一，实训目的

通过大量的案例、实例，系统的了解外贸业务活动中各种商务英语的格式与结构、写作特点、专业术语、常用专业词汇、相关句型和常见表达方式等，通过实例，能举一反三，学以致用，从而提高外贸英语水平，熟练掌握外贸业务中常用的英语基本术语、表达技巧与技能。

二、实训内容

DEAR SIRS,

     HAVING HAD YOUR NAME AND ADDRESS FROM THE COMMERCIAL COUNSELLOR’S OFFICE OF OUR EMBASSY IN SINGAPORE,WE AVAIL OURSELVES OF THIS OPPORTUNITY TO WRITE TO YOU AND SEE IF WE CAN ESTABLISH BUSINESS RELATIONS WITH YOU.

     WE ARE EXPORTERS OF LONG-STANDING AND HIGH REPUTATION, ENGAGED IN EXPORTATION OF WATER PUMP.WE ARE WILL TO ENTER INTO BUSINESS RELATIONS WITH YOUR FIRM ON THE BASIS OF EQUALITY,MUTUAL BENEFIT AND EXCHANGING WHAT ONE HAS FOR WHAT ONE NEEDS.

IN ORDER TO GIVE YOU SOME IDEA OF VARIOUS QUALITITES OF WATER PUMP WE CARRY,WE PLEASURE IN FORWARDING YOU BY AIRMAIL ONE CATALOGUE AND A FEW SAMPLE BOOKS FOR YOUR PERUSAL.

WE LOOK FORWARD TO RECEIVING YOUR EARLY INQUIRIES.

                                                      FAITHFULLY YOURS,

                                                         COMPANY 4.4

DEAR SIRS,

   WE ARE GLAD TO LEARN FROM YOUR LETTER OF 11^TH,OCT,AS ONE OF THE LEADING DEALER IN SINGAPORE,WE HAVE OVER 20 YEARS’ EXPERIENCE IN THIS PARTICULAR LINE OF BUSINESS.

   AT PRESENT, WE ARE THINKING OF GETTING A SUPPLY OF WATER PUMP (NO. G44d). PLEASE SEND US YOUR BEST OFFER CIF SINGAPORE INDICATING QUANTITY AND EARLIEST TIME OF SHIPMENT.

   LOOKING FORWARD TO YOUR EARLY REPLY.

                                             YOURS FAITHFULLY,

                                                 COMPANY 4.6

  

DEAR SIRS,

WE THANK YOU FOR YOUR LETTER OF 12TH OCT, INQUIRY FOR WATER PUMP (NO. G44d).

AT YOUR REQUEST, WE TAKE PLEASURE IN MAKING YOU FOLOOWING OFFER, SUBJECT TO YOUR FINAL CONFIRMATION:

COMMODITY: WATER PUMP (NO. G44d)

QUANTITY: AT LEAST 1 BATCH,   1BATCH=500 SET

PRICE: AT US$1, 500,000 PER BATCH CIF SINGAPORE

PAYMENT: BY L/C AT SIGHT TO BE OPENED THROUGH A BANK TO BE APPROVED BY THE SELLER.

SHIPMENT: ONE MONTH AFTER RECEIPT OF L/C.

WE WILL KEEP OUR OFFER FIRM TO THE END OF THIS MONTH.YOUR EARLY DECISION IS NECESSARY.WE ARE CONFIDENT THAT YOU CAN DO SOME PROFITABLE BUSINESS.

    WE LOOK FORWARD TO YOUR EARLY REPLY.

                                                                                                                 YOURS FAITHFULLY,

                                                                                                                    COMPANY 4.4

 

 DEAR SIRS,

RE WATER PUMP

   WE NOTE FROM YOUR LETTER DATED 13^TH, OCT THAT THE PRICE QUOTED BY US FOR THE SUBJECT MATERIAL IS FOUND TO BE ONE THE HIGH SIDE.

   IN REPLY,WE VERY MUCH REGRET TO STATE THAT THE PRICE YOU OFFER IS NOT IN LINE WITH THE PRECAILING MARKET.WE KNOW CLEARLY THAT THE QUALITY OF YOUR PRODUCTS IS SLIGHTLY BETTER BUT THE DIFFERENCE IN PRICE SHOULD NOT BE SO BIG.

   TO STEP UO THE TRADE, WE COUNTEROFFER AS FOLLOWS, SUBJECT TO YOUR CONFIRMATION REACHING US BEFORE THE END OF THIS MONTH:

   AT US$1, 200,000 PER BATCH CIF SINGAPORE, OTHER TERMS AS PER YOURR LETTER OF 13^TH, OCT.

  IT IS IN VIEW OF OUR LONG-STANDING BUSINESS RELATIONSHIP THAT WE MAKE YOU SHCH A COUNTER-OFFER.AS THE MARKET IS DECLINING,WE HOPE YOU WILL CONSIDER OUR COUNTER-OFFER MOST FAVOURABLE.

                                          YOURS FAITHFULLY,

                                            COMPANY 4.6

DEAR SIRS,

    FROM YOUR LETTER OF OCT 14^TH, WE ARE DISAPPOINTED AT LEARNING THAT YOU ARE UNABLE TO ACCEPT OUR OFFER BECAUSE THE PRICE IS TOO HIGH.

   MUCH AS WE WOULD LIKE TO DO MORE BUSINESS WITH YOU IN EXPANDING OUR SALES. THIS IS OUR ROCK BOTTOM  PRICE , WE CAN’T MAKE ANY FUTHER REDUCTION. WE APPRECIATE YOUR COUNTEROFFER, THE MARKET IS FIRM WITH AN UPWARD TENDENCY, SO WE FIND IT TOO LOW TO ACCEPT.

    HOWEVER, WE WILL KEEP YOUR INQUIRY UNTIL YOUR COMFIRMATION. WE HOPE TO LEARN FROM YOU SO AS TO COME TO TERMS.

                                             YOURS FAITHFULLY,

                                                                                                                             COMPANY 4.4

 

DEAR SIRS,

    WE HAVE RECEICED YOUR LETTER OF OCT,15^TH AND REGRET THAT OUR COUNTEROFFER WAS REFUSED.

    AS YOUR PRODUCT IS VERY MUCH APPRECIATED TO OUR LOCAL CUSTOMERS AND THERE’S A HIGH DEMAND AT OUR MARKET,WE AGREE TO ACCEPT YOUR OFFER:

AT US$1, 500,000 PER BATCH CIF SINGAPORE

    IT IS ONLY IN VIEW  OF OUR LONG-STANDING BUSINESS RELATIONSHIP THAT WE ACCEPT YOUR OFFER AND WE TRUST THIS MARKS THE BEGINNING OF OUR FORMAL BUSINESS RELATIONSHIP. PLEASE SEND THE CONTRACT TO US AS SOON AS POSSIBLE.

BEST REGARD.

YOURS FAITHFULLY,

                                            COMPANY 4.6

DEAR SIRS,

       WE THANK YOU FOR YOUR LETTER OF OCT,16^TH. AS SOON AS WE HEAR FROM YOUR VALID LETTER OF CREDIT, WE WILL SEND YOU THE CONTRACT, SO THAT THE GOODS CAN BE READY FOR SHIPMENT AS REQUESTED.

WE  LOOK FORWARD TO RECEIVING YOUR FAVOURABLE REPLY SOON.

                                               YOURS FAITHFULLY,

                                                    COMPANY 4.4

 

DEAR SIRS,

      WE ARE IN RECEIPT OF YOUR LETTER OF THE 17^TH, INFORMING US OF THE ESTABLISHMENT OF YOUR L/C NO.A-893 AGAINST OUR S/C NO.90-US1064. THE L/C IN QUESTION HAS JUST COME TO HAND. HOWEVER, WE REGRET TO HAVE FOUND THAT THERE ARE CERTAIN CLAUSE WHICH DO NOT CONFORM TO THOSE OF THE CONTRACT. HERE BY WE LIST THE DISCREPANCIES FOR YOUR ATTENTION.

1)  PLEASE INSERT THE WORD”ABOUT”BEFORE THE QUANTITY AND AMOUNT IN YOUR L/C AS IT IS IMPOSSIBLE FOR US TO SHIP THE GOODS IN THE EXACT QUANTITY AS CONTRACTED.

2)  TO EXTEND THE TIME OF SHIPMENT TO THE END OF JANUARY,2011.

WE SUPPOSE THAT THE ABOVE MISTAKES ARE CLEERICAL AND HOPE YOU WILL MAKE THE NECESSARY AMENDMENNTS IMMEDIATELY BY FAX SO THAT WE CAN SHIP THE GOODS IN TIME.

YOUR PROMOPT ATTENTION TO THE ABOVE WILL BE APPRECIATED.

YOURS FAITHFULLY,

                                                    COMPANY 4.4

DEAR SIRS,

      WE ACKNOWLEDGE RECEIPTT OF YOUR LETTER DATED THE 19^TH OCT. IN ORDER TO ELIMINATE POSSIBLE FUTURE TROUBLE,WE WOULD LIKE TO MAKE CLEAR BEFOREHAND OUR PACKING REQUIREMENTS AS FOLLOWS.

THE PUMP UNDER THE CAPTIONED CONTRACT WILL BE  PACKED IN INTERNATIONAL STANDARD PUMP BOXES AND STENCIL THE SHIPPING MARK ON THE OUTER PACKING.ENCLOSING THE ABOVE SALES CONTRACT IN DUPLICATE BUT AND PLEASE FIND ONE SET OF SHIPPING DOCUMENTS COVERING THIS CONSIGHMENT, WHICH CONTAINS:

1.  ONE NON-NEGOTIABLE COPY OF B/L

2.  COMMERCIAL INVOICE IN DUPLICATE

3.  ONE COPY OF CERTIFICATE OF QUALITY

4.  WEIGHT MEMO IN DUPLICATE

5.  ONE COPY OF INSURANCE POLICY

WE HOPE THE CONSIGHMENT ARRIVES IN GOOD ORDER AND GIVES YOU COMPLETE SATISFACTION.

YOURS FAITHFULLY,

                                                    COMPANY 4.4

DEAR SIRS,

     IN REPLY TO YOUR LETTER OF 21TH OCT,ENQUIRING ABOUT THE INSURANCE ON OUR CIF OFFER FOR PUMP MADE  TO  YOU, WE WISH TO GIVE YOU THE FOLLOWING INFORMATION.

FOR TRANSACTIONS CONCLUDED ON CIF BASIS, WE USUALLY EFFECT INSURANCCE WITH THE PEOPLE’S INSURANCE COMPANY FOR CHINA AGAINST ALL RISKS AS PER OCEAN MARINE CARGO CLAUSES OF THE PEOPLE’S INSURANCE COMPANY OF CHINA, DATED 1^ST JANUARY,1981.

WE ARE ALSO IN A POOSITION TO INSURE THE SHIPMENT AGAINST ANY ADDITIONAL RISKS IF YOU SO DESIRE, AND THE EXTRA PREMIUM IS  TO BE BORNE BY YOU. IN THIS CASE, WE SHALL SEND YOU THE PREMIUM RECEIPT ISSUED BY THE RELATIVE UNDERWRITER.

USUALLY,THE AMOUNT INSURED IS 110% OF THE TOTAL INVOICE VALUE. HOWEVER,IF A HIGHER PERCENTAGE IS REQUIRED, WE MAY DO ACCORDINGLY BUT YOU HAVE TO BEAR THE EXTRA PREMIUM AS WELL.

WE HOPE OUR ABOVE INFORMATION WILL PROVIDE YOU WITH ALL INFORMATION YOU WISH TO KNOW AND WE ARE LOOKING FORWARD TO RECEIVING YOUR ORDER.

YOURS FAITHFULLY,

                                                   COMPANY 4.4

DEAR SIRS,

   WE ACKNOWLEDGE RECEIPT OF YOUR LETTER OF 11 JAN,2011 COMPLAINING ABOUT THE DELAYED SHIPMENT.

   THE GOODS ARE IN FACT STILL WITH THE  FORWARDER. WE ASSURE YOU THAT YOUR ORDER HAS BEEN ATTENDED TO IN STRICT ROTATION, AND THE FORWARDERS HAVE BEEN INSTRUCTED TO TREAT YOUR SHIPMENT WITH ABSOLUTE PRIORITY. FURTHERMORE, WE ARE GIVEN TO UNDERSTAND THATT DISPATCH WILL BE EFECTED ON THE S.S. MAY FLOWER,DUE TO ARRIVE AT SINGAPORE ON JAN 25^TH.

 WE GREATLY REGRET THE ANNOYANCE CAUSEED BY THE DELAYED DELIVERY OF YOUR ORDER. WE COULD PUT FORWARD SOME EXCUSE,BUT WE REFRAIN FROM DOING SO BECCAUSE OUR MISTAKE IS NOT PARDONABLE.

YOURS FAITHFULLY,

                                                    COMPANY 4.4

三、实训内容的总结、体会和感受

为期一周的外贸英语实训，每天的课程够安排的非常充实，无论是老师还是学生都是按部就班，老师的细心，耐心，专心指导，同学们表现出来的对知识的渴望和积极汲取，师生配合得相当默契，课堂气氛也相当融洽。

      通过这次实训，我又重温了《外贸英语函电》一书中的相关知识内容，根据《外贸函电》课程的性质及学习目的与要求，《外贸函电》是一门实践操作性很强的课程。也就是说，要达到正确拟写外贸业务信函的目的，仅有理论是远远不够的，必须学习大量外贸实务中有一定代表信的信函。更重要的是通过学习信例，熟悉大量外贸业务中各个环节中常用语，包括词汇、短语、句型以及习惯表达方式等等，再通过一定量的练习，对常用语进行操练运用，从而达到掌握并熟练使用的目的。此外，就同一业务环节选择具有代表性的信函进行系统性的学习，正确理解其内容，体会它们的语言风格和写作技巧，对同一意思而不同意思而不同表达方式所收到的效果进行比较，我们学习外贸函电就能从量变到质变了。

练习掌握《外贸函电》是一门模仿性、实践性、操作性都很强的课程，不通过练习实践，很难加深认识，巩固所学知识。只有进行大量的有针对性的反复操练，尤其是外贸业务各个环节设计特定情景进行反复操作，进行大量填空、填词、选择题、句子翻译和中译英信件的翻译等各种类型的练习，我们才能熟练掌握运用外贸业务这些常用的句型、词汇和短语以达到能够正确翻译并能拟写同类信函的目的。

总之，这一次的实训，让我了解到的不仅是一些理论知识的重要性，同时，作为一名外贸函电的从业人员更应该具有胆大细心，诚信智慧等品质，往往一个小错误，小细节将影响一笔很大的业务收入，甚至是企业和自己的发展前途