外贸函电情景实训【2025|PDF|Epub|mobi|kindle电子书版本百度云盘下载】

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第一部分 出口业务函电情景实例3

CASE ONE FOB BUSINESS UNDER T/T TERMS3

1.1 BACKGROUND KNOWLEDGE3

1.1.1 What is FOB?3

1.1.2 What is T/T?3

1.2 THE RELEVANT BUSINESS INFORMATION4

1.2.1 Information of the Exporter4

1.2.2 Information of the Importer4

1.2.3 Information of the Product4

1.3 EXCHANGE OF BUSINESS LETTERS5

1.3.1 Establishment of business relations5

1.3.2 A Reply from the Importer7

1.3.3 The Seller Sends out the Catalogue and Samples8

1.3.4 The Importer Received the Catalogue and Samples9

1.3.5 The Importer Makes an Inquiry10

1.3.6 The Seller Makes an Offer10

1.3.7 The Importer's Counter-offer against Payment Terms11

1.3.8 The Exporter Refuses to Accept the Importer's Counter-offer12

1.3.9 Another Round of Counter-offer by the Importer13

1.3.10 The Exporter Accepts the Importer's Counter-offer13

1.3.11 Reply from the Importer15

1.3.12 The Importer Asks for an Extension of Shipment Date15

1.3.13 Reply from the Exporter16

1.3.14 The Exporter Sends out Shipping Advice and Asks for Payment16

1.3.15 The Importer Received the Shipping Advice and Makes Payment18

1.3.16 The Exporter Airmailed the Shipping Documents18

1.3.17 The Importer Received the Documents19

1.3.18 The Exporter Supplements the GSP Document19

1.3.19 The Importer Reported a Shortage and Damage20

1.3.20 Reply from the Exporter20

1.3.21 The Importer Explains the Reason of the Damage and Shortage21

1.3.22 The Exporter's Reply22

1.4 TOPICS FOR DISCUSSION22

1.5 EXERCISES23

1.5.1 Memorize the Following Phrases and Expressions23

1.5.2 Fill in the Blanks with Appropriate Words23

1.5.3 Work in Pair24

1.5.4 Work in Group24

1.5.5 Fill in the Invoice according to the Facts Given in the Text24

1.5.6 Supplementary Reading25

CASE TWO CIF BUSINESS UNDER L/C TERMS27

2.1 BACKGROUND KNOWLEDGE27

2.1.1 What is CIF?27

2.1.2 What is I/C?28

2.2 THE REIEVANT BUSINESS INFORMATION28

2.2.1 Information of the Exporter28

2.2.2 Information of the Importer29

2.2.3 Information of the Product29

2.3 EXCHANGE OF BUSINESS LETTERS29

2.3.1 The Exporter Writes to a Potential Buyer to Promote the Sales of His Machines29

2.3.2 Reply from the Brazilian Company30

2.3.3 The exporter sent out a catalogue32

2.3.4 An Enquiry from the Importer33

2.3.5 The Exporter Presents More Details33

2.3.6 The Importer Plans a Business Trip35

2.3.7 The Importer Informs the Exporter of Flight Details35

2.3.8 The Importer Makes Inquiry to the Exporter36

2.3.9 The Exporter Makes an Offer to the Importer36

2.3.10 First Round of Counter-offer from the Importer37

2.3.11 The Exporter's Reply to the Importer38

2.3.12 Another Round of Counter-offer by the Importer39

2.3.13 Reply from the Exporter to the Importer's Counter-offer40

2.3.14 The Importer Accepted the Exporter's Offer41

2.3.15 The Exporter Sent out the S/C42

2.3.16 The Importer Returns the S/C with Counter-signature45

2.3.17 The Exporter Urges the Establishment of L/C45

2.3.18 The Importer Informs the Exporter of the L/C46

2.3.19 The Exporter Requests Amendment of the Letter of Credit48

2.3.20 The Importer Agrees to Amend his L/C49

2.3.21 The Exporter Books Space from Shipping Company49

2.3.22 A Reply from the Shipping Company50

2.3.23 The Exporter Accepts the Quotation of the Shipping Company51

2.3.24 The Shipper Inquires about Insurance51

2.3.25 A reply from the insurance company52

2.3.26 The Exporter Accepts the Terms of the Insurance Company53

2.3.27 The Insurance Company Agrees to Cover and Demands Payment53

2.3.28 The Shipper Sent out the Shipping Advice54

2.3.29 The Exporter Contacts the Importer about Discrepancies in Documents55

2.3.30 The Importer Agrees to Make Payment56

2.3.31 The Importer Informs the Exporter of the Arrival of the Cargo56

2.3.32 The Exporter Plans a Trip57

2.4 TOPICS FOR DISCUSSION57

2.5 EXERCISES57

2.5.1 Memorize the Following Phrases and Expressions57

2.5.2 Fill in the Blanks with Appropriate Words58

2.5.3 Fill in the Packing List according to the Facts Given in the Text59

2.5.4 Work in Pair59

2.5.5 Work in Group59

2.5.6 Read the Following Paragraph and See What Kind of Suggestions You Can Get from Them60

CASE THREE CFR BUSINESS UNDER D/P TERMS63

3.1 BACKGROUND KNOWLEDGE63

3.1.1 What is CFR?63

3.1.2 What is D/P?64

3.2 THE RELEVANT BUSINESS INFORMATION64

3.2.1 Information of the Exporter64

3.2.2 Information of the Importer64

3.2.3 Information of the Product65

3.3 EXCHANGE OF BUSINESS LETTERS65

3.3.1 A Chinese Exporter Contacts an American Importer for Sales Promotion65

3.3.2 Reply from the Importer66

3.3.3 The Exporter Sent out the Required Documents67

3.3.4 The Importer Acquired the Import Quota and Makes an Enquiry68

3.3.5 The Exporter Makes an Offer68

3.3.6 The Importer Makes a Counter-offer69

3.3.7 The Exporter Recommends a New Item69

3.3.8 The Importer Asks for Sample70

3.3.9 The Exporter Sent out a Sample and the Sales Note71

3.3.10 The Importer Negotiates about the Shipping Advice73

3.3.11 The Exporter Accepted the Importer's Request74

3.3.12 The Shipper Books a Container74

3.3.13 A Reply from the Carrier74

3.3.14 The Shipper Accepts the Carrier's Quotation75

3.3.15 The Exporter Sent out the Shipping Advice75

3.3.16 The Importer Covers Insurance76

3.3.17 The Insurance Company Agrees to Cover and Demands Payment76

3.3.18 The Exporter Transfers the Documents Through Local Bank77

3.3.19 The Importer Refuses to Accept the Documents77

3.3.20 The Exporter Explains the Discrepancies78

3.3.21 The Importer Asks for a New Invoice79

3.3.22 The Importer Makes Payment79

3.3.23 The Importer Complains about the Quality79

3.3.24 The Exporter Replies to the Importer's Complaint80

3.3.25 The Importer Agrees to Keep the Shirts81

3.4 TOPICS FOR DISCUSSION81

3.5 EXERCISES81

3.5.1 Fill in the Blanks with Appropriate Words81

3.5.2 Fill in the C/O82

3.5.3 Complete the Following Sentences83

3.5.4 Work in Pair83

3.5.5 Work in Group83

3.5.6 Read the Following Paragraph and See What Kind of Inspirations You Can Get from Them83

第二部分 进口业务函电情景实例89

CASE FOUR CIF BUSINESS UNDER D/P TERMS89

4.1 THE RELEVANT BUSINESS INFORMATION89

4.1.1 Information of the Importer89

4.1.2 Information of the Exporter89

4.1.3 Information of the Product89

4.2 EXCHANGE OF BUSINESS LETTERS90

4.2.1 The Importer Enquires about the Product90

4.2.2 The Exporter Replies to the Importer91

4.2.3 The Importer Makes Another Enquiry93

4.2.4 The Maker Applies for SASO Certificate93

4.2.5 A Reply from the Bureau Veritas93

4.2.6 The Exporter Obtained the SASO Certificate and Makes an Offer95

4.2.7 Reply from the Jahari Company95

4.2.8 Exporter's Reply to the Jahari Company96

4.2.9 The Importer Negotiates with the Exporter about Payment Terms96

4.2.10 The Exporter's Reply to the Importer's Counter-offer97

4.2.11 The Jahari Accepts the Exporter's Offer and Prepares the Contract97

4.2.12 Reply from the Exporter100

4.2.13 The Jahari Company Gives Shipping Instructions101

4.2.14 The Exporter Sent out Shipping Advice101

4.2.15 The Importer Rejects the Documents102

4.2.16 The Exporter Explains the Problems of His Documents103

4.2.17 The Importer Accepted the Documents and Makes Payment104

4.3 TOPICS FOR DISCUSSION104

4.4 EXERCISES104

4.4.1 Fill in the Blanks with the Given Words104

4.4.2 Memorize the Following Phrases often Found in Orders105

4.4.3 Fill in the Bill of Lading according to the Facts of the Text106

4.4.4 Work in Pair107

4.4.5 Work in Group107

4.4.6 Read and Discuss the Ideas and the Linguistic Style107

CASE FIVE CFR BUSINESS UNDER T/T TERMS111

5.1 THE RELEVANT BUSINESS INFORMATION111

5.1.1 Information of the Importer111

5.1.2 Information of the Exporter111

5.1.3 Information of the Product111

5.2 EXCHANGE OF BUSINESS LETTERS112

5.2.1 The Importer Contacts the Exporter for Product Information112

5.2.2 The Exporter Provides Business Information112

5.2.3 The Importer Proposes OEM113

5.2.4 The Maker Enquires about the Details of Ningyo114

5.2.5 Reply from Fujida115

5.2.6 The Exporter Sent out the Sample115

5.2.7 The Importer Gives Suggestions about the Sample115

5.2.8 The Exporter Sent out Another Sample116

5.2.9 The Importer Confirms the Sample and Makes Another Enquiry116

5.2.10 The Exporter Quotes his CRF Price117

5.2.11 The Importer's Counter-offer117

5.2.12 The Exporter's Reply to Fujida118

5.2.13 The Importer Increases the Order and Asks for Discount118

5.2.14 The Exporter Accepts the Counter-offer119

5.2.15 The Importer Mails the Copy of Patent119

5.2.16 The Exporter Mails the Photo of Package120

5.2.17 The Importer Places the Order120

5.2.18 The Exporter Proposes Modifications of the Order121

5.2.19 The Importer Agrees to the Alterations121

5.2.20 The Exporter Sent out Shipping Advice122

5.2.21 The Importer Covers Insurance122

5.2.22 The Importer Takes Delivery and Makes Payment123

5.2.23 The Importer Informs the Exporter of Quality Defect123

5.2.24 The Exporter Tries to Settle the Claims124

5.2.25 The Importer Accepts the Exporter's Proposal124

5.3 TOPICS FOR DISCUSSION124

5.4 EXERCISES125

5.4.1 Fill in the Blanks with Appropriate Words125

5.4.2 Translate the Following Sentences into Chinese125

5.4.3 Work in Pair126

5.4.4 Work in Group126

5.4.5 Fill in the Bill of Exchange according to the Facts of the Text127

5.4.6 Read the Paragraphs and Translate Them into Chinese127

CASE SIX FOB BUSINESS UNDER L/C TERMS129

6.1 THE RELEVANT BUSINESS INFORMATION129

6.1.1 Information of the Importer129

6.1.2 Information of the Exporter129

6.1.3 Information of the Product129

6.2 EXCHANGE OF BUSINESS LETTERS130

6.2.1 Importer's Self Introduction130

6.2.2 Reply from the Ausmines131

6.2.3 The Importer Makes an Enquiry about the Yandicoogina Fines134

6.2.4 The Ausmines Makes an Offer135

6.2.5 Counter-offer by the Beijing Minmetals136

6.2.6 Ausmines'Reply to Beijing Minmetals136

6.2.7 The Importer Accepts the Offer137

6.2.8 The Ausmines E-mails the Contract137

6.2.9 The Importer Negotiates Contract Clauses with the Seller141

6.2.10 The Exporter Airmails the Contract141

6.2.11 The Importer's Shipping Agent Contacts the Shipping Company141

6.2.12 The Shipping Company Offers Terms to the Shipping Agent142

6.2.13 The Importer Accepts the Ship-owners'Offer144

6.2.14 The Importer Opens a Letter of Credit144

6.2.15 The Importer Applies for An Open Cover145

6.2.16 Reply from the Insurance Company145

6.2.17 The Importer Accepts the Terms of the Insurance Company146

6.2.18 The Importer Urges Shipment146

6.2.19 The Exporter Sent out a Shipping Advice147

6.2.20 The Importer Accepts the First Installment147

6.2.21 The Importer Claims against the Insurance Company148

6.2.22 The Insurance Company Settles the Claim148

6.2.23 The Shipping Company Demands Payment of Demurrage149

6.2.24 The Importer Received the Last Installment149

6.3 TOPICS FOR DISCUSSION150

6.4 EXERCISES150

6.4.1 Read the following sentences and pay attention to the underlined parts150

6.4.2 Translate the Following Sentences into Chinese150

6.4.3 Thinking151

6.4.4 Work in Pair151

6.4.5 Work in Group151

6.4.6 Fill in the Application for L/C according to the Sales Contract in the Text152

6.4.7 Read the Paragraph and Translate Them into Chinese153

附录 信函参考译文155

参考文献205