外贸英语函电知识整理

外贸英语函电复习

考试题型：①汉译英30’/10②单选：20’/20③（用单词正确形式）填空：20’/10④short answer：20’/5⑤letter：10’ Short answers:

Unit1 Introduction to Business Letters(商务信函概论) 1. Functions of Business Letters :

①to inform, which refers to conveying the vast amount of information needed to day-to-day operations of the business;

②to influence, which means that messages included in a business letter should also

influence the reader’s attitudes and functions.

2.Writing principles of business letter (7C原则) ：① Courtesy 礼貌② Consideration体谅 ③ Completeness 完整 ④ Clarity 清楚 ⑤ Conciseness 简洁⑥Concreteness 具体 ⑦ Correctness 正确 Unit3 Inquiries（询盘）

3. Generally speaking, inquiries fall into two categories: a General Inquiry and a Specific

Inquiry. In a General Inquiry (一般询价), the importer may ask only for catalogues, price lists,

samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter.

In a Specific Inquiry(具体询价), the importer points out what products he needs and asks for a quotation or an offer for this item.

Unit4 Offers ＆ Quotations（报盘和报价）

4. In the international business, offers can be divided into two kinds:（注意实盘和虚盘的区别）

A firm offer (实盘)— A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time.

A non-firm offer (虚盘)— Unlike a firm offer, a non-firm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers. Definition of firm offers:

Firm offers are made when the sellers promise to sell goods at a stated price and within a stated period of time.

Definition of non-firm offers:

Non-firm offers are offers with reservation clause. Unit7 Counter-offers(还盘)

5. Definition of a counter-offer:A counter-offer is virtually a partial rejection of the original

offer. It also means a counter proposal put forward by the buyer. Unit8 Placing & Confirming an Order(订单及确认订单) 6. An order should at least contain the following points:

1. description of the goods, such as specification, size, quantity , quality and article number (if any);

2. prices(unit prices as well as total prices); 3. terms of payment; 4. mode of packing;

5. time of transportation, port of destination and time of shipment etc. .

Unit12 Urging Establishment of L/C (催开信用证) 7. When shall L/C be opened:

It is the usual practice that the letter of credit is to be opened and to reach the sellers 30 days ahead of shipment. Unit14 Shipment(装运)

8. Three parties involved in the movement of the goods: the consigner(发货人) — who

sends the goods; the carrier(承运人)— who carries them; the consignee(收货人)— who receives them at the destination.

9. A shipping advice usually contains the following points:

the date and number of bill of lading(B/L, 提单) the date and number of the contract

the names of commodities and their quality and value the name of the carrying vessel

the name of the shipping port/loading port (装货港) the estimated time of departure(EDT，预定起航日期) the name of the destination port (目的港) the estimated time of arrival(ETA，预定到港日期) a list of the relevant shipping documents (货运单据) thanks for patronage

Unit15 Packing & Shipping Marks (包装和唛头) 10. Factors which influence the nature of packing:

value of the goods nature of the transit nature of the cargo

compliance with customers’ or statutory requirements

resale value of packing materials, general fragility of cargo

variation in temperature during the course of the transit

ease of handling and stowage insurance acceptance conditions cost of packing

11. Two forms of packing:

large packing/ outer packing, i.e. packing for transportation small packing/ inner packing, i.e. packaging or sales packing

选择题：

1. An exporter cannot receive payment until the goods on consignment D sometime in the future.

A．have offered for sale B．arrive at destination C．are quoted D．have been sold 2. We have made D that we would accept D/A at 60 days' sight for this order. A．clearB．it is clearC．that clear D．it clear

3. C an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C.

A．AtB．InC．On D．From

4. We find your terms C and now send you our order for 2 sets of generators.

A．satisfiedB．satisfactionC．satisfactoryD．of satisfaction 5. We have D at 30 days' sight for the contracted value.

A. written to youB．called on youC．sent to you by air mail D．drawn on you

6. We regret B to accept your terms of payment and therefore have to return the order to you.

A．cannotB．being unableC．not able D．not be able 7. We will consider B your terms of payment. A．accept B．acceptingC．acceptedD．to accept 8. We are now A your order of June 19.

A．in receipt ofB．upon receipt ofC．on receipt of D．in reception of

9. We are pleased to inform you that we can supply D all the items you require. A．youB．to youC．for you D．you with

1. Mr. Sidney has been our _________ salesperson. ( D )

A. poorest B. worstC. earliest D. most successful 2. We trust that you will find our goods _________. ( B )

A. to be attractive B. attractiveC. attracting D. attract your attention 3. Our products enjoy _________ in world market. ( C )

A. good seller B. most popularC. great popularity D. selling fast 4. This offer is _________ your acceptance by E-mail on or before March 15.( B) A. effective of B. effective for C. effective to D. effectively for 5. If you are interested, we will send you a sample lot _________ charge. ( D) A. with B. in C. for D. free of

6. The exhibition has _________ to offer that you will find interesting.( C ) A. many B. much C. more D. many a 7. This price is _________ of your 5% commission.( B ) A. includes B. inclusive C. covering D. including

8._________ your request, we are sending you a catalog and a sample book for your reference.( C )

A. According B. As C. At D. About

9. On orders _________ 1,000 pieces or more we give a special discount of 5%.( B ) A. on B. for C. at D of

10. _________ the present market trend, we have to say that our price is really the best we can quote.( C )

A. With B. OnC. Because D. For

1. We assure you that any further orders you may ______ will always be carefully attended to. ( B )

A. place us B. place with us C. make us D. make with us 2. ______ of our efforts, we have persuaded our clients to accept your offer. ( C )

A. Result in B. Result from C. As a result of D. With the result in 3. We are pleased that we have booked ______ 2000 pcs. bicycles. ( D )

A. your order B. with you C. an order with you D. an order with you 4. We suggest that shipment of our order ______ effected in May instead of June. ( D ) A. is B. will be C. is to be D. be

5. Following your order ______ 400 metric tons of rayon last year, we are pleased to receive your order No. 876 ______ the same quantity. ( A )

A. for, of B. of, of C. of, with D. of, for

6. We are glad to receive your order of yesterday, ______ regret that we are not able to supply the goods you ordered ______ the end of May. ( B )

A. and, by B. but, by C. but, for D. and, for Unit Nine Declining an Order (谢绝订货)

7. We understand that the goods can be supplied ______ A stock. (A ) A. from B. out C. in D. out from

8. The goods are urgently needed, we ______ hope you will deliver them immediately. ( C ) A. in the case B. hence C. therefore D. for

9. We place this order______the understanding that the goods will be shipped by April. ( C ) A. based on B. with C. on D. through 10. Meanwhile we confirm ______ from you the following items. ( C )

A. to purchase B. purchase C. having purchased D. to have purchased Unit Nine Declining an Order (谢绝订货)Exercise

1. A 4% discount will be granted only ______ your order exceeds US$ 20000. ( C ) A. depends on B. for condition that C. on condition that D. subject to

2. An exporter cannot receive payment until the goods on consignment ______ sometime in thefuture. ( D )

A. have offered for sale B. are quoted C. arrive at destination D. have been sold 3. We have made ______ that we would accept D/A at 60 days’sight for this order. (D ) A. clear B. it is clear C. that clear D. it clear

4. ______ an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C. (C)

A. At B. In C.On D. From

2. We believe that there is a ready market ______ the goods in your place.( C ) A. of B. about C. for D. with

3. With a view ______ the market at your end we have offered you our bottom price.(A) A. to promoting B. to promote C. of promote D. into promoting 4. Our suggestion is that you ______ the similar article _____what you request at a lower price than quoted owing to similarity in function. ( D) A. recommend, as B. replace, by C. take, into D. substitute, for 5. We agree to reduce your price ______ USD 160 per pair FOB Shanghai.(B) A. at B. to C. of D. for

6. We have decided to make a further concession ______ 5% per box in order to help you to increase the business with us. ( A)

A. to B. of C. on D. about

7. We regret that our low prices ______ narrow margin of profit. ( A) A. leave us with B. include C. earn D. give

8. We feel regretful that you ask us to allow you a commission ______ 10% on each sale. ( A) A. of B. to C. on D. /

Exercises(课堂练习)

Unit 2Establishing Business Relations (建立贸易关系)

1. We learn from your letter of May 12 that you are _in__ the market for Chinese Black Tea. 2. They have been _in__ the wool trade for quite a number of years.

3. _Upon__ receipt of your detailed requirements, we shall be glad to give you our latest quotations.

4. Should your price be _in__ line with the prevailing international market rate, we trust large business can be concluded.

5. If the price is reasonable, we will place large orders _with__ you. 6. We look forward _to__ receiving your favorable reply.

7. Having obtained your name and address _from__ the newspaper, we are writing you in the hope of establishing business relations with you.

8. We take this opportunity to approach you _for__ the establishment of the trade relations with you.

9. We can meet your requirement _for__ Walnutmeat.

10. We are sending you our latest catalogues _under__ separate cover.

1 请报我方100公吨大米的最低价CIF广州，并表明最早交货期。

Please quote us your lowest price CIF Guangzhou for 100 metric tons of rice, stating the earliest date of shipment.

2 我们相信如你方价格有竞争力，我们能向你方大量订购。

We believe that if your price is competitive, we can place a large order with you. 3 若产品质量好，价格与我方市场相符，我们愿意向你方订一大笔货。

If the product is of good quality, and the price is in line with the market at our end, we would place a big order with you.

4 目前，我们对各种葡萄酒感兴趣，如果能通过航空邮寄最近的价目表，我们将非常感激。 At present, we are keenly interested in all kinds of wines and shall be glad if you will kindly send us your latest price list by airmail.

5 按惯例，我们通常从欧洲供应商处得到5%的佣金。

As usual, we usually get a 5% commission from European suppliers. Dear Sirs,

We (1) learn from the Internet that you are a large buyer of table-cloth. As this article (2) lieswithin the scope of our business activities. We (3)take this opportunity to express our wish to (4) establishbusiness relations with you.

Chinese table-cloths are famous for their good (5) quality and fine workmanship. They have enjoyed great (6)sales in the American market . We are sure that (7)through/by/with our joint efforts they will meet with a favorable reception in your country.

In order to give you a general idea of our various table-cloths, we are airmailing to you (8) under separate cover a copy of (9) catalogueWe shall be glad to send you offers upon (10)receipt of your specific enquiries. We hope to hear from you soon. yours faithfully. Dear Sirs,

We have learnt from the Chase Bank(大通银行) that you are one of the leading

importers of tools and instruments in your area. We take the liberty of writing this letter to you

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