外贸常用英语词汇，外贸商务英语大全

英语是目前全球最通用的语言，也是做外贸必须具备的商务语言。本文讲述的常用外贸英语包括三个部分：第一部分是单证英语；第二部分是商务英语；第三部分是常用英语书信大全。基本囊括了外贸商务中绝大部分对话情景需要用到的英文词汇以及术语表达，建议做外贸的朋友收藏此网页以备不时之需。

第一部分：外贸单证英语

信用证英语

Kinds of L/C

1. revocable L/C/irrevocable L/C 可撤销信用证/不可撤销信用证

2. confirmed L/C/unconfirmed L/C 保兑信用证/不保兑信用证

3. sight L/C/unasked L/C 即期信用证/远期信用证

4. transferable L/C(or)assignable L/C(or)transmissible L/C /untransferable L/C 可转让信 用证/不可转让信用证

5. divisible L/C/indivisible L/C 可分割信用证/不可分割信用证

6. revolving L/C 循环信用证

7. L/C with T/T reimbursement clause 带电汇条款信用证

8. without recourse L/C/with recourse L/C 无追索权信用证/有追索权信用证

9. documentary L/C/clean L/C 跟单信用证/光票信用证

10. deferred payment L/C/anticipatory L/C 延付信用证/预支信用证

11. back to back L/Reciprocal L/C 对背信用证/对开信用证

12.traveller’s L/C(or:circular L/C) 旅行信用证

Names of Parties Concerned

1. opener 开证人

applicant 开证人(申请开证人)

principal 开证人(委托开证人)

accountee 开证人

accreditor 开证人(委托开证人)

opener 开证人

for account of Messes 付(某人)帐

at the request of Messes 应(某人)请求

on behalf of Messes 代表某人

by order of Messes 奉(某人)之命

by order of and for account of Messes 奉(某人)之命并付其帐户

at the request of and for account of Messes 应(某人)的要求并付其帐户

in accordance with instruction received from accreditors 根据已收到的委托 开证人的指示

2. beneficiary 受益人

beneficiary 受益人

in favor of 以(某人)为受益人

in one’s favor 以……为受益人

favoring yourselves 以你本人为受益人

3. drawee 付款人(或称受票人，指汇票)

to drawn on (or :upon) 以(某人)为付款人

to value on 以(某人)为付款人

to issued on 以(某人)为付款人

4. drawer 出票人

5. advising bank 通知行

advising bank 通知行

the notifying bank 通知行

advised through…bank 通 过 …… 银 行 通 知

advised by airmail/cable through…bank 通过……银行航空信/电通知

6. opening bank 开证行

opening bank 开证行

issuing bank 开证行

establishing bank 开证行

7. negotiation bank 议付行

negotiating bank 议付行

negotiation bank 议付行

8. paying bank 付款行

9. reimbursing bank 偿付行

10. the confirming bank 保兑行

Amount of the L/C 信用证金额：

amount RMB¥… 金额:人民币

up to an aggregate amount of Hongkong Dollars… 累计金额最高为港币……

for a sum (or :sums) not exceeding a total of GBP… 总金额不得超过英镑……

to the extent of HKD… 总金额为港币……

for the amount of USD… 金额为美元……

for an amount not exceeding total of JPY… 金额的总数不得超过……日元的限度

The Stipulations for the shipping Documents：

available against surrender of the following documents bearing our credit number and the full name and address of the opener 凭交出下列注名本证号码和开证人的全称及 地址的单据付款

drafts to be accompanied by the documents marked(×)below 汇票须随附下列注有 (×)的单据

accompanied against to documents hereinafter 随附下列单据

accompanied by following documents 随附下列单据

documents required 单据要求

accompanied by the following documents marked(×)in duplicate 随附下列注有(×) 的单据一式两份

drafts are to be accompanied by… 汇票要随附(指单据)……

Draft(Bill of Exchange)

1. the kinds of drafts 汇票种类

available by drafts at sight 凭即期汇票付款

draft(s) to be drawn at 30 days sight 开立 30 天的期票

sight drafts 即期汇票

time drafts 远期汇票

2. drawn clauses 出票条款(注:即出具汇票的法律依据)

(1)all drafts drawn under this credit must contain the clause “Drafts drawn Under Bank of…credit No….dated…” 本证项下开具的汇票须注明“本汇票系凭……银行…… 年……月……日第…号信用证下开具”的条款

(2)drafts are to be drawn in duplicate to our order bearing the clause “Drawn under United Malayan Banking Corp.Bhd.Irrevocable Letter of Credit No….dated July 12, 1978” 汇票一式两份，以我行为抬头，并注明“根据马来西亚联合银行 1978 年 7 月 12 日第……号不可撤销信用证项下开立”

(3)draft(s) drawn under this credit to be marked : “Drawn under…Bank L/C No…….Dated (issuing date of credit)” 根据本证开出得汇票须注明“凭……银行…… 年……月……日(按开证日期)第……号不可撤销信用证项下开立”

(4)drafts in duplicate at sight bearing the clauses“Drawn under…L/C No….dated…” 即 期汇票一式两份，注明“根据……银行信用证……号，日期……开具”

(5)draft(s) so drawn must be in scribed with the number and date of this L/C 开具的汇 票须注上本证的号码和日期

(6)draft(s) bearing the clause:“Drawn under documentary credit No….(shown above) of…Bank” 汇票注明“根据……银行跟单信用证……号(如上所示)项下开立”

Invoice

1. signed commercial invoice 已签署的商业发票

(in duplicate 一 式 两 in triplicate 一 式 三 份 in quadruplicate 一 式 四 份 in quintuplicate 一 式 五 份 in sextuplicate 一 式 六 份 in septuplicate 一 式 七 份 in octuplicate 一式八份 in nonuplicate 一式九份 in decuplicate 一式十份)

2. beneficiary’s original signed commercial invoices at least in 8 copies issued in the name of the buyer indicating (showing/evidencing/specifying/declaration of) the merchandise, country of origin and any other relevant information. 以买方的名义开具、注明商品名 称、原产国及其他有关资料，并经签署的受益人的商业发票正本至少一式八份

3. Signed attested invoice combined with certificate of origin and value in 6 copies as required for imports into Nigeria. 以签署的，连同产地证明和货物价值的，输入尼日利 亚的联合发票一式六份

4. beneficiary must certify on the invoice…have been sent to the accountee 受益人须在 发票上证明，已将……寄交开证人

5. 4% discount should be deducted from total amount of the commercial invoice 商业发 票的总金额须扣除 4%折扣

6. invoice must be showed: under A/P No…. date of expiry 19th Jan. 1981 发票须表明: 根据第……号购买证，满期日为 1981 年 1 月 19 日

7. documents in combined form are not acceptable 不接受联合单据

8. combined invoice is not acceptable 不接受联合发票

Bill of Loading —提单

1. full set shipping (company’s) clean on board bill(s) of lading marked “Freight Prepaid” to order of shipper end or sed to…Bank, notifying buyers 全套装船(公司的)洁净已装 船提单应注明“运费付讫”，作为以装船人指示为抬头、背书给……银行，通知买方

2. bills of lading made out in negotiable form 作成可议付形式的提单

3. clean shipped on board ocean bills of lading to order and endorsed in blank marked “Freight Prepaid” notify: importer(openers, accountee) 洁净已装船的提单空白抬头并 空白背书，注明“运费付讫”，通知进口人(开证人)

4. full set of clean “on board” bills of lading/cargo receipt made out to our order/to order and endorsed in blank notify buyers M/S … Co. calling for shipment from China to Hamburg marked “Freight prepaid” / “Freight Payable at Destination” 全套洁净“已装 船”提单/货运收据作成以我(行)为抬头/空白抬头，空白背书，通知买方……公司， 要求货物字中国运往汉堡，注明“运费付讫”/“运费在目的港付”

5. bills of lading issued in the name of… 提单以……为抬头

6. bills of lading must be dated not before the date of this credit and not later than Aug. 15, 1977 提单日期不得早于本证的日期，也不得迟于 1977 年 8 月 15 日

7. bill of lading marked notify: buyer,“Freight Prepaid”“Liner terms”“received for shipment” B/L not acceptable 提单注明通知买方，“运费预付”按“班轮条件”，“备运 提单”不接受

8. non-negotiable copy of bills of lading 不可议付的提单副本

Certificate of Origin

1. certificate of origin of China showing 中国产地证明书 stating 证明 evidencing 列明 specifying 说明 indicating 表明 declaration of 声明

2. certificate of Chinese origin 中国产地证明书

3. Certificate of origin shipment of goods of … origin prohibited 产地证，不允许装 运……的产品

4. declaration of origin 产地证明书(产地生明)

5. certificate of origin separated 单独出具的产地证

6. certificate of origin “form A” “格式 A”产地证明书

7. generalized system of preference certificate of origin form “A” 普惠制格式“A”产地证 明书

Packing List and Weight List

1. packing list detailing the complete inner packing specification and contents of each package 载明每件货物之内部包装的规格和内容的装箱单

2. packing list detailing… 详注……的装箱单

3. packing list showing in detail… 注明……细节的装箱单

4. weight list 重量单

5. weight notes 磅码单(重量单)

6. detailed weight list 明细重量单

7. weight and measurement list 重量和尺码单

Inspection Certificate

1. certificate of weight 重量证明书

2. certificate of inspection certifying quality & quantity in triplicate issued by C.I.B.C. 由 中国商品检验局出具的品质和数量检验证明书一式三份

3. phytosanitary certificate 植物检疫证明书

4. plant quarantine certificate 植物检疫证明书

5. fumigation certificate 熏蒸证明书

6. certificate stating that the goods are free from live weevil 无活虫证明书(熏蒸除虫证 明书)

7. sanitary certificate 卫生证书

8. health certificate 卫生(健康)证书

9. analysis certificate 分析(化验)证书

10. tank inspection certificate 油仓检验证明书

11. record of ullage and oil temperature 空距及油温记录单

12. certificate of aflatoxin negative 黄曲霉素检验证书

13. non-aflatoxin certificate 无黄曲霉素证明书

14. survey report on weight issued by C.I.B.C. 中国商品检验局签发之重量检验证明书

15. inspection certificate 检验证书

16. inspection and testing certificate issued by C.I.B.C. 中国商品检验局签发之检验证 明书

Other Documents

1. full set of forwarding agents’ cargo receipt 全套运输行所出具之货物承运收据

2. air way bill for goods consigned to…quoting our credit number 以……为收货人，注 明本证号码的空运货单

3. parcel post receipt 邮包收据

4. Parcel post receipt showing parcels addressed to…a/c accountee 邮包收据注明收件 人:通过……转交开证人

5. parcel post receipt evidencing goods consigned to…and quoting our credit number 以……为收货人并注明本证号码的邮包收据

6. certificate customs invoice on form 59A combined certificate of value and origin for developing countries 适用于发展中国家的包括价值和产地证明书的格式59A海关发 票证明书

7. pure foods certificate 纯食品证书

8. combined certificate of value and Chinese origin 价值和中国产地联合证明书

9. a declaration in terms of FORM 5 of New Zealand forest produce import and export and regulations 1966 or a declaration FORM the exporter to the effect that no timber has been used in the packing of the goods, either declaration may be included on certified customs invoice 依照1966年新西兰林木产品进出口法格式5条款的声明或出口人关 于货物非用木器包装的实绩声明，该声明也可以在海关发票中作出证明

10. Canadian customs invoice(revised form)all signed in ink showing fair market value in currency of country of export 用出口国货币标明本国市场售价，并进行笔签的加拿大 海关发票(修订格式)

11. Canadian import declaration form 111 fully signed and completed 完整签署和填写 的格式 111 加拿大进口声明书

The Stipulation for Shipping Terms

1. loading port and destination 装运港与目的港

despatch/shipment from Chinese port to… 从中国港口发送/装运往……

evidencing shipment from China to…CFR by steamer in transit Saudi Arabia not later than 15th July, 1987 of the goods specified below 列明下面的货物按成本加运费价格 用轮船不得迟于 1987 年 7 月 15 日从中国通过沙特阿拉伯装运到……

2. date of shipment 装船期

bills of lading must be dated not later than August 15, 1987 提单日期不得迟于 1987 年 8 月 15 日

shipment must be effected not later than(or on)July 30,1987 货物不得迟于(或于) 1987 年 7 月 30 日装运

shipment latest date… 最迟装运日期:……

evidencing shipment/despatch on or before… 列明货物在…年…月…日或在该日以 前装运/发送

from China port to…not later than 31st August, 1987 不迟于1987年8月31日从中 国港口至……

3. partial shipments and transshipment 分运与转运

partial shipments are (not) permitted (不)允许分运

partial shipments (are) allowed (prohibited) 准许(不准)分运

without transshipment 不允许转运

transshipment at Hongkong allowed 允许在香 港转船

partial shipments are permissible, transshipment is allowed except at… 允许分运，除 在……外允许转运

partial/prorate shipments are permitted 允许分运/按比例装运

transshipment are permitted at any port against, through B/lading 凭联运提单允许在 任何港口转运

Date & Address of Expiry

1. valid in…for negotiation until… 在……议付至……止

2. draft(s) must be presented to the negotiating(or drawee)bank not later than… 汇票不 得迟于……交议付行(受票行)

3. expiry date for prevention of documents… 交单满期日

4. draft(s) must be negotiated not later than… 汇票要不迟于……议付

5. this L/C is valid for negotiation in China (or your port) until 15th, July 1977 本证于 1977 年 7 月 15 日止在中国议付有效

6. bills of exchange must be negotiated within 15 days from the date of bills of lading but not later than August 8, 1977 汇票须在提单日起 15 天内议付，但不得迟于 1977 年 8 月8日

7. this credit remains valid in China until 23rd May, 1977(inclusive) 本证到 1977 年 5 月 23 日为止，包括当日在内在中国有效

8. expiry date August 15, 1977 in country of beneficiary for negotiation 于 1977 年 8 月 15 日在受益人国家议付期满

9. draft(s) drawn under this credit must be presented for negotiation in China on or before 30th August, 1977 根据本证项下开具的汇票须在 1977 年 8 月 30 日或该日前在中国 交单议付

10. this credit shall cease to be available for negotiation of beneficiary’s drafts after 15th August, 1977 本证将在 1977 年 8 月 15 日以后停止议付受益人之汇票

11. expiry date 15th August, 1977 in the country of the beneficiary unless otherwise 除非 另有规定，(本证)于 1977 年 8 月 15 日受益人国家满期

12. draft(s) drawn under this credit must be negotiation in China on or before August 12, 1977 after which date this credit expires 凭本证项下开具的汇票要在 1977 年 8 月 12 日或该日以前在中国议付，该日以后本证失效

13. expiry (expiring) date… 满期日……

14. …if negotiation on or before… 在……日或该日以前议付

15. negation must be on or before the 15th day of shipment 自装船日起 15 天或之前议 付

16. this credit shall remain in force until 15th August 197 in China 本证到 1977 年 8 月 15 日为止在中国有效

17. the credit is available for negotiation or payment abroad until… 本证在国外议付或 付款的日期到……为止

18. documents to be presented to negotiation bank within 15 days after shipment 单据需 在装船后 15 天内交给议付行

19. documents must be presented for negotiation within…days after the on board date of bill of lading/after the date of issuance of forwarding agents’ cargo receipts 单据需在已 装船提单/运输行签发之货物承运收据日期后……天内提示议付

The Guarantee of the Opening Bank

1. we hereby engage with you that all drafts drawn under and in compliance with the terms of this credit will be duly honored 我行保证及时对所有根据本信用证开具、并 与其条款相符的汇票兑付

2. we undertake that drafts drawn and presented in conformity with the terms of this credit will be duly honored 开具并交出的汇票，如与本证的条款相符，我行保证依时付款

3. we hereby engage with the drawers, endorsers and bona-fide holders of draft(s) drawn under and in compliance with the terms of the credit that such draft(s) shall be duly honored on due presentation and delivery of documents as specified (if drawn and negotiated with in the validity date of this credit) 凡根据本证开具与本证条款相符的 汇票，并能按时提示和交出本证规定的单据，我行保证对出票人、背书人和善意持 有人承担付款责任(须在本证有效期内开具汇票并议付)

4. provided such drafts are drawn and presented in accordance with the terms of this credit, we hereby engage with the drawers, endorsors and bona-fide holders that the said drafts shall be duly honored on presentation 凡根据本证的条款开具并提示汇票，我们担保 对其出票人、背书人和善意持有人在交单时承兑付款

5. we hereby undertake to honor all drafts drawn in accordance with the terms of this credit 所有按照本条款开具的汇票，我行保证兑付

In Reimbursement

1. instruction to the negotiation bank 议付行注意事项

the amount and date of negotiation of each draft must be endorsed on reverse hereof by the negotiation bank 每份汇票的议付金额和日期必须由议付行在本证背面签注

this copy of credit is for your own file, please deliver the attached original to the beneficiaries 本证副本供你行存档，请将随附之正本递交给受益人

without you confirmation thereon (本证)无需你行保兑

documents must be sent by consecutive airmails 单据须分别由连续航次邮寄(注: 即不要将两套或数套单据同一航次寄出)

all original documents are to be forwarded to us by air mail and duplicate documents by sea-mail 全部单据的正本须用航邮，副本用平邮寄交我行

please despatch the first set of documents including three copies of commercial invoices direct to us by registered airmail and the second set by following airmail 请将 包括 3 份商业发票在内的第一套单据用挂号航邮经寄我行，第二套单据在下一次航 邮寄出

original documents must be sent by Registered airmail, and duplicate by subsequent airmail 单据的正本须用挂号航邮寄送，副本在下一班航邮寄送

documents must by sent by successive (or succeeding) airmails 单据要由连续航邮寄送

all documents made out in English must be sent to out bank in one lot 用英文缮制的所有单据须一次寄交我行

2. method of reimbursement 索偿办法

(1)in reimbursement, we shall authorize your Beijing Bank of China Head Office to debit our Head Office RMB Yuan account with them, upon receipt of relative documents 偿付办法，我行收到有关单据后，将授权你北京总行借记我总行在该行开立的人民币帐户

(2)in reimbursement draw your own sight drafts in sterling on…Bank and forward them to our London Office, accompanied by your certificate that all terms of this letter of credit have been complied with 偿付办法，由你行开出英镑即期汇票向……银行支取。在寄送汇票给我伦敦办事处时，应随附你行的证明，声明本证的全部条款已经履行

(3)available by your draft at sight payable by us in London on the basis to sight draft on New York 凭你行开具之即期汇票向我行在伦敦的机构索回票款，票款在纽约即期兑付

(4)in reimbursement, please claim from our RMB¥ account held with your banking department Bank of China Head Office Beijing with the amount of your negotiation 偿付办法，请在北京总行我人民币帐户中索回你行议付之款项

(5)upon presentation of the documents to us, we shall authorize your head office backing department by airmail to debit the proceeds to our foreign business department account 一俟向我行提交单证，我行将用航邮授权你总行借记我行国外营业部帐户

(6)after negotiation, you may reimburse yourselves by debiting our RMB¥ account with you, please forward all relative documents in one lot to us by airmail 议付后请借记我行在你行开立的人民币帐户，并将全部有关单据用航邮一次寄给我行

(7)all bank charges outside U.K. are for our principals account, but must claimed at the time of presentation of documents 在英国境外发生的所有银行费用，应由开证人负担，但须在提交单据是索取

(8)negotiating bank may claim reimbursement by T.T. on the…bank certifying that the credit terms have been complied with 议付行须证明本证条款已旅行，并按电汇条款 向……银行索回货款

(9)negotiating bank are authorized to reimburse themselves to amount of their negotiation by redrawing by airmail at sight on…bank attaching to the reimbursement draft their certificate stating that all terms of the credit have been complied with and that the original and duplicate drafts and documents have been forwarded to us by consecutive airmail 议付行用航邮向……银行重开一份即期汇票索取议付条款。索偿汇票须附上 证明，声明本证所有条款已履行，单据的正副本已由连续航次寄交我行

L/C Special Conditions 特别条款

for special instructions please see overleaf 特别事项请看背面

at the time of negotiations you will be paid the draft amount less 5% due to…议付时汇票金额应少付 5%付给……(注:这种条款是开证 行对议付行的指示)

which amount the negotiation bank must authorize us to pay 该项金额须由议付行授权我行付给(注:指佣金的金额)

if the terms and conditions of this credit are not acceptable to you please contact the openers for necessary amendments 如你方不接受本证条款，请与开证人联系以作必要修改

negotiations unrestricted/restricted to advising bank 不限制议付行/限于通知行

(the price)including packing charges(价格)包括包装费用

all documents must be separated 各种单据须分开(即联合单证不接受)

beneficiary’s drafts are to be made out for 95% of invoice value, being 5% commission payable to credit opener 受益人的汇票按发票金额 95%开具，5%佣金付给开证人

drafts to be drawn for full CIF value less 5% commission, invoice to show full CIF value 汇票按 CIF 总金额减少 5%开具发票须表明 CIF 的全部金额10.5% commission to be remitted to credit openers by way of bank drafts in sterling pounds drawn on…this commission not to be showed on the invoice 5%佣金用英镑开成以……为付款人的银行汇票付给开证人，该佣金勿在发票上表明

freight and charges to be showed on bill of lading etc.提单等(单据)须标明运费及附加费

cable copy of shipping advice despatched to the accountee immediately after shipment 装船后，即将装船通知电报副本寄交开证人

one copy of commercial invoice and packing list should be sent to the credit openers 15 days before shipment 商业发票和装箱单各一份须在装船前 15 天寄给开证人

the beneficiary is to cable Mr….stating L/C No., quantity shipped name & ETD of vessel within 5 days after shipment, a copy of this cable must accompany the documents for negotiation 受益人应在装船后 5 天内将信用证号码、装船数量、船名和预计开航日 期电告……先生，该电报的副本须随同单据一起议付

all documents except bills of exchange and B/Lading to be made out in name of A.B.C.Co. Ltd. and which name is to be shown in B/Lading as joint notifying party with the applicant 除汇票和提单外，所有单据均须作成以 A.B.C.有限公司为抬头，并以该公 司和申请人作为提单的通知人

signed carbon copy of cable required 要求(提供)经签署的电报复本

both shipment and validity dates of this credit shall be automatically extended for 15 days at the date of expiry 本证的装船有效期均于到期日自延展 15 天

amount of credit and quantity of merchandise…% more or less acceptable 证内金额与货物数量允许增减……%

credit amount and shipment quantity…% more or less allowed 证内金额与装运数量允许增减……

shipment samples to be sent direct by airmail to buyer before shipment 装运前须将装船货样直接航寄买方

cable accountee name of steamer/carriage number, quantity of goods and shipment date(or E.T.A.)将船名/车号、货物数量及装船期(或预抵期)电告开证人

all banking charges outside Hongkong are for account of accountee 香港以外的全部银行费用由开证人负担

drawee Bank’s charges and acceptance commission are for buyer’s account 付款行的费用和承兑费用由买方负担

port congestion surcharge, if any, is payable by openers in-excess of this documentary credit amount against evidence 如果有港口拥挤费，超过本证金额部分凭证明由开证人支付

amount of this credit may be exceeded by cost of insurance 本证金额可以超过保险费部分

this letter of credit is transferable in China only, in the event of a transfer, a letter from the first beneficiary must accompany the documents for negotiation 本信用证仅在中国可转让，如实行转让，由第一受益人发出的书面(证 明)须连同单据一起议付

letter of guarantee and discrepancies are not acceptable 书面担保和错误单据均不接受

admixture 5% max. including organic matter such as weed and inorganic 杂质最高 5%，包括有机物(如杂草)和无机物

include this symbol“丹” in the shipping marks on each side of the carton(that is four markings in one carton)包含有“丹”字记号的装船唛头刷在纸箱的每一面(即每个纸箱要刷四个唛头)

保险英语

Insurance Policy (or Certificate)保险单(或凭证)

1.Risks & Coverage 险别

free from particular average (F.P.A.)平安险

with particular average (W.A.)水渍险(基本险) (3)all risk 一切险(综合险)

total loss only (T.L.O.)全损险

war risk 战争险

cargo(extended cover)clauses 货物(扩展)条款

additional risk 附加险

from warehouse to warehouse clauses 仓至仓条款

theft, pilferage and nondelivery (T.P.N.D.)盗窃提货不着险

rain fresh water damage 淡水雨淋险

risk of shortage 短量险

risk of contamination 沾污险

risk of leakage 渗漏险

risk of clashing & breakage 碰损破碎险

risk of odor 串味险

damage caused by sweating and/or heating 受潮受热险

hook damage 钩损险

loss and/or damage caused by breakage of packing 包装破裂险

risk of rusting 锈损险

risk of mould 发霉险

strike, riots and civil commotion (S.R.C.C.)罢工、暴动、民变险

risk of spontaneous combustion 自燃险

deterioration risk 腐烂变质险

inherent vice risk 内在缺陷险

risk of natural loss or normal loss 途耗或自然损耗险

special additional risk 特别附加险

failure to delivery 交货不到险

import duty 进口关税险

on deck 仓面险

rejection 拒收险

aflatoxin 黄曲霉素险

fire risk extension clause-for storage of cargo at destination Hongkong, including Kowloon, or Macao 出口货物到香港(包括九龙在内)或澳门存仓火险责任扩展条款

survey in customs risk 海关检验险

survey at jetty risk 码头检验险

institute war risk 学会战争险

overland transportation risks 陆运险

overland transportation all risks 陆运综合险

air transportation risk 航空运输险

air transportation all risk 航空运输综合险

air transportation war risk 航空运输战争险

parcel post risk 邮包险

parcel post all risk 邮包综合险

parcel post war risk 邮包战争险

investment insurance(political risks)投资保险(政治风险)

property insurance 财产保险

erection all risks 安装工程一切险

contractors all risks 建筑工程一切险

the stipulations for insurance 保险条款

marine insurance policy 海运保险单

specific policy 单独保险单

voyage policy 航程保险单

time policy 期限保险单

floating policy (or open policy)流动保险单

ocean marine cargo clauses 海洋运输货物保险条款

ocean marine insurance clauses (frozen products)海洋运输冷藏货物保险条款

ocean marine cargo war clauses 海洋运输货物战争险条款

ocean marine insurance clauses (wood-oil in bulk)海洋运输散装桐油保险条款

overland transportation insurance clauses (train, trucks)陆上运输货物保险条款(火 车、汽车)

overland transportation insurance clauses (frozen products)陆上运输冷藏货物保险 条款

air transportation cargo insurance clauses 航空运输货物保险条款

air transportation cargo war risk clauses 航空运输货物战争险条款

parcel post insurance clauses 邮包保险条款

parcel post war risk insurance clauses 邮包战争保险条款

livestock & poultry insurance clauses (by sea, land or air)活牲畜、家禽的海上、陆 上、航空保险条款

…risks clauses of the P.I.C.C. subject to C.I.C.根据中国人民保险公司的保险条款 投保……险

marine insurance policies or certificates in negotiable form, for 110% full CIF invoice covering the risks of War & W.A. as per the People’s Insurance Co. of China dated 1/1/1976. with extended cover up to Kuala Lumpur with claims payable in (at) Kuala Lumpur in the currency of draft (irrespective of percentage)作为可议付格式的海运保险单或凭证按照到岸价的发票金额 110%投保中国人民保险公司 1976 年 1 月 1 日的战争险和基本险，负责到吉隆坡为止。按照汇票所使用的货币在吉隆坡赔付(无免赔率)

insurance policy or certificate settling agent’s name is to be indicated, any additional premium to cover uplift between 10 and 17% may be drawn in excess of the credit value 保险单或凭证须表明理赔代理人的名称，保险费如增加 10-17%可在本证金额以外支付

insurance policy (certificate)… Name of Assured to be showed: A.B.C.Co. Ltd.保险 单或凭证作成以 A.B.C.有限公司为被保险人

insurance policy or certificate covering W.A. (or F.P.A.) and war risks as per ocean marine cargo clause and ocean marine cargo war risk clauses of the People’s Insurance Company of China dated 1/1/1981 保险单或凭证根据中国人民保险公司 1981 年 1 月 1 日的海洋运输货物保险条款和海洋运输货物战争险条款投保水渍险(或平安险)和 战争险

insurance policy/certificate covering all war mines risks 保险单/凭证投保一切险、 战争险、地雷险(注:mines 解释为地雷，属于战争险的负责范围，可以接受)

W.A. this insurance must be valid for period of 60 days after the discharge of goods 水渍险在货物卸船后 60 天有效

in triplicate covering all risks and war risks including W.A. and breakage in excess of five per cent on the whole consignment and including W/W up to buyer’s godown in Penang 投保一切险和战争险包括水渍险，破碎损失有 5%绝对免赔率，按全部货物 计算，包括仓至仓条款，负责到买方在槟城的仓库为止(的保险单)一式三份

insurance policy issued of endorsed to order… for the face value of invoice plus 10% covering including war with 15 days after arrival of goods at destination, only against FPA and T.P.N.D.按发票面值加 10%投保战争险，货物到达目的地后 15 天有效，仅负责平安险和盗窃提货不着险的保险单开给或背书给……

insurance policy or certificate issued by an insurance Co. with W.P.A. clause covering the merchandise for about 10% above the full invoice value including unlimited transshipment with claims payable at Singapore 由保险公司签发的保险单或凭证按发票总金额另加 10%投保水渍险，包括非限定转船的损失，在新加坡赔付

covering all eventual risks 投保一切以外风险

covering all marine risks 投保一切海运风险

marine insurance policy including “both of blame” collision clauses and fully covering the shipment 海运保险单包括负责船舶互撞条款和全部货载

insurance… including deviation clauses 保险包括绕道条款

covering overland transportation all risks as per overland transportation cargo insurance clauses (train, trucks) of the People’s Insurance Company of China dated…按 照中国人民保险公司×年×月×日陆上运输货物保险条款(火车、汽车)投保陆上运 输一切险

covering air transportation all risk as per air transportation cargo insurance clauses of P.I.C.C.按照中国人民保险公司×年×月×日航空运输货物保险条款投保航空运输一切险

insurance policy or certificate covering parcel post all risks including war risks as per parcel post insurance clauses and parcel post war risk insurance clauses of the People’s Insurance Company of China dated…保险单或凭证按照中国人民保险公司×年×月×日 邮包保险条款和邮包战争险条款投保邮包一切险和邮包战争险

covering all risks including war risks as per ocean marine cargo clauses and air
transportation cargo insurance clauses and ocean marine cargo war risk clauses and air transportation cargo war risk clauses of the People’s Insurance Company of China dated…按照中国人民保险公司×年×月×日海洋运输货物保险条款和航空运输货物保 险条款以及海洋运输货物战争险条款和航空运输货物战争险条款投保海空联运一切 险和战争险

covering all risks as per ocean marine cargo clauses and overland transportation cargo insurance clause (train, truck) of P.I.C.C. dated…按照中国人民保险公司×年×月× 日海洋运输货物保险条款和陆上运输货物保险条款(火车、汽车)投保海陆联运一切险

covering all risks including war risks as per overland transportation cargo insurance clauses (train, truck) and air transportation cargo insurance clauses and air transportation cargo war risk clause and war clauses (for cargo transportation by rail) of the People’s Insurance Company of China dated…按照中国人民保险公司×年×月×日陆运货物保险 条款(火车、汽车)和空运货物保险条款以及空运货物战争险条款和铁路货运战争 条款投保陆空陆联运一切险和战争险

including shortage in weight in excess of 0.5%(with 0.5% franchise) on the whole consignment 包括短量损失有 0.5%绝对免赔率(0.5%相对免赔率)，按全部货物计算

including risk of breakage and clashing 包括破裂或凹瘪险

including risk of chipping & denting 包括碎裂或凹弯险

including risk of bad odor 包括恶味险

including damage by hooks, oils, muds and contact with other cargo(insured value)包括钩损、油污、泥污以及和他物接触所致 的损失(以保险价值为限)

including damage caused by rain fresh and/or water, internal combustion(total or partial loss)包括淡水雨淋，自燃所致的损失(包括全部或部分损失)

including loss and/or damage caused by sea water, fresh-water, acid, grease 包括海 水、淡水、酸蚀、油脂所致的损失

including T.P.N.D. loss and/or damage caused by heat, ship’s sweat and odor, hoop-rust, breakage of packing 包括偷窃提货不着，受热船舱发汗，串味，铁箍锈损， 包装破裂所致的损失

including damage caused by infestation mould 包括虫蛀霉烂的损失

including damage due to rough handling during transit subject to C.T.C.按照中国保 险条款包括运输途中操作不当所致的损失

including loss and/or damage from any external cause as per CIC 按照中国保险条款 包括外来原因所致的损失

including damage by slings, stains, grease, acids 包括吊具、斑污、油脂、酸蚀造成 的损失

excluding risk of breakage 不包括破碎险

including the breakage does not cover the goods remarked in the invoice as originally damage 包括破碎险，但不负责发票所示之货物的原残损失

excluding natural loss in weight 不包括途耗短量的损失

including 60 days after discharge of the goods at port of destination (or at station of destination) subject to C.T.C.按照中国保险条款货物在目的港卸船(或在目的地车站 卸车)后 60 天为止

including W.A. & risk of fire for 60 days in customs warehouse after discharge of the goods at port of destination subject to CIC 按照中国保险条款投保水渍险和火险，在目 的港卸货后存入海关仓库 60 天为止

this insurance must be valid for a period of 60 days after arrival of merchandise at inland destination 本保险扩展到货物到达内地的目的地后 60 天有效

insurance policy or certificate covering F.P.A. including the risk of war and risks of S.R.C.C. as per I.C.C. dated…and institute war clauses dated…and institute S.R.C.C. clauses dated…按照×年×月×日伦敦保险学会条款和×年×月×日学会战争险条款以及 ×年×月×日学会罢工、暴动、民变险条款投保平安险、战争险和罢工、暴动、民变险

the People’s Insurance Company of China investment insurance (political risks) clauses 中国人民保险公司投资保险(政治风险)条款

property insurance clauses 财产保险条款

the People’s Insurance Company of China Erection all risks clauses 中国人民保险公司安装工程一切险条款

the People’s Insurance Company of China contractors all risks clauses 中国人民保险公司建筑工程一切险条款

第二部分：外贸商务英语

商务信函写作教程

(一) 结构

国际商贸信函较私人社交信和一般公事信复杂，一封完整的英文商贸信函可以包括 13个部分:

1、信头(The Letter Head)；

2、案号和日期(The Reference and Date)；

3、封内地址(The Inside Address)；

4、经办者行(The Attention Line)；

5、称呼(The Salutation)；

6、事由行(The Subject Line)；

7、信的正文(The Body of Letter)；

8、结束礼词(The Complimentary Close)；

9、签名(The Signature)；

10、拟稿人和打字员姓名首写字母(Initials)；

11、附件(Enclosure)；

12、抄送(Carbon Copy Notation)；

13、附言(Postscript) 在这十三项中，有些项目，如4、10、11、12、13项在相互传递信息时，如无必要，可以省略；其他项目，在正式交往的商业书信中是不能省略的。

(二) 格式

国际商贸信函是从事国际商务活动的重要联系工具，在打字、书写时应遵循国际上 往来信函的通用格式，不可按自己的习惯任意为之。现在国际商业书信通用的排列 格式主要有三种:齐列式(The Block Style)、缩行式(The Indented Style)、 混合式(The Modified Block Style)。

1、齐列式。除信笺上部已印好的信头外，凡用打字机打出的部分均自 信笺的左线边缘向右打出，各行左缘起始处完全排齐，因而称为齐列式，采取这种格式既便于打字，又整齐美观，是现今最通用、最流行的英文书信格式。

2、缩行式。用缩行式排列的信函，其主要特点是:日期排在信笺的右上方；封内地址，按昔日习惯，下一行要比上一行往右缩进2~3个字母，但现代书信也常按齐列式 沿左线边缘排齐；信的正文，每段开头大约向后缩进3~5个字母，一般与称呼行Dear后称呼排齐。

3、混合式。混合式兼有齐列式和缩行式的特点，大部分项目按齐列式 格式排列，但日期和结束礼词的排列同于缩行式，即日期可置于信笺右上方，结束礼词放在正文下的右边或居中，事由行多与左线边缘排齐，但也可居中。

(三) 信封的写法

在寄往国外信函的信封上，书写收信人和收信人地址以及寄信人和寄信人地址的位置，都不同于国内信封的写法，其主要特点是：

1、寄信人姓名、地址写在信封的 左上角，商贸机构所用的信封，通常已在左上角印好寄信人地址；

2、收信人姓名地 址写在信封中央偏下位置，现在的流行写法，除缩略语外，已不用标点符号；

3、邮票贴在信封右上角，现国外来函大多已在右上角印妥邮资；

4、寄信人和收信人姓名、 地址现多用齐列式，也可用缩行式。其排列顺序与汉语相反，先写姓名，后写地址， 写地址应由小至大，即先写机构名称，依次写门牌、街道城市名、州(省)名及邮 区代号，最后写国名；

5、关于信件类别，投递方式及其他事项说明，写在信封左边寄信人地址下，或写在左下角。如怀疑信件能否送交收件人，可在信封最下缘标明“IF UNDELIVERED PLEASE RETURN TO…”, 意为“无法投递，请退交……”

(四) 具体内容

建立贸易关系

建立贸易关系(Establishing Business Relations)是双方业务往来的基础，要扩大贸易往来，就必须在巩固发展已有的业务的基础上，不断物色新的贸易对象，不断拓展业务关系。建立贸易关系的方法大体(如广告、函电等)来建立联系。在现代经济生活中，后者由于传播速度快，扩散面广而被广泛采用。无论采用哪种方法，都必须事先做好市场调研，市场调研一般着重这几个方面：

1、该市场的商业习惯，海关条例，特别 是习惯作法和付款条件；

2、进出口机构及其国内商业联络途径；

3、市场购买力，消费者的兴趣、爱好；

4、同类商品的竞争情况；

5、贸易制度、关税制度和进出口管制条例；

6、港口条件、地理、社会、政治情况。

新的贸易对象的名称、地址，一般可以从这几个方面来获得：

1、代理商、推销小组的推荐；

2、现有来往的银行或客户的介绍；

3、贸促会和商会的介绍；

4、 驻外使馆商务处的介绍；

5、各种传播媒体。

在与新的贸易对象联系前，应该对其进行资信调查，调查的内容包括资金情况，经营能力、商业信誉等等。建立贸易关系的函电，可以介绍本机构所经营的业务，寄送商品目录、价格表及样品等。为了促进交易，也可以询问对方的愿望和要求。建立贸易关系的函电，必须热情诚恳，除注意礼貌外，不必过于谦虚，一定要给对方留下一个良好的印象。

询盘

询盘又称询价。指交易一方欲购买或出售某种商品，向另一方发出的探询买卖该商品及有关交易条件的一种表示。按询盘的内容可分为一般函询和具体询盘。一般询盘是买方仅仅为了了解情况向卖方要商品目录本、价目单、样本、形式发标(作报 价单用)，等等。具体询盘是买方有做买卖的要求，指定商品要求卖方报盘。

询盘可以口头发出，也可采用书面形式，或通过电报、电传等。通常由买方发出。买方的询盘只表示一个意愿，没有必须购买的义务；卖方也没有必须回答的义务。但一般卖方要尽快答复，向买方开盘或正式报盘。买方的询盘往往不限于一个对象，可同时向几个客户发出，选择条件最优惠者供进一步磋商时参考。询盘也可以由卖方了出，旨在主动探询客商对某种商品是否有需求。询盘是联系客户的一种方法，也是了解市场行情的一种手段。

一般来讲，写询价函的目的是为了解情况，而其读者又需马上了解信函的内容。因此，语言的表达要以简单、清楚和切题为原则。最好在信的开头就写出你想问的问题，但一定要把询问的问题和要求写清楚、具体，而且要彬彬有礼。询价函一般包括：

1、商品的大体情况(General Information)；

2、商品目录(Catalogue)；

3、价目单(Price-list)和数量(Quantity)；

4、样品或样本(Samples)；

5、款式、 型号(Pattern)；

6、估算(Estimate)；

7、付款方式(Terms of Payment)；

8、 交货时间(Shipment)。

报盘、递盘、还盘和接受

报盘(Offer)又称发盘。是商业交易磋商中买卖双方必经的过程。通常是一方先向另一方提出某种交易条件(如:商品名称、数量、规格、交货期以及付款条件等)，而另一方愿接受此条件，即交易合同成立。卖方的Offer称为Selling Offer，买方的Offer，称为Buying Offer。报盘有实盘(Firm Offer)和虚盘(Non-firm Offer) 两种形式。实盘又称“不可撤销的发盘”，指由发盘人向受盘人提出完整、明确、肯定的交易条件，并愿在一定期限内按所提条件与受盘人达成交易的一种肯定表示。

虚盘是卖方所作的非承诺性表示。往往附有保留条件，它没有买方只要接受就可以成交的权限。

还盘(Counter Offer)又称还价。指交易一方收到对方报盘后，不同意或不完全同意报盘中的内容，但又有意达成交易，为进一步洽商，便向对方提出新的条件，修改条件或其他要求，均称为还盘。

递盘(Bid)又称递价，出价。在商品交易中，如卖方手中货少，行市又看涨，或对当前市场情况不清楚，再则是不知买方有无诚意购买，卖方常要求买方先递价，连续收到各地客户递价之后，以便集中对比，然后决定与谁成交，这样比较主动。接受(Acceptance)指买方在实盘有效期内无条件地完全同意报盘的全部内容，并同意据此订立合同的一种表示。接受一经发出，不能任意撤销。

订货

订货是买方向卖方提出的要求，要求卖方按定单所列的各项条件供货。定单的取得，大致有两种情形：

1、经卖方报盘，或买方的还盘，最后由买方接受而成效，由买方 制定定单发给卖方；

2、买方根据卖方事先所送的产品目录、价目表、甚至样品，直接定货(或称定购)。定货可随时以书信的形式写成，亦可用事先印妥格式的定单。定单或定货书信一经卖方确认，一般就成为对买卖双方都有法律约束力的合同。因此，它们的制定或撰号必须准确和清楚，以免引起不可更正的麻烦。订货同询盘和报盘一样，可采用电话、电报或书信方式提出，以电话或电报方式提出者，通常均另以书面确认之。另外，卖方接到买方的订单后应认收。认收时，最好重复一下订单的条件。有时卖 方因某种原因不能接受买方的订单。在这种情况下，可选用三种方法:1、送上代用品；2、还盘；3、拒绝接受。采用送上代用品的方法要特别慎重，因客户可能对代用品不满意而拒收。如送代用品，事先未获得客户同意，其货物最好用试销方式，并负责往返运费。拒绝接受订单是在确实无他选择时再用。此种信函必须非常仔细缮写，而且要为友谊和今后交易留有余地。最好采用还盘的方法或劝说买主接受。

装运

装运(Shipment)，装运条件是买卖合同中必不可少的一项重要条款。它包括装运时间、装运港、运输方式、装卸时间、装运单据等。就外贸而言，装运大多数由远 洋轮来承担，即不定期货船或是定期班轮。随着国际贸易的迅速发展，集装箱的使用为公路、铁路和航空运输提供了高效率的运输形式，而且使海运的运费降低了一半。

装运时间，即装运期通常是指货物装上运输工具的时间或期限。在按FOB、C&F和CIF 价格条件成交的情况下，卖方的装运时间以提单上签署的日期为依据，如提单日期在合同规定的装运期内，卖方就履行了合同的交货义务。但在FOB条件下，通常是由 买方租船或派船或订舱位，如买方未能在合同规定的期限内履行派船或订舱义务，买方应承担卖方由此而遭受的一切损失。不管交易是按FOR、C&F还是CIF成交的，合同一般规定货物装运完毕后，卖方必须立即向买方发出装船通知(Shipping Advice)，其内容包括合同号(或订单)、商品 名称、数量、货值、船名及启航日期等。对于按FOB和C&F成交的交易，买方收到卖方的装船通知后应立即办理保险，并准备接货。如因卖方未及时发出装船通知，致使买方未能及时办理保险，而在此期间货物在运输途中遭到的损失，应由卖方负责。

在对外贸易中，货物装运后，卖方必须向买方提供装运单据，作为履行合同并提取货款的依据。装运单据的种类和份数，在每笔具体交易中由买卖双方商定。装运前买方将装运要求以书面形式通知卖方洽办，说明装船方式，包装规定和唛头等，称为“装运须知”shipping instructions。如果从一港至另一港无直达船，那就需要转船。为了避免今后可能发生争议，卖方 应先征得买方同意。因此，在合同中或信用证中必须制订“允许转船”的条款。装运涉及面很广，包括报关、预定舱位、租船等等。通常书写有关装运的信函有几种目的：催促早日装运；修改装船条款；寄发装船通知；寄送装船单据等等，趁通知买方货已装船的机会，卖方还可表达进一步发展业务的愿望。发出装运通知，可以采用定型函稿或普通函件，但在FOB和C&F价格条件下，一般须以电报通知买方，以便买方办理保险和准备派船接受。

交出装运通知，意味着合同的具体实现，虽然还不是交易的终结，但对买卖双方都有重要意义。因此，除通知船已出运，以及在FOB条件下货物备妥通知买方派船以外，还可以利用这个机会，在通知出运的同时，向客户表示完成合同的愉快心情和继续发展贸易的良好愿望，也可以对买方的合作表示感谢，还可以进一步开展推销活动等等。

支付

当今世界的贸易活动中，国家之间、企业之间经常会产生债权债务关系。卖方获得一定的债权，买方负有一定的债务。这种债权债务关系必须在一定时期内清算、结算。为实现债权债务的清偿，卖方收入货币，买方支付货币，这些收付均通过一定 的支付方式来实现。现在用得较多的国际贸易支付方式有三种:即汇付、托收和信用证。

(一) 汇付(Remittance) 汇付是指付款人(买方)根据合同中约定的条件将货款通过银行汇寄给收款人(卖 方)的支会方式。参与汇款业务的有四个当事人，他们是:付款方、收款方、汇出 行、即受付款方委托汇出的款项的银行、汇入行，即受汇出行委托，解付汇款的银行。如由付款方主动向收款人汇付，称为顺汇法；如由收款方开出以付款人为抬头的汇票，主动向付款方索取，叫做逆汇法，又称出票法。汇款时买方(付款人)可 采用信汇、电汇、和票汇三种形式。

(二) 托收(Collection) 托收是指由顾客委托银行代为收了各种款项的业务。即出口商(卖方)开出以进口商(买方)为抬头的汇票，委托卖方所在地银行(托收行)通过它在买方所在地的分行或代理行(代收行)，代为向买方收款。托收业务中涉及的当事人有:委托人 (出口商或收款人)、托收行，代收行和付款人(进口商)。委托人与托收行之间、托收行与代收行之间都是委托代理关系，托收行和代收行对于会款人是否付款不承 担责任。托收是建立在商业信用上，风险较大。托收分为光票托收和跟单托收。

(三) 信用证(Letter of Credit, 简写 L/C) 买卖双方进行贸易结算时，除非买方具有无可置疑的信誉或买卖双方有着特殊的关系，否则，卖方不愿接受付款交单或承兑交单。因为卖方担心买方最后拒绝付款赎单，这时卖方虽然仍是货主，但他可能收不到货款，在承兑交单项下，买方已拿到单据，最后因某种原因无力支付，卖方就会受到严重的损失，所以，进行国际贸易交会时，更多地采用信用证的方式。信用证是以银行信用为基础，付款由银行担保。它是由进口地银行应进口商(买方) 的请求，开给出口商(卖方)一种保证支付货款的书面凭证。在这种凭证中开列了 买方购货所规定的条件，如货物的品种、规格、数量、发货凭证等，只要卖方按所 列条件会货，就有权凭此证向开证行或其指定的银行取得货款。

商务信函中常用词语

(1) 贵函

Your letter； Your favour； your esteemed letter； Your esteemed favour； Your valued letter； Your valued favour； Your note； Your communication； Your greatly esteemed letter； Your very friendly note； Your friendly advice； Yours.

(2) 本信，本函

Our (my) letter； Our (my) respects； Ours (mine)； This letter； these lines； The present.

(3) 前函

The last letter； The last mail； The last post； the last communication； The last respects(自己的信)； The last favour(来信)

(4) 次函

The next letter； The next mail； The next communication； The letter following； the following.

(5) 贵函发出日期

Your letter of (the) 5th May； Your favour dated (the) 5th June； Yours of the 3rd July； Yours under date (of) the 5th July； Your letter bearing date 5th July； Your favour of even date(AE)； Your letter of yesterday； Your favour of yesterday’s date； Your letter dated yesterday.

(6) 贵方来电、电传及传真

Your telegram； Your wire； Your cablegram(从国外)； Your coded wire(密码电报)； Your code message； Your cipher telegram； Your wireless telegram； Your
TELEX； Your Fax.

(7) 贵方电话

Your telephone message； Your phone message； Your telephonic communication； Your telephone call； Your ring.

(8) 通知

Advice； Notice； Information； Notification； Communication； A report； News； Intelligence； Message.

To communicate (a fact) to； To report (a fact) to…on； To apprise (a person) of； To let (a person) know； To acquaint (a person) with； To intimate (a fact) to； To send word； to send a message； To mail a notice； to write (a person) information； To give notice(预告)； To break a news to(通知坏消息)； To announce(宣布).

(9) 回信

An answer； A reply； A response.

To answer； To reply； To give a reply； To give one’s answer； To make an answer； To send an answer； To write in reply； To answer one’s letter. (特此回信)
Reply to； Answering to； In answer to； In reply to； In response to. (等候回信)
To await an answer； To wait for an answer.
(收到回信)
To get an answer； To favour one with an answer； To get a letter answered.

(10) 收讫，收到

Receipt(收到)； A receipt(收据)； A receiver(领取人，取款人)； A recipient (收款人)

To receive； To be in receipt of； To be to (at) hand； To come to hand； To be in possesion of； To be favoured with； To get； To have； To have before (a person)； To make out a receipt(开出收据)； To acknowledge receipt(告知 收讫).

(11) 确认

To confirm； Confirming； Confirmation； In Confirmation of(为确认…,为证 实…)； A letter of confirmation(确认函或确认书)

(12) 高兴，愉快，欣慰

To have the pleasure to do； To have the pleasure of doing； To have pleasure to do； to have pleasure in (of) doing； To take (a) pleasure in doing (something)； To take pleasure in doing (something)； To be pleased to (with)(by)； to be delighted at (in)(with)； To be glad to (of)(about)； To be rejoiced in (at).

(13) 随函附件

Enclose； Inclose.

(14) 迅速，立刻

Urgently； Promptly； Immediately； With all speed； At once； With dispatch； With all despatch； With the quickest possible despatch； With the least possible delay； As soon as possible； As quickly as possible； As promptly as possible； At one’s earliest convenience； At the earliest possible moment； At an early date； Without delay； Without loss of time； Immediately on receipt of this letter； By express messenger； By Special messenger； By special delivery； By express letter.

(15) 回信

By return； By return of post； By return of mail； By return of air-mail.

(16) 依照

According to； Agreeably to； Conformably to； pursuant to； In accordance with； In conformity with (to)； In obedience to； In deference to； In compliance with； In agreement with； In pursuance of.

(17) 就…，关于

About； Regarding； Concerning； As to； As regards； With regard to； In regard to；(of)； Respecting； Relative to； Anent； In connection with； Referring to； With reference to； In reference to； Re.

(18) 期满到期及应付之款

To be due； To fall due (become) due(日期将到)； Duly(正时，及时)；In due Course (依照顺序).

(19) (每个，按照，通过)

Per(=by, through) rail.(post,mail,steamer)(通过铁路，邮政，轮船) Per pro.= by proxy (由代理)

Per annum (=yearly，每年)

Per mensem (=monthly,每月)

Per diem [daiem] (=daily,每日)

Per man, per capital (=per head,依照人数，每一人) Per piece (每一个，每一件)

(20) 表示抱歉(冒昧做了某事)

To take the liberty of doing something； To take the liberty to do something； To take the liberty in doing something.

(21) 甚感遗憾，请包涵

To regret； To be sorry； To be chagrined； To be mortified； To be vexed； To regret to say； To be sorry to say； To one’s regret； To feel a great regret for； To express regret； To be regretted； To be a matter for regret； To be regrettable； To be deplorable.

(22) (我们)对于…甚感荣幸

To have the honor of doing (being)； To have the honor to do (be)； To do one (oneself) the honor of doing (being)； To esteem (regard) it as a high honor to do (be)； To appreciate the honor to do (be)； To feel honored to do (be)； To owe one a debt of honor to do (be)； To be honored with doing (being) something； To honor one with doing (being) something.

(23) 请

Please； Kindly； be good enough； Be kind enough； Have the kindness.

(24) 感谢，衷心感谢等

To thank； To be (feel) thankful； To be (feel) grateful； To be obliged； To be indebted； To esteem (it) a favour (privilege)； To give (tender, return) one’s thanks； To express one’s gratitude (appreciation)； To tender one’s sincere thanks for； To be overwhelmed with gratitude.

(25) 请照顾等

Command； Order； Service

To command； To order； To serve； To be at one’s service； To render service to one； To do one a service； To be of service to one.

常用商务英语词汇

1. accept v.接受，承兑 acceptable adj.可接受的 We cannot accept your offer, the price is too high. 我们不能接受你的报盘；价格太高了。

The offer is not acceptable to them.

他们无法接受这一报盘。

但是acceptable不是肯定接受的意思，要注意区分。

2. accordingly adv.因此，于是，所以(在句首或句中)；按要求办(在句尾) Accordingly, we have to ask you to extend your offer 3 days. 因此我们不得不请求你将报盘延期三天。

3. account n..帐，账目，账户；理由，原因；考虑 for the account of出或收某人的帐
for one’s account 由某人支付 We bought the goods for the account of Messers. Peterson & Co. 这货是我们代彼得森公司购买的。

4. account v.解释，说明；占(多少百分比)后接介词for Rubber accounts for 70% of their exports. 橡胶占他们的出口货的70%。

5. advance n.v.预付，垫款；事先；上涨 Please do your best to advance shipment. 请尽最大努力提前装船。

6. affiliate n.分支机构，联号 We have affiliates in all European markets. 我们在所有欧洲市场都有分支机构。

7. agency n..代理 The company has agencies in all parts of Africa. 本公司在非洲各地有代理。

8. appreciate v.涨价；感谢appreciation n.感谢，感激 The price has appreciated. 价格已涨。

We wish to express our appreciation of your efforts to push the business. 感激即予办理。

9. available a.可利用的，可得到的(做定语时，前置后置均可，以后置为普遍) This is the only stock available. 这是唯一可供之货。

10. award n.判决，裁决v.判给，裁决 The award of the arbitration is in favour of sellers. 仲裁的裁决对卖方有利。The arbitrators awarded the sellers 500 dollars as damages. 仲裁人裁定赔偿卖方500英镑。

11. balance n.差额，余额 We will draw on you for the balance of RMB 75. 我方将向你方出票支取余数人民币75元。

12. bear v.负担 Extra expenses are to be borne by you. 额外费用将由你方负担。

bear out 证实

bear on(upon)和……有关，对……有影响

13. beneficiary n.受益人 The beneficiary of the L/C is to be China National Light Industrial Products Import & Export Corporation, Nanjing. 信用证的受益人将是南京中国国家轻工业产品进出口公司。

14. benefit n.年薪，养老金，保险赔偿费 He receives 50 dollars a week as unemployment benefit. 他每周由50美元的失业金。

15. book n.账册，记录 We are glad that we have put the business to book. 我们很高兴我们达成了这笔交易。put to book 登记入账=达成交易

book v.把……记载入册；预定 book with you从你方买进；book your order for…卖给你方

16. business n.商号；事情(可数名词) There are many business in this town, engaged in the trade. 在这个城市中，许多商号从事这一工作。

17. call n.停靠；需要 For this steamer, Livepool is not aport of call. 利物浦不是这条船的中途停靠口岸。call(at)ph v.停靠call(for)ph要求，需要

18. capacity n.容量；能力，生产能力 The capacity of the vessel is…..tons. 此船载重量为……吨。

19. charge v.n.收费；把……记入账册；指控，控告 You may charge us the expenses incurred. 所需费用可向我们索取。

20. claim n.索赔；收汇 We have not be enable to collect on your L/C no.64. 我们对你的第64号信用证未能收汇。

21. collect v.收集；索取collection n.托收；托收款 We are collecting this material at the point of origin. 我们正在产地收集此货。

22. commitment n.所承诺的事，所承担的责任 We have too many commitments to allow us to take on new orders. 由于卖货太多，不容许我们接受新的订货。

23. concern n.商号，公司 We hope business will develop rapidly between our two concerns. 我们希望你我两家的业务将迅速发展。 as concerns=as to concerned adj.有关的(一般放在所修饰的名词后面)

24. confirm v.确认，证实，一般用在外贸书信的开头，表示证实自己的去信或收到对方的来信We confirm receipt of your cable of the 5th.你5日来电收悉。

25. consign v.运送，寄售 We cannot agree to consign the goods. 我们不同意寄售此货。

26. cover v.保险，投保 We shall cover the goods against all risks. 我们将投保货物综合险。

coverage n.保险范围，保险总额，通货发行准备金 We want broader coverage to include some extraneous risks. 我们要较广范围的保险包括一些特殊险项。 covering(cover的现在分词，包括……的，涉及……的，有关……的 We shall appreciate samples covering your offer. 请寄报盘的样品。

27. credit n.v.贷方，支方，赊卖，信用；记入待付 We have placed the sum to your credit. 我们已将这笔金额记入你们的贷方。

28. deliver v.交货 delivery n.交付，交货 The quantity to be delivered each month must not be less than 50 metric tons. 每月应交货的数量不得少于50公吨。When we made delivery, the goods were in perfect condition. 我们交货时，货物完好无损。

29. discount n./v.折扣，贴现；打折扣 The highest discount we can allow on this article is 10%。我们对这项商品最多只能达9折。

30. dishonor v.拒绝支付 We are informed by the Bank of China that our draft for DM785 on clean collection has been dishonored. 接中国银行通知，我们的785德国马克托收光票被拒付了。

31. draw v.开出(汇票) draw a draft on s’for 向某人索取若干金额之汇票 We have drawn a clean draft on you for the balance of $100. 我们已开出光票向你索取该项余额100英镑。

32. due a.到期的，应付的，适当的 due to由于 This remittance is in payment to fall commissions due(to)you up to date. 这笔汇款是付迄今为止欠你方的各项佣金。

33. dumping n.倾销 Prices have down slide dowing to dumping operations. 由于倾销活动，价格下跌了。

34. endorse v.背书；批准；赞同 The quality of this product has been widely endorsed. 这种产品的质量已经得到广泛赞许。 endorsement n.背书；赞同；变更保险范围的条款 Our products have met with wide endorsement. 我们的产品已经得到广泛的赞许。

35. engage v.答应，保证；从事于，忙于(后常接in) We are engaged in both export and import business. 我们从事进出口业务。engagement n.约束，保证 We cannot enter into new engagements. 我们不能再接受新约。

36. establish v.建立；开立；使立足于 The relevant L/C has already been established. 有关的信用证已经开出。

37. execute v.执行(订单) All your orders booked up to date have been executed. 你方迄今所订货物均已交付。

38. expire v.期满 The L/C expires on November 30. 信用证于11月30日期满。

39. favor n./v欢迎，赞许；有利于 The opportunity does not favor our making a binding arrangement. 这一机会不便于我们做出一项有约束性的安排。 in sb’s favor(in favor of sb)以……为受益人，以……为抬头，对……有利 The letter of credit has been opened in your favor. 信用证已开给你方名下。

40. firm a.确定的，有效的 The offer is firm (for) 3 days. 此报盘有效期为3天。 combined offer搭配报盘 counter-offer还盘 firm offer实盘 lump offer综合报盘

41. gain n./v利益，盈余，利润；(价格)上涨；获得；赢得 Gain sand losses are common in business. 赔赚是做生意的常事。

42. goods n.货物，永远用复数形式，不能和数词连用 We cannot offer you these goods at present. 目前我们不能向你报此货。

43. grant v.答应，准许给予 It is difficult to grant your request. 你方的要求难于照办。

44. grant n./v赠款，专用拨款；给予 The government has allocated grants to the project. 政府给该项目拨款。

45. gross n.罗=12打(复数不变)adj.毛的，总的；显著的 Please offer us 500 gross. 请报来500罗。

46. guarantee n.担保；保证 v.担保，保证 We cannot accept their guarantee. 我们不能接受他们的担保。

It is not possible for us to guarantee the time of arrival. 我们不可能保证到达的时间。

47. handsome adj.相当大的，可观的。 He received quite a handsome sum of money as gift. 他收到一笔相当可观的礼金。

48. honor v.照付；履行 We always honor our promise(contract, commitments). 我们总是履行我们的诺言(合约，承担义务)的。

49. installment n.分期付款 How many installments did it take to pay off the loan? 此货款将分几次付清?

50. insurance n.保险 insure v.保险，投保 insurer n.保险人，承保人 We have covered insurance on the 100 metric tons of wool for 10% of the invoice value against all risks. 我们已将羊毛100公吨按发票金额加10%保一切险。

51. issue v.发出 We have arranged with our bankers to issue an L/C in your favour. 我们已和我方银行办妥向你开出信用证的手续。

52. item n.外贸中常用做“货物”，做“项目”解 There are several items of commission not yet paid. 有几笔佣金尚未付清。

53. keen adj.渴望的，对……有兴趣 Competition is very keen. 竞争激烈。

54. line n.行业，(一类)货色 This is a good line of hardware. 这是金属器皿中的一种好货。

55. market n.市场 v.在市场上销售 in the market要买或者要卖 Please cable us as soon as you are in the market. 一旦你方要买或者要卖时请来电。 think market引人思索的市场 market在市场上销售

56. merit n.功绩；优点；是非曲直v. Compact packing has much merit(many merits). 紧密的包装由许多优点。This business is not important enough to merit special efforts. 这笔交易无关紧要，不值得特别努力。

57. monopoly n.垄断 They are trying to make a monopoly of this commodity. 他们正在设法垄断这一商品。

58. necessity n.必需，必要 We do not see the necessity of sending any goods on consignment.我们认为没有必要发货寄售。

59. oblige v.答应请求；迫使；使感谢 We are sorry we cannot oblige you in is respect. 很抱歉，我们在这方面不能答应你方的要求。

60. offer n./v报盘，发盘，报价，开价 Please make/send/give cable us an offer CIF London for(or on) 20 metric tons BrownCashmere. 请给我们一个20吨紫山羊羝伦敦到岸价格的报盘。

外贸常见英文缩略词

1. C&F(cost&freight)成本加运费价

2. T/T(telegraphic transfer)电汇

3. D/P(document against payment)付款交单

4. D/A (document against acceptance)承兑交单

5. C.O (certificate of origin)一般原产地证

6. G.S.P.(generalized system of preferences)普惠制

7. CTN/CTNS(carton/cartons)纸箱

8. PCE/PCS(piece/pieces)只、个、支等

9. DL/DLS(dollar/dollars)美元

10. DOZ/DZ(dozen)一打

11. PKG(package)一包，一捆，一扎，一件等

12. WT(weight)重量

13. G.W.(gross weight)毛重

14. N.W.(net weight)净重

15. C/D (customs declaration)报关单

16. EA(each)每个，各

17. W (with)具有

18. w/o(without)没有

19. FAC(facsimile)传真

20. IMP(import)进口

21. EXP(export)出口

22. MAX (maximum)最大的、最大限度的

23. MIN (minimum)最小的，最低限度

24. M 或MED (medium)中等，中级的

25. M/V(merchant vessel)商船

26. S.S(steamship)船运

27. MT或M/T(metric ton)公吨

28. DOC (document)文件、单据

29. INT(international)国际的

30. P/L (packing list)装箱单、明细表

31. INV (invoice)发票

32. PCT (percent)百分比

33. REF (reference)参考、查价

34. EMS (express mail special)特快传递

35. STL.(style)式样、款式、类型

36. T或LTX或TX(telex)电传

37. RMB(renminbi)人民币

38. S/M (shipping marks)装船标记

39. PR或PRC(price) 价格

40. PUR (purchase)购买、购货

41. S/C(sales contract)销售确认书

42. L/C (letter of credit)信用证

43. B/L (bill of lading)提单

44. FOB (free on board)离岸价

45. CIF (cost, insurance & freight)成本、保险加运费价

CR=credit贷方，债主

DR=debt借贷方

(注意:国外常说的debt card，就是银行卡，credit card就是信誉卡。这里都是指银行和财务公司说的，你的银行卡，是你将钱放入银行，银行是“借贷方”， 所以叫做debt卡。用credit卡，是你从银行或者财政公司借钱，银行或公司是“贷方”， 所就叫credit.)

Exp=Expense花费，费用

O/H=overhead常用开支

TC=total cost总费用

FC=fixed cost常设费用

VC=variable cost变动费用

P=profit竟利润

S=sales销售总额

Rev=revenue利润

MC=marginal cost费用差额

GM=gross margin毛利

MR=marginal revenue利润差额

A/R=account receivable待收款(销售后，记账以后收取。)

A/P=account payable代付费(花费后记账，以后付费。)

PMT=payment支付款

N/I=net income纯收入

AMT=amount数额

DCT=discount打折

国际商展商贸英语

实用语句 Practical Sentence

1. This model can run any software or DOS program and IBM personal computer can run.

2. May I ask what company you work for?

3. Are all the components made here in Taiwan?

4. Would you like a packet of our promotional literature?

5. May I help you?

6. I see your computer is fully IBM compatible.

7. I’d be glad to help.

8. We’re a high-volume, discount mail-order house.

9. I wonder if you can give me more information about this computer model you’re showing?

10. I represent Reese Computer and Supply Company.

11. We do some subcontracting, but only in Taiwan.

12. Would you be interested in talking with him about our ideas for upcoming models?

13. I’m due to fly back to the States on Friday.

14. I’m sure we can arrange it before then.

15. Would you like to tour our factory? Yes, if it wouldn’t take too long to arrange.

实况对话 Dialogue: (An American importer talks with a Chinese salesman at a trade show .)

Salesman: Good morning. May I help you?

Importer : I wonder if you can give me more information about this computer model you’re showing?

Salesman : I’d be glad to help. Would you like a packet of our promotional literature?

Importer : Thank you. I see your computer is fully IBM compatible.

Salesman : Yes, this model can run any software or DOS program and IBM personal computer can run.

Importer : These models seem to be quite small.

Salesman : Yes, one of the problems our company was trying to solve when we worked on this model was to do away with the bulk of IBM desk-tops and their clones. Our computer is only 11 pounds.

Importer : Remarkable! There’s nothing quite like seeing a problem and solving it to create a good product. Are all the components made here in Taiwan?

Salesman : Yes, we do some subcontracting, but only in Taiwan. These computers are made here. May I ask what company you work for?

Importer : I represent Reese Computer and Supply Company.We’re a high-volume, discount mail-order house.

Salesman : Would you like to tour our factory and perhaps.even one or two of our subcontractors?

Importer : Yes, if it wouldn’t take too long to arrange. I’m due to fly back to the States on Friday.

Salesman : I’m sure we can arrange it before then. How about meeting the founder of our company? Would you be interested in talking with him about our ideas for upcoming models?

Importer : Yes, I think that would be useful. Thank you for your help.

第三部分：外贸常用英语书信大全

1. 请求建立商业关系

Rogers Chemical Supply Co.
10E.22Street
Omaha8,Neb
Gentlemen:
We have obtained your name and address from Aristo Shoes, Milan ,
and we are writing to enquire whether you would be willing to establish business relations with us.
We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business.
We look forward to your early reply.
Very truly yours

自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。
烦请早日赐复。
此致

2. 回复对方建立商业关系的请求

Thank your for your letter of the 16th of this month. We shall be glad to enter into
business relations with your company.
In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range.
Payment should be made by irrevocable and confirmed letter of credit.
Should you wish to place an order, please telex or fax us.

本月 16 日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品 目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。
此致 敬礼

3. 请求担任独家代理

We would like to inform you that we act on a sole agency basis fora number of manufacturers.
We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen.
Until now , we have been working with your textiles department and our collaboration has proved to be mutually beneficial. Please refer to them for any information regarding our company.
We are very interested in an exclusive arrangement with your factory for the promotion of your products in Bahrain.
We look forward to your early reply.

本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销 中东。 与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。 盼望能成为贵公司独家代理，促销在巴林市场的货品。 上述建议，烦请早日赐复，以便进一步联系合作。
此致 敬礼

4. 拒绝对方担任独家代理

Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens.
I regret to say that, at this stage ,such an arrangement would be rather premature.
We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works.
It would be necessary for you to test the market for our products at you end. You would also have to build up a much larger turnover to justify a sole agency.
We enclose price lists covering all the products you are interested in and look forward to hearing from you soon.

9 月 1 日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时 机尚未成熟，不能应允该安排深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代 理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该 货品之报价单，敬希查照。专此候复。
此致 敬礼

5. 同意对方担任独家代理

Thank you for your letter of 12 April proposing a sole agency for our office machines.
We have examined our long and ,I must say ,mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain.
From our records, we are pleased to note that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified after sales staff.
We have drawn up a draft agreement that is enclosed. Please examine the detailed terms and conditions and let us know whether they meet with your approval.
On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan .
My very best wishes to you and your wife.

4 月 12 日建议担任为公室器具之独家代理来信已经收悉。 过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。现随信附上协议草稿，请查实各项条款，惠复是盼。能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。
此致 敬礼

6. 借引荐建立业务关系

At the beginning of this month , I attended the Harrogate toy fair. While there , I had an interesting conversation with Mr. Douglas Gage of Edu toys plc about selecting an agency for our teaching aids.
Douglas described your dynamic sales force and innovative approach to marketing. He attributed his own company’s success to your excellent distribution network which has served him for several years.
We need an organization like yours to launch our products in the UK.
Our teaching aids cover the whole field of primary education in all subjects .Our patented ‘Matrix’ math apparatus is particularly successful.
You may have reservations about American teaching aids suiting your market. This is not a problem since we have a complete range of British English versions.
I enclose an illustrated catalogue of our British English editions for your information. Please let me have your reactions to the material.
I shall be in London during the first two weeks of October .Perhaps we could arrange a meeting to discuss our proposal.

本用初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯·盖齐先生一谈，提及本公司正物色代理人推广教学器材一事。盖齐先生赞扬贵公司积极推广产品，不断推出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本公司在英国经销产品。本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器材更傲视同侪。除美国教学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司无需忧虑切合市场需求。现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于 10 月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈?
此致 敬礼

7. 邀请参观贸易展览会

Many thanks for your letter and enclosures of 12 September.
We were very interested to hear that you are looking for an UK distributor for your teaching aids.
We would like to invite you to visit our booth, no.6, at next month’s London Toy Fair, at Earl’s court , which starts on 2 October.
If you would like to set up an appointment during non exhibit hall hours please call me. I can then arrange for our sensor staff to be present at the meeting.
We look forward to hearing from you.

多谢 9 月 12 日的来信和附件。获悉贵公司有意物色英国销售商推广教学辅助设备，甚感兴趣。
本公司将于 10 月 2 日于厄尔大楼举行的耸敦玩具商品交易会上展示产品，诚邀贵公司派员参观设于 46 号之摊位。如能安排于非展出时间面谈，烦请电复。定必委派高层人员赴会。
本公司深知贵公司产品精美质优，希望能发展互惠之业务。特此奉告，并候复音。

8. 与过去有贸易往来的公司联系

We understand from our trade contacts that your company has
reestablished itself in Beirut and is once again trading successfully in your region.
We would like to extend our congratulations and offer our very best wishes for your continued success.
Before the war in Lebanon , our companies were involved in a large volume of trade in our textiles. We see from our records that you were among our best ten customers.
We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon.
Since we last traded, our lines have changed beyond recognition. While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market. As an initial step , I enclose our illustrated catalogue for your perusal. Should you wish to receive samples for closer inspection, we will be very happy to forward them.
We look forward to hearing from you.

从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻喜讯，不胜欢欣。谨祝业务 蒸蒸日上。黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公司更是本公司十大客户之一。现今战事平息，亟盼能重展双方互惠的业务联系。自上次合作至令，产品款式变化极大。除了有迎合欧洲人口味的款式这外，亦有专门为中东市场而设计的产品。现奉上配有插图的商品目录供初步参考。职需查看样本，还望赐知。

9. 确认约会

I would like to confirm our appointment to discuss the possibility of merging our distribution networks. I am excited of the prospect of expanding our trade.
As agreed, We will meet of our office in bond street at 9.30a.m.on Monday 20 March. I have scheduled the whole day for the meeting.
If for any reason you are unable to attend , please phone me so that we can make alternative arrangements.
Please let me know if you would like our office to arrange hotel accommodation. I look forward with great pleasure to our meeting.

承蒙拔冗讲讨论合并双方销售网，以扩大贸易发展范围，深感兴奋。现特修函确定 会议日程。
谨于 3 月 20 日星期一在邦德街办公室候教，请贵公司代表于当日早上 9 时莅临指导。若因故未能抽空出席，烦请致电告知，以便另行安排会晤。未知是否需代为安排旅馆膳宿?请尽早赐知，以便早作准备，款待贵客。谨此预祝会谈成功。

10. 感谢客户订货

Gillette-burns Co.
322 Gleenwood street
Gleveland 5,Ohio
Gentlemen:
Thank you for your order no,464 of 20 September.
The models you selected from our showroom went out today under my personal supervision.The package is being air frighted to you on swissair.The relevant documentation is enclosed.I enjoyed meeting you and hope that this order represents the beginning of a long and prosperous relationship between our companies.
The next time you visit us ,please let me know in advance so that
I can arrange a lunch for you with our directors.
Sincerely yours

谢谢 9 月 20 日第 464 号定单。今天我已新自监督发送您自展览室挑选的产品。该产品随附有关文件经瑞士航空公司运送。 很荣幸与你会面，衷心希望是次定单能加强双方的关系。下次到访前，烦请赐知，俾能安排与本公司董事共进午餐。

11. 向长期客户推销新产品

I enclose an illustrated supplement to our catalogue. It covers the latest designs which are
now available from stock.
We are most gratified that you have, for several yeas. Include a selection of our products in your mail-order catalogues. The resulting sales have been very steady.
We believe that you will find our new designs most attractive. They should get a very good reception in your market.
Once you have had time to study the supplement , please let us know if you would like to take the matter further. We would be very happy to send samples to you for closer inspection.
For your information, we are planning a range of classical English dinner services which ,should do well in the North American market.
We will keep you informed on our progress and look forward to hearing from you.

随函寄奉配有插图的商品目录附页，介绍最新设计的产品。贵公司的邮购目录多年来收录本公司产品，产品销售成绩理想，特此致以深切谢意。最新设计的产品巧夺天工，定能吸引顾客选购。烦请参阅上述附页，需查看样本，请赐复，本公司乐意交劳。本公司现正设计一系列款式古典的英国餐具，适合北美市场需求。如感兴趣，亦请赐知。
愿进一步加强联系，并候复音。

12. 为商贸指南兜揽广告

Thank you for your business. You are currently represented in our directory.
This is the only directory of its kind which reaches all companies in the building and construction industry in the UK. Advertising in our directory was a wise move on your part.

We are currently compiling a new edition of the directory which will be published in April 1995.The new edition will be expanded to include major manufacturers of plumbing equipment in the European Community.
For proper coverage in the directory, you ought to appear in more than one category. If you do opt for a multiple listing, you will be able to buy space in additional categories at half price.
You can be assured that the new edition will be on the desks of all the major decision makers in the building and hardware trades.
Please complete the enclosed form and return it with the appropriate fee.

Thanks again for your business.

衷心感谢惠顾。贵公司商号已刊登在本公司的商贸指南中。该指南乃唯一覆盖英国 全部建筑公司的刊物，在此刊登广告确是明智之举。
现下筹备 1998 年 4 月版的贸易批南，新版会罗列欧洲贡同体的主要铅管业制造商。为达到出色的宣传效果，贵公司宜考虑在不同类别刊登广告。如蒙惠顾，除首个广告外，其余类别的广告将可获半价优惠。该指南将分送给所有建筑公司和五金器具公司主管。烦表填妥随附表格，连同广告费用一并寄回。
专此盼候佳音。

13. 请求客户作推荐人

Thank you for your letter of 2 November. We are delighted to hear that you are to pleased with the refurbishment of your hotel.
As your know .in our line of work, we depend on good ,reports about our projects to win further business. Our clients always shop around and look for references before committing themselves.
With your permission, we would like to use your hotel as a reference when we discuss similar refurbishments in the hotel industry. Would you agree to our suggesting that future clients should call you?
It would also be most helpful if we could occasionally bring a client to look at your hotel. We would, of course , stay overnight at least. I’ll call you next week to hear your reaction. Thanks again for you kind words.

从 11 月 2 日的来函得悉阁下对贵饭店的整修感到满意，此消息对本公司实是一鼓励。设计行业重视声誉，客人在选择设计公司时必然会有所比较。如蒙允许，本公司欲请贵饭店作推荐人，证明有关整修的质素。未知可否让其他客户来电垂询? 此外，如获允准间或联同客户前来参观贵饭店整修，定必有莫大帮助。当然，本公司会预订房间，至少留宿一晚。

14. 通知客户价格调整

We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997.
You will see that there have been number of changes in our product range. A number of improved models have been introduced.
Out range of washing machines has been completely revamped. Many popular lines, however, have been retained unchanged.
You will be aware that inflation is affecting industry as a whole .Ws have been affected like everyone else and some price increases have been unavoidable. We have not, however, increased our prices across the board, In many cases, there is a small price increase, but in others, none at all.
We can assure you that the quality of our consumer durables has been maintained at a high standard and that our service will continue to be first class.
We look forward to receiving your orders.

谨谢上新的商品目录和价格表。修订价格定于 1997 年 4 月 1 日起生效。产品系列有 一大革新，增加了不少改良的型号，扒出一系列新款的洗衣机，但许多款的开动号仍保持不变。通货膨胀影响整个工业连带令货品价格上涨。虽然如此，本公司并未全面提升价格，调整幅度亦不大。本公司坚守一贯信念，务求出产优质之耐用消费品，迎合顾客的需要。谢谢贵公司多年惠顾，盼继续合作。

15. 说明价格调整原因

I enclose our new price list , which will come into effect ,from the end of this month.
You will see that we have increased our prices on most models. We have ,however , refrained from doing so on some models of which we hold large stocks. We feel we should explain why we have increased our prices.
We are paying 10% more for our raw materials than we were paying last year. Some of our subcontractors have raised their by as much as 15%.
As you know , we take great pride in our machines and are jealous of the reputation for quality and dependability which we have achieved
over the last 40 years. We will not compromise that reputation because of rising costs. We hope, therefore decided to raise the price of some of our machines.
We hope you will understand our position and look forward to your orders.

现谨附上本公司新价格表，新价格将于本月底生效。除了存货充裕的商品外，其余大部分货品均已调升价格。是次调整原因是原材料价格升幅上涨 10%，一些承包商的价格调升到 15%。过去 40 年，本公司生产的机器品质优良、性能可靠。今为确保产品质量，唯有稍为调整价格。上述情况，还望考虑。愿能与贵公司保持紧密合作。

16. 回复感谢信

We greatly appreciate your letter describing the assistance you received in solving your
air-conditioning problems.
We are now in our fifty year of operation, and we receive many letters like your indicating a high level of customer satisfaction with our installation.
We are pleased that our technical staff assisted you so capably. We would like you to know that it you need to contact us at any time in the future. Our engineers will be equally responsive to your request for assistance.
If we can be of service to you again, please let us know. Thank you again for your very kind letter.

承蒙来信赞扬本公司提供的空调维修工程服务，欣喜不已。五年前开业至今，屡获客户来函嘉奖，本公司荣幸之至。欣悉贵公司识技术人员的服务，他日苛有任何需要，亦请与本公司联络，本公司定当提供优秀技师，竭诚效劳。在此谨再衷心感谢 贵公司的赞赏，并请继续保持联络。

17. 请客户征询其它公司

Thank you for your enquiry of 5 May concerning silk blouses.
We regret to say that we do not manufacture clothing to your own designs to the highest European standards:
Swan Textiles corporation The industrial zone Shekou
We supply the factor with all their silk materials, I enclose a swatch of our stock materials for your examination. Should you desire any of these samples made up into finished products, we can supply the swan factory with them.
We hope that this will be of help to you and wish you every success in your business
dealings.

谢谢 5 月 5 月日来函查询关于纡绸罩衫的事宜。 本公司只生产纡绸布料，供应纺织品批发商和制造厂家，并没有制造成衣，因而未能接受贵公司订货，谨致万分歉意然而，本公司乐意推荐本地一家生产优质男装的工厂，相信可按贵公司设计的款式制造符合欧洲最高标准的服装：蛇口工业区天鹅纺织品公司。该厂的丝绸布料全由本公司供应，随函了什样本以供查阅，如贵公司认为适合，本公司乐意负责供应所需布料。愿上资料对贵公司有所帮助。谨祝生意兴隆，事事顺达。

18. 改善服务

Thank you for your letter of 26 January. I apologize for the delivery problems you had
with us last month.
I have had a meeting with our production and shipping managers to work out a better system for handling your account .We know we made a mistake on your last order . Although we replaced it for you. we want to make sure it does not happen again.
We have devised the enclosed checklist to use for each of your future order. It includes your firm’s particular specifications, packing requirements and marking instructions. I believe can service your company better and help you operations run more smoothly with this safeguard.
Please contact us if there are any additional points you would like us to include.

感谢 1 月 26 日来信。对上月贵公司更换所需货品，唯恐类似事件再发生，本公司生产、运输和出口部经理已商议制订更有效方法处理贵公司事务，并为此特别设计清单。随信奉上该清单，供贵公司今后订货之用。当中包括特殊规格、包装要求和樗说明 等栏目，相信此举有助本公司提供更佳服务，促进双方合作。如欲增设任何栏目于该清单上，恳求惠示。

19. 拒绝客户的要求

Thank you for your enquiry of 25 August.We are always pleased to hear from a valued customer.I regret to say that we cannot agree to your request for technical information regarding our software security systems. The fact is, that most of our competitors also keep such information private and confidential.I sincerely hope that this does not inconvenience you in any way.If there is any other way in which we can help.
do not hesitate to contact us again.

8 月 25 日信收悉，谨此致谢。来信要求本公司提供有关软件保密系统的技术资料，但鉴于同行向来视该等资料为机密文件，本公司亦不便透露，尚祈见谅。我真诚地希望这样不会对贵公司造成不便。如需本公司协助其他事宜，欢迎随时赐顾垂询。
祝业务蒸蒸日上!

20. 应付难办的客户

We have been doing business together for a long time and we value our relationship of late, we have not been able to provide the kind of service we both want.
The problem is that your purchasing department is changing orders after they have been placed. This has led to confusion and frustration for both of our companies. In several instances. you have returned goods that were originally ordered.
To solve the problem , I propose that on receipt of an order, our sales staff contact you to verify it. If you decide on any changes, we will amend the order and fax you a copy so that you can check it.
I trust this system will cut down on delays and errors, and allow our operations to run smoothly.

承蒙多年惠顾，本公司感激万分。然近来合作出现问题，令服务水准未能符合对方要求，本公司为此提忧不已。贵公司采部发出定单后，再三更改内容；更有甚者，屡次退回订购之货品，导致了双方公司工作中的混乱和困惑。为避免问题日趋严重，特此在接到定单后，由本公司销售人员与贵公司复核。若需作出改支，本公司把定单修改后电传副本，供贵公 司查核。
盼望上述办法经受减少延误，促进双方业务发展。

21. 祝贺新公司成立

It has just come to our attention that you have lately opened your new European headquarters in Brussels.
Congratulations on your bold venture.
As you know , our companies have had a long business association in the UK. We look forward to collaborating with you in your European venture.
Please let us know if we can be of any assistance to you. We will be delighted to help.
We wish you the very best of luck and a prosperous future.

22. 非正式的预约要求

Could we meet some time this month to discuss the hypermarket proposal?
We want to make decision by the beginning of next month. We would very much like to hear your thoughts before we make any definite plans.
Could you choose a venue for the meeting? I can fly to London any time, Perhaps you would prefer Lyon or Paris? I leave it to you to choose.
I look forward to seeing you again.

您好!未知能否于本月会面，商谈有关特大自助市场的建议呢?我们准备于下月初作出最后决定。在未订下明确计划之前，希望能咨询的意见。敢问能否选定会面地点？在伦敦、巴黎或里昂商谈都可以，悉随尊便。
期待与您见面。

23. 物色代理商

Our company manufactures a range of printing presses that are used successfully by companies in over 20 countries. A product specification brochure is enclosed.
We are considering expanding our products to new markets and we would appreciate you assistance. In particular , we would like to identify the best agents who are currently serving the printing industry in your region.
We are looking for organizations which conduct their business in a truly professional manner. They must be fully conversant with the technical side of the printing industry and have a comprehensive understanding of all the features of the lines t6hey represent.
We would be very grateful if you could take a few moments to send us the names of three or four organizations that match our requirements.We shall then contact them to explore the possibility of establishing a mutually acceptable business relationship.
Thank you very much for your time and consideration in this matter.

本公司生产的一系列印刷机，获二十多个国家的公司采用。随函附上产品规格说明书，谨供参考。现为该产品开拓新市场，希望得知贵地区从事印刷工业的代理商资料。如蒙贵公司协助，将不胜感激。如能拨冗寄来数个符合上述要求代理商商号，则感激不尽。本公司将与其联系，研究能否建立互惠互利折业务关系。

右蒙惠告，不胜感荷!

24. 欢迎新代理商

I would like to welcome you to our organization. We are very pleased to have you on our ream. I know that you will be equally proud of our products.
Our European sales Representative, Antoine Gerin , will be in touch with you at regular intervals. Please feel to call him any time you have a problem, If I can regular intervals. Please feel free to call him any time you have a problem. If I can ever be of service, please call me.
I am planning a trip to France next month, and I am looking forward to meeting you. In the meantime, the best of luck with our product line.

欢迎加入本公司成为我们的一分子。相信您也会以本公司的产品为荣。欧洲销售代理安东尼·格林会定期与联络，遇有问题可与他商讨。若有其他需要，欢迎向我提出。下月我将赴法国一游，期望能与您会面。谨祝产品销量节节上升。

25. 要求约见

Would you be interested in stocking a radical new departure in laptop computers?
I would very much like to brief you on this great innovation. Could we make an appointment?
The machine is the same size as most laptops but comes with some totally new features. The retail price will undercut its nearest competitor by at least 20%.I shall be in the UK from 1 September to 20 October. If you would like to know more, just fax or telex me.

贵公司有没有考虑配置最新型号的手提电脑？本公司诚意推介该崭新产品，盼能预约时间作一介绍。该电脑体积和同类电脑相仿，但配备多项先进功能。其零售价较同类产品便宜20%以上。本人将于 9 月 1 日至 10 月 20 日逗留英国。如蒙拨冗了解该产品资料，烦请函复。

26. 拒绝约见

Thank you for your letter of 7 July regarding your new laptop computer.
I regret to say that we cannot agree to your request for an appointment.
We currently have the sole agency for another computer company, Under the terms of the contract , We are barred from stocking any other company’s products.
The sole agency comes under review in six months’ time . Contact us then and we may be able to consider your new product.

7 月 7 日有关新型号手提电脑函收悉。本公司暂未能安排会面，深感歉意。现时正为另一家电脑公司提任独家代理，根据合约条款，不得销售别家电脑公司的产品。该代理权将于六个月后期满。届时烦请再作联系，共商贵产品代理事宜。

27. 同意约见

Thank you for your letter of 15 September. I note that you will be in the UK during the
whole of November.
We are quite interested by the fashion knitwear illustrated in your catalogue.
As a fashion Chain. We might consider having some of our own designs manufactured in China.
Please let me know when you would like to call on us. The week beginning 6 November would suit me best.
I look forward to meeting you and discussing this matter.

感谢 9 月 15 日的来信。欣闻阁下将于 11 月逗留伦敦一个月，望到时能拨冗相会。 本公司对贵公司商品目录中的针织时装深感兴趣。现正研究设计款式，在中国制造后寄本公司时装连锁店发售。如能于 11 月 6 日或其后数天抽空来访，当感激不尽。期待与您会面，商讨有关事宜。

28. 欢迎新客户

Welcome to Bradley & sons. We are delighted to have you as one of our customers.You can be sure that we will do everything in our power to merit your business.
Our efforts always revolve around the needs of our customers.If you have any special requests about shipments. merchandise, payment or product modifications, please let us know.I shall arrange for our European sales representative to call on you at least once a month.He will make sure that our business relationship runs smoothly.
Many thanks tor your confidence in us.

闻悉本公司有幸为阁下服务，雀跃万分。必定竭尽全力，不负所托。本公司秉承传统宗旨，昼满足客户的需求。阁下如对装运、推销、付款手续或产品 改良有任何要求，还请告知。本公司的欧洲销售代理将第月拜访阁下最少一次，确保双方贸易关系能顺利发展。得到阁下的信任，谨此再三致谢。

29. 终止商业关系

Further to our telephone conversation of this morning, I am enclosing the formal letter terminating our contract.
In view of the collapse in the market for your Mini maniac doll, we can no longer undertake to distribute it.
We shall try to dispose of the stocks we do have at a discount.
We have enjoyed working with you. When you get your next idea for a popular toy. Please get in touch with us.
Very best wishes.

根据今早的电话谈话，现谨奉上终止双方合同的正式函件。鉴于贵公司的迷你玩具销售量暴跌，本公司不能继续推销该货品。库存货品亦将设法削价倾销。双方合作素来愉快。如对流行玩具有新颖构思，烦表不吝赐教。

30. 第一次询价

We have learned from Smith and company of Birmingham that you manufacture a range
of high-fashion handbags in a variety of leathers.
We operate a quality retail business and although our sales volume is not large, we obtain high prices for our goods.
Would you please send me a copy of your handbag catalogue with
details of your prices and payment terms?
We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.

从伯明输史密公司获悉贵公司制作了一系列款式新颖皮革手提包。本公司经营高档零售业务，虽然销量不多，但是全属优质高价。现恳请惠寄货品目录，价格表和付款方式细则。此外，如提供各类革样本，不胜感激。

31. 答复第一次询价

Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in
our products.
We are sending you a copy of our latest catalogues under, separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.
I regret to say that we cannot send you the full range of samples. You can be assured , however ,that such skins as crocodile and ostrich, not included in the swatch, are of the same high quality.
Mrs. Angela wane, our European sales manager , will be in the UK next month and will be pleased to call in you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship sill appeal to the most discriminating buyer.
We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrates in our catalogue and are of the same high quality as our handbags. Mrs. wane will be able to show you examples when she calls.
We look forward to receiving an order from you.

7 月 16 日来函价已收到。得悉贵公司对我们的产品有兴趣，实感荣幸。兹奉上我以 新的产品目录和常用的皮革样本谨供参考。很抱歉未能寄上全套样本，但其他诸如鳄鱼皮、驼鸟皮等皮革都是同样优质上乘的。本公司欧洲营为经理安拉·韦恩太太将于下月携同各类产品前赴英国。届时您若能抽空与她面谈和看看我们的产品，相信也会同意我们的产品质料上乘、手工精巧，能吸引最有鉴赏力的买主。除了手提包外，本公司亦制造多种系列精美的皮带和手套，贵公司如感兴趣，可参看产品目录中所刊登的插图。恩太太访时将向您展示样本。

32. 钢螺钉询价

We are interested in buying large quantities of steel screws in all sizes. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward if you could forward samples and your price list to us.
We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition , we have confidence in the quality of your products.
We look forward to hearing from you by return.

本公司有意大量购买各型号钢螺钉，欲知每公斤送抵英国利物浦的成本加运费价格。如蒙惠赐上述报价单，不胜胜激。如能惠寄样本和价格表，亦必感谢不尽。本公司素来抽其他公司购买此类品，闻悉贵公司货品质优价廉，故欲与贵公司建立合作关系。

33. 答复钢螺钉询价

Thank you for your enquiry of 2 October 1995. In reply, we would like to make the following offer, subject to our final confirmation.
Product: steel screws
Specifications: As per the attached list
Packing: Loose in boxes of 5 kg net
Quantity: 100 boxes
Price: As per the attached list
Shipment: January/February 1996
Payment: Confirmed, irrevocable letter of credit payable by draft on sight to be opened 30 days before the time of shipment.
Under separate cover, we have sent you samples of various sizes. our catalogue and price list.
If you find our offer acceptable, please telex or fax us for confirmation.

贵公司 1995 年 10 月 2 日询价函收悉。如下需在本公司确认后。方为有效：
产品：钢螺钉
规格：依照附表
包装：净重 5 公斤散装箱
数量：110 箱
价格：依照附表
装运：1996 年 1 月至 3 月
付款：保兑不可撤销即期信用证，需于装运前 30 天开立另函附寄各型产本、商品目 录和价格表。如贵公司接受上述报价。请尽早实定单为盼。

34. 询问盘子价格细目

We enclose details of our inquiry for dishes to be delivered before the first of next month.
Will you please give us your prices for the quantity named?

今随函附上必须在下月一日以前交货的盘子询价细目。 请把我所需数量的盘子价格告诉我们
好吗?

35. 索取样品和询价

Please send us samples and your lowest prices for your fountain pens, model 464-B.Samples and prices must reach us no later than 15th of this month.

请将你们 464-B 型自来水笔的样品寄给我们，并注明最低价格。样品和价格至迟须 于本月 15 日以前寄到我处。

36. 索取临时发票

One of our clients has asked us to obtain a pro forma invoice for the following product:
Lion Brand Nail clippers model 21 chrome-plated
Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client’s confirmation.
We will have no problem in obtaining the import license . As soon as this is approved, a letter of credit will be opened in your favor.

本公司客户要求获得下列产品的临时发票：
狮牌 21 镀铬指甲钳 500 钉现请贵公司尽快寄送一式三份的临时发票给我们以便取得该客户确认。申请进口许可证并无困难。此事一经同意，本公司将立即开以贵公司为受款人的信用证。

37. 寄送临时发票

In response to your request, dated 14 July 1996.we have much pleasure in sending you
our pro forma invoice in triplicate.
For your information, or offers usually remain open for about a week. Seeing that or nail clippers are selling very fast, we suggest that you act on the quotation without delay.
We look forward to hearing from you.

现应 1996 年 7 月 4 日的要求，谨寄上临时发票一式三份。兹奉告本公司的报价一般效期一周。另困本公司出品的指甲钳销路极佳，为免向隅，贵公司宜尽早回复。

38. 提供代用品报价

Thank you for your telex enquiry of 23 September concerning cotton print 634.
We appreciate your efforts in marketing our product and consequently we regret very much that we are unable to supply the desired goods due to excessive the following material as a close substitute.
500 pieces cotton print 428 at US$150 per meter CIF New York, including your commission of 2% A sample is enclosed for your reference.
If you find the sample acceptable, please telex us as soon as possible.

贵公司 9 月 23 日询问有关 634 号印花棉布价格的电传已经收到，多谢来函。本公司感谢你们热心推销我们的产品。但因有关产品需求殷切，未能满足贵公司要求，深感遗憾。然而，本公司另一出产类似的织品。现报上虚盘如下：428 号印花棉布 500 件，每 米 1.5 美元纽约到岸价，当中包括贵佣金 2%随函警附样本供贵公司参考。满意样本 质量，请尽快电传复实。

39. 订购商品

Please send to the following items to be shipped by way express, and bill us. The order is contingent on receiving the terms of 2%-30 days:
1 doz. linen handkerchiefs: $2.40 4pair tan pigskin gloves, size :$12.00
2 doz. assorted Orlon sport shirts : $72.00
5pair assorted cotton socks : $2.00
TOTAL : $88.40

请将下列各项商品交由铁路以快运方式发运给我们并列帐单。按照“ 2%-30 天”的条件执行。
1 打亚麻布手帕 2.40 美元
4 双棕黄色猪皮手套(尺码) 12.00 2 打各种花色的奥纶运动衫 72.00
5 双杂色棉线短袜 2.00
合计 88.40 美元

40. 开具所需商品单并要求尽快装运

Please ship the following goods by motor freight as soon as possible,
and charge them to our account:
15 Ibs. bicarbonate of soda $4.50 1gross boxes of aspirin $36.00 20bottles Rap Syrup-#47B $10.00 TOTAL $50.50

请尽快用汽车发运下列物品：费用请记入我方帐内。
15 磅小苏打 4.50 美元
12 打盒装阿司匹林 36.00 美元
20 瓶拉普糖浆-47B 10.00 美元
合计 50.50 美元

41. 确认订货

This is to confirm my telephone order of yesterday for the following items:
4Jr.Sewing Machines Model 3A 7Homemaker’s Ironing Boards 15 Fold Up Clothes Racks

昨天我在电话所联系的下列各项订货现作进一步确认。
4 台 3A 型小缝纫机、7 只家用熨斗、15 只折迭式衣架。

42. 要求按订货单发货

Thank you for your samples of striped coatings received today.
Please make shipment in accordance with our Order No.2602 enclosed herewith.

今天收到你们寄来的带条纹外衣料样品，谢谢。请按照信内附寄的第 2602 号订单发货。

43. 无法供货

We refer to your telex of 12 August and ours of today regarding the supply of black silk.
As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.
We assure you, however, that we shall contact you as soon as fresh supplies become available. Should your customers requite other silks, please let us know.

贵公司 8 月 12 日的电传已经收到，现就有关黑色丝绸供货问题电复。自去年以来，上述货品的需求量极高。本公司暂未能承接定单，故无法按贵公司要求报价。他日一旦有新货源，本公司定当即时与贵公司联络。若贵客户需要其他丝绸货品，亦请告知。

44. 拒绝订货

Thank you for your order no.458 for tin plate sheets which we received today. We regret that, owing to a shortage of stock, we are unable to fill your order.
Moreover, our manufacturers cannot undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.
In the meantime, please feel free to send us your specific enquiries for other types of metal sheets. You can assured of our best attention at all times.

今天收到贵公司 4 5 8 号镀锡板的定单。因为存货短缺，未能供应贵公司所需货品，特此致歉。此外，制造商尚未确定原料供应量是否充足，所以不能接受其他定单。一旦供应情况改善，我们将电传通知贵公司。若贵公司需要其他金属薄板型号的资料，我们乐意随时效劳。

45. 再次订货

We have received the above shipment ex SS Blue Seas and are pleased to inform you that
we find the goods quite satisfactory.
Since we believe we can sell additional quantities it this market, we wish to place with you a repeat order for 500 dozens of the same style and sizes.
We would be grateful if you could arrange early shipment of this repeat order at we are in urgent need of the goods.
If the goods are not available from stock, we would be grateful if you could advise us, with full particulars of the specifications, of replacement goods which can be whipped from stock.

46. 拒绝接受再次订货

We are pleased to acknowledge your letter of 6 March informing us that you are satisfied with our ladies tights shipped to you per SS Blue Seas. We also note that you wish to place a repeat order.
We regret that we cannot at present entertain any new orders for Ballot ladies’ tights owing to heavy orders.
We are, however, keeping your order before us. As soon as we are in a position to accept new orders, we will contact you by telex.
With regard to stock lines, we are enclosing a list for your
information. Should you be interested in any of these, please let us know your requirements, stating quantity, style and sizes.

3 月 6 日的来信已收到，得悉贵公司满意经由蓝海号轮船运送的女装紧身衣，并希望再订购货品，深表谢意。由于定单过多，本公司很抱歉暂时未能接受巴勒图女装紧身衣的新定单。我们会保留贵公司的定单，一俟能接受新定单，即以电传知会贵公司。现随函附上本公司存货清单以供参考。如欲订购任何货品，请告知所需货品之数量、式样和尺码、本公司半竭诚为您效劳。

47. 拒绝特别订货要求

Thank you for your letter of 20 May concerning your special
request.
From time to time we do run special jobs, changing materials and colors for one particular order. But we have to consider many factors before we can accept the order.
I have spoken to our production manager, and she has done the costings. I am sorry to report that even if we did the job for you at cost, it would come out well above the price you are willing to pay.
I am checking with other manufacturers in the area who are working with the materials you want. They may be able to give you the quality you desire at a fair price. I will get back to you in a few days.
We appreciate your business and I am glad you asked us about this job .The next time you have a special need, please ask again. We will try our best to do the job for you .If we cannot, we will attempt to find the best company that can.

谢谢贵公司 5 月 20 日特别订货要求的来函。 本公司遇有客户特别要求，如情况许可，亦乐意加工变换有关产品的用料或颜色。贵公司的要求经转达生产部经理作成本预算后，考虑到所需费用较贵公司所拟高出很多，因而未能照办，非常抱歉。现正联络其他厂商，研究是否能以合理价格达成要求。不日将有答复。承蒙查询加工事宜，谨致衰心谢意。如有其他要求，本公司乐意随时候命。即若未能效劳，亦当物色其他能胜任的商代办。

48. 招标

The Ministry of Education of Banda invites all prospective bidders for the supply of
educational materials to submit their quotations.
The bidders are expected to send their quotations in wax-sealed envelopes to our Post Office Box to arrive not later than 11:00 hours on 31 March 1997. The bids will be opened on the same day at 15:00 hours local time.
The address at the head of this letter should be written clearly on the sealed envelopes, which must be marked `Tender Box 6′.
The bidder’s address should be written on the back of the envelope.
The sealed quotations will be opened in the presence of the bidders ,or their accredited representatives, by the Tender committee in conference room 4 at the ministry of Education.
After a thorough examination of the tenders, the winning bidder will be informed.
An agreement will then be signed within 15 days.

投标书放入信封后，必须用蜡封好，于 1997 年 3 月 31 日 11 时前投入教育部邮政信箱里。在同日当地时间 15 时开标。投标书信封面须写上上列的教育部地址，注明“第六号投标箱”。信封背后写上投标人姓名和地址。密封的投标书将在教育部第四会议室由投标委员会开启，投标人需亲身或委派代表到场。投标经全面审查后，中标人将获通知，并于 15 日内签订协议。

49. 要求按期发货

Enclosed is an order for which we ask your special attention to time of delivery. It is important that we receive these goods on the exact day mentioned as we have extensively advertised the day of our sale.
Please let us know immediately if you have any difficulty in supplying the exact goods ordered. All orders must be delivered complete; no remainders must follow.

兹附上订单一份。请特别注意交货日期。因为我们已经广泛做了出售日期的广告。故必须按上述确切日期收货。如果你们在供应急需订货方面有什么困难，请立即通知我们。所有订货都必须全部交完，不能陆续发运。

50. 收到订单及供货安排

This is to acknowledge your order for 15Ibs. of bicarbonate of soda,45 bottles of cod liver
oil, I gross of boxes of yeast extract.
If we are to ship goods by the date requested in your order we can send you only 40 bottles of cod liver oil instead of 45 bottles. The other goods will be sent complete.
We shall be able to fill rest of the order within a week. We hope that this will be satisfactory.

关于 15 磅小苏打、45 瓶鱼肝油和 12 打盒装酵母精的订单业已收悉。如果要按照你订单上所要求的日期发货，我们只能给你们发运鱼肝油 40 瓶而不是 45 瓶。其余货物则可以全部发完。订单上剩下未发的货物可在一周内发齐。希望你对这种安排能 够满意。

51. 原订单与现价有出入

Thank you for your order # 411 for 6 injector upset heads. According to our records, the
price we agreed upon was $76.00 each, not $74.00 as stated in your order. Will you check your copy?
We shall hold the goods until we hear from you

感谢你们寄来第 411 号订单有关 6 台喷射器缩锻头。根据我们的记录，所商定的价钱是每台 76.00 美元，而不是你们订单上所说的 74.00 美元。请再查一下你们的副本好吗？在未收到你们来信时以前，我们将为你保留货物。

52. 通知需延期交货

Acknowledging your order of January 9, we regret that we cannot ship until January 23.Please let us know if this is satisfactory so that we can make shipment on that date.

你 1 月 9 日的订单已经收到。很为抱歉，对该批订货我们要到 1 月 23 日才能发货。如果你同意这样安排，就请即通知我们，以便按期装运。

53. 报实价

This is to confirm your telex of 6 April 1997, asking us to make you firm offers for rice
and soybeans C&f singapore.
We telexed you this morning offering you 300 metric tons of 一步 polished rice at A$2,400 per metric ton ,c&f Singapore, for shipment during July/August 1997.This offer is firm, subject to the receipt of your reply before 1 June 1997.
Please note that we have quoted our most favorable price and are unable to entertain any counter offer.
With regard to soybeans, we advise you that the few lots we have at present are under offer elsewhere. If, however, you were to make us a suitable offer, there is a possibility of our supplying them.
As you know, of late, it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply.

1997 年 4 月 6 日有关查询大米和大豆新加坡到岸价的电传已收悉。今日上午电传报价：精白米 300 公吨，每公吨成本加运费新加坡到岸价为 2400 澳元。于 1997 年 7 或 8 月装运。以上实价需由贵公司于 1997 年 6 月 1 日前回复确实。 该报价为最优惠价，恕不能还价。本公司与客户正洽售一批大豆交易，若贵公司愿意报以适当买价，本公司乐意出售。近来该类产品需求热列，令价格上涨。请贵公司把握机会，尽早落实定单为盼。

54. 主动报价

This time last year you placed an order for type BS362 12-volt sealed batteries. This is
discontinued line which we had on offer at the time.
We now have a similar product on offer, Type CM233. lt occurs to us that you might be interested. A descriptive leaflet is enclosed.
We have a stock of 950 of Type CN233 which we are selling off at GB£28 each.We can offer a quantity discount of up to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock.
We are giving you this opportunity in view of your previous order.
We would appreciate a prompt reply, since we will put the offer out in the event of your not being interested.

去年此时贵公司所订购的 BS362 型号 12 伏密封电池，现已停止生产。现有同类型 产品 CN233，存货共 950 件，特惠价每件 28 英镑。贵公司如感兴趣，敬请参看随附之简介说明。
大批订购可获八五折优惠，整批购入则可享八折特惠。为感谢贵公司以往惠顾，特此给予订购优惠。亟盼立即回复，如贵公司未欲订购，本公司亦能尽早另作安排。

55. 敦促买主接受报价

We refer to our quotation of 4 September and our mail offer of 20 October regarding the
supply of Flame cigarette lighters.
We are prepared to keep our offer open until the end of this month.
As this product is in great demand and the supply limited, we would recommend that you accept this offer as soon as possible.

关于火焰牌打火机的供应事宜，本公司曾于 9 月 4 日报价和于 10 月 20 日邮寄报盘。 现特此通知，该报盘的有效期在本月底结束。该货品市场需求量极大，供货有限。宜从速接受该报价为荷。

56. 还价

We are in receipt of your letter of 31 July offering us 100 metric tons of polished rice at
A$1，200per metric ton on the usual terms.
We regret to inform you that our buyers find your price much too high. We are informed that some lots of American origin have been sold here at a level about 30% lower than yours.
We do not deny that the quality of Australian rice is slightly
better but the difference in price should, in no case, be as large as 10%. To facilitate the transaction, we counter offer as follows, subject to your reply being received by us before 30 September 1996.
100metric tons of polished rice, 1996 crop, at A$1,050 per metric ton CIF Singapore, other terms as per your letter of 31 July
As the market price is falling, we recommend your immediate acceptance.

承蒙 7 月 31 日来函报盘 100 公吨精白米，以每公吨 1200 澳元和按一般条件交易，谨此致谢。然而，买主认为报价太高。本公司得悉本地现正出售的美国大米，价格较上述报盘 约低 30%。
无可否认，澳洲大米品质较佳。然而，价格相差理应少于 10%。为达成交易，现谨还价如下，并以 1996 年 9 月 30 日以前收到贵公司答复为实：
1996 年产精百米 100 公吨，每吨新加坡到岸价 1050 澳元，其余条件按贵公司 7 月 31 日来函为准有见市场价格不断下跌，拟请立即接受上述还价。

57. 拒绝还价条款

Thank you for your letter of 10 October. We are surprised to hear that you consider our
price for tin plate sheets too high.
Much as we would like to do business with you , we regret to say that we cannot entertain your counter offer. The price we have quoted is quite realistic. We would point out that we have received substantial orders from other sources at our level.
If you could improve your offer, please let us know. Since
supplies of this product are limited at the moment, we would ask you to act quickly.
We assure you that any further enquiries from you will receive our prompt attention.

多谢 10 月 10 日来函。得悉贵公司认为锡片价格太高，颇感意外。本公司所报价钱相宜，其他客户皆大批订货。虽亟欲与贵公司达成交易，无奈未能接受贵公司的还价，实属遗憾。若蒙修改还盘条款，还请赐知。现时该产品供应有限，尚请从速采取行动。
欢迎随时询价，以效微劳。

58. 对价格作出让步

Thank you for your letter of 29 December 1995. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us .
We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products.
Although we are keen to do business with you, we regret that we
cannot accept your counter offer or even meet you half way.The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you.

1995 年 12 月 29 日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，
本公司极感遗憾。来函又提及日本同类货品报价较其低近 10%。本公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。虽然亟望与贵公司交易，但该还价较本公司报价相差极大，故未能接受贵公司定单。特此调整报价，降价 2%，祈盼贵公司满意。
谨候佳音。

59. 加价前作出优惠

Due to the rise in the world price of paper, from 1 April of next year, prices for our products are due to increase by 10% across the board.
Since you are a valued customer of long standing. we wish to give you the opportunity to beat the price increases by ordering now at the current prices.In addition, we are willing to give your discount of 5% on all orders of more than GB£20，000.
We are aware that you do not have sufficient warehousing for large quantities of reserve stock. In the circumstances. we would be prepared to hold paper for you to be delivered at your convenience.
There will be no charge for warehousing at this end.
We believe that you will see the advantages of this arrangement, which will save you at least 15% on paper purchases in the coming year.
We look forward to your early reply.

鉴于全球的纸张价格上升，自明年 4 月 11 日起，本公司中的货品价格将全面提升 10%。本公司中万分感激贵公司长期以来的支持，特此建议在价格调整前提早订购货品。凡订购金额超过 20，0000 英镑，更可获得九五折优若未能腾出地方存放纸张， 本公司中乐意免费提供存货服务，直至贵公司有所安排。此次减价特别优惠顾客，提早订购可减少来年购买纸张至少 15%的支出。期待着你的复音。

60. 提出降价要求以便订货

We have been very pleased with your product， as you know. However, we find that we can obtain a price of $4.00 per hundred with a local firm. This is fifty cents per hundred lower than your price.
If you can see your way clear to meeting these figures we would be pleased to place with you an order that will carry us for the rest of this year. That order is likely to be one of the largest that we have ever placed with you.

你知道，我们对你的产品一直都很满意。但发现，在当地一家公司可以得到每百个 价格为 4.00 美元的这种产品，比你们每一百个的价格少 50 美分。如果你们能设法 找出原因并使价格也达到这样的数字标准，我们就乐意向你们提出一项可以执行到本年底的订货。而且该项订货就可能是我们从来也没有向你们提出过的最大订货之一。

61. 订货前说明要求降价原因

We are aware of the fact that your office umping is among the best on the market. We realize that your materials are of the very highest quality and that you pay the highest wages in the field.
Nevertheless , we would prefer handing lower quality goods if we could get a lower price. Our customers do not demand the standard of quality that you put into your equipment. If we are to continue doing business with you we must ask for a reduction in price in price in order that we may achieve a higher volume of sales. We shall wait for a price from you before we decide where to place out next order.

我们所知道的事实是，你们的办公设备是市场上最上等的。所采用的技术资料是最高级的，同时在本地区中你们所付出的工资也是最高的。然而，如果我们能够在价格上得点便宜，则宁可经营质量标准。假若需要和我们继续做买卖，就得要求你们价格减少 7.5%，以使我们的销售额有所提高。在决定下次向哪里去订货以前，我们等待着你们在价格方面的回音。

62. 再次要求削价

We regret that it is not possible to accept the reduced price you offer. It was very kind of you to suggest meeting us half way, but this will not be enough to compensate for our increased overhead and advertising.
Unless you see your way clear to grant us an additional reduction in price, we may have to discontinue our very pleasant arrangement with you.

非常感到抱歉，我们不能接受你们减价以后的报价。你们关于满足我们一半要求的建议很好。但这仍不足以弥补我们所增加的企业管理费和广告费。除非你们能够设 法答应给我们进一步减价，否则，我们不得不中断我们之间很愉快的协议。

63. 对议价信件的回复

Thank you for your letter of June 12.In view of the fact that we have done business with each other for so long and that you have bought from us such volume of office equipment, we would like to meet you half way in your request for lower pries.
May we suggest an overall reduction of 4% in price, which will hold right down the line.
Since our own overhead has increased somewhat in the last few months, this offer on our part is good only for a few months. At the end of that time you will have to go back to the previous price list.
Our sales manager, Mr. Smith, will call on you with some display material which should help you to effect a higher volume of sales.

感谢你 6 月 12 日来信。考虑到我们相互交往的历史如此长久，而且你们曾买过我们大量的办公设备，因此我们将满足一半你们所提出的减价要求。我们建议将每件工装裤的价格降低 4%好吗?这样就可正好保持在市场价格线以下。因为我们自己的企业管理费在过去几个月里也有些增加，所以这个报价就我们来说 只限于几个月内有效。过了那段时间，你们就仍须按照原先的价格单付款。为此我们的供销经理史密斯先生将带一些可以帮助你们增加销售额的展览材料去访问你们。

64. 同意削价并附价格单

After discussing the matter with our Board of Directors, we have decided we can comply with your request for lower prices. Attached is a corrected price list for our merchandise.

经我们董事会研究，决定按照你们的减价要求办。特随函附上我们修改过的商品价格单。

65. 不同意削价并进行解释和说服

In reference to your letter of May 7, we cannot make a better offer than the one we suggested to you, We feel that offer itself is most generous under the circumstances.
In checking our books, we find that you have purchased from us twice as much the first three months of this year as you did in the first three months of last year. This indicates to us that you have been successful in retailing our merchandise.
We hope that upon reconsideration you will be able to accept out offer. We have been have been very pleased to have you on our list of accounts.

关于你 5 月 7 日的来信，我们认为不能再报比那更低的价格了。处于当前情况下，它本身就说明是最慷慨的价格了。经查对我们的帐目，发现，你们今年的头三月在 我处所购的货物是去年同期的两倍。这就说明，你们零售我们的货物方面是取得成就的。因此希望你们经过重新考虑后，能够接受我们的该项报价。我们已很乐意地将你们的名字留在我们的帐目上了。

66. 婉言拒绝降价要求

We are sorry to say it is not possible for us to meet the price you requested in your letter of November 9.
If you care to place an order with us any time in the future, you may be assured of the same prompt attention which you have had in the past.

非常遗憾地通知你们；对你 11 月 9 日的来信中所提出的价格，我们实无法满足你的要求。假如将来某个时候，你们还愿意向我们订货的话，肯定你们仍将立即得到像过去一样的关照。

67. 寄送销售合同

With reference to our recent exchange of faxes. we are pleased to confirm our having concluded with you the transaction for 600 bales of grade 1 crumb rubber.We enclose our sales contract no. 759 in duplicate. Please countersign and return the bottom copy to us for our files. We trust you will open the necessary letter of credit as soon as possible. Regarding additional quantities, we are studying the supply situation and will let you have an offer in about a week’s time.

本公司在考虑了贵我双方近来有关 600 包一级颗粒橡胶的交易传真文件后，现欲确认有关交易。
兹随函附上第 759 号销售合同一式两份，敬请连署并寄回副本，以作存档之用。烦请早日开立有关信用证。关于追加数量的事宜，本公司正研究供应状况，可望于一周后报盘。

附件:第 759 号销售合同一式两份

68. 寄送销售确认书

We have great pleasure in enclosing copies of faxes exchanged between us resulting in the conclusion of business for 400 Roadstar bicycles.
We an close our sales confirmation no. 863 in duplicate. Please sign the bottom copy and return it to us for our files. We look forward to receiving your future enquiries and orders.

就贵双方 400 辆罗得斯达自行车的交易，现随函附上有关的传真文件副本及第 863 号销售确认书一式两份。
烦请在署确认书副本，寄回本公司以便存档。
望继续合作。
附件:
(一)传真文件副本
(二)第 863 号销售确认书一式两份

69. 确认购货

As a result of our recent exchange of telexes, we wish to confirm our purchase from you of 500 long tons of Zipern brand white cement. The following terms and conditions will apply.
Price: BG£300per long ton net shipping weight
Packing: in paper bags of 112 pounds net each
Quality: against the seller’s own guarantee that the goods conform to the relevant British Standard
Payment: by confirmed and irrevocable letter of credit in your favour, payable by draft at sight
We are pleased that this first transaction with your company has come to a successful conclusion. We look forward to a continuing and mutually beneficial trade between our companies.

经贵我双方电传往来，现欲确认向贵公司订购齐奔牌白水泥 500 英吨，供货条件如下；
价格：净装运重量每英号 300 英镑
包装：纸袋，每袋净重 112 磅
质量：卖主保证货品符合英国的标准
付款：开立不可撤销的信用证，以贵公司为受益人与贵公司首次交易合作成功，本公司深感欣慰。
盼能保持长久而互利的合作关系。

70. 买卖成交

We are pleased to confirm the telexes exchanged between us as per the enclosed copies.
From our telex of yesterday, you will see that we have obtained orders for 300 Star sewing machines. We therefore enclose our order no. SM534 together with our shipping instructions.
We would be grateful if you would execute the order as speedily as possible. Any delay could lead to future problems with our clients.
We are taking all necessary steps to open the letter of credit, which we hope will each you within 10days.

本公司现欲确认贵我双方往来电传内的事项。有关电传之副本附寄本函。昨日电传告知贵公司，已接获 300 台星牌缝纫机的定单。随函附上 SMS534 号定单及装运说明。如蒙从速落实该定单，将不胜感激。任何延误皆会引致有关客户不便。现已安排开 立信用证，可望于十日内送达贵公司。
附件：(一)电传副本 (二)SM534 号定单 (三)装运说明

71. 寄回连署文件

Thank you for your sales contract no. 453.for 100 metric tons of groundnuts ordered by
us.
I enclose the bottom copy with my countersignature.
The relevant L/C has been established with Burke’s Bank, Singapore, in your favour. It will reach you in due course.
With regard to further quantities, we hope that you will be able to make us an offer. We are prepared to consider an order for a further 50 metric tons.

多谢寄来第 453 号销售合约，确认公司向贵公司订购 100 公吨花生。随函敬附已连署的合约副本。此外，本公司亦已在新加坡伯克银行开立有关之信用状，受益人为贵公司。该主用证将于不日送达。至于追加数量一事，期望贵公司能给予报价。本公司现正考虑追加数量 50 公吨花生。
此致

附件:连署合约副本

72. 建议用信用证付款

We would like to place an order for 500 Irina 262 electric
typewriters at your price of USS300 each, CIF Lagos, for shipment during November/December.
We would like to pay for this order by a 30-day L/C. This is a big order involving USS150,000and ,since we have only moderate cash reserves, tying up funds for three or four months would cause problems for us.
We much appreciate the support you have given us in the past and would be most grateful if you could extend this favour to us. If you are agreeable, please send us your contract. On receipt, we will establish the relevant L/C immediately.

本公司欲以贵公司报价条件，以每台 300 美元价格(拉哥斯到岸价)、订购 500 台伊 琳娜 262 型号电动打字机，于 11 月 12 日装运。是项交易款额高达 50，000 美元，本公司只有适量现金储备，占用资金三四个月将造成麻烦，故建议以 30 日有效期的信用状付款。承蒙贵公司一向照顾，若能继续给予优惠，本公司感激不忘。如同意上述建议，烦请赐寄合约。本公司一俟收到该合约，即开立信用状。

73. 答复用信用证付款的建议

Thank you for your order for 500 Irina 262 typewriters by your letter of 17 July.
We have considered your proposal to pay by a 30-day letter of credit. We do not usually accept time credit. However, in view of our long and mutually beneficial relationship. we are willing to make an exception this time.
I must stress that this departure from our usual practice relates to this transaction only. We cannot regard it as setting a precedent for future transactions.
I enclose our sales contract no.834 covering the order. I would be grateful if you would follow the usual procedure.

7 月 17 日来函收悉。承蒙贵公司订购 500 台伊琳娜 262 型号打字机，不胜感谢。就建议以 30 日有效期的信用状付款，本公司向无此例，但鉴于贵我双方长期互惠关系，乐意接受该建议完成交易。此建议仅适用于是项交易，而不能作为今后交易的先例。 随函附上是次订单的第 834 号销售合同。烦请按时往常规办理为荷。
此致

附件:第 834 号销售合同

74. 要求分期付款

In the past. our purchases of steel pipes from you have normally been paid by confirmed. irrevocable letter of credit.
This arrangement has cost us a great deal of money. From the moment we open the credit until our buyers pay us normally ties up funds for about four months. ….

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