函电课后答案第五单元到第八单元

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商务英语_ 外贸函电课后答案整理版

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。

李蕾商务英语函电课后题答案8

李蕾商务英语函电课后题答案8Unit Eight ShipmentPart Five: ExercisesI. Answer the following questions:1. The clause of shipment should cover the mode of shipment, time of shipment, port ofshipment and port of destination, shipping documents, partial shipment, transshipment, etc.2. The ocean bill of lading has the following three functions: First, it is a receipt of thegoods given to the shipper by the shipping company/carrier. Second, it is evidence of the contract between the carrier and the shipper for the performance of certain services upon certain conditions. Third, it is also a document of title to the goods, entitling the person named on it to claim the goods when they arrive at the port of destination.3. No, not necessary for every deal, but in most cases, the buyer would send his shippingrequirements to the seller, especially when the risk of the loss of / damage to the goods in transit is to be borne by the buyer.4. On FOB term s, the seller shall send to the buyer a “X X days’ (definite) notice of cargoreadiness” in order to leave ample time for the latter to charter a ship or book shipping space and arrange insurance.5. Yes, it is a must for the seller to send the buyer his Shipping Advice immediately aftershipment, no matter on what trade terms the transaction is concluded. This is done in order to help the buyer to make preparations for accepting the goods and/or to take outinsurance.6. It should include:1) Contract and/or L/C number (s);2) Name of commodity;3) Number of packages;4) Total quantity shipped;5) Name of the vessel;6) Sailing date of the vessel (ETD, ETA);7) Total value of the shipment;8) Gross weight and net weight.7. ETD means estimated time of departure while ETA means estimated time of arrival.8. Unlike the bill of lading, the air waybill is not a negotiable document or document of title.It cannot transfer ownership of the goods to which it refers.II. Choose the best answer:1—5: BBDAB6—10: ABACAIII. Fill in the blanks with appropriate words:1. Referring; draw/call/invite2. for3. Under4. without5. on; prescribed/stipulated/ laid down/set forth6. inform/advise/notify; under/for/covered by; on; on; at; toIV. Put the following sentence into English:1. These goods are to be shipped in three equal monthly lots/installments of 100 tonseach, beginning from August.2. We will ship the goods by the first available steamer next month.3. Your shipping instructions will receive our most careful attention. We will advise you assoon as the goods are ready for dispatch.4. The goods are to be shipped by the first available vessel to Hong Kong for transshipmentto Paris and we shall be glad if you will make the necessary arrangements for this on a “Through Bill of Lading”.5. We hereby inform you that the goods under Contract No. will beready/available for shipment at Hamburg on or about May 10. Please book shipping space and arrange insurance accordingly.6.The goods for our S/C No. have been shipped/loaded on board s.s. “X X”. We are nowenclosing for your reference copies of the relevant documents, including Bill of Lading, Invoice, Packing List and Inspection Certificate.7. Should you fail to effect shipment within the time stipulated in the L/C, you will be heldresponsible for any losses that might result from your delayed shipment.V. T ranslate from English into Chinese:Put the sentences in Part Four (Associative Expressions) into Chinese, paying attention to the set phrases and collocations.1. 我们要求用下一艘可订到舱位的船装运。

外贸英语函电课后参考答案~

一、单选Unit8 P1301.我们另由航空寄上新品种的样品供你参考。

该品种价格公道，品质极好，我们认为及早推销对你们有利。

Under separate cover, we have airmailed samples of our new articles for your reference. These new articles are moderate in price and excellent in quality. We think it will be to your advantage to push sales of them at an early date.2. 由于所需的品种目前无货供应，我们想推荐下列库存产品，可以即装，我们这一推荐是照顾到双方利益的。

Since the required articles are not available, we would like to recommend the undermentioned products which can be supplied from stock for prompt shipment. This recommendation is made in the interest of both parties.3. 你11月15日来信收到，谢谢。

货号2112电扇我们歉难推销，因为你方价格太高，买方无意还盘。

While thank you for your letter of Nov. 15 concerning electric fan Art. 2112, we regret being unable to promote sales as your price is too high to interest buyers to make a counter-off.4.关于申请参加广州交易会一事，我们正与有关当局联系。

国际航运业务英语与函电课后翻译答案

国际航运业务英语与函电课后翻译答案第五单元后是一句一句百度翻译出来的准确性有待。

尼玛一字一字的打出来手都累断了啊次奥！Unit 3p23：1. 兹通知贵方：“London”轮已于昨日安全抵达本港。

正好可以在假期开始前完成卸货。

2.兹通知贵方：由“Yong Ming”轮托运给您地20箱货物已到港，请于即日起三日内前来提货。

3.兹通知贵方：由于我轮自新加坡起航后遇到强大的东北季风，致使抵达本港时间比预定时间晚35小时。

4.兹通知贵方：我船要求进行几项修理，恳请予以安排为盼。

5.请派一位称职的验船师来我船检查首尖舱舱壁。

6.兹向您报告：我船无线电发射台发生故障需要修理。

7. 请于7月10日上午安排一艘较大的汽艇来接我船船员上岸。

8. 贵方如能尽快安排一名电器工程师来我船修理冷却系统，我们将不胜感激。

9. 请从速将上述零件的备用件寄给我们，不胜感激。

10. 油驳船的费用请记入船主帐上。

11. 所有费用请记入货物托运人帐上。

12. 请将费用请记入船主帐上。

13. 兹照船方要求，我们将为贵方在装货作业开始前提供必要的垫舱物料。

14. 瑾以船舶代理人的身份通知您：依贵方要求，该船将于4月12日10：15时由原泊位移至No.21 浮筒处锚泊。

Unit 4P301.请为下列托运货物报全包价。

2.请告知大宗托运货物的最新运费率。

3.我方想了解航期、航行时间以及是否需预订货舱，如需预定货舱请提供所需的托运申请单。

4.请告知装船日期。

5.请告知最新运费，谢谢。

6.贵方于来信中询问运费，今荣幸地向贵方报价如下：7.贵方8月10来信获悉，今就运费报价如下：8.贵方6月26日来信获悉，我方将另函邮寄本公司最新运费单。

9.由于该货物将在安特为普转运，请提供联运提单。

10.所有费用与我方结帐，请在提单上注明“预付运费”11.复7月4日函，我方就运费报价，请注意，此报价乃随行就市价。

12.我方非常希望能为贵方办理货物托运事宜。

13. 我们不得不遗憾地告知贵方：完全是由于货舱不够的原因，我方无法收容贵方托运的货物。

外贸英语函电答案

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

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

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

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

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

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

第二章中Letter-2(1)就是采用这种格式。

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

段落之间有加一空行。

这种风格更加受欢迎，因为它使信件看起来更加平衡，更容易打字。

第二章中Letter-2(2)就是采用平头式。

(3)半平头式（混合式）它是上述两种风格的混合形式。

信内名称和地址部分用平头式，正文中每一段的第一行用缩格式或者反过来。

第二章中Letter-2(3)就是采用这种混合格式。

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

信封上的地址可以用两种形式来写：缩格式和平头式。

内容和风格要与信内名称和地址相一致。

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

徐美荣外贸英语函电(第二版)课后练习参考答案完整版

外贸英语函电课后练习参考答案（中英文对照版）名词解释二、Establish business relations建立商务关系Import进口Export出口Importer进口商Exporter出口商Commercial counsellor’s office商务参赞处Chamber of commerce商会Credit standing资讯状况三、Inquiries询价First inquiry初次询价General inquiry一般询价Specific inquiry具体询价Commission佣金Delivery交货Effect delivery装运All necessary information所有必要的信息Delivery date装运期四、Quote报价Offer报盘V oluntary offer主动报盘Free offer虚盘（自由报盘）Firm offer实盘Pro forma invoice形式发票Import licence进口许可证Catalogue目录Under cover随函附上Supply from stock供现货五、Counteroffer还盘Be on the high side偏高Regret遗憾Be in line with与。

相符Reduce减少、降低Make a reduction ofThe prevailing market行市六、Accept接受Acceptance接受Confirmation of order订单的确认Sales contract销售合同Sales confirmation销售确认书Purchase confirmation供货确认书Sign签名Signature签名Counter-signature会签七、Payment terms支付条款Modes of payment支付方式Remittance汇付Telegraphic transfer (T/T)电汇Mail transfer (M/T)信汇Demand draft (D/D)票汇Collection托收Documents against payment (D/P)付款交单Documents against acceptance (D/A)承兑交单八、Kinds of L/C信用证种类Sight L/C即期信用证Term L/C远期信用证Establish L/C开立信用证Amendment to the L/C修改信用证Extension of the L/C展延信用证Check the L/C检查信用证With the terms of contract按合同九、Pack包装Packing requirements包装要求Shipping instructions装运指示Shipping marks唛头Shipping advice装运通知Modes of transportation运输方式Time of shipment装运期Destination目的地Partial shipment分批装运Transshipment转运十、Insurance保险Risk风险Average海损Cover投保Coverage承保范围Open policy预约保单Premium保险费翻译：Chapter Two1.我们从中国驻东京大使馆商务参赞处得知贵公司的行名和地址，并了解贵公司是经营家用电器产品有经验的出口商We obtained your name and address from commercial counsellor’s office of the Chinese embassy in Tokyo. They have informed us that you are experienced exporter in the market for home electrical appliances.2.我们的一个客户对你们的新产品感兴趣One of our customers is interested in your new production.3.我们的一个日本客户想要购买中国红茶One of our customers in Japan wants to be in the market for black tea.4.如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意As you know, our policy is to trade with merchants of various countries on the basis of equality and mutual benefit.5.我们希望你方尽最大努力促进业务又增进友谊。

实操商务英语函电课后答案（首都经济贸易大学出版社）Unit5

实操商务英语函电课后答案（首都经济贸易大学出版社）Unit5第一篇：实操商务英语函电课后答案(首都经济贸易大学出版社)Unit 5Unit 5 Acceptance and ContractSentences Commonly Used in Acceptance and Contract(P94-95)1.请即接受我方报盘并尽快确认以上条款。

2.我们已经接受了你方231号关于10000台CD播放机的订单。

3.很高兴确认下列试订单。

4.很高兴收到贵方第769号订购文具的订单，现确认接受。

5.我们对贵方产品质量及价格非常满意，愿首次订购2000台。

6.随函附寄第3901号合同一式两份。

如审查无误，请会签并退回一份存档。

7.我们已寄去我方第111号销售合同一式两份，供确认。

8.兹随函附寄我方第512号销售合同一式两份，请会签并退还一份以便我方存档。

9.随函附寄第397号销售合同一式两份，请会签，并尽早寄回一份。

10.兹确认已接受贵方订购3000千克干菇，每千克伦敦到岸价10英镑，9月装船。

11.由于所订货物无存货，抱歉不能接受贵方订单。

12.由于对我方玩具熊需求量很大，建议贵方速下订单。

13.很高兴，经过双方长期友好的协商，现已达成交易。

14.由于双方的共同努力，我们达成了交易，希望这是我们双方之间贸易的良好开端。

15.我们希望第一笔交易的达成会带来今后更多的业务。

Exercises(P95-100)1.Translate the following phrases(1)试订单(2)以便某人保存(3)向某人订某货(4)条款(5)不可抗力(6)to conclude business / to come to business / to come to terms / to close a deal(7)in duplicate(8)Sales Confirmation(S / C)(9)confirm an order(10)terms of payment2.Choose the best answer(1)C(2)A(3)C(4)D(5)C(6)B(7)A(8)C(9)D(10)B3.Fill in the blanks with the proper forms of the following words or expressions(1)assure(2)with a view to(3)in duplicate(4)captioned(5)concluded the business(6)discount(7)initial(8)look forward to(9)Please see to it(10)In view of4.Answer questions according to the following Purchase Confirmation(1)The buyer is Pacific Trading Co., Ltd.It is in New York, USA.(2)The seller is Tianjin Native Produce Imp.& Exp.Corp.it is in Tianjin, China.(3)The commodity is Fenghua Green T ea.(4)The unit price is USD 700 per carton CIF New York and the total value is USD 70,000 CIF New York.(5)The commodity will be shipped from Xingang, Tianjin, China during May, 2009.(6)The commodity is to be covered by the Seller for 110% of the invoice value against All Risks.(7)The buyer will pay an irrevocable L / C in favor of the sellers, payable by draft at sight.(8)Within 30 days after arrival of the goods at the port of destination.(9)The losing party will pay the arbitration fees.(10)The buyer, Pacific Trading Co., Ltd.It is in New York, USA.5.Translate the following sentences(1)贵方产品质量优良，我们想向贵方购买。

《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 Head 1日期Date 2封内地址Inside Address 3称呼Salutation 4正文Body 5结尾敬语Complimentary Close 6签名Signature 7事由Subject 8附件Enclosure 9参考号Ref. No. a)经办人Attention Line b)抄送Carton Copy c)II.Match the following words with their Chinese meanings（1）By Airmail 亲收Express Delivery 急件Registered; Recorded 密件Urgent 快件Confidential 私人信件Personal 挂号Private 航空（2）Deputy General Manager 厂长Sales Representative 采购人员Salesperson 副总经理General Manager/ President 销售代表Plant/ Factory Manager 销售员Purchasing staff 总经理（3）St. cityDr. northN. driveS.W roadApt. squareP.O. Box laneRd. avenueCt. southwestSq. ApartmentLa. post office boxAve. streetIII.Translate the following job titles:1. Deputy General Manager 副总经理2. Sales Representative 销售代表3. Salesperson 销售员4. General Manager/ President 总经理5. Plant/ Factory Manager 厂长6. Purchasing staff 采购人员IV. Translate the following address into English address with any type of address1. 美国Reagansvill市Jefferson路3200号Global Vision, Inc公司，邮编CA92040Global Vision Inc. 3200 Jefferson Road Reagansvill, CA 92040,U.S.A.2. 美国New York 市Goldsmith Street, 317号，Language and LiteratureResearch Institute，邮编NY10007Language and Literature Research Institute 317 Goldsmith Street New York V. According to the letter, answer the following questions1. What is the seller’s name, address and telephone number?Name: Royal Grosvenor Porcelain Company Ltd.Address; Grosvenor House, Renfrew Road, Oakley Staffordshire Telephone Number: (743069)760591/2/32. What is the buyer’s name and address?Name: The Colourfloor Co. Ltd.Address: 238Wilton Road, Axminster A Xz AS3. When does the seller write the letter?March 5,20044. What is the subject?Re: China5. What is the style of the letter?Block StyleChapter TwoI. Translate the following terms.1. trade relations 贸易关系2. Chamber of Commerce 商会3. equality and mutual benefit 平等互利4. financial condition 财务状况5.enjoy good reputation 享有盛誉6. 商品目录Commodity Catalogue7. 业务范围business scope8. 一流产品first –class product9. 竞争性价格competitive price10.展览exhibitionII. Choose the best answer to complete the following statements.1-5 DBCAA 6-10 BBCABIII. Translate the following sentences into Chinese.1.我们从事化学行业已经很多年了。

商务英语函电课后答案

商务英语函电课后答案商务英语函电课后答案【篇一：李蕾商务英语函电课后题答案 6】part five: exercisesi. answer the following questions:1. an order is a commercial document used to request someone to supply something in return for payment and providing specifications and quantities.2. because when you are ordering, you are a buyer or customer; that is, you are god. what you want will be served as long as you give a correct and accurate order. but infact you will always forget one thing or another, such as the size, color, or other details,lacking of which will make the manufacturers or merchants lost in what or how to supplythe goods you ordered.3. you may regret to make a counteroffer, or regret to send substitutes, or regret to decline the order.4. beginningopen with a general description of your order that encompasses all the details.middleprovide all specifications: quantity price (including discounts), size, catalogue number, product description, shipping instructions (date and place), arrangements for payment (method, time, deposits), and cost totals.endingthank the supplier—or simply end with an indication of payment or shipping. (when possible, suggest a future readerbenefit of complying with the order.)5. a shipping mark refers to the letters, numbers or other symbols placed on the outside of cargo to facilitate identification.a standard shipping mark must contain four partsaccording to the un regulation. they are 1) the english abbreviation of the receiver; 2)reference number, such as order number or invoice number, etc.; 3) destination; 4)serial number.6. the highest price any buyer is willing to pay for a given product at a given time; also called bid price. or an offer of a specific amount of money in exchange for productsand services, as in an auction.ii. translate the following expressions into chinese or vice versa:1. 首批订单2. 未完成订单3. 现货/动用库存4. 确认收到5. 替代产品6. duplicate order7. cancel an order8. shipping mark9. large stock 10. discountiii. fill in the blanks with correct forms of the words given below:a 1. satisfies 2. satisfaction 3. satisfied 4. satisfactoryb 1. regard 2. regards 3. regard 4. regardingc 1. regrettable 2. regret 3. regretful 4. regrettableiv. fill in the blanks with the appropriate words.cancel, delivered, make, meet, place, received, refusing, made, awaiting, hold, hadv. make your choice.1. arranging; shipment; ordered2.firm; reply, confirmation; within3. in4. for5.terms; place; with 6. send; specifications; alternates, substitutes 7. in, cancel 8. by,sail 9. accept, arrangement 10. acknowledgevi. write a letter ordering the items listed below, specifying quantity, unit price, totalamount and terms of payment, shipment, etc.dear madam,in reply to your e-mail dated december 4, we are interested in the different sizes ofnonstick fry pans you offer. we have decided to book a trial order with you as follows:commodity quantity item unit price price termnon-stick frypans 3 500 26”usd121 per set cfrd3 chicago1 400 30”usd 164 per set cfrd3 chicagowe place this order on condition that shipment is effected in good time so as to reach usby december 25. we suggest payment by letter of credit at sight. we would like to know ifit is agreeable to you. we are looking forward to your sales confirmation.yours faithfully,vii. translate the following sentences into english.1. enclosed is our order for 300 sets of transistor radio t432.2. thank you very much for your letter of june 5 with patterns and price list. we havemade our choice and take pleasure in enclosing our order no.342.3. your samples of rubber boots received favorable reaction from our customers, and weare pleased to enclose our order for 300 dozen pairs.4. please supply 5 000 tons of coal in accordance with the details in our order no.114.5. all particulars of designs, colors and sizes are given on the enclosed order form.6. we want the goods to be of exactly the same quality as that of those previouslysupplied us.7. the quality of the order must be the same as that of our sample.8. please see to it that your goods meet our requirements.9. the color must be strictly in accordance with the enclosed specifications.10. the shipment should be made not later than may 1.viii. put the following into chinese.1. 请以传真/函报最优惠盘，并注明原产地、包装、详细规格、可供数量及最早装期。

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.。

函电课后答案第五单元到第八单元

新编商务英语函电练习答案Unit 5 Quotations, Offers and Counter Offers1. Put the following terms or phrases from English into Chinese or vice versa.(1) 市场调查(2) 做出让步(3) 有效期(4) 利润空间(5) 对……具有约束力(6) 实盘(7) a reduction of 7% (8) copy(9) to ship on time (10) trial order(11) to reach an agreement (12) to put forward a proposal2. Fill in the blanks of the following letters with the words given below, and change the form when necessary.1 pleased2 acknowledge3 commodity4 follows5 payment6 shipment7 arrival 8 expand9 discount 10 minimum3. Rearrange the following sentences in logic order to make them a perfect letter.The rearranged order:1(3) 2 (5) 3 (1) 4 (2) 5 (4)4. Translate the following letter into English.Dear Sirs,We thank you for your inquiry of October 29 and are pleased to know that you are willing to enter into business relations with us. At your request, we make you an offer, subject to the receipt of your reply before November 24, 2006, as follows:Commodity: “Showner” brand men’s pajama Quantity: 30,000 piecesPrice: US$ 40.00 per piece, CIF MilanPayment: By a confirmed, irrevocable L/C payable by draft at sightShipment: since January 2007I am convinced that the above quotation can meet with your request. The market price will be go up, therefore it is beneficial for you to place an order earlier.Hope that we can receive you order soon. Yours faithfully,5. Translate the following letter into Chinese.史密斯先生：感谢您2006年10月6日来函询问我方BNT-3电锯产品。

商务沟通与函电课后习题与答案--精选全文

精选全文完整版（可编辑修改）Unit 2 EnquiriesI. Translate the following terms into Chinese1. performance性能2. business concern 商行，企业3. Consulate 领事馆4. rock bottom price 最低价格5. potential customer潜在客户6. Proforma invoice形式发票7. seasonal discount季节折扣8. specifications 规格9. terms of trade 贸易条件10. firm offer 实盘II. Translate the following terms into English.1.商务参赞commercial counsellor2.商会chamber of commerce3.业务状况business status4.现金折扣cash discount5.装运日期date of shipment6.购买purchase7.资信证明reference8.相互的利益mutual benefit9.广告advertisement10.商品commodityIII. Choose the best answer from the four choices.1. If you can accept payment by L/C, we will make you a very competitive (B).A. orderB. offerC. leafletD. attachment2. If your samples meet our requirements, we will A a large order. (A)A. placeB. giveC. sendD. issue3. We may reconsider terms of payment once we had established a .(C)A. trade associationB. trades associationC. trading associationD. traded association4. As requested, we are writing to make you a firm offer : (B)A. as followingB. as followsC. as followedD. as followWe are writing to5. We are writing to you in the hope of setting up business relations with you. (A)A. contactB. get in touchC. contact withD. approach with6. Attached is our catalogue. (D)A. pictureB. illustrationC. picturedD. illustrated7. This article is quoted at f 15.90 dozen CIF London. (B)A. eachB. perC. aD. one8. We wish to offer as listed below. (A)A. firmB. firmlyC. firmingD. firmed9. Owing to unforeseen difficulties, the factory cannot send the goods to us schedule. (C)A.inB. toC. onD. of10. Would you please more information about the fabrics to be processed? (C)A. furnish usB. furnish withC. furnish us withD. furnish theIV. Fill in each of the blanks with a proper preposition.1. If you can produce goods to our design, let us have details of costs.2. May we have your quotation, together with other trade terms?3. The customer asks for a 20% discount off net list prices.4. We enclose an order form for your convenience.5. We hope to interest you in this new kind of glassware.6. If you find in our catalogue anything of interest, please let us know.7. The prices quoted will apply only to orders received on or before 6 April.8. Please quote us for the supply of the items listed on the enclosed inquiry form.9. As requested in your fax of May 12, we return two copies of your Sales Contract No. AC-800 for your file.10. The M. V. Elizabeth is scheduled to arrive on July 25.VI. Translate the following Chinese sentences into English.1. 我们专营甜食糖果，与全国的食品店有广“泛的联系。

外贸英语函电答案全

Key to exercisesKey to Unit 1I. Answer the following questions.1. The essential 7C’s in commercial English correspondence are clearness，conciseness，courtesy，consideration，completeness，concreteness，correctness.2. If a letter show impoliteness, it cannot achieve the purpose of writing. More serious consequences will be that it may offend the recipient and damage the established business relations. The courteous writer should be sincere and tactful, thoughtful and appreciative. Another important thing is promptness.3. If conciseness conflicts with courtesy, then make a little sacrifice of conciseness. Generally speaking, you will gain in clearness and conciseness by writing short sentences rather than long ones.4. A business letter consists of eleven principal parts:(1) the letter-head (including the date)(2) the inside name and address(3) the salutation(4) the subject heading or caption(5) the opening sentences(6) the body of letter(7) the closing sentences(8) the complimentary close(9) the wr iter’s signature and official position(10) the enclosure(11) the postscript5. Envelopes must have the accuracy, accessibility and good appearance.Ⅱ. Translation the following paragraphs into Chinese.国际贸易带来了更高效率的生产和世界产量的增加，从而使国家（或个人）可以消费更大和更多样化的商品组合。

函电参考答案

CONTENTSChapter1 Layout of the business letter (1)Chapter 2 Writing Principle of the Business Letter (2)Chapter 3 Inquires and Replies (5)Chapter 4 Quotations, Offers and Counter-offers (7)Chapter 5 Order & Acknowledgement (8)Chapter6 Terms of Payment (10)Chapter7 Packing (12)Chapter 8 Shipment (13)Chapter 9 Insurance (15)Chapter 10 Complains and Settlement (17)Chapter 11 Agency and Agreement (19)Chapter1 Layout of the business letter A．Improved sample:B. Arrange the following parts in proper form as they should be set out in a letter.Chapter 2 Writing Principle of the Business LetterA. Rewrite the following sentences according to the principle of courtesy.1．I am in receipt of your order for 250 pairs of Nik e ‘Conga’ sports shoes.-→ Thank you for your recent order for 250 pairs of Nike …Coga‟ sports shoes.2．We receive your enquiry of 20 August.-→ Thank you for your enquiry of 20 August.I am in receipt of the upgraded software you sent to replace the soft ware we bought inFebruary.-→ Thank you very much for sending me the updated software superseding that we bought in February. 3．Y ou must furnish us with details as to the credit that may be safely allowed to the firm whose name is given on the slip.-→ Will you please be so kind as to furnish us with details as to the credit that may be safely allowed to the firm whose name is given on the slip.4．It’s your duty to inform us whether your business relatio ns with Messrs J.A.Hussain and Co.during the past would lead you to advise us to allow them 3 months’ credit.-→We should be obliged if you would inform us whether your business relations with Mr. J.A.Hussain and Co. during the past would lead you to adv ise us to allow them 3 months‟ credit.5．T ell us whether they are in the wholesale trade or not.-→ We should be glad to know whether they are in the wholesale trade or not.6．We suggest that whenever you have goods to place with us you send them to us as soon as possible.-→May we suggest that whenever you have goods to place with us you send them to us as soon as possible.B. Rewrite the following sentences according to the principle of consideration.1. We cannot devote much time to your visit as the March Sales figures are being complied and we are very busy.--->We shall devote as much time to your visit as our hectic schedule will permit.2. We do not have the time to send our Sales Representative to see you. He is busy dealing with larger accounts than yours.-→We shall be happy to send our Sales Representative to visit you as soon as his heavy schedule permits.3. It is not our fault if you do not check whether the goods are satisfactory on delivery.-→ I am afraid customers are expected to check that goods are satisfactory on delivery.4. Since you can’t supply goods of the type and quality required we can’t place our orders.-→ When you can supply goods of the type and quality required we will place our regular orders for large quantities.5. Y our prices are too high, therefore we can’t place the order.-→ We will place the order provided your prices are competitive.I am afraid we cannot deliver at the weekend.----→ Y ou can have your goods delivered any weekday.6. I regret to inform you that we cannot refund your deposit unless you return the goods within a week.---→ I am pleased to inform you that you will be able to receive a full refund of deposit if you return the goods within a week.7. Y ou failed to send your order to us before the new prices were introduced.-→ Unfortunately, we did not receive your order before the new prices were introduced8. W e will decline your order.-→ We have no alternative but to decline your order.C. Rewrite the following sentences according to the principle of clarity.1.I do not understand this accounting problem. That is frustrating.(Confusing: What is frustrating? The problem or not understanding it?)I am frustrated by not understanding the accounting problem. (clear)I do not understand the frustrating accounting problem. (clear)2.It is heavy. W e find it difficult to remove it from the ship.---→ It weighs 200kgs,which is impossible for us to remove it from the ship.3.Interest rates are high.---→ Interest rates are 6%.D. Rewrite the following sentences according to the principle of conciseness.1. Will you ship us any time during the month of December, or even November if you are rushed, for November would suit us just as well.(Rewriting)Please ship us by the end of November.2. The end result of our mutual cooperation is that the project will be completed during the winter months.(Rewriting)Due to our cooperation, the project will be completed this winter.3. The agency is not able to release the report at the present time.(Rewriting)The agency is not able to release the report now.4. As a matter of fact, the X-210 copier is not really the kind of machine the company needs, since the X-200 has the capability of meeting virtually all of our needs.(Rewriting)We do not need the X-210 since the X-200 meets our needs.E. Rewrite the following sentences according to the principles for using modifiers.1. Y our proposal for payment by time draft is acceptable to us under Order No. 115.(poor: under Order No. 115 is too far away from payment by time draft)Y our proposal for payment by time draft under Order No. 115 is acceptable to us.(correct)2. W e have ordered a hundred cupcakes for the children dipped in chocolate.(wrong: dipped in chocolate modifies cupcakes, not children)We have ordered a hundred cupcakes dipped in chocolate for the children.(poor)We have ordered for the children a hundred cupcakes dipped in chocolate.(correct)3. Please bring the speaker a cold glass of water. (confusing in meaning)Please bring the speaker a glass of cold water. (correct in meaning)4. T o be sure the report would be delivered on time, URGENT was written across the front of the envelope.(poor: “To be sure the report would be delivered on time” does not refer clearly to whatever it is supposed to describe.)To be sure the report would be delivered on time, I wrote URGENT across the front of the envelope. (correct)5. Having agreed to a solution, the meeting ended.(poor: Who agreed to the solution? Meetings can‟t agree to things.)1. Having agreed to a solution, the division managers ended the meeting. (clear)2. When the division managers had agreed to a solution, the meeting ended. (clear)6. Upon receipt of your order, the contract will be sent.(Also note that moving a dangling modifier from the beginning to the end of the sentence does not solve the problem. poor: whose “receipt” of your order?)The contract will be sent upon receipt of your order. (still unclear)When we receive your order, we‟ll send the contract. (clear)As a modifier, Upon receipt of your order requires a word adjacent to it indicating who receives your order:Upon receipt of your order, we will send the contract. (clear)7. W e sent you 5 samples yesterday of the goods which you requested in your letter of May 25 by air.We sent you, by air, 5 samples OI the goods which you requested in your letter of May 25 yesterday.F. Rewrite the following sentences according to the principles of concreteness.1. This computer reproduces letters fast. -→This computer reproduces 400 letters in a minutes2. Our product has won several prizes. -→Our product has won the first prize for three times in the last years.3. We will ship the 50 tons of fertilizer in your May 4 order as soon as possible. -→We will ship the 50 tons of fertilizer in your May 4 order this Saturday, May 23rd.Chapter 3 Inquires and RepliesA. In each of the following sentences: choose the appropriate word or words in the parentheses. Be prepared to justify your choice.1) as, products 2) buying, used to 3) of 4) gratifying, from5) handled /done 6) in 7) attention/reply/response 8) regards, sayB.Arrange the following words and phrases in their proper order.1.We have been informed by Jameson Garments (V ancouver) Ltd. that you are one of the leading exporters of textiles in Hangzhou, and that you wish to extend business to our market2. 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 V ernard line of Ultrasonic equipment, which you recently advertised in Electronics magazine.4. We are interested in importing Chinese furniture and would be pleased to receive a copy of your latestcatalogue, price list and export terms.5. We would be grateful if you would send us a comprehensive price list of the goods which you cansupply together with some samples.C．Please give the English or Chinese equivalents of the following terms.1.建立贸易关系____ establish business relations with2.扩大营业范围____ extending the range3.place volume orders ____下大订单4.in compliance with request of _____应…要求5.最新目录和价格单______ latest catalogue and price list6.不可撤销，保兑信用证_____ irrevocable and confirmed letter of creditmercial Counselor‟s Office _____商赞部8.棉布床单和枕头_____ cotton bed-sheets and pillowcases9.……的主要出口商_____ the leading exporter of……10.供你方参考____ for your reference11.行业折扣_____ trade discounts12.quantity discount _____数量折扣13.生产日期_____ manufacturing dateD. Complete the following sentences in English.1)（a）you are a state-owned corporation handling chemical products.(b) you intend to establish business relations with us on the basis of equality and mutual benefit2) （a）obtaining your catalogue of goods now available for export.(b) introducing your new products to our clients.3) （a）as for any proposals for pushing the sales of Chinese fruit and dried fruit(b) when you are prepared to place an order for Chinese Sewing Machines.4) （a）many foreign merchants are desirous of trading with us(b) we have already established business relations with more than 100 firms in the world.5) （a）your intention of establishing business relations with us(b) your willing to negotiate business in Guangzhou Fair.6) We will arrange everything necessary.E. Complete the following two letters with proper words.Letter (1) by, item, scope, enter, business, date, available, enclose, receipt, to.Letter (2) recommended/introduced, as, requirements, in, send, range, together.Letter (3) selection, supply, range, meet, send, list, hearChapter 4 Quotations, Offers and Counter-offersA. Choose the appropriate word or words in the parentheses and then translate the sentences into Chinese1) offer, at, on, for 2) no, of doing 3) having sent, confirmation copy4) be prepared, reduce/cut/cut down, 5%/say 5%, will, with5) with/in, business relations 6) do/try, meet/satisfy, requirements7) necessary, information, exportable 8) always, adhere to, principal, in, withB. Please give the English or Chinese equivalents of the following terms.1.秋季目录fall catalogue2. 海外部Overseas Department3. 销售经理Sales Manager4. 净／毛／皮重NW GW ＴＷ5. 货号Item No6. 电汇T/T7. 以我方最终确认为准subject to our final confirmation8.draft at sight 即期汇票9. sliding-scale basis 变动基础上10. special allowance 特殊补贴/ 特别折扣 puter case 机箱C. Arrange the following words and phrases in their proper order.1) We think that, when you see our samples, you will agree that the quality of thematerial 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 captioned articles,once our supplies are replenished we shall be only too pleased to revert to the matter.3) We should like to draw your attention to our other products such as stainless steelkitchenware, details of which you will find in the catalogue, and look forward to your first order.4) At your request we are now quoting you for1,000 dozen steel tapes CFR Lagos atUSD5/dz.5) We are well aware that our competitors are quoting at considerably lower prices, butour products are obviously superior in quality and therefore represent better value.D. Translate the following letters.F. Which of the following expressions are firm offers?1), 4), 7)G. Complete the following letters with proper words.(1) interested, market , area, receive, meet, relationship, receiving.(2) popular, available , kindly, terms, discount, models.(3) inquiry, enclosing, list, interest, detail, contact.(4) offering, price, carpet, by, come, counter-offer, replyChapter 5 Order & AcknowledgementA. Correct the inappropriate words and phrases in the following sentences:1) Please send us as soon as possible the following goods, as listed in your current spring catalogue.2) The enclosed order is given strictly on the condition that shipment must be made not later than the first day of May.3) We reserve the right to cancel this order unless the goods are in our hands by the end of June.4) We are handling your order with great care and you can depend on us to effect delivery well within your time limit.5) Y ou may rest assured that fresh supplies are due to arrive early next month.6) If the quality of your goods is satisfactory, we will place a large order with you.7) Much as we would like to supply you the product, we are unable to fill your orderowing to the heavy backlog of commitments.8) We cannot make you an offer, as the goods are out of stock/not available.B. Please give the English or Chinese equivalents of the following terms.1.订单取消______ cancel the order2. 形式发票______ Proforma Invoice3. 会计部______ Accounting Dept.4. 分批装运_____ Partial shipment5. 当前订单______ current order6. 确认订单____acknowledge the order7. 购货单号_____order number 8. 各种花色棉袜____ assorted cotton socks9. business machines ____办公设备10. transshipment ___转运C. Arrange the following words and phrases in their proper order.1) We are pleased to give you an order for the following items on the understanding that they will be supplied from current stock at the named prices2) Thank you very much for the Order No. GD34. We are pleased to enclose our Sales Confirmation No.9975 in duplicate and please sign and return to us one copy of which for our file.3) Y our order is receiving our immediate attention and within your time limit can be delivered well.4) Thank you for your order while we have to explain that owing to a corresponding rise in the prices of raw materials our price has increased by 5%.5) However, in order to finalize the first transaction between us if you can increase the quantity to 1,000we are ready to allow you a 5% discount.D. Translate the letter into English.F. Complete the following letters.(1) for, sample, products, enclose, effective, shipment, business.(2) ordered, demand, supply, available, reference, requirements, contact.(3) received, above, pleased, find, satisfactory, since, quantities, repeat, stock, glad, arrange, urgent, stock, advice(4) acknowledge, informing, shipped, note, place, regret, entertain, owing, keep, position, contact, regard, enclose, information, interested, requirements, quantity, sizesChapter6 Terms of PaymentA. Choose the appropriate words to complete the sentences.1) of 2) by 3) financing 4) licensing 5) to 6) against 7). In , on 8). inB. Please give the English or Chinese equivalents of the following terms.1. 开信用证establish the relevant L/C2. 信用证指示the L/C instructions3. 继续帮忙extend the favor4. 改证费用the amendment charge5. 货到汇款_____ cash on delivery6. 赊销open account7. 以……为受益人in favor of / in one‟s favor8. 即期支付sight payment 9. 延展信用证______ extension of L/C10. 逾期付款_____ back/ late / overdue payment 11. Payment against documents_____按凭据支付12. cash reserves ______现金储备13. Bank of China, New Y ork Branch _____中行纽约分行14.adequate stocks _____货源充足C. Arrange the following words and phrases in their proper order.1. With regard to terms of payment we regret being unable to consider your request for D/A at 60 days‟ sight.2.Upon receipt of this letter please let us know what difficulties you actually have in opening the L/C.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. We would like to have you as one of our customers. But we regret our inability to do business on the basis of D/A.5. Much to our regret we are unable to comply with your request for an extension of our L/C No.789 because the present import regulations do not permit any extension of import license.D. Translate the following sentences..1)我方接受保兑的，不可撤销的信用证，以即期汇票而不是以电汇方式偿付。

商务英语函电课后答案

APPENDIX IIKeys答案Unit 1 Layout of Business LetterI.1. Seven. They are letterhead, dateline, inside address, salutation, body of the letter, complimentary close andsignature.2. They are the indented style, the block style and the modified block style. I prefer the second, for it isconvenient to type.3. It’s half way down the envelope leaving enough room for the stamp and postmark, and one third or onehalf in from the left of the envelope.4. Omitted5. OmittedII. Grand Resources Import & Export Corp., Ltd.Liangmahe 32 ·Chaoyang Di strictBeijing 100016, Chinayour ref.: 206 MI/2009our ref: 206TMR/2009July 25, 2009Lake Bikes Inc.54 York roadChicagoIllinois, USAAttention: Mr. John Masow, the sales managerDear Mr. John Masow,We write to introduce ourselves as one of the leading exporters from China, specializing in various types of bikes.We enclose a catalogue of products covering the details of all the items and trust some of these items you will be interested in.We would have the pleasure to receive your inquires for any of the items and we will send you our lowest quotations.We are looking forward to your favorable and prompt reply.Yours sincerely，Ma LongIII. 1. D 2. B 3. C 4. B 5. A6. D7. B8. A9. B 10. D11. D 12. A 13. D 14. A 15. DIV.Xu Fang stampStar Sewing Machines2 Guangzhou, ChinaMr. J. Armstrong, the sales managerUnited Steel Inc648 Eastern AvenuePittsburghPennsylvania, USAUnit 2 Establishing Business RelationI.1. Establish business relations with some other firms.2. Do some credit investigations such as financial conditions, business activities, honesty integrity and soon.3. Through the following channels one can obtain the desired names and addresses of the firms to be dealtwith1) Advertisements in the media;2) Market survey;3) Trade negotiation;4) Investigation to the foreign country;5) Exhibitions and Trade Fairs;6) Banks;7) Trade Directory;8) Chambers of Commerce;9) Co mmercial Counselor’s Office;10) Trade press.4. Telling the channels how you obtain his name and address.5. Be sure to answer in full without the least delay after receiving any letter.II. 1. D 2. C 3. A 4. B 5. A6. C7. D8. C9. A 10. DIII. 1. C (inform you our desire – inform you of our desire)2. C (build up—building up)3. A (enter—enter into)4. B (more—much)5. A (item—items)6. A (has kindly recommended—has been kindly recommended)7. D (informations—information)8. B (lead—leading)9. C (on—in)10. B (unique feature—unique features)IV. 1. Our company has established for ten years. Now we are keen to enlarge our trade in various kinds of cotton textiles, but unfortunately we have no good connections with your country.2. We are the leading (greatest) importers of electric goods in China. Thank you for your letter of August3. It’s our pleasure to establish direct business relations with your company.3. We have obtained your name and address through the Commercial Counselor’s Office of the Embassyof the People’s Republic of China in your country and understand that you are the largest exporter of textiles and would like to establish business relationship with us.4. Please let us know immediately if you are interested in our products. We will send you our price listand samples to you as soon as we receive your specific enquiry.5. At present, we are interested in all kinds of caps, gloves and socks and shall be pleased if you will sendus the catalogue, sample and price list.6. Our mutual understanding and cooperation will certainly result in important business in future.7. We see that your firm specializes in light industrial goods, and we are willing to establish businessrelations with you.8. We have been doing quite well in our business. We are willing to open a business relation with you.9. In order to give you some idea of various qualities of wooden blankets we carry, we have pleasure ininforming you by airmailing one catalogue, a list of price and some sample books for your reference.10. We might add here that we have been in this line of business for more than twenty years.V. 1. 众所周知，我们十分重视同第三世界国家的贸易关系。

李蕾商务英语函电课后题答案 5

李蕾商务英语函电课后题答案 5Unit Five Offers and CounteroffersPart Five: ExercisesI. Answer the following questions:1. An offer refers to a promise to supply goods on the terms and conditions stated, in which the seller not only quotes the terms of price but also indicates all the necessary terms of sales for the buyer’s consideration and acceptance. In international trade, an offer of goods is usually made either by way of advertisements, circulars and letters or in reply to enquiries.2. Quotation is not an “Offer” in the legal sense. An offer is a promise to supply goods on the terms and conditions stated, while a quotation is merely a notice of the price of certain goods at which the seller is willing to sell.3. The firm offer means the exporter promises to supply a certain quantity of goods at a fixed price within a stated period of time. The terms such as quality, packing, specifications, and payment must be clear and definite. The firm offer is binding upon the exporter, once the firm offer is accepted by the buyer within its validity, the exporter cannot revise or withdraw it.The non-firm offer is an offer without engagement. Usually, it may contain reservation clause like “The offer is subject to our final confirmation.”4. The validity of an offer means the time specified within which it must be accepted. If it isn’t accepted within this time, this offer is considered to have lapsed.5. A satisfactory offer generally includes the following points: 1) An expression of thanks for the enquiry, if any;2) Name of commodity, quality, quantity and specifications; 3) Details of prices, discounts and terms of payment;4) An undertaking as to the date of delivery or time of shipment; 5) Packing, if it is necessary to mention; 6) The period for which the offer is valid;7) An expression of hope that the offer will be accepted.Without the sixth point, you turn a firm offer into a non-firm offer, which might contain even fewer items.6. A counteroffer is made when a prospective buyer finds any terms and conditions in the offer unacceptable. He will then place before the seller terms or conditions he sees fit for the latter to consider. In such a message, he should thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy.7. When a buyer finds it difficult to accept some of the terms in an offer such as the price, package, he may either demand the seller to make a better offer or modify some terms and propose an acceptance on the new conditions. We call this conditional acceptance. 8. A counteroffer should include the following:1) Thank the seller for his offer (or samples, if any);2) Express regret at inability to accept and give the reason why you cannot accept; 3) Make a counteroffer if, in the circumstances, it is appropriate;4) Suggest other opportunities to do business together.II. Choose the best answer:1―5: CADCA 6―10: BCDABIII. Fill in the blanks with proper prepositions:1. on2. for3. by4. Owing to5.into6. into7. with8. for9. for 10. inIV. Translation work:1. From English into Chinese:1）我们一定尽力获得买主的递价。

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