【正文】 習(xí)和掌握外貿(mào)英語函電的格式、專業(yè)詞匯、行文方法與文體特點，提高學(xué)生在外貿(mào)業(yè)務(wù)活動中正確地使用英語的能力，以及對外進(jìn)行各項業(yè)務(wù)聯(lián)系和通訊活動的能力，使學(xué)生能以英語為工具開展外經(jīng)貿(mào)業(yè)務(wù)，將來成為適應(yīng)社會需要的既能熟練掌握外語又能從事對外經(jīng)貿(mào)工作的復(fù)合型人才。報告內(nèi)容要求：報告中要包括以下內(nèi)容：宏觀方面的情況、談判對手的情況、競爭者的情況、企業(yè) 自身的情況、市場行情等。經(jīng)初步接洽，我院有意從新科技公司采購。新科技公司是一家專門從事品牌電腦經(jīng)營和銷售的公司，已經(jīng)成立十年，有很好的口碑。由于香港客商講中文，又是華人，很快關(guān)系就熟悉了。要求：分成兩組（第三組和第四組），分別代表“樂天”乳品生產(chǎn)企業(yè)（第三組）和“新一佳”超市（第四組）。“新一佳”超市是一家全國性連鎖超市，分店遍布全國。同類產(chǎn)品在歐洲市場上的最高價格可以賣到每碼30美元，在香港的平均零售價是每碼15美元左右。然而中國內(nèi)地生產(chǎn)的絲綢產(chǎn)品由于花色品種和質(zhì)量等問題在香港的市場份額大幅度下降，企業(yè)的生存面臨著極大的挑戰(zhàn)。隨寄的清單將提供詳細(xì)的受損情況。如果貴方不接受本方的提案，我們將通過仲裁來達(dá)成理賠。） the claim is not resolved in the near future we will be pelled to resort to a lawsuit.（要是該索賠在短期內(nèi)還得不到解決的話，我們將被迫訴諸法律。) inspection the goods shipped are found not in conformity with the sample you sent to us.(對運來的貨物進(jìn)行檢驗后發(fā)現(xiàn)，它們與貴方以前寄給我們的樣品不符。) weight is what the claim is for.(短重是我們此次索賠的原因。實訓(xùn)九 Singing Contract簽約 contract 合同，訂立合同contractor 訂約人，承包人contractual 合同的，契約的to make a contract 簽訂合同 to place a contract 訂合同to enter into a contract 訂合同to sign a contract 簽合同to draw up a contract 擬訂合同to draft a contract 起草合同to get a contract 得到合同to land a contract 得到（擁有）合同to countersign a contract 會簽合同to repeat a contract 重復(fù)合同an executory contract 尚待執(zhí)行的合同a nice fat contract 一個很有利的合同originals of the contract 合同正本copies of the contract 合同副本a written contract 書面合同to make some concession 做某些讓步實訓(xùn)十Claims and Settlement 索賠與理賠 claim is to be lodged within 45 days after the arrival of the consignment at the destination port.(索賠要在貨達(dá)目的港后的45天內(nèi)提出。買賣雙方往往因貨物的品質(zhì)、數(shù)量等問題引起正義。賣方為了保障貨物一旦遭受損失后能得到經(jīng)濟(jì)上的補(bǔ)償，因此，要求對貨物進(jìn)行保險。)?m afraid the cardboard boxes are not strong enough for such a heavy load.(恐怕紙板箱不夠結(jié)實，經(jīng)受不住裝這么重的貨物。) packing of this shipment is shockproof and we still marked the cartons with caution words like “Fragile”, “Use No Hook” and “Do Not Drop”.(這批貨物的包裝是防震防水的，不過我們?nèi)栽诩埌逑渫馑⑸弦恍┚拘缘奈淖?，例如“易碎品”、“勿用釣鉤”及“小心輕放”等。) the sake of safety, the cartons must be secured by metal bands.(為安全起見，紙板箱必須用金屬帶加固。) see to it that the packing is strong enough to withstand rough handling.(請注意包裝要足夠堅固，能承受粗暴裝卸。實訓(xùn)七Packing and Shipment 包裝與裝運 chestnuts are packed in gunny bags.(中國板栗用麻袋包裝。 interval between contract signing and shipment is too long, I39。m not more interested in 39。s discuss the delivery date 。實訓(xùn)六 Delivery交貨 we have settled the terms of it possible to effect shipment during September?我們已經(jīng)談妥了付款條件。We39。Only one refusal of payment is acceptable to the 。s your reason for the refusal of payment?你們拒付的理由是什么？Collection is not 。ve never made payment in Renminbi 。s convenient to make payment in pound 。)8． We are sorry that the difference/gap between our prices and your counteroffer is too best we can do is 5% off.(很遺憾，我們的價格與貴方還盤之間的差距太大。如果你們的訂單超過一萬件，我們可以提供10%的折扣。)2． Unfortunately we cannot accept your prices you quoted are much higher than those of other manufacturers.(很遺憾我們不能接受貴方報盤。) client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer.(我們的一位客戶希望獲得一批下列中國棉布，請報盤。 hand bags we quoted are all made of the best leather and of various kinds of styles and colors in order to meet the requirements of all walks of life in your ，式樣、顏色齊全，以適合貴國各階層人士的需求。 products are of superb quality as well as the typical oriental ，質(zhì)量優(yōu)良，具有典型的東方特色。 with the other brands, this kind of type costs less per mile and wears much longer due to its topnotch ，這種輪胎每公司損耗較少，也耐磨一些，因為它是用一種流橡膠做成的。 machine will pay back your investment in six 。 puter we produced is characterized by its high quality, pact size, energy saving and is also easy to learn and easy to ，體積小，節(jié)能，而且易學(xué)好用。are you from the International Trading Corporation? do I address you? name is Benjamin ?m from the Fuzhou Efashion Electronic ?m here to meet have a car an over there to take you to you you have a nice trip? smith asked me to e here in his place to pick you you need to get back your baggage? there anything you would like to do before we go to the hotel?相互介紹 me introduce my name is Benjamin Liu, an Int?l salesman in the Marketing , I am Benjamin Liu, an Int?l salesman of FUZHOU EFASHION ELECTRONIC to meet you./pleased to meet you./ It is a pleasure to meet would like to introduce Mark Sheller, the Marketing department manager of our me introduce you to , general manager of our , this is our General manage, , this is our Marketing Director, this is our RD Department Manager, I?m not mistaken, you must be Miss Chen from you remember me? Benjamin Liu from Marketing Department of met several years there anyone who has not been introduced yet? is my pleasure to talk with is my business card./ May I give you my business card? I have your business card? / Could you give me your business card? am can?t recall your name./ Could you tell me how to pronounce your name again? 小聊 this your first time to China? you travel to China on business often? kind of Chinese food do you like? is the most interesting thing you have seen in China? is surprising to your about China? weather is really do you like to do in your spare time? line of business are you in? do you think about…? /What is your opinion?/What is your point of view? wonder you39。ll have a pleasant stay hope you?ll have a pleasant stay this your fist visit to China? you have much trouble with jet lag?機(jī)場接客 me。ll leave some evenings free, that is, if it is all right with Introducing the Products 介紹產(chǎn)品產(chǎn)品介紹： model of typewriter is efficient and durable, economical and practical for middle school ，高效、耐用、經(jīng)濟(jì)、實惠。 product will pay its own way in a 。 maximum speed of this kind of variablespeed bicycle is 30 km per machines have few breakdowns and are easy to maintain because of their simple mechanical ，所以很少故障，易于保養(yǎng)。 kind of air conditioning system is practical and economical for the needs of your 、經(jīng)濟(jì)、能滿足貴公司的需要。 our typewriters are made of light and hard alloy, they are both portable and ，故攜帶方便，經(jīng)久耐用。) would be pleased if you send us your lowest quotation for the following:(