外贸英语函电课后习题参考答案

外贸英语函电课后习题参考答案
（For Reference Only）
Chapter 1 Business Letter I. Answer the following questions.
1. How many principal parts is a business letter composed of? What are they?
Generally speaking, there are seven principal parts of a standard business letter. They are the
letter head; the date; inside name and address; saluation; the body of a letter(message); the
complimentary close and signature. 2. What are the three main formats of a business letter used today? Which format do you like best?
There are three main formats of a business letter in use at present: the conventional
indented style; the modern block style and the modified block style.
I like the modern block
style, since it is simple and we can save much time.
3. What is P.S.?
It is postscript, refers to one or more remarks the writer may add to the core or body of the
letter,usually hand-written side by side with or below the signature and enclosure parts, where
there is often a large patch of blank space. A postscript can be a sentence or a brief paragraph.
II. Choose the best answer
1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B B
III. Write a letter with the given particulars below, using necessary capitals and punctuation
( in modern block style)
CZ Import & Export Corp. Ltd
66 Minghuang, Wujin Discrict, Changzhou
213164, P.R. China
July 3, 2007
Mr. John Martin
Sales Manager
Lake Circles Inc.
56 York Road, Chicago
Illinois, USA
Dear Sir,
Yours sincerely,
IV. Arrange the following both in a blocked form and indented form as they should be set
out in a letter. (ommitted)
Chapter 2 Establishment of Business Relations
I. Answer the following questions.
1. If you want to open up a market to maintain or expand business actiities what should you
do first?
If we want to open up a market to maintian or expand business activities, what we should do
first is to conduct a market research, from which we shall know thoroughly about your
product(s), your present and potential market(s) .
2. Before you write letters with some new established firms what had you better do?
We had better try to collect as much information as possible about the new established
firms, especially about their credit information.
3. Through what channels can one obtain the desired names and addresses of the companies
to be dealt with?
We can get the desired names and addresses of the companies through the following channels:
Some b2b websites, such as ; some governmental or oganizational websites, such as
; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google or
yahoo.
4. How to begin with the “First Letter” or circulars to the other party?
It should be consisted of the three parts: first, you should say where you have got the
information of your potential customer; second you should provide necessary information about
yourself; third you should express your wish of writing the letter.
5. How can one create goodwill and leave a good impression on the readers?
We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness.
II. multiple choices.
1-5 D C A B A 6-10 C A C B C
III. Translate the following sentences into Chinese.
1. 2. 3. 4.
5.
6. 100
7. 8. 9. 10.
IV Translate the following sentences into English.
1. Here we introduce ourselves as an Export Company of Imitation Jewelry, with many
years of experience in this line.
2. The letter you wrote to the headquarter last week has been transferred to us, since we
deal in the products.
3. We have a wide range of light industrial products available for export.
4. We are very glad to receive your letter with illustrated catalogue.
5. We are looking forward to your specific requirements for our products.
6. We are a well-established private company, and we look forward to establish business
relations with you.
7. The manager briefly introduced the Johnson company, which is most probably to be our
prospective customer.
8. To give you a general idea about our products in the chart, here we enclose a copy of
booklet and the latest price list.
9. When the value of export exceeds that of the import, we call it the favorable balance of
trade.
10. Our products are of high quality and favorable prices.
V. Translate the following letter into English.
Dear Sirs,
We got you are interested in the silk garments from lastweek’s China Daily. Here we
introduce ourselves as the largest dealer of garments in this area. We would like to eatablish
business relations with you on the basis of equality and mutual benefits.
Our silk garments are made of high standard silk and traditional technique. We are sending
you a copy of illustrated catalogue and the latest price list for your reference. If you are
interested in any item of them, please let us now. Once we receive your enquiry, we will send
you the qutation and sample by aimail.
We are looking forward to your early reply.
Yours sincerely,
VI. Write an English letter in a proper form based on the following information. (Ommitted)
Chapter 3 Inquiry and Reply
I. Multiple Choices.
1-5 D A A D B 6-10 B B A B B
IIGive the Chinese equivalents to the following terms.
1.
2.
3.
4.
5.
6.
7.
8. 9. 10. IIIGive the English equivalents to the following terms.
1. large scale
2. a wide range (variety) of
3. irrevocable letter of credit
4. 3% rebate
5. illustrated catalogue
6. the biggest dealer
7. first-rate technology 8. favorable CIFHongKong 9. terms of payment
10. portable electric water heater
IV. Translate the following into English.
1. We are in the market for the leather shoes, please quote us the most favorable prices.
2. Please quote us the lowerest price for the captioned goods. When quoting, please state
the packing and the earliest time of shipment and send us the booklet of the products.
3. We want to know what dicount you can offerfor an order exceeding 1000 dozen?
4. We are now interested in the the table cloth and napkin. We are very appriciative if you
can send us he catalouge,sample and the price list.
5. The enclosed price list and illustrated catalouge will provide you with detailed
information on the article you are most interested in.
V. Translate the following letter into English.
Dear Sirs,
We are interested in your canvas bag on page 4 of your December’s catalogue, would you
please send us a sample and quote us the lowerest price of CIF Honolulu?
If your product proves to be satisfactory, we will order at least 2500 dozen.
Please reply as soon as possible.
Yours,
VI. Translate the following sentences into Chinese.
1.
2.
3. 4. 5. CIF3%
6. 7. 8. 2005714 9. 60CIF
VIITranslate the following into Chinese.
615
1002%
Chapter 4 Offer and Counter-offer
I. Give the English equivalents to the following terms.
1. offer
2. under/on the usual terms
3. accept counter offer
4. favorable price(s)
5. on/under offer
6. terms of payment
7. to promote the transaction 8. firm offer 9. non-firm offer
10. strengthening market
II. Give the Chinese equivalents to the following terms.
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
III. Multiple choices.
1—5 A D A A C 6-10 C B B C B
IV. Translate the following letter into English.
1. As requested, we offer you as follows, subject to our final confirmation.
2. The offer is firm, to be valid(effective) till your reply reaches us before the end of
this month.
3. To our regret, the price gap between your countered one and ours is too big.
4. It’s regret that our buyer from Shanghai thought your price was much higher.
5. If you cannot accept our offer, please bid us your most probable counter offer.
V. Translate the following letter into English.
Dear sirs,
Here we confirm having received your letter of October 20
th concerning the sample of “Grace” brand blouses and thank you very much.
Although your blouses are of high quality, your price is on the high side.Meanwhile I
want to point out that the prices of the similar blouses of European origin are about
15% lower than yours.
Such being the case, we hope you can reduce your price at least by 15%, for the value of
our order is about USD 40, 000.It is worthwhile for you to make some concessions.
We look forward to your early reply.
Yours sincerely,
VI. Translate the following sentences into Chinese.
1. 615
2.
3.
4.
5. 6. 20% 7. 3%
8. 9. 10. 10%
11.
12. uidandakai
VIITranslate the following letter into Chinese.
810FOB
IBM
CPU80586
200
800FOB
20039/10
85
Chapter 5 Acceptance and Order
I. Answer the following questions.
1. When should the buyer write an order?
When both the buyer and the seller reach an agreement on the terms of sales, then the
buyer can write an order.
2. What should he pay attention to when the buyer writes an order?
He should pay attention to the terms and conditions of the sales, especially about the
figures and the date.
3. What should be included in an order?
It should contain the “main conditions(合同要件)or conditional clausese” of a contr act,
which includes the name(s) of the commodity(commodities), the specification, the price, the
quantity, the packing, the shipment, the payment and the insurance.
4. Sometimes if you cannot accept an order what should you do? Why?
You should write a letter to your customer to explain why you cannot accept the order
and show your regret, and hope to do business with him next time. Because you do not want
to lose a potential customer.
II. Translate the following terms and expressions
A. into Chinese
1. 为---扫清障碍
2. 一笔交易
3. 友好合作
4. 草拟合同
5. 愉快的工作关系
6. 汇票
7. 草拟
8. 草拟
9. 第一笔交易 10. 达成协议
B. Into English
1. the first available steamership
2. put forward
3. contract draft
4. wide acceptance
5. confirm an order
6. the first order
7. each makes a half concession
8. supply 9. customer(client) 10. reach(conclude) an agreement
III. Choose the best answer to complete each of the following sentences.
1-5 A C D C A 6-10 B D A A C
IV. Translate the following sentences into English.
1. We confirm having supplied you ten metric tons of green soybeans at E3000 per m/t CFR
Rotterdam, shipment in September.
2. Here we confirm your order of August 1 on 1000 dozen folding chairs.
3. We confirm having sold you 1000 sets of “Fuji” brand digital camera.
4. The captioned goods are out of stock, we are sorry that we cannot entertain your order.
5. Once we receive your confirmation, we will send you the contract draft for your approval.
6. There is a heavy demand for our toy pandas,we recommend you to place your order as early
as possible.
7. We hope the conclusion of the first deal will bring more(further) business in the future.
8. We are glad that we have concluded the transaction of 10,000 “Double Happiness” brand bats.
9. We hope the conclusion of the first deal will pave the way for our freidnly cooperation in the
future.
10. We are glad to inform you that our users are very satisfied with your first lot of goods.
V. Translate the following letter into English.
Dear Sirs,
We have received your order of August 1 and thanks.
We confirm having sold you 1000 snooker tables at US$400CIF Los Angles, delivery in October. Terms of payment are by confirmed, irrevocable L/C payable by sigh draft.
We are sure that you will be satisfied with the high quality of our products.
If you have any further questions, please do not hesitate to let us know.
Yours faithfully,
VI. Write an English letter based on the following information.
Dear Sirs,
Thank you very much for your order of 5000 women’s bags.
We assure you of our timely and qulified execution of the order. Would you please open the related L/C without fail to avoid the delay of the shipment.
Besides the model of the commodities you have ordered, we are deal
in a wide varieties of fashion bags, enclosed please find the
illustrated catalogue. If you are interested in any of them, please do not hesitate to let us know.
We look forward to your early reply.
Yours sincerely,
Chapter 6 Contract
I. Answer the following questions in English.
1. What are the basic clauses of a contract?
The basic clauses of a contract include the commodity, the price,
the quantity, the
specification, the shipment, the packing, the payment and the insurance.
2. How can you understand the importance of a contract in international business?
It is the evidence of the business. It is the evdience of executing the contract; it is also
the evidence of disputes and complaints.
3. What are the conditional clauses in a contract?
The conditional clauses of a contract should include the name(s) of the
commodity(commodities), the specification, the price, the quantity, the packing, the
shipment, the payment and the insurance
4. Why should you pay great attention to conditional clauses?
Because they are the main clauses of a contract.
5. What are the different results you will have when your partner breaches different kinds of clauses of the contract?
If your partner breaches the conditional clauses of a contract, you can ask him to
compensate your loss. If your partner breaches the clauses of force majeure, you can ask him to
delay fulfillment of the contract, partial fulfillment or cancel the contract without any
compensation.
6. What are warranty clause in a contract?
7. What will you do if you want to become a successful international businessman?
First youshould master at least a foreign language; second you should have a good command of international business; third you should know your products and your customers well; fourth,
youshould know the genenral practice and regulations of
international trade.
II. Translate the following terms and expressions
A. Into Chinese
1. 销售合同
2. 更多的订单
3. 一式两份
4. 合作
5. 供某人存档
6. 向某人下订单
7. 上述提到的货物
8. 供某人存档
9. 规定（条款） 10. 尽可能早的
B． Into English
1. sales confirmation
2. for one’sinformation
3. place an order
with sb
4. subsequent amendment
5. in triplicate
6. in quaduplicate
7. in quintuplicate 8. be in confimity with 9. stipulations
10 for one’s reference
III. Choose the best answer to complete each of the following sentences.
1-5. C C A D C 6-10 B D A A C
IV. Translate the following sentences into English.
1. We have accepted your order No. 111 for 10000 sets of CD players.
2. We would like to place an order with you for 1000 Christmas trees for the coming Christmas.
3. Here we enclose our purchase contract No.
Q12 in duplicate, please sign and return one copy
for our file.
4. To avoid subsequent amendment, the stipulations of the L/C should be in exact conformity
with those of the S/C.
5. It is self-evident that your packing should be firm and sea-worthy.
6. We hope the purchase contract No. 482 on 1000 sets of V998 Motorola mobile phones has
arrived you on time.
7. What we want to point out is that although the qualify of your shampoo is good, the price is
on the high side.
8. We are glad to send you our purchase contract No. 333 on 500 cases of men skin-care
cosmetics in triplicate.
9. Your yarn closh is very popular in our market because of its high quality and low price. Now
we are placing a repeat order about 20000 pieces.
10. Now we are sending you contract draft No. 666 on jeans by separate post for your reference. V. Translate the following letter into English.
Dear Sirs,
We are glad to confirm having concluded with you on 1000 Aucma freezers. We draw up S/C No.
A-12 in duplicate. Please sign and return one copy for our file.
Since the strengthing market for freezers is coming, if you want to place a repeat order, please infrom us as early as possible.
We are looking forward to hearing from you soon.
Yours faithfully,
VI. (ommitted)
VII. Fill in the contract forms in English with the following particulars.
(1)
Sales Contract
Contract No.:07-336
Sellers: Jiangsu Native Produce and Animal BY-products Import and Export Corporation
Buyers: London Foodstuffs Import and Export Company
This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and
conditions stipulated below:
Commodity: Groundnut Kernels
Specifications: FAQ2007 Crop
Quantity: 50 M/T
Unit Price: At RMB$ 3550 per m/t CIF London
Total Value: RMB$177500(Say Renminbi Dollars One hundred and Seventy-seven Thousand and
Five Hundred Only)
Packing: In double gunny bags
Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War
Risk
Time of Shipment: During November 2007
Port of Shipment: Nantong of China
Post of Destination: London
Shipping Mark: At the Sellers’ option
Terms of Payment: By irrevocable L/C available by draft at sight st day of May, 2007.
Done and signed in Nanjing of Jiangsu on this 31
(2)
Sales Contract
Contract No.: AV006
Sellers: Beijing Light Industrial Products Import and Export Corporation
Buyers: General Trading Company, New York
This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy
and the Sellers agree to sell the under-mentioned commodity according to the terms and
conditions stipulated below:
Commodity: “Forever” brand Bicycles
Specifications: Model MB26
Quantity: 1000 bicycles
Unit Price: At US$ 70 each CIF New York
Total Value: US$70000(Say U.S. Dollars Seventy Thousand Only)
Packing: In wooden cases
Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War
Risk as per CIC dated 1st January, 1981.
Time of Shipment: To be effected not later than 30th June, 2007, allowing partial shipment and
transshipment
Port of Shipment: China Port
Post of Destination: New York
Shipping Mark: At the Sellers’ option
Terms of Payment: By irrevocable L/C at sight to reach the Sellers a month prior ro the time of
shipment and remain valid for negotiation in China until the 15th day after the final date of
shipment.
stDone and signed inBeijing on this 31 day of May, 2007. Contract No.: AC 4789
VIII. Fill in the contract forms in English with the particulars in the orders accepted by the sellers.
(1)
Sales Contract Contract No.:AV678 Date: June 21, 2007 5
Signed at : Beijing
Sellers: China National Garments Import and Export Corporation
Buyers:J.B Simpson & Co., Ltd
This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy
and the Sellers agree to sell the under-mentioned commodity according to the terms and
conditions stipulated below:
Name of commodity Quantity (pieces) Unit Price CIFsydney Total Amount
Specifications net
Bed sheets Length: 1500 f2.50 per piece f3750
106cm, color blue
Bedsheets Length: 1500 f3.00 per piece f4500
120cm; Color：yellow
Pillow cases Color: 3000 f1.80 per pair f5400
blue
Pillow cases Color: 3000 f1.80 f5400
yellow
Total Value F19050
Packing: To be paked in bales
Shipping Mark:At the sellers option
Insurance: To be covered by the Sellers
Port of Shipment: Sydney
Port Destination: Singapore
Time of Shipment: During August 2007
Terms of Payment: By irrevocable L/C payable at sight
(2)
Sales Contract
Contract No.:07897
Date: May 3， 2007
Signed at : Qingdao Sellers: China National Import and Export Corporation
Buyers: Yokohama Import and Export Co., Ltd
This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy
and the Sellers agree to sell the under-mentioned commodity
according to the terms and
conditions stipulated below:
Commodity: Canned Asparagus
Specifications: 500 grams per tin
Quantity: 300 cartons
Unit Price: At US$500 per carton FOBQingdao
Total Value:US$150000(Say US Dollars One Hundred Fifty Thousand Only) Packing: In cartons of 50 tins each
Shipping Mark: At the Seller’s Option
Insurance: To be covered by the Buyers
Time of Shipment: In May 2002
Port of Shipment: Qingdao
Post of Destination: Yokohama
Terms of Payment: By irrevocable L/C payable by sigh draft and showing shipping documents
IX. Fill in contract forms in English with the particulars from the following messages.
(1)
Sales Contract
Contract No.: 2828
Sellers: Beijing Light Industrial Products Import and Export Corporation
Buyers: Boston Trading Co., Ltd
This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:
Commodity: Fountain Pens
Specifications: Model LC001
Quantity: 1000 dozen
Unit Price: At US$ 19 per dozen CFR Boston
Total Value: US$19000(Say U.S. Dollars Nineteen Thousand Only)
Packing: In boxes of one dozen each, and 20 boxes to a carton
Shipping Mark: At Sellers’ option
Insurance: To be covered by the Buyers
Time of Shipment: During March/April 2002
Port of Shipment: China Port
Post of Destination: Boston
Terms of Payment: By confirmed, irrevocable L/C available by draft at sight Done and signed in Beijing on this2nd day of January, 2007
(2)
Sales Contract
Contract No.: 3265
Sellers: Hebei Imp/Exp Corp.
Buyers: Vancouver Foodstuffs Company
This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:
Commodity: Walnut Meat
Specifications: First Grade
Quantity: 60 M/T
Unit Price: At US$2000 per m/t CIF Vancouver
Total Value: RMB120000(Say US Dollars One Hundred and Twenty Thousand Only) Packing: In sacks of 100 kgs each
Insurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value as per CIC of January 1, 1981 Time of Shipment: In three shipments of 20 tons each, commencing from October Port of Shipment: China Port
Post of Destination: Vancouver
Shipping Mark: At Sellers’ option
Terms of Payment: By irrevocable L/C at sight
Done and signed in Shijiazhuangon this 31st day of March, 2007
Quiz
（期中测试题）
（供参考）
Put the following English into Chinese and Chinese into English: 1.5 10
1．premium 6．平安险.
2．quotation sheet 7．承担交单
3．latest catalogue 8．来样加工
4．WPA 9．中国贸促会
5．Sales Confirmation 10．价格单
Multiple Choice: 1 25
1. c
2. b
3. c
4. b
5. d
6. b
7. a
8. c
9. a
10. b
11. c
12. b
13. c
14.a
15. b
16.b
17. b
18.a
19. d
20.d
21. a
22. b
23.a
24. d
25. a
Complete the sentences with the patterns given below:2.5 25
1. our entrusting you with exclusive agency
2. We take the opportunity to introduce
3. will be executed within this month
4. to establish (open, issue) an L/C in our favor through an American bank
5. are very popular with the buyers here.
6. be ready for shipment within the next two or three weeks.
7. are in the market for
8. quote us best price for
9. insure for 110% of the invoice value
10. we are willing to enter into direct business relations with you.
Supply the missing words in blanks : 1 11
1. enquiry
2. agency
3. premature
4. business
5. way
6. satisfied
7. however
8.
transaction 9. postpone 10. warrant 11. cooperation
Translate the following sentences into English using the words or phrases in brackets:
4 24
1． Now we are offering firm 50 M/T Almond Kernel at USDxx per M/T FOB for prompt
shipment, subject to our final confirmation by fax.
2. Please see to it that each carton is lined with polythene sheet and the outer package is marked请
with “keep dry”
3. In consideration of our long friendly relations, we accept payment by L/C at 60 days’ sight for
this transaction.
4. We have booked shipp ing space on S.S.“Eastwind” which is due to arrive in Hamburger on about July 9.
5. On examination, we found the quality of the goods is too inferior to be suitable for the need of
经the local market.
6. As you are not satisfied with our proposal, we suggest you submit this matter and settle by
arbitration.
Chapter 7 Terms of Payment
I. Answer the following questions in English.
1. How many modes of payment are there in international trade?
Generally speaking, there are three major modes of payment used in inernaional trade,
they are remittance(which include M/T, T/T and D/D), collection (which includes D/P and
D/A) and L/C. There are also some other modes of payment used in international trade, such
as O/A(open account), payment by installment, L/G (letter of Gaurantee), factoring and
SWIFT.
2. What is the main difference between D/P, D/A, and L/C?
Among them, on the security(safety) L/C>D/P>D/A;
L/C and D/P can be divided into at sight or after sight, while D/A
is usually after sight;
By L/C and D/P, you will not transfer the B/L until you get the payment; while the D/A you
will transfer the goods to the buyer without get any payment but promise only.
3. If the exporter and the importer do not know each other well and are located in countries
thousands of miles apart, what payment mode do you suggest? And why?
I would like to suggest payment by L/C. Because it can protect both the buyer and the seller. It
can ensure the buyer will not pay until he gets the goods and the seller will not transfer the
goods until he gets the payment.
4. Why do we think L/C is not so safe as our imagination?
Because there are some fake L/C in the real world; and if the credit of opening bank is not so
good, it is risky to adopt L/C; it will be affected by the politics.
II. Choose the best answer to complete the following statements.
1-5 C A A D B 6-10 A A A B C
III. Write out the full forms of the abbreviated payment methods and give the equivalent terms in
Chinese. Abbreviation Full form Chinese M/T Mail transfer 信汇 T/T Telegraphic transfer 电汇 D/D Demand draft 票汇 D/A Documents agaisnt acceptance 承兑交单 D/P 付款交单 Documents against payment O/A Opent Account 赊购（销）
L/G Letter of Guarantee 银行保函 IV． Write a reply to the following letter.(omitted).
V. Letter writing Practice (omitted).
Chapter 8 Letter of Credit
I. Answer the following questions.
1. What kinds of L/C do you know?
There are different kinds of L/C in international trade. Generally speaking, it can be divided into the following different categories: clean credt and documentary credit; sight L/C and time or usuance L/C; revocable and irrevocable L/C; confirmed and inconfirmed L/C; transferable and
non-transferable L/C; divisible L/C and non-divisible L/C; revolving and non-revolving L/C;
standby L/C and red clause L/C.
2. What is the structure of the letter for amending L/C?
First it should has the format of a business letter. Second, it can be divided into three parts: the The first, to tell your customer you have received the L/C and the L/C No,and tell him there are some discrepancies need amending; the second you should point out the discrepancies and how to
amend; third, you should urge your customer to amend as soon as possible.
3. What is documentary credit?
Documentary credit is the product of international business and the creation of merchants and bankers. It is commercial letter of credit provided for payment by a bank to the named beneficiary, usually the seller of merchandise, against delivery of documents specified in the credit.。