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Business English Correspondence Li Huinan School of Management CCUT 1 Business English Correspondence Li Huinan School of Management CCUT 1

Unit 1 Basic Knowledge of Business Letter Writing(商务书信写作基本 知识) 2 Unit 1 Basic Knowledge of Business Letter Writing(商务书信写作基本 知识) 2

I. Form and Structure of Business Letters n n n 1. Form (1) Full I. Form and Structure of Business Letters n n n 1. Form (1) Full Block Form (2) Modified Block Form with Indented Style (3) Modified Block Form (4) Simplified Form 3

2. Structure (1) Parts of the Business Letter n n n a. letterhead b. 2. Structure (1) Parts of the Business Letter n n n a. letterhead b. reference and date c. inside name and address d. attention line (attention) e. salutation f. subject line g. body h. complimentary close i. signature j. enclosure k. carbon copy notation l. postscript Encl. C. C. P. S. 4

对个人的尊称(头衔跟在姓名后 面)(inside name and address) n n n Mr. 先生 Mrs.    夫人 Miss   小姐 Ms. 对个人的尊称(头衔跟在姓名后 面)(inside name and address) n n n Mr. 先生 Mrs.    夫人 Miss   小姐 Ms.     女士(不清楚是否结婚) Sir    先生(不知道姓名) e. g. Mr. C. C. Eckersley, Director  5

Messrs n n n Messieurs pl. of monsieur Messrs. 合伙商号的名称里有人名时用 e. g. Messrs. Macdonald Messrs n n n Messieurs pl. of monsieur Messrs. 合伙商号的名称里有人名时用 e. g. Messrs. Macdonald & Evans 当商号里不含人名,或者已经具有尊称, 或者有定冠词“the”时不能用Messrs. e. g. Utility Furniture Co. Sir William Dobson & Sons The Grayson Electrical Co. 6

称呼(salutation) n n n Dear Sir Dear sirs Gentlemen Dear Madam Dear Mesdames 7 称呼(salutation) n n n Dear Sir Dear sirs Gentlemen Dear Madam Dear Mesdames 7

n Unit 2 Establishing Business Relations & Inquiring Credit Reference(建立贸易关系及信用调查) 8 n Unit 2 Establishing Business Relations & Inquiring Credit Reference(建立贸易关系及信用调查) 8

A businessman can secure all the necessary information about a new market and a A businessman can secure all the necessary information about a new market and a new customer by the following means: (1)the advertisement in newspapers, from broadcast, TV, and through internet (2) the introduction from his business connections. (3) the introduction from his subsidiaries or branches, agents abroad (4) the market investigations (5) attendance at the export commodities fairs (6) visit abroad by trade delegations and groups (7) self-introductions or enquiries received from the merchants abroad (8) the banks (9) the commercial counsellor’s office (10) the chambers of commerce both at home and abroad 9

The writer usually informs his addressee of the following: (1)the source of his information The writer usually informs his addressee of the following: (1)the source of his information (2) his intention (3) the business scope of his firm (4) the reference as to his firm’s financial position and integrity (5) his expectation of cooperation and a early reply 10

I. Letters for Establishing Business Relations(建立贸易关系的常用书信) 11 I. Letters for Establishing Business Relations(建立贸易关系的常用书信) 11

Expanded Words n n n n commercial counsellor 商务参赞 commercial counsellor’s office 商务参赞处 commercial Expanded Words n n n n commercial counsellor 商务参赞 commercial counsellor’s office 商务参赞处 commercial attache 商务专员 commercial articles 商业新闻 commercial department 商业部门 embassy 大使馆 ambassador 大使,使节 12

n n n n dealer n. 商人 retail dealer (retailer) 零售商 wholesale dealer 批发商 n n n n dealer n. 商人 retail dealer (retailer) 零售商 wholesale dealer 批发商 light industrial product 轻 业产品 deal n. v. 贸易、成交、经营 deal with (handle, deal in, trade in, be in the line) 经营,处理 make (do) a deal with 与…… 做贸易 13

n n n n n compete v. 竞争 competitive adj. 有竞争力的 compete with (against) n n n n n compete v. 竞争 competitive adj. 有竞争力的 compete with (against) sb. in sth 在……方面与某人竞争 compete with (against) sb. for sth 为……事情与某人竞争 standing n. 资信情况、信誉 adj. 固定的、永 久的 As to one’s (credit, financial) standing 关于 ……资信情况 standing orders 长期定单 standing director 常务董事 14

n n n n enclose v. 封入 the enclosed (enclosure, Encl. Enc. ) 附件 n n n n enclose v. 封入 the enclosed (enclosure, Encl. Enc. ) 附件 latest catalogue 最新目录 price list 价格单 sample book 样本书 quotation 报价、行情 quote from 引用 quotation table (list) 价目表 market quotation 市场行情 15

n n specialize in 专门(从事),专门(经营) enjoy great popularity 享有盛誉 n n n The goods n n specialize in 专门(从事),专门(经营) enjoy great popularity 享有盛誉 n n n The goods are most popular with our customers. have commanded a good market. are selling fast. enjoy fast sales. are universally acknowledged. unanimously acclaimed by our customers. 16

n n n 畅销品: ready seller, quick-selling product contact v. 联系,交往, 多用于主动语态 e. g. n n n 畅销品: ready seller, quick-selling product contact v. 联系,交往, 多用于主动语态 e. g. For further details, please contact our local office. approach v. 与……接洽,联系,多用于被 动语态 e. g. We have been approached by several buyers for the supply of walnuts. 17

n n n fall within be within the scope of our business activities lie n n n fall within be within the scope of our business activities lie within come under 属于我们的经营范围 18

n n appreciate v. 感谢,感激(+动名词);理 解,体会(+名词) acquaint vt. 使认识,使了解 acquaint sb. with (of, that) n n appreciate v. 感谢,感激(+动名词);理 解,体会(+名词) acquaint vt. 使认识,使了解 acquaint sb. with (of, that) e. g. In order to acquaint you with our products, we airmailed you two samples this morning. 19

n n n leading importer 主要进口商 leading market 主要市场 leading stock 主要股份 be in the market n n n leading importer 主要进口商 leading market 主要市场 leading stock 主要股份 be in the market for 想要购买 refer to sb. for sth. 向某人打听(查询)某事。 20

n n n chamber of commerce 商会 manufacturer n.  制造商,厂商 manufacture v. n. 制造(品),制造业 n n n chamber of commerce 商会 manufacturer n.  制造商,厂商 manufacture v. n. 制造(品),制造业   manufactured article 人 制品 manufactured products  业产品 of Chinese (home, foreign) manufacture 中国(本 国,外国)制造的 Chinese manufactures=Chinese makes 中国制品 silk manufactures  丝制品 the textile manufacture 纺织品 manufactory n.  制造厂, 厂 a hardware manufactory  五金 厂 service after selling  售后服务 21

II. Some useful sentences on establishing business relations (有关建立贸易关系的常语句) 22 II. Some useful sentences on establishing business relations (有关建立贸易关系的常语句) 22

(1)关于寄信人获得收信人情况的渠道的 表达方式: a, We have obtained your name and address from … b, Your (1)关于寄信人获得收信人情况的渠道的 表达方式: a, We have obtained your name and address from … b, Your firm has been recommended to us by… C, Through the courtesy of…, we come to know your name and address. d, We own your name and address to … e, We are indebted to …for your name and address. f, Your name and address has been given to us by… g, We are given to understand that… h, On the recommendation of …, we have learned with pleasure the name and address of your firm. 23

(2)关于介绍寄信人公司业务范围的 表达方式有: a, Our company deals with ( handles, deals in, trade in, is (2)关于介绍寄信人公司业务范围的 表达方式有: a, Our company deals with ( handles, deals in, trade in, is in the line of ) the import and export of… b, We specialize in the exportation of… c, We are one of the largest…importers in our country and have handled with various kinds of the products for about…years. 24

(3)有关寄信人资信情况的表 达方式有: a, Our bankers are the Bank of … they can provide you (3)有关寄信人资信情况的表 达方式有: a, Our bankers are the Bank of … they can provide you information about our business and finances. b, For our credit standing, please refer to the following bank… c, As to our standing, we are permitted to mention the bank of…, as a reference. 25

(4)结尾的表达方式 n n n 1. We are looking forward to your early reply. 2. (4)结尾的表达方式 n n n 1. We are looking forward to your early reply. 2. Your immediate reply would be highly appreciated. 3. Your favorable reply will be highly appreciated. 4. We hope you will give us an early reply. 5. We are looking forward to your favorable and prompt reply. 26

Unit 3 Inquiries and Replies n (询价及回复) n 27 Unit 3 Inquiries and Replies n (询价及回复) n 27

n Inquiry (Enquiry) letters should be written concisely and clearly, are generally involved in n Inquiry (Enquiry) letters should be written concisely and clearly, are generally involved in the establishing business relation letters. The correspondent reply should be prompt and courteous and cover all the information asked for. 28

Generally , the special commodity a general inquiry name is not pointed out , Generally , the special commodity a general inquiry name is not pointed out , a catalogue, price list a sample or sample book are involved. Inquiry Generally , the special commodity name is pointed out , a catalogue, a special inquiry price list a sample, sample book are involved, or an offer is asked for. 29

Expanded words n discount: 折扣,折价,贴现 allow (a + adj)/…% discount give make sb …% Expanded words n discount: 折扣,折价,贴现 allow (a + adj)/…% discount give make sb …% discount grant n at a discount 低于正常价格,打折扣 n n 30

n n n catalogue 目录 illustrated catalogue 附有插图的目录 price list 价格表(单) sample 样品 sample n n n catalogue 目录 illustrated catalogue 附有插图的目录 price list 价格表(单) sample 样品 sample book 样品书 inquiry note 询价单 31

n n n n n 有关信用证的常用词组 confirmed L/C 保兑信用证 irrevocable L/C 不可撤消信用证 documentary L/C n n n n n 有关信用证的常用词组 confirmed L/C 保兑信用证 irrevocable L/C 不可撤消信用证 documentary L/C 跟单信用证 transferable and divisible L/C 可转让,可分割信用证 revolving L/C 循环信用证 back to back L/C 背对背信用证 reciprocal L/C 对开信用证 sight L/C = L/C available by sight draft = L/C payable against draft at sight 即期信用证 usance/time/term L/C at 30 days after sight 见票后30 天议付的信用证 32

n n quote: v 报价 quotation: 报价,行情 quote sb a price for sth quote n n quote: v 报价 quotation: 报价,行情 quote sb a price for sth quote sb a price 33

n n n commission:n 佣金,委托,委任,代办,代理 commission agent 代理商,佣金商 be inclusive of one’s …% commission= n n n commission:n 佣金,委托,委任,代办,代理 commission agent 代理商,佣金商 be inclusive of one’s …% commission= include one’s …% commission a commission of …% all commissions 一切佣金,各项佣金 34

n order: n 订单 place make send a (large) order for/on/of sth a (large) n order: n 订单 place make send a (large) order for/on/of sth a (large) order with sb 35

n 不胜感激,非常感谢的表达方法 be highly n n pleased appreciated obliged that/sth 形容价格的词 attractive/reasonable/competitive 36 n 不胜感激,非常感谢的表达方法 be highly n n pleased appreciated obliged that/sth 形容价格的词 attractive/reasonable/competitive 36

n n delivery time/date=date/time of delivery 交货期 shipment time/date=date/time of shipment 装运期 37 n n delivery time/date=date/time of delivery 交货期 shipment time/date=date/time of shipment 装运期 37

Several parts of inquiry letter n n n I. Expressing how do you know Several parts of inquiry letter n n n I. Expressing how do you know your addressee’s information/referring the former letter. II. Pointing out all information you asked for. III. Expressing your expectation. 38

Several parts of inquiry letter rely n n n I. Referring to the previous Several parts of inquiry letter rely n n n I. Referring to the previous letter. II. Replying to all information your addressee asked for. III. Thanks for the inquiry and express your expectation. 39

Unit 4 Quotations, Firm Offers &Counter Offers (报价,报盘及还盘) 40 Unit 4 Quotations, Firm Offers &Counter Offers (报价,报盘及还盘) 40

n A quotation (a non-firm offer without engagement) is a promise to supply goods n A quotation (a non-firm offer without engagement) is a promise to supply goods on the terms stated, which is not legally binding as a firm offer. In some extent, a quotation equals to a replying of inquiry. A firm offer is within engagement. 41

A offer includes the following: n n n I. an expression of thanks for A offer includes the following: n n n I. an expression of thanks for the inquiry, if any; II. name of commodities, quality, quantity, and specifications; III. details of prices, terms of payment, commissions, or discount, if any; IV. packing and date of shipment; V. the validity of the offer. 42

n Counter-offer is generally made by a buyer to show his disagreement to the n Counter-offer is generally made by a buyer to show his disagreement to the certain terms on previous offer. The original offerer becomes the offeree and he has the full right of acceptance or refusal and he may make another counter-offer. This process can go on for many a round till business is finalized or canceled. 43

Several parts of Counter-offer letter n n n I. an expression of thanks for Several parts of Counter-offer letter n n n I. an expression of thanks for the offer; II. the trade terms you did not accept; III. the rejection reasons; IV. your proposal; V. your expectation of cooperation and a early reply. 44

Expresses of the validity of offer n n n 1. We are giving you Expresses of the validity of offer n n n 1. We are giving you an offer subject to your reply here by 5 p. m. our time, Tuesday, August 5. 2. We are making you an offer provided your reply reaches us with 7 days from today. 3. The offer is subject to your reply here on or before 25 th August. 4. The offer is open till… 5. We will withdraw the offer if we would not hear from you till…. 45

Expend words n n n anticipate + n/ that/n 可喜的事情 expect + to do/that/n Expend words n n n anticipate + n/ that/n 可喜的事情 expect + to do/that/n 客观的事情 the captioned goods 标题项下的货物, 上面提到的货物 the subject goods the goods (article) mentioned in the subject article line the said goods 46

n n n n 形容价格高(high),低(low) on the high side 价格偏高 a bit high 有点高 n n n n 形容价格高(high),低(low) on the high side 价格偏高 a bit high 有点高 too high 太高 rather stiff 相当高 excessive 过高 prohibitive 望而却步的 prohibitive custom tariff 禁止性关税 47

n n n out of line with the market 与市价不一致 unreasonable 不合理 unworkable 不可行 n n n out of line with the market 与市价不一致 unreasonable 不合理 unworkable 不可行 impracticable行不通 infeasible行不通 unrealistic不现实 48

n n n n joint venture company/corporation 合资企业 cooperative venture/enterprise Contractual joint venture 合营企业 n n n n joint venture company/corporation 合资企业 cooperative venture/enterprise Contractual joint venture 合营企业 wholly foreign venture/enterprise 独资企业 49

n n n n registered registered adj 注册的,登记的,挂号的 capital 注册资本 trademark 注册商标 stock 记名股票 n n n n registered registered adj 注册的,登记的,挂号的 capital 注册资本 trademark 注册商标 stock 记名股票 check 记名支票 security 记名证券 bonds 记名债券 50

n n n n ex-work/factory/mill 厂交货 ex stock=from srock 仓库交货/现货 ex godown=ex seller’s godown n n n n ex-work/factory/mill 厂交货 ex stock=from srock 仓库交货/现货 ex godown=ex seller’s godown 卖方仓库交货 ex buyer’s godowm 买方仓库交货 ex store 仓库交货 ex ship 船上交货 ex pier 码头交货 51

n n pier: n 用木头或者金属搭成的水上平台 quay n 码头,桥脚,墩, 高楼的房顶 dock n 船坞, 修船所, (附设在码头 n n pier: n 用木头或者金属搭成的水上平台 quay n 码头,桥脚,墩, 高楼的房顶 dock n 船坞, 修船所, (附设在码头 、仓库 等的)造船厂 (口语) wharf n 码头 52

n n n 装运 effect insurance 办理保险 arrange shipment 安排装运 make payment 付款、支付 in n n n 装运 effect insurance 办理保险 arrange shipment 安排装运 make payment 付款、支付 in favour of = in sb’ favour 以…为抬头,以…为受益人 53

n n n n 货物 cargo: n 一定是与装运有关的货物 goods: n 所有的货物 installation guide manual n n n n 货物 cargo: n 一定是与装运有关的货物 goods: n 所有的货物 installation guide manual 安装手册 maintenance operation manual 维修手册 trial order 试订(货) counterfeit: adj 伪造的,假冒的, counterfeit department 防伪部门 54

n n n offer: n, v, 发盘,报盘 make send an offer of/for/in 发盘 give n n n offer: n, v, 发盘,报盘 make send an offer of/for/in 发盘 give the offer of … 55

n n n as per: 按着,人均 pcs. =pieces 件 offerer: 发盘人 offeree: 受盘人 counter n n n as per: 按着,人均 pcs. =pieces 件 offerer: 发盘人 offeree: 受盘人 counter offer/counter-offer 还盘 56

n n n Packing Credit 打包贷款 priority, n 优先 prior to do 优先 top n n n Packing Credit 打包贷款 priority, n 优先 prior to do 优先 top priority = first priority 最优先的事 57

n n draw: vi 开立,vt 开立票据 draw a draft = draw (a draft) on n n draw: vi 开立,vt 开立票据 draw a draft = draw (a draft) on sb for sth draw on sb against sth 58

有关信用证的常用词组 n n n n 开立信用证 issue open L/C 开立信用证 establish apply for validity: 有关信用证的常用词组 n n n n 开立信用证 issue open L/C 开立信用证 establish apply for validity: n 有效期 the validity of an L/C 59

n n n n n Applicant/Opener/Accountee 开证申请人 Opening/Issuing Bank 开证行 Notifying/Advising Bank 通知行 Beneficiary n n n n n Applicant/Opener/Accountee 开证申请人 Opening/Issuing Bank 开证行 Notifying/Advising Bank 通知行 Beneficiary 受益人 Negotiating Bank 议付行 Paying/Drawee Bank 付款行 Confirming Bank 保兑行 Reimbursement Bank / Clearing Bank 偿付行/清算行 Reimbursing Agent 偿付代理人 Transferee/Second Beneficiary 受让人/第二受益人 60

n n n n n Confirmed L/C 保兑信用证 Unconfirmed L/C 不保兑信用证 Acceptance L/C 承兑信用证 n n n n n Confirmed L/C 保兑信用证 Unconfirmed L/C 不保兑信用证 Acceptance L/C 承兑信用证 Irrevocable L/C 不可撤消信用证 Revocable L/C 可撤消信用证 Documentary L/C 跟单信用证 Clean L/C 光票信用证 Negotiation L/C 议付信用证 Open Negotiation L/C 公开议付信用证 Restricted Negotiation L/C 限制议付信用证 61

n n n Transferable and Divisible L/C 可转让,可分割信用证 Non-transferable and Non-divisible L/C 不可转让,不可分割信用证 Revolving n n n Transferable and Divisible L/C 可转让,可分割信用证 Non-transferable and Non-divisible L/C 不可转让,不可分割信用证 Revolving L/C 循环信用证 Back to Back L/C 背对背信用证 Reciprocal L/C 对开信用证 Anticipatory L/C 预支信用证 Standby L/C 备用信用证 Sight L/C = L/C available by sight draft = L/C payable against draft at sight 即期信用证 Usance/Time/Term L/C at 30 days after sight 见票后30天议付的信用证 62

n n n To Open by Airmail 信开本 To Open by Cable 电开本 Brief n n n To Open by Airmail 信开本 To Open by Cable 电开本 Brief Cable 简电本 Full Cable 全电本 SWIFT=Society for Worldwide Interbank Financial Telecommunication SWIFT信用证 63

n n n n Cash against Documents=CAD 凭单付款 cash against documents on arrival of n n n n Cash against Documents=CAD 凭单付款 cash against documents on arrival of goods Documents against Payment = D/P 付款交单 Documents against Payment at sight 即期付款交单 Documents against Payment after sight远期付款交单 Documents against Payment after sight, Trust Receipt = D/P·T/R 远期付款交单凭信托收据借单 Documents against Acceptance =D/A 承兑交单 64

Unit 5 Orders, Acceptances and Rejections 65 Unit 5 Orders, Acceptances and Rejections 65

n An order can be an acceptance of an offer or sent voluntarily by n An order can be an acceptance of an offer or sent voluntarily by a buyer. It should be clearly and accurately written out and state all the terms of transaction. Many buyers now use printed order forms which ensure that no important information will be neglected. when placing an order with a printed order form , it is often sufficient merely to attach a compliments slip. 66

n When a seller receives his customer’s order, he usually acknowledges the receipt of n When a seller receives his customer’s order, he usually acknowledges the receipt of the order or accepts the order or reject the order. There is not a standard form. 67

Expanded words n n n n standard export case 标准出口箱 shipping documents 装运单据 shipping Expanded words n n n n standard export case 标准出口箱 shipping documents 装运单据 shipping mark 运输标志/唛头 shipping advice/notice 装船通知 shipping agents 货运代理 shipping company 船公司 shipping container 船运集装箱 shipping order 装货单 68

n n n n shipping shipping space 舱位、载位、船位 dock 装卸码头 expense 装运费 instruction 装船指示/装船须知 n n n n shipping shipping space 舱位、载位、船位 dock 装卸码头 expense 装运费 instruction 装船指示/装船须知 invoice 货物装运单 process 装运手续/程序 weight (S. W) 启运重量 69

n n n n Bill of Lading Insurance Policy Weight memo Commercial Invoice Certificate n n n n Bill of Lading Insurance Policy Weight memo Commercial Invoice Certificate of Quality Certificate of Quantity Certificate of Origin Certificate of Weight 提单 保险单 重量单 商业发票 质量检验证书 数量检验证书 原产地证 重量检验证书 70

n n n n n do. =d°=ditto 同上、同前 terms=terms and conditions 条款 bid price n n n n n do. =d°=ditto 同上、同前 terms=terms and conditions 条款 bid price 递价,投标价格 distributor 分销商 whole saler 批发商 retailer 零售商 countersign the contract 会签合同 for one’s file/record 以便某方存档 for one’s reference/consideration 以便某方参考71

n n n n n in duplicate in triplicate in quadruplicate in quintuplicate in n n n n n in duplicate in triplicate in quadruplicate in quintuplicate in sextuplicate in septuplicate in octuplicate in nonuplicate in four/five copies 一式两份 一式三份 一式四份 一式五份 一式六份 一式七份 一式八份 一式九份 一式四/五份 72

n n n with an upward tendency 有上涨趋势 with a downward tendency 有下降趋势 out n n n with an upward tendency 有上涨趋势 with a downward tendency 有下降趋势 out of stock= exhausting/exhausted 脱销 73

Unit 6 Sales Confirmation and Purchase Contract 74 Unit 6 Sales Confirmation and Purchase Contract 74

n n When a seller or a buyer agrees completely with the terms and n n When a seller or a buyer agrees completely with the terms and conditions of an offer, order or a counter-offer, he will send a Sales Contract (or: Confirmation) or a Purchase Contract (or: Confirmation) to the other side to ask for counter-signature. There are 11 terms and conditions, such as quality, quantity, packing, price, shipment, payment, insurance, inspection, claim, force majeure, arbitration. 75

Expended words n n n Sales Confirmation=S/C 销售确认书 Purchase Contract=P/C 购货合同 the General Terms Expended words n n n Sales Confirmation=S/C 销售确认书 Purchase Contract=P/C 购货合同 the General Terms and Conditions 一般条款 Supplementary Conditions 附加条款 China Entry-Exit Inspection and Quarantine 中国出入境检验检疫局 The Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade 中国国际贸易促进委员会 对外贸易仲裁委员会 76

Unit 7 Payment 77 Unit 7 Payment 77

Introduction n Payment plays an important role in foreign trade. It is often complicated. Introduction n Payment plays an important role in foreign trade. It is often complicated. The mode of payment for each transaction is to be agreed upon between the trading parties at the time of placing an order. There are several modes, such as Remittance, Collection, Letter of Credit(L/C), Letter of Guarantee(L/G) and Factoring. The most often adopted mode of payment in our foreign trade is L/C. 78

Procedure of L/C term ⑴ Applicant Beneficiary (export) (importer) ⒀ ⑹ ⒁ ⑸ Carrier Procedure of L/C term ⑴ Applicant Beneficiary (export) (importer) ⒀ ⑹ ⒁ ⑸ Carrier ⑿ Paying Bank ⑾ ⑵ Issuing Bank ⑷ ⑶ ⑺ ⑻ Advising Negotiating bank Bank ⑼ ⑽ 79

Expended words n n n n recourse 追索权 with recourse 有追索权 without recourse 无追索权 Expended words n n n n recourse 追索权 with recourse 有追索权 without recourse 无追索权 freight prepaid 运费预付 freight paid 运费已付 freight collect = freight to collect 运费到付 80

n n n n make out 善制、填写 to order 空白抬头 blank endorsed 空白背书 drawer n n n n make out 善制、填写 to order 空白抬头 blank endorsed 空白背书 drawer 出票人 drawee 付款人 endorse v. 背书 endorsement n. 背书 endorser 背书人 endorsee 被背书人 endorsement in blank 无记名式背书 endorsement in full 记名式背书 81

n n n n n Issue 出票 Presentation 提示 Sight 见票 Acceptance/honor 承兑 honor n n n n n Issue 出票 Presentation 提示 Sight 见票 Acceptance/honor 承兑 honor a bill 承兑一张汇票 Payment 付款 Discount 贴现 Dishonor 拒付 Recourse 追索 82

n n n reimbursement 赔偿、偿还 punctual delivery 按时交货 consignment (sale) 寄售 consignment business 寄售业务 n n n reimbursement 赔偿、偿还 punctual delivery 按时交货 consignment (sale) 寄售 consignment business 寄售业务 consignment shipment 寄售发货 83

n n n the Uniform Customs and Practice for Documentary Credits 跟单信用证统一惯例 2000 Revision n n n the Uniform Customs and Practice for Documentary Credits 跟单信用证统一惯例 2000 Revision and Amendments 2000年修订本 International Chamber of Commerce Publication No. 600 国际商会第 600号出版物 84

Amendment to L/C n After receiving the L/C which the Notifying bank mails, the Amendment to L/C n After receiving the L/C which the Notifying bank mails, the seller must immediately check the consistence between contract content and the L/C content. If errors are found out, the seller must ask for the buyer to amend immediately. The amendment situations are: L/C‘s amount, whether the partial shipment and the transportation are permitted, the packing provision, the insurance clause, the payment terms and other factors, such as extension of the L/C , and so on. In these situations, the sellers may send a letter to the buyers for amendment of L/C. 85

Structure of Amendment L/C n n I Your letter of credit has arrived… II Structure of Amendment L/C n n I Your letter of credit has arrived… II On our examination, we find that… III With this in mind/On our opinions, I faxed to you to ask for… IV We trust this amendment will meet with your approval. 86

Unit 8 Transport and Insurance 87 Unit 8 Transport and Insurance 87

n n Transport is an important part in international business. Goods are carried by n n Transport is an important part in international business. Goods are carried by several means of conveyance – by road or rail, by sea or air. At present, combined transport which is a road-sea-rail carriage widely used. When goods are transported by road, rail or air, the contract of carriage takes the form of a Consignment Note or Air Way Bill. In sea transport, the contract entered into between the shipowner and shipper may take the form of either a Charter Party or a Bill of Lading. 88

n Transport covers rather a wide range of work, such as urging prompt delivery、shipping n Transport covers rather a wide range of work, such as urging prompt delivery、shipping instruction called for supplier、dispatch advice、shipping advice、packing requirement、shipping mark requirement 、 asking for advance shipment、booking shipping containers、rejecting advance shipment、apologizement for late delivery、 withholding delivery, etc。 89

Expended words n n n Ocean Transportation 海洋运输 Liner Transport 班轮运输 Charter Transport/Tramp 租船运输 Expended words n n n Ocean Transportation 海洋运输 Liner Transport 班轮运输 Charter Transport/Tramp 租船运输 Voyage Charter 定程租船 Time Charter 定期租船 Lay Time 装卸时间 Demurrage 滞期费 Dispatch money 速遣费 Rail Transport 铁路运输 Road Transport 公路运输 Air Transportation 航空运输 Post Transportation 邮政运输 90

n n n n n Container Transportation 集装箱运输 International Multimodal Transport 国际 多式联运 Shipment n n n n n Container Transportation 集装箱运输 International Multimodal Transport 国际 多式联运 Shipment Time=Time of Shipment 装运期 Port of Shipment 装运港 Partial Shipment 分批装运 Transhipment=Transshipment=Turn shipment 装运、转船 Shipment Advice=Advice of Shipment 装运通知 Bill of Landing (B/L) 海运提单 On Board B/L=Shipped B/L 已装船提单 Received for Shipment B/L 备运提单 91

n n n n n Clean B/L Unclean B/L Direct B/L Turn-shipment B/L Through n n n n n Clean B/L Unclean B/L Direct B/L Turn-shipment B/L Through B/L Straight B/L Bearer B/L Order B/L Long-form B/L Short-form B/L 清洁提单 不清洁提单 直运提单 转船提单 联运提单 记名提单 不记名提单 指示提单 全式提单 略式/简式提单 92

n n n n n On Deck B/L Stale B/L Advanced B/L Ante-Dated B/L n n n n n On Deck B/L Stale B/L Advanced B/L Ante-Dated B/L Rail Way B/L Air Waybill Parcel Post Receipt Container B/L International Combined 舱面提单 过期提单 预借提单 倒签提单 铁路运单 航空运单 邮包收据 集装箱运输单据 Transport Documents 多式联运单据 93

n It is customary to insure goods sold for export against the perils of n It is customary to insure goods sold for export against the perils of the transport. In international trade, the transportation of goods from the seller to the buyer is generally over a long distance by air, land or sea and has to go through the procedures of loading, unloading and storing. During this process it is quite possible that the goods will encounter various kinds of perils and sometimes suffer losses. In order to protect the goods against possible loss in case of such perils, the buyer or seller, before the transportation of the goods, 94

n n n Insurance Premium Coverage 保险范围 Company 保险公司 Amount 保险额 Agent 保险代理人 保险费 n n n Insurance Premium Coverage 保险范围 Company 保险公司 Amount 保险额 Agent 保险代理人 保险费 95

to arrange cover effect provide take out insurance 办理保险 96 to arrange cover effect provide take out insurance 办理保险 96

n n n insurance on+ 保险货物 insurance against +投保险别 insurance for +保险金额 insurance at n n n insurance on+ 保险货物 insurance against +投保险别 insurance for +保险金额 insurance at + 保险费,保险费率 insurance with + 保险公司 eg. We have covered insurance on the 100 metric tons of wool for 110% of the invoice value against all risks. 97

n n n n Perils of Sea Extraneous Risks Total Loss Partial Loss Actual n n n n Perils of Sea Extraneous Risks Total Loss Partial Loss Actual Total Loss Constructive Total Loss Abandonment Subrogation Average General Average (G. A. ) Particular Average Sue and Labour Expenses Salvage Charges 海上风险 外来风险 全部损失 部分损失 实际全损 推定全损 委付 代位 海损 共同海损 单独海损 施救费用 救助费用 98

n n n n Institute Cargo Clauses (I. C. C. ) China Insurance Clause n n n n Institute Cargo Clauses (I. C. C. ) China Insurance Clause (C. I. I. ) Free from Particular Average (F. P. A. ) With Particular Average (W. P. A. /W. A. ) All Risks Warehouse to Warehouse Clause (W/W) General Additional Risks Special Extraneous Risks Overland Transportation Risk Overland Transportation All Risks Air Transportation All Risks Parcel Post All Risks 协会货物条款 中国保险条款 平安险 水渍险 一切险 仓至仓条款 一般附加险 特别附加险 陆运一切险 航空运输一切险 邮包运输险 99

n n n Theft, Pilferage and Non-delivery Risk(T. P. N. D. )偷窃、提货不着 Fresh and n n n Theft, Pilferage and Non-delivery Risk(T. P. N. D. )偷窃、提货不着 Fresh and Rain Water Damage 淡水雨淋险 Shortage of Risk 短量险 Intermixture & Contamination Risks 混杂、玷污险 Risk of Leakage 渗漏险 Clash & Breakage Risks 破损、破碎险 Taint of Odour Risk 串味险 Sweating & Heating Risks 受潮受热险 Hook Damage Risk 钩损险 Risk of Rust 锈损险 Breakage of Packing Risk 包装破裂险 100

n n n n War Risk Strike Risk Import Duty Risk Rejection Risk Failure n n n n War Risk Strike Risk Import Duty Risk Rejection Risk Failure to Deliver Risk On Deck Risk Aflatoxin Risk Fire Risk Extension Clause 战争险 罢 险 进口关税险 拒收险 交货不到险 舱面险 黄曲霉素险 存仓火险扩展条款 101

n n n Insurance Policy Insurance Certificate Combined Certificate Open Policy Endorsement Franchise 保险单 n n n Insurance Policy Insurance Certificate Combined Certificate Open Policy Endorsement Franchise 保险单 保险证明 联合凭证 预约保单 批单 免赔率 102

Unit 9 Complaint, Claim and Settlement 103 Unit 9 Complaint, Claim and Settlement 103

n In international business, claims do not happen in every transaction but often occur. n In international business, claims do not happen in every transaction but often occur. Sometimes when the loss is not serious, the party suffered the loss may not lodge a claim for compensation. Instead he writes a complaint to call the other party’s attention to avoiding this matter happening again. Claims are usually raised by buyers for great loss. However sellers may also raise claims against buyer for nonestablishment of L/C or breach of contract, etc. The claim must be entertained within the time stipulated in the contract. 104

Reasons on complaint and claim n n n consignment business claim consignment transportation claim Reasons on complaint and claim n n n consignment business claim consignment transportation claim consignment insurance claim 105

Reimbursement ways on claim n n n the dispatch of replacement supply again the Reimbursement ways on claim n n n the dispatch of replacement supply again the content make a compensation on loses 106

Several parts of claim letter n n I II IV the reasons on the Several parts of claim letter n n I II IV the reasons on the claim the extent of the damage or loss the reimbursement ways the legislative authority on claim 107

Expanded words n n n n n make/lodge/lay a complaint against 申诉 wrong goods Expanded words n n n n n make/lodge/lay a complaint against 申诉 wrong goods delivered 错发货物 non-delivery 未交货物 late delivery =delay of delivery迟交货物 short delivery=short-delivered 短交 short shipment=short-shipped 短装 short-landed 短卸 short weight=short-weight=shortage of quantity 短重 inferior/poor quality 质量低劣 improper/poor packing 不良包装 108

n n n n inferior goods 低档货 take delivery 提货 replacement 替代物 forwarding agents n n n n inferior goods 低档货 take delivery 提货 replacement 替代物 forwarding agents 运输代理 forwarding order 托运单 forwarder 运输商 parcel out: to divide into parts or shares parcel up: to make into a parcel for sale 109

n n n claim for/arising from/based on the reasons claim for the amount claim n n n claim for/arising from/based on the reasons claim for the amount claim on the goods claim against sb claim letter 索赔信 110

n n n n n lodge/raise/file/put in/make/issue/lay/register/render /enter /bring up/set up a claim 提出索赔 n n n n n lodge/raise/file/put in/make/issue/lay/register/render /enter /bring up/set up a claim 提出索赔 accept/admit a claim 同意索赔 entertain a claim 受理索赔 settle a claim 解决索赔 dismiss a claim 驳回索赔 reject a claim 拒绝索赔 withdraw/relinquish a claim 撤回索赔 waive a claim 放弃索赔 111

n n n bid bond 投标保证金 bidder 投标者 compensation trade 补偿贸易 Penalty Clause 罚金条款 n n n bid bond 投标保证金 bidder 投标者 compensation trade 补偿贸易 Penalty Clause 罚金条款 Discrepancy and Claim Clause 异议和索 赔条款 112

Unit 10 Fax 113 Unit 10 Fax 113

n Fax, the short form for facsimile, is now used communication service. The fax n Fax, the short form for facsimile, is now used communication service. The fax machine which is now installed in most companies, corporations and units, even in some families is quite easy to be operated. The layout of fax is simple and the message is just same as a letter. 114

Fax has the following long points n n n I It can be communicated Fax has the following long points n n n I It can be communicated as fast as international phone call. II It is much cheaper than an international phone call. III Pictures, charts, etc can be sent by machine easily as well. 115

The fax layout n n n Inside name and address Communication ways To: Fax The fax layout n n n Inside name and address Communication ways To: Fax No: Message Signature 116

Unit 14 Social Contact Correspondences 117 Unit 14 Social Contact Correspondences 117

Introduction n While keeping intimate business relationships with our clients, we had better attention Introduction n While keeping intimate business relationships with our clients, we had better attention to the interpersonal relationships as well. That means there is close connections between the interpersonal relationships and business relationships. For example, when we meet joyous occasions or important events such as important festivals we send letters for invitation or congratulation or greetings which is very necessary. 118

Content of Invitation n n n I Invitee II Subject line III Inviter IV Content of Invitation n n n I Invitee II Subject line III Inviter IV Date V Body VI Contact person VII Communication ways 119

Body of the invitation letter n n n I the main meaning of the Body of the invitation letter n n n I the main meaning of the invitation II the benefit from the attendance III your expectation 120

Memorandum form and contents for business negotiation n n I Title: Memorandum or Memorandum Memorandum form and contents for business negotiation n n I Title: Memorandum or Memorandum of XX Negotiation II Parties ’organizations, names and titles of their representatives. III subject: matters on negotiation IV Body: promises made by the parties V Others: time, place, signatures, etc 121

Memorandum form and contents for office n n n I the point of memoradum Memorandum form and contents for office n n n I the point of memoradum II the addressee’ first name III signature 122

Expanded words n n n n interpersonal relationship 人际关系 business relationship 贸易关系 social contact Expanded words n n n n interpersonal relationship 人际关系 business relationship 贸易关系 social contact correspondence 社交联系信函 inauguration 开业典礼 High-tech 高科技 R&D institute 研发机构 invitation letter 邀请函 receipt 回执 123

n n n big, medium and small sized enterprise 大,中,小型企业 science and technology industrial n n n big, medium and small sized enterprise 大,中,小型企业 science and technology industrial parks 科技 业园 explore the market 开拓市场 a prior engagement 事先有约 extend our invitation 谨此邀请 extend our congratulation 谨表祝贺 congratulation on your bold venture谨祝大展鸿图 the very best of luck and prosperous future 前程似锦 a broad business association 海外业务协会 124

n n n n n the top job 最高职位 official dispatch 公文,急件 understanding 非正式的协议,协定,谅解 n n n n n the top job 最高职位 official dispatch 公文,急件 understanding 非正式的协议,协定,谅解 technology transfer 技术转让 technology import 技术引进 feasibility report 可行性报告 board of director 董事会 commerce circle 商业圈 share percentage 股份比例,持股比例 125

n n n sb’s confidence and patronage 某人的信任与支 持 compile a feasibility report 撰写可行性报告 n n n sb’s confidence and patronage 某人的信任与支 持 compile a feasibility report 撰写可行性报告 combine theoretical knowledge with practice 理论联系实际 present a speech = presentation 演讲 assigned tasks= assignment 作业 126