Lesson One
Skill Training
Business Card
一般公务名片包括：姓名、职务、单位名称、地址、电话等。
1. 姓名：
中国人的姓名的英译应遵循汉语拼音的原则。即姓在前，名在后，按音译。须注意的是无论姓还是名，如果它的第二个音节以元音或以辅音g, n 等开始，有可能与前面的音节发生连读时，可用连词符号―-‖或隔音符号― ’ ‖把它们分开。如：王锡安，可译为：Wang Xi-an, 或Wang Xi’an。姓名的前面可加头衔，如：Prof. ,Dr. 等，女性姓名前面视需要可加上 Miss, Ms., Mrs.等。 2. 职务：
职务的翻译主要靠借助词典，企业里的人员常常使用manager，事业单位负责人，当你没找到更适合的词的时候,可用director,如局长、部长、处长、院长、社长、所长、厂长、经理、董事、导演等。 参考：
Vice-President of Sales 销售副总裁 Senior Customer Manager 高级客户经理 Sales Manager 销售经理
Regional Sales Manager 地区销售经理
Merchandising Manager 采购经理 Sales Assistant 销售助理 Wholesale Buyer 批发采购员 Administration Staff 行政人员 Administrative Assistant 行政助理
Hardware / Software Engineer （计算机）硬件/软件工程师 3. 组织机构名称：
组织机构名称的翻译应遵循两个原则：名从主人的原则和约定俗成的原则。名从主人指如果某单位已有自己的英文名称，我们不能擅自更改,只能尊重它原有名称。约定俗成指的是要符合英语国家的称谓习惯，不能按中文的意义生搬硬套。
组织机构的名称一般由四个部分组成：所在地区名、专名、类名和通名。 例如： 天津宏大科技公司。
Tianjin Hongda Science-technology Corporation 地区名 专名 类 名 通名
其中，所在地区名和专名可用汉语拼音表示，类别名称和通名要按意译。
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当然，并不是所有机构名称都必须由四个部分组成。
有时可能由三部分甚至两个部分组成。如：Jiusan Society 九三学社。 同样，有时专名也可以按意译。
例如：Baoding Summer Palace Restaurant 保定颐和园餐馆。 如果是分支机构，有两种译法。一种是大机构在前，小机构在后。 如：China Pharmaceutical Co.,Tianjin Branch 中国医药公司天津分公司 另一种是分支机构在前，大机构在后。如：
Xiaohong Translation Service Centre, Tianjin Hongda Science-technology Co. 天津宏大科技公司晓虹翻译服务中心 4. 通讯地址：
地址一般由专名和通名组成。通常专名按音译，通名按意译。地址由最小单位开始，由小往大按顺序翻译。
例如：上海市古北路678号同诠大厦10F/11F
10F/11F, Tongquan Buildig, No.678 Gubei Road, Shanhai, China 又如：北京市首都机场路丽都大楼2门115号 115 Ent 2 Lidu Bldg Capital Airport Rd Beijing 常用的通名：
Province 省;州 Autonomous region 自治区 County 县 Township 乡 Town 镇 District (Dist) （市辖）区 Quarter (Qtr.) 社区、住宅区 Estate (Est.) 社区、住宅区
Street (St.) 街、路 (如果是：**东路，可译为：**St. East, 依此类推。)
Avenue (Ave.) 大街 Road (Rd) 路、道
Alley 巷，里弄 Lane (La.) 巷，里弄 Building (Bldg.) 楼（普通大楼） Mansion （豪华型）大楼 Tower 塔楼，高层建筑 Villa 别墅
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Entrance (Ent.) 门,入口（側门：Side Ent.） Flat (Flt.) 座 Floor (Fl.) 楼层 Room (Rm) 房间
名片常用的其他词汇如下： Address (Add.) 地址 Post Code (P.C.) 邮政编码 Zip Code (Zip) 邮政编码 Post Office Box (P.O. Box) 邮政信箱 Fax 传真 Telex 电传 Telephone (Tel.) 电话 E-mail 电子信箱 下面看名片的实例：
课后作业：
请同学们给自己设计一张商务名片，清楚表达个人信息，格式不限 ? 要求:双面,一面中文,另一面英文
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Lesson Two
Skill Training
Business Letter Writing (I)
Communication plays a major role in business. It facilitates business action and is regarded as oil that lubricates business machinery. When communication break down, business activities are hurt. Therefore, strong communication skills are required for success in business. You will be expected to use strong business communication skills in any job you hold.
Business Letter Writing (I)
书信是电子商务活动中进行沟通的最主要手段之一。在本课和以下四课书中，我们将给出一些书信案例和常用句型。只要灵活掌握常用句型，写出一封规范的书信并不困难。
?The following nine elements of letters in almost all letter styles:
1. Return address 2. Date 3. Inside address 4. Salutation 5. Letter body 6. Complimentary close 7. Signature
8. Typed name and title 9. Reference information
Commonly-used Opening Sentences and Closing Sentences of Letters 一般书信正文常用的开头语句和结尾语句 1． Commonly-used opening sentences (1) 表达―兹致函给您，通知您……‖的句子：
I beg to inform you that … I am writing to you to ask about… I am glad to tell you that…
(2) 表达―收到贵方X月X日来函，内容悉知‖： Thank you for your kind letter dated 6th. Your kind letter of July 30 arrived this morning.
Your favor of the 5th inst. has come to hand and its contents have been duly noted.
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注意：① 表示X月X日来函可有两种方法 a.用介词of； b.用过去分词dated。
② kind在―letter‖前常用，以示客气； favor用在信函文字中就是指书信。 （3）表达―迟复为歉‖的句子：
I must apologize for my delay in replying your recent letter. I beg thousand pardons for not having written to you sooner. 2. Commonly-used Closing Sentences
在书信正文的末尾，常常表达盼回信、表祝愿和代问或嘱笔问候等意思，这种意思可以用句子表示，也可以用短语表示。用句子表示时，末尾用―.‖；用短语表示时，末尾用―，‖。
(1) 表达盼回信的句子或短语 I hope to hear from you soon. Hoping to hear from you soon, Awaiting your early reply,
Your kind early reply will be appreciated. (2) 表示祝愿的句子 With best regards,
Wish you the best of health and success. Much love to you and your family, (3) 表达转达、或嘱笔问候 Say hello to Joe.
Please remember me to your brother. My mother joins me in love to you.
Letters of Establishing Business Relations 书信(建立业务关系)
建立业务关系是从事商务活动的最初始的活动,通过书面语言建立这种关系主要是依靠商务信函（电子邮件）来沟通。
撰写这种信函时，首先要告诉对方我方是如何获悉对方的信息的，并表示我方有意与对方建立业务联系的愿望。其次需要介绍我方企业的性质、基本业务情况、经营范围、分支机构、品牌等等，必要时也可想对方提供资信证明人，以便对方了解我方的资信情况。有时，还可说明希望推销什么商品或希望购买什么商品，以便对方按要求着手准备。 例1：
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China National Import & Export Corp. Shanghai Branch Shanghai China July 18, 2004
M & D Co. 211 Exhibition Road London SW7 2PG UK
Dear Sir，
Your company has been introduced to us by Messrs. Freeman & Co. Ltd London, England, as a prospective buyer of Chinese cotton piece goods. As this item falls within the business scope of our corporation, we shall be pleased to enter into business relations with you at an early date.
To give you a general idea of the various kinds of cotton piece goods now available for export, we enclose a brochure and a sample-cutting booklet. Quotations will follow upon receipt of your specific enquiry.
We look forward to hear from you soon. Faithfully yours, Wang Lin
Encl. 1. A brochure of China National Import & Export Corp. Shanghai Branch 2. A sample-cutting booklet
例2： China National Import & Export Corp. Shanghai Branch Shanghai China July 18, 2004
M & D Co. 211 Exhibition Road London SW7 2PG UK
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Dear Sir，
Your company has been introduced to us by Messrs. Freeman & Co. Ltd London, England, as a prospective buyer of Chinese cotton piece goods. As this item falls within the business scope of our corporation, we shall be pleased to enter into business relations with you at an early date.
To give you a general idea of the various kinds of cotton piece goods now available for export, we enclose a brochure and a sample-cutting booklet. Quotations will follow upon receipt of your specific enquiry. We look forward to hear from you soon.
Faithfully yours, Wang Lin
Encl. 1. A brochure of China National Import & Export Corp. Shanghai Branch 2. A sample-cutting booklet
Useful Sentences
1. Having had your name and e-mail address from… we avail ourselves of this opportunity to write to you and…
2. We are a Sino-American joint venture specializing in the export of household electrical appliances.
3. The American Consulate in Shanghai has advised us to get in touch with you concerning...
4. Will you please send us your catalogue and price list for... Useful Words and Sentences 1.有关企业的性质
Our company is a enterprise. 本公司是一家国有企业（集体、乡镇、街办、校办、院办、私营、股份制） state-owned national collective township neighborhood school-operated college-operated university-operated private joint stock system
Our company is a joint venture. 本公司是一家 企业。（中美、中英、中澳、中日、津港、津台） Sino-foreign Sino-American
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Sino-British Sino-Australian Sino-Japanese Tianjin-Hongkong’s Tianjin-Taiwan’s
Our company is an enterprise solely owned by investor. 本公司是一个 商独资企业。（美、德、法）
foreign American German French 2.有关部门企业的经营范围
XXX Company is a state-owned enterprise specializing in . XXX公司是一家国营企业，专营 。（皮革制品、土特产品、日用工业品） household electrical appliances leather garment daily use industrial goods local specialty
The company deals in the import and export of . 该公司经营 （床上用品、工艺品、保健品）进出口业务。
glass ware bed clothes arts and crafts health products 3.有关产品性能和特点的介绍
soft and light 轻揉松软 neither too hard nor too soft 软硬适中 comfortable and easy to wear 穿着舒适轻便 high purity 高纯度 crease- resistance 防皱 drip-dry 快干 high resilience 富有弹性 good heat preservation 保温性好 extremely efficient in resisting heat 耐热性强 low noise level 低噪音 low power consumption 耗电省 economy and durability 经济耐用 long performance life/ durable in use/ durable service 经久耐用 reliable/ dependable performance 性能可靠 easy to use 使用方便 easy and simple to handle 操作简便 simple in operation and maintenance 易于操作和保养 convenient to cook 烹制简便 cool in summer and warm in winter 冬暖夏凉
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fine (in) workmanship 做工精细 exquisite traditional art 传统工艺
写信注意事项：
1.发邮件无subject主题，或者随便找一个以前的邮件直接回复一下。
?后果：以前的邮件是针对以前的某一件事情，邮件正文和主题都和现在的事情
无关.导致买家一头雾水，无法快速辨认。
2.邮件下方无签名(包括人名，公司名字，联系方式等)或者只有中文名字。
?后果：导致买家不知道你是谁？要知道，买家会接触，联系很多国家的不同供
应商，你在一段时间没有和买家联系后，突然发过去个邮件，对方很难判断你是谁?来自什么国家的什么公司？
3.邮件的发件人不要用中文。 如：联想公司张三，―联想公司张三‖很有可能会在买家那里显示乱码，哪怕不是乱码，对方也不一定可以看懂中文。
4.买家如果已经CC，把邮件抄送给第二个人，或者抄送给2个人以上(可能是买家的同事或者主管)，你回复的时候要按“reply all”，而不要只回复发件的那个人.买家发邮件CC的目的是希望多个人了解到目前此事的进展情况，你有义务回复全部的人.
5.回复买家邮件的时候要“reply with all history”,不要把历史记录删除，否则买家不知道先前发生的事情和交流的内容.也不要随意改变邮件的主题.一件事情，一个产品的邮件要保持一个邮件主题.
6.不要用晦涩难懂的缩写，如hv: have等.以免产生误解.也不要用俚语，尽量用专业术语清楚表达。
7.重要的内容可以用bold粗体加粗或者用大写.
8.不要全部用大写字母写邮件正文.如THANK YOU FOR YOUR EMAIL DATED NOV17,2006
9. 如果事情比较复杂，繁多的话，可以用 1234 注明.表达要简洁，直接，明确.不要把很多事情写在一段中，显得非常冗长，没有条理性.
10.不要用过多的感叹号.你在一个邮件中用了过多的感叹号，效果是和你一个都不用是一样的。
11.每一段中间要空一行，方便别人阅读
12.如果你是初学者，学习模仿以 英语 为母语的买家的写邮件方式也不失为一种有效的方法。
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Lesson Three
Skill Training
Business Letter Writing (II)
Letter of Enquiries
交易磋商是商品交易活动的一个重要环节,是订立合同的基础。从本课开始，所给出的四封信函案例分别是围绕询价、发盘、还盘、接受四个环节促成业务成交的。本课先来学习如何询价… 例1：
Abdulla Samih ? Co., 659 Saleem Road Karachi, Pakistan.
China National Import - Export Corp., Shanghai Branch Shanghai, China. Dear Sirs,
Re: Forever Brand Bicycles As we are advised by one of our clients that you are one of the leading exporters of Bicycles in Shanghai, we would like you to quote us CIF Karachi, for 350 sets bicycles with indication of specifications and the earliest date of shipment. If your price is reasonable, quality satisfactory and delivery acceptable, we will send you large orders.
We await your early reply with interest and shall appreciate it very much if you
will quote us your best price so as to enable us to conclude some business. Yours faithfully,
(signed) Abdulla Samih & Co. 例2：
Western Mechanical Wholesale Supply 237 Stevens Avenue NE Seattle, Washington 97453 USA
1-206-5551258
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Far East Tools Industry Corp. I/E Branch No.34, Mei Shu Guan Hou Jie Gong Cheng District Beijing China 100010
Dear Sir or Madam:
The Chase Bank has informed us that you are one of the leading exporters of tools and instruments in your country. As we have much interest in this line of the Chinese goods, we would appreciate your sending us catalogues, price-lists and, if possible, a full range of samples at your earliest convenience.
We should find it most helpful if you could give us detailed information of CIF price, discount, and term of payment.
As we often receive inquiries about this line of Chinese goods from our friends in various countries in Latin American, we shall be able to give you considerable orders if your quality is suitable and the prices moderate.
We hope this will be a good start for long and profitable business relation. Your very truly Robin Spencer Manager Notes:
quote v. 报价 offer v.; n. 提供； 报价 quotation n. 报价
order v.; n. 下订单； 订单 CIF = cost + insurance + freight 成本价+保险价+运费=到岸价格
六种主要的贸易术语
FOB (Free on Board) CFR (Cost and Freight) CIF (Cost, Insurance and Freight) CA (Free Carrier) CIP (Carriage and Insurance Paid to) CPT (Carriage Paid to) Useful Sentences
1. Seeing your advertisement in China Daily, we should be pleased to receive your latest price list for stainless steel tableware.
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2. We thank you for your intention to enter into business relations with us. At present, we are interested in your... and wish to receive a sample for which we will pay upon receipt of your advice.
3. We learn from our Embassy in your country that you are manufacturing and exporting a variety of Cassette Tape Recorders. As there is a good demand here we should appreciate your sending us a sample together with the prices of various models for which we will pay immediately upon receipt of your debit note.
4. Please be informed that one of our endorsers is in the market for... and we should be glad if you could send us your best prices with indication of time of shipment. 5. Your company has been introduced to us by Messrs.... with whom we have traded for many years. Would you please supply us with a complete set off catalogues for Textile Accessories so that we may make choice and work on them.
6. At present, we are keenly interested in bed-sheets and shall be glad if you will kindly send us your latest price list for bed-sheets in various colors specifying sizes and designs.
7. If possible, please send us a sample-cutting book for our reference.
8. We are pleased to inform you that there is good sale for your Drilling Machine, Model Z-33 and would ask you to send us your best offer. If your price is found competitive, we are confident there are good prospects for business.
9. We have much pleasure in enclosing an enquiry sheet for Great Wall Brand Canned Meat, each can containing 250 grams. This enquiry is from a very famous supermarket with branches all over the country. You will notice from the enquiry that their requirement is in large quantity and therefore price is of utmost importance in concluding the transaction.
10. If you are in a position to supply the goods as per the attached enquiry at very competitive price, we trust large orders will be obtained. 中译英：
1 你能报给我这些商品的价格吗？
2 所报价格需包括到温哥华的保险和运费。
3 希望您报成本加运费、保险费到温哥华的最低价格。
4 请告知我们贵方能供货的价格。
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5 若贵方价格合理，我们可能向你们大量订货。
6 若我方向你们长期订货，请告知能给予多少折扣，不甚感激。
7 请就下列每项货物向我方报成本加运费、保险费到西雅图的最低价 格，其中包括我们百分之五的佣金。
表示 ―最低价格‖的说法:
the lowest price , minimum price , lowest possible price, floor price, rock-bottom price, bed rock price 最高价格:
highest price, maximum price, best possible price, ceiling price 中等价格: moderate price 合理价格: reasonable price 正常价格: normal price 公平合理价格: fair / right price
课堂练习：
?1.我公司是一家中美合资企业，专营各种棉毛纺织品的业务，与贵市的GORDON company已有多年的业务关系。我们对贵公司各种颜色的床单感兴趣，希望能够尽快获得贵司的最新价目表。
?2.据悉贵公司能够出口新型相机RX-80型，希望能够惠寄相机目录一份，同时请告知其最低价格，以便我们与客户联系。
?3.希望你们能够告诉我们可提供的主要品种，最好能够寄给我们几份商品目录以及各种丝绸的剪样，以便我们选择。
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Lesson Four
Skill Training
Business Letter Writing (III)
Letters of Offers
例1
China National Import ? Export Corporation Shanghai Branch Shanghai China 19 November, 2003.
Abdulla Samih - Co., 659 Saleem Road Karachi Pakistan
Dear Sir,
Re: Forever Brand Bicycles
We thank you for your letter of 10th November enquiring for Forever Brand Bicycles.
We are exporting bicycles of various brands among which Forever Brand and Phoenix Brand are the most famous ones. They are in great demand abroad and our stocks are running down quickly. They are popular not only for their light weight, but also for the reasonable prices. We are confident that once you have tried our bike you will place repeat orders with us in large quantities. Based on your requirement, we are quoting as follows: Forever Brand bicycles:
20\ at US$ 25 per set 20\ at US$ 27 per set 26\ at US$ 27 per set 26\ at US$ 28 per set Payment Terms: By L/C at sight to be opened through a bank to be approved by the sellers.
Shipment: January/ February, 2004 provided the covering L/C reaches the sellers by the end of this year.
The above prices are under-stood to be on CIF Karachi basis net. Please note that
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we do not allow any Commission on our bicycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets.
The above quotation is made without engagement and is subject to our final confirmation.
Meanwhile, we would like to take this opportunity of introducing to you our Phoenix Brand Bicycles which enjoy the same popularity as Forever Brand. Enclosed please find a copy of our illustrative catalogue which will give you all the details. We hope you will find them interesting and let us have your orders. We look forward to your early reply. Yours faithfully, (signed)
China National Import Export Corp.
Encl…. 例2：
Far East Tools Industry Corp. I/E Branch No.34, Mei Shu Guan Hou Jie Gong Cheng District Beijing China 100010 May 16, 2008
Mr. Spencer
Western Mechanical Wholesale Supply 237 Stevens Avenue NE Seattle, Washington 97453 USA
Dear Mr. Spencer:
We welcome your enquiry of May 6 and thank you for your interest in our product. We are enclosing some copies of our illustrated catalogues and price-lists giving the details you ask for. Also under separate cover, we are sending you a full range of samples, which will show you clearly the quality of our products.
We allow a proper discount according to the quantity ordered. As to the terms of payment, we usually require L/C payable by sight draft.
We are confident that the samples and the terms submitted will give you every
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satisfaction and lead to business with you.
We are looking forward to your order and you may be assured that it will receive our prompt and careful attention. Very truly yours, Guangming Pan Manger
Enc.: Catalogues and price-lists 例3
November 24, 2007
To: Mr. Ray Dole Start Junior Ltd. 158 St. John Street London, United Kingdom Taipei Trading Co. Taipei, Taiwan Tel: xxxxxxxxxx Fax: xxxxxxxxxx
Dear Mr. Dole:
We have the pleasure to submit you the following offer under the terms and condition set forth below:
Commodity: The Seed of Sunflower (Taiwan origin) Price: US$789.00 per M/T FOB Kaohsiung
Packing: 30kg, net packed in bag (plastic bag inside and gunny bag outside)
Size: About 270 cuft. Per M/T
Shipment: From the middle of March 2008 to the end of March 2008 partial shipments allowed
Payment: By confirmed and irrevocable L/C at sight for full amount in our favor.) L/C should be opened two weeks prior to shipment. Remark: 1.This offer is valid until Dec.15 2007
2. The minimum order for each shipment is 30,000kg 3. Your order is subject to our final confirmation
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Yours faithfully (Signature) Paul Wang
Sales Manager
Useful Sentences
1. We thank you for your letter of 12 March and have the pleasure of offering you the following…
2. We have pleasure in quoting as follows:…
3. We have pleasure in offering you the following goods:…
4. We are pleased to inform you that our prices are quoted CIF Hamburg. 5. This offer is firm (open) (valid) for 5 days.
6. This is a special offer and is not subject to our usual discount. 7. This article is in good (great, heavy) demand.
8. After carefully calculating the price again, we decide to make a further concession of US ＄2 per yard in the hope that this would lead to an increase in business between us.
9. We offer, subject to your reply reaching here on or before 28th February, 500 Phoenix Brand Bicycles at ￡12 per set C1F London for shipment in April. 10. We have received your letter of ... and are pleased to quote you for 1.500 dozen Men's Shirts as per the sample sent you before, at the price of US ＄5 per piece CIF New York for prompt shipment.
?外贸函电案例分析：
Your message has been received. Thank you.
It is difficult to understand your inquiry of 56mm waterproof speaker which can handle 102db, because through our vast experience, it is almost impossible in technology. Can you supply us with your sample? If so, it would be big help to this project.
Hope we could work together. Yours faithfully,
修改一下： Dear Mr. Jones:
Thank you for your inquiry dated April 9.
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Regarding the product you are looking for, currently our factory doesn't have the exact specification as you mentioned. We would appreciate it if you could supply us more details about the product you need, such as usage, product structure, material, working condition and so on. That will help us to see if we are able to meet your specifications.
Please take a moment to review some similar products in the enclosed catalog. They are all of high quality and have been exported to many countries worldwide. Thanks again and we are looking forward to establishing a business relationship with your company in the near future.
Any of your early comments will be highly appreciated. Best regards, Chen Rong
Director, International Marketing Zhejiang Golden Textiles
Lesson Five
Skill Training
Business Letter Writing (IV) Letters of Counter-offers
例1：
Abdulla Samish Co., 659 Salem Road Karachi Pakistan
China National Import Export Corp. Shanghai Branch Shanghai, China.
Dear Sirs,
Re: Forever Brand Bicycles
We thank you for your letter of 19th November quoting us for the captioned Bicycles.
While appreciating the quality of your bicycles, we find your prices are too
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high to be acceptable. May we refer you to S/C No. 89 SP ---7542 against which we booked with you 1,000 Bicycles of the same brand at the prices about 10% lower than those you now quote us. Ever since then the prices of raw materials have dropped considerably and the retail prices of your Bicycles here have also fallen by 5%. To accept your present quotation would mean a heavy loss to us, not to speak of profit. We would, however, very much like to place further orders with you of you could bring down your prices at least by 15%. Otherwise we can only switch our requirements to other suppliers.
It is hoped that you would seriously take this matter into consideration and let us have your reply soon. Yours faithfully, (signed)
Abdulla Samih & Co. 例2：
Mr. Jack Paul Sunny Enterprises Odense Denmark
5/F Foreign Trade Building Zhanqian Road, Nanchang, Jiangxi 330002, China Phone: (86-791) 6223237 Fax: (86-791) 6223843
Dear Mr. Paul，
Bitter Apricot Kernels, 2007—Corp
We acknowledge receipt of your letter dated July.6, 2007, from which we note that you wish to have an offer from us for 50 metric tons of Bitter Apricot Kernels, 2007 corp., for shipment to Odense.
We are making you, subject to your acceptance reaching us by August 15, Beijing time, and the following offer:
―50 metric tons of Bitter Apricot Kernels, FAQ 2007—Corp, at RMB 2,250 per metric ton CIF2% Odense, shipment per steamer during August/September with transshipment at Copenhagen. Other terms and conditions same as usual, with the exception of insurance which will cover all risks and war risk for 110% of the total
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invoice value.‖
As no direct steamer is available from her to Odense, the parcel will have to be transshipped at Copenhagen. Please note that the additional cost from Copenhagen to Odense is included in the quoted price. We look forward to your early reply. Yours truly, (Signature) Yuelai Pan Manger 例3： July 12, 2007
Mr. Yuelai Pan
Jiangxi Cereals, oils and Foodstuffs I/E Corp. 5/F Foreign Trade Building Zhanqian Road Nanchang, Jiangxi 330002 China
Dear Mr. Pan:
Bitter Apricot Kernels, 2007--Corp
We are in receipt of your letter of July 10, 2007, offering us 50 metric tons of the captioned goods at RMB 2,250 per metric ton on the usual terms.
In reply, we regret to inform you that our buyers in Odense find your price much too high. Information indicates that some parcels of Turkish origin have been sold her at a level about 10% lower than yours.
We do not deny that the quality of Chinese kernels is slightly better, but the difference in price should, in no case, be as big as 10%.
To step up trade, we, on behalf of our buyers, counter offer as follows, subject to your reply being received here by August 18, our time.
― 50 metric tons of Bitter Apricot Kernels, 2007—Corp at RMB 1925 per M/T CIFC2 Odense with transshipment at Copenhagen, other terms as per your letter dated July 10, 2007.‖
As the market is declining, we recommend your immediate acceptance. Yours truly
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Since this is an urgent matter, please amend the L/C immediately. Your prompt attention to this matter will be appreciated. Yours faithfully, (Signature) Liangcai Pang Vice General Manager
Granting Extension of the L/C
Dear Mr. Pang:
Re: Extension of L/C No.6543
We are in receipt of both your telex and letter dated June 15, contents of which have been duly noted. In compliance with your request, we have already instructed our bank to extend by telex the dates of shipment and validity of our L/C to August 31 and September 15 respectively. We trust the telex extension must have reached you by now.
Please make necessary arrangements for delivery to have the shipment effected on time.
We look forward to receiving your shipping advice. Yours very truly, Sam Auberon Manager
Reusing Extension of the L/C
Dear Mr. Pang:
Re: Extension of L/C No.6543
We have received both your telex and letter dated June 15, in which you ask us to extend the dates of shipment and validity of L/C to August 31 and September 15 respectively.
We are sorry to inform you that your import license cannot be extended after expiration, therefore, please see to it that the goods under the relative L/C be shipped within the validity of L/C.
We look forward to receiving your shipping advice. Your very truly, Sam Auberon
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Notes
Letter of credit （L/C）信用证 常与之搭配的动词短语有：
To establish/open an L/C 开立信用证 To rush/urge establishment of L/C 催开信用证 To examine/check the L/C 审核信用证 To amend the L/C 修改信用证
Choose the best answer:
1.Please amend L/C No.987 to ＿ ―This L/C will expire on 28 February, 2008 in China.‖
A. read B. reading C. express D. expressing 2.Your L/C No5432 calls ＿ shipment to be made in October while S/C stipulates that the shipment is to be made in November.
A. on B. for C. about D. to
3. It has been found in your L/C that the amount is US$330 short as ＿ the total value of the S/C.
A. to B. for C. against D. with
4.Please amend your L/C No.ED356 ＿ transshipment instead of ― Transshipment Not Allowed‖ as laid down in the L/C.
A. allowing B. allow C. to allow D. allowed 5.In your L/C No245, the word ―ABOUT‖ before the quantity and amount is ＿. A. miss B. missing C. missed D. omit
6.For the sake of convenience, we have arranged ＿ our bank to open an involving L/C in your favor.
A. with B. for C. to D. at 7.Your L/C No.356 is insufficient ＿ amount.
A. to B. in C. for D. about 8.It is hoped that you will not cut the time too ＿ when opening L/C in future. A. good B. well C. fine D. kind
Translate the following into English:
1.货已备妥待运多时，请告知信用证开出的确切时间
2.请尽快开立信用证，因为我们想赶上本月底启航的直达船。
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3.如果你们不能及时开出信用证，由此延误造成的损失由你们负责。
4.经检查，我们发现你们的信用证金额不足，请将单价金额由123美元加到125美元，总金额加到23，440美元。
5.你方第987号销售确认书项下的876号信用证已收到，我们发现其中价格条款CFR错写为CIF,请做相应修改。
Payment by other methods
?CWO-Cash with Order ?Open Account
Check Banker’s Draft Telegraphic Transfer International Payment Order International Money Order
?Collection
D/P D/A D/P·T/R
Asking for Easier Term of Payment
Dear Mr. Deng: Our Order No.12 We have studied the specifications and price list of your new paints and varnishes and now wish to place the enclosed order with you. As we are in urgent need of several of the items, we should be glad if you would make up and ship the order as soon as you possibly can.
In the past we have dealt with you on sight credit basis. Now, we would like to propose a different way of payment, i.e., when the goods purchased by us are ready for shipment and the freight space booked, you cable us and we will remit you the full amount by T/T. The reasons are that we can thus more confidently assure our buyers of the time of delivery and save a lot of expenses on opening the letter of credit. As we feel this would not make much difference to you but would facilitate our sales, we hope you will grant our request.
We look forward to your confirmation of our order and your affirmative reply to our new arrangements of payment.
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Yours truly Alexander Tomas Managing Director
Agreeing with Easier Terms of Payment
Dear Mr. Tomas: Your Order No.12 We are pleased to acknowledge your order of April 5 for our new paints and varnishes.
The arrangements you proposed to meet our accounts are quite satisfactory. All items included in your order can be supplied from stock and will be pack and shipped immediately your remittance by T/T is received. The following documents will airmailed to you directly after shipment is made: 1)Bill of Lading in duplicate; 2)Invoice CIF Tripoli in triplicate;
3)Insurance policy for 11% of invoice value; 4)Certificate of Quality
You may rely upon our giving prompt attention to this and any further orders you many place with us. We will of course notify you by fax as soon as your order is shipped. Yours sincerely Mr. Qiang Deng
Requesting for Payment by D/A
Dear Mr. Liu:
Thank you for your letter of December 4. We are pleased that you have been able to ship our order in good time but we are surprised that you still demand payment against payments. After long years of satisfactory trading we feel that we are entitled to easier terms. Most of our suppliers are drawing on us at 60 days documents against acceptance, and we should be grateful if you could grant us the same terms. We are looking forward to your favorable reply. Yours truly T. Singh Chief Buyer
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Granting the Request for Payment by D/A
Dear Mr. Singh:
We have received your letter of 19th December in which you ask for an easier term of payment.
In consideration of the very pleasant business relationship we have had with your firm for more than 15 years, we have decided to agree to your suggestion. We shall, therefore, in future draw on you at 60 days, documents against acceptance, and trust that this term will suit your requirements.
We hope that our concession will result in a considerable increase of your orders and assure you that we shall always endeavor to execute them to your complete satisfaction. Your truly, Mark Liu General Manager
Suggesting the payment by D/P
Dear Mr. Robert:
Re: ―Chrysanthemum‖ Brand Vacuum Cleaner We received your letter of Dec.9, and appreciate your intention to push the sales of our vacuum cleaner in your country.
We regret that we are unable to consider your request for payment on D/A terms, as a rule, we ask for payment by L/C.
But, in view of our friendly relations, we will, as an exceptional case, accept payment for your trial order on D/P basis. In other words, we will draw on you by documentary draft at sight, through our bank, on collection basis, without L/C. We hope the above payment terms will be acceptance to you and expect to receive your trial order in due course. We look forward to your early reply. Your faithfully, Newsy Lee Marketing Manager
Modified Terms of Payment
Dear Mr. Wahid:
Your fax of December 13 has been received with thanks.
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