二、Establish business relations 建立商务关系
Import 进口 Export 出口 Importer 进口商 Exporter 出口商 Commercial counsellor’s office 商务参赞处 Chamber of commerce 商会 Credit standing 资讯状况
Sales confirmation 销售确认书 Purchase confirmation 供货确认书 Sign 签名 Signature 签名 Counter-signature 会签
七、Payment terms 支付条款
Modes of payment 支付方式 Remittance 汇付 Telegraphic transfer (T/T)电汇 Mail transfer (M/T)信汇 Demand draft (D/D)票汇 Collection 托收 Documents against payment (D/P)付款交单 Documents against acceptance (D/A)承兑交单
First inquiry 初次询价 General inquiry 一般询价 Specific inquiry 具体询价 Commission 佣金 Delivery 交货 Effect delivery 装运 All necessary information 所有必要的信息 Delivery date 装运期
八、Kinds of L/C 信用证种类
Sight L/C 即期信用证 Term L/C 远期信用证 Establish L/C 开立信用证 Amendment to the L/C 修改信用证 Extension of the L/C 展延信用证 Check the L/C 检查信用证 With the terms of contract 按合同
Offer 报盘 Voluntary offer 主动报盘 Free offer 虚盘（自由报盘） Firm offer 实盘 Pro forma invoice 形式发票 Import licence 进口许可证 Catalogue 目录 Under cover 随函附上 Supply from stock 供现货
Packing requirements 包装要求 Shipping instructions 装运指示 Shipping marks 唛头 Shipping advice 装运通知 Modes of transportation 运输方式 Time of shipment 装运期 Destination 目的地 Partial shipment 分批装运 Transshipment 转运
Be on the high side 偏高 Regret 遗憾 Be in line with 与。。相符 。 Reduce 减少、降低 Make a reduction of The prevailing market 行市
Risk 风险 Average 海损 Cover 投保 Coverage 承保范围 Open policy 预约保单 Premium 保险费
Acceptance 接受 Confirmation of order 订单的确认 Sales contract 销售合同 Purchase contract 购买合同
翻译： Chapter Two 1. 我们从中国驻东京大使馆商务参赞处 得知贵公司的行名和地址，并了解贵公司是经营家 用电器产品有经验的出口商 We obtained your name and address from commercial counsellor’s office of the Chinese embassy in Tokyo. They have informed us that you are experienced exporter in the market for home electrical appliances. 2. 我们的一个客户对你们的新产品感兴趣 One of our customers is interested in your new production. 3. 我们的一个日本客户想要购买中国红茶 One of our customers in Japan wants to be in the market for black tea. 4. 如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意 As you know, our policy is to trade with merchants of various countries on the basis of equality and mutual benefit. 5. 我们希望你方尽最大努力促进业务又增进友谊。 We hope you can try your best to promote both trade and friendship. 6. 谢谢你方来函表示提供服务，我方愿与你方就扩大贸易的可能性进行讨论。 Thanks for your letter about service supply, we are willing to talk about the possibility of promoting trade. 7. 我们了解到你公司是中国手工艺品的出口商，因此冒昧的写信给你 We have acknowledged that your company is the exporter of Chinese handicraft. 8. 我们相信，贵我双方的业务将随着时间的推移而得到发展。 We are sure that business between us will be promoted as time passing. 9. 你方 2 月 15 日函悉，并已转交给了上海分公司办理答复，因为你所询购的商品属于他们 经营范围 Your letter of Feb 15th addressed to us has been passed on to our Shanghai Branch Office for attention and reply, as the goods you inquired is within the range of their business activities. 10. 我们是一家在全世界范围内进行进出口业务的贸易公司 We are a trading company handling the import and export business around world. Chapter Three 1. 如果你方报价具有竞争性，交货期可接受的话，我们愿向你订货 If your quotation is competitive and the delivery date is acceptable, we are willing to place an order with you. 2. 一经收到你方具体询价，我们将传真报价 On receipt of your detail inquiry, we will fax our quotation. 3. 如果你方有兴趣，请通过电子邮件通知我方，并说明所需数量 If you are interested in our goods, please mail me and indicate the quantity. 4. 我们对贵方发盘颇感兴趣，不日内将给予明确答复。 We are interested in your offer, and we will reply definitely soon. 5. 此报盘为实盘，以你方在本月底前复到有效。 This offer is firm, subject to your reply reaching us before the end of this month. 6. 这是我方最新的价格表，你会发现我方价格具有竞争性的 This is our latest pricelist and you will find our price is competitive. 7. 鉴于我们长期的贸易关系，特此报盘
In view of our long term business-ship, we hereby offer you as follows. 8. 如果你方订货数量大，价格还可以进一步考虑 If the quantity of your order is substantial, the price can be considered further. 9. 一收到你方具体询盘，我们立即报最优惠的拉各斯到岸价 On receipt of your specific inquiry, we will offer at our most favorable price based on CIF Lagos. 10. 因为我们所报价格是很合理的，我们相信这将是你们所能接受的 As our price quoted is very reasonable, we believe it should be acceptable to you. Chapter Four 1. 按照要求，我们现报盘 500 辆飞鸽牌自行车如下 As your request, we are making you an offer for 500 Feige Brand bicycles as follows. 2. 此报盘为实盘，以你方在本月底前复到有效 This offer is firm, subject to your reply reaching us before the end of this month. 3. 如果你方认为这一报盘可接受，请即传真以便我方确认。 If you find our offer is acceptable, please fax us for confirmation. 4. 我们高兴地给你方报永久牌自行车拉各斯成本保险加运费的实盘 We are glad to make you a firm offer for Forever Brand Bicycles CIF Lagos. 5. 关于标题项下的货物，随函寄去形式发票 88 号一式两份。请注意我们报盘有效期至 6 月 10 号。 As to the captioned goods, we enclose P/I No.88 in duplicate. Please notice that the validity of our offer is till June 10th. 6. 本报盘将保留至月底有效 We will keep our offer firm to the end of this month. 7. 我们能以具有吸引力的价格向你方报各式各样的中国水果罐头 We can offer you variety of Chinese canned fruits at attractive price. 8. 我们的钢笔价格是每打 6 美元温哥华到岸 Our price of the pen is at USD 6.0 per dozen CIF Vancouver. 9. 现按你方请求报盘如下，以我方最后确认为准 At your request, we make you following offer, subject to our final confirmation. 10. 上述报盘无约束力。 Above offer is without engagement Chapter Five: 1. 你方还盘与现行市场价 不符。 The price you counter-offered is not in line with the prevailing market. 2. 很遗憾，我们的价格与你方还盘之间的差距太大。 Unfortunately our price has a large gap with your counteroffer. 3. 很遗憾我们不能把价格降到你方所表示的水平。 We regret that we couldn’t reduce the price to the level at your request. 4. 由于原材料短缺，制造商不能接受任何新的订单。 Owing to the shortage of raw material, manufacturer is unable to accept any new order. 5. 由于大量承约，我们不能接受新的订单，但一旦新货源到来，我们将随即去电与你方联系 不误 On account of heavy commitments, we are unable to accept fresh (new) orders. On the goods coming to stock, we will contact you without delay. 6. 目前我们暂不能给你们报盘，但将记住你方的询价
For the time being we couldn’t quote for you, but we will keep your inquiry in mind. 7. 报给你方的价格是很实际的。很抱歉不能接受你方的还盘 The price we offered to is reasonable. We regret to say that we can’t accept your counteroffer. 8. 我们的报价相当合理， （这）已为你地其他客户所接受 Our quotation is considerably realistic, which has been accepted by your local customers. 9. 你方必须降价 百分之二左右，否则就没有成交的可能 You must cut more or less 2 percent of the price. Otherwise we can’t come to terms. 10. 请随时告知你处的供货情况 Please keep us informed of the supply situation in your market at anytime. Chapter Eight 1. 信用证必须由我方公司可以接受的银行加以保兑 L/C must be confirmed by the bank which is acceptable to our company. 2. 为了避免随后修改信用证，务请注意下列事项 In order to avoid subsequent amendments to L/C, you must pay attention to the following items. 3. 兹通知你方，以你方为受益人的信用证已由伦敦巴克莱银行开出。 We hereby inform you that the L/C has been issued(opened) in your favor with the bank of Barclays, in London. 4. 信用证 2356 号，请修改： （一）按合同，长吨改为公吨； （二）展装运期到九月底并准许 分运转船 Please amend L/C No.2356 as follows: (1) As contract, “Long ton” to be replaced by “Metric ton”; (2) The shipment date of L/C should be extended to the end of September. Partial shipment and Transshipment are allowed. 5. 你方信用证第 105 号少开了 1000 美元，请传真作必要的改正 The amount of L/C is US$1000 less than that stipulated. Please fax us for necessary amendment. (Your L/C No.105 is short established to the amount of US$1000. Please fax the necessary amendment.) Chapter Eleven 9. 顾客对你方所供应的收音机质量提出抱怨。 Our customers have complained about the quality of the Radio Receiver supplied by you. 10. 检查后，我们发现这批货物与原来的样品 不一样。 After inspection, we found the goods are different from the original samples. 11. 我们不得不要求你方如数赔偿上述金额。 We have to lodge a claim against you for the above amount (for the amount requested by you). 12. 根据商检局检验报告，我们现向你方就这批货物的质量提出索赔。 According to the Inspection Certificate, we are now lodging a claim against you on the quality of the goods. 13. 我们对上批船货的全部损失向你方提出 1000 美元的索赔。 We shall lodge a claim against you for all the losses on the last shipment for the amount of US$1000. 14. 如果你方不同意接受我方建议，我们将通过仲裁来解决。 If you couldn’t accept our suggestion, we will have to settle it by arbitration. 15. 由于轮船公司对货物的损坏有责任，你方应将索赔提交他们处理。 The shipping company is liable for goods’ damage. You should lodge the claim against them (The claim should be referred to them for settlement).
二、 经你方商会的介绍，我方欣悉贵公司的行名和地址。我公司专门经营中国纺织品出口， 并愿意在平等互利的基础上与贵公司建立业务关系。为使贵方对我方产品有全面的了解，我 方另函寄去一本目录册及一套小册子以供参考。如对目录中所列之任何产品感兴趣，请具体 询价，我方将立即报价。望尽快答复。 Dear sir On the recommendation of your Chamber of Commerce, we have learned with pleasure the name and address of your company. We are specializing in the export of Chinese textiles and glad to establish business relations with you on the basis of equality and mutual benefit. To make you know well of our products, we are separately sending you a catalogue together with a set of brochure for your reference. Please specific inquire if you are interested in any of the items listed in the catalogue. We will quote immediately.. We look forward to your early reply. Yours Faithfully 三、 执事先生： 很高兴收到你方 4 月 10 日的询价，根据你方要求，现寄上带插图的目录册及价格表。另 邮寄上一些样品，相信经查阅后，你方会同意我方产品质量上乘，价格合理。如果每个款式 的购买数量不少于 1000 罗的话，我们可给 2%的折扣。支付是凭不可撤销的即期信用证。由 于质地柔软、耐用，我们的棉质床单和枕套倍受欢迎。谅你在研究我方价格之后，自然会感 到我们难以满足市场需求的原因。但是，若你方订货不迟于本月底，我们保证即期装运。 早复为盼。谨上 Dear Sirs, We are glad to acknowledge your inquiry dated April 10th. As your request, we will send you our illustrated catalogue and pricelist. Separately, we will send you some samples. I believe after checking, you will recognize that our product is of high quality and price is reasonable. If the purchasing quantity for each specification is not less than 1000G, we can offer you 2% discount. The payment is irrevocable sight L/C. Because of texture and durable, our bed sheet and pillow cover are far more popular. I guess after considering our price, you will find why we couldn’t meet the demands of the market. However, if your order is not later than the end of the month, we can assure you prompt shipment. We look forward to your early reply. Yours Faithfully 四、 谢谢你方 1 月 12 日的询价。现报盘如下，以你方十日内复到为条件： 10 公吨罐装芦笋，每罐? 伦敦到岸价，船期 3/4 月份。支付条件是凭即期汇票支付的，保 3.2 兑的，不可撤销的信用证付款。 相信上述报盘能为你方所接受。 殷切期待好消息。
Dear Sir, Thank you for your inquiry of January 12. We are now making you following offer, subject to your reply reaching us within 10 days: 10 M/T canned asparagus at ￡3.20 per can CFR London, shipment is about March or April. Payment is to be made by confirmed irrevocable L/C , payable by draft at sight . We trust the above offer will be acceptable to you. I am waiting for your favorable reply with keen interest. Yours faithfully 五、 你三月二十日函悉，谢谢。我们已仔细研究了你方对我短袜报价的意见。 虽我方想满足你方的要求，但歉不能按你方要求降价，因我方价格经精确计算。即使我方价 格与其他供应商的价格不同，那也是因我方产品的质量远远超过贵处其他外国牌子，从我方 购进你方定会得利。 然而，为有助于你方在此行业中发展业务，我们准备给百分之五折扣，条件是你方起定 量达到五千双。如果此建议可接受，请早日告知你方订量。 Dear Sir, March 29, 2007 th We have acknowledged your letter dated March 20 . We have considered your opinion about our quotation for socks. We would like to meet your requirements. However, we regret that we couldn’t reduce the price as your request, because we set the price by careful calculation. Although the price is different from those of other supplies, that is because the quality is far more better than those of other foreign brands. It is profitable to buy it from us. However, to promote the development of your business in this line, we will offer you 5% discount, on condition that the minimum quantity of your order is 5000 pairs. If the suggestion is acceptable, please inform us the quantity of your order early. Yours truly 六、 兹高兴地确认按照下列条款买进你方 29 英寸东芝彩色电视机 2000 台: 2000 台 29 英寸东芝彩色电视机， 大连成本、 保险加运费价每台……美元， 木箱装， 每箱装 四 台。收到信用证一周内，从横滨运至大连。 请特别注意货物的包装，以免货物在运输途中受损。 我们现在正在洽办开信用证，在接 到你方确认书后，即可开出以你方为受益人的信用证。谨上。 Dear Sir, We hereby confirm with pleasure that we would like to import 2000 sets 29” TOSHIBA brand color TV under the following terms: 2000 Sets 29” TOSHIBA brand color TV, US$...Per set CIF DALIAN. Packed in Wooden Case. Four sets in each case. After receiving the L/C within one week, we will transport the goods from YOKOHAMA to DALIAN. We trust that you will give special care to the packing of the goods to avoid damage in transit. We are now arranging the establish of the L/C, which will be opened in your favor upon receipt of your sales confirmation. Yours Faithfully
七、 十一月十二日来函收到，获悉你方有意在贵国推销我们的自行车。对此，我们非常感兴 趣。对你方为推销自行车所做的努力我们甚为感激。但对你方要求以见票后六十天承兑交单 方式付款一事，我们歉难考虑。我们的通常做法是要求即期信用证付款。为了促进我方自行 车在贵方市场上的销售，我方准备接受即期付款交单方式，以示特别照顾（特例） 。希望你方 能接受上述付款条件并盼早日收到回音。 Dear Sir, We have acknowledged your letter of November 12 and noted your intention of pushing the sale of our bicycle in your country. We are fully interested in it. We appreciate your efforts to help sell our bicycles very much. However, we regret that we are unable to accept your request for payment by D/A 60 days' sight. Our usual practice is to ask for sight L/C. However, in order to promote the sale of our bicycles in your market, we are prepared to accept payment by D/P at sight as a precedent. We hope that the above payment terms will be acceptable to you and look forward to hearing from you soon. Yours truly 八、 已通知开证行 展延装船期和有效期 分别至八月十五日和八月三十日，信用证展期传真 谅已收到，请订好舱位，务必在八月十五日前发运，如用户对货满意，可望大量续订。 Dear Sir, We have informed the opening bank of extending the shipment date and validity to August 15th and August 30th respectively. The extension fax is supposed to be reached to you now.Please book shipping space and the shipment must be effected before August 15th. If our customer is satisfied with the goods, we can assure you that we will continue placing substantial orders with you. Yours truly 十、 根据你方要求，我们将按发票金额的 110% 投保。请给合同投保平安险和战争险。我们 将按一般惯例投保水渍险和战争险。这份保单给我们保了破碎险。由于合同规定按发票金额 的 110%投保，如你方要求按 130% 投保，额外保费应由你方负担。 We shall cover insurance for 110% of the invoice value in accordance with your request. Please insure FPA and against War Risk under the contract. We shall cover WPA and against War Risk according to the usual practice. The insurance policy covers us against Breakage. As the contract stipulates that insurance should cover 110% of the invoice value, if you desire to cover insurance for 130% instead, the extra premium should be for your account.
填空 四、 1、We shall make a reduction in our price if you increase the quantity to 5,000 pcs. 2、we would like to direct your attention to the quality of the goods which is superior to that of other makers 3、we are prepared to keep the offer open till 25th this moth. 4、many of our clients requested us to approach you for offers. 5、if you could make a reduction of 1% in quotation, we have confidence in securing large orders for you . 6、we will withdraw the offer if we should not hear from you by the end of this week. 7、the above offer is subject to our final confirmation. 8、the earliest shipment is December ,we hope that it will be acceptable to you. 五、 1、as the market is declining your price is found on the high side. 2、we note from your letter of may 15 that you are in the market for green tea. 3、we cannot see our way clear to reduce the price to the level you required. 4、we hope to close business at something near our level. 5、you may rest assured that the goods under sales contract No.9898 will be shipped without delay . 6、since your price is out of line with the prevailing market ,it is not possible for the buyers at our end to accept. 7、while we appreciate your intention , we regret that we cannot entertain any fresh orders. 8、as soon as we are in a position to make an offer for black tea ,we shall contact you by cable 9、we are enclosing a list of our new products for your reference 10、when you are in need of further quantities , please feel free to communication with us. 七、 1、payments should be made by sight draft. 2、payment by L/C is our method of settling trade in chemicals. 3、Mr. Yin could agree to D/P terms. 4、90% of the credit amount must be paid against the presentation of documents. 5、You don’t say whether you wish the transaction to be in cash or by credit. 6、we shall be glad if you agree to ship the goods to us as before on Cash Against Documents basis. 7、we have opened an L/C in your favor by the amount of RMB2000 8、If the amount exceeds that figure ,payment by L/C will be required 9、from the enclosed copy of invoice you will see that price of $1,800 is well within the maximum figure you stated. 10、 enclose a cheque for US$20,000 in we payment of all commissions due u to you up to date 11、we make purchases on our own account . 12、we will draw on you by our documentary draft at sight on collection basis.
八、 1、we are thinking of placing with you a trail order for 500 kegs of iron nails for shipment during September /October 2、we have only 300 kegs of iron nails in stock ; therefore we request you to extend the shipment date in your L/C to the end of November . 3/please try your best to push the sales of machine tools at your end. 4、Owing to heavy commitments, we can not consider any fresh business in this line. 5、we shall certainly contact you ,as soon as we are in a position to entertain new business in your district. 6、after examination ,we find the goods of high standard and are satisfied with the quality of the shipment 7、we are well experienced In this line and can handle big orders in large quantities. 8、Our offer is firm for 5 days and we expect to hear from you befor noon time Saturday. 9、Since we have only 5 metric tons of green tea in stock ,we can only make you this offer subject to prior sale. 10、we wish to call your attention to the validity of the L/C, since there is no possibility of L/C extension . 九、 Thank you for your letter; Amounting to $1,000,000; With regard to shipment; Effort having be made by us; for the time be (现在)； In view of ; Arrangements can easily be made for transshipment; Beyond our control; Your agreement to our request. 1 、 we wish to draw your attention to the fact that the date of delivery is approaching ,but up to the present moment we have not received any new from you. 2、the packing must be strong enough to withstand rough handing. 3、please take the mater into consideration at once and see to it that the goods are delivered without further delay. 4、we shall appreciate it if you will inform us of the condition of packing as soon as the consignment arrives at your end . 5、we could not deliver the total quantity in one shipment . 6、shipment is to be made from April to June in three equal lots. 7、we shall be obliged if you will effect shipment as soon as possible . 8、as the manufacturers cannot get all the quantity ready at the same time ,it is necessary for the contract stipulations to be so worded as to allow partial shipment. (2) 1、all the canned fruits and meat are to be packed in cartons 2、It was found upon examination that nearly 20% of the packages obviously attributed to improper packing . 3、the goods had been repacked before delivering to our customers.
has been broken ,
4、we are afraid that we shall have to charge more for the designated packing as it calls for extra labor and costs. (3)1、the captain decided to unload the goods at Singapore because the ship is in peril 2、the goods ordered have been forwarded to you in three ship loads . 3、we’d better have a brief tall about the loading port . 4、the goods will be loaded onto s/s Peace. 5、when a ship came to berth , workers began to load a number of wooden boxes which contained clothing. (4)1、 containerization is regarded as a mode for more efficient shipment . 2/the next sailing opportunity is September 10 3/the ship is scheduled to sail for Hong Kong on the 21 of this month 4、temperature-controlled containers are provided for this type of goods 5、we note your request for containerizing future shipment . 十、 1、please cover against all risks 2、this insurance policy covers us against TPND 3、we will cover WPA insurance . 4、the documents will be sent to you under separate cover 5、we have to point to out that our letter of March 11 has fully covered this matter 6、we send you here with a copy of B/L covering shipment of 50 metric tons walnuts 7、we have pleasure in advising shipment of your Order No.2354 covering 50 metric tons of all small red beans. 8、insurance on the goods shall be covered by us for 110% of the CIF value. 9、we shall provide such coverage at your cost. 10、insurance is to be covered by the buyers under FOB terms 11、we have arranged the necessary insurance cover . 12、regarding insurance, the coverage is for 110% of invoice value up to the port of destination. (2) 1、we regret our inability to comply with the buyer’s request for covering insurance for 150% of the invoice value. 2、since the premium varies with the extent of coverage , extra premium is for buyer’s account , should additional risks be covered . 3、should any damage occur you may put in a claim within 30 days after the arrival of the consignment. 4、 regarding insurance , the coverage is for 110% of invoice value up to the port of destination only . 5、 buyer’s request for insurance to be covered up to the inland city can be accepted on condition that such extra premium is for buyer’s account . 6、we regret being unable to agree to the buyer’s request as stated in the L/C stipulations for insurance to be covered up to the inland city because our price is based on CIF Dubai. 十一、 1、The goods under Contract No.12345 left here
in good condition .
2、we have lodged a claim against ABC &Co. for the quality of the goods shipped by m.v. peace. 3、as the goods are ready for shipment ,we expect your L/C to be opened immediately. 4、 arranged ,we have effected insurance as on the goods for 110% of the invoice value against all risks. 5、the goods would have been shipped already if your L/C had arrived by the end of December last. 6、it is important that your client open the relevant L/C not later than April 12,1999. 7、the buyer suggested that the packing of this article be improved. 8、 we had a sample in hand ,we if would be able to negotiate business with our end-users now 9、your claim for the damages to be filed with the insurance company. 10. Will you please let us know details of any lines of goods which you think are suitable for your market . 11、they made a claim on us for the damage. 12、 should these new products suit your needs , please write to us with your specific inquires. (2) 1、we are lodging a claim on the shipment by s/s “Red Star” for short delivery. 2、we hope you will find our analysis acceptable. 3、after inspection at the port of destination , the quality of the goods shipped by s/s “Red Star” under No.2345 was found not in conformity with the contract stipulations. 4、please give our claim your prompt attention and let us have your reply immediately . 5、we regret to hear that several bags of the last shipment were broken during transit 6、the shipment was covered by insurance company against All Risks 7、we have no choice but to ask you to take them back 8、we are very sorry to hear that goods you received are not up to the quality expected 9、 your claim has been passed on to our insurance company ,who will get in touch with you soon .the style of clothes you provided last month as sample is unsuited to our clients’ request 10、 are sorry to inform you that your claim we against us for short weight is unsuited to the international insurance claim standards 11、we have already raised a claim with the insurance company for $350 for damage in transit .