Unit Two Inquiries 询购Key to Exercise IV1. We have been informed by Jameson Garments (Vancouver) Ltd. that 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 Electronics magazine.4. We are interested in importing Chinese furniture and would be pleased to 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.Key to Exercise V1. There is a large demand(or market) in our country for Chinese low-voltage microwave ovens. We would be most grateful if you could quote us competitive prices for the models you can supply (or have available) at present.2. We wish to introduce ourselves as leading importers dealing in operative instruments. It would be helpful if you could send us your latest catalogue for our reference which interests us very much.3. Specializing in the line of confectionery, we have extensive connections with the food stores throughout(or all over ) the country.4. We would appreciate it(or be most grateful) if you could send us a full set of leaflets for your exports for us to have a general idea of the products you handle.5. From Messrs. Brown & Clark of this city, we have learned that you are regular suppliers of Chinese kitchenware, for which there is a growing demand here.6. We have noticed with interest your advertisement in the latest issue of TV World, and would appreciate it if you could introduce the details of the specifications, prices and packing for your product.Key to Exercise VI1. We are famous importers of computers with branches in three neighboring cities.2. Please send us a full set of catalo g for our buyers’ reference.3. We have been specializing in importing motorcycles for ten years, and would appreciate your sending us your catalog, prices and other necessary information.4. If your goods are good in quality and more competitive in price, very likely we can advise our buyers to place an order.5. We are interested in (buying) the tiles you advertised in Building Materials. It would be helpful if you could send us further information as soon as possible.Exercise VIISeptember 21, 2008The Sales ManagerThe Midland Carpet Co. Ltd.173 Waterloo StreetLondon E.C.4Dear Sir or MadamWe 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 with sample 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 faithfullyHUA Fang (MS.)Import ManagerUnit Three Replies and Quotations 复函与报价Key to Exercise V1. In reply to your inquiry of January 12, we are pleased to inform you that a catalog and a price list have been air-mailed separately for your reference.2. However, if you need any other information, please (do not hesitate to) let us know. We would be glad to answer your further questions.3. As you will notice, our prices are quite competitive, and since we carry large stocks of all models, we can promise delivery within a month on 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 Model SB-95, we have Model SB-99 in stock , which is better in performance and more reasonable in price.Key to EX VI1. We are eagerly expecting to have detailed discussions with you soon on the trade terms you suggested.2. We hope to have more information from you by the end of this month for our buyers’ reference.3. As you know, there is a steady demand in your market for such durable and moderately priced goods as ours.4. We do not want to influence you, but we hope you will be able to send us 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 with the quotations of other manufacturers.Exercise VIIDear Mr. BlackThank you for your inquiry of August 16 concerning our equipment, which you saw at the International Farm Machinery Fair in Bonn.We are willing to answer the specific questions in your letter and would consider substantial discount on orders over RMB￥1,000,000.With regard to the terms of payment, we would suggest sight L/C for the initial stage. We can fulfill orders within three months, but it will take a little longer time for special specifications.We are enclosing our current catalog and price list quoting c.i.f. Bangkok , and we think you will find the equipments on pp. 101-115 of particular interest.If you require any further information, please contact us and we will be pleased to supply it.Yours faithfully×××Unit Four Orders and Acknowledgement 订购与确认Key to Ex. V1. We would like to confirm our telephone discussion this morning. Enclosed is our Order No. CT504 for 1,500 pounds Longjing Green Tea at 36 pence per pound CIF London for shipment during June/July.2. Because there is a growing (an increasing) demand for our laser printers , we hope you will act immediately if you are considering placing an order with us .3. Please note that the quality of shipment must be exactly the same as the quality of sample. If this initial order is completed to our satisfaction, we shall place regular orders.4. Thank you for your prompt reply to our inquiry of April 22. We are now pleased to order from you 2000 dozen pure silk T-shirts. For details, please refer to our enclosed order No. 58.5. Although our price is a little higher than quotations of other suppliers, our product is well worth the extra money owing to its good quality. It meets (complies with) your own interest to order goods of really high quality.KEY TO EX.VI1. If you could increase the quantity of your order to 500 cases, please let us know immediately and we would be only too glad to give you a 5% discount.2. All your required items can be supplied from stock, and we can assure you of our best attention to your order.3. If this trial shipment can reach us by mid-October and the quality turns out 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 this month, we shall ship your order in December.Exercise VIIDear Ms. CollinsThank 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 present. 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.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 sincerely×××Unit Five Insurance 保险Key to Ex. V1. In the absence of your definite instructions about insurance, we have covered your order against W.P.A. for 110% of the invoice value as usual.2. We have noticed your request for insurance against War Risk. But, as you know, our CIF quotation includes W.P.A. only. Therefore, if you require this additional coverage, the extra premium will be borne by you (to your account).3. In case the goods be found damaged after inspection, the buyer has the right to file/make/lodge a claim with the underwriter against a surveyor’s report within 30 days of/after the arrival of the goods at the port of destination.4. We regret to inform you that Case No. 8 was invoiced as containing 12 laser printers, five of which were found badly damaged upon arrival .5.The People’s Insurance Company of China (PICC) is a large state-owned enterprise, which is noted for settling claims promptly and equitably and has agencies in the main ports and areas throughout the world.Key to EX VI1.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 pleased to 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 that fourteen cases were broken. Enclosed is a list of the damaged goods.4. The surveyor’s report states 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 for All Risks. Now we wish to insure with you the following consignment:EX. VIIDear Sir or MadamWe have received your quotation of November 5, which we find quite competitive. We would be grateful if you could cover us against All Risks (warehouse to warehouse) for the value of Can$274,895.00 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 sincerely×××Unit Six Packing 包装EX. Ⅱ1. We are glad to have obtained your name and address from our Commercial Counsellor’s Office and learned that you can supply a special kind of detector model DA-880k which can test the degree of air pollution.2. Should you not have what we want but a similar article of better quality, please supply it instead provided the price is not more than 10% higher.3. As requested, we shall draw on you at 60 days’sight for the amount of our invoice,a copy of which is enclosed and the original is sent to the bank.4. Since our L/C reached you as early as the beginning of last month, we hope you will make delivery at the stipulated time, for any delay will cause us great inconvenience and considerable financial loss.5. There was a slight delay owing to the breakdown of a machine which held up packing for two days. But we did not inform you as we knew it would not affect the delivery limit.EX. V1. Export crates for goods of the type you named should be completely sealed with plywood and firmly battened.2. The exports you ordered are packed in strong wooden cases which are reinforced with angle iron and metal bands. The solid packing and the stuffing inside the cases will protect the goods from vibration and clash.3. All powdery goods should be put in polybags and then packed in iron tins. The lids of tins should be sealed with adhesive tape.4. The valves and all precision parts should be wrapped with soft material and stably packed in cardboard cartons. When put in the wooden cases, the cartons should be well arranged to eliminate the possibility of moving inside the cases.5. On the attached sheet we give you full details regarding packing and marks, which must be strictly observed.EX. VIIDear Mr. MertonWe thank you for your 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 have found these prices quite competitive.Meanwhile, we understand your concern over packing and wish to give you the 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 packed 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 warning (indicative) marks such as “FRAGILE”or “HANDLE WITH CARE”are clearly stencilled in fadeless ink.We hope you will agree that we have taken every possible precaution to ensure the safe transportation of our products.We look forward to receiving your order.Sincerely yours×××Unit Seven Transportation 运输Ex.V1. The part of your order which can be supplied from stock has been executed, but the remainder may be delayed for four to six weeks.2. Please let us know the voyage No., the lowest (freight) rate for large shipment and the (freight) rate for small lot of consolidation.3. The goods under your order No. 297 have been packed and are ready for shipment.We would appreciate it if you could complete, sign and return the attached shipping (instruction) note as soon as possible.4. You can save both time and money by letting us handle all shipping and Customs formalities for you.5. In order to assist you in introducing our products into your market as early as possible, we agree to advance the initial shipment of 1/3 (one third) of the total quantity from June/July to April/May.Ex.ViiDear Mr. ArnoldOrder No. 896 S/C No. 980927From your letter of October 20 concerning the captioned S/C, we understand that instead of the stipulated two equal shipments in January and February, 2009 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 because direct sailings for your 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 December this year and the balance 20% in January, 2009, provided your L/C reaches us not later than November 20.Please let us know promptly whether this arrangement is convenient to you.Yours faithfully×××Unit Eight Payment by L/C 信用证付款Ex.V1. Our terms of payment are by confirmed, irrevocable letter of credit available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipment, and allowing transshipment and partial shipments.2. For the time being, therefore, we regret our inability to accept D/A in any transactions with our buyers abroad.3.It is regrettable to find that up to the present there has been no news from you about your letter of credit which should have reached us by the end of last month.4. Please amend L/C No. 99S086 to read “Transshipment allowed”, and delete the clause 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 invoice certified by the China Council for the Promotion of International Trade (CCPIT). Please amend your L/C accordingly.EX.ViiDear Sir or MadamFollowing the instructions given in your letter of August 12, our manufacturers 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 to this day. Please immediately check with your bank to ensure that it reaches us before the end of this month. Otherwise, we shall not be able to make delivery within the time limit agreed upon.In order to avoid possible subsequent amendments, please see to it that the L/C stipulations are in exact accordance with those of our S/C No. 7890.We look forward to receiving your L/C as soon as possible.Sincerely yours×××Unit Nine Other Modes of Payment 其他付款方式EX. V1. Messrs. Schneider & Kern have given us your name as their referee. We would therefore be much obliged if you could provide us with detailed information about their credit status.2. Any information about their financial standing and commercial integrity will be much appreciated and treated as confidential.(We would be extremely obliged if you could supply any information on theirfinancial status and commercial credit, which would be kept as confidential.)3. As a compromise, we suggest that 40% of the proceeds be paid by T/T and the balance (be paid) by irrevocable letter of credit at 90 days’sight.4. In order to pave the way for your sales-pushing (sales promotion), we exceptionally agree to accept payment by D/P at 45 days’sight.5. We have noted your request for payment by D/A and will revert to the matter (review it) with you when circumstances permit.EX. VIIDear Mr. SmithThrough our discussion by fax on July 8, we are pleased to inform you that your request for new terms of payment has been accepted, which will come into effect when you place your next order with us.As we agreed on, future transactions will be placed on a D/P basis with payment 30 days after sight, and we will ensure delivery to you within two months of receiving your order (on receipt of your order).We are looking forward to an early order from you.Yours sincerely×××Unit Ten Complaints and Adjustment 投诉与处理EX VDear CustomerI am writing to you to explain the reasons for the very poor service we have given over the past few months. You may have received incomplete consignments. You may have written and not yet received a reply. You may have tried to call us and not been able to get through. We have ten Customer Service lines with staff to man them, but once these lines are overloaded there is nothing we can do. Our correspondence staff are working all hours to catch up.The real problem goes back a long way and relates to our growth from a small familyfirm into a sizable business. Our working procedures have basically not kept up with our expansion.Last year, our old computer was replaced with new hardware and software, which we were told would solve all our problems and could expand as our business expanded. Unfortunately, this was not the case and the speed of processing orders slowed down, even though our staff were working round the clock.We were just about to abandon the system and revert to our old procedures for processing orders when a new version of the software was supplied. This speeded up the system and we are now catching up with the backlog of orders. By the end of this month we will be completely up to date.I know you don’t want to hear about our problems. You want your orders to be delivered promptly and correctly. I promise you that in future you can rely on us to do this and to respond to your inquiries courteously and efficiently.I feel that we owe you an apology but actions speak louder than words. We have taken on more staff, acquired a new warehouse and invested heavily in computer systems, all to provide the service which you need and of which we can feel proud.To end on a positive note, our new catalogue is enclosed and I am sure you will agree that our new product range is even more attractive and better value than before. We are working hard to continue to improve our service and I hope we can count on your support in spite of our recent problems.Yours sincerely×××以上为陶老师所发，部分课后习题答案。
