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宋氏講座:《外貿函件速成模式》第五章 裝運

(2008-02-20 05:52:44) 下一個
宋氏講座:《外貿函件速成模式》第五章 裝運


說明:

因為種種原因,前四章離現在太遙遠了。第四章還是去年12月發的。為了方便網友閱讀和收集歸納,把前四章和這第五章一起發,以後幾章將陸續發出,相隔不會太久。



宋德利 著


前言

近日整理書籍,偶然翻出前些年我在國內出版的外貿英語係列叢書,重新瀏覽一下,覺得其中一些東西似乎現在仍具參考價值,於是萌生上網摘要發表的想法。作為嚐試,首先從《外貿英語函信件百日通》一書中選發一些如何書寫外貿函件的範例,供感興趣的朋友參考。所選內容,除將年月日改得比較近之外,其它未做修改,基本原汁原味。

《外貿英語函信件百日通》是一本外貿書信實用段落集錦,目的在於方便讀者模仿式學習,使之化整為零,日日開卷,天天有得,日積月累,集腋成裘,以期在有意無意之中,收或巨或細之功。

本書按外貿業務環節,分若幹專題,而且均有專文加以概述。每一小段分為四個部分:譯題、譯注、譯例、譯解。譯題內容圍繞有關專題而選;譯注是對個別英語詞匯加以注釋,並注有國際音標,供初學者參照(本部分在此從略);譯例則是外貿函件典型段落漢英對照,是本書的核心;譯解則是對英譯中的語言點加以解釋。為擴大初學者的知識麵,解釋範圍有意加以適當擴展,言之所及,涉獵宜廣,誌之所在,決非囿於外貿之小天地。

本書編寫體例雖頗多休閑色彩,然筆者決意不敢向讀者奉上散沙一盤。讀者隻要慢慢研讀,細細體味,自會發現一根外貿業務環節之主線貫穿始終,故而使其為玉而不碎,為珠而不散。隻要原來略有基礎,再佐以此書加以補充,每天學一點,日積月累,持之以恒,在書寫外貿函件時,則誠然可望得心應手,乃至遊刃有餘。非但如此,在開闊基礎英語視野方麵,亦會有所獲益。

看過我在美語世界發表的文學譯品之網友,可能會奇怪地問我,怎麽會發表這類與文學翻譯毫不相幹的外貿函件呢?諸位有所不知,筆者在來美之前,一直在外貿係統供職25年之久,外貿才是我的本行,外貿書信不可或缺。本書原是為外貿業務員培訓班編寫的函件寫作教材,後繼續補充,總共七冊,終成係列叢書規模,由天津科技翻譯出版社出版發行,《外貿英語函信件百日通》即為其中之一。



第一章 詢盤及報盤

詢盤就是詢問貨價,這是所有詢函中最普通的一種,買賣雙方第一次交易,買方難免要向賣方詢問許多事項,比如銷售條件、銷售服務、產品製造等情況,其中最具直接關係的不外乎詢問價格情況。站在買方的立場是詢盤,即詢問貨價,站在賣方立場則是報盤,即報告貨價。

在國際貿易中,“報盤”有兩個英文說法,一是offer,一是quote。前者是肯定的,即使交易中途價格發生變動也不能再更改;後者則可以視情況有更改的餘地。

賣方在售價決定後,接著就要向買方開出報價單,或寫報價信,前者叫quotation form, 後者叫quotation letter ,都可簡稱quotation,內容包括貨品名稱、數量、規格、包裝條件、所開價格、付款條件、交貨期限和有效期等。

一封報價書信除了答複對方的詢問和主動報價外,還可以有其它作用,比如自我介紹,說明賣方的計劃,提出賣方經常押匯的銀行,還可以附上相關樣品或商品目錄等相幹資料,供買方作為決定的依據。買方這時對透過押匯銀行著手調查賣方的信用情況。

信末最好用強勁的斷語,比如:相信短期內就能收到您的訂單。(We trust to have your order shortly.)


第一節.

譯題:

我曾經在本地一老顧客的商店中看到貴公司所製襯衣,他們特別推薦說貴司是一家可靠的服裝製造商,而且產品價格合理。請寄來一份商品目錄,我對呢絨尤其感興趣。

譯例:

I have seen one of your shirts in the store of a local firm with whom I have regular dealing and they have recommended you as a maker of reliable and at the same time inexpensive garments. Please send me a copy of your catalogue. I am particularly interested in woolen piece goods.

譯解:

1. local firm: 本地公司。Local 本題中作“當地”解。其它相近的意思如“地方的”。地方工業,local industry. 地方民族主義,local nationalism.還有作“當地的”解。當地時間,local time. 更有作“局部”解,如局部戰爭,a local war. 局部麻醉,local anaesthesia. 當然在美國最常用的日常意思是“慢車”的“慢”。相應的“快車”中的“快”是express, 而不是quick 和fast。Firm, 本文作“公司”解。其它還有“堅定”等解釋。

2. recommend: 此字最基本的解釋是“推薦”。向某人推薦某人某物。比如,我願向您推薦此書。I would like to recommend this book to you. 我願推薦他為模範業務員。I would like to recommend him as a model businessman. 再如本題中的recommended you as a maker of ----garments. 推薦貴公司為----服裝製造商。此外,這個詞還可作“托付”解。如,I’d like to recommend my little son to your care. 我想把我的小兒子托付給您照料。

3. woolen piece goods:羊毛麵料,毛料,呢絨布料。piece goods:麵料,匹頭,非成衣麵料。


第二節


譯題:

請貴司注意,我司所報價格是西雅圖FOB價,而不是西雅圖FAS價,或香港CIF價,而且此報價有效日期到2006年5月31日截止。因為此需求已經日益增加,請貴司盡早決定。

譯例:

Your attention is drawn to the facts that the price we quoted is on an FOB Seattle basis instead of on either FAS Seattle or CIF Hong Kong basis and that our offer will be valid until May 31, 2006. As the demands for cotton piece goods have been very heavy of late, your early decision and reply are requested.

譯解:

1. FOB:船上交貨,是Free On Board 之略所語,這是按英文字麵的直譯,按照實際含義,也叫離岸價格,請注意隨後的詳解。

2. FAS:船邊交貨,是Free Alongside Ship之略縮語。

3. CIF:到岸價,是Cost , Insurance and Freight之略縮語。
這三者的區別在哪裏呢?通俗一點說,FOB船上交貨,也叫離岸價格,是說把貨物安全裝到船上就萬事大吉,至於此後海上出什麽事,到了對方出什麽事,一概不管。因此風險小。而FAS船邊交貨,風險更小,因為隻要把貨物安全運到船跟前的地麵上就萬事大吉,從貨物離開地麵的那一時刻起,出了什麽事一概不負責任,即便貨物從空中掉在地上摔碎了,也沒有責任。而CIF到岸價格風險最大,因為賣方要負責貨物在抵達對方港口之前的一切風險。也即是說,從貨物離開賣方倉庫,到進入大海,海上遇到風浪、海嘯、海盜等等一切原因造成的損失都要負責,當然價格要貴得多,因為裏麵包含有保險I (insurance的縮寫) 。一般來講,在外貿業務中,用 FOB:或CIF比較多,起碼在筆者長期從事外貿工作期間,不記得曾經遇到過使用FAS的情況。

4. demands for cotton piece goods,對棉布的需求。注意,demands 用的是複數形式,而且後麵接for,類似的還有order for, 關於何物的訂單,也用for連接。


第三節

譯題:

最近本公司收到許多信件,詢問貴公司製造的輕便雨衣,因此,本司確信,如貴司的價格具有競爭性,我們必定會經常向您訂購。

譯例:

We have recently received a number of requests for your lightweight raincoats and have good reasons to believe that we could place regular orders with you provided your prices are competitive.

譯解:

1. provided,隻要。

2. your prices are competitive, 貴司的價格具有競爭性。competitive, 有競爭性的。形容價格的詞非常之多,現列於下,以供參考:
net price,淨價,實價;
good price, 好價錢;
gross price, 毛價;
half price,半價;
hard price,穩定的高價,高而不降的價格;
heavy price,昂,高價;
highest price,最高價;
inbond price,未完稅價;
absolute price,絕對價格;
accounting price,結算價格;
actual price, 實際價格;
administered price,管製價格,限價;
advanced price,上漲了的價格;
all-round price,全價;
asked price,賣主的開價;
average price, 平均價格;
bargain price, 廉價,對買主有利的價格;
base price,基礎價格, 基價;
bedrock price, 最低價格;
bid price, 買主的出價;
black market price,黑市價格;
blanket price, 總括格,一攬子價;
buyer’s price, 對買主有利的價格,低價;
buying price,買價;
cash price, 現金價格;
ceiling price,最高價格;
closing price,收盤價格;
comparable price, 可比價格;
cost price,成本價格,生產價格;
current price, 時價,市價;
delivered price, 包括運費的價格;
demand price,需求價格;
discount price, 打過折扣的價格;
exceptional price,特價;
excessive price,過高的價格;
extra price,附加價格;
fair price, 合理的價格;
just price,公平價格;
favorable price, 實惠價格,優惠價格;
firm price,固定價格;
flexible price, 靈活價格;
floor price,最低價格。



第四節

譯題:

深信貴公司會了解,我們的報價相當合理。我們急欲盡一切力量協助貴司成交一筆新交易。於此,若貴司能於一個月之內付款,我們願給予貴方第一份訂單百分之三的特別折扣。

譯例:

We feel sure you will realize that our quoted price is very reasonable, but we are anxious to do what we can to help you to establish your new business and are prepared to allow you a special first-order discount of 3% if payment of the account is made within one month.

譯解:

1. feel sure, 感到有把握,因此含相信之義,當然也可以譯成believe.

2. anxious to do what we can, 急欲盡一切力量。anxious,此處沒有焦急焦慮之義。“盡一切力量”還可譯作try one’s best, do one’s utmost, make every effort, spare no effort.

3. allow you a special first-order discount of 3%, 願給予貴方第一份訂單百分之三的特別折扣。allow,基本意思是“允許”,“讓某人得到”之義。

4. The account is made,付款。



第五節


譯題:

這些產品,本公司已經生產近半個世紀,世界各地均有銷售,顧客為此感到非常滿意。因此,我們確信,無論是貨物的品質,還是生產工藝都將會獲得貴方讚許。

譯例:

We have been producing these products for almost half a century and they have been sold throughout the world to the fullest satisfaction of our customers. Therefore, we are sure that both quality and the workmanship of our products would meet with your approval.

譯解:

1。We have been producing,我們一直在生產,使現在完成進行時態,不同於現在完成時態。完成進行時態更全麵,不僅表示現在已經完成某種動作,而且這種動作現在依然在進行。

2。Meet with your approval, 獲得貴方讚許。Meet with 有不同的含義:1,偶然見到或碰到。如This sort of persons are rarely met with in our company. 這號人在我們公司極其少見。2。得到讚許、滿意等。The plan has met with approval. 這一計劃獲得批準。We will do our best to meet with the requirement of the customers. 我們要努力去滿足客戶的要求。


第二章 推銷

廣義來講,任何商業書信都是推銷書信,推銷貨物恰好是其中的一種。至於書寫推銷書信的要訣不外乎下列四點:1。吸引注意力;2。提起興趣;3。刺激購買欲;4。激發行動。

有些公司聘用推銷員為貨物的銷售打先鋒,但是由於資金、精力和時空的限製,不可能逐一地親自向顧客推銷,因此推銷書信就成了最經濟,最不可或缺的代用品了。

在下筆寫推銷信之前,首先要對你推銷的產品相當熟悉,然後要把握住這封信推銷的主要目的,找出一些能引起讀者興趣的事實及例證,仔細整理一番。這時你心裏或許已經形成一封信的概念了,諸如:從何著手、分幾個段落、每一短都寫什麽,切勿忘記你正在推銷。這一切準備工作都已完畢,一封推銷信的腹稿就算擬定了。

當然,除了推銷信之外,一些具體周到的服務一定會有幫助,比如漂亮的圖片、精美的樣品、介紹商品的小冊子,其它還如商品目錄、傳單,乃至現場實驗,都可以使對方加深對商品的了解,使其興致勃然而發,隻有這樣,他才能閱讀包括推銷信之類的相關資料。

不過,這個時候你可能會遇到一個最大,也是最糟糕的麻煩,那就是拖延,尤其是在買方填寫訂單決定要買貨的一刹那,這種情況屢見不鮮。那麽你就要在信的結尾使出殺手鐧,即寫上一個行之有效的句子。語氣要堅定,要有說服力,或勸誘、或敦促、或激將,賣點兒關子也不失為佳策。比如,可以暗示,即便明說也未嚐不可,過一段時間此貨可能漲價,強調庫存有限等等。

拖延,這也是人之常情,因此隻寫一封推銷信往往不夠。萬一第一封發出一段時間而杳無音信,就得再寫一封,在勸誘一番。有時對方的確是忙得不可開交,忘記回信,這種情況乃是在所難免,而因為難以迅速做出決定而遲遲無法回信,也可以理解。這時,一封勸誘信或許就能增進他做決定的速度。如果老主顧最近疏於聯係,這種勸誘信則既可聯絡情誼,又可提醒注意。

萬一前封信在報價方麵雙方產生分歧意見,這時就很可能會來一次討價還價。而這次討價還價的結果很可能就是決定這筆交易成敗最關鍵的終極因素。因此,執筆之際萬萬不可掉以輕心。這時不妨將產品的優點、服務的熱情周到、價格的公道或其它種種特點再逐一加以強調。若是馬到成功了,自會接到對方的確認報價的函件,否則就是遭到了拒絕。



第一節


譯題:

敝公司深以為憾。自從去年4月以來便沒有再收到貴公司的訂單。因為貴司一直未對我們的產品或服務質量有任何抱怨,所以我們相信本公司並沒有令貴司不滿意的地方。倘若真有的話,本公司非常樂於知曉。

譯例:

We are sorry to notice that we have had no orders from you since last April. As you have at no time complained either about our products or about the quality of our service, we can only assume that we have given you no cause to be dissatisfied. If we have, then we should be glad to know of it.

譯解:

1。Complain, 抱怨。與此相似的還有grumble, murmur. He is always complaining about something. 他常常抱怨什麽事。I shall complain before the court regarding his evil doing. 我將向法院控訴他的劣跡。He complained to the teacher of Tom’s dishonesty. 他向老師告湯姆的作弊行為。He complains of hunger. 他為饑餓所苦。He complains of pain in the head. 他患頭疼病。He complains of his son’s misconduct. 他抱怨兒子行為不端。I have nothing to complain of. 我沒有可抱怨的事。Complain 作“抱怨”解時,是說別人待他不公,因而向他人訴說。凡稱為complain的,總是對他人訴說。Grumble, 發怨言。別人待他不公,但並不一定向他人訴說,隻是自對自地發怨言。Murmur, 發怨言。此字的意義與grumble相同,不一定向他人訴說,隻是自己對自己發牢騷。

2.Assume, 相信。但此處有猜測之義。How can you assume me to be responsible for it? 你怎麽能臆斷我該對這件事負責呢?I assume that it is so. 我假定它是這樣。除作“假定、假設”解,還作“假裝”解。例如:They assume an air of gravity. 他們佯裝倨傲狀。He assumed the great man. 他裝出偉人的氣概。His look of happiness is only assumed. 他那歡樂的樣子完全是假裝的。The man assumed modest. 那人假作謙虛。He took an assumed name. 他用了假名。此外,還可作“承擔、擔當”解。如:I assumed the responsibility. 我負責。

第二節

譯題:

本公司就8月23日的估價單附加說明如下,我們非常樂於知道,是否還有其它方麵需要我們再為貴司效勞的。

譯例:

With reference to our estimate of the 23rd August, we shall be glad to know whether we can be of further service to you.

譯解:

Estimate, 此處指估價單。本意為估價、評價、預算。We need to make an estimate beforehand. 我們事先需要預算好。At a rough estimate, 依據大約的計算。以上諸例中,estimate 都是名詞。還可以作動詞用。The expense is estimated a three millions. 這項費用預算三百萬元。It is estimated that five hundred dollars will be appropriated to him. 預計將撥給他五百元。與estimate相類似的詞有value, 二者有何區別呢?estimate, 估計。意思是給予一個價值,尤指給予一個不確定的價值。You estimate his worth too highly. 他對他的價值估計過高了。而value,重視,意思是做高的估價。The manager highly valued my work. 經理十分重視我的工作。另外,He valued the machine at 20,000 dollars. 他估計這台機器價值兩萬元。


第三節

譯題:

於此,本公司就5月15日的報價單和昨天的電話交談補充說明如下。我們希望貴司現在已有機會比較敝公司的價格,相信其結果是對敝司有利的。

譯例:

We desire to refer to our quotation of the 15th May and our yesterday’s call. We hope that you have now had an opportunity of comparing our prices, and that the result is favorable to us.

譯解:

Quotation, 外貿術語,報價單。此處不是“引述”。Refer to our quotation, 此處作“提及、談到”解。此外,refer 還有不少用法。Most diseases are referred (or are referable) to the action of bacilli. 多數疾病都歸因於細菌的活動。I referred to his former employer for his character. 我向他的舊雇主探查他的品行。I have examined all the documents referring to the matter. 關於這件事的所有文件我都查閱過。I referred the question to the company. 我把那問題交到公司解決。As I can’t answer your question, I refer you to my manager. 因為我不能回答你的問題,請去向我的經理請教。I beg to refer you to my manager for my work. 請向我的經理探詢我的工作情況。


第四節

譯題:

我們非常高興地收到貴司的詢問函,相信貴司已經收到我們6月13日寄出的第205號樣品。而今貴司有此機會來檢視敝公司提供的貨物,想必貴公司定會試訂一些。為方便貴公司,於此附上一份訂購表格。

譯例:

We were pleased to receive your inquiry, and trust you received our sample No.205 sent to you on June 13th. Now that you have had a chance to examine what we have to offer, we thought you might like to make a trial order. To make this easier for you we are enclosing an order form.

譯解:

1。Trust, 相信,信任。於此相似的還有belief, credit, faith. 這三者的區別何在呢?Belief, 信仰。最普通的用語。Credit, 信用。特指商業上的信用。Belief, trust, faith 這三個詞都含有宗教信仰的意味。Credit 一詞中決不含有這種意義。Faith, 信心。當它特指宗教的信仰時,那是belief 和trust這兩個詞結合起來的意義。而trust 在商業上用得較多。

2。Receive, 收到。與其相似的有accept, 二者的區別十分微妙。Receive, 收到,是收到他人奉獻的或贈送的物品。此詞指的是受動的行為,表示的僅僅是受取,沒有滿意或承諾的含義。例如單單接受請帖,稱為receive. 如果說不僅接受,而且還應許前往參加,那就要用accept. Receive 僅僅表示不拒絕,而accept 還表示滿意地接受之義。在accept的意義中,含有receive的意味,而在receive的意義中,卻不含有accept 的意味。如:I have received a letter from him. 我收到他的一封信。Accept,接納。在receive的意義中,再加上接納或承諾的意味,它就成了accept的意義,指好意的接納。如:He accepted our payment terms. 他接受了我們的付款條件。注意:accept主要用作及物動詞,但也可以作不及物動詞,而在後麵接of, 表示較為正式的意味,又含有謙讓的意味。如:I accept (of) your offer. 我接受你的報盤。


第五節

譯題:

在短期內,本公司大概不會再提出如此低廉的價格。於此,我們深盼貴方盡早有所回複。這樣,我們才能親自向你們展示新產品的全部貨色。

譯例:

In all probability this offer will not be repeated for some time, and we accordingly look forward to receiving an early reply from you, then we should be pleased to demonstrate the complete range of these novelties.

譯解:

In all probability, 大概,或然。In all probability our plan will succeed. 我們的計劃大概會成功。In all probability I shall never see him again. 我大概永遠也不能再見他了。There is little probability that he will come. 他會來的希望很渺茫。There is no probability of his coming. 他不會來。Do you think there is no longer any probability that I shall see him again? 你以為我不再有可能見到他嗎?There is every probability that he will not come. 他頗有不來的可能。What are the probabilities? The probability is that he will come. 希望如何?大概他會來的。



第三章 訂購


不像推銷和報價,定購是更普遍的例行手續。有時候買賣雙方經電話、傳真或電郵先談妥了,也要借此書麵形式確認一下,以免發生差錯。書麵的訂購信有三個優點:

*訂購書信事先印好,事先編號,故而容易查閱;
*重要的細節不易被忽略;
*一般訂購的條件可以印在訂單背麵。

書麵訂購的信件最重要的要素就是準確和清晰。不準確或不清晰日後都易導致麻煩或嚴重誤會。那麽,如何達到準確和清晰呢?請遵守下列各條原則:

*物品的名稱、性質、價格、報價表的編號均應列入;
*切記運貨須知:時間地點、運輸方式、保險情況及付款方式;
*確認事先議定的付款條目。

一旦買方寄出訂單,賣方收到訂單時,買賣雙方共同遵守訂單上的條款才是合法的。同時,買賣雙方都有應盡的義務。

買方應遵守:
*貨物與所訂條款相符,買方應接受所買之貨;
*貨到之時即應付款,除非合同上另有記載;
*盡速驗收貨物,如不能及時檢查,發生錯誤應視為買方已收妥該貨。

賣方應遵守:
*依照雙方約定的時間送到所訂之貨;
*保證買方在收貨時對沒能發現的錯誤負責;
*如遇寄貨錯誤,賣方須保證買方有權要求減價、換貨、甚至取消訂單,亦可聲明要求賠償損失。

標準的訂貨單都是簡短而正式的,但必須包括必要的細節,如貨物名稱、裝運條款和付款方式等。包含兩種或兩種以上貨物的訂單宜列成表格,以便減少因疏忽而導致的錯誤。


第一節

譯題:

非常高興獲得貴司的訂單。它代表了本司與貴司的第一宗交易。本司認為,我們高質量的商品在像貴司這樣時髦的商店裏,應由很好的銷路。

譯例:

We want to tell you how pleased we were with your order because it represents our first dealing with you. We have always felt that our high quality merchandise should have a ready sale in a fashionable shop like yours.

譯解:

Dealing,交易。表示“交易”的詞還有business, trade 以及transaction等。與之相關的詞語還有:cash transaction, 現金交易;credit transaction, 賒賬交易。Make a deal, 做成一筆交易。Trade fair or commodities fair, 商品交易會。A dirty political deal, 肮髒的政治交易。Never barter away principles, 決不拿原則做交易。I have no dealings with him. 我和他沒有來往。This company has extensive dealings with all the world. 這家公司又極其廣泛的世界貿易。Deal 作動詞有“經營”之意。如:He deals in books, furniture, hardware, spices, tea and textiles. 他經營書籍、家具、五金、香料、茶葉和紡織品。I deal at his shop. 我到他的店內去進行交易。We deal with that firm. 我們與那家公司有生意往來。Dealer, 商人。He is a dealer in fish, fruit, clothes and second-hand books. 他是一名魚商、水果商、服裝商和舊書商。He is a retail and wholesale dealer in corn. 他是穀物零售商和批發商。


第二節

譯題:

由於收到貴司訂單為時已晚,本司無法保證可在下星期五之前交貨。然而,我們會將貴司的貨物以鐵路交運。這樣將比等下一班卡車轉運早抵達貴司。

譯例:

We cannot guarantee delivery by next Friday as your order was received too late for this week’s dispatch, but we are putting your goods on rail, and they will reach you more quickly than if we wait for the next van delivery.

譯解:

1。Despatch, 等於dispatch, 發送。I dispatched him a telegram. 我給他發了一個電報。The messenger was dispatched to my parents. 該郵差被打發到我父母那兒去了。Despatch 還有“趕快了結事情”的意思。如:He shows ability in the dispatch of business. 他顯示出趕辦急事的能力。They concluded the negotiation with dispatch.他們談判結束得很快。此外,還有“急信”、“公文之意。如:He received a New York cable dispatch. 他收到一封來自紐約的電報。The letter was sent by dispatch. 該信用快遞寄出。與despatch意思相同或相近的詞還有send和forward. Send, 送,意味極廣。如說:送信、送小包、送東西。還有作“差遣”解,如差遣使者等。He sent it (to) me.他把它送給我。He sent it to me. 這是美國說法。He sent it me. 這是英國說法。Forward, 發送,運送。比如說發送或運送信件、小包、物品等。These goods are to be forwarded. 這些貨物必須發運出去。

2。Putting your goods on rail, 以鐵路交運貨物。此持的put on 沒有“穿、戴”之意,其內在含義是將某物托交或推諉給某人。


第三節

譯題:

本公司曾經兩度去函催促交貨,然而貴公司未能於要求的日期內裝運。於此我們不得不取消此訂單。實屬遺憾。

譯例:

We have already written to you twice urging dispatch, and as you have failed to deliver these goods on the date asked, we are obliged, very regretfully, to cancel this order.

譯解:

Urge, 催促。表示這個意思的還有hasten, hurry, press. He hastened me to write him a letter. 他催我給他寫一封信。Go and hurry him up. 去催他一下。They pressed us to ship the goods as soon as possible.他們催我盡快裝貨。此外還有expedite, speed up等。Expedite 有加快(進程)和促進(措施)等之義。That will expedite the matter. 那將加速事情的進展。The spring wind speeds the greening of the plants. 春風催綠。Speed the process of digestion, 促進消化作用。Speed the construction pace, 加快建設步伐。現在再回過頭來看一看urge. 除“催促”之義外,還有一些別的意思,諸如:推進、強求、慫恿等。請看:urge an argument, 極力陳說。urge a fact on one’s attention, 力勸某人注意某某事。I urge him to an explanation. 我強迫他說。He urged his horse forward.他策馬前進。I urged him on. 我激勵他。He urged his flight southwards.他急忙向南方逃避。I urged upon him that he must persevere. 我力勸他要忍耐。 這句話還可以這樣說:I urged upon him the necessity of perseverance. ( or “I urged him to persevere.” or “I said that he must persevere.”) I urged him to resign. 我力勸他辭職。He urged me to come. 他力請我來。Please do not urge (or press) me to eat anything more. 請不要再勸我吃了。


第四節


譯題:

依照隨函附上的詳細項目,我們向您訂購中國麵料。請注意,貨物必須與樣品完全相符。如果第一份試訂單令人滿意,我們將會繼續開出大量訂單。

譯例:

We have now pleasure in sending you an order for the Chinese fabrics as per the particulars enclosed. Kindly note that the goods are to be delivered in exact accordance with the samples. If this first trial order turns out satisfactory and of good value, large an increasing business may result.

譯解:

Note, 注意。Pay attention to methods of work, 注意工作方法。Care must be taken to unite with all those that can be united with. 必須團結一切可以團結的人. I didn’t notice when he came in. 我沒有注意他是何時進來的。Look out! We are ready to last. 注意!馬上就要點炮了。Attention, 注意力。Matters needing attention (or points for attention), 注意事項。此外,還有notice 和drawn … attention to 等。在notice, pay attention to, draw … attention to之間有些區別。Notice作“注意到”、“認識到”解,表示注意的結果。例如:He didn’t notice me entering .他沒有看到我進來。I didn’t notice any difference between the two. 我沒有注意到這兩者之間有什麽不同。Pay attention to, 注意和留心的意思,表示注意的過程。例如:Please pay attention to this difficult point. 請注意這個難點。He does not pay much attention to his work. 他不大注意自己的工作。Draw …attention to 作“引起。。。注意”解。例如:I should like to draw your attention to the meaning of this paragraph. 我要提醒你們注意這一段的意思。


第五節

譯題:

敬謝貴司8月5日惠予訂單一份,購買5,000碼棉布。但是,由於最近要求此種麵料的訂單過多,本司未能從倉庫馬上交貨。然而我們的承製廠商已經答應,7天之內即可補充貨物。本司相信,即使貴司答應延長期限,也將不會導致任何不便。

譯例:

We thank you for order of August 5, for 5,000 yds. Cotton piece goods but regret that we are unable to execute the order from stock, owing to the heavy demand recently for these fabrics. Our suppliers have, however, undertaken to replenish our stock within seven days and we trust that it will not be inconvenient for you to allow us this extension.


譯解:

Execute, 完,執行。與此相似的詞還有不少,請參看下麵數例:finish, complete, accomplish, end, achieve, effect, fulfil(l), discharge. 試分析其間的區別如下:

*finish:完結。此詞是to bring to an end之意。常兼含“最後”與“完工”的意思。如to finish a picture or a letter 等,它所指的“完成”通常是很細微的,而且又是外表的部分,不過它的意義與complete不同。此外,finish所指的隻是完成日常的瑣事,而achieve所指的是偉大的功績。不過清注意:“已經完了”的意味在英國多用finish,而在美國則多用through. 如:我已做完那件工作。I have finished that job.(英語)I am through with that job.(美語)

*complete:完成。比finish較為正式的用語,指把缺少的部分加上去的完成,用在關於整個的理想、計劃和實行諸方麵。在這點上與finish的意義不同。例如建築完工,可用complete,而一件事的完結隻能用finish。

*accomplish,做成,成就。此字是working toward the end (以結束為目標的完成)之義。指實現一項計劃。

以上這三個詞大體的情況是:complete就所做結果而言;accomplish就所做的整個曆程而言。比如說,成就一定的計劃、誌願、目的、事件、旅行等。

*end, 終了。這是一個最單純和最不一定的用語。比如說我們這個世界在天地創造的最後一日已經finish,但直至今日卻尚未end. 不過,既然已經有一個開端,那就必定有一個end. 一件事,很可能永遠不能finish或complete, 但遲早總要end.

*achieve, 成遂。指在困難的情況下成就的意思,暗示著“困難”與“重大”的意味。例如說,成遂夙願、目的、計劃、大事業等。

*effect, 完成。有不怕反抗或阻礙而完成某事的意味。與accomplish十分相似。

*execute: 實現,旅行。現在再回過頭來說execute 與 effect之間的區別。Effect, 著眼所做事情的全部而言,而execute則著眼所做事情得到最後階段。再者,execute所指的通暢是受他人之命的事情,有時又知行動的方式。例如說:履行計劃、企圖目的、職務、陰謀、法律和上司命令等。

*fulfill, 履行。指履行所命令、所期待、所希望的事,含有義務的意味。例如說,利履責任、義務、職務、債務等。



第四章 資信調查

在商界,除了商業書信之外,最常用,而又最重要的商業文件要算是信用證了。Credit一詞由拉丁文 credo而來。字麵上的意思是“我相信”。今天引申為賣方相信買方在指定時間之內對所購貨物有付款能力,所指定的時間一般來說是30天,也有長達60天或90天的。這要依據買主是批發還是零售的性質而定。

更確切一些說,信用證通常是指:由購貨人向所在地的銀行申請發給售貨人。其中要說明購貨人同意付款給售貨人或受益人,但必須符合所規定的各種條件。信用證由銀行根據顧客的請求開出,使售貨人對購貨人加強信心。

我們從這段文字可以看出以下事實:
1. 信用證大多由購貨人直接請求銀行開立,也有由買方先向賣方提供一家征信銀行(征求谘詢信用的銀行)名稱地址,要求他們向這家銀行谘詢買方的信用情況。
2. 開出信用證的銀行根據帳戶來往情況提供有利或不利的資料,信用證被列為機密文件。
3. 購貨人受到貨物後,見到與信用證規定的條件完全相符,才讓銀行將貨款付給售貨人。有了這種保障,可以使交易更加順利穩妥。
4. 開立信用證的銀行通知國外聯行依據條件付款;售貨人隻需條件相符,即可取得貨款。
由於某些買賣雙方過去並無來往,如果沒有銀行居中服務,就難以互相信賴,因此信用證除買賣雙方各自負責之外,銀行業因此而承擔起大部分風險。


第一節


譯題:

關於下列公司的信用狀況、社會地位和財力情況,如能得到貴公司指教,將不勝感激。

譯例:

We shall appreciate your providing us with an opinion as to the credit standing, respectability and responsibility of the following firm:

譯解:

Provide, 提供,供應。除此之外還可作“準備”、“預備”等解。It is wise to provide against accident. 預防萬一是明智的。He has provided will for the children.他已為子女的生活做好準備。We are well provided with clothing. 我們的衣服齊備無缺。You should provide against the evil day. 你應對不幸的日子常備不患。He has a large family to provide for. 他要供應一個人口眾多的家庭。We must be provided with food for the journey. 我們必須把旅行所需的食品準備好。請注意辨別provide for 與provide against. Provide for, 為什麽事情而準備;養活。如:We must provide passport for the journey. 我們必須為旅行準備好護照。Provide against, 為什麽而預防。特指預防意外,諸如災難、惡劣天氣等。如:We must provide against accident. 我們應該預防事故。


第二節


譯題:

我們很樂意以賒購方式供應貴公司貨物。然而,這是我方首次和貴方作交易,特請貴司告知貴方往來銀行以及一兩家公司,以供我方參考。

譯例:

We shall be very happy to supply you with goods on credit. However, as this is the first time we have done business with you, we would ask you to let us have the name and address of your bank and one or two firms to enable us to apply for references.

譯解:

Apply for, 申請。For further particulars (or details or information), please apply to the agent or at the following address. 若想知道較多的情況,請向代理人或下麵的地址詢問。He is applying for an appointment. 他請求錄用。He apply to them for assistant.他請求他們幫助。The rule does not apply to this case. 這條規則不適於此事。He applied a match to gun-powder.他用火柴點火藥。Apply in your own handwriting. 請親筆寫信請求。He applied himself closely to the study of English. 他專心研究英語。I applied to him for information. 我向他探聽消息。Apply by letter to Mr. Wang. 請用信件方式向王先生請求。If you have any difficulty, apply to me. 倘若你有任何困難,可找我幫助。He applied his mind to business.他專心於業務。This house is to let, apply next door.這房子出租,可向鄰居詢問。He applied to the manager for pardon. 他向經理請求原諒。Apply in person to…, 向某人接洽。也可以說apply personally to …The money was applied to the payment of debts. 該款項被用於付款。He applied a rule. 他應用一條規則。The same applies to…對於什麽也是如此。She applied for a position as teacher. 她謀求教職。


第三節

譯題:

開一新帳戶時,敝公司有一例行公事,即向客戶要求商業證明人。因此,特請貴公司寄來兩家與貴公司有貿易往來者的字號和地址。

譯例:

When opening a new account it is our practice to ask customers for trade references. Will you therefore please send us the names and addresses of two other suppliers with whom you have dealings?

譯解:

Reference,此詞意思很多。其中之一就是本段文字中的意思,即信用、能力等的證明人。請看其它用法。一般來講,是作“關於、談到(和介詞to連用)”解。1. with reference to 和in reference to 同義,多用於句子開頭。以前者較普通,with 和in 也可以省略。With ( In ) reference to payment, we cannot do otherwise than L/C at sight.關於付款,我們除見票即付的信用證之外,其它不接受。2. make reference to…談到、參考。In your letter, you have made reference to discount. 你在信中談到折扣問題。Please make reference to Term 8 of our agreement. 請參閱我們的協議第八條。3. without reference to --- 不論、不管。We do not think it right to compare prices without reference to quality. 我們認為隻是比較價格而不顧及質量是不妥的。4. for one’s reference, 供某人參考。For your reference we enclose an analysis of the test we have made. 茲附上化驗結果一份,供你參考。We shall appreciate it if you will send some up-to-date patterns for our reference. 如果寄給我們一些最新花樣作參考,將不勝感激。5. (信用證、能力等的)見證人。Their reference is the Bank of China. 證明者是中國銀行。(他們的信用可由中國銀行證明。)

第四節

譯題:

該凍死於1950年組建時,資金為800,000美元,現業已增至1億美元。今年2月他們公告之資產負債表顯示,淨獲益大約100,000美元。他們有足夠資金支付此筆開銷。

譯例:

This company was organized in 1950 with a capital of US$800,000 and it has now increased to one million US dollars. Their balance sheet published in February this year indicates net profit at approximately US$100,000. They have enough money to pay for this shipment.

譯解:

Profit, 名詞:利潤、利益。 They accepted the offer to start the ball rolling, disregarding profit. 他們接受這個報盤,僅為做一個開端,並不計較利潤。We gained profit from the experience. 經驗使我們獲得益處。動詞:(指人)獲益,(指物)有利於。We believe you will profit by confining your offers to a limited number of firms. 我們相信你們將報盤集中於少數幾家商號是有益的。Such an arrangement does not profit either part. 這樣一種安排對雙方都沒有好處。He bent solely upon profit. 他專圖獲利。This new paper has a clear profit of 1,000 dollars a day on advertisement alone. 這家報紙單在廣告方麵每天就有一千元的純利。No profit will come in. 無利可獲。There will certainly be a profit in the end. 最後一定可以獲利。He has a profit on everything he sells. 他所賣的東西都獲利。I hope to sell them at a good profit.我希望能以厚利將它們賣掉。He makes a profit. 他獲利了。He does his work for personal profit. 他工作起來僅僅是為了個人的私利。It is sold at a profit of twenty cents. 它以賺兩角錢的利潤賣出去了。I have not made any profit by the silk trade this year. 今年我不曾靠絲綢生意獲利。I hope to profit from your advice. 我希望能從你的勸告中獲益。 You may profit by the example of others. 你可以從別人的榜樣中獲益。It will not profit him. 它不會使他獲益。You should profit by every opportunity of speaking English. 你應利用每次說英語的機會。What will it profit him? 這對他有何益處?


第五節


譯題:

貴城的史密斯公司意欲與我方開一帳戶,故已將貴公司的寶號通知我方,以作為被詢人。請寄來貴公司兩份征信資料,因為迄今我方仍未與貴公司有過任何交易。

譯例:

Messrs. Smith & Co., in your city, desire to open an account with us, and have given your name as a reference. Will you favor us with two references, as we have hitherto had no business transaction with you.

譯解:

Messrs. Smith & Co.,為何史密斯公司前麵要加Messrs., 有的公司就不加?原因是史密斯公司的名稱是由人名構成的,就這樣簡單。假如不是由人名,而是別的樣式,比如紅星公司,隻寫Red-star Co.即可。那麽Messrs.是什麽意思呢?就是先生,是Mr.的複數形式。而Messrs.則是法語詞Messieurs的縮寫。再者,Messrs.既然能是複數形式,那就要記住句子謂語不要用單數。最後,Messrs.經常用縮寫形式:M/S,因此Messrs. Smith & Co.可以,而且經常寫成M/S Smith & Co.

Open an account,開立一個帳戶。account有較多的說法。名詞和動詞形式相同。先看名詞。1。帳目,帳(略縮a/c),外貿書信中常見的短語有:for one’s account, 由某人支付。We bought the goods for the account of Messrs. Peterson & Co.這些貨物是我們代彼得森公司購買的。We bought the goods for our own account.這些貨物是我們自己購買的。The additional charges will be for our account.附加費由我方承擔。The additional charges are to be for your account. 附加費由你方承擔。The extra freight is to be for buyers’ account.額外運費由買方承擔。2。理由,原因(on account of,由於,因為)。We cannot accept fresh orders on account of heavy sales.由於大量售出,我們不能接受新訂單。On account of lack of direct steamer, please allow transshipment in your L/C. 因為沒有直達輪船,請在你的信用證中注明準許轉船。On account of difference in taste, your designs do not suit this market. 由於趣味不同,你的圖案不適於此間市場。The price dropped on account of large offerings from other sources. 由於來自其它方麵的大量報盤,價格已經下跌。3。考慮(take…into account, 對。。。加以考慮或注意)。Price is not the only factor; you have to take the quality into account. 價格不是唯一因素,你方也必須考慮到質量。We agree to your request, taking into account our good relations. 考慮到我們之間良好的關係,我們同意你方的要求。動詞可作“解釋和說明”解。We cannot account for the delay. 我們無法解釋延遲的原因。It is difficult to account for this sharp price. 對價格的急劇上升,很難解釋。還可作“占”解,指多少數量的百分比。Cotton accounts for 70% of their exports. 棉花占他們出口的百分之七十。4。認為。I account him a good teacher. 我認為他是一位好教師。

第五章: 裝運

出運貨物書信大都由賣方主動發出,把貨物包裝妥當運交航運公司,通知買方,通常附有文件、裝船名稱、包裝情況、出運日期、保險情形等項目。萬一裝船情況不甚理想,運貨遺失,要求賠償,必須在某地換船,或船期延誤,亦應立即函告買方作應變之策,例如及時改裝其它船隻,延期收貨,有時亦涉及到修改信用證或取消訂單等情況。如果遇到此事而雙方不都不便的情況,別忘記禮貌地請求對方體諒彼此的難處,同時設法立即謀求補救之道。而買方在收到賣方的書信之後,也應將提貨的情況盡快使對方知道,並完成付款的手續,或安排買方提貨。

第一節

譯題:

懇請即刻回信告知我方,對此次運往開羅6箱貨品的詳細數量、價格、收貨人以及一切
費用應由何人支付。

譯例:

Please send us by return full instructions for the six cases for Cairo, as
to contents, value, consignee and who pays all the charges.

譯解:

*consignee: 收貨人。
*charge
1。名詞:費用,常用複數。Extra charges, 額外費用。Handing charges, 經手費
用。Storage charges, 存儲費用。Processing charges, 加工費用。在類似下麵的一
些句子裏,charge用單數. There is no charge for the sample. / The samples
are free of charge. 樣品不收費用。Samples will be sent free of charge.樣品免
費寄送。If you require individual packing for the gloves, there will be a
charge US$200.00...如果你需要手套按副包裝,費用是500美元。
2。動詞:記賬,收費。Please charge the samples to our account. 請將樣品費用
記在我們的帳上。You may charge us the expenses incurred. 所需費用可向我方索
取。We have charged your account the sum of US$500.00.我們記在你方帳上500美
元。

第二節

譯題:

請務必將該批貨物於下周五以前交由“美貌輪”運抵新加坡為荷。同時,對該貨物,以不擔保單獨海損為條件,投保2,000美元的保險。

譯例:

The packages should be forwarded to Singapore for shipment per m.s. “Good
Look” not later than Friday next, and insured for US$2,000.00, F.P.A.

譯解:

*package, 本為包裝。此處指一批貨物。
*forward,動詞,寄發貨物,發貨。
*per m.s. XX,裝上某輪。per為裝的意思。m.s.是motor ship 摩托輪,機動輪的縮寫
.
*F.P.A.:是free from particular average “不擔保單獨海損”(即平安險)的縮
寫。
其中average為商業用語“海損”。


第三節

譯題:

該批貨物重量為75噸,價值600美元。請以本公司名義向海關報關。

譯例:

Please clear through the customs, making entry in our name, and declaring
weight at 75 tons, value US$600.00.

譯解:

*clear through the customs, 報關。clear,結清(賬目)。customs, 海關。
*declare, 在商務英語中則是“向海關申報”的意思。declare還有一些其它意思和用
法。其基本意思是陳述、宣言;宣布、呈報(課稅品);明言、昭示等。Declare
off, 廢止。Declare oneself, 抒發己見;表現真相。They declared with one
accord that the loan as proposed could not be considered. 他們一致宣稱不能考
慮所擬借款。They declared against (for) the decision. 他們宣布反對(讚成)這
個決定。He declared his belief and his opinion. 他宣布他的信仰和意見。He
was declared emperor. 他被宣布為皇帝。We declared him an enemy to
humankind. 我們宣布他為人類仇敵。He was declared an enemy by the people. 他
被人民宣布為敵。The judge declared him guilty. 法官宣布他有罪。Japan
declared war on Russia. 日本對俄宣戰。


第四節

譯題:

隨函附上棉布100包的清單一份。此事是依照貴公司10月6日訂單辦理的。我們已於本人裝載該貨於“海鳥”號船上,該輪擬於明日開航。至於付款方式,請將支付本地付款的匯票寄給我們。

譯例:

Enclosed please find an invoice for 100 bales of cotton fabrics which, according to your order of the 6th Oct., we have shipped today in good condition on board the steamer “Sea Bird”, sailing tomorrow. As to the payment for them, please send us a draft payable in this city.

譯解:

Condition, 名詞。1。情況。In good condition, in sound condition, in perfect condition, in bad condition, in poor condition, in a damaged condition, in a moldy condition. 一般來講,籠統地說好與壞,形容詞前麵不用不定冠詞,如說得具體一些,要加不定冠詞。The goods arrived in good condition.貨物達到時情況良好。The goods arrived in a moldy condition. 貨物達到時已經發黴了。2。形勢,環境(用複數)。Under (In) present condition, it would be better to wait and see. 在目前情況下最好等等再說。Conditions are (not) favorable. 情況有(不)利。Conditions are likely to become better (worse).情況可能會好轉(惡化)。Buyers have withdrawn from the market on account of change in conditions. 由於情況變化,買主已經推出市場。3。條件。在on condition that (隻有在這樣的條件下)這一習語中,condition 前麵一般不用定冠詞,但是如果加上形容詞則必須有定冠詞。如:on the express condition that ---。They make it a condition that you (should) ship the goods by a fast steamer. 你應將該貨用快輪裝運,他們以此為條件。Please renew your offer on same condition. 請按照同樣條件重新報盤。We accept your offer on (the express) condition that you agree to pack the goods in small cases. 隻有你方同意將此貨裝在小箱內,在這一(明確)條件下,我們才能接受你的報盤。



第五節

譯題:

遵照貴公司3月30日之訂單,本公司已經通過夫曼公司運送100包棉花至貴公司。於此,同函奉上金額7,000美元之發貨清單一張,請記入敝公司貨方帳。

譯例:

According to your order of the 30th March, we have sent you, through Foreman Co., 100 bales of cotton, and have enclosed an invoice for same amounting US$7,000.00 which amount please credit to our account.

譯解:

Enclose, 動詞。隨函,附在信裏。We enclose a copy of our price-list. 隨函附上價目表一份。Enclosed is a copy of our price-list.(同上)Enclosed please find a copy of our price-list. (同上)The market report was enclosed with (in) our letter of August 21.
市場報告是附在我方8月21日信函內寄出的。We thank you for your letter of June 15 enclosing a cutting of woolen material. 謝謝貴方6月15日的信,內附呢(絨)料剪樣一塊。We enclose you a list of quotations. 隨函附寄報價單一紙。注意:常在enclose後麵加上herewith, 但最好不用,因為意思重複。另外,enclosed 是過去分詞,還可以作名詞用。如:We believe you will find the enclosed interesting. 我們相信貴方對所附之件會感興趣。Enclosure, 名詞,指附件。We thank you for your letter of April 15 with enclosures. 謝謝你4月15日的來函及附件。

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