Exercises: 1. 我们对市场非常了解。
2. 我们同意授予贵公司当我方代理。
3. 请提供公司简介注明公司组织和财务状况。
4. 出货前我们会代表贵公司去验货。
5. 我们有信心可将贵方产品在此地推销得很好。
6. 我们认为你们的价钱太贵。
7. 请重报一个 20 尺柜的较好价钱。
8. 我们的目标价是每个 10 美金，请告知贵方是否能接受。
9. 你们的价钱比同行贵 8% 。
10. 我们在市场上有很强的地位。
11. 为了表示诚意，我们愿意给你们 3% 的折扣。
12. 谢谢您 10 月 28 日的询价，我们高兴的报价如下：
13. 如所要求的，
我们用邮包寄上一个免费样品以供确认质量。
14. 付款条件是受 益人为我方的不可撤销即期信用证。
15. 包装是标准外销包装。
16. 以上报价是净报价，不含我方的佣金。
17. 我们的客人离开了。
18. 请尽快回复。
19. 请尽快告知你们的意见。
20. 你们的抱怨使得我们很惊讶。
21. 你们的价格似乎很合理。
22. 展示架上有很多样品。
23. 事情是很紧急的。
24. 这是一个紧急的询问，请用传真回复。
25. 我们从广告上得知贵公司的大名。
26. 请提供目录及报价单以供评估。
27. 请告知试销订单的最低订货量。
28. 我们盼望尽快和贵公司建立商业关系
29. Regarding sole agent agreement, it is our policy to sign a sole agent agreement only until the company can sell our products successfully over a period of time.
30. We are an experienced company and we know well the market situation. Besides, we have very good connections with many buyers and also have very good sales channels. So, we have the confidence to promote your product very well in this area.
31. We regret to inform you that we could not make a quotation or take any order at this moment because our production capacity has been fully occupied until the end of July. 32. Since
this is our first deal, it is our principle to accept the payment only by L/C. 33. Rise & raise 34. The faith that you want to cooperate with us touch us to the heart.
35. We can’t accept your order that allow you 10% discount. 36. I’m regret to tell you that… 37. We’re so regret to receive this bad news 38. It’s regret that we cannot deal this business. 39. We cannot make an exception for you, because we believe we can find another supplier having the same quality but lower price. 40. Your company has plays the order with our company. 41. Require for / about / of 42. ……who can provide us goods at the same quality. 43. We think your price is still too high, we require 10% discount, is according to the
market price. 44. For there is another supplier who can provide the condition we request and their price turn out to be more favorable as well as their quality.
1. 根据大意写一封 还价函 ：
• 谢谢贵司寄来的成衣报价单和目录， 但我们发现你们的价格偏高。我司订单量为100，000件，请重报较好价钱给我们。我方的理想价是每件美金6元，如果贵司能接受，请传真预付发票一份， 并提供一件免费的样品。候复。
2. 自行决定要不要接受以上还盘，写封邮件回复。
• 根据以下内容写一封信函：
• 有关信用证， 我们很遗憾贵司要延迟出货。我们同意将时间延到11月30号， 但是请付修改费， 因为这是贵方的过错。
• 请确认并不再拖延。
3. Write a letter accordingly • 我们接受你们手提包的报价， 但是下订单以前，我们希望收到型号HB-20及HB-25的样品。
请尽快邮寄样品给我们，样品一确认，我们将马上确认订单。
4. Write a reply to the above request,
• 同意送样，但要下周才能寄出去，因为没有现货。
6. write a letter of quotation accordingly • 主题：谢谢您12 月15 的传真，对我们的毛衣有兴趣。
• 说明: 报价如下 • 价钱：每件5 美金，FOB 厦门 • 交期：收到付款后30 天 • 包装：标准外销包装 • 付款：不可撤销 信用证 • 最低订购量：4000 pcs • 有效期：30 天 • 结论：如尚需进一步资料， 请来信告知，我们等候贵司订单。
7.根据以下内容写一封inquiry • 主题：我们从远东贸易办事处得知贵公司的大名，并对贵公司的产品有兴趣。说明：我们是日本最大的橡胶鞋的进口商，本公司有100个业务员，也有很好的销售渠道，和买主关系良好。因此请传真最好的报价单，注明不同量的价钱折扣给我们。
结论：谢谢你们的协助并等候您的回音。We know your name from the Far East Trade Office and are interested in your products.We are the largest importer of rubber shoes in Japan. We have 100 sales and very goods sales channels, with good relationship with buyers. So, please fax us your best quotation showing the price scale.
翻译
1. 请退回不良样品。Please return the defective samples. 2. 收到样品后， 我们将分析不良的原因。When we receive the sample, we will analyze the problem. 3. 如果是我方的过失， 我们将负责赔偿。If it is our fault, we will take the responsibility to make the replacement. 4. 我们很抱歉我们无法接受抱怨， 因为这不是我们的过错， 请向保险公司索赔。We are sorry that we can not accept this complaint because this is not our fault, please claim
to the insurance company. 5. 在运输途中， 有五个箱子破损。During transit, there are five cartons broken. 6. 我们不接受订单取消， 请履行此合约。We won’t accept the order cancellation, please fulfill this order. 7. 请尽快付清欠款，否则你们要付汇差。Please settle the outstanding payment as soon as possible, or we will ask you to pay the exchange loss. 8. 因为这是一张小额订单，请用电汇付款。Because this is a small amount order, please pay by T/T. 9. 由于经济不景气，我们希望取消此订单Due to the economic depression, we hope to cancel this order. 10. 我们目前没有库存， 最快交期是两个星期。We have no stock now, the soonest delivery time will be two weeks. 11. 请告知是否接受分批出货。Please advise if you can accept partial shipment. 12. 有关海运出货， 请联络我们的报关行如下：Regarding the shipment, please contact with our following forwarder: 13. 我们接受贵公司报价单上的价格以及交期， 并很高兴附上我们的新订单号AB-013。请务必准时出货，因为我们要赶圣诞销售。请确认以上， 并传真预付发票给我们， 以便开信用证。We accept your price and delivery time in your quotation, and are glad to enclose our new order no. AB-013. Please do ship the goods on time because we have to catch the Christmas sale .
14. Please confirm the above and fax the P/I to us for opening L/C.We’re looking forward to setting up a long-term business relationship withyou. 15. 样品室有很多样品 。There are many samples in the show room. 16. 请用空运装运。Please ship the goods
by air. 17. 我们已经寄出目录册 。We have sent out the catalogue. 18.
我们认为你们的质量比较好 。We think your quality better. 19.
我们公司对面有一家饭店。
。There is a restaurant opposite to our company. 20.
客人正在检查你们上周所用的包装。Our customer is checking the packing which you used last week. 21. 如果你们无法赶上订单上9/15的交货期，请先安排已完的5000个的出货事宜。If you cannot catch up with the ship date of Sept 15 on the order, please ship the completed 5000 pcs first. 22. 如附是客人对你们所提供样品的报告。The enclosed is the customer’s report for the sample you offered. 23. 你们可以给我多少佣金？How much commission you can offer? 24. 我们从广告上知道你们生产数码相机 。We know from advertisement that you produce digital camera. 25. A ：
我们无法接受你方10%折扣的要求，我们的价格已经是很现实的。我们依然珍惜与你们合作的机会。如果贵司将来有机会提高价格，请随时与我们联系。
26. We can’t accept your advice for discount 10%. Our price is very reasonable. At present we can’t accept your count quotation. If you plan to improve your price, please notify to us.
27. B: We satisfy with your product except the price. We can get the similar goods with the same price. Due to your good reputation, we like to choose your company. We can give up discount for 5 % for benefits.
Look upon on your reply.
词组 8 Main reasons of complaints & claims • Wrong shipment,装错货—卖方过失 • Wrong ordering,订错货—买方过失 • Wrong destination,卸货卸错港口– 运输公司过失 • Shortage,
短装—出货前短装或者路上遗失 • Package damage, 包装受损—卖方过失或者运输公司摔坏 • Quality problem, 品质不良—卖方过失， function, color, size, appearance • Delay in shipment,延迟出货 • Market claims 市场不景气 • Others；prices too high, sample cannot get approval, slow payment, require for too many samples, no orders
• 同业/竞争对手：competitor • 产品质量保证：
product warranty
• 降低成本：cost down；/ 低于成本：under cost • 贬值/升值：depreciation/appreciation • 运费：freight cost • 报关费：broker charge • 海关费：customs charge • 关税：duty / tariff • 独家代理（权）：exclusive agent/exclusive rights • 独家经销：sole supplier 确认：confirm / confirmation 确认样品/品质：sample / quality approval 正式订单: formal order 模具费：tooling cost 测试报告：test / inspection report 更正: correct 误差：deviation 一旦收到: upon receipt=as soon as we receive it Vocabulary • Model No. / Style No. / Part No. / item No.
编号 • Specification 规格 • Description 产品描述 • Unit Price 单价 •
FOB=Free on Board 离岸价 •
C&F=Cost and Freight (FOB + freight) 含运费的价格 •
CIF=Cost, Insurance and Freight 含运费保单的价格 • Destination 目的港 • Shipping method 装运方式：by air/ by sea / by air parcel / by courier • Lead time / shipping date / shipment / delivery time 交期 • Minimum order / quantity 最低订货量 • Packing method 包装方式 • Payment terms 付款条件：
L/C at sight, D/P