1. Business English Correspondence
Li Huinan
School of Management CCUT 1

2. Unit 1 Basic Knowledge of Business Letter Writing（商务书信写作基本知识）2

3. I. Form and Structure of Business Letters
(1) Full Block Form
(2) Modified Block Form with Indented Style
(3) Modified Block Form
(4) Simplified Form 3

4. 2. Structure (1) Parts of the Business Letter
a. letterhead
b. reference and date
c. inside name and address
d. attention line (attention)
e. salutation
f. subject line
g. body
h. complimentary close
i. signature
j. enclosure Encl.
k. carbon copy notation C.C.
l. postscript P.S. 4

5. 对个人的尊称（头衔跟在姓名后面）(inside name and address)
Mr 先生
Mrs.　　　夫人
Miss　　　小姐
Ms.　　　 女士（不清楚是否结婚）
Sir　　　　先生（不知道姓名）
e. g. Mr. C.C. Eckersley, Director　 5

6. Messrs Messieurs pl. of monsieur
e. g. Messrs. Macdonald & Evans
当商号里不含人名，或者已经具有尊称，或者有定冠词“the”时不能用Messrs.
e. g. Utility Furniture Co.
Sir William Dobson & Sons
The Grayson Electrical Co. 6

7. 称呼(salutation)
Dear Sir Dear Madam
Dear sirs Dear Mesdames
Gentlemen 7

8. Unit 2 Establishing Business Relations & Inquiring Credit Reference（建立贸易关系及信用调查）8

9. A businessman can secure all the necessary information about a new market and a new customer by the following means:
(1)the advertisement in newspapers, from broadcast, TV, and through internet
(2) the introduction from his business connections.
(3) the introduction from his subsidiaries or branches, agents abroad
(4) the market investigations
(5) attendance at the export commodities fairs
(6) visit abroad by trade delegations and groups
(7) self-introductions or enquiries received from the merchants abroad
(8) the banks
(9) the commercial counsellor’s office
(10) the chambers of commerce both at home and abroad 9

10. The writer usually informs his addressee of the following:
(1)the source of his information
(2) his intention
(3) the business scope of his firm
(4) the reference as to his firm’s financial position and integrity
(5) his expectation of cooperation and a early reply 10

11. I. Letters for Establishing Business Relations（建立贸易关系的常用书信）11

12. Expanded Words commercial counsellor 商务参赞
commercial counsellor’s office 商务参赞处
commercial attache 商务专员
commercial articles 商业新闻
commercial department 商业部门
embassy 大使馆
ambassador 大使，使节 12

13. dealer n. 商人
retail dealer (retailer) 零售商
wholesale dealer 批发商
light industrial product 轻工业产品
deal n. v. 贸易、成交、经营
deal with (handle, deal in, trade in, be in the line) 经营，处理
make (do) a deal with 与…… 做贸易

14. compete v. 竞争 competitive adj. 有竞争力的
compete with (against) sb. in sth
在……方面与某人竞争
compete with (against) sb. for sth
为……事情与某人竞争
standing n. 资信情况、信誉 adj. 固定的、永久的
As to one’s (credit, financial) standing 关于……资信情况
standing orders 长期定单
standing director 常务董事

15. the enclosed (enclosure, Encl. Enc.) 附件 latest catalogue 最新目录
enclose v. 封入
the enclosed (enclosure, Encl. Enc.) 附件
latest catalogue 最新目录
price list 价格单
sample book 样本书
quotation 报价、行情 quote from 引用
quotation table (list) 价目表
market quotation 市场行情 15

16. specialize in 专门（从事），专门（经营） enjoy great popularity 享有盛誉
are most popular with our customers.
have commanded a good market.
are selling fast.
enjoy fast sales.
are universally acknowledged.
unanimously acclaimed by our customers.
The goods 16

17. 畅销品：
ready seller, quick seller, quick-selling product
contact v. 联系，交往， 多用于主动语态
e.g. For further details, please contact our local office.
approach v. 与……接洽，联系，多用于被动语态
e.g. We have been approached by several buyers for the supply of walnuts.

18. fall within be within lie within come under 属于我们的经营范围
the scope of our business activities 18

19. appreciate v. 感谢，感激（＋动名词）；理解，体会（＋名词）
acquaint vt. 使认识，使了解
acquaint sb. with (of, that)
e.g. In order to acquaint you with our products, we airmailed you two samples this morning.

20. leading importer 主要进口商 leading market 主要市场 leading stock 主要股份
be in the market for 想要购买
refer to sb. for sth. 向某人打听（查询）某事。 20

21. chamber of commerce 商会
manufacturer n.　制造商，厂商
manufacture v. n. 制造（品），制造业 　
manufactured article　人工制品
manufactured products　工业产品
of Chinese (home, foreign) manufacture　中国（本国，外国）制造的
Chinese manufactures=Chinese makes　中国制品
silk manufactures 　丝制品
the textile manufacture　纺织品
manufactory n.　制造厂，工厂
a hardware manufactory 　五金工厂
service after selling 　售后服务

22. II. Some useful sentences on establishing business relations （有关建立贸易关系的常语句）22

23. (1)关于寄信人获得收信人情况的渠道的 表达方式：
(1)关于寄信人获得收信人情况的渠道的 表达方式：
a, We have obtained your name and address from …
b, Your firm has been recommended to us by…
C, Through the courtesy of…, we come to know your name and address.
d, We own your name and address to …
e, We are indebted to …for your name and address.
f, Your name and address has been given to us by…
g, We are given to understand that…
h, On the recommendation of …,we have learned with pleasure the name and address of your firm. 23

24. (2)关于介绍寄信人公司业务范围的 表达方式有：
a, Our company deals with ( handles, deals in, trade in, is in the line of ) the import and export of…
b, We specialize in the exportation of…
c, We are one of the largest…importers in our country and have handled with various kinds of the products for about…years. 24

25. （3）有关寄信人资信情况的表达方式有：
a, Our bankers are the Bank of … they can provide you information about our business and finances.
b, For our credit standing, please refer to the following bank…
c, As to our standing, we are permitted to mention the bank of…, as a reference. 25

26. （4）结尾的表达方式 1. We are looking forward to your early reply.
2. Your immediate reply would be highly appreciated.
3. Your favorable reply will be highly appreciated.
4. We hope you will give us an early reply.
5. We are looking forward to your favorable and prompt reply. 26

27. Unit 3 Inquiries and Replies （询价及回复）27

28. Inquiry (Enquiry) letters should be written concisely and clearly, are generally involved in the establishing business relation letters. The correspondent reply should be prompt and courteous and cover all the information asked for. 28

29. Generally ,the special commodity
Inquiry
a general inquiry
a special inquiry
Generally ,the special commodity
name is not pointed out , a catalogue,
price list a sample or sample book are
involved.
name is pointed out , a catalogue,
price list a sample, sample book are
involved, or an offer is asked for. 29

30. Expanded words discount: 折扣，折价，贴现 allow give make grant
at a discount 低于正常价格，打折扣
(a + adj)/…% discount
sb …% discount 30

31. illustrated catalogue 附有插图的目录 price list 价格表（单） sample 样品
sample book 样品书
inquiry note 询价单 31

32. 有关信用证的常用词组 confirmed L/C 保兑信用证 irrevocable L/C 不可撤消信用证
documentary L/C 跟单信用证
transferable and divisible L/C 可转让，可分割信用证
revolving L/C 循环信用证
back to back L/C 背对背信用证
reciprocal L/C 对开信用证
sight L/C = L/C available by sight draft = L/C payable against draft at sight 即期信用证
usance/time/term L/C at 30 days after sight 见票后30天议付的信用证 32

33. quote: v 报价 quotation: 报价，行情 quote sb a price for sth quote sb for sth 33

34. commission：n 佣金，委托，委任，代办，代理 commission agent 代理商，佣金商
be inclusive of one’s …% commission=
include one’s …% commission
a commission of …%
all commissions 一切佣金，各项佣金 34

35. order: n 订单 place make send a (large) order for/on/of sth
a (large) order with sb 35

36. attractive/reasonable/competitive
不胜感激，非常感谢的表达方法
形容价格的词
attractive/reasonable/competitive
pleased
appreciated
obliged
be highly
that/sth 36

37. delivery time/date=date/time of delivery 交货期
shipment time/date=date/time of shipment
装运期 37

38. Several parts of inquiry letter
I. Expressing how do you know your addressee’s information/referring the former letter.
II. Pointing out all information you asked for.
III. Expressing your expectation. 38

39. Several parts of inquiry letter rely
I. Referring to the previous letter.
II. Replying to all information your addressee asked for.
III. Thanks for the inquiry and express your expectation. 39

40. Unit 4 Quotations, Firm Offers &Counter Offers （报价，报盘及还盘）40

41. A quotation (a non-firm offer without engagement) is a promise to supply goods on the terms stated, which is not legally binding as a firm offer. In some extent, a quotation equals to a replying of inquiry. A firm offer is within engagement. 41

42. A offer includes the following:
I. an expression of thanks for the inquiry, if any;
II. name of commodities, quality, quantity, and specifications;
III. details of prices, terms of payment, commissions, or discount, if any;
IV. packing and date of shipment;
V. the validity of the offer. 42

43. Counter-offer is generally made by a buyer to show his disagreement to the certain terms on previous offer. The original offerer becomes the offeree and he has the full right of acceptance or refusal and he may make another counter-offer. This process can go on for many a round till business is finalized or canceled.

44. Several parts of Counter-offer letter
I. an expression of thanks for the offer;
II. the trade terms you did not accept;
III. the rejection reasons;
IV. your proposal;
V. your expectation of cooperation and a early reply. 44

45. Expresses of the validity of offer
1. We are giving you an offer subject to your reply here by 5 p.m. our time, Tuesday, August 5.
2. We are making you an offer provided your reply reaches us with 7 days from today.
3. The offer is subject to your reply here on or before 25th August.
4. The offer is open till…
5. We will withdraw the offer if we would not hear from you till….

46. Expend words anticipate + n/ that/n 可喜的事情 expect + to do/that/n 客观的事情
the captioned goods
the subject goods
the subject article
the said goods
标题项下的货物，
上面提到的货物
the goods (article) mentioned in the subject line 46

47. prohibitive custom tariff 禁止性关税
形容价格高(high)，低(low)
on the high side 价格偏高
a bit high 有点高
too high 太高
rather stiff 相当高
excessive 过高
prohibitive 望而却步的
prohibitive custom tariff 禁止性关税 47

48. out of line with the market 与市价不一致
unreasonable 不合理
unworkable 不可行
impracticable行不通
infeasible行不通
unrealistic不现实

49. joint venture company/corporation 合资企业 cooperative venture/enterprise
Contractual joint venture
合营企业
wholly foreign venture/enterprise
独资企业 49

50. registered adj 注册的，登记的，挂号的 registered capital 注册资本
registered trademark 注册商标
registered stock 记名股票
registered check 记名支票
registered security 记名证券
registered bonds 记名债券 50

51. ex-work/factory/mill 工厂交货
ex stock=from srock 仓库交货/现货
ex godown=ex seller’s godown 卖方仓库交货
ex buyer’s godowm 买方仓库交货
ex store 仓库交货
ex ship 船上交货
ex pier 码头交货

52. pier: n 用木头或者金属搭成的水上平台 quay n 码头，桥脚，墩， 高楼的房顶
dock n 船坞, 修船所, (附设在码头 、仓库等的)造船厂 （口语）
wharf n 码头 52

53. in favour of = in sb’ favour 以…为抬头，以…为受益人装运
effect insurance 办理保险
arrange shipment 安排装运
make payment 付款、支付
in favour of = in sb’ favour
以…为抬头，以…为受益人 53

54. installation guide manual 安装手册 maintenance operation manual 维修手册 货物
cargo: n 一定是与装运有关的货物
goods: n 所有的货物
installation guide manual 安装手册
maintenance operation manual 维修手册
trial order 试订（货）
counterfeit: adj 伪造的，假冒的，
counterfeit department 防伪部门 54

55. send an offer of/for/in 发盘 give the offer of …
offer: n, v, 发盘，报盘
make
send an offer of/for/in 发盘
give
the offer of … 55

56. counter offer/counter-offer 还盘
as per： 按着，人均
pcs.=pieces 件
offerer: 发盘人
offeree: 受盘人
counter offer/counter-offer 还盘 56

57. top priority = first priority 最优先的事
Packing Credit 打包贷款
priority, n 优先
prior to do 优先
top priority = first priority
最优先的事 57

58. draw (a draft) on sb for sth draw on sb against sth
draw: vi 开立，vt 开立票据
draw a draft = draw
draw (a draft) on sb for sth
draw on sb against sth 58

59. 有关信用证的常用词组 开立信用证 issue open establish apply for validity: n 有效期
the validity of an L/C
L/C 开立信用证 59

60. Applicant/Opener/Accountee 开证申请人 Opening/Issuing Bank 开证行
Notifying/Advising Bank 通知行
Beneficiary 受益人
Negotiating Bank 议付行
Paying/Drawee Bank 付款行
Confirming Bank 保兑行
Reimbursement Bank / Clearing Bank 偿付行/清算行
Reimbursing Agent 偿付代理人
Transferee/Second Beneficiary 受让人/第二受益人 60

61. Unconfirmed L/C 不保兑信用证 Acceptance L/C 承兑信用证 Irrevocable L/C 不可撤消信用证
Documentary L/C 跟单信用证
Clean L/C 光票信用证
Negotiation L/C 议付信用证
Open Negotiation L/C 公开议付信用证
Restricted Negotiation L/C 限制议付信用证 61

62. Transferable and Divisible L/C 可转让，可分割信用证
Non-transferable and Non-divisible L/C
不可转让，不可分割信用证
Revolving L/C 循环信用证
Back to Back L/C 背对背信用证
Reciprocal L/C 对开信用证
Anticipatory L/C 预支信用证
Standby L/C 备用信用证
Sight L/C = L/C available by sight draft = L/C payable against draft at sight 即期信用证
Usance/Time/Term L/C at 30 days after sight
见票后30天议付的信用证 62

63. SWIFT=Society for Worldwide Interbank Financial Telecommunication
To Open by Airmail 信开本
To Open by Cable 电开本
Brief Cable 简电本
Full Cable 全电本
SWIFT=Society for Worldwide Interbank Financial Telecommunication
SWIFT信用证 63

64. Cash against Documents=CAD 凭单付款
cash against documents on arrival of goods
Documents against Payment = D/P 付款交单
Documents against Payment at sight 即期付款交单
Documents against Payment after sight远期付款交单
Documents against Payment after sight, Trust Receipt = D/P·T/R 远期付款交单凭信托收据借单
Documents against Acceptance =D/A 承兑交单 64

65. Unit 5 Orders, Acceptances and Rejections65

66. An order can be an acceptance of an offer or sent voluntarily by a buyer. It should be clearly and accurately written out and state all the terms of transaction. Many buyers now use printed order forms which ensure that no important information will be neglected. when placing an order with a printed order form ,it is often sufficient merely to attach a compliments slip. 66

67. When a seller receives his customer’s order, he usually acknowledges the receipt of the order or accepts the order or reject the order. There is not a standard form.

68. Expanded words standard export case 标准出口箱 shipping documents 装运单据
shipping mark 运输标志/唛头
shipping advice/notice 装船通知
shipping agents 货运代理
shipping company 船公司
shipping container 船运集装箱
shipping order 装货单 68

69. shipping space 舱位、载位、船位 shipping dock 装卸码头 shipping expense 装运费
shipping instruction 装船指示/装船须知
shipping invoice 货物装运单
shipping process 装运手续/程序
shipping weight (S.W) 启运重量 69

70. Commercial Invoice 商业发票 Certificate of Quality 质量检验证书
Bill of Lading 提单
Insurance Policy 保险单
Weight memo 重量单
Commercial Invoice 商业发票
Certificate of Quality 质量检验证书
Certificate of Quantity 数量检验证书
Certificate of Origin 原产地证
Certificate of Weight 重量检验证书 70

71. do.=d°=ditto 同上、同前 terms=terms and conditions 条款 bid price 递价，投标价格
distributor 分销商
whole saler 批发商
retailer 零售商
countersign the contract 会签合同
for one’s file/record 以便某方存档
for one’s reference/consideration 以便某方参考 71

72. in duplicate 一式两份 in triplicate 一式三份 in quadruplicate 一式四份
in quintuplicate 一式五份
in sextuplicate 一式六份
in septuplicate 一式七份
in octuplicate 一式八份
in nonuplicate 一式九份
in four/five copies 一式四/五份

73. with an upward tendency 有上涨趋势
with a downward tendency 有下降趋势
out of stock= exhausting/exhausted 脱销

74. Unit 6 Sales Confirmation and Purchase Contract

75. When a seller or a buyer agrees completely with the terms and conditions of an offer, order or a counter-offer, he will send a Sales Contract (or: Confirmation) or a Purchase Contract (or: Confirmation) to the other side to ask for counter-signature.
There are 11 terms and conditions, such as quality, quantity, packing, price, shipment, payment, insurance, inspection, claim, force majeure, arbitration.

76. Expended words Sales Confirmation=S/C 销售确认书 Purchase Contract=P/C 购货合同
the General Terms and Conditions 一般条款
Supplementary Conditions 附加条款
China Entry-Exit Inspection and Quarantine 中国出入境检验检疫局
The Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade 中国国际贸易促进委员会对外贸易仲裁委员会

77. Unit 7 Payment 77

78. Introduction
Payment plays an important role in foreign trade. It is often complicated. The mode of payment for each transaction is to be agreed upon between the trading parties at the time of placing an order. There are several modes, such as Remittance, Collection, Letter of Credit(L/C), Letter of Guarantee(L/G) and Factoring. The most often adopted mode of payment in our foreign trade is L/C. 78

79. Procedure of L/C term （export） （importer） Beneficiary ⑴ ⑿ ⑷ Applicant⑵ ⑶ ⑸ ⑹ ⑺ ⑻ ⑼ ⑽
Paying
Bank
Issuing
Negotiating
Carrier ⑾ ⒀ ⒁
Advising
bank

80. Expended words recourse 追索权 with recourse 有追索权 without recourse 无追索权
freight prepaid 运费预付
freight paid 运费已付
freight collect = freight to collect
运费到付 80

81. make out 善制、填写 to order 空白抬头 blank endorsed 空白背书 drawer 出票人 drawee 付款人
endorse v. 背书 endorsement n. 背书
endorser 背书人 endorsee 被背书人
endorsement in blank 无记名式背书
endorsement in full 记名式背书 81

82. Issue 出票 Presentation 提示 Sight 见票 Acceptance/honor 承兑
honor a bill 承兑一张汇票
Payment 付款
Discount 贴现
Dishonor 拒付
Recourse 追索 82

83. punctual delivery 按时交货 consignment (sale) 寄售 consignment business 寄售业务
reimbursement 赔偿、偿还
punctual delivery 按时交货
consignment (sale) 寄售
consignment business 寄售业务
consignment shipment 寄售发货 83

84. the Uniform Customs and Practice for Documentary Credits
跟单信用证统一惯例
2000 Revision and Amendments
2000年修订本
International Chamber of Commerce Publication No. 600
国际商会第600号出版物 84

85. Amendment to L/C
After receiving the L/C which the Notifying bank mails, the seller must immediately check the consistence between contract content and the L/C content. If errors are found out, the seller must ask for the buyer to amend immediately. The amendment situations are: L/C‘s amount, whether the partial shipment and the transportation are permitted, the packing provision, the insurance clause, the payment terms and other factors, such as extension of the L/C ,and so on. In these situations, the sellers may send a letter to the buyers for amendment of L/C.

86. Structure of Amendment L/C
I Your letter of credit has arrived…
II On our examination, we find that…
III With this in mind/On our opinions, I faxed to you to ask for…
IV We trust this amendment will meet with your approval.

87. Unit 8 Transport and Insurance

88. Transport is an important part in international business
Transport is an important part in international business. Goods are carried by several means of conveyance – by road or rail, by sea or air. At present, combined transport which is a road-sea-rail carriage widely used.
When goods are transported by road, rail or air, the contract of carriage takes the form of a Consignment Note or Air Way Bill. In sea transport, the contract entered into between the shipowner and shipper may take the form of either a Charter Party or a Bill of Lading.

89. Transport covers rather a wide range of work, such as urging prompt delivery、shipping instruction called for supplier、dispatch advice、shipping advice、packing requirement、shipping mark requirement 、asking for advance shipment、booking shipping containers、rejecting advance shipment、apologizement for late delivery、withholding delivery, etc。

90. Expended words Ocean Transportation 海洋运输 Liner Transport 班轮运输
Charter Transport/Tramp 租船运输
Voyage Charter 定程租船
Time Charter 定期租船
Lay Time 装卸时间
Demurrage 滞期费
Dispatch money 速遣费
Rail Transport 铁路运输
Road Transport 公路运输
Air Transportation 航空运输
Post Transportation 邮政运输

91. Container Transportation 集装箱运输
International Multimodal Transport 国际 多式联运
Shipment Time=Time of Shipment 装运期
Port of Shipment 装运港
Partial Shipment 分批装运
Transhipment=Transshipment=Turn shipment 装运、转船
Shipment Advice=Advice of Shipment 装运通知
Bill of Landing (B/L) 海运提单
On Board B/L=Shipped B/L 已装船提单
Received for Shipment B/L 备运提单

92. Clean B/L 清洁提单
Unclean B/L 不清洁提单
Direct B/L 直运提单
Turn-shipment B/L 转船提单
Through B/L 联运提单
Straight B/L 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 略式/简式提单

93. On Deck B/L 舱面提单
Stale B/L 过期提单
Advanced B/L 预借提单
Ante-Dated B/L 倒签提单
Rail Way B/L 铁路运单
Air Waybill 航空运单
Parcel Post Receipt 邮包收据
Container B/L 集装箱运输单据
International Combined Transport Documents
多式联运单据

94. It is customary to insure goods sold for export against the perils of the transport. In international trade, the transportation of goods from the seller to the buyer is generally over a long distance by air, land or sea and has to go through the procedures of loading, unloading and storing. During this process it is quite possible that the goods will encounter various kinds of perils and sometimes suffer losses. In order to protect the goods against possible loss in case of such perils, the buyer or seller, before the transportation of the goods,

95. Insurance Coverage 保险范围
Insurance Company 保险公司
Insurance Amount 保险额
Insurance Agent 保险代理人
Premium 保险费

96. arrange
cover
effect
provide
take out to
insurance
办理保险

97. insurance on+ 保险货物
insurance against +投保险别
insurance for +保险金额
insurance at + 保险费，保险费率
insurance with + 保险公司
eg. We have covered insurance on the 100 metric tons of wool for 110% of the invoice value against all risks.

98. Perils of Sea 海上风险
Extraneous Risks 外来风险
Total Loss 全部损失
Partial Loss 部分损失
Actual Total Loss 实际全损
Constructive Total Loss 推定全损
Abandonment 委付
Subrogation 代位
Average 海损
General Average (G.A.) 共同海损
Particular Average 单独海损
Sue and Labour Expenses 施救费用
Salvage Charges 救助费用

99. Institute Cargo Clauses (I.C.C.) 协会货物条款
China Insurance Clause (C.I.I.) 中国保险条款
Free from Particular Average (F.P.A.) 平安险
With Particular Average (W.P.A./W.A.) 水渍险
All Risks 一切险
Warehouse to Warehouse Clause (W/W) 仓至仓条款
General Additional Risks 一般附加险
Special Extraneous Risks 特别附加险
Overland Transportation Risk 陆运险
Overland Transportation All Risks 陆运一切险
Air Transportation Risks 航空运输险
Air Transportation All Risks 航空运输一切险
Parcel Post Risks 邮包险
Parcel Post All Risks 邮包运输险

100. Theft, Pilferage and Non-delivery Risk（T.P.N.D.）偷窃、提货不着
Fresh and Rain Water Damage 淡水雨淋险
Shortage of Risk 短量险
Intermixture & Contamination Risks 混杂、玷污险
Risk of Leakage 渗漏险
Clash & Breakage Risks 破损、破碎险
Taint of Odour Risk 串味险
Sweating & Heating Risks 受潮受热险
Hook Damage Risk 钩损险
Risk of Rust 锈损险
Breakage of Packing Risk 包装破裂险

101. War Risk 战争险
Strike Risk 罢工险
Import Duty Risk 进口关税险
Rejection Risk 拒收险
Failure to Deliver Risk 交货不到险
On Deck Risk 舱面险
Aflatoxin Risk 黄曲霉素险
Fire Risk Extension Clause 存仓火险扩展条款

102. Insurance Policy 保险单
Insurance Certificate 保险证明
Combined Certificate 联合凭证
Open Policy 预约保单
Endorsement 批单
Franchise 免赔率

103. Unit 9 Complaint, Claim and Settlement
103

104. In international business, claims do not happen in every transaction but often occur. Sometimes when the loss is not serious, the party suffered the loss may not lodge a claim for compensation. Instead he writes a complaint to call the other party’s attention to avoiding this matter happening again. Claims are usually raised by buyers for great loss. However sellers may also raise claims against buyer for non-establishment of L/C or breach of contract, etc. The claim must be entertained within the time stipulated in the contract.
104

105. Reasons on complaint and claim
consignment business claim
consignment transportation claim
consignment insurance claim

106. Reimbursement ways on claim
the dispatch of replacement
supply again the content
make a compensation on loses

107. Several parts of claim letter
I the reasons on the claim
II the extent of the damage or loss
III the reimbursement ways
IV the legislative authority on claim
107

108. Expanded words make/lodge/lay a complaint against 申诉
wrong goods delivered 错发货物
non-delivery 未交货物
late delivery =delay of delivery迟交货物
short delivery=short-delivered 短交
short shipment=short-shipped 短装
short-landed 短卸
short weight=short-weight=shortage of quantity 短重
inferior/poor quality 质量低劣
improper/poor packing 不良包装
108

109. forwarding agents 运输代理 forwarding order 托运单 forwarder 运输商
inferior goods 低档货
take delivery 提货
replacement 替代物
forwarding agents 运输代理
forwarding order 托运单
forwarder 运输商
parcel out: to divide into parts or shares
parcel up: to make into a parcel for sale
109

110. claim for/arising from/based on the reasons claim for the amount
claim on the goods
claim against sb
claim letter 索赔信
110

111. lodge/raise/file/put in/make/issue/lay/register/render
/enter /bring up/set up a claim 提出索赔
accept/admit a claim 同意索赔
entertain a claim 受理索赔
settle a claim 解决索赔
dismiss a claim 驳回索赔
reject a claim 拒绝索赔
withdraw/relinquish a claim 撤回索赔
waive a claim 放弃索赔
111

112. compensation trade 补偿贸易 Penalty Clause 罚金条款
bid bond 投标保证金
bidder 投标者
compensation trade 补偿贸易
Penalty Clause 罚金条款
Discrepancy and Claim Clause 异议和索赔条款
112

113. Unit 10 Fax

114. Fax, the short form for facsimile, is now used communication service
Fax, the short form for facsimile, is now used communication service. The fax machine which is now installed in most companies, corporations and units, even in some families is quite easy to be operated. The layout of fax is simple and the message is just same as a letter.

115. Fax has the following long points
I It can be communicated as fast as international phone call.
II It is much cheaper than an international phone call.
III Pictures, charts, etc can be sent by machine easily as well.

116. The fax layout Inside name and address Communication ways To: Fax No:
Message
Signature

117. Unit 14 Social Contact Correspondences

118. Introduction
While keeping intimate business relationships with our clients, we had better attention to the interpersonal relationships as well. That means there is close connections between the interpersonal relationships and business relationships. For example, when we meet joyous occasions or important events such as important festivals we send letters for invitation or congratulation or greetings which is very necessary.

119. Content of Invitation I Invitee II Subject line III Inviter IV Date
V Body
VI Contact person
VII Communication ways

120. Body of the invitation letter
I the main meaning of the invitation
II the benefit from the attendance
III your expectation

121. Memorandum form and contents for business negotiation
I Title: Memorandum or Memorandum of XX Negotiation
II Parties ’organizations, names and titles of their representatives.
III subject: matters on negotiation
IV Body: promises made by the parties
V Others: time, place, signatures, etc

122. Memorandum form and contents for office
I the point of memoradum
II the addressee’ first name
III signature

123. Expanded words interpersonal relationship 人际关系
business relationship 贸易关系
social contact correspondence 社交联系信函
inauguration 开业典礼
High-tech 高科技
R&D institute 研发机构
invitation letter 邀请函
receipt 回执

124. big, medium and small sized enterprise
大，中，小型企业
science and technology industrial parks
科技工业园
explore the market 开拓市场
a prior engagement 事先有约
extend our invitation 谨此邀请
extend our congratulation 谨表祝贺
congratulation on your bold venture谨祝大展鸿图
the very best of luck and prosperous future 前程似锦
a broad business association 海外业务协会

125. the top job 最高职位
official dispatch 公文，急件
understanding 非正式的协议，协定，谅解
technology transfer 技术转让
technology import 技术引进
feasibility report 可行性报告
board of director 董事会
commerce circle 商业圈
share percentage 股份比例，持股比例

126. sb’s confidence and patronage 某人的信任与支持
compile a feasibility report 撰写可行性报告
combine the theoretical knowledge with practice 理论联系实际
present a speech = presentation 演讲
assigned tasks= assignment 作业