外贸英语(oversea sales)精华预备

janny870714 · 发表于 2008-10-10 09:45:11

We want to develop direct contact with Continental buyers for ourselves.

我们想为自己的公司同欧洲大陆的买主建立起直接的联系。

We see that your firm specializes in Light Industrial Goods, and we are willing to establish business relationship with you.

得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。

We are one of the largest importers of Electric Goods in this city, and we wish to establish business relationship with you.

我们是此地最大的电器进口商之一，愿意与你们建立业务关系。

We are willing to enter into business relationship with your company on the basis of equality and mutual benefit.

我们愿在平等互利的基础上与贵公司建立业务关系。

Our two countries have had trade relations for ten years.

我们两国之间已经有了10年的贸易关系。

We've never had any difficulties with our Chinese partners, and we'd like to make as many new contacts as we can.

和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。

We have made a very good start in our business with Japan.

我们和日本在业务上有了良好的开端。

Our company is thinking of expanding its business relationship with China.

我公司想扩大与中国的贸易关系。

As is known, we set great store by the trade relationship with the third world countries.

众所周知，我们十分重视同第三世界国家的贸易关系。

We look forward to reactivating our business relationship.

我们盼望我们的业务关系重新活跃起来。

We shall welcome a chance to renew our friendly relationship.

很高兴能有机会来恢复我们的友好关系。

We'll try our best to widen our business relationship with you.

我们将尽力扩大同你们的贸易关系。

We're writing you in order to establish business relationship.

我们写此信是为了与你方建立业务关系。

The arrangement will contribute to cement our pleasant relationship.

此项安排将有助于巩固我们良好的关系。

We're willing to restore our business relationship.

我们希望能恢复贸易关系。

It will be advantageous if steps are taken to resume our business relationship on the basis of mutual benefit.

如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。

The depressed market results in the stagnation of trade.

市场萧条导致贸易停滞。

We have been doing quite well in our business, we are willing to open an account with you.

我们的生意一直做得不错，希望能与你们建立帐户往来关系。

Words and Phrases

business association 业务联系，交往

business connection 业务联系

close relationship 密切的关系

closer ties 更密切的关系

to establish(enter into, set up)business relationship 建立业务关系

to continue business relationship 继续业务关系

to present business relationship 保持业务关系

to improve business relationship 改善业务关系

to promote business relationship 促进业务关系

to speed up business relationship 加快业务关系的发展

to enlarge (widen) business relationship 扩大业务关系

to restore (resume) business relationship 恢复业务关系

to interrupt business relationship 中断业务关系

When could you introduce me to your sister company?

什么时候把贵公司的兄弟公司介绍给我们？

Would you please introduce us to some of the most reliable exporters of Chinese handicrafts?

请向我们推荐一些最可靠的中国手工艺品出口商，可以吗？

If you are interested in dealing, with us in other products of our company, please inform us of your requirements as well as your banker's name and address.

如果你们有意经营我公司其他产品，请告知你方要求及往来银行的名称和地址。

Because of the rapid development of our business in Asia, we think it's necessary to open a branch at the following address.

鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。

We've often expressed our interest in investing in China.

我们一直对在中国投资很感兴趣。

Our abundant resources and stable policy provide foreigners with the advantages they invest here.

我们丰富的资源和稳定的政策为外商投资提供了有利条件。

Thank you for your manner of business cooperation.

我们对你们的合作态度非常满意。

We have been working on expanding our scope of cooperation with China.

我们一直努力设法扩大与中国的合作范围。

We believe in long-term cooperation with China because we view the future as bright.

我们相信与中国长期合作的前途是光明的。

Words and Phrases

trade prospects/outlook 贸易前景

trade cooperation 贸易合作

technological cooperation 技术合作

business cooperation 业务合作

cooperative relationship 合作关系

the scope of cooperation 合作范围

Additional Words and Phrases

trade fair 贸易展销会

trade show 贸易展览

trade agreement 贸易协议

to establish arrangement 达成协议

to reach an agreement 达成协议

trade terms/clause 贸易条款

trade balance 贸易平衡

to conclude a business transaction 达成贸易交易

to work with 与...共事

business activities 经济活动

business house 商行；商号

trading department/mechanics 贸易机构

trade association 贸易协会

the foreign trade department 对外贸易部门

C.C.P.I.T.( China Council for the Promotion of International Trade)

中国国际贸易促进会

Commercial Counselor's Office

中国使馆的商务处

Chamber of Commerce 商会

trading partnership 经营合伙人

foreign trade personnel 外贸工作者

trading center 贸易中心

trading market 贸易市场

tradesman/trade peoples 商人，零售商

to cement business relationship 巩固业务关系

人仔┽怪怪 · 发表于 2008-10-10 09:45:46

坐着这里看更新~

janny870714 · 发表于 2008-10-10 09:47:20

Your T shirts can find a ready market in the eastern part of our country.
贵国的T恤在我国东部市场很畅销。

We all understand that Chinese shippers are very popular in your market on account of their superior quality and competitive price.
我们都知道中国拖鞋因价廉物美而畅销于你方市场。

This product has been a best seller for nearly one year.
该货成为畅销货已经将近1年了。

There is a good market for these articles.
这些商品畅销。

There is a poor market for these articles.
这些商品滞销。

There is no market for these articles.
这些商品无销路。

Your bicycles find a ready market here.
你们的自行车在此地销路很好。

They talked over at great length the matter of how to increase the sale of your products.
他们详细地讨论了怎样增加你方产品的销售。

Please furnish us with more information from time to time so that we may find outlets for our stationery.
由于对此货物的需求将不断增加，请提前补充货源。

They are doing their utmost to open up an outlet.
他们正在尽最大努力以打开销路。

Our demand for this product is steadily on the increase.
我们对该产品的需求正在稳步地增长。

We are sure that you can sell more this year according to the marketing conditions at your end.
根据你地的市场情况，我们确信今年你们有望销得更好。

Packing has a close bearing on sales.
包装对产品的销路有很大关系。

We are trying to find a market for this article.
我们正在努力为此项商品找销路。

We regret we cannot find any market for this article.
我们很抱歉不能为此项商品找到销路。

According to our experience, these handicrafts can find a ready market in Japan.
根据我们的经验，这些手工艺品在日本销路很好。

We can discuss further details when you have a thorough knowledge of the marketing possibilities of our products.
等你们全面了解我们产品销售可能性之后，我们再进一步细谈。

According to your estimate, what is the maximum annual turnover you could fulfill?
据你估计，你能完成的最大年销售量是多少呢？

The market situation is not known to us.
我们还不了解市场情况。

Your market still has great potential.
你们的市场仍有很大潜力。

There are only a few unsold pieces.
只有几件商品未售出。

Words and Phrases

salable 畅销的

popular 有销路的

find a market 销售

selling line 销路

trial sale, test sale, test market 试销

salable goods 畅销货

popular goods 快货

the best selling line (the best seller) 热门货

to find (have) a ready market 有销路，畅销

to have a strong footing in a market 很有销路

good market 畅销

poor(no) market 滞销

goods that sell well 畅销货

sell like wild fire 畅销，销得很快

janny870714 · 发表于 2008-10-10 09:49:33

Promoting the sale of your suits has proved successful.
推销你们的西装还很顺利。

There appear to be no difficulty in marketing these products.
在市场上推销这些产品似乎没有什么困难。

We learn that you have years of experience in pushing the sale of porcelain products.
我们得知你们在推销瓷器方面很有经验。

Meanwhile, we should like to know your plan to push the sale of our products.
同时，我们很想了解你方推销我们产品的计划。

You are experienced in promoting the sale of our craft paper.
你方在推销我们的牛皮纸方面很有经验。

I can assure you we've spared no effort and spent quite a sum of money in pushing the sales of your products.
我可以向你保证在推销你方产品时，我们从没放松努力，并且动用了大量的资金。

We've spared no effort in promoting the sale of your products.
我们为推销你们的产品是竭尽全力的。

Our salesmen have worked hard to push the sale of your products here, there and everywhere.
我们几个推销员努力工作，四处奔走。

Thanks for all the work you've done to promote the sale of our products.
感谢您为推销我们的产品所作的努力。

Words and Phrases

selling techniques 推销技术

selling and administrative expense 推销及管理费用

selling concept 推销观点

Additional Words and Phrases eeff77

selling 卖的；出售的；销路好的

sell 卖；销售；有销路

sales agent 代销人；销售代理商

sell at a bargain, sell at a profit 廉价出售

sell goods at a high figure 高价出售

sellers' market 卖方市场

buyers' market 买方市场

selling price 售价，时价

selling season 销售季节

marketing mix 销售综合方法，销售策略

marketing establishment 销售企业，销售公司

consumer media 销售方面的宣传工具

sales person 推销员，售货员（包括男、女）

salesman 售货员

saleslady, salesgirl, saleswoman （口语）女售货员

sales clerk 男（女）售货员（美国口语）

marketing managers 推销经理

market test 销售实验

dumping 倾销

sporadic dumping 偶尔倾销，非持久性倾销

predatory dumping 掠夺性倾销

International Dumping Code 国际反倾销法

marketing system 销售体系

a company's marketing program 一家公司的销售计划

sales promotion 促销

marketing strategies 销售策略

market segmentation 市场分割

selling cost 销售成本

selling expense 销售费用

selling operation 销售业务

selling profit 销售利润

janny870714 · 发表于 2008-10-10 10:01:12

(1)FCA (Free Carrier) 货交承运人

(2)FAS (Free Alongside Ship) 装运港船边交货

(3)FOB (Free on Board) 装运港船上交货

(4)CFR (Cost and Freight) 成本加运费

(5)CIF (Cost,Insurance and Freight) 成本、保险费加运费

(6)CPT (Carriage Paid To) 运费付至目的地

(7)CIP (Carriage and Insurance Paid To) 运费、保险费付至目的地

(8)DAF (Delivered At Frontier) 边境交货

(9)DES (Delivered Ex Ship) 目的港船上交货

(10)DEQ (Delivered Ex Quay) 目的港码头交货

(11)DDU (Delivered Duty Unpaid) 未完税交货

(12)DDP (Delivered Duty Paid) 完税后交货

主要船务术语简写：

(1)ORC (Origen Recevie Charges) 本地收货费用（广东省收取）

(2)THC (Terminal Handling Charges) 码头操作费（香港收取）

(3)BAF (Bunker Adjustment Factor) 燃油附加费

(4)CAF (Currency Adjustment Factor) 货币贬值附加费

(5)YAS (Yard Surcharges)码头附加费

(6)EPS (Equipment Position Surcharges) 设备位置附加费

(7)DDC (Destination Delivery Charges) 目的港交货费

(8)PSS (Peak Season Sucharges) 旺季附加费

(9)PCS (Port Congestion Surcharge) 港口拥挤附加费

(10)DOC (DOcument charges) 文件费

(11)O/F (Ocean Freight) 海运费

(12)B/L (Bill of Lading) 海运提单

(13)MB/L(Master Bill of Lading) 船东单

(14)MTD (Multimodal Transport Document) 多式联运单据

(15)L/C (Letter of Credit) 信用证

(16)C/O (Certificate of Origin) 产地证

(17)S/C (Sales Confirmation)销售确认书（Sales Contract) 销售合同

(18)S/O (Shipping Order)装货指示书

(19)W/T (Weight Ton)重量吨（即货物收费以重量计费）

(20)M/T (Measurement Ton)尺码吨（即货物收费以尺码计费）

(21)W/M(Weight or Measurement ton)即以重量吨或者尺码吨中从高收费

(22)CY (Container Yard) 集装箱（货柜）堆场

(23)FCL (Full Container Load) 整箱货

(24)LCL (Less than Container Load) 拼箱货（散货）

(25)CFS (Container Freight Station) 集装箱货运站

(26)TEU (Twenty-feet Equivalent Units) 20英尺换算单位（用来计算货柜量的多少）

(27)A/W (All Water)全水路（主要指由美国西岸中转至东岸或内陆点的货物的运输方式）

(28)MLB(Mini Land Bridge) 迷你大陆桥（主要指由美国西岸中转至东岸或内陆点的货物的运输方式）

(29)NVOCC(Non-Vessel Operating Common Carrier) 无船承运人

janny870714 · 发表于 2008-10-10 10:08:34

第一讲：概述(executive summary)

概述是整个商业计划的第一部分，相当于整个商业计划的浓缩，使整个商业计划的精华所在。一般将概述放在最后书写，页数应控制在2页以内。

概述应包括的基本内容有：

企业的宗旨，例如：

In 2007, ABC Corporation was created to...

Now, ABC Corporation is at a point where…

背景介绍，例如：

For many years people have…

The condition of the industry today is such that…

产品或服务及市场竞争情况，例如：

We have just completed the development of S30 – a novel

and proprietary construction tool

Compared to competitive products, our s30 can…

企业目标，例如：

Our objective, at this time, is to propel the company into a

prominent market position. We feel that within 5 years ABC

Corporation will be in a suitable condition for further

expansion, an initial public offering or profitable acquisition.

To accomplish this goal we…

管理团队和管理组织，例如

Our management team consists of 5 men and women

Whose backgrounds consist of 10 years of marketing with…

市场策略，例如：

The fundamental thrust of our marketing strategy

consists of…

财务状况和计划，例如：

In 5 years we will have… and our investors will be

able to…

结论，例如：

ABC Corporation enjoys an established track-record of

excellent support for our customers. Their expressions of

satisfaction and encouragement are numerous, and we

intend to continue our advances in the…

第二讲：现状分析(present situation)

这部分尽可能简明扼要而又全面地介绍公司的情况，以及公司所在行业的信息。

市场环境，例如：

The marketplace has been stagnant for 2 years. We are

poised now to…

产品或服务，例如：

The present stage of S30 is in the design stage.

产品生命周期，例如：

Our current product line is…

价格和利润，例如：

Current prices are… and profits are…

客户，例如：

Current customers are using our… for…

销售渠道，例如：

We have service centers, retailers, manufacturer’s

representatives…

管理团队情况，例如：

Most of our management is in place, however, we require a

production manager to complete our team.

财务状况，例如：

Current cash available is….

第三讲：目标确定(objectives)

企业目标是企业使命和指导方针的具体化和数量化，它反应企业在一定时期内经营活动的方向和所要达到的水平。企业目标的实现时间较长，一般为三到五年或者更长时间。好的企业目标具有总体性、与外部环境联系密切、有很大的激励作用、切实可行等特点。

企业的基本目标，例如：

The primary objectives of our organization are to:

A

B

C

投资收益率(ROI)，例如：

Based on a XXX% market share for our XXX product by

20XX, we estimate our return on investment to be XXX%.

财务目标，例如：

            Last Year    This Year    Next Year

Sales

$ Volume

Unit Volume

% Increase/Decrease

Share of Market

Gross Profit

Manufacturing

Fully Burdened

Marketing Expenses

Advertising

Sales Promotion

Trade Allowances

Other

欲计将来增长、改进的目标，例如：

Other objectives we have set for ourselves include XXX.

We expect to replace (competitive/existing products or

services) by XXX% by 20XX.

We plan to add XXX (retailers, distributors, service centers)

per month/year and we will have a total of XXX (retailers,

distributors) by 20XX.

第四讲：组织结构(management)

投资者考察企业时，管理是最为重要的因素。没有一支优秀的管理团队和有效的组织模式，科技成果不可能和资本很好结合创造现实的生产力。一般需要介绍的管理人员有：总裁、常务副总裁、人事部总监、营销副总裁、财务副总裁、生产部总监。对每一位关键人员用文章一个段落的篇幅进行描述就可以。介绍组织结构时要注意以下问题：

1．  主要管理人员和专业人员的发展路径是怎样的？他们具有哪些技能？

2．  公司未来的组织机构是怎样的？

3．  谁将成为部门领导者？

4．  在哪些领域的管理应该加强？

5．  报酬机制如何？

团队结构介绍，例如：

Of the XXX people who make up the development staff,

there are XXX founders who hold the following positions:

   XXX, President

   XXX, Vice President of Finance

   XXX, Vice President of Marketing

   XXX, Vice President of Sales

   XXX, Vice President of Engineering

   XXX, Vice President of Research

   XXX, Vice President of Operations

   XXX, Director of Marketing

   XXX, Manager XXX Development

   XXX, Corporate Attorney

管理人员描述，例如：

XXX, President

XXX Degree, University of XXX

XXX’s professional experience includes many different

areas in the XXX industry.

人力资源需求，例如：

(Company) development team recognizes that additional

staff is required to properly support marketing, sales,

research, and support functions.

第五讲：产品分析(the product/service)

产品介绍应包括以下内容：
1．
产品名称
2．
性能及特性
3．
产品所处的生命周期
4．
产品的市场竞争力
5．
产品的研究和开发过程
6．
发展新产品的计划和成本分析
7．
产品的市场前景预测
8．
产品的品牌和专利

此外，还要从顾客和投资者角度出发回答下面的问题：
1．
顾客希望企业的产品能解决什么问题，顾客能从企业的产品中获得什么好处？
2．
企业的产品与竞争对手的产品相比有哪些优缺点，顾客为什么会选择本企业的产品？
3．
为什么用户会大批量地购买企业的产品？
4．
本公司能提供哪些购买便利？
5．
企业为自己的产品采取了何种保护措施，企业拥有哪些专利、许可证，或与已申请专利的厂家达成了哪些协议？
6．
为什么企业的产品定价使企业产生足够的利润？

介绍产品，例如：
This capability for XXX is a unique feature enjoyed by

(Company) and our customers.

专利保护，例如：
Our product(s) is protected under the following:

产品价格优势，例如：
Regarding cost savings (product/service) will save our
customers money in terms of XXX.

产品测试，例如：
Completed tests have shown that XXX (results).

产品特性描述，例如：
XXX is another powerful feature. This includes XXX.
XXX saves a tremendous amount of time when XXX.

[ 本帖最后由 janny870714 于 2008-10-10 10:20 编辑 ]

janny870714 · 发表于 2008-10-10 10:19:07

第六讲：市场分析(market analysis)

这部分内容包括行业分析、市场分析和竞争分析。行业分析包括企业所在行业概述、对行业发展方向的预测、对驱动因素的分析。市场分析的核心内容是在市场细分的基础上确定目标市场。要让投资者了解市场的规模有足够大的赢利空间和发展空间；知道市场有良好的发展前景，即所确定的目标市场在未来将会长生不衰。竞争分析中要对全部竞争产品及竞争厂家作出描述与分析。尤其要分析这些竞争对手所占有的市场份额、年销量与销售收入，以及他们的财务实力。此外还要对自己产品所具有的优势作分析，对未来市场变化趋势作预测。

介绍目标顾客购买的原因，例如：
It is easy to understand why the principal buying motives
are XXX because XXX.

介绍项目标顾客的特点，例如：
Young Married Couples
Age:

35-55
Income:
Medium to high
Sex:
Male or Female
Family:
Married or no children
Geographic:
Suburban
Occupation:
White collar
Attitude:
Early adapters

描述产品的竞争优势，例如：
The ability to XXX (what it can do) is unique to this
product/service, and our research indicates that its
performance is superior to anything else on the market
today.

对竞争产品做对比，例如：
Companies with competitive products/services in this
market are XXX. XXX (competitor) products only operate
in a XXX (limited, etc.) way.
第七讲：市场策略(marketing strategy)

市场营销策略极富挑战性，投资者希望了解公司的产品从生产到大最终用户手中的全过程，因此这部分应该包括以下内容：

1．  营销机构和营销队伍；

2．  营销渠道的选择和营销网络的构建；

3．  广告策略和促销策略；

4．  价格策略；

5．  市场渗透与开拓计划；

6．  市场营销中意外情况的应急对策等。

价格制定策略，例如：

The prices for our products /services are determined first

and foremost by XXX (competition, costs, suppliers,

manufacturers, package deals).

关于折扣，例如：

We can take advantage of volume purchases by XXX.

关于直销，例如：

The majority of sales will be through direct sales by the

(Company) sales staff.  (Company) anticipates hiring

XXX additional sales representatives to (cover additional

territories, retailers, distributors, markets, sell specific

products /services).

销售渠道，例如：

By operating within these distribution channels in this

manner we feel that we can maintain control of our

market.  In addition, we can generate growth at a

reasonable pace and obtain excellent sales results.

关于顾客服务，例如：

Another service to add value is to provide warehousing

of customer inventory.  This allows us to book larger

orders and provide faster order response.

第八讲：生产分析(manufacturing)

这部分主要包括以下内容：

1．  新产品的生产经营计划；

2．  公司现有的生产技术能力；

3．  品质控制和质量改进能力；

4．  现有生产设备或将要购置的生产设备；

5．  改进或购置生产设备的成本；

6．  现有的生产工艺流程

研发阶段，例如：

Much of the time and effort at (Company) during the past

XXX year period has been spent on research and

XXX product/process development.

生产制造，例如：

The process used to produce (product) begins with XXX

(full description).

产品性能，例如：

The acquisition cost for land and improvements is $XXX

which will be allocated in XXX increments.

关于设备，例如：

This equipment is used in the processes as described

and configured above to ensure yield, lead-time, and costs

are sufficient to provide projected gross margin.

第九讲：财务分析(financial projections)

财务分析应包括以下内容：

1．  展示财务现状；

2．  今后三年的发展预测；

3．  投资计划；

4．  财务预测：损益预测表、资产负载预测表、现金流量预测表；

5．  资本退出方式

现金流量预测表，例如：

Cash Flow Forecast

Last Year  This Year  Next Year

Beginning Cash Balance

Cash Receipts

  Collection of Receivables

  Interest Income

  Total Cash Receipts

Cash Disbursements

  Accounts Payable

  Payments of Other Expenses

  Income Tax Payments

  Total Cash Disbursements

Net Cash from (Used for) Operations

Sale of Stock

Purchase of Equipment

Decrease (Increase) in Funds Invested

Short-term Borrowings (Repayments)

Ending Cash Balance

第十讲：附件(appendix)

附录同样是商业计划书的一个重要部分。为了使正文言简意赅，许多不能在正文过多叙述的内容可以放在附录部分。特别是一些表格、个人简历、市场调查结果、相关的辅助证明材料等，都应该放在附录部分。

一般附录包括：
1．
重要合同
2．
信誉证明
3．
图片资料
4．
分支机构表
5．
市场调查结果
6．
主要领导人履历
7．
技术信息
8．
生产制造信息
9．
宣传资料

附录部分的撰写原则：
1．
商业计划书必须与附录分开，附录多时应按功能分类；
2．
附录部分为商业计划书提供必备的补充资料，不必把所有东西都放入附录，只放那些能真正增加正文说服力的。
3．
附录要尽可能短，避免长篇大论。

[ 本帖最后由 janny870714 于 2008-10-10 10:22 编辑 ]

janny870714 · 发表于 2008-10-11 09:04:40

eeff64
汇票（Bill Of Exchange，Bill，Draft）是一种无条件的书面支付命令，是国际贸易中使用频率最高的支付工具，各银行印制的汇票格式和内容大体一致，由卖方以英文填写做成正本一式两份，使用原则为“付一不付二”、“付二不付一”。汇票做成后可以分两个邮政班次向国外寄发（以防在邮程中丢失），也可一次寄出。常见的汇票为即期/远期的跟单商业汇票，有些汇票可以背书转让，汇票的流转程序在逆汇时是出口方（受益人）——银行——进口方（申请人），在顺汇时则是进口方——出口方——银行。
根据各国法律规定，汇票是种有价证券。汇票上通常包括下列内容：汇票名称、出票依据、L/C号、开证日期、大小写金额、出票日期和地点、汇票付款期限、受款人、受票人、出票人（以上通常为必填项目）、汇票号、利息利率、汇票失效条款、对价付讫条款、免于追索、禁止转让规定等，并非所有汇票上印制的内容都需要填写，不同付款方式下某些汇票内容的填写会略有区别。

1.当事人。一张汇票通常涉及出/开票人（issuer/drawer）、受票人/付款人/致票人（drawee/payer）和收/受款人（payee）三方。

出票人应出现在汇票的右下方，一般以与发票相同的签字盖章的形式体现；受票人则在左下方（To之后），每张汇票必须以指定的银行或开证行作为付款人。当L/C要求开立汇票而又未明确付款人时，以开证行为付款人，当L/C要求“Drawn on us”时也填写开证行，当L/C具体指定了付款人时应从其规定，当L/C要求汇票“Drawn on applicant”时填写开证人名址（但这种汇票只相当于一张普通单据），托收付款时填写进口商名称、地址；收/受款人也叫汇票的抬头人，是出票人指定的接受票款的人（可以是出口商或其指定的人），汇票的抬头人通常有三种写法：第一，记名抬头（在受款人栏目中填写“Pay to the order of xxx”或“Pay to xxx or order”，最常见），第二，限制性抬头（填“Pay to xxx only”或“Pay to xxx only，not transferable），第三，持/执票人抬头（“Pay to the bearer / holder，很少使用）。

汇票当事人还可能包括承兑人（acceptor）、背书人（indorser / endorser）、被背书人indorsee / endorsee）、保证人（guarantor）和持票人（holder）等。

2. 几个时间/期限。主要包括出票日期、付款期限和L/C方式下的开证日期。

出票日期通常可以在提单签发日期之后，汇票上记载出票日期的主要意义在于确定汇票的有效期、到期日；付款期限的填写：即期L/C条件下，在汇票中的At和sight之间打上“xxx”或“***”或“---”等符号，远期则在At后根据实际情况打上具体期限（例：L/C要求汇票为at 30 days after sight，则在At和sight之间打上“30 days after”字样），托收时在汇票中的At之前打上D/P或D/A，余下内容的填写与L/C条件下的要求相同；开证日期则只出现在L/C方式下的汇票中。

3. 金额。大小写金额要一致，注意货币符号和数字的顺序，习惯在大写数字前加“Say”或“Total”，在数字后加“Only”，大写写法应注意小数部分的表达，例：USD0.58可表达为US Dollars Point Five Eight; Cents Fifty Eight; 58/100，小数点后保留两位小数，汇票金额必须与发票一致，除非信用证另有规定或出现UCP500（跟单信用证统一惯例，现在已升级到UCP600）第37条b款规定的情况。

4. 其它内容出票依据（Drawn under）表明根据什么填写制作汇票。L/C条件下有三项（开证行名称、信用证号和开证日期），这是开证行在一定的期限内对汇票的金额履行保证付款责任的法律根据；托收项下可填写Inv. No.（发票号码），B/LNo.（提单号码），S/CNo.（合同号码）或合同中的货物名称等。

5. 出票地和付款地。前者在出口方所在地；后者表现为付款人的地点（既是汇票金额的支付地，也是要求付款地或拒绝证书做出地），规定地点的意义在于便于当事人准确把握汇票的法律适用问题。

6. 汇票号码（为方便查阅、对比，多数公司通常使用与发票号码相同的号码）；对价付讫（可以空白）；各种批注（应按要求加以满足）等。