實用外貿英語
前 考慮到市面上已有的《外貿英語函電與會話》、《外貿函電》、《外貿英語口語》等書側重英語語言知識的講解，而《國際貿易實務(雙語)》和其漢語版的重點在國際貿易、進出口業務知識，我們編寫這本《實用外貿英語...
本書以"好用、務實、有特色"為宗旨，在遵循外貿業務清晰、英語地道純正原則的基礎上，力求不僅灌輸知識，還可提升能力。將國際貿易中最廣泛、頻繁使用的語言英語與國際貿易業務充分地融合，讓學習者能實實在在地運用英語和外貿業務技巧解決些問題，使外貿談判順利、經營順暢。全書分11個單元，內容涉及外貿業務流程的各環節，包括建立業務聯系、詢盤和答復、報價、還盤、接受、訂貨、簽約、支付、備貨、包裝、檢驗、裝運、保險、異議、索賠、仲裁等。
本書既可作為大專院校外經貿專業的外貿英語教材使用，也可供外經貿從業者和廣大英語愛好者自學使用。
目 錄
Part 1 Negotiation of Business
Unit 1 Establishing Trading Relations 3
Section 1 Introduction 3
Section 2 Correspondence 4
Section 3 Dialogues 12
Dialogue 1 12
Dialogue 2 12
Dialogue 3 13
Section 4 Exercises 14
Section 5 Solution to Problem 16目 錄
Part 1 Negotiation of Business
Unit 1 Establishing Trading Relations 3
Section 1 Introduction 3
Section 2 Correspondence 4
Section 3 Dialogues 12
Dialogue 1 12
Dialogue 2 12
Dialogue 3 13
Section 4 Exercises 14
Section 5 Solution to Problem 16
Unit 2 Inquiries and Replies 19
Section 1 Introduction 19
Section 2 Correspondence 20
Section 3 Dialogues 25
Dialogue 1 25
Dialogue 2 26
Section 4 Exercises 27
Section 5 Solution to Problem 29
Unit 3 Bargaining 31
Section 1 Introduction 31
Section 2 Correspondence 44
Section 3 Dialogues 50
Dialogue 1 50
Dialogue 2 51
Dialogue 3 52
Section 4 Exercises 54
Section 5 Solution to Problem 55
Unit 4 Ordering 58
Section 1 Introduction 58
Section 2 Correspondence 59
Section 3 Dialogues 63
Dialogue 1 63
Dialogue 2 64
Section 4 Exercises 66
Section 5 Solution to Problem 67
Unit 5 Contracts 68
Section 1 Introduction 68
Section 2 Correspondence 74
Section 3 Dialogues 77
Dialogue 1 77
Dialogue 2 78
Section 4 Exercises 80
Section 5 Solution to Problem 82
Unit 6 Terms of Payment 83
Section 1 Introduction 83
Section 2 Correspondence 99
Section 3 Dialogues 103
Dialogue 1 103
Dialogue 2 104
Section 4 Exercises 105
Section 5 Solution to Problem 106
Part 2 Fulfillment of Contract
Unit 7 Shipment 111
Section 1 Introduction 111
Section 2 Correspondence 128
Section 3 Dialogues 133
Dialogue 1 133
Dialogue 2 134
Section 4 Exercises 135
Section 5 Solution to Problem 137
Unit 8 Insurance 139
Section 1 Introduction 139
Section 2 Correspondence 150
Section 3 Dialogues 152
Dialogue 1 152
Dialogue 2 153
Dialogue 3 154
Section 4 Exercises 155
Section 5 Solution to Problem 157
Unit 9 Packing and Inspection 159
Section 1 Introduction 159
Section 2 Correspondence 168
Section 3 Dialogues 173
Dialogue 1 173
Dialogue 2 174
Section 4 Exercises 175
Section 5 Solution to Problem 177
Unit 10 Complaints, Claims and
Arbitration 179
Section 1 Introduction 179
Section 2 Correspondence 186
Section 3 Dialogues 192
Dialogue 1 192
Dialogue 2 192
Section 4 Exercises 194
Section 5 Solution to Problem 196
Unit 11 Telegrams and Telex 199
Section 1 Introduction 199
Section 2 Correspondence 203
Section 3 Exercises 214
Section 4 Solution to Problem 215
Appendix 1 Business Letter Writing 216
Appendix 2 Important Ports 222
Appendix 3 Commonly Used
Vocabulary 229
Appendix 4 Useful Abbreviations 273
Appendix 5 Key to Exercises 284
Bibliography 299
Section 1 Introduction
1. Origin of Establishing Business relations(建立業務關系的原因
To establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one that wishes
to enlarge its business scope and turnover. As it is well known, customers are the basis of business development and expansion. No customers, no business, and no
orders, no the company.
對于一個新成立的公司或一家希望擴大其業務范圍和營業額的老公司來說，與潛在的交易商建立業務關系是極其重要的經營舉措之一。眾所周知，客戶是企業發展和擴張的基礎。沒有
客戶，就沒有生意，沒有訂單，沒有公司。
2. Channels of Establishing Business Relations(建立業務關系的渠道
Usually information about the merchants in foreign countries can be obtained through the following sources:
1) The exhibitions and trade fairs;
2) Banks;
3) Chambers of commerce both at home and abroad (e.g. CCPIT);
4) Commercial counselor`s office subordinate to the Embassy of a certain country;Section 1 Introduction
1. Origin of Establishing Business relations(建立業務關系的原因
To establish business relations with prospective dealers is one of the vitally important measures either for a newly established firm or an old one that wishes
to enlarge its business scope and turnover. As it is well known, customers are the basis of business development and expansion. No customers, no business, and no
orders, no the company.
對于一個新成立的公司或一家希望擴大其業務范圍和營業額的老公司來說，與潛在的交易商建立業務關系是極其重要的經營舉措之一。眾所周知，客戶是企業發展和擴張的基礎。沒有
客戶，就沒有生意，沒有訂單，沒有公司。
2. Channels of Establishing Business Relations(建立業務關系的渠道)
Usually information about the merchants in foreign countries can be obtained through the following sources:
1) The exhibitions and trade fairs;
2) Banks;
3) Chambers of commerce both at home and abroad (e.g. CCPIT);
4) Commercial counselor`s office subordinate to the Embassy of a certain country;
5) The media of the newspapers, magazines and television;
6) Introduction by friends in business circles;
7) A branch office or representative abroad;
8) The internet;
9) Trade dictionary;
10) Market research.
通常國外貿易商的信息可以從以下來源獲得：①展覽會與交易會；②銀行；③國內外的商會(如：中國國際貿易促進委員會)；④各國大使館下屬的商務參贊處；⑤報紙、雜志和電視媒
體；⑥商界朋友介紹；⑦國外分公司或代表；⑧互聯網；⑨工商行名錄；⑩市場調查。
Section 2 Correspondence
1. Writing Skills
This type of letter is generally made up of 4 parts as follows:
1) Show the source of information (how you learned of his company).
2) Briefly introduce your own company (the scope of your business, little "advertising" on your products or service).
3) Express the intention of writing the letter(what kind of business you want to do with them, e.g. to purchase their products, to sell your own products,
to enter into a joint venture with them, etc).
4) Express the wish of cooperation and early reply.
2. Sample Letters
Letter 1 (Exporter to Importer
China Foodstuff Import & Export Co.
32 Xisanhuan Rd., Beijing, China
January 1, 2014
New Asia Inc.
Room No. 40, Maruchi Building
Tokyo, Japan
Dear Sirs,
Learning from the Commercial Counselor`s Office1 of our Embassy in your country that you are one of the leading importers of canned2 foodstuffs. We have the
pleasure of introducing ourselves to you as a state corporation3 specializing in4 the export business of canned goods, and express our desire to enter into5
business relation with you.
In order to give you a general idea of6 our canned goods, we are sending you by separate airmail a copy of our latest catalogue7. Quotations8 and samples9 will
be sent to you upon receipt of10 your specific inquiry11.
We are looking forward with interest to hearing from you soon.
Yours faithfully,
Zhou Yanming
Zhou Yanming
Manager
Export Department
Letter 2 (Importer to Exporter
Dear Sirs,
Through the introduction of the United States Chamber of Commerce12 in Beijing, we were advised of your company and your ability to export hardware13. We are
writing to you with a view to establishing business relations with you and introducing your special lines14 into our market.
There is a considerable15 demand for hardware on our local markets. Our company is dedicated to16 the trading of hardware for over ten years, and is one of the
leading dealers in this line in China.
We shall always be very happy to hear from you and will carefully consider any proposals likely to lead to business between us.
Yours truly,
3. Notes to Text
1) the Commercial Counselor`s Office 商務處；商務參贊處
2) canned (American English) 罐裝的= (British English) tinned
3) state corporation, state-owned corporation 國有公司
4) specialize in …專營
This travel firm specializes in charter flights. 這家旅游公司專營包機業務。
Our company specializes in importing arts and crafts for many years.
本公司專門從事工藝美術商品進口多年。
5) enter into…開始(某種事業、談判、關系等)；締結(契約等
We hope to enter into business relations with your company for the supply of electronic shavers. 我方愿意與貴公司建立商務關系，以便取得電動剃須刀的供貨。
6) to give you a general idea of … 為了使您了解……
To give you a general idea of the scope of our business activities, we enclose herewith a complete set of catalogues that we are dealing in. 為使您了解本公司
的業務范圍，特別隨函附上一套我們經營產品的目錄。
7) catalogue 產品目錄=(美)catalog
8) quotation 報價，行情
quotation table (list) 價目表
exchange rate quotation 外匯行情
discount quotation 貼現行情
market quotation 市場行情
quote 開價，報價
The seller quoted the shirt at ten dollars.
9) sample 產品樣本，樣品
sample card (衣料等)樣品卡
sample discount 樣品折扣(一般樣品均系免費寄送，但應買方要求寄送較高價值的樣品時，賣方通常給予折扣，酌收樣品費
sample export 樣品出口(輸出)(指小量貨物以樣品名義出口，雖仍收取貨款，但可免辦出口手續
sample fair樣品展覽會; trade fair大型工商展覽會，如法蘭克福書展、倫敦古董展銷會等
sample order=trial order 試訂
sample shipment 試
10) upon/ on receipt of 收到……后
On receipt of your instructions we will send the goods. 一收到你方通知，我方即可發貨。
11) inquiry (American English) =enquiry (British English)詢問，詢價；
12) the Chamber of Commerce 商會
13) hardware 硬件
14) line: one`s trade of occupation, or the things he deals in
What`s his line?
We have completed many successful transactions with Oriental Horizons Inc. in this line of business.
15) considerable 客觀的；大量的
The losses are considerable. 損失頗大。
16) be dedicated to or dedicate to致力于
Enterprises with outstanding quality, reasonable price will be dedicated to customer service.
企業以優異的質量，合理的價格將竭誠為客戶服務。
China will continue to be dedicated to international cooperation in this area.
中國將繼續致力于加強在該領域的國際合作。
4. Useful expressions
1) 各種信息來源的表達方式。
① 從中國駐貴國大使館商務參贊處獲悉。
Having had your name and address from the Commercial Counselor`s Office of the Embassy of the People`s Republic of China in your country, we now write to you
and see if we can establish business relations.
② 從貴國商務辦事處獲悉。
Through the recommendation of your commercial office here, we got your name and have known you specialize in chemical products for years.
③ 通過中國國際貿易促進委員會了解。
We have learned from China Council for the Promotion of International Trade that you are in the market for Electric Appliances.
④ 通過貴國最近來訪的貿易代表團了解。
Through your trade delegation that recently paid a visit to Shanghai, we learned that you are well-established importers of electronic components.
⑤ 承老客戶介紹。
Mr. Alex Black of MGD Co., Ltd., our mutual friend, gave us your name and recommend that you are an experienced importer of the Jewelry products in the UK.
⑥ 承銀行介紹。
The HSBC Bank in your city has been kind enough to inform us that you are one of the leading importers of sports goods.
⑦ 從報刊上獲悉。
We are glad to know from CPU magazine that you are interested in the silicon rubber pads, and enclose our relevant catalogs for your initial reference.
⑧ 從互聯網上獲悉。
From alibaba.com, we understand that you are a potential buyer of Chinese textiles, which just fall within our business scope.
⑨ 在展覽會上結識。
We would like to thank you for your visit our booth and your interest in our products at the CeBIT Fair held in Hanover last month. As required, we are now glad
to send you our catalogue of cooling fans for your evaluation.
CeBIT是辦公及信息技術中心(德語：Centrum der Büro-und Informations Technik)的縮寫，又稱"CeBIT信息及通信技術博覽會"，是一個國際性的以信息技術(IT業)和信息工程(IE
業)為主的大型展覽會，1986年起的每年春季在德國漢諾威舉行。展覽會的組織者是德意志展覽股份公司(Deutsche Messe AG，DMAG)。CeBIT是全球較大的信息和通信工程類展覽會。
zh.wikipedia.org/wiki/CeBIT
2) 致函目的示例。
① 希望是互利關系的前奏。
We are glad to send you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us.
② 盼望能有機會合作，擴展業務。
We have the pleasure to introduce ourselves to you and hope we may have a cooperation opportunity with you in your business extension.
③ 期待與貴公司建立業務關系。
We are writing to you with a view to building up business relations with your firm.
④ 愿與貴方進行交易。
Sp
不錯，內容全面，很實用。
還不錯
不錯不錯不錯，非常地不錯的！
還可以
書的質量不錯，物流好快啊，驚呆。。。
質量不錯，包裝很好，印刷質量也好，正版。
書應該是不錯的
