1、unit 2 Terms (术语),商务参赞处出口商品交易会商会展览商品目录样品宣传小册子报价贸易关系,The Commercial Counselors OfficeExport Commodities FairThe Chambers of CommerceExhibitionCatalogueSampleBrochure, PamphletQuotationBusiness Relations, Trade Relations,业务范围 Business Lines, Business Scope, Business Activities国有公司 State-operated/owned
2、 Corporation私营公司 Private-operated/owned Enterprise价目单 Price List, Quotation Sheet出口清单 Export List财务情况 Financial Standing/Status进口/出口商 Importer/Exporter博览会 Exposition商品 Commodities, Articles,be in the market for sth.approach sb. for sth. under separate coverlie within the scope ofbe suppliable at pre
3、sentupon receipt ofestablish business relations,求购为与某人接洽另邮在范围内目前可供的收到后建立贸易关系,Translate the following into English,我公司是中国最大的电器用品出口商，谢谢贵公司8月3日来函，我们十分愿意与贵公司建立直接贸易关系。We are the leading (greatest) exporter of electric goods in China. Thank you for your letter of August 3. Its our pleasure to establish di
4、rect business relations with your company.,2.如果你对我们的产品有兴趣，请尽快通知我方。一旦收到你方具体询盘，即寄送报价单和样品。Please let us know immediately if you are interested in our products. We will send you our price list and samples upon receipt of your specific enquiry.3.目前我们对各种各样的帽子、手套和袜子感兴趣，如贵公司能寄来商品目录、商品样品和价目表，我们将不胜感谢。At prese
5、nt, we are interested in all kinds of caps, gloves and socks, and shall be pleased if you send us the catalogue, samples and price list.,uint 24.为使你方对我方各种款式的毛毯有一初步了解，今航寄我方目录、价格表和一些样品仅供参考。In order to give you some idea of various woolen blankets we make, we have pleasure in airmailing you one catalog
6、ue, a price list and some samples for your reference.,Terms (术语）,一般询盘折扣试订单欧洲主要港口规格批发商零售商分销商毛利,general inquirydiscounttrial orderEuropean Main Ports (EMP)specificationwholesalersretailersdistributorsgross profit,敬启者： 感谢你方寄来的商品目录，我们目前对你方的运动鞋感兴趣，如能报我方500打纽约成本加保费和运费的最低价当十分感谢。 如果价格具有竞争性,我们拟向你方大量订货. Dear
7、Sirs, 谨上Thank you for your catalogues sent to us. we are now interested in your Sport Shoes, and should appreciate it if you would give us the best quotation for 500 dozen CIF New York.If your price is competitive, we intend to place a large order with you. Yours faithfully,Terms (术语）,业务关系业务状况商会业务范围
8、Commodity/ merchandise6. pamphlet7. shipment8. specifications9. article number/ Art. No.,business relations/relationshipbusiness statuschamber of commercelines of business商品6. 小册子7. 装运，货物8. 规格9. 货号,Translate the following sentences into English,请报我方100公吨大米的最低价CIF广州，并标明最早交货期。Please quote us your lowe
9、st price for 100 metric tons of Rice CIF Guangzhou, and state the earliest date of shipment.2. 目前，我们对各种葡萄酒感兴趣，如果能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.,3. 我国对中国低压微波炉的需求很大，请你们对目前能供应
10、的型号向我方报有竞争性价格，非常感谢。There is a great demand for China-made low-voltage microwave ovens in our country. We would highly appreciate it if you could quote us your competitive prices for types available now. 4. 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 quality of your products is good and the price is in line wit
11、h the market at our end, we will place a large order with you.,Terms,实盘虚盘有效期确认 （n）装运港船上交货（离岸价）成本加保险费、运费 成本加运费货号单价商业发票,firm offernon-firm offervalidityconfirmationFOBCIF CFR/CNFArticle No., Item No.unit pricecommercial invoice,实盘(firm offer)Sentence Patterns1. We offer firm as follows, subject to you
12、r reply reaching us by 5:00 p.m., our time, Friday, 8th October 2009.兹报实盘如下：此盘2009年10月8日星期五我方当地时间下午5点前收到你方答复为有效。2. This offer is firm (good/open/valid) for 10 days/till October 10.兹报实盘如下：有效期10天/直到10月10日。,实盘(firm offer)Sentence Patterns3. We make/submit/forward/send you a firm offer, subject to your
13、reply reaching us by 5:00 p.m., our time, Friday, 8th October 2009.兹报实盘如下：此盘2009年10月8日星期五方当地时间下午5点前收到你方答复为有效。4. We are pleased to offer you our new products as follows with regard to your inquiry of October 10, subject to your reply reaching us by 10 a.m. our time Oct. 10.,虚盘(non-firm offer)Sentence
14、 PatternsWe make/submit/forward/send you an offer as follows: subject to our final confirmation/the goods being unsold.我方报盘如下：此报盘以我方最终确认为准、以货物未售出为准。2. Concerning inquiry of October 10, we are glad to make the following offer to you for our new product, subject to the goods being unsold.,敬启者： 5月5日来信收
15、悉，要求我们报中国红茶的成本加运费的悉尼价。Dear Sirs,Thank you for your letter of May 5 asking for an offer for Chinese Black Tea CFR Sydney. 兹答复，我方现报500箱中国红茶，每箱60澳元CFR悉尼价，2009年5月装船。In reply, we are offering you 500 cases of Chinese Black Tea at AUD 60 per case CFR Sydney for shipment in May, 2009.,付款方式为不可撤销即期信用证。此报盘以你方
16、5月15日前回复为有效。Payment is to be made by irrevocable L/C at sight. This offer is subject to your reply reaching us before 15th May.请注意我们的报价非常有竞争力，我们建议你方立即接受。 谨上Please note that our price is very competitive and we recommend your immediate acceptance. Yoursfaithfully,Sentence Patterns,We appreciate the g
17、ood quality of the captioned goods, but unfortunately your prices appear to be on the high side and out of line with the prevailing market level.我们很欣赏标题所列货物的优质，但令人遗憾的是你方价格似乎偏高，而且与现行市场价格的水平不符。2. Our offer is reasonable and realistic. It comes in line with the prevailing market.我方的报价是合理的、现实的，符合当前市场的价格
18、水平。,Sentence Patterns,3. Indian makes have been sold here at a level about 10% lower than yours.印度产的商品以大约低于你方10%的价格在本地出售。4. As the market of walnuts is declining, there is no possibility of business unless you can reduce your price by 5%.由于核桃行市下跌，除非你方能够降价5%，否则无法成交。,Sentence Patterns,5. We are not in
19、 a position to entertain business at your price, since it is out of line with the prevailing market, being 20% lower than the average.我们不能考虑按你方价格成交，因为你方价格与现时市场不一致，要比一般价格低20%。,1我们很遗憾你们的发盘比美国供应商的价格高出5%.We very much regret that your offer is 5% higher than those from the American suppliers.2. 羊毛行市目前疲软，
20、除非你方能降价5%，否则无法成交。As the market of wool is declining, there is no possibility of business unless you can reduce your price by 5%.3. 这是我报给你的最优价格,我们不能再做任何让步。This is our rock bottom price, so we cant make any concessions.,Placing Ordersto place an order with sb.for sth. 给予某人订单We thank you for your quota
21、tion of May 20 and now place an order with you for the following items. 贵方5月20日报价函已收到，谢谢。现向贵方订购下列商品。2) to order sth.at a price按价格订购We order 120 units of Italian furniture No. TS at $320 per unit CIF Rome. 我方向贵公司订购120套TS号意大利家具，每套320美元，CIF罗马价。,2. Reply to Ordersto accept ones order接受某人订单Thank you very
22、 much for your order of May 5 for 500 cases of canned beef. We are pleased to confirm our acceptance as shown in the enclosed Sales Contract.贵方5月5日订购500箱罐头牛肉的订单已收到，谢谢。对此订单我方乐意确认予以接受，如附寄的销售合约所示。,2) to sign and return a copy of for ones file签退一份供某人存档We have pleasure in informing you that we have booke
23、d your order No.234. We are sending you our Sales Confirmation No.789 in duplicate, one copy of which please sign and return for our file.我们很高兴地告知已接受你方第234号订单。现寄上第789号销售确认书一式两份，请签退一份供我方存档。,3) to be unable (not in a position) to accept ones order无法接受某人订单As wages and prices of materials have risen con
24、siderably, we regret we are not in a position to book the order at the prices we quoted half a year ago.由于工资和原料价格大幅上涨，很抱歉无法按我方半年前所报价格接受订单。3. 执行订单(Fulfillment of Orders)We have received your order No. 751 and it will be executed to your satisfaction.我方已收到贵方751好订单，订单的执行将使贵方满意。,销售合同购货合同合同条款合同草案会签正本副本一式
25、两份一式三份,Sales Contract (S/C)Purchase ContractContract TermsDraft ContractCounter Signature (n.),Countersign (v.)OriginalCopy, Duplicatein Duplicatein Triplicate,Terms,Terms,Repeat OrderFresh OrderTrial OrderInitial Orderto execute/fulfill/carry out/perform an orderto withdraw/cancel/ revoke an order7
26、. to decline/refuse/turn down an order,续订单新订单试购订单首次订单执行订单取消订单拒绝订单,Terms,to accept/close/confirm/ take on/entertain an order2. be fully booked/committed3. be heavily booked/committed4. to make out a contract,接受订单订单已满订单太多缮制合同,范例,placing a first order,Sales Confirmation,Useful Expressions - discussing
27、terms of payment1. 对你方这批试购的货物，我们准备接受付款交单方式付款。We are prepared to accept payment for your trial order on D/P basis.2. In view of our long business relations, we will make an exception and accept L/C at 30 days.鉴于我们的长期业务关系，我们破例接受见票后30天议付的信用证。,Exercise: Translation1. 请注意，付款是以保兑的、不可撤销的、允许分装和 转船、见票即付的信用证支
28、付。Please note that the payment is to be made by confirmed and irrevocable L/C, allowing partial shipment and transshipment, payable by draft at sight.,Exercise: Translation2. 我们的付款条件是保兑的、不可撤销的即期信用证， 于装运期前一个月开到我方，其有效期至规定装运期 后21天，在中国议付，并允许转船及分批装运。2. Our terms of payment are by confirmed, irrevocable l
29、etter of credit at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the stipulated time of shipment, and allowing transshipment and partial shipments.,Useful Expressions - Opening L/C & urging establishment of L/C1. You have the right
30、 to draw a 60 days on our bank against this credit for the amount of your invoice.你方有权凭此信用证向我方银行按你方发票金额开立见票60天后付款的汇票。,Useful Expressions - urging establishment of L/C2. The shipment date is approaching. It would be advisable for you to open the L/C covering your Order No. 341 the soonest possible so
31、 as to enable us to effect the shipment within the stipulated time.装运期临近，望你方尽早开立341号订单的信用证，以便我方在规定的时间内装运。,Useful Expressions - Amendment to and Extension of L/CWe have received your L/C No. 123 and on checking the clauses carefully, have regretfully found the following discrepancies in it.我们已收到你方123
32、号信用证，经仔细核对条款发现有下列不符。,Useful Expressions- Amendment to and Extension of L/C2. 我们发现你方信用证金额不足。请将单价从3美元增至3.5美元，将总金额增至60，000美元.We found that the amount of your L/C is insufficient. Please increase the unit price from US$3 to US$3.5 and the total amount to US$60,000.3. 请删去“由直达轮装运”条款，加上“准许转船和分批装运”。Please d
33、elete the clause “by direct steamer” and insert “Transshipment and partial shipment are allowed”.,Useful Expressions - Amendment and Extension of L/C4. 我们已于今天传真给你，要求你方把订购300箱冻鸡肉的371号订单的信用证有效期延长两星期。We have faxed you today asking for a two-week extension of the L/C covering your Order No. 371 for 300
34、cases frozen chicken.,Useful Terms,amendment to an L/Cbeneficiaryclean shipped on board B/Lconfirming bankdeadlinediscrepancyextension of an L/Cissuing bankinforming banknegotiating bank,信用证修改受益人清洁的已装船提单保兑行截止期不符（点）信用证展期开证行通知行议付行,Useful phrases,提前装运 (v.)Advance shipment推迟装运 (v.)Postpone (delay) shipm
35、ent订舱 Book shipping space 分批装运 (v.)Make a partial shipment 特快专递 By special express装运/船通知Shipping advice (advice of dispatch)转船（转港）(n.)Transshipment 在规定的时间内within the stipulated time装运to effect shipment备妥待运to be ready for shipment,1.to be ready for shipment我方高兴地通知贵方所订购的货物已备妥待运，请告知包装及装运之要求。We are glad
36、 to inform you that the goods you ordered are ready for shipment. Please let us have your instructions for packing and dispatch.2.to ship goods by/per S.S. (M.V.)由装运货物Please try your utmost to ship our goods by S.S. “Peace” which is due to arrive at Hamburg on May 8 and confirm by return that goods
37、will be ready in time.请尽量用“和平”轮装运我方货物，该轮预计于5月8日抵达汉堡。请早日复函确认货物是否会及时备妥。注： S. S. = Steamship,Sentence Patterns,3.to effect shipment 装运月份装船。 Shipment is to be effected (made) duringMarch/April.我方客户要求分三批等量装运，每两个月装一批。Our customer requests the shipment should be made in three equal lots, each every two mon
38、ths.,兹通知1234号单名下之货已于11月30日装直达船“红星”轮发送，有关货样已于该轮启程前航空寄给你方,We are pleased to inform you that the goods under your Order No.1234 have been shipped by the direct steamer “Red Star ” on Nov.30, and the relevant samples had been dispatched to you by air before the steamer sailed.,Useful Terms,shipping advi
39、cecarrierdirect sailingEuropean Main Ports(EMP)FCL=Full container LoadLCL=Less than Container Loadocean B/Lshipping space,已装船通知承运人直达船欧洲主要港口整箱货拼箱货海运提单舱位,Useful Terms,part/partial shipmentport of destinationport of dischargeport of shipmentsailing dateshippertranshipment/transshipment,分批装运目的港卸货港装货港起航日
40、期托运人转船,Packing charge/expense 包装费Packing clause包装条款Outer packing外包装Inner packing内包装Seaworthy packing适合海运包装FCL (Full Container Load)整箱货LCL (Less than Container Load)拼箱货,包装的关键是防潮、防湿、防锈、防震。 The crux of packing lies in protecting the goods from moisture, dampness, rust and shock.货物应用坚固的出口木箱包装，并且牢牢加扎.The
41、 goods should be packed in strong export wooden cases, securely strapped10瓶装入一小盒，100盒装入一个纸箱。Ten bottles are put into a box and 100 boxes into a carton.,Useful Terms,assortmentcartoncolor assortmentconsigneecountry of origindimensionsequal assortmentgross weightmeasurement,搭配纸箱颜色搭配收货人原产地国尺寸平均搭配毛重尺寸,U
42、seful Terms,metric tonnet weightneutral packingpacking listshipping markssize assortmenttaretrade markwarning marks,公吨净重中性包装装箱单装船唛头尺寸搭配皮重商标警告性标志,Insurance,Parties concerned:the insurer/insurance company/underwriter 承保人2. the insured 被保人3. Policyholder 投保人Useful Terms:insurance policy保险单premium保险费ins
43、urance amount保险金额invoice value发票价值 （发票金额）to cover insurance投保insurance coverage保险范围insurance clause保险条款,Translate the following sentences intoEnglish.根据你方要求，我公司就如下货物向贵方报价，以我方最后确认为准。As requested, we make an offer for the following goods, subject to our final confirmation.我们了解到你方市场对EVA行李箱需求强劲，随函附上第555
44、号报价单，供你方考虑。We understand that there is a strong demand for EVA luggage in your market. Attached is our quotation sheet No. 555 for your consideration.,Translate the following sentences into English.3.兹报盘，茉莉花茶每公斤价格为1125人民币元，神户(Kobe)CIF价，下周交货。We offer you Jasmine Tea at CN￥1,125 per kilo CIF Kobe for
45、shipment within next week.4.虽然我方非常愿意与贵方开展贸易往来，但遗憾的是我们不能将价格降到你方所求，因为我方经准确计算成本后，已将价格降到最低点。Although we are desirous of doing business with you, we are regretful that we can not reduce the price to the level you required, as we have cut our price to the limit after careful calculation.,Translate the fol
46、lowing sentences into English.5.我们高兴地随函附上下列规格的自行车1000辆的形式发票一式三份。获得进口许可证后，请即电告以便备货。We take the pleasure of enclosing our Proforma Invoice covering 1000 bicycles to the following specifications in triplicate. Kindly telex us so that we can proceed with the preparation of shipment after you obtain impo
47、rt license.,敬启者：感谢您5月21日的询盘。我方现报盘如下，此报盘须经本公司最后确认方有效。品名：110号， 111号转椅颜色：黑色、棕色和金色价格：货号110， 每把100美金，CIF旧金山价 货号111， 每把95美金，CIF旧金山价装运：2007年8月19日付款：电汇请注意，我方不提供佣金，但对超过1000把转椅的订货给予5%的折扣。另函附寄各型号样本、商品目录和价格表。我们相信上述条款是你可以接受的，并期待你早日订货。 谨启 迈克.怀特,Dear Sirs,Thank you for your inquiry of May 21. In reply, we would li
48、ke to make the following offer, subject to our final confirmation. Commodity: Swivel Chairs of Art. No. 110 and Art. No. 111 Colors: Black, Brown and Golden Price: Art. No. 110 per piece USD100 CIF San Francisco Art. No. 111 per piece USD95 CIF San Francisco Shipment: August 19, 2007 Payment: by T/T,
