第一篇：外貿(mào)函電教案(完整)

Chapter One Business Letter Writing

第1章 商務(wù)書信寫作

? Time Allotment Introduction(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 第1節(jié) 商務(wù)書信的結(jié)構(gòu)和格式 Structure結(jié)構(gòu)：

1、The Heading 信頭

2、The Inside Address 封內(nèi)地址

3、The Salutation 稱呼

4、The Subject Heading or Caption 事由

5、The Opening Sentences 開頭語

6、The Body of the Letter 信的正文

7、The Closing Sentences 結(jié)束語

8、The Complimentary Close 結(jié)尾禮詞

9、The Signature 簽名

10、The Enclosure 附件

11、Postscripts 再啟 Layout格式：

1、Indended Style 縮行式

2、Block Style 齊頭式/平頭式

3、Modified Block Style 改良的齊頭式/平頭式

4、Semi-block Style with Indended Paragraphs 混合式

Section Two Superscription 第2節(jié) 角標(biāo)

Section Three Dissimilarities in Letter Writing 第3節(jié) 英美書信的不同寫法

Supplyment 補(bǔ)充 ：Some Useful Sentences on Opening Sentences and 頭語和結(jié)束語常用例句。

? Main Points Section One The Structure and Layout of a Business Letter 第1節(jié) 商務(wù)書信的結(jié)構(gòu)和格式 Structure 結(jié)構(gòu)

1.The Heading 信頭

2.The Inside Address 封內(nèi)地址 3.The Salutation 稱呼

Closing Sentences.開1 4.The Subject Heading or Caption 事由 5.The Opening Sentences 開頭語 6.The Body of the Letter 信的正文 7.The Closing Sentences 結(jié)束語 8.The Complimentary Close 結(jié)尾禮詞 9.The Signature 簽名 10.The Enclosure 附件 11.Postscripts 再啟 Layout 格式

1.Indended Style 縮行式

2.Block Style 齊頭式/平頭式

3.Modified Block Style 改良的齊頭式/平頭式

4.emi-block Style with Indended Paragraphs 混合式 Section Three Dissimilarities in Letter Writing 第3節(jié) 英美書信的不同寫法

1.英式的書信格式是縮行式或混合式,而美式則是絕對(duì)平頭式或改良平頭。

2.稱呼用法,英式一般用Dear Sirs,后用逗號(hào)。美式則用Gentlemen:后用冒號(hào)。

3.結(jié)尾語的用法,英式和美式的習(xí)慣各不相同,在美式中Sincerely yours,只限用于商業(yè)書信。英式則不然,商業(yè)書信或親友間來往書信中都可用。

4.日期寫法也不相同,英式是按日—月—年的順序。美式則按月—日—年的順序。

5.信封寫法的不同點(diǎn)：收信人的姓名、地址,英式多用縮行式,美式則用平頭式。另外,發(fā)信人的姓名、地址,英式寫在左下角,美式寫在左上角。航空信的空郵字樣“AIRMAIL”“VIA AIR MAIL,”“BY AIR MAIL,”英式寫在信封的左上角,美式則寫在貼郵票的下方。

? Supplements 常見問題1-1 打日期要注意下列各點(diǎn): 1.年份應(yīng)完全寫出,不能用(00)來代表(2000)。

2.月份要寫英文名稱,不能用數(shù)字來代替。如(3／9／99)等不能在正式函件中使用。

3.月份名稱可用縮寫,如Aug.代替August;Oct.代替October;但May,June,July本身很短,不 再減縮了。

4.日期有時(shí)用1,2,3,4,5,?,11,12,?,21,22,23,24,?,31等,有時(shí)用3rd,4th,5th,?,11th,12th,?,21st,22nd,23rd,24th?,31st.日期最好用基數(shù)字,不用序數(shù)字。

注意:月份和日期之間不要用標(biāo)點(diǎn)點(diǎn)開,年份之前,必須用逗號(hào)點(diǎn)開。日期可用1,2,3,4,或 用1st,2nd,3rd,4th.但各國(guó)各地習(xí)慣不同,不可一概而論。

常見問題1-2 說明:在公司名稱的前面加c/o(care of),意思是由其轉(zhuǎn)交,說明本信是一封私人信要由 本人拆封,總收發(fā)不要拆。有時(shí)候外國(guó)商人來我國(guó)訪問未到達(dá)以前,無一定信址,信件常由邀 請(qǐng)公司轉(zhuǎn)交,千萬不要誤拆,以免誤會(huì)。

常見問題1-3 如果函件要抄送其他有關(guān)單位,同時(shí)使對(duì)方也知道已抄送其他單位可在信件最后的左下角注明“CC to xxx”或“CC xxx”。CC是carbon copy二字的縮寫。

常見問題1-4

1st,2nd 縮行式(Indented Style)： 封內(nèi)地址和其需要分行的地方的后一行,都比前一行縮進(jìn)二格或三格;信的正文,每一段的開始一行都縮進(jìn)若干格(一般與稱呼末一字母取齊)。

平頭式(Block Style)：凡是用打字機(jī)打上去的每一行字,包括(完全或絕對(duì)平頭式)日 期、封內(nèi)地址、事由和結(jié)尾禮詞,都是從左邊的空白邊緣打起。

改良平頭式(Modified Block Style)：這種格式,除日期,結(jié)尾禮詞和簽名部分外,其他部分每行開頭都與左邊空白邊緣看齊。

混合式(Semi-block Style with Indented Paragraphs)：封內(nèi)地址及其他需要分行的部分,采用平頭式,而第一段開始行采用縮行式。兩種格式的混合采用所以稱之為混合式。

? Afterclass Exercise Arrange the following in proper form as they should be set out a letter: 請(qǐng)將以下商業(yè)書信的組成部分按其正確格式

排置成一封完整信函：

1)Sender?s name: China National Light Industrial Products Import & Export Corporation.Shanghai Branch 2)Sender?s address:128 Huchiu Road, Shanghai, China  3)Sender?s cable address:INDUSTRY SHANGHAI 4)Sender?s telex address:33054 INDUS CN 5)Date:March 23,20.6)Receiver?s name:H.G.Wilkinson Company, Limited 7)Receiver?s address:245 Lombart Street, Lagos, Nigeria 8)Salutation used: Dear Sirs, 9)Subjectmatter: Sewing Machines 10)The Message:  We thank you for your letter of March 16 enquiring for the captioned goods.The enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection. 11)Complimentary close: Yours faithfully，Chapter Two Establishing Business Relations

第2章 建立業(yè)務(wù)關(guān)系

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 5 Sample Letters 5封樣信

Supplyment 補(bǔ)充 ： Some Useful Sentences on Establishing Business Relations.建立業(yè)務(wù)關(guān)系的常用例句。

? Main Points 常見詞匯 2-2 owe vt. a.該把??歸功于,認(rèn)為是靠??的力量(后接介詞to) He owes his success to chance. 他認(rèn)為自己的成功在于機(jī)遇。 We owe your name and address to?  承蒙??告知你公司的名稱和地址。

 b.欠(債等),該向??支付

 owe sb a large sum＝owe a large sum to sb  欠某人一大筆錢

 IOU＝ I Owe You 欠條

 write out／issue IOU 打欠條

常見詞匯 2-3 market  1)n.市場(chǎng),銷路

 auction market   拍賣市場(chǎng)  bond market    債券市場(chǎng)  corner the market   囤積居奇  exchange market   外匯市場(chǎng)  financial market   金融市場(chǎng)  hit the market  （口）投入市場(chǎng)  money market   金融市場(chǎng)  futures market   期貨市場(chǎng)

 niche market   利基市場(chǎng)，泥區(qū)市場(chǎng)  secondhand market  舊貨市場(chǎng)  securities market   證券市場(chǎng)  service market   勞務(wù)市場(chǎng)  a.in the market for 要買  We are in the market for wool. 我們要買羊毛。

 b.come to(into)the market上市

 We will contact you as soon as the new crop comes to the market. 一俟當(dāng)年收成上市,我們定將和你方聯(lián)系。 c.find a market 找銷路

 We are trying to find a market for this article. 我們正在努力為此項(xiàng)商品找銷路。

 We regret we cannot find any market for this article. 我們很抱歉不能為此項(xiàng)商品找到銷路。  d.good(poor, no)market 暢銷(滯銷,無銷路) There is a good(a poor, no)market for these articles. 這些商品暢銷(滯銷,無銷路)

 e.in the market要買或要賣

 Please cable us as soon as you are in the market. 一俟你方要買(賣)時(shí),請(qǐng)電告。  2)v.銷售,推銷

We will try to market this product at our end if you allow us a 5% commission.如你方給傭金5%,我方愿在我地設(shè)法推銷這一商品。

 常見詞匯 2-4 trade  1)n.貿(mào)易,行業(yè)

 In recent days, there has been a slow down in our trade with you. 最近我方和你方的貿(mào)易有所減少。 2)v.從事貿(mào)易,做生意,經(jīng)營(yíng)

(和某人做貿(mào)易后接介詞with;經(jīng)營(yíng)某項(xiàng)商品后接介詞in)  We do not trade with them. 我們不和他們進(jìn)行貿(mào)易。

 They trade mainly in cotton piece goods. 他們主要經(jīng)營(yíng)棉布業(yè)。

 trade relations=trading relations=business relations  有關(guān)trade的常見短語

 barter trade     易貨貿(mào)易  barriers to trade   貿(mào)易壁壘  bilateral trade    雙邊貿(mào)易  compensation trade    補(bǔ)償貿(mào)易  frontier trade     邊境貿(mào)易  improvement trade    加工貿(mào)易  multilateral trade    多邊貿(mào)易

 transit trade     轉(zhuǎn)口貿(mào)易,過境貿(mào)易  trade friction     貿(mào)易摩擦  trade gap     貿(mào)易失衡

 trade practice     貿(mào)易慣例,貿(mào)易習(xí)慣  trade procurator   商務(wù)代理人  trade representative  商務(wù)代表

trade terms     貿(mào)易條件

常見詞匯 2-5 sale n. 1)出售, 賣

 We confirm the sale to you of 500 metric tons Yellow Soybeans. 茲確認(rèn)向你方出售500公噸黃大豆。 2)銷貨,交易,銷路

 Bicycles command a ready sale in the US market.自行車在美國(guó)市場(chǎng)得到暢銷。

Is there any sale for this article? 這一商品有銷路嗎? Large sales are reported to have been made.據(jù)說大筆交易已經(jīng)做成。 3)(存貨的)減價(jià)出售,拍賣

clearance sale   清倉(cāng)拍賣

summer sale    夏季大拍賣

white sale   (床單、棉織物這些商品)降價(jià)出售

sales a.   售貨的,銷貨的,有關(guān)售貨的Sales Confirmation   銷售確認(rèn)書

Sales Contract  銷售合同

sales department   營(yíng)業(yè)部

sales account    銷售賬

sales allowance   銷貨折讓

sales promotion   推銷活動(dòng)

sales laws    銷售法

sales tax    銷售稅

salesman(saleswoman)  營(yíng)業(yè)員

sales manager    營(yíng)業(yè)主任

常見詞匯 2-6 in your district 在你地區(qū)

 in your place  on your side 在你地區(qū)或在你處

 at your end

常見詞匯 2-7 get in touch with 與??聯(lián)系

 When we are again in a position to supply, we shall not fail to get in touch with you.當(dāng)我們能再供應(yīng)時(shí),一定與你方聯(lián)系。

 As this item is handled by our Shanghai Office, please get in touch with them directly.由于此項(xiàng)商品是上海公司經(jīng)營(yíng),請(qǐng)與他們直接聯(lián)系。

常見詞匯 2-8 touch.v. 1)達(dá)到

 It is generally felt that the price has touched bottom(peach). 一般認(rèn)為價(jià)格已達(dá)到最低(高)點(diǎn)。 2)涉及  In your letter of March 5, you did not touch the point at issue. 你方3月5日的信未涉及問題的要點(diǎn)。 3)?？?/p>

 This steamer touches at Marsoilles. 該船在馬賽?？俊?/p>

4)引起(和副詞off)連用

 This development touched off an alternation of working plan. 這一發(fā)展引起了工作計(jì)劃的改變。

常見詞匯 2-9 item n.項(xiàng)目,條款,(商品的)品種,款項(xiàng)

We are working on the other items and will cable you as soon as possible.其他項(xiàng)目正在進(jìn)行,將盡早電告。

There are several items of commission not yet paid.有幾筆傭金,尚未付清。

This is the bestselling item in this line.這是這類商品中最暢銷的品種。

Item Two of the agency agreement should be altered as?

代理協(xié)議的第二項(xiàng)應(yīng)改為??

常見詞匯 2-10 case 的有關(guān)短語： 

1)in case  a.如果,假若

 Please tell us in case you are interested in this article.  你方如對(duì)此商品感興趣,請(qǐng)告知我方。

 b.以備(萬一),以防(萬一) We would suggest your placing an order at present in case the new crop may fail.建議你們現(xiàn)在訂購(gòu),以防新貨歉收。 2)in any case 無論如何

 In any case we are unable to effect shipment in this month. 這個(gè)月我們無論如何無法發(fā)運(yùn)。 3)in case of 假若,如果,萬一

 In case of offer, please quote your best price. 如能報(bào)盤,請(qǐng)開最低價(jià)。

 4)in no case 決不

 Your may be assured that in no case will the L/C be delayed. 你方可放心,信用證決不會(huì)遲開。 5)in the case of 就??而言,至于

 In the case of payment terms, we are unable to accept D/P at 60 day’s sight.我方無法接受遠(yuǎn)期60天的付款交單。 6)in this case 假使這樣,既然這樣

 In this case, we will not fail to cable you an offer. 如果這樣,定去電給你報(bào)盤。

 7)such being the case 情況既然如此

 Such being the case, we regret being unable to make you an offer at present.抱歉我們目前無法報(bào)盤。

至于付款條件,情況既然如此,7

 常見詞匯 2-11 to be only too glad to?

 too前若有only, all, but, ready修飾時(shí),結(jié)構(gòu)表示肯定,相當(dāng)于to be very glad to?, to be much glad to?, to be very much pleased to?, to be more than pleased to? 十分樂于做某事??

 請(qǐng)注意:若“too”前面沒有only時(shí),就有反義的含義。

 I would be only too glad to go with you. 我很樂于與你同行。

 We would be only too glad to make offers on RMB basis. 我們十分樂于以人民幣為基礎(chǔ)向你方報(bào)盤。

 Your letter of credit arrives here too late for us to ship your order before the end of this month. 你們的信用證到的太遲我們不能在本月底以前裝運(yùn)你方定貨。

? Supplements: 1.words 單詞

interest, inquiry, line, enclose, appreciate expressions 商業(yè)用語

state-operated corporation 國(guó)營(yíng)公司

state-designated second grade enterprise 國(guó)家指定二級(jí)企業(yè)

collective-owned enterprise 集體企業(yè)

individual-owned enterprise 私營(yíng)企業(yè)

merchandising enterprise 商業(yè)企業(yè)

township/rural enterprise 鄉(xiāng)鎮(zhèn)企業(yè)

barter trade 易貨貿(mào)易

compensation trade 補(bǔ)償貿(mào)易

frontier trade 邊境貿(mào)易

transit trade 轉(zhuǎn)口貿(mào)易,過境貿(mào)易

trade friction 貿(mào)易摩擦

trade gap 貿(mào)易失衡

classified catalogue 分類目錄

 descriptive catalogue 帶有說明的目錄

illustrated catalogue 有插圖的目錄

catalogue of industrial products 工業(yè)產(chǎn)品目錄

for your examination 供你方參考, 供你方查閱

financial position 財(cái)務(wù)狀況

cash position 現(xiàn)金頭寸

easy position 頭寸寬裕

to cover position 軋平頭寸

Sales Confirmation 銷售確認(rèn)書

Sales Contract 銷售合同

in your district 在你地區(qū)，在你處

phrases 短語

in case, in any case, in case of, in no case, in this case, such being the case 2.discriminations辨析 industrial與industrious begin, start與commence appreciable與appreciative 3.grammar points 語法點(diǎn) 當(dāng)if條件句中有助動(dòng)詞should, had或were時(shí),則可以省去if,而將should, had, were置于句首,從而構(gòu)成倒裝虛擬句,意義不變。

look forward to, recommend, We very much regret that?, to be only too glad to? too?

4.Wide selection of writing多種寫作選擇

We are trading company involved in import and export business.我們是一家經(jīng)營(yíng)進(jìn)出口業(yè)務(wù)的貿(mào)易公司。

We owe your name and address to the Commercial Counseller’s Office of the ?Embassy?

我們是從??大使館商務(wù)參贊處那得知你公司名址。

Through the courtesy of ? in ?， we notice that you are interested in doing business with us.承蒙在??的推薦，我們得知你方有意和我們做生意。

The Foreign Department of the Bank of China here has recommended your corporation as being interested in establishing business relations with?

在此地的中國(guó)銀行的海外部推薦你公司有意與做生意。

Your communication of the 28th May addressed to our sister corporation in ? has been passed on to us for attention and reply.你5月28日的信已轉(zhuǎn)交給在??的我姊妹公司處理并給予你方答復(fù)。

常見詞匯 2-1 inquiry 1)n.調(diào)查,詢問,詢盤,要貨。

通常用make inquiries表示詢問,很少用單數(shù),(指具體商品時(shí),通常用介詞for。指一般情況通常用介詞about)。

在日常生活中inquiry和enquiry只是拼法不同,沒有什么區(qū)別。

名詞enquiry是動(dòng)詞 enquire的派生詞。

We will make inquiries about the business possibilities of this new product of yours.我們將調(diào)查一下你方這種新產(chǎn)品的銷售可能性。

We will make inquiries at(of)the shipping company regarding the reason for the delay of the vessel.我們將向輪船公司詢問此輪遲誤的原因。

We thank you for your enquiry for carpets.我們謝謝你對(duì)地毯的詢盤。

There are large enquiries for iron wire from the Mid-east countries. 中東國(guó)家擬購(gòu)大量鐵絲。

 At the moment there are only small enquiries for this class of goods.目前對(duì)這種貨物僅有小數(shù)量的詢盤。

 2)v.詢問,詢價(jià),要貨

We acknowledge receipt of your letter of May 30 enquiring for alarm clocks. 你方5月30日詢購(gòu)鬧鐘的來信收到。

? Afterclass Exercise

Write a letter to a foreign company for establishing business relations covering the following contents：請(qǐng)依下列內(nèi)容致信一外企以與之建立業(yè)務(wù)關(guān)系：

1.the source of your information 2.your intention 3.your business scope 4.the reference as to your firm?s financial standing 5.your expectation

Chapter Three Enquiries

第3章 詢 盤

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 7 Sample Letters 7封樣信

Supplyment 補(bǔ)充：Some Useful Sentences on Enquiries.詢盤常用例句

Terms Used in Making Enquiries 詢盤專業(yè)術(shù)語

? Main Points: 1.根據(jù)2000年國(guó)際貿(mào)易術(shù)語解釋通則，所有的術(shù)語分為4個(gè)基本不同的類型。

一組為“E組”(EXWORKS),指賣方僅在自己的地點(diǎn)為買主備妥貨物；第二“F組”(FCA，F(xiàn)AS和FOB)，指賣方將貨物交至買方指定的承運(yùn)人；第三組“C”(CFR，CIF，CPI和CIP)指賣方須訂立運(yùn)輸合同，但對(duì)貨物滅失或損的風(fēng)險(xiǎn)以及裝船和啟運(yùn)后發(fā)生意外所發(fā)生的額外費(fèi)用，賣方不承擔(dān)責(zé)任；第四組“D”組(DAF，DES，DEQ，DDU和DDP)，指賣方須承擔(dān)把貨物交至目的地國(guó)所需的全部費(fèi)用和風(fēng)險(xiǎn)。

2.在國(guó)際貿(mào)易中，付款時(shí)間分為3種。

1)交貨前付款(Payment before delivery)2)交貨時(shí)付款(Payment as delivery)3)交貨后付款(Payment after delivery)

支付方式：

 1)匯款 Transfer/Remittance   Mail Transfer M/T   信匯

Telegraphic Transfer T/T  電匯

Banker?s Demand Draft D/D  票匯

2)托收 Collection Documents against Payment D/P 付款交單

Documents against Acceptance D/A 承兌交單  3)信用證 Letter of Credit L/C Irrevocable Letter of Credit  不可撤銷的信用證

Confirmed Letter of Credit  保兌信用證

Transferable Letter of Credit  可轉(zhuǎn)讓信用證

Sight Letter of Credit   即期信用證

Usance(Term, Time)Letter of Credit 遠(yuǎn)期信用證

Anticipatory Credit   預(yù)支信用證

Revolving Letter of Credit  循環(huán)信用證 Documentary Letter of Credit  跟單信用證

Clean Credit    光票信用證

4)分期付款

3.Words單詞

range, price, sample, order, quality, custom, require Expressions商業(yè)用語

actual price  實(shí)際價(jià)格

advanced price  上漲了的價(jià)格

average price 平均價(jià)格 securities dealer  證券商

dealership  additional quantity  average quantity  considerable quantity corresponding quantity as per sample  counter sample  equal to sample  full range of sample accept an order  article made to order  bank money order state credit 

state loan 

state of business  average quality  bad quality 

below the average quality freight tariff  green barriers to trade  non tariff barrier(s) currency regulations  detailed regulation  economic regulation agent an litern  agent middleman  agent service 

actual(physical)delivery forward delivery  near delivery 

prompt cash  prompt delivery  prompt payment marine surveyor survey report  Phrases 短語

經(jīng)銷權(quán),代理權(quán) 追加數(shù)量

平均數(shù)量

大數(shù)量

 相應(yīng)的數(shù)量 按照樣品

反樣,對(duì)等貨樣 和樣品相同

全套樣品 接受訂單 定制品

銀行匯票 國(guó)家信用 公債

經(jīng)濟(jì)情況平均質(zhì)量 劣質(zhì)量

 一般水平以下的質(zhì)量 運(yùn)費(fèi)費(fèi)率表

綠色貿(mào)易壁壘 非關(guān)稅壁壘

外匯條例 細(xì)則

經(jīng)濟(jì)調(diào)整 訴訟代理人

代理中間人 代理業(yè)務(wù)  實(shí)際交貨 遠(yuǎn)期(運(yùn)貨)近期(交)貨

即時(shí)付現(xiàn)

即期交貨、即期交付

即期付款

海事鑒定人 鑒定報(bào)告 11







 

 at a discount, place one?s order, place an order with sb., invite one?s attention to?, in good time, Please be(rest)assured of?, for your information, at?request(at the request of...)4.Discriminations 辨析

examine, inspect, scrutinize, audit與check order與indent gbuy與purchase select, elect, pick與choose mill, factory, plant與works 5.Grammar Points 語法點(diǎn)

suggest,demand, expect, require “介詞＋which”結(jié)構(gòu)的定語從句

6.Wide selection of writing多種寫作選擇

Many reports have been received from our selling agents in Hong Kong,?

 已收到許多來自香港的銷售代理人的報(bào)告??

 have received＝be in receipt of 以下幾種表達(dá)方式,意義相同,在日常信中常常遇見。 We are in receipt of your letter?

 We acknowledge receipt of your letter?  We acknowledge your letter?

 We have for acknowledgement your letter?  We have received your letter?

 We have the pleasure of acknowledging receipt of your letter?

? Supplements 1.根據(jù)2000年國(guó)際貿(mào)易術(shù)語解釋通則，所有的術(shù)語分為4個(gè)基本不同的類型。

一組為“E組”(EXWORKS),指賣方僅在自己的地點(diǎn)為買主備妥貨物；第二“F組”(FCA，F(xiàn)AS和FOB)，指賣方將貨物交至買方指定的承運(yùn)人；第三組“C”(CFR，CIF，CPI和CIP)指賣方須訂立運(yùn)輸合同，但對(duì)貨物滅失或損的風(fēng)險(xiǎn)以及裝船和啟運(yùn)后發(fā)生意外所發(fā)生的額外費(fèi)用，賣方不承擔(dān)責(zé)任；第四組“D”組(DAF，DES，DEQ，DDU和DDP)，指賣方須承擔(dān)把貨物交至目的地國(guó)所需的全部費(fèi)用和風(fēng)險(xiǎn)。

2.在國(guó)際貿(mào)易中，付款時(shí)間分為3種。

1)交貨前付款(Payment before delivery)2)交貨時(shí)付款(Payment as delivery)3)交貨后付款(Payment after delivery) 支付方式：

 1)匯款 Transfer/Remittance   Mail Transfer M/T   信匯

Telegraphic Transfer T/T  電匯

Banker?s Demand Draft D/D  票匯

2)托收 Collection Documents against Payment D/P 付款交單

Documents against Acceptance D/A 承兌交單  3)信用證 Letter of Credit L/C Irrevocable Letter of Credit  不可撤銷的信用證

Confirmed Letter of Credit  保兌信用證

Transferable Letter of Credit  可轉(zhuǎn)讓信用證

Sight Letter of Credit   即期信用證

Usance(Term, Time)Letter of Credit 遠(yuǎn)期信用證 Anticipatory Credit   預(yù)支信用證

Revolving Letter of Credit  循環(huán)信用證

Documentary Letter of Credit  跟單信用證

Clean Credit    光票信用證

4)分期付款

3.Words單詞

range, price, sample, order, quality, custom, require Expressions商業(yè)用語

actual price  實(shí)際價(jià)格

advanced price  上漲了的價(jià)格

average price securities dealer  dealership  additional quantity average quantity considerable quantity corresponding quantity as per sample counter sample equal to sample  full range of sample accept an order  article made to order bank money order state credit  state loan 

state of business average quality bad quality 

below the average quality freight tariff  green barriers to trade non tariff barrier(s) currency regulations  detailed regulation economic regulation agent an litern agent middleman agent service  actual(physical)delivery forward delivery  near delivery  prompt cash prompt delivery  prompt payment marine surveyor

平均價(jià)格 證券商 經(jīng)銷權(quán),代理權(quán)

追加數(shù)量

平均數(shù)量

大數(shù)量

 相應(yīng)的數(shù)量

按照樣品

反樣,對(duì)等貨樣 和樣品相同

全套樣品 接受訂單

定制品

銀行匯票 國(guó)家信用 公債

經(jīng)濟(jì)情況

平均質(zhì)量 劣質(zhì)量

 一般水平以下的質(zhì)量 運(yùn)費(fèi)費(fèi)率表

綠色貿(mào)易壁壘 非關(guān)稅壁壘

外匯條例

細(xì)則  經(jīng)濟(jì)調(diào)整

訴訟代理人

代理中間人 代理業(yè)務(wù)  實(shí)際交貨

遠(yuǎn)期(運(yùn)貨)近期(交)貨

即時(shí)付現(xiàn)

即期交貨、即期交付

即期付款

海事鑒定人 

    

  survey report  鑒定報(bào)告

Phrases 短語

at a discount, place one?s order, place an order with sb., invite one?s attention to?, in good time, Please be(rest)assured of?, for your information, at?request(at the request of...)4.Discriminations 辨析

examine, inspect, scrutinize, audit與check order與indent gbuy與purchase select, elect, pick與choose mill, factory, plant與works 5.Grammar Points 語法點(diǎn)

suggest,demand, expect, require “介詞＋which”結(jié)構(gòu)的定語從句

6.Wide selection of writing多種寫作選擇

Many reports have been received from our selling agents in Hong Kong,?

 已收到許多來自香港的銷售代理人的報(bào)告??

 have received＝be in receipt of 以下幾種表達(dá)方式,意義相同,在日常信中常常遇見。 We are in receipt of your letter?

 We acknowledge receipt of your letter?  We acknowledge your letter?

 We have for acknowledgement your letter?  We have received your letter?

 We have the pleasure of acknowledging receipt of your letter?

? Afterclass Exercise:

Draw a letter of a general enquiry asking for all the information you need.Chapter Four Offers 第4章 報(bào) 盤

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 5 Sample Letters 5封樣信

Supplyment 補(bǔ)充：Some Useful Sentences on Offers.報(bào)盤常用例句

Terms Used in Making Offers 報(bào)盤專業(yè)術(shù)語

? Main Points: 1.Words 單詞

offer, effect, subject, draw, stock, invoice, follow Expressions商業(yè)用語 to accept offer 接受報(bào)盤 to confirm offer 確認(rèn)報(bào)盤 to decline offer 拒絕報(bào)盤 cargo receipt(陸運(yùn))貨運(yùn)收據(jù)

deposit receipt 存(款)單、存款憑證、存放憑證

Phrases 短語

In reply, subject to?,result in, result from, to have/take pleasure in doing(to do)sth.to have/take the pleasure of doing(to do)sth., come into effect, in sb’s favour, in stock, out of stock, on hand, in hand, by hand, with regard to, 2.Discriminations辨析

offer與quote regrettable與regretful 3.Grammar Points 語法點(diǎn)

imperative adj.必須的(比necessary語氣為重，后面通常接that引起的從句，從句要用虛擬語氣，should往往省去。)

常見詞匯4-1 offer 1)n.報(bào)盤

(包括貨名、數(shù)量、規(guī)格、價(jià)格、船期、有效期等，通常和介詞for, of或on連用)Please make us an offer CIF London for(on)20 metric tons groundnuts.請(qǐng)給我們一個(gè)20公噸花生倫敦到岸價(jià)格的報(bào)盤。The offer is firm(valid, good, open, for effective, enforce)for two weeks.此報(bào)盤兩周內(nèi)有效。

A Japanese seller has made us an offer at ￡120 per ton.一日本賣主向我報(bào)價(jià)每公噸120英鎊。

We are working on your offer of 200 kilos green tea.你方200公斤綠茶的報(bào)盤，我們正在執(zhí)行。

2)v.報(bào)盤

If you can offer, please telex us.你方如能報(bào)盤，請(qǐng)電傳通知我們。

At present, we cannot offer more than 1000 short tons.目前，我們的報(bào)盤不能多于1000短噸。

firm offer 實(shí)盤

受盤人在有效期內(nèi)表示完全同意，交易立即達(dá)成的報(bào)盤為實(shí)盤。表示有效期的方法：

We offer you firm subject to reply by 5 p.m.our time,Wednesday, 3rd, Oct..茲報(bào)實(shí)盤，以我方時(shí)間10月3日星期三下午5時(shí)以前答復(fù)為有效。We offer you firm subject to reply here by 10 a.m., Tuesday our time.茲報(bào)實(shí)盤,以我方時(shí)間星期二上午10時(shí)以前復(fù)到為準(zhǔn)。

We offer you firm subject to your reply here within one week from today.茲報(bào)實(shí)盤，以自本日起一周之內(nèi)你方復(fù)到為準(zhǔn)。

non-firm offer 虛盤

發(fā)盤人沒有肯定的訂立合同的意旨，例如反映在發(fā)盤內(nèi)容不明確(Not clear),或者主要條件不完備(Not complete),或者不是最后的(Not final),這種發(fā)盤對(duì)發(fā)盤人無約束力(Without engagement)。

We are ready to sell A?

我方準(zhǔn)備賣A商品。

We offer A,Shipment July, CIF London sterling 500 per metric ton.我方報(bào)盤A商品，七月份裝船，每公噸CIF倫敦500英鎊。We offer?subject to our final confirmation.我方報(bào)盤??(各項(xiàng)交易條件)??以我方最后確認(rèn)有效。We make you an offer subject to the goods being unsold.我方向你方報(bào)盤，以未售出為準(zhǔn)。

We submit you this offer subject to prior sale.我方向你方報(bào)盤，以先售為條件。

We offer you subject to change without notice.我方向你方報(bào)盤，此報(bào)盤如有變化不另行通知。

與offer連用的動(dòng)詞有：send, give, make, cable, telex, forward等。

與offer有關(guān)的常見短語

to accept offer 接受報(bào)盤 to confirm offer 確認(rèn)報(bào)盤 to decline offer 拒絕報(bào)盤 to entertain offer 考慮報(bào)盤 to extend offer 延長(zhǎng)報(bào)盤 to withdraw(cancel)offer 撤回報(bào)盤 to renew offer 恢復(fù)報(bào)盤

to reinstate offer 恢復(fù)報(bào)盤(恢復(fù)過期較久如十天前的報(bào)盤時(shí))combined offer 搭配報(bào)盤 lump offer 綜合報(bào)盤,復(fù)合報(bào)盤 package offer 一攬子報(bào)盤 辨析：offer與quote offer如上所述，是報(bào)盤，應(yīng)包括價(jià)格在內(nèi)的各種交易條件，而quote意為“報(bào)價(jià)”，只涉及價(jià)格。The new crop is quoted on the Cotton Exchange at ￡30 per ton.棉花交易所中新貨報(bào)價(jià)為每噸30英鎊。

In case of offer, please quote us your lowest price in US dollars.報(bào)盤時(shí)，請(qǐng)以美元開最低價(jià)。

常見詞匯4-2 European Main Ports(EMP歐洲)主要口岸按照航運(yùn)公會(huì)統(tǒng)一規(guī)定，EMP包括

意大利 Genoa 熱那亞

法國(guó) Marseilles 馬賽

比利時(shí) Antewerp 安特衛(wèi)普

荷蘭 Rotterdam 鹿特丹

英國(guó) London 倫敦

德國(guó) Hamburge 漢堡

丹麥 Copenhagen 哥本哈根

常見詞匯4-3 receipt.n.1)收到，接到

We are in receipt of your letter of June 5.你方6月5日來函收到。

We acknowledge with thanks receipt of your letter of June 5.你方6月5日來函收到，謝謝。

The goods will be sent upon receipt of your remittance.收到你方匯款后即發(fā)貨。

We are in receipt of your letter of August 2 offering us 50 metric tons of the captioned goods at RMB ￥2250 per metric ton on the usual terms. 我們收悉你8月2日函，向我方供應(yīng)50公噸標(biāo)題貨物，慣常條款，每公噸2250元人民幣。

 2)收據(jù)，收條

cargo receipt(陸運(yùn))貨運(yùn)收據(jù)

deposit receipt 存(款)單、存款憑證、存放憑證 freight receipt 運(yùn)費(fèi)收據(jù)

mate?s receipt 大副收據(jù)、收貨單 parcel post receipt 郵包收據(jù)

3)(復(fù)數(shù))收入、收進(jìn)的款項(xiàng)或物

This month’s receipts are estimated to be in the region of ￡20 000.本月進(jìn)款估計(jì)在2萬英鎊上下。

? Supplements 常見詞匯4-4 Terms Used in Making Offers 市場(chǎng)報(bào)盤常用語 market area 市場(chǎng)區(qū)域

market condition 市場(chǎng)狀況

market fluctuation 市場(chǎng)波動(dòng)

market information 市場(chǎng)情報(bào)

market price 市場(chǎng)價(jià)格 market report 市場(chǎng)報(bào)告

market research 市場(chǎng)研究

market risk 市場(chǎng)風(fēng)險(xiǎn)

market survey 市場(chǎng)調(diào)查

domestic market 國(guó)內(nèi)市場(chǎng)

foreign market 國(guó)外市場(chǎng)

forward market 期貨市場(chǎng)

futures market 期貨市場(chǎng)

overseas market 國(guó)外市場(chǎng)

money market 貨幣市場(chǎng)

product market 產(chǎn)品市場(chǎng)

spot market 即期市場(chǎng)

stock market 股票市場(chǎng)

market glut 市場(chǎng)飽和

market quotation 市場(chǎng)價(jià)格

market structure 市場(chǎng)結(jié)構(gòu)

market shortfall 市場(chǎng)供應(yīng)不足

market transaction 市場(chǎng)交易

marketing blitz 營(yíng)銷戰(zhàn)

market value 市(場(chǎng))價(jià)(格)，市值

put sth on the market 把??投放到市場(chǎng)

take market sharing 搶占市場(chǎng)份額

open up new market 開拓新市場(chǎng)

active 活躍的advancing 旺盛的animated 有生氣的bearish 下跌的brisk 興旺的bullish 興旺的declining 衰退的depressed 不景氣的dull 退緩的，呆滯的easy 輕松的excited 緊張的feverish 波動(dòng)的firm 穩(wěn)定的flat平穩(wěn)的inactive 不活躍的overstocked 存貨過多的quiet平靜的

panicky 驚慌的，恐慌的sluggish 滯緩的steady 穩(wěn)定的weak 疲軟的

? Afterclass Exercise: Write a letter to the buyers, stating that you have plenty of the goods they need and you can offer them.Chapter Five Counter-Offers

第5章 還 盤

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 5 Sample Letters 5封樣信

Supplyment 補(bǔ)充： Some Useful Sentences on Counter-Offers.還盤常用例句

? Main Points: 常見詞匯 5-1 worth

1)adj.a.值??的，相當(dāng)于??價(jià)值的

The Sales Contract was worth around $250 000.這份銷售合同約值25萬美元。

b.值得??的，有??的價(jià)值的(后面可直接接名詞或動(dòng)名詞)We don’t agree with you that it is a mere trifle not worth bothering about.你方認(rèn)為那只是一件小事不值得擔(dān)心，我們不同意。

We should say that this new product of ours is well worth your effort to promote.我們認(rèn)為我們的新產(chǎn)品很值得你方努力推銷。

The order is too small to be worth the expense of opening an L/C for.這筆訂貨太小，不值得花錢開信用證。

2)n.a.價(jià)值，貨幣價(jià)值，物質(zhì)價(jià)值

The actual worth of this parcel is well over $100 000.這些貨的實(shí)際價(jià)值大大超過10萬元。b.值一定金額的數(shù)量

 Last year we shipped to you ￡800 000’s worth of chemicals.去年我們給你方裝運(yùn)了價(jià)值80萬英鎊的化工商品。

辨析：worthless, valueless與priceless worthless 無價(jià)值的，無用的

valueless 無價(jià)值的，沒用的，無效果的 priceless 無價(jià)的，極其貴重的

This contract is now worthless.這份合同現(xiàn)在毫無價(jià)值了。The necklace is valueless.這條項(xiàng)鏈不值錢。

Control of the sea was a priceless asset to the union.對(duì)聯(lián)邦來說，對(duì)海的控制權(quán)是極寶貴的財(cái)富。

常見詞匯5-2 account 1)n.賬目，賬款，賬戶

We keep an account with the Bank of China in Beijing.我們?cè)诒本┲袊?guó)銀行開有賬戶。

a.for account of 為??，代??，受??委托

We hereby issue an irrevocable L/C in your favour for account of China Trading Co., Shanghai.茲受上海中國(guó)貿(mào)易行的委托，開給你方不可撤銷的信用證一份。

b.(to be)for sb’s account, for the account of sb.由某人負(fù)擔(dān)

The arbitration fees shall be for the account of the losing party.仲裁費(fèi)用須由敗訴一方負(fù)擔(dān)。

c.on account of 由于，因?yàn)?/p>

On account of lack of direct steamer, please allow transhipment in your L/C.因?yàn)闆]有直達(dá)船，在你的信用證中請(qǐng)注明準(zhǔn)許轉(zhuǎn)船。

On account of difference in taste, your designs do not suit this market.由于趣味不同，你的設(shè)計(jì)款式不適于此間市場(chǎng)。

d.to take?into account 考慮，重視

You should take into account not only the price but also the quality.你應(yīng)予以考慮的不僅是價(jià)格，而且還有質(zhì)量。

e.on one?s own account 為自己的利益，自行負(fù)責(zé)

We buy this commodity for a friend of ours, not on our own account.此商品是我們代朋友買的而非為自己。

f.not on any account 無論如何不

Not on any account shall the safe be opened without my express orders.沒有我明確的指示，無論如何不能打開保險(xiǎn)箱。

有關(guān)account的常見短語

auditing of account 查賬

capital account 資本賬戶

common account 共同賬戶

keeping current account 流水賬的登記

running account 流水賬

sales for account 賒賬

accountancy 會(huì)計(jì)職業(yè)

accountancy firm 會(huì)計(jì)機(jī)構(gòu)

accountancy law 會(huì)計(jì)法

accountancy section 會(huì)計(jì)科，核算科

accountancy service 會(huì)計(jì)業(yè)務(wù)

accountant 會(huì)計(jì)師，會(huì)計(jì)員

certified public accountant 注冊(cè)會(huì)計(jì)師

chartered accountant(英)注冊(cè)會(huì)計(jì)師

general accountant 總會(huì)計(jì)師 accounting 會(huì)計(jì)學(xué)，會(huì)計(jì)，核算

accounting period 會(huì)計(jì)年度，會(huì)計(jì)結(jié)算期

economic accounting 經(jīng)濟(jì)核算

managerial accounting 管理會(huì)計(jì)學(xué)

management accounting 管理會(huì)計(jì)

2)v.與 for 連用

a.說明(原因等)，是??的原因

It is impossible for us to account for the delay.我們無法解釋耽誤的原因。

b.(指數(shù)量等)占??

Oil exports account for 30% of the total export bill.石油出口額占出口總賬單的30%。

? Supplements

1.Words 單詞

worth, account Expressions商業(yè)用語 come to business 成交 close a bargain put the deal through give one’s hands on bargain auditing of account 查賬 capital account 資本賬戶 common account 共同賬戶

Phrases 短語

at one?s earliest convenience, in view of, see one?s way(clear)to do sth.(doing sth), for account of, on the account of, to make an exception of 2.Discriminations辨析

worthless, valueless與priceless cope with與deal with 3.Grammar Points 語法點(diǎn)

much as是復(fù)合從屬連詞，引導(dǎo)讓步狀語從句，表示“雖然很??”。此外，inasmuch as, insomuch as, in as much as, in so much as(分開寫比較文謅謅的，不常用)均是復(fù)合從屬連詞，引導(dǎo)原因狀語從句，表示“因?yàn)?、由于、既??”。

? Afterclass Exercise:

Suppose you are intend to buy 500-1000 reams of A4 poster paper.Before you place an order, you’d like to see some samples and know something about price, earliest delivery date and terms of payment.You are requested to write ：

(A)a letter of enquiry(B)a letter of offer according to the given situation

Chapter Six Conclusion of Business

第6章 成 交

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 6 Sample Letter 6封樣信

Sample Sales or Purchase Contracts 4個(gè)銷售或購(gòu)買合同樣本

Supplyment 補(bǔ)充： Some Useful Sentences on Conclusion of Business.成交的常用例句。

? Main Points: 常見詞匯 6-1 mark 1)v.加標(biāo)志，標(biāo)志，記下，記錄

Goods are to be marked with our initials in a diamond(circle, triangle, etc).貨物應(yīng)標(biāo)上我方縮寫名稱，外加菱形(圓形，三角形等)。

Please mark the case as per the drawing given.箱上請(qǐng)照所給的圖樣加標(biāo)志。

Unless you advise to the contrary, we will mark the package the same as before.除非你方另有通知，我們?nèi)詫⒃谪洶纤⒁郧暗臉?biāo)志。

This transaction, though small in amount, marks the beginning of our formal business relationship.這筆交易金額雖小，卻標(biāo)志著我們雙方正式業(yè)務(wù)關(guān)系的開始。

Mark down the number of packages that are discharged into the lighter.記下卸入駁船的件數(shù)。

2)n.標(biāo)記；(僅用單數(shù))標(biāo)準(zhǔn)

Please telegraph marks and destination.請(qǐng)電告嘜頭式樣及目的港。

post mark 郵戳

price mark 價(jià)格標(biāo)簽

shipping mark 裝運(yùn)標(biāo)記，裝船嘜頭

trade mark 商標(biāo)

Your last shipment was somewhat below the mark.你方上次發(fā)貨有點(diǎn)兒低于標(biāo)準(zhǔn)。The quality is up to the mark.質(zhì)量合乎標(biāo)準(zhǔn)。

常見詞匯 6-2 note 1)n.a.注意

Please take note of the above.請(qǐng)對(duì)以上加以注意。

We have taken careful note of your shipping instructions.我們對(duì)你的裝船要求已予以密切注意。

The matter is worthy of note.此事值得注意。

b.票據(jù)，單據(jù)，紙幣，通知(單)account note 賬單

bank note 鈔票，紙幣，銀行券

booking note 訂艙單

consignment note 鐵路運(yùn)單

counterfeit banknote 假鈔票

credit note 貸方通知單

debit note 借方通知單

delivery note 提貨單

postal note 郵匯單

protest note 拒付通知

short-term note 短期票據(jù)

transfer note 匯票

treasury note 國(guó)庫(kù)券

2)v.記錄，記下，注意(到)，得悉，(特別)提到

Please note down all the details.請(qǐng)記下全部細(xì)節(jié)。

You may have noted that the market has dropped.你方可能已注意到行市已下跌。

We have received your letter of July 8, contents of which have been duly noted.你方7月8日來信已收到，內(nèi)情盡悉。

Our products are noted for their attractive colours.我們的產(chǎn)品，以其鮮艷動(dòng)人的顏色聞名于世。

In his speech he first noted the importance of the policy.他在講話中首先提到這項(xiàng)政策的重要性。

常見詞匯 6-3 ply n.(木的)層，(布的)厚度；(繩或紗的)股

two plies of cloth 二層布

two-ply wood

二層膠合板

three-ply knitting wool 三股毛線

辨析：coat/coating, deck, layer, storey, tier與veil coat/coating 由油漆或顏色等形成的涂層。此外也常用來表示與涂層厚薄相似的灰塵等。deck 任何類似甲板的地方(如公共汽車的層面)layer 地質(zhì)學(xué)術(shù)語，通常指巖層或地層，又多指數(shù)層中的“一層”。

storey 計(jì)算建筑物高度的“層”和具體的居住“層”。

tier 通常指“階梯式的層”或“兩層之間有一定空間的層”，同時(shí)也指“社會(huì)的階層”。

veil 主要含義是婦女用的“遮面紗”，面紗輕而薄有隨風(fēng)拂動(dòng)的特點(diǎn)，因而人們常用

veil 比喻云霧之薄層。

與coat有關(guān)的短語

a new coat of paint 一層新油漆

a coat of dust 一層灰

floating coat 中層漆

two coats of whitewash 兩層白灰

the top deck of a double-decker bus 兩層公共汽車的頂層

a layer of clay 一層泥土

a layer of jam 一層果醬

a layer of snow 一層雪

That is a building of six storeys.That is a six-storied building.那是一幅六層高樓。

tiers of terraced fields 層層梯田

two tiers of arches 二層牌樓

the lowest tier of society 社會(huì)最低層

a veil of cloud 一層薄云

a veil of mist 一層薄霧

? Supplements: 1.Words 單詞

allow, cover,mark Expressions商業(yè)用語

bridge the gap 彌合差距 bridge over the gap close the gap post mark 郵戳

price mark 價(jià)格標(biāo)簽

shipping mark 裝運(yùn)標(biāo)記，裝船嘜頭 trade mark 商標(biāo)

Phrases 短語

as a result of, with a view to, in conformity with, in conformity to 2.Discriminations 辨析

coat/coating, deck, layer, storey, tier與veil 3.Grammar Points 語法點(diǎn)

lest是從屬連接詞，引導(dǎo)目的狀語從句，從句中常用should或動(dòng)詞原形。

? Afterclass Exercise:

Translate the letter into English: 接到你公司9月5日印花細(xì)布定單，非常高興，并歡迎你公司成為我公司的客戶之一。

現(xiàn)確認(rèn)按你方來信列明價(jià)格供應(yīng)印花細(xì)布，并已安排下周由“公主號(hào)”輪裝出。深信你公司 收到貨物后，定會(huì)感到完全滿意。

你公司也許不甚知道我公司的經(jīng)營(yíng)范圍，現(xiàn)附上目錄一份。希望這首批定單將導(dǎo)致彼此更多的業(yè)務(wù)往來，展開愉快的工作關(guān)系

Chapter Seven Terms of Payment

第7章 支付條件

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 8 Sample Letters 8封樣信

Supplyment 補(bǔ)充：Some Useful Sentences on Terms of Payment.支付條件常用例句。

Terms used in Making Payment 支付的專用術(shù)語

countries’ currency units 128個(gè)國(guó)家的貨幣單位

? Main Points: 常見詞匯 7-1 invoice

有關(guān)invoice的常見短語

commercial invoice 商業(yè)發(fā)票

customs invoice 海關(guān)發(fā)票

provisional invoice

臨時(shí)發(fā)票

consular invoice

領(lǐng)事發(fā)票

official invoice

正式發(fā)票

proforma invoice

形式發(fā)票(預(yù)開發(fā)票)

常見詞匯7-2 1.pay 1)vi.付款，值得，合算

pay in advance 預(yù)付

pay in cash 付現(xiàn)金

pay by check 支票付款

pay in instalments 分期付款

pay on delivery 貨到付款

It does not pay to buy in small quantities.小量購(gòu)買不合算。2)vt.付(款項(xiàng)，費(fèi)用等)；給予(注意等)；進(jìn)行等

We trust you will pay our draft on presentation.我們相信你方在見到我們的匯票時(shí)即照付。

If this change is effected, we will have to pay rather heavy expenses.如果做這項(xiàng)改變，我們將不得不付出相當(dāng)大的費(fèi)用。

2.payment n.(不可數(shù))支付；(可數(shù))支付的款

terms of payment 或 payment terms 付款條件

payment on deferred terms 遲期付款

monthly payments of RMB ￥30 000每月付款人民幣30 000元，付某種費(fèi)用的款，如發(fā)票，費(fèi)用，傭金等，常用in payment of,如：

We enclose a cheque for US$2000.37 in payment of all commissions due to you up to date.茲附去2000.37美元支票一張，付截至目前所欠你方的全部傭金。

付某種具體實(shí)物的款，如商品，廣告，樣品等，常用in payment for,如：

We have received your cheque for DM9800.00 in payment for the carpets ordered as per your letter of May 5th.茲收到你方支票一張，計(jì)9800.00德國(guó)馬克，以付你方5月5日函所訂購(gòu)的地毯貨款。

常見詞匯 7-3 30 days L/C見票后30天議付的信用證

(a)Letter of Credit信用證是可數(shù)的普通名詞，有單復(fù)數(shù)之分，復(fù)數(shù)為L(zhǎng)etters of Credit 信用證常用大寫縮寫an L/C Ls/C 即期信用證是letter of credit available by draft at sight, letter of credit payable against draft at sight, letter of credit available by sight draft, letter of credit payable against sight draft.商業(yè)書信中常簡(jiǎn)稱sight L/C.遠(yuǎn)期(或遲期)信用證是usance L/C或time L/C或term L/C.

見票后多少天議付的說法很多，以見票后30天議付的信用證為例。下面是較常見的幾種說法：

L/C available by draft at 30 days after sight;(usance/time/term)L/C at 30 days after sight;(usance/time/term)L/C at 30 days;30 days(usance/time/term)L/C

有關(guān)信用證的部分常見詞組：

confirmed L/C

保兌信用證

irrevocable L/C

不可撤銷信用證

transferable and divisible L/C 可轉(zhuǎn)讓與可分割信用證

documantary L/C

跟單信用證

revolving L/C

循環(huán)信用證

back to back L/C

背對(duì)背信用證

reciprocal L/C

對(duì)開信用證

? Supplements:

1.Words 單詞

accommodate, due, pay,tax Expressions商業(yè)用語

Cash against Documents 憑單證付款 Cash against Delivery 貨到付款

Cash against Shipping Documents 憑單付款 amount in figure 小寫金額 amount in words 大寫金額 commercial invoice 商業(yè)發(fā)票 customs invoice 海關(guān)發(fā)票 provisional invoice 臨時(shí)發(fā)票 consular invoice 領(lǐng)事發(fā)票

open account terms O/A terms 賒賬方式 pay in cash 付現(xiàn)金 pay by check 支票付款 pay in installments 分期付款 pay on delivery 貨到付款 come to an agreement 達(dá)成協(xié)議 reach an agreement 達(dá)成協(xié)議 brokerage house 經(jīng)紀(jì)行 clearing house 票據(jù)交換所 tax avoidance 避稅 tax abatement 減稅 tax dodger 偷稅人

Phrases 短語

figure out, by all means, by means of, 2.Discriminations 辨析

in the course of與in course of 3.Grammar Points 語法點(diǎn)

a number of?后接名詞復(fù)數(shù)，用復(fù)數(shù)謂語動(dòng)詞，強(qiáng)調(diào)數(shù)量

與此用法相同的還有： an average of? a total of?

a great many?

而the number of?，the average of?，the total of?后接名詞復(fù)數(shù)，用單數(shù)動(dòng)詞，強(qiáng)調(diào)整體。

? Afterclass Exercise:

1.You’ve received a request to be a reference fro Spence—Crane Company, and you’re required to provide some information about their creditworthiness and reputation.However, your experience with them has been unsatisfactory just because they are not prompt in payment.So, you have to write an unfavorable reply to request for their credit information.2.A foreign buyer whom you do not want to loss has regularly paid his accounts promptly by banker’s draft, but payment of his last account is now eight weeks overdue.You wrote to him a month ago, but received no reply.Send him a second letter.Chapter Eight Establishment of L/C and Amendment 第8章 開立信用證和修改信用證

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 6 Sample Letters 6封樣信

Supplyment 補(bǔ)充：Some Useful Sentences on Establishment of L/C and Amendment 開立和修改信用證常用例句。

? Main Points: 常見詞匯8-1 1．pack 1)n.小包、小箱、小盒，包裝量

a six-pack of beer

半打裝啤酒

a pack of canned goods

一小箱罐頭食品

We will make you an offer when the new pack is available.有新貨罐頭時(shí)定給你方報(bào)盤。

2)v.包裝，把??打包或裝箱等

The goods are to be packed in iron drums.貨物須以鐵桶包裝。

The shirts will be packed each in a polyethlene bag, five dozen to a cardboard case.每件襯衫裝一塑料袋，五打裝一硬紙板箱。

2.package n.(中、小型的)包裹，包，捆；包裝(用料)When the shipment arrived, the packages were all intact, but many of them were found short of weight.貨到時(shí)，包裝完整無損，但其中有很多包被發(fā)現(xiàn)短重。

3.packaging n.(包裝方面的)裝潢，(效率高的、美觀的)包裝法，打包

packaging designing

裝潢設(shè)計(jì)

packaging industry

包裝裝潢業(yè)

You are outdistanced in the packing and packaging of the material.貨物的包裝和裝潢方面你方大大落后。

4.packing n.包裝；打包；包裝法

export packing

出口包裝

improper/faulty/poor/insufficient packing 包裝不良

inner packing

內(nèi)包裝

outer packing

外包裝

packing charges/expenses

包裝費(fèi)

packing list

裝箱單、花色碼單

seaworthy packing

適合海運(yùn)的包裝

常見詞匯8-2 authority n.權(quán)力(后接動(dòng)詞不定式或介詞for);當(dāng)局(復(fù)數(shù))有關(guān)authority的常見短語

competent authorities

主管當(dāng)局

customs authorities

海關(guān)當(dāng)局

exchange control authorities 外匯管制當(dāng)局

government authorities

政府當(dāng)局

licensing authorities

簽發(fā)許可證當(dāng)局

money authorities

金融當(dāng)局

port authorities

港務(wù)當(dāng)局

Are we to understand that we have authority to do the best possible? 我們是否可以理解我們有權(quán)酌情處理? Please give us authority to settle the matter as we see fit.請(qǐng)給我們以相機(jī)處理此事的權(quán)力。

He has the authority of his home office for immediate(on the stop)decision.他的國(guó)內(nèi)公司授權(quán)給他可以立即(當(dāng)場(chǎng))決定。

The buyer has already applied to the authorities concerned for import licence.買方已向有關(guān)當(dāng)局申請(qǐng)進(jìn)口許可證。

? Supplements: 1.Words 單詞

establish, prescribe, amend, acceptance, deliver, refund Expressions商業(yè)用語

export packing 出口包裝

improper/faulty/poor/insufficient packing 包裝不良 inner packing 內(nèi)包裝

 customs authorities 海關(guān)當(dāng)局

exchange control authorities 外匯管制當(dāng)局

Phrases 短語

few and far between, more often than not, call for, call on, abide by, 2.Discriminations 辨析

pack, packing, package 與 packaging annul, cancel, revoke, rescind 與 withdraw 3.Grammar Points 語法點(diǎn) prescribe ? Afterclass Exercise:

Write a reply to the above letter with the following particulars: 1.由于我們的粗枝大葉(oversight),開立的信用證有錯(cuò)誤，很抱歉。

2.今天早晨已通過我方銀行用電報(bào)修改第1125號(hào)信用證。3.我方需貨甚急，望即準(zhǔn)備裝運(yùn)。

4.倘若這批船貨到達(dá)后，買主覺得滿意，很可能將續(xù)訂。

Chapter Nine Packing, Shipping Marks and Shipment 第9章 包裝、運(yùn)輸標(biāo)志和裝運(yùn)

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 8 Sample Letters 8封樣信

Supplyment 補(bǔ)充：Some Useful Sentences on Packing, Shipping Marks and Shipment.包裝、運(yùn)輸標(biāo)志和裝運(yùn)的常用例句

Terms Used in Shipping 運(yùn)輸專用術(shù)語

Lists of International Ports 國(guó)際港口列表

? Main Points: 常見詞匯9-1 susceptible adj.易受影響的，敏感的

辨析：liable, susceptible, subject與prone 這組詞均含有人或事物在性質(zhì)上、情勢(shì)上處于某極易發(fā)生的狀態(tài)之意。

liable 指人們遇到或可能遇到的事情是由于服從權(quán)勢(shì)或因其生活狀況，屈服于某種無法控制的力量而引起后果。

susceptible 更強(qiáng)調(diào)人或事物的本質(zhì)、特性、素質(zhì)或性格。所有這些可以使事物失去抵 抗力或容易遭受某種痛苦。

subject 由于某種原因(如生活狀況、社會(huì)、經(jīng)濟(jì)或政治地位、性情特點(diǎn))趨向于必須遭受、忍受或經(jīng)歷某事情。

prone 通常指人，很少指物，表示在不同程度上受到某事物的傾向性的制約，這種傾向性當(dāng)情況順利時(shí)必定會(huì)產(chǎn)生。

Prospective buyers are liable to judge the quality of goods by appearance.有可能成為買主的人易于從外觀判斷貨物質(zhì)量。

The goods you packed in wooden cases are susceptible to damage by moisture. 裝在木箱中的這批貨很容易被潮氣損壞。

Perishable goods are subject to damage in transit. 易腐爛的貨物在運(yùn)輸途中容易損壞。One is more prone to make mistakes when one is tired. 當(dāng)人們疲勞的時(shí)候做事就比較容易出毛病。

常見問題 9-2 有關(guān)嘜頭的常用語和短語

ABC in a diamond 菱形內(nèi)ABC triangle 三角形

circle 圓形

rectangle 長(zhǎng)方形

hexagon 正六角形

cross 十字形

downward triangle 倒三角形

star 星形

square 正方形

heart 心形

oval 橢圓形

three diamond 三菱形

this side(end)up 此面向上

Handle with care 小心輕放

With care 小心搬運(yùn)

No hook(Use no hook)請(qǐng)勿用鉤

Keep cool(keep in cool place)放置冷處

Keep dry 保持干燥

Keep away from boiler 遠(yuǎn)離鍋爐

Store away from boiler 遠(yuǎn)離鍋爐

Inflammable 易燃貨物

Fragile 當(dāng)心破碎

Fusible 易熔

Explosives 易爆貨物

Glass with care 小心玻璃

Poison 小心有毒，有毒

Open here 從此開啟

Sling here 此處吊索

To be kept upright 豎立安放

Keep away from heat 隔離熱氣

Perishable 易壞貨物

Guard against damp(wet)勿使受潮

No smoking 嚴(yán)禁煙火

Keep flat(stow level)注意平放

Not to be thrown down 不可拋擲

常見術(shù)語9-3 Terms Used in Shipping 運(yùn)輸中的常用術(shù)語

Airway Bill of Lading 空運(yùn)提單

ballast 壓艙貨

berthage 泊位費(fèi)

bulk cargo 散裝貨

cargo plan(stowage plan)積載圖

dangerous cargo 危險(xiǎn)貨

general cargo 雜貨

light cargo 輕泡貨

live cargo 鮮貨

reefer cargo 冷凍貨

return cargo 回運(yùn)貨

through cargo 直達(dá)貨、聯(lián)運(yùn)貨

transit cargo 過境貨、轉(zhuǎn)載貨

charges 費(fèi)用

shifting charges 移泊費(fèi)

pilotage 引水費(fèi)

lighterage 駁船費(fèi)

surcharges 附加費(fèi)

tally charges 理貨費(fèi)

waiting charges 待時(shí)費(fèi)

towage 拖船費(fèi)

trimming charges平艙費(fèi)

stevedorage 船內(nèi)裝卸費(fèi)

dead freight 空船費(fèi)

dockage(wharfage)碼頭費(fèi)

out of packet expenses 零星雜費(fèi)

partial shipment 分批裝運(yùn)

loading capacity 裝載量

notice of readiness 備裝通知

dunnage 襯木

EMP(European main ports)歐洲基本港

ETA(estimated time of arrival)預(yù)抵期

FIO(free in and out)船方不負(fù)責(zé)裝卸費(fèi)

FI(Free in)船方管卸不管裝

FO(Free out)船方管裝不管卸

Berth terms 船方管裝管卸

Liner terms 船方管裝管卸

Gross Terms 船方管裝管卸

forwarding instructions 裝運(yùn)說明

freighter 貨船

general cargo vessel 雜貨船

ice-free port 不凍港

indemnity 罰金

itinerary map 航線圖

laydays 停泊期

lighter 駁船

tanker 油輪

passenger ship 客船

pilot 領(lǐng)航員

seamen’s club 海員俱樂部

seasonal port 季節(jié)港

tug 拖船

tonnage dues 噸稅

? Supplements: 1.Words 單詞

compensation, sail, oblige, respectively Expressions商業(yè)用語

in sound condition

狀況良好 in perfect condition in a damaged condition 損壞狀態(tài) in a mouldy condition 受潮狀態(tài)

shipping company 輪船公司，船務(wù)公司

shipping instructions 裝運(yùn)須知 shipping advice

裝運(yùn)通知 ante—dated B/L

倒簽提單

advanced B/L

預(yù)借提單

Charter Party B/L

包租船提單

clean on board B/L

清潔已裝船提單 container service 集裝箱業(yè)務(wù) unloading charges 卸貨費(fèi)，卸車費(fèi) unloading point

卸貨地點(diǎn)

Phrases 短語

be liable for, be liable to, 2.Discriminations 辨析

liable, susceptible, subject 與 prone shipping instructions 與 shipping advice oblige, force 與 compel

? Afterclass Exercise:

1.Write to a firm of shipping agents asking them to arrange for consignment to be collected from your factory and make all arrangements for transportation on Dares Slaam.Include imaginary particulars as to nature of consignment, names and addresses of consignors and consignee, and say who will take delivery of the consignment upon arrival.2.As secretary of Harding & Co.of Hull, write to Scandinavian Liners Ltd.for details of their sailings to Norway and Sweden and for quotations of their rates for manufactured woolen goods.33

Chapter Ten Insurance 第10章 保險(xiǎn)

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 6 Sample Letters 6封樣信

Supplyment 補(bǔ)充： Some Useful Sentences on Insurance 保險(xiǎn)的常用例句

Terms Used in Insurance 保險(xiǎn)專用術(shù)語

? Main Points: 1)insurance n.保險(xiǎn)

 部分常用詞組

insurance agent  保險(xiǎn)代理人 insurance amount 保(險(xiǎn))額 insurance certificate 保險(xiǎn)憑證 insurance claim  保險(xiǎn)索賠 insurance company  保險(xiǎn)公司 insurance cover保險(xiǎn) insurance coverage 保險(xiǎn)范圍 insurance endorsement=insurance rider 保險(xiǎn)批單 insurance policy 保(險(xiǎn))單 insurance premium  保(險(xiǎn))費(fèi)

insurance declaration  保險(xiǎn)聲明書，保險(xiǎn)通知書 air transportation insurance 航空運(yùn)輸保險(xiǎn)

marine insurance 水險(xiǎn)，海上保險(xiǎn)，海運(yùn)險(xiǎn) ocean marine cargo insurance 海洋運(yùn)輸貨物保險(xiǎn) overland insurance 陸運(yùn)保險(xiǎn) overland transportation insurance  陸上運(yùn)輸保險(xiǎn)

parcel post insurance  郵包保險(xiǎn)

to arrange insurance 投保，洽辦保險(xiǎn) to cover insurance 投保，洽辦保險(xiǎn) to effect insurance  投保，洽辦保險(xiǎn) to provide insurance  投保，洽辦保險(xiǎn) to take out insurance  投保，洽辦保險(xiǎn) 

說明保險(xiǎn)情況時(shí)，insurance后接介詞的一般用法：

表示所保的貨物，后接on,如insurance on the 100 tons of wool;表示投保的險(xiǎn)別，后接against,如insurance against all risks;表示保額，后接for,如insurance for 110% of the invoice value;表示保險(xiǎn)費(fèi)或保險(xiǎn)費(fèi)率，后接at,如insurance at a slightly higher premium, insurance at the rate of 5?;表示向某保險(xiǎn)公司投保，后接with,如insurance with the People’s Insurance Company of China. We have covered insurance on the 100 metric tons of wool for 110% of the invoice value against all risks. 我們已將100公噸羊毛按發(fā)票金額的110%投保一切險(xiǎn)。

2)insure v.保險(xiǎn)，投保

通常用作及物動(dòng)詞，賓語一般為所保的貨物，如： Please insure the goods against all risks and war risk. 請(qǐng)將此貨投保一切險(xiǎn)及戰(zhàn)爭(zhēng)險(xiǎn)。

但賓語有時(shí)也可為投保的險(xiǎn)別，如：

The insurance company here insures this risk with 5% franchise. 此間保險(xiǎn)公司保此種險(xiǎn)有5%的免賠限度。

 有時(shí)也用作不及物動(dòng)詞，如： Please insure against breakage.請(qǐng)投保破碎險(xiǎn)。

過去分詞insured作定語構(gòu)成的部分常用詞組：

insured amount(=insurance amount)保(險(xiǎn))額  insured cargo或insured goods 投保的貨物

insured還可作名詞用，前面加定冠詞，即the insured,作“被保險(xiǎn)人”解。In international trade, by transportation insurance we mean that the insured, who is usually the importer or the exporter, covers insurance on one or several lots of goods against certain risks for a certain insured amount with the insurer, i.e.the insurance company, at an agreed premium.常見術(shù)語10-2 Terms Used in Insurance 保險(xiǎn)中的常用術(shù)語

Aflatoxin Risk 黃曲霉素險(xiǎn)

All Risks  綜合險(xiǎn)（一切險(xiǎn)）

Breakage of Packing Risk 包裝破碎險(xiǎn)

Clash & Breakage Risks 碰損、破碎險(xiǎn)

Failure to Deliver Risk  交貨不到險(xiǎn)

F.P.A.(Free from Particular Average) 平安險(xiǎn)

Fresh and/or Rain Water  淡水雨淋險(xiǎn)

Damage Risks Hook Damage Risk 鉤損險(xiǎn)

Import Duty Risk 進(jìn)口關(guān)稅險(xiǎn)

Intermixture & Contamination 混雜、玷污險(xiǎn)

Risks Leakage Risk 滲漏險(xiǎn)

On Deck Risk 艙面險(xiǎn)

Rejection Risk 拒收險(xiǎn)

Rust Risk  銹損險(xiǎn)

Shortage Risk  短量險(xiǎn)

S.R.C.C.(Strikes, Riots & Civil Commotions) 罷工、暴動(dòng)及民變險(xiǎn) Survey at Jetty Risk  碼頭檢驗(yàn)險(xiǎn)

Survey at Customs  海關(guān)檢驗(yàn)險(xiǎn)

Sweating & Heating Risks  受潮受熱險(xiǎn)

Taint of Odour Risk  串味險(xiǎn)

T.L.O.(Total Loss Only) 全損險(xiǎn)

T.P.N.D.)Theft, Pilferage & Non-delivery) 偷盜及提貨不著險(xiǎn) W.A.(With Average)=W.P.A.(With Particular Average) 水漬險(xiǎn)

War Risk  戰(zhàn)爭(zhēng)險(xiǎn)

perils of the sea  海上風(fēng)險(xiǎn)

extraneous risks   外來風(fēng)險(xiǎn)

total loss  全損

actual total loss  實(shí)際全損

constructive total loss  推定全損

absolute total loss  絕對(duì)全損

general average  共同海損

particular average  單獨(dú)海損

combined certificate  聯(lián)合憑證

contingency insurance  賣方利益險(xiǎn)

China Insurance Clause 中國(guó)保險(xiǎn)條款

Institute Cargo Clause 協(xié)會(huì)貨物條款

? Supplements: 1.Words 單詞

insure, cover, delete, endorse Expressions商業(yè)用語 insurance agent 保險(xiǎn)代理人 insurance amount 保(險(xiǎn))額

insurance certificate 保險(xiǎn)憑證 insurance claim 保險(xiǎn)索賠 insurance policy 保(險(xiǎn))單

interest rebate 利息回扣

insurance rebate 保險(xiǎn)回扣

endorsement in blank 無記名背書 endorsement in full 記名式背書

Phrases 短語

take out, in the event of, a matter of fact, 2.Discriminations 辨析 certify, attest, witness與vouch 3.Grammar Points 語法點(diǎn)

一些特殊的引導(dǎo)條件狀語從句的連詞 n/upon condition that? , according as?, assuming that?,expecting, given that?, if only?

4.Wide Selection of Writing 多種寫作選擇

insure the goods against Risks for 110% of invoice value with the insurance company...就某貨向某保險(xiǎn)公司按發(fā)票金額的110%投保某險(xiǎn)別?

to effect insurance on goods against Risks for 110% of invoice value with the insurer.....就某貨向某保險(xiǎn)公司按發(fā)票金額的110%投保某險(xiǎn)別?

?insure the good against Risks for invoice value plus 10%.按發(fā)票金額的110%投保某險(xiǎn)別? Please insure F.P.A.or W.P.A.保平安險(xiǎn)或水漬險(xiǎn)

Please insure against All Risks 保一切險(xiǎn)

? Afterclass Exercise:

Translate the following letter into English: 關(guān)于第號(hào)XXX 3 000 桶鐵釘?shù)氖圬浐霞s，茲通知你方，我們已由倫敦中國(guó)銀行開立了第XXX號(hào)保兌的、不可撤消的信用證，計(jì)金額XXX英鎊，有效期至5月15日為止。

請(qǐng)注意（做到）上述貨物必須在5月15日前裝出，保險(xiǎn)必須按發(fā)票價(jià)的150%投?！熬C合險(xiǎn)”。我們知道，按照我們一般慣例，你們只按發(fā)票價(jià)另加10%投保，因此額外保險(xiǎn)費(fèi)由我們負(fù)責(zé)。請(qǐng)按我們的要求辦理保險(xiǎn)，同時(shí)我們等候你方的裝運(yùn)通知。

Chapter Eleven

Agency

第11章 代理

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 5 Sample Letters 5封樣信Sole Agency Agreement 1 Sole Distributorship Agreement Supplyment補(bǔ)充：Some Useful Sentences on Agency 代理的常用例句

? Main Points: 常見詞匯 11-1 agent 1)n.代理人

We owe your name to ABC Company, through whom we have learned that you are seeking an agent here.承ABC公司告知你公司名稱，通過他們我們獲悉你們正在此地物色一家代理。

If you would appoint us as your agent, we could give you a reasonable guarantee to sell US$ 100 000 a month, because yours is a line we can handle well.假如你們委任我們?yōu)槟惴酱?，我們保證每月銷售十萬美元，因?yàn)槟惴剿?jīng)營(yíng)的商品是我們最善于經(jīng)營(yíng)的。

The exporter may employ an agent living in the buyer’s country to push the sales of his products.進(jìn)口商可以雇傭居住在買方國(guó)家的一位代理人，以推銷其產(chǎn)品。

2)agency n.代理

從本義講，agent 是a person authorized expressly or impliedly to transact business for another, called the Principal，即：明示或默認(rèn)受權(quán)為委托方進(jìn)行業(yè)務(wù)的人；agency是business, place of business of an agent，即：代理人的業(yè)務(wù)，代理人辦理業(yè)務(wù)的地點(diǎn)，也就是：代理業(yè)務(wù)，代理處。

agency agreement 代理協(xié)議

agency commission 代理傭金

sole agency(or: exclusive agency)獨(dú)家代理

例句：

The company has agencies in all parts of Africa.該公司在非洲各地均有代理。

Your application for sole agency for a period of one year is now under our careful consideration.我們正在仔細(xì)考慮你們擔(dān)任我們獨(dú)家代理為期一年的申請(qǐng)。

The volume of business done does not warrant entrusting you with exclusive agency at present.已達(dá)成的營(yíng)業(yè)額還不足以使我們目前委托你方為獨(dú)家代理。

常見句式 11-2 Should you not be able to accept it, perhaps you could recommend some other reliable and well-established firms whom you might approach.前幾章中已見過此類句式。在此介紹一下非真實(shí)條件從句。非真實(shí)條件從句，顧名思義，是用來描述說話人想象的、非真實(shí)的情景的，這些情景通常是不可能發(fā)生的，與客觀實(shí)際相反的，或發(fā)生可能性極小，只表示說話者的一種主觀愿望、假想和建議等等。非真實(shí)條件從句表示對(duì)現(xiàn)在、過去、將來的事實(shí)進(jìn)行虛擬時(shí)，主句和if從句中的謂語動(dòng)詞形式如下：

表示虛擬的時(shí)間 if從句謂語形式 主句謂語形式

現(xiàn)在： did or were would(should, might, could)+ do 過去： had done or had would(should, might, could)+ have done(been)將來： were to(should)would(should, might, could)+ do 即虛擬語氣的三種基本形式：

(1)與現(xiàn)在事實(shí)相反：

If I had enough money, I would run a company of my own.如果我有錢，我要開一間自己的公司。

(2)與過去事實(shí)相反：

She would have come if she hadn’t been so busy.要不是忙，她就來了。

(3)與將來事實(shí)相反：

If I should win the lottery, I would buy a car.如果我能贏抽彩，我將買一輛車。

掌握上述虛擬語氣的三種基本形態(tài)、分別牢記在不同的時(shí)間(現(xiàn)在、過去、將來)情況下的非真實(shí)條件虛擬句中if從句和主句謂語動(dòng)詞的對(duì)應(yīng)形式是非常重要的。我們不妨歸納上述例子來看，非真實(shí)條件虛擬句的謂語時(shí)態(tài)比真實(shí)條件句的時(shí)態(tài)向“過去”方向推進(jìn)了一層。

對(duì)現(xiàn)在虛擬 if+過去時(shí)，I would(should, might, could)do?

對(duì)過去虛擬 if+過去完成時(shí)，I would(should, might, could)have done?

對(duì)將來虛擬 if+should/were to do, I would(should, might, could)do?

常見詞匯 11-3 postpone v.延緩

辨析：defer, postpone, intermit, suspend與stay 這組詞均含有造成行動(dòng)、活動(dòng)或進(jìn)程的推遲之意。

defer(1)指推遲到較晚的時(shí)間，一般強(qiáng)調(diào)有意的推遲。(2)指在完成，獲得或?qū)崿F(xiàn)某事過程中，由于出現(xiàn)超出控制能力之外的情況而推遲。

postpone 表示有意拖延，一般指拖延到某一確切時(shí)間。

intermit 指暫時(shí)中止，通常作為調(diào)節(jié)的措施。尤其暗示間歇之后再開始的含義。

suspend 通常因?yàn)樯舷挛闹忻鞔_表達(dá)或未明確表達(dá)的原因(如個(gè)人愿望或法律約束)而暫時(shí)停止或使暫時(shí)不起作用。

stay 表示正在進(jìn)行著的事情因中間受到阻礙，可能使其完全停止，但更經(jīng)常指間歇、擱置或放慢速度。

例句：

I shall defer replying till I hear from him.我將等接到他的信息后再行答復(fù)。

Ship’s departure for 18 hours was deferred by the captain because of tornado.由于颶風(fēng)，船長(zhǎng)已推遲了十八個(gè)小時(shí)啟航。

In our opinion, we had better postpone the decision until a more appropriate time.在我們看來，最好等到一個(gè)較適當(dāng)?shù)臅r(shí)候再做決定。

We have to postpone offering for a few days.我們不得不推遲幾天報(bào)盤。

to intermit one’s efforts 暫停努力

Shall I suspend final decision until I have further evidence? 在我未得到進(jìn)一步的證據(jù)之前是否暫不做出最后結(jié)論? The court has decided to stay the proceeding.法庭已決定暫緩進(jìn)行這個(gè)訴訟程序

常見詞匯 11-4 indemnify 辨析compensate, indemnify與reimburse compensate(1)有時(shí)不指按法律規(guī)定償付債款，也不指無償服務(wù)，而強(qiáng)調(diào)付錢回報(bào)，這里錢被看做是所付出的服務(wù)、風(fēng)險(xiǎn)或花費(fèi)時(shí)間的等值物。(2)用于上述意義時(shí)，該詞不意味著對(duì)他人負(fù)有義務(wù)或進(jìn)行付錢，而常指進(jìn)行平衡，如以好抵壞，以得補(bǔ)失這種平衡。

indemnify(1)指一種允諾或?qū)嶋H的對(duì)損失(如火災(zāi)造成)或傷害(如事故)、損害(如戰(zhàn)爭(zhēng)或?yàn)?zāi)害造成)所做出的賠償。(2)其詞義有時(shí)接近于compensate,多指抵消。

reimburse 指付還自己為贏利而花的錢或付還別人(如代理人或律師)為自己做事而花的錢。

例句：

You have to compensate us for the short shipment of 600 kilos.你方須為短裝600公斤給予賠償。

In order to compensate your purchases, we are allowed by our government to buy your handicrafts as much as 40% of the total value of your purchases.為了補(bǔ)償你方購(gòu)貨，我國(guó)政府允許我公司購(gòu)買高達(dá)你方購(gòu)貨總值百分之四十的手工藝品。

Our users insist that you have to compensate for the inferior quality.我方用戶堅(jiān)持認(rèn)為，你方須為質(zhì)次給予賠償。

He promised to indemnify me for my losses.他答應(yīng)賠償我的損失。

We will indemnify you for any expenses you may incur on our behalf.我方會(huì)補(bǔ)償你方為我方所花的一切費(fèi)用。

The applicant for the credit shall be bound by and liable to indemnify the banks against all obligations and responsibilities imposed by foreign laws and usages.凡由外國(guó)法律和習(xí)慣加于銀行的一切義務(wù)和責(zé)任，應(yīng)由開證申請(qǐng)人承擔(dān)，他并應(yīng)對(duì)銀行負(fù)補(bǔ)償之責(zé)。

We must reimburse him the costs of the journey.我們必須把旅費(fèi)償還給他。

? Supplements:

1.Words 單詞

appoint, agency, agent Expressions商業(yè)用語

promising market 有銷路的市場(chǎng) lose one’s market 失去買賣機(jī)會(huì) agency agreement 代理協(xié)議 agency commission 代理傭金 for sale 待售 on sale 上市，出售 arbitration clause 仲裁條款 voluntary arbitration 自愿仲裁 bankruptcy law 破產(chǎn)法 bankruptcy proceedings 破產(chǎn)程序 consolidation by lease 租賃合并 consolidation by merger 吸收合并

Phrases 短語

act as 2.Discriminations 辨析

defer, postpone, intermit, suspend與stay agency與 agent compensate, indemnify與reimburse consolidation與merger agreement與contract 3.Grammar Points 語法點(diǎn)

非真實(shí)條件從句：

對(duì)現(xiàn)在虛擬 if+過去時(shí)，I would(should, might, could)do?

對(duì)過去虛擬 if+過去完成時(shí)，I would(should, might, could)have done?

對(duì)將來虛擬 if+should/were to do, I would(should, might, could)do?

一些否定短語如：in no way, in no case, at no time, by no means, in no sense, on no account ,under no circumstances 都可譯為“絕不”。這些否定短語常放在句首，但句子要倒裝。

4.Wide Selection of Writing 多種寫作選擇 This is to inform you that? 茲通知你方??

類似的句型較多，如：

This is to acknowledge? 茲收到??

This is to advise that? 茲通知?? This is to announce that? 茲宣布??

? Afterclass Exercise:

Translate the following letter into English: 我們仔細(xì)研究了你方9月10日函，現(xiàn)愿與你方進(jìn)一步商談你方要求在蘇格蘭建立代處的建議。你方為詹姆士·內(nèi)爾公司工作的情況，我們不了解，但鑒于你方在蘇格蘭的貿(mào)易關(guān)系，我們認(rèn)為你方在該地發(fā)展我們的業(yè)務(wù)是可以大有作為的。

我們的最后決定取決于條款是否合適。因你公司司密斯先生將于下月訪問我地，我們?cè)概c司密斯先生面談而不愿進(jìn)行曠日持久的通訊往來。為此，請(qǐng)告司密斯先生何時(shí)來面談。

Chapter Twelve

Complaints and Claims

第12章 投訴和索賠

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: 7 Sample Letters 7封樣信

Supplyment補(bǔ)充：Some Useful Sentences on Complaints and Claims 投訴和索 賠的常用例句。Terms Used in Making Complaints 投訴的常用術(shù)語

? Main Points: 常見詞匯 12-1 claim 1)vt.a.索賠，索匯，索款；要求(應(yīng)得)權(quán)利

Only the holder of the B/L may claim to be the owner of the shipment.只有提單持有人才能要求取得貨物的所有權(quán)。

Our customer claims 8p reduction per 1b on the 85 bales of Goathair shipped by M/V “Star”.對(duì)由“星”號(hào)輪運(yùn)來的85包山羊毛，我方客戶要求每鎊減價(jià)8便士。

We have to claim from you ￡400 on this shipment for inferior quality.對(duì)這批發(fā)貨由于質(zhì)次我方不得不向你方索賠400英鎊。

b.聲稱，宣稱，自稱，主張

The firm claims to be well placed for promoting the sales of your product.對(duì)于推銷你公司產(chǎn)品，該公司聲稱處于有利地位。

2)vi.索賠，提出要求

Buyers have claimed on us for short shipment.買主已因短裝向我方(提出)索賠。

Our users have claimed upon us for inferior quality.42

我方用戶已因質(zhì)次向我方索賠。

3)n.(對(duì)權(quán)利等的)要求，索賠，索款，索匯

to lodge/file/enter/register/make/raise/put in a claim against/with sb on a certain shipment for a certain reason for amount of money?

對(duì)某批發(fā)貨由于某種理由向某人提出索賠金額為??

Buyers have lodged a claim on this shipment for RMB￥1500 for(on account of)short weight.由于分量短少，買主對(duì)此批貨索賠人民幣1500元。

We have already raised a claim against the insurance company for $310 for damage in transit.因運(yùn)輸中受損，我們已向保險(xiǎn)公司提出要求賠償310美元。

Our claim on your L/C No.84 has not been paid.我們對(duì)你的第84號(hào)信用證收匯沒有得到支付。

常見詞匯 12-2 responsible adj.辨析：responsible, answerable與accountable 這三個(gè)詞意義極相近，均表示可以指望用某物來滿足某人或使其得到補(bǔ)償。

responsible 表示通過履行職責(zé)或義務(wù)，完成任務(wù)、獲得信任或行使職權(quán)，而對(duì)給予 這些權(quán)力、義務(wù)或信任的人或機(jī)構(gòu)負(fù)責(zé)。

answerable 表示某人因某事而對(duì)他人負(fù)有責(zé)任，此人出于道德或法律責(zé)任感，或由于為 他人接受這樣一種責(zé)任，而承受對(duì)違法或失職行為的懲罰。常指在法庭面前受罰。

accountable 也表示因某事對(duì)某人負(fù)責(zé)，或因某事而獲得信任，也肯定說明這種信任是如 何獲得的。

to hold sb responsible for sth.要某人負(fù)責(zé)某事。

to be responsible to sb for sth.向某人對(duì)某事負(fù)責(zé)。

During vanning(devanning)of containers, this Company is responsible for tally those containerized cargoes which the vessel is responsible for delivery/taking delivery of.對(duì)于船方負(fù)責(zé)對(duì)集裝箱內(nèi)貨物進(jìn)行交接的，在裝(拆)箱時(shí)，本公司負(fù)責(zé)對(duì)箱內(nèi)貨物進(jìn)行理貨。

He is answerable to me for his conduct.他對(duì)于他的行為該向我負(fù)責(zé)。

I shall be answerable for what he does.我將對(duì)他做的一切負(fù)責(zé)。

You are accountable to me for this money.這錢怎么用的，你應(yīng)對(duì)我說明。

If anything happens to the boy, I will hold you accountable for it.如果這個(gè)男孩出什么事的話，我將讓你承擔(dān)一切責(zé)任。

We must hold you responsible for all consequences arising therefrom.由此發(fā)生的一切后果我們必須要你方負(fù)責(zé)。

Buyers(Sellers)must be held responsible.必須由買方(賣方)負(fù)責(zé)。

We are not responsible for the delay.遲誤的責(zé)任不在我方。

常見詞匯 12-3

“度”的常見英譯法

在科技語言中，“度”字是一個(gè)使用率很高的表示各種計(jì)量單位的字。按中文的習(xí)慣，“度”既可以表示電表、水表或溫度計(jì)上的刻度，又能表示眼鏡片深淺的屈光度或地理位置的經(jīng)緯度，等等。然而，在英語里卻找不出一個(gè)適用于各種場(chǎng)合下的通用字。翻譯時(shí)，必須視不同的意境使用不同的英語對(duì)應(yīng)字。如:(1)譯為 degree degree是普通用字，作“度”字的對(duì)應(yīng)字使用時(shí)，多指溫度以及幾何學(xué)中弧和角的計(jì)算單位等。

The first well had a deviation of 1.7 degrees from the vertical.第一口井的斜度是1.7度。

The boiling point of water is 100 degrees centigrade.水的沸點(diǎn)是攝氏100度。

A right angle is an angle of 90 degrees.直角是角度為90度的角。

(2)譯為 temperature 或 reading temperature和reading 是兩個(gè)在表意上截然不同的字，盡管都與“溫度”有關(guān)。前者指的是氣溫的總稱，而后者指的是溫度的具體計(jì)量單位(unit of measurement for temperature)。當(dāng)中文中的“度”字指的是某天的氣溫時(shí)，便與temperature形成特定條件下的對(duì)應(yīng)關(guān)系，reading多指儀器上的量度。

What’s the temperature today? 今天氣溫多少度? Is there any difference between the day and the night readings? 白天的度數(shù)和夜間的度數(shù)有什么差別嗎?(3)譯為 strength strength作“度”字的對(duì)應(yīng)字使用時(shí)，多指眼鏡片的深淺程度或酒、茶、咖啡、顏色等的濃度。

What’s the strength of the lenses of your glasses? 您的眼鏡多少度? The foreign guests are interested in the strength of the black tea.外國(guó)客人們對(duì)這種紅茶的濃度感興趣。

(4)譯為 parallel parallel的原義是(緯線)，因而只能與表明地理方位緯度的“度”字形成對(duì)應(yīng)詞。

Beijing is close to the fortieth parallel of north latitude.北京靠近北緯40度。

This city is ten miles above the 38th parallel of the north.這座城市位于北緯38度線以北十英里。

(5)譯為per cent 或 point 當(dāng)“度”字在具體中文句中表示的是含某物質(zhì)的百分比時(shí)，常譯為per cent(或percent)。point表示的“度”，常指體溫的度數(shù)。

This spirit contains 55 per cent alcohol.這種酒55度。

His temperature has gone up 3 points.他的體溫升高了三度。

? Supplements: 1.Words 單詞

claim, sustain, bear Expressions商業(yè)用語

Survey Report on Quality 品質(zhì)鑒定證明書 Survey Report of Weight 重量鑒定證明書

Phrases 短語

attribute to, due to, do with, have no choice but, be meant for 2.Discriminations 辨析

responsible, answerable與accountable “度”的常見英譯法

3.Grammar Points 語法點(diǎn)

表示原因狀語從句considering, since, seeing(that),now(that), given(that)4.Wide Selection of Writing 多種寫作選擇

lodge/file/raise/enter/make/put in/register a claim against sb/ with insurance company on shipment for reason for $.? Afterclass Exercise:

Write to your suppliers explaining that in a delivery of metal wastepaper bins twenty-seven were either slightly dented or badly scratched and that you have had to sell them at a price considerably below the recommended retail selling price.Submit a claim for the difference between the recommended retail price and the price at which the damaged bins were actually sold.45

Chapter Thirteen Invitation for Bids and Bid

第13章 招標(biāo)和投標(biāo)

? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)

? Outline: Section One Invitation for Bids 第1節(jié) 招標(biāo) Section Two Bid 第2節(jié) 投標(biāo)

Supplyment 補(bǔ)充：Some Useful Sentences on Invitation for Bids and Bid 招標(biāo)和投標(biāo)的常用例句。

? Main Points: 常見詞匯 13-1 loan 1)n.用作可數(shù)名詞，表示貸款；用作不可數(shù)名詞，表示借的動(dòng)作。The rest can be obtained through bank loans.其余的可通過銀行貸款解決。

He said he had applied for fresh loan to save them from bankruptcy.他說，為了免于破產(chǎn)，他已經(jīng)再借了一筆債。有關(guān)loan的常用短語：

day-to-day loan         日拆 demand loan          活期放款 industrial loan         工業(yè)放款

long-term loan         長(zhǎng)期放款，長(zhǎng)期貸款 non-interest bearing/interest-free loan 無息貸款 secured loan          抵押放款 domestic loan          內(nèi)債

government/public loan       公債 loan作名詞時(shí)與之搭配的動(dòng)詞有：

want(想要)，solicit(請(qǐng)求)，negotiate(洽商)，raise(籌集)，float(招募),arrange(安排),conclude(達(dá)成),contract(約定),give/make/provide/grant(給予)，have/get/obtain/receive(得到)，secure(擔(dān)保)，under-write(承保貸款風(fēng)險(xiǎn))，repay/pay off/liquidate(清還)，renew(按原來?xiàng)l件展期)。

2)v.在美國(guó)英語中作及物動(dòng)詞，表示借給，并可帶雙賓語；在英國(guó)英語中，表示借給的 動(dòng)詞要用lend：

The house had been loaned to the Yales by its owner, who used it during summers. 房子的主人只有夏天才在這里住，現(xiàn)在把它借給耶爾家暫用。

 辨析：loan,facility, advance與credit這組詞均指貸款

loan是貸款的總稱，是正式用語，多用于政府和國(guó)際金融組織的正式貸款。

facility是資金便利方面的特殊安排，多用于國(guó)際銀團(tuán)和私人銀行對(duì)其客戶的便利貸款。advance指銀行為客戶墊款、預(yù)付、透支等給予金額不大，為期不長(zhǎng)的貸款。

 credit強(qiáng)調(diào)“信用”兩字，多用于商人間的出口信貸、買方信貸、賣方信貸；credit與 facility連用，則指銀行的信用貸款(credit facility)。例句：

The bank also extends export credit insurance facilities to cover risks undertaken by US exporters.銀行擴(kuò)大出口信貸保險(xiǎn)業(yè)務(wù)，給美國(guó)出口商承擔(dān)風(fēng)險(xiǎn)保險(xiǎn)。The bank advanced me ￡2000. 銀行借給我二千英鎊。

A revolving credit of $125m has been signed between the World Bank and Turkey’s Agricultural Bank. 世界銀行與土耳其農(nóng)業(yè)銀行簽訂了一億二千五百萬美元的循環(huán)信貸(協(xié)議)。

常見詞匯 13-2 bid 1)vt.(買方)出價(jià)，遞盤；(賣方)要價(jià)，索價(jià)；(拍賣時(shí)或商品交易所中)叫價(jià)，喊價(jià) We do not think buyers will bid a higher price. 我們認(rèn)為買主不會(huì)出更高的價(jià)格。

Last week we bid RMB ￥XX per ton for Green Tea.Now we can do a little better.上星期我們對(duì)綠茶遞價(jià)每噸人民幣××元?，F(xiàn)在我們可以出得稍多一些。They have bid us $ 1.8 lower than you do.他們向我方要價(jià)比你方低1.8美元。

 One minute before the auctioneer struck his hammer, a Chinese firm bid $ 35 for your product. 拍賣人擊槌前一分鐘，一家中國(guó)公司對(duì)你方產(chǎn)品出價(jià)35美元。

 2)vi.(買方)出價(jià)，遞盤；(賣方)要價(jià)，索價(jià)；(拍賣時(shí)或商品交易所中)喊價(jià)，叫價(jià)；投標(biāo)(以求承包一項(xiàng)工程或供應(yīng)貨物) We hope you will bid for this article if you have interest in it. 你方若對(duì)此貨有興趣，望出盤。

 We are sorry to say that you are bidding higher than Japanese manufacturers. 抱歉，你方要價(jià)比日本廠商還高。

 Is nobody else going to bid?  再?zèng)]有別人出價(jià)了嗎?  There were two firms bidding against each other on the new project. 有兩家公司競(jìng)相投標(biāo)以求承建這項(xiàng)新工程。

 The firm decided to bid on the pipeline. 該公司決定投標(biāo)以求承建這項(xiàng)管道工程。

 3)n.(買方的)出價(jià)、遞盤；(賣方的)要價(jià)，索價(jià)；(拍賣時(shí)或商品交易所中)喊價(jià)，叫價(jià)；(承包工程的)投標(biāo)。

 We will try to get a bid from the buyers. 我們將試圖從買方獲得一個(gè)遞價(jià)。 Will no one make a higher bid?  再?zèng)]有人出價(jià)更高了嗎? 有關(guān)bid 的常用短語

 bid bond        投標(biāo)保證金  bid deadline      投標(biāo)截止日期 bid documents      投標(biāo)文件

bid guarantee      投標(biāo)擔(dān)保，承包擔(dān)保 award of bid      決標(biāo) call for bids      要求開標(biāo)

closed bid       寄密封信或拍賣，投標(biāo)或拍賣 invitation to bid    招標(biāo)

invite bid      招標(biāo)，征求承包 lose a bid      未中標(biāo)，承包落選

open bid        公開投標(biāo)，開標(biāo)，開啟承包書 public bid       不限范圍邀請(qǐng)參加的投標(biāo) sealed bid       密封投標(biāo)，密封出價(jià) submit bid       投標(biāo)，提出承包書 win a bid       中標(biāo)，得標(biāo)，承包中選

acceptance of the bid   中標(biāo)，得標(biāo)

bid(投標(biāo))作名詞常與entertain, get, invite, make, open, reject, send in, submit, put in, withdraw, write等動(dòng)詞搭配。

 注意：商業(yè)英語中用作“投標(biāo)，遞價(jià)，出價(jià)”解的動(dòng)詞bid的過去式和過去分詞均用bid，不用bade和bidden。

作“投標(biāo)”解釋時(shí)，tender有同樣意義。

invitation to bid=invitation to tender   招標(biāo) invitation for bid=invitation for tender   招標(biāo) to invited bid=to invite tender      招標(biāo) to call for bid=to call for tender     招標(biāo) 

常見術(shù)語 13-3 “費(fèi)用”或“費(fèi)”的常見英譯法

1)譯為fee或charge 這是“費(fèi)用”或“費(fèi)”的兩個(gè)最常用的英語等值對(duì)應(yīng)字。

fee主要指服務(wù)性費(fèi)用。這種服務(wù)既能以體力方式提供，又能以向他人提出具有專業(yè)性質(zhì)的建議或忠告等形式提供(payment for service or professional advice)。如，律師、醫(yī)生、私人教師等所收之費(fèi)用以及

入場(chǎng)費(fèi)、入會(huì)費(fèi)、掛號(hào)費(fèi)等等均譯為fee。charge除了可指服務(wù)性費(fèi)用外，間或也指對(duì)貨物或具體實(shí)物的收費(fèi)(for goods)。

有關(guān)fee的常用短語

tuition(schooling)fee       學(xué)費(fèi)

admission fee          入會(huì)費(fèi) doctor’s fee          醫(yī)生的診費(fèi) retaining fee(solicitors fee)    律師費(fèi) remittance fee          匯費(fèi) processing fee  加工費(fèi) charges for water and electricity  水電費(fèi) service charge  手續(xù)費(fèi) selling charge(commission)銷售費(fèi)用 extra charge(surcharge)  附加費(fèi) storage charges(fee)  保管費(fèi) stowage charges  (航運(yùn))depreciation charge   折舊費(fèi) advertising charges  廣告費(fèi) loading charges  裝貨費(fèi) transport charges   運(yùn)輸費(fèi)  例句：

You learn through failures—they’re like tuition fees. 通過失敗你也可以學(xué)到東西—這也可以說是交學(xué)費(fèi)吧。For this service, the bank asks for a small fee. 為這一服務(wù)項(xiàng)目，銀行只收一點(diǎn)手續(xù)費(fèi)。

2)expenses(expenditure)或 cost expenses和cost作“費(fèi)用”的對(duì)應(yīng)字使用時(shí)，多指“為某一特定需求而付出的消費(fèi)性支出”expenses和cost為通用字，使用率極高，而expenditure為書面語體字，少用。有關(guān)expenses的常用短語

living expenses(the cost of living) 生活費(fèi)

administrative expenses   辦公費(fèi) printing expenses   印刷費(fèi) board expenses    伙食費(fèi) hospitalization expenses  住院費(fèi) funeral expenses   喪葬費(fèi) entertainment expenses   招待費(fèi) military expenditures   軍費(fèi) current expenditure   經(jīng)費(fèi)

maintenance cost(expenses) 保養(yǎng)費(fèi)(或維修費(fèi))production cost   生產(chǎn)費(fèi)用 circulation costs   流通費(fèi)用 cost of wear and fear  損耗費(fèi) financial expense   財(cái)務(wù)費(fèi)用 depreciation expense(charge)  折舊費(fèi)用 distribution expenses   推銷費(fèi)用 clerical cost    辦公費(fèi)用

。49 organization costs(expenses)  開辦費(fèi) advertising expenses   廣告費(fèi)

例句：

All the travelling expenses will be borne by the host country. 旅費(fèi)由東道國(guó)負(fù)擔(dān)。

With rising costs, it is difficult for him to make both ends meet. 由于生活費(fèi)用的不斷上升，他很難使收支平衡。

I have kept track of the expenditures incurred on the trip. 對(duì)于旅途中的花費(fèi)我一直作著記錄。

3)dues 或 tax dues作“費(fèi)用”,“費(fèi)”的對(duì)應(yīng)字使用時(shí)，特指社會(huì)團(tuán)體或組織的成員按本組織的有關(guān)規(guī) 定定期繳納的組織費(fèi)用。在美國(guó)這種費(fèi)用又可用tax表示。

trade-union dues  工會(huì)會(huì)費(fèi)

membership dues   會(huì)費(fèi)(美國(guó)用tax)party member dues   黨費(fèi)  例句：

The matter of raising the dues was brought up at the meeting. 增加會(huì)費(fèi)的問題在會(huì)上提了出來。

4)fare 和 freight 這兩個(gè)字作“費(fèi)用”的對(duì)應(yīng)字使用時(shí)，均用于特定場(chǎng)合：fare指車(船)費(fèi)；freight指運(yùn) 費(fèi)。

bus fares   公共汽車費(fèi) taxi    計(jì)程車費(fèi) boat fares    船費(fèi) freight   運(yùn)費(fèi) back freight   退貨運(yùn)費(fèi) Freight paid   運(yùn)費(fèi)付訖 Freight to be collected  運(yùn)費(fèi)待收  例句：

A uniform fare of ten dollars for any distance. 不論遠(yuǎn)近車費(fèi)一律拾元。

5)譯為fund(s)funds作“費(fèi)用”的對(duì)應(yīng)字使用時(shí)，通常指“按事先擬好的計(jì)劃為特定目的定期付出的?？睢?，相當(dāng)于中文“經(jīng)費(fèi)”所表達(dá)的意思。 有關(guān)fund(s)常用短語

welfare funds   福利費(fèi) funds for buying books  圖書購(gòu)置費(fèi) funds for scientific research 科研費(fèi) relief fund   救濟(jì)費(fèi)

6)譯為特定的名詞或詞組

英文中還有不少名詞或詞組作“費(fèi)用”的對(duì)應(yīng)字使用時(shí)，只能用在特定的場(chǎng)合。對(duì)這些譯法只能見一個(gè)記一個(gè)?，F(xiàn)將最常見的介紹如下：

第二篇：外貿(mào)函電

Dear Miss Han, We are glad to learn from your letter that you have decided to place a large order for the item of alarm o’clock.As you know, with superior quality, our products enjoy growing favor in the world market.We hope that you will direct your attention to superior quality of our product, which we think in much more important.However, Much as we would like to establish business relationship with you, the best we can do is to reduce the original price by 1%.As you stated in your order that this order is in urgent need, shipment could be made in June subject to the L/C reaching us no later than 18 th of June.We look forward to your early reply and hope to establish business relationship with you in the near future.Yours sincerely, Zhou Liangyi Sales manager

第三篇：外貿(mào)函電

Dear Sirs,We would like to order with your company for 1,200 cartons of Jade Rabbit brand Essential Balm.We want the cartons marked clearly with the name, the words 'fragile' and numbered 1-1200.we hope you will be able to ensure the quality of the product/

we willmake payment by L/C at sight and would like delivery by the end of next month.with regard to shipment, please e-maildirect to us and let us have a copy of the commercial invoice when it is made up.Yours faithfully.Dear Sirs,Thank you for your enquiry ,and we appreciate very much you interest in our product.As requested, we take pleasure in makig you a firm offer as follows, subject to your reply reaching here on or before June.Commodity: ‘Jade Rabbit’ brand radiosPrice: US $ 40 per, CIF LondonCommissions: 3%Shipments: JunePayment: by draft at sight for the full invoice value to be opened 30 days before the date of shipment.Please note that we have quoted our most favorable price and we can not see our way clear to entertain any counter offer.Hope for early reply

Yours sincerely,***

Dear Sirs,Your company has been kindly introduced to us by the National Bank of Bangladesh.We have been in the line of Light Industrial Products.We are willing to enter into business relations with you.To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled y this cooperation with detailed specifications and means of packing.Quotation and samples will be sent upon receipt of your specific enquiries.Our competitive prices, superior quality and efficiency have won confidence and goodwill among our business clients.We are writing to you in the hope that we can open up business relations with your firm.We shall be grateful if you will reply an early date.Yours faithfully,***

第四篇：外貿(mào)函電

外貿(mào)函電--期末資料

開立信用證另函 品牌

溢短裝條款 以…為受益人 目的港 分批裝運(yùn) 承運(yùn)人 投保 向…索賠 Brochure

Be lined with mental plate Price listDiscountG.M.Q.InsurantF.P.A.A confirmed L/C TransshipmentStraight B/L

Credit inquiryCounter-offer

Sales confirmation Shipping instruction Inner packing 封內(nèi)地址 形式發(fā)票 跟單信用證電匯 付款交單

Open / establish letters of credit(L/C)EnclosedBrand

Terms more or less In one’s favor Port of destination Partial shipment The carrier Insure / cover

File a claim against...小冊(cè)子

用金屬板內(nèi)襯

價(jià)格列表 / 價(jià)格單 折扣

上好可銷品質(zhì)（不懂詳見度娘）被保險(xiǎn)人平安險(xiǎn) 保兌信用證 轉(zhuǎn)運(yùn) 記名提單

信用查詢 還價(jià)

銷售確認(rèn)書 運(yùn)費(fèi)說明 內(nèi)包裝

Inside address Proforma Invoice Documentary Credits

Telegraphic transfer Against payment

With reference to your order of July 6 for musical instruments, we wish to inform you that the goods are in production and will be ready for shipment by the end of October.根據(jù)你7月6日的樂器訂單，我們想告訴你，產(chǎn)品正在生產(chǎn)，并在十月底準(zhǔn)備裝運(yùn)。

We have duty sighed our sales confirmation and return one copy to you for your file as requested.Meanwhile, we have opened the relevant L/C and it will reach you very soon.我們有責(zé)任審核銷售確認(rèn)書，并退還一份文件給你。同時(shí)，我們已經(jīng)開立了有關(guān)信用證，您應(yīng)該很快就能收到了。

Please extend the date of shipment and the validity of your L/C No.CHW118 to July 15 and Aug.2 respectively and arrange the amendment advice to reach us by June 15.請(qǐng)將裝運(yùn)日期以及你標(biāo)號(hào)CHW118的信用證的有效性延長(zhǎng)至7月15日和8月2日，并于6月15日聯(lián)系我們，分別安排修訂意見。

When packing, please take into account that the boxes are likely to receive rough handling at this end and must be able to withstand transportation over very bad roads.包裝時(shí)，請(qǐng)考慮到盒子很可能在運(yùn)輸環(huán)節(jié)末端承受硬力，并且必須能夠承受很差的運(yùn)輸路況。

An insurance claim should be submitted to the insurance company or its agent as promptly as possible so as to provider the insurance company or its agent with ample time to pursue recovery from the relative party at fault.保險(xiǎn)索賠申請(qǐng)應(yīng)盡可能迅速的提交給保險(xiǎn)公司或其代理人，以提供保險(xiǎn)公司充足的時(shí)間，針對(duì)存在相對(duì)過錯(cuò)的一方，尋求代理賠償。

很遺憾由于價(jià)格原因無法達(dá)成交易，但是我方希望向您推薦一款規(guī)格較為便宜的產(chǎn)品。Unfortunately, due to price reasons，we can not make the deal, but we would like to recommend a cheaper product specification for you.該協(xié)議證明了我們一致同意終止雙方2006年6月1日簽訂的合同，且雙方均不對(duì)此提出任何法律申訴。

The agreement proves that we agreed to terminate the contract signed by both parties on June 1, 2006, and both sides are not making any of this legal complaint.租賃條件可以同上述兩家公司相同。該開發(fā)區(qū)不允許有污染，請(qǐng)?jiān)诳尚行匝芯繄?bào)告中加以說明。

Leasing conditions can be the same with these two companies.The zone does not allow contaminated, please to describe it in the feasibility study report.化學(xué)泡沫是包裝領(lǐng)域的一種新方式，隨函附上關(guān)于其運(yùn)用可能性的目錄。

Chemical foam is a new way of packaging, and enclosing on its use of the possibility of the directory.請(qǐng)注意上述商品在9月16日前發(fā)貨，并按發(fā)票面額130%投保。根據(jù)貴方一貫做法，我們知道您只按110%投保，因此，額外部分將由我方承擔(dān)。

Please note that the above-mentioned goods shipped before September 16, referring to the invoice face value of 130% insured.According to the party practice, we know that you are always only insured at 110%, so an additional portion will be borne by us.We wish to introduce ourselves to you as a state-run import and export corporation dealing in light industrial products.作為一個(gè)主營(yíng)輕工業(yè)產(chǎn)品的國(guó)營(yíng)進(jìn)出口公司，我很希望向您介紹自己。

The above order is urgently needed.We, therefore, request you to forward it by air freight.以上的訂單是迫切需要的。因此，我們要求你用空郵方式。

We can meet your requirements to have the goods packed in wooden cases but you have to bear the extra packing charge.我們能滿足你的要求用木箱包裝貨物，但你必須承擔(dān)額外的包裝費(fèi)用。

Owing to heavy commandments, we are not in a position to accept new orders.However, as soon as fresh supplies come in, we’ll immediately contact you with fax.鑒于認(rèn)真審單，我們沒有能力接受新訂單。但是，一旦有新貨進(jìn)來，我們將立即用傳真與您聯(lián)系。

Our underwriter has surveyors and agents in practically all the big cities in the world to handle claims.Should any damage occur to the goods a claim may be filed with the insurance agent at your end with the necessary documents?

我們的承銷商和代理商在世界上幾乎所有的大城市中都參與過索賠處理。如有任何損壞發(fā)生而產(chǎn)生的索賠，可以提交相關(guān)文案給保險(xiǎn)代理人么？

目前花生市場(chǎng)見疲，除非貴公司能降價(jià)5%，否則我們無法達(dá)成交易。

Seeing the current peanut market weakness, unless your company can cut prices by 5%, otherwise，we can not reach a deal.我們已經(jīng)注意到了貴公司降價(jià)的要求，不過，我們想，如果貴公司能夠?qū)⒂嗁?gòu)的數(shù)量增加到6000件的話，我們將會(huì)給貴公司5%的折扣。請(qǐng)注意，這是我們最大限度的讓步，希望貴公司接受。

We have noticed that the price of the company's requirements, but we think that if your company can increase the ordered quantity to 6000, we will give your company a 5% discount.Please note that this is the best of our concessions, and wishing you to accept it.請(qǐng)將信用證的裝運(yùn)期和有效期分別延展至10月15日和10月31日，不勝感激。

Please crediting the shipment and validity are extended to October 15 and October 31, greatly appreciated.如果你方能替我方為貨物按發(fā)票金額的110%投保一切險(xiǎn)，我們將非常高興。

If you order the goods for us against all risks for 110% of the invoice amount, we will be very happy.我們最少需要500千克。如果質(zhì)量上乘，我們最多可接受800千克。

We need at least 500 kg.If the quality is goog, we will accept up to 800 kg.Dear Sirs,Insurance

We thank for your letter of May 10, quoting us 100 metric tons of wool on CIF terms.We regret, however, that we prefer to have your quotations and/or offers on CFR terms.尊敬的先生們，保險(xiǎn)

我們感謝您5月10日的來信，提出我們的羊毛指導(dǎo)到岸價(jià)共100噸按CIF條款計(jì)算。但是，我們感到很遺憾，我們希望你的報(bào)價(jià)單按CFR條款提供指導(dǎo)價(jià)。

For your information, we have taken out an open policy with the Bloyd insurance company, London.All we have to do when a shipment is made is to advise them of the particulars.Furthermore, we are on very good terms with them.We usually receive from our underwriters quite a handsome premium rebate at regular intervals.至于你的信息，我們已經(jīng)向倫敦的Bloyd保險(xiǎn)公司進(jìn)行了報(bào)備。我們所需要做的，就是告知對(duì)方商品詳情。此外，我們與對(duì)方擁有長(zhǎng)期的合作伙伴關(guān)系。我們通常定期從承銷商那里獲得相當(dāng)可觀的保險(xiǎn)費(fèi)回扣。

In the meantime, we should be obliged if you could supply us with full details regarding the scope of cover handled by the people’s insurance company of china for our references.在此期間，我們將不勝感激，如果你能充分提供商品詳情，我們就能讓中國(guó)人民保險(xiǎn)公司為你辦理相關(guān)業(yè)務(wù)。

We look forward to hearing from you at an early date.我們期待您的早日回復(fù)。

Yours,Faithfully

此致，你忠實(shí)的XXX… …

第五篇：外貿(mào)函電

外貿(mào)函電 課程設(shè)計(jì)報(bào)告08110811 葉允嘉 0811081140

外貿(mào)函電課程設(shè)計(jì)報(bào)告

一、課程設(shè)計(jì)目的通過外貿(mào)函電實(shí)踐性的模擬練習(xí)，加深對(duì)外貿(mào)函電理論的理解和運(yùn)用。了解并熟悉外貿(mào)進(jìn)出口的關(guān)鍵步驟，如建立業(yè)務(wù)關(guān)系、詢盤、報(bào)盤、還盤、成交、裝運(yùn)等的模擬，以在今后的實(shí)際應(yīng)用中熟練使用函電的寫作技巧和繕制合同、信用證、匯票、裝箱單、提單等單據(jù)。

二、課程設(shè)計(jì)內(nèi)容

1.課程設(shè)計(jì)的總體方案布置：根據(jù)背景資料擬寫建交信并進(jìn)行進(jìn)出口報(bào)價(jià)核算。

2.根據(jù)客戶發(fā)來的傳真及商品資料發(fā)盤并進(jìn)行綜合報(bào)價(jià)還價(jià)核算。

3.擬寫還盤函，根據(jù)背景資料和往來函電實(shí)例繕制銷售確認(rèn)書。

4.根據(jù)合同審核信用證并寫一份改證函了解裝船通知。

5.根據(jù)信用證及所提供的資料編制匯票、發(fā)票、裝箱單、重量尺碼單位作為銀行議付單據(jù)的一部分。

三、課程設(shè)計(jì)要求

1.掌握建立交易信函的操作技能。

2.掌握出口價(jià)格核算的要點(diǎn)。

3.掌握出口還價(jià)核算的要點(diǎn)。

4.掌握繕制合同的要點(diǎn)。

5.掌握信用證要點(diǎn)，掌握繕制改證函的要點(diǎn)。

6.掌握單據(jù)的填制。

四、課程設(shè)計(jì)中遇到的難題以及解決辦法

課程設(shè)計(jì)中最大的難點(diǎn)莫過于進(jìn)出口合同的訂立和填寫各種單據(jù)。

平時(shí)有擬寫中文合同的經(jīng)驗(yàn)，一般都是要根據(jù)一些模板在根據(jù)實(shí)際情況改動(dòng)條款。而一份合同的關(guān)鍵在于措辭的嚴(yán)謹(jǐn)與高明。在擬寫英語進(jìn)出口合同時(shí)，一開始有一種無從下手的感覺，但是參考指導(dǎo)書后面章節(jié)合同寫法，經(jīng)過前后比對(duì)，終于完成了合同的編寫。

各種單據(jù)上的表述和信用證上的表述有差異，這是使填寫各種單據(jù)成為難點(diǎn)的主要原因，另外信用證各種信息分散較廣，也給單據(jù)填寫增加了難度。不過，將發(fā)票填完時(shí)，后面的幾封單據(jù)就變得容易了很多。不過有些信息，還是很難在信用證里找出。各種單據(jù)填寫時(shí)，有很多時(shí)候要用到大寫，我就差點(diǎn)把日期寫成一般的寫法，后來還是發(fā)現(xiàn)問題，改正了出來。

五、體會(huì)

在寫外貿(mào)函電的時(shí)候就需要額外的注意很多細(xì)節(jié)，概括起來，遵循5個(gè)C原則。

Completeness——一封商業(yè)信函應(yīng)概況了各項(xiàng)必需的事項(xiàng)，如邀請(qǐng)信應(yīng)說明時(shí)間、地點(diǎn)等，確忌寄出含糊不清的信件。

Consideration——寫信時(shí)要處處從對(duì)方的角度去考慮有什么需求，而不是從自身出發(fā)，語氣上更尊重對(duì)方。

Courtesy——語言要有禮且謙虛，及時(shí)地回信也是禮貌的表現(xiàn)。Conciseness——避免廢話連篇、避免不必要的重復(fù)、多進(jìn)行短句、單詞的運(yùn)用。

Clarity——意思表達(dá)明確，要注意：避免用詞錯(cuò)誤、注意詞語所放的位置、注意句子的結(jié)構(gòu)。

《外貿(mào)函電》是一門模仿性、實(shí)踐性、操作性都很強(qiáng)的課程，不通過練習(xí)實(shí)踐，很難加深認(rèn)識(shí)，鞏固所學(xué)知識(shí)。只有進(jìn)行大量的有針對(duì)性的反復(fù)操練，尤其是外貿(mào)業(yè)務(wù)各個(gè)環(huán)節(jié)設(shè)計(jì)特定情景進(jìn)行反復(fù)操作，進(jìn)行各種類型的練習(xí)，我們才能熟練掌握運(yùn)用外貿(mào)業(yè)務(wù)這些常用的句型、詞匯和短語以達(dá)到能夠正確翻譯并能擬寫同類信函的目的。通過這次學(xué)習(xí)，我對(duì)外貿(mào)函電的各種相關(guān)信函和單據(jù)有了一個(gè)更加深入的了解，也對(duì)其熟練度大有提升，經(jīng)過這次實(shí)訓(xùn)，使我們專業(yè)技能得到一個(gè)很好強(qiáng)化的訓(xùn)練機(jī)會(huì)，使我們?cè)诮窈蟮膶?shí)踐中更加得心應(yīng)手。