外贸函电课后答案第三单元

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

Ch3I. Choose the best answer:1.The letter we sent last week is an enquiry ______colour TV sets.A. aboutB. forC. ofD. as2.We will consider ______your terms of payment.A. acceptedB. to acceptC. acceptingD. accept3.Should your price ______reasonable, we will place an order _______you.A. is, withB. are, fromC. is, fromD. be, with4.We are pleased to say that we are ______to supply you ______the goods you want.A. of a position, forB. at a position, forC. in a position, withD. at a position, with5.One of our clients is ______the market _______Men's Shirt.A. on, ofB. at, withC. in, forD. with, at6.There is a steady demand here ______leather gloves of high quality.A. inB. ofC. forD. on7._______your prices are right, you will find a ready market for your products.A. ShouldB. To provideC. ProvidedD. Provide8.We can supply all items ______the requirements of a fashionable trade as yours.A. to be metB. to meetingC. to meetD. meet9.We find your terms ______and now send you our Order No.1234.A. satisfiedB. satisfactionC. satisfactoryD. satisfactorily10.CIF stands ______cost, insurance and freight.A. byB. asC. likeD. forBCACC CCCCDII. Fill in the blanks with proper prepositions:1.Please send us ______airmail your export catalogue showing the different lines ______whichyou chiefly deal.2.______ your request, we have pleasure ______sending you herewith a copy of our catalogue.3.We are in the market ______China Black Tea and shall be pleased if you will let us have yourcatalogue together ______price lists.4.This is ______reply to your enquiry of April 4 and we are now sending you a quotation sheet______your consideration.5.We regret to inform you that we are not ______a position to supply you ______the captionedgoods.6.As the goods you enquire ______for are ______a short supply, we are offering you Art. No.123 as a substitute.7.The goods we quote ______ is very close ______your specifications.8.You may be pleased to learn that there is a great demand here ______your Green Tea _____ourdistrict.9.We are large dealers ______native products and feel confident there is a promising market______moderately priced goods of the kind mentioned.10.We shall be pleased if you will make us an offer ______Five Rams Brand Bicycles ______your most favourable price.11.Please send us your price list for New Crop Soybeans , ______which we can place a largeorder ______prompt shipment.12.We have so far bought these goods ______other sources, but we now wish to switch ourpurchases ______your corporation.13.As the goods are required _______re-export, the packing material must be suitable ______long distance ocean transportation.14.Please let us have your quotations _______bicycles of various brands and styles available______supply.15.We have just received an enquiry ______one of our customers, who wishes to have a sampleof the animal toys displayed ______the recent Guangzhou Fair.1 by , in2 As, in3for, with4 in , for5 in ,with6 in7 for, to8 for, in9 in , for10 of , at11 from , for12 from, to13 for, for14for, for15from ,atIII. Translate the following sentences into English:1.请对下列商品报竞争性的巴黎成本加运费5%佣金价。

商务英语函电与合同洪菁课后答案第三单元全文共3篇示例，供读者参考篇1Business English Letters and Contracts Hong Jing Unit Three1. What is the purpose of drafting a contract?The purpose of drafting a contract is to clearly outline the terms and conditions of the agreement between two parties. By having a written contract, both parties have a clear understanding of their rights and responsibilities, which helps prevent misunderstandings and disputes in the future.2. What are the key components of a contract?The key components of a contract include:- Offer: A promise to do something or refrain from doing something in exchange for something else.- Acceptance: The agreement to the terms of the offer.- Consideration: Something of value exchanged between the parties.- Legal capacity: Both parties must be legally able to enter into a contract.- Legal purpose: The contract must be for a lawful purpose.- Consent: Both parties must agree to the terms of the contract.- Legality: The contract must comply with all laws and regulations.3. What is the difference between a contract and a letter of intent?A contract is a legally binding agreement between two parties that outlines the terms of their relationship, while a letter of intent is a document that expresses an intention to enter into a contract but is not legally binding. A letter of intent is often used as a preliminary agreement to outline the key terms of a potential contract before the final agreement is drafted.4. Why is it important to have a clear and concise writing style in business communication?Having a clear and concise writing style in business communication is important because it helps to ensure that the message is easily understood by the reader. Clear and concise writing reduces the risk of misunderstandings andmisinterpretations, which can lead to costly errors and disputes. In addition, clear and concise writing demonstrates professionalism and attention to detail, which can help build trust and credibility with clients and business partners.5. What are the key differences between formal and informal business communication?Formal business communication is characterized by its use of professional language, formal greetings and salutations, and adherence to proper grammar and punctuation rules. Informal business communication, on the other hand, is more casual and personal in nature, with less emphasis on formalities and more focus on building relationships and rapport with the reader. Formal communication is typically used for official correspondence, such as contracts, proposals, and invoices, while informal communication is more commonly used for internal communications and networking.In conclusion, mastering the art of business communication, including drafting effective letters and contracts, is essential for success in the professional world. By understanding the key components of contracts, the importance of clear and concise writing, and the differences between formal and informal communication, business professionals can effectivelycommunicate with clients, business partners, and colleagues, and build strong and successful relationships.篇2Business English Correspondence and Contract: Hong Jing Unit Three Answer Key1. Fill in the blanks with the appropriate words from the box:1. The _____ of the contract were negotiated over several meetings.2. In _____ to your letter, we have enclosed the requested information.3. Please send the goods by _____ as indicated in the purchase order.4. We appreciate your _____ in this matter and look forward to a positive response.5. The terms of payment are _____ upon receipt of the goods.6. The shipment is expected to arrive within ____ days of dispatch.7. We require your _____ signature on the contract before we can proceed.2. True or False:1. True - The terms of the contract were agreed upon by both parties.2. False - The shipment will arrive within two weeks of dispatch.3. True - The payment terms are payment upon receipt of the goods.4. True - The contract must be signed by both parties before it is valid.5. False - The goods will be shipped by sea, not by air.3. Multiple Choice Questions:1. A - The terms of the contract have been agreed upon by both parties.2. C - The payment terms are payment upon receipt of the goods.3. B - The shipment is expected to arrive within seven days of dispatch.4. D - The contract must be signed by both parties before it is valid.5. A - The goods will be shipped by sea, not by air.4. Essay Questions:1. Explain the importance of clear communication in business correspondence.Clear communication in business correspondence is essential to ensure that both parties understand the terms of the agreement. It helps to avoid misunderstandings and disputes that can arise from unclear or ambiguous language. Clear communication also helps to establish trust and credibility between the parties involved, which is crucial in business relationships.2. Discuss the role of contracts in business transactions.Contracts are legal documents that outline the terms and conditions of a business transaction. They serve as a written record of the agreement between the parties and can be used to resolve disputes if they arise. Contracts protect both parties by clearly defining their rights and obligations, helping to prevent misunderstandings and conflicts.Overall, the knowledge and understanding of business English correspondence and contracts are essential for success in the business world. By mastering these skills, individuals caneffectively communicate and negotiate with colleagues, clients, and partners, leading to successful business transactions and relationships.篇3Business English Correspondence and Contract - Hong Jing Unit 31. Answer the following questions:1) What is a letter of intent?A letter of intent is a document that outlines the key terms and conditions of a proposed deal or agreement between two parties. It is often used in business negotiations as a preliminary agreement before a formal contract is signed.2) What are the components of a letter of intent?A letter of intent typically includes the names of the parties involved, a description of the proposed transaction, the key terms and conditions of the deal, and any other relevant information such as timelines, deadlines, and responsibilities.3) Why is a letter of intent important in business negotiations?A letter of intent is important in business negotiations because it helps to clarify the intentions of the parties involved and establish a framework for further discussions. It can also help to prevent misunderstandings and disputes by setting out the key terms and conditions of the deal in writing.4) What is the purpose of a memorandum of understanding?A memorandum of understanding is a formal agreement between two or more parties that outlines the terms and conditions of a proposed partnership or collaboration. It is often used in business negotiations to establish the framework for a future agreement or to outline the key points of a proposed deal.5) What are the key elements of a memorandum of understanding?A memorandum of understanding typically includes the names of the parties involved, a description of the proposed partnership or collaboration, the key terms and conditions of the agreement, and any other relevant information such as timelines, deadlines, and responsibilities.2. Write a sample letter of intent:[Your Company Name][Address line 1][Address line 2][City, State, ZIP Code][Date][Recipient's Name][Company Name][Address line 1][Address line 2][City, State, ZIP Code]Dear [Recipient's Name],I am writing to express our interest in entering into a potential partnership agreement with [Company Name]. Our two companies share a common goal of providing high-quality products and services to our customers, and we believe that a collaboration between our organizations could be mutually beneficial.We propose to establish a formal partnership to [describe the proposed partnership or collaboration]. This partnership will enable us to [outline the benefits and advantages of the partnership]. We are confident that by working together, we canachieve our shared objectives and drive growth and success for both of our companies.Please find attached a draft letter of intent outlining the key terms and conditions of our proposed partnership. We look forward to discussing this further with you and reaching a mutually agreeable agreement.Thank you for considering our proposal. We are excited about the potential for collaboration between our companies and are confident that this partnership will be a success.Sincerely,[Your Name][Your Title][Your Company Name]3. Write a sample memorandum of understanding:Memorandum of UnderstandingBetween [Your Company Name] and [Recipient's Company Name]This Memorandum of Understanding (the "MOU") is entered into by and between [Your Company Name], a [Your Company'sLegal Form] organized under the laws of [Your Country], and having its principal place of business at [Your Company's Address] (the "Company"), and [Recipient's Company Name], a [Recipient's Company's Legal Form] organized under the laws of [Recipient's Country], and having its principal place of business at [Recipient's Company's Address] (the "Recipient").Purpose:The purpose of this MOU is to establish a framework for [describe the purpose of the partnership or collaboration].Terms and Conditions:1. The parties agree to [describe the key terms and conditions of the agreement].2. The parties will work together to [outline the responsibilities and obligations of each party].3. The term of this MOU will be [duration of the agreement].4. Any modifications or amendments to this MOU must be made in writing and signed by both parties.This MOU is entered into as of the date first written above.[Your Company Name]By: [Your Name]Title: [Your Title]Date: [Date][Recipient's Company Name]By: [Recipient's Name]Title: [Recipient's Title]Date: [Date]In conclusion, a letter of intent and a memorandum of understanding are important documents in business negotiations and collaborations. By clearly outlining the key terms and conditions of a proposed deal or partnership, these documents help to establish a framework for further discussions and prevent misunderstandings. It is essential for businesses to carefully draft these documents and ensure that all parties involved are in agreement before moving forward with any formal contracts.。

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

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

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

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

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

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

第二章中Letter-2(1)就是采用这种格式。

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

段落之间有加一空行。

这种风格更加受欢迎，因为它使信件看起来更加平衡，更容易打字。

第二章中Letter-2(2)就是采用平头式。

(3)半平头式（混合式）它是上述两种风格的混合形式。

信内名称和地址部分用平头式，正文中每一段的第一行用缩格式或者反过来。

第二章中Letter-2(3)就是采用这种混合格式。

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

信封上的地址可以用两种形式来写：缩格式和平头式。

内容和风格要与信内名称和地址相一致。

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

Unit 3Key to the Exercises and the Skill DrillingsL Put the following Chinese into English.询购...接受报盘递价大使馆代理工艺手工制作支付条款（答复与...有联系向...订购现成市场立即处理市场需求（口味）用现款（支付）稳定需求（商品）在出售中给…报盘II. Multiple choiceI.b 2.d 3.a 4.b 5.b 6.c 7.b 8.d 9.c lO.a II.cIII.Fill in the following blanks with the given words in their proper forms.l.bid 2.offer 3.enquiry 4.offered 5.bid 6.offer 7.enquires8.offer 9>enquired lO.offerIV.Put the following sentences into Chinese.l.W e were advised by Mr. John King that you were intereste d in supplying men’s leather shoes.2.Please send us your best offer by fax indicating packing, specifications, quantity available and earliest time of delivery.3> You must take into consideration when quoting a price that we may place regular orders for large quantities.4> Your enquiry of Jannuary 10 has been referred to us for attention as we are theexporters of the articles you require.5.Our associates in the packaging industry speak highly of your Zeta packing machines and we would like to have more information about theme6.We hope that your prices will be workable and that business will materialize to our mutual advantage.7.We look forward to placing further orders with you, and trust that you will make every offort to satisfy our particular requirements.8> I would appreciate your sending me an up-to-date pricelist for building materials.9.If you can supply goods of the type and quality required, please make us a firm offer and quote your lowest prices.10. As we are in the market for men’s leather gloves, we should be pleased if you would send us you best quotation.V.Put the following sentences into English.1.您能否告诉我贵公司可供出口的主要产品吗?2.能否给我们报英国伦敦成本保险加运费最低价?3.如你方报价具有竞争性且交货期可接受，我们将很高兴向你订货。

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。

敬启者：你方十月一日来信收到，谢谢，对此我们今晨已经传真答复。

从我们的传真中你方谅必已经知道，我们能够报实盘250公吨钢管拉各斯到岸价每公吨620英镑，在收到你方订单后两个月交货。

货款的支付方式为30天信用证支付。

该报盘以你方答复在一星期内到达此地为有效。

你方知道，最近市场上对钢管需求量很大，因此我方对此实盘不能保留太久。

需求大必然会造成涨价，这一点希望引起你方注意，同时请你方早日作答。

敬启者：你方十月二十日来信已收到，知道由于西班牙货的报价比我方低大约10%，你方认为我方对上述商品所报价格太高，无法接受。

虽然我们对你方所说的情况并不怀疑，我们的意见是西班牙货的质量远远比不上我们的产品。

尽管我们渴望和你们发展贸易，但十分遗憾，我们不能接受你方的还盘。

我们至多只能减价2%。

我们相信如果你方考虑到商品的质量，就可以理解我们的报价是很优惠的。

目前存货不多，望早决定。

等候佳音。

Dear Sirs,We have received your letter of Oct. 1 with thanks, to which wehave sent you a reply by fax this morning.You must have noted from our fax that we can make you a firm offer for 250 M/Ts Steel Tubes at Sterling Pound 620 per M/T CIF Lagos, shipment to be made within two months upon receipt of your order, payment by L/C after 30 days sight. This offer is subject to your reply reaching here within one week.As you are aware, there has been great demand for Steel Tubes in the market, therefore, it is impossible for us to keep this offer valid too long. Great demand will certainly result in/lead to increased price, to which we hope you will pay attention, and meanwhile we are expecting your early reply.Dear Sirs:We have received your letter of Oct. 20, from which we note that you find our quotation for the above mentioned goods too high to be acceptable, for the Spanish goods have been quoted at a price about 10% lower than ours. While we do not doubt what you said, Our opinion is that the quality of the Spanish goods is far from being comparable to ours.Although we are desirous of developing trade with you, we very much regret that we cannot accept your counter offer. The best we can do is to allow you a 2% reduction in price. We believe ifyou take the quality into consideration, you will find our quotation most favorable. As our stocks are running low, it is advisable for you to make an immediate decision.We are looking forward to your favorable reply.。

外贸函电课后答案第二章1)你方3月3日的来函收到。

我们很高兴地告诉你，你所要的商品属于我们的经营范围。

We have received you letter of March 3. We are glad to inform you that the articles required by you fall within the scope of our business activities.(goods, item, article)2)遵照你方要求，我们寄上商品目录一份。

希望它能及时到达并使您们满意。

As requested, we are sending you a catalogue. We hope it will arrive in time and prove to your satisfaction.3)感谢贵方愿与我们建立业务联系。

We appreciate your desire to establish business relations with us.3.(1) We are one of the leading importers dealing in electric products in the area,and take this opportunity to approach you in the hope of establishing business relations.(2) We have been engaging in handling import and export 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 Counsellor’s office of our Embassy in Beijing.4) We are given to understand that you are a manufacturer of daily chemicals. One of our customers 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.第三章(1) Please quote us your best price CIF Shanghai, inclusive of our 3% commission.(2) Should your price be found competitive, we intend to place with you an order 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 to have a better understanding of our products, we are sending you by air 5 copies of our catalogues and 2 sample books.(5) In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference.3. C-E Translation for a general enquiry敬启者：从兴华纺织品进出口有限公司处得知，贵公司出口各类中国式服装。