第一篇：外貿函電教案(完整)
Chapter One Business Letter Writing
第1章 商務書信寫作
? Time Allotment Introduction(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 第1節 商務書信的結構和格式 Structure結構：
1、The Heading 信頭
2、The Inside Address 封內地址
3、The Salutation 稱呼
4、The Subject Heading or Caption 事由
5、The Opening Sentences 開頭語
6、The Body of the Letter 信的正文
7、The Closing Sentences 結束語
8、The Complimentary Close 結尾禮詞
9、The Signature 簽名
10、The Enclosure 附件
11、Postscripts 再啟 Layout格式：
1、Indended Style 縮行式
2、Block Style 齊頭式/平頭式
3、Modified Block Style 改良的齊頭式/平頭式
4、Semi-block Style with Indended Paragraphs 混合式
Section Two Superscription 第2節 角標
Section Three Dissimilarities in Letter Writing 第3節 英美書信的不同寫法
Supplyment 補充 ：Some Useful Sentences on Opening Sentences and 頭語和結束語常用例句。
? Main Points Section One The Structure and Layout of a Business Letter 第1節 商務書信的結構和格式 Structure 結構
1.The Heading 信頭
2.The Inside Address 封內地址 3.The Salutation 稱呼
Closing Sentences.開1 4.The Subject Heading or Caption 事由 5.The Opening Sentences 開頭語 6.The Body of the Letter 信的正文 7.The Closing Sentences 結束語 8.The Complimentary Close 結尾禮詞 9.The Signature 簽名 10.The Enclosure 附件 11.Postscripts 再啟 Layout 格式
1.Indended Style 縮行式
2.Block Style 齊頭式/平頭式
3.Modified Block Style 改良的齊頭式/平頭式
4.emi-block Style with Indended Paragraphs 混合式 Section Three Dissimilarities in Letter Writing 第3節 英美書信的不同寫法
1.英式的書信格式是縮行式或混合式,而美式則是絕對平頭式或改良平頭。
2.稱呼用法,英式一般用Dear Sirs,后用逗號。美式則用Gentlemen:后用冒號。
3.結尾語的用法,英式和美式的習慣各不相同,在美式中Sincerely yours,只限用于商業書信。英式則不然,商業書信或親友間來往書信中都可用。
4.日期寫法也不相同,英式是按日—月—年的順序。美式則按月—日—年的順序。
5.信封寫法的不同點：收信人的姓名、地址,英式多用縮行式,美式則用平頭式。另外,發信人的姓名、地址,英式寫在左下角,美式寫在左上角。航空信的空郵字樣“AIRMAIL”“VIA AIR MAIL,”“BY AIR MAIL,”英式寫在信封的左上角,美式則寫在貼郵票的下方。
? Supplements 常見問題1-1 打日期要注意下列各點: 1.年份應完全寫出,不能用(00)來代表(2000)。
2.月份要寫英文名稱,不能用數字來代替。如(3／9／99)等不能在正式函件中使用。
3.月份名稱可用縮寫,如Aug.代替August;Oct.代替October;但May,June,July本身很短,不 再減縮了。
4.日期有時用1,2,3,4,5,?,11,12,?,21,22,23,24,?,31等,有時用3rd,4th,5th,?,11th,12th,?,21st,22nd,23rd,24th?,31st.日期最好用基數字,不用序數字。
注意:月份和日期之間不要用標點點開,年份之前,必須用逗號點開。日期可用1,2,3,4,或 用1st,2nd,3rd,4th.但各國各地習慣不同,不可一概而論。
常見問題1-2 說明:在公司名稱的前面加c/o(care of),意思是由其轉交,說明本信是一封私人信要由 本人拆封,總收發不要拆。有時候外國商人來我國訪問未到達以前,無一定信址,信件常由邀 請公司轉交,千萬不要誤拆,以免誤會。
常見問題1-3 如果函件要抄送其他有關單位,同時使對方也知道已抄送其他單位可在信件最后的左下角注明“CC to xxx”或“CC xxx”。CC是carbon copy二字的縮寫。
常見問題1-4
1st,2nd 縮行式(Indented Style)： 封內地址和其需要分行的地方的后一行,都比前一行縮進二格或三格;信的正文,每一段的開始一行都縮進若干格(一般與稱呼末一字母取齊)。
平頭式(Block Style)：凡是用打字機打上去的每一行字,包括(完全或絕對平頭式)日 期、封內地址、事由和結尾禮詞,都是從左邊的空白邊緣打起。
改良平頭式(Modified Block Style)：這種格式,除日期,結尾禮詞和簽名部分外,其他部分每行開頭都與左邊空白邊緣看齊。
混合式(Semi-block Style with Indented Paragraphs)：封內地址及其他需要分行的部分,采用平頭式,而第一段開始行采用縮行式。兩種格式的混合采用所以稱之為混合式。
? Afterclass Exercise Arrange the following in proper form as they should be set out a letter: 請將以下商業書信的組成部分按其正確格式
排置成一封完整信函：
1)Sender?s name: China National Light Industrial Products Import & Export Corporation.Shanghai Branch 2)Sender?s address:128 Huchiu Road, Shanghai, China 3)Sender?s cable address:INDUSTRY SHANGHAI 4)Sender?s telex address:33054 INDUS CN 5)Date:March 23,20.6)Receiver?s name:H.G.Wilkinson Company, Limited 7)Receiver?s address:245 Lombart Street, Lagos, Nigeria 8)Salutation used: Dear Sirs, 9)Subjectmatter: Sewing Machines 10)The Message: We thank you for your letter of March 16 enquiring for the captioned goods.The enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection. 11)Complimentary close: Yours faithfully，Chapter Two Establishing Business Relations
第2章 建立業務關系
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 5 Sample Letters 5封樣信
Supplyment 補充 ： Some Useful Sentences on Establishing Business Relations.建立業務關系的常用例句。
? Main Points 常見詞匯 2-2 owe vt. a.該把??歸功于,認為是靠??的力量(后接介詞to) He owes his success to chance. 他認為自己的成功在于機遇。 We owe your name and address to? 承蒙??告知你公司的名稱和地址。
b.欠(債等),該向??支付
owe sb a large sum＝owe a large sum to sb 欠某人一大筆錢
IOU＝ I Owe You 欠條
write out／issue IOU 打欠條
常見詞匯 2-3 market 1)n.市場,銷路
auction market 拍賣市場 bond market 債券市場 corner the market 囤積居奇 exchange market 外匯市場 financial market 金融市場 hit the market （口）投入市場 money market 金融市場 futures market 期貨市場
niche market 利基市場，泥區市場 secondhand market 舊貨市場 securities market 證券市場 service market 勞務市場 a.in the market for 要買 We are in the market for wool. 我們要買羊毛。
b.come to(into)the market上市
We will contact you as soon as the new crop comes to the market. 一俟當年收成上市,我們定將和你方聯系。 c.find a market 找銷路
We are trying to find a market for this article. 我們正在努力為此項商品找銷路。
We regret we cannot find any market for this article. 我們很抱歉不能為此項商品找到銷路。 d.good(poor, no)market 暢銷(滯銷,無銷路) There is a good(a poor, no)market for these articles. 這些商品暢銷(滯銷,無銷路)
e.in the market要買或要賣
Please cable us as soon as you are in the market. 一俟你方要買(賣)時,請電告。 2)v.銷售,推銷
We will try to market this product at our end if you allow us a 5% commission.如你方給傭金5%,我方愿在我地設法推銷這一商品。
常見詞匯 2-4 trade 1)n.貿易,行業
In recent days, there has been a slow down in our trade with you. 最近我方和你方的貿易有所減少。 2)v.從事貿易,做生意,經營
(和某人做貿易后接介詞with;經營某項商品后接介詞in) We do not trade with them. 我們不和他們進行貿易。
They trade mainly in cotton piece goods. 他們主要經營棉布業。
trade relations=trading relations=business relations 有關trade的常見短語
barter trade 易貨貿易 barriers to trade 貿易壁壘 bilateral trade 雙邊貿易 compensation trade 補償貿易 frontier trade 邊境貿易 improvement trade 加工貿易 multilateral trade 多邊貿易
transit trade 轉口貿易,過境貿易 trade friction 貿易摩擦 trade gap 貿易失衡
trade practice 貿易慣例,貿易習慣 trade procurator 商務代理人 trade representative 商務代表
trade terms 貿易條件
常見詞匯 2-5 sale n. 1)出售, 賣
We confirm the sale to you of 500 metric tons Yellow Soybeans. 茲確認向你方出售500公噸黃大豆。 2)銷貨,交易,銷路
Bicycles command a ready sale in the US market.自行車在美國市場得到暢銷。
Is there any sale for this article? 這一商品有銷路嗎? Large sales are reported to have been made.據說大筆交易已經做成。 3)(存貨的)減價出售,拍賣
clearance sale 清倉拍賣
summer sale 夏季大拍賣
white sale (床單、棉織物這些商品)降價出售
sales a. 售貨的,銷貨的,有關售貨的Sales Confirmation 銷售確認書
Sales Contract 銷售合同
sales department 營業部
sales account 銷售賬
sales allowance 銷貨折讓
sales promotion 推銷活動
sales laws 銷售法
sales tax 銷售稅
salesman(saleswoman) 營業員
sales manager 營業主任
常見詞匯 2-6 in your district 在你地區
in your place on your side 在你地區或在你處
at your end
常見詞匯 2-7 get in touch with 與??聯系
When we are again in a position to supply, we shall not fail to get in touch with you.當我們能再供應時,一定與你方聯系。
As this item is handled by our Shanghai Office, please get in touch with them directly.由于此項商品是上海公司經營,請與他們直接聯系。
常見詞匯 2-8 touch.v. 1)達到
It is generally felt that the price has touched bottom(peach). 一般認為價格已達到最低(高)點。 2)涉及 In your letter of March 5, you did not touch the point at issue. 你方3月5日的信未涉及問題的要點。 3)停靠
This steamer touches at Marsoilles. 該船在馬賽停靠。
4)引起(和副詞off)連用
This development touched off an alternation of working plan. 這一發展引起了工作計劃的改變。
常見詞匯 2-9 item n.項目,條款,(商品的)品種,款項
We are working on the other items and will cable you as soon as possible.其他項目正在進行,將盡早電告。
There are several items of commission not yet paid.有幾筆傭金,尚未付清。
This is the bestselling item in this line.這是這類商品中最暢銷的品種。
Item Two of the agency agreement should be altered as?
代理協議的第二項應改為??
常見詞匯 2-10 case 的有關短語：
1)in case a.如果,假若
Please tell us in case you are interested in this article. 你方如對此商品感興趣,請告知我方。
b.以備(萬一),以防(萬一) We would suggest your placing an order at present in case the new crop may fail.建議你們現在訂購,以防新貨歉收。 2)in any case 無論如何
In any case we are unable to effect shipment in this month. 這個月我們無論如何無法發運。 3)in case of 假若,如果,萬一
In case of offer, please quote your best price. 如能報盤,請開最低價。
4)in no case 決不
Your may be assured that in no case will the L/C be delayed. 你方可放心,信用證決不會遲開。 5)in the case of 就??而言,至于
In the case of payment terms, we are unable to accept D/P at 60 day’s sight.我方無法接受遠期60天的付款交單。 6)in this case 假使這樣,既然這樣
In this case, we will not fail to cable you an offer. 如果這樣,定去電給你報盤。
7)such being the case 情況既然如此
Such being the case, we regret being unable to make you an offer at present.抱歉我們目前無法報盤。
至于付款條件,情況既然如此,7
常見詞匯 2-11 to be only too glad to?
too前若有only, all, but, ready修飾時,結構表示肯定,相當于to be very glad to?, to be much glad to?, to be very much pleased to?, to be more than pleased to? 十分樂于做某事??
請注意:若“too”前面沒有only時,就有反義的含義。
I would be only too glad to go with you. 我很樂于與你同行。
We would be only too glad to make offers on RMB basis. 我們十分樂于以人民幣為基礎向你方報盤。
Your letter of credit arrives here too late for us to ship your order before the end of this month. 你們的信用證到的太遲我們不能在本月底以前裝運你方定貨。
? Supplements: 1.words 單詞
interest, inquiry, line, enclose, appreciate expressions 商業用語
state-operated corporation 國營公司
state-designated second grade enterprise 國家指定二級企業
collective-owned enterprise 集體企業
individual-owned enterprise 私營企業
merchandising enterprise 商業企業
township/rural enterprise 鄉鎮企業
barter trade 易貨貿易
compensation trade 補償貿易
frontier trade 邊境貿易
transit trade 轉口貿易,過境貿易
trade friction 貿易摩擦
trade gap 貿易失衡
classified catalogue 分類目錄
descriptive catalogue 帶有說明的目錄
illustrated catalogue 有插圖的目錄
catalogue of industrial products 工業產品目錄
for your examination 供你方參考, 供你方查閱
financial position 財務狀況
cash position 現金頭寸
easy position 頭寸寬裕
to cover position 軋平頭寸
Sales Confirmation 銷售確認書
Sales Contract 銷售合同
in your district 在你地區，在你處
phrases 短語
in case, in any case, in case of, in no case, in this case, such being the case 2.discriminations辨析 industrial與industrious begin, start與commence appreciable與appreciative 3.grammar points 語法點 當if條件句中有助動詞should, had或were時,則可以省去if,而將should, had, were置于句首,從而構成倒裝虛擬句,意義不變。
look forward to, recommend, We very much regret that?, to be only too glad to? too?
4.Wide selection of writing多種寫作選擇
We are trading company involved in import and export business.我們是一家經營進出口業務的貿易公司。
We owe your name and address to the Commercial Counseller’s Office of the ?Embassy?
我們是從??大使館商務參贊處那得知你公司名址。
Through the courtesy of ? in ?， we notice that you are interested in doing business with us.承蒙在??的推薦，我們得知你方有意和我們做生意。
The Foreign Department of the Bank of China here has recommended your corporation as being interested in establishing business relations with?
在此地的中國銀行的海外部推薦你公司有意與做生意。
Your communication of the 28th May addressed to our sister corporation in ? has been passed on to us for attention and reply.你5月28日的信已轉交給在??的我姊妹公司處理并給予你方答復。
常見詞匯 2-1 inquiry 1)n.調查,詢問,詢盤,要貨。
通常用make inquiries表示詢問,很少用單數,(指具體商品時,通常用介詞for。指一般情況通常用介詞about)。
在日常生活中inquiry和enquiry只是拼法不同,沒有什么區別。
名詞enquiry是動詞 enquire的派生詞。
We will make inquiries about the business possibilities of this new product of yours.我們將調查一下你方這種新產品的銷售可能性。
We will make inquiries at(of)the shipping company regarding the reason for the delay of the vessel.我們將向輪船公司詢問此輪遲誤的原因。
We thank you for your enquiry for carpets.我們謝謝你對地毯的詢盤。
There are large enquiries for iron wire from the Mid-east countries. 中東國家擬購大量鐵絲。
At the moment there are only small enquiries for this class of goods.目前對這種貨物僅有小數量的詢盤。
2)v.詢問,詢價,要貨
We acknowledge receipt of your letter of May 30 enquiring for alarm clocks. 你方5月30日詢購鬧鐘的來信收到。
? Afterclass Exercise
Write a letter to a foreign company for establishing business relations covering the following contents：請依下列內容致信一外企以與之建立業務關系：
1.the source of your information 2.your intention 3.your business scope 4.the reference as to your firm?s financial standing 5.your expectation
Chapter Three Enquiries
第3章 詢 盤
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 7 Sample Letters 7封樣信
Supplyment 補充：Some Useful Sentences on Enquiries.詢盤常用例句
Terms Used in Making Enquiries 詢盤專業術語
? Main Points: 1.根據2000年國際貿易術語解釋通則，所有的術語分為4個基本不同的類型。
一組為“E組”(EXWORKS),指賣方僅在自己的地點為買主備妥貨物；第二“F組”(FCA，FAS和FOB)，指賣方將貨物交至買方指定的承運人；第三組“C”(CFR，CIF，CPI和CIP)指賣方須訂立運輸合同，但對貨物滅失或損的風險以及裝船和啟運后發生意外所發生的額外費用，賣方不承擔責任；第四組“D”組(DAF，DES，DEQ，DDU和DDP)，指賣方須承擔把貨物交至目的地國所需的全部費用和風險。
2.在國際貿易中，付款時間分為3種。
1)交貨前付款(Payment before delivery)2)交貨時付款(Payment as delivery)3)交貨后付款(Payment after delivery)
支付方式：
1)匯款 Transfer/Remittance Mail Transfer M/T 信匯
Telegraphic Transfer T/T 電匯
Banker?s Demand Draft D/D 票匯
2)托收 Collection Documents against Payment D/P 付款交單
Documents against Acceptance D/A 承兌交單 3)信用證 Letter of Credit L/C Irrevocable Letter of Credit 不可撤銷的信用證
Confirmed Letter of Credit 保兌信用證
Transferable Letter of Credit 可轉讓信用證
Sight Letter of Credit 即期信用證
Usance(Term, Time)Letter of Credit 遠期信用證
Anticipatory Credit 預支信用證
Revolving Letter of Credit 循環信用證 Documentary Letter of Credit 跟單信用證
Clean Credit 光票信用證
4)分期付款
3.Words單詞
range, price, sample, order, quality, custom, require Expressions商業用語
actual price 實際價格
advanced price 上漲了的價格
average price 平均價格 securities dealer 證券商
dealership additional quantity average quantity considerable quantity corresponding quantity as per sample counter sample equal to sample full range of sample accept an order article made to order bank money order state credit
state loan
state of business average quality bad quality
below the average quality freight tariff green barriers to trade non tariff barrier(s) currency regulations detailed regulation economic regulation agent an litern agent middleman agent service
actual(physical)delivery forward delivery near delivery
prompt cash prompt delivery prompt payment marine surveyor survey report Phrases 短語
經銷權,代理權 追加數量
平均數量
大數量
相應的數量 按照樣品
反樣,對等貨樣 和樣品相同
全套樣品 接受訂單 定制品
銀行匯票 國家信用 公債
經濟情況平均質量 劣質量
一般水平以下的質量 運費費率表
綠色貿易壁壘 非關稅壁壘
外匯條例 細則
經濟調整 訴訟代理人
代理中間人 代理業務 實際交貨 遠期(運貨)近期(交)貨
即時付現
即期交貨、即期交付
即期付款
海事鑒定人 鑒定報告 11
at a discount, place one?s order, place an order with sb., invite one?s attention to?, in good time, Please be(rest)assured of?, for your information, at?request(at the request of...)4.Discriminations 辨析
examine, inspect, scrutinize, audit與check order與indent gbuy與purchase select, elect, pick與choose mill, factory, plant與works 5.Grammar Points 語法點
suggest,demand, expect, require “介詞＋which”結構的定語從句
6.Wide selection of writing多種寫作選擇
Many reports have been received from our selling agents in Hong Kong,?
已收到許多來自香港的銷售代理人的報告??
have received＝be in receipt of 以下幾種表達方式,意義相同,在日常信中常常遇見。 We are in receipt of your letter?
We acknowledge receipt of your letter? We acknowledge your letter?
We have for acknowledgement your letter? We have received your letter?
We have the pleasure of acknowledging receipt of your letter?
? Supplements 1.根據2000年國際貿易術語解釋通則，所有的術語分為4個基本不同的類型。
一組為“E組”(EXWORKS),指賣方僅在自己的地點為買主備妥貨物；第二“F組”(FCA，FAS和FOB)，指賣方將貨物交至買方指定的承運人；第三組“C”(CFR，CIF，CPI和CIP)指賣方須訂立運輸合同，但對貨物滅失或損的風險以及裝船和啟運后發生意外所發生的額外費用，賣方不承擔責任；第四組“D”組(DAF，DES，DEQ，DDU和DDP)，指賣方須承擔把貨物交至目的地國所需的全部費用和風險。
2.在國際貿易中，付款時間分為3種。
1)交貨前付款(Payment before delivery)2)交貨時付款(Payment as delivery)3)交貨后付款(Payment after delivery) 支付方式：
1)匯款 Transfer/Remittance Mail Transfer M/T 信匯
Telegraphic Transfer T/T 電匯
Banker?s Demand Draft D/D 票匯
2)托收 Collection Documents against Payment D/P 付款交單
Documents against Acceptance D/A 承兌交單 3)信用證 Letter of Credit L/C Irrevocable Letter of Credit 不可撤銷的信用證
Confirmed Letter of Credit 保兌信用證
Transferable Letter of Credit 可轉讓信用證
Sight Letter of Credit 即期信用證
Usance(Term, Time)Letter of Credit 遠期信用證 Anticipatory Credit 預支信用證
Revolving Letter of Credit 循環信用證
Documentary Letter of Credit 跟單信用證
Clean Credit 光票信用證
4)分期付款
3.Words單詞
range, price, sample, order, quality, custom, require Expressions商業用語
actual price 實際價格
advanced price 上漲了的價格
average price securities dealer dealership additional quantity average quantity considerable quantity corresponding quantity as per sample counter sample equal to sample full range of sample accept an order article made to order bank money order state credit state loan
state of business average quality bad quality
below the average quality freight tariff green barriers to trade non tariff barrier(s) currency regulations detailed regulation economic regulation agent an litern agent middleman agent service actual(physical)delivery forward delivery near delivery prompt cash prompt delivery prompt payment marine surveyor
平均價格 證券商 經銷權,代理權
追加數量
平均數量
大數量
相應的數量
按照樣品
反樣,對等貨樣 和樣品相同
全套樣品 接受訂單
定制品
銀行匯票 國家信用 公債
經濟情況
平均質量 劣質量
一般水平以下的質量 運費費率表
綠色貿易壁壘 非關稅壁壘
外匯條例
細則 經濟調整
訴訟代理人
代理中間人 代理業務 實際交貨
遠期(運貨)近期(交)貨
即時付現
即期交貨、即期交付
即期付款
海事鑒定人
survey report 鑒定報告
Phrases 短語
at a discount, place one?s order, place an order with sb., invite one?s attention to?, in good time, Please be(rest)assured of?, for your information, at?request(at the request of...)4.Discriminations 辨析
examine, inspect, scrutinize, audit與check order與indent gbuy與purchase select, elect, pick與choose mill, factory, plant與works 5.Grammar Points 語法點
suggest,demand, expect, require “介詞＋which”結構的定語從句
6.Wide selection of writing多種寫作選擇
Many reports have been received from our selling agents in Hong Kong,?
已收到許多來自香港的銷售代理人的報告??
have received＝be in receipt of 以下幾種表達方式,意義相同,在日常信中常常遇見。 We are in receipt of your letter?
We acknowledge receipt of your letter? We acknowledge your letter?
We have for acknowledgement your letter? We have received your letter?
We have the pleasure of acknowledging receipt of your letter?
? Afterclass Exercise:
Draw a letter of a general enquiry asking for all the information you need.Chapter Four Offers 第4章 報 盤
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 5 Sample Letters 5封樣信
Supplyment 補充：Some Useful Sentences on Offers.報盤常用例句
Terms Used in Making Offers 報盤專業術語
? Main Points: 1.Words 單詞
offer, effect, subject, draw, stock, invoice, follow Expressions商業用語 to accept offer 接受報盤 to confirm offer 確認報盤 to decline offer 拒絕報盤 cargo receipt(陸運)貨運收據
deposit receipt 存(款)單、存款憑證、存放憑證
Phrases 短語
In reply, subject to?,result in, result from, to have/take pleasure in doing(to do)sth.to have/take the pleasure of doing(to do)sth., come into effect, in sb’s favour, in stock, out of stock, on hand, in hand, by hand, with regard to, 2.Discriminations辨析
offer與quote regrettable與regretful 3.Grammar Points 語法點
imperative adj.必須的(比necessary語氣為重，后面通常接that引起的從句，從句要用虛擬語氣，should往往省去。)
常見詞匯4-1 offer 1)n.報盤
(包括貨名、數量、規格、價格、船期、有效期等，通常和介詞for, of或on連用)Please make us an offer CIF London for(on)20 metric tons groundnuts.請給我們一個20公噸花生倫敦到岸價格的報盤。The offer is firm(valid, good, open, for effective, enforce)for two weeks.此報盤兩周內有效。
A Japanese seller has made us an offer at ￡120 per ton.一日本賣主向我報價每公噸120英鎊。
We are working on your offer of 200 kilos green tea.你方200公斤綠茶的報盤，我們正在執行。
2)v.報盤
If you can offer, please telex us.你方如能報盤，請電傳通知我們。
At present, we cannot offer more than 1000 short tons.目前，我們的報盤不能多于1000短噸。
firm offer 實盤
受盤人在有效期內表示完全同意，交易立即達成的報盤為實盤。表示有效期的方法：
We offer you firm subject to reply by 5 p.m.our time,Wednesday, 3rd, Oct..茲報實盤，以我方時間10月3日星期三下午5時以前答復為有效。We offer you firm subject to reply here by 10 a.m., Tuesday our time.茲報實盤,以我方時間星期二上午10時以前復到為準。
We offer you firm subject to your reply here within one week from today.茲報實盤，以自本日起一周之內你方復到為準。
non-firm offer 虛盤
發盤人沒有肯定的訂立合同的意旨，例如反映在發盤內容不明確(Not clear),或者主要條件不完備(Not complete),或者不是最后的(Not final),這種發盤對發盤人無約束力(Without engagement)。
We are ready to sell A?
我方準備賣A商品。
We offer A,Shipment July, CIF London sterling 500 per metric ton.我方報盤A商品，七月份裝船，每公噸CIF倫敦500英鎊。We offer?subject to our final confirmation.我方報盤??(各項交易條件)??以我方最后確認有效。We make you an offer subject to the goods being unsold.我方向你方報盤，以未售出為準。
We submit you this offer subject to prior sale.我方向你方報盤，以先售為條件。
We offer you subject to change without notice.我方向你方報盤，此報盤如有變化不另行通知。
與offer連用的動詞有：send, give, make, cable, telex, forward等。
與offer有關的常見短語
to accept offer 接受報盤 to confirm offer 確認報盤 to decline offer 拒絕報盤 to entertain offer 考慮報盤 to extend offer 延長報盤 to withdraw(cancel)offer 撤回報盤 to renew offer 恢復報盤
to reinstate offer 恢復報盤(恢復過期較久如十天前的報盤時)combined offer 搭配報盤 lump offer 綜合報盤,復合報盤 package offer 一攬子報盤 辨析：offer與quote offer如上所述，是報盤，應包括價格在內的各種交易條件，而quote意為“報價”，只涉及價格。The new crop is quoted on the Cotton Exchange at ￡30 per ton.棉花交易所中新貨報價為每噸30英鎊。
In case of offer, please quote us your lowest price in US dollars.報盤時，請以美元開最低價。
常見詞匯4-2 European Main Ports(EMP歐洲)主要口岸按照航運公會統一規定，EMP包括
意大利 Genoa 熱那亞
法國 Marseilles 馬賽
比利時 Antewerp 安特衛普
荷蘭 Rotterdam 鹿特丹
英國 London 倫敦
德國 Hamburge 漢堡
丹麥 Copenhagen 哥本哈根
常見詞匯4-3 receipt.n.1)收到，接到
We are in receipt of your letter of June 5.你方6月5日來函收到。
We acknowledge with thanks receipt of your letter of June 5.你方6月5日來函收到，謝謝。
The goods will be sent upon receipt of your remittance.收到你方匯款后即發貨。
We are in receipt of your letter of August 2 offering us 50 metric tons of the captioned goods at RMB ￥2250 per metric ton on the usual terms. 我們收悉你8月2日函，向我方供應50公噸標題貨物，慣常條款，每公噸2250元人民幣。
2)收據，收條
cargo receipt(陸運)貨運收據
deposit receipt 存(款)單、存款憑證、存放憑證 freight receipt 運費收據
mate?s receipt 大副收據、收貨單 parcel post receipt 郵包收據
3)(復數)收入、收進的款項或物
This month’s receipts are estimated to be in the region of ￡20 000.本月進款估計在2萬英鎊上下。
? Supplements 常見詞匯4-4 Terms Used in Making Offers 市場報盤常用語 market area 市場區域
market condition 市場狀況
market fluctuation 市場波動
market information 市場情報
market price 市場價格 market report 市場報告
market research 市場研究
market risk 市場風險
market survey 市場調查
domestic market 國內市場
foreign market 國外市場
forward market 期貨市場
futures market 期貨市場
overseas market 國外市場
money market 貨幣市場
product market 產品市場
spot market 即期市場
stock market 股票市場
market glut 市場飽和
market quotation 市場價格
market structure 市場結構
market shortfall 市場供應不足
market transaction 市場交易
marketing blitz 營銷戰
market value 市(場)價(格)，市值
put sth on the market 把??投放到市場
take market sharing 搶占市場份額
open up new market 開拓新市場
active 活躍的advancing 旺盛的animated 有生氣的bearish 下跌的brisk 興旺的bullish 興旺的declining 衰退的depressed 不景氣的dull 退緩的，呆滯的easy 輕松的excited 緊張的feverish 波動的firm 穩定的flat平穩的inactive 不活躍的overstocked 存貨過多的quiet平靜的
panicky 驚慌的，恐慌的sluggish 滯緩的steady 穩定的weak 疲軟的
? Afterclass Exercise: Write a letter to the buyers, stating that you have plenty of the goods they need and you can offer them.Chapter Five Counter-Offers
第5章 還 盤
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 5 Sample Letters 5封樣信
Supplyment 補充： Some Useful Sentences on Counter-Offers.還盤常用例句
? Main Points: 常見詞匯 5-1 worth
1)adj.a.值??的，相當于??價值的
The Sales Contract was worth around $250 000.這份銷售合同約值25萬美元。
b.值得??的，有??的價值的(后面可直接接名詞或動名詞)We don’t agree with you that it is a mere trifle not worth bothering about.你方認為那只是一件小事不值得擔心，我們不同意。
We should say that this new product of ours is well worth your effort to promote.我們認為我們的新產品很值得你方努力推銷。
The order is too small to be worth the expense of opening an L/C for.這筆訂貨太小，不值得花錢開信用證。
2)n.a.價值，貨幣價值，物質價值
The actual worth of this parcel is well over $100 000.這些貨的實際價值大大超過10萬元。b.值一定金額的數量
Last year we shipped to you ￡800 000’s worth of chemicals.去年我們給你方裝運了價值80萬英鎊的化工商品。
辨析：worthless, valueless與priceless worthless 無價值的，無用的
valueless 無價值的，沒用的，無效果的 priceless 無價的，極其貴重的
This contract is now worthless.這份合同現在毫無價值了。The necklace is valueless.這條項鏈不值錢。
Control of the sea was a priceless asset to the union.對聯邦來說，對海的控制權是極寶貴的財富。
常見詞匯5-2 account 1)n.賬目，賬款，賬戶
We keep an account with the Bank of China in Beijing.我們在北京中國銀行開有賬戶。
a.for account of 為??，代??，受??委托
We hereby issue an irrevocable L/C in your favour for account of China Trading Co., Shanghai.茲受上海中國貿易行的委托，開給你方不可撤銷的信用證一份。
b.(to be)for sb’s account, for the account of sb.由某人負擔
The arbitration fees shall be for the account of the losing party.仲裁費用須由敗訴一方負擔。
c.on account of 由于，因為
On account of lack of direct steamer, please allow transhipment in your L/C.因為沒有直達船，在你的信用證中請注明準許轉船。
On account of difference in taste, your designs do not suit this market.由于趣味不同，你的設計款式不適于此間市場。
d.to take?into account 考慮，重視
You should take into account not only the price but also the quality.你應予以考慮的不僅是價格，而且還有質量。
e.on one?s own account 為自己的利益，自行負責
We buy this commodity for a friend of ours, not on our own account.此商品是我們代朋友買的而非為自己。
f.not on any account 無論如何不
Not on any account shall the safe be opened without my express orders.沒有我明確的指示，無論如何不能打開保險箱。
有關account的常見短語
auditing of account 查賬
capital account 資本賬戶
common account 共同賬戶
keeping current account 流水賬的登記
running account 流水賬
sales for account 賒賬
accountancy 會計職業
accountancy firm 會計機構
accountancy law 會計法
accountancy section 會計科，核算科
accountancy service 會計業務
accountant 會計師，會計員
certified public accountant 注冊會計師
chartered accountant(英)注冊會計師
general accountant 總會計師 accounting 會計學，會計，核算
accounting period 會計年度，會計結算期
economic accounting 經濟核算
managerial accounting 管理會計學
management accounting 管理會計
2)v.與 for 連用
a.說明(原因等)，是??的原因
It is impossible for us to account for the delay.我們無法解釋耽誤的原因。
b.(指數量等)占??
Oil exports account for 30% of the total export bill.石油出口額占出口總賬單的30%。
? Supplements
1.Words 單詞
worth, account Expressions商業用語 come to business 成交 close a bargain put the deal through give one’s hands on bargain auditing of account 查賬 capital account 資本賬戶 common account 共同賬戶
Phrases 短語
at one?s earliest convenience, in view of, see one?s way(clear)to do sth.(doing sth), for account of, on the account of, to make an exception of 2.Discriminations辨析
worthless, valueless與priceless cope with與deal with 3.Grammar Points 語法點
much as是復合從屬連詞，引導讓步狀語從句，表示“雖然很??”。此外，inasmuch as, insomuch as, in as much as, in so much as(分開寫比較文謅謅的，不常用)均是復合從屬連詞，引導原因狀語從句，表示“因為、由于、既然??”。
? Afterclass Exercise:
Suppose you are intend to buy 500-1000 reams of A4 poster paper.Before you place an order, you’d like to see some samples and know something about price, earliest delivery date and terms of payment.You are requested to write ：
(A)a letter of enquiry(B)a letter of offer according to the given situation
Chapter Six Conclusion of Business
第6章 成 交
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 6 Sample Letter 6封樣信
Sample Sales or Purchase Contracts 4個銷售或購買合同樣本
Supplyment 補充： Some Useful Sentences on Conclusion of Business.成交的常用例句。
? Main Points: 常見詞匯 6-1 mark 1)v.加標志，標志，記下，記錄
Goods are to be marked with our initials in a diamond(circle, triangle, etc).貨物應標上我方縮寫名稱，外加菱形(圓形，三角形等)。
Please mark the case as per the drawing given.箱上請照所給的圖樣加標志。
Unless you advise to the contrary, we will mark the package the same as before.除非你方另有通知，我們仍將在貨包上刷以前的標志。
This transaction, though small in amount, marks the beginning of our formal business relationship.這筆交易金額雖小，卻標志著我們雙方正式業務關系的開始。
Mark down the number of packages that are discharged into the lighter.記下卸入駁船的件數。
2)n.標記；(僅用單數)標準
Please telegraph marks and destination.請電告嘜頭式樣及目的港。
post mark 郵戳
price mark 價格標簽
shipping mark 裝運標記，裝船嘜頭
trade mark 商標
Your last shipment was somewhat below the mark.你方上次發貨有點兒低于標準。The quality is up to the mark.質量合乎標準。
常見詞匯 6-2 note 1)n.a.注意
Please take note of the above.請對以上加以注意。
We have taken careful note of your shipping instructions.我們對你的裝船要求已予以密切注意。
The matter is worthy of note.此事值得注意。
b.票據，單據，紙幣，通知(單)account note 賬單
bank note 鈔票，紙幣，銀行券
booking note 訂艙單
consignment note 鐵路運單
counterfeit banknote 假鈔票
credit note 貸方通知單
debit note 借方通知單
delivery note 提貨單
postal note 郵匯單
protest note 拒付通知
short-term note 短期票據
transfer note 匯票
treasury note 國庫券
2)v.記錄，記下，注意(到)，得悉，(特別)提到
Please note down all the details.請記下全部細節。
You may have noted that the market has dropped.你方可能已注意到行市已下跌。
We have received your letter of July 8, contents of which have been duly noted.你方7月8日來信已收到，內情盡悉。
Our products are noted for their attractive colours.我們的產品，以其鮮艷動人的顏色聞名于世。
In his speech he first noted the importance of the policy.他在講話中首先提到這項政策的重要性。
常見詞匯 6-3 ply n.(木的)層，(布的)厚度；(繩或紗的)股
two plies of cloth 二層布
two-ply wood
二層膠合板
three-ply knitting wool 三股毛線
辨析：coat/coating, deck, layer, storey, tier與veil coat/coating 由油漆或顏色等形成的涂層。此外也常用來表示與涂層厚薄相似的灰塵等。deck 任何類似甲板的地方(如公共汽車的層面)layer 地質學術語，通常指巖層或地層，又多指數層中的“一層”。
storey 計算建筑物高度的“層”和具體的居住“層”。
tier 通常指“階梯式的層”或“兩層之間有一定空間的層”，同時也指“社會的階層”。
veil 主要含義是婦女用的“遮面紗”，面紗輕而薄有隨風拂動的特點，因而人們常用
veil 比喻云霧之薄層。
與coat有關的短語
a new coat of paint 一層新油漆
a coat of dust 一層灰
floating coat 中層漆
two coats of whitewash 兩層白灰
the top deck of a double-decker bus 兩層公共汽車的頂層
a layer of clay 一層泥土
a layer of jam 一層果醬
a layer of snow 一層雪
That is a building of six storeys.That is a six-storied building.那是一幅六層高樓。
tiers of terraced fields 層層梯田
two tiers of arches 二層牌樓
the lowest tier of society 社會最低層
a veil of cloud 一層薄云
a veil of mist 一層薄霧
? Supplements: 1.Words 單詞
allow, cover,mark Expressions商業用語
bridge the gap 彌合差距 bridge over the gap close the gap post mark 郵戳
price mark 價格標簽
shipping mark 裝運標記，裝船嘜頭 trade mark 商標
Phrases 短語
as a result of, with a view to, in conformity with, in conformity to 2.Discriminations 辨析
coat/coating, deck, layer, storey, tier與veil 3.Grammar Points 語法點
lest是從屬連接詞，引導目的狀語從句，從句中常用should或動詞原形。
? Afterclass Exercise:
Translate the letter into English: 接到你公司9月5日印花細布定單，非常高興，并歡迎你公司成為我公司的客戶之一。
現確認按你方來信列明價格供應印花細布，并已安排下周由“公主號”輪裝出。深信你公司 收到貨物后，定會感到完全滿意。
你公司也許不甚知道我公司的經營范圍，現附上目錄一份。希望這首批定單將導致彼此更多的業務往來，展開愉快的工作關系
Chapter Seven Terms of Payment
第7章 支付條件
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 8 Sample Letters 8封樣信
Supplyment 補充：Some Useful Sentences on Terms of Payment.支付條件常用例句。
Terms used in Making Payment 支付的專用術語
countries’ currency units 128個國家的貨幣單位
? Main Points: 常見詞匯 7-1 invoice
有關invoice的常見短語
commercial invoice 商業發票
customs invoice 海關發票
provisional invoice
臨時發票
consular invoice
領事發票
official invoice
正式發票
proforma invoice
形式發票(預開發票)
常見詞匯7-2 1.pay 1)vi.付款，值得，合算
pay in advance 預付
pay in cash 付現金
pay by check 支票付款
pay in instalments 分期付款
pay on delivery 貨到付款
It does not pay to buy in small quantities.小量購買不合算。2)vt.付(款項，費用等)；給予(注意等)；進行等
We trust you will pay our draft on presentation.我們相信你方在見到我們的匯票時即照付。
If this change is effected, we will have to pay rather heavy expenses.如果做這項改變，我們將不得不付出相當大的費用。
2.payment n.(不可數)支付；(可數)支付的款
terms of payment 或 payment terms 付款條件
payment on deferred terms 遲期付款
monthly payments of RMB ￥30 000每月付款人民幣30 000元，付某種費用的款，如發票，費用，傭金等，常用in payment of,如：
We enclose a cheque for US$2000.37 in payment of all commissions due to you up to date.茲附去2000.37美元支票一張，付截至目前所欠你方的全部傭金。
付某種具體實物的款，如商品，廣告，樣品等，常用in payment for,如：
We have received your cheque for DM9800.00 in payment for the carpets ordered as per your letter of May 5th.茲收到你方支票一張，計9800.00德國馬克，以付你方5月5日函所訂購的地毯貨款。
常見詞匯 7-3 30 days L/C見票后30天議付的信用證
(a)Letter of Credit信用證是可數的普通名詞，有單復數之分，復數為Letters of Credit 信用證常用大寫縮寫an L/C Ls/C 即期信用證是letter of credit available by draft at sight, letter of credit payable against draft at sight, letter of credit available by sight draft, letter of credit payable against sight draft.商業書信中常簡稱sight L/C.遠期(或遲期)信用證是usance L/C或time L/C或term L/C.
見票后多少天議付的說法很多，以見票后30天議付的信用證為例。下面是較常見的幾種說法：
L/C available by draft at 30 days after sight;(usance/time/term)L/C at 30 days after sight;(usance/time/term)L/C at 30 days;30 days(usance/time/term)L/C
有關信用證的部分常見詞組：
confirmed L/C
保兌信用證
irrevocable L/C
不可撤銷信用證
transferable and divisible L/C 可轉讓與可分割信用證
documantary L/C
跟單信用證
revolving L/C
循環信用證
back to back L/C
背對背信用證
reciprocal L/C
對開信用證
? Supplements:
1.Words 單詞
accommodate, due, pay,tax Expressions商業用語
Cash against Documents 憑單證付款 Cash against Delivery 貨到付款
Cash against Shipping Documents 憑單付款 amount in figure 小寫金額 amount in words 大寫金額 commercial invoice 商業發票 customs invoice 海關發票 provisional invoice 臨時發票 consular invoice 領事發票
open account terms O/A terms 賒賬方式 pay in cash 付現金 pay by check 支票付款 pay in installments 分期付款 pay on delivery 貨到付款 come to an agreement 達成協議 reach an agreement 達成協議 brokerage house 經紀行 clearing house 票據交換所 tax avoidance 避稅 tax abatement 減稅 tax dodger 偷稅人
Phrases 短語
figure out, by all means, by means of, 2.Discriminations 辨析
in the course of與in course of 3.Grammar Points 語法點
a number of?后接名詞復數，用復數謂語動詞，強調數量
與此用法相同的還有： an average of? a total of?
a great many?
而the number of?，the average of?，the total of?后接名詞復數，用單數動詞，強調整體。
? Afterclass Exercise:
1.You’ve received a request to be a reference fro Spence—Crane Company, and you’re required to provide some information about their creditworthiness and reputation.However, your experience with them has been unsatisfactory just because they are not prompt in payment.So, you have to write an unfavorable reply to request for their credit information.2.A foreign buyer whom you do not want to loss has regularly paid his accounts promptly by banker’s draft, but payment of his last account is now eight weeks overdue.You wrote to him a month ago, but received no reply.Send him a second letter.Chapter Eight Establishment of L/C and Amendment 第8章 開立信用證和修改信用證
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 6 Sample Letters 6封樣信
Supplyment 補充：Some Useful Sentences on Establishment of L/C and Amendment 開立和修改信用證常用例句。
? Main Points: 常見詞匯8-1 1．pack 1)n.小包、小箱、小盒，包裝量
a six-pack of beer
半打裝啤酒
a pack of canned goods
一小箱罐頭食品
We will make you an offer when the new pack is available.有新貨罐頭時定給你方報盤。
2)v.包裝，把??打包或裝箱等
The goods are to be packed in iron drums.貨物須以鐵桶包裝。
The shirts will be packed each in a polyethlene bag, five dozen to a cardboard case.每件襯衫裝一塑料袋，五打裝一硬紙板箱。
2.package n.(中、小型的)包裹，包，捆；包裝(用料)When the shipment arrived, the packages were all intact, but many of them were found short of weight.貨到時，包裝完整無損，但其中有很多包被發現短重。
3.packaging n.(包裝方面的)裝潢，(效率高的、美觀的)包裝法，打包
packaging designing
裝潢設計
packaging industry
包裝裝潢業
You are outdistanced in the packing and packaging of the material.貨物的包裝和裝潢方面你方大大落后。
4.packing n.包裝；打包；包裝法
export packing
出口包裝
improper/faulty/poor/insufficient packing 包裝不良
inner packing
內包裝
outer packing
外包裝
packing charges/expenses
包裝費
packing list
裝箱單、花色碼單
seaworthy packing
適合海運的包裝
常見詞匯8-2 authority n.權力(后接動詞不定式或介詞for);當局(復數)有關authority的常見短語
competent authorities
主管當局
customs authorities
海關當局
exchange control authorities 外匯管制當局
government authorities
政府當局
licensing authorities
簽發許可證當局
money authorities
金融當局
port authorities
港務當局
Are we to understand that we have authority to do the best possible? 我們是否可以理解我們有權酌情處理? Please give us authority to settle the matter as we see fit.請給我們以相機處理此事的權力。
He has the authority of his home office for immediate(on the stop)decision.他的國內公司授權給他可以立即(當場)決定。
The buyer has already applied to the authorities concerned for import licence.買方已向有關當局申請進口許可證。
? Supplements: 1.Words 單詞
establish, prescribe, amend, acceptance, deliver, refund Expressions商業用語
export packing 出口包裝
improper/faulty/poor/insufficient packing 包裝不良 inner packing 內包裝
customs authorities 海關當局
exchange control authorities 外匯管制當局
Phrases 短語
few and far between, more often than not, call for, call on, abide by, 2.Discriminations 辨析
pack, packing, package 與 packaging annul, cancel, revoke, rescind 與 withdraw 3.Grammar Points 語法點 prescribe ? Afterclass Exercise:
Write a reply to the above letter with the following particulars: 1.由于我們的粗枝大葉(oversight),開立的信用證有錯誤，很抱歉。
2.今天早晨已通過我方銀行用電報修改第1125號信用證。3.我方需貨甚急，望即準備裝運。
4.倘若這批船貨到達后，買主覺得滿意，很可能將續訂。
Chapter Nine Packing, Shipping Marks and Shipment 第9章 包裝、運輸標志和裝運
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 8 Sample Letters 8封樣信
Supplyment 補充：Some Useful Sentences on Packing, Shipping Marks and Shipment.包裝、運輸標志和裝運的常用例句
Terms Used in Shipping 運輸專用術語
Lists of International Ports 國際港口列表
? Main Points: 常見詞匯9-1 susceptible adj.易受影響的，敏感的
辨析：liable, susceptible, subject與prone 這組詞均含有人或事物在性質上、情勢上處于某極易發生的狀態之意。
liable 指人們遇到或可能遇到的事情是由于服從權勢或因其生活狀況，屈服于某種無法控制的力量而引起后果。
susceptible 更強調人或事物的本質、特性、素質或性格。所有這些可以使事物失去抵 抗力或容易遭受某種痛苦。
subject 由于某種原因(如生活狀況、社會、經濟或政治地位、性情特點)趨向于必須遭受、忍受或經歷某事情。
prone 通常指人，很少指物，表示在不同程度上受到某事物的傾向性的制約，這種傾向性當情況順利時必定會產生。
Prospective buyers are liable to judge the quality of goods by appearance.有可能成為買主的人易于從外觀判斷貨物質量。
The goods you packed in wooden cases are susceptible to damage by moisture. 裝在木箱中的這批貨很容易被潮氣損壞。
Perishable goods are subject to damage in transit. 易腐爛的貨物在運輸途中容易損壞。One is more prone to make mistakes when one is tired. 當人們疲勞的時候做事就比較容易出毛病。
常見問題 9-2 有關嘜頭的常用語和短語
ABC in a diamond 菱形內ABC triangle 三角形
circle 圓形
rectangle 長方形
hexagon 正六角形
cross 十字形
downward triangle 倒三角形
star 星形
square 正方形
heart 心形
oval 橢圓形
three diamond 三菱形
this side(end)up 此面向上
Handle with care 小心輕放
With care 小心搬運
No hook(Use no hook)請勿用鉤
Keep cool(keep in cool place)放置冷處
Keep dry 保持干燥
Keep away from boiler 遠離鍋爐
Store away from boiler 遠離鍋爐
Inflammable 易燃貨物
Fragile 當心破碎
Fusible 易熔
Explosives 易爆貨物
Glass with care 小心玻璃
Poison 小心有毒，有毒
Open here 從此開啟
Sling here 此處吊索
To be kept upright 豎立安放
Keep away from heat 隔離熱氣
Perishable 易壞貨物
Guard against damp(wet)勿使受潮
No smoking 嚴禁煙火
Keep flat(stow level)注意平放
Not to be thrown down 不可拋擲
常見術語9-3 Terms Used in Shipping 運輸中的常用術語
Airway Bill of Lading 空運提單
ballast 壓艙貨
berthage 泊位費
bulk cargo 散裝貨
cargo plan(stowage plan)積載圖
dangerous cargo 危險貨
general cargo 雜貨
light cargo 輕泡貨
live cargo 鮮貨
reefer cargo 冷凍貨
return cargo 回運貨
through cargo 直達貨、聯運貨
transit cargo 過境貨、轉載貨
charges 費用
shifting charges 移泊費
pilotage 引水費
lighterage 駁船費
surcharges 附加費
tally charges 理貨費
waiting charges 待時費
towage 拖船費
trimming charges平艙費
stevedorage 船內裝卸費
dead freight 空船費
dockage(wharfage)碼頭費
out of packet expenses 零星雜費
partial shipment 分批裝運
loading capacity 裝載量
notice of readiness 備裝通知
dunnage 襯木
EMP(European main ports)歐洲基本港
ETA(estimated time of arrival)預抵期
FIO(free in and out)船方不負責裝卸費
FI(Free in)船方管卸不管裝
FO(Free out)船方管裝不管卸
Berth terms 船方管裝管卸
Liner terms 船方管裝管卸
Gross Terms 船方管裝管卸
forwarding instructions 裝運說明
freighter 貨船
general cargo vessel 雜貨船
ice-free port 不凍港
indemnity 罰金
itinerary map 航線圖
laydays 停泊期
lighter 駁船
tanker 油輪
passenger ship 客船
pilot 領航員
seamen’s club 海員俱樂部
seasonal port 季節港
tug 拖船
tonnage dues 噸稅
? Supplements: 1.Words 單詞
compensation, sail, oblige, respectively Expressions商業用語
in sound condition
狀況良好 in perfect condition in a damaged condition 損壞狀態 in a mouldy condition 受潮狀態
shipping company 輪船公司，船務公司
shipping instructions 裝運須知 shipping advice
裝運通知 ante—dated B/L
倒簽提單
advanced B/L
預借提單
Charter Party B/L
包租船提單
clean on board B/L
清潔已裝船提單 container service 集裝箱業務 unloading charges 卸貨費，卸車費 unloading point
卸貨地點
Phrases 短語
be liable for, be liable to, 2.Discriminations 辨析
liable, susceptible, subject 與 prone shipping instructions 與 shipping advice oblige, force 與 compel
? Afterclass Exercise:
1.Write to a firm of shipping agents asking them to arrange for consignment to be collected from your factory and make all arrangements for transportation on Dares Slaam.Include imaginary particulars as to nature of consignment, names and addresses of consignors and consignee, and say who will take delivery of the consignment upon arrival.2.As secretary of Harding & Co.of Hull, write to Scandinavian Liners Ltd.for details of their sailings to Norway and Sweden and for quotations of their rates for manufactured woolen goods.33
Chapter Ten Insurance 第10章 保險
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 6 Sample Letters 6封樣信
Supplyment 補充： Some Useful Sentences on Insurance 保險的常用例句
Terms Used in Insurance 保險專用術語
? Main Points: 1)insurance n.保險
部分常用詞組
insurance agent 保險代理人 insurance amount 保(險)額 insurance certificate 保險憑證 insurance claim 保險索賠 insurance company 保險公司 insurance cover保險 insurance coverage 保險范圍 insurance endorsement=insurance rider 保險批單 insurance policy 保(險)單 insurance premium 保(險)費
insurance declaration 保險聲明書，保險通知書 air transportation insurance 航空運輸保險
marine insurance 水險，海上保險，海運險 ocean marine cargo insurance 海洋運輸貨物保險 overland insurance 陸運保險 overland transportation insurance 陸上運輸保險
parcel post insurance 郵包保險
to arrange insurance 投保，洽辦保險 to cover insurance 投保，洽辦保險 to effect insurance 投保，洽辦保險 to provide insurance 投保，洽辦保險 to take out insurance 投保，洽辦保險
說明保險情況時，insurance后接介詞的一般用法：
表示所保的貨物，后接on,如insurance on the 100 tons of wool;表示投保的險別，后接against,如insurance against all risks;表示保額，后接for,如insurance for 110% of the invoice value;表示保險費或保險費率，后接at,如insurance at a slightly higher premium, insurance at the rate of 5?;表示向某保險公司投保，后接with,如insurance with the People’s Insurance Company of China. We have covered insurance on the 100 metric tons of wool for 110% of the invoice value against all risks. 我們已將100公噸羊毛按發票金額的110%投保一切險。
2)insure v.保險，投保
通常用作及物動詞，賓語一般為所保的貨物，如： Please insure the goods against all risks and war risk. 請將此貨投保一切險及戰爭險。
但賓語有時也可為投保的險別，如：
The insurance company here insures this risk with 5% franchise. 此間保險公司保此種險有5%的免賠限度。
有時也用作不及物動詞，如： Please insure against breakage.請投保破碎險。
過去分詞insured作定語構成的部分常用詞組：
insured amount(=insurance amount)保(險)額 insured cargo或insured goods 投保的貨物
insured還可作名詞用，前面加定冠詞，即the insured,作“被保險人”解。In international trade, by transportation insurance we mean that the insured, who is usually the importer or the exporter, covers insurance on one or several lots of goods against certain risks for a certain insured amount with the insurer, i.e.the insurance company, at an agreed premium.常見術語10-2 Terms Used in Insurance 保險中的常用術語
Aflatoxin Risk 黃曲霉素險
All Risks 綜合險（一切險）
Breakage of Packing Risk 包裝破碎險
Clash & Breakage Risks 碰損、破碎險
Failure to Deliver Risk 交貨不到險
F.P.A.(Free from Particular Average) 平安險
Fresh and/or Rain Water 淡水雨淋險
Damage Risks Hook Damage Risk 鉤損險
Import Duty Risk 進口關稅險
Intermixture & Contamination 混雜、玷污險
Risks Leakage Risk 滲漏險
On Deck Risk 艙面險
Rejection Risk 拒收險
Rust Risk 銹損險
Shortage Risk 短量險
S.R.C.C.(Strikes, Riots & Civil Commotions) 罷工、暴動及民變險 Survey at Jetty Risk 碼頭檢驗險
Survey at Customs 海關檢驗險
Sweating & Heating Risks 受潮受熱險
Taint of Odour Risk 串味險
T.L.O.(Total Loss Only) 全損險
T.P.N.D.)Theft, Pilferage & Non-delivery) 偷盜及提貨不著險 W.A.(With Average)=W.P.A.(With Particular Average) 水漬險
War Risk 戰爭險
perils of the sea 海上風險
extraneous risks 外來風險
total loss 全損
actual total loss 實際全損
constructive total loss 推定全損
absolute total loss 絕對全損
general average 共同海損
particular average 單獨海損
combined certificate 聯合憑證
contingency insurance 賣方利益險
China Insurance Clause 中國保險條款
Institute Cargo Clause 協會貨物條款
? Supplements: 1.Words 單詞
insure, cover, delete, endorse Expressions商業用語 insurance agent 保險代理人 insurance amount 保(險)額
insurance certificate 保險憑證 insurance claim 保險索賠 insurance policy 保(險)單
interest rebate 利息回扣
insurance rebate 保險回扣
endorsement in blank 無記名背書 endorsement in full 記名式背書
Phrases 短語
take out, in the event of, a matter of fact, 2.Discriminations 辨析 certify, attest, witness與vouch 3.Grammar Points 語法點
一些特殊的引導條件狀語從句的連詞 n/upon condition that? , according as?, assuming that?,expecting, given that?, if only?
4.Wide Selection of Writing 多種寫作選擇
insure the goods against Risks for 110% of invoice value with the insurance company...就某貨向某保險公司按發票金額的110%投保某險別?
to effect insurance on goods against Risks for 110% of invoice value with the insurer.....就某貨向某保險公司按發票金額的110%投保某險別?
?insure the good against Risks for invoice value plus 10%.按發票金額的110%投保某險別? Please insure F.P.A.or W.P.A.保平安險或水漬險
Please insure against All Risks 保一切險
? Afterclass Exercise:
Translate the following letter into English: 關于第號XXX 3 000 桶鐵釘的售貨合約，茲通知你方，我們已由倫敦中國銀行開立了第XXX號保兌的、不可撤消的信用證，計金額XXX英鎊，有效期至5月15日為止。
請注意（做到）上述貨物必須在5月15日前裝出，保險必須按發票價的150%投保“綜合險”。我們知道，按照我們一般慣例，你們只按發票價另加10%投保，因此額外保險費由我們負責。請按我們的要求辦理保險，同時我們等候你方的裝運通知。
Chapter Eleven
Agency
第11章 代理
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 5 Sample Letters 5封樣信Sole Agency Agreement 1 Sole Distributorship Agreement Supplyment補充：Some Useful Sentences on Agency 代理的常用例句
? Main Points: 常見詞匯 11-1 agent 1)n.代理人
We owe your name to ABC Company, through whom we have learned that you are seeking an agent here.承ABC公司告知你公司名稱，通過他們我們獲悉你們正在此地物色一家代理。
If you would appoint us as your agent, we could give you a reasonable guarantee to sell US$ 100 000 a month, because yours is a line we can handle well.假如你們委任我們為你方代理，我們保證每月銷售十萬美元，因為你方所經營的商品是我們最善于經營的。
The exporter may employ an agent living in the buyer’s country to push the sales of his products.進口商可以雇傭居住在買方國家的一位代理人，以推銷其產品。
2)agency n.代理
從本義講，agent 是a person authorized expressly or impliedly to transact business for another, called the Principal，即：明示或默認受權為委托方進行業務的人；agency是business, place of business of an agent，即：代理人的業務，代理人辦理業務的地點，也就是：代理業務，代理處。
agency agreement 代理協議
agency commission 代理傭金
sole agency(or: exclusive agency)獨家代理
例句：
The company has agencies in all parts of Africa.該公司在非洲各地均有代理。
Your application for sole agency for a period of one year is now under our careful consideration.我們正在仔細考慮你們擔任我們獨家代理為期一年的申請。
The volume of business done does not warrant entrusting you with exclusive agency at present.已達成的營業額還不足以使我們目前委托你方為獨家代理。
常見句式 11-2 Should you not be able to accept it, perhaps you could recommend some other reliable and well-established firms whom you might approach.前幾章中已見過此類句式。在此介紹一下非真實條件從句。非真實條件從句，顧名思義，是用來描述說話人想象的、非真實的情景的，這些情景通常是不可能發生的，與客觀實際相反的，或發生可能性極小，只表示說話者的一種主觀愿望、假想和建議等等。非真實條件從句表示對現在、過去、將來的事實進行虛擬時，主句和if從句中的謂語動詞形式如下：
表示虛擬的時間 if從句謂語形式 主句謂語形式
現在： did or were would(should, might, could)+ do 過去： had done or had would(should, might, could)+ have done(been)將來： were to(should)would(should, might, could)+ do 即虛擬語氣的三種基本形式：
(1)與現在事實相反：
If I had enough money, I would run a company of my own.如果我有錢，我要開一間自己的公司。
(2)與過去事實相反：
She would have come if she hadn’t been so busy.要不是忙，她就來了。
(3)與將來事實相反：
If I should win the lottery, I would buy a car.如果我能贏抽彩，我將買一輛車。
掌握上述虛擬語氣的三種基本形態、分別牢記在不同的時間(現在、過去、將來)情況下的非真實條件虛擬句中if從句和主句謂語動詞的對應形式是非常重要的。我們不妨歸納上述例子來看，非真實條件虛擬句的謂語時態比真實條件句的時態向“過去”方向推進了一層。
對現在虛擬 if+過去時，I would(should, might, could)do?
對過去虛擬 if+過去完成時，I would(should, might, could)have done?
對將來虛擬 if+should/were to do, I would(should, might, could)do?
常見詞匯 11-3 postpone v.延緩
辨析：defer, postpone, intermit, suspend與stay 這組詞均含有造成行動、活動或進程的推遲之意。
defer(1)指推遲到較晚的時間，一般強調有意的推遲。(2)指在完成，獲得或實現某事過程中，由于出現超出控制能力之外的情況而推遲。
postpone 表示有意拖延，一般指拖延到某一確切時間。
intermit 指暫時中止，通常作為調節的措施。尤其暗示間歇之后再開始的含義。
suspend 通常因為上下文中明確表達或未明確表達的原因(如個人愿望或法律約束)而暫時停止或使暫時不起作用。
stay 表示正在進行著的事情因中間受到阻礙，可能使其完全停止，但更經常指間歇、擱置或放慢速度。
例句：
I shall defer replying till I hear from him.我將等接到他的信息后再行答復。
Ship’s departure for 18 hours was deferred by the captain because of tornado.由于颶風，船長已推遲了十八個小時啟航。
In our opinion, we had better postpone the decision until a more appropriate time.在我們看來，最好等到一個較適當的時候再做決定。
We have to postpone offering for a few days.我們不得不推遲幾天報盤。
to intermit one’s efforts 暫停努力
Shall I suspend final decision until I have further evidence? 在我未得到進一步的證據之前是否暫不做出最后結論? The court has decided to stay the proceeding.法庭已決定暫緩進行這個訴訟程序
常見詞匯 11-4 indemnify 辨析compensate, indemnify與reimburse compensate(1)有時不指按法律規定償付債款，也不指無償服務，而強調付錢回報，這里錢被看做是所付出的服務、風險或花費時間的等值物。(2)用于上述意義時，該詞不意味著對他人負有義務或進行付錢，而常指進行平衡，如以好抵壞，以得補失這種平衡。
indemnify(1)指一種允諾或實際的對損失(如火災造成)或傷害(如事故)、損害(如戰爭或災害造成)所做出的賠償。(2)其詞義有時接近于compensate,多指抵消。
reimburse 指付還自己為贏利而花的錢或付還別人(如代理人或律師)為自己做事而花的錢。
例句：
You have to compensate us for the short shipment of 600 kilos.你方須為短裝600公斤給予賠償。
In order to compensate your purchases, we are allowed by our government to buy your handicrafts as much as 40% of the total value of your purchases.為了補償你方購貨，我國政府允許我公司購買高達你方購貨總值百分之四十的手工藝品。
Our users insist that you have to compensate for the inferior quality.我方用戶堅持認為，你方須為質次給予賠償。
He promised to indemnify me for my losses.他答應賠償我的損失。
We will indemnify you for any expenses you may incur on our behalf.我方會補償你方為我方所花的一切費用。
The applicant for the credit shall be bound by and liable to indemnify the banks against all obligations and responsibilities imposed by foreign laws and usages.凡由外國法律和習慣加于銀行的一切義務和責任，應由開證申請人承擔，他并應對銀行負補償之責。
We must reimburse him the costs of the journey.我們必須把旅費償還給他。
? Supplements:
1.Words 單詞
appoint, agency, agent Expressions商業用語
promising market 有銷路的市場 lose one’s market 失去買賣機會 agency agreement 代理協議 agency commission 代理傭金 for sale 待售 on sale 上市，出售 arbitration clause 仲裁條款 voluntary arbitration 自愿仲裁 bankruptcy law 破產法 bankruptcy proceedings 破產程序 consolidation by lease 租賃合并 consolidation by merger 吸收合并
Phrases 短語
act as 2.Discriminations 辨析
defer, postpone, intermit, suspend與stay agency與 agent compensate, indemnify與reimburse consolidation與merger agreement與contract 3.Grammar Points 語法點
非真實條件從句：
對現在虛擬 if+過去時，I would(should, might, could)do?
對過去虛擬 if+過去完成時，I would(should, might, could)have done?
對將來虛擬 if+should/were to do, I would(should, might, could)do?
一些否定短語如：in no way, in no case, at no time, by no means, in no sense, on no account ,under no circumstances 都可譯為“絕不”。這些否定短語常放在句首，但句子要倒裝。
4.Wide Selection of Writing 多種寫作選擇 This is to inform you that? 茲通知你方??
類似的句型較多，如：
This is to acknowledge? 茲收到??
This is to advise that? 茲通知?? This is to announce that? 茲宣布??
? Afterclass Exercise:
Translate the following letter into English: 我們仔細研究了你方9月10日函，現愿與你方進一步商談你方要求在蘇格蘭建立代處的建議。你方為詹姆士·內爾公司工作的情況，我們不了解，但鑒于你方在蘇格蘭的貿易關系，我們認為你方在該地發展我們的業務是可以大有作為的。
我們的最后決定取決于條款是否合適。因你公司司密斯先生將于下月訪問我地，我們愿與司密斯先生面談而不愿進行曠日持久的通訊往來。為此，請告司密斯先生何時來面談。
Chapter Twelve
Complaints and Claims
第12章 投訴和索賠
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: 7 Sample Letters 7封樣信
Supplyment補充：Some Useful Sentences on Complaints and Claims 投訴和索 賠的常用例句。Terms Used in Making Complaints 投訴的常用術語
? Main Points: 常見詞匯 12-1 claim 1)vt.a.索賠，索匯，索款；要求(應得)權利
Only the holder of the B/L may claim to be the owner of the shipment.只有提單持有人才能要求取得貨物的所有權。
Our customer claims 8p reduction per 1b on the 85 bales of Goathair shipped by M/V “Star”.對由“星”號輪運來的85包山羊毛，我方客戶要求每鎊減價8便士。
We have to claim from you ￡400 on this shipment for inferior quality.對這批發貨由于質次我方不得不向你方索賠400英鎊。
b.聲稱，宣稱，自稱，主張
The firm claims to be well placed for promoting the sales of your product.對于推銷你公司產品，該公司聲稱處于有利地位。
2)vi.索賠，提出要求
Buyers have claimed on us for short shipment.買主已因短裝向我方(提出)索賠。
Our users have claimed upon us for inferior quality.42
我方用戶已因質次向我方索賠。
3)n.(對權利等的)要求，索賠，索款，索匯
to lodge/file/enter/register/make/raise/put in a claim against/with sb on a certain shipment for a certain reason for amount of money?
對某批發貨由于某種理由向某人提出索賠金額為??
Buyers have lodged a claim on this shipment for RMB￥1500 for(on account of)short weight.由于分量短少，買主對此批貨索賠人民幣1500元。
We have already raised a claim against the insurance company for $310 for damage in transit.因運輸中受損，我們已向保險公司提出要求賠償310美元。
Our claim on your L/C No.84 has not been paid.我們對你的第84號信用證收匯沒有得到支付。
常見詞匯 12-2 responsible adj.辨析：responsible, answerable與accountable 這三個詞意義極相近，均表示可以指望用某物來滿足某人或使其得到補償。
responsible 表示通過履行職責或義務，完成任務、獲得信任或行使職權，而對給予 這些權力、義務或信任的人或機構負責。
answerable 表示某人因某事而對他人負有責任，此人出于道德或法律責任感，或由于為 他人接受這樣一種責任，而承受對違法或失職行為的懲罰。常指在法庭面前受罰。
accountable 也表示因某事對某人負責，或因某事而獲得信任，也肯定說明這種信任是如 何獲得的。
to hold sb responsible for sth.要某人負責某事。
to be responsible to sb for sth.向某人對某事負責。
During vanning(devanning)of containers, this Company is responsible for tally those containerized cargoes which the vessel is responsible for delivery/taking delivery of.對于船方負責對集裝箱內貨物進行交接的，在裝(拆)箱時，本公司負責對箱內貨物進行理貨。
He is answerable to me for his conduct.他對于他的行為該向我負責。
I shall be answerable for what he does.我將對他做的一切負責。
You are accountable to me for this money.這錢怎么用的，你應對我說明。
If anything happens to the boy, I will hold you accountable for it.如果這個男孩出什么事的話，我將讓你承擔一切責任。
We must hold you responsible for all consequences arising therefrom.由此發生的一切后果我們必須要你方負責。
Buyers(Sellers)must be held responsible.必須由買方(賣方)負責。
We are not responsible for the delay.遲誤的責任不在我方。
常見詞匯 12-3
“度”的常見英譯法
在科技語言中，“度”字是一個使用率很高的表示各種計量單位的字。按中文的習慣，“度”既可以表示電表、水表或溫度計上的刻度，又能表示眼鏡片深淺的屈光度或地理位置的經緯度，等等。然而，在英語里卻找不出一個適用于各種場合下的通用字。翻譯時，必須視不同的意境使用不同的英語對應字。如:(1)譯為 degree degree是普通用字，作“度”字的對應字使用時，多指溫度以及幾何學中弧和角的計算單位等。
The first well had a deviation of 1.7 degrees from the vertical.第一口井的斜度是1.7度。
The boiling point of water is 100 degrees centigrade.水的沸點是攝氏100度。
A right angle is an angle of 90 degrees.直角是角度為90度的角。
(2)譯為 temperature 或 reading temperature和reading 是兩個在表意上截然不同的字，盡管都與“溫度”有關。前者指的是氣溫的總稱，而后者指的是溫度的具體計量單位(unit of measurement for temperature)。當中文中的“度”字指的是某天的氣溫時，便與temperature形成特定條件下的對應關系，reading多指儀器上的量度。
What’s the temperature today? 今天氣溫多少度? Is there any difference between the day and the night readings? 白天的度數和夜間的度數有什么差別嗎?(3)譯為 strength strength作“度”字的對應字使用時，多指眼鏡片的深淺程度或酒、茶、咖啡、顏色等的濃度。
What’s the strength of the lenses of your glasses? 您的眼鏡多少度? The foreign guests are interested in the strength of the black tea.外國客人們對這種紅茶的濃度感興趣。
(4)譯為 parallel parallel的原義是(緯線)，因而只能與表明地理方位緯度的“度”字形成對應詞。
Beijing is close to the fortieth parallel of north latitude.北京靠近北緯40度。
This city is ten miles above the 38th parallel of the north.這座城市位于北緯38度線以北十英里。
(5)譯為per cent 或 point 當“度”字在具體中文句中表示的是含某物質的百分比時，常譯為per cent(或percent)。point表示的“度”，常指體溫的度數。
This spirit contains 55 per cent alcohol.這種酒55度。
His temperature has gone up 3 points.他的體溫升高了三度。
? Supplements: 1.Words 單詞
claim, sustain, bear Expressions商業用語
Survey Report on Quality 品質鑒定證明書 Survey Report of Weight 重量鑒定證明書
Phrases 短語
attribute to, due to, do with, have no choice but, be meant for 2.Discriminations 辨析
responsible, answerable與accountable “度”的常見英譯法
3.Grammar Points 語法點
表示原因狀語從句considering, since, seeing(that),now(that), given(that)4.Wide Selection of Writing 多種寫作選擇
lodge/file/raise/enter/make/put in/register a claim against sb/ with insurance company on shipment for reason for $.? Afterclass Exercise:
Write to your suppliers explaining that in a delivery of metal wastepaper bins twenty-seven were either slightly dented or badly scratched and that you have had to sell them at a price considerably below the recommended retail selling price.Submit a claim for the difference between the recommended retail price and the price at which the damaged bins were actually sold.45
Chapter Thirteen Invitation for Bids and Bid
第13章 招標和投標
? Time Allotment: Last Chapter and Homework Review(15 mins)Outline(10 mins)Main Points(45 mins)Supplements(15 mins)Afterclass Exercise(5 mins)
? Outline: Section One Invitation for Bids 第1節 招標 Section Two Bid 第2節 投標
Supplyment 補充：Some Useful Sentences on Invitation for Bids and Bid 招標和投標的常用例句。
? Main Points: 常見詞匯 13-1 loan 1)n.用作可數名詞，表示貸款；用作不可數名詞，表示借的動作。The rest can be obtained through bank loans.其余的可通過銀行貸款解決。
He said he had applied for fresh loan to save them from bankruptcy.他說，為了免于破產，他已經再借了一筆債。有關loan的常用短語：
day-to-day loan 日拆 demand loan 活期放款 industrial loan 工業放款
long-term loan 長期放款，長期貸款 non-interest bearing/interest-free loan 無息貸款 secured loan 抵押放款 domestic loan 內債
government/public loan 公債 loan作名詞時與之搭配的動詞有：
want(想要)，solicit(請求)，negotiate(洽商)，raise(籌集)，float(招募),arrange(安排),conclude(達成),contract(約定),give/make/provide/grant(給予)，have/get/obtain/receive(得到)，secure(擔保)，under-write(承保貸款風險)，repay/pay off/liquidate(清還)，renew(按原來條件展期)。
2)v.在美國英語中作及物動詞，表示借給，并可帶雙賓語；在英國英語中，表示借給的 動詞要用lend：
The house had been loaned to the Yales by its owner, who used it during summers. 房子的主人只有夏天才在這里住，現在把它借給耶爾家暫用。
辨析：loan,facility, advance與credit這組詞均指貸款
loan是貸款的總稱，是正式用語，多用于政府和國際金融組織的正式貸款。
facility是資金便利方面的特殊安排，多用于國際銀團和私人銀行對其客戶的便利貸款。advance指銀行為客戶墊款、預付、透支等給予金額不大，為期不長的貸款。
credit強調“信用”兩字，多用于商人間的出口信貸、買方信貸、賣方信貸；credit與 facility連用，則指銀行的信用貸款(credit facility)。例句：
The bank also extends export credit insurance facilities to cover risks undertaken by US exporters.銀行擴大出口信貸保險業務，給美國出口商承擔風險保險。The bank advanced me ￡2000. 銀行借給我二千英鎊。
A revolving credit of $125m has been signed between the World Bank and Turkey’s Agricultural Bank. 世界銀行與土耳其農業銀行簽訂了一億二千五百萬美元的循環信貸(協議)。
常見詞匯 13-2 bid 1)vt.(買方)出價，遞盤；(賣方)要價，索價；(拍賣時或商品交易所中)叫價，喊價 We do not think buyers will bid a higher price. 我們認為買主不會出更高的價格。
Last week we bid RMB ￥XX per ton for Green Tea.Now we can do a little better.上星期我們對綠茶遞價每噸人民幣××元。現在我們可以出得稍多一些。They have bid us $ 1.8 lower than you do.他們向我方要價比你方低1.8美元。
One minute before the auctioneer struck his hammer, a Chinese firm bid $ 35 for your product. 拍賣人擊槌前一分鐘，一家中國公司對你方產品出價35美元。
2)vi.(買方)出價，遞盤；(賣方)要價，索價；(拍賣時或商品交易所中)喊價，叫價；投標(以求承包一項工程或供應貨物) We hope you will bid for this article if you have interest in it. 你方若對此貨有興趣，望出盤。
We are sorry to say that you are bidding higher than Japanese manufacturers. 抱歉，你方要價比日本廠商還高。
Is nobody else going to bid? 再沒有別人出價了嗎? There were two firms bidding against each other on the new project. 有兩家公司競相投標以求承建這項新工程。
The firm decided to bid on the pipeline. 該公司決定投標以求承建這項管道工程。
3)n.(買方的)出價、遞盤；(賣方的)要價，索價；(拍賣時或商品交易所中)喊價，叫價；(承包工程的)投標。
We will try to get a bid from the buyers. 我們將試圖從買方獲得一個遞價。 Will no one make a higher bid? 再沒有人出價更高了嗎? 有關bid 的常用短語
bid bond 投標保證金 bid deadline 投標截止日期 bid documents 投標文件
bid guarantee 投標擔保，承包擔保 award of bid 決標 call for bids 要求開標
closed bid 寄密封信或拍賣，投標或拍賣 invitation to bid 招標
invite bid 招標，征求承包 lose a bid 未中標，承包落選
open bid 公開投標，開標，開啟承包書 public bid 不限范圍邀請參加的投標 sealed bid 密封投標，密封出價 submit bid 投標，提出承包書 win a bid 中標，得標，承包中選
acceptance of the bid 中標，得標
bid(投標)作名詞常與entertain, get, invite, make, open, reject, send in, submit, put in, withdraw, write等動詞搭配。
注意：商業英語中用作“投標，遞價，出價”解的動詞bid的過去式和過去分詞均用bid，不用bade和bidden。
作“投標”解釋時，tender有同樣意義。
invitation to bid=invitation to tender 招標 invitation for bid=invitation for tender 招標 to invited bid=to invite tender 招標 to call for bid=to call for tender 招標
常見術語 13-3 “費用”或“費”的常見英譯法
1)譯為fee或charge 這是“費用”或“費”的兩個最常用的英語等值對應字。
fee主要指服務性費用。這種服務既能以體力方式提供，又能以向他人提出具有專業性質的建議或忠告等形式提供(payment for service or professional advice)。如，律師、醫生、私人教師等所收之費用以及
入場費、入會費、掛號費等等均譯為fee。charge除了可指服務性費用外，間或也指對貨物或具體實物的收費(for goods)。
有關fee的常用短語
tuition(schooling)fee 學費
admission fee 入會費 doctor’s fee 醫生的診費 retaining fee(solicitors fee) 律師費 remittance fee 匯費 processing fee 加工費 charges for water and electricity 水電費 service charge 手續費 selling charge(commission)銷售費用 extra charge(surcharge) 附加費 storage charges(fee) 保管費 stowage charges (航運)depreciation charge 折舊費 advertising charges 廣告費 loading charges 裝貨費 transport charges 運輸費 例句：
You learn through failures—they’re like tuition fees. 通過失敗你也可以學到東西—這也可以說是交學費吧。For this service, the bank asks for a small fee. 為這一服務項目，銀行只收一點手續費。
2)expenses(expenditure)或 cost expenses和cost作“費用”的對應字使用時，多指“為某一特定需求而付出的消費性支出”expenses和cost為通用字，使用率極高，而expenditure為書面語體字，少用。有關expenses的常用短語
living expenses(the cost of living) 生活費
administrative expenses 辦公費 printing expenses 印刷費 board expenses 伙食費 hospitalization expenses 住院費 funeral expenses 喪葬費 entertainment expenses 招待費 military expenditures 軍費 current expenditure 經費
maintenance cost(expenses) 保養費(或維修費)production cost 生產費用 circulation costs 流通費用 cost of wear and fear 損耗費 financial expense 財務費用 depreciation expense(charge) 折舊費用 distribution expenses 推銷費用 clerical cost 辦公費用
。49 organization costs(expenses) 開辦費 advertising expenses 廣告費
例句：
All the travelling expenses will be borne by the host country. 旅費由東道國負擔。
With rising costs, it is difficult for him to make both ends meet. 由于生活費用的不斷上升，他很難使收支平衡。
I have kept track of the expenditures incurred on the trip. 對于旅途中的花費我一直作著記錄。
3)dues 或 tax dues作“費用”,“費”的對應字使用時，特指社會團體或組織的成員按本組織的有關規 定定期繳納的組織費用。在美國這種費用又可用tax表示。
trade-union dues 工會會費
membership dues 會費(美國用tax)party member dues 黨費 例句：
The matter of raising the dues was brought up at the meeting. 增加會費的問題在會上提了出來。
4)fare 和 freight 這兩個字作“費用”的對應字使用時，均用于特定場合：fare指車(船)費；freight指運 費。
bus fares 公共汽車費 taxi 計程車費 boat fares 船費 freight 運費 back freight 退貨運費 Freight paid 運費付訖 Freight to be collected 運費待收 例句：
A uniform fare of ten dollars for any distance. 不論遠近車費一律拾元。
5)譯為fund(s)funds作“費用”的對應字使用時，通常指“按事先擬好的計劃為特定目的定期付出的專款”，相當于中文“經費”所表達的意思。 有關fund(s)常用短語
welfare funds 福利費 funds for buying books 圖書購置費 funds for scientific research 科研費 relief fund 救濟費
6)譯為特定的名詞或詞組
英文中還有不少名詞或詞組作“費用”的對應字使用時，只能用在特定的場合。對這些譯法只能見一個記一個。現將最常見的介紹如下：
第二篇：外貿函電
Dear Miss Han, We are glad to learn from your letter that you have decided to place a large order for the item of alarm o’clock.As you know, with superior quality, our products enjoy growing favor in the world market.We hope that you will direct your attention to superior quality of our product, which we think in much more important.However, Much as we would like to establish business relationship with you, the best we can do is to reduce the original price by 1%.As you stated in your order that this order is in urgent need, shipment could be made in June subject to the L/C reaching us no later than 18 th of June.We look forward to your early reply and hope to establish business relationship with you in the near future.Yours sincerely, Zhou Liangyi Sales manager
第三篇：外貿函電
Dear Sirs,We would like to order with your company for 1,200 cartons of Jade Rabbit brand Essential Balm.We want the cartons marked clearly with the name, the words 'fragile' and numbered 1-1200.we hope you will be able to ensure the quality of the product/
we willmake payment by L/C at sight and would like delivery by the end of next month.with regard to shipment, please e-maildirect to us and let us have a copy of the commercial invoice when it is made up.Yours faithfully.Dear Sirs,Thank you for your enquiry ,and we appreciate very much you interest in our product.As requested, we take pleasure in makig you a firm offer as follows, subject to your reply reaching here on or before June.Commodity: ‘Jade Rabbit’ brand radiosPrice: US $ 40 per, CIF LondonCommissions: 3%Shipments: JunePayment: by draft at sight for the full invoice value to be opened 30 days before the date of shipment.Please note that we have quoted our most favorable price and we can not see our way clear to entertain any counter offer.Hope for early reply
Yours sincerely,***
Dear Sirs,Your company has been kindly introduced to us by the National Bank of Bangladesh.We have been in the line of Light Industrial Products.We are willing to enter into business relations with you.To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled y this cooperation with detailed specifications and means of packing.Quotation and samples will be sent upon receipt of your specific enquiries.Our competitive prices, superior quality and efficiency have won confidence and goodwill among our business clients.We are writing to you in the hope that we can open up business relations with your firm.We shall be grateful if you will reply an early date.Yours faithfully,***
第四篇：外貿函電
外貿函電--期末資料
開立信用證另函 品牌
溢短裝條款 以…為受益人 目的港 分批裝運 承運人 投保 向…索賠 Brochure
Be lined with mental plate Price listDiscountG.M.Q.InsurantF.P.A.A confirmed L/C TransshipmentStraight B/L
Credit inquiryCounter-offer
Sales confirmation Shipping instruction Inner packing 封內地址 形式發票 跟單信用證電匯 付款交單
Open / establish letters of credit(L/C)EnclosedBrand
Terms more or less In one’s favor Port of destination Partial shipment The carrier Insure / cover
File a claim against...小冊子
用金屬板內襯
價格列表 / 價格單 折扣
上好可銷品質（不懂詳見度娘）被保險人平安險 保兌信用證 轉運 記名提單
信用查詢 還價
銷售確認書 運費說明 內包裝
Inside address Proforma Invoice Documentary Credits
Telegraphic transfer Against payment
With reference to your order of July 6 for musical instruments, we wish to inform you that the goods are in production and will be ready for shipment by the end of October.根據你7月6日的樂器訂單，我們想告訴你，產品正在生產，并在十月底準備裝運。
We have duty sighed our sales confirmation and return one copy to you for your file as requested.Meanwhile, we have opened the relevant L/C and it will reach you very soon.我們有責任審核銷售確認書，并退還一份文件給你。同時，我們已經開立了有關信用證，您應該很快就能收到了。
Please extend the date of shipment and the validity of your L/C No.CHW118 to July 15 and Aug.2 respectively and arrange the amendment advice to reach us by June 15.請將裝運日期以及你標號CHW118的信用證的有效性延長至7月15日和8月2日，并于6月15日聯系我們，分別安排修訂意見。
When packing, please take into account that the boxes are likely to receive rough handling at this end and must be able to withstand transportation over very bad roads.包裝時，請考慮到盒子很可能在運輸環節末端承受硬力，并且必須能夠承受很差的運輸路況。
An insurance claim should be submitted to the insurance company or its agent as promptly as possible so as to provider the insurance company or its agent with ample time to pursue recovery from the relative party at fault.保險索賠申請應盡可能迅速的提交給保險公司或其代理人，以提供保險公司充足的時間，針對存在相對過錯的一方，尋求代理賠償。
很遺憾由于價格原因無法達成交易，但是我方希望向您推薦一款規格較為便宜的產品。Unfortunately, due to price reasons，we can not make the deal, but we would like to recommend a cheaper product specification for you.該協議證明了我們一致同意終止雙方2006年6月1日簽訂的合同，且雙方均不對此提出任何法律申訴。
The agreement proves that we agreed to terminate the contract signed by both parties on June 1, 2006, and both sides are not making any of this legal complaint.租賃條件可以同上述兩家公司相同。該開發區不允許有污染，請在可行性研究報告中加以說明。
Leasing conditions can be the same with these two companies.The zone does not allow contaminated, please to describe it in the feasibility study report.化學泡沫是包裝領域的一種新方式，隨函附上關于其運用可能性的目錄。
Chemical foam is a new way of packaging, and enclosing on its use of the possibility of the directory.請注意上述商品在9月16日前發貨，并按發票面額130%投保。根據貴方一貫做法，我們知道您只按110%投保，因此，額外部分將由我方承擔。
Please note that the above-mentioned goods shipped before September 16, referring to the invoice face value of 130% insured.According to the party practice, we know that you are always only insured at 110%, so an additional portion will be borne by us.We wish to introduce ourselves to you as a state-run import and export corporation dealing in light industrial products.作為一個主營輕工業產品的國營進出口公司，我很希望向您介紹自己。
The above order is urgently needed.We, therefore, request you to forward it by air freight.以上的訂單是迫切需要的。因此，我們要求你用空郵方式。
We can meet your requirements to have the goods packed in wooden cases but you have to bear the extra packing charge.我們能滿足你的要求用木箱包裝貨物，但你必須承擔額外的包裝費用。
Owing to heavy commandments, we are not in a position to accept new orders.However, as soon as fresh supplies come in, we’ll immediately contact you with fax.鑒于認真審單，我們沒有能力接受新訂單。但是，一旦有新貨進來，我們將立即用傳真與您聯系。
Our underwriter has surveyors and agents in practically all the big cities in the world to handle claims.Should any damage occur to the goods a claim may be filed with the insurance agent at your end with the necessary documents?
我們的承銷商和代理商在世界上幾乎所有的大城市中都參與過索賠處理。如有任何損壞發生而產生的索賠，可以提交相關文案給保險代理人么？
目前花生市場見疲，除非貴公司能降價5%，否則我們無法達成交易。
Seeing the current peanut market weakness, unless your company can cut prices by 5%, otherwise，we can not reach a deal.我們已經注意到了貴公司降價的要求，不過，我們想，如果貴公司能夠將訂購的數量增加到6000件的話，我們將會給貴公司5%的折扣。請注意，這是我們最大限度的讓步，希望貴公司接受。
We have noticed that the price of the company's requirements, but we think that if your company can increase the ordered quantity to 6000, we will give your company a 5% discount.Please note that this is the best of our concessions, and wishing you to accept it.請將信用證的裝運期和有效期分別延展至10月15日和10月31日，不勝感激。
Please crediting the shipment and validity are extended to October 15 and October 31, greatly appreciated.如果你方能替我方為貨物按發票金額的110%投保一切險，我們將非常高興。
If you order the goods for us against all risks for 110% of the invoice amount, we will be very happy.我們最少需要500千克。如果質量上乘，我們最多可接受800千克。
We need at least 500 kg.If the quality is goog, we will accept up to 800 kg.Dear Sirs,Insurance
We thank for your letter of May 10, quoting us 100 metric tons of wool on CIF terms.We regret, however, that we prefer to have your quotations and/or offers on CFR terms.尊敬的先生們，保險
我們感謝您5月10日的來信，提出我們的羊毛指導到岸價共100噸按CIF條款計算。但是，我們感到很遺憾，我們希望你的報價單按CFR條款提供指導價。
For your information, we have taken out an open policy with the Bloyd insurance company, London.All we have to do when a shipment is made is to advise them of the particulars.Furthermore, we are on very good terms with them.We usually receive from our underwriters quite a handsome premium rebate at regular intervals.至于你的信息，我們已經向倫敦的Bloyd保險公司進行了報備。我們所需要做的，就是告知對方商品詳情。此外，我們與對方擁有長期的合作伙伴關系。我們通常定期從承銷商那里獲得相當可觀的保險費回扣。
In the meantime, we should be obliged if you could supply us with full details regarding the scope of cover handled by the people’s insurance company of china for our references.在此期間，我們將不勝感激，如果你能充分提供商品詳情，我們就能讓中國人民保險公司為你辦理相關業務。
We look forward to hearing from you at an early date.我們期待您的早日回復。
Yours,Faithfully
此致，你忠實的XXX… …
第五篇：外貿函電
外貿函電 課程設計報告08110811 葉允嘉 0811081140
外貿函電課程設計報告
一、課程設計目的通過外貿函電實踐性的模擬練習，加深對外貿函電理論的理解和運用。了解并熟悉外貿進出口的關鍵步驟，如建立業務關系、詢盤、報盤、還盤、成交、裝運等的模擬，以在今后的實際應用中熟練使用函電的寫作技巧和繕制合同、信用證、匯票、裝箱單、提單等單據。
二、課程設計內容
1.課程設計的總體方案布置：根據背景資料擬寫建交信并進行進出口報價核算。
2.根據客戶發來的傳真及商品資料發盤并進行綜合報價還價核算。
3.擬寫還盤函，根據背景資料和往來函電實例繕制銷售確認書。
4.根據合同審核信用證并寫一份改證函了解裝船通知。
5.根據信用證及所提供的資料編制匯票、發票、裝箱單、重量尺碼單位作為銀行議付單據的一部分。
三、課程設計要求
1.掌握建立交易信函的操作技能。
2.掌握出口價格核算的要點。
3.掌握出口還價核算的要點。
4.掌握繕制合同的要點。
5.掌握信用證要點，掌握繕制改證函的要點。
6.掌握單據的填制。
四、課程設計中遇到的難題以及解決辦法
課程設計中最大的難點莫過于進出口合同的訂立和填寫各種單據。
平時有擬寫中文合同的經驗，一般都是要根據一些模板在根據實際情況改動條款。而一份合同的關鍵在于措辭的嚴謹與高明。在擬寫英語進出口合同時，一開始有一種無從下手的感覺，但是參考指導書后面章節合同寫法，經過前后比對，終于完成了合同的編寫。
各種單據上的表述和信用證上的表述有差異，這是使填寫各種單據成為難點的主要原因，另外信用證各種信息分散較廣，也給單據填寫增加了難度。不過，將發票填完時，后面的幾封單據就變得容易了很多。不過有些信息，還是很難在信用證里找出。各種單據填寫時，有很多時候要用到大寫，我就差點把日期寫成一般的寫法，后來還是發現問題，改正了出來。
五、體會
在寫外貿函電的時候就需要額外的注意很多細節，概括起來，遵循5個C原則。
Completeness——一封商業信函應概況了各項必需的事項，如邀請信應說明時間、地點等，確忌寄出含糊不清的信件。
Consideration——寫信時要處處從對方的角度去考慮有什么需求，而不是從自身出發，語氣上更尊重對方。
Courtesy——語言要有禮且謙虛，及時地回信也是禮貌的表現。Conciseness——避免廢話連篇、避免不必要的重復、多進行短句、單詞的運用。
Clarity——意思表達明確，要注意：避免用詞錯誤、注意詞語所放的位置、注意句子的結構。
《外貿函電》是一門模仿性、實踐性、操作性都很強的課程，不通過練習實踐，很難加深認識，鞏固所學知識。只有進行大量的有針對性的反復操練，尤其是外貿業務各個環節設計特定情景進行反復操作，進行各種類型的練習，我們才能熟練掌握運用外貿業務這些常用的句型、詞匯和短語以達到能夠正確翻譯并能擬寫同類信函的目的。通過這次學習，我對外貿函電的各種相關信函和單據有了一個更加深入的了解，也對其熟練度大有提升，經過這次實訓，使我們專業技能得到一個很好強化的訓練機會，使我們在今后的實踐中更加得心應手。
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