篇一：外贸函电
浙江理工大学2014—2015学年第一学期
《 外贸函电* 》期末试卷
本人郑重承诺： 绝无抄袭！
承诺人签名： 夏艳婷 学号： 20123366710062 班级：12英语3班
Ⅰ. Answer the following question. (3’×8=24’)
1. Through what channels can the names and addresses of the firms to be dealt with be obtained? Export commodities fair or exhibitions
The Commercial Counselor’s Office
The commercial institutions at home or abroad
Trade directory or list
Trade delegations and groups
Market research
Banks
Advertisements
2．What is the function of status enquiry?
The function of status enquiry is to get information concerning the financial position, credit, reputation, and business method of other firms.
3. Can you tell the main difference between a proforma invoice and an ordinary invoice?
In business, a proforma invoice is an invoice sent for form’s sake. Unlike an ordinary invoice, it does not bind either the seller or the buyer.
4. Give a brief description of a firm offer.
A firm offer is a promise to sell goods at a stated price and other terms and conditions, usually within a stated period of time.
5. When will a seller use a “follow-up” letter?
When a seller receives no response from his customer concerning the offer he previously made, or no order has been received from an old customer, the seller will send a“follow-up” letter to inquire into the reason.
6. Why should a “first” order be acknowledged by letter?
Because the “first” order is orders from new customers, in order to build business relations for future dealings and for the sake of courtesy, a “first” order should be acknowledged by letter.
7. What is the advantage of payment by L/C?
It is reliable and safe for both sellers and buyers.
8. In a letter to urge the buyer to expedite the L/C, is it suitable for the seller to blame the buyer for non-performance of contract? Why?
No. It is not suitable.
Because the seller’s aim is to persuade the buyer to co-operate more closely and in fact fulfill his obligation, if blame the buyer for non-performance of contract, it will be too strongly and will give offense to the buyer and bring about unhappy consequences.
Ⅱ．Messrs. Simpson & Kemp Ltd., 45 Madison Street, Perth, Australia, asked you to supply them with goods to the value of USD 45,000. They suggest that you draw on them at 60d/s for the amount of your invoice on D/A basis. Write a tactful letter explaining that you can only do this against an irrevocable letter of credit confirmed by your bank. (26’)
1st Jan. , 2015
Messrs. Simpson & Kemp Ltd.
45 Madison Street
Perth
Australia
Dear Sirs
We are very pleased to received your order, and wish to say that we can supply you with goods to the value of USD 45,000.
In view of the large amount of this transaction, we are sorry to say that we can’t accommodate you with D/A payment terms . Hope you understand that we can only do this against an irrevocable letter of credit confirmed by our bank.
We look forward to your favorable reply.
Yours sincerely
China National Import & Export Corp.Manager
篇二：外贸函电
浙江理工大学2014—2015学年第一学期
《 外贸函电* 》期末试卷
本人郑重承诺： 绝无抄袭！
承诺人签名：学号：班级：
Ⅰ. Answer the following question. (3’×8=24’)
1. Through what channels can the names and addresses of the firms to be dealt with be obtained?
Usually, such information is obtained through the following channels:
Export commodities fair or exhibitions
The Chamber of Commerce
The Commercial Counsellor’s Office
The Commercial Institution at home or abroad
Trade Directory or List
Trade delegations and groups
Market Research
Banks
Advertisements
2．What is the function of status enquiry?
Status enquiry are those written communications in which traders requests information concerning the financial position, credit, reputation, and business methods of other firms.
In business, status enquiry is of the utmost importance to obtain all the information possible respecting the firm one is about to enter into relations with.
3. Can you tell the main difference between a pro forma invoice and an ordinary invoice? Firstly, in business, a proforma invoice is an invoice sent for form’s sake. Unlike an ordinary invoice, it does not bind either the seller or the buyer.
Secondly, a proforma invoice is not necessarily involved in every transaction. However, 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.
4. Give a brief description of a firm offer.
A firm offer is a promise to sell goods at a stated price, usually within a stated period of time. It must be clear, definite, complete and final.
In making a firm offer, mention should be made of the time of shipment and the mode of payment desired; in addition, an exact description of the goods should be given and, if possible, pattern or sample sent.
It is to be noted that unlike a quotation, a firm offer, although not a contractual obligation, cannot be withdrawn by the seller within its validity.
5. When will a seller use a “follow-up” letter?
A follow-up letter will refer to the customer’s inquiry and to the offer the firm has previously made; it will express regret or surprise that no order has been received and discreetly inquire into the reasons.
6. Why should a “first” order be acknowledged by letter?
Because the first order is from a new customer, for the sake of courtesy and in order to let customers realize seller’s respect of them, so that it’s easier to consolidate business relations for future dealings, it is advisable to acknowledged the “first” order by letter.
7. What is the advantage of payment by L/C?
Letter of credit is a reliable and safe method of paying, facilitating trade with unknown buyers and giving protection to both sellers and buyers.
For seller, L/C gives greater assurance of payment, the issuing bank irrevocably commits itself to honor the buyer’s draft and/or documents provided that the stipulated documents are presented and all the stipulation of the credit are complied with.
For buyer, first, the advantage is that he didn't pay until goods shipping out, obtaining the safeguard of receiving the goods on time, quality, and quantity. Then, buyer can also require banks to give credit according to the L/C. So that buyer can reduce the cost of business, and buyer with very few money can do bigger business.
8. In a letter to urge the buyer to expedite the L/C, is it suitable for the seller to blame the buyer for non-performance of contract? Why?
No, except in special circumstances, to start off too strongly by blaming the buyer for non-performance of contract.
Because message urging establishment of letter of credit must be written with tact. Their aim is to persuade the buyer to co-operate more closely and in fact to fulfill his obligations; otherwise, they will give offence to the buyer and bring about unhappy consequences.
The first message sent should therefore be a polite note saying that the goods ordered are ready
but the relevant letter of credit has not come to hand. If the first message brings no reply, a second one will be sent. This one, though still restrained, will express disappointment and surprise.
Ⅱ．Messrs. Simpson & Kemp Ltd., 45 Madison Street, Perth, Australia, asked you to supply them with goods to the value of USD 45,000. They suggest that you draw on them at 60d/s for the amount of your invoice on D/A basis. Write a tactful letter explaining that you can only do this against an irrevocable letter of credit confirmed by your bank. (26’)
CHINA NATIONAL IMPORT & EXPORT CORPORATION
SHANGHAI, CHINA
Telegraphic Address:
CNIEC Shanghai
3th January, 2015 Messrs. Simpson & Kemp Ltd.
45 Madison Street
Perth
Australia
Dear Sirs
We are so pleased to receive your order.
Much to our regret, we find it impossible to comply with your request of payment. If we draw on you at 60d/s for the amount of our invoice on D/A basis, we will bear more risks and it would leave us little or no margin of profit on our sales.
However, in order to keep our commercial relationship, we can do this against an irrevocable letter of credit confirmed by our bank. Because payment by irrevocable letter of credit is convenient for us, thus, less mistakes will be in delivery, and our trade can achieve more smoothly. That is reliable and safe for both of us. We really hope that we can reach a consensus on payment.
This offer is subjective to your reply reaching us before the 10th this mouth.
We are now waiting for your response, and any request for further assistance or information will receive our immediate attention.
Yours sincerely
China National Import & Export Corp.
Manager
篇三：外贸函电
商务函电 -- 基础函电 -- 出口善后
背景：
我方：Shanghai Yangtian Trading Company
外方：Mid-West Import & Export, Inc.
产品名称：BOABOA BRAND MINICAR
合同号：YT-20040510
信用证号：YT-LC-20040526
交易金额：US569.00
介绍的新产品名称：BOABOA BRAND TOY BEAR
内容：接到议付行通知，开征行已如数付款。此笔交易顺利完成。请致函外方表示感谢，同时介绍我方公司的新产品。
Dear Sir or Madam:
We are glad to know that the issuing bank has honored our draft of US$43569.00 against L/C No. YT-LC-20040526 under Contract No. YT-20040510. You can be sure that the goods shipped will meet your needs just well.
As you are a leading company with many years’experience in toy trade business, we are expecting more communications on business with you. And we believe this successful transaction will help to improve our relationship in the future.
May be, you are not aware of our new products, so we enclosed a catalogue of BOABOA BRAND TOY BEAR, our new products for your consideration. If your order exceed US$50000，we will give you a discount of 3 per cent.
Please let us know if any item interests you . We appreciate any comments on our products and we are looking forward to your specific inquiries.
Your sincerely,
我方：Shanghai Yangtian Trading Company
外方：Mid-West Import & Export, Inc.
产品名称：BOABOA BRAND MINICAR
合同号：YT-20040510
信用证号：YT-LC-20040526
交易金额：US\$43569.00
内容：接到议付行通知，该套单据被美洲银行拒付，理由是装箱单上未按信用证规定的注明信用证号码、开证行和开证日；而且发票上的合同号与信用证规定的也不同。我方核查后发现，使单证员将合同号YT-20040510打成了YI-20040201。请向外方公司致函解释，并随寄更正后的装箱单和发票，希望其尽快付款。
Dear Sir or Madam:
We are very concerned when yesterday we received the notification from the Bank of America complaining about the discrepancies under L/C No. YT-LC-20040526.
After investigation of the matter, we found they are made as a result of our clerk’s carelessness. We feel really sorry for all the trouble we have bought you and assure you that such a matter will never occur again. Enclosed please find our amended packing list and commercial invoice in 4 copies, respectively.
However, we can guarantee that the quantity of the goods is exactly in line with the stipulations of the relative contract.
Since our goods have been shipped on time, would you be kind to make the payment through your bank?
We would be greatly appreciated that you could help us in consideration of the long-term trade relations between us and thank you for your friendly cooperation.
We are looking forward to your favorable reply.
Yours sincerely,
商务函电 -- 基础函电 -- 进口询盘
上海华信参加了巴黎展销后，对Rice公司的女士凉鞋深感兴趣。
请代写一封讯盘函,希望对方能寄送一系列鞋子的型号及价目表，并且希望知道具体的价格术语，交货期等交易情况。
Dear Sirs,
I visited your stand at the Paris Trade Exhibition last month, and I am very interested in your display of ladies sandals.
I would be grateful if you could send me your catalog for the complete range of this kind of shoes, and also your price list.
I also request a quotation for 500 dozen ‘Sentinel’ shoes, CIF SHANGHAI. Please also let me know your terms of payment and the time required for delivery after you receive the order. If terms and delivery time are satisfactory, we will place you regular order.
Yours Sincerely,
Manager
Huaxin Trading Company
一天，你在The Metal Worker杂志上看到一条铝制家具的供货信息，你觉得这个产品将会在中国市场是热销。作为进口部经理，请写一封讯盘函询问具体价格以及交易条件等情况。由于你公司对该商品的订货量可能很大，所以希望对方能够提供优惠的价格和较早的装运。
Dear Sirs,
We have seen your advertisement in The Metal Worker, and would be grateful if you sould kindly send us details of your aluminum fittings.
Please quote us the products you mentioned in your ad, giving your prices CIF SHANGHAI. will you please also indicate delivery time, your terms of payment, and discount details of regular purchases and large orders?
Our annual requirements for metal fitting are considerable, and we may be able to place substantial orders with you if your prices are competitive and your delivery is prompt.
We look forward to receivingyour quotation.
Yours sincerely,
Importing Department
Manager
商务函电 -- 基础函电 -- 进口还盘
你方公司在收到一埃及公司关于电脑桌的保盘后，觉得价格明显高于其他同地区的供应商。故回函还价，指出约有5万美金的订单，希望能够给予10％的折扣。
Dear Sirs,
Many thanks for your offer. Although we appreciated the good quality of your products, we found that you rprices appear to be on the high side. However, we must point out that other suppliers in your country offered us more attractive quotations in which prices are from 8% to 12% below yours.
As orders in our market can't stand those prices you asked for and the order we have in hand would be worth around USD50000. We suggest you give us a discount of 10%. If you do so, we will immediately place you a large order and have confidence to establish a foothold in the line.
We are looking forward to your favorable reply.
Yours Sincerely
在顺利地完成了第一笔交易以后,上海宏达进出口公司正积极地与外方进行下一个订单地磋商.由于中国市场对于DIY类商品的需求量上升很快,所以该公司希望对方公司可以改变原来L/C付款方式为D/A60天.如果对方需要相关信用文件,该公司乐意提供.
请根据以上要求,拟写一封还盘函.
Dear Sirs,
Thanks to your hard working for our initial order No.211, and are pleased to inform you that we are quite satisfied with the quality of your goods.
When we first contact you this April, you promised that you would reconsider terms of payment once we have established business relations. We think that the time has come for us to be allowed the payment we asked for.
As the consumer activity in the DIY category will become bigger and the demand for the products can be expected to be heavy in the coming yeawr, we will probably be able to place regular orders with you; however, we also found that the payment terms on L/C basis have constrained our marketing capacity. Therefore we would like to ask you to give us the payment by D/A 60 days, if you need bank references, we will be glad to supply them.
Your best regards
商务函电 -- 基础函电 -- 进口接受
在经过几轮磋商之后,华信公司决定向法国的Rice公司订货.
作为进口部经理,请拟写一封接受函,因为季节原因,你应该在函中提出希望对方能尽快装运货物并对产品做100%的检验,另外希望对方在发货过程中保持与拟公司的信息联络,以便于你公司及时投保.最后指出,如果交易一切顺利,你公司将会在不久后下定期订单给对方公司.
Dear Sirs,
Your quotation dated Jan.18 2004 has been accepted and we are glad to place you our order No. 92078 as enclosed.
As this is our first time we do business each other, we ask you to make 100% inspection and ship the goods on time for the relation of season. When the goods are ready for shipment, please send us shipping advice by fax or e-mail to facilitate us to make insurance arrangement.
Please pay your best attention to the quality of goods, the delivery time
as well as the terms
Plase immediately confirm the above-mentioned matter.
Thank you.
Yours sincerely
你方公司在3月5日收到外方公司的发盘函,在查看所有价目表和产品信息后,你方公司对型号
TB-235,239,318和332等深感兴趣.为了避免浪费太多通讯时间,你方决定先下一张试销订单. 请拟函告予对方,并强调,需要准时交货.另外,关于付款问题,在收到合同后,你公司会马上寄送即期支票.
Dear Sirs,
Thank you for your letter of March 5,2004 and the enclosed catalog/price list.
We are one of the leading importers in the line of stuff-toys and have had over 20 years' experience in this field. It si our sincere hope that we will have a good business realtionship to your mutual profit in the near future.
After going through your catalog and price list, we are very interested in some of your articles such as model Nos. TB-235,239,328,319 etc. To avoid wasting much time in communication, we enclose a trial order No. 5001 for testing your quanlity and evaluating the market reaction. Meantime, we would stress that the punctual shipment is very important. If there are any further questions, please feel free to e-mail us very soon.
Furthermore, with reference to the payment, we will send you a sight check instead of the L/C as soon as we receive your S/C.
Your kind attention and early favorable reply would be greatly appreciated.
Yours sincerely