UNIT ONE Ⅰ. 1. 世界贸易组织2.国际商会3. 联合国贸易和发展会议4. 世界银行5.国际货币基金组织6. 中华人民共和国商务部7. 中国国际贸易促进委员会8. 中华人民共和国海关总署9. 国家质量监督检验检疫总局Ⅱ.（F）（T）（T）（F）（F）
English Chinese English Chinese
HS Code H.S.编码Quality latitude 品质机动幅度
Sale by sample 凭样品买卖Quality tolerance 品质公差
Sale by description 凭文字说明买卖Gross for net 以毛代净
Counter sample 对等样品More or less clause 溢短装条款
Fair average quality 良好平均品质Conditioned weight 公量
（F）
（T）Ⅲ. ( 4 ) A. Gree air conditioner( 6 ) B. Dengcun Green Tea( 3 ) C. soy bean( 2 ) D. mineral （T）
Ⅱ. .（F）
（F）
ore ( 5 ) E. paintings( 7 ) F. construction equipment( 8 ) G. medicine( 1 ) H. T-shirt Ⅳ. 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.
outer packing 外包装packing list 装箱单
inner packing 内包装corrugated box 瓦楞纸箱
shipping mark 运输标志wooden case 木箱
indicative mark 指示性标志bulk cargo 散装货
warning mark 警告性标志gunny bags 黄麻袋
Ⅱ.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. 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. .(F)(T)(F)(T)(T) UNIT FOUR Ⅰ. (T)(F)(T)(T)(F)(F)(F)(T)(T) (F)Ⅱ. 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 FIVEⅠ 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.Calculation1. 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 Y ork into CFRC5 New Y ork. (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
Ⅲ. https://www.doczj.com/doc/ee16312699.html,D 400 per carton CIF NEW YORK 2.6500 Japanese Y en per M/T CIFC3% Osaka 3.80 dollars per dozen FOB Shanghai 4.560 GBP per set CFRC3% London 5.700 Euros per set FCA Shenyang UNIT SIX Ⅰ.
liner shipping 班轮运输TEU 标箱
air transportation 航空运输FCL 整箱货
voyage charter 程租船consignor 发货人
order bill of lading 指示提单FAK 包箱费
unclean bill of lading 不清洁提单partial shipment 分批装运
Ⅱ.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. 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 seasonal goods. Y ou’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. Y our 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.(F)(T)(T)(T)(T) (F)(F)(T) (T)(F) Ⅴ. Calculation
An exporter in Fuzhou exports 100 cartons of green tea to an importer in Singapore. The basic rate is USD 80/freight ton, bunker adjust factor is 15%, the measurement of a carton is 0.075 cubic meter and the gross weight is 25kg, how much is the total freight?
F= fb ＋∑S Fb = 100×0.075×80=600Surcharge = 600×15%= 90 F =Fb ＋Surcharge=(690U SD) UNIT SEVEN
1. natural calamity 自然灾害
2. fortuitous accidents 意外事故
3. insured 被保险人
4. insurer 保险人
5. premium 保险费
6. general average 共同海损
7. particular average 单独海损8. exclusion 除外责任
9. insurance policy 保险单10. insurance coverage 保险险别
Ⅱ. （F）（F）（T）（T）（T）Ⅲ. 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
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. 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. UNITEIGHT
1. documentary draft 跟单汇票
2. crossed check 划线支票
3. special endorsement记名背书
4. dishonor 拒付
5. telegraphic transfer 电汇
6. D/P 付款交单
7. D/A 承兑交单8. remitting bank 汇出行
9. trust receipt 信托收据10. factoring 保理
Ⅱ. （T）（F）（F）（T）（F）（T）（T）（T）（T）（T）Ⅲ. 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. 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
1. documentary credit 跟单信用证
2. confirmed credit保兑信用证
3. negotiation bank 议付银行
4. advising bank 通知行
5. beneficiary of credit 信用证受益人
6. discrepancy 不符点
7. transferable credit 可转让信用证8. usance credit 远期信用证
9. SWIFT credit SWIFT信用证10. reimbursement 偿付
Ⅱ.（F）（T）（F）（T）（T）（F）（F）（F）（T）（F）Ⅲ. 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. 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.
1. shipping quality 离岸质量
2. landed quality 到岸质量
3. inspection certificate 检验证书
4. claim 索赔
根本性违约 6. force majeure 不可抗力
5. fundamental breach of
contract
7. litigation 诉讼8. conciliation 协商
9. arbitration award 仲裁结果10. S.G.S 瑞士日内瓦通用鉴定
公司
Ⅱ. （F）（T）（F）（F）（T）Ⅲ. 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. 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
1. firm offer 实盘
2. counter offer 还盘
3. acceptance 接受
4. sales contract 销售合同
5. sales confirmation 销售确认书
6. revocation of the offer 发盘的撤消
7. valid period 有效期8. late acceptance 逾期接受
9. general terms and conditions of contract 合同的一般交易条件
和条款
10. contract performance 合同履行
Ⅱ. （F）F）（F）（T）（T）（F）（T）（T）（T）（F）Ⅲ. 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. 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
1. L/C amendment信用证修改
2. customs declaration 报关
3. hold booking 订舱
4. contract performance 合同履行
5. dispute settlement 解决争议
6. shipping order 装货单
7. commercial invoice 商业发票8. certificate of origin 原产地证书
9. GSP Form A 普惠制产地证10. packing list 装箱单
Ⅱ（T）（F）（T）（F）T）Ⅲ. 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. 1.It is advisable for you to apply for a GSP Form A to save the cost of import duty.2.Y ou 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.Y ou 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.
Reference Keys Unit 2 Establishing Business Relations 学学练练 I. 1. d 2. c 3. a 4. b 5. h 6. f 7. e 8. g II. 1.供你方参考 2. 期望，盼望 3. 供应中 4. in the hope of/that 5. establish business relations 6. fall within the scope of III. 1. desirous to 2. in the line of 3.give you a general idea 4. covering 5. in the market 6.refer to 7.be informed IV. 1. appreciate 2. in, for 3.upon 4. to 5. informed 6. with 7.enclosed 8. in 9. desire 10. for 实操练习 I. 1.Through the courtesy of ABC company, we have your name and address. 2. We would like to inform you that we could supply various types of men’s leather shoes. 3. We have established business relations with more than 50 countries in the world, on the basis of equality, mutual benefit and exchange of needed goods。 4. Specializing in the export of Chinese bicycles, we express our desire to trade with you in this line. 5. In order to promote business between us, we shall airmail you some samples for your reference. 6. We enclose a copy of catalog and a sampl e and are sure that you will be satisfied
II) Match each one on the left with its correct meaning on the right 1. motivation 2. pursue 3. mark up 4. procurement 5. intangible 6. cargoroyalty 商务英语阅读习题（一） I) Comprehension 1. What is international trade? 2. What are the major motivations for private firm to operate international business? 3. What measures do most companies usually adopt to avoid wild swings in the sales and profits? 4. Pleas give the four major modes chosen by most companies when entering into international trade. 5. Could you find any difference between Direct Investment and Portfolio Investment? If you can, please tell the main reasons. 6. What is MNE? What are its synonyms? 7. What limits a firm's sales? A. to make continual efforts to gain sth. B. the action of obtaining, esp. by efforts of careful attention. C. which by is its nature can not be known by senses, not clear and certain, not real. D. the goods (freight) carried by a ship, plane or vehicle. E. the amount by which a price is raised. F. profit, interest- G. the net value of assets or interest, invest. 8. equity 股本，资产净值 H. not needing other things or people, taking decisions alone. 9. yield I. a share of the profits. 10. independent J. need or purpose. 2. A 3.E 4.B 5. C 6.D 7.1 8.G 9.F 10.H HI) Fill in the blanks with the words or expressions given below and if necessary, put the word in the right form. A. orientation B. diversify C. seek out D. differentiate...from E. take advantage of F. undergo G. bring about H. correspond L abandon J. amount to K. Come after L. approach 1. That factory is trying to B its products to sell in different markets. 2. A successful businessman is always skilled in E every possible opportunity. 3. Reforming and opening to the world has G great changes in our lives. 4. Can you D this kind of operating the others? 5. Private firm going in for international business have a profit A 6. He I his company and family and went away with all the money. 7. The L of winter brings cold weather. 8. The manager's words J a refusal to the proposal.
Lesson 1 Importer’s Self-introduction 译文 信件一进口商自我介绍 麦克唐那和伊万有限公司 美国纽约劳顿大街58号 福建鞋业进出口公司 中国福建福州保定大街45号 送交：销售部吴刚先生 敬启者: 我们从伏特威廉公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。 多年来，本公司经营休闲鞋类进口生意，目前想扩展业务范围。请惠寄商品目录与报价单。 如贵司产品价格有竞争力，本公司必定向你方试订。 恭候回音。 麦克唐那和伊万有限公司 （签名） 麦克. 伊万 经理 谨上 2010年4月20日 信件二回信 福建鞋业进出口公司 中国福建福州保定大街45号 麦克唐那和伊万有限公司 美国纽约劳顿大街58号 敬启者: 感谢贵公司四月二十日的来函，我们非常渴望与贵公司建立商务关系。 我们鞋厂致力于设计和生产各种传统和时尚男女鞋产品。我们已开发和上市了室内拖鞋，棉拖鞋，新款刺绣拖鞋；童鞋和棉鞋。可以满足国内外不同市场需求。 谨遵要求另函奉上最新的出口商品目录及报价单，涵括目前可供的出口商品。 如你方对任何一款感兴趣，请让我方知道。期盼你方具体询盘。 福建鞋业进出口公司 （签名） 吴刚 经理 谨上 2010年5月10日 习题答案 I. Basic Training Translate the following expressions into Chinese. 报价一流的进口商
出口产品范围定单 广泛的联系具体询盘 最新目录有竞争力的价格 Choose the best answer. 1) b 2) b 3) c 4) a 5) d 6) b 7) c 8) c 9) b II. Improving Training Translate the following sentence into English. 1) We would like to introduce our business range. 2) We obtained your name and address from Mr. Smith, who have done business with us for many years. 3) We shall appreciate it if you could tell us the goods you are interested in. 4) We have received many enquiries from abroad. 5)They used to import machines from UK, but now they would like to establish business relations with us. 6) We are the leading importer of electronic products in Lagos. 7) If your price is competitive, we would like to place with you an order for 500 electric bicycles. III. Letter-writing Practice 1. Finish the following letter by translating the expressions given. 1) obtained your name and address 2) establish business relations /enter into business relations 3) leading importers 4) We appreciate your catalogue and quotations. 5) If your prices are competitive 2. Write a letter Dear sirs, We are one of the leading importers of electric goods in this city and shall be pleased to establish business relations with your firm. At present we are interested in your electric fans, details according to our Enquiry Note No. 1345 enclosed, and shall be glad to receive your lowest quotation as soon as possible. We would like to mention that if your price is attractive and delivery date acceptable, we shall place an order with you immediately. Your early reply will be highly appreciated. Yours faithfully, Lesson 2 Exporter’s Self-introduction 译文 信件一出口商来信 敬启者: 承蒙东京工商会的介绍,我们获悉你方是贵国最大的纺织品进口商之一。由于此货属于我们的经营范围, 特写信给你方希望建立业务关系。 我们专营中国纺织品出口, 产品包括女士, 男式, 儿童和青年的针织衫以及运动服和牛仔裤, 我们还设计和生产用于纺织品生产的设备和机器。我们的产品品质优良价格合理。 为使你方了解我们的经营业务, 随函附上出口清单一份, 包括目前可以供应的主要商品。如你方对任何一款感兴趣,请与我们联系。
Dear Sirs, We obtain your name and address from the internet, and we are writing you in the hope of establishing direct business relations with you. We’re one of the importers of Beddings with years’of experience in this line. At present, we’ll be pleased to get the samples for your bed-sheets. Thank you for your cooperation. Yours sincerely, \\ 2 Dear Sirs, Your company has been introduced to us by FMC Company, Sydney, Australia, who has informend us that you are interested in electric goods . As we have been in this line for years, we are writing you in the hope of establishing business relations with you. In order to give you a rough idea of our products available for export at present, we are sending you under separate cover the latest catalogues. Looking forward to your early reply. Yours faithfully Dear Sirs, We learn from the internet that you are in urgent need of a large quantity of Children’s Sport Shoes. We’re writing you in the hope of entering into long-term business relations with you. We have been handling the export of various kinds of textiles and shoes for many years, and our products are very popular in the American and European markets for their good quality and reasonable prices. We also have kept close connections with the local shoe manufacturers, and can ensure the steady source and quality. In order to give you a rough idea of our products, we are sending you our latest catalogues and price lists for Children’s Sport Shoes for your reference. If you are interested in any of the items, please let us know. We await your early reply. Yours faithfully,
《外贸函电写作》复习题I: Key terms : 1. credit standing 资信情况 2.counter-signature 会签 3. commercial Invoice 商业发票 4. confined L/C 保兑信用证 5. effect shipment 实行装运 6. confirming bank 保兑行 7. accepting bank 承兑行 8. issuing bank 开立行 9. discount 折扣 10. commission 佣金 11. under separate cover 另函寄出 12. remittance 汇付 13. premium 保险费 14. irrevocable L/C 不可撤销的信用证 15. deposit 定金16. collection 托收 17. terms of payment 支付方式 18. insurance Policy 保险单 19.Sales Confirmation 销售确认书 20. clean B/L 提单 21. firm offer 实盘 22.shipping documents 运输单据 23. amend the L/C 修改信用证 24. extend the L/C 展延信用证 25. exporter 出口商 26. importer 进口商 27.on Board B/L 已装船提单 28.More or Less Clause 溢短装条款 29. documentary bill 跟单汇票 30.time draft 远期汇票 II: Multiple choice: 1. We have lodged a claim______ ABC & Co._______ the quality of the goods shipped_______ S.S “ Peace”. A. against; for; by B. with; for; under C. on; against; as per D. to; for; per 2. It is important that your client______ the relevant L/C not later than April 12,1999. A, must open B. has to open C. open D. opens 3. We hope that the relevant L/C_____ as early as possible. A. establish B. will be established C. established D. establishing 4.We have made______ clear that the goods should be packed in cartons. A. it B. them C. this D. Which 5.We sincerely hope the goods under your Order No.245 will reach you_______. A. in good conditions B. in the good conditions C. in a condition D. in good condition 6.We are sorry to hear that the goods you received are not_______ the quality expected. A. but B. only C. of D. for 7.We shall remit to you an amount of $ 200 in_____ for the loss you suffered. A. reply B. compensation C. return D. interest 8. ____ you____ send us samples of your own products? A. Do...wish to B. Will...like to C. Do...hope to D. Would...please 9. Please don’t hesitate to write to us any proposals______ marketing chestnut. A. to concern B. concerning C. concerned D. concern 10. We wish to _______ as an agent the goods you are exporting now, because we are
Chapter 8 Learning Aims 学完本章，学生应能： 1．识别装船指示和装船通知； 2．熟悉一些模具产品名称； 3．掌握装运方面信件的结构以及相关术语和表达方式； 4．学会案例分析，并撰写与装运相关的信函。 Background Information 在国际贸易中，在装运前，买方通常把他们的装运需求发送给卖方，告知他们包装和标志，运输方式等，此为装运指示。 卖方在装运货物后应立即向买方发送装船通知，告知他们装运情况。装船通知通常包含以下内容： （1）预计出发时间；预计到达时间 （2）装船货物 （3）船名 （4）集装箱号 （5）铅封号 （6）所附单证 装运当事人有三方，即货主，承运人和收货人。 提单可被看作为货物收据、运输合同证明和物权凭证。 Letter 1
李友
Letter 2 Letter 3 Letter 4
Letter 5 Letter 6
Exercises I．Fill in the following blanks. 1. importance; urgent; advance; co-operation 2. circumstances; compelled; an alternative/alternatives; 3. extended; expired 4. pleasure; informing 5. in duplicate II．Translate the following sentences into Chinese. 1．我们很高兴在此通知，贵方所订的车灯模具已由“魅力”号货轮发出，将于5月15号抵达宁波。 2．我们很奇怪至今尚未收到于8月1号所订的螺钉，我方客户要求予以解释，因为他们急需此批货物。 3．由于交货长期延误，给我们带来不便。我们要求立即发货，否则，我们将不得不按合同规定取消订单。 4．请尽快安排装运我方所订的货物。 5．这艘货船将于7月20号左右驶往上海。 III．Translate the following sentences into English. 1. Upon receipt of the L/C, please effect shipment of the goods booked by us as soon as possible. 2. We are informed by ABC shipping company that S.S. “Beauty” is due to sail from your city to our port on or about 6th this month. 3. We are very much obliged for your kind cooperation. 4. We hope that these goods will reach you in time and turn out to your entire satisfaction. 5. We are in urgent need of the goods and have to request you to ship them without any further delay.
暑期学习阶段测试三 （基础知识与商务英语衔接卷） （总分：100分）得分：一、词汇（20） （1）按要求写词语 low（反义词）----- full（反义词）---- beautiful（比较级）------- fat（最高级）----- 304（英文）------ in the 1290s（中文）----- 第二十九（英文）------ 第五（英文）---- one to one（用数字表时间）----- Three quarters past twelve （用数字表时间）------ 10:11（英文表示时间）----- 在七月一日（英文）----- ten point 0 two（小数）----- a quarter（分数）------ (2)翻译下列短语或词语 take a message ----- place an order---- Russia ----- New Zealand------ Peru---- M oscow---- 二句子应用（2’*10=20） 中译英 1.这不是我的行李，是她的。
2.我会尽快让他知道这个消息。 3.弹钢琴对我来说是很容易的。（It's +adj. for sb. to do sth.） 4.越快越好。 5. 你知道他什么时候回来吗？ 英译中 6.Do I need a reservation for the dining car? 7. Which would you prefer, a smoking seat or a non-smoking seat? 8. May I see a timetable? 9 Could you tell me my reservation number, please? 10 Will this flight leave on time? 三英语应用及常识题（30’） 中英互译1 Water boils at one hundred degrees centigrade．
商务英语函电考试题目
词组 订单order 经营handle/deal in 习惯做法usual practice 商品目录catalogue 价格表pricelist 佣金commission 缺货out of stock 发盘人offeror 受盘人offeree 规格specificatio n 畅销sell well 专营 specialized in 通函circular 样品sample 折扣discount 单价unit price 库存stock 运费freight 综合险All Risks 板条箱crate 险别coverage 保险费 premium 保险人 insurer 散装货bulk cargo 收货人 consignee 转船 transshipmen t 毛重gross weight 信汇mail transfer 装箱单 packing list 铁箍metal strapping 报价 quote/quotat ion 易燃液体 inflammable 商会chamber
of commerce 另邮by separate cover/post 付款条件terms of payment 具体询盘specific enquiry 欲购be in the market for 优先报盘preferential offer 可撤销报盘revocable offer 价格适中moderate in price 现货供应supply from stock 拳头产品 knock-out product 质量上乘 superior in quality 打九折give a 10% discount 试订购place an trial order 销售合同 Sales Contract 形式发票 Proforma Invoice 会签 counter-sign ayure 支付条款 terms of payment 即期信用证 sight L/C 货到付款pay on delivery 分期付款pay in installment 电汇 telegraphic transfer 知识性标志 indicative marks 塑料纸 polythene sheet 请勿挂钩use
Unit 13 The Business of Making Money Exercises 1. Questions on the text: 1)What are the latest developments in private equity in recent years Compared to the 1980s, the targets of today’s private equity groups are much bigger in size. In recent years, the private equity industry has raised record money and its share of mergers and acquisitions has grown massively. The industry has also become a byword for money-making skills but its wealth has also brought many enemies. 2)According to the article, what are the main inconveniences for a company to be a publicly quoted company The main inconveniences for a publicly quoted company include: its executives have to face intrusive media coverage; it has to obey strict and long corporate-governance codes; it also has to face the threats of activist investors and short sellers and the scrutiny by some politicians. 3)What are the main reasons for a company to get listed on a stockmarket Traditionally there are three main reasons to get a company’s share listed on a stockmarket. The first is to raise capital, either to expand the business or to allow the founders to realise their wealth. The second is to help retain staff, who can be offered share options as an incentive to stay and work hard. The third involves prestige; customers, suppliers and potential employees may be reassured (and attracted) by the apparent seal of approval given by a public listing. Meanwhile, being publicly listed gives a company better access to fund investors and retail investors. 4)Why are companies in the Anglo-Saxon economies reluctant to borrow from banks Companies in the Anglo-Saxon economies were reluctant to borrow from banks because their often felt nervous about the possibility of the sudden withdrawal of credit from the banks, due to a change in lending policy, new management or an economic downturn. 5)According to the article, what are the main sources for today’s companies to raise money (including equity capital and debt) Nowadays the main sources for companies to raise money are: first, equity market; second, banks, though much less important than they used to be; third, bond market; fourth, private equity. 6)How do private-equity firms respond to the problems identified by Professor Jensen with regard to public companies Professor Jensen argued that the structure of a public company creates an inherent conflict between investors and the managers they hire to run the business, particularly with regard to the use of free cash flow. He also argued
Unit 3 Inquiries and Replies Sentences Commonly Used in Inquiries and Replies (P49-50) 1.感谢贵方7月5日询盘。 2.兹复你方3月28日函，我们附上最新的带有插图的目录册，供你方参考。 3.本地对高质量的电动自行车有稳定的需求。 4.如果你方价格有竞争力，我们愿首次订购1000打。 5.请报最好的CIF上海价格，注明最早装运期。 6.由于我们打算购买……，如报最优价将不胜感激。 7.感谢贵方10月1日对我方飞利浦牌吸尘器的询盘，先附寄一套插图目录册。 8.如果能报优质绿茶CIF到墨尔本最低价，我们将不胜感激。 9.贵方若能迅速仔细地处理我方对棉布的询盘，我们将不胜感激。 10.请寄送样品并报……的最低价。 11.请就上述货物向我方报CIF西雅图最优惠价，含佣金5%。 12.一收到贵方询盘，我们即寄上样品并报最优惠的价格。 13.如告知有关价格、质量、可供数量以及其他相关资料的具体情况，将不胜感激。 14.如果你方按所需的型号和质量供货，我方可以大量订购。 15.因为我们所报价格十分合理，我们相信贵方能接受。 Exercises (P50-54) 1. Translate the following phrases (1) 对……进行询盘 (2) 无存货 (3) 具体询盘 (4) 插图目录册 (5) 与……进行贸易 (6) price list (7) irrevocable L / C (8) terms of payment (9) both excellent in quality and reasonable in price (10) CIF Hongkong 2. Choose the best answer (1) C (2) A (3) A (4) C (5) C (6) B (7) D (8) B (9) B (10) D
1 学校 班级 考号 姓名__________________________ ◆◆◆◆◆◆◆◆◆◆◆◆◆◆◆装◆◆◆◆◆◆◆◆◆◆◆◆◆◆◆订◆◆◆◆◆◆◆◆◆◆◆◆◆线◆◆◆◆◆◆◆◆◆◆◆◆◆◆◆ 绍兴县财经学校2007学年第一学期期末考试试题 商务英语函电 出卷人：钱晓燕 适用班级：06（11，12，13）班 考试时间：90分钟 满分：100分 考生注意：本试卷共四大题，总分 100 分，考试时间 45 分钟。 19. We regret that we are unable to meet your needs fully on account of there______ heavy demand for the 1．我们不能按你方要求减价4%。 _____________________________________________________________________________________ 2. 鉴于我们之间的长期友好关系，我们可以考虑减价。 _____________________________________________________________________________________ 3. 非常遗憾，你们认为我方价格偏高、不合实际。 _____________________________________________________________________________________ 4. 我们的T 恤衫质量优良，价格合理。 _____________________________________________________________________________________ 5. 关于红茶，很遗憾，我们目前不能供货。 _____________________________________________________________________________________ 6. We do not deny there are signs showing the market is declining. _____________________________________________________________________________________ 7．We hope, therefore, you will reduce your price by 5% to the ruling market level. 三、中英文互译。本题共10题，每题3分，共30分。 一、短语/术语。本题共20小题，每题1分，共20分。 二、单项选择。本题共20小题，每题1分，共20分。
Chapter 1 1.这一监控体系最终将取代美国政府对古巴雪茄进口的上限。The monitoring system will finally substitute the U.S. government 's cap on cigar imports from Cuba. 2.墨西哥和美国之间的争执不会有任何作用，并可能导致北美自由贸易协定中关税解除的中 断。The quarrel between Mexico and the U.S. will be of no avail and it may disrupt the lifting of the agricultural tariffs under the North American Free Trade Agreement. 3.在召开部长级会议之前，将举行一次经济合作商业论坛，重点探讨如何减小全球经济 失衡的纠正对中国的冲击。An economic cooperation business forum, which will discuss how to minimize the negative impact of global economic imbalance adjustment on China, will take place shortly before the ministerial conference. 4.只有少数美国人将此问题归咎于这些明 显的因素，即美元贬值或经济周期。Few Americans attribute this to such obvious causes as a devalued dollar or the business cycle. 5.最新的科学研究揭示了这样的事实，即为减少温室气体排放所采取的必要措施会带来沉重的经济和政治成本。Recent research has shed light on the fact that there are heavy financial and political costs associated with the measures necessary to reduce the emission of greenhouse gases. 6.有传言称上个月政府和这家公司的总裁秘密达成一笔交易。There are rumors that the government struck a private deal with the corporation's chairman last month. 7.反对派对美国政府施加压力，让他们改变对纺织品进口的政策。The opposition is exerting pressure on the U.S. government to change the policy towards textile imports. 8.自从签署双边自由贸易协定以来，这个新兴经济体一直处于科技的前沿。Since the establishment of the bilateral free-trade agreement, this emerging economy has always been at the forefront of science and technology. 9.一般 来说，浮动汇率应该使国家免受与贸易伙伴在通货膨胀上的持续差异的影响。In general, floating exchange rates are supposed to insulate countries from persistent differences in inflation with their trading partners. 10.据保守预测，到2010 年中国与北美和欧盟的进出口贸易堂将分別超过4000 亿美元，与10 个东盟国家的进出口贸易堂将超过2000 亿美元。According to conservative estimates, by 2010, China's import and export volume with North America and the EU would surpass $400 billion respectively, with ten ASEAN countries exceeding $200 billion. Chapter 2 1)政府出资 1 亿美元用于农村地区再生能源的开发和利用。The government has allocated $ 0.1 billion to the development and utilization of renewable energy in rural areas. 。 2)开发西部不能以破坏环境为代价，因此政府一直走经济开发建设和生态环境保护并进