第一篇：外贸业务函电范文
外贸英文函电 单证业务
实验三 单证业务
【实验项目编号】4161304620003 【实验项目名称】单证业务 【实验目的】
1.掌握国际贸易的基本流程
2.OFFER以及COUNTER OFFER的应用; 3.信用证的应用; 【实验设备】
1.微型计算机;
2.Windows2000操作系统; 【实验步骤及内容】
Offer(报盘) An offer is a promise to supply goods on the terms and conditions stated. It is usually made either by way of advertisements, circulars and letters or in reply to inquiries. In international business, offers can be divided into two kinds: firm offer and non-firm offer. A firm offer is capable of acceptance and once it has been accepted it cannot be withdrawn. Non-firm offers don’t have binding force on offerors and offers.
Counter-Offer(还盘) If an offeree does not agree with any of some of the transaction terms of quotation or a firm offer, he sent a counter offer. A counter offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the offeree.
When we write a counter offer, which should include: (1)An expression of thanks for the offer (2)Express regret at inability to accept (3)Reasons for inability to accept the offer (4)Our own terms and conditions upon which business is likely to materialize (5)A wish of business opportunities in future
Letter of Credit(信用证) Letter of credit is a written undertaking by the issuing bank to the beneficiary (exporter), under which the bank undertakes to pay the beneficiary a sum certain in money within a designated time period and against any stipulated terms and conditions. L/C is based on banking credit. In China, it is the most common method of payment. (参看信用证样本)
Useful Expressions: (1)We counter offer as follows: … (2)Our counteroffer is well founded. (3)Owing to shortage of stock, we regret that we are unable to accept your quotation. (4)We regret to note that you have turned down our counteroffer. (5)If you accept our counteroffer, we will inform our end-users to buy from you. (6)This is our lowest price; we can’t make any further reduction. (7)Your quotation is on high (low) side. (8)The price you quoted are much higher than those of other suppliers. (9)Please quote us for the goods listed on the enclosed inquiry sheet, giving your prices CIF Shanghai. Please also state your earliest delivery date, your terms of payment, and discounts for regular purchases. (10)Will you please send us a copy of your catalogue, with details of your prices and terms of payment? (11)Thank you for your letter of February 15th, 2010. As requested, we submit our quotation in triplicate and wish for you to place your order with us as early as possible.
(12)We have sent you by airmail some samples. We are sure after you have studied them you are certain to agree that our products are excellent in quality and reasonable in price. (13)The profit margin for these products is so thin that any price reduction would make business transactions pointless. (14)We are not in a position to entertain business at your price, since it appears to be on the high sight.
例1：报盘
China National Textile Imp. & Exp. Corporation
Shanghai Home Textiles Branch
Shanghai, China
25th July, 2010
Vancouver Textile Corp. 356 Madison Street Vancouver, Canada
Gentlemen,
We welcome you for your inquiry of 15th July and thank you for your interest in our export commodities. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples which will show you clearly the quality and craftsmanship. We trust that when you see them you will agree that our products appeal to the most selective buyer.
We allow a proper discount according to the quantity ordered. As to the terms of payment we usually require letter of credit payable by sight draft.
Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention.
Truly yours,
例2：还盘
A.B.Greenwood & Co., Ltd
315 Lens Road London, England
February 24, 2010
China National Import & Export Corp. Tianjin China Dear Sirs,
We wish to thank you for your letter of the 20th Feb. Offering us 50 long tons of the captioned goods at USD 105.00 per long ton CIF London, usual terms.
In reply, we very much regret to state that our end-users here find your price too high and out of line with the prevailing market level. Information indicates that the sugar of England market have been sold at the level of USD 98.00 per long ton.
Such being the case, it is impossible for us to persuade our end-users to accept your price, as good of similar quality is easily obtainable at a much lower figure. Should you be prepared to reduce your limit by, say 8%, we might come to terms.
It is in view of our long standing business relationship that we make you such a counter-offer. As the market is declining, we hope you will consider our counter-offer most favorably and fax us acceptance at your earliest convenience.
We are anticipating your early reply.
Yours faithfully,
Exercises: 中国A方，英国B方。
英国希望进口20吨东北大米，从连云港到利物浦，中国报出CIF最低价10，000，000GBP。B方以这批大米的质量一般为由要求减价，A方认为，英镑会进一步贬值，以天气恶劣，大幅减产以及全球粮食价格暴涨为由不同意降价。 最后英国要求选择一个适合它的支付方式。(自定)
以上案例中诸多信息缺失且一些信息不宜透露，故需要详细过滤，并写出信件2篇。
第二篇：外贸业务员总结的外贸函电书写2
出口物品：竹制生活用品
Fujian Wonderful Bamboo Craft Industry Co., Ltd
About us
Fujian Wonderful Bamboo Craft Industry Co., Ltd is an innovative, progressive and energetic company, a professional company specialized in designing,producing and selling all sort of household items and furniture made of natural bamboo . Our products contain cutting board, kitchenware, tableware, computer tables, shoes racks, cabinets, tea tray, mouse pad, key board, crust of USB memory, and so on, mainly distributed to America, Europe, Japan, Australia, Mid-east, and more than 60 other countries and regions. Our own factory is nested north of Fujian, with an area of 20000 square meters and more than 10 years experience in designing and producing bamboo and wooden products. More than 200 workers are working in the factory with 8 product lines are installed, the annual sales volume is more than 50 millions.
Let clients satisfy with our services is our policy. We are determined to develop new products to make the life of human more beautiful and the world worth living, with the best quality and the most reasonable price of our products, we are sure that our customer will be happy to do business with us for long and ever.
ENQUIRIES:
NRO FORCE CO., LTD. P.O.BOX 8935 NEW TERMINAL, ALTA, VISTA OTTAWA, CANADA
TEL: 00966-1-4659220 FAX: 00966-1-4659213
------- Ref:GEC 26732
Oct. 22,2011
Fujian Wonderful Bamboo Craft Industry Co., Ltd No.83, Shuinan Mid–road SanMing, Fujian People’s Republic of China
Dear Sirs, We learn from a friend in San Francisco that you are exporting Eco-friendly bamboo cutting board and furniture .There is a steady demand here for the above-mentioned commodities of high quality at moderate prices. Will you please send us a copy of your catalog, with details of your prices and terms of payment including discount you would allow on purchases of quantities of no less than 10000dozen .We should find it grateful if you could also supply samples of these goods. Your prompt reply would be appreciated.
Yours sincerely,
Fujian Wonder Bamboo Craft Industry Co., Ltd
No.83, Shuinan Mid–road
SanMing,Fujian People’s Republic of China
TEL: 0598-1-4659220 FAX: 0598-1-4659213
------- Ref:GEC 26732
Oct. 25,2011
NRO FORCE CO., LTD. P.O.BOX 8935 NEW TERMINAL, ALTA, VISTA OTTAWA, CANADA
Dear Sirs,
Thank you for your letter of Oct.22th .We are in a position to supply you from stock our wide selection of bamboo products.According to your order quantity of 10000dozen,we can offer you the discount of 5%.We usually accept confirmed ,irrevocable letters of credit payable by draft at sight.
Enclosed you will find our illustrated catalog and price-list,also some samples of bamboo board,and after studying our prices you will learn that we are finding it difficult to meet the demand.But if you place your order not later than the end of this month,we would ensure prompt shipment.
Unfortunately,we cannot send you immediately a full range of samples ,but you may agree after checking them,that such bamboo products as Nature Bamboo Shoe Bench and Bamboo computer table ,not represented in the parcel ,are of the same high quality.
Look forward to receiving your first order.
Yours faithfully,
NRO FORCE CO., LTD. P.O.BOX 8935 NEW TERMINAL, ALTA, VISTA OTTAWA, CANADA
TEL: 00966-1-4659220 FAX: 00966-1-4659213
------- Ref:GEC 26732
Oct. 28,2011
Fujian Wonderful Bamboo Craft Industry Co., Ltd No.83, Shuinan Mid–road SanMing, Fujian People’s Republic of China
Dear Sirs, Thank you for your letter of Oct. 28. We note with pleasure that you intend to develop business with us in the captioned goods. We have gone through your catalogue and find that Eco-friendly bamboo cutting board and furniture are of interest to us . Please quote us your lowest price. We shall be pleased if your quotation also indicate the quantities of the various sizes that you can supply for prompt delivery. If your prices are reasonable and quantity satisfactory, we shall consider placing substantial orders. We have handled cutting board and furniture for more than twenty years and have good connection all over this country. We have also some associated firms in the neighboring countries, where we can find a ready market for your products as well. We trust you will give this enquiry your immediate attention and let us have your reply at early date.
Yours sincerely,
Offer：
敬启者：
你9月11日来函收到，谢谢。现报盘如下： 品名： 福建旺德福沙拉碗 规格：27×9 起定量：1,000码
价格： FOB厦门每件0.99~5.99马克 包装： 用塑料盒包装
支付： 凭不可撤销信用证、电汇支付 交货：从2011年11月起分3个月3次平均装运
本报盘以我方确认有效。我们认为你方可能对我们的其他某些产品也有兴趣，今附上一些说明小册子和供你方客户参考的推销说明书。
等候你方订单。
……启
Fujian Wonder Bamboo Craft Industry Co., Ltd
No.83, Shuinan Mid–road San Ming, Fujian People’s Republic of China
TEL: 0599-1-4659220
FAX: 0599-1-4659213 -------
Ref: GEC 26732
Oct. 22, 2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16, wuyidadao Wuyishan, Fujian People’s Republic of China Dear Sirs,
Thank you for your letter of September 1st , and we are pleased to offer you as follows:
Commodity: Fujian Wonder Salad bowl Size: 27×9 Minimum: 1000 Piece/Pieces Price: at USD 0.99~5.99 per piece FOB XIAMEN Packing: Standard export carton Payment: L/C, T/T, Western Union Shipment: To be made in three equal monthly installments, beginning from November 2011 This offer is subject to our final confirmation. We think you may be interested in our other products and enclose some pamphlets for your reference. We await with keen interest your trial order.
Yours faithfully
Letter 2 敬启者：
感谢你方10月22日的信函。假如你们的价格是有竞争性的，我们有理由相信能经常向你们订购。
根据你们的目录说明，我们得知沙拉碗是最适合我们的客户的。如你方能寄各种款式沙拉碗的报价，我们将非常高兴，以FOB厦门交货。如价格合适，我们首批将订购5000件。订货后须三个月内装运。
期待您的回音
……启
Fujian Wonder Bamboo Craft Industry Co., Ltd
No.83, Shuinan Mid–road San Ming, Fujian People’s Republic of China
TEL: 0599-1-4659220
FAX: 0599-1-4659213 Ref: GEC 26732
Oct. 22, 2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16, wuyidadao Wuyishan, Fujian People’s Republic of China
Dear Sirs, Thank you for your offer of October 22 and if your prices are competitive we have good reasons to believe that we could place regular orders with you. From the description in your catalogue we learn that your salad bowl is suitable for our customers and should be glad if you would send us your quotation for all kinds of salad bowls, delivered on FOB XIAMEN basis. If you prices are reasonable, we should place a first order for 5000 salad bowls. Shipment would be required within three months of order. We await your further news.
Yours faithfully
Letter 3 敬启者：
你10月22日询购沙拉碗的来函收悉，谢谢。现报盘如下： 沙拉碗5000件，今年11月份装船，FOB厦门每件0.99~5.99马克。相信你们一定会为本报盘对你方有利，为此，请在10月25日本报盘到期前来电接受。
以上实盘，本月底前报到我方有效。一旦本盘过期，货物即将售出。
……启
Fujian Wonder Bamboo Craft Industry Co., Ltd
No.83, Shuinan Mid–road San Ming, Fujian People’s Republic of China
TEL: 0599-1-4659220
FAX: 0599-1-4659213 Ref: GEC 26732
Oct. 22, 2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16, wuyidadao Wuyishan, Fujian People’s Republic of China Dear Sirs, We thank you for inquiry of October 22 for salad bowl. In reply, we make you an offer for 5000 pieces for November 2011 shipment at USD 0.99~5.99 per piece FOB XIAMEN. We trust you will find our offer profitable. If so, please telex us your acceptance before its expiry on October 25. There is little likelihood of the goods remaining unsold once this particular offer has lapsed.
Yours faithful
Counter-offer
荚婧芬
NO.8 First :
Exporter NRO FORCE CO., LTD.P.O.BOX 8935 NEW TERMINAL,
ALTA,VISTA OTTAWA, CANADA
TEL: 00966-1-4659220 FAX: 00966-1-4659213
------- Ref:GEC 26732
Oct. 21,2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16,wuyidadao Wuyishan, Fujian People’s Republic
Dear Sirs,
Thank you for your letter of October 20. As regard your counter-offer, we regret we are unable to accept it. As we all know, rencenty there has been a heavy demand for this kind of bamboo,and the cost of production is higher. However, in view of our long connection ,we are prepared to give you a special discount of 2% on condiction that the quality of order is not less than 2,0000 pieces, and please accept payment by D/P at sight . It is the best we can do under the circumstances. We hope this will enable you to enjoy the benefit of our special discount. And please fax us as soon as possible so that we can prepare to product in the mean time.
Yours sincerely, 翻译： 敬启者：
我方和高兴收到贵方10月21号的来信，但是你方还盘歉难接受。众所周知，现在的市场对我们的竹片需求量很大，同时，生产成本上升。
然而，考虑到和贵方的长期合作，如果贵方的订单数量不少于20000张我方将给你方2%的折扣，同时希望贵方接受即期付款交单的付款方式。在目前这样的情况下，我方只能做到这个程度了。
希望你会享受到这次特扣的利益。并且贵方尽快回复我方以便我方及时组织生产。
。。。。。启 Second ：Inporter October 22, 2011
Kee & Co., Ltd 34 Regent Street London, UK Dear sirs,
Thank you for your letter of October 21 for your letter about the counter-offer for the bamboo. Although we appreciate to make business and the quality of your bamboo , your price is too high to be acceptable . For our research, we find other suppliers’ price is lower than yours. We would like to place repeat orders with you if you could reduce your price at least by 1.5% and keep the same quality. Otherwise, we have to shift to the other suppliers for our similar request. We hope you take our suggestion into serious consideration and give us your reply as soon as possible
yours truely 翻译： 敬启者：
很感谢贵方10月21号关于竹片还盘的来信。虽然我方很愿意和你方交易同时也很赞赏你方产品的质量，但是贵方所报的价格实在令我方无法接受。从我方的调查来看，我们发现有很多供应商所报价格比贵方的价格低。
然而如果贵方至少降价1.5%并保持同样地数量，我方非常愿意向你方续订。否则， 我们只能转向其他供应商提出类似需求。
我们希望贵方认真考虑我方建议， 并及早答复我方。
。。。。。。启 Third : NRO FORCE CO., LTD.P.O.BOX 8935 NEW TERMINAL,
ALTA,VISTA OTTAWA, CANADA
TEL: 00966-1-4659220 FAX: 00966-1-4659213
-------
October 22, 2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16,wuyidadao Wuyishan, Fujian People’s Republic
Dear Sirs:
Thank you for your letter of 21 Oct. 2011. We are disappointed to hear that our price for bamboo is too high for you to work on. You mention that other suppliers’ goods are being offered to you at a price 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 give you a special discount of 2% on condiction that the quality of order is not less than 2,0000 pieces, and please accept payment by D/P at sight . We trust that this will meet with your approval.
We look forward to hearing from you.
Yours faithfully,
------------------ 翻译： 敬启者:
贵方2011年10月21日的来函我方已收到，我方不胜感激。得知贵公司认为我方所报价格过高，无利可图，本公司极感遗憾。来函又提及其他供应商的同类货品报价更低。
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。
如果贵方的订单数量不少于20000张我方将给你方2%的折扣，同时希望贵方接受即期付款交单的付款方式。在目前这样的情况下，我方只能做到这个程度了。祈盼贵公司满意。
谨候佳音。
。。。。。。启
ANDERSON CORPORATION
120 NW 8Street New York
America
Tel 2122325765 Telex 0437 Fax 831-644-7980 Your ref: 386 JS/lb Our ref: 515 GW/gp
October 14, 2011-10-22
Wonder Bamboo Craft Industry Co.Ltd No.83, Shuinan Mid –road SanMing County Fujian Province People’s Republic of China
Dear Sirs
Further to your letter of October 10, we have successfully obtained an order for the samples you sent us. We are here sending you this confirming letter, accepting your counter offered about Price and Payment. Commodity: Bamboo Cutting Board Price: FOB USD 3 piece Payment: Confirmation and Irrevocable L/C payable at sight We shall be appreciative if you will kindly send us sales confirmation in duplicate listing the prices we have stated in the indent. On account of an uprising market demand at present, we would urge you to deliver goods as soon as possible and assure you that any further inquiries from you will receive our prompt attention.
Yours faithfully
Anderson Corporation
Martin Crown
Purchasing Manager
译文：
敬启者：
10月10日来函收悉。蒙贵公司寄来的样品，我方已争取到一批订单。我方在此寄出确认订购单，并接受贵方有关价格和支付方式的还盘。 商品：竹制菜板
价格：离岸价格每件3美元
支付方式：保兑的即期不可撤销付款信用证
如若贵方将即刻惠寄销售合同书，一式两份，按我们在订货单上所陈述的条件。 由于近期该产品的市场需求量很大，务请尽快发货。贵方今后如有要求，我方定将及时予以关注。
启。。。。。。
回复：
FUJIAN WONDER BAMBOO CRAFT INDUSTRY CO.LTD
No.83, Shuinan Mid –road
SanMingFujian
People’s Republic of China
Tel 0598-4659220 Telex 8694 Fax 0599-4659213
Your ref: 515 GW/gp Our ref: 386 JS/lb
October 16, 2011
Anderson Corporation 120 NW 8Street, New York U.S.A
Dear Sirs:
Thank you for your letter of October 14 and are pleased to confirm having sold you medium bamboo cutting board Price: FOB USD 3 piece Payment: Confirmation and Irrevocable L/C payable at sight As requested in your letter, enclosed please find our Sales Confirmation No.110 in duplicate, both of which please countersign and send back one copy for our file. We assure that we shall do our best to expedite shipment. It’s really our pleasure to have transacted this first business with you and we are eager to make further expansion of trade to our mutual benefit.
Yours faithfully
Wonder Corporation
Mrs Rita
Market Manager
译文： 敬启者
感谢贵方10月14日的来函，并很高兴地确认售予贵方中等型号的菜板。 价格：离岸价格每件3美元
支付方式：保兑的即期不可撤销付款信用证
根据贵方来函的要求，随函附寄并请查看我方110号的销售确认书，一式两份，请会签后寄回一份供我方存档。
我方保证将尽力加快装运。
非常高兴能与贵方有第一次的合作，希望今后双方能够进一步发展互利合作关系。
启。。。。。。
Terms of payment：(林玉丝)
1.关于货款拖欠，我公司对美国公司追款。 敬启者：
我方必须提醒贵公司,关于您的订单自发票之日起已经拖欠了1个月,但他们仍未付款。我们希望贵公司能尽快解决，请误继续长时间拖延,因此我方特致函告知您处理此事,希望贵方尽自己最大的努力来解决它早日解决它。
若贵方对此事引起注意并早日解决，我方将不胜感激。
你真诚的。。。
Dear Sirs, We have to remind you that the payment for your order is overdue for more than one month from the date of invoice. But they are still being outstanding. We are eager to have them settled without further delay, so we invite your prompt attention to the matter and try your best to settle it. Your kind and prompt attention of the issue will be highly appreciated.
Yours faithfully 2.美国公司对于我方追款的回应。
敬启者：
我们已经收到你方的来信。对于我们没有解决的8月23号的款项，经检查,延迟的原因是我方会计部门制作汇款时疏忽了此款项。
对于款项16500美元 我方已经通过电汇方式汇付，并预计会在未来几天内到达。很抱歉让贵方久等了,但我方希望贵方能意识到我们无意延缓我们的支付。
你真诚的。。。
Dears Sirs, We have received your letter informing us that we did not settle our payment due on August 23, 2011. On checking the causes of this delay, we have found that our accounting department made an oversight in making remittance to you. The sum of US $16500.00 the order has today been sent to you by Telegraphic Transfer and we believe that it will reach you in a couple of days. We are very sorry to have kept you waiting, but hope that you will realize we had no intention of delaying our payment purposely.
Yours sincerely 仿写：
对客户关于修改付款方式的回应。考虑双方长期业务往来，最终决定按照对方的要求修改了信用证，有助于推进双方日后更深层次的合作。
敬启者：
我方已收到你方10月22号的来函。我们认真考虑了贵方关于300个竹木箱的付款方式的建议。
按照我方惯例,我们一直是要求货款以保兑的不可撤消的信用证。也就是说,我们目前不能接受D / A条款与国外买家的交易。然而,为了你方市场上的更好的销售,我方已决定破例接受贵方要求的对货物使用即期付款交单的付款方式。
鉴于双方多年友好的业务关系，我方做出以上决定。我们真诚的希望能满意我们的合作，并相信贵方会珍惜这个机会,以促进我们的产品在贵方市场推广。
你真诚的。。。
Dear Sirs, We are in receipt of your letter of October 22. We have carefully considered your proposal to pay with easier terms for your purchase of 300 pieces bamboo tool box. As our usual practice goes, we require payment by confirmed and irrevocable letter of credit. That is to say, at present, we cannot accept D/A terms in all transactions with our buyers abroad.
However, In order to facilitate your effort in sales, we have decided to make an exception and to accept D/P at sight for the total value of the goods shipped. The decision is made in view of the friendly business relations between us over the years. We sincerely hope will appreciate our co-operation .We trust you will value this opportunity to promote our products on your market.
Yours sincerely
第三篇：【外贸英语口语】外贸函电实例
【外贸英语口语】外贸函电实例范文外贸函电有固定的格式可以遵循， 而且很多英语句子的表达方式也可以沿用。所以，多看看别人写的外贸函电对自己以后写自己实际的外贸信函有很大的好处。以后我会慢慢放一些比较规范的外贸函电范文给大家。
20 January 2004
Kee & Co., Ltd
34 Regent Street
London, UK
Dear Sirs:
This is to confirm your telex of 16 January 2004, 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 polished rice at A$2,400 per metric ton, C&F Singapore, for shipment during March/April 2004. This offer is firm, subject to the receipt of your reply before 10 February 2004.
Please note that we have quoted our most favourable 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.Yours faithfully,Tony SmithChief Seller
先生:二零零四年元月十六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：精白米三百公吨，每公吨成本加运费新加坡到岸价为2400澳元。于二零零四年三或四月装运。以上实价需由贵公司于二零零四年二月十日前回覆确实。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烈，令价格上涨。请贵公司把握机会，尽早落实定单为盼。
从上文可以看出，即使翻译过来的外贸函电都有很规范的格式和用语。所以，外贸函电是一种很正规的函电，刚开始做 外贸的时候可以多看看别人是怎么写的。
英语口语培训 http:///
第四篇：外贸函电
外贸函电 课程设计报告08110811 叶允嘉 0811081140
外贸函电课程设计报告
一、课程设计目的
通过外贸函电实践性的模拟练习，加深对外贸函电理论的理解和运用。了解并熟悉外贸进出口的关键步骤，如建立业务关系、询盘、报盘、还盘、成交、装运等的模拟，以在今后的实际应用中熟练使用函电的写作技巧和缮制合同、信用证、汇票、装箱单、提单等单据。
二、课程设计内容
1.课程设计的总体方案布置：根据背景资料拟写建交信并进行进出口报价核算。
2.根据客户发来的传真及商品资料发盘并进行综合报价还价核算。
3.拟写还盘函，根据背景资料和往来函电实例缮制销售确认书。
4.根据合同审核信用证并写一份改证函了解装船通知。
5.根据信用证及所提供的资料编制汇票、发票、装箱单、重量尺码单位作为银行议付单据的一部分。
三、课程设计要求
1.掌握建立交易信函的操作技能。
2.掌握出口价格核算的要点。
3.掌握出口还价核算的要点。
4.掌握缮制合同的要点。
5.掌握信用证要点，掌握缮制改证函的要点。
6.掌握单据的填制。
四、课程设计中遇到的难题以及解决办法
课程设计中最大的难点莫过于进出口合同的订立和填写各种单据。
平时有拟写中文合同的经验，一般都是要根据一些模板在根据实际情况改动条款。而一份合同的关键在于措辞的严谨与高明。在拟写英语进出口合同时，一开始有一种无从下手的感觉，但是参考指导书后面章节合同写法，经过前后比对，终于完成了合同的编写。
各种单据上的表述和信用证上的表述有差异，这是使填写各种单据成为难点的主要原因，另外信用证各种信息分散较广，也给单据填写增加了难度。不过，将发票填完时，后面的几封单据就变得容易了很多。不过有些信息，还是很难在信用证里找出。各种单据填写时，有很多时候要用到大写，我就差点把日期写成一般的写法，后来还是发现问题，改正了出来。
五、体会
在写外贸函电的时候就需要额外的注意很多细节，概括起来，遵循5个C原则。
Completeness——一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。
Consideration——写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。
Courtesy——语言要有礼且谦虚，及时地回信也是礼貌的表现。Conciseness——避免废话连篇、避免不必要的重复、多进行短句、
单词的运用。
Clarity——意思表达明确，要注意：避免用词错误、注意词语所放的位置、注意句子的结构。
《外贸函电》是一门模仿性、实践性、操作性都很强的课程，不通过练习实践，很难加深认识，巩固所学知识。只有进行大量的有针对性的反复操练，尤其是外贸业务各个环节设计特定情景进行反复操作，进行各种类型的练习，我们才能熟练掌握运用外贸业务这些常用的句型、词汇和短语以达到能够正确翻译并能拟写同类信函的目的。通过这次学习，我对外贸函电的各种相关信函和单据有了一个更加深入的了解，也对其熟练度大有提升，经过这次实训，使我们专业技能得到一个很好强化的训练机会，使我们在今后的实践中更加得心应手。
第五篇：外贸函电部分考点
一、 词组翻译
This Side Up 此面向上 Do Not Drop 不可抛掷 Fragile, Glass 易碎，玻璃品 Explosives 爆炸物 Flammable Gas 易燃气体 Radioactive 放射性物质 Infectious Substance 感染性物品 ocean bill of lading 海运提单 cargo receipt 货运收据 shipping company 轮船/船务公司 shipping instructions 装船须知 shipping mark 唛头
export credit insurance 出口信贷保险 withdrawal of import licenses 取消进口许可证 invoice value 发票金额 breach of contract 违反合约 contractual commitments 合同条款 binding force 约束力 default on the part of the debtor 购买方违约 force majeure 不可抗力 lodge a claim against sb. 向某人提出索赔 bear legal liability 承担法律责任 international multi-modal shipment 国际多式联运
二、 缩写
B/D B/E CAF CIF D/A D/D D/P enc., encl. ICAA ICC MT ref. Ref. No. S/C S/S, S.S. T/T bank draft bill of exchange cost and freight cost, insurance and freight documents against acceptance demand draft; documentary draft documents against payment enclosure International Commercial Arbitration Association International Chamber of Commerce metric ton/mail transfer reference reference number sale contract steamship telegraphic transfer
银行汇票 汇票 成本加运费
成本、保险加运费(到岸价) 承兑交单
即期汇票;跟单汇票 付款交单 附件
国际商事仲裁协会 国际商会 公吨;信汇 参考 参考编号 售货合同 轮船 电汇
三、句子翻译
1. 经你地中国银行函告，得知贵方意欲购买纺织品。我们专营纺织品的出口业务，愿与贵公司建立直接的业务关系。
We learned from Bank of China at your end that you are in the market for textiles. We specialize in exports of textiles, with the desire to enter into direct business relations with you. 2. 为了使你方对我们经营的产品有一个大致的了解，兹附上一整套注有规格和包装的活页说明书以供你方了解。
In order to give you a through understanding of our commodities, we enclosed a full set of leaflets with specification and package for your referral. 3. 货物在装船前将有河南省商品检验检疫局进行严格的检验，并提供必要的证明说明其品质和数量。
Goods will be inspected carefully by Henan Commodity Inspection and Quarantine Bureau with issuance of certificates of quality and quantity. 4. 为了促进你我双方的贸易，现另航寄你方一本带插图的商品目录，供你方考虑。
In order to advance our trade, we are airmailing you, under separate cover, illustrated catalogues for your reference. 5. 我们将与之进行业务往来的那家商号要我们向贵行了解有关他们的商业地位与信誉。
The concern with whom we will do business referred us to you for his business standing and reputation. 6. 所附价格单和图解目录将提供有关你方最感兴趣的产品型号的具体情况。
The attached price list and illustrated catalogue will offer you the most interesting model and details. 7. 我们另邮寄样品一批，深信一旦你们有机会察看样品之后，定会认为我们的产品品质优良，价格合理。
We mailed you, under separate cover, a set of samples. We fully convinced that, once you have the opportunity to see our samples, you will agree that our goods are of good quality and reasonable price. 8. 从纽约ABC公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价格公道的商品，本地区有大量需求。
We learned, from ABC Co. New York, that you exported nylon bed sheet and pillow cases. There is a large demand for the said goods with superb quality and fair price at our end. 9. 根据你们的要求，我们向你方报2000打男式衬衫，每打60美元，成本、保险加运费旧金山价，9月份装运。本报价以我方最后确认为准。
In compliance with your request, we are now offering you 2,000 dozens of men’s shirts at 60 USD per dozen CIF San Francisco, September shipment. This offer is subject to our final confirmation. 10. 很抱歉通知你方我们不能接受你方的报价，因为我方的最终用户终止购买此货。
We regret very much to inform you that we cannot avail ourselves of your offer because our end-users have temporarily suspended the purchase. 11. 非常高兴收到你方关于我方“飞鱼” 牌9打字机的询价，但是非常遗憾我们不能满足您的要求，因为存货告罄。一旦
#我们有新的货源，我们会立即再谈此事。
We are glad to receive your enquiry for our Flying Fish Brand Typewriter 9#, but we regret being unable to meet your requirements as our stock has been exhausted. Once we have the fresh resources, we will not hesitate to revert to this matter. 12. 自从上月报医用纱布价给你方后，我们接到不少订单，现在存货不多。如你对该货感兴趣，请立即告知。
We have received many orders since we offered you medical gauze, so there is insufficient stock. Should you find interest in this article, please let us know immediately. 13. 你公司4月18日来函收悉。今报上1英寸铁钉20公吨，每公吨500美元成本加保险费加运费长崎价。可供现货。其他条款同前。上述报价以你方在5月10日前复到有效。
We have received your letter of 18th April. We are offering you 20 M.T. iron nails, size in 1 inch, at 500 USD CIF Nagasaki per M.T. available from stock, and other terms are as the above. This offer is subject to your reply reaching here before or on May 10. 14. 很高兴收到贵公司7月12日的询价函。按照贵方要求，现报价如下：中国河南出产的良好平均品质煤炭400吨。FOB日照每吨1350美元，下月交货。其他条件同我方第SP120号合同。本报盘以你方8月10日中午12点(北京时间)前答复有效。
We are pleased to receive your enquiry of 12th of July. As your request, we are offering you as follows: Commodity: Coal Quality: FAQ (fair average quality) Quantity: 400Tons Price terms: 1350USD per ton FOB Rizhao Shipment: Next month Other terms are as our S/C No.SP120. This offer is subject to your reply reaching us before or at 12 O’clock, August 10th, Beijing time. 15. 如果你方能降价5%，我们相信成交是有可能的。(to reduce the price by 5%)
If you can reduce your price by 5%, we believe it is possible for us to conclude the deal. 16. 目前此项货物数量有限，我们建议你方从速接受我方报盘。(limit)
As a result of the limited stock of the article, we suggest you accept our offer as soon as possible. 17. 你方目录和价格单已收到，现按所示价格订购下列货物。(catalogue and price list)
We have received your catalogue and price list, and now we order the following goods at the prices named. 18. 我们正在迅速处理你方订单，并将随时告知进展情况。(to keep one informed)
Your order is receiving our immediate attention and we will keep you informed of the progress. 19. 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。
Now you are informed that the L/C in your favor has been opened with Barclay Bank, London. 20. 在收到信用证后的一个月内，你们至少应装运这笔订货的一半。
You should at least ship half of this order within one month upon receipt of the L/C. 21. 由于我们的疏忽，开立信用证有错误，很抱歉。
Much to our regret that owing to the oversight on part of us, the L/C was wrongly established. 22. 你方信用证3550号，数量与合同不符，总金额相差75.60英镑，请速改。
Your L/C No.3550 does not conform to the relative contract in quantity, with a difference of￡75.60 sterling pounds. Please amend it as soon as possible. 23. 信用证3346号，金额不足，请按合同增加520磅(请按合同增至3,125.00磅)。
We have received your L/C No.3346 and found that the amount is insufficient. Please increase by ￡520.00(increase up to ￡3,125.00)as the contract stipulated. 24. 如果你方能同意按即期信用证方式付款，我们即能达成交易。
If you agree to pay by the sight L/C, we might come to terms. 25. 鉴于双方长期友好关系，此次我们例外接受20天即期付款交单方式支付。
In view of the long standing friendly relations we exceptionally accept the D/P at 20 days sight. 26. 你方5月6日汇票已承兑，到期应付。
Your draft of May 6 has been accepted and will be honored at maturity. 27. 为了适应远洋运输，这种货物的包装必须改进。
The packing of the goods must be improved in order to fit for seaworthy condition. 28. 请按提供的图样在箱子上刷上唛头。
Please mark the cases as per the drawing given. 29. 谨告知你方须付由于迟装或包装不当而产生的任何损失费。
We hereby inform you that you should be held responsible for any losses arising from late delivery and improper packing. 30. 仲裁团一般来说由三名仲裁员组成，其中首席仲裁员由仲裁机构任命，而另外两名仲裁员可以由双方指定，也可以委托仲裁机构指定。
An arbitration panel is made up of three arbitrators. The chief arbitrator is appointed by the arbitration organization, while the other two arbitrators can be appointed by the claimant and the defendant respectively or by the organization for them. 31. 这些案例的价值在于它们探究了在向法院申请仲裁之前，必须要承担的举证的重要性。
These cases are useful because they explore the weight of the evidential burden that must be shouldered before an application succeeds. 32. 我方认为解决争议的最好方式是友好协商而不是仲裁。
We think amicable discussions or negotiations are sometimes the best to set the disputes without invoking arbitrations. 33. 仲裁既可以在中国，也可以在其他国家进行，通常由买卖双方决定。
Arbitrations can be conducted either in China or in other countries. It depends on what the buyer and the seller have agreed between themselves. 34. 首先我想多了解一下中国的仲裁情况，以便决定是否在中国进行仲裁。
Firstly I want to know more about the arbitration in China to decide whether the arbitration will be held in China. 35. 一般来说，所有的仲裁费用都应该由败诉方承担。
Generally speaking, all the expenses for the arbitration shall be borne by the losing party. 36. 一切险的保单包括何种风险?
Which risks are covered by an All Risks policy? 37. 现随函附上调查员的调查报告，我方要求替换10台严重受损的电视机。
We enclose herewith the surveyor’s report. Replacement of the 10 badly damaged TV sets will be required.
38. 货到宁波后我们进行了复查，发现品质与合同规定不符。
We made a re-inspection after the goods arrived in Ningbo and found the quality not up to the contract stipulations. 39. 当贵方提出索赔时须提交官方授权的检验人开立的检验报告。
Please be sure to submit a survey report made by the officially authorized surveyor when you lodge a claim. 注：版权所有，翻版必究!内容仅供参考，如有错误，请自我更正。
对于迷信本稿内容而造成的一切后果概不负责，谢谢合作! 请相信自己，并预祝各位取得好成绩! Z. J.
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