外贸英语函电复习资料

一、介词填空（20分）

1.enter into建立

13.due to 由于 2.draw on sb.向某人开立 14.owing to 由于

3.payable by draft 凭汇票支15.involve sb. in sth. 涉及

付（货款）

某人……

4.comply with满足

16.cover the goods against 5.involve sb. In给某人带来 All Risks with the PICC 给6. assure sth. of 向某人保货物向中国人民保险公司投证什么

保一切险

7.on the high/low side 偏高/17.on FOB/CIF basis 按照偏低

离岸价/成本+保险+运费成8.under contract No.26在26交

合同项下

18.lodge a claim 9.under separate cover另封/against/with/on the insurer 另邮 for向保险公司索赔

10.For your 19.with keen interest热切 reference/information 供你20.avail oneself of 利用这方参考

次机会

11.in compliance with 按照/21.payment by L/C 信用证满足（你的愿望）

付款

12.refer sb. to sth.请某人参22.at your request按照你方考什么

要求

二、短语/句型（单选20分）

1.enclosed catalogue 所附13.mutually beneficial 互惠的目录单

互利

2.acquaint sb. Witth sth 是14.enclosed please find 随某人熟悉什么 函附上…请查收 3.inclusive of 包括

15.call/draw/invite one’s 4.out of line with 不符合 attention to 请某人注意什5.anticipate having doing 感么

谢/感激做了什么

16.have sth done 请人干什6.subject to以…为准 么事情

7.much as 尽管

17.validitity有效期 8.in reply to答复什么 18.supply sth供应/货 9.in sb’s interest 按照某人19.at a competitive price 以的利益

有竞争的价格

10.with the least possible 21.due to arrive按时到达 delay 尽快

22.confirm having done 确12.reach an agreement 达成认干某事

协议

23.accommodate sb 照顾某

23.effect insurance on the goods给货物投保

24.in duplicate一式两份 25.reduce your price by 10% 降价10%

26.in sb’s interest满足某人的利益

27.involve sb. in sth. 涉及

某人……

28.on perusal经祥阅 29.because of 因为

30.in a position to do 能够干什么

31.to our mutual benefit互惠互利

32.with the least possible delay 尽快

人

24.some catalogues and price list 一些目录单和价格单 25.by airmail航空邮寄 26.in view of鉴于

27.as contracted按照合同规定

28.covering the above goods 有关上述产品

29.instruct our bank to open L/C 指示我方开立信用证 30.unless otherwise stated除非另有说明

31.in the market for 购买什么东西

32.expedite shipment/L/C 加快运输/加快开立信用证

33.have no choice but to do 别无选择干某事

34.appreciate doing 感谢/感激干某事

35.result in 导致

36.such being the case在这种情况下

37.reinforce 加固

38.stand rough handling经得起粗暴装卸

39.be compelled to do被迫干某事

40.insure the goods up to the inland city 给货物投保到内陆城市

41.irrevocable and confirmed

L/C payable by draft at sight 不可撤销保兑的即期信用证42.extend the validity of the L/C to Dec.25th 延长信用证有效期到12月25号 43.see to it that 务必/确保

三、英汉短语互译(20分）

1.sample cuttings剪样 2.in our favor 以我方为收益人

3.non-firm offer虚盘

4.shipping advice 装运通知 5.in three equal lots 分三批均装

6.repeat order 续订单 7.survey report 检验报告 8.outer packing 外包装 9.WPA 水渍险

10.payment terms支付条款 11.open policy 预约保单 12.inspection certificate检验证

13.shipping marks 唛头 14.amend an L/C 修改信用

证

15.initial order首次订单 16.unit price 单价

17.popular goods 畅销货物 18.specific enquiry 具体询盘

19.special discount 特别折扣

20.credit enquiry资讯调查 21.资讯调查credit enquiry 22.单价unit price

23.内包装inner/sales packing

24.目的港port of destination

25.提单Bill of lading

26.分批装运Partial shipment

27.销售确认书S/C 28.装箱单Packing list

29.保险单Insurance policy 30.唛头shipping marks 31.一切险All Risks

32.信用证L/C 33.外包装outer packing

34.短重Short weight

35.商业#5@pCommercial invoice

36.装船通知shipping advice 37.分批转运Transshipment partial

39.佣金brokerage

四、英译汉（20分）

1.On the recommendation of Chambers of Commerce in Tokyo,we have learned with pleasure the name of your firm.

在东京商会的推介下，我们很高兴地获悉贵公司的名称。

2.The corporation is specialized in the expore business of electronic products,which sell well in various countries.

本公司专营电子产品,产品行销世界各地。

3.We thank you for your inquiry of July 6 and we are sending you,under separate coner,a sample of the product you requested together with our price list.

谢谢你方7月6日的询盘，我们特此另封寄出你们所要产品的样品及我方的价格表。 4.The insurance must be covered for the amount of invoice value plus 15%

保险要涉及金额为#5@p金额加15%

5.We regret to inform you that there is an obvious discrepancy between the goods shipped and the sample.

我们很遗憾的通知贵方，运来的货物明显与样品不符。

6.The responsibility for the claim should be burdened by either the carrier or the insurer,instead of us.

责任或索赔应视为承运人或保险公司,而不是我们。

7.We find both the quality and price are satisfactory and are pleased to place an order with you for the following goods.

我们对质量和价格均感满意并且很高兴向你方订购下列商品。

8.The tea is packed in plastic bags before they are put into the standard tea boxes. 茶叶先用塑料袋包装，然后放入标准的茶叶盒。

五、汉译英（10分）

1.来函收悉，得知贵方愿与我方建立业务关系，谨表谢意。

Your letter expressing the hope of establish business connection with us has been received with thanks in this particular line of business

2.我们是国营公司，专门经营桌布出口业务。我们乐于与贵公司建立业务关系。

We are a state-operated corporation specializing in the export of table-cloth business. We are glad to enter into business relationship with you.

3.我方接受该项订单，并会尽早安排发货。

We accept the order, and shall arrange delivery as soon as possible.

4.随函寄去我方地AG-01号销售确认书一式二份，请签退一份以便存档。

Enclosing please find out S/C No. AG-01 in duplicate.Please counter-sign one coy and return to us for our file.

5.请尽力加快开征，以便我们能顺利的执行订单。

Please do your utmost to expedite L/C,so that we may execute the order smoothly.

6.我方自开出信用证至今尚未收到贵方关于货物装运的任何消息。

We have not received any news from you about the shipment of the goods since the L/C was opened.

7.这是实盘，以你方11月6日前电复到此有效。

This offer is firm,subject to your cable reply reaching here before November 6

8.贵方条款令人满意，现随附订单一纸。

Your terms and condition as before satistactory and we enclose an order.

9.我方支付条件是凭保兑的、不可撤销的即期信用证付款。

Our terms of payment are by confirmed,irrevocable letter of credit by draft at sight.

10.我们高兴地告诉贵方，432号订单下的货物已于今天上午装船起运。

We are glad to inform you that the consignment under No.432has been shipped this morning.

11.欣告有意订购8000打手套，请报有关上述商品的实盘。 Pleased to place an order for 8000 dozen gloves, please report to the relevant the above commodities firm offer.

12.我方可开出信用证支付货款。

We can open the l/c the payment.

六、作文（10分）

参考P88页信1

 

第二篇：POCIB贸易函电范本

贸易函电是贸易实务中最为重要的环节之一，POCIB对函电的要求也较高，并且在评分中非常重要，会有老师定期人工批改大家的函电，请大家注意以下几点：

1、选择正确的“业务种类”，明示标题。
2、选择合适的贸易函电格式书写函电，如齐头式、缩进式、混合式等。
3、全部使用英文撰写，要求语言简洁、流畅，无语法和拼写错误。切忌在函电中使用中文。
4、尽量使用自己组织的语言书写函电，不允许直接使用百科中范例中的语句。
5、磋商内容清晰完整，包含必要的磋商要素如：品名、规格或质量要求、数量、包装、价格、付款方式、运输方式、装运时间、装运港、目的港、保险条款等。（具体可参考发盘。）
6、磋商过程中有多次议价过程或英文函电写作文采较好都能够得到相应加分。

一、建立贸易关系（ Set new business relationship ）

建立贸易关系,可以通过多种途径,比如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函,要写得诚恳、热情、礼貌、得体,并将写信人的意图清楚地叙述完整,给对方留下深刻地印象,使其愿意与你交往。

范例一:
20 July 2011
PIVOT TRADING COMPANY
M.605,HEWLETT CENTRE,54 HOI YUEN RD.KWUN TONG,KLN

Dear Sir:

We understand from your information posted on www.Pocib.com that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future.

We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website www.export.com,which includes our latest product line.

Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements.

We look forward to receiving your enquires soon.

Yours faithfully
Aaron
PNG LAND HOLDING
7TH FLOOR,FLAT C,HIGHLAND MANSION,CAUSEWAY BAY

范例二:

15 May 2011
SHAWSPENCER INTERNATIONAL PLC
VALE HOUSE, 34-38 VALE ROAD,BUSHEY HERTFORDSHIRE

Dear Sir:

Inquiries regarding our new product, the FANCY SOAP, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market that it is the best FANCY SOAP. Enclosed is our brochure.

Looking forward to receiving your enquires soon.

Yours faithfully Bart
HANS & TONY COMPANY LTD.
FLAT D,12TH FLOOR,YEUNG YIU CHUNG (NO.8) IND.BLDG.,NO.20 WANG HOI ROAD,KOWLOON BAY,KOWLOON

范例三:

25 June 2011
Nippon Life
Room 201, No. 34, Lane 125, XiKang Road.

Dear Sirs：

We have your name and address from the www.Pocib.com that you are in the market for textiles. We take this opportunity to write to you with a view to set up friend business relations with you.

We are a state-owned company dealing specially with the export of tablecloth. We are in a position to accept orders according to the customer's spmples.In the customer's spmples,request about the assorted pattern, specification and package of the needed goods can be indicated particularly.

In order to give you a gengral idea of various kinds of the table-cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference. Please let us know immediately if you are interested in our products. We will send you our price list and sample to you as soon as we receive your specific inquiry.

Looking forward to your early reply.

Yours faithfully
Kis
MEMPHIS FOR IMPORT & EXPORT
127, MASR & ALSOUDAN AT.,TOWER (C) 4TH FLOOR CAIRO

范例四:

15 May 2011
GOODSTONE CENTURY INC.
64-03,UTOPIA PKWY,FRESH MEADOWS,NY 11365

Dear Sirs：

We have obtained your address from the www.Pocib.com that you are in the market for textiles,and are now writing you for the establishment of business relations.

We are very well connected with all the major dealers here of Shoes Products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.

As to our standing, we are permitted to mention the Bank of France, Paris, as a reference.

Please let us have all necessary information regarding your products for export.

Yours faithfully
Aem
WINCDITY (AUSTRALIA) CO PTY LTD
2 GREEN GUDLY CLOSE,KEILOR DOWNS,VIC

范例五:
5 JUNE 2011
ORDTRON CANADA INC
26 FORBES CRES MDRKHAM, ON.

Gentlemen:

We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business.

We look forward to your early reply.

Yours faithfully
jill
WINNANG SKY(ASIA) LIMITED
UNIT 908, 9F,NEW EAST OCEAN CENTER,9 SCIENCE MUSEUM ROADTSIMSHATSUI EAST HANGKANG

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二、询盘 ( Inquiry )

又称询价，是交易的一方向对方探询交易条件，表示交易愿望的一种行为。询盘多由买方作出，也可由卖方作出，内容可详可略，可以是只询问价格，也可以是询问其他一项或几项交易条件，主要是商品的价格、包装、交货期、付款方式等，以致要求对方向自己作出发盘。 询盘的内容询盘应简洁、清楚、礼貌。

询盘对交易双方无约束力。

范例一:

20 March 2011
NEXTWEAR,INC.
Room 403, No.37,A street
Tianjin, China

Dear Sir or Madam:

Messrs Johns and Smith of New York inform us that are exports of all cotton bed-sheets and pillowcases. We would like you to send us details of various ranges, including sizes, colors and prices, and also samples of the different qualities of material used.

We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned.

When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Price quoted should include insurance and freight to London.

Yours faithfully
Carl
Coapaq Campany
Floor 4, 6 South Zunyi Rd., Hongqiao Friendship Shopping Mall.

范例二:

21 June 20##
NAssau MAtAr Co., Ltd
No. 272, BayA Road
NEW YORK, USA

Dear Sir:

Seeing your ad in“POCIB” we become interested in your WOMEN'S PYJAMAS. Please quote us for the supply of the items listed on the enclosed query form and give your prices C.I.F. Shanghai. It would be appreciated if you include your earliest delivery date, terms of payment, and discounts for regular purchases.

Yours faithfully
Tony Smith Groupe Auchan
Room 1403, No. 45, reer Residential Quarter, Begde District,U.S.A

范例三:

1 January 20##
Novartis Co., Ltd
P.O.BOX 21A,STRATHFIELD SOUTH NSW 2136 SYDNEY

Dear Sir:

In your letter of December 31, 2010, we got your enclosed price list and catalogue; we found that one of your goods is to our satisfaction, so we are now post its picture back to you. Would you please inform us in detail its price, terms of payment and terms of shipment? We hope you would quote us the most reasonable price. As we have a large population here, if the goods are sold well, we are sure to place regular orders with you.

Yours faithfully
David
Viacom Co., Ltd
Room 2203, No. 7 xader District.

范例四:

20 March 2011
Gentle Credit Investment Co., Ltd
91A MANDOON RD.,GIRRAWEEN 2145 NSW

Dear Sir:

We are interested in buying large quantities of HAND SAW in all sizes. We would be obliged if you would give us a quotation per kilogram CFR Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us.

We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.

We look forward to hearing from you by return E-mail.

Yours faithfully
Evan
Abey Co., Ltd
#324 KING ST.NEWTOWN

范例五:

20 March 2011
ITOCHU AUSTRALIA LTD. SYDNEY OFFICE
LEVEL 29 GROSVENOR PLACE 225 GEORGE STREET SYDNEY, N.S.W.

Dear Zhang Min:

We learn from our trading partner John & Son Corporation that you are a leading importer and exporter of Arts & Crafts in your country. We take this opportunity to approach you in the hope of establishing business relations with you and making an enquiry.

We are an importer and exporter of Arts & Crafts in Australia with more than 30 years of trading experience in this circle.

At present, we are very interested in your embroidered table cloth and should appreciate your sending us the latest illustrated catalogues and price lists.

If your prices are competitive, we will place bulk orders with you.

We look forward to receiving your early reply.

Yours sincerely,
Kenneth King
SANTONA IMPORT & EXPORT LTD.
RM.1213,12/F.,HOUSTON CENTRE,63 MODY ROAD,TSIMSHATSUI EAST,KOWLOON

范例六:

Dear Sirs:

20 May 2011
Gentle Credit Investment Co., Ltd
Room 403, No. 37, Sutang Residential Quarter, BaiShan District
Tianjin, China

We thank you for your letter of May 3 and shall be glad to enter into business relations with you.

We have seen your brochure and are interested in Green Tea Extract and Porcelain Tea Set No.TSM001. We shall be pleased if you will kindly send us samples and all the necessary information regarding these two products.

Meanwhile, please quote us the lowest price, CIF Liverpool, stating the earliest date of shipment and the minimum quantity.

Should your price be competitive and date of shipment acceptable, we intend to place a large order with you.

Your early reply will be highly appreciated.

Yours faithfully
Gavin
J. MORIYAMA HAIR DESIGN
58 UPPER MONTAGU STREET, LONDON

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三、发盘 ( Offer )

发盘函是指卖方在销售某种商品时,向买方报价、介绍商品情况。提出具体的交易条件(包括商品名称和规格、数量、价格、付款条件、交货日期、运输方式和时间、保险、商检证书的需求等等)时所写的一种外贸信函。

发盘有实盘和虚盘之分。
实盘是报盘人在规定的期限内对所提条件的肯定表示,报盘人在有限期内不得随意改变和撤回报盘内容,发盘一经买方接受,买卖立即敲定,双方就有了法律约束力的合同关系。
虚盘是报盘人所作的非承诺性表示,附有保留条件,如“以我方最后确认为准(subject to our final confirmation）”等。

发盘要包含所有的具体交易内容，尤其是实盘要全面准确。
发盘的具体内容包括：
1.价格条款， 包含币别、金额、计量单位、贸易术语等4个要素。
例如：
Unit Price :USD 59 PER PC CIF NEYAGO

2.品名，包含商品编号和名称。
注：在POCIB中一笔合同只能包含至多3个商品，而且要是同一类别的。
例如：
Product: No.25003 24K Gold Decoration

3.规格或质量要求，有两种表示方法：一是文字说明；二是以样品实物表示。
例如：
Description:24K Pure gold, Scape: 24.5CM, Flowers in diameter: 6.5CM, Leaves: 6CM, Gold Weight: 1g, Packaging: 1pc/box, 10boxes/carton
Quality: As per samples No.2662 submitted by seller on March 10, 2011.

4.数量：欲交易的或是最终合同的交易货物数量。
例如：
QUANTITY:100 PCS

5.包装：根据货物的特点明确包装方式。
例如：
Packing:1pc/box, 10boxes/carton

6.付款方式：根据交易国家和自身的情况选择适合的付款方式。
例如：
Payment: T/T AT SIGHT

7.运输方式：选择适合商品的运输方式。
例如：
Means of transport: BY AIR

8.有效期：明确该发盘的有效时间或在将来的某个时间点前截止。
例如：
This quotation is valid for 3 days.

9.装运时间：确切告知对方货物出运时间。
例如：
Shipment: Within 2 weeks of receiving L/C

10.装运港：出口国所在国家港口。
例如：
Port of Shipment: Nagoya

11.目的港：进口商所在国港口。
例如：
Port of Destination:NEWYORK

12.保险条款：在CIF/CIP情况下出口商需代理进口商保险，如若进口商在磋商中并没有提及保险条款，出口商只要投保最低险别；如若进口商有明确提出多投险种，则出口商可投保，多出的费用由进口商承担。
例如：
Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk.

13.唛头：内容繁简不一，由买卖双方根据商品特点和具体要求商定，包括-（1）收货人或买方名称字首（2）参照号码；（3）目的港（地）名称；（4）件数、批号，其作用在于使货物在装卸、运输、保管过程中容易被有关人员识别，以防错发错运。
例如：
SHIPPING MARK:
24K Gold Decoration
U.S.A
C/NO. 1-10
MADE IN JAPAN

14.商检证书的要求：进口商根据货物的特点要求出口商提供的商检证书，在POCIB中有“商检证书-品质证书”、“商检证书-健康证书”、“商检证书-植物检疫证书”和“商检证书-数量/重量证书”四种。
例如：
Documents Required:Certificate of Quality in 3 originals and 3 copies.

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范例一:

21 March 2011
Gentle Credit Investment Co., Ltd
36 DELIVERANDE ST.,OFF EL OROUBA ST., NEWYORK

Dear Sir,

Thank you for your inquiry of March 20, 2011. We are glad to receiving it and to learn of the inquiries you have had for our CANNED SWEET CORN. Our CANNED SWEET CORN is particularly suitable for everyone and during the past year we have supplied this range to dealers in several tropical countries. From many of them we have already had repeat orders, in some cases more than one.

For the quantities you mention we are pleased to quote as follows:
Product No: 01005
Product:CANNED SWEET CORN
Description:3060Gx6TINS/CTN
Unit Price :USD 5 PER CARTON CIF NEWYORK
QUANTITY:10000 CARTON S
AMOUNT:USD50000
Quality: As per samples No.MBS/006 and CBS/002 submitted by seller on March 12, 2011.
Payment: By 30 days' L/C
Packing: 1 CARTON/ CARTON
Means of transport: BY SEA
SHIPPING MARK:
CANNED SWEET CORN
U.S.A
C/NO. 1-1000
MADE IN CHINA
Shipment: Within 1 weeks of receiving L/C
Port of Shipment:SHANGHAI
Port of Destination:NEWYORK
Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk.
Documents Required:Certificate of Quality,Certificate of Quantity/Weight,Health Certificate and Certificate of phytosanitary all in 3 originals and 3 copies

This quotation is valid for 3 days.

We feel you may be interested in some of our other products and enclose descriptive booklets for use with your customer.

We are looking forward to receiving your order.

Yours truly
Elton
MAP ADVERTISING LTD.
Room 403, No. 37, Sutang Residential Quarter, BaiShan District shanghai, China
FM: 44-79-34895676
TO: 86-21-64568932

范例二:

29 March 2011
MUTIK INC.
3170 POLARIS AVE.UNIT 43,LAS VEGAS NEVADA 89102

Dear Mr. JIM:

We thank you for your email enquiry for both groundnuts and Walnut meat CIF Copenhagen dated February, 21.

In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CIF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft.

Please note that we have quoted our most favorable price and are unable to entertain any counter offer.

As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply.

Sincerely
Curitis BOMBONIERES FROM THE HEART P.O.BOX 21A,STRATHFIELD SOUTH NSW 2136 SYDNEY

范例三:

25 March 2011
Gentle Credit Investment Co., Ltd
LEVEL 4,6-8 UNDERWOOD STREET,SYDNEY,NSW 2000

Dear Mr. Boris:

We thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.

We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs.

If we can be of any further help, please feel free to let us know. Customers' inquiries are always met with our careful attention.

Sincerely,
Drew
SUNSHINE (FAR EAST) LIMITED(
1107 PENINSULA CENTRE 67 MODY ROAD EAST TST. KOWLOON

范例四:

25 March 2011
ALCHIN LONG HARDWARE LTD.
A720 NEW WORLD APARTMENTS 24,SALISBURY RD.,NEWYORK

Dear Sir or Madam,

Thank you for your E-mail expressing your interest in our products.

With more than 4 years' experience of dealing with products of this kind, we have obtained a leading position in the trade and our sales volume has been increasing steadily each year. Therefore, we are confident that our cooperation will bring considerable profits to you.

As requested, we quote you our price as follows:

Product No:25003
Product: 24K Gold Decoration
Description: 24K Pure gold, Scape: 24.5CM, Flowers in diameter: 6.5CM, Leaves: 6CM, Gold Weight: 1g, Packaging: 1pc/box, 10boxes/carton
Unit Price :USD 59 PER PC CIF NEYAGO
QUANTITY:100 PCS
AMOUNT:USD5900
Quality: As per samples No.2662 submitted by seller on March 10, 2011.
Payment: TT AT SIGHT
Packing: 10 PCS/ CARTON
Means of transport: BY AIR
SHIPPING MARK:
24K Gold Decoration
U.S.A
C/NO. 1-10
MADE IN JAPAN
Shipment: Within THREE DAYS
Port of Shipment: Nagoya
Port of Destination:NEWYORK
Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk.
Documents Required:Certificate of Quality in 3 originals and 3 copies

This quotation is valid for 3 days.

In addition, we have airmailed to you our latest catalogue. If any of the items arise your interest, please let us know.

Your early reply is awaited.

Yours faithfully,
Yaqing Industrial Products Imp. & Exp. Corporation
UNIT 1,5/F.,WAH YIU IND.CENTRE,30-32 AU PUI WAN ST.,JAPAN.

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四、还盘（ Counter offer ）

买方收到卖方的报盘后,如果不接受或者不能完全接受其交易条件,可以针对价格、支付方式。装运期等主要条件进行修改和提出不同的建议。这种修改称为还盘。

还盘实际上是受盘人以发盘人的地位发出的一个新盘，原发盘人成为新盘的受盘人。还盘又是受盘人对发盘的拒绝，发盘因对方还盘而失效，原发盘人不再受其约束。还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。

范例一:

12 June 2011
UNIVERSAL TRUMPS (H.K.) CO.,LTD.
RM.708-709,7/F,INTERNATIONAL TRADE CENTRE,11-19,SHA TSUI ROAD,TSUEN WAN,N.T.

Dear Sir or Madam:

We acknowledge receipt of both your offer of May 6 and the samples of Men's Shirts, and thank you for these.

While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply.

We have also to point out that the Men's Shirts are available in our market from several European manufacturers; all of them are at prices from 10% to 15% below the price you quoted.

Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. As our order would be worth around US$50,000, you may think it worthwhile to make a concession.

We are looking forward to your reply,

Sincerely,
Felix
J. MORIYAMA HAIR DESIGN
58 UPPER MONTAGU STREET, LONDON

范例二:

25 June 2011
COSMOPACK
33 EL OBOUR BLD.NASR CITY-CAIRO

Dear Sir or Madam:

We confirm having received your telex No.LT/531 of May 17, asking us to make a 10% reduction in our price for Men's Shirts. Much to our regret, we are unable to comply with your request because we have given you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.

We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.

Sincerely,
Gene
NEW WORLD TRADING CO.PTY.LTD.
61-563,SOMERVILLE ROAD,WEST SUNSHINE,VIC.

范例三:

5 May 2011
CENTRECORE INTERNATIONAL LTD.
84 Kaiping Road
Los Angeles,USA

Dear Sir or Madam:

We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.

Yours faithfully
LUCIA
SHERIF A.EL-WAHAB CO
HEGHZ TOWER TOMEHE SQUARE NO.5 MANSOURA

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五、接受（Acceptance）

接受是交易的一方完全同意对方的报盘或还盘的全部内容所作的肯定表示。一经接受，交易即告成立，买卖双方分别承担自己的义务。

范例一:

12 July 2011
ALCHIN LONG HARDWARE LTD.
A720 NEW WORLD APARTMENTS 24,SALISBURY RD.

Dear Sir or Madam,

We accept your counteroffer of July 7th and are pleased to confirm having concluded the transaction of the captioned goods with you. Our factory has informed us that they can.

For the quantities you mention we are pleased to quote as follows:
Product No: 10004
Product: PERFUME
Description: PACKING: 1BOTTLE/BOX, 250BOTTLES/CARTON
Unit Price :USD 50 PER BOTTLE CIF NEWYORK
QUANTITY:1000 BOTTLE S
AMOUNT:USD50000
Quality: As per samples No.dds/006 and CBS/0322 submitted by seller on March 5, 2011.
Payment: By 15 days' L/C
Packing: 250 BOTTLE S /CARTON
Means of transport: BY SEA
SHIPPING MARK:
CANNED SWEET CORN
U.S.A
C/NO. 1-4
MADE IN CHINA
Shipment: Within 1 weeks of receiving L/C
Port of Shipment:SHANGHAI
Port of Destination:NEWYORK
Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk.

We are now enclosing here with our Sales Contract No.37G4521 in duplicate. Please countersign and return us one copy for records. We appreciate your cooperation and trust that our products will turn out to your satisfaction.

Deep
AUSTIN PANG GLOVES MFG.(USA) CORP.
11937 WOODRUFF AVE.,DOWNEY CA 90241

范例二：

25 June 2011
GRACE UNION INTERNATIONAL LTD.
ROOM NO.18-19,3 FLOOR,BLOCK B,HI-TECH INDUSTRIAL CENTRE,NO.491-501 CASTLE PEAK ROAD

Dear Sirs:

Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.

Sincerely
AITAULLAH KELAR
EAST & WEST CO.,ENGLAND

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六、装运通知 ( Shipping Advice )

出口商向进口商发出货物已于某月某日或将于某月某日装运某船的通知。装运通知的作用在方便买方购买保险或准备提货手续，其内容通常包括货名、装运数量、船名、装船日期、信用证号码等，这项通知，大多以电报方式为之，然也有用航邮方式的。装运通知的作用在方便买方保险、准备提货手续或转售；出口商作此项通知时，有时尚附上或另行寄上货运单据副本，以便进口商明了装货内容，并防货运单据正本迟到时，可及时办理担保提货。

在装运货物后，按照国际贸易的习惯作法，发货人应立即（一般在装船后3天内）发送装运通知给买方或其指定的人，从而方便买方办理保险和安排接货等事宜。如卖方未及时发送上述装船通知给买方而使其不能及时办理保险或接货，卖方就应负责赔偿买方由此而引起的 一切损害及／或损失。

在POCIB中，货物出运后，卖方应及时发邮件告知买方，方法是在“业务联系”中新建一封邮件，业务种类选择“装运通知”。

范例一：

SHIPPING ADVICE

FROM:SUNSHINE TOY CORP.
221/18 SUNSHINE BUILDING,SHANGHAI ,CHINA

TO: WEILI INT’L TRADING CORP.
DATE:AFTER 2011.3.22
RE:INVOICE NO:SUNJA 20110322

WE HEREBY INFORM YOU THAT THE GOODS UNDER THE ABOVE MENTIONED INVOICE HAVE BEEN SHIPPED.THE DETAILS OF THE SHIPPMENT ARE AS FOLLOWS:

Product No: 17001
Product: BEDSHEET
Description: 6 OZ OF ORGANIC COTTON, SIZE: 250*250CM, PACKING: 1PCS/PASTIC BAG,100PCS/CARTON
Unit Price :USD 9 PER PC CIF NEWYORK
QUANTITY:10000 PC S
AMOUNT:USD90000
Quality: As per samples 8455 and 7ty58 submitted by seller on March 22, 2011.
Payment: By 15 days' L/C
Pa cking: 100PCS/CARTON
Means of transport: BY SEA
SHIPPING MARK:
BEDSHEET
U.S.A
C/NO. 1-100
MADE IN CHINA
Port of Shipment:SHANGHAI
Port of Destination:NEWYORK
DATE OF SHIPPMENT:MAR.22.2011
VESSEL’S NAME:CMA CGM NEPTVNE V.485W
B/L NO:CGLSHA 0303088NA
ETD（Expected Time of Delivery）:MAR.30.2011
ETA（Estimated Time of Arrival）:April 10, 2011

Turcy
SUNSHINE TOY CORP.

范例二：

SHIPPING ADVICE

FROM:SHANGHAI MEIHUA BALL PEN CO.LTD
3601 MEIHUA ROAD,SHANGHAI,CHINA

TO:LINKMAX INTERNATIONAL COMPANY
ROOM:324/F HANG SAM HOUSE KING TIN COURT SHATIN ,HONGKONG
DATE:20110125
RE:L/C NO:16441688<<BR>>

WE HEREBY INFORM YOU THAT THE GOODS UNDER THE ABOVE MENTIONED INVOICE HAVE BEEN SHIPPED.THE DETAILS OF THE SHIPPMENT ARE AS FOLLOWS:

Product No: 23001
Product: RAW SUGAR
Description: Net Weight: 50KG, Quality Grade: Premium, Packed in PP woven bag
Unit Price :USD 500 PER mt CIF NEWYORK
QUANTITY:10mt
AMOUNT:USD5000
Quality: As per samples 7555 and 7238 submitted by seller on JAN 3, 2011.
Payment: By 30 days' L/C
Packing: 0.05MT/ BAG
Means of transport: BY SEA
SHIPPING MARK:
RAW SUGAR
U.S.A
C/NO. 1-200
MADE IN CHINA
Port of Shipment:SHANGHAI
Port of Destination:NEWYORK
DATE OF SHIPPMENT:jan.10.2011
VESSEL’S NAME: DANVBHVM/S009
B/L NO: CGLSHA 0303011NA
Expected Time of Delivery:110110
Estimated Time of Arrival: 110118

LULI
SHANGHAI MEZHVA BALL BEN CO.LTD

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七、指定运输公司

按FOB成交时，虽然由卖方负责订舱出运，但卖方需在合同规定的装运港和规定的期限内将货物装上买方指派的船只，为了保障货物的顺利交接，买方一般会指定一家船公司或货运代理公司，并告知卖方。

在POCIB中，FOB方式下，买方需在合同订立后、卖方订舱前发邮件告知卖方货运公司名称，方法是在“业务联系”中新建一封邮件，业务种类选择“指定运输公司”。

范例一：

20 March 2011
Gentle Credit Investment Co., Ltd
Room 403, No. 37, Sutang Residential Quarter, BaiShan District
Tianjin, China

Dear Madam,

We write to inform you the shipping company we choice.

As the title says,we choose the INTERNATIONAL TRANSPORTATION CO.,LTD. to be our shipping company.

We await your further reply.

Yours truly BALL
WING LEE SOURCING LTD.UK OFFICE
THE STABLES, DELAMERE HOUSE, GREAT WYMONDLEY, HITCHIN, HERTFORDSHIRE

812058260@qq.com

10 APR., 2012

.

Dear Sir or Madam,

We own your name and address from the www.Pocib.com that you are in the market for textiles.

It would be most helpful if you can supply any information in this regard.

We are willing to establish into business relations with you on the basis of equality and mutual benefits.

Our company is in line of the import of BAMBOO BOWL.

As to our standing, we are permitted to mention FAR EASTERN BANK as a reference.

B/r,

RUSSIAN VERA TRADING CO., LTD.

NO. 27, NEVSKY PROSPECT, ST. PETERSBURG, RUSSIA