外贸英语函电第三版赵银德课后习题

外贸函电教程习题答案第二章I Do the multiple-choice questions.CABAD CBAAAII Complete the following letter with words and phrases given in the box.1Through the courtesy of 2 in 3 leading 4 opportunity 5 specializing in6enter into 7 of 8 catalogue 9 upon 10 receivingIII Put the following sentences into Chinese.1我们从驻伦敦商务处获知贵方名称与地址，并获知货方为销售棉织品正寻求中国合作伙伴。

2我们从中国国际贸易促进委员会获悉，你方想购买丝绸服装。

3你方5月4日寄来的样品和价目表收悉，由于希望给贵方以更佳信息而未能及时作复，甚歉。

4请立即告知，你方是否对我们的产品有兴趣。

一旦收到货方具体询盘，我们就会寄上价目表与样品。

5法国巴黎的亚历克斯•塔利亚公司极力向我们推荐贵公司。

6目前我们对各种帽子、手套和短袜感兴趣，如果贵方能寄来目录、样品以及价目表，我们将高兴不已。

7为使贵方了解我们经营的纺织品，我们愉快地空邮我方最新目录以供细读。

8我们希望贵方试验一下我方的服务，以便对我方的服务能让贵方完全满意这一点，有所了解。

9为使货方大致了解我们正在经营的各型号的自行车，我们愉快地以航空方式另函邮寄我方最新目录与价目表。

10我们了解到货方正在询问跑鞋。

因为我们专营运动商品，我们有意同贵方开展业务。

IV Put the following sentences into English.1On the recommendation of your Chamber of Commerce in London, we learn that you are a prospective buyer of Chinese sewing machines.2We have been doing quite well in our business. We are willing to open a business relation with you. (We would like to enter into business relations with you. / We would like to establish business relations with you.)3In compliance with your request, we send you our brochures together with the latest price list.4It was a pleasure to hear from you that you have marketed the new product.5As is known, we set great store by the trade relationship with the EU countries.6We send you by separate airmail a brochure on the various kinds of cars now available for export.7We have been in line of metal and mineral products for years and hope to have a chance of cooperation with you.8We shall be pleased to send you any further information you may need.9We write to introduce ourselves as one of the leading exporters of various models of air-conditioners in China.10We have been in the line of vehicles and related parts and accessories for many years.V Put the following letter into English.2⑥ Seller's Willing to Establish Business Relations (d)第三章I Do the multiple-choice questions.BCDDD ADDBAII Complete the following letter with words and phrases given in the box.1 inform2 details3 including4 samples5 dealers6. promising market7. moderately priced 8 replying9 discount 10 insurance and freightIII Put the following sentences into Chinese.1我们愉快地随函附上我方第286号询价单，清贵方据此报FoB价。

Unit 1一、英译汉1.It was a pleasure to receive your letter of 2nd and to learn that you are making plans for your Mr.Chadwik to visit our country in October.有幸收到阁下5月2日来函，得悉阁下正计划安排维克先生于10月访问我国。

2.If Mr.Mike so wishes we can also introduce him to some of our sister corporations with whom you may like to do business.要是迈克先生想同我们兄弟公司洽谈业务，我们也可为他引见。

3.Please let us know the time of your arrival. We will then arrange to meet you at the airport and drive you to your hotel.请告诉我们你到达的时间，届时安排去机场迎接并驾车送你到宾馆。

4.We used to import machines from England but now we wish to establish business relations with you.我们过去通常从英国进口机器，但现在想同你们建立业务关系。

5.I am making for Mr.Brown to have a discussion with Director Wang.我即将安排布朗先生和我公司的王经理会谈。

6.It gives us a great pleasure to introduce to you by this letter Mr.Ma,a manager of HongKong Huarun company.我们十分高兴地通过刺心向你介绍香港华润公司的马经理。

外贸函电英语课后练习I. :询盘报盘报价订单传真电子邮件电子商务互联网交货期目录文档支付结帐余额客户国民经济市场经济营销. :1., .2. .3. a .4. a .5. .6.’s .7. a .8.China.9. .以上是英语商业书信的基本结构，其中第1、2、4、5、7、8、9等七个部分是最常用的。

但各信的格式不尽一致，有些项目是否要用应视具体情况而定。

下面就以上格式中13个项目逐一介绍：（1）信头（）商业信函的信头一般印在信笺上端中央，也可在右边或左边。

信头中含有发信人公司名称、地址、邮编、电话号码、传真号码、电子信箱等信息资料。

（2）日期（）地址下面写发信日期，次序是月、日、年，如.27，2005；或日、月、年，如27 .，2005（3）信函编号（）信函编号是为了信件归档、查找之用，通常有我方编号（ .）和对方编号（ .）组成，如：.：49/77005.：2005318（4）信内地址( )现代商业信件，通常把收信人姓名和地址打在信上，这样可以保持函件的完整，并便于归档立卷。

如收信人为某公司，而寄信人要求该公司某特定人收阅和经办，则可写上(缩写为.)，格式如下：643 ., . 94108：. H. S.（5）称呼()常见的正式称呼有：, , , . 。

.用于不知是否已结婚的女子姓名之前。

若称呼多个男性，则在姓名前用.的复数形式。

没有复数形式，若称呼多个女性，则在姓名前用.，如. 。

写给一个公司时，可以用, 也可以用, 美国人一般用。

称呼后用冒号或逗号均可，但前者显得更正式。

后常用冒号。

（6）事由()事由写在称呼下面、信笺中间的位置。

事由可让对方在阅读信的正文以前对信的主题、内容一目了然。

另外，在登记归档和查卷时也感到方便。

（7）正文( )正文的每一段开头可以用缩行式（），也可用并列式（），由于电脑普及，为了方便，并列式被广泛使用，这也包括信函的其它所有项目，如日期、事由、结尾套语……等都紧贴信纸左边开始。

English Correspondence of BusinessChapter One Basic Knowledge of Business Letter WritingSection Nine Exercises 练习I. Translate the following expressions into English:Keys: Councellorand export list4. enquiry6. price list8. Chamber of Commerce 9. market price10. agreement customers12. commodities fair 13. competitive price14. EMP(European Main ports)15. deal exclusively 16. manufacturer17. article number 18. delivery19. specification 20. trial orderII. Please improve the following sentence to them more idiamotic Keys:1. We are sending you the information you asked for in your letter of June 4.2. We have received your letter of May 10.3. We are pleased to tell you that your Order 167 was dispatched yesterday.4. We sent you this morning our latest catalogue you requested in your letterof May 5.5. We hope you will consider our proposals.6. We hope to hear from you soon.informed us in your letter that you could not offer us Gallnuts as they were out of stock.8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.9. Please take note of the Lot Number of bales so that the parcel may not be mixed up on landing.10. Samples will be sent and offer made upon receipt of your specific enquiry.11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.12. Thank you for your quotation dated September 5, 2007. We intend to placea trial order with you.13. You will no doubt ope the relevant L/C at the end of May.14. We feel sure that you will be entirely satisfied.15. Will you please send us your latest catalogue and pricelist?16. We wish you could effect insurance on the goods with PICC.17. Please send me a copy of the agreement.18. Your products are not up to our standard.19. I regret I cannot agree to your suggestions.20. We have semimonthly direct sailings from Hong Kong to San Francisco. III. Arrange the following in proper form as they should be set out in a letterKeys:OpenV. Point out the mistakes in the following addresses and rewrite them. Keys:A. B. C.Mr. Henry Taylor London City Bank Mr. John Smith150 Bench Street 12 Queen Street 16 Front Street London, E. C. 3 London, Liverpool L6 3FY England EnglandVI. Please write a letter according to the following particulars: Keys:Shanghai Light Industrial Products Corp.11 Jiefang RoadShanghaiThe Pacific Trading Inc.87 Broadway ST.New York, NY10408,2008Dear Sirs,Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products.We look forward to hearing from you.Yours truly,(signed)Wang XiangENCL: as stated.Chapter Two Establishing Business RelationsSection One Introduction 概述可以说没有客户，就没有业务，与潜在客户建立业务关系不仅对于新成立的公司很重要，对于那些想要扩大业务范围，增加营业额的公司来说，同样很重要。

外贸函电课后练习答案(总9页)--本页仅作为文档封面，使用时请直接删除即可----内页可以根据需求调整合适字体及大小--Unit 2 Establishing Business Relations & Inquiring Credit ReferenceI. Translate the following sentences into English.1. We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you, in the hoping of establishing business relations.2. We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.3. We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing.4. We are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present.5. For our credit standing, please refer to the Bank of China, Shanghai Branch.II. Write a letterDear Sirs,We have obtained your name and address from the Commercial Counsel of your Embassy in Beijing and are pleased to write to establish business relations with you.We are informed that you are in the market for Chinese Cotton Piece Goods, and this item falls with the scope of our business activities. To acquaint you with our goods available for export, we are enclosing a catalogue and price list.We are looking forward to your early reply.Faithfully yours,Unit 3 Enquiries and RepliesII. Translate the following sentences into English.1. Please quote us your best price CIF Shanghai, including our 3% commission.2. Should your price be found competitive, we intend to place an order with you for 300,000 yards of Cotton Cloth.3. One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.4. To enable you with our products, we are sending you by air 2 sample books.5. In reply to your enquiry of April 28th, we are now sending you our latest price list for your reference.III.Dear Sirs,We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned commodities of highquality of moderate prices.Will you please send us a copy of your catalogue, with details of your prices and terms of payment We should find it most helpful if you could also supply samples of these goods.Faithfully yours,IV.Dear Sirs,Re: Electric SawWe are in the market for electric saws. Please send us your latest catalogue and details of your specifications, informing us of your price CIF Xi’an, please also state your earliest possible delivery date, your terms of payment, and discounts for regular purchase. If your prices prove reasonable and satisfactory, we shall soon place a large order with you.Faithfully yours,V.Dear Sirs,We welcome you for your enquiry of Oct. 10 and thank you for your interest in our products. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some sample.Please note that payment should be made by irrevocable L/C payable at sight against presentation of shipping documents. We allow a proper discount in view of this first business between us.We await your acceptance by fax.Faithfully yours,Unit 4 Quotations, Sales Letters, Firm Offers & CounterOffersI. Translation.1. We are studying the offer and hope that it will keep open till the end of the month.2. We believe that you will place a large order with us owing to the high quality an reasonable price of our products.3. We will allow you 10% discount if you purchase 5, 000 dozens or more.4. As to the terms of payment, we often require confirmed, irrevocable letter of credit payable by draft at sight.5. You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.6. We will send you an offer with shipment available n the early May if your order reaches us before March 10.7. Because there is a brisk demand for the goods, the offer will be open only for 5 days.8. We are sending you an offer, subject to your reply here by 5 ., our time, Tuesday, July 7.III.Dear Sirs,In reply to your letter of May 5, we’re sending you an offer, subject to your reply here by 5 ., our time, July 27, as follows:Commodity: Boots for ladiesSpecification: more than 20 assortments with new designs of brown or red colors (details in catalogue)Quality: leather of high qualityPrice: CIF Tianjin US $ to per pair according to variousdesignsQuantity: 1,000 pairsPayment terms: Confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Packing: as per buyer’s optionShipment: SeptemberWe are expecting your early order.Yours faithfully,IV.Dear Sirs,We thank you for your offer of May 25 for 1,000 pairs of women’sboots at US $ toper pair CIF Tianjin.We immediately contacted our customers and they showed great interest in the quality and design of your products. However we would give our suggestion of an alteration of your payment terms.Our past purchase of other women’s boots from you has been paid as a rule of confirmed, irrevocable L/C at sight. On this basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question isparticularly taxing owing to the tight money condition and unprecedentedly high bank interest.In view of our long business relations, we suggest that you accept “50% by D/P, 50% by L/C”.Your early reply will be highly appreciated.Faithfully yours,Unit 5 Orders, Acceptances and Rejections1. 1) on, fulfill, with, to, without2) to, with, on3) of, from, for, on, terms4) with, in, in, to, on, of5) in, for, of2. 1-5 CACAC 6-10 CCDBA3. 1) We shall place a trial order with you for 500 sets provided you will give us a 5% commission.2) We are working on your Order No. 678 at present and please believe that we will effect the shipment within your stipulated time.3) Owing to heavy commitments, many orders haven’t been made, we can only accept orders for October shipment.4) Our stock is exhausted and we are not in a position to accept fresh orders. However, we will contact you by cable as soon as new supplies are available.5) Shipment should be made during August to October in three lots, with 100 tons each.4. Dear Sirs,We are pleased by your prompt reply to our inquiry of July 10, 2003 and now wish to order from you as our Order No. 987 enclosed.Yours faithfully,XI’AN INTERNATIONAL COMMERCE CORPORATIONTel: Fax:ORDER FORMOrder No. 987 July 20,2010/6/19Messrs. JB SIMPSON & CO. LTD18 Deansgate BlackpoolPlease supply the following itemsDescription: A: SA-135 Video RecorderB: VT-462 Video TapeC: RC-A43 Mini Radio Cassette RecorderQuantity: A: 1,000B: 1,000C: 5,000Unit Price: FOB Xin Gang inclusive of our 5% commissionA: US$ eachB: US$ eachC: US$ 18 eachPayment: L/C at 90 days’ sight to be opened 30 days before shipment.Package: By standard export cases.Delivery Date: Before the end of August in one/two lots.6. Dear Sirs,We are pleased to have received your Order by fax dated March 3 for 500 sets of knitting machinery. Thanks.We have immediately contacted the manufacturer. But they refused our request since the machine sells well, and there is a great shortage of raw materials and still a large number of orders. After our repeated negotiations, they finally promised to accept the order and to make delivery of 100 sets each month, beginning from next January.We are aware that you are in urgent need of the products, but uncertain whether you wwill agree on the above delivery date. We are making contact with manufacturers elsewhere and will let yu know as soon as there is any favorable news.Meanwhile, we are enclosing our catalogue covering all the articles available at present. If you are interested in any of the items, please inform us. We will surely give prompt attention to your requirement.Yours faithfully,Unit 6 sales confirmation and purchase contract1. 1) 包装：货物须包装于新的适应长途运输（包裹/空运）和天气变化的牢固木箱，并具有防潮防震之功能。

外贸英语函电课后练习参考答案（中英文对照版）课后翻译（汉译英）：Module Two1.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 exporter 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 and mutual benefit.5.我们希望你方尽最大努力促进业务又增进友谊。

We hope you can try your best to promote both trade and friendship.6.谢谢你方来函表示提供服务，我方愿与你方就扩大贸易的可能性进行讨论。

Thanks for your letter about service supply, we are willing to talk about the possibility of promoting trade.7.我们了解到你公司是中国手工艺品的出口商，因此冒昧的写信给你We have acknowledged that your company is the exporter of Chinese handicraft.8.我们相信，贵我双方的业务将随着时间的推移而得到发展。

《国际贸易实务双语教程》（第三版）课后习题答案Unit 1 A brief introduction to international tradeKeyI. Answer my questions1. International trade is business whose activities involve the crossing of national borders. It includes not only international trade and foreign manufacturing but also encompasses the growing services industry in areas such as transportation, tourism, banking, advertising, construction, retailing, wholesaling, and mass communications. It includes all business transactions that involve two or more countries. Such business relationship may be private or governmental.2. Sales expansion, resource acquisition and diversification of sales and supplies.3. To gain profit.4. To seej out foreign markets and procurement.5. There are four major forms which are the following:Merchandise exports and Imports, Service Exports and Imports, Investment and Multinational Enterprise.6. It is the account which is a summary statement of the flow of all international economic and financial transactions between one nation (eg.the United States ) and the rest of the world over some period of time, usually one year.7. Merchandise Exporting and Importing.8. Yes.There are great differences between them.1) direct investment takes place when control follows the investment. It usually means high commitment of capital, personnel, and technology abroad. It aims at gaining of foreign resources and foreign markets. Direct investment may often get higher foreign sales than exporting. And sometimes it involves two or more parties.2) While portfolio investments are not under control. And they are used primarily for financial purposes. Treasures of companies, for example, routinely more funds from one country to another to get a higher yield on short term investments.9. MNE is the abbreviation of the multinational enterprise. Its synonyms are NNC (the multinational corporation) and TNC (transnational corporation).10. Examples are travel, transport, fee, royalties, dividends and interest.11. The choice of forms is influenced by the objective being pursued and the environments in which the company must operate.12. It is limited by the number of people interested in a firm?s products and services and by customers? capacity to make purchase.13. This is because at an early stage of international involvement these operations usually take the least commitment and least risk of a firm?s resources.14. Royalties means the payment for use of assets from abroad, such as for trademarks patens, copyrights, or other expertise under contract known as licencing agreements.Royalties are also paid franchising.15. It is a way of doing business in which one party (the franchiser) the use of a trademark that is an essential asset for the franchisers? business.II Match each one on the left with its correct meaning on the right1. J2.A3.E4.B5.C6.D7.I8.G9.F 10.HIII Translate the following terms and phrases into Chinese1 购买⼒11经济复苏；恢复2潜在销售量12 经济衰退3加价，涨价13间接投资4国内市场14有形货物5制成品15有形进出⼝6边际利润16收⼊及⽀出；岁⼊及岁出7市场占有率17超额能⼒8贸易歧视18贸易中间⼈（商）；经纪⼈9时机选择19全部包建的⼯程承包⽅式10经销周期20许可证协定IV Case Study1 [Answer]：Batteries called "white elephant" exported from China were very popular in Southeast Asia,because "white elephant" was a lucky thing in Southeast Asia, but no one was interested in it in the market of Europe and the United States. The boss of the company was very strange that the quality of the battery or the price of reasons,so he asked his staff to investigate.Finally he found that is the brand "white elephant" to be blame.The brand's name translated into English was "white elephant" which meant something were no use but cumbersome in Western countries.It was really a bad translation from culture information perspective.The meaning derived from a legend.According to the legend,there was a king who hated a minister,so he gave a white elephant to the minister for punishment.The minister has to take care of the white elephant,he couldn't give it to others or kill it because it's the king gave it to him. However,the appetite of the white elephant was so great,and the minister became poorer.So it showed people in western countries would not buy the battery for the consumers have no willing to buy something useless but cumbersome.V. OpenVI.Translate the following into English1. Trade is often the …engine? of growth. How ever oversimplified this metaphor may be, it does serve to underline the importance of foreign trade in the process of growth. A healthy expansion of exports may not always be sufficient condition forrapid and sustained growth, but a strong positive association between the two is clearly undeniable. Trade expansion contributes to economic growth in many ways. Among them are the benefits of specialization; the favorable effects of international competition on domestic economic efficiency; the increased capacity to pay for the imports required in development and more generally the stimulus to investment.2. International trade is the exchange of goods and services produced in one country for goods and services produced in another country. In addition to visible trade, which involves the import and export of goods and merchandise, there is also invisible trade, which involves the exchange of services between nations. Nations such as Greece and Norway have large maritime fleets and provide transportation service. This is a kind of invisible trade. Invisible trade can be as important to some nations as the export of raw materials or commodities is to others. In both cases, the nations earn the money to buy necessities.3. There exist different ways of conducting international business. Exclusive sale means the seller gives the overseas client the exclusive right of selling a particular product in a designated area within a specified period of time. In this kind ofbusiness transaction, the product is bought by the exclusive seller and therefore he should sell the product by himself, assuming sole responsibilities for his profitand loss. Exclusive sale is different from agency where only commission is involved. And difference exists between general contract and exclusive sales because the exclusive seller enjoys exclusive right in a particular area.4. There is no country in the world that can produce all the products it needs. Thus countries join in international division of labor for effective production and reproduction. Sometimes a country can buy goods and services from abroad on a barter basis. Barter means doing business by exchanging goods of one sort for goods of another sort without using money. Barter trade itself is not enough to meat a country?s import n eeds. But as a form of international trade, it is still attractive in developing countries where foreign exchange is in short supply and inflow of foreign funds is far from sufficient to meet their obligations in external trade.Unit 2 General Procedures of Export and Import TransactionI. Answer the following questions(Omited)II. Filling the blanks with the suitable words in the text:1.meeting/satisfying;2.agent, foreign/overseas;/doc/a74fbca93069a45177232f60ddccda38376be1c2.html mission;4.own;5.setting;6.patent;7.profits;8.outlets; 9.joint, venture; 10.subsidiaryIII. J udge the following statement, mark True (T) or False(F)1F 2. T 3. F 4. F 5.F 6.F 7.T 8.F 9.F 10. TIV. Explain the meaning of the words or phrases below as requested1. Offer: An offer is a proposal made by sellers to buyers in order to enter into the contract.2. Withdrawal: It means an offer by the offerer has been withdrawnbefore it is reached to the offeree in order to prevent its entry into force.3. Enquiry: An enquiry is a request for business information, such as price lists, catalogue, samples, and details of the goods or trade terms. It can be made either by the importer or the exporter.4. Acceptance: Acceptance is a statement made by other conduct of the offerees indicating unconditional consent to an offer.5. Shipping agent: Shipping agent(船代）is a ship owner's representative whose job is to find the ships to carry.V. Compose a letter of enquiry with the following particulars:KeysMessrs. Arthur Grey & Son,19 Cheapside,London, E.C.2Dear Sirs,We have obtained your name and address from China Council for Promotion of International Trade and learned that you are one of the leading exporters of Ice Box in your district.We are now interested in 100 sets of the said article and should be pleased if you would let us know whether you can supply us with the quantity and quality we desire. Please quote us your best price on CIF Guangzhou basis. When offering, please state clearly terms of payment, time of delivery, packingconditions together with illustrated catalogue for our consideration.We are looking forward to your early reply.Yours faithfully,VI. Please make your offer according to the following particulars:KeyDear Sirs,Thank you for your letter of 5th May. We are glad to learn of the inquiries you have had from your customers for our raincoats. Our "D.D." range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries, from many of whom we have already had repeated orders. This range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the inside surface.For the quantities you mention we are pleased to quote as follows:"D.D." Raincoats100 men's medium @ US$14.50 US$ 1,450100 men's small 14.0 1,400100 women's medium 13.2 1,320100 women's small 12.7 1,270US$ 5,440Payment: by irrevocable L/C at sightShipment: Shipment will be effected within three or four weeks after receiving the L/C.This offer is subject to our final confirmation. We feel you may be interested in our other products and enclose some pamphlets for your reference.We are awaiting your early orders.Yours sincerely, VII. Write a counter-offer according to the following particulars:Keys:Dear Sirs,We thank you for your quotation May 10 for 1,000 sets of Hair IceBox. We find your price as well as delivery date satisfactory, however, we would give our suggestions of an alternation of your payment terms.Our past purchase of other household electrical appliances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On the basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particular taxing owing to the tight money condition and unprecedentedly high bank interests.In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either “cash against documents on arrival of goods” or “drawing on us at 60 day?s sight”.Your first priority to the consideration of the above request and an early favorable reply will be highly appreciated.Yours sincerely,VIII. Translate the followings into English1). Economic activity began with the cavemen, who was economically self-sufficient. He did his own hunting, found his own shelter, and provided for his own needs. As primitive populations grew and developed, the principle of division of labor evolved. One person was more able to perform some activity than another, and therefore each person concentrated on what he did best. While one hunted, another fished. The hunter then traded his surplus to the fisherman, and each benefited from the variety of diet.In today?s complex economic world, neither individuals nor nations are self-sufficient nations are self-sufficient. Nations have utilized different economic resources; people have developed different skills. This is the foundation of international trade and economic activities.Foreign trade, the exchange of goods between nations, takes place for many reasons. The first, as mentioned above, is that no nation has all of the commodities than it needs. Raw materials are scattered around the world. Large deposits of copper are mined in Peru and Zaire, diamonds are mined in South Africa, and petroleum is recovered in Middle East. Countries that do not have these resources within their own boundaries must buy from countries that export them.Foreign trade also occurs because a country often does not have enough of a particular item to meet its needs. Although the United States is a major producer of sugar, it consumes more than it can produce internally and thus must import sugar.Third, one nation can sell some items at a lower cost than other countries. Japan has been able to export large quantities of radios and television sets because it can produce them more efficiently than other countries. It is cheaper for the United States to buy these from Japan than to produce them domestically.Finally, foreign trade takes place because of innovation or style. Even though the United States produces more automobiles than any other country, it still imports large quantities of autos from Germany, Japan and Sweden, primarily because there isa market for them in the United States.2). The different kinds of trade nations engaged in are varied and complex, a mixture of visible and invisible trade. Most nations are more dependent on exports than on any other activity. The earnings from exports pay for the imports that they need and want. A nation?s balance of payment is a record of these complex transactions. By reflecting all of these transactions in monetary terms , a nation is able to combine the income it receives, for example, from exports, tourists expenditures, and immigrant remittances. This combined incomes is then spent on such items as manufactured goods from other countries, travel for its citizens to other countries, and the hiring of construction engineers.IX. Case Study[Answer]:A 公司与B公司的第⼀封信函可视为发盘，在该发盘中A公司对包装做出了要求。

外贸函电课后习题答案外贸函电是国际贸易中不可或缺的一部分，它涉及到商务信函的撰写、电子邮件的交流、报价单的制作等多个方面。

以下是外贸函电课后习题的一些参考答案：1. 撰写商务信函的基本原则：商务信函应遵循清晰、简洁、礼貌、专业的原则。

信件应包含明确的称呼、正文、结束语和签名。

正文部分应直接明了地表达意图，避免使用过于复杂或专业的术语。

2. 电子邮件交流的注意事项：电子邮件应保持正式和专业，即使与对方建立了一定的关系。

邮件标题应简洁明了，反映邮件内容。

邮件正文应分段落，便于阅读。

附件应注明，并在邮件中提及。

3. 报价单的制作要点：报价单应包含公司名称、联系信息、产品描述、价格、有效期、付款条件、交货期等。

报价单应清晰、准确，避免歧义。

4. 商务谈判中常用的表达方式：在商务谈判中，可以使用诸如“我们很荣幸能为您提供...”、“我们期待与您的进一步合作”等表达方式，以展现诚意和专业度。

5. 如何处理客户的投诉：客户投诉时，应首先表达歉意，然后详细询问问题所在，承诺将尽快解决。

在解决问题后，应向客户反馈处理结果，并感谢他们的耐心和理解。

6. 外贸合同的基本条款：外贸合同通常包括商品描述、数量、价格条款、付款方式、交货期、违约责任等基本条款。

合同应使用法律术语，明确双方的权利和义务。

7. 国际贸易术语的运用：国际贸易术语如FOB（离岸价）、CIF（成本加保险费加运费）等，应根据实际情况选择使用，以明确货物交付和风险转移的点。

8. 如何撰写催款信：催款信应礼貌而坚定，首先感谢客户的业务合作，然后提醒付款事项，并明确指出逾期的负面影响。

最后，表达希望尽快收到款项的意愿。

9. 如何回复询盘：回复询盘时，应首先感谢客户的询价，然后提供所需的产品信息和报价。

如果需要更多信息才能报价，应礼貌地请求客户提供。

10. 如何处理订单变更：订单变更时，应及时与客户沟通，了解变更的原因和具体要求。

如果变更对生产或交货有影响，应明确告知客户，并协商解决方案。

一、单选Unit8 P1301.我们另由航空寄上新品种的样品供你参考。

该品种价格公道，品质极好，我们认为及早推销对你们有利。

Under separate cover, we have airmailed samples of our new articles for your reference. These new articles are moderate in price and excellent in quality. We think it will be to your advantage to push sales of them at an early date.2. 由于所需的品种目前无货供应，我们想推荐下列库存产品，可以即装，我们这一推荐是照顾到双方利益的。

Since the required articles are not available, we would like to recommend the undermentioned products which can be supplied from stock for prompt shipment. This recommendation is made in the interest of both parties.3. 你11月15日来信收到，谢谢。

货号2112电扇我们歉难推销，因为你方价格太高，买方无意还盘。

While thank you for your letter of Nov. 15 concerning electric fan Art. 2112, we regret being unable to promote sales as your price is too high to interest buyers to make a counter-off.4.关于申请参加广州交易会一事，我们正与有关当局联系。