授课计划
课程名称：外贸英语函电 授课时间：×××× 编号：2-7
教学过程及主要内容
课程讲义
Unit 7 Acceptance
一、Warming up知识准备
什么是有效的接受？区分接受和还盘。
二、Main Content 主要内容
1. To confirm receipt of the offer and express your thankfulness. 对对方的发盘表示感谢。
2. To tell the offerer that you accept the terms and conditions. 告诉发盘人接受其交易条件。
3. To inform the offerer of your request for the shipments. 告知发盘人你对货物的要求。
三、Writing Guide 写作步骤
Ways for importers to write an acceptance letter:
Step 1. Confirm receipt of the offer and express thanks; (确认收到报盘并表达谢意)
Step 2. Favorable comments on the goods or the market; (对该商品或市场进行有利的评价)
Step 3. Express his acceptance and the desire to place an order ; （表示接受及表达下订单的意愿）
Step 4. Express hope of receiving the sales confirmation or sales contract（表达希望收到销售确认书或销售合同的愿望）
Ways for exporters to write an acceptance letter:
Step 1. Thank the importer for his counter-offer; (感谢对方的还盘)
Step 2. Favorable comments on the goods or the market; (对该商品或市场进行有利的评价)
Step3. State his willingness of accepting the importer’s counter-offer; （表示愿意接受对方的还盘）
Step 4. Enclose the S/C and ask the importer to sign it. （随函附上销售合同并要求对方签署。）
四、Specimen Letters 范文赏析（见教材）
五、拓展练习 （见教材）
六、常用词句总汇
I. Acceptance letters from the importers
A. 买方如何表达接受并发出订单
（1） We accept the offer you made on Sept. 10 .
（2） Your firm offer is accepted.
（3）We are pleased to accept your offer and confirm this order with the following particulars
（4）We confirm having purchased from you 7000 tons of cement on the following terms and conditions.
（5）We finally decide to accept your quotation of USD 7.50 per set CIF NewYork.
B. 买方如何提出订购的条件
（1） As we need the goods urgently, please deliver the goods within 30 days after receipt of the order .
（2） We are prepared to accept your offer if you pack the goods in wooden cases.
（3） We will order immediately if you can supply from stock.
C. 如何表示购买的诚意
（1） We shall apply for the opening of an L/C in your favor within one week after we receive the copy of our purchase order duly signed by you.
（2） We will remit you 2% of the total value as advance payment after we receive your Sales Confirmation.
（3）We will establish an L/C in your favor as soon as the contract is signed.
II. Acceptance letters from the exporters
卖方如何表示接受订单
1. We are glad to receive your order and confirm the acceptance for it.
2. We have accepted your order of June 18 for 200 typewriters.
3. We are pleased to accept all the terms and conditions of your order and are sending you our signed Sales Confirmation No. 233 in duplicate.
4. We acknowledge and accept your order listed above.
5. We accept your order and will dispatch the goods as soon as we receive the relative L/C.
6. You can be assured that we will try our best to execute the order.
7.In view of your urgent need of the goods and the good relationship between our two parties, we have decided to accept your order in spite of the current tight supply position。
III. Contract
如何表达寄送、签退合同
1.We are enclosing our Purchase Order No. 123 in triplicate, a copy of which please sign and return for our file.
2.Please sign a copy of our Sales Contract No.51 enclosed here in duplicate and return one copy to us for our file.
3.We have duly counter-signed the contract and are returning one copy for your records.
4.Enclosed please find one copy of the contract with our counter-signature.
常用合同条款
1. The buyers shall open an irrevocable letter of credit available by sight draft in favor of the sellers within 30 days before the shipment.
2. The goods are to be packed in wooden cases of 10 sets each.
3. The credit shall be available by draft at sight and shall remain valid until the 30th day after the date of shipment.
第二篇：外经贸英语函电复习资料学生用 A卷范围
《外经贸英语函电》复习资料
第一部分 词组和句子翻译
unit 1 and unit 2 business letter-writing
1） Three C's：
2 layout of business letters 业务信函布局/格式---determined by custom
3. 常用的两种格式
1） semi-indented letter style 缩行式(example 1 P11)
2） block-letter style 齐头式(example 2 P12)
4. 词组
With reference to
Enter into trade relations with , enter into business with ,establish business relationship with In compliance with : according to /in accordance with
For one’s reference
Specialize in
Enter into trade relations with
Upon receipt of
Shanghai Commodity inspection Bureau
5. Useful expression P23 2 3 6 10
7. P24 PART III 中-英 1234
Unit3 status enquiries Reference
Absolute confidence
Family concern
As far as our information goes
Meet one’s commitment
Regard sth with caution (handle , treat)
Bring an action against
due
7. P36 useful expressions 2345
8. Part IV 1234
Unit 4 enquiries and replies Moderately priced
Terms of payment
On purchase of
Enclose
illustrated catalogue
excellent in quality and reasonable in price
place one’s order
prompt shipment : arrange the earliest shipment after receive your L/C
Manufacture
Sales representative
Appeal to
Most selective buyer
6. Useful expressions P47 3 6 10
8. exercise P49 PART V 中-英 123
Unit 7 quotation, offers and counter-offers报价，报盘及还盘 Repeat order
Be specially treated
be on the high side
Margin of profit
Take the opportunity to do sth.
Conclude transaction with sb.
Consider sth. Favorably
Open up a market
Have every advantage of doing sth.
Available from stock =in stock
Date of delivery
Make sth. According to instructions
6. Useful expressions 1 7 8
7. P119 Part V 中-英 1 2 4
Unit 8 sales promotion 推销
Reviver
Follow-up letter
Fail one’s expectation
Meet the requirement
Postage paid envelope
Clear the stock
Allow a generous discount
Be subject to
Conclude transactions with sb.
8. useful expression. 1 3 7
9．Exercise PART III 中-英 4 5
Unit 9 orders and their fulfillment 订单和执行
Confirmation of sales
In duplicate
Confirmed and irrevocable letter of credit
Payable by draft at sight
Arrange for dispatch
Prompt shipment
Book your order
Subsequent amendments
7. useful expression. P145 1 6 9
8．Exercise PART IV 中-英 P147 2 4
Unit10 terms of payment
1. the parties concerned to a documentary credit 与信用证相关的各方
the applicant
the issuing bank 、opening bank
the advising bank
the confirming bank
the nominated/negotiating /accepting bank
the beneficiary
2 Time draft
Sight draft
Proforma invoice
Irrevocable documentary letter of credit
In one’s favor
Draw ---draft on sb.
Bill of lading
Commercial invoice
Insurance certificate =insurance policy
In triplicate
In duplicate
Partial shipment
Transshipment
Uniform Customs & Practice for Documentary Credits
International Chamber of Commerce
7. useful expression. 1 4 6
8. P163 exercise PART V 1 2
Unit 10-2 Urging establishment of L/C 催开信用证
According to the stipulations
Guangzhou Fair
Day of grace
With reference to
Terms and conditions of a contract
Violation of contract
refund to
In this respect
3. Part IV P174 3 5
Unit 10-4 Unit 10-3 L/C amendment and extension 信用证的修改和延期 Extend the L/C
Set forth
Apply for the relevant import license
Import regulations
Book shipping space
2. P184 4 6
Unit 11 packing
During transit
Insurance company
Ocean transportation
Refuse compensation for
WPA
TPND
Plastic lining
Wooden cases
Pay compensation for
Bulk cargo
Nude cargo
Containerized
Seaworthy
Trade dispute
4. useful expressions : 4 5 20
Unit 12 insurance
（1）基本险别有 -F.P.A 水渍险 W.A or W.P.A 和一切险(All Risk-A.R
5) general average
Particular average
Insure sth. On one’s behalf
Insure against --- at ---% of invoice value Effect insurance for one’s account
Cover the shipment with ---against
Debit note
s.s. store ship
Insurance claim
Ocean Marine Cargo Clause
People’s Insurance Company of China
Rate of premium
Reforming and opening
Institute Cargo Clause
Insurance policy
4. useful expressions : P212 7 9 10 6 Exercise PART III 中译英 P214 1 5
Unit 13 shipment
Port of destination
Shipping mark
Port of discharge
Shipping advice
Draw upon sb. For the amount of –through ---bank
Protection
Forwarding agent=forwarder
Non-performance of the contract
Cancel the shipping space
Special express
4. useful expressions : 4 7 10
5. Exercise PART III P231 5
复习练习1
1．________your price be found competitive，we intend to place an order for 600setswithyou．
A．would B．could C．shall D．should
2．Please_________ your bank to increase the L／C amount by us $l，000
A．approach with B．approach to C．approach D．make approach
3．Your failure_________ the goods by the promised date is very inconvenient．
A．to deliver B．of delivery C．at deliver y D．on delivery
4．Your g00ds are superior in_________ compared with those of other manufacturers．
A．quantity B．quality C．weight D．time
5．We demand a compensation for the loss we have thus
A．sustained B．obtained C．detained D．entertain
6．Our goods have been packed_______ for quite sometime．
A．ready for shipment B．ready for shipping
C．ready for selling D．to ship
7．Could you allow me________30 days to clear my account?
A．another B．a further C．additional D．an extra
复习练习2
1．Please let us have your price list____________ your enamelware．
A．cover B．infer C．covering D．inferring
2．lf the carrier is at fault．he will be___________ responsible for the loss or damage
A．held B．made C．told D．chosen
3．The WPA covers__________ risks than the FPA．
A．less B．wider C．more D．few
4．As for the price，the increase of 10___________ is too much．
A．rate B．proportion C．percent D．percentage
5．We hope that the matter can be settled__________
A．to our mutual advantage B．to OHF mutual interest
C．to our mutual bene6t D．in our mutual interest
6．As you failed to make delivery in time，we have no choice________ our order with you．
A．but to cancel B．but cancel C．but canceling D．but cancelled
复习练习3
1．We are in receipt of your letter__________ March 23．
A．date B．dated C．dating D．to date
2．we assure you_________ our prompt attention to all your enquiries．
A．that B．to C．with D．of
3．we wonder whether you could use Type A________ Type B．
A．because of B．in spite of C．instead of D．replace of
4．To ensure smooth execution，please_________ the relative credit as soon as possible．
A．open B．make C．start D．begin
5．We regret to say that there is no stock_________ for your order
A．preferable B．considerable C．possible D．available
6．_______Contract No．1 23，we are agreeable to D／P payment terms．
A．With regard for B．With regards for
C．With regard to D．With regards to
7．Should your price______ reasonable，we will place an order____ you
A．is…with B．are…from C．is…from D．be…with
8．We shall be Very much appreciated if you will see to it that amendment is cabled
without____________
A．postpone B．detain C．block D．delay
9．We also wish to advise you that the prices we quoted are our___________ prices．
A．new B．cheap C．rock-bottom D．easiest
1. DCABAAA
2. CACCCA
3. BDCADCDDC
复习练习4
1．We look forward to _ a trial order．
A．receiving B receive from you C．receipt D．receipt your
2．We _ some brochures to illustrate the products we manufactured．
A．enclose, to you B．enclose you,\ C．enclose,\ D．enclose, you
3．If you will send us a catalog by air, we shall _very much．
A．appreciate B．appreciating C．appreciation D．appreciate it
4． We would like to take this_______ to establish business relations with you。
A．step B．opportunity C．advantage D．opening
5． In case the said goods are not available_____ stock。 please keep us informed
at all early date。
A．in B．by C．from D．out of 10，It is the usual practice here that
6．We are glad that We have _____an agreement on this matter
A．come B．got C．reached D．arrived
7．our S／C No.301，we wish to say that the goods will be shipped by Oct.10。
A． With reference to B． Refer to C．Referring D．With refer to
8． After inspection of the shipment，we found 5 cased _______
A．missing B.1osing C．missed D．lost
9．________your letter of March 5，we are pleased to inform you that the L／C has been
received。
A．Replying to B．Replying for C．Replied to D．Replied for
ACDBCCAAA
复习练习5
1. We shall be glad to offer you for the sale of our products in New York.
A. the sole agent B. a sole agent
C. sole agency D. a sole agency 2 A confirmed, irrevocable letter of credit, covering the order for US $ 20,000 in their favour, was opened ______ until March 10.
A. effectively B. expiry
C. available D. validity
3. We would ask you to do everything possible punctual shipment.
A. ensuring B. to be ensured
C. to ensure D. while ensuring
4. Will you please inform us, , of the extent of their resources and also as to their reputation?
A. with confidence B. in confidence
C. as confidential D. of confidentially
2.D CCB
复习练习6
1.We______some brochures_____to illustrate the products we
manufactured .
a.enclose ,to you b.enclose you，\
c.enclose,\ d.enclose,you
2.It is the usual practice here that 10 shirts are packed____
a carton and 10 cartons____a strong seaworthy wooden case.
a.in,in b.in,to c.to,in d.to,to
3.We are glad that we have_____an agreement on this matter.
a.come b.got c.reached d.arrived
4.We have made____that we would accept D/P terms for your
future order.
a.clear b.it clear
c.that clear d.it is clear
5.We would make you the following offer,subject to your
reply_____us not later than November25.
a.reach b.reaching c.reaches d.being reached
6.Please____to let us have your offer as soon as possible.
a.do the best b.do your best
c.make the best d.make your best
c .d .c .b b .b
写作
1. 建立业务联系 英译中
? Dear Sirs,
? We learn from China Daily of last week that you are interested in silk clothes. ? We introduce ourselves as a leading exporter here in the line of garments and
are willing to set up / establish / enter into business relations with you on the basis of equality and mutual benefits.
? Our silk clothes are made of high quality silk materials with traditional
workmanship. For your reference, we are enclosing an illustrated catalogue and the latest price list. If you are interested, please send us your specific inquiry on receipt of which we’ll send our quotation and samples.
? We are looking forward to your early reply.
? Yours faithfully,
? 中国日报（China Daily
? 丝绸服装（silk clothes）
? 服装行业the line of garments
? 建立贸易关系set up / establish / enter into business relations with
? 高档真丝面料high quality silk materials
? 传统工艺（traditional workmanship）
2.资信调查 信函写作
– Write an English letter in a proper form based on the following
information:
? Your company is planning to fulfill an order from a new customer: Universal
Trading Co. Ltd in Britain, about whom you know nothing. Write a letter to your bank ---- the Bank of China inquiring about the financial standing of the above company, details of which are as follows:
? Name: Universal Trading Co. Ltd.
? Address: P. O. box 1734
? Otterspool Way
? Watford, Herts WD25 8WW
? UNITED KINGDOM
? Reference bank: Barclays Bank PLC
? 54 Lombard Street,
? London EC4 3AH, UK
3.报盘 中译英
? Translate the following letter into English in a proper form:
? Worldwide Trading Pty. Ltd
? Level 25
? 367 Collins Street
? Sydney, Australia
? 女士/先生：
? 感谢你方11月5日对我方圣诞蜡烛的询盘。
? 根据要求，现报你方所需货号为202圣诞蜡烛，每箱340美元，按成本加
运费悉尼价，包括2%的佣金，以我方最后确认为准。
? 众所周知，我方产品质量优良，价格合理，在国际市场上很受欢迎，希望
你方能同意报价。
? 圣诞节日益临近，请尽快寄订单勿误。
? 盼即复。
? 谨上
? 金王蜡烛有限公司
? （中国青岛香港路100号福泰广场11层）
? 出口部经理 高丽
? 20--年11月10日
提示：
金王蜡烛有限公司 Golden King Candle Co. Ltd
福泰广场 Futai Plaza
圣诞蜡烛Christmas candles
货号Article No.
箱case
圣诞节日益临近Christmas is approaching
4.还盘 中译英
? 敬启者：
? 你方6月3日报盘和女衬衫的样品已收到，非常感谢。
? 你方产品质量优良，但价格相对我方市场来说太高。同时也必须指出，我
方市场上有许多韩国、日本同类产品，他们的价格比你方低10%到15%。在这种情况下，我们希望你方考虑一下降低价格，比方说10%。我方订单总额大约RMB￥200,000,我们认为这值得你方考虑让步。期待你方早日回复。
? 谨上
提示：
女衬衫blouses
韩国、日本同类产品blouses are available in our market from Korean and Japanese
manufacturers
降低价格make a reduction in the price
让步make a concession.
?
5.支付方式 英-中
? Dear Sirs
? We thank you for your Order No.105 for 50 metric tons of groundnuts but
regret being unable to accept your terms of payment mentioned herein.
? In our last letter we reiterated our general terms and conditions, i.e. our usual
terms of payment are by confirmed irrevocable letter of credit in our favor, available by draft at sight, reaching us one month before shipment, remaining valid for negotiation till 15th day after the prescribed time of shipment, and allowing transshipment and partial shipments.
? For your information, several big firms at your end have already done business
with us as per the above terms. We hope you will agree to our terms of payment
so as to get the first transaction concluded.
? We look forward to your favorable reply.
? Yours faithfully
提示：
公吨metric tons
花生groundnuts
重申reiterate
一般售货条件general terms and conditions
大公司big firms
按此条款as per the above terms
6. 包装 信函写作
? Write an English letter based on the following information:
? 向卖方订购10,000箱矿泉水
? 包装要求：每瓶500毫升，12瓶装一纸箱，2纸箱装一塑料箱，内包装务
请美观以利销售，外包装务请坚固以便长途海运
? 请卖方按要求包装并按时装运
提示：
矿泉水mineral water
包装要求packing requirements
瓶bottle
美观以利销售be exquisite to be helpful to sales
7. 保险 信函写作
? Write an English letter based on the following information:
? 买方来函询问保险情况，现写信答复：
– 对于以CIF价格成交的交易，我方通常向中国人民保险公司根据
19xx年1月1日的海洋运输货物保险条款投保一切险。若买方要求
依据协会货物保险条款办理，我方可以照办但两者保费的差额由对
方支付。
– 若买方想要投保附加险，我方可以代办，额外保费由买方支付。我
方将把保险商出具的保费收据寄给对方。
– 保险金额通常为#5@p金额的110%。如果买方要求增加，可以照办
但额外保费也将由买方支付。
– 盼对方寄来订单。
提示：
海洋运输货物保险条款Ocean Marine Cargo Clauses
协会货物保险条款the Institute Cargo Clauses
保费的差额difference in premium
附加险additional risks
保费收据premium receipt