1、LESSON 1 进/出口商自我介绍Specimen 1 An importers self-introduction Dear Sirs,We have obtained your name and address from Fort Co., Ltd, and we are writing in the hope that you would be willing to establish business relations with us.We have been leading importers of casual shoes for many years. At present,
2、 we are interested in extending our range and would appreciate your catalogues and quotations.If your prices are competitive we would like to place a trial order with you.We look forward to your early reply.Yours faithfully,信件一敬启者:我们从伏特公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。多年来，本公司经营休闲鞋类进口生意，目前想扩展业务范围。请惠寄商品目
3、录与报价单。如贵司产品价格有竞争力，本公司必定向你方试订。恭候回音。谨上Specimen 2 A letter From an ExporterDear Sir or Madam,Through the courtesy of Tokyo Chamber of Commerce and Industry, we are given to understand that you are one of the leading importers of textile products in your country. As this item falls within the scope of o
4、ur business activities, we are writing to you with a keen desire to enter into business connections with you.We specialize in the exportation of Chinese textile products, such as Textiles Knitwear of Ladies, Mens, Childrens and Youth fashion, Sportswear and Jeans. We can also design and produce equi
5、pment and machines for textile. Our products are excellent in quality and reasonable in price. To give you a general idea of our business lines, we enclose a copy of our export list, showing the main items now in supply and we hope that you would contact us if any item is of interest to you.We look
6、forward to receiving your early reply, and assure you that your requirements will have our best and prompt attention.Yours faithfully,信件二敬启者:承蒙东京工商会的介绍,我们获悉你方是贵国最大的纺织品进口商之一。由于此货属于我们的经营范围, 特写信给你方希望建立业务关系。我们专营中国纺织品出口, 产品包括女士, 男式, 儿童和青年的针织衫以及运动服和牛仔裤, 我们还设计和生产用于纺织品生产的设备和机器。我们的产品品质优良价格合理。为使你方了解我们的经营业务, 随
7、函附上出口清单一份, 包括目前可以供应的主要商品。如你方对任何一款感兴趣,请与我们联系。希望收到你方早日回复, 我们可以保证会及时处理你方的要求的。谨上LESSON 2 EnquiriesDear Sirs,Thank you for your letter dated August 25. We are pleased to know that you are producing different kinds of shoes.We are interested in your various casual shoes recommended in your letter, particu
8、larly embroidered slippers and cotton shoes. Will you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be obliged if you could also quote your lowest prices CIF Liverpool, stating earliest date of shipment.Casual shoes of high quality are popula
9、r. We believe there is a promising market in our area for moderately priced goods of the types mentioned. If your price is competitive, we will consider placing an order for 5,000 pairs with you. We are looking forward to your urgent reply. Yours faithfully, 敬启者:感谢你公司 8 月 25 日的来函，很高兴获悉你方生产各类鞋子。我们对你公
10、司在信里推荐的休闲鞋，尤其是刺绣拖鞋和棉布鞋感兴趣。请惠寄一份有插图的商品目录和样品，进一步提供有关的信息，并给我们报利物浦CIF 最低价,说明最早的船期。优质的休闲鞋很受欢迎。相信提到的几类价格适中的产品在我地销路良好。如你们的报价有竞争力，我方将考虑订 5,000 双鞋。盼急复谨上Lesson 3 Replies to EnquiriesDear Sirs,Thank you for your specific enquiry of September 1. The enclosed illustrated catalogue and samples will give you detai
11、ls of the two sorts of shoes in which you are especially interested. The illustrations will also give you information about other casual shoes we are exporting. As to our terms and conditions, please see page 8 of the catalogue. Under cover, we are sending you our offer on CIF Liverpool, for shipmen
12、t in October. Usually we require an irrevocable L/C by draft at sight. Embroidered slippers and cotton shoes are our products of latest style. Because of their excellent quality and low prices, you can be sure that our products will help you expand your market.We are looking forward to your trial or
13、der.Yours sincerely,敬启者:感谢你方 9 月 1 日的询盘。随函附上的带插图的商品目录和样品详述你方特别感兴趣的两类鞋。图片可以让你方详细了解我们正在出口的其他休闲鞋。关于我方的贸易条件，请参考商品目录的第 8 页，随函给你方报利物浦到岸价，船期 10 月，我们通常要求不可撤消的即期信用证。刺绣拖鞋和棉布鞋是我们的最新产品。由于它们质优价廉，请相信我们的产品能够帮你方扩大市场。期待你方的试订。谨上Lesson 4 Offers 发盘Dear Sirs,This is to confirm your telex of 16 May 2006, asking us to mak
14、e you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering you 30 metric tons of polished rice at US$2,400 per metric ton and 20 metric tons of soybeans at US$2,800 per metric ton, CFR Cairo, for shipment during July-August 2006. This offer is valid, subject to the recei
15、pt of your reply before 10 June 2006. Please note that we have quoted our most favorable price and are unable to entertain any counter offer. It is likely that the market price will rise. It would be to your advantage to place orders without delay.We are anticipating your early reply.Yours faithfull
16、y,敬启者:兹确认你方 2006 年 5 月 16 日电传，要求我方报大米和大豆开罗成本加运费价的实盘。 今日上午电传报价：精白米三十公吨，每公吨开罗成本加运费价为 2400 美元，大豆二十公吨，每公吨开罗成本加运费价为 2,800 美元。2006 年七、八月份装运。以上报价为实盘，以 2006 年 6 月 10 日前复到为有效。 该报价为最优惠价，恕不能还价。 该类产品市场价格有可能上涨。请贵公司把握机会，尽早下单为盼。盼早复谨上Lesson 7 Counter-offer 还盘Dear Sirs,Thank you for your letter of May 20 quoting for
17、 the rice and soybeans.We appreciate the good quality of your products, but unfortunately your prices appear to be on the high side even for goods of this quality. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand
18、is for articles in the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a price approximately 10% lower than what you quoted. We wonder if you could redu
19、ce your prices to that level. We shall appreciate your favorable reply.Yours sincerely,敬启者:感谢你方 5 月 20 日来函，获悉有关大米和大豆的报价。非常欣赏你们产品的优良品质，但遗憾的是你方的报价太高，即使是相对质量的产品也偏高了。接受你方的报价便无利可图，因为本地的主要需求是对于中等价位的产品的。欣赏你方处理我方询盘的方式，希望有机会同你方达成交易。消息表明，正在销售的同类日本产品比你方的报价低将近 10%。想知道你方是否能将价格降到此水平。等候佳音，不胜感激。谨上Lesson 8 An OrderS
20、pecimen 1 An orderDear Sirs,Re: Ladies BlousesWe thank you for your quotation of October 6 and the samples of Ladies Blouses. We are satisfied with the quality and take pleasure in enclosing our Order No.322 for the sizes mentioned in your latest catalogue.We note that you can supply these items fro
21、m stock and hope you will make delivery by the end of November. Our company will reserve the right to cancel this order or reject the goods for any delay in shipment.For your reference, we wish to effect payment by D/P at 60 days sight. Please kindly let us have your confirmation.Yours faithfully,En
22、cl. As statedORDERNO. 322Please supply the following items:Quantity(doz.)Item Size Unit Price (Per doz.)CIF London15 Ladies Blouses Small GBP 35.00.16 Ditto Medium GBP 45.0014 Ditto Large GBP 50.00信件一敬启者:事由:女士衬衫感谢你方 10 月 6 日来信对女式衬衫的报价和样品，我们很满意产品的质量并很高兴地随函寄去 322 号订单，订购你方最新商品目录中所提到的尺寸的商品。我们注意到你方能供应现货，
23、所以我们希望能在 11 月底装运。如装运延误，我们保留撤消或拒绝接收货物的权利。供参考，我方希望采用 60 天付款交单支付方式，请来函确认。请尽早确认。谨上附件:如述订 单322 号请供应以下货物货号(打)品名 尺寸 单价 (打)成本、保险加运费伦敦价 15 女式衬衫 小 35.00 英镑16 同上 中 45.00 英镑14 同上 大 50.00 英镑Specimen 2 Confirming the order Dear Sirs,Re: Ladies BlousesThank you very much for your Order NO. 322 dated October 15, an
24、d were pleased to confirm the purchase from you of Ladies Blouses. Our dispatch department is working on your order, and will let you know when the consignment is ready.As regards the payment terms, it is acceptable. We will send the documents through our bank to you as soon as the shipment is effec
25、ted. We sincerely hope this trial order will result in repeat orders in the near future.Yours sincerely,敬启者:事由:女士衬衫非常感谢你方 10 月 15 日寄来的订单，很高兴确认你方关于女式衬衫的订货。我公司的发货部门正在处理你们的订单，发运货物准备好就会通知你方的。关于付款条件是可以接受的。装运后我公司就通过银行递上相关的单据。衷心希望此次试订会带来以后的续订。谨上Lesson 11 Terms of PaymentSpecimen 1 Asking for D/A paymentDea
26、r Sirs,Re: 2000 dz PUMA shoesThank you for you letter of May 9 in which we have concluded a transaction of 2000 dozen PUMA brand shoes. But to our regret, you still ask for payment by confirmed irrevocable L/C as a rule.Payment by L/C is rather inconvenient to a customer like us who places medium-si
27、zed orders. It will add to our cost and undoubtedly tie up our liquid funds for three or four months. This may cause delay in execution of the contract. The question becomes gnawing under present circumstances.In view of our long business relationship and the small amount involved in this transactio
28、n, we hope you will extend us an easier payment terms as an exception, i.e. payment by D/A. Your accommodation would be conducive to the future business and facilitates us promoting your products in our market.We shall highly appreciate your kindness in consideration of the above request and giving
29、us a favorable reply.Yours faithfully,敬启者：事由: 2000 打彪马鞋感谢你方 5 月 9 日来信，达成 2000 打 PUMA 牌鞋的合同。但遗憾的是，作为惯例，你方仍然要求采用保兑的、不可撤销的信用证支付。像我们这样中等数量订单的客户，信用证的支付方式非常不便。这种支付方式会增加我方成本，毫无疑问会占用我方 3-4 个月的流动资金，还有可能延迟履行合同。在目前情况下，这一问题非常扰人。鉴于我们长期的业务关系，以及交易金额较少，我方希望你方破例给予较宽松的支付方式，比如承兑交单。你方的通融有益于今后业务，便于我方推销你方产品。如果你方能考虑以上的要求并
30、给于我方佳音，我方将万分感谢。谨上Specimen 2 Declining D/A terms and proposing to pay by D/PDear Mr. Stewart,Re: 2000 dz PUMA shoesWe receive your letter dated May 15 about 2000 dz PUMA shoes asking for D/A terms. We are so regretful to inform you that we are unable to accept your D/A payment term, which is not our
31、usual practice, as this will also tie up our funds.At present, international market fluctuates frequently. We generally do business with clients on the basis of sight L/C, as L/C terms give us guarantee. However, in consideration of our future business we are prepared to extend you D/P after sight s
32、o as to ensure timely collection of the proceeds. We believe you can understand us fully. A sight draft will be drawn on you through Bank of China, Liaoning branch in due time. It is necessary for us to make it clear that this concession is only for your convenience to push sales of our new products
33、, which should in no case be taken as a precedent.Yours faithfully,斯特华先生：我方收到你方 5 月 15 日关于 2000 打彪马牌运动鞋来信，要求承兑交单付款方式。很遗憾地告知你方，我方不能接受承兑交单的付款方式。这不是我方惯例，因为也将会占用我方资金。目前，国际市场变化多端，我方通常在即期信用证基础上与客户开展业务，因为它能保证收到货款。然而，考虑我们今后的交易，我方给与你方远期付款交单的方式，确保及时收到款项。我方相信你方能给予充分理解。请你方通过中国银行，辽宁分行及时开立即期汇票。有必要强调的是，这一让步仅仅是为了便于
34、你方推销我方新产品，下不为例。谨上Lesson 13 L/C EstablishmentSpecimen 1 Pressing for opening L/CDear Sirs, Re: S/C No. GB556With reference to the correspondences exchanged between us recently, we have finalized the business on the basis of FOB. Needless to say that as a buyer, you are responsible for applying for an
35、 L/C, but much to our disappointment we have not had any news from you though we sent you an email two weeks ago pressing you for opening.We have got the goods ready for shipment for quite some time. As contracted, the relative L/C covering the above should have reached us before the end of last wee
36、k. As the date of delivery is only one month and half away, we recommend that you open the L/C without delay. Extra charges and any losses caused by delay of arrival of L/C will be for your account.Please open your L/C immediately and let us have your reply by return. Your prompt attention to this m
37、atter will be appreciated.Yours truly,敬启者：事由：第 GB556 号售货确认书兹提及最近往来函件，我们已在 FOB 基础上达成交易，不用说作为买方，你方应负责申请开立信用证，虽然我方在两周前发了邮件催开信用证，但遗憾的是我方仍未收到任何消息。 我方已将货物备妥等待发运多时，根据合同规定，有关信用证应在上周末到达我处。由于离装运期还剩一个半月，我们建议你方立即开证无误，信用证迟到而引起的额外费用和损失由你方负担。请立即开立信用证并告知我方，感谢你方的即时处理。谨上Specimen 2 Advise the opening of L/CDear Sirs,R
38、e: S/C No. GB556Thank you for your letter of 30 May, we hereby draw your attention to the fact that application has been made to the Bank of China, Shanghai branch for the establishment of an irrevocable L/C in your favor, covering COMPAQ 1200+，valid until July 15, for the amount of US$26000.00. The
39、 following documents are required:1. Commercial invoice in triplicate.2. One copy of insurance policy.3. A set of clean shipped B/L.4. Packing list in duplicate.The above mentioned goods are in great need now, and any delay in shipment will result in benefit losses. We shall be obliged if you could
40、response immediately. We await your prompt shipment.Yours sincerely,敬启者：事由：第 GB556 号售货确认书 感谢你方 5 月 30 日来信，兹提请你方注意，我方已向中国银行上海分行申请开立以你方为受益人的不可撤销的信用证，康柏 1200+，有效期到 7 月 15 日，金额 26,000 美元，随附以下单据：1 商业发票，一式三份2 一份保险单3 一套清洁的已装船提单4 装箱单，一式二份目前急需以上商品，延迟装运将会导致利益损失。如能及时反馈，将不胜感激。等待你方及时装运。谨上Lesson 14 L/C Amendment
41、Specimen 1 Amendment to DiscrepanciesDear Sirs,We refer to the 1500 dozen shirts under our S/C No.TS121 and wish to point out that the time of shipment is approaching, but we found surprisingly there are several points in the L/C not in conformity with what stipulated in the contract as follows:(1)
42、The amount of your L/C is insufficient. The total amount is USD$2,100 instead of USD$2,000.(2) Please delete the clause “by direct steamer” and insert the wording “transshipment and partial shipment are allowed”.(3) The validity of L/C is 20 days after shipment.We shall highly appreciate it if you p
43、ay prompt attentions to this matter and give us response at the earliest convenience. Yours faithfully,敬启者：兹提及第 TS121 号销售合同项下的 1,500 打男式衬衫，装运日期已临近,但是我们惊讶地发现信用证中有几点与合同规定不符：1.信用证金额不足。总金额应为 2,100 美元而不是 2,000 美元.2.请将“by direct steamer”删除，插入“transshipment and partial shipment are allowed”.3.信用证有效期为装运后 20
44、 天。如你方能对此事给予及时关注并尽快通知我方，我方将不胜感激。谨上Specimen 2 Partial Shipment and Transshipment are allowedDear Sirs,Thanks for your L/C No.JZP125 for the amount of BP6,000 covering 600 sets of color HDTV. On perusal, we find that partial shipment and transshipment are prohibited.We would accept your order on condi
45、tion that you wouldnt mind the commodity is shipped partially and transshipment is allowed. Direct steamers from here to your port are few and far between and we can hardly get the whole lot ready within half a month. So we are reluctant to ask you to amend your L/C to read: Partial shipment and tra
46、nsshipment allowed.As the deadline for shipment will soon be overdue, please make necessary amendments to the L/C without any delay. Yours sincerely,敬启者：你方有关 600 台高清晰彩色电视机的第.JZP125 号信用证已收到，金额为 6,000英磅。经审核，我方发现不允许分批装运和转船。如你方允许分批装运和转船，我方可以接受你方的定单。从我方到你方港口的直达船很稀少，而且我方不可能在半个月内将所有货物备妥，所以我方不得不要求你方修改信用证如下：
47、允许分批装运和转船。因为装运的截止日期将至，请立即对 L/C 进行必要的修改。谨上Lesson 15 Urge Shipment Specimen 1 Press for shipmentDear Sirs,As regards our Order No. 918 for 200 pieces of knitted, cotton T-shirts, we sent you an irrevocable L/C about 20 days ago. However we have not received any information from your company about its
48、shipment. As the sales season is rapidly approaching and the demand at our end is heavy, any delay in shipment will involve us in no small difficulty. If the goods cannot be on the market on time to cater for the end-users satisfaction, every effort we made before is meaningless.We have to draw your
49、 attention that any losses caused by shipment delay should be compensated according to the stipulations in the contract. What you should do urgently at present is to do your utmost to dispatch the goods in question without delay.Thank you in advance for your cooperation.Yours faithfully,敬启者：关于我方第 918 号订单项下的 200 件棉织 T 恤衫，我方 20 天前已寄给你方不可撤销的信用证。但是我方还未从贵公司收到任何关于运输的消息。由于销售季节很快来临，我方市场需求很大，装运方面的任何延迟都会给我方带来很大困难。如果货物不能及时上市以满足用户的需求，我们先前的所有努力都是无意义的。提请你方注意的是：根据合同规定，由于交货延迟引起的任何损失由你方赔付。目前，你方当务之急是尽最大努力立即发货。对你方的合作提前表示感谢。谨上Specimen 2 Asking for TransshipmentDear Sirs,RE: Order No. 918 for
