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1、Usefulwordsandexpressions一、建立业务关系1. Wearespecializedintheabovebusinessandrecallthatmanyyearsago,considerablebusinesswasdonewithyourcountryonsuchitems.我们专营上述业务，许多年前，我们同你们国家就上述商品做过大笔交易。2. OntherecommendationofMessers.J.Smith&Co.,Inc.,wehavelearnedwithpleasurethenameofyourfiandshallbegladtoenterintobus
2、inessrelationswithyou.承蒙史密斯公司介绍，得知贵公司名称，我们非常乐意与贵方建立贸易关系。3. Wearewillingtoenterintobusinesswithyourfirmonthebasisofmutualbenefitandexchangingthatonehasforwhatoneneeds.我们愿在平等互利、互通有无的根底上与贵公司建立业务关系。4. Asyouareoneoftheleadingimportersindigitalmachinetools,wehavepleasureincontactingyouinthehopeofestablish
3、ingbusinessrelations.鉴于你们是数控机床的主要进口商之一，特此联系，盼能建立业务关系。5. Weavailourselvesoftheopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.我们利用此时机致函贵方以了解可否与贵方建立贸易关系。6. Beingcloselyconnectedwithreliablewholesalershere,weshallbeabletodoconsiderableimportbusinesswithyou.我公司与此地可靠的批发商有密切联系，能与贵公司做
4、可观的进口业务。7. ThankyouforyourletterofJanuary22,inwhichyouexpressedyourwillingnesstoenterintobusinessrelationswithus.感谢你方1月22日来信表示愿意同我们建立业务关系。8. WearegiventounderstandthatyouarepotentialbuyersofChinese.,whichcomeswithinthescopeofourbusinessactivities.据悉，贵方是中国（产品）有潜力的买主。该产品正属我公司的经营范围。9. Wehaveobtainedyou
5、rnameandaddressthroughtheCommercialCounselorsOfficeoftheEmbassyofthePeople,sRepublicofChinainyourcountryandunderstoodthatyouwouldliketoestablishbusinessrelationswithus.我们从驻贵国的中国大使馆商务参赞处得知贵公司的行名和地址，并了解到贵公司愿与我们建立业务关系。10. Weshouldhighlyappreciateitifyouwouldrespondtoourrequestatyourearliestconvenience.
6、如果你方能够尽早回复，我们将不胜感谢。二、询盘1. Couldyougiveussomeideaaboutyourprice?请介绍贵方的价格好吗？2. DoyouofferFOBorCIF?贵方报离价还是到岸价？3. Howlongdoesyourofferremainvalidfiopcn?贵方的报价多长时间有效？4. Willyouletusknowwhatyourtermsofpaymentare?能否告知贵方付款条件？5. Pleasemakeusanofferwithinthismonthsincewehavemadeaninquiryforyourproducts.我方己对你们的
7、产品进行询价，请在本月内给予报盘。6. PleasesendusyourbestofferbyInternetstatingpaymenttermsandtimeofshipment.请用互联网向我方报最优价，说明支付条件和装运期。7. Fullinformationastoprices,quality,quantityavailableandotherrelativeparticularswouldbeappreciated.请详告价格、质量、可供数量及其它有关情况。8. MayIhaveanideaofyourPriCes?可以了解一下贵方的价格吗？9. Canyougivemeanind
8、icationofprice?贵方能给我一个估价吗？10. Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.请告知贵方有关商品的最低价。11. Ifyourpricesarefavorable,Icanplacetheorderrightaway.如果贵方的价格优惠，我方可以马上订货。12. WhencanIhaveyourfirmC.LEprices,Mr.Li?李先生，什么时候能得到贵方到岸价的实盘？13. WewouldratherhaveyouquoteusEO.B.prices.我方希望贵方报离岸价格。14. Re
9、ferringtoyourletterdated.inwhichyouinquiredfor.,wehavepleasureincablingyouanofferasfollows:关于贵方月.日对询价函,现电报报价如下：15. Inanswertoyourinquiryio.nameofcommodity）,weofferyou.（quantity）.关于贵公司所询（商品），现可供（数量）。16. Asrequested,weareofferingyouthefollowingsubjecttoourfinalconfirmation:根据要求，现我方就如下货物向贵方报价，以我方最后确认为准
10、：17. WethankyouforyourinquiryofNov.29,andcanofferyou.Thisofferwillremainopenuntilthereceiptofyourfaxbyreturn.感谢贵方U月29日询盘，现报.，此报盘有效期截止收到你方。18. Wethankyouforyourletteraskingforournewcatalogue.Itisbeingdispatchedtoyouunderseparatecoverandwehopethatyouwillfindmanyitemsinitwhichinterestyou.感谢你方来函索要我方新目录单
11、，目录单己另封寄上，希望贵方从中得到感兴趣的工程。19. Furthertoourletterof.wehavenowheardfromourworksthatitispossibletosupply.续我方月日函，我方从T.厂得悉有可能提供（产品）。20. Inreplytoyourletterof.weconfirmourfaxoftodayreading:兹复贵方.来函，我方确认今日电传,电文如下：21. Assoonasweareabletosayanythingdefiniteregardingoursupplyofcompressors,wewillcableyouagain.关于
12、我方提供乐缩机-事，一俟我方有进一步消息，即电告贵方。22. Willyoupleasetellthequantityyourequiresoastoenableustosortouttheoffers?为了便于我方报价，可以告知贵方所要的数量吗？23. Wewouldliketoknowwhatyoucouldofferaswellasyoursalesconditions.我方想了解贵方所能提供的商品和销售条件.24. Howlongdoesitusuallytakeyoutomakedelivery?贵方通常要多久才能交货？25. Couldyoumakepromptdelivery?可
13、以即期交货吗？26. Wouldyouacceptdeliveryspreadoveraperiodoftime?不知贵方能否接受在-段时间里分批交货？27. Couldyoutellmewhichkindofpaymenttermsyouwillchoose?能否告知贵方将采用哪种付款方式？28. Willyoupleasetellustheearliestpossibledateyoucanmakeshipment?能否告知我方最早船期吗？29. Doyoutakespecialorders?贵方接受特殊订货吗？30. Couldyoupleasesendusacatalogofyourr
14、ubberbtstogetherwithtermsofpayment?贵方能给我方寄来一份胶靴的目录和付款方式吗？31. Heinquiredaboutthevarieties,specificationsandprice,andsoforth.他询问了品种、花色和价格等情况。Notes1. prospective预期的；有希望的2. turnover营业额,成交量3. integrity老实,正直4. standing信用情形5. brochure小册子，宣传手册6. scrupulous小心谨慎的,细心的三、发盘、还盘(1) Asrequested,weareofferingyouthef
15、ollowingsubjecttoourfinalconfirmation.根据要求，我方就如下货物向贵方发盘，以我方最后确认为准。(2) Asrecentlythegdsareinextremelyshortsupply,weregretbeingunabletooffer.因近期货源紧张，很抱歉不能发盘。(3) Itsapleasureforustoofferyouthegoodsasfollows.非常快乐地向你方发盘如下。(4) Wewillkeepinmindyourrequirementforshirtsandshallcontactyouonceitisavailable.我方会
16、留心你方对衬衫的要求，一旦有货，将立即同你方联系。(5) WeregretbeingunabletoquoteonEO.B.basis,asitisourgeneralpracticetodobusinesswithallourclientsonC.I.Eterms.很遗憾，我方不能以离岸价报价，我方与客户做生意通常报到岸价.(6) Wehavetheofferreadyforyou.我方已经为你方准备好发盘了。(7) Icometohearaboutyourofferforfertilizers.我来听听你方关于化肥的发盘。(8) Weofferfirmforreply11a.m.tomor
17、row.我们发实盘，以明天上午Il点答复为有效。(9) Myofferwasbasedonreasonableprofit,notonwildspeculations.我方的报价基于合理的利润，并非漫天要价。(10) Wealwaystryourbesttomeetyourrequirementsinviewofourlongrelations.鉴于双方长期的贸易关系，我方总是尽力满足你方的要求。(11) Isyourofferafirmoneoronesubjecttofinalconfirmation?你发的是实盘还是以最后确认为准？(12) Thisofferisbasedontheex
18、pandingmarketandiscompetitive.此发盘着眼于扩大销路而且很有竞争性。(13) Pleaserenewyourofferfortwodaysfurther.请将发盘延期两天。(14) Pleaserenewyourofferonthesametermsandconditions.请按同样条件恢复发盘。(15) Theofferwillremainopenfor3days.发盘的有效期为3天。(16) Usefulwordsandexpressionstoextendanoffer延长发盘torenewanoffer或toreinstateanoffer恢复发盘towi
19、thdrawanoffer撤回发盘todeclineanoffer谢绝发盘atwideintervals间隔时间太长(17) Wefindyourquotationslightlyhigherthanthosewehavereceivedfromothersources,andaskyoutoreduceyourpricetomeetthecompetition.我方发现你方报价比其它渠道略为偏高，请你方降价，以适应竞争。(18) Wearesorrytoinformyouthatyourpricehasbeenfounduncompetitive,butwearestillintereste
20、dindoingbusinessifyoucanbringdownyourpricetoanacceptableIeveL很抱歉地通知，你方价格无竞争力，假设能降低到我方可接受的价位，我们仍对交易感兴趣。(19) Youwillseethatouroffercomparesfavorablywiththequotationsyoucangetelsewhere.你方会发现我方报价低于其它报价。(20) Thisquotationisbasedonexpandingmarketandiscompetitive.此报盘着眼于扩大销路而且很有竞争性。(21) Wequotethisarticleat
21、US$250perM/TC&E我们报本钱加运费价每公吨250美元。(22) Someprice-relatedterms:advertisingcost广告费appraisedprice估价basicprice基价buyingoffer买方发价ceilingprice最高价combinedoffer联合发价costandfreight(C&F)到岸价：本钱加运费costandinsurance(C&I)本钱加保险费在内价cost,insuranceandfreight(C.I.E)到岸价格；本钱加保险和运费counteroffer还价;还发价currentprice现时价entertainme
22、ntexpenses交际费ex-dock/ex-factory码头/工厂交货价ex-mine/ex-plantation矿区/农场交货价ex-quay/ex-wharf码头交货价ex-ship船上交货价firstcost生产本钱价floorprice最低价freealongside(on)ship船边/上交货价freeonrail火车上交货价freeoverside输入港船上交货价格，船边交货freeout(F.O.)包括卸货费在内的运费freightrepaid运费预付freightterms岸上交货价landing(loading)charges起(装)货费miscellaneousexp
23、enses杂项开支netprice净价；实价offerwithoutengagement虚盘；不受约束出价out-of-pocketexpenses零星开支overhead日常开支:日常管理费packingcharges包装费primecost原价；主要本钱rebate回折retailprice零售价sundryexpenses杂费surcharge附加费wholesaleprice批发价(23) Wethinkyourofferistoohigh,whichisdifficultforustoaccept.你方报价太高，我方难以接受。(24) Ourofferisreasonableandr
24、ealistic.Itcomesinlinewiththeprevailingmarket.我方的报价是合理的、现实的，符合当前市场的价格水平。(25) Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenonecessityforfurtherdiscussion.(26) 如果你方坚持自己的价格，不作让步，我们就没有必要再谈下去了。(27) 1.etshaveyourcounter-offer.请还个价。(28) Wemakeacounter-offertoyouofU.S.$150permetrictonEO.B.
25、London.我方还价为每公吨伦敦离岸价150美元。(29) Itisabsolutelyoutofthequestionforustoreduceourpricetoyourlevel.我方不可能把价格降到你方所要求的价格水平。(30) IamafraidIdonotfindyourpricecompetitiveatall.你方的报价无任何竞争性。(31) Still,Ithinkitunwiseforeitherofustoinsistontheirownprices.不过，彼此都坚持自己的价格不是明智之举。(31)1willrespondtoyourcounter-offerbyred
26、ucingourpricebythreedollars.我方同意你方的还价，减价3元。(32) Ifthepricewerehigherthanthat,wewouldrathercallthewholedealoff.如果价格比这还高，我方宁愿放弃这桩生意。(33) WithyourpriceI,mafraidyoullstandverylittlechanceofobtainingthebusiness.按你方这个价格，恐怕你方获得这笔交易的时机甚微Q(12) Tohavethisbusinessconcluded,youneedtoloweryourpriceatleastby10per
27、cent,Ibelieve.我方认为，要达成这笔交易，你方至少要降价10%o(13) Ourpriceisreasonable,comparedwiththatintheinternationalmarket.与国际市场上的价格相比，我方的价格还是合理的Q(14) Thepriceof.isacceptable,providedyouincreasethequantityofyourorderto.我方可以接受价，但条件是你方应将订货数量增至四、接受(1) Inviewofyoururgentneedofthecargoandthefinerelationshipbetweenourtwopa
28、rties,wehavedeterminedtoacceptyourorderinspiteofthecurrenttightsupplyposition,butwecandosoonlybyputtingoffoursupplytoanotherCUStOmer.鉴于你方急需此货物以及你我双方的友好关系，尽管目前供货很紧，我方决定接受你方的定单。然而我方能这样做是因为推迟了另外一客户的交货期。(2) Assomeitemsunderyourorderarcbeyondourbusinessscope,wecanonlyacceptyourorderpartially,wehopethiswi
29、llnotcauseyouinconvenience.由于你方定单项下的货物超出了我方的经营范围，我方只能局部接受你方定单，希望这样做不至于给你方带来不便。(3) Sinceyourordercoversuchalargequantity,weareunabletomeetyourrequirementsforthemoment,butwewilldoourutmosttosecuresupplyforyou,andwheneverthepositionimproveswewillnotfailtoletyouknow.因为你方的定单数量很大，我方目前暂时不能满足你的需求，但是我们将尽最大的努
30、力为你方获取货源，一旦情况改善，一定告知。(4) Becausewearealreadyheavilyburdenedwithoutstandingorders,itisimpossibleforustoacceptnewordersfordeliverywithinthisyear.由于我方现在己经承当过多的定单，因此无法接受今年之内交货的新定单日(5) IfyoucanacceptUS$75,sendusaproformainvoiceandwewillopenaletterofcreditfor2,000sets.Thequalityofthemerchandisemustbeashig
31、hasthatofyourSamPIe.如果可以接受75美元的标价，请寄形式发票来，我们当即开立2000套的信用证。商品质量须与样品质量一样好。(6) WeexpressthanksforyourquotationofFebruary25andencloseherewithourOrderNo.686forthecaptionedcommodities.Asthecommoditiesareeagerly2月25日的报价，随函附上关于标题项下货物的686号订单。因为我方客户急需该货，希望能尽快装运。(7) Wearesatisfiedwiththepriceandqualityofyourgd
32、sanddelightedtoprovideyouwithanorderforthefollowingitemsontheunderstandingthattheywillbesuppliedfromcurrentstockatthepricesmentioned.我方对你方的产品价格和质量都很满意，现寄上订单一份订购以下产品，要求按照指定价格以现货供给。(8) Yoursamplesof.receivedfavorablereactionfromourcustomers,andwearepleasedtoencloseourOrderfor我客户对你方样品反映良好，现附上定单。(9) Thi
33、sisatrialorder.Pleasesendus60setsonlysoastodevelopthemarket.Ifsuccessful,largerorderswillfollowinthefuture.此系试销定单，请先发来60台以便开发市场。如果成功，随后将有较大数量的定单。(IO)PIeaSeSUPPIyinaSSOnedCOlOrS:不同的颜色配货，最好是红、黄、绿、蓝以及棕色各10打。(11) Wcleaveittoyourdiscretiontosupplyanappropriatesubstitute,shouldyounothavewhatwewishfor,butt
34、hepricemustbelowerthanHKD5peryard.如果无我方所需要的货物，可由你方选择提供适宜的代用品，但价格不得超过每码5港元。(12) Unfortunately,therecentrushoforderforourgoodshasmadeitimpossibletopromiseshipmentearlierthanOct.20.不巧，由于大量定单涌入，我方不能承诺在10月20日前装运。(13) OurstockofB600isexhaustedandwehavenoideawhenthematerialwillberestocked.B600库存告罄，不知何时才能补进
35、五、销售合同确认1 .SalesConfirmation销售确认书，可缩写为S/C2 .Purchasccontract购货合同，可缩写为P/C3.1 nfavorofsomebody=insomebody,sfavor以某人为抬头4.155 uingbank=openingbank开证行4.156 theGeneralTermsAndConditions一-般条款4.157 allyauthentic同等效力7.5 upplemcntaryCondition(S)附力口条款8 .beinconflictwith和冲突9 .finalandbinding决定性的并具有效力的10 .inconj
36、unctionwith与有关11 .payingbank支付行，付款行12 .fullsetcleanonboardshippedBillofLading一整套清洁装船提单13 .loadingandunloading装卸14.sailingdate起航日期15. ChinaCommodityInspectionandQuarantineBureau中国商品检验检疫局16. upon（on）thestrengthof依靠，凭借17. shouldbebornebysomebody应由某人负担18. forcemajeure人力不可抗力19. ForeignTradeArbitrationCom
37、missionoftheChinaCouncilforthePromotionOfIntemationalTrade中国国际贸易促进委员会对外贸易仲裁委员会20.provisionalrules暂行条例；暂行规那么六、结算 WestpacBankingCorp西太平洋银行公司（澳大利亚）ChaseManhattanBank大通曼哈顿银行（美国） Citibank花旗根行 BankofChina中国银行CanadianImperialBankofCommerce加拿大帝国商业银行 NationalWestminsterBankPLC国民西敏寺银行（英国） 1.loydsBankPLC劳埃德银行（
38、英国） MidlandBank米兰银行（英国） BanqueNationaldeParis巴黎国民银行（法国） DeutscheBank德意志银行（德国） AlgemeneBankNederland荷兰通用银行 HongkongandShanghaiBankingCorp香港汇丰银行 IStitUtoBanCarioSanPaOlODiTorino意大利都灵圣保罗银行 Dai-IchiKangyoBank第劝业银行 BankOfTOkyo东京银行 IndustrialBankofJapan日本兴业银行 MitsubishiBank三菱银行 SWiSSBankCOrP瑞士银行公司2 mercia
39、linvoice商业发票3 .insurancepolicy保险单与保险有关的词汇和词组有：insurancefund保险基金insurancepremium保险费insurancerate保险费率4. certificateoforigin原产地证明在对外贸易中，证书有多种：certificateofinspection检验证书plantquarantinecertificate植物检疫证明书sanitarycertificate卫生证书healthcertificate卫生（健康）证书surveyreportonweightissuedbyC.1.B.C.中国商品检验局签发之重量检验证明书
40、inspectionandtestingcertificateissuedbyC.I.B.C.中国商品检验局签发之检验证明书5. drawnonsomebodyfor开出向某人索取汇票6. proceedsn.收益，收入，款项7. foronesfile供存档Thiscopyofcreditisforyourownfile,pleasedelivertheattachedoriginaltothebeneficiary.本证副本供你行存档，请将随附之正本递交给受益人.8. correspondentbank往来行9. agentbank代理行10. negotiationcredit议付信用证
41、常见的有关信用证的词组有:ConfilinedL/C保兑信用证SightL/C即期信用证UsanceL/C远期信用证TransferableL/C可转让信用证DivisibleL/C可分割信用证DocumentaryL/C跟单信用证CleanL/C光票信用证DeferredPaymentL/C迟付信用证BacktobackL/C背对背信用证ReciprocalL/c对升信用证11. tieSomethingupMtt;停泊；冻结；使紧张MymoneyisalltiedupinStOCk.我的钱全被套在股票上。12. T/T电汇在汇付(remittance)下常见的支付用语有：D/D票汇M/T信
42、汇13. unaccommodating不与人方便的，不随和的14. collection托收托收有两种方式：D/P(documentsagainstpayment)付款交单D/A(documentsagainstacceptance)承兑交单信用证开征、改证A用语句：15. urgetheletterofcredit催证urgeanearlyshipment催促及早运出16. applicationform开证申请书在保险中，它又有投保单的意思17. shippingadvice装船通知装船通知有以下说法：adviceofshipmentshipmentnoticenoticeofshipm
43、ent18. honordraft承兑汇票19. amend修改，改良，改证toamendletterofcredit修改信用证与此相关的词组有：tourgeL/C催开信用证toissueL/C开立信用证toextendL/C将信用证展期20. perusal.细读，详读Onperusal,wefindthattransshipmentisnotallowed.经仔细阅读，我们发现有)不允许转船(的规定)。21. UCP600跟单信用证统一惯例600它是跟单信用证统一惯例600的英文缩写，全称为：UnifbnnCustomsandPracticeforDocumentaryCredits600
44、22. validdate有效期23. seetoitthat定注意到，务必Seetoitthatyourereadyontime!到时候你千万要准备好！24. prolongvt.拖延，延长prolongthedateofshipment延长交货期25. grant同意，准许grantamendmenttoL/C同意改证26. acknowledgement确认，感谢acknowledgementoforder订单确认27. sundries杂货28. extendanL/Cto.将信用证展期到Pleaseexplainoursituationtoyourcustomersandsecure
45、theirconsenttoextendtheL/CtoSeptember.30.请向贵方客户解释我方情况以征得他们同意将信用证展期到9月30日。29. totheextendof最高金额30. beneficiary受益人信用证业务中有关的当事人有：applicant申请人issuingbank=openingbank开证行advisingbank通知行negotiationbank议付行payingbank付款行confirmingbank保兑行31. recoursen.追索权withrecourse有追索权W汕OIltreCoUrSe无追索权withrecourseL/C有追索权的信用
46、证withoutrecourseL/C无追索权的信用证32. commercialinvoice商业发票33. induplicate一式两份还有以下类似说法：intriplicate-一式三份inquadruplicate一-式四份inquintuplicate式五份inSextuplicate一式/份inSeptuplicate式七份inOctuplicate式八份inninthtuplicate，式九份indecuplicate一-式十份34. freightprepaid运费预付提单上关于运费的批注还有：freightpaid运费已付freightcollect运费到付freightt
47、obecollected运费到付freightpayableatdestination目的地支付运费35. endorse背书endorsement背书与此相关的词和词组有：endorser背书人endorsementinblank(generalendorsement,blankendorsement)无记名背书，空白背书specialendorsement(fullendorsement)记名式背书conditionalendorsement附条件背书restrictiveendorsement限制性背书endorsementwithoutrecourse无追索权背书36. billoflading提单与提单相关的专业词汇有：billofladin
