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外贸英语读写讲义

第一部分 外贸业务基础知识

第一讲 外贸业务基本流程 Basic Procedures

for International Trade
1.1 出口业务流程图 Diagramed Procedure for
Export
1.2 进口业务流程图 Diagramed Procedure for
Import
1.3 外贸价格条款基本知识 Price Terms
1.4 基本的支付方式与单据 Payment Terms
and Bills

1
第二讲 商务函电写作基础（Essentials for
business writing）
2.1 商 务 函 电 书 写 基 本 原 则 Principles for
business communications
2.2 书信格式 Styles in business letters
2.3 基 本 的 交 易 往 来 函 电 Initial
correspondences

第三讲 交易的先声 （Preliminary Deals）

3.1 初步建立贸易关系（Establishing Initial
Business Relations）
3.2 资信调查函电 Credit Inquiry
3.3 促销信 Promotional Letters

第四讲 交易的过程
4.1 询盘、报盘、还盘与接受 Inquiry, Quotation,
Counter-offer and Acceptance
4.2 订单 Orders

第五讲 价格策略 Price Strategies

5.1 报价技巧 Strategies in Quotation
5.2 报价磋商实例 Specimen of Bargaining

2
第六讲 合同其他条款的磋商
6.1 支付方式 Payment Clauses
6.2. 保险条款 Insurance
6.3 包装及装运 Packing and Shipment
6.4 提单、仲裁、索赔等条款 B/L, Arbitration
and Claim

第七讲各类电文的解读
7.1 电文的解读 Understanding telexes
7.2 电文的写作 Drafting telexes

第二部分 外贸实践操作
第八讲 国际贸易合同格式
序言 国际贸易合同基础知识
8.1 一般货物出口合同格式. Sales Contract
8.2 一 般 货 物 进 口 合 同 格 式 Purchase
Contract
8.3 中 外 合 作 经 营 合 同 格 式 Contract for
Sino-Foreign Cooperative Joint-Venture

第九讲 信用证(L/C)
3
9.1 信用证基本环节 General Operations in
L/C Payment
9.2 信 用 证 的 主 要 条 款 General Clauses in
L/C
9.3 信 用 证 单 证 制 作 Documentation under
L/C

第十讲 商务谈判实践
10.1 基本概念 Essential Concepts
10.2 购 买 者 与 产 品 Product and Potential
Buyers:
10.3 市场渠道与促销策略 Marketing Media
and Promotion Strategies
10.4 定价策略 Pricing strategy (pricing policies
10.5 国 际 市 场 营 销 策 划 书 International
Marketing Report
10.6 国 际 市 场 营 销 的 相 关 理 论 Other
Marketing Theories

第十一讲 国际市场营销 International

Marketing
11.1 商 务 谈 判 的 基 本 环 节 General
4
Procedures
11.2 商务谈判的基本技巧 Basic Skills
11.3 商务谈判实战练习 Practice

第十二讲 其他的国际贸易形式
12.1 技术贸易 Technological Trade
12.2 易货贸易 Exchange of Goods
12.3 其他贸易形式 Other Trading Media
12.4 国 际 贸 易 惯 例 Conventions in
International Business

5
 第一讲 外贸业务基本流程 General
Procedures in International Business
1.1 出口业务流程图 General Procedures for
Export
1 市场调查 2 向
工厂取得报价
3 向国外进口商报价 4 信
用调查
5 签定销售合同 6 进
口商申请开立信用证
7 国外银行开立信用证 8 议
付行通知出口商
9 出口商向工厂订货 10 货
物经商检局检验及其他认证
11 准备货物及出货通知 12 出
口商向报关行交办报关事宜
13 出口许可证 14 办
理原产地证
15 租船订舱 16 投
保
17-1 出 口报 关 17-2 验 关 放 行 18
报关行交回单

6
19 交单议付 20 装
船通知
21 银行结算 22 解
决纠纷
资料来源 议付行 开证行
market information negotiation bank opening bank

(21)

⑪ ⑭
⑱ ⑼ ⑯
政府部门 出口商 进口商
Government Exporter Importer
⑬
⑶
⑮

（22）
⑫
⑹
工厂
⑲ 保险公司
Insurance company
Factory
7
 ⑴
⑸
⑵ ⑻

报关行 海关 运输公司
Customs Broker Customs
⑳ Forwarder
⑺a
⑺b

⑷
商品检验局 原产地证 运输公司
CCIB Certificate of origin Forwarder

1.2 出口业务流程图 General Procedures

for Import
1 市 场 调 查 (market investigation)
2 进口商向国外出口商询价 (inquiry)
3 进 口 商 收 到 国 外 出 口 商 报 价 (quotation,
offer) 4 信用调查 (credit inquiry)
5 进 口 商 还 价 (counter offer)
6 签定交易合同
7 办 理 进 口 许 可 证 (import license)
8 办理购汇并申请开立信用证
8
9 开 证 行 开 出 信 用 证
10 议付行通知出口商
11 出 口 商 办 理 装 船 事 宜 (shipment)
12 出口商交单议付 (negotiation)
13 出口商发来装船通知 (shipment advice)
14 议付行向开证行转单托收
15 开 证 行 通 知 进 口 商 付 款 赎 单
16 进口商向报关行交办进口报关事宜
17 进 口 报 关 （ import declaration)
18 会同有关单位提货 (lading)
19 解决纠纷
资料来源 开证行 议付行
market information opening bank negotiation bank

① ④

⑧ ⑨ ⑸ ⑩
⑵
政府部门
Government
进口商 出口商

②③ Importer Exporter

⑦
⑤⑥
9
⑶⑼

保险公
Insurance company
⑴
运输公司

⑹ Forwarder

⑻b ⑻a

报关行
Customs Broker
海关
Customs
⑺ 运输公司
Forwarder
⑻c

Please send to the following items to be

shipped by way express, and bill us. The order
is contingent on 1.3 外贸价格条款基本知识
（Price Terms）
1）FOB 离岸价 free on board
CIF 到岸价 cost, insurance and freight
CFR/CNF/C&F 成本加运费 cost and freight
FCA (free cancerrier)货交承运人 forwarder

10
CIP (carriage and insurance paid to)运保费付
至
CPT(carriage paid to)运费付至
Ex-works/Ex-ship/Ex-wharf 工厂/船上/码头交
货价
1.4 基本的支付方式与单据 Payment Terms
and Bills
1）汇付 remittance : M/T(mail transfer,信汇),
T/T(telegraphic transfer，电汇),
2）D/D (demand draft，票汇----进口方向本地
银行购买银行汇票，自行寄给出口方，出口方
凭以向汇票上的银行取款)
3) 托收 collection: D/P（documents against
payment 付款交单）, D/A(documents against
acceptance,承兑交单） L/C （信用证）
4). 银 行 保 证 函 (L/G, letter of guarantee,
bank guarantee), 备用信用证（standby L/C,
commercial paper L/C）
5). 票据：汇票（Draft, bill of exchange;付款承
诺，分为 commercial bill 商业汇票, banker’s
bill 银行汇票; clean bill 光票, documentary bill
跟单汇票 sight draft 即期汇票（at sight）, time
draft 远 期 汇 票 (At … days after sight);
commercial acceptance bill 商 业 承 兑 汇 票 ,
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banker’s acceptance bill 银行承兑汇票（承兑
汇票由另一商业或银行机构支付，但得先经过
他们同意----承兑）背书 endorsement， 转让
(transfer)，前手(remote holder)，后手，追索
(reimbursement) ， 拒 付 (dishonor) ， 贴 现
(discount)， “付一不付二，付二不付一”（either
the first or the second issue is to be paid）bona
fide holder
本票 Promissory note （付款承诺） （本票与汇
票的差异）
支票 Cheque / check （付款通知）

第二讲 商务函电写作基础 Essentials for

Business Communications
2.1 商 务 函 电 书 写 基 本 原 则 Principles for
business communications
A. Courtesy 礼貌 语言要有礼且谦虚，及时
地回信也是礼貌的表现。
1) We have received with many thanks your
letter of 20 May, and we take the pleasure of
sending you our latest catalog. We wish to
draw your attention to a special offer which
we have made in it.
2) You will be particularly interested in a

12
special offer on page 5 of the latest catalog
enclosed, which you requested in your letter of
20 May.
B. Consideration 体谅(you-attitude) 要从对
方的角度去考虑问题，而不是从自身出发，语
气上尊重对方
3a). We allow 2 percent discount for cash
payment.
3b) You earn 2 percent discount when you pay
cash..
4a) We won't be able to send you the brochure
this month.
4b) We will send you the brochure next month
C.Completeness 完整 一封商业信函应概况
了各项必需的事项，如邀请信应说明时间、地
点等，切忌含糊不清的信件。
D. Clarity 清楚 意思表达明确，要注意：
1）避免用词错误：
5) As to the steamers sailing from Hong Kong
to San Francisco, we have bimonthly direct
services.
此处 bimonthly 可以是 twice a month 或者
once two months.，可以改写为：
5a) We have two direct sailings every month
from Hong Kong to San Francisco.
5b) We have semimonthly direct sailing from
13
Hong Kong to San Francisco.
5c) We have a direct sailing from Hong Kong
to San Francisco.every two months/evert other
month.
(2) 注意词语所放的位置：
6) We shall be able to supply 10 cases of the
item only.
6a) We shall be able to supply 10 cases only of
the item.
前者则有两种商品以上的含义。
(3) 注意句子的结构：
7a) We sent you 5 samples yesterday of the
goods which you requested in your letter of
May 20 by air.
7b) We sent you, by air, 5 samples of the goods
which you requested in your letter of May 20.
E. Conciseness 简洁
(1) 避免废话连篇：
1.We wish to acknowledge receipt of your
letter...可改为：We appreciate your letter...
2.Enclosed herewith please find two copies of...
可改为: We enclose two copies of...
(2) 避免不必要的重复
(3) 短句、单词的运用：
Enclosed herewith----->enclosed at this
time----->now
14
due to the fact that----->because a draft
in the amount of $1000----->a draft for $1000
F. Concreteness 具 体 G.
Correctness 正确
2.2 书信格式 Structures
A 结 构 格 式 (layout styles) 商 务 英 语 书 信
(Business or Commercial English
Correspondence)是指交易时所使用的通信。在
美国，常用 Business writing，它包括书信、电
报、电话、电传、报告书、明信片等。英语和
美语在书信体例方面存在着一定的差异，比如
信头和称呼、书信格式、遣词、结尾客套语等
均有所不同。
一般来说，英国书信较为保守，许多英国人喜
欢用老式书信体，用词较为正式刻板，而美国
书信语言非常生气、有活力，格式也较为简便。
因此当我们写信的对象是英国或其旧殖民地
国家时，要使用标准式英语 Queen's English；
如果写信的对象是美国或美国势力范围的地
区时，就要用美国英语。当然，英国式的语言
文化近年来也有变化，但总体来说，两者间的
差异是很明显的。
商业英文书信，一般都要求用打字机或电脑整
齐地打印，左边各行开头垂直的，称为垂直式

15
或齐头式(Block style)，美国常用这种格式；每
段的第一个词缩进去，称为缩进式或锯齿式
(indented style)，英国常用此格式。
垂直式的职务及签名都在左边的边栏界线，这
种格式，在极度尊重工作效率的美国公司，已
普遍采用。正式的商业英语书信要在称呼的上
方写上收信公司名称和地址或收信人的名字
全称、职务及地址，称为信内地址（ Inside
address）。信内地址的写法也有垂直式和缩进
式之分，垂直式和称美国式将各行并列，缩进
式或称英国式将各行依次退缩。
不过，近来英国商业书信信内地址并未依次缩
进，似乎与美国式相同。此外，在美国还流行
一种普通收信人地址的写法，就是在书信的
Inside Address 中，把门牌号和街名都省略掉。

Email: 格式 Fax: 格式 （略）

B 称谓差异(Greetings) 在英文书信中要使用
敬语，最普遍的敬语是 Mr, Mrs 和 Miss（用于
未婚女性）。英国人常在男性的姓名之后用 Esq.
(Esquire 的缩写)，不过在商业上也在慢慢地改
用 Mr. Mmes. (Madam 的复数形式)，用于二个
女士以上。Messrs（Mr 的复数形式）用于二
个以上的男人，或用于二个以上的男人组成的
16
公司或团体。在英国式英文信里，Mr, Mrs,
Messrs，均不加缩写句点，相反地趋向于进步
自 由 的 美 语 反 而 加 缩 写 句 点 如 Mr., Mrs.,
Messrs. 。 在 称 呼 方 面 ， 商 业 上 最 普 遍 的 有
Gentlemen（美国式）与 Dear Sirs（英国式）
二种，相当于我国的"敬启者"或"谨启者"。如
果信是写给革个公司单位的，不是写给某个具
体人的，美语用 Gentlemen（复数形式），英语
用 Dear Sirs。如果对方公司只一人时，必须使
用 Sir/Dear Sir。称呼后一般要使用标点符号，
英 国 式 采 用 逗 号 (comma) ， 美 国 式 用 分 号
(colon)。书信结尾客套语(complimentary close)
有多种，相当于我国书信在结尾时使用的"敬
礼"、"致敬"、"顺安"等句。最为典型的美国
式写法是 Sincerely 和 Best regards，典型的英
国式表达有 Yours sincerely（熟人或知道对方
姓名），Best wishes, kind regards 和 yours
faithfully（不知姓名）。此外，英国式的客套语
还有特别礼貌的格式，但除了特殊情况外，现
在不再使用。
2.3 基本的交易往来函电 Specimen of Routine
Communications in Business
1. 交易的先声 Trying the way
Dear sirs, May 1, 1988

17
Inquiries regarding our new product, the Deer
Mountain Bike, have been coming in from all
parts of the world. Reports from users confirm
what we know before it was put on the
market----that it is the best mountain bike
available. Enclosed is our brochure.
Yours faithfully
Zhang Shan
2. 提出询价 Inquiry
Dear Sirs, Jun. 1, 1988
We received your promotional letter and
brochure today. We believe that your product
would do well here in the U.S.A. Kindly send
us further details of your prices and terms of
sale. We ask you to make every effort to quote
at competitive prices in order to secure our
business. We look forward to hearing from you
soon.
Truly,
Jack Smith
3 迅速提供报价 Prompt quotation
Dear Sirs, June 4, 1988
Thank you for your inquiry of June the 1st
concerning the Deer Mountain Bike. It gives us
great pleasure to send along the technical
information on the model together with the
catalogue and price list. After studying the
18
prices and terms of trade, you will understand
why we are working to capacity to meet the
demand. We look forward to the opportunity
of being of service to you.
Truly,
Zhang Shan
4. 交易的契机 Opportunity for business
Gentlemen, June 8, 1988
We have received your price lists and have
studied it carefully. However, the price level in
your quotation is too high for this market. If
you are prepared to grant us a discount of
10% for a quantity of 200, we would agree to
your offer. You should note that some price cut
will justify itself by an increase in business. We
hope to hear from you soon.
Yours truly
Jack Smith
5-1 同 意 进 口 商 的 还 价 Consent of the
counter-offer
Dear sirs: June 12, 1988
Thank you for your letter of June the 8th. We
have accepted your offer on the terms agreed.
Enclosed you will find a special price list that
we believe will meet your ideas of prices. You
should note that the recent advances in raw
materials have affected the cost of this product
19
unfavorably. However, for your order we have
kept our prices down.
Sincerely,
Zhang Shan
5-2 拒 绝 进 口 商 的 还 价 Disconsent of the
counter-offer
Dear Sirs,
June 12, 1988
Thank you for your letter of June the 8th. We
regret that we cannot meet your terms. We
must point out that the falling market here
leaves us little or no margin of profit. We must
ask you for a keener price in respect to future
orders. At present the best discount offered for
a quantity of 200 is 3%. Our current situation
leaves us little room to bargain. We hope you
will reconsider the offer.
Truly,
Zhang Shan
6. 正式提出订单 Settlement of the order
Gentlemen,
June 15, 1988
We have discussed your offer of 3% and
accept it on the terms quoted. We are prepared
to give your product a trial, provided you can
guarantee delivery on or before the 20th of
September. The enclosed order is given strictly
20
on this condition. We reserve the right of
refusal of delivery and/or cancellation of the
order after this date.
Truly,
Jack Smith
7.确认订单 Appreciation of the order
Gentlemen,
June 20, 1988
Thank you very much for your order of June
15 for: 200 Deer Mountain Bikes.We will make
every possible effort to speed up delivery. We
will advise you of date of dispatch. We are at
your service at all times.
Sincerely,
Zhang Shan
8. 请求开立信用证 Request for L/C
Gentlemen,
June 18, 1988
Thank you for your order No. 599. In order to
execute it, please open an irrevocable L/C for
the amount of US$50 000 in our favor. This
account should be available until Sep. 20.
Upon arrival of the L/C we will pack and ship
the order as requested.
Sincerely,
Zhang Shan
9. 通知已开立信用证 Notification of L/C
21
Dear Sirs:
June 24, 1988
Thank you for your letter of June 18 enclosing
details of your terms. According to your
request for opening an irrevocable L/C, we
have instructed the International Commerce
Bank of China to open a credit for US$50 000
in your favor, valid until Sep. 20. Please advise
us by cable when the order has been executed.
Sincerely,
Jack Smith
10. 请求更改信用证 Request for amendment
to the L/C
Gentlemen:
Sept. 1, 1988
We are sorry to report that in spite of our
effort, we are unable to guarantee shipment by
the agreed date due to a strike at our factory.
We are afraid that your L/C will expire before
shipment. Therefore, please explain our
situation to your customers and secure their
consent to extend the L/C to Sept. 30.
Sincerely,
Zhang Shan
11 . 同意更改信用证
Gentlemen:
Sept. 5, 1988
22
We received your letter today and have
informed our customers of your situation. As
requested, we have instructed the
International Commerce Bank of China to
extend the L/C up to and including September
30. Please keep us abreast of any new
development.
Sincerely,
Jack Smith
12. 投诉货运延迟 Consent of amendment to
the L/C
Dear Sirs:
Sept 25, 1988
Concerning our order No. 599 for 200
mountain bikes, so far you have shipped only
50 bikes against the shipment. We are
notifying you that we reserve our right to
claim on you for the shortage, if it is confirmed.
We have given our customers a definite
assurance that we would supply the goods by
the end of September. We hope you will look
into this urgent matter.
Yours faithfully,
Jack Smith
13.处理顾客投诉 Settlement of complaint
Gentlemen:
Sept. 30, 1988
23
In response to your letter of Sept. 25, we regret
your complaint very much. Today we received
information from Hong Kong that the
remaining 150 bikes were on a ship that
developed engine trouble and had to put into
port for repairs. The trouble was not serious,
and the vessel is now on her way. She should
arrive at your place tomorrow or the next day.
Truly,
Zhang Shan
14-1. 处取消订货 Cancelling the order
Dear Sirs:
Oct. 2, 1988
We are sorry that causes completely beyond
your control have made it impossible for you
to keep the shipment date of Sept. 30. Since
you have failed to uphold your end of the
agreement, we find it necessary to cancel our
order. Unfortunately, our buyers cannot wait
indefinitely for the units. We are sorry that it
is necessary to take such a drastic step.
Sincerely,
Jack Smith
14-2. 谅 解 迟 运 原 因 Consent to delayed
delivery
Gentlemen:
Oct. 2, 1988
24
We have received your notice of delay of
shipment due to mechanical troubles on the
ship. We are pleased that the order is now on
its way. Thank you for the notice. We are
eagerly awaiting the ship’s arrival.
Yours faithfully,
Jack Smith
15. 货物损坏报告 Complaint about damaged
goods
Dear Sirs:
Oct. 4, 1988
Upon arrival of your shipment, the ship’s
agents noticed that case No. 5 was damaged
and notified us. The number of articles in the
case is correct according to the invoice but the
following articles are broken:
(List of
articles)
As you will see in our survey report and of the
ship’s agent’s, that these units are damaged
and quite unsaleable. Please send us
replacements for the broken articles. We await
your reply in due course.
Sincerely,
Jack Smith
16-1 拒 绝 接 受 损 坏 责 任 Reluctance for
damage obligations
25
Dear Sirs:
Oct. 8, 1988
Thank you for informing us of the
damaged shipment. Since the units were
packed with the best of care, we can only
assume that the cases were handled roughly.
We therefore urge you to lodge your claim
with the insurance company.
Sincerely,
Zhang Shan
16-2. 接受赔偿责任 Acceptance of damage
obilgations
Gentlemen:
Oct. 8, 1988
As soon as we got your letter, we got in touch
with the packers and asked them to look into
the matter. It appears that the fault lies with
the packaging materials used. We have since
corrected the mistakes. We apologize for the
oversight, and are sending a new delivery
immediately.
Sincerely,
Zhang Shan
17. 催 讨 逾 期 货 款 Reminding of delayed
balance/payment
Dear Sirs:
Nov. 30, 1988
26
It has come to our attention that your payment
is one month overdue. The units ordered were
delivered to you on September 26 and were
invoiced on September 30. Payment it due on
October 30. We look forward to seeing your
remittance within a week.
Sincerely,
Zhang Shan

2.4 课 外 阅 读 与 练 习 Further reading and

practice
1、 订购商品 （E-C）
Please send to the following items to be
shipped by way express, and bill us. The order
is contingent on receiving the terms of
2%-30days:1 doz. linen handkerchiefs： $2.40
4pair tan pigskin gloves, size ： $12.00
2doz.assorted Orlon sport shirts : $72.00 5pair
assorted cotton socks : $2.00 TOTAL :
$88.40.
请将下列各项商品交由铁路以快运方式发
运给我们并列帐单。按照“2%-30 天”的条件执
行。1 打亚麻布手帕 2.40 美元 4 双棕黄色猪
皮手套（尺码） 12.00 2 打各种花色的奥纶
运动衫 72.00 5 双杂色棉线短袜 2.00 合计
88.40 美元
27
 2、 开具所需商品单并要求尽快装运
Please ship the following goods by motor
freight as soon as possible, and charge them to
our account:15Ibs. bicarbonate of soda $4.50
1gross boxes of aspirin $36.00 20bottles Rapp
Syrup-#47B$10.00 TOTAL $50.50. 请尽快
用汽车发运下列物品：费用请记入我方帐内。
15 磅小苏打 4.50 美元 12 打盒装阿司匹林
36.00 美元 20 瓶拉普糖浆-47B 10.00 美元 合
计 50.50 美元
3、 确认订货
This is to confirm my telephone order of
yesterday for the following items:4 Jr. Sewing
Machines Model 3A 7Homemaker’s Ironing
Boards15 Fold Up Clothes Racks. 昨天我在电
话所联系的下列各项订货现作进一步确认。4
台 3A 型小缝纫机、7 只家用熨斗、15 只折迭
式衣架。
4、 要求按订货单发货
Thank you for your samples of striped
coatings received today. Please make shipment
in accordance with our Order No.2602
enclosed herewith. 今天收到你们寄来的带条
纹外衣料样品,谢谢.请按照信内附寄的第 2602
号订单发货
28
 5、 无法供货 (C-E)
We refer to your telex of 12 August and
ours of today regarding the supply of black
silk. As you perhaps know, demand for the
above has been heavy since last year. We are
consequently fully committed at the moment
and are unable to make you the offer as
requested. We assure you, however, that we
shall contact you as soon as fresh supplies
become available. Should your customers
requite other silks, please let us know. 贵公司
8 月 12 日的电传已经收到，现就有关黑色丝绸
供货问题电复。自去年以来，上术货品的需求
量极高。本公司暂未能承接定单，故无法按贵
公司要求报价。他日一旦有新货源，本公司定
当即时与贵公司联络。若贵客户需要其他丝绸
货品，亦请告知。
6、拒绝订货
Thank you for your order no.458 for tin
plate sheets, which we received today. We
regret that, owing to a shortage of stock, we
are unable to fill your order. Moreover, our
manufacturers cannot undertake to entertain
your order for future delivery owing to the
uncertain availability of raw materials. We
will, however, contact you by telex once supply
29
improves. In the meantime, please feel free to
send us your specific enquiries for other types
of metal sheets. You can assured of our best
attention at all times. 今天收到贵公司 4 5 8 号
镀锡板的定单。因为存货短缺，未能供应贵公
司所需货品，特此致歉。此外，制造商尚未确
定原料供应量是否充足，所以不能接受其他定
单。一旦供应情况改善，我们将电传通知贵公
司。若贵公司需要其他金属薄板型号的资料，
我们乐意随时效劳.
7、 再次订货
We have received the above shipment ex SS
Blue Seas and are pleased to inform you that
we find the goods quite satisfactory. Since we
believe we can sell additional quantities in this
market, we wish to place with you a repeat
order for 500 dozens of the same style and
sizes. We would be grateful if you could
arrange early shipment of this repeat order at
we are in urgent need of the goods. If the
goods are not available from stock, we would
be grateful if you could advise us, with full
particulars of the specifications, of
replacement goods which can be whipped from
stock.
8、 拒绝接受再次订货
30
 We are pleased to acknowledge your letter
of 6 March informing us that you are satisfied
with our ladies tights shipped to you per SS
Blue Seas. We also note that you wish to place
a repeat order. We regret that we cannot at
present entertain any new orders for Baletto
ladies' tights owing to heavy orders. We are,
however, keeping your order before us. As
soon as we are in a position to accept new
orders, we will contact you by telex. With
regard to stock lines, we are enclosing a list
you’re your information. Should you be
interested in any of these, please let us know
your requirements, stating quantity, style and
sizes. 3 月 6 日的来信已收到，得悉贵公司满意
经由蓝海号轮船运送的女装紧身衣，并希望再
订购货品，深表谢意。由于定单过多，本公司
很抱歉暂时未能接受巴勒图女装紧身衣的新
定单。我们会保留贵公司的定单，一俟能接受
新定单，即以电传知会贵公司。现随函附上本
公司存货清单以供参考。如欲订购任何货品，
请告知所需货品之数量、式样和尺码、本公司
半竭诚为您效劳。
9、拒绝特别订货要求
Thank you for your letter of 20 May
concerning your special request. From time to
31
time we do run special jobs, changing
materials and colors for one particular order.
But we have to consider many factors before
we can accept the order. I have spoken to our
production manager, and she has done the
costing. I am sorry to report that even if we
did the job for you at cost, it would come out
well above the price you are willing to pay. I
am checking with other manufacturers in the
area who are working with the materials you
want. They may be able to give you the quality
you desire at a fair price. I will get back to you
in a few days. We appreciate your business and
I am glad you asked us about this job .The
next time you have a special need, please ask
again. We will try our best to do the job for
you .If we cannot, we will attempt to find the
best company that can.谢谢贵公司 5 月 20 日特
别订货要求的来函。本公司遇有客户特别要
求，如情况许可，亦乐意加工变换有关产品的
用料或颜色。贵公司的要求经转达生产部经理
作成本预算后，考虑到所需费用较贵公司所拟
高出很多，因而未能照办，非常抱歉。现正联
络其他厂商，研究是否能以合理价格达成要
求。不日将有答复。承蒙查询加工事宜，谨致
衰心谢意。如有其他要求，本公司乐意随时候
32
命。即若未能效劳，亦当物色其他能胜任的商
代办。
附 商务函电基本用语
1) 通知
(Noun) Advice; Notice; Information;
Notification; Communication; A report; News;
Intelligence; Message.
(Verb) (通知，告知) to communicate (a fact) to;
to report (a fact) to...on; to apprise (a person)
of; to let (a person) know; to acquaint (a
person) with; to intimate (a fact) to; to send
word; to send a message; to mail a notice; to
write (a person) information; to give notice(预
告 ); to break a news to( 通 知 坏 消 息 ); to
announce(宣布).
I inform you that I have now removed my
factory to the above address.
Having established ourselves in this city, as
merchants and general agents, we take the
liberty of acquainting you of it, and solicit the
preference of your order
We are pleased to inform you that our
business will be turned into a limited company
on May 1st.
Notice is hereby given that the annual general
meeting of the shareholders of our company
33
will be held at the Bankers' Club on Mar. 1.
By this we inform you that we have today paid
Mr. R.S. $120.
Through these lines, we intimate you that they
may send you considerable orders.
2) 回信
(Nouns) An answer; A reply; A response.
(Verbs) To answer; To reply; To give a reply;
To give one's answer; To make an answer; To
send an answer; To write in reply; To answer
one's letter.
(Prep) by return||by return of post||by return
of mail
特此回信: Reply to; Answering to; In answer
to; In reply to; In response to.
等候回信: To await an answer; To wait for an
answer.
收到回信: To get an answer; To favour one
with an answer; To get a letter answered.
为供您回信方便, 随信附去免贴邮票的信封一
个。A return envelope that requires no postage
is enclosed for your convenience in replying.
Make out your check for $20, put it in the
enclosed envelope, and start it on its way to
us--now
A postcard is enclosed for your convenience in

34
requesting further information.
Then send back the postcard and we'll gladly
tell you--without a bit of obligation, of course.
We are certain that we are offering a sound
article at popular price, and we should
appreciate an opportunity to substantiate our
claims
In answer to your favour of May 6, we inform
you that we are unable to take the goods
offered by you.
Answering/Replying to your letter/to your
inquiry, we state that the market remains
quiet.
Kindly excuse our not replying to your favour
of the 8th May until today.
In response/reply to your letter of Jun. 8., I am
pleased to say that Mr. ?? is a man of
trustworthy character.
We are glad to answer your inquiry
concerning S. & Company
3) 收讫
(Noun) Receipt( 到 ), eceipt( 收 据 )A
receiver(领取人,取款人), A recipient(收款人)
(Verb) To receive; To be in receipt of; To be to
(at) hand; To come to hand; To be in possesion
of; To be favoured with; To get; To have; To
have before (a person); To make out a receipt
35
（开出收据）; To acknowledge receipt（告知
收讫）
I acknowledge receipt of your letter of
yesterday, and gratefully accept the
appointment on the terms you mention. 您昨
日来信已收悉, 谨于此按您所约定的条件。接
受此项任务
6 月 1 日 贵 函 敬 悉 。 We are pleased to
acknowledge receipt of your favour of the 1st
June
本月 5 日来函敬悉。We acknowledge receipt of
your letter of the 5th inst
Kindly acknowledge receipt, and have the
goods sent by the last steamer in December
We duly received your favour of the 15th May,
contents of which we note with thanks
6 月 6 日来函收悉, 我们无法交运该货, 甚感遗
撼。We are in possession o fyour favour of the
6th June, and regret having to inform you that
it is impossible for us to deliver the goods
7 月 15 日寄来的货物发票收悉。We are in
possession of your invoice of the 15th July
Your favour of July 7 s at hand, and thank you
for your order for: ...
Your favour of yesterday covering a chequie of
$100 is duly to hand
36
昨天贵函已收悉。Your favour of yesterday is
duly received.
我 们 已 收 到 您 昨 日 写 的 信 。 We have/duly
received your letter of yesterday.
We received on the 1st May your valued
favour dated 3th April.
We have to own with thanks the receipt of
your favour of 6th June.
4) 确 认 To
confirm||Confirming||Confirmation
确认书 A letter of confirmation 为确认 To
confirm; Confirming; Confirmation; In
Confirmation of
We confirm our call of last week respecting
our offers to you
We confirm our respects of the 3rd May, and
inform you that your consignment has duly
arrived.
I confirm the receipt of your shipment by m.s.
"O", and now send you a cheque, valuing
$550.
Confirming our letter of last week, we ask you
to appoint an early interview with our
representative.
Confirming ours of the 11th June, we now
hand you enclosed B/L for 50 packages.
We confirm our respects of yesterday, and
37
have the pleasure to inform you that we have
drawn this day on you.
We have much pleasure in confirming
herewith the order which you kindly placed
with us yesterday.
Kindly let us have confirmation of these orders
by telegraph tomorrow by 3 p.m
In confirmation of my cable today, I regret to
state that the factory was destroyed by fire last
night.
Kindly give us an order sheet in confirmation
of the message by telephone of this morning.
5) 愉快欣慰
To have the pleasure to do; To have the
pleasure of doing; To have pleasure to do; to
have pleasure in (of) doing; To take (a)
pleasure in doing (something); To take
pleasure in doing (something); To be pleased to
(with)(by); to be delighted at (in)(with); To be
glad to (of)(about); To be rejoiced in (at).
We have the pleasure to inform you that we
will forward by tomorrow's mail to the Bank
five bonds of $500 each.
We have the pleasure to acknowledge your
favour of yesterday advising 25 cases for
Shanghai.
We have the pleasure of enclosing herewith the
38
documents.
We have pleasure in forwarding you a cheque
for $50,000.
I have much pleasure in confirming my verbal
order of this morning.
We take pleasure in informing you that a
parcel containing books and others has
arrived for you from London.
We shall be pleased/glad to enter your order at
$900 per pound
I am glad that you have accepted my offer. I
shall be glad if you will kindly give me a price
for printing
We feel speially honoured to be given this
opportunity to meet such a nice group of
distinguished people like you.
Today, we feel very much honoured to have
Prof. M. Wilson with us.
6) 附函附件 Enclose; Inclose.
We enclose for realization drafts as per the list
at foot.
Enclosed please find drafts drawn as follows:/
Enclosed you will find an invoice of 50 cases
goods
Enclosed we hand you two Bills of Lading for
the goods, per m.s. "Shizuoka Maru" to
Hongkong.
39
A stamped envelope is enclosed for reply.
Enclosed we hand you an invoice, $5,000, for
10 cases goods.
Enclosed we hand you a draft, $100, drawn on
your goodselves by our Seattle house.
7) 函电
贵函 Your letter; Your favour; your esteemed
letter; Your esteemed favour; Your valued
letter; Your valued favour; Your note; Your
communication; Your greatly esteemed letter;
Your very friendly note; Your friendly advice;
Yours.
本信，本函 Our (my) letter; Our (my) respects;
Ours (mine); This letter; these lines; The
present.
前函 he last letter / mail / post / respects; the
last communication （ 自 己 的 信 ） ; the last
favour（来信）
次函 The next letter; The next mail; The
next communication; The letter following; the
following.
贵函发出日期 Your letter of (the) 5th May;
Your favour dated (the) 5th June; Yours of the
3rd July; Yours under date (of) the 5th July;
Your letter bearing date 5th July; Your favour
of even date(AE); Your letter of yesterday;
40
Your favour of yesterday's date; Your letter
dated yesterday.
贵方来电、电传及传真 Your telegram; Your
wire; Your cablegram（从国外）; Your coded
wire（密码电报）; Your code message; Your
cipher telegram; Your wireless telegram; Your
TELEX; Your Fax.
贵 方 电 话 Your telephone message; Your
phone message; Your telephonic
communication; Your telephone call; Your
ring.
8) 请 Please; Kindly; be good enough to;
Be kind enough to; Have the kindness of doing
sth.
9) 迅即 迅速 urgently || promptly ||
immediately || with all speed; At once;
With dispatch; With all despatch; With the
quickest possible despatch; With the least
possible delay; As soon as possible; As quickly
as possible; As promptly as possible; At one's
earliest convenience; At the earliest possible
moment; At an early date; Without delay;
Without loss of time; Immediately on receipt
of this letter; By express messenger; By
Special messenger; By special delivery; By
express letter.

41
请尽快将空袋退回为盼。Kindly see the empty
sacks are returned as promptly as possible.
这批货物立即由火车发往你处。 The goods
were at once despatched by rail to your
address.
请 尽 快 下 达 通 知 书 为 荷 。 Please give us
forwarding instructions as soon as possible.
请 立 即 将 这 些 货 物 运 往 伦 敦 码 头 .Please
deliver these goods immediately to the London
dock.
10) 依照关于 依照 according to||agreeably
to||conformably to||pursuqnt to||in accordance
with
关 于 about||regarding||concerning||as to||as
regards||with regard to
依照他的建议, 我们冒味的向您提供您在本地
的委托服务。On his suggestion, we take the
liverty of offeri ng our services for any
commission which you wish to have executed
here.
Referring to our conversation of this morning,
we enclose a pamphlet describing our new
articles 依照今天上午的谈话, 随函呈上本公
司新产品的小册子一本。
关于本月 6 日的来信, 我高兴地告知, 该商品
的需求量甚大。With reference to your letter of
42
the 6th inst., we are glad to inform you that
there has been a great demand for the articles.
关于对我方代表的电话查询, 我们高兴的告知
货物的收据已经发现。With reference to our
representative's call, we are pleased to say that
we have obtained the receipt for the goods
依照 6 月 6 日来信, 我们已由东海道铁路将 50
箱货发出。In accordance with your letter of
the 6th June, we are sending off by the
Tokaido line the fifty cases
According to your order of the 20th ult., we
have sent you 30 bales of raw cotton.
依照您对本公司 J.先生的要求, 我们已另邮寄
去 10 支的三合股纱样品。In compliance with
your request to our Mr. J., we have pleasure in
sending by separate post a sample of our 10s.
3-ply yarn
依照您的要求, 我们已通过山田公司向您发去
40 包棉花。Agreeably to your request, we have
sent you, through Messrs. Yamada & Co., 40
bales of cotton
11) 期满/到期 To be due; To fall due (become)
due( 日 期 将 到 ); Duly( 正 时 , 及 时 ),In due
Course(如期)
我们如期收到您 7 月 30 日的来信。I received in
due course your letter of the 30th July.
43
该轮将于 5 月 5 日晨如期到达横滨港 The
steamer will due in Yokohama on the morning
of May.5.
这张票据将于 9 月 1 日到期。The bill falls due
on September 1.
The discount rates have failed to come down
below 2 sen per diem, even in the middle of the
month.
我们如期收到您 6 月 10 日的贵函。We have
duly receiveed your valued favour of the 10th
June.
12) 每个、依照（每个，按照，通过）
通 过 铁 路 ， 邮 政 ， 轮 船 Per(=by, through)
rail.(post,mail,steamer); Per pro.= by proxy 由
代 理 per pro.|| by proxy 每 年 per
annum||yearly 每月 per mensem||monthly 每天
per diem||daily 每 人 per man || per
capital(=per head); 每一个||每一件 per piece
每磅 per lb.每一包 per b.每一吨 per ton 每一码
per yard 每一瓶 per bottle 百分之 xx per
cent||per cent.||percent||xx%
经本公司代表与你方的面谈结果, 本公司愿承
担为贵公司的船运代理人。In reference to the
interview our representative had with you, we
offer to your goodselves our services as

44
shipping-agents
.随信寄上帐单一张, 如能尽快将款汇下, 则不
胜感激。We enclose you a statement of account,
for which your remittance at your earliest
convenience will oblige
我们收到您 5 月 19 日来信, 我们已于今日发电
确认, 请参阅所附该电抄件。We have received
your favour of 19th May, and confirm our
today's telegram as per the copy enclosed.
对于装载贵轮船的货物, 已办妥保险。We have
completed the insurance on the cargo per your
steamer
13) 依 照 According to; Agreeably to;
Conformably to; pursuant to; In accordance
with; In conformity with (to); In obedience to;
In deference to; In compliance with; In
agreement with; In pursuance of.
14) 就, 关于 About; Regarding; Concerning;
As to; As regards; With regard to; In regard
to;(of); Respecting; Relative to; Anent; In
connection with; Referring to; With reference
to; In reference to; Re.
15) 抱歉遗憾 （甚感遗憾，请包涵） To regret;
To be sorry; To be chagrined; To be mortified;
To be vexed; To regret to say; To be sorry to
say; To one's regret; To feel a great regret for;
45
To express regret; To be regretted; To be a
matter for regret; To be regrettable; To be
deplorable.
此时, 我只能请您接受我的歉意。Meanwhile, I
can only ask you to accept my apologies.
请您宽恕我们的这一错误。We apologize for
the mistake. We apologize for troubling
you
从你们 5 月 10 日信中得知, 你方客户仍对该
条件不表满意, 甚为遗憾。We are sorry to
learn from your letter of the 10th May that
your customer is still dissatisfied with the
condition
We are sorry that we have taken the liverty in
writing to you prematurely on the subject.
I am regretted to have to inform you that two
cases of them are so bad in quality.
We regret to inform you that our premises at
15 R.C. were partly destroyed by fire
yesterday afternoon
听说 P.R.公司已破产, 甚为遗憾。I learnt with
regret of the failure of messrs P.R. & Co
表 示 抱 歉 To take the liberty of doing
something||To take the liberty to do something
甚 感 遗 撼 , 请 多 包 涵 。 To regret||To be
sorry||To be chagrined||To be mortified||To be
46
vexed 对此事给您带来的不便, 请接受我们的
歉 意 。 Please accept our apologies for the
inconvenience this matter has given you.
抱歉(冒昧做了某事，请求谅解)：To take the
liberty of doing something; To take the liberty
to do something; To take the liberty in doing
something.
16) 感谢 To thank; To be (feel) thankful; To
be (feel) grateful; To be obliged; To be
indebted; To esteem (it) a favour (privilege);
To give (tender, return) one's thanks; To
express one's gratitude (appreciation); To
tender one's sincere thanks for; To be
overwhelmed with gratitude
We appreciate your telling us about the
defective sets, and are glad to make things
right.
在感谢您过去惠予支持的同时, 希望对我新公
司也继续给予信赖。While thanking you for
your valued support, I wish to asc for a
continuance of your confidence in the new
company.
藉此机会让我们对凡在业务发展方面给予有
力 支 持 的 朋 友 , 客 户 表 示 感 谢 .We take this
opportunity to thank our patrons and friends
for the liberal support extended to us during
47
our business career.
We can confidently assert that any business
with which you may favour us will be
transacted in such a manner as will afford you
the fullest satisfaction.
承蒙您的好 意 , 甚为感谢。thank you very
much for your courtesy/ your order
17) 提供服务
我 们 随 时 乐 意 为 您 服 务 。 We are always
pleased to serve you at any time.
如 有 机 会 为 您 服 务 , 我 们 将 非 常 感 谢 。 We
thank you for the opportunity to be of service
to you.
In the meantime, please be assured of our most
cordial good wishes and of our desire to be of
service.
We wish to assure you that we appreciate an
opportunity afforded us for service.
我们渴望为您服务。We are anxious to be able
to serve you.
18) 希望 愿望
我们盼望着您的好消息。We hope to hear from
you favourably.

48
您在商场上如有需求, 即盼来函询价。I hope
to receive your inquiries when in the market.
我们希望能收到您的订单。We hope to be
favoured with your order.
我 期 待 着 您 的 好 消 息 。 I hope to hear
favourably from you.
我们希望这一行动能得到您的同意。We hope
this action will meet with your approval.
我们希望您能很快对此事做出决定。We hope
that you will give this matter prompt
attention.
19) 留意签名
We would ask you kindly to note our
respective signatures given below.
下面是他的签名传真件, 请惠予留意, 该签名
效 果 与 我 的 相 同 。 Below you will find a
facsimile of his signature, which I ask you to
regard as my own
惠请留意我的签名。Have the kindness to take
note of my signature ...
请 留 意 附 在 下 面 的 签 名 。 I request your
attention to his signature, appended below.
49
20）请照顾等 (Noun)（请吩咐） Command;
Order; Service
(Verb)（服务） To command; To order; To
serve; To be at one's service; To render service
to one; To do one a service; To be of service to
one.

第三讲 交易的先声 Preliminary Deals

3. 1 建 立 贸 易 关 系 Establishing Initial
Business Relations
3.1.1 Proposal for business relations
a. We are willing to establish trade relations
with your company.
b. Please allow us to express our hope of
opening an account with you.
c.This corporation is specialized in handing
the import and exports business in electronic
products and wishes to enter into business
relations with you.
3.1.2 自我推荐 Self-introduction
a.Let us introduce ourselves as a leading
trading firm in…
b.Our company has been in this line of
business for many years and enjoys
50
highinternational prestige.
c.Our products are of very good quality and
our firm is always regarded by our customers
as the most reliable one.
3.1.3 推销产品 Briefs on products
a. Your name has been given by…and we like
to inquire whether you are interested in these
lines.
b. We are pleased to inform you that we have
just marketed our newly-developed….
c. We are pleased to get in touch with you for
the supply of…
d. You will be interested to hear that we have
just marketed our new product. If you are
interested in our…,please let us know with a
specific inquiry.
e. Quotations and sample books will be
airmailed to you upon receipt of your specific
inquiry.
3.1.4 索取资料 Request for information
a. We are interested in your new product…and
shall be pleased to have a catalog and price
list.
b. We have seen your advertisement in The
New York Times and should be glad to have

51
your price lists and details of your terms.
c. We hear that you have put…on the market
and should be glad to have full details.
d. We should appreciate full particulars of
your newly developed product..We should be
obliged if you would send us patterns (or
samples)and price lists of your…
3.1.5 寄发资料 Provicing information
a. We are enclosing here with an inquiry sheet.
b. We have pleasures in sending you our
catalogue, which gives full information about
our various products.
c. We should be pleased to let you have
samples to give a demonstration at your
premises.
d. In order to give you some idea of various
qualities of handicrafts we carry, we
havepleasure in forwarding you by airmail one
catalogue and a few sample books for
yourperusal.
3.1.6 附寄资料 Attaching Information
a. You will find enclosed with this letter a
52
sample of new….
b. Enclosed please find two copies of Purchase
Contract No.…，which we trust will be found
in order. Kindly sign and return one copy for
our file.
c. We have pleasure in enclosing our file.
d. We confirm having purchased from you….A
confirmation order is enclosed for your
reference.
3.1.7 请求做代理商 Proposal for agent
a. We are anxious to contact some British
firms with a view to acting as their selling
angents.
b. We should be glad if you would consider our
application to act as agents for the sale of
your…
3.1.8 请求报价 Request for quotation
a. We are writing to invite quotations for the
supply of….
b. Please let us have a quotation for the
regular supply for….
c. Kindly quote us your lowest prices for the
53
goods listed below.
3.1.9 价格
a. We find your quotation slightly higher than
those we have received from other sources, and
ask you to reduce your price to meet the
competition.
b. We''re sorry to inform you that your price
has been found uncompetitive, but we''re still
interested in doing business if you can bring
down your price to a level acceptable.

附：建立初步贸易关系用语（Expressions for
Establishing Initial Business Relations）
1．Having had your name and address from
the Commercial Counselor's office of the
Embassy of the People's Republic of China
in..., we now avail ourselves of this opportunity
to write to you and see if we can establish
business relations by a start of some Practical
transactions.
2. We have heard from China Council for the
Promotion of International Trade that you are
in the market for household /domestic Electric
Appliances.

54
3. Your name has been recommended to us by
the Chinese Consul stationed in your city as
large exporters of ... goods produced in ....
4. From ..., we have obtained your name and
address and understand that you are
experienced / leading importers of .... We have
pleasure in offering you ... of which we would
appreciate your pushing the sale on your
market./We learn from ... that your firm
specializes in ...,a firm specialized in and
would like to establish business relationship
with you.
5. Through the courtesy of.... we have learned
that you are one of the representative
importers of ...
6. Your name and address has been given to us
by Messrs. J. Smith & Co., Inc., in New York,
who have informed us that your firm has been
recommended to us by the Chamber of
Commerce in Tokyo, Japan.
7. The.... Bank in your city has been kind
enough to inform us that you are one of the
leading importers (exporters) of ... and are
interested in trading with China in these
lines ..
55
8 We are given to understand that you are
potential buyers of Chinese ...,which comes
within the frame of our business activities.
9. Through your trade delegation that recently
paid a visit to this country, we learned that you
are well-established importers of ... and are
writing to you in the hope of receiving your
orders.
10. We are glad to send you this introductory
letter, hoping that it will be the prelude to
mutually beneficial relations between us.
11 ． We have the Pleasure to introduce
ourselves to you with the hope that we may
have an opportunity of cooperating with you
in your business extension.
12．We take the liberty of writing to you with a
view to building up business relations with
your firm
13. We wish to introduce ourselves to you as a
state-operated/run/owned corporation dealing
exclusively in Light Industrial Goods.
14. As you may be well aware, we are a
56
state-operated corporation handling such
items as .. in both import and export business.
15. As you are one of the leading importers
in ..., we have pleasure in contacting you in the
hope of establishing business relations and
rendering you assistance in a wide range of
your requirements.
16. We understand that you are interested in
both the import and export of ... and it is on
this subject that we wish to introduce
ourselves in the hope of establishing mutually
beneficial business relations between our two
corporations.
17. The high reputation, which you are
enjoying as camera importers, has rendered us
desirous of entering into business relations
with you. Accordingly, we introduce ourselves
to you by sending you our catalogs and
price-lists.
18. The commodities we are handling consist
of the manufactures of the first-rate paper
mills of this country, and so we are in a good
57
position to serve your customers with the most
reliable quality of the line you suggest.
19. Specializing in the export of Chinese Art &
Craft Goods we express our desire to trade
with you in this line/Our lines are mainly
textiles and handicrafts/We have been in this
line of business for years.
20 The purpose of this letter is to explore the
possibilities of developing trade with you.
24. We are willing to enter into business
relations with your firm on the basis of
equality, mutual benefit and exchanging what
one has for what one needs./We wish to
establish friendly business relations with you
to enjoy a share of mutually profitable
business/We wish to enter into direct
negotiation with you with a view to
introducing your special lines in our market.
21. We are interested in the possibility of
establishing sources of supply of crude oil
from the People's Republic of China/We advise
you to make use of our experience and special
58
knowledge on trial.
22. We trust that our experience in foreign
trade and intimate knowledge of international
market conditions will entitle us to your
confidence.
23. Being closely connected with reliable
wholesalers here, we shall be able to do
considerable import business with you. We are
able to quote you very advantageous terms.
3.2 资信调查函电 Credit Inquiry
Dear Mrs. Jones,
May 12, 1999
Thank you for your request to be placed on
our books as a charge customer. Your standing
is such that we have placed you on our books
immediately. However, our custom id to have
two or more credit references in our files. Will
you please send us the names of two or mor
stores with which you have charge accounts,
along with the name of the bank in which you
have a checking account?
We will proceed with your current order in the
meantime.
Sincerely yours,
Zhang Shan
59
范文 1：委托资信调查 SPECIMEN：CREDIT
INQUIRY
ABC Co.： 机 密
亲 启
惠请将有关加纳阿克拉西非进口公司的资信
情况、商业经营情况告诉我们。该公司地址是：
加纳阿克拉 520 号邮政信箱。请确信，我们对
你们提供的所有资料都严加保密，你们不负有
任何责任。
谢谢。
Dear Sirs， Private
and Confidential
You are kindly requested to provide us with
the information on credit and business
operation of × × × Import Company.The
company address is × × × .Please be
convinced that all the materials you supply to
us will be kept absolutely secret, for which you
will not take any responsibilities.
Best Regards.
Yours turly
Specimen 2: Private &
Confidential
Dear sirs,
Aug. 18, 1998
Subject: The London Trading Co, Ltd.
60
Since we are on the point of concluding an
important business with the subject company,
we’d like to know their financial standing and
modes of business.
The reference they have given us is National
Provincial Bank of London. Will you please be
kind enough to approach the said bank for all
possible information we require?
Any information you may furnish us will be
treated strictly in confidence.
We assure you of our reciprocating your
courtesy at any time.
Very respectfully yours,
范 文 3 ： 介 绍 客 户 资 信 Credit
Statement/Reference
关于贵公司 1 月 15 日电传收悉。兹通知，安
德森有限公司由 4 人合伙经营，根基牢固，声
望很高，估计有资本 200 万美元，贸易成就卓
著，是此地最可靠的客户。我们认为，同他们
建立帐户关系是可靠的。建议你公司满足他们
首笔 4620 美元的赊贷。每季安全的赊贷金额
至少为 10000 美元。
In reply to yoru telex of Jan. 15, we wish to
inform you that Messrs Anderson & Co. is a
cooperative firm of four, with sound basis and
positive reputation. Its capital is around two
61
million U.S. dollars, and has accomplished
convincing turnouts. We thus consider it
advisable to place the said company on your
books. We suppose you meet its request for
their initial credit of USD4620.The secure
credit to them shall be no less than USD10000
per quarter.
Yours faithfully,
National Provincial Bank of London
Practice in Class:
亚洲贸易公司写信告诉我们，他们是贵地缝纫
机最大的进口商并想从我处购买上述商品。由
于以前同该公司没有业务往来，如能将其信用
状况、经营能力以及为何不再从原出口人处进
货而转向我方进口的原因告诉我公司，将不胜
感激。请相信，你们提供的所有情况我们将严
守秘密.
你公司 10 月 5 日第 E―51 号电传悉。
兹复，加纳阿克拉 520 号邮政信箱西非进出口
公司成立于 1960 年，资本为 50000 美元，经
营批发、零售业务。进口机械、工具、电器；
出口兽皮、木材和其他加纳当地产品。我们相
信，同该公司进行交易会令人满意，建议大宗
交易用信用证方式收款为宜。

62
3.3 促销信 Promotional Letters
例（1）推荐有库存的货物 enclosed is
canned fruits
谢谢你们 6 月 1 日的订单。随函附上一份价目
单。同时，我们已另邮寄出一份我们罐装蔬菜
系列产品目录，相信很快会抵达 reach 你处。
然而，我们感到遗憾的是，目前对我们的罐装
水果产品需求甚殷 there is heavy demand for
our ，因为时值仲夏，这是我们水果销售 for
the sales of our fruits 的最忙季节。正因为如
此 ， 罐 装 桃 子 和 葡 萄 供 不 应 求 are out of
supply/short of supply， 我们无法满足所有顾客
customer/client 的需求 which makes us unable
to meet the demands/needs。事实上，我们的葡
萄产品几乎缺货。stock 不过，我们可以 we
would like to 推荐杏子，目前尚有存货 are
available from stock。你们也许有兴趣得知
learn，从 6 月 1 日起，我们对大宗购买 big
purchase 实 行 offer 新 的 折 扣 优 惠
discount/favor。我们希望很快收到你们的订
单。Looking forward to receiving your order
A Letter to Recommend Goods Available from
Stock
Dear Sirs,
Thank you for your order of June 1. We
63
enclose a catalogue and price list. Meanwhile,
we have also sent a catalogue of our range of
tinned vegetables under separate cover, which
we trust will reach you very soon. We are sorry,
however, that our tinned fruit products are in
great demand at the moment, since it is in the
middle of summer, which is our busiest season
for fruit. Because of this, tinned peaches and
grapefruit are in short supply, and we cannot
satisfy all our customers demands. In fact, our
grapefruit products are almost out of supply.
We can recommend apricots, which
fortunately we have in stock at the moment.
You may be interested to know that our new
discounts for bulk purchase came into effect
on June 1st.
We would be pleased to receive your order
very soon.
Yours faithfully,
例（2）老定价优惠老客户 Old Price to Favor
Old Client
非常感谢你和你的第 392 号订单。不幸的是，
和其他供应商一样，自从你 2 年前向我们订购
后，我们的价格已经上涨。这是由于原材料上
涨所致。不过，你会高兴得知，我们已经决定
按照老定价向你供应这批订货，因为你曾是我

64
们的老客户。
我会随时通知你有关订单的执行进展情况。
Dear Mr. Henry,
Thank you very much for your order No.392.
Unfortunately, in common with other suppliers,
our prices have risen since you placed an order
with us two years ago. This is due to the rising
cost of raw materials. However, you will be
pleased to leran that we have decided to
supply your current order at the old price as
you used to be our regular client. I will keep
you abreast of the progress of your order.
Yours sincerely,
（Ms. Addison Tanghal） Sales Director
例（3）与老客户恢复关系 A Letter to Renew
Relation with an Old Client
我们查阅了记录，遗憾地发现自去年 10 月以
来，我们一直未能有幸接到你们的订单。
由于你们曾是我们的长期 lasting 客户，我们非
常关心你们是对我们的产品不满意，还是对我
们处理你们订货的方式不满意。如果你们遇到
了一些同我们有关的问题，请你们填下一随函
所附的回访卡，好吗？我们会及时留意你们的
意见。
也许你们有兴趣知道，我们最近已被三家美国

65
大厂商 firms 委任为代销商 sales agent，负责
在本国 in our market 的电脑销售。我们的货源
中有各种一流的个人电脑，价格非常诱人 at
attractive prices。从所附的产品目录中你们会
看 到 我 们的价 格 大 大低于 其 他 进口商 than
those of other importers。此外，我们的支付条
件 payment terms 非常优惠。
我们期待再次收到你们的订单。
Dear Sirs,
Looking through our records we note with
regret that we have not had the pleasure of an
order from you since last October. As you were
one of our regular clients, we are very much
concerned if you have been dissatisfied either
with our goods or with the way in which we
have handled your orders. Would you please
fill out the enclosed reply card if you have
encountered some problems with us? We will
give your comments immediate attention. We
think you may be interested to know that we
have recently been appointed agents for the
sale in this country of the computers of three
of the leading American manufacturers. Our
stocks now include a wide range of first-class
personal computers at very attractive prices.
You will see from the catalogue enclosed that
66
our prices are very much lower than those of
other importers. In addition, we are offering
very generous terms of payment. We look
forward to the pleasure of your renewed order.
Yours faithfully,
例（4）推 销 商 品 A Letter to Promote the
Sale of Products
再也不用洗锅盘了
我们当真这么说；再也不用洗锅盘了！
现在您可以用漂亮的搪瓷器皿从事各种烹调
——用同一件漂亮的器皿烹调和盛放食物。
煮、煎、烤、烘，搪瓷器皿样样都行。如果您
愿意，还可以在该器皿内冰冻食物。这些漂亮
的器皿用制造导弹外壳的特殊材料制成，能够
从冰箱内取出，放上火炉，再端上餐桌。您随
后将它们放入洗碗机或者洗涤槽同其他碟子
放在一起就行了。再也无须费神擦拭。
请来大商店的家用器皿部，观看搪瓷器皿的展
销
周三、周四、周五 4 月 10 日、11 日、12 日
接受一下这些能烹调和盛放食物的器皿，亲手
试试。您会对它们实用而又漂亮的设计留下深
刻印象，而最重要的是它那令人惊诧的合理价
格。
NEVER WASH PANS AGAIN
67
Dear Customer:
We said it and we mean it: NEVER WASH
PANS AGAIN!
You can now do all your cooking in beautiful
Ceramic Ware—cook and serve food in the
same lovely dishes! Boil, fry, roast, bake—do it
all in Ceramic Ware. Freeze food in the same
dishes, if you wish. These beautiful utensils,
made of the same amazing ceramic used in
missile cones, can go from freezer to stove to
table. You then slip them into the dishwasher
or the sink with the other dishes. Never slave
at scouring pans again. Cone see Ceramic
Cookware Demonstrated in Big Stores
Housewares Department Wednesday,
Thursday, Friday April 10th, 11th, and 12th
Handle these Ceramic cook-and-serve pieces.
Test and try them yourself. You’ll be
impressed by their practical and beautiful
design, and more important of all the
surprisingly reasonable prices.
Yours very truly,
3.4 练习
1．Put the following into English
__xxx___:
台布
我们从我驻巴基斯坦使馆商务参赞处得悉贵
68
公司的名称和地址，现借此机会与你方通信，
意在建立友好业务关系。
我们是一家国营公司，专门经营台布出口业
务。我们能接受顾客的来样定货，来样中可具
体需要产品的花样图案，规格及包装装潢的要
求.
为使你方对我各类台布有大致的了解，我们另
航寄最新的目录供参考。如果你方对产品有兴
趣，请尽快通知我方。一俟收到你方具体询盘，
即寄送报价单和样本. 盼早复。
Dear Sirs,
RE:TABLECLOTH
We have your name and adress from the
Commercial Office of Chinese Embassy in
Pakistan.We take this opportunity to write to
you with a view to set up friend business
relations with you.
We are a state-owned company dealing
specially with the export of tablecloth.We are
in a position to accept orders according to the
customer''s spmples.In the customer''s
spmples,request about the assorted
pattern,specification and package of the
needed goods can be indicated particularly.
In order to give you a gengral idea of various
kinds of the table-cloth we are handling,we are
69
airmailing you under separate cover our latest
catalogue for your reference.Please let us know
immediately if you are interested in our
products.We will send you our price list and
sample to you as soon as we receive your
specific inquiry.
Looking forward to your early reply, we are.
Yours faithfully
2。Draft a message according to the following:
Xxx Co.:
寻求建立贸易关系
我们和____交往多年,承他向我们推荐了贵公
司。目前，我们专门从事____地区的贸易,但尚
未与贵公司有贸易交往。由于我们对推销___
感兴趣，故特致函，以求能早日与贵方建立直
接的贸易关系。
我们期待贵方能寄来你们有兴趣出售的各种
_____（货物）的详细说明和外销价格。我们
将愉快地调查我方市场可能销售的情况。
另一方面，若贵公司愿从我方购买产品，承蒙
关照，请将你们感兴趣的货物逐项列表，一并
寄来，以便视我方供货能力，向贵公司提供一
切所需的资料。
3. Put the following into Chinese
Dear sirs,

70
We have received your address from…a
business acquaintance of ours in …who also
informed us that you require a large amount
of the items we manufacture.
Our …are very well known in more than
European and other foreign countries. During
the past…years, we have been able to
constantly expand our export program.
We are interested in gaining foothold in your
country and offering our entire line of …on
the market.
In order to give you an idea of the capacity of
our organization, we are enclosing our
comprehensive illustrated brochure.We would
be very pleased to receive an answer from you.
Sincerely yours. ( signature )
Enclosure: 1 brochure
4：Put the following into English
_______________
同意建立业务关系
谢谢贵公司 5 月 7 日来函，非常感谢____向你
推荐了我们。承作为_____的出口商，你愿意
与我们建立直接贸易关系，这恰巧与我们的愿
望一致。 我们非常愉快地答复你对____所需
要的资料。所附上的商品样车，将会给你提供

71
一套完整的各种货物的详细说明和出售价格。
目前，我们对混纺人造纤维感兴趣，如蒙贵公
司寄来商品目录、样车以及有关需要的资料，
便于我们熟悉贵公司的供货用料和质量情况，
将不胜感激。
我们保证，如果贵公司货物的质量及价格均具
有竞争性，我方将大量订货。欣然等候贵方通
知。
5：恢复业务往来
＿＿＿＿＿＿＿
恢复业务往来
回顾去年贵我双方业务往来的记录，我们发现
已很久未获贵公司的订单了。想来贵公司仍在
经营我公司的商品，请告知最近贵方推销打算
和意图为感。如果你们对我公司在订货方面有
什么意见或建议，请予提出，以便慎重研究。
你们必定乐于得悉我们的产品在工艺和包装
方面都已做出了一系列的改进，现特邮寄若干
贵公司过去订货的新型式样品。当你们收到
后，将会发现这些新型式很符合贵方要求，并
将导致贵我之间友好业务联系的恢复和发展。
希望得到你们积极的响应。
6．Translate the following into English
敬启者：
72
很高兴随信寄去一份关于我方手提包的目录。
众所周知，我方产品的质量很高，并得到了广
泛的认可。我么非常自信，由我方供给贵方式
订购的货物将证明其物有所值。为了推广这些
产品，在本月内。所有目录价格有 30%的折扣。
我方将以不同寻常的优惠条件向贵方提供优
质的商品，期盼早日收到贵方的订单。
谨上
7 Draft two messages as directed below
A. 我方有两种本地不同制造商生产的皮靴，
品质价格均比日产皮靴有竞争力。请写一封推
销信，盼对方早日订货。
B．我方生产的一种电动打字机 6 分钟即可完
成口述、打字、装入信封等一系列工作。其打
字速度可达每分钟 80~140 单词。请向客户写
信推销此产品，并询问是否有机会带样品去演
示。

第四讲 交易的过程 Initial Stages in the Deal

4.1 询盘、报盘、还盘与接受 Inquiry, Quotation,
Counter-offer and Acceptance
4.1.1 询盘函电 INQUIRIES
询盘亦称询价或索盘，按其内容可以分为一般
询盘和具体询盘，是买卖双方交易磋商的开

73
始。 一般询盘是指进口人为了解情况向出口
人索取需要的商品目录本、价格单、样本或样
品等。具体询盘是指进口人想买某种商品，并
就指定商品要求出口人报价。询盘的函电，应
以简明切题和礼貌诚恳为原则，以求对方能够
很高兴地迅速作出报盘反应。
范文 1 查询货源
过去九年,我们从日本和德国进口家用电器.最
近我们做了市场调查,现希望增加商品品种,特
别希望从美国进口便携式 VCD,DVD 和投影机
等新产品.
请您帮忙把美国愿意与我们合作的制造商名
册在 2001 年 11 月 30 日之前寄给我.谢谢!
For the past 9 years, we have imported home
appliances from Japan, and Germany. As we
recently made a market survey, we wish to
expand our present range of models, especially
new products, such as portable VCD, DVD
and projectors to be imported from the U.S.
Would you please send us a list of
U.S.manufactures likely to do business with us
by NOV 30, 2001. Thank you for your help.
范文 2-1. 索取临时（形式）发票 （P/I）
One of our clients has asked us to obtain a pro
forma invoice for the following product: Lion

74
Brand Nail clippers model 21 chrome-plated.
Please send us your pro forma invoice in
triplicate for 500 dozens of the above product
as soon as possible so that we can get our
client's confirmation. We will have no problem
in obtaining the import license.As soon as this
is approved, a letter of credit will be opened in
your favor
本公司客户要求获得下列产品的临时发票：狮
牌 21 镀铬指甲钳 500 钉 现请贵公司尽快寄送
一式三份的临时发票给我们以便取得该客户
确认。申请进口许可证并无困难。此事一经同
意，本公司将立即开以贵公司为受款人的信用
证。
范文 2-2、寄送临时发票
In response to your request, dated 14 July
1996.we have much pleasure in sending you
our pro forma invoice in triplicate. For your
information, or offers usually remain open for
about a week.
Seeing that our nail clippers are selling very
fast, we suggest that you act on the quotation
without delay. We look forward to hearing
from you
4.1.2 报盘函电 Quotations
报盘/发盘是按照一定条件与对方达成交易、签
75
订合同的一种肯定表示。构成一项法律上有效
的发盘， 必须具备报盘是指买卖双方的一方
（发盘人）向对方（受盘人）提出各项交易的
条件， 并愿下面四个条件：（1）向一个或一
个以上的人提出；（2）表明承受约束的意旨；
（3）内容必须十分确定；（4）送达受盘人。
另外， 发盘是有有效期的。 发盘在被接受之
前并不产生法律效力， 可在一定条件下于任
何时候被终止。拟制发盘函电的基础是"知已
知彼"，心中有数， 做到上进有确，策略得当，
创造有利因素， 争取成交的主动权。请参照
以下的选范文。
范文 1：交易条件报盘
永久牌自行车报价
感谢你方 11 月 10 日有关永久牌自行车的询盘
函。
我们现出各种牌号的自行车，其中永久牌自行
车与凤凰牌自行车最出名，这此产品在国外需
求量大。因此，存货正迅速减少。我们的自行
车不仅重量轻，而且因价格合理而受到欢迎。
我们确信一旦你们试用了我们的自行车，就会
大量续定。根据你方要求，我们现报价如下：
20 英寸男式每辆 25 美元
20 英寸女式每辆 27 美元
76
26 英寸男式每辆 27 美元
26 英寸女式每辆 28 美元
付款条件：通过卖方认可的银行开立的即期信
用证付款。装运期：假如有关信用证能在年底
前到达卖方，装运可安排在 1、2 月份。
不言而喻，上述价格是 CIF 卡拉奇净价。请注
意我们出口自行车一般不给佣金，如果每种规
格自行车的定购数量超过 1000 辆，可给予 5%
的折扣。
范文 3
Gentlemen,
Thank you for your inquiry of July 14. We
price ourselves on the superior quality of our
products and would be confident that they will
help you expand your market.
We are sending you separately a copy of our
latest price list on CIF San Francisco basis
together with an illustrated catalog for your
reference. The shipment of the products could
be made immediately upon receipt of a firm
order.
Although the prices quoted are the lowest and
leave us little margin of profit, we allow a
special discount of 3% on the order of one
thousand bicycles and over in order to secure
your initial order.
77
We look forward to the opportunity of being of
service to you soon.
Yours sincerely,
Zhang Shan
范文 4 虚盘
初次询问价格的回复
我们欣悉贵方 10 月 12 日询价函。首先对您希
望购买我方产品表示感谢。今天，一份配有有
关插图的供出口的商品目录将旬日内寄往您
处。我们认为，就颜色来说，必中您意，确系
当前市场所流行。该货物设计美观、精巧，加
之精湛的制作工艺，必将受到各类买主的欢
迎。
我方代表，____先生将于下周抵达纽约。他将
非常愉快地携带我们手工制作的全套样品去
贵处拜访。同时，我们已授权他与贵方商讨订
货的付款方式，或就签订合同谈判。如蒙贵方
给予协助，将不胜感荷。
范文 3：调整价格报盘
重新报盘
谢谢你方 10 月 2 日寄来的 1051 号订单。然而，
深为抱歉的是，我们不能依照两月前所报价格
接受订单。目前，正如所知，原料价格大幅上
涨。为弥补部分的亏损，迫于无奈，我们不得

78
不将价格略作调整。现报最低价格如下：
数量 型号 价格
30 码 27 每码人民币 2.08 元
45 码 37 每码人民币 2.60 元
请复函告知我方，我们是否能依照这些价格接
受你方订单。盼早日复信。
范文 4：实盘
纯丝印花绸实盘
我们很高兴获悉贵公司殷切需购我们
________牌纯丝印花绸，第________号质量，
即装。我们今天电复实盘如下：
你____日信实盘此间 15 日有效____码质量第
____号每码____法国法郎上海空运离价取早
10 月交电传不可撤销信用证此实盘当以____
年____月____日前收到贵方答复有效。按你们
要求，货物将空运，空运运费由你公司负担，
有关信用证须用电传开来以利出运。
范文 5：调价实盘
调高价格
想必贵公司已注意到羊毛价格的急剧上涨趋
势，而且种种迹象表明这一趋势将持续下去。
由于成本提高，我方亦不得不调高价格，详见
所附之我公司第____号新的报价单。新价将自
____年____月____日，亦即自今日起两周后生
79
效。为使双方业务顺利进行起见，我方已决定
对于数量超过____（单位）且在下月底前送达
我公司的每一订单给以一项特殊折扣的优待。
当然，这只是一种临时办法，以示照顾。相信
贵公司定能理解，此次调高价格确系迫于市场
变化。我方除此而外，别无他途。
范文 6：解释报盘
___年____月____日来函收悉，贵公司认为我
们已报去平板玻璃成套设备很适合于贵地的
各种条件，拟予采用，甚慰 We are pleased to
receive your letter of xxx, learning that/and to
learn that our plain glass equipment we
quoted you apply well ot various conditions in
your place and will be employed。至于价格和
付款方式问题，现答复如下 We now reply as
follows concerning price and payment terms：
（1）付款方式：我公司在出口贸易中只接受
信用证付款，这是历来的习惯做法，贵公司大
概早已知道。As you may have learned, we
accept payment by L/C only in our export
practice.现贵公司既提出分期付款的要求，经
考虑改为 50%货款信用证在第一批货物付运
时付清；余下 50%分两期在运完毕后 1 年内末
批 货 物 交 付 清 。 As you have requested
payment by installment, we now adapt
80
to/accept 50% payment by L/C upon delivery
of the first dispatch/shipment, while the
rest/balance being cleared in two losts within
one year upon the delivery of the last
shipment.
（2）价格方面：我公司肯定地说，所报的价
格是经过全面考虑仔细核算的，是符合目前市
场 水 平 的 。 We are sure/assure you/are
confident that our quotation is made after
careful / all-round /wholesome consideration
and complies with the prevailing maket level.
我们在付款方式方面已作出如上让步，对贵公
司已非常有利，所以，对贵方要求减价一事，
我 们 实 难 照 办 。 As we have made such
concession on prices in your great benefit, we
can hardly entertain your request for price
reduction.
以上意见请再予研究考虑。对其他条款如无不
同意见，请即寄来订单，以便制订合约。Please
reconsider the above. Should there be no
further proposals concerning other terms or
conditions, pls mail us your order for us to
draft the Contract.
4.1.3 受盘函电 Acceptance or Counter-offers
接受是受盘人无条件地同意发盘人在发盘中
提出的交易条件的肯定表示。构成法律上的一
81
的项有效接受，其必备条件包括起来有以下四
项： （1）接受必须由特定的人作出； （2）接受
必须以某种方式明确表示出来； （3）接受必须
在发盘有效期内送达发盘人； （4）接受必须与
发盘相符。合同的成立，以受益人的接受为重
要标志， 拟写接受函电， 必须在核对无误的
情况下，方可发出该接受函电，因为撤销一项
已生效的接受， 无异于撤销一项已成产立的
合同，而合是不得为一方当人擅自撤销的。
范 文 1 ： 直 接 接 受 报 价 SPECIMEN ：
ACCEPTING THE QUOTATION
定购电子产品
感谢你方 1991 年 10 月 15 日来信及你公司所
附的目录及价格单。研究了这些册子后， 我
们对你方产品的品质及规格很满意， 同时已
知对于价值 5 万英镑的订单你方将给予 5%的
折扣。因此，我们现随函附上第 6784 号购货
订单一份。订购一批你方的电子产品，金额为
5300 英镑。请即期装运此货， 因为我们急需。
一俟得到你方对此订货的确认，我们将通知我
方银行， 即上海分行开立以你方为受益人的，
不可撤销的信用信。你们可能会感兴趣地得
知，我们对儿对电子产品的需求量很大。如果
船货能达到我们预期要求，大量订货随之而
82
来。请对这种订货给予及时仔细的注意。盼早
复。
Dear Sirs:
Re: AN ORDER FOR ELECTRONIC
PRODUCTS
Thank you for your letter dated Oct 15 and
catalogue and price list enclosed. We feel quite
satisfied with the quality and specifications of
your products after we studied these
pamphlets.Meanwhile we also know from your
letter that you will grant us 5% discount for
the order amounting to 50000 pound .We are
enclosed herewith one copy of our Sales
Confirmation No,6784 placing an order with
you for your electronic products with the value
totalling 5300 pound As we are in urgent need
of these products , please make shipment of
the goods immediately.As soon as we receive
your comfirmation on the order, we will
inform our bank.Bank of China.Shanghai
branch to open our confirmed irrevocable L/C
in your favour.You may find it interested that
there is a great demand for electronic products
in our market .if your shipment is what we
have been expecting , the subsequent orders
will be in large quantites Please pay your
timely and great attention to this order We are
83
looking foreard to your early reply. yours
faithfully
范文 2：强调订单条件接受
非常感谢贵方 4 月 20 日就我们有关贝尔胶线
询问价格的及时复函。现随信附上订购 15000
码的正式订单，我们得悉，贵方能以现货供应。
正如我们在第一封询价函中曾指明的那样，货
物的质量应与我方所寄还的样品一致，其重量
及棉绝缘线的颜色也应和样品相符。我们的订
单是在这一条件上提出的。
范文 3：表示让步接受
经最近双方电报交换（电报副本随附），我们
确认已接受你方第***号报盘。条款见所附购
货确认书第**号一式两份。请签退一份为感。
这次能达成交易甚感高兴。但须说明一点，贵
方报价虽偏高，由于所需数量较小，我方未作
任何还价。希望今后在交易中能报最低价格，
以便促进成交。
如果此笔交易的执行令人满意，今后业务发展
前景一定可观
4.1.4 还盘函电 Counter-offers
还盘是受盘人对发盘提出的条件不完全同意
而提出添加、限制或其它更改的表示。还盘把
当人的关系颠倒了过来，因还盘实质上是受盘

84
人对发盘拒绝后， 以发盘人的身份作出的一
项新发盘。一项发盘经还盘后， 还盘人（原
受盘人）就成为这项新发盘的受盘人。 原发
盘的效力经还盘后终止。还盘函电的拟制，必
须按照有关规则进行， 否则，就构不成一项
新的有效发盘。
范 文 1: 要 求 降 低 价 格 SPECIMEN ：
ASKING FOR LOWERING THE PRICE
谢谢你们对标题下的自行车报价的来信。
我们虽然赞赏你们自行车的质量，但价格太高
不能接受请参阅 89SP-754 号销售确认书，按
此销售书我方订购了相同牌号的自行车 1000
辆， 但价格比你方现报价格低 10%，自从上
次订购以来，原材料价格跌落很多， 这里你
们自行的零售价也下跌了 5%。接受你方现时
的报价意味道着我们将有巨大亏损，更不用谈
利润了。
然而如果你们至少降价 1.5%，我们非常愿意
向你方续订。否则， 我们只能转向其他供应
者提出类似需求。
我们希望你们认真考虑我方建议， 并及早答
复我方。
Dear Sirs,
RE:COUNTER-OFFER FOR BICYCLES

85
Thank you for your letter about the offer for
the captioned bicycles.Although we appreciate
the quality of your bicycles, their price is too
high to be acceptable .Refering to the Sales
Confirmation No.89SP-754,you will find that
we ordered 1000bicycles with same brand as
per the terms and conditions stipulated in that
Sales Comfirmation, but the price was
10%lower than your present price.Sinece we
placed the last order,price for raw materials
has been decreased consider ablely.Retailing
price for your bicycles here has also been
reduced by 5%.Accepting your present price
will mean great loss to us , let alone profit.We
would like to place repeat orders with you if
you could reduce your price at least by
1.5%.Otherwise, we have to shift to the other
suppliers for our similar request.We hope you
take our suggestion into serious consideration
and give us your reply as soon as possible.
Yours truely
范文 2：磋商包装条件
雨衣包装
你方 6 月 2 日上述标题订单已收悉，谢谢。我
们高兴地通知你方，除了包装条款以外，订单
中所列其条款我们均能接受。

86
你们订单中所述的包装是我们数年前采用的
老式包装。此后，我们改进了包装，结果表明
我们的客户对近几批货物完全满意。我们的雨
衣产品现用塑料袋包装，然后装入纸盒内，十
打装一箱，每箱毛重为 30 公斤左右。每一纸
箱衬以塑料纸，全箱用铁箍加固，以防内装货
物受潮及因粗暴搬运可能引起的损坏。我们的
意见是由于使用了塑料袋包装，每件雨衣完全
可陈列于商店的橱窗， 而且美观，这样定将
有利于货物的销售。此外，改进的包装份量轻，
因而容易搬运。
以上所述供你方参考，如果在本月底前我方没
有收到你方的反对意见，我方将据此完成你方
订货。
范文 3：婉绝订单
"飞鸽牌"轻便车
谢谢你方 1 月 20 日关于 100 辆"飞鸽牌"轻便
车的订单，然而我们遗憾地认为有必要将其暂
时存档，以供将来参考，因为目前我方难以接
受订单。这主要是国内外对我生产的自行车需
求甚殷，特别是由于近来的能源危机，西欧买
主的订货量不断增加。
对于暂时不能接受你方订单，我们深表遗憾。
然而，一旦供货情况好转， 一定电告你方。
87
范文 4：对报价提出异议
贵方 6 月 10 日函悉。所报手拣去壳花生每公
吨成本加运费到欧洲主要港口价人民币 1800
元实在太高，难以做开。
近来美国花生加运费到欧洲主要港口价每公
吨仅 1700 元，供应量很大，可以随便购买。
因此，要求你方将价格减至与此相接近的水
平，10 月船期。至于核桃仁，我方递价为每公
吨 2500 元。其它条款如贵方上次来函所述。
请告核桃仁的 船期及包装情况。若同意我方
上述递价，请速来电确认。
范文 5：对报价提出异议
Dear Sirs，
Ref：Apples
We are glad to learn from your letter of Aug.
20 that you are interested in an offer from us
for 200 tons of apples for shipment to
Shanghai.
We are making you, subject to your
acceptance reaching us not later than Sept. 15,
the following offer: 200 tons of Grade A
California Apples CIF Shanghai USD125 per
ton for shipment during Novermber 1998.
Other terms and conditions are same as usual.
As no direct steamer is available from here to

88
Shanghai, the goods will have to be
transshipped at Hong Kong. Please note that
the additional cost for this transshipment is
included in the quoted price.
For your information, of late there is a heavy
demand for apples and such an increasing
demand can only result in higher prices.
However, you may profit by this advancing
market if you act on the quotation
immediately.
Faithfully yours,
Jack Blanderson
4.2 订单 Orders (略)

第五讲 价格策略 Price Strategies

5.1 报价技巧 Strategies in Quotation
报价函格式
TO: ABC CO.
ATTN : Mr. Smith
SUBJECT:
DATE:
Dear Mr Smith,
Thank for your inquiry by fax of ________.
We are pleased to quote you our best price
with our terms as follows:
Q U OTATI O N
PAYMENT : BY T/T OR IRREVOCABLE
89
AND CONFIRMED L/C AT SIGHT IN OUR
FAVOR.
TERMS : FOB Wuhan.
DELIVERY: WITHIN______ DAYS AFTER
THE RECEIPT OF YOUR ORDER.
VALIDITY: DAYS FROM THE DATE
HEREOF.
ITEM NO: 产品(1)图片
ITEM DESCRIPTION:
INDIVIDUAL PACKING:CASE PACK:
___PCS/___PCS ,
N.W.___ ,G.W.___ ,
MEAS: ___cm (L) X ___cm(W) X ___cm(H)
FOB PORT PRICE:
REMARKS:
产品(2)图片 ITEM NO:
ITEM DESCRIPTION:
INDIVIDUAL PACKING:CASE PACK:
___PCS/___PCS ,
N.W.___ ,G.W.___ ,
MEAS: ___cm (L) X ___cm(W) X ___cm(H)
FOB PORT PRICE:
REMARKS:
Thanks & best regards.
XXXX CO., LTD.
Jenny Li
1、报实价
90
This is to confirm your telex of 6 April1997,
asking us to make you firm offers for rice and
soybeans C&F Singapore. We telexed you this
morning offering you 300 metric tons of 一步
polished rice at A$2,400 per metric ton ,C&F
Singapore, for shipment during July/August
1997.This offer is firm, subject to the receipt of
your reply before 1 June 1997.Please note that
we have quoted our most favorable price and
are unable to entertain any counter offer. With
regard to soybeans, we advise you that the few
lots we have at present are under offer
elsewhere. If, however, you were to make us a
suitable offer, there is a possibility of our
supplying them. As you know, of late, it has
been a heavy demand for these commodities
and this has resulted in increased prices. You
may, however, take advantage of the
strengthening market if you send an
immediate reply.
1997 年 4 月 6 日有关查询大米和大豆新加坡到
岸价的电传已收悉。今日上午电传报价：精白
米 300 公吨，每公吨成本加运费新加坡到岸价
为 2400 澳元。于 1997 年 7 或 8 月装运。以上
实价需由贵公司于 1997 年 6 月 1 日前回复确
实。该报价为最优惠价，恕不能还价。本公司

91
与客户正洽售一批大豆交易，若贵公司愿意报
以适当买价，本公司乐意出售。近来该类产品
需求热列，令价格上涨。请贵公司把握机会，
尽早落实定单为盼。
2、主动报价
This time last year you placed an order for
type BS362 12-volt sealed batteries. This is
discontinued line which we had on offer at the
time. We now have a similar product on offer,
Type CM233.lt occurs to us that you might be
interested. A demonstrative leaflet is enclosed.
We have a stock of 950 of Type CN233 which
we are selling off at GB￡28 each. We can
offer a quantity discount of up to 15%, but we
are prepared to give 20% discount for an offer
to buy the complete stock. We are giving you
this opportunity in view of your previous order.
We would appreciate a prompt reply, since we
will put the offer out in the event of your not
being interested.
去年此时贵公司所订购的 BS362 型号 12 伏密
封电池，现已停止生产。现有同类型产品
CN233，存货共 950 件，特惠价每件 28 英镑。
贵公司如感兴趣，敬请参看随附之简介说明。
大批订购可获八五折优惠，整批购入则可享八
折特惠。为感谢贵公司以往惠顾，特此给予订
92
购优惠。亟盼立即回复，如贵公司未欲订购，
本公司亦能尽早另作安排。
3、敦促买主接受报价
We refer to our quotation of 4 September and
our mail offer of 20 October regarding the
supply of Flame cigarette lighters. We are
prepared to keep our offer open until the end
of this month. As this product is in great
demand and the supply limited, we would
recommend that you accept this offer as soon
as possible.
关于火焰牌打火机的供应事宜，本公司曾于 9
月 4 日报价和于 10 月 20 日邮寄报盘。现特此
通知，该报盘的有效期在本月底结束。该货品
市场需求量极大，供货有限。宜从速接受该报
价为荷。
4、还价 (counter-offer)
We are in receipt of your letter of 31 July
offering us 100 metric tons of polished rice at
A$1，200per metric ton on the usual terms. We
regret to inform you that our buyers find your
price much too high. We are informed that
some lots of American origin have been sold
here at a level about 30% lower than yours.
We do not deny that the quality of Australian
rice is slightly better but the difference in price
93
should, in no case, be as large as 10%. To
facilitate the transaction, we counter offer as
follows, subject to your reply being received by
us before 30 September 1996.100metric tons of
polished rice, 1996 crop, at A$1,050 per metric
ton CIF Singapore, other terms as per your
letter of 31 July. As the market price is falling,
we recommend your immediate acceptance
承蒙 7 月 31 日来函报盘 100 公吨精白米，以
每公吨 1200 澳元和按一般条件交易，谨此致
谢。然而，买主认为报价太高。本公司得悉本
地现正出售的美国大米，价格较上述报盘约低
30%。无可否认，澳洲大米品质较佳。然而，
价格相差理应少于 10%。为达成交易，现谨还
价如下，并以 1996 年 9 月 30 日以前收到贵公
司答复为实：1996 年产精百米 100 公吨，每吨
新加坡到岸价 1050 澳元，其余条件按贵公司 7
月 31 日来函为准有见市场价格不断下跌，拟
请立即接受上述还价。
5、拒绝还价条款
Thank you for your letter of 10 October. We
are surprised to hear that you consider our
price for tin plate sheets too high. Much as we
would like to do business with you , we regret
to say that we cannot entertain your counter
offer. The price we have quoted is quite
94
realistic. We would point out that we have
received substantial orders from other sources
at our level. If you could improve your offer,
please let us know. Since supplies of this
product are limited at the moment, we would
ask you to act quickly. We assure you that any
further enquiries from you will receive our
prompt attention.
多谢 10 月 10 日来函。得悉贵公司认为锡片价
格太高，颇感意外。本公司所报价钱相宜，其
他客户皆大批订货。虽亟欲与贵公司达成交
易，无奈未能接受贵公司的还价，实属遗憾。
若蒙修改还盘条款，还请赐知。现时该产品供
应有限，尚请从速采取行动。欢迎随时询价，
以效微劳。
6、对价格作出让步
Thank you for your letter of 29 December 1995.
We are disappointed to hear that our price for
Flame cigarette lighters is too high for you to
work on. You mention that Japanese goods are
being offered to you at a price approximately
10% lower than that quoted by us .We accept
what you say, but we are of the opinion that
the quality of the other makes does not
measure up to that of our products. Although
we are keen to do business with you, we regret
95
that we cannot accept your counter offer or
even meet you half way. The best we can do is
to reduce our previous quotation by 2%. We
trust that this will meet with your approval.
We look forward to hearing from you.
1995 年 12 月 29 日来函收到，不胜感激。得知
贵公司认为火焰牌打火机价格过高，无利可
图，本公司极感遗憾。来函又提及日本同类货
品报价较其低近 10%。本公司认同来函的说
法，然而，其他厂商的产品质量绝对不能与本
公司的相提并论。虽然亟望与贵公司交易，但
该还价较本公司报价相差极大，故未能接受贵
公司定单。特此调整报价，降价 2%，祈盼贵
公司满意。谨候佳音。
7、加价前作出优惠
Due to the rise in the world price of paper,
from 1 April of next year, prices for our
products are due to increase by 10% across the
board. Since you are a valued customer of long
standing, we wish to give you the opportunity
to beat the price increases by ordering now at
the current prices. In addition, we are willing
to give your discount of 5% on all orders of
more than GB￡20，000.We are aware that you
do not have sufficient warehousing for large
quantities of reserve stock, we would be
96
prepared to hold paper for you to be delivered
at your convenience. There will be no charge
for warehousing at this end. We believe that
you will see the advantages of this
arrangement, which will save you at least 15%
on paper purchases in the coming year. We
look forward to your early reply. 鉴于全球的
纸张价格上升，自明年 4 月 11 日起，本公司中
的货品价格将全面提升 10%。本公司中万分感
激贵公司长期以来的支持，特此建议在价格调
整前提早订购货品。凡订购金额超过 20，0000
英镑，更可获得九五折优若未能腾出地方存放
纸张，本公司中乐意免费提供存货服务，直至
贵公司有所安排。此次减价特别优惠顾客，提
早订购可减少来年购买纸张至少 15%的支出。
期待着你的复音。
8、提出降价要求以便订货
We have been very pleased with your product，
as you know. However, we find that we can
obtain a price of $4.00 per hundred with a
local firm. This is fifty cents per hundred
lower than your price. If you can see your way
clear to meeting these figures we would be
pleased to place with you an order that will
carry us for the rest of this year. That order is
likely to be one of the largest that we have ever
97
placed with you. 你知道，我们对你的产品一直
都很满意。但发现，在当地一家公司可以得到
每百个价格为 4.00 美元的这种产品，比你们每
一百个的价格少 50 美分。如果你们能设法找
出原因并使价格也达到这样的数字标准，我们
就乐意向你们提出一项可以执行到本年底的
订货。而且该项订货就可能是我们从来也没有
向你们提出过的最大订货之一。
9、订货前说明要求降价原因
We are aware of the fact that your office
equipment is among the best on the market.
We realize that your materials are of the very
highest quality and that you pay the highest
wages in the field. Nevertheless, we would
prefer handing lower quality goods if we could
get a lower price. Our customers do not
demand the standard of quality that you put
into your equipment. If we are to continue
doing business with you we must ask for a
reduction in price in price in order that we
may achieve a higher volume of sales. We shall
wait for a price from you before we decide
where to place out next order. 我们所知道的
事实是，你们的办公设备是市场上最上等的。
所采用的技术资料是最高级的，同时在本地区

98
中你们所付出的工资也是最高的。然而，如果
我们能够在价格上得点便宜，则宁可经营质量
标准。假若需要和我们继续做买卖，就得要求
你们价格减少 7.5%，以使我们的销售额有所
提高。在决定下次向哪里去订货以前，我们等
待着你们在价格方面的回音。
10、再次要求削价
We regret that it is not possible to accept the
reduced price you offer. It was very kind of
you to suggest meeting us half way, but this
will not be enough to compensate for our
increased overhead and advertising. Unless
you see your way clear to grant us an
additional reduction in price, we may have to
discontinue our very pleasant arrangement
with you. 非常感到抱歉，我们不能接受你们减
价以后的报价。你们关于满足我们一半要求的
建议很好。但这仍不足以弥补我们所增加的企
业管理费和广告费。除非你们能够设法答应给
我们进一步减价，否则，我们不得不中断我们
之间很愉快的协议。
5.2 报价磋商实例 Specimen of Bargaining
1．就价格让步的还盘
Dear Sirs:
20 January 2004
99
Thank you for your letter of 20 January 2004.
We are disappointed to hear that our price for
Flame cigarette lighters is too high for you to
work on. You mention that Japanese goods are
being offered to you at a price approximately
10% lower than that quoted by us.
We accept what you say, but we are of the
opinion that the quality of the other makes
does not measure up to that of our products.
Although we are keen to do business with you,
we regret that we cannot accept your counter
offer or even meet you half way.
The best we can do is to reduce our previous
quotation by 2%. We trust that this will meet
with your approval.We look forward to
hearing from you.
Yours faithfully,
Tony Smith Chief Seller
2．对询价的回复
Dear Sirs: 20 January 2004
We welcome your enquiry of 20th May and
thank you for your interest in our products. A
copy of our illustrated catalogue is being sent
to you today, with samples of our products.
Mr. Lee, our overseas director, will be in
London early next month and will be glad to
call on you. He will have with him a wide
100
range of our manufactures, and when you see
them we think you will agree that the quality
of the materials used, and the high standard of
craftsmanship will appeal to the most selective
buyers.
We manufacture a wide range of hand-made
leather shoes in which we think you may be
interested. They are fully illustrated in the
catalogue and are of the same high quality as
our gloves. Mr. Lee will be able to show you
samples when he calls.
We hope the samples will reach you in good
time and look forward to your order.
Yours faithfully,
Tony Smith Chief Seller
3．报实价的信函
Dear Sirs: 20 January 2004
This is to confirm your telex of 16 January
2004, asking us to make you firm offers for
rice and soybeans C&F Singapore.
We telexed you this morning offering you 300
metric tons of polished rice at A$2,400 per
metric ton, C&F Singapore, for shipment
during March/April 2004. This offer is firm,
subject to the receipt of your reply before 10
February 2004.
Please note that we have quoted our most
101
favourable price and are unable to entertain
any counter offer.
With regard to soybeans, we advise you that
the few lots we have at present are under offer
elsewhere. If, however, you were to make us a
suitable offer, there is a possibility of our
supplying them.As you know, of late, it has
been a heavy demand for these commodities
and this has resulted in increased prices. You
may, however, take advantage of the
strengthening market if you send an
immediate reply.Yours faithfully,Tony
SmithChief Seller
4．主动报价信函
Dear Sirs: 20 January 2004
This time last year you placed an order for
Type BS362 12-volt sealed batteries. This is a
discontinued line which we had on offer at the
time.We now have a similar product on offer,
Type CN233. It occurs to us that you might be
interested. A descriptive leaflet is enclosed.We
have a stock of 590 of Type CN233 which we
are selling off at GB￡30 each.We can offer a
quantity discount of up to 15%, but we are
prepared to give 20% discount for an offer to
buy the complete stock.We are giving you this

102
opportunity in view of your previous order. We
would appreciate a prompt reply, since we will
put the offer out in the event of your not being
interested.Yours faithfully,Tony SmithChief
Seller
附：如何完美表达书信中的 “谢谢”
1.Thank you for one of the most memorable
days of my trip.
2. Thank you for one of the most enjoyable
visits we have had in many months.
3. Thank you for one of the most memorable
days of my trip.
4.Thank you for doing so much to make my
trip to New York interesting/
pleasant/resultful.
5.Thank you Please accept /I wish to
express/my sincere/grateful/profound/
appreciation for contributing so much to the
pleasure of our stay/for your generous
hospitality.
6. I hope something will bring you to New
York soon so that I can reciprocate your
kindness/You must give me the chance to
return your kindness when you visit here.
7. Thank you very much /ever so much/most
sincerely/indeed/from the bottom of my heart.
/a million / I sincerely
103
/deeply/warmly/appreciate/ I am very sincerely
/most/truly grateful to you /Many thanks for
your kind and warm letter/ There is nothing
more important / satisfying / gratifying to me
than to receive one of your letters. /Your letters
are so much
fun/comfort/entertainment/company /Your
most courteous/considerate/delightful)letter/I
cannot tell you how much your letter delighted
/relieved/ amused / enchanted me
8. I love the way you say /put things in your
letters. You make even the smallest incident
seem so
interesting/important/charming/mysterious.
9. It was good/fine/charming/thoughtful of
you... /It was nice/characteristically
thoughtful/ more than kind of you...
10. At the outset, I want to thank you for your
kindness to me and for your compliments.
11. Believe me, I am truly grateful for... /We
were deeply touched by ...……/It is a hopeless
definite/positive understatement to say that I
am deeply grateful /We are indebted to you...
13.. It’s generous of you to take so much
interest in my work/to give me so much of your
time/to show me so much consideration .
14.. I regret very much that I did not have an
104
opportunity to thank you personally for ...
协商合作后致谢函 Specimen: Letter of Thanks
for communication on cooperation
Dear Mr. White: 10
January 2004
I appreciate your kindness in sparing your
valuable time for me during my recent visit to
London.It was indeed a rewarding and
enjoyable meeting. I hope our cooperation in
developing countries, particularly Puerto Rico,
will bring about the desired results.Taking this
opportunity, I would again like to thank you
for what you have done for our organization
and hope that you will continue to favor us
with your generous support.I look forward to
seeing you again soon.Yours faithfully,Tony
SmithChief Buyer

5.3 Practice
1．Translate the following into English
敬启者：
很高兴随信寄去一份关于我方手提包的目录。
众所周知，我方产品的质量很高，并得到了广
泛的认可。我么非常自信，由我方供给贵方式
订购的货物将证明其物有所值。为了推广这些
产品，在本月内。所有目录价格有 30%的折扣。
105
我方将以不同寻常的优惠条件向贵方提供优
质的商品，期盼早日收到贵方的订单。
谨上
2. Draft two messages as directed below
A. 我方有两种本地不同制造商生产的皮靴，
品质价格均比日产皮靴有竞争力。请写一封推
销信，盼对方早日订货。
B．我方生产的一种电动打字机 6 分钟即可完
成口述、打字、装入信封等一系列工作。其打
字速度可达每分钟 80~140 单词。请向客户写
信推销此产品，并询问是否有机会带样品去演
示。
3. Choose one of your familiar items and draft
a promotional letter of about 200 words to a
fresh client.

第六讲 合同其他条款的磋商 Discussion of

Other Clauses in a Contract
6.1 支付方式 Payment Clauses
Dear Sirs,
We thank you for your letter dated 15 Oct
requesting to describe the method of payment
in our practice.
In reply, we wish to inform you of some of our
106
practical payment terms as below:
For exports, we usually adopt irrevocable L/C
available by seller;s documentary draft at
sight. However, the payment can be made
under credit, i.e. irrevocable L/C
payable/available by the Seller’s documentary
drafts at some days after date of shipment, in
order to help facilitate the Buyer;s financing
and expand mutual business. Sometimes, we
will appropriately extend with discretion the
modes of payment by adopting D/P or D/A to
promote business transactions. We consider it
advisable to make it clear that D/P or D/A is
only accepted if the amount involved for each
transaction is less than UDS1000 or its
equivalent in RMB at conversion rate then
prevailing. If the amount exceeds that figure,
payment by L/C is required.
For imports, we usually make payment by L/C
and adopt some other modes of payemtn such
as immediate payment, deferred payment and
payment by installment according to the
different situations, some times exploiting
foreign loans to import advanced technology
and equipment.
The modes of payment mentioned above
should be decided through negotiation
107
between the two sides.
We would like to hear from you about the
possibility of your importing any merchandise
from us.

Specimen 2 Refusal of Payment under D/A

terms
Dear Sirs,
We have received your letter of Jan. 25 and
noted your kind intention of pushing the sale
of our Vacuum Flask in your country.
Although we are appreciative of your trial
order for 100 dozen Vacuum Flasks, we regret
that we are unable to consider your request for
payment under D/A terms，the reason being
that we generally ask for payment by L/C.
In consideration of the friendly relations
between us, we are, as an exceptional case,
prepared to accept payment for your trial
order on D/P basis. In other words, we will
draw on you a documentary draft at sight
through our bank on collection basis.
We hope that the above payment terms will be
acceptable to you and look forward to hearing
from your soon.
Speciment 3 Urging Establishment of L/C
Dear Sirs,
108
We wish to inform you that the goods undr
S/C No. 2341 have been ready for quite some
time. According to the stipulations in the
foregoing sales confirmation, shipment is to be
made during May/June. But much to our
disappointment, we have so far not received
your L/C though you promised to establish it
immediately after the signing of the S/C. We
must point out that unless your L/C reaches us
by the end of this month, we shall not be able
to effect shipment within the stipulated time.
WE shall be glad if you look into this urgent
matter and let have a reply without delay.

6.2. 保险条款 Insurance

Specimen 1 Application for Insurance
Against Leateher Goods
Dear Sirs,
We shall shortly be making regular shipments
of leather goods to Vancouver, Canada, by
approved ships and shall be glad if you will
issue an A.R. marine insurance policy for, say
USD70.000 to cover these shipments from our
warehouse at the above address to the port of
destination.
All goods will be packed in wooden cases and
dispatched by rail to Tianjing.
109
Specimen 2 Insurance Declaration
Dear Sirs.
According to the stipulations specified in L/C
NO. 12354 established by our customer Messrs
ABC with Hardson Co. Ltd., you are
requested to cover insurance under the Open
Policy of Cover Note No. IS7403 of the said
firm granted by your goodselves or your
Principals Messrs. Smith and Sons Ltd.
Relating to the shipment of cargo as per our
invoice No. ARG970212 herein enclosed, of
which particulars are enumbered as follows
Name of Commodity: MS203 Sealed Batteries
Quantity: 30000 pcs in 40 wooden cases
Name of carrying vessel: Hanshui V28
Voyage: from Hankou, China to Buenose
Aires，Argentine
Date of shipment: on or about 2006, May 20
Amount to be declared: USD15800
Covering risks: As arranged (保险行业为避免
同行摸底，而采用的手法)
Kindly forward directly to the insured your
Insurance Acknowledgement or send the same
through your principals if you do not hav their
address in detail.
Insurance Policy, Certificate of Insurance, see
P. 152—152 in the textbook
110
Useful Phrases
Marine insurance policy 水险单，cover 投保，
claims payable in London 在伦敦支付赔偿费
War Risk 战争险（战争，敌对行为，武装冲突，
海盗等）hold sth covered 为。。。投保 debit note
for the premium 保险费的索款通知，in insured
投保人 principal 委托人 FWRD=fresh water
rain damage 淡水雨淋险，SRC=strike, riot and
civil commotion 罢 工 ， 暴 动 ， 民 变 险 ，
FREC=fire risk(extension clause for storage of
cargo at destination Hong Kong, including
Kowloon or Macau) W/W 仓 至 仓 条
款,IOP=irrespective of percentage 不计免赔
率（无论损失多少都予赔付） ICC=institute
cargo clause 协会条款（由伦敦保险协会制定），
CIC =China Insurance Clause 中国人民保险
公司海洋运输货物保险条款，简称“中国保险
条款”）FPA=free from particular average 平安
险 WPA/WA=with particular average 水渍险,
TPND=theft, pilfereage and non-delivery risk
盗窃、提货不着险，Exttraneous Risks 附加险
（分为一般附加险和特殊附加险。一般附加险
如 TPND,Shortage, Leakage,Breakage 等，特
殊附加险如 Failure Deliver Risk 交货不到

111
险,Import Duty Risk 进口关税险, On Deck
Risk 舱面险, Rejection Risk 拒收险 War Risk
等）
6.3 包装及装运 Packing and Shipmen
Specimen Packing for Ready-made Garments
Dear Sirs,
We thank you for your proposal of April 23,
and wihs to inform you that we have discussed
the matter with our salesmen and some of our
clients. The reasons are:
1) They fear that there will be more pilferage
from goods placed in cartons than from goods
packed in wooden cases, as it is easier to cut
open such cartons.
2) They fear that the insurance company will
say, in case of damage or pilferage, that the
goods are not packed for ocean transportation
and will not pay compensation for such losses.
3) They fear that if and when the goods are
transshipped at Hamburg, the package will
stand in the open on the wharf and, in heavy
rain, be subject to damage, as the cartons will
surely be soaked,
4) They fear that such cartons will be more
easily broken, and the goods damaged through
careless handling at the wharf; for example
heavy wooden cases being piled on the cartons.
112
However, if you will gurantee, and state such
guarantee in all your sales confirmations that
you will pay compensation in all cases when
the Buyer cannot get indemnification from the
insurance company for the reason that the
goods are not packed in seaworthy wooden
cases, we are sure that our clients will have no
objection to yoru packing the goods in cartons.
We look forward to your early reply.
Useful sentences
Dear sirs,
Referring to your fax Ref. 4051-3 dated May
8,1997, we take the pleasure of informing you
that we are trying best to arrange the 4000M/T
of Bond. As you may know, 2000 M/T cargo
size will increase the difficulty in vessel
chartering and ocean freight rate. Moreover,
the supplier refuses to participate only 2000
M/T. He insists on 4000M/T。Otherwise, he will
find another partnere. Please not ethe
importance and try to solve the prolem.
As regards the 400M/T of Red Beans, we
should like to know how many discharging
ports are to be used. This will affect the ocean
freight.
As requested in your fax, we will arrange
fumigation at the loading port even thougg
113
fumigation is really expensive. So please
endeavor to eliminate fumigation at the
discharging port. (Remark: your last advice of
fumigation expense is USD19 per 20 M/T). IT
does not make sense that we have the goods
treated here and then you have them smoked
and steamed repeatedly.

6.4 提单、仲裁、索赔等条款 B/L, Arbitration

and Claim
索赔函电及其处理
索赔函电，产生于对外贸易的业务活动之中。
解决争议，达成索理赔议，须经双方平等协商，
从而理顺贸易关系，解决业务纠纷，建立国际
贸易新秩序，创造良好的国际贸易环境，促进
世界范围的经贸事业繁荣发展。对于索理赔函
电的拟写，索赔方要实事求是，据理力争；理
赔方要澄清事实，分辨是非。这样就有利于纠
纷的妥善解决。反之，双方措辞激烈，剑拔弩
张，咄咄逼人，或非分奢望，或赖帐狡辩，都
不仅无助纠纷的解决，最终很可能会适得其
反。
范文 1：短装索赔 SPECIMEN：CLAIM FOR
SHORT WEIGHT
短装索赔
114
第 FA1770854 号销售确认书项下 1500 箱蘑菇
罐头，由"永丰"轮于 9 月 10 日运抵，提货时
发现少了 145 箱。轮船公司告诉我们只有 1355
箱装上船。
由于短少数量大，请在交付最后三个品种时，
将这 145 箱补交。请你们核 对一下，是否 1500
箱当时在装运港全都装上了船。
电复。
Dear Sirs,
RE:CLAIM FOR SHORT WEIGHT
1500 cartons of canned mashroom under the
contract No. FA1770854 have been shipped to
Anterwep by s.s M.V(marine
vessel)"YONGFENG" on 10th Sept. When
taking the delivery, 145 cartons have been
found missing. We were told by the shipping
company that only 1355 cartons had been
shipped on the steamer. Because the weight is
short in large quantities please make up a
deficiency of 145 cartons of the missing goods
when you deliver the last three items. You are
kindly requested to check whether these 1500
cartons of mushroom were loaded on ship in
whole at the port of shipment.
Please reply by cable.
Yours truely,
115
范文 2：对货物质量投诉
对第 45862 号订单项下货物质量的投诉
我公司 3 月 30 日第 45862 号订单项下 1000 支
笔，质量很差。We are regretful to inform you
that the 1000 pens under S/C No. 45862 are
found to be out of order/in poor
condition/quality/unqualified/deficient 有的有
缺陷，有的写字时漏水，还有一些，写字时在
纸上留下污渍。Some leak while writing and
some write with dirty marks. 许多顾客要求换
货或退款 reuqest to return the items or to be
refunded。因此，我们要求把没有售出的 420
支退还你公司，或者用以前向你们订过的那种
质量好的笔替换。请尽快答复。So we suppose
returning the unsold 420 to you or replacing
them with the quality items we ordered from
you.
范文 3：答复短装索赔
短装索赔答复
你方 9 月 15 日电悉。第 FA1770854 号销售确
认书项下由"永丰"轮承运的 1500 箱蘑菇罐头，
对丢失 145 箱深表遗憾。按照出具给我们的提
单记载，1500 箱在装运港已全部装船，因此，
我们对损失不负责任。按提单条款规定，轮船
公司对在卸货港短卸货物负有责任。有鉴于
116
此，我们建议你公司立即向他们提出索赔。待
此案了结后，请立即电传通知我公司。
对此事我们保证密切合作。有何要求，定尽力
照办。
范文 4：答复质量投诉
对第 4568 号订单货物质量投诉的答复
你公司 5 月 5 日电悉。对于你们的投诉，我们
已引起注意，并将尽力避免再次发生。450 支
笔不久即发往你公司，替换尚未售出的 420 支，
并请将其退还我公司，运费即付 freight to be
collected，其中多余的 30 支，免费提供 the other
30 are supplied FOC for future possible
replacement，以备将来更换时用。
范文 5: 提示 Advising
尊敬的先生/小姐，十一月十四日我向你办公室
在 Lille 国际博览会上提供的服务提交了帐单。
一个月过去了你既没有付款也没有认可帐单。
请检查这一疏忽并在最方便的时候付款。期望
以后还为你公司服务。 谢谢您能对此事
尽快重视起来。 你诚挚的
Dear Mr/Ms,
On 14 November I submitted a bill for services
rendered to your office at the Lille
International Exposition. More than a month
has now elapsed without payment or
117
acknowledgment of my bill. Please check this
oversight, and remit payment at your earliest
convenience. I look forward to future services
to your corporation. Thank you for your
prompt attention to this matter. Yours
faithfully
Specimen 3
Dear Sirs,
We are sorry to learn from your letter dated
27 June that some cases of shirts under Order
No 3268 delivered per s.s Maria reached you in
a damaged state and fifty-three pieces of shrits
contained in Cases No. 4 and 7 were found
missing. We can confirm at once that when the
goods left our warehouse each of these cases
contained the full quantity of four hundred
shrits. The cases were in good order when they
were loaded on board the ship and in support
of this we hold the carrier’s clean receipt.
The responsibility for the losses may rest with
the shipping company and we suggest you
yourselves make the claim for the
compensation. We are, of course, quite willing
to support your claim by placing our
documents at your disposal. We are arranging
to replace the fifity-three missing shirts as
requested free of charge
118
Dear Sirs，
We acknowledge receipt of your telex of Sept.
16, concerning the 1500 cartons Canned
Mushroom under S/C No. 1945 carried by
M.V Yingfeng and feel much regretful to learn
that 145 cartons of the shipment are missing.
Much as we are eager to help you straighten
out the matter, however, we wish to inform you
that we are not the party to blame. According
to the B/L issued to us by the shipping
company the 1500 cartons have all been loaded
on the carrying vessel.
In accordance with the clauses on the back of
the B/L, the shipping company is responsible
for any cargo short landed at the port of
discharge. In view of this, we suggest you lodge
your claim with the shipping company
immediately.
Please let us know by cable as soon as the case
has been settled satisfactorily. We assure you
of our close cooperation in helping settle this
case, and will comply with your instruction
wholeheartedly.
提单条款：see Textbook P.191
仲裁条款：see terms under L/C in Lecture 9。
附：其他交际性函电 Communicative Messages

119
A．邀请函 INVITATION
1) Dear sir/madam:
I'm delighted you have accepted our invitation
to speak at the Conference in [city] on [date].
As we agreed, you’ll be speaking on the topic
"" from [time] to [time]. There will be an
additional minutes for questions.
Would you please tell me what kind of
audio-visual equipment youll need. If you
could let me know your specific requirements
by [date], Ill have plenty of time to make sure
that the hotel provides you with what you
need.
Thank you again for agreeing to speak. I look
forward to hearing from you.
Sincerely yours,
[name] [title]
2) Dear sir/madam:
Thank you for your letter of [date]. I’m glad
that you are also going to [place] next month.
It would be a great pleasure to meet you at the
[exhibition/trade fair].
Our company is having a reception at [hotel]
on the evening of [date] and I would be very
pleased if you could attend.
I look forward to hearing from you soon.
Yours sincerely, [name] [title]
120
3) Dear sir/madam:
[organization] would very much like to have
someone from your company speak at our
conference on [topic].
As you may be aware, the mission of our
association is to promote . Many of our
members are interested in the achievements
your company has made in .
Enclosed is our preliminary schedule for the
conference which will be reviewed in weeks. Ill
call you [date] to see who from your company
would be willing to speak to us. I can assure
you that well make everything convenient to
the speaker.
Sincerely yours, [name] [title]
4) Dear sir/madam:
We would like to invite you to an exclusive
presentation of our new [product]. The
presentation will take place at [location], at
[time] on [date]. There will also be a reception
at [time]. We hope you and your colleagues
will be able to attend.
[company] is a leading producer of
high-quality . As you well know, recent
technological advances have made increasingly
affordable to the public. Our new models offer
superb quality and sophistication with
121
economy, and their new features give them
distinct advantages over similar products from
other manufacturers.
We look forward to seeing you on [date]. Just
call our office at [phone number] and we will
be glad to secure a place for you.
Sincerely yours, [name]
[title]
5) Dear sir/madam:
On [date], we will host an evening of
celebration in honor of the retirement of
[name], President of [company]. You are
cordially invited to attend the celebration at
[hotel], [location], on [date]
[name] has been the President of [company]
since [year]. During this period, [company]
expanded its business from to . Now its our
opportunity to thank him for his years of
exemplary leadership and wish him well for a
happy retirement. Please join us to say
Good-bye to [name].
See you on [date].
Yours sincerely [name] [title]
B. 介绍信 RECOMMENDATION
1）Dear Mr/Ms,
This is to introduce Mr Frank Jones ,our new
marketing specialist who will be in London
122
from April 5 to mid April on business.
We shall appreciate any help you can give Mr
Jones and will always be happy to reciprocate.
Yours faithfully
2) Dear Mr/Ms,
We are pleased to introduce Mr Wang You,
our import manager of Textiles Department.
Mr Wang is spending three weeks in your city
to develop our business with chief
manufactures and to make purchases of
decorative fabrics for the coming season.
We shall be most grateful if you will introduce
him to reliable manufacturers and give him
any help or advice he may need.
Your faithfully
C. 告 示 NOTICES
1) 开业 Opening of new business
Dear Mr/Ms,
We have opened at the above address a sales
office for our products here in New York. We
employ a staff of consultants and a
well-trained service department ， which
makes routine checks on all equipment
purchased from us. We would be pleased if you
would take full advantage of our services and
favourable shopping conditions. We fully
guarantee the quality of our products.
123
Yours faithfully
2) 建立办事处 Establishment of new branch
Dear Mr/Ms,
Owing to the large increase in the volume of
our trade with this country we have decided to
open a branch here, with Mr Wang Lo as
manager. The new branch will open on 1st
March and from that date all orders and
enquiries should be sent to Mr Wang Lo at the
above address, instead of to our London office.
We take this opportunity to express our thanks
for your cooperation in the past. We hope the
new arrangements will lead to even better
results.
Yours faithfully
3) 歇业 Discontinuation of business
Dear Mr.//Ms, With the demolition of our
premises at the above address under a
redevelopment scheme, the part of our
business carried on there will be discontinued
after the end of October. On Monday, 1st
October,we are holding a closing-out sale.
Stock on hand will be cleared regardless of
cost. There will be substantial reductions in all
departments and in some cases, prices will be
marked down by as much as one half. Stock to
be cleared is unrivaled in both variety and
124
quality. As the sale is likely to be well attended,
we hope you make a point of visiting the store
as early as possible during the opening days.
Yours faithfully
4) 更 改 名 称 和 地 址 Change of name and
address
Dear Mr/Ms,
At our company meeting on 4 September, it
was decided that the name of our company
would be changed to CNMIEC Lee Co. At the
same time, it was decided to move the
company from the above address to No3-6
Broadway Street.We will appreciate your
informing the appropriate departments of
these changes
Yours faithfully 尊敬的先生/小姐，
5) 新的任命 New appointment
Dear Mr/Ms,
We wish to notify you that Mr Robert Smart,
who has been our representative in Southwest
England for the past seven years has left our
service and therefore no longer has authority
to take orders or collect accounts on our behalf.
We have appointed Mr Fred Peterson in his
place. Mr Peterson has for many years been on
our sales force and is thoroughly familiar with
the needs of customers in your area. We trust
125
you will have good cooperation from him.
Yours faithfully
6) 公 司 的 建 立 与 重 组 Establishment or
reorganization of company
Dear Mr/Ms,
We are pleased to announce that as of 1st June
our firm will merge with D & W Co. of this
town to form the new firm of CN/CW Co. The
new firm will carry on business at 6 Rue de
Toqueville, Tripoli, to which address please
send all communications after 31st May. We
appreciate the confidence you have placed in
us in the past and look forward to continued
dealings with you.
Yours faithfully
D. 约定 Appointments
Dear Mr. / Ms.,
Appointments
Mr. John Green, our General Manager, will be
in Paris from June 2 to 7 and would like to
come and see you, say, on June 3 at 2.00 p.m.
about the opening of a sample room
there.Please let us know if the time is
convenient for you. If not, what time you
would suggest.Yours faithfully。

126
 第七讲 各类电文的解读 Understanding
Telexes

7.1 电传解读 Understanding telex

The full name of telex ishe is the Teletywriter
Exchange or Teleprinter Exchange and the
word fax is the abbreviation of Facsimile.
Telegraph office provides telex and fax service
to its subscribers. Having installed in his office
a teleprinter, the main units of the telex or fax
equipment, the subscriber can exchange telex
or fax messages with any other subscriber all
over the world. When you send out a telex or
fax message, what you type on your machine is
at the same time typed on the machine at the
other end, and a printercopy of the telex or fax
message is produced simultaneously at both
ends of the sending and receiving.
Advantages of communication by telex or fax
As a means of communication, telex or fax
has advantages over mail or telegram in that it
is as fast as the telephone services and more
economical than a telegram. A subscriber may
transmit message at any time in his office, thus
saving the trouble of going to the telegraph
office for transmission. A subscriber can also
receive messages 24 hours a day in his office,
127
even if the machine is left unaatended, thus the
messages received at night are ready to be
attended to early next morning.
Charges for transmission of telex or fax
messages
The charge for a telex or fax message is
calculated on the basis of the time spent in
transmission. On an average, some 400 letters
can be transmitted within one minute, and the
charge is around RMB0.30. Since the
transmission of telex or fax is charged by the
time it takes, it is advisable to draft it as brief
as possible.
The structure of a full telex: SPECIMEN 1
4244 EBHCA DH (收件人电传号及国别代
码))
44452 GZTEX CN (发件人电传号及国别代
码)
REF 505/6890 （发件人电蚊档案号）
16/6/1994 （发件日期）
RE COTTON MEN’S SHIRTS ART NO. 6678
（电文主题事宜）
RYTLX 13/6 WE R PLSD T INF U THAT WE
HV BOOKED YR ORDER NO.1234 FOR
THE CAPTIONED GOODS. S/C NO 54321
AIRMALING. PLS OPEN L/C ASAP（电文正
128
文）
4244 EBHCA DH （核查用，收件人电传号及
国别代码）
44452 GZTEX CN（核查用，发件人电传号及
国别代码）
Specimen 2
RE ETHIOPIAN WHITISH SEASAME
SEED 1997/1998 CROP
PLSD TO ADV WE R IN POSITION TO
SUPPLY SUBJ PRODUCT TO BE PACKED
IN 45 KGS NEW JUTE BAGS WITH
INDICAITON AT USD11133/MT CFR JMP
FR SHIPMT IN MAY 1999.
SPECIFICATIONS SUCH AS OIL
CONTENT, MOISTURE N ACID VALUE
COME UP TO YR REQUIRED STANDARD.
SAMPLS CAN B PROVIDED UPON
REQUEST
HOPE TO RCV YR FORMAL ORDER
BEST RGDS
SPECIMEN 3
FYI, A FURTHER DECREASE IN EXP TAX
RE-FUND WL COMMENCE ON 1 JAN 1996.
SO IF CANNOT MATERIALIZE THIS 2 X
20’ FCL OFFER BFR 13/11/1995 AND
RECEIVE YR L/C BY NOV 30, WE MAY

129
 NOT CATCH DECEMBER DELIVERY.
UDNER NEW EXP TAX RE-FUND POLICY,
THE BASIC COST WL INCREASE 5-8PCT.
PLS SEE YR WAY TO PUT BIZ THRU,
BEST WISHES
Language Skills:
1) Omission: Pronouns are often omitted, esp.
the subject and object forms and even
possessive forms. Others to be omitted
include “to be”, prepositions, and articles.
HV ACCEPTED ORDR NO. 3373 AND WL
AIRMAIL S/C TMW.
IF AGR TO REDUCE PRC BY 5% WL
PLACE WITH U A TRIAL ORDER FR 500
PCS.
INTERESTED IN YR MEN’S SHIRTS ART
NO. A213.
TWO SMALL BAGS OF SMPL AIRMALIED
TO U Y TDY.
S/S PEACE DUE TO SAIL YR PORT JULY
15.
YR TLX JUNE 10 NOTED. PLS SEND
CTLG IMM.
GOODS UNDER ODR 223 READY FR SHPT.
2) Substitution
Present participles is used to substitute simple
present or future tense and past participles for
130
perfect or passive forms while request for
statement.
SENDING CTLG N PRICE LIST TMW.
OFRG BICYCLES AS FLWS.
ELECTRIC HEATERS MODEL A-232 SOLD
OUT. QUOTATION SHEET NO. T-456
AIRMAILED AUG. 18. PLS SHIP OUR ODR
ASAP. PLS ADV CTN MEASUREMENTS
3) Abbreviations
All vowels are deleted, except as the initials or
the ending letters or in the first syllable..
SMPL=sample, PRC=price,
RSNBL=reasonable, CTLG=catalog
AGR=agree, ACPT=accept,
ENCLSR=enclosure, ABT=about,
ESTBLSH=establish, DOC=document,
INV=invoice, CERT=certificate,
COMM=commission, SUB=subject, ST=street,
RD=road BK=bank, YD=yard, FM=from,
N=and, U=you, BF=before, OZWS=otherwise,
V=we,RCVD=received, PACKG=packing,
SHPMT=shipment, CFMNT=confirmation,
IYF=in your favor, USC=under separate cover,
FYR/FYI=for your reference/information,
ETA/ETD=estimated time of arrival/departure,
S/C=sales confirmation, B/L=bill of lading,
FOC=free of charge, W/=with, W/O=without,
131
P/I=pro forma invoice

7.2 Fax
Guangdong Native Products Import and
Export Guangtong Trading Company Limited
Address: 7/F, Guangdong Textile Manson, 168
Xiaobei Rd., Guangzhou, P.R.China
Tel: Fax: Email: Website:
To: M/S Haidarous Trading
Fax No. 0039-23-78492351
Attn: Mr. Carlos Haidarous
Date: Oct. 5, 2006
From: Guangtong Co. Ltd.
Ref. No. 061005Carlos
Subject：Rrequest for L/C for Contract No.
7823 of 3000 M/T crude oil
Dear Carlos,
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
xxxxxxx
7.3 电 文 的 写 作 练 习 Reading and drafting
telegraphs
1．Sentences for reference
HV OBTAINED YR NAME N ADDRESS FM
OSAKA(大阪) CHAMBER OF COMMERCE
N INDUSTRY N WRITE TO U IN HOPE OF
ESTBLSG BIS RELATIONS W/ U IN ARTS
GOODS
132
2. WL PURCHASE FM U 50 M/T
CALLNUTS WITH TANNIC ACID 50 PCT
MIN PROVIDED BELOW USD750 PER M/T
FOB GUANGZHOU N SHPT DURING NOV.
3. TKS UR TLX 12TH, SENDING OUR
LATEST PRC LIST FR ALL COTTON PRC
GOODS ART A-23351 FYR.
4. IN RESPONSE TO UR TLX ENQUIRY
JULY 8, WE OFR ON FLWG TERMS AND
CNDTNS.
5. YR PRC TOO HIGH TO BE ACPTBL. IF
RDC YR PRC BY 5% WE MAY COME TO
TERMS
6. TKS FR YR TLX JUN 6 OFRG 100 M/T
SOYBEANS WE RGRT UR PRC UNWRKBL
AS OTHER SUPPLIERS OFRG SIMILAR
QLTY AT ABT 320 PER M/T CPT PARIS.
PLS REOFFER ASAP.
7. UR ODR NO. 7788 OF JUL 25 FR 2000 DZ
COTTON BED-SHEETS ACPTD.
8. V CONFIRM HVG ACPTD YR C/OFR OF
SEPT 20 FR 100 MT SOYBEANS AT STG 320
PER M/T CPT PARIS FR DEC SHPT WL
AIRMAIL U THE RELATIVE S/C IN A DAY
OR TWO.
9. PLS RUSH L/C IOF TO ENABLE US TO
ARRANGE SHPT ASAP. THE L/C TERMS
133
MUST FULLY CONFORM TO THOSE
SPCFD IN UR S/C SO AS TO AVOID
UNCSRY AMENDMT.
10. BCS OF LATE ARRIVAL OF YR L/C N
CONGESTION OF CARGOS V HV FAILED
TO BOOK SPACE ON SS MARIA. PLS
AMEND L/C NR AD-5678 ALLWG
TRANSHPT AT HONGKONG.
2. Practice
A. Put the following into normal statements
1) SHIPPING SPACE BOOKED UP THIS
MONTH. PLS MAKE AMENDMT TO SHPG
DATE N VLDTY OF L/C BR-1467
2) IN RESPSONSE TO UR TLX ENQURY
JULY 8, WE OFR ON FLWG TERMS N
CONDTNS.
3).INTERESTED YR ALL COTTON PIECE
GOODS PLS QUOTE LOWEST PRICE
STATG EARLIEST SHPMT.
4) RYFAX DD 8 JULY, SINCE BIZ IS BUILT
ON MUTUAL TRUST WE CONFIRMED WE
HV ACTPD YR PAYMENT PROPOSAL SUB
TO PRE-PAYMENT 30% AND BALANCE
70% BEING PAID BY D/P. PLS REPLY W/O
DELAY. BEST RGDS.
B. DRAFT TELEXES AS INDICATED
BELOW
134
1). 尽管难于降至你方出价，现仍在与厂方磋
商，明日去电最终还价。请电告可否于 5/6 月
运 300 吨 (缩写字不少于 4 个)
2）关于我 456 号报价单，3%佣金不能接受。
建议为 1.5%，星期五中午复到有效。（5 个以
上缩写）
3）你方 8 月 6 日发文号 BW-1549 的传真收悉，
谢谢。很抱歉，我们不能接受你方的建议。我
们想保持我们原来的建议，即 65%即期信用
证，余下的 35%付款交单。如同意，请速寄上
销售合同。致问候。（8 个以上缩写字）

Part II 外贸英语操作实践 Practical

Operation in Foreign Trade

第八讲 国际贸易合同格式 Contracts in

International Business
序言:外贸合同基本知识
合同的结构与格式
国际经贸合同按照其重要性与繁简程度不同，
分为正式合同、协议、确认书等书面形式，也
可以采用口头或其他形式。书面正式合同一般
包括以下几个部分：
合同名称(Title)

135
前文(Preambles): 订约日期(date of signing)，
订约当事人(signing parites)、订约地点(place
of signing)、订约缘由(recitals or WHEREAS
clauses)
本文(Body)：定义条款(Definitions)，具体条款
(Specific conditions) ， 一 般 条 款 (General
conditions)-----合同的有效期(duration)、合同
的 终 止 (termination) 、 不 可 抗 力 (force
majeure) 、 合 同 的 让 与 (assignment) 、 仲 裁
(artibration)、适用的法律(governing law)、诉
讼管辖(jurisdiction)、通知手续(notice)、完整
条款(“Entire agreement” clauses)、合同的
修改(Amendment)、其它(Others）。 (完全条
款：讲明现在所签订的合同与其他有关合同、
协议之间的关系，如：
This Contract expresses the complete and final
agreement and understanding of the parties
and supersedes and automatically cancels any
other or prior agreement or understanding
between the parites written or oral)
合同的语言特色
1) 正式用语.e.g. Party A shall repatriate the
patient to China and bear the cost of his
passage to Beijing. (send back)
2) 法律用语 In case one party desires to sell
136
of assign all or part of his investment
subscribed, the other party shall have the
preemptive right.
3) 成 对 使 用 同 义 词 : Each party to this
Agreement shall perform and fulfill any of the
obligations under this Agreement.
4) Shall 被用于强化法律职责：The Employer
shall (should, must, have to, etc) make a
prepayment of 20% of the contract value to
the Contractror within 10 days after signing
the Contract.
5) 使 用 古 体 词 ： 最 典 型 的 是 由 here(this),
there(that), where(which)加上介词而构成的复
合词,避免同一合同中多次提到货重复某些名
词，从而避免文具冗长，并获得简练、准确、
有力、正式、庄重的效果。如：
This Agreement is made and entered into by
and between AA Corporation (hereinafter
referred to as Supplier) and BB Company
(hereinafter referred to as Distributor)
whereby Supplier agrees to grant to
Distributor the exclusive right to sell the
Products in the Territory on the terms and
conditions stipulated as follows.
This Agreement shall begin on the date hereof
and shall continue for 5 years thereafter.
137
In the event of the death of any partner, this
partnership shall not be thereby dissolved.
When the licensed products are sold, the
royalty thereon shall be paid within a calendar
month from the date of delivery.
6)使用外来语：源自于历史悠久的“普通法系”
和“民法法系”中被广为接受的专用词汇。如：
a. The arbitration shall take place in the
Plaintiff’s or Defendant’s country. (plaintiff /
defendant 法语, 原告/被告)
b. An allowance on the basis of 2% of the sales
price for each unit shall be calculated and
deducted from the purchase price fraction pro
rata. (pro rata 拉丁语，按比例)
7) 语义明确，不生歧义
Shipment is to be effected bimonthly at 600
tons each within May, 2001.
8). 多用主动语态，少用被动语态
The rules and regulations of the work-site
shall be observed by workers--------Worlers
shall observe the rules „.
9). 多用现在时，少用将来时。
Licensee ( 被 许 可 人 )may terminate this
Contract 90 days after a written notice thereof
is sent to Licensor ( 许 可 人 ) upon the
happening of one of the following events:
138
a. Licensor becomes insolvent or a liquidator
of Licensor is appointed; （无力偿付债务，破
产清算人已被指定）
b. The patent described in Article 2 is not
issued within 30 days from signing this
Contract;
c. Licensor fails to perform its obligations
under this Contract.
10）多用直接表达，少用间接表达
All persons, except those who are 60 years old
or older, may be employed by this
enterprise.------All persons who are less than
60 years old may be employed by this
Enterprise.
11) 使用专门短语表达惯有含义
Whereas(鉴于), in witness whereof(作为协议
事 项 的 证 据 ), now, thereof( 兹 特 ) in
consideration of(以。。。为约因，对价), now
these presents witness(兹特立约为据), in the
presence of(见证人), for and on behalf of(代
表), per pro = pre procurationem(代表，代理)
12）使用定义条款避免释义分歧
Chapter I. Definitions
Unless the terms or context of this Contract
otherwise provides, the following terms have
the meaning set out below:
139
“Special Equipment” means all technical
equipment which is necessary and special for
manufacturing Cooperative Produced
Products.
13). 使用附录达到详细清楚之目的
Actual names and specifications of
PRODUCTS are shown in Appendix 1。
Details of the information offered by Party B
to Party A are shown in Appendix 2.
The Appendices attached hereto are hereby
made an integral part of this Contract and are
equally binding on both parties.
合同用语节选
to sell /sale /buy/purchase on credit 赊销/购，
赊卖/买, payment on open account 赊账
in consequence of 由于 的缘故 after receipt
of the same 收到该确认书后
in the absence of 在缺乏 的情况下 dead
freight 空仓费，fractions pro rata 按比例计算，
合同写作练习 Translation between English
and Chinese
Discrepancy and Claim: Any claim by the
Buyer on the goods shipped shall be filed
within 30 days after arrival of the goods at
port of destination and supported by a survey
report issued by a surveyor approved by the
140
Seller. Claims in respect of matters within the
responsibility of the insurance company or of
the shipping company will not be considered
or entertained by the Seller.
争议：凡因执行本合同所发生的或与本合同有
关的一切争议，双方应通过有效协商解决。如
果协商不能解决时，应提交中国国际经济贸易
仲裁委员会根据该会仲裁体规则进行仲裁。仲
裁的裁决是终局的，对双方都有约束力。
Force Majeure: if shipment of the contracted
goods is prevented or delayed in whole or in
part due to Force Majeure, the Seller shall not
be liable/held responsible for non-shipment or
late/delayed shipment of the goods under this
Contract. However, the Seller shall notify the
Buyer by fax or telex and furnish the latter
within 15 days by resitered airmail with a
certificate issued by the competent authorities
at the place of occurrence attesting such event
or events.
适用法律：本合同适用中华人民共和国法律。
付款条件：按货物金额 90%凯利以卖方为受益
人的不可撤销即期信用证，凭卖方跟单汇票向
开证行议付，其余 10%货款在货到目的地检验
合格后付清。
Dilvery terms: Certificate of Quality, Quantity,
141
Weight and Origin are required. The Buyer
have the right to have the goods re-inspected
by the Guangzhou Entry-Exit Inspection and
Quarantine Bureau (出入境检验检疫局)of the
People’s Republic of China at the port of
discharge. The relevant Insepction Certificate
may serve as the basis of any claim, if any, to
be lodged by the Buyer against the Seller.
Multiple Choices
1) This Sales Contract is made by and between
the Seller and the Buyer ______ the Seller
agree to sell and the Buyer agrees to buy the
under-mentioned goods according to the terms
and conditions stipulated below 。 a.
whereby b. that c. which d. what
2) Payment is to be made by an Irrevocable
Sight L/C _______ 2000 M/Ts of steel.
a. under b. against c. covering d.
as per
3). Insurance is to be effected _____the Seller
_____ 110% ____ the invoice value ____ All
Risks
a. with/for/of/against b. to/of/for/with
c. by/for/of/against d. in/about/of/for
4).The contract stipulates that shipment is to
be made within one month _____ receipt of the
L/C.
142
 a. after b. during c. berore d.
for
5) The findings of theirs shall be considered
final and binding _____ both parties.
a. by b. upon c. about d. for
6) Party A agrees to reserve for Party B a
commission of 1% on the ____ of FOB value of
the business thus concluded. a. form b.
base c. basis d. way
7) All the additional premium shall be ____ the
Buyer’s account. a. on b. for c. at
d. of
8) The Buyer lodged a claim ______ the
shipping company _____ the loss sustained in
transmit.
a. to/to b. before/to c. of/with d.
against/for
9) We have always honored our commitment
ot pay the drafts _____.
a. expire b. due c. scheduled d.
valid
10) Payment terms are by irrevocable sight
L/C for 90% of the total invoice value of the
goods to be shipped payable ______ at sight.
a. with draft b. by draft c. for draft d. to
draft
11) We will _____ if you will do your best to
143
promote this new product of ours.
a. enjoy b. please it c. appreciate
d. appreciate it
12) Some customers requested us to ______
our price because they considered it to high.
a. make diwn b. get down c. take
down d. bring down
13) Insurance is to be ______ by the Buyer if a
tranaction is concluded on FOB or CFR basis.
a. taken b. covered c. done d. made
14) Please _______ the shipping marks are in
strict conformity with those in the L/C.
a. notice b. be certain c. see your way
to d. see to it that
15) The ______ of 10% the proceeds is t6o be
paid only after the goods have been inspected
and approved at the port of destination. a.
balance b. cash c. money d. income
16) The Seller shall effect insurance for 110%
of the invoice value against All Risks and War
Risks _____ the relevant Ocean Marine Cargo
of the People’s Insurance Company of China.
a. with b. of c. as per d. as of
17) The decision of the arbitration shall be
accepted as final and ______ upon both
Parties.
a. bound b. binded c. bounded d.
144
binding
18) The Seller are allowed to _____ 5% more
or less and the price shall be calculated
according to the unit price. a. make b.
load c. add up to d. unload
19) The stipulations of the L/C should ______
those of the Contract
a. agree to b. agree in c. agree on d.
agree with
20) The L/C is to be opened _____ Party A’s
favor and must reach Party A not later than
May 4, 2001
a. at b. in c. to d. for
21) If the Buyer ________ concluding business
directly with Party A, Party A may do so.
a. insists in b. insists to c. insists on
d. insists of
22) During the period of this Agreement, both
Parties should strictly _____ the terms and
conditions hereof. a. abide by b. abide
with c. abdie of d. abide in
23) In the event of any breach of the terms by
one party, the other party ____ to claim the
termination of this Agreement. a. are
entitled b. be entitled c. is entitled d.
entitles
24) If business had been carried out to our
145
satisfaction, we ____ to sign the Agency
Agreement.
a. had agreed b. already agreed c.
shall agree c. should have agreed
25) This Agreement may be ____ 6 months
before its expiry.
a. renewed b. delayed c. expanded
d. postponed
26) ABC Company will tender ___________
the construction of a new railway.
a. in b. for c. by d. on
27) We have completed the above shipment in
accordance with the stipulations set ________
in L/C No.123. a. on b. forth c. back
d. off
28) We would like to barter farm products
______ your TV sets. a. at b. on c. for
d. to
29) You must be responsible for all the loss
____ from your delay in shipment.
a. arising b. rising c. arousing d.
have arisen
30) This Agreement is made out in ______
Chinese ________ English languages, each in
two originals and one original of each is to be
held by Party A and Party B.
a. both/and b. either/or c. not
146
only/but also d. neither/nor
31）Afterexpiration of the contracted period of
two years, the supplied equipment and tools
will become our property _____. a. with
charge b. free charge c. uncharged d.
free of charge
32) All parts and components made in
Guangzhou must _____ the standards of
quality, and be approved by Party A
beforehand. a. add up to b. measures up
to c. be measured up to d. be made of
33) Our system of mass production will render
low prices ________.
a. to be possible b. able c. possible d.
to be impossible
34) Our invoice amounting to $20000 ____ the
first consignment per s.s “East Wind”.
a. pays b. covers c. includes d.
comprises
35)Parts and components either to be supplied
by Party A or to be purchased in Guangzhou
by Party B are

147
148
8.1 出口空白合同格式（中英对照版）
日期： Date:
合同号码： Contract No.:
买 方： (The Buyers) 卖方： (The Sellers)
兹经买卖双方同意按照以下条款由买方购进，
卖方售出以下商品：
This contract is made by and between the
Buyers and the Sellers; whereby the Buyers
agree to buy and the Sellers agree to sell the
under-mentioned goods subject to the terms
and conditions as stipulated hereinafter:
(1) 商品名称: Name of Commodity：
(2) 数 量： Quantity:
(3) 单 价：Unit price:
(4) 总 值：Total Value:
(5) 包 装：Packing:
(6) 生产国别： Country of Origin :
(7) 支付条款： Terms of Payment:
(8) 保 险： insurance:
(9) 装运期限： Time of Shipment:
(10) 起 运 港：Port of Lading:
(11) 目 的 港： Port of Destination:
(12)索赔：在货到目的口岸 45 天内如发现货物
品质，规格和数量与合同不附，除属保险公司
或船方责任外，买方有权凭中国商检出具的检
149
验证书或有关文件向卖方索赔换货或赔款。
Claims: Within 45 days after the arrival of the
goods at the destination, should the quality,
Specifications or quantity be found not in
conformity with the stipulations of the
contract except those claims for which the
insurance company or the owners of the vessel
are liable, the Buyers shall, have the right on
the strength of the inspection certificate issued
by the C.C.I.C and the relative documents to
claim for compensation to the Sellers
(13)不可抗力：由于人力不可抗力的原由发生
在制造，装载或运输的过程中导致卖方延期交
货或不 能交货者，方可免除责任,在不可抗力
发生后，卖方须立即电告买方及在 14 天内以
空邮方式向买方提供事故发生的证明文件，在
上述情况下，卖方仍须负责采取措施尽快发
货。
Force Majeure : The sellers shall not be held
responsible for the delay in shipment or
non-deli-very of the goods due to Force
Majeure, which might occur during the
process of manufacturing or in the course of
loading or transit. The sellers shall advise the
Buyers immediately of the occurrence
mentioned above the within fourteen days
150
there after . the Sellers shall send by airmail to
the Buyers for their acceptancea certificate of
the accident. Under such circumstances the
Sellers, however, are still under the obligation
to take all necessary measures to hasten the
deliveryof the goods.
(14）仲裁：凡有关执行合同所发生的一切争议
应通过友好协商解决，如协商不能解决，则将
分歧提交中国国际贸易促进委员会按有关仲
裁程序进行仲裁，仲裁将是终局的，双方均受
其约束，仲裁费用由败诉方承担。
Arbitration : All disputes in connection with
the execution of this Contract shall be settled
friendly through negotiation. in case no
settlement can be reached, the case then may
be submitted for arbitration to the Arbitration
Commission of the China Council for the
Promotion of International Trade in
accordance with the Provisional Rules of
Procedure promulgated by the said
Arbitration Commission . the Arbitration
committee shall be final and binding upon
both parties. and the Arbitration fee shall be
borne by the losing parties.

买 方 Buyer ：

151
卖方 Seller:
______________
_________________
( 授 权 签 字 Authorized Signature)
(授权签字 Authorized Signature)
8.2 出口合同格式（中英分开版）
合同号： 日 期：
订单号：
合同标的金额
买方： 卖方：
买卖双方签订本合同并同意按下列条款进行
交易：
(1)品名及规格
(2)数量
(3)单价
(4)金额 合计 允许溢短装＿＿％
(5)包装：
(6) 装运口岸：
(7)目的口岸：
(8)装船标记：
(9)装运期限： 收到可以转船及分批装运之信
用证＿＿天内装出。
(10)付款条件： 开给我方 100%保兑的不可撤
回即期付款之信用证，并须注明 可在装运日

152
期后 15 天内议付有效。
(11)保 险： 按发票 110%保全险及战争险。 由
买方自理。
(12)买方须于＿＿年＿＿月＿＿日前开出本批
交易信用证，否则，售方有权：不经 通知取
消本合同，或接受买方对本约未执行的全部或
一部，或对因此遭受的损失提出索赔。
(13)单据：卖方应向议付银行提供已装船清洁
提单、发票、中国商品检验局或 工厂出具的
品质证明、中国商品检验局出具的数量/重量签
定书；如果本合同按 CIF 条件, 应再提供可转
让的保险单或保险凭证。
(14)凡以 CIF 条件成交的业务，保额为发票价
值的 110%投保险别以本售货合同中所开列的
为限，买方如要求增加保额或保险范围，应于
装船前经售方同意，因此而增 加的保险费由
买方负责。
(15)质量、数量索赔： 如交货质量不符，买方
须于货物到达目的港 30 日内提出 索赔；数量
索赔须于货物到达目的港 15 日内提出。对由
于保险公司、船公司和其它转运单 位或邮政
部门造成的损失卖方不承担责任。
(16)本合同内所述全部或部份商品，如因人力
不可抗拒的原因，以致不能履约或延 迟交货，
153
售方概不负责。
(17)仲裁： 凡因执行本合同或与本合同有关事
项所发生的一切争执，应由双方通 过友好方
式协商解决。如果不能取得协议时，则在中国
国际经济贸易仲裁委员会根据该仲裁 机构的
仲裁程序规则进行仲裁。仲裁决定是终局的，
对双方具有同等约束力。仲裁费用除非 仲裁
机构另有决定外，均由败诉一方负担。仲裁也
可在双方同意的第三国进行。
(18)买方在开给售方的信用证上请填注本确认
书号码。
(19)其它条款：
卖 方 ：
买方：
SALES CONTRACT
No: Date:
For Account of: Indent No:
Buyers Sellers：
This contract is made by and between the
Sellers and the Buyers; Whereby the Sellers
agree to sell and the Buyers agree to buy the
undermentioned goods according to the terms
and conditions stipulated below and overleaf:
(1) Names of commodity (ies) and
specification(s)
154
(2) Quantity
(3) Unit price
(4) Amount TOTAL: __________% more or
less allowed
(5) Packing:
(6) Port of Loading:
(7) Port of Destination:
(8) Shipping Marks:
(9) Time of Shipment: Within ___days after
receipt of L/C, allowing transhipment and
partial shipment.
(10) Terms of Payment: By 100% Confirmed,
Irrevocable and Sight Letter of Credit to
remain valid for negotiation in China until the
15th day after shipment.
(11) Insurance: Covers all risks and warrisks
only as per the Clauses of the People''s
Insurance Company of China for 110% of the
invoice value. To be effected by the Buyer.
(12) The Buyer shall establish the covering
Letter of Credit before ____; failing which, the
Seller reserves the right to rescind this Sales
Contract without further notice, or to accept
whole or any part of this Sales Contract,
non-fulfilled by the Buyer, of to lodge claim for
direct losses sustained, if any
(13) Documents: The Sellers shall present to
155
the negotiating bank, Clean On Board Bill of
Lading, Invoice, Quality Certificate issued by
the China Commodity Inspection Bureau or
the Manufacturers, Survey Report on
Quantity/Weight issued by the China
Commodity Inspection Bureau, and
Transferable Insurance policy or Insurance
Certificate when this contract is made on CIF
basis.
(14) For this contract signed on CIF basis, the
premium should be 110% of invoice value. All
risks insured should be included within this
contract. If the Buyer asks to increase the
insurance premium or scope of risks, he
should get the permission of the Seller before
time of loading, and all the charges thus
incurred should be borne by the Buyer.
(15) Quality/Quantity Discrepancy; In case of
quality discrepancy, claim should be filed by
the Buyer within 30 days after the arrival of
the goods at port of destination; while for
quantity discrepancy, claim should be filed by
the Buyer within 15 days after the arrival of
the goods at port of destination. It is
understood that the Seller shall not be liable
for any discrepancy of the goods shipped due
to causes for which the Insurance Company,
156
Shipping Company, other transportation
organizations and/or Post Office are liable.
(16) Force Majeure The Seller shall not be
held liable for failure or delay in delivery of
the entire lot or a portion of the goods under
this Sales Contract in consequence of any
Force Majeure incidents.
(17) Arbitration: All disputes in connection
with this contract or the execution thereof
shall be settled friendly through negotiations.
In case no settlement can be reached, the case
may then be submitted for arbitration to
China International Economic And Trade
Arbitration Commission in accordance with
the provisional Rules of Procedures
promulgated by the said Arbitration
Commission. The arbitration shall take place
in Beijing and the decision of the Arbitration
Commission shall be final and binding upon
both parties; neither party shall seek recourse
to a law court nor other authorities to appeal
for revision of the decision. Arbitration fee
shall be borne by the losing party. Or
arbitration may be settled in the third country
mutually agreed upon by both parties.
(18) The Buyer is requested always to quote
THE NUMBER OF THE SALES
157
CONTRACT in the Letter of Credit to be
opened in favour of the Seller.
(19) Other Conditions:
Seller:
Buyer:

8.3 一般货物进口合同格式
采 购 合 同
合 同 号 码 ：
签约日期：
买方： 卖方：
本合同由买卖双方缔结，用中、英文字写成，
两种文体具有同等效力，按照下述条款，卖方
同意售出买方同意购进以下商品：
第一部分
1.商品名称及规格
2.生产国别及制造厂商
3.单价（包装费用包括在内）
4.数量
5.总值
6.包装（适合海洋运输）
7.保险（除非另有协议，保险均由买方负责）
8.装船时间
9.装运口岸
10.目的口岸
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11.装运唛头，卖方负责在每件货物上用牢固的
不褪色的颜料明显地刷印或标明下述唛头，以
及目的口岸、件号、毛重和净重、尺码和其它
买方要求的标记。如系危险及／或有毒货物，
卖方负责保证在每件货物上明显地标明货物
的性质说明及习惯上被接受的标记。
12.付款条件：买方于货物装船时间前一个月通
过＿＿＿＿银行开出以卖方为抬头的不可撤
销信用证，卖方在货物装船启运后凭本合同交
货条款第 18 条Ａ款所列单据在开证银行议付
贷款。上述信用证有效期将在装船后 15 天截
止。
13. 其它条件：除非经买方同意和接受，本合
同其它一切有关事项均按第二部分交货条款
之规定办理，该交货条款为本合同不可分的部
分，本合同如有任何附加条款将自动地优先执
行附加条款，如附加条款与本合同条款有抵
触，则以附加条款为准。
第二部分
14. FOB/FAS 条件
14.1 本合同项下货物的装运舱位由买方或买
方的运输代理人＿＿＿＿＿租订。
14.2 在 FOB 条件下，卖方应负责将所订货物
在本合同第 8 条所规定的装船期内按买方所通
159
知的任何日期装上买方所指定的船只。
14.3 在 FAS 条件下，卖方应负责将所订货物
在本合同第 8 条所规定的装船期内按买方所通
知的任何日期交到买方所指定船只的吊杆下。
14.4 货物装运日前 10-15 天，买方应以电报或
电传通知卖方合同号、船只预计到港日期、装
运数量及船运代理人的名称。以便卖方经与该
船运代理人联系及安排货物的装运。卖方应将
联系结果通过电报或电传及时报告买方。如买
方因故需要变更船只或者船只比预先通知卖
方的日期提前或推迟到达装运港口，买方或其
船运代理人应及时通知卖方。卖方亦应与买方
的运输代理或买方保持密切联系。
14.5 如买方所订船只到达装运港后，卖方不能
在买方所通知的装船时间内将货物装上船只
或将货物交到吊杆之下，卖方应负担买方的一
切费用和损失，如空舱费、滞期费及由此而引
起的及／或遭受的买方的一切损失。
14.6 如船只撤换或延期或退关等而未及时通
知卖方停止交货，在装港发生的栈租及保险费
损失的计算，应以代理通知之装船日期（如货
物晚于代理通知之装船日期抵达装港，应以货
物抵港日期）为准，在港口免费堆存期满后第
十六天起由买方负担，人力不可抗拒的情况除
160
外。上述费用均凭原始单据经买方核实后支
付。但卖方仍应在装载货船到达装港后立即将
货物装船，交负担费用及风险。
15. C&F 条件
15.1 卖方在本合同第８条规定的时间之内应
将货物装上由装运港到中国口岸的直达船。未
经买方事先许可，不得转船。货物不得由悬挂
中国港口当局所不能接受的国家旗帜的船装
载。
15.2 卖方所租船只应适航和适货。卖方租船时
应慎重和认真地选择承运人及船只。买方不接
受非保赔协会成员的船只。
15.3 卖方所租载货船只应在正常合理时间内
驶达目的港。不得无故绕行或迟延。
15.4 卖方所租载货船只船龄不得超过１５年。
对超过１５年船龄的船只其超船龄额外保险
费应由卖方负担。买方不接受船龄超过二十年
的船只。
15.5 一次装运数量超过一千吨的货载或其它
少于一千吨但买方指明的货载，卖方应在装船
日前至少 10 天用电传或电报通知买方合同号、
商品名称、数量、船名、船龄、船籍、船只主
要规范、预计装货日、预计到达目的港时间、
船公司名称、电传和电报挂号。
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15.6 一次装运一千吨以上货载或其它少于一
千吨但买方指明的货载，其船长应在该船抵达
目的港前 7 天和 24 小时分别用电传或电报通
知买方预计抵港时间、合同号、商品名称及数
量。
15.7 如果货物由班轮装运，载货船只必须是＿
＿船级社最高船级或船级协会条款规定的相
同级别的船级，船只状况应保持至提单有效期
终了时止，以装船日为准船龄不得超过 20 年。
超过 20 年船龄的船只，卖方应负担超船龄外
保险费。买方绝不接受超过 25 年船龄的船只。
15.8 对于散件货，如果卖方未经买方事前同意
而装入集装箱，卖方应负责向买方支付赔偿
金，由双方在适当时间商定具体金额。
15.9 卖方应和载运货物的船只保持密切联系，
并以最快的手段通知买方船只在途中发生的
一切事故，如因卖方未及时通知买方而造成买
方的一切损失卖方应负责赔偿。
16. CIF 条件
在 CIF 条件下，除本合同第 15 条 C&F 条件适
用之外卖方负责货物的保险，但不允许有免赔
率。
17. 装船通知:货物装船完毕后 48 小时内，卖
方应即以电报或电传通知买方合同号、商品名
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称、所装重量(毛/净)或数量、发票价值、船名、
装运口岸、开船日期及预计到达目的港时间。
如因卖方未及时用电报或电传给买方以上述
装船通知而使买方不能及时保险，卖方负责赔
偿买方由此而引起的一切损害及/或损失。
18. 装船单据
18A.卖方凭下列单据向付款银行议付货款：
18A.1 填写通知目的口岸的＿＿运输公司的空
白抬头、空白背书的全套已装运洋轮的清洁提
单（如系 C&F/CIF 条款则注明“运费已付”，
如系 FOB/FAS 条款则注明“运费待收”）。
18A.2 由信用证受益人签名出具的发票 5 份，
注明合同号、信用证号、商品名称、详细规格
及装船唛头标记。
18A.3 两份由信用证受益人出具的装箱单及/或
重量单，注明每件货物的毛重和净重及/或尺
码。
18A.4 由制造商及/或装运口岸的合格、独立的
公证行签发的品质检验证书及数量或重量证
书各两份，必须注明货物的全部规格与信用证
规定相符。
18A.5 本交货条件第 17 条规定的装船通知电报
或电传副本一份。
18A.6 证明上述单据的副本已按合同要求寄出
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的书信一封。
18A.7 运货船只的国籍已经买主批准的书信一
封。
18A.8 如系卖方保险需提供投保不少于发票价
值 110%的一切险和战争险的保险单。
18B.不接受影英自动或电脑处理、或复印的任
何正本单据，除非这些单据印有清晰的“正本”
字样，并经发证单位授权的领导人手签证明。
18C.联运提单、迟期提单、简式提单不能接受。
18D. 受益人指定的第三者为装船者不能接受，
除非该第三者提单由装船者背书转受益人，再
由受赠人背书后方可接受。
18E. 信用证开立日期之前出具的单据不能接
受。
18F. 对于Ｃ＆Ｆ／ＣＩＦ货载，不接受租船提
单，除非受益人提供租船合同、船长或大副收
据、装船命令、货物配载图及或买方在信用证
内所要求提供的其它单据副本各一份。
18G. 卖方须将提单、发票及装箱单各两份副本
随船带交目的口岸的买方收货代理人＿＿＿
＿。
18H. 载运货船启碇后，卖方须立即航空邮寄
全套单据副本一份给买方，三份给目的口岸的
对外贸易运输公司分公司。
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18I. 卖方应负责赔偿买方因卖方失寄或迟寄
上述单据而使买方遭受的一切损失。
18J. 中华人民共和国境外的银行费用由卖方
负担。
19. 合同所订货物如用空运，则本合同有关海
运的一切条款均按空运条款执行。
20. 危险品说明书: 凡属危险品及／或有毒，
卖方必须提供其危险或有毒性能、运输、仓储
和装卸注意事项以及防治、急救、消防方法的
说明书，卖方应将此项说明书各三份随同其他
装船单据航空邮寄给买方及目的口岸的＿＿
运输公司。
21. 检验和索赔: 货物在目的口岸卸毕６０天
内（如果用集装箱装运则在开箱后６０天）经
中国进出口商品检验局复验，如发现品质、数
量或重量以及其它任何方面与本合同规定不
符，除属于保险公司或船行负责者外，买方有
权凭上述检验局出具的检验证书向卖方提出
退货或索赔。因退货或索赔引起的一切费用包
括检验费、利息及损失均由卖方负担。在此情
况下，凡货物适于抽样及寄送时如卖方要求，
买方可将样品寄交卖方。
22. 赔偿费： 因“人力不可抗拒”而推迟或不
能交货者除外，如果卖方不能交货或不能按合
165
同规定的条件交货，卖方应负责向买方赔偿由
此而引起的一切损失和遭受的损害，包括买价
及／或买价的差价、空舱费、滞期费，以及由
此而引起的直接或间接损失。买方有权撤销全
部或部分合同，但并不妨碍买方向卖方提出索
赔的权利。
23. 赔偿例外：由于一般公认的“人力不可抗
拒”原因而不能交货或延迟交货，卖方或买方
都不负责任。但卖方应在事故发生后立即用电
报或电传告买方并在事故发生后 15 天内航空
邮寄买方灾害发生地点之有关政府机关或商
会所出具的证明，证实灾害存在。如果上述“人
力不可抗拒”继续存在 60 天以上，买方有权
撤销合同的全部或一部。
24. 仲裁：双方同意对一切因执行和解释本合
同条款所发生的争议，努力通过友好协商解
决。在争议发生之日起一个合理的时间内，最
多不超过９０天，协商不能取得对买卖双方都
满意的结果时，如买方决定不向他认为合适的
有管辖权的法院提出诉讼，则该争议应提交仲
裁。除双方另有协议，仲裁应在中国北京举行，
并按中国国际贸易促进委员会对外贸易仲裁
委员会所制订的仲裁规则和程序进行仲裁，该
仲裁为终局裁决，对双方均有约束力。仲裁费
166
用除非另有决定，由败诉一方负担。

卖 方 ：
买方：
PURCHASE CONTRACT
Contract No:
Date:
The Buyer:
The Seller:
The Contract, made out, in Chinese and
English, both version beingequally authentic,
by and between the Seller and the Buyer
whereby theSeller agrees to sell and the Buyer
agrees to buy the undermentioned
goodssubject to terms and conditions set forth
hereinafter as follows:
SECTION 1
1 Name of Commodity and specification
2 Country of Origin & Manufacturer
3 Unit Price (packing charges included)
4 Quantity
5 Total Value
6 Packing (seaworthy)
7 Insurance (to be covered by the Buyer unless
otherwise)
8 Time of Shipment
9 Port of Loading
167
10 Port of Destination
11 mark shown as below in addition to the port
of destination, packagenumber, gross and net
weights, measurements and other marks as the
Buyermay require stencilled or marked
conspicuously with fast and unfailingpigments
on each package. In the case of dangerous
and/or poisonous cargo(es), the Seller is
obliged to take care to ensure that the nature
and thegenerally adopted symbol shall be
marked conspicuously on each package.
12 Terms of Payment:One month prior to the
time of shipment the Buyer shall open with
theBank of _____an irrevocable Letter of
Credit in favour of the Sellerpayable at the
issuing bank against presentation of
documents asstipulated under Clause 18. A. of
SECTION II the Terms of Delivery ofthis
Contract after departure of the carrying vessel.
The said Letter ofCredit shall remain in force
till the 15th day after shipment.
13 Other Terms:Unless otherwise agreed and
accepted by the Buyer, all other mattersrelated
to this contract shall be governed by Section II,
the Terms ofDelivery which shall form an
integral part of this Contract.
Anysupplementary terms and conditions that
168
may be attached to this Contractshall
automatically prevail over the terms and
conditions of this Contractif such
supplementary terms and conditions come in
conflict with terms andconditions herein and
shall be binding upon both parties.
SECTION 2
14 FOB/FAS TERMS
14.1 The shipping space for the contracted
goods shall be booked bythe Buyer or the
Buyer''s shipping agent _____.
14.2 Under FOB terms, the Seller shall
undertake to load thecontracted goods on
board the vessel nominated by the Buyer on
any datenotified by the Buyer, within the time
of shipment as stipulated in Clause8 of this
Contract.
14.3 Under FAS terms, the Seller shall
undertake to deliver thecontracted goods
under the tackle of the vessel nominated by the
Buyer onany date notified by the Buyer, within
the time of shipment as stipulatedin Clause 8
of this Contract.
14.4 10-15 days prior to the date of shipment,
the Buyer shall informthe Seller by cable or
telex of the contract number, name of vessel,
ETAof vessel, quantity to be loaded and the
169
name of shipping agent, so as toenable the
Seller to contact the shipping agent direct and
arrange theshipment of the goods. The Seller
shall advise by cable or telex in timethe Buyer
of the result thereof. Should, for certain
reasons, it becomenecessary for the Buyer to
replace the named vessel with another one,
orshould the named vessel arrive at the port of
shipment earlier or laterthan the date of
arrival as previously notified to the Seller, the
Buyeror its shipping agent shall advise the
Seller to this effect in due time.The Seller shall
also keep in close contact with the agent or the
Buyer.
14.5 Should the Seller fail to load the goods on
board or to deliverthe goods under the tackle
of the vessel booked by the Buyer. Within
thetime as notified by the Buyer, after its
arrival at the port of shipmentthe Seller shall
be fully liable to the Buyer and responsible for
alllosses and expenses such as dead freight,
demurrage. Consequential lossesincurred
upon and/or suffered by the Buyer.
14.6 Should the vessel be withdrawn or
replaced or delayed eventuallyor the cargo be
shut out etc., and the Seller be not informed in
good timeto stop delivery of the cargo, the
170
calculation of the loss in storageexpenses and
insurance premium thus sustained at the
loading port shall bebased on the loading date
notified by the agent to the Seller (or based on
the date of the arrival of the cargo at the
loading port in case the cargoshould arrive
there later than the notified loading date).
Theabovementioned loss to be calculated from
the 16th day after expiry of thefree storage
time at the port should be borne by the Buyer
with theexception of Force Majeure. However,
the Seller shall still undertake toload the cargo
immediately upon the carrying vessel''s arrival
at theloading port at its own risk and expenses.
The payment of the afore-saidexpenses shall be
effected against presentation of the original
vouchersafter the Buyer''s verification.
15 C&F Terms
15.1 The Seller shall ship the goods within the
time as stipulated inclause 8 of this Contract
by a direct vessel sailing from the port
ofloading to China port. Transhipment on
route is not allowed without theBuyer''s prior
consent. The goods shall not be carried by
vessels flyingflags of countries not acceptable
to the Port Authorities of China.
15.2 The carrying vessel chartered by the
171
Seller shall be seaworthyand cargoworthy. The
Seller shall be obliged to act prudently
andconscientiously when selecting the vessel
and the carrier when charteringsuch vessel.
The Buyer is justified in not accepting vessels
chartered bythe Seller that are not members of
the PICLUB.
15.3 The carrying vessel chartered by the
Seller shall sail and arriveat the port of
destination within the normal and reasonable
period oftime. Any unreasonable aviation or
delay is not allowed.
15.4 The age of the carrying vessel chartered
by the Seller shall notexceed 15 years. In case
her age exceeds 15 years, the extra
averageinsurance premium thus incurred shall
be borne by the Seller. Vessel over20 years of
age shall in no event be acceptable to the
Buyer.
15.5 For cargo lots over 1,000 M/T each, or
any other lots less than1,000 metric tons but
identified by the Buyer, the Seller shall, at
least10 days prior to the date of shipment,
inform the Buyer by telex or cableof the
following information: the contract number,
the name of commodity,quantity, the name of
the carrying vessel, the age, nationality,
172
andparticulars of the carrying vessel, the
expected date of loading, theexpected time of
arrival at the port of destination, the name,
telex andcable address of the carrier.
15.6 For cargo lots over 1,000 M/T each, or
any other lots less than1,000 metric tons but
identified by the Buyer, the Master of the
carryingvessel shall notify the Buyer
respectively 7 (seven) days and 24(twenty-four)
hours prior to the arrival of the vessel at the
port ofdestination, by telex or cable about its
ETA (expected time of arrival),contract
number, the name of commodity, and quantity.
15.7 If goods are to be shipped per liner vessel
under liner Bill ofLading, the carrying vessel
must be classified as the highest
____________or equivalent class as per the
Institute Classification Clause and shallbe so
maintained throughout the duration of the
relevant Bill of Lading.Nevertheless, the
maximum age of the vessel shall not exceed 20
years atthe date of loading. The seller shall
bear the average insurance premiumfor liner
vessel older than 20 years. Under no circum
-stances shall theBuyer accept vessel over 25
years of age.
15.8 For break bulk cargoes, if goods are
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shipped in containers by theSeller without
prior consent of the Buyer, a compensation of
a certainamount to be agreed upon by both
parties shall be payable to the Buyer bythe
Seller.
15.9 The Seller shall maintain close contact
with the carrying vesseland shall notify the
Buyer by fastest means of communication
about any andall accidents that may occur
while the carrying vessel is on route. TheSeller
shall assume full responsibility and shall
compensate the Buyer forall losses incurred
for its failure to give timely advice or
notificationto the Buyer.
16 CIF Terms:
Under CIF terms, besides Clause 15 C&F
Terms of this contract whichshall be applied
the Seller shall be responsible for covering the
cargowith relevant insurance with irrespective
percentage.
17 Advice of Shipment:Within 48 hours after
completion of loading of goods onboard the
vessel the Seller shall advise the Buyer by
cable or telex ofthe contract number, the name
of goods, weight (net/gross) or quantityloaded,
invoice value, name of vessel, port of loading,
sailing date andexpected time of arrival (ETA)
174
at the port of destination. Should theBuyer be
unable to arrange insurance in time owing to
the Seller''s failureto give the above mentioned
advice of shipment by cable or telex, theSeller
shall be held responsible for any and all
damages and/or lossesattributable to such
failure.
18 Shipping Documents
18.A The Seller shall present the following
documents to the payingbank for negotiation
of payment:
18.A.1 Full set of clean on board, "freight
prepaid" for C&F/CIF Termsor "Freight to
collect" for FOB/FAS Terms, Ocean Bills of
Lading, made outto order and blank endorsed,
notifying ____at the port of destination.
18.A.2 Five copies of signed invoice, indicating
contract number, L/Cnumber, name of
commodity, full specifications, and shipping
mark, signedand issued by the Beneficiary of
Letter of Credit.
18.A.3 Two copies of packing list and/or weight
memo with indicationof gross and net weight
of each package and/or measurements issued
bybeneficiary of Letter of Credit.
18.A.4 Two copies each of the certificates of
quality and quantity orweight issued by the
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manufacturer and/or a qualified independent
surveyorat the loading port and must indicate
full specifications of goodsconforming to
stipulations in Letter of Credit.
18.A.5 One duplicate copy of the cable or telex
advice of shipment asstipulated in Clause 17 of
the Terms of Delivery.
18.A.6 A letter attesting that extra copies of
abovementioneddocuments have been
dispatched according to the Contract.
18.A.7 A letter attesting that the nationality of
the carrying vesselhas been approved by the
Buyer.18.A.8 The relevant insurance policy
covering, but not limited to atleast 110% of the
invoice value against all and war risks if the
insuranceis covered by the Buyer.
18.B Any original document(s) made by
rephotographic system, automatedor
computerized system or carbon copies shall
not be acceptable unlessthey are clearly
marked as "ORIGINAL." and certified with
signatures inhand writing by authorised
officers of the issuing company or corporation.
18.C Through Bill of Lading, Stale Bill of
Lading, Short Form Bill ofLading, shall not be
acceptable.

176
18.D Third Party appointed by the Beneficiary
as shipper shall not beacceptable unless such
Third Party Bill of Lading is made out to the
orderof shipper and endorsed to the
Beneficiary and blank endorsed by
theBeneficiary.
18.E Documents issued earlier than the
opening date of Letter ofCredit shall not be
acceptable.
18.F In the case of C&F/CIF shipments,
Charter Party Bill of Ladingshall not be
acceptable unless Beneficiary provides one
copy each of theCharter Party, Master''s of
Mate''s receipt, shipping order and cargo
orstowage plan and/or other documents called
for in the Letter of Credit bythe Buyer.
18.G The seller shall dispatch, in care of the
carrying vessel, twocopies each of the
duplicates of Bill of Lading. Invoice and
Packing Listto the Buyer''s receiving agent,
____ at the port of destination.
18.H Immediately after the departure of the
carrying vessel, theSeller shall airmail one set
of the duplicate documents to the Buyer
andthree sets of the same to ______
TransportationCorporation at the port of
destination.
177
18.I The Seller shall assume full responsibility
and be liable to theBuyer and shall
compensate the Buyer for all losses arising
from goingastray of and/or the delay in the
dispatch of the above mentioneddocuments.
18.J Banking charges outside the People''s
Republic of China shall befor the Seller''s
account.
19 If the goods under this Contract are to be
dispatched by air, all the terms and conditions
of this Contract in connectionwith ocean
transportation shall be governed by relevant
air terms.
20 Instruction leaflets on dangerous cargo:For
dangerous and/or poisonous cargo, the Seller
must provideinstruction leaflets stating the
hazardous or poisonous
properties,transportation, storage and
handling remarks, as well as precautionary
andfirst-air measures and measures against
fire. The Seller shall airmail,together with
other shipping documents, three copies each of
the same tothe Buyer and_______
Transportation Corporation at the port
ofdestination.
21 Inspection & claims:In case the quality,
quantity or weight of the goods be found not
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inconformity with those as stipulated in this
Contract upon re-inspection bythe China
Commodity Import and Export inspection
Bureau within 60 daysafter completion of the
discharge of the goods at the port of
destinationor, if goods are shipped in
containers, 60 days after the opening of
suchcontainers, the Buyer shall have the right
to request the Seller to takeback the goods or
lodge claims against the Seller for
compensation forlosses upon the strength of
the Inspection Certificate issued by the
saidBureau, with the exception of those claims
for which the insurers orowners of the
carrying vessel are liable, all expenses
including but notlimited to inspection fees,
interest, losses arising from the return ofthe
goods or claims shall be borne by the Seller. In
such a case, theBuyer may, if so requested,
send a sample of the goods in question to
theSeller, provided that sampling and sending
of such sample is feasible.
22 Damages:With the exception of late
delivery or non-delivery due to
"ForceMajeure" causes, if the Seller fails to
make delivery of the goods inaccordance with
the terms and conditions, jointly or severally,
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of thisContract, the Seller shall be liable to the
Buyer and indemnify the Buyerfor all losses,
damages, including but not limited to,
purchase priceand/or purchase price
differentials, deadfreight, demurrage, and
allconsequential direct or indirect losses. The
Buyer shall nevertheless havethe right to
cancel in part or in whole of the contract
without prejudiceto the Buyer''s right to claim
compensations.
23 Force Majeure:Neither the Seller or the
Buyer shall be held responsible for latedelivery
or non-delivery owing to generally recognized
"Force Majeure"causes. However in such a
case, the Seller shall immediately advise
bycable or telex the Buyer of the accident and
airmail to the Buyer within15 days after the
accident, a certificate of the accident issued by
thecompetent government authority or the
chamber of commerce which is locatedat the
place where the accident occurs as evidence
thereof. If the said"Force Majeure" cause lasts
over 60 days, the Buyer shall have the rightto
cancel the whole or the undelivered part of the
order for the goods asstipulated in Contract.
24 Arbitration: Both parties agree to attempt
to resolve all disputes between the parties with
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respect to the application or interpretation of
any term hereof of transaction hereunder,
through amicable negotiation. If adispute
cannot be resolved in this manner to the
satisfaction of the Seller and the Buyer within
a reasonable period of time, maximum not
exceeding 90 days after the date of the
notification of such dispute, the case under
dispute shall be submitted to arbitration if the
Buyer should decide not to take the case to
court at a place of jurisdiction that the Buyer
may deem appropriate. Unless otherwise
agreed upon by both parties, such arbitration
shall be held in ____, and shall be governed by
the rules and procedures of arbitration
stipulated by the Foreign TradeArbitration
Commission of the China Council for the
Promotion ofInternational Trade. The decision
by such arbitration shall be accepted as final
and binding upon both parties. The
arbitration fees shall be borne by the losing
party unless otherwise awarded.
__________________________
______________________
FOR THE SELLER
FOR THE BUYER

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8.4 中 外 合 作 经 营 合 同 格 式 (Put the
following contract into English)
合作经营企业合同（范本）
第一条 约因
＿＿＿有限公司，遵照＿＿＿法律注册的＿
＿＿公司（简称＿＿＿），地址＿＿＿为甲方
与＿＿＿＿有限公司，遵照＿＿＿法律注册的
＿＿＿＿＿公司（简称＿＿＿），地址＿＿＿
为乙方。
甲方和乙方（简称双方）同意根据《中华人
民共和国中外合资经营企业法》和《中华人民
共和国中外合资经营企业法实施条例》及其他
有关法律的规定，双方共同成立一家合作经营
企业（简称合营公司）。
合营公司的宗旨系引进专利，按专利提供技
术诀窍进行合作生产。甲方提供生产厂房及所
需设备，乙方提供专利技术。双方按本合同附
件列明的项目投入。
合营公司由甲方独自经营管理，乙方承包使
用技术的全过程，保证其产品达到合同规定的
要求。乙方提供的专利技术按本合同第五条款
规定，以提成费的办法作为补偿。
第二条 定义
本合同及附件中所引用的技术名词分别阐述，
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其意义兹明确如下：
2.1“产品”系指合同附件所列的产品。
2.2“专利”系指经登记获有专利权的和经登记
获有实用型专利权的及本合同附件所列明的
须经申请的专利技术。
2.3“技术”系指为满足生产、使用、保养及销
售该产品所需的技术,并为乙方目前所持有的
或将来能获得的并有权向第三者公开的技术
数据、配方、生产程序、图纸、说明书、手册
目录及信息等。
2.4 “商标”系指合同附件所列明的商标为准。
2.5 “技术协助”－－按合同规定，乙方每年
派出三（３）名生产和发展该产品的技术专家
至合营公司生产部门指导生产，逗留期限由合
营公司与乙方商定。该专家的薪俸及往返差旅
费由乙方承担，在中国逗留期间的住宿、膳食
及生活津贴由合营公司负担。
应合营公司的要求，乙方按双方商定的适
当时间内派三（３）名技术专家至合营公司就
有关生产、生产过程及销售产品等方面提供更
有效的技术协助。合营公司应支付专家从受雇
地至合营公司的差旅费及在中国期间的住宿、
膳食及生活津贴等费用。
2.6“技术信息互换”－－在合同期限内，乙方
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将已改进的技术通知合营公司。合营公司在使
用技术中作改进时，应通知乙方。经改进的技
术，其所有权属改进的一方并受本合同载明的
保密条款所约束。
2.7 乙方保证：按双方议定时间提供的技术信
息应是准确的、完整的和清晰的并且由乙方提
供的实用技术是最先进的；合营公司按乙方的
要求，在正确的应用其技术的状况下，合营公
司的产品应达到国际的先进水平。
第三条 专利和商标的使用
3.1 按合同的规定生产\使用和销售该产品外,不
经乙方同意,合营公司不得使用其专利\商标和
技术。
3.2 事先未得到书面同意，合营公司不得对所
生产的产品进行修改。合营公司生产的产品与
乙方生产的产品质量应相同。乙方有权采取任
何必要的措施确保合营公司的产品达到规定
的质量水平。
3.3 在合同期限内乙方向合营公司提供的使用
技术系在中国境内生产及销售其产品，并按合
同条款的规定亦向乙方提供在国际市场中销
售的产品。
3.4 合营公司应乙方的请求，在可能的情况下，
于适当的时候在＿＿＿＿以乙方的名义申请、
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登记、注册其提供的技术，使乙方获得其技术
专利及专利权。
3.5 合营公司按照双方的议定，在销售产品上
须标志商标时，并标明该产品是按乙方的许可
证制造。
3.6 合营公司出售的全部产品所使用的名称
和标志均载明于附件。经乙方同意后合营公司
可使用其他名称和商标在中国市场销售。
第四条 第三方伪造及侵犯
合营公司若发现有任何伪造的产品、或侵犯
专利、或商标时，应立即通知乙方。虽然，仅
乙方独家持有对其伪造产品或失常的使用产
品、侵犯专利或商标时采取追究或多次诉讼或
采取其他行动的权利，但乙方对合营公司就上
述有关情况提出的各种建议，应给予适当的考
虑。为此，乙方可用合营公司的名义作原告人
或双方联合作原告人，合营公司对此不应无理
由的予以拒绝，但须先取得合营公司的专题书
面批准。
第五条 提成费
5.1 在合同期限内合营公司须向乙方为合营
公司提供的技术及协助给予补偿费。
5.2 根据合同及附件的生效日起一百八十（１
８０）天内合营公司应支付售出该产品的总净
185
售额＿＿％的提成费。其提成费应根据该产品
的净售价计算。
5.3 按合同附件规定的提成费应从得到该项
技术之日起执行＿＿年，以后，每年递减＿
＿％。
5.4 合营公司应保持完整、正确的记绿，便于
确定向乙方支付的款额，乙方可派会计师代表
乙方审查其记录，自＿＿年＿月＿日起，于合
同期限内每年每季度后六十（６０）天内向乙
方提供季度的销售报告。销售报告应列明上一
个季度内出售产品数量的净售价并附上应支
付的款额数字。销售报告应由合营公司主管财
务者签署。
5.5 合营公司根据合同及乙方书面指定的银
行将所得款额以美元按时汇至乙方。
第六条 技术培训
6.1 按合营公司的合同，乙方应向公司提供技
术培训，为提高公司雇员的技术水平。
6.2 乙方同意向合营公司选拔的雇员按下述
技术范围提供培训：＿＿＿＿＿产品的制造、
发展、销售和使用；＿＿＿加工生产及有关工
厂实习；培训其他有关的技术待合营公司与乙
方协商而定。
6.3 乙方不提供与制造、销售或维修保养该产
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品无直接关系的任何事宜的培训，亦不提供乙
方对第三方承担有保密义务项目的培训。
6.4 培训人数和内容、地点、期限及其他有关
培训事宜由合营公司与乙方商定。
6.5 合营公司若需要求乙方派遣指导人员、技
术专家及有关管理人员至中国对中方人员进
行培训，合营公司应支付聘请人员从受雇地至
合营公司的全部差旅费及在中国期间的住宿、
膳食及生活津贴费用。
6.6 按本合同规定，合营公司属下的雇员凡参
加并完成由乙方提供的培训计划者，自培训完
结后 1 年内，不得向合营公司提出辞职。
第七条 优先条款
7.1 合营期间合营公司所需要的材料、设备、
配件等在价格、供货时间和质量同等的条件
下，必须优先购买和使用中华人民共和国制造
的产品。
7.2 合营期间合营公司所需的各项服务，在费
用、时间和服务质量同等的条件下，必须优先
同中华人民共和国有关单位签订承包和技术
服务合同。
7.3 在费用、时间和质量方面同等的条件下，
合营公司必须优先购买和采用由甲、乙任何一
方直接签订承包合同的一方所提供的货物和
187
服务。
第八条 保密
合营公司承认并同意在合同期内由乙方提
供的技术系属秘密。合营公司及其全体雇员和
工作人员应按合同列明的目的而使用其技术。
在未得到乙方事先书面同意，不得向任何第三
者公开或透露此技术。自签署合同至终止合
同，该项技术的保密期限为＿＿年。
第九条 合营期限
9.1 合营公司的合作经营期限是以合营公司
取得营业执照签发之日起计算，为期＿＿年。
9.2 当合作经营期限届满前六（6）个月，除
双方同意终止外，合营公司的合作经营期限可
按《中华人民共和国中外合资经营企业登记管
理办法》规定继续作为期二（２）年的延长，
但必须经过有关部门的批准并办理变更登记
手续。
9.3 在未得到乙方事先专题书面的同意，合营
公司或甲方应保证将全部技术和其他权利退
还给乙方，且在将来任何时候无权继续使用与
本合同有关的专利、商标或技术。
第十条 仲裁
10.1 甲、乙双方对本合同发生的任何争执应首
先通过各方主管部门以互相信赖的精神予以
188
解决。若于三十（30）天内双方主管部门不能
解决时，双方可推荐第三方予以调解。
10.2 若于三十（30）天内调解不能解决时，甲
方与乙方同意将争执提交中国国际贸易促进
委员会对外经济贸易仲裁委员会，按仲裁程序
暂行规定予以仲裁。
10.3 若对本合同的有效性、解释或强制执行等
发生争执时，仲裁员应根据合同条款及国际商
业惯例予以有效的解决。
10.4 在发生争执，并将争执提交仲裁过程中，
除所争执并提交仲裁的争执者外，双方都应按
本合同的规定，继续执行各自的权利和履行各
自的义务。
10.5 仲裁的裁决是终局性的，对双方都有约
束力，仲裁费由败诉方负担或由仲裁机构裁
决。
第十一条 不可抗力
11.1 双方遇有无法控制的事件或情况应视为
不可抗力事件，但不限于火灾、风灾、水灾、
地震、爆炸、战争、叛乱、暴动、传染病及瘟
疫。若遭受不可抗力事件的一方导致另一方不
能履行合同规定的义务时，应将履行合同的时
间延长，延长至与发生不可抗力事件所延误的
时间相等。
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11.2 遭受不可抗力事件影响的一方应立即用
电报或电传将发生不可抗力的事件通知另一
方，并于十五(15)天内用航空挂号信将政府或
有关部门出具的发生不可抗力事件的证明书
寄给另一方。若因不可抗力引起的延误时间超
过六十(60)天时、双方应通过友好协商进一步
解决履行合同事宜。
第十二条 合同文字和工作语言
12.1 本合同及附件用中、英文书就，两种文
字均具有同等法律效力。
12.2 合营公司的重要文件，一律用中、英文
书就，两种文字均具有同等法律效力。双方同
意用英语和汉语为工作语言。
第十三条 其他
13.1 本合同书就的标题，仅为醒目参考用，不
影响本合同的意义和解释。
13.2 合同的中、英文本各一(1)式四(4)份，每种
文本双方各持二(2)份。
13.3 甲、乙方及合营公司之间的通讯来往均
以中、英文为准。
13.4 按本合同规定任何一方发出的通知或通
讯，应以书面文字为准并按对方的地址寄出后
七(7)天，视为有效送达。
甲 方 代 表 ： ＿ ＿ ＿ ＿ ＿ ＿ ＿ ＿ ＿
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乙方代表：＿＿＿＿＿＿＿＿
姓 名 ： ＿ ＿ ＿ ＿ ＿ ＿ ＿ ＿ ＿
姓 名：＿＿＿＿＿＿＿＿
职 务 ： ＿ ＿ ＿ ＿ ＿ ＿ ＿ ＿ ＿
职 务：＿＿＿＿＿＿＿＿
见证人：＿＿＿＿＿＿ 姓 名：＿＿＿＿
＿＿ 职 务：＿＿＿＿＿ 日 期：＿＿＿＿
＿＿＿合同约定。双方提供的合作条件作为投
资，而收回投资的办法是以加速折旧、增加利
润幅度或以产品分售及采用提成费等办法来
实现。合作期满后财产不再作清算分配，具体
处理办法依双方所签契约中明文规定实施。合
作经营、分工经营、委托一方经营或委托第三
方经营管理，取何种方式视契约中规定的条款
付诸实施。
甲 方 代 表 授 权 签 字
乙方代表授权签字
＊ 实用型专利权系指在学术、技术、工艺等
领域中具有创造性的发明并能解决实际问题，
发明者提供图纸、模型及技术说明书等资料，
经申请批准后可受到保护者，通称实用型
(Practical)专利。
CONTRACT FOR SINO-FOREIGN
COOPERATIVE JOINT VENTURE

191
Chapter 1 General Provisions
In accordance with the Law of the People''s
Republic of China on Chinese-Foreign
Cooperative Joint Ventures and other relevant
Chinese laws andregulations,
_______Company and ______Company, in
accordancewith the principle of equality and
mutual benefit and through
friendlyconsultations, agree to jointly set up a
Cooperative venture in _______the People''s
Republic of China.
Chapter 2 Parties of the Cooperative
VentureArticle
1 Parties to this contract are as follows:
_______Company (hereinafterreferred to as
Party A), registered with ______in China, and
its legal address is
at______(street)_____(district)_____(city)____
China. Legal representative: Name: Position:
Nationality:
______Company (hereinafter referred to
as Party B), registered with_______its legal
address at_____. Legal representative: Name:
Position: Nationality:.
Chapter 3 Establishment of the Cooperative
Venture Company
Article 2 In accordance with the Cooperative
192
Venture Law and other relevantChinese laws
and regulations, both parties of the
Cooperative ventureagree to set up _____
Cooperative venture limited liability company
(hereinafter referred to as the Cooperative
venture company).
Article 3 The name of the Cooperative venture
company is______ LimitedLiability Company.
The name in foreign language is_______. The
legal address of the joint venture company is
at________ street _______ (city) _____
province, P.R. China (or the country the other
party's nationality)
Article 4 All activities of the Cooperative
venture company shall be governed bythe laws,
decrees and pertinent rules and regulations of
the People''sRepublic of China.
Article 5 The organization form of the
Cooperative venture company is a
limitedliability company. The profits, risks and
losses of the Cooperativeventure company
shall be shared by the parties according to the
relevantprovisions thereafter.
Chapter 4 The Purpose, Scope and Scale of
Production and Business
Article 6 The goals of the parties to the
Cooperative venture are to enhanceeconomic
193
cooperation technical exchanges, to improve
the product quality,develop new products, and
gain a competitive position in the world
marketin quality and price by adopting
advanced and appropriate technology
andscientific management methods, so as to
raise economic results and ensuresatisfactory
economic benefits for each Cooperator. (Note:
This article shall be written according to the
specificsituations in the contract).
Article 7 The productive and business scope of
the Cooperative venture companyis to produce
_______ products; provide maintenance
service after the saleof the products; study and
develop new products. (Note: It shall be
written in the contract according to the
specificconditions).
Article 8 The production scale of the
Cooperative venture company is as follows:
1. The production capacity after the
Cooperative venture is put intooperation is
_________.
2. The production scale may be increased up
to_______ with thedevelopment of the
production and operation. The product
varieties may bedeveloped into _______.
Chapter 5 Total Amount of Investment and the
194
Registered Capital
Article 9 The total amount of investment of the
Cooperative venture company is
RMB/USD/Euro______.
Article 10 The registered capital of the joint
venture company is RMB ______.(Exclusive of
the right to the use of the site or the right to
theexploitation of the natural resources and
premises contributed by PartyA.)
Article 11 Party A and Party B will contribute
the following to the cooperativeventure: Party
A: premises___m2 the right to the use of the
site____m2 Party B: cash ___Yuan machines
and equipment __Yuan industrial property
____Yuan others ___Yuan, ____Yuan in all.
(Note: When contributing industrial property
as investment, Party Aand Party B shall
conclude a separate contract to be a part of
this maincontract).
Article 12 The right to the use of site
contributed by Party A shall be for theuse of
the cooperative venture company within
____days afterthe approval of the contract.
The cash contributed by Party B shall be paid
in______installment. (Each installment shall
be as follows).
Article 13 The machines and equipment
195
contributed by Party B as investment
shallmeet the needs of the cooperative venture
company, and shall be carried tothe Chinese
port___ days before the completion of the
premisesconstruction.
Chapter 6 Responsibilities of Each Party to the
Joint Venture
Article 14 Party A and Party B shall be
respectively responsible for thefollowing
matters:
Responsibilities of Party A: Handling of
applications for approval, registration,
business licenseand other matters concerning
the establishment of the cooperative
venturecompany from relevant departments in
charge of China; Processing the application
for the right to the use of a site to theauthority
in charge of the land; Organizing the design
and construction of the premises and
otherengineering facilities of the cooperative
venture company; Assisting Party B to process
import customs declaration for themachinery
and equipment contributed by Party B as
investment and arrangingthe transportation
within the Chinese territory; Assisting the
cooperative venture company in purchasing or
leasingequipment, materials, raw materials,
196
articles for office use, means oftransportation
and communication facilities etc.; Assisting the
cooperative venture company in contacting
and settlingthe fundamental facilities such as
water, electricity, transportationetc.; Assisting
the cooperative venture in recruiting Chinese
managementpersonnel, technical personnel,
workers and other personnel needed; Assisting
foreign workers and staff in applying for entry
visas, worklicenses and handling their travel
procedures; Responsible for handling other
matters entrusted by the cooperativeventure
company.
Responsibilities of Party B: Providing cash,
machinery and equipment, industrial
property... inaccordance with the provisions of
Article 11 and Article 12, 13, andresponsible
for shipping capital goods such as machinery
and equipmentetc. contributed as investment
to a Chinese port; Handling the matters
entrusted by the cooperative venture
company,such as selecting and purchasing
machinery and equipment outside China,etc.;
Providing necessary technical personnel for
installing, testing andtrial production of the
equipment as well as the technical personnel
forproduction and inspecting; Training the
197
technical personnel and workers of the
cooperativeventure company; In case Party B
is the licensor, it shall be responsible for
thestable production of qualified products of
the cooperative venture companyin the light of
design capacity within the specified period;
Responsible for other matters entrusted by the
joint venture company. (note: It shall be
written according to the specific situation).
Chapter 7 Distribution of Profits and
Repayment for Party B's Investment
Article 15 The cooperative venture company
shall distribute its profits inaccordance with
the following procedure after paying the
income tax: ____% as allocations for reserve
funds, expansion funds,welfare funds and
bonuses for staff and workers of the
cooperative venturecompany; ___% as
repayment for Party B's Investment
and____Years scheduled to pay back all Party
B's Investment; ___% of the left distributed to
Party A and _____% toParty B.
Chapter 8 Selling of Products
Article 16 The products of cooperative venture
company will be sold both on theChinese and
the overseas market, the export portion
accounts for_____%, ______% for the
198
domestic market. (Note: An annual percentage
and amount for outside and domesticselling
will be written out according to practical
operations, in normalconditions, the amount
for export shall at least meet the needs of
foreignexchange expenses of the joint venture
company).
Article 17 Products may be sold on overseas
markets through the followingchannels: The
cooperative venture company may directly sell
its products on theinternational market,
accounting for __%. The cooperative venture
company may sign sales contracts with
Chineseforeign trade companies, entrusting
them to be the sales agencies orexclusive sales
agencies, accounting for ___%. The
cooperative venture company may entrust
Party B to sell itsproducts, accounting for
___%.
Article 18 The cooperative venture''s products
to be sold in China may be handledby the
Chinese materials and commercial
departments by means of agency orexclusive
sales, or may be sold by the cooperative
venture companydirectly.
Article 19 In order to provide maintenance
service to the products sold both inChina or
199
abroad, the cooperative venture company may
set up sales branchesfor maintenance service
both in China or abroad subject to the
approval ofthe relevant Chinese department.
Chapter 9 The Board of Directors.
Article 20 The date of registration of the
cooperative venture company shall bethe date
of the establishment of the board of directors
of the cooperativeventure company.
Article 21 The board of directors is composed
of ______directors, of which___shall be
appointed by Party A, ____by Party B.
Thechairman of the board shall be appointed
by Party A, and its vice-chairmanby Party B.
The term of office for the directors, chairman
andvice-chairmans four years, their term of
office may be renewed ifcontinuously
appointed by the relevant party.
Article 22 The highest authority of the
cooperative venture company shall be itsboard
of directors. It shall decide all major issues
concerning thecooperative venture company.
Unanimous approval shall be required for
anydecisions concerning major issues. As for
other matters, approval bymajority or a
simple majority shall be required. (Note: It
shall be explicitly set out in the contract).
200
Article 23 The chairman of the board is the
legal representative of thecooperative venture
company. Should the chairman be unable to
exercise hisresponsibilities for any reason, he
shall authorize the vice-chairman orany other
directors to represent the joint venture
company temporarily.
Article 24 The board of directors shall convene
at least one meeting every year.The meeting
shall be called and presided over by the
chairman of theboard. The chairman may
convene an interim meeting based on a
proposalmade by more than one third of the
total number of directors. Minutes ofthe
meetings shall be placed on file.
Article 25 The meeting shall be valid only
when more than two thirds of the totalnumber
of directors attend. In case of absence, the
director shall entrustanother person to attend
and vote for him with a trust deed.
Chapter 10 Business Management Office.
Article 26 The cooperative venture company
shall establish a management officewhich shall
be responsible for its daily management. The
management officeshall have a general
manager, appointed by Party ____,
_____deputygeneral managers, _____by Party
201
_____; _____by Party ______. The
generalmanager and deputy general managers
whose terms of office is _____years shall be
appointed by the board of directors.
Article 27 The responsibility of the general
manager is to carry out thedecisions of the
board and organize and conduct the daily
management ofthe cooperative venture
company. The deputy general managers shall
assistthe general manager in his work.
Article 28 The general manager shall report to
the board of directors theoperation conditions
of the cooperative company every three
months, andmake a financial report every six
months.
Article 29 In case of graft or serious
dereliction of duty on the part of thegeneral
manager and deputy general managers, the
board of directors shallhave the power to
dismiss them at any time.
Chapter 11 Labor Management.
Article 30 Labor contract covering the
recruitment, employment, dismissal
andresignation, wages, labor insurance,
welfare, rewards, penalties and othermatters
concerning the staff and workers of the
cooperative venturecompany shall be drawn
202
up between the cooperative venture company
and thetrade union of the cooperative venture
company as a whole, or theindividual
employees in the cooperative venture company
as a whole orindividual employees in
accordance with the law of the People''s
Republicof China on Chinese-Foreign
Cooperative Joint Ventures. The labor
contracts shall, after being signed, be filed
with the locallabor management department.
Article 31 The appointment of high-ranking
administrative personnel recommendedby
both parties, their salaries, social insurance,
welfare and thestandard of travelling expenses
etc. shall be decided by the meeting ofthe
board of directors.
Chapter 12 Taxes, Finance and Audit.
Article 32 The cooperative venture company
shall pay taxes in accordance with
theprovisions of Chinese laws and other
relative regulations.
Article 33 Staff members and workers of the
cooperative venture company shall
payindividual income tax according to the
Individual Income Tax Law of thePeople''s
Republic of China.
Article 34 The fiscal year of the joint venture
203
company shall be from January 1to December
31. All vouchers, receipts, statistic statements
and reportsshall be written in Chinese. (Note:
A foreign language can be used concurrently
with mutualconsent).
Article 35 Financial checking and examination
of the cooperative venture companyshall be
conducted by an auditor registered in China
and reports shall besubmitted to the board of
directors and the general manager. In case
Party B considers it necessary to employ a
foreign auditorregistered in another country to
undertake annual financial checking
andexamination, Party A shall give its consent.
All the expenses thereofshall be borne by
Party B.
Article 36 In the first three months of each
fiscal year, the manager shallprepare the
previous year''s balance sheet, profit and loss
statement andproposal regarding the disposal
of profits, and submit them to the boardof
directors for examination and approval.
Chapter 13 Duration of the Cooperative
Venture
Article 37 The duration of the cooperative
venture company is__ years. Theestablishment
date of the joint venture company shall be the
204
date on whichthe business license of the
cooperative venture company is issued. An
application for the extension of the duration,
proposed by oneparty and unanimously
approved by the board of directors, shall
besubmitted to the Ministry of Foreign Trade
and Economic Cooperation (orthe
examination and approval authority entrusted
by it) six months priorto the expiry date of the
joint venture.
Chapter 14 The Disposal of Assets after the
Expiration of the Duration
Article 38 Upon the expiration of the
duration, the assets shall belong to Party A.
Chapter 15 Insurance.
Article 39 Insurance policies of the joint
venture company on various kinds ofrisks
shall be underwritten with the People''s
Republic of China. Types, value and duration
of insurance shall be decided by the board of
directorsin accordance with the provisions of
the People''s Insurance Company of China.
Chapter 16 The Amendment, Alteration and
Termination of the Contract
Article 40 The amendment of the contract or
other appendices shall come into force only
after a written agreement has been signed by
205
Party A and PartyB and approved by the
original examination and approval authority.
Article 41 In case of inability to fulfil the
contract or to continue operationdue to heavy
losses in successive years as a result of force
majeure, theduration of the cooperative
venture and the contract shall be
terminatedbefore the time of expiration after
being unanimously agreed upon by theboard
of directors and approved by the original
examination and approvalauthority.
Chapter 17 Liability for Breach of Contract
Article 42 Should the cooperative venture
company be unable to continue itsoperation or
achieve its business purpose due to the fact
that one of thecontracting parties fails to fulfil
the obligations prescribed by thecontract and
articles of association, or seriously violates the
provisionsof the contract and articles of
association, that party shall be deemed tohave
unilaterally terminated the contract. The other
party shall have theright to terminate the
contract in accordance with the provisions of
thecontract after approval by the original
examination and approvalauthority, and to
claim damages. In case Party A and Party B of
thecooperative venture company agree to
206
continue the operation, the party whofails to
fulfil its obligations shall be liable for the
economic lossescaused thereby to the joint
venture company.
Article 43 Should either Party A or Party B fail
to provide on schedule thecontributions in
accordance with the provisions defined in
Chapter 5 ofthis contract, the party in breach
shall pay to the other party_____Yuan, or
___% of the contribution starting from the
firstmonth after exceeding the time limit.
Should the party in breach fail toprovide after
___months, ____Yuan, or ___% of
thecontribution shall be paid to the other party,
who shall have the right toterminate the
contract and to claim damages from the party
in breach inaccordance with the provisions of
Article 42 of the contract.
Article 44 Should all or part of the contract
and its appendices be unable to befulfilled
owing to the fault of one party, the party in
breach shall bearthe liability therefor. Should
it be the fault of both parties, they shallbear
their respective liabilities according to the
actual situation.
Article 45 In order to guarantee the
performance of the contract and itsappendices,
207
both Party A and Party B shall provide each
other with bankguarantees for performance of
the contract within ___days after thecontract
comes into force.
Chapter 18 Force Majeure
Article 46 Should either of the parties to the
contract be prevented fromexecuting the
contract by force majeure, such as earthquake,
typhoon,flood, fire, war or other unforeseen
events, and their occurrence andconsequences
are unpreventable and unavoidable, the
prevented party shallnotify the other party by
telegram without any delay, and within 15
daysthereafter provide detailed information of
the events and a valid documentfor evidence
issued by the relevant public notary
organization explainingthe reason of its
inability to execute or delay the execution of all
orpart of the contract. Both parties shall,
through consultations, decidewhether to
terminate the contract or to exempt part of the
obligations forimplementation of the contract
or whether to delay the execution of
thecontract according to the effects of the
events on the performance of thecontract.
Chapter 19 Applicable Law
Article 47 The formation, validity,
208
interpretation, execution and settlement
ofdisputes in respect of, this contract shall be
governed by the relevantlaws of the People''s
Republic of China.
Chapter 20 Settlement of Disputes
Article 48 Any disputes arising from the
execution of, or in connection with, thecontract
shall be settled through friendly consultations
between bothparties. In case no settlement can
be reached through consultations, thedisputes
shall be submitted to the Foreign Economic
and Trade ArbitrationCommission of the
China Council for the Promotion of
International Tradefor arbitration in
accordance with its rules of procedure. The
arbitralaward is final and binding upon both
parties.
Article 49 During the arbitration, the contract
shall be observed and enforced byboth parties
except for the matters in dispute.
Chapter 21 Language
Article 50 The contract shall be written in
Chinese and in ____. Both language versions
are equally authentic. In the event of any
discrepancybetween the two aforementioned
versions, the Chinese version shallprevail.
Chapter 22 Effectiveness of the Contract and
209
Miscellaneous
Article 51 The appendices drawn up in
accordance with the principles of thiscontract
are integral parts of this contract, including:
the projectagreement, the technology transfer
agreement, the sales agreement etc.
Article 52 The contract and its appendices
shall come into force commencing fromthe
date of approval of the Ministry of Foreign
Trade and EconomicCooperation of the
People's Republic of China (or its entrusted
examination and approval authority).
Article 53 Should notices in connection with
any party''s rights and obligationsbe sent by
either Party A or Party B by telegram or telex,
etc., theWritten letter notices shall be also
required afterwards. The legaladdresses of
Party A and Party B listed in this contract
shall be theposting addresses.
Article 54 The contract is signed in ___, China
by the authorized representatives of both
parties on __ (date).
For Party A
For Party B
(Signature)
(Signature)

210
8.5 CONTRACT FOR SINO-FOREIGN
EQUITY JOINT VENTURE
Chapter 1 General Provisions
In accordance with the Law of the People''s
Republic of China on Joint Ventures Using
Chinese and Foreign Investment (the "Joint
Venture Law") and other relevant Chinese
laws and regulations, ___Company and ___
Company, in accordance with the principle of
equality and mutual benefit and through
friendly consultations, agree to jointly invest to
set up a joint venture enterprise in ____of the
People's Republic of China.
Chapter 2 Parties of the Joint Venture
Article 1 Parties to this contract are as follows:
____Company (hereinafter referred to as
Party A), registered with ____ in China, and
its legal address is at _____ (street) ___
(district) _____ (city) _____China. Legal
representative: Name: Position: Nationality:
_____Company (hereinafter referred to as
Party B), registered with ____. Its legal
address at _____.Legal representative:
Name:_____ Position: ____ Nationality:___.
Chapter 3 Establishment of the Joint Venture
Company
Article 2 In accordance with the Joint
211
Venture Law and other relevant Chinese laws
and regulations, both parties of the joint
venture agree to set up _______joint venture
limited liability company ( hereinafter referred
to as the joint venture company).
Article 3. The name of the joint venture
company is _____Limited Liability Company.
The name in foreign language is ____. The
legal address of the joint venture company is
at ______street ____(city)___ province.
Article 4 All activities of the joint venture
company shall be governed by the laws,
decrees and pertinent rules and regulations of
the People''s Republic of China.
Article 5 The Organization form of the joint
venture company is a limited liability company.
Each party to the joint venture company is
liable to the joint venture company within the
limit of the capital subscribed by it. The
profits, risks and losses of the joint venture
company shall be shared by the parties in
proportion to their contributions to the
registered capital.
Chapter 4 The Purpose, Scope and Scale of
Production and Business
Article 6 The goals of the parties to the joint
212
venture are to enhance economic co-operation
technical exchanges, to improve the product
quality, develop new products, and gain a
competitive position in the world market in
quality and price by adopting advanced and
appropriate technology and scientific
management methods, so as to raise economic
results and ensure satisfactory economic
benefits for each investor.
Article 7 The productive and business scope of
the joint venture company is to produce ____
products; provide maintenance service after
the sale of the products; study and develop
new products.
Article 8 The production scale of the joint
venture company is as follows:
1. The production capacity after the joint
venture is put into operation is __________.
2. The production scale may be increased up to
_____ with the development of the production
and operation. The product varieties may be
developed into ____. （or to be stipulated as
per the specific situation）
Chapter 5 Total Amount of Investment and the
Registered Capital
Article 9 The total amount of investment of the
joint venture company is RMB ___ (or a
213
foreign currency agreed upon by both parties).
Article 10 Investment contributed by the
parties is Renminbi __________, which will be
the registered capital of the joint venture
company.
Of which: Party A shall pay __ Yuan,
accounting for __%; Party B shall pay __Yuan,
accounting for __%.
Article 11 Both Party A and Party B will
contribute the following as their investment:
Party A: cash _____Yuan machines and
equipment ____Yuan premises ___Yuan the
right to the use of the site ____Yuan industrial
property ____Yuan others ____ Yuan, ___
Yuan in all. Party B: cash ____Yuan machines
and equipment _____Yuan industrial property
____Yuan others ____Yuan, ____Yuan in all.
(Note: for investment capital contributed in
goods or industrial property, a separate
contract shall be concluded by and between
Parties A and B as a part of thisgoverning
contract).
Article 12 The registered capital of the joint
venture company shall be paid in ______
installments by Party A and Party B according
to their respective proportion of their
investment. Each installment shall be as
214
follows:
(Note: it shall be written according to the
specific conditions)
Article 13 In case any party to the joint
venture intends to assign all or part of his
investment subscribed to a third party, consent
shall be obtained from the other party to the
joint venture, and approval from the
examination and approval authority is
required. When one party to the joint venture
assigns all or part of his investment, the other
party has preemptive right.
Chapter 6 Responsibilities of Each Party to the
Joint Venture
Article 14 Party A and Party B shall be
respectively responsible for the following
matters:
Responsibilities of Party A:
Handling of applications for approval,
registration, business license and other matters
concerning the establishment of the joint
venture company from relevant departments
in charge of China;
Processing the application for the right to the
use of a site to the authority in charge of the
land;
Organizing the design and construction of the
215
premises and other engineering facilities of the
joint venture company; Providing cash,
machinery and equipment and premises ... in
accordance with the provisions of Article 11;
Assisting Party B to process import customs
declaration for the machinery and equipment
contributed by Party B as investment and
arranging the transportation within the
Chinese territory;
Assisting the joint venture company in
purchasing or leasing equipment, materials,
raw materials, articles for office use, means of
transportation and communication facilities
etc.;
Assisting the joint venture company in
contacting and settling the fundamental
facilities such as water, electricity,
transportation etc.;
Assisting the joint venture in recruiting
Chinese management personnel, technical
personnel, workers and other personnel
needed;
Assisting foreign workers and staff in applying
for entry visas, work licenses and handling
their travel procedures; Responsible for
handling other matters entrusted by the joint
venture company.
216
Responsibilities of Party B:
Providing cash, machinery and equipment,
industrial property ... in accordance with the
provisions of Article 11, and responsible for
shipping capital goods such as machinery and
equipment etc. contributed as investment to a
Chinese port; Handling the matters entrusted
by the joint venture company, such as selecting
and purchasing machinery and equipment
outside China, etc.; Providing necessary
technical personnel for installing, testing and
trial production of the equipment as well as
the technical personnel for production and
inspecting; Training the technical personnel
and workers of the joint venture company; In
case Party B is the licensor, it shall be
responsible for the stable production of
qualified products of the joint venture
company in the light of design capacity within
the specified period; Responsible for other
matters entrusted by the joint venture
company. (Note: It can aslo be stipulated
according to the specific situation).
Chapter 7 Transfer of Technology
Article 15 Both Party A and Party B agree that
a technology transfer agreement shall be
signed between the joint venture company and
217
Party B (or a third party) so as to obtain
advanced production technology needed for
realizing the production and operation
purpose and the production scale specified in
Chapter 4 of the contract, including product
design, manufacturing technology, means of
testing, materials prescription, standard of
quality and the training of personnel etc. (Note:
it may also be amended as per practical
situation)
Article 16 Party B offers the following
guarantees on the transfer of technology:
(Note: applicable in case of such transferring)
1. Party B guarantees that the overall
technology such as the designing,
manufacturing technology, technological
process, tests and inspection of products (Note:
The name of the products shall be written)
provided to the joint venture company must be
integrated, precise and reliable. It is to meet
the requirement of the joint venture''s
operation purpose, and be able to obtain the
standard of production quality and production
capacity specified in the contract;
2. Party B guarantees that the technology
specified in this contract and the technology
transfer agreement shall be fully transferred
218
to the joint venture company, and pledges that
the provided technology should be truly
advanced among the same type of technology
produced by Party B, the model, specification
and quality of the equipment are excellent and
it is to meet the requirement of technological
operation and practical usage;
3. Party B shall work out a detailed list of the
provided technology and technological service
at various stages as specified in the technology
transfer agreement to be an appendix to the
contract, and guarantee its performance;
4. The drawings, technological conditions and
other detailed information are part of the
transferred technology and shall be provided
on time;
5. During the term of the technology transfer
agreement, Party B shall provide the joint
venture company with any improvements in
the technology and the improved information
and technological materials in time, and shall
not charge separate fees;
6. Party B shall guarantee that the technical
personnel and the workers in the joint venture
company can master all the technology
transferred within the period specified in the
technology transfer agreement.
219
Article 17 In case Party B fails to provide
equipment and technology in accordance with
the provisions of this contract and the
technology transfer agreement or in case any
deceiving or concealing actions are found,
Party B shall be responsible for compensating
the direct losses to the joint venture company.
Article 18 The technology transfer fee shall be
paid in royalties. The royalty rate shall be __%
of the net sales value of the products. The term
for royalty payment is the same as the term for
the technology transfer agreement specified in
Article 19 of this contract.
Article 19 The term for the technology transfer
agreement signed by the joint venture
company and Party B is ___ years. After the
expiration of the technology transfer
agreement, the joint venture company shall
have the right to exploit, research and develop
the imported technology continuously.
(Note: The term for a technology transfer
agreement is generally no longer than 10 years,
and it shall be approved by the Ministry of
Foreign Trade and Economic Cooperation or
other examination and approval authorities
entrusted by the Ministry of Foreign Trade
and Economic Cooperation).
220
Chapter 8 Selling of Products
Article 20 The products of joint venture
company will be sold both on the Chinese and
the overseas market, the export portion
accounts for ____%, ____% for the domestic
market.
(Note: An annual percentage and amount for
outside and domestic selling will be written out
according to practical situations, in normal
conditions, the amount for export shall at least
meet the needs of foreign exchange expenses of
the joint venture company).
Article 21 Products may be sold on overseas
markets through the following channels: The
joint venture company may directly sell its
products on the international market,
accounting for __%. The joint venture
company may sign sales contracts with
Chinese foreign trade companies, entrusting
them to be the sales agencies or exclusive sales
agencies, accounting for ___%. The joint
venture company may entrust Party B to sell
its products, accounting for ___%.
Article 22 The joint venture''s products to be
sold in China may be handled by the Chinese
materials and commercial departments by
means of agency or exclusive sales, or may be
221
sold by the joint venture company directly.
Article 23 In order to provide maintenance
service to the products sold both in China or
abroad, the joint venture company may set up
sales branches for maintenance service both in
China or abroad subject to the approval of the
relevant Chinese department.
Article 24 The trade mark of the joint
venture''s products is _____.
Chapter 9 The Board of Directors
Article 25 The date of registration of the
joint venture company shall be the date of the
establishment of the board of directors of the
joint venture company.
Article 26 The board of directors is composed
of ____directors, of which _____shall be
appointed by Party A, ____by Party B. The
chairman of the board shall be appointed by
Party A, and its vice-chairman by Party B. The
term of office for the directors, chairman and
vice-chairman is four years, their term of
office may be renewed if continuously
appointed by the relevant party.
Article 27 The highest authority of the joint
venture company shall be its board of
directors. It shall decide all major issues (Note:
The main contents shall be listed in the light of
222
Article 36 of the Implementing Regulations for
the Joint Venture Law) concerning the joint
venture company. Unanimous approval shall
be required for any decisions concerning
major issues. As for other matters, approval by
majority or a simple majority shall be
required. (Note: It shall be explicitly set out
in the contract).
Article 28 The chairman of the board is the
legal representative of the joint venture
company. Should the chairman be unable to
exercise his responsibilities for any reason, he
shall authorize the vice- chairman or any other
directors to represent the joint venture
company temporarily.
Article 29 The board of directors shall convene
at least one meeting every year. The meeting
shall be called and presided over by the
chairman of the board. The chairman may
convene an interim meeting based on a
proposal made by more than one third of the
total number of directors. Minutes of the
meetings shall be placed on file.
Chapter 10 Business Management Office
Article 30 The joint venture company shall
establish a management office which shall be
responsible for its daily management. The
223
management office shall have a general
manager, appointed by Party _____, ____
deputy general managers, _______by Party
___; ____by Party ___. The general manager
and deputy general managers whose terms of
office is ________ years shall be appointed by
the board of directors.
Article 31 The responsibility of the general
manager is to carry out the decisions of the
board and organize and conduct the daily
management of the joint venture company.
The deputy general managers shall assist the
general manager in his work. Several
department managers may be appointed by
the management office, they shall be
responsible for the work in various
departments respectively, handle the matters
handed over by the general manager and
deputy general managers and shall be
responsible to them.
Article 32 In case of graft or serious
dereliction of duty on the part of the general
manager and deputy general managers, the
board of directors shall have the power to
dismiss them at any time.
Chapter 11 Purchase of Equipment
Article 33 In its purchase of required raw
224
materials, fuel, parts, means of transportation
and articles for office use, etc., the joint
venture company shall give first priority to
purchase in China where conditions are the
same.
Article 34 In case the joint venture company
entrusts Party B to purchase equipment on the
overseas market, persons appointed by the
Party A shall be invited to take part in the
purchasing.
Chapter 12 Preparation and Construction
Article 35 During the period of preparation
and construction, a preparation and
construction office shall be set up under the
board of directors. The preparation and
construction office shall consist of ___ persons,
among which ___ persons will be from Party A,
__ persons from Party B. The preparation and
construction office shall have one manager
recommended by Party __, and one deputy
manager by Party ___. The manager and
deputy manager shall be appointed by the
board of directors.
Article 36 The preparation and construction
office is responsible for the following concrete
works: examining the designs of the project,
signing the project construction contract,
225
organizing the purchase and inspection of
related equipment, materials, etc., working out
the general schedule of project construction,
compiling the expenditure plans, controlling
project financial payments and final accounts
of the project, drawing up managerial
methods and keeping and filing documents,
drawings, files and materials, etc., during the
construction period of the project.
Article 37 A technical group with several
technical personnel appointed by Party A and
Party B shall be organized. The group, under
the leadership of the preparation and
construction office, is in charge of the
examination, supervision, inspection, testing,
checking and accepting, and performance
checking of the project design, the quality of
the project, the equipment and materials and
the imported technology.
Article 38 After approval by both parties, the
establishment, remuneration and the expenses
of the staff of the preparation and construction
office shall be covered in the project budget.
Article 39 After having completed the project
and finished the turning over procedures, the
preparation and construction office shall be
dissolved upon the approval of the board of
226
directors.
Chapter 13 Labor Management
Article 40 Labor contract covering the
recruitment, employment, dismissal and
resignation, wages, labor insurance, welfare,
rewards, penalties and other matters
concerning the staff and workers of the joint
venture company shall be drawn up between
the joint venture company and the trade union
of the joint venture company as a whole, or the
individual employees in the joint venture
company as a whole or individual employees in
accordance with the Regulations of the
People''s Republic of China on Labor
Managementin Joint Ventures Using Chinese
and Foreign Investment and its Implementing
Rules. The labor contracts shall, after being
signed, be filed with the local labor
management department.
Article 41 The appointment of high-ranking
administrative personnel recommended by
both parties, their salaries, social insurance,
welfare and the standard of travelling
expenses etc. shall be decided by the meeting
of the board of directors.
Chapter 14 Taxes, Finance and Audit
Article 42 The joint venture company shall
227
pay taxes in accordance with the provisions of
Chinese laws and other relative regulations.
Article 43 Staff members and workers of the
joint venture company shall pay individual
income tax according to the Individual Income
Tax Law of thePeople''s Republic of China.
Article 44 Allocations for reserve funds,
expansion funds of the joint venture company
and welfare funds and bonuses for staff and
workers shall be set aside in accordance with
the provisions of the Joint Venture Law. The
annual proportion of allocations shall be
decided by the board of directors according to
the business situation of the joint venture
company.
Article 45 The fiscal year of the joint venture
company shall be from January 1 to December
31. All vouchers, receipts, statistic statements
and reports shall be written in Chinese. (Note:
A foreign language can be used concurrently
with mutualconsent).
Article 46 Financial checking and examination
of the joint venture company shall be
conducted by an auditor registered in China
and reports shall be submitted to the board of
directors and the general manager. In case
Party B considers it necessary to employ a
228
foreign auditor registered in another country
to undertake annual financial checking and
examination, Party A shall give its consent. All
the expenses thereof shall be borne by Party B.
Article 47 In the first three months of each
fiscal year, the manager shall prepare the
previous year''s balance sheet, profit and loss
statement and proposal regarding the disposal
of profits, and submit them to the board of
directors for examination and approval.
Chapter 15 Duration of the Joint Venture
Article 48 The duration of the joint venture
company is ___ years. The establishment date
of the joint venture company shall be the date
on which the business license of the joint
venture company is issued. An application for
the extension of the duration, proposed by one
party and unanimously approved by the board
of directors, shall be submitted to the Ministry
of Foreign Trade and Economic Cooperation
(or the examination and approval authority
entrusted by it) six months prior to the expiry
date of the joint venture.
Chapter 16 The Disposal of Assets after the
Expiration of the Duration
Article 49 Upon the expiration of the duration,
or termination before the date of expiration of
229
the joint venture, liquidation shall be carried
out according to the relevant laws. The
liquidated assets shall be distributed in
accordance with the proportion of investment
contributed by Party A and Party B.
Chapter 17 Insurance
Article 50 Insurance policies of the joint
venture company on various kinds of risks
shall be underwritten with the People''s
Republic of China. Types, value and duration
of insurance shall be decided by the board of
directors in accordance with the provisions of
the People''s Insurance Company of China.
Chapter 18 The Amendment, Alteration and
Termination of the Con- tract
Article 51 The amendment of the contract or
other appendices shall come into force only
after a written agreement has been signed by
Party A and Party B and approved by the
original examination and approval authority.
Article 52 In case of inability to fulfil the
contract or to continue operation due to heavy
losses in successive years as a result of force
majeure, the duration of the joint venture and
the contract shall be terminated before the
time of expiration after being unanimously
agreed upon by the board of directors and
230
approved by the original examination and
approval authority.
Article 53 Should the joint venture company
be unable to continue its operation or achieve
its business purpose due to the fact that one of
the contracting parties fails to fulfil the
obligations prescribed by the contract and
articles of association, or seriously violates the
provisions of the contract and articles of
association, that party shall be deemed to have
unilaterally terminated the contract. The other
party shall have the right to terminate the
contract in accordance with the provisions of
the contract after approval by the original
examination and approval authority, and to
claim damages. In case Party A and Party B of
the joint venture company agree to continue
the operation, the party who fails to fulfil its
obligations shall be liable for the economic
losses caused thereby to the joint venture
company/.
Chapter 19 Liability for Breach of Contract
Article 54 should either Party A or Party B fail
to pay on schedule the contributions in
accordance with the provisions defined in
Chapter 5 of this contract, the party in breach
shall pay to the other party _________% of the
231
contribution starting from the first month
after exceeding the time limit. Should the
party in breach fail to pay after 3 months,
__________% of the contribution shall be paid
to the other party, who shall have the right to
terminate the contract and to claim damages
from the party in breach in accordance with
the provisions of Article 53 of the contract.
Article 55 Should all or part of the contract
and its appendices be unable to be fulfilled
owing to the fault of one party, the party in
breach shall bear the liability therefor. Should
it be the fault of both parties, they shall bear
their respective liabilities according to the
actual situation.
Article 56 In order to guarantee the
performance of the contract and its
appendices, both Party A and Party B shall
provide each other with bank guarantees for
performance of the contract.
Chapter 20 Force Majeure
Article 57 Should either of the parties to the
contract be prevented from executing the
contract by force majeure, such as earthquake,
typhoon, flood, fire, war or other unforeseen
events, and their occurrence and consequences
are unpreventable and unavoidable, the
232
prevented party shall notify the other party by
telegram without any delay, and within 15
days thereafter provide detailed information of
the events and a valid document for evidence
issued by the relevant public notary
organization explaining the reason of its
inability to execute or delay the execution of all
or part of the contract. Both parties shall,
through consultations, decide whether to
terminate the contract or to exempt part of the
obligations for implementation of the contract
or whether to delay the execution of the
contract according to the effects of the events
on the performance of the contract.
Chapter 21 Applicable Law
Article 58 The formation, validity,
interpretation, execution and settlement of
disputes in respect of, this contract shall be
governed by the relevant laws of the People''s
Republic of China.
Chapter 22 Settlement of Disputes
Article 59 Any disputes arising from the
execution of, or in connection with, the
contract shall be settled through friendly
consultations between both parties. In case no
settlement can be reached through
consultations, the disputes shall be submitted
233
to the Foreign Economic and Trade
Arbitration Commission of the China Council
for the Promotion of International Trade for
arbitration in accordance with its rules of
procedure. The arbitral award is final and
binding upon both parties. Or
Any disputes arising from the execution of, or
in connection with the contract shall be settled
through friendly consultations between both
parties. In case no settlement can be reached
through consultations, the disputes shall be
submitted to ____Arbitration Organization in
____for arbitration in accordance with its
rules of procedure. The arbitral award is final
and binding upon both parties. Or
Any disputes arising from the execution of, or
in connection with the contract shall be settled
through friendly consultations between both
parties. In case no settlement can be settled
through consultations, the disputes shall be
submitted for arbitration.
Arbitration shall take place in the defendant''s
country. If in China, arbitration shall be
conducted by the Foreign Economic and Trade
Arbitration Commission of the China Council
for the Promotion of International Trade in
accordance with its rules of procedure.
234
If in ____, the arbitration shall be conducted
by ____in accordance with its rules of
procedure. The arbitral award is final and
binding upon both parties.(Note: When
formulating contracts, only one of the
above-mentioned provisions can be used).
Article 60 During the arbitration, the contract
shall be observed and enforced by both parties
except for the matters in dispute.
Chapter 23 Language
Article 61 The contract shall be written in
Chinese and in ___________. Both language
versions are equally authentic. In the event of
any discrepancy between the two
aforementioned versions, the Chinese version
shall prevail.
Chapter 24 Effectiveness of the Contract and
Miscellaneous
Article 62 The appendices drawn up in
accordance with the principles of this contract
are integral parts of this contract, including:
the project agreement, the technology transfer
agreement, the sales agreement etc.
Article 63 The contract and its appendices
shall come into force commencing from the
date of approval of the Ministry of Foreign
Trade and Economic Cooperation of the
235
People''s Republic of China (or its entrusted
examination and approval authority).
Article 64 Should notices in connection with
any party's rights and obligations be sent by
either Party A or Party B by telegram or telex,
etc., the written letter notices shall be also
required afterwards. The legal addresses of
Party A and Party B listed in this contract
shall be the posting addresses.
Article 65 The contract is signed in ___,
China by the authorized representatives of
both parties on ____.
For Party A
For Party B
(Signature)
(Signature)

第九讲 信用证的操作 Operation of L/C

9.1 信 用 证 的 性 质 与 作 用 Features and
Functions of L/C
9.2 信用证的分类 Classification of L/C
1). revocable L/C/irrevocable L/C 可撤销信用
证/不可撤销信用证
2．confirmed L/C/unconfirmed L/C 保兑信用
证/不保兑信用证
3．sight L/C/usance L/C 即期信用证/远期信用
236
证
4 ． transferable L/C(or)assignable
L/C(or)transmissible L/C /untransferable L/C
可/不可转让信用证
5．divisible L/C/undivisible L/C 可分割信用证
/不可分割信用证
6．revolving L/C 循环信用证
7．L/C with T/T reimbursement clause 带电汇
条款信用证
8．without recourse L/C/with recourse L/C 无
追索权信用证/有追索权信用证
9．documentary L/C/clean L/C 跟单信用证/
光票信用证
10．deferred payment L/C/anticipatory L/C 延
付信用证/预支信用证
1 1．back to back L/Creciprocal L/C 对背信用
证/对开信用证
12．traveller's L/C(or:circular L/C) 旅行信用
证
9.3 信用证有关各方 Parties in L/C
1. opener 开证人：
（1）applicant 开证人（申请开证人）（2）
principal 开证人（委托开证人） （3）accountee
开证人（4）accreditor 开证人（委托开证人）
237
（5）opener 开证人（6）for account of Messrs
付（某人）帐（7）at the request of Messrs 应
（某人）请求（8）on behalf of Messrs 代表某
人（9）by order of Messrs 奉（某人）之命（10）
by order of and for account of Messrs 奉（某
人）之命并付其帐户 （11）at the request
of and for account of Messrs 应（某人）得要
求 并 付 其 帐 户 （ 12 ） in accordance with
instruction received from accreditors 根据已
收到得委托开证人得指示
2．beneficiary 受益人
（1）beneficiary 受益人 （2）in favour of 以
（某人）为受益人 （3）in one's favour 以……
为受益人 （4）favouring yourselves 以你本人
为受益人
3．drawee 付款人（或称受票人，指汇票）
（1）to drawn on (or :upon) 以（某人）为付
款人 （2）to value on 以（某人）为付款人 （3）
to issued on 以（某人）为付款人
4．drawer 出票人
5. advising bank 通知行 (1)advising bank 通
知行(2)the notifying bank 通知行(3) advised
through… bank 通 过 … 银 行 通 知 (4)advised
by airmail/cable through…bank 通过…银行
238
航空信/电通知
6．opening bank 开证行(1)opening bank 开证
行 (2)issuing bank 开 证 行 (3)establishing
bank 开证行
7．negotiation bank 议付行 （1）negotiating
bank 议付行 （2）negotiation bank 议付行
8．paying bank 付款行
9．reimbursing bank 偿付行
10．the confirming bank 保兑行
9.4 Terms and Conditions in L/C
1) Amount 信用证金额
a. amount RMB￥… 金额：人民币 b．up to an
aggregate amount of Hongkong Dollars 累计
金额最高为港币… c. for a sum (or :sums)
not exceeding a total of GBP… 总金额不得超
过英镑… d．to the extent of HKD… 总金额
为港币… e．for the amount of USD… 金额为
美元… f．for an amount not exceeding total of
JPY… 金额的总数不得超过…日元的限度
2) Stipulations for the shipping Documents
a. available against surrender of the following
documents bearing our credit number
and the full name and address of the opener 凭
交出下列注名本证号码和开证人的全称及地

239
址的单据付款
b．drafts to be accompanied by the documents
marked(×)below 汇票须随附下列注有（×）的
单据
c ． accompanied against to documents
hereinafter 随附下列单据
d. accompanied by following documents 随
附下列单据
e. documents required 单据要求
f. accompanied by the following documents
marked(×)in duplicate 随附下列注有(x)的单据
一式两份
g. drafts are to be accompanied by… 汇票要
随附（指单据）……
3) Documents under an L/C 信用证所要求的
单据
a. Drafts（Bill of Exchange）
the kinds of drafts 汇票种类 （1）available by
drafts at sight 凭即期汇票付款 （2）draft（s）
to be drawn at 30 days sight 开立 30 天的期票
（3）sight drafs 即期汇票 （4）time drafts 远
期汇票
Drawn clauses 出票条款(即出具汇票的法律
依据): * All darfts drawn under this credit
240
must contain the clause “Drafts drawn Under
Bank of…credit No.…dated…”本证项下开具
的汇票须注明“本汇票系凭 xxx 银行__年__月
__日第__号信用证下开具”的条款;
* Drafts are to be drawn in duplicate to our
order bearing the clause “Drawn under United
Malayan Banking Corp.Bhd.Irrevocable
Letter of Credit No.…dated July 12, 1978” 汇
票一式两份，以我行为抬头，并注明“根据马
来西亚联合银行 1978 年 7 月 12 日第……号不
可撤销信用证项下开立”
* Draft（s）drawn under this credit to be
marked ： “Drawn under…Bank L/C
No.……Dated (issuing date of credit)” 根据本
证开出得汇票须注明“凭 xxx 银行__年__月__
日（按开证日期）第__号不可撤销信用证项下
开立”
*Drafts in duplicate at sight bearing the
clauses“Drawn under…L/C No.…dated…” 即
期汇票一式两份，注明“根据 xxx 银行信用证
__号，日期____开具”
*Draft(s) so drawn must be in scribed with the
number and date of this L/C 开具的汇票须注
上本证的号码和日期
*Draft(s) bearing the clause: ”Drawn under
241
documentary credit No.…(shown above)
of…Bank” 汇票注明“根据 xxx 银行跟单信用
证____号(如上所示）项下开立”
b. Invoice
1). signed commercial invoice 已签署的商业
发票 （in duplicate 一式两 in triplicate 一式
三 份 in quadruplicate 一 式 四 份 in
quintuplicate 一式五份 in sextuplicate 一式
六份 in septuplicate 一式七份 in octuplicate
一 式 八 份 in nonuplicate 一 式 九 份 in
decuplicate 一式十份）
2)．beneficiary's original signed commercial
invoices at least in 8 copies issued in the name
of the buyer indicating
（ showing/evidencing/specifying/declaration
of）the merchandise, country of origin and any
other relevant information. 以买方的名义开
具、注明商品名称、原产国及其他有关资料，
并经签署的受益人的商业发票正本至少一式
八份
3) ． Signed attested invoice combined with
certificate of origin and value in 6 copies as
reuired for imports into Nigeria. 以签署的，连
同产地证明和货物价值的，输入尼日利亚的联
242
合发票一式六份
4) ． beneficiary must certify on the
invoice…have been sent to the accountee 受益
人须在发票上证明，已将……寄交开证人
5)．4% discount should be deducted from total
amount of the commercial invoice 商业发票的
总金额须扣除 4%折扣
6)．invoice must be showed: under A/P No.…
date of expiry 19th Jan. 1981 发票须表明：根
据第……号购买证，满期日为 1981 年 1 月 19
日
7) ． documents in combined form are not
acceptable 不接受联合单据
8．combined invoice is not acceptable 不接受
联合发票
d. Bill of Loading——提单
1) full set shipping（company's）clean on board
bill（s）of lading marked "Freight Prepaid" to
order of shipper endorsed to … Bank,
notifying buyers 全套装船（公司的）洁净已装
船提单应注明“运费付讫”，作为以装船人指示
为抬头、背书给……银行，通知买方
2) bills of lading made out in negotiable form
作成可议付形式的提单
243
3) clean shipped on board ocean bills of lading
to order and endorsed in blank marked
"Freight Prepaid" notify: importer（openers,
accountee） 洁净已装船的提单空白抬头并空
白背书，注明“运费付讫”，通知进口人（开证
人）
4)full set of clean “on board” bills of
lading/cargo receipt made out to our order/to
order and endorsed in blank notify buyers
M/S … Co. calling for shipment from China to
Hamburg marked “Freight prepaid” /
“Freight Payable at Destination”全套洁净“已
装船”提单/货运收据作成以我（行）为抬头/空
白抬头，空白背书，通知买方……公司，要求
货物字中国运往汉堡，注明“运费付讫”/“运费
在目的港付”
5) bills of lading issued in the name of… 提单
以……为抬头
6) bills of lading must be dated not before the
date of this credit and not later than Aug. 15,
1977 提单日期不得早于本证的日期，也不得
迟于 1977 年 8 月 15 日
7) bill of lading marked notify: buyer, “Freight
Prepaid” “Liner terms” “received for
shipment” B/L not acceptable 提单注明通知

244
买方，“运费预付”按“班轮条件”，“备运提单”
不接受
8) non-negotiable copy of bills of lading 不可
议付的提单副本
e. Certificate of Origin
1．certificate of origin of China showing 中国
产 地 证 明 书 stating 证 明 evidencing 列 明
specifying 说明 indicating 表明 declaration
of 声明
2．certificate of Chinese origin 中国产地证明
书
3．Certificate of origin shipment of goods of …
origin prohibited 产地证，不允许装运……的
产品
4．declaration of origin 产地证明书（产地生
明）
5．certificate of origin separated 单独出具的
产地证
6．certificate of origin “form A” “格式 A”产地
证明书
7．genetalised system of preference certificate
of origin form “A” 普惠制格式“A”产地证明
书
f. Packing List and Weight List

245
1．packing list detailing the complete inner
packing specification and contents of each
package 载明每件货物之内部包装的规格和内
容的装箱单
2．packing list detailing… 详注…的装箱单
packing list showing in detail… 注明……细节
的装箱单
3． weight list 重量单 weight notes 磅码单
（重量单） detailed weight list 明细重量单
g. Other Documents
full set of forwarding agents＇ cargo receipt
全套运输行所出具之货物承运收据
air way bill for goods consigned to…quoting
our credit number 以……为收货人，注明本证
号码的空运货单 parcel
post receipt 邮包收据
Parcel post receipt showing parcels addressed
to…a/c accountee 邮包收据注明收件人：通
过……转交开证人
parcel post receipt evidencing goods consigned
to…and quoting our credit number 以……为
收货人并注明本证号码的邮包收据
certificate customs invoice on form 59A
combined certificate of value and origin for

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developing countries 适用于发展中国家的包
括价值和产地证明书的格式 59A 海关发票证明
书
pure foods certificate 纯食品证书
combined certificate of value and Chinese
origin 价值和中国产地联合证明书
a declaration in terms of FORM 5 of New
Zealand forest produce import and export and
regultions 1966 or a declaration FORM the
exporter to the effect that no timber has been
used in the packing of the goods, either
declaration may be included on certified
customs invoice 依照 1966 年新西兰林木产品
进出口法格式 5 条款的声明或出口人关于货物
非用木器包装的实绩声明，该声明也可以在海
关发票中作出证
Canadian custtoms invoice（revised form）all
signed in ink showing fair market value in
currency of country of export 用出口国货币
标明本国市场售价，并进行笔签的加拿大海关
发票（修订格式）
Canadian import declaration form 111 fully
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signed and completed 完整签署和填写的格式
111 加拿大进口声明书
3). The Stipulation for Shipping Terms
1. loading port and destination 装运港与目的
港
1) despatch/shipment from Chinese port
to… 从中国港口发送/装运往……
2 ） evidencing shipment from China
to…CFR by steamer in transit Saudi Arabia
not later than 15th July, 1987 of the goods
specified below 列明下面的货物按成本加运费
价格用轮船不得迟于 1987 年 7 月 15 日从中国
通过沙特阿拉伯装运到……
2．date of shipment 装船期
1）bills of lading must be dated not later than
August 15, 1987 提单日期不得迟于 1987 年 8
月 15 日
（2）shipment must be effected not later than
（or on）July 30,1987 货物不得迟于（或于）
1987 年 7 月 30 日装运
（ 3 ） shipment latest date… 最 迟 装 运 日
期：……
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(4)evidencing shipment/despatch on or
before… 列明货物在…年…月…日或在该日
以前装运/发送
(5)from China port to … not later than 31st
August, 1987 不迟于 1987 年 8 月 31 日从中国
港口至……
3．partial shipments and transhipment 分运与
转运
（1） partial shipments are (not) permitted
(不)允许分运
（2） partial shipments (are) allowed
(prohibited) 准许(不准)分运
（3） without transhipment 不允许转运
（4） transhipment at Hongkong allowed 允
许在香港转船
（5） partial shipments are permissible,
transhipment is allowed except at… 允许
分运，除在……外允许转运
（6） partial/prorate shipments are perimtted
允许分运/按比例装运
(7)transhipment are permitted at any port
against, through B/lading 凭联运提单允许在
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任何港口转运
4) Date & Address of Expiry
1. valid in…for negotiation until… 在……议
付至……止
2 ． Draft(s) must be presented to the
negotiating(or drawee)bank not later than…
汇票不得迟于……交议付行(受票行)
3．expiry date for presention of documents…
交单满期日
4．draft（s） must be negotiated not later
than… 汇票要不迟于……议付
5．this L/C is valid for negotiation in China
（or your port） until 15th, July 1977 本证于
1977 年 7 月 15 日止在中国议付有效
6．bills of exchange must be negotiated within
15 days from the date of bills of lading but not
later than August 8, 1977 汇票须在提单日起
15 天内议付，但不得迟于 1977 年 8 月 8 日
7．this credit remains valid in China until 23rd
May, 1977（inclusive） 本证到 1977 年 5 月 23
日为止，包括当日在内在中国有效
8．expiry date August 15, 1977 in country of
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beneficiary for negotiation 于 1977 年 8 月 15
日在受益人国家议付期满
9．draft（s） drawn under this credit must be
presented for negoatation in China on or
before 30th August, 1977 根据本证项下开具
的汇票须在 1977 年 8 月 30 日或该日前在中国
交单议付
10．this credit shall cease to be available for
negotiation of beneficairy＇s drafts after 15th
August, 1977 本证将在 1977 年 8 月 15 日以后
停止议付受益人之汇票
11 ． expiry date 15th August, 1977 in the
country of the beneficiary unless otherwise 除
非另有规定（本证）于 1977 年 8 月 15 日受益
人国家满期
12．draft（s） drawn under this credit must be
negotiation in China on or before August 12,
1977 after which date this credit expires 凭本
证项下开具的汇票要在 1977 年 8 月 12 日或该
日以前在中国议付，该日以后本证失效
13．expiry （expiring） date… 满期日……
14．…if negotiation on or before… 在……日
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或该日以前议付
15．negoation must be on or before the 15th
day of shipment 自装船日起 15 天或之前议付
16．this credit shall remain in force until 15th
August 197 in China 本证到 1977 年 8 月 15 日
为止在中国有效
17．the credit is available for negotiation or
payment abroad until… 本证在国外议付或付
款的日期到……为止
18．documents to be presented to negotiation
bank within 15 days after shipment 单据需在
装船后 15 天内交给议付行
19 ． documents must be presented for
negotiation within…days after the on board
date of bill of lading/after the date of issuance
of forwarding agents＇ cargo receipts 单据需
在已装船提单/运输行签发之货物承运收据日
期后……天内提示议付
5) The Guarantee of the Opening Bank
1. we hereby engage with you that all drafts
drawn under and in compliance with the terms
of this credit will be duly honored 我行保证及
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时对所有根据本信用证开具、并与其条款相符
的汇票兑付
2 ． we undertake that drafts drawn and
presented in conformity with the terms of this
credit will be duly honoured 开具并交出的汇
票，如与本证的条款相符，我行保证依时付款
3 ． we hereby engage with the drawers,
endorsers and bona-fide holders of draft（s）
drawn under and in compliance with the terms
of the credit that such draft（s） shall be duly
honoured on due presentation and delivery of
documents as specified （ if drawn and
negotiated with in the validity date of this
credit） 凡根据本证开具与本证条款相符的汇
票，并能按时提示和交出本证规定的单据，我
行保证对出票人、背书人和善意持有人承担付
款责任（须在本证有效期内开具汇票并议付）
4 ． provided such drafts are drawn and
presented in accordance with the terms of this
credit, we hereby engage with the drawers,
endorsers and bona-fide holders that the said
drafts shall be duly honored on presentation
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凡根据本证的条款开具并提示汇票，我们担保
对其出票人、背书人和善意持有人在交单时承
兑付款
5．we hereby undertake to honor all drafts
drawn in accordance with the terms of this
credit 所有按照本条款开具的汇票，我行保证
兑付
6) Reimbursement
1．instruction to the negotiation bank 议付行
注意事项
（1）the amount and date of negotiation of
each draft must be endorsed on reverse hereof
by the negotiation bank 每份汇票的议付金额
和日期必须由议付行在本证背面签注
（2）this copy of credit is for your own file,
please deliver the attached original to the
beneficiaries 本证副本供你行存档，请将随附
之正本递交给受益人
（3）without you confirmation thereon （本证）
无需你行保兑
（4）documents must be sent by consecutive
airmails 单据须分别由连续航次邮寄（注：即
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不要将两套或数套单据同一航次寄出）
（ 5 ） all original documents are to be
forwarded to us by air mail and duplicate
documents by sea-mail 全部单据的正本须用
航邮，副本用平邮寄交我行
（6）please dispatch the first set of documents
including three copies of commercial invoices
direct to us by registered airmail and the
second set by following airmail 请将包括 3 份
商业发票在内的第一套单据用挂号航邮经寄
我行，第二套单据在下一次航邮寄出
（ 7 ） original documents must be sent by
Registered airmail, and duplicate by
subsequent airmail 单据的正本须用挂号航邮
寄送，副本在下一班航邮寄送
（8）documents must by sent by successive（or
succeeding） airmails 单据要由连续航邮寄送
（9）all documents made out in English must
be sent to out bank in one lot 用英文缮制的所
有单据须一次寄交我行
2．methods of reimbursement 索偿办法
（1） in reimbursement, we shall authorize
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your Beijing Bank of China Head Office to
debit our Head Office RMB Yuan account
with them, upon receipt of relative documents
偿付办法，我行收到有关单据后，将授权你北
京总行借记我总行在该行开立的人民币帐户
（2）in reimbursement draw your own sight
drafts in sterling on…Bank and forward them
to our London Office, accompanied by your
certificate that all terms of this letter of credit
have been complied with 偿付办法，由你行开
出英镑即期汇票向……银行支取。在寄送汇票
给我伦敦办事处时，应随附你行的证明，声明
本证的全部条款已经履行
（3）available by your draft at sight payable
by us in London on the basis to sight draft on
New York 凭你行开具之即期汇票向我行在伦
敦的机构索回票款，票款在纽约即期兑付
（4）in reimbursement, please claim from our
RMB ￥ account held with your banking
department Bank of China Head Office
Beijing with the amount of your negotiation
偿付办法，请在北京总行我人民币帐户中索回
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你行议付之款项
（5）upon presentation of the documents to us,
we shall authorize your head office backing
department by airmail to debit the proceeds to
our foreign business department account 一俟
向我行提交单证，我行将用航邮授权你总行借
记我行国外营业部帐户
（ 6 ） after negotiation, you may reimburse
yourselves by debiting our RMB￥ account
with you, please forward all relative
documents in one lot to us by airmail 议付后
请借记我行在你行开立的人民币帐户，并将全
部有关单据用航邮一次寄给我行
（7）all bank charges outside U.K. are for our
principals account, but must be claimed at the
time of presentation of documents 英国境外发
生的所有银行费用应由开证人负担，但须在提
交单据是索取
（ 8 ） negotiating bank may claim
reimbursement by T.T. on the…bank
certifying that the credit terms have been
complied with 议付行 须证明本证 条款已旅
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行，并按电汇条款向……银行索回货款
（ 9 ） negotiating bank are authorized to
reimburse themselves to amount of their
negotiation by redrawing by airmail at sight
on…bank attaching to the reimbursement
draft their certificate stating that all terms of
the credit have been complied with and that
the original and duplicate drafts and
documents have been forwarded to us by
consecutive airmail 议付行用航邮向……银行
重开一份即期汇票索取议付条款。索偿汇票须
附上证明，声明本证所有条款已履行，单据的
正副本已由连续航次寄交我行
9.5 Practical Operations---Documentation
1. Specimen 2. Assignment

第十讲 外贸业务中的商务谈判 Business

Negotiation in Foreign Trade

10.1 国际商务谈判常识
商务谈判的一般原则
1） 客观性原则：尊重事实，实事求是，不感
情用事；

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2） 求同存异原则：寻求共同点，保留分歧，
逐步解决
3） 公平竞争原则：通过竞争，从对方承诺的
行为中获得自己尽可能大的利益；
4） 妥协互补原则：相互妥协，相互让步，互
有进退，互惠互利；
5） 合法原则：依法办事，守法经营，遵循国
际法和国际惯例，尊重对方国家的风俗习惯
和宗教信仰。
6） 时效原则：追求效率，降低成本，应对国
际市场商品行情急剧变化的特点；
7） 最低目标原则：确定最低目标是谈判的底
线，在此基础上争取更大利益。
谈判的主要事宜
1）了解对手：产品国际国内行情，对手的有
利及不利条件，对手关注的焦点，对手的谈判
风格，
2）确定谈判目标：理想目标，可接受目标和
最低目标
3）确定人选、分工、日程进度：谈判涉及的
商务、技术、生产、公关、法律等人员分清主
次，各司其职；谈判可能涉及的话题顺序、时
间长度、谈判策略；一般重要的在最佳时间谈
（多偏后）。
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4）制定具体谈判策略：进攻策略，让步策略，
报价策略（先介绍产品再报价，对价格进行分
割，价格比较，价格与其他相关优惠或有利条
件联系起来）/还价策略（询问紧迫策略----还
价时提出一些问题或变更一些条件，再从对方
的答复中摸清对方的底线；吹毛求疵策略；不
开先例策略；最后通牒策略），商务谈判 101
招。
5）谈判资料、场景、设施的准备：务必充分、
有利于谈判；特别是对方可能要求观看的内容
要提
前做好准备。
谈判用语节选
1）介绍自己
I ’ m a businessman from ABC Trading
Company, here is my card/business card.
I ’ m a sales manager of ABC Trading
Company, here is my business card.
Hello, my name is xxx, I ’ m a trade
representative of ABC Trading Company.
2) 来访目的
My coming here today is to trade with you.
I’m here today to have a business talk with
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you
We are desirous of entering into business
relations with you.
3) 公司介绍
Our company is a state-owned enterprise, with
more than 10 years’ experience in this line.
We deal in computers and have been in this
lien for 10 years.
We specialize in garments and our company
was founded in 1990
4) 产品介绍
Our products are very popular in Canada
because they are good in quality and
reasonable in price.
Our products sell well in Canadian market
since they are fresh in design and fine in
workmanship.
Our products are of superior quality and
favorable prices. This is the best seller of this
year.
5) 询问对某产品感兴趣
May I know what particular items you are
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interested in?
Which item are you interested in?
Would you tell me what articles you are keen
on?
6) 索取资料
May I have a look at your samples?
Can you show me your latest catalogue?
We’d like to have your catalogues and price
list for study.
7) 询价
Would you give me an indication of price?
May I know the prices?
May I have an idea of your prices?
8) 报价
We can offer you 500 tons of soybeans at
USD50 per ton CIF C2 New York.
Here is our offer for 1000 sets moutain bikes.
We’d like to quote you our best price for 200
dozen sports shoes at USD34 per pair CFR
EMP(European Main Ports) for shipment in
June.
9) 无现货供应
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The goods you are interested in are out of
stock at present
We are sorry for being unable to supply
Article No. 21 from stock now since they have
been sold out.
I’m afraid we can’t meet your requirement
for this item.
10) 推荐替代品
If you are in urgent need of the goods, we’d
like to recommend our new product to you.
If you are badly in need of this item, we
suggest that you try our new product as a
substitute for the one you required for.
If you need the goods urgently, we suggest you
try our new brand.
11) 发盘有效期
This offer is good for three days.
Our offer remains valid/open from this
Thursday until June 3.
Our price is subject to your reply reaching
here on or before June 3.
12) 抱怨价格高
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Your price is on the high side. It’s impossible
for us to accept it/for us to work on it/it’s
unworkable.
Your price is out of line with the prevailing
market.
Your price is 5% higher than the other
suppliers’.
13) 表明价格上涨的原因
Prices can’t be taken separately from quality.
I’m afraid you have to take the quality into
consideration when you judge a price.
The international market has gone up greatly
in recent monthes.
14) 价格商议
May I suggest we go fifty-fifty and close the
gap?
How about meeting each other half-way with
the gap?
What do you think of reducing the price by
2%?
15) 给与佣金或折扣
As a rule, we don’t allow any commission. But
264
if your order is over USD5000, we will
consider giving 2% commission.
As an encouragement of business, we’ll allow
you 2 percent commission.
With an eye to our future business, we will
grant you a special discount of 2% That’s the
best we can do.
16) 询问支付方式
What mode of payment do you wish to accept?
Well, I’m glad to say that we’ve settled the
price. What about the terms of payment?
This time I’d like to have your proposal about
the payment terms.
17) 建议某种支付方式
I wonder if you would accept payment by D/P.
It would help me greatly if you could accept
payment by D/P.
If you agree to accept D/P, we can compromise
on other terms.
18) 要求信用证付款的理由
We only accept payment by irrevocable letter
of credit in order to get the banker ’ s
265
guarantee.
As the financial market is unstable, payment
by L/C will give us the bank’s gurantee.
L/C is a reliable and safe method of payment,
and it protects the seller as well as the buyer.
19) 不愿接受信用证付款的理由
Opening L/C causes us a lot of expenses
because it requires a certain sum of deposit in
the bank,
In opening a L/C, I have to pay a deposit and
that will tie up my funds and add to the cost of
my imports.
As the world market is rather dull, it doesn’t
pay to adopt L/C for an order as small as ours.
20）发货、发货日期和运输 PRODUCTS ，
QUALITY AND MODIFICATIONS
We can live with the other terms, but the
delivery date is too soon.
Couldn''t you make it ...... instead of ......? That
would give us enough time to assemble the
machine and meet the deadline set by our
customer.
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I don''t think we can meet the delivery date
you suggest.
Couldn''t you extend the delivery period
by ...... or so? That would make things much
easier for us.贵方
Yes, I think we could bring the date forward
by ...... or so. But I''d have to check with
Headquarters before I can give you a firm
promise.
Now, as far as delivery dates are concerned,
there shouldn''t be any problems.
You mustn''t let us down on delivery dates.
We can let you have the first batch in ...... and
the balance in about ......,from today, that is.
O.K., that''s agreed then. ......pcs in ...... and
the rest in early .......

10.2 商务谈判实例 ( 一 )
Dan Smith 是一位美国的健身用品经销商，
此次是 Robert Liu 第一回与他交手。就在短
短几分钟的交谈中， Robert Liu 既感到这位
大汉粗犷的外表，藏有狡兔的心思――他肯定
是沙场老将，自己绝不可掉以轻心。双方第一
回过招如下：
D: I'd like to get the ball rolling （开始） by
267
talking about prices.
R: Shoot. （洗耳恭听） I'd be happy to answer
any questions you may have.
D: Your products are very good. But I'm a
little worried about the prices you're asking.
R: You think we about be asking for
more?(laughs)
D: (chuckles 莞尔 ) That's not exactly what I
had in mind. I know your research costs are
high, but what I'd like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I
don't know how we can make a profit with
those numbers.
D: Please, Robert, call me Dan. (pause) Well, if
we promise future business ―― volume sales
（大笔交易）―― that will slash your costs
（大量减低成本） for making the Exec-U-ciser,
right?
R: Yes, but it's hard to see how you can place
such large orders. How could you turn over
（ 销 磬 ） so many? (pause) We'd need a
guarantee of future business, not just a
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promise.
D: We said we wanted 1000 pieces over a
six-month period. What if we place orders for
twelve months, with a guarantee? （共同信念）
on this.
NEXT DAY
D: Robert, I've been instructed to reject the
numbers you proposed; but we can try to come
up with some thing else.
R: I hope so, Dan. My instructions are to
negotiate hard on this deal ―― but I'm try
very hard to reach some middle ground （互相
妥协） .
D: I understand. We propose a structured deal
（阶段式和约） . For the first six months, we
get a discount of 20%, and the next six months
we get 15%.
R: Dan, I can't bring those numbers back to
my office――they'll turn it down flat （打回
票） .
D: Then you'll have to think of something
better, Robert.
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R: If you can guarantee that on paper, I think
we can discuss this further.
商务谈判实例 ( 二 )
Robert 回公司呈报 Dan 的提案后，老板很
满意对方的采购计划 ; 但在折扣方面则希望
Robert 能继续维持强硬的态度，尽量探出对
方的底线。就在这七上七八的价格翘翘板上，
双方是否能找到彼此地平衡点呢？请看下面
分解 :
R: Even with volume sales, our coats for the
Exec-U-Ciser won't go down much
D: Just what are you proposing?
R: We could take a cut （降低） on the price.
But 25% would slash our profit margin （毛利
率） .We suggest a compromise ―― 10%.
D: That's a big change from 25! 10 is beyond
my negotiating limit. (pause) Any other ideas?
R: I don't think I can change it right now.
Why don't we talk again tomorrow?
D: Sure. I must talk to my office anyway. I
hope we can find some common ground
10.3 商务谈判实践
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1 ） You are Li Meimei from Guangdong
Longhua Trading Company Limited and are
now having a talk with Mr. Jackson, a
customer from ABC Co., Ltd., Finland. He is
quite interested in your Energy Saving
Electronic Lamps. It’s your first meeting,
please have a face-to-face talk with Mr.
Jackson according to the following particulars
and pay attention to the points marked with *
Buyer: Mr. Jackson of ABC Company
Limited, Finland
Seller: Li Ming from Guangdong Longhua
Trading Co., Ltd.
Commodity: Triangle Brand Energy-Saving
Electronic Lamps
Quantities: 5000 pieces of Art. NO. TR-3U-
A 110V 5W & Art. No. TR-3U-A 110V 7W
each
*Prices: Seller offers: Art. NO. TR-3U- A
110V 5W USD3.00/pc CIF Helsinki for 5000
pcs
Art. No. TR-3U-A
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110V 7W USD3.50/pc CIF Helsinki for 5000
pcs
Buyer counter-offers Art. NO.
TR-3U- A 110V 5W USD2.50/pc CIF Helsinki
for 5000 pcs
Art. No. TR-3U-A
110V 7W USD3.00/pc CIF Helsinki for 5000
pcs
Agreement: to set the price at 2.80 and 3.35
respectively.
Payment terms: by irrevocable sight L/C to
be opened 30 days before the time of shipment
Time of shipment: In December 2003
2) Host a business negotiation according to the
following requirements
买方: 荷兰达民贸易公司
卖方：广州花城进出口公司
产 品 ： 光 管 支 架 （ Holdersfor fluorescent
lamp）
卖方规格及目标价格 FOB 广州
Art. No. H-20 USD1.40/pc; Art. No. H-30
USD2.00/pc; Art. No. H-40 USD2.50/pc;
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 买方目的市场同类产品价格
Art. No. H-20 USD2.40/pc; Art. No. H-30
USD3.00/pc; Art. No. H-40 USD3.50/pc;
其他条件：包装: 12pcs/CTN, 退税：17%，
信用证通知费：200 元；议复费：1.25%, 托
收费：1%，欧洲及北美地区邮寄费：20 美元，
运费：1x20‘FCL3800 美元，运杂费 2800 元，
保险费：1.75%， 国内进货价(含 17%退税)
Art. No. H-20 8 元/pc; Art. No. H-30 10 元
/pc; Art. No. H-40 12 元/pc; 货物包装状况：
Art. No. H-20 45x35x40cm/CTN; Art. No.
H-30 120x35x40/CTN; Art. No. H-40
150x35x40/CTN；
买 方 要 求 ： CIF Rotterdam Art. No. H-20
USD1.60/pc; Art. No. H-30 USD2.20/pc; Art.
No. H-40 USD2.60/pc; 70%不可撤销信用证
发货前 30 天开到，30%D/A 发货后 50 天结清；
2002 年 10 月发货，质量等级以德国工业标准
DIS1987005 为准，质量验收以目的港收货后
20 天内 SG 检验结果为准，15%违约赔偿，
仲裁在中国进行。如能满足上述要求，年订单
量可达 10 货柜。
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卖 方 条 件 ： FOB 广 州 Art. No. H-20
USD2.00/pc; Art. No. H-30 USD2.40/pc; Art.
No. H-40 USD3.00/pc; 80%不可撤销信用证
发货前 30 天开到，20%D/P；2002 年 12 月发
货，质量等级以德国工业标准 DIS1987005 为
准，质量验收以 CCIB 检验证书为准，违约金
按合同金额 10%计，仲裁在中国进行。如年
订单量达到 10X20FCL，在后续订单中给与
9%的价格折扣或折算成实物。

第十一讲 国际市场营销 International

Marketing
11.1 出口营销策划的基本概念
Marketing Strategies （营销策划）是一种战略
行为，而非战术行为。主要是根据各方面的信
息，经过分析，对销售活动进行战略上的指导。
但不能代替销售活动本身。
外贸企业的营销行为分为五种：生产观念
product concept（企业内部管理），产品观念
product concept（提高产品质量），推销观念
selling concept，营销观念 marketing concept(4
p: product, price, place, promotion)，社会营销

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观念 social marketing concept
营销策划的目标/任务:分析市场，提供战略指
导：分析市场、对手、产品、客户、销售手段。

11.2 购买者行为分析
市场：人口，购买力，购买欲
产品：消费品/工业品
影响顾客购买行为的因素： 文化、社会、个
人、心理等。个人因素包括年龄、职业、收入、
个性等。
集团购买：购买者少，但金额大，相对集中，
相对稳定，专业化理性化购买，能带来派生需
求。
11.3 产品
产品生命周期：介绍期，增长期，成熟期，衰
退期。
整体产品概念：核心产品（顾客购买产品所希
望得到的根本利益），有形产品（产品的实体，
包括外观，款式，包装，牌号，质量，特色等），
附加产品（顾客需要得到的附加利益，如售后
服务，保证，信贷，交货等）
出口产品的设计策略：产品与宣传的直接延伸
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（产品用途与使用方式在国内外市场上基本
一致时），产品延伸，宣传改变（产品用途不
同，但使用方式相同，可直接出口，并改变宣
传策略），产品改变，宣传延伸，双重改变，
发展出口新产品。
11.4 销售渠道
销售渠道的长度：销售过程中中间环节的
多少
销售渠道的宽度：广泛分销/密集分销，独
家分销，选择性分销。
产品进入海外市场的渠道：间接销售，直
接销售，国外生产。
11.5 价格策略
成本定价 市场定价 竞争导向定
价
11.6 促销决策
广告 人员推销 营业推广 公
关
11.7 出口营销报告/国际市场营销策划书
环节：收集材料，分析材料，撰写报告
1． 阶段性营销活动总目标：段性目标及实
现手段（或上级下达的目标能否完成，如何
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 完成），目标分解（按区域市场，按类别，
按销售小组等分解）
2． 销售环境分析：国内外政治、经济、地
理环境简介），自身生产能力、技术实力、
资金状况、人员状况、经营及管理状况分
析），目标市场的分布情况（如此分布的优
势与劣势）
3． 对手状况分析（主要对手，也许是国外
的，也许是国内的）：行业内市场份额的分
布状况，对手的主要产品及技术、质量、功
能等特点，对手的价格策略及其他营销策
略，对手产品及营销策略的不足之处。
4． 目标市场的详细情况：购买力，消费倾
向，甚至外交关系等。
5． 我方产品的定位：规格型号、使用质量，
其他质量，功能、技术特点、生产地点、售
后服务的保证能力，相关服务的保证能力
等，取得的经验与存在的不足以及这些不足
的改进措施，可能遇到的内部与外部问题
等）
6． 我方产品的价格策略及其他营销措施：
以往的价格策略和营销措施的成功经验与
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 失败原因，新的策略的可行性与注意事项。
7． 销售目标的详细分解及其理由，
8． 后续策略 ：广告宣传，销售人员的培训，
技术人员的培训，客户销售人员的培训，合
资或合作或其他进一步扩大销售的基本方
向
9． 营销成本核算：新产品开发（如果有）
的周期与人力财力的投入，广告宣传、参加
各类展览或其他大型促销活动的大致费用，
销售人员的开支，其他费用。
10． 应特别注意的问题
第十二讲 其他国际贸易形式简介 Other
Forms of International Trade

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