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1、外经贸函电,进出口业务模拟实训外语系 任晋宏,内容简介,本课程分为出口贸易实训和进口贸易实训两大模块，共16讲。把出口业务和进口业务按流程分解，在各个业务重点和难点上进行讲解和模拟练习，注重对流程中各个技能点的实训。生动、仿真的模拟让繁杂、抽象的国际贸易学习变得轻松、更有乐趣。,中国经济依然一枝独秀,金融危机、欧债危机、全球经济2011年，中国成为全球第二大经济体，世界第一大出口国、第二大进口国、财政收入年均增幅近20%、外汇储备增长近13倍、人均GDP突破4000美元。福布斯亚洲版推出的2011中国富豪榜显示，中国个人或家庭资产超过10亿美元的富豪为146人。美国财富杂志世界500强企业名单
2、中，中国以61家企业上榜的成绩位列全球第三，而10年前，上榜的中国企业仅仅12家。,实训一 函电磋商,A 导论 大部分的国际贸易始于交易磋商，交易磋商是确定交易关系和签订贸易合同的基础。国际贸易中的交易磋商大多通过函电进行，一般是通过信函、电报、电传、传真或电子邮件等函电方式进行谈判。贸易函电要求语言简洁、结构清晰、内容完整。B 重点 建交函、询盘函、发盘函与还盘函、接收函与订单,拟写函电,一、建交函建交函是向潜在的交易对象介绍本公司的背景、产品特点，希望达成交易关系的函电。要点如下：1.首先礼貌地向对方说明是如何知悉其有关信息的，以免唐突。例如:We have seen your adver
3、tisement in,We are writing to enter into business relations with you.The Commercial Counselor of your Embassy in Shanghai has recommended your firmWe learned from the Internet that,We write this letter with a view to getting into business with you.,2.介绍本公司的经营背景、范围、规模、方式、优势等，确立客户对公司信誉和实力的认可。We are th
4、e leading manufacturers of in China.As a state-owned company dealing in the import and export ofWith years of effort we have expanded our business scope impressively,3.介绍本公司的产品特色，必要时可寄出产品样品及价格目录，供对方参考。如:This kind of toy is of supreme quality and fine workmanship.Its exceptional material and unique s
5、tyle have evoked a good reaction in Japan.Enclosed please find our latest catalogue.4.表示目前产品市场状况良好，需求增加，以说服客户尽快采用行动。如：,With high popularity in America,Europe and Asia.There is a steady demand for the above-mentioned commodity of high quality.Our products are rapidly becoming popular because they are
6、 strong,warm and light.5.在信的结尾部分向对方表明敬意，并诚恳地期望对方能够下订单或回复相关信息。,Your prompt reply would be highly appreciated.We are looking forward to your early reply.If there doesnt meet your demand,please let us know your specific requirements.例1.build 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、
7、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。,Dear Mr.Jones，We understand from your information posted on A 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 wi
8、th 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,which includes our latest product l
9、ine.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.Sincerely,John Roberts,二、询盘函询盘（enquiry),又称询价，是指买方为了购买或卖方为了销售而向对方提出有关交易条件的询问。其内容可以是询问价格，也可询问其它一项或几
10、项交易条件。发出询盘的目的通常是要求对方做出发盘。例如：,We are now sending you a quotation sheet for your consideration.You certainly will note that our prices are very competitive.We have much pleasure in enclosing a quotation sheet for our products and trust that their high quality will induce you to place a trial order.,例2
11、.Make an inquiry 询盘的内容主要是商品的价格、包装、交货期、付款方式等。询盘信应简洁、清楚、礼貌。Dear Sir or Madam，Messrs Johns and Smith of New York inform us that you deal in exports of all cotton bed-sheets and pillowcases（枕套）.We would like you to send us details of various ranges,including sizes,colors and prices,and also samples of t
12、he different qualities of material used.,We are large dealers in textiles（纺织品）and believe there is a promising market in our area for moderately（适度地、适当地）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
13、less than 100 dozen of individual items.Price quoted should include insurance and freight（运费）to London.Yoursfaithfully,A Reply Dear Ms Block,We welcome you for your enquiry of Feb.1 and thank you for your interest in our commodities.We are enclosing（附）3 some copies of our illustrated（有插图的、彩色的）catalo
14、gues（目录）and a price list giving the details you asked for.We trust that you will agree that our products and price appeal to（吸引）the most selective（最挑剔的）buyer.And we also allow a proper discount according to the quantity ordered.Thank you again for your interest in（关注）our products.We are looking forw
15、ard to your order（订单）and you may be assured that it will receive our prompt and careful attention.Yours truly,三、发盘函发盘（offer），又称发价，在法律上称为“要约”，是卖方或买方向对方提出各项交易条件，并愿意按照这些条件达成交易、订立合同的一种肯定的表示。例如：At your request we make you an offer as followsWe take pleasure in making you an offer as required by youThis o
16、ffer is firm(实盘),subject to the receipt of reply by us before 25th January（以收到我方1月25号的回复为准）.,例3.Make an offer 报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。提出交易条件（包括商品名称、数量、价格、付款条件、交货日期等）时所写的一种外贸信函。报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，报盘一经买方接受，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
17、确认为准（subject to our final confirmation）”等。,(a.)firmoffer（实盘）DearMr.Jones，Wethankyouforyouremailenquiryforbothgroundnuts（花生）andWalnutmeat（核桃）CNF（=CFR）CopenhagendatedFebruary,21.In reply,we offer firm,subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts,handpick
18、ed,shelled and ungraded at RMB2000 net per metric ton CNF 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 cou
19、nter 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,(b.)non-firm offer Dear Mr.Jones:We thank you for your letter dat
20、ed 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 c
21、lass 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 k
22、now.Customers inquiries are always met with our careful attention.Sincerely,四、还盘函还盘（counter-offer），又称还价，是受盘人对发盘内容不完全同意而提出修改或变更的表示。一方的发盘经对方还盘以后即失去效力。一笔交易有时要经过多次还盘才能达成。例如：We regret to inform you that our buyers find your price much too highWe very much regret that we are unable to entertain your offer
23、 of,例4.Make a 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。Dear Sir or Madam，We acknowledge receipt of both your offer of May 6 and the samples of Mens Shirts,and thank you for these.While appreciating the good quality of your shirts,we find your price is rath
24、er too high for the market we wish to supply.,We have also to point out that the Mens 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
25、 in your price,say 10%.As our order would bewortharoundUS$50,000,youmaythinkitworthwhiletomakeaconcession.We are looking forward to your reply,Sincerely,五、接受函与订单接受（acceptance),在法律上称“承诺”，是买方或卖方无条件同意对方在发盘中提出的各项交易条件，并愿意按照这些条件达成交易、订立合同的一种肯定的表示。一般用accept,agree,confirm表示接受，有时也会以order的形式直接表示。如：Referring yo
26、ur counter offer yesterday accepted.Please sign confirmation and send back.We find both quality and prices satisfactory and are pleased to give you an order for the following items on the understanding that,例5.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。Dear Sir or Madam,Su
27、bj:Leather shoes 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,at present,entertained orders of 20,000 pairs per week.Thus,you can rest assured that your order of 50,000 pa
28、irs for shipment next month will be fulfilled as contracted upon.,However,emphasis has to be laid on the point that your L/C must reach here by the end of this month.Otherwise,shipment has to be delayed.We are now enclosing here with our Sales Contract No.37G4321 in duplicate.Please countersign and
29、return us one copy for records.We appreciate your cooperation and trust that our products will turn out to your satisfaction.Sincerely,Special terms,1.Trade Surplus 贸易顺差2.Export Tax Rebates 出口退税3.Excess Liquidity 流动性过剩4.National Development and Reform Commission国家发展和改革委员会5.Energy-intensive Products
30、高耗能产品,6.Export-driven Economic Growth 出口拉动型经济增长7.Trade Friction 贸易摩擦8.Modern Barter 现代易货9.Visible/Invisible Trade 有/无形贸易10.Balance of Trade 贸易差额 Trade Balance贸易平衡 Trade Deficit 贸易逆差 Balance of Payment国际收支平衡,11.FDI：Foreign Direct Investment 对外直接投资12.dumping 倾销13.host country 东道国14.European Union 欧盟15.trade in services 服务贸易Homework:Master all the concepts and trade terms mentioned.,
