一建立商務關系的信函ExerciseIBackground:上海新際公司（ShanghaiXinjiI/ECorp.）系專營輕工業產品的一家國有進出口公司。成立于1986年，擁有注冊資金人民幣2000萬元。十多年來，經營商品種類已增至上百種。現在仍不斷致力于與國內生產廠家建立聯系，向國外客戶介紹中國高品質的輕工業產品。請根據上述情景，代新際公司擬函，與WitLtd公司聯系，推薦上述產品，隨寄公司目錄，另寄樣品。Background:上海新際進出口公司SHANGHAIXINJII/ECO.WitCo.LtdSeosomun-Dong,2-guChung-gu,Seoul,KoreaOctober28,1998DearSirorMadam,WelearnedfromtheInternationalDepartmentofBankofChinathatyouareareputabledistributorwithextensivesalesconnectionsinyourarea.Wewritethisletterwithaviewtoenteringintobusinesswithyouinnearfuture.Establishedin1986,weareastate-ownedcorporationspecializingintheimportandexportoflightindustrialproductswitharegisteredcapitalofRMB20million.Withyearsofeffortwehaveexpandedourbusinessscopeimpressivelyandnowwedealinnearly100kindsofmerchandise.We’vesucceededinestablishingtraderelationshipwithmanyadvancedmanufacturersinChinaandhaveintroducedalotofexcellentproductsabroad.Enclosedpleasefindourlatestcatalogue.Foryourinformation,werecentlylaunchedakindoftablelight,asanoveltydecorationorapracticalgift,whichisofsupremequalityandfineworkmanship.ItsexceptionalmaterialanduniquestylehaveevokedagoodreactioninJapan.Wehaveairmailedsomesamplestoyouandexpectyourfavorablecomments.Wearelookingforwardtoyourearlyreply.Yourstruly,ShanghaiXinjiImport&ExportCo.2003年4月27日中國一家紡織品公司經L.R.Byron&Co.介紹，得知H.A.Cabell&Co公司名稱和地址，為了與這家公司建立貿易關系，于是給該公司發了一封信函。敬啟者：承蒙L.R.Byron&Co.介紹得知貴公司名稱及地址，我們謹借此機會與貴公司建立貿易伙伴關系。為使貴方了解我方目前可供出口的紡織品的大概情況，隨函附上產品說明書及剪樣小冊子。如貴公司對本產品感興趣，請與我們聯系,我們會給貴公司以最低的報價并盡量滿足你方的要求。敬候佳音謹上ChinaNationalTextilesI/ECorp.ShandongBranch52ReheRoad,Qingdao266021P.RChinaApril27,2003H.ACabell&Co.112St.LouisStreetCroydon,EnglandDearSirs,YournameandaddresshasbeenintroducedtousbyL.R.Byron&Co.asaprospectivebuyerofChinesetextiles.Weavailourselvesofthisopportunitytoapproachyoufortheestablishmentoftraderelationswithyou.InordertoacquaintyouwithageneralideaofthevariouskindsofChinesetextilesnowavailableforexport,weencloseabrochureandasample-cuttingbooklet.Shouldanyoftheitemsbeofinteresttoyou,pleasecontactus.Wewillgiveyouthelowestquotationanddoourbesttomeetyourrequirements.Yourearlyreplywillbehighlyappreciated.Yourssincerely,ChinaNationalTextilesI/ECorp.二根據往來函電制定合同MakeanOrderWritealetterorderingtheitemslistedbelow,specifyingquantity,unitprice,totalamountandtermsofpayment,shipment,etc.品名數量規格價格價格條件不粘鍋350026”USD121persetCFRC3Chicago140030”USD164persetCFRC3Chicago付款方式：即期匯票信用證裝運時間：12月25日之前及時抵達DearMadam,InreplytoyourE-maildatedDecember4,weareinterestedinthedifferentsizesofnonstickYouareMr.D.Causio,anItalianbusinessmanwhohasbeenpurchasingbusinessmachinesfortwoyearswithChinaNationalElectronicsIMP.&Exp.Corp.WritealettertotheChinesecompany,askingforthemodificationofthetermsofpayment,whichhasalwaysbeenbyL/Cpayablebydraftatsight.NowyouareMr.Wang,manageroftheChinesecompany.WritebacktoMr.D.Causio,grantinghisrequestandproposinganeasierarrangement.DearMr.Wang,Ourpurchasesofbusinessmachinesfromyouinthepastthreeyearshaveasarulebeenpaidbyconfirmed,irrevocableletterofcredit.Thisarrangementhascostusagreatdealofmoney.Fromthemomentweopenthecredittillourbuyerspayus,normallythetie-upoffundslastsalongperiod.Thisisagreatfinancialburdentousinviewofthedifficulteconomicsituationandtheprevailinghighbankinterestrates.Ifyouagreetoofferuseasierpaymentterms,itwouldbeconducivetoanincreaseinbusinessbetweenus.SoweproposeeitherbyD/Poryourdrawingonusatthreemonthssight.Wehopeourrequestwillmeetwithyourapprovalandlookforwardtoyourearlyreply.Yoursfaithfully,ReplyDearMr.D.Causio,ThankyouforyourletterofMay25thaskingforachangeinpaymentterms.Aftercarefulconsiderationwithmycolleagues,wehavecometotheconclusionthatit’snowtimetoexpandthebusinessbetweenourtwofirms.Inordertodothis,wethinkaneasiermodeofpaymentcouldbeveryhelpful.Soweproposethatforeachtransaction,whenthegoodsarereadyforshipment,wefaxyouandyoupayus30%ofthetotalvaluebyT/T,afterreceivingwhichwe’lldispatchthegoodsandfaxyouacopyoftheBillofLading.TherestoftheproceedsthenwillhavetobepaidbyT/Twithin20daysofshipment.Wehopethisarrangementwillbeacceptabletoyouandwillleadtotheincreaseoftradevolumebetweenus.Yourstruly,ExerciseI:DearSirs,ThankyouverymuchforyourL/CNo.BOC92/10/05.However,uponchecking,wehavefoundthefollowingdiscrepanciesandwouldappreciateitverymuchifyouwillmakethenecessaryamendmentsasearlyaspossiblesoastofacilitateourshippingarrangement:TheamountofthecreditshouldbeCAN$125,000(SayCanadianDollarsOneHundredandTwenty-fiveThousandOnly)insteadofCAN$120,000.TheBillofLadingshouldbemarked“freightprepaid”insteadof“freighttocollect”.PleasedeleteInsurancePolicies(orCertificates)fromthecredit.TheportofdestinationshouldbeVancouverinsteadofMontreal.Thegoodsaretobeintinsof340gramsinsteadof430grams.ThecreditshouldexpireonDecember15,1992fornegotiationinChinainsteadofNovember30,1992.Weawaityourearlyamendments.Yoursfaithfully,ExerciseII:Dears,WearepleasedtohavereceivedyourL/CNo.LOC5797againstS/CNo.03-331.However,wefoundsomepointsthatdonotconformtothetermsinthecontractandwouldrequestyoutomakethefollowingamendments:TheamountinwordsshouldreadRMB475,000(SayRenminbiFourHundredSeventyFiveThousandOnly).PleaseamendtheUnitpriceRMB9550toreadRMB9500.Addthewording“asperCICofJanuary1st,1981”and“fortheamountof110%CIFvalue”totheinsuranceclause.Insert“C2%”after“CIF”.Timeofshipmentshouldbe“August31,2003”insteadof“July31,2003”.TheportofdestinationshouldbeRotterdaminsteadofLiverpool.Wethankyouinadvanceforyourcooperation.Sincerelyyours,四索賠理賠（依據金額）VI.TranslatethefollowingintoanEnglishbusinessletter:執事先生：事由：關于東北大米短重的索賠銷售合同476號茲附上福建商檢局簽發的檢驗證明FJ1023號正本一份，證明貴公司由“幸運”號運來的上述合同項下的東北大米于3月27日在福州港卸貨時包裝良好，表面狀況良好，卻發現短重共760公斤。經該局授權的檢驗員認為短量系原包裝量不足所致，為此你方應負有責任。基于上述情況，我們特向你方索賠，總金額共計1520美元。盼你方能早日解決并將索賠金額以支票轉入中國銀行福州分行帳戶。謹啟附件如文DearSirs,ClaimforShortWeightonDongbeiRiceS/C476WeenclosetheoriginalcopyoftheInspectionCertificateNo.FJ1023issuedbytheFujianCommodityInspectionBureaucertifyingthattheDongbeiRiceunderthesubjectS/CshippedperS.S“Lucky”wasdischargedatthePortofFuzhouonMarch27inapparentgoodconditionbutfoundshort-weightinsoundbags,totaling760kg.Theauthorizedsurveyorisoftheopinionthattheshortageisduetotheinsufficiencyofthe