自考外貿(mào)函電考試重點

1、一、 外貿(mào)函電的寫作要領：completeness（完整）、concreteness（具體）、clarity（清楚）、conciseness（簡潔）、courtesy（禮貌）、consideration（體諒）以及correctness（正確）。二、 信息可以分為四大類：肯定信息（positive message）、中性信息（neutral message）、否定信息（negative message，也稱負面信息）和說服信息（persuasive message）.三、 布局可以分為平鋪直敘法（Direct Plan or Approach）和曲折迂回法（Indirect Plan or I

2、ndirect Approach）。四、 書信的組成部分（必備部分） （可選部分）1. 信頭（The Heading） 8、事由( The Subject Heading Or Caption)2. 日期（Date Line） 9、經(jīng)辦人（Attention line）3. 封內(nèi)地址（The Inside Address） 10、附件（The Enclosure）簡寫Encl. or Enc.4. 稱呼（The Salutation） 11、抄送（Carbon Copy）簡寫C.C.5. 信的正文（The Body of the Letter） 12、再啟（The Postscript）簡寫P

3、.S.6. 結束語（The Complimentary Close）7. 簽名（The Signature）五、 打信格式1. 縮行式：封內(nèi)地址和其需要分行的地址的后一行，都比前一行縮進兩格或三格；信的正文，每一段的開始一行都縮進若干格（一般與稱呼末一字母取齊）。2. 平頭式：需要分段的地方，及每段的開始一行都與前一行取齊，一律不縮行。平頭式各段之間要用double space以示分段。3. 混合式：封內(nèi)地址和稱呼采用平頭式（從左邊的空白邊緣打起），其他部分采用縮行式，兩種格式的混合采用所以稱之為混合式。八、 撰寫詢函的理由通常包括：（1）獲取信息（如價格和技術數(shù)據(jù)）（2）獲得印刷品（如商品目

4、錄本、說明書、公司介紹等）（3）索取樣品（4）取得幫助（如得到特別允許，幫助或建議等）九、 詢函的回復分幾種情況，有肯定的答復，有否定的答復，也有部分肯定、部分否定的答復。如果答復是肯定的，則采用平鋪直敘的結構，答復開門見山，先說最緊要的。如果答復是否定的，或者是部分肯定，部分否定，回復九要采用曲折迂回的布局。在部分否定的答復中，肯定的那一部分內(nèi)容正好可以充當緩沖墊。十、報盤（Offer）又稱發(fā)盤。賣方的Offer稱為Selling Offer，Offer to sell。買方的Offer，稱為Buying Offer，Offer to buy 或Bid。十一、報盤有實盤（Firm Offer

5、）和虛盤（Non-firm Offer）兩種形式。實盤又稱“不可撤銷的發(fā)盤”，指由發(fā)盤人向受盤人提出完整、明確、肯定的交易條件，并愿在一定期限內(nèi)按所提條件與受盤人達成交易的一種肯定表示。虛盤是賣方所作的非承諾性表示。往往附有保留條件，買方接受后賣方仍然可以改變注意。報盤屬于中性信息，布局采用平鋪直敘法。We are now _c_ your inquiry of October 12th。 a. on receipt of b. upon receipt of c. in receipt of d. in reception ofI want to acquaint myself _b_ th

6、e supply position of steel products. a. of b. with c. for d. aboutOur new low-cost solutions may be _d_ particular interest to you. a. in b. with c. for d. of_c_ we would like to close the business with you , we find your bid unacceptable. a. Much b. However much c. Much as d. Despite_a_ your counte

7、roffer, we regret that we cant accept it . a. As regards b. In regards to c. With regards d.In regards_a_ the low stock of such goods, we would advise you to accept our offer immediately. a. Owing to b. Because c. Since d. As_a_ you like other items, please let us know and we shall be only too pleas

8、ed to make you offers direct. a. In case b. In the case c. In this case d. In that caseAs requested, we are pleased to quote you without engagement as_a_. a. follows b. follow c. following d. followedWe are offering you goods_a_ the very high quality. a. of b. at c. for d. withWe are pleased to _c_

9、your offer and place a trial order with you. a. make advantage of b. make use of c. take advantage of d. take use ofA growing demand can _c_ increased price. a. result b. result to c. result in d. result fromCIF is a price term, meaning the price includes the cost of goods, the insurance and _b_ for

10、 carrying the goods up to the destination. a. payment b. freight c,premium d. forwardingAs you are our regular customer, we think we may concede _c_ price provided you five us an order for a minimum of 100 units.a. with b. at c. in d. toWe need an agent in that country to help us to _a_ our products

11、. a. market b. display c. dispose d. buy_d_ we would like to co-operate with you, we do not think there is room for a reduction in our price. a. Even b. As c. Much d. Much as_d_ you can make a reduction of 5% no business is possible . a. In case b. Provided c. If d. UnlessI have looked _d_ your orde

12、r, and I can assure you that everything is on schedule. a. at b. on c. within d. into If the shoes _c_ as well as we hope, we will place further order in the near future. a. are selling b. sold c. sell d. are soldWe look forward to _a_ a trial order. a. receiving b. receive from you c. receipt d. re

13、ceipt yourWould you please fax us your statement so that we can proceed _a_ your order? a. with b. on c. in d. toThe buyer suggested that many important orders _b_ follow. a. may b. will c. should d. would beAs our factory is now fully occupied with orders, we regret having to _b_ yours. a.refuse b.

14、decline c.reject d.returnSuch a growing demand can only result _a_ increased price. a. in b. from c. to d. forThe car I bought last week _a_ me $3000.00. a. cost b. spend c. costed d. spentWe also wish to advise you that the prices we quoted are our _c_ prices. a. new b. cheap c. rock bottom d. easi

15、estWe are pleased to enclose a _b_ quotation for bathroom showers. a. detail b. detailed c. detailing d. detailsWe have been sourcing from local firms who _c_ send us quotations regularly. a. are used to b. use to c. used to d, is used toWe prefer your quotation _c_ CIF San Francisco basis. a. for b

16、. with c. on d. atWe thank you for attending _c_ our request so promptly. a. with b. upon c. to d. atI would appreciate _d_ me an up-to-date price list for your supplies. a. if you would send b. you send c. that you would send d. your sendingFaced _c_ a significant drop in computer and sofrware adve

17、rtising, the publisher of high-tech magazines is seeking new source of income from car, televison, and other companies. a. for b. to c. with d. atCould you allow me _ 30 days to clear my account? a. another b. a further c. additional d. an extraDuring the year , you have paid your bill well _c_ adva

18、nce of the 15th every month. a. at b. by c. in d. toHowever, the payment terms _b_you suggested is unacceptable to us. a. like b. as c. while d. as of I am sending you a check of $1500_b_ full payment of my account. a. of b. in c. by d. forThank you for your interest in our products. We are now send

19、ing you our latest catalog and price list by courier service.感謝你們對我方產(chǎn)品的興趣，現(xiàn)以特快郵遞寄去最新的商品目錄和價目錄。We are now in need of the following specialties of your corporation. 我們現(xiàn)在需要貴公司以下特色產(chǎn)品。We will let you know which item(s) we are interested in as soon as we receive the reference materials. 當我們收到參考資料，便即刻通知貴公司

20、我們所感興趣的貨項。We find it difficult to fill your order at the prices indicated in your letter because of the high cost of raw materials. 由于原材料成本高昂，我們難以按你方來信所示價格滿足訂貨。 Your quoted price is out of line with the prevailing level. That is why we feel confident that our suggestion of three percent off your pre

21、sent one is workable. 你方報價與市價有差異，所以我們相信建議減價3%是可行的?，F(xiàn)隨函附上我方銷貨合同第HN768號一式兩份，請查收。如審查無誤，請會簽后退回1份。Enclosed is our Sales Contract NO.HN786 in duplicate. If you find everything in order, please sign and return one copy.此價格比我們從其他供貨人得到的出價要高。The price was higher than what we can get from other suppliers.Our pr

22、oducts are not defective. The products we supplied are of fine quality.你的價格太高，買方?jīng)]有興趣還盤。 The price is too high to interest buyers in making an counter-offer.你們拒絕修改信用證就等于取消訂單。 Your refusal to amend the L/C is equivalent to cancellation of the order.由于你方堅持不肯降價，我們只好從其他地方訂貨。If you insist on your price, w

23、e will have no way but turn to other sources for supply.假如你們的價格再打折3%，我們會進一步擴大市場份額。If you can reduce your price further by 3%, we are likely to increase the market share.貴公司必定欣于知道現(xiàn)時在印尼開發(fā)市場，銷售電器用具之遠景美好。設若貴公司所報價格有競爭性，本公司欲向你大量訂購。 You would be delighted to know that there is a good prospect for these ele

24、ctrical appliances inIndonesia an we would like to place large orders with you if your prices are very competitive.Please forward your order at your earliest convenience. Please send us your order immediately.設備以我們工廠生產(chǎn)的產(chǎn)品分期償還。 The equipment will be paid in installments with the commodities produced by our factory.We would like to place an order for 500 sets “Lenova” bra