商务英语函电
Contents
Ways of searching customers
Ways of establishing relations
A Task
Writing Skills
Practice
寻找境外客户的方法
1.建立网站
外贸企业应该在网络上建立一个自己企业的主页，包括中英文两种版本。
1) 企业介绍:经营范围、经营方式、经济实力、公司名称、地址、 电话、传真、网址和电子邮箱等
2）产品介绍：包括产品名称、规格、编号、报价、产品标准等内 容。最好附有产品照片
2.参展
1）国内参展
2）国外参展
3.利用企业名录
4.利用互联网
1）大量的商业信息网站
2）工具网站及搜索引擎
5．广告宣传
1）国际广告的重要性
2）广告媒体的选择：报纸、杂志、电视、直接邮寄、广播、户外广告牌、互联网等
3）广告代理商的选择
6. 其他方法
1）向有关银行或咨询机构获取进口商资料
2）国内外的贸易促进机构或友好协会介绍客户，如我国的贸 促会也办理介绍客户的业务
3）我驻外使馆商务处或外国驻华使馆介绍合作对象
4）与国际经济组织、国外商务情报机构、研究机构、咨询公司、数据库建立经常联系，获得专项产品的市场报告。例如根据产品分组，市场信息服务杂志（Market News Service, MNS）可以提供诸如某些产品的确切交易价格、产品的供需情况和其他影响市场走势的经济信息等最新资料。
Ways of establishing business relations
Traditional ways:
1.Writing letters/fax/telex
2. Advertising through radio, TV and newspaper
3. Through old clients
4. Embassy
5. Business counselor
6. Trade fair
Modern ways
1. Online advertising
2. Search engine
3. B2B websites posting
4. Modern communication tools
Trade Manager
Skype
MSN/QQ
To establish business relations, a letter often consists of the following parts:
1.Where you get the information about the person or company to whom you are writing the letter
2.Your intention for export/import
3.A brief introduction to your business scope, experience and products
4.The information about your firm’s credit
5.Expectation for cooperation and an early reply.
“由某处得知某人姓名和地址”的表达方式
To learn/know/obtain/note one’s name and address from?
To owe one’s name and address to?
Through the courtesy of?
On the recommendation of?
To be recommended/introduced/given to sb. by?
Task工作任务
以旭日进出口有限公司Lily的名义写一封建交函。要求：
1.介绍得知对方情况的途径，说明来信意图
2. 介绍自己公司和产品的情况，并寄一套最新的产品目录
3. 表达与对方合作的愿望，并希望早日得到答复
Dear Sir or Madam，
We have learned from the Internet that you are in need of 100% cotton children’s jackets, which just fall into our business scope. We are writing to enter into business relations with you on basis of mutual benefits.
Our corporation, as a private foreign trade organization, specializing in manufacturing
children’s garments, and we have got a lot of experience. Our own brand “Tommy & Winne” has won a high reputation both at home and abroad, selling well in Russia, the Occident, Middle East and the area of South and East Asia.
Our products are made of environmental friendly material, 100% cotton, and good in airiness, moisture absorption, fashion in design, and comfortable in wear.
Enclosed is our latest catalogue on children’s jackets, which may meet with your demands. It will be a great pleasure to receive your inquiries against which we will send you our best quotations.
We are looking forward to your early reply.
Yours faithfully,
Zhejiang Sunrise Imp. & Exp.Corp.
Lily
Note:
为了防范信用风险，外贸业务员尤其对于新客户来说必须要通过有效途径对客户进行资信调查
资信调查的途径有：
通过国内的商务机构调查
借助对方所在国的工商机构、商会、贸易协会及我国驻外使领馆调查
利用银行等金融机构调查
通过其他客户调查
委托专业资信调查机构调查
资信调查的内容：
企业的基本信息：名称、地址、注册资本
企业的信用和财务信息：经营状况、客户的财务状况
第二篇：商务英语函电课后答案
外贸函电答案
Keys to the exercises
Unit 2
3.
(1) We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you in the hope of establishing business relations.
(2) We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.
(3) We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing.
(4) We are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you can airmail the catalogue and the price list of your products available at present.
(5) For our credit standing, please refer to the Bank of China, Shanghai Branch.
Unit 3
2.
1. Pease quote us your best price CIF Shanghai, inclusive of our 3% commission.
2. Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth.
3. One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.
4. To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogue and 2 sample books.
5. In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference.
3．Dear Sirs,
We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned commodities of high quality at moderate prices. Will you please send us a copy of your catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of these goods.
Yours faithfully,
4. Dear Sirs,
RE: Haier Refrigerator
We are in the market for refrigerators. Please send us your latest catalogue and details of your specifications, informing us of your price CIF Guangzhou, please also state your earliest possible delivery date, your terms of payment, and discount for regular purchase. If your prices prove reasonable and satisfactory, we shall soon place a large order with you.
Yours faithfully,
5. Dear Sirs,
We welcome you for your enquiry of May 5 and thank you for your interest in our products. We are enclosing some copies of our illustrated
catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples.
Please note that payment should be made by irrevocable L/C payable at sight against presentation of shipping documents. We allow a proper discount in view of this first business between us.
We await your acceptance by fax.
Yours faithfully, Unit 4
2．
(1).We are studying the offer and hope that it will keep open till the end of the month.
(2). We believe that you will place a large order with us owing to the high quality and reasonable price of our products.
(3). We will allow you 10% discount if you purchase 5000 dozens or more.
(4). As to terms of payment, we often require a confirmed, irrevocable letter of credit payable by draft at sight.
(5). You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.
(6). We will send you a firm offer with shipment available in the early May if you order reaches us before March 10.
(7). Because there is a brisk demand for the goods, the offer will be open only for 5 days.
(8). We are giving you a firm offer, subject to your reply here by 5 p.m. our time, Tuesday, July 10.
3.
Dear sirs,
In reply to your letter of May 5, we are giving you a firm offer, subject to your reply here by 5 p.m. our time, Thursday, October 15, 2008, as follows:
Commodity: Boots for ladies
Specifications: more than 20 assortments with new designs of brown or red colors (detailed in catalogue)
Quality: the leather used is of superior quality
Price: CIF Guangzhou US$ 95 to 300 according to various designs
Payment: Confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment.
Packing: at the buyer’s option
Shipment: September.
Unit 5
3.
1). We shall place a trial order with you for 500 sets if you will give us a 5% commission.
2). We are working on your Order No. 678 at present and please believe that we will effect the shipment within the time you stipulated.
3) Owing to heavy commitments, many orders haven’t been made, we can only accept orders for October shipment.
4) Our stock is exhausted and we are not in a position to accept fresh orders. However, we will contact you as soon as new supplies are available.
5) Shipment should be made during August to October in three lots, with 100 tons each.
4.
Dear Sirs:
We are pleased by your prompt reply to our inquiry of July 10, 2008 and now wish to order from you as our Order No. 321 enclosed.
Yours faithfully,
XI’AN INTERNATIONAL
COMMERCE CORPORATION
Tel:2365474 Fax: 654789321
ORDER FORM
Order No. 321 July 20, 2008
Messrs. JB SIMPSON &CO. LTD.
18 Deansgate Blackpool
Please supply the following items
Description: A: SA-135 Video Recorder
B: VT-462 Video Tape
C: RC-A43 Mini Radio Cassette Recorder
Quantity: A: 1000
B: 1000
C: 5000
Unit Price: FOB Xin Gang inclusive of our 5% commission
A: US$ 600 each
B: US$ 10 each
C: US$ 20 each
Payment: L/C at 90 days’ sight to be opened 30 days before shipment Package: By standard export cases
Delivery Date: Before the end of August in one/two lots.
6.
Dear Sirs:
We are pleased to have received your Order by fax dated March 10 for 500 sets of knitting machinery. Thanks.
We have immediately contacted the manufacturer. But they refused our request politely since the machines sell well, and there is a great shortage of raw materials and still a large number of orders. After our repeated negotiations, they finally promised to accept the order and to make delivery of 100 sets each month, beginning from next January. We are aware that you are in urgent need of the products, but uncertain whether you will agree on the above delivery date. We are making contact with manufacturers elsewhere and will let you know as soon as there are any favourable news.
Meanwhile, we are enclosing our catalogue covering all the articles available at present. If you are interested in any of the items, please inform us. We will surely give prompt attention to your requirement. Yours faithfully Unit 8
2. We refer to Contract NO. CT 345 signed on December 1, 2003, under which we decided 5000 M/Ts cotton will be delivered in March, 2004. Up till now we have not heard any news about delivery from you.
Our clients are in urgent need for the goods, please see to it that you should deliver the goods within the time stipulated in the contract, or we will have to lodge a claim and reserve the right to cancel the contract.
3. We refer to our Purchase Confirmation No. 345 for 5000 pieces of “White Rabit” Blanket. We are notifying that we have opened through ** Bank a confirmed, irrevocable Letter of Credit No. 789, totaling US $..., the L/C shall remain in force till 31st August.
Please see to it that the above mentioned articles should be shipped before
the end of August and the goods should be covered insurance for 130% of the invoice value against all risks.
We know that according to your usual practice, you insure the goods only at invoice value plus 10%, therefore, the extra premium will be for our account.
Please arrange insurance as per our requirements and we await your advice of shipment.
Unit 9
1. The survey report indicates that the damage to the carton and goods was due to rough handling in transit, rather than poor packing as you stated.
2. The damage was caused by improper packing, such a big and heavy machine should have been fixed and stuffed in export wooden case.
3. Upon examination, we found that there was no sign of poor quality and bad handicraft, and that the dye used is excellent.
4. Thank you for your acceptance of the wrongly delivered goods. We will give you a discount of 8% on invoice price. Please agree.
5. Please let us know by fax whether you may ship the goods before September
15. If not we shall be compelled to cancel the order.
Unit 10
6. ﹡﹡Co.
We have received your Ls/C No?, ...and..., in payment f or Contract No. ? covering ?goods, and found that some stipulations in your Ls/C are not in conformity with that in the relative contract:
7. ﹡﹡Co.
V HV RECEVIED UR LS/C NO? ,?N ? IN PT FR CONTRACT NO? COVERG ?GDS N FOUND STIPULATIONS IN LS/C R NOT CONFOMITY WZ CONTRACT.
RCVD YR LS/C ?,?N?, FR CONTRACT NO?.N FOUND FLWG DEISCREPANCIES:
(1) The contract stipulated that the business is done on the basis of net price, with no commission and discount. But in your L/C No. ?a commission of 5% is included.
THE CONTRACT STUPLATED BIZ DONE NET PRICE BASIS. W/O COMMISSION N DISCOUNT .BUT UR L/C NO? COMMISSION OF 5% INCLUDED.
ACDG TO CONTRACT, BIZ ON BASIS OF NET PRC, NO COMM N DISCNT. BUT 5PCT COMM INCLUDED (LISTED) IN UR L/C NO. ?.
(2) As for payment, the contract requires sight L/C, while your three Ls/C all call for times Ls/C. We have specially written you, on May 5, asking you to amend the Ls/C, but haven’t received any news from you up to now. We can’t effect the shipment due to your failure in following the contract and amending the L/C accordingly.
AS FR PAYMENT CONTRACT REQUIRES SIGHT L/C WHILE UR LS/C CALL FR TIME LS/C.
V’VE WRITTEN MYA5 ASKG U AMEND LS/C BUT NOT RECEIVED NEWS FROM U. CANT EFFECT SHIP DUE TO UR FAILURE IN FOLLOWG CONTRACT N AMENDG L/C ACCORDGLY. ACDG TO CONTRACT, SIGHT LC REQUIRED (NEEDED) BUT ALL YR LS/C R TIMES. V HV INFORMD U OF AMDT TO UR LC. HWEVER U HV NOT DONE. V CAN’T SHP DUE TO YR FAILURE IN FLWG CONTRACT N AMDG LC.
At present, fresh orders for ?are rushing in and there is a great shortage of stock on the other hand. Therefore, the present prices of all brands are much higher than the contract prices. You are expected to agree on the following purchases prices and immediately amend your Ls/C
accordingly so as to make it in accordance with the present prices and the contracted terms of payment. Meanwhile, you should also extend the shipment date and validity to March 30 and April 15 respectively,
otherwise, we would not effect shipment. You will be responsible for the consequence.
PRESENT FRESH ORDR FR?R RUSHG IN N ZR IS SHORTAGE OF STOCK. THEREFOR ALL BRANDS PRESENT PRICES R HIGHER THAN CONTRACT PRICES . Y R EXPECTED TO AGRREE THE FOLLOWG PURCHASES PRICES N IMMEDIATELY AMEND LS/C ACCORDGLY TO MAKE IT IN ACCORDANCE WZ PRESENT PRICES N CONTRACTED TERMS OF PAYMENT. MEANWHILE EXTEND SHIP DATE N VALIDITY TO MARCH 30 N APRIL 15 RESPECTIVELY. OR V NOT EFFECT SHIP N RESPON FR CONSEQ.
MANY ORDRS NOW. STOCK LIMITED, PRESNT PRC MUCH HIGHER THAN THAT IN THE CONTRACT. U SHUD ORDER ON FLWG PRC N AMD UR LC. EXTEND SHPMT TO MAR 30, VALIDITY TO APR 15. OZWS, V CAN’T SHP N U SHUD B RESPONSBL FR CONSEQUENCE.
The prices of all the brands are as follows:
ALL BRANDS PRICES R AS FOLLOWS: PRESNT PRCS AS FLWS:
补充：Unit 7 答案 （完全手打 自己写的答案 基本正确 如有错误 请见谅）
1. （1）包装：用能够很好抵御潮湿和震动的适合于长途海运/包裹邮递/空运和多变天气的坚固的新木箱包装。卖方应承担任何因不当包装引起的货物损失和费用，以及因卖方采取不当的保护措施而造成的任何生锈。应在箱中附寄一整套有关的维护和使用说明书。
（2）装运条件：
A 在FOB交货条件下：
a 应由卖方预定舱位。卖方应在合同中规定装船日期的45天前，用传真或电子邮件的方式通知买方合同的编号、货品、数量、金额、件数、毛重、尺寸和在装运港的待运日期。 b 买方或买方的船运代理商应在货轮到达转运港的预期时间的12天前，通知卖方货轮的名称、合同编号、船运代理商的名称。卖方应与船运代理商联系，并安排货物待运。在有必要更换货轮或发生货轮的提前到达或延迟到达，买方或船运代理商应及时通知卖方。
c 如果卖方在货轮按时到达装运港的情况下未能备好货物待运，那么卖方应承担一切空仓费和逾期费。
d 在货物越过船舷并由装车写下前，卖方承担一切费用和风险。
B 在CFR交货条件下
卖方应在合同规定的交货期内将货物由装运港运抵目的港并按合同第12条规定通知装船日期以便买方及时办理保险。
（3）商品检验及索赔： 货物到达目的港后，买方有权申请广州出入境检验检疫局复检。货到目的港90天内，如发现品质、规格或数量/质量与合同、信用证或#5@p不符时，除属于保险公司或船运公司所负责的外，买方可凭广州出入境检验检疫局出具的品质和数量检验检疫证书向卖方提出索赔（包括复验费），除应向有责任的船运公司和保险公司提出的索赔。
2. (1) Quality/Quantity/Weight Discrepancy and Claim: If the Buyers find the quality and/or quantity/weight of the goods are not in the contract after the arrival of the goods at the port of destination, aside from those losses within the responsibility of the insurance company and/or the shipping company, the Buyers shall have the right to lodge claims against the Sellers on the strength of inspection certificates issued by the inspection organization accepted by both parties. In case of quality discrepancy claim should be filed by the Buyers within 30 days after the arrival of the goods at port of destination, while of quantity/weight discrepancy claim should be field by the Buyers within 15 days after the arrival of the goods at port of destination.
(2) Arbitration: All disputes in connection with this contract or the execution thereof shall be settled by amicable negotiation between two parties. If no settlement can be reached, the case in dispute shall then be submitted for arbitration in the country of defendant in accordance
with the arbitration regulations of the arbitration organization of the defendant country. The decision made by the arbitration organization shall be taken as final and binding upon both parties. The arbitration expenses shall be borne by the losing party unless otherwise awarded by the arbitration organization.