外贸函电第四章答案
商务英语函电 第三、四章 课后练习答案
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课堂练习
例如：设某公司拟向日本出口冻驴肉30公吨， 共需装1500箱，每箱毛重25千克，每箱体积为 20cmx30cmx40cm，日商来电要求该公司报CFR神 户价格，问应如何计算这批货物的运费？（设 该航线运费吨的运价为144美元）
货物等级表
货 名 COMMODITIES 级别CLASS 计费标准BASIS
2、国际费用
（1）出口运费 货物出口时支付的海运、陆运或空运费用。 （2）保险费 出口商向保险公司购买货运保险或信用保险所支付的费用。 （3）佣金 出口商向中间商支付的报酬。
（三）预期利润
三、核算要点
（一）成本核算
1、角色定位：专门从事贸易的出口商。 ∴ 成本为采购成本/进货成本/购货成本 2、一般来讲，供货厂商所报价格即为贸易商的采购成本。 3、供货厂商所报价格一般包含增值税。(即采购成本包含增值税) ∴ 采购成本=货价+增值税额 4、增值税的征收及退还均根据货物本身价格（即不含税的价格） ∴ 增值税额=货价×增值税率 ∴ 出口退税额=货价×出口退税率 5、出口商为增加产品在售价上的竞争力，在成本核算时会将含 税的采购成本中的出口退税部分扣除，从而得出实际成本。 ∴ 实际成本=采购成本-出口退税额
实际成本= 采购成本×(1+增值税率-出口退税率)÷(1+增值税率) 出口退税额/退税收入=采购成本×出口退税率÷(1+增值税率）
课堂练习
SWB32S“火车牌”足球每只的购货成本是165 元人民币，其中包括17%的增值税，若足球出口 可以有8%的退税，求每只足球的实际成本？
实际成本= = = = 采购成本×(1+增值税率-出口退税率)÷(1+增值税率) 165×（1+17%-8%）÷（1+17%） 153.7179 153.72 元/只
外贸函电最后四章作业答案
3. In-class activity Write an acknowledgement based on the order. Dear Sirs, Thank you for your letter of 15 October. As you already know, your Mr J. Needham called on us a few days ago and left a range of samples. We think articles of this quality will find a ready market here, and we are prepared to order the following as a trial : Quantity Commodity name Catalog No. • 20 “Angela” evening bags 5 • 50 “Veronica” beauty boxes 17 • 50 “Daphne” handbags 27a • 50 “Gloria” handbags 28 If nos. 27a and 28 are not available for immediate delivery, as Mr Needham suggested might be the case, please send nos. 27 and 28a instead. Since we must have the goods on display in time for the Christmas season, our order is placed on condition that they are dispatched by 10 November at the latest. As soon as we receive your confirmation and pro-forma invoice, we will arrange
外贸函电课程重点_外贸函电 Unit 4
Unit 4. Inquiry第四章询盘Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit.Task 1.假设你是中国光明国际贸易有限公司（Guangming International Trading Co. Ltd.，联系地址：30 Sichuan Road, Shanghai, China，Tel：86-21- Fax：86-21- E-mail: guangming@）进出口部的经理。
最近，你公司打算从英国伦敦亚瑟父子公司（Messrs. Arthur Grey & Son Co. Ltd.，联系地址：19 Cheapside, London, E.C.2 ，Tel：0044-20- Fax：0044-20-E-mail：mags_ld@）进口100台真空吸尘器（vacuum cleaner）。
现在，请致函该公司向其询盘。
注意信中务必包含以下内容。
1) 我们在广交会（Guangzhou Fair）上得知贵公司以及贵公司的产品。
2) 我方是中国四川省主要的吸尘器经销商。
3) 我方拟购100台V-368号真空吸尘器，如能详报含2%佣金的成本加运费、保险费到伦敦的最低价，将不胜感激。
4) 报盘时，请说明支付条款、最早装运期、包装条款以及折扣等方面的情况。
5) 静候佳音。
Task 2.针对任务1中所拟信函的内容，以亚瑟父子公司出口部经理的身份拟一封回函。
注意该回函中务必包含以下内容。
1) 感谢贵公司的询盘。
2) 很抱歉由于订单甚多，贵方所需型号的产品暂时无法供货。
3) 很遗憾不能满足贵公司的需要，一旦有新货供应，我们将立即与你们接洽。
3) 随函附上本公司其他同类产品的目录及价格表，如有兴趣或者有进一步的需要，务请告知。
4) 希望将来能与贵公司达成交易。
商务英语函电与合同第四章课后题答案
商务英语函电与合同第四章课后题答案Chapter 4 Exercises - Business English Correspondence and Contracts1. Write an email to a potential client introducing your company and its services.Subject: Introduction of [Company Name] and Our Services Dear [Client's Name],I hope this email finds you well. I am writing on behalf of [Company Name], a leading provider of [services/products] in the industry. We have been in the business for [number of years] and have built a strong reputation for delivering high-quality services to our clients.At [Company Name], we offer a wide range of services that cater to the specific needs of our clients. Some of our key services include [list specific services]. We take pride in our team of skilled professionals who are dedicated to providingtop-notch solutions to our clients.We understand the importance of building strong relationships with our clients and we are committed to meeting and exceeding your expectations. We would welcome theopportunity to discuss how we can help you achieve your goals and objectives.I would be happy to schedule a meeting or a call to further discuss how [Company Name] can benefit you and your business. Please feel free to reach out to me at [contact information].Thank you for considering [Company Name]. We look forward to the possibility of working together.Warm regards,[Your Name][Title][Company Name]2. Write a formal business letter confirming the terms of a contract.[Date][Client's Name][Client's Title][Company Name][Address]Dear [Client's Name],I am pleased to confirm the terms of our recent agreement dated [date], regarding the provision of [services/products]. This letter serves as a formal confirmation of the terms and conditions outlined in the contract.[Company Name] agrees to provide [specificservices/products] to [Client's Name] in accordance with the terms and conditions set forth in the contract. Theservices/products will be delivered on [date] and will be completed by [date]. The total cost of the services/products is [amount], payable in [payment terms].Additionally, [Client's Name] agrees to provide [any necessary information or materials] to [Company Name] in a timely manner to facilitate the successful completion of the project.If you have any questions or require any further clarification regarding the terms of the contract, please do not hesitate to contact me. We are committed to ensuring the successful completion of this project and look forward to a long and mutually beneficial partnership.Thank you for your continued trust and support. We are excited about the opportunity to work with you.Best regards,[Your Name][Title][Company Name]3. Write an email to follow up with a client after a meeting to discuss a potential partnership.Subject: Follow-up on Our MeetingDear [Client's Name],I hope this email finds you well. I wanted to follow up on our recent meeting where we discussed the possibility of partnering with [Company Name]. It was a pleasure meeting with you and learning more about your business needs and objectives.I believe that [Company Name] has the expertise and resources to provide valuable solutions to [Client's Name]. We are excited about the possibility of working together and believe that a partnership between our two companies could be mutually beneficial.I would like to schedule a follow-up meeting to further discuss how we can move forward with this potential partnership. Please let me know a date and time that works for you, and I will do my best to accommodate your schedule.Thank you once again for considering [Company Name]. We are looking forward to the opportunity to work together and create a successful partnership.Best regards,[Your Name][Title][Company Name]In conclusion, effective business correspondence is essential in building and maintaining successful business relationships. By using clear and professional language in emails and letters, you can convey your message clearly and leave a positive impression on your clients and partners. Remember to always follow up on meetings and agreements to ensure that all parties are on the same page and that expectations are met.。
外贸英语函电第四版课后答案（Unit4）
外贸英语函电第四版课后答案（Unit4）Unit4Key to the Exercises and the Skill DrillingsI.Put the following Chinese into English. 实盘虚盘确认，保兑保兑的不可撤销的汇票即期以…为条件，为准及时，适时规格殷切地品名数量包装装运支付承诺过多按照要求如所陈述如所约定另邮分期付款II. Multiple choice1.b2.b3.a4.c5.c6.b7.d8.c9.b 10.a 11.a 12.d 13.b 14.c 15.dIII. Fill in the following blanks with the given words in their proper forms1.sale2.buying3.priced4.price5.sell6.price7.bought8.buys9.sold 10.prices 11.selling 12.boughtIV. Put the following sentences into Chinese.1.W e learn from you letter of April 3 that you areinterested in establishing business relationswith us for the purchase of our tools.2. We owe your name and address to the Commercial Counselor’s Office of our Embassy in the US.3. Your company has been introduced to us by R.G. Nelson & Co., Ltd. As prospective buyers of Chinese sewing machines. As we deal in sewing machines, we shall be pleased to enter into direct business relations with you.4. As we are in the market for men’s leather shoes, we should be pleased if you wouldsend us your best quotations.5. If you can supply goods of the type and quality required, we may place regular orders for large quantities.6. Your letter of September 2 has been received. We are glad to inform you that the articles required by you fall within the scope of our business activities.7. In compliance with your request, we are sending you a range of cut samples of our cotton piece goods. We hope they will arrive in time and be found to your satisfaction.8. Thank you for your letter of September 4 informing us that you find our canned meat satisfactory and that you consider placing a trial order with us.9. Enclosed is our pro-forma invoice No. 3422 in duplicate covering 500 Everlasting brand bicycles for shipment during October.10. As a result of the favorable supply situation we are able to offer you firm, for immediately delivery.11. As the prices quoted are exceptionally low and likely to rise, we would advise you to place your order without delay.12. We can offer you a wide range of sizes and types from stock.13. We regret to inform you that we do not have in stock the goods in the desired quality.14. We are sure that those goods will meet your requirements, and we look forward to your first order.15. Packing charges are included in the price, and we can make delivery whenever you wish.V. Put the following sentences into English.1. 如果你方能降价5%，我们相信成交是有能的。
国际商务函电-练习答案Unit (4)[2页]
![国际商务函电-练习答案Unit (4)[2页]](https://img.taocdn.com/s3/m/300c67c7b4daa58da1114a12.png)
Answer Key to Unit 4I. Choose the best answer:1-6 A, C, C, D, A, CII. Translate the following sentences:1.The products you inquired about are no longer in production. They have beenreplaced by a new model.2.I am looking for a company who can inspect our order before shipment. In thisway, we can save money in handling returns and rejections and also avoiddisputes possibly arising from the trading parties.3.When the shipment arrives at Corinth, I will examine the consignment. You canbe sure that I will clear off payment within 30 days after we receive the goods. 4.We are very happy to receive a large order from you after a long time since welast contacted. We will ship your order punctually and look forward to growing business.5.Please exactly follow the contract terms in producing, packing and shipping thegoods.6.As our customers complained about the quality of the previous order, pleasemake every effort in guaranteeing quality. Or we would have to seek alternative suppliers.III. Translate the following:(1)I’d like to order one container(1x40’)of dry ginger. Port of discharge would be Los Angeles. The price terms are CFR Los Angeles, instead of FOB Qingdao. If ocean freight, including DDC and BAF is no more than USD 285.. , that would be for our account.Please make sure storage conditions in the container are as follows: Temperature: 12℃Ventilation: 15m3/hHumidity: 65%May I hear from you soon?Regards,(2)Ocean freight including DDC and BAF is well over USD 2850, which you may know. I have cut the unit price, and cannot take the freight. Prevailing freight is over USD 4000 each 40 ft reefer container. To step up this transaction, I accept USD 3000 plus the original total amount rather than the full amount of the freight.IV. Correct the mistake in each sentence:1.Most of their products are very expensive. However, they do offer a fewreasonably-priced items.2.What do you think about our company’s image? Working as a salesman, I mayget better prospects.4.Newcomers must be acquainted with the methods our company use.5.Building up my new business requires me to work at weekends.6.The b rochures we ordered last week still haven’t arrived.V. Writing Task:写作提示：1. 至少分三段2. 用完整的格式3. 语言准确、清晰4. 语气自然、积极和简洁。
外贸函电第四章答案
Unit 4 Exercises1. Complete the following sentences by translating the part in Chinese intoEnglish.(1) establishing business relations with your company （与贵公司建立业务关系）(2) On the recommendation of Dalian Trading Company (承蒙大连贸易公司介绍)(3) have the pleasure to introduce ourselves to you （有幸自荐）(4) As requested (根据你方要求)(5) We are looking forward to (我方期盼)2. Read the following sentences and try to find out the mistakes and make corrections. There is one mistake in each sentence.(1) to →from(2) on →for(3) trading with →handling(4) enter →enter into / enter →establish(5) by separate cover →under separate coverOrby separate cover →by separate mail3. Translate the following sentences.Part I T ranslate the following sentences into English.(1) We are one of the leading importers dealing in electronic products in the area, and take thisopportunity to approach you in the hope of establishing business relations.(2) We have been engaged in handling importing and exporting of machinery and equipmentfor many years, and our products have enjoyed great popularity in many countries.(3) We owe your name and address to the Commercial Counselor’s Office of our Embassy inBeijing.(4) We are given to understand that you are a manufacturer of daily chemicals. One of ourclients intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present.(5)For our credit standing, please refer to the Bank of China, Shanghai Branch.Part II Translate the following sentences into Chinese.(1) 我方愿在平等互利、互通有无的基础上与贵公司建立业务关系。
外贸函电第四单元答案
（1）W e are studying the offer and hope that it will keep open till the end of the month.（2）W e believe that you will place a large order with us owing to the high quality and reasonable price of our products.（3）W e will allow you 10% discount if you purchase 5000 dozens or more.（4）A s to terms of payment, we often require a confirmed, irrevocable letter of credit payable by draft at sight.（5）Y ou are cordially invited to take advantage of this attractive offer.We are anticipating a large order from the United States, and that will cause a sharp rise in price.（6）W e will send you an offer with shipment available in the early May if your order reaches us before March, 10.（7）B ecause there is a great demand for the goods, the offer will be open only for 5 days.（8）W e are sending you an offer, subject to your reply here by 5 p.m.our time, Tuesday, July1)报盘有效期的表达方式为：①The offer is firm (open ; valid; good) until (for) ...此报盘有效期到（为）……②to offer firm subject to your reply by 6 p.m. ,our time , Wednesday,March2此报盘有效期以3月2日星期三我方时间下午6点复到为准。
外贸函电课后练习答案大全
选择题第二单元：询价与回复一：1.You name D. has been recommended to us by the Chamber of Commerce in New York..2. Our market survey informs us that you are A. in the market for Audio and Electronic Equipment.3. We should be pleased to receive you’re A. illustrated catalogue and price list.4. We are B. well-established exporters of all kinds of Chinese good.5. If your price are competitive, we are confident D. in selling the goods in great quantities in this market.6. We shall appreciate B. your quoting us FOB Sydney.7. As we are one of the leading importers in this line, we are B. in a position to handle large quantities.第三单元：资信调查一：1.For information D. concerning our credit standing we refer you to Bank of China, Shanghai Branch.2. We should be grateful if you would say C. whether they are likely to be reliable for a credit up to USS20.000.3. Any information you kindly give us will be treated in strict confidence and A. without any responsibility on your part.4. Will you please inform us, B. in confidence, of the extent of their resources and also as to their reputation?5. D. While appreciating your decision to place regular orders with us, we respectfully request that you furnish us two references for the initial purchase.第四单元：促销1.（C、Having made）a special purchase of toys on very favorable terms, we are able to offer to you at the following attractive prices2 we can only（A、hold open）this very advantageous offer for a few weeks..3 the recent advance in the cost of raw materials （B、has compelled）us to make a slight increase in thePrices4 although costs have been （C、rising）steadily since last October , we have not yet （raised）our prices5 （B、with a view to ）supporting your sales, we are sending some samples of our new makes.第五单元：报盘与还盘1A comparison of your offer （A、with that of ）our regular suppliers shows that their figures are more favorable.2 If your prices are competitive, we are confident（D、in selling）the goods in great quantities in this market.3 we confirm our fax just sent （A、offering you firm）these goods.4 we offer you the following items（D、subject to）your reply reaching here by 4p.m today our time.5 although we appreciate good quality of your goods, we are sorry to say that your prices appears to be（C、on the high side）.6 we trust that we may be （C、favored）with a continuance of your valued orders.7 we hope that you will see your way to （B、grant）us your order, and assure you in advance of its most careful execution8 not having heard from you since, we should be glad to know whether there is any disadvantage in our terms which we could （B、remove）.9 you are （C、assured）that we will quote our best prices as soon as we are told what products of ours you need.10 in all probability this offer will not be （A、repeated）for some time, and we according look forward to receiving an early reply from you.第六单元: 订单一、Fill in the blanks with your choices1.This order the sample you sent us on March 24.（A、is placed on）2.We hope you will give your usual best attention this order.（B、to the execution of）3.We have decided to place a trial order for the following stated in your letter.（B、on the terms）4.we would like to supply you with the product, we are unable to fill your order owing to the heavy backlog of commitments. (B、Much as)5.We must apologize you being unable to fill your present order.（D、To… for ）6.We have accepted your Order No.234. Please open the relevant L/C,here two weeks prior to the date of shipment.（A、which must reach）7.We are enclosing our latest catalogue some of the items may be of interest to you.（C、in the hope that）8.The order is given strictly on the condition that shipment must be made not later than the first day of May.（B、enclosed）第七单元：支付一、单选1.As requested, we have immediately arranged (A、with) our bankers to extend the expiry date of our L/C for two weeks (up to) 10th March.2.As arranged, we would ask you to open an irrevocable credit in (C、our) favor and shall hand over shipping documents (against) acceptance ofour draft.3.We inform you that we have opened an irrevocable credit (D、with) the London Bank in your favor.4.We advised the bank to amend the clause (D、to read)“partial shipment are permitted”.5.We enclose our cheque for US$ 200 (A、in payment of) your invoice No.D-124.第九单元：保险一：选择题1: please insure the goods (A、against) F.P.A. for US 100,000. 注：against加险别for加保额2: please effect insurance (D、on) the cargo for US50,000 by S.S.Bright from Tianjin to seattle.3: we have opened insurance you ordered for US9,000 (D、on) the shipment by S.S.East sun.4: we wish to renew the above policy (C、for) the same amount and (on)the same terms as before to cover our consignment to be shipped b s.s.bright next month.5: as requester, we have covered insurance (on) 20,000 DVD players (at) 10% above the invoice value (against) all risks.6: unless we hear from you (A、to) the contrary before the end of this month, we shall arrange to cover the goods against t p a for the value of the goods plus freight.7: any additional coverage（险别）other (B、than) ISS shall be for the account of the buyer.8: we confirm that we hold the consignment covered as (from) today.9: we have arranged (A、for) surveyor to investigate the extent of the damage and shall forward his report together with our claim.10: we understand that these terms will apply (C、to)all our shipments of bottled sherry by regular liners to west European ports.完形填空第二单元：Fill in each blank in the letter below with a word that fits naturally.Dear Sir or MadamI am delighted to tell/inform you that we are interested in the drainage system accessories advertised in China Daily.Will you please send us a free copy of the brochure of the latest models of your products? Also, we would like to have a price list.We are looking forward to your prompt reply.第五单元1. 1. We are prepared to give you a quotation which is based on the prevailing market price.2.Our quotation always comes in line with the world market.3.Unless otherwise stated or agree upon, all prices are without any discount.4.We trust that you will be able to accept our offer, which shall be kept open subject to reply before 12:00a.m. of march 2.5.We now offer you, without engagement, our various items as follows.6.The above offer is subject to our final confirmation.7.Unless you make a 5% reduction, we will have to decline your offer.8.This offer cannot be repeated. There is every indication that the prices will rise soon.9.So long as you can maintain moderate prices, your products should have a ready sale here.10.In reply to your letter, we enclose our latest illustrated catalogue for your reference.第六单元三、Fill in each blank space with the word that fits naturallyDear sirsFor your first-time order, I want to thank you on behalf of the company. This is your initial order and I know of no greater kick a sales manager can get than the beginning of business with a new customer.The signing of an order is an expression of confidence, and I want you to know that we are fully aware of the responsibility we have for maintaining that confidence.The most important thing to the buyer of any product is the character of the supplying organization; its resources; its facilities; its reputation; and its standards of service.。
外贸函电与单证知到章节答案智慧树2023年山东农业工程学院
外贸函电与单证知到章节测试答案智慧树2023年最新山东农业工程学院第一章测试1.按照外贸函电撰写的简约原则，下列句子中的哪个部分需要修改（）。
We hope to receive your comments on the aforesaid models in early August in the event that you cannotreply prior to the end of this month.参考答案:in the event that2.按照外贸函电撰写的简约原则，下了句子中的哪个部分需要修改（）。
We acknowledge receipt of your letter of June 17, and are pleased to advise you that all your requireditems are in stock.参考答案:acknowledge receipt of3.根据询盘的内容判断回复的内容违背了合作原则中的哪一条准则（）Inquiry：We would like you to send us details of your various ranges,including sizes, colors, prices, and also samples of the different quantities of material used.Reply: We are pleased to receive your inquiry and would like to inform youthat if your order quantities is not less than 500 dozen of our products, weshall allow you a discount of 5%.参考答案:Maximum of relevance4.根据称谓栏与礼貌结束语的对应，如果称谓收信人为Dear Mr. Smith, 那么下面哪一个结束语不常使用呢? （）参考答案:Yours faithfully5.Except for ocean, air, and land transport, what other types of transport areusually used in international export transportation. （）。
《外贸函电》1-5单元课后习题答案
课后习题答案Chapter OneI. Fill in the blanks with the parts they represent信头letter Head1日期Date2封内地址Inside Address3称呼Salutation4正文Body5结尾敬语Complimentary Close6签名Signature7事由Subject8附件Enclosure9参考号Ref. No.a)经办人Attention Lineb)抄送Carton Copy c)II.Match the following words with their Chinese meanings（1）By Airmail 亲收Express Delivery 急件Registered; Recorded 密件Urgent 快件Confidential 私人信件Personal 挂号Private 航空（2）Deputy General Manager 厂长Sales Representative 采购人员Salesperson 副总经理General Manager/ President 销售代表Plant/ Factory Manager 销售员Purchasing staff 总经理（3）St. cityDr. northN. driveS.W roadApt. squareP.O. Box laneRd. avenueCt. southwestSq. ApartmentLa. post office boxAve. streetIII.Translate the following job titles:1. Deputy General Manager 副总经理2. Sales Representative 销售代表3. Salesperson 销售员4. General Manager/ President 总经理5. Plant/ Factory Manager 厂长6. Purchasing staff 采购人员IV. Translate the following address into English address with any type of address1. 美国Reagansvill市Jefferson路3200号Global Vision, Inc公司，邮编CA92040Global Vision Inc. 3200 Jefferson Road Reagansvill, CA 92040,U.S.A.2. 美国New York 市Goldsmith Street, 317号，Language and LiteratureResearch Institute，邮编NY10007Language and Literature Research Institute 317 Goldsmith Street New York V. According to the letter, answer the following questions1. What is the seller’s name, address and telephone number?Name: Royal Grosvenor Porcelain Company Ltd.Address; Grosvenor House, Renfrew Road, Oakley StaffordshireTelephone Number: (743069)760591/2/32. What is the buyer’s name and address?Name: The Colourfloor Co. Ltd.Address: 238Wilton Road, Axminster A Xz AS3. When does the seller write the letter?March 5,20044. What is the subject?Re: China5. What is the style of the letter?Block StyleChapter TwoI. Translate the following terms.1. trade relations 贸易关系2. Chamber of Commerce 商会3. equality and mutual benefit 平等互利4. financial condition 财务状况5.enjoy good reputation 享有盛誉6. 商品目录Commodity Catalogue7. 业务范围business scope8. 一流产品first –class product9. 竞争性价格competitive price10.展览exhibitionII. Choose the best answer to complete the following statements.1-5 DBCAA 6-10 BBCABIII. Translate the following sentences into Chinese.1.我们从事化学行业已经很多年了。
外贸函电unit4参考资料
Unit 4 Enquiries and Replies【Unit objectives】Upon completing this unit, you will be able to write enquiries and replies to enquiries effectively. To achieve this goal, you should be able to1)Understand essential qualities of effective enquiries.2)Write clear, well-structured requests for information.3)Write direct, courteous and helpful answers to enquiries.【Background information】International business negotiation involves four stages: enquiry, offer, counter-offer and acceptance. Among them, offer and acceptance are the two necessary stages which are required for the conclusion of a sales contract.Business negotiation usually begins with enquiry. Enquiries are usually made by the buyer, enquiring the seller about the terms of a sale, such as quality, price, delivery time, terms of payment and other terms, and/or making requests for catalogues and samples of the goods. A seller may also initiate the negotiation by making an enquiry to a buyer, stating their intention of selling a certain kind of goods according to the stated terms and conditions.An enquiry is binding neither on the seller nor on the buyer no matter who makes the enquiry. But it is advisable for the receiver of the enquiry to reply promptly with in a polite and helpful way.【Tips for writing effective enquiries】★Enquiries should be brief, clear, specific, courteous and reasonable.★Begin directly with the objective – a request for specific information, including specifications, prices, quantity, terms of payment and delivery time, etc.★If two requests are involved and the second one is going to cost the reader more, make the second request in a tactful way by using formal expressions such as “It would be very helpful if you could…”or“We would find it more helpful if you could …”.【Tips for writing effective replies to enquiries】★Replies to enquiries should be prompt, friendly, complete and helpful.★In reply to an enquiry, begin with favorable answers. When two or more requests are involved, begin by answering one of them – preferably the most important. ★Skillfully handle the unfavorable responses by placing bad news in the middle of the message rather than at beginnings and ends, and giving necessary explanation before the bad news so as to prepare the reader for the negatives.★I n case the goods enquired for are not available, introduce other products as substitutes.★Introduce other products you handle to broaden the buyer’s interest.★End with goodwill.【Group Work】Read the following enquiry and have group discussions about the following questions:1.Do you think it is an effective enquiry? Why/ Why not?2.What could you do to improve it? Please try to rewrite it.【Sample letters】Letter 1 First enquiry from the buyerDear SirsWe have your name and address from the Commercial Counselor’s Office of the Chinese Embassy in U.S.A. We are interested in hand-made gloves in a variety of genuine leather. There is large demand in our area for gloves of high quality and good prices can be obtained. (Say how you obtained the reader’s address and describe your interest, giving the reader an incentive to reply.)Will you please send us a copy of your catalogue and price list for gloves, with details of your prices and terms of payment? We would find it more helpful if you could send us a set of samples of the various leather of which the gloves are made. (State the enquiry – two requests. The second request is going to cost the reader more, so it is made tactfully.)Yours faithfullyLetter 2 Reply to Letter 1Dear SirsWe thank you for your enquiry of June 20th. We sent you today by separate post a copy of our illustrated catalogue and price list for gloves, with samples of some of the skins we regularly use in our products. (Acknowledge the enquiry and state what action you are taking to be helpful. Make favorable response first. )As such skins as chamois and doeskin are not available now, we cannot send you a full range of samples, but you may take it that these skins are of the same high quality. (Place unfavorable response in the middle of the message. Explain why you have not been able to meet the second request in full.)Mr. Zhang, our sales representative, will visit you next month. He has with him a full range of our goods. After you have examined our products, you will agree that the quality of the materials used and the high standard of craftsmanship will appeal to the most selective buyers. (Add details of a follow-up action and give favorable comments on the goods.)We also make a wide range of hand-made leather handbags in which you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr. Zhang will show you the samples. (Broaden the reader’s interest in handbags, hoping to sell additional products.)We look forward to your order. (End with an expression of hope.)Yours sincerelyLetter 3 An enquiry from the sellerDear Sir or Madam:Enclosed is a brochure of the latest designs of our handbags. They are for western customers and we believe these goods will be popular in your market.We can supply you with any of these goods in four weeks but we cannot promise anything definite beyond that period because of the heavy demand for them.On orders for more than 10000 pieces we would allow a special discount of 5%.We look forward to your specific enquiry.Yours faithfullyLetter 4 A specific enquiryDear SirsWe have received the catalogue and samples for your tableware. We would like to have your lowest offer on the terms and conditions stated below:Name of the Commodity: Stainless Steel TablewareQuantity: 5000 setsPrice Term: CIF KobeTerms of Payment: By irrevocable Letter of Credit payable at sightTime of Shipment: June/July, 2009We hope you will reply soon.Yours faithfully【Useful expressions】(1) to take/have interest in …:“We take interest in your canned goods and wish tohave the catalogues.”(2) to be interested in …: “We are interested in bicycles of various sizes and pleasesend us a copy of your illustrated catalogue with details of the prices and terms of payment.”(3) to enquire for …: “A client of mine enquires for 100 cases of Black Tea.”(4) to make/send enquiry fo r…: “Upon receipt of your catalogue, we will makeenquiry for the items which are of interest to us.”(5) to have an enquiry for …: “We have an enquiry for 50 tons of chemicalfertilizer.”(6) to send one’s quotation for …: “Please send us your best CIF quotation forsewing machines.”(7) to state terms of payment and …: “When quoting, please state t erms of paymentand time of delivery.”(8) to send sb. particulars of …: “We have seen your advertisement in China’sForeign Trade. It would be helpful if you will send us particulars of bed sheets and pillowcases.(9) to allow sb. a special allowance (discount) on/for…:“Will you please allow us aspecial allowance on annual total purchase of above USD5,000,000.00?”(10) to welcome one’s enquiry:“We welcome your enquiry of May 26th, 2008 andthank you for your interest in our products. We specialize in this line of business.”(11) to thank sb. for one’s enquiry for…: “We thank you for your enquiry of Feb. 2.W e are in good connections with the best manufacturers in the country.”(12) to enclose a catalogue and a price list: “We enclose our catalogue and a pricelist giving details you asked for.”【Group work】Read the following enquiry and have group discussions about the following questions:1. Do you think it is an effective enquiry? Why/ Why not?2. What could you do to improve it? Please try to rewrite it.Dear SirsYour letter has been received with thanks and we have the pleasure of learning that you are exporters of Chinese Silk Piece Goods. Your intent to establish business connections with us happens to coincide with ours. At present, we are interested in Crepe Georgette and please send us details of your various ranges. We also need a full set of cut samples. When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100000 yards of each item. Prices quoted should include insurance and freight to London.Yours faithfully题目02.交易磋商, 04.单据题, 第2/2题标题Enquiry描述Directions: You are Arthur Grey & Son Ltd. who is in the market for table-cloths. Now you need to send an enquiry to Shanghai Textiles Import and Export Corporation with the following details:1) stating how you have come to know Shanghai Textiles Import and Export Corporation;2) making an enquiry for their table-cloths;3) giving an introduction to yourselves;4) making a request for some samples.April 5,2012Shanghai Textiles Import and Export CorporationShanghaiChinaDear Sirs,We learn from the Commercial Counsellor's Office of our Embassy in your country that you are large exporter of table-cloth.We would like you to send us details of your various ranges,including sizes、colors and prices,and also samples of the different qualities of material used.We are large dealers in textiles and believe there is a promising market in our country of the kinds table-cloth.When replying, please state your terms of payment and the related banks. Prices quoted are on CIF basis.Yours faithfullyArthur Grey & Son Ltd.ManagerIt is not an effective enquiry. Because enquiries should be brief, concise, specific, courteous and reasonable. While in this enquiry, it is not courteous at all. Here is a rewritten one.Dear sirsWe are glad to receive your letter and learn that you are exporters of Chinese Silk Piece Goods. We have much pleasure in establishing business connections with you. Now, we are interested in Crepe Georgette. Will you please send us details of your various ranges and a full set of cut samples?When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100000 yards of each item. Prices quoted should include insurance and freight to London.Yours faithfullyManagerApril 5,2012Shanghai Textiles Import and Export CorporationShanghaiChinaDear Sirs,We learn from the Commercial Counsellor's Office of our Embassy in your country that you are large exporter of table-cloth.We would like you to send us details of your various ranges,including sizes、colors and prices,and also samples of the different qualities of material used.We are large dealers in textiles and believe there is a promising market in our country of the kinds table-cloth.When replying, please state your terms of payment and the related banks. Prices quoted are on CIF basis.Yours faithfullyArthur Grey & Son Ltd.Manager。
外贸英语函电4
2. Counter Offer on Terms of Packing
Case 5 伦敦乐购有限公司预向上海大华贸易公司进口 一批食糖，上海大华贸易公司就此发盘。伦敦 一批食糖，上海大华贸易公司就此发盘。 乐购有限公司接到对方发盘后， 乐购有限公司接到对方发盘后，对包装条件有 异议进行还盘。 异议进行还盘。 伦敦方要求：食堂要用密封的塑料袋包装， 伦敦方要求：食堂要用密封的塑料袋包装，12 袋一纸箱。 袋一纸箱。每一纸箱要用带子加固以防箱子受 潮。
Useful Expressions
1. be appreciative of 对…表示感谢 表示感谢 2. make an exception 破例 3. give a discount of -%(on) sth 4. in view of 鉴于
Useful Sentences
1. We are appreciative of your letter of June 8, requesting to allow you an 8% reduction in price. 2. In reply to your counter-offer of June 8, 2006, we are sending you this letter, accepting all you have counter-offered as follows. 3. We accept your counter-offer of June 8, and are pleased to conclude the transaction of brocade handbags with you. 4.It is our company’s policy not to discount on our standard prices.
外贸函电第二版2,4,5,6单元课后翻译答案
Establishing Business Relations第二章建立业务关系Part Five Practical TrainingTranslate the following English into Chinese.P38mercial Counselor’s Office商务参赞处2.Industrial Chambers行会3.business line业务范围4.with a view to do sth本着做…的意愿；以…为目的5.enclosed is(are)our..随函附寄6a wide/full range of.一系列7.at your end在你处/地8.please let us know/inform us务请告知9.We look forward to your favourable and prompt reply我们期待收到贵方即时的好消息。
10.On the recommendation of Chambers of Commerce in Tokyo.we have learned with pleasure the name of your company.承蒙东京商会的推荐，我们高兴地得知贵公司的名称。
11.Through the courtesy of Mr Bush.we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us.承蒙布什先生介绍，我们得知贵公司是当地主要的电子产品进口商之一，且希望与我们建立业务关系。
12.We now avail ourselves of this opportunity to write to you with a view to enteringinto business relations with you.我们借此机会致函贵公司，希望建立业务关系。
《世纪商务英语——外贸函电》参考书4
Unit 4 Offer第四章发盘Part Three Other Commonly Used Expressions and SentencesTypical Sentences1．It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term to three months. (我们通常的做法是：新客户首次订购我们的货物从结算日起一个月内付款交货。
之后，则宽限至三个月。
) 2．We cannot consider these prices firm for an indefinite period because of the situation on the coffee market. (鉴于咖啡市场的行情，我们无法长期保持这一价格不变。
)3. This offer is firm subject to your immediate reply, which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed. (上述报盘，以贵方答复在不迟于本月底到达我方为有效。
一旦此报盘过期，此货不可能存留不售。
)4．The offer will remain firm until March 31, 2007 beyond which date the terms and prices should be discussed anew. (报盘有效期至2007年3月31日止。
外贸英语函电与单证课后答案第4章
• B. Into Chinese
• 1) 达成交易，成交
2) 和…一致，符合
• 3) 竞争激烈
4) 下一个订单
• 5) 更不用提、更别说 6) 按照
• 7) 零售价格
8) 订货额
• 9) 公平的交易
10) 成交确认书
二．Fill in the blanks with the following words or expressions.
captioned sample of Hubao male strap. Although we appreciate the quality of your product, the
price is too high to be acceptable. Meanwhile, we should point that there are many plants that produce similar manufactures in Italy. Their prices are 10% lower than yours. Considering it, we hope the price can be reduced by 6%. Our order is worth of Euro 30,000, so you will think it is worthy of price concession. We look forward to hearing from you. Yours sincerely, ***
further reduction. • 6) We have cut our price to the limit. We regret, therefore,
being unable to comply with your request for further reduction. • 7) I’m afraid I can’t agree with you here. • 8) As far as I can see, it would be impossible for us to make any further concession.
新编进出口英语函电答案 Test Yourself Unit 4
2) … payable on demand. 4) As regards / Regarding the agreement … 6) … subject to delivery being made … 8) … regarded as settled. 10) … regulations require us to obtain …
Unit 4 TY Key
I. Give the Chinese equivalent of each of the following terms:
1) 标题 3) 代用品，替代品 5) 交易额、销售额、成交额 7) 进口许可证 9) 支票
2) 工厂交货 4) 以快递传送 6) 资信状况 8) 形式发票 10) 销售确认书
Dear Ms Mansfield:
Thank you for Order No.PO3257 you faxed us yesterday, which is now receiving our attention and can be delivered by the end of November.
2) reaches 4) be placed 6) renamed, enhances
VI. Choose the one word or phrase that correctly completes the sentence or that meets the requirement specifically set out:
1. C 2. A 3. C 4. C 5. D 6. D 7. A 8. D 9. A 10. D
VII. Translate the following sentences into English:
外贸函电练习4, 5答案
Write an English Contract from a Chinese letter.远东贸易有限公司敬启者：我们高兴地通知你方，我们已收到你方8月10日的还盘，现确认与你方达成以下交易：9000件货号为406L的羊毛衫，100% 全羊毛，粉色，蓝色，棕色分别占30%，30%和40%。
每件套一塑料袋，5打装一纸板箱，颜色按上述规定比例搭配。
价格为成本加运保费欧洲主要口岸，每件25美元，包括你方2%的佣金。
货物将于2006年9/10月于中国青岛港运至欧洲主要港口，具体目的港由买方在信用证中明确，不允许转船和分批装运。
保险由我公司按发票金额110%投保一切险和战争险。
唛头由我方选定。
请于装运前30天通过银行将不可撤销的30天远期信用证开到我方，受益人为我公司，金额为100%发票金额。
现将我方今日签好的合同CPW9935号寄给你方，请签退一份供我方存档。
青岛纺织品进出口公司2006.8.23SALES CONFIRMATIONCONTRACT NO.Seller:Buyer:This contract is made by and between the buyers and the sellers, where by the buyers agree to buy and the sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated the below:Commodity:Specifications:Quantity:Unit Price:Total Value:Packing:Insurance:Time of Shipment:Port of Shipment:Port of Destination:Shipping Marks:Terms of Payment:Done and Signed in_______ on this_______ day of_______,200____.SALES CONFIRMATIONCONTRACT NO. CPW9935Seller: QingDao Textiles Import and Export CorporationBuyer: Far-East Trading Co. Ltd.This contract is made by and between the buyers and the sellers, where by the buyers agree to buy and the sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated the below: Commodity: 100% Pure/Whole Woolen SweaterSpecifications: Art. No406L Blue, Pink, and Brown assorted by 30%,30% and 40% per dozenQuantity: 9000pcsUnit Price: At USD 25 per pc CIFC2% European main portTotal Value: USD225,000 (say US Dollar Two hundred and Twenty-five thousand only)Packing: Each piece is wrapped in a polybag and five dozen to a carton Insurance: To be covered by the seller against All Risks and War Risk for 110% of the invoice value.Time of Shipment:September/October with transshipment and partial shipment not allowedPort of Shipment: QingDao, ChinaPort of Destination: European main port, at buyer’s option in L/C. Shipping Marks: At seller’s optionTerms of Payment: By irrevocable L/C payable by draft after 30 days sight in seller’s favor for 100% of the invoice value, to reach the seller 30 days before shipmentDone and Signed in QinDao on this23rd day of August,2006.Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract termsHUA CHIAO COMMERCIAL BANK LTD88-89 Des Voeux Road, Central, Hong KongIrrevocable Documentary Credit No. HC-00085933Date and place of issue: 30/09/98 Hong KongDate and place of expiry: 30/11/98 Hong KongApplicant: J.Brown & Co., 175 Queen’s Way, Hong KongBeneficiary: Liaoning Native Produce & Animal By-products Imp. & Exp. Corp., Dalian, ChinaAdvising Bank: Bank of China, Liaoning Branch, DalianAmount: USD158,000.—(Say US Dollars One Hundred and Fifty-eight Thousand Only)Partial shipments and transshipment are prohibited.Shipment from Dalian to Hong Kong, latest 30/11/98Credit available against presentation of the documents detailed herein andof your draft at 90 day’s sight for full invoice value.---Signed commercial invoice in quadruplicate.---Full set of clean on board ocean Bills of Lading made out to order ofHUA CHIAO COMMERCIAL BANK LTD. Marked freight to collect.---Insurance certificate or policy endorsed in blank for full invoice valueplus 10%, covering All Risks and War Risk as per China InsuranceClauses dated January 1, 1981.Covering 1,000 metric tons of Sweet Potato Slices, Sample No.SP-03, moisture 16% max.@USD185.—per metric ton CFR Hong Kong. As per Contract No.28KG063销售合同主要条款如下：合同号码：28KG603卖方：辽宁土畜产进出口公司买方：J.Brown & Co., 175 Queen’s Way, Hong Kong商品名称：甘薯片规格：符合样品SP-03号，水分最高16%数量：1,000公吨（允许5%增减）单价：每公吨成本加运费香港185美元金额：185,000美元（允许5%增减）交货期：1998年11月，不允许分批装运及转运付款条件：不可撤销的见单后90天付款的信用证，有效期为装运期后20天在大连到期。
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Unit 4 Exercises
1. Complete the following sentences by translating the part in Chinese into
English.
(1) establishing business relations with your company （与贵公司建立业务关系）
(2) On the recommendation of Dalian Trading Company (承蒙大连贸易公司介绍)
(3) have the pleasure to introduce ourselves to you （有幸自荐）
(4) As requested (根据你方要求)
(5) We are looking forward to (我方期盼)
2. Read the following sentences and try to find out the mistakes and make corrections. There is one mistake in each sentence.
(1) to →from
(2) on →for
(3) trading with →handling
(4) enter →enter into / enter →establish
(5) by separate cover →under separate cover
Or
by separate cover →by separate mail
3. Translate the following sentences.
Part I T ranslate the following sentences into English.
(1) We are one of the leading importers dealing in electronic products in the area, and take this
opportunity to approach you in the hope of establishing business relations.
(2) We have been engaged in handling importing and exporting of machinery and equipment
for many years, and our products have enjoyed great popularity in many countries.
(3) We owe your name and address to the Commercial Counselor’s Office of our Embassy in
Beijing.
(4) We are given to understand that you are a manufacturer of daily chemicals. One of our
clients intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present.
(5)For our credit standing, please refer to the Bank of China, Shanghai Branch.
Part II Translate the following sentences into Chinese.
(1) 我方愿在平等互利、互通有无的基础上与贵公司建立业务关系。
(2) 我方专门出口中国工艺品，愿与贵方开展这方面业务。
(3) 为促进双方贸易，特另封邮寄样品，供你方参考。
(4) 如果贵方对我公司的经营范围感兴趣的话，我方将非常高兴地给贵方寄去我公司的
产品目录。
(5) 我方预料你方产品在我方市场有着广阔的前景，我方保证随时给予你方密切合作，
盼速复。
4. Translate the following letters into English:
(1)
(2)
5. Write a letter to a foreign company for establishing business relations covering the following contents:。