《外貿(mào)英語(yǔ)函電》教案下

1、Chapter L/C Establishment, Extension and AmendmentLesson Fourteen(A)Urging Establishment of L/C【Teaching Contents】In writing a letter urging an L/C, we should do it clearly, concisely and politely. What is more, we should give the reason why we should do so in order to convince the buyer to accept o

2、ur request and act accordingly. This is a letter from the sellers. In the letter the sellers remind the buyers that the time of shipment is approaching, but they have not yet received the relative L/C. Therefore the sellers ask the buyers to open the L/C immediately so that they can make the shipmen

3、t as stipulated. (B) A Reply【Teaching type】Theory teaching, discussion, practice【Key Words & Expressions】urging establishment of L/C expedite in accordance with expire for an amount of brisk stress affect in advance【Time Arrangement】Step 1: Lean-in (20m)Step 2: Details of the letter (1h)Step 3:

4、Revision (5m)Step 4: Homework (5m)【Teaching Methods】Instruction, discussion, practice【Teaching Resources】Multi-media【Teaching Procedures】Step 1: Lead-in1. Give the brief introduction of the L/C to the students and make sure they can understand the mainpoints of the L/C in the international trade.2.

5、Focus on the brief introduction of the urging establishment of L/C.【Brief introduction】 Urging the customer into establishing an L/C:When a contract is concluded, the buyer is usually under the obligation to establish an L/C with his bank within the time limit stipulated in the sales contract. Espec

6、ially for bulk sale or the commodities produced according to buyers request, it is very important for the buyer to open the L/C in time; otherwise, the seller cant arrange the production and commodities.Normally, the buyers L/C should reach the seller 15 days (or 30 days) before shipment. But in pra

7、ctice, foreign customers always delay opening the L/C when the market condition changes or the shortage of fund arises. So we should always keep an eye on it. To promote the business, we should urge the other side to open the L/C under the following conditions:(1) the contract stipulates a relativel

8、y long shipment(as for 3 months), and the buyer should open the L/C several days before the shipment(as for 15 days). Then we should inform buyer the estimated shipment and urge him into opening the relative L/C on time.(2) if we can advance the shipment, we may negotiate with the buyer and request

9、advancing opening the L/C.(3) if the buyer fails to open the relative L/C on time , the seller owns the right to claim compensation for damages.(4) although it is not the deadline, but if we find that the customers credit is not fine or the market condition is changing, we also may urge the buyer in

10、to opening the L/C. 催證在信用證方式下，買(mǎi)方按約定的時(shí)間開(kāi)證是賣(mài)方履行合同的前提條件。在正常情況下，買(mǎi)方信用證最少應(yīng)在貨物裝運(yùn)期前15天（有時(shí)規(guī)定30天）開(kāi)到賣(mài)方手中。但在實(shí)際業(yè)務(wù)中，買(mǎi)方往往拖延開(kāi)證.因此，賣(mài)方在以下幾種情況下，應(yīng)及時(shí)催促買(mǎi)方開(kāi)證：(1)、合同規(guī)定裝運(yùn)期限較長(zhǎng)（如三個(gè)月），同時(shí)規(guī)定買(mǎi)方應(yīng)在我方裝運(yùn)期前一定期限（如15天）內(nèi)開(kāi)證，那么我們應(yīng)在通知對(duì)方預(yù)計(jì)裝運(yùn)期時(shí)，同時(shí)催促對(duì)方按約定時(shí)間開(kāi)證。(2)、如果根據(jù)我方備貨和船舶情況，有可能提前裝運(yùn)時(shí)，也可與對(duì)方商量，要求其提前開(kāi)證。(3)、買(mǎi)方未在銷(xiāo)售合同規(guī)定期限內(nèi)開(kāi)立信用證，賣(mài)方可催促買(mǎi)方開(kāi)證。經(jīng)催促后買(mǎi)方仍不開(kāi)

11、證的，賣(mài)方有權(quán)向?qū)Ψ揭髶p害賠償。(4)、開(kāi)證期限未到，但發(fā)現(xiàn)客戶資信不佳，或市場(chǎng)情況有變，也可催促對(duì)方開(kāi)證。Step 2: Details of the letterGive a brief introduction of the establishment of L/C to the students. Ask the students to read the whole letter first and let them get the general idea of it. Then explain it in details.ILanguage Points1. urge: vt.

12、催促，勸說(shuō)e.g. Recently they have been urging us for execution of their order for 3000 gross pencils.最近他們一直在催促我們履行有關(guān)三千羅鉛筆的訂單。(1羅12打)1Your are urged to give an early reply to our enquiry for groundnuts.請(qǐng)?jiān)缛沾饛?fù)我們有關(guān)花生的詢盤(pán)。As requested, we have urged the manufacturers to get the goods ready so that we may make

13、delivery by the end of the month.2. establish: vt. 開(kāi)立；建立；確立；開(kāi)設(shè) establish/open/issue an L/C 開(kāi)立信用證e.g. We hope to establish mutually beneficial business relations with all prospective customers.我們希望與所有潛在的客戶建立互利的貿(mào)易關(guān)系。Our brand has already established itself firmly in public favor.我們的品牌已在公眾中確立了信譽(yù)。We are

14、 glad to inform you that we have established a branch office in London.欣然告知你方我們已在倫敦開(kāi)設(shè)了一家分公司。 establishment : n. 開(kāi)立；建立e.g. We are arranging for the establishment of the relative L/C with the bank at this end.我們正安排此地銀行開(kāi)立有關(guān)信用證。We take this opportunity to approach you for the establishment of trade rela

15、tions with you.我們借此機(jī)會(huì)與你們聯(lián)系，希望與你們建立貿(mào)易關(guān)系。3. L/C = letter of credit : 信用證 sight L/C 即期信用證 time / usance / term L/C 遠(yuǎn)期信用證 confirmed L/C 保兌信用證 irrevocable L/C 不可撤銷(xiāo)的信用證 documentary L/C 跟單信用證 transferable and divisible L/C 可轉(zhuǎn)讓與可分割的信用證 to open / establish / issue an L/C 開(kāi)證 to amend an L/C 改證 to extend an L/

16、C 展證 e.g. As the goods under your Order No.101 have been ready for shipment, we hope you will open theletter of credit as soon as possible.因101號(hào)訂單項(xiàng)下貨物已備妥待運(yùn)，請(qǐng)盡快開(kāi)證。4. expedite：vt. 加速e.g. We will appreciate it if you will expedite your offer.如能盡快報(bào)盤(pán)，則不勝感激。5. in accordance with: 與相一致；按照，根據(jù) in exact/full

17、accordance with 與完全一致 in strict/precise accordance with 與嚴(yán)格一致e.g. The quality of the goods must be in strict accordance with that of the sample.貨物的質(zhì)量必須與樣品質(zhì)量嚴(yán)格一致。In accordance with faxes exchanged, we are glad to have purchased from you 100 dozen cotton bed-sheets.根據(jù)往來(lái)電傳，很高興向你方購(gòu)買(mǎi)了100打棉質(zhì)床單。6. at an ea

18、rly date: 早日，盡早e.g. Kindly let us have your specific enquiry at an early date.請(qǐng)盡早寄來(lái)你們的具體詢盤(pán)。We would like you to quote us at an early date, stating individual price of each model.請(qǐng)盡早報(bào)盤(pán)，并說(shuō)明每種型號(hào)的具體價(jià)格。27. draw ones attention to: 提醒某人注意 draw / invite / call / direct / attract ones attention to + noun. dr

19、aw sbs attention to + the fact + the clausee.g. We wish to call your attention to the fact that as we are badly in need of the goods, please expedite shipment as much as possible.Your attention is drawn to the fact that as the expiry date is coming near, please expedite the shipment, under advice to

20、 us.8. expire: v. （指某事經(jīng)過(guò)一段時(shí)間）期滿，到期；終止e.g. The trade agreement between the two countries will expire next year.兩國(guó)的貿(mào)易協(xié)議將在明年到期。 expiry / expiration : n. 終止；期滿，屆期e.g. What is the expiry date on your library book?你從圖書(shū)館借的那本書(shū)什么時(shí)候到期？The President can be elected again at/on the expiration of his first four y

21、ears in office.總統(tǒng)第一任四年任期屆滿后可重新當(dāng)選.The goods under our Order No.123 must arrive before the expiration of our import licence.9. in ones favor: 以為受益人e.g. We have opened an irrevocable L/C in your favor a week ago.我們已于一周前開(kāi)給你方一份不可撤銷(xiāo)的信用證。10. for an amount of : 總金額計(jì)e.g. We thank you for your L/C No. 123 for

22、 the amount of $3,621 to cover your order for Sewing Machines.感謝你方開(kāi)來(lái)的購(gòu)買(mǎi)縫紉機(jī)的123號(hào)信用證，總金額計(jì)3621美元。11. the Chase Manhattan Bank, Inc. : 美國(guó)大通銀行12. brisk: adj. 活躍的，興旺的e.g. Fashions are in brisk demand in our market.我處市場(chǎng)對(duì)時(shí)尚商品有大量需求。The market is brisk.市場(chǎng)繁榮（或行情活躍）。 The market is strengthening ( rising, advanc

23、ing, declining).行情在上漲 / 下跌。 The market is firm (strong, weak, easy, active, stagnant).行情堅(jiān)挺（疲軟， 活躍， 呆滯）。13. stress: v. 著重強(qiáng)調(diào) stress + that clausestress + n.e.g. The sellers stressed the importance of establishing L/C in strict accordance with the stipulations of the contract.The sellers stressed that

24、the establishment of L/C should be in strict accordance with the stipulations of the contract.The Chinese Government stressed the point that the technology introduced from abroad should be truly advanced and appropriate to Chinas needs.中國(guó)政府強(qiáng)調(diào)，引進(jìn)的國(guó)外技術(shù)應(yīng)該是真正先進(jìn)和適合中國(guó)需要的。 stress: n. 重點(diǎn)e.g. The sellers put

25、 (lay, give) stress on (to) the importance of establishing L/C in strict accordance with the stipulations of the contract.3It is necessary to lay stress on the packing as well as the quality.將重點(diǎn)放在包裝上和在質(zhì)量上是必要的。14. involve: v 牽涉，卷入（接us, you, them 等時(shí)和“in”連用）e.g. We hope this will not involve you in any

26、 great inconvenience.我們希望這不會(huì)給你們?cè)斐扇魏尾槐?。Any change of specifications would involve us in a great deal of trouble.規(guī)格的任何變更都將給我們帶來(lái)很多麻煩。15. affect: v. 影響e.g. The important decision will affect the companys future.這一重要的決定將影響公司的未來(lái)。16. in advance: 預(yù)先e.g. thank you in advance 預(yù)致謝意II. Chinese version of the le

27、tter:（A）敬啟者：茲提及貴公司第465號(hào)訂單即5000打維瓦牛仔褲的事宜。請(qǐng)注意交貨日期將至，但我方尚未收到相關(guān)信用證。若能速開(kāi)信用證以使我方能按時(shí)裝運(yùn)貨物，將不勝感激。為免再有延誤，務(wù)請(qǐng)開(kāi)立的信用證條款與合同條款完全一致。盼早復(fù)。謹(jǐn) 啟（B）敬啟者：請(qǐng)注意我公司第465號(hào)訂單訂購(gòu)5000打維瓦牌牛仔褲事宜。我們已于4月9日由舊金山的美國(guó)大通銀行開(kāi)出了以你方為受益人的一份不可撤銷(xiāo)的保兌的信用證，金額為250，000美元，該證到期日為6月15日。若能盡快裝運(yùn)我們所訂貨物，以使我們能趕上季節(jié)剛開(kāi)始的旺銷(xiāo)需求，將不勝感激。我們必須強(qiáng)調(diào)，任何延誤都將引起本公司與客戶之間的不便，進(jìn)而影響你我雙方今

28、后業(yè)務(wù)發(fā)展。 在此對(duì)你方的合作預(yù)致謝意。謹(jǐn) 啟Step 3: RevisionAfter explaining the whole letter in details, ask the students to go through the letter and keep these important points in their mind. Make sure they can master the key words and phrases appeared in the letter.Step 4: Homework1. Finish the exercises.2. Remember

29、 the new words and important language points.3. Prepare the next lesson.Key to Lesson Fourteen4I. Translate the following expressions into Chinese or vice verse:1. 信用證2. 交貨期3. 裝船須知4. 牽涉到，卷入5. 與相一致6. in ones favor7. brisk demand8. affect9. for the amount of10. expireII. Fill in each blank with a prop

30、er word or phrase1) to, of, of 2) on, for 3) in/with, to/of4) with, of, in 5) clear, in, otherwiseIII. Translate the following sentences1) a. you would open the L/C at an early date.b. you can expedite the shipment of our order.c. you can issue the L/C at once under advice to us.2) a. any delay in s

31、hipment will cause us economic losses.b. the shipment should be effected within the time limited, any further extension will not be considered. c. the stipulations of the L/C should be in exact accordance with the terms of the S/C.3) 我們已指示銀行開(kāi)給你方不可撤銷(xiāo)的保兌的信用證，金額為10,000美元，該證將于12月31日到期。4) 我們已向當(dāng)局申請(qǐng)進(jìn)口許可證，很

32、快就將開(kāi)出以你方為受益人的信用證。5) 相關(guān)信用證已由中國(guó)銀行倫敦分行開(kāi)出，收到該證請(qǐng)告知。6) In compliance with the stipulations of our S/C No. 321, the relative L/C should reach us before November 15.7) Please note that the stipulations of the L/C should be in exact accordance with the terms of our S/C.8) In order to avoid consequent amendme

33、nts, please pay attention to the following:IV. Cotton Weavers Ltd, has purchased 2,000 pieces of Cotton Print for delivery in December. As thegoods have been ready for shipment for a long time, write a letter to the buyer urging him to establish the covering L/C immediately.Cotton Weavers LtdDear Si

34、rs,We write to inform you that the goods you purchased-2,000 pieces of Cotton Print- have been ready for quite some time. As contracted, the relative L/C covering the above should have reached us before the end of last week. But much to our regret, we have not received any reply up to now even thoug

35、h we sent you a fax two weeks ago pressing for the establishment of the same.To avoid any possible delay in shipment, please see to it that the L/C is opened immediately and the stipulations in it are in exact agreement with the terms of the contract.Your prompt attention to this matter will be appr

36、eciated.5Yours faithfully,Lesson FifteenAsking for Extension of L/C【Teaching Contents】This letter is from the sellers to the buyers. In the letter, the sellers explain the reason for extension of the L/C and ask the buyers to make an amendment to the L/C.【Teaching type】Theory teaching, discussion, p

37、ractice【Key Words & Expressions】extension of L/C stipulate make up unexpected negotiationamendment respectively provide【Time Arrangement】Step 1: Lead-in (15m)Step 2: Details of the letter (50m)Step 3: Revision (5m)Step 4: Exercises & Homework (20m)【Teaching Methods】Instruction, discussion, p

38、ractice【Teaching Resources】Multi-media【Teaching Procedures】Step 1: Lead-in1. Go over the key language points in lesson fourteen.2.Give the brief introduction of L/C.Step 2: Details of the letterGive a brief introduction of extension of L/C to the students. Ask the students to read the whole letter f

39、irst and let them get the general idea of it. Then explain it in details.ILanguage Points1. extension: n. 延長(zhǎng)，展期 extension of an L/C: 信用證的展期。每個(gè)信用證都規(guī)定有裝運(yùn)日期和到期日期，有時(shí)賣(mài)方未能及時(shí)將貨物備妥待運(yùn)，或買(mǎi)方由于這樣或那樣的理由要求延遲裝運(yùn)，這時(shí)賣(mài)方將不得不要求買(mǎi)方將信用證中的裝運(yùn)日期和到期日期分別延長(zhǎng)，即信用證的展期或信用證的展延。e.g. Extension commission will be for your account.展延手續(xù)費(fèi)將由

40、你方負(fù)擔(dān)。As the steamer is delayed by storm, an extension of 15 days is required.6由于船被大風(fēng)耽擱，需要延期15天。We have contacted our customer today asking for a two-week extension of the L/C covering Order No. 8982.我們已與客戶聯(lián)系，要求他們將8982號(hào)訂單的信用證的有效期延長(zhǎng)兩周。 extend： vt. 延長(zhǎng)，使展期；擴(kuò)展；給予 extendto : 將延長(zhǎng)到（日期）e.g. You are requested

41、 to extend the shipment date and the validity of your L/C to the end of Septemberand October 15 respectively.要求你方將信用證的裝船日期和有效期分別展延至9月底和10月15日。The L/C expires of November 30th, and we hope you will extend the validity date to December 15th. 該信用證于11月30日期滿，我們希望你將其有效期延至12月15日。Please have your letter of

42、credit extended to July 21.請(qǐng)將你信用證展期到七月二十一日。They intend to extend their business to neighboring countries.他們打算將業(yè)務(wù)擴(kuò)展到鄰近國(guó)家。We would extend our invitation to you to attend the Miniature Garments Fair to be held in Hong Kong early next month茲邀請(qǐng)貴方參加下月初在香港舉行的服裝小交會(huì)。 extend sth. to sb. : 向某人致以或給予e.g. We exte

43、nd our thanks to you for your cooperation in this connection.對(duì)你方在這一方面的合作致以謝意。They extended a warm welcome to her.他們向她致以熱烈歡迎。2. stipulate： v. 規(guī)定，約定 as stipulated: 按照規(guī)定e.g. He stipulated payment in advance.他規(guī)定要預(yù)付貨款。The commission granted for this transaction is 3% as stipulated in our S/C.按照合同規(guī)定這筆交易的傭

44、金是3%。 stipulation： n. 規(guī)定的條件，約定的條件；條款e.g. According to the stipulations of our S/C the commission for this transaction is 3%.按照合同規(guī)定這筆交易的傭金是3%。In order to avoid subsequent amendment, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.為了避免往后的修改，請(qǐng)務(wù)必做到信用證的規(guī)定

45、與合同的條款完全一致。It appears that the stipulations in the L/C are not in agreement with the contract.看起來(lái)，信用證中的規(guī)定與合同的條款不一致。3. owing to = due to 由于e.g. Owing to some delay on the part of our suppliers, we are unable to get the goods ready before the end of this month.由于我方供應(yīng)商方面的延誤，我方在本月底前無(wú)法將貨物備齊。Owing to our

46、staffs negligence, we are sorry to establish the covering L/C so late.由于我方職員的疏忽，很抱歉這么遲才開(kāi)立相關(guān)信用證4. make up： ph. v. 拼湊成，配齊，彌補(bǔ) make up an order 備齊訂貨e.g. We need one more to make up a dozen.7還要一個(gè)才夠一打。Youre requested to make up the shortage.請(qǐng)你方補(bǔ)齊所缺部分。We will do whatever we can to make up the economic loss

47、es.我們將盡全力彌補(bǔ)經(jīng)濟(jì)損失。5. unexpected: adj. 未料到的；意外的e.g. It is our unexpected result to settle the problem through friendly negotiation.通過(guò)友好協(xié)商解決這個(gè)問(wèn)題是我們始料未及的。We were compelled to suspend our negotiation owing to unexpected incident.這次意外的事件迫使我們中止了談判。6. negotiation： n. 談判，磋商；議付e.g. The contract is still under

48、negotiation.這項(xiàng)合同仍在商談之中。Please amend the credit accordingly to enable negotiation of the draft.請(qǐng)對(duì)此信用證做相應(yīng)修改以使我方能議付匯票。 negotiate: v. 談判，磋商；議付e.g. We are negotiating with the council to have this road closed to traffic.我們正在與市政局交涉封閉這條道路。 negotiating bank 議付銀行 negotiable: adj. 可談判的；（票據(jù)等）可議付的，可轉(zhuǎn)讓的，可流通的e.g.

49、 Since this dispute is not negotiable, it is necessary to resort to arbitration.這項(xiàng)爭(zhēng)議無(wú)法通過(guò)談判解決，需要訴諸仲裁。Unsigned copies of documents are not negotiable.未經(jīng)簽署的單據(jù)不能轉(zhuǎn)讓。7. respectively: adv. 分別地e.g. We shall discuss the two questions respectively.這兩個(gè)問(wèn)題我們將分別討論。8. provide: vt. 提供；規(guī)定e.g. The contract provides t

50、hat the goods be supplied within one month after receiving the relative L/C. 合同規(guī)定在收到有關(guān)信用證后一個(gè)月內(nèi)交貨。We can provide a wide range of exports for you to select.我們可以提供品種繁多的出口商品供你選擇。Can the city provide good postal and telecommunication services?這座城市能提供良好的郵電通訊服務(wù)嗎？II. Chinese version of the letter:敬啟者：茲談及你方關(guān)

51、于5000公噸白糖的第TUH4782號(hào)信用證。根據(jù)信用證規(guī)定，全部貨物應(yīng)于5月底前裝運(yùn)。但由于出乎意料的旺盛需求，盡管我們已傾盡全力，仍然很難備齊訂貨。最早要到6月份才能裝船。在此情況下，我們不得不請(qǐng)你方將上述信用證的裝船日期和議付日期分別展至6月31日和7月15日。信用證修改請(qǐng)于5月5日前送達(dá)。感謝你方合作，對(duì)信用證作必要的修改。謹(jǐn) 啟8Step 3: RevisionAfter explaining the whole letter in details, ask the students to go through the letter and keep these important

52、points in their mind. Make sure they can master the key words and phrases appeared in the letter.Step 4: Exercises & Homework1. Check the exercises in lesson 14.2. Remember the new words and important language points in lesson 15.3. Finish the exercises.4. Prepare the next lesson.Key to Lesson F

53、ifteenI. Translate the following expressions into Chinese or vice verse:1. 規(guī)定，條款 5.under such circumstances2. 彌補(bǔ)，配齊 6. extension of L/C3. 旺盛需求 7. negotiating bank4. 由于 8. respectivelyII. Filling the blanks with appropriate prepositions.1) for, for, by 2) from, to, within, of, for, of 3) to, of, of,

54、of, to4) for, on, before, within 5) Under, for, by, of, ofIII. Put the following sentences into English.1) It is impossible to extend the L/C owing to the problem of Import License.2) As the time of shipment and validity in your L/C are the same, please extend the validity of the L/C for 15 days acc

55、ording to practices.3) Owing to the congestion of the port, please extend the date of shipment and the validity in L/C No. 341 to June 1 and June 15 respectively.4) The S.S. Peace is scheduled to sail for Europe on the 20th this month. We are afraid we shall not be able to catch the steamer because

56、your L/C amendment has not yet arrived.5) The amendment to L/C No. 3325has not yet arrived. Please have it amended by telex so that we can arrange early shipment.IV. Write a reply to the text rejecting the exporters request for L/C extension.Dear Sirs, We have received your letter of April 30 and re

57、gret to say that we are unable to extend the subject L/C.As we told you before, the goods are intended for the coming exhibition. Shipment in June would be too late, which will inevitably cause us heavy losses.You are requested to do your utmost to fulfill the order as contracted. Please act promptly and let us have your reply soonest possible.Yours faithfully,9Lesson SixteenAsking for L/C Amendment (1)【Teaching Contents】This is the letter in which the seller