跟单信用证常见条款及短语精萃

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跟单信用证常见条款及短语精萃一、KindsofL7C信用证类型1.revocableL/C/irrevocableL/C可撤销信用证/不可撤销信用证2.confirmedL/C/unconfirmedL/C保兑信用证/不保兑信用证3.sightL/C/usanceL/C即期信用证/远期信用证4.transferableL/C(or)assignableL/C(or)transmissibleL/C/untransferableL/C可转让信用证/不可转让信用证5.divisibleL/C/undivisibleL/C可分割信用证/不可分割信用证6.revolvingl_/C循环信用证7.L/CwithT/Treimbursementclause带电汇条款信用证8.withoutrecourseL/C/withrecourseL/C无追索权信用证/有追索权信用证9.documentaryL/C/cleanL/C跟单信用证/光票信用证10.deferredpaymentL/C/anticipatoryL/C延期付款信用证/预支信用证11.backtobackL/CreciprocalL/C对背信用证/对开信用证12.traveller'sL/C(or:circularL/C)旅行信用证二、L/CPartiesConcerned有关当事人1.opener开证人(l)applicant开证人(申请开证人)(2)principal开证人(委托开证人)(3)accountee开证人(4)accreditor开证人(委托开证人)(5)opener开证人(6)foraccountofMessrs付(某人)帐(7)attherequestofMessrs应(某人)请求(8)onbehalfofMessrs代表某人(9)byorderofMessrs奉(某人)之命(10)byorderofandforaccountofMessrs奉(某人)之命并付其帐户(11)attherequestofandforaccountofMessrs应(某人)得要求并付其帐户(12)inaccordancewithinstructionreceivedfromaccreditors根据已收到得委托开证人得指示2.beneficiary受益人(1)beneficiary受益人(2)infavourof以(某人)为受益人(3)inone'sfavour以为受益人(4)favouringyourselves以你本人为受益人

11.drawee付款人（或称受票人，指汇票）(1)todrawnon(or:upon)以(某人)为付款人(2)tovalueon以(某人)为付款人(3)toissuedon以(某人)为付款人2.drawer出票人3.advisingbank通知行(1)advisingbank通知行(2)thenotifyingbank通知行(3)advisedthrough..bank通过.....银行通知(4)advisedbyairmail/cablethrough..bank通过..…银行航空信/电通知6.openingbank开证行(1)openingbank开证行(2)issuingbank开证行(3)establishingbank开证行7.negotiationbank议付行(1)negotiatingbank议付行(2)negotiationbank议付行8.payingbank付款行9.reimbursingbank偿付行10.theconfirmingbank保兑行三、AmountoftheL/C信用证金额1.amountRMB¥3金额：人民币2.uptoanaggregateamountofHongkongDollars...累计金额最高为港币3.forasum(or:sums)notexceedingatotalofGBP...总金额不得超过英镑—4.totheextentofHKD…总金额为港币5.fortheamountofUSD...金额为美元6.foranamountnotexceedingtotalofJPY...金额的总数不得超过日元的限度四、TheStipulationsfortheshippingDocuments跟单条款1.availableagainstsurrenderofthefollowingdocumentsbearingourcreditnumberandthefullnameandaddressoftheopener凭交出下列注名木证号码和开证人的全称及地址的单据付款2.draftstobeaccompaniedbythedocumentsmarked(x)below汇票须随附下列注有(x)的单据3.accompaniedagainsttodocumentshereinafter随附F列单据4.accompaniedbyfollowingdocuments随附下列单据

21.documentsrequired单据要求2.accompaniedbythefollowingdocumentsmarked(x)induplicate随附下列注有(x)的单据一式两份3.draftsaretobeaccompaniedby...汇票要随附(指单据)五、Draft(BillofExchange)汇票1.thekindsofdrafts汇票种类(1)availablebydraftsatsight凭即期汇票付款(2)draft(s)tobedrawnat30dayssight开立30天的期票(3)sightdrafs即期汇票(4)timedrafts原期汇票2.drawnclauses出票条款(注：即出具汇票的法律依据)(1)alldarftsdrawnunderthiscreditmustcontaintheclauseMDraftsdrawnUnderBankof..creditNo...dated..!1本证项卜开具的汇票须注明“本汇票系凭・・...银行.…年..…月..…日第…号信用证下开具”的条款(2)draftsaretobedrawninduplicatetoourorderbearingtheclauseuDrawnunderUnitedMalayanBankingCorp.Bhd.IrrevocableLetterofCreditNo...datedJuly12,1978”汇票一式两份，以我行为抬头，并注明“根据马来西亚联合银行1978年7月12日第..…号不可撤销信用证项下开立”(3)draft(s)drawnunderthiscredittobemarked：MDrawnunder..BankL/CNoDated(issuingdateofcredit)'1根据本证开出得汇票须注明“凭…..银行.一年..…月..…日(按开证日期)第..…号不可撤销信用证项下开立”(4)draftsinduplicateatsightbearingtheclausesHDrawnunder..L/CNo...dated..?即期汇票一式两份，注明“根据.….银行信用证..…号，日期.…开具”(5)draft(s)sodrawnmustbeinscribedwiththenumberanddateofthisL/C开具的汇票须注上本证的号码和日期(6)draft(s)bearingtheclause："DrawnunderdocumentarycreditNo…(shownabove)of..Bank”汇票注明“根据.....银行跟单信用证,一号(如上所示)项下开立”六、Invoice发票1.signedcommercialinvoice已签署的商业发票induplicate一式两份intriplicate一式三份inquadruplicate一式四份inquintuplicate一式五份insextuplicate一式六份inseptuplicate一式七份inoctuplicate一式八份innonuplicate一式九份indecuplicate一式十份2.beneficiary'soriginalsignedcommercialinvoicesatleastin8copiesissuedinthenameofthebuyerindicating(showing/evidencing/specifying/declarationof)themerchandise,countryoforiginandanyotherrelevantinformation.以买方的名义开具、注明商品名称、原产国

3及其他有关资料，并经签署的受益人的商业发票正本至少•式八份1.Signedattestedinvoicecombinedwithcertificateoforiginandvaluein6copiesasreuiredforimportsintoNigeria.以签署的，连同产地证明和货物价值的，输入尼日利亚的联合发票一式六份4.beneficiarymustcertifyontheinvoice..havebeensenttotheaccountee受益人须在发票上证明，已将•…・寄交开证人5.4%discountshouldbedeductedfromtotalamountofthecommercialinvoice商业发票的总金额须扣除4%折扣6.invoicemustbeshowed:underA/PNo....dateofexpiry19thJan.1981发票须表明：根据第….号购买证，满期日为1981年1月19日7.documentsincombinedformarenotacceptable不接受联合单据8.combinedinvoiceisnotacceptable不接受联合发票七、BillofLoading提单1.fullsetshipping(company's)cleanonboardbill(s)ofladingmarked"FreightPrepaid"toorderofshipperendorsedto...Bank,notifyingbuyers全套装船(公司的)洁净已装船提单应注明“运费付讫”，作为以装船人指示为抬头、背书给…..银行，通知买方2.billsofladingmadeoutinnegotiableform作成可议付形式的提单3.cleanshippedonboardoceanbillsofladingtoorderandendorsedinblankmarked"FreightPrepaid"notify:importer(openers,accountee)洁净己装船的提单空白抬头并空白背书，注明“运费付讫”，通知进口人(开证人)4.fullsetofcleanMonboard"billsoflading/cargoreceiptmadeouttoourorder/toorderandendorsedinblanknotifybuyersM/S...Co.callingforshipmentfromChinatoHamburgmarkedMFreightprepaid"/"FreightPayableatDestination"全套洁净“已装船”提单/货运收据作成以我(行)为抬头/空白抬头，空白背书，通知买方..…公司，要求货物字中国运往汉堡，注明“运费付讫”/“运费在目的港付”5.billsofladingissuedinthenameof...提单以为抬头6.billsofladingmustbedatednotbeforethedateofthiscreditandnotlaterthanAug.15,1977提单日期不得早于本证的H期，也不得迟于1977年8月15日7.billofladingmarkednotify:buyer,MFreightPrepaid,,MLinertermsHMreceivedforshipment**B/Lnotacceptable提单注明通知买方，“运费预付”按“班轮条件”，“备运提单”不接受8.non-negotiablecopyofbillsoflading不可议付的提单副本InsurancePolicy(orCertificate)保险单(或凭证)1.Risks&Coverage险别

4(1)freefromparticularaverage(ERA.)平安险(2)withparticularaverage(W.A.)水渍险(基本险)(3)allrisk•切险(综合险)(4)totallossonly(T.L.O.)全损险(5)warrisk战争险(6)cargo(extendedcover)clauses货物(扩展)条款(7)additionalrisk附加险(8)fromwarehousetowarehouseclauses仓至仓条款(9)theft,pilferageandnondelivery(TP.N.D.)盗窃提货不着险(10)rainfreshwaterdamage淡水雨淋险(11)riskofshortage短量险(12)riskofcontamination沾污险(13)riskofleakage渗漏险(14)riskofclashing&breakage碰损破碎险(15)riskofodour串味险(16)damagecausedbysweatingand/orheating受潮受热险(17)hookdamage钩损险(18)lossand/ordamagecausedbybreakageofpacking包装破裂险(19)riskofrusting锈损险(20)riskofmould发霉险(21)strike,riotsandcivelcommotion(S.R.C.C.)罢工、暴动、民变险(22)riskofspontaneouscombustion自燃险(23)deteriorationrisk腐烂变质险(24)inherentvicerisk内在缺陷险(25)riskofnaturallossornormalloss途耗或自然损耗险(26)specialadditionalrisk特别附加险(27)failuretodelivery交货不到险(28)importduty进口关税险(29)ondeck仓面险(30)rejection拒收险(31)aflatoxin黄曲霉素险(32)fireriskextensionclause-torstorageofcargoatdestinationHongkong,includingKowloon,orMacao出口货物到香港(包括九龙在内)或澳门存仓火险责任扩展条款(33)surveyincustomsrisk海关检验险(34)surveyatjettyrisk码头检验险(35)institutewarrisk学会战争险(36)overlandtransportationrisks陆运险(37)overlandtransportationallrisks陆运综合险(38)airtransportationrisk航空运输险(39)airtransportationallrisk航空运输综合险(40)airtransportationwarrisk航空运输战争险(41)parcelpostrisk邮包险(42)parcelpostallrisk邮包综合险(43)parcelpostwarrisk邮包战争险(44)investmentinsurance(politicalrisks)投资保险(政治风险)

5(45)propertyinsurance财产保险(46)erectionallrisks安装工程切险(47)contractorsallrisks建筑工程一切险1.thestipulationsforinsurance保险条款(1)marineinsurancepolicy海运保险单(2)specificpolicy单独保险单(3)voyagepolicy航程保险单(4)timepolicy期限保险单(5)floatingpolicy(oropenpolicy)流动保险单(6)oceanmarinecargoclauses海洋运输货物保险条款(7)oceanmarineinsuranceclauses(frozenproducts)海洋运输冷藏货物保险条款(8)oceanmarinecargowarclauses海洋运输货物战争险条款(9)oceanmarineinsuranceclauses(woodoilinbulk)海洋运输散装桐油保险条款(10)overlandtransportationinsuranceclauses(train,trucks)陆上运输货物保险条款(火车、汽车)(11)overlandtransportationinsuranceclauses(frozenproducts)陆上运输冷藏货物保险条款(12)airtransportationcargoinsuranceclauses航空运输货物保险条款(13)airtransportationcargowarriskclauses航空运输货物战争险条款(14)parcelpostinsuranceclauses邮包保险条款(15)parcelpostwarriskinsuranceclauses邮包战争保险条款(16)livestock&poultryinsuranceclauses(bysea,landorair)活牲畜、家禽的海上、陆上、航空保险条款(17)..risksclausesoftheRI.C.C.subjecttoC.I.C.根据中国人民保险公司的保险条款投保.…脸(18)marineinsurancepoliciesorcertificatesinnegotiableform,for110%fullClFinvoicecoveringtherisksofWar&W.A.asperthePeople'sInsuranceCo.ofChinadated1/1/1976.withextendedcoveruptoKualaLumpurwithclaimspayablein(at)KualaLumpurinthecurrencyofdraft(irrespectiveofpercentage)作为可议付格式的海运保险单或凭证按照到岸价的发票金额110%投保中国人民保险公司1976年1月1日的战争险和基木险，负责到吉隆坡为止。按照汇票所使用的货币在吉隆坡赔付(无免赔率)(19)insurancepolicyorcertificatesettlingagent'snameistobeindicated,anyadditionalpremiumtocoverupliftbetween10and17%maybedrawninexcessofthecreditualue保险单或凭证须表明理赔代理人的名称，保险费如增加10-17%可在本证金额以外支付(20)insurancepolicy(certificate)...NameofAssuredtobeshowed:A.B.C.Co.Ltd.保险单或凭证作成以A.B.C.有限公司为被保险人(21)insurancepolicyorcertificatecoveringW.A.(orERA.)andwarrisksasperoceanmarinecargoclauseandoceanmarinecargowarriskclausesofthePeople'sInsuranceCompanyofChinadated1/1/1981保险单或凭证根据中国人民保险公司1981年1月1日的海洋运输货物保险条款和海洋运输货物战争险条款投保水渍险(或平安险)和战争险(22)insurancepolicy/certificatecoveringallwarminesrisks保险单/凭证投保一切险、战争险、地雷险(注：mines解释为地雷，属于战争险的负责范围，可以接受)(23)W.A.thisinsurancemustbevalidforperiodof60daysafterthedischargeofgoods水渍险在货物卸船后60天有效(24)intriplicatecoveringallrisksandwarrisksincludingW.A.andbreakageinexcessoffiveper

6centonthewholeconsignmentandincludingW/Wuptobuyer'sgodowninPenang投保切险和战争险包括水渍险，破碎损失有5%绝对免赔率，按全部货物计算，包括仓至仓条款，负责到买方在槟城的仓库为止(的保险单)一式三份(25)insurancepolicyissuedofendorsedtoorder...forthefacevalueofinvoiceplus10%coveringincludingwarwith15daysafterarrivalofgoodsatdestination,onlyagainstFPAandT.RN.D.按发票面值加10%投保战争险，货物到达Fl的地后15天有效，仅负贡平安险和盗窃提货不着险的保险单开给或背书给…(26)insurancepolicyorcertificateissuedbyaninsuranceCo.withW.RA.clausecoveringthemerchandiseforabout10%abovethefullinvoicevalueincludingunlimitedtranshipmentwithclaimspayableatSingapore由保险公司签发的保险单或凭证按发票总金额另加10%投保水渍险，包括非限定转船的损失，在新加坡赔付(27)coveringalleventualrisks投保一切以外风险(28)coveringallmarinerisks投保一切海运风险(29)marineinsurancepolicyincluding"bothotblame*'collisionclausesandfullycoveringtheshipment海运保险单包括负责船舶互撞条款和全部货载(30)insurance...includingdeviationclauses保险包括绕道条款(31)coveringoverlandtransportationallrisksasperoverlandtransportationcargoinsuranceclauses(train,trucks)ofthePeople'sInsuranceCompanyofChinadated...按照中国人民保险公司x年x月X日陆［:运输货物保险条款(火车、汽车)投保陆上运输一切险(32)coveringairtransportationallriskasperairtransportationcargoinsuranceclausesofRI.C.C.按照中国人民保险公司X年X月X日航空运输货物保险条款投保航空运输一切险(33)insurancepolicyorcertificatecoveringparcelpostallrisksincludingwarrisksasperparcelpostinsuranceclausesandparcelpostwarriskinsuracneclausesofthePeople'sInsuranceCompanyofChinadated...保险单或凭证按照中国人民保险公司X年X月X日邮包保险条款和邮包战争险条款投保邮包一切险和邮包战争险(34)coveringallrisksincludingwarrisksasperoceanmarinecargoclausesandairtransportationcargoinsuranceclausesandoceanmarinecargowarriskclausesandairtransportationcargowarriskclausesofthePeople'sInsuranceCompanyofChinadated...按照中国人民保险公司X年X月X日海洋运输货物保险条款和航空运输货物保险条款以及海洋运输货物战争险条款和航空运输货物战争险条款投保海空联运一切险和战争险(35)coveringallrisksasperoceanmarinecargoclausesandoverlandtransportationcargoinsuranceclause(train,truck)ofPI.C.C.dated...按照中国人民保险公司x年x月x日海洋运输货物保险条款和陆上运输货物保险条款(火车、汽车)投保海陆联运一切险(36)coveringallrisksincludingwarrisksasperoverlandtransportationcargoinsuranceclauses(train,truck)andairtransportationcargoinsuranceclausesandairtransportationcargowarriskclauseandwarclauses(forcargotransportationbyrail)ofthePeople'sInsuranceCompanyofChinadated...按照中国人民保险公司x年X月X日陆运货物保险条款(火车、汽车)和空运货物保险条款以及空运货物战争险条款和铁路货运战争条款投保陆空陆联运一切险和战争险(37)includingshortageinweightinexcessof0.5%(with0.5%franchise)onthewhole

7consignment包括短量损失有0.5%绝对免赔率(0.5%相对免赔率)，按全部货物计算(38)includingriskofbreakageandclashing包括破裂或凹瘪险(39)includingriskofchipping&denting包括碎裂或凹弯险(40)includingriskofbadodour包括恶味险(41)includingdamagebyhooks,oils,mudsandcontactwithothercargo(insuredvalue)包括钩损、油污、泥污以及和他物接触所致的损失(以保险价值为限)(42)includingdamagecausedbyrainfreshand/orwater,internalcombustion(totalorpartialloss)包括淡水雨淋，自燃所致的损失(包括全部或部分损失)(43)includinglossand/ordamagecausedbyseawater,fresh-water,acid,grease包括海水、淡水、酸蚀、油脂所致的损失(44)includingT.RN.D.lossand/ordamagecausedbyheat,ship'ssweatandodour,hoop-rust,breakageofpacking包括偷窃提货不着，受热船舱发汗，串味，铁箍锈损，包装破裂所致的损失(45)includingdamagecausedbyinfestationmould包括虫蛀霉烂的损失(46)includingdamageduetoroughhandlingduringtransitsubjecttoC.TC.按照中国保险条款包括运输途中操作不当所致的损失(47)includinglossand/ordamagefromanyexternalcauseasperCIC按照中国保险条款包括外来原因所致的损失(48)includingdamagebyslings,stains,grease,acids包括吊具、斑污、油脂、酸蚀造成的损失(49)excludingriskofbreakage不包括破碎险(50)includingthebreakagedoesnotcoverthegoodsremarkedinthinvoiceasoriginallydamage包括破碎险，但不负责发票所示之货物的原残损失(51)excludingnaturallossinweight不包括途耗短量的损失(52)including60daysafterdischargeofthegoodsatportofdestination(oratstationofdestination)subjecttoC.T.C.按照中国保险条款货物在目的港卸船(或在目的地车站卸车)后60天为止(53)includingW.A.&riskoffirefor60daysincustomswarehouseafterdischargeofthegoodsatportofdestinationsubjecttoCIC按照中国保险条款投保水渍险和火险，在目的港卸货后存入海关仓库60天为止(54)thisinsurancemustbevalidforaperiodof60daysafterarrivalofmerchandiseatinlanddestination本保险扩展到货物到达内地的目的地后60人有效(55)insurancepolicyorcertificatecoveringERA.includingtheriskofwarandrisksofS.R.C.C.asperI.C.C.dated..andinstitutewarclausesdated..andinstituteS.R.C.C.clausesdated...按照X年X月X日伦敦保险学会条款和X年X月X日学会战争险条款以及X年X月X日学会罢工、暴动、民变险条款投保平安险、战争险和罢工、暴动、民变险（56）thePeople'sInsuranceCompanyofChinainvestmentinsurance（politicalrisks）clauses中国人民保险公司投资保险（政治风险）条款（57）propertyinsuranceclauses财产保险条款

8（58）thePeople'sInsuranceCompanyofChinaErectionallrisksclauses中国人民保险公司安装工程一切险条款（59）thePeople'sInsuranceCompanyofChinacontractorsallrisksclauses中国人民保险公司建筑工程一切险条款九、CertificateofOrigin产地证1.certificateoforiginofChinashowing中国产地证明书stating证明evidencing列明specifying说明indicating表明declarationof声明2.certificateofChineseorigin中国产地证明书3.Certificateoforiginshipmentofgoodsof...originprohibited产地证，不允许装运…的产品4.declarationoforigin产地证明书（产地生明）5.certificateoforiginseparated单独出具的产地证6.certificateoforigin''formA"“格式A”产地证明书7.genetalisedsystemofpreferencecertificateoforiginform"A"普惠制格式“A”产地证明书十、PackingListandWeightList装箱单与重量单1.packinglistdeatilingthecompleteinnerpackingspecificationandcontentsofeachpackage载明每件货物之内部包装的规格和内容的装箱单2.packinglistdetailing...详注的装箱单3.packinglistshowingindetail...注明.…细节的装箱单4.weightlist重量单5.weightnotes磅码单（重量单）6.detailedweightlist明细重量单7.weightandmeasurementlist重量和尺码单H••一、InspectionCertificate检验证书1.certificateofweight重量证明书2.certificateofinspectioncertifyingquality&quantityintriplicateissuedbyC.I.B.C.由中国商品检验局出具的品质和数量检验证明书一式三份3.phytosanitarycertificate植物检疫证明书4.plantquarantinecertificate植物检疫证明书5.fumigationcertificate熏蒸证明书6.certificatestatingthatthegoodsarefreefromliveweevil无活虫证明书（熏蒸除虫证明书）7.sanitarycertificate卫生证书8.healthcertificateE生（健康）证书9.analysiscertificate分析（化验）证书10.tankinspectioncertificate油仓检验证明书11.recordofullageandoiltemperature空距及油温记录单12.certificateofaflatoxinnegative黄曲霉素检验证书13.non-aflatoxincertificate无黄曲霉素证明书

98.surveyreportonweightissuedbyC.I.B.C.中国商品检验局签发之重量检验证明书15.inspectioncertificate检验证书16.inspectionandtestingcertificateissuedbyC.I.B.C.中国商品检验局签发之检验证明书十二、OtherDocuments其他单据1.fulltetofforwardingagents'cargoreceipt全套运输行所出具之货物承运收据2.airwaybillforgoodscondignedto..quotingourcreditnumber以.…..为收货人，注明本证号码的空运货单3.parcelpostreceipt邮包收据4.Parcelpostreceiptshowingparcelsaddressedto..a/caccountee邮包收据注明收件人：通过.一转交开证人5.parcelpostreceiptevidencinggoodscondignedto..andquotingourcreditnumber以为收货人并注明本证号码的邮包收据6.certificatecustomsinvoiceonform59Acombinedcertificateofvalueandoriginfordevelopingcountries适用于发展中国家的包括价值和产地证明书的格式59A海关发票证明书7.purefoodscertificate纯食品证书8.combinedcertificateofvalueandChineseorigin价值和中国产地联合证明书9.adeclarationintermsofFORM5ofNewZealandforestproduceimportandexportandregultions1966oradeclarationFORMtheexportertotheeffectthatnotimberhasbeenusedinthepackingofthegoods,eitherdeclarationmaybeincludedoncertifiedcustomsinvoice依照1966年新西兰林木产品进出口法格式5条款的声明或出口人关于货物非用木器包装的实绩声明，该声明也可以在海关发票中作出证明10.Canadiancusttomsinvoice(revisedform)allsignedininkshowingfairmarketvalueincurrencyofcountryofexport用出口国货币标明本国市场售价，并进行笔签的加拿大海关发票(修订格式)11.Canadianimportdeclarationform111fullysignedandcompleted完整签署和填写的格式111加拿大进口声明书十三、TheStipulationforShippingTerms装运条款1.loadingportanddestinaltion装运港与目的港(1)despatch/shipmentfromChineseportto...从中国港口发送/装运往(2)evidencingshipmentfromChinato..CFRbysteamerintransitSaudiArabianotlaterthan15thJuly,1987ofthegoodsspecifiedbelow列明下面的货物按成本加运费价格用轮船不得迟于1987年7月15日从中国通过沙特阿拉伯装运到2.dateofshipment装船期billsofladingmustbedatednotlaterthanAugust15,1987提单日期不得迟于1987年8月15日(2)shipmentmustbeeffectednotlaterthan(oron)July30,1987货物不得迟于(或于)1987年7月30日装运(3)shipmentlatestdate...最迟装运日期：(4)evidencingshipment/despatchonorbefore...列明货物在…年…月…11或在该H以前装运/发送(5)fromChinaportto...notlaterthan31stAugust,1987不迟于1987年8月31日从中国港口3.partialshipmentsandtranshipment分运与转运(1)partialshipmentsare(not)permitted(不)允许分运

10(2)partialshipments(are)allowed(prohibited)准许(不准)分运(3)withouttranshipment不允许转运(4)transhipmentatHongkongallowed允许在香港转船(5)partialshipmentsarepermissible,transhipmentisallowedexceptat...允许分运，除在外允许转运(6)partial/prorateshipmentsareperimtted允许分运/按比例装运(7)transhipmentarepermittedatanyportagainst,throughB/lading凭联运提单允许在任何港口转运十四、Date&AddressofExpiry有效日期与地点1.validin.Jornegotiationuntil...在议付至•…止2.draft(s)mustbepresentedtothenegotiating(ordrawee)banknotlaterthan...汇票不得迟于.….交议付行(受票行)3.expirydateforpresentionofdocuments...交单满期日4.draft(s)mustbenegotiatednotlaterthan...汇票要不迟于议付5.thisL/CisvalidfornegotiationinChina(oryourport)until15th,July1977本证于1977年7月15日止在中国议付有效6.billsofexchangemustbenegotiatedwithin15daysfromthedateofbillsofladingbutnotlaterthanAugust8,1977汇票须在提单日起15天内议付，但不得迟于1977年8月8日7.thiscreditremainsvalidinChinauntil23rdMay,1977(inclusive)本证到1977年5月23日为止，包括当日在内在中国有效8.expirydateAugust15,1977incountryofbeneficiaryfornegotiation于1977年8月15日在受益人国家议付期满9.draft(s)drawnunderthiscreditmustbepresentedfornegoatationinChinaonorbefore30thAugust,1977根据本证项下开具的汇票须在1977年8月30H或该日前在中国交单议付10.thiscreditshallceasetobeavailablefornegotiationofbeneficairy'sdraftsafter15thAugust,1977本证将在1977年8月15口以后停止议付受益人之汇票11.expirydate15thAugust,1977inthecountryofthebeneficiaryunlessotherwise除非另有规定，(本证)于1977年8月15日受益人国家满期12.draft(s)drawnunderthiscreditmustbenegotiationinChinaonorbeforeAugust12,1977afterwhichdatethiscreditexpires凭本证项下开具的汇票要在1977年8月12日或该日以前在中国议付，该日以后本证失效13.expiry(expiring)date...满期日14...jfnegotiationonorbefore...在日或该日以前议付15.negoationmustbeonorbeforethe15thdayofshipment自装船H起15天或之前议付16.thiscreditshallremaininforceuntil15thAugust197inChina本证到1977年8月15日为止在中国有效17.thecreditisavailablefornegotiationorpaymentabroaduntil...本证在国外议付或付款的日期到..…为止18.documentstobepresentedtonegotiationbankwithin15daysaftershipment单据需在装船后15天内交给议付行19.documentsmustbepresentedfornegotiationwithin..daysaftertheonboarddateofbilloflading/afterthedateofissuanceofforwardingagents'cargoreceipts

11单据需在已装船提单/运输行签发之货物承运收据日期后,…天内提示议付十五、TheGuaranteeoftheOpeningBank开证行付款保证1.weherebyengagewithyouthatalldraftsdrawnunderandincompliancewiththetermsofthiscreditw川bedulyhonored我行保证及时对所有根据本信用证开具、并与其条款相符的汇票兑付2.weundertakethatdraftsdrawnandpresentedinconformitywiththetermsofthiscreditwillbedulyhonoured开具并交出的汇票，如与本证的条款相符，我行保证依时付款3.weherebyengagewiththedrawers,endorsersandbona-fideholdersofdraft（s）drawnunderandincompliancewiththetermsofthecreditthatsuchdraft（s）shallbedulyhonouredonduepresentationanddeliveryofdocumentsasspecified（ifdrawnandnegotiatedwithinthevaliditydateofthiscredit）凡根据本证开具与本证条款相符的汇票，并能按时提示和交出本证规定的单据，我行保证对出票人、背书人和善意持有人承担付款责任（须在本证有效期内开具汇票并议付）4.providedsuchdraftsaredrawnandpresentedinaccordancewiththetermsofthiscredit,weherebyengagewiththedrawers,endorsersandbona-fideholdersthatthesaiddraftsshallbedulyhonouredonpresentation凡根据本证的条款开具并提示汇票，我们担保对其出票人、背书人和善意持有人在交单时承兑付款5.weherebyundertaketohonouralldraftsdrawninaccordancewiththetermsofthiscredit所有按照本条款开具的汇票，我行保证兑付十六、SpecialConditions特别条款1.forspecialinstructionspleaseseeoverleaf特别事项请看背面2.atthetimeofnegotiationsyouwillbepaidthedraftamountless5%dueto...议付时汇票金额应少付5%付给…（注：这种条款是开证行对议付行的指示）3.whichamountthenegotiationbankmustauthoriseustopay该项金额须由议付行授权我行付给（注：指佣金的金额）4.ifthetermsandconditionsofthiscreditarenotacceptabletoyoupleasecontacttheopenersfornecessaryamendments如你方不接受本证条款，请与开证人联系以作必要修改5.negotiationsunrestricted/restrictedtoadvisingbank不限制议付行/限于通知行6.（theprice）includingpackingcharges（价格）包括包装费用7.alldocumentsmustbeseparated各种单据须分开（即联合单证不接受）8.beneficiary'sdraftsaretobemadeoutfor95%ofinvoicevalue,being5%commissionpayabletocreditopener受益人的汇票按发票金额95%开具，5%佣金付给开证人9.draftstobedrawnforfullClFvalueless5%commission,invoicetoshowfullClFvalue汇票按ClF总金额减少5%开具发票须表明CIF的全部金额10.5%commissiontoberemittedtocreditopenersbywayofbankdraftsinsterlingpoungdsdrawnon..thiscommissionnottobeshowedontheinvoice5%佣金用英镑开成以….为付款人的银行汇票付给开证人，该佣金勿在发票上表明11.freightandchargestobeshowedonbillofladingetc.提单等（单据）须标明运费及附加费12.cablecopyofshippingadvicedespatchedtotheaccounteeimmediatelyaftershipment装船后，即将装船通知电报副本寄交开证人13.onecopyofcommercialinvoiceandpackinglistshouldbesenttothecreditopeners15daysbeforeshipment商业发票和装箱单各一份须在装船前15人寄给开证人14.thebeneficiaryistocableMr...statingL/CNo.,quantityshippedname&ETDofvesselwithin5daysaftershipment,acopyofthiscablemustaccompanythedocumentsfornegotiation受益人应在装船后5天内将信用证号码、装船数量、船名和预计开航日期电告..…先生，该电报的副本须随同单据•起议付

1215.alldocumentsexceptEllsofexchangeandB/LadingtobemadeoutinnameofA.B.C.Co.Ltd.andwhichnameistobeshowninB/Ladingasjointnotifyingpartywiththeapplicant除汇票和提单外，所有单据均须作成以A.B.C.有限公司为抬头，并以该公司和申请人作为提单的通知人16.signedcarboncopyofcablerequired要求(提供)经签署的电报复本17.bothshipmentandvaliditydatesofthiscreditshallbeautomaticallyextendedfor15daysatthedateofexpiry本证的装船有效期均于到期日自延展15天18.amountofcreditandquantityofmerchandise...%moreorlessacceptable证内金额与货物数量允许增减....%19.creditamountandshipmentquantity...%moreorlessallowed证内金额与装运数量允许增减…..％20.shipmentsamplestobesentdirectbyairmailtobuyerbeforeshipment装运前须将装身号货样直接航寄买方21.cableaccounteenameofsteamer/carriagenumber,quantityofgoodsandshipmentdate(orE.T.A.)将船名/车号、货物数量及装船期(或预抵期)电告开证人22.allbankingchargesoutsideHongkongareforaccountofaccountee香港以外的全部银行费用由开证人负担23.draweeBank'schargesandacceptancecommissionareforbuyer'saccount付款行的费用和承兑费用由买方负担24.portcongestionsurcharge,ifany,ispayablebyopenersinexcessofthisdocumentarycreditamountagainstevidence如果有港口拥挤费，超过本证金额部分凭证明由开证人支付25.amountofthiscreditmaybeexceededbycostofinsurance本证金额可以超过保险费部分26.thisletterofcreditistransferableinChinaonly,intheeventofatransfer,aletterfromthefirstbeneficiarymustaccompanythedocumentsfornegotiation本信用i正仅在中国可转i匕如实行转让，由第一受益人发出的书面(证明)须连同单据一起议付27.letterofguaranteeanddiscrepanciesarenotacceptable书面担保和错误单据均不接受28.admixture5%max.includingorganicmattersuchasweedandinorganic杂质最高5%,包括有机物(如杂草)和无机物29.includethissymbol“丹”intheshippingmarksoneachsideofthecarton(thatisfourmarkingsinonecarton)包含有“丹”字记号的装船唆头刷在纸箱的每一面(即每个纸箱要刷四个唆头)十七、InReimbursement索偿文句1.instructiontothenegotiationbank议付行注意事项(1)theamountanddateofnegotiationofeachdraftmustbeendorsedonreversehereofbythenegotiationbank每份汇票的议付金额和日期必须由议付行在本证背面签注(2)thiscopyofcreditisforyourownfile,pleasedelivertheattachedoriginaltothebeneficaries本证副本供你行存档，请将随附之正本递交给受益人(3)withoutyouconfirmationthereon(本证)无需你行保兑(4)documentsmustbesentbyconsecutiveairmails单据须分别由连续航次邮寄(注：即不要将两套或数套单据同一航次寄出)(5)alloriginaldocumentsaretobeforwardedtousbyairmailandduplicatedocumentsbysea-mail全部单据的正本须用航邮，副本用平邮寄交我行(6)pleasedespatchthefirstsetofdocumentsincludingthreecopiesofcommercialinvoicesdirecttousbyregisteredairmailandthesecondsetbyfollowingairmail请将包括3份商业发票在内的第一套单据用挂号航邮经寄我行，第二套单据在下次航邮寄出

13(7)originaldocumentsmustbesnetbyRegisteredairmail,andduplicatebysubsequentairmail单据的正本须用挂号航邮寄送，副本在下一班航邮寄送(8)documentsmustbysentbysuccessive(orsucceeding)airmails单据要由连续航邮寄送(9)alldocumentsmadeoutinEnglishmustbesenttooutbankinonelot用英文缮制的所有单据须一次寄交我行1.methodofreimbursement索偿办法(1)inreimbursement,weshallauthorizeyourBeijingBankofChinaHeadOfficetodebitourHeadOfficeRMBYuanaccountwiththem,uponreceiptofrelativedocuments偿付办法，我行收到有关单据后，将授权你北京总行借记我总行在该行开立的人民币帐户(2)inreimbursementdrawyourownsightdraftsinsterlingon..BankandforwardthemtoourLondonOffice,accompaniedbyyourcertificatethatalltermsofthisletterofcredithavebeencompliedwith偿付办法，由你行开出英镑即期汇票向.….银行支取。在寄送汇票给我伦敦办事处时，应随附你行的证明，声明本证的全部条款已经履行(3)availablebyyourdraftatsightpayablebyusinLondononthebasistosightdraftonNewYork凭你行开具之即期汇票向我行在伦敦的机构索回票款，票款在纽约即期兑付(4)inreimbursement,pleaseclaimfromourRMB¥accountheldwithyourbankingdepartmentBankofChinaHeadOfficeBeijingwiththeamountofyournegotiation偿付办法，请在北京总行我人民币帐户中索问你行议付之款项(5)uponpresentationofthedocumentstous,weshallauthorizeyourheadofficebackingdepartmentbyairmailtodebittheproceedstoourforeignbusinessdepartmentaccount-俟向我行提交单证，我行将用航邮授权你总行借记我行国外营业部帐户(6)afternegotiation,youmayreimburseyourselvesbydebitingourRMBYaccountwithyou,pleaseforwardallrelativedocumentsinonelottousbyairmail议付后请借记我行在你行开立的人民币帐户，并将全部有关单据用航邮一次寄给我行(7)allbankchargesoutsideU.K.areforourprincipalsaccount,butmustclaimedatthetimeofpresentationofdocuments在英国境外发生的所有银行费用，应由开证人负担，但须在提交单据是索取(8)negotiatingbankmayclaimreimbursementbyTTonthe..bankcertifyingthatthecredittermshavebeencompliedwith议付行须证明本证条款已旅行,并按电汇条款向.….银行索回货款(9)negotiatingbankareauthorizedtoreimbursethemselvestoamountoftheirnegotiationbyredrawingbyairmailatsighton..bankattachingtothereimbursementdrafttheircertificatestatingthatalltermsofthecredithavebeencompliedwithandthattheoriginalandduplicatedraftsanddocumentshavebeenforwardedtousbyconsecutiveairmail议付行用航邮向.…..银行重开一份即期汇票索取议付条款。索偿汇票须附上证明，声明本证所有条款已履行，单据的正副本已由连续航次寄交我行十八、TheStipulationsofMUniformcustomsandPracticeforDocumentaryCredits”“跟单信用证统一惯例”文句1.exceptasotherwisestatedherein除木证另有规定外2.exceptsofarasotherwiseexpresslystated除非另有明确表示3.thiscreditissubjectto...本证根据.…解释4.uniformcustomsandpracticefordocumentarycredits跟单信用证统一惯例5.InternationalChamberofCommerceBrochureNo.400国际商会第400号手册6.1983revision1983年修订本商务报盘英语

14We'rewillingtomakeyouafirmofferatthisprice.我们愿意以此价格为你报实盘。Wecanofferyouaquotationbasedupontheinternationalmarket.我们可以按国际市场价格给您报价。We'llletyouhavetheofficialoffernextMonday.下星期就给您正式报盘。Icometohearaboutyourofferforfertilizers.我来听听你们有关化肥的报盘。Myofferwasbasedonreasonableprofit,notonwildspeculations.我的报价以合理利润为依据，不是漫天要价。Nootherbuyershavebidhigherthanthisprice.没有别的买主的出价高于此价。Wecan'tacceptyourofferunlessthepriceisreducedby5%.除非你们减价5%,否则我们无法接受报盘。I'mafraidIdon'tfindyourpricecompetitiveatall.我看你们的报价毫无任何竞争性。Letmemakeyouaspecialoffer.好吧，我给你一个特别优惠价。We'llgiveyouthepreferenceofouroffer.我们将优先向你们报盘。Thisofferisbasedonanexpandingmarketandiscompetitive.此报盘着眼于扩大销路而且很有竞争性。Theofferholdsgooduntil5o'clockp.m.June23,2000,Beijingtime.报价有效期到1997年6月22日下午5点，北京时间。Allpricesinthepricelistsaresubjecttoourconfirmation.报价单中所有价格以我方确认为准。Ouroffersarefor3days.我们的报盘三天有效。

15I'mafraidthequotationisunacceptable.恐怕你方的报价不能接受。Wecannotmakeanyheadwaywithyouroffer.你们的报盘未得任何进展。Weprefertowithholdquotationforatime.我们宁愿暂停报盘。Buyersdonotwelcomeoffersmadeatwideintervals.买主不欢迎报盘间隔太久。Nowwelookforwardtoreplyingtoourofferintheformofcounter-offer.现在我们希望你们能以还盘的形式对我方报盘予以答复。Yourpriceistoohightointerestbuyersincounter-offer.你的价格太高，买方没有兴趣还盘。HIrespondtoyourcounter-offerbyreducingourpricebythreedollars.我同意你们的还价，减价3元。Iappreciateyourcounter-offerbutfindittoolow.谢谢您的还价，可我觉得太低了。WordsandPhrasesfirmoffer实盘officialoffer正式报价（报盘）tomakeanofferfor对…•报盘（报价）toofferfor对一.报价wildspeculation漫天要价thepreferenceofone'soffer

16优先报盘subjectto以.…为条件，以….为准makeheadway有进展atwideintervals间隔时间太长counter-offer还盘，还价外贸常用词汇出口信贷exportcredit出口津贴exportsubsidy商品倾销dumping夕卜》匚｛顷销exchangedumping优惠关税specialpreferences保税仓库bondedwarehouse贸易顺差favorablebalanceoftrade贸易逆差unfavorablebalanceoftrade进口配额制importquotas自由贸易区freetradezone对外贸易值valueofforeigntrade国际贸易值valueofinternationaltrade普遍优惠制generalizedsystemofpreferences-GSP最惠国待遇most-favorednationtreatment-MFNT外贸术语交货条件交货delivery轮船steamship（缩写S.S）装运、装船shipmentflowcharter（thecharteredshep）

17交货时间timeofdelivery定程租船voyagecharter;装运期限timeofshipment定期租船timecharter托运人（•股指出口商）shipper,consignor收货人consignee班轮regularshippingliner驳船lighter舱位shippingspace油轮tanker报关clearanceofgoods陆运收据cargoreceipt提货totakedeliveryofgoods空运提单airwaybill正本提单originalB/L选择港（任意港）optionalport选港费optionalcharges选港费由买方负担optionalchargestobebornebytheBuyers或optionalchargesforBuyers'account一月份装船shipmentduringJanuary或Januaryshipment一月底装船shipmentnotlaterthanJan.31st.WcshipmentonorbeforeJan.31st.•/二月份装船shipmentduringJan./Feb.或Jan./Feb.shipment在(时间)分两批装船shipmentduring....intwolots在(时间)平均分两批装船shipmentduring....intwoequallots分三个月装运inthreemonthlyshipments分三个月，每月平均装运inthreeequalmonthlyshipments立即装运immediateshipments即期装运promptshipments

18收到信用证后30天内装运shipmentswithin30daysafterreceiptofL/C允许分批装船partialshipmentnotallowedpartialshipmentnotpermittedpartialshipmentnotunacceptable英汉对照报关常用缩写语A.W.B(AirWayBill)空运提单A/C(Account)账目A/O(AccounOf)入账A/S(AtSight)见票即付A/V(AdValorem)从价税A/W(ActualWeight)实际重量AAR(AgainstAllRisks)投保一切险ABT(About)大约、关于CAN(AirConsignmenNote)空运的托运单ADD(Address)地址AMD(Amend)修改AMT(Amount)金额AP(AdditionalPrenium)附加费AP(AccountPaid)付讫B/C(BillforCollection)托收汇票B/D(BankDraft)银行汇票B/E(BillofEntry)进口报关单B/E(BillofExit)出口报关单B/L(BillofLading)提单B/M(BillofMaterials)材料单BE(BillofExchange)汇票BHD(BillHead)空白单据C.I.F.(Cost,InsuranceandFreight)成本、保险费加运费价格C.O.D.(CashonDelivery)货到付款CD(ChargePaid)付讫CF,C/F(CostandFreight)成本加运费价格COD(CashonDelivery)货到付款CY(City)城市D.P.V.(Duty-PaidValue)完税价格D.W.T.(DeadWeightTonnage)载电吨位，重量吨位D/A(DocumentsagainstAcceptance)承兑交单D/D(DemandDraft)即期汇票

19D/P(DocumentsagainstPayment)付款交单D/W(Deadweight)重最货物DA(DocumentsAttached)附凭单DAF(DeliveredatFrontier)边境交货DDP(DeliveredDutyPaid)完税后交货DDll(DeliveredDutyUnpaid)未完税交货DEQ(DeliveredExQuay)目的港码头交货DES(DeliveredExShip)目的港船上交货E/D(ExportDeclaration)出口申报单EXW(ExWorks)工厂交货F.A.Q.(FairAverageQuality)良好平均品质F.O.B.(FreeonBoard)装运港船上交货价格FCA(FreeCarrier)货交承运人FCL(FullContainerLoad)整箱货G.A.(GeneralAverage)共同海损L/C(LetterofCredit)信用证L/G(LetterofGuarantee)担保书,保证书L/T(LetterofTrust)委托书LCL(LessthanContainerLoad)拼箱货M/T(MailTransfer)信汇M/T(MetricTon)公吨NTB(NonTariffBarrier)非关税避垒O.B/L(OceanBillofLading)海运提单O.No.(OrderNumber)定单号数P.A.(ParticularAverage)单独海损QA(QualityAssurance)质量保证RAM(RegisteredAirMail)航空挂号邮件S/D(SightDraft)即期汇票S/O(ShippingOrder)装货单(俗称卜货纸)STL(Style)式样T/R(TrustReceipt)信托收据T/T(TelegraphicTransfer)电汇T/T(TelegraphicTransfer)电汇TDO(TranshipmentDeliveryOrder)转船提货单TEU(Twenty-footEquivelentUnit)20英尺集装箱等量单位TW(TotalWeight)总重量U.L.(UnderwriterLaboratoriesinc.)美国保险人公会所设的检验机构W.P.A.(WithParticularAverage)水渍险W.R.(W/R)(WarRisk)战争险，兵险

20W.W.(WarehousetoWarehouse)仓至仓W/L(WovenLabel)编织标签W/M(WeightorMeasurement)重量或体积XL(ExtraLarge,ExtraLong)超大、超长XPRD(ExperationDate)失效日期Yd(s)(Yard(s))码外贸术语：对外贸易与外贸关系对外贸易与外贸关系ForeignTrade&ForeignTradeRelationshipTheymainlytradewithJapanesefirms.他们主要和日本商行进行贸易。Forthepastfiveyears,wehavedonealotoftradewithyourcompany,在过去的五年中，我们与贵国进行了大量的贸易。Ourtradeisconductedonthebasisofequality.我们是在平等的基础上进行贸易。Therehasbeenaslowdowninthewooltradewithyou.和你们的羊毛贸易—有所减少。Ourforeigntradeiscontinuouslyexpanding.我们的对外贸易不断发展。Tradeinleatherhasgoneup(down)3%.皮革贸易上升(下降)了百分之三。Tradeingeneralisimproving.贸易情况正在好转。Ourcompanymainlytradesinartsandcrafts.我们公司主要经营手工艺品。Theyarewell-knownintradecircles.他们在贸易界很有名望。Wetradewithpeopleinallcountriesonthebasisofequalityandmutualbenefit.我们在平等互利的基础上和各国人民进行贸易。TorespectthelocalcustomofthebuyingcountryisoneimportantaspectofChina'sforeignpolicy.尊重买方国家的风俗习惯是我国贸易政策的一个重要方面。Ourpurposeistoexplorethepossibilitiesofdevelopingtradewithyou,我们的目的是和你们探讨一下发展贸易的可能性。WordsandPhrasesforeigntrade对外贸易overseastrade海外贸易internationaltrade国际贸易totradewith和…进行贸易todobusinessinamoderateway做生意稳重

21todobusinessinasincereway做生意诚恳tomakeadeal做一笔交易deal交易，经营，处理，与…交往todealin经营，做生意toexplorethepossibilitiesof探讨…的可能性tradecircles贸易界tohandle经营某商品totradein经营某商品businessscope/frame经营范围tradingfirm/house贸易行，商行Canwedoabartertrade?咱们能不能做一笔易货贸易呢？Isitstilladirectbartertrade?这还算是一种直接的易货贸易吗?Ifyouagreetoourproposalofabartertrade,we'llgiveyoupaperinexchangeforyourtimber.如果你方同意我们进行易货贸易的建议，我们将用纸与你们交换木材。Shallwesignatriangletradeagreement?我们订一个一:角贸易协议好吗？Atriangletradecanbecarriedoutamongthethreeofus.我们三方可进行三角贸易。Compensationtradeis,infact,akindofloan.补偿贸易实际上是一种信贷。Wemayagreetodoprocessingtradewithyou.我们同意与你们进行来料加工贸易。Ifyou'reinterestedinleasingtrade,pleaseletusknow.如果你们有意做租赁贸易，请告诉我们。Wewonderwhetheryoudocountertrade.我们不知道你们是否做抵偿贸易。WordsandPhrasestradebycommodities商品贸易visibletrade有形贸易invisibletrade无形贸易

22bartertrade易货贸易bilateraltrade双边贸易triangletrade三角贸易multilateraltrade多边贸易countertrade对销贸易；抵偿贸易counterpurchase互购贸易buy-back回购贸易compensationtrade补偿贸易processingtrade来料力IIT一贸易assemblingtrade来料装配贸易leasingtrade租赁贸易inexchangefor用…交换…tradeagreement贸易协议WewanttodevelopdirectcontactwithContinentalbuyersforourselves.我们想为自己的公司同欧洲大陆的买主建立起直接的联系。WeseethatyourfirmspecializesinLightIndustrialGoods,andwearewillingtoestablishbusinessrelationshipwithyou.得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。WeareoneofthelargestimportersofElectricGoodsinthiscity,andwewishtoestablishbusinessrelationshipwithyou.我们是此地最大的电器进口商之愿意与你们建立业务关系。Wearewillingtoenterintobusinessrelationshipwithyourcompanyonthebasisofequalityandmutualbenefit.我们愿在平等互利的基础上与贵公司建立业务关系。Ourtwocountrieshavehadtraderelationsfortenyears.我们两国之间一经有了10年的贸易关系。

23We'veneverhadanydifficultieswithourChinesepartners,andwe'dliketomakeasmanynewcontactsaswecan.和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。WehavemadeaverygoodstartinourbusinesswithJapan.我们和日本在业务上有了良好的开端。OurcompanyisthinkingofexpandingitsbusinessrelationshipwithChina.我公司想扩大与中国的贸易关系。Asisknown,wesetgreatstorebythetraderelationshipwiththethirdworldcountries.众所周知，我们卜分重视同第三世界国家的贸易关系。Welookforwardtoreactivatingourbusinessrelationship.我们盼望我们的业务关系重新活跃起来。Weshallwelcomeachancetorenewourfriendlyrelationship.很高兴能有机会来恢复我们的友好关系。We,lltryourbesttowidenourbusinessrelationshipwithyou.我们将尽力扩大同你们的贸易关系。We'rewritingyouinordertoestablishbusinessrelationship.我们写此信是为了与你方建立业务关系。Thearrangementwillcontributetocementourpleasantrelationship.此项安排将有助于巩固我们良好的关系。We'rewillingtorestoreourbusinessrelationship.我们希望能恢复贸易关系。Itwillbeadvantageousifstepsaretakentoresumeourbusinessrelationshiponthebasisofmutualbenefit.如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。Thedepressedmarketresultsinthestagnationoftrade.市场萧条导致贸易停滞。Wehavebeendoingquitewellinourbusiness,wearewillingtoopenanaccountwithyou.我们的生意一直做得不错，希望能与你们建立帐户往来关系。WordsandPhrasesbusinessassociation业务联系，交往businessconnection业务联系closerelationship密切的关系closerties更密切的关系toestablish(enterinto,setup)businessrelationship建立业务关系tocontinuebusinessrelationship继续业务关系topresentbusinessrelationship保持业务关系improvebusinessrelationship

24改善业务关系topromotebusinessrelationship促进业务关系tospeedupbusinessrelationship加快业务关系的发展toenlarge(widen)businessrelationship扩大业务关系torestore(resume)businessrelationship恢复业务关系tointerruptbusinessrelationship中断业务关系tocementbusinessrelationship巩固业务关系Whencouldyouintroducemetoyoursistercompany?什么时候把贵公司的兄弟公司介绍给我们？WouldyoupleaseintroduceustosomeofthemostreliableexportersofChinesehandicrafts?请向我们推荐一些最可靠的中国手工艺品出口商，可以吗？Ifyouareinterestedindealing,withusinotherproductsofourcompany,pleaseinformusofyourrequirementsaswellasyourbanker'snameandaddress.如果你们有意经营我公司其他产品，请告知你方要求及往来银行的名称和地址。BecauseoftherapiddevelopmentofourbusinessinAsia,wethinkit'snecessarytoopenabranchatthefollowingaddress.鉴于我们在亚洲地区业务的迅速发展，有必要在卜.列地点设立分公司。We'veoftenexpressedourinterestininvestinginChina.我们一直对在中国投资很感兴趣。Ourabundantresourcesandstablepolicyprovideforeignerswiththeadvantagestheyinvesthere.我们丰富的资源和稳定的政策为外商投资提供了有利条件。Thankyouforyourmannerofbusinesscooperation.我们对你们的合作态度非常满意。WehavebeenworkingonexpandingourscopeofcooperationwithChina.我们一直努力设法扩大与中国的合作范围。Webelieveinlong-termcooperationwithChinabecauseweviewthefutureasbright.我们相信与中国长期合作的前途是光明的。WordsandPhrasestradeprospects/outlook贸易前景tradecooperation贸易合作technologicalcooperation技术合作

25businesscooperation业务合作cooperativerelationship合作关系thescopeofcooperation合作范围AdditionalWordsandPhrasestradefair贸易展销会tradeshow贸易展览tradeagreement贸易协议toestablisharrangement达成协议toreachanagreement达成协议tradeterms/clause贸易条款tradebalance贸易平衡toconcludeabusinesstransaction达成贸易交易toworkwith与…共事businessactivities经济活动businesshouse商行；商号tradingdepartment/mechanics贸易机构tradeassociation贸易协会theforeigntradedepartment对外贸易部门C.C.P.I.T.(ChinaCouncilforthePromotionofInternationalTrade)中国国际贸易促进会CommercialCounselor'sOffice中国使馆的商务处

26ChamberofCommerce商会tradingpartnership经营合伙人foreigntradepersonnel外贸工作者tradingcenter贸易中心tradingmarket贸易市场tradesman/tradepeoples商人，零售商外贸价格术语价格术语tradeterm(priceterm)运费freight单价price码头费wharfage总值totalvalue卸货费landingcharges金额amount关税customsduty净价netprice印花税stampduty含佣价priceincludingcommission港口税portdues回佣returncommission装运港portofshipment折扣discount,allowance卸货港portofdischarge批发价wholesaleprice目的港portofdestination

27零售价retailprice进口许口证inportlicence现货价格spotprice出口许口证exportlicence期货价格forwardprice现行价格（时价）currentprice国际市场价格world（International）Marketprice离岸价（船上交货价）FOB-freeonboard成木加运费价（离岸加运费价）C&F-costandfreight到岸价（成本加运费、保险费价）CIF-cost,insuranceandfreight外贸术语：报盘和还盘报盘和还盘Offer&Counter-OfferWehavetheofferreadyforyou.我们已经为你准备好报盘了。Icometohearaboutyourofferforfertilizers.我来听听你们有关化肥的报盘。Pleasemakeusacableoffer.请来电报盘。Pleasemakeanofferforthebambooshootsofthequalityasthatinthelastcontract.请把上次合同中订的那种质量的竹笄向我们报个价。Weareinapositiontoofferteafromstock.我们现在可以报茶叶现货。We'lltryourbesttogetabidfromthebuyers.我们一定尽力获得买主的递价。We'llletyouhavetheofficialoffernextMonday.下星期就给您正式报盘。l*mwaitingforyouroffer.我正等您的报价。Wecanofferyouaquotationbasedupontheinternationalmarket.我们可以按国际市场价格给您报价。Wehaveacceptedyourfirmoffer.我们已收到了你们报的实盘。Weofferfirmforreply11a.m.tomorrow.

28我们报实盘，以明天上午11点答复为有效。WellletyouhaveourfirmoffernextSunday.下星期天我们就向你们发实盘。We'rewillingtomakeyouafirmofferatthisprice.我们愿意以此价格为你报实盘。CouldyouofferusF.O.B.prices.能想我们报离岸价格吗？AllyourpricesareonC.l.F.basis.你们所有价格都是成本加运费保险费价格。Canyoumakeanoffer,C&FLondon,atyourearliestconvenience?您能尽快报一个伦敦港成本加运费价格吗？I'dliketohaveyourlowestquotations,C.I.F.Vancouver.请报温哥华到岸价的最低价格。Pleasemakeusacableofferfor5metrictonsofwalnut.请电报5吨核桃仁的价格。OurofferisRMB300persetoftape-recorder,F.O.B.Tianjin.我们的报价是每台收录机300元人民币，天津离岸价。Wequotethisarticleat$250perM/TC&F.我们报成本加运费价每吨250美圆。WordsandPhrasesoffer报盘，报价toofferfor对…报价tomakeanofferfor对…报盘（报价）firmoffer实盘non-firmoffer虚盘toforwardanoffer(ortosendanoffer)寄送报盘togetanoffer(ortoobtainanoffer)获得…报盘tocableanoffer(ortotelegraphanoffer)电报(进行)报价

29offerandacceptancebypost通过邮政报价及接受toacceptanoffer接受报盘toentertainanoffer考虑报盘togiveanoffer给…报盘tosubmitanoffer提交报盘officialoffer正式报价(报盘)Myofferwasbasedonreasonableprofit,notonwildspeculations.我的报价以合理利润为依据，不是漫天要价。Wehavereceivedoffersrecently,mostofwhicharebelow100U.S.dollars.我们最近的报价大多数都在100美圆以下。Moreover,We'vekeptthepriceclosetothecostsofproduction.再说，这已经把价格压到生产费用的边缘了。Ithinkthepriceweofferedyoulastweekisthebestone.相信我上周的报价是最好的。Nootherbuyershavebidhigherthanthisprice.没有别的买主的出价高于此价。Thepriceyouofferedisabovepreviousprices.你方报价高于上次。Itwasahigherpricethanweofferedtoothersuppliers.此价格比我们给其他供货人的出价要高。Wecan'tacceptyourofferunlessthepriceisreducedby5%.除非你们减价5%,否则我们无法接受报盘。I'mafraidIdon'tfindyourpricecompetitiveatall.我看你们的报价毫无任何竞争性。Letmemakeyouaspecialoffer.好吧，我给你•个特别优惠价。We'llgiveyouthepreferenceofouroffer.

30我们将优先向你们报盘。Ishouldhavethoughtmyofferwasreasonable.我本以为我的报价是合理的。You'llseethatouroffercomparesfavorablywiththequotationsyoucangetelsewhere.你会发现我们的报价比别处要便宜。Thisofferisbasedonanexpandingmarketandiscompetitive.此报盘着眼于扩大销路而且很有竞争性。WordsandPhrasesquote报价quotation价格preferentialoffer优先报盘costofproduction生产费用reasonable合理的competitive有竞争性的thepreferenceofone,soffer优先报盘wildspeculation漫天要价Ouroffersarefor3days.我们的报盘三天有效。Wehaveextendedtheofferasperasyourrequest.我们已按你方要求将报盘延期。Theofferholdsgooduntil5o,clockp.m.23ndofJune,1997,Beijingtime.报价有效期到1997年6月22日下午5点，北京时间。Allpricesinthepricelistsaresubjecttoourconfirmation.

31报价单中所有价格以我方确认为准。Thisofferissubjecttoyourreplyreachingherebeforetheendofthismonth.该报盘以你方本月底前到达我地为有效。Thisofferissubjecttothegoodsbeingunsold.该报盘以商品未售出为准。WordsandPhrasessubjectto以…为条件，以…为准offersubjecttoourwrittenacceptance以我方书面接受为准的报盘offersubjecttosampleapproval以样品确定后生效为准的报盘offersubjecttoourfinalconfirmation以我方最后确认为准的报盘offersubjecttoexport/importlicense以获得出口（进口）许可证为准的报价offersubjecttopriorsale以提前传出为准的报盘offersubjecttogoodsbeingunsold以商品未售出为准的报盘offersubjecttoyourreplyreachinghere以你方答复到达我地为准的报盘offersubjecttofirstavailablesteamer以装第一艘轮船为准的报盘I'mafraidtheofferisunacceptable.恐怕你方的报价不能接受。Theofferisnotworkable.报盘不可行。Theofferisgivenwithoutengagement.报盘没有约束力。Itisdifficulttoquotewithoutfulldetails.

32未说明详尽细节难以报价。Buyersdonotwelcomeoffersmadeatwideintervals.买主不欢迎报盘间隔太久。Wecannotmakeanyheadwaywithyouroffer.你们的报盘未得任何进展。Pleaserenewyourofferfortwodaysfurther.请将报盘延期两天。Pleaserenewyourofferonthesametermsandconditions.请按同样条件恢复报盘。Weregretwehavetodeclineyouroffer.很抱歉，我们不得不拒绝你方报盘。Theofferiswithdrawn.该报盘已经撤回。Weprefertowithholdoffersforatime.我们宁愿暂停报盘。Buyersareworriedatthelackofoffer.买主因无报盘而苦恼。WordsandPhrasestoextendanoffer延长报盘torenewanoffer或toreinstateanoffer恢复报盘towithdrawanoffer撤回报盘todeclineanoffer或toturndownanoffer谢绝报盘unacceptable不可接受的workable可行的atwideintervals间隔时间太长makeheadway

33有进展beworriedatsth.对…苦恼Let'shaveyoucounter-offer.请还个价。Doyouwanttomakeacounter-offer?您是否还个价？Iappreciateyourcounter-offerbutfindittoolow.谢谢您的还价，可我觉得太低了。Nowwelookforwardtoreplyingtoourofferintheformofcounter-offer.现在我们希望你们能以还盘的形式对我方报盘予以答复。Yourpriceistoohightointerestbuyersincounter-offer.你的价格太高，买方没有兴趣还盘。Yourcounter-offerismuchmoremodestthanmine.你们的还盘比我的要保守得多。Wemakeacounter-offertoyouof$150permetrictonF.O.B.London.我们还价为每公吨伦敦离岸价150美圆。I'llrespondtoyourcounter-offerbyreducingourpricebythreedollars.我同意你们的还价，减价3元。WordsandPhrasescounter-offer还盘，还价offeror发价（盘）人offerer发价人，报盘人offeree被发价人offering出售物offerletter报价书

34offersheet出售货物单offerlist/book报价单offerprice售价offeringdate报价有效期限offeringperiod报价日concentrationofoffers集中报盘combinedoffer联盘，搭配报盘lumpoffer综合报盘（针对两种以上商晶）bidn.递价：出价；递盘（由买方发出）v.递盘tomakeabid递价togetabid得到递价tobeoutbidding高于…的价外贸术语：品质品质QualityThegoodsareavailableindifferentqualities.此货有多种不同的质量可供。Nothingwrongwillhappen,solongasthequalityofyourarticleisgood.只要商品质量可靠，就不会发生差错。Ifthequalityofyourproductsissatisfactory,wemayplaceregularorders.如果你们产品的质量使我们满意，我们将不断订货。Ifthequalityofyourinitialshipmentisfoundsatisfactory,largerepeatswillfollow.

35如果贵方第一批运来的货令人满意，随后将有大批续订。Thereisnomarkedqualitativedifferencebetweenthetwo.两者在质量上无显著差异。Wesincerelyhopethequalityareinconformitywiththecontractstipulations.我们真诚希望质量与合同规定相符。Aslongasthequalityisgood,ithardlymattersifthepriceisalittlebithigher.只要能保证质量，售价高点都无所谓。Pricesarefixedaccordingtotheirquality,aren*tthey?价格按质量的好坏而定，对吗？Thetransfereemustseetoitthatthequalityoftheproductismaintained.接受转让一方要负责保持产品的质量。OurCertificateofQualityismadevalidbymeansoftheofficialseal.我们的质量证明书盖公章方为有效。We'llimprovethequalityofourproductsandproductionefficiency.我们将改进产品质最，提高生产率。Theyarefullyqualifiedtopassopinionsonthequalityofthismerchandise.他们完全有资格对这种产品的质量发表意见。Wewouldliketohaveyouofferus100metrictons,qualitysameaslast.希望您能报给我们100吨质最和上次相同的货。Wefindthequalitysuitable(unsuitable)forourmarket.产品质量适合(不适合)我们的市场。Wealwayshavefaithinthequalityofyourproducts.对你们产品的质量我们总是很信任。WordsandPhrasesquality质量，品质qualitative质量的qualitatively在质量上qualityclause品质条款

36qualitycertificate品质证明I方qualityofexportandimportcommodities进出口商品质量goodmerchantablequality全销质量tobeinconformitywith与…一致transferer转让者transferee受让者对外贸易常用语(1)TheymainlytradewithJapanesefirms.他们主:要和日本商行进行贸易。Forthepastfiveyears,wehavedonealotoftradewithyourcompany.在过去的五年中，我们与贵国进行了大量的贸易。Ourtradeisconductedonthebasisofequality.我们是在平等的基础上进行贸易。Therehasbeenaslowdowninthewooltradewithyou.和你们的羊毛贸易已有所减少。Ourforeigntradeiscontinuouslyexpanding.我们的对外贸易不断发展。Tradeinleatherhasgoneup(down)3%.皮革贸易上升(下降)了百分之三。Tradeingeneralisimproving.贸易情况正在好转。Ourcompanymainlytradesinartsandcrafts.我们公司主要经营手工艺品。Theyarewell-knownintradecircles.他们在贸易界很有名望。

37Wetradewithpeopleinallcountriesonthebasisofequalityandmutualbenefit.我们在平等互利的基础上和各国人民进行贸易。TorespectthelocalcustomofthebuyingcountryisoneimportantaspectofChina'sforeignpolicy.尊重买方国家的风俗习惯是我国贸易政策的•个重要方面。Ourpurposeistoexplorethepossibilitiesofdevelopingtradewithyou.我们的目的是和你们探讨一下发展贸易的可能性。WordsandPhrasesforeigntrade对外贸易overseastrade海外贸易internationaltrade国际贸易totradewith和...进行贸易todobusinessinamoderateway做生意稳重todobusinessinasincereway做生意诚恳tomakeadeal做一笔交易deal交易，经营，处理，与…交往todealin经营，做生意toexplorethepossibilitiesof探讨…的可能性tradecircles贸易界tohandle经营某商品totradein经营某商品businessscope/frame经营范围tradingfirm/house贸易行，商行对外贸易常用语(2)Canwedoabartertrade?咱们能不能做一笔易货贸易呢？Isitstilladirectbartertrade?这还算是•种直接的易货贸易吗？

38Ifyouagreetoourproposalofabartertrade,we'llgiveyoupaperinexchangeforyourtimber.如果你方同意我们进行易货贸易的建议，我们将用纸与你们交换木材。Shallwesignatriangletradeagreement?我们订一个三角贸易协议好吗？Atriangletradecanbecarriedoutamongthethreeofus.我们三方可进行三角贸易。Compensationtradeis,infact,akindofloan.补偿贸易实际上是一种信贷。Wemayagreetodoprocessingtradewithyou.我们同意与你们进行来料加工贸易。Ifyou*reinterestedinleasingtrade,pleaseletusknow.如果你们有意做租赁贸易，请告诉我们。Wewonderwhetheryoudocountertrade.我们不知道你们是否做抵偿贸易。WordsandPhrasestradebycommodities商品贸易visibletrade有形贸易invisibletrade无形贸易bartertrade易货贸易bilateraltrade双边贸易triangletrade三角贸易multilateraltrade多边贸易countertrade对销贸易；抵偿贸易counterpurchase互购贸易buy-back回购贸易compensationtrade补偿贸易processingtrade来料加工贸易assemblingtrade来料装配贸易

39leasingtrade租赁贸易inexchangefor用…交换…tradeagreement贸易协议对外贸易常用语(3)WewanttodevelopdirectcontactwithContinentalbuyersforourselves.我们想为自己的公司同欧洲大陆的买主建立起直接的联系。WeseethatyourfirmspecializesinLightIndustrialGoods,andwearewillingtoestablishbusinessrelationshipwithyou.得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。WeareoneofthelargestimportersofElectricGoodsinthiscity,andwewishtoestablishbusinessrelationshipwithyou.我们是此地最大的电器进口商之一，愿意与你们建立业务关系。Wearewillingtoenterintobusinessrelationshipwithyourcompanyonthebasisofequalityandmutualbenefit.我们愿在平等互利的基础上与贵公司建立业务关系。Ourtwocountrieshavehadtraderelationsfortenyears.我们两国之间已经有了10年的贸易关系。We'veneverhadanydifficultieswithourChinesepartners,andwe'dliketomakeasmanynewcontactsaswecan.和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。WehavemadeaverygoodstartinourbusinesswithJapan.我们和日木在业务上有了良好的开端。OurcompanyisthinkingofexpandingitsbusinessrelationshipwithChina.我公司想扩大与中国的贸易关系。Asisknown,wesetgreatstorebythetraderelationshipwiththethirdworldcountries.众所周知，我们十分重视同第三世界国家的贸易关系。Welookforwardtoreactivatingourbusinessrelationship.我们盼望我们的业务关系重新活跃起来。Weshallwelcomeachancetorenewourfriendlyrelationship.很高兴能有机会来恢复我们的友好关系。

40We'lltryourbesttowidenourbusinessrelationshipwithyou.我们将尽力扩大同你们的贸易关系。We'rewritingyouinordertoestablishbusinessrelationship.我们写此信是为了与你方建立业务关系。Thearrangementwillcontributetocementourpleasantrelationship.此项安排将有助于巩固我们良好的关系。We'rewillingtorestoreourbusinessrelationship.我们希望能恢复贸易关系。Itwillbeadvantageousifstepsaretakentoresumeourbusinessrelationshiponthebasisofmutualbenefit.如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。Thedepressedmarketresultsinthestagnationoftrade.市场萧条导致贸易停滞。Wehavebeendoingquitewellinourbusiness,wearewillingtoopenanaccountwithyou.我们的生意一直做得不错，希望能与你们建立帐户往来关系。WordsandPhrasesbusinessassociation业务联系，交往businessconnection业务联系closerelationship密切的关系closerties更密切的关系toestablish(enterinto,setup)businessrelationship建立业务关系tocontinuebusinessrelationship继续业务关系topresentbusinessrelationship保持业务关系toimprovebusinessrelationship改善Vk务关系topromotebusinessrelationship促进业务关系tospeedupbusinessrelationship加快业务关系的发展toenlarge(widen)businessrelationship扩大业务关系

41torestore(resume)businessrelationship恢复业务关系tointerruptbusinessrelationship中断业务关系tocementbusinessrelationship巩固业务关系对外贸易常用语(4)Whencouldyouintroducemetoyoursistercompany?什么时候把贵公司的兄弟公司介绍给我们？WouldyoupleaseintroduceustosomeofthemostreliableexportersofChinesehandicrafts?请向我们推荐一些最可靠的中国手工艺品出口商，可以吗？Ifyouareinterestedindealing,withusinotherproductsofourcompany,pleaseinformusofyourrequirementsaswellasyourbanker'snameandaddress.如果你们有意经营我公司其他产品，请告知你方要求及往来银行的名称和地址。BecauseoftherapiddevelopmentofourbusinessinAsia,wethinkit'snecessarytoopenabranchatthefollowingaddress.鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。We'veoftenexpressedourinterestininvestinginChina.我们•直对在中国投资很感兴趣。Ourabundantresourcesandstablepolicyprovideforeignerswiththeadvantagestheyinvesthere.我们丰富的资源和稳定的政策为外商投资提供了有利条件。Thankyouforyourmannerofbusinesscooperation.我们对你们的合作态度非常满意。WehavebeenworkingonexpandingourscopeofcooperationwithChina.我们一直努力设法扩大与中国的合作范围。Webelieveinlong-termcooperationwithChinabecauseweviewthefutureasbright.我们相信与中国长期合作的前途是光明的。WordsandPhrasestradeprospects/outlook贸易前景tradecooperation贸易合作

42technologicalcooperation技术合作businesscooperation业务合作cooperativerelationship合作关系thescopeofcooperation合作范围AdditionalWordsandPhrasestradefair贸易展销会tradeshow贸易展览tradeagreement贸易协议toestablisharrangement达成协议toreachanagreement达成协议tradeterms/clause贸易条款tradebalance贸易平衡toconcludeabusinesstransaction达成贸易交易toworkwith与…共事businessactivities经济活动businesshouse商行；商号tradingdepartment/mechanics贸易机构tradeassociation贸易协会theforeigntradedepartment对外贸易部门C.C.P.I.T.(ChinaCouncilforthePromotionofInternationalTrade)中国国际贸易促进会CommercialCounselor'sOffice中国使馆的商务处ChamberofCommerce商会tradingpartnership经营合伙人foreigntradepersonnel外贸工作者tradingcenter贸易中心tradingmarket贸易市场

43tradesman/tradepeoples商人，零售商保险Insurance(1)I'mlookingforinsurancefromyourcompany.我是到贵公司来投保的。Mr.ZhangmetMr.WilliamintheofficeofthePeople*InsuranceCompanyofChina.张先生在中国人民保险公司的办公室接待了威廉先生。Afterloadingthegoodsonboardthehip,Igototheinsurancecompanytohavetheminsured.装船后，我到保险公司去投保。WhenshouldIgoandhavetheteainsured?我什么时候将这批茶叶投保？Allright.Let'sleaveinsurancenow.好吧，保险问题就谈到这里。Ihavecometoexplainthatunfortunateaffairabouttheinsurance.我是来解释这件保险的不幸事件的。Imustsaythatyou'vecorrectedmyideasabouttheinsurance.我该说你们已经纠正了我对保险的看法。Thisinformationofficeprovidesclientswithinformationoncargoinsurance.这个问讯处为顾客提供大量关于货物投保方面的信息。Theunderwritersareresponsiblefortheclaimasfarasitiswithinthescopeofcover.只要是在保险责任范围内，保险公司就应负责赔偿。Thelossinquestionwasbeyondthecoveragegrantedbyus.损失不包括在我方承保的范围内。Theextentofinsuranceisstipulatedinthebasicpolicyformandinthevariousriskclause.保险的范围写在基本保险单和各种险别的条款里。Pleasefillintheapplicationform.请填写一下投保单。WordsandPhrasesinsure保险；投保；保证insurance保险：保险费：保险金额underwriters保险商(指专保水险的保险商)保险承运人insurancecompany保险公司insurer保险人insurancebroker保险经纪人insuranceunderwriter保险承保人insuranceapplicant投保人insurant,theinsured被保险人,受保人tocover(effect,arrange,takeout)insurance投保insurancecoverage;riskscovered保险范围insuranceslip投保单insuredamount保险金额insuranceagainstrisk保险

44insuranceclause保险条款insuranceinstruction投保通知insurancebusiness保险企业insuranceconditions保险条件保险Insurance(2)WhatrisksisthePeople'sInsuranceCompanyofChinaabletocover?中国人民保险公司承保的险别有哪些？Whatrisksshouldbecovered?您看应该保哪些险？Whatkindofinsuranceareyouabletoprovideformyconsignment?贵公司能为我的这批货保哪些险呢？It'sbetterforyoutocantheleaflet,andthenmakeadecision.你最好先看看说明书，再决定保什么险。Thesekindsofriskssuityourconsignment.这些险别适合你要投保的货物。MayIaskwhatexactlyinsurancecoversaccordingtoyourusualC.l.Fterms?请问根据你们常用的ClF价格条件，所保的究竟包括哪些险别？It'simportantforyoutoreadthe"fineprint"inanyinsurancepolicysothatyouknowwhatkindofcoverageyouarebuying.阅读保险单上的“细则”对你是十分重要的，这样就能知道你要买的保险包括哪些项目。WordsandPhrasesPICC(People'sInsuranceCompanyofChina)中国人民保险公司riskinsured,riskcovered承保险项risk险别toprovidetheinsurance为…提供保险leaflet说明书fineprint细则whatistheinsurancepremium?保险费是多少？Thepremiumistobecalculatedinthisway.保险费是这样计算的。Thetotalpremiumis800U.S.dollars.保险费总共是800美圆。

45Thecoverpaidforwillvaryaccordingtothetypeofgoodsandthecircumstances.保险费用按照货物类别的具体情况会有所不同。Theratesquotedbyusareverymoderate.Ofcourse,thepremiumvarieswiththerangeofinsurance.我们所收取的费率是很有限的，当然，保险费用要根据投保范围的大小而有所不同。Accordingtoco-insuranceclauses,theinsuredpersonmustpayusually20percentofthetotalexpensescovered.根据共同保险条款，保险人通常必须付全部费用的百分之二十。Theinsurancerateforsuchkinkofriskwillvaryaccordingtothekind.这类险别的保险费率将根据货物种类而定。Insurancebrokerswillquoteratesforalltypesofcargoandrisks.保险经纪人会开出承保各类货物的各种险别的费用。Canyougivemeaninsurancerate?您能给我•份保险率表吗？Couldyoufindoutthepremiumrateforporcelain?您能查一下瓷器的保险费率吗？Youshouldstudynotonlythebenefitsbutalsothetermsandlimitationsofaninsuranceagreementthatappearsbestsuitedtoyourneeds.你不仅要研究各种保险所标明的给予保险人的赔偿费用，还要研究它的条件与限制，然后选出最适合你需要的一种。WordsandPhrasesinsuranceexpense保险费premiumrate保险费率premium保险费insurancerate保险费率表insuranceproceeds保险金(保险收入)保险Insurance(3)F.P.A.standsfor"FreefromParticularAverage".FPA代表平安险。W.P.A.standsfor"WithParticularAverage".WPA代表水渍险。111havethegoodscoveredagainstFreefromParticularAverage.我将为货物投保平安险。IknowthatF.P.Ainsurancedoesn*tcoverlossesonconsumergoods.

46我知道平安险不包括消费品的种种损失。Idon'tthinkthattheW.P.AinsurancecoversmorerisksthantheF.P.A..我认为水渍险承保的范围并不比平安险的范围宽。FreefromParticularAverageisgoodenough.只保平安险就可以了。ThegoodsaretobeinsuredF.P.A.这批货需投保平安险。Whatyou'vecoveredisLeakage.你所投保的是渗漏险。Whydon'tyouwishtocoverRiskofBreakage?您为什么不想投保破碎险呢？W.P.Acoverageistoonarrowforashipmentofthisnature,pleaseextendthecoveragetoincludeTPND.针对这种性质的货物只保水渍险是不够的，请加保偷盗提货不成险。Don'tyouwishtoarrangeforW.P.A.andadditionalcoverageagainstRiskofBreakage?您不想保水渍险和附加破碎险吗？Noteverybreakageisaparticularaverage.并不是所有的破碎险都属于单独海损。ThecoverageisW.P.A.plusRiskofBreakage.投保的险别为水渍险加破碎险。Well,obviouslyyouwon'twantAllRiskscover.显然，你不想保综合险。AnAllRiskspolicycoverseverysortofhazard,doesn'tit?一•份综合险保单保所有的险，是吗？We'dlike?tocovertheporcelainwareagainstAllRisks.我们想为这批瓷器投保综合险。PleaseinsuretheshipmentforRMB5.000againstAllRisks.请将这批货物投保综合险人民币5000元。We'vecoverinsuranceonthesegoodsfor10%abovetheinvoicevalueagainstAllRisks.我们已经将这些货物按发票金额加百分之十投保综合险。AnF.P.A.policyonlycoversyouagainsttotallossinthecaseofminorperils.平安险只有在发生较小危险时才给保全部损失险。TheF.P.A.doesn'tcoverpartiallossofthenatureofparticularaverage.平安险不包括单独海损性质的部分损失。

47AW.P.A.orW.A.policycoversyouagainstpartiallossinallcases.水渍险在任何情况下都给保部分损失险。You'llcoverSRCCrisks,won'tyou?你们要保罢工、暴动、民变险，是吗？Asourusualpractice,insurancecoversbasicrisksonly,at110percentoftheinvoicevalue.Ifcoverageagainstotherrisksisrequired,suchasbreakage,leakage,TPND,hookandcontaminationdamages,theextrapremiuminvolvedwouldbeforthebuyer'saccount.按照我们的惯例，只保基本险，按发票金额110%投保。如果要加保其它险别，例如破碎险、渗漏险、盗窃遗失险、钩损和污染险等，额外保险费由买方负担。WordsandPhrasesinsurancefreeof(from)particularaverage(FPA).平安险(单独海损不赔)insurancewithparticularaverage(WPA),basicrisks,insuranceagainstallrisks.综合险，应保一切险riskofbreakage破碎险riskofclashing碰损险riskofrust生锈险riskofhookdamage钩损险riskofcontamination(tainting)污染险insuranceagainsttotallossonly(TLO)全损险riskofdeterioration变质险riskofpackingbreakage包装破裂险riskofinherentvice内在缺陷险riskofnormalloss(naturalloss)?途耗或自然损耗险riskofspontaneouscombustion自然险riskofcontingentimportduty进口关税险insuranceagainstwarrisk战争险AirTransportationCargoWarRisk航空运输战争险overlandTransportationInsuranceWarRisk陆上运输战争险insuranceagainststrike,riotandcivilcommotion(SRCC)罢工,暴动，民变险insuranceagainstextraneousrisks,insuranceagainstadditionalrisks附加险riskoftheft,pilferageandnondelivery(TRND)盗窃提货不着险riskoffreshand/ofrainwaterdamage(wetting)淡水雨淋险riskofleakage渗漏险riskofshortageinweight/quantity短量险riskofsweatingand/orheating受潮受热险riskofbadodour(changeofflavour)恶味险，变味险riskofmould发霉险ondeckrisk舱面险

48保险Insurance(4)Wecanserveyouwithabroadrangeofcoverageagainstallkinksofrisksforseatransport.我公司可以承保海洋运输的所有险别。Generallyspeaking,aviationinsuranceismuchcheaperthanmarineinsurance.空运保险一般要比海运保险便宜。Then"allmarinerisks"meanslessthan"allrisks".那么，“一切海洋运输货物险”意味着比“一切险”范围小一些。Intheinsurancebusiness,theterm"average"simplymeans"loss"inmostcases.在保险业中“average”一词一•般是“海损”的意思。Arethereanyotherclausesinmarinepolicies?海运险还包括其它条款吗？Breakageisaparticularaverage,isn'tit?破碎险屈于一种单独海损，对吗？theriskofbreakageiscoveredbymarineinsurance,isn'tit?破碎险是包括在海洋运输货物险之内的，对吗？TheEnglishunderstoodby"marinerisks"onlyrisksincidenttotransportbysea.英国人对“海洋运输货物险”只理解为海洋中的意外风险。Generally,theterm"allmarinerisks*1isliabletobemisinterpretedanditsuseshouldbeavoidedinL/C.・般地，“-•切海洋运输货物险”容易被误解，应该避免在信用证中使用。WordsandPhrasesoceanmarinecargoinsuranceclauses海洋运输货物保险条款transportationinsurance运输保险overlandtransportationinsurance,landtransitinsurance陆上运输保险insuranceagainstairrisk,airtransportationinsurance航空运输保险parcelpostinsurance邮包运输保险oceanmarinecargoinsurance,marineinsurance水险(海运货物保险)AllRisks•切险average海损ParticularAverage(P.A)单独海损GeneralAverage(G.A)共同海损MarineLosses海损partialloss部分损失totalloss全部损失保险Insurance(5)PleasetellmewhetherIneedtopurchaseaforeignstudentpolicy.告诉我是否我需要购买外国学生保险。I'dliketoknowwhetherbasichealthinsurancecoverageshouldincludebenefitsforoutpatient,hospital,surgeryandmedicalexpenses.我想知道基本健康保险所列的项目是否应包括医院门诊，住院，手术及药品等费用的赔偿。

49WillyoupleasetellmewhereIcanpurchasehealthinsurance?请告诉我在何处能买到健康保险？Healthinsuranceismerelyameanbywhichpeoplepoolmoneytoguardagainstthesuddeneconomicconsequencesofsicknessorinjury.健康保险就是筹集一些钱以预防疾病或受伤而突然发生的经济困难。"Majormedical"insurancepoliciesaredesignedtohelpoffsetheavymedicalexpensesthatcanresultfromaprolongedillnessorseriousinjury.“巨：额医药费保险”旨在协助减轻久病及重伤所造成的重大医药开支。Ifthebenefitsprovidedunderacertainpolicyhaveadollarlimitationforeachservice,youshoulddeterminewhethertheselimitationsarerealistic.如果某一家保险公司的健康保险对每种服务定有赔偿限额，你应断定这些限额是否合乎实际。WordsandPhraseshealthinsurance疾病保险,健康保险sicknessinsurance疾病保险insuranceformedicalcare医疗保险"majormedicar1insurancepolicy巨额医药费保险insuranceduringaperiodofillness疾病保险lifeinsurance人寿保险endowmentinsurance养老保险insuranceonlastsurvivor长寿保险topurchasehealthinsurance购买健康保险tohaveahealthinsurancepolicy购买健康保险AdditionalWordsandPhrasespolicy-holder保险客户extrapremium额外保险费additionalpremium附加保险费insurancelaw保险法insuranceact保险条例insuranceindustry?保险业insurancedivision保险部insurancetreaty保险合同covernote保险证明书guaranteeofinsurance保险担保书premiumrebate保险费回扣insuranceclaim保险索赔ceding,retrocession(forreinsurance)分保reinsurance分保(再保险)ceding(insurance)company分保公司co-insurancecompany共同保险公司insurancedocument保险单据certificateofinsurance保险凭证increasingcoverage,extendingcoverage加保renewingcoverage续保insurancecommission保险佣金socialinsurance社会保险personalpropertyinsurance个人财产保险

50insuranceofcontents家庭财产保险佣金Commission(2)Thecommissionhasbeenincreasedto5%inyourfavour.贵方佣金已增至百分之五。Youcangrantusanextracommissionof2%tocovertheadditionalrisk.你们可以获得另外百分之二的佣金，以补偿你受的额外风险。We'llget0.5%moreincommissionforoureffort.经过努力，我们可以多谋到百分之零点五的佣金。Foreveryadditional10piecesofpianossold,wellgiveyou0.2%morecommission.每笔交易若能多卖出10架钢琴，你们可以多得百分之零点二的佣金。Wecan'tagreetoincreasetherateofcommission.我们不能同意增加佣金率。A5%commissionmeansanincreaseinourprice.百分之五的佣金就等于价格提高了。Ahighercommissionmeansahigherprice.如果佣金提高了，价格也要提高。A4%commissionisthemaximum.我们最多给百分之四的佣金。Isitpossibletoincreasethecommissionto4%?能不能把佣金提高到百分之四呢？Evena6%commissionisnothigh.甚至百分之六的佣金都不算高。2%commissionisnotenough,isit?百分之二的佣金是不是少了点？Thepresentcommissionisn'tenough.现有的佣金不够。Therearethreeitemsofcommissionleftunpaid.只剩三笔交易的佣金未付。AdditionalWordsandPhrasescommissionsearned佣金收入commissionsreceivedinadvance预收佣金commissionforcollection代收帐款佣金commissioninsurance佣金保险commissionsystem佣金制commissionagency代理贸易sellingcommission代销佣金buyingcommission代购佣金代理Agency

51Inconsiderationofyourextensiveexperienceinthefield,wearegladtoappointyouasouragent.考虑到你们在这一业务范围的丰富经验，我们很高兴指定你们为我们的代理。I'mentitledtobeingappointedasyouragent.我有权被指定为你方代理。WekeepastockinLondonandactasdistributorsaswellasagents.我们在伦敦有库存并经营销售兼做代理。We'vedecidedtoentrustyouwiththesoleagencyforcars.我们决定委托你作为我们汽车的独家代理。Thankyouforyourproposalofactingasouragent.谢谢你方作为我们代理的建议。Ifwecometoterms,wellappointyouasouragent.如果达成协议，我们将指定你为我方的代理。Wewishtohandleasanagentthegoodsyouareexporting.我们愿意担任你们出口商品的代理。Wecanplayanimportantpartasabuyingagentinyouroverseastrade.我们能在担任你方海外贸易的进口代理中起重要作用。We'reinapositiontotakegoodcareofyourimportbusinessasabuyingagent.我们能负起作为你方进口业务中买放代理的责任。Pleasegetintouchwithouragentsforthesupplyofthegoodsyourequire.你们所需的商品，请与我们的代理联系。We'llleaveasidetheproblemofagencyuntilnextweek.我们暂时把代理问题搁置到下周。We'renotpreparedtotaketheagencyintoconsiderationforthetimebeing.目前我们还不准备考虑代理问题。Wewon'tconsideragencyinyourmarketatpresent.我们目前不考虑在你地市场的代理问题。Wehavetodeclineyourproposalofactingasoursoleagency.我们不得不谢绝你们作为我方独家代理的建议。Ithinkitprematureforustodiscussthequestionofagency.我认为现在讨论代理问题为时过早。Unlessyouincreasetheturnover,wecanhardlyappointyouasoursoleagent.除非你们增加营业额，否则我们无法指定你们作为我方的独家代理。Don'tyouthinktheannualturnoverforasoleagentisratherconservative?对独家代理来讲，这样一个年销售量，您不认为太保守吗？

52Itwastwoyearsagothatwemadethemoursoleagent.我们是在两年前委任他们为我方独家代理的。Whenopportunitymatures,wewillconsidermakingyouourexclusiveagentfortheU.K.当机会成熟时，我们将考虑委托你为我方在联合王国的独家代理。We'llconsiderappointingyouasoursoleagentforourTshirtsforthenexttwoyearsinyourlocalmarket.我们将考虑指定您为贵国市场上T恤衫的独家代理，为期两年。Iamheretodaytoapplyforthesoleagencyofyourproductinourlocalmarket.我今天来是为了申请做你方产品在我国市场上的独家代理。Howcanweappointyouasoursoleagentforsuchasmallquantity?订货量如此之少，我们怎能请您做独家代理呢？Iproposeasoleagencyagreementforbicyclesforaperiodof3years.我建议订•个专销自行车的为期三年的独家代理协议。Wearenotyetpreparedtotakethequestionofsoleagentintoconsiderationforthetimebeing.我们目前还不准备考虑有关独家代理的问题。Yourapplicationforsoleagencyisnowunderourcarefulconsideration.我们正在仔细考虑你方想要独家（经营）代理的请求。Weshouldbeinterestedinactingasyoursoleagent.我们很乐意做贵公司的独家代理人。WordsandPhrasessoleagent独家代理（人）exclusiveagent独家代理（人）Whendoyouexpecttosigntheagencyagreement?您何时签定代理协议呢？Theagencyagreementhasbeendrawnupfortheperiodofoneyear.为期一年的代理协议书已经拟订出来。Iwanttosignasoleagencyagreementwithyouonthisitemforaperiodof2years.我想和你们签定一项为期两年的独家代理协议。Theagencyagreementwasmadeoutwithgreatcareandwehavefoundnoloopholesinit.代理协议书制订的非常仔细，我们没有发现里面有漏洞。Ihopewecanseeeyetoeyeabouttheothertermsoftheagencythen.我希望到那时候我们能在代理协议的其他条款上能取得一致意见。

53Wewonderwhetherwemayconcludealongtermagencycontractwithyou.我们不知道能否与你方达成长期代理合约。Well,whatannualquantitywouldyouliketosuggestforthenewagreementthen?那么，您认为在新的协议中年销售量应是多少呢？Ouragencyagreementcallsforatimelymarketreport.我们的代理协议要求你方及时递交市场报告一份。Sincetheagencyagreementwassigned,yourturnoverhasamountedto$500.门从代理协议签定以后，你们的销售额一达500美圆。Ihopeyou'llsparenoeffortstopromotethesaleofourproductssoastopavethewayforrenewingtheagencyagreementwhenitexpiresattheendofthisyear.希望贵能尽力促进销售，为协议在今年年底期满后续订铺平道路。Wecanrenewtheagreementofagencyonitsexpiry.我们可以在代理协议期满时续订。I'vecomeagaintorenewoursoleagencyagreementforanother3years.我们这次再访是想把我们之间的独家代理协议延长三年。AdditionalWordsandPhrasessellingagents销售代理buyingagents购货代理forwardingagents运输代理theagentcarryingstock储货代理theagentofnecessity客观需要时的代理人principal委托方agent代理人agentsoragency代理方或代理公司expressagency明示代理impliedagency默认代理销售SaleYourTshirtscanfindareadymarketintheeasternpartofourcountry.贵国的T恤在我国东部市场很畅销。WeallunderstandthatChineseshippersareverypopularinyourmarketonaccountoftheirsuperiorqualityandcompetitiveprice.我们都知道中国拖鞋因价廉物美而畅销于你方市场。Thisproducthasbeenabestsellerfornearlyoneyear.

54该货成为畅销货已经将近1年了。Thereisagoodmarketforthesearticles.这些商品畅销。Thereisapoormarketforthesearticles.这些商品滞销。Thereisnomarketforthesearticles.这些商品无销路。Yourbicyclesfindareadymarkethere.你们的自行车在此地销路很好。Theytalkedoveratgreatlengththematterofhowtoincreasethesaleofyourproducts.他们详细地讨论了怎样增加你方产品的销售。Pleasefurnishuswithmoreinformationfromtimetotimesothatwemayfindoutletsforourstationery.由于对此货物的需求将不断增加，请提前补充货源。Theyaredoingtheirutmosttoopenupanoutlet.他们正在尽最大努力以打开销路。Ourdemandforthisproductissteadilyontheincrease.我们对该产品的需求正在稳步地增长。Wearesurethatyoucansellmorethisyearaccordingtothemarketingconditionsatyourend.根据你地的市场情况，我们确信今年你们有望销得更好。Packinghasaclosebearingonsales.包装对产品的销路有很大关系。Wearetryingtofindamarketforthisarticle.我们正在努力为此项商品找销路。Weregretwecannotfindanymarketforthisarticle.我们很抱歉不能为此项商品找到销路。Accordingtoourexperience,thesehandicraftscanfindareadymarketinJapan.根据我们的经验，这些手工艺品在日本销路很好。Wecandiscussfurtherdetailswhenyouhaveathoroughknowledgeofthemarketingpossibilitiesofourproducts.等你们全面了解我们产品销售可能性之后，我们再进一步细谈。Accordingtoyourestimate,whatisthemaximumannualturnoveryoucouldfulfill?据你估计，你能完成的最大年销售量是多少呢？

55Themarketsituationisnotknowntous.我们还不了解市场情况。Yourmarketstillhasgreatpotential.你们的市场仍有很大潜力。Thereareonlyafewunsoldpieces.只有几件商品未售出。WordsandPhrasessalable畅销的popular有销路的findamarket销售sellingline销路trialsale,testsale,testmarket试销salablegoods畅销货populargoods快货thebestsellingline(thebestseller)热门货tofind(have)areadymarket有销路，畅销tohaveastrongfootinginamarket很有销路goodmarket畅销poor(no)market滞销goodsthatsellwell畅销货selllikewildfire畅销，销得很快Promotingthesaleofyoursuitshasprovedsuccessful.推销你们的西装还很顺利。Thereappeartobenodifficultyinmarketingtheseproducts.在市场上推销这些产品似乎没有什么困难。Welearnthatyouhaveyearsofexperienceinpushingthesaleofporcelainproducts.我们得知你们在推销瓷器方面很有经验。Meanwhile,weshouldliketoknowyourplantopushthesaleofourproducts.同时，我们很想了解你方推销我们产品的计划。Youareexperiencedinpromotingthesaleofourcraftpaper.你方在推销我们的牛皮纸方面很有经验。Icanassureyouwe'vesparednoeffortandspentquiteasumofmoneyinpushingthesalesofyourproducts.

56我可以向你保证在推销你方产品时，我们从没放松努力，并且动用了大量的资金。We'vesparednoeffortinpromotingthesaleofyourproducts.我们为推销你们的产品是竭尽全力的。Oursalesmenhaveworkedhardtopushthesaleofyourproductshere,thereandeverywhere.我们儿个推销员努力工作，四处奔走。Thanksforalltheworkyou'vedonetopromotethesaleofourproducts.感谢您为推销我们的产品所作的努力。WordsandPhrasessellingtechniques推销技术sellingandadministrativeexpense推销及管理费用sellingconcept推销观点AdditionalWordsandPhrasesselling卖的；出售的：销路好的sell卖；销售：有销路salesagent代销人；销售代理商sellatabargain,sellataprofit廉价出售sellgoodsatahighfigure高价出售sellers'market卖方市场buyers'market买方市场sellingprice传价，时价sellingseason销售季节marketingmix销售综合方法，销售策略marketingestablishment销售企业,销售公司consumermedia销售方面的宣传工具salesperson推销员，售货员（包括男、女）salesman售货员saleslady,salesgirl,saleswoman（口语）女售货员salesclerk男（女）售货员（美国口语）marketingmanagers推销经理markettest销售实验dumping倾销sporadicdumping偶尔倾销,非持久性倾销predatorydumping掠夺性倾销InternationalDumpingCode国际反倾销法marketingsystem销售体系acompany'smarketingprogram,家公司的销售计划salespromotion促销

57marketingstrategies销售策略marketsegmentation市场分割sellingcost销售成本sellingexpense销售费用sellingoperation销售业务sellingprofit销售利润索赔ClaimClaimsoccurfrequentlyininternationaltrade.国际贸易中经常发生索赔现象。Wearenowlodgingaclaimwithyou.我们现在向贵方提出索赔。I'veheardthatyouhavelodgedaclaimagainstus.听说你们已经向我们提出了索赔。We'vegivenyourclaimourcarefulconsideration.我们已经就你们提出的索赔做了仔细研究。Welodgedaclaimwithyouonfertilizeryesterday.昨天我们就化肥问题向贵方提出索赔。Wefiledaclaimwith(against)youfortheshortweight.关于短重问题，我们已经向你方提出索赔。TheChineserepresentativeandMr.Bakediscussedtheclaim.中方代表与贝克先生商谈了索赔问题。Wehavereceivedthelettersgivingfulldetailsofthisclaim.我们已经收到了内容详尽的索赔信件。Sometimestheshippingcompanyorinsurancecompanyisfoundtoberesponsiblefortheclaim.有时候，船公司或保险公司应负责赔偿。WordsandPhrasesclaim索赔；赔偿：赔偿金compensate赔偿，补偿tomakea(one's)claim提出索赔toregistera(one*s)claim提出索赔tofilea(one's)claim提出索赔tolodgea(one's)claim提出索赔toraisea(one's)claim提出索赔toputina(one*s)claim提出索赔tobringupa(one's)claim提出索赔tomakeaclaimwith(against)sb.向某方提出索赔

58tomakeaclaimfor(on)sth.就某事提出索赔claims索赔：债权Iwasaskedtocometoyourcompanyonmywayhomeinordertosettletheclaim.我顺路来你们公司是为了处理索赔问题的。Wehavereceivedyourremittanceinsettlementofourclaim.我们已经收到你方解决我们索赔问题的汇款。Claimsforincorrectmaterialmustbemadewithin60daysafterarrivalofthegoods.有关不合格材料的索赔问题必须在货到后60天内予以解决。Iwanttosettleourclaimonyouforthe100tonsofbleachedcottonwaste,asperSalesConfirmationNo.1254E.我们想处理一下关于销售确认书第1254E号100吨漂白废棉的索赔问题。Wehavealreadymadeacarefulinvestigationofthecase.我们已经对这个索赔案件做了详细的调查研究。Wearenotinapositiontoentertainyourclaim.我们不能接受你们提出的索赔要求。Butweregretourinabilitytoaccommodateyourclaim.很抱歉我们不能接受你方索赔。Wemayconsiderwithdrawingtheclaim.我们可以考虑撤回索赔要求。I'llwritetoourhomeofficetowaiveourclaimimmediately.我立即写信给我们的总公司提出放弃索赔。WordsandPhrasestosettleaclaim解决索赔（问题）towithdrawaclaim撤消（某项）索赔towaiveaclaim放弃索赔（要求）claimonthegoods对某（批）货索赔claimonyou向某人（方）提出索赔claimfortradedispute贸易纠纷（引起的）索赔claimforindemnity要求索赔claimforcompensation要求补偿onmywayhome顺路insettlementof解决incorrect不正确的SalesConfirmation销售确认书tomakeaninvestigation调查研究inability无能力

59I'mafraidyoushouldcompensateusby5%ofthetotalamountofthecontract.贵公司要赔偿我方合同全部金额的百分之五。Iproposewecompensateyouby3%ofthetotalvalueplusinspectionfee.我想我们赔偿贵方百分之三的损失，另外加上商检费。Weregretforthelossyouhavesufferedandagreetocompensateyouby$500.我们对你方遭受的损失深表歉意，同意向你们赔偿500美圆。WeregisteraclaimforUS$200.我们提出索赔200美圆。TheJapaneseCompanyagreedtocompensateusforthedefectivewatchesby4%ofthetotalvalue.日本一家公司同意就手表不精确向我们赔偿总价值的百分之四。WordsandPhrasesclaimsexpenses理赔费用Therearesomedifferenttypesofclaims.索赔有几种不同的类型。Thisisaclaimonquality.这是质量索赔。Thisisaclaimonshortweight.这是短重索赔Thisisaclaimondelayedshipment.这是延期装运索赔。Claimonshortweightiscausedbypackingdamageorshortloading.短重索赔是由包装破损或装运短重引起的。Claimondelayedshipmentisthatsellersfailtomakethedeliveryaccordingtotimeschedule.延期索赔是对卖方没有按时装运货物而提出的索赔。Claimonqualityoriginatesfrominferiorqualityofgoodsorqualitychanges.品质(质量)索赔是在货物质量低劣或是质量改变的条件下发生的。WordsandPhrasesclaimforshortweight由于短重而索赔claimfordamage由于损坏而索赔claimforlossanddamageofcargo货物损失索赔claimforinferiorquality由于质量低劣而索赔AdditionalWordsandPhrasesclaimagainstcarrier向承运人索赔

60claimee被索赔人claimant索赔人claimsman损失赔偿结算人claimsassessor估损人claimssettlingagent理赔代理人claimssurveyingagent理赔检验代理人claimingadministration索赔局claimsdepartment(commissionboard)索赔委员会claimletter索赔书claimsdocuments索赔证件claimreport索赔报告claimsstatement索赔清单claimssettlement理赔claimssettlingfee理赔代理费claimindemnity索赔claimsrejected拒赔insuranceclaim保险索赔合同ContractWe'llhavethecontractreadyforsignature.我们应准备好合同待签字。Wesignedacontractformedicines.我们签订了一份药品合同。Mr.ZhangsingsthecontractonbehalfoftheChinaNationalSilkImport&ExportCorporation.张先生代表中国丝绸进出口总公司在合同上签了字。AJapanesecompanyandSINOCHEMhaveenteredintoanewcontract.中国化工进出口总公司已经和日本-家公司签订了一份新合同。Itwasbecauseofyouthatwelandedthecontract.因为有了你，我们才签了那份合同。Weofferedamuchlowerprice,sotheygotthecontract.由于我们报价低，他们和我们签了合同。Areweanywherenearacontractyet?我们可以（接近于）签合同了吗？Wesignacontractwhenweareactingasprincipals.（"principals"referstotheHseller"andthe"buyer”）当我们作为货主时都要签订合同。（这里的“货主”指合同中的卖方和买方）Iknowwe（theseller）shoulddrawupacontractandthebuyerhastosignit.我们知道我们（卖方）应该拟出一份合同，买方必须签署合同。

61Weshouldsimultaneouslysigntwocontracts,onesalescontractforbeefandmutton,andtheothercontractofequalvalueforthepurchaseofcotton.我们同时签两个合同，一是牛羊肉的销售（出口）合同，另一个是等额的棉花购买（进口）合同。Webothwanttosignacontract,andwehavetomakesomeconcessionstodoit.我们都想签合同，因此双方都要做些让步。Weareheretodiscussanewcontractwithyou.我们来这里和您谈谈订一份新合同的问题。Ourcurrentcontractisabouttoexpire,andwe'llneedtodiscussanewone.欧文们现有合同快要期满了，需要再谈一个新合同。Wecanrepeatthecontractonthesameterms.我们可以按同样条件再订一个合同。Afewproblemswithsupplyundertheoldcontractmustbequicklyresolved.老合同中的一些供货问题必须尽快解决。Weoughttoclearupproblemsarisingfromtheoldcontract.我们应该清理一卜老合同中出现的问题。Doyoualwaysmakeoutacontractforeverydeal?每笔交易都需要订•份合同吗？Asperthecontract,theconstructionoffactoryisnowunderway.根据合同规定，工厂的建设正在进行中。WordsandPhrasescontract合同，订立合同contractor订约人,承包人contractual合同的，契约的tomakeacontract签订合同toplaceacontract订合同toenterintoacontract订合同tosignacontract签合同todrawupacontract拟订合同todraftacontract起草合同togetacontract得到合同tolandacontract得到（拥有）合同tocountersignacontract会签合同torepeatacontract重复合同anexecutorycontract尚待执行的合同anicefatcontract一个很有利的合同originalsofthecontract合同正本

62copiesofthecontract合同副本awrittencontract书面合同tomakesomeconcession做某些让步Lookatthiscontract.请看这份合同。Thesearetwooriginalsofthecontractweprepared.这是我们准备好的两份合同正本。WeencloseoursalescontractNo.45induplicate.附上我们第45号销售合同一式两份。Thecopyofourcontractwillbereturned.合同的副本将被归还。Thiscontractisfor250metrictonsofgroundnutsatRMB1800perM/TC&FCopenhagen.这是一份250吨花生的合同，价格为每公吨哥本哈根成本加运费价1800元。MayIreferyoutoArticle5oftheGeneralTermsandConditionsofthecontract?请您看看合同一般条款的第五条。MayIreferyoutothecontractstipulationaboutpacking(orshipping....)?请您看看合同中有关包装(装运)的规定。Youmuststatethedescriptionofthegoods,thequantityandtheunitpriceineachcontract.每笔合同中都应该提到的商品的性能说明、数量和单价。Whatarethemainclausesinthecontract?合同中的主要条款有哪些？Thereisanarbitrationclauseinthecontract,(orinsuranceclause,inspectionclause,shippingclause...)这是合同中的一项仲裁条款。(或：保险条款，检验条款，装运条款等)Paymenttermsareimportantinacontracttoo,aren'tthey?合同中的付款条件也很重要，对吗？Weshipourgoodsinaccordancewiththetermsofthecontract.我们按合同条款交货。I'msurethatshipmentwillbeeffectedaccordingtothecontractstipulation.我保证我们能按合同规定如期装船。Wesincerelyhopethatbothqualityandquantityareinconformitywiththecontractstipulations.我们真诚希望质量、数量都与合同规定相吻合。AlltermsandconditionswillbethesameasthoseinyourpreviouscontractnumberC70064.所有条款与我们过去签的第C70064号合同规定的各项条款相同。Thecontractstatesthatthesupplierwillbechargedapenaltyifthereisadelayindelivery.合同规定如果供货商延误交货期，将被罚款。Whenthegoodsaren'tuptospecificationstatedinthecontract,thereisalsoapenaltyforpoorquality.如果所交货物与合同所规定规格不符，还有品质恶劣罚款。

63WordsandPhrasescontractterms(orcontractclause)合同条款contractprovisions/stipulations合同规定contractperiod(orcontractterm)合同期限contractlife合同有效期tobestipulatedinthecontract在合同中予以规定tobelaiddowninthecontract在合同中列明Thecontractcomesintoeffecttoday,wecan'tgobackonourwordnow.合同已于今日生效，我们不能反悔了OncethecontractisapprovedbytheChinesegovernment,itislegallybindinguponbothparties.合同一经中国政府批准，对双方就有了法律约束力。Wehavetoholdyoutothecontract.我们不得不要求你们按合同办事。Youmustputtheirrightsandinterestintoacontract.你们必须把他们的权益订在合同中。Wealwayscarryoutthetermsofourcontracttotheletterandstandbywhatwesay.我们坚持重合同，守信用。It'sclearlyabreachofcontract.这显然是违反了合同。Anydeviationfromthecontractwillbeunfavourable.任何违反合同之事都是不利的。Thebuyerhastheoptionofcancelingthecontract.买主有权撤消合同。Youhavenogroundsforbackingoutofthecontract.你们没有正当理由背弃合同.Incaseonepartyfailstocarryoutthecontract,theotherpartyisentitledtocancelthecontract.如果一方不执行合同，另一方有权撤消该合同。Areyouworryingaboutthenon-executionofthecontractandnon-paymentonourpart?你是否担心我们不履行合同或者拒不付款？Youcannotcancelthecontractwithoutfirstsecuringouragreement.如果没有事先征得我们同意，你们不能取消合同。Thiscontractwillcomeintoforceassoonasitissignedbytwoparties.合同一经双方签定即生效。Onceacontractismade,itmustbestrictlyimplemented.合同一旦确定就应严格执行。

64WordsandPhrasestobringacontractintoeffect使合同生效tocomeintoeffect生效togo(enter)intoforce生效toceasetobeineffect/force失效tocarryoutacontract执行合同toexecute/implement/fulfil/performacontract执行合同cancellationofcontract撤消合同breachofcontract违反合同tobreakthecontract毁约tocancelthecontract撤消合同totearupthecontract撕毁合同toapprovethecontract审批合同tohonourthecontract重合同toannualthecontract废除合同toterminatethecontract解除合同toalterthecontract修改合同toabidebythecontract遵守合同togobackonone'swords反悔tobelegallybinding受法律约束tostandby遵守non-payment拒不付款tosecureone'sagreement征得…的同意AdditionalWordsandPhrasescontractprice合约价格contractwages合同工资contractnote买卖合同（证书）contractofemployment雇佣合同contractofengagement雇佣合同contractofcarriage运输合同contractofarbitration仲裁合同contractforgoods订货合同contractforpurchase采购合同contractforservice劳务合同contractforfuturedelivery期货合同contractofsale销售合同contractofinsurance保险合同contractsales订约销售contractlaw合同法

65toshipacontract装运合同的货物contractualdispute合同上的争议along-termcontract长期合同ashort-termcontract短期合同contractparties合同当事人contractualpractice/usage合同惯例contractualclaim根据合同的债权contractualliability/obligation合同规定的义务contractualincome合同收入contractualspecifications合同规定contractualterms&conditions合同条款和条件contractualguarantee合同规定的担保contractualdamage合同引起的损害contractual-joint-venture合作经营，契约式联合经营completionofcontract完成合同executionofcontract履行合同performanceofcontract履行合同interpretationofcontract解释合同expirationofcontract合同期满renewalofcontract合同的续订商品检验CommodityInspectionShallwetakeupthequestionofinspectiontoday?今天咱们讨论商品检验问题吧。Theinspectionofcommodityisnoeasyjob.商检工作不是那么简单。Mr.BlackistalkingwiththeChineseimporteraboutinspectingthegoods.布莱克先生与中方进口商就商品检验问题进行洽谈。Asanintegralpartofthecontract,theinspectionofgoodshasitsspecialimportance.作为合同里的一个组成部分，商品检验具有特殊的重要性。Weshouldinspectthisbatchofporcelainwaretoseeifthereisanybreakage.我们要检查一下这批瓷器是否有破损的。Theexportershavetherighttoinspecttheexportgoodsbeforedeliverytotheshippingline.出口商在向船运公司托运前有权检验商品。Theinspectionshouldbecompletedwithinamonthafterthearrivalofthegoods.商品检验工作在到货后一个月内完成。Howshouldwedefinetheinspectionrights?商检的权力怎样加以明确呢？

66I'mworriedthattheremightbesomedisputesovertheresultsofinspection.我担心对商检的结果会发生争议。We'llacceptthegoodsonlyiftheresultsfromthetwoinspectionsareidenticalwitheachother.如果双方的检测结果一致，我们就收货。WordsandPhrasesinspection检验inspect检验toinspectAforB检查A中是否有Binspector检验员inspectoroftax税务稽查员inspectionofcommodity商品检验Wheredoyouwishtoreinspectthegoods?您希望在哪里复验商品？Theimportershavetherighttoreinspectthegoodsaftertheirarrival.进口商在货到后有权复验商品。What'sthetimelimitforthereinspection?复验的时限是什么时候？It'sverycomplicatedtohavethegoodsreinspectedandtested.这批货测试和复验起来比较复杂。Whatiftheresultsfromtheinspectionandthereinspectiondonotcoincidewitheachother?如果检验和复验的结果有出入该怎么办呢？WordsandPhrasesreinspect复验reinspection复验Whoissuestheinspectioncertificateincasethequalitydonotconfirmtothecontract?如果货物的质量与合同不符，由谁出具检验证明书呢？ThecertificatewillbeissuedbyChinaImportandExportCommodityInspectionBureauorbyanyofitsbranches.检验证明书将由中国进出口商品检验局或其分支机构出具。

67TheInspectionCertificatewillbesignedbythecommissionerofyourbureau.检验证明书将由商检局局长签字。Ourcertificatesaremadevalidbymeansoftheofficialsealandpersonalchopofthecommissioner.我们的证明书以盖公章和局长签字为有效。Asarule,ourcertificateismadeoutinChineseandEnglish.通常证明书是用中文和英文开具的。Youmayhaveanothercertificateshowingthegoodstobefreefromradioactivecontamination.你们还要出具另•份证明书，以证明货物没有受放射线污染。OurgoodsmustbeuptoexportstandardsbeforetheInspectionBureaureleasesthem.我们的货物只有在符合出口标准后，商检局才予以放行。OurInspectionBureauwillissueaVeterinaryInspectionCertificatetoshowthattheshipmentisinconformitywithexportstandards.商检局将出具动物检疫证明/以证明货物符合出口标准。Isitconvenientforyoutoengageasurveyor?你们联系公证方便吗？Wehavethebestsurveyor,ChinaImportandExportCommodityInspectionBureau.我们有最好的公证行，即中国进出口商品检验局。WordsandPhrasesInspectionCertificate检验证明InspectionCertificateofQuality质量检验证书InspectionCertificateofQuantity数量检验证书surveyor检验行，公证行AdditionalWordsandPhrasesInspectionCertificateofWeight重量检验证书InspectionCertificateofOrigin产地检验证书InspectionCertificateofValue价值检验证书InspectionCertificateofHealth健康检验证书SanitaryInspectionCertificate卫生检验证书VeterinaryInspectionCertificate兽医检验证书inspectionofpacking包装检验inspectionofloading监装检验inspectionofmaterial材料检验inspectionofrisk被保险物价的检查

68inspectionofstorage监装inspectionofvoucher凭证检验inceptionofcarriage货车检查inspectionofdocument单证检查inspectionoffixedasset固定资产检查inspectionofincomingmerchandise至U货验收InspectionCertificateonDamagedcargo验残检验证书InspectionCertificateonTank验船证书CertificateofMeasurement&Weight货载衡量证书AuthenticSurveyor公证签定人inspectiononcleanliness清洁检验inspectiononcleanlinessofdrycargohold干货舱清洁检验inspectiononcleanlinessoftank油舱清洁检验inspectionandacceptance验收inspectionbeforedelivery交货前检验inspectionafterconstruction施工后检验inspectionduringconstruction在建工程检验inspectionbetweenprocess工序间检验inspectionreport检验报告inspectiontag检查标签InspectorateGeneralofCustoms海关稽查总局inspectionandcertificatefee检验签证费toissue(acertificate)发…(证明)SwornMeasurer宣誓衡量人UnderwritersLaboratory保险商实验室Loyd'sSurveyor英国劳氏公证行GeneralSuperintendence&Co,Geneva(S.G.S)瑞士日内瓦通用签定后司船务公司简称与缩写一览表公司简称缩写澳大利亚国家航运公司澳国航运ANL美国总统轮船私人有限公司美国总统APL邦拿美船务有限公司邦拿美BNML波罗的海航运公司波罗的海BOL中波轮船股份公司中波C-P南美邮船公司南美邮船CLANS.A.南美智利国家航运公司智利航运CCNI中日国际轮渡有限公司中日轮渡CHINJIF天敬海运天敬海运CK法国达飞轮船公司达飞轮船CMA

69京汉海运有限公司京汉海运CO-HEUNG中国远洋集装箱运输有限公司中远集运COSCO朝阳商船有限公司朝阳商船CHOYANG达贸国际轮船公司达贸国际DELIMAS德国胜利航运公司德国胜利SENATOR埃及国际轮船公司埃及船务EIL长荣海运股份有限公司长荣海运EVERGREEN远东轮船公司远东轮船FESCO金发船务有限公司金发船务GFNG浩洲船务公司浩洲船务HCSC韩进海运有限公司韩进海运HANJIN香港航运有限公司香港海运HKMSH香港明华船务有限公司香港明华HKMW赫伯罗特船务有限公司赫伯罗特HAPPAG-LLOYD现代商船有限公司现代商船HYUNDAI上海海隆轮船有限公司海隆轮船HNT金华航运有限公司金华航运JH川崎汽船株式会社川崎汽船KLINE高丽海运株氏会社高丽•海运KMTC七星轮船有限公司七星轮船SSCL上海育海航运公司育海航运SYH上海中福轮船公司中福轮船SZFSC墨西哥航运有限公司墨西哥航运TMM上海天海货运有限公司天海货运TMSC东航船务有限公司东航船务TOHO宁波泛洋船务有限公司宁波泛洋TOS阿拉伯联合国家轮船公司阿拉伯轮船UASC立荣海运股份有限公司立荣海运UNIGLORY环球船务有限公司环球船务UNIWD万海航运股份有限公司万海航运WANHAI伟航船务有限公司伟航船务WH阳明海运股份有限公司阳明海运YANGMING以星轮船船务有限公司以星轮船ZIM浙江远洋运输公司浙江远洋ZOSCO联I；船务有限公司联卞船务LIFEN意大利邮船公司意大利邮船LT马来西亚国际航运有限公司马来西亚航运MISC商船三井有限公司商船三井MOL

70地中海航运公司地中海航运MSC马士基海陆有限公司马士基海陆MAERSKSEALAND民生神原海运有限公司民生神原MSKM太古船务代理有限公司太古船代NGPL铁行渣华船务有限公司铁行渣华P&ONEDLLOYD新加坡海皇轮船有限公司海皇轮船NOL北欧亚航运有限公司北欧亚航运NORASIA宁波远洋运输公司宁波远洋NOSCO南星海运株式会社南星海运NS沙特阿拉伯国家航运公司沙特航运NSCSA日本邮船有限公司日本邮船NYK东方海外货柜航运有限公司东方海外OOCL萨姆达拉船务有限公司萨姆达拉SAMUDERA太平船务有限公司太平船务PIL泛洋商船株式会社泛洋商船POBU瑞克麦斯轮船公司瑞克麦斯RICKMERS美商海陆联运（中国）有限公司美商海陆S/L南非国家轮船有限公司南非轮船SAF东映海运有限公司东映海运SBL上海国际轮渡有限公司国际轮渡SFCO中海发展股份有限公司中海发展CSD长锦仃限公司长锦公司SINKO上海市锦江航运有限公司锦江船代JINJIANG中外运（集团）总公司中外运SINOTRANS志晓船务有限公司志晓船务SSC货运用语中英文对照货物goods||freight||cargo运输transportation||transit||conveyance运送totransport||tocarry||toconvey运输业transportationbusiness||forwardingbusiness||carryingtrade运输代理人aforwardingagent承运人afreightagent||acarrier船务代理人ashippingagent陆上运输transportationbyland海上运输transportationbysea货物运输goodstraffic||freighttraffic||carriageoffreights||carriageofgoods

71货轮cargoboat||freighter||cargosteamer||cargocarrier火车goods-train||freight-train卡车goods-van||goodswagon||freightcar||truck货运办公室goods-office||freight-department运费率freight||freightrates||goodsrate运费carriagecharges||shippingexpenses||expresscharges车费cartage||portage运费预付carriageprepaid||carriagepaid运费到付carriageforward||freightcollect运费免除|「免费carriagefree协定运费conferencefreight||freightrate运费清单freightaccount托运单way-bill||invoice运送契约contractforcarriage装运shipment||loading装上货轮toship||toload||totakeonaship装运费shippingcharges||shippingcommission装运单11载货单shippinginvoice装运单据shippingdocuments大副收据mate*sreceipt装船单shippingorder提货单deliveryorder装船通知shippingadvice包裹收据parcelreceipt准装货单shippingpermit租船契约charterparty租船人charterer程租船11航次租赁voyagecharter

72期租船timecharter允许装卸时间laydays||layingdays工作日workingdays连续天数runningdays||consecutivedays滞期费demurrage滞期日数demurragedays速遣费despatchmoney空舱费deadfreight退关shortshipment||goodsshortshipped||goodsshutout||shut-outs赔偿保证书(信托收据)letterofindemnity||trustreceipt装载loading卸货unloading||discharging||landing装运重量shippingweight||in-take-weight卸货重量landingweight压舱ballasting压舱货inballast舱单manifest船泊登记证书ship'scertificateofregistry航海日记ship'slog船员名册muster-roll(船员，乘客)健康证明billofhealth光票cleanbill不清洁提单foulbill有疑问提单suspectedbill船务术语简缩语主要贸易术语：(1)FCA(FreeCarrier)货交承运人(2)FAS(FreeAlongsideShip)装运港船边交货

73(3)FOB(FreeonBoard)装运港船上交货(4)CFR(CostandFreight)成本加运费(5)CIF(CostjnsuranceandFreight)成本、保险费加运费(6)CPT(CarriagePaidTo)运费付至目的地(7)CIP(CarriageandInsurancePaidTo)运费、保险费付至目的地(8)DAF(DeliveredAtFrontier)边境交货(9)DES(DeliveredExShip)目的港船上交货(10)DEQ(DeliveredExQuay)目的港码头交货(11)DDU(DeliveredDutyUnpaid)未完税交货(12)DDP(DeliveredDutyPaid)完税后交货主要船务术语简写：(1)0RC(OrigenRecevieCharges)本地收货费用(广东省收取)(2)THC(TerminalHandlingCharges)码头操作费(香港收取)(3)BAF(BunkerAdjustmentFactor)燃油附加费(4)CAF(CurrencyAdjustmentFactor)货币贬值附加费(5)YAS(YardSurcharges)码头附加费(6)EPS(EquipmentPositionSurcharges)设备位置附加费(7)DDC(DestinationDeliveryCharges)目的港交货费(8)PSS(PeakSeasonSucharges)旺季附加费(9)PCS(PortCongestionSurcharge)港口拥挤附加费(10)DOC(Documentcharges)文件费(11)O/F(OceanFreight)海运费(12)B/L(BillofLading)海运提单(13)MB/L(MasterBillofLading)船东单(14)MTD(MultimodalTransportDocument)多式联运单据(15)L/C(LetterofCredit)信用证(16)C/O(CertificateofOrigin)产地证(17)S/C(SalesConfirmation)销售确认书(SalesContract)销售合同

74(18)S/O(ShippingOrder)装货指示书(19)W/T(WeightTon)重量吨(即货物收费以重量计费)(20)M/T(MeasurementTon)尺码吨(即货物收费以尺码计费)(21)W/M(WeightorMeasurementton)即以重量吨或者尺码吨中从高收费(22)CY(ContainerYard)集装箱(货柜)堆场(23)FCL(FullContainerLoad)整箱货(24)LCL(LessthanContainerLoad)拼箱货(散货)(25)CFS(ContainerFreightStation)集装箱货运站(26)TEU(Twenty-feetEquivalentUnits)20英尺换算单位(用来计算货柜量的多少)(27)A/W(AllWater)全水路(主要指由美国西岸中转至东岸或内陆点的货物的运输方式)(28)MLB(MiniLandBridge)迷你大陆桥(主要指由美国西岸中转至东岸或内陆点的货物的运输方式)(29)NVOCC(Non-VesselOperatingCommonCarrier)无船承运人国际货物买卖合同参考格式出口合同合同号：签约日期：签约地：卖方：地址：中国北京电话：传真:电传:买方：地址：美国洛杉矶电话：传真：电传：双方同意按照卜.列条款由卖方出售、买方购进卜.列货物：

75(I)货物名称、规格：(2)数量：(3)单价：(4)总值:(上述(2)、(3)、(4)条合计)(5)交货条件：FOB/CFR/CIF除非另有规定，“FOB”，“CFR”和“CIF'均应依照国际商会制定的《国际贸易术语解释通则》(IN-COTERMS1990)办理.(6)货物生产标准：(7)包装：(8)喷头：(9)装运期限；(10)装运港口:(11)目的港口:(12)保险：当交货条件为FOB或CFR时，应由买方负责投保：当交货条件为CIF时，应由卖方按发票金额110%投保险；附加险；(13)支付条款：13.1信用证(L/C)支付方式买方应在装运期前/合同生效后日，在银行以电传/电信方式开立以卖方为受益人的不可撤销的议付信用证.信用证应在装船完毕后日内在受益人所在地到期。13.2托收(D/P或D/A)支付货物发运后，卖方出具以买方为付款人的付款跟单汇票，按即期付款交单(D/P)方式，通过卖方银行及银行向买方转交单证，换取货物。货物发运后，卖方出具以买方为付款人的承兑跟单汇票，汇票付款期限为后日，按即期承兑交单(D/A日)方式，通过卖方银行及银行，经买方承兑后，向买方转交单证。买方按汇票期限到期支付货款。(I4)单证：卖方应向议付银行提交下列单证：(a)标明通知收货人/受货代理人的全套清洁的、已装船的、空白抬头、空白背书并注明运费已付/到付的海运提单。

76(b)商业发票份:(c)在ClF条件下的保险单/保险凭证;(d)装箱单一式份；(e)品质证明书；(f)原产地证明书。(15)装运条件315.1在FOB条件下，由买方负责按照合同规定的交货口期洽定舱位。卖方应在合同规定的装船期前日将合同号、货物名称、数最、金额、箱数、总值量、总体积及货物在装运港备受待运的日期以电传/传真通知买方。买方应在装船期前日通知卖方船名、预计装船日期、合同号，以便卖方安排装运。如果有必要改变装运船只或者其到达日期，买方或其运输代理应及时通知卖方。如果船只不能在买方通知的船期后日内到达装运港，买方应承担从第日起发生的货物仓储保管费用。15.2在FOB.CFR和CIF条件下，卖方在货物装船完毕后应立即以电传/传真向买方及买方指定的代理人发出装船通知。装部通知应包括合同号、货物名称、数量、毛重、包装尺码、发票金额、提单号码、启航期和预计到达的目的港的日期。如货物系危险品或易燃品，也应注明危现号。15.3允许/不允许部分装运或转运。15.4卖方有权在％数量内溢装或短装。(16)质量/数量不符和索赔条款在货物运抵目的港后，一旦发现货物之质鼠、数量或重量与合同规定的不符，买方可以凭借双方同意的检验组织所出具的检验证书，向卖方索赔。但是，应由保险公司或航运公司负责的损失除外。有关质量不符的索赔应由买方在货物到港后30天内提出；有关数鼠或重最不符的索赔应在货物到港后15天内提出。卖方应在收到索赔要求后3。天内回复买方。(17)不可抗力卖方对由于下列原因而导致不能或暂时不能履行全部或部分合同义务的，不负责任：水灾、火灾、地震、干旱、战争或其它任何在签约时卖方不能预料、无法控制且不能避免和克服的事件。但卖方应尽快地将所发生的事件通知对方，并应在事件发生后几内将有关机构出具的不可抗力事件的证明寄交对方。如果不可抗力事件之影响超过120人，双方应协商合同继续简行或终止简行的事宜。(18)仲裁因履行本合同所发生的•切争议，双方应友好协商解决，如协商仍不能解决争议，则应将争议提交中国国际经济贸易仲裁委员会(北京)，依据其仲裁规则仲裁。仲裁裁决是终局的，时双方都有拘束力•仲裁费应由败诉•方承担，但仲裁委员会另有裁定的除外。在仲裁期间，除仲裁部分之外的其它合同条款应继续执行。(19)特殊条款：本合同由双方代表签字后生效，一式两份，双方各执一份。

77卖方：买方:授权代表：（签字）授权代表：（签字）SALSCONTRACTContractNo：ConclusionDate：ConclusionPlace：TheSeller：Beijing,thePeople'sRepublicofChina.TEL：FAXsTELEX：THEBuyer：TEL：FAX：TELEX：TheSelleragreestosellandtheBuyeragreestobuytheunder-mentionedcommodityaccordingtothetermsandconditionsstatedbelow：(1)NameofCommodity,specification(2)Quantity(3)UnitPrice(4)AmountTotalValue(5)TERMSOFDELIVER：FOB/CFR/CIF,.ThetermsMFOB\UCFR"orMCIFshallbesubjecttotheinternationalRulesfortheInterpretationofTradeTerms,,(INCOTERMS1990)providedbyInternationalChamberofCommerce(ICC)unlessotherwisestipulatedherein.(6)STANDARDOFPRODUCTION：(7)PACKING：(8)SHIPPINGMARK(9)TIMEOFSHIPMENT：

78(lO)PORTOFSHIPMENT：(ll)PORTOFDESTINATION：(12)INSURANCE：IfthetermofdeliveryisonFOBorCFRbasis,insuranceshallbeeffectedbytheBuyer.IfthetermofdeliveryisonClFbasis,insuranceshallbecoveredbytheSellerfor110%oftheinvoicevalueagainst；Additioninsurance.(13)TERMSOFPAYMENT13.1.LetterofCreditTheBuyershalLdayspriortothetimeofshipment/aftertheContractcameintoeffect,openanirrevocableLetterofCreditbyTelex/MailinfavoroftheSellerinBank.TheL/CshallexpireDaysafterthecompletionofloadingoftheshipmentinthelocalityofthebeneficiary.13.2.Collection(D/PorD/A)13.2.1Aftershipment,theSellershalldrawasightbillofexchangeontheBuyeranddeliverthedocumentsthroughSeller'sbankandBanktotheBuyeragainstpayment,i.eD/P.TheBuyershalleffectthepaymentimmediatelyuponthefirstpresentationofthebill(s)ofexchange.13.2.2Aftershipment,theSellershalldrawabillofexchange,payabledaysafterontheBuyeranddeliverthedocumentsthroughSeller'sbankandBanktoBuyeragainstacceptance(D/Adays)。TheBuyershallmakepaymentonthematuritydateofthebillofexchange.(14)DOCUMENTSREQUIRED：TheSellershallpresentthefollowingdocumentstothenegotiatingbank：(A)FullsetofcleanonboardoceanBillsofLadingandblankendorsedmarkedfreightprepaid/tocollect：(B)CommercialInvoice；(C)UnderthetermofClF,Insurancepolicy/lnsuranceCertificate；

79(A)QualityCertificate；(B)PackingList：(C)CertificateofOrigin.(15)TERMSOFSHIPMENT：15.1.OntheFOBbasis,theBuyershallbookshippingspaceinaccordancewiththedateofshipmentstipulatedintheContract.ThesellershalldaysbeforethedateofshipmentstipulatedintheContractadvisetheBuyerbyTelex/FaxoftheContractnumber,thenameofcommodity,quantity,totalamount,packagenumbers,totalweight,andvolumeandthedatefromwhichgoodsisreadyforloadingattheportofshipment.ThebuyershalldaysbeforethedateofshipmentstipulatedintheContract,notifytheSellerofnameofthevessel,theestimateddateofloadingandtheContractnumberfortheSellertoeffectshipment.Incasethecarryingvesselofthedateofarrivalhastobechanged,theBuyeroritsshippingagentshalladvisetheSellerintime.ShouldthevesselfailtoarriveattheportofshipmentwithindaysafterthearrivaldateadvisedbytheBuyer,theBuyershallbearthestorageexpensecalculatedfromthedaysthereafter.15.2.OntheFOB,CFRandClFbasis,TheSellershalhimmediatelyuponthecompletionoftheloadingofthegoods,giveashippingnoticetotheBuyerbyTelex/Fax.ThenoticeincludestheContractnumber,nameofgoods»quantity*grossweigh,measurement,invoicedvalue,billofladingnumber,sailingdate.TheIMCOnumberoftheinflammableanddangerousgoods,ifanyshallalsobeindicated.15.3.Partialshipmentandthetranshipmentare/arenotallowed.15.4.With%moreorlessbothinamountandquantityallowedattheSeller'soption.(16)QUALITY/QUANTITYDISCREPANCYANDCLAIM：Incasethequalityand/orquantity/weightofthegoodsfoundbytheBuyerarenotinconformitywiththeContractafterarrivalofthegoodsattheportofdestination,theBuyermaylodgeclaimwiththeSellersupportedbysurveyreportissuedbyaninspectionorganizationagreedbybothparties,withtheexception,however,ofthoseclaimsforwhichtheinsurancecompanyand/oftheshippingcompanyaretobeheldresponsible.ClaimforqualityanddiscrepancyshouldbefiledbytheBuyerwithin30daysafterarrivalofthegoodsattheportofdestination,whileforquantity/weightdiscrepancyclaimshouldbefiledbytheBuyerwithin15daysafterarrivalofthegoodsattheportofdestination.TheSellershallreplytoetheBuyernolaterthan30daysafterreceiptoftheclaimrequirement.(17)FORCEMAJEURE：TheSellershallnotbeheldresponsibleforfailureordelaytoperformalloranypartof

80theContractduetoflood,fire»earthquake*drought,war,oranyothereventswhichcouldnotbepredictedatthetimeoftheconclusionoftheContract,andcouldnotbecontrolled,avoidedorovercomebytheSeller.However,theSellershallinformtheotherpartyofitsoccurrenceinwrittenassoonaspossibleandthereaftersendacertificateoftheEventissuedbytherelevantauthoritytotheothrpartybutnolaterthan15daysafteritsoccurrence.IftheForceMajeureEventlastover120days,bothpartiesshallnegotiatetheperformanceortheterminationoftheContract.(18)ARBITRATIONAlldisputesarisingfromtheContract,shouldbesettledthroughfriendlynegotiations.Shouldnosettlementbereachedthroughnegotiation,thecaseshallthenbesubmittedforarbitrationtotheChinaInternationalEconomicandTradeArbitrationCommission(Beijing)andarbitrationrulesofthisCommissionshallbeapplied.Theawardofthearbitrationshallbefinalandbindinguponbothparties.Thearbitrationfeeshallbebornebythelosingpartyunlessotherwiseawardedbythearbitrationorganization.Duringthecourseofthearbitration,theContractshallbeperformedexceptforthepartunderarbitration.(⑼SPECIALPROVISIONS：INWITNESSTHEREOF.THISContractshallcomeintoeffectimmediatelyafteritissignedbybothpartiesintwooriginalcopeseachpartyholdsonecopy.THESELLER：THEBUYER：Businessisclosedatthisprice.交易就按此价敲定。Yourpriceisacceptable(unacceptable)。你方价格可以(不可以)接受。Yourpriceisconvincing(notconvincing)。你方价格有吸引力(无吸引力)。Yourpriceiscompetitive(notcompetitive)。你方价格有竞争力(无竞争力)。Thegoodsare(not)competitivelypriced.此货的定价有(无)竞争力。Priceisturninghigh(low)。价格上涨(下跌)。

81Priceishigh(low)0价格高（低）。Priceisrising（falling）。价格上涨（下跌）.Priceislookingup.价格看涨。Pricehasskyrocketed.价格猛涨。Pricehasriseninaspiral.价格螺旋上升。TheJapaneseyenisstrengthening.日圆坚挺。TheU.S.Dollarisweakening.美圆疲软。Sincethepricesoftherawmaterialshavebeenraised,I'mafraidthatwehavetoadjustthepricesofourproductsaccordingly.由于原材料价格上涨，我们不得不对产品的价格做相应的调整。Priceishoveringbetween$5and$8.价格徘徊于5至8美元之间。Priceiseasyoff.价格趋于疲软。DM210isequivalentto400RMB.210德国马克折合人民币400元。C.I.F.isthepricetermnormallyadoptedbyyou,right?C.I.F.是你们经常采用的价格条件，是吗？IncaseF.O.B.isused,risksandchargesaretobepassedovertothebuyersoncethecargoisputonboardtheship.如果采用离岸价，货一上船，货物的风险和费用就都转给买方了。YourpriceisquotedCXingangatDM200perwasher,right?

82你方报价是每台洗衣机200德国马克，CIcangiveyouadefiniteansweronthepriceterms.我可以就价格条件答复你方。Don'tyouwishtoemployRMBofours?USDollarsmightbeadopted.如果你们不同意用我们的人民币结算，美圆也可以。Areyouafraidoflosingmoneyduetoexchangeratefluctuations?您是不是怕由于汇率浮动而吃亏？外贸英语中英互译总汇：价格外贸英语中英互译总汇：询盘Heavyenquirieswitnessthequalityofourproducts.大量询盘证明我们产品质量过硬。Assoonasthepricepicksup,enquirieswillrevive.一旦价格回升，询盘将恢复活跃。Enquiriesforcarpetsaregettingmorenumerous.对地毯的询盘日益增加。Enquiriesaresolargethatwecanonlythanallotyou200cases.询盘如此之多，我们只能分给你们200箱货。Enquiriesaredwindling.询盘正在减少。Generallyspeaking,inquiriesaremadebythebuyers.询盘一般由买方发出。Mr.BakerissenttoBeijingtomakeaninquiryatChinaNationalTextilesCorporation.贝克先生来北京向中国纺织公司进行询价。Weregretthatthegoodsyouinquireaboutarenotavailable.很遗憾，你们所询的货物现在无货。Tomakeaninquiryaboutouroranges,arepresentativeoftheJapanesecompanypaidusavisit.为了对我们的橙子询价，那家日本公司的一名代表访问了我们。

83Wecannottakecareofyourenquiryatpresent.我们现在无力顾及你方的询盘。Yourenquiryistoovaguetoenableustoreplyyou.你们的询盘不明确，我们无法答复。Nowthatwe'vealreadymadeaninquiryaboutyourarticles*willyoupleasereplyassoonaspossible?既然我们已经对你们产品询价，可否尽快给予答复？Intheimportandexportbusiness,weoftenmakeinquiriesatforeignsuppliers.在进出口交易中，我们常向外商询价。Canyougivemeanindicationofprice?你能给我•个估价吗？Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.请告知你们有关商品的最低价。Ifyourpricesarefavorable.Icanplacetheorderrightaway.如果你们的价格优惠，我们可以马上订货。WhencanIhaveyourfirmC.I.F.prices*Mr.Li?李先生，什么时候能得到你们到岸价的实盘？We'dliketoknowwhatyoucanofferaswellasyoursalesconditions.我们想了解你们能供应什么，以及你们的销售条件。Howlongdoesitusuallytakeyoutomakedelivery?你们通常要多久才能交货？Couldyoumakepromptdelivery?可以即期交货吗？Wouldyouacceptdeliveryspreadoveraperiodoftime?不知你们能不能接受在一段时间里分批交货？货运用语货物goods||freight||cargo运输transportation||transit||conveyance运送totransport||tocarry||toconvey

84运输业transportationbusiness||forwardingbusiness||carryingtrade运输代理人aforwardingagent承运人afreightagent||acarrier船务代理人ashippingagent陆上运输transportationbyland海上运输transportationbysea货物运输goodstraffic||freighttraffic||carriageoffreights||carriageofgoods货轮cargoboat||freighter||cargosteamer||cargocarrier火车goods-train||freight-train卡车goods-van||goodswagon||freightcar||truck货运办公室goods-office||freight-department运费率freight||freightrates||goodsrate运费carriagecharges||shippingexpenses||expresscharges车费cartage||portage运费预付carriageprepaid||carriagepaid运费至M寸carriageforward||freightcollect运费免除11免费carriagefree协定运费conferencefreight||freightrate运费清单freightaccount托运单way-bill||invoice运送契约contractforcarriage装运shipment||loading装上货轮toship||toload||totakeonaship装运费shippingcharges||shippingcommission装运单11载货单shippinginvoice装运单据shippingdocuments

85大副收据mate'sreceipt装船单shippingorder提货单deliveryorder装船通知shippingadvice包裹收据parcelreceipt准装货单shippingpermit租船契约charterparty租船人charterer程租船11航次租赁voyagecharter期租船timecharter允许装卸时间laydays||layingdays工作日workingdays连续天数runningdays||consecutivedays滞期费demurrage滞期日数demurragedays速遣费despatchmoney空舱费deadfreight退关shortshipment||goodsshortshipped||goodsshutout||shut-outs赔偿保证书（信托收据）letterofindemnity||trustreceipt装载loading卸货unloading||discharging||landing装运重量shippingweight||in-take-weight卸货重量landingweight压舱ballasting压舱货inballast舱单manifest船泊登记证书ship'scertificateofregistry

86航海日记ship'slog船员名册muster-roll（船员，乘客）健康证明billofhealth光票cleanbill不清洁提单foulbill有疑问提单suspectedbill