国际商务英语函电期末复习资料.doc.docx

国际商务英语函电期末复习资料.doc L Explain 7Cs principles in writing business letten ■Clarity is the most important characteristic of good business writing. It means conveying your message to the recipient without being misunderstood. ■Considerateness means sharing your reader^ point of view and keeping your reader^ needs in mind. Considerateness mainly lies in “you?attitude59. -Courtesy is more than politeness. A good business letter should be positive, friendly, sincere and tactful. Subjunctive mood is often used to give a polite request. ■Completeness implies sending complete information to the recipient. ■Conciseness is to make your point brief and clear. The message you convey is as short as possible while being complete. ■Concreteness is to make the message specific, definite and vivid. It is important especially when we write contracts, agreements, notices, advertisements and business letters like inquiries and offers. ■Correctness refers not only to correct usage of grammar, punctuation and spelling, but also to standard language, proper statement, accurate figures and the correct understanding of commercial jargons. 2. What are the main channels for a new firm to establish business relation? 1)Internet 2)Attendance at trade fairs and exhibitions held at home and abroad (are traditional but the most constantly used channels for merchants to approach each other). 3)Banks 4)Commercial Counselors Office 5)Chambers of Commerce both at home and abroad 6)Trade Directory 7)Advertisements 8)Mutual visits by trade delegations and groups, etc. 3? Give a brief description of negotiation procedure of foreign trade. As we all know, no customers, no business. Therefore, companies must try by all means to seek for new connections - First, establishing business relations is required, which may involve writing self-introduction letter that includes the firings basic information, advantages, business scope, etc. ?S econd, it comes to inquires that fall into two categories: business inquires and status inquires. -Third, it will be offers and counter-offers. An offer is a proposal by sellers to buyers in order to enter into a contract. A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree. -Finally, two parties will sign the contract. 4.Explain the main terms of payment in international trade and their application. ?L/C, collection and remittance are three major modes of payment. 1）L/C is a reliable and safe method of payment facilitating trade with unknown buyers and giving protection to both sellers and buyers. The disadvantage of L/C is the cost. L/C is usually used for large sum. 2）托收是出口商（债权人）为向国外进口商（债务人）收取货款，开具汇票委托出口地银行通过其在进口地银行的联行或允理行向进口商收款的结算方式。

其基本做法是出口方先行发货，然后备妥包括运筋車器（通常是海运疲単）在内的货运单据并开出汇票，把全套盼票交岀口地银行（托收行），委托其通过进口地的分行或代理行（代收行）向进口方收取货款 ?C ollection is a paying arrangement whereby a bank acts on behalf of a seller for collecting and remitting payment for a shipment. The major advantage of collection is the low cost. Collection is usually used for small sums. 3）Remittance falls into three types: Mail Transfer （M/T 信汇），Telegraphic Transfer （T/T 电汇）and Demand Draft （D/D 票汇） ?M/T is cheap but slow and it is usually used for small sums or of little urgency. ?T/T is safe and fast. It is currently the most popular way of remitting funds. -D/D is a type of bills of exchange, which means that the payee can transfer the draft before it is presented to the paying bank for payment. T/T & M/T do not have such property. 5.Define the term "offer” and tell of the difference between firm offer and non-firm offer ? An offer is a proposal by sellers to buyers in order to enter into a contract. -A firm offer （实盘）is made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn. ? A non-firm offer （虚盘）is usually made by means of sending catalogues, pricelist, pro forma invoices （估价单）and quotations. It can be considered ?s an inducement to business without engagement. 6.Define the term "Letter of Credit” and illustrate its operating procedures. 1）L/C is a reliable and safe method of payment facilitating trade with unknown buyers and giving protection to both sellers and buyers. 2）The operating procedures of L/C involve Issuance （开证）一Amendment （改证）一Utilization （用证）. -Issuance describes the process of the buyer^s applying for and opening a documentary credit at the issuing bank and the opening banks formal notification of the seller through the advising bank. -Amendment describes the process whereby the terms and conditions of a documentary credit may be modified after the credit has been issued. -Utilization describes the procedure for t。