国际商务函电总复习.docx

国际商务信函课程一单选题 (共32题，总分值32分 )1. please insure（） invoice value plus 10%. （1 分）A. forB. withC. atD. against2. This container can be easily opened （）both ends. （1 分）A. byB. onC. atD. in3. Your letter of May 9th addressed to our Nanjing Branch Office has （）to us for attention and reply. （1 分）A. been passed onB. passedC. passed onD. been past through4. As requested （）your letter of October 25,we are sending you herewith the required B/L triplicate4 （1 分）A. by ofB. in inC. for inD. from of5. （）our long business relations and our amicable cooperation prospects, we suggest that you accept our terms. （1 分）A. in thatB. In view ofC. for whichD. because of6. We understand that you will treat this information as（）（1 分）A. confidenceB. confidentC. confidentialD. confidently7. If you can supply your goods immediately, we shall（）to place a prompt trial order. （1 分）A. be preparedB. be preparingC. prepareD. preparing8. We give you on the attached full details （）packing and working. （1 分）A. regardingB. be regardedC. regardedD. regard.9. Please insure（）Leakage (Breakage, Fresh Water Damages) （1 分）A. onB. atC. withD. against10. We （） of this opportunity to approach you for the establishment of trade relations with you. （1 分）A. takeB. availC. avail ourselvesD. take ourselves11. We regret that we have suffered heavy loss （） your improper packing. （1 分）A. resulted fromB. resulting fromC. resulted inD. resulting in12. （）your inquiry of March 3 for a supply of Forever bicycles ,we are pleased to quote as follows （1 分）A. Replying toB. Replied toC. Replying onD. Relied on13. Good will be shipped （）30 days after receipt of the L/C （1 分）A. toB. onC. forD. within14. This price will remain（） for ten days from the date of the letter. （1 分）A. ValuableB. validC. invaluableD. good15. will you please （）to take out All Risks insurance for us on the following consignment? （1 分）A. helpB. arrangeC. coverD. insure16. we have sent you samples by airmail（）your instruction （1 分）A. toB. afterC. as perD. for17. We should be pleased to send you a sample（）our own expense （1 分）A. atB. inC. againstD. of18. We are offering you goods （）the very high quality. （1 分）A. ofB. atC. forD. with19. We specialize （）all kinds of metals and are always ready to buy in large quantities. （1 分）A. inB. fromC. onD. at20. We are not in a position to offer firm ,as the goods are（）（1 分）A. without stockB. outside in stockC. out of stockD. no stock21. （）any change in the date of delivery, please let us know in advance. （1 分）A. There should beB. Should there beC. There would beD. Would there be22. We will refund the premium （）you （） receipt of your debit note. （1 分）A. to, uponB. with, uponC. to, atD. with , at23. （）will be added to invoice amount together with freight charges. （1 分）A. coverageB. insuranceC. premiumD. rate24. We will see to（）that the L/C is opened within the stipulated time （1 分）A. itB. makeC. letD. attractive25. Damage（） the goods was caused by heavy rain in transit. （1 分）A. ofB. toC. forD. on26. Documentary collection is to be made with the documents to be （）to the draft. （1 分）A. enclosedB. attachedC. togetherD. along with27. We certainly accept your offer（）you will ship the goods during June. （1 分）A. exceptB. providedC. unlessD. but28. It will be appreciated if you could （）the L/C for another 15 days （1 分）A. expressB. developC. extendD. extension29. please see to （） that L/C is opened by cable whenever order is placed with us （1 分）A. themB. itC. the matterD. your way clear30. Pens are packed 12 pieces （） a box and 200 boxes a wooden case. （1 分）A. to, inB. in, toC. to, toD. to, of31. We are sending you the samples （）requested. （1 分）A. beB. areC. asD. for32. Our terms of payment（）been stipulated in the relative sales contract. （1 分）A. havingB. hasC. haveD. had二翻译题 (共2题，总分值2分 )33. 1. 你方市场另一位供货商以低于类似产品3%的价格向我们报盘。

various payment methods and their advantages and disadvantages; how to write a letter requesting favorable payment terms; common circumstances of using T/T, D/P and D/A; how to use the common expressions for negotiating payment methods.
Overview
I. Remittance A. Mail Transfer (M/T) B. Telegraphic Transfer( T/T) C. Demand Draft (D/D)
II. Collection A. Clean Bill for Collection B. Documentary Bill for Collection 1. Document against Payment (D/P) (1) D/P at sight (2) D/P after sight D/P T/R 2. Document against Acceptance
Documentary collections, comprising commercial documents.
Under D/P, documents will not be released to the importer until payment is effected.
Under D/A, documents are handed over to the importer upon his acceptance of the bill of exchange drawn by the exporter. Payment will not be made until a later date.

international business 国际商务economic integration 经济一体化globalization of markets 市场全球化IMF 国际货币基金组织global financial system 全球金融体系multinational company 跨国公司trade barrier贸易壁垒GATT关税与贸易总协议market liberalization 市场自由化emerging markets 新兴市场the globalizationof capital 资本全球化GNI国民总收入economic integration blocs 经济一体化集团Coincide with 与 ... 相符Foreign direct investment 外国直接投资International portfolio investment 国际证券投资___________ Letter-head 信头Reference and date 编号与日期Inside name and address 信内名称，地址Attention line 经办人Subject line 标题(事由) Complimentary close 结尾敬辞Carbon copy notation 抄送Identification line 辨认记号The second page 第二页Trade with经商，做买卖Trade in 经营(商品)deal in deal with与…打交道，与…做生意，处理Commissionhouse提取佣金的商行Lightindustrial products 轻工产品State-operated corporation 国营公司Joint venture合资企业Deal exclusively in独家经营Enjoy a high reputation享有很高的声誉Sister corporation 兄弟公司Supply sb. With sth.向某人供应某物Be assured of使确信，使放心Get in touch with sb.与某人联系，接洽Do business with sb.与某人做贸易，成交Specific requirement 具体要求Throughmutual efforts 共同努力Equality and mutual benefit 平等互利In time及时In turn轮流地In short 总之Price list 价目单Cotton prints E卩花布Export terms 出口条款Fine in quality 质地优良Moderate in price 价格公道Novel in design 设计新颖Household electric appliance 家用电器Energy-saving 节能In order妥当；整齐无误Make...to order 定做In good order情况良好To one's order以…为抬头，凭..指示Be subject to以…为准By separatepost 另由B Prompt shipment 即装Processing with supplied materials 来料加工Enquire for询购某物Enquire about打听某事Enquire into 调查Make sb an offer for给某人报..的价格Sth be under offer某商品在出售中The offer is firm for....此报盘有效期为Make sb. an offer向某人报盘Accept offer 接受报盘counter-offerRenew offer恢复报盘还盘Decline offer谢绝报盘Withdraw offer 撤销报盘Entertain offer 考虑报盘Non-firm offer 虚盘An offer without engagement 无约束性的报盘Wholesale price 批发价Gross price 毛价net price 净价Sell off 拍卖Sell out 卖完Repeat order重复订购initial order初次订购Conditions of sales 销售条件 A special allowance 特别折扣Subject to prior sale 以先售为条件Subject to change without notice 不经通知可以改变In cartons装纸箱As per按照Acknowledge receipt of 收至！JAs a much lower price than 以比…低;得多的价格Supply...from sock 供…现货Have...in stock 有…现货Out of stock 脱销With /in reference to... 关于For your reference 供你方参考Confirmed L/C保兑信用证Commercial invoice 商业发票Makeup 制作，准备Confirming bank 保兑行Confirming house 保付商行Shipping instructions 装船提示Agree on(upon)...就…达成一致Bill of exchange 汇票Promissorynote 本票Demand draft (D/D)票汇Telegraphic transfer(T/T )电汇Mailtransfer (M/T )信汇Remi伍ng/paying bank 汇出行/汇入行Collecting bank 托收银行Documents against payment 付款交单Documents againstacceptance(D/A) 承兑交单Commercial bill 商业汇票Banker'sbill银行汇票Sight bill即期汇票Time bill远期汇wIrrevocable L/C不可撤销信用证Unconfirmed L/C非保兑信用证Non-transferable L/C不可转让信用证Documentary L/C跟单信用证Revolving L/C循环信用证Reciprocal L/C对开信用证Back toback L/C对背信用证Red clauseL/C红条款信用证Standby letter ofcredit 备用信用证Clean L/C光票信用证Reimbursing bank 偿付行Advising/opening bank 通知行/开证行Negotiating bank 议付彳亍Give commission on.....对…商品给佣金At a discount 打折In paymentof 支付In duplicate/triplicate 一式两份/三份Draw up a contract 起草合同draft a.. Have a contract ready forsignature 备好合同签字Sign(close,enter into) a contract 签订.. Execute a contract 履行合同U31・我们在平等互利的基础上与其他国家进行贸易。

1、We have （）a provisional agreement on technical cooperation.entered into2、If you are interested, we will send you a sample lot（）charge .free of3、Although （）not particularly high, good prices are obtained.sales is4、Payment is to be made on a six-month , with the first payment to be effected fifteen days prior to the date of shipment.basis5、The terms and conditions are （）, so both of us are （）.satisfactory, satisfied6、The first shipment proves （）, we shall place a repeat order.to be satisfactory7、Your terms are _____, so both of us are _____.（）satisfactory, satisfied8、We （）received the letter of credit when your letter arrived.had already9、As the goods ( ) within the scope of our business activities, please contact us immediately.fall10、____you fulfill the terms of the L/C we will accept the drafts drawn under this credit.（）Provided11、A letter of credit would __ the cost of our imports.（）raise12、When the export arranges shipment through a forwarding agent, the agent（）the whole transaction.handles13、Our（）of sales are as shown.terms and conditions14、To open a letter of credit, we need to put a （）in the bank.charge15、The quality is found inferior （）that of the sample.to16、（）you have entered your new office building, you probably would like to refurnish it. Now that17、We suggested that you （）the matter and let us know your final decision.reconsider18、With computer users linked to the Internet growing （）every year, business is trying to cash in on the world-wide network.by millions19、Your statement has been checked and found correct and we have instructed our Bank to make remittance（）.accordingly20、We can hardly （）an agreement with you since your quotation is （）to us.reach;unacceptable21、As we are in urgent need of the goods, please （）the goods ASAP.ship23、Breakage is a special risk, for which an extra premium will have to be （）.covered24、The above offer can only remain （）for a week.valid25、For ____ commodities as oil, sand and timber, rail transportation is cheaper than road transportation. （）bulk。

商务函电期末考试复习资料商务函电期末考试复习资料佣金commission一式三份in triplicate一式两份in duplicate一式两份，请签回一份供我方存档:in duplicate ,of which please counter sign and return one copy for our file允许你放分批装运:you will allow partial shipment如你想按发票金额的13%投保:if you hope to cover insurance at/for13$ of the value业务范围：business scope试销订单：trail order付款交单：D/P承兑交单：D/A记名提单：straight B/L标题货物：subject/caption goods销售确认书：sales confirmation国际惯例：international practice如蒙寄来贵公司的产品目录和价格单以货物未经售出为准：if you will send us your catalogues price list subject to the goods are being unsold 分批装运：partial shipment比如说5%就能达成交易:by say 5% , the deal will be closed concluded 价格太高，跟现在的市场不一致:price too high and out of line with present market下月的仓位已经没有了:the shipping space next month is not available 我方愿在平等互利的基础上与你公司建立贸易关系:we are willing toenter into business relationship with you on the basis ofequality mutual商务函电复习资料Lesson 11.learn from从某人/某处得知某事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。

他询问了品种、花色和价格等情况。 We may be able to place regular orders with you if your prices are compe ve. 如果你方的价格具有竞争力，我方会定期向你们订货。 We are convinced that with joint efforts business between us will be developed to our mutual benefit. 我们相信通过双方的努力，贸易往来定会朝着互利的方向发展。 We regret that the goods you enquire about are not available.
partner. It is the first step for a company to expand its bu）siness.
二、连线搭配
quota on/make offers enclose extend exporter fair
（ 53421）
1、交易会 2、出口商 3、附上 4、扩展 5、报价
三、汉译英
1. 我们从驻伦敦的商务参赞处得知，你公司有兴趣与我们进行交易。 We've come to know your name and address from the Commercial Cou’nss eOloffirce of the Chinese Embassy in London. 2. 为了使你们对我们可供出口的各类纺织品有一个总的概念，随信寄上样本和价格单各一份，供你们查阅。 To give you a general idea of our various kinds of Tex les available for export, we are enclosing a samples book and

商务函电笔记整理（仅供参考）第一章函电1.7C原则：completeness完整性, concreteness具体,clearness/clarity清晰,conciseness简明,courtesy礼貌,consideration, correctness.2.美式日期：Month-day-year 英式日期：Day-month-year3. 12个信函要件：letterhead, reference number, date, inside address, salutation, subject heading/caption, body of the letter, complimentary close, signature, enclose（Encl./Enc.）, carbon copy（c.c.）, postscript4.称呼语——结尾谦语Dear Sirs/Madam——Yours faithfullyDear sir or Madam/Gentlemen——Yours trulyDear Mr. Henry——Yours sincerely/lovingly/affectionately5.信函格式（详见P9-P13）缩行式Indented Style:封内地址和其需要分行的地方的后一行都比前一行缩进，正文每一段开始一行都缩进。

平头式Block Style:打字机打上去的每一行字包括日期、封内地址、事由和结尾礼词都从左边空白边缘打起。

改良平头式Modified Block Style:除了日期、结尾礼词、签名位于中间靠右，其他部分每行开头都与左边空白边缘看齐。

混合式Semiblock Style with Indented Paragraphs: 日期、结尾礼词、签名中间靠右，封内地址平头，正文每一段开始行缩进。

6.信封写法缩进式：收信人地址从三分之一处向右写，寄信人地址位于左上角，邮票贴在右上角平头式：收信人地址从二分之一往右写，寄信人地址位于左上角，邮票贴在右上角7.常用句式p22-p24第二章建交函1.如何得到客户信息Website, exhibition and trade fair, trade directory, banks, advertisements, market survey, chambers of commerce商业行会, trade delegation and group, commercial counsellor’s office商务参赞处2.信函建交步骤The source of information——the purpose of writing the letter ——little advertising your company——your hope of cooperation and early reply3.建立贸易关系考虑因素Business policy and customary practice, political and economic stability, diplomatic relations with your country, culture and interests of potential buyers, geographic conditions, natural environment（climate）4.相关要点Many thanks for your letter/ favor/communication/correspondence of March 5,2016 regarding/concerning/referring to …Inform/notify/advise sb of/thatTake the liberty of 冒昧地Contact/approach/get in touch withItem=article=productScope=sphere=range=frame在某处in one’s place/area/district/region=at one’s end=on one’s side有意购买，有兴趣be in the market for=have/take interest in=be of interest to属于我们的经营范围内fall/lie/be within the scope/sphere/range/frame of our business activityCome under the scope of our trade activity合时宜的in line 不合时宜的out of line按照Be in line/agreement/conformity/compliance/keeping withEnclosed please find=please find enclosed= we are enclosing here with坚持adhere toExchange of needed goods互通有无By/through joint/mutual/collective efforts 共同努力To be only/but/all/ready too pleased/glad to do 十分乐于做某事Handle/trade/specialize in 主营There is nothing available/suppliable/exportable/obtainable at presentWith a view to/in the hope of/hoping that鉴于，目的是Be indebted/obliged/appreciated/grateful to sb for sth 感激某人做某事Owe to 把…归功于For your examination/study/information/reference/perusal/consideration供参考Be in a position to 能够做..第三章询价函1.内容Name of commodity, discount, quality, quantity, packing method, time of shipment, specification, terms of payment, price2.相关要点Fair/reasonable/moderate/rational price 合理价格Advanced/appreciated price 上涨价格Dealer/merchant/businessman/trader 商人we can allow/give/make/grant the discount打折at a discount 折扣，不受欢迎成交make the deal=business is possible=come to terms/business=close a bargain/deal=put the deal through=give one’s hands on bargainReduce/cut/cut down/lower the price to…Shipping company=forwarding agentInvite/call/draw/direct one’s attention to提请某人注意In due/good time/course 及时的Present/prevailing/current price现价bedrock/bottom/floor price 最低价格favorable price 优惠价格maximum/minimum qualityby separate post =under separate cover另封prime/tip-top quality一流质量please be （rest）assured of/that 请放心，请确认in receipt of 收到state-operated 国营out of season 不合时令fair average quality大路货take delivery 提货customs entry 进口报关on request 一旦请求就.. on sale 上市，廉价出售第四章报盘1.报盘和报价：报价quotation常为虚盘，报盘offer是卖方或卖方愿意按提出的各项交易条件订立合同的意愿2.实盘：有有效期，有约束力虚盘：包含保留条款3.写作步骤：thanks for enquiry——specific offer——the validity otherwise a reservation clause ——hopes for an order（future cooperation）4.相关要点Open/issue/establish an L/C 开具信用证Relative/relevant/concerning L/CS.S=steam ship M.V=motor vesselIn sb’s favor 以…为受益人Comply with=in compliance with 依照，符合Draw a draft on sb for..向某人索取若干金额的汇票In/Ready stock 现货out of stock 缺货In/on hand 手头上（现有）On or before 到某日In reply 此复Avail oneself of 利用机会…Take pleasure in 高兴做Brisk demand 旺盛的需求be subject to 以…为准trial order 试订货第五章还盘1.定义：partial rejection, also a new offer2.写作步骤Thanks for the offer and state attitude——regret at inability to accept and explain why——counter-offer——hope for prompt reply3.相关要点Price is on the rise/rather stiff/excessive/prohibitive/a bit high/on the high side 价格高To make a concession to sb 对某人让步Cope with 应付Minimum quantity最低起订量At one’s earliest convenience 尽早On/under/according to usual terms 通常条件下At your level/price 按照你方价格In view of = considering 鉴于See one’s way （clear）to do sth 设法做某事For account of 为…，受….委托for sb’s account=for the account of sb 由某人负担On account of 由于on one’s own account 为自己的利益account for 占比例，解释Make an exception of 对…破例with the exception of 除..外第六章接受1.销售合同：heading(title, number of contract, time and place),body(duties, obligation), ending2.HeadTitle: 注明original/copy, purchase/sale/lease/shipping contractNumber of contract: 由年份、公司代码、部门代号等构成Time: 美国月份在前，英国日期在前，月份可缩写但要用英语大写Place of signature买卖双方的名称、地址、联系方式序言（对合同的描述）3.bodyShipping mark, guarantee of quality, inspection and claims, late delivery and penalty4.end有效日期，所遵守法律，双方签名，合同的备注部分5.相关要点Counter-signature 会签Bridge/bridge over/close the gap 弥合差距Subsequent to在…之后prior/previous to 在….之前Order sheet=indent 订单Effect/make/spread shipment 发货Place/book an order with sb for sthOn condition that=provided that=if 如果For file 以存档execute order=carry out orderExpedite=speed upPlease act with dispatch 请抓紧Cover against All Risks投保一切险Lot=parcel 一批货in duplicate 一式两份With the view of/to 以…为目的Make out缮制mark down 记下conclusion of a deal 成交PS：后面的单元没有做多少笔记，主要以书上的注释为主，建议大家以课后习题和注释复习，每种函电背一些开头结尾常用句式之类的，时间比较紧只能整理到这里了，比较粗糙希望大家不介意，祝过~。

第一篇：国际商务函电复习题1.We learn from your Chamber of Commerce that you are in the market for ChineseTeapots.我们从贵国商会获悉你方想要购买中国茶具。

2.We hope you'll take this opportunity to expand your export.我们希望你方能够利用这一良机扩大出口3.We are airmailing you under separate cover our latest pricelist and catalogue. 现另航寄送我公司最新的价目表和目录4.从贵国驻我国大使馆商务参赞处获悉，你们是一家信誉良好的纺织品进口商。

5.我们专营工艺品出口业务，愿与贵公司建立业务关系。

6.在我国对优质食糖有大量的需求7.Dear sir or MadamWe have refer to your bank by Messrs.Smith Co place done about/vegavding cvedit appciated give which/that with contidenceWe are glad to inform you that you “panda”brand color TV sets have found a good market here 欣告近来你“熊猫”牌彩色电视机在我方市场很畅销We sill appveciate it if you can us the latest prilelist and sample books for our vefevence 如能寄来最新价目单和样本供我方参考，不胜感激Only the goods fine in quality but can intevest our customer只有质优价廉的产品才能吸引我方客户The offer is firm, subject to your confirmation reaching us before March本报盘为实盘，以你方的确认于三月五日前到达我方条件Relative samples and quotations were sent to you by separate airmail yesterday. 有关样品及报价已于昨日另航你方In view of your being our old customers,we agree to supply the goods at your price. 鉴于你是我们的老客户，我们同意按你方的价格供货We are offeving-the cavpioned goods without engagement as follows –关于标题商品，我们现报无约束力的发盘如下：If you have no dispute after receiving the sample it soon so that we can arrange production收到样品后，如无异议，请尽快确认以便我们安排生产We are acknowledging/in offering shipment inform you sales cost reduce market send,give ,showA reasonable reduction in price will at trace more cusstorner to order价格上的合理减让将会吸引更多的客户订购As your price is too high. We have to cancle the deal由于你方价格过高，我们不得不取消这笔交易It is hope that you can see your望设法按老价格接受我方订单，因为现价将使我们无利可图We veqvet that we can’t accept your counter-offer as our quotation for buttons is in line with the current market抱歉不能接受你们的还盘，因我方纽扣的报价与当前的市场行情相符As the price of raw matevids has been rising we regert that we can’t meet your requirement of a further price reduction由于原料价格不断上涨，歉难满足你方再次降价的要求There is every indication that the market will decline soon please further consider out counter-offer种种迹象表明近期行情将会下跌，望重新考虑我方还盘。

Terms:1 . “INCOTERMS"1.国际贸易术语解释通则2 . FOB 2.离岸价3 . FCA 3.货交承运人4 . T/T 4.电汇5 . D/P 5.付款交单6 . L/C 6.信用证7 . EMP 7.欧洲主要口岸8 . FPA 8.平安险9 . B/L 9.海运提单1 0M/T 10. 信汇1 1ICC 11. 协会货物条款1 2CFR 12. 成木加运费1 3CIP 13. 运费、保险费付至1 4D/D 14. 票汇1 5D/A 15. 承兑交单1 6L/G 16. 银行保证书1 7ETA 17. 预计到港时间1 8WPA 18. 水渍险1 9CIC 19. 中国人民保险保险条款2 0T/T 20. 电汇2 1Chamber of commerce 21. 商会2 2Quotation 22. 报盘（价）2 3Counter- offer 23. 还盘2 4Customs invoice 24. 海关发票2 5Open account terms 25. 赊帐方式2 6Certificate of origin 26. 原产地证2 7Import quotas system 27. 进口配额制2 & Bill of exchange 28. 汇票2 9Promissory note 29. 本票3 0Confirmed L/C 30. 保兑信用证3 1Quantity Discount 31. 数量折扣3 2Proforma Invoice 32. 形式发票3 3Non-Tariff Barriers 33. 非关税壁垒3 4Sales Contract 34. 销售合同3 5Documentary Bill 35. 跟单汇票3 6Sight Draft 36. 即期汇票3 7Irrevocable L/C 37. 不可撤消信用证3 8On Board B/L 38. 已装船提单3 9More or Less Clause 39. 溢短装条款4 0Insurance Policy 40. 保险单4 1Cash Discount 41. 现金折扣4 22. Commercial Invoice 42. 商业发票433. Import Licence System 43. 进口许可证制44. Sales Confirmation 44.销售确认书45. Commercial Draft 45.商业汇票46. Time Draft 46.远期汇票47. Collection 47.托收48. Clean B/L 4&清洁提单49. establishment of an L/C 49.开立信用证50. Insurance Certificate 50.保险凭证51. documentary letter of credit 51.跟单信用证52. credit standing 52.资信情况53. partial shipment 53.分批装运54. negotiation 54.议付55. seaworthy packing 55.适于海运的包装56. net weight 56.净重57. shipping documents 57.装运单据58. packing list 5&装箱单59. FCL 即Full Container Load 59.整集装箱60. warning marks 60.警告性标志61. in duplicate 61. 一式二份62. In triplicate 62. 一式二份63. inner packing 63.内包装64. shipping mark 64.装船陵头65. neutral packing 65.中性包装66. fall (become) due 66.到期67. consignment 67.交付货物68. transshipment 6&转船69. charter party 69.租船契约70. cover insurance 70.投保，办保险71. insurance rate 71.保险费率72. Insurance amount 72.保险金额73. Insurance premium 73.保险费74. Certificate of Quality 74.质量证书单选题:1.We'd like to have the insurance ______ for 130% of the invoice value.A. coverB. coveredC. coveringD. to cover2.The goods under Contract No. 1123 left here ______ .A. in a good conditionB. in good conditionsC. in good conditionD. in the good condition3.It will be appreciated _______ y ou could effect shipment in two lots by direct steamer __________ you receive our L/C.A. will, soonB. if, as soon asC. when, whenD. when, which4.We thank you for your letter of May 17 and the ____ catalogue.A. sentB. enclosedC. givenD. presented5.For such a small volume of business, it is not ___ B _ t o have a letter of credit opened.A. economicB. economicalC. economyD. economics6.We have been happy to ________ your credit based on your promise to pay according to our terms.A. amendB. extendC. openD. expand7.We don't expect any possibility of business _______ your price is too high.A. sinceB. whileC. thoughD. unless8.You can find ____ for black tea here.A. a ready marketB. most popularC. great popularityD. Selling fast9._____ our S / C No.301, we wish to say that the goods will be shipped by Oct. 10.A. With refer toB. Refer toC. ReferringD. With reference to10.The relative L/C should be issued through a third country bank in Italy ______ the sellers.A. available byB. available toC. acceptable byD. acceptable to11.We shall open the L/C _____ t he bank of Boston.A. inB. withC. forD. at12. ____ subsequent amendments, please see to it that the L/C stipulations are strictly in accordance with the contract terms.A. AvoidB. Having avoidedC. To avoidD. Being avoided13.We find your quotation for _____ much too high.A. woman blousesB. womens? blousesC. blouses of womanD. women's blouses14.All their orders have been _____ .A. executedB. effectedC. madeD. done15. ____ you can make a reduction of 5% in price, business is possible.A. In case ofB. IfC. ProvideD. Unless16. ____ we would like to close the business with you, we find your price unacceptable.A. MuchB. However muchC. Much asD. Despite17.Enclosed are sample parts _____ some of the problems we encountered.A. which showingB. in which showC. from which showD. showing18.While _____ a n enquiry, you ought to enquire into quality, specification and price etc.A. givingB. offeringC. sendingD. making19.Our draft should be duly ______ at presentation and paid at maturity.A. drawnB. drawC. honoredD. honor20.For your own ___ please expedite the L/C, which must reach us before August.A. advantageB. benefitC. considerationD. profit21.You are recommended to us _____a large buyer of Textiles by one of our clients.A. asB. ofC. forD. with22.We,____ in the export of medical equipment and medicinal herbs, wish to get into directcontact with firms in your country _____in the import of such products ______ .A. deal, interestB. dealing, interestedC. dealt, interestingD. dealing, interesting23.We are not able to accept fresh orders because of heavy.A. commissionsB. commitmentsC. communicationsD. communities24.For CFR transactions, the buyer will effect insurance upon receipt of the shipping ____________ from the seller.A. adviceB. instructionC. guideD. notice25.As _____ , we agree to ship our bicycles during October.A. desireB. desiringC. desiredD. to desire26.____ commission, 3% is the maximum we can allow.A. In regards toB. As regardsC. With regardsD. In this regard27.We are ____ you for sending us your latest catalog and samples required.A. thankB. thankfulC. grateful toD. thank to28.Our claim on the shortage of weight _____ to 13201bs.A. accountsB. countsC. amountsD. sums29.Business is impossible as your price is ______ the prevailing market level.A. out of line withB. out of lineC. in line withD. in line of30.We shall appreciate _____ for us reliable information respecting the above company.A. you to obtainB.your obtainingC. you obtainedD. it to obtain31.Please quote us competitive prices for models _______ f or export.A. be able toB. ableC. payableD. available32.Our new pricelist will _____ from the beginning of next month.A. affectB. take effectC. come intoD. make out33.We would like to take this _______to establish business relations with you.A. stepB. opportunityC. advantageD. opening34 ______ in the export of Chinese arts & crafts goods, we express our desire to trade with you in this line.A. specializeB. SpecializingC. specializedD. to specialize35.As agreed _____ in our negotiations, payment is to be made by letter of credit.A. toB. withC. ofD. upon36.We regret _____ to accept your terms of payment and therefore have to return the order to you.A. can notB. unableC. being unableD. not37.____ is a very favorable payment term for the exporte匸A. Cash with orderB. Cash on deliveryC. Cash against documentsD. Payment in advance38.They have ____ us that you are ________ the market ______ chemicals.A. inform, in, onB. informed, in, forC. advise, in, onD. advised, in, of39.We don't think we can put the business through ______ y ou revise your terms and conditions.A. unlessB. expectC. only ifD. in addition40.We would appreciate your sending us a trial order, which we ______ with keen interest.A. are waitingB. awaitC. await forD. are awaiting41.Due to the fact _____ you urged quick delivery, we were not able to use our special packing.A. whichB. thatC. whenD. to which42.We should be pleased to send you a sample _______our expense.A. atB. inC. againstD. of43.The consignment was shipped _____ on the S.S. "Changfeng" which left Shanghai for Singapore on June 16.A. cleanB. cleanedC. cleaningD. cleanly44. A vesseFs operator will pay ________ to a charter if loading is completed in less time than stipulated in the charter party.A. demurrageB. dispatch moneyC. storage chargeD. rent45.In order to _____ the growing demand for our products, we decide to have an agent abroad.A. benefitB. advantageC. make benefit ofD. take advantage of46.We _____ some brochures to illustrate the products we manufacture.A. enclose to youB. enclose youC. enclose to yourD. enclose yourually the shipper should ________ delivery of the goods and the consignee will _________ delivery at the destination.A.make, takeB. take, makeC. effect, doD. do, effect48.We are sending you the samples _ requested.A.beB.areC.as C.for49.We trust that you will find our goods ________ .A.attractingB.to be attractiveC.attract your attentionD.attractive50.The brochure covers _____ wide range of products we deal in.A. theB.aC.ofD.about51.We look forward to ______ a trial order.A. receivingB. receive from youC. receiptD. receipt your52.The shipment time is June or July at our _______ and the goods will be shipped in one ______ .A. option, lotB. option, consignment C・ choice shipment D. decision, cargo53.In case the said goods are not available _______ stock, please keep us informed soon.A. inB. by C・ from D. out of54.We are glad that we have_______ an agreement on this matter.A. comeB. gotC. reachedD. arrived55.Our products enjoy ______ in word market.A.most popularB.great popularityC.good sellerD.selling fast56.We are ______ a copy of our catalogue for your reference.A.sendB.coveringC.closedD.enclosing57.We are sure that both of our companies will B_ from the joint venture.A.make benefitB.benefitC.be benefitedD.mutual benefit5 & We ______ you of our prompt shipment after receipt of your order.A. assureB. assuranceC. insureD. insurance59.We regret having to remind you that 20% of the freight is still ___________ .A. ownedB. owning C・ standing D. outstanding60.Marketing is __________ , we have received a crowd of enquires from our customers.A. decliningB. advancingC. WeakD. going请用适当的词填空。

•have many years' experience in this particular line of business 在这个行业有多年经验•located at...地处于.....•have extensive connections with ...in the cities and towns 和许多城镇的 ... 有广泛的业务联系•we need a regular supply of... for ... 我们需要正常的..... 供应，以便...•up to now 至今•of late 最近•There have been frequent fluctuations of price and an unreliability in supply 价格频繁波动，供给得不到保证。

•We take tha liberty of writing to you with a view to establishing business relations with you. 我们冒昧写信给您,希望能与您建立业务关系。

•make us an offer for sth.向我们提供....•trade terms and conditions 贸易条款•in large quantities 大量•later on 稍后•As to our financial standing, we refer you to ... who, we feel sure, will be glad to furnish your with any information you require.至于我们的财务状况，你方可向咨询，我们相信，他们会乐意提供给你们所需的资料。

•in case 如果•business status 业务状况•We shall be only too glad to answer your inquiries at any time.我们将十分乐于随时给予答复你方的询问。

国际商务函电期末复习资料I. Choose the correct answer (1.5 points each, 15 points in all).1. You have to delete the word “Breakage” from the insurance clause in the L/C, as we do not _______ Breakage for this article.A. insureB. effectC. coverD.take out2. Since the purchase is made on FOB terms, you are to ship the goods from Liverpool on a steamer _______ by us.A. be designatedB. to be designatedC. designatingD.designate3. Please let us know you Hall Number and Room Number______ the fair.A. onB. ofC. atD. with4. We learn from your E-mail that you wish to place a repeat order because of your _______ with our Chinese silk goods.A. satisfiedB. satisfactoryC. satisfyD. satisfaction5. Your prices cannont match the market level even if your products _____ the nice designs and good workmanship.A. ofB. enjoyC. haveD. obtain6. If you agree ____ the above information, please let us know at an early date.A. onB. toC. withD. at7. As it is a trial order,we are offering a proposal for ______ by D/A.A. payB. paymentC. make paymentD. effect payment8. We hope that the goods will arrive at you in time and _______ your satisfaction.A. complyB. meet withC. meetD. complying with9. We would like you to _____ that up to the moment, we have not received any information from you about the shipment.A. draw your attention toB. noticeC. noteD. pay attention to10. Much to our regret, we cannot accept your prices as the pricese for the same quality have further ______ by 15% in the market.A. reducedB. droppedC. lowerD. cutII. Translate the following terms into English (2 points each, 10 points in all).1.商会2.脱销3.海关发票4.首订单5.持续上升III. Translate the following terms into Chinese ( 1 point each, 5 points in all).1.CECF2.Correspondence bank3.for one’s perusal4.shipping instructions5.scope of coverIV. Complete the following sentences (4 points each, 20 points in all).1. We have the pleasure of introducing ourselves__________________________ ________________________________________________________(本公司是一家经营罐装水果出口业务的国营企业).2. __________________________________________(一旦进口许可证获得批准), we shall open an L/C in your faovr.3. ____________________________________________(着眼于产品质量), you will find our prices are fixed on a reasonable level.4. We have received your letter dated September 1, asking us________________ _______________________________________(将装运提前到本月底).5. __________________________________________________(由于本月没有去你方港口的直达轮), transshipment at Hong Kong is necessary.V. Translate the following sentences into Chinese (3 points each, 15 points in all).1. We apologize to our customers for the poor quality of computers.2. Such being the case, please extend the shipment date and validity of L/C for 15 days respectively.3. Owing to the dalay on the part of our suppliers, we are not in a position to ship the goods as contracted.4. Referring to our contract signed between us last week, we have to request for your assistance in the field of insurance.5. We are pleased to offer you the items listed below, subject to prior sales.VI. Read the passage and try to find the best answer to complete each of the following statements ( 2 points each, 10 points in all).Dear Sirs，Re: Sewing MachinesThe captioned goods you shipped per S/S Yellow River on May 14 arrived here yesterday.On examination, we have found that many of the sewing machines are severely damaged, though the cases themselves show no trace of damage.Considering this damage was due to the rough handling by the steamshipcompany, we claimed on them for recovery of the loss, but an investigation made by the surveyor has revealed the fact that the damage is attributable to improper packing. For further particulars, we refer you to the surveyor’s report enclosed. We are, therefore, compelled to claim on you to compensate us for the loss, $ 27500, which we have sustained by the damage to the goods.We trust that you will be kind enough to accept this claim and deduct the sum claimed from the amount of your net invoice to us.Yours faithfully,1.This is a letter of __________A. complaintB. claimC. paymentD. packing2.From the passage we can judge _________ will be responsible for thedamage.A. the exporterB. the importerC. the shipping companyD. the bank3.The writer of the letter is _________________.A. an exporter of sewing machineB. an importer of sewing machineC. retailer of sewing machineD. the surveyor4.According to the letter, the total amount of the goods is ________.A. $ 27500B. less than $ 27500C. more than $ 27500D. not mentioned in the passage5.Which of the following statement is true according to the passage?A. The sewing machines reached destination on May 14,2006B. The addressee should pay the sum claimed separatelyC. The damage is due to the rough handling by the steamship companyD. The damage is due to the improper packingVII. Write an English business letter of about 70 words, using the key words and hints given below ( 15 points in all).Hints:承蒙ABC公司的介绍，我们得知贵公司是纺织品的大进口商之一。

1）贵国驻华大使馆商务参赞处告知，你拟从我国进口车床(lathe)，故特致函你公司，希望能在该项产品方面建立业务关系。

2）我们想请你们代为查询一下伦敦一家商行的财务和信用情况，他们是James Neils & Co.。

他们的银行是香港汇丰银行。

谢谢。

3）我们是世界上最大的丝绸进口商之一。

我们过去一直是从日本进口的，现在我们想到中国市场订购。

4）我们很遗憾不能接受你方的还价。

自从我们报价给你们后，我们已按原报价与其他许多客户成交，故如你方仍有需要，请立即订购。

5）你公司8月10日来函收悉，内附有关第100号订单订购500台缝纫机的销售确认书第90SP-5861号一式两份。

今签退一份请查收。

6）对这次交易，我们例外同意用信用证方式付款，但对以后的交易，我们要求更有利的付款条件，也就是付款交单。

7）今收到你公司对第------号销售确认书开来的第------号信用证，但发现少开500美元。

请与上述销售确认书核对并希及早修改。

8）我们报的是CFR价格，因此，货物将由你方保险，但我们在货物装运后，将立即通知你们有关的装运情况。

9）如果指定我们做你们在巴基斯坦的代理，我们将集中精力，努力推销你们的商品。

这对我们双方都是有利的。

10)在收到你方具体询价时，我将立即寄上报价单及样品1）为了使你们对我们可供出口的各类纺织品有一个总的概念，随函寄上样本和价格单各一份，供你们查阅。

2）我们已收到日本一客户的询价，他需要1公吨的标题糖。

3）按照你们的要求，我们报50公吨大豆的实盘如下，以自本日起一周之内你方复到为准。

4）如果你公司能将9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价。

5）我们今天已由伦敦的中国银行开出了一张以你方为抬头人的信用证，计500万美元。

6）瑞典一进口商要求我们按承兑交单方式运去一批试销商品。

7）为了避免随后修改信用证，务请注意下列事项。

8）关于第345号合约项下的300架缝纫机，我们将自行办理保险。

1.Explain7Cs principles in writing business letter.-Clarity is the most important characteristic of good business writing.It means conveying your message to the recipient without being misunderstood.-Considerateness means sharing your reader’s point of view and keeping your reader’s needs in mind.Considerateness mainly lies in“you-attitude”.-Courtesy is more than politeness.A good business letter should be positive,friendly, sincere and tactful.Subjunctive mood is often used to give a polite request.-Completeness implies sending complete information to the recipient.-Conciseness is to make your point brief and clear.The message you convey is as short as possible while being complete.-Concreteness is to make the message specific,definite and vivid.It is important especially when we write contracts,agreements,notices,advertisements and business letters like inquiries and offers.-Correctness refers not only to correct usage of grammar,punctuation and spelling, but also to standard language,proper statement,accurate figures and the correct understanding of commercial jargons.2.What are the main channels for a new firm to establish business relation?1)Internet2)Attendance at trade fairs and exhibitions held at home and abroad(are traditional but the most constantly used channels for merchants to approach each other).3)Banks4)Commercial Counselor’s Office5)Chambers of Commerce both at home and abroad6)Trade Directory7)Advertisements8)Mutual visits by trade delegations and groups,etc.3.Give a brief description of negotiation procedure of foreign trade.As we all know,no customers,no business.Therefore,companies must try by allmeans to seek for new connections-First,establishing business relations is required,which may involve writing self-introduction letter that includes the firm’s basic information,advantages,business scope,etc.-Second,it comes to inquires that fall into two categories:business inquires and status inquires.-Third,it will be offers and counter-offers.An offer is a proposal by sellers to buyers in order to enter into a contract.A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree.-Finally,two parties will sign the contract.4.Explain the main terms of payment in international trade and their application.·L/C,collection and remittance are three major modes of payment.1)L/C is a reliable and safe method of payment facilitating trade with unknown buyers and giving protection to both sellers and buyers.The disadvantage of L/C is the cost.L/C is usually used for large sum.2)托收是出口商（债权人）为向国外进口商（债务人）收取货款，开具汇票委托出口地银行通过其在进口地银行的联行或代理行向进口商收款的结算方式。

international business 国际商务economic integration经济一体化globalization of markets 市场全球化IMF 国际货币基金组织global financial system全球金融体系multinational company 跨国公司trade barrier 贸易壁垒GA TT 关税与贸易总协议market liberalization市场自由化emerging markets 新兴市场the globalization of capital资本全球化GNI国民总收入economic integration blocs经济一体化集团Coincide with 与......相符Foreign direct investment外国直接投资International portfolio investment国际证券投资Letter-head 信头Reference and date 编号与日期Inside name and address信内名称，地址Attention line 经办人Subject line 标题（事由）Complimentary close 结尾敬辞Carbon copy notation 抄送Identification line 辨认记号The second page第二页Trade with 经商，做买卖Trade in 经营（商品）deal indeal with 与...打交道,与...做生意,处理Commission house 提取佣金的商行Light industrial products 轻工产品State-operated corporation国营公司Joint venture 合资企业Deal exclusively in 独家经营Enjoy a high reputation享有很高的声誉Sister corporation 兄弟公司Supply sb. With sth.向某人供应某物Be assured of 使确信，使放心Get in touch with sb.与某人联系，接洽Do business with sb.与某人做贸易，成交Specific requirement 具体要求Through mutual efforts共同努力Equality and mutual benefit 平等互利In time 及时In turn 轮流地In short 总之Price list 价目单Cotton prints印花布Export terms 出口条款Fine in quality 质地优良Moderate in price 价格公道Novel in design 设计新颖Household electric appliance家用电器Energy-saving节能In order 妥当；整齐无误Make...to order 定做In good order 情况良好To one’s order以...为抬头，凭..指示Be subject to 以...为准By separate post 另邮Prompt shipment 即装Processing with supplied materials 来料加工Enquire for 询购某物Enquire about 打听某事Enquire into 调查Make sb an offer for 给某人报..的价格Sth be under offer 某商品在出售中The offer is firm for.....此报盘有效期为Make sb. an offer 向某人报盘Accept offer 接受报盘counter-offerRenew offer 恢复报盘还盘Decline offer 谢绝报盘Withdraw offer 撤销报盘Entertain offer 考虑报盘Non-firm offer 虚盘An offer without engagement 无约束性的报盘Wholesale price 批发价Gross price 毛价net price 净价Sell off 拍卖Sell out 卖完Repeat order 重复订购initial order初次订购Conditions of sales 销售条件A special allowance 特别折扣Subject to prior sale 以先售为条件Subject to change without notice 不经通知可以改变In cartons 装纸箱As per 按照Acknowledge receipt of 收到As a much lower price than 以比...低得多的价格Supply...from sock 供...现货Have...in stock 有...现货Out of stock 脱销With /in reference to... 关于For your reference 供你方参考Confirmed L/C 保兑信用证Commercial invoice 商业发票Make up 制作，准备Confirming bank 保兑行Confirming house 保付商行Shipping instructions 装船提示Agree on(upon)... 就...达成一致The rough handling 野蛮装卸Bill of exchange 汇票Promissory note 本票Demand draft（D/D) 票汇Telegraphic transfer(T/T）电汇Mail transfer（M/T）信汇Remitting/paying bank 汇出行/汇入行Collecting bank 托收银行Documents against payment 付款交单Documents against acceptance(D/A）承兑交单Commercial bill 商业汇票Banker’s bill 银行汇票Sight bill 即期汇票Time bill 远期汇票Irrevocable L/C 不可撤销信用证Unconfirmed L/C 非保兑信用证Non-transferable L/C 不可转让信用证Documentary L/C 跟单信用证Revolving L/C 循环信用证Reciprocal L/C 对开信用证Back to back L/C 对背信用证Red clause L/C 红条款信用证Standby letter of credit 备用信用证Clean L/C 光票信用证Reimbursing bank 偿付行Advising/opening bank 通知行/开证行Negotiating bank 议付行Give commission on.....对...商品给佣金At a discount 打折In payment of 支付In duplicate/triplicate一式两份/三份Draw up a contract 起草合同draft a..Have a contract ready for signature备好合同签字Sign(close,enter into) a contract 签订..Execute a contract 履行合同1.我们在平等互利的基础上与其他国家进行贸易。

国际商务函电实践考试复习题国际商务函电》实践考试复习题I. Complete the following business dialogue for negotiation:(20 points, 4 points for each.)L: I believe you have studied our catalogue, haven’t you?R: Yes.L: what do you think of our products?R: I think they may have a ready market in Australia, especially Art. No. 234 and Art. No. 236. ___1__(你能否给我报成本，保险加运费墨尔本Melbourne 的最低到岸价？)L: Yes, but before we could give you the offer, we would like to know the size of your order so that we can work out the offer. R: ___2___(我们订购的数量很⼤程度上取决于你们的价格。

) So before we could make any decision, could you give us a rough idea of your price?L: Of course. ___3___(这是我们的离岸价格单。

) All the prices in the list are___4__ (以我⽅最后确认为准。

)R: Thank you. Besides, I would like to know if you could allow any discount.II. Translate the following E-mail into Chinese and try to reply it by E-mail. （30 points, 15 points for each.）From: Zoe [mailto:zoe@/doc/5fa37a1fb7360b4c2e3f6453.html]Time: Donnerstag, 9. August 2008 12:10To: Michael Wenzien@/doc/5fa37a1fb7360b4c2e3f6453.htmlCc: Ralf Dahm; Neil; AngusBetreff: Inquiry againDear Michael Wenzien,To your new quotation, we think that it is still not accepted by us. From below e-mail, you can see that your unit price is much higher than the quotation from ABC although we know that the price of raw materials fluctuates.We have cooperated for a long time. And to our mutual and longbenefit, should you discuss again to reduce the price a little?Thanks a lot!B.rgds!Zoe GeIII. Fill in the English contract with the proper terms according to the Chinese contract. (30 points, 2 for each)2008年3⽉23⽇中国贸易公司与⽇本Kanebo Agritech K.K公司在上海签订AH6921号合同销售100公吨椰⼦ ,价格分别为每公吨53美元FOB上海，等级为A，付款采取15天承兑交单，⽤纸箱包装50公⽄⼀箱，于4⽉15⽇之前运到东京。

国际商务函电书上需要看的一些1.很荣幸从贵国大使馆得知，你公司生产并出口各种皮夹克，对此我们希望贵方能寄送商品目录和最新价目表。

We are much honored to learn from your Embassy that you aremanufacturing and exporting a variety of leather jackets, for which we would like you please mail us a catalogue and their current prices.2.获悉贵公司是中国手工艺产品的进口商，因此在下冒昧地写信给您，以求增进友谊、促进业务。

We learned that you are importers of Chinese arts and crafts goods, so we take the liberty of writing to you in hope of promoting friendship as well as business.3.p36.workshopOsaka Leather Products Trading Inc.6-chome, Tennoiji-ku, Osaka, JapanTel: 06-6789-5845 Fax: 06-6789-5846March 7th, 2011Dongyi Handcrafts Trading Co. Ltd.98 Huaihai Road, Shanghai, 200000,ChinaDear Sir or Madam,Your name and address have been given to us by the Osaka Chamber of Commerce and Industry as a large exporter of leather suitcases and bags. For your information, now we are especially interested in importing calfskin bags from your country.If you can assure us of workable price, excellent quality and prompt delivery, we shall be able to import these goods on a substantial scale. We, therefore, request you to furnish us witha full range of samples, in assorted colors together with yourlowest quotations.As to our credit standing, please refer to The Bank of Tokyo, Osaka Branch.Your immediate reply would be appreciated.Yours faithfully,4.p56.Dear Sirs,We are one of the main importers of household electrical appliances in our country and wish to establish direct business relations with you.The microwave ovens you displayed at the Autumn Fair interested us very much. We would appreciate it if you could send us several copies of catalogues and sample books about the goods. Meanwhile, please give us some information on FOB prices, discounts and your terms of payment.We hope this will be a good beginning of our long and mutually beneficial business relations.Yours faithfully,5.贵公司22日寄来的插图目录很完美，但所列付款条件不符合我方贸易惯例。

ReviewI.Define the following terms1.first enquiryAnswer: A "first enquiry,, is an enquiry sent to a supplier whom we have not previously dealt with.2.proforma invoiceAnswer: A proforma invoice is generally used to enable the buyer to make the necessary arrangements such as obtaining an import licence for the goods he would like to order. Contained in a proforma invoice are usually the descriptions of the goods, quantity, price, terms of payment, time of shipment, etc.3.firm offer.Answer: A firm offer is a promise to sell goods at a stated price, usually within a stated period of time. The promise may be expressed or implied. Usually a firm offer bears a validity, such as the wording "for acceptance within ••• days".II.Answer the following questions briefly1.What are the three C's in business letter writing?Answer: The three C's are clearness, conciseness, and courtesy.2.Why is it important to obtain all the information possible respecting the firm one is about to enter into relations with?Answer: To obtain all the information possible respecting the firm one is about to enter into relations with will help to decide whether it is advisable to do business with the firm or not.3.What is the aim of making enquiries?Answer: The aim of making enquiries is to get information about the goods to be ordered, such as price, catalogue, delivery date and other terms.4.Why is correct invoicing a matter of great importance in export trade?Answer: The smooth performance of a contract of sale will depend on correct invoicing.5.What essential elements should be consisted of in a good sales letter?Answer: A good sales letter should consist of four essential elements; it must: arouse interest, create desire, carry conviction, and induce action.6.What should be mentioned in an order?Answer: An order should mention the following points: details of description, quantities and prices and article numbers, if any; mode of packing, port of destination and time of shipment; terms of payment as agreed upon.7.What is the advantage of payment by L/C?Answer: Letter of credit is a reliable and safe method of payment, facilitating trade with unknown buyers and giving protection to both sellers and buyers.III.Translate the following sentences into English1.按照你方要求，我们附上一套小册子（说明书）连同价格单，供考虑。