外贸英语函电实验
课程名称 外 贸 英 语 函 电
学生姓名 李 朋
学 号 0940101039
系 、 专 业 经管系、09国贸
指导教师 贺 海 波
20##年 11月 5 日
实验一 BUILD UP BUSINESS RELATIONS
【实验课时与类型】
4课时、综合性
【实验设备与软件】
（1）CPU2.0G，内存512M以上配置的计算机，安装有windows XP 操作系统
（2）进出口单证系统、进出口场景英语软件
【实验目的】
使学生通过对模拟的商务内容的处理，摸索与外商建立业务关系的办法，掌握国际商务磋商、掌握询盘、发盘、还盘、接受环节往来英语函电的应用技巧。
【实验准备知识】
1、 熟悉计算机操作、资料共享的途径方法及电子商务邮件发送。
2、 熟悉国际市场调查步骤及调查表的设计方案。
【实验内容和步骤】
实验内容：
设计可行的方案和实验步骤，在给定情景下通过电子邮箱互发邮件，进行商务联系，了解商务法律文件的格式和内容等，草拟和处理主要的商务文件，建立海外业务关系。
实验步骤：
（1）独立进行实验方案设计，完成实验方案设计报告。
（2）独立设计调查方案及调查表（问卷）。
（3）海外业务关系建立的往来函电。
【实验结果分析】
通过本次实验，我对外贸英语函电基本格式、专业词汇、行文方法与文体特点有了了解与掌握。《外贸英语函电》是国际贸易专业一门主干课程，本课程注重理论与实践相结合，既要讲授对外贸易业务各个环节的知识，又要训练和培养有关外贸业务环节的语言表达能力，即培养能够洽谈业务，又能撰写函电的外贸人才。
本次实验可以为今后从事外贸工作打下坚实的基础。当然在实验的过程中我发现自己有很多的不足。主要表现在以下几个方面
第一，专业词汇掌握不够。在刚开始写信函的时候，总要翻课本去查一些专业的表达，从而浪费了很多时间。
第二，英语基础不好。有些句子语法错误，或者表达不准确。
第三，对商务信函的文体特点不熟悉，所以在写的过程中逻辑混乱。
本次的外贸实验让我受益匪浅，在学习知识的同时让我认识到自己很多的不足，这也让我在今后的学习中方向更加明确。
第二篇：外贸英语函电课后参考答案~
一、单选 Unit8 P130
1.我们另由航空寄上新品种的样品供你参考。该品种价格公道，品质极好，我们认为及早推销对你们有利。 Under separate cover, we have airmailed samples of our new articles for your reference. These new articles are moderate in price and excellent in quality. We think it will be to your advantage to push sales of them at an early date.
2. 由于所需的品种目前无货供应，我们想推荐下列库存产品，可以即装，我们这一推荐是照顾到双方利益的。 Since the required articles are not available, we would like to recommend the undermentioned products which can be supplied from stock for prompt shipment. This recommendation is made in the interest of both parties.
3. 你11月15日来信收到，谢谢。货号2112电扇我们歉难推销，因为你方价格太高，买方无意还盘。 While thank you for your letter of Nov. 15 concerning electric fan Art. 2112, we regret being unable to promote sales as your price is too high to interest buyers to make a counter-off.
4.关于申请参加广州交易会一事，我们正与有关当局联系。一等到申请批准，当即通知你方。
With regard to your application for attending the Guangzhou Fair, we are contacting the relevant authorities and shall inform you as soon as the application is approved.
5.为了支持你们推销，我们特地准备了一些府绸样品连同价格单随函附上，供您考虑。我们府绸品质优良，价格公道，深受大多数欧洲国家欢迎，销售很快。我们认为订购我们的府绸在你市场销售是有利的。 With a view to supporting your sales, we have specially prepared some samples of our poplin together with a price list, which are enclosed for your consideration. Owing to its superior quality and reasonable price, our poplin has met with a warm reception and quick sale in most European countries. We think it is to your advantage to buy this item for the sale in your market.
Unit9 P147
1. 你公司19**年9月20日来函内附1000台缝纫机定单一纸已收到。兹附寄第346号销售确认书一式二份，请签回一份以便存档。
We have received your letter of September 20, 19… together with an order for 1,000 Sewing Machines. Enclosed is our Sales Confirmation No. 346 in duplicate, one copy of which please sign and return us for our file.
2. 我已接受你方85号定单订购货号1002号印花布十万码。请告颜色搭配并按合同规定的条款开立以我方为抬头的有关信用证。
Your Order No. 85 for 100,000 yards of Cotton Prints Art No. 1002 has been booked. Please let us know the colour assortment at once and open the covering L/C in our favour according to the terms contracted.
3.我们得悉上述货物的有关信用证即将开出。请放心，一等到收到你方信用证，我方将尽早安排第一艘可以订得舱位的轮船装运。
We learn that an L/C covering the above-mentioned goods will be established immediately. You may rest assured that we will arrange for despatch by the first available steamer with the least possible delay upon receipt of your L/C.
4.请你方注意，信用证的条款必须与我方售货确认书的条款完全相符，以免日后修改。
Please note that the stipulations in the relevant credit should fully conform with the terms as stated in our S/C in order to avoid subsequent amendments.
Unit10 P163
1. 请注意，付款是以保兑的、不可撤消的、允许分装和转船、见票即付的信用证支付。
Please note that payment is to be made by confirmed, irrevocable L/C allowing partial shipment(s) and transshipment, available by draft at sight.
2.我们的付款方式，一般是以保兑的、不可撤销的、以我公司为受益人的，按#5@p金额见票即付的信用证支付。该信用证应该通过我们认可的银行开出。
Our usual mode of payment is by confirmed, irrevocable letter of credit, available by draft at sight for the full amount of the invoice value to be established in our favour through a bank acceptable to us.
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3.我们通常的做法是凭即期付款交单而不用信用证。因此，我们希望你对这笔交易和今后交易也接受付款交单方式。 It has been our usual practice to do business with the payment by D/P at sight instead of by L/C. We should, therefore, like you to accept D/P terms for this transaction and future ones.
4.对你方1156号定单，我们可以接受你们所提的用远期汇票支付的建议。货物装出后，我们将向你方开出60天期的汇票，请到a期即付。
Your proposal for payment by time drafted for Order No. 1156 is acceptable to us, and we shall draw on you at 60 days’ sight after the goods have been shipped. Please honour our draft when it falls due
5. 为了你方在你市场推销我方产品铺平道路，我方将接受即期付款交单方式付款，以示特别照顾。 In order to pave the way for your pushing the sale of our products in your market, we will accept payment by D/P at sight as a special accommodation.
6.你方以付款交单方式付款的要求，我方已予以考虑。鉴于这笔交易金额甚微，我们准备以此方式办理装运。 Your request for payment by D/P has been taken into consideration.In view of the small amount of this transaction, we are prepared to effect shipment on this (D/P)basis.
II P174
1. 第268号合约项下的800辆自行车备妥待运已久，但至今我们尚未收到你们的有关信用证。请速开来，以便装运。 The 800 bicycles under Contract 268 have been ready for shipment for quite some time, but we have not yet received your covering L/C to date. Please open the L/C as soon as possible so that we may effect shipment.
2.如你方信用证在月底前到达我处，我们将尽最大努力在下月初安排装运你们所订的货。
If your L/C reaches us by the end of this month, we will exert out utmost effects to arrange shipment of your ordered goods at the beginning of next month.
3. 由于你方没有及时开立有关第1003号售货确认书的信用证，我们不得不撤消这份确认书，并要你方负担由此而产生的一切损失。 As you have failed to establish in time the L/C covering our sales confirmation No. 1033, we have to rescind (recall) this sales confirmation and hold you responsible for all the losses arising therefrom.
4. 你方可能记得，按照我方第321号售货确认书规定，有关信用证应不迟于11月15日到达我处。因此，希望你方及时开证，以免耽误装运。 You may recall that according to the stipulations of our S/C No. 321, the relevant L/C should reach us not later than Nov. 15. We, therefore, hope that you will open it in time so as to avoid any delay in effecting shipment.
5. 我们想指出，我方第112号售货确认书（你方第4831号订单）项下的货物备妥待运已久，我们一直在等候你方的信用证，可是很遗憾，我们既没有收到该信用证也没有从你处听到有关这方面的任何消息。请见信后即告你方在开立信用证上究竟有何困难。
We wish to point out that the goods under our S/C No. 112 (your Order No. 4831) have been ready for shipment for a long time. We have been waiting for the arrival of your L/C but regretfully no L/C has been received by us nor have we heard anything from you in this respect. Please let us know upon receipt of this letter whether you have any difficulties in opening the L/C.
III P184
1.你方4567号信用证条款中，我们发现有下列两点与合同条款不符合。（1）……（2）……，货已备妥待运，请即电报修改你方信用证。 Among the clauses specified in your Credit No. 4567, we find that the following two points do not conform to the contract stipulations: (1)…(2)… As the goods are now ready for shipment, you are requested to amend the L/C by cable as soon as possible.
2.现通知，你方通过利物浦麦加利银行开出的有关我方第187号售货确认书的信用证第H-15号刚刚收到。经审阅其中条款，我们遗憾的发现，某些地方与合同规定的条款不符，其不符之处如下：（1）佣金应是3%，而不是6%。（2）货物应于10月11日之间装运，不是10月30日或30日之前装运。（3）货物按#5@p价值的110%投保保险，不是150%。
We are pleased to inform you that L/C No. H-15 issued by the chartered Bank of Liverpool for our
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S/C No. 187 has just been received. However, on examining (going through) the clauses contained therein, we regretfully find that certain points are not in conformity with the terms stipulated in the contract. The discrepancies are as follows: (1) Commission is 3%, not 6%.
(2) Shipment is to be made during Oct./Nov. instead of “on or before 30th October”.
(3) Goods should be insured for 110% of the invoice value, not 150%.
3. 请把你方4761号信用证的装船期和有效期分别展至19**年11月30日何12月1 5日，并注意修改通知书要在19**年10月30日前到达我处，否则我方绝不可能在11月份装运。
Please extend the shipment date and the validity of your L/C No. 4761 to November 30 and December 15, 19.., failing which it will be absolutely impossible for us to ship the goods in November.
4. 十分遗憾，我们不能按你方要求把我方第145号信用证展期。因为目前进口规章不允许延长进口许可证的有效期。我们要指出，这不是我们不情愿与你方合作，而是没有能力满足你方展期的要求。在此情况下，我们别无他法，只得请你方按合同规定装运。
Much to your regret, we are unable to comply with your request import regulations do not permit any extension of import license. We wish to point out (that) it is not that we are unwilling to cooperate with you but that it is beyond our ability to meet your request for an extension. In the circumstances, we can do nothing but ask you to be so kind as to ship the goods as contracted.
5.在我方第135号合约内明确规定该笔交易的佣金为3%，但发现你方第557号信用证要求佣金5%，这显然与合约条款不符。为此请通知你放银行把信用证修改为佣金3%，不胜感激。
The commission allowed for this transaction is 3% as clearly stipulated in our Contract No. 135, but we find that your L/C No. 557 demands a commission of 5%. This is obviously not in line with the contract stipulations. We shall therefore be grateful if you will instruct your bankers to amend the L/C to read “commission 3%”.
6. 收到你方789号信用证，谢谢。经核对条款，我们遗憾的发现你方信用证要求，19**年10月份装运，但我方合约规定11月份装运。因此务请把装运期和议付期分别展至19**年11月30日12月15日。请即办理展证事宜，并尽早电复。
We thank you for your L/C No. 789, but on checking its clauses we find with regret that your L/C calls for shipment in October, 19.., whereas our contract stipulations for November shipment. Therefore, it is imperative for you to extend the shipment date to November 30, and negotiation date to December 10, 19…respectively. Please act promptly and let us have your cable reply the soonest possible.
Unit11 P198
1. 纸板箱作为一种包装容器已在国际贸易中广泛使用，因此，对他们的适航性，你们不必担心。
Cartons as a kind of packing container have been extensively used in international trade. Therefore, you need not worry about their seaworthiness.
2.据我们所知，保险公司接受投保纸板箱装的货物的偷窃、提货不着险。万一发生偷窃，你们可以放心，保险公司将会给与赔偿。
So far as we know, insurance companies accept goods packed in cartons to be insured against TPND. In case of theft and pilferage, you may be assured that you will get indemnification from the insurance company concerned.
3.纸板箱装的货物被窃的痕迹比装木箱的易于察觉，这将有助于你们从保险公司那得到赔偿。
The traces of pilferage are easier to be found out for the goods packed in cartons than in wooden cases. Therefore, they will help you to get compensation from the insurance company.
4.我们男衬衫的包装为每件套一塑料袋，5打装一纸箱。内衬防潮纸，外打铁箍两道。
The packing of our Men’s Shirts is each in polybag, 5 dozen to a carton lined with waterproof paper and bound with two iron straps outside.
5.运到我们口岸的货物必须在汉堡转船，因此你们的包装必须具有适航性，并能经得起运输途中的粗鲁搬运。 It is necessary to make transhipment at Hamburg for goods to be shipped to our port. Therefore, your packing must be seaworthy and can stand rough handling during transit.
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6.你们的人参酒质量很好，但包装较差，瓶子易碎，纸盒太薄，对我们今后的订货，请每瓶一只泡沫塑料套，并装在较厚的纸盒内，否则，我们只能放弃这项业务。
The quality of your Ginseng Wine is fine, but its packing is rather poor. Bottles are subjected to breakage and paper boxes are very thin. Please put each bottle in a foam plastic casing and then in a thicker paper box for our future orders, otherwise, we shall be compelled to give up this business.
7.货价通常包括包装费用在内，“包括出口包装”这一用语，意即所报价格包括适合出口的包装费用。如所报价格不包括包装费用，那么“出口包装费用由买方负担”一语应予列入合同。
Prices of goods usually include the cost of packing. The phrase “including export packing” means that the quotation includes the cost of package, the phrase “Export packing is for buyer’s account” should be inserted in the contract.
8.出口商必须很好考虑运往国外货物的包装，并尽量按买方的要求包装货物。
The exporter has to give due consideration to the packing of the goods to be shipped abroad, and try his best to pack the goods in accordance with the instructions of the buyer.
9.出口包装的结构必须考虑到经济与时效。出口商应记住，货物应该采用一种能保证安全到达 目的地和便于爱转运中搬运的方式进行包装。
In the construction of an export package, the important factors of efficiency and economy must be taken into consideration. The exporter should bear in mind that the goods should be packed in a manner which ensure their safe arrival at destination and facilitates their handling in transit.
10. 我们印花棉布系用木箱包装，内衬牛皮纸和防潮纸。每箱30匹，一花五色，平均搭配。
Our cotton prints are packed in cases lined with kraft paper and water-proof paper, each consisting of 30 pieces in one design with 5 colourways equally assorted.
Unit12 P214
1.请注意上述货物须在6月15日前装运，并按#5@p金额150%投保综合险。我们知道按一般惯例，你们只按#5@p金额110%投保，因此额外保险费将由我们负担。
Please see to it that the above-mentioned goods are to be shipped before 15th June and insured against All Risks for 150% of the invoice value. We know that according to your usual practice, you insure the goods only for 110% of the invoice value, therefore, the extra premium will be borne by us.
2.有关保险的索赔案件应尽快提交保险公司或其代理上以便他们有足够时间去向造成过错的有关方面进行好追偿。
An insurance claim should be submitted to the insurance company or its agent as promptly as possible so as to provide the insurance company or its agent with ample time to pursue recovery from the relative party at fault.
3.我们遗憾的通知你们，#5@p所列第8箱，内装10台打字机，在货到达时，其中8台严重受损。现附上上海商品检察局所签发的检验证明和船公司代理人的报告书，想必你方在解决我们上述3000美元的索赔方面，不会有困难。
We regret to inform you that Case No.8 was invoiced as containing 10 type writers, eight of which were badly damaged upon arrival. We enclose an inspection certificate issued by the Shanghai Commodity Inspection Bureau and the shipping agent’s statement and hope that no difficulty will arise in the settlement of our above claim amounting to US $ 3,000.00.
4. 在没有得到你方明确的保险要求情况下，我们按惯例把你所订购之货按#5@p金额110%投保了水渍险。
In the absence of your definite instructions regarding insurance, we covered your ordered goods against W.P.A. for 110% of the invoice value according to our usual practice.
5. 如你方希望将货物投保综合险。我们可以代为投保，但保费稍高，保费差额由你方负担。
If you desire to cover your goods against All Risks, we can provide such coverage, but at a slightly higher premium, the difference of which will be for your account.
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6.如果货物发生损坏，你方可在货到达目的港30天内评公证行的检验报告与你处保险代理行联系并向
他们提出索赔。 Should any damage be incurred, you may, within 30 days after the arrival of the
consignment at the port of destination, approach the insurance agents at your end and file your claim with
them supported by a survey report.
7.如货物在到达目的港后需立即转运至内陆城市或其他港口，我们可以代你方投保内陆险，额外保费将
记在你方账上。
If the goods, after arrival at the port of destination, are to be transported immediately to an inland city
or other port, we may cover the inland insurance on your behalf and debit you with the additional
premium.
汉译英（课后信函翻译） UNIT 8 P130
你方6月18日来信收到，谢谢。你要索取的目录已另航空寄发。
关于你要订购的保险箱，我们认为目录所载的第四号最适合你方需要，确切的外观尺寸为30*24*24，
内尺寸为26*20*20，价格为每只20英镑CIFC5%亚历山大港，包括配件但不包括底座，若需底座，则
每只要另加3英镑。我们通常给3%佣金，但考虑到你的情况，我们特地将佣金提高到5%，以便补偿你
方推销时所需的广告费。
从上述的报价中你无疑会注意到我们的价格要比其他制造厂的价格低。至于保险箱的质量，你可以放心，
我们一向保持高标准。我们的保险箱在国外经受大火灾的实际考验，充分证明它们性能良好。我们可以
这样说，文件和贵重物品装在箱内可以防窃，防焚，保证安全。就凭这些特点加之你方的努力，我们的
保险箱在你市场销售将一定获得成功。
除了保险箱以外，你若需要其他办公室用品，请与我们联系，我们将随时予以合作。 中国进出口公司
Dear Sirs
We thank you for your letter of June 18 and have pleasure to inform you that the catalogue you asked for has
been airmailed under separate cover.
With regard to the sales you enquired for, we think No. 4 as stated in our catalogue is most suitable for your
requirement. Its exact size is 30×24×24 in outside measurement, and 26’’ ×20” × 20” in inside measurement. Its
price, including all fittings but excluding stand, is ￡20 CIFC5% Alexandria. If stands are required, an extra
charge of ￡3 for each is to be added. The usual commission we allow is 3%, but in your case, it has been
specially raised to 5% so as to cover the advertising expenses you may incur in sales promotion.
From the above quotation, you will no doubt notice that our price is lower than that of other manufactures. As
to the quality of our sales, we can assure you that we always maintain the highest standard. Practical tests, which
our safes have undergone in some conflagrations abroad, are sufficient evidence of their superiority. We can
safely claim that documents and values once locked up in them are absolutely secure against theft and fire. With
these outstanding features coupled with your efforts, the sales of our safe will undoubtedly be a success in your
market.
If you are in need of any office appliances other than safes, please contact us and we shall at all times be
pleased to cooperate with you.
Yours truly
China National Import & Export Corp.
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P147
敬启者
感谢你方9月10购买棕色毛哔叽的订单，但遗憾的是我们无法接受。因为自从8月15日我们向你报盘以来，价格已经有了很到提高。按照我们过去报给你的价格，我们自己也很难补进库存。希望你方理解我们面临的处境。
我们可以告诉你，现在你要订购的商品，其现行价格为每码1.05美元FOB上海。然而，为了要达成你我之间的首笔交易，我们愿意在上述的价格上给你2%的折扣。
我们真诚地劝告你方接受我们的建议，因为我们的库存逐日在减少。如果你方不立即确定，我们恐怕将无法满足你方需要。
我们很高兴盼望收到你方的答复。 ……敬启
Dear Sirs
We thank you for your order of September 10 for brown serge, but regret being unable to entertain it because since we offered you on August 15, the price has risen considerably. We ourselves even could hardly replenish our stock at the price quoted you previously. It is hoped that you will understand the position we are facing.
May we inform you that the ruling price for the article on your order is now at US $ 1.05 per yard FOB Shanghai. However, in order to finalize this first transaction between us, we are prepared to allow you a 2% discount on the above rate.
We sincerely recommend you to accept our proposal as our stocks are getting lower day by day, and we are afraid we shall be unable to meet your requirements if you fail to let us have your confirmation by return. We look forward with pleasure to receiving your reply.
P200
你方8月31日来函问我方旅行剪刀的包装事，今告知如下：
我们出口的旅行剪刀每盒装1打，每一纸板箱装100盒。尺码是17公分高，30公分阔，50公分长，体积约0.026立方米，净重22.5公斤，毛重23.5公斤。纸板箱外的标记，除印刷有毛重、净重及皮中外，还须印刷有“中华人民共和国制造”字样。如你对标记有何特殊要求，请告知，我方当尽力满足。 顺告我们的剪刀过去一向是用木箱包装的，但是经过多次用纸板箱试装后，发现纸板箱同样适宜于海洋运输，且纸板箱价格较低，搬运较为轻便，运费也较低廉，所以现在有更多客户宁愿要纸板箱包装也不要木箱包装。我们相信你方会同意我们的意见，接受纸板箱包装。
如能早日答复，不胜感激。
Dear Sirs
In reply to your letter of the 31st August inquiring about the packing of our Trip Scissors, we wish to state as below:
Our export Trip Scissors are packed in boxes of one dozen each, 100 boxes to a carton. The dimensions are 17 cm high, 30 cm wide and 50 cm long with a volume of about 0.026 cubic meter. The gross weight is 23.5kg. While the net weight is 22.5kg. As to the shipping marks outside the carton, in addition to the gross, net weights and tare, the wording “MADE IN THE PEOPLE’S REPUBLIC OF CHINA” is also stencilled on the package. Should you have any special preference in this respect, please let us know and we will meet you to the best of our ability.
Taking this opportunity, we would like to inform you that we used to pack our scissors in wooden cases but after several trial shipments in carton packing, we found our cartons just as seaworthy as wooden cases. Besides, cartons are less expensive, lighter to carry and cost lower freight. So, nowadays more and more clients are preferring carton packing to wooden case packing. We trust that you will agree to our opinion and accept our carton packing.
We thank you in advance for your early reply.
Yours faithfully
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