外贸英语函电第五版尹小莹书后练习翻译答案

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 ; 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.。

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

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

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

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

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

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

外贸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 LetterI.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 the letter head; the date; inside name and address; saluation; the body of a letter(message); the complimentary 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 conventional indented style; the modern block style and the modified block style. I like the modern block style, 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 the letter,usually hand-written side by side with or below the signature and enclosure parts, where there 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 Y ork Road, ChicagoIllinois, USADear Sir,Yours sincerely,IV. Arrange the following both in a blocked form and indented form as they should be set out 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 you do first?If we want to open up a market to maintian or expand business activities, what we should do first is to conduct a market research,from which we shall know thoroughly about your product(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 established firms, especially about their creditinformation.3. Through what channels can one obtain the desired names and addresses of the companies to be dealt with?We can get the desired names and addresses of the companies through the following channels: Some b2b websites, such as /doc/90b4c9880622192e453610661ed9ad51f11d5403.html ; some governmental or oganizational websites, such as /doc/90b4c9880622192e453610661ed9ad51f11d5403.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 or yahoo.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 the information of your potential customer; second you should provide necessary information about yourself; 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.我们愿意在平等互利的基础上和贵公司建⽴业务关系。

外贸英语函电课后练习参考答案（中英文对照版）课后翻译（汉译英）：Module Two1.我们从中国驻东京大使馆商务参赞处得知贵公司的行名和地址，并了解贵公司是经营家用电器产品有经验的出口商We obtained your name and address from commercial counsellor’s office of the Chinese embassy in Tokyo. They have informed us that you are experienced exporter in the market for home electrical appliances.2.我们的一个客户对你们的新产品感兴趣One of our customers is interested in your new production.3.我们的一个日本客户想要购买中国红茶One of our customers in Japan wants to be in the market for black tea.4.如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意As you know, our policy is to trade with merchants of various countries on the basis of equality and mutual benefit.5.我们希望你方尽最大努力促进业务又增进友谊。

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

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

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.。

竭诚为您提供优质文档/双击可除外贸英文书信第五版篇一：外贸英语书信练习答案5-14外贸英语书信练习答案（5-14课）Lesson51.wearetheleadingimporterofelectricgoodsinLagos2.wehandletheimportbusinesofelectricgoods3.electricgoodsfallwithinthescopeofourbusinessactiv ities4.wewishtoestablishbusinessrelationwithyourcorporat ion5.weareinterestedinyourcottonpiecegoodswehaveintentionofbuying---------wewouldliketobuy-----6.wearegreatlyinterestedin---7.weenclose(sendyouherewith)anenquirynote兹8.pleasequoteusyourlowestpricecIFLogosfor1000pieces of24〞fansassoonaspossible.orpleaseletushaveyourlowestquo tationofcIFLagosfor---9.wehavevariouskindsofcottonpiecegoodsavailablefore xport10.weexpectthatyouwillletushaveyourspecificenquirya sap11.welookforwardtoyourfavorablereply12.samplesandquotationsatfavorablepricewillbeimmedi atelysentyouuponreceiptofyourspecificenquiry 13weencloseaprice-listandabrochure14.wemayaddherethatweimportlargequantitesofchina-ma decottonpiecegoodseveryyearLesson61.Ifyoufallinwithourproposal,pleaseinformusofyourbe stpaymenttermsandbankreference2.wesuggestyouplaceanorderatoncebyfax.otherwise,wec an’twarrantpromptshipment.3.Alltheitemslistedinourcatalogueenclosedarenowkept inourstockandreadyforimmediatelyshipment4.Tocoverourshipment,werequestyoutoestablishacommer cialletterofcreditinourfavorforthecontractedamountt hroughanAmericanbank.5.weadviseyoutopurchaseimmediatelytheseblanketsnowi nstock,becausefreshsuppliesfromourfactorywillrequir eaconsiderabletime.6.sinceweareinsoadvantageousasituationastomeetyourr equirementatcompetitivepricesandwithpunctualshipmen t,wesolicityourimmediateshipment.7.Recentlythepricesofrawcottonhassoaredconsiderably,butweareinapositiontoexecuteyourorderattheformerpr ice,becausewehavealreadybroughtthecottoninalargequa ntitybeforetheadvanceinpriceofthematerial.8.YouarerequestedtofurnishuswithyourownsamplesofRay onhandkerchiefsnearestindesignandqualitytothoseween closedhere.9.Ifyoufeelmuchinterestedinourbusinessproposal,plea sesendusthesamplestogetherwithyourbesttermsandcondi tions10.Ifthesamplesyousentusarefoundsuitableforourtrade ,wehaveconfidencetoplacealargeorderwithyou,towhichy ouarerequestedtogiveasubstantialdiscount.Lesson71.Theuniquequalityofthegoodsenjoyfastsale2.Inordertopromotetheseproducts,alltheitemslistedab ovearegiven10%specialallowanceinpricewithintwomonths3.Ifyouplaceanorder,weareabletosupplyyouwithgoodsin stockandwithyourcourtesyoftheotherproductswesell.4.wearesurethatyouwillbesatisfiedwithusfromtheexcel lentqualityrawmaterialsprovided.5.Allthestockswillfurtherreduce2%-3%inpriceonaverag elowestpricewequoteasusualfrombeginningofAugust2nd6.Thesweatwesuppliedwillbesurelyfitandfine.Lesson11p63II1wehaveseenyouradvertisementin “theoverseasjournal”andshouldbegladtohavepricelistanddetailsofyourterms.2pleaseletusknowthepriceofthebambootoysasadvertised inyesterday’s“newYorkTimes”andtheearliestpossibledateofdelivery.3pleasequotaonyoursuperstonebuttonasadvertisedinthe Augustissueof“Ambassador”andpleaseletushavetheearliestpossibledateofdelivery.4wesellallkindsoffurnitureinphilippines.5weareinterestedinitem466andbelievetheywillenjoygre atsaleinourcountry.6weareinterestedintheJackknifeillustratedintheno.4c atalogue.pleasequotethelowestprice,thebestdiscounta ndtheearliestdateofdelivery.7pleaseletusknow(inform)whatdiscountsyougiveforlarg equantities.8wewillallowyou5%discountwhen100dozenpiecesormorear eordered.Lesson12p681furnishyouwithalltheinformationyoumayrequireconcer ningourcreditstandingaswellasourmannerofdoingbusine ss.2youwouldgiveusyouropiniononthefinancialstatusandre liabilityoftheabovecompany.3enjoyingagoodreputationinbusinessfortheyalwaysmeettheirobligationspunctual ity.4ofgoodreputationanhavelargefinancialreseries.5notexpressanopinionofthisfirm.6betreatedasconfidential7andencloseapostalreplycoupon.Lesson13p711wearepleasedtoknowthatyouareinterestedinourleather shoes.wehavealargeamountofgoodsinstock.2Astoitemno.312,pleaserefertoourletterdatedJune5no. 218.3wealsoenclosedtheinstructionandotherinformationfor allourleatherproducts.4wesendyouonerevisedcatalogueandonepricelistbysepar atemail.wehopeyouwillbeinterestedinourchinaware.5Theenclosedspecificationdescribesthemanysuperiorfe aturesofeachmodel.6wearepleasedtosendyouageneralcataloguewhichlistsou rcompletelineofchinaware;wehopeyouwillfindprice,qua lityanddesignsatisfactory.7wehavealotofgoodsinstockandarepleasedtosendyoupatt ernsinvariouscolorsasrequest.Lesson14p71I1weacknowledgewiththanksreceiptofyourinquiryofJune1 1.Yourletterrequestacatalogue.2pleaseadviseusbyfaxofthepossibilityofsellingourpro ductsonyourmarket.3wewishtoinformyouthatwearewellconnectedwithelectri caplliancebusinessinbeijing.4wewilldefinitelyplacea largeorderwithyou,providedthatyourproductsareofgood qualityandreasonableprice.5Itwillbeappreciatedifyoufaxusyourbestfirmoffer.Ⅱ1.ThereisapossibilityofincreasingdemandfortheRayonT extiles2.Ifyourpricesarereasonable,wewillgiveyoualargeorde r.3.wesuggestthatyouquoteuscompetitivepricesbecauseou rorderwillbelarge4.Youwillpleasenotethatthesequotationsareopenforawe ekonlybecausetherearefrequentfluctuationsinthemarke tprice.5.pleaserushusyoursamplebookandquotationlist.6.Ifyourproductagreeswiththetasteofourmarket,wewill placealargeorderwithyou7.Kindlygivethismatteryourpromptattention8.wearehappytohaveyourfriendship,andwewilldoallinou rpowertodeserveyourconfidence.IIIgentlemen:wewouldtohaveyourbestfirmofferforFancybuttonsforspr ingcoatno.12andno.81pleasesubmitspecification,prefe rablywithillustrations.pleasequoteFobchinaportpricesandspecifyyourminimume xportquantities.besides,pleaseletusknowaboutthepacking,weights,deli veriesandotheressentialdetails.wearelookingforwardt oyourreplyYoursverytruly.篇二：外贸英语书信大全外贸英语书信大全01.请求建立商业关系wehaveobtainedyournameandaddressfromAristoshoes,mil an,andwearewritingtoenquirewhetheryouwouldbewilling toestablishbusinessrelationswithus.wehavebeenimport ersofshoesformanyyears.Atpresent,weareinterestedine xtendingour,rangeandwouldappreciateyourcataloguesan dquotations.Ifyourpricesarecompetitivewewouldexpecttotransactasignificantvolumeofbusiness.welookforwar dtoyourearlyreply.Verytrulyyours.从米兰Aristo鞋类公司取得贵公司和地址，特此修函，祈能发展关系。

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.。

外贸英语函电课后翻译中英对照Unit 2 P241.Your letter of September 2, 1994 has been received. We are glad to inform you that the articles required by you fall within the scope of our business activities. 你方1994年9月2日来函收到。

我们很高兴告诉你，你所要的商品属我公司的经营范围。

2.The Bank of China in your city has informed us that you are importers of textiles. We specialize in the export of textiles and are willing to enterinto business relations with you.你地中国银行函告，你们是纺织品的进口商。

我们专营纺织品出口业务，愿与贵公司建立业务关系。

3.In compliance with your request, we are sending you a range of cut samples of our cotton piece goods. We hope they will arrive in time and be found to your satisfaction.遵照你方要求，我们正寄上一套布匹剪样。

希望这些样品能及时到达，并使你满意。

4.We have received your letter of September 4 informing us that you find our canned meat satisfactory and that you consider placing a trial order with us. 你方9月四日来函收到。

Unit 21. C D B B B B D C B B2. (1) regards, say (2) specialized, with (3) with, by (4) If, interesting, enquiry (5)available (6)popularity (7) finances,to (8) compliance3. (1) 我公司是该地区电子产品的主要进口商之一，我们借此机会与贵方接洽，希望与贵方建立贸易关系。

We are one of the leading importers dealing in electronic products in the area, and take this opport unity to approach you in the hope of establishing business relations.(2) 我公司经营机械设备的进出口业务已多年，我们的产品在许多国家享有盛誉。

We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.(3) 承我国驻北京大使馆商务参赞处介绍，得知你公司的姓名、地址。

We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing.(4) 我们了解到你们是日用化学品制造商。

我们有一客户想要购买贵国化妆品，如能立即航寄目前所能供之货的目录及价格表，我们将不胜感激。

We are given to understand that you are a manufacturer of daily chemicals. One of our clients inte nds to buy cosmetics from your country. We will appreciate it highly if you can airmail the catalogue and the price list of your products available at present.(5) 有关我们的资信情况，请向中国银行上海分行查询。