外贸函电练习答案

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。

外贸英语函电课后习题参考答案（For Reference Only）Chapter 1 Business Letter I. Answer the following questions.1. How many principal parts is a business letter composed of? What are they?Generally speaking, there are seven principal parts of a standard business letter. They are theletter head; the date; inside name and address; saluation; the body of a letter(message); thecomplimentary close and signature. 2. What are the three main formats of a business letter used today? Which format do you like best?There are three main formats of a business letter in use at present: the conventionalindented style; the modern block style and the modified block style.I like the modern blockstyle, since it is simple and we can save much time.3. What is P.S.?It is postscript, refers to one or more remarks the writer may add to the core or body of theletter,usually hand-written side by side with or below the signature and enclosure parts, wherethere is often a large patch of blank space. A postscript can be a sentence or a brief paragraph.II. Choose the best answer1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B BIII. Write a letter with the given particulars below, using necessary capitals and punctuation( in modern block style)CZ Import & Export Corp. Ltd66 Minghuang, Wujin Discrict, Changzhou213164, P.R. ChinaJuly 3, 2007Mr. John MartinSales ManagerLake Circles Inc.56 York Road, ChicagoIllinois, USADear Sir,Yours sincerely,IV. Arrange the following both in a blocked form and indented form as they should be setout in a letter. (ommitted)Chapter 2 Establishment of Business RelationsI. Answer the following questions.1. If you want to open up a market to maintain or expand business actiities what should youdo first?If we want to open up a market to maintian or expand business activities, what we should dofirst is to conduct a market research, from which we shall know thoroughly about yourproduct(s), your present and potential market(s) .2. Before you write letters with some new established firms what had you better do?We had better try to collect as much information as possible about the new establishedfirms, especially about their credit information.3. Through what channels can one obtain the desired names and addresses of the companiesto be dealt with?We can get the desired names and addresses of the companies through the following channels:Some b2b websites, such as ; some governmental or oganizational websites, such as; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google oryahoo.4. How to begin with the “First Letter” or circulars to the other party?It should be consisted of the three parts: first, you should say where you have got theinformation of your potential customer; second you should provide necessary information aboutyourself; third you should express your wish of writing the letter.5. How can one create goodwill and leave a good impression on the readers?We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness.II. multiple choices.1-5 D C A B A 6-10 C A C B CIII. Translate the following sentences into Chinese.1. 2. 3. 4.5.6. 1007. 8. 9. 10.IV Translate the following sentences into English.1. Here we introduce ourselves as an Export Company of Imitation Jewelry, with manyyears of experience in this line.2. The letter you wrote to the headquarter last week has been transferred to us, since wedeal in the products.3. We have a wide range of light industrial products available for export.4. We are very glad to receive your letter with illustrated catalogue.5. We are looking forward to your specific requirements for our products.6. We are a well-established private company, and we look forward to establish businessrelations with you.7. The manager briefly introduced the Johnson company, which is most probably to be ourprospective customer.8. To give you a general idea about our products in the chart, here we enclose a copy ofbooklet and the latest price list.9. When the value of export exceeds that of the import, we call it the favorable balance oftrade.10. Our products are of high quality and favorable prices.V. Translate the following letter into English.Dear Sirs,We got you are interested in the silk garments from lastweek’s China Daily. Here weintroduce ourselves as the largest dealer of garments in this area. We would like to eatablishbusiness relations with you on the basis of equality and mutual benefits.Our silk garments are made of high standard silk and traditional technique. We are sendingyou a copy of illustrated catalogue and the latest price list for your reference. If you areinterested in any item of them, please let us now. Once we receive your enquiry, we will sendyou the qutation and sample by aimail.We are looking forward to your early reply.Yours sincerely,VI. Write an English letter in a proper form based on the following information. (Ommitted)Chapter 3 Inquiry and ReplyI. Multiple Choices.1-5 D A A D B 6-10 B B A B BIIGive the Chinese equivalents to the following terms.1.2.3.4.5.6.7.8. 9. 10. IIIGive the English equivalents to the following terms.1. large scale2. a wide range (variety) of3. irrevocable letter of credit4. 3% rebate5. illustrated catalogue6. the biggest dealer7. first-rate technology 8. favorable CIFHongKong 9. terms of payment10. portable electric water heaterIV. Translate the following into English.1. We are in the market for the leather shoes, please quote us the most favorable prices.2. Please quote us the lowerest price for the captioned goods. When quoting, please statethe packing and the earliest time of shipment and send us the booklet of the products.3. We want to know what dicount you can offerfor an order exceeding 1000 dozen?4. We are now interested in the the table cloth and napkin. We are very appriciative if youcan send us he catalouge,sample and the price list.5. The enclosed price list and illustrated catalouge will provide you with detailedinformation on the article you are most interested in.V. Translate the following letter into English.Dear Sirs,We are interested in your canvas bag on page 4 of your December’s catalogue, would youplease send us a sample and quote us the lowerest price of CIF Honolulu?If your product proves to be satisfactory, we will order at least 2500 dozen.Please reply as soon as possible.Yours,VI. Translate the following sentences into Chinese.1.2.3. 4. 5. CIF3%6. 7. 8. 2005714 9. 60CIFVIITranslate the following into Chinese.6151002%Chapter 4 Offer and Counter-offerI. Give the English equivalents to the following terms.1. offer2. under/on the usual terms3. accept counter offer4. favorable price(s)5. on/under offer6. terms of payment7. to promote the transaction 8. firm offer 9. non-firm offer10. strengthening marketII. Give the Chinese equivalents to the following terms.1. 2. 3. 4. 5. 6. 7. 8. 9. 10.III. Multiple choices.1—5 A D A A C 6-10 C B B C BIV. Translate the following letter into English.1. As requested, we offer you as follows, subject to our final confirmation.2. The offer is firm, to be valid(effective) till your reply reaches us before the end ofthis month.3. To our regret, the price gap between your countered one and ours is too big.4. It’s regret that our buyer from Shanghai thought your price was much higher.5. If you cannot accept our offer, please bid us your most probable counter offer.V. Translate the following letter into English.Dear sirs,Here we confirm having received your letter of October 20th concerning the sample of “Grace” brand blouses and thank you very much.Although your blouses are of high quality, your price is on the high side.Meanwhile Iwant to point out that the prices of the similar blouses of European origin are about15% lower than yours.Such being the case, we hope you can reduce your price at least by 15%, for the value ofour order is about USD 40, 000.It is worthwhile for you to make some concessions.We look forward to your early reply.Yours sincerely,VI. Translate the following sentences into Chinese.1. 6152.3.4.5. 6. 20% 7. 3%8. 9. 10. 10%11.12. uidandakaiVIITranslate the following letter into Chinese.810FOBIBMCPU80586200800FOB20039/1085Chapter 5 Acceptance and OrderI. Answer the following questions.1. When should the buyer write an order?When both the buyer and the seller reach an agreement on the terms of sales, then thebuyer can write an order.2. What should he pay attention to when the buyer writes an order?He should pay attention to the terms and conditions of the sales, especially about thefigures and the date.3. What should be included in an order?It should contain the “main conditions(合同要件)or conditional clausese” of a contr act,which includes the name(s) of the commodity(commodities), the specification, the price, thequantity, the packing, the shipment, the payment and the insurance.4. Sometimes if you cannot accept an order what should you do? Why?You should write a letter to your customer to explain why you cannot accept the orderand show your regret, and hope to do business with him next time. Because you do not wantto lose a potential customer.II. Translate the following terms and expressionsA. into Chinese1. 为---扫清障碍2. 一笔交易3. 友好合作4. 草拟合同5. 愉快的工作关系6. 汇票7. 草拟8. 草拟9. 第一笔交易 10. 达成协议B. Into English1. the first available steamership2. put forward3. contract draft4. wide acceptance5. confirm an order6. the first order7. each makes a half concession8. supply 9. customer(client) 10. reach(conclude) an agreementIII. Choose the best answer to complete each of the following sentences.1-5 A C D C A 6-10 B D A A CIV. Translate the following sentences into English.1. We confirm having supplied you ten metric tons of green soybeans at E3000 per m/t CFRRotterdam, shipment in September.2. Here we confirm your order of August 1 on 1000 dozen folding chairs.3. We confirm having sold you 1000 sets of “Fuji” brand digital camera.4. The captioned goods are out of stock, we are sorry that we cannot entertain your order.5. Once we receive your confirmation, we will send you the contract draft for your approval.6. There is a heavy demand for our toy pandas,we recommend you to place your order as earlyas possible.7. We hope the conclusion of the first deal will bring more(further) business in the future.8. We are glad that we have concluded the transaction of 10,000 “Double Happiness” brand bats.9. We hope the conclusion of the first deal will pave the way for our freidnly cooperation in thefuture.10. We are glad to inform you that our users are very satisfied with your first lot of goods.V. Translate the following letter into English.Dear Sirs,We have received your order of August 1 and thanks.We confirm having sold you 1000 snooker tables at US$400CIF Los Angles, delivery in October. Terms of payment are by confirmed, irrevocable L/C payable by sigh draft.We are sure that you will be satisfied with the high quality of our products.If you have any further questions, please do not hesitate to let us know.Yours faithfully,VI. Write an English letter based on the following information.Dear Sirs,Thank you very much for your order of 5000 women’s bags.We assure you of our timely and qulified execution of the order. Would you please open the related L/C without fail to avoid the delay of the shipment.Besides the model of the commodities you have ordered, we are dealin a wide varieties of fashion bags, enclosed please find theillustrated catalogue. If you are interested in any of them, please do not hesitate to let us know.We look forward to your early reply.Yours sincerely,Chapter 6 ContractI. Answer the following questions in English.1. What are the basic clauses of a contract?The basic clauses of a contract include the commodity, the price,the quantity, thespecification, the shipment, the packing, the payment and the insurance.2. How can you understand the importance of a contract in international business?It is the evidence of the business. It is the evdience of executing the contract; it is alsothe evidence of disputes and complaints.3. What are the conditional clauses in a contract?The conditional clauses of a contract should include the name(s) of thecommodity(commodities), the specification, the price, the quantity, the packing, theshipment, the payment and the insurance4. Why should you pay great attention to conditional clauses?Because they are the main clauses of a contract.5. What are the different results you will have when your partner breaches different kinds of clauses of the contract?If your partner breaches the conditional clauses of a contract, you can ask him tocompensate your loss. If your partner breaches the clauses of force majeure, you can ask him todelay fulfillment of the contract, partial fulfillment or cancel the contract without anycompensation.6. What are warranty clause in a contract?7. What will you do if you want to become a successful international businessman?First youshould master at least a foreign language; second you should have a good command of international business; third you should know your products and your customers well; fourth,youshould know the genenral practice and regulations ofinternational trade.II. Translate the following terms and expressionsA. Into Chinese1. 销售合同2. 更多的订单3. 一式两份4. 合作5. 供某人存档6. 向某人下订单7. 上述提到的货物8. 供某人存档9. 规定（条款） 10. 尽可能早的B． Into English1. sales confirmation2. for one’sinformation3. place an orderwith sb4. subsequent amendment5. in triplicate6. in quaduplicate7. in quintuplicate 8. be in confimity with 9. stipulations10 for one’s referenceIII. Choose the best answer to complete each of the following sentences.1-5. C C A D C 6-10 B D A A CIV. Translate the following sentences into English.1. We have accepted your order No. 111 for 10000 sets of CD players.2. We would like to place an order with you for 1000 Christmas trees for the coming Christmas.3. Here we enclose our purchase contract No.Q12 in duplicate, please sign and return one copyfor our file.4. To avoid subsequent amendment, the stipulations of the L/C should be in exact conformitywith those of the S/C.5. It is self-evident that your packing should be firm and sea-worthy.6. We hope the purchase contract No. 482 on 1000 sets of V998 Motorola mobile phones hasarrived you on time.7. What we want to point out is that although the qualify of your shampoo is good, the price ison the high side.8. We are glad to send you our purchase contract No. 333 on 500 cases of men skin-carecosmetics in triplicate.9. Your yarn closh is very popular in our market because of its high quality and low price. Nowwe are placing a repeat order about 20000 pieces.10. Now we are sending you contract draft No. 666 on jeans by separate post for your reference. V. Translate the following letter into English.Dear Sirs,We are glad to confirm having concluded with you on 1000 Aucma freezers. We draw up S/C No.A-12 in duplicate. Please sign and return one copy for our file.Since the strengthing market for freezers is coming, if you want to place a repeat order, please infrom us as early as possible.We are looking forward to hearing from you soon.Yours faithfully,VI. (ommitted)VII. Fill in the contract forms in English with the following particulars.(1)Sales ContractContract No.:07-336Sellers: Jiangsu Native Produce and Animal BY-products Import and Export CorporationBuyers: London Foodstuffs Import and Export CompanyThis 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 according to the terms andconditions stipulated below:Commodity: Groundnut KernelsSpecifications: FAQ2007 CropQuantity: 50 M/TUnit Price: At RMB$ 3550 per m/t CIF LondonTotal Value: RMB$177500(Say Renminbi Dollars One hundred and Seventy-seven Thousand andFive Hundred Only)Packing: In double gunny bagsInsurance: To be covered by the Sellers for 110% of the invoice value against All Risks and WarRiskTime of Shipment: During November 2007Port of Shipment: Nantong of ChinaPost of Destination: LondonShipping Mark: At the Sellers’ optionTerms of Payment: By irrevocable L/C available by draft at sight st day of May, 2007.Done and signed in Nanjing of Jiangsu on this 31(2)Sales ContractContract No.: AV006Sellers: Beijing Light Industrial Products Import and Export CorporationBuyers: General Trading Company, New YorkThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buyand the Sellers agree to sell the under-mentioned commodity according to the terms andconditions stipulated below:Commodity: “Forever” brand BicyclesSpecifications: Model MB26Quantity: 1000 bicyclesUnit Price: At US$ 70 each CIF New YorkTotal Value: US$70000(Say U.S. Dollars Seventy Thousand Only)Packing: In wooden casesInsurance: To be covered by the Sellers for 110% of the invoice value against All Risks and WarRisk as per CIC dated 1st January, 1981.Time of Shipment: To be effected not later than 30th June, 2007, allowing partial shipment andtransshipmentPort of Shipment: China PortPost of Destination: New YorkShipping Mark: At the Sellers’ optionTerms of Payment: By irrevocable L/C at sight to reach the Sellers a month prior ro the time ofshipment and remain valid for negotiation in China until the 15th day after the final date ofshipment.stDone and signed inBeijing on this 31 day of May, 2007. Contract No.: AC 4789VIII. Fill in the contract forms in English with the particulars in the orders accepted by the sellers.(1)Sales Contract Contract No.:AV678 Date: June 21, 2007 5Signed at : BeijingSellers: China National Garments Import and Export CorporationBuyers:J.B Simpson & Co., LtdThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buyand the Sellers agree to sell the under-mentioned commodity according to the terms andconditions stipulated below:Name of commodity Quantity (pieces) Unit Price CIFsydney Total AmountSpecifications netBed sheets Length: 1500 f2.50 per piece f3750106cm, color blueBedsheets Length: 1500 f3.00 per piece f4500120cm; Color：yellowPillow cases Color: 3000 f1.80 per pair f5400bluePillow cases Color: 3000 f1.80 f5400yellowTotal Value F19050Packing: To be paked in balesShipping Mark:At the sellers optionInsurance: To be covered by the SellersPort of Shipment: SydneyPort Destination: SingaporeTime of Shipment: During August 2007Terms of Payment: By irrevocable L/C payable at sight(2)Sales ContractContract No.:07897Date: May 3， 2007Signed at : Qingdao Sellers: China National Import and Export CorporationBuyers: Yokohama Import and Export Co., LtdThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buyand the Sellers agree to sell the under-mentioned commodityaccording to the terms andconditions stipulated below:Commodity: Canned AsparagusSpecifications: 500 grams per tinQuantity: 300 cartonsUnit Price: At US$500 per carton FOBQingdaoTotal Value:US$150000(Say US Dollars One Hundred Fifty Thousand Only) Packing: In cartons of 50 tins eachShipping Mark: At the Seller’s OptionInsurance: To be covered by the BuyersTime of Shipment: In May 2002Port of Shipment: QingdaoPost of Destination: YokohamaTerms of Payment: By irrevocable L/C payable by sigh draft and showing shipping documentsIX. Fill in contract forms in English with the particulars from the following messages.(1)Sales ContractContract No.: 2828Sellers: Beijing Light Industrial Products Import and Export CorporationBuyers: Boston Trading Co., LtdThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:Commodity: Fountain PensSpecifications: Model LC001Quantity: 1000 dozenUnit Price: At US$ 19 per dozen CFR BostonTotal Value: US$19000(Say U.S. Dollars Nineteen Thousand Only)Packing: In boxes of one dozen each, and 20 boxes to a cartonShipping Mark: At Sellers’ optionInsurance: To be covered by the BuyersTime of Shipment: During March/April 2002Port of Shipment: China PortPost of Destination: BostonTerms of Payment: By confirmed, irrevocable L/C available by draft at sight Done and signed in Beijing on this2nd day of January, 2007(2)Sales ContractContract No.: 3265Sellers: Hebei Imp/Exp Corp.Buyers: Vancouver Foodstuffs CompanyThis 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 according to the terms and conditions stipulated below:Commodity: Walnut MeatSpecifications: First GradeQuantity: 60 M/TUnit Price: At US$2000 per m/t CIF VancouverTotal Value: RMB120000(Say US Dollars One Hundred and Twenty Thousand Only) Packing: In sacks of 100 kgs eachInsurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value as per CIC of January 1, 1981 Time of Shipment: In three shipments of 20 tons each, commencing from October Port of Shipment: China PortPost of Destination: VancouverShipping Mark: At Sellers’ optionTerms of Payment: By irrevocable L/C at sightDone and signed in Shijiazhuangon this 31st day of March, 2007Quiz（期中测试题）（供参考）Put the following English into Chinese and Chinese into English: 1.5 101．premium 6．平安险.2．quotation sheet 7．承担交单3．latest catalogue 8．来样加工4．WPA 9．中国贸促会5．Sales Confirmation 10．价格单Multiple Choice: 1 251. c2. b3. c4. b5. d6. b7. a8. c9. a10. b11. c12. b13. c14.a15. b16.b17. b18.a19. d20.d21. a22. b23.a24. d25. aComplete the sentences with the patterns given below:2.5 251. our entrusting you with exclusive agency2. We take the opportunity to introduce3. will be executed within this month4. to establish (open, issue) an L/C in our favor through an American bank5. are very popular with the buyers here.6. be ready for shipment within the next two or three weeks.7. are in the market for8. quote us best price for9. insure for 110% of the invoice value10. we are willing to enter into direct business relations with you.Supply the missing words in blanks : 1 111. enquiry2. agency3. premature4. business5. way6. satisfied7. however8.transaction 9. postpone 10. warrant 11. cooperationTranslate the following sentences into English using the words or phrases in brackets:4 241． Now we are offering firm 50 M/T Almond Kernel at USDxx per M/T FOB for promptshipment, subject to our final confirmation by fax.2. Please see to it that each carton is lined with polythene sheet and the outer package is marked请with “keep dry”3. In consideration of our long friendly relations, we accept payment by L/C at 60 days’ sight forthis transaction.4. We have booked shipp ing space on S.S.“Eastwind” which is due to arrive in Hamburger on about July 9.5. On examination, we found the quality of the goods is too inferior to be suitable for the need of经the local market.6. As you are not satisfied with our proposal, we suggest you submit this matter and settle byarbitration.Chapter 7 Terms of PaymentI. Answer the following questions in English.1. How many modes of payment are there in international trade?Generally speaking, there are three major modes of payment used in inernaional trade,they are remittance(which include M/T, T/T and D/D), collection (which includes D/P andD/A) and L/C. There are also some other modes of payment used in international trade, suchas O/A(open account), payment by installment, L/G (letter of Gaurantee), factoring andSWIFT.2. What is the main difference between D/P, D/A, and L/C?Among them, on the security(safety) L/C>D/P>D/A;L/C and D/P can be divided into at sight or after sight, while D/Ais usually after sight;By L/C and D/P, you will not transfer the B/L until you get the payment; while the D/A youwill transfer the goods to the buyer without get any payment but promise only.3. If the exporter and the importer do not know each other well and are located in countriesthousands of miles apart, what payment mode do you suggest? And why?I would like to suggest payment by L/C. Because it can protect both the buyer and the seller. Itcan ensure the buyer will not pay until he gets the goods and the seller will not transfer thegoods until he gets the payment.4. Why do we think L/C is not so safe as our imagination?Because there are some fake L/C in the real world; and if the credit of opening bank is not sogood, it is risky to adopt L/C; it will be affected by the politics.II. Choose the best answer to complete the following statements.1-5 C A A D B 6-10 A A A B CIII. Write out the full forms of the abbreviated payment methods and give the equivalent terms inChinese. Abbreviation Full form Chinese M/T Mail transfer 信汇 T/T Telegraphic transfer 电汇 D/D Demand draft 票汇 D/A Documents agaisnt acceptance 承兑交单 D/P 付款交单 Documents against payment O/A Opent Account 赊购（销）L/G Letter of Guarantee 银行保函 IV． Write a reply to the following letter.(omitted).V. Letter writing Practice (omitted).Chapter 8 Letter of CreditI. Answer the following questions.1. What kinds of L/C do you know?There are different kinds of L/C in international trade. Generally speaking, it can be divided into the following different categories: clean credt and documentary credit; sight L/C and time or usuance L/C; revocable and irrevocable L/C; confirmed and inconfirmed L/C; transferable andnon-transferable L/C; divisible L/C and non-divisible L/C; revolving and non-revolving L/C;standby L/C and red clause L/C.2. What is the structure of the letter for amending L/C?First it should has the format of a business letter. Second, it can be divided into three parts: the The first, to tell your customer you have received the L/C and the L/C No,and tell him there are some discrepancies need amending; the second you should point out the discrepancies and how toamend; third, you should urge your customer to amend as soon as possible.3. What is documentary credit?Documentary credit is the product of international business and the creation of merchants and bankers. It is commercial letter of credit provided for payment by a bank to the named beneficiary, usually the seller of merchandise, against delivery of documents specified in the credit.。

外贸英语函电课后习题参考答案外贸英语函电课后习题参考答案（For Reference Only）Chapter 1 Business Letter I. Answer the following questions.1. How many principal parts is a business letter composed of? What are they?Generally speaking, there are seven principal parts of a standard business letter. They are theletter head; the date; inside name and address; saluation; the body of a letter(message); thecomplimentary close and signature. 2. What are the three main formats of a business letter used today? Which format do you like best?There are three main formats of a business letter in use at present: the conventionalindented style; the modern block style and the modified block style.I like the modern blockstyle, since it is simple and we can save much time.3. What is P.S.?It is postscript, refers to one or more remarks the writer may add to the core or body of theletter,usually hand-written side by side with or below the signature and enclosure parts, wherethere is often a large patch of blank space. A postscript can be a sentence or a brief paragraph.II. Choose the best answer1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B BIII. Write a letter with the given particulars below, using necessary capitals and punctuation( in modern block style)CZ Import & Export Corp. Ltd66 Minghuang, Wujin Discrict, Changzhou213164, P.R. ChinaJuly 3, 2007Mr. John MartinSales ManagerLake Circles Inc.56 York Road, ChicagoIllinois, USADear Sir,Yours sincerely,IV. Arrange the following both in a blocked form and indented form as they should be setout in a letter. (ommitted)Chapter 2 Establishment of Business RelationsI. Answer the following questions.1. If you want to open up a market to maintain or expand business actiities what should youdo first?If we want to open up a market to maintian or expand business activities, what we should dofirst is to conduct a market research, from which we shall know thoroughly about yourproduct(s), your present and potential market(s) .2. Before you write letters with some new established firms what had you better do?We had better try to collect as much information as possible about the new establishedfirms, especially about their credit information.3. Through what channels can one obtain the desired names and addresses of the companiesto be dealt with?We can get the desired names and addresses of the companies through the following channels:Some b2b websites, such as /doc/1a13196496.html; some governmental or oganizational websites, such as/doc/1a13196496.html; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google oryahoo.4. How to begin with the “First Letter” or circulars to the other party?It should be consisted of the three parts: first, you should say where you have got theinformation of your potential customer; second you should provide necessary information aboutyourself; third you should express your wish of writing the letter.5. How can one create goodwill and leave a good impression on the readers?We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness.II. multiple choices.1-5 D C A B A 6-10 C A C B CIII. Translate the following sentences into Chinese.1. 2. 3. 4.5.6. 1007. 8. 9. 10.IV Translate the following sentences into English.1. Here we introduce ourselves as an Export Company of Imitation Jewelry, with manyyears of experience in this line.2. The letter you wrote to the headquarter last week has been transferred to us, since wedeal in the products.3. We have a wide range of light industrial products available for export.4. We are very glad to receive your letter with illustrated catalogue.5. We are looking forward to your specific requirements for our products.6. We are a well-established private company, and we look forward to establish business relations with you.7. The manager briefly introduced the Johnson company, which is most probably to be our prospective customer.8. To give you a general idea about our products in the chart, here we enclose a copy of booklet and the latest price list.9. When the value of export exceeds that of the import, we call it the favorable balance of trade.10. Our products are of high quality and favorable prices.V. Translate the following letter into English.Dear Sirs,We got you are interested in the silk garments from lastweek’s China Daily. Here we introduce ourselves as the largest dealer of garments in this area. We would like to eatablish business relations with you on the basis of equality and mutual benefits.Our silk garments are made of high standard silk and traditional technique. We are sending you a copy of illustrated catalogue and the latest price list for your reference. If you are interested in any item of them, please let us now. Once we receive your enquiry, we will send you the qutation and sample by aimail.We are looking forward to your early reply.Yours sincerely,VI. Write an English letter in a proper form based on the following information. (Ommitted) Chapter 3 Inquiry and ReplyI. Multiple Choices.1-5 D A A D B 6-10 B B A B BIIGive the Chinese equivalents to the following terms.1.2.3.4.5.6.7.8. 9. 10. IIIGive the English equivalents to the following terms.1. large scale2. a wide range (variety) of3. irrevocable letter of credit4. 3% rebate5. illustrated catalogue6. the biggest dealer7. first-rate technology 8. favorable CIFHongKong 9. terms of payment10. portable electric water heaterIV. Translate the following into English.1. We are in the market for the leather shoes, please quote us the most favorable prices.2. Please quote us the lowerest price for the captioned goods. When quoting, please state the packing and the earliest time of shipment and send us the booklet of the products.3. We want to know what dicount you can offerfor an order exceeding 1000 dozen?4. We are now interested in the the table cloth and napkin. We are very appriciative if you can send us he catalouge,sample and the price list.5. The enclosed price list and illustrated catalouge will provide you with detailed information on the article you are most interested in.V. Translate the following letter into English.Dear Sirs,We are interested in your canvas bag on page 4 of your December’s catalogue, would you please send us a sample and quote us the lowerest price of CIF Honolulu?If your product proves to be satisfactory, we will order at least 2500 dozen.Please reply as soon as possible.Yours,VI. Translate the following sentences into Chinese.1.2.3. 4. 5. CIF3%6. 7. 8. 2005714 9. 60CIFVIITranslate the following into Chinese.6151002%Chapter 4 Offer and Counter-offerI. Give the English equivalents to the following terms.1. offer2. under/on the usual terms3. accept counter offer4. favorable price(s)5. on/under offer6. terms of payment7. to promote the transaction 8. firm offer 9. non-firm offer10. strengthening marketII. Give the Chinese equivalents to the following terms.1. 2. 3. 4. 5. 6. 7. 8. 9. 10.III. Multiple choices.1—5 A D A A C 6-10 C B B C BIV. Translate the following letter into English.1. As requested, we offer you as follows, subject to our final confirmation.2. The offer is firm, to be valid(effective) till your reply reaches us before the end ofthis month.3. To our regret, the price gap between your countered one and ours is too big.4. It’s regret that our buyer from Shanghai thought your price was much higher.5. If you cannot accept our offer, please bid us your most probable counter offer.V. Translate the following letter into English.Dear sirs,Here we confirm having received your letter of October 20th concerning the sample of “Grace” brand blouses and thank you very much. Although your blouses are of high quality, your price is on the high side.Meanwhile I want to point out that the prices of the similar blouses of European origin are about 15% lower than yours.Such being the case, we hope you can reduce your price at least by 15%, for the value of our order is about USD 40, 000.It is worthwhile for you to make some concessions.We look forward to your early reply.Yours sincerely,VI. Translate the following sentences into Chinese.1. 6152.3.4.5. 6. 20% 7. 3%8. 9. 10. 10%11.12. uidandakaiVIITranslate the following letter into Chinese.810FOBIBMCPU80586200800FOB20039/1085Chapter 5 Acceptance and OrderI. Answer the following questions.1. When should the buyer write an order?When both the buyer and the seller reach an agreement on the terms of sales, then the buyer can write an order.2. What should he pay attention to when the buyer writes an order?He should pay attention to the terms and conditions of the sales, especially about the figures and the date.3. What should be included in an order?It should contain the “main conditions(合同要件)or conditional clausese” of a contr act, which includes the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance.4. Sometimes if you cannot accept an order what should you do? Why?You should write a letter to your customer to explain why you cannot accept the orderand show your regret, and hope to do business with him next time. Because you do not want to lose a potential customer.II. Translate the following terms and expressionsA. into Chinese1. 为---扫清障碍2. ⼀笔交易3. 友好合作4. 草拟合同5. 愉快的⼯作关系6. 汇票7. 草拟8. 草拟9. 第⼀笔交易 10. 达成协议B. Into English1. the first available steamership2. put forward3. contract draft4. wide acceptance5. confirm an order6. the first order7. each makes a half concession8. supply 9. customer(client) 10. reach(conclude) an agreementIII. Choose the best answer to complete each of the following sentences.1-5 A C D C A 6-10 B D A A CIV. Translate the following sentences into English.1. We confirm having supplied you ten metric tons of green soybeans at E3000 per m/t CFRRotterdam, shipment in September.2. Here we confirm your order of August 1 on 1000 dozen folding chairs.3. We confirm having sold you 1000 sets of “Fuji” brand digital camera.4. The captioned goods are out of stock, we are sorry that we cannot entertain your order.5. Once we receive your confirmation, we will send you the contract draft for your approval.6. There is a heavy demand for our toy pandas,we recommend you to place your order as earlyas possible.7. We hope the conclusion of the first deal will bring more(further) business in the future.8. We are glad that we have concluded the transaction of 10,000 “Double Happiness” brand bats.9. We hope the conclusion of the first deal will pave the way for our freidnly cooperation in thefuture.10. We are glad to inform you that our users are very satisfied with your first lot of goods.V. Translate the following letter into English.Dear Sirs,We have received your order of August 1 and thanks.We confirm having sold you 1000 snooker tables at US$400CIF Los Angles, delivery in October. Terms of payment are by confirmed, irrevocable L/C payable by sigh draft.We are sure that you will be satisfied with the high quality of our products.If you have any further questions, please do not hesitate to let us know.Yours faithfully,VI. Write an English letter based on the following information.Dear Sirs,Thank you very much for your order of 5000 women’s bags.We assure you of our timely and qulified execution of the order. Would you please open the related L/C without fail to avoid the delay of the shipment.Besides the model of the commodities you have ordered, we are dealin a wide varieties of fashion bags, enclosed please find theillustrated catalogue. If you are interested in any of them, please do not hesitate to let us know.We look forward to your early reply.Yours sincerely,Chapter 6 ContractI. Answer the following questions in English.1. What are the basic clauses of a contract?The basic clauses of a contract include the commodity, the price,the quantity, thespecification, the shipment, the packing, the payment and the insurance.2. How can you understand the importance of a contract in international business?It is the evidence of the business. It is the evdience of executing the contract; it is alsothe evidence of disputes and complaints.3. What are the conditional clauses in a contract?The conditional clauses of a contract should include the name(s) of thecommodity(commodities), the specification, the price, the quantity, the packing, theshipment, the payment and the insurance4. Why should you pay great attention to conditional clauses?Because they are the main clauses of a contract.5. What are the different results you will have when your partner breaches different kinds of clauses of the contract?If your partner breaches the conditional clauses of a contract, you can ask him tocompensate your loss. If your partner breaches the clauses of force majeure, you can ask him todelay fulfillment of the contract, partial fulfillment or cancel the contract without anycompensation.6. What are warranty clause in a contract?7. What will you do if you want to become a successful international businessman?First youshould master at least a foreign language; second you should have a good command of international business; third you should know your products and your customers well; fourth,youshould know the genenral practice and regulations ofinternational trade.II. Translate the following terms and expressionsA. Into Chinese1. 销售合同2. 更多的订单3. ⼀式两份4. 合作5. 供某⼈存档6. 向某⼈下订单7. 上述提到的货物8. 供某⼈存档9. 规定（条款） 10. 尽可能早的B． Into English1. sales confirmation2. for one’sinformation3. place an orderwith sb4. subsequent amendment5. in triplicate6. in quaduplicate7. in quintuplicate 8. be in confimity with 9. stipulations10 for one’s referenceIII. Choose the best answer to complete each of the following sentences.1-5. C C A D C 6-10 B D A A CIV. Translate the following sentences into English.1. We have accepted your order No. 111 for 10000 sets of CD players.2. We would like to place an order with you for 1000 Christmas trees for the coming Christmas.3. Here we enclose our purchase contract No.Q12 in duplicate, please sign and return one copyfor our file.4. To avoid subsequent amendment, the stipulations of the L/C should be in exact conformity with those of the S/C.5. It is self-evident that your packing should be firm and sea-worthy.6. We hope the purchase contract No. 482 on 1000 sets of V998 Motorola mobile phones has arrived you on time.7. What we want to point out is that although the qualify of your shampoo is good, the price ison the high side.8. We are glad to send you our purchase contract No. 333 on 500 cases of men skin-carecosmetics in triplicate.9. Your yarn closh is very popular in our market because of its high quality and low price. Nowwe are placing a repeat order about 20000 pieces.10. Now we are sending you contract draft No. 666 on jeans by separate post for your reference. V. Translate the following letter into English.Dear Sirs,We are glad to confirm having concluded with you on 1000 Aucma freezers. We draw up S/C No.A-12 in duplicate. Please sign and return one copy for our file.Since the strengthing market for freezers is coming, if you want to place a repeat order, please infrom us as early as possible. We are looking forward to hearing from you soon.Yours faithfully,VI. (ommitted)VII. Fill in the contract forms in English with the following particulars.(1)Sales ContractContract No.:07-336Sellers: Jiangsu Native Produce and Animal BY-products Import and Export CorporationBuyers: London Foodstuffs Import and Export CompanyThis 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 according to the terms andconditions stipulated below:Commodity: Groundnut KernelsSpecifications: FAQ2007 CropQuantity: 50 M/TUnit Price: At RMB$ 3550 per m/t CIF LondonTotal Value: RMB$177500(Say Renminbi Dollars One hundred and Seventy-seven Thousand andFive Hundred Only)Packing: In double gunny bagsInsurance: To be covered by the Sellers for 110% of the invoice value against All Risks and WarRiskTime of Shipment: During November 2007Port of Shipment: Nantong of ChinaPost of Destination: LondonShipping Mark: At the Sellers’ optionTerms of Payment: By irrevocable L/C available by draft at sight st day of May, 2007.Done and signed in Nanjing of Jiangsu on this 31(2)Sales ContractContract No.: AV006Sellers: Beijing Light Industrial Products Import and Export CorporationBuyers: General Trading Company, New YorkThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:Commodity: “Forever” brand BicyclesSpecifications: Model MB26Quantity: 1000 bicyclesUnit Price: At US$ 70 each CIF New YorkTotal Value: US$70000(Say U.S. Dollars Seventy Thousand Only)。

1、承蒙新加坡商会告知贵公司名址, 并获悉贵号拟进口中国生产的电器用品.We owe your name and address to Singapore Chamber of Commerce who have told us that you wish to import electric goods manufactured in China.2、我们收到你方十月二十五日对我们洗衣机的询价。

We are pleased to received your enquiry of 25th October for our Washing Machines.3、很高兴收到贵方3月22日的询盘，得知贵方对我公司产品感兴趣。

Thank you for your enquiry of 22nd March and are pleased to know that you are interested in our products.4、贵方若能迅速仔细地处理我方对缝纫机的询盘,我们将不胜感激.We would appreciate it if you could give prompt and careful attention to our enquiry for Sewing Machines.5、你方所需的200台洗衣机目前都有现货可供。

The 200 sets of Washing Machines you want are available from stock.6、一旦收到你方具体询盘，我们将立即给你们报最优惠的上海到岸价。

Upon receipt of your specific enquiry, we will quote you our best price CIF Shanghai immediately.7、按照要求,我们报盘三百辆飞鸽牌自行车如下:As requested, we are making you an offer for 300 Flying Pigeon Bicycles as follows.8、倘若你方电开九百台电扇上海到岸价,我们将不胜感激.We would appreciate it if you could cable us an offer for 900 sets of Electric Fans on CIF Shanghai basis.9、如果你方认为这一报盘可以接受，请即来电，以便我方确认。

Key to exercisesKey to Unit 1I. Answer the following questions.1. The essential 7C’s in commercial English correspondence are clearness，conciseness，courtesy，consideration，completeness，concreteness，correctness.2. If a letter show impoliteness, it cannot achieve the purpose of writing. More serious consequences will be that it may offend the recipient and damage the established business relations. The courteous writer should be sincere and tactful, thoughtful and appreciative. Another important thing is promptness.3. If conciseness conflicts with courtesy, then make a little sacrifice of conciseness. Generally speaking, you will gain in clearness and conciseness by writing short sentences rather than long ones.4. A business letter consists of eleven principal parts:(1) the letter-head (including the date)(2) the inside name and address(3) the salutation(4) the subject heading or caption(5) the opening sentences(6) the body of letter(7) the closing sentences(8) the complimentary close(9) the wr iter’s signature and official position(10) the enclosure(11) the postscript5. Envelopes must have the accuracy, accessibility and good appearance.Ⅱ. Translation the following paragraphs into Chinese.国际贸易带来了更高效率的生产和世界产量的增加，从而使国家（或个人）可以消费更大和更多样化的商品组合。

外贸英语函电练习题十套集合（含答案）练习1Ⅰ.Fill in the following blanks with appropriate prepositions.1.Owing _____ the delay on the part of the suppliers, we must ask you to extend the date of shipment ____ October 10th.2.We shall be glad to send you the necessary information about our machine tools _____ request.3.____receipt _____ your cable of March5, we at once requested to Bank of China in London to establish a letter of credit ______ your favor .4.Please try your best to push the sale of machine tools ____ your end.5.This offer is firm subject _____ your reply here before 10a.m.our time.6.We can supply Walnuts _____ stock.7.Payment of the purchase is to be made _____ confirmed, irrevocable L/C.8.____ regard ____ Contract No.123and 456,we are agreeable ______ D/P terms of payment ____these contracts.9.Would you make us a firm offer____ CIF Liverpool basis?10.Please draw _____ us for the invoice amount at the time of shipment. Ⅱ.Choose the be st answer from A, B, C and D.1.We _____ your terms satisfactory and now send you our order for 2 sets of Electric MotorsA. findB. believeC. thinkD. trust2. We thank you for your letter of May 27 and the _____illustrated catalogue.A. sentB. enclosedC. givenD. presented3. This price is ____ of your 5% commission.A. includesB. coveringC. inclusiveD. including4.We will do our best to _____ shipment to meet your requirements in timeA. complyB. makeC. expediteD. arrange5.We _____ you of our readiness to serve you in this end all future businessA. ensureB. assureC. make sureD. see to6.It is only in view of our long friendly business relations that we____ you this accommodation.A. extendB. extantC. increaseD. promote7、Your L/C No.111 for ￡2000 issued by the Bank Ltd,Liverpool, has____.A、be arrivingB、been arrivingC、arrivedD、thanked8、Your full cooperation in this respect will be highly____.A、appreciatingB、appreciatedC、thankingD、thanked9、We acknowledgment receipt of your letter dated 26th September_____ connection ______ the above subject.A. for, wit B、for, toC、in, withD、in, to10、We regret ______ unable to agree to the buyer's request as stated in the L/C stipulations for insurance to be covered up to the inland city.A、to beB、beingC、to have beenD、been11、We are pleased to _____ you that 6000 dozen of shirts under Sales Confirmation No.C123, L/C No.5678 have gone off on S.S. "Dongfeng"A、askB、informC、speakD、talk12、______ you accept our offer, please cable us for our confirmation.A、untilB、unlessC、ifD、as13、We thank you _____ for you cooperation.A、in advanceB、in beforehandC、in progressD、in proceed14.We regret we cannot ____ ourselves of your offer of these goods because we are buying to better advantage elsewhere.A. makeB. haveC. availD. advantage15. The term CFR should be followed by _____.A. port of shipmentB. port of originC. port of loadingD. port of destination16.By joint efforts we can _____ both friendship and business.A. increaseB. promoteC. expandD. extend17. This offer is firm, subject to your immediate reply _____ should reach us not later than the end of this month.A. itB. theyC. whatD. which18. ____ you like other items, kindly let us know and we shall be only too pleased to make you offers direct.A. In caseB. In the caseC. In this caseD. In that case19. Should your L/C____ us at the beginning of May , we shall be able to ship your order.A. arriveB. reachC. comeD. get20. In reply, we have the pleasure of informing you that an L/C has been opened amounting ____＄2,000.A. atB. toC. upD. for21. Regarding insurance, the coverage is for 110% of invoice _____ .A. worthB. valueC. priceD. cost22. The _____ has been shipped on S.S. “Tiantaishan” fo r transshipment at Hongkong per S.S. “Flying Cloud”.A. produceB. productC. cargoD. manufacture23. Your quotation of bicycles is _____ high to be acceptable.A. tooB. soC. suchD. as24. As this item falls _____ the scope of our business activities, we shall be pleased to enter into direct business relations with you at an early date.A. withB. withoutC. withinD. in with25.We confirm ______ you in reply.A. to cableB. cablingC. having cabledD. cabledⅢ. Translate the following into Chinese:1、We have received an inquiry from a client for Men's Shirts and request you to cable us your offer not later than the end of this month in order to conclude business.2.We understand that there is a good demand for color TV sets in your market, and take this opportunity of enclosing our Quotation No.123 for your consideration.3.Payment is to be made against sight draft drawn under a confirmed ,irrevocable, divisible and transferable letter of credit without recourse for the full amount.4.Your shipment of our Order No.151 has been found short in weight byC.C.I.B(中国商检局),for which we regret we must lodge a claim amounting to $2000.5.Your inquiry of October27 addressed to our Head Office has been passed on to us for attention.Ⅳ.Translate the following into En glish:1. 中国出口商品交易会2. 60天远期汇票3. 保兑行4. 偷窃提不着货险5. 不可抗力6. 形式发票7、我方已另寄贵方样品和三本商品小册子。

外贸函电试题及答案一、选择题1.在外贸函电中，正文是指（ A ）A.函电的主体内容B.函电的落款和称谓C.函电的附件和资料D.函电的主题和要求2.以下哪个选项不属于外贸函电的常用结尾语？（ B ）A.期待您的回复B.希望尽快获得回复C.敬祝合作愉快D.谢谢您的关注3.下列哪个选项可以作为外贸函电的起首语？（ D ）A.咨询某项产品的价格和供货期B.对上次订单及送货延迟表达不满C.询问供应商是否接受信用证支付D.向客户问候并表达感谢4.以下哪个选项不属于外贸函电的常用附件？（ C ）A.产品目录和详细规格B.合同草案和价格清单C.付款方式和货物起运港口D.公司资质证明和信用证复印件5.外贸函电的主要目的是（ A ）A.传达商务信息和开展商业活动B.展示个人写作能力和语言表达能力C.获取他人私人信息和进行非商业活动D.随便发邮件，没有具体目的要求答案：1. A2. B3. D4. C5. A二、填空题1.外贸函电应遵循简洁、明确、______的原则。

答：礼貌2.外贸函电中，一般使用______语言来进行正式的书写。

答：英文3.外贸函电的起首语通常包括致意和______。

答：感谢4.在外贸函电的附件中，常常包括产品______和价格单。

答：目录5.在外贸函电的结尾语中，常常表达希望______。

答：合作三、简答题1.请简要介绍外贸函电的常用格式。

答：外贸函电的常用格式包括信头（信笺纸上的个人或企业信息）、日期、收件人信息、称呼、正文、结尾语和署名等要素。

信头中应包含发件人的名称、地址、电子邮件和联系电话等信息。

日期应紧接在信头之后，表示函电的发送日期。

收件人信息应包含收件人的姓名、公司名称、地址和电子邮件等详细信息。

称呼应根据收件人的身份和称谓进行准确的称呼，如"尊敬的先生/女士"。

正文是函电的主体内容，要以简洁明确的语言进行书写，表达函电的目的和要求。

结尾语用于表示发件人对收件人的期望和祝愿，例如"敬祝合作愉快"。

你外贸函电一、词汇（每题1分，共20题，共计20分） Unit 1—9 Unit 11—14 Exercise 1二、中翻英（每题3分，共10题，共计30分）三、英翻中（每题3分，共10题，共计30分）四、综合题（共计20分）中翻英：1、承蒙ABC公司的介绍，我们得知贵公司的名称和地址（to owe…to…）We owe your name and address to ABC Company2、我们的贸易是在平等（equality）原则的基础上进行的。

（to be based on）The trade between us is based on the principle of equality.3、国际贸易有两种形式：一种是货物，另一种是劳务。

（to trade in）There are two forms of international transaction. One is to trade in goods，the other is in service. 4、能否给我们报英国伦敦成本保险费加运费最低价？（to quote/CIF）Would you please quote your lowest price CIF London, Britain?5、倘若价格有竞争性，我方已有现成买主，相信能大批量订货。

（ready buyers）We have ready buyers of these commodities and if your prices are competitive , we have every reason to believe that we can place large orders with you.6、我方对进口你方产品很有兴趣，如有可能请向我方提供目录、价格单和样品。

（catalogue, price list, sample）We’re very much interested in importing your goods. Could you please send us your catalogue , price list and samples if possible?7、我公司是本地区最大的电视机进口商之一，我们经营各种牌号的电视机已有20多年了。

《外贸函电》（课程代码：00094）一、Translate the following terms From English into Chinese:（2X5=10%）1) Commercial Invoice: _________________ 2) B/L: ________________3)FOB:_______________4) D/A: ___________________5) Certificate of Origin: ___________________二、Translate the following terms From Chinese into English:（2X5=10%）1) 电汇: __________________2) 平安险: ___________________3) 装箱单: __________________4) 背书人: ___________________5) 运费预付: ___________________三、Choose the best answer for each of the following questions:（2X20=40%）1.Fifty cases of Green Tea you sent us were found to be badly damaged. This was apparently attributable to _____ packing.（）A.inferiorB.superiorC.faultyD.mistake2.We trust you will do your best to have this matter _____ right away.（）A.settleB.to settleC.settlingD.settled3.By joint efforts we can _____ both friendship and business.（）A.increaseB.promoteC.expandD.extend4.We _____ you for the special offer you send us.（）A.thankB.appreciateC.be gratefulD. beindebted5.We are looking forward to _____ your L/C for Order No 123.（）A.receiveB.receiveingC.be receivedD.be receiving6.This is our best price，_____ which we have concluded many orders with other buyers in your city.（）A.onB.forC.byD.at7.As it involves only a small _____，we hope you will have no difficulty on promotion.（）A.qualityB.figureC.quantityD.number8.Our payment terms are _____，irrevocable letter of credit for the full invoice value.（）A.confirmedbinedmittedpleted9.Since the premium varies with the scope of _____ extra premium is for buyer‘s account，should additional risks be covered （）A.assurance B.insurance C.businessD.enterprises10.Please see to it that the goods we ordered are shipped as soon as the covering letter of credit _____ you.（）A.getsesC.arrivesD.reaches11.We shall advise you by cable as soon as the goods _____.（）A.will shipB.will be shippedC.shipD.are shipped12.According to the shipping _____ it will be impossible for us to ship the goods in October.（）A.scheduleB.timetableC.planD.scheme13.This offer is firm，subject to your immediate reply _____ should reach us not later than the end of this month.（）A.itB.theyC.whatD.which14.We cannot entertain your suggestion _____ it does not seem workable.（）A.becauseB.forC.soD.therefore15._____ your information，we have received a crowd of enquiries from buyers in other directions.（）A.OnB.ForC.ByD.At16.We enclosed our Purchase Confirmation No. 4848 _____ duplicate.（）A.inB.forC.withD.through17.We cannot _____ present entertain any fresh orders for Younger Brand Men's Shirts.（）A.ofB.atC.toD.for18._____ you like other items，kindly let us know and we shall be only too pleased to make you offers direct.（）A.In caseB.In the caseC.In this caseD.In that case19.Generally we cover insurance _____ definite instructionsfrom our clients.（）A.in absence ofB.in the absence ofC.in no absence ofD.in all absence of20.We lodge a claim _____ you _____the short weight.（）A.with…withB.for…forC.with…forD.for…with四、Translate the following From Chinese into English:（5X4=20%）1）请按我方要求洽办保险。

外贸函电（1-8）练习参考答案Unit 1 Layout of Business LetterI.1. Seven. They are letterhead, dateline, inside address, salutation, body of the letter, complimentaryclose and signature.2. They are the indented style, the block style and the modified block style. I prefer the second, for itis convenient to type.3. It’s half way down the envelope leaving enough room for the stamp and postmark, and one thirdor one half in from the left of the envelope.4. Omitted5. OmittedII. Grand Resources Import & Export Corp., Ltd.Liangmahe 32 ·Chaoyang Di strictBeijing 100016, Chinayour ref.: 206 MI/2009our ref: 206TMR/2009July 25, 2009Lake Bikes Inc.54 York roadChicagoIllinois, USAAttention: Mr. John Masow, the sales managerDear Mr. John Masow,We write to introduce ourselves as one of the leading exporters from China, specializing in various types of bikes.We enclose a catalogue of products covering the details ofall the items and trust some of these items you will be interested in.We would have the pleasure to receive your inquires for any of the items and we will send you our lowest quotations.We are looking forward to your favorable and prompt reply.Yours sincerely，Ma Long III. 1. D 2. B 3. C 4. B 5. A6. D7. B8. A9. B 10. D11. D 12. A 13. D 14. A 15. DIV.Xu Fang stampStar Sewing Machines2 Guangzhou, ChinaMr. J. Armstrong, the sales managerUnited Steel Inc648 Eastern AvenuePittsburghPennsylvania, USAUnit 2 Establishing Business RelationI.1. Establish business relations with some other firms.2. Do some credit investigations such as financial conditions, business activities, honesty integrityand so on.3. Through the following channels one can obtain the desired names and addresses of the firms to bedealt with1) Advertisements in the media;2) Market survey;3) Trade negotiation;4) Investigation to the foreign country;5) Exhibitions and Trade Fairs;6) Banks;7) Trade Directory;8) Chambers of Commerce;9) Commercia l Counselor’s Office;10) Trade press.4. Telling the channels how you obtain his name and address.5. Be sure to answer in full without the least delay after receiving any letter.II. 1. D 2. C 3. A 4. B 5. A6. C7. D8. C9. A 10. DIII. 1. C (inform you our desire – inform you of our desire)2. C (build up—building up)3. A (enter—enter into)4. B (more—much)5. A (item—items)6. A (has kindly recommended—has been kindly recommended)7. D (informations—information)8. B (lead—leading)9. C (on—in)10. B (unique feature—unique features)IV. 1. Our company has established for ten years. Now we are keen to enlarge our trade in various kinds of cotton textiles, butunfortunately we have no good connections with your country.2. We are the leading (greatest) importers of electric goods in China. Thank you for your letter ofAugust 3. It’s our pleasure to establish direct business relations with your company.3. We have obtained your name and address through the Commercial Counselor’s Office of theEmbassy of t he People’s Republic of China in your country and understand that you are the largest exporter of textiles and would like to establish business relationship with us.4. Please let us know immediately if you are interested in our products. We will send you our pricelist and samples to you as soon as we receive your specific enquiry.5. At present, we are interested in all kinds of caps, gloves and socks and shall be pleased if youwill send us the catalogue, sample and price list.6. Our mutual understanding and cooperation will certainly result in important business in future.7. We see that your firm specializes in light industrial goods, and we are willing to establishbusiness relations with you.8. We have been doing quite well in our business. We are willing to open a business relation withyou.9. In order to give you some idea of various qualities of wooden blankets we carry, we havepleasure in informing you by airmailing one catalogue, a list of price and some sample books for your reference.10. We might add here that we have been in this line ofbusiness for more than twenty years.V. 1. 众所周知，我们十分重视同第三世界国家的贸易关系。