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　　《外经贸英语函电（第二版）》共14章，涉及建立业务关系、询盘、发盘、还盘、订单执行、装运等外贸业务的各个环节。每章按函电实例、注释和练习的体例编著。书信选用了简洁现代的范例，纳入贸易常用字词、短语、术语；注释对重要词汇和语法点进行了详细的解释并补充了更多的例句，可以进一步丰富词汇量；练习的题型丰富多样，可以帮助读者巩固每章所学的知识点。

《外经贸英语函电（第二版）》附录部分包括了常用商务术语、主要货币名称、主要港口名称和经贸常用缩略语。

Contents

前言

再版说明

UNIT 1 ESTABLISHMENT OF BUSINESS RELATIONS 1

1. Establishment of Business Relations 1

2. Requesting for Introducing Business Partners 2

3. Introducing Business Partners 2

4. Introducing New Products 3

5. Online Letter on Establishing Business Relations 3

6. Reply to the Wish for Purchasing Products 4

7. Online Making a self-introduction 4

8. Online Buying Offer 5

UNIT 2 INQUIRIES AND REPLIES 18

1. Making an Inquiry After Reading an Advertisement 18

2. Reply to Customers Interested in the Displayed Products 18

3. Sending a Price List 19

4. Asking for the Catalogue and samples 19

5. Reply to the Above Inquiry 20

6. Recommending a substitute for the Discontinued Item 21

7. Asking for Quotations 21

8. Reply to an Inquiry 22

9. Looking for Prospective Buyers 22

UNIT 3 OFFERS AND COUNTER-OFFERS 33

1. Giving a Price Cut 33

2. Recommending the Buyer to Purchase the Offered Item 34

3. Offering a Discount for Regular Customers 34

4. Declining an Offer 35

5. Declining the Buyer's Request for Better Terms 35

6. Making a CounterGoffer 36

7. Making a CounterGoffer 36

8. Declining a CounterGoffer 37

9. Asking about a Requote 38

10. Accepting the Buyer's Bid 38

UNIT 4 ORDERS AND FULFILLMENT OF ORDERS 48

1. Placing a Trial Order 48

2. Enclosing an Order Form 48

3. Placing an Order 49

4. Declining an Order 49

5. Accepting an Order and Asking for Three Months Notice 50

6. Confirming a Repeat Order 50

7. Confirming an order 51

8. Offering a substitute 51

9. Offering Final Confirmation of Order and shipping Dates 52

UNIT 5 SALES PROMOTION 63

1. Introduction of Goods 63

2. Offering a Discount 63

3. A Promotion Letter 64

4. Comparison of Goods 65

5. Recommendation of a substitute 65

6. Announcing New Payment Terms 66

7. Announcing New services to Existing Customers 67

8. Announcing sales Promotion 67

UNIT 6 TERMS OF PAYMENT 79

1. Introduction of Terms of Payment 79

2. Urging Establishment of L/C 80

3. Advice of Establishment of L/C 80

4. Asking for Amendment to L/C 81

5. Asking for Extension of L/C 81

6. Reminding Payment is Due 82

7. Deadline for Payment 82

8. Requesting for D/A Payment 83

9. Notifying the Invoice Error 83

UNIT 7 PACKING 94

1. About Inner Packing 94

2. Buyers Requirements for Packing and Marking 94

3. Advising buyers of Packing and shipping Marks 95

4. Packing for Ready-made Garments 96

5. Information of Packing 96

6. Claiming for Poor Packing 97

7. Complaining About Packing 97

UNIT 8 INSURANCE 109

1. Asking for Insurance Arrangement 109

2. Reply to an Insurance Application 109

3. Clarification of Insurance Terms 110

4. Application for Insurance 111

5. Informing Insurance Rate 111

6. Asking for Compensation 112

7. Recovery of Claim for shortlanding of 20 Dozen Toys 112

8. Requesting Open Cover Insurance 113

UNIT 9 SHIPMENT 123

1. Urging shipment 123

2. Reply to Advancing shipment 124

3. Chasing Progress of a shipment 124

4. Requesting Early shipment 125

5. Shipping Advice 125

6. Trying to ship as Directed 126

7. Shipping Instructions 127

8. Describing a Container service 127

UNIT 10 COMPLAINTS，CLAIMS AND ADJUSTMENTS 140

1. Complaining about the Damage to 50 Cases of Ground-nuts 140

2. Apologizing for the Damage to the shipment 140

3. Complaining about Wrong Delivery of the Ordered Items 141

4. Accepting a Complaint 142

5. Complaining about Inferior Quality 142

6. Reply to the Claim on Inferior Quality 143

7. Complaining about short Delivery 143

8. Reply to the Complaint about short Delivery 144

9. Refusal to Accept the Complaint 145

UNIT 11 AGENCY 156

1. Applying for sole Agency 156

2. Agreeing to Appoint a sole Agent 156

3. Declining the Request for Acting as an Agent 157

4. Online looking for Health Product Agents 158

5. Reply to the Online Looking for Agents 159

6. Request for Confirming sales Representative Agreement 159

7. Request for Amendments to the sales Representative Agreement 160

8. An Exclusive Agency Agreement 160

UNIT 12 SOCIAL LETTERS 174

1. Letters of Invitation 174

2. Replies to invitations 175

3. Letter of Thanks 175

4. Notification of a Visit 176

5. Notification of Relocation 177

6. Acknowledgement of Partner's Contribution 177

7. Seasonal Greetings 178

8. Invitation for Luncheon 178

9. Congratulation Letter 178

10. Letter of Apology 179

11. Letter of Explanation 179

UNIT 13 OTHER TRADE APPROACHES 189

1. Leasing Terms 189

2. Rental and Cash Deposit 189

3. Accept a Tender 190

4. Decline a Bid 191

5. Processing Trade 191

6. Reply to an Inquiry 192

7. Correspondence Pertaining to Cooperation within the Framework of Consortium Agreement 192

8. Invitation to Bid 193

9. Assembling with supplied Parts and

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UNIT 1 ESTABLISHMENT OF BUSINESS

　　RELATIONS

　　建立业务关系

　　Correspondence

　　1.Esta6tistiment of Business Retations

　　Dear Mr.Scahill，

　　The Commercial Counselor's Office in this city has advised us of your name and address. We understand that your business scope coincides with ours.

　　We are one of the leading exporters of chemicals in Shanghai and have enjoyed an excellent reputation through fifty years' business experience. We are pleased to establish business relations with you.

　　In order to give you a general idea of our products， we are airmailing you separately a copy of our latest catalogue for your reference. Please advise if you are interested in any of the items. We shall be glad to send you quotations and samples upon receipt of your specific inquiries.

　　We are looking forward to your early and favorable reply.

　　Yours sincerely，

　　2. Requesting for Introducing Business Partners

　　Dear Sirs，

　　We have specialized in the export of silk products for ten years， and are planning to expand our market in your country. Would you please introduce us to some of the most reliable importers of this line?

　　On our part we can offer silk products with an international reputation， which are already being sold in many countries in Europe. Our banker is Industrial and Commercial Bank of China， Jiangsu Branch， which can give you information about our character and finances.

　　We look forward to your early reply.

　　Yours faithfully，

　　3. Introducing Business Partners

　　Dear Mr. Hubbard，

　　We thank you for your letter of July 15. We are pleased to recommend the following firms:

　　1) Name: Grand &. Sons Trading Co.， Ltd.

　　Address: 13 Hills Road， Cambridge， UK

　　2) Name: Victor Trading Corporation

　　Address: 2 Farman Street， Manchester， UK

　　3) Name: Brown &. Co.

　　Address: 25 St. Mary's Road， London， UK

　　These concerns are reliable and enjoy a good reputation for many years. However， we are unable to assume responsibility for them. As to their standing， we advise you to write direct to them for desired information.

　　We hope our reply will be helpful and of service to you， and if we may be of assistance to you in some other way， please write us.

　　Yours sincerely，

　　4. Introducing New Products

　　Dear Mr. O'Brien，

　　As you are no doubt aware， the International Trade Show will take place in October， and we expect that you will be going along to have a look at the latest models.

　　You are interested in economy buys and value for money， and we would therefore ask you to have a good hard look at our new model， GS-1800. This car has fullautomatic transmission at a price half that paid for similar cars on the market.

　　Your customers are certain to be very interested in these new cars， and we can assure you that export orders will be delivered by the end of this year.

　　Yours truly，

　　5. Ontine Letter on cEsta6tistiing Business Retations

　　Dear Sir or Madam，

　　We are Inter Foreign Trade Co. based in the City Kayseri in Turkey. We are a full service consulting company which specializes in importlexport brokering. Our office is committed to expanding international trade between Turkey and other nations abroad. Our goal is to help manufacturers， exporters， distributors and service providers to expand their products and services on international markets through our cooperation and support for the profit of our both companies.

　　At present， we are looking for experienced producers& exporters of child car safety seats， who can supply them of high quality by competitive prices.

　　Will you please send me your price offer based on CIF Mersin Port with all technical details of your products asap to my e-mail address. Wait for good newsfrom you soon.

　　Wish you all the best.

　　Yours sincerely，

　　Yavuz Urgil

　　6. Repty to the Wisti for Purchasing Products

　　Dear Mr. Urgil，

　　Having read your message written on Alibaba website， we are pleased to introduce ourselves to you. Hapbaby Co.， Ltd. is a specialized manufacturer of a wide range of children's products. Our products have received CE， Non-toxicity and 3C certification. With a continuous professional service， high quality products and punctual deliveries， our company has a strong competitive advantage in both domestic and overseas market.

　　Enclosed is our latest quotation list， which offers you detailed information about our products. lf you are interested in any of our products， please feel free to contact us. We are looking forward to forming successful business relationships with you in the near future.

　　Yours Faithfully，

　　Xin Lee

　　Sales Manager

　　7. Online Making a Self-introduction

　　Dear Sir or Madam，

　　It is a great pleasure to introduce ourselves to your company with our sincerely intention to start a business relationship.

　　GreenEx International Commerce Ltd.is an enterprise dedicated to different a

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可作为高等院校经济贸易类专业的本科高年级学生、硕士研究生及MBA的教材，也可作为非经济贸易类专业学生、对外经贸业务人员、各类涉外企业人员及相关人员

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书籍介绍

《外经贸英语函电(第2版)》共14章，涉及建立业务关系、询盘、发盘、还盘、订单执行、装运等外贸业务的各个环节。每章按函电实例、注释和练习的体例编著。书信选用了简洁现代的范例，纳入贸易常用字词、短语、术语；注释对重要词汇和语法点进行了详细的解释并补充了更多的例句，可以进一步丰富词汇量；练习的题型丰富多样，可以帮助读者巩固每章所学的知识点。《外经贸英语函电(第2版)》附录部分包括了常用商务术语、主要货币名称、主要港口名称和经贸常用缩略语。

《外经贸英语函电(第2版)》可作为高等院校经济贸易类专业的本科高年级学生、硕士研究生及MBA的教材，也可作为非经济贸易类专业学生、对外经贸业务人员、各类涉外企业人员及相关人员的参考用书。