商務(wù)英語寫作課件chapter3-4

Chapter3

InquiriesandRequestsReasonsforwritingarequestletter:toobtaininformation;toreceiveprintedmatter;toreceivesampleproducts;toordermerchandise;toengageservice;tomakereservations;toseekspecialfavors.GeneralPlanforDirectOrder1.Begindirectlywiththeobjective—eitheraspecificquestionorageneralrequestforinformation.2.Includenecessaryexplanation—whereveritfits.3.Ifanumberofquestionsareinvolved,listthequestionsbynumbersorbullets,orleavespacebetweenquestions.4.Endwithgoodwillwordsadaptedtoeachparticularsituation.Whatisaninquiry?Ininternationaltrade,inquiriesareusuallymadebythebuyerstogetinformationaboutthegoodstobeordered.Generallyadetailedinquiryincludesmanyparts:thenameanddescriptionsofcommodity;qualityorspecifications;quantity;termsofprice(FOB,CFR,CIF,etc.)termsofpayment(byL/C,D/P,etc.)timeofshipment;packingmethod;…FOB（FreeOnBoard的首字母縮寫），也稱“離岸價”，是國際貿(mào)易中常用的貿(mào)易術(shù)語之一。按離岸價進(jìn)行的交易，買方負(fù)責(zé)派船接運貨物，賣方應(yīng)在合同規(guī)定的裝運港和規(guī)定的期限內(nèi)將貨物裝上買方指定的船只，并及時通知買方。貨物在裝船時越過船舷，風(fēng)險即由賣方轉(zhuǎn)移至買方。CFR成本加運費(COSTANDFREIGHT)CFR/CNF是COSTANDFREIGHT三個單詞的其中一個字母組合而成,中文意思為成本加運費,指定目的港是指賣方必須在合同規(guī)定的裝運期內(nèi)，在裝運港將貨物交至運往指定目的港的船上，負(fù)擔(dān)貨物的一切費用和貨物滅失或損壞的風(fēng)險，并負(fù)責(zé)租船或訂艙，支付抵達(dá)目的港的正常運費。CIFCostInsuranceandFreight（成本、保險費加運費)

這一價格術(shù)語習(xí)慣上又稱為“到岸價格”，按照國際貿(mào)易慣例的一般解釋，在C.I.F.條件下，買賣雙方的責(zé)任如下：

賣方責(zé)任：(1)負(fù)責(zé)租船或訂艙，在合同規(guī)定的裝運港期限內(nèi)，將貨物裝上船并支付到目的港的運費，裝船后通知買方；(2)負(fù)責(zé)貨物裝上船以前的一切費用和風(fēng)險；(3)負(fù)責(zé)辦理保險，支付保險費；(4)負(fù)責(zé)辦理出口手續(xù)，提供出口國政府或有關(guān)方面簽發(fā)的證件；(5)負(fù)責(zé)提供有關(guān)貨運單據(jù)，包括正式的保險單據(jù)。

買方責(zé)任：(1)負(fù)擔(dān)貨物裝上船以后的一切費用和風(fēng)險；(2)接受賣方提供的有關(guān)貨運單據(jù)，并按合同規(guī)定支付貨款；(3)辦理在目的港收貨的進(jìn)口手續(xù)。LetterofCredit，L/C信用證（LetterofCredit，L/C），是指開證銀行應(yīng)申請人的要求并按其指示向第三方開立的載有一定金額的，在一定的期限內(nèi)憑符合規(guī)定的單據(jù)付款的書面保證文件。信用證是國際貿(mào)易中最主要、最常用的支付方式。D/P即是DocumentsagainstPayment付款交單，分為即期和遠(yuǎn)期兩種。即期交單（D/PSight）指出口方開具即期匯票，由代收行向進(jìn)口方提示，進(jìn)口方見票后即須付款，貨款付清時，進(jìn)口方取得貨運單據(jù)。遠(yuǎn)期交單（D/Paftersightorafterdate),指出口方開具遠(yuǎn)期匯票，由代收行向進(jìn)口方提示，經(jīng)進(jìn)口方承兌后，于匯票到期日或匯票到期日以前，進(jìn)口方付款贖單。PatternsandSubstitutions1.WevisitedyourstandattheCantonFairandarenowwritingyoutoinquireaboutyoursilkneckties.我們參觀了你方設(shè)在廣交會上的展位，現(xiàn)特致函向你方詢問有關(guān)絲制領(lǐng)帶的情況。UsefulSentencePatterns1.Wouldyouplease/Couldyouplease/Willyouplease…?2.Weareinterestedin/Weareinthemarketfor…/Wewouldliketo3.Wewillappreciateitverymuchif…UsefulExpressionsCantonFair:China’s(Spring/Autumn)ExportCommoditiesFair廣交會：中國（春季/秋季）出口商品交易會PatternsandSubstitutions2.Weareinterestedin/inthemarketfor/potentialbuyersof/consideringbuying/readytopurchaseyourmen’sshirtsdisplayedinyourshowroom.我們對你方貨品展覽室里陳列的男式襯衫很感興趣。PatternsandSubstitutions3.YouradvertisementinthelatestissueofChinaForeignTradeinterestsus,andwewouldliketoreceivefulldetailsofyourcommodities.我們對貴方在最新一期《中國對外貿(mào)易》上所刊登的廣告很感興趣，并希望得知該商品的詳細(xì)情況。PatternsandSubstitutions4.Pleasesendusfivecopiesofyourlatestcataloguesatyourearliestconvenience.請盡早寄來最新目錄5份。PatternsandSubstitutions5.Perhapsatthesametimeyoucouldquoteusyourlowest/best/prevailing/competitivepricesfortheabove-mentionedgoods.也許與此同時你方能報給我們上述商品的最低價。PatternsandSubstitutions6.Wewouldalsoliketoknowyourtermsofpayment.我們還想了解你方的支付條件。PatternsandSubstitutions7.YourproductsareofgreatinteresttooneofourclientsinTianjin,whowishestohaveyourquotationsfortheitemsspecifiedbelow.我們一位天津的客戶對你方的產(chǎn)品很感興趣，并希望了解下列項目的報價。PatternsandSubstitutions8.Iftermsanddeliverydatearesatisfactory,weshouldexpecttoplaceregular/trial/large/considerable/substantialorderswithyou.如果交易條件和交貨日期合意的話，相信我們會定期向你方訂貨。PatternsandSubstitutions9.Pleaseadviseifyouareabletooffer/provide/supply/furnishthisproductandincludeleadtime,packagingandpriceFOBChinaportandCIFChicago.請告知你方是否能供應(yīng)這種商品，包括訂貨與交貨之間的時間、包裝、FOB中國港口和CIF芝加哥的價格。TranslatetheinquiryintoEnglish敬啟者：

紐約的瓊斯?史密斯公司告知我們，你們是各類棉布床單和枕套的出口商。請你寄給我們各種產(chǎn)品的詳細(xì)資料，包括型號、顏色和價格以及所用各種品質(zhì)原料的樣品。我們是本地最大的紡織品經(jīng)銷商。相信所提到的這種產(chǎn)品如在我地定價適當(dāng)市場將會看好。報價時，請說明你方的支付條件和就每種商品購買量不少于100打所能給予的折扣。所報的價格應(yīng)包括保險和到利物浦的運費。誠摯問候。SampleversionDearSirs,MessrsJohns&SmithofNewYorkinformusthatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofyourvariousranges,includingsizes,colorsandprices,aswellassamplesofthedifferentqualitiesofmaterialused.WearethelargestdealerintextilesSampleversionpage2hereandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthiskindmentionedWhenquoting,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.PricequotedshouldincludeinsuranceandfreighttoLiverpool.Yoursfaithfully,Messrs收貨人

MessieursMessrs后面的是寫公司的具體名稱和地址。是尊稱的

M/S在一般情況下是法語Messrs.的縮寫,其后可直接跟公司名或姓氏,但它有時也可表示Motorship.從上述語意理解起來應(yīng)取前意,即以Messrs.表示對對方的尊稱Chapter4

RepliesDirectplanforwritingareply1.Expressthanksforreceivingtheinquiry.2.Supplyalltheinformationconcerningthematter,andreferbothtoenclosuresandtosamples,cataloguesandotheritemsbeingsentbyseparatepost.3.Provideadditionalinformation,suchasmarketquotationandmarketabilityofthegoodsconcerned,inordertoattracttheprospects.4.Finishtheletterwithhopebyencouragingcustomerstoplaceordersbutnotforcethemto.Guidelinesforreplyingtoaroutinerequest1.Beginwiththeanswerorstatethatyouarecomplyingwiththerequest.2.Showthanksorsincereinterestintherequestandtheperson.3.Presentthemostimportantinformationinapositiveway.4.Focusonthereader’sbenefitsassociatedwiththeinformation.5.Provideadditionalhelpfulinformationandtellthereaderwhatactionsyouwilltakeforhimorher.6.Endtheletterwithconfidenceandcourtesy.PatternsandSubstitutions1.Wehavereceived/areinreceiptof/acknowledge/wishtothankyouforyourinquirydatedMarch20,2006.我們收到了你方2006年3月20日的詢盤。PatternsandSubstitutions2.Weareenclosing/mailingtoyou/sendingyouwiththisletter/attachingtothisletterourillustratedcatalogueandexportprices.

隨函附寄給貴方我們的產(chǎn)品插圖目錄及出口報價單。PatternsandSubstitutions3.Wearepleasedtoforwardyouthesamplesofourproductswiththeirquotationsanddiscountsforyourreference.很高興寄去我們產(chǎn)品的樣品、價格和折扣率，供你方參考。PatternsandSubstitutions4.Weshallmakedeliveryofthegoodsuponreceiptof/immediatelyafterwereceive/assoonaswehave/shortlyafterwereceive/oncewereceiveyourorder.一旦收到你方訂單，我們將立即發(fā)貨。PatternsandSubstitutions5.PleasenotethatwecanonlyacceptpaymentbyL/Cinourbusinessdealingswithdevelopingcountries.請注意，我們與發(fā)展中國家做生意時只接受信用證付款方式。PatternsandSubstitutions6.Inreplyto/Inresponseto/Withrespectto/WithreferencetoyourletterdatedOctober17inquiringaboutour“Zhonghua”pencils,wearesendingyouthesamplesyourequestedunderseparatecover.復(fù)你方10月17日詢問我“中華”牌鉛筆的函，我們將另寄去你方所需的樣品。PatternsandSubstitutions7.Wehavetheproductsoffinematerialsandhighcraftsmanshipandshallbereadytogrant/give/allow/makeyoua20%specialdiscountforaquantityofmorethan100dozen.我們的產(chǎn)品原料優(yōu)良，加工精細(xì)。如果訂貨超過100打，我們愿給你方20%的特別折扣。Homework:translationpractice敬啟者：感謝你公司8月1日寄來的詢價單，該函及所附的樣品均已收悉。根據(jù)對該樣品檢驗的結(jié)果，我們向你公司保證，我公司能夠制造與該樣品相同型號與品質(zhì)的產(chǎn)品?；谀愎久磕?00000雙的需求量，我報盤如下：價格：CIF大連每雙25美元包裝：塑料袋，外包裝紙板箱Homework(continued)支付：即期的不可撤銷的保兌信用證交貨：收到訂單后的90天內(nèi)，即11、

12月船期我們可向你公司保證，此種價格是基于上述數(shù)量的最低價。其他技術(shù)性事項可參閱我公司的商品手冊。希望盡早收到你方訂單。誠摯問候。附件：商品手冊一本SampleVersionPage1DearSirs,Wehavereceivedyoure