国际商务函电课后习题答案

《国际商务英语函电辅导用书及练习答案》主编：梁晓玲副主编：王平陈维秀黄荔青编委：李珍吴雯黄春蕾编写说明随着我国经济的发展以及加入WTO后，我国经济将更多地融入世界。

我们的企业将更直接地参与国际竞争。

要想在竞争中取胜，就必须造就一大批基本功扎实、操作能力强并具有创新精神的外贸实用型人才。

为提高外经贸业务人员的专业英语水平和熟练运用英语函电的能力，我们在现行全国各种大中专院校使用的对外经贸英语函电教材的基础上参考了大量的外经贸往来函电实例，结合多年教学工作实践并按照《21世纪高职高专新概念（财经类）系列教材》编写要求，本着易于高职高专学生接受、理解的原则，尽可能贴近业务实际以及学生特点，做到准确精练、深入浅出，突出实用性、可能操作性，我们组织了从事外经贸业务和外经贸英语教学的专家、学者以及从事教学工作多年的高中级教师编写了《国际商务英语函电》教材。

为了更好地使用《国际商务英语函电》这本教材，方便广大教师的教学，满足学生及外经贸界人士自学的需要，我们编写了这本与教材相配套的辅导用书以及每课的译文和练习答案供参考。

在编写过程中，我们查阅了有关专家、学者的著作论文、有关教材的内容，在此表示感谢。

由于本教材遵循的是新的编写思路，编写中难免出现不当和疏漏之处，望广大使用者批评指正，以期本教材能为高职高专英语函电教学做出新的贡献。

编者2005年6月CONTENTSChapter I Layout of Business LetterKey to Chapter IChapter II Establishing Business RelationsLesson One Self-IntroductionKey to exercisesLesson Two Request for the Establishment of Business Relations(A) A Letter from an Importer(B) A reply to the AboveKey to exercisesLesson Three Credit EnquiresKey to exercises and skill trainingChapter III Enquiries, Offers and Counter-OffersLesson Four (A) A General Enquiry for Wool Material(B) A Reply to the AboveKey to exercisesLesson Five A Special EnquiryKey to exercisesLesson Six A Non-Firm OfferKey to exercisesLesson seven A Counter-OfferKey to exercises and skill trainingChapter IV Conclusion of BusinessLesson Eight An OrderKey to exercisesLesson Nine (A) Repeat Order(B) Declining a Repeat OrderKey to exercisesLesson Ten (A) Sending a Sales Confirmation(B) Counter-Signature LetterKey to exercises and skill trainingChapter V PaymentLesson Eleven Asking for D/P PaymentKey to exercisesLesson Twelve Declining D/A PaymentKey to exercisesLesson Thirteen (A) Modifying Terms of Payment(B) A ReplyKey to exercises and skill trainingChapter VI Establishment and Extension of L/C,Amendment to L/C Lesson Fourteen (A) Urging Establishment of L/C(B) A ReplyKey to exercisesLesson Fifteen Asking for Extension of L/CKey to exercisesLesson Sixteen Asking for L/C Amendment (1)Key to exercisesLesson Seventeen Asking for L/C Amendment (2)Key to exercises and skill trainingChapter VII ShipmentLesson Eighteen （A）Urging Shipment(B) Reply(C) Urging Shipment(D) ReplyKey to exercisesLesson Nineteen （A）Asking for Transshipment and Partial Shipment(B) ReplyKey to exercisesLesson Twenty Information on Container ServiceLetter（A）Letter（B）Key to exercisesChapter VIII PackingLesson Twenty-One Packing RequirementKey to exercisesLesson Twenty-Two Inner PackingKey to exercisesLesson Twenty-Three Outer PackingKey to exercises and skill trainingChapter IX InsuranceLesson Twenty-Four Asking for CFR TermsKey to exercisesLesson Twenty-Five Asking the Seller to Cover InsuranceKey to exercisesLesson Twenty-Six Insurance ClauseKey to exercises and skill trainingChapter X Complaint and ClaimsLesson Twenty-Seven Complaints of Wrong Goods DeliveredKey to exercisesLesson Twenty-Eight (A) Claim for Short Weight(B) Reply—Settlement of the ClaimsKey to exercisesLesson Twenty-Nine (A) Claim for Improper Packing(B) Declining the ClaimKey to exercises and skill trainingChapter XI AgenciesLesson Thirty (A) Asking for Sole Agency(B) An Unfavorable ReplyKey to exercisesLesson Thirty-One A Favorable Reply to the Request for Sole Agency Key to exercisesLesson thirty-Two Sole Agency AgreementKey to exercises and skill trainingChapter XII Other International Business ActivitiesLesson Thirty-Three Joint VentureKey to exercisesLesson Thirty-Four Compensation TradeKey to exercisesLesson Thirty-Five InvestmentKey to exercisesLesson Thirty-Six BiddingKey to exercises and skill trainingAppendixesAppendix I Electronic Mail (E-mail)Appendix II FaxAppendix III TelexChapter ILayout of Business letter商业书信的撰写是一项基本的商业活动。

1吉辰服装进出口公司是一家快速发展的私营外贸公司，成立于1997年，主要经营各类服装，特别是出口的牛仔裤，因时尚的外观设计和优秀的品质深受广大海外客户的欢迎，产品远销到欧洲、中东和北美地区。

2009年10月6日，公司因国外客户需要，在国内寻找合适的牛仔裤生产厂商。

请你以出口部业务员李兵的身份，给在网上找到的鹏飞制衣厂的王勇厂长写一封就男式靴式牛仔裤询盘的信函。

2加拿大Carters Trading Company, LLC的业务员Joe Brown先生在2009年广交会上看到了南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的产品，对他们的Hand-made Gloves非常感兴趣，也与该公司的业务员Cathy Lee取得联系，并索取了相关资料。

回国后经过市场调查，Joe Brown先生于2009年10月11日向南京德创伟业进出口有限公司的业务员Cathy Lee发去询盘并索要样品，请你帮Joe Brown先生撰写这封函电，对方的邮件地址为*************。

3假设你是恒弛实业有限公司的业务员Leon，一客户给你公司发来邮件，表示对你们公司的产品质量很满意，认为你方报价偏高，要求你们减价。

你方收到信后，经过研究，认为你方的报价与现行价格相符，因此拒绝对方的还盘。

请你给该客户回一封函电表明你方观点，写信时间为2009年10月14日。

4假设你是加拿大Carters Trading Company, LLC的业务员Joe Brown，南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)给你公司发来邮件，向你发盘，你认为价格过高，向对方还盘，要求降价10%。

写信时间为2009年10月13日。

5假设你是吉辰服装进出口公司的业务员，你与一进口客户经过交易磋商达成一致后，收到了客户订单，请你给对方回一封接受函电，写信时间为2009年10月22日。

国际商务英语函电参考答案Key to Skill TrainingI. Write a letter in English asking foramendments to the following letter of credit by checking it with the given contract terms. Dear Sirs,Thank you very much for your L/C No. BOC92/10/05. However, upon checking, we have found the following discrepancies and would appreciate it very much if you will make the necessary amendments as early as possible so as to facilitate our shipping arrangement:1. The amount of the credit should beCAN$125,000 (Say Canadian DollarsOne Hundred and Twenty-five ThousandOnly) instead of CAN$120,000.2. The Bill of Lading should be marked “freight prepaid” instead of “freight to collect”.3. Please delete Insurance Policies (or Certificates) from the credit.4. The port of destination should be Vancouver instead of Montreal.5. The goods are to be in tins of 340 gramsinstead of 430 grams.6. The credit should expire on December 15,1992 for negotiation in China insteadof November 30, 1992.We await your early amendments.Yours faithfully,II. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms.Dears,We are pleased to have received your L/C No. LOC 5797 against S/C No. 03-331.However, we found some points that do not conform to the terms in the contract and would request you to make the following amendments: 1) The amount in words should read “SayRenminbi Four Hundred Seventy-sevenThousand Five Hundred Only”.2) Add the wo rding “as per CIC of January 1st, 1981” to the insurance clause.3) Insert “C2%” after “CIF”.4) Time of shipment should be “August 31, 2003” instead of “July 31, 2003”.5) The port of destination should be Rotterdam instead of Liverpool.We thank you in advance for your cooperation.Sincerely yours,III. Write a letter for amendments according to the following note .July 30, 2004Fuji Trading Co., Ltd.Yamashita-cho, Naka-kuYohohamaDear Sir or Madam,Thank you for your L/C No. MMK7664 issuedby NALABILU BANK YAKOHAMA BRANCH.But when we checked its clauses we found with regret that your L/C calls for the Bill of Lading, which we are of course unable to obtain, for it is agreed in the contract that the goods will be dispatched by air cargo so as to ensure freshness.Further more, your L/C also requires Manufacturer’s Certificate, which is not included in the contract. In fact, the contracted commodity is a kind of agricultural produce. It is impossible for us to present a manufacturer’s certificate.As to partial shipments, it would be to our mutual benefit if we could ship immediately whatever is ready instead of waiting for the whole shipment to be completed. Therefore, we’d like you to amend your L/C to read as “partial shipments allowed”.In addition, as this is the first time we do business with clients in your country, we request the L/C must be confirmed by a first-class bank, which is also clearly stated in the contract. We shall appreciate it if you can cooperate with us in this respect.Since the first lots of goods is now ready for shipment, we shall be grateful if you instruct your bank to amend the relevant L/C as soon as possible.Yours sincerely,Huaxiang Foodstuff Trading CompanyLi MingChapter VIIShipmentLesson Eighteen(A) Urging Shipment (B) Reply(C) Urging Shipment (D) ReplyI. About the letters:In foreign trade, it is very important that shipment should be made in strict accordance with the prescribed time of the contract. The earlier the shipment is made, the sooner the proceeds can be collected. Letter A &C are from the buyers to the sellers. In the letters, the buyers makes complaints about the sellers’failure in making a timely delivery in a very polite manner and urge the sellers to make timely shipment of their contracted goods as they are in urgent need of the goods. Letter B&D are the sellers’ reply to the buyers. In the letters the sellers explain the reason of the late of the shipment. Meanwhile the sellers inform the buyers that the order has already been dispatched.II. Additional notes:1.approach.vt 与……接洽（尤指初次联系）；处理n. 方法I’m afraid I have to insist that you approach the insurance company for settlement.恐怕我得坚持应由你方向保险公司联系，要求解决。

Unit 2二、1.We, therefore, take pleasure in informing you that we are an enterprise manufacturing shoes.2.The products manufactured here have been proved by a scrupulous test to be sound.3.The designs have been clearly explained in our illustrated catalogue we enclosed.4.We write to you today in the hope of establishing business relations with you.5.We enclose here a copy of our illustrated catalogue about the main items available at present.1.因此，我方欣然告知贵方我们是一家制鞋厂商。

2.本地生产的产品经仔细测试证明情况良好。

3.设计样式已在我方随附的带有插图的目录上清晰地说明。

4.我方今日特致此函希望与贵方建立业务关系。

5.随函附上一份关于目前可供主要产品的带有插图目录。

6.We are looking forward to receiving your early reply.7.You have been introduced to us by Mr. Lee as a prospective buyer.8.We would like to establish direct business relations with you on the basis of equality and mutual benefit.9.We specialize in the export business of light industrial products for more than 30 years.10.If you are interested in any item listed in our catalog, please let us know ASAP.6.期待贵方早日答复。

Chapter II Establishing Business RelationsLesson OneExercisesI. Translate the following expressions:1.cotton piece goods 6.另函2.state-operated corporation ７. 供你方参考3.import and export 8. 商务参赞处4.business lines 9. 盼望5.establish business relations 10. 最新的商品目录II. Translating the following into English:1.We are informed that _______________________________________(你公司是经营化工产品的国营公司).2.We shall let you know our comments_________________________________(一俟收到你方的报价).3.We are ______________________________________(专门从事中国工艺品出口).4.We hope to _______________________________________________(与你们建立贸易关系).5.________________________________(兹航寄) three sample books.6.______________________________________________(我们已经和世界上一百多个国家的商号建立了关系) on the basis of equality, mutual benefit and exchange of needed goods.III. Translate the following sentences into Chinese:1.We have the pleasure of introducing ourselves to you as a state corporation specializing in the export business of canned goods, and express our desire to enter into business relations you.2.Our company is one of the import and export corporations in Shanghai commercial circle authorized by the Ministry for Foreign Trade and Economic Cooperation. We have enjoyed a good reputation in the world market for a long time.3.We are one of the leading exporters of first class cotton and rayon goods and are enjoying an excellent reputation through fifty years’ business experience.4.Through the courtesy of the Chamber of Commerce in Tokyo, we have learned that you have been supplying the best quality foods all over the world.5.We are desirous of enlarging our trade in various agricultural products, but unfortunately have had no good connections in the southern part of Russia. Therefore we shall be obliged if you kindly introduce us to some of the most capable and reliable importers.IV. Translate the following sentences into English :1.承蒙外国商会介绍得知你公司的名称地址。

课后习题答案Chapter OneI. Fill in the blanks with the parts they represent信头letter Head 1日期Date 2封内地址Inside Address 3称呼Salutation 4正文Body 5结尾敬语Complimentary Close 6签名Signature 7事由Subject 8附件Enclosure 9参考号Ref. No. a)经办人Attention Line b)抄送Carton Copy c)II.Match the following words with their Chinese meanings（1）By Airmail 亲收Express Delivery 急件Registered; Recorded 密件Urgent 快件Confidential 私人信件Personal 挂号Private 航空（2）Deputy General Manager 厂长Sales Representative 采购人员Salesperson 副总经理General Manager/ President 销售代表Plant/ Factory Manager 销售员Purchasing staff 总经理（3）St. cityDr. northN. driveS.W roadApt. squareP.O. Box laneRd. avenueCt. southwestSq. ApartmentLa. post office boxAve. streetIII.Translate the following job titles:1. Deputy General Manager 副总经理2. Sales Representative 销售代表3. Salesperson 销售员4. General Manager/ President 总经理5. Plant/ Factory Manager 厂长6. Purchasing staff 采购人员IV. Translate the following address into English address with any type of address1. 美国Reagansvill市Jefferson路3200号Global Vision, Inc公司，邮编CA92040Global Vision Inc. 3200 Jefferson Road Reagansvill, CA 92040,U.S.A.2. 美国New York 市Goldsmith Street, 317号，Language and LiteratureResearch Institute，邮编NY10007Language and Literature Research Institute 317 Goldsmith Street New York V. According to the letter, answer the following questions1. What is the seller’s name, address and telephone number?Name: Royal Grosvenor Porcelain Company Ltd.Address; Grosvenor House, Renfrew Road, Oakley Staffordshire Telephone Number: (743069)760591/2/32. What is the buyer’s name and address?Name: The Colourfloor Co. Ltd.Address: 238Wilton Road, Axminster A Xz AS3. When does the seller write the letter?March 5,20044. What is the subject?Re: China5. What is the style of the letter?Block StyleChapter TwoI. Translate the following terms.1. trade relations 贸易关系2. Chamber of Commerce 商会3. equality and mutual benefit 平等互利4. financial condition 财务状况5.enjoy good reputation 享有盛誉6. 商品目录Commodity Catalogue7. 业务范围business scope8. 一流产品first –class product9. 竞争性价格competitive price10.展览exhibitionII. Choose the best answer to complete the following statements.1-5 DBCAA 6-10 BBCABIII. Translate the following sentences into Chinese.1.我们从事化学行业已经很多年了。

国际商务函电课后答案姚元1.以下哪个专业是外贸相关的专业？ [单选题] *A.国际贸易(正确答案)B.统计学C.土木工程D.会计学2.外贸业务员的日常工作中，不需要掌握的是？ [单选题] *A.英语口语B.流体力学(正确答案)C.公司产品D.商务礼仪3.第一次做外贸时，不应该 [单选题] *A.评估贸易风险B.委托专业货代出货C.了解客户需求D.独自完成所有外贸流程(正确答案)4.以下哪项不是外贸交易方式？ [单选题] *A.CIFB.FOBC.CFRD.TT(正确答案)5.以下哪项不是国际支付方式？ [单选题] *A.DDU(正确答案)B. L/CC.T/TD.D/P6.以下哪个不是搜索客户的渠道？ [单选题] *A.搜索引擎B.社交媒体C.进出口数据D.线下拜访(正确答案)7.以下哪个不是搜索引擎公式中元素？ [单选题] *A.产品名称关键词B.公司名称关键词(正确答案)C.采购商性质D.目标市场8.以下不属于传统采购商性质的是： [单选题] *A.进口商B.批发商C.零售商D.终端用户(正确答案)9.通过社媒我们不可以? [单选题] *A.找到核心决策人B.直接成交订单(正确答案)C.研究同行D.研究对方官网10.黄页信息不一定包含? [单选题] *A.公司名称B.公司地址C.公司电话D.公司邮箱(正确答案)11.以下不属于行业展会的是? [单选题] *A.法兰克福工业展B.宝马展C.DOMOTEX展D.广交会(正确答案)12.以下哪个不属于企业管理系统? [单选题] *A.ERPB.AWS(正确答案)C.MESD.WMS13.以下属于EDM统计的是? [单选题] *A.送达率B.打开率C.点击率D.以上都是(正确答案)14.以下不属于外贸人常用的工具有? [单选题] *A.海关数据统计B.搜索引擎C.国内展会名录(正确答案)D.HS编码查询15.外贸人在做市场分析时，可以参考的有? [单选题] *A.WTO数据B.进出口数据C.目标客户数据D.以上都是(正确答案)16.以下哪些是外贸业务员必须要掌握的？ *A.产品规格(正确答案)B.英语或其他语言(正确答案)C.产品运输条件E.竞品的优势(正确答案)17.以下哪些项是外贸合同制作中应该注意的？ *A.订单的预付款是否有收到(正确答案)B.订单的尾款是否收到C.产品尺寸(正确答案)D.产品颜色(正确答案)E.产品包装是否合适，安全，正确(正确答案)F.表述不可模棱两可(正确答案)18.以下哪些产品是疫情期间热销产品？ *A.丁腈手套(正确答案)B.自行车(正确答案)C.咖啡机(正确答案)D.纺织品(正确答案)E.电脑(正确答案)19.以下属于精准查找目标客户的渠道有？*A.Google(正确答案)B.Linkedin(正确答案)D.广交会(正确答案)E.地方黄页(正确答案)F.Facebook(正确答案)20.以下属于搜索引擎的有？*A.Google(正确答案)B.Yandex(正确答案)C.Bing(正确答案)D.InstagramE.Pinterest21.针对提升产品附加值的趋势，我们应该? *A.增加产品的产量B.提升产品的专业度(正确答案)C.增加产品的开发力量(正确答案)D.增加客户的定制化服务(正确答案)E.降低产品的价格22.关于邮件开发时，我们需要注意? *A.邮件主题长度不可以太短B.邮件主题是否具有吸引力(正确答案)C.邮件内容的营销程度要强D.检查邮件中的敏感词(正确答案)E.邮件内容突出自身特色(正确答案)23.开发客户的方式有？ *A.邮件营销(正确答案)B.电话营销(正确答案)C.展会营销(正确答案)D.线下拜访(正确答案)E.熟人介绍(正确答案)24.以下哪些不适合放在EDM邮件营销中？ *A.竞争对手信息(正确答案)B.市场最新动态C.公司产品介绍D.大量产品手册附件E.产品优惠信息(正确答案)25.以下说法正确的有？ *A.新兴市场就是热点市场B.新兴市场的体量小于热点市场C.新兴市场和热点市场都可以作为目标市场(正确答案)D.外贸市场可以完全参考同行的市场来开发E.热点市场与新兴市场的开发侧重点不同，需要根据企业自身来判断(正确答案)26.外贸进出口业务是可以直接开展的。

商务函电复习资料Lesson 11.learn from 从…得知/获悉2.be in the market for想要购买3.avail oneself of 利用4.approach sb. for与某人联系5.enter into开始，缔结6.look forward to期待1我们从贵国商会获悉你方想要购买中国茶具。

We have learnt from your chamber of commerce that you are in the market for Chinese tea port.2我们希望你方能够利用这一良机扩大出口。

We hope to you can avail yourselves of this good opportunity to expand the export.3这家公司与我们联系羊毛出口一事。

The company approach us for wool export.4现另航寄送我公司最新的价目表和目录。

We are airmailing to you under separate cover the latest catalogues and price _list.5.中国的出口商品在欧洲市场上很受欢迎。

Chinese products are very popular in Europe Market. /Chinese products can enjoy wide popularity in Europe market.6.我们公司是中国罐头食品的主要出口商之一。

Our company is one of the main exporters of canned food in ChinaLesson 21.import from…进口/输入2.business concern企业、商行3.trade journal行业杂志/刊物 4 a steady demand稳定的需求5.on display 展览6.chamber of commerce商会7.equality and mutual benefit平等互利1根据你方要求，现寄去有关我方产品的圈套目录。

国际商务英语函电答案【篇一：世纪商务英语外贸函电(第二版)课后习题答案】 letter 1.at, of, with, in, forletter 2.from, into, with, of, top40rming, interesting, dealing, sample, details, quality, prices, applied, items, inquiryunit 3p55letter 1.from, for, by, with, onletter 2.with, in, of, in, fromp562.referring, established, cost, quality, opinion, responsibility, part, satisfied, information, decisionunit 4p71letter 1. to, of, at, in, byletter 2.with, in, with, for, withp732.advertisement, leading, interested, details, dealers, line, market, replying, over, itemunit 5p88letter 1.for, with, at, by, toletter 2.for, for, by, at, by/underp892.inquiring, quotation, receipt, subject, confirmation, discount, catalogue, brochure, separate, appreciateunit 6p105letter 1.of, on, in, with, toletter 2.of, in, by, for, atp1062.offer, regret, price, sold, level, difference, transaction,counter-offer, samples, acceptanceunit 7p122letter 1.to, of, of, in, for,letter 2.with, for, for, within, ofp1232.order, customers, confirm, stated, shipment, satisfied, range, enclosing, catalogue, furtherunit 8p141letter 1: in, for, on, at, atletter 2: to, for, in, with, forp1422. order, accept, terms, enclosed, contract, duplicate, return, file, delivered, entireunit 9p165letter 1: to, in/for, for, in/for, inletter 2: of, to, on, at, againstp1662. inform, under, ready, stipulations, shipment, received, establish, s/c, point, effectunit 10p181letter 1: for, of, to, with, from/againstletter 2: for, on, for ,from, by/inp1822. refer, boxes, strong, sea/ship, container, around, cost, prevent, rough, accountunit 11p197letter1: from, for/of, to, in, onletter 2: with/in, in, for, in ,withoutp1982. reply, regret, port, booked, permit, punctual, understand, obtaining, receiving, issueunit 12p214letter1: with, against, for, at, byletter 2: of, from, to, at, within/inp2152. insure, breakage, fragile, insured, rate, insurer, consignment, packing, coverage, adviceunit 13p232letter 1: of, upon/on, by, against, toletter 2: in, into, about, for, againstp2332. shipment, regret, contain, into, error, apology, delivered, documents, account, dispose【篇二：商务英语函电1-9课翻译及答案】roduction译文信件一进口商自我介绍麦克唐那和伊万有限公司美国纽约劳顿大街58号福建鞋业进出口公司中国福建福州保定大街45号送交：销售部吴刚先生敬启者:我们从伏特威廉公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。

选择题第二单元：询价与回复一：1.You name D. has been recommended to us by the Chamber of Commerce in New York..2. Our market survey informs us that you are A. in the market for Audio and Electronic Equipment.3. We should be pleased to receive you’re A. illustrated catalogue and price list.4. We are B. well-established exporters of all kinds of Chinese good.5. If your price are competitive, we are confident D. in selling the goods in great quantities in this market.6. We shall appreciate B. your quoting us FOB Sydney.7. As we are one of the leading importers in this line, we are B. in a position to handle large quantities.第三单元：资信调查一：1.For information D. concerning our credit standing we refer you to Bank of China, Shanghai Branch.2. We should be grateful if you would say C. whether they are likely to be reliable for a credit up to USS20.000.3. Any information you kindly give us will be treated in strict confidence and A. without any responsibility on your part.4. Will you please inform us, B. in confidence, of the extent of their resources and also as to their reputation?5. D. While appreciating your decision to place regular orders with us, we respectfully request that you furnish us two references for the initial purchase.第四单元：促销1.（C、Having made）a special purchase of toys on very favorable terms, we are able to offer to you at the following attractive prices2 we can only（A、hold open）this very advantageous offer for a few weeks..3 the recent advance in the cost of raw materials （B、has compelled）us to make a slight increase in thePrices4 although costs have been （C、rising）steadily since last October , we have not yet （raised）our prices5 （B、with a view to ）supporting your sales, we are sending some samples of our new makes.第五单元：报盘与还盘1A comparison of your offer （A、with that of ）our regular suppliers shows that their figures are more favorable.2 If your prices are competitive, we are confident（D、in selling）the goods in great quantities in this market.3 we confirm our fax just sent （A、offering you firm）these goods.4 we offer you the following items（D、subject to）your reply reaching here by 4p.m today our time.5 although we appreciate good quality of your goods, we are sorry to say that your prices appears to be（C、on the high side）.6 we trust that we may be （C、favored）with a continuance of your valued orders.7 we hope that you will see your way to （B、grant）us your order, and assure you in advance of its most careful execution8 not having heard from you since, we should be glad to know whether there is any disadvantage in our terms which we could （B、remove）.9 you are （C、assured）that we will quote our best prices as soon as we are told what products of ours you need.10 in all probability this offer will not be （A、repeated）for some time, and we according look forward to receiving an early reply from you.第六单元: 订单一、Fill in the blanks with your choices1.This order the sample you sent us on March 24.（A、is placed on）2.We hope you will give your usual best attention this order.（B、to the execution of）3.We have decided to place a trial order for the following stated in your letter.（B、on the terms）4.we would like to supply you with the product, we are unable to fill your order owing to the heavy backlog of commitments. (B、Much as)5.We must apologize you being unable to fill your present order.（D、To… for ）6.We have accepted your Order No.234. Please open the relevant L/C,here two weeks prior to the date of shipment.（A、which must reach）7.We are enclosing our latest catalogue some of the items may be of interest to you.（C、in the hope that）8.The order is given strictly on the condition that shipment must be made not later than the first day of May.（B、enclosed）第七单元：支付一、单选1.As requested, we have immediately arranged (A、with) our bankers to extend the expiry date of our L/C for two weeks (up to) 10th March.2.As arranged, we would ask you to open an irrevocable credit in (C、our) favor and shall hand over shipping documents (against) acceptance ofour draft.3.We inform you that we have opened an irrevocable credit (D、with) the London Bank in your favor.4.We advised the bank to amend the clause (D、to read)“partial shipment are permitted”.5.We enclose our cheque for US$ 200 (A、in payment of) your invoice No.D-124.第九单元：保险一：选择题1: please insure the goods (A、against) F.P.A. for US 100,000. 注：against加险别for加保额2: please effect insurance (D、on) the cargo for US50,000 by S.S.Bright from Tianjin to seattle.3: we have opened insurance you ordered for US9,000 (D、on) the shipment by S.S.East sun.4: we wish to renew the above policy (C、for) the same amount and (on)the same terms as before to cover our consignment to be shipped b s.s.bright next month.5: as requester, we have covered insurance (on) 20,000 DVD players (at) 10% above the invoice value (against) all risks.6: unless we hear from you (A、to) the contrary before the end of this month, we shall arrange to cover the goods against t p a for the value of the goods plus freight.7: any additional coverage（险别）other (B、than) ISS shall be for the account of the buyer.8: we confirm that we hold the consignment covered as (from) today.9: we have arranged (A、for) surveyor to investigate the extent of the damage and shall forward his report together with our claim.10: we understand that these terms will apply (C、to)all our shipments of bottled sherry by regular liners to west European ports.完形填空第二单元：Fill in each blank in the letter below with a word that fits naturally.Dear Sir or MadamI am delighted to tell/inform you that we are interested in the drainage system accessories advertised in China Daily.Will you please send us a free copy of the brochure of the latest models of your products? Also, we would like to have a price list.We are looking forward to your prompt reply.第五单元1. 1. We are prepared to give you a quotation which is based on the prevailing market price.2.Our quotation always comes in line with the world market.3.Unless otherwise stated or agree upon, all prices are without any discount.4.We trust that you will be able to accept our offer, which shall be kept open subject to reply before 12:00a.m. of march 2.5.We now offer you, without engagement, our various items as follows.6.The above offer is subject to our final confirmation.7.Unless you make a 5% reduction, we will have to decline your offer.8.This offer cannot be repeated. There is every indication that the prices will rise soon.9.So long as you can maintain moderate prices, your products should have a ready sale here.10.In reply to your letter, we enclose our latest illustrated catalogue for your reference.第六单元三、Fill in each blank space with the word that fits naturallyDear sirsFor your first-time order, I want to thank you on behalf of the company. This is your initial order and I know of no greater kick a sales manager can get than the beginning of business with a new customer.The signing of an order is an expression of confidence, and I want you to know that we are fully aware of the responsibility we have for maintaining that confidence.The most important thing to the buyer of any product is the character of the supplying organization; its resources; its facilities; its reputation; and its standards of service.。

第三课练习练习五：1.After a market investigation for about one year, we found your products to be very marketable inour local area・ And we hereby take the liberty of writing to you, hoping to co-operate with you. 2.We are much impressed by your KC-99-220 harvestor displayed at the Asian AgriculturalMachinery Fair held in Manila last 28th , and we hereby write to you to negotiate about the sales of this product on our local market.3.We learnt from the Brazilla in Brazil that you are the largest seller of auto clutch on the localmarket, and we are eager to establish a long standing business relationship with you.4.As for our credit standing in the business of car batteries, you may please refer to the Hiss or theUnited National Bank・5.We are the largest distriibtor of Motor Bike Spareparts in our local area, if we are luchy enough tobe your exclusive agent in this area, we are sure your sales will double at our promotion in the local area.6.The product has been tested by many users and have received a good evaluation from them. If youintend to introduce the product to your market, we will provide you with ten cases of samples by consignment.7.We are the largest stationery importer in our local area・ In the past five years we have imported alarge amount of pencils, pens and pencil box from Europe・ But now because of a rise in cost and etc., we hope to increase our import from China・8・ We learnt form the Pheonix TV ads that you are producing a new pattern of window curtains wholly made of velvet material. So we hereby write to you, hope to obtain some information about you and the details of your products・9.Our newly developed product appears to be quite the same with the previous KC・114, but on closeexamination you may find that they are very different in terms of their stuff, color and hardness.10・ We are very intersted in your air-con compressors and we hope to negotiate with you about its sales on our local market.笫四课练习练习三.1 • We have been in the market for first quality shirts with permanent press since last yea匚Andrecently we learnt from your commercial counsellor^ office that you are the special maker of this shirt. We would appreiate it very much if you can provide us ith some color samples and illustrated catalogue, stating the CIF price, discount rate and the earliest date of delivery of diffent shirts.2.We learnt from the ABC company that you are exporting all kinds of gloves, and we would bemuch obliged if you would send us details of your products, including the size, color, price and the discount rate when our order in beyond five gross, along with the samples made of differentmaterials. We are largest chains store in this area, and if your price is reasonable, we are sure your products will sell well here・3.Thank you for your letter of Sept. 15th・ Upon receipt of your letter, we contacted the Haida, who isthe largest stationery exporter in this area, and is very experienced in the sales of stationery・ They will contact you in three days・4.We deeply regret to tell you that as we are being heavily committed with orders, we can notentertain any fresh order for the time being, nor can we sign any contract with you now・ But the factory can accept new orders by the end of next month. We hope that we can be of service to you at that time.5・ We hereby send you under separate cover the catalogue and price list of our latest products. And we hope that their quality and price will be of satisfaction to you.笫五课练习三.1.Thank you for your letter of this 20th, offering us 50 L/Ts of the captioned item at U.S.D.l 35 per L/TCFR Shanghai.Our reply is as follows: We are sorry that our users considered your price to be exceeding high, and out of line with the prevailing market. It is said that some Japanese commodities are being sold at the price of U.S.D.125 per L/T. Therefore, it will be difficult to advise our users to accept your price, when we can buy the same goods with better quality and lower price・ If you are willing to reduce your price by, say, 8%, we may come to terms.It is only in view of our long standi ng busi ness relations that we made the above counter offer. Price is falling. So please consider it carefully and cable your acceptance at an early date・2.We have carefully studied your letter of Oct. 12山・Considering our business relations for manyyears, we should in fact accept your proposal to lower the price or our underwears. But it is pretty difficult for us to do so. In the past few months, we have experienced a rapid rise in the cost of raw materials. If we reduce the price by 15% as you suggested, we will have to lower the standard of our quality. But this is not what we are willing to do.So we suggest that for all the orders valued over 3,000, price will be reduced by 8%, but not 15%. So the price reduction will not affect the quality.四.1.Thank you for your letter of June 14th, inquiring about the export price of our local garlic of thisyearns crop.2.We hereby enclose a sample of our existing stock. If you are satisfied with it, please inform us so thatwe can prepare the cargo.3・ After contacting our makers, we were informed that they have been heavily committed until the end of May. Therefore they cannot entertain your order for the time being.4.We learnt from your letter of May 15th that if we grant another 10% discount on the list price, youmay place an orde匚Such a big discount will be very exceptional. But considering the fact that it is the initial transaction between us, we decided to accept your conter offe匚5.The price is already very workable・ But in order to expand the business between us, we maygive you another 3% discount.6.If your order is over 2,000, we will make a special offer at $ 9.00 per set, i.e. a 3% discount.7.Our best price at present is the same with that we offered in our letter No. 456. If your actual order isover 7,500 yards, we may advise the maker to further reduce their price・&We hereby offer 200 M/T of Noth-east soybeans of 1999 crop at the price of RMB 1750 per M/T CIFEMP for December shipment・9.We deeply regret that we can not meet requirments for the time being owing to two many orders.10.The green beans are packed in ordinary second hand gunny bags, each with a net weight of 50 kgs.第六课练习1.We have received with thanks your letter of Feb. 15 along with the enclosed pattern sample and the price list. We selected three items and we hereby enclose our order No. 777. We are in urgent need of the cargo and please make shipment as soon as possible.Item No. Unit Price Quantity Date of ShipmentPacking: one doz・ in each case, and ten cases in each cartonInsurance: to be covered against FPA for 10% over the invoice amount.Payment: by inevocable L/C payable by sight draft・2.In reply to your letter of May 20th, we are much interested in your different sizes of children's clothes. After a creful study of your proposals, we decided to make the following trial order, on condition that you promise to deliver the cargo to the port of Melbourne before the end of next month. Beyond that date, we will reserve our right to cancel the order and reject the cargo. Please inform us if you agree to this term.3.We learned with great pleasure from your letter of May 15th that you intended to place a substantial order for many items, on the basis of our offer dated May 5l lAll the items are in stock, except for 50 dozens of pink bed sheets. The pink were all sold out after we sent out our offer, and the maker told us that fresh supply will be available only after four weeks.As you stated in your order that you are in urgent need of the cargo, we replaced the cargo with orange, which is totally the same with the pink in both the color and quality. It is beautiful and attractive, and is very popular among our customers・ We hope that you will be satisfied with it. Otherwise, please cable us immediately・4.We learned from your letter of March 30 that you considered our captioned item to be on the high side. Thank you for your cooperation in telling us the daily price in your local market. But we are very sorry that it is impossible to reduce our price by 8% as you suggested・ By the way, we want to tell you that we have had many inquires from other customers, and it is likely that we can come to terms at about our level. Our price is very workable and can not accept your counter-offer at the moment. If later, you can see your way to raise your price, please inform us. Also, please inform us of the change of your market. We promise to give serious consideration to any of your inquiries.五•翻译1.What we quoted is our rock-bottom price, and we deeply regret that we cannot accept any further reduction.2.Our price is the best price we can offer now.3.It is impossible to conclude any business, unless you reduce your price by 15%.4.The factory has to decline any fresh orders due to a shortage of raw materials.5.Our products are better in quality than other suppliers・ If you take this into consideration, you maysee that our price is in fact better than others.6.In view fo the conditions of our present stock, it is likely that we can not accept any new orders until the end of next month.7. We are in receipt of your letter dated July 15 along with the enclosed order for 200 sets of drillers・We hereby enclose our sales confirmation No.236 in duplicate・ Please sign and return one copy for our file.& We have booked your order No. 45 for 100,000 yds of printed fabric item No. 10074. Please inform us of the colors and open the relevant L/C in our favor as stipulated in the contract.9.We are satisfied with the results of the negotiation in Kwangchou. We hereby enclose our order No.95 for 500 sets of alarm clock for a trial sale on our market.10.We hereby enclose our trial order for 200 sets of knitting machine・ If the quality proved to be satisfactory, many orders will follow・第七课练习七1 ・ In order to encourage your sales promotion of our products, we reached an agreement with you at afavourable price below the prevailing market level.2.Please make a contract on the basis of our agreed terms and send it to us for our counter-sign.3.As for the date and quantity of shipment, we have made it very clear in the sales confirmation: 5M/T for London in May, 10 M/T for Liverpool in June.4.We hereby enclose our sales confirmation No. KD-120 in triplicate for 20 M/T of ciitronella oil.Please sign and return one copy for our file.5.As for the details of the contract, please refer to the cables between us during April and May・6.We need to reconsider the details of the contract you worked out before we can sign it・7.We want to make a special statement that the contract must have definite stipulations about theinspection time after the cargo arrived at the port.& As this is a contract about the import of plant, so it has a lot of complications, and we need to consult our technicians about the details of the equipment parameters before we can determine them.9.Some patented technologies are included in the equipment. Therefore the contract must havedefinite stipulations about the use of such patents so as to avoid unnecessary subsequent disputes.10.Our general view of this contract is that it stipulated too much about the seller's rights but itsstipulations about the seller's obligations and the buyer's rights are too generalized. Therefore we cannot say that it is a contract balanced between rights and obligations. So we must re-consider the clauses of the contract before we can decide to sign it.第八课：练习八翻译1・ We are awaiting the amendment cable of the validity and shipment date of the relevant L/C・2.because direct steamers are very few, we have to request you to amend the relevant clauses in yourL/C to "transshipment via Hongkong allowed”3.Because of the late arrival of your L/C and the congestion of the cargo, we failed to abtain thenecessary space・4.As the s.s. Victoria filed to rech the shceduled port of shipment before July 15, and there are noother vessles available, we will have to ask you to extend the date of shipment and the validity of the L/C to August 5 and 20 respectively.5.Referring to the 2,000 dozs of shirts under our sales confirmation No. KC-215, the date of shipmentis approaching, please expedite the establishment of your L/C and cable us of the opening bank, the number and date of the L/C.6.D/A will be too risky for us, so we only accept D/P at sight.7.Referring to the peanut kernels under our sames confiimation HK/7021, we have booked a space onthe s.s. Dorris sailing directly for Marseille on June 25. Please advise your bank to airmail theoriginal L/C No. HS-231 as soon as possible.& We are in receipt of the L/C No. 9845 opened by the H.S. Bank of Singapore. The said L/C covers 120 M/Ts of F.A.Q. peanuts kernels of 1999 crop under our sales contract HJ402.9.The cargo has been ready for shipment for quite a long time・ But we failed to make shimpentbecause your L/C is yet to arrive.10."Banking commisions and charges are for the befeficiary5s account" must be deleted from your L/C.Because such fees are for the buyer's accout as stipulated in the agreement.练习九1.Through our joint efforts and cooperation, we have reachen an agreement on the sales of 31 M/Tsof bar steel on the Guangzhou Trade Fair. We sincerely hope that this initial business will promote the trade and friendly relations between us. As for the terms of payment, we have noted in thenegotiation that the pound is experiencing a depreciation and we insist on opening your L/C interms of U.S.$ so as to guarantee the real value of the our amount. Obviously you agreed to us and that is why we signed the agreement. But in your letter of April 15 you said you find it difficult to open in dollars. We are surprised to hear that. Many customers in your area didn't find anydiffuculties in opening in dollars・ We have started the man ufacture of your order as con traded and shipment can be made upon receipt of your L/C ・ Please open your L/C at once ascontracted・2.Upon receipt of your notice of May 10 that the export lisence had been issued, we, as usual, hadopened our L/C by cable for an amount of U.S.D. 25,000・Please make sure that delivery to be made within this month・ Delivery on time is very important on our local market・Please paint the drum with a remarkable shipping mark of “DKKso as to facilitate our taking delivery.Please try to load the cargo on board the vessel s.s. "KOREAN", which is due to sail off on the 24 of this month.3.Three discrepancies with the contract were found in your L/C:First, Certificate of Manufactures was required in your L/C, but no such clause can be found in the contract. In fact the contracted item is a kind of farm product, and it is impossible to obtainCertificate of Manufactures.Secondly, the total CIF amount was stipulated to be 5,000 dollars in your L/C, but it is 5,500dollars in the contract・Thirdly, the contract number should be 82/1245 but not 82/1254.The cargo is ready for shipment and please amend your L/C by cabel as soon as possible・第九课：练习九1.We will do our best to arrange the first shipment on time so that you can catch the season.2.The cargo has been ready for shipment for as long as one month, but up to now, your L/C is yet toarrive・3.The cargo under our S/C No. DM-41 has been ready for shipment. Please hasten to establish yourL/C through your bank.. Otherwise it will be difficult for us to obtain necessary containers and space・4.We want to make it clear. If there is any further delay in your L/C, we will be unable to guaranteeour shipment within the contracted time.5.As transshipment is required in transportation, we packed the cargo with special care to avoid anypossible damage during the transit.6.As our stock is not up to the requirements in your L/C, we hope you would amend your L/Cthrough the opening bank so that we can make delivery within the contracted time.7.The cargo has been ready for shipment for over 30 days・ But you have not remitted 50% of thevalue as downpayment to our designated account just as we agreed in the contract.& We have repeatedly noted in our order that the cargo must be carried in containers. Otherwise the insurance company will refuse to bear whole responsibilities for the damage or shortage therefrom.9.We hereby inform you that 300 M/Ts of Coconut oil uner your order No. 99-KM412 has beenloaded onto the vessel s.s. “Pearl”. T he said vessel is scheduled to reach the Port of Antwerp at the beginning of April.10.After shipment, we have prepared the full set of shipping documents presented them to the localbank for negotiation・练习十1.It is stipulated in the contract No. CT865 concluded in Dec. 20, 1996 that 5,000 M/Ts of steel plateare to be delivered in March 1997. But so far we have not heard any news from you about this. Our user is in urgent need of the cargo and we intend to despatch the s.s. Dongfeng to take load. The vessel will reach your port around the end of April. Please cable us if you agree to this・ Otherwise please tell us when the cargo cam be ready・The delay in shipemnt has caused us much troubles. If you cannot make shipment in April, we will have to claim against you and reserve our right to cancel the order.2.Thank you for your letter of November 15 inquiring about the sales of our costumes. We herebyenclose our catalog and price list as requested, along with other conditions and terms of payment.We carefully studied your proposals to guarantee a minimum order in exchange for a special discount. But we think it to be better to grant you a special discount on the following progressive terms:Total Annual Purchase Discount RateWe hope that the above arrangement will be more satisfactory to both of us.We look forward to your early acceptance of our proposal and your usual sales confirmation, so that we can make an immediate delivery.第十课练习三.1・ Our insurance for the fertilizer is for 120% of the total invoice value up to the port of desti natio n.2. Please note that insurance covers only FPA and the risk of breakage .If additional insurance isrequired, the extra premium will be for your own account.3・ Insumnce isto be covered at 110% of our CIF value. If any additional insurance is required, plese inform the seller beforehand and such additional fees will be borne by the buyer.4.As for the insura nee of the cargo, it was definitely stipulated in the contract that insurance coversonly against W.A. including T.P.N.D. (W/W clause) and War Risks. Please make it clear when you open your L/C.5.Please see to it that insurance covers only W.A. including warehouse to warehouse clause valid for15 days.6.You made your offer on the basis of CFRC4%, so you are to cover insura nee. But we can coverinsurance for your account if you request. In this case, you should inform us of the amount and risks to be covered 15 days before the date of shipment.7・ Under the present weather conditions, the insurance company will face more risks. And therefore they may raise their premium nite.8.As for your claims for the shortage due to the breakage of 14 cases, we, as the insurer, can not giveyou any reply at the moment, because no investigations about the causes of the damage have been made. But we promise you that a reply will be sent to you from our agen within one week.9.Coverage of risks should be determined in accordance with the specifics of the cargo. Otherwise theinsurance may either fail to provide effective protection to the cargo or the premium may beunnecessarily too high・10・ If you do not pack the cargo in wooden cases, the insurance company may reject any claims for compensation. Because this packing is not the customary packing of this cargo.第十一课练习四1.As the cargo arrived 15 days later than the contracted date, our clients refused to take the cargo, andso we will have to refect the cargo and claim against you.2.We deeply regret to tell you that the cargo under contract KM-944 loaded on the S.S. "Victoria^arrived and upon inspection we found that 5 cases were severely deformed, 4 cases with half of the contents missing, and 7 cases lost their iron bands with conditions of their contents unknown.3.When we checked the cargo we found that the cargo were severely damaged・ So we will have towithhold the payment until we have the official inspection certificate・4.When checking the cargo we found that over half of the goods were covered with mould, and this isapparently due to inappropriate packing・5・The outer packing of the cargo were in good conditions but there was a serious shortage in the contents. Therefore we will have to take it as something already existed when you packedyour goods in your factory.6.We are deeply sorry for the delay of the cargo and for the inconveniences it might have brought toyou. And we want to point out that the delay was due to a provisional breakdown of the carrying vessel which failed to sail off on time.7.If you can provide qualified certificates evidencing that the deteriorated part of the cargo is morethan 5% of the whole lot, we will try to contact the insurance company for compensatio n.8.We are sure that this consignment has a great quality discrepancy with the samples you gave usbefore the conclusion of the contract. Therefore you must bear responsibilities therefrom・9.When we seriously consider the problem of claims, we will contact the makers and press them toimprove their carton packing immediately, so that the cargo can be protected from any possible damage by rough handling・10.When checking the number of the goods, we found that their actual number isdifferent from thenumber stated in the invoice and bill of lading・。

商务函电课后答案Chapter 3I.QUESTIONS1.Through what channels can we get the information of the partner? Trade directory, chamber of commerce both at home and abroad, banks, advertisements in the newspapers or periodicals, introduction or recommendation from embassies or conculates, the internet, market investigation, introduction from other business firms or friends, self-introduction…2.Explain the “3C” principle, and give the detailed inform ation about it The 3”C” principle refers to capital, capacity and conduct of the future client. Capital refers to its assets, profits, liabilities, and the capital turnover. Capacity refers to its management capacity, management skill and comprehensive index. Conduct refers to its credit and reputation.II.TRANSLA TION1.本公司有庞大的销售网点。

We have enormous sales outlets.2.由于贵行号与地址载于《化学药品》杂志上，我方遂致函，希望与贵方建立业务关系。

1吉辰服装进出口公司是一家快速发展的私营外贸公司，成立于1997年，主要经营各类服装，特别是出口的牛仔裤，因时尚的外观设计和优秀的品质深受广大海外客户的欢迎，产品远销到欧洲、中东和北美地区。

2009年10月6日，公司因国外客户需要，在国内寻找合适的牛仔裤生产厂商。

请你以出口部业务员李兵的身份，给在网上找到的鹏飞制衣厂的王勇厂长写一封就男式靴式牛仔裤询盘的信函。

2加拿大Carters Trading Company, LLC的业务员Joe Brown先生在2009年广交会上看到了南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的产品，对他们的Hand-made Gloves非常感兴趣，也与该公司的业务员Cathy Lee取得联系，并索取了相关资料。

回国后经过市场调查，Joe Brown先生于2009年10月11日向南京德创伟业进出口有限公司的业务员Cathy Lee发去询盘并索要样品，请你帮Joe Brown先生撰写这封函电，对方的邮件地址为。

3假设你是恒弛实业有限公司的业务员Leon，一客户给你公司发来邮件，表示对你们公司的产品质量很满意，认为你方报价偏高，要求你们减价。

你方收到信后，经过研究，认为你方的报价与现行价格相符，因此拒绝对方的还盘。

请你给该客户回一封函电表明你方观点，写信时间为2009年10月14日。

4假设你是加拿大Carters Trading Company, LLC的业务员Joe Brown，南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)给你公司发来邮件，向你发盘，你认为价格过高，向对方还盘，要求降价10%。

写信时间为2009年10月13日。

5假设你是吉辰服装进出口公司的业务员，你与一进口客户经过交易磋商达成一致后，收到了客户订单，请你给对方回一封接受函电，写信时间为2009年10月22日。

Unit 2 Establishing Business Relations & Inquiring Credit ReferenceI. Translate the following sentences into English.1. We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you, in the hoping of establishing business relations.2. We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.3. We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing.4. We are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present.5. For our credit standing, please refer to the Bank of China, Shanghai Branch.II. Write a letterDear Sirs,We have obtained your name and address from the Commercial Counsel of your Embassy in Beijing and are pleased to write to establish business relations with you.We are informed that you are in the market for Chinese Cotton Piece Goods, and this item falls with the scope of our business activities. To acquaint you with our goods available for export, we are enclosing a catalogue and price list.We are looking forward to your early reply.Faithfully yours,Unit 3 Enquiries and RepliesII. Translate the following sentences into English.1. Please quote us your best price CIF Shanghai, including our 3% commission.2. Should your price be found competitive, we intend to place an order with you for 300,000 yards of Cotton Cloth.3. One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.4. To enable you with our products, we are sending you by air 2 sample books.5. In reply to your enquiry of April 28th, we are now sending you our latest price list for your reference.III.Dear Sirs,We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned commodities of high quality of moderate prices.Will you please send us a copy of your catalogue, with details of your prices and terms of payment? We should find it most helpful if you could also supply samples of these goods.Faithfully yours,IV.Dear Sirs,Re: Electric SawWe are in the market for electric saws. Please send us your latest catalogue and details of your specifications, informing us of your price CIF Xi’an, please also state your earliest possible delivery date, your terms of payment, and discounts for regular purchase. If your prices prove reasonable and satisfactory, we shall soon place a large order with you.Faithfully yours,V.Dear Sirs,We welcome you for your enquiry of Oct. 10 and thank you for your interest in our products. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some sample.Please note that payment should be made by irrevocable L/C payable at sight against presentation of shipping documents. We allow a proper discount in view of this first business between us.We await your acceptance by fax.Faithfully yours,Unit 4 Quotations, Sales Letters, Firm Offers & Counter OffersI. Translation.1. We are studying the offer and hope that it will keep open till the end of the month.2. We believe that you will place a large order with us owing to the high quality an reasonable price of our products.3. We will allow you 10% discount if you purchase 5, 000 dozens or more.4. As to the terms of payment, we often require confirmed, irrevocable letter of credit payable by draft at sight.5. You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.6. We will send you an offer with shipment available n the early May if your order reaches us before March 10.7. Because there is a brisk demand for the goods, the offer will be open only for 5 days.8. We are sending you an offer, subject to your reply here by 5 p.m., our time, Tuesday, July 7.III.Dear Sirs,In reply to your letter of May 5, we’re sending you an offer, subject to your reply here by 5 p.m., our time, July 27, as follows:Commodity: Boots for ladiesSpecification: more than 20 assortments with new designs of brown or red colors (details in catalogue)Quality: leather of high qualityPrice: CIF Tianjin US $ 95.00 to 300.00 per pair according to various designs Quantity: 1,000 pairsPayment terms: Confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.Packing: as per buyer’s optionShipment: SeptemberWe are expecting your early order.Yours faithfully,IV.Dear Sirs,We thank you for your offer of May 25 for 1,000 pairs of women’s boots at US $ 95.00 to 300.00 per pair CIF Tianjin.We immediately contacted our customers and they showed great interest in the quality and design of your products. However we would give our suggestion of an alteration of your payment terms.Our past purchase of other women’s boots from you has been paid as a rule of confirmed, irrevocable L/C at sight. On this basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particularly taxing owing to the tight money condition and unprecedentedly high bank interest.In view of our long business relations, we suggest that you accept “50% by D/P, 50% by L/C”.Your early reply will be highly appreciated.Faithfully yours,Unit 5 Orders, Acceptances and Rejections1. 1) on, fulfill, with, to, without2) to, with, on3) of, from, for, on, terms4) with, in, in, to, on, of5) in, for, of2. 1-5 CACAC 6-10 CCDBA3. 1) We shall place a trial order with you for 500 sets provided you will give us a 5% commission.2) We are working on your Order No. 678 at present and please believe that we will effect the shipment within your stipulated time.3) Owing to heavy commitments, many orders haven’t been made, we can only accept orders for October shipment.4) Our stock is exhausted and we are not in a position to accept fresh orders. However, we will contact you by cable as soon as new supplies are available.5) Shipment should be made during August to October in three lots, with 100 tons each.4. Dear Sirs,We are pleased by your prompt reply to our inquiry of July 10, 2003 and now wish to order from you as our Order No. 987 enclosed.Yours faithfully,XI’AN INTERNATIONAL COMMERCE CORPORATIONTel: 87253425 Fax: 87181900ORDER FORMOrder No. 987 July 20, 2010/6/19Messrs. JB SIMPSON & CO. LTD18 Deansgate BlackpoolPlease supply the following itemsDescription: A: SA-135 Video RecorderB: VT-462 Video TapeC: RC-A43 Mini Radio Cassette RecorderQuantity: A: 1,000B: 1,000C: 5,000Unit Price: FOB Xin Gang inclusive of our 5% commissionA: US$ 600.00 eachB: US$ 5.5 eachC: US$ 18 eachPayment: L/C at 90 days’ sight to be opened 30 days before shipment.Package: By standard export cases.Delivery Date: Before the end of August in one/two lots.6. Dear Sirs,We are pleased to have received your Order by fax dated March 3 for 500 sets of knitting machinery. Thanks.We have immediately contacted the manufacturer. But they refused our request since the machine sells well, and there is a great shortage of raw materials and still a large number of orders. After our repeated negotiations, they finally promised to accept the order and to make delivery of 100 sets each month, beginning from next January.We are aware that you are in urgent need of the products, but uncertain whether you wwill agree on the above delivery date. We are making contact with manufacturers elsewhere and will let yuknow as soon as there is any favorable news.Meanwhile, we are enclosing our catalogue covering all the articles available at present. If you are interested in any of the items, please inform us. We will surely give prompt attention to your requirement.Yours faithfully,Unit 6 sales confirmation and purchase contract1. 1) 包装：货物须包装于新的适应长途运输（包裹/空运）和天气变化的牢固木箱，并具有防潮防震之功能。

国际商务英语函电全部答案Chapter II Establishing Business RelationsLesson OneExercisesI. Translate the following expressions:1.cotton piece goods 6.另函2.state-operated corporation ７. 供你⽅参考3.import and export 8. 商务参赞处4.business lines 9. 盼望5.establish business relations 10. 最新的商品⽬录II. Translating the following into English:1.We are informed that _______________________________________(你公司是经营化⼯产品的国营公司).2.We shall let you know our comments_________________________________(⼀俟收到你⽅的报价).3.We are ______________________________________(专门从事中国⼯艺品出⼝).4.We hope to _______________________________________________(与你们建⽴贸易关系).5.________________________________(兹航寄) three sample books.6.______________________________________________(我们已经和世界上⼀百多个国家的商号建⽴了关系) on the basis of equality, mutual benefit and exchange of needed goods.III. Translate the following sentences into Chinese:1.We have the pleasure of introducing ourselves to you as a state corporation specializing in the export business of canned goods, and express our desire to enter into business relations you.2.Our company is one of the import and export corporations in Shanghai commercial circle authorized by the Ministry for Foreign Trade and Economic Cooperation. We have enjoyed a good reputation in the world market for a long time.3.We are one of the leading exporters of first class cotton and rayon goods and are enjoying an excellent reputation through fifty years? business experience.4.Through the courtesy of the Chamber of Commerce in Tokyo, we have learned that you have been supplying the best quality foods all over the world.5.We are desirous of enlarging our trade in various agricultural products, but unfortunately have had no good connections in the southern part of Russia. Therefore we shall be obliged if you kindly introduce us to some of the most capable and reliable importers.IV. Translate the following sentences into English :1.承蒙外国商会介绍得知你公司的名称地址。

Chapter11Lesson28I.Translate the following expressionsA.From English into Chinese:1.All risks一切险2.Institute cargo clauses伦敦保险业协会条款3.additional risks附加险4.C.I.C中国保险条款5.be charged to your account由你方支付B.From Chinese into English:1.以CIF价格成交concluded on CIF basis2.向中国人民保险公司投保effect insurance with PICC3.承担额外的保费bear extra premium4.保费收据premium receipt5.为这票货物投保insure the shipmentⅡ.Choose the best answer.B DCD BIII.The following sentences are some opening sentences on insurance.Please translate them into Chinese:1.我们是按FOB价达成交易的，所以由你方去投保。

You should effect the insurance since the transaction is concluded on FOB basis.2.对于按CIF价成交的货物，由我方按发票金额的110%投保一切险。

For transactions concluded on CIF basis,we usually cover the insurance against All Risks for110%of the full invoice value.3.因为这批货不是易碎品，不太可能在运输途中受损，所以平安险就够了。

As the goods is not fragile with less possibility of damage in transit,it is enough to effect insurance against FPA.4.破碎险是一种特殊险别，要额外收保费。

国际商务英语函电答案【篇一：世纪商务英语外贸函电(第二版)课后习题答案】 letter 1.at, of, with, in, forletter 2.from, into, with, of, top40rming, interesting, dealing, sample, details, quality, prices, applied, items, inquiryunit 3p55letter 1.from, for, by, with, onletter 2.with, in, of, in, fromp562.referring, established, cost, quality, opinion, responsibility, part, satisfied, information, decisionunit 4p71letter 1. to, of, at, in, byletter 2.with, in, with, for, withp732.advertisement, leading, interested, details, dealers, line, market, replying, over, itemunit 5p88letter 1.for, with, at, by, toletter 2.for, for, by, at, by/underp892.inquiring, quotation, receipt, subject, confirmation, discount, catalogue, brochure, separate, appreciateunit 6p105letter 1.of, on, in, with, toletter 2.of, in, by, for, atp1062.offer, regret, price, sold, level, difference, transaction,counter-offer, samples, acceptanceunit 7p122letter 1.to, of, of, in, for,letter 2.with, for, for, within, ofp1232.order, customers, confirm, stated, shipment, satisfied, range, enclosing, catalogue, furtherunit 8p141letter 1: in, for, on, at, atletter 2: to, for, in, with, forp1422. order, accept, terms, enclosed, contract, duplicate, return, file, delivered, entireunit 9p165letter 1: to, in/for, for, in/for, inletter 2: of, to, on, at, againstp1662. inform, under, ready, stipulations, shipment, received, establish, s/c, point, effectunit 10p181letter 1: for, of, to, with, from/againstletter 2: for, on, for ,from, by/inp1822. refer, boxes, strong, sea/ship, container, around, cost, prevent, rough, accountunit 11p197letter1: from, for/of, to, in, onletter 2: with/in, in, for, in ,withoutp1982. reply, regret, port, booked, permit, punctual, understand, obtaining, receiving, issueunit 12p214letter1: with, against, for, at, byletter 2: of, from, to, at, within/inp2152. insure, breakage, fragile, insured, rate, insurer, consignment, packing, coverage, adviceunit 13p232letter 1: of, upon/on, by, against, toletter 2: in, into, about, for, againstp2332. shipment, regret, contain, into, error, apology, delivered, documents, account, dispose【篇二：商务英语函电1-9课翻译及答案】roduction译文信件一进口商自我介绍麦克唐那和伊万有限公司美国纽约劳顿大街58号福建鞋业进出口公司中国福建福州保定大街45号送交：销售部吴刚先生敬启者:我们从伏特威廉公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。