第一部分 出口业务函电情景实例 3
CASE ONE FOB BUSINESS UNDER T/T TERMS 3
1.1 BACKGROUND KNOWLEDGE 3
1.1.1 What is FOB? 3
1.1.2 What is T/T? 3
1.2 THE RELEVANT BUSINESS INFORMATION 4
1.2.1 Information of the Exporter 4
1.2.2 Information of the Importer 4
1.2.3 Information of the Product 4
1.3 EXCHANGE OF BUSINESS LETTERS 5
1.3.1 Establishment of business relations 5
1.3.2 A Reply from the Importer 7
1.3.3 The Seller Sends out the Catalogue and Samples 8
1.3.4 The Importer Received the Catalogue and Samples 9
1.3.5 The Importer Makes an Inquiry 10
1.3.6 The Seller Makes an Offer 10
1.3.7 The Importer's Counter-offer against Payment Terms 11
1.3.8 The Exporter Refuses to Accept the Importer's Counter-offer 12
1.3.9 Another Round of Counter-offer by the Importer 13
1.3.10 The Exporter Accepts the Importer's Counter-offer 13
1.3.11 Reply from the Importer 15
1.3.12 The Importer Asks for an Extension of Shipment Date 15
1.3.13 Reply from the Exporter 16
1.3.14 The Exporter Sends out Shipping Advice and Asks for Payment 16
1.3.15 The Importer Received the Shipping Advice and Makes Payment 18
1.3.16 The Exporter Airmailed the Shipping Documents 18
1.3.17 The Importer Received the Documents 19
1.3.18 The Exporter Supplements the GSP Document 19
1.3.19 The Importer Reported a Shortage and Damage 20
1.3.20 Reply from the Exporter 20
1.3.21 The Importer Explains the Reason of the Damage and Shortage 21
1.3.22 The Exporter's Reply 22
1.4 TOPICS FOR DISCUSSION 22
1.5 EXERCISES 23
1.5.1 Memorize the Following Phrases and Expressions 23
1.5.2 Fill in the Blanks with Appropriate Words 23
1.5.3 Work in Pair 24
1.5.4 Work in Group 24
1.5.5 Fill in the Invoice according to the Facts Given in the Text 24
1.5.6 Supplementary Reading 25
CASE TWO CIF BUSINESS UNDER L/C TERMS 27
2.1 BACKGROUND KNOWLEDGE 27
2.1.1 What is CIF? 27
2.1.2 What is I/C? 28
2.2 THE REIEVANT BUSINESS INFORMATION 28
2.2.1 Information of the Exporter 28
2.2.2 Information of the Importer 29
2.2.3 Information of the Product 29
2.3 EXCHANGE OF BUSINESS LETTERS 29
2.3.1 The Exporter Writes to a Potential Buyer to Promote the Sales of His Machines 29
2.3.2 Reply from the Brazilian Company 30
2.3.3 The exporter sent out a catalogue 32
2.3.4 An Enquiry from the Importer 33
2.3.5 The Exporter Presents More Details 33
2.3.6 The Importer Plans a Business Trip 35
2.3.7 The Importer Informs the Exporter of Flight Details 35
2.3.8 The Importer Makes Inquiry to the Exporter 36
2.3.9 The Exporter Makes an Offer to the Importer 36
2.3.10 First Round of Counter-offer from the Importer 37
2.3.11 The Exporter's Reply to the Importer 38
2.3.12 Another Round of Counter-offer by the Importer 39
2.3.13 Reply from the Exporter to the Importer's Counter-offer 40
2.3.14 The Importer Accepted the Exporter's Offer 41
2.3.15 The Exporter Sent out the S/C 42
2.3.16 The Importer Returns the S/C with Counter-signature 45
2.3.17 The Exporter Urges the Establishment of L/C 45
2.3.18 The Importer Informs the Exporter of the L/C 46
2.3.19 The Exporter Requests Amendment of the Letter of Credit 48
2.3.20 The Importer Agrees to Amend his L/C 49
2.3.21 The Exporter Books Space from Shipping Company 49
2.3.22 A Reply from the Shipping Company 50
2.3.23 The Exporter Accepts the Quotation of the Shipping Company 51
2.3.24 The Shipper Inquires about Insurance 51
2.3.25 A reply from the insurance company 52
2.3.26 The Exporter Accepts the Terms of the Insurance Company 53
2.3.27 The Insurance Company Agrees to Cover and Demands Payment 53
2.3.28 The Shipper Sent out the Shipping Advice 54
2.3.29 The Exporter Contacts the Importer about Discrepancies in Documents 55
2.3.30 The Importer Agrees to Make Payment 56
2.3.31 The Importer Informs the Exporter of the Arrival of the Cargo 56
2.3.32 The Exporter Plans a Trip 57
2.4 TOPICS FOR DISCUSSION 57
2.5 EXERCISES 57
2.5.1 Memorize the Following Phrases and Expressions 57
2.5.2 Fill in the Blanks with Appropriate Words 58
2.5.3 Fill in the Packing List according to the Facts Given in the Text 59
2.5.4 Work in Pair 59
2.5.5 Work in Group 59
2.5.6 Read the Following Paragraph and See What Kind of Suggestions You Can Get from Them 60
CASE THREE CFR BUSINESS UNDER D/P TERMS 63
3.1 BACKGROUND KNOWLEDGE 63
3.1.1 What is CFR? 63
3.1.2 What is D/P? 64
3.2 THE RELEVANT BUSINESS INFORMATION 64
3.2.1 Information of the Exporter 64
3.2.2 Information of the Importer 64
3.2.3 Information of the Product 65
3.3 EXCHANGE OF BUSINESS LETTERS 65
3.3.1 A Chinese Exporter Contacts an American Importer for Sales Promotion 65
3.3.2 Reply from the Importer 66
3.3.3 The Exporter Sent out the Required Documents 67
3.3.4 The Importer Acquired the Import Quota and Makes an Enquiry 68
3.3.5 The Exporter Makes an Offer 68
3.3.6 The Importer Makes a Counter-offer 69
3.3.7 The Exporter Recommends a New Item 69
3.3.8 The Importer Asks for Sample 70
3.3.9 The Exporter Sent out a Sample and the Sales Note 71
3.3.10 The Importer Negotiates about the Shipping Advice 73
3.3.11 The Exporter Accepted the Importer's Request 74
3.3.12 The Shipper Books a Container 74
3.3.13 A Reply from the Carrier 74
3.3.14 The Shipper Accepts the Carrier's Quotation 75
3.3.15 The Exporter Sent out the Shipping Advice 75
3.3.16 The Importer Covers Insurance 76
3.3.17 The Insurance Company Agrees to Cover and Demands Payment 76
3.3.18 The Exporter Transfers the Documents Through Local Bank 77
3.3.19 The Importer Refuses to Accept the Documents 77
3.3.20 The Exporter Explains the Discrepancies 78
3.3.21 The Importer Asks for a New Invoice 79
3.3.22 The Importer Makes Payment 79
3.3.23 The Importer Complains about the Quality 79
3.3.24 The Exporter Replies to the Importer's Complaint 80
3.3.25 The Importer Agrees to Keep the Shirts 81
3.4 TOPICS FOR DISCUSSION 81
3.5 EXERCISES 81
3.5.1 Fill in the Blanks with Appropriate Words 81
3.5.2 Fill in the C/O 82
3.5.3 Complete the Following Sentences 83
3.5.4 Work in Pair 83
3.5.5 Work in Group 83
3.5.6 Read the Following Paragraph and See What Kind of Inspirations You Can Get from Them 83
第二部分 进口业务函电情景实例 89
CASE FOUR CIF BUSINESS UNDER D/P TERMS 89
4.1 THE RELEVANT BUSINESS INFORMATION 89
4.1.1 Information of the Importer 89
4.1.2 Information of the Exporter 89
4.1.3 Information of the Product 89
4.2 EXCHANGE OF BUSINESS LETTERS 90
4.2.1 The Importer Enquires about the Product 90
4.2.2 The Exporter Replies to the Importer 91
4.2.3 The Importer Makes Another Enquiry 93
4.2.4 The Maker Applies for SASO Certificate 93
4.2.5 A Reply from the Bureau Veritas 93
4.2.6 The Exporter Obtained the SASO Certificate and Makes an Offer 95
4.2.7 Reply from the Jahari Company 95
4.2.8 Exporter's Reply to the Jahari Company 96
4.2.9 The Importer Negotiates with the Exporter about Payment Terms 96
4.2.10 The Exporter's Reply to the Importer's Counter-offer 97
4.2.11 The Jahari Accepts the Exporter's Offer and Prepares the Contract 97
4.2.12 Reply from the Exporter 100
4.2.13 The Jahari Company Gives Shipping Instructions 101
4.2.14 The Exporter Sent out Shipping Advice 101
4.2.15 The Importer Rejects the Documents 102
4.2.16 The Exporter Explains the Problems of His Documents 103
4.2.17 The Importer Accepted the Documents and Makes Payment 104
4.3 TOPICS FOR DISCUSSION 104
4.4 EXERCISES 104
4.4.1 Fill in the Blanks with the Given Words 104
4.4.2 Memorize the Following Phrases often Found in Orders 105
4.4.3 Fill in the Bill of Lading according to the Facts of the Text 106
4.4.4 Work in Pair 107
4.4.5 Work in Group 107
4.4.6 Read and Discuss the Ideas and the Linguistic Style 107
CASE FIVE CFR BUSINESS UNDER T/T TERMS 111
5.1 THE RELEVANT BUSINESS INFORMATION 111
5.1.1 Information of the Importer 111
5.1.2 Information of the Exporter 111
5.1.3 Information of the Product 111
5.2 EXCHANGE OF BUSINESS LETTERS 112
5.2.1 The Importer Contacts the Exporter for Product Information 112
5.2.2 The Exporter Provides Business Information 112
5.2.3 The Importer Proposes OEM 113
5.2.4 The Maker Enquires about the Details of Ningyo 114
5.2.5 Reply from Fujida 115
5.2.6 The Exporter Sent out the Sample 115
5.2.7 The Importer Gives Suggestions about the Sample 115
5.2.8 The Exporter Sent out Another Sample 116
5.2.9 The Importer Confirms the Sample and Makes Another Enquiry 116
5.2.10 The Exporter Quotes his CRF Price 117
5.2.11 The Importer's Counter-offer 117
5.2.12 The Exporter's Reply to Fujida 118
5.2.13 The Importer Increases the Order and Asks for Discount 118
5.2.14 The Exporter Accepts the Counter-offer 119
5.2.15 The Importer Mails the Copy of Patent 119
5.2.16 The Exporter Mails the Photo of Package 120
5.2.17 The Importer Places the Order 120
5.2.18 The Exporter Proposes Modifications of the Order 121
5.2.19 The Importer Agrees to the Alterations 121
5.2.20 The Exporter Sent out Shipping Advice 122
5.2.21 The Importer Covers Insurance 122
5.2.22 The Importer Takes Delivery and Makes Payment 123
5.2.23 The Importer Informs the Exporter of Quality Defect 123
5.2.24 The Exporter Tries to Settle the Claims 124
5.2.25 The Importer Accepts the Exporter's Proposal 124
5.3 TOPICS FOR DISCUSSION 124
5.4 EXERCISES 125
5.4.1 Fill in the Blanks with Appropriate Words 125
5.4.2 Translate the Following Sentences into Chinese 125
5.4.3 Work in Pair 126
5.4.4 Work in Group 126
5.4.5 Fill in the Bill of Exchange according to the Facts of the Text 127
5.4.6 Read the Paragraphs and Translate Them into Chinese 127
CASE SIX FOB BUSINESS UNDER L/C TERMS 129
6.1 THE RELEVANT BUSINESS INFORMATION 129
6.1.1 Information of the Importer 129
6.1.2 Information of the Exporter 129
6.1.3 Information of the Product 129
6.2 EXCHANGE OF BUSINESS LETTERS 130
6.2.1 Importer's Self Introduction 130
6.2.2 Reply from the Ausmines 131
6.2.3 The Importer Makes an Enquiry about the Yandicoogina Fines 134
6.2.4 The Ausmines Makes an Offer 135
6.2.5 Counter-offer by the Beijing Minmetals 136
6.2.6 Ausmines'Reply to Beijing Minmetals 136
6.2.7 The Importer Accepts the Offer 137
6.2.8 The Ausmines E-mails the Contract 137
6.2.9 The Importer Negotiates Contract Clauses with the Seller 141
6.2.10 The Exporter Airmails the Contract 141
6.2.11 The Importer's Shipping Agent Contacts the Shipping Company 141
6.2.12 The Shipping Company Offers Terms to the Shipping Agent 142
6.2.13 The Importer Accepts the Ship-owners'Offer 144
6.2.14 The Importer Opens a Letter of Credit 144
6.2.15 The Importer Applies for An Open Cover 145
6.2.16 Reply from the Insurance Company 145
6.2.17 The Importer Accepts the Terms of the Insurance Company 146
6.2.18 The Importer Urges Shipment 146
6.2.19 The Exporter Sent out a Shipping Advice 147
6.2.20 The Importer Accepts the First Installment 147
6.2.21 The Importer Claims against the Insurance Company 148
6.2.22 The Insurance Company Settles the Claim 148
6.2.23 The Shipping Company Demands Payment of Demurrage 149
6.2.24 The Importer Received the Last Installment 149
6.3 TOPICS FOR DISCUSSION 150
6.4 EXERCISES 150
6.4.1 Read the following sentences and pay attention to the underlined parts 150
6.4.2 Translate the Following Sentences into Chinese 150
6.4.3 Thinking 151
6.4.4 Work in Pair 151
6.4.5 Work in Group 151
6.4.6 Fill in the Application for L/C according to the Sales Contract in the Text 152
6.4.7 Read the Paragraph and Translate Them into Chinese 153
附录 信函参考译文 155
参考文献 205