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1、Practice for order1.Situational practice 你公司收到对方公司报价及样品，对样品质量感到满意并随函附寄订单。希望12月31日前装运，提出60天付款交单方式并希望确认。你公司经理请你就有关情况写一封信。（感谢来信，愿意订货；说明装运日期和付款方式；希望确认）,Dear Sirs, Thank you for your quotation of March 15 and the samples of mens shirts. We appreciate the quality of the items and are pleased to enclose ou
2、r Order No.456 for sizes listed in your quotation. We learn that you are able to supply the above mentioned goods from stock and hope you will deliver the goods before May 20. We wish to effect payment by D/P 60 days. Please let us have your confirmation at your earliest convenience. Yours faithfull
3、y,2.Complete the following in EnglishAs we are badly in need of the foods, _ (请尽快安排装运）We are enclosing _ (我方第LY0239号订单）We trust _ (你们会按要求开立有关信用证）We thank you for _(你方10月15日关于“海尔”牌电冰箱的订单）As our stock is limited,_(请立即寄你方订单）,Sending a Sales ContractSituation: 你所在公司接受了买方关于XX牌电视机订单112号，请写信并随函寄送销售合同一式三份。同
4、时要求买方立即开立信用证并保证收到信用证后及时装运。步骤：1、接受订单并寄合同2、希望立即开立信用证并保证收到后及时装运。3、结束语,Dear Sirs, Re: Your Order No.112 We have accepted your Order No.112 for 1000TCL Brand TVs and are sending you our Sales Contract No.112 in triplicate. Please sign and return one copy to us for file. We believe that you will open a le
5、tter of credit in our favor covering the above-mentioned goods immediately. Meanwhile, please rest assured that we shall effect shipment with no delay upon receipt of the letter of credit. We await your answer. Yours faithfully,敬启者： 谢谢你们8月4日来函，我们很高兴接受你方对男式衬衫的还盘。 但请注意，我们之所以接受你方的要求是因为我们希望以次获得你方未来的大量订单
6、。 现寄去我们的销售确认书一式两份，请签退其中一份以供我方存档。 谨上,Dear Sirs, Thank you for your letter of 4th August. We are pleased to accept your counteroffer for Mens Shirts. But please note it is only because we hope to obtain your future substantial orders that we accept your requirements. We are enclosing our Sales Confirm
7、ation in duplicate, please countersign and return one copy for our files as soon as possible. Yours faithfully,Recommendation of a Substitute 敬启者： 很高兴受到你方11月18日来函，询问我方可否供应6024号商品。但是，很遗憾地告知，由于订单接踵而至，所说商品无货供应。 为满足你方需要，现推荐一种优良的替代品。在质量上，它和所询购商品一样好，但价格要低25%。他在亚洲已很畅销，我们确信，他也会在贵国受到欢迎。 随函附寄我们的出口价格和交易条件的细节。带
8、插图的目录和销售资料另邮寄出。 希望受到你方订单，请放心我方将即给予理。 商祺,Dear Sirs, We are delighted to receive your letter of November 18 asking whether we can supply you with Art. No.6024. however, we regret t o tell you that the said article is not available owing to the rush of orders. In order to meet your demand, we would rec
9、ommend an excellent substitute. It is as good as the inquired article in quality, but the price is 25% lower. It has already found a ready market in Asia. We are dead sure it will meet with warm reception in your country as well.,Full details of our export prices and terms of business are enclosed w
10、ith this letter. Our illustrated catalogues and sales literature are being sent by separate post. You may be sure of our immediate attention to your order, which we look forward to receiving. Sincerely yours.,Contents of a Sales Contract,Contents of a Sales Contract,1. Title =合同名称及其编号。 2. Preamble序文
11、：包括签约日期、地点、当事人名称、地址及其法律地位 。 3. Name of Commodity商品名称。 4. Quality Clause 品质条款：包括约定品质的决定方式及其时间和地点。 5. Quantity Clause数量条款：包括约定数量单位、交付数量的决定时间和地点，以及溢短装数量的解决办法等。,6. Price Clause 价格条款：包括价格种类、结构、使用货币计算单位以及币值或价格变动风险的归宿等。 7. Packing Clause 包装条款“包括包装的方式、方法、包装的材料以及唛头等。 8. Delivery Clause 交货期：包括交货时间、地点、交货方式、交货通
12、知等。 9. Payment Clause支付条款：包括支付方式、支付工具以及支付时间等。,Insurance Clause保险条款：包括由何方保险、投保险别、金额与货币约定保险人等。 Inspection Clause 检验条款：包括项目、检验时间与地点、检验机构、检验方法,检验效力及其费用的负担等 。 Claim Clause索赔条款：包括索赔的期限及其通知方法，应提出的证明文件，索赔货物和付款的关系，以及解决索赔的基本原则。 Arbitration Clause 仲裁条款：包括范围、地点、仲裁机构及其费用的负担等。,Force Majeure Clause 不可抗力条款：包括不可抗力事故
13、的原因、通知时间和方法、应提出的文件，以及免责事项等。 Breach and Cancellation of Contract Clause 违约及解除契约权条款：包括违约的处理方法，解约事由和解约后的赔偿等。 Miscellaneous Clause 其他条款：依据契约的性质和具体情况，可以包括进出口许可证条款、税捐条款、通知条款、唯一合同条款，以及合同能否转让及其条件等条款。,填制合同练习：,卖方：北京轻工业进出口公司,买方：纽约贸易公司,商品名称：永久牌自行车,规格：MB28 型,单价：CIF纽约每辆70美元,数量：1000辆,总值：70 000 美元,包装：木箱装,装运期：2005年1
14、2月31日前自中国港口至纽约，允许分批装运和装船,付款条件：凭不可撤销即期信用证付款，于装运期前一个月开到卖方，并与上述装运期后15天内在中国议付有效,保险：由卖方根据中国人民保险公司1981年1月1日中国保险条款按发票金额的110% 投保一切险和战争险,合同号码： AC 4789,填制合同练习：,Fill in a Contract in English,Contract No.,Sellers:,Buyers:,This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree
15、to buy and the Sellers agree to sell the undermentioned commodity according to the terms and conditions stipulated below:,Commodity:,Specifications:,Quantity:,AC4789,Beijing light Industrial Imp. & Exp. Corporation,General Trading Company, New York,“Forever “ Brand Bicycles,Model MB28,1 000 Bicycles
16、,Unit Price:,Total Value:,Packing:,Insurance:,Time of Shipment:,Port of Shipment:,Port of Destination:,At US$70 each CIF New York,US&70 000(Say Us Dollars Seven Thousand Only),In wooden cases,To be covered by the sellers for 110% of the invoice value against All Risks and War Risk as per CIC dated 1
17、st January, 1981.,To be effected not later than 31st December,allowing part shipment and transhipment.,China Port,New York,Done and signed in on this day of , 2005.,Terms of Payment:,Shipping Marks:,At Sellers Option,By irrevocable L/C at sight to reach the Sellers a month prior to the time of shipm
18、ent and remain valid for negotiation in China until the 15th day after the final date of shipment.,Beijing,11th,Practice Lessons,II. Translate the following into English:,We shall book a trial order with you, provided you will give us a 5% commission.,We have booked your Order No.168 for bed sheets
19、and pillow-cases and are sending our Sales Confirmation No. BP-201 in duplicate.,假如能给5%的佣金，我方将向你方试订一批货。,我方已接受你方床单枕套的第168号订单。兹寄上第BP-200 销售确认书一式两份。,兹随函附上试订单一份。如果质量合乎要求，我方近期内将寄订单。如能及时处理此订单将不胜感激。,We enclose a trial order. If the quality is up to our expectation, we shall send further order in the near f
20、uture. Your prompt attention to this will be appreciated.,你方订单正在迅速处理，而且尽可信赖我方将会在规定的时间内发运。,Your order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit.,We wish to refer to the recent exchange of cables and are pleases to confirm having concl
21、uded with you a transaction of 50 tons of canned crabmeat.,兹参阅近日往来电报并高兴地确认与你方达成了一笔50吨蟹肉罐头的交易。,We are pleased to have transacted the initial business with your firm and look forward to the further expansion of trade to our mutual benefit.,很高兴与你方达成首笔交易，盼望以后能进一步发展双方互利的贸易。,We have succeeded in putting t
22、hrough the deal of five hundred tons of canned mushroom.,The price you quoted being found workable, we have cabled you our acceptance.,我们成功地达成了500吨蘑菇罐头的交易。,我们认为你所报价格可行，因此已去电表示接受。,We have cabled our confirmation of your order and you are requested to open the L/C as soon as possible.,Please accept ou
23、r offer and confirm the above-mentioned terms immediately.,我方已去电接受你方订单，望尽快开立信用证。,请立即接受我方报盘并确认上述条款。,兹高兴地确认按照下列条款买进你方29英寸东芝彩色电视机2000台： 2000台29英寸东芝彩色电视机， 大连成本、保险家运费价每台美元，木箱装，每箱装4台。收到信用证一周内，从横滨运至大连。请特别注意货物的包装，以免货物在运输途中受损。 我们现在正在洽办开信用证，在接到你方确认书后，即可开出以你方为受益人的信用证。 谨上，2006年8月20日,III. Translate the following
24、 letter into English:,Aug.20,2006Dear Sirs,We are pleased to confirm having purchased from you 2000 sets of Toshiba Color TV 29 inches under the following terms and conditions:2000 sets of Toshiba Color TV 29 inches, at US$ CIF Dalian, packed in wooden cases, each containing 4 sets, shipment from Yo
25、kohama to Dalian within a week after receipt of the relative L/C.We trust that you will give special care to the packing of the goods, lest the goods should be damaged during transit.We are now arranging the establishment of the L/C, which will be opened in your favor upon receipt of your Sales Conf
26、irmation.Yours faithfully,As a of our endeavour, we have obtained supplies for you.,We confirm our purchase _ you 1000 dozen of Alarm Clocks US$9.50 dozen CIF Vancouver export packing.,We appreciate your cooperation and trust the shipment will prove _ your entire satisfaction.,Filling the missing wo
27、rds :,We confirm the sale to you of 200 tons Green Beans resulting _cables exchanged.,We confirm cables exchanged resulting the sale to you of 200 tons of Green Beans.,to,from,for,at,per,including,from,result,in,We expect to put the deal.,We hope to come terms with you this trial purchase.,We are we
28、ll experienced this line and can place orders _ you _ large quantities if your prices are attractive enough.,We regret that the execution of the agreement is _ from satisfactory.,We appreciate your effort _ pushing the sale of our products these years.,to,in,through,with,in,with,far,in,We have appro
29、ached the manufacturers the result that they agree to arrange supplies for you.,You may rest assured that the shipment will turn out your satisfaction.,Enclosed please find the duplicate our counter-signature.,The L/C, we believe, will reach you due course.,Your offer is not interested us.,We do not
30、 deal this line.,Your products are _ no interest us.,We deal many firms Paris.,We expect to place you an order Butterfly Sewing Machines.,We based our price the international market.,to,with,in,to,in,of,to,with,in,with,for,On (upon),Write a letter stating the following points:,You have received S/C
31、No.668 in duplicate. You countersigned and returned one copy. Express thanks for their cooperation. You have opened an L/C. You are prepared to order another 50 tons.,Dear Sirs,We have duly received your S/C No.668 in duplicate. Enclosed please find the duplicate with our counter-signature. Thanks t
32、o mutual efforts, we were able to put the deal through.The relative L/C has been established in your favor. It will reach you in due course.Regarding further quantities required, we hope you will see your way clear to make us an offer. As an indication, we are prepared to order another 50 tons.Faith
33、fully yours,Payment 支付货款在国际贸易中要比在国内贸易中更为复杂。国际贸易最普遍使用的支付货款方法是信用证，他对买卖双方来说，既可靠又安全。L/C 有多种型式，诸如不可撤销信用证、循环信用证、备用信用证和对背信用证等。这里主要将不可撤销的跟单信用证。信用证的当事人1、开证申请人（Applicant）、(Opener)进口商/买方2、受益人 （Beneficiary）出口商/卖方3、开证行 (Opening Bank, Issuing Bank)4、通知行 (Advising Bank, Notifying Bank)5、议付行 (Negotiating Bank)6、付款行
34、 (Paying Bank, Drawee Bank),信用证开证的步骤如下：1、买方和卖方缔结一项销货合同，规定按跟单信 用证付款。2、买方指示其银行及开证行，开出以卖方（受益人）为抬头的信用证。3、开征行情另一家银行，通常是在卖方国内的银行，去通知，或者请其在跟单信用证上也加注保兑字样。4、通知行或保兑行通知卖方信用证已开出。,不可撤销的跟单信用证给予受益人更大的付款保障。假如出示规定的单证符合信用证上的一切条款，开证行将不可撤销地承诺她要承付出口商的汇票/单证。如果出口商要求保兑信用证，那么该信用证便是不可撤销的保兑得跟单信用证，给予受益人双重付款保障，因为他表示开证行承担责任，保兑行业
35、承担责任。但如果开证行认为是一家一流的银行，那就没有必要有另一家银行保兑其跟单信用证。一份不可撤销的跟单信用证，为镜开证行、保兑行和受益人的明确同意，不得撤销/修改。,有时进口商要求按付款交单（D/P)或承兑交单（D/A)的方式，通过银行托收。在这种情况下，银行只做到收款和汇款的任务，不承担进口商不支付的责任。D/P要求递交装运单证后才实际付款。其中有见单即付D/P和见单后付D/P。前者要求进口商立即付款才可取的单证，而后者的情况是给进口商一段宽限期，出示单证30、45、60、90天之后再付款，但是进口商在付款之前不能取得单证。D/A要求在出口商开出的汇票被承兑后即需提交提单。D/A总是见票以
36、后支付。就卖方利益而言，L/C 比D/P好。D/P见票即付比D/P见票后付好，而D/P则比D/A好。在国际贸易中，只有因财务状况好，或已取得出口商新人才接受托收货款的方法。,信用证的主要内容1、对信用证本身的说明。如信用证的种类、性质、金额及其有效期和到期地点等。2、对货物的要求。货物的名称、品种规格、数量、包装、价格等。3、对运输的要求。装运的最迟期限、起运地和目的地、运输方式，可否分批装运和可否中途转运等。4、对单据的要求。单据主要可分三类：（1）货物单据（以发票为中心，包括装箱单、重量单、产地证、商检证明书等）；（2）运输单据（如提单，这是代表货物所有权的凭证）；（3）保险单据（保险单）
37、。除上述3种单据外，还有可能提出其它单证，如寄样证明、装船通知副本等。5、特殊要求。根据进口国政治经济贸易情况的变化或每一笔具体业务的需要，可以作出不同规定。6、开证行对受益人及汇票持有人保证付款的责任条款。2-5各项要求，都要在受益人（出口人）所提供的单据中表示出来，并做到与信用证条款完全一致。,信用证的审核 在实践中，由于种种原因，如工作疏忽、电文错误、贸易习惯的不同、市场行情的变化或进口商故意加列对其有利的条款等，所以开出的信用证与规定合同不符，要严格审核。通常审核以下方面：（1）信用证的性质；（2）信用证的金额及货币；（3）信用证的有效期和到期地点；（4）信用证中规定的装船日期 另外，
38、还应对信用证里所规定的每个细节，如：品名、规格、数量、单价、包装、装运港、目的港等内容均进行仔细审核，看是否与合同相符，所要求的单据是否都能提供；除此外，还应该特别注意信用证中有没有提出特殊要求。,开证常用句型：1、附寄跟单信用证申请书一份，请开立以公司受益人，金额为4万美元的不可撤销信用证，有效期截至7月12日为止，由我方付款。We enclose an application form for documentary credit and shall be glad if you will arrange to open for our account an irrevocable let
39、ter of credit for $40,000 in favour of ABC Company, the credit to be valid until July 12.2、兹函告今天我们已由化学银行开立以你方为受益人，金额为53，000美元的不可撤销跟单信用证，支付1，000台电视机。We write to inform you that we have today established with Chemical Bank an irrevocable documentary L/C in your favor for the amount of $53,000covering
40、1,000sets of TV.,此信用证由第一商业银行保兑，该银行将承兑贵方开给他们见票60天后付款的发票金额汇票。This L/C will be confirmed by the First Commercial Bank and they will accept draft on them at 60 days after sight for the amount of your invoice.4、你方有权凭此信用证向我方银行按你方发票金额开立见票60天后付款的汇票。You have authority to draw a 60 days on our bank against th
41、is credit for the amount of your invoice,中国进出口公司中国 上海先生： 关于我方10月5日的询价信，现已收到你方形式发票第03688号，并拟首次向你方订购型号EM127DN录音带1，500盒，定单好为7305。 我们已通知我方往来银行，即委内瑞拉商业银行开立以你方为受益人的不可撤销的跟单信用证，金额为1，275.000英镑。该证即将由我方银行的伦敦往来行保兑。现授权你方凭此信用证向我方银行按你方发票金额开立见票后60天付款的汇票。你方汇票必须随附全套装运单证，包括：,全套清洁已装船单 商业发票 5份 保险凭证 2份 按照商定，我方银行将承兑你方按包括运
42、保费在内的发票金额向它开立的见票后60天付款的汇票。因此你方的汇票是见票后60天付款，其金额为成本加运保费的发票总金额。该信用证有效期至2月12日止。 SULLIVANSON manager 11月13日,China National Import & Export Corp.Shanghai, China 13th Nov.Dear Sirs, We refer to our letter f enquiry dated the 15th October. We have received your Proforma Invoice No. 03688 and now wish to pla
43、ce an initial order for 1,500tapes Type No.EM127DN. The order number is 7305. We have instructed our bank, the General Commercial Bank of Venezuela to open an irrevocable documentary letter of credit in your favour. The amount is 1,275.00. This credit will be confirmed soon by our banks,Corresponden
44、t in London. You are authorized to draw a 60 days draft on our bank against this credit for the amount of your invoice. Your draft must be accompanied b a complete set of shipping documents, consisting of: A full set of clean shipped Bill of Lading Commercial Invoice 5 copies The Insurance Certifica
45、te 2 copies Our bank will accept your 60 days draft on them for the amount of your invoice including the cost of freight and insurance, as agreed. Your bill will therefore be at 60d/s for full CIF invoice value. The credit is valid until the 12th February. Yours sincerely,先生： 11月13日来函收悉，谢谢。 你方定单已收到。
46、兹告我方EM127DN型录音带备有足够库存，可以如期交货。用不可撤销的信用证付款，对我方颇为方便。我们将向你方往来银行开立见票后60天付款的汇票。 目前我方正等待你方信用证，收到后将对你方订货作出所需的装运安排。 你方如需要进一步协助或资料，当必即办。 中国进出口公司 经理 11月20日,Messrs. Sullivion & Son 264 Chorlton StreetDear Sirs, We thank you for your letter of 14th November,2005. We are pleased to receive your order, and wish to
47、 say that we have adequate stocks of Type EM127DN tapes in our warehouse, and that delivery date can be met. Payment by irrevocable letter of credit is convenient for us, and we shall draw a 60d/s bill on your bank. We are now awaiting the arrival of your L/C, on receipt of which we shall make the n
48、ecessary arrangements for the shipment of your order. Any request for further assistance or information will receive our immediate attention.,Urging Establishment of L/C,1、提及订单货合同货物。2、强调未收到有关信用证。3、催促开证并提请注意事项。4、盼早收到信用证。催证常用句型：1、请速开证，以便顺利交付你方订货。Please expedite /rush the L/C so that we can execute the
49、 order smoothly.2、由于货已备托，请速开AV-231 号售货确认书的信用证。As the goods have been ready, please rush the L/C covering S/C AV-231.,3、装运期临近，望你方尽早开立341号订单的信用证，以便我方在规定的时间内装运。The shipment date is approaching. It would be advisable for you to open the L/C covering your Order No. 341 the soonest possible so as to enabl
50、e us to effect the shipment within the stipulated time. 4、请注意信用证条款务必与合同条款严格一致，以免日后修改。Please see to it that the L/C stipulations must conform strictly to the terms of the contract so as to avoid subsequent amendments.,敬启者： 事由：贵方第456号关于硫酸铵的订单 关于我方4月20日和5月18日的传真，要求贵方开立有关标题订单的信用证。非常遗憾，直到目前我方仍没有收到任何消息。 我
