1. 实盘 firm offer 2. 还盘counter-offer
3. 船期/交货期time/date of shipment/delivery 4. 装运通知shipping advice/notice 5. 离岸价Free on Board/FOB
6. 到岸价Cost, Insurance and Freight/CIF 7. 在工厂交货 ex-work 8. 提单Bill of Lading
9. 起订量minimum quantity
10．销售确认书Sales Confirmation
11．支付条款payment terms/terms of payment 12．资金情况financial standing/finances 13．原产地证明certificate of origin 14. 折扣率discount rate 15. 转船transhipment
16. 信誉情况credit standing 17. 佣金commission
18. 目的港port of destination
19. 清洁已装船海运提单clean on board ocean Bill of Lading 19. 受益人 beneficiary 21. 开证行 opening bank 22. 通知行advising bank
23. 索赔lodge a claim against/claim/claim against 24. 运费付至Carriage paid to/CPT 25. 唛头shipping marks
26. 破损险Breakage Risks/Risks of Breakage 27. 中国保险条款CIC/China Insurance Clauses 28. 综合险/一切险All Risks 29. 信用证Letter of Credit
30. 跟单信用证documentary letter of credit 31. 付款交单documents against payment 32. 保兑信用证confirmed letter of credit 33. 战争险War Risks
34. 商业发票 Commercial Invoice 35. 租船契约Charter-party 1. 申请人applicant 2. 实盘firm offer
3. 装运日期Time of shipment/delivery(date of shipment/delivery) 4. 航空货运单air waybill 5. 即期汇票sight draft
6. 合法持有人bona fide holder 7. 通知银行advising bank 8. 检验报告survey report
9. 到岸价CIF/cost, insurance and freight
10. 信用证修改书amendment to letter of credit
11. 中国对外贸易运输公司China National Foreign Trade Transportation Corporation 12. 代收银行，汇付行collecting bank 13. 订舱book shipping space 14. 运费率Freight rate
15. 钩损险Hook Damage Risk 16. 包装不良Improper packing
17. 支付条款Payment terms/terms of payment 18. 汇票draft
19. 装运港port of loading
20. 品质检验证书Inspection Certificate of Quality 21. 资信状况credit standing 22 信用证letter of credit
23. 销售确认书sales confirmation
24. 电汇telegraphic transfer 25. 仲裁Arbitration
26. 付款交单document(s) against payment 27. 水渍险With particular average/WPA 28. 提单bill of lading
29. 离岸价FOB/free on board 30. 贸易条款terms and conditions 31. 装箱单packing list
32. 原产地证明certificate of origin 33. 开证行Issuing/opening bank 34. 装运单据shipping documents 35. 综合险All Risks
36. 有关信用证the relevant letter of credit 37. 销售合同Sales Contract 38. 保险单Insurance Policy 39. 租船契约Charter Party
40. 索赔Lodge a claim (againt)…/claim 41. 商业发票Commercial Invoice
42. 中国商检局China Commodity Inspection Bureau
43. 装船通知shipping advice/notice 44. 目的港port of destination
句子翻译练习：
1. 我们将立即给你们报最优惠的拉哥斯到岸价。
2. 我们即报永久牌自行车马赛到岸价格包括3％佣金。 3. 我们即将给你们报最低价。 4. 我们给你们航空邮寄样品三份。 5. 我们寄了样本五本。
6. 我们接到你方3月25日对我们核桃仁的询价单。 7. 按照请求，我报盘以300辆飞鸽牌自行车如下： 8. 上述报盘以我方最后确认为准。
9. 我方已另寄给你方样品和三本商品小册子。 10. 我们希望这个价格你方能接受。
11. 我公司是拉哥斯市最大的电器用品进口商。 12. 我公司经营电器用品进口业务。 13. 电器用品是属于我公司经营范围。 14. 我们希望与你公司建立业务关系。 15. 我公司有意购买你公司的棉布。
Answer for reference:
1. We will quote you the most favorable price CIF Lagos immediately.
2. We will quote at once for Forever Brand Bicycle CIF Marseilles inclusive of 3% commission. 3. We will quote you the lowest price.
4. we have sent you 3 copies of sample books by airmail. 5. we sent you 5 copies of sample books.
6. We have received your enquiry of March 25 for our Walnutmeat.
7. As per your request, we are making you an offer for 300 pieces of Flying Pigeon Bicycles as follows.
8. The above offer is subject to our final confirmation.
9. Under separate cover, we are sending you our samples and three brochures/pamphlets. 10. We hope you can accept this price.
11. We are the largest importer of electric appliances in Lagos. 12. We are dealing in the import of electric appliances.
13. Electric appliances fall within the scope of our business activities/line. 14. We hope to establish(enter into/build up) business relations with you.
15. We are in the market for ( are interested in/ intend to purchuse) your Cotton Cloth.
信函练习Writing Practice
Directions: Translate the following Chinese business letters into English. 1. (Exercise for Unit 3) 先生们： 事由：缝纫机
本公司是拉哥斯最大的缝纫机进口商之一，我们经营各种牌号的缝纫机已有20余年了。我们热切地希望与你公司建立贸易关系，发展我们两国之间贸易。随函附上第303号询价单一张，盼望你方早日给我们报拉哥斯到岸价，包括我们的佣金5%，报价时请寄目录本10份，以便我们了解你们产品的质量。倘若你方报价具有竞争性，我们打算购500台。如蒙早日复信，不胜感激。
×××谨上
2007年8月8日
2. (Exercise for Unit 7 通知卖方已开立信用证) 尊敬的先生们：
订单号789——自行车
我们已请洛杉矶大通银行（the Chase Bank of Los Angeles）开立一张10万美元的信用证，以贵行为受益人，有效期至5月30日。信用证将由中国银行上海分行保兑。该行将凭单承兑发票所开金额。
议付需要凭下列单证： 商业发票一式三份； 提单一式二份； 保险单一份。
自行车装运后请立即通知我们。
×××谨上
3. (Exercise for Unit 7 要求修改信用证) 周先生：
事由：158号信用证
你方第121号定单，8公吨核桃仁，金额计2660美元标题项下的信用证已收到，谢谢。 然而，我们很遗憾地告知你方信用证中有一处与合同中规定不符。你方信用证金额未开足，因为你方定单正确的CIF总值应是2960美元，而不是2660美元，竟相差了300美元之多。为了使我们能及时发货，请立即用传真修改你方信用证，并将信用证金额增加到2960美元。一接到你方传真修改的信用证，我们将立即把货物交“和平”号轮装运不误。 如蒙早日办理，不胜感谢！
商祺！
John Smith先生谨上 4. (Exercise for Unit 8催装运)
敬启者：
我们想提请你方注意500匹蓝毛哔叽布的订单，订单号为5781。大约30天前我们已将开具好的该批订货的一张不可撤销信用证寄给贵方，信用证的有效期至3月31日。
由于销售旺季已快速临近， 我们的客房急需这批货物。谨请你方尽快发货，以便他们在销售旺季开始时能及时满足旺盛的需求。
我们想强调一下，延误交运/发运我方订货会给我方造成极大的困难/麻烦。 对于你方的合作，预致谢意/感谢。
商祺！ XXX
5. (Exercise for Unit 8 进口方请出口方代办保险)
敬启者：
关于我方102号500箱电动玩具的订单
兹谈及（请查询）我方标题项下第102号订单，从订单你方可知此笔订货是按CFR成交的。
我方希望你方在当地对此货进行投保，如蒙你方代表我方按发票金额的110%投保一切险，我方将倍感高兴。当然，一收到你方的收款清单，我方将向你方付清保费。 若你方愿意，也可向我方即期提取相同的金额。
我们衷心希望你方能满足我方要求。如若早日办理，预致感谢。
XXX谨上
6. (Exercise for Unit 9 索赔) 敬启者：
我们刚收到由“总统”号货轮发来的、186号订单项下的50箱家庭器皿。可是，我方很遗憾地通知你方其中有7箱已开裂，且里面的货已严重破损。
正如你方看到我方检验报告所称，此货损坏是由于包装不良所致。因此，我们必须向你方提出索赔，要求你方赔偿损失和检验费，共计560美元。希望你方高度重视此事。 一旦理赔，我们将把所损货物退回你方，费用由你方承担。
XXX谨上
7. (Exercise for Unit 9 索赔 ) 事由：10箱药品索赔
现随函寄你上海商检局发的第（75）36检验报告。该报告证明上列货物的品质比以前送来的样品要差的多。由于这批货物对我方完全无用，因此要求你方归还这批货的发票金额和商检费用共计…..,谅必你方会迅速处理这件索赔。一矣索赔解决，我方立刻将货物退回，一切费用由你方负担。
8. (Exercise for Unit 9 申诉) 敬启者，
很遗憾，我们不得不申诉关于7月8日所订拖拉机迟交一事。虽然，我们担保过在9月中交货，但一直到本周我们才收到货。我们是在你方这个保证的基础上才向你们订货的。很不幸，在这以前有过数次类似迟交事件，近几月来则次数更多了。这迫使我们向你方说明， 在这种情况下，业务就无法继续下去了。
信函译写练习参考答案
1.Dear Sirs,
Re: Sewing Machine Our company is one of the leading exporters of sewing machines and has been dealing in various makes for more than twenty years. We desire to establish business relations with you and promote trade between our two countries.
Enclosed is 303 Enquiry (Note). We are looking forward to have your quotation, at an early date, CIF Lagos, inclusive of our 5% commission. Meanwhile please send us ten copies of catalogues so as to acquaint us with the quality of your products.
Should your price be found competitive, we intend to place an order for 500 sets with you. It would be highly appreciated if you give us an early reply.
Yours faithfully,
2. Dear Sirs,
Order No. 789 for Bicycles
We have opened in your favour with The Chase Bank of Los Angeles an L/C to the amount of USD 100,000, valid till May 30th. The credit(L/C) will be confirmed by The Bank of China, Shanghai Branch, who will then accept the amount of/in the commercial invoice against the shipping documents. The negotiation shall be made against the following documents: The Commercial Invoice in triplicate The Bill of Lading in duplicate One copy of Insurance Policy
Please advise us immediately as soon as the bicycles are shipped.
Best regards!
Yours faithfully, XXX 3.
Dear Mr. Zhou,
Re: L/C No. 158
We thank you for the captioned Letter of Credit for the amount of USD 2660 covering your Order No. 121 for 8 M/T Walnut meat.
However, we are sorry (regret) to tell you there is a discrepancy in the credit which is not in conformity with(does not conform to) the stipulation in the contract. The amount in/of your L/C is insufficient, as/because the correct total CIF value of your order should come/amount to USD 2960 instead of USD 2660, the difference being USD300. With a view to enabling us to make prompt delivery/facilitating our prompt delivery (In order to enable/facilitate…), please amend your L/C immediately by fax by increasing the amount of your L/C to USD 2960. On receipt of your fax amendment we shall ship the goods per/by SS “Peace” without any delay.
Your early attention will be highly appreciated!
Best regards!
Sincerely yours,
Mr. John Smith 4.
Dear Sirs,
We wish to invite your attention to our Order No. 5781 covering 500 pieces Blue Woolen Serge, for which we sent to you about 30 days ago an irrevocable letter of credit—expiration date 31th March.
As the season is rapidly approaching, our buyers are badly in need of the goods. We shall be very much obliged if you will effect shipment as soon as possible, thus enabling them to catch the brisk demand at the start of the season. We would like to emphasize that any delay in shipping our booked order involve us in no small difficulty.
We thank you in advance for your cooperation.
Best wishes/regards! Yours faithfully, XXX
5.
Dear Sirs,
Re: Our Order No.102 covering 500 cases of electronic toys
We wish to refer you to our subject Order No.102, from which you will see that this order was placed on CFR basis.
As we now desire to have the consignment/shipment insured at your end, we shall be much pleased if you will kindly arrange to insure the goods on our behalf against All Risks for the invoice value plus 10%(for 110 % of the invoice value). We shall of course refund the premium to you upon receipt of your debit note. Or: If you like, you may draw on us at sight for the same amount as the premium.
We sincerely hope that our request will meet with your approval. Thank you in advance for your attention.
Faithfully yours,
XXX
6.
Dear Sirs,
We have just received the 50 cases of household chinaware shipped by SS “President” under/for our Order Bo.186. However, we regret to inform you that 7 cases are broken and their contents badly damaged.
As you see our survey report stating/statement, the damage was attributed to improper packing. We must therefore lodge a claim against you for the damage and inspection fee of the goods amounting to USD 150. We hope that this matter will call your best attention. As soon as the settlement is made, we shall return the damaged goods to you at your expenses (cost).
Faithfully yours,
XXX
7. Re: Claim on 10 Cases of Medicine
We enclose herewith Survey Report No. (75) 36 issued by the Shanghai
Commodity Inspection Bureau certifying that the quality of the above-mentioned goods is much inferior to that of the sample sent previously. As this consignment is entirely useless to us, you are requested, therefore, to return (remit) us the invoice value and inspection charges involved, totaling…
We trust you will settle this claim promptly. As soon as it is settled, we shall have
the consignment returned to you with all expenses for your account.
8. Dear Sirs,
We regret to have to complain about late delivery of the tractors ordered on 8th July.
We did not receive them until this week though you guaranteed delivery in September. It was on the basis of this guarantee that we pleased the order with you.
Unfortunately, there were similar delays on several occasions before and in recent
months it has occurred more often, that is why we are compelled to say that business between us cannot be continued in conditions as these. Faithfully yours,
Keys to the exercisesUnit 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 dozen 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 your order reaches us before March 10.
(7). Because there is a brisk demand for the goods, the offer will be open/firm 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$ 95.00 to 300.00 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 Yours faithfully,
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 is 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，
：