资源简介

项目一 交易磋商
一、教学目标
1.了解外贸函电的目的及作用。
2.了解“询盘”相关的基本商务知识、写作要求和内容要点
3.分析信例总结并掌握函电格式的构成。
4.了解“发盘”相关的基本商务知识、写作要求和内容要点。
5.了解“还盘”相关的基本商务知识、写作要求和内容要点
6.了解“建立业务关系”相关的基本商务知识、写作要求和内容要点。
7.了解“包装”相关的基本商务知识、写作要求和内容要点。
二、课时分配
本项目共6个任务，安排12课时。
三、教学重点
在本项目中，我们通过我国一家外贸公司与国外公司在业务磋商方面的信件往来，来掌握该项目的基本知识；会用学到的相关格式和内容表达，独立完成该环节的信件书写，并学会相关的词组句子、重要表达、实践知识等。理解“建立业务关系”函电书写的内容、格式、步骤以及典型的表达。理解“询盘”函电书写的内容、格式、步骤以及典型的表达,理解“发盘”函电书写的内容、格式、步骤，以及典型的表达, 理解“还盘”函电书写的内容、格式、步骤，以及典型的表达。
四、教学难点
熟悉函电写作的7C原则。掌握“还盘”的信件书写，结合格式、步骤、内容等方面，完成信件书写。掌握“包装”的信件书写，结合格式、步骤、内容等方面，完成信件书写。掌握“建立业务关系”的信件书写，结合格式、步骤、内容等方面，完成信件书写。掌握“发盘”的信件书写，结合格式、步骤、内容等方面，完成信件书写。掌握“询盘”的信件书写，结合格式、步骤、内容等方面，完成信件书写;
五、教学内容
任务一 建立业务关系
任务描述：在该任务中，练习者要从一名外贸公司出口部门业务员的身份出发，以“建立业务关系”为主题，运用下文中所学到的相关格式和内容表达，独立完成一份写给对方公司的信件。
知识储备
I. The Purpose and Functions of Business Letters
The purposes of communication are to obtain complete understanding between the parties involved， and elicit the responses required. Generally speaking， the functions of a business letter are to ask for or to convey business information， to make or to accept an offer， to deal with matters concerning various businesses.
Usually， there are certain essential requirements for a good business letter， which can be summed up in the Seven Cs， i.e. Completeness， Concreteness， Clearness/Clarity， Conciseness， Courtesy， Consideration， Correctness. These Cs often go hand-in-hand.
II. The Basic Parts of Business Letters
See the letter first and find out how many parts are included in this letter：
Guangdong Foreign Trade Development Corp.
779 East Dongfeng Road，
Guangzhou， China
Cable Address： 5527 GFTDC Telex： 44388 GFTDC CN
September 15， 2010
H. J. Wilkinson & Co. Ltd.
245 Lombart Street，
Lagos， Nigeria
Dear Sirs，
We learned the name of your company from the Bank of China， Guangzhou /Guangzhou Branch of Bank of China.
We are specialized in exporting the Chinese light industrial products， which enjoy good reputation in the world market for a long time.
Enclosed please find a catalogue for your reference， and we look forward to entering into business relationship with you.
Anticipate your early reply.
Yours Sincerely，
Liu Ming
Liu Ming
Sales Manager of Export Department
In sequential order of completion， a business letter basically consists of the following 13 parts.（7 of the 13 parts are basic and necessary.）
（1） Letterhead（信头）
As the first and most obvious part of a business letter， the letterhead expresses a company’s personality. It helps to form one’s impression of the writer’s firm. Styles vary considerably， but they all give similar information and include the essential particulars about the writer — name， address， zip-code， telephone number， telegram fax number and e-mail address of the company. It is usually designed and printed in the center or on the left margin at the top of the page.
（2） Reference Number（参考号/发文编号）
The reference number is generally used as a useful indication for filing and consulting for both sides， so it must be easily seen. It may include a file number， a contract number， an L/C number or the initials of the signer and the typist’s initials. If you find the reference number in the incoming letter you need to take the form as “your ref.” and “our ref.” in your reply. The position of the reference number is often one or two lines below the letterhead.
（3） Date（日期）
Every letter should be dated. Never send out a letter without a date. If you are giving information， such as shipping or delivery or appointment dates， it is vital that the date should be correct. The position of the date is often one or two lines below the reference number or letterhead （if there is no reference number）.
September 8， 2007 — American form
8th September， 2007 — British form
（4） Inside Name and Address（信内地址）
It consists of the name and address of the receiver. It appears exactly the same way as on the envelope. Inside name and address are always put at the left margin at least two lines below the date.
Ms. Sarah Davis姓名
The Sales Manager职务
The Space Engineering Co.，Ltd. 公司名
830 W. Lauridsen Boulevard 小地址
Port Angeles， WA 98363大地址
USA国家名
（5） Salutation（称呼）
The salutation is the polite greeting with which a letter begins. It should be placed two lines below the inside address. There are many forms of salutation in a business letter. The customary greeting in a business letter is “Dear Mr./Mrs./Ms./Miss ...（姓）”，“Dear Sirs”or “Dear Madam or Sir”.
（6） Subject Line（事由标题）
The subject line is often inserted between the salutation and the body of the letter. The subject line helps to attract attention to the topic of the letter. It is especially useful if two companies have a lot of correspondence with each other on a variety of subjects， as it immediately tells what the letter is about. It is also useful as a guide for filing. It can begin with or without “Re： ” or “Subject： ”. Sometimes， you can see the subject line is underlined. e.g.
Re： Sewing Machines
Subject： Sewing Machines
Sewing Machines
（7） Body of the Letter（正文）
This part contains the actual message of the letter. It should begin two lines below the subject line or two lines below the salutation if there is no subject line. Usually， it is divided into three parts： opening， actual message and closing. The body of the letter should be carefully planned and paragraphed. The opening is to give the reason of writing and often refers to previous correspondence. The actual message is to specify the writer’s concrete purposes， requirements and wishes. The closing is to express thanks and anticipations for future actions or plans. Sometimes the closing may be used to sum up the message and to suggest the writer’s requirements to the receiver.
（8） Complimentary Close（结尾敬语/套语）
The complimentary close is merely a polite way of bringing a letter to a close. It is usually placed two or four lines below the last line of the body of the letter. There are many different complementary closes that show respect， but it should match the salutation. The most common sets of salutation and the complimentary close are as follows：
Yours faithfully，
Yours sincerely，
（9） Signature（落款签字）
The signature is the signed name or mark of the person writing the letter or that of the firm he or she represents. All letters must be signed and a letter should be signed by hand， and in ink. Unsigned letters have no authority and a letter “signed” with a rubber stamp is a form of discourtesy. Usually， the name of the signer is typed below the signature because many handwritten signatures are illegible， and then followed by his or her job title or position. If the writer represents a certain institute， the name of the institute will be printed above the signature. e.g.
The Overseas Co.， Ltd. institute
（Signature）signature
John Bellname of the signer
General Manager， Sales Department position
（10） Reference Notation（经办人代号）
Sometimes， the reference notation， which is also understood as identification mark， can also be placed two lines below the typed signature. The reference notation usually shows only the initials of the typist， but it can also be made up of the initials of the person who dictated the letter. The initials of the dictator are usually in capital letters. The two sets are separated by a colon or a slant, such as for Bill Clinton （manager） and Nancy Brown （secretary）. The following examples are acceptable forms of the reference notation：
BC： nb
BC/nb
（11） Enclosure Notation（附件）
If any documents such as catalogues， price lists， order， copies of fax are sent with a letter， it is necessary to add enclosure notation to remind the receiver. The enclosure notation is usually placed two lines below the signature at the left margin. The marking may be in any of the following ways：
Enclosure： 3 copies of ...Encl. 3 catalogues
Enc. 1 invoice Encls： as stated
（12） Carbon Copy Notation（抄送）
When copies of the letter are sent to others， you need to use the carbon copy notation below any enclosure notation at the left margin. It is used to show that the letter has been sent to someone relevant. The marking may be in any of the following ways， c.c./cc/bcc—blind carbon copy. e.g.
c.c. Mr. J. Cooper
（13） Postscript（附言/注）
A postscript is used to emphasize a point to which the writer wants to draw the reader’s attention. Sometimes， the postscript can be added by some executives in pen and ink for the purpose of adding a personal touch to their typewritten letter. The marking word of postscript is P.S. and should be placed at least two lines below any other notation and flushed with the left margin.
Of all the 13 parts， seven are standard， principal and necessary. The seven parts include the letterhead， the inside name and address， the date， the salutation， the body of the letter， the complimentary close and the signature. The others are optional parts which may be unnecessary for some letters and chosen as the writer wishes. Some letters may contain one or more of the optional parts， depending on the different situation of each writing requirement.
注： The Basic Layout of Business Letters
1. Letterhead（信头）*
2. Reference Number（参考号/发文编号）
3. Date（日期）*
4. Inside Name and Address（信内地址）*
5. Salutation（称呼）*
6. Subject Line（事由标题）
7. Body of the Letter（正文）*
8. Complimentary Close（结尾敬语/套语） *
9. Signature（落款签字）*
10. Reference Notation（经办人代号）
11. Enclosure Notation（附件）
12. Carbon Copy Notation（抄送）
13. Postscript（附言/注）
注： 带“*”号为信件必备部分。
III. The Significance of Establishing Business Relations
It is fairly true to say no customer， no business. To establish business relations with prospective dealers is one of the important undertakings either for a newly established firm or an old one that wishes to enlarge its business scope and turnover.
Establishing business relations is the first step in transaction in foreign trade. If a new firm， or rather a certain corporation of ours， wishes to open up a market to sell something to or buy something from firms in foreign countries， the persons in charge must first of all find out whom they are going to deal with. We should not only do everything possible to consolidate old customers but also seek new ones to enlarge our business.
IV. The Main Channels and Methods for Establishing Business Relations
Usually， you can secure all the necessary information about a new customer with the help of the following channels：
banks;
advertisements in newspapers， magazines or on TV;
the B2B websites;
the introduction from your business connections;
the market investigations;
the chambers of commerce both at home and abroad;
inquiries received from the merchants abroad;
Having obtained the desired names and addresses of the firms from any of the above sources， you may start contacting the prospective customers.
The main methods include：
communication in writing;
attendance at the export commodities fairs;
contact at the exhibitions held at home or abroad;
mutual visits by trade delegations and groups.
Question and Answering
1. What would a firm do if it wished to enlarge its business scope and turnover
__________________________________________________________________________________________________________________________________
2. What’s the meaning of the underlined words and phrases
（1） the B2B websites
_________________________________________
（2） the market investigations
_________________________________________
（3） the chambers of commerce
______________________________________
（4） at home and abroad
_________________________________________
（5） inquiries received from the merchants abroad
_________________________________________
（6） the prospective customers
_________________________________________
（7） the export commodities fairs
_________________________________________
（8） mutual visits
_________________________________________
（9） trade delegations
_________________________________________
实例示范
Dear Sirs，
We have found our link at ebay.co.uk.
We are a modern furniture manufacturer from Shenzhen China.
We produce the item same as your displayed on EBAY. We have been in this line for 5 years and about 1000 sets are exported per month to NYC USA. We also offer aniline dyed leather for this kind chair.
Delivery time including shipping approx 40-45 days.
Price for each with UK FR.
USD chair
USD ottoman
The 5% discount will be given if your quantity will meet 100 sets each month.
Material description： we are doing all full leather， pipe， back， sides.
And foam is all east Asian grey grade foam. Stainless steel is all #304 with 4% nickel never rusts material. And we have the new material imported from Korea. We also have other modern furniture items in our website www. modern classic. cn that you may also find some hot sales items that you can start business on EBAY. We hope that we can do business shortly.
Many thanks and kind regards!
Respectfully，
Joe Lau
Joe Lau
Manager of Exporting Department
Notes：
aniline dyed leather： 苯胺染色皮革
ottoman： 搁脚凳
1. Question and Answering
（1）What are the writing steps of this letter
_______________________________________________________________________________________________________________________________________________________________________________________________________________
_____________________________________________________________________
（2）How many pieces of key information are provided by the seller in this letter What are they
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
2. The writing steps and typical expressions of the letter concerned
3. The other commonly used expressions and sentences其他常用表达和例句
Expressions
（1） avail ourselves of this opportunity我们借此机会
（2） take the liberty of ...冒昧，失礼
（3） with a view to doing sth希望做某事
（4） a regular supply of...定期提供
（5） be in a position to有能力做某事
（6） any further information任何进一步的信息
（7） upon sb’s request依照某人的要求
（8） mutual understanding and cooperation互相理解与合作
（9） in the market for销售某物
（10） be supplied from the stock有库存
（11） fall within the scope of属于……的范围
（12） anticipate your reply盼复
（13） enter into business relations建立业务关系
（14） engage in ...; handle ...; deal in ...; specialize in ...从事 ……经营（专营）……
（15） business line业务范围
（16） for one’s reference only仅供参考
（17） conclude the transaction达成交易
（18） have years’ experience in this particular line of business在该领域有多年经验
（19） sell well in various countries畅销各国……
（20） enclosed please find ...随函附上，请查收
Typical Sentences
（1） Through the courtesy of Mr. Freemen， we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us.
（2） We are a state-operated corporation， handling the export of animal by-products and we are willing to enter into business relations with your firm.
（3） Our lines are mainly various kinds of electrical products， and we have offices or representatives in all major cities and towns in Japan.
（4） We are active in commercial intercourse with various countries and districts in the trade and financial circles.
（5） We foresee a bright prospect for your products in our market. We express our desire to establish business relations with your firm.
（6） As the items falls within the scope of our business activities， we shall be pleased to enter into direct business relations with you.
（7） We hope this will be good start for a long and profitable business relation.
（8） We are convinced that our joint business efforts can be developed to our mutual benefit.
（9） On the recommendation of Chambers of Commerce in Tokyo， we have learned with pleasure the name of your firm.
（10） The corporation is specialized in the export business of electronic products， which sell well in various countries.
任务二 询盘
任务描述:在该任务中，练习者要从一名外贸公司进口部门业务员的身份出发，以“询盘”为主题，运用下文中所学到的相关格式和内容表达，独立完成一份写给对方公司的信件。
知识储备
I. The Meaning of Inquiry
An inquiry is a request for information on goods. When business people intend to import a product， they send out an inquiry to an exporter. It may ask for a quotation or an offer for the goods they wish to buy or simply request for some general information regarding these goods. An inquiry can be made by written correspondence， such as a letter， telegram， telex， fax， e-mail or verbally by talk in person.
Inquiries from regular customers may be very simple in content， in which only the name and/or specifications of the commodity will be mentioned. Other inquiries may include great details such as the name of the commodity， quality， specifications， quantity， terms of price， terms of payment， time of shipment， packing method， etc. required by the buyer so as to enable the seller to make proper offers.
II. Categories of Inquiries
General Inquiries： If the importers want to have a general idea of the commodity， which the exporter is in a position to supply， they may make a request for a pricelist， a catalogue， samples and other terms. This is a general inquiry.
Specific Inquiries： If the importers intend to purchase goods of a certain specification， they may ask the exporter to make an offer or a quotation for specific goods. That is an specific inquiry.
Question and Answering
1. What is the meaning of an inquiry
___________________________________________________________________
2. Inquiries may include great details， what are they
______________________________________________________________________________________________________________________________________
3. What is the difference between the general inquiries and the specific inquiries
_________________________________________________________________________________________________________________________________________________________________________________________________________
4. What are the meanings of the underlined words and phrases
（1） ask for a quotation or an offer
___________________________________________________________________
（2） regular customers
___________________________________________________________________
（3） a general idea of
___________________________________________________________________
（4） purchase goods of a certain specification
___________________________________________________________________
实例示范
Dear Sirs，
We found your website through your letter.
I am very interested in buying some of your furniture and consider starting selling furniture on a web ship in Norway.
I was wondering in that matter how many pieces of each item you could be willing to ship. And I could arrange a pick up at your destination for the ship if possible.
I also would like to know the prices of the following items you got or your price list.
Product Name： Chair Item No. CF005
Product Name： Sofa Item No. CF6040
Product Name： Sofa Item No. CF009
Product Name： End Table Item No. CF013
Product Name： Steel Chair Item No. CF024
Please also provide a freight price for just sending the above items.
The outer packing should be strong enough for transportation. Could you tell me how would you pack these products
We hope that your price will be workable and that your business will result to our mutual advantage.
Look forward to hearing from you.
Yours Sincerely，
Trond
Trond
Notes：
End Table： 茶几
Steel Chair： 铁凳
1. Question and Answering
（1） What are the writing steps of this letter
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
（2） How many pieces of key information are asked by the buyer in this letter What are they
_________________________________________________________________________________________________________________________________________________________________________________________________________
2. The writing steps and typical expressions of the letter concerned
3. The other commonly used expressions and sentences其他常用表达和例句
Expressions
（1） a complete set of catalogues全套商品目录
（2） the type and quality required所需款式和质量
（3） quote your lowest prices报你方的最低价
（4） place regular orders for large quantities经常性地大量订购
（5） sign a long term contract签一份长期的合同
（6） make sb an inquiry for ...就……向某人询盘
（7） date of delivery交货期
（8） favorable price优惠价
（9） place an order with sb. （for sth.）向某人订购（某物）
（10） available from stock有库存
（11） as specified below, as stated below规格如下
（12） ready market, ready buyers现成的市场，现成的买主
（13） captioned goods标题中提到的商品
（14） to be on sale（商品）在出售中
（15） steady demand稳定的需求
（16） gross profits毛利
（17） Confirmed， irrevocable L/C payable by sight draft保兑的不可撤销的即期信用证
（18） a legal representative法定代理人
（19） in the line with the present market与现行价格相符
（20） exchange rate quotation外汇行情
Typical Sentences
（1） We have an importer enquiring for woolen blankets and would like to obtain a catalogue and price-list together with the samples as soon as possible.
（2） We would be pleased if you send us your lowest quotation for the following ...
（3） We’d like to have your lowest quotations CIF Vancouver.
（4） We would be much obliged if you could quote us the best CIF Shanghai and indicate the respective quantities and various sizes that you could supply for prompt shipment.
（5） If you are in a position to meet our demand， we will place a large order with you.
（6） Please quote your lowest price CIF Singapore for each of the following items， inclusive of our 3% commission.
（7） I’d like to have your lowest quotations， CIF Vancouver.
（8） We’d like to know what you can offer in this line as well as your sales terms， such as mode of payment， delivery and discount.
（9） We are writing to you for quotations for sweaters of all three sizes： large， medium and small.
（10） When quoting， please let us have your prices on FOB 2% Hong Kong.
实战任务
Situation 情景介绍：
写信方名称： Messrs. Tomita & Company Limited
写信方地址： 3829， Lime Street
Birmingham， E.C.5.
写信方联系方式： Tel 0044207425173Fax 0044207425175
E-mail： mtc @
写信日期： September 26th， 2012
收信方名称： 广州现代经典家具外贸有限公司
（Guangzhou Modern Classic Furniture Foreign Trade Company Limited）
收信方地址： 779 East Dongfeng Road，
Guangzhou， China
收信方联系方式： Tel 862083328154Fax 862083328156
E-mail： modernclassic@
去信中所涉及的内容：
（1） 我方已经收到了贵公司9月9日的来信，表达你方想要与我方建立业务关系的想法。
（2） 我方是英国家具产品的进口商。
（3） 我方目前对如下产品很感兴趣：
YDCF012玻璃桌（数量： 30）
YDCF005躺椅（chaise lounge）（数量： 20）
（4） 请提供给我方到伯明翰（Birmingham）港口的装运成本。所有家具必须防火处理（fire resistant treated）。
（5） 如果可以，请提供给我方到我们港口的含装运、保险在内的全价。
（6） 如果你方价格令我方满意，我方将与贵公司保持长期稳定的业务往来。
（7） 希望尽快收到你方来信。
任务评价
任务三 发盘
任务描述:在该任务中，练习者要从一名外贸公司出口部门业务员的身份出发，以“发盘”为主题，运用下文中所学到的相关格式和内容表达，独立完成一份写给对方公司的信件。
知识储备
I. Offer and Quotation
An offer is a promise to supply or buy goods on the terms and conditions stated. In an offer， the offeror not only quotes the price of the goods they wish to sell or to buy but also indicates all necessary terms of transactions for the offeree’s consideration and acceptance.
A quotation is not an “offer” in the legal sense. A quotation is merely a notice of the price of certain goods at which the sellers are willing to sell. It is not legally binding as a firm offer if the sellers later decide not to sell. The price is subject to change without previous notice.
II. Firm Offer and Non-firm Offer
A firm offer is a promise to sell at a stated price and condition within a stated period of time （a certain time limit）. It usually contains such expressions as “for acceptance within ... days”， “be valid before ... ”， etc. Once it has been accepted it cannot be withdrawn.
A non-firm offer is an offer made without engagement. It is subject to confirmation by the seller. It usually contains the words “subject to our final confirmation”， or similar qualifying words.
III. The Contents of an Offer
A satisfactory offer usually includes the following：
the name of commodities， quality， quantity， packing and specifications;
details of prices， discounts and terms of payment;
date of delivery， the period for which the offer is valid.
Question and Answering
1. What is the meaning of an offer
________________________________________________________________
2. What is the meaning of a quotation
_________________________________________________________________
3. What are included in a satisfactory offer
___________________________________________________________________________________________________________________________________________________________________________________________________
4. What are the meanings of the underlined words and phrases
（1） the offeror
_________________________________________________________________
（2） offeree
_________________________________________________________________
（3） legally binding
_________________________________________________________________
（4） for acceptance within ... days
_________________________________________________________________
（5） be valid before ...
_________________________________________________________________
（6） subject to our final confirmation
_________________________________________________________________
（7） date of delivery
_________________________________________________________________
（8） terms of payment
_________________________________________________________________
实例示范
Dear Trond，
Thank you for your inquiry and your interest in our products.
As requested by you on Oct. 21st， we take pleasure in giving you the following information.
From Shenzhen to Oslo it is about USD1400 in total’s/S， CAF etc. 28cbm loads. LCL is more expensive， about 65USD/CBM， so for freight charge’s sake I recommend you to do a whole 20’ft container. Because you know sofa， is very big at loadings.
Shipping days will be 28 days and production day 1520 days， depending on the qty and color options， and your lead time to your client will also be at least 2 months.
Enclosed please find a detailed list of each furniture you request， and please take a look at the price， packing and product pictures in various colors. You can choose 5 colors each item.
This offer is subject to our final confirmation.
We assure you that all the goods we provide are of good quality.
We look forward to your early reply.
Yours Sincerely，
Joe Lau
Joe Lau
Manager of Exporting Department
Notes：
Oslo： 奥斯陆 （挪威首都）
CAF： Cost And Freight 成本加运费
LCL： Less than Carload Lot 拼装货物
1. Question and Answering
（1） What are the writing steps of this letter
____________________________________________________________________________________________________________________________________
（2） How many pieces of key information are provided by the seller in this letter What are they
______________________________________________________________________________________________________________________________________
2. The writing steps and typical expressions of the letter concerned
3. The other commonly used expressions and sentences其他常用表达和例句
Expressions
（1） to make an offer；to submit an offer （to sb.）报盘
（2） firm offer实盘
（3） subject to ...以……为准
（4） remain an offer open保持发盘有效
（5） offering period发盘有效期
（6） under separate cover另封；另邮；另寄
（7） current price现价
（8） retail price零售价
（9） wholesale price批发价
（10） net price without commission不含佣净价
（11） make delivery交货
（12） without engagement无约束
（13） quotation sheet报价单
（14） irrevocable L/C at sight不可撤销的即期信用证
（15） in view of ...鉴于……；考虑到……（表示原因）
（16） withdraw an offer撤回/撤销一项发盘
（17） extend an offer延长发盘有效期
（18） unless otherwise stated除非另有规定
（19） referring to your letter dated 10th July关于你方7月10日来信
（20） place a trial order下一个试订单
Typical Sentences
（1） Thank you for your inquiry. We are pleased to inform you that there are 50 tons of walnuts now available for export.
（2） We are glad to have received your letter dated Nov. 14 for our bicycles. In reply to your inquiry， we are pleased in making you the following offer.
（3） We are sending you by airmail a small sample. A copy of the relative description leaflet is enclosed.
（4） We are making you a firm offer of 30 metric tons walnut meat at EUR 2.500 per metric ton CIF European Main Ports for November shipment.
（5） In reply to your inquiry of yesterday， March 5th 2010， we have pleasure in offering you these at the very low price of HKD 11，000 per M/T CIF Stockholm， packed in ordinary gunny bags.
（6） It is our usual practice to supply new customers with our goods for payment within one month from date of invoice， in the first instance， and later to extend this term to three months.
（7） We can ship your order within 3 weeks upon receipt of your order.
（8） The offer will remain firm until 31st March， 2010 beyond which date the terms and prices should be discussed anew.
（9） As requested， we are offering you the following， subject to our final confirmation.
（10） As prices are steadily rising we would advise you to place your order without delay.
实战任务
Situation 情景介绍：
写信方名称： 广州现代经典家具外贸有限公司
（Guangzhou Modern Classic Furniture Foreign Trade Company Limited）
写信方地址： 779 East Dongfeng Road，
Guangzhou， China
写信方联系方式：Tel 862083328154 Fax 862083328156
E-mail： modernclassic@
写信日期： September 27th， 2012
收信方名称： Messrs. Tomita & Company Limited
收信方地址： 3829， Lime Street
Birmingham， E.C.5.
收信方联系方式： Tel 0044207425173Fax 0044207425175
E-mail： mtc @
去信中所及的内容：
（1） 感谢贵公司的询盘以及对我方产品的兴趣。
（2） 随函附上相关产品的详细报价。到伯明翰的拼箱装（LCL）是大约每立方米35美元，买10个立方米的家具大约是30美元。
（3） 如果你方订40尺（40?ft）的集装箱可以有折扣。
（4） 我方保证外包装可以做防火处理。
（5） 此报盘以我方最后确认为准。
（6） 我方在荷兰有一位合作伙伴，他对我方的产品很满意，他承诺愿意为我方的产品质量作证明。
（7） 我方研究了英国的ebay网（ebay.co.uk），发现在当地每件产品的零售价大约是650磅。而每件产品的出口价+装运费+税收等总和大约是330磅。你方有很大的获利空间。
（8） 你方可以下个试订单，这样可以测试下我方的产品和销售情况。
（9） 希望您对我方的报价满意并期盼您的订货。
任务评价
任务四 还盘
任务描述:在该任务中，练习者要从一名外贸公司进口部门业务员的身份出发，以“还盘”为主题，运用下文中所学到的相关格式和内容表达，独立完成一份写给对方公司的信件。
知识储备
The Significance and Effect of Counter-offers
In international trade， when the offeree accepts the terms and conditions stated in the offer， the transaction is concluded. However， in most cases， the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter-offer. A counter-offer is virtually a counter proposal initiated by the original offeree. In a counter-offer， the buyer may show disagreement to the price， or packing， or shipment and state his own terms instead. Once the counter-offer is made， the original offer is no longer valid.
Counter-offer constitutes the main part of business negotiations. During the negotiation， many issues （such as quality， quantity and packing of the goods， price， shipment， insurance， payment terms， commodity inspection， disputes and settlement of disputes and arbitration， etc.） will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped.
Question and Answering
1. What is called a counter-offer
___________________________________________________________________
2. What issues will be talked about in the counter-offer
______________________________________________________________________________________________________________________________________
3. What are the meanings of the underlined words and phrases
（1） a counter proposal initiated by the original offeree
____________________________________________________________________
（2） settlement of disputes
____________________________________________________________________
（3） arbitration
____________________________________________________________________
（4） commodity inspection
____________________________________________________________________
（5） go many rounds
____________________________________________________________________
实例示范
Dear Joe Lau，
Thank you for your offer of Oct.23rd.
The order will depend on the price. You have quoted a price of 329.86USD/pc. We regret to say that the price you quoted is too high to work on.
I have worked out the freight expenses and taxes， and I find that when the products arrive in Norway all costs will cost me 544.00USD/pc before I start to sell them. This is expensive and it will be difficult to sell as I will have to add my margin to this.
So we have to make counter-offer， and we hope to buy the products for 250.00USD/pc.
We hope we could come to an agreement at this price and look forward to your early reply.
Yours Sincerely，
Trond
Trond
Notes：
329.86USD/pc： 每件329.86美元
add my margin to this： 把我的利润算在里面
1. Question and Answering
（1） What are the writing steps of this letter
___________________________________________________________________________________________________________________________________________________________________________________________________
（2） What is the reason provided by the buyer for the counter-offer
___________________________________________________________________________________________________________________________________________________________________________________________________
2. The writing steps and typical expressions of the letter concerned
3. The other commonly used expressions and sentences其他常用表达和例句
Expressions
（1） rock-bottom price底价
（2） can’t make any further concessions不能做进一步的让步
（3） at ＄20 per kilogram每千克20美元
（4） stand the competition well经得起竞争的考验
（5） make sb. a counter-offer as follows向某人还盘如下
（6） prevailing price/the present price/ the going price现行价格
（7） long-standing business relations长期业务关系
（8） be out of line with the market与市场不一致
（9） grant a discount给折扣
（10） leave ... with only a small profit使得……获利低微
（11） at a price ...% lower than ...价格比……低……%
（12） make any further reduction再次降价，作进一步的降价
（13） fix a reasonable price定价合理
（14） （price） on the high/ low side（价格）偏高/低
（15） the price has advanced ...%价格已上涨……%
（16） a jump/slump （in price）（价格）飞涨/暴跌
（17） （products） moderately/ too highly priced（产品）定价适中/过高
（18） meet sb. half way各让一半；折中处理
（19） market is weak；market is declining市场疲弱；市场正在下滑
（20） to entertain business at ... price按……价格成交
Typical Sentences
（1） Unfortunately we cannot accept your offer for steel furniture. The prices you quoted are much higher than those of other manufacturers.
（2） We regret that your counter-offer is unacceptable to us since your counter-offer leaves us with only a small profit. We believe that the price we quoted is quite realistic.
（3） We have cut the price to the limit. We regret， therefore， being unable to comply with your request for any further reduction.
（4） The price we quoted is quite reasonable. It has been accepted by other buyers at your end.
（5） Our price has been narrowly calculated and it is impossible to make any further reduction.
（6） I’m afraid there is no much room for further reduction. You know， the price is advancing considerably recently.
（7） Your price is reasonable， but the listed payment conditions are not customary in our trade.
（8） Owing to heavy bookings， we cannot accept fresh orders at present.
（9） Owing to a shortage of stock， we regret that we are unable to accept your repeat order.
（10） As this is an order of substantial size， we cannot safely undertake to complete its manufacture in a month.
实战任务
Situation 情景介绍：
写信方名称： Messrs. Tomita & Company Limited
写信方地址： 3829， Lime Street
Birmingham， E.C.5.
写信方联系方式： Tel 0044207425173Fax 0044207425175
E-mail： mtc @
写信日期： October 3rd， 2012
收信方名称： 广州现代经典家具外贸有限公司
（Guangzhou Modern Classic Furniture Foreign Trade Company Limited）
收信方地址： 779 East Dongfeng Road，
Guangzhou， China
收信方联系方式： Tel 862083328154Fax 862083328156
E-mail： modernclassic@ ( mailto:modernclassic@ )
去信中所涉及的内容：
（1） 谢谢你方9月27日的报盘。
（2） 很遗憾，你方所报价格太高，无法进行下去。
（3） 我方也接到了别家的报盘，我方不否认你方产品的质量略好，但是你方的价格与别家的报盘差距太大，只有在价格合理时，我方才会进口你方的产品。
（4） 为了达成交易，我方希望你方价格可以下降5%。
（5） 希望你方对我方的还盘给予认真的考虑并很快地答复我方。
任务评价
任务五 包装
任务描述:在该任务中，练习者要从一名外贸公司出口部门业务员的身份出发，以“包装”为主题，运用下文中所学到的相关格式和内容表达，独立完成一份写给对方公司的信件。
知识储备
I. The Significance of Packing
Packing is an art. It needs more care in export trade than in home trade. The real art of packing is to get the contents into a nice，compact shape that will stay the way during a roughest journey. Every buyer expects that his goods will reach him in perfect condition. Nothing is more infuriating to a buyer than to find his goods damaged or part missing on arrival. The seller must try to pack the goods in such a way that they will go through the ordeal of transport unscathed. It has been estimated that as much as 70% of all cargo loss could be prevented by proper packaging and marking. There are two forms of packing： （1） outer packing for transportation; （2） inner packing for sales.
II. The Indispensable Contents Required in a Packing Clause
A packing clause is an integral part of a sales contract or a letter of credit. Generally， the following contents are required in the packing clause：
（1） who is to bear the packing cost：the seller or the buyer;
（2） the method of packing：cases，bales，barrels，baskets or containers etc.;
（3） the packing specification： the quantity in each unit， the dimension of the package， etc.;
（4） the marking on the outer packing.
Question and Answering
1. What are the different types of packing
______________________________________________________________________________________________________________________________________
2. What are the indispensable contents required in a packing clause
______________________________________________________________________________________________________________________________________
3. What are the meanings of the underlined words and phrases
（1） home trade
___________________________________________________________________
（2） compact
___________________________________________________________________
（3） roughest
___________________________________________________________________
（4） infuriating
___________________________________________________________________
（5） ordeal
___________________________________________________________________
（6） unscathed
___________________________________________________________________
（7） estimated
___________________________________________________________________
（8） outer packing
___________________________________________________________________
（9） inner packing
___________________________________________________________________
（10） packing clause
___________________________________________________________________
（11） integral
___________________________________________________________________
（12） letter of credit
___________________________________________________________________
（13） case
___________________________________________________________________
（14） bale
___________________________________________________________________
（15） barrel
___________________________________________________________________
（16） basket
___________________________________________________________________
（17） container
___________________________________________________________________
（18） specification
___________________________________________________________________
（19） dimension
___________________________________________________________________
实例示范
Dear Joe Lau，
Thank you for your letter dated 30th Oct， enclosing the detailed list of packing. We wish to state that the packing information is not clear enough.
In order to avoid possible future trouble， we would like to make clear beforehand our packing requirements as follows：
The outer packing should be seaworthy， suitable for long distance ocean transportation. The furniture should be fire resistant treated and packed in wooden case. One set to a case， and each case is lined with foam plastics in order to protect the goods against press. On the outer packing please mark our initials： TD in a triangle， under which the port of destination and our order number should be stenciled. In addition， directive marks like KEEP DRY AWAY FROM PRESSURE， etc. should also be indicated.
We look forward to receiving your shipping advice and thank you in advance.
Yours Sincerely，
Trond
Trond
Notes：
beforehand： 事先
seaworthy： 适于航海的；经得起航海的
one set to a case： 一套一箱
is lined with： 排有,
foam plastics： 泡沫塑料
initial： 首字母
destination： 目的地
1. Question and Answering
（1） What are the writing steps of this letter
___________________________________________________________________
（2） What is the requirement provided by the buyer for the packing
___________________________________________________________________
2. The writing steps and typical expressions of the letter concerned
For letters informing packing requirements
For letters in reply to the packing requirements
3. The other commonly used expressions and sentences其他常用表达和例句
Expressions
（1） packing guidance / instruction包装指示
（2） in FCL / CCL （Full/Less Container Load） container整箱装；拼箱装
（3） inner/sales packing；outer/transportation packing内包装； 外包装
（4） neutral packing中性包装
（5） green packing； seaworthy export packing绿色/环保包装；适于海运出口的包装
（6） line with ...内衬……
（7） be secured by ...用……加固
（8） solid and durable坚固耐用
（9） strong enough足够坚固
（10） waterproof and airtight；damp proof/ moisture proof防水且不漏气的；防湿/潮的
（11） suited to the climate/transportation modes适合气候条件/适合运输方式
（12） shipping mark运输标志
（13） indicative mark；warning mark指示性标志；警告性标志
Fragile； Use no Hook； Do not Drop易碎品；勿用吊钩；不要扔放
（14） number of packages；package number件数；件号
（15） pack sth. in ...用……容器来装某商品
（16） pack ... to ...把……装入……
（17） pack sth. to ... and ... to ...把某商品装入……容器，再把若干个此种容器装入……
（18） pack each ... in ... and ... to ...每件……商品用……包装，若干件该商品装入……容器
（19） mark ... with ...请在……上刷上……的标记
（20） withstand rough handling经得起粗暴装运
Typical Sentences
（1）In order to eliminate possible future trouble， we would like to make clear beforehand our packing requirements as follows. By the way， we would like to know if neutral packing is acceptable.
（2）The peanuts are packed in ordinary second-hand gunny bags of about 50 kgs net each.
（3）Each T-shirt is packed in a polybag and 10 dozen to a box. Please see to it that the packing is strong enough to withstand rough handling.
（4）Please pack the goods according to our instructions. Folding chairs are packed four pieces to a carton. For the sake of safety， the cartons must be secured by metal bands.
（5）I’m afraid the cardboard boxes are not strong enough for such a heavy load. Please pack the vases a dozen to a wooden case and 100 to a FCL container.
（6）Please take the necessary precautions so that the packing can protect the goods from rain or dampness in transit because these clothes are liable to be spoiled by water or moisture.
（7） Can you improve your inner packing This is our design of the packing for your reference， which would probably help encourage sales.
（8）Solid and durable， our export cartons lined with plastic sheets are proved against moisture and damage and to be suitable for long distance transportation.
（9）The fragile glassware needs special packing precautions against jolting. The surface of each outer package should be marked “Fragile”.
（10） In addition， indicative marks like “FLEXIBLE”， “KEEP FLAT”， “KEEP UPRIGHT”， “THIS SIDE UP”， “KEEP UPRIGHT”， “NEVER LAY FLAT”， “KEEP AWAY FROM PRESSURE”， “HANDLE WITH CARE”， “KEEP DRY” or “KEEP COOL” etc. should also be stenciled.
实战任务
Situation 情景介绍：
写信方名称： 广州现代经典家具外贸有限公司
（Guangzhou Modern Classic Furniture Foreign Trade Company Limited）
写信方地址： 779 East Dongfeng Road，
Guangzhou， China
写信方联系方式： Tel 862083328154Fax 862083328156
E-mail： modernclassic@
写信日期： Oct 8th， 2012
收信方名称： Messrs. Tomita & Company Limited
收信方地址： 3829， Lime Street
Birmingham， E.C.5.
收信方联系方式： Tel 0044207425173Fax 0044207425175
E-mail： mtc @
去信中所涉及的内容：
（1） 感谢贵公司10月4日来函。
（2） 我方可以接受贵方的包装要求，所有家具都有防火处理。
（3） 然而，更多的顾客倾向于使用硬纸板箱代替木箱。
（4） 木箱的优点如下： 木箱能更好地防窃，更适合海运，同时垫有一层塑料能够防潮，重量较轻且结实，便于搬运。
（5） 我方盼望得到你方对包装事宜的确认。
任务评价
任务六 保险
任务描述:在该任务中，练习者要从一名外贸公司业务员的身份出发，以“保险”为主题，运用下文中所学到的相关格式和内容表达，独立完成一份写给对方公司的信件。
知识储备
I. The Significance of Insurance
Insurance is an essential procedure in international trade. The insured can obtain the guarantee from the insurance company （the insurer） to get compensation of the cargo damaged or lost in transit at a relatively small cost， namely the insurance premium.
Almost every international transaction by sea gets involved in insurance because the risks in the sea voyage are unexpected and varied. Therefore it now has become the common sense that insurance should be bought in an international transaction， either by the exporter or the importer.
II. The Coverage of Insurance
Usually， there are three kinds of basic risks package. They are FPA （Free from Particular Average）， WA/WPA （With Particular Average） and AR （All Risks）. The insured needs to choose one of them to insure against. In terms of the range of risks coverage FPA is included in WA/WPA， and WA/WPA is included in AR.
There are also eleven types of General Additional Risk. Neither of them can be insured against alone. The insured is allowed to insure against one or several of them on the basis that he has already chosen FPA or WPA. The insured choosing AR does not need to consider them as AR has naturally covered all of them. The eleven types of General Additional Risk are （1） Theft， Pilferage and Non-Delivery （TPND）; （2） Fresh Water &/or Rain Damage （FWRD）; （3） Risk of Shortage; （4） Risk of Intermixture and Contamination; （5） Risk of Leakage; （6） Risk of Clash & Breakage; （7） Risk of Odour; （8） Heating & Sweating Risk; （9） Hook Damage Risk; （10） Risk of Rust; （11） Breakage of Packing Risk.
Other than the above risks there are another eight kinds of Special Additional Risk， against one or several of which the insured can insure the cargo.
Question and Answering
1. What is the significance of insurance
______________________________________________________________________________________________________________________________________
2. What are the three kinds of basic risks package
______________________________________________________________________________________________________________________________________
3. What are the meanings of the underlined words and phrases
（1） an essential procedure
___________________________________________________________________
（2） obtain the guarantee
___________________________________________________________________
（3） the insurer
___________________________________________________________________
（4） get compensation of the cargo
___________________________________________________________________
（5） insurance premium
___________________________________________________________________
（6） risks in the sea voyage are unexpected and varied
___________________________________________________________________
（7） common sense
___________________________________________________________________
（8） FPA （Free from Particular Average）
___________________________________________________________________
（9） WA/WPA （With Particular Average）
___________________________________________________________________
（10） AR （All Risks）
___________________________________________________________________
（11） Theft， Pilferage and Non-Delivery （TPND）
___________________________________________________________________
（12） Fresh Water &/or Rain Damage （FWRD）
___________________________________________________________________
（13） Risk of Shortage
___________________________________________________________________
（14） Risk of Intermixture and Contamination
___________________________________________________________________
（15） Risk of Leakage
___________________________________________________________________
（16） Risk of Clash & Breakage
___________________________________________________________________
（17） Risk of Odour
___________________________________________________________________
（18） Heating & Sweating Risk
___________________________________________________________________
（19） Hook Damage Risk
___________________________________________________________________
（20） Risk of Rust
___________________________________________________________________
（21） Breakage of Packing Risk
___________________________________________________________________
实例示范
Dear Joe Lau，
We wish to refer you to our letter dated November 3rd， from which you will see that we would like our order to be placed on CFR basis.
As we now desire to have the consignment insured at your end， we shall be much pleased if you kindly arrange to insure the same on our behalf against All Risks at invoice value plus 10％， i.e. USD 5，500.
We shall of course refund to you the premium upon receipt of your debit note or， if you like， you may draw on us at sight for the amount requested.
We are looking forward to your early reply.
Yours Sincerely，
Trond
Trond
Notes：
CFR： （Cost and Freight）成本加运费
consignment： 托运物
at your end： 在你处
on our behalf： 代表我方
refund： 退款
upon receipt of： 一经收到
debit note： 索款通知
at sight： 见票兑付
1. Question and Answering
（1） What are the writing steps of this letter
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
（2） What are the requirements provided by the buyer for the insurance
__________________________________________________________________________________________________________________________________________
_____________________________________________________________________
2. The writing steps and typical expressions of the letter concerned
For letters from the importer requesting the exporter to insure the goods
For letters (from the exporter) in reply
3. The other commonly used expressions and sentences其他常用表达和例句
Expressions
（1） insurance company， the insurer， underwriter保险公司；承保人，保险人
（2） the insured被保险人，受益人
（3） insurance agent保险经纪
（4） insurance policy保险单
（5） insurance certificate保险凭证，简式保单，小保单
（6） open policy预约保单，总保单
（7） insurance value/amount保险金额
（8） insurance premium保险费
（9） premium rate保险费率
（10） insurance coverage保险范围（指险别或金额范围）
（11） with a franchise of ...%有一个……%的免赔率
（12） （cover/effect/arrange/take out/attend to/provide/handle） insurance投保，办保险
（13） insure ... （goods） against ... （risk） for ... （value）按……金额为……商品投保……险
（14） cover ... （goods） against ... （risk）为……货物投保……险
（15） insure ... with ... （ insurance company ）向……保险公司投保……货物
（16） debit note借记账单/索款通知单
（17） for one’s account由……支付
（18） the People’s Insurance Company of China （PICC）中国人民保险公司
（19） effect insurance办理保险
（20） captioned shipment， the subject article/goods标题货物
Typical Sentences
（1） I’m writing to ask whether your insurance company allows the foodstuffs to be insured against the risk of deterioration.
（2） We want to know your lowest rates FPA.
（3） Please kindly quote us your rate for the insurance coverage.
（4） Many export-oriented Chinese manufacturers choose to insure their consignment with the PICC.
（5） Unless wise regulated in the L/C， the negotiation bank will permit the beneficiary/exporter to deliver either of Insurance Policy， Insurance Certificate and Open Policy for negotiation.
（6） The policy holder must submit the claim within 30 days after the losses of the insured cargo are found. Insurance company insures this risk with a 5% franchise.
（7） In the absence of specific instructions from our clients we usually cover insurance against WPA and War Risk.
（8） Considering the port of destination is not far from the war zone we suggest you to cover the insurance for the 800 MT Chinese rice against All Risks and War Risk.
（9） As the exporter， we follow the prevalent practice that our CIF price covers the insurance against WPA and any extra premium of additional risks should be for the importer’s account.
（10） The premium of the cargo is at the rate of 1.5% of the goods value you declare to insure. The extra premium will be for our account.
实战任务
Situation 情景介绍：
写信方名称： 广州现代经典家具外贸有限公司
（Guangzhou Modern Classic Furniture Foreign Trade Company Limited）
写信方地址： 779 East Dongfeng Road，
Guangzhou， China
写信方联系方式： Tel 862083328154 Fax 862083328156
E-mail： modernclassic@
写信日期： October 15th， 2012
收信方名称： Messrs. Tomita & Company Limited
收信方地址： 3829， Lime Street
Birmingham， E.C.5.
收信方联系方式： Tel 0044207425173 Fax 0044207425175
E-mail： mtc @
去信中所涉及的内容：
（1） 已收到贵方10月14日要求我方为订购货物投保的来函。
（2） 我方愿意接受贵方的要求。在装运前，我方可以替贵方向中国人民保险公司办理投保标题货物的一切险，投保金额为5，500美元。
（3） 保险单将在投保后连同收取保险费的索款通知一并寄给贵方。
（4） 希望我方的服务能让贵方满意。
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