从贵国驻北京的大使馆(embassy)的商务参赞处获悉，贵公司是一家食品（foodstuff）出口商。作为一家专营罐装食品（canned food）的零售商(retailer)，我们特致函贵方，希望能建立贸易关系。

从贵方的通函(circular)中我们了解到你们可以供应各种罐装食品，如能提供给我们最新的价格单以及插图目录，不胜感激。

如你方供货价格优惠，质量上乘，我们将大量订购。

盼早复。

　　　　　　　　　　　　　　　　　　　　　　　　　　　此致

Dear Sirs,

Your company has been introduced to us by Commercial Counselor’s Office of your embassy in Beijing as prospective buyers of arts & crafts.

In order to introduce our products to the Middle East, we are writing to you in the hope of establishing trade relations.

The main line of our business covers the export of chinaware of superb quality, fashionable design and competitive price, which enjoys a good reputation all over the world. For your information, we are enclosing an illustrated catalogue and the latest. Samples and quotations will be airmailed to you upon receipt of your specific inquiries.

Looking forward to your early reply.

Yours faithfully,

1. 从ABC公司处得知你公司供应毛衫。2.正如你们所知，我们是经营此类商品已有多年的国营公司。

3.请寄给我们关于你方新产品的小册子。4.如果你方价格具有竞争力并且装方式可以接受的话，我们打算下一笔大订单。

5.我们有意获得你方新产品的商品目录及价目单。

1.We learn from ABC Co. that you are one of the suppliers of sweaters.

2. As you know, we are a state-owned enterprise dealing with this kind of articles for many years.

3. Please send us your brochure on your latest products.

4. If your price is competitive and the terms of payment is acceptable, we will place a large order.

5. We would like the catalogue and price list of your latest products.

KEY:1．Please reply as soon as possible, stating the earliest date of shipment and the terms of payment.说明最早装船期和付款条件。

2. If you are interested, please cable us, indicating the quantity you require.说明所需数量。

3. We cabled you yesterday, offering you 2,000 kilos walnutmeat for shipment during May.

报你2000公斤核桃仁(walnutmeat)，5月船期。

4. Please reply as soon as possible, giving us all necessary information.告知我必要的详细情况5. We cabled you today, placing with you an order for 5,000 dozen fountain pens.向你订购5000打自来水钢笔

6. We wrote you last week, asking you to send us your latest price list.要求你们寄来你们最近的价目表

7. Please quote us your lowest price, stating the terms of payment and packing condition说明支付条款和包装

1. 你们在本月《中国对外贸易》( “China Foreign Trade”)上所刊登的广告，我们很感兴趣，现请告知该商品的详细情况。

2. 一旦收到你方具体询盘，我们将立即给你们报最优惠的拉格斯(Lagos)到岸价。

3. 如果你们第一笔运来的货令人满意，随后将有大批续订。

4. 按照你方要求，我们报50公吨大豆的实盘如下，以(自本日起)一周之内你方复到为准。

5. 我们可以从现货中供应你3000打“天坛”牌男衬衫。

6. 如果你公司能将9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价

1. We are very much interested in the advertisement in this month issue of “China Foreign Trade”. Please inform us of the details of this commodity.

2. Upon receipt of your specific enquires, we will quote you the most favorable price, CIF Lagos.

3. If your first order turns out to our satisfaction, large repeat orders will follow.

4. At your request, we offer you firm, subject to your reply reaching here within one week, 50 metric tons soybeans as follows:

5. We can supply you with 3000 dozen “Tiantan” brand Men’s Shirts from stock.

6. If you reduce the price of quotation sheet dated eptember 3 by 3%, we are desirous of accepting your offer.

Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favorable comments on the goods offered and recommending their client’s acceptance

Dear Sirs

We thank you for your enquiry of 30th November and enclose

our quotation for curtain materials.

We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our supplies from house furnishers in various districts and regions, which we are finding it difficult to meet,but provided that we receive your order within the next ten days , we will give priority to it for prompt delivery.

Your early reply will be appreciated.

Yours faithfully，

1. 形式发票是为了手续起见而寄给国外客户的一种发票。该发票通常是为了给客户申请必要的进口许可证之用。

A proforma invoice is an invoice sent to buyers abroad for form’s sake. It is usually used to enable buyers to apply for a necessary import licence.

2. 兹附上我方第3419号形式发票一式两份，500辆永久牌自行车10月份交货。我们想说明一下该形式发票有效期至19XX年9月1日止。

Enclosed is our Proforma invoice No. 3419 in duplicate covering 500 Forever Brand Bicycles for shipment during October, we wish to state that the proforma invoice is valid till September 1, 19XX.

3. 按照你方要求，随函附上我方罐头水果形式发票一式四份，供你方申请进口许可证之用。

According to your request, a proforma invoice in quadruplicate for our canned fruit is enclosed for your applying for an import licence.

As in an ordinary commercial invoice, correct invoicing is a matter of great importance in export trade. The smooth performance of a contract of sale will often depend on it.

同一般商业发票一样，正确地开形式发票在出口贸易中很重要。售货合同的顺利执行往往取决于此。

It will be a good policy to indicate in a proforma invoice a prescribed period for which the price and conditions mentioned therein will remain valid. However, in order to avoid subsequent embarrassment for the seller, it is important that no inaccurate particulars be inserted even if the inaccuracies seem trivial.

在形式发票上注明所定价格和条款的有效期限是一个可取的策略。但是，为了使卖方避免事后的麻烦，在形式发票上切勿加注任何不确切的条文，即使这些条文无足轻重。这一点很重要。

1. We have become one of the most competitive suppliers of stationeries 我方已成为文具最有竞争力的供应商之一。

2. The special advantage that the vacuum cleaner offers will make it quick-selling line. 该空调的特点将能使它成为畅销品。

3. They already have a good market in… 他们已经在…..有了好销路。

4. We enclose a catalogue of the goods for your reference.我方附了商品的目录供你方参考。

5. Dealers in this line have reaped gratifying profits. 该行的经销商获利颇丰。

Carrefour establishes strategic cooperation partnership with…家乐福和….建立了战略业务合作关系。

We trust that the samples sent on the 18th April have reached you. We should be greatly obliged if you would inform us whether these goods are suitable for your purpose.

四月十八号寄出的样品应该已到达你方。如果你方能告知产品是否适合，我们将不胜感激。

We wish to assure you once more that we intend to adhere to our policy of providing products at a competitive price.我们很遗憾的关注到你方对我们早期关于咖啡的报盘不感兴趣。

We note with regret that our earlier offers in respect of coffee have not interested you.

我们保证我们一贯的策略是提供有竞争力的产品。

When you need new toys, I shall be glad to quote you; I buy from the largest producers free of commission, and can offer you considerable saving in price.

如果你们需要新玩具，我将很乐意报价。我们从最大的制造商方采购，且免佣金，所以能为你方大量减少成本.

1. 贵公司会留意到，该货具有许多独特的优点，位居同类货品之榜首。

2. 我们肯定贵公司对我们优良的原料定会满意。

3.希望贵方试用一下我们的产品，定会使贵方感到十分满意。

4.该货所独具的优点可使之成为畅销品。

5. Dealers everywhere reap gratifying profits, and we believe we can enable you to share their success.

6. In order to popularize these products, all the catalogue prices are subject to a special discount of 10% during the month of February only.

7. We can fill your orders at once from stock, and, hope to be favored with your esteemed commands.

8. Not having heard from you since, we should be glad to know whether there is any disadvantage in our terms that we could remove.

KEY: 1. You will find that it possesses many unique features, which definitely place it ahead of its many competitors.

2. We are sure you would be pleased with our finest materials.

3. We expect you to try out our products and realize that they will meet with your full satisfaction.

4. The special advantages it has offer will make it a quick-selling line.

5. 各地经销商都喜获厚利，本公司相信也能使贵公司分享厚利。

6. 为推销这些产品，目录上所列价格在2月份内均打10%的特别折扣。

7. 如有订购， 本公司能马上供应现货，敬请惠顾。

8. 一直未接到贵方的回音，本公司乐于了解，我方的条款是否有不得于贵公司之处，以便我方修改。

敬启者：

我们从远东服务公司获悉贵公司对木制浮雕天花板感兴趣。我们很乐意借此机会相识。

如果贵公司将计划进口的货物详加说明，并寄来一件样品，我们就能为贵公司做出十分合理的报价。

谨上

Dear Sirs,

We got information from Far East Service Inc.. We know you are interested in wooden Ceiling Board. We welcome the opportunity to become acquainted.If you can make more detailed descriptions about the goods you plan to import, also send us a piece of your sample, we can make you a very reasonable offer.We look forward to hearing from you.

Yours faithfully

We are eager to know when you can open the relative L/C as the goods have been ready for shipment for quite a few days.

我方想知道你方何时能开立相关信用证，因为货物已经准备装运很久了。

If orders are booked for prompt shipment, it is necessary to establish L/C by telex.

为了订单能够及时装运，有必要通过电传开立信用证

We will open an irrevocable L/C in your favor within 10 days from the date of the contract. 我方将开具以你方为受益人的不可撤销的信用证，自合同之日期10日内有效。

1.We will draw on you by our documentary draft at sight, on the collection basis, without the L/C.

2. Please note that all charges are for the account of the drawee（受票人）.

3. In as much as the amount involved is rather small, we agree to draw on you by documentary sight draft.

4. 鉴于我们之间的长期友好关系，我们同意接受见票后30天付款交单条件。

5. 我们接受付款交单没问题，但你方须按时装船。

6. 我们要求更有利的付款条件，例如承兑交单。

KEY : 1. 我方将以托收方式开出向你支取的即期跟单汇票，而不用信用证。

2. 请注意，一切费用由受票人负担。

3. 由于金额很小，我们同意向你方开出即期跟单汇票。

4. In view of the longstanding relations between us, we agree to accept your payment terms by D/P 30 days after sight.

5. It is out of question that we accept D/P terms, but you must effect shipment in time.

6. We request more favorable terms of payment, i.e. by D/A.

敬启者：

事由：延展信用证

收到你方支付15000本笔记本订货的第3511号信用证，谨致谢意。十分抱歉，由于制造商的延误，我方不可能在3月底以前把货备齐。我公司最早也只能在4月中旬安排装运。

为此，请将该证的交货期和议付有效期分别延展至4月16日和4月30日。

对我方延迟交货引起的不便，表示歉意。

张大伟

Dear Sirs,

Re: Extension of L/C

Thank you for your L/C No.3511 covering your order for 15,000 notebooks. We regret to notice that, due to some delay on the part of our manufacturers, we are unable to get the goods ready by the end of March. The earliest shipment we can arrange is just in the middle of April.

For the above reason, we appreciate that you will give us cooperation by extending the shipment date to April 16 and the negotiation validity to April 30 respectively.

We feel sorry for the inconvenience caused by our delay in delivery.

Yours faithfully,

Zhang Da Wei

Reverting to the 10 lots of speaker stand which arrived here per m/v “Orient” on October 30, in the same hold…

关于10月30日由“东方”号轮运交的10批音箱支架，装于同一货舱内……

When we have time in the future, we may revert to this topic again.

将来有时间我们再谈这个话题。

1. 良好的包装可方便运输。2对于你方未按我方旨意包装货物，我们感到很遗憾。

3请告知你方的包装方式以便我方确认。4牢固的包装可保护货物的质量与数量。

5根据合同规定，买方应在八月十四日前所包装材料提供到我方。

2. Good packing can facilitate transportation.

3. We feel it a pity that you didn’t pack the goods as per our instruction.

4. Please notify us of your mode of packing so as to enable us to confirm

5. Strong Packing can protect the goods in respect of quality and quantity.

6. According to the contract, the buyer should supply the packing materials and deliver them to us before August 14.

take sth. up with sb. = raise consideration of 促请某人考某事

e.g. We should be grateful if you would take the matter up for us with the insurer.

若贵公司能为本公司促请保险公司讨论此事，则不胜感激。

After several discussions with the partner, the outcome turned out to be satisfactory.

经过与对方几次的谈判，结果是令人满意的。

You may rest assured that in our mutual interest we shall do everything possible to give you our full cooperation.你们可以放心，为了我们双方的利益，我们将尽一切努力贵公司充分合作。

With reference to our recent exchange of E-mails lately, we confirm our order as follows.

根据我们近来交往的电子邮件，兹确认以下订单。

Should you have any special preference in this respect, please let us know and we will meet you to the best of our ability.如果你方对装运标志有何特殊要求，请告知，我当尽力满足。

Nowadays, more and more clients are preferring carton packing to wooden case packing

现在有更多客户更愿用纸板箱包装而不要木箱包装.

1. 衬衣用塑料袋包装，五打装一纸板箱。2销售包装就新颖独特，以引起消费者的兴趣。

3.此种包装是这种产品国际市场上的流行包装。

4.根据你的建议，我们已改进了内包装，以适合你方市场消费者的需要。5额外的包装费用，由买方负担。

2. The shirts are packed in PE bags and five dozen to one carton.

3. The sales-packing should be novel and distinctive to arouse the interest of the customers.

4. This kind of packing is quite popular for this product in the world market.

9As you suggested, we have improved our inner packing to meet the consumers’ demand in your market.

5. As for extra charges of packing, it is for buyer’s account.

We have covered insurance on 1,000 sets of refrigerators for 130% of the invoice value against All Risks.

我们已将1 000台冰箱按发票金额的130%投保一切险

under no circumstances决不，无论如何不

e.g. Under no circumstances will the middlemen buy the goods on their own account.

在任何情况下，中间商也不会自负盈亏购买商品。

1. 请将这批货投保水渍险。

2. 我们可以应你方要求,按发票价的百分之三十投保, 但必须请你方注意: 额外的保险费用应由你方负担。

3. 一旦货物发生损失, 你方可以在货物到达六十天内,向保险公司提出索赔。

4. 除水渍险与战争险之外，你们的保险公司还保其它险吗？

5. 并不是所有的破碎险都是属于单独海损。只有由于自然灾害和意外事故所造成的破碎，才属于单独海损。

1. Please insure the shipment W.P.A.

2. We may insure at invoice value plus 30% as you requested, but have to remind you that extra premium should be borne by you.

3. Should any damage be incurred, you may, within 60 days after the arrival of the consignment, file a claim with the insurance company.

4. Does your insurance company cover risks other than W.P.A. and War Risk?

5. Not every breakage is a particular average. It is a particular average only when the breakage results from natural calamities, or maritime accidents.

敬启者：关于第123号 3 000 桶铁钉的售货合约，兹通知你方，我们已由伦敦中国银行开立了第254号保兑的、不可撤消的信用证，计金额120，000英镑，有效期至5月15日为止。
    请注意（做到）上述货物必须在5月15日前装出，保险必须按发票价的150%投保“综合险”。我们知道，按照你们一般惯例，你们只按发票价另加10%投保，因此额外保险费由我们负责。
请按我们的要求办理保险，同时我们等候你方的装运通知。

Dear Sirs,

Referring to the 3000 casks of iron nails under sales contract No.123, we are pleased to inform you that we have established with the Bank of China, London branch the confirmed, irrevocable L/C No. 254, in the amount of Sterling 120,000, valid up to May 15th.

Please see to it that the above mentioned goods are shipped out before May 15th and the insurance is covered for 150% of the invoice value against all risks. As we understand that as per your customary practice you only insure the shipments for 10% above the invoice value, the extra premium for additional coverage will for our account.

Please cover the insurance as we required and meanwhile we are waiting for your shipping advice.

Translate the following sentences into Chinese:

1. We are withholding delivery for the following reasons: required payment has not been made and you withdrew your Purchase Contract.

 2. If you find you can wait for three weeks on this order, please let us know and we will be pleased to ship your goods at the low prices you’ve come to expect from us.

3. We trust that the goods will reach you in time and give you entire satisfaction.

4. You may recall that we have time and again emphasized the vital importance of punctual shipment because these items are for display at an international exhibition to be held in Kunming on Sept. 16.

1. 由于以下原因我们正停止交货：所需货款尚未支付，并且你们撤消了购货合同。

2如果你们觉得这份订单能等三周，那么请告诉我们；我们将很高兴按你们期待的低价把货物运给你们。

3. 我们深信该货物将准时到达你方，并使你们完全满意。

4. 你们可能还记得，我们一再强调准时装运的极端重要性，因为这些商品将在9月16日昆明举行的一个国际展览会上展出。

1. 买方负责租船或订舱。

2. 兹通知你方，我们已经指示他们与贵公司联系以协调与这批船货有关的一切事务。 

3. 最后我们想通知你方，由于一项新的政府规定，这批货物必须在6月6日之前运出。 

4. 现在我们要求按照我方第3112号合同交货。 

 5. 这批货物将由马士基（中国）有限公司运出，应该在今年12月12日当天或左右到达你方港口。

1、The buyer is responsible for chartering a ship or booking the shipping space.

2. For your information, we have already instructed them to contact you to coordinate everything covering this shipment.

3 .Finally, we would like to inform you that, due to a new government regulation, this shipment must be shipped out before June 6.

4. We now demand delivery of the said goods in accordance with our Contract No.3112.

5. The goods will be sent to you by Maersk (China) Shipping Co. Ltd and should arrive at your port on or about Dec. 12 this year.

Write a letter :

Background: 中国上海的百司得贸易公司去函通知韩国的K. Ly贸易公司,韩方于2006年7月3日所订购的合同号为567的蔬菜已装船红星号,将于第二天从上海出发到仁川港. 并随函附上了提单副本一份,发票一式两份,装箱单、检验报告和保险单各一份等货运单据。

Dear Sir,

We are pleased to inform you that the vegetables you ordered on July 3 this year (Contract No. 567) have now been shipped by s.s. Red Star sailing tomorrow from Shanghai to Inchon.

Enclosed please find one set of the shipping documents covering this consignment as follows:

  One copy of non-negotiable bill of lading.

Commercial invoice in duplicate.

One copy of packing list.

One copy of survey report.

One copy of insurance policy.

 We hope this shipment will reach you in time and turn out to your entire satisfactions.

 Yours faithfully,

Translate the following sentences into Chinese.

1. On comparing the goods received with the sample supplied, we were sorry to notice the great differences in the designs of the machines.

 2. After having the boxes examined we found that they were not strong enough for long distance delivery.

 3. It is regrettable to see that the chemical content of Item 022 is not up to the percentage contracted.

 4. There is a discrepancy in colors between the received materials and the samples.

 5. While placing our order we emphasized that any delay in delivery would definitely add to the cost of the goods. That is why we have to raise a claim on refunds for the loss incurred.

1比较收到的货物和样品，发现机器在设计上有很大的差异，甚感遗憾 2经检查，我们发现箱子不够坚固，不宜做长途运货之用。

3很遗憾，022项货所含的化学成分没达到合同规定的百分比。4收到的材料和样品颜色不同。

5订货时，我们已强调任何交货延迟将无疑增加货物的成本。故此，我们必须索回由此产生的损失费。

1. 特函要求替换随信寄去的字典。

2.请把我方2530号订单项下的货物装第一艘可订到仓位的货船运来，以纠正你方发货错误。

3.我方六月七日订单项下的个人电脑应在两周前到货，请查询有关交货情况。

4.我们有必要通知你们上次交货达不到通常标准。 5.经检验，这批货短交了1.5吨。

1.I am writing for a replacement of the dictionary included.

2.Would you please correct your shipment by sending the order No. 2530 by the first available vessel?

3.It would be highly appreciated if you could look into the personal computers, which should have reached our destination two weeks ago.

4.We feel it necessary to inform you that your last delivery of our order is not up to the usual standard.

5.Upon inspection, it was found that the total content had been short-delivered by 1.5 tons.

外贸常用交际英语口语

1．After you.你先请。这是一句很常用的客套话，在进/出门,上车得场合你都可以表现一下。
2．I just couldn't help it.我就是忍不住。
这样一个漂亮的句子可用于多少个场合?I was deeply moved by the film and I cried and cried．I just couldn't help it

3．Don't take it to heart．别往心里去，别为此而忧虑伤神。生活实例：This test isn't that important．Don't take it to heart

4．We'd better be off.我们该走了。It's getting late．We'd better be off.
5．Let's face it．面对现实吧。常表明说话人不愿意逃避困难的现状。I know it's a difficult situation．Let's face it, OK

6．Let's get started.咱们开始干吧。劝导别人时说：Don't just talk．Let's get started.
7．I'm really dead.我真要累死了。坦诚自己的感受时说：After all that work, I’m really dead.
8．I've done my best.我已尽力了。

9．Is that so? 真是那样吗?常用在一个人听了一件事后表示惊讶、怀疑。
10．Don't play games with me! 别跟我耍花招!11．I don't know for sure．我不确切知道。
Stranger：Could you tell me how to get to the town hall?
Tom：I don't know for sure．Maybe you could ask the policeman over there.
12．I'm not going to kid you．我不是跟你开玩笑的。
Karin：You quit the job? You are kidding.
Jack：I'm not going to kid you．I'm serious.
13．That's something．太好了，太棒了。
A：I'm granted a full scholarship for this semester.
B：Congratulations．That's something.
14．Brilliant idea!这主意真棒!这主意真高明!
15．Do you really mean it? 此话当真?
Michael：Whenever you are short of money, just come to me.
David：Do you really mean it?
16．You are a great help.你帮了大忙
17．I couldn't be more sure．我再也肯定不过。
18．I am behind you.我支持你。
A：Whatever decision you're going to make, I am behind you.
19．I'm broke.我身无分文。
20．Mind you!请注意!听着!(也可仅用Mind。)Mind you! He's a very nice fellow though bad-tempered.
21．You can count on it.你尽管相信好了，尽管放心。
A：Do you think he will come to my birthday party?
B：You can count on it.
22．I never liked it anyway.我一直不太喜欢这东西。
当朋友或同事不小心摔坏你的东西时就可以用上这句话给他一个台阶，打破尴尬局面：
Oh, don't worry．I'm thinking of buying a new one．I never liked it anyway.
23．That depends.看情况再说。
I may go to the airport to meet her．But that depends.
24．Congratulations.恭喜你，祝贺你。
25．Thanks anyway.无论如何我还是得谢谢你。
当别人尽力要帮助你却没帮成时，你就可以用这个短语表示谢意。
26．It's a deal.一言为定
Harry：Haven't seen you for ages．Let's have a get-together next week.
Jenny：It's a deal