【精品】新编外贸英语口语教程课后答案

新编外贸英语口语教程答案【篇一：外贸英语口语课程标准2016】t>（一）课程性质与任务《外贸英语口语》课程是根据高职高专商务英语和国际贸易实务专业学生需要开设的一门职业基础必修课程，同时也是一门语言技能训练课。

其前导课程为商务英语听说、国际贸易实务、外贸英语函电，后续课程为商务英语翻译等。

本课程具有很高的综合性，涉及商务活动、商务谈判、外贸单证等英语专业知识，是对英语语法、词汇、专业知识的综合能力运用。

本课程旨在通过专业的口语训练，大幅度地提高学生的外贸英语会话能力及口语技巧，从而使学生达到基本满足从事商贸工作所必需的英语口语要求，使学生具备在一般涉外活动和商务谈判中自由交流的能力。

（二）课程教学目标 1.知识目标（1）掌握相关外贸商务知识及外贸英语基本词汇、句型及表达；（2）掌握建立业务关系、询盘、报盘等相关外贸商务活动背景知识及相关对外贸易实务知识。

2.能力目标（1）能就日常话题和接送客户、建立业务关系、报盘、询盘等相关商务话题进行对话和讨论；（2）能就某一商务话题清楚阐述自己的观点；（3）能就某一相关商务情景组织对话、回答问题、发表评论。

3.素质目标（1）通过分组模拟口语训练，培养学生团队协作精神，锻炼学生沟通交流、自我学习的能力；（2）通过英汉互译，增强学生的跨文化意识，锻炼学生英汉双语表达能力，激发语言学习的热情，增强爱国意识；（3）通过商务口语模拟活动掌握商务社交规范与礼仪，培养学生的社交能力。

（三）参考学时本课程参考学时共计64课时。

（四）课程学分本课程共计4学分。

（五）课程内容和要求本课程根据外贸业务流程的有关知识将其内容分为十二个主要教学项目：建立业务关系、询盘与报盘、供货紧缺、价格、佣金与折扣、支付方式、包装、装运、保险、签订合同、投诉与索赔及代理。

（六）教学建议 1.教学方法教学过程中力求教学形式多样化，课堂上通过组织学生进行课堂辩论、复述、模仿、角色扮演，讨论、口译等教学方法和手段，寓教于乐，激发学生学习的兴趣，从而不断强化和提高学生的口语水平。

《新编外贸英语会话》（International Trade Talks）徐雅琴主著，上海交通大学出版社，2009年4月第一版课文参考译文及练习参考答案一、课文参考译文第1单元机场迎接（1）来自芝加哥的商人约翰·贝克汉姆先生到达浦东国际机场，上海轻工业品进出口公司的周先生在机场迎接贝克汉姆先生。

周：对不起，您是来自芝加哥的约翰·贝克汉姆先生吗？贝克汉姆：对，我是，代表L&W公司，您是王先生吧？周：不，我不是。

我叫周健，是上海轻工业品进出口公司的销售经理。

王先生要我来接您，因为他今早突然有事无法分身。

他非常想见您，要我先代他向您致以问候。

贝克汉姆：原来如此。

非常高兴认识你，周健。

叫我John就可以了，我不拘泥于礼节的。

周：这是我的荣幸。

John，你来访旅程一路顺利吧，我以前也坐过横渡太平洋的航班，我知道那有多累。

贝克汉姆：除了不时有气流不稳之外，一路都很顺利。

说真的，我觉得自己还是很有精神的。

周：很高兴听您这么说，您愿意今晚和我们一起吃顿便饭吗？王先生要我问您一声。

贝克汉姆：他太客气了，不过我倒想今晚在酒店好好休息一下倒倒时差。

王先生不会介意吧？周：当然不会。

他想您可能需要稍做休息。

让我帮您提行李吧？我们有辆豪华轿车在外面候驾。

贝克汉姆：豪华轿车？你想的太周到了，不过恐怕给你们带来了很多麻烦。

周：一点也不麻烦，我们走吧。

1（2）贝克汉姆先生和周健坐进轿车，前往酒店。

他们在路上谈及酒店，上海这个城市以及贝克汉姆先生在上海的行程安排。

贝克汉姆：周健，机场到酒店有多远？周：大概一个小时的车程。

贝克汉姆：我将住在那家酒店呢？周：我们在希尔顿酒店为您预定了一个套房，这是上海最好的酒店之一，希望您能在那里度过一段好时光。

贝克汉姆：我想我会的，谢谢你。

周：这是您第一次来上海吗？贝克汉姆：是的，这确实是我第一次来上海。

我一直期盼着这次来访，到了这里真的很高兴。

上海是一座很大的城市，是吗？周：是的，上海是中国最大的城市，也是中国五个直辖市之一，它有十八个区和一个县。

外贸英语口语(一)第二版答案1、9．There will be a lot of activities at English Festival nest month. Which one would you like to ________? [单选题] *A．take part in (正确答案)B．joinC．attendD．go2、I usually do some ____ on Sundays. [单选题] *A. cleaningsB. cleaning(正确答案)C. cleansD. clean3、75．As a student in Senior Three, I must work hard．（）, I should take exercise to strengthen my body．[单选题] *A.OtherwiseB.Meanwhile(正确答案)C.ThereforeD.Thus4、I think ______ time with my friends is fun for me.（）[单选题] *A. spendB. spendC. spending(正确答案)D. spent5、You could hardly imagine _______ amazing the Great Wall was. [单选题] *A. how(正确答案)B. whatC. whyD. where6、On Easter children _______ eggs around the house. [单选题] *A. hunt for(正确答案)B. send forC. prepare forD. ask for7、I'm sorry I cannot see you immediately. But if you wait, I'll see you_____. [单选题] *A. for a momentB. in a moment(正确答案)C. for the momentD. at the moment8、Finally he had to break his promise. [单选题] *A. 计划B. 花瓶C. 习惯D. 诺言(正确答案)9、Mr. Bliss became the first person to die in a car accident. [单选题] *A. 事故(正确答案)B. 竞赛C. 检阅D. 交易10、Have you done something _______ on the weekends? [单选题] *A. special(正确答案)B. soreC. convenientD. slim11、I think _______ is nothing wrong with my car. [单选题] *A. thatB. hereC. there(正确答案)D. where12、During the Mid-Autumn Festival, family members often gather together _________ ameal, admire the moon and enjoy moon cakes. [单选题] *A. shareB. to share(正确答案)C. having sharedD. shared13、You can _______ Bus 116 to get there. [单选题] *A. byB. take(正确答案)C. onD. in14、_______ a busy afternoon! [单选题] *A. HowB. What(正确答案)C. WhichD. Wish15、Wang Dong usually gets up at 6:00 _______ he can catch the early school bus. [单选题] *A. as ifB. so that(正确答案)C. untilD. after16、She spoke with a strong Scottish（）[单选题] *A. speechB. accent(正确答案)C.voiceD. sound17、( )He killed the enemy guard and made away _________the villagers. [单选题] *A. with the helpB. with helpC. with help ofD. with the help of(正确答案)18、She passed me in the street, but took no（）of me. [单选题] *Attention (正确答案)B. watchC. careD. notice19、You’d ______ give up smoking. [单选题] *A. goodB. wellC. better(正确答案)D. best20、—Why is Mary asking Bob about the school trip? —Because she wants to know ______.（）[单选题] *A. how does he think of the tripB. what does he think of the tripC. what he likes the tripD. how he likes the trip(正确答案)21、At nine yesterday morning, I ______ an English class while they ______ a PE class.（）[单选题] *A. was having; were having(正确答案)B. had; hadC. was having; hadD. had; were having22、I paid him 50 dollars for the painting, but its real（）must be about 500 dollars. [单选题] *A. feeB. value(正确答案)C. priceD. fare23、______ pocket money did you get when you were a child? （）[单选题] *A. WhatB. HowC. How manyD. How much(正确答案)24、( ). I’m _____ in that ______ film [单选题] *A. interesting interestedB. interested interesting(正确答案)C. interested interestedD. interesting interesting25、The green shorts are _______ sale for ＄[单选题] *A. forB. on(正确答案)C. atD. with26、23．Hurry up! The train ________ in two minutes. [单选题] *A．will go(正确答案)B．goC．goesD．went27、25．A watch is important in our life. It is used for ______ the time. [单选题] * A．telling (正确答案)B．sayingC．speakingD．holding28、———Must I return the book you lent me to you now? ——No, you( ）. You can keep it for another few days. [单选题] *A.can’tB. shouldn'tC. mustn'tD. don, t have to(正确答案)29、You should stick to your（）and tell him you won' t do the thing. [单选题] *A. principle(正确答案)B. qualityC. contactD. influence30、_________ we don't stop climate change, many animals and plants in the world will be gone. [单选题] *A.AlthoughB.WhileC.If(正确答案)D.Until。

第二章I. 1. A/B 2. C 3.D 4. A/D 5.D 6. A/B/C/D7. B/D 8. B/C/D 9 B/C 10. A/B/C/DIII.intention, interested in, view, suitable, grateful, have, together with, appre ciate, as, suppliersIV. 1. We have been informed by Jameson Garments (Vancouver) Ltd. tha t you are one of the leading exporters of textiles in Hangzhou and that you wish to extend business to our market.2. We would like to have your lowest quotations for the captioned goods on the terms and conditions listed below:3. Please send me some further information on the features and costs of the Vernard line of Ultrasonic equipment, which you recently advertised in Ele ctronics magazine.4. We are interested in importing Chinese furniture and would be pleased t o receive a copy of your latest catalogue, price list and export terms.5.We would be grateful if you would send us a comprehensive price list, togetherwith some samples, of the goods which you can supply.V. 1.Chinese low-voltage microwave ovens are in great demand in our countr y. We would therefore much appreciate it if you could let us have your comp etitive prices for the models available at present.2. We write to introduce ourselves as a leading importer of surgical instrum ents and are interested in receiving a copy of your latest catalogue for our r eference.3. Specializing in the line of confectionery, we have extensive connections with food stores throughout this country.4. We would be much obliged if you could send us a complete set of leaflets so as togive us a general idea of the export items you handle.5. From Messrs. Brown & Clark of this city, we have learned that you are reg ular suppliers of Chinese kitchenware, for which there is a growing demand here.6. We have read with interest your advertisement in the latest issue of T ele visionWorld, and would like to have full particulars of your products, including specifications, prices and packing.VII.Huafang Trading Co. Ltd.456 Huqiu RoadSuzhou, ChinaSeptember 10, 199-The Sales ManagerThe Midland Carpet Co. Ltd. 173 Waterloo Street London E.C.4 Britain Dear SirWe have noticed with interest your advertisement in the August issue of The Magic Carpet and feel that the patterns of your carpets may appeal to Chin ese customers, especially the well-to-do newly weds. Therefore, we would li ke to have detailed information about the various types of carpets available at the moment, such as specifications and prices, if possible together with s ample cuttings.As we intend to lay in a stock for the New Year sales, it would be a great hel p to us if we could receive your reply by the end of this month.Yours faithfully签名Huafang Trading Co. Ltd.Import Manager第三章I. 1. A/B/D 2. / 3. A/B/C/D 4. C 5. A/B/D6. B/C7. B8. A/D9. A/B 10. B/CIII. intend, have stocked only, have decided, select, should be obliged, woul d send,have examined, shall contact,IV. 1. We think that when you see our samples, you will agree that the q uality of the material used and the high standard of craftsmanship will appe al to the most selective buyers.2.Though we are at present unable to meet your requirement for the captionedarticles, we shall be only too pleased to revert to the matter once our suppli es arereplenished.3. We should like to draw your attention to our other products such as stain less steelkitchenware, details of which you will find in the catalog, and look forward to yourfirst order.4. At your request, we are now quoting you for 1,000 dozen steel tapes at USD5.--per dz. CFR Lagos.5. We are well aware that our competitors are quoting at considerably lowe r prices,but our products are obviously superior in quality and therefore represent b etter value.V. 1. In reply to your inquiry of January 12, we are pleased to inform you that a catalog and a price list have been airmailed separately for your refer ence.2. If, however, you need any other information, please do not hesitate to le t us know. We shall be only too glad to answer further questions from you.3. As you will notice, our prices are quite competitive, and since we carry l argestocks of all models, we can promise delivery within a month of receipt of y our L/C.4. If you can let us have an idea of the quantity you are going to order, we may consider giving you a more favorable discount.5. Though we no longer supply T ype SB-95, we have in stock T ype SB-99, whi ch isboth better in performance and more reasonable in price.VII.Dear Mr. Black,Thank you for your enquiry of August 16 concerning our equipment, whic h you saw at the International Farm Machinery Fair in Bonn.In answer to the specific questions in your letter, first let me say we are willing to consider substantial discount on orders over RMB¥Y1,000,000.With regard to the terms of payment, we would suggest sight L/C for the initialstage. We can fulfill orders within three months, unless there are special specifications, which may take a little longer. We are enclosing our current c atalog and pricelist quoting c.i.f. Bangkok prices, and we think you will find the earth-moving equipment on pp. 101-115 of particular interest for the wo rk you have in mind. If you require any further information, please contact u s and we will be pleased to supply it.Yours sincerelUnit 4I. 1. A/B/C/D 2. A 3. A/B/C/D 4. . C/D b 5. B6. C7. A/D8. B/C 9 B/D 10. A/C/Dpetitive, quoted, case, that, ship, between, a total of, qualify f or, Since,be obligedIV. 1. We are pleased to give you an order for the following items on the u nderstanding that they will be supplied from current stock at the prices nam ed.2.Thank you very much for your Order No. GD34, and we are pleased to encloseour Sales Confirmation No. 9975 in duplicate, one copy of which please sign and return to us for our file.3. Your order is receiving our immediate attention and can be delivered wel l within your time limit4. While thanking you for your order, we have to explain that our price has increased by 5% owing to a corresponding rise in the prices of raw materials.5. However, in order to finalize the first transaction between us, we are rea dy to allow you a 5% discount if you can increase the quantity to 1,000.V. 1. This is to confirm our telephone discussion this morning. Enclosed is our Order No. CT504 for 1,500 pounds of Longjing Green T ea at 36 pence p er lb CIF London for shipment during June/July.2. As the demand for our laser printers is on the increase, we hope you will act immediately if you are considering placing an order with us.3. Please note that the goods must be in strict conformity with the samples in quality. If this first order is satisfactorily executed, regular orders will foll ow.4. Thank you f or your prompt reply to our inquiry of April 22. We are now p leased to order from you 2000 dozen pure silk T-shirts. (For details, please r efer to our enclosed order No. 358.)5. Although our price is a little higher than quotations of other suppliers, the superiorquality of our products more than compensates for the difference in price, a nd it is toyour own advantage to order goods of really good quality.VII.Dear Ms Collins,Thank you very much for your Order No. CS27 for our rotary printing presses Models PM600 and PM800 for November shipment. We wish to inform you tha t we can comply with all your requirements except for PM600, which is unfo rtunately out of stock at the present moment. We, therefore, would like to place before you two alternatives for your consideration.1. As an excellent substitute for PM600, we recommend PM630, which is our latest model (for details, see attached leaflet) and can be shipped together with PM800 in November.2. In case you still prefer PM600, we can ship your order in two lots, i.e. PM 800 inNovember and PM600 in January next year, which is the earliest time we can manage.We look forward to your early decision.Yours sincerelyUnit 5I. 1. B/C/D 2. B/D 3. C4. A/B/C 5. A/B/C6. D7. A/C/D8. B/C9. / 10. DⅢcover, individual, available, suitable for, which, in which, be grateful, so tha t, assure,requireIV.1. We would like you to arrange an all risk open cover policy for our chinaw are ipments which we intend to export over the next three months.2.If you can offer us competitive rates, we will consider further policies with you on other shipments.3. As we now desire to have the shipment insured at your end, we shallbe pleased if you will arrange to insure the goods on our behalf against A ll Risks for 110% of the invoice value.4. As requested, we have covered your order with PICC, and the insurance policy will be sent to you through the bank together with the other sh ipping documents. 5. We had the case opened and the contents examin ed by a local insurance surveyor in the presence of the shipping compan y’s agent.V.1. In the absence of your definite instructions about insurance, we have cov ered yourordered goods against W.P.A. for 110% of the invoice value as usual.2. We have noted your request for insurance against War Risk. But, as you k now, ourCIF quotation includes W.P.A. only. Therefore, if you require this additional coverage, the extra premium will be borne by you.3. If the buyer finds after inspection that the goods are damaged, he has the right tofile a claim with the underwriter against a surveyor’s report within 30 days of the arrival of the goods at the port of destination.4. We regret to inform you that of the invoiced 12 laser printers in Case No. 8, five were found upon arrival to be badly damaged.(OR: We wish to inform you that Case No. 8 was invoiced as containing 12 las erprinters, five of which were regrettably found upon arrival to be badly dam aged.)5. The People’s Insurance Company of China is a large state-owned enterpri se, which njoys the reputation of settling claims promptly and equitably and has agencies in the main ports and areas throughout the world.ⅦDear Sir/MadamWe have received your quotation of November 5, which we find quite compe titive.We would be glad if you would cover us against All Risks, warehouse to ware house,to the value of Can$274,895.--, on 15 (fifteen) cases of ceramic handicrafts, fromQingdao to Vancouver by M. V. Seagull.The certificate must reach us by the 17that the latest, since it has to be presented with the other documents to the b ank with which a letter of credit has been opened.We look forward to your prompt reply.Yours sincerelyUnit 6I. 1. B/D 2. A/B 6. B/D 3. D 4. C 5. B/C 7. A/B/C8. C/D9. B/C/D 10. A/B/C/DIII. to ensure, reach, follows, is wrapped, being packed, separated, to ho ld, are secured, has answered, receivingIV. 1. If cartons are used, please supply each chemical in strong polythen e bags to ensureprotection from damp.2. A light case reinforced by battens would meet your requirements and be much cheaper than a solid wooden case, as the former would be non-return able.3. When the various items of your order are complete in our warehouse, we will pack them into bundles of suitable size for shipment.4. Please make our order up into bales of about 200 kg. each, covered with waterprooffabric and strapped vertically and horizontally with metal bands.5. All polished parts of the machine are to be wrapped and generously padd ed to avoidscratching and knocking against the container.V. 1. Export crates for goods of the type you name are completely enclosed by plywood, and firmly battened.2. Export orders are put up in strong cases, cleated and wire-strapped. Solid packing andstuffing inside the cases gives protection from vibration and jarring.3. All powders are wrapped in polythene bags and then packed in tins, the lids of whichare sealed with adhesive tape.4. Valves and all delicate parts are to be wrapped in soft material and firml y packed incardboard boxes. These in turn are to be packed in cases in such a manner t hat movement insidethe cases is impossible.5.We give you on the attached sheet full details regarding packing and marking.These must be strictly observed.VII.Dear Mr. MertonWe thank you for you letter of June 26, and would like to confirm that we are still offering our Phoenix range at the prices quoted in our letter of June 15. We are sure that you find these prices quite competitive. Meanwhile, we understand your concern over packing and wish to give you t he following details:Each vase is wrapped in a polybag, and then put in a foamed plastic casing, which is in turn placed in a decorative cardboard box. These boxes are pack ed in specially designed polythene-lined strong cardboard cartons, twelve to a carton, so that no movement inside the cartons is possible.Besides, on the outside of each carton are clearly stencilled in fadeless ink s uch warning marks as “FRAGILE” and “HANDLE WITH CARE”.We hope you will agree that we have taken every possible precaution to ens ure the safe transportation of our products.We look forward to receiving your order.Sincerely yoursUnit 7III. ordered, have been despatched, arranged, (are) numbered, is arriving , sailed, have been handed, opened, will pay, will beIV.1.We are pleased to inform you that your order no. 32 has been despatched, packedin twelve 100 kg. cases, in accordance with your instructions.2. In view of the urgency of the order, we have despatched it today by air, s o that thegoods should reach you tomorrow.3. Our rates are subject to alteration without prior notice, except in the ca se of special contract.4. We have connections throughout the world and as a result of our wide experience we can advise you on suitable packing and method of transport for any country to which you wish to export.5. As you have been informed in one of our previous letters, the users are in urgent need of the machines contracted and are in fact pressing us for an e arly delivery.V. 1. We have already executed that part of your order which we c ould supply from stock. The remainder may be subject to a delay of four to six weeks.2. We shall be glad to know frequency of sailings, lowest rates for large shi pments, and groupage rates for small consignments.3. The goods under your order No. 297 have been packed and are ready for despatch,and we would be pleased if you would fill up, sign and return the attached instructions form as soon as possible.4. You can save both time and money by letting us handle all shipping and C ustomsformalities for you.5. T o assist you in introducing our products into your market as early as poss ible, weagree to advance the initial shipment of 1/3 (one third) of the total quantity fromJune/July to April/May. \VII.Dear Mr. ArnoldRe: Order No. 896 S/C No. 980927From your letter of October 20 concerning the captioned S/C, we understan d that instead of the stipulated two equal shipments in January and Februar y, 1999 respectively, you now wish to have 80% of the total quantity shipped in November and the balance in December this year.In reply, we wish to inform you that although we have the required quantity in stock, your request came too late for November shipment, especially bec ause direct sailings for yourport are few and far between. Besides, the relevant L/C is yet to be opened .Therefore, we would suggest that 80% of the total quantity be shipped in De cember this year and the balance 20% in January, 1999, provided your L/C re aches us not later than November 20.Please let us know promptly whether this arrangement is convenient to you.port are few and far between. Besides, the relevant L/C is yet to be opened .Therefore, we would suggest that 80% of the total quantity be shipped in De cember this year and the balance 20% in January, 1999, provided your L/C re aches us not later than November 20.Please let us know promptly whether this arrangement is convenient to you.Unit 8I.1. D2. A/C3. B4. B5. C6. A/B/C 7 . A/B/D 8 A/C/D 9. C 10. B/DIII. have given, to open, covering, is stipulated, be shipped, would/will ap preciate, would/will fax, airmail, listed, is / has been effectedV.1. With regard to terms of payment, we regret being unable to consider you r requestfor D/A at 60 days' sight.2. Please let us know upon receipt of this letter what difficulties you actuall y have in opening the L/C.3. However, on going through your L/C No. 123 we regretfully find several cl auses to be amended.4.Much to our regret, we are unable to comply with your request for an exte nsion of our L/C No. 789 because the present import regulations do not per mit any extension of import licence.5. In future we will make delivery on a D/P basis if, by any chance, we are u nable toship your order in time.V.1. Our terms of payment are by confirmed, irrevocable letter of credit avail able bydraft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipm ent, and allowing transhipment and partial shipments.2. For the time being, therefore, we regret our inability to accept D/A in an ytransactions with our buyers abroad.3. Regrettably there is no news from you up to the present moment about y our L/C,which should have reached us by the end of last month.4. Please amend L/C No. 99S086 to read “Transhipment allowed”, and delete theclause about insurance policy as this transaction is concluded on CFR basis.5. As your country has no consulate in this city, it is our practice to have the invoicecertified by the China Council for the Promotion of International Trade. Plea se amend your L/C accordingly.VII.Dear Sirs,Following the instructions given in your letter of August 12, our manufactu rers have redoubled their efforts to meet your advanced shipment date. We are now pleased to inform you that the goods are ready for shipment.Much to our surprise, however, the covering L/C has not reached us even t o thisday. Please immediately check with your bank to ensure that it reaches us b efore the end of this month. Otherwise, we shall not be able to make delive ry within the time limit agreed upon. In order to avoid possible subsequen t amendments, please see to it that the L/C stipulations are in exact accord ance with those of our S/C No. 7890.Sincerely yoursVIII.Dear SirsL/C No. HC-00085933We are pleased to have received the captioned L/C for the 1,000 metric ton s of sweet potato slices. As some of its terms are found to be not in conform ity with S/C stipulations, we hope you will make the following amendments to enable us to effect shipment within the contracted time limit:1. The date and place of expiry should read “December 20, 1998, in Dalian.”2.The amount in figures and words should respectively be “USD185,000” and “Say United States Dollars One Hundred Eighty-five Thousand Only.”3.The wording “with 5% more or less allowed” should be inserted for both amo untand quantity. 4. The insurance clause is to be deleted. 5.The Contract number should be 28KG603.6.We look forward to your early amendments.Yours sincerelyUnit 9I.1. A2. A/B/C/D3. D4. A/B/C5. B6. C/D7. C8. A/D9. A/C/D 10. BIII. have been trading, have been cleared, began, had been established, wou ld be settled, feel, has passed, to be effected, place, are, might be approac hed, hearingIV. 1.Could you tell us whether they can be replied on to settle their accounts pro mptly?2.We have found that this firm has had to be reminded several times to settle their accounts. 3.We are pleased to inform you that we are ready to accept payment by D/P a s a special accommodation during this sales-pushing stage. 4. As it is our us ual practice to make payment by D/P at sight, we would like you to accept t hese terms for this transaction as well as for future business. 5. Much as we would like to have you as one of our customers, we regret our inability to d o business on the basis of D/A.V. 1. Messrs. Schneider & Kern have given us your name as their referee. We would therefore be much obliged if you could provide us with detailed in formation about their credit status. 2.Any information about their financial standing and commercial integrity will bemuch appreciated and treated as confidential. 3. T o meet you half way, we suggest that 40% of the amount be paid by T/T and the balance by irrevocab le L/C at 90 days' sight. 4. In order to pave the way for your sales promotio n, we agree to make an exception and accept payment by 45-day bill of exc hange, documents against payment. 5. We have noted your request for payment by D/A and will revert to the matter with you when circumstances per mit.VII.Dear Mr. Croft,Further to our exchange of faxes on July 8, we are pleased to be able to inf orm you that your request for new payment terms has been accepted, and t hat they will come into effect when you place your next order with us.As we discussed, future transactions will be placed on a D/P basis with paym ent 30 days after sight, and we will ensure delivery to you within two month s of receiving your order.We are looking forward to an early order from you.Yours sincerely。

Greetings and Introductions问候与介绍I. Situational Conversation 情景会话Situation 1 To meet a customer for the first time情景1 : 第一次和客户见面A: How do you do? Mr. White. I'm glad to meet you. (Nice to know you.)B: How do you do? Mr. Lee. Glad to meet you, too.Situation 2: To meet a customer for the first time, after finding him, exchange greetings.情景2：第一次和客户见面，找到人后，再互相问候A: Excuse me, are you Mr. Wilson from the United Trading Company?B: Yes, I am.A: How do you do, Mr. Wilson? Nice to meet you. I'm Brown Lee from Wuhan Tianhe Textile Import and Export Corporation.B: Oh! How do you do, Mr. Lee? Nice to see you, too.Situation 3: To meet an old customer情景3：和老客户见面A: Hi, Mr. Johnson. How are you?B: Hi, Mr. Bill. I'm fine. Thank you. And you?A: I'm fine too. Thank you. Glad to see you again.B: Me too. (I'm glad too.)Situation 4: To meet an old customer, send greetings to his family and business.情景4：和老客户见面，互相问候家人及生意A: Hello, Mr. Brown. I'm so glad to see you again.B: Hi, Lisa. How are you?A: I'm fine, thank you, and you?B: I'm fine, too.A: How are your family?B: They are all right, thank you.A: And how's your business?B: It's very good.Situation 5: To meet a old friend情景5：与老朋友见面A:Good morning. Mr. Smith.B: Good morning, Mr. Lee.A: How are you getting along? (How have you been recently? )B: I'm quite well, thanks. And how are you?A: I'm fine too. It couldn't be better.其他：A: Is everything OK here?B: Everything is fine. I can't complain.其他：A: Long time no see. So, what are you up to lately? / What have you been up to lately? B: The same things. / Same as usual / Nothing special.情景6：You introduce a new customer, Mr. Bob from the United Trading Co., Ltd to your boss, Mr.Lee. After being introduced, Mr. Lee and Mr. Bob exchange greetings, name cards and then offer the customer something to drink.A: Mr. Bob, May I introduce my boss, Mr. Lee. And Mr. Lee, this is Mr. Bob from the United Trading Co. Ltd,B: How do you do, Mr. Bob? I'm very glad to meet you.C: How do you do, Mr. Lee? Glad to meet you, too.B: Please have a seat. (Sit down, please. / Please be seated). Make yourself at home. C: Thank you. I'm so glad to be here.B: Here is my name card, and may I have yours?C: Yes, this is mine.B: Would you like something to drink? (What do you like to drink, coffee or tea?)C: Coffee, please.B: How would you like your coffee?C: I like it black. (Coffee with milk and sugar.)B: O.K., the coffee will be with you soon.C: Thank you.Unit 1 Receiving Foreign Businessmen第一单元：迎接外商Lesson 1- Making Flight Reservations第一课预订机票Situational Conversation 情景会话情景：来自曼彻斯特的商人Wilson先生要到中国参加天津进出口商品交易会。

In troductio n [check your un dersta nding]1. f Syn tax and sema ntics each have their own stre ngths.2. f Pragmatics is also in terested in how Ian guage use affects the Ian guage system.3. t4. f5. tIn-Class Activities1. ASK(1) Yes, he ' s coming.⑵ Yes. [No, he isn ' t comi ng](3) His kno wledge about whether Pat likes cog nitive lin guistics or not.2.(1) a. John is obviously not Hitler. There is only one Hitler in the world.b. Golf as aninanimate object can ' t play a human being (John).c. It is a case oftautology that conv eys no new in formati on.d. “Idea ” doesn ' t have color and can ' t sleep since it is inanimate. The whole sentence doesn' t make sense.(2) a. it can be used for com muni cati on in a con text where Joh n shares somepers on ality with Hitler.b. whe n Joh n is a poor player of golf.c. in a con text where a certa in boy has done someth ing wrong (out of n aught in ess).(3) whe n the sentence is used in poetry to pers on alize the word "idea".2. (1) a. In an entrance of a park.b. I n the restroom of some public places like an airport.a. People are forbidden to bring dogs into the park.b. This place is for adults to change infantdiapers.3. (1) Here the speaker wants to express his complaint that the couple are talking too loudly (and the implicit request for them to stop talking).(2) By saying so, the young man wants to convey their refusal to “ my” request.The background knowledge we need is that since it is usually impolite to listen to other people ' private conversation, it is normal that hear a word“(tIh”us cthaen ' t couple can continue their talk).4. (1) This notice implies that all those who jump the red light are uncivilized, whatever the reason.(2)讲卫生的人不会随便吐痰。

U n i t o n eI. Find in the text the English equivalents for the following:protectionism domestic marketinterference direct investmentrestriction be first voiced bydominate mercantilism不利。

I.Give the Chinese equivalents for the following English terms:1) 绝对优势理论2）比较优势理论3）国际劳动分工4）要素禀赋理论5）土地密集型产品6）劳动密集型产品7）资本密集新产品8）获得优势9）天然优势10）文化要素差异II. (p18-19) Translate the following sentences into Chinese according to the patterns:1.即使所有产品都具有绝对优势的国家，因其必须放弃产出效率低的产品转而生产产出效率高的产品，也会从贸易中获益。

2.尽管美国产茶与产麦均有绝对优势，可它只在麦子生产上具有相对优势，因其产麦的优势较其产茶的优势更大。

3.要素禀赋理论认为，较丰富的生产要素比相对稀缺的要素更加廉价。

4.为了做好国际贸易，公司经理除需要掌握业务经营知识，还需要掌握基本的社会科学知识。

Unit TwoII．retaliatory tariff retail pricecountervailing tariff wholesale pricepunitive tax licenseSpecial Drawing Right clandestinerevenue tariff non-tariff barriersgovernment procurement coordinationinfant industry customs valuationII. (p36) Translate the following into Chinese:大多数国家目前就估价的程序达成了一致。

Unit 2I. 1.6. A/BA/B/C/D2.7.CB/D3.8.DB/C/D4.9.A/DB/C5.10.DA/B/C/DII. 1.2.3.4.5.6.7.8.9.10.A. quote us, C. inquired for, D. of October 23rdB. in ordering, D. from youC. to answerB. as such/C. your quotations,D. usual trade termsC. in the enclosed listB. from,C. inform you ofB. German principals, D. in the market forB. dealing in, D. details of your export productsIII. IV.V. intention, interested in, view, suitable, grateful, have, together with, appreciate, as, suppliers1. We have been informed by Jameson Garments (Vancouver) Ltd. that you areone of the leading exporters of textiles in Hangzhou and that you wish to extend business to our market.2. We would like to have your lowest quotations for the captioned goods onthe terms and conditions listed below:3. Please send me some further information on the features and costs of theVernard line of Ultrasonic equipment, which you recently advertised in Electronics magazine.4. We are interested in importing Chinese furniture and would be pleasedto receive a copy of your latest catalogue, price list and export terms.5. We would be grateful if you would send us a comprehensive price list,together with some samples, of the goods which you can supply.1. Chinese low-voltage microwave ovens are in great demand in our country.We would therefore much appreciate it if you could let us have your competitive prices for the models available at present.2. We write to introduce ourselves as a leading importer of surgicalinstruments and are interested in receiving a copy of your latest catalogue for our reference.3. Specializing in the line of confectionery, we have extensive connectionswith food stores throughout this country.4. We would be much obliged if you could send us a complete set of leafletsVI.so as to give us a general idea of the export items you handle.5. From Messrs. Brown & Clark of this city, we have learned that you areregular suppliers of Chinese kitchenware, for which there is a growing demand here.6. We have read with interest your advertisement in the latest issue ofTelevision World, and would like to have full particulars of your products, including specifications, prices and packing.1. We are famous importers of computers / importers of computers of famousbrands, with branches in three neighbouring cities.2. Please send us a catalog for all your products with detailedspecifications for our buyers’ reference.3. We specialize in the import of motorcycles with a history of ten years,and would like you to send us your catalog, prices and other necessary information.4. If your goods are good in quality and moderate in price, very likely wecan induce our buyers to place an order.5. We are interested in (buying) the tiles you advertised in BuildingMaterials. Therefore, it would be a great help to us if you could send us further information as soon as possible.VII. Huafang Trading Co. Ltd.456 Huqiu RoadSuzhou, ChinaSeptember 10, 199-The Sales ManagerThe Midland Carpet Co. Ltd.173 Waterloo StreetLondon E.C.4BritainDear SirWe have noticed with interest your advertisement in the August issue of The Magic Carpet and feel that the patterns of your carpets may appeal to Chinese customers, especially the well-to-do newly weds. Therefore, we would like to have detailed information about the various types of carpets available at the moment, such as specifications and prices, if possible together withsample cuttings.As we intend to lay in a stock for the New Year sales, it would be a great help to us if we could receive your reply by the end of this month.Yours faithfullyHuafang Trading Co. Ltd.Import ManagerUnit 2 TY KeyI. Give the Chinese equivalent of each of the following terms:1) 小册子2) 同业/商业/批发折扣3) 目录价格4) 付款交单5) 进口代理6) 交货时间表7) 还盘8) 经销商/分销商9) 交易会10) 连锁商店II. Give the English equivalent of each of the following terms:1) article number 2) business status3) retailer 4) demonstration5) lines of business 6) parent company7) sales literature 8) specialty/speciality9) trade association 10) wholesalerIII. Fill in each of the following blanks with a proper preposition:1) on 2) with 3) to 4) From, about5) of 或 up to 6) for, off 7) at 8) asIV. Find out and correct the mistake in each of the following sentences:1) …avail yourself of this opportunity. 2) … is scheduled for December 24. 3) … we’d like to place large orders … 4) … we can quote you.5) … are interested to learn … 6) …enclosing a price list for your …7) …glad to make you a special offer … 8) … exporters in the rubber trade …9) … can meet orders of …10) … forward to receiving your …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) would/could quote, advertised 2) ruling3) has been 4) to inquire, exhibited, held5) are looking 6) have, describesVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. D2. B3. D4. B5. B6. B7. D8. B9. C 10. CVII. Translate the following sentences into English:1.From the latest issue of Computer World we have learned about your Finance Guide softwarepackage. We would appreciate it if you could send us a descriptive booklet.2.We were impressed with the vehicles you displayed at the Beijing Trade Fair. Please quoteyour prices on FOB basis for the automobiles listed above.3.Please let us know if you can supply the lines of goods specified in the enclosed list.We would appreciate it if you would send us a copy of price list and terms for your exports.4.If the samples are of the standard we require, we will place a substantial order. Weare looking forward to receiving your firm offer by March 5.5.Would you please provide detailed information on the types and quality of leisurewearyou have available and quote relevant prices indicating your delivery time.VIII. Write an English letter in the full correct layout based on the information or instructions given below:September 17th, 201-The Sales ManagerShanghai Luggage Co. Ltd.72 Zhongshan Rd.Shanghai 200001ChinaDear Sir or Madam,We are a company dealing in travel goods in New York City. We are interested in the Carry-on you advertised in this month’s edition of Sky Mall.Would you mind answering the following questions?1. How many colors does the Carry-on come in?2. What advantages does it have over similar products?3. Would you please offer us a 20% trade discount?4. May we have a quantity discount if we place an order for 1000 bags at one time? Your quotation reaching us before October 1 will be highly appreciated.We are looking forward to your reply.Very truly yours,Michelle JacksonImport ManagerUnit 3I. 1.6. A/B/DB/C2.7./B3.8.A/B/C/DA/D4.9.CA/B5.10.A/B/DB/CII. 1.2.3.4.5.6.7.8.9.10.A. have received,B. are pleased to,C. tellA. We are enclosing,B. / D. detailed specificationsB. these,C. if,D. beforeNo errorC. mutuallyA. with interest, D. current issueC. haveA. understood to be, C. of 5%, D. an individual itemC. if you can,D. your best pricesB. a complete set,C. are confidentIII. IV. intend, have stocked only, have decided, select, should be obliged, would send, have examined, shall contact,1. We think that when you see our samples, you will agree that the qualityof the material used and the high standard of craftsmanship will appeal to the most selective buyers.2. Though we are at present unable to meet your requirement for the captionedarticles, we shall be only too pleased to revert to the matter once ourV. VI. VII.supplies are replenished.3. We should like to draw your attention to our other products such asstainless steel kitchenware, details of which you will find in the catalog, and look forward to your first order.4. At your request, we are now quoting you for 1,000 dozen steel tapes atUSD5.--per dz. CFR Lagos.5. We are well aware that our competitors are quoting at considerably lowerprices, but our products are obviously superior in quality and therefore represent better value.1. In reply to your inquiry of January 12, we are pleased to inform you thata catalog and a price list have been airmailed separately for yourreference.2. If, however, you need any other information, please do not hesitate tolet us know. We shall be only too glad to answer further questions from you.3. As you will notice, our prices are quite competitive, and since we carrylarge stocks of all models, we can promise delivery within a month of receipt of your L/C.4. If you can let us have an idea of the quantity you are going to order,we may consider giving you a more favorable discount.5. Though we no longer supply Type SB-95, we have in stock Type SB-99, whichis both better in performance and more reasonable in price.1. We are eagerly expecting to have detailed discussions with you soon onthe trade terms you suggested.2. We hope to have more information from you by the end of this month forour buyers’ reference.3. As you know, there is a steady demand in your market for such durableand moderately priced goods as ours.4. We do not want to influence you, but we hope you will be able to sendus your order within this month as we may soon run short of supply.5. You will no doubt find our price very favorable if you compare it withthe quotations of other manufacturers.Dear Mr. Black,Thank you for your enquiry of August 16 concerning our equipment, which you saw at the International Farm Machinery Fair in Bonn.In answer to the specific questions in your letter, first let me say we are willing to consider substantial discount on orders over RMB¥Y1,000,000.With regard to the terms of payment, we would suggest sight L/C for the initial stage.We can fulfill orders within three months, unless there are special specifications, which may take a little longer.We are enclosing our current catalog and pricelist quoting c.i.f.Bangkok prices, and we think you will find the earth-moving equipment on pp.101-115 of particular interest for the work you have in mind. If you require any further information, please contact us and we will be pleased to supply it.Yours sincerely,Unit 3 TY KeyI. Give the Chinese equivalent of each of the following terms:1) 执业会计师2) 破产企业的库存3) 带插图的目录本4) 目的地交货5) 价目表6) 促销广告宣传等的小礼品7) 保兑的信用证8) 运费保险费付至……9) 订货付款/随订单付现10) 广告小册子II. Give the English equivalent of each of the following terms:1) bid 2) consumer goods3) Ex Works / EXW 4) end user5) Free Carrier / FCA 6) trade terms7) net price 8) quotation sheet9) Free on Board / FOB 10) supermarketIII. Fill in each of the following blanks with a proper preposition:1) of 2) At 3) from 4) on5) from, through,6) with 7) As 8) intotoIV. Find out and correct the mistake in each of the following sentences:1) … offered at a discount … 2) …inquiring for/about ourelectric …3) … a ready sale for our products … 4) … all the products you stock?5) … out of stock of the make … 6) … will remain valid for …7) … meeting your delivery date. 8) … be of further …9) … a detailed quotation for …10) … will keep this offer valid …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) has compelled 2) is now being sent3) advertised, enclosed, shows 4) increasing5) decide, attached 6) required, is to be madeVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. A2. D3. A4. C5. D6. A7. D8. D9. A 10. D VII. Translate the following sentences into English:1.Thank you for your inquiry of July 3 for our High Definition TV Sets advertised in theJune issue of AV Mart. We are now attaching our detailed quotation sheet for your reference.2.We thank you for the interest you have shown in our new products, the prices ofwhich, as you have noticed, are competitive. We look forward to receiving your initial order.3.Please note that our prices are quoted c.i.f. Melbourne and that we are offeringa 10% discount off all net prices. You may enjoy a 15% discount on orders of AUD30,000 and over.4.We may give you an additional 5% cash discount if you agree to make payment byletter of credit or cash with order.5.The items you inquire for are out of stock, but we can offer you substitutes,which are more favorable in price and no less satisfactory in quality.VIII. Write an English letter in the full correct layout based on the information or instructions given below:Shanghai Luggage Co. Ltd.72 Zhongshan Rd. Shanghai 200001 ChinaWebsite: Tel: 86-21-32222222 Fax: 86-21-32222223September 18, 201-Michelle JacksonImport ManagerContinental Travel Goods, Inc.185 4th Avenue, NY 10012U. S. A.Dear Ms Jackson:Thank you very much for the letter you faxed to us yesterday inquiring for the carry-ons we advertise in the September issue of Sky Mall.We are delighted to answer your questions as follows:1. This line of bags comes in four colors: red, blue, black and brown.2. Our bags are hard-sided, while similar products are just soft-sided.3. The usual allowance for a trade discount in our country is 10%.4. We will allow you a quantity discount of 8% if you place an order for 1000 bags.We are enclosing our latest illustrated catalogue showing you various lines of luggage we produce.If you have any further questions, please contact me. We are looking forward to receiving your first order soon.Sincerely,JU Ming (Mr.)Overseas Sales DepartmentEncl.:Unit 4I. 1.6. A/B/C/DC2.7.AA/D3.8.A/B/C/DB/C4.9.C/DB/D5.10.BA/C/DII. 1.2.3.B. for those in wooden cases,C. that willA. instruct,B. to receivingC. the amendmentC. signed with them4.5.6.7.8.9.10. C. the insuranceA. note,B. being,C. within,D. aB. our socks,C. the packing isA. /B. showsC. probable,D. findB. arrangeNo errorB. and we,C. a trial orderIII. IV.V. VI. competitive, quoted, case, that, ship, between, a total of, qualify for, Since, be obliged1. We are pleased to give you an order for the following items on theunderstanding that they will be supplied from current stock at the prices named.2. Thank you very much for your Order No. GD34, and we are pleased to encloseour Sales Confirmation No. 9975 in duplicate, one copy of which please sign and return to us for our file.3. Your order is receiving our immediate attention and can be delivered wellwithin your time limit.4. While thanking you for your order, we have to explain that our price hasincreased by 5% owing to a corresponding rise in the prices of raw materials.5. However, in order to finalize the first transaction between us, we areready to allow you a 5% discount if you can increase the quantity to 1,000.1. This is to confirm our telephone discussion this morning. Enclosed isour Order No. CT504 for 1,500 pounds of Longjing Green Tea at 36 pence per lb CIF London for shipment during June/July.2. As the demand for our laser printers is on the increase, we hope you willact immediately if you are considering placing an order with us.3. Please note that the goods must be in strict conformity with the samplesin quality. If this first order is satisfactorily executed, regular orders will follow.4. Thank you f or your prompt reply to our inquiry of April 22. We are nowpleased to order from you 2000 dozen pure silk T-shirts. (For details, please refer to our enclosed order No. 358.)5. Although our price is a little higher than quotations of other suppliers,the superior quality of our products more than compensates for the difference in price, and it is to your own advantage to order goods of really good quality.1. If you could increase the quantity of your order to 500 cases, pleaselet us know immediately and we would be only too glad to give you a 5%VII.VIII .discount.2. All your required items can be supplied from stock, and we can assureyou of our best attention to your order.3. If this trial shipment can reach us by mid-October and the quality turnsout to be satisfactory, we shall send you further orders.4. In accordance with the terms agreed upon in our recent exchange of faxes,we are now sending you our S/C No. 1234 in duplicate.5. If no instructions to the contrary are received before the end of thismonth, we shall ship your order in December.Dear Ms Collins,Thank you very much for your Order No. CS27 for our rotary printing presses Models PM600 and PM800 for November shipment. We wish to inform you that we can comply with all your requirements except for PM600, which is unfortunately out of stock at the present moment. We, therefore, would like to place before you two alternatives for your consideration.1. As an excellent substitute for PM600, we recommend PM630, which is ourlatest model (for details, see attached leaflet) and can be shipped together with PM800 in November.2. In case you still prefer PM600, we can ship your order in two lots, i.e.PM800 in November and PM600 in January next year, which is the earliest time we can manage.We look forward to your early decision.Yours sincerelySales Confirmation No. CPW9935Qingdao, August 23, 1999Sellers: Qingdao Textiles Imp. & Exp. Corp.Buyers: Far East Trading Co. Ltd.This Contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity on the terms and conditions stipulated below:Commodity: Cardigans, Art. No. 406LSpecifications: 100% wool, pink 30%, blue 30 %, brown 40 %Quantity: 900 cardigansUnit Price: at DM 25.-- each, CIFC2% EMPTotal Value: DM 22,500 (Say Deutche Marks Twenty-two Thousand Five Hundred Only)Packing: Each in a polybag, 5 dozen to a carton, in the color assortment stipulated aboveInsurance: To be effected by the Sellers for 110% of the invoice value against All Risks & War Risk as per China Insurance Clauses ofJanuary 1, 1981Time of Shipment: During September/October, 1999, with transhipment prohibitedPort of Shipment: Qingdao, ChinaPort of Destination: EMP, to be specified in the L/CShipping Marks: At the Sellers’ optionTerms of Payment: By irrevocable L/C at sight in favor of the Sellers to beopened by the Buyers through a first-class bank for 100% ofthe invoice value to reach the Sellers 40 days beforeshipmentUnit 4 TY KeyI. Give the Chinese equivalent of each of the following terms:1) 标题2) 工厂交货3) 代用品，替代品4) 以快递传送5) 交易额、销售额、成交额6) 资信状况7) 进口许可证8) 形式发票9) 支票10) 销售确认书II. Give the English equivalent of each of the following terms:1) to countersign / countersignature 2) workmanship/craftsmanship3) freight / freight charges / carriage 4) trial order5) sales contract 6) indent7) demand/requirements 8) advantage9) mutual benefit 10) specificationsIII. Fill in each of the following blanks with a proper preposition:1) with 2) over 3) in 4) against5) by, for 6) to 7) within, of,beyondIV. Find out and correct the mistake in each of the following sentences:1) … will be to the advantage of … 2) … payable on demand.3) The price increase has been … 4) As regards / Regarding theagreement …5) … prefer fur-lined overcoats. 6) … subject to delivery being made …7) …essential that the goods be8) … regarded as settled.delivered …9) … has been on the increase …10) …regulations require us to obtain …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) would like, is gaining 2) reaches3) sent, to countersign 4) be placed5) will/can 6) renamed, enhances7) must / have to replenishVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. C2. A3. C4. C5. D6. D7. A8. D9. A 10. D VII. Translate the following sentences into English:1.We have examined your catalogs and samples and are now attaching our order for men’sand boys’ sweaters in assorted sizes, colors, and designs.2.All your ordered items are in stock. We are now making up the order and can make deliverywithin 30 days of receipt of your L/C.3.Enclosed/Attached is our order #GH9736. If the ordered goods sell well in our market,we will place further orders in the near future.4.We hope you will take advantage of this exceptional quotation, which remains valid untilthe 10th of this month. Meanwhile, we are enclosing the relevant pro forma invoice so that you may apply for the required import license.5.Enclosed are two copies of our Sales Confirmation No. DTE97064 made out against yourorder mentioned above. Please sign and return one copy for our file.VIII. Write an English letter in the full correct layout based on the information or instructions given below:June 26, 201-Angela MansfieldImport ManagerSweet Home Inc.666 Lincoln AvenueLos Angeles CA 94158U.S.A.Dear Ms Mansfield:Thank you for Order No. PO3257 you faxed us yesterday, which is now receiving our attention and can be delivered by the end of November.We are now enclosing our Sales Contract No. ES3886 in duplicate. Please countersign and return one copy for our file.Besides, you are requested to open the covering L/C as soon as possible, enabling us to ship the goods within the time limit you require.We are looking forward to receiving further orders from you.Sincerely,Hua LinExport ManagerEncl.Unit 5I. 1.6. B/C/DD2.7.B/DA/C/D3.8.CB/C4.9.A/B/C/5.10.A/B/CDII. 1.2.3.4.5.6.7.8.9.10.A. As regards, C. to acceptA. required,B. containB. are, D. we approveA. stipulates,B. to be effected,C. for,D. as follows / toreadB. goods,C. on CFR basis,D. shall be insuredA. increase the sales of ,B. giving you,C. regrettably,D. havebeen receivedC. as per China Insurance ClausesA. particular/extra,B. required,C. premium for the extra risksD.would be charged toA. make,B. promptly / as soon as possible,C. ask/ need/ hopeD. on or before May 31 / on May 31 at the latestB. as you require,C. if you agree,D. difference in premiumIII. IV.V. cover, individual, available, suitable for, which, in which, be grateful, so that, assure, require1. We would like you to arrange an all risk open cover policy for ourchinaware shipments which we intend to export over the next three months.2. If you can offer us competitive rates, we will consider further policieswith you on other shipments.3. As we now desire to have the shipment insured at your end, we shall bepleased if you will arrange to insure the goods on our behalf against All Risks for 110% of the invoice value.4. As requested, we have covered your order with PICC, and the insurancepolicy will be sent to you through the bank together with the other shipping documents.5. We had the case opened and the contents examined by a local insurancesurveyor in the presence of the shipping company’s agent.1. In the absence of your definite instructions about insurance, we havecovered your ordered goods against W.P.A. for 110% of the invoice value as usual.2. We have noted your request for insurance against War Risk. But, as youknow, our CIF quotation includes W.P.A. only. Therefore, if you require this additional coverage, the extra premium will be borne by you.3. If the buyer finds after inspection that the goods are damaged, he hasthe right to file a claim with the underwriter against a surveyor’s report within 30 days of the arrival of the goods at the port of destination.4. We regret to inform you that of the invoiced 12 laser printers in CaseNo. 8, five were found upon arrival to be badly damaged. (OR: We wish to inform you that Case No. 8 was invoiced as containing 12 laser printers,VI. VII.five of which were regrettably found upon arrival to be badly damaged.)5. The People’s Insurance Company of China is a large state-owned enterprise,which enjoys the reputation of settling claims promptly and equitably and has agencies in the main ports and areas throughout the world.1. With no definite instructions from you even at the end of last month,we could not but effect insurance against W.P.A. as usual so as to avoid delay in shipment.2. If you prefer insurance under Institute Cargo Clauses, we shall be pleasedto comply, but the difference in premium, if any, shall be for your account.3. We had the goods examined by a surveyor upon their arrival and found thatfourteen cases were broken. Now we enclose a list of the damaged goods.4. The surveyor’s report shows that these goods are unsalable. Therefore,we have to ask for immediate replacements.5. Thank you for your fax of October 22, quoting us your present rate forAll Risks. Now we wish to insure with you the following consignment:Dear Sir/MadamWe have received your quotation of November 5, which we find quite competitive. We would be glad if you would cover us against All Risks, warehouse to warehouse, to the value of Can$274,895.--, on 15 (fifteen) cases of ceramic handicrafts, from Qingdao to Vancouver by M. V. Seagull.The certificate must reach us by the 17th at the latest, since it has to be presented with the other documents to the bank with which a letter of credit has been opened.We look forward to your prompt reply.Yours sincerelyUnit 5 TY KeyI. Give the Chinese equivalent of each of the following terms:1) 总额保险单2) 预约保险3) 承保单4) 定值保险5) 启运通知单6) 海运保险单7) 调换品8) 索赔表9) 估损员报告10) 保险商II. Give the English equivalent of each of the following terms:1) China Insurance Clauses (CIC) 2) Insurance certificate3) Free From Particular Average(F.P.A.)4) General Average5) With Particular Average (W. A. /W.P.A.)6) franchise7) insurer 8) Theft, Pilferage and Non-Delivery(TPND)9) Institute Cargo Clauses (ICC) 10) insuredIII. Fill in each of the following blanks with a proper preposition:1) from 2) to 3) by 4) on5) with 6) against, at/for,plus7) under 8) inIV. Find out and correct the mistake in each of the following sentences:1) … if you could let us know … 2) … not been greatly affected by …3) …the goods covered by S/C No. 1234 … 4) … a large amount/quantity of …5) … pay the insured a part or … 6) …a disinterested party to settle …7) …to request your immediate attention … 8) … a pro forma invoice be obtained to …9) The principal staple food …10) … will compensate you if …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) would be obliged, covering 2) be borne3) explaining, offer 4) have been insuring5) have claimed 6) found, had been damaged, seemedVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. B2. D3. B4. D5. D6. D7. D8. D9. B 10. AVII. Translate the following sentences into English:1.We normally effect insurance against all risks and war risk from port to port at 110%of invoice value with our insurers.2.In future we will have to ask you to hold damaged items for our inspection to determinethe cause of damage.3.At your request, we will cover the goods listed below against all risks for an amountof 50% above the invoice value, and charge the extra premium to your account.。

In this case, there seemed to be problems in communicating with people of different cultures in spite of the efforts made to achieve understanding.We should know that in Egypt as in many cultures, the human relationship is valued so highly that it is not expressed in an objective and impersonal way. While Americans certainly value human relationships, they are more likely to speak of them in less personal, more objective terms.In this case, Richard‘s mistake might be that he chose to praise the food itself rather than the total evening, for which the food was simply the setting or excuse. For his host and hostess it was as if he had attended an art exhibit and complimented the artist by saying, ―What beautiful frames your pictures are in.In Japan the situation may be more complicated. Japanese people value order and harmony among persons in a group, and that the organization itself－be it a family or a vast corporation－is more valued than the characteristics of any particular member. In contrast, Americans stress individuality as a value and are apt to assert individual differences when they seem justifiably in conflict with the goals or values of the group.In this case: Richard‘s mistake was in making great efforts to defend himself. Let the others assume that the errors were not intentional, but it is not right to defend yourself, even when your unstated intent is to assist the group by warning others of similar mistakes. A simple apology and acceptance of the blame would have been appropriate. But for poor Richard to have merely apologized would have seemed to him to be subservient, unmanly.When it comes to England, we expect fewer problems between Americans and Englishmen than between Americans and almost any other group.In this case we might look beyond the gesture of taking sugar or cream to the values expressed in this gesture: for Americans, ―Help yourself; for the English counterpart, ―Be my guest.American and English people equally enjoy entertaining and being entertained but they differ somewhat in the value of the distinction. Typically, the ideal guest at an American party is one who ―makes himself at home,even to the point of answering the door or fixing his own drink. For persons in many other societies, including at least this hypothetical English host, such guest behavior is presumptuous or rude.A common cultural misunderstanding in classes involves conflicts between what is said to be direct communication style and indirect communication style.In American culture, people tend to say what is on their minds and to mean what they say. Therefore, students in class are expected to ask questions when they need clarification.Mexican culture shares this preference of style with American culture in some situations, and that‘s why the students from Mexico readily adopted the techniques of asking questions in class.However, Korean people generally prefer indirect communication style, and therefore they tend to not say what is on their minds and to rely more on implications and inference, so as to be polite and respectful and avoid losing face through any improper verbal behavior. As is mentioned in the case, to many Koreans, numerous questions would show a disrespect for the teacher, and would also reflect that the student has not studied hard enough.Case 3The conflict here is a difference in cultural values and beliefs. In the beginning, Mary didn‘t realize that her Dominican sister saw her as a member of the family, literally. In the Dominican view, family possessions are shared by everyone of the family. Luz was acting as most Dominican sisters would do in borrowing without asking every time. Once Mary understood that there was a different way of looking at this, she would become more accepting. However, she might still experience the same frustration when this happened again. She had to find ways to cope with her own emotional cultural reaction as well as her practical problem (the batteries running out).Case 4It might be simply a question of different rhythms. Americans have one rhythm in their personal and family relations, in their friendliness and their charities. People from other cultures have different rhythms. The American rhythm is fast.It is characterized by a rapid acceptance of others. However, it is seldom that Americans engage themselves entirely in a friendship. Their friendships are warm, but casual, and specialized. For example,you have a neighbor who drops by in the morning for coffee. You see her frequently, but you never invite her for dinner --- not because youdon‘t think she could handle a fork and a knife, but because you have seen her that morning. Therefore, you reserve your more formal invitation to dinner for someone who lives in a more distant part of the city and whom you would not see unless you extended an invitation for a special occasion.Now, if the first friend moves away and the second one moves nearby, you are likely to reverse this --- see the second friend in the mornings for informal coffee meetings, and the first oneyou will invite more formally to dinner. Americans are, in other words, guided very often by their own convenience. They tend to make friends easily, and they don‘t feel it necessary to go to a great amount of trouble to see friends often when it becomes inconvenient to do so, and usually no one is hurt. But in similar circumstances people from many other cultures would be hurt very deeply.Case 5In China, it is often not polite to accept a first offer and Heping was being modest, polite and well-behaved and had every intention of accepting the beer at the second or third offer. But he had not figured on North American rules which firmly say that you do not push alcoholic beverages on anyone.A person may not drink for religious reasons, he may be a reformed alcoholic, or he may be allergic. Whatever the reason behind the rule, you do not insist in offering alcohol. So unconscious and so strong are their cultural rules that the Americans equally politely never made a second offer of beer to Heping who probably thought North Americans most uncouth. However, what we have to remember is that cultures are seldom a strict either-or in every instance for all people and there are always individual differences.Probably this young Chinese nurse was very different from Heping or, unlike Heping, she may have known something about the American cultural rules and was just trying to behave like an American when she was in an American family.Case 6When a speaker says something to a hearer, there are at least three kinds of meanings involved: utterance meaning, speaker‘s meaning and hearer‘s meaning. In the dialogue, when Litz said ?How long is she going to stay?‘ she meant to say that if she knew how long her mother-in-law was going to stay in Finland, she would be able to make proper arrangements for her, such as taking her out to do some sightseeing. However, her mother-in-law overheard the conversation, and took Litz‘s question to mean ―Litz does not want me to stay for long‖. From the Chinese point of view, itseems to be inappropriate for Litz to ask such a question just two days after her mother-in-law‘s arrival. If she feels she has to ask the question, it would be better to ask some time later and she should not let her mother-in-law hear it.Case 7Keiko insists on giving valuable gifts to her college friends, because in countries like Japan, exchanging gifts is a strongly rooted social tradition. Should you receive a gift, and don‘t have one to offer in return, you will probably create a crisis. If not as serious as a crisis, one who doesn‘t offer a gift in return may be considered rude or impolite. Therefore, in Japan, gifts are a symbolic way to show appreciation, respect, gratitude and further relationship. Keiko obviously has taken those used items from Mary, Ed and Marion as gifts, for she probably doesn‘t know that Americans frequently donate their used household items to church or to the community. Mary, Ed and Marion would never consider those used household items given to Keiko as gifts. No wonder they felt very uncomfortable when they received valuable gifts in return.Case 8As the Chinese girl Amy fell in love with an American boy at that time, it seems that she preferred to celebrate Christmas in the American way, for she wanted very much to appear the same as other American girl. She did not like to see her boyfriend feel disappointed at the ―shabby‖ Chinese Christmas. That‘s why she cried when she found out her parents had invited the minister ‘s family over for the Christmas Eve dinner. She thought the menu for the Christmas meal created by her mother a strange one because there were no roast turkey and sweet potatoes but only Chinese food. How could she notice then the foods chosen by her mother were all her favorites? From this case, we can find a lot of differences between the Chinese and Western cultures in what is appropriate food for a banquet, what are good table manners, and how one should behave to be hospitable. However, one should never feel shameful just because one‘s culture is different from others‘. As Amy‘s mother told her, you must be proud to be different, and your only shame is to have shame.Case 9Hierarchy is significant in the Japanese culture. This structure is reflected everywhere in Japanese life, at home, school, community, organizations, and traditionalinstitutions such as martial arts or flower arrangements. In this case, the young chairman must have had his own ideas about how to manage the company; however, when encountered with his grandfather‘s dissenting opinions, he dared not to take a stand against him. This may manifest the rigid hierarchical structure in the Japanese society. In the Japanese society, how hierarchy is formed depends mainly on seniority, social roles, and gender. As a respectable senior member of the family and the former leader of the company, the grandfather obviously overpowered the inexperienced young chairman. In other words, the grandfather seemed to be an absolute authority for the young chairman. In Japanese culture, challenging or disagreeing with elders‘ opinions would be deemed as being disrespectful and is often condemned. People in lower positions are expected to be loyal and obedient to authority. That‘s why the young chairman didn‘t say anything but just nodded and agreed with his grandfather. But Phil seemed to know little about the Japanese culture in this aspect. In many Western cultures, particularly American culture, seniority seldom matters very much in such situations, and young people are usually encouraged to challenge authority and voice their own opinions. Unfortunately, his outspoken protest could easily offend the grandfather and he might be regarded as a rude and ill-bred person by other Japanese.Case 10In Japan, a company is often very much like a big family, in which the manger(s) will take good care of the employees and the employees are expected to devote themselves to the development of the company and, if it is necessary, to sacrifice their own individual interests for the interests of the company, from which, in the long run, the employees will benefit greatly. But for the French, a company is just a loosely- knit social organization wherein individuals are supposed to take care of themselves and their families. Moreover, the way the French make decisions in the family might also be different from the typical Japanese one, which may not often involve females and the power to decide usually lies with the dominating male. As there are such cultural differences between the Japanese and the French, Mr. Legrand‘s decision made Mr. Tanaka feel dumbfounded.Case 11Incidents such as these can point to possible cultural differences in so-called ―polite‖ behavior, and at the same time highlight the tendency for people to react emotionallyto unexpected behavior. People in most cultures would probably agree that an apology is needed when an offence or violation of social norms has taken place. However, there may be differing opinions as to when we should apologize (what situations call for an apology) and how we should apologize. To many Westerners, Japanese apologize more frequently and an apology in Japanese does not necessarily mean that the person is acknowledging a fault. To many Japanese, Westerners may seem to be rude just because they do not apologize as often as the Japanese would do. In this case, for instance, the attitude of the Australian student‘s parents is shocking to the Japanese but will be acceptable in an English-speaking society, for the student is already an adult and can be responsible for her own deeds.Case 12In this case, it seems that the Chinese expectations were not fulfilled. First, having two people sharing host responsibilities could be somewhat confusing to the hierarchically minded Chinese. Second, because age is often viewed as an indication of seniority, the Chinese might have considered the youth of their Canadian hosts as slight to their own status. Third, in China, it is traditional for the host to offer a welcome toast at the beginning of the meal, which is the reciprocated by the guests; by not doing so, the Canadian might be thought rude. The abrupt departure of the Chinese following the banquet was probably an indication that they were not pleased with the way they were treated. The Canadians‘ lack of understanding of the Chinese culture and the Chinese ways of communication clearly cost them in their business dealings with the visiting delegation.Case 13This example vividly illustrates that failures in intercultural translation may probably lead to very serious consequence, or even disasters to human beings. Definitely, translation is not such a simple process as rendering a word, a sentence or a text literally, but rather a far more complex one than most people assumed. For example, once a Chinese cosmetic manufacturer wanted to promote their products into the international market. The slogan of the advertisement was: ―sweet as Jade‖, since in Chinese ―jade‖ was always employed to compliment woman‘s beauty; but unfortunately, it was not an appropriate word to describe the beauty of a lady in Western cultures. In English, ―jade‖ in its use of referring a woman had the connotations such as vulgar, rude, immoral, or skittish. Undoubtedly, the sales inEuropean countries were not satisfying. The seeming equivalents between languages may have very different connotations in different cultures, thus the translator should be cautious in the process of doing the translation so as to avoid misunderstandings.Case 14―杨‖ refers to Yang Kaihui w h o w a s Mao Zedong‘s deceased wife and ―柳‖ refers to Liu zhixun who was Li shuyi‘s deceased husband. They can be translated in different ways, but it seems to be very difficult, if not impossible, to achieve equivalence in translating from Chinese into English. Adopting the literal translation strategy,version 1 appears to be faithful to the original but may easily confuse the readers in the target language.Version 2 employs the liberal translation strategy with an attempt to convey the original meaning as precisely as possible. However, the original poetic flavor is lost as the rhetoric device — pun — is not reproduced.Case 15The translation seems to be faithful to the original, but it may not be really good for the purpose of intercultural communication. Foreign readers of the translation may find it strange and inappropriate. The following is what a friendly American journalist has commented on the translation: My first reaction was unfortunately laughter because it is so full of mistakes. It omits some necessary information about the Dragon-Boat Festival, including its historical origins and when it actually takes place. These things are important… The copy seems to try to ―snow‖ the reader with fanciful, overblown assertions about how terrific it all is, but in unintentionally hilarious language that leaves the reader laughing out uninformed… The brochure also suffers from lack of background material, the taking-if-for-granted that the reader already is familiar with many aspects of Chinese history and culture? visiting an area want to know. Why is it that many Chinese travel guides read basically the same, no matter what region is being written about, and are so packed with indiscriminate hyperbole? Less exaggeration would actually be more convincing. It doesn‘t tell you where to go, how to get there, when things are open and closed, how much they cost, and so forth. All these are things peopleCase 16Comparing the two English versions, we can see that in Yang‘s version more culturally-loaded meanings are conveyed from the original while Hawkes‘ version may be easier for English-speaking readers to comprehend. Look at some of the differences between the two versions of this extract: 贾母The Lady Dowager / Grandmother Jia 老祖宗凤辣子Old Ancestress / Granny dear Fiery Phoenix / Peppercorn Feng the school-room name His-feng / the somewhat boyish-sounding name of Tai-yu lost no time in greeting her with a smile as ―cousin.‖/ 二舅母王氏Lady Wang, her second uncle‘s wife / her Uncle Zheng‘s wife, Lady Wang 学名叫做王熙凤Wang Xi-feng 黛玉忙赔笑见礼，以“嫂〞呼之Dai-yu accordingly smiled and curt-eyed, greeting her by her correct name as she did so. 竟不象老祖宗的外孙女儿She doesn‘t take after her father, son-in-law of our Old Ancestress / She doesn‘t take after your side of the family, Ganny. 怨不得老祖宗天天嘴里心里放不下No wonder our Old Ancestress couldn‘t put you out of her mind and was for ever talking and thinking about you. / I don‘t blame you for having gone on so about her during the past few days 现吃什么药？What medicine are you taking? / Not translated And there are some culturally-loaded expressions in the text that seem to defy translation: 琏二嫂子内侄女以“嫂〞呼之外孙女儿嫡亲的孙女儿妹妹By comparing different translations of the same text, we can achieve a better understanding of cultural gaps and differences and then learn to employ proper strategies to bridge those gaps in translating across languages for intercultural communication.。

新编外贸英语口语教程第四版答案1、—What’s the matter with that boy?—______.（）[单选题] *A. He is watching TV in his roomB. He takes his temperatureC. He was playing a toy carD. He hurt his right leg(正确答案)2、The（)majority of the members were against the idea. [单选题] *A. substantialB. enormousC. considerable(正确答案)D. overwhelming3、If by any chance someone comes to see me, ask him to leave a _____. [单选题] *A. message(正确答案)B. letterC. sentenceD. notice4、Though my best friend Jack doesn’t get（）education, he is knowledgeable. [单选题] *A. ManyB. littleC. fewD. much(正确答案)5、We had ____ wonderful lunch last Saturday. [单选题] *A. /B. theC. oneD. a(正确答案)6、They were both born _______ March, 1 [单选题] *A. in(正确答案)B. atC. onD. since7、This pair of shoes only _______ me 10 yuan. [单选题] *A. spentB. tookC. paidD. cost(正确答案)8、Researchers have spent five years collecting data（）the study is based. [单选题] *A. on thatB. in whichC. in thatD. on which(正确答案)9、She _______ be here. [单选题] *A. is gladB. is so glad to(正确答案)C. am gladD. is to10、The Yangtze River is one of （）the in the world. [单选题] *A. longest riverB. longest rivers(正确答案)C. longer riverD. longer rivers11、The strawberries ______ fresh. Can I taste (品尝) one?（）[单选题] *A. watchB. tasteC. soundD. look(正确答案)12、When Max rushed to the classroom, his classmates _____ exercises attentively. [单选题] *A. didB. have doneC. were doing(正确答案)D. do13、Our teacher was very happy because _______ failed the exam. [单选题] *A. somebodyB. anybodyC. nobody(正确答案)D. everybody14、Chinese is one of ____ most widely used languages in ____ world. [单选题] *A. a, theB. /, theC. the, the(正确答案)D. a, /15、Since we have _____ money left,we can't afford the expensive computer. [单选题] *A. a littleB. a fewC. little(正确答案)D. few16、_____ the project, we'll have to work two more weeks. [单选题] *A. CompletingB. CompleteC. Having completedD.To complete(正确答案)17、Everyone knows that the sun _______ in the east. [单选题] *A. fallsB. rises(正确答案)C. staysD. lives18、Which is _______ city, Shanghai, Beijing or Chengdu? [单选题] *A. largeB. largerC. largestD. the largest(正确答案)19、There is not much news in today's paper,_____? [单选题] *A. is itB. isn't itC.isn't thereD. is there(正确答案)20、--What are the young people doing there？--They are discussing how to _______?the pollution in the river. [单选题] *A. come up withB. talk withC. deal with(正确答案)D. get on with21、The language school started a new（）to help young learners with reading and writing. [单选题] *A. course(正确答案)B. designC. eventD. progress22、Sichuan used to have more people than ______ province in China. [单选题] *A. otherB. any other(正确答案)C. anotherD. any others23、( ) It tells what is going on ___the county and all____the world. [单选题] *A. across; over(正确答案)B. all; acrossC. in; inD.to; for24、一Mary wants to invite you to see the movie today. 一I would rather she（B）me tomorrow. [单选题] *A.tellsB. told (正确答案)C. would tellD. had told25、I like booking tickets online，because it is _______. [单选题] *A. boringB. confidentC. convenient(正确答案)D. expensive26、My mother’s birthday is coming. I want to buy a new shirt ______ her.（）[单选题] *A. atB. for(正确答案)C. toD. with27、You can _______ Bus 116 to get there. [单选题] *A. byB. take(正确答案)C. onD. in28、27．My father is a professor and he works in__________ university. [单选题] *A．a (正确答案)B．anC．/D．the29、Bob used ______ on the right in China, but he soon got used ______ on the left in England.（）[单选题] *A. to drive; to driveB. to drive; drivingC. to driving; to driveD. to drive; to driving(正确答案)30、Which animal do you like _______, a cat, a dog or a bird? [单选题] *A. very muchB. best(正确答案)C. betterD. well。

新编英语教程参考答案新编英语教程参考答案随着全球化的进程不断加快，英语已经成为一门全球通用的语言。

因此，学好英语对于我们来说变得越来越重要。

而新编英语教程作为一本经典的英语教材，被广泛应用于中小学教育中。

在学习英语的过程中，参考教材的答案是一个重要的辅助工具，可以帮助学生更好地理解和掌握知识。

下面将为大家提供一些新编英语教程的参考答案，希望对大家的学习有所帮助。

Unit 1: Hello!Part A:1. How do you do?2. Nice to meet you.3. What's your name?4. I'm fine, thank you.5. Goodbye.Part B:1. Where are you from?2. I'm from China.3. How old are you?4. I'm twelve years old.5. What's your favorite color?6. My favorite color is blue.Unit 2: My Family1. Who's that?2. That's my father.3. How many people are there in your family?4. There are four people in my family.5. Do you have any siblings?6. Yes, I have one sister.Part B:1. What does your father do?2. He is a doctor.3. What does your mother do?4. She is a teacher.5. Do you have any pets?6. No, I don't have any pets.Unit 3: My SchoolPart A:1. What's your school like?2. It's big and beautiful.3. How do you go to school?4. I go to school by bus.5. What's your favorite subject?6. My favorite subject is English.1. What time does school start?2. School starts at 8 o'clock.3. What time does school finish?4. School finishes at 3 o'clock.5. Do you have any after-school activities?6. Yes, I have piano lessons on Mondays and Wednesdays. Unit 4: My HobbiesPart A:1. What do you like to do in your free time?2. I like to read books and play basketball.3. What's your favorite sport?4. My favorite sport is swimming.5. Do you play any musical instruments?6. Yes, I play the piano.Part B:1. What's your favorite book?2. My favorite book is Harry Potter.3. Do you like watching movies?4. Yes, I love watching movies.5. What kind of music do you like?6. I like pop music.以上是一些新编英语教程的参考答案，希望对大家的学习有所帮助。

Ⅰ.Translate the following sentences into Chinese:1.This corporation is specialized in handling the import business of textiles.本公司专营纺织品的进口业务2.We wish to introduce ourselves to you as a state-operated corporation dealing ex clusively in light industrial products.我们愿向贵方介绍,我们是国营公司专门经营轻工业品3.We send you by separate airmail a brochure on the various kinds of electronic pr oducts now available for export.我们另邮寄给你一份各种电子产品目前可供出口的小册子4.Your firm has been recommended to us by the Chamber of Commerce in Tokyo, Japan.日本东京商会已向我们推荐贵公司5.As requested, we are airmailing to you, under separate cover, a sample each of Art. Nos. 2001 and 2002 for your reference.按你方要求,兹另封航邮货号,另函寄上每一个样品的艺术。

Nos.2001年和2002年,以供你方参考6.We can assure you that all your letters will receive our immediate attention.我们可以向你保证,你所有的信件会得到立即处理7.We thank you for your letter of September 2 and should like to discuss the possi bility of expanding trade with you.我们感谢你方9月2日的来信，想就扩大贸易的可能性与你进行讨论8.We are convinced that with joint efforts business between us will be developed to our mutual benefit.我们相信通过双方的努力,贸易往来定会朝着互利的方向发展9.It will be greatly appreciated if you will give us your cooperation.如果你能给我们这份合作案，那将不胜感激10.Your letter of August 27 addressed to the Import Company has been passed on to us for attention and reply.进口公司8月27日的来信已转交给我公司处理并答复Translate the following sentences into English:1. 我们从中国驻东京大使馆商务参赞处得知贵公司的行名和地址，并了解贵公司是经营家用电器产品有经验的出口商We obtained your name and address from commercial counsellor’s office of the Chinese embassy in Tokyo . They have informed us that you are experienced export er in the market for home electrical appliances .2. 我们的一个客户对你们的新产品感兴趣One of our customers is interested in your new production.3. 我们的一个日本客户想要购买中国红茶One of our customers in Japan wants to be in the market for black tea.4. 如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意As you know, our policy is to trade with merchants of various countries on the basis of equality an d mutual benefit .5. 我们希望你方尽最大努力促进业务又增进友谊。

语用学教程课后答案The document was prepared on January 2, 2021Introductioncheck your understanding1. f Syntax and semantics each have their own strengths.2. f Pragmatics is also interested in how language use affects the language system.3. t4. f5. tIn-Class Activities1. ASK1 Yes, he’s coming.2 Yes. No, he isn’t coming3 His knowledge about whether Pat likes cognitive linguistics or not.2.1 a. John is obviously not Hitler. There is only one Hitler in the world.b. Golf as an inanimate object can’t play a human being John.c. It is a case of tautology that conveys no new information.d. “Idea” doesn’t have color and can’t sleep since it is inanimate. The whole sentence doesn’t make sense.2 a. it can be used for communication in a context where John shares some personality with Hitler.b. when John is a poor player of golf.c. in a context where a certain boy has done something wrong out of naughtiness.3 when the sentence is used in poetry to personalize the word "idea".3.1 a. In an entrance of a park.b. In the restroom of some public places like an airport.a. People are forbidden to bring dogs into the park.b. This place is for adults to change infant diapers.4. 1 Here the speaker wants to express his complaint that the couple are talking too loudly and the implicit request for them to stop talking.2 By saying so, the young man wants to convey their refusal to “my” request.The background knowledge we need is that since it is usually impolite tolisten to other people’ private conversation, it is normal that “I” can’t hear a word thus the couple can continue their talk.5.1 This notice implies that all those who jump the red light are uncivilized, whatever the reason.2讲卫生的人不会随便吐痰.6. 1 This is an advertisement for a holiday inn and its food is so delicious that it can make the customer’s wife jealous. The “French toast” probably means a type of specialty provided by this holiday inn.2 C: 你去哪里吃饭了没E: How are youHow’s everything going7. 1 He means he doesn’t speak French.2 Russian majors don’t speak French.3 Yes. It helps to indicate a negative answer.8. 1 a. He uses “that” under the assumption that his mom knows which letter is being referred to.b. He uses an imperative sentence to ask her mother to close the window,which is impolite.2 Johnny: Mom, Ping Ping is coming to visit us this afternnoon.Mother: Who is Ping Ping3 Wang: It’s not my fault, is itLi: Yes.-----------------Native speaker: Hi, you look good.Zhang: Not good, not good at all.Exercises Task3.1. when we get someone to do something, we tend to minimize the effort to be involved, but when we complain we tend to exaggerate the complaint. People want to be polite by mitigating缓解,减轻,平静the imposition, which is face-threatening.2. The first imperative is a general grammatical form, but the second, though still an imperative, can be used to sound more polite because of the addition of "will you"3. in the officeBoss: Come to my office later.Clerk: Yes, sir.--------during the afternoon teaBoss: How is your dad, TomClerk: He’s fine. Thanks, Pat.4. He wants to suggest that he did not break the window because he was engaged with in something else in other places.5. In the novel The Catcher in the Rye, Holden, a middle school student alwaysbreaks the pragmatic conventions and in that way shows his rebellion.6. While we teach English to Chinese students, we not only impart linguistic information phonetics, phonology, morphology, and syntax of English but also pragmatic information appropriate use of English in dynamic context. For instance, how we can use the question tag反了 tag questions to sound more tentative and be polite.Unit 1Check your understanding1. f That is the view held by John Austin in the early stage.2. f Implicit performative utterances do not have a performative verb.3. f4. f The completion of the perlocutionary act requires the addressee’s cooperation.5. tIn-Class Activities1.1 If you’ve ever said “I promise” or “I apologize”, you have performed those actions by the simple act of saying them. But “I know” and “I believe” are declarative. Saying them does not bring about any immediate change in the belief or knowledge of the speaker.2 a. I wish you a great success.I admit I’m wrong.b. I misunderstand your point.I see what you mean.3 Yes. For example, when we say “我在这里向你道歉”,we are performing the act of apologizing.2.1 “A full apology” here means a wholly performative utterance of apology like “We apologize to the Chinese government and the Chinese people”. Indeed, “sorry” is not a performative verb.2 To some extent, “sorry” can implicitly perform the act of apology.3.1 The kidnapper intends to perform the acts of threatening and requiring.2 He wants to make his words sound like a n advice instead of a threatening.4.1 a. locutionary act: the act of verbally saying “Today is not a free admission day”.illocutionary act: it implicitly requires people to pay the admission fee. perlocutionary act: people pay the admission fee if at all.b. locutionary act: the act of verbally saying “Thank you for your generous donation and your support”.illocutionary act: it implicitly urges people to donate.perlocutionary act: people donate money if at all.a' "Admission fee required today"b’ "We expect your generous donation and your support"The first is chosen to be less imposing. The second is chosen to attract people’s donation.5.1 No, it is not a verdictive. It is just an advertisement from s a hotel whose name happens to be “Jurys”.2 The proprietor plays a game of words to attract customers.ExercisesTask 31.a. constativelocution: “No smoking in this area”. Illocution: Forbidding people from smoking here. Perlocution: People do not smoke here.b. constative. Locution: “Ticket passengers only”. Illocution: Asking passengers to buy tickets if they want to enter the museum. Perlocution: Passengers buy tickets to enter the museum.c. constative. Locution: “Token vending machine”. Illocution: Informing the public of the fact that they can buy tokens through this machine. Perlocution: People buy tokens through this machine if at all.2.Yes. It solves the problem that constatives can indeed be regarded as implicit ways of doing things. Thus, all utterances are “performative” in essence. Yes, I agree. Suppose A said to B “it’s stuffy here”. The actual effect may be that A is understood to be complaining, but the intended effect is that someone should open the window or the door and it may bring B to perform theact instead of letting him just listen to A’s complaint.3. 1a, 2a, and3a are performative utterances and can stand the test “hereby”. However, in 1b, 1c and 2b, 2c, “know” , “think”, “amuse” and “flatter” are not performative verbs. In 3b, the third person subject is used. In 3c, simple past tense is used.4. Both verdictives and exertives involve a demonstration of powers, rights,or influence. However, verdictives have the force of issuing a formal orofficial and giving a verdict, while exertives involve making decisions infavor of or against a certain course of action, or advocacy of it.5. These utterances are not, that is, not. The uttering of them on formal occasions is or is part of the doing of a certain kind of action, the performance of which, again, would not normally be described as just“saying” or “describing" something cf. Austin 1962, 5..“This meeting is now adjourned.”“The court is now in session.”“This church is hereb y de-sanctified.”批准,认可,使合法化Unit2Check your understanding1. f It is criticized as lacking criteria for classification.2. f The hearer is held responsible.3. f4. t5. fIn-Class Activities1.1 No, they are essentially directives.2 “你能帮我还书吗,谢谢哦.”“We’ll be very grateful for your presence.”3 Because they expect other people’s compliance instead of refusals. One feels indebted感激的, 受惠的, 蒙恩的i f one does not comply with the request.2.1 Commissives2 Yes. The second promise is achieved with a condition which may turn the promise a commissive into a requirement a directive.3.1 No. Utterance a is a threat. Utterance b involves something that the speaker cannot xcontrol. Utterance c describes something in the past rather than something that the speaker will do in the future. Utterance d involves an act that the hearer rather than the speaker will do in the future. Utterance e has a third person as the subject. Utterance f is a statement about something that happened in the past.2 a. propositional content condition what is said is about something that the speaker has done wrongly; b. sincerity condition the speaker is serious or sincere in making the apology; c. preparatory conditions . the person who is apologizing should have made mistakes d. essential condition both sides understand that what the speaker says is an apology.Zhang: 这件事你不应这样处理的.Li: 好嘛,算我错了行了吧.where the speaker is not sincere4.1 The customer when he says there is a fly in my soup which is meant to be a complaint.2 Because saying that can normally attract the waiter’s attention and the waiter knows what to do in a context like this.Yes. Sometimes, we speak indirectly to save our or others’ face.3 Yes, I agree with her. Hearing the customer’s wor ds, the waiter may not take it seriously if he is not joking.5.1 The role of the underlined part is explaining the reason of the refusal so that Andy will accept Jack’s refusal more readily.Not necessarily. A white lie also does the same trick.2 a. Calling on people to save water.b. Denying people the right to park here.The “irrelevant” information is used to enhance the chances of successfully performing the directive acts.ExercisesTask3.1.a. Austin was a leading exponent of 'analytical' or 'Ordinary Language' philosophy. His work in the 1950s provided both a theoretical outline and theterminology for the modern study of developed subsequently. He was theinitiator of the speech act theory. He drew the distinction between constative utterances and performative utterances, although he latter discarded the distinction. He introduced the trichotomy of locutionary act, illocutionary act and perlocutionary act.John Searle is widely noted for his contributions to the, and. has introduced the notion of 'indirect speech act'. He has reclassified illocutionary acts. He has developed the theory into a general theory about human communication.b. Speech act sequence; responsive acts.2.No. Threatening seems to be a directive as well as a commissive act.Open.how to do speech acts in L2. Doing the same speech act in L1 and L2 may not be the same.on whether the sincerity condition is violated or not.5.a. declarationb. representativec. representatived. directivee. expressivef. commissiveg. directiveh. commissivei. declaration6.“Excuse me” is usually used to interrupt other people, so its preparatory condition is that there are others talking about or doing something, when the speaker’s interruption is not expected. However, “sorry” is used in a different situation, and its preparatory condition is that the speaker has made a mistake.7.Effectiveness: a>b>c>d other things being equalPoliteness: a<b<c<d other things being equal8.a. It runs counter to the preparatory condition that the door must be closed at the moment.b. It goes against the sincerity condition. It is felicitous as an act of thankingc. It goes against the preparatory condition that what the speaker is going to do must be to the hearer’s disadvantage yet refusing to eat dissert is not.Unit 3Check your understanding1. f2. f3. f4. f5. fIn-Class Activities11 a. direct answer about his father’s professionb. His father can help.c. His father cannot help.2 A: Your father must be very great.B: He is a lawyer.----------A: Does your father earn a lot of moneyB: He is a lawyer.2.1 Both of them are implicit rather than stated by the actual meaning of the words.2 An implicature can be part of sentence meaning or dependent on conversational context, and can be conventional or unconventional. But connotation is conventional and attached to words.3 “Fox” can connote cunningness. When we say “he is a fox” in response to “what do you think of Jack”, we indicate that Jack is cunning like a fox. 3.1 Yes, it implies that Jack has one and only one brother.2 Entailments are true whenever the statement uttered is true, but different implicatures may be derived when the sentence is used in different contexts. No.Yes. For instance, Jack has a brother; indeed, he has two.3 A: Jack must be spoiled by his parents.B: Jack has a brother.4.1 cancelability or defeasibility.2 Yes. The words “not … yet” has the conventional implicature that something is possible after the given time.5.1 Jack may refill his car in the garage.2 Yes, the garage may be closed at the moment.3 a. The sea foods are fresh. / Do buy the sea foods.b. You can win here. /Play here.6.1 Hearer meaning is the hearer's understanding of the speaker's utterance.2 A: Tom is quite clever in that aspect.B: I agree. He’s the cleverest person I’ve ever seen.A: But I don't mean he is really clever in that aspect.3 a. Hearer's and speaker's background knowledge may be different.b. Their expectations, beliefs, and the like may be different.ExercisesTask31.a. There is convention of usage in natural language.b. Today I declare you husband and wife.He is at sixs and sevens.2. A: Are you happy.B: Yes.A: Are you happyB: Yes. Quite, quite.There are other possibilities. . Speakers mean less than what they say.A: Are you happy.B: Yes. I am the happiest person in the world.3. Saying does not necessarily amount to the same thing as "meaning". By saying one thing a speaker might mean another thing entirely. There is a sense of "saying" on which you can't say anything without meaning something.4.A: She is a charming lady. I mean only when she smiles.By saying the first sentence, A may imply he is attracted by the lady, but by adding the second sentence he denies the implicature.5. No.Yes.a. Jack: Let's go out drinking tonight.Jane: My grandma is ill. But, my mother is comingb. Jack: How did Philip and Pike do in the OlympicsJane: Philip won a medal.Obviously, a has a particularized implicature and b has a generalized implicature. It is comparatively easy to add a sentence to a to cancel the implicature, but in b it is difficult. Anyhow, we use other ways to achieve the same implicatures in a and b. What's more, particularized implicatures are more unconventional and they have greater indeterminacy.6.a. conventional there's no need for context information One cannot use the door before 6 . “before”b. Conventional No free refills for non-same visit “only”7. openOne may say no, though. Conversational implicature is context dependent. To some extent, it is arbitrary, because different people may get different implicatures even in the same context and different contexts may generate different implicatures as well.8.A. when people talking about boys' qualities.B. When people are talking about boys' ability to do mathematics.9.Conversational implicatures are sensitive to context and dependent on the observance of Cooperative Principle while flouting a particular maxim. People may arrive at different conversational implicature for the same utterance. The conclusions arrived at by syllogism are context free and people get the same conclusion be means of reasoningUnit 4Check your understanding1. f2. f3. f4. f5. fIn-Class Activities1.1 Both metaphors and irony go against the maxim of quality that requires the speaker to be truthful. A metaphor involves saying that one thing is another and an irony consists in the expression of one's meaning by using languagethat normally signifies the opposite.2 Understatement “It’s not too bad” is a form of speech in which a lesser expression is used than what would be expected; hyperbole “Haven’t seen you for ages” is a in which statements are exaggerated. Their use runs counter to the maxim of quantity as well as that of quality.2.1 Yes, the maxim of manner is exploited. Mr. Bennet implicates that he willlet his wife tell him who has taken the house. Also, the maxim of quantity is violat ed when Ms. Bennet responds to her husband’s question “Is he marriedor single”2 By saying "I have no objection to hearing it", Mr. Bennet means that hiswife has the freedom to supply the information in front of him, which in turn means he a grees to listen to his wife although he is not enthusiastic about it.3 The author implies that Mrs. Bennet is very enthusiastic to tell other people things even at a small hint of agreement.3.1 One may be only superficially relevant in terms of the literal meaning; one can also be interactionally relevant in terms of the illocutionary goal.2 Yes, it may run into similar trouble. It is difficult to define "be brief", "obscurity of expression", and "be orderly". Brevity and orderliness are matters of degree.4.1 a. quality b. quantity c. relation d. manner2 Quality .: I am not so sure, but... C: 事情可能是这样的.Quantity It’s going to be a long story. 说来话长.Relation By the way, …顺便说一句,……Manner To put it differently, ...不妨换个说法,……5.1 The Maxim of Quality is moral in nature, while the other three are not.2 No, he was concerned with what people had said implicitly instead of how they should talk.6.1 A. Manner Implicature: Visitors are supposed to pay to get in.B. Quality Implicature: People must work hard, if they want to earn a lot of money.2 Yes, but the advertising discourse violates the maxims more often because they intend to attract people's attention through it. The ad goes against the maxim of quantity and manner underinformative; not perspicuous.ExercisesTask31. When interlocutors are in conflict in some way.2. Yes, sometimes if you are overinformative, you may be irrelevant.Yes, I agree. It is moral in nature.3. Politeness. If we treat politeness as a form of cooperativeness.4. 1 Relation Implicature: I don't want to lend it to you./I haven’t finished my homework.2 Quantity Implicature: I have no brothers.3 Relation Implicature: I don't want to play tennis.4 Relation Implicature: I don't want to eat oysters.5. 1 The speaker just admits he went out last night, but he doesn't answer wherehe had been.2 The speaker just gives an answer in a general way, although the other one wants to know his specific job.3 The Chinese word phrase "ji guang" is too general.Yes, there are some patterns these responses share, . all of them provide only general information, less informative than what the interlocutor expects.6. Newspapers, literary works and so on.7. Yes , I think so. For example, Chinese tend to consider the provision of extra information as generous behavior rather than invariably a deliberate act to convey implicature.8. Yes, especially some social factors. For example when we say "他没受过教育", the factor we take for granted is that the people who haven't received education is likely to misconduct.Not necessarily.. WANG: 冷山真的很有意思.XU: 冷山不是一座山吗Unit 5Check your understanding1. f2. t3. f4. t5. fIn-Class Activities1.1 She doesn't like all of them.2 . The water is warm.Implicature: The water is not hot.3 Yes.. 甚至小孩子都能做出这道题.This sentence implies that adults can tackle the question.2.1 No.2 Yes, the English translation implies that passengers may still make some noises.3.1 The a-utterance and the b-utterance are cases of pragmatic / metalinguistic negation whereas the c-sentence and the d-sentence are cases of normal propositional negation. Yes, because the first two cases involve a Horn scale.2 Yes. What is negated in the two cases is the strong degree of the acts conventionally implied by the verbs.4.1 The finger refers to John's finger and the house and car refer to those of someone else's.2 If there is additional information for these sentences, they can be interpreted differently. . John went into a house. It turned out to be his newly bought house.5.1 It takes the exclusive meaning when it conjoins two events or things that cannot concur at the same time. It takes the inclusive meaning when it conjoins two events or things that concur at the same time.2 Basic meaning: the inclusive reading . at least one is trueDeprived implicature：the exclusive meaning when context suggests that only one is allowed6.1 Both the first and the second "sale" mean discounted sale. Usually, the end of year sale is selling goods at a lower price; the use of 50% means selling clothes or something at a lower price.2 "luck", "opportunity"ExercisesTask31.A. I don’t know John will win the championship.B. Not all people today are vegetarians.C. Jack does not have a fever.D. Guangzhou does not have a hot/cold winter.E. My son does not get straight A's all the time.2.A. That Jack can lift 200 pounds already implicates that he can lift at most 200 pounds, but "in fact" indicates the opposite, so the second clause is not necessary and fault.B. The second clause here intends, through the use of “in fact”, to cancel the implicature of the first clause.C. Similarly, that Jack can finish the job in three days already implicates that he can finish it in at most three days, but "in fact" indicates the opposite, so the second clause is not necessary and fault.D. The second clause here intends, through the use of “in fact”, to cancel the implicature of the first clause.3. Similarity: both of Horn and Levinson base their Q-principle on the first sub maxim of Quantity Maxim.Deference: Horn's R-principle is based on the second sub maxim of Quantity Maxim, relation maxim and part of Manner Maxim, while Levinson' I-principle is based on the second maxim of Quantity Maxim and his M-principle based on Manner Maxim.4. According to the Q-principle which stipulates that the speaker has given sufficient information and the R-principle which suggests that the information supplied must satisfy the upper most limit of expectation, in "it's the taste", "the taste" means more than "a taste", but a good tasteYes, . It's the taste which I hate most.Other examples: "She is the one." / Make the change. 新李宁5. "身材","长相" means good figure and good appearance. "有钱" means not just having money but being rich. "有个性" means she is special or unique in her personality.Examples in English: She's got legs.He is a man with a job.6. Open.Unit 6Check your understanding1. f2. f3. f4. f5. tIn-Class Activities1.1 a. "yours", "right now"b. "here", "your"2 To bring the addressees closer and make them identify with addressers. Impress the addressees as if things are happening at the moment.2.1 No2 Whether they concern the encoding of spatial location relative to the location of the speaker in the speech event.3.1 Yes. We use "here" to replace the place's name.2 Sometimes the speaker may use his or her name instead of using “I” to highlight his or her identity or individuality.4.1 Only when the date of manufacturing and that of selling are the same.2 "最后三天" is not definite, because one may not know from which day the last three days begin.3 It is not known what time the speaker left.4 Yes. What is the present price The price may change over time. The word “当前” is deictic.5.1 Yes. It is used for emphasis2 Yes. "Books on sale here"6.1A. "we", "ourselves"B. "we", "today"C. "I", "here", "now"D. "I", "last place"E. "YOU", "here"F. "I"G. "today"2 There may be a difference in the coding time and the receiving time; there may be the speaker perspective and the hearer perspective.7.1 “I’m coming” takes the addressee as the deictic center.2 Yes.ExercisesTask31. A. "there". B. "you"2. In a, the speaker uses the progressive aspect instead of the normal simple present tense. The use of the present progressing aspect shows the speaker's passion and strong love are ongoing.3. b, d, f are gesturally deictic expressions and the rest contain symbolically deictic expressions.4.Discourse deictic refers to another linguistic expression or a piece of discourse, . This in This is a great story whereas anaphoric refers to the same item as a prior linguistic expression, . he in John is an incredible athlete; he came in first in the race.the speaker wants to be economic and both the speaker and the hearer share the background knowledge, . he in He is the cimenal, deictic expressions preempt their corresponding non-deictic expressions. When the speaker wants to create some special effects, we may use non-deictic expressions, . Mr Darcy calls Mrs Darcy Mrs Darcy in Pride and Prejudice to express his joy and love.6. The use of “your” and “us” is interactive with anyone who bumps into the ad.Mini-project2.公差、甄爷、小婿、小人、太爷、丫头、丫鬟、探花、巡盐御史、龙钟老僧、敝友、老先生、祖母、史老太君、王侯、贼、子弟、祖父、师长、政老爹、妾、庶出、小姐、夫人、琏爷、第二回贾夫人仙逝扬州城冷子兴演说荣国府The social deixis above shows the hierarchy in the feudal society.Unit 7Check your understanding1. f2. t3. f4. f5. fIn-Class Activities1.1 Mary's bedroom is not clean.2 Yes.2.1 b. College students can speak English. through the use of “therefore”2 b. College students can speak English.3 Here, we presuppose that college students generally can speak English. With this presupposition, the speaker talks in that way, and "therefore" confirms the inference, and then we get the conventional implicature.3.1 I think George Yule’s classificati on is not based on the same criterion. The first four are more content oriented, whereas the last two are form sensitive.2 Open.4.1 a. Peter is a good basketball playerb. Mary did the job well last week."than" and "as well as" triggers the presupposition.2 Yes.3 John was arrested before he arrived in Beijing.5.1. The presupposition in the first episode is that the speaker beat his wife. The addressee cannot answer "yes" or "no".2 Yes.3 By asking which eye of the horse is blind, Washington presupposes that one of the eyes of the horse is blind, so the thief has to choose one. However, the fact is that neither of the eyes of the horse is blind.6.1 a. The addressee liked literatureb. The addressee felt nickel and dimed.c. The addressee is not smoking。