某人帶來這么多麻煩