最新外贸技巧集锦

阿里巴巴出口通

目录

1. FOB 条款下的风险及防范

2. 采购是如何通过报价判断供应商的

3. 寄样知识大全

4. 商务英语

5. 外贸人实用网址

6. 沃尔玛验厂细节

FOB 条款下的风险及防范

摘要：

出口贸易中的 FOB 货量连年大幅攀升，目前在沿海开放地区 FOB 出口货量比重甚至达到 80％。尽管 FOB

本身并不是产生贸易风险的直接原因，但它确实在为无单放货一路推波助澜。国外进口商使用 FOB 条款并

指定境外船公司、货代或无船承运人安排运输，使得我国出口商面临的潜在贸易风险越来越多。因此我国

出口企业应该提高风险防范意识，采取各种措施以规避潜在的风险。

正文：

近年来，我国的国际贸易合同中出口以 FOB 价格条款成交，进口以 CIF 价格条款成交的比例逐渐增多，

某些外贸企业已达 80％以上，甚至超过了贸易额本身的增长幅度。究其原因，我们发现，不少中国卖／买

方认为，出口以 FOB 价格条款成交，进口以 CIF 价格条款成交，卖方／买方比较省事，可以省却耗费在

租船订舱、投保等环节上的诸多精力及费用，全力以赴做好与贸易本身有关的工作。也有不少新走进国际

市场的外贸企业，由于业务不熟练，常常对于包含在整个国际贸易过程中的运输、保险等环节研究不多，

或者说重视不够。

但从现在 FOB 条款合同日益增长的情况来看，其对外贸企业而言并不省心、省事。目前在我国以 FOB

价格条款成交的出口合同中，收货人指定船公司的少，指定境外货代的多，这并不符合 FOB 条款的含义。

出口合同以 FOB 价格条款成交的比例为什么越来越大?弊端在哪里?出口商该如何应对?这是本文将要重点

探讨的问题。

一、出口 FOB 条款合同增多的原因

1．20 世纪 80 年代，我国的对外贸易实行的是国家统制政策，除少数三资企业外，外贸经营权局限于

各级的专业外贸公司，国家为保护国轮和保险业的发展，提出了出口做 CIF、进口做 FOB，这成为当时对

外贸易洽谈运输条款的准则。20 世纪 90 年代以前，上述贸易条款占 80％以上。但自从 1988 年外贸企业

试行自负盈亏以来，各公司以至各业务员对外成交往往以盈亏为前提，因此，很少再去考虑保国轮、保国

险等因素，这样在对方要求 FOB 价格条款时，也不去做更多的说服工作，甚至还抱有现在生意难做，不要

说多了反而把生意说跑了的顾虑。

2．20 世纪 90 年代以后，随着我国航运市场改革的深入和航运市场的开放，各外资班轮公司纷纷抢滩

中国的主要沿海港口。外资船公司的进入，为国外买家指定船公司提供了条件。同时随着三资企业的蓬勃

发展，国家逐步放开进出口经营权，我国已不再是专业外贸公司一统天下的局面，而是形成了大经贸的格

局。加之国际贸易也从卖方市场转变为买方市场，出口做 CIF 除国有企业有一定的传统影响外，其他企业

是随行就市，使出口 FOB 的货量有一定程度的上升。

3．随着境外船公司进军中国航运市场，境外货运代理也蜂拥而入。由于外国班轮公司、货代企业的服

务好，价格优惠，门到门服务到位，国外买主都愿意指定外国班轮公司和货代安排运输。因此在同我国外

贸公司磋商合同条款时，买主要求签订 FOB 合同条款。尤其是自从我国《国际海运条例》出台以来，获得

“无船承运人一 NVOCC”经营资格许可证的中外企业已达 1600 多家，这为国外贸易商指定境外船公司、货

代或 NVOCC 安排运输提供了更优越的条件。境外货代、无船承运人的活跃，使我国出口做 FOB 指定代

理的货量急剧上升。

4．外国班轮公司在占据我国航运市场一定份额以后，便利用班轮公会、运价组织的名义，在我国航运

市场频频炒作运价。1997 年以来班轮公司屡屡涨价，涨价次数频，涨价幅度大，涨价通知急都是历史上罕

见，使原来略有盈利的运费支出变为无利甚至反亏，迫使中国货主为规避运价风险，对外主动使用 FOB 贸

易术语。另一方面船公司又纷纷让利于外国的 FOB 买主和 CIF 卖主，利用其垄断优势地位挤压我国货主

的利润空间，在运费之外向中国货主收取各种不合理的附加费，甚至是重复收费，最典型的如 21302 年初

强制向我国货主征收 THC(码头操作费，Terminal Handling Charge)。这样在出口 FOB 贸易术语下，原本

由国外买家承担的班轮运费中应包含的 THC 费用，却强加在中国货主头上。因此近几年来出口做 FOB 的

货量连连飚升，有些外资企业已达到 80％以上，而且还有上升的趋势。

二、出口合同以 FOB 价格条款成交的弊端

1．FOB 价格条款如指定船公司，在船公司舱位紧张的情况下，不一定保证能订到舱。对 FOB 价格条

款货物，船公司通过电脑查出运价低、又不是大客户的，往往不安排箱位。据有的外贸公司反映，当他们

在赶交货期时，某船公司声称没有箱子，需从别处调箱，要增加调箱费用 500 美金。而此时我方货已备好，

如不能及时装运，则意味着与信用证规定不符，因此只好支付高昂的调箱费用。指定船公司的另外一个弊

端就是，往往卖方从备货到付运时间比较急促，而船公司在港口通常每周只有一个航班，若我方货备不齐，

就得等下周才能出运，而延误装运期需买方修改信用证，遇上国际市场起了变化，对方不修证，而我方货

已备好，则损失是肯定的了。

2．FOB 条款合同下更多的是客户指定货代，而不是指定船公司，这对卖方来讲风险就更大了。目前，

我国出口商使用的 FOB 条款大多数是进口商要求的，由买方指定境外货代或无船承运人(NVOCC)安排运

输，买方往往接受契约承运人(或称无船承运人一 NVOCC)提单，托运人、发货人、收货人由买方在 L／C

中明确。目前使用契约承运人提单越来越多，而对船公司来说，托运人往往又不是货主本身，而是契约承

运人，甚至是收货人本身，因此在 FOB 出口条件下，恶意的无单放货风险越来越大。

有些被指定的境外货代或 NVOCC 存心不良，与买方合谋串通。大多是以小金额的订单试几票，让发

货人感到结汇安全，然后就以较大金额的订单骗货。这里出问题的关键在于契约承运人提单只能提供给卖

方作结汇之用，它不是物权凭证，真正的物权凭证——船公司提单掌握在 NVOCC 手里，NVOCC 凭船公

司提单把货提取出来，买方则不去银行赎单，使出口企业货、款两空。也有些客户特意设置境外货代或

NVOCC 来国内进行骗货。近几年来，在出口 FOB 条件下发生的无单放货案例屡见不鲜，货主往往是货、

款两空。

2002 年 1 月颁布的《中华人民共和国国际海运条例》及其细则对无船承运人的管理很松，没有注册资

金的要求，也没有必须从事过货运代理业务的资格要求，更重要的是没有责任保险的要求，只要求交 80

万元押金、提单报备就可以取得无船承运人资格。对于境外的无船承运人，虽规定由中国境内的代理人代

办手续，但没有规定代办人要承担的责任。这对货主的利益来说是没有保证的。如果遇到存心不

良的无船承运人搞无单放货，货主将损失惨重。

三、如何避免 FOB 条款陷阱

通过对上述问题的分析，我们会发现，此类欺诈通常导致一种无奈的结局：真正获益的境外公司逃之

夭夭，我国国内的卖方却必须承担惨重损失。而这种损失其实源于卖方接受 FOB 条款及买方指定的契约承

运人签发的 HOUSE 提单所造成的。因此，我国出口商应从以下几个方面进行风险防范：

1．作为国内卖方，在订立国际贸易合同时应当保持警惕，充分注意到 FOB 条款的风险，针对不同的

客户进行不同程度的风险控制。人们常说：只有完美的客户，没有完美的交易条件。在具体操作中，对于

那些不知底细的客户，信誉不良的客户要严格遵守操作规定，高度警惕，严格把关，切不可操之过急，否

则会事与愿违的。但对于信誉较好的老客户，也不可掉以轻心，要随时关注他的业务的变化，并设立风险

控制底线，不可将口子开得太大，以免掉进恶性循环的泥潭。

2．签订出口合同时，应尽量签订 CIF 或 CFR 条款，力拒 FOB 条款，避免外商指定船公司、境外货

代或无船承运人安排运输，由我方掌握安排运输的主动权。总体来讲，在出口业务中采用 CIF 或 CFR 术

语成交要比采用 FOB 有利。因为在 CIF 条件下，国际货物买卖中涉及的三个合同(买卖合同、运输合同和

保险合同)都由卖方作为其当事人，他可根据情况统筹安排备货、装运、投保等事项，保证作业流程上的相

互衔接。另外，有利于发展本国的航运业和保险业，增加服务贸易收入。FOB 条款增多，对国轮、保险业

的发展都不利，近几年来随着我国对外贸易的发展，我国的三大船公司(中远、中海、外运)都有长足的发

展，如果外贸为规避运费上涨风险而去做 FOB 价，就会使国轮的发展失去货源基础。国轮壮大不起来，最

后受害者是国家和国内的发货人，因为外轮占据了航运市场的主要份额，我国失去了对外运输的主动权，

将使进出口易受制于人。现在从北美、欧洲向我国出口的运费是低的，增强了他们出口产品的竞争力；反

之我国出口运价水平持续偏高，削弱了我产品出口的竞争力。

3．如外商坚持 FOB 条款并指定船公司、境外货代或无船承运人安排运输，可接受知名的船公司，尽

量避免接受指定的境外货代或无船承运人。争取采用船公司提单取代货代提单。船公司大多信誉良好，即

便有时凭担保将货放给客户，但一旦出现问题，会凭借其信誉与实力，妥善地处理纠纷，其信誉度远非货

代公司可比。如外商仍坚持指定的境外货代或无船承运人，为不影响出口，必须严格按程序操作。对指定

的境外货代或无船承运人的信誉要进行严格的调查，了解是否有我国合法代理人向交通部办理无船承运人

资格的手续，同时要求其国内的合法代理人或无船承运人出具保函，承诺被指定境外货代或无船承运人安

排运输的货物到达目的港后必须凭信用证项下银行流转的正本提单放货，否则要承担无单放货的赔偿责任。

只有这样，一旦出现无单放货，才能有依据进行索赔。

4．拒绝接受“记名提单”。在国际贸易中提单具有物权凭证的法律功能，出口方可通过控制提单来有效

控制和支配提单项下货物所有权，确保收取货款。但对于记名提单这种做法却并非万无一失，使用“记名提

单”不仅会引起因对方无单提货而导致的风险和纠纷，而且会在以后如发货人因故要将货物退运、转运或委

托第三方提货等方面造成很难解决的人为障碍。因为在此种提单项下，只有提单的收货人才有权对提单项

下的货物进行处置。

在 L／C 支付条件下，可接受在提单收货人一栏中注明“凭开证行或付款行指令”(To order of xxxbank)

的“指示提单”。另外，提单背书转让时，要尽量使用“空白背书”，其道理与原因和前述相同，如不使用“空

白背书”，一旦双方发生争执，出口人就有可能不便行使，甚至失去对滞于目的港码头的货物的处置权。

5．投保“短期出口信用险”，以规避并转化风险。中国人民保险公司海外业务部已建立起一套信用调查

体系和风险追偿体系，通过投保信用险，由保险公司去调查客户的信用，以规避可能出现的风险。在风险

事故产生时，通过代位权的转移，由保险公司通过不同的渠道对有关责任方进行追索，无论结果如何，均

可在规定的期限内得到一定程度的赔偿。这种方式不仅效果好，还省去了大量的人力、精力和费用。

采购是如何通过报价判断供应商的

价格给买家报过去了，半天没有个回应。真是“买家心，海底针啊”，恨不得天天对着镜子说：

“魔镜魔镜告诉我，买家到底想什么”。下面是一位有着丰富采购经验的采购商的经验分享，希

望对大家给客户建议时有所帮助。

询价，是采购的日常工作。从供应商对买家询价的反馈——“报价”，则可以初步判断供应商的

概况(从很小的细节也可以看出供应商的能力素质及配合度)。

一、报价速度：

快速的报价速度，说明这家供应商队这个产品很熟悉很内行，对产品的材料耗用，人工费等等胸

中有数，也许他正在做这款或者类似产品。

最好，摸准采购商的上班时间，报价过去，这样买家打开邮箱第一眼就注意到你。

（成功客户：前两天去温州乐清拜访客户时，做医药的王经理就向我们讲述了三天搞定订单的成

功经历：当时看到买家的采购信息后，王经理算好买家的上班时间给买家报价过去，然后又给买

家去了通电话，这样买家对这个客户留下了深刻印象，马上就回复了。随后，又通过邮件和 TM

经过五六回的沟通，就把订单拿下了。）

反之，很长时间报不出价格，一两天甚至两三天还在吭哧吭哧的说不出个所以然，这很可能表明

这个供应商对这种产品不了解不熟悉，对原料、工艺、人工都无法准确核算。即使过了多天报出

了价格，那也是他四处打听来的。

二、报价构成：

精确地报价应该是有几个部分构成的：原材料价格和用量、人工费、包装运输费、管理费税金利

润。

能够细分为以上几大项报价的人，表明他即懂工艺，也很坦诚，不隐瞒不欺骗，明明白白的赚钱。

采购接到这样的报价，便于分项审核各项的正确性、合理性，并可以根据其它类似货品的分项构

成来对比，还询问其它人，最终判断这个报价是否合理。发现哪一项不合适，可以针对该项进行

洽谈，而不是泛泛地说“太贵了”，最后形成了像自由市场买菜那样的，没有任何事实依据的讨价

还价。俗，且无效！

对于笼统地只报总价的供应商，这个总价中的分项构成不明确，即使总价不高，但也为以后的合

作埋下隐患。

比如，某产品的主要材料是黄铜，用量是 1 公斤，目前黄铜价格是 55 元/公斤，供应商报价材料

费 60 左右是合适的。当市场的黄铜价格有大的波动，比如涨价超过 10%，供应商提出产品要相

应涨价，是合理的。如果跌价超过 10%，采购提出降价也是合理的。

如果不细分，则当原料涨价的时候，供应商提出产品也要涨价。但是，涨多少是合理的呢？这又

造成了供需双方反复洽谈，浪费时间也影响感情。

三、报价的有效期

很多产品，原材料成本占产品成本的比重很大，当原材料价格大幅波动的时候，产品的总成本也

随之变动很大，甚至把合理利润给“吃掉”了。所以很多有经验的供应商的报价都注明“本报价的

有效期 10 天（1 个月）”等。因为从报价到下单到供应商买材料，期间要经过好多环节，较长时

间。万一这个时期内原料价格大幅变动，会影响双方的合作。

看到标明了有效期的报价，意味着这个供应商对原材料市场有密切关注，并且供应商愿意赚自己

应该赚的钱，原材料的钱不是他预期的利润来源。

不标明有效期的报价，当市场原料波动，供应商要涨价的时候，采购方肯定觉得这供应商是“奸

商”，不讲信用，说了的不算数。造成了供需双方的误解。

当然，从报价判断供应商，不止以上三个方面，欢迎和大家探讨自己的经验，并且用到我们的电

话中去!

寄样知识大全

一、明确自己公司的寄样原则' b * f - w* }+ y" y8 _ 6 |

1、清楚自己公司的定位及海外拓展策略

•是实力有限, 海外拓展初期的、希望有力控制公司销售成本的公司？还是实力雄厚、

希望加大海外拓展力度，愿意多投入的公司？ # R " g) B& s. z8 N ! L , q/ H3 B

•是前者，可以量入为出；是后者，样品方面（样品、运费）可多做预算。 2 O : R % c5 O& U 4 M , | / G

•建议根据客户等级建立样品寄送标准。. s3 ~3 b % q / V / S9 B$ R5 n " m

•从公司的角度对一定销售期间的样品数量及金额做预算。 ( X ) q 8 P - e/ x. ?

2、对潜在客户作深入的分析判断( t % H4 s" o% t

•一般来讲，对于合作已久，知其底细的老客户，可考虑样品费、运费全免。

•设计客户背景调查表（见附件），用以了解新客户；如果是有诚意的客户，不会计较

互相深入了解，而且会提出很有针对性的询价和寄样要求。 5 k ) S p7 c' v K

•对于有诚意的新客户，可告知虽然样品可免费提供，但从发展双方业务计，请对方付

运费。2 -̂ q3 K; h * E : Q ' W5 D

•希望能一次性提供多个样品，且不愿支付任何费用的，经进一步详细分析（对方公司

背景，样品用途等）后，酌情处理。

3、与产品相关 0 U ]2 N5 [% N. _ ; H

•从公司的角度，首先要明确样品及运费成本。

•要让客户知道，即使样品免费，无论其货值如何，都是您公司的运营成本。

•样品价值高、运费也贵的，无论新老客户，请对方谅解，本着共同发展的原则，希望

对方分担运费。7 @ / Z l, h9 J3 s ( y ( s

•可事先准备标准模版信，就样品寄送问题作基本阐明。

4、了解客户索样的用途，为今后订单铺底。客户常见的索样用途有以下几种：

•纯粹收集样品做分析比较

•产品有关参数测试: j F _+ A. C1 d 3 ̂ $ x8 x

•最终用户的使用体验; f 3 u/ j/ s/ x + K ! N9 K& x6 w

•潜在的、可见的订单 2 V' T% A f 8 d 1 m/ {, X* I

5、正确心态： 不是只有带来订单的样品投入才有价值

•想想做广告吧。只有让更多的人知道，才有可能有更多更好的效果。 6 ~$ h& n 9 O ' w4 I" E) S$ L

•即便暂时没有订单，也可以通过客户反馈，了解目标市场的最新行情、产品需改进的

要素及产品线的 R&D 方向。

•有些产品如纺织品，需作成分检查；如手机，需经过相关入网测试（一般 2-3 个月），

所以需耐心等待。

二、寄样和无需寄样的几种情况$ n " G/ a$ w" ̂ / C * k * [

（一）、不需寄样的情况：

这类大概均属“素昧平生”型的。这种情况比较普遍，相信大家早已有所耳闻，就是说

以前根本没有联系的贸易公司突然以传真的形式（或类似形式）表示对您的产品感兴趣。具

体我想还可以分两种：& }* m7 e ) S 5 } , r1 }; q$ s

1、“单口相声”类：

概念、特征：希望能够提供样品供检测，同时要求提供公司简介、营业执照、法人名片

等资料，通常有固定格式。如果寄样品过去，那么会很快得到答复，并要求去该公司所在地

签定合同（从收到样品到下单的时间可以用神速来形容。 & Q . ~ 5 ?* d& m/ o' v 4 R

评价：这些公司一般都是自己有办公场所，但他们不是真正做生意的。至于为什么这样，

我还在苦思冥想中„„% w7 a% F # Q 7 r

这种实体一般是挂着香港等企业分公司的牌子，沿海地区较多。

3 f ) H 2 y 5 f( R* {% d ! d 7 I 2 \8 u

2、“双簧”类：

概念特征：这种比上面的“单口相声”要高明一点点（一点点而已）。顾名思义，这里

需要两方面的密切配合。即 A 厂（没有联系过的）突然电话告之曰：“我方为一生产厂家，

现在需要你方作我方的 XX 区销售独家代理。（云云）„„”正当你困惑之时，有一另外一

单位--称 B 厂（同样没有联系过）电话告之急需什么什么产品，而这种产品正是 A 厂提供的；

这样一来，你对 A 厂的怀疑也许就会被 B 厂的询盘所掩盖，这样就上钩了。然后你就会 be led

by the nose.甲乙两方你来我往，好似双簧，吃亏的当然不会是他们。 % W ; Y . M, ?% r$ p

评价：甭管大骗还是小骗，总之他们的宗旨是“骗就一个字”！这种情况主要发生在内

陆地区。2 P, F4 T : c 7 k 9 W# M

对于这两种骗术其实很容易防范，只要大家不要贪图小便宜就好。要知道努力之后都不

一定有成果，何况送上门来免费的午餐？2 M% E / M ) D3 g. M( k& V 1 L

（二）、应该寄样的情况：

1、自己联系的国内、外公司，在经过几次磋商（询盘、报盘、还盘等）后，为了使客

户更深入地了解自己的产品，可以考虑送样！这一种情况应该是比较正常的情况了。 + ] 4 o8 H- ?' [ / L + ~

2、对于一些规模较大、在行业范围内较有名气的客户，要主动出击，主动拜访，主动

递上资料，否则抢不到先机，在市场竞争中恐怕就落入困境了。 # _! Y1 u% D 1 ~ 6 F

如果是自己主动寄样，所寄的样品也不一定太多，有代表性一点，或造型新颖一点就可

以了。但样品的质量一定要保证，要知道样品它代表的就是你们公司，样品不好，等于给你

们公司的名称上贴上了劣等标签，给对方留下不好的第一印象。第一印象一旦形成，以后可

能很难改变了。所以大家一定要注意给客户的“第一印象”——样品的质量。+ c( Q4 W( d 0 } $ C# K* Z + X! {

如果是客户要求寄样，应该尽量满足对方合理的要求；注意，我这里讲“合理”，如果

对方一次性要几十种样品，工厂可能不会一下子拿出这么多产品，或是基于费用的问题也不

想拿出太多，这样就需要同对方商量一下。有的客户会同意寄几款有代表性的；有的客户仍

然全部都要，但可以给你时间让你准备或是分批交样。在这种情况下我还是赞成尽量满足客

户要求的。

三）、可寄可不寄的情况：

实际上，在与一部分潜在客户打交道的过程中，你会感到做出寄样的决心与做出不寄的

决心几乎相等的情况，我把它单独归纳出来。

这里，潜在客户要么不大，要么产品不是十分的匹配，联系可能也不太频繁和热烈，所

以让人提不起精神来。我想这种情况就会体现出企业宗旨的差异了。如果说你的工厂规模较

大，样品费几乎不是问题，完全可以负担得了，而且工厂也希望通过各种途径扩大企业的知

名度，那就不妨一试，毕竟这也是一个机会；但如果你的工厂没有过多富余的资金，或没有

专门的这项预算，企业也是本着稳妥的市场开发方针，那就不必寄了。 7 r 5 O ' r, i9 }" Z

这两种寄与不寄也没有什么好与不好的分别，这是不同企业情况所体现的差异，这种差

异的存在也是完全正常的。

但一些人秉着“工厂要有骨气”的思想，说碰到不付样品费的就不寄样，这种一概而论

的观点未免偏颇。毕竟你是在给自己（的工厂）联系业务，到时候没钱赚亏的也不是别人，

干吗要义气行事呢？这跟骨气没有丝毫的关系。

三、面对样品费的苦恼& a' G1 o # p . T 9 H

供应商面对样品费更苦恼!供应商是如此想的。0 M + z $ j! k9 @

1、考虑成本。面对一个接一个的询盘,样品,运费这是一块大的开销。满腔的热情和期

望,而后一次次只是集市飘然而过。谁不心痛.谁还有心情? ' Q( m' w - h 7 } , A% I2 I

2、考验采购商的诚心。一个真正的采购商谁会在乎这么一点运费!而且有的供应商都有

个考虑,如果采购商继续给予定单的话,样品费是免费的,在付款时扣。% S " U* b, E! L 6 } ; Q' K9 k

3、防 COPY。 中国的供应商之间,竞争者之间,COPY 是很平常的,拿来,借来,偷来主义。借着

样品采购,COPY 供应商的产品。

商务英语：

24种外贸基本英文信函

1． 请求建立商业关系

Rogers Chemical Supply Co. 10E.22Street Omaha8, Neb Gentlemen: We have obtained

your name and address from Aristo Shoes, Milan, and we are writing to enquire whether

you would be willing to establish business relations with us. We have been importers of

shoes for many years. At present, We are interested in extending our, range and would

appreciate your catalogues and quotations. If your prices were competitive we would

expect to transact a significant volume of business. We look forward to your early

reply.Very truly yours

自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司

经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公

司必大额订购。 烦请早日赐复。 此致

2.回复对方建立商业关系的请求

Thank you for your letter of the 16th of this month. We shall be glad to enter into business

relations with your company. In compliance with your request, we are sending you, under

separate cover, our latest catalogue and price list covering our export range. Payment

should be made by irrevocable and confirmed letter of credit. Should you wish to place an

order, please telex or fax us.

本月 16 日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和

报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。 此致 敬

礼

3.请求担任独家代理

We would like to inform you that we act on a sole agency basis for a number of

manufacturers. We specialize in finished cotton goods for the Middle eastern market: Our

activities cover all types of household linen. Until now, we have been working with your

textiles department and our collaboration has proved to be mutually beneficial. Please refer

to them for any information regarding our company. We are very interested in an exclusive

arrangement with your factory for the promotion of your products in Bahrain. We look

forward to your early reply. `

本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。 与

贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。 盼望能

成为贵公司独家代理，促销在巴林市场的货品。 上述建议，烦请早日赐复，以便进一步联

系合作。 此致 敬礼

4.拒绝对方担任独家代理

Thank you for your letter of 1 September suggesting that we grant you a sole agency for

our household linens. I regret to say that, at this stage, such an arrangement would

breather premature. We would, however, be willing to engage in a trial collaboration with

you company to see how the arrangement works. It would be necessary for you to test the

market for our products at you end. You would also have to build up a much larger turnover

to justify a sole agency. We enclose price lists covering all the products you are interested

in and look forward to hearing from you soon.

9 月 1 日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成

熟，不能应允该安排深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下

基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之

营业额。奉上该货品之报价单，敬希查照。专此候复。 此致 敬礼

5.同意对方担任独家代理

Thank you for your letter of 12 April proposing a sole agency for our office machines. We

have examined our long and, I must say, mutually beneficial collaboration. We would be

very pleased to entrust you with the sole agency for Bahrain. From our records, we are

pleased to note that you have two service engineers who took training courses at our Milan

factory .the sole agency will naturally be contingent on you maintaining qualified after sales

staff. We have drawn up a draft agreement that is enclosed. Please examine the detailed

terms and conditions and let us know whether they meet with your approval. On a personal

note, I must say that I am delighted that we are probably going to strengthen our

relationship. I have very pleasant memories of my last visit to Bahrain when you

entertained me so delightfully .I look forward to reciprocating on your next visit to Milan.

My very best wishes to you and your wife.

4 月 12 日建议担任为公室器具之独家代理来信已经收悉。 过去双方合作皆互利互助，能获

您的眷顾作我公司于巴林的独家代理，殊感荣幸。 据知您公司两服务技师曾到我公司米兰

工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。现随信附

上协议草稿， 请查实各项条款 ，惠复是盼。 能加强业务，我亦感到欣喜，前次到访巴林，

蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。 此致 敬礼

6.借引荐建立业务关系

At the beginning of this month , I attended the Harrogate toy fair. While there, I had an

interesting conversation with Mr. Douglas Gage of Edutoys plc about selecting an agency

for our teaching aids. Douglas described your dynamic sales force and innovative approach

to marketing. He attributed his own company‟s success to your excellent distribution

network that has served him for several years. We need an organization like yours to

launch our products in the UK. Our teaching aids cover the whole field of primary education

in all subjects .Our patented „Matrix‟ math apparatus is particularly successful. You may

have reservations about American teaching aids suiting your market. This is not a problem

since we have complete range of British English versions. I enclose an illustrated catalogue

of our British English editions for your information. Please let me have your reactions to the

material. I shall be in London during the first two weeks of October. Perhaps we could

arrange a meeting to discuss our proposal.

本用初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯•盖齐先生一谈，

提及本公司正物色代理人推广教学器材一事。 盖齐先生赞扬贵公司积极推广产品，不断推

出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本

公司在英国经销产品。 本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器

材更傲视同侪。 除美国教学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司

无需忧虑切合市场需求。 现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝

贵意见。本人拟于 10 月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈? 此

致 敬礼

7. 与过去有贸易往来的公司联系

We understand from our trade contacts that your company has reestablished itself in Beirut

and is once again trading successfully in your region. We would like to extend our

congratulations and offer our very best wishes for your continued success. Before the war

in Lebanon, our companies were involved in a large volume of trade in our textiles. We see

from our records that you were among our best tem customers. We very much hope that

we can resume our mutually beneficial relationship now that peace has returned to

Lebanon. Since we last traded, our lines have changed beyond recognition. While they

reflect current European taste in fabrics, some of our designs are specifically targeted at

the Middle Eastern market. As an initial step, I enclose our illustrated catalogue for your

perusal. Should you wish to receive samples for closer inspection, we will be very happy to

forward them. We look forward to hearing from you.

从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻喜讯，不胜欢欣。谨祝业务蒸蒸日上。

黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公司更是本公司十大客户之一。现今战事平

息，亟盼能重展双方互惠的业务联系。 自上次合作至令，产品款式变化极大。除了有迎合

欧洲人口味的款式这外，亦有专门为中东市场而设计的产品。现奉上配有插图的商品目录供

初步参考。职需查看样本，还望赐知。

8.确认约会

I would like to confirm our appointment to discuss the possibility of merging our

distribution networks. I am excited of the prospect of expanding our trade. As agreed, we

will meet of our office in Bond Street at 9.30a.m.on Monday 20 March. I have scheduled

the whole day for the meeting. If for any reason you are unable to attend, please phone me

so that we can make alternative arrangements. Please let me know if you would like our

office to arrange hotel accommodation. I look forward with great pleasure to our meeting.

承蒙拨冗讲讨论合并双方销售网，以扩大贸易发展范围，深感兴奋。现特修函确定会议日程。

谨于 3 月 20 日星期一在邦德街办公室候教，请贵公司代表于当日早上 9 时莅临指导。若因

故未能抽空出席，烦请致电告知，以便另行安排会晤。 未知是否需代为安排旅馆膳宿?请尽

早赐知，以便早作准备，款待贵客。 谨此预祝会谈成功。

9.感谢客户订货

Gillette-burns Co. 322 Greenwood street Cleveland 5,Ohio Gentlemen: Thank you for your

order No.464 of 20 September. The models you selected from our showroom went out

today under my personal supervision. The package is being airfreight to you on Swissair.

The relevant documentation is enclosed enjoyed meeting you and hopes that this order

represents the beginning of a long and prosperous relationship between our companies.

The next time you visit us, please let me know in advance so that I can arrange a lunch for

you with our directors. Sincerely yours

谢谢 9 月 20 日第 464 号定单。今天我已新自监督发送您自展览室挑选的产品。该产品随附

有关文件经瑞士航空公司运送。 很荣幸与你会面，衷心希望是次定单能加强双方的关系。

下次到访前，烦请赐知，俾能安排与本公司董事共进午餐。

10.向长期客户推销新产品

I enclose an illustrated supplement tour catalogue. It covers the latest designs, which are

now available from stock. We are most gratified that you have, for several yeas. Include a

selection of our products in your mail-order catalogues. The resulting sales have been very

steady. We believe that you will find our new designs most attractive. They should get a

very good reception in your market. Once you have had time to study the supplement,

please let us know if you would like to take the matter further. We would be very happy to

send samples to you for closer inspection. For your information, we are planning a range of

classical English dinner services that should do well in the North American market. We will

keep you informed on our progress and look forward to hearing from you. 随函寄奉配有插

图的商品目录附页，介绍最新设计的产品。贵公司的邮购目录多年来收录本公司产品，产品

销售成绩理想，特此致以深切谢意。最新设计的产品巧夺天工，定能吸引顾客选购。烦请参

阅上述附页，需查看样本，请赐复，本公司乐意效劳。 本公司现正设计一系列款式古典的

英国餐具，适合北美市场需求。如感兴趣，亦请赐知。 愿进一步加强联系，并候复音。

11. 为商贸指南兜揽广告

Thank you for your business. You are currently represented in our directory. This is the only

directory of its kind, which reaches all companies in the building and construction industry in

the UK. Advertising in our directory was a wise move on your part. We are currently compiling

a new edition of the directory which will be published in April 1995.The new edition will be

expanded to include major manufacturers of plumbing equipment in the European Community.

For proper coverage in the directory, you ought to appear in more than one category. If you do

opt for a multiple listing, you will be able to buy space in additional categories at half price. You

can be assured that the new edition will be on the desks of all the major decision makers in the

building and hardware trades. Please complete the enclosed form and return it with the

appropriate fee. Thanks again for your business.

衷心感谢惠顾。贵公司商号已刊登在本公司的商贸指南中。该指南乃唯一覆盖英国全部建筑公司

的刊物，在此刊登广告确是明智之举。 现下筹备 1998 年 4 月版 的贸易批南，新版会罗列欧洲

贡同体的主要铅管业制造商。为达到出色的宣传效果，贵公司宜考虑在不同类别刊登广告。如蒙

惠顾，除首个广告外，其余类别的广告将可获半价优惠。 该指南将分送给所有建筑公司和五金

器具公司主管。烦表填妥随附表格，连同广告费用一并寄回。 专此盼候佳音。

12. 请求客户作推荐人

Thank you for your letter of 2 November. We are delighted to hear that you are to please with

the refurbishment of your hotel. As your know .in our line of work, we depend on good, reports

about our projects to win further business. Our clients always shop around and look for

references before committing themselves. With your permission, we would like to use your

hotel as a reference when we discuss similar refurbishments in the hotel industry. Would you

agree to our suggesting that future clients should call you? It would also be most helpful if we

could occasionally bring a client to look at your hotel. We would, of course, stay overnight at

least. I‟ll call you next week to hear your reaction. Thanks again for you kind words.从 11 月 2

日的来函得悉阁下对贵饭店的整修感到满意，此消息对本公司实是一鼓励。 设计行业重视声誉，

客人在选择设计公司时必然会有所比较。如蒙允许，本公司欲请贵饭店作推荐人，证明有关整修

的质素。未知可否让其他客户来电垂询? 此外，如获允准间或联同客户前来参观贵饭店整修，定

必有莫大帮助。当然，本公司会预订房间，至少留宿一晚。

13. 通知客户价格调整

We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997.

You will see that there have been number of changes in our product range. A number of

improved models have been introduced. Out range of washing machines has been completely

revamped. Many popular lines, however, have been retained unchanged. You will be aware

that inflation is affecting industry as a whole .Ws have been affected like everyone else and

some price increases have been unavoidable. We have not, however, increased our prices

across the board, In many cases, there is a small price increase, but in others, none at all. We

can assure you that the quality of our consumer durables has been maintained at a high

standard and that our service will continue to be first class. We look forward to receiving your

orders.

谨谢上新的商品目录和价格表。修订价格定于 1997 年 4 月 1 日起生效。产品系列有一大革新，

增加了不少改良的型号，扒出一系列新款的洗衣机，但许多款的开动号仍保持不变。通货膨胀影

响整个工业连带令货品价格上涨。虽然如此，本公司并未全面提升价格，调整幅度亦不大。 本

公司坚守一贯信念，务求出产优质之耐用消费品，迎合顾客的需要。 谢谢贵公司多年惠顾，盼

继续合作。

14. 说明价格调整原因

I enclose our new price list, which will come into effect, from the end of this month. You will see

that we have increased our prices on most models. We have, however, refrained from doing so

on some models of which we hold large stocks. We feel we should explain why we have

increased our prices. We are paying 10% more for our raw materials than we were paying last

year. Some of our subcontractors have risen there by as much as 15%. As you know, we take

great pride in our machines and are jealous of the reputation for quality and dependability that

we have achieved over the last 40 years. We will not compromise that reputation because of

rising costs. We hope, therefore decided to raise the price of some of our machines. We hope

you will understand our position and look forward to your orders.

现谨附上本公司新价格表，新价格将于本月底生效。除了存货充裕的商品外，其余大部分货品均

已调升价格。是次调整原因是原材料价格升幅上涨 10%，一些承包商的价格调升到 15%。 过

去 40 年，本公司生产的机器品质优良、性能可靠。今为确保产品质量，唯有稍为调整价格。上

述情况，还望考虑。愿能与贵公司保持紧密合作。

15.回复感谢信

We greatly appreciate your letter describing the assistance you received in solving your

air-conditioning problems. We are now in our fifty-year of operation, and we receive many

letters like your indicating a high level of customer satisfaction with our installation. We are

pleased that our technical staff assisted you so capably. We would like you to know that it you

need to contact us at any time in the future. Our engineers will be equally responsive to your

request for assistance. If we can be of service to you again, please let us know. Thank you

again for your very kind letter.

承蒙来信赞扬本公司提供的空调维修工程服务，欣喜不已。五年前开业至今，屡获客户来函嘉奖，

本公司荣幸之至。欣悉贵公司识技术人员的服务，他日苛有任何需要，亦请与本公司联络，本公

司定当提供优秀技师，竭诚效劳。在此谨再衷心感谢贵公司的赞赏，并请继续保持联络。

16. 请客户征询其它公司

Thank you for your enquiry of 5 May concerning silk blouses. We regret to say that we do not

manufacture clothing to your own designs to the highest European standards: Swan Textiles

corporation The industrial zone Shako. We supply the factor with all their silk materials. I

enclose a swatch of our stock materials for your examination. Should you desire any of these

samples made up into finished products, we can supply the swan factory with them. We hope

that this will be of help to you and wish you every success in your business dealings 谢谢 5 月

5 月日来函查询关于纡绸罩衫的事宜。 本公司只生产纡绸布料，供应纺织品批发商和制造厂家，

并没有制造成衣，因而未能接受贵公司订货，谨致万分歉意然而，本公司乐意推荐本地一家生产

优质男装的工厂，相信可按贵公司设计的款式制造符合欧洲最高标准的服装：蛇口工业区天鹅纺

织品公司。 该厂的丝绸布料全由本公司供应，随函了什样本以供查阅，如贵公司认为适合，本

公司乐意负责供应所需布料。愿上资料对贵公司有所帮助。 谨祝生意兴隆，事事顺达。

17. 改善服务

Thank you for your letter of 26 January. I apologize for the delivery problems you had with us

last month. I have had a meeting with our production and shipping managers to work out a

better system for handling your account .We know we made a mistake on your last order.

Although we have replaced it for you, we want to make sure it does not happen again. We have

devised the enclosed checklist to use for each of your future order. It includes your firm‟s

particular specifications, packing requirements and marking instructions. I believe can service

your company better and help you operations run more smoothly with this safeguard. Please

contact us if there are any additional points you would like us to include.

感谢 1 月 26 日来信。对上月贵公司更换所需货品，唯恐类似事件再发生，本公司生产、运输和

出口部经理已商议制订更有效方法处理贵公司事务，并为此特别设计清单。 随信奉上该清单，

供贵公司今后订货之用。当中包括特殊规格、包装要求和樗说明等栏目，相信此举有助本公司提

供更佳服务，促进双方合作。如欲增设任何栏目于该清单上，恳求惠示。

18. 拒绝客户的要求

Thank you for your enquiry of 25 August. We are always pleased to hear from a valued

customer. I regret to say that we cannot agree to your request for technical information

regarding our software security systems. The fact is, that most of our competitors also keep

such information private and confidential. I sincerely hope that this does not inconvenience you

in any way. If there is any other way in which we can help. Do not hesitate to contact us

again.8 月 25 日信收悉，谨此致谢。 来信要求本公司提供有关软件保密系统的技术资料，但鉴

于同行向来视该等资料为机密文件，本公司亦不便透露，尚祈见谅。我真诚地希望这样不会对贵

公司造成不便。如需本公司协助其他事宜，欢迎随时赐顾垂询。 祝业务蒸蒸日上!

19. 应付难办的客户

We have been doing business together for a long time and we value our relationship of late, we

have not been able to provide the kind of service we both want. The problem is that your

purchasing department is changing orders after they have been placed. This has led to

confusion and frustration for both of our companies. In several instances, you have returned

goods that were originally ordered. To solve the problem, I propose that on receipt of an order,

our sales staff contact you to verify it. If you decide on any changes, we will amend the order

and fax you a copy so that you can check it. I trust this system will cut down on delays and

errors, and allow our operations to run smoothly.

承蒙多年惠顾，本公司感激万分。然近来合作出现问题，令服务水准未能符合对方要求，本公司

为此提忧不已。 贵公司采部发出定单后，再三更改内容；更有甚者，屡次退回订购之货品，导

致了双方公司工作中的混乱和困惑。为避免问题日趋严重，特此在接到定单后，由本公司销售人

员与贵公司复核。若需作出改支，本公司把定单修改后电传副本，供贵公司查核。 盼望上述办

法经受减少延误，促进双方业务发展。

20. 祝贺新公司成立

It has just come to our attention that you have lately opened your new European headquarters

in Brussels. Congratulations on your bold venture. As you know, our companies have had a long

business association in the UK. We look forward to collaborating with you in your European

venture. Please let us know if we can be of any assistance to you. We will be delighted to help.

We wish you the very best of luck and a prosperous future.

我们注意到近期您公司在欧洲总部已经在布鲁赛尔开张，非常恭喜！您知道我们公司在英国有很

久的生意基础，我们希望与您公司在欧洲有个合作。如果需要我们的帮助，尽请告知我们，我们

会倾力相助。 祝生意兴隆！

21. 非正式的预约要求

Could we meet some time this month to discuss the hypermarket proposal? We want to make

decision by the beginning of next month. We would very much like to hear your thoughts

before we make any definite plans. Could you choose a venue for the meeting? I can fly to

London any time. Perhaps you would prefer Lyon or Paris? I leave it to you to choose. I look

forward to seeing you again.

您好!未知能否于本月会面，商谈有关特大自助市场的建议呢?我们准备于下月初作出最后决定。

在未订下明确计划之前，希望能咨询的意见。敢问能否选定会面地点?在伦敦、巴黎或里昂商谈

都可以，悉随尊便。 期待与您见面。

22. 物色代理商

Our company manufactures a range of printing presses that are used successfully by

companies in over 20 countries. A product specification brochure is enclosed. We are

considering expanding our products to new markets and we would appreciate you assistance.

In particular, we would like to identify the best agents who are currently serving the printing

industry in your region. We are looking for organizations, which conduct their business in a

truly professional manner. They must be fully conversant with the technical side of the printing

industry and have a comprehensive understanding of all the features of the lines t6hey

represent. We would be very grateful if you could take a few moments to send us the names of

three or four organizations that match our requirements. We shall then contact them to explore

the possibility of establishing a mutually acceptable business relationship. Thank you very much

for your time and consideration in this matter.

本公司生产的一系列印刷机，获二十多个国家的公司采用。随函附上产品规格说明书，谨供参考。

现为该产品开拓新市场，希望得知贵地区从事印刷工业的代理商资料。如蒙贵公司协助，将不胜

感激。如能拨冗寄来数个符合上述要求代理商商号，则感激不尽。本公司将与其联系，研究能否

建立互惠互利折业务关系。 右蒙惠告，不胜感荷!

23. 欢迎新代理商

I would like to welcome you to our organization. We are very pleased to have you on our ream.

I know that you will be equally proud of our products. Our European sales Representative,

Antoine Gering, will be in touch with you at regular intervals. Please feel to call him any time

you have a problem, if I can regular intervals. Please feel free to call him any time you have a

problem. If I can ever be of service, please call me. I am planning a trip to France next month,

and I am looking forward to meeting you. In the meantime, the best of luckiness with our

product line.

欢迎加入本公司成为我们的一分子。相信您也会以本公司的产品为荣。欧洲销售代理安东尼?格

林会定期与联络，遇有问题可与他商讨。若有其他需要，欢迎向我提出。 下月我将赴法国一游，

期望能与您会面。谨祝产品销量节节上升。

24. 要求约见

Would you be interested in stocking a radical new departure in laptop computers? I would very

much like to brief you on this great innovation. Could we make an appointment? The machine is

the same size as most laptops but comes with some totally new features. The retail price will

undercut its nearest competitor by at least 20%. I shall be in the UK from 1 September to 20

October. If you would like to know more, just fax or telex me.

贵公司有没有考虑配置最新型号的手提电脑?本公司诚意推介该崭新产品，盼能预约时间作一介

绍。 该电脑体积和同类电脑相仿，但配备多项先进功能。其零售价至少低于同行将近 20%。我

从 9 月 1 日至 10 月 20 日将会在 UK，如果您想要了解更多信息，请电传我。

外贸英语 900句

外贸英语 900 句之 询盘 Inquiry

（一）

Heavy enquiries witness the quality of our products.

大量询盘证明我们产品质量过硬。

As soon as the price picks up, enquiries will revive.

一旦价格回升，询盘将恢复活跃。

Enquiries for carpets are getting more numerous.

对地毯的询盘日益增加。

Enquiries are so large that we can only than allot you 200 cases.

询盘如此之多，我们只能分给你们 200 箱货。

Enquiries are dwindling.

询盘正在减少。

Enquiries are dried up.

询盘正在绝迹。

They promised to transfer their future enquiries to Chinese Corporations.

他们答应将以后的询盘转给中国公司

Generally speaking, inquiries are made by the buyers.

询盘一般由买方发出。

Mr. Baker is sent to Beijing to make an inquiry at China National Textiles Corporation.

贝克先生来北京向中国纺织公司进行询价。

We regret that the goods you inquire about are not available.

很遗憾，你们所询的货物现在无货。

In the import and export business, we often make inquiries at foreign suppliers.

在进出口交易中，我们常向外商询价。

To make an inquiry about our oranges, a representative of the Japanese company paid us a

visit.

为了对我们的橙子询价，那家日本公司的一名代表访问了我们。

We cannot take care of your enquiry at present.

我们现在无力顾及你方的询盘。

Your enquiry is too vague to enable us to reply you.

你们的询盘不明确，我们无法答复。

Now that we've already made an inquiry about your articles, will you please reply as soon as

possible?

既然我们已经对你们产品询价，可否尽快给予答复？

China National Silk Corporation received the inquiry sheet sent by a British company.

中国丝绸公司收到了英国一家公司的询价单。

Thank you for your inquiry.

谢谢你们的询价。

Words and Phrases

inquire 询盘；询价；询购

to inquire about 对...询价

to make an inquiry 发出询盘；向...询价

inquirer 询价者

enquiry 询盘

inquiry sheet 询价单

specific inquiry 具体询盘

an occasional inquiry 偶尔询盘

to keep inquiry in mind 记住询盘

（二）

May I have an idea of your prices?

可以了解一下你们的价格吗？

Can you give me an indication of price?

你能给我一个估价吗？

Please let us know your lowest possible prices for the relevant goods.

请告知你们有关商品的最低价。

If your prices are favorable, I can place the order right away.

如果你们的价格优惠，我们可以马上订货。

When can I have your firm C.I.F. prices, Mr. Li?

李先生，什么时候能得到你们到岸价的实盘？

We'd rather have you quote us F.O.B.prices.

我们希望你们报离岸价格。

Would you tell us your best prices C.I.F. Hamberg for the chairs.

请告诉你方椅子到汉堡到岸价的最低价格。

Words and Phrases

favorable 优惠的

firm price 实价，实盘

Will you please tell the quantity you require so as to enable us to sort out the offers?

为了便于我方报价，可以告诉我们你们所要的数量吗？

We'd like to know what you can offer as well as your sales conditions.

我们想了解你们能供应什么，以及你们的销售条件。

How long does it usually take you to make delivery?

你们通常要多久才能交货？

Could you make prompt delivery?

可以即期交货吗？

Would you accept delivery spread over a period of time?

不知你们能不能接受在一段时间里分批交货？

Could you tell me which kind of payment terms you'll choose?

能否告知你们将采用哪种付款方式？

Will you please tell us the earliest possible date you can make shipment?

你能否告知我们最早船期吗？

Do you take special orders?

你们接受特殊订货吗？

Could you please send us a catalog of your rubber boots together with terms of payment?

你能给我们寄来一份胶靴的目录，连同告诉我们付款方式吗？

he inquired about the varieties, specifications and price, and so on and so forth.

他询问了品种、花色和价格等情况。

We have inquired of Manager Zhang about the varieties, quality and price of tea.

我们向张经理询问了茶叶的品种、质量、价格等问题。

Words and Phrases

sales conditions 销售条件

to make delivery 交货

to make prompt-delivery 即期交货

payment terms 付款方式

special orders 特殊订货

报盘和还盘 Offer & Counter-Offer

（一）

We have the offer ready for you.

我们已经为你准备好报盘了。

I come to hear about your offer for fertilizers.

我来听听你们有关化肥的报盘。

Please make us a cable offer.

请来电报盘。

Please make an offer for the bamboo shoots of the quality as that in the last contract.

请把上次合同中订的那种质量的竹笋向我们报个价。

We are in a position to offer tea from stock.

我们现在可以报茶叶现货。

We'll try our best to get a bid from the buyers.

我们一定尽力获得买主的递价。

We'll let you have the official offer next Monday.

下星期就给您正式报盘。

I'm waiting for your offer.

我正等您的报价。

We can offer you a quotation based upon the international market.

我们可以按国际市场价格给您报价。

We have accepted your firm offer.

我们已收到了你们报的实盘。

We offer firm for reply 11 a.m. tomorrow.

我们报实盘，以明天上午 11 点答复为有效。

We'll let you have our firm offer next Sunday.

下星期天我们就向你们发实盘。

We're willing to make you a firm offer at this price.

我们愿意以此价格为你报实盘。

Could you offer us F.O.B. prices.

能想我们报离岸价格吗？

All your prices are on C.I.F. basis.

你们所有价格都是成本加运费保险费价格。

Can you make an offer, C & F London, at your earliest convenience?

您能尽快报一个伦敦港成本加运费价格吗？

I'd like to have your lowest quotations, C.I.F. Vancouver.

请报温哥华到岸价的最低价格。

Please make us a cable offer for 5 metric tons of walnut.

请电报 5 吨核桃仁的价格。

Our offer is RMB300 per set of tape-recorder, F.O.B. Tianjin.

我们的报价是每台收录机 300 元人民币，天津离岸价。

We quote this article at $250 per M/T C&F.

我们报成本加运费价每吨 250 美元。

Words and Phrases

offer 报盘，报价

to offer for 对...报价

to make an offer for 对...报盘（报价）

firm offer 实盘

non-firm offer 虚盘

to forward an offer (or to send an offer) 寄送报盘

to get an offer(or to obtain an offer) 获得...报盘

to cable an offer (or to telegraph an offer) 电报（进行）报价

offer and acceptance by post 通过邮政报价及接受

to accept an offer 接受报盘

to entertain an offer 考虑报盘

to give an offer 给...报盘

to submit an offer 提交报盘

official offer 正式报价（报盘）

（二）

My offer was based on reasonable profit, not on wild speculations.

我的报价以合理利润为依据，不是漫天要价。

We have received offers recently, most of which are below 100 U.S. dollars.

我们最近的报价大多数都在 100 美圆以下。

Moreover, We've kept the price close to the costs of production.

再说，这已经把价格压到生产费用的边缘了。

I think the price we offered you last week is the best one.

相信我上周的报价是最好的。

No other buyers have bid higher than this price.

没有别的买主的出价高于此价。

The price you offered is above previous prices.

你方报价高于上次。

It was a higher price than we offered to other suppliers.

此价格比我们给其他供货人的出价要高。

We can't accept your offer unless the price is reduced by 5%.

除非你们减价 5%，否则我们无法接受报盘。

I'm afraid I don't find your price competitive at all.

我看你们的报价毫无任何竞争性。

Let me make you a special offer.

好吧，我给你一个特别优惠价。

We'll give you the preference of our offer.

我们将优先向你们报盘。

I should have thought my offer was reasonable.

我本以为我的报价是合理的。

You'll see that our offer compares favorably with the quotations you can get elsewhere.

你会发现我们的报价比别处要便宜。

This offer is based on an expanding market and is competitive.

此报盘着眼于扩大销路而且很有竞争性。

Words and Phrases

quote 报价

quotation 价格

preferential offer 优先报盘

cost of production 生产费用

reasonable 合理的

competitive 有竞争性的

the preference of one's offer 优先报盘

wild speculation 漫天要价

（三）

Our offers are for 3 days.

我们的报盘三天有效。

We have extended the offer as per as your request.

我们已按你方要求将报盘延期。

The offer holds good until 5 o'clock p.m. 23nd of June, 1997, Beijing time.

报价有效期到 1997 年 6 月 22 日下午 5 点，北京时间。

All prices in the price lists are subject to our confirmation.

报价单中所有价格以我方确认为准。

This offer is subject to your reply reaching here before the end of this month.

该报盘以你方本月底前到达我地为有效。

This offer is subject to the goods being unsold.

该报盘以商品未售出为准。

Words and Phrases

subject to 以...为条件，以...为准

offer subject to our written acceptance 以我方书面接受为准的报盘

offer subject to sample approval 以样品确定后生效为准的报盘

offer subject to our final confirmation 以我方最后确认为准的报盘

offer subject to export/import license 以获得出口（进口）许可证为准的报价

offer subject to prior sale 以提前售出为准的报盘

offer subject to goods being unsold 以商品未售出为准的报盘

offer subject to your reply reaching here 以你方答复到达我地为准的报盘

offer subject to first available steamer 以装第一艘轮船为准的报盘

（四）

I'm afraid the offer is unacceptable.

恐怕你方的报价不能接受。

The offer is not workable.

报盘不可行。

The offer is given without engagement.

报盘没有约束力。

It is difficult to quote without full details.

未说明详尽细节难以报价。

Buyers do not welcome offers made at wide intervals.

买主不欢迎报盘间隔太久。

We cannot make any headway with your offer.

你们的报盘未得任何进展。

Please renew your offer for two days further.

请将报盘延期两天。

Please renew your offer on the same terms and conditions.

请按同样条件恢复报盘。

We regret we have to decline your offer.

很抱歉，我们不得不拒绝你方报盘。

The offer is withdrawn.

该报盘已经撤回。

We prefer to withhold offers for a time.

我们宁愿暂停报盘。

Buyers are worried at the lack of offer.

买主因无报盘而苦恼。

Words and Phrases

to extend an offer 延长报盘

to renew an offer 或 to reinstate an offer 恢复报盘

to withdraw an offer 撤回报盘

to decline an offer 或 to turn down an offer 谢绝报盘

unacceptable 不可接受的

workable 可行的

at wide intervals 间隔时间太长

make headway 有进展

be worried at sth. 对...苦恼

（五）

Let's have you counter-offer.

请还个价。

Do you want to make a counter-offer?

您是否还个价？

I appreciate your counter-offer but find it too low.

谢谢您的还价，可我觉得太低了。

Now we look forward to replying to our offer in the form of counter-offer.

现在我们希望你们能以还盘的形式对我方报盘予以答复。

Your price is too high to interest buyers in counter-offer.

你的价格太高，买方没有兴趣还盘。

Your counter-offer is much more modest than mine.

你们的还盘比我的要保守得多。

We make a counter-offer to you of $150 per metric ton F.O.B. London.

我们还价为每公吨伦敦离岸价 150 美圆。

I'll respond to your counter-offer by reducing our price by three dollars.

我同意你们的还价，减价 3 元。

Words and Phrases

counter-offer 还盘，还价

offeror 发价（盘）人

offerer 发价人，报盘人

offeree 被发价人

offering 出售物

offer letter 报价书

offer sheet 出售货物单

offer list/book 报价单

offer price 售价

offering date 报价有效期限

offering period 报价日

concentration of offers 集中报盘

combined offer 联盘，搭配报盘

lump offer 综合报盘（针对两种以上商品）

bid n. 递价；出价；递盘（由买方发出）v. 递盘

to make a bid 递价

to get a bid 得到递价

to be outbidding 高于...的价

价格 Price

（一）

Business is closed at this price.

交易就按此价敲定。

Your price inacceptable (unacceptable).

你方价格可以（不可以）接受。

Your price is feasible (infeasible).

你方价格是可行（不可行）的。

Your price is workable.

你们出价可行。

Your price is realistic (unrealistic).

你方价格合乎实际（不现实）。

Your price is reasonable (unreasonable).

你方价格合理（不合理）。

Your price is practicable (impracticable).

你方价格是行得通的（行不通）。

Your price is attractive (not attractive).

你方价格有吸引力（无吸引力）。

Your price is inducing (not inducing).

你方价格有吸引力（无吸引力）。

Your price is convincing (not convincing).

你方价格有吸引力（无吸引力）。

Your price is competitive (not competitive).

你方价格有竞争力（无竞争力）。

The goods are (not) competitively priced.

此货的定价有（无）竞争力。

Words and Phrases

price 价格，定价，开价

priced 已标价的，有定价的

pricing 定价，标价

priced catalogue 定价目录

price of commodities 物价

pricing cost 定价成本

price card 价格目录

pricing method 定价方法

price list 定价政策，价格目录，价格单

pricing policy 定价政策

price format 价格目录，价格表

price tag 价格标签，标价条

price current (p.c.) 市价表

（二）

Price is turning high(low).

价格上涨（下跌）。

Price is high(low).

价格高（低）。

Price is rising (falling).

价格上升（下降）。

Price is up (down).

价格上涨（下跌）。

Price is looking up.

价格看涨。

Price has skyrocketed.

价格猛涨，

Price has shot up.

价格飞涨。

Price has risen perpendicularly.

价格直线上升。

Price has risen in a spiral.

价格螺旋上升。

Price has hiked.

价格急剧抬高。

Your price is on the high side.

你方价格偏高。

Price has advanced.

价格已上涨。

The goods are priced too high.

货物定价太高。

Your price is rather stiff.

你方价格相当高。

Price is leveling off.

价格趋平。

Your price is prohibitive.

你方价格高得令人望而却步。

The Japanese yen is strengthening.

日圆坚挺。

The U.S. Dollar is weakening.

美圆疲软。

Your price is much higher than the price from U.K. France and Germany.

你方价格比英、法、德的都高。

Since the prices of the raw materials have been raised, I'm afraid that we have to adjust the

prices of our products

accordingly.

由于原材料价格上涨，我们不得不对产品的价格做相应的调整。

Your price is $500/mt, twice of the other countries.

你们每公吨 500 美圆的价格是其他国家的两倍。

Is it possible for you to raise (lift) the price by 5%?

你们能否把价格提高 5%？

Words and Phrases

ceiling price 最高价，顶价

maximum price 最高价

minimum price 最低价

average price 平均价格

base price 底价

rockbottom price 最低价

bedrock price 最低价

（三）

Price is hovering between $5 and $8.

价格徘徊于 5 至 8 美圆之间。

We regret we have to maintain our original price.

很遗憾我们不得不保持原价。

Price is easy.

价格疲软。

Price is easy off.

价格趋于疲软。

Price has declined.

价格已跌落。

Price has dipped (sagged).

价格已下降。

It simply can't stand such a big cut.

再也经不住大幅度削价了。

Price has tobogganed.

价格突然下降。

Price has plummeted.

价格暴跌。

Price has downslided.

价格剧降。

This new product is moderately priced.

新产品的定价适度。

Articles of everyday use are economically priced.

日用品价格低廉。

Everyone knows, the price of crude oil has greatly decreased.

人人皆知，目前原油价格大幅度下跌。

We've already cut the price very fine.

我们已将价格减至最低限度了。

The French price of stainless steel plates are about $1200 per mt, while the German price is still

lower.

法国的不锈钢板价格为每公吨 1200 美圆，德国的还要低。

We're ready to reduce the price by 5%.

我们准备减价百分之五。

To have this business concluded, you need to lower your price at least by 3%.

为达成这笔交易，你方应至少减价 3%。

Business is possible if you can lower the price to HK$2150.

你方若能减价到 2150 港币，可能成交。

The utmost (best) we can do is to reduce the price by 2%.

我们最多能减价百分之二。

We cannot take anything off the price.

我们不能再减价了。

We've already cut down our prices to cost level.

我们已经将价格降到成本费的水平了。

There is no room for any reduction in price.

价格毫无再减的余地了。

Our rock-bottom price is $500/mt, and cannot be further lowered.

我们的最低价是 500 美圆一公吨，不能再低了。

Words and Phrases

hover 徘徊于...，盘旋于

original price 原价

moderately 适当地，合适地；适度

economically 经济地，便宜地

stainless steel 不锈钢

utmost 极限，竭尽所能

cost level 成本费用的水平

rock-bottom 最低的

（四）

DM210 is equivalent to 400 RMB.

210 德国马克折合人民币 400 元。

Don't you wish to employ RMB of ours? US Dollars might be adopted.

如果你们不同意用我们的人民币结算，美圆也可以。

Are you afraid of losing money due to exchange rate fluctuations?

您是不是怕由于汇率浮动而吃亏？

Words and Phrases

Hongkong Dollar (HK$) 港元

Singapore Dollar (S$) 新加坡元

Pound Sterling (Stg.) 英镑

United States Dollar (US$) 美圆

Canadian Dollar (Can. $) 加拿大元

Deutsche Mark (DM) 德国马克

Australian Dollar (A$) 澳大利亚元

Japanese Yen (￥) 日圆

Austrian Schilling (Sch.) 奥地利先令

French Franc (F.F) 法国法郎

Italian Lira (Lire) 意大利里拉

Danish Krone (E.Kr.)丹麦克郎

Florin (Guilder) H.Fl. (D.Fi.). 荷兰盾

Norwegian Krone (N.Kr.) 挪威克郎

Swedish Krone (S.Kr.) 瑞典克郎

Belgian Franc (BF) 比利时法郎

Swiss Franc (S.Fr. or S.F.) 瑞典法郎

to be equivalent to 相当于

to employ 用...计价，采用...

exchange rate 汇率

（五）

I can give you a definite answer on the price terms.

我可以就价格条件答复你方。

You wish to have a discussion of the price terms of washers.

您是想谈谈洗衣机的价格条件吧。

Yes, all of the price terms are acceptable.

是的，哪种价格条件都可以接受的。

C.I.F. is the price term normally adopted by you, right?

C.I.F.是你们经常采用的价格条件，是吗？

Sometimes F.O.B. and C&F are also employed.

我们有时也用离岸价或成本加运费价。

You said yesterday that the price was $60/mt, C.I.F. Brussels.

您昨天说价格定为每公吨 60 英镑 C.I.F. 布鲁塞尔。

In case F.O.B. is used, risks and charges are to be passed over to the buyers once the cargo is

put on board the ship.

如果采用离岸价，货一上船，货物的风险和费用就都转给买方了。

Your price is quoted C&F Xingang at DM200 per washer, right?

你方报价是每台洗衣机 200 德国马克，C&F 新港价，对吗？

Words and Phrases

price terms 价格条款

F.O.B. Free On Board “船上交货价”或称“离岸价格”

C.I.F. Cost, Insurance and Freight “成本加保险费、运费”或“到岸价格”

C&F Cost and Freight “成本加运费”或“离岸加运费”价格

F.O.B. Liner Terms F.O.B. 班轮条件

F.O.B. Stowed 船上交货并理舱

F.O.B. Trimmed 船上交货并平舱

F.O.B. Under Tackle F.O.B.吊钩下交货

C.I.F. Liner terms C.I.F.班轮条件

C.I.F. Ex Ship's Hold C.I.F.舱底交货

F.O.B. plane 飞机离岸价（用于紧急情况）

acceptable 可以接受的，可以使用的

to pass over 转给，转嫁

to adopt, to employ, to use （某种价格术语）采用某种价格

FOR-Free on Rail 火车交货价

FOT-Free on Truck 汽车交货价

FAS-Free Alongside Ship 船边交货价

Ex Factory 工厂交货价

Ex Plantation 农场交货价

Ex Warehouse 仓库交货价

Ex Ship 目的港船上交货价

Ex Dock Duty Paid 目的港码头完税交货价

Ex Dock Duty Unpaid 目的港码头未完税交货价

Additional Words and Phrases

buying price 买价

selling price 卖价

new price 新价

old price 旧价

present price 现价

original price 原价

current price 时价，现价

prevailing price 现价

ruling price 目前的价格

going price 现价

opening price 开价，开盘价

closing price 收盘价

exceptional price 特价

special price 特价

nominal price 有行无市的价格

moderate price 公平价格

wholesale price 批发价

retail price 零售价

market price 市价

net price 净价

cost price 成本价

gross price 毛价

price effect 价格效应

price contract 价格合约

price calculation 价格计算

price limit 价格限制

price control 价格控制

price theory 价格理论

price regulation 价格调整

price structure 价格构成

price support 价格支持

bargain 讨价还价

extra price 附加价

price ratio 比价

price per unit 单价

price index 或 price indices 物价指数

price of factory 厂价

品质 Quality

（一）

The goods are available in different qualities.

此货有多种不同的质量可供。

Nothing wrong will happen, so long as the quality of your article is good.

只要商品质量可靠，就不会发生差错。

If the quality of your products is satisfactory, we may place regular orders.

如果你们产品的质量使我们满意，我们将不断订货。

If the quality of your initial shipment is found satisfactory, large repeats will follow.

如果贵方第一批运来的货令人满意，随后将有大批续订。

There is no marked qualitative difference between the two.

两者在质量上无显著差异。

We sincerely hope the quality are in conformity with the contract stipulations.

我们真诚希望质量与合同规定相符。

As long as the quality is good, it hardly matters if the price is a little bit higher.

只要能保证质量，售价高点都无所谓。

Prices are fixed according to their quality, aren't they?

价格按质量的好坏而定，对吗？

The transferee must see to it that the quality of the product is maintained.

接受转让一方要负责保持产品的质量。

Our Certificate of Quality is made valid by means of the official seal.

我们的质量证明书盖公章方为有效。

We'll improve the quality of our products and production efficiency.

我们将改进产品质量，提高生产率。

They are fully qualified to pass opinions on the quality of this merchandise.

他们完全有资格对这种产品的质量发表意见。

We would like to have you offer us 100 metric tons, quality same as last.

希望您能报给我们 100 吨质量和上次相同的货。

We find the quality suitable (unsuitable) for our market.

产品质量适合（不适合）我们的市场。

We always have faith in the quality of your products.

对你们产品的质量我们总是很信任。

Words and Phrases

quality 质量，品质

qualitative 质量的

qualitatively 在质量上

quality clause 品质条款

quality certificate 品质证明书

quality of export and import commodities 进出口商品质量

good merchantable quality 全销质量

to be in conformity with 与...一致

transferer 转让者

transferee 受让者

（二）

This is a quality product.

这是一种高质量的产品。

Those overcoats are of good quality and nice colour.

这批大衣质量高、成色好。

Our quartz technique is well known in the world, and we believe our watches are of fine quality.

我们的石英技术世界闻名，相信我们生产的手表具有高质量。

Our price is a little bit higher, but the quality of our products is better.

虽然价格偏高，但我们的产品质量很好。

Your goods are superior in quality compared with those of other manufacturers.

和其他厂商相比，贵方产品质量上乘。

The equipment are of good quality and very useful.

这些器械质量好，用处大。

Our products are very good in quality, and the price is low.

我们的产品质高价低。

We have received the goods you send us, the quality is excellent.

我们已经收到贵处来的货，质量很好。

Words and Phrases

good quality 好质量

fine quality 优质

better quality 较好质量

high quality 高质量

fair quality 尚好的质量

sound quality 完好的质量

best quality 最好的质量

superior quality 优等的质量

choice quality 或 selected quality 精选的质量

prime quality 或 tip-top quality 第一流的质量

first-class quality 或 first-rate quality 头等的质量

above the average quality 一般水平以上的质量

below the average quality 一般水平以下的质量

common quality 一般质量

standard quality 标准质量

usual quality 通常的质量

popular quality 大众化的质量

uniform quality 一律的质量

average quality 平均质量

fair average quality (f.a.q.) 大路货

（三）

We are responsible to replace the defective ones.

我们保换质量不合格的产品。

It's really something wrong with the quality of this consignment of bicycles.

这批自行车的质量确实有问题。

I regret this quality problem.

对质量问题我深表遗憾。

We hope that you'll pay more attention to the quality of your goods in the future.

希望贵方将来多注意产品的质量问题。

The workings of these machines are inaccurate.

这批机器运行不准。

Upon arrival, we found the shipment of wool was of poor quality.

货到后，我们发现羊毛的质量较差。

The quality of the fertilizer is inferior to that stipulated in the contract.

化肥质量次于合同中规定的。

The quality of this article cannot qualify for first-class.

这批商品的质量不够一等品。

If you find the quality of our products unsatisfactory, we're prepared to accept return of the

rejected material within a week.

如果贵方对产品质量不满意，我们将在一星期内接受退货。

More than 300 watches are not up to standard.

有 300 多块手表不合质量标准。

Words and Phrases

bad quality 劣质

low quality 低质量

inferior quality 次质量

to be responsible for 对...负责

inaccurate 不精确的

poor quality 质量较差

to be inferior to 次于...

first-class 一等品

unsatisfactory 不满意的

（四）

We've received the sample which you sent us last Sunday.

我们已经收到了上星期天你方寄来的样品。

We've got here our sales samples Type 1. and Type 2.

这里是一号和二号样货。

Our quality is based solely on our sales samples.

我们的质量完全以货样为准。

We sell goods as per the sales sample, not the quality of any previous supplies.

我们销售产品是以货样为标准，而不是凭过去任何一批货的质量。

You know we sell our tea according to our samples.

你们知道我们是凭销售货样销售茶叶的。

You can see the difference between these grades.

你可以看看这些等级的差别。

These two grades are very much in demand.

这两种等级（的货）目前需求甚殷。

We are in urgent need of these two grades.

我们现在急需这两种等级的货。

The colour of the shipment is much darker than that of your previous consignment.

这批货的颜色比上批要暗许多。

No doubt you've received the outturn samples of the inferior quality goods.

你们一定收到了质量低劣产品的到货抽样。

I must advise you of the specifications of the goods.

我必须通知货物的规格。

Have you received the specifications as shown in our catalog?

你们收到了按我方目录所列的产品规格了吗？

The quality is all right, but the style is a bit outdated.

质量无问题，只是式样有点过时。

We found the goods didn't agree with the original patterns.

我们发现货物与原式样不符。

The "Double Fish" brand is not so bad, the design is fresh and vivid.

“双鱼”牌商标不错，图案新颖。

The new varieties have very vivid designs and beautiful colors.

那新产品图案新颖，色泽鲜艳。

We're here to discuss the trade marks of your products.

我们来谈谈贵产品的商标一事。

Words and Phrases

sample 样品

counter sample 对等样品

sampling 抽样

pattern sample 型式样品

duplicate sample 复样

colour sample 色彩样品

subject to the counter sample 以对等样品为准

sample for reference 参考样品

sales by sample 凭样品买卖

grade 等级

standard 标准

specification 规格

trade mark 商标

brand 牌名

colour 色彩

design 图案

catalogue 目录

particulars 细节

Sales by Description 凭说明书买卖

Sales by Trade Mark of Brand 凭商标和牌名买卖

quality as per seller's sample 凭卖方样品质量交货

quality as per buyer's sample 凭买方样品质量交货

quality landed 卸岸品质

quality shipped 装船品质

quality control 质量管理

Sales by Specification, Grade, of Standard 凭规格、等级或标准买卖

Fair Average Quality (F.A.Q.) “良好平均品质”（国际上买卖农副产品时常用此标准）

quality to be considered as being about equal to the sample 品质与样品大致相同

数量 Quantity

（一）

Let's talk about the problem of quantity.

我们谈谈数量的问题吧。

You'll issue a certificate of quantity and weight.

你们必须出具数量和重量证明书。

The package number and quantity are identical with each other.

包装号与商品数量相吻合。

Quantity matters as much as quality of price, doesn't it?

数量和价格、质量一样重要，是吗？

We believe we shall be able to better satisfy our customers quantitatively.

我们相信能在数量上更好地使客户满意。

The quantity you ordered is considerable.

你们订的数量还可以。

We can supply any reasonable quantity of this merchandise.

对此商品，我们能提供任何适当的数量。

I must advise the farm of the quantity of the wheat as per the contract.

我将按合同规定通知农场小麦的数量。

If the quantity of the goods does not conform to that stipulated in the contract, the importer

will refuse to accept the goods.

如果进口商发现货物数量与合同规定不符，他将拒收。

Is there any quantity limitation for the import of cotton cloth from China?

从中国进口的棉布有数量限制吗？

You remarked yesterday you would sell on shipped quality, quantity, and weight.

你昨天强调过你们售货以船装质量、数量和重量为准。

Words and Phrases

quantity 数量

quantification 定量

quantitative 数量的，定量的

matter 重要，要紧（主要用于疑问句、否定句和条件句中）

to be identical with, to conform to 与...相符，与...相吻合

（二）

For such a big sum, we should attach importance to it.

数目如此之大，我们将予以重视。

For such a big sum, we shouldn't be frightened by this trouble.

这么大款项，我们不能怕麻烦。

They always buy in large quantities.

他们总是大量购买。

Useful quantities have changed hands.

较大的数量已经转手。

Quantities of Black Tea have been exported.

已经有大批红茶出口。

This is the maximum quantity we can supply at present.

这是目前我们所能提供的最大数量

This is the minimum quantity we require.

这是我们所需要的最小数量。

A small order this year is also welcome.

小批订货今年也受欢迎。

They are not interested in small quantities.

他们对小数量不感兴趣。

For such a big quantity, you should give us a discount.

这么大的订单，贵公司可否给我们折扣？

The quantity of rice imported this year is approximately the same as that last year.

今年进口小麦的数量与去年大体相同。

We're prepared to purchase a shipment quantity of this material.

我们准备买足够一次装运数量的这种商品。

If you can't arrange for the entire quantity, please offer us at least half.

如果你们办不到全数的话，请至少给我们半数。

You sent us only a quarter of our requirements.

您只送给我们所需量的四分之一。

Words and Phrases

to attach importance to sth.对...引起重视

trouble 麻烦

in large quantities 大量

to change hands 转手

discount 折扣

quantities of sth. 大批...

huge quantity 或 enormous quantity 巨大的数量

maximum quantity 最大数量

minimum quantity 最小数量

small quantity 小量

entire quantity 整个数量

total quantity 总量

further quantity 更多的数量

sufficient quantity 足够的数量

liberal quantity 充足的数量

shipment quantity 够装运的数量

equal quantity 等量

reasonable quantity 相当的数量

corresponding quantity 相应的数量

large quantity 大数量

considerable quantity 大数量（可观的数量）

substantial quantity 大数量

useful quantity 较大数量

average quantity 平均数量

moderate quantity 中等数量

additional quantity 追加数量

（三）

There are 100 tons of wheat on board the ship.

船上装有 100 吨小麦。

How many pieces all together?

共有多少件？

500 pieces in total.

总共有 500 件。

We made a total of 100,000 jackets.

我们一共订了 10 万件上衣。

We can only supply you with 20,000 yards of pure silk.

我们只能供应两万码的真丝绸。

We want a minimum of 1,000 dozen of men's shirts and minimum of 5,000 dozen of

embroidered shirts.

男衬衣至少要 1000 打，绣花衬衣至少需要 5000 打。

Can you give us an additional 200 cases?

能再增加 200 箱吗？

We place an order for additional 4,000 shirts.

我们多订了 4000 件衬衣。

This year we can buy an extra 700 blue jeans.

今年我们可以多订 700 件牛仔裤。

We'll try our best to satisfy you with the additional 10,000 tons of coal as you asked.

你们要求增加一万吨煤，我们将尽量满足你们。

We'll increase the quantity of medicines by 300 boxes.

我们将增加 300 盒药品。

The maximum quantity of cotton jerseys this year is about DM25,000.

我们今年最多能订购大约 25000 马克的棉毛衫。

5,000 square metres of wool carpet is bigger than any order we've ever placed.

5000 平方米的羊毛地毯超过了以往的订货。

Words and Phrases

in total 总共

pure silk 真丝绸

printed silk 印花绸

The U.S. System 美制

The Metric System 公制

metric ton 公吨

The British System 英制

International System of Units (SI) 国际单位制（国际制）

short ton 短吨

long ton 长吨

kilogram 公斤

pound 磅

ounce 盎司

piece 件

pair 对，双

set 套

dozen 打

gross 罗

ream 令

length 长度

meter 米，公尺

foot 英尺

yard 码

area 面积

square meter 面积

square meter 平方米

square foot 平方英尺

volume 体积

cubic meter 立方米

capacity 容积

litre 升

gallon 加仑

bushel 蒲式耳

（四）

As the package of sample is overweight, airmailing would be too expensive.

由于样品包装过重，空邮费用太高。

We sell our goods on shipping weight and not on landed weight.

我们出售产品是以装船重量为标准，而不是卸货重量。

But what in case there is short weight or disqualification?

但如果短重或是质量不合格怎么办？

They inspected the rice for any possible shortage.

他们检查了这批大米看其是否短重。

We're surprised to know that the weight is so short.

对短重的数量我们感到惊奇。

A shortage of 50M/Ts is a big loss for us.

50 公吨的短重对我们是个不小的损失。

As for the shortage, I suggest your making up the quantity in your future shipment.

至于短重，我建议你们今后发货时补上。

Have you seen the shortage claim from our company?

您看过我公司的短重索赔报告了吗？

There is an overplus of 100 lbs.

重量超出了 100 磅。

There is an overage in weight of 25 kilos.

重量多了 25 公斤。

Words and Phrases

weight 重量

actual weight 实际重量

short weight 短重

a short weight of 5 kilos 短重 50 公斤

gross weight 毛重

net weight 净重

"Gross for Net" 以毛作净

tare 皮重

actual tare 实际皮重

average tare 平均皮重

customary tare 习惯皮重

computed tare 约定皮重

conditioned weight 公量

About Circa, Approximate “约”量

theoretical weight 理论重量

More or less clause 溢短装条款

Additional Words and Phrases

quantity delivered 供给量；交付数量

quantity shipped 装船数量

quantity buying 大量购买；定额购买

quantity production 大批生产；批量生产

quantity of shipment 货运量；发运量

quantum contract 数量合同

quantity of sale 销售量

quantity of order 订单数量

quantity of output 出产量，输出量；供给量

quantitative value 数值

quantitative data 数据

quantitative analysis 数量分析

quantitative economics 数量经济

quantitative trade quota 贸易配额

quantity standards 数量标准

包装 Packing

（一）

The next thing I'd like to bring up for discussion is packing.

下面我想提出包装问题讨论一下。

We'd like to hear what you say concerning the matter of packing.

我很想听听你们就包装问题发表意见。

You'd like to know something about the packing of the drugs. is that right?

您想了解药品的包装情况，对吗？

Please make an offer indicating the packing.

请报价并说明包装情况。

Your opinions on packing will be passed on to our manufacturers.

你们对包装的意见将转达给厂商。

It is necessary to improve the packaging.

改进包装方法十分必要。

We've informed the manufacturer to have them packed as per your instruction.

我们已经通知厂商按你们的要求包装。

Packing has a close bearing on sales.

包装直接关系到产品的销售。

Packing also effects the reputation of our products.

包装也影响产品的声誉。

A packing that catches the eye will help us push the sales.

醒目的包装有助于我们推销产品。

Buyers always pay great attention to packing.

买方很注意包装的情况。

I'm sure the new packing will give your clients satisfaction.

我相信新包装定会使您的客户满意。

Different articles require different packing.

不同商品需要不同的包装。

Generally speaking, buyers bear the charges of packing.

包装费用一般由买方负担。

Packing charge is about 3% of the total cost of the goods.

包装费用占货物总值的百分之三。

Normally, packing charge is included in the contract price.

一般地，合同价格中已经包括了包装费用。

The crux of packing lies in protecting the goods from moisture.

包装的关键是防潮。

The machines must be well protected against dampness, moisture, rust and shock.

机器包装必须防湿、防潮、防锈、防震。

We have no objection to the stipulations about the packing and shipping mark.

我们同意关于包装和运输唛头的条款。

We can not afford time to change the packing because the ship will sail after two days.

由于轮船两天后就起航，我们来不及更换包装。

Words and Phrases

pack 包装，装罐

packing 包装

packing charge 包装费用

package 包装（指包、捆、束、箱等）；打包

packing clause 包装条款

packaging 包装方法

packing expenses 包装费用

（二）

What do you think of the packing for fireworks?

您认为礼花怎样包装？

The packings are in good (bad) order.

包装完好无损（破损）。

The packages are intact. The packing is beautiful.

包装完好无损，很美观。

Please pack the goods very carefully.

请细心包装此货。

These marten overcoats are tastefully packed.

这批貂皮大衣的包装十分精美。

I think you'll find the packing beautiful and quite well-done.

您一定发现我们产品的包装美观讲究。

Our packing will be on a par with that of the Japanese.

我们的包装可以与日本同行相比美。

The unique design of the packing will help you promote the sale of drugs.

独特的包装将有助于我们推销这些药品。

The packing must be strong enough to withstand rough handling.

包装必须十分坚固，以承受粗率的搬运。

We have especially reinforced out pacing in order to minimize the extent of any possible

damage to the goods.

我们已经特意加固包装，以便使货物万一遭到的损坏减小到最低程度。

These goods didn't sell well merely because of the poor packing.

这些产品由于包装不好影响了销售。

Words and Phrases

fireworks 礼花

be in good order 完好

be in bad order 破损，（包装）不合格

marten overcoats 貂皮大衣

intact 完整的，未损伤的

tastefully 精美的

well-done 美观，讲究

to be on a par with 与...相媲美

unique 独特的

rough handling 粗率的处理（搬运，装运货物）

to reinforce the packing 加固包装

（三）

We agree to use cartons for outer packing.

我们同意用纸箱做外包装。

Could you use cardboard boxes?

你们用硬纸板箱包装吗？

It would cost more for you to pack the goods in wooden cases.

使用木箱包装成本会高些。

The piece goods are to be wrapped in kraft paper, then packed in wooden cases.

布匹在装入木箱以前要用牛皮纸包好。

The eggs are packed in cartons with beehives lined with shake-proof paper board.

鸡蛋要用带蜂房孔，内衬防震纸板的纸箱包装。

Each pill is put into a small box sealed with wax.

每个丸药装入小盒后用蜡密封好。

Please make the fruit jar airtight.

请把果酱罐密封。

We'll pack them two dozen to one carton, gross weight around 25 kilos a carton.

我们一纸箱装两打，每箱毛重 25 公斤。

Ten bottles are put into a box and 100 boxes into a carton.

10 支装入一小盒，100 盒装入一个纸箱。

This would discourage people from trying their hand on such packing.

人们不轻易使用这种包装。

No charge will be allowed for packages.

包装容器不收费。

The case was a substantial one, with sufficient packing used.

此箱坚固，使用了足够的包装材料。

I'm afraid the cardboard boxes are not strong enough for ocean transportation.

我担心远洋运输用纸箱不结实。

Such shirts packed in cardboard cartons can save freight cost.

使用硬纸箱包装这批衬衣可以节省运费。

We prefer packing in smaller cases.

我们宁愿用小箱子包装。

We advocate using smaller container to pack the goods.

我们主张用小容器包装这批货。

We use metal angles at each corner of the carton.

每个箱角都用金属角加固。

Each case is lined with foam plastics in order to protect the goods against press.

箱子里垫有泡沫塑料以免货物受压。

The canned goods are to be packed in cartons with double straps.

罐装货物在纸箱里，外面加两道箍。

You must reinforce the packing with metal straps.

你们必须用铁箍加固包装。

The goods are to be packed in strong export cases, securely strapped.

货物应该用坚固的出口木箱包装，并且牢牢加箍。

Shirts are to be packed in plastic-lined water-proof cartons.

衬衣应放在内衬塑料防水的箱子里。

We use a polythene wrapper for each shirt.

每件衬衣都用聚乙烯袋包装。

The fountain pen is placed in a satin-covered small box, lined with beautiful silk ribbon.

金笔装在一个锦缎小盒里，再用一条漂亮的绸带系在外面。

Words and Phrases

case 箱

carton 纸板箱，纸箱

wooden case 木箱

crate 板条箱

chest 箱

casket 小箱

box 盒子

cask 桶

keg 小桶

wooden cask 木桶

barrel 琵琶桶

drum 圆桶

iron drum 铁桶

to be packed in bag 用袋装

to be packed in paper bag 用纸袋装

gunny bag 麻袋

plastic bag 塑料袋

foam plastic bag 泡沫塑料袋

balse 包件

canvas 帆布

bundle 捆，束

can/tin 罐装，听装

coil 捆，盘装

glass jar 玻璃瓶装

container 集装箱

pallet 托盘

breakage-proof 防破损

shakeproof 防震

leakage-proof 防漏

water-proof 防水

sound-proof 隔音

metal strap 铁箍

kraft paper 牛皮纸

flexible container 集装包

parcel 小包，一批货

packed cargo 包装货

parcel post 包裹邮寄

packet (pkt.) 包裹，封套，袋

single packing 单件包装

collective packing 组合包装

outer packing 大包装，外包装

inner packing 内包装，小包装

substantial 坚固的

ocean transportation 远洋运输

smaller container 小容器

polythene 聚乙烯

the canned goods 罐装货

satin-covered 缎包装的

silk ribbon 绸带

（四）

On the outer packing, please mark wording, "Handle with Care".

在外包装上请标明“小心轻放”字样。

Every 100 dozen should be packed in a wooden case marked TM and numbered from No. 1

upward.

每 100 打装一箱，刷上唛头 TM，从第一号开始往上循序编号。

Please mark the cases(boxes,bags,casks,etc)as per the drawing given.

请按所给的图样在（盒、袋、桶等等）上刷唛头。

Please cable packing and marks.

请电告包装及唛头式样。

We will mark the packages the same as before.

我们将在货包上刷上和以前一样的唛头。

Words and Phrases

mark 唛头

Indicative Mark 指示性标志

Warning Mark 警告性标志

upward 向上，由下往上

This Side Up 此端向上

Handle With Care 小心轻放

Keep Upright 勿倒置

Use No Hooks 请勿倒挂

Not to be tripped 勿倾倒

Keep in a dry place 在干燥处保管

Keep in a cool place 在冷处保管

Keep away from boilers 远离锅炉

Keep away from heat 请勿受热

Keep away from cold 请勿受冷

Keep Dry 防湿

Explosive 爆炸品

Fragile 易碎品

Inflammable 易燃品

Inflammable Gas 易燃气体

Inflammable Solid 易燃固体

Inflammable Liquid 易燃液体

Dangerous When Wet 遇水燃烧品

Poison 毒剂

Poison Gas 毒气

Spontaneously Combustible 自燃物品

Organic Peroxide 有机氧化物

Oxidizing Agent 氧化剂

Radioactive 放射性物品

Corrosive 腐蚀性物品

Additional Words and Phrases

neutral packing 中性包装

customary packing 习惯包装

cargo in bulk 散装货

nuded cargo 裸装货

shipment packing 运输包装

consumer packing 消费包装

packaging industry 包装工业

pack test 包装试验

package design 包装设计

package engineering 打包工程

package in damaged condition 破损包装

package materials (packing supplies) 包装材料

packing cost 包装成本

"packing extra" 包装费用另计

packing and presentation 包装装潢及外观

packing credit 打包放款，包装信用证

packing letter of credit 包装信用证，红条标信用证

packing list/note/slip 装箱单

packing specification 包装标准化

seller's usual packing 卖方习惯包装

seaworthy packing 适合海运包装

合同 Contract

（一）

We'll have the contract ready for signature.

我们应准备好合同待签字。

We signed a contract for medicines.

我们签订了一份药品合同。

Mr. Zhang sings the contract on behalf of the China National Silk Import & Export Corporation.

张先生代表中国丝绸进出口总公司在合同上签了字。

A Japanese company and SINOCHEM have entered into a new contract.

中国化工进出口总公司已经和日本一家公司签订了一份新合同。

It was because of you that we landed the contract.

因为有了你，我们才签了那份合同。

We offered a much lower price, so they got the contract.

由于我们报价低，他们和我们签了合同。

Are we anywhere near a contract yet?

我们可以（接近于）签合同了吗？

We sign a contract when we are acting as principals.("principals" refers to the "seller" and the

"buyer")

当我们作为货主时都要签订合同。（这里的“货主”指合同中的卖方和买方）

I know we (the seller) should draw up a contract and the buyer has to sign it.

我们知道我们（卖方）应该拟出一份合同，买方必须签署合同。

We should simultaneously sign two contracts, one sales contract for beef and mutton, and the

other contract of equal value for the purchase of cotton.

我们同时签两个合同，一是牛羊肉的销售（出口）合同，另一个是等额的棉花购买（进口）合同。

We both want to sign a contract, and we have to make some concessions to do it.

我们都想签合同，因此双方都要做些让步。

We are here to discuss a new contract with you.

我们来这里和您谈谈订一份新合同的问题。

Our current contract is about to expire, and we'll need to discuss a new one.

欧文们现有合同快要期满了，需要再谈一个新合同。

We can repeat the contract on the same terms.

我们可以按同样条件再订一个合同。

A few problems with supply under the old contract must be quickly resolved.

老合同中的一些供货问题必须尽快解决。

We ought to clear up problems arising from the old contract.

我们应该清理一下老合同中出现的问题。

Do you always make out a contract for every deal?

每笔交易都需要订一份合同吗？

As per the contract, the construction of factory is now under way.

根据合同规定，工厂的建设正在进行中。

Words and Phrases

&&&&&&&&&&&&&&&&&&

contract 合同，订立合同

contractor 订约人，承包人

contractual 合同的，契约的

to make a contract 签订合同

to place a contract 订合同

to enter into a contract 订合同

to sign a contract 签合同

to draw up a contract 拟订合同

to draft a contract 起草合同

to get a contract 得到合同

to land a contract 得到（拥有）合同

to countersign a contract 会签合同

to repeat a contract 重复合同

an executory contract 尚待执行的合同

a nice fat contract 一个很有利的合同

originals of the contract 合同正本

copies of the contract 合同副本

a written contract 书面合同

to make some concession 做某些让步

（二）

Look at this contract.

请看这份合同。

These are two originals of the contract we prepared.

这是我们准备好的两份合同正本。

We enclose our sales contract No.45 in duplicate.

附上我们第 45 号销售合同一式两份。

The copy of our contract will be returned.

合同的副本将被归还。

This contract is for 250 metric tons of groundnuts at RMB1800 per M/T C&F Copenhagen.

这是一份 250 吨花生的合同，价格为每公吨哥本哈根成本加运费价 1800 元。

May I refer you to Article 5 of the General Terms and Conditions of the contract?

请您看看合同一般条款的第五条。

May I refer you to the contract stipulation about packing (or shipping....)?

请您看看合同中有关包装（装运）的规定。

You must state the description of the goods, the quantity and the unit price in each contract.

每笔合同中都应该提到的商品的性能说明、数量和单价。

What are the main clauses in the contract?

合同中的主要条款有哪些？

There is an arbitration clause in the contract. (or insurance clause, inspection clause, shipping

clause...)

这是合同中的一项仲裁条款。（或：保险条款，检验条款，装运条款等）

Payment terms are important in a contract too, aren't they?

合同中的付款条件也很重要，对吗？

We ship our goods in accordance with the terms of the contract.

我们按合同条款交货。

I'm sure that shipment will be effected according to the contract stipulation.

我保证我们能按合同规定如期装船。

We sincerely hope that both quality and quantity are in conformity with the contract

stipulations.

我们真诚希望质量、数量都与合同规定相吻合。

All terms and conditions will be the same as those in your previous contract number C70064.

所有条款与我们过去签的第 C70064 号合同规定的各项条款相同。

The contract states that the supplier will be charged a penalty if there is a delay in delivery.

合同规定如果供货商延误交货期，将被罚款。

When the goods aren't up to specification stated in the contract, there is also a penalty for poor

quality.

如果所交货物与合同所规定规格不符，还有品质恶劣罚款。

Words and Phrases

&&&&&&&&&&&&&&&&&

contract terms (or contract clause) 合同条款

contract provisions/stipulations 合同规定

contract period (or contract term) 合同期限

contract life 合同有效期

to be stipulated in the contract 在合同中予以规定

to be laid down in the contract 在合同中列明

（三）

The contract comes into effect today, we can't go back on our word now.

合同已于今日生效，我们不能反悔了

Once the contract is approved by the Chinese government, it is legally binding upon both

parties.

合同一经中国政府批准，对双方就有了法律约束力。

We have to hold you to the contract.

我们不得不要求你们按合同办事。

You must put their rights and interest into a contract.

你们必须把他们的权益订在合同中。

We always carry out the terms o four contract to the letter and stand by what we say.

我们坚持重合同，守信用。

It's clearly a breach of contract.

这显然是违反了合同。

Any deviation from the contract will be unfavourable.

任何违反合同之事都是不利的。

The buyer has the option of canceling the contract.

买主有权撤消合同。

You have no grounds for backing out of the contract.

你们没有正当理由背弃合同。

In case one party fails to carry out the contract, the other party is entitled to cancel the contract.

如果一方不执行合同，另一方有权撤消该合同。

Are you worrying about the non-execution of the contract and non-payment on our part?

你是否担心我们不履行合同或者拒不付款？

You cannot cancel the contract without first securing our agreement.

如果没有事先征得我们同意，你们不能取消合同。

This contract will come into force as soon as it is signed by two parties.

合同一经双方签定即生效。

Once a contract is made, it must be strictly implemented.

合同一旦确定就应严格执行。

Words and Phrases

&&&&&&&&&&&&&&&&&

to bring a contract into effect 使合同生效

to come into effect 生效

to go (enter)into force 生效

to cease to be in effect/force 失效

to carry out a contract 执行合同

to execute/implement/fulfil/perform a contract 执行合同

cancellation of contract 撤消合同

breach of contract 违反合同

to break the contract 毁约

to cancel the contract 撤消合同

to tear up the contract 撕毁合同

to approve the contract 审批合同

to honour the contract 重合同

to annual the contract 废除合同

to terminate the contract 解除合同

to alter the contract 修改合同

to abide by the contract 遵守合同

to go back on one's words 反悔

to be legally binding 受法律约束

to stand by 遵守

non-payment 拒不付款

to secure one's agreement 征得...的同意

Additional Words and Phrases

contract price 合约价格

contract wages 合同工资

contract note 买卖合同（证书）

contract of employment 雇佣合同

contract of engagement 雇佣合同

contract of carriage 运输合同

contract of arbitration 仲裁合同

contract for goods 订货合同

contract for purchase 采购合同

contract for service 劳务合同

contract for future delivery 期货合同

contract of sale 销售合同

contract of insurance 保险合同

contract sales 订约销售

contract law 合同法

to ship a contract 装运合同的货物

contractual dispute 合同上的争议

a long-term contract 长期合同

a short-term contract 短期合同

contract parties 合同当事人

contractual practice/usage 合同惯例

contractual claim 根据合同的债权

contractual liability/obligation 合同规定的义务

contractual income 合同收入

contractual specifications 合同规定

contractual terms & conditions 合同条款和条件

contractual guarantee 合同规定的担保

contractual damage 合同引起的损害

contractual-joint-venture 合作经营，契约式联合经营

completion of contract 完成合同

execution of contract 履行合同

performance of contract 履行合同

interpretation of contract 解释合同

expiration of contract 合同期满

renewal of contract 合同的续订

付款 Payment Terms

（一）

Payment is to be effected (made) before the end of this month.

这个月末以前应该付款。

It's convenient to make payment in pound sterling.

用英镑付款较方便。

Now, as regards payment, we've agreed to use U.S. Dollar, am I right?

至于付款，我们已同意用美圆，对吗？

We may have some difficulties making payment in Japanese yen.

用日圆付款可能会有困难。

I've never made payment in Renminbi before.

我从未用过人民币付款。

We can't accept payment on deferred terms.

我们不能接受延期付款。

What's your reason for the refusal of payment?

你们拒付的理由是什么？

Collection is not paid.

托收款未得照付。

We don't think you'll refuse to pay.

我们相信你们不会拒付。

Only one refusal of payment is acceptable to the bank.

银行只接受一次拒付。

You ought to pay us the bank interest once payment is wrongly refused.

如果拒付错了，你们应该偿付我方的银行利息。

We'll not pay until shipping documents for the goods have reached us.

见不到货物装船单据，我们不付款。

We're worrying that a decline in prices might lead to refusal of payment.

我们担心市场价格下跌会引起拒付。

Of course payment might be refused if anything goes wrong with the documents.

如果单据有问题，当然可以提出拒付。

The equipment will be paid in installments with the commodities produced by our factory.

设备以我们工厂生产的产品分期偿还。

Words and Phrases

payment 支付，付款

to pay 付款，支付，偿还

dishonour 拒付

deferred payment 延期付款

progressive payment 分期付款

payment on terms 定期付款

payment agreement 支付协定

pay order 支付凭证

payment order 付款通知

payment by banker 银行支付

payment by remittance 汇拨支付

payment in part 部分付款

payment in full 全部付讫

clean payment 单纯支付

simple payment 单纯支付

payment by installment 分期付款

payment respite 延期付款

payment at maturity 到期付款

payment in advance 预付（货款）

Cash With Order (C.W.O) 随订单付现

Cash On Delivery (C.O.D) 交货付现

Cash Against Documents (C.A.D) 凭单付现

pay on delivery (P.O.D) 货到付款

payment in kind 实物支付

payment for (in) cash 现金支付，付现

pay...Co. only 仅付...公司

pay...Co. not negotiable 付...公司，不准疏通

pay...Co. or order (pay to the order of...Co.) 付...公司或其指定人

refusal 拒绝

the refusal of payment 拒付

the bank interest 银行利息

decline 下降，下跌

something goes wrong 某事上出问题，出现差错

commodity 产品

convenient 方便的

（二）

Now we have settled the terms of payment.

现在我们已经谈妥了付款条件。

Shall we have a talk about terms of payment today?

我们今天谈谈付款条件怎么样？

What is the mode of payment you wish to employ?

您希望用什么方式付款？

This is the normal terms of payment in international business.

这是国际贸易中惯用的付款方式。

We can't accept any other terms of payment.

我们不能接受其他的付款条件。

If you can't be more flexible, we won't accept your terms of payment.

如果你们不能灵活些，我们将不接受此种付款方式。

Words and Phrases

payment terms 支付条件，付款方式

the mode of payment 付款方式

flexible 灵活的，多变的

（三）

Please protect our draft on presentation.

请见票即付。

Your draft will be honoured on presentation.

你方的汇票见票即付。

The draft was discounted in New York.

汇票已经在纽约贴现。

Our draft No.36 was dishonoured.

我们的第三十六号汇票被拒付了。

The draft has not been collected.

汇票之款尚未收进。

We'll be unable to meet these draft.

我们无力兑付这些汇票。

We've drawn a clean draft on you for the value of this sample shipment.

我们已经开出光票向你方索取这批货的价款。

We've drawn on you for payment of the invoice amounting to $20,000.

我们已经按照发票金额 20，000 美圆向你方开出了汇票。

The draft has been handed to the bank on clean collection.

汇票已经交银行按光票托收。

You can draw on me just as if there were a letter of credit.

您就当作有信用证一样，向我开汇票托收。

We're sending our draft through Bank of China for documentary collection.

我们将汇票交中国银行按跟单托收。

We'll draw on you by our documentary draft at sight on collection basis.

我们将按托收方式向你方开出即期跟单汇票。

We'll draw a sight bill in favour of the Export Bank Singapore.

我们要开立一张以新加坡出口银行为收款人的即期汇票。

We've already remitted the amount by cheque.

我们已经将款以支票汇出。

We enclose a cheque for RMB200.

我们附上人民币 200 元的支票一张。

Words and Phrases

discount 贴现

draft 汇票

Promisory Note 本票

cheque 支票

clean bill 光票

documentary bill 跟单汇票

Sight Bill 即期汇票

Time Bill 远期汇票

Usance Bill 远期汇票

Commercial Bill 商业汇票

Banker's Bill 商业汇票

Banker's Bill 银行汇票

Commercial Acceptance Bill 商业承兑汇票

Bankers' Acceptance Bill 银行承兑汇票

invoice 发票

Performer Invoice 形式发票

Sample Invoice 样品发票

Consignment Invoice 寄售发票

Recipe Invoice 收妥发票

Certified Invoice 证明发票

Manufacturers' Invoice 厂商发票

At sight 即期，见票即付

At...days (month)after sight 付款人见票后若干天（月）付款

At...days sight 付款人见票后若干天即付款

At...days after date 出票后若干天付款

At...days after B/L 提单签发后若干天付款

remittance 汇付

Mail transfer (M/T) 信汇

Demand Draft (D/D) 票汇

Telegraphic Transfer (T/T) 电汇

collection 托收

clean Bill for Collection 光票托收

Documentary Bill for Collection 跟单托收

Uniform Rules for Collection 《托收统一规则》

Collection Advice 托收委托书

Advice of Clean Bill for Collection 光票托收委托书

Collection Bill Purchased 托收出口押汇

Trust Receipt 信托收据

copy 副本

original 正本

商品检验 Commodity Inspection

（一）

Shall we take up the question of inspection today?

今天咱们讨论商品检验问题吧。

The inspection of commodity is no easy job.

商检工作不是那么简单。

Mr. Black is talking with the Chinese importer about inspecting the goods.

布莱克先生与中方进口商就商品检验问题进行洽谈。

As an integral part of the contract, the inspection of goods has its special importance.

作为合同里的一个组成部分，商品检验具有特殊的重要性。

We should inspect this batch of porcelainware to see if there is any breakage.

我们要检查一下这批瓷器是否有破损的。

The exporters have the right to inspect the export goods before delivery to the shipping line.

出口商在向船运公司托运前有权检验商品。

The inspection should be completed within a month after the arrival of the goods.

商品检验工作在到货后一个月内完成。

How should we define the inspection rights?

商检的权力怎样加以明确呢？

I'm worried that there might be some disputes over the results of inspection.

我担心对商检的结果会发生争议。

We'll accept the goods only if the results from the two inspections are identical with each other.

如果双方的检测结果一致，我们就收货。

Words and Phrases

*****************

inspection 检验

inspect 检验

to inspect A for B 检查 A 中是否有 B

inspector 检验员

inspector of tax 税务稽查员

inspection of commodity 商品检验

（二）

Where do you wish to reinspect the goods?

您希望在哪里复验商品？

The importers have the right to reinspect the goods after their arrival.

进口商在货到后有权复验商品。

What's the time limit for the reinspection?

复验的时限是什么时候？

It's very complicated to have the goods reinspected and tested.

这批货测试和复验起来比较复杂。

What if the results from the inspection and the reinspection do not coincide with each other?

如果检验和复验的结果有出入该怎么办呢？

Words and Phrases

*****************

reinspect 复验

reinspection 复验

（三）

Who issues the inspection certificate in case the quality do not confirm to the contract?

如果货物的质量与合同不符，由谁出具检验证明书呢？

The certificate will be issued by China Import and Export Commodity Inspection Bureau or by

any of its branches.

检验证明书将由中国进出口商品检验局或其分支机构出具。

The Inspection Certificate will be signed by the commissioner of your bureau.

检验证明书将由商检局局长签字。

Our certificates are made valid by means of the official seal and personal chop of the

commissioner.

我们的证明书以盖公章和局长签字为有效。

As a rule, our certificate is made out in Chinese and English.

通常证明书是用中文和英文开具的。

You may have another certificate showing the goods to be free from radioactive contamination.

你们还要出具另一份证明书，以证明货物没有受放射线污染。

Our goods must be up to export standards before the Inspection Bureau releases them.

我们的货物只有在符合出口标准后，商检局才予以放行。

Our Inspection Bureau will issue a Veterinary Inspection Certificate to show that the shipment

is in conformity with export standards.

商检局将出具动物检疫证明书以证明货物符合出口标准。

Is it convenient for you to engage a surveyor?

你们联系公证方便吗？

We have the best surveyor, China Import and Export Commodity Inspection Bureau.

我们有最好的公证行，即中国进出口商品检验局。

Words and Phrases

*****************

Inspection Certificate 检验证明

Inspection Certificate of Quality 质量检验证书

Inspection Certificate of Quantity 数量检验证书

surveyor 检验行，公证行

Additional Words and Phrases

Inspection Certificate of Weight 重量检验证书

Inspection Certificate of Origin 产地检验证书

Inspection Certificate of Value 价值检验证书

Inspection Certificate of Health 健康检验证书

Sanitary Inspection Certificate 卫生检验证书

Veterinary Inspection Certificate 兽医检验证书

inspection of packing 包装检验

inspection of loading 监装检验

inspection of material 材料检验

inspection of risk 被保险物价的检查

inspection of storage 监装

inspection of voucher 凭证检验

inception of carriage 货车检查

inspection of document 单证检查

inspection of fixed asset 固定资产检查

inspection of incoming merchandise 到货验收

Inspection Certificate on Damaged cargo 验残检验证书

Inspection Certificate on Tank 验船证书

Certificate of Measurement & Weight 货载衡量证书

Authentic Surveyor 公证签定人

inspection on cleanliness 清洁检验

inspection on cleanliness of dry cargo hold 干货舱清洁检验

inspection on cleanliness of tank 油舱清洁检验

inspection and acceptance 验收

inspection before delivery 交货前检验

inspection after construction 施工后检验

inspection during construction 在建工程检验

inspection between process 工序间检验

inspection report 检验报告

inspection tag 检查标签

Inspectorate General of Customs 海关稽查总局

inspection and certificate fee 检验签证费

to issue(a certificate) 发...（证明）

Sworn Measurer 宣誓衡量人

Underwriters Laboratory 保险商实验室

Loyd's Surveyor 英国劳氏公证行

General Superintendence & Co, Geneva (S.G.S) 瑞士日内瓦通用签定后司

保险 Insurance

（一）

I'm looking for insurance from your company.

我是到贵公司来投保的。

Mr. Zhang met Mr. William in the office of the People' Insurance Company of China.

张先生在中国人民保险公司的办公室接待了威廉先生。

After loading the goods on board the hip, I go to the insurance company to have them insured.

装船后，我到保险公司去投保。

When should I go and have the tea insured?

我什么时候将这批茶叶投保？

All right. Let's leave insurance now.

好吧，保险问题就谈到这里。

I have come to explain that unfortunate affair about the insurance.

我是来解释这件保险的不幸事件的。

I must say that you've corrected my ideas about the insurance.

我该说你们已经纠正了我对保险的看法。

This information office provides clients with information on cargo insurance.

这个问讯处为顾客提供大量关于货物投保方面的信息。

The underwriters are responsible for the claim as far as it is within the scope of cover.

只要是在保险责任范围内，保险公司就应负责赔偿。

The loss in question was beyond the coverage granted by us.

损失不包括在我方承保的范围内。

The extent of insurance is stipulated in the basic policy form and in the various risk clause.

保险的范围写在基本保险单和各种险别的条款里。

Please fill in the application form.

请填写一下投保单。

Words and Phrases

insure 保险；投保；保证

insurance 保险；保险费；保险金额

underwriters 保险商（指专保水险的保险商）保险承运人

insurance company 保险公司

insurer 保险人

insurance broker 保险经纪人

insurance underwriter 保险承保人

insurance applicant 投保人

insurant, the insured 被保险人，受保人

to cover (effect,arrange,take out) insurance 投保

insurance coverage;risks covered 保险范围

insurance slip 投保单

insured amount 保险金额

insurance against risk 保险

insurance clause 保险条款

insurance instruction 投保通知

insurance business 保险企业

insurance conditions 保险条件

（二）

What risks is the People's Insurance Company of China able to cover?

中国人民保险公司承保的险别有哪些？

What risks should be covered?

您看应该保哪些险？

What kind of insurance are you able to provide for my consignment?

贵公司能为我的这批货保哪些险呢？

It's better for you to can the leaflet, and then make a decision.

你最好先看看说明书，再决定保什么险。

These kinds of risks suit your consignment.

这些险别适合你要投保的货物。

May I ask what exactly insurance covers according to your usual C.I.F terms?

请问根据你们常用的 CIF 价格条件，所保的究竟包括哪些险别？

It 's important for you to read the "fine print" in any insurance policy so that you know what

kind of coverage you are

buying.

阅读保险单上的“细则”对你是十分重要的，这样就能知道你要买的保险包括哪些项目。

Words and Phrases

PICC (People's Insurance Company of China) 中国人民保险公司

risk insured, risk covered 承保险项

risk 险别

to provide the insurance 为...提供保险

leaflet 说明书

fine print 细则

（三）

what is the insurance premium?

保险费是多少？

The premium is to be calculated in this way.

保险费是这样计算的。

The total premium is 800 U.S. dollars.

保险费总共是 800 美圆。

The cover paid for will vary according to the type of goods and the circumstances.

保险费用按照货物类别的具体情况会有所不同。

The rates quoted by us are very moderate. Of course, the premium varies with the range of

insurance.

我们所收取的费率是很有限的，当然，保险费用要根据投保范围的大小而有所不同。

According to co-insurance clauses, the insured person must pay usually 20 percent of the total

expenses covered.

根据共同保险条款，保险人通常必须付全部费用的百分之二十。

The insurance rate for such kink of risk will vary according to the kind.

这类险别的保险费率将根据货物种类而定。

Insurance brokers will quote rates for all types of cargo and risks.

保险经纪人会开出承保各类货物的各种险别的费用。

Can you give me an insurance rate?

您能给我一份保险率表吗？

Could you find out the premium rate for porcelain?

您能查一下瓷器的保险费率吗？

You should study not only the benefits but also the terms and limitations of an insurance

agreement that appears best suited

to your needs.

你不仅要研究各种保险所标明的给予保险人的赔偿费用，还要研究它的条件与限制，然后选出最

适合你需要的一种。

Words and Phrases

insurance expense 保险费

premium rate 保险费率

premium 保险费

insurance rate 保险费率表

insurance proceeds 保险金（保险收入）

四）

F.P.A. stands for "Free from Particular Average".

FPA 代表平安险。

W.P.A. stands for "With Particular Average".

WPA 代表水渍险。

I'll have the goods covered against Free from Particular Average.

我将为货物投保平安险。

I know that F.P.A insurance doesn't cover losses on consumer goods.

我知道平安险不包括消费品的种种损失。

I don't think that the W.P.A insurance covers more risks than the F.P.A..

我认为水渍险承保的范围并不比平安险的范围宽。

Free from Particular Average is good enough.

只保平安险就可以了。

The goods are to be insured F.P.A.

这批货需投保平安险。

What you've covered is Leakage.

你所投保的是渗漏险。

Why don't you wish to cover Risk of Breakage?

您为什么不想投保破碎险呢？

W.P.A coverage is too narrow for a shipment of this nature, please extend the coverage to

include TPND.

针对这种性质的货物只保水渍险是不够的，请加保偷盗提货不成险。

Don't you wish to arrange for W.P.A. and additional coverage against Risk of Breakage?

您不想保水渍险和附加破碎险吗？

Not every breakage is a particular average.

并不是所有的破碎险都属于单独海损。

The coverage is W.P.A. plus Risk of Breakage.

投保的险别为水渍险加破碎险。

Well, obviously you won't want All Risks cover.

显然，你不想保综合险。

An All Risks policy covers every sort of hazard, doesn't it?

一份综合险保单保所有的险，是吗？

We'd like? to cover the porcelain ware against All Risks.

我们想为这批瓷器投保综合险。

Please insure the shipment for RMB5,000 against All Risks.

请将这批货物投保综合险人民币 5000 元。

We've cover insurance on these goods for 10% above the invoice value against All Risks.

我们已经将这些货物按发票金额加百分之十投保综合险。

An F.P.A. policy only covers you against total loss in the case of minor perils.

平安险只有在发生较小危险时才给保全部损失险。

The F.P.A. doesn't cover partial loss of the nature of particular average.

平安险不包括单独海损性质的部分损失。

A W.P.A. or W.A. policy covers you against partial loss in all cases.

水渍险在任何情况下都给保部分损失险。

You'll cover SRCC risks, won't you?

你们要保罢工、暴动、民变险，是吗？

As our usual practice, insurance covers basic risks only, at 110 percent of the invoice value. If

coverage against other

risks is required, such as breakage, leakage, TPND, hook and contamination damages, the

extra premium involved would be for

the buyer's account.

按照我们的惯例，只保基本险，按发票金额 110%投保。如果要加保其它险别，例如破碎险、渗

漏险、盗窃遗失险、钩损和污染险等，额外保险

费由买方负担。

Words and Phrases

insurance free of (from) particular average (FPA). 平安险（单独海损不赔）

insurance with particular average (WPA), basic risks. insurance against all risks. 综合险，应保

一切险

risk of breakage 破碎险

risk of clashing 碰损险

risk of rust 生锈险

risk of hook damage 钩损险

risk of contamination (tainting) 污染险

insurance against total loss only (TLO) 全损险

risk of deterioration 变质险

risk of packing breakage 包装破裂险

risk of inherent vice 内在缺陷险

risk of normal loss (natural loss)? 途耗或自然损耗险

risk of spontaneous combustion 自然险

risk of contingent import duty 进口关税险

insurance against war risk 战争险

Air Transportation Cargo War Risk 航空运输战争险

overland Transportation Insurance War Risk 陆上运输战争险

insurance against strike, riot and civil commotion (SRCC) 罢工，暴动，民变险

insurance against extraneous risks, insurance against additional risks 附加险

risk of theft, pilferage and nondelivery (TRND) 盗窃提货不着险

risk of fresh and/of rain water damage(wetting) 淡水雨淋险

risk of leakage 渗漏险

risk of shortage in weight/quantity 短量险

risk of sweating and/or heating 受潮受热险

risk of bad odour(change of flavour) 恶味险，变味险

risk of mould 发霉险

on deck risk 舱面险

（五）

We can serve you with a broad range of coverage against all kinks of risks for sea transport.

我公司可以承保海洋运输的所有险别。

Generally speaking, aviation insurance is much cheaper than marine insurance.

空运保险一般要比海运保险便宜。

Then "all marine risks" means less than "all risks".

那么，“一切海洋运输货物险”意味着比“一切险”范围小一些。

In the insurance business, the term "average" simply means "loss" in most cases.

在保险业中“average”一词一般是“海损”的意思。

Are there any other clauses in marine policies?

海运险还包括其它条款吗？

Breakage is a particular average, isn't it?

破碎险属于一种单独海损，对吗？

the risk of breakage is covered by marine insurance, isn't it?

破碎险是包括在海洋运输货物险之内的，对吗？

The English understood by "marine risks" only risks incident to transport by sea.

英国人对“海洋运输货物险”只理解为海洋中的意外风险。

Generally, the term "all marine risks" is liable to be misinterpreted and its use should be

avoided in L/C.

一般地，“一切海洋运输货物险”容易被误解，应该避免在信用证中使用。

Words and Phrases

ocean marine cargo insurance clauses 海洋运输货物保险条款

transportation insurance 运输保险

overland transportation insurance, land transit insurance 陆上运输保险

insurance against air risk, air transportation insurance 航空运输保险

parcel post insurance 邮包运输保险

ocean marine cargo insurance, marine insurance 水险（海运货物保险）

All Risks 一切险

average 海损

Particular Average (P.A) 单独海损

General Average (G.A) 共同海损

Marine Losses 海损

partial loss 部分损失

total loss 全部损失

（六）

Please tell me whether I need to purchase a foreign student policy.

告诉我是否我需要购买外国学生保险。

I'd like to know whether basic health insurance coverage should include benefits for outpatient,

hospital, surgery and

medical expenses.

我想知道基本健康保险所列的项目是否应包括医院门诊，住院，手术及药品等费用的赔偿。

Will you please tell me where I can purchase health insurance?

请告诉我在何处能买到健康保险？

Health insurance is merely a mean by which people pool money to guard against the sudden

economic consequences of sickness or

injury.

健康保险就是筹集一些钱以预防疾病或受伤而突然发生的经济困难。

"Major medical" insurance policies are designed to help offset heavy medical expenses that can

result from a prolonged

illness or serious injury.

“巨额医药费保险”旨在协助减轻久病及重伤所造成的重大医药开支。

If the benefits provided under a certain policy have a dollar limitation for each service, you

should determine whether these

limitations are realistic.

如果某一家保险公司的健康保险对每种服务定有赔偿限额，你应断定这些限额是否合乎实际。

Words and Phrases

health insurance 疾病保险，健康保险

sickness insurance 疾病保险

insurance for medical care 医疗保险

"major medical" insurance policy 巨额医药费保险

insurance during a period of illness 疾病保险

life insurance 人寿保险

endowment insurance 养老保险

insurance on last survivor 长寿保险

to purchase health insurance 购买健康保险

to have a health insurance policy 购买健康保险

Additional Words and Phrases

policy-holder 保险客户

extra premium 额外保险费

additional premium 附加保险费

insurance law 保险法

insurance act 保险条例

insurance industry? 保险业

insurance division 保险部

insurance treaty 保险合同

cover note 保险证明书

guarantee of insurance 保险担保书

premium rebate 保险费回扣

insurance claim 保险索赔

ceding, retrocession(for reinsurance) 分保

reinsurance 分保（再保险）

ceding(insurance)company 分保公司

co-insurance company 共同保险公司

insurance document 保险单据

certificate of insurance 保险凭证

increasing coverage, extending coverage 加保

renewing coverage 续保

insurance commission 保险佣金

social insurance 社会保险

personal property insurance 个人财产保险

insurance of contents 家庭财产保险

装运 Shipment

（一）

The shipment has arrived in good condition.

运到之货情况良好

I hope you'll be entirely satisfied with this initial shipment.

我希望您能对第一批货感到满意。

Please exercise better care with future shipments.

对今后装运的货，请多加注意。

Can last shipment be duplicated?

上次装运的货能再卖一批吗？

We regret we can't ship as you desired.

很抱歉，我们不能按你们的要求装船。

We'll send vessels to pick up the cargo at Huangpu.

我们将派船只在黄埔装运。

There is an over-shipment of 200 lbs.

货物多装了 200 磅。

Can we short-ship 5 tons?

我们可以少装 5 吨吗？

Please hold shipment pending our instructions.

请在我们通知之前暂停装货。

The goods are all ready for shipment.

货物已经准备好待装运。

I've got a bone to pick with you over your last shipment to London.

关于上次装运到伦敦的那批货，我不得不抱怨你。

The cargo has been shipped on board s.s. "Dong Feng".

货已装上“东风”号轮船。

We ship most of our oil in bulk.

我们装运的油多数是散装的。

We can get preferential duty rates when we ship to the U.S.A.

我们能在货物装运到美国时获得优惠税率。

The facilities for shipping goods to southeast Asian countries have changed a lot.

出口到东南亚的货物的装运条件已大大改善了。

Words and Phrases

shipment 装运

shipping advice 装船通知

loading 装货

shipping order 装货单

to effect shipment 装运

shipping 装运的

shipping mark 装运标志

to make shipment 交货，装运

to ship 装船，装运

shipping instruction 装船单据

to make delivery of the goods 交货

to take delivery of the goods 提货

]unloading/discharging 卸货

loading list 装船单

loading charge 装船费

loading certificate 装货证明书

loading days 装货天数，装载时间

load off 卸货

Male's Receipt 大副收据

loaded on Deck （货物）装于甲板上

Shipping Instructions Form 装船指示单

shipping documents 装船单据

cargo mark 货物装运标志

（二）

Can our order of 100 cars be shipped as soon as possible?

我们订的 100 辆小汽车能尽快装运吗？

An early reply from you will help us to speed up shipment.

如果你们尽快答复，我们便可以加速装船。

The order No. 105 is so urgently required that we have to ask you to speed up shipment.

第 105 号订单所订货物我们要急用，请你们加快装船速度。

Could you manage to hasten the delivery?

你们能否加快装运？

Could you possibly effect shipment more promptly?

你们能不能提前一点交货呢？

A timely delivery means a lot to us.

及时交货对我们来说关系可大了。

I'm sorry to say that we can't advance the time of delivery.

非常抱歉我们不能把交货期提前。

There's still another possibility to ensure a prompt delivery of the goods.

还有另一种可能可以确保即期交货。

If shipment were effected from Hong Kong, we could receive the goods much earlier.

如果在香港交货，我们可以更早些收到货物。

Could you do something to advance your shipment?

你们能不能设法提前交货？

They hold a discussion on the time of shipment for fireworks.

他们就礼花的装运期问题进行了谈判。

Since the time of shipment can not be fixed, I can not but worry about it.

交货期还没定下来，我怎么会不着急呢？

I'm sorry to tell you that we are unable to give you a definite date of shipment for the time

being.

很抱歉，现在我们还无法告诉您确切的装船日期。

Can you effect shipment of the order in March?

您看这批货能在 3 月份装运吗？

Is it possible to effect shipment during October?

能不能在 10 月份交货？

I want the goods to be delivered in June.

我希望你们能在 6 月份交货。

After shipment, it will be altogether four to five weeks before the goods can reach our retailers.

从交货到零售商收到货物总共需要 4 至 5 个星期。

We can effect shipment in December or early next year at the latest.

我们最晚在今年 12 月份或明年初交货。

We assure you that shipment will be made no later than the first half of April.

请您放心，我们交货期不会迟于 4 月份上半月。

You expect us to make delivery in less than a month, right?

您是希望我们在不到 1 个月的时间内交货吗？

I'm terribly worried about late shipment.

我非常担心货物迟交。

Words and Phrases

forward shipment 远期装运

near shipment 近期装运

prompt shipment 即期装运

shipment as soon as possible 尽速装运

late shipment 迟交

prompt delivery 即期交货

time of shipment 装运期，装运时间

time of delivery 交货期

load time 装货时间

to speed up 加速

to effect shipment 交货，装运

initial shipment 第一批货

shipment during October 1990

1990 年 10 月装运

shipment during October/November

1990 年 10 月或 11 月装运

shipment on or before 15th, November, 1990

1990 年 11 月 15 日以前装运

shipment during May with partial shipment and transshipment allowed, sellers option.

装运期由卖方选择，允许分批装运。

shipment on or before the end of November 1990.

1990 年底或以前装运。

shipment on Board the Vessel called the...

已由某某轮船装运

to exercise better care with sth

多加关心

over-shipment 多装

short-shipment 少装

to be ready for 准备好

in bulk 散装

preferential duty rates 优惠利率

facilities 条件，设施

（三）

It's better to designate Tanggu as the loading port.

在塘沽装货比较合适。

A manager of a Japanese Company and a staff member of a Chinese corporation hold a

discussion on the loading port at Beijing

Hotel.

中国公司一名业务员与日本公司的经理在北京饭店就装运港问题进行了洽谈。

We'd better have a brief talk about the loading port.

我们最好能就装运港问题简短地谈一谈。

You may choose Tianjin as port of shipment.

你可以选择天津作为交货港。

How about shipping them from Huangpu instead of Shantou?

把汕头改为黄埔交货怎么样？

You insist that Dalian is the loading port, right?

您坚持把大连定为装运港，对吗？

Now Huangpu is fine as the loading port.

现在可以把黄埔定为装运港。

We are always willing to choose the big ports as the loading ports.

我们总希望用较大的港口作为装运港

We'd like to designate Shanghai as the loading port because it is near the producing area.

我们希望把上海定为装运港是由于它离货物产地比较近。

It makes no difference to us to change the loading port from Shantou to Zhuhai.

将装运港由汕头改为珠海对我们来说问题不大。

Shall we have a talk on the port of discharge this afternoon?

咱们今天下午是不是谈谈卸货港的问题？

He exchanged views on the choice of the unloading port with Mr. Smith.

他和史密斯先生就选择卸货港问题交换了意见。

What's your unloading port please?

你们的卸货港定在哪里？

It's not reasonable to have the goods unloaded at Hamburg.

把货卸在汉堡不太合适。

We don't think it's proper to unload the Chinese tea at London.

我们认为把伦敦作为中国茶叶的卸货港，很难让人接受。

As most of our clients are near Tianjin, we'd like to appoint Tanggu as the unloading port.

我们的大多数客户离天津较近，所以选择了塘沽作为卸货港。

There are more sailings at Shanghai, so we have chosen it as the unloading port.

因为上海的船次多，我们把这里定为卸货港。

We'd like to change the unloading port from Tokyo to Osaka.

我们愿意把卸货港由东京改为大阪。

Words and Phrases

port of call 寄航港

saillings 船次

optional port 选择港

loading port 装货港

unloading port 卸货港

port of shipment 装运港

port of destination 目的港

European Main Ports (E.M.P.) 欧洲主要港口

Customary Quick Dispatch 按港口习惯快速装运

（四）

Don't you think it's troublesome to transship the goods at Sydney?

您不认为在悉尼转船太麻烦了吗？

Do you wish to transship the goods to Macao at Hong Kong?

您是不是想把货物由香港转至澳门。

We have been able to transship S.E. Asian-bound cargoes from rail to ship at Hongkong without

mishap.

我们在香港转船去东南亚的货物途中未曾遇到过麻烦事。

Sometimes, we have to make a transshipment because there is no suitable loading or pr in the

producing country.

有时因为在生产国找不到合适的装港，我们不得不转船。

So far as I know, there are risks of pilferage or damage to the goods during transhipment in

Hongkong.

据我所知，在香港转船期间有货物被盗或损坏的风险。

In case of transhipment, we have to pay extra transportation charges.

货物如果转运，我们得多付运费。

All transport transshipment charges will be included in the C.I.F. price.

所有的转运费用都包括在到岸价格里面了。

Partial shipment is allowed.

允许分批装运。

I heard that partial shipment wasn't permitted.

我听说不允许分批装运。

Transhipment is (not) allowed.

（不）准许转船。

We must have the goods here in September for reshipment.

货物必须 9 月份到达此地以便再转运。

Words and Phrases

troublesome 麻烦

suitable 合适的

pilferage 盗窃

in case of 如果

transshipment charges 转运费

as far as sb knows 就...所知，据...所知

loaded to full capacity 满载

transshipment (T.S.) 转运

to tranship (transship) 转运

transhipment permitted 允许转运

transhipment prohibited 不许转运

transit shipment 转运，中转

transhipment on route 中途转运

transhipment entry 转运报单

transhipment manifest 转运仓单

transhipment trade 转口贸易

transhipment to be allowed 准许转运

transhipment not allowed 不准许转运

partial shipment 分批装运

运输 Transportation

（一）

We arrange shipments to any part of the world.

我们承揽去世界各地的货物运输。

From what I've heard you're ready well up in shipping work.

据我所知，您对运输工作很在行。

What is your specific transport requirement?

你们需要的运输条件是什么？

It will cause a lot of problems in our transportation.

这将给我们的运输带来很多问题。

The two sides finally reached an agreement on the mode of transportation.

双方就运输方式达成了协议。

Today let's discuss the mode of transportation of the steel we ordered.

今天我们就谈谈关于钢材的运输方式吧。

How do you usually move your machines?

你们出口机器习惯使用哪种运输方式？

The goods are now in transit.

此批货物正在运输途中。

A part of the goods were damaged in transit.

一部分货物在运输途中受损。

If the cargo space must be reserved, please send us the necessary application forms.

如果要预订货舱，请将订舱表寄给我们。

do you do any chartering?

你们租船吗？

Words and Phrases

transport 运输

to be in transit 正在运输

move 运输

transportation business 运输业

transportation company (corporation) 运输公司

transportation cost 运输成本

mode of transportation 运输方式

way of transportation 运输方式

means of transportation 运输方式

to do charter 租船

cargo space 货舱

（二）

Transport by sea is the most important mode of transportation in the world today.

海运是目前世界上最重要的一种运输方式。

Usually, it is cheaper to have the goods sent by sea than by railway.

通常，海运较陆运便宜。

For such a big order, we propose to have the goods dispatched by sea.

数量如此多的货物，我们建议走海运。

Please dispatch the TV sets we ordered by sea.

请海运我们订购的电视机。

Because of the high cost of railway transportations, we prefer sea tansportations.

因为铁路运输费用高，我们愿意走海运。

Sometimes sea transport is troublesome to us.

有时海运对我们来说麻烦。

Please have the goods transported by air.

请空运此批货

To move the goods by railway is quicker.

铁路运输较快。

We don't think it is proper to transport the goods by railway.

我们认为此货不适合用铁路运输。

Can you have them sent by railway?

能采用 陆运方式吗？

You may have some difficulties in arranging railway transportation, I guess.

我猜你们安排铁路运输有困难。

We have arranged to transport the rice you purchased by rail.

我们已安排用火车运输你们所需的大米。

We would prefer to have goods carried by road and not by railway.

我们宁愿用公路运输而不用铁路。

Words and Phrases

to transport by sea 海运

to transport by railway 陆运

transportation by sea, land, air, and mail 海、陆、空、邮运输

to arrange transport 安排运输

to have some difficulties in 在...有困难

（三）

We think it necessary to move the articles by way of combined transportation.

我们认为联运货物十分必要。

Sometimes, the way of combined transportation has the complicated formalities.

有时联运的手续十分繁琐。

The two sides agreed to employ "combined transportation" to ship the goods.

双方决定联运货物。

Since there is no direct vessel, we have to arrange multimodal combined transport by rail and

sea.

由于没有直达船只，我们只好安排海陆联运。

I don't like this kind of combined transportation.

我并不喜欢这种联运方式。

It's easy to cause a delay in shipment or even lose the goods completely when we arrange such

combined transport.

这种联运方式货物容易丢失，也常误期。

It's simpler and cheaper for both of us to arrange multimodal combined transport.

安排联运对我们双方都既简单又经济。

Insurance covers both sea and overland transportation.

保险应包括水陆两路的运输。

If the goods are to be transshipped from one means of transportation to another during the

course of the entire voyage, it's

called "combined transport".

如果货物在运输途中交换交通工具，这便是“联运”。

Words and Phrases

Train-Air-Truck (TAT;TA) “陆-空-陆”联运；或“陆空联运”

combined transportation 联运

Combined Transport Documents (CTD) 联合运输单据

multimodal combined 联运，多式联运

through B/L 联运提单

through transport 联运

direct vessel 直达船只

entire voyage 整个运输过程中

formality 手续

（四）

Who will bear the extra freight charges?

多出的运费由谁负担？

Please quote your current tariffs.

请报你公司的最新运费表。

Freight for shipment from Shanghai to Hongkong is to be charged to your account.

从上海到香港的运费由贵方负担。

The bill of lading should be marked as "freight prepaid".

提单上应该注明“运费预付”字样。

Words and Phrases

transport charge 运输费

cargo freight 运费

carriage 运费

carload rate 整车运费

carriage expense 运费

carriage free 免收运费

carriage paid 运费已付

carriage forward 运费待付

cartage 搬运费

cartage note 搬运费率

Liner's freight tariff 班轮运价表

Basic Rate 基本运费率

Heavy Lift Additional 超重附加费

Over Length Additional 超长附加费

transportation expenses 运输费用

A.V. (Ad. Val) 从价运费

cash and carry 现付自运

Freight ton 运费吨

Weight ton 重量吨

Measurement ton 尺码吨

（五）

This is one set of the shipping documents coverning the consignment.

这是一套这批货的装运单据。

We'll send you by air a full set of non-negotiable documents immediately after the goods are

loaded.

货一发运，我们就寄给你方一套单据副本。

when the goods have been loaded, you can get the B/L signed by the master of the vessel.

货装上船后，你可以得到由船长签字的提单。

We'll send you two sets of the Shipped, Clean Bill of Lading.

我们将寄送两套已装运清洁提单。

Words and Phrases

a full set of 一整套

non-negotiabel 未议付的

immediately 立即地，迅速地

master 船长

two (several) sets of 两（多）套

transport document 运输单据

shipping documents 装船单据

Bill of lading (B/L) 提单

On board B/L 已装船提单

Shipped B/L 已装船提单

received for Shipment B/L 备运提单

Direct B/L 直达提单

Transhipment B/L 转船提单

Through B/L 联运提单

Clean B/L 清洁提单

Unclean B/L 或 Foul B/L 不清洁提单

Straight B/L 记名提单

Open B/L 不记名提单

Bearer B/L 不记名提单

Order B/L 指示提单

Long Form B/L 全式提单

Short Form B/L 简式提单

On Deck B/L 舱面提单

Stale B/L 过期提单

Ante Dated B/L 倒签提单

Advanced B/L 预借提单

Freight at Destination B/L 运费到付提单

Freight prepaid B/L 运费预付提单

to order to 凭某人指定

Additional Words and Phrases

transportation facilities 运输设备

transportation insurance 运输保险

transportation permit 运输许可证

transportation system 运输系统

transportation tax 运输税

transport by container 集装箱运输

transport chain 运输体系

cargo worthy 适宜货运

cargo by rail 铁路运输

cargo by road 公路运输

cargo mark (shipping mark) 货物装运标志

cargo receipt 货运收据

time charter 定期租船

time charter trip 航次期租

single voyage charter 单程租船

return voyage charter 回航次租船

voyage charter 定程租船

对外贸易与外贸关系

（一）

They mainly trade with Japanese firms.

他们主要和日本商行进行贸易。

For the past five years, we have done a lot of trade with your company.

在过去的五年中，我们与贵国进行了大量的贸易。

Our trade is conducted on the basis of equality.

我们是在平等的基础上进行贸易。

There has been a slowdown in the wool trade with you.

和你们的羊毛贸易已有所减少。

Our foreign trade is continuously expanding.

我们的对外贸易不断发展。

Trade in leather has gone up (down) 3%.

皮革贸易上升（下降）了百分之三。

Trade in general is improving.

贸易情况正在好转。

Our company mainly trades in arts and crafts.

我们公司主要经营手工艺品。

They are well-known in trade circles.

他们在贸易界很有名望。

We trade with people in all countries on the basis of equality and mutual benefit.

我们在平等互利的基础上和各国人民进行贸易。

To respect the local custom of the buying country is one important aspect of China's foreign

policy.

尊重买方国家的风俗习惯是我国贸易政策的一个重要方面。

Our purpose is to explore the possibilities of developing trade with you.

我们的目的是和你们探讨一下发展贸易的可能性。

Words and Phrases

foreign trade 对外贸易

overseas trade 海外贸易

international trade 国际贸易

to trade with 和...进行贸易

to do business in a moderate way 做生意稳重

to do business in a sincere way 做生意诚恳

to make a deal 做一笔交易

deal 交易，经营，处理，与...交往

to deal in 经营，做生意

to explore the possibilities of 探讨...的可能性

trade circles 贸易界

to handle 经营某商品

to trade in 经营某商品

business scope/frame 经营范围

trading firm/house 贸易行，商行

（二）

Can we do a barter trade?

咱们能不能做一笔易货贸易呢？

Is it still a direct barter trade?

这还算是一种直接的易货贸易吗？

If you agree to our proposal of a barter trade, we'll give you paper in exchange for your timber.

如果你方同意我们进行易货贸易的建议，我们将用纸与你们交换木材。

Shall we sign a triangle trade agreement?

我们订一个三角贸易协议好吗？

A triangle trade can be carried out among the three of us.

我们三方可进行三角贸易。

Compensation trade is, in fact, a kind of loan.

补偿贸易实际上是一种信贷。

We may agree to do processing trade with you.

我们同意与你们进行来料加工贸易。

If you're interested in leasing trade, please let us know.

如果你们有意做租赁贸易，请告诉我们。

We wonder whether you do counter trade.

我们不知道你们是否做抵偿贸易。

Words and Phrases

trade by commodities 商品贸易

visible trade 有形贸易

invisible trade 无形贸易

barter trade 易货贸易

bilateral trade 双边贸易

triangle trade 三角贸易

multilateral trade 多边贸易

counter trade 对销贸易；抵偿贸易

counter purchase 互购贸易

buy-back 回购贸易

compensation trade 补偿贸易

processing trade 来料加工贸易

assembling trade 来料装配贸易

leasing trade 租赁贸易

in exchange for 用...交换...

trade agreement 贸易协议

（三）

We want to develop direct contact with Continental buyers for ourselves.

我们想为自己的公司同欧洲大陆的买主建立起直接的联系。

We see that your firm specializes in Light Industrial Goods, and we are willing to establish

business relationship with you.

得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。

We are one of the largest importers of Electric Goods in this city, and we wish to establish

business relationship with you.

我们是此地最大的电器进口商之一，愿意与你们建立业务关系。

We are willing to enter into business relationship with your company on the basis of equality

and mutual benefit.

我们愿在平等互利的基础上与贵公司建立业务关系。

Our two countries have had trade relations for ten years.

我们两国之间已经有了 10 年的贸易关系。

We've never had any difficulties with our Chinese partners, and we'd like to make as many new

contacts as we can.

和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。

We have made a very good start in our business with Japan.

我们和日本在业务上有了良好的开端。

Our company is thinking of expanding its business relationship with China.

我公司想扩大与中国的贸易关系。

As is known, we set great store by the trade relationship with the third world countries.

众所周知，我们十分重视同第三世界国家的贸易关系。

We look forward to reactivating our business relationship.

我们盼望我们的业务关系重新活跃起来。

We shall welcome a chance to renew our friendly relationship.

很高兴能有机会来恢复我们的友好关系。

We'll try our best to widen our business relationship with you.

我们将尽力扩大同你们的贸易关系。

We're writing you in order to establish business relationship.

我们写此信是为了与你方建立业务关系。

The arrangement will contribute to cement our pleasant relationship.

此项安排将有助于巩固我们良好的关系。

We're willing to restore our business relationship.

我们希望能恢复贸易关系。

It will be advantageous if steps are taken to resume our business relationship on the basis of

mutual benefit.

如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。

The depressed market results in the stagnation of trade.

市场萧条导致贸易停滞。

We have been doing quite well in our business, we are willing to open an account with you.

我们的生意一直做得不错，希望能与你们建立账户往来关系。

Words and Phrases

business association 业务联系，交往

business connection 业务联系

close relationship 密切的关系

closer ties 更密切的关系

to establish(enter into, set up)business relationship 建立业务关系

to continue business relationship 继续业务关系

to present business relationship 保持业务关系

to improve business relationship 改善业务关系

to promote business relationship 促进业务关系

to speed up business relationship 加快业务关系的发展

to enlarge (widen) business relationship 扩大业务关系

to restore (resume) business relationship 恢复业务关系

to interrupt business relationship 中断业务关系

to cement business relationship 巩固业务关系

（四）

When could you introduce me to your sister company?

什么时候把贵公司的兄弟公司介绍给我们？

Would you please introduce us to some of the most reliable exporters of Chinese handicrafts?

请向我们推荐一些最可靠的中国手工艺品出口商，可以吗？

If you are interested in dealing, with us in other products of our company, please inform us of

your requirements as well as your banker's name and address.

如果你们有意经营我公司其他产品，请告知你方要求及往来银行的名称和地址。

Because of the rapid development of our business in Asia, we think it's necessary to open a

branch at the following address.

鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。

We've often expressed our interest in investing in China.

我们一直对在中国投资很感兴趣。

Our abundant resources and stable policy provide foreigners with the advantages they invest

here.

我们丰富的资源和稳定的政策为外商投资提供了有利条件。

Thank you for your manner of business cooperation.

我们对你们的合作态度非常满意。

We have been working on expanding our scope of cooperation with China.

我们一直努力设法扩大与中国的合作范围。

We believe in long-term cooperation with China because we view the future as bright.

我们相信与中国长期合作的前途是光明的。

Words and Phrases

trade prospects/outlook 贸易前景

trade cooperation 贸易合作

technological cooperation 技术合作

business cooperation 业务合作

cooperative relationship 合作关系

the scope of cooperation 合作范围

Additional Words and Phrases

trade fair 贸易展销会

trade show 贸易展览

trade agreement 贸易协议

to establish arrangement 达成协议

to reach an agreement 达成协议

trade terms/clause 贸易条款

trade balance 贸易平衡

to conclude a business transaction 达成贸易交易

to work with 与...共事

business activities 经济活动

business house 商行；商号

trading department/mechanics 贸易机构

trade association 贸易协会

the foreign trade department 对外贸易部门

C.C.P.I.T.( China Council for the Promotion of International Trade)

中国国际贸易促进会

Commercial Counselor's Office

中国使馆的商务处

Chamber of Commerce 商会

trading partnership 经营合伙人

foreign trade personnel 外贸工作者

trading center 贸易中心

trading market 贸易市场

tradesman/trade peoples 商人，零售商

外贸人实用网址

原文来自：外贸网址之家 www.tradeidc.com 1 G! q5 F8 S# | ! } ; {% w" r

外贸人必须用到的!!外贸交流论坛,外贸流程,外贸知识,外贸单证,外贸心情 → 互联外贸论坛 ! 0 g+ S $ a 9 u4 e, z2 e

如果觉得有用麻烦回个帖. | 一流的专业外贸交流论坛 4 o+ 8̀ I, W, w ; ̀ 4 @( x0 T' X/ k

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核销单查询 http://61.175.135.177/Search/waihui.asp b bs. tra de idc .c om2 q 9 Z 6 ] - B3 p! y) T ( K + e ; P6 G

集装箱进场信息查询 http://61.175.135.177/search/new_search/search_list.asp 互联外贸论坛! v ; Y( V" a) Z9 W 0 J

通关参数查询 http://www.customs.gov.cn/Defaul ... nerSrc=notitle.ascx

宁波港国际集装箱班轮作业计划 查询 http://61.175.135.177/internet/shiptit.asp

出口船名航次查询 http://61.175.135.177/Search/trans_means.asp 互联外贸论坛% c % X 5 }* U9 B2 y

进口舱单信息查询 http://61.175.135.177/search/Manifest_Search.asp

出口舱单信息查询 http://61.175.135.177/Search/ex_main_head.asp

报关单流转查询 http://61.175.135.177/search/new_search/moni_search.asp

产品国际认证检测查询 http://www.chinajc.com.cn/certificate/index.asp

世界各地时间查询 http://www.china.org.cn/worldclock/worldclock.htm | 一流的专业外贸交流论坛; F. p2 c6 r3 @ 5 V 9 h1 Z% T

身份证号码、IP 查询 http://www.360cha.cn/

海关 HS 码查询 http://www.webcargo.com.cn/QueryPages/ApecQuery.asp

国内国际航班查询 http://www.abkk.com/cn/airplane/search.aspx| 一流的专业外贸交流论坛, o7 P # K # W2 z% w: Y8 J , V

列车车班查询 http://360cha.cn/train

全国电话区号查询 http://360cha.cn/postb bs. tr ade idc .c om' j U - x- V6 m1 m% A + G 4 u K; }( _' }

货物提单查询 http://www.1756.cn/tools/billcheck.htm 互联外贸论坛% | 9 V& a9 z1 j + Z / I / p

国际电话查询 http://www.mtrip.net/others/areacodes.asp

塑料原料查询 http://www.plasway.com/index.jsp

移动话费查询 http://www.chinamobile.com/ZZFW/ ... mp;ClassChild_ID=17b bs. tr ade idc .c om% L m V2 Q 6 I * f0 i' D9 D: y

法律查询 http://www.86148.com/chinafa/b bs. tr ade idc .c om! K % M ( D" G# d) L. J E 8 E, \

EMC 查询 http://www.st183.gd.cn/bkdy/emscx.asp | 一流的专业外贸交流论坛: W/ r I: j ; ] ; ~ - ]& @2 {

税收查询〕http://www.chinatax.gov.cn/

美国邮政编码查询 http://zip4.usps.com/zip4/citytown.jsp

天气查询 http://www.nmc.gov.cn/nmc/treeNa ... mage&site=A_Chn

B to B 平台外贸,专业外贸论坛,外贸流程,外贸知识,外贸单证模板8 O! c; M - ] & c) Y4 ̂

外贸网址之家 www.tradeidc.com

美国空间优惠信息: http://hi.baidu.com/2hostb bs .tr ade id c.c om ; ? n2 k l3 y2 i

阿里巴巴电子商务 http://china.alibaba.com/

慧聪商务网 http://www.hc360.com/

掌上商务网 http://www.palmbiz.net b bs. tra de idc .c om( T # g ' q 9 g/ o5 p s . B & b

华商资源 http://www.cbsources.com/

顶点采购 http://www.8xy.com/Index.asp 互联外贸论坛: O( w& ? ) { 8 w- @/ d N$ N ' I ; Z

北方商务 http://www.northbusiness.net/

旺旺商务 http://www.china118.com/Services/B_co.asp 外贸,专业外贸论坛,外贸流程,外贸知识,外贸单证模板, n 4 L" K |+ o 3 E 7 Y

纵横商务 http://www.fj8848.com/%20

企业无忧 http://www.7151.com.cn/ 外贸交流论坛,外贸流程,外贸知识,外贸单证,外贸心情 → 互联外贸论坛 ! 8 |* G5 c+ Y , u 9 g1 | o8 C% Z " q ( [

中华商埠 http://shop.sunbu.com/ 外贸,专业外贸论坛,外贸流程,外贸知识,外贸单证模板7 w* _ 8 D $ s3 C0 _

企业在线 http://www.163sm.net/

华商在线 http://www.cnban.com/

中国商网 http://china.busytrade.com/%20%20

今日网 http://www.todaynet.com.cn/

商讯网 http://www.suminfo.com/suminfo/default.asp

商贸通 http://www.tradecab.com/cn/index.htm 外贸,专业外贸论坛,外贸流程,外贸知识,外贸单证模板. } $ _& d) w* n8 K ' I ( o# i) {

商桥 http://www.goodsbridge.com/%20

马可波罗在线 http://www.maxpolo.com.cn/

国信贸易在线 http://tradeonline.gxchina.com/

美国空间促销信息: http://hi.baidu.com/abc12

新时代资讯网 http://www.cj888.com/ ' U* q) M a4 a % S # O : u6 _

视点信息网 http://www.focusnet.com.cn/

999 产品网

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http://www.999b2b.net/index.htm 互联外贸论坛4 f ) \ / r $ i3 ]% ]8 k

西部商务网 http://www.westb2b.com/%20

商务基地网 http://www.enetbase.com/

华夏商务网 http://www.hxsw.com/ 外贸,专业外贸论坛,外贸流程,外贸知识,外贸单证模板% F 0 Y9 C. H& P4 p 4 j 1 G

中华工商网 http://www.chinachamber.com.cn/ 外贸,专业外贸论坛,外贸流程,外贸知识,外贸单证模板* @. f! j 8 @ 7 f

中华第一网 http://oneone.com.cn/%20%20

第一商务网 http://www.diyi.biz/%20%20 外贸交流论坛,外贸流程,外贸知识,外贸单证,外贸心情 → 互联外贸论坛 ! / P' y. E; d 2 b + j7 G; ?4 |5 p 8 ̀

联合商务网 http://www.ub.net.cn/

8848 商务网 http://www.8848.com.cn/%20%20 bbs .tr ad eid c. com ! ] * U) b( X9 @ ) c ' n 2 \* |

完全商务网 http://www.cfull.com/

中华商务网 http://www.chinaccm.com/ | 一流的专业外贸交流论坛$ E 8 r, b3 x: ]: X " p

中央商务网 http://www.cbde.net/%20

中国供求网 http://www.chinagq.com/

中外商贸信息网 http://www.86ec.com/

世界电子商务网 http://www.wecn.com/

国际经贸信息网 http://www.boyiheng.com.cn/%20%20 外贸交流论坛,外贸流程,外贸知识,外贸单证,外贸心情 → 互联外贸论坛 ! * M( S % Y 2 o2 q* l

b2b 贸易服务平台 http://cn.tpage.com/%20%20%20 互联外贸论坛; p; N* o " f % e0 H0 W e% X

阳光之路国际商务网 http://china.sw365.com/

阿拉山口商务信息网 http://www.alsk.net/

二十一世纪中国企业 http://www.21cei.com/

中国商品交易市场 http://www.chinamarket.com.cn/C/Showtitle/

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全球技经贸信息网 http://www.tipschina.gov.cn/#

中国电子商务信息网 http://www.cneb.netb bs .tr ad eid c. com . A + I: F1 D9 ] J

外贸网站建设优惠信息: http://hi.baidu.com/2host

最新的沃尔玛验厂准备工作清单 ， 全部所列为 75 份 。 目前我们的中国供应商出具的资

料都包括在这里了 。具体如下：

1 机构信息 公司营业执照（复印件 3 份）

2 公司厂区平面图

3 公司组织机构图

4 基本厂规厂纪（如安全管理制度）

5 各类证书（如 CE\ROHS 等）

6 验厂须知 沃尔玛最新的《道德标准流程》张贴到位

7 符合沃尔玛要求的最新的《出货须知》

8 验厂宣传（板报、动员会组织）

9 验厂一般记录 生产记录（订单、生产跟进记录、个人日报表）

10 财务记录避让

11 仓库管理记录

12 检验记录

13 采购记录（协议、订单）

14 出货记录（协议、相关改进）

15 历次验厂结果记录整理

16 销售订单记录

17 安全福利 安全卫生健康培训记录（特别是爱滋病、职业病防治）

18 消防演习（含记录、照片）

19 设备维护与安全（含相关记录）

20 电器设备安全（含相关记录）

21 安全生产检查记录（每月 1 次）

22 宿舍住宿人员名单（含入住时间）

23 住厂人员暂住证复印件、办理记录

24 吸烟室、洗眼池（含定期检查记录）

25 厂房建筑结构安全合格证明

26 厂房施工记录

27 厂房消防安全平面图

28 厂房消防安全检查记录

29 机器安全操作培训记录

30 紧急逃生图（疏散图）

31 紧急逃生培训

32 门卫、门禁管理办法（含监控）、管理记录（特别是会议记录）

33 消防安全、财产安全检查资料

34 各地应急灯配置和配置示意图、宿舍通道畅通

35 生产车间大门开启、车间安全通道畅通

36 应急处理的急救程序、急救设备、急救药品添置

37 急救培训

38 未成年工每半年体检、易发职业病人员体检

39 EHS 委员会（组织结构、人员组成、章程、工作程序、例会记录）

40 特殊设备许可证明

41 MSDS（含张贴到现场）

42 危险物库存清单/废弃物库存清单

43 耳塞配备、眼镜配备

44 工作服、工作鞋（含管理办法制订、发放记录）

45 各处厕所及浴室的标识、数量、位置图示

46 垃圾桶和垃圾点的分布图示

47 配备垃圾桶，确保垃圾分类

48 工作卡的配齐与管理

49 车辆管理

50 宿舍男女分区、宿舍做饭的回避

51 禁烟、防火等安全标志的检查与配备

52 工伤管理办法、工伤监控档案、记录

53 环境卫生 车间卫生、5S 现场管理

54 宿舍卫生

55 厂区公共卫生

56 废物（焚烧许可）处理记录

57 宿舍纪律规定、宿舍卫生检查记录

58 食堂卫生许可证、人员健康证

59 食堂菜谱、食堂餐具消毒卫生检查记录

60 公司水质化验、员工饮用水的保证

61 废气/废物/废水等的排污许可证

62 环境卫生管理办法、卫生区划分示意图

63 工会 工会代表选举程序（强调人权）

64 工会职责

65 工会组织会议记录

66 工会会员名单

67 工会活动记录

68 合理化建议（建议渠道、建议箱）

69 其他 检查当天到厂人员的统计

70 厂外仓库

71 检查当天安全保卫工作布置（准备访客证、通知传递信息）

72 检查当天生产工作布置（通知传递信息）

73 检查当天抽查人员的跟踪（通知传递信息）

74 沃尔玛工作配合奖惩

75 外发分包

但是一般我们会和工厂讲：即使工厂配有宿舍和餐厅， 在验厂的资料上最好显示

没有。

因为宿舍和餐厅的验厂标准会很高， 一般的工厂通过的机率会很小。 这样准备

的资料可以减少， 同时也不会影响到具体的验厂细节。

等到验厂的那天，把餐厅和宿舍暂时的关闭就好了。

WAL-MART 验厂着重点 ，主要有 11 点。 具体如下：

1、报酬

一些常见的违规：

试用期工资仅能在一定期间内用于没有经验的新雇员。可以被 Wal-mart 接受的试用期最多

是 3-6 个月，未支付适当的工资，工资不能确认/工资制度不清楚，没有依法支付加班费，

没有依法支付福利，非法扣款，没有给员工薪资单，员工不知道工资率和扣款率，支付试用

期工资超过法律规定的试用期期限，去付试用期工资给有技术的员工，拖延支付部分工资，

未去付的计件工资/不支付返工工资，伪造工资表。

2、工作时数

工作时数标准必须张贴在工厂。超过这些时数的时间必须相应补偿。加班时数必须不超过国

家/地方标准允许的时数，除非工厂持有在指定时间内和指定的额外加班时数之法律豁免文

件，无限制加班是不被接受的。

以下是一些常见的违规：

违反 wal-mart 的第七天休息政策，加班：经常性的强制加班，计时系统：上班不记工时/未

建立考勤记录，加班：超时加班（工厂尽可能控制在 60 小时内），加班：严重超时加班（每

6 个工作日超过 72 小时，每日工作超过 14 小时的最高总工作时数—午夜至次日的午夜）。

3、强迫劳工

以下是一些常见的违规：

员工被囚禁在工厂，使用抵押债务的劳工，向使用监狱劳工的国营实体采购产品/材料，过

高的招募费，不合理地限制基本需求的使用（如食物、水、厕所等），要求例行的七天工作

周，开除或惩罚不加班的员工，工厂未经员工同意之下扣留他们的政府签发的身份证明文件，

过分限制行动：不允许夜晚外出，可以在几天/星期外出等，在合同/工厂的条例规定中有非

法的/不合理的条款。

4、童工

以下是一些常见的违规：

没有提供年轻员工健康检查，没有提供未成年工适当的休息时间，未成年工没有/过期的/不

完整的工作文件，不能确认未成年工的年龄，没有批准的工作证件和雇用未满合法年龄的员

工，在审计日期间：若员工未达合法工作年龄（根据西洋历的出生日期），便归类于童工，

未满合法工作年龄员工在没有记录的情况下工作，不完整的年龄记录文件，在年龄证明记录

上有多处不符合的地方，未成年工在超过法律限制的情况下工作（在禁区工作），允许员工

的孩子在生产区活动，没有聘雇程序以确保行为准则，申请工作者伪造年龄证件，历史性童

工：工厂在过去没有为 wal-mart 生产商品的一段时间内所雇用的童工，为了证明工厂过去

曾使用童工，审计员会从审计日往前追查 6 个月。若员工在雇用时的年龄低于合法工作年

龄，而且工厂没有为 wal-mart 生产，便被归类于历史性童工

注：如果不能取得生产记录，便把工厂的生产视作是在交货日期前六个月开始生产。

5、歧视

以下是一些常见的违规：

分娩权利和父亲权利必须按照现行的国家法律实行，妊娠测试，为了证实法律规定之外的理

由，可证实的拒绝怀孕女工工作或予以遣散事件，可证实的根据个人特征来提拔和加薪事件。

6、工作场所环境（健康与安全-宿舍）

以下是一些常见的违规：

没有按当地卫生局的认可检查和认证，卫生间和浴室不足，限制出入，没有男女分区，不安

全，通风不良，空间不符合住宿人数的使用，存放有危险化学物，缺乏饮用水的取得，电线

阻碍出口/信道，湿滑的表面没有用止滑材料覆盖，卫生间数目不符合住宿人数的使用，卫

生间设施维护差，空的、没有、上锁的急救箱，没能张贴当地语言的紧急疏散方向图，消防

安全设备的获取，灭火器和消防栓的数量和分布不当，没有火灾警铃、紧急照明或洒水灭火

系统，过期的灭火器，不足的消防演习，火灾疏散方向没有标示在地板上，电源面板没有加

盖、电路管线通过潮湿或湿的地方、电源插座超载，出口没有标示，上锁或完全阻塞的出口，

出口的数目不符合员工人数的使用，打开但是部分被阻塞的出口，标示和照明不良的出口。

7、工作场所环境（骚扰或虐待）

以下是一些常见的违规：

虐待-体罚/身体的虐待，搜身-脱衣搜身，骚扰-言语的谩骂，由异性执行轻拍搜身，骚扰-性

骚扰。

8、环保问题

以下是一些常见的违规：

故意违反政府环保法律的规定，员工曝露于有毒的污染物质的环境中，化学物的不当储存、

处理。

9、检查权

以下是一些常见的违规：

拒绝进入工厂或宿舍，没有提供工厂、生产记录、合同或任何相关文件，不允许进行员工面

谈，工厂拒绝审计人员进入工厂或员宿舍，工厂没有提供工厂和/或人事记录，工厂拒绝审

计人员进入或检查记录的要求，拒绝给予相关资料，没给营业执照，不正确的/在申请程序

中的营业执照 。

10、wal-mart 供货商标准的张贴

以下是一些常见的违规：

没有张贴 wal-mart 供货商标准

11、分包

以下是一些常见的违规：

使用分包商来为 wal-mart 生产， 工厂使用和支薪家庭作坊工作者。

PS：

1）：以上的 11 个要点以 报酬 ，工作时数，强迫劳工，童工， 工作场所环境 这 5 点为

重中之重。

2）： 一般我们会告知工厂宿舍和餐厅在验厂的资料上最好显示没有 ，这样第六点工作场

所环境（健康与安全-宿舍）就可以 PASS 了。

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