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芜湖阳光体育用品有限公司获得外方订单一份，要求写出回函，并将订单翻译成中文。

（一）对此订单进行翻译并梳理内容；

（二）撰写一封订单接受的信函；

（三）撰写一封回绝此订单的信函，并说明理由；

（四）教师点评。

Thank you for your letter of May 23rd, 2011. We do appreciate your concession and want to accept your revised price. We are pleased to confirm our order as follows:

“D. D.” Brand Raincoats

Total amount: USD1 058 000.00 (Say US Dollars One Million Fifty Eight Thousand Only)

Packing: in polythene bags of one set each, 100 bags to a wooden case, 80 000 sets in one 20’FCL

Payment: by irrevocable documentary L/C drawn at sight

Delivery: as we need the goods urgently, please deliver the goods within 40 days after receipt of the order.

We enclose our purchase contract No. 2011/0523 in duplicate. Please return one copy with your counter-signature for our file.

芜湖瑞丰服饰有限公司收到美国 Smith 公司的一份订单，根据此订单填写买卖合同并讨论分析。

（一）教师提供一份出口合同模板；

（二）学生根据订单内容填写这份合同；

（三）各组轮流对合同中的条款进行分析和解释；

（四）教师辅助解释并点评。

出口合同模板（中英文对照）

（除非另有规定，“FOB”、“CFR”和“CIF”均应依照国际商会制定的《2000年国际贸易术语解释通则》（INCOTERMS 2000)办理。)

The terms FOB，CFR，or CIF shall be subject to the International Rules for the Interpretation　of Trade Terms (INCOTERMS 2000) provided by International Chamber of Commerce (ICC) unless otherwise stipulated herein.)

唛头Shipping Mark:

装运期限　Time of Shipment:

收到可以转船及分批装运之信用证＿＿＿天内装运。

Within _____ days after receipt of L/C allowing transshipment and partial shipment.

装运口岸　　　　　　　　　　　　　　　　　　　　　目的地

Port of Shipment:　　　　　　　　　　　　　　　　　　 Destination:

买方须于＿＿＿＿前将保兑的、不可撤销的、可转让的、可分割的即期付款信用证开到卖方，该信用证的有效期延至装运期后_____天在中国到期，并必须注明允许分批装运和转船。

By Confirmed， Irrevocable， Transferable and Divisible L/C to be available by sight draft to reach the Seller before ______ and to remain valid for negotiation in China until______after the Time of Shipment. The L/C must specify that transshipment and partial shipments are allowed.

买方未在规定的时间内开出信用证，卖方有权发出通知取消本合同，或接受买方对本合同未执行的全部或部份，或对因此遭受的损失提出索赔。

The Buyer shall establish a Letter of Credit before the above-stipulated time, failing which, the Seller shall have the right to rescind this Contract upon the arrival of the notice at Buyer or to accept whole or part of this Contract non fulfilled by the Buyer, or to lodge a claim for the direct losses sustained, if any.

按发票金额的＿＿＿%投保＿＿＿＿＿险，由＿＿＿＿负责投保。

Covering _____ Risks for______110% of Invoice Value to be effected by the____________.

凡以CIF条件成效的业务，保额为发票价的110%，投保险别以本售货确认书中所开列的为限，买方如要求增加保额或保险范围应以装船前经售方同意，因此而增长率加的保险费由买方负责。

For transactions concluded on C.I.F basis it is understood that the insurance amount will befor 110% of the invoice value against the risks specified in the Sales Confirmation, if additional insurance amount or coverage is required, the Buyer must have the consent of the Seller before shipment, and the additional premium is to be borne by the Buyer.

如买方提出索赔，凡属品质异议须于货到目的口岸之日起30天内提出，凡属数量异议须于货到目的口岸之日起15天内提出，对所装货物所提任何异议于保险公司、轮船公司、其他有关运输机构或邮递机构所负责者，卖方不负任何责任。In case of quality discrepancy, claim should be filed by the Buyer within 30 days after the arrival of the goods at port of destination, while for quantity discrepancy, claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destination. It is understood that the Seller shall not be liable for any discrepancy of the goods shipped due to causes for which the Insurance Company, Shipping Company, other Transportation Organization /or Post Office are liable.

11. 由于发生人力不可抗拒的原因，致使本合约不能履行，部分或全部商品延误交货，卖方概不负责。本合同所指的不可抗力系指不可干预、不能避免且不能克服的客观情况。

The Seller shall not be held responsible for failure or delay in delivery of the entire lot or a portion of the goods under this Sales Contract in consequence of any Force Majeure incidents which might occur. Force Majeure as referred to in this contract means unforeseeable， unavoidable and insurmountable objective conditions.

凡因本合同引起的或与本合同有关的任何争议，均应提交中国国际经济贸易仲裁委员会华南分会，按照申请仲裁时该会实施的仲裁规则进行仲裁。仲裁裁决是终局的，对双方均有约束力。Any dispute arising from or in connection with this contract shall be submitted to China International Economic and Trade Arbitration Commission, South China Sub-Commission for arbitration, which shall be conducted in accordance with the Commission’s arbitration rules in effect at the time of applying for arbitration. The arbitral award is final and binding upon both parties.

所有通知用＿＿＿文写成，并按照如下地址用传真/电子邮件/快件送达给各方。如果地址有变更，一方应在变更后＿＿＿日内书面通知另一方。All notice shall be written in _____ and served to both parties by fax/e-mail /courier according to the following addresses. If any changes of the addresses occur, one party shallinform the other party of the change of address within ____ days after the change.

14. 本合同为中英文两种文本，两种文本具有同等效力。本合同一式 _____ 份。自双方签字（盖章）之日起生效。

This Contract is executed in two counterparts each in Chinese and English, each of which shall be deemed equally authentic. This Contract is in _____ copies effective since being signed/sealed by both parties.

确认签署Confirmed by

卖方签字：　　　　　　　买方签字：

The Seller:　　　　　　　　　　The Buyer:

来自外方的订单

Shipping Mark: at your option

Payment: By 100% irrevocable documentary L/C drawn at sight

Other terms as per your quotation.

（一）教师提供一份银行电开信用证；

（二）学生小组分析信用证的各项基本内容；

（三）每组由一名负责人向全班解释信用证中的一个部分；

（四）教师提出问题并要求学生回答。

50 BALES/ABOUT 3 000KGS MULBERRY RAW SILK 20/22DN AND/OR 19/21DN 2A/A/B

GRADE AT SELLERS OPTION WITH CIQ CERTIFICATE WITHOUT ANY REMARKS

AT RATE USD18.15 PER KG CIF MUMBAI AS PER SALECONFIRMATION NO.2001BM0038DT01.11.2001 OF JIANGXI COMFORT IMPORT AND EXPORT CO., LTD.

1. SIGNED COMMERCIAL INVOICES, ORIGINAL PLUS 6 COPIES INDICATING THAT THE GOODS ARE AS PER SALES CONFIRMATION NO.2001BM0038 DATED 01−11−2001.

2. FULL SET CLEAN ON BOARD MARINE/OCEAN BILL OF LADING COVERING PORT-TO-PORT SHIPMENT.

3. TRANSPORT DOCUMENT MADE OUT TO THE ORDER OF INDIAN OVERSEAS BANK,MANDVI BRANCH,MUMBAI-3 WITH FREIGHT PREPAID CLAUSE AND NOTIFY PAPTY HETAMPURIA TRADING,21/1 LAKHI CHAUTRA,VARANASI-221001.

4. THIRD PARTY TRANSPORT DOCUMENTS ARE NOT ACCEPTABLE.

5. TRANSPORT DOCUMENTS MUST NOT BE DATED PRIOR TO THE DATE OF CREDIT.

6. SHORT FORM/BLANK BACK TRANSPORT DOCUMENTS ARE NOT ACCEPTABLE.

7. MARINE INSURANCE/ INSURANCE POLICY ISSUED TO THE BENEFICIARY AND BLANK ENDORSED FOR FULL INVOICE VALUE PLUS 10 PERCENT IN THE CURRENCY OF THE CREDIT WITH CLAIMS PAYABLE IN INDIA COVERING INSTITUTE CARGO CLAUSES (A) INSTITUTE WAR CLAUSES(CARGO).

8. CERTIFICTE OF CHINESE ORIGIN IN DUPLICATE ISSUED BY CHINA COUNCIL FOR THE PROMOTION OF INTERNATIONAL TRADE.

9. PACKING LIST IN DUPLICATE.

1. CERTIFICATE ISSUED BY THE STEAMER AGENT TO THE EFFECT THAT CARRYING VESSEL IS A CONFERENCE VESSEL AND IS REGISTERED WITH AN APPROVED CLASSIFICATION SOCIETY AS PER THE INSTITUTE CLASSIFICATION CLAUSE AND CLASS MAINTAINED EQUIVALENT TO LLOYDS 100A1 AND THE VESSEL IS NOT MORE THAN 25 YEARS OLD.

2. A COMPLETE SET OF NON-NEGOTIABLE DOCUMENTS SHOULD BE AIRMAILED DIRECTLY TO THE CREDIT OPENERS AT THEIR OFFICEADDRESS AT 102 VYAPAR BHAVAN,368/70 NARSHINATHA STREET, MUMBAI-400009 IMMEDIATELY AFTER SHIPMENT OF GOODS BY COURIER AND THE COURIER RECEIPT SHOULD ACCOMPANY THE ORIGINAL SET OF DOCUMENTS.

+ ON RECEIPT OF CREDIT CONFORMING DOCUMENTS AT OUT COUNTERS WE SHALL REMIT THE VALUE FOR YOUR ACCOUNT AS INDICATED BY YOU.

审核、修改信用证

（一）教师展示一份商品进出口合同和一份对应的信用证；

（二）学生小组研究合同和信用证的不符之处；

（三）小组负责人向全班说明其发现的不符之处；

（四）各小组撰写要求修改信用证的信函，并由一名组员做presentation；

（五）教师点评。

To: Anhui Best Imp. & Exp. Co. Ltd.

Advising Bank: Bank of China, Hefei Branch, Hefei, China

You are authorized to draw on Messrs, J. Henderson & Co. for a sum not exceeding USD51 500 (SAY:US DOLLARS FIFTY-ONE THOUSAND FIVE HUNDRED ONLY) available by draft drawn in duplicate on them at 60 days after sight, accompanied by the following documents:

(1) Full set of clean shipped on board bills of lading made out to order and blank endorsed, marked “FREIGHT PREPAID” covering 1 000 dozen silk blouses.

(2) Signed Commercial Invoice in triplicate, indicating S/C No.11/1234 dated 3 August, 2011.

Shipment from Chinese port to New York City, USA

Shipment is to be effected before November 30, 2011 with partial shipments andtransshipment prohibited.

This credit expires on December 10, 2011 in China.

单价：，没打52.50美元成本加保险费加运费到纽约市，含佣金3%

交货期：2011年11月份由中国港口装运，可转运，但不可分批装运

支付条件：不可撤销的即期信用证方式付款，议付有效期为最后装船期后15天内，在中国到期

（一）教师展示一份装船指示和买卖合同；

（二）学生根据交易内容填写订舱委托书；

（三）教师点评。

根据下列相关资料缮制一份集装箱海运订舱委托书

（三）学生分析一张典型的海运提单，以小组形式向班级解释提单的各个组成部分的含义；

SUBJECT TO THE TERMS AND CONDITIONS ON BACK 93A No. 0241877

（四）教师点评

（一）教师展示一份保险单，将学生分组讨论保单的基本条款；

中国人民保险公司（以下称本公司）根据被保险人的要求，在被保险人向本公司缴付约定的保险费，按照本保险单承保险别和背面所载条款于上列特款承保下述货物运输保险，特立本保险单。

This Policy of Insurance witness that the People’s Insurance Company of China (hereinafter called” The company”) at the request of the Insured and in consideration of the agreed premium paid to the company by the Insured, undertakes to insure the under mentioned goods in transportation subject to the conditions of this Policy as per the Clauses printed overleaf and other special clauses attached hereon.

（二）撰写一封要求对方代办保险的信函，增加某种附加险，增加保额至合同金额130%，保费由己方承担，并请对方寄送索款通知；