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國貿英文
English for International Trading
國貿英文之定義與重要性
• 國貿英文是一種商用英文,其範圍
涵蓋整個國際貿易流程
• 台灣屬海島型經濟 – 地狹人稠,資源稀少
;商業活動以外銷為主。
• 國際化、地球村 – 英文是主要國際語言。
• 工欲善其事,必先利其器 – 從事經濟活
動...
課程結構
本課程分為肆部 :份
• Part I - 國貿實務流程與國貿英文之應用
• Part II - 英文基本句型復習
• Part III - 商業英文書信的結構
• Part IV - 國貿英文書信種類和範例
Part I - 國貿實務流程與國貿英文之應用
• 第一章 國貿實務流程
• 第二章 國際貿易步驟與相關國貿英文書信
• 第三章 國際貿易流程中重要名詞 -- 中英
文對照
第一節 國際貿易流程中重要角色
第二節 重要國際貿易文件
第三節 貿易...
第一章 國貿實務流程
雙方初步聯絡
寄目錄或樣品
詢價
訂單處理
訂單
國貿談判:
報價
內容:
(1) 所需產品 ( 規格、數
量 )
(2) 貿易條件
(3) 包裝方式
(4) 運輸方式
(5) 交貨期
(6) 保險條件
(7) 價格及付款...
第二章 國際貿易 驟與國貿英文步
STEP 1. Market research
Exporter
Journals,
magazines,
relative government
bureaus, offices,
Importer
STEP...
STEP 4. Making an inquiry
Exporter Importer
Making an inquiry,requesting catalogs,
price list, samples, etc.
STEP 5. Makin...
STEP 7. Effect Shipment based on L/C
Exporter Importer
Advising/
Negotiation Bank
Advising/
Negotiation Bank
Issuing BankI...
STEP 8. Claim letters (if accidents occur)
Exporter
shipping company insurance company
Importer
國際貿易 驟與國貿英文步 (I)
1. 推銷信函 -Sales Letters or Looking for Partners
Establishing Business Relationship
2. 寄目錄或樣品 -Sending Cata...
國際貿易 驟與國貿英文步 (II)
9. 信用狀 -Letter of Credit
10. 包裝及裝船 -Packing/Shipping
11. 收款與付款 -Collection and Payment
12. 索賠 -Claim
13....
第三章 國際貿易流程中重要名詞 -- 中
英文對照
• 第一節 國際貿易流程中重要角色
1. 出口商 / 賣方 exporter/seller
2. 進口商 / 買方 importer/buyer
3. 製造商 manufacturer
4. ...
8. 供應商 supplier
9. 貨運承攬公司 forwarder
10. 船公司 shipping company
11. 航空公司 airfreight company
12. 運送人 carrier
13. 報關行 custom br...
16. 開狀銀行 issuing bank
17. 通知銀行 advising bank
18. 押匯銀行 negotiating bank
19. 商品檢驗局 Bureau of Commodity Inspection &
Quaranti...
22. 寄件人、委託人、託運人 Consignor
23. 收件人、 承銷人、 收貨人 Consignee
24. 敵手競爭者 Competitor
25. 零售商 Retailer
26. 批發商 Wholesaler
27. 中華民國對外貿...
第二節 重要國際貿易文件
• 報價單 Quotation/offer
• 訂貨單 Purchase order
• 銷貨確認書 Sales confirmation
• 契約書 Contract
• 預約發票 Proforma invoice
...
• 信用狀押匯申請書 Application for
Negotiation of Drafts under L/C
• 補償書 Letter of Indemnity
• 匯票 Bill of Exchange/Draft
• 受益人證明書 ...
• 裝貨單 Shipping Order
• 海運提單 Bill of Lading
• 空運提單 Airway Bill
• 包裝單 Packing List
• 重量單 Weight List
• 保險單 Certificate of In...
• 商業發票 Commercial Invoice
• 海關發票 Custom Invoice
• 領事發票 Consular Invoice
• 小提單 Delivery Order
• 裝運通知書 Shipping Advice
• 輸入許...
• 貨物抵達通知單 Cargo Arrival Notice
• 擔保提貨書 Indemnity and Guarantee Delivery
Without Bill of Lading
• 優惠關稅產地證明書
Generalized Sys...
第三節 貿易條件名詞
國際貿易條件 (Terms of Trade)
1. Price ( 價格 ): FOB , CIF or CFR
2. Payment( 付款 ): L/C or D/D , D/P , D/A
3. Packing( ...
• CIF(cost, insurance,freight) – 含保險費和 運費交貨條件
• CPT(Carriage Paid To) - 運費付訖交貨條件
• CIP(Carriage Insurance Paid To) - 運保費付訖...
• DAF(Delivery at Frontier) – 邊境交貨條件
• DES(Delivered Ex Ship) - 目的港船上交貨條件
• DEQ(Delivered Ex Quay Duty Paid) - 目的地港碼頭稅訖交
貨...
• DDP(Delivered Duty Paid) - 目的地稅訖交貨
條件
• EX work - 工廠交貨條件
• FOB(Free on Board) - 起運港船上交貨條件
• FSA(Free Alongside Ship) - 起...
Exercises: ( 中譯英 )
1. 國際貿易條件 2. 製造商
3. 進口商 / 出口商 4. 報價單
5. 信用狀 6. 代理商
7. 包裝單 8. 競爭對手
9. 押匯銀行 10. 代理商
11. 報關行 12. 預約發票
13. ...
Part II - 英文文法基本句型復習
• 英文基本句型 :
I. 主詞 + 動詞 ( 完全不及物 ):S+V
II. 主詞 + 動詞 ( 不完全不及物 )+ 主詞補
語 :S+V+SC
III. 主詞 + 動詞 ( 完全及物 )+ 受詞 :...
英文基本句型 ( 範例 )
I. 主詞 + 動詞 ( 完全不及物 ): S+Vi
1. Demand declines.
2. The price of raw materials has risen.
3. I had a bad cold ...
英文基本句型 ( 範例 )
II. 主詞 + 動詞 ( 不完全不及物 )+ 主詞補語 :
S+Vi+SC(I)
1. We are one of the well-established
trading companies in Taiwan....
英文基本句型 ( 範例 )
II. 主詞 + 動詞 ( 不完全不及物 )+ 主詞補語 :
S+Vi+SC(II)
1. Our prices will remain unchanged.
2. I feel satisfied.
3. He b...
英文基本句型 ( 範例 )
III. 主詞 + 動詞 ( 完全及物 )+ 受
詞 :S+Vt+O
1. We are placing an order.
2. I could not open your attached file.
3. We...
英文基本句型 ( 範例 )
IV. 主詞 + 動詞 + 間接受詞 + 直接受詞 :
S+Vt+IO+DO
1. Please kindly give us more information.
2. We will offer you an ex...
英文基本句型 ( 範例 )
V. 主詞 + 動詞 ( 不完全及物 ) )+ 受詞 + 受詞
補語 : S+Vt+O+OC
1. You will find our offer satisfactory.
2. We consider your ...
• 英文句子的種類 ( 以結構分類 ):
– 單句 (Simple Sentence)
– 合句 (Compound Sentence)
– 複句 (Complex Sentence)
– 複合句 (Compound-Complex Sente...
• 單句、合句、複句的形式
  連接詞
單句 S+V: 句子 | - | -
合句 S+V: ( 子句 ) |and(or 等 )*| ( 子句 )
複句 S+V: ( 主要子句 ) |if(why 等 )**| ( 從屬子句 )
*對等連接詞...
• 子句 (Clause)– 具備主部 + 述部 (S+V) 形
式,除了用作單句、合句的獨立子句外,
也用作複句的主要子句,與從屬子句。
  名詞子句 (Noun Clause)
從屬子句分為:形容詞子句 (Adjective Clause)...
• 對等連接詞:
– 單字或單詞對等連接詞
• And: A and B (A 和 B) ‧but: X, but Y (X, 但是 Y)
• Or: A or B (A 或是 B) ‧for: X, for Y (X, 因為 Y)
– 成對對...
• 從屬連接詞 : 具有連接主要子句與從屬子句的作用,
分為引導名詞子句、形容詞子句、副詞子句的連接
詞。
– 引導名詞子句的連接詞 – that , if (whether)
• that - It is true that we did b...
• 引導副詞子句的連接詞
– 表示時間
• when; while; as
• since, until, after, before, once
• no sooner… than; hardly… when
**When you come ...
• 引導副詞子句的連接詞
– 表示地點
• Where, wherever, everywhere, anywhere
**Where there is a will, there is a way.
**You can sell our go...
• 引導副詞子句的連接詞
– 表示條件、假定 (1)
• if (once), unless, in the event (that), in case
(that), in case of
• provided (that), suppose...
• 引導副詞子句的連接詞
– 表示條件、假定 (2)
**If your order is large enough, a discount in price
can be allowed.
**Unless you write us befo...
• 引導副詞子句的連接詞
– 表示原因與理由
• because, only because, since, as, in that
• taking into consideration (the fact) that;
considerin...
• 引導副詞子句的連接詞
– 表示結果與目的
• so… that; such …that
• in order that…; for the purpose that…;
**Please let us know so that we can...
• 引導副詞子句的連接詞
– 表示比較及其他
• As, as…as…, than
• according to
**If your product are as good as those made
in Korea, we’ll place...
• 短文 - 句型示例 :( 一 )
Why worry?
There are only two things to worry about.
Either you are well or you are ill.
If you are wel...
• 短文 - 句型示例 : (Why worry?)( 二 )
Either you go to heaven, or you go to hell.
If you go to heaven, there is nothing to worry...
Exercises:
1. 請寫出短文中所有單句及其句型。
2. 請寫出短文中所有合句。
3. 請寫出短文中所有複句。
4. 請寫出短文中所有複合句。
Part III – 英文書信的結構 (Basic
Structure of a Business Letter)
– 商業英文書信的格式 (Letter styles)
– 商業英文書信的組成 (Parts of a business let...
商業英文書信的格式 (Letter
styles)
• Full-blocked style ( 全齊頭式 )
LETTERHEAD( 信頭 )
Date( 日期 )…………
Inside address( 信內地址 / 收信人地址 )
………...
• Semi-blocked style ( 半齊頭式 )
LETTERHEAD
Inside address Date…………….
……………….
……………….
Salutation : ( , )
………………………………………………
B...
• Modified-blocked style ( 改良齊頭式 )
LETTERHEAD
Inside address Date
……………….
……………….
Salutation : ( , )
………………………………………………….....
商業英文書信的組成
(Parts of a business letter)
• 主要部份 (Basic parts)( 一 )
1. Letterhead ( 信頭 )
trade mark
name of the company Genes...
‧ 主要部份 (Basic parts)( 二 )
2. Date
Examples:
May 15, 2005( 美式 )
15th May, 2005( 英式 )
註 : ** 月份不宜用縮寫如 : Aug.
** 勿用 5/15/05 o...
• 主要部份 (Basic parts)( 三 )
3. Inside address:
收信人名 如 : Mr. Terrence H. Franklin
職稱 Sales Manager
部門 Marketing Department
公司...
• 主要部份 (Basic parts)( 四 )
4. Salutation –
Dear + title + last name - individual, formally
Dear Sir or Madam - company or d...
• 主要部份 (Basic parts)( 五 )
6. Complimentary Closing( 一 )
* formal -Yours truly, Truly yours, Yours
sincerely, Sincerely you...
‧ 主要部份 (Basic parts)( 五 )
6. Complimentary Closing( 二 )
* personal – Cordially, Cordially yours,
* highly personal – Best ...
‧ 附加部份 (Optional parts)
1. Reference Number
2. Attention Line
3. Subject Line (Re:)
4. Identification Marks
5. Enclosure M...
英文書信的構成 ( 各項構成因素的關係位
置 )
Letterhead
Date
Ref-. No.
Address
Attention
Salutation,
ID Initials
Enc.
c. c. or cc-
P.S. ………………...
信封的寫法 (How to write an
envelope)
(sender’s address)
Allen Wang
Rm 130, No. 120 Chung Hsio E. Rd.
Taipei, Taiwan, Republic ...
商業英文書信必須具備的七要件
1. Conciseness 簡潔 (X 代表錯誤的示範 )
X Please check the letter of May 1 so that you
may know all facts.
○Please c...
2. Clearness 清楚
X We will ship the computers ordered
biweekly.
○We will ship the computers ordered two
times a week.
X The...
3. Correctness 正確
x The loan limit is US$100.
○The loan limit is US$100 or less.
x We offer US$2.50 F.O.B. Taipei.
○We off...
4. Courtesy 禮貌
•Use Polite Words or Expressions – thank you,
please, pardon, excuse me, regret, request etc.
○Thank you fo...
5. Completeness 完整
x We have received your goods.
○We have received your sporting goods on
our Order No. 234.
x These are ...
6. Concreteness 具體
x Our prices are the best.
○Our prices are the lowest on the market.
x Our sweaters are very good.
○Our...
7. Consideration 周到
•Trying to be in the customers’ shoes is
essential in business communication. The
proper use of “YOU a...
Exercises:
1. What are the basic parts of a business letter.
2. What are the optional parts of a business
letter. Point ou...
Part IV - 國貿英文書信種類和範例
第一章 Establishing Business Relation-
ship 建立貿易關係 ( 一 )
‧ 請提供可靠廠商資料
‧ 說明如何取得對方資料
‧ 自我介紹
‧ 表示願意建立貿易夥伴關係...
第一章 Establishing Business Relationship
建立貿易關係 ( 二 )
‧ 表示願意多為其服務
‧ 結語
第一節 常用表達方式
-- 請提供可靠廠商資料 ( 一 )
‧Please introduce us to...
-- 請提供可靠廠商資料 ( 二 )
‧We should be obliged if you would kindly supply
us with the addresses of factories which produce
the f...
-- 請提供可靠廠商資料 ( 三 )
‧Kindly inform us of the names and
addresses of the trading companies in
your city who wish to purchase...
–說明如何取得對方資料 ( 一 )
• Your name has been given us through the
recommendation of the English
Commercial Office in Taipei.
• Y...
-- 說明如何取得對方資料 ( 二 )
‧ We understand from an old customer of
ours, Mr. J.R. Wong of ABC International
Co., Ltd. that you ar...
–說明如何取得對方資料 ( 三 )
• We got your name from the CETRA( 外貿協
會 ) and learned that you are one of the
leading importers of shoe...
–自我介紹 (1)
• We are a major manufacturer and trader of
shoes in Taiwan for many years.
• We are one of the leading trading ...
-- 自我介紹 (2)
‧ We take the pleasure to introduce ourselves as
a maker of fashionable jewelries in Taiwan.
‧We are importers...
–表示願意建立貿易夥伴關係
• We would like to enter business relations
with you.
• We are expecting to build the business
connections w...
– 表示對其產品有興趣 (1)
• We are particularly interested in your
products, and would like to have more detailed
information on all...
-- 表示對其產品有興趣 (2)
‧We are interested in your new model.
‧We have heard of your products.
‧You can be sure that your product...
–表示願意多為其服務
• We are eager to serve you to our best.
• We would like to be of service to you.
• We hope to have the opportu...
–結語 (1)
• Your prompt attention to this matter would
be highly appreciated.
• We look forward with pleasure to serving
you...
-- 結語 (2)
‧Your prompt reply is eagerly awaited.
‧I would be pleased to hear from you.
‧Please let us have your reply as s...
示範信函 ( 一 )
Dear Sirs,
We have obtained your name and address from Aso Shoes, Taipei,
and we are writing to enquire whether...
Dear Sirs,
We have learned your name and address from Taipei Trade
Center. Here we take the liberty of introducing ourselv...
Dear Mr. Lenard,
We received your company details from the Taipei World
Trade Center, where I believe you attended a texti...
示範信函 ( 四 )
Dear Sirs,
We have been exporters of bicycles for over thirty years and are
now interested in establishing busi...
示範信函 ( 五 )
Gentlemen:
In answer to your letter of May 20, we are glad to recommend the following
firm:
Name: Queen Import,...
Exercises: (Fill in the blanks with words
provided)
distributor in demand commerce market
competition product controls quo...
5. I also want to know whether many people want a product
like this. I wonder if it’s __________.
6. I haven’t found anyon...
第二章 SALES LETTER
尋找客戶、推銷自己
-- 提昇興趣 (Arouse Interest)
– 引起注意 (Attract Attention)
– 創造慾望 (Create Desire)
– 具說服力 (Carry Convi...
第一節 常用表達方式 ( 一 )
‧We are happy to advise you that we have
marketed the new product.
‧You will be interested to hear that w...
第一節 常用表達方式 ( 二 )
‧We want to tell you about a new type of furniture
that is selling like hot cakes in the U.S.A.
‧Please p...
– 介紹產品的優點 ( 出口商 )
• Our products have the following
advantages: durability, precision, delicacy,
efficiency and accurate f...
示範信函 ( 一 )
Dear Sirs,
We always have something new for you. With this letter comes to you the
information about one of our...
示範信函 ( 二 )
Dear Subscriber:
The best time to renew your SECRETARY subscription is now, for
two good reasons:
1. Your weekl...
示範信函 ( 二續 )
All you have to do is simply fill in our renewal and mail it TODAY.
We’ll take care of the rest – even bill yo...
示範信函 ( 三 )
Dear Friend,
You might be amazed to know that the new Fat Free Burger from
Health First won this year’s “People...
Exercises: 翻譯
1. May we draw your attention to our mini-bicycle?
2. You will be interested in our new product.
3. Our prod...
Exercises: 翻譯
5. We are pleased to inform you that we
have just marketed our newly-developed
camera.
6. We are enclosing s...
章 Enquiry( 詢問信函 )
得知該項產品
到詳細型錄 (Catalogue) 、價目表
List) 、樣品 (Samples) 、折扣
nt) 及其他説明資料 (Illustrative
re, Literature) 等
何種交易條件...
• 第一節 常用表達方式
–從何處得知該項產品 ( 一 )
• We have learned from Anron Company of
Taipei that you’re producing for export
handicrafts....
– 從何處得知該項產品 ( 二 )
• You name and address were passed on to
us thru our mutual friend, Mr. Jack White,
from whom we underst...
– 請寄產 ( 樣 ) 品資料 ( 一 )
• Please send a catalog of your latest products.
• Please send us samples of the goods.
• Please giv...
– 請寄產 ( 樣 ) 品資料 ( 二 )
• We would appreciate receiving full details
of your products.
• We would appreciate it if you send ...
- 請寄產 ( 樣 ) 品資料 ( 一 )
‧We would like to have further details as to
your products.
‧We hear that you have put an electric
t...
– 請寄價格資料 ( 一 )
• Please send us your complete price lists.
• Please quote your prices to us.
• Will you please send us sam...
– 請寄價格資料 ( 二 )
‧There is no market for the higher-priced
goods. Please offer only the goods of the
medium price range.
‧If...
– 請寄價格資料 ( 三 )
• Would you please let us have a firm offer
for …/ your current catalogue showing …?
• We have an inquiry f...
–請寄折扣資料
• Please quote us your best discount off your
list prices for this quantity.
• Please inform us what discount you ...
–如果條件好,就下訂單
• If your price is competitive, we will place an
order in quantity with you.
• If your prices are workable and...
–請求協助並予感謝
‧I look forward to a long, prosperous business
relationship between our companies.
‧Thanks in advance for your p...
Dear Sirs,
Your firm has been recommended to us by Mr. James
Dickinson, Manager of ABC Company, with whom we
have done bus...
Dear Sirs,
Your company’s products are featured in Taiwan Yellow Pages.
May we introduce ourselves as an experienced impor...
Dear Sirs,
We have seen your advertisement in The Houseware
and are interested in your ceiling fans and stand fans.
Please...
示範信函 ( 四 )
Dear Sirs,
We have been importing fully-automatic 35 mm cameras from Germany
for many years. We have learned th...
Exercises : (Translate into English)
1. 請以 CIF Keelung 為貿易條件報價。
(quote….based on)
2. 請給我們更詳細之產品規格。 (specifications)
3. 我們對...
Exercises (Translate into Chinese)
1. We understand from your advertisement in “Z”
magazine that you are exporting and dis...
第四章 Reply 回覆信函
– 友善且直接 friendly and direct
– 自信且建設性 confident and positive
– 從對方立場看事情 presented from the
counterpart’s poi...
• 第一節常用表達方式
– 對來函詢問表示謝意
– 答覆來函詢問問題 ( 如產品、價格、型錄
等 )
– 提供額外資訊
– 誘導行動、保證服務品質
–對來函詢問表示謝意 ( 一 )
• Thank you for your letter of September 15.
• Many thanks for your letter of May 22.
• Thanks for your i...
–對來函詢問表示謝意 ( 二 )
• We are pleased to acknowledge your letter of
May 10.
• We are glad to receive your letter of September
...
– 答覆來函詢問問題 ( 如產品、價格、型錄等 )( 一 )
• As requested, we are enclosing our offer sheet and
catalog for your evaluation.
• I am se...
– 答覆來函詢問問題 ( 如產品、價格、型錄等 )
( 二 )
‧In reply to your inquiry of May 10, we are enclosing our
latest catalogue for your refere...
– 答覆來函詢問問題 ( 如產品、價格、型錄等 )( 三 )
‧I am sure that you will find that our computer
mice are not only highly functional, but al...
– 答覆來函詢問問題 ( 如產品、價格、型錄等 )( 四 )
• The prices for smaller and for larger amounts are noted in
a separate list.
• Prices are ...
– 提供額外資訊 ( 一 )
• We are pleased to enclose our latest
catalog and price-list at your request, but
we should point out that...
–提供額外資訊 ( 二 )
• The costs have gone up steadily since
June, but we will not raise our prices until
the end of December.
• ...
– 提供額外資訊 ( 三 )
• We also manufacture a wide range of
sandals in which we think you may be
interested. They are fully illus...
– 誘導行動、保證服務品質 ( 一 )
• We look forward to hearing from you.
• We would appreciate your prompt attention
to this matter.
• D...
–誘導行動、保證服務品質 ( 二 )
• We are willing to offer 5% reduction in price on
orders over 1,000 pieces. You can rely on us to
give...
• 第二節示範信函 ( 一 )
Dear Sirs,
We have received your letter of 2nd April, inquiring about the
best terms of Chinese toys and S...
Dear Sirs,
We thank you for your letter of 17th January,
asking for details and prices of our heaters.
We take pleasure in...
Dear Sirs,
Thanks for your e-mail dated Jan 20, introducing yourself and
inquiring for the items you are interested in.
At...
示範信函 ( 四 )
Dear Sirs,
We were pleased to receive your inquiry of 3rd September. As
requested, we enclose our illustrated c...
Exercises :Fill in the missing words.
1. Thank you for your i______y about our
company and our products.
2. We received, w...
第五章 Follow-up 追蹤信函
– 提醒作用
– 不同於推銷
– 提供新資料並作不同觀點補充解說
• 第一節 常用表達方式
– 尚未收到回音
– 是否收到去函,請告知
– 期待收到對方回音
–尚未收到回音
• Until now we have not heard anything from
you since we mailed you our letter to you
on March 1.
• Regarding our ...
– 是否收到去函,請告知 ( 一 )
• Please advise us whether you have
received our letter dated (date).
• If you have not received our le...
– 是否收到去函,請告知 ( 二 )
• As we have not heard from you, we would
like to know if you need any further
information.
• We hope y...
–期待收到對方回音
• Thanks for your kind attention to the above
and look forward to your comments and
orders very soon.
• We look ...
• 第二節示範信函 ( 一 )
Dear Sirs,
Last month we sent you our quotation of xxx
together with an actual sample replying to your
enq...
Dear Sirs,
It is a matter of the greatest concern to us to find your
name on our list of “missing customers” and to realiz...
Exercises( 英譯中 )
1. We have not heard from you for a while. I
hope that all is well in your company and that
business is p...
第六章 報價 (Offer and
Quotation)
賣方提供買方
價目表 (Price list/Offer sheet)
估價單 (Estimate sheet)
報價單 (Quotation)
預約發票 (Proforma invoi...
國際貿易『報價內容』必須具備 :( 一 )
1. Offer 聲明 ( 如 FOB/CIF 等價格條件 )
2. 商品名稱
3. 品質條件 ( 成份、規格、式樣等 )
4. 包裝方式
5. 訂貨數量
國際貿易『報價內容』必須具備 :( 二 )
6. 貨品單價
7. 交貨時間
8. 付款方式
9. 保險責任及類別
10. 其他條件
• 報價範例
Dear Sirs,
We thank you for your inquiry of April 13 and are pleased to offer you
our best quotation as follows: FO...
Frankly speaking, this item isa one of our best selling products.
After we promote it from July, we have got a lot of orde...
– 報價的種類
• 穩固報價 (Firm offer)
• 非穩固報價 (Non-firm Offer)
a. 不受約束報價 Offer without engagement
b. 經確認方有效報價 Offer subject to
confi...
• 第一節 常用表達方式 ( 一 )
– As requested, we quote our best FOB prices
as the quotation attached.
– We quote our best prices as b...
• 常用表達方式 ( 二 )
– Attached please find our best quotation for
your evaluation.
– We are glad to enclose our price list for ...
• 常用表達方式 ( 三 )
– As orders have been rushing in recently,
please place your order at the soonest.
– As our stock is runnin...
‧ 第二節報價示範信函 ( 一 )
Dear Mr. Jones,
Thank you for your enquiry of yesterday. As requested we enclose
samples of different qu...
Gentlemen:
We thank you for your letter of May 1, 2005 inquiring
about the captioned building material and take pleasure
t...
Exercises: (Translate into Chinese)( 一 )
1. We received your quotation from a few other
Japanese companies, and yours was ...
Exercises: (Translate into Chinese)( 二 )
5. We offer these goods subject to our final
confirmation.
6. This offer is effec...
第七章 還價 (Counter Offer)
• 第一節 常用表達方式
– 買方的還價 – 提出不能接受的理由,如
市場因素、價格競爭、匯率問題等。
– 賣方的還價回覆 – 無條件或有條件接受
、不接受、提出折中辦法、再交涉或、
推薦代替品。
– 買方的還價 ( 一 )
• We thank you for your offer, but your prices
are too high.
• Our customer is not satisfied with the price....
– 買方的還價 ( 二 )
• In view of the prevailing prices in this
market, your quotation is a little expensive.
• Our customers say...
– 買方的還價 ( 三 )
• This order is quite large, and we would
request you to make a quantity discount.
• For an order for this q...
– 賣方的還價回覆 ( 一 )
• In view of the long business relations with
you, we accept the terms you specified for
this order.
• You...
– 賣方的還價回覆 ( 二 )
• Since we should like to enter the market in
your country, we have cut our profit margin
to give you the ...
– 賣方的還價回覆 ( 三 )
• For a quantity of 60 or more, we can allow
you a special discount of 20% on the prices
quoted.
• We are ...
– 賣方的還價回覆 ( 四 )
• We are not in a position to accept your
proposal.
• Our margin of profit is so small that it is
impossib...
‧ 第二節還價示範信函 ( 一 )
Dear Jack,
We have concluded the negotiation with our customer.
They told us that they have commitments ...
Dear Sirs,
Thank you for your letter of February 10, and we are
pleased to receive your order No. A01234.
In order to conc...
Dear Sirs,
Thank you for your letter of July 5, offering 200 dozen of
silk handkerchief at US$9.00 per dozen.
However, we ...
Exercises:
針對以下情況,提出理由或說法,各舉 2 個例子
及其英文表達方式。
1. 買方還價
2. 有條件接受買方價格
3. 無法接受買方價格
4. 折中並與客戶溝通
5. 催促客戶下訂單
第七章裝船及包裝
(Shipping and Packing)
• 第一節 常用表達方式 ( 一 )
–買方給賣方包裝指示
–賣方通知買方包裝情況
–買方敦促賣方準時裝運及交貨
–逾期交貨,買方威脅取消訂單
–賣方通知買方貨物裝運情況
–賣方通...
–買方給賣方包裝指示
• All packages are to be clearly marked
Taiwan and numbered consecutively 1-10.
• To ensure arrival of the mach...
–賣方通知買方包裝情況
• Please inform us of your marking
instructions, since we are nearly ready to
ship the goods.
• Since these ar...
– 買方敦促賣方準時裝運及交貨 ( 一 )
• Please inform us of the shipping schedule
for our order.
• Please fax your shipping advice
immedia...
– 買方敦促賣方準時裝運及交貨 ( 二 )
• Please do your best to expedite shipment.
• It is essential for our customers to have
these goods ...
–逾期交貨,買方威脅取消訂單
• We will decline to accept the goods if they
are not shipped as we instructed.
• We shall be compelled to ...
– 賣方通知買方貨物裝運情況 ( 一 )
• We have booked shipping space on the
Taiwan XYZ scheduled to set sail from
Keelung on Sept. 1st.
• ...
– 賣方通知買方貨物裝運情況 ( 二 )
• We are pleased to inform you that we have
duly shipped your order No. 11A this
morning.
• We are pl...
–賣方通知買方文件已寄出
• Enclosed please find one complete setof
non-negotiable shipping documents for
your customs clearance.
• We ...
–賣方通知買方無法如期交運
• We regret to inform you that we can’t ship
the goods as instructed due to the shipping
space unavailable.
...
–買方通知賣方通關及到貨情況
• Consular invoice is necessary for import
customs clearance here. Please send it
soon by airmail.
• The go...
• 第二節示範信函
( 一 )
SHIPPING ADVICE
To Messrs: ABC Trading Company Date: November20,2000
Dear Sirs,
Re: IV20008293
Goods: Mini...
We have the pleasure to inform you that the shipment has
been effected per S.S. Northlake V. Ne001E from: Taichung
port Ta...
• 示範信函 ( 二 )
Dear Sir,
We are pleased to inform you that your goods for the following orders
have been shipped together on...
PROFORMA INVOICE
NO. ADV-123 Date: Jan.23,199-
INVOICE of NEW GOLD INSERT CLOCK………………………...…………..
FOR Account and Messrs. ...
Exercises: (Translate into English)
1. 請盡全力遵守裝船日期。
2. 請注意分批裝船及轉船是禁止的。
3. 相信貨品將會安全到達,並令貴公司滿意。
4. 該產品已經準備就緒,明天即可裝船。
5. 裝船延誤,...
第九章 訂單 (Order)
• 第一節 常用表達方式
–買方發出採購訂單 (P/O, Purchase Order
or Purchase Contract)
–賣方發出售貨確認單或預約發票 (Sales
Confirmation) or (...
–買方發出採購訂單 (P/O, Purchase
Order or Purchase Contract)( 一 )
• We enclose our trial order for 20 sets of
personal computers.
...
–買方發出採購訂單 (P/O, Purchase Order
or Purchase Contract)( 二 )
• Enclosed please find our purchase order
No.xx.
• We are please...
–賣方發出售貨確認單或預約發票 (Sales
Confirmation or (Proforma Invoice)( 一 )
• We thank you for your order No.05 and
confirm accepting y...
–賣方發出售貨確認單或預約發票 (Sales
Confirmation or (Proforma Invoice)( 二 )
• We appreciate having your order and will
execute it on re...
–賣方要求買方接受替代品
(Substitute/Replacement)( 一 )
• We appreciate your interest and order for
model No. 45, but regret to inform ...
–賣方要求買方接受替代品
(Substitute/Replacement)( 二 )
• The goods you ordered are out of stock, so
we suggest you buy the similar art...
– 無法完全接受訂貨的溝通 ( 一 )
• We regret to inform you that we are not
able to accept your order as our production
capacity is full...
– 無法完全接受訂貨的溝通 ( 二 )
• We appreciate your order No. 123 but
regret to inform you that we are not able to
accept such a low ...
• 第二節示範信函 ( 一 )
Dear Richard,
Thanks for your fax. We are prepared to accept your price
reduction and thank you for this o...
Packing: Bulk, No individual boxes required.
1 CTN@100Pcs. Total CTNs: 30. Dimensions:@1m3
1 CTN@Net weight: 12kgs. Gross ...
• 示範信函 ( 二 )
Dear Pierre,
Thanks for your order of 500 rolls of each CPRS-01,
AGTT-06 and RAPOL-03A. Please see the follow...
Exercises: (Fill in the words)
1. You may rely on us to carry out your i_______ns in every
detail.
2. Thank you for your o...
5. We are happy to place our first order with you.
Please see below for d_______ls.
6. We are very s_______fied with the s...
第十章 付款 (Payment)
• 第一節 常用表達方式
–開信用狀賣方買方書信往來
–收到信用狀表示感謝
–修改信用狀賣方買方書信往來
–催繳、延遲付款等
– 開信用狀賣方買方書信往來 ( 一 )
• Regarding order No. 1234, please promptly
open full cable L/C so we can make
production arrange-men...
– 開信用狀賣方買方書信往來 ( 二 )
• We are taking all necessary steps to open
the L/C, which we hope will reach you
within 10 days.
• W...
–收到信用狀表示感謝
• We are pleased to have received your L/C
covering order No. 1234.
• Many thanks for your L/C No. 55 you
opene...
– 修改信用狀賣方買方書信往來 ( 一 )
• Regarding L/C No.1234, please delete the
clause “transshipment prohibited”.
• Please amend the pri...
– 修改信用狀賣方買方書信往來 ( 二 )
• According to your request, we have
instructed our bank to amend L/C as
follows:
• As requested in ...
– 催繳、延遲付款等 ( 一 )
• We will take no action if payment reaches
us within 15 days after you receive this
letter.
• We would a...
– 催繳、延遲付款等 ( 二 )
• We have written to you on three occasions
and have not received a reply. We cannot
understand why you h...
• 第二節示範信函
( 一 )
Dear Sirs,
Regarding our letter dated Jan. 11, 1994, confirming the
acceptance of your order No. xxx, in t...
示範信函
( 二 )Dear Sirs,
We thank you very much for your letter of credit No. XXX issued by
XXX bank covering your order No. 2...
示範信函 ( 三 )
Dear Mr. Siswanto,
We are writing to call your attention to your overdue1
account of
US$20,000 for your P.O. #5...
第十一章 索賠 (Claims)
國際貿易索賠 Claims ,不外乎:
1. 貿易索賠 (Trade Claims) 品質不符
、
包裝不良、毀損、短缺、違反合約。
2. 運輸索賠 (Transportation Claims) -
延
誤交...
解決之道:
1. 和解 (Compromise)
2. 調解 (Reconciliation
3. 仲裁 (Arbitration)
4. 訴訟 (Litigation, Law Suit)
• 第一節 常用表達方式
–抱怨貨物品質、數量不符
–抱怨貨物有壞損、短缺
–抱怨交貨延誤
–買方要求賠償
–賣方若不賠償,將採取法律行動
–結尾語
–抱怨貨物品質、數量不符
• We have received serious complaints in
regards to your Tennis shoes.
• We find that every bale shows a shor...
–抱怨貨物有壞損、短缺
• Two boxes in the consignment were found
to be damaged on arrival. We have marked
the consignment note accord...
–抱怨交貨延誤
• Please look into the non-delivery of the 50
computers which we ordered on May 1st.
• The goods arrived at our po...
–買方要求賠償
• We ask you to make us allowance
corresponding to our loss.
• Please let us know if you’ll take the goods
back or...
–賣方若不賠償,將採取法律行動
• If you don’t make up our loss within 30
days, we will submit this matter to
arbitration.
• If you don’t ...
–結尾語
• Please give this matter your urgent
attention.
• Please investigate this matter and adjust it
without delay.
• Your...
• 第二節示範信函 ( 一 )
Dear Sirs,
We are sorry to inform you that when we
checked the goods at customs warehouse, we
found that y...
• Claims 示範信函 ( 二 )
Dear Sirs,
It is an unpleasant result for drawing your attention to the
defective goods, which we rece...
displayed on the market and also printed on the
department ‘s catalogue since the order was confirmed.
Please take this ma...
• Exercises:
1. We shall a_______e( 感激 ) your prompt
a______n to the a_______t of this claim.
2. We would like to s______t...
6. Even so, we only made enough money on this
product to pay expenses. We only b____k
e_____n.
7. Unless we receive the co...
第十二章 索賠回覆
(Claims Adjustment)
• 寫處理索賠信函原則 ( 一 )
–感謝對方來函,並致歉。
–說明問題產生原因。
–表明解決問題之誠意。
–讓對方相信,公正解決問題乃公司基本
政策。
• 寫處理索賠信函原則 ( 二 )
– 感謝對方投訴,並表達遺憾。
– 表達同情對方處境。
– 解釋問題發生原因,責任在第三者。
– 表達誠意,雖然愛莫能助,但友誼及生意長存。
• 第一節 常用表達方式
–承認有失誤
–為延誤致歉
–願以打折扣方式補償
–願以補運方式補償
–將損失責任轉嫁第三者
–結尾語
–賣方拒絕賠償
– 承認有失誤 ( 一 )
• We are sorry to hear that the goods arrived
damaged at your destination.
• We are sorry to learn that this...
– 承認有失誤 ( 二 )
• After investigating your complaint, we have
found an error was made in our dispatch
department.
• From the...
–為延誤致歉
• Thank you for calling our attention to the
non-delivery of your goods.
• Please accept our apologies for the dela...
–願以打折扣方式補償
• Please inform us whether it will be possible
for you to take the wrong goods and have a
50% discount.
• We wi...
–願以補運方式補償
• We will replace the wrong goods with right
ones at once.
• To avoid any inconvenience to you through
the shipp...
–將損失責任轉嫁第三者
• Your claim has been passed on to our
insurance company, who will get in touch
with you soon.
• The claim for...
–賣方拒絕賠償
• We assume not responsibility in your claim.
• We are not responsible for this damage,
claim for which should be ...
–結尾語
• Please be assured that we will give full
attention to this matter.
• We apologize for the inconvenience this
busine...
• 第二節示範信函 ( 一 )
Dear Mr. Wu,
Your e-mail dated June 1 has been received with our
best attention. After checking, we found ...
示範信函 ( 二 )
Dear Janet
We have received your fax of June 25 and your “Reject
Material Report” , number 106.
We are very sor...
示範信函 ( 三 )
Dear Sirs
Upon receiving your claim on May 24 about the
inferior printing on our products, we have closely
exam...
Exercises:翻譯
1. 由貴公司 1 月 1 日來函獲悉,本批商品沒有
完好抵達貴公司,本公司甚感覺歉意。
2. 如果貴公司願意保留本批商品,我們願意給
予發票金額 10% 的減價。
3. 我們檢送美金支票一萬元作為索賠之賠賞。
4. ...
參考書目
1. 商用英文 (English for Business) ,郎亞琴、蕭如妙編
著,文京圖書有限公司總經銷海頓出版社。
2. 國際商業書信 (International Business
Correspondence Handboo...
7.國際貿易英文,籐田榮一著,黃清政譯,前程企業管理公司發行兼出版者。
8.ENGLISH BUSINESS LETTERS(貿易英文書信 ),聞順發、陳淑女編著。
9.新觀念英文法,梁實秋校訂,名人出版社出版。
10.英文不難, Englis...
13. 商用英文書信,籐田義明監修,高崎榮一郎、 Paul Bissonnette
著,彭士晃譯,三民書局印行。
14. 商用英文 (English for Business) 李明成編著,文京圖書有限公司
總經銷,大揚出版社出版。
15. 商...
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超實用外貿英語

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超實用外貿英語

  1. 1. 國貿英文 English for International Trading
  2. 2. 國貿英文之定義與重要性 • 國貿英文是一種商用英文,其範圍 涵蓋整個國際貿易流程 • 台灣屬海島型經濟 – 地狹人稠,資源稀少 ;商業活動以外銷為主。 • 國際化、地球村 – 英文是主要國際語言。 • 工欲善其事,必先利其器 – 從事經濟活 動,國貿英文的能力不可或缺。
  3. 3. 課程結構 本課程分為肆部 :份 • Part I - 國貿實務流程與國貿英文之應用 • Part II - 英文基本句型復習 • Part III - 商業英文書信的結構 • Part IV - 國貿英文書信種類和範例
  4. 4. Part I - 國貿實務流程與國貿英文之應用 • 第一章 國貿實務流程 • 第二章 國際貿易步驟與相關國貿英文書信 • 第三章 國際貿易流程中重要名詞 -- 中英 文對照 第一節 國際貿易流程中重要角色 第二節 重要國際貿易文件 第三節 貿易條件名詞解說
  5. 5. 第一章 國貿實務流程 雙方初步聯絡 寄目錄或樣品 詢價 訂單處理 訂單 國貿談判: 報價 內容: (1) 所需產品 ( 規格、數 量 ) (2) 貿易條件 (3) 包裝方式 (4) 運輸方式 (5) 交貨期 (6) 保險條件 (7) 價格及付款方式 進口商 工廠 製造商 出口商
  6. 6. 第二章 國際貿易 驟與國貿英文步 STEP 1. Market research Exporter Journals, magazines, relative government bureaus, offices, Importer STEP 2. Search for partners Exporter Journals, magazines, relative government bureaus, offices, Importer STEP 3. Submitting trade proposals Exporter Importer Self-introduction, Submitting trade proposals Introducing products, and sending catalog, etc.
  7. 7. STEP 4. Making an inquiry Exporter Importer Making an inquiry,requesting catalogs, price list, samples, etc. STEP 5. Making an offer Exporter Importer Making an offer, sending catalog, Price list, samples, etc. counter offer reach an agreement STEP 6. Placing an order Exporter Importer placing an order(P/O) acceptance of the order (Sales Confirmation or contract)
  8. 8. STEP 7. Effect Shipment based on L/C Exporter Importer Advising/ Negotiation Bank Advising/ Negotiation Bank Issuing BankIssuing Bank Negotiation according to the requirements of L/C L/C Advising shipment Mailing negotiation documents Advising L/C Applying for L/C Make payment Shipping document
  9. 9. STEP 8. Claim letters (if accidents occur) Exporter shipping company insurance company Importer
  10. 10. 國際貿易 驟與國貿英文步 (I) 1. 推銷信函 -Sales Letters or Looking for Partners Establishing Business Relationship 2. 寄目錄或樣品 -Sending Catalogues/Samples 3. 詢價 -Inquiries 4. 報價 -Making Offers 5. 還價 -Making Counter Offers 6. 貿易談判 -Negotiation 7. 下訂單 -Placing an Order 8. 保險 -Insurance
  11. 11. 國際貿易 驟與國貿英文步 (II) 9. 信用狀 -Letter of Credit 10. 包裝及裝船 -Packing/Shipping 11. 收款與付款 -Collection and Payment 12. 索賠 -Claim 13. 索賠處置 - Claim and Adjustment 14. 代理權 -Agencies 15. 信用調查 -Credit Checking
  12. 12. 第三章 國際貿易流程中重要名詞 -- 中 英文對照 • 第一節 國際貿易流程中重要角色 1. 出口商 / 賣方 exporter/seller 2. 進口商 / 買方 importer/buyer 3. 製造商 manufacturer 4. 工廠 factory 5. 代理商 agent 6. 經銷商 distributor 7. 分公司 branch office
  13. 13. 8. 供應商 supplier 9. 貨運承攬公司 forwarder 10. 船公司 shipping company 11. 航空公司 airfreight company 12. 運送人 carrier 13. 報關行 custom broker 14. 託運人 shipper 15. 銀行 bank
  14. 14. 16. 開狀銀行 issuing bank 17. 通知銀行 advising bank 18. 押匯銀行 negotiating bank 19. 商品檢驗局 Bureau of Commodity Inspection & Quarantine 20. 保險公司 insurance company 21. 臺北世貿中心 Taipei World Trade Center
  15. 15. 22. 寄件人、委託人、託運人 Consignor 23. 收件人、 承銷人、 收貨人 Consignee 24. 敵手競爭者 Competitor 25. 零售商 Retailer 26. 批發商 Wholesaler 27. 中華民國對外貿易發展協會 (China External Trade Development Council) 28. 國貿局 (Board of Foreign Trade)
  16. 16. 第二節 重要國際貿易文件 • 報價單 Quotation/offer • 訂貨單 Purchase order • 銷貨確認書 Sales confirmation • 契約書 Contract • 預約發票 Proforma invoice • 信用狀 Letter of Credit (L/C) • 開信用狀申請書 Application for L/C • 信用狀開狀約定書 Agreement for L/C
  17. 17. • 信用狀押匯申請書 Application for Negotiation of Drafts under L/C • 補償書 Letter of Indemnity • 匯票 Bill of Exchange/Draft • 受益人證明書 Beneficiary’s Certificate
  18. 18. • 裝貨單 Shipping Order • 海運提單 Bill of Lading • 空運提單 Airway Bill • 包裝單 Packing List • 重量單 Weight List • 保險單 Certificate of Insurance • 原產地證明書 Certificate of Origin
  19. 19. • 商業發票 Commercial Invoice • 海關發票 Custom Invoice • 領事發票 Consular Invoice • 小提單 Delivery Order • 裝運通知書 Shipping Advice • 輸入許可證 Import Permit • 出口許可證 Export Permit
  20. 20. • 貨物抵達通知單 Cargo Arrival Notice • 擔保提貨書 Indemnity and Guarantee Delivery Without Bill of Lading • 優惠關稅產地證明書 Generalized System of Preference Certificate of Origin, GSP Form
  21. 21. 第三節 貿易條件名詞 國際貿易條件 (Terms of Trade) 1. Price ( 價格 ): FOB , CIF or CFR 2. Payment( 付款 ): L/C or D/D , D/P , D/A 3. Packing( 包裝 ): Mark 標誌式樣 4. Quality( 品質 ): 產品品質等級 5. Quantity( 數量 ): 產品數量 6. Insurance( 保險 ): 保險性質、種類 7. Shipment( 裝船 ): 進出口港口、地點、時間
  22. 22. • CIF(cost, insurance,freight) – 含保險費和 運費交貨條件 • CPT(Carriage Paid To) - 運費付訖交貨條件 • CIP(Carriage Insurance Paid To) - 運保費付訖交貨條件 • CFR(Cost & Freight) - 含運費交貨條件
  23. 23. • DAF(Delivery at Frontier) – 邊境交貨條件 • DES(Delivered Ex Ship) - 目的港船上交貨條件 • DEQ(Delivered Ex Quay Duty Paid) - 目的地港碼頭稅訖交 貨條件 • DDU(Delivered Duty Unpaid) - 目的地稅前交貨條件
  24. 24. • DDP(Delivered Duty Paid) - 目的地稅訖交貨 條件 • EX work - 工廠交貨條件 • FOB(Free on Board) - 起運港船上交貨條件 • FSA(Free Alongside Ship) - 起運港船邊交貨 條件 • FCA(Free Carrier) – 貨物交運送人交貨條件
  25. 25. Exercises: ( 中譯英 ) 1. 國際貿易條件 2. 製造商 3. 進口商 / 出口商 4. 報價單 5. 信用狀 6. 代理商 7. 包裝單 8. 競爭對手 9. 押匯銀行 10. 代理商 11. 報關行 12. 預約發票 13. 訂貨單 14. 商業發票 15. 原產地證明書
  26. 26. Part II - 英文文法基本句型復習 • 英文基本句型 : I. 主詞 + 動詞 ( 完全不及物 ):S+V II. 主詞 + 動詞 ( 不完全不及物 )+ 主詞補 語 :S+V+SC III. 主詞 + 動詞 ( 完全及物 )+ 受詞 :S+V+O IV. 主詞 + 動詞 + 間接受詞 + 直接受 詞 :S+V+IO+DO V. 主詞 + 動詞 ( 不完全及物 ) )+ 受詞 + 受詞補 語 : S+V+O+OC
  27. 27. 英文基本句型 ( 範例 ) I. 主詞 + 動詞 ( 完全不及物 ): S+Vi 1. Demand declines. 2. The price of raw materials has risen. 3. I had a bad cold and stayed home for a few days. 4. Our NT dollar has appreciated. 5. Mistakes occur. 6. The contract expires soon.
  28. 28. 英文基本句型 ( 範例 ) II. 主詞 + 動詞 ( 不完全不及物 )+ 主詞補語 : S+Vi+SC(I) 1. We are one of the well-established trading companies in Taiwan. 2. We are an ISO 9001 certified manufacturer. 3. Our offer is very promising. 4. Our prices are subject to changes without notice.
  29. 29. 英文基本句型 ( 範例 ) II. 主詞 + 動詞 ( 不完全不及物 )+ 主詞補語 : S+Vi+SC(II) 1. Our prices will remain unchanged. 2. I feel satisfied. 3. He became interested. 4. The quality will remain a problem. 5. The weather stays the same.
  30. 30. 英文基本句型 ( 範例 ) III. 主詞 + 動詞 ( 完全及物 )+ 受 詞 :S+Vt+O 1. We are placing an order. 2. I could not open your attached file. 3. We acquired your data from the Internet. 4. They make good coffee. 5. I am enclosing a check. 6. Your order will receive our immediate attention.
  31. 31. 英文基本句型 ( 範例 ) IV. 主詞 + 動詞 + 間接受詞 + 直接受詞 : S+Vt+IO+DO 1. Please kindly give us more information. 2. We will offer you an extra 5% discount. 3. We send our best regards to you. 4. We will give you our best offer for the items.
  32. 32. 英文基本句型 ( 範例 ) V. 主詞 + 動詞 ( 不完全及物 ) )+ 受詞 + 受詞 補語 : S+Vt+O+OC 1. You will find our offer satisfactory. 2. We consider your price too high. 3. We found your service highly satisfactory. 4. We find it necessary to decline your request for a further discount.
  33. 33. • 英文句子的種類 ( 以結構分類 ): – 單句 (Simple Sentence) – 合句 (Compound Sentence) – 複句 (Complex Sentence) – 複合句 (Compound-Complex Sentence)
  34. 34. • 單句、合句、複句的形式   連接詞 單句 S+V: 句子 | - | - 合句 S+V: ( 子句 ) |and(or 等 )*| ( 子句 ) 複句 S+V: ( 主要子句 ) |if(why 等 )**| ( 從屬子句 ) *對等連接詞: and, or, but, for etc. **從屬連接詞 : that, if, when, where, because, since, although etc.
  35. 35. • 子句 (Clause)– 具備主部 + 述部 (S+V) 形 式,除了用作單句、合句的獨立子句外, 也用作複句的主要子句,與從屬子句。   名詞子句 (Noun Clause) 從屬子句分為:形容詞子句 (Adjective Clause)     副詞子句 (Adverbial Clause)  
  36. 36. • 對等連接詞: – 單字或單詞對等連接詞 • And: A and B (A 和 B) ‧but: X, but Y (X, 但是 Y) • Or: A or B (A 或是 B) ‧for: X, for Y (X, 因為 Y) – 成對對等連接詞 • Either A …or B; neither A …nor B • Not only A …but also B; not only A … but B • Both A and B = A as well as B = A and B as well • Not … but( 不是…而是 ) It is not … but…
  37. 37. • 從屬連接詞 : 具有連接主要子句與從屬子句的作用, 分為引導名詞子句、形容詞子句、副詞子句的連接 詞。 – 引導名詞子句的連接詞 – that , if (whether) • that - It is true that we did business with XY Co. during the period of 1985-1988. • if – We wonder if you received our letter or not. – 引導形容詞子句的連接詞 – which , that * which – American teens prefer jeans which ride on the hips. * that – We would be thankful if you would kindly introduce us to any companies that are interested in this line of products.
  38. 38. • 引導副詞子句的連接詞 – 表示時間 • when; while; as • since, until, after, before, once • no sooner… than; hardly… when **When you come to Taiwan, we can show you our line of products displayed in our showroom. **They proposed to cancel this order as its shipment was delayed.
  39. 39. • 引導副詞子句的連接詞 – 表示地點 • Where, wherever, everywhere, anywhere **Where there is a will, there is a way. **You can sell our goods where competition is not keen. **Where we have buying offices, you can approach our staff.
  40. 40. • 引導副詞子句的連接詞 – 表示條件、假定 (1) • if (once), unless, in the event (that), in case (that), in case of • provided (that), suppose (that), providing, on condition that • so long as **If you demand such items, we think we can satisfy you.
  41. 41. • 引導副詞子句的連接詞 – 表示條件、假定 (2) **If your order is large enough, a discount in price can be allowed. **Unless you write us before May 5, we’ll cancel your order. **We are prepared to give you a trial order, provided you guarantee shipment on or before August 30.
  42. 42. • 引導副詞子句的連接詞 – 表示原因與理由 • because, only because, since, as, in that • taking into consideration (the fact) that; considering that; seeing that, now (that) • Due to (owing to, on account to, in view of, by virtue of, as a result of, thanks to) + the fact that • Not that … but that…;not because … but because… It is not because … but because… ** Because the quality is poor, we refuse to accept the merchandise.
  43. 43. • 引導副詞子句的連接詞 – 表示結果與目的 • so… that; such …that • in order that…; for the purpose that…; **Please let us know so that we can discuss details. – 表示讓步 • although, though, even if, even though • in spite of, despite of, despite, regardless of **We consider your prices too high though you have made concessions.
  44. 44. • 引導副詞子句的連接詞 – 表示比較及其他 • As, as…as…, than • according to **If your product are as good as those made in Korea, we’ll place an order right away. **Our overhead this year is larger than last year’s.
  45. 45. • 短文 - 句型示例 :( 一 ) Why worry? There are only two things to worry about. Either you are well or you are ill. If you are well, there is nothing to worry about. If you are ill, there are only two things to worry about. Either you get well, or you die. If you get well, there is nothing to worry about. If you die, there are only two things to worry about.
  46. 46. • 短文 - 句型示例 : (Why worry?)( 二 ) Either you go to heaven, or you go to hell. If you go to heaven, there is nothing to worry about. If you go to hell, you will be busy shaking hands with your friends there, you won’t have time to worry about.
  47. 47. Exercises: 1. 請寫出短文中所有單句及其句型。 2. 請寫出短文中所有合句。 3. 請寫出短文中所有複句。 4. 請寫出短文中所有複合句。
  48. 48. Part III – 英文書信的結構 (Basic Structure of a Business Letter) – 商業英文書信的格式 (Letter styles) – 商業英文書信的組成 (Parts of a business letter) • 主要部份 (Basic parts) • 次要部份 (Optional parts) – 信封的寫法 (How to write an envelope) – 商業英文書信必須具備的七要件
  49. 49. 商業英文書信的格式 (Letter styles) • Full-blocked style ( 全齊頭式 ) LETTERHEAD( 信頭 ) Date( 日期 )………… Inside address( 信內地址 / 收信人地址 ) ………….…… ...................... Salutation( 稱呼 ) ……………………………………………………… Body( 正文 / 本文 ) …………………………………... ………………. ……………………………………………………… ……………………………………………… ………………. Complimentary close( 客套結束語 ) Signature( 簽名 ) ………………. .
  50. 50. • Semi-blocked style ( 半齊頭式 ) LETTERHEAD Inside address Date……………. ………………. ………………. Salutation : ( , ) ……………………………………………… Body…………………………………………….. ………………… ……………………………………………… …………………………………………………… ………………… Complimentary close, Signature …………………………. ………………………….
  51. 51. • Modified-blocked style ( 改良齊頭式 ) LETTERHEAD Inside address Date ………………. ………………. Salutation : ( , ) …………………………………………………..... . Body………………………………………………. ………………. …………………………………………………….. …………………………………………………….. ………………. Complimentary close, Signature ………………………….. …………………………..
  52. 52. 商業英文書信的組成 (Parts of a business letter) • 主要部份 (Basic parts)( 一 ) 1. Letterhead ( 信頭 ) trade mark name of the company Genesis Import/Export address 2131 S. Newark Way Walnut Creek, CA 94956 USA telephone number Tel. (925)925-1288 Fax (925)911-1234 e-mail: dchou@gmail.com
  53. 53. ‧ 主要部份 (Basic parts)( 二 ) 2. Date Examples: May 15, 2005( 美式 ) 15th May, 2005( 英式 ) 註 : ** 月份不宜用縮寫如 : Aug. ** 勿用 5/15/05 or 5-15-05
  54. 54. • 主要部份 (Basic parts)( 三 ) 3. Inside address: 收信人名 如 : Mr. Terrence H. Franklin 職稱 Sales Manager 部門 Marketing Department 公司名 ABC Trading Co. 地址 40 West Road New York, N.Y. 1021 國名 U.S.A.
  55. 55. • 主要部份 (Basic parts)( 四 ) 4. Salutation – Dear + title + last name - individual, formally Dear Sir or Madam - company or dept. Dear + first name - someone you know 5. Body of the Letter - see “Letter styles”
  56. 56. • 主要部份 (Basic parts)( 五 ) 6. Complimentary Closing( 一 ) * formal -Yours truly, Truly yours, Yours sincerely, Sincerely yours, Yours faithfully, Faithfully yours, * highly formal – Respectfully yours, Yours respectfully,
  57. 57. ‧ 主要部份 (Basic parts)( 五 ) 6. Complimentary Closing( 二 ) * personal – Cordially, Cordially yours, * highly personal – Best regards, Best wishes, Regards, 7. Signature -
  58. 58. ‧ 附加部份 (Optional parts) 1. Reference Number 2. Attention Line 3. Subject Line (Re:) 4. Identification Marks 5. Enclosure Marks 6. Carbon Copy Notation 7. Postscript, P.S. 8. Continuation Pages
  59. 59. 英文書信的構成 ( 各項構成因素的關係位 置 ) Letterhead Date Ref-. No. Address Attention Salutation, ID Initials Enc. c. c. or cc- P.S. ………………………Postscript……………………………. ……………………………………………………………….. Subject(Body of Letter) 客套結語,公司名稱 (Signature) 寫信者的打字名及職稱
  60. 60. 信封的寫法 (How to write an envelope) (sender’s address) Allen Wang Rm 130, No. 120 Chung Hsio E. Rd. Taipei, Taiwan, Republic of China AIR MAIL Express (remarks) (recipient’s address) Mr. David Shaw 2201 Sunset Blvd. Los Angeles, CA. 90201 U. S. A. Postage
  61. 61. 商業英文書信必須具備的七要件 1. Conciseness 簡潔 (X 代表錯誤的示範 ) X Please check the letter of May 1 so that you may know all facts. ○Please check the letter of May 1 for all the facts. X It is understood that you will arrive next week. ○We understand that you will arrive next week. X Thank you for the letter. You wrote your letter on January 20.
  62. 62. 2. Clearness 清楚 X We will ship the computers ordered biweekly. ○We will ship the computers ordered two times a week. X The manager told Mr. Lee that he had received his check. ○The Manager told Mr. Lee that he had received Mr. Lee’s check. X The toys were packed in our opinion poorly. ○In our opinion, the toys were packed poorly. X We have received your 10 umbrellas orders. ○We have received your 10 orders of umbrellas.
  63. 63. 3. Correctness 正確 x The loan limit is US$100. ○The loan limit is US$100 or less. x We offer US$2.50 F.O.B. Taipei. ○We offer US$2.50 F.O.B. Keelung. x Please sent us your catalogue. ○Please send us your catalogue. x Our bikes are certainly the best on the market. ○Our bikes are solid in quality and attractive in design.
  64. 64. 4. Courtesy 禮貌 •Use Polite Words or Expressions – thank you, please, pardon, excuse me, regret, request etc. ○Thank you for your letter of May 2. •Use of Passive Voice X You made a serious mistake. ○It seems that a serious mistake was made. •Use of Positive Word X We do not think you will be dissatisfied. ○We are sure that you will be satisfied. •Use of Mitigation – We are afraid…, We would say…, We suggest that…
  65. 65. 5. Completeness 完整 x We have received your goods. ○We have received your sporting goods on our Order No. 234. x These are the most favorable quotations. Being based on materials of the finest quality. ○These are the most favorable quotations based on our finest materials. x Shipment left factory on 28th. ○Your Order No. 112 was shipped from our factory on May 28th.
  66. 66. 6. Concreteness 具體 x Our prices are the best. ○Our prices are the lowest on the market. x Our sweaters are very good. ○Our sweaters are soft, light and attractive. x We expect to receive your reply. ○We expect to receive your early confirmation of the order. x You will receive our samples in due time. ○You will receive our samples before June 10.
  67. 67. 7. Consideration 周到 •Trying to be in the customers’ shoes is essential in business communication. The proper use of “YOU attitude” is necessary. Pay attention to use more “YOU” than “WE”. X We are pleased to announce that we will offer you a 5% discount. ○You will be pleased to know that we will offer you a 5% discount.
  68. 68. Exercises: 1. What are the basic parts of a business letter. 2. What are the optional parts of a business letter. Point out their position in a form letter. 3. Write the following Dates in English: 民國 94 年 5 月 10 日 2005/8/17 民國 94 年 6 月 18 日 2005/7/07 4. Draw an envelope and write down necessary information. 5. What are the three letter styles? Describe their differences.
  69. 69. Part IV - 國貿英文書信種類和範例 第一章 Establishing Business Relation- ship 建立貿易關係 ( 一 ) ‧ 請提供可靠廠商資料 ‧ 說明如何取得對方資料 ‧ 自我介紹 ‧ 表示願意建立貿易夥伴關係 ‧ 表示對其產品有興趣
  70. 70. 第一章 Establishing Business Relationship 建立貿易關係 ( 二 ) ‧ 表示願意多為其服務 ‧ 結語 第一節 常用表達方式 -- 請提供可靠廠商資料 ( 一 ) ‧Please introduce us to some of the most reliable exporters (or importers).( 請介紹一 些可靠的出口商或進口商。 )
  71. 71. -- 請提供可靠廠商資料 ( 二 ) ‧We should be obliged if you would kindly supply us with the addresses of factories which produce the following goods. ‧We would appreciate receiving from you a list of suppliers so that we may contact them directly. ‧We shall be very thankful if you can provide us with information about hardware suppliers.
  72. 72. -- 請提供可靠廠商資料 ( 三 ) ‧Kindly inform us of the names and addresses of the trading companies in your city who wish to purchase our products. ‧Please send us a list of names and addresses of trading companies in your area who would like to purchase our products.
  73. 73. –說明如何取得對方資料 ( 一 ) • Your name has been given us through the recommendation of the English Commercial Office in Taipei. • Your name and address were introduced to us by ABC Inc. who strongly recommends your housewares. • Our prime customer recommended you as the reliable firm.
  74. 74. -- 說明如何取得對方資料 ( 二 ) ‧ We understand from an old customer of ours, Mr. J.R. Wong of ABC International Co., Ltd. that you are looking for new suppliers of cameras. ‧It is through our mutual friend, Mr. David Wong, that we learned you are planning to market your new products in this district.
  75. 75. –說明如何取得對方資料 ( 三 ) • We got your name from the CETRA( 外貿協 會 ) and learned that you are one of the leading importers of shoes in your country. • Your good firm has been brought to our attention by the American Chamber of Commerce as one of the leading exporters of fashion goods. • We have learned from Trade Wind that your company is a leading manufacturer of shoes.
  76. 76. –自我介紹 (1) • We are a major manufacturer and trader of shoes in Taiwan for many years. • We are one of the leading trading firms in Taiwan, who have been engaged in manufacturing bicycles since 1975. • Our firm was established in 1985 and has enjoyed an excellent reputation for these items. • We have been engaged in importing printing machinery for 15 years. • We have a business background of 30 years.
  77. 77. -- 自我介紹 (2) ‧ We take the pleasure to introduce ourselves as a maker of fashionable jewelries in Taiwan. ‧We are importers and exporters handling color TV sets. ‧We have been established here for over thirty years as general importers and exporters. ‧Let us introduce ourselves as a leading trading firm in Taipei.
  78. 78. –表示願意建立貿易夥伴關係 • We would like to enter business relations with you. • We are expecting to build the business connections with you. • We would like to do business with you. • We would like to open an account with you. • We wish to establish business relations with you.
  79. 79. – 表示對其產品有興趣 (1) • We are particularly interested in your products, and would like to have more detailed information on all of your commodities. • We have an extensive sales network for this line of goods, and shall always be ready to cooperate with you in marketing your products in our market.. • We have heard of your products of excellent qualities and are considering importing them to Taiwan.
  80. 80. -- 表示對其產品有興趣 (2) ‧We are interested in your new model. ‧We have heard of your products. ‧You can be sure that your products will enjoy a good reputation in our market. ‧We are considering the possibility of commencing business with you concerning buying European sundries, if your terms and conditions are acceptable.
  81. 81. –表示願意多為其服務 • We are eager to serve you to our best. • We would like to be of service to you. • We hope to have the opportunity to be of service to you. • We would like to do business with you in the near future. • We look forward to trading with you.
  82. 82. –結語 (1) • Your prompt attention to this matter would be highly appreciated. • We look forward with pleasure to serving you. • We will appreciate your early reply. • We await your earliest reply. • We look forward to hearing from you. • We are awaiting for your favorable reply.
  83. 83. -- 結語 (2) ‧Your prompt reply is eagerly awaited. ‧I would be pleased to hear from you. ‧Please let us have your reply as soon as possible. ‧Thank you in advance for your prompt reply. ‧May I hear from you soon? ‧We will be expecting your reply by immediate return fax.
  84. 84. 示範信函 ( 一 ) Dear Sirs, We have obtained your name and address from Aso Shoes, Taipei, 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,
  85. 85. Dear Sirs, We have learned your name and address from Taipei Trade Center. Here we take the liberty of introducing ourselves as follows: We are one of the leading exporter of auto parts & accessories in Taiwan and our goods are enjoying high reputation for their excellent quality. We have been engaged in this field for 22 years and have good connections with local manufacturers. We enclose our illustrated catalogue and price list covering all the products we are handling. The listed prices are all on FOB Taiwan basis. Hope you would be interested in our products and we could receive your favorable response soon. Yours faithfully, •示範信函 ( 二 )
  86. 86. Dear Mr. Lenard, We received your company details from the Taipei World Trade Center, where I believe you attended a textiles exhibition earlier this year. Please allow me to introduce our company to you. Acer was established in June, 1985 and initially imported cloth from India and Pakistan. We became a leader in our field and opened the first of our own textile producing factories in 1990. We now produce all kinds, grades and colors of cloth, and have earned a good reputation both in Taiwan and abroad. Our latest catalog and price list are being forwarded to you by speed post. If you would like any other information, please feel free to contact us on the above numbers. I look forward to hearing from you soon. Thanks and best regards, •示範信函 ( 三 )
  87. 87. 示範信函 ( 四 ) Dear Sirs, We have been exporters of bicycles for over thirty years and are now interested in establishing business connections with a most reliable import company in your country. We would be thankful, therefore, if you would kindly introduce us to any companies that are interested in this line of products. We hope we can get in touch with these companies directly through your recommendation and do business with them on a regular basis. With regard to our financial standing and business activities, we are permitted to mention the Bank of Taiwan as a reference. We would much appreciate any information you could give us. Yours faithfully,
  88. 88. 示範信函 ( 五 ) Gentlemen: In answer to your letter of May 20, we are glad to recommend the following firm: Name: Queen Import, Inc. Address: 125 Willow Blvd. Los Angeles, CA 91024 USA Although this company is reliable and enjoys a good reputation here, we, of course, do not want hold ourselves responsible for them. For any information you may need about their standing, we advise you to write directly to them. They can, in turn, provide you with their references. We hope our reply will be helpful to you, and if there is anything more we can do for you, please do not hesitate to let us know. Yours sincerely,
  89. 89. Exercises: (Fill in the blanks with words provided) distributor in demand commerce market competition product controls quotas export tariffs 1. This is what I am selling. This is my _________. 2. At present I only sell it in this country. I only _____it here. 3. I’m planning to start sending it abroad. I’m going to ______ it. 4. I want to find out who sells a product like mine abroad. I want to know what ________ there is.
  90. 90. 5. I also want to know whether many people want a product like this. I wonder if it’s __________. 6. I haven’t found anyone to sell my product abroad. I don’t have a ________. 7. Are the charges very great for products going into Asian countries? Are the ______high? 8. I understand that there are limits on the quantities one can export to some countries. I’ve been told that there are _________. 9. Yes, and there are limits on the movement of money and products. There are numerous _________. 10. Buying and selling are pretty complicated. In ________ there are many things to think about.
  91. 91. 第二章 SALES LETTER 尋找客戶、推銷自己 -- 提昇興趣 (Arouse Interest) – 引起注意 (Attract Attention) – 創造慾望 (Create Desire) – 具說服力 (Carry Conviction) – 誘導行動 (Induce Action)
  92. 92. 第一節 常用表達方式 ( 一 ) ‧We are happy to advise you that we have marketed the new product. ‧You will be interested to hear that we have just marketed our new product. ‧We have pleasure in sending our catalog and price-list of newly developed cameras. ‧Please allow me to introduce a new range of products we have recently designed.
  93. 93. 第一節 常用表達方式 ( 二 ) ‧We want to tell you about a new type of furniture that is selling like hot cakes in the U.S.A. ‧Please pay your best attention to the new specialties which made a great sensation at this year’s International Trade Fair. ‧If you order within the following four weeks, we can give you a 5% discount.
  94. 94. – 介紹產品的優點 ( 出口商 ) • Our products have the following advantages: durability, precision, delicacy, efficiency and accurate function. • Our products are made in a strict quality control process to assure accuracy, strength and reliability with competitive prices. • Our products are welcomed by customers.
  95. 95. 示範信函 ( 一 ) Dear Sirs, We always have something new for you. With this letter comes to you the information about one of our new household items. You will be interested to know that we have recently developed a new product, the V8 Juice Blender, which is selling very well on the home market. Because of its success in this country, we thought there might be sales potential abroad. We would welcome your advice as to whether, in your opinion, there is a market in your country. If you agree, we would be glad to supply you with samples to show to potential customers. You will find an order form enclosed in case you wish to place an immediate order. Yours faithfully,
  96. 96. 示範信函 ( 二 ) Dear Subscriber: The best time to renew your SECRETARY subscription is now, for two good reasons: 1. Your weekly news coverage with SECRETARY won’t be interrupted and we won’t have to send you any more reminders. 2. When you renew now at today’s prices, you avoid future price increases for the full period of your extended subscription. And, as a renewal subscriber, you are eligible to receive SECRETRY at the lowest rates available to the general public. Depending on the terms you choose, you can SAVE UP TO 55% off the cover price of NT$120.00 a copy.
  97. 97. 示範信函 ( 二續 ) All you have to do is simply fill in our renewal and mail it TODAY. We’ll take care of the rest – even bill you later, if you like. So please act NOW to guarantee this great savings. Cordially, John Marcom Publisher JM/ra PS. If you prefer to renew by phone, please call our Renewal Department at TEL: 02-551-4025
  98. 98. 示範信函 ( 三 ) Dear Friend, You might be amazed to know that the new Fat Free Burger from Health First won this year’s “People’s Choice Award” for best taste. Considering it beat out burgers containing fat, we’d understand your reaction. But our vegetarian burger was chosen over others in a blind taste test conducted by the National Nutritional Foods Association. And we are so sure you will agree with the results that we are offering a money back guarantee. Either you will love the burger or you will get your money back. You’ve got nothing to lose. Now take the enclosed coupon to your favorite natural food store and try the Fat Free Burger from Health First. Try the amazing fat-free burger with the award-winning taste! Sincerely,
  99. 99. Exercises: 翻譯 1. May we draw your attention to our mini-bicycle? 2. You will be interested in our new product. 3. Our products are of the finest materials and the highest techniques and are second to none in design. 4. Please pay your best attention to the new specialties which made a great sensation at this year’s International Trade Fair.
  100. 100. Exercises: 翻譯 5. We are pleased to inform you that we have just marketed our newly-developed camera. 6. We are enclosing some sales literature in which you will see what an enthusiastic reception our new product has received all over the world.
  101. 101. 章 Enquiry( 詢問信函 ) 得知該項產品 到詳細型錄 (Catalogue) 、價目表 List) 、樣品 (Samples) 、折扣 nt) 及其他説明資料 (Illustrative re, Literature) 等 何種交易條件報價及代理商 金等,如佣 好,就下訂單 助並予感謝
  102. 102. • 第一節 常用表達方式 –從何處得知該項產品 ( 一 ) • We have learned from Anron Company of Taipei that you’re producing for export handicrafts. • Several of my dealers have expressed an interest in your 100% cotton made T-shirts and have inquired about them. • We visited your stand at the computer exhibition in Taipei last month and we are interested in your display of product No.15.
  103. 103. – 從何處得知該項產品 ( 二 ) • You name and address were passed on to us thru our mutual friend, Mr. Jack White, from whom we understand that you are interested in handling fashions. • Thank you for your letter of May 1, 2005 introducing your goods factory, we are very much interested in importing bamboo furniture. • From your FAX message of May 24, we understand that your company plans to expand market to China, and we are glad that you hope to deal business with us.
  104. 104. – 請寄產 ( 樣 ) 品資料 ( 一 ) • Please send a catalog of your latest products. • Please send us samples of the goods. • Please give us information on the measurements and weight of the products. • Kindly send us without charge samples of your line. • We are interested in your products. Could you send us your brochures? • Please let us know what quantities you have in stock.
  105. 105. – 請寄產 ( 樣 ) 品資料 ( 二 ) • We would appreciate receiving full details of your products. • We would appreciate it if you send us your latest catalogue. • We have interest in importing your sporting goods and would like to get brochures of your latest product lines. • It would be helpful if you could send us some samples showing your range of hardware.
  106. 106. - 請寄產 ( 樣 ) 品資料 ( 一 ) ‧We would like to have further details as to your products. ‧We hear that you have put an electric typewriter on the market and should be glad to have full details. ‧Your products are enjoying a good reputation among our customers.
  107. 107. – 請寄價格資料 ( 一 ) • Please send us your complete price lists. • Please quote your prices to us. • Will you please send us samples and price lists of the goods listed below? • Please inform us what special offer you can make us. • We are prepared to do business with you if your prices and terms are good.
  108. 108. – 請寄價格資料 ( 二 ) ‧There is no market for the higher-priced goods. Please offer only the goods of the medium price range. ‧If any items are out of stock, please submit a quotation of a substitute. ‧Please take into consideration when quoting a price that we are paying high customs duties. ‧Please inform us of your terms of payment.
  109. 109. – 請寄價格資料 ( 三 ) • Would you please let us have a firm offer for …/ your current catalogue showing …? • We have an inquiry for your goods and should be glad if you would send us your catalogs and prices. • Would you send us your samples with quotations. • The following specifications are for our lab equipment, please inform us your best price with best quality.
  110. 110. –請寄折扣資料 • Please quote us your best discount off your list prices for this quantity. • Please inform us what discount you can allow us for a large order. • We shall be glad if you will quote us the best discount for cash off list price for this quantity. • The margin of profit on this order is very small, and we hope you will allow us an extra discount of 5%.
  111. 111. –如果條件好,就下訂單 • If your price is competitive, we will place an order in quantity with you. • If your prices are workable and the quality of the goods meet with our customers’ approval, we will place our orders regularly. • If you can give us a competitive quotation, we expect to place a large order.
  112. 112. –請求協助並予感謝 ‧I look forward to a long, prosperous business relationship between our companies. ‧Thanks in advance for your prompt attention. ‧Your immediate attention to this matter would be appreciated. ‧Please give this matter your urgent attention. ‧We will be grateful for any help you can give us.
  113. 113. Dear Sirs, Your firm has been recommended to us by Mr. James Dickinson, Manager of ABC Company, with whom we have done business for many years. We are interested in your card-index boxes and filing equipment and shall be glad if you send us a copy of your catalogue and current price. Yours faithfully, ‧ 第二節示範信函 ( 一 )
  114. 114. Dear Sirs, Your company’s products are featured in Taiwan Yellow Pages. May we introduce ourselves as an experienced importer and exporter exclusively dealing business between Asia and USA. We are very interested in distributing your sporting gloves and shoes here in the United States. Please kindly send us detailed information or catalog including: 1. Product specifications 2. availability and delivery schedule 3. price list and payment terms We’d appreciate it if you could provide us with samples for our evaluation and presentation to our buyers. Thank you for your attention, and we are looking forward to initiating business cooperation for our mutual benefits. Sincerely yours, ‧ 示範信函 ( 二 )
  115. 115. Dear Sirs, We have seen your advertisement in The Houseware and are interested in your ceiling fans and stand fans. Please kindly quote your best prices based on CIF Kaohsiung, Taiwan stating your earliest delivery date, your terms of payment and discounts for regular purchases. We look forward to a long and happy business relationship with you. Yours faithfully, ‧ 示範信函 ( 三 )
  116. 116. 示範信函 ( 四 ) Dear Sirs, We have been importing fully-automatic 35 mm cameras from Germany for many years. We have learned that in recent years several Swiss companies have started manufacturing similar products. We would be thankful if you could give us a list of some of these Swiss companies so that we can find out whether their goods are suitable for the Taiwan Market. If you do not have the necessary information on hand, perhaps you would be good enough to make some inquiries on our behalf. Thanks. Yours faithfully,
  117. 117. Exercises : (Translate into English) 1. 請以 CIF Keelung 為貿易條件報價。 (quote….based on) 2. 請給我們更詳細之產品規格。 (specifications) 3. 我們對 貴公司產品很有興趣。 (are interested in) 4. 如果 的價格具有競爭力您 (competitive) ,我們 將 於未來下一個大訂單。 5. 請盡快在 最方便的時刻您 (at your earliest convenience) ,送給我們 貴公司的目錄和小冊 子 (catalogs and brochures).
  118. 118. Exercises (Translate into Chinese) 1. We understand from your advertisement in “Z” magazine that you are exporting and distributing cotton and silk fabrics. 2. If there are minimum export quantities per color or model, please inform us. 3. Please indicate if you are willing to give special discounts on large orders. 4. Please let us have your lowest price for each of the following items. 5. We are very grateful for your prompt attention.
  119. 119. 第四章 Reply 回覆信函 – 友善且直接 friendly and direct – 自信且建設性 confident and positive – 從對方立場看事情 presented from the counterpart’s point of view – 激發興趣 stimulate interest – 像私人信函 like a personal message
  120. 120. • 第一節常用表達方式 – 對來函詢問表示謝意 – 答覆來函詢問問題 ( 如產品、價格、型錄 等 ) – 提供額外資訊 – 誘導行動、保證服務品質
  121. 121. –對來函詢問表示謝意 ( 一 ) • Thank you for your letter of September 15. • Many thanks for your letter of May 22. • Thanks for your inquiry dated November 15, concerning your interest in our ladies’ fashion. • Thank you for your interest in our hand bags. • We have received your letter of January 14, asking for information on our product.
  122. 122. –對來函詢問表示謝意 ( 二 ) • We are pleased to acknowledge your letter of May 10. • We are glad to receive your letter of September 4, inquiring about our sandals. • Thank you very much for your yesterday’s Fax requesting prices of our horns. • Thanks for your e-mail of May 15 in which you asked for the quotation of our new PDA series and a sample of item: PD-1155.
  123. 123. – 答覆來函詢問問題 ( 如產品、價格、型錄等 )( 一 ) • As requested, we are enclosing our offer sheet and catalog for your evaluation. • I am sending a brochure and specification sheet for each item by speed post this afternoon. • I am sure that you will find our large product range suitable, and our low prices very competitive. • Referring to your telephone proposal yesterday, we are enclosing a pamphlet on our newest product.
  124. 124. – 答覆來函詢問問題 ( 如產品、價格、型錄等 ) ( 二 ) ‧In reply to your inquiry of May 10, we are enclosing our latest catalogue for your reference. ‧Referring to your inquiry of November 20, we have quoted as below. ‧In response to your inquiry of July 15, we are pleased to quote as follows. ‧As to your inquiry of May 20, we are now working hard in order to meet your requirements.
  125. 125. – 答覆來函詢問問題 ( 如產品、價格、型錄等 )( 三 ) ‧I am sure that you will find that our computer mice are not only highly functional, but also very attractive. ‧If we receive your confirmed order before July 26, we will be able to dispatch the goods around the middle of August. ‧I regret to inform you that we do not have model number AD-12 in stock at the moment.
  126. 126. – 答覆來函詢問問題 ( 如產品、價格、型錄等 )( 四 ) • The prices for smaller and for larger amounts are noted in a separate list. • Prices are reasonable (workable). • The price list enclosed will show you that our prices are far more competitive than those of our rival firms. • Prices are subject to change without notice. • The prices of raw materials have gone up steadily since September, but we have not yet raised our prices.
  127. 127. – 提供額外資訊 ( 一 ) • We are pleased to enclose our latest catalog and price-list at your request, but we should point out that prices are subject to change as the market demand for raw materials is very unsteady at present. • The prices which we quoted are temporary, since the prices of raw materials are going up. We suggest you place us your order as soon as possible (ASAP).
  128. 128. –提供額外資訊 ( 二 ) • The costs have gone up steadily since June, but we will not raise our prices until the end of December. • We are sorry that we no longer manufacture the model you asked for, however, the new model we are producing has proven to be more durable, lighter, and lower in price. • I am also including a specification sheet about Model Y for your reference.
  129. 129. – 提供額外資訊 ( 三 ) • We also manufacture a wide range of sandals in which we think you may be interested. They are fully illustrated in the catalog and are of the same high quality as the items you asked for. • If our price is found unworkable, please let us know in return mail the best price obtainable in your market.
  130. 130. – 誘導行動、保證服務品質 ( 一 ) • We look forward to hearing from you. • We would appreciate your prompt attention to this matter. • Deliver can be made from stock. • Delivery will be made within two months on receipt of your order. .
  131. 131. –誘導行動、保證服務品質 ( 二 ) • We are willing to offer 5% reduction in price on orders over 1,000 pieces. You can rely on us to give your order immediate attention. • We hope your customers will find our terms and delivery dates acceptable. We can assure you that you may count on our full cooperation in this matter. • We look forward to receiving instructions from you in the near future.
  132. 132. • 第二節示範信函 ( 一 ) Dear Sirs, We have received your letter of 2nd April, inquiring about the best terms of Chinese toys and Sundries. In compliance with your request, enclosed are our latest catalog together with a revised price list from which you will see our best possible terms. We are confident that the terms submitted will give you complete satisfaction and will lead to business with you. We handle a wide range of products with superior quality, and can exercise your order efficiently, at the rock-bottom prices as shown in the price-list. We would be pleased to receive your orders, which will always have our best attention. Yours faithfully,
  133. 133. Dear Sirs, We thank you for your letter of 17th January, asking for details and prices of our heaters. We take pleasure in enclosing our latest price list and catalogue, together with details of Model XY-1. Please do not hesitate to write us if you need further information. Yours faithfully, •示範信函 ( 二 )
  134. 134. Dear Sirs, Thanks for your e-mail dated Jan 20, introducing yourself and inquiring for the items you are interested in. Attached please find our best quotation QA2005045 for your reference. Please kindly note that page 1 is for the items you asked; page 2 is for the items we recommend which are made by automatic machines. You can find that the prices are very competitive. Hope our offer can meet your demand and you may confirm your order in the near future. We are glad to have this opportunity to have the first contact with you and hope we can cooperate together very soon. In the expectation of your favorable news in return, we thank you for your attention. Sincerely yours, •示範信函 ( 三 )
  135. 135. 示範信函 ( 四 ) Dear Sirs, We were pleased to receive your inquiry of 3rd September. As requested, we enclose our illustrated catalog and price-list and trust that you will find them of much interest. As you will note on examining them, our products are superior to any others on the market. Moreover, our prices and terms are competitive. If you wish to ensure delivery before Christmas, it will be necessary to place our order as soon as possible as demand is very heavy this time of year. We look forward to receiving instructions from you in the near future. Yours faithfully,
  136. 136. Exercises :Fill in the missing words. 1. Thank you for your i______y about our company and our products. 2. We received, with thanks your fax of March 20, r_____ring our computer mice. 3. Thanks for your letter of 25th June, and are p_____sed to i______m you that all the items listed in your enquiry are in s_____k( 存貨 ). 4. We no longer m________e the m____l you asked for as their r_____l prices tend to only attract the upper end of the market. 5. The prices which we quoted are t________y( 暫時性 ), since we may be compelled to increase our prices because of increased c____ts of raw m_______ls.
  137. 137. 第五章 Follow-up 追蹤信函 – 提醒作用 – 不同於推銷 – 提供新資料並作不同觀點補充解說
  138. 138. • 第一節 常用表達方式 – 尚未收到回音 – 是否收到去函,請告知 – 期待收到對方回音
  139. 139. –尚未收到回音 • Until now we have not heard anything from you since we mailed you our letter to you on March 1. • Regarding our fax dated June 12, we are still waiting for your comments. • Our records show that we have not received any of your correspondences since January 15.
  140. 140. – 是否收到去函,請告知 ( 一 ) • Please advise us whether you have received our letter dated (date). • If you have not received our letter, we will send it to you again. • If you have received our catalog, please advise us of your opinions. • Please kindly refer to PDA-156. Are you going to place repeat order soon?
  141. 141. – 是否收到去函,請告知 ( 二 ) • As we have not heard from you, we would like to know if you need any further information. • We hope you found our merchandise and service satisfactory. • Your comments will be a help for us to renew and improve the good relationship between our firms.
  142. 142. –期待收到對方回音 • Thanks for your kind attention to the above and look forward to your comments and orders very soon. • We look forward to doing business with you and we appreciate your comments and suggestions. • We would be glad to have your comments and suggestions.
  143. 143. • 第二節示範信函 ( 一 ) Dear Sirs, Last month we sent you our quotation of xxx together with an actual sample replying to your enquiry dated 18 Sept. Since we have not heard from you as yet, we would like to ask if you need further information. If, for some reason, you have changed your schemes or made other arrangements, please let us know. We would appreciate any comments you could give us. Yours faithfully,
  144. 144. Dear Sirs, It is a matter of the greatest concern to us to find your name on our list of “missing customers” and to realize that it has been there for some time. As we are sure you know, a lost customer is a serious problem in our business. As you’ve been a valued customer to us, if there is something important to have caused you to stay away from us, it is certainly important for us to find the reasons and to take proper corrective steps. Therefore, we are writing you to ask for help on this problem. We will be very grateful if you would kindly give us your opinions and comments. Yours faithfully, •示範信函 ( 二 )
  145. 145. Exercises( 英譯中 ) 1. We have not heard from you for a while. I hope that all is well in your company and that business is prosperous. 2. We are very concerned to find your name on our list of “missing customers” and to know that it has been there for some time. 3. Under such circumstance, we expect to receive your reply and also welcome your opinions which are likely to bring both of us business.
  146. 146. 第六章 報價 (Offer and Quotation) 賣方提供買方 價目表 (Price list/Offer sheet) 估價單 (Estimate sheet) 報價單 (Quotation) 預約發票 (Proforma invoice)
  147. 147. 國際貿易『報價內容』必須具備 :( 一 ) 1. Offer 聲明 ( 如 FOB/CIF 等價格條件 ) 2. 商品名稱 3. 品質條件 ( 成份、規格、式樣等 ) 4. 包裝方式 5. 訂貨數量
  148. 148. 國際貿易『報價內容』必須具備 :( 二 ) 6. 貨品單價 7. 交貨時間 8. 付款方式 9. 保險責任及類別 10. 其他條件
  149. 149. • 報價範例 Dear Sirs, We thank you for your inquiry of April 13 and are pleased to offer you our best quotation as follows: FOB TAIWAN Item No. Description 10,000sets 5,000sets 3,000sets MN-385 memo board US$1.22/set US$1.26/set US$1.29/set Remarks: 1.Same price for all models: MN-383, MN-384, MN-385 & MN-386 2.Minimum: 3,000 sets for making your own design (4-color printing). You have to send us the film of your design so that we can print them accordingly. 3.Packing: 1pc/polybag, 12pc/box, 36pc/ctn2.3’ If the packing you request is different from ours, the price will be different.
  150. 150. Frankly speaking, this item isa one of our best selling products. After we promote it from July, we have got a lot of orders according to customer’s designs. So, we hope you will feel satisfactory to our offer and may confirm order at the soonest. In the expectation of your favorable news in return, we thank you for your attention to the above and remain, Truly yours Continued 報價範例
  151. 151. – 報價的種類 • 穩固報價 (Firm offer) • 非穩固報價 (Non-firm Offer) a. 不受約束報價 Offer without engagement b. 經確認方有效報價 Offer subject to confirmation • 賣方報價 (Selling offer) • 買方報價 (Buying offer)
  152. 152. • 第一節 常用表達方式 ( 一 ) – As requested, we quote our best FOB prices as the quotation attached. – We quote our best prices as below: – We are pleased to offer you our best quotation as follows: – The offer is valid until end of May. – The offer is subject to change without notice. – It is the best offer we can make at present and we trust that it’s acceptable for you.
  153. 153. • 常用表達方式 ( 二 ) – Attached please find our best quotation for your evaluation. – We are glad to enclose our price list for the items you requested for your study. – Since you are one of our good and important customers, we would like to give you our best offer. – For this kind of products, we can offer you 5% agency commission on FOB Keelung basis.
  154. 154. • 常用表達方式 ( 三 ) – As orders have been rushing in recently, please place your order at the soonest. – As our stock is running low, please confirm order soon. – We strongly advise you to take advantage of this exceptional opportunity. – In view of the heavy demand for this article, we would advise you to place the order as soon as possible.
  155. 155. ‧ 第二節報價示範信函 ( 一 ) Dear Mr. Jones, Thank you for your enquiry of yesterday. As requested we enclose samples of different qualities of paper suitable for poster work. We are pleased to quote as follows: A1 quality Printing Paper white US$2.25 per kg A2 quality Printing Paper white US$2.18 per kg A3 quality Printing Paper white US$2.10 per kg These prices include delivery at your works. We can promise delivery within one week from receiving your order, and hope you will find both samples and prices satisfactory. Yours sincerely,
  156. 156. Gentlemen: We thank you for your letter of May 1, 2005 inquiring about the captioned building material and take pleasure to enclose our offer No. AA-101 for your consideration. May we draw your attention to the facts that the price we quoted is on (CFR) Hongkong basis instead of on either FOB Taiwan or CIF Bangkok basis and that our offer will be valid until June1, 2005. As the demands for plywood have been very heavy recently, your early decision and reply are requested. We are waiting for your prompt and favorable reply. Faithfully yours, ‧ 報價示範信函 ( 二 )
  157. 157. Exercises: (Translate into Chinese)( 一 ) 1. We received your quotation from a few other Japanese companies, and yours was the highest price. 2. We are pleased to offer your firm the following goods subject to your reply reaching us by May 30. 3. We have today FAX you the following offer as shown in the enclosed copy. 4. We confirm our FAX just dispatched offering your firm the foods mentioned below.
  158. 158. Exercises: (Translate into Chinese)( 二 ) 5. We offer these goods subject to our final confirmation. 6. This offer is effective for your FAX acceptance on or before August 30. 7. We trust that you will take advantage of this seasonal demand and favour us with an order. 8. We are glad to quote you as follows and can promise delivery within 40 days on receipt of your payment. 9. Our prices are subject to change without notice. 10. All prices are subject to market fluctuations.
  159. 159. 第七章 還價 (Counter Offer) • 第一節 常用表達方式 – 買方的還價 – 提出不能接受的理由,如 市場因素、價格競爭、匯率問題等。 – 賣方的還價回覆 – 無條件或有條件接受 、不接受、提出折中辦法、再交涉或、 推薦代替品。
  160. 160. – 買方的還價 ( 一 ) • We thank you for your offer, but your prices are too high. • Our customer is not satisfied with the price. • I hope that you will be able to grant us a reduction in price. • Recently the powerful growth of Euro$ in relation to US$ has made the products from Far East unmarketable for us.
  161. 161. – 買方的還價 ( 二 ) • In view of the prevailing prices in this market, your quotation is a little expensive. • Our customers say that they can not put up with slightest higher prices because quick deliveries of Korean products have been much supplied. • Your price is higher than that of English make. • We do not feel that the price is competitive enough.
  162. 162. – 買方的還價 ( 三 ) • This order is quite large, and we would request you to make a quantity discount. • For an order for this quantity we expect a wholesale discount off your list prices. • We can only consider placing an order if you can give us a price reduction of 10%. • Due to the quality of the goods being inferior, we must receive a price reduction of at least 50%.
  163. 163. – 賣方的還價回覆 ( 一 ) • In view of the long business relations with you, we accept the terms you specified for this order. • Your comments have been received with our best attention. We understand your situation, but we have our difficulties, too. • Upon consideration, we will offer you an allowance of 5% off the list price.
  164. 164. – 賣方的還價回覆 ( 二 ) • Since we should like to enter the market in your country, we have cut our profit margin to give you the benefit of a 4% reduction. • Our terms are 3% cash discount, only within ten days of date of invoice. • We agree to making a reduction in price if this will help you to develop your market for our products.
  165. 165. – 賣方的還價回覆 ( 三 ) • For a quantity of 60 or more, we can allow you a special discount of 20% on the prices quoted. • We are prepared to give you an additional allowance of 5% on an order of 1,000 units or over. • We regret to learn that you find our quotations rather expensive. • We can, however offer you one of our older models which has not been affected by the price increase.
  166. 166. – 賣方的還價回覆 ( 四 ) • We are not in a position to accept your proposal. • Our margin of profit is so small that it is impossible for us to make any further concession. • As prices have been shaded as far as possible, further reductions would not be possible without a sacrifice of quality. • I am sorry to tell you that we are forced to increase our prices by 5%.
  167. 167. ‧ 第二節還價示範信函 ( 一 ) Dear Jack, We have concluded the negotiation with our customer. They told us that they have commitments at the old price for 1000 pieces and cannot increase the price for this portion of the order. They will accept the old price of US$2.25 for the first 1000 pieces and US$2.75 for the balance of 1500 pieces. Then they will accept the new price of US$3.25 on all future orders. If you agree to our proposition, we will place a new order soon. Best regards,
  168. 168. Dear Sirs, Thank you for your letter of February 10, and we are pleased to receive your order No. A01234. In order to conclude the business soon and help you gain more business opportunities, we would like to make some concession and offer US$58.50/pc. If possible, we can arrange one shipment for these two orders on or before mid of October to help you promote our ADVANCE tennis rackets on the market as early as possible. Please reconsider this matter. Could you please also tell us the quantity you require for next year so that we may adjust our price accordingly. Expecting your prompt answer. Sincerely, ‧ 還價示範信函 ( 二 )
  169. 169. Dear Sirs, Thank you for your letter of July 5, offering 200 dozen of silk handkerchief at US$9.00 per dozen. However, we regret to inform you that we are not in a position to accept your offer on these terms. We are obtaining the same quality through another channel at a price 10% less than you quoted us. In case you can reduce the price to US$8.00 per dozen, it is possible for us to place an order for considerable quantity of this article. We are looking forward to receiving your early reply with great interest. Yours faithfully, ‧ 還價示範信函 ( 三 )
  170. 170. Exercises: 針對以下情況,提出理由或說法,各舉 2 個例子 及其英文表達方式。 1. 買方還價 2. 有條件接受買方價格 3. 無法接受買方價格 4. 折中並與客戶溝通 5. 催促客戶下訂單
  171. 171. 第七章裝船及包裝 (Shipping and Packing) • 第一節 常用表達方式 ( 一 ) –買方給賣方包裝指示 –賣方通知買方包裝情況 –買方敦促賣方準時裝運及交貨 –逾期交貨,買方威脅取消訂單 –賣方通知買方貨物裝運情況 –賣方通知買方文件已寄出 –賣方通知買方無法如期交運 –買方通知賣方通關及到貨情況
  172. 172. –買方給賣方包裝指示 • All packages are to be clearly marked Taiwan and numbered consecutively 1-10. • To ensure arrival of the machines in good condition, please observe our packing instructions detailed below. • The parts should be wrapped separately in oiled paper. Please pack them in strong wooden cases with waterproof lining.
  173. 173. –賣方通知買方包裝情況 • Please inform us of your marking instructions, since we are nearly ready to ship the goods. • Since these articles are being transported by air, we will use light styrofoam packing. • We are pleased to confirm that your instructions regarding packing and marking have been accurately executed by our forwarding agent.
  174. 174. – 買方敦促賣方準時裝運及交貨 ( 一 ) • Please inform us of the shipping schedule for our order. • Please fax your shipping advice immediately after completing shipment. • It is most important that the delivery date be strictly kept.
  175. 175. – 買方敦促賣方準時裝運及交貨 ( 二 ) • Please do your best to expedite shipment. • It is essential for our customers to have these goods in plenty of time for the Christmas sale. • As the goods are urgently required, we must ask you to dispatch them by air. • Please note that partial shipment and transshipment are not permitted.
  176. 176. –逾期交貨,買方威脅取消訂單 • We will decline to accept the goods if they are not shipped as we instructed. • We shall be compelled to cancel our order if the goods are not received by the end of May. • We reserve the right to refuse the shipment if it does not arrive on time.
  177. 177. – 賣方通知買方貨物裝運情況 ( 一 ) • We have booked shipping space on the Taiwan XYZ scheduled to set sail from Keelung on Sept. 1st. • The goods are being prepared for immediate delivery and will be ready for shipment tomorrow. • We wish to confirm the dispatch of your order No. 11A by Eva Flight NO 002 to San Francisco.
  178. 178. – 賣方通知買方貨物裝運情況 ( 二 ) • We are pleased to inform you that we have duly shipped your order No. 11A this morning. • We are pleased to confirm that the goods of your order No. 11A were shipped at Keelung by Ms. JJ Lee on June 15. • We trust that the consignment will reach you safely.
  179. 179. –賣方通知買方文件已寄出 • Enclosed please find one complete setof non-negotiable shipping documents for your customs clearance. • We will send a set of the shipping documents covering your Order 11A separately. • In accordance with your request, we are sending you the commercial invoice in triplicate and the consular invoice in duplicate.
  180. 180. –賣方通知買方無法如期交運 • We regret to inform you that we can’t ship the goods as instructed due to the shipping space unavailable. • We are sorry to inform you that it has become impossible to make shipment of your Order No. 11A in June. • Due to unforeseen circumstances, we cannot supply this item before August 1.
  181. 181. –買方通知賣方通關及到貨情況 • Consular invoice is necessary for import customs clearance here. Please send it soon by airmail. • The goods were cleared through our customs without any difficulty. • The container has reached our container yard in good condition.
  182. 182. • 第二節示範信函 ( 一 ) SHIPPING ADVICE To Messrs: ABC Trading Company Date: November20,2000 Dear Sirs, Re: IV20008293 Goods: Mini Scooters L/C No. : IO32228 Date: September 12,2000. Total Amount : US$35,000.00 B/L No. : UGHL20200332483 ETD. : November 12 ETA. : Buenos Aires around December 15,2000.
  183. 183. We have the pleasure to inform you that the shipment has been effected per S.S. Northlake V. Ne001E from: Taichung port Taiwan to Buenos Aires, Sailing on: November 12,2000. Hope you will receive it soon in good condition. Thanks & regards Continued
  184. 184. • 示範信函 ( 二 ) Dear Sir, We are pleased to inform you that your goods for the following orders have been shipped together on June 14 smoothly. The shipping details are listed as below: Your P/O number: 52814 for PD-2125 2000 sets 52817 for PA-3212 1000 sets ETD: June 14,2000. ETA: July 15,2000. Vessel name: Portugal Senator Attached are the copies of B/L, Invoice & Packing list. The original documents will be sent today by TNT express. Please kindly remit us the balance of payment: US$8,500 at once. Your prompt cooperation will be highly appreciated. Thanks & best regards
  185. 185. PROFORMA INVOICE NO. ADV-123 Date: Jan.23,199- INVOICE of NEW GOLD INSERT CLOCK………………………...………….. FOR Account and Messrs. FASHION CLOCK CO., LTD….…………………. Shipped by the undersigned per S.S. GREAT KING ENTERPRISE CO.,LTD. Sailing on or about……….From Taiwan, ROC…….. To HONG KONG…….. L/C No……………………………….Contract No…..……………………………. Marks & No. Description Quantity Unit Price Amount GREAT GOLD INSERT 2,000pcs US$4.50 US$9,000.00 CLOCK (FOB TAIWAN) GOLD TOP GKE MULTICCOLOR3 PRIN- TED DIAL QTY: 50pcs 3 Gold hands with gold Knob G.W.: 6.5kgs Velvet Blue leather caseback N.W.: 5.0kgs SIZE: 8.8*8.8*4cm C/N: 1-up TOTAL 2,000pcs US$9,000.00
  186. 186. Exercises: (Translate into English) 1. 請盡全力遵守裝船日期。 2. 請注意分批裝船及轉船是禁止的。 3. 相信貨品將會安全到達,並令貴公司滿意。 4. 該產品已經準備就緒,明天即可裝船。 5. 裝船延誤,是因為貴公司信用狀及裝船指 示延遲到達所致。 6. 貨物由長榮裝運,已在航途之中。 7. 貴公司訂單已於今日交由長榮裝運。 8. 敝公司對延誤致使貴公司蒙受不便,深感歉 意,不過此乃不可抗力原因所致。
  187. 187. 第九章 訂單 (Order) • 第一節 常用表達方式 –買方發出採購訂單 (P/O, Purchase Order or Purchase Contract) –賣方發出售貨確認單或預約發票 (Sales Confirmation) or (Proforma Invoice) –賣方要求買方接受替代品 (Substitute/Replacement) –無法完全接受訂貨的溝通
  188. 188. –買方發出採購訂單 (P/O, Purchase Order or Purchase Contract)( 一 ) • We enclose our trial order for 20 sets of personal computers. • We are satisfied with your quality and samples and would like to place an order with you as the attached list. • We would like to confirm our order as the attached.
  189. 189. –買方發出採購訂單 (P/O, Purchase Order or Purchase Contract)( 二 ) • Enclosed please find our purchase order No.xx. • We are pleased to accept your kind offer of a 2% discount from the price quotation and would like to place an order as attached. • Please accept our confirmed order as below and issue a proforma invoice as soon as possible.
  190. 190. –賣方發出售貨確認單或預約發票 (Sales Confirmation or (Proforma Invoice)( 一 ) • We thank you for your order No.05 and confirm accepting your prices and conditions. • Thanks very much for your order. Please rest assured that we will pay careful attention to every detail of your order. • We are pleased to confirm this order.
  191. 191. –賣方發出售貨確認單或預約發票 (Sales Confirmation or (Proforma Invoice)( 二 ) • We appreciate having your order and will execute it on receipt of your acceptable L/C. • Please see the following page for our P/I. • I hope that this first order will lead to a long and mutually beneficial business relationship.
  192. 192. –賣方要求買方接受替代品 (Substitute/Replacement)( 一 ) • We appreciate your interest and order for model No. 45, but regret to inform you that we don’t supply it any more. We are sure that our model No.XY is an excellent replacement. • The goods you required are sold out, but we would like to recommend style No. 05 as an excellent substitute.
  193. 193. –賣方要求買方接受替代品 (Substitute/Replacement)( 二 ) • The goods you ordered are out of stock, so we suggest you buy the similar article – model No.xy. • We recommend our type No. xy01as replacement which is similar to your need in quality, style and appearance.
  194. 194. – 無法完全接受訂貨的溝通 ( 一 ) • We regret to inform you that we are not able to accept your order as our production capacity is full. • Thank you for your order No. 1234, but we regret to inform you that we have to refuse, because we cannot make them ready on time. • We regret to inform you that we cannot accept your order at the prices we quoted two months ago.
  195. 195. – 無法完全接受訂貨的溝通 ( 二 ) • We appreciate your order No. 123 but regret to inform you that we are not able to accept such a low price, or your payment terms. • Due to a sudden shortage of electronic components, we will not be manufacturing this item for at least three months. • It is to my great regret that we are unable to fill your order.
  196. 196. • 第二節示範信函 ( 一 ) Dear Richard, Thanks for your fax. We are prepared to accept your price reduction and thank you for this offer. Please accept as confirmed offer as below and issue a proforma invoice as soon as you receive this. PURCHASE ORDER Ref:LW-01 Item no.: CM-1 Description: Computer mouse with USB connector Colour: Transparent blue, purple and pink Terms: F.O.B Hong Kong Delivery: 1 month after receipt of confirmed order Unit price: US$6 Quantity: Each color@1000Pcs Total: 3000Pcs Payment: By T/T one week in advance of shipment Shipment, and Insurance: Fed. Ex. Account no: 471 326 984-7
  197. 197. Packing: Bulk, No individual boxes required. 1 CTN@100Pcs. Total CTNs: 30. Dimensions:@1m3 1 CTN@Net weight: 12kgs. Gross weight: 13kgs Shipping mark: It is essential that the quality of the goods ordered must be the same as that of the samples received. Please do your best to your best to fulfill the above clauses. INFO Made in Taiwan CTN NO. CANBERRA Continued 示範信函 ( 一 )
  198. 198. • 示範信函 ( 二 ) Dear Pierre, Thanks for your order of 500 rolls of each CPRS-01, AGTT-06 and RAPOL-03A. Please see the following page for our P/I. We are pleased to confirm this order. As we realize that it is very important for the goods to be shipped as early as possible, we will give this order our most careful attention. We will do everything in our power to ensure that the shipment is sent on August 3rd. The shipping documents will be faxed and then mailed to you under separate cover. We hope that this order will lead to a long and prosperous business relationship between us. Thanks and best regards,
  199. 199. Exercises: (Fill in the words) 1. You may rely on us to carry out your i_______ns in every detail. 2. Thank you for your order c________n for our PDA Model No. 124. However, we r______t to i______n you that we can not accept this order at the p_____ces we quoted two months ago. 3. We acknowledge with thanks your purchase order No. 0123 dated May 5. The t___ms and c_______ns are stated below. 4. It is e______l that the q______y of the goods o_____red must be up to that of the s_____e received.
  200. 200. 5. We are happy to place our first order with you. Please see below for d_______ls. 6. We are very s_______fied with the s______les you sent to us, and we wish to place a t_____l order. Please see the next page for our order form. 7. Please fax c_______n of this order by return fax. 8. As the products are required u_____tly, we hope that you will give this o______r your most prompt a_______n and make the earliest possible s_______t. 9. Please mail the i________c, p______g list and other d_________ts as soon as you can. 10. If our c_______r is satisfied with this first order, we will be in a p_______n to place large r_______t orders in the f______e.
  201. 201. 第十章 付款 (Payment) • 第一節 常用表達方式 –開信用狀賣方買方書信往來 –收到信用狀表示感謝 –修改信用狀賣方買方書信往來 –催繳、延遲付款等
  202. 202. – 開信用狀賣方買方書信往來 ( 一 ) • Regarding order No. 1234, please promptly open full cable L/C so we can make production arrange-ment. • We would appreciate if you open L/C without delay to facilitate our shipment of your goods as instructed. • We trust you will open the necessary L/C as soon as possible.
  203. 203. – 開信用狀賣方買方書信往來 ( 二 ) • We are taking all necessary steps to open the L/C, which we hope will reach you within 10 days. • We will open an irrevocable L/C at sight in your favor on receipt of your confirmed purchase confirmation. • Concerning purchase order No. 1234, the relevant L/C has been established with Burke’s Bank, Hong Kong, in your favor. It will reach you in due course.
  204. 204. –收到信用狀表示感謝 • We are pleased to have received your L/C covering order No. 1234. • Many thanks for your L/C No. 55 you opened in our favor. • We appreciate receiving your irrevocable L/C at sight in our favor.
  205. 205. – 修改信用狀賣方買方書信往來 ( 一 ) • Regarding L/C No.1234, please delete the clause “transshipment prohibited”. • Please amend the price term of L/C No.1121 to be FOB Taiwan basis. • Owing to rush of orders, would you please extend the sipping date of L/C to May 5 and validity to May 20.
  206. 206. – 修改信用狀賣方買方書信往來 ( 二 ) • According to your request, we have instructed our bank to amend L/C as follows: • As requested in your fax of May 1, we have extended the Shipping date and expiry date of L/C No.1112 to May 5 and may 20 respectively. • Regarding L/C No. 1121, we have amended the size of merchandise to 5mm.
  207. 207. – 催繳、延遲付款等 ( 一 ) • We will take no action if payment reaches us within 15 days after you receive this letter. • We would appreciate payment immediately so that your account can be brought up to date. • I regret to say that our records show that we do not have a sufficient basis for extending open account terms to you.
  208. 208. – 催繳、延遲付款等 ( 二 ) • We have written to you on three occasions and have not received a reply. We cannot understand why you have taken no action to settle your account. • We have considered your request to delay payment of your outstanding balance of US15,000. until 1 May of this year. We are happy to tell you that we can agree to your proposal.
  209. 209. • 第二節示範信函 ( 一 ) Dear Sirs, Regarding our letter dated Jan. 11, 1994, confirming the acceptance of your order No. xxx, in that letter, we promised that the shipment can be sent by the end of March subject to your acceptable L/C reaching here by the end of January. But until now we haven’t received your L/C, please promptly instruct your banker to open an irrevocable L/C at sight in our favor, so that we can arrange for production. If your L/C can’t be received within 10 days, we are afraid that we may not be able to ship the goods as you instructed. In order to make shipment on time, please open your L/C without delay. We are looking forward to receiving your early reply. Yours faithfully,
  210. 210. 示範信函 ( 二 )Dear Sirs, We thank you very much for your letter of credit No. XXX issued by XXX bank covering your order No. 2011 dated November 28, for XXX. This letter of credit has reached us duly and the contents have received our best attention. We have carefully observed the terms and conditions stipulated in your L/C, and will surely comply with them in every respect. Production of the order has been proceeded smoothly and the goods can be expected to deliver by the end of next month. As this is your first order, we will pay very close attention to the quality of the goods you ordered so that you will find no difficulty to sell every piece of them on the market. It is our earnest hope that this trial order may prove to be the forerunner of many large ones in the near future as a result of our fine quality and satisfactory service. Yours faithfully
  211. 211. 示範信函 ( 三 ) Dear Mr. Siswanto, We are writing to call your attention to your overdue1 account of US$20,000 for your P.O. #5678 and US$300 for bicycle parts BP-541. As you always make prompt payment, we assume that you may have been busy these days and forgot this payment. As stated in your order, payment should be made by T/T within 10 days after shipment. Since the shipment was on board on March 10, and now is already April, thus, please send us your payment as soon as possible. If your payment has been made, please disregard2 this reminder. Yours sincerely,
  212. 212. 第十一章 索賠 (Claims) 國際貿易索賠 Claims ,不外乎: 1. 貿易索賠 (Trade Claims) 品質不符 、 包裝不良、毀損、短缺、違反合約。 2. 運輸索賠 (Transportation Claims) - 延 誤交貨、短卸及壞損。 3. 保險索賠 (Insurance Claims) 單獨海 損、共同海損、全損。
  213. 213. 解決之道: 1. 和解 (Compromise) 2. 調解 (Reconciliation 3. 仲裁 (Arbitration) 4. 訴訟 (Litigation, Law Suit)
  214. 214. • 第一節 常用表達方式 –抱怨貨物品質、數量不符 –抱怨貨物有壞損、短缺 –抱怨交貨延誤 –買方要求賠償 –賣方若不賠償,將採取法律行動 –結尾語
  215. 215. –抱怨貨物品質、數量不符 • We have received serious complaints in regards to your Tennis shoes. • We find that every bale shows a shortage in weight. • The goods received re much inferior to the sample in quality. • We are disappointed to find that the quality of the goods you supplied does not matched the samples submitted.
  216. 216. –抱怨貨物有壞損、短缺 • Two boxes in the consignment were found to be damaged on arrival. We have marked the consignment note accordingly. • One carton is missing from this consignment. • Upon checking the goods received, we have found that several items on your invoice were not included.
  217. 217. –抱怨交貨延誤 • Please look into the non-delivery of the 50 computers which we ordered on May 1st. • The goods arrived at our port 10 days later than scheduled. • These goods were delayed in reaching us from the plant. Consequently they were shut out of the ship. • This delay is causing us great inconvenience, as we have promised our customers early delivery.
  218. 218. –買方要求賠償 • We ask you to make us allowance corresponding to our loss. • Please let us know if you’ll take the goods back or let us sell them at a 50% discount. • Our buyers are claiming us 10% allowance off the price. • As the goods do not fit our fit our purpose, we wish to know what you can propose to do in this matter.
  219. 219. –賣方若不賠償,將採取法律行動 • If you don’t make up our loss within 30 days, we will submit this matter to arbitration. • If you don’t compensate for our loss within 30 days, we will take legal action. • We have no other way but to submit this matter to the court. • If we don’t hear from by return mail, we will file our claim for the full settlement.
  220. 220. –結尾語 • Please give this matter your urgent attention. • Please investigate this matter and adjust it without delay. • Your immediate attention to this matter would be appreciated. • We shall appreciate your prompt attention to the adjustment of this claim.
  221. 221. • 第二節示範信函 ( 一 ) Dear Sirs, We are sorry to inform you that when we checked the goods at customs warehouse, we found that you sent us wall clock No. CL-235 instead of CL-335, which is smaller and different completely, but with same price. We think that we cannot sell this item as before. We ask you kindly to settle this matter and respond us soon. Best regards,
  222. 222. • Claims 示範信函 ( 二 ) Dear Sirs, It is an unpleasant result for drawing your attention to the defective goods, which we received last week, P/O#1210. Upon unpacking the cartons, we regret to find that the quality is much inferior to the approval sample with our confirmed order. Further, 10 of the cartons were badly damaged with too fragile packing. Besides, 15 cartons are short-shipped. As the evidence, we enclose a copy of Lloyd’s Survey Report showing damage with the results of faulty packing, shortage and defective quality for your study. Being in such an awkward situation, we are threatened with the serious loss of some of our best customers, because their sales advertisement has already (cont’d)
  223. 223. displayed on the market and also printed on the department ‘s catalogue since the order was confirmed. Please take this matter into your careful consideration and give us an explanation and tell us how to resolve our problems. It seems that a reasonable compensation cannot be avoided. Please show us your sincerity since the trouble was made by you. For the charges of Survey Report, repair or reship, they’ll be also all at your expense. We look forward to your reply soon. Sincerely yours,
  224. 224. • Exercises: 1. We shall a_______e( 感激 ) your prompt a______n to the a_______t of this claim. 2. We would like to s______t this c______m to a________n( 仲裁 ). 3. As this product does not fit our purpose of use, we wish to know what you can p______e to do in the matter. 4. If the cargoes cannot be found within a few days, we will f_____e our claim for the full s_________t of them. 5. You have a good reason to c______n( 抱怨 ) of the c______n( 情況 ) of the cargo delivered from M/S Wilson.
  225. 225. 6. Even so, we only made enough money on this product to pay expenses. We only b____k e_____n. 7. Unless we receive the components within the next five days, the order will be c______led and p_____d elsewhere. 8. You will find a list of the d______ged and missing a______es attached, and the c__________t will be put to one side until we receive your instructions. 9. We would like to know what you i_______d to do in the matter. 10. The damage is a_______tly caused by i_______r ( 不當 ) packing.
  226. 226. 第十二章 索賠回覆 (Claims Adjustment) • 寫處理索賠信函原則 ( 一 ) –感謝對方來函,並致歉。 –說明問題產生原因。 –表明解決問題之誠意。 –讓對方相信,公正解決問題乃公司基本 政策。
  227. 227. • 寫處理索賠信函原則 ( 二 ) – 感謝對方投訴,並表達遺憾。 – 表達同情對方處境。 – 解釋問題發生原因,責任在第三者。 – 表達誠意,雖然愛莫能助,但友誼及生意長存。
  228. 228. • 第一節 常用表達方式 –承認有失誤 –為延誤致歉 –願以打折扣方式補償 –願以補運方式補償 –將損失責任轉嫁第三者 –結尾語 –賣方拒絕賠償
  229. 229. – 承認有失誤 ( 一 ) • We are sorry to hear that the goods arrived damaged at your destination. • We are sorry to learn that this shipment has not given you full satisfaction. • We are sorry to have caused you much inconvenience. • Wrong goods have been shipped through an error of our shipping clerk.
  230. 230. – 承認有失誤 ( 二 ) • After investigating your complaint, we have found an error was made in our dispatch department. • From the survey report sent by you, we admit that each cask leaks more or less. • On checking into the matter, we discovered a mistake. • We very much regret having caused you much inconvenience.
  231. 231. –為延誤致歉 • Thank you for calling our attention to the non-delivery of your goods. • Please accept our apologies for the delay and the inconvenience it has caused you. • We are sorry that you have been put to much inconvenience by the delay. • We apologize for the delay and enclose our credit note and rectified invoice.
  232. 232. –願以打折扣方式補償 • Please inform us whether it will be possible for you to take the wrong goods and have a 50% discount. • We will allow a discount of 20% to meet your requirement. • Realizing that you are in an awkward situation, we will meet you half way by making a 10% reduction. • We will make a special allowance of $100 per case.
  233. 233. –願以補運方式補償 • We will replace the wrong goods with right ones at once. • To avoid any inconvenience to you through the shipping company’s delay, we have sent again your order by CAL flight #02 this afternoon, carriage paid. • A replacement for the faulty equipment was dispatched today.
  234. 234. –將損失責任轉嫁第三者 • Your claim has been passed on to our insurance company, who will get in touch with you soon. • The claim for the damaged is to be filed with the insurance company. • As soon as we received your letter, we got in touch with the packers and asked them to look into the matter.
  235. 235. –賣方拒絕賠償 • We assume not responsibility in your claim. • We are not responsible for this damage, claim for which should be filed with the insurance company. • Since the delay is beyond our control, we cannot assume any liability. • On looking into the matter, we find what we sent was exactly equal to the sample; we, therefore, cannot consider your demand for a discount.
  236. 236. –結尾語 • Please be assured that we will give full attention to this matter. • We apologize for the inconvenience this business has caused you and assure you careful attention will be paid to your future orders. • We trust that the matter is thus settled to our mutual satisfaction.
  237. 237. • 第二節示範信函 ( 一 ) Dear Mr. Wu, Your e-mail dated June 1 has been received with our best attention. After checking, we found that our packing department made a mistake that they shipped No. CL- 025 instead of No. CL-035 due to the negligence on item No. Actually, CL-025 is superior to and more expensive than CL-035, although it is smaller. For making up our fault, we would like to offer you an allowance of 10% though we will suffer a great loss. Please kindly understand our sincerity in this respect and consider accepting our proposal. Your kind acceptance will be highly appreciated. We look forward to your confirmation in return. Thanks & regards,
  238. 238. 示範信函 ( 二 ) Dear Janet We have received your fax of June 25 and your “Reject Material Report” , number 106. We are very sorry for the situation that the panels were not screwed on well, which may be caused by new hands, and regretfully that our quality inspector didn’t notice it. Of course, all this is no excuse. We sincerely apologize for this fault. Concerning the base, we can assure you that they were left here in good condition, so the damage may be caused in transit. Anyway, we confirm to take the responsibility and remit US$960 by T/T today to your account. Sincerely yours
  239. 239. 示範信函 ( 三 ) Dear Sirs Upon receiving your claim on May 24 about the inferior printing on our products, we have closely examined our keeping samples at once, but find it’s no way different in quality. We can only surmise that there may be a mistake somewhere, or only a couple of pieces may have this problem. Would you please recheck it further? Tell us how many quantities you have found ? And send us a sample back for our improvement? We look forward to your further information soon. Best regards
  240. 240. Exercises:翻譯 1. 由貴公司 1 月 1 日來函獲悉,本批商品沒有 完好抵達貴公司,本公司甚感覺歉意。 2. 如果貴公司願意保留本批商品,我們願意給 予發票金額 10% 的減價。 3. 我們檢送美金支票一萬元作為索賠之賠賞。 4. We can understand the inconvenience and annoyance you have suffered, and will do our best to adjust the matter to your satisfaction. 5. Since your complain does not agree with results of our own test. We suggest that another thorough examination be conducted by you to show whether there is any reason for claim.
  241. 241. 參考書目 1. 商用英文 (English for Business) ,郎亞琴、蕭如妙編 著,文京圖書有限公司總經銷海頓出版社。 2. 國際商業書信 (International Business Correspondence Handbook) , Ron Holt/Nick Sampson 。 3. 國貿商用英文實務 (Business Letters For International Business) ,蒙禮慧編著,華立圖書股 份有限公司。 4. 現代英文商業書信,雪麗 泰勒‧ (Shirley Taylor) 著, 劉秋枝譯,新陸書局股份有限公司培生教育出版集團 。 5. 國貿英文, CLARE MISSIN 張誠英 / 著,高立圖書 有限公司。 6. 國際貿易英文書信,張一慈編著,文鶴出版有限公司
  242. 242. 7.國際貿易英文,籐田榮一著,黃清政譯,前程企業管理公司發行兼出版者。 8.ENGLISH BUSINESS LETTERS(貿易英文書信 ),聞順發、陳淑女編著。 9.新觀念英文法,梁實秋校訂,名人出版社出版。 10.英文不難, English is not difficult. (It is not difficult to learn English.) 齊玉編著,三民 書局印行。 11.英文法與句型 (Basic English Grammar & Sentence Patterns)林麗慧編著 (教師 用 ),三民書局印行。 12.商用英文,黃正興著,三民書局印行。
  243. 243. 13. 商用英文書信,籐田義明監修,高崎榮一郎、 Paul Bissonnette 著,彭士晃譯,三民書局印行。 14. 商用英文 (English for Business) 李明成編著,文京圖書有限公司 總經銷,大揚出版社出版。 15. 商務致勝英文書信 (Write for Modern Business) , Grahame T Bilbow, Ph.D 朗文。 16. 商業溝通概論 (Business Communication for the Asians)Herbert W. Hildebrandt/ 李東來 / 宗寶麟合著,文鶴出版有限公司。

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