第二阶段导学材料
主题：阶段性导学（二）
学习时间：2007.04.16-2009.05.13
内容：
一、学习时间安排
第二部分是第六章“还盘”，第七章“订单及其执行”，第八章“付款”。时间大约需要5周时间。第六章和第七章每章可安排1.5周左右的时间来学习，第八章包括内容较多，可用2周的时间。
二、学习的内容
第六章 Counter-Offers还盘
知识点：这一章是比较难的章节。包括还盘信和回复还盘信函的写作步骤和写作原则。还盘对买卖双方来讲是一个反复的过程，因此这里从还盘以及回复两方面来讲解。都包括写作结构、常用词汇、常用句式、课文分析，帮助大家更有条理地学习和掌握。
内容：
第一节 Counter-Offers Letters还盘信
这一节是重点内容也是难点内容，这是对卖方报价的还盘。重点掌握写作步骤和课文中的语句和内容。
一、The Steps of Writing Counter-offer Letters还盘信的写作步骤
还盘其实也是一种拒绝信函。它是对卖方原报盘的部分或全部拒绝。这里把写作原则和写作步骤放在了一起讲解。写作原则可以参考报盘的写作技巧。
二、Text Explanation and Vocabulary课文分析和词汇1
这是一封具体还盘的信函。学习时注意写作的顺序，因为是拒绝别人，也就是坏消息的写作，因此要注意委婉和措辞，并把坏消息放在最后。
三、Text Explanation and Vocabulary课文分析和词汇2
这篇课文与上一篇类似，但要注意学习还盘的不同表达方式。
四、Useful Language还盘信的常用句式
掌握还盘信中可能出现的更多表达方式。
第二节 Declining Counter-Offer Letters回复还盘信
拒绝还盘是比较难写的信函，要理由充分地拒绝对方，还要给对方留下好的印象。注意要使你的理由看起来合理。
一、The Steps of Writing Counter-offer Letters回复还盘信的写作步骤
回复还盘信包括同意还盘以及拒绝还盘，注意他们的区别。前者是好消息，后者是坏消息。注意拒绝还盘时应委婉、客气，并为以后的生意做准备。这里把写作原则和写作步骤放在了一起讲解。
二、Text Explanation and Vocabulary课文分析和词汇1
这封信中卖方同意了做出让步，注意信中使用的语气。
三、Text Explanation and Vocabulary课文分析和词汇2
这是拒绝还盘的信函。注意作者所用的解释性的语言，在写拒绝信是很有用。
四、Useful Language回复还盘信的常用句式
这里包括了还盘信和回复还盘信的常用语句。
第七章 Counter-Offers订货
知识点：订货信是商业交往中最常用的一种方式。也是本课程的重点内容之一。主要掌握订货信以及回复订货信函的写作步骤和写作原则，掌握订货信以及回复订货的常用词汇和常用句式，以及课文分析。还要掌握订货的基本知识。
内容：
第一节 Counter-Offers Letters订货信
这一节是买方向卖方进行订货信函的写法。包括写作步骤、原则和订货主要内容，掌握常用语句并了解常用的订货程序和方法。
一、The Steps of Writing Counter-offer Letters订货信的写作步骤
这里介绍了包括首次订货和续订货信函的写法，注意他们的区别。
二、The Principles of Counter-offer Letters订货信的写作原则
掌握寄订货表和在信中订货的区别。
三、Text Explanation and Vocabulary课文分析和词汇1
这是一封比较正式的订货信。注意掌握订货内容部分的表达方式。
四、Text Explanation and Vocabulary课文分析和词汇2
这封信中买方附寄了订货单，因此信函要简单一些，但是非常完整，注意与上一封信对比。
五、Useful Language订货信的常用句式
关于订货的多种表达方式。
第二节 Declining Counter-Offer Letters回复订货信
这一节是对买方订货的回复，包括接受和拒绝订货，需要大家在学习时比较各种信函的语气、结构以及原则。尤其是注意拒绝时的理由要合理，以免将来失去客户。
一、The Steps of Writing Counter-offer Letters回复订货信的写作步骤
包括接受订货和拒绝订货的写作步骤。希望大家加以区别。
二、The Principles of Counter-offer Letters回复订货信的写作原则
掌握拒绝订货的三种解决方式，以及他们的写作原则和方法。
三、Text Explanation and Vocabulary课文分析和词汇1
这是回复老客户订货的信函，也是肯定的回复订货的信函。在这里卖方对客户的长期的订货表示了感谢。
四、Text Explanation and Vocabulary课文分析和词汇2
这是一封拒绝订货的信函。注意学习其中的语气和词汇。
五、Useful Language回复订货信的常用句式
包括各种订货和回复订货的常用语句，注意区分是订货语句还是回复订货的语句。
第八章 Payment付款
知识点：付款包括信用证和托收等常用方式。也是贸易中必不可少的一个环节，是我们学习的重点和难点。这一章除了讲解支付信函的写作步骤、写作原则、常用语句之外，还要掌握各种付款方式、修改信用证以及展期信用证的常用词汇和常用句式。
内容：
第一节 Payments Letters付款信
要求掌握常用付款方式以及他们的优缺点，以及常用的表达付款方式的词汇、语句、和短语。
一、The Steps of Writing Payment Letters付款信的写作步骤
这里把写作原则和写作步骤放在了一起讲解。主要为买方要求优惠的付款方式的信函结构。此类信函类似请求或询问信，可参照询问信的写法和原则。
二、Text Explanation and Vocabulary课文分析和词汇1
这是一封买方提出具体付款要求的信函。注意课文中对原因的解释。
三、Text Explanation and Vocabulary课文分析和词汇2
这封信函与上一封信类似，注意学习其中的词汇和语句。
四、Useful Language付款信的常用句式
主要掌握要求付款方式的语句以及开立信用证的表达方式。
第二节 Replying to Payment Letters回复付款信
这里包括卖方同意或拒绝买方的付款请求。请参照同意或拒绝请求的写作原则。
一、The Steps of Replying to Payment Letters回复付款信的写作步骤
这里把写作原则和写作步骤放在了一起讲解。
二、Text Explanation and Vocabulary课文分析和词汇1
这封信中作者对买方迟开信用证表示遗憾，并解释不能满足要求。注意在解释时的语气。
三、Text Explanation and Vocabulary课文分析和词汇2
这是一封要求买方修改信用证的信函。信写得非常具体。
四、Useful Language回复付款信的常用句式
这里包括了修改信用证、催开信用证、以及对付款方式的回复的常用语句。
2002 年4 月全国高教自考外贸函电试题 一、单项选择题(本大题共20 小题，每小题1 分，共20 分)在每小题列出的四个选项中只有 一个选项是符合题目要求的，请将正确选项前的字母填在题后的括号内。 1. Fifty cases of Green Tea you sent us were found to be badly damaged. This was apparently attributable to packing.( ) A. inferior B. superior C. faulty D. mistake 2. We trust you will do your best to have this matter right away.( ) A. settle B. to settle C. settling D. settled 3. By joint efforts we can both friendship and business.( ) A. increase B .promoted C .expand D. extend 4. We you for the special offer you send us.( ) A. thank B. appreciate C. be grateful D. beindebted 5. We are looking forward to your L/C for Order No 123.( ) A .receive B. receiveing C. be received D. be receiving 6. This is our best price, which we have concluded many orders with other buyers in your city.( ) A. on B. for C. by D. at 7. As it involves only a small , we hope you will have no difficulty on promotion.( ) A. quality B .figure C. quantity D. number
1. Letterhead(信头) -------------------------------- ---------------------------- 2. Reference Number(参考号/发文编号) 3. Date(日期) 4. Inside Name and Address(信内地址) ------------------------------ ------------------------------ 5. The Salutation(称呼) 6. The Subject Line(事由标题) 7. The Body of the Letter(正文) ----------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------ 8. The Complimentary Close(结尾敬语/套语) 9. The Signature(落款) -------------------------------- -------------------------------- 10. The Reference Notation(经办人代号) 11. Enclosure Notation(附件) 12. Carbon Copy Notation(抄送) 13. Postscript(附言/注) Dear Sir or Madam: Please open an irrevocable Letter of Credit for US$30000 in favour of1the Medifa Medica Equipment Ltd., the credit to be valid until October 30, 2007. The documents, which may be used against negotiation2, are as follows: bill of lading3, commercial invoice4 and packing list5 in triplicate. The conditions of shipment of 400 sets medical equipment are as per S/C No.968; Transshipment is prohibited and partial shipments are permitted. We have enclosed the application form for the L/C and would appreciate it if you can open the L/C as soon as possible. Yours sincerely,
浙江省2018年7月高等教育自学考试 外贸函电试题 课程代码：00094 一、单项选择题(在每小题的四个备选答案中，选出一个正确答案，并将正确答案的序号填 在题干的括号内。每小题1分，共20分) 1. ( ) the delay on the part of the suppliers, we must ask you to extend the date of shipment from July 11th to August 12th. A. Owing to B. According to C. In order to D. So as to 2. The buyer made a bid ( ) $600 per ton for peanut meat. A. in B. at C. for D. with 3. So far we ( ) business relations with the firms in more than one hundred countries in the world. A. are established B. have established C. had established D. shall establish 4. ( ) the goods under Contract No.1986 are ready for shipment, please rush your L/C with the least possible delay. A. If B. Unless C. Although D. As 5. Under separate cover, we have already sent you samples of ( ) sizes of shoes. A. varying B. various C. variable D. variant 6. We shall be glad to send you the necessary information about our machine tools on ( ). A. reply B. order C. request D. call 7. We wish to ( ) that this is the best price we can quote, and therefore any counteroffer from you cannot be considered. A. point at B. point to C. point of D. point out 8. We find your price is rather on the high side. We wonder ( ) you can do better in the near future. A. if B. why C. what D. as 9. All the cases are strongly packed ____compliance _____ your request.( ) A. for...with B. in...with C. for...in D. in...for 10. Please ( ) that the letters of credit are established with the least possible delay. A. see to them B. see them C. see it D. see 11. Can you offer us machine tools with the following ( ). A. informations B. messages
2018年秋《外贸函电》期末考试复习题 一、单项选择题（本大题共40小题，每小题3分，共120分） 1. ________ and technology make one product less expensive for a nation to manufacture than another. A. Source B. Resources C. Money D. Cash 2. A ________ is a business with one owner. A. sole proprietorship B. partnership C. corporation D. joint venture 3. ________ means that the owner loses only the money he has put into the company and no more. He does not have to sell personal belongings. A. Limited liability B. Unlimited liability C. Partnership D. Corporation 4. Inc. (Incorporated) is especially used in the USA, and ________ continues to be used worldwide for private limited companies whose shares are not available. A. Cop B. Cor C. Ultd D. Ltd 5. PLC (Public Limited Company) is now often used t o show that the company’s shares can be bought by the ________. A. owner B. public C. shareholder D. beneficiary 6. Centralized management is exercised by a small number of people, the Board of Directors, which is headed by the Chairman (or, in the USA, the President) and decides the overall policy of the ________. A. society B. family C. firm D. world 7. Investment is freely transferable, which means one owner can sell his ownership interests to an ________ without a change in the nature of the business. A. investor B. person C. owner D. outsider 8. A good business letter usually contains ________ compulsory parts with some optional elements. A. two B. six C. ten D. one hundred 9. The more popular sequence of dating today is ________. A. date-month-year B. year-date-month C. month-year-date D. date-year-month 10. ________ is the direct addressing to the receiver of the letter and it is placed below the inside address to actually begin the letter, usually followed by a comma. A. Salutation B. Address C. Date D. Beginning 11. The letter body can be indented and ________. A. block B. blocked C. dented D. dent 12. I would like to draw your attention ________ our new detergent powders.
题型： 1.英文信件翻译中文、英文信件改错15 2.报价信20 3.索赔信20 4.邀请信20 5.修改信用证25 第二单元： Dear Sirs, We have obtained your address from the ……of ……in……and are now writing you for the establishment of business relations. It will be a great pleasure to receive your inquiries for any of the items against which we will send you our lowest quotations. We are looking forward to your favourable and prompt reply. Yours faithfully Your favourable reply will be highly appreciated. Though the courtesy of……, we come to know your name and address.(承蒙……使我们得知你公司的名称和地址) The company you mentioned is an old-established(老字号) one who has been enjoying high reputation. We have the pleasure to introduce ourselves to you with a view to building up business relations with your firm.(我们有幸自荐，以期与你公司建立业务关系) We have excellent connections in the trade and are fully experienced with the import business for the type of product.(我方在贸易界有极好的关系，对这类产品的进口有丰富的经验) We are one of the leading exporters of……(product) in……(country of area) and have enjoyed an excellent reputation through 20 years’ successful business experience.We are sure that you will be quite satisfied with the excellent quality of our goods and our services.(本公司是……（国家或地区）……（产品）的首要出口商之一，因20年来的成功经验而享有佳誉。相信贵方对本公司的优质产品和服务会感到满意。) We should be pleased(or：highly appreciate it) if you would respond to our request at your earliest convenience.(如果你方能尽早回复，我们将不胜感激) 第三单元： Please give us detailed information on CIF Guangzhou prices. discounts, and terms of payment.(请报我方CIF广州价，包括折扣和支付条件)
一、外贸函电的写作要领：completeness（完整）、concreteness（具体）、clarity（清楚）、conciseness（简洁）、courtesy （礼貌）、consideration（体谅）以及correctness（正确）。 二、信息可以分为四大类：肯定信息（positive message）、中性信息（neutral message）、否定信息（negative message， 也称负面信息）和说服信息（persuasive message）. 三、布局可以分为平铺直叙法（Direct Plan or Approach）和曲折迂回法（Indirect Plan or Indirect Approach）。 四、书信的组成部分 （必备部分）（可选部分） 1.信头（The Heading）8、事由( The Subject Heading Or Caption) 2.日期（Date Line）9、经办人（Attention line） 3.封内地址（The Inside Address）10、附件（The Enclosure）简写Encl. or Enc. 4.称呼（The Salutation）11、抄送（Carbon Copy）简写C.C. 5.信的正文（The Body of the Letter）12、再启（The Postscript）简写P.S. 6.结束语（The Complimentary Close） 7.签名（The Signature） 五、打信格式 1.缩行式：封内地址和其需要分行的地址的后一行，都比前一行缩进两格或三格；信的正文，每一段的开始一 行都缩进若干格（一般与称呼末一字母取齐）。 2.平头式：需要分段的地方，及每段的开始一行都与前一行取齐，一律不缩行。平头式各段之间要用double space 以示分段。 3.混合式：封内地址和称呼采用平头式（从左边的空白边缘打起），其他部分采用缩行式，两种格式的混合采 用所以称之为混合式。 八、撰写询函的理由通常包括： （1）获取信息（如价格和技术数据） （2）获得印刷品（如商品目录本、说明书、公司介绍等） （3）索取样品 （4）取得帮助（如得到特别允许，帮助或建议等） 九、询函的回复分几种情况，有肯定的答复，有否定的答复，也有部分肯定、部分否定的答复。如果答复是肯定的，则采用平铺直叙的结构，答复开门见山，先说最紧要的。如果答复是否定的，或者是部分肯定，部分否定，回复九要采用曲折迂回的布局。在部分否定的答复中，肯定的那一部分内容正好可以充当缓冲垫。 十、报盘（Offer）又称发盘。卖方的Offer称为Selling Offer，Offer to sell。买方的Offer，称为Buying Offer，Offer to buy 或Bid。 十一、报盘有实盘（Firm Offer）和虚盘（Non-firm Offer）两种形式。实盘又称“不可撤销的发盘”，指由发盘人向受盘人提出完整、明确、肯定的交易条件，并愿在一定期限内按所提条件与受盘人达成交易的一种肯定表示。 虚盘是卖方所作的非承诺性表示。往往附有保留条件，买方接受后卖方仍然可以改变注意。 报盘属于中性信息，布局采用平铺直叙法。 We are now ___c____ your inquiry of October 12th。 a. on receipt of b. upon receipt of c. in receipt of d. in reception of I want to acquaint myself ____b__ the supply position of steel products. a. of b. with c. for d. about Our new low-cost solutions may be ____d_____ particular interest to you. a. in b. with c. for d. of ___c___ we would like to close the business with you , we find your bid unacceptable. a. Much b. However much c. Much as d. Despite ___a___ your counteroffer, we regret that we can’t accept it . a. As regards b. In regards to c. With regards d.In regards
外贸函电心得体会 篇一：函电学习心得体会 心得体会 一个学期的函电学习很快就结束了，在这短短的一学期时间里我觉得学到了很多。在学习前英语就不是很好，不知道该如何组织和使用各种优美、恰当的英文词句来很好地完成一篇英文信函，信函中的一些语言明明是我们在生活中常常接触到的，但是就是不知道怎样把它们翻译成比较恰当或优美的英文，我觉得在信函中应用一些比较优美很恰当的句子是很重要的，如果是初次建立关系会给别人一个比较好的第一印象，会让对方觉得你专业、有内涵，也让对方更加相相信你方的实力。 在学习中遇到了不少问题，首先是对课本知识掌握得不够，在写信函的过程中很难写出一个比较好的句子，所以只好参照课本的句式和一些比较好的专业词句。其次，因为所有的信函都是用英文写的，跟以前的英语学习有很大的不同，所以一开始速度有点慢，感觉很难写出来一篇完整的规范的信函。这次学习对我们的英文水平也是一个很大的考验，如果英文水平比较高的话，写信函的时候就会觉得比较容易。这次学习也是对外贸专业知识的掌握情况的一个检验。外贸信函跟我们平时写的中文信件之间是有差别的，中文信件只
有一种布局，而外贸信件有多种布局比如有缩行式、齐头式等等，写信件的时候要特别注意不要把各种信件布局混淆。还有要注意组织好信函的句式，选择比较好的词句，尽量使对方在阅读你的信件时能感到愉悦，给对方留个好印象。同时要明确指出你方来函的目的，要把关键内容表述清楚。 在这一学期的时间里，我掌握了更多书写英文信函的技巧，学到很多适合运用到外贸信函中的英文词句以及一些外贸专业术语。我明白了要写出一篇好的外贸函电，需要多方面的积累，比如外贸专业知识的掌握程度、英语水平的高低、语言组织能力的高低等等。所以还有很多知识、技能等着我去学习。 篇二：外贸函电实训心得体会 外贸函电实训心得 随着我国市场经济体制的逐步完善和对外开放的不断扩大，我国经济将完全融入世界经 济体系之中。而教育水平的高低与经济的发展密切相关。作为我国高等教育的全新组成部分， 职业教育应确立怎样的培养目标来适应时代要求，已成为人们普遍关心的问题。高等职业教 育的培养目标，主要强调能力的培养和技术的应用，他要求我们的教育能够不断造就基本功
外贸函电综合试题1 一、单项选择题(在每小题得四个备选答案中,选出一个正确答案,并将正确答案得序号填在题干得括号内。每小题1分,共20分) 1、 There is ________ doubt that the defective goods were damped before packing、 () A、 without B、 little C、 some D、 a little 2、 Our quotation ________ Tiantan Brand Shirts is valid for 10 days、 () A、 to B、 after C、 in D、 for 3、 We cannot see any possible of business ________ your price is on the high side 、 () A、 which B、 since C、 that D、 though 4、 We assure that the goods can be supplied from stock ________ you order early、 () A、 whether B、 that C、 after D、 if 5、 We ________ well ________ with the demand of Asia market、 () A、shall…acquaint B、can…acquaint C、are…acquainting D、are…acquainted 6、 We will see to ________ that the L/C is opened within the stipulated time、 ( )
全国2008年4月高等教育自学考试外贸函 电试题 全国2008年4月高等教育自学考试外贸函电试题 湖北自考网8月20日整理 课程代码：00094 请将答案填在答题纸相应的位置上 一、单项选择题(本大题共20小题，每小题1分，共20分) 在每小题列出的四个备选项中只有一个是符合题目要求的,请将其代码填写在答题纸相应的位置上。错选、多选或未选均无分。 1. We __________ your quoting us your competitive prices on a CIF basis for the following. A. appreciate B. are appreciated C. appreciate it D. will be appreciated 2. Under the __________, it is impossible to decline our price again. A. circumstance B. circumstances C. case D. cases 3. Please see to __________ that goods should be delivered in 3 equal lots. A. us B. it C. the L/C D. them
4. We regret having to remind you that 20% of the freight is still __________. A. owned B. owning C. standing D. outstanding 5. Marketing is __________, we have received a crowd of enquires from our customers. A. declining B. advancing C. weak D. going 6. Through our joint efforts, we have successfully concluded a __________ with your company. A. business B. order C. trade D. deal 7. The __________ creates a power of acceptance, permitting the offer by accepting the offer to transform the offeror’s promise into a contractual obligation. A. free offer B. firm offer C. non-firm offer D. offeree 8. Our __________ catalogue and price list are sent together with the letter for your reference. A. illustrated B. illustrating C. be illustrated D. that illustrated 9. The stipulations in the relevant L/C should strictly
2002年4月全国高教自考外贸函电试题 一、单项选择题(本大题共20小题，每小题1分，共20分)在每小题列出的四个选项中只有一个选项是符合题目要求的，请将正确选项前的字母填在题后的括号内。 1. Fifty cases of Green Tea you sent us were found to be badly damaged. This was apparently attributable to _____ packing.( ) A. inferior B. superior C. faulty D. mistake 2. We trust you will do your best to have this matter _____ right away.( ) A. settle B. to settle C. settling D. settled 3. By joint efforts we can _____ both friendship and business.( ) A. increase B .promoted C .expand D. extend 4. We _____ you for the special offer you send us.( ) A. thank B. appreciate C. be grateful D. beindebted 5. We are looking forward to _____ your L/C for Order No 123.( ) A .receive B. receiveing C. be received D. be receiving 6. This is our best price, _____ which we have concluded many orders with other buyers in your city.( ) A. on B. for C. by D. at 7. As it involves only a small _____, we hope you will have no difficulty on promotion.( ) A. quality B .figure C. quantity D. number 8.Our payment terms(付款方式)are _____, irrevocable letter of credit for the full invoice value.( )
Final Paper Part One: Explain the following terms in appropriate English or Chinese.(16points) 1.信头包括： 2. 2. 商务信函的写作原则： 3.3. 订单一般包括的内容： 4.4. 保险索赔的条件 Part Two: Please fill in the blanks with appropriate words.(20 points) 1.As we are interested ____ Art. No. 503, please make us a firm offer for 1000 pieces. 2.We ______ from the Commercial Counselor's Office in your country that you are one of the large buyers of color TV sets . 3.We shall be glad to send you samples upon receipt _____ your specific enquiries . 4.Electric goods ______ within our scope of business. 5.Please let us have all necessary information concerning your products ____ exports. 6.We shall be _____ to establish business relations with your company. 7.As we deal ____ sewing machines, we shall be pleased to enter into business relations with you. 8. We are keenly desirous _____ entering into business relations with your firm. 9.On receipt of your specific inquiry, we shall airmail you immediately our _____ sheet. 10.We write to ____ ourselves as one of the leading exporters of a wide range of electronic goods in the UK. 11.We would prefer FOB Lagos, introducing our _____ of 8%. 12.Any _____ you supply will be highly appreciated. 13.Several of our customers have expressed ____ in your watches and inquired about their quality and prices. 14.One of our buyers has made us an enquiry _____ 150 dozen men's shirts. 15.If your samples are satisfactory _____ our customers, we will place substantial orders with you. 16.Your prompt attention_____ this inquiry is appreciate. 17.We have a considerable demand here ______ your goods and should welcome your samples. 18. Will you please quote us your lowest prices ______ the goods listed above? 19.We would very much ______ an early reply from you. 20.Please _____ us your competitive price for the following items. Part Three :Judge whether the following statements are true or false with V or X. (10 points) 1．外贸函电的日期应写在信函最后。（） 2．缩进式英文信函格式最不正式。（） 3．如果知道收信人的名字，最好称呼他们的头衔或姓。（） 4．英文信函只有打印签名即可。（） 5．英文信函的结束语一般不用标点。（） 6．当你方因某种原因不能接受订单时，你可以采用送上代用品的方法。（） 7．在进出口业务中只能是买方向买房提出索赔要求。（） 8．常见的国际贸易支付方式只有汇付和托收。( ) 9．拒绝订货信要写得委婉，解释清楚原因，并要表示对将来生意的期盼。( )
选择题 第二单元：询价与回复 一：1.You name D. has been recommended to us by the Chamber of Commerce in New York.. 2. Our market survey informs us that you are A. in the market for Audio and Electronic Equipment. 3. We should be pleased to receive you’re A. illustrated catalogue and price list. 4. We are B. well-established exporters of all kinds of Chinese good. 5. If your price are competitive, we are confident D. in selling the goods in great quantities in this market. 6. We shall appreciate B. your quoting us FOB Sydney. 7. As we are one of the leading importers in this line, we are B. in a position to handle large quantities. 第三单元：资信调查 一：1.For information D. concerning our credit standing we refer you to Bank of China, Shanghai Branch. 2. We should be grateful if you would say C. whether they are likely to be reliable for a credit up to USS20.000. 3. Any information you kindly give us will be treated in strict confidence and A. without any responsibility on your part. 4. Will you please inform us, B. in confidence, of the extent of their resources and also as to their reputation? 5. D. While appreciating your decision to place regular orders with us, we respectfully request that you furnish us two references for the initial purchase. 第四单元：促销 1.（C、Having made）a special purchase of toys on very favorable terms, we are able to offer to you at the following attractive prices 2 we can only（A、hold open）this very advantageous offer for a few weeks.. 3 the recent advance in the cost of raw materials （B、has compelled）us to make a slight increase in the Prices 4 although costs have been （C、rising）steadily since last October , we have not yet （raised）our prices 5 （B、with a view to ）supporting your sales, we are sending some samples of our new makes. 第五单元：报盘与还盘 1A comparison of your offer （A、with that of ）our regular suppliers shows that their figures are more favorable. 2 If your prices are competitive, we are confident（D、in selling）the goods in great quantities in this market. 3 we confirm our fax just sent （A、offering you firm）these goods. 4 we offer you the following items（D、subject to）your reply reaching here by 4p.m today our time. 5 although we appreciate good quality of your goods, we are sorry to say that your prices appears to be（C、on the high side）. 6 we trust that we may be （C、favored）with a continuance of your valued orders. 7 we hope that you will see your way to （B、grant）us your order, and assure you in advance of its most careful execution 8 not having heard from you since, we should be glad to know whether there is any disadvantage in our terms which we could （B、remove）. 9 you are （C、assured）that we will quote our best prices as soon as we are told what products of ours you need. 10 in all probability this offer will not be （A、repeated）for some time, and we according look forward to receiving an early reply from you. 第六单元: 订单 一、Fill in the blanks with your choices 1.This order the sample you sent us on March 24.（A、is placed on） 2.We hope you will give your usual best attention this order.（B、to the execution of） 3.We have decided to place a trial order for the following stated in your letter.（B、on the terms） 4.we would like to supply you with the product, we are unable to fill your order owing to the heavy backlog of commitments. (B、Much as) 5.We must apologize you being unable to fill your present order.（D、To… for ） 6.We have accepted your Order No.234. Please open the relevant L/C,here two weeks prior to the date of shipment.（A、which must reach） 7.We are enclosing our latest catalogue some of the items may be of interest to you.（C、in the hope that） 8.The order is given strictly on the condition that shipment must be made not later than the first day of May.（B、enclosed） 第七单元：支付 一、单选 1.As requested, we have immediately arranged (A、with) our bankers to extend the expiry date of our L/C for two weeks (up to) 10th March. 2.As arranged, we would ask you to open an irrevocable credit in (C、our) favor and shall hand over shipping documents (against) acceptance of our draft. 3.We inform you that we have opened an irrevocable credit (D、with) the London Bank in your favor. 4.We advised the bank to amend the clause (D、to read)“partial shipment are permitted”. 5.We enclose our cheque for US$ 200 (A、in payment of) your invoice No.D-124. 第九单元：保险 一：选择题 1: please insure the goods (A、against) F.P.A. for US 100,000. 注：against加险别for加保额 2: please effect insurance (D、on) the cargo for US50,000 by S.S.Bright from Tianjin to seattle. 3: we have opened insurance you ordered for US9,000 (D、on) the shipment by S.S.East sun. 4: we wish to renew the above policy (C、for) the same amount and (on)the same terms as before to cover our consignment to be shipped b s.s.bright next month. 5: as requester, we have covered insurance (on) 20,000 DVD players (at) 10% above the invoice value (against) all risks. 6: unless we hear from you (A、to) the contrary before the end of this month, we shall arrange to cover the goods against t p a for the value of the goods plus freight. 7: any additional coverage（险别）other (B、than) ISS shall be for the account of the buyer. 8: we confirm that we hold the consignment covered as (from) today. 9: we have arranged (A、for) surveyor to investigate the extent of the damage and shall forward his report together with our claim. 10: we understand that these terms will apply (C、to)all our shipments of bottled sherry by regular liners to west European ports. 完形填空 第二单元：Fill in each blank in the letter below with a word that fits naturally.