第一篇：外贸英语函电的实训心得写作
外贸英语函电的实训心得写作范文
大学毕业参加实习工作，写一些实训心得是很有必要的，今天 在这里为大家分享一些外贸英语函电的实训心得写作范文，希望对大家有所帮助!为期四天的外贸英语函电实训总结已经结束，在这四天里，我们严格按照实训要求操作，完成了一系列有关于外贸英语函电写作的步骤，在实训过程中我们不断巩固和提高了英语函电的写作知识，使我们的专业技术水平得到了有效的提高。
通过实训，使我对外贸英语函电写作有了进一步了解和认识，进一步掌握了写作函电的基本知识，基本格式和基本技能。本次实训，也是一笔珍贵的财富，带给了我们许多快乐。虽然天气比较寒冷，但同学们每天都能按时到教室自觉上机操作，在操作中同学们积极交流写作经验，使得知识互补，达到共赢。
外贸英语函电写作是一个复杂的过程，涉及的外贸知识多、商务礼仪多、写作范围广、英语语法标准等方面，它要求对外贸函电写作的从业人员不仅要熟练地掌握英语知识和外贸专业知识，还应加强我们对实际函电写作的了解和动手能力。
在这次实训中我们所写作的外贸函电有：建立业务关系信函的翻译与写作、询盘及回复信函的翻译与写作、申诉、索赔和理赔信函的翻译与写作、订单、接受和拒绝信函的翻译与写作、催开信用证和修 改信用证信函的翻译与写作、装运及保险信函的翻译与写作、报盘、发盘与还盘信函的翻译与写作。通过写作这些函电我们不仅对外贸英语函电写作进行了练习而且我们对国际贸易实务的有关知识进行了巩固，为以后工作打下了良好基础。
本次实训的主要目的是: 通过实训，使学生系统掌握《外贸英语函电》的知识体系，学习商务函电写作的基本技巧和方法，能够灵活
运用商务函电的专业术语、常用词汇、相关句型和习惯表达方式进行外贸交易洽谈中主要环节信息的撰写和交流，从而培养学生的阅读、翻译和写作能力，使学生能用英语处理进出口业务往来函电，为其今后参与毕业实习、顺利求职就业，并熟练掌握本专业岗位工作奠定基础。
我们作为国际贸易实务专业的学生，对这方面知识的了解和学习就显得十分必要和重要了。因此，从大一我们国际贸易实务专业就开设国际贸易、大二就开设了外贸英语函电这门课程，为了使我们更好地，更加深刻地了解和掌握本学期这门课程加强理论知识和实践的相互联系，能够顺利地与外商进行磋商和贸易往来。专业老师为我们安排的这个为期四天的外贸英语函电写作实训。让我们真正地认识到了和接触到了实际写作方面的知识,让我们能更好地理论去联系实际.在这几天的写作实训当中,在老师的指导下,在同学们的帮助以及自己的努力下,我把老师交给我们的实训任务圆满地完成了.在实训的过程中,我对外贸英语函电写作的一些基本的知识有了更加深刻的了解,通过实训,我对进出口贸易交易过程中的具体流程有了一个清楚的认识,同 时也明白了平时努力学习理论知识的重要性以及实际操作的必要性.外贸英语函电写作在国际贸易中占据着重要的地位。随着国际贸易的发展，国际间贸易往来的频繁，国际贸易将会有较大的发展前景，而在国际贸易中发挥重大作用的英语函电也会直接关系到企业外贸业务的完成和经济效益的实现。一份正确的，完整的，规范的函电，需要相关工作人员认真负责、细心耐心地完成。作为一名国际贸易实务的学生，对于有关国际贸易具体操作的过程都应该有所了解，外贸英语函电的写作是一名从事外贸工作人员必不可少的职业技能之一，所以，我们要重视这项技能，认真学习这项技能，只有这样，才能在以后的职业生涯中发挥出它重要的功能。
外贸英语函电的实训心得写作范文篇二这次的实训感觉很仓促，主要是不在学校，只能挤时间来完成，做起来感觉蛮吃力的。
这次的实训内容主要是信函的撰写和单证合同的填制，包括买卖双方的询盘、报盘、还盘，到订单、合同，最后达成买卖，以及实际业务中可能碰到的一些问题如还价、催开信用证、修改信用证甚至索赔 拒绝理赔等。操作时，才意识到有些事情看上去很简单，只是要很好的完成它却不是件容易的事。这些都需要我们的扎实的专业知识,牢靠的掌握写作技巧.更需要我们的耐心与责任心。在实训的过程中，我对贸易的一些基本的知识有了更深刻的了解,通过实训,我对磋商交易、合同单证等基本的操作从开始的一无所知到现在能够应用到实训中。平时努力学习对理论知识是很有必要的,还有就是有时候深奥的理论在实际操作中却是很简单的,这会让我们增加对这门学科的兴趣, 通过实训,我觉得自己对外贸知识的了解还是少之又少的,希望自己以后有机会多学习一些相关方面的知识。其实,只要虚心用心地学习，很多实际操作就会很容易掌握。
作为一名学生,最终能够很好地掌握书本上的知识并且灵活运用,不仅仅只有自己的功劳,还应该感谢不厌其烦为我们解答每一个疑难问题的老师,感谢老师对我们每一位学生的热心帮助。我想我还会珍惜在学校的每一次的学习,而这样的实训学习更是值得我去珍惜!同时,我也希望学校在以后我们的学习中,那些操作性比较强的课程能结合教材多展开一些实训,那样将会更有助于我们对知识的理解和掌握。
外贸英语函电的实训心得写作范文篇三通过外贸英语函电的实训，让我了解并熟悉外贸进出口业务的关键步骤，重点掌握外贸业务信函的撰写要点，初步做到能再一般情况下写出内容确切、表达得体、符合规范、语句通顺、没有语法错误的信函，了解外贸业务过程中的相关术语，包括交易条件和环境。了解业务信函的趋向，并学习电传、传真、邮件的有关知识及写法。
一、商务信函的格式和组成部分除了简单书信格式和功能书信格式以外，商业书信通常由下列几个成分组成：
1.Letterhead 信头就是信纸最上方的关于一个公司的名字和地址。2.Dateline 日期写信的日期。3.Inside Address 信内地址信内地址是收信人的地址，包括对方公司的名字和地址。4.Salutation 称呼语可以是 Dear Sir(s)，Ladies andGentlemen，如果知道对方的姓名则要写对方的姓(Mr/Mrs xxx)。具体要因情况而 异。5.Body of the Letter 正文此处就是你写信的意图和想要达成的目的了。注意商务书信要尽量简洁、直接，以免含混不清、造成误会。6.Signature Block 签名栏先要写上一些Complimentary Close(信尾客套语)，如：Yoursfaithfully, Yours truly 等等。Hand-Written Signature and SignatureIdentification 手写体签名和签名签名部分包括手写体签名和印刷体签名，手写签名要在印刷的签名的上面。
二、函电书写基本原则
1、Courtesy 礼貌语言要有礼且谦虚，及时地回信也是礼貌的表现。例如： We have received with many thanks your letter of 20May, and we take the pleasure of sending you our latest catalog.We wish to draw your attention to a specialoffer which we have made in it.You will be particularly interestedin a special offer on page 5 of the latest catalog enclosed, which yourequested in your letter of 20 May.2、Consideration体谅写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。例如： “You earn 2 percent discount when you pay cash.Wewill send you the brochure next month.”就比 “We allow 2 percent discount for cash payment.Wewon't be able to send you the brochure this month.” 要好。
3、Completeness完整一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。
4、Clarity 清楚意思表达明确，要注 意：(1)避免用词错误：例如：As to the steamers sailing from Hong Kongto San Francisco,we have bimonthly direct services.此处bimonthly 有歧义：可以是 twice a month 或者 once two month.故读信者就迷惑了，可以改写为： 1.We have two direct sailings every month from Hong Kong to San Francisco.2.Wehave semimonthly direct sailing from Hong Kong to San Francisco.3.We have adirect sailing from Hong Kong to San Francisco.(2)注意词语所放的位置：例如：.We shall be able to supply 10cases of the item only.前者则有两种商品以上的含义。(3)注意句子的结构：例如： We sent you 5 samples yesterday of the goods which yourequested in your letter of May 20 by air.We sent you, by air, 5samples of the goods which you requested in your letter of May 20.5、Conciseness简洁(1)避免废话连篇： 例如：.We wish to acknowledge receipt of yourletter...可
改
为
：
We
appreciate
your letter....Enclosedherewith please find two copies of...可改为: We enclose two copies of...(2)避免不必要的重复：(3)短句、单词的运用：
Enclosed
herewith----->enclosed
at thistime----->now due to the fact that----->because a draft in the amount of$1000----->a draft for $10006、Concreteness具体
7、Correctness正确
三、建立业务联系在国际商务交往中，建立业务关系是交易开始 和扩展的基础。建立业务关系一般经由以下几个渠道：国内外商会和贸易促进会，大使馆、领事馆、商务参赞处，海外客户、公开发行的行业名录，市场调研，商务交易会或展览会，银行，贸易代表团体的互访，市场代表自我介绍。基本写作原则 1.告之对方自己如何熟悉其地址和业务范围，并表示原意与对方建立业务关系;2.向对方自我介绍(企业性质、业务状况、经营范围及信誉声望等);3.寄出或索取样品、价格单和其他可供参考的资料;4.以礼节性的语言结束，表明希望彼此合作，发展互惠贸易关系及期待对方答复。拟订有关建立业务关系信函时，礼貌、得体、简洁、朴实地将写信人的意图清楚、完整地告之对方是关键的。其语言风格为开门见山，简明扼要，切忌拖泥带水，避免使用冷僻的词汇或难懂的专门用语。
四、询盘告知对方从何种渠道得知Your name has been given us by the ChamberofCommerce/ the Embassy/ the bank in)(我们Commerce/
the…
Embassy/the…
bank in….我们从在……地方的商会/从……使馆/从……银行获悉你方名称。Your firm has been recommended to us byBayer AG, with whom we have done business for many years.多年来与我们有业务联系的拜尔股份公司将贵公司推荐给我们。Messrs…of … have given me your name as soleagents for…在……的……公司向我们介绍了作为……独家代理的贵公司的名称。(2)直截了当地说明想要 购买的We are considering the purchase of…我们打算购买……。We are interested in importing snookertables but we need to have further details of the costs before making a finaldecision.我们有兴趣进口台球桌，但在最后决定之前需要进一步了解有关价格的详细情况。We are regular buyers of men’s knitwear.我们是购买男用针织品的老客户。(3)请求对Will you please send us your illustrate/latest catalogue and price-list.请您寄给我们带插图的/最新的产品目录和价格表。We should like to receive a copy of yourlatest catalogue and full details of your export prices and terms of payment,together with samples.我们非常希望获得贵公司的最新产品目录和有关出口价格、付款条件以及样品的详细材料。Kindly let me have a description of yourelectric hedge trimmers.请贵方寄来电动修剪机的说明书。(4)强调对方所报方所报价格应合理和If your quotation is really competitive, …如果你方报价具有竞争力，……Provided prices are right.前提是价格便宜。If your products and terms comparefavorably with those of other suppliers, we shall send you an order.如果贵公司的产品及条件与其他供货商相比有优势，(如果贵公司的产品及条件与其他供货商相比有优势，我方就会下订单。
五、合同商务合同是在商务活动中签署的具有法律地位的法律文件，其在措辞上使用严谨准确的表达，以体现法律语言的严谨性;在 行文上采用平铺直叙的方法陈述事理，以明确合同双方的权利义务。英文合同的词汇具有准确、严谨、正式、庄重、保守及规范等特点，具体体现在正式的书卷词语、专业词语、古体词语、外来词、同义词并列、模糊限制词的运用以及具有特定含义的常用词的使用。合同语言的语法特点是从句叠出，定语从句、状语从句广泛使用，状语位置常常出现在主句内部或从句的内部以保证法律语言的严密和清晰。合同语言将各种从属关系分句交织合并成一个冗长而独立的复合句，不使用省略句，不使用感叹句，很少使用简单句。合同语言的篇章特点是结构规范、条理清晰，采用法律文书的通用句子模式。此外，我还在实训中详细地学习其它方面如付款，包装等的函电书信，学习到了好多东西。实训是工作前的准备工作，外贸行业是一个具有挑战性的职业，外贸交易的复杂性和多样性决定了工作对人才素质高低的要求比较严格。上完实训课之后，对于自身知识水平的局限性有了较充分的了解，在以后的学习及工作中，要不断的提高自身的知识水平和身体素质，逐步的向综合型人员发展，来适应21世纪对人才的需求。总而言之，虽然这次实训时间短暂，但对于我而言依然是受益匪浅，让我的课本知识再度升华，从感性认识上升为理性认识了。
第二篇：外贸英语函电实训五
外贸英语函电实训五
1.Warming up practice:
Ⅰ.Read the following material and make a speech of at least two minutes to express your opinion on the information and questions that follows:
Market for the Used Goods to Fill Local Demands
Establishing more markets for second-hand goods this year will promote commodity distribution and help serve consumer needs.In 1996, the State approved eight second-hand goods business in six cities.The purpose of these markets is not only to sell second-hand goods and make use of their value, but to help open market for new products, which is also important.The potential is great when you take into account the consumption differences between high and low-income earners in cities, and the consumption differences between big and small cities and townships.Many companies have gained much experience in purchasing and marketing used furniture, home electric appliances, equipment and office merchandise confiscated by judicial departments.Questions:
1)What’s your opinion about the second-hand market?
2)Does it help the economy?)How do you think about the goods sold or bought at the markets?
4)Do you think it necessary to establish a market of second-hand goods in China?
2.Systematic practice:
Ⅰ.Complete the following sentences by translating the part in Chinese into English:
1.Your L/C reached us yesterday, but _____经审阅后发现信用证金额少于合同金额，请立即修改信用证，增加信用证金额）so that we can effect the shipment in time.2.As there is no direct sailing from Guangzhou to your port next month, _____（请你方将信用证装运条款改为“允许转船”）.
3.Please instruct the opening bank to allow partial shipment in the L/C，____（以便我方立即发运现有货物）.
4.As there are no direct steamers available to your port, ____（我方只好将货物通过香港转运至纽约）.
5.We shall book shipping space on that vessel _____（一俟收到你方的信用证修改书）.II.Fill in the blanks with the proper words：
(A)
1)All the canned fruits and meat are to be packed ____ cartons.2)Our Trip Scissors are packed ______ boxes ____ 1 dozen each, 100 boxes ____ a
carton lined _____ waterproof paper.3)A thorough examination showed that the broken kegs were due _____ improper
packing, ______ which the suppliers should be definitely responsible.4)Please see to it that the packing is suitable _____ a long sea voyage.5)The tea _____ the captioned contract should be packed ____ international standard
tea boxes, 24 boxes _____ a ballet, 10 ballets _____ an FCL container.(B)
1.We avail ourselves ____ this opportunity to assure you ____ our prompt and
careful attention ____handling your further orders.2.The buyers are complaining ____ the wrong goods ____the sellers.3.As the damage occurred during transit , please direct your claim ____ the insurance
company.4.Our clients have claimed _____us _____ delayed delivery of the goods.5.We regret to say that we have to _____our claim to the Arbitration Committee.6.Please cable your confirmation on receipt of our remittance for US$5,000 in
settlement ____ the claim.Ⅲ.Translation：
A)Translate the following sentences into Chinese:
1.Should any damage be incurred, you may, within 60 days after the arrival of the consignment, file a claim with the insurance company.2.Not every breakage is a particular average.It is a particular average only when the breakage results from natural calamities, or maritime accidents.3.With many years’ marketing experience and good connections in the trade, we offer our service as your agent in Kuwait.4.We appreciate your suggestion that you sell our products on an exclusive basis, but we think it premature for us to enter into agency agreement at the present stage.5.We are sorry to learn that your goods were badly damaged during transit and the insurance company will compensate you for the losses accordingly to the coverage arranged.6.We could not deliver the total quantity by one shipment.Since this was unforeseen, we hereby request you to amend the L/C by deleting the special clause “partial shipment not allowed”.Your compliance will be greatly appreciated.B)Translate the following sentences into English:
1.由于我方客户急需此货物，请按规定的时间发运。
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由于3月5日前，此地无直达船驶往贵方港口，歉难按要求提前装运，请谅。
4.兹通知已由“黄河”号轮将200箱毛衣运往贵处。此货物将在新加坡转船，预订于下月初到达贵方港口。
5.由于你方未能按时交货，我方将向你方提出由此而遭受的全部损失的索赔。
6.按规定应于10月装运，但是如蒙贵方设法提前于9月交货以使我方赶上旺季，则不胜感激。
C)Fill in the contract form in English with the particulars given below:
2012年1月5日在北京签订的第CE102号合同主要条款：
卖方：中国化工进出口总公司
买方：Smith & Sons Co., Ltd.商品名称、规格及包装：锌钡白（Lithopone）
硫化锌含量最低28%(ZnS content28%min.)
内衬纸袋的玻璃纤维(glass-fibre)袋装
数量：50公吨（卖方可多装或少装5%，价格仍按单价计算）
单价：CIF新加坡每公吨人民币982元含佣3%
总值：人民币49，100元
唛头：SINGAPORE
NO.1-up
保险：由卖方按中国人民保险公司海洋货物运输保险条款按发票总值110%投保一切险和战争险。如买方欲增加其他险别或超过上述保额时。须于装船前征得卖方同意，所增加的保险费由买方负担。
装 卸 缸：2012年2月份自天津新港装船运至新加坡，允许分运和转船。
付款条件：买方应由卖方可接受的银行于装运月份前30天开立并送达卖方不可撤消即期信用证，至装运月份后第15天在中国议付有效。
SALES CONTRACT
Contract No.Date:
Signer At:
Sellers:
Buyers:
This Contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulater below:
Name of Commodity
Specifications & Packing
Quantity
UnitPrice
Total Value
Shipping Mark:
Insurance:
Port of Shipment:
Port of Destination:
Time of Shipment:
Terms of Payment:
3.Project training:
<索赔函电>
Messers.Westcott & Co.公司发现K-123号订单项下的听装Condensed Milk有许多凹痕和戳破现象发生，给公司的销售带了了极大的不便。分析原因是由于有缺陷的包装造成的，强烈要求提高产品包装质量。以该公司名义写一封索赔函电。<理赔函电>
我出口公司在收到上述索赔信件后，回信表示接受，并对此带来的不便表示歉意。在公司调查人员调查此事之后，发现包装听装牛奶的纸板箱不够坚固，导致了箱内听装牛奶的凹痕及戳破现象。在今后的交货中，改善纸板箱的质量。以此为基础，写一封理赔函电。
写作指导：
<索赔信件要求>
1、提出索赔。
2、提及订单号，发货日期，被索赔的货物名称。
3、讲明对货物不满的原因并要求给予解释。
4、讲明此事对自己带来的不便。
5、建议此事该如何处理，比如：替换受损物品；要求赔偿等。
<理赔信件要求>
1、确定该索赔是否合理。如合理，表示歉意并承诺解决好此事。
2、如不能立刻予以解决，讲清此事正在调查，将尽快拿出解决方案。
3、所有的抱怨及索赔都会详细调查并郑重处理。
第三篇：外贸英语函电实训报告
外贸英语函电实训报告
实训时间：2010.06.22
实训地点：教学楼2202
实训指导老师：李**
实训内容：1通过对函电业务的实训，初步掌握函电的写作技巧，掌握函电的常用术语和写作模板。2熟悉外贸英语函电的语言特点：7个Ccourtesy(礼貌)consideration(体贴)completeness(内容完整)clarity(表达清晰)conciseness(内容简洁)
concreteness(具体)correctness(正确,准确)
实训目的：通过大量的案例、实例，系统的了解外贸业务活动中各种商务英语的格式与结构、写作特点、专业术语、常用专业词汇、相关句型和常见表达方式等，通过实例，能举一反三，学以致用，从而提高外贸英语水平，熟练掌握外贸业务中常用的英语基本术语、表达技巧与技能。
实训心得：为期一周的外贸英语实训，每天的课程够安排的非常充实，无论是老师还是学生都是按部就班，老师的细心，耐心，专心指导，同学们表现出来的对知识的渴望和积极汲取，师生配合得相当默契，课堂气氛也相当融洽。
通过大量的案例、实例，系统的了解外贸业务活动中各种商务英语的格式与结构、写作特点、专业术语、常用专业词汇、相关句型和常见表达方式等，通过实例，能举一反三，学以致用，从而提高外贸英语水平，熟练掌握外贸业务中常用的英语基本术语、表达技巧与技能。，深入体会何为七个“C'S”[Completness完整Conciseness简练
Consideration得体Concreteness具体Clarty清楚Courtesy谦恭Correctness正确]等等写作的基础理论知识，更重要的是通过学习信例，熟悉大量外贸业务中各个环节中常用语，包括词汇、短语、句型以及习惯表达方式等等，再通过一定量的练习，对常用语进行操练运用，从而达到掌握并熟练使用的目的。
学习信例。俗语说，“熟读唐诗三百首，不会吟诗也会偷”。这说明了一个从量变到质变的过程。学习《外贸函电》的道理也一样。《外贸函电》是一门讲述专门用途语言课程，它有别于一般性的语言。尽管当今外贸函电的语言趋于简单化，口语化，但毕竟专业性很强，有一定的格式。从许许多多具有代表性的信例中，我们可以总结出：外贸业务书信的开头句子
通常是：
（1）介绍性的，告诉对方什么诱惑你写封信，你写这封信的目的是什么。例如：
We have been looking for a reliable manufacturer to supply us with cotton ladies's dress on a regular basis.recently from the advertisement in “China Daily” we have learned that you are a firm who is engaged in import and export business and believe that you can meet our requirements.（2）或者是谈及对方某日期的来信来电等。例如：
In response to your letter of February 24 enquiring forour cotton ladies' dress, we have the pleasure of enclosing our Quotation Sheet No.TEX1346 foryour consideration.结尾句子或段落往往是用来表达写信人的期望，因而结尾句子要具体，说明你的请求等。例如：we are looking forward to your favoufable reply.Your prompt attention to our order will be much appreciated.此外，就同一业务环节选择具有代表性的信函进行系统性的学习，正确理解其内容，体会它们的语言风格和写作技巧，对同一意思而不同意思而不同表达方式所收到的效果进行比较，我们学习外贸函电就能从量变到质变了。
练习掌握。《外贸函电》是一门模仿性、实践性、操作性都很强的课程，不通过练习实践，很难加深认识，巩固所学知识。只有进行大量的有针对性的反复操练，尤其是外贸业务各个环节设计特定情景进行反复操作，进行大量填空、填词、选择题、句子翻译和中译英信件的翻译等各种类型的练习，我们才能熟练掌握运用外贸业务这些常用的句型、词汇和短语以达到能够正确翻译并能拟写同类信函的目的。
总之，这一次的实训，让我了解到的不仅是一些理论知识的重要性，同时，作为一名外贸函电的从业人员更应该具有胆大细心，诚信智慧等品质，往往一个小错误，小细节将影响一笔很大的业务收入，甚至是企业和自己的发展前途。
第四篇：外贸英语函电实训三
外贸英语函电实训三
1.Warming up practice:
Ⅰ.Choose the appropriate word or words.1)We are(arranging, arranging for)the punctual(shipment, shipping, ship)of the(ordered, order)goods.2)Our offer is(remain good, available, obtainable)subject to your reply(for, in, within)one week.3)Any delay(of , in, about)shipment will cause us inconvenience.4)Enclosed is our order(for, on)300 sets of Transistor Radio.5)Your(term, terms)are satisfactory and we are pleased to(enclose, place)an order(with , to)you.6)If you cannot(send, give)the goods as per(requirements, specifications), please send us alternates.7)Please take the matter(to, into)consideration at once and see to it that the goods are delivered(without, within)further delay.8)Please send them(on, in, by)s.s.“Mars” which will(ship, sail, start)from Seattle on or about May 18.9)We hope you will(agree, accept, receive, admit)our terms and make(preparation, arrangements)for an early delivery.10)We(admit, acknowledge)with thanks your order of June 1.Ⅱ.Read more
How to Convert an Inquiries into Firm Orders
A buyer who is already familiar with the price and other terms may submit a formal order for a specified quantity of goods at a stated price.If the seller agrees with the specifications in the order and thinks he can comply with all the provisions, he may send a written and signed order acknowledgement.So, a sakes contract may come into existence as the result of an order by a buyer or an offer by a seller.1.Speed A quick response will show the customer that you are keen and efficient.But the customer has probably sent similar enquiry to other companies as well and they may be nearer to the customer than you.So speed is essential if your want to get the order.If there is any delay in sending your reply, you may lose the business opportunity.2.Clarity All your correspondence and other written materials must be sent with completeness, precision and clarity, and are made out in the manner1
requested by the customer.Query the details of the customer’s needs that are not clearly stated in his order.If you will not be able to comply, tell him immediately.3.Keeping in touch If no reply to a quotation is received, the exporter should contact the customer after a treasonable lapse of time to find out whether he is willing to have any further links and cooperation or whether he is placing an order.Follow-up letters should be sent to the customer from time to time.Discussion:
As a foreign trade, how to establish trust with customers?
2.Systematic practice:
Ⅰ.Complete the following sentences by translating the part in Chinese into English:
1.We hope ____(该首次订购)will lead to further business with you. 2.If the time of shipment meets with our satisfaction, ____.(我们将大量订货)
3.We will open the L/C _____.(收到你方合同后)
4.You may be assured that we shall try our best to____.(执行此批定货，使您满意)
5.We ____(寄上以下试购单)on the basis of your estimate of March 10.6.We regret that ____(我们很难获得更多的货源).
7.Please supply the goods _____(严格按下列细节).
8.The covering L/C was opened _____(通过中国人民银行于7月10日开出).9.If you can reduce your price by, say, 2%, we will be glad to ____(续订500吨).10.As _____(急需货物), we shall do our best to advance shipment.
11.____（随函附上）is our Purchase Confirmation NO.402_____（一式两份）.12.Please countersign and return one copy ____(供我们存档)without delay.13.We will open an L/C _____（以你方为抬头）in time. 14._____（由于）our mutual efforts, we were able to____（弥合价格差距）and ____（使贸易顺利达成）.
15.The relative L/C will reach you _____（在适当时候）.
II.Fill in the blanks with the proper forms of the given expressions:
(A)
together with,enclose,satisfy,place regular orders,to the amount of
1._____ please find our order No.245 for various items of hand tools.2.If the quality of your machine is satisfactory and your prices are right, we expect to ____for fairly large numbers.
3.We have opened an L/C in your favor _____ Stg￡25,000.
4.We have received your letter of Feb.25_____a draft contract showing the terms and conditions of your sale.
5.We feel sure that the packages _____you.
(B)
receipt，shipment，in due course，without delay，in urgent need of
1.Please sign and return one copy for our file _____.
2.We acknowledge ____of your letter of February 18.
3.Upon receipt of your L/C, we will effect _____ of your order without delay.
4.The relative L/C will reach you _____.
5.We are _____ of the goods.
Ⅲ.Translation：
A)Translate the following sentences into Chinese:
1.We find both the price and quality of your products satisfactory to our clients and are pleased to give you an order for the following items.
2.As the goods you ordered are now in stock, we will ship them without fail as early as possible.3.We have pleasure in informing you that we have booked your order No.234.We are sending you our Sales Confirmation No.789 in duplicate, one copy of which please sign and return for our file.4.Enclosed is our order No.100 with full instructions concerning shipping and packing.5.As wages and prices of materials have risen considerably, we regret we are not in a position to book the order at the prices we quoted half a year ago.B)Translate the following sentences into English:
1.商品质量必须与寄给我方的样品相符。
2.请按第114号定单细节供应五千吨煤。 3.已收到贵方产品目录和价格表。现按所示价格订购下列货物。
4.由于我方工厂第四季度的货基因工接满，我们歉难接受新的订单。
5.我方正在迅速处理贵方订单，并将随时告知贵方进展情况。
IV.Translate the following letter into English:
敬启者：
兹收到你方第4845号销售合同一式两份，按照你方要求，我们已经会签，随函退回一份供你方存档。
有关信用证已通过中国银行纽约分行开出。收到后请即安排装运，并传真告知船名和开航日期。
谨上
3.Project training:
按照以下内容写分别以买方和卖方的角度写两封函电,来函为买方函电，内容为下订单（在广交会上有过接触，对贵方产品印象较好）；去函为卖方函电内容为订单内容无法接受（理由为价格偏高，交期太紧，付款方式无法接受等）
The buyer: Young-In Trading Co.,Ltd/115-30 Namsan-Dong, Kumjeongku, Pusan, Korea
The seller: Zhangjiagang Guitai Group Yida Imp& Exp Co., Zhangjiagang, Jiangsu 215600 P.R.C.Commodity: 13000 sets of pocket electric calculator(PEC1158)
Package: 10 sets are packed in one box and 10 boxes are packed in one cardboard carton
Price: USD5.25/SET CIFC3% PUSAN
Shipment: June/July
Payment: 30% by T/T in advance and 7 0% by D/P.
第五篇：外贸英语函电实训二
外贸英语函电实训二
1.Warming up practice:
1.Pair work
Translate the following sentences related to business letter writing into Chinese orally, and check with your desk mate.1)——我们想知道订货超过1，000打，能打多少折扣？
——如您所知，我们的产品质量上乘，而报价与国际市场同类产品一致，因此我们对这种商品最多能打九折。
2)——你们的报价偏高，我们难以接受。而且，以此价格我们很难可以将产品卖出去。
——每公吨154美元已经是我们能给出的最低价。我们的市场调查报告显示，目前原料价格涨幅很大。
3)——可否告知我方，超过100公吨后的订单的折扣是多少？
——一般在这种情况下，我们给的折扣可以达到15%。
4)We have cut our price to the limit.We regret, therefore, being unable to comply with your request for further reduction.5)We are not in a position to entertain business at your price, since it is far below the discount you ask for.6)Should you be prepared to reduce your limit by, say, 10%, we might come to terms.2.Group discussion
1.List some channels of appealing to orders.Elaborate their economical efficiency and effectiveness respectively.2.How to make your letter of inquiry be attractive to suppliers?
3.Read more
International Trade
International trade leads to more efficient and increased world production, thus allowing countries(and individuals)to consume a larger and more diverse bundle of goods.A nation possessing limited natural resources is able to produce and consume more than it otherwise could.The establishment of international trade expands the number of potential markets in which a country can sell its goods.The increased international demand for goods translates into greater production and more extensive1
use of raw materials and labor, which in turn leads to growth in domestic employment.Competition from international trade can also force domestic firms to become more efficient through modernization and innovation.Within each economy, the importance of foreign trade varies.Some nations export only to expand their domestic market or to aid economically depressed sectors within the home economy.Other nations depend on trade for a large part of their national income and to supply goods for domestic consumption.In recent years foreign trade has also been viewed as a means to promote growth within a nation’s economy;developing countries and international organizations have increasingly emphasized such trade.How to achieve a promising future in foreign trade business?
2.Systematic practice:
1.Complete the following sentences by translating the part in Chinese into English:
1.We are one of the largest department stores here and believe_______（市场前景广阔）in our area for moderately priced goods of the kind mentioned.
2.We are interested in the mechanical toys demonstrated at the recent Guangzhou Commodities Fair and should be glad to have_______（你方的详细出口条件）.
3._________(本公司请贵方告知这项产品的价格)shipping date and other terms of business for this article.
4.We would be pleased to receive__________(一份贵公司产品的目录和价目表).
5.We shall appreciate_______(贵方报CIF伦敦价）.
2.Fill in each blank with the proper forms of the given expressions:
A
quote, attract, quantity, oblige, confident, interest, appreciate, size, give, source
We are ____ in buying large quantities of Iron Nails of all _____ and should be _____ if you would give us a _____ per metric ton CIF Bangkok, Thailand.It would also be _____ if you could let us have your samples.
We used to purchase this article from other_____, but we now prefer to buy from your company, because we are ______to understand you are able to supply large _____ at most ______ prices.Besides, we have _____ in the quality of Chinese products.B
afford, rock bottom price, in view of, prepare the sales contract, stick to,superior to, with a view to, in one’s opinion, bridge the gap, meet each other halfway
1.________, we should focus our export to the European market.2.We have shown maximum flexibility（最大的灵活性）in order to ______ price difference between the two sides.3.I don not know how I can put this business through.Let’s _____________, I think mutual efforts would bring this transaction to a successful conclusion.4.Now that we have agreed on everything, can you _____________ for us to sign?
5.Although this is a rather small order, we still _____ our principle of treating every customer with respect.6.Our microwave ovens are _________ any other similar products thanks to our advanced technology.7.This price is beyond what we can ________.8.Even if you have offered us a ____________, we still have to decline your offer, because the demand is too weak.9.____________ the heavy demand for sugar, we advise you to order at once.10.We would like to grant you a 3% discount _____ helping you in your sales promotion for table cutlery（餐具）.3.Translation：
A)Translate the following sentences into English:
1.目前我们对乔其纱感兴趣，请给我们最新的成本保险加运费含佣金百分之三的拉各斯报价，以及你方的支付条件。
2.为使我方对你们的产品和工艺情况有所了解，如能寄给我们有关乔其纱的目录册、样本和一切必要资料，将不胜感激。
3．倘若你方价格具有竞争性且交货期可接受的话，我们有意向你方大批量订购。
4．从你方3月20日来信中欣悉贵公司—作为中国绸缎出口商，有意与我公司建立直接的贸易关系，这恰好与我们的愿望相一致。
5.此报盘为实盘，以你方在本月底前复到有效。
B)Translate the following sentences into Chinese：
1.If you think this offer is acceptable to you, please cable us immediately for our confirmation.2.On regular purchases in quantities of not less than 1000 gross of individual items, we would allow you a discount of 2%.3.Because of their softness and durability, our cotton bed-sheets and pillowcases are rapidly become popular, and after studying our prices you will not be surprised to learn that we are finding it difficult to meet the demand.4.Berlin Trade Co.has recommended you to us and we wish to know the details of your export terms.
5.As the price we quoted is quite reasonable, and we trust it will be acceptable to you.4.Translate the following letter into English:
White先生：
兹高兴地确认按照下列条款买进你方29英寸东芝彩色电视机2000台：
2000台29英寸东芝彩色电视机,大连成本、保险家运费价每台…美元，木箱装，每箱装4台。收到信用证一周内，从横滨运至大连。
请特别注意货物的包装，以免货物在运输途中受损。
我们现在正在洽办开信用证，在接到你方确认书后，即可开出以你方为受益人的信用证。
敬启者：
我方客户已仔细检测了你方六月六日送来的洗碗机（dishwashers）试用机。很高兴通知你方，客户对此很满意，但他们认为你方报价有点高。
我方认为，如果你方可以减价5%左右，并且在本月底交货，我们可以劝说我方用户订购200到250台。
当然产品与样机必须一致，否则我们有权拒收。付款方式按照以往的惯例。期待你方早日回复。
谨启
4.Project training:
1.Write a letter of quotation according to the following particulars.你参加了2012年1月7-11日的香港服装展销会, 展销会上与纽约服装贸易有限公司的JILL进行了简短会晤。她对该公司的产品表示了极大兴趣。特别是对真丝连衣裙感兴趣,并在展销会上询价。回国后JILL写了一封EMAIL表示对货号为2012-1的真丝连衣裙很感兴趣。要求我方报纽约的最低到岸价，付款方式和交货期。并索取商品目录和相关的样品。
请你对JILL 这封EMAIL写回函，要点如下：
1．首先表达你很高兴在2012年1月8日在香港服装展销会上认识JILL
2．简单介绍你公司的情况。同时告知按要求已将相关的样品及商品目录邮寄给对方。
3．2012-1的真丝连衣裙报价如下：
价格：USD78.00/PC CIF NEW YORK
付款方式: 保兑的、不可撤消的、即期信用证
交货期: 收到信用证后两个月交货
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