综合技能训练《外贸英语函电》课件.PPT

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1、综合技能训练交易情景一工作任务：加拿大时装贸易有限公司(CANADIANFASHIONTRADECO.),LTD是南京先科纺织服装有限公司（NANJINGXIANKETEXTILEGARMENTCO,LTD）业务员Victor在参加2011年秋季广交会上结识的客户，该客户对先科公司生产的全棉运动上衣很感兴趣。2011年11月5日，Victor回公司后给加拿大的一家银行写信，调查该公司的资信，结果是该客户资信良好。以南京先科纺织服装有限公司外贸业务员Victor的名义写一封与加拿大客户建立业务关系的信函。要求如下：（1）如何获得对方公司的联系方式及相关信息。（2）简单介绍自己的公司，并将产品目录

2、和报价单寄给对方参考。（3）希望能与对方建立业务关系，并希望能得到对方的早日答复。交易情景一参考范文：DearSirorMadam,Subject:ToEstablishBusinessRelationsWehavelearnedyournameandaddressfromGuangzhouCommodityTradeFaironNov.3,2010.Atthattime,youshowgreatinterestinourcottonblazers.Wearenowwritingtoyouwithaviewofenteringintobusinessrelationswithyou.Ourco

3、mpanywasestablishedin1992.Wespecializeinallkindsofgarments,suchascottonblazers.Wearebothmanufacturesandexportersofgarments.Ourproductscommandalargemarketaroundtheworld,suchasAmerica,CanadaandJapan.Thequalityofourcottonblazersissuperiorandthepriceisalsofavorable.Theenclosedisourcataloguesandprospectu

4、sesforyourreference.Inordertogiveyouageneralideaofourproducts,wewillsendyouourpriceandsamplesassoonaswereceiveyourspecificinquiry.Wearelookingforwardtoreceivingyourearlyreply.Yoursfaithfully,Victor交易情景二Inquiry工作任务一11月9日，加拿大时装贸易有限公司的业务员Ellen对Victor11月8日来信进行回复，恢复内容如下：感谢Victor的来信。表示在广交会上对型号为BJ123的全棉运动上

5、衣很感兴趣，希望邮寄样品一件。希望对方能尽快回信。工作任务二在收到CANADIANFASHIONTRADECO.,LTD公司的询盘后，Victor按照对方的要求把一件型号为BJ123的全棉运动上衣邮寄过去了，并告知对方已按要求将样品寄出，请查收，并希望尽早收到对方的回信。Ellen收到样品后，进行了回复。请以Ellen的名义按以下相关信息写一封复函。对寄来样品表示感谢，并表示对样品较满意。要求Victor对型号为BJ123的全棉运动上衣报含3%佣金在内的CIF到蒙特利尔的美元价格。如果报价合理并且具有竞争力，将会很快大批订货。交易情景二Inquiry参考范文(1)DearVictor,Than

6、kyouforyourletterofNovember8,2010,andweareverypleasedtoestablishbusinessrelationswithyou.Asyouknow,wehavebeenengagedformanyyearsinthelineofgarments,andweareoneofthebiggestimportersinNorthAmericawithanimportvalueformorethan10milliondollarsperyear.Weareinterestedinimportingcottonblazers,especiallyyour

7、cottonblazers,StyleNo.BJ123,butweneedtohavefurtherdetailsbeforemakingafinaldecision.Wedliketohaveyoursamplesfirst.Ifyourproductsaresatisfactory,wearepleasedtoplaceanorderwithyou.Wearelookingforwardtoyourfavorablereply.Yoursfaithfully,Ellen交易情景二Inquiry参考范文(2)DearVictor,Weareinreceiptofyoursampleswith

8、manythanks.Wearesatisfiedwiththem.ItwouldbehighlyappreciatedifyoucouldquoteusyourbestpriceinUSDperpieceonCIFMontrealincluding3%commissiononyourcottonblazers,StyleNo.BJ123.Ifyourquotationisreallyreasonableandcompetitive,wewillsoonplacealargeorderwithyou.Meanwhile,pleaseinformusothertermsoftransaction

9、suchaspaymentterm,packageandinsurance.Wearelookingforwardtoreceivingyourimmediatereply.Yourssincerely,EllenOffer工作任务11月19日，在收到Ellen的询盘后，Victor经过对产品的报价核算，向CANADIANFASHIONTRADECO.,LTD公司进行报价，同时告知了包装、支付方式、保险、装运时间等相关贸易情况。发盘具体资料：品名：型号为BJ123的全棉运动上衣尺码：小码、中码和大码。单价：每件20.5美元，CIFC3%蒙特利尔.数量：6000件，各尺码均为2000件。包装：每

10、10件装入一个不透明的塑料袋，每10个塑料袋装入一个双层瓦楞纸箱。付款方式：以卖方为受益人的不可撤销跟单即期信用证。交货期：收到相关信用证后60天之内。保险：由卖方投保。发盘以对方11月26日之前的复到为准。同时督促对方尽早下订单。Offer参考范文November19,2010DearEllen,WethankyouforyourenquiryofNovember18,2010.Asyourequest,wearemakingyouafirmofferasfollows:Nameofcommodity:Cottonblazer,StyleNo.BJ123Size:S,MandLequally

11、assortedUnitprice:USD20.5perpieceCIFC3%MontrealQuantity:6,000pieces,2,000piecesforeachsizePacking:10piecespackedinanopaqueplasticbag,10boxestoadouble-layercorrugatedcartonTermsofpayment:ByirrevocabledocumentaryL/CinthesellersfavoratsightDelivery:Within60daysafterreceiptofthecoveringL/CInsurance:Tobe

12、coveredbythesellerThisofferissubjecttoyourreplyreachingusbefore6p.m.November26,ourtime.Wetrustyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.Yoursfaithfully,VictorCounter-offer工作任务一Ellen收到Victor的发盘函后，要对其进行回复。请以Ellen的名义写一封针对Victor发盘的回函，具体要求如下：表示已经收到对方的发盘函，并致谢意。很遗憾地告诉Victor,你方客户

13、认为他们的价格偏高。虽然Victor方产品的质量很好，但是价格不应该比其他供应商高出10%，因此进行还盘。还盘内容如下：单价为每件18.45美元，CIFC3%蒙特利尔。希望对方尽快回复。工作任务二Victor收到加拿大客户Ellen的还盘后，经过认真核算，觉得不能接受对方的还价，因为自己的报价已经是很优惠，但是考虑到如果能做成这笔订单，双方合作愉快的话，那将会带来更多的订单，会给公司带来更大的利益，所以Victor仍期望与对方成交，于是他按照公司销售部的惯例，提出如果对方的订单超过10000件，就同意降价5%。Counter-offer参考范文（参考范文（1）November20,2010De

14、arVictor,Thankyouforyourofferof6000piecesofcottonblazersatUSD20.5perpieceCIFC3%MONTREAL.Weregrettoinformyouthatourendusersfindyourpriceonthehighside.Asyouknow,thepriceofcottonblazershasgonedownsincelastyear.Somecountriesareactuallyloweringtheirprices.Itisnodoubtthatthereisakeencompetitioninthemarket

15、.Wedonotdenythatyourproductsareattractive,butthedifferenceinpriceshould,innocase,beasbigas10%.Tostepuptrade,weonbehalfofourendusersmakecounter-offerasfollows:6000piecesofcottonblazers,atUSD18.45perpieceCIFC3%MONTREAL.Wehopethatyouwilltakeourcounter-offerseriouslyintoconsiderationandreplyassoonasposs

16、ible.Yoursfaithfully,EllenCounter-offer参考范文（参考范文（2）November21,2010DearEllen,WeareinreceiptofyourletterofNovember20,whichrequesteda10%discount.Weregrettoinformyouthatyourcounter-offerisnotinkeepingwiththecurrentmarketandwecannotacceptit.Webelieveourpricesarequitefavorableandcompetitive.Itisimpossible

17、thatanyothersuppliercanlowerthanusiftheirproductsareasgoodasoursinquality.Tobefrankwithyou,ifitwasnotforthefuturerelations,wewouldntconsideracceptingyourprice.Inordertoassistyoutocompetewithdealersinthemarket,letsmeeteachotherhalfway.Wehavedecidedtoreducethepriceby5%,ifyourorderreaches10000piecesato

18、netime,thatistosay,thepriceisUSD19.48perpieceCIFC3%MONTREAL.ItssubjecttoyourreplyarrivingherebeforeNovember30,2010.Yourearlyreplywillbemuchappreciated.Yourssincerely,VictorPacking工作任务一Ellen所在的公司由于急需这批货物，经过分析，Ellen决定接受Victor的报价，但不同意Victor所提出的包装标准。请以Ellen的名义写一封针对Victor发盘中有关包装要求的信函，具体要求如下：表示已经收到对方的还盘函，

19、并示感谢。同意对方的报价，但不同意包装条件。提出包装的建议及原因：成衣的外包装由原来的双层瓦楞纸箱改成三层瓦楞纸箱，因为Ellen认为双层的瓦楞纸箱在海运过程中不够牢固，要求内包装采用透明的塑料袋包装，不要用原来有颜色的不透明的塑料袋包装。希望对方尽快回复。工作任务二Victor收到加拿大客户Ellen有关包装的还盘后，进行回复，认为：我公司采用的双层瓦楞纸箱被大多数海外客户接受，纸箱内有塑料膜做里衬，纸箱外用塑料带加固。以上这些包装方式有助于防潮。如果Ellen的公司坚持要求用三层瓦楞纸箱，我公司也可采用，但是额外的包装费用要由进口商承担。（3）希望对方尽早回复。Packing参考范文（参考

20、范文（1）November22,2010DearVictor,ThankyouforyourletterofNovember19,2010statingyourideasonhowtopackthecottonblazerstobeexportedtous.However,wecouldntacceptyourarrangement.Inordertoshipthegoodssafelyonthesea,wewouldliketoofferoursuggestiononpackingasfollows:(1)Becausethedouble-layercorrugatedcartonisnot

21、solidenoughduringthelongoceanfreight,wehopetheouterpackingispackedwithtriple-layercorrugatedcartoninsteadofdouble-layercorrugatedcarton.(2)Wepreferthetransparentplasticbagsusedastheinnerpackingtoopaqueplasticbags.Yourearlyconfirmationonourpackingsolutionishighlyappreciated.Yoursfaithfully,EllenPacki

22、ng参考范文（参考范文（2）November23,2010DearEllen,Withreferencetoyourproposalofthree-layercorrugatedpaperboxpacking,wefullyunderstandyourreasonsforsuchachange.Butoutpackingwiththedouble-layercorrugatedpaperboxisacceptedbymostofouroverseascustomers,andwewillusetheplasticfilmasthelininginthecarton,whichisfastene

23、dwithplastictape.Thiskindofpackingcontributestomoistureproof.Ifyouinsistonyourproposal,wecanaccept.Buttheadditionalpackagingcostswillbebornebytheimporter.Wearelookingforwardtoyourconfirmation.Yourssincerely,VictorInsurance工作任务一Ellen收到Victor的回信后，表示同意承担额外的包装费用；同时指出由于此次投保货物货值较大，因此希望卖方按照货款金额的120%投保一切险和罢

24、工险，由此产生的额外保险费用由进口商承担。请你以Ellen的名义写一封对保险条款要求的信函。工作任务二Victor收到加拿大客户Ellen有关保险条款的要求后，表示同意对方的要求。请你以Victor的名义写一封回函。Insurance参考范文（参考范文（1）November24,2010DearVictor,Weacknowledgethereceiptofyourletterregardingthetermsofpacking.Afternegotiationinourcompany,wefinallyagreetobeartheadditionalpackagingcosts.Meanwh

25、ile,wewouldliketosaythegoodsinsuredwereinagreatamountofvalue.Wouldyoupleasecoverthisconsignment,onbehalfofus,againstAllRisksandStrikeRiskfor120%oftheinvoicevalue?Theextrapremiumis,ofcourse,forouraccount.Wearelookingforwardtoreceivingyourfavorablereplyearly.Yourssincerely,EllenInsurance参考范文（参考范文（2）No

26、vember25,2010DearEllen,Thisistoacknowledgethereceiptofyourletterinformingusofyournewrequirementaboutinsuranceclause.WearewillingtoacceptyourrequestandwillinsuretheconsignmentagainstAllRisksandSTRfor120%oftheinvoicevalue.Wehopewecouldserveyourcompanytoyoursatisfaction.Yourssincerely,VictorConclusiono

27、fBusiness工作任务一Ellen收到Victor的回信后，对Victor一方的合作表示感谢，因此决定与Victor所在公司进行合作。请以Ellen的名义，写一封对前面谈论的条款表示接受的信函，要求如下：已收到Victor11月25日的来信，并对其合作表示感谢。准备将订单的数量增加到10000件，价格为每件19.48美元；外包装改用三层瓦楞纸箱，内包装采用透明的塑料袋包装；保险由卖方按照货款金额的120%投保一切险和罢工险，由此产生的额外保险费用由进口商承担；其他条款同11月19日信件内容。希望尽快达成一致并拟定外销合同。ConclusionofBusiness工作任务二Victor收到加

28、拿大客户Ellen的接收函后，对其条款表示同意。请你以Victor的名义写一封签订合同的信函，要求如下：感谢对方下订单。随函附上外销合同一式两份，要求对方会签后寄回一份供存档。希望对方尽快开立相关信用证。工作任务三Ellen收到Victor的合同之后，按照要求进行会签。请你以Ellen的名义，写一封简单的会签函，表明：感谢对方的来信。合同已会签，并寄回一份。希望双方按合同履约，合作愉快。ConclusionofBusiness参考范文（参考范文（1）November26,2010DearVictor,WearegladtoreceiveyourletterofNovember25,2010,a

29、ndthankyouforyourcooperationonthisnegotiation.Becausewearereallydesirousofenteringintobusinessrelationswithyou,wewouldliketoacceptyourterms.Thatis,thequantityshouldbeaddedto10000pieces,andthepriceperpieceshouldbeUSD19.48.Outerpackingispackedwithtriple-layercorrugatedcartonandusethetransparentplastic

30、bagsastheinnerpacking.Abouttheinsurance,pleasecoverthisconsignment,onbehalfofus,againstAllRisksandStrikeRiskfor120%oftheinvoicevalueandtheextrapremiumisforouraccount.OthertermswillbeasperyourletterofNovember19.WearepleasedtohavetransactedthisinitialbusinesswithyouandhopeyoucandrawuptheSalesContracta

31、ssoonaspossible.Yourssincerely,EllenConclusionofBusiness参考范文（参考范文（2）November27,2010DearEllen,ThankyouforyourletterofNovember26,2010,confirmingtheorderof10000piecesofcottonblazers.WeencloseourS/CNo.C-CB08induplicate.Pleasesignandreturnonecopyforourfile.Weassureyouthatwewilltryourbesttoexecutethecontr

32、actstrictlyaccordingtotheS/Cstipulations.Andwehopethegoodswillturnouttobesatisfactoryinyourmarket.PleaseopentherelativeL/Cinourfavorimmediatelysothatwecanarrangeshipmentintime.Yourssincerely,VictorConclusionofBusiness参考范文（参考范文（3）November28,2010DearVictor,WehavereceivedyourletterofNovember27,2010,tog

33、etherwiththeS/CNo.CCB08withmanythanks.Attachedpleasefindonecounter-signedcopyreturnedforyourfile.WewilldulyinstructourbanktoopentherelativeL/C.Pleasemakesurethatthegoodswillbereadforshipmentinduecourseandkeepusinformedofyourexecutionofthiscontract.Wehopethisfirsttransactionwillturnouttoourmutualsati

34、sfactionandfacilitateourfuturecooperation.Yourssincerely,EllenPaymentandL/C工作任务一Victor等了半个多月，一直没有收到Ellen一方已开立信用证的通知，也没有收到相关的信用证，请以Victor的名义写一封催促Ellen尽快开立信用证的信函，要求如下：感谢对方及时寄回会签的合同。我方已开始按合同准备了货物，请及时开立信用证并通知我方。希望双方按合同履约。工作任务二Ellen收到Victor的信函后对没有及时去申请开立信用证表示抱歉,并立即按照合同规定,去银行申请开立了信用证。请你以Ellen的名义，写一封已开出信用证

35、的通知函给Victor,要求如下：通知Victor金额为194800美元的10000件全棉运动上衣C-CB08号合同项下的第FT100号信用证已经由加拿大皇家银行渥太华分行开出。该信用证有效期至2011年2月15日。近几日内你方将会收到信用证。希望早日安排装运。PaymentandL/C工作任务三Victor收到信用证后，通过仔细审核发现有几处与销售合同不一致，请你以Victor的名义写一封要求Ellen方修改信用证的信函，要求修改的地方如下：出口公司名称有误。信用证总金额不足。销售合同中货物数量和金额允许的范围是5%，但信用证中没有这一项。销售合同中允许转运，但信用证中注明不可转运。装运港是

36、上海。PaymentandL/C参考范文（参考范文（1）December14,2010DearEllen,ThankyouforyoursendingCounter-signedSalesContracttimely.Needlesstosaythatasabuyer,youareresponsibleforapplyingforanL/C,butmuchtoourdisappointmentwehavenothadanynewsfromyouhalfamonthpastsincewehavesignedtheSalesContract.Wehavebeenalreadytomanufactu

37、rethegoodsaccordingtotheSalesContractforquitesometime.WehopeyoucanopentherelevantL/Cintimetoensurethefulfillmentofthecontract,orwecannotensuretomakedeliveryontime.PleaseopenyourL/Cimmediatelyandexecutethecontractstrictly.Yourpromptattentiontothismatterwillbeappreciated.Yourstruly,VictorPaymentandL/C

38、参考范文（参考范文（2）December17,2010DearVictor,Re:10000PiecesofCottonBlazersUndertheSalesContractNo.C-CB08WearesorryfornottoopentherelativeL/Contime.ButnowwearegladtoinformyouthatL/CNo.FT100about10000piecesofCottonBlazersundertheSalesContractNo.C-CB08hasbeenopenedthroughtheRoyalBankofCanada,OTTAWABranchforan

39、amountofUSD194,800andisvaliduntilFeb.15,2011.YouwillreceivetheaboveL/Cwithinafewdays.Uponreceiptoftheabove-mentionedL/C,pleasearrangeshipmentimmediatelyasperthecontracteddate.Yourssincerely,EllenPaymentandL/C工作任务一Victor等了半个多月，一直没有收到Ellen一方已开立信用证的通知，也没有收到相关的信用证，请以Victor的名义写一封催促Ellen尽快开立信用证的信函，要求如下：感谢

40、对方及时寄回会签的合同。我方已开始按合同准备了货物，请及时开立信用证并通知我方。希望双方按合同履约。工作任务二Ellen收到Victor的信函后对没有及时去申请开立信用证表示抱歉,并立即按照合同规定,去银行申请开立了信用证。请你以Ellen的名义，写一封已开出信用证的通知函给Victor,要求如下：通知Victor金额为194800美元的10000件全棉运动上衣C-CB08号合同项下的第FT100号信用证已经由加拿大皇家银行渥太华分行开出。该信用证有效期至2011年2月15日。近几日内你方将会收到信用证。希望早日安排装运。PaymentandL/C工作任务三Victor收到信用证后，通过仔细审

41、核发现有几处与销售合同不一致，请你以Victor的名义写一封要求Ellen方修改信用证的信函，要求修改的地方如下：出口公司名称有误。信用证总金额不足。销售合同中货物数量和金额允许的范围是5%，但信用证中没有这一项。销售合同中允许转运，但信用证中注明不可转运。装运港是上海。PaymentandL/C参考范文（参考范文（1）December14,2010DearEllen,ThankyouforyoursendingCounter-signedSalesContracttimely.Needlesstosaythatasabuyer,youareresponsibleforapplyingfora

42、nL/C,butmuchtoourdisappointmentwehavenothadanynewsfromyouhalfamonthpastsincewehavesignedtheSalesContract.WehavebeenalreadytomanufacturethegoodsaccordingtotheSalesContractforquitesometime.WehopeyoucanopentherelevantL/Cintimetoensurethefulfillmentofthecontract,orwecannotensuretomakedeliveryontime.Plea

43、seopenyourL/Cimmediatelyandexecutethecontractstrictly.Yourpromptattentiontothismatterwillbeappreciated.Yourstruly,VictorPaymentandL/C参考范文（参考范文（2）December17,2010DearVictor,Re:10000PiecesofCottonBlazersUndertheSalesContractNo.C-CB08WearesorryfornottoopentherelativeL/Contime.Butnowwearegladtoinformyout

44、hatL/CNo.FT100about10000piecesofCottonBlazersundertheSalesContractNo.C-CB08hasbeenopenedthroughtheRoyalBankofCanada,OTTAWABranchforanamountofUSD194,800andisvaliduntilFeb.15,2011.YouwillreceivetheaboveL/Cwithinafewdays.Uponreceiptoftheabove-mentionedL/C,pleasearrangeshipmentimmediatelyasperthecontrac

45、teddate.Yourssincerely,EllenPaymentandL/C参考范文（参考范文（3）December20,2010DearEllen,WewishtoacknowledgereceiptoftheL/CNo.FT100fortheamountofUSD194,800coveringourSalesContractNo.C-CB08.Buttoourregret,wefindthatthefollowingfivepointsdonotconformtothecontract:Thecorrectnameofthebeneficiaryis“NANJINGSICOTEXTI

46、LEGARMENTCO.,LTD.”TheamountofL/Cisinsufficient.PleaseincreasetheamountofL/CtoUSD194,800.Thereisno“moreorlessclause”inL/C.Thetransshipmenttermis“allowed”not“prohibited.”Theportofloadingshouldbe“Shanghai”insteadof“Nanjing.”Thankyouforyourkindcooperation.PleaseseetoitthatL/Camendmentshouldreachusnotlat

47、erthanJan.1,2011,failingwhichweshallnotbeabletoarrangeshipmentintime.Wearelookingforwardtoyourearlyreply.Yourssincerely,VictorShipment工作任务一到2011年2月时，加拿大市场对全棉运动上衣需求较旺盛，可Ellen还未收到Victor的装运通知，因此写信督促Victor方能尽快装运，并且提醒Victor离合同规定最晚装运时间不多了，延迟装运导致的损失将由对方赔偿，希望能尽快装运，并对其合作表示感谢。工作任务二Victor方收到Ellen的信后，加紧了生产的步伐，终

48、于在修改好信用证后一个月完成了生产任务，办好了相关的手序准备装运。请你以Victor的名义写一封装船通知的信函给Ellen，要求如下：告知Ellen货物已经装上了“和平号”船，于2月15号由上海开往蒙特利尔，大约将于3月10日到达目的港。附上这批货物的装运单据一套，包括提单3份、商业发票、装箱单、保险单及原产地证各一份。希望船只能够及时到达目的港。Shipment参考范文（参考范文（1）February10,2011DearVictor,AsregardsourContractNo.C-CB08for10,000piecesofCottonBlazers,wesentyouanirrevoca

49、bleL/Caboutonemonthago.However,wehavenotreceivedanyinformationfromyourcompanyaboutitsshipment.Asthesalesseasonisrapidlyapproachingandthedemandatourendisheavy,anydelayinshipmentwillinvolveusinnosmalldifficulty.Ifthegoodscannotbeonthemarketontimetocaterfortheend-userssatisfaction,everyeffortwemadebefo

50、reismeaningless.Wehavetodrawyourattentionthatanylossescausedbyshipmentdelayshouldbecompensatedaccordingtothestipulationsinthecontract.Whatyoushoulddourgentlyatpresentistodoyourutmosttodispatchthegoodsinquestionwithoutdelay.Thankyouinadvanceforyourcooperation.Yourstruly,EllenShipment参考范文（参考范文（2）Febru