English for Int’l Business Communication Practice makes it perfect!
Unit One • • Function of a business letter: (1) to ask for or to convey information (2) to make or to accept an offer (3) to deal with matters concerning negotiation of business Three C principles: (1) Clearness (2)Conciseness (3) Courtesy
• • • Layout of Business Letters 1. The Letter-head: 2. The Date: 12 th October, 2005 or 12 October 2005 March 25, 2005 3. Inside Name and Address The Sales Manager The Hercules Engineering Co. , Ltd. Brazennose Street Manchester M 60 8 AS
• • Courtesy titles: Mr. 先生 Mrs. （for mistress） for a married woman Miss. for an unmarried woman Ms. for all women, married or unmarried Messrs. (abbreviated from the French Messieurs) as the plural form of Mr. is used only for companies or firms, the names of which include a personal element, e. g. • Messrs. J. Harvey & Co.
• 1. The Salutation: Dear Sir, or Dear Sirs • Gentlemen (in USA) • Dear Madam or Sir
• • • 1. The Message: (a) What is your aim in writing this letter? (b) What is the best way to go about it? In a language easily understood: a. )Write simply, clearly, courteously, grammatically, and to the point; • b)Paragraph correctly, confining each paragraph to one topic; • c )Avoid stereotyped phrases and commercial jargon
• • • 1. The Complimentary Close Yours faithfully Yours sincerely Yours truly Sincerely yours Best regards! The Signature For attention of …. ATTN. Postscript: P. S.
• 8. References: Your ref: Our ref: • Indented/ blocked •
• 1. If a letter is ambiguous , it will cause trouble to both sides , and further exchange of letters for explanation will become inevitable, thus time will be lost, to avoid ambiguity, it is essential to make sure that your letter is so clear that it cannot be misunderstood. • Key to Exercises: • 1. The functions of a business letter are(1) to ask for or to convey information: e. g. enquire (2)to make or to accept an offer; (3)to deal with matters concerning negotiation of business; (4)to remind
• 1. No. we use simple words in our letters. Good, • straightforward, simple English is what is needed for business letters. • 2. No. A concise letter is not necessarily a short one. • 3. If a letter is ruthlessly concise, it will give the recipient an impression that the writher is careless or impolite.
• 1. If conciseness conflicts with courtesy, then I will make a little sacrifice of concise-ness. • 2. By careful paragraphing a letter can be made clearer, easier to read and more attractive to look at. • 3. Promptness means punctuality, in other words, it is a matter of courtesy to answer letters promptly.
• 1. With diplomacy and tact differences can be overcome and settled without ill will on either side. • 2. No, It is always wrong to criticize or to contradict a statement made by the other side without knowing whether it is in good faith or not. • 3. The semi- indented style and the blocked style.
• 1. A business letter usually consists of seven principal parts. • 2. Before writing the letter we must first of all consider what we want to say , and then say it in plain , simple words. • 3. Messrs, J. B. Peterson & Co. • 4. Messrs, Jardine , Matheson & CO. , Ltd. • 754 Craneigh Street • London S. E. 37 • England
Unit Two • • Printed cotton piece goods Check Zebra Solid We are importers/exporters/ a manufacturer of …. conclude some satisfactory business with… We have a good demand for…. there is a ready market in our city/country…
• write to you in the hope of establishing business relations • we should be grateful if you would kindly do sth. • so as to enable us to do sth. • We look forward to …
• We trust that through our mutual cooperation we shall be able to conclude some transaction with you in the near future. • one of the leading importers • have the pleasure of introducing ourselves to you as … • specialize in
• we are so glad to express our desire to enter into business relations with you • in order to give you a general idea of our goods, we are sending you • We will be ready to send you samples upon your request.
• The samples will be sent to you upon your request • We are looking forward to hearing from you • Your interest and enquiries will have our best attention.
• Dear Sirs, • With reference to your letter of December 2, 2004, we are glad to learn that you wish to enter into trade relations with this corporation in the line of canned goods. • In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference. • If any of the items listed in the catalogue meets your interest, please let us have your specific enquiry, and our quotation will be forwarded without delay.
• Dear Sirs • We have your name and address from the Commercial Counselor’s Office of the Chinese Embassy in Ghana. We wish to inform you that we specialize in both industrial and pharmaceutical chemicals, and shall be pleased to enter into trade relations with you. • To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled by this corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt
• Business between us will be concluded on the basis of shipping quality and weight while testing and inspection will be made by the Shanghai Commodity Inspection Bureau prior to shipment. Necessary certificates in regard to the quality and quantity of the shipment will, of course, be provided. • We look forward to your early reply with much interest.
• Dear Sir, • We thank you for your letter of 17 th January, asking us details and prices of our electric heaters. We have pleasure in enclosing our latest price list and catalogue, together with Model X-4’s details. • Please don’t hesitate to contact us when you need further information. Your attention is highly appreciated. • fine workmanship, attractive design(patterns) • enjoy popularity prospect to give you a general idea of…
• Dear Sir, • We thank you for your letter of 17 th January, asking us details and prices of our electric heaters. We have pleasure in enclosing our latest price list and catalogue, with the details of Model X-4’s. • Please don’t hesitate to contact us for further information. • We are so glad to be of service to you.
Useful expressions • • With reference to We are glad to learn Enter into trade relations with… In the line of… In compliance with In the meantime to furnish us with… prior to
• 1. Your letter of September 2, 1994 has been received. We are glad to inform you that the articles required by you fall within the scope of our business activities.
• 2. The Bank of China in your city has informed us that you are importers of textiles. We specialize in the export of textiles and are willing to enter into business relations with you.
• 3. In compliance with your request, we are sending you a range of cut samples of our cotton piece goods. We hope they will arrive in time and be found to your satisfaction.
• 4. We have received your letter of September 4 informing us that your find our canned meat satisfactory and that you consider placing a trial order with us.
• 5. As requested, we enclose a range of pamphlets together with our price lists for your reference. If any of the items listed meets your interest , please inform us of your specific requirements. On receipt of your enquiry , we shall forward you quotations without delay.
• 5. Your firm has been recommended to us by your Embassy in China as a buyer of Chinese canned goods, We wish to inform you that we specialize in this line and hope to enter into trade relations with you on the basis of equality and mutual benefit.
• 7. To give you a general idea of the products we handle, we enclose a complete set of leaflets showing specifications and means of packing.
• 8. Prior to shipment , our goods will be tested and inspected by the Shanghai Commodity Inspection Bureau , who will provide the necessary certificates in regard to the quality and quantity of the shipment. •
• Dear Sir, • We learned from the Commercial Counsellor’s Office of Chinese Embassy in your country that you are a big buyer of table-cloth, we have been in this line for many years and we take liberty to write you , in the hope of entering into business relationship with you. • Chinese table-clothes are well known in the world for their excellent quality, fine workmanship and attractive designs. They enjoy high popularity in European market. We trust that though our close corporation, the business prospect is very good. • In order to give you a general idea of our tablecloth, we send you herewith a latest catalog for your reference. We welcome your enquiries.
Letter-writing Guide P. 28 • 1. What are your objectives? • 2. Who is your reader? • 3. What kind of presentation should you use? • Will the reader welcome your letter? • Will the basic message displease your reader? • Does your letter request action tht your reader is not willing to take
Unit Three: Status Enquiries • Useful expressions: financial and credit standing • with reference to • to furnish us with…. • for safety’s sake • the above-mentioned company • To be grateful for any information you can obtain for us • To enjoy a good reputation
• • • enquire into give credit/debit our account Their credit is good. credit status letter of credit
• due: The commission due to you will be paid this month. • due to, duly overdue • reference • with reference to : • With reference to payment, we cannot do otherwise than L/C at sight.
• Private & Confidential • Dear Sirs • We have received a letter from the Auto Engineering Co. , ltd. In Nigeria, expressing their desire to enter into business relations with us on condition that we allow them a standing credit of USD 5, 000 to start business. As stated in their letter, their reference is the National Bank of Nigeria, Ibadan.
• It is our principle to have more connections abroad; however, for safety’s sake, we should like to know the financial and credit standing of the above-mentioned (A. M. ) company, especially because they have requested us for a standing credit, which we seldom grant to new customers.
• We should be very pleased if you would assist us in this respect, and we can assure you that any information you may give us will be treated in absolute confidence.
• • Keep sth. in confidence Our knowledge of sth. is limited Sound We shall be most grateful for any information you can obtain for us. • To meet one’s commitments • to regard their request for credit with caution •
• We are so surprised that the firm mentioned in your enquiry of May 15 listed our firm as their reference. • As far as we know, they are a firm of high reputation, but we have little knowledge of their financial status.
• Indeed, in the past two years, they have placed orders with us for many times, but the sums involved were smaller than that you mentioned in your letter. Even though the sums were small, they could hardly meet their commitments on time.
• We think that you should treat this matter with caution. Therefore we suggest that you’d better refer to a trust company for further enquiry. We highly appreciate your assurance to keep the information we provide you in absolute confidence. •
Useful beginning • We would like you to enquire into the financial & • We should be grateful if… • We should be obliged if….
• Will you please be so kind as to furnish us with details…… • We should be obliged if you inform us, in confidence, whether your business relations with Messrs, J. A. Hussain & Co. is healthy or not. treated in confidence by us. • We would like you to enquire into Nettleton’s financial standing on our behalf.
Useful ending • Any information you can furnish as to their capital and reputation would be greatly valued and We shall be most grateful for any information you can obtain for us.
Unit Four : Enquiries and Replies Words and expressions: dealer/businessman, businesswoman salesman, saleswoman, seller, buyer, purchaser, retailer, wholesaler distributor, importer, exporter middleman, commission agent
promising, moderately, insurance freight, enclose, illustrate irrevocable L/C place order prompt shipment invite discount demand supply Las Vegas: directory Brief, specific, courteous and reasonable
moderate in price and excellent in quality Prices quoted should include insurance and freight to Liverpool. Please quote us on CIF Liverpool basis. We are very pleased to receive your enquiry of. . Payment will be made by irrevocable L/C. Delivery is 45 days after receipt of your L/C.
Softness durability ensure prompt shipment We invite your attention to our other products We are interested in…. . genuine leather synthetic leather steady demand, ready market
Will you please… Would you please. . Please kindly…. You are kindly requested….
Useful expressions: promising market • ready market • moderate in price • terms of payment • excellent in quality and reasonable in price
Useful expressions • ensure prompt shipment • to place an order • Payment is to be made by irrevocable L/C at sight. • a steady demand • the most selective buyer • a variety of
Chamois 羚羊皮 doeskin 鹿皮 • Dear Sir • Thank you for your letter of May 4 th enquiring for our printed cloth and asking for the condition and requirements for large orders. • We are so glad to inform you that we’ve today sent you a full range of designs and material for your choice . We enclose our price list with condition and details for large orders.
• We look forward very much to your order. Please be assured ( rest assured) that your order will have our prompt attention. •
• • send, enclose, forward, dispatch, airmail, by courier: DHL/UPS/Fedex/TNT…. tracking number/register number/tracing number We are in the market for … household electric appliances be in a position to do sth. meet our requirements request: at your request, as requested,
• • you are kindly requested to do sth. as you requested in your letter. . quote us your best price /the lowest price /very competitive price /rock-bottom price favorable price
• • This is our target price. good price high price offer sb. shipment/ delivery upon( on) receipt of within 30 days after receipt of your order
• final buyer • $1. 00/pc, 5% discount, US$0. 95/pc • appreciate: We would appreciate it very much if you will do sth…. • Your prompt reply will be highly appreciated.
Letter-writing guide • To make a plan for unity, coherence and proper emphasis before you start to write.
Unit Five : Sending Pro-forma Invoice • • • important words: in duplicate/ triplicate/ quadruplicate licence / expire /expiry/ execute request/ despatch (dispatch)/ cover confirm/ obtain/ apply for / As you requested/At your request/as requested/
• • to make shipment/to effect shipment Despatched (dispatched) to make delivery/take delivery Sales confirmation expire, expiry, valid, within validity mature, at maturity, fall due: due date The payment will not made until maturity.
• • Order, to execute the order Rotate: rotating door dispatch by courier: DHL, EMS, UPS, Fedex, TNT to cover insurance, insurance premium covering: relative Attached please find the photos of our latest items. Enclosed please find…
Useful expressions • to make you an offer • The goods are being reserved for you. • We are looking forward to your confirmation of acceptance of our offer. • All our imports are subject to approval of our government. We have submitted your proforma invoice with our application for an import licence to the relevant authorities here and will keep you informed as soon as we have obtained the licence.
Letter-writing Guide • Use short sentences. Finish with one point before going on to another. • Avoid long, involved paragraphs. • Say what you have to say and say it clearly and completely.
Unit Six: Telecommunication Techniques: 1. Begin with contract, S/C or L/C numbers or commodity names or brands, if any: S/C 465 SHIPPED SSKOBE 10 FEB S/C 789 CANT ADVANCE SHIPMENT JUNE 2. Omit pronouns of first person and pronouns in possessive case: We recommend your acceptance RECOMMEND ACCEPTANCE
• • 3. Omit preposition and auxiliary verb 4. Omit article, adjective and linking verb 5. Omit conjunction 6. Combine words and/or figures by using a hyphen or a stroke to make the meaning clear • 7. Use present participle instead of present progressive tense and future tense
• 8. Use pas participle instead of perfect tense, passive voice and attributive clause • 9. Use “able” expressing possibility • 10. Use “un, in, non, etc. ” to express negative • 11. Use a single word instead of a phrase or a short sentence • 12. Change the structure of the original sentence
Some common abbreviations • • EXP / IMP / INV / MAX / MIN / SS / B/L / CIF / CFR / CIFC /FOB / D/P D/A / PLS / STG / USD / M/T / KGS /ETA /ETD /TKS / PCT / ASAP / EMP /CCPIT /CERT. /DOC / BK / RD / YD /ATTN / DZ /PC / FCL / GOVT / GW/ HK /HKD / H. O. /I. C. C. / I/O / I. O. P. / LCL OZ / PICC /…. .
Unit Seven: Quotations, offers and counter-offer • A. an expression of thanks for the enquiry • B. details of prices, discounts and terms of payment • C. A statement or clear indication of what the prices cover • D. date of delivery or time of shipment
The letter of rejection should cover the following points. It should : a. Thank the seller for his offier b. Express regret at inability to accept c. Make a counter-offer if, in the circumstances, it is appropriate.
Useful words and expressions • Competitive price/rock-bottom price/the best price/favorable price/the lowest price
Good price/reasonable price • • Medium CIF/ CNF/FOB repeat order/trial order/first order/regular order Parcel/ lot 1 st lot of shipment Delivery/ Supply / stock /decline Profit/the margin of profit/ allowance Approximate/ exceed provided/ deliver An enquiry for… Place regular order
Letter-writing guide • To avoid ambiguity, writers should place the connected parts of a sentence as near to each other as possible. This is called proximity. • Only I borrowed five yuan from him. • I only borrowed five yuan from him. • I borrowed only five yuan from him. • I borrowed five yuan only from him (from him only. )
Use active voice. In most cases, active voice shows more strength than passive voice. • Enclosed is our latest catalogue for your reference. • We enclose our latest catalogue for your reference. • A cable was sent by us to ABC Company yesterday. • We sent a cable to ABC Company yesterday.
Additional exercise (P. 119) • Dear Sirs • We thank you for your enquiry of Oct. 15 and enclose a catalogue and a price list for bed-sheets. We are confident that these will give you all the details your required.
• Our cotton bed-sheets are popular in the world market, and they sell quite well in your neighboring districts. We are confident that there is a ready market in your area. • We hope you lose no time considering an order to start business with us. In order to have a close cooperation with you, we are ready to give you some discount for large quantities.
• Our payment terms are by L/C at sight. • Time of delivery will be within 30 days after receipt of your L/C. • We look forward to the pleasure of receiving an order from you.
Unit Eight: Sales Promotion Letter–writing guide (1) A good sales letter consists of four essential elements; it must a) arouse interest b) create desire c) carry conviction, and d) induce action
Letter-writing guide (2) a) Keep the letter short, otherwise it may not be read. b) Catch the reader’s interest in the opening paragraph c) Give the letter an attractive look and make it as personal as possible
Useful expressions to note with regret that… a large quantity of… to have the pleasure of. . in substantial quantity you are well aware that… to clear stock by allowing you a generous discount be subject to… to take advantage of this exceptional offer Your favorable response is awaited/ will be highly appreciated.
moderate in price compare favorably with other makes in quality We’d like to have your comments on our samples we sent you last week. We are ready/so glad to furnish you with more details.
in reply to Up to date/ up to the present writing, catalog/ booklet/leaflet/pamphlets preclude sb. from doing sth. a wide range of… please do not hesitate to let us know( contact us) to conclude some satisfactory transactions with you
all over the world put on the market allow a special discount of 2% on the order advertising campaign after-sale service moderate in price and compare most favorably with other makes in quality
Letter-writing guide (3) Three questions to ask before you begin to write a persuasive message so as to change people’s attitudes or influence their actions. 1. What are you writing about? 2. Whom are you writing to? 3. What do you expect to happen as a result?
Unit Nine: Orders and their fulfillment The essential qualities of an order are accuracy and clarity. An order or an order letter should: a) include full details of description, quantities and prices and quote article numbers, if any, b) state mode of packing, port of destination and time of shipment, c) confirm the terms of payment as agreed upon in preliminary negotiations
Useful expressions shipping documents: Invoice/packing list/ Bill of lading/ Certificate of origin Form A Carrier/title to the goods Letter of credit collection托收: D/P付款交单, D/A承兑交单 Remittance 汇款: M/T, T/T, D/D
Attached please find Article number: /item No. 1 foot: 12 inches CBM
Useful expressions We find both quality and prices satisfactory and are pleased to give you an order. to be supplied from current stock We expect to find a good market for … …hope to place further and larger orders with you in the near future Our usual terms of payment are…
be acceptable to you We are pleased to receive your order for. . we require payment by a confirmed and irrevocable letter of credit payable by draft at sight Please let us know immediately whether you agree to our terms.
Useful expressions • to arrange for production/prompt shipment/ • to arrange for despatch of the goods • We have sent you today the Sales Confirmation, which please sign and return to us by fax. • You may rest assured that we shall effect shipment upon receipt of the credit.
Letter-writing guide • Using words your reader understands is important in making your writing easy to read. The difficulties of accurate expression stem partly from the way words pick up related meanings (connotations 隐含意义， in addition to their denotation meanings本 意）.
• “Politician” has different connotations from statesman. Here “politician”has a bad sense (政客）. • Compare the following: • It is difficult to observe (看到) any improvement the firm has made since 1993. • All the terms stipulated in this contract must be strictly observed. （遵守）
• The subway greatly facilitates (使方便 ) traffic in this city. • Our proposal will facillitate( 有助于 ) promotion of business between our two parties. • Consider the difference between: • cheap and inexpensive, house and home • hope and trust
Compare the following expressions • • on condition that on the understanding that provided that so long as
Unit Ten: Terms of payment • The procedures for issuing an L/C : • 1. The buyer and the seller conclude a sales contract providing for payment by documentary credit; • The buyer instructions his bank----the “issuing” bank to issue a credit in favour of the seller (beneficiary)
• 3. The issuing bank asks another bank, usually in the country of the seller, to advise and perhaps also to add its confirmation to the documentary credit; • 4. The advising or confirming bank informs the seller that the credit has been issured
L/C • ******RECEIVED MESSAGE****** NOV 16 2001 13: 28 • Status: MESSAGE DELIVERED • Station: 1 BEGINNING OF MESSAGE • Own Address : COMMCNSHAKMG BANK OF COMMUNICATIONS KUNMING BRANCH • ISSUE OF A DOCUMENTARY CREDIT
• SENT BY : HONGKONG AND SHAGNHAI BANKING CORPORATION LIMITED, • HONG KONG • 40 A: IRREVOCABLE • 20: DC HKH 871659 • 31 C: 011116 • 31 D: 020215 IN COUNTRY OF BENEFICIARY
• 50: HOBBY LOBBY STORES, INC. , 7707 SOUTHWEST 44 TH STREET • OKLAHOMA CITY OKLAHOMA, 79179 U S A • 59: YUNNAN KUN TAIHE TRADING CO. , LTD. • 9/F. , FOREIGN TRADE BLDG. • 175 BEIJING ROAD, KUNMING, YUNNAN, CHINA
• 32 B: USD 50446. 03 • 39 B: NOT EXCEEDING • 41 D: HSBC BANK BEIJING BY PAYMENT OR ANY BANK BY NEGOTIATION • 42 C: SIGHT FOR FULL INVOICE VALUE OF GOODS • 42 D: ISSUING BANK • 43 P: NOT ALLOWED
• • • 44 A: SHANGHAI, CHINA 44 B: DALLA TEXAS, UNITED STATES 44 C: 020115 45 A: FOB SHANGHAI P. O. 34259, S/C KLY 1024 WOOD DECORATIONS
• 46 A: + 1 SIGNED COMMERCIAL INVOICE IN ORIGINAL AND 1 COPY CERTIFYING THAT ALL MERCHANDISE IS MADE IN “CHINA” AND EACH ITEM IS MARKED INDIVIDUALLY WITH THE COUNTRY OF ORIGIN. • +1 PACKING LIST IN ORIGINAL AND 1 COPY.
• +1 COPY OF SEA WAYBILL MARKED FREIGHT COLLECT AND CONSIGNED TO: HOBBY LOBBY STORES, INC. 7707 S. W. 44 TH ST. , OKLAHOMA CITY, OK 73179 AND NOTIFY PARTY SAME AS CONSIGNEE ATTN: CLARK ALSO NOTIFY PARTY EVANS AND WOOL AND CO. , 512 E. DALLAS RD. , SUITE 300, GRAPEVINE, TX 76051 ATTN: KAREN KEELING.
• +1 ORIGINAL FORWARDER’S CARGO RECEIPT (FCR) ISSUED BY CARGO SYSTEM • +1 BENEFICIARY’S STATEMENT CERTIFYING THAT ALL ORIGINAL DOCUMENTS EXCEPT FORWARDER’S CARGO RECEIPT HAVE BEEN COLLECTED BY CARGO SYSTEM.
• +SOLID WOOD PACKING DECLARATION OR A NEGATIVE DECLARATION FOR ALL SHIPMENTS FROM HONG KONG AND MAINLAND CHINA OR FUMIGATION CERTIFICATE FROM THE CHINESE GOVERNMENT.
• +MATERIAL ORIGIN CERTIFICATE. • 47 A: PURCHASE ORDER NUMBER MUST BE ON ALL DOCUMENTS. • ALL SHIPPING ARRANGEMENTS MUST BE MADE THROUGH CARGO SYSTEM. INSURANCE TO BE COVERED BY APPLICANT.
• SEA WAYBILL /FORWARDER’S CARGO RECEIPT MUST SPECIFY THE NAME OF LOADING PORT/PLACE AND DISCHARGE PORT/PLACE. • NOTE: DATE OF RECEIPT OF CARGO ON FORWARDER’S CARGO RECEIPT IS TO BE CONSIDERED AS SHIPMENT DATE.
• A USD 50. FEE PLUS ALL RELATIVE CABLE CHARGES WILL BE DEDUCTED FROM THE REIMBURSEMENT CLAIM FOR EACH PRESENTATION OF DISCREPANT DOCUMENTS UNDER THIS DOCUMETARY CREDIT. ALL BANKING CHARGES SHALL BE FOR THE ACCOUNT OF BENEFICIARY.
• NOTWITHSTANDING THE PROVISIONS OF UCP 500, IF WE GIVE NOTICE OF REFUSAL OF DOCUMENS PRESENTED UNDER THIS CREDIT WE SHALL HOWEVER RETAIN THE RIGHT TO ACCEPT A WAIVER OF DISCREPANCIES FROM THE APPLICANT AND,
• SUBJECT TO SUCH WAIVER OF DISCREPANCIES FROM THE APPLICANT AND, SUBJECT TO SUCH WAIVER BEING ACCEPTABLE TO US, TO RELEASE DOCUMENTS AGAINST THAT WAIVER WITHOUT REFERENCE TO THE PRESENTER PROVIDED THAT NO WRITTEN INSTRUCTIONS TO THE CONTRARY HAVE BEEN RECEIVED BY US FROM THE PRESENTER BEFORE THE RELEASE OF THE DOCUMENTS.
• ANY SUCH RELEASE PRIOR TO RECEIPT OF CONTRARY INSTRUCTIONS SHALL NOT CONSTITUTE A FAILURE ON OUR PART TO HOLD THE DOCUMENTS AT THE PRESENTER’S RISK AND DISPOSAL, AND WE WILL HAVE NO LIABILITY TO THE PRESENTER IN RESPECT OF ANY SUCH RELEASE.
• THIS DC IS PAYABLE AFTER RECEIPT OF DOCUMENTS CONFORMING TO THE TERMS OF THIS DOCUMENTARY CREDIT AT THE COUNTERS OF THE PAYING OR ISSUING OFFICE.
• WE UNDERTAKE TO REIMBURSE YOU IN THE CURRENCY OF THIS DOCUMENTARY CREDIT IN ACCORDANCE WITH YOUR INSTRUCTIONS AFTER DEDUCTING ALL RELATIVE REIMBURSING CHARGES AND PAYMENT/CABLE CHARGES, NEGOTIATING BANK’S DISCOUNTG AND/OR INTEREST IF ANY PRIOR TO REIMBURSEMENT BY US ARE FOR ACCOUNT OF BENEFICIARY.
• DOCUMENTS MAY BE FORWARDED IN ONE COVER TO THE HONGKONG AND SHANGHAI BANKING CORPORATION LIMITED, G/F, COFCO PLAZA, 6 JIANGUOMEN NEI DA JIE, BEIJING, CHINA WHOLHOLD SPECIAL REIMBURSEMENT, PRICING AND DOCUMENT DISPOSAL INSTRUCITONS.
• ALTERNATIVELY, DOCUMENTS MAY BE DESPATCHED IN ONE COVER BY COURIER SERVICE TO THE HONGKONG AND SHANGHAI BANKING CORPORATION LIMITED, TRADE SERVICES DIV. 7 C/O TRADE SERVICES CORRESPONDENCE. , LEVEL 19, 1 QUEEN’S ROAD CENTRAL, HONG KONG, ALL CHARGES ARE FOR THE ACCOUNT OF THE BENEFICIARY.
• 48: WITHIN 21 DAYS AFTER THE DATE OF SHIPMENT BUT WITHIN THE VALIDITY OF THE CREDIT • 49: WITHOUT • 57 D: YOUR KUNMING BRANCH, HU GUO BLDG. , HU GUO LU, KUNMING 650032 CHINA
Unit Eleven: Packing • • inner box, carton, case, bag, poly-bag, sack Drum, bale, can, bundle, pallet up to standard fit for ocean transportation be well protected against moisture the packing is light and compact keep down the packaging cost
• • to hold sb. responsible Packing is a sensitive subject. to avoid trade dispute to improve the packing prove to be turn out to the satisfaction of our clients be rest assured, our mutual interest shall not fail to do sth.
Unit Twelve: Insurance F. P. A. (Free from Particular Average) W. A. or W. P. A. (With Averrage or With Particular Average) All Risks T. P. N. D. S. R. C. C. War risk
Useful expressions I. O. P. irrespective of percentage 不计免赔率 cover insurance insure the goods against All risks rise, raise, arise draw on… at sight please cover insurance on our behalf reimburse
Useful words and expressions effect insurance/cover insurance for your account insurance policy/insurance certificate forward make arrangement for sth. It was noticed that…. .
in the presence of… were badly damaged we should be grateful if you would do sth. take the matter up with sb. insurance claim thank you in advance for your cooperation
Reply to the letter on P. 207 • • Abadulla Bahman Co. Nov. 25, 19. . Dear Sirs Your order No. C 541 We regret to hear that case No. 7 was split and the goods were badly damaged. Since you are holding the relative insurance policy, you may approach the insurance agent at your • end, whose location is already indicated in the insurance policy.
• We hope the matter will be solved soon and you can get compensation without delay. • As for the replacement receiver, we’ll arrange for the shipment as soon as possible.
• Your understanding is highly appreciated. If you need any assistance from our side, please do not hesitate to contact us and we are ready to help you. •
Regarding credit and reputation as its life and excellent service as its philosophy, the People’s Insurance Company of China has branches and networks all over the world. By using modern management technology and means, the company provides the domestic and foreign customers with various services in connection with insurance, so as to ensure social production conducted smoothly.
The People’s Insurance Company of China plays more important roles in the process of insurance system reform and enabling itself to more effectively provide proper service for our country’s economic development.
Unit Thirteen: Shipment trial order/repeat order/regular order/ With regard to Shipping advice porcelain-ware / glass ware / hardware chinaware…. .
as a matter of fact deceptive manner you may recall emphasize the vital importance of punctual shipment remedy cause us a heavy loss economically spoil one’s reputation and image to be fair
apologize for the delay fail sb. ’s expectation have not any intention of deceiving the client to sustain the losses
we believe this is the best solution of the case for the purpose of doing sth. agree to your proposal with regard to for the sake of comply with prompt
reach expedite shipment come to us with the request that…. the remainder in urgent need of sth. to accommodate sb. Your accommodation is highly appreciated.
with reference to we wish to inform you that… your amendment to the L/C hasten the production much to our regret
be not in a position to do sth. to advance delivery we are extremely sorry for our inability to … to give special care to sth. do everything possible to ensure smooth shipment
In compliance with/in accordance with Transshipment partial shipment 分批出运: incomplete, allowance under advice to us
execute your order trust that the goods will reach you in good time to meet your urgent need turn out to your entire satisfaction
Letter-writing guide How to put matters right when trouble arises. 1. With an eye to goodwill and future business, we should admit the fault if there is any and propose practical means of settlement. e. g. We apologize for the delay and suggest that we send the goods by air at once. The goods you ordered will be despatched by air tomorrow, and they should reach you on or before July 6.
Unit Fourteen: Agencies careful /serious consideration There are good prospects of a very profitable market for your manufactures. we are favorably impressed with. . to act as …agent in treaty with … come to a decision/an agreement have good connections throughout the trade
favorable opportunity further develop the business hinge upon to obtain an order to execute an order intend doing sth. the record of transactions a moderate volume of business
as a matter of fact be of the opinion to reach a bigger turnover justify doing sth. in view of postpone this matter until…. agree with sb. on… to give sb. cooperation
to entrust sb. with the sole agency for. . draw up an agency agreement for the duration of one year go over we shall do all in our power to assist you in ….
enter into on the basis of equality and mutual benefit remain in force
Dear Sirs We regret to find that the business volume you brought to us last year is not satisfactory. Since you are the sole agent of our products in Sydney, you have the obligation to increase the turnover.
At present we’d like you to render a full report on the market condition and we’d like to know what measures you are going to take to improve the sales. We hope that you will spare no efforts to strive for more business as stipulated in the agreement.
For your information, many other firms in your area wish to act as our agent. So we should like to reiterate our requirement for the quality of being our agent. We’ll be compelled to reconsider our partner if you continue to be inactive.
We sincerely hope that you understand our position and however we look forward to hearing from you favorably.
This is to inform you that…. act as an agent…. on commission basis we specialize in… our relations have proved mutually satisfactory enter into an exclusive arrangement with…
we appreciate the confidence you show in us you are right in saying an increasing demand for
Unit Fifteen: Complaints and Adjustments 1. The genuine complaints, which arises from one of the following situations: a) The wrong goods may have been sent b) The quality may not be satisfactory c)The goods may have been delivered damaged or late d)The prices charges may be excessive, or not as agreed
Letter-writing guide 1. Begin by regretting the need to complain 2. Mention the date of the order, the date of delivery and the goods complained about 3. State your reason for being dissatisfied and ask for an explanation 4. Refer to the inconvenience caused 5. Suggest how the matter should be put right
Useful expressions unfortunately, to our surprise much to our regret arrange for the dispatch of replacements your prompt reply is highly appreciated go into the matter made a mistake in packing have arranged for the right goods to be dispatched to you at once
we were sorry for the trouble caused you we apologize for the trouble caused you wish to assure you that care will be taken in the execution of your further order
we are sorry to hear after-sale service department have a thorough investigation of the matter in regular intervals from your letter of…, we learn with regret that is due to two reasons
as a matter of fact very shortly we admit that without trying to influence you be of the opinion that… come to the conclusion file a claim against …
straighten out the matter in an amicable way continue doing business with you we note with regret that in spite of prompt your letter of…has had our attention
we are sorry for the delay due to circumstances beyond our control accept our apologies for make improvement promise to give us priority in… to book shipping space come to the conclusion
at the present time we are in urgent need of. . factory premises leave the matter for further consideration keep in touch board of directors have an idea
to be frank with you it pays to buy hold oneself (sb. ) responsible a letter of guarantee make supplements arrange accommodations through friendly negotiation
have the right to file a claim against… cost of machine shall be repaid by… place order the machine has been installed and put to use to settle disputes amicably through friendly negotiation
Unit Sixteen: Joint Venture
to your advantage beneficial to both of us depreciation of machinery patent finished products semi-finished products be subject to ….
Dear Sir, The goods of our P. O. 1234 has arrived at our end and we have taken delivery. But to our regret, we found the goods are seriously rustic. We hope you urgently investigate and put the matter right.
Since we are in urgently need of the complete shipment, please kindly arrange for the dispatch of replacement. Your prompt response is highly appreciated.
Unit Seventeen Compensation Trade Useful expressions: direct product compensation(product buyback) indirect product compensation (counter purchase) deasibility study of the proposed plan the rights and obligations of both parties enlarge the factory
tie up one funds hold yourselves responsible letter of guarantee make out a draft agreement make supplements arrange accommodations for. . entrust sb. with power
The End
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