Dear Sirs
Your company has been introduced to us by Messrs Freeman& Co. Ltd., London, England, as a prospective buyer of Chinese cotton piece goods. As this item falls within the business scope of our corporation, we shall be pleased to enter into business relations with you at an early date.
To give you a general idea of the various kinds of cotton piece goods now available for export, we enclose a brochure and a sample-cutting booklet. Quotations will follow upon receipt of your specific enquiry.
We look forward to hearing from you soon.
Yours faithfully XX Co., Ltd
Dear Sirs
Having had your name and address from the Commercial Counselor’s Office (商务参赞总处) of our Embassy in Pakistan, we avail ourselves of this opportunity to write to you and see if we can establish business relations with you.
We are a state-owned corporation specializing in the export of table-cloths, and are in a position to（能够） accept orders against customers’ samples specifying design, specifications and packaging requirements. We are also prepared to accept orders for goods with customers’ own trade marks or brand names.
In order to give you a rough idea of our various table-cloths , we are airmailing you under separate cover a copy of our latest catalogue for your reference. If you find any of the items interesting, please let us know as soon as possible. We shall be glad to send you quotations and samples upon receipt of your concrete（具体的） enquiries.
We await your early reply.
Yours faithfully XX Co., Ltd
1
Useful Sentences
1. Your name and address have been given us by the Belgium Chamber of Commerce in Brussels…. 2. The American Consulate in Shanghai has advised us to get in touch with your concerning…. 3. Will you please send us your catalogue and price list for….
4. Will you please quote price CIF San Francisco for the following items in the quantities stated… 5. We are also interested in your terms of payment and in discounts offered for regular orders. 6. We would appreciate a sample of each of the items listed above. 7. We are looking forward to hearing from you. 8. We would appreciate a prompt answer. 9. We hope to hear from you shortly.
10. Since the traditional season is approaching, we must ask you to reply by the end of this month.
11. Your letter expressing the hope of entering into business connections with us has been received with
thanks.
12. Your Commercial Counselor’s Office has referred us to you for establishing business relations with your
corporation.
13. We wish to introduce ourselves to you as a state-operated corporation dealing exclusively in light
industrial goods.
14. With a view to expanding our business at your end, we are writing to you in the hope that we can open
up business relations with your firm.
15. In order to extend ( to increase ) our export business to your country, we wish to enter into direct
business relations with you.
16. As we learn that you buy large quantities of… and as we are among the larges exporters of this article,
we have pleasure in submitting herewith our samples and to see if we could commence business with your firm.
17. However desirous we are of establishing business relations with you, we regret being unable to do so as
our previous commitments prevent us from doing so.
18. We are pleased to learn from your letter of… that you wish to enter into trade relations with us but we
feel sorry that the goods you wish to purchase are not in our line.
19. Much to our regret, we are unable to do business with you direct, as we have been represented by
Messrs …in your city.
20. Please accept our regret for having to decline your request for establishment of business relations with us
2
as the items named in your letter have been exhausted.
21. We thank you for your letter of ….expressing your desire to trade with( deal with & transact with) us
direct, which coincides with ours.
22. We are indebted to Messrs …. For your name and address and should be pleased to open up business
relations with your firm in the line of …
Lesson 2 Status Enquiry
Private & Confidential Dear Sirs
As we are on the point of executing a considerable order from Messrs. J.A Hussain &Co,.P.O.Box 386, Karachi, we should be much obliged if you would inform us ,in confidence of their financial standing and modes of business.
The reference they have given us is the Standard Chartered Bank, Karachi Branch. Will you please be good enough to approach the said bank for all possible information we require.
It goes without saying that any information you may obtain for us will be treated as strictly confidential and without any responsibility on your part. We thank you in advance.
Yours faithfully XX Co., Ltd
Dear Sirs
In reply to your letter of 25th March, we wish to inform you that we have now received from the Standard Chartered Bank, Karachi Branch, the information you require.
Messrs. J.A. Hussain & Co., P.O.Box386, Karachi, was established in 1979 with a capital of Stg.10,000. Their chief line is in the import and export of machine tools and electric goods. Their suppliers’ business with them is reported to have been satisfactory. We consider them good for small business engagement up to an amount of Stg.3,000 . For large transactions we suggest payment by sight L/C.
The above information is strictly confidential and is given without any responsibility on this bank.
Yours faithfully
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XX Co., Ltd
Useful Sentences
1. We would like to know whether the A.B.C. Company is in the wholesale trade.
2. We should be glad to know if Kratos Ltd. Is among the leading wholesale firms in your country. 3. We shall appreciate it if you will let us know their financial position.
4. We should be pleased to know whether they have the reputation of paying promptly. 5. Any information you can give as to their capital would be greatly valued by us.
6. Will you please be good enough to obtain for us all the information possible respecting(關于(=with regard to) the financial standing and modes of business of …
7. There is a firm in your city by the name of …, who have written to us that they are the leading importers
in your place dealing in chemicals and that they now wish to switch to us for the supply of the similar item. As we have no business relations with them before we should be most grateful for any information you may obtain for us.
8. We are at present negotiating with the firm named below about the question of agency. They have given
us your name as a reference. Will you please inform us frankly whether you consider we may safely give them credit of the extent of US 10,000.
9. We should appreciate it if you would obtain for us reliable information respecting Messre … of…We
wish to know if their financial standing is considered strong.
10. We wish to inform you that Messrs…, whose name you gave us as a reference, have replied to us and
they say they are unable to trance your name on their books. Will you please, therefore ,furnish us with another reference, so that we may take up the matter without delay.
11. Not having your name on our book, we respectfully request(request 后一般接虚拟语气，故不用 you
will furnish…) that you furnish us with two references.
12. We thank you for your letter of …giving us references, but regret to say that these are not what we
require. If you will please refer to our last letter, you will notice that we ask for bank references.
13. May we ask for the favour of your advice,, in confidence, as to the prudence of our allowing credit to the
extent of US 5,000 to the firm named at the foot of this letter. 14. We should be greatly obliged if you would inform us a. how long they have had a credit account with you. b. If you consider them good for $ 10,000
c. If their account with you is overdue at present. d. Whether they pay punctually or promptly. e. Of their credit standing.
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Lesson 3 Enquiries and Replies
Dear Sirs
We have been informed by the Bank of Canada, Vancouver, that you are one of the leading exporters of textiles in Shanghai and that you wish to extend export business to our market.
You will be pleased to note that we are importers of bed-sheets and other home textile products, having over20 years’ ,experience in this particular line of business.
At present, we are keenly interested in bed-sheets and shall be glad if you will kindly send us your latest price list for bed-sheets in various colours specifying sizes and designs. If possible , please also send us a sample-cutting book for our reference.
In the meantime, we think it necessary to stress the importance of the material of the bed-sheets used. Here in Vancouver only all-cotton bed-sheets are salable and any synthetic fibre (合成纖維)or blended fibre(混合纖維) is not in demand. If you are in a position to meet our demand we think your products will enjoy popular sales in our market.
For your information, we would like to state that we usually pay for our imports by sight L/C which, we feel sure, will be agreeable to you.
We anticipate your early reply.
Yours faithfully XX Co., Ltd
Dear Sirs
In response to your letter of 15th January enquiring for bed-sheets, we wish to inform you that the sample-cutting book, price list and catalogue asked for in your above letter have been airmailed you separately. We are confident that these will give you all the details you require. However, if you are in need of any other information not contained therein, please feel free to let us know. We shall satisfy you to the best of our ability.
Your payment terms by L/C at sight are acceptable to us. In order to ensure punctual shipment of the goods to be ordered, please see that the covering L/C reaches us at least 30 days before the stipulated time of shipment.
5
By the way, we wish to inform you that our all-cotton bed-sheets have become very popular on the world market because of their durability and reason able prices and it has been difficult for us to meet the increasing demand. However, if you place your orders before the 10th February we assure you of our prompt shipment.
We look forward to receiving your orders soon.
Your faithfully XX Co., Ltd
Useful Sentences
1. Thank you for your enquiry of 3rd August. Enquiry 后接日期用of ，接商品名用for. 2. We are pleased to have your enquiry for…. 3 ….we are pleased to inform you that…. 4 ……we can offer you immediately…..
5. We have pleasure in confirming that we can… 6. In reply to your telex of 1st August…
7. In reply to your enquiry of 7th June, we are enclosing…
8. We thank you for your letter of 15th Sept. and have sent you today by separate post…. 9. We thank you for your enquiry and are pleased to inform you that…. 10. We thank you for your fax of today, in which you enquire for…..
11. We should be glad to receive further enquiries from you for prices and samples.
12. We very much regret that we are unable to supply you with the small quantity you require.
13. Seeing your advertisement in China Daily, we should be pleased to receive your latest price list for stainless steel tableware.
14. We thank you for your intention to enter into business relations with us. At present, we are interested in your…. And wish to receive a sample for which we will pay upon receipt of your advice.
15. We learn from our Embassy in your country that you are manufacturing and exporting a variety of Cassette Tape Recorders (盒式磁帶錄音機). As there is a good demand here we should appreciate your sending us a sample together with the prices of various models for which we will pay immediately upon receipt of your debit note.
16. Please be informed that one of our end-users is in market for…. And we should be glad if you could send us your best prices with indication of time of shipment.
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17. Your company has been introduced to us by Messrs….with whom we have traded for many years. Would you please supply us with a complete set of catalogues for Textile Accessories so that we may make choice and work on them .
18. Enclosed please find a full range of catalogues covering the Textile Accessories enquired for in your letter of ….If you find any of the items of interest, please let us know and we will send you the samples.
19. While thanking you for your enquiry of …..for….. we regret to inform you that we are not in a position to cover your requirement. However, as soon as we have secured our supplies, we will revert to the matter. 20. In reply to your enquiry of … , we are now sending you our price list for the various tools enquired for. By separate mail, we are also sending you a sample of Combination Pliers (組合鉗子﹐多功能鉗子) for your reference. Should you require any other information about our tools, please let us know and we will reply to you without delay.
Lesson 4 Offers and counter-offers
Dear Sirs
We thank you for your letter of 10th November, enquiring for Forever Brand Bicycles. We are exporting bicycle of various brands among which Forever Brand and Phoenix Brand are the most famous ones. They are in great demand abroad and our stocks are running down quickly. They are popular not only for their light weight, but also for the reasonable prices. We are confident that once you have tried our bikes you will place repeat orders with us in large quantities.
Based on your requirement, we are quoting as follow: Forever Brand Bicycles:
20’’ Men’s Style at US ＄ 25 per set 20’’ Women’s Style at US ＄ 27 per set 26’’ Men’s Style at US ＄ 27 per set 20’’ Women’s Style at US ＄ 28 per set
Payment Terms: By L/C at sight to be opened through a bank to be approved by the sellers. Shipment : January/ February, 20…provided the covering L/C reaches the sellers by the end of this year.
The above prices are understood to be on CIF Karachi basis net. Please note that we do not allow any commission on our bicycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets.
The above quotation is made without engagement and is subject to (服從于,有效)our final confirmation. Meanwhile, we would like to take this opportunity of introducing to you our Phoenix Brand Bicycles which enjoy the same popularity as Forever Brand. Enclosed please find a copy of our illustrative catalogue which will give you all the details. We hope you will find them interesting and let us have your orders.
We look forward to your early reply.
Your faithfully
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XX Co., Ltd
Dear Sirs
We are glad to have received your letter of 10th November in connection with your enquiry for Forever Brand Bicycles.
In reply , we would like to offer, subject to your reply reaching us before the end of this month, the following:
Forever Brand Bicycles:
20’’ Men’s Style at US ＄ 25 per set CIF Colombo 20’’ Women’s Style at US ＄ 27 per set CIF Colombo 26’’ Men’s Style at US ＄ 27 per set CIF Colombo 20’’ Women’s Style at US ＄ 28 per set CIF Colombo
It is understood that the above prices are net , without any commission.
However, if the quantity to be ordered for each individual item exceeds 1,000 sets we may grant you a 5% discount. Meanwhile, please be informed that we require the payment to be made by sight L/C which should be established through a bank approved by us.
Shipment will be made in January, next year.
Owing to the durability and competitive prices, our Forever Brand Bicycles have won popularity all over the world. We suggest your placing orders without delay, so that we may guarantee the supply, and you would not miss the chance.
8
We suppose you are also interested in our Phoenix Bicycles which are of the same excellent quality as Forever. Besides, the prices are quite competitive as compared with those of other manufacturers’. For detailed specifications, please refer to the catalogue enclosed. We hope that you will place a trial order with us.
We anticipate your prompt reply.
Yours faithfully XX Co., Ltd
Dear Sirs
Re: Forever Brand Bicycles
We thank you for your letter of 19th November quoting us for the captioned Bicycles.
While appreciating the quality of your bicycles, we find your prices are too high to be acceptable. May we refer you to S/C No. SP-7542 against which we booked with you 1,000 Bicycles of the same brand at the prices about 10% lower than those you now quote us. Ever since then ,the price of raw materials have dropped considerably and the retail prices of your bicycles here have also fallen by 5%. To accept your present quotation would mean a heavy loss to us, not to speak of profit. We would, however ,very much like to place further orders with you if you could bring down your prices at least by 15%. Otherwise we can only switch our requirements to other suppliers. It is hoped that you would seriously take this matter into consideration and let us have your reply soon.
Yours faithfully XX Co., Ltd
9
Useful Sentences
1. We have pleasure in quoting as follows:
2. We have pleasure in offering you the following goods;
3. We are pleased to inform you that our prices are quoted CIF Hamburg. 4. Prices have risen (fallen) remained steady. 5. This offer is firm (open) (valid) for 5 days
6. This is a special offer and is not subject to our usual discount. 7. This article is in good (great,heavy) demand 8. We shall be unable to obtain further supplies. 9. Will you kindly let us have an early decision.
10. Please send us your instruction by e-mail without delay.
11. After care fully calculating the price again, we decide to make a further concession(讓步) of US ＄ 2
per yard , in the hope that this would lead to an increase in business between us.
12. We offer, subject to your reply reaching here on or before 28th February, 500 Phoenix Brand Bicycles at
12 per set CIF London for shipment in April.
13. We thank you for your letter of 12 March and have the pleasure of offering you the following:
14. In response to your enquiry of… for….,we quote, subject to our final confirmation. Butterfly Brand
Sewing Machine, mode JB1-1 at 24 per set CIF Rangoon. Time of shipment depends on the quantity to be ordered.
15. We have received your letter of…and are pleased to quote you for 1,5ooo dozen Men’s shirts as per the
sample sent you before, at the price of US 5per piece CIF New York for prompt shipment.
16. While thanking you for your quotation of…, we regret to say that your price is on the high side. We do
not think there is any possibility of business unless you cut your price by 20%.
17. Your offer for… is acceptable but we are not in a position to make payment by L/C at sight as it will cost
us more expenses. Could you accept payment by drawing on us a sight draft as in the case of Sales Contract No.9SP-618?
18. We regret to learn from your letter of… that you ask for a reduction of 5% off our original price, which
is unacceptable to us as we have closely calculated our price.
19. We have noted your request for a reduction of 8% on our price but regret to say that there is no room for a reduction as we have quoted you our lowest price at which we have concluded considerable business with other clients at your end.
10
20. Taking into consideration our friendly business relations, we would exceptionally comply with your request by reducing our price to US 5 per piece CIF San Francisco. However , this should not be taken as a precedent in future.
21. Your request for a reduction in price has been noted. However, we are of the opinion that if you could
increase your order to 5,000 pieces we would allow a 5% discount. Please note this is the best we can do and we hope you will accept it.
Lesson 5 Sales Promotion
Dear Sirs
Re :Stanelo-Thermatron Ltd Industrial Induction Heaters
Plastic Welders
Electron Beam Welders We have been requested by the above mentioned company to approach you and your main branches for introducing their manufacturing programme, which is briefly outlined in the heading.
The manufacturers and we feel that the best outlet in China would be for the Industrial Induction Heating Equipment, for which we shall be sending you extensive literature.
Regarding Plastic Welding Equipment it may well be that manufacturers here will not be able to compete against Japan. However, we shall also send literature on this particular angle.
As far as Beam Welders are concerned, we have sent only one set of literature to you as we would first like to find out whether you are interested and then whether the export licensing position is favourable. Please let us have your enquiries, to which we look forward with interest.
Yours faithfully XX Co., Ltd
11
Dear Friends
Packing Machinery Headquartered in Chicago, Illinois, FMC Corporation is a major producer of technically advanced machinery and chemicals for industry and agriculture.
With a history dating back to 1884, FMC has grown to become one of the 100 largest industrial companies in the United States, with 1975 sales in excess of 2 billion. Worldwide, FMC has approximately 41,600 employees at 129 factories in 32 states and 13 foreign countries.
We believe FMC to be one of the leaders of the packaging industry both in the U.S. and abroad. Through our own research, and engineering efforts and technology-sharing arrangements, we believe we are in a position to exchange views on and discuss the latest technical aspects of the industry.
FMC’S packing expertise is principally in the following areas： ---Packaging and paper box making machinery ---Paper and file converting equipment ---Wrapping machines for varying uses
In the spirit of friendship, equality and mutual benefit, we look to a continued strengthening of our relationship with the people’s Republic of China.
Sincerely yours FMC Corporation
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Useful Sentences
1. In order to support your sales, we are glad to enclose some sales literatures for your reference. 2. It will be to the advantage of our future business to open up a new market this year. 3. If you find our products of interest (or interesting), please let us have your specific enquiry. 4. We hope you will do your best to push the sale of our products.
5. If you are interested in any of our items, please let us know immediately.
6. If required, further details will be gladly given to assist you in your sales effort. 7. We shall be glad to have your comments on its sales possibilities. 8. We assure you of our careful and prompt attention to all your orders.
9. We request you to make a careful comparison of these goods, both in respect to quality and prices, with
those you are now buying elsewhere.
10. We would be glad to have the opportunity of supplying any of these goods which would be most suited
to your needs.
11. It would, we believe, be greatly to your benefit (in your interest) to make a trial of these goods. 12. May we expect a trial order from you while prices are so greatly in your favour?
13. We can assure you that, for any trial order you may send us, the goods will be carefully selected as if you
personally made the choice.
14. Our goods are greatly appreciated in other markets similar to your own. Similar 后接介词to 不能接as
15. Our goods are much less expensive than those of competing firms, because we make them ourselves in
large quantities.
16. Our goods are much more suitable for your purpose than those of other makers, because we specialize in
fabrics for your particular trade.
17. Our goods are every where recognized as the best of their kind.
18. They are not only as low-priced as the goods of other makers, but they are distinctly superior in the
following respects.
19. The enclosed samples should suit you as an introductory line; may we reserve the whole lot for you to be
delivered any time within the next four weeks.
Lesson 6 Orders and Their Fulfillment
Dear Sirs
S/C No.0678X We refer you to the above sales confirmation which stipulates for shipment to be made not later than 31st August. On 26th July we opened L/C No. 25861. We regret that nothing has been heard from you since.
When we placed our order with you we stressed that the goods would be required for the winter sales in this country and that they should therefore arrive here early October. We normally supply a large number of retailers in the south-east of England and they have now been pressing us for supplies for their forthcoming (即將來臨的) sales. As it is, however, we have had to keep them waiting, and we fear that they will soon place orders elsewhere if we cannot supply them with the goods in good time. We must there fore point out
13
that unless the consignment we have ordered arrives before 20th October this year, we will have to cancel it.
We look forward to hearing soon when the goods are due to arrive here
Yours faithfully
for Universal Importers Ltd T.D Brown
Dear Sirs
S/C No.0678X
Thank you for your letter of 15th September, 20…, concerning the delayed delivery of the goods under the above sales confirmation.
We must apologize most sincerely for this delay, as we have been kept extremely busy over the last few months with a large number of orders from Europe and North America, and all of these have been dealt with in strict rotation. We greatly regret the delay in the dispatch of your order. However, we are glad to inform you that it was shipped per M.V.Ben Nevis that sailed from here on 17th September and is due to arrive in London on 25th October. Surely you will soon hear from the shipping company. Enclosed is a copy of the bill of lading for the consignment. Please extend the covering L/C accordingly.
We hope that the delay in delivery will not affect our future business dealings with you, and promise to effect shipment of your subsequent orders as promptly as possible. In this connection , we would like to suggest that you place orders for goods required for winter sales earlier. This will certainly enable us to ship the goods to you in very good time.
With all good wishes.
Yours faithfully China National Foodstuffs Imp. & Exp. Corp.
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Useful Sentences
1. The quality must be up to sample…
2. First-class material and workmanship are essential.
3. If Art. No.55A is not available, please send 56A or 57A instead.
4. We leave it to your decision to supply a suitable substitute, should you not have what we want.
5. As you have failed to deliver within the specified time, we have no alternative but to cancel our order. 6. What special discount can you offer for an order over 5,000? 7. Your early attention to this order will be appreciated.
8. If this first order is satisfactorily executed, substantial business will follow. 9. Please hurry forward the making of these goods.
10. What is the earliest date when you could complete our order?
11. How long will it take you to get the goods ready准备妥当与prepare不同) for shipment? 12. The quality of your goods should be in no way inferior to that of our sample.
13. The goods must be in all respects fully equal to our samples and inferior goods will be rejected.
14. We thank you for your order No. 25 for Refrigerators but regret that we cannot deliver these in less than
three months.
15. We have shipped your order No.37 with the exception of the fancy buttons which are now in transit and
will follow in the next few days.
16. We are doing our utmost to hurry them forward and will dispatch your goods from the first delivery to
hand. We hope this delay will not seriously inconvenience you.
17. We shall hasten delivery to the very utmost in order not to disappoint you.
18. To avoid delay, we request you to send us shipping instructions at once without waiting for our advice of
the goods being ready.
19. Enclosed are the samples and price list of the proposed substitute; if you will reply by return or fax us we
could ship the goods next month.
Lesson 7 Terms of Payment
15
Dear Sirs
We thank you for your order No.905 for 50 metric tons of Emery Powder((金刚)砂粉) but regret being unable to accept your terms of payment mentioned therein.
In our last letter we sent you a copy of our specimen contract in which are contained the general sales terms and conditions. If you have gone through the specimen contract you will see that our usual terms of payment are by confirmed, irrevocable letter of credit in our favour, available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China till the 21st day after the prescribed time of shipment, and allowing transshipment and partial shipments.
We also mentioned in our letter of 14th June that several big Italian firms had already done business with us according to the above term. We hope therefore that you will not hesitate to come to agreement with us on payment terms so as to get the first transaction concluded.
As soon as we hear from you in the affirmative (肯定的) we will send you the contract, so that the goods can be ready for shipment as requested.
We look forward to receiving your favourable reply soon.
Your faithfully XX Co., Ltd
Dear Sirs
Re: Our Enquiry No. 5/3m012c
Reference is made your letter Ref. SJ/mg of the 9th inst. along with your quotation against the captioned enquiry.
Having studied your quotation and the specifications, our endusers find both suitable but the payment asked for is unacceptable.
You call for 1/3 down payment with the order and the balance to be paid against a confirmed irrevocable L/C . To tell you frankly this is in no way feasible and is, in our opinion, unnecessary and unadvisable. You are well aware that we are a state-owned corporation and the Bank of China, through whom the L/C is to be opened, is a state bank, both enjoying high prestige all over the world. Our usual terms of payment are by an irrevocable L/C to be established in the seller’s favour through the Bank of China ,
16
payable against the presentation of shipping documents in Shanghai.
By the way, we would like to inform you that our above terms of payment have been widely accepted by practically all the manufactures and firms having business relations with us including such firms as ABC, ACME, etc., which, we suppose, are certainly known to you and to whom you may refer.
We trust that after reconsidering our above statement you will find our terms agreeable and we look forward to hearing from you favourably.
Yours faithfully XX Co., Ltd
Useful Sentence
1. Please draw on us （draw a draft us）for the amount of your invoice and attach the documents listed
below to your draft.
2. We propose to pay by D/A at 30 days
3. We agree to accept the goods in 3 shipments and you may draw on us at 60 days from the date of
dispatch of each shipment.
4. Payment is to be made against sight draft drawn under a confirmed, irrevocable L/C for the full invoice
amount.
5. As the goods under S/C No. 3456 have been ready for quite some time, please open your L/C without
delay.
6. It would be advisable for you to establish the covering L/C as early as possible so as to enable us to
effect shipment in due time.
7. It is our custom to accept orders against confirmed irrevocable letters of credit, valid for at least 21 days
beyond the prescribed time of shipment.
8. It is invariably our policy to execute orders against a confirmed irrevocable letter of credit. For the sake
(为了...之好处) of helping you in promoting sales, we are now giving you a special accommodation by
granting the terms of D/P. You are requested to effect immediate payment on the presentation of our draft.
17
9. We have opened an L/C in your favour through the Bank of China for an amount of 17,000 to cover the
full CIF value of our order No. 743.
10. For the short amount of your L/C No. 90683 opened through the Standard Chartered Bank, we shall not
ask you to increase the amount but will draw a clean draft (普通汇票)on you for that amount. 11. Considering the small amount involved, we are prepared, as an exception, to accept payment by D/P at
sight for the value of your first trial order.
12. For this sample shipment, we will draw on you at 30 days sight but this cannot be taken as a precedent
for future shipment.
13. We regret being unable to consider your request for payment on D/A basis, the reason being that we
generally accept payment by L/C at sight. Taking into consideration the good relations between us, we are prepared to accept payment for this order by D/P at sight.
14. If the amount of each transaction is below US 500 or its equivalent at the conversion rate then prevailing,
we agree to D/A 30 days terms.
15. Regarding terms of payment, we should like to advise you that payment by collection is acceptable.
However, 80% are to be paid against the presentation of the shipping documents while the remaining 20% are to be paid on presentation of the Acceptance Report signed by the sellers’ engineer and the end-users’ representative at the installation site.
Lesson 8 L/C Amendment & Extension
Dear Sirs
We are in receipt of your letter of the 1st September,20.. informing us of the establishment of your L/C No. A---4 against our S/C No. 90---US10. The L/C in question has just come to hand. However, we regret of have found that there are certain clauses which do not conform to those of the contract. Hereby we list the discrepancies for your attention.
1) The name of the beneficiary should read “Shanghai Machinery & Equipment Imp. & Exp.
Corp.” instead of “Shanghai Machinery Imp. & Exp. Corp.” , the letter being the name of another import and export corporation in Shanghai.
2) Please insert the word “ about” before the quantity and amount in your L/C as it is impossible
for us to ship the exact quantity as contracted.
We suppose that the above mistakes are clerical (筆誤) and hope you will make the necessary
amendments immediately by fax so that we can ship the goods in time. Your prompt attention to the above will be appreciated.
Yours faithfully,
Shanghai Machinery & Equipment
Imp. & Exp. Corp.
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Dear Sirs
Re: S/C No. 90---457 We regret to inform you that we did not receive your L/C covering the above Sales Confirmation till today. It is clearly stipulated in the said confirmation that the relevant L/ C should reach us by the end of August. Although the time limit for the arrival of your credit has been exceeded, we are still prepared to ship your order in view of the long-term friendly relations between us.
However, owing to the late arrival of the L/C, we are unable to make shipment according to the date specified in the S/C. you are there fore requested to extend the L/C as follows:
1) To extend the time of shipment to the end of October, 20.. 2) To extend the validity of the L/C to the 15th November,20..
Please note that we require the amendment to L/C by the 30th September as otherwise we shall be unable to effect shipment at the time mentioned above. We anticipate the early arrival of your amendment advice.
Yours faithfully,
China National Import & Export Corp.
Useful Sentences
19
1. Your L/C No… calls for shipment to be made in June/July while it is explicitly (明確的) stipulated in the S/C No… that the shipment is to be made in two equal lots in July/ August. Please amend the L/C accordingly.
2. There is no word “about” before the quantity and amount in the L/C, although the word is clearly
stipulated in the Contract. Please insert the word “about” before the quantity and amount.
3. It has been found in your L/C that the amount is US 1,000 short as against the total value of the S/C. We
hope you will immediately approach (contact)your bank to increase the L/C amount by US1,000. 4. We note from your L/C that you require the Certificate of Origin to be certified by your consul. However,
it is our usual practice to have it certified by CCPIT and we therefore should be obliged if you would amend your L/C to that effect.
5. We are surprised to find in your L/C that you call for (ask for) insurance to be effected for 150% of the invoice value whereas our S/C No.90SP-4721 stipulates for insurance to be covered for 110% of the invoice value. Please amend it accordingly and let us have your amendment by the end of this month. 6. As there is no direct vessel sailing for your port this month, please amend your L/C No… to allow
transhipment, instead of “ transshipment not allowed” as laid down in the L/C. we must have the amendment in the first half of this month as otherwise we shall be unable to effect shipment, and an extension of one month for the time of shipment and negotiation will be necessary.
7. We wish to refer you to our letter of …in which we asked you to extend the time of shipment and tie of
negotiation to 31 October and 15 November respectively. However, up to now, we have not heard from you. Please note that unless we could receive your amendment advice by the end of this month we shall be unable to ship the goods before 31 October and an extension of another month will be unavoidable. 8. We have received your L/C No… with thanks but find the following discrepancies:
1) commission should be 3%, not 5%
2) insurance to be effected against All Risks and War Risk, not All Risks and War Risk, T.P.N.D.(偷窃
提货不着险)
3) partial shipments should be allowed, not partial shipments prohibited.
Please make the necessary amendments immediately and let us have the amendment advice before the 10th February.
9. We have to inform you that the name of the commodity in your L/C No…should be amended to read
“ …” according to the Contract No….
10. We have received your L/C No… for US ….but find that Art. No. 1001 mentioned therein does not agree
with what is contracted. The correct Art. No. should be 1002. Please make the amendment accordingly.
Lesson 9 Packing
Dear Sirs
Re: Order 579 We thank you for your above order dated the 2nd June and have pleasure in informing you that we can accept all the stipulated terms but the packing.
The packing mentioned in your order was of the old mode we adopted several years ago.
Since then we have improved it with the result that our recent shipments have all turned out to the full satisfaction of our customers.
20
Our Raincoats are now packed each in a polythene (聚乙烯) bag and then in a cardboard box, 10 dozen to a carton, with a gross weight around 30 kilograms. Each carton is lined with a polythene sheet and secured by overall strapping, thus preventing the contents from dampness (潮湿, 湿气) and possible damage through rough handling.
We are of the opinion that since a polythene bag is used for each Raincoat it is all ready for window display and looks attractive, which will certainly help the sales. Besides, the improved packing is light in weight and therefore easy to handle.
We state the above for your information and shall fulfill your order accordingly if we do not hear from you to the contrary before the end of this month.
Yours faithfully, XX Co., Ltd
Dear Sirs
S/C No. 90SP—24975 We acknowledge receipt of your letter dated the 3rd inst. enclosing the above sales contract in duplicate but wish to state that after going through the contract we find that the packing clause in it is not clear enough. The relative clause reads as follows:
Packing :Seaworthy (适于航海的) export packing, suitable for long distance ocean transportation. In order to eliminate possible future trouble, we would like to make clear beforehand our packing requirements as follows.
The Tea under the captioned contract should be packed in international standard tea boxes, 24 boxes on a pallet, 10 pallets in an FCL container. On the outer packing please mark our initials SCC in a diamond, under which the port of destination and our order number should be stenciled. In addition , warning marks like KEEP DRY, USE NO HOOK, etc. should also be indicated.
We have made a footnote on the contract to that effect and are returning herein one copy of the contract after duly (适时地) countersigning it. We hope you will find it in order and pay special attention to the packing.
21
We look forward to receiving your shipping advice and thank you in advance.
Yours faithfully
Useful Sentences
1. Phrases in regard to the mode of packing:
a. In wooden cases containing 30 pieces of 40 yards each b. In press-packed bales of 400 1bs, net each c. In iron drums of 25 kgs.net each d. In gunny bags of 60 kgs.net each e. In cartons, then on pallets f. Packed in bales of 50 kgs net g. Packed in cases of 200 1s
h. Packed in wooden cases lined with tin plate, with iron hoops at both ends
i. Packed in cans, 12 cans to a cardboard box, 20 cardboard box to a case(除第一部分用介词in 外，
以后均要用介词to)
2. Our usual packing is in wooden cases of 112 1bs.net, each containing 16 packets of 7 1bs 3. We usually have our Screws packed in double gunny bags of 60 kgs.each 4. The cartons are well protected against moisture by polythene sheet ling.
5. We shall pack the goods in our usual packing if you have nothing particular in this regard
6. We can meet your special requirements for packing but the extra expenses should be borne by you.
7. As it will take us time to pack the goods according to your requirements, we are afraid that the shipment
may not be effected at the contracted time.
8. The goods ordered should be of good quality and in attractive packing. 9. All bags have an inner waterproof lining.
10. All export bicycles are wrapped in strong waterproof material at eh port and packed in lightweight
crates.
11. When the various products ordered by you are complete in our warehouse we will pack them into
bundles of suitable size for shipment.
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12. We do not object to packing in cartons, provided the flaps are glued down and the cartons secured by
metal bands.
13. Packing in sturdy wooden cases in essential. Cases must be nailed, battened and secured by overall metal
strapping.
14. Please convey the finished goods by your oven transport to our forwarding agent’s warehouse, where
they will be repacked for shipment.
15. Please use normal export containers unless you receive special instructions form our agents.
16. As the commodities will probably be subjected to a thorough customs examination, the cases should be
of a type which can easily be made fast again after opening.
17. As requested, we have included a packing note with your commodities, and have pleasure in enclosing a
further copy of the note.
18. Our improved packing will catch the eye of the buying public, which will help push the sales. 19. Our cartons are strong enough to stand rough handling in the course of transportation.
20. Your specific requirements for packing have been transmitted to the department concerned for
consideration and we will let you know the result later.
21. We regret to learn your dissatisfaction with the packing for the last shipment but we can assure you of
our special attention to the packing of your future shipments.
Lesson 10 Insurance
Dear Sirs
In reply to your letter of the 3rd November enquiring about the insurance on our CIF offer for Double Offset Ring Spanners(梅花扳手) made to you on the 20th October, we wish to give you the following information.
For transactions concluded on CIF basis, we usually effect insurance with The People’s Insurance Company of China against ALL Risks, as per Ocean Marine Cargo Clauses of The People’s Insurance Company of China, dated the 1sth January, 1981. Should you require the insurance to be covered as per Institute Cargo Clauses we would be glad to comply but if there is any difference in premium between the two it will be charged to your account.
We are also in a position to insure the shipment against any additional risks if you so desire, and the extra premium is to be borne by you. In this case, we shall send you the premium receipt issued by the relative underwriter.
Usually, the amount insured is 110% of the total invoice value. However, if a higher percentage is required, we may do accordingly but you have to bear the extra premium as well.
We hope our above information will provide you with all the information you wish to know and we are now looking forward to receiving your order.
Yours faithfully XX Co., Ltd
23
Dear Sirs
We thank you for your Order No.539 for 1,000 sets of Box Socket Sets, which is placed on CFR basis. In reply, we would like to inform you that most of our clients are placing their orders with us on CIF basis. This will save their time and simplify procedures. May we suggest that you would follow this practice.
For your information, we usually effect insurance with the People’s Insurance Company of China for 110% of the invoice value. Our insurance company is a state-operated enterprise enjoying high prestige in settling claims promptly and equitably and has agents in all main ports and regions of the world. Should any damage occur to the goods you may file your claim with their agent at your end, who will take up the mater without delay.
We insure the goods against the usual risks and in the present case All Risks. Should broader coverage be required, the extra premium is for the buyer’s account.
We hope you will agree to our suggestion and look forward to your favourable reply. Yours faithfully XX Co., Ltd
Useful Sentences
24
1. 2. 3. 4. 5. 6.
Please (insure for us) insure us on the following…
Please (cover for us) cover us on the goods detailed below…
Please hold us covered (for) (on) the commodities listed on the attached sheet. The cargo is to be insured warehouse to warehouse.
This consignment is to be covered under our open cover terms.
We leave the insurance arrangement to you but we wish to have the goods covered against All Risks and War Risk.
7. We thank you for your instructions to arrange the shipment of… We take it that you wish us to insure this
cargo against usual risks, for the value of the goods plus freight.
8. We will effect insurance against All Risks, as requested, charging premium and freight to the consignees. 9. We shall be pleased if you will arrange to insure the goods on our behalf against A.R. at invoice value
plus 10%.
10. The extra premium will of course be refunded to you upon receipt of your debit note, or, if you like, you
may draw a sight draft on us for the amount.
11. Your Order No.7 calls for the goods to be insured for 150% of the invoice value. Usually the amount
of insurance is 110% of the invoice value. Should you insist on 150%, the additional premium should be borne by you.
12. We have noted that you required the insurance to be covered against Risk of Breakage. However, please
be informed that our CIF prices include insurance to cover W.P.A. only and if you wish to have the Risk of Breakage included in the coverage, you must bear the additional premium.
13. We are pleased to inform you that we have covered the goods with the People’s Insurance Company of
China against All Risks for 5,000 as per CID of 1 January, 1981.
14. We usually cover insurance with the people’s Insurance Company of China as per CIC of 1 January,
1981. however, if you wish to have the insurance covered on I.C.C conditions we are also able to do so. 15. Since our order was placed on CIF basis and you covered the insurance, we should appreciate it if you
would file the insurance claim with the insurers, the People’s Insurance Company of China , for an early settlement.
16. The insurance shall terminate when the goods are delivered to the consignee’s warehouse at the
destination named in the policy. The cover ,however, is limited to 60 days upon discharge of the insured goods from the carrying vessel at the final port of discharge before the insured goods reach the consignee’s warehouse.
17. The insured should promptly submit an insurance claim to the insurer or its agent so as to provide the
latter with ample time to pursue recovery from the relative party in fault.
18. We are surprised to find in your Order No. 9 that there is a clause requiring insurance to be effected
against All Risks and War Risk for overland transportation to Hong Kong. It is beyond our comprehension that the goods for overland transportation should be insured against War Risk. We presume that this may be an oversight (疏忽) on your side and hope you will cross out (删去, 注销)“ War Risk” from the insurance clause immediately.
Lesson 11 Shipment
Dear Sirs
Referring to our order No. 469 for 3,000 Electronic Calculators, we wish to remind you that the time
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of shipment has long been overdue.
When we placed the order we pointed out that punctual shipment was of utmost importance because this order was secured from the larges dealers here and we had given them a definite assurance that we could supply the goods by the end of June
Your delay has caused us much inconvenience and we must now ask you to do your utmost to dispatch the first 500 sets under this order by air as the goods are urgently required by our customers.
We suggest the use of cartons with hinged lids(鉸連蓋子) to facilitate opening for customs examination. You will no doubt proceed with your arrangements of the shipment of the remaining 2,500 sets of the consignment by sea without further delay, and we would ask you to be particularly careful to seal each box into a watertight bag before packing into the cases.
We should be obliged if you would send us by air a copy of the packing list for the shipment to be dispatched by sea, and also duplicates of the insurance policy-certificate and the commercial invoice. This will enable us to arrange speedy passage through customs on arrival of the consignment.
Yours faithfully XX Co., Ltd
Dear Sirs
Re: Order No. 6 We have received your letter of the 1st October, asking us to modify the previous arrangements for the shipment of the captioned order.
We understand that instead of two equal shipments in January and February, 20.., you now wish to have 80% of the goods shipped in November and the balance in December 20…
In reply, we wish to inform you that although we are in a position to supply you with the goods against the above mentioned order from stock we are advised by the shipping company that because direct vessels, either liner or tramp (不定航线的不定期货船), sailing for your port are few and far between, the shipping space has been fully booked up to the end of November. In the circumstances, we regret being unable to meet your request.
However, if you would allow transshipment at Hong Kong we would do our best to make further contacts with the shipping company for the shipment of the first lot of the goods in November. In this case, you must bear the additional charges. In spite of this, we wonder if the goods in question will reach you earlier than the originally scheduled time.
26
Please take the above into consideration and let us know your decision as early as possible.
Your faithfully XX Co., Ltd
Useful Sentences
1. We shall be pleased to know the time for transit and frequency of sailings, and whether shipping space
must be reserved.
2. F.O.B charges are to our account, all other charges will be paid by the consignee.
3. According to the terms of the contract the shipment is to be effected by 20 July and we must have the
Bs/L by the 30th at latest.
4. Monthly sailings are available from…to…every 15th.
5. We can ship your consignment by S.S…closing for cargo on the 15th May.
6. We require two sets of shipped, clean Bs/L, consigned to your San Francisco branch. 7. As the cargo is to be transshipped at.. we shall require through Bs/L.
8. Air waybill , giving full particulars, will be sent to you as soon as the consignment is ready for dispatch
by Air China.
9. Although in our previous letter we promised to make delivery in three weeks from receipt of your order,
we now find that the components needed for these products have been held up in Hong Kong and may not arrive in time for us to have your order delivered within three weeks. A delay of two weeks seems to be unavoidable, which please note.
10. We have to advise you that we are unable to dispatch your order in full owing to a great shortage of
shipping space.
11. In our letter of the 31st May, we started that the estimated time of shipment would be two weeks after
receipt of order; however, with the port workers now on strike, we doubt if we could make shipment in time. We assure you that we are doing everything we can to get the electronic calculators away and will fax you immediately when we have arranged shipment.
12. We are informed by our supplier that owing to strike , your order No.4 may not be completed in time
for shipment by s.s East Wind scheduled to leave here on May 4.
13. We regret to find that our suppliers cannot get the shipment ready before the expiration (满期) of the
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shipping time, April 30, because for shipment of anything coming from inland we need a longer time for shipment particularly in the summer time when the transportation condition are worse.
14. We are glad to inform you that the goods under your order No.437 of the 30th November are ready for
shipment. We have made a special effort to complete your order in time and will let you know the name of the carrying vessel as soon as shipment is made.
15. The goods ordered in May are ready for dispatch and as the transaction is concluded on FOB basis you
are to arrange the shipment. We should be glad to have your immediate shipping instructions.
16. You requested us to inform you of the readiness (准备就绪) of the goods when you placed your order on 26 May. We are now pleased to advise you that your order is completed and awaiting shipment at our plant.
17. We have pleasure in informing you that your order No. 754 of 15 July has been shipped per s.s Feng
Qing from Shanghai for your port. Please find enclosed our Invoice No.785 for US 570 and note that we have drawn on you through our bankers, the Bank of China , for this amount at sight with the relative shipping documents attached for collection.
18. We are pleased to advise you that the consignment under your order No. 942 has now been dispatched
per s.s Manhattan Maru scheduled to leave here on the 15th October and due to arrive at your port on 30 November.
19. We note from your letter of the 28th February that the goods against your Order No. 753 should be
shipped by air-freight and we have accordingly forwarded the goods through CAAC, flight No.5404/ we trust the goods will reach you safely and we are enclosing air waybill No.SF-753.
20. With reference to your order No. 101, we are pleased to inform you that the consignment of Tape
Recorders has been shipped per s.s Queen Elizabeth, due to arrive at your end on 10 December. Enclosed please find the following duplicate shipping documents: Commercial Invoice in duplicate Insurance certificate in duplicate Bill of Lading in triplicate Draft in duplicate
Lesson 12 Agency
Dear Sirs
For the past five years we have been selling your Electronic Lighters(电子打火机) to wholesalers and large dealers in all parts of Pakistan and our clients are very much satisfied with your products. The styles and colours are very much to the taste of our market. We have built up a considerable number of well-established connections with excellent business results.
As we understand that you have no agent in Pakistan, we would like to offer our services.
For your reference, we would propose a sole agency agreement for a duration of three years with annual turnover of 50,000,60,000 and 70,000 pieces for the first, second and third year respectively. On all sales, we are entitled to receive a commission of 15% . during the validity of the agency agreement, we shall not handle any other foreign products of the same line and competitive types. The area to be covered by the agency agreement is confined to Pakistan.
If you agree to grant us the sole agency we will devote full attention to the development of your
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products on the Pakistan market and will go into the matter further.
We look forward to receiving your favourable reply.
Yours faithfully. XX Co., Ltd
Dear Sirs
Thank you for your letter of the 31st October in connection with sole agency.
In reply , we wish to state that we appreciate your efforts in pushing the sales of our Electronic Lighters in Pakistan and we are satisfied with your work in the past. However , after serious consideration, we do not think conditions are ripe (成熟) to entrust you with the agency at the present stage as the sales volume mentioned in your letter under reply is too small for us to grant you the agency. To tell you frankly, the average annual quantity we sold to your country in the past few years in much larger than what you mentioned.
In spite of this, please do not misinterpret our above remark, which in no way implies dissatisfaction. If a bigger turnover can be realized to justify establishing the agency we would like you to represent us.
We hope you will agree with us on this point and continue placing orders with us as you have done so far.
Your faithfully XX Co., Ltd
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Useful Sentences
1. We wish to sell our hand tools in your country , and should like to be put in touch with a company or
individual who would be willing to represent us.
2. We have been in touch with your Chamber of Commerce, who recommend you as a possible agent for
the sale of our products in your country. We are one of the largest Diesel Engine manufacturers in China and wish to expand our sales to South-East Asian countries.
3. In view of the development of agriculture here, there is an enormous potential market for your
agricultural implements. Since we have been dealing with you in this line for many years and have offices or representatives in all major cities and towns in this country, we are confident that our capability will justify your appointing us as your sole agents.
4. We are experienced dealers in pumps, having been in the business for more than twenty years and
enjoying good business relations with all the leading wholesalers and retailers in this line. With a view to expanding this business in our country, we should be glad if you could grant us sole agency for your pumps. (dealer 与deal 一样，后面也要跟介词in)
5. While appreciating your good intention to act as our agents and your efforts in selling our products, we
regret being unable to meet your request to act as our agents in your country as our record with you shows only a moderate (一般的) volume of business. We therefore suggest postponement of the matter 6.
until a bigger turnover justifies establishing the agency.
As to the agency ,we should first know your sales volume, your plan for promoting our products, the possible annual turnover and the import licensing position. Without this information, it is rather difficult for us to consider the agency problem.
We are pleased to have received your fax of the 16th October, in which you propose to offer your service as our exclusive agent for Green leaf Brand Shirts in Sri Lanka, for which we thank you after careful consideration, we wish to advise you that we have decided to appoint you as our exclusive agents on the following terms and conditions:…
Your past business record has shown your ability in handling our products. Bearing this in mind, we would like to offer you the sole agency if you are at all interested. We shall quote you our prices at 15% below export list prices with payment to be made at 60 d/s on D/P basis.
As you are probably aware, your competitors are firmly established here for their reasonable prices and excellent quality and it will be a hard fight to win business among such powerful rivals. As your agents, we are willing to intensify our advertising campaign and make more energetic efforts in pushing the
30
7.
8.
9.
sales of your products. However, you must support us by bearing part of the cost. May we suggest that you would increase the commission to 15% instead of 10%, so as to meet the increased expenses.
10. We find it necessary to point out that the Agency Agreement signed between us last year calls for your
efforts to reach the amount of 10,000. however , in going through our records, we find that the business done up to data amounts to 1,000 only. This is obviously at variance (不一致) with the target set forth in the aforementioned (上述的, 前述的) Agreement and needs to be rectified (矫正, 调整,) immediately. We strongly ask you to spare no effort to enlarge business to carry out the provisions of the Agreement. 11. If you are interested in establishing an agency here, our Mr. Smith would be pleased to call on you in
March, 1991.
12. We are also interested in handing a sole agency for you, which we think would be to our mutual
advantage.
13. In view of the steady increase in the demand for our beauty preparations, we have decided to appoint an
agent to handle our export trade with your country.
14. We appreciate the confidence you show in us by offering us a sole agency here for your products.
Lesson 13 Complaints, Claims and Adjustments
Dear Sirs
We have been transacting with you for many years and have always covered our requirements from you. We can say for certain that we have established good business relations with your firm in the interest of both parties.
However, we find from offers (報價) recently made to us by other firms that we have been paying you at 5% more than the prices obtainable from your competitors. To take contract No.-SA- 5053 as an example, the Milling Machine (銑床) under the Contract was booked at 5,000 while your competitors quoted us only 4700, more than 5% lower than your price, with the remaining terms same as yours.
We prefer to continue buying from you, seeing that we have dealt with you so long. However, you must help us to do so by bringing your prices to the same level as those of your competitors; otherwise we shall have no alternative but to place our orders elsewhere.
Please take the above into consideration when submitting quotations in future.
Your faithfully XX Co., Ltd
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Dear Sirs
We acknowledge receipt of your letter of 11 November complaining about the high price you paid. We have also noted the case you mentioned in your letter and examined it carefully.
The undersigned himself negotiated the said contract in Shanghai and is therefore fully conversant (熟悉) with the details of the case. He remembers that the proforma invoice for the Milling Machine under Contract -SA-5053 was established exceptionally at the late 1987 price, ignoring the October 1988 price increase. Afterwards , another price increase took place in May, 19, which was officially announced to you in our letter of 12 May which accompanied a new price list. It is therefore apparent that we have quoted you our best price without taking into account the repeated increases in price. You may rest assured that any advantage we get in the way of manufacturing costs is always passed onto you in the form of lower prices and you may probably find that our competitors are offering a product of considerably cheap quality in order to compete at a lower price.
We hope that our above explanation will meet with your approval and that you will continue placing orders with us as before.
Yours faithfully XX Co., Ltd
Useful Sentences
32
1. 2. 3. 4. 5. 6. 7.
You have supplied goods below the standard we expected from the samples. the bulk of the goods is not up to sample
Unfortunately, we find you have sent us the wrong goods.
We cannot possibly supply our customers with the articles we have received from you. We cannot accept these containers as they are not the size and shape we ordered. You have short-shipped this consignment by 500 kg.
You will remember that it was agreed the goods would be shipped in time to arrive here by the end of this month.
8. If the goods have not been shipped we must ask you to send them by air.
9. Our stocks may become too low for us to be able to cope with the Christmas trade. 10. An explanation of this delay will be appreciated.
11. We have asked our bank for information but they say that they have not received any documents from
you yet.
12. We regret that we have to complain about the way in which the consignment just received has been
packed.
13. We must ask you to carry out our orders more carefully in future.
14. We are very reluctant to take this step and we hope it will not be necessary. 15. We trust you will not make it necessary for us to take such a step. 16. We regret to have to reject these goods because:
a. they are not according to our order. b. They are of a very inferior quality.
c. They are not as good as your sample against which we ordered. d. They are inferior to previous lots received from you.
e. They are unsuitable for the purpose we stated when ordering.
f. They have been so damaged, in consequences of careless packing, that we cannot sell them.(损坏的
程度)
g. They are much too late and our customers have bought elsewhere.
17. We regret to have go bring up a complaint, it is unpleasant for us as it is for you, that the Serges No.123
just received from you are not at all according to our order although we informed you explicitly (明白地, 明确地) of our requirements when placing the order. 18. We book the goods against your sample as a fair average but the goods delivered are almost all inferior,
both in quality and finish, we require the quality equal to your sample or better, not worse. 19. Your last delivery was slightly under the average; this we cannot accept for future deliveries.
20. We have again to complain the non-delivery of the goods ordered by us for immediate delivery , which
you stated were in stock.
21. We regret to have to cancel our order No.653 of 17 December for …owing to your repeated delays in
delivery and we have had to procure (获得, 取得) the goods elsewhere. 22. Unless you can promise delivery by a fixed date, please cancel our order. We are in urgent need of the
goods and unless you can effect shipment next month for certain, they will be useless to us. Please let us have your reply by email.
23. We fully appreciate the annoyance caused by the delay in shipment of the goods and we are taking
immediate action to ship them to you by the first available steamer.
24. You will see that it is hardly fair to ask us to bear a serious loss not arising from any fault or negligence
on our part. We want to help you in every way possible but we think you should bear the expenses in this
33
case.
25. It should not be difficult for us to settle this matter in a friendly way. We want to be perfectly fair with
you and we are sure you want to do the same with us. Will you let us know what you think would be a fair adjustment to the difference?
26. Your remarks on the subject of delivery are not justified because we can assure you that we never gave
preference to the orders of any other houses over yours.
27. We have traced the long and short of the matter and find that the unfortunate mistake was committed
through the neglect of the packer to observe our perfectly clear instructions. Will you please return the goods to us after carefully packing them and marking the case “FRAGILE”
lesson 14 Import
Dear Sirs
We are in the market for the goods listed below and shall appreciate it if you will send us by airmail at your earliest convenience your best possible quotation CFR/ CIF/ FOB …in triplicate, showing full particulars as to specifications and time of delivery, along with three copies of descriptive literature in English.
Should the goods, as exactly specified, happen to be unavailable for supply, would you please be so kind as to offer the nearest specifications of your owe or recommend us any of your associates that you think may be able to make the right offer. When replying, or sending samples, please indicate the number of this Enquiry for easy identification.
Yours faithfully, XX Co., Ltd Item No. Commodity and Specifications Quantity
Dear Sirs
We are in receipt of your fax of the 15th May, from which we understand that you have booked our order for two 15-colour Screen Printing Machines.
Our Confirmation of Order will be forwarded to you in a few days.
Since the order is placed on FOB basis, you are to ship the goods from Sydney on a steamer to be designated by us. As soon as the shipping space has been booked, we shall advise you of the name of the
34
steamer on which the goods are to be loaded. For further instructions, please contact our forwarding agents, Messrs. Kelly Bros.Ltd., Sydney, who have hitherto (迄今, 至今) taken care of shipments from you.
As some parts of the machines are susceptible to shock, the machines must be packed in seaworthy (適合海運的) cases capable of withstanding (抵挡, 经受住) rough handling. The bright metal parts should be protected from water and dampness (潮湿) in transit by a coating of slushing compound that will not liquefy and run off under changing weather conditions.
We trust that the above instructions are clear to you and that the shipment will give the users entire satisfaction.
Yours faithfully, XX Co., Ltd
Useful Sentences
1. We are not in need of these goods, for we have bought a large quantity.
2. We thank you for your letter of the 3rd March but regret that the goods you offered are not in our
line.
3. We should be inclined to accept your offer if you did not ask for payment by L/C at sight. 4. Your quotations are much beyond our limits; have you no cheaper grades?
5. The goods must be in strict conformity with samples, both in quality and finish. 6. We want some samples for comparison with those of other makes.
7. We have received an enquiry form one of our users for your… , and may place large orders with
you if you will make us your best offer CFR Shanghai.
8. We regret being unable to accept your offer as we have placed orders with other suppliers at lower
prices.
9. Your offer has been passed on to the parties concerned for their consideration.
10. We are sorry to say that this consignment is far from satisfactory, for its quality does not come up to
the usual standard.
11. We are surprised to receive your advice of an increase in the price of these goods as we can see no
justification for it, price for the raw material having fallen considerably since the beginning of the season.
12. Please have the goods carefully examined and all imperfect packages rejected. We rely on your
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special attention to this.
13. Please note delivery is required in monthly lots of 500 pieces, to reach us regularly, commencing
next month.
14. Please omit from our Order No… the following goods and substitute for them 10 pieces as per
attached sample at the same price.
15. The quality of the last shipment is not in accordance with the agreed specifications. As the goods
become unsaleable, we must ask you to send us a replacement.
16. We are surprised to find there is such a marked difference between the sample and the goods
received. The quality is so poor that the whole lot is unmarketable.
17. The goods have been delivered, but they are useless to us. We are warehousing them at your
expense and risk.
Substitute 可用作名词及动词，意为代替品或是代替， 如：to substitute A for B (用A 代B，即B 不再存在)
Replacement 为名词，意为更换物，如： to replace A with (用B代A,.即A不再存在)
Lesson 15 Joint Venture
Dear Sirs
We have received your letter of 23 October from which we learn that you are interested in establishing an Auto Parts factory in China in the form of a joint venture and enquire about its feasibility.
You are probably aware that China has always persistent in an open door policy and taken a positive stand with regard to introducing foreign investment, with a view to expanding economic cooperation and technical exchange with other countries on the basis of equality and mutual benefit. China permits foreign firms, enterprises and other economic organizations or individuals to form joint ventures with Chinese firms, enterprises or other economic organizations. At present, there are two types of joint ventures in operation, i.e. Equity Joint Venture(股權式合營企業) and Contractual Joint Venture(契約式合營企業). Besides, joint exploration of China’s Offshore Oil is also in existence. The main features of this form of business are joint investment, joint management and joint share in profits and losses, being beneficial to both parties in that they will enhance business relations and cooperation.
On July 8, 1979,our government promulgated (发布) “The Law of the People’s Republic of China on Joint Ventures Using Chinese and Foreign Investment”. Since then, amendments have been made several times and the latest amendments to the Law were made on March 15,2001 during the fourth Session of the Ninth National People’s Congress . in order to help you get full acquainted with the various provisions in connection with the joint venture, we take pleasure in enclosing a copy of the Law for you perusal (熟读, 精读) and hope to have your comments.
Should you be interested in forming a joint venture with us, please let us know your tentative idea as to the type of commodity, quantity of production, material procurement, sales channels and principal machinery and equipment, so that we can make a thorough study of your plan and go further into the matter.
We look forward to your reply with interest.
Your faithfully,
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XX Co., Ltd
Dear Sirs
Thank you for your letter of 2 November, enclosing a copy of “The Law of the People’s Republic of China on Joint Ventures Using Chinese and Foreign Investment’.
Having gone through it carefully, we have now a better understanding about the establishment of a joint venture in China. We understand that there is now no limit to the capital to be contributed by the foreign investors and wonder if it is correct as we are inclined to make investment on 50%--50% basis.
Our investment ,i.e. 50% of the capital of the proposed joint venture, is to be made partly in cash and partly in machinery and equipment. As to the cash , it is to be converted form Us dollars according to the exchange rate in effect on the date the agreement becomes effective. As we are well connected with the machinery manufacturers here we shall supply the most advanced machinery and equipment suitable for the need in the course of production, which will be evaluated by both parties. In the meantime, we should like to know in what form your investment will be.
Upon hearing form you, we will go further into the matter or suggest a personal visit to have a face-to-face discussion so that problems can be cleared and settled quickly.
We await your early reply.
Yours faithfully. XX Co., Ltd
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Useful Sentences
1. China takes a positive stand with regard to introducing foreign investment as a basic long-term national
strategy.
2. The legitimate rights and benefits of both Chinese and foreign participants will be protected according to
Chinese laws.
3. The parties to the venture may contribute cash, capital goods and industrial property rights, etc.as their
investments.
4. The investment on our side may include the right to the use of a site provided for the venture during the
period of its operation.
5. There is no fixed rule concerning the term of a joint venture contract; it shall be determined by the
mutual agreement of the parties to the venture according to the venture’s particular line of business and conditions.
6. Subject to mutual agreement and approval, the term of the contract may be extended on expiration.
7. The industrial property rights of the foreign participant include the patent right of machinery, technical
knowledge, design and trade marks, etc.
8. With a view to promoting sales of the products of the joint venture, we think it necessary to establish a
sales agency at Hong Kong.
9. A portion of the products of the joint venture may be sold on domestic market while at least 70% must be
exported to obtain foreign exchange in order to meet the joint venture’s requirement for reproduction and other outlays in foreign currency.
10. We have much pleasure in informing you that the application for the establishment of the joint venture
has been approved by the authorities concerned and that we have received a Certificate of Approval.
Lesson 16 Compensation trade
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Dear Sirs
Thank you for your offer for Plastics Injection Machines together with the relevant illustrative leaflets. We have contacted our customers and wish to inform you that having studied your pamphlets, they find the Machine suitable for their need in production. However, owing to the slack demand for their products for the time being, they do not think it advisable to buy the machines with cash but are of the opinion that if you will buy back all or a big portion of the products manufactured with your machines, it may be possible for them to do business with you through compensation trade, i.e. after importing the machines, they will reimburse you the cost and charges by selling you the direct products.
It goes without saying that the countersale of our products will also provide you with full security for the payment of the machines.
If you agree to the proposal, we shall put forward our concrete plan as to the technical data, quality standard, payment, price , etc, for your consideration.
We await your reply in this regard.
Your faithfully, XX Co., Ltd
Dear Sirs
We have received your letter of 23 November in reply to ours of 12 Nov. with regard to compensation trade and are glad to learn that you agree to sell the Plastics Injection Machines to us on compensation trade basis.
Concerning the payment for the machines to be imported by us, we suggest that we make payment by three annual instalments without interest, namely, 10% of the total value of the machines to be paid within one year after the date of bill of lading, the remaining 30% and 60% to be paid in the second and the third year respectively. In this connection, we will instruct the Bank of China, Shanghai Branch to issue a Letter of Guarantee to guarantee that the payments will be effected in time.
We also learn from your letter that you will only buy back 30% of the products to be turned out with your machines and that you will effect payment by L/C payable at sight. Since this is only a small percentage of our total output and because different specifications of our products are differently priced, we are of the opinion that, in the spirit of compensation trade, it would be incumbent on you to guarantee that you will accept our countersale products each year to a value not less than our instalment payment to you in the same year. This condition will also be incorporated in our Letter of Guarantee.
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We hope that our proposal will meet with your approval and we are looking forward to hearing from you soon.
Your faithfully, XX Co., Ltd
Useful Sentences
1. We are interested to learn that you may consider supplying us with industrial equipment and technology
in the form of compensation trade. In this connection, we would like to state that the equipment and technology to be introduced into our country should be really advanced by world standards and the payment for the equipment and technology will be made by the countersale of the direct products.
2. At present, medium-sized compensation deals, especially those aiming at utilizing our existing factory
facilities without the need of heavy investment and yet ensuring quick increase in export earnings to finance the import of equipment will be given top priority.
3. Compensation trade is one of the latest forms of international trade today, under which the importer of
machinery and equipment or technology will pay for them all or partly with the resultant products without involving foreign exchange.
4. We are pleased to note that through personal negotiation, there is greater possibility to deal with you on
the basis of compensation trade . we have passed on the brochures you sent to us to the parties concerned who will make a thorough study of them and will let us know their comments.
5. We shall reimburse you the total amount of the equipment imported by 5 equal annual instalments
whereas you will accept the countersale of all the products turned out with the said equipment. A certain percentage of the sales proceeds of each consignment of the products will be used as instalment payment. For details, we may have further discussions later.
6. We shall remit you 10% of the total value of the equipment purchased as a down payment while you
have to instruct your bank to issue a Letter of Guarantee immediately after signing the compensation trade agreement. The L/C guarantees that the issuing bank shall refund us the down payment plus an interest at 10% per annum if you fail to honour the agreement.
7. We have received your quotation of …but find that you have quoted us only a total amount of the whole
equipment, making it difficult for us to make a comparison with other suppliers. As the said equipment consists of many items, we should like you to quote them item by item and we do not think there will be
40
any difficulty for you.
8. We thank you for accepting the arrangements for buy-back products relative to the deal of compensation
trade under negotiation. As to your request for our assistance in selling the countersale products, we are willing to do so but shall assume no obligation in this respect.
9. We regret to learn from your letter of… that you wish to sell us the equipment on cash basis because you
do not deal in the products to be turned out with the equipment to be supplied by you. Since the beginning of the negotiation of the deal, we have made it clear that your counter-purchase of the direct products is the key factor of this transaction and the equipment is to be paid for with buy-back products. 10. As to the payment terms of this project of compensation trade, we both have agreed that reciprocal letters
of credit will be adopted as the means of payment. Under this arrangement, we shall open an irrevocable L/C in you favour available by sight draft as soon as the contract is signed and in turn you should establish an irrevocable L/C in our favour payable at sight for all buy-back products within 15 days after the signing of the contract.
Dialogue
Compensation trade is often used to finance imports of capital goods by countries short of foreign currencies. It is a variety of business arrangements that include exchange of goods, processing and assembly. Ms. Suzuki., a Japanese garments dealer is discussing with Mr. Liu about the business of embroidered kimono belts and the machines for making belts on the direct product compensation basis.
Suzuki: we have recently received an inquiry from our old friends in Tokyo for large quantities of embroidered kimono belts, which are to be made in accordance with the design and needlework desired by the customers.
Liu: it is really a pleasure to hear this. We have been in this line for years and have enjoyed sound relations with our manufacturers in Suzhou. I am sure that you are satisfied with our deliveries in the past. Suzuki: that’s why we come to you for this particular order Liu: anything special?
Suzuki: yes. To give you some idea of what our clients require, I’ve brought a sample with me. Here it is . Liu: it seems the stitches are especially neat and fine.
Suzuki: you said it . you are really an expert in this field. The belt was embroidered with a new kind of machine that can produce attractive needlework. Our clients are very particular about the quality of the belts and we wonder if your machines are good enough to produce the same results.
Liu: I’m afraid our manufacturers can’t. but if they use the machines from Japan, I am certain they are capable of producing the same effect with their excellent craftsmanship.
Suzuki: I feel the same. I am sure this problem can easily be solved with the new type of machine. I have realized this and obtained the catalogues and quotations for you from our Japanese supplier. Here you are . Liu: it is very smart and considerate of you to do so. But Ms. Sunzuki, installing new machines will be a huge investment for our manufacturers. May I suggest that we conclude the two deals as one package under compensation trade arrangements?
Suzuki: well, your suggestion sounds practical and is just what I’m interested in , how do we proceed?
Liu: we will place an order with you for the embroidery machines with the understanding that the value of the capital goods will be repaid in three years by the resultant products produced with the imported capital goods.
Suzuki: do you mean in the first three years the amount of the purchase value of kimono belts will be used to
41
offset the cost of our equipment you intend to buy form us?
Liu: right. And we will also pay the interest as we always stick to the principle of “equality and mutual benefit” in doing business. In addition, all the relevant parties should sign an agreement on compensation trade including the details of the two separate purchases.
Suzuki: well I need to contact the machine supplier and see whether payment on compensation trade basis is acceptable. I personally believe it is workable to have the payment settled in this way since there will be repeat orders for kimono belts in the years to come.
Liu: I hope the machine supplier will hold the same view. I look forward to seeing you again soon. Suzuki: I will call them today and probably I will come to you tomorrow. Liu: you are welcome at any time. Our door is always open to you. Suzuki: thank you for your sincere cooperation. Good-bye/ Liu: bye-bye. Good luck!
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