外貿(mào)英語(yǔ)函電課文

1、外經(jīng)貿(mào)（國(guó)際商務(wù)）英語(yǔ)函電I. 函電在外經(jīng)貿(mào)（國(guó)際商務(wù)）交往中的作用以及函電的類別 1. 函電在外經(jīng)貿(mào)（國(guó)際商務(wù)）交往中的作用: 函電是書(shū)面用語(yǔ)。對(duì)外經(jīng)貿(mào)（國(guó)際商務(wù)）交往活動(dòng)中要交流情況、磋商交易，辦理各種相關(guān)事宜，始終離不開(kāi)函電。因此，學(xué)習(xí)函電、認(rèn)真寫(xiě)好函電，提高函電質(zhì)量，對(duì)發(fā)展對(duì)外經(jīng)貿(mào)（國(guó)際商務(wù)）工作起著很重要的作用。2.函電的類別: 信函（letters or correspondence）、電報(bào)（telegram or cable）(現(xiàn)已不用)、電傳（telex）（現(xiàn)已少用）、傳真（facsimile or fax）、電子郵件（E-mail）。學(xué)習(xí)各類函電，首先要學(xué)習(xí)信函的寫(xiě)作，打好信

2、函的基礎(chǔ)，然后就會(huì)很快學(xué)好其它類型。請(qǐng)看以下例子：（信函）We thank you for your shipping advice regarding the shipment of goods under our Order No. 305. Please send us a cheque to cover our 5% commission just as you did in the past for our previous orders. Best regards. /（電報(bào)）ORDER305 SHPG/ADV RECEIVED PLSSEND CHEQUE PAYINGFOR 5

3、PCT COMMISSION AS-BEFORE /（電傳）TKS FR SHPG ADV RE GOODS UNDR ORDER 305. PLS SEND US A CHEQUE TO COVER OUR 5PCT COMN JUST AS U DID FR PREVIOUS ONES. RGDS / (傳真和電子郵件的例子與信函大致相同。)Exercise IQuestion ：1. What is the function of English correspondence in foreign trade (international business)? 2. State the

4、classification of English correspondence.II. 商業(yè)信函及信封的格式1. 商業(yè)信函的格式：e.g. 1：（indented form縮進(jìn)式）Yonghua Chemicals Import & Export Corporation 178 Guangming Street Wuhan, ChinaPostcode: 430058 WH CN Telephone: 87615870Cable Address: “YHCHEM” Wuhan Fax: (1079) 1278405 Telex: 83836799 YHCHML WH E-mail: 0734

5、ygh sina. com. cn （信頭）Date: 14 July, 2007 （寫(xiě)信日期）Our ref: 0315D3YH （我方編號(hào)） Your ref: 254SYW （你方編號(hào)） Messrs. Williams & Co. Ltd. Estover Road, Plymouth PL67PZ Telegrphone: (0725 7053251) Telex: 127004WLLMS Fax: 03 59 300 779 E-mail: 349067wllco （封內(nèi)地址） Attention: Import Department （ 經(jīng)辦人） Dear Sirs: （客套稱呼

6、） Pharmaceuticals （事由） We thank you for your letter of the 21st April. In compliance with your request, we are sending you herewith a copy of our latest pricelist and a catalogue for your reference. All prices are understood to be CIF European main ports, subject to our final cable confirmation. Pay

7、ment is to be made by irrevocable Letter of Credit available by draft at sight. As there is a heavy demand for our products, we would suggest that you advise us by cable in case of interest. We are looking forward to your early reply. （正文 ） Yours faithfully, （結(jié)尾敬辭） Yonghua Chemicals Import & Export

8、Corporation （signature） （簽名） Wu Feng Department Manager(WF / LHY) （信件經(jīng)辦人）Encl. A pricelist and a catalogue （附件）C.C. （轉(zhuǎn)抄）P.S. （又及，附言）e.g. 2: (blocked form平頭式)Yonghua Chemicals Import & Export Company 178 Guangming Street Wuhan, ChinaPostcode: 430058 WH CN Telephone: 87615870Cable Address: “YHCHEM” Wu

9、han Fax: (1079) 1278405Telex: 83836799 YHCHML WH E-mail: 0734ygh sina. com. cnOur ref: 0315D3YH Your ref: 254SYWDate: 14 July, 2007 Messrs. Williams & Co. Ltd. Estover Road, Plymouth PL67PZTelegrphone: (0725 7053251)Telex: 127004WLLMSFax: 03 59 300 779 E-mail: 349067wllco Attention: Import Departmen

10、tDear Sirs: PharmaceuticalsWe thank you for your letter of the 21st April.In compliance with your request, we are sending you herewith a copy of our latest pricelist and a catalogue for your reference. All prices are understood to be CIF European main ports, subject to our final cable confirmation.

11、Payment is to be made by irrevocable Letter of Credit available by draft at sight.As there is a heavy demand for our products, we would suggest that you advise us by cable in case of interest.We are looking forward to your early reply. Yours faithfully, Yonghua Chemicals Import & Export Company（sign

12、ature） Wu Feng Department Manager(WF / LHY)Encl. A pricelist and a catalogueC.C.P. S. e.g. 3 Other forms: (略)2信封的格式：（See p103.Addressing Envelopes）Exercise IITypewrite a letter in either indented form or blocked form with the material given below. Then address an envelope in one or two forms with th

13、e same material:(1) Senders name: China National Light Industrial Products Import & Export Corporation, Huzhou Branch(2) Senders address: 228 Renmin Road, Huzhou, China(3) Senders telex 3305447 HZINDUS CN(4) Senders Fax: 98345 09876(5) Senders E-mail: hzliprohz (6) Receivers name: H. G. Wilkinson Co

14、mpany, Limited(7) Receivers address: 94 Lombart Street, Lagos, Nigeria(8) Receivers telex 3305447 HZINDUS CN(9) Receivers Fax: 98345 09876(10) Receivers E-mail: hzliprohz (11) （a）subject linesewing machines (b) salutation: Dear Sirs (c) complimentary close: Yours faithfully (d) enclosure: a booklet

15、of our sewing machines(e) Others: (自編)（12）The message：We thank you for your letter of March 16，2007 enquiring for the captioned goods.The enclosed booklet contains details of all our sewing machines and will enable you to make a suitable selection.We look forward to receiving your specific enquiry w

16、ith keen interest.III. 外經(jīng)貿(mào)（國(guó)際商務(wù)）英語(yǔ)函電的文體特點(diǎn) 外經(jīng)貿(mào)（國(guó)際商務(wù)）英語(yǔ)函電屬于實(shí)用性公文文體。它一方面具有公文文體書(shū)面英語(yǔ)的特點(diǎn)，另一方面講求實(shí)用性，具有口頭語(yǔ)簡(jiǎn)潔明了的特點(diǎn)。1具有書(shū)面英語(yǔ)的特點(diǎn)：（1）使用長(zhǎng)句，結(jié)構(gòu)較復(fù)雜：e.g. 1 Dear Sirs,Aimed at satisfying the needs of buyers abroad , a fair characterized by the display and sale of a smaller number of products with exquisite craftsmansh

17、ip，or which we call a “miniature” fair, will be held in Singapore from March 1st to 15th, this year. Especially being worth mentioning here is that all the products here have been designed in the light of the styles now in vogue in the international market and are therefore sure to catch your eye .W

18、e hope that you will not let slip the chance to have a look at them. Will you arrange for your representatives to attend the fair in good time and advise us of their names and the date of their arrival here for reception. Yours faithfullye.g. 2 (See p 17 Letter 12) （講解使用長(zhǎng)句多及邀請(qǐng)函。）（2）使用一些正式用語(yǔ)（其中有一定數(shù)量的

19、仍然被使用的舊式用法）, 使語(yǔ)言更正式：e.g.1 We think (or believe) there are good prospects for the sale of your products here and deem it our duty to promote the trade relationship between us. / e.g.2 The best price we can obtain is US$ 10500 per ton. / (以下是商業(yè)英語(yǔ)函電中至盡仍在使用的舊式用法) e.g.3 This is to inform you that(=We are

20、 glad to inform you that) / e.g.4 We are in receipt of your letter of July 11th，2007.（=We have received your letter of July 11th，2007.）/e.g.5 We shall be obliged if you(=We shall be thankful to you if you )2具有口頭英語(yǔ)的特點(diǎn)：eg1 We have received your letter of July 11th，2007. / eg2 If you are interested in

21、any of our products，please let us know.（let us know為普通應(yīng)酬語(yǔ)，常用于函電中。）3.有許多固定的表達(dá)(有書(shū)面用語(yǔ)和口頭用語(yǔ))：e.g. (1) 談及如何得知對(duì)方的情況: We obtain your name and address from / We owe your name and address to / We learn fromthat you are(2)去信自我介紹的起首句: This is to introduce ourselves as (某商品經(jīng)銷商等) for years. / We are (某商品經(jīng)銷商等) fo

22、r years. / We wish to introduce ourselves to you as(某商品經(jīng)銷商等).(3)收到來(lái)信等:Thank you for your letter / We have received your letter / We acknowledge (receipt of) your letter / We are in receipt of your letter / We confirm (receipt of) your fax(4)通知對(duì)方某事We inform （advise）you that / We are glad (pleased) to

23、 inform （advise）you that / We wish to inform（advise）you that/ Please be informed（advised）that / We have the pleasure of informing（advising）you that(5)談及某函電內(nèi)容時(shí)的起首句：We refer to our letter / We refer you to our letter / Reference is made to our letterthat / We are glad to note from your letterthat / In

24、 reply to your fax, we / Referring to your telex, we / With reference to our letter , we (6) 表明寫(xiě)信人自己的看法: We are of the opinion that / It is our opinion that / We take it that / It seems to me that / We are afraid that / (7) 請(qǐng)求對(duì)方做某事：Please send / We shall be pleased (grateful, thankful, glad, happy,

25、delighted, obliged) if you will (would) send / Kindly send / It will be appreciated if you will send / We shall appreciate it if you would send / You are requested to send / We look forward to / We await (wait for) / Will you（please）? （8） 提建議用語(yǔ)：May we suggest that/ Will you（please）? / We have to (比W

26、e must 委婉) (9) 提請(qǐng)對(duì)方注意某事： We must make it clear that / We should point it out that / We must stress (the point) that (10)抱怨與索賠用語(yǔ)：(抱怨) lodge (make, lay) a complaint against sb. of (about) sth. / (抱怨) complain against sb. of (about) sth. / (索賠) lodge (raise, file, make, put in) a claim against (with, o

27、n) sb. on sth. for an amount for a cause(11) 表拒絕的用語(yǔ)：refuse sb.sth. / refuse sb./ refuse sth./ refuse to do.sth. / reject sb. / reject sth. / decline (vi.) / decline sth. / decline doing (to do) sth. (說(shuō)明: refuse 拒絕,不愿意,拒收. reject (斷然)拒絕, 拒收. decline (婉)拒 e.g. The seller refused to grant the buyer a 5

28、 % discount unless the latter increased the quantity of the goods to be ordered. / The inferior down quilts were rejected by the importer. / decline an counteroffer an (invitation)(12)省略句的用法-簡(jiǎn)練的表達(dá)方式：While appreciating your, we (或 While thanking you for your, we )盡管感謝你方, 但我們 / If necessary (possible,

29、 yes, O.K., not), -如果必要（可能,行,行,不行）, 就 / As requested, we現(xiàn)應(yīng)請(qǐng)求,我方 / unless otherwise stated (advised, specified, indicated)-除非另有說(shuō)明(通知,規(guī)定,表明), ( 例: Our future orders will include your 2% commission unless otherwise advised. 除非另有通知,我方今后的定單都包含你方2%的傭金。)4有許多外經(jīng)貿(mào)（國(guó)際商務(wù)）英語(yǔ)術(shù)語(yǔ)，對(duì)這些專業(yè)術(shù)語(yǔ)要弄清并記住。（略）5編寫(xiě)商業(yè)英語(yǔ)函電要注意的3個(gè)特點(diǎn)，

30、即3Csclearness, conciseness and courtesy：（1）Clearness：eg1 As to the steamers sailing from Hongkong to San Francisco， we have bimonthly direct services.（bimonthly一個(gè)月兩次的，兩個(gè)月一次的）(Rewriting) (See p 11)eg2 As we have all kinds of window glass in stock, we are well-placed（存貨豐富的） to supply window glass of 3

31、-6 mm thickness except 2mm.(Rewriting)As we have all kinds of window glass in stock, we are well-placed to supply window glass of 3-6 mm thickness besides 2mm.e.g. 3 We are glad to inform you that Type 800, the article you require, is out of stock, but we can offer you another Type 801 as a substitu

32、te.(Rewriting)We regret that Type 800, the article you require, is out of stock. If you are much in need of such a product, we recommend you Type 801 as a close substitute, the quality of which is similar to that of Type 800.e.g. 4 We are so sorry that we could not answer your letter in due time（及時(shí)的

33、）.(Rewriting)We are sorry that we could not answer your letter in due time.(2) Conciseness:eg1 It has been found through inspection that all the goods are carefully packed and that all the packing materials are perfect.(Rewriting)It has been found through inspection that all the goods are carefully

34、packed with perfect packing materials.eg2 Will you ship us any time during the month of December, or even November if your are rushed, for November would suit us just as well（不妨，還是為好）. (Rewriting) (See p12)Please ship us by the end of November.(3) Courtesy:eg1 We have received with many thanks your

35、letter of Oct. 23, 2007, and take the pleasure of sending you our latest catalogue. eg2 We are afraid that your price is on the high side.Exercises IIICorrect the mistakes:We are too pleased to deal in your products.2. Being 100% cotton, we believe our shirts will have a good outlet.3. It is always

36、a pleasure to help you where we can. But to make a 10% reduction is out of question.4. Article 100 and Article 113 are out of stock and we dont think we can supply the goods to you at the moment. 5. It should be noted that this is the best we can do.6. We must refuse your counter-offer(還盤(pán)，還價(jià)).IV. 課文

37、（按業(yè)務(wù)環(huán)節(jié)編排） 1. The Establishment of Business Relations(1)說(shuō)明：此業(yè)務(wù)環(huán)節(jié)是買(mǎi)賣雙方交往的第一步,是由買(mǎi)方或賣方首先向?qū)Ψ饺バ抛晕医榻B，然后另一方回信,由此雙方開(kāi)始了交往并最終成交。（2）Words and Expressions: (P 3335)L1（=Letter 1）Through the courtesy of, we have known that 承蒙照顧, 我們得知(See p 9 of the material（函電中的固定的說(shuō)法)之（1）(2)談及如何得知對(duì)方的情況以及去信自我介紹的起首句）/ do business wi

38、th與做生意 / for your information (或reference)（供參考）e.g. We send this catalogue and a pricelist for your information. / We wish to inform you that 現(xiàn)告知你方 / To give you a general idea of our , we send you 為使你們對(duì)我們的有個(gè)大致的了解,我們現(xiàn)寄上 / Specialize in 專修,專營(yíng)/ establish (enter into) business (trade) relations with /

39、quotation n.報(bào)價(jià)（quote v. 報(bào)價(jià)）/ *catalogue 目錄本*leaflet 單頁(yè)產(chǎn)品說(shuō)明書(shū),折疊產(chǎn)品說(shuō)明書(shū)*pamphlet, brochure, booklet 宣傳產(chǎn)品的小冊(cè)子 / specific enquiry 具體詢盤(pán), 具體詢價(jià)(L2)We have learned from that / We are introducing ourselves as (或introduce ourselves as) (或This is to introduce ourselves as) 我們是 (leading 主要的) / line 某一行業(yè),某種產(chǎn)品 （L3）

40、Your name and address have been given to us by, as a我們從得知貴司名稱和地址,知道你們是/ We shall be glad if you will (kindly) forward (send) us請(qǐng)寄來(lái), 我將非常感激。(L4) We owe your name and address to承蒙告知 / item (商人經(jīng)銷的)商品 / transaction (一筆)交易/ *deal in(be in the line of)經(jīng)營(yíng)* deal exclusively in (或deal in exclusively) (=speci

41、alize inSee L1)專營(yíng) / an export list 一份出口貨物清單L5 / L6 （略）Exercise IV-1 Translate the following into English:1我們今天和你們聯(lián)系，希望和你們公司建立對(duì)雙方都有利的貿(mào)易關(guān)系。2. 如你方所知，許多外國(guó)商人渴望和我們進(jìn)行貿(mào)易。3. 承坦桑尼亞駐北京大使館商務(wù)參贊處介紹，得知你公司的名稱地址。4. 如你所知，我們的外貿(mào)政策是在平等互利的基礎(chǔ)上與各國(guó)人民在做貿(mào)易。5. 我們?cè)父嬷F方，我們目前可以供應(yīng)你們各式各樣的男式皮鞋。2Enquiries and Offers(1)說(shuō)明：雙方通過(guò)首次的函電交往，

42、對(duì)對(duì)方都有了基本的了解之后，買(mǎi)方便進(jìn)行具體的詢盤(pán)（specific enquiry）（也有買(mǎi)方第一次寫(xiě)信就進(jìn)行具體詢盤(pán)的情況）。收到買(mǎi)方的詢盤(pán)（enquiry）后賣方便報(bào)盤(pán)（offer）（報(bào)盤(pán)包括貨名、規(guī)格、數(shù)量、價(jià)格、付款方式、交貨期、包裝等等），如買(mǎi)方不能接受該報(bào)盤(pán)，可對(duì)此報(bào)盤(pán)予以還盤(pán)（counteroffer），雙方經(jīng)過(guò)協(xié)商之后最終達(dá)成交易。（2）Words and Expressions:（p4950）(L1) dealer商人 / quotation n. 報(bào)價(jià) (quote v. 報(bào)價(jià)) / FOB, CFR, CIF 是國(guó)際貿(mào)易中常用的價(jià)格條件（或價(jià)格術(shù)語(yǔ)）（price term

43、s）。FOB（Free on Board）裝運(yùn)港船上交貨（指定裝運(yùn)港）CFR（Cost and Freight）成本加運(yùn)費(fèi)（指定目的港） CIF（Cost，Insurance and Freight）成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi)（指定目的港）（freight運(yùn)費(fèi)/ insurance 保險(xiǎn)）e.g. 1 We quote you our price for Item No. 77 as follows：US$ 1850 per piece CFR Karachi. 我們現(xiàn)就77號(hào)商品向你們報(bào)價(jià), 價(jià)格條件為成本加運(yùn)費(fèi)，每件1850美元,目的港卡拉奇。e.g. 2 For our animal toys，

44、we are quoting you 42 pounds sterling per set FOB Shanghai. 我方現(xiàn)就我們的動(dòng)物玩具向你方報(bào)價(jià), 每套42英鎊，價(jià)格條件為裝運(yùn)港船上交貨, 裝運(yùn)港上海。/ reasonable （moderate ，competitive）price 公道的（公道的，有競(jìng)爭(zhēng)性的）價(jià)格 / place an order with sb. for 向某人下定單購(gòu)買(mǎi)(order n.定單;訂購(gòu) v. 訂購(gòu)) / When quoting， please state 報(bào)價(jià)時(shí),請(qǐng)告知 e.g. When quoting, please state the pac

45、king of the goods and the shipment date. 報(bào)價(jià)時(shí),請(qǐng)告知貨物包裝情況及裝船期。/ terms of payment（或payment terms）付款條件（指國(guó)際貿(mào)易中的付款方式。國(guó)際貿(mào)易中有各種各樣的付款方式，其中信用證（letter of credit，縮寫(xiě)L/C）是主要的付款方式。）/ discount 折扣，allowance折扣，折價(jià) （注意: 兩者有時(shí)可換用，但在正式報(bào)價(jià)時(shí)以及在合同中要用discount）e.g. For our Cotton Piece Goods No. 3, we quote you US$ 105 per yard

46、on the basis of CIF D5% Amsterdam. / favourable a. 有利的，贊成的 e.g. As to the business, we are waiting for your favourable reply. 關(guān)于此交易,我們靜候貴方佳音。（favourably 有利地，贊成地 e.g. The price we offer compares favourably with the quotations(報(bào)價(jià)) you can get elsewhere. 我方所報(bào)價(jià)格比你方從其它地方所能獲得的報(bào)價(jià)都優(yōu)惠。）（L2）send by airmail 空郵

47、/ price list （price-list， pricelist） 價(jià)格單，價(jià)目表/ retail store 零售商店 (補(bǔ)充: retail dealer零售商= retailer) (See L1wholesale dealer 批發(fā)商)L3-L7（略） (p 68-71) (L 1) We have examined your proposal, but after considering it carefully, we feel it would be better to do (委婉地提出不同意見(jiàn)的用語(yǔ))(L2) sample book樣品本(cf. sample cutt

48、ings 剪樣) / L/C at sight 即期信用證/ be acceptable to sb. 可被某人接受 / trial order 試定單;試訂購(gòu) (指買(mǎi)方初次購(gòu)買(mǎi)一種產(chǎn)品時(shí),往往少量購(gòu)買(mǎi)進(jìn)行試銷。) / 關(guān)于offer（報(bào)盤(pán)；報(bào)價(jià)）的表達(dá)方式：*make sb. an offer for at e.g. We now make you an offer for our Machine Tool Model 160 at US$ 30,000 a set CIF Genoa. 我方現(xiàn)向你方就160型機(jī)床報(bào)價(jià), 每臺(tái)30，000美元，價(jià)格條件為成本，保險(xiǎn)費(fèi)加運(yùn)費(fèi)，目的港熱那亞。*

49、offer sb. sth. at a price e.g. 1 We offer you Item No. YH12 at HK$ 7800 per set FOB Qingdao. 我方現(xiàn)就YH12型商品向你方報(bào)盤(pán)(或報(bào)價(jià)),每套7800港元,價(jià)格條件為裝運(yùn)港船上交貨,裝運(yùn)港青島。 (L3) 注意：1. 報(bào)盤(pán)時(shí)要注明時(shí)限： e.g. *See L3the expression“subject to your reply reaching us by April 15”. *This offer is firm （for）a week. 此報(bào)盤(pán)有效期為一周。*Our offer is val

50、id（或open）till the 31 inst. 此報(bào)盤(pán)有效期到本月31日為止。*We offer you firm subject to reply by 5p.m. our time, Wednesday, Oct. 12. 茲報(bào)實(shí)盤(pán),以我方時(shí)間10月12日下午5時(shí)之前回答為有效。 2. 受盤(pán)人在有效期內(nèi)表示完全同意該實(shí)盤(pán)，交易即可達(dá)成；如買(mǎi)方對(duì)賣方的報(bào)盤(pán)提出了一些變更的要求，則須經(jīng)賣方同意并予以確認(rèn)才算成交。/ a confirmed， irrevocable L/C payable by draft at sight保兌的、不可撤消的信用證，憑即期匯票付款 / All our TV

51、 sets are guaranteed for one year. 我們的電視機(jī)保質(zhì)期為一年。（L4）be in a position to do=be able to do / on the high side (價(jià)格)偏（cf. on the low side (價(jià)格)偏低）/ say 比如說(shuō) e.g. Can you advance the shipment, say, by the end of September? 你們能否提早裝船, 比如說(shuō), 9月底之前裝船? / push the sale of (=promote) 推銷(促銷) / (L5) The prices we qu

52、oted are closely calculated. 我們的報(bào)價(jià)經(jīng)過(guò)嚴(yán)密的計(jì)算。（意即已無(wú)法降價(jià)。）/ article，item （商人經(jīng)銷的）商品 / provided (that)( = if, 正式用語(yǔ)) e.g. Business can be done provided (that) payment is made by sight L/C. / Call for 要求；需要 e.g. 1 The wording of the agreement calls for some revision. 該協(xié)議的措辭需要作些修改。e.g. The seller is relieved f

53、rom further obligations by the buyers failure to make payment when called for. 由于買(mǎi)方在要求支付時(shí)未能付款,賣方可以解除未盡義務(wù)。Exercise IV-2 Translate the following into English:1. 我們接到你方2006年10月25日對(duì)我們綿羊毛的詢盤(pán)。2.謝謝你方2006年3月10日詢價(jià)，現(xiàn)報(bào)盤(pán)如下：4，000打工作手套，每打HK$480 CIF Singapore, 船期8 / 9月。我們需要不可撤消的、憑即期匯票付款的信用證。盼及早復(fù)信。3.如果你方不能供應(yīng)一等品，我們就

54、要二等品。4 這一批50公噸核桃仁的貨已向別處報(bào)盤(pán)，因此欲購(gòu)從速。5. 你方所報(bào)的價(jià)格還是有競(jìng)爭(zhēng)力的，但是交貨期(the delivery date)無(wú)法接受。3Conclusion of Business（1）說(shuō)明：雙方經(jīng)過(guò)協(xié)商后決定達(dá)成交易。達(dá)成交易的方式有以下幾種情況：a）經(jīng)過(guò)詢盤(pán)和報(bào)盤(pán)取得一致意見(jiàn)后雙方直接簽署合同；b）經(jīng)過(guò)詢盤(pán)和報(bào)盤(pán)雙方取得一致意見(jiàn)之后，由買(mǎi)方給賣方下定單即可； c）經(jīng)過(guò)詢盤(pán)和報(bào)盤(pán)雙方取得一致意見(jiàn)后由買(mǎi)方給賣方下定單，然后雙方再簽署合同。以下是定單與合同的格式，要能看懂并且會(huì)填制。（附：英語(yǔ)定單及合同的有關(guān)表達(dá)：*定單 order，order form，order n

55、ote， order sheet * 合同sales confirmation 銷售確認(rèn)書(shū)（簡(jiǎn)式銷售合同），sales contract銷售合同，purchase confirmation購(gòu)買(mǎi)確認(rèn)書(shū)，purchase contract購(gòu)買(mǎi)合同）。* 定單格式：HSimpson & Co. Ltd. 298 South Street Sydney, AustraliaOrder No. HS-0437 Order Form 6th July, 2006China National Imp. & Exp. Corp.Shanghai, ChinaQuantity Item Catalogue No

56、. CIF Sydney Net250 Bed Sheets, 106cm, blue 67 2.50 each250 Bed Sheets, 120cm, primrose 89 3.00 each500 Pillow Cases, blue 101 1.80 each 500 Pillow Cases, primrose 120 1.80 eachPacking: In cotton cloth balesShipment: Prompt shipment from ShanghaiPayment: By irrevocable L/C available by draft at sigh

57、t For Simpson & Co. Ltd. Secretary*學(xué)習(xí)合同格式、有關(guān)條文；學(xué)習(xí)如何填制合同：See the Specimen of Sales Confirmation in the material.Learn the stipulations of a Sales Confirmation. Learn how to fill in a Sales Confirmation.Name of Commodity Quantity Unit price Total Amountand Specifications, Pcking and Shipping Marks CIF

58、C3% Bangkok1. Jinniu Brand Walking 100 sets US$ 560 US$ 56,000Tractor Model 101 2. Forklift Truck Model H33 50 sets US$ 1,200 US$ 60,000Packing: In seaworthy wooden US$ 116,000casesShipping Marks: S/CBP301124590 BANKOK/YECO （SAY：US DOLLARS ONE HUNDRED AND SIXTEEN THOUSAND ONLY） Exercise IV-3Fill in

59、a Sales Confirmation with what is given below:Rice Milling Machine Type SP300 (25 sets) (Unit priceCFR C2% D2% GenoaUS$356) / Oil Expeller Type 59 (4 sets) (Unit priceCFR C2% D2% GenoaUS$2,080) (Packing: In seaworthy wooden cases) (Shipping Marks: 自編) 4Payment（1）說(shuō)明：在國(guó)際貿(mào)易中，主要以信用證（L/C，即letter of credi

60、t）方式付款。進(jìn)口方委托一家銀行開(kāi)立信用證，信用證各條款必須與合同一致，因此賣方收到信用證后要審查信用證，如信用證中有的條款與合同不符，賣方應(yīng)當(dāng)要求買(mǎi)方修改信用證。以下是有關(guān)信用證的一些表達(dá)方式：open（或establish）an L/C開(kāi)立信用證 / amend an L/C修改信用證 / a confirmed and irrevocable letter of credit payable by draft at sight upon presentation of shipping documents 保兌的、不可撤消的跟單信用證，憑即期匯票付款。此外，shipping docume