1、廣東財經大學華商學院實驗報告實驗項目名稱 外貿英語函電 課程名稱 外貿英語函電 成績評定 良好 實驗類型：驗證型綜合型R設計型 實驗日期 2014.2.252014.6.19 指導教師 學生姓名 學號 專業班級 一、實驗項目訓練方案小組合作：是 否R小組成員：實驗目的：使學生通過對模擬的商務內容的處理，摸索與外商建立業務關系的方法，掌握國際商務磋商、掌握詢盤、發盤、還盤、接受以及信用證環節往來函電的應用技巧。實驗場地及儀器、設備和材料：P4微型計算機，數據庫服務器，外貿單證系統實驗訓練內容（包括實驗原理和操作步驟）：項目一 題目名稱建立業務關系基本要求請將下述建立業務關系的信函翻譯成英文，要求

2、表達清楚、內容完整。下載模板0101_貿易函電03.doc相關說明信函內容如下：敬啟者：從網上得知貴公司的名稱和地址，貴公司所需要的產品正好在我們的經營范圍內。今特致函與你，希望能與你公司建立起長期的業務關系。我公司是一家大型外貿公司，從事進出口業務已有近20年，信譽良好。隨信附上一份產品目錄和價目單供貴公司參考，在收到詢盤后，我們將給貴公司報最優惠價。期待您的早日回復。謹上答案：Hengchi Industries Co. ,ltd.Room601, Tianshi Mansion, Siyuanqiao 47#, Shanghai, P. R. ChinaTel: Fax: E-mail:

3、 hDear Sir,We have learned from the Internet of your companys name and address. And we are glad to learn that we can offer the purpose of supplying which you would like to need. Now we are writing for you in order to want to establish a long-time business relationship with you.We would like to intro

4、duce ourselves to you as a wide trading firm, and we have been in business before 20 years. This kind of product in our company has won great popularity in markets at home and abroad.We are enclosing herewith a catalogue and a price-list for your reference, so that you may acquaint yourselves with s

5、ome of the items we handle. We can give you our best quotation upon receipt of your specific enquiries.We look forward to your favorable reply. Yours faithfully,項目二題目名稱建立業務關系基本要求根據下述資料，以世格國際貿易公司業務員Minghua Zhao的名義，給加拿大NEO公司寫一封與他們建立業務關系的信函，要求用英文書寫，表達清楚、內容完整。下載模板0101_貿易函電01.doc相關說明世格國際貿易公司(DESUN TRADIN

6、G CO.,LTD.)成立于1987年，是一家擁有進出口經營權的外貿公司。公司經營范圍廣泛，與多家供應商有固定的業務往來，信譽良好。同時公司也極為重視新產品開發，05年的新產品DR系列瓷器選用上等瓷土(First-class Porcelain)燒制，包裝精美，質量上乘，非常具有競爭力。2005年10月12日公司業務員Minghua Zhao從網上看到加拿大NEO公司求購瓷器(chinaware)的信息，想與他們建立業務關系。NEO公司的具體資料如下：MR. ANDY BURNSNEO GENERAL TRADING CO., LTD#362 JALAN STREET, TORONTO, CA

7、NADATEL NO.: (+01)7708808FAX NO.: (+01)7701111E-MAIL:and答案：DESUN TRADING CO., LTD.29TH FLOOR KINGSTAR MANSION,623JINLIN RD., SHANGHAI, CHINATEL: FAX: ZIP CODE: 200002NEO GENERAL TRADING CO., LTD#362 JALAN STREET, TORONTO, CANADATEL NO.: (+01)7708808FAX NO.: (+01)7701111E-MAIL:and27 February , 2014De

8、ar MR. Andy Burns,We have seen your advertisement for want to buy some chinaware in the internet. And now we are writing for you in the hope of establishing business relations with you.We are a well-known company built in 1987and our company is a company with the right to operate import and export t

9、rade companies. Our company selling wide range of products in the world and we have a fixed business relationship with suppliers. We have a good reputation in the world and also attach importance to the development of new products. One of the famous new products in our company is the DR series of po

10、rcelain. The DR series of porcelain have been produced in2005 and they are made by Frist class porcelain. This series of products are famous for their exquisite packaging and excellent quality. Now the DR series of porcelain have great competition in the market. So you can consider this series of pr

11、oducts if you really need some great quality chinaware. And this is the catalogue of our products.We look forward to hearing from you soon.Yours faithfully,DESUN TRADING CO.,LTD.Minghua Zhao項目三題目名稱詢盤基本要求根據客戶來函，向對方詢盤，要求用英文書寫，表達清楚、內容完整。下載模板0102_貿易函電01.doc相關說明假設你是加拿大NEO公司(NEO GENERAL TRADING CO.)的業務員AN

12、DY BURNS，你公司正在大量求購瓷器(Chinaware)。一位客戶從網上了解到你公司的情況并給你公司發來郵件，希望建立業務關系。請根據該郵件給你的客戶回信，就客戶信中提到的DR系列中的DR2010, DR2202, DR2211, DR2300 and DR2401等型號商品進行詢盤并索要樣品以供檢驗評判，寫信時間為2005年10月14日。答案：NEO GENERAL TRADING CO., LTD.#362 JALAN STREET, TORONTO, CANADA TEL: (+01)7708808 FAX: (+01)7701111E-MAIL: andOct 14, 2005D

13、ESUN TRADING CO., LTD.29TH FLOOR KINGSTAR MANSION,623JINLIN RD., SHANGHAI, CHINATEL: FAX: ZIP CODE: 200002Dears Mr. Zhao,Thank you for your letter of October 12, 2005, we are glad to learn that you wish to enter into trade relation with our corporation in the line of Chinaware. According to your let

14、ter, we are interested in your DD range, especially, the produce of DR2010, DR2202, DR2211, DR2300 and DR2401.And we should be much obliged if you could give us some information on this types of commodity. If possible , please send us these samples for our reference.We look forward to your favorable

15、 reply. Your faithfully, NEO GENERAL TRADING CO. Andy Burn 項目四題目名稱詢盤基本要求請將下述建立詢盤函電翻譯成英文，要求表達清楚、內容完整。下載模板0102_貿易函電03.doc相關說明信函內容如下：敬啟者：我們從網上了解到貴公司的名稱和地址，并且得知你們是服裝行業的主要出口商之一。我們有意訂購你們貨號為MS1201的男式睡褲(MENS DORM PANT)，希望你們能寄來男式睡褲的詳細資料，包括價格和顏色，并給我們提供該貨號不同顏色的樣品，以便我們能對你方商品的質量和價格有所了解。如果你們的價格和質量具有吸引力，我們將下訂單。期待您

16、的早日回復。謹上答案：L. P. G. International Corporation333 Barron Blvd. , Ingleside , Illinois ( United States ) , 60041Tel: 1 847 543-4658 Fax: 1 847 543-7152E-mail: lpDear Sirs, Having had your name and address from the Internet, we learned that you are one of the leading exporters of the clothing industry.

17、 At that moment, we are keenly interested in your article No.MS1201 MENS DORM PANT and shall be glad if you will kindly send us the details of MENS DORM PANT, including price and color. If possible, please also send us some samples with different colors, looking forward to understand the qualities a

18、nd prices of your products. If you are in a position to offer products of this quality at workable prices, we may place substantial orders in the future. We look forward to your early reply. Your faithfully, 項目五題目名稱發盤基本要求請將下述發盤的信函翻譯成英文，要求表達清楚、內容完整。下載模板0101_貿易函電03.doc相關說明信函內容如下：敬啟者：根據你方10月16日來函要求，我方現

19、發盤如下，以你們在11月1日以前復到有效。2000條貨號為MS1201的男式睡褲(MENS DORM PANT)，每條11美元CIF多倫多，要求以不可撤銷的即期信用證支付，12月份裝運。由于我們的男式睡褲質量好，款式新，市場需求很大，所以希望你們能夠立即接受這次發盤。另外我們將郵寄一些樣品供你們參考，期望能早日收到你們的訂單，請放心，我方將予以認真處理。謹上答案：Hengchi Industries Co. ,ltd.Room601, Tianshi Mansion, Siyuanqiao 47#, Shanghai, P. R. ChinaTel: Fax: E-mail: hDear Si

20、r or Madam: Thank you for your enquiry of October 16, we are pleased to offer as follow: Description: MENS DORM PANT (Art. No.MS 1201) Price: USD11per pair CIF Toronto Payment: irrevocable sight L/C Shipment: to be delivery before the end of December This offer subject to your reply reaching here by

21、 Nov.1. The product of MENS DORM PANT (Art. No.MS 1201) has good qualities, new styles, and in a great supplying market. If you need this products , please receive the offer early soon. We are enclosing herewith some samples for your reference, and looking forward to your reply. Please rest assured,

22、 we will dispose it seriously. Your faithfully,項目六 題目名稱還盤基本要求根據客戶來函，向對方還盤，要求用英文書寫，表達清楚、內容完整。下載模板0102_貿易函電02.doc相關說明假設你是加拿大Carters Trading Company, LLC的業務員Joe Brown，南京德創偉業進出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)給你公司發來郵件，向你發盤，你認為價格過高，向對方還盤，要求降價10%。寫信時間為2005年10月13日。 答案：Carters Tradin

23、g Company, LLCP.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADATEL: 03 FAX: 07E-MAIL: CARTER Oct 13, 2005Nanjing Dechuangweiye Import & Export Co., LtdHongwu Road 16#, Nanjing 210004 P. R. China TEL: FAX: ZIP CODE: 210004Dear Mr. Cathy Lee,Thank you for your enquiry of Oct 13, 2005.With care

24、fully considered your personal, we regret to inform you that our buyer here find your price much too high. To accept the prices you quote would leave us with only a small profit on our sales, We appreciate the good quality of these garments and to promote trade, may I suggest that the quoted prices

25、please drop down 10%.If you cannot do so, then I am afraid we have to decline your offer as it stands. I look forward to receiving an early reply to this enquiry. Your truly, Carters Trading Company Joe Brown 項目七題目名稱接受基本要求根據題目說明，撰寫一封接受函電，要求用英文書寫，表達清楚、內容完整。下載模板0101_貿易函電03.doc相關說明假設你是恒弛實業有限公司的業務員，你與一進

26、口客戶經過交易磋商達成一致后，收到了客戶訂單，請你給對方回一封接受函電，寫信時間為2005年10月23日。信中要點為：1.感謝你方2005年10月21日寄來的訂單；2.我們要求的支付方式為不可撤銷即期信用證，希望你們能立即告知是否接受這一條款，一旦得到肯定答復，我們將按約定價格準備貨物并于證到后裝運；3.貨物抵達后相信你們會覺得價廉物美；4.我們另寄去更多產品目錄以期能有更多合作機會。 答案：Hengchi Industries Co. ,ltd.Room601, Tianshi Mansion, Siyuanqiao 47#, Shanghai, P. R. ChinaTel: Fax: E

27、-mail: hDear Sirs or Madams,Thank you for your enquiry of Oct. 23, 2005. And we appreciate your interest in wanting to do business with us. For initial orders from first-time customers our policy requires payment by irrevocable letter of credit and we hope you can let us know immediately whether you

28、 accept this payment. Once you get a positive reply, we will prepare the goods which at an agreed price for shipment after the card. We believe that you will feel good and cheap after arrival of the goods. And enclosing our many other catalogues in order to get more cooperation opportunities with yo

29、u.We look forward to receiving an early reply soon. Your sincerely, 項目八題目名稱催證基本要求請將下述催證信函翻譯成英文，要求表達清楚、內容完整。下載模板0101_貿易函電03.doc相關說明信函內容如下：敬啟者：我方已收到貴方寄回的第365號合同，謝謝。但請注意交貨期日益臨近，我們至今仍未收到有關的信用證。請你方速開信用證，以便我方及時裝運。為避免日后修改，請注意信用證的各項規定應與合同條款完全相符。盼早日收到信用證。謹上 答案：Hengchi Industries Co. ,ltd.Room601, Tianshi Man

30、sion, Siyuanqiao 47#, Shanghai, P. R. ChinaTel: Fax: E-mail: hDear Sirs or Madams,Thank you for your Sales Contract No. 365.We are very sorry to learn that the delivery date is approaching, and we have not yet received the covering letter of credit. Please expedite the covering L/C so that we can ef

31、fect shipment without any delay.In order to avoid subsequent amendments, please pay attention to fully conform between the provisions of the L/C and the terms and conditions of the contract.We are waiting for your L/C. Yours faithfully, 項目九：題目名稱改證基本要求請將下述改證信函翻譯成英文，要求表達清楚、內容完整。下載模板0101_貿易函電03.doc相關說明

32、信函內容如下：敬啟者：感謝你方10月29號開出的CRB8253698號信用證。我們從該信用證條款中發現有如下幾點與合同不符，請你方作如下修改：1.信用證的金額應為USD52680.00；2.貨物應以發票金額的110%投保，而非150%；3.裝運期應為20天而不是15天；4.信用證應允許轉運。我們希望能盡快收到相關的信用證修改書，感謝你方的合作。謹上 答案：Hengchi Industries Co. ,ltd.Room601, Tianshi Mansion, Siyuanqiao 47#, Shanghai, P. R. ChinaTel: Fax: E-mail: hDear Sirs o

33、r Madams, Thank you for your Irrevocable documentary credit number: CRB8253698 dated October 29. We have received the captioned L/C against our Sales Contract. After going over the L/C clauses, we have found some discrepancies between your L/C stipulations and the terms and conditions of our Sales C

34、ontract. Please you to make the modifications as follow:The amount of credit in figures to read:”USD52680.00”.The goods should be at 110% of the total invoice value, rather than 150%.The date of shipment should be 20 days instead of 15 days.The L/C should allow transshipment.Since the shipment date is approaching, please amend the L/C the soonest possible. We are looking forward to receiving your amendment advice ASAP. Your f