UNIT ONE
Ⅰ. Translate the following institution names into Chinese and explain their basics to your classmates in your own words.
1. World Trade Organization __世界贸易组织_____________
2. International Chamber of Commerce __国际商会_____________
3. United Nations Conference on Trade & Development _联合国贸易和发展会议________
4. World Bank __世界银行__________
5. International Monetary Funds __国际货币基金组织_____________
6. The Ministry of Commerce of the People’s Republic of China ___中华人民共和国商务部___
7. The China Council for the Promotion of International Trade __中国国际贸易促进委员会___
8. General Administration of Customs of the People’s Republic of China 中华人民共和国海关总署
9. General Administration of Quality Supervision, Inspection and Quarantine of the People’s Republic of China _国家质量监督检验检疫总局____
Ⅱ.Judge whether the following statements are true or not through your research and share your opinion with your classmates.
1.China is now the biggest country in the world in terms of export an import volume. （F）
2.According to Factor-Proportion Theory, China shall only produce labor intensive products.
（T）
3.GSP tariff rate is the lowest compared with MFN Tariff Rate and General Tariff Rate.（T）
4.Intoterms 2000 specify all the obligations of the seller and the buyer in a trade transaction.
（F）
5.Most of the international transactions are paid by letter of credit. （F）
UNIT TWO
Ⅱ. Judge whether the following statements are true or false.
1.When goods of higher quality than the contract quality are delivered, there will be no dispute
arising thereon.（F）
2.The goods of the best quality shall be chosen as the sample for sale. （F）
3.Generally quality deviation within the quality tolerance or quality latitude will not result in an
adjustment in price. （T）
4.The more or less clause is mainly applicable to industrial finished products. （F）
5.The breach of the quality clause in the contract is regarded as a fundamental breach of
contract. （T）
Ⅳ. Translate the following sentences into English.
1.AC2009是我们最新开发的产品，该产品质量上乘，外观时髦，价格合理。
2.500 公吨是目前我们能供应的最大数量。
3.我们已经收到了上周五你们寄来的样品，我们对样品的质量很满意。
4. 如果贵方第一批运来的货令人满意，随后将有大批续订。
5. 我们出售的产品是以装船数量为准，而不是以卸货数量为准。
1．AC2009 is our newly developed product, it is of superior quality, fashionable design and reasonable price.
2. 500 metric tons is the biggest amount we can supply at present.
3. We have received the sample which you sent to us last Friday and we are satisfied with the sample quality.
4. If the quality of the first consignment is satisfactory，we will place a repeat order in large quantity.
5. The landed quantity instead of the shipping quantity shall govern.
UNIT THREE
Ⅰ. Explain the following terms in simple English and give their Chinese equivalents.
Ⅱ.Translate the following sentences into Chinese.
1. In iron drums of 190kgs net each.
2.In cartons each containing 4 boxes about 9 lbs. Each piece waxed and wrapped with paper.
3.Goods are in neutral packing and buyer’s labels reach the seller 45 days before the month of
shipment.
4.To be packed in polypropylene woven bags, 50kgs each, gross for net. The name of the goods,
weight, country of origin and package date should be marked in English.
5.In new single jute bags, each containing 100 kilos net. All the bags must be strong enough to
stand rough handling and ocean transportation.
1．用铁桶装，每桶净重190公斤。
2．用纸箱包装，每箱装四盒，每盒大约9磅。每件商品都必须蜡封并用纸进行包装。3．商品采用中性包装，买方的标签必须在装船月前45天送达卖方。
4．用聚丙烯编织袋包装，每袋50公斤，以毛代净。每袋包装上必须用英文标注商品名称、重量、原产国、包装日期。
5．用新的单层麻袋包装，每袋净重100公斤。麻袋必须足够结实以适应野蛮装卸和海洋运输。
Ⅲ. Translate the following sentences into English.
1．我们订购的这批货物，不知你们将如何包装？
2．这种纸箱用于远洋运输，恐怕不够结实。
3．我们将把你们对于包装的建议转告给我们的供应商。
4．按照惯例，包装费应该由买方支付。
5．贵国海关对木质包装有什么特别的规定和要求？
1．How will you pack the goods we ordered?
2. I’m afraid the carton is not strong enough for ocean transportation.
3. We will transfer your suggestions on packing to our supplier.
4. According to normal practice, the packing charge shall be borne by the buyer.
5. Do your nation’s customs have any special requirement and regulations on wooden packages?Ⅳ. Judge whether the following statements are true or false.
1. Shipping marks will only appear on the outer packing of the cargos and nowhere else. (F)
2. “Carton 1/50” in the shipping mark means the goods are packed in 50 cartons and this carton
is the first one. (T)
3. Generally, the full name of the importer, the name of the commodity will appear on the outer
packing. (F)
4. For FCL (full container load), when the cargos are of the same type of packing, no shipping
mark will be printed. (T)
5. Outer packing shall be of the smallest dimension and weight with sufficient protection of the
goods. (T)
UNIT FOUR
Ⅰ. Judge whether the following statements are true or false.
1. International Chamber of Commerce initiated the Incoterms in 1936. (T)
2. Incoterms 2000 are applicable to all modes of transport. (F)
3. If you want to use Incoterms, you must specifically include them in your contract. (T)
4. Incoterms 2000 help determine how the title to the goods will be transferred. (T)
5. The incoterms in C group indic ate an “arrival” contract. (F)
6. The incoterms in D group indicate a “shipment” contracts. (F)
7. The term “DDP V AT Unpaid” implies the seller pays for customs formalities and import
duties, but does not pay for value added taxes. (F)
8. Under FOB, the seller shall provide the buyer with necessary information to obtain insurance. (T)
9. Under CIF, the seller assumes all risks of loss or damage to the goods until they have passed
the ship’s rail at the port of destination. (T)
10. Incoterms 2000 are the only trade terms which can be used among sellers and buyers
between China and U.S.A. (F)
Ⅱ.Translate the following sentences into Chinese.
1. The seller must provide the goods and the commercial invoice, or its equivalent electronic message, in conformity with the contract.
2. The buyer must contract at his own expense for the carriage of the goods from the named
port of shipment.
3. The seller must deliver the goods on the date or within the agreed period at the named port of shipment and in the manner customary at the port on board the vessel nominated by the buyer.
4. The buyer must pay the costs of any pre-shipment inspection except when such inspection is mandated by the authorities of the country of export.
5. The seller must pay the costs and freight necessary to bring the goods to the named port of
destination but the risk of loss of or damage to the goods, as well as any additional costs due to events occurring after the time of delivery, are transferred from the seller to the buyer.
1. 卖方必须提供与合同相符的货物和商业发票或与发票具有同等效力的电子数据。
2．买方必须自付费用订立指定装运港运送货物的合同。
3．卖方必须在约定的日期或期限内，在指定的装运港，按照该港习惯方式，将货物交至买方指定的船只上。
4．买方必须支付任何装运前检验的费用，但出口国有关当局强制进行的检验除外。
5．卖方必须支付将货物运至指定的目的港所需的运费和费用。但交货后货物灭失或损坏的风险，以及由于各种事件造成的任何额外费用，即由卖方转移到买方。
UNIT FIVE
Ⅰ.Translate the following sentences into Chinese.
1. “Offer fresh potatoes, produced in Bangladesh Thailand, USD750.00 per M/T FOB
Chittagong Port.”
2. We supply cashew nuts in bulk, US$800.00 per M/T FOB New York, USA.
3. There is no minimum order for each product in the catalogue, but an amount of USD200
for each order is requested, not including delivery cost, tax and V A T.
4. We offer 5% discount on the order above USD$1000 or more than 30 pieces per
style/color/size, not including delivery cost, tax and V A T.
5. Quotations in a currency other than US dollar are based on the rate of exchange at the time of
quoting and, unless otherwise stated, the price may be subject to revision up or down if any different rate of exchange is ruling at the date of invoice.
1. 报价，产于泰国、孟加拉国的新鲜土豆，每公吨750美元FOB吉大港。
2. 我方可提供散装腰果，每公吨800美元FOB美国纽约。
3 . 商品目录表中的每件商品都没有最低订货数量，但是每个订单的金额不得少于200美元，
不包括运输成本，税费和增值税。
4. 我们对于金额超过1 000美元或每个式样、颜色、尺寸的数量都超过30件的订单都给予
5%的折扣，不包括运输成本，税费和增值税。
5. 以非美元货币所进行的报价，以报价时的汇率为准，除非另有规定，如果发票日的汇率
不同则价格应相应上下浮动。
Ⅱ.Calculation
1. The buyer from Hong Kong agrees to purchase from the seller in Shanghai 1,000 sets of tool
kits at HK$80.00 per set CIF Hong Kong. The insurance is arranged to cover All Risks (Rate=0.5%) at 110% of the invoice value of the purchase. Work out how much it is in HK dollars CFR Hong Kong.
FOB = CIF－I－F
I = CIF×(1＋10%)×0.5%
= 0.44
F = 3
FOB = 79.56
2.Convert US$ 50 per case CIF New York into CFRC5 New York. (The insurance is arranged to
cover All Risks at 0.5% of 110% invoice value)
CFR = CIF-I
I=CIF×(1＋10%)×0.5%
= 50×(1＋10%)×0.5%
= 0.275
CFR = CIF-I=49.725 CFRC5 = CFR×(1-5%)= 52.34
UNIT SIX
Ⅱ. Translate the following sentences into Chinese.
1. Shipment on or before Oct. 24th, 2008, with transshipment and partial shipments allowed.
2. Shipment is to be made within 30 days after receipt of the letter of credit and the letter of
credit shall reach the seller no later than Sep.1, 2007.
3. Full set of clean on board ocean bill of lading made out to order and blank endorsed, marked
“freight prepaid” and notify the applicant.
4. Forward’s bill of lading is acceptable.
5. In accordance with your request, we enclose one full set of copy documents including
commercial invoice, packing list, survey report, and bill of lading for your clearance.
6. With reference to the goods of order No. 8765, we have booked shipping space on the
COSCO Line.
7. The estimated time of departure of the vessel will be on December 15 and the estimated time
of arrival will be on December 27.
8. Please deliver the consignment on time for joining the display in Singapore.
9. Because we need the goods urgently, we have to ask you to deliver them by air as soon as
possible.
10. We regret to inform you that we can’t ship the goods as you instructed due to the shipping space unavailable.
1．在2008年10月24日或之前装运，允许分批装运和转船运输。
2．信用证不迟于2007年9月1日达到卖方，卖方收到信用证后30天内完成装运。
3．全套清洁已装船海运提单，抬头为凭指示，空白背书，注明运费已付并通知信用证申请人。
4．货代提单可以接受。
5．按照你方的要求，我们随附全套单据副本，包括发票、装箱单、检验报告、提单供你方清关。
6．对于号码为8765的订单下的货物，我们已经向COSCO订好了舱位。
7．船舶预计开航时间为12月15日，预计达到时间为12月27日。
8．请按时交运货物以方便参加新加坡的展览。
9．因为我们急需这批货物，请通过空运尽快运输。
10．我们遗憾地通知你们因为舱位紧张我们无法按你方的要求装运。
Ⅲ. Translate the following sentences into English.
1. 你们出口设备通常采用哪种运输方式？
2．因为铁路运输费用高，我们建议你们采取海运的方式。
3．由于没有直达船只，我们只好安排海陆联运。
4．货物一发出，我们就会给你们寄一份单据副本。
5．为了便于准备货物，我们希望允许分批装运。
6．我们订购的这批货物都是季节性商品，还是一次发运为好。
7．由于目的港不是基本港，我们希望能够允许转船运输。
8．在交货期前一个月，你们的信用证必须开到。
9．十月份之前货物必须装船，否则我们就赶不上销售季节了。
10．货物装运后请尽快把装船通知发给我们，以方便我们办理保险。
1. What is the usual mode of transport for your equipment export?
2. We suggest ocean transportation because of the high freight of railway transportation.
3. We have to arrange sea-land through transportation due to the absence of direct transport vessel.
4. We will send you a copy of the documents as soon as we dispatch the goods.
5. We hope that partial shipments are allowed to convenience the preparation of goods.
6. The goods we ordered are se asonal goods. You’d better ship them in one lot.
7. The destination port is not a main port, for which we hope that transshipment can be allowed.
8. Your letter of credit must reach us one month before the time of shipment.
9. Shipment must be made before October otherwise we will miss the sale season.
10. Please send us the shipment advice immediately after shipment to convenience our effecting
insurance.
Ⅳ.Judge whether the following statements are true or false.
1. A house bill of lading is issued by the shipping company. (F)
2. An unclean bill of lading is usually not acceptable by the bank. (T)
3. A straight bill of lading can not be transferred. (T)
4. A stale bill of lading always refers to the bill of lading which is presented to the bank more
than 21 days after its issuing date. (T)
5. International multi-modal transportation consists of at least two modes of transport. (T)
6. Seaway bill and airway bill are both documents of title. (F)
7. In liner shipping, there is demurrage and dispatch money. (F)
8. For FCL, box rate is usually used to express the freight of the cargo. (T)
9. The issuing date of the bill of lading shall be the same as the date when the cargo loading is
finished. (T)
10. For sales concluded on the basis of CIF, the corresponding bill of lading shall be marked
“freight to collect”. (F)
UNIT SEVEN
Ⅰ.Please explain the following terms in simple English and translate them into Chinese.
Ⅱ. Judge whether the following statements are true or false.
1.Under All Risks, the insurance company will make compensation for losses or damages
caused by all kinds of risks. （F）
2.The risk of fresh water leakage is covered by W.P.A. （F）
https://www.doczj.com/doc/0317617196.html,panies can insure their cargoes against Institute Cargo Clauses with P.I.C.C. （T）
4.According to China Insurance Clauses, special additional risks can not be covered alone. （T）
5.Under C.I.F., the seller is obliged to insure the goods against the minimum insurance coverage.
（T）
Ⅲ. Translate the following sentences into Chinese.
1.Insurance applicants on most occasions are also the insured, but sometimes are not.
2.Please let us know immediately the detailed risks you wish to insure against for your shipment
in question.
3.Our customer requests that the wooden cases must be reinforced by steel strapping and
meanwhile the shipment be insured against pilferage.
4.Since three-fifths of the voyage is in the tropical weather and the goods are liable to go moldy,
we think it advisable to have the shipment covered against the risk of mold.
5.Insurance to be covered by the seller for 110% of the total invoice value against All Risks and
War risks as per and subject to the relevant ocean marine cargo clauses of the People’s Insurance Company of China dated 1/1/1981.
1．投保人大多是被保险人，但有时并不是。
2．请尽快告知我们你们希望为货物防范的风险详情。
3．我们的客户要求木箱必须用铁条加固并给货物投保偷窃险。
4．因为三分之一的航程是热带地区，而且货物容易发霉，因此我们建议应该给货物投保发霉险。
5．由卖方根据中国人民保险公司1981年1月1日颁布的海洋货物运输保险条款按照发票金额的110%投保一切险和战争险。
Ⅳ. Translate the following sentences into English.
1.我们这批货物是按照FOB条件成交的，应该由你方自行投保。
2.我们将给货物投保水渍险和碰损、破碎险。
3.我们有一批货物要运往美国，我想了解一下你们的海运保险。
4.我们采用国际保险中惯用的“仓至仓”责任条款。
5.如果货物在运输途中招致损坏，你可以凭检验报告向驻贵地的保险代理商提出索赔。
1.These goods are sold on the basis of FOB. It is your obligation to effect insurance.
2.We will insure the goods against W.P.A. and Risk of Clash and Breakage.
3.We have goods transported to U.S.A and we’d like to understand the marine transport
insurance you provide.
4.The customary clause of “Warehouse to Warehouse Clause” in international transport
insurance is employed.
5.In case of any damage during the transport, you may claim against the insurance agency in
your place with a survey report.
UNIT EIGHT
Ⅱ. Judge whether the following statements are true or false.
1.Under L/C payment, the drawee of the corresponding bill of exchange is usually the issuing
bank. （T）
2.Dishonor of the bill of exchange just means the payer refuses to pay it. （F）
3.The promissory note is generally issued in two copies. （F）
4.The check is generally paid at sight. （T）
5.For the exporter, D/P means more risks than D/A. （F）
6.Collection is a kind of payment based on commercial credit. （T）
7. A clean bill of exchange is a bill of exchange without any unfavorable remarks. （T）
8.When the payment method is collection, the exporter will generally prefer CIF to FOB. （T）
9.When issuing a check, the drawer shall be a depositor of the paying bank. （T）
10.At present, telegraphic transfer is more widely used than mail transfer. （T）
Ⅲ. Translate the following sentences into Chinese.
1.After shipment being made, the Sellers shall send through their bank a sight draft on the
Buyers together with the shipping documents.
2.We enclose a cheque, value US$10000, in payment of the account for goods delivered on
August 5th.
3.We have drawn on you this day a thirty days’ sight draft for the amount of Euro 20,000 in
favor of Bank of China, Shanghai, dated December 20th.
4.The Buyers shall dully accept the documentary draft drawn by the Sellers at 30 days sight
upon first presentation and make payment on maturity.
5.Bank of China (Hong Kong), as a member of the Factors Chain International (FCI), provides
one-stop Factoring Services to meet your accounts receivable needs.
1．装运完毕后，卖方应该通过银行寄出以买方为受票人的即期汇票和运输单据。
2．我们随附一张金额为1万美元的支票来支付8月5日发运的货物。
3．我们今天以你方为受票人开出一张金额为两万欧元，见票后30天付款的汇票，该汇票的收款人为中国银行上海分行，时间为12月20日。
4．买方对卖方出具的见票后30天付款的跟单汇票于第一次提示时予以承兑，并在汇票到期日付款。
5．中国银行（香港）作为国际保理协会的成员可以为你的应收帐款提供一站式的保理服务。Ⅳ. Translate the following sentences into English.
1．我们希望你们接受D/P付款方式。
2．我们希望你方能够在10月20日前将全部货款通过电汇的方式支付给我们。
3．受经济危机的影响，出口收汇的风险不断增加，我们想为这笔业务办理保理。
4．我们通常的做法是由买方在合同签署后预付30%的定金，我们收到定金后再安排装运。5．对于初次交易，我们通常不接受以托收的方式来支付。
1.We hope that you can accept D/P.
2.We hope that you can send us 100% of the proceeds by T/T before October 20th.
3.We want to arrange factoring for this transaction due to the increasing export payment
risks resulting from economic crisis.
4.Our normal practice is that the buyer makes a 30% down payment after signing the
contract and we will arrange shipment after receiving the down payment.
5.We generally do not accept collection for the initial transaction.
UNIT NINE
Ⅱ. Judge whether the following statements are true or false.
1. Letter of credit is a payment method based on commercial credit. （F）
2. According to UCP600, any credit is an irrevocable letter of credit. （T）
1.The advising bank is usually in the country of the L/C applicant. （F）
2.An open negotiation L/C means the L/C can be negotiated with any bank. （T）
3.The documents presented for negotiation must be strictly in conformity with the L/C. （T）
4.Under L/C payment, the issuing bank will examine the goods to see whether they conform to
the L/C or not. （F）
5.When the issuing bank has made payment under confirmed L/C, it still has the right of
recourse to the beneficiary. （F）
6.When applying for a letter of credit, the applicant must pay the issuing bank 100% of the
L/C amount as collateral. （F）
7.Brief cable L/C is not regarded as an operative credit instrument. （T）
8.Nowadays, the L/C is mostly opened by ail mail. （F）
Ⅲ. Translate the following sentences into Chinese.
1.Signed commercial invoice in 5 copies indicating this L/C No. and contract No. and shipping
mark.
2.Insurance policy/certificate in duplicate blank endorsed for 110% of CIP value, showing
claims payable at destination in same currency of the draft covering All Risks and War Risks as per ocean marine cargo clause of the People’s Insurance Company of China dated 1/1/1981.
3.Full set plus 1 non-negotiable clean on board marine bills of lading made out to the order of E.
Sun Commercial Bank Ltd. Notifying applicant marked “Freight Prepaid”.
4. A discrepancy fee of USD 50.00 or equivalent will be deducted from proceeds of discrepant
documents.
5.All other bank charges, except establishing bank charges, are for account of the beneficiary.
6.Inspection certificate issued by the applicant whose signature must comply with that on his
passport.
7.This credit is not operative only after having obtained the import license and in any case only
after our telex advice to you.
8.This credit is subject to the Uniform Customs and Practice for Documentary Credits (2007
revision).
9.Documents must be presented at place of expiration no later than 10 days after date of
shipment and within documentary credit validity.
10.We open this Letter of Credit by order of ABC Company, Vancouver for a sum not exceeding
50,000 USD (SAY US DOLLARS FIFTY THOUSAND ONL Y) available by drafts drawn on us at sight.
1．已签署的商业发票一式五份显示合同号码、信用证号码和码头。
2．一式两份的空白背书保险单/保险凭证，保险金额为CIP价格的110%，按照中国人民保险公司1981年1月1日颁布的海洋货物运输保险条款投保一切险和战争险，保险赔偿的地点为目的地，赔偿的货币为汇票货币。
3．全套清洁已装船提单和一份不可转让的副本，抬头为凭E. Sun Commercial Bank Ltd.指示，通知信用证申请人，注明“运费已付”。
4．对于任意一个不符点，将从货款中扣除50美元不符点费。
5．除了开证行的费用外，所有其他银行的费用都由受益人支付。
6．由信用证申请人开出的检验证书上的签名必须与其护照上的签名保持一致。
7．本信用证只有在我方获得进口许可证并且必须在我方电传通知你方后才可以生效。8．本信用证遵循跟单信用证统一惯例（2007年版）的规定。
9．所有单据必须在装船后10天之内并在信用证有效期内于信用证到期地提交。
10．我们根据温哥华ABC公司的要求开出本信用证，其金额不超过50 000美元，该信用证凭受票人为我们的即期汇票付款。
Ⅳ. Translate the following sentences into English.
1．我希望你们能在收到我方信用证后马上发货。
2．货价的50%用信用证方式支付，其余用付款交单的方式如何。
3．信用证应该保持在装船后15内有效。
4．请在信用证上注明“信用证在中国议付有效”。
5．如果采用信用证来支付，你们能否给我们一些折让。
1.We hope that you can make shipment immediately after receiving our letter of credit.
2.How about 50% of the payment is to be made by L/C and the rest by D/P?
3.The L/C shall remain valid until 15 days after shipment.
4.The L/C must bear “the letter of credit is available by negotiation in China.”
5.We can grant you some discount if you make payment by L/C.
UNIT TEN
Ⅰ.Please explain the following terms in simple English and translate them into Chinese.
1. The best method of solving dispute in international trade is litigation. （F）
2. Under the inspection mode of Landed Quality and Quantity, the quality and quantity at the
port of destination shall govern. （T）
3. In case of force majeure, the contract shall be terminated. （F）
4. If either of the two parties is not satisfied with the result of arbitration, the two parties may
further solve the dispute through litigation. （F）
5. The arbitration rules and procedural laws of the country where the arbitration is carried out
will be chosen as the rules and laws for arbitration. （T）
Ⅲ. Translate the following sentences into Chinese.
1.We regret to inform you that there fifteen cartons damaged when your goods reached here and
it was apparently caused by your bad packing.
2.The goods under L/C No. ***have been received, however, we regret to inform you that their
quality is not the same as that of original sample.
3.After we carefully checked the record in QC and Packing Dept., we conclude that the goods
left here in good condition, so we think the damage must have happened during transit.
4.The delay in your shipping the goods under order No.83/176 has resulted in our suffering
great losses, please advise us of your solution.
5.The certificate should indicate that inspection had been carried out just before loading.
6.Pre-shipment inspection report shall be issued and signed by Mr. Fred Qiu., our importing
agent.
7.The sellers shall not be held responsible for late delivery or non-delivery of the goods owing
to the generally recognized force majeure causes.
8.The arbitral award is final and binding upon both parties.
9.Any dispute arising out of or in connection with the Contract shall be finally settled by
arbitration without recourse to Courts.
10.Having received your letter complaining about the package, regarding this matter, we will
allow you a 10% discount as compensation.
1．我们非常遗憾地通知你们我们收到的货物中有15箱货物受到损坏，很显然这是因为你们包装不良造成的。
2．我们已经收到了号码为****的信用证项下的货物，但是我们遗憾地通知你们货物的质量与样品质量不符合。
3．我们通过检查质量控制和包装部门的记录确认该批货物在发运时状态完好，因此我们认为损害是在运输途中发生的。
4．由于你们延误了号码为No.83/176的订单项下货物的运输，给我们造成了巨大损失，我方希望你们尽快通知我们解决方案。
5．检验证书上必须显示检验在装船之前进行。
6．装船前检验报告必须由我方的进口代理Fred Qiu出具和签署。
7．卖方对于由于公认的不可抗力原因造成的延迟交货或无法交货不负责任。
8．仲裁结果是终局性的而且对双方均有约束力。
9．任何因本合同或与本合同相关的争议应该通过仲裁解决而不得诉诸法律。
10．我们已经收到你方关于包装的投诉，我们将给予你方10%的折扣作为赔偿。
Ⅳ. Translate the following sentences into English.
1．这批货物的实际到港重量与发票相差30公吨。
2．这是由伦敦一家非常知名的公证行提供的检验报告。
3．对于运输途中产生的任何损失我们不承担赔偿责任。
4．你们所交货物的颜色与最初你们提供的样品有一点不一样。
5．我们希望能够将仲裁的地点定在进口国。
1．There is a 30 M/T difference between the landed weight and the invoiced weight.
2．This inspection report was issued by a very famous notary party in London.
3．We are not liable to any loss caused during transportation.
4．The color of the goods delivered is a little different from that of the sample.
5．We hope the arbitration place can be in the importing country.
UNIT ELEVEN
Ⅰ.Please explain the following terms in simple English and translate them into Chinese.
Ⅱ. Judge whether the following statements are true or false.
1. An inquiry is binding upon its maker. （F）
2. An offer can only be made by the exporter and an acceptance must be made by the importer. （F）
3. The negotiation process of a sales contract must go through all the four steps: inquiry, offer,
counter offer and acceptance. （F）
4. An offer must specify the time of validity, otherwise it is not effective. （T）
5. According to United Nations Convention on Contracts for the International Sale of Goods, the
acceptance shall reach the offeror to take effect. （T）
6. Late acceptance is not effective in any case. （F）
7. Counter offer can be interpreted as a new offer and a rejection to the original offer as well. （T）
8. The public offer, such as advertisements, catalogues and promotion brochures can only be
regarded as invitation for offer instead of offer. （T）
9. According to United Nations Convention on Contracts for the International Sale of Goods, silence and inactivity can not be regarded as acceptance. （T）
10. Acceptance can only be evidenced by statement. （F）
Ⅲ. Translate the following sentences into Chinese.
1.We have heard from the CCPIT Shanghai that you are a leading company of plastic water
pipes.
2.We visited your stand at the computer exhibition in Tokyo last month and we are very
interested in your display of high definition computer monitors.
3.We would appreciate it if you could send some samples of the material required so that we can
examine the texture and quality.
4.If you can supply this type and the quality can meet our requirements, we will place you
regular orders in large quantities.
5.Provided you can offer favorable quotations, and guarantee delivery within four weeks from
receipt of order, we will place regular orders with you.
6.Thank you for your inquiry dated November 12th, 2000 about your interest in our plastic
bottles.
7.We offer you the product at a very special low price of USD 26 on condition that you place us
an order exceeding 5,000 pieces.
8.Your quoted price is higher than those of others, if you do not reduce your price, we won’t
place any order with you.
9.It is impossible for us to keep our offer open for over a month due to the instability of raw
material cost.
10.Although we appreciate the goods quality of your products, we found that your prices appear
to be on the high side.
1．我们从中国国际贸易促进委员会获悉你们是一个生产塑料水管的领先企业。
2．我们上个月在东京的计算机展览会上参观了你们的展位，我们对你们的高清电脑显示器非常感兴趣。
3．如果你们能够给我们寄一些原材料的样品来让我们了解材料的质地和质量，我们将不胜感激。
4．如果你们能够提供这种型号的产品而且品质达到我们的要求，我们将长期大量采购。5．如果你们的报价有利而且能够保证在收到订单四个星期内交货，我们将向你们长期订购。
6．非常感谢你方11月12日的询盘中对我们的塑料瓶表示的兴趣。
7．如果你们的订购的数量超过5 000件的话，我们可以给予你们26美元的特别低价。8．你方的报价高于其他报价，如果你们不降价我们将不会下订单。
9．因为原材料成本的不稳定，我们报价的有效期不可能超过一个月。
10．尽管我们很欣赏你们产品的质量，但是你们的价格似乎有点高。
Ⅳ. Translate the following sentences into English.
1．我们要订的数量很大程度上取决于你方的价格。
2．我们的价格与国际市场的价格相比还是合理的。
3．你们打算订购哪种型号呢？
4．我们希望与你们建立长期的合作关系。
5．因为燃料不断涨价，所以价格不得不做一些调整。
1.The quantity we order depends on your price to a large extent.
2.Our price is reasonable compared with the international market price.
3.Which type do you want to order?
4.We hope to establish long term cooperation with you.
5.We have to adjust the price due to the increased price of fuel.
UNIT TWELVE
Ⅱ. Judge whether the following statements are true or false.
1. Under payment by L/C, all the documents shall be presented to the negotiation bank before
the L/C expiry date. （T）
2. In China, the GSP Form A is issued by China Council for the Promotion of International Trade. （F）
3. Under collection, the drawee of the bill of exchange in export and import is the importer. （T）
4. Without import license, goods can not be imported into China. （F）
5. One purpose of the certificate of origin is for the importing nation to impose discriminating
trade policies on goods from different nations. （T）
Ⅲ. Translate the following sentences into Chinese.
1.We hereby inform you that the following shipment is effected by us, please arrange insurance
concerned.
2.We regret to inform you that we can’t ship the goods as you instructed due to shipping space
unavailable.
3.Enclose please find a set of non-negotiable shipping documents to evidence the dispatch of
this consignment.
4.Please pay us the balance of USD 3,000 by telegraphic transfer before the 15th of December.
5.As settlement of this amount is more than 50 days overdue, we would of course welcome an
early payment, but, if anything has gone wrong, please write us promptly.
1．我们特此通知你们我们已经安排好以下货物的装运，请办理相关的保险。
2．我们非常遗憾地通知你们因为舱位紧张我们无法按照你们的要求安排运输。
3．随附一套不可转让的运输单据副本，证明货物已经发运。
4．请在12月15日之前将余款3 000美元通过电汇支付给我们。
5．这笔款项已经逾期超过50天了，尽管我们希望你们尽快付款，但我们还是希望如果有什么问题的话你们能尽快写信给我们。
Ⅳ. Translate the following sentences into English.
1．为了节约进口关税，你们可以申请普惠制原产地证书。
2．你们必须提供领事发票而不是一般的商业发票才能清关。
3．我们将在货物装运后马上向你们传真装船通知？
4．你们需要认真根据信用证的要求缮制单据，否则很容易遭到开证行的拒付。
5．这批货物最迟的报关时间是12月23日。
1．It is advisable for you to apply for a GSP Form A to save the cost of import duty.
2．You must provide consular invoice instead of commercial invoice for customs clearance. 3．We will fax you the shipping advice soon after we ship the goods.
4．You shall make and prepare the documents according to the L/C otherwise they will be easily refused by the issuing bank.
5．The latest date of customs declaration for these goods is December 23.
合同 CONTRACT Contract No./合同编号： Conclusion Date/签订日期： Conclusion Place/签订地点： The Saller卖方： Address:地址： Tel/电话： Fax/传真： The Buyer买方： Address:地址： Tel/电话： Fax/传真： 1. This Contract is made by a nd between the Buyer a nd the Seller; whereby the Buyer agrees to buy a nd the Seller agrees to sell the under mentioned commodities （to be referred to as “goods” hereunder）to the terms a nd conditions stipulated below: 本合同由卖方与买方共同签订，双方同意按照下列条款由卖方出售、买方购进下列货物: 2．Terms of Delivery/价格术语: FOB/CIF/CFR/ . The term FOB/CIF/CFR/ 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. 除非本合同另有规定，价格术语FOB/CIF/CFR/ 应适用国际商会制定的《国际贸易术语解释通则（INCOTERMS 2000）》。 3． Country of Origin a nd Manufacturers/原产国和制造厂商 3.1 Country of Origin:
经贸英语专业面试自我介绍 经贸英语专业面试自我介绍第一篇： 经贸英语专业面试自我介绍如果你对面试流程不太了解，以下是一则经贸英语专业面试自我介绍，提供给大家参考一下，希望大家可以举一反三。 我是 xxx,是 xxxx 大学经贸英语专业的毕业生 .在大学四年里我很注重培养自学。我先后顺利地通过了英语四级和计算机二级，还能熟练应用会计电算化软件，也能翻译英文名著，在专业课学习之余，我还广泛涉足于哲学、文学、法律、经济学等领域，并辅修了经贸英语，自学了第二外语——德语。 此外，我更注重自己综合能力的培养。在校期间，我担任班级宣传委员，受到了全校师生的广泛好评。我深知作为经济类学生，交流、实践不可或缺。因此，在×××年我加入了×××工大软科学爱好者协会”的市场调研部。作为部长助理，我参与编写、访问并总结的调研项目，通过真实的数据，纠正了社会上部分群众对大学生不正确的看法，引起了很大反响。
我坚信作为一位适应社会需要的复合型人才，走入社会汲取养分是必备的。在××年××月到××月，我在××公司驻长办事处做了三个月的促销小姐，初步感受到商家的激烈竞争，也以微见巨地了解了中国企业的现状。同年期间，我还兼职市场咨询公司调查员，对市场调查做了全面、专业、深刻的了解。这些经验为我走入社会，参与商业经营运作奠定了良好的基础。 四载匆匆，我深深懂得： 昨天的一切已成为历史，未来的辉煌要靠今天脚踏实地坚持不懈地努力去实现。做事踏实、投入，但不盲目，这是我工作、学习和生活的一个重要准则。 现在的我并不满足于现有的知识水平 ,渴望在更加广阔的天地里展露自己的才能 ,在实践中得到锻炼和提高 ,因此我希望能够加入你们的单位 .我会踏踏实实的做好属于自己的一份工作 ,竭尽全力的在工作中取得好的成绩 .我相信经过自己的勤奋和努力 ,一定会做出应有的贡献 ! 第二篇： 经贸英语专业学生面试的自我介绍我是好范文，是 ***大学经贸英语专业的毕业生 .在大学四年里我很注重培养自学。下面就是本人的自我介绍： 此外，我更注重自己综合能力的培养。在校期间，我担任班级宣传委员，受到了全校师生的广泛好评。我深知作为经济
《商务英语口语900句》 出版发行：广东世界图书出版公司 ISBN 7-5062-6878-7/H.0471 中国加入WTO以后，急需培养一大批既懂得国际经贸知识，又熟练掌握商务英语的人才。为了让更多的经贸人员尽快适应我国对外贸易迅速发展的经济形势，我们编写了《商务英语口语900句》一书。 本书市作者对自己多年商贸英语教学实践和商务世纪现场谈判经验的总结，涉及范围全面，内容充实，语言规范、景点，适用面广，实用性强，可以说不但是一本理想的商务口语培训教材，也是一本非常实用的对外经贸业务人员的必备工作手册。 本书共由30各单元组成，每个单元设计了20-40个句子不等，其中有30或40 个句子的单元又分成了两个部分，以减轻学员在学习时的心理负担。 本书同时配有长期在中国从事英语口语教学的美国口语教师配音的cd，以便学院边听边学，帮助他们尽快掌握商务英语会话的各种技巧，同时也可以提高自己的语音语调水平。 目录： Unit 1 希望与要求 Unit 2 产品介绍 Unit 3 业务范围介绍 Unit 4 承诺 Unit 5 询盘 Unit 6 报盘 Unit 7 还盘 Unit 8 对还盘的反应 Unit 9 要求优惠 Unit 10 给予优惠 Unit 11 双方让步 Unit 12 订货及确认 Unit 13 请求代理并说明代理理由和代理能力 Unit 14 对代理请求的回应 Unit 15 代理条件和要求 Unit 16 合同 Unit 17 卖方对支付方式的要求 Unit 18 买方的支付方式 Unit 19 保险 Unit 20 对包装的建议及要求 Unit 21 告知客户包装所用材料、方式及其质量保证 Unit 22 货运通知 Unit 23 货运要求及答复
《经贸英语阅读》阶段练习二题目 I. Translate the following words into Chinese 1.reserve currency 储备货币 2. globalization 全球化 3. development aid 发展援助 4. detriment损害, 伤害, 危害 5.expertise专门知识, 专家意见 6.market economy status (MES) 市场经济地位 7.consultation mechanism磋商机制 8.International Court of Arbitration国际仲裁庭 9.treaty条约, 谈判,协议 10.breakthrough 突破, 新发现, 新进展 11.A TA Carnet system暂准进口单证册制度 12.cybercrime计算机犯罪 13.manufacture 制成品 14.central pillar 核心支柱 15.deficit 赤字, 逆差,亏损 II. Cloze Growth remains central __ to __ China’s reform agenda, but increasingly is tempered __ with __ measures to address social inequality and ensure more sustainable economic and political development. Paradoxically, __ in __ a number of areas, the conditions for stability improve as the Party and State relax control. A more independent judiciary, a stronger civil society, a freer press will ultimately encourage stability, providing necessary checks and balances. Recognition __ of __ the need for more balanced development, building __ a __ “harmonious society”, is encouraging. But further reform will be necessary. III. Translate the following paragraphs into Chinese
《外经贸英语口语》课程教学大纲 课程编码：ECND 6007 适用专业：国际经济与贸易专业 学时：108学时学分：7学分 一、编写说明 （一）本课程的性质、地位和任务 1．性质：本课程是国际经济与贸易本科专业的一门专业实践必修课程。 2．地位：本课程以外经贸知识为背景，通过课内外实训，培养“用英语从事外经贸活动的复合型人才”，使学生能在进出口出口业务的各主要环节熟练使用英语与外商沟通交流。 3．任务：本课程经过108学时的教学，使学生掌握一定的英语口语基础知识与技能，具有一定的听说能力，能够在涉外业务活动中进行较流畅的口头交流，为今后进一步提高英语交际能力打下基础。 （二）教学的基本要求 本课程针对学生英语水平的差异进行教学，鼓励学生在开口说英语的同时，适当为其增加词汇量，补充一定的文化知识，培养学生做到“有话可说”。 在教学中应贯彻以下原则及方法： 1．口语课堂上，要坚持“听为先，说在后；听为次，说为主”的原则让学生在听懂外语教师的基础上锻炼说的能力。 2．充分发挥学生的主动性，鼓励学生开口说英语，增强其自信心，真正变成“以学生为中心，老师给予辅导”的课堂，最终提高学生的口语表达能力。 3．课堂教学以学生为中心，采用互动式教学模式。在听说教学中可采用对话、复述、演讲、小组讨论和听－说－写形式，以增强学生学习的积极性和趣味性。 4．最大限度地给学生提供英语交流机会，创造较好的英语氛围，鼓励学生之间用英语交流，要求学生养成良好的英语思维习惯，提高学生的英语表达能力和交际能力。 （三）实践环节 1．本课程的实践环节是实训、会话练习。 2．通过各方面话题的课堂会话、实训练习，使学生具备基本的口语交际能力。 3．本实践环节共为108个学时，第五学期为72学时，第六学期为36学时。 （四）本课程与其他课程的关系 先修课程：《大学英语》、《国际贸易实务》、《国际贸易理论与中国对外贸易》、《外经
第四章 为在平等互利的基础上发展贸易，有关方按下列条件签订本协议：This Agreement is entered into between the parties concerned on the basis of equality and mutual benefit to develop business on terms and conditions mutually agreed upon as follows: 1. 订约人Contracting Parties 供货人（以下称甲方）：销售代理人（以下称乙方）： 甲方委托乙方为销售代理人，推销下列商品。 Supplier: （hereinafter called “party A”） Agent:（hereinafter called “party B”） Party A hereby appoint Party B to act as his selling agent to sell the commodity mentioned below. 2. Commodity and Quantity: Party A hereby appoints Party B as its Sole Agent for the sale of …Party B shall undertake to sell the aforesaid commodity not less than 1,000,000m/tons in the duration of this agreement. 甲方委任乙方为某商品的独家销售代理人…乙方保证在协议期间销售上述商品不少于1000000吨。 3.经销地区Territory 只限在.....。In ... only. 4. Confirmation of Orders：The quantities, prices and dates of shipments of the shipment concerning the commodities stated in this Agreement shall be confirmed in each transaction, the particulars of which will be shown in Party A’s S/C. 协议商品的有关数量、价格和装船期，应在逐笔交易中确认，其细节详见甲方销货确认书。 5. 付款Payment
英语专业（经贸英语方向） 本科培养方案 Undergraduate Program for Specialty in English (in the field of Economic and Trade English ) 一、培养目标 I. Educational Objectives 本专业培养德智体美全面发展，适应社会经济发展需要的，具有扎实的英语语言基础和比较广泛的科学文化知识及商贸知识和较强的实用技能的复合型、实用型高级英语专业人才。学生毕业后可到经济、管理、新闻出版、教育、科研、旅游、外事、对外经贸部门及外企从事翻译、涉外文秘、进出口业务等工作。 The program is designed to adapt the students to the development of social economy, enable them to have a solid foundation of English and extensive knowledge on scientific culture, trade and business and practical skills and develop them in an all-round way i. e., morally, intellectually, physically and aesthetically. They will graduate as advanced inter-disciplinary and application-oriented talent capable of working on translation, foreign secretary, imports and exports business in the sector of Economy, Management, News Media, Education, Scientific Research, Tourism, Foreign Affairs, Foreign Economic & Trade and Foreign Enterprises, etc. 二、基本要求 II. Skills Profile As a student of this program, he/she is required to: 1、热爱祖国，拥护中国共产党的领导，掌握马列主义、毛泽东思想、邓小平理论、“三个代表”重要思想和科学发展观的基本理论体系；愿为社会主义现代化建设服务、为人民服务；爱岗敬业、艰苦奋斗、热爱劳动、遵纪守法、团结合作；具有良好的思想品德、社会公德和职业道德。 1. Love motherland, support the Chinese Communist Party’s leadership and grasp the basic principles of Marxism-Leninism, Mao Zedong Thought, Deng Xiaoping Theory, “Three Represents” Thought and Scientific Outlook on Development; be willing to serve the socialist modernization drive and the masses; have a strong sense of responsibility and aspirations to endeavor for the country and nation’s prosperity; be conscientious and meticulous in work, observe disciplines and obey laws, and cherish team spirit; have good moral character, social morality and professional ethics. 2、系统学习英语语言、文学、历史、政治、经济、外交、社会文化等方面的基本理论和基础知识，接受英语听、说、读、写、译等方面的良好的技能训练，掌握一定的科研方法，具有较强的跨文化和商务沟通能力，熟悉对外经贸业务的相关环节，具备进行研究、教学、管理、商务翻译等工作的业务素质和能力。 2. Learn systematically the basic theory and knowledge of English language, literature, history, politics, economics, diplomacy, social culture, etc., receive skill training on English listening, speaking, reading and writing, master some
Background information Convenience corporation located in London wants to import a batch of Pure cotton shirts from Quanzhou Hongda import & export Co., LTD. Miss zhou,the purchasing manager of Convenience corporation in East Aisa area, is contacting with Miss Huang,the sales manager of Quanzhou Hongda import & export Co., LTD.Now the last problem is the delivery date.After lunch,they begin the negotiating. Ms.Hong is the ,It's the company's first transaction with China. Importer: ABC Co.,Ltd in American Exporter: Quanzhou Goodbag import & export Co., LTD. 洪瑶是进口商(B)，秋梅是出口商(A) A: Exporter(出口商） B: Importer（进口商） A : You look the picture of health ,Ms.Hong.Glad to see you again. B: Me,too. Quanzhou is a very nice place,I have a good time here.I am very grateful to you for the cordial hospitality you accorded me. A: You are welcome.Now,Ms.Hong,we have settled the issues of price,quality and quantity.here is one other thing we've got to discuss.Now let's come to the terms of payment.
一、课程性质与定位 （一）、课程性质 《经贸英语阅读教程》是为310英语专业的学生开设的一门英语课程。本课程的教学目的是培养学生掌握阅读和理解商务英语文章的基本技能，掌握一些国际经济文章中常用词汇，懂得一般的商务表达，熟悉主要的商务英语文章类型，为进一步学习后续的商务英语课程，毕业后成为适应社会需要的应用型涉外商务工作者打下坚实的基础。 （二）、课程定位 本课程为310英语专业学生在第四学期学习的职业拓展模块课程，属于B 类。 二、课程教学目标与任务 （一）、课程教学目标 培养学生的英语阅读理解能力和提高学生的阅读速度；培养学生细致观察语言的能力以及假设判断、分析、归纳推理检验等逻辑思维能力；并通过阅读训练帮助学生扩大阅读量，吸收语言和文化背景知识。 （二）、课程教学任务 通过学习有关的商务活动的实用语言材料，学生应熟悉主要的商务英语文章类型，提高阅读商务文章的能力。通过学习，学生应进一步提高基本的听、说、读、写、译的能力。 ·要求： 1.熟悉主要商务英语文章的类型。
2.能读懂主要英语报刊、杂志上面有关商务活动的难度适中的报道和 评论。 3.能将一般性英语商务材料译成汉语，要求译文符合原义，行文顺畅； 同时，进行一些中英句子翻译，主要目的是让学生学会商务文章中 最常用的表达方法的实际运用。 4.熟练阅读、正确理解并逐渐学会欣赏商务文章的语言和文字魅力， 具备初步的独立分析能力。 5.通过有效的阅读训练，学会解读商务英语文章的段落大意和中心思 想；在正确理解的基础上，撰写文章概要和与文章主题相关的小 论文等。 三、先修及后续课程 （一）先修课程：英语泛读 （二）后续课程：无 四、教学内容与要求 Unit 1 国际经济组织 本章教学目标： (1).掌握TextA和TextB中的单词短语. (2).通过阅读能把握文章的主要大意。 (3).了解世界旅游组织的作用。 本章教学重点： 单词短语。 本章教学难点：
商务谈判磋商英语对话 务谈判是一个沟通过程，单个谈判者再好的理由也可能敌不过众人点头，而且团队式谈判要比个人式谈判更容易收集详细的信息。下面整理了商务谈判磋商英语对话，供你阅读参考。 商务谈判磋商英语对话：情景对话 Dialogue 1: A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that? B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else. A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that. B: All right. That sounds reasonable. A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that. 点睛注释：
第四章经贸电子邮件应用文重点（下划线部分为本章重点） （1）提出请求与提供信息的作用。（2）提出异议与解决问题的作用 （3）交易凭据作用 （1）日常业务沟通类邮件（2）贸易谈判类邮件 基本由眉首（heading）、称呼(salutation)、正文(body)、结束语(closing lines)这几部分构成。 1)眉首一般由发件人电邮地址，收件人电邮地址，邮件抄送人的电邮地址，发送时 间，主题或附件信息构成。如果该邮件不需要抄送给收件人以外的其他人，抄送一 栏一般为空。如果该邮件带有附件内容，眉首部分主题栏下方会出现附件信息提 示。2）称呼方式一般根据邮件发件人与收件人之间的熟悉程度而定。3）正文部分 由开头和主体两部分构成。开头部分一般做相关的背景介绍，点名邮件的写作意 图；主体部分具体完整的陈述邮件的写作目的，传递所需的目标信息。 4）结束语部分一般由问候语，发件人全名，发件人职务及所属部门，发件人所属公司，公司联系方式等信息构成。 （1）尽量使用主动语态（2）尽量避免使用名词短语 （3）采用直接而礼貌的请求方式（4）避免滥用过时的商业行话 5. 中英文经贸电子邮件的差异对比（简答题） （1）称呼方式不同 中文：尊敬的+x先生/女士+冒号英文：dear mr./miss+ 姓氏+ 逗号 （2）结束问候语不同 中文：“此致敬礼” ，“敬祝工作顺利”等 英文：“best regards”, “all the best”等很少出现“yours ?” （3）正文段落格式不同 中文：段首缩进两个中文字符英文：段首不缩进，齐头书写，正文每段文字开头都不缩格 （4）措辞风格不同 中文：客套话多“贵公司”、“恕我方冒昧” 1）背景介绍。2）交代写作意图。3）要求出口商提供诸如商品目录、价格单、小册子等具体产品信息材料。4）告知出口商具体地址。5）点明写作目的：询价。 6）期待对方尽快回复。 1）对询盘表示感谢。2）具体回答进口商提出的每个问题。3）适度推销自己产品。 “询盘”邮件的布局：邮件眉首信息齐全。主题是由邮件文种“enquiry”+商品名称组成。 邮件正文的开头部分：1）介绍联系方式的获取途径。2）业务背景介绍，以便快速建立双方的沟通关系3）婉转表示询盘邮件的写作意图。邮件正文的主体 部分主要包含了发件人向出货商提出的一系列要求。 邮件的结尾部分：希望对方尽早给予回复。 询盘回复邮件的布局：邮件眉首部分信息齐全。主题由邮件文种“reply”+回复内容对象组成。 邮件的正文开头部分对进货商的询盘表示感谢，体现出发件人对客户的重视和应有的商务礼节。邮件正文的主体内容分成三个要点：1）告知报价单和附图商品目录在附件中，样品将以航空快递的形式寄送。2）详细说明折扣政策和支付方式。3）为了使进口商尽早下订单，邮件特别提到该产品在国际市场上供不应求的状况。 邮件结尾部分，向进口商推荐商品目录中的其他产品，为本公司争取更多可能的贸易机会。
P-10 This Sales Contract is made by and between the Sellers and Buyers whereby the Sellers agree to sell and the Buyers agree to buy the under-mentioned goods according to the terms and conditions stipulated below: （兹经买卖双方同意由卖方出售买方购进下列货物，并按下列条款签订本合同：） (The Sellers are allowed to load 5% more or less and the price shall be calculated according to the unit price.)（卖方可多装或少装5%，价格仍按上述单价计算） 3.Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks & War Risk as per the relevant O cean Marine Cargo Clauses of the People’s Insurance Company of China. If other coverage or an additional amount is required, the Buyers must have the consent of the Sellers before shipment, and the additional premium is to be borne by the Buyers. 保险：由卖方按中国人民保险公司海运输货物条款照发票金额总值110%投保一切险及战争险。如买方欲增加其他险别或超过上述保额时须于装船前征得卖方同意，所增加的保险费由买方负担。 7.Terms and Payment: The Buyers shall open with a bank acceptable to the Sellers an Irrevocable Sight Letter of Credit to reach the Sellers 30 days before the month of shipment, valid for negotiation in China until the 15th day after the month of shipment. 付款条件：买方应由卖方可接受的银行于装运月份前30天开立并送达卖方不可撤销的即期信用证，至装运月份后第15天在中国议付有效. 8. Commodity Inspection: It is mutually agreed that certificate of Quality and Weight issued by the Chinese Import and Export Commodity Inspection Bureau at the port of shipment shall be taken as the basis of delivery. 商品检验：买卖双方同意以装运口岸中国进出口商品检验局签发的品质和重量检验证书作为品质和数量的交货依据. 9.异议和索赔：买方对于装运货物的任何索赔，必须于货到目的港后30天内提出，并须提供经卖方同意的公证机构出具的检验报告，属于保险公司或轮船公司责任范围的索赔，卖方不予受理. Discrepancy and Claim: Any claim by the Buyers on the goods shipped shall be filed within 30 days after the arrival of the goods at port of destination and supported by a survey report issued by a public surveyor approved by the Sellers. Claims in respect of matters within the responsibility of the insurance company or of the shipping company will not be considered or entertained by the Sellers. 10不可抗力：如由于不可抗力的原因，致使卖方不能全部或者部分装运或延迟装运合同货物时，卖方对于这种不能装运或延迟装运不负有责任。但卖方须用传真或电传通知买方，并须在15天以内以航空挂号信件向买方提交事故发生地权威机构出具的证明此类事故的证明书。 Force majeure: If shipment of the contracted goods is prevented or delayed in whole or in part due to Force majeure, the Sellers shall not be liable for non-shipment or late shipment of the goods under this contract. However, the sellers shall notify the buyers by fax or telex and furnish the later within 15 days by registered airmail with a certificate issued by the competent authorities at the place of occurrence attesting such event or events. 11.仲裁:凡因执行本合同所发生的或于本合同有关的一切争议，双方应通过友好协商解决。如果协商不能解决时，应提交北京中国国际贸易促进委员会对外经济贸易仲裁委员会根据该会仲裁程序暂行规则进行仲裁。仲裁是终局性的，对双方都有约束力。
1、请特别注意包装，否则货物有可能在运输途中受损。 Please give special attention to the packing, or the goods could be damaged in transit. 2、漂亮的包装很重要，是因为它给人留下良好的印象。Attractive packing is important because it creates a good impression. 3、我方将把你对包装的意见转告给厂商参考。 We’ll pass your comment on packing to the manufactures for their reference. 4、不知你方能否将装运期提前一个月，我方急需货物。 I wonder if you could advance the shipment by one month as we need it badly. 5、你们最早什么时候可以装运货物。 When is the earliest possible date you can shipment the goods. 6、我们将优先向你们报盘。 We’ll give you the preference of our offer. 7、我本以为我的报价是合理的。 I should have thought my offer was reasonable. 8、你会发现我们的报价比别处要便宜。 You’ll see that our offer compares favorably with the quotations you can get elsewhere. 9、此报盘着眼于扩大销路而且很有竞争力。 This offer is based on an expanding market and is competitive.
G-20：a group of finance ministers and central bank governors from 20 economies G7：the meeting of the finance ministers from a group of seven industrialized nations. Treasury securities国库证券：including Treasury bills, notes, and bonds are debt obligations issued by the U.S. Department of the Treasury（国库）. GNP：The gross national product (GNP)is a country’s economic performance and the total market value of goods and services produced by all citizens and capital during a given period GDP：The gross domestic product(GDP) is a country's economic performance and is the market value of all final goods and services made within the borders of a nation in a year. ☆Institute for Supply Management (ISM)：is a nonprofit association that provides opportunities for the promotion of the profession and the expansion of professional skills and knowledge. Eurozone(Euro Area)：is an economic and monetary union (EMU) of 17 European Union (EU) member states which have adopted the euro currency as their sole legal tender. Treasury Bonds（国债）：A negotiable, fixed-interest debt security issued by the U.S. government and backed (有支持的)by its full faith and credit
对外经贸英语合同写作 第七章商品包装条款 商品包装是使用适当的材料、容器对商品进行包封、捆扎和装演的活动，具有维护商品质量、保证商品安全、便于储运和装卸、便于计量和点验商品、节省物流和降低物流成本等项职能。在商品贸易中，除少数商品不需要包装，可直接采用散装(bulk cargo,cargo in bulk）、裸装((Nude cargo)形式运输、储存外，绝大多数都需要包装。商品包装是使用适当的材料、容器对商品进行包封、捆扎和装演的活动，具有维护商品质量、保证商品安全、便于储运和装卸、便于计量和点验商品、节省物流和降低物流成本等项职能。在商品贸易中，除少数商品不需要包装，可直接采用散装、裸装形式运输、储存外，绝大多数都需要包装。包装条款（Packing Clause）一般包括包装材料（Packing materials）、包装方式（Packing style）、包装规格（Packing description）、包装标志和包装费用的负担等内容。 包装为达到坚固与耐抗的目的，应符合下列要求①减少漏损(Minimixe the leakage ＆breakage)、②耐抗各种气候(Resist the various climate condition)、③防止偷窃(Protect theft ＆piferage)。 避免出现“包装不良”(Insufficient packing) 一、包装的种类 （一）运输包装（packingfor shipment) 运输包装，又称外包装（outer packing )或大包装(big packing)。主要是用于保护商品，防止货损或货差，便于装卸搬运。运输包装分为单件运输包装和集合运输包装两类。 1.单件运输包装(single packing for shipment) 单件运输包装是指货物在运输过程中作为一个计件单位的包装。按其包装造型的不同，可分为以下几种： 1）箱装。 主要有纸箱包装、木箱包装、塑料箱包装等。箱内一般还衬用防潮纸或塑料薄膜，有时还村有锌箔( Zinclined）或锡箔(Tinlined) 。箱外通常加打包装条或塑料带。 ①箱(Case, box) c/-,c/s, bx, bxs, wooden case ②crate(crs,crts) 板条箱，柳条箱/格子箱，漏孔箱（skeleton case) ③chest(cst, csts) 茶箱 ④carton(crt,crts) 纸箱 2）捆（bale) 3) 袋装(bag) 布袋(sack，sx,sxs)、麻袋(gunny bag)、纸袋(paper bag)、塑料袋(polybag)、塑料编织袋(Plastic woven bag )、纸塑复合袋(paper plastic compound bag) 、多层塑复合袋(multi-layer composite plastic bags)等。 4)桶装(barrel)
练习参考答案 Part I International Trade Procedures Unit 1 Business Negotiation Skills I 1. Did you have a good lime at the Stone Forest? 2. How do you like the weather here? 3. The weather is so nice here at Kunming. I hope we can reach an agreement as soon as possible so that we'll have time for sightseeing. 4. I'm glad to hear that you've overcome jet lag. Now let's talk business. 5. This is the outline of our proposal. Now, let's look at the details. 6. I couldn't agree more. 7. That's just what I was going to say. 8. Do you really think so? 9. I'm afraid I do not go along with you there. 10. You may have a point there. But, there are other factors also influencing corporate image. 11. Yet on the other hand, our products are hundred percent natural. 12. Sorry to interrupt, but do you really mean that the MTBF of PCD products has reached 50, 000 hours? 13. Excuse me for interrupting, but could you tell me the source and the credibility of the data? 14. I'm afraid I haven't made myself clear. What I meant is that the risk is not necessarily greater for direct investment than for trade. 15. My English is not very good. What I meant to say is US $550 per ton, not US$ 515 per ton. 16. I'm sorry, but I said “Allen”, not “ Ellen”. Unit 2 Range of Business Ⅰ 1. to keep an eye on quality 2. to specialize in silk products 3. to conclude some substantial business / a few substantial transactions 4. trade terms 5. a series of catalogues 6. an initial talk 7. domestic appliances 8. economic globalization 9. leading manufacturer 10. market share Ⅱ 1. 我们把大量的精力和资金集中在高科技产品的开发上。 2. 我公司是一家美国公司的独资子公司。公司非常大，至少按澳大利亚的标准 是这样。 3. 从30年前建厂起，我们就一直从事高压阀的生产。