外贸函电课后练习参考答案

世纪商务英语----外贸函电<第二版><教师用书>English Letter Writing in Foreign Trade主编吴思乐胡秋华XX理工大学出版社前言《世纪商务英语—外贸函电》是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。

本书主要针对高职高专商务英语和其他涉外经贸专业的学生..也可以作为其他层次涉外经贸专业的外经贸英语教材。

同时..对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说..本书还可作为自学参考资料。

为方便教学和自学者学习..我们编写了与之配套的练习答案..并提供了常用表达部分的译文。

希望本书能对我们的读者有所帮助。

编者ContentsModule UnitModule 1 Fundamentals of Modern Business Letter Writing 现代商务函电写作基础Unit 1 Basic knowledge of Business letter Writing 商务信函写作Module 2 Preparations for Negotiation 业务磋商的准备Unit 2 Establishing Business Relations 建立业务关系Unit 3. Making Credit Investigation 资信调查Module 3 Procedures of Business Negotiation 业务磋商的主要环节Unit 4 Inquiry 询盘Unit 5 Offer 发盘Unit 6 Counter-offer 还盘Module 4 Conclusion of Business 交易的达成Unit 7 Acceptance and Confirmation 接受与确认Unit 8 Order and Contract 订单与合同Module 5 Negotiation of Main Trade Terms 主要交易条款的磋商Unit 9 Payment and L/C 支付与信用证Unit 10 Packing 包装…Unit 11 Shipment 运输Unit 12 Insurance 保险Module 6 Disputes and Settlement 争议及争议的解决Unit 13 Complaints, Claims and Settlement 申诉、抱怨与索赔、理赔Unit 1. Fundamentals of Modern English Business Letter Writing第一章现代商务英语函电写作的基本知识Part Five Practical Training1. Arrange the Following in Proper Form as They Should Be Set Out in a Letter1> Sender's name: Guangzhou International Trading Corp.2> Sender's address: 198 Yueken Road, Tianhe District, Guangzhou, China3> Sender's T elephone: 852300004> Sender's cable address: 5527GZ5> Sender's telex address: 3328 gz CN6> Date: September 15, 20077> Receiver's name: Standard Oil Company8> Receiver's address: 38 Fifth Avenue, London, U. K.9> Subject: Refrigerators10> The message:We thank you for your letter of September 3, 2007, enquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable youto make a suitable selection.We look forward to receiving your specific inquiry with keen interest. Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his or her style. The following is just a sample. Guangzhou International Trading Corp.Address: 198 Yueken Road,Tianhe District, Guangzhou, 510507,P. R. ChinaTel: 85230000, Cable: 5527GZ, Telex: 3328 gz CNSeptember 15, 2010Standard Oil Company38 Fifth Avenue,London, EC4, U. K.Dear Madam or Sir:Subject..RefrigeratorsThank you for your letter of September 3, 2007, enquiring for the captioned goods. The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Yours Sincerely,Li MingLi MingEncl. as stated2. Address an Envelope for the Above LetterSince we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.Guangzhou International Trading Corp.198 Yueken RoadTianhe District, Guangzhou,Guangdogn, ChinaStandard Oil Company38 Fifth AvenueLondon EC 4U. K.UrgentStampUnit 2 Establishing Business Relations第二章建立业务关系Part Three Other Commonly Used Expressions and SentencesTypical Sentences:1. Telling the addressee how his name is known in pleasant words. <用令人愉快的语言..说明你是怎样知道对方的>1..We are very pleased to obtain your name from the Industrial Chambers. ..很高兴从行业协会处得知贵公司的名称..2..On the recommendation of Merrs. Harvey & Co., we have learned with pleasure the name of your firm. <由于哈维公司的推荐..我们高兴地得知贵公司的名称。

English Correspondence of BusinessChapter One Basic Knowledge of Business Letter Writing Section Nine Exercises 练习I. Translate the following expressions into English:Keys: mercial Councellor2.import and export3.export list4. enquiry5.sample6. price list7.catalogue8. Chamber of Commerce 9. market price10. agreement 11.clients/customers12. commodities fair 13. competitive price14. EMP(European Main ports)15. deal exclusively 16. manufacturer17. article number 18. delivery19. specification 20. trial orderII. Please improve the following sentence to them more idiamoticKeys:1. We are sending you the information you asked for in your letter of June 4.2. We have received your letter of May 10.3. We are pleased to tell you that your Order 167 was dispatched yesterday.4. We sent you this morning our latest catalogue you requested in your letter of May5.5. We hope you will consider our proposals.6. We hope to hear from you soon.7.You informed us in your letter that you could not offer us Gallnuts as they were out of stock.8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.9. Please take note of the Lot Number of bales so that the parcel may not be mixed up on landing.10. Samples will be sent and offer made upon receipt of your specific enquiry.11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.12. Thank you for your quotation dated September 5, 2007. We intend to place a trial order with you.13. You will no doubt ope the relevant L/C at the end of May.14. We feel sure that you will be entirely satisfied.15. Will you please send us your latest catalogue and pricelist?16. We wish you could effect insurance on the goods with PICC.17. Please send me a copy of the agreement.18. Your products are not up to our standard.19. I regret I cannot agree to your suggestions.20. We have semimonthly direct sailings from Hong Kong to San Francisco. III. Arrange the following in proper form as they should be set out in a letter Keys:OpenV. Point out the mistakes in the following addresses and rewrite them. Keys:A. B. C.Mr. Henry Taylor London City Bank Mr. John Smith150 Bench Street 12 Queen Street 16 Front StreetLondon, E. C. 3 London, E.C.5 Liverpool L6 3FYEngland EnglandVI. Please write a letter according to the following particulars:Keys:Shanghai Light Industrial Products Corp.11 Jiefang RoadShanghaiTel: 021--43715589The Pacific Trading Inc.87 Broadway ST.New York, NY10408Oct.28,2008Dear Sirs,Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products.We look forward to hearing from you.Yours truly,(signed)Wang XiangENCL: as stated.Chapter Two Establishing Business RelationsSection Five ExercisesI. Fill in the blanks with the following words:Keys:1)prompt, 2)supply, 3)captioned, 4)indicate, 5)packed, 6)current,7) refer, 8)enable, 9)conclude, 10)assureII. Fill in the missing words in the following blanks with the first letter given:Yours faithfully,Keys:introduce, range, attach, think, interest, interested, receiving, what, quotationIII. Write a letter with the following contents:Keys:Dear Sirs,On the recommendation of the Commercial Councilor in Colombo we have learned that your company specializes in the export of machinery and you are keen to develop overseas trade.With a view to introducing your machinery into our market, we wish to establish business relations with you.We are looking forward to get your early reply as soon as possible.Yours faithfully,IV. Write a letter to DEMMAN & SONS, 45 CANNON STREET, LONDON, E.C. 4, telling them that you wish to enter into business relations with them and including the following particular:Keys:Messrs. Demman & Sons45 Cannon StreetLondon, E.C.4Dear Sirs,Introduced by Mr. A.G. Topworth of Swanson & Bros., Hamberg, we learn your name and address and that you are one of the leading importers of Chinaware in your city.As a state enterprise, we have been in this line for more than 30 years and shall be glad to enter into business relations with you at an early date. The illustrated catalogue and price list will be airmailed upon receipt of your specific enquiries.We look forward to hearing from you soon.Yours faithfully,V. Translate the following sentences into Chinese:Keys:1)速盼赐佳音。

Chapter SixExercises:I. Filling the blanks with proper words or expressions.1. We are pleased to give you this order __for__ the following items __with_ the understanding that they will be supplied __at__ the prices stated in your letter of last week.2. We expect to find a good market ___for__ these cottons and hope to place further and larger orders __with___ you ___in__ the near future.3. Our foreign trade policy is based __on___ equality and mutual benefit.4. Your letter of June 6, 2004 together with your order ___for__ bamboo ware has been received __with__ thanks.5. We will arrange ___captioned__ the production __on___ receipt of your order.6. Your immediate reply should reach us not later __than___ the end of this month.7. Your order is receiving our immediate attention and you can depend ___on__ us to effect delivery well ___within__ your time limit.8. We are sending you our S/C No. 0024 ___in__ duplicate, one copy of which please sign and return us ___for__ our file.9. In view of the long-standing business relations __with___ us, we wish to settle this dispute amicably. 10. We require payment by D/P __by__ draft at 60 days’ sight.II. Translate the following sentences into English.1. We hope the goods will be shipped before August.2. We require your immediate execution of our order and notice us a few days before completion.3. We have recorded your order, and are preparing the goods now.4. As we are in urgent need, we’ll highly appreciated if you can make delivery as soon as possible.5. We are pleased to confirm our purchase of 50 MT of peanuts from you.III. Translate the following sentences into Chinese.1.我们欣然向你方再次订购下列家用电器用品。

外贸英语函电课后答案【篇一：外贸英语函电【课后答案】】port and export 3.export list 4.enquiry5.sample6. price list7.catalogue8. chamber of commerce9. market price10. agreement11.clients/customers12. commodities fair 13. competitive price14. emp(european main ports)15. deal exclusively16. manufacturer 17. article number18. delivery 19. specification 20. trial order 1. we are sending you the information you asked for in your letter of june 4.2. we have received your letter of may 10.3. we are pleased to tell you that your order 167 was dispatched yesterday.4. we sent you this morning our latest catalogue you requested in your letter of may5.5. we hope you will consider our proposals.6. we hope to hear from you soon.7. you informed us in your letter that you could not offer us gallnuts as they were out of stock.8. in reply to your letter of the 23rd last month, we are pleased to confirm the following order.9. please take note of the lot number of bales so that theparcel may not be mixed up on landing.10. samples will be sent and offer made upon receipt of your specific enquiry.11. in reply to your letter 23rd may, we regret to inform youthat we are now not in a position tooffer you the quantity as required.12. thank you for your quotation dated september 5, 2007. we intend to place a trial order withyou.13. you will no doubt open the relevant l/c at the end of may.14. we feel sure that you will be entirely satisfied.15. will you please send us your latest catalogue and pricelist?16. we wish you could effect insurance on the goods with picc.17. please send me a copy of the agreement.18. your products are not up to our standard.19. i regret i cannot agree to your suggestions.20. we have semimonthly direct sailings from hong kong tosan francisco.a.b. c.mr. hey taylorlondon city bank mr. john smith150 bench street12 queen street 16 front streetlondon, e. c. 3 london, e.c.5 liverpool l6 3fyenglandenglandshanghai light industrial products corp.11 jiefang roadshanghaitel: 021—43715589oct.28, 2008the pacific trading inc.87 broadway st.new york, ny10408dear sirs,thank you for your interest in our products. in reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products.we look forward to hearing from you.yours truly,(signed)wang xiangmanagerencl: as stated. 可以说没有客户，就没有业务，与潜在客户建立业务关系不仅对于新成立的公司很重要，对于那些想要扩大业务范围，增加营业额的公司来说，同样很重要。

第一章商务信函写作信息交换在所有的交易中扮演着重要的作用。

许多商业业务通过信息交换来实现。

信息交换可以通过各种方式实现，可以是口头也可以是书面的。

与口头交流相比，书面形式可以确保相关当事人更完整的理解并且可以作为每一笔交易的记录。

书面交流有很多种,比如信函，备忘录，报告，电信，电传等。

商务信函是公司与贸易伙伴保持联络时采用的最主要的方式。

高效的商务信函作者可以通过与其他公司建立良好的合作关系来提高公司的销售，增加公司利润。

另外，熟练的商务信函写作可以帮助作者获得更多自信和更多商业上的成功。

第1节商务信函的布局当写一封商务信函时，你需要遵守一定的标准格式。

通常来说，一封商务信函应该有以下七个主要部分组成：信头，日期，封内名称和地址，称呼，正文，结尾敬辞，签名。

但是根据信件的不同类型，还可能包含以下内容比如，编号，经办人，主题，附件，抄送和附言。

1.主要部分(1) 信头信头通常放在信笺上部中央。

信头包括发信人公司名称，地址，电话号码，电报、电传地址传真号，网址，甚至电子邮件地址等信息。

(2)日期日期放在信头最后一行的下面几行。

注明日期时，需注意以下几点：✧根据作者的风格，日期有许多不同的表示方法，比如：6th April 2009April 6th, 20096 April 2009April 6, 2009前面三种，在月、日和年之间可以用逗号隔开，也可不用。

但是最后一种表示方法，必须用逗号把日和年隔开。

✧不要把日期只用数字形式表示比如7/6/2009，这可能会产生误解。

依美国方式，这表示七月六号，而英国方式则为六月七日。

✧有的月份经常简写,如一月, 二月，八月，九月，十月，十一月，十二月，但是下列月份不能简写，如三月，五月，六月和七月。

(3)信内名称和地址这一部分指收信人的姓名和地址，包括的信息应按以下顺序排列：1)收信人的姓名和头衔2)收信人的公司名称3)公司名称和门牌号，街道名称和号码4)区/镇/市名5)国家/州/省的名称以及邮政编码6)国家名称当写信内名称和地址时，可以参考以下信息：✧为了表示你的礼貌，可以在收信人的名字前面加诸如先生，女士，小姐等尊称。

第二章I. 1.A/B 2.C 3.D 4.A/D 5.D 6.A/B/C/D7. B/D8.B/C/D 9B/C10.A/B/C/DIII.intention,interested in,view,suitable,grateful,have,together with,appreciate, as,suppliersIV. 1.We have been informed by Jameson Garments(Vancouver)Ltd.that y ou are one of the leading exporters of textiles in Hangzhou and that you wish to extend business to our market.2.We would like to have your lowest quotations for the captioned goods on the terms and conditions listed below:3.Please send me some further information on the features and costs of the Ver nard line of Ultrasonic equipment,which you recently advertised in Electronics magazine.4.We are interested in importing Chinese furniture and would be pleased to rec eive a copy of your latest catalogue,price list and export terms.5.We would be grateful if you would send us a comprehensive price list,togetherwith some samples,of the goods which you can supply.V.1.Chinese low-voltage microwave ovens are in great demand in our country. We would therefore much appreciate it if you could let us have your competitiv e prices for the models available at present.2.We write to introduce ourselves as a leading importer of surgical instruments and are interested in receiving a copy of your latest catalogue for our reference.3.Specializing in the line of confectionery,we have extensive connections with food stores throughout this country.4.We would be much obliged if you could send us a complete set of leaflets so as togive us a general idea of the export items you handle.5.From Messrs.Brown&Clark of this city,we have learned that you are regula r suppliers of Chinese kitchenware,for which there is a growing demand here.6.We have read with interest your advertisement in the latest issue of Televisio nWorld,and would like to have full particulars of your products,including specifications,prices and packing.VII.Huafang Trading Co.Ltd.456Huqiu RoadSuzhou,ChinaSeptember10,199-The Sales ManagerThe Midland Carpet Co.Ltd.173Waterloo Street London E.C.4BritainDear SirWe have noticed with interest your advertisement in the August issue of The Ma gic Carpet and feel that the patterns of your carpets may appeal to Chinese cust omers,especially the well-to-do newly weds.Therefore,we would like to have detailed information about the various types of carpets available at the moment ,such as specifications and prices,if possible together with sample cuttings.As we intend to lay in a stock for the New Year sales,it would be a great help to us if we could receive your reply by the end of this month.Yours faithfully签名Huafang Trading Co.Ltd.Import Manager第三章I.1.A/B/D 2. / 3.A/B/C/D 4.C 5.A/B/D6.B/C7.B8.A/D9. A/B 10.B/CIII.intend,have stocked only,have decided,select,should be obliged,would se nd,have examined,shall contact,IV. 1.We think that when you see our samples,you will agree that the qualit y of the material used and the high standard of craftsmanship will appeal to the most selective buyers.2.Though we are at present unable to meet your requirement for the captionedarticles,we shall be only too pleased to revert to the matter once our supplies ar ereplenished.3.We should like to draw your attention to our other products such as stainless steelkitchenware,details of which you will find in the catalog,and look forward to y ourfirst order.4.At your request,we are now quoting you for1,000dozen steel tapes atUSD5.--per dz.CFR Lagos.5.We are well aware that our competitors are quoting at considerably lower pr ices,but our products are obviously superior in quality and therefore represent better value.V. 1.In reply to your inquiry of January12,we are pleased to inform you tha t a catalog and a price list have been airmailed separately for your reference.2.If,however,you need any other information,please do not hesitate to let us know.We shall be only too glad to answer further questions from you.3.As you will notice,our prices are quite competitive,and since we carry large stocks of all models,we can promise delivery within a month of receipt of your L/C.4.If you can let us have an idea of the quantity you are going to order,we may consider giving you a more favorable discount.5.Though we no longer supply Type SB-95,we have in stock Type SB-99,which isboth better in performance and more reasonable in price.VII.Dear Mr.Black,Thank you for your enquiry of August16concerning our equipment,which y ou saw at the International Farm Machinery Fair in Bonn.In answer to the specific questions in your letter,first let me say we are willin g to consider substantial discount on orders over RMB¥Y1,000,000.With regard to the terms of payment,we would suggest sight L/C for the initi alstage.We can fulfill orders within three months,unless there are special specific ations,which may take a little longer.We are enclosing our current catalog and pricelist quoting c.i.f.Bangkok prices,and we think you will find the earth-movi ng equipment on pp.101-115of particular interest for the work you have in min d.If you require any further information,please contact us and we will be pleas ed to supply it.Yours sincerelUnit4I.1.A/B/C/D 2.A 3.A/B/C/D 4..C/D b5.B6.C7.A/D8.B/C9 B/D10.A/C/Dpetitive,quoted,case,that,ship,between,a total of,qualify for,Si nce,be obligedIV. 1.We are pleased to give you an order for the following items on the und erstanding that they will be supplied from current stock at the prices named.2.Thank you very much for your Order No.GD34,and we are pleased to encloseour Sales Confirmation No.9975in duplicate,one copy of which please sign and return to us for our file.3.Your order is receiving our immediate attention and can be delivered well wi thin your time limit4.While thanking you for your order,we have to explain that our price has inc reased by5%owing to a corresponding rise in the prices of raw materials.5.However,in order to finalize the first transaction between us,we are ready t o allow you a5%discount if you can increase the quantity to1,000.V. 1.This is to confirm our telephone discussion this morning.Enclosed is ou r Order No.CT504for1,500pounds of Longjing Green Tea at36pence per lb CIF London for shipment during June/July.2.As the demand for our laser printers is on the increase,we hope you will act i mmediately if you are considering placing an order with us.3.Please note that the goods must be in strict conformity with the samples in qu ality.If this first order is satisfactorily executed,regular orders will follow.4.Thank you f or your prompt reply to our inquiry of April22.We are now pl eased to order from you2000dozen pure silk T-shirts.(For details,please refer to our enclosed order No.358.)5.Although our price is a little higher than quotations of other suppliers,the su periorquality of our products more than compensates for the difference in price,and it is toyour own advantage to order goods of really good quality.VII.Dear Ms Collins,Thank you very much for your Order No.CS27for our rotary printing presses Models PM600and PM800for November shipment.We wish to inform you th at we can comply with all your requirements except for PM600,which is unfort unately out of stock at the present moment.We,therefore,would like to place before you two alternatives for your consideration.1.As an excellent substitute for PM600,we recommend PM630,which is our la test model(for details,see attached leaflet)and can be shipped together with P M800in November.2.In case you still prefer PM600,we can ship your order in two lots,i.e.PM80 0inNovember and PM600in January next year,which is the earliest time we can m anage.We look forward to your early decision.Yours sincerelyUnit5I.1. B/C/D2.B/D3.C4. A/B/C5.A/B/C6. D7.A/C/D8.B/C9./10. DⅢcover,individual,available,suitable for,which,in which,be grateful,so that,as sure,requireIV.1.We would like you to arrange an all risk open cover policy for our chinaware ipments which we intend to export over the next three months.2.If you can offer us competitive rates,we will consider further policies with you on other shipments.3.As we now desire to have the shipment insured at your end,we shall bepleased if you will arrange to insure the goods on our behalf against All Risk s for110%of the invoice value.4.As requested,we have covered your order with PICC,and the insurancepolicy will be sent to you through the bank together with the other shipping documents.5.We had the case opened and the contents examined by a lo cal insurance surveyor in the presence of the shipping company’s agent.V.1.In the absence of your definite instructions about insurance,we have covered yourordered goods against W.P.A.for110%of the invoice value as usual.2.We have noted your request for insurance against War Risk.But,as you kno w,ourCIF quotation includes W.P.A.only.Therefore,if you require this additional co verage,the extra premium will be borne by you.3.If the buyer finds after inspection that the goods are damaged,he has the righ t tofile a claim with the underwriter against a surveyor’s report within30days of the arrival of the goods at the port of destination.4.We regret to inform you that of the invoiced12laser printers in Case No.8,f ive were found upon arrival to be badly damaged.(OR:We wish to inform you that Case No.8was invoiced as containing12laser printers,five of which were regrettably found upon arrival to be badly damaged.)5.The People’s Insurance Company of China is a large state-owned enterprise, which njoys the reputation of settling claims promptly and equitably and has ag encies in the main ports and areas throughout the world.ⅦDear Sir/MadamWe have received your quotation of November5,which we find quite competi tive.We would be glad if you would cover us against All Risks,warehouse to wareho use,to the value of Can$274,895.--,on15(fifteen)cases of ceramic handicrafts,fromQingdao to Vancouver by M.V.Seagull.The certificate must reach us by the17that the latest,since it has to be presented with the other documents to the bank with which a letter of credit has been opened.We look forward to your prompt reply.Yours sincerelyUnit6I.1. B/D2.A/B 6.B/D3.D 4.C 5.B/C 7.A/B/C8.C/D9.B/C/D10. A/B/C/DIII.to ensure,reach,follows,is wrapped,being packed,separated,to hold,ar e secured,has answered,receivingIV. 1.If cartons are used,please supply each chemical in strong polythene ba gs to ensureprotection from damp.2.A light case reinforced by battens would meet your requirements and be much cheaper than a solid wooden case,as the former would be non-returnable.3.When the various items of your order are complete in our warehouse,we wi ll pack them into bundles of suitable size for shipment.4.Please make our order up into bales of about200kg.each,covered with waterprooffabric and strapped vertically and horizontally with metal bands.5.All polished parts of the machine are to be wrapped and generously padded to avoidscratching and knocking against the container.V. 1.Export crates for goods of the type you name are completely encl osed by plywood,and firmly battened.2.Export orders are put up in strong cases,cleated and wire-strapped.Solid pac king andstuffing inside the cases gives protection from vibration and jarring.3.All powders are wrapped in polythene bags and then packed in tins,the lids of whichare sealed with adhesive tape.4.Valves and all delicate parts are to be wrapped in soft material and firmly pa cked incardboard boxes.These in turn are to be packed in cases in such a manner that movement insidethe cases is impossible.5.We give you on the attached sheet full details regarding packing and marking.These must be strictly observed.VII.Dear Mr.MertonWe thank you for you letter of June26,and would like to confirm that we are still offering our Phoenix range at the prices quoted in our letter of June15.We a re sure that you find these prices quite competitive.Meanwhile,we understand your concern over packing and wish to give you the following details:Each vase is wrapped in a polybag,and then put in a foamed plastic casing,whic h is in turn placed in a decorative cardboard box.These boxes are packed in spe cially designed polythene-lined strong cardboard cartons,twelve to a carton,so that no movement inside the cartons is possible.Besides,on the outside of each carton are clearly stencilled in fadeless ink such w arning marks as“FRAGILE”and“HANDLE WITH CARE”.We hope you will agree that we have taken every possible precaution to ensure the safe transportation of our products.We look forward to receiving your order.Sincerely yoursUnit7III.ordered,have been despatched,arranged,(are)numbered,is arriving,sail ed,have been handed,opened,will pay,will beIV.1.We are pleased to inform you that your order no.32has been despatched,packedin twelve100kg.cases,in accordance with your instructions.2.In view of the urgency of the order,we have despatched it today by air,so t hat thegoods should reach you tomorrow.3.Our rates are subject to alteration without prior notice,except in the case of s pecial contract.4.We have connections throughout the world and as a result of our wide exper ience we can advise you on suitable packing and method of transport for any co untry to which you wish to export.5.As you have been informed in one of our previous letters,the users are in urg ent need of the machines contracted and are in fact pressing us for an early deliv ery.V. 1.We have already executed that part of your order which we could supply from stock.The remainder may be subject to a delay of four to six weeks .2.We shall be glad to know frequency of sailings,lowest rates for large shipme nts,and groupage rates for small consignments.3.The goods under your order No.297have been packed and are ready for de spatch,and we would be pleased if you would fill up,sign and return the attached instructions form as soon as possible.4.You can save both time and money by letting us handle all shipping and Customsformalities for you.5.To assist you in introducing our products into your market as early as possibl e,weagree to advance the initial shipment of1/3(one third)of the total quantity fro mJune/July to April/May.\VII.Dear Mr.ArnoldRe:Order No.896S/C No.980927From your letter of October20concerning the captioned S/C,we understand th at instead of the stipulated two equal shipments in January and February,1999r espectively,you now wish to have80%of the total quantity shipped in Novem ber and the balance in December this year.In reply,we wish to inform you that although we have the required quantity in stock,your request came too late for November shipment,especially because di rect sailings for yourport are few and far between.Besides,the relevant L/C is yet to be opened. Therefore,we would suggest that80%of the total quantity be shipped in Dece mber this year and the balance20%in January,1999,provided your L/C reaches us not later than November20.Please let us know promptly whether this arrangement is convenient to you. port are few and far between.Besides,the relevant L/C is yet to be opened. Therefore,we would suggest that80%of the total quantity be shipped in Dece mber this year and the balance20%in January,1999,provided your L/C reache s us not later than November20.Please let us know promptly whether this arrangement is convenient to you.Unit8I.1.D2.A/C3. B4.B5.C6.A/B/C7.A/B/D8 A/C/D9.C10.B/DIII.have given,to open,covering,is stipulated,be shipped,would/will appreci ate,would/will fax,airmail,listed,is/has been effectedV.1.With regard to terms of payment,we regret being unable to consider your req uestfor D/A at60days'sight.2.Please let us know upon receipt of this letter what difficulties you actually have in opening the L/C.3.However,on going through your L/C No.123we regretfully find several clau ses to be amended.4.Much to our regret,we are unable to comply with your request for an extensi on of our L/C No.789because the present import regulations do not permit an y extension of import licence.5.In future we will make delivery on a D/P basis if,by any chance,we are unable toship your order in time.V.1.Our terms of payment are by confirmed,irrevocable letter of credit available bydraft at sight,reaching us one month ahead of shipment,remaining valid for neg otiation in China for another21days after the prescribed time of shipment,and allowing transhipment and partial shipments.2.For the time being,therefore,we regret our inability to accept D/A in any transactions with our buyers abroad.3.Regrettably there is no news from you up to the present moment about your L/C,which should have reached us by the end of last month.4.Please amend L/C No.99S086to read“Transhipment allowed”,and delete t heclause about insurance policy as this transaction is concluded on CFR basis.5.As your country has no consulate in this city,it is our practice to have the invo icecertified by the China Council for the Promotion of International Trade.Please a mend your L/C accordingly.VII.Dear Sirs,Following the instructions given in your letter of August12,our manufacturers have redoubled their efforts to meet your advanced shipment date.We are now pleased to inform you that the goods are ready for shipment.Much to our surprise,however,the covering L/C has not reached us even to th isday.Please immediately check with your bank to ensure that it reaches us before the end of this month.Otherwise,we shall not be able to make delivery within the time limit agreed upon.In order to avoid possible subsequent amendment s,please see to it that the L/C stipulations are in exact accordance with those of our S/C No.7890.Sincerely yoursVIII.Dear SirsL/C No.HC-00085933We are pleased to have received the captioned L/C for the1,000metric tons of s weet potato slices.As some of its terms are found to be not in conformity with S /C stipulations,we hope you will make the following amendments to enable us to effect shipment within the contracted time limit:1.The date and place of expiry should read“December20,1998,in Dalian.”2.The amount in figures and words should respectively be“USD185,000”and “Say United States Dollars One Hundred Eighty-five Thousand Only.”3.The wording“with5%more or less allowed”should be inserted for both amou ntand quantity. 4.The insurance clause is to be deleted. 5.The Contract number should be28KG603.6.We look forward to your early amendments.Yours sincerelyUnit9I.1.A2. A/B/C/D3.D4.A/B/C5.B6.C/D7.C8.A/D9.A/C/D10.BIII.have been trading,have been cleared,began,had been established,would b e settled,feel,has passed,to be effected,place,are,might be approached,heari ngIV. 1.Could you tell us whether they can be replied on to settle their accounts prompt ly?2.We have found that this firm has had to be reminded several times to settle their accounts.3.We are pleased to inform you that we are ready to accept payment by D/P as a special accommodation during this sales-pushing stage. 4.As it is our usual pract ice to make payment by D/P at sight,we would like you to accept these terms fo r this transaction as well as for future business. 5.Much as we would like to hav e you as one of our customers,we regret our inability to do business on the basis of D/A.V. 1.Messrs.Schneider&Kern have given us your name as their referee.We w ould therefore be much obliged if you could provide us with detailed informati on about their credit status. 2.Any information about their financial standing and commercial integrity will be much appreciated and treated as confidential. 3.To meet you half way,we sug gest that40%of the amount be paid by T/T and the balance by irrevocable L/C at90days'sight. 4.In order to pave the way for your sales promotion,we agre e to make an exception and accept payment by45-day bill of exchange,docum ents against payment. 5.We have noted your request for payment by D/A and will revert to the matter with you when circumstances permit.VII.Dear Mr.Croft,Further to our exchange of faxes on July8,we are pleased to be able to inform you that your request for new payment terms has been accepted,and that they will come into effect when you place your next order with us.As we discussed,future transactions will be placed on a D/P basis with payment 30days after sight,and we will ensure delivery to you within two months of rec eiving your order.We are looking forward to an early order from you.Yours sincerely。

外贸英语函电课后答案【篇一：外贸英语函电【课后答案】】port and export 3.export list 4.enquiry5.sample6. price list7.catalogue8. chamber of commerce9. market price10. agreement11.clients/customers12. commodities fair 13. competitive price14. emp(european main ports)15. deal exclusively16. manufacturer 17. article number18. delivery 19. specification 20. trial order 1. we are sending you the information you asked for in your letter of june 4.2. we have received your letter of may 10.3. we are pleased to tell you that your order 167 was dispatched yesterday.4. we sent you this morning our latest catalogue you requested in your letter of may5.5. we hope you will consider our proposals.6. we hope to hear from you soon.7. you informed us in your letter that you could not offer us gallnuts as they were out of stock.8. in reply to your letter of the 23rd last month, we are pleased to confirm the following order.9. please take note of the lot number of bales so that theparcel may not be mixed up on landing.10. samples will be sent and offer made upon receipt of your specific enquiry.11. in reply to your letter 23rd may, we regret to inform youthat we are now not in a position tooffer you the quantity as required.12. thank you for your quotation dated september 5, 2007. we intend to place a trial order withyou.13. you will no doubt open the relevant l/c at the end of may.14. we feel sure that you will be entirely satisfied.15. will you please send us your latest catalogue and pricelist?16. we wish you could effect insurance on the goods with picc.17. please send me a copy of the agreement.18. your products are not up to our standard.19. i regret i cannot agree to your suggestions.20. we have semimonthly direct sailings from hong kong tosan francisco.a.b. c.mr. hey taylorlondon city bank mr. john smith150 bench street12 queen street 16 front streetlondon, e. c. 3 london, e.c.5 liverpool l6 3fyenglandenglandshanghai light industrial products corp.11 jiefang roadshanghaitel: 021—43715589oct.28, 2008the pacific trading inc.87 broadway st.new york, ny10408dear sirs,thank you for your interest in our products. in reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products.we look forward to hearing from you.yours truly,(signed)wang xiangmanagerencl: as stated. 可以说没有客户，就没有业务，与潜在客户建立业务关系不仅对于新成立的公司很重要，对于那些想要扩大业务范围，增加营业额的公司来说，同样很重要。

外贸函电课后习题标准答案————————————————————————————————作者：————————————————————————————————日期：English Correspondence of BusinessChapter One Basic Knowledge of Business Letter Writing Section Nine Exercises 练习I. Translate the following expressions into English:Keys: mercial Councellor2.import and export3.export list4. enquiry5.sample6. price list7.catalogue8. Chamber of Commerce 9. market price10. agreement 11.clients/customers12. commodities fair 13. competitive price14. EMP(European Main ports)15. deal exclusively 16. manufacturer17. article number 18. delivery19. specification 20. trial orderII. Please improve the following sentence to them more idiamoticKeys:1. We are sending you the information you asked for in your letter of June 4.2. We have received your letter of May 10.3. We are pleased to tell you that your Order 167 was dispatched yesterday.4. We sent you this morning our latest catalogue you requested in your letter of May5.5. We hope you will consider our proposals.6. We hope to hear from you soon.7.You informed us in your letter that you could not offer us Gallnuts as they were out of stock.8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.9. Please take note of the Lot Number of bales so that the parcel may not be mixed up on landing.10. Samples will be sent and offer made upon receipt of your specific enquiry.11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.12. Thank you for your quotation dated September 5, 2007. We intend to place a trial order with you.13. You will no doubt ope the relevant L/C at the end of May.14. We feel sure that you will be entirely satisfied.15. Will you please send us your latest catalogue and pricelist?16. We wish you could effect insurance on the goods with PICC.17. Please send me a copy of the agreement.18. Your products are not up to our standard.19. I regret I cannot agree to your suggestions.20. We have semimonthly direct sailings from Hong Kong to San Francisco. III. Arrange the following in proper form as they should be set out in a letter Keys:OpenV. Point out the mistakes in the following addresses and rewrite them. Keys:A. B. C.Mr. Henry Taylor London City Bank Mr. John Smith150 Bench Street 12 Queen Street 16 Front StreetLondon, E. C. 3 London, E.C.5 Liverpool L6 3FYEngland EnglandVI. Please write a letter according to the following particulars:Keys:Shanghai Light Industrial Products Corp.11 Jiefang RoadShanghaiTel: 021--43715589The Pacific Trading Inc.87 Broadway ST.New York, NY10408Oct.28,2008Dear Sirs,Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products.We look forward to hearing from you.Yours truly,(signed)Wang XiangENCL: as stated.Chapter Two Establishing Business RelationsSection Five ExercisesI. Fill in the blanks with the following words:Keys:1)prompt, 2)supply, 3)captioned, 4)indicate, 5)packed, 6)current,7) refer, 8)enable, 9)conclude, 10)assureII. Fill in the missing words in the following blanks with the first letter given:Yours faithfully,Keys:introduce, range, attach, think, interest, interested, receiving, what, quotationIII. Write a letter with the following contents:Keys:Dear Sirs,On the recommendation of the Commercial Councilor in Colombo we have learned that your company specializes in the export of machinery and you are keen to develop overseas trade.With a view to introducing your machinery into our market, we wish to establish business relations with you.We are looking forward to get your early reply as soon as possible.Yours faithfully,IV. Write a letter to DEMMAN & SONS, 45 CANNON STREET, LONDON, E.C. 4, telling them that you wish to enter into business relations with them and including the following particular:Keys:Messrs. Demman & Sons45 Cannon StreetLondon, E.C.4Dear Sirs,Introduced by Mr. A.G. Topworth of Swanson & Bros., Hamberg, we learn your name and address and that you are one of the leading importers of Chinaware in your city.As a state enterprise, we have been in this line for more than 30 years and shall be glad to enter into business relations with you at an early date. The illustrated catalogue and price list will be airmailed upon receipt of your specific enquiries.We look forward to hearing from you soon.Yours faithfully,V. Translate the following sentences into Chinese:Keys:1)速盼赐佳音。

谢谢你的阅读
❖ 知识就是财富 ❖ 丰富你的人生
71、既然我已经踏上这条道路，那么，任何东西都不应妨碍我沿着这条路走下去。——康德 72、家庭成为快乐的种子在外也不致成为障碍物但在旅行之际却是夜间的伴侣。——西塞罗 73、坚持意志伟大的事业需要始终不渝的精神。——伏尔泰 74、路漫漫其修道远，吾将上下而求索。——屈原 75、内外相应，言行相称。——韩非
33、如果惧怕前面跌宕的山岩，生命 就永远 只能是 死水一 潭。 34、当你眼泪忍不住要流出来的时候 ，睁大 眼睛， 千万别 眨眼!你会看到 世界由 清晰变 模糊的 全过程 ，心会 在你泪 水落下 的那一 刻变得 清澈明 晰。盐 。注定 要融化 的，也 许是用 眼泪的 方式。
35、不要以为自己成功一次就可以了 ，也不 要以为 过去的 光荣可 以被永 远肯定 。
外贸函电练习答案
31、别人笑我太疯癫，我笑他人看不 穿。(名 言网) 32、我不想听失意者的哭泣，抱怨者 的牢骚 ，这是 羊群中 的瘟疫 ，我不 能被它 传染。 我要尽 量避免 绝望， 辛勤耕 耘，忍 受苦楚 。我一 试再试 ，争取 每天的 成功， 避免以 失败收 常在别 人停滞 不前时 ，我继 续拼搏 。

Chapter ThreeI. Choose the best answer to complete the following statements:1-5 A D D B D 6-10 A A B B AII. Translate the following sentences into Chinese1.我们请你方报价格。

2.我们很遗憾地通知你方现在我方没有库存。

但是一有新货我们就会联系你方。

3.从随附的报价你方会发现（我方）所报价格是拉各斯到岸价，包含5%的佣金。

4.如果你方能为另一张纸上所取每打CIF温哥华价格，我们将十分感激。

5.能否邮寄给我们上述货物的详细的信息包括价格、折扣、佣金、支付方式，还有目录册和样品。

III. Translate the following sentences into English1. Please let us know the bottom price of your concerned products.2. We would like to have your FOB price.3. We wish to know what you can supply and your sales terms.4. We’ll place an order immediately if your price is moderate.5. If your quotation is competitive and the delivery date is acceptable, we’ll place an order immediately.IV. Translate the following letters into English1．Dear Sirs,We owe your name and address to Tico company. We write this letter hoping to eatablish business relation with you.Our company mainly deal with import of textiles, and intend to expand business range at present. We would be pleased if you can send us the catalogue and price list of your products. Should your price be reasonable, we can sure to place an order with you.Yours sincerely,2．Dear Sirs,Our clients are interested in your towels of “Swan’ brand and ask us to have your quotation and the samples available for export at present. Please quote us the lowest price, CFR New York for 30000 dozens of item no. AK-18, stating the earliest date of shipment and term of payment. For your reference, the competition of similar products is very intensive. Please see to it that your price is in line with the prevailing market, so that we can strive for more orders.Look forward to your early reply.Yours faithfully,。

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・。

Beijing. 3. We would appreciate it if you could send us your latest catalog and pricelist. 4. We will be most grateful if you will send us a brochure that describes the product and let us
1. A 2. D 3. A 4. C 5. D 6. D 7. C 8. D 9. A 10. D
VII. Translate the following sentences into English: 1. Thank you for your letter of July 23 inquiring for the High Definition TV sets we advertised in this month’s edition of AV News.
2) … inquiring for/about … 4) … all the products you stock? 6) … will remain valid … 8) … be of further … 10) … will keep this offer valid …
V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when
Ladies/Gentlemen:
We are a five-star hotel which is now still under construction, and the work is to be completed by the end of this year.

I 翻译答案Translate the following sentences into Englsih.P31 for unit 21. We have a great demand for Chinese microwave ovens,we would be thankful if you could quote us your competitive price for your goods available from stock.2.Our company is important importer of/deals in / specializes in importation of /s urgical instruments,we would be thankful if you could send us your latest catalogue for our reference.3.We specializes in sweet and candies and have wide relations with the food storesaround the whole country.4.We would be thankful if you could send us your products for us to know yourbusiness scope.5.We have learned from Brown &aClark Corp.that your company deals in chinesekitchen wares.Our company has an increasing demand for them.6.We are very interested in your ad.displayed in the latest TV World..Please give usthe detailed information of the specification,price and packing about your products.p.54 for unit 31.Thank you for your inquiry dated Jan.12th,and we are glad to tell you that we haveenclosed our catalogue and pricelist for your reference.2.But if you want to know more other things,please do tell us.We‟d like to answeryour furthur questions.3. You will find that our price is very competitive,and we have all the types in stock,and we could make shipment within one month after we receive your L/C.4. If you could let us know your order amount we would consider to offer more favorable discount.5.Although we no longer supply SB-95, we have SB-99 in stock,and its functions aremuch better,and prices are more competitive.Translations for page 79 for unit 41. Enclosed please find our order CT504 for 1500 pounds Longjing tea, on 36 USD per pound CIF London for Jun/Jul.delivery.2.Since there is an increasing demand for our laser printers ,please place an order with us if you have considered to do it.3. Please see to it that the quality of the goods must be completely complied with the samples.If the first order is well made up.we will place repeat orders.4. Thank you for your reply to our inquiry of Apr.22,now we want to order 2000 dozens of silk T shirts,enclosed please find the order No.58.5.Although our price is a little bit higher than other suppliers,the difference of the price is quite acceptable as our quality is of first grade.And it is for your own interest to buy products of higher qualityP148. ⅴ for unit 75.In order to push our goods into your market,we agree with the first lot ,1/3 of the total amount with the shipment in Jun/Jul to be delivered in advance in Apr/May.P172. ⅴ for unit 81.Our payment terms are confirmed,irrevocable L/C at sight which must reach us within one month before shipment.The L/C validity period is 21 days after the shipment,and must be negotiated in China,and transshipments and partial shipment are allowed.2.We are sorry that we couldn‟t accept payment by D/A in the deal with foreign customers.3.You should have opened the L/C last month,but by far we didn‟t get any news from you.4.Please amend L/C 99SD86 to read “transhipment allowed”.As the deal was made on CFR basis,please delete the related insurance clauses.P.196 ⅴ for unit 92.We would be grateful and keep the secret if you could supply us with their finacial situation and refrences.3. We suggest that 40% of the total value be paid by telegraphic transfer,the balance be paid by irrevocable documentary L/C at 90 days.5.We have known that you asked for payment by D/A,and we will talk with you about it in proper time.II. 客观题答案Unit 2Page. 281.A2.C3.C4.A5.D6.C7.D8.C9.C 10.CPage.291.A for 去掉，D,23rd2.A very 去掉3.C and answering4.B as it 改为so5.B for various types6.D trade terms7.C in the enclosed list8.B through the introduction9.A on behalf of B Germany principals10.B dealing in D. the details for your export productsUnit 3Page 51.1.A2.A3.A4.C5.D6.C7.B8.A9.A 10.CPage 52.1. correct2. D together with detailed specifications3. correct4. C to choose5. C mutually convenient6. A with interest7. C have8. C of 5 %9. D at去掉10. B all setsUnit 4Page 76 for unit 41.B2.A3.A4.C5.D6.C7.D8.B9.A 10.DPage 771.C the traces will2.B receiving3.D of4. correct5.A it 去掉6.C The cartons are7.A that 去掉 C probable 8 correct 9.B regretful 10.B and weC a trial orderUnit 51.D2.B3.A4.B5.C6.D7.B8.C9.C 10.CPage 1011.A as regards2.B consists of3.D we agree to4.B to be effected D to read5.C on CFR basis6.D have arrived7.correct8.A additional risks9.correct10.B require D different premiumUnit 6Page 1231.B2.A3.D4.C5.B6.B7.A8.A9.D 10.CUnit 7Page 1461.C in 去掉2.D shipment arrangement3. 正确的4.correct5.B for 去掉6.A shipping space7.D the wrong delivery8.correct9.D kindly cooperate10.correctKeys P169 unit 81.D2.A3.B4.B5.C6.A7.D8.B9.C 10.BP170.1.D according to fax2.B of which 去掉3.B enter into4.C to inform5.C a competitive price6.C exquisite in make7.B for every yard8.A compare it with9.正确10. 正确P 193 keys for unit 91.A2.A3.B4.A5.B6.D7.C8.D9.A 10.AP.194.1.C large amount D. to offer2.D to be considered3.A after we have given you4.B are to be effected shipment5.D satisfactory6.B received7.C to recduce D.by 20%8.D amendment advice 9.A your L/C C . in which去掉10.C with you III外贸函电写作答案email writing page 197,Unit 9Dear AmyWe two companies talked about new payment terms by fax on July 8th,and nowwe'd like to use new payment terms from next order,that is documents against payment ,payable by 30 days draft.And we would effect payment within two months after we recieve your order.Looking forward to your new order.Best RegardsLiu xiaoAug.12th 2009email writing Page 173 ,for unit 8Dear PeterAt your request we have already made up your order and can advance your shipment now.But by far, we haven't recieved your relevant L/C .Please make sure to let yourL/C reach us by the end of this month so that we can ship your order within agreeddate.Besides,please see to it that the L/C stipulations must be complied with the contract in order to avoid L/C amendment.Best regardsEllenemail writing Page 149, unit 7Dear Jane:Your order No.896Thank you for your letter Oct.20th.aw We have already stipulated in S/C No.980927 that we will ship your order in two lots in Jan.and Feb.1999.But your letter of Oct.20th was suggesting to ship 80% of the goods in Nov,and the balance in Dec.Wea re sorry to say that although we have enough quantity in stock ,it is still late for Nov.shipment ,because there are few direct sailings, and what‟s more, we have not received your relevant L/C yet.So we are suggesting to ship 80% in Dec，and the balance in Jan，1999. But your L/C must be opened before Nov。

Chapter NineExercises:I. Translate the following sentences into Chinese.1.我们愉快地通知你方392号订单货物已由“阳光”号轮船于6月5日从大连驶往伦敦。

2.我们还未收到你方所订购货物的装船通知。

我们不得不取消了预定的船舱。

3.很遗憾我们不能满足你方要求，因为直达你港的船舶只在每月的12号抵达我港。

4.根据合同规定，唛头由买方指定。

5.我方的男式衬衫的包装为每件用聚乙烯袋装，5打装一纸箱。

II. Translate the following sentences into English.1. Please print the carton with “made in P.R.C.2. The weight and measurement of every case care both marked clearly on the case.3. According to the stipulations of the contract, the shipment should be made before the end of August.4. We hope for our cooperation to advance shipment to the end of September, which enables us to catch the brisk season of Christmas.5. Please find the enclosed one set of shipping documents of these goods.III. Fill in the blanks with proper words.1. We are interested in buying 500 of your Model WL cameras.2. We are relying on receiving the goods by the end of this month.3. They insisted in having the goods transshipped at Singapore.4. We have shipped the goods by the steamer you designated on receiving your shipping instructions.5. We are in receipt of your letter dated 20 May 2004, requesting earlier delivery of the goodsof your purchase contract No. 954.IV. CorrectionsDear Sirs,We are on 改为in receipt of your letter dated 20 May 2004, requesting earlier delivery of the goods on改为of your purchase contract No. 954.We have contacted with改为去掉the shipping company and been told that there is no shipping space available on ships sail改为sailing from here to your port before 5 April. So we are sorry that we are +unable to comply to 改为with your request.Please rest assure改为assured that we will do our best to ensure punctual shipment of the goods.Yours faithfully,V. Translate the following letters into Chinese.敬启者：7月8日来函收到。

English Correspondence of BusinessChapter One Basic Knowledge of Business Letter WritingSection Nine Exercises 练习I. Translate the following expressions into English:Keys: mercial Councellor2.import and export3.export list4. enquiry5.sample6. price list7.catalogue8. Chamber of Commerce 9. market price10. agreement 11.clients/customers12. commodities fair 13. competitive price14. EMP(European Main ports)15. deal exclusively 16. manufacturer17. article number 18. delivery19. specification 20. trial orderII. Please improve the following sentence to them more idiamoticKeys:1. We are sending you the information you asked for in your letter of June 4.2. We have received your letter of May 10.3. We are pleased to tell you that your Order 167 was dispatched yesterday.4. We sent you this morning our latest catalogue you requested in your letter of May5.5. We hope you will consider our proposals.6. We hope to hear from you soon.7.You informed us in your letter that you could not offer us Gallnuts as they were out of stock.8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.9. Please take note of the Lot Number of bales so that the parcel may not be mixed up on landing.10. Samples will be sent and offer made upon receipt of your specific enquiry.11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.12. Thank you for your quotation dated September 5, 2007. We intend to place a trial order with you.13. You will no doubt ope the relevant L/C at the end of May.14. We feel sure that you will be entirely satisfied.15. Will you please send us your latest catalogue and pricelist?16. We wish you could effect insurance on the goods with PICC.17. Please send me a copy of the agreement.18. Your products are not up to our standard.19. I regret I cannot agree to your suggestions.20. We have semimonthly direct sailings from Hong Kong to San Francisco.III. Arrange the following in proper form as they should be set out in a letter Keys:OpenV. Point out the mistakes in the following addresses and rewrite them. Keys:A. B. C.Mr. Henry Taylor London City Bank Mr. John Smith150 Bench Street 12 Queen Street 16 Front StreetLondon, E. C. 3 London, E.C.5 Liverpool L6 3FYEngland EnglandVI. Please write a letter according to the following particulars:Keys:Shanghai Light Industrial Products Corp.11 Jiefang RoadShanghaiTel: 021--43715589The Pacific Trading Inc.87 Broadway ST.New York, NY10408Oct.28,2008Dear Sirs,Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products.We look forward to hearing from you.Yours truly,(signed)Wang XiangENCL: as stated.Chapter Two Establishing Business RelationsSection Five ExercisesI. Fill in the blanks with the following words:Keys:1)prompt, 2)supply, 3)captioned, 4)indicate, 5)packed, 6)current,7) refer, 8)enable, 9)conclude, 10)assureII. Fill in the missing words in the following blanks with the first letter given:Yours faithfully,Keys:introduce, range, attach, think, interest, interested, receiving, what, quotationIII. Write a letter with the following contents:Keys:Dear Sirs,On the recommendation of the Commercial Councilor in Colombo we have learned that your company specializes in the export of machinery and you are keen to develop overseas trade.With a view to introducing your machinery into our market, we wish to establish business relations with you.We are looking forward to get your early reply as soon as possible.Yours faithfully,IV. Write a letter to DEMMAN & SONS, 45 CANNON STREET, LONDON, E.C.4, telling them that you wish to enter into business r elations with them and including the following particular:Keys:Messrs. Demman & Sons45 Cannon StreetLondon, E.C.4Dear Sirs,Introduced by Mr. A.G. Topworth of Swanson & Bros., Hamberg, we learn your name and address and that you are one of the leading importers of Chinaware in your city.As a state enterprise, we have been in this line for more than 30 years and shall be glad to enter into business relations with you at an early date. The illustrated catalogue and price list will be airmailed upon receipt of your specific enquiries.We look forward to hearing from you soon.Yours faithfully,V. Translate the following sentences into Chinese:Keys:1)速盼赐佳音。

外贸函电试题参考答案外贸函电试题参考答案外贸函电是国际贸易中常用的一种沟通方式，它是企业与海外客户之间进行商务往来、洽谈合作的重要工具。

在外贸函电的写作中，要注意语言的准确性、礼貌性和专业性。

下面是一些外贸函电试题的参考答案，希望能对大家的学习和实践有所帮助。

1. 请根据以下情景，回复一封外贸询盘函。

Dear Sir/Madam,We have seen your company's advertisement in the latest issue of "International Trade Magazine" and are interested in your products. Could you please send us more information about your range of electronic gadgets, including product catalogs, price lists, and any other relevant details? We are particularly interested in your latest models and would like to know if you offer any discounts for bulk orders.We are a well-established electronics retailer in China and have a strong customer base. We believe that your products would be well-received in our market. Therefore, we would appreciate it if you could provide us with competitive prices and favorable terms of cooperation.Looking forward to your prompt response.Yours faithfully,[Your Name][Your Company Name][Contact Information]2. 请根据以下情景，回复一封外贸报价函。

进出口英语函电课后练习及参考答案《进出口英语函电》邬孝煜主编上海交通大学出版社，2009年第一版语言实验室参考答案KEY TO LABUnit TwoI. Give the Chinese equivalent of each of the following terms:商行 \ 企业零售商 3)1) 货号 2)具体询价商会 6)4) 促销资料 \ 销售资料 5)商品7) 业务范围 \ 经营范围 8)同业公会 \ 行业协会 9)10) 生意 \ 交易II. Give the English equivalent of each of the following terms:1) principal 2) terms of payment 3) catalog4) quotation 5) order 6) commission7) quantity 8) on credit 9) trade discount10) subsidiary (company)III. Fill in each of the following blanks with a proper preposition:1) from, for 2) of, on, at 3) with4) to 5) From, about 6) for7) in, at, of 8) for, off 9) at10) withIV. Find out and correct the mistake contained in each of the following sentences:1) … avail yourself of this… 2) … is scheduled for December 24.3) … to place large orders … 4) … we can quote you.5) … are interested to learn that … 6) … price list for your reference.7) … to make you a special offer … 8) … exporte rs in the rubber trade …9) … meet orders of … 10) … look forward to receiving …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) are 2) would/could quote, advertised3) ruling 4) has been15) to inquire, exhibited, held 6) to receive, including7) interest, are 8) could/would send9) are, are looking 10) have, describesVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. D2. B3. D4. B5.B6.B7.D8.B9. C 10. CVII. Translate the following sentences into English:1. We are very much interested in the computer accessories you advertised in Computer World.2. We were impressed by your automobiles that were displayed at the recent Trade Fair inBeijing.3. We would appreciate it if you could send us your latest catalog and pricelist.4. We will be most grateful if you will send us a brochure that describes the product and let usknow export terms.5. If the sample is up to the standard we require, we will place substantial orders.6. Please let us know whether you can supply the articles specified in the attached list.7. Please quote for the supply of the items listed below, giving your prices c.i.f. Shanghai.8. We look forward to receiving your firm offer within this week.9. Would you please provide information on the types and quality of sportswear you haveavailable, together with the prices.10. If you can manufacture products to our specifications, let us have your best discount.VIII. Write an English letter in the full correct layout based on the information or instructions given below:Ladies/Gentlemen:We are a five-star hotel which is now still under construction, and the work is to be completed by the end of this year.We are very much interested in your NOBLE range of bedroom suites pictured and described in your Spring 201-catalog. If you can furnish us with details about trade and quantity discounts you can offer, we will place substantial orders with you.Please send us as early as possible the samples of the materials you use, and the color chart as well.We look forward to hearing from you soon.Sincerely,2Unit ThreeI. Give the Chinese equivalent of each of the following terms:成本加运费1) 递盘，（买方的）开价、出价 2) 工厂交货 3)现行价格4) 利润赚头 5)实盘 6)订货付款/随订单付现7) 从订货至交货的间隔时间 8)带插图的目录本 9)10) 货交承运人II. Give the English equivalent of each of the following terms:2) sales agent 3) net price1)CIF (cost, insurance andfreight)4) import license 5) sight L/C 6) down payment7) credit status 8) substitute 9) FOB (Free on Board)10) gross priceIII. Fill in each of the following blanks with a proper preposition:1) of 2) about 3) from4) of, for 5) on 6) from, through, to7) in, in, with 8) As, for 9) into10) in, toIV. Find out and correct the mistake contained in each of the following sentences:1) … at a discount … 2) … inquiring for/about …3) … a ready sale … 4) … all the products you stock?5) … out of stock … 6) … will remain valid …7) … is 5% off net prices. 8) … be of further …9) … a detailed quotation … 10) … will keep this offer valid …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) has compelled 2) is now being sent3) has been / is 4) advertised, enclosed, shows5) are, is, inquire d 6) place, will be processed7) to place, could use, attached 8) to review, have established,9) is to / will be made 10) granted, is validVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. A2. D3. A4. C5.D6.D7.C8.D9. A 10. D VII. Translate the following sentences into English:1. Thank you for your letter of July 23 inquiring for the High Definition TV sets weadvertised in this month’s edition of AV News.32. We thank you for your letter of November 21 and are enclosing a detailed quotationfor our electric heaters.3. Y ou will see that our prices are quoted c.i.f. Melbourne and we are offering a special 10%discount off all net prices.4. We write to quote CIF New York for the leisure goods you inquired for in yourletter of May 13.5. Tweed lengths under shade No 17 are quoted ￡7.50 per meter FOB Shanghai.6. Please note that this offer is valid until December 31, 201-.7. As your order is substantial, you can enjoy a special discount of 10%.8. We hope that you will agree that our prices are competitive and we look forward toreceiving your initial order.9. In addition to a quotation sheet, we are also enclosing our latest catalog for yourreference.10. Thank you for your interest in our products; we expect to hear from you soon.VIII. Write an English letter in the full correct layout based on the information or instructions given below:Thank you for your inquiry for our NOBLE range of bedroom suites.Our allowance for trade discount is 10%; you can enjoy an additional 5% quantity discount on orders of $100,000. As requested, we have sent you by FedEx the samples of thematerials, together with the color chart, we use for our products.For your information, the NOBLE range can be customized provided that you furnish us with the floor plans of each guestroom and the specific measurement of each piece of the furniture you require.As regards payment, we generally deal on irrevocable letter of credit available by draft at sight. Delivery is to be made within 45 days of/from the arrival of the covering L/C.We look forward to receiving your first order soon.Unit FourI. Give the Chinese equivalent of each of the following terms:销售确认书委托订购单 3)1) 副署签名，连署签名 2)互利工艺，做工 6)4) 付款方法 5)一般交易条件7) 副本，抄件 8)即期装运 9)10) 升级换代II. Give the English equivalent of each of the following terms: 41) acknowledgment 2) production cost 3) product control number4) exhibit 5) purchase confirmation 6) regular client7) reference number 8) turnover 9) Christmas rush10) pro forma invoiceIII. Fill in each of the following blanks with a proper preposition:1) for, by 2) for, on 3) by, for, to5) in 6) in, during4) within, from/of, of,beyond7) as, against, on 8) between, to 9) to, of, of10) On/Upon, ofIV. Find out and correct the mistake contained in each of the following sentences:1) … to the advantage … 2) Enclosed are samples for …3) The price increase … 4) As regards the …5) … regulations require us to … 6) … can be regarded as (having been)settled.7) … subject to delivery being made within … 8) … prefer fur-lined overcoats.9) … essential that the goods be delivered … 10) … concerning our credit standing, …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) would like, is, is gaining 2) reaches3) sent, to countersign 4) be placed5) is, will/can 6) renamed, enhances7) is, require, know 8) establish, may/can effect9) must/have to replenish 10) will/can see, are quoted, are offeringVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. C2. B3. D4. A5.D6.A7.D8.B9. B 10. C VII. Translate the following sentences into English:1. We are pleased to place a trial order and enclose our order form.2. We have examined your catalogs and samples, and are now prepared to place orderswith you.3. Our usual terms of payment are by irrevocable letter of credit available by draft atsight.4. If these goods sell well in our market, we will place further orders in the near future.5. Attached is our order form, and we look forward to receiving youracknowledgement soon.6. Thank you for your order, which is now receiving our immediate attention and canbe delivered within a month.57. We are pleased to accept your quotation, and now place an order with you asfollows:8. We expect to receive your pro forma invoice as early as possible so that we mayapply for the relevant import license.9. We can ensure you that delivery is made within 45 days unless there arecircumstances beyond our control.10. We will effect the shipment upon receipt of your payment.VIII. Write an English letter in the full correct layout based on the information or instructions given below:Thank you very much for your letter of June 15 and the samples and color chart delivered by courier.We are enclosing our Order No.W6164, the floor plans of our guestrooms, and the measurements of the required furniture items. Please let us have your acknowledgement of this order as early as possible. We will open the covering sight L/C on receipt of your sales contract.Should there be any changes in the materials used or alteration to the colors or measurements, please let us know without delay and don’t proceed with the production until we have given you our approval.We are awaiting your confirmation of the above requirements.Unit FiveI. Give the Chinese equivalent of each of the following terms:协会货物保险条款 3)中国保险条款1)（保险）估损员 2)偷窃提货不着险免赔率 6)4) 预约保险（单） 5)交货不到险 9)保险凭证7) 共同海损 8)10) 仓至仓条款II. Give the English equivalent of each of the following terms:1) insured 2) claims form 3) (insurance) premium 4) (insurance) rate 5) underwriter 6) (insurance) policy 7) surveyor 8) FPA (free from particular average) 9) cover note10) replacementIII. Fill in each of the following blanks with a proper preposition:1) on2) from 3) against4) for 5) by 6) with, against, for67) on, with 8) against, to 9) for/on10) forIV. Find out and correct the mistake contained in each of the following sentences:1) …if you could … \ We will appreciate it … 2) … been greatly affected by …3) … the goods covered by … 4) … a large amount\quantity of …5) … pay the insured a part or… 6) Please cover us on the goods …7) … to request your immediate attention … 8) … pro forma invoice be obtained to …9) … on behalf of our principal to inquire … 10) … will compensate you if …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) would be obliged, covering 2) be borne3) sails, is 4) to call, to discuss, might5) explaining, offer, require 6) have been insuring7) to make 8) have claimed9) found, had been damaged, seemed 10) insure, soldVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. B2. D3.B4. D5.B6.D7.D8.D9. B 10. AVII. Translate the following sentences into English:1. Please arrange WPA insurance at your end on the consignments specified in theattached list.2. If a higher percentage or broader coverage is required, the extra premium will be forthe buyer’s account.3. We are attaching details with regard to packing and values and would appreciate it ifyou could quote a rate covering all risks from port to port.4. We generally take out insurance with our underwriters against All Risks and WarRisk for 110% of invoice value.5. We are sending from Shanghai to Vancouver a consignment of laser printers valuedUSD 500,000. We will be glad if you can quote your most competitive rate coveringAll Risks from warehouse to warehouse.6. As our customers require insurance to be effected at thisend, please quote your bestinsurance rates.7. We are pleased to arrange to take out all-risks insurance for you on the followingconsignment, which is to be covered for 50% above invoice value, and you will bearthe extra premium.8. As you know, the goods were shipped clean and you are the policyholder for thisparcel, so please file the claim against your underwriters.9. From your enclosed leaflets explaining three of your marine policies, we have foundthat policy 1281 would suit us best.710. We have been insuring individual shipments with you for quite some time now, andwonder if you could arrange open cover for US$1,200,000 against all risks to insureconsignments to Southeast Asian main ports.VIII. Write an English letter in the full correct layout based on the information or instructions given below:July 24, 201-Fred JohnsKiddie Korner, Inc.#202-418 Richards StreetVancouver, B.C.Canada V6B 3A7Your Order No. K2M0531 for 120,000 SweatersThank you for your letter of July 22, in which you request us to have the goods under the above order insured at our end onyour behalf.As requested, we shall arrange insurance against All Risks for 110% of the total invoice value with our underwriter, the People’s Insurance Company of China (PICC).Now we enclose the debit note and hope you can refund the premium to us as soon as possible.If we can be of further help, please let us know; we are looking forward to receiving more orders from you.Sincerely,Gao JunEnclosure: Debit NoteUnit SixI. Give the Chinese equivalent of each of the following terms:皮重 3)条形码1) 搭配 2)公吨收货人 6)4) 尺寸 5)8习惯包装中性包装 9)7) 集装箱化 8)10) 装载图II. Give the English equivalent of each of the following terms:1) container hire 2) shipping instructions 3) padding \ stuffing4) customs examination 5) packing list 6) certificate of origin7) commercial invoice 8) shipping marks 9) gross weight10) customs clearanceIII. Fill in each of the following blanks with a proper preposition:1) to 2) of, after 3) at, over4) with 5) in 6) On/Upon, by7) with, for 8) in 9) in, to10) in, withIV. Find out and correct the mistake contained in each of the following sentences:1) … arrange for our sales representative … 2) … charge us for the additional …3) … is in the charge of … 4) … to handle import and export …5) … containing 25 separate articles. 6) … t o receive rough handling …8) … comprise 50 containers.7) each case holding … / … and each caseholds …9) … keep the package as small and … 10) … on receipt of your confirmation …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) to be supplied, has been placed / was placed 2) must be3) comprises, weighing 4) to hold, is5) shows 6) to remove, presume, had formed7) will arrive 8) have decided9) must not / are not to / do not exceed 10) be packedVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. B2. D3. B4. D5.C6.A7.C8.D9. C 10. D VII. Translate the following sentences into English:1. Our sweaters are packed each in a cardboard box, 5 dozen to a carton.2. We are enclosing a detailed list of goods to facilitate customs clearance at your end.3. A special crate with reinforced bottom will be needed for the transport of such akind of goods, and padding will be essential.4. Overall measurements of each case must not exceed 2m×2m×1m.5. Please cut vent-holes in the cases to make sure that goods are in good condition.6. We do not object to packing in wooden cases, provided the lids are nailed down andthe cases secured by plastic bands.97. The cases must be wrapped in waterproof material and strapped with metal bands soas to eliminate the risk of damage by rough handling.8. As the goods will be subjected to a customs examination, the cases should be ofsuch a type that they can easily be made fast again after being opened.9. Please have the shipping marks stenciled in black and each box marked “HANDLEWITH CARE”.10. All marks other than the name of country of origin and shipping marks are to beremoved from the crates before shipment.VIII. Write an English letter in the full correct layout based on the information or instructions given below:Dear Mr./Ms:We are glad to inform you that your consignment of 1200 pieces of tweed lengths under Order HW0603 is ready for shipment.Each piece is wrapped in a plastic bag and the whole consignment is made up into 300 bales measuring 5’4”X2’X2’. Please confirm that the packing is acceptable to you.We have sent by courier our latest catalogs and samples for some of our new products, and look forward to your orders.Sincerely,Unit SevenI. Give the Chinese equivalent of each of the following terms:1) 有附带条件的提单，附条款提单，不洁提单2) 报关员；结关代理人 3)直达提单4) 产权单证 5)欧洲主要港口 6)整箱货7) 运费吨 8)发货港 9)凭指示10) 转船II. Give the English equivalent of each of the following terms:1) mode of transport 2) shipped on board B/L 3) voyage number4) charter party 5) sailing schedule 6) through bill of lading 7) shipper 8) point of origin 9) time charter10) customs formalitiesIII. Fill in each of the following blanks with a proper preposition:1) of 2) In, of, by 3) with, without104) to, for, in 5) In, from, in 6) on, in, on7) of, between, within 8) for, of, from, along, of 9) in, with10) for\to, under, atIV. Find out and correct the mistake contained in each of the following sentences:1) … supply the goods … 2) … was due to unexpected events.3) … advise our customers of shipment. 4) … the information you asked for.5) … capable of packing the bulk cargo … 6) … present the negotiating bank with our…\ present to the negotiating bank our7) … the Bs/L … 8) … we require them to …9) … to reach London … 10) … ensure the dispatch of the goods …V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) is running 2) to arrive3) is 4) is being dealt, will be sent5) thank, will ship 6) to ensure7) receive 8) have already been shipped, sails9) require, to be amply padded 10) to be shippedVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. A2. C3. B4. A5.B6.A7.C8.D9. A 10. DVII. Translate the following sentences into English:1. Will you please handle shipping and customs formalities for us?2. We are pleased to inform you that your order has been completed and is to beshipped ex-Qingdao on 20th this month.3. We wish to apologize for the inconvenience caused by the unpunctual shipment and,meanwhile, to ensure delivery of the goods without further delay.4. We would be grateful if you could let us know the earliest date of delivery for ourOrder No. 1212.5. As our customers are in urgent need of this consignment, please arrange to consignthe goods by rail as soon as possible.6. We are pleased to advise you that your ordered goods are to be carried to Shanghaiby M.S. Changjiang in the middle of next month.7. The freight charges from the works to the dock are US$200 per container, totalingUS$5000 for this consignment.8. We have arranged road transport to Dalian, where our forwarding agents will beloading the goods on to the s.s. Qianjin, due to arrive at Antwerp on May 27.9. Monthly sailings are available from Shanghai to London every 15th of the month.10. We are pleased to confirm that the machines under our Order SA2306 have arrivedthis morning in good condition.11VIII. Write an English letter in the full correct layout based on the information or instructions given below:We are pleased to advise you that the goods under your Order No. 4185 have been loaded on to the MV Pudong, which left for your port on May 17.Enclosed is a full set of shipping documents consisting of:1. Bill of Lading in triplicate;2. Commercial Invoice in duplicate;3. One copy of Certificate of Origin; and4. One copy of Insurance Policy.We trust that the goods will arrive in time to meet your urgent needs and that they will prove satisfactory to you.We wish to promise that all your future orders will receive the same prompt and careful attention as we paid to this one.Unit EightI. Give the Chinese equivalent of each of the following terms:宽限期截止期 3)1) 空白背书 2)信用证修改通知书溢短装条款 6)4) 受益人 5)无追索权7) 备用信用证 8)远期信用证 9)10) 往来银行II. Give the English equivalent of each of the following terms:1) L/C applicant 2) affiliate 3) confirmation5) negotiation 6) accompanying documents 4) advising\informing\notifyingbank7) bank\banking charges 8) unit price 9) drawer10) documentary L/CIII. Fill in each of the following blanks with a proper preposition:1) in, with/through 2) in, to/with3) with4) on, at, for, of 5) at 6) to, in, for7) on, before 8) through, in 9) to10) inIV. Find out and correct the mistake contained in each of the following sentences:1) … done on credit … 2) … informed us of …3) … debit your purchase to… 4) …meet any order …5) … draw on us … 6) … the attached copy …7) Please extend … 8) … to urge our buyer to open …129) … the extent of the damage. 10) … for replying to our fax …V. Fill in the blanks with the given verbs in their proper forms:1) have just arranged, to be opened 2) has been, open3) reach 4) delayed, arising5) are, will be handed 6) showed, produce7) have not received, covering 8) to keep9) have recently sent 10) issued, have been cashedVI. Choose the one word or phrase that correctly complete the sentence or that correctly meet the requirement specifically set out:1. D2. D3. C4. A5.A6.B7.C8. C9. A 10. CVII. Translate the following sentences into English:1. Our terms of payment are by confirmed irrevocable sight L/C to be valid fornegotiation in China until the 21st day after the date of shipment.2. The credit shall be issued or confirmed by a first class bank, to reach us 40 daysbefore the time of shipment and to allow transshipment and partial shipments.3. After examining the L/C, we have found that there is a point in the credit that doesnot conform to our contract terms. Please delete theinsurance clause because thetransaction is on FOB Shanghai.4. Please insert the wording“5% more or 5% less allowed” in both the clausesrespecting total value and quantity and, meanwhile, extend the shipment and validitydates to June 30 and July 21 respectively.5. I am pleased to let you know that proceeds from your Order CBM4357 have beencredited to our account, and look forward to receiving further orders from you.6. We have instructed our bankers, Shanghai Pudong Development Bank, to open aconfirmed irrevocable documentary credit available by draft at sight in your favor.7. We write to request you to issue for us an irrevocable L/C available at 60 days’ sightfor €108,000 in favor of the exporters described below, valid until November 30,201-.8. You may draw on the bankers at 90 days for the total invoice value and present tothem a complete set of shipping documents cons isting of …9. You are therefore requested to amend the relevant L/C by increasing the aggregateamount to US$110,000.00 and rewrite the unit price to read US$220 CIF LosAngeles.10. We would appreciate it if you could see to it that your L/C arrives here before April25 so that we may effect shipment within the contracted time of delivery.VIII. Write an English letter in the full correct layout based on the information or instructions given below:1. We are glad to inform you that we have opened through the Bank of Shanghai, anirrevocable documentary sight L/C, BOSH01523, in your favor for USD 351,800.00, valid13until June 30, 201-.The credit is to be confirmed by the CITIBANK, New York Office, and you may draw on them a draft payable at sight. When presenting your draft, please enclose the following documents: Commercial invoice (5 copies)Bill of lading (6 copies)Insurance policy (2 copies)Certificate of quality (1 copy)We are looking forward to your shipping advice.2. We write to advise you that the goods covered by your L/C BOSH01523 were shipped onJune 15, 201-, on to the MS Friendship due to arrive at Shanghai Harbor on July 25.Our draft for the full value specified by the L/C, together with all the documents required, have been presented to the CITIBANK, New York Office, for negotiation.We trust that you will be pleased with the consignment, and we have sent by FedEx our latest catalogs. If you wish to have further information, please contact me.Unit NineI. Give the Chinese equivalent of each of the following terms:远期付款交单 3)外汇率1) 凭单付现 2)资信调查即期汇票，票汇 6)4) 财务状况 5)出口融资7) 承兑 8)货到收款 9)10) 拒付通知书II. Give the English equivalent of each of the following terms:1) documentary collection 2) documents against acceptance3) bank\banker’s transfer 4) reference 5) usance 6) balance7) expenses 8) receipt 9) reference, referee10) settlementIII. Fill in each of the following blanks with a proper preposition:1) on, for, of 2) for, in, for 3) with, of4) aboard/on/on board, for 5) to, with, for 6) on, with, after7) by 8) in, against 9) within, to10) onIV. Find out and correct the mistake contained in each of the following sentences:141) … acceptable to you … 2) … to confirm that …3) … to supply us with the articles … 4) … the subject S/C.5) … 30 days of receipt of … 6) … an exception of our case.7) … on receipt of … 8) … is subject to …9) …buyers consider that … 10) … can help you with?V. Fill in the blanks with the given verbs in their proper forms and with modal verbs when necessary:1) to accept 2) be remitted3) will be pleased 4) have been dealing, would like5) is,have countersigned, are returning 6) incurred7) does not allow 8) given9) be made 10) could see, increasingVI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:1. D2. C3. B4. D5.D6.B7.C8.C9. B 10. A VII. Translate the following sentences into English:1. As agreed we have forwarded our bill, No.2782, for €1720.00 with the shippingdocuments to our bankers, China Construction Bank, Waigaoqiao Branch.2. The draft has been made out for payment 30 days after sight, and the documentswill be handed to you on acceptance.3. Our invoice No. EX632 covering this consignment/shipment/parcel is enclosed, andwe shall expect your remittance in due course.4. The cost of insurance and freight is payable by you, and has therefore been included。