新编进出口英语函电答案 Test Yourself Unit 2

《外贸英语函电》（第二版）习题答案详细版第2部分目录Chapter 9 key to exercises (1)Chapter 10 key to exercises (5)Chapter 11 key to exercises (9)Chapter 12 key to exercises (14)Chapter 13 key to exercises (18)Chapter 14 key to exercises (23)Chapter 15 key to exercises (27)Chapter 16 Cross-border E-commerce (30)Chapter 9key to exercises1. Translate the following terms.（1）售货确认书（2）售货合同（3）会签（4）一式两份（5）支付条款（6）船唛（7）溢短装（8）存档2. Choose the best answer to complete each of the followingsentences.（1）B（2）D（3）C（4）B（5）A（6）B（7）C（8）A（9）C （10）B（11）B（12）A（13）B（14）C（15）A（16）C（17）B（18）C （19）B（20）C3. Take the correct order on the following sentences.（1）The shipment remains valid until the 10th day after shipment. （2）We will fulfill all the contract stipulations.（3）We will give you a 3% discount as an exception to our usual practice.（4）Commission is usually given as a percentage of the total value of a transaction.（5）To open an L/C will add to the cost of our imports.（6）The time draft will be sent to you for your acceptance within a couple of days.（7）We want the goods on our market at the earliest possible date. （8）The difference is calculated according to the contracted price at a later time.（9）We think all the terms should meet with comment agreement. （10）It is very difficult for us to get the goods in large quantity as well as make prompt shipment4. Fill in the blanks of the letter.Captioned, ready, approaching, covering, within, subsequent, to, attention, basis, due5.Fill in the Sales Confirmation for the transaction stated in the following letter.6.Situational writing:Chapter 10 key to exercises1. Translate the following terms.（6）信汇电汇票汇（7）不可撤销的信用证（8）付款交单承兑交单（9）即期汇票（10）冻结资金（占压资金）（11）支付条件（12）开具汇票（13）原来的支付条件2. Choose the best answer to complete each of the following sentences.C A A B B AD A B A C D A D B B B C B A3. Translate the following sentences.1.As for terms of payment, we require irrevocable L/C payment by draftat sight.2.We have opened an L/C in your favor with Bank of China for theamount of USD326, 000.3.As agreed, the terms of payment for the above orders are letter ofcredit of 60 days’ sight or D/P sight draft.4.Your irrevocable L/C has been duly received, the shipment can bearranged next Tuesdays.5.Today we informed our bank to send you all the amount by Y/T.6.We accept your proposition of changing the terms of payment, and afax has been sent for the confirmation.7.A letter of credit would increase the cost of my import.8.When I open a letter of credit, I have to pay a deposit. That will tie upmy money and increase my cost.9.In order to avoid any amendment, please make sure that the L/C is inaccordance with contract terms.10.Please arrange shipment on receipt of the covering L/C.4. Translate the following sentences.(1)装船日期临近，请及时开立相关信用证。

Unit 2I .1.6.A/BA/B/C/D2.7.CB/D3.8.DB/C/D4.9.A/DB/C5.10.DA/B/C/DII. 1.2.3.4.5.6.7.8.9.10. A. quote us, C. inquired for, D. of October 23rdB. in ordering, D. from youC. to answerB. as such/C. your quotations,D. usual trade termsC. in the enclosed listB. from,C. inform you ofB. German principals, D. in the market forB. dealing in, D. details of your export productsIII .intention, interested in, view, suitable, grateful, have, together with, appreciate, as, suppliersIV .V. ∙ 1. We have been informed by Jameson Garments (Vancouver) Ltd. that you are one of the leading exporters of textiles in Hangzhou and that you wish to extend business to our market.∙ 2. We would like to have your lowest quotations for the captioned goods on the terms and conditions listed below:∙ 3. Please send me some further information on the features and costs of the Vernard line of Ultrasonic equipment, which you recently advertised in Electronics magazine.∙ 4. We are interested in importing Chinese furniture and would be pleased to receive a copy of your latest catalogue, price list and export terms.∙ 5. We would be grateful if you would send us a comprehensive price list, together with some samples, of the goods which you can supply.∙ 1. Chinese low-voltage microwave ovens are in great demand in our country. We would therefore much appreciate it if you could let us have your competitive prices for themodels available at present.∙ 2. We write to introduce ourselves as a leading importer of surgical instruments and are interested in receiving a copy of your latest catalogue for our reference.∙ 3. Specializing in the line of confectionery, we have extensive connections with food stores throughout this country.∙ 4. We would be much obliged if you could send us a complete set of leaflets so as to give us a general idea of the export items you handle.∙ 5. From Messrs. Brown & Clark of this city, we have learned that you are regular suppliers of Chinese kitchenware, for which there is a growing demand here.∙ 6. We have read with interest your advertisement in the latest issue of Television World, and would like to have full particulars of your products, including specifications, prices and packing.∙ 1. We are famous importers of computers / importers of computers of famous brands, with branches in three neighbouring cities.∙ 2. Please send us a catalog for all your products with detailed specifications for our buyers' reference.∙ 3. We specialize in the import of motorcycles with a history of ten years, and would like you to send us your catalog, prices and other necessary information.∙ 4. If your goods are good in quality and moderate in price, very likely we can induce our buyers to place an order.∙ 5. We are interested in (buying) the tiles you advertised in Building Materials. Therefore, it would be a great help to us if you could send us further information as soon aspossible.VI.VIHuafang Trading Co. Ltd.I.456 Huqiu RoadSuzhou, ChinaSeptember 10, 199-The Sales ManagerThe Midland Carpet Co. Ltd.173 Waterloo StreetLondon E.C.4BritainDear SirWe have noticed with interest your advertisement in the August issue of The Magic Carpet and feel that the patterns of your carpets may appeal to Chinese customers, especially thewell-to-do newly weds. Therefore, we would like to have detailed information about the various types of carpets available at the moment, such as specifications and prices, if possible together with sample cuttings.As we intend to lay in a stock for the New Year sales, it would be a great help to us if we could receive your reply by the end of this month.Yours faithfullyHuafang Trading Co. Ltd.Import ManagerUnit 2 TY KeyI. Give the Chinese equivalent of each of the following terms:II. Give the English equivalent of each of the following terms:III. Fill in each of the following blanks with a proper preposition:IV. Find out and correct the mistake in each of the following sentences:V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:VI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:VII. Translate the following sentences into English:∙ 1. From the latest issue of Computer World we have learned about your Finance Guide software package. We would appreciate it if you could send us a descriptive booklet.∙ 2. We were impressed with the vehicles you displayed at the Beijing Trade Fair. Please quote your prices on FOB basis for the automobiles listed above.∙ 3. Please let us know if you can supply the lines of goods specified in the enclosed list. We would appreciate it if you would send us a copy of price list and terms for your exports.∙ 4. If the samples are of the standard we require, we will place a substantial order. We are looking forward to receiving your firm offer by March 5.∙ 5. Would you please provide detailed information on the types and quality of leisurewear you have available and quote relevant prices indicating your delivery time.VIII. Write an English letter in the full correct layout based on the information or instructions given below:September 17th, 201-The Sales ManagerShanghai Luggage Co. Ltd.72 Zhongshan Rd.Shanghai 200001ChinaDear Sir or Madam,We are a company dealing in travel goods in New York City. We are interested in the Carry-on you advertised in this month's edition of Sky Mall.Would you mind answering the following questions?1. How many colors does the Carry-on come in?2. What advantages does it have over similar products?3. Would you please offer us a 20% trade discount?4. May we have a quantity discount if we place an order for 1000 bags at one time? Your quotation reaching us before October 1 will be highly appreciated.We are looking forward to your reply.Very truly yours,Michelle JacksonImport Manager。

Unit 2I 公司 company/firm 信誉 standing/credit与···建立业务关系 to enter into business relations with小册子 pamphlet/brochure 你处（地） at your end/on your spot供你参考 for your reference 以··为目的 with a view to与此同时 in the meantime/at the same time/meanwhile按照 according to/in compliance with/in accordance with/in conformity with达成交易 to conclude(close)the business (transaction/deal)在···业务方面 in the line of···系列 a(wide/full) range of具体询盘 specific enquiry经营 to handle/to deal in /to trade in与···做生意 to do business with/ to deal with/ to trade withII multiple choice1.ｂ２．ａ３．ｃ４．ｂ５．ａ６．ｄ７．ｃ８．ｄ９．ａ１０．ｂ１１．ｄ１２．ｃIII１．dealing 2.transacting 3.deals 4.Business 5.deal 6.business 7.transact8. Businesses 9.tranactions/deals 10.businessIV. Put the following English into Chinese1. 我们是德国工业化工产品主要生产商之一，欲与贵公司建立业务关系。

外贸函电试题(二) 答案I．Put the following from English into Chinese or vice versa. (10%)1. 销售确认书2. 与…建立业务关系3. 想要购买4. 进口许可证5. 开户银行6. place regular orders7. confirmed, irrevocable L/C 8. sight draft9. sales promotion 10. in duplicateII.Choose the best answer to complete each of the following sentences. (20%) 1. A. 2. A. 3. D. 4. D. 5. B. 6. A. 7. C. 8. D. 9. D. 10. B.11. C. 12. D. 13. C. 14. D 15. C. 16. A. 17. C. 18. A. 19. A. 20. C.III.Fill in the following blanks with suitable prepositions (15%):(1) of (2) with (3) for (4) at (5) to (6) before (7) from(8) in (9) with (10) of (11) by (12) under (13) for (14) of (15) upon IV.Translate the following from English into Chinese (15%)1. 本合同用中英两种文字写成，两种文字具有同等法律效力。

2. 兹证实我方已给你方发了电报，报给你方核桃仁50公吨，每公吨欧洲主要口岸价计人民币41，765元，11月船期。

3. 本公司认为贵方现在应明智地接受这项报价，以免因迟延而或许被迫同意其他较为不利的条件。

4. 因为我们经营这类商品，我们很愿意与你方早日建立直接的业务关系。

边距对于给读者留下好的视觉印象非常重要，边距应该产生好的画面效果，左右边距通常为30毫米，简要的信函的边距可以宽至34毫米。

4.第二页的写法除了销售信以外，商务信函通常只写一页，但是有时信息太复杂也可包含两页或多页。

当你需要写的内容超过一页时，第二页的信头可采用如下形式，内容包括收信人姓名，日期，页码。

比如：(2) -Page 2- The Universal Trading Co. Jan.7, 2009“-to be continued-”（待续）这一短语可以加在第一页页尾的右侧，第二页纸张的质量、尺寸和颜色要与第一页一致。

第2节商务信函的格式和信封的写法有几种可接受的商务信函写作格式，其中三种格式是最常使用的：缩格式、平头式和半平头式（或混合式）。

1. 商务信函的格式(1)缩格式信内名称地址部分每行都比上一行缩进3到5个空格，正文部分每一段的第一行也要缩进3到5个空格。

第二章中Letter-2(1)就是采用这种格式。

(2)平头式在这种形式下，每一行都从左边空白边缘写起，但是有时信头可以放在中间。

段落之间有加一空行。

这种风格更加受欢迎，因为它使信件看起来更加平衡，更容易打字。

第二章中Letter-2(2)就是采用平头式。

(3)半平头式（混合式）它是上述两种风格的混合形式。

信内名称和地址部分用平头式，正文中每一段的第一行用缩格式或者反过来。

第二章中Letter-2(3)就是采用这种混合格式。

2. 信封地址的写法通常来说，发信人的姓名和地址放在信封的左上方，收信人的姓名和地址放在信封中央。

信封上的地址可以用两种形式来写：缩格式和平头式。

内容和风格要与信内名称和地址相一致。

平头式:以下几种情形下，信封地址需要加入特别标记：✧如果信件是通过中间人而不是邮政系统传递给收信人，中间人名字后需加“Kindnessof ”, “By courtesy of”, “By favor of ” or “With favor of ”类似的语句。

Unit 2I. 1.6. A/BA/B/C/D2.7.CB/D3.8.DB/C/D4.9.A/DB/C5.10.DA/B/C/DII. 1.2.3.4.5.6.7.8.9.10. A. quote us, C. inquired for, D. of October 23rdB. in ordering, D. from youC. to answerB. as such/C. your quotations,D. usual trade termsC. in the enclosed listB. from,C. inform you ofB. German principals, D. in the market forB. dealing in, D. details of your export productsIII. IV.V. intention, interested in, view, suitable, grateful, have, together with, appreciate, as, suppliers1. We have been informed by Jameson Garments (Vancouver) Ltd. that you are one ofthe leading exporters of textiles in Hangzhou and that you wish to extend business to our market.2. We would like to have your lowest quotations for the captioned goods on the termsand conditions listed below:3. Please send me some further information on the features and costs of the Vernard lineof Ultrasonic equipment, which you recently advertised in Electronics magazine.4. We are interested in importing Chinese furniture and would be pleased to receive acopy of your latest catalogue, price list and export terms.5. We would be grateful if you would send us a comprehensive price list, together withsome samples, of the goods which you can supply.1. Chinese low-voltage microwave ovens are in great demand in our country. We wouldtherefore much appreciate it if you could let us have your competitive prices for the models available at present.2. We write to introduce ourselves as a leading importer of surgical instruments and areinterested in receiving a copy of your latest catalogue for our reference.3. Specializing in the line of confectionery, we have extensive connections with foodstores throughout this country.4. We would be much obliged if you could send us a complete set of leaflets so as togive us a general idea of the export items you handle.5. From Messrs. Brown & Clark of this city, we have learned that you are regularsuppliers of Chinese kitchenware, for which there is a growing demand here.6. We have read with interest your advertisement in the latest issue of Television World,and would like to have full particulars of your products, including specifications,VI.prices and packing.1. We are famous importers of computers / importers of computers of famous brands,with branches in three neighbouring cities.2. Please send us a catalog for all your products with detailed specifications for ourbuyers’ reference.3. We specialize in the import of motorcycles with a history of ten years, and would likeyou to send us your catalog, prices and other necessary information.4. If your goods are good in quality and moderate in price, very likely we can induceour buyers to place an order.5. We are interested in (buying) the tiles you advertised in Building Materials.Therefore, it would be a great help to us if you could send us further information as soon as possible.VII. Huafang Trading Co. Ltd.456 Huqiu RoadSuzhou, ChinaSeptember 10, 199-The Sales ManagerThe Midland Carpet Co. Ltd.173 Waterloo StreetLondon E.C.4BritainDear SirWe have noticed with interest your advertisement in the August issue of The Magic Carpet and feel that the patterns of your carpets may appeal to Chinese customers, especially the well-to-do newly weds. Therefore, we would like to have detailed information about the various types of carpets available at the moment, such as specifications and prices, if possible together with sample cuttings.As we intend to lay in a stock for the New Year sales, it would be a great help to us if we could receive your reply by the end of this month.Yours faithfullyHuafang Trading Co. Ltd.Import ManagerUnit 3I. 1.6. A/B/DB/C2.7./B3.8.A/B/C/DA/D4.9.CA/B5.10.A/B/DB/CII. 1.2.3.4.5.6.7.8.9.10. A. have received, B. are pleased to, C. tellA. We are enclosing,B. / D. detailed specificationsB. these,C. if,D. beforeNo errorC. mutuallyA. with interest, D. current issueC. haveA. understood to be, C. of 5%, D. an individual item C. if you can, D. your best pricesB. a complete set,C. are confidentIII. IV.V. intend, have stocked only, have decided, select, should be obliged, would send, have examined, shall contact,1. We think that when you see our samples, you will agree that the quality of thematerial used and the high standard of craftsmanship will appeal to the most selective buyers.2. Though we are at present unable to meet your requirement for the captioned articles,we shall be only too pleased to revert to the matter once our supplies are replenished.3. We should like to draw your attention to our other products such as stainless steelkitchenware, details of which you will find in the catalog, and look forward to your first order.4. At your request, we are now quoting you for 1,000 dozen steel tapes at USD5.--perdz. CFR Lagos.5. We are well aware that our competitors are quoting at considerably lower prices, butour products are obviously superior in quality and therefore represent better value.1. In reply to your inquiry of January 12, we are pleased to inform you that a catalogand a price list have been airmailed separately for your reference.2. If, however, you need any other information, please do not hesitate to let us know. Weshall be only too glad to answer further questions from you.3. As you will notice, our prices are quite competitive, and since we carry large stocksVI. VII.of all models, we can promise delivery within a month of receipt of your L/C.4. If you can let us have an idea of the quantity you are going to order, we may considergiving you a more favorable discount.5. Though we no longer supply Type SB-95, we have in stock Type SB-99, which isboth better in performance and more reasonable in price.1. We are eagerly expecting to have detailed discussions with you soon on the tradeterms you suggested.2. We hope to have more information from you by the end of this month for our buyers’reference.3. As you know, there is a steady demand in your market for such durable andmoderately priced goods as ours.4. We do not want to influence you, but we hope you will be able to send us your orderwithin this month as we may soon run short of supply.5. You will no doubt find our price very favorable if you compare it with the quotationsof other manufacturers.Dear Mr. Black,Thank you for your enquiry of August 16 concerning our equipment, which you saw at the International Farm Machinery Fair in Bonn.In answer to the specific questions in your letter, first let me say we are willing to consider substantial discount on orders over RMB¥Y1,000,000.With regard to the terms of payment, we would suggest sight L/C for the initial stage.We can fulfill orders within three months, unless there are special specifications, which may take a little longer.We are enclosing our current catalog and pricelist quoting c.i.f. Bangkok prices, and we think you will find the earth-moving equipment on pp. 101-115 of particular interest for the work you have in mind. If you require any further information, please contact us and we will be pleased to supply it.Yours sincerely,Unit 4I. 1.6. A/B/C/DC2.7.AA/D3.8.A/B/C/DB/C4.9.C/DB/D5.10.BA/C/DII. 1.2.3.4.5.6.7.8.9.10. B. for those in wooden cases, C. that willA. instruct,B. to receivingC. the amendment C. signed with themC. the insuranceA. note,B. being,C. within,D. aB. our socks,C. the packing isA. /B. showsC. probable,D. findB. arrangeNo errorB. and we,C. a trial orderIII. IV.V. competitive, quoted, case, that, ship, between, a total of, qualify for, Since, be obliged1. We are pleased to give you an order for the following items on the understanding thatthey will be supplied from current stock at the prices named.2. Thank you very much for your Order No. GD34, and we are pleased to enclose ourSales Confirmation No. 9975 in duplicate, one copy of which please sign and return to us for our file.3. Your order is receiving our immediate attention and can be delivered well within yourtime limit.4. While thanking you for your order, we have to explain that our price has increased by5% owing to a corresponding rise in the prices of raw materials.5. However, in order to finalize the first transaction between us, we are ready to allowyou a 5% discount if you can increase the quantity to 1,000.1. This is to confirm our telephone discussion this morning. Enclosed is our Order No.CT504 for 1,500 pounds of Longjing Green Tea at 36 pence per lb CIF London for shipment during June/July.2. As the demand for our laser printers is on the increase, we hope you will actimmediately if you are considering placing an order with us.3. Please note that the goods must be in strict conformity with the samples in quality. Ifthis first order is satisfactorily executed, regular orders will follow.VI. VII. VIII. 4. Thank you f or your prompt reply to our inquiry of April 22. We are now pleased toorder from you 2000 dozen pure silk T-shirts. (For details, please refer to our enclosed order No. 358.)5. Although our price is a little higher than quotations of other suppliers, the superiorquality of our products more than compensates for the difference in price, and it is to your own advantage to order goods of really good quality.1. If you could increase the quantity of your order to 500 cases, please let us knowimmediately and we would be only too glad to give you a 5% discount.2. All your required items can be supplied from stock, and we can assure you of our bestattention to your order.3. If this trial shipment can reach us by mid-October and the quality turns out to besatisfactory, we shall send you further orders.4. In accordance with the terms agreed upon in our recent exchange of faxes, we arenow sending you our S/C No. 1234 in duplicate.5. If no instructions to the contrary are received before the end of this month, we shallship your order in December.Dear Ms Collins,Thank you very much for your Order No. CS27 for our rotary printing presses Models PM600 and PM800 for November shipment. We wish to inform you that we can comply with all your requirements except for PM600, which is unfortunately out of stock at the present moment. We, therefore, would like to place before you two alternatives for your consideration.1. As an excellent substitute for PM600, we recommend PM630, which is our latestmodel (for details, see attached leaflet) and can be shipped together with PM800 in November.2. In case you still prefer PM600, we can ship your order in two lots, i.e. PM800 inNovember and PM600 in January next year, which is the earliest time we can manage.We look forward to your early decision.Yours sincerelySales Confirmation No. CPW9935Qingdao, August 23, 1999Sellers: Qingdao Textiles Imp. & Exp. Corp.Buyers: Far East Trading Co. Ltd.This Contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity on the terms and conditions stipulated below:Commodity: Cardigans, Art. No. 406LSpecifications: 100% wool, pink 30%, blue 30 %, brown 40 %Quantity: 900 cardigansUnit Price: at DM 25.-- each, CIFC2% EMPTotal Value: DM 22,500 (Say Deutche Marks Twenty-two Thousand Five Hundred Only)Packing: Each in a polybag, 5 dozen to a carton, in the color assortment stipulated aboveInsurance: To be effected by the Sellers for 110% of the invoice value against All Risks & War Risk as per China Insurance Clauses of January 1, 1981Time of Shipment: During September/October, 1999, with transhipment prohibitedPort of Shipment: Qingdao, ChinaPort of Destination: EMP, to be specified in the L/CShipping Marks: At the Sellers’ optionTerms of Payment: By irrevocable L/C at sight in favor of the Sellers to be opened by the Buyers through a first-class bank for 100% of the invoice value toreach the Sellers 40 days before shipmentUnit 5I. 1.6. B/C/DD2.7.B/DA/C/D3.8.CB/C4.9.A/B/C/5.10.A/B/CDII. 1.2.3.4.5.6.7.8.9.10. A. As regards, C. to acceptA. required,B. containB. are, D. we approveA. stipulates,B. to be effected,C. for,D. as follows / to readB. goods,C. on CFR basis,D. shall be insuredA. increase the sales of ,B. giving you,C. regrettably,D. have been received C. as per China Insurance ClausesA. particular/extra,B. required,C. premium for the extra risksD. would be charged toA. make,B. promptly / as soon as possible,C. ask/ need/ hopeD. on or before May 31 / on May 31 at the latestB. as you require,C. if you agree,D. difference in premiumIII. IV.V. cover, individual, available, suitable for, which, in which, be grateful, so that, assure, require1. We would like you to arrange an all risk open cover policy for our chinawareshipments which we intend to export over the next three months.2. If you can offer us competitive rates, we will consider further policies with you onother shipments.3. As we now desire to have the shipment insured at your end, we shall be pleased ifyou will arrange to insure the goods on our behalf against All Risks for 110% of the invoice value.4. As requested, we have covered your order with PICC, and the insurance policy willbe sent to you through the bank together with the other shipping documents.5. We had the case opened and the contents examined by a local insurance surveyor inthe presence of the shipping company’s agent.1. In the absence of your definite instructions about insurance, we have covered yourordered goods against W.P.A. for 110% of the invoice value as usual.2. We have noted your request for insurance against War Risk. But, as you know, ourCIF quotation includes W.P.A. only. Therefore, if you require this additionalVI. VII.coverage, the extra premium will be borne by you.3. If the buyer finds after inspection that the goods are damaged, he has the right to filea claim with the underwriter against a surveyor’s report wit hin 30 days of the arrivalof the goods at the port of destination.4. We regret to inform you that of the invoiced 12 laser printers in Case No. 8, five werefound upon arrival to be badly damaged. (OR: We wish to inform you that Case No. 8 was invoiced as containing 12 laser printers, five of which were regrettably found upon arrival to be badly damaged.)5. The People’s Insurance Company of China is a large state-owned enterprise, whichenjoys the reputation of settling claims promptly and equitably and has agencies in the main ports and areas throughout the world.1. With no definite instructions from you even at the end of last month, we could not buteffect insurance against W.P.A. as usual so as to avoid delay in shipment.2. If you prefer insurance under Institute Cargo Clauses, we shall be pleased to comply,but the difference in premium, if any, shall be for your account.3. We had the goods examined by a surveyor upon their arrival and found that fourteencases were broken. Now we enclose a list of the damaged goods.4. The surveyor’s report shows that these goods are unsalable. Therefore, we have to askfor immediate replacements.5. Thank you for your fax of October 22, quoting us your present rate for All Risks.Now we wish to insure with you the following consignment:Dear Sir/MadamWe have received your quotation of November 5, which we find quite competitive. We would be glad if you would cover us against All Risks, warehouse to warehouse, to the value of Can$274,895.--, on 15 (fifteen) cases of ceramic handicrafts, from Qingdao to Vancouver by M. V. Seagull.The certificate must reach us by the 17th at the latest, since it has to be presented with the other documents to the bank with which a letter of credit has been opened.We look forward to your prompt reply.Yours sincerelyUnit 6I. 1.6. B/DB/D2.7.A/BA/B/C3.8.DC/D4.9.CB/C/D5.10.B/CA/B/C/DII.III. IV.V. 1. We are glad to have obtained your name and address from our Commercialcounsellor’s Office and learned that you can supply a special kind of detector, Model DA-880k, which can test the degree of air pollution.2. Should you not have what we want but a similar article of better quality, pleasesupply it instead, provided the price is not more than 10% higher.3. As requested, we shall draw on you at 60 days’ sight for the amount of our invoice, acopy of which is enclosed and the original sent to the bank.4. Since our L/C reached you as early as the beginning of last month, we hope you willmake delivery at the stipulated time, for any delay will cause us great inconvenience and considerable financial loss.5. There was a slight delay owing to the breakdown of a machine, which held uppacking for two days, but as we knew it would not affect the delivery limit, we did not inform you.to ensure, reach, follows, is wrapped, being packed, separated, to hold, are secured, has answered, receiving1. If cartons are used, please supply each chemical in strong polythene bags to ensureprotection from damp.2. A light case reinforced by battens would meet your requirements and be muchcheaper than a solid wooden case, as the former would be non-returnable.3. When the various items of your order are complete in our warehouse, we will packthem into bundles of suitable size for shipment.4. Please make our order up into bales of about 200 kg. each, covered with waterprooffabric and strapped vertically and horizontally with metal bands.5. All polished parts of the machine are to be wrapped and generously padded to avoidscratching and knocking against the container.1. Export crates for goods of the type you name are completely enclosed by plywood,and firmly battened.2. Export orders are put up in strong cases, cleated and wire-strapped. Solid packing andstuffing inside the cases gives protection from vibration and jarring.3. All powders are wrapped in polythene bags and then packed in tins, the lids of whichare sealed with adhesive tape.4. Valves and all delicate parts are to be wrapped in soft material and firmly packed incardboard boxes. These in turn are to be packed in cases in such a manner that movement inside the cases is impossible.5. We give you on the attached sheet full details regarding packing and marking. Thesemust be strictly observed.VI. VII. 1. In order to reduce damage in transit to a minimum, we have to insist that the goods bepacked / on having the goods packed / on your packing the goods in sturdy wooden cases.2. The transparent packaging enables the customer to see clearly / offers the customer aclear view of the graceful shape and the beautiful colors of the porcelain inside.3. The transparent packaging facilitates/ is suitable for sales in supermarkets,department stores, and other retail outlets.4. Though cartons cut down packing costs, our customers are worried that theunderwriter may shirk his responsibility and refuse compensation, shifting the blame onto packing in unseaworthy cartons.5. We have discussed the matter of packing with the manufacturers several times andcan assure you of their full cooperation.Dear Mr. MertonWe thank you for you letter of June 26, and would like to confirm that we are still offering our Phoenix range at the prices quoted in our letter of June 15. We are sure that you find these prices quite competitive.Meanwhile, we understand your concern over packing and wish to give you the following details:Each vase is wrapped in a polybag, and then put in a foamed plastic casing, which is in turn placed in a decorative cardboard box. These boxes are packed in specially designed polythene-lined strong cardboard cartons, twelve to a carton, so that no movement inside the cartons is possible.Besides, on the outside of each carton are clearly stencilled in fadeless ink such warning marks as “FRAGILE” and “HANDLE WITH CARE”.We hope you will agree that we have taken every possible precaution to ensure the safe transportation of our products.We look forward to receiving your order.Sincerely yoursI. 1. We are pleased to have received your L/C No. F-07567 but regret to find that someterms in it do not conform to contract stipulations. You are therefore requested tomake the following amendments immediately to enable us to effect shipment in time.2. Under the present circumstances, our usual practice is to return the goods to you. Butconsidering the close relationship between us, we now ask you to reduce the price by40% and reimburse us immediately.3. The customers here have always been satisfied with your products. However, someEuropean manufacturers have recently launched new models, and these are catchingon very fast. In view of the increased competition, we wonder whether you canimprove your present designs.4. We have received your inquiry of October 18 and appreciate your interest in ourmicrowave ovens. For you information, our products are superior in quality andcompetitive in price. To give you a general idea of the various models we deal in, weare enclosing our latest leaflets for your reference.5. Having seen samples of your products, we are prepared to give them a trial, providedyou can guarantee delivery on or before March 31. The enclosed order is placedstrictly on this condition.II. 1.2.3.4.5.6.7.8.9.10. A. Since there is, C. this month, D. the goodsB. isC. instructA. liable for, C. they areB. to the contraryD. to advanceA. shipping, D. earlierA. these circumstances,B. hold you, D. the wrong deliveryA. it our duty, D. have got / haveA. cause you inconvenience,B. but as,C. are fully committed,D. kindly / fully/III. IV. ordered, have been despatched, arranged, (are) numbered, is arriving, sailed, have been handed, opened, will pay, will be1. We are pleased to inform you that your order no. 32 has been despatched, packed intwelve 100 kg. cases, in accordance with your instructions.2. In view of the urgency of the order, we have despatched it today by air, so that thegoods should reach you tomorrow.3. Our rates are subject to alteration without prior notice, except in the case of specialcontract.4. We have connections throughout the world and as a result of our wide experience wecan advise you on suitable packing and method of transport for any country to which you wish to export.V. VI. VII. 5. As you have been informed in one of our previous letters, the users are in urgent needof the machines contracted and are in fact pressing us for an early delivery.1. We have already executed that part of your order which we could supply from stock.The remainder may be subject to a delay of four to six weeks.2. We shall be glad to know frequency of sailings, lowest rates for large shipments, andgroupage rates for small consignments.3. The goods under your order No. 297 have been packed and are ready for despatch,and we would be pleased if you would fill up, sign and return the attached instructions form as soon as possible.4. You can save both time and money by letting us handle all shipping and Customsformalities for you.5. To assist you in introducing our products into your market as early as possible, weagree to advance the initial shipment of 1/3 (one third) of the total quantity from June/July to April/May.1. The quantity of this parcel to be shipped to your port is so small that no vessel wouldlike to call there. We therefore hope that the wording “Transhipment is allowed” can be included in the contract. (OR: Since the quantity of this parcel is too small to induce any vessel to call at your port, we wish to have the clause “transhipme nt is allowed” indicated/stated in the contract.)2. Containerized transportation owes its great popularity to its easy operation, speedycirculation/distribution of goods and direct forwarding of commodities from manufacturers’ premises / the point of manufacture to supermarkets.3. Although our L/C was opened two months ago, we regret that having contacted ourlocal forwarding agents several times we are told that the ship on which you assert shipping space has been booked has not yet reached your port.4. We are disappointed that Speedsure Cycles Ltd., to whom we entrusted the shipmentof your order, failed our expectation, and we have to apologize for the great inconvenience caused.5. If you want to have the goods shipped in containers, we shall be pleased to comply. Ifnot, we shall ship the goods in our customary packing.Dear Mr. ArnoldRe: Order No. 896 S/C No. 980927From your letter of October 20 concerning the captioned S/C, we understand that instead of the stipulated two equal shipments in January and February, 1999 respectively, you now wish to have 80% of the total quantity shipped in November and the balance in December this year.In reply, we wish to inform you that although we have the required quantity in stock, your request came too late for November shipment, especially because direct sailings for yourport are few and far between. Besides, the relevant L/C is yet to be opened.Therefore, we would suggest that 80% of the total quantity be shipped in December this year and the balance 20% in January, 1999, provided your L/C reaches us not later than November 20.Please let us know promptly whether this arrangement is convenient to you.Unit 8I. 1.6.DA/B/C2.7.A/CA/B/D3.8.BA/C/D4.9.BC5.10.CB/DII. 1.2.3.4.5.6.7.8.9.10.C. cartons” instead of one-dozen cartons D. (Place D between A and B.)B. /, D. /D. (Either place D at the beginning of the sentence, or cross it out and change B into “small firms' entry”.)A. have received with thanks,B. but,C. to inform you,D. (Place D right after B.)B. your available itemsA. There is,B. ladies' garments for exportC. exquisite in workmanship,D. exactly the / the veryA. reduce the price by USD2.--,B. per yard,C. the expansion of,D. businessA. compare it with,B. it by 20%,C. we do not think it is,D. to conclude a transactionD. /B. the following / the following several,C. conformIII. IV.have given, to open, covering, is stipulated, be shipped, would/will appreciate, would/will fax, airmail, listed, is / has been effected1.With regard to terms of payment, we regret being unable to consider your requestfor D/A at 60 days' sight.2.Please let us know upon receipt of this letter what difficulties you actually have inopening the L/C.3.However, on going through your L/C No. 123 we regretfully find several clauses tobe amended.4.Much to our regret, we are unable to comply with your request for an extension of。

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

1.From the latest issue of Computer W orld we have learned about your Finance Guide software package.W e would appreciate it if you could send us a descriptive booklet.从最近一期的《电影世界》我们得知了你们的“财务指南”软件包。

如有说明书请寄一册。

我们将不胜感激2.W e were impressed with the vehicles you displayed at the Beijing Trade Fair. Please quote your prices onFOB basis for the automobiles listed above.你们在最近的北京贸易博览会上展出的汽车给我们留下良好的印象。

请对以上所列的各款汽车报你方的FOB纽约价格。

3.Please let us know if you can supply the lines of goods specified in the enclosed list. W e would appreciateit if you would send us a copy of price list and terms for your exports.请告诉我们你方能否提供本函所附清单中列明的各类货物。

如能寄有关的出口价目表并告知各项出口条件，我们将不胜感激。

4.If the samples are of the standard we require, we will place a substantial order. W e are looking forward toreceiving your firm offer by March 5.倘若样品符合我们所要求的标准，我们将会大量订购。

新编函电课后答案第2单元到第4单元新编商务英语函电练习答案Unit 2 The Structure and Styles of BusinessLetters1.A rrange the following information in a proper form as they should be set out in a business letter(Omitted)2.R ead the following letter and try to point out the problems in this letter1)The writing and position of the date arewrong. The date should be spelt like “June 7th, 2006”.2)The position of “attention”is notcorrect. The attention line should be placed above the salutation line in a letter. But in this letter, there is not need to write attention line, for the insideaddress indicates that this letter is only addressed to that Department.3)Dear Sirs should be changed into“ Dear Clara J. Smith4)Delete the “Best wishes” line.3.F ill in each of the blanks in the following letter with an appropriate word or expressions given in the box.1.s et2. attention3. comparable4. but5. appreciate6. fresh7. dependable4.W riting PracticeDear Mr. Liu,Thank you for your letter in which you ask me to tell you about ways to keep your letter a neat appearance.There are some ways to help us to keep letters a clear and neat appearance, andthey usually vary to a great extent, but the following are some well-accepted guidelines: ●Leave a good margin on both sides (2-5cm) and on top and bottom (3-5cm);●Use quality paper for both your letter and envelope;●Use a good printer, preferably a laser printer, to achieve the best position effect;●Eliminate spelling mistakes and use good English.Hope that these can help you a lot.If you have any questions, please let me know.Zhang LuyuanUnit 3 Establishing Business Relations1. Put the following terms or phrases from English into Chinese or vice versa.(1) ⼯艺(2) ⽬录(3) 领事(4) 价格单(5) 专营(6) 促进……销售(7) by separate mail (8)to enter into…relations with…(9) in compliance with their requirements (9) to open up a market in China(11) stable financial status (12) to enjoy high popularity2. Fill in the blanks of the following letters with the words given below, and change the form when necessary.1 owe2 informed3 interested4 establish5 purpose6 opportunity7 specializing 8 reputation9 proposal3. Complete the following sentences with the Chinese given in the brackets.(1)would like to establish business relations with your company(2)take immediate measures(3)place large and regular orders(4)known for their superior quality and fine workmanship; both at home and abroad(5)take this opportunity; specializing in electronic equipment(6)by the commencement of some practical transactions(7)We owe your name and address to the Commercial Counselor’s Office of the Chinese Embassy in your country(8)We would like to introduce our company as one of the leading exporter ofsilk products(9)in close contact with all the distributors here4. Translate the following letter into English.Dear Sirs,We owe your name and address to the Commercial Counselor’s office of the Chinese Embassy in Paris, through whom we understand that you are interested in doing business in China.We take this opportunity to introduce ourselves as one of the important dealers in the line of communication equipment in China for many years. We should appreciate your catalogues and quotations of your products, and we shall gladly study the sales prospects in our market.We will appreciate your early reply.5. Writing practiceDear Sirs,From the Chamber of Commerce of Beijing, we have come to know the name and address of your firm and we shall be pleased to enter into business relations with you.We specialize in the exportation of various electric machines which have enjoyed great popularity in the world market. At present, we mainly supply machines made in China at competitive prices.We send you separately by airmail a copy ofthe latest catalog. Please let us know if there are any items, which are of interest to you and we look forward to receiving from you specific enquiries.Yours faithfully,Unit 4 Inquiries and Replies1. Put the following terms or phrases from English into Chinese or vice versa.(1) 特别折扣(2) 最新价格单(3) 现⾦⽀付(4) 形式发票(5) 回应(6) 宣传册(7) supply from stock (8) enclosed (9) bulk transactions (10) business scope(11) sold items (12) operating instructions2. Fill in the blanks of the following letterswith the words given below, and change the form when necessary.1interested 2 obliged3 quotation4 inform5 purchase6 prefer7 quantities 8 discount9 convinced3. Complete the following sentences with the Chinese given in the brackets.(1) the most well-known producer of sweaters for ladies and men(2) enclosing our latest illustrated catalogue and price list(3) pay by irrevocable L/C at sight(4) information on our other products(5) their superior quality and competitive prices; help you enlarge your market shares (6) can supply from stock; the lowest quotation FOB Shanghai(7) are interested in your products; have your quotations for the following items(8) since the date of receiving the order(9) sending you the pro form invoice in quadruplicate(10) not binding on our party4. Translate the following letter into English.Dear Sirs,Microwave oven SU472Thank you for your fax of June 17 requesting us to offer firmly our Microwave oven SU472. This morning we faxed to offer you 3000 sets of SU472 Microwave Oven at ________US dollars per set FOB Shanghai, shipped in August and September. This offer is firm, subject to acceptance by July 20.Please note we offered you the most favorable price and are unable to entertain any counter offer.As regards SU472 Microwave oven, we would like to inform you that we have made other offers for the current stock. However, if you give us an acceptable price, you are likely to get them.You know well that recently the raw material prices have been increasing sharply and this will definitely cause the prices of microwave oven to rise. Therefore, you will benefit from this increase if you make a prompt reply.Yours faithfully,5. Writing practiceSituational writing 1Dear Sirs,We are a company that imports and exports hardware products and we have enclosed our company’s brochure for your reference.We have learned from one Spanish company of the same trade that you are a producer of hardware items in Italy. We are interested in the hardware products made in Italy, for there is a steady demand in our market for them.We will be appreciative if you send us a copy of your latest catalogue and price list, with details of your price, terms of payment, discount policies, and range of your products.We look forward to hearing from you soon.Yours faithfully,Situational writing 2Dear Mr. John,We thank you for your inquiry of June 23 and are pleased to send you our latest illustrated catalogue and price list for our steal cleats. We feel confident you will be satisfied with our goods because they are both excellent in quality and reasonable in price.As for your requested quotation, we can reassure you that there is no problem in granting you the term on per kilo CFR Liverpool basis.We also produce a wide range of steel products in which we think you may beinterested. They are fully illustrated in the catalogue and are of the same high quality as our cleats.We look forward to hearing from you.Yours faithfully,Situational writing 3We have learned your name and address from the latest issue of Digital World and are interested in your newly designed TF58 digital cameras.We are one of the largest importers of digital products in China, and have wide connections with the local distributors in most large cities.In order to acquaint us with functions and workmanship of your cameras, we shall bepleased if you could send us your catalogue, some samples and other necessary information on TF58 digital cameras.You are kindly requested to quote your best CIF C5% Tokyo prices. Your immediate attention to the above is appreciated.Yours faithfully,。