外经贸英语函电 上海对外贸易学院 甘鸿编著 上海科学技术文献出版社 课后习题答案
商务英语课程教学大纲
“商务英语”课程教学大纲教研室主任：王艳执笔人：王兴华一、课程基本信息开课单位：经济学院课程名称：商务英语课程编号：202019英文名称：Business English课程类型：专业方向限选课总学时：54 理论学时：54 实验学时：0学分：3开设专业：人力资源管理先修课程：无二、课程任务目标（一）课程任务本课程是贸易经济专业的专业基础课。
通过本课程的学习，可以使学生熟悉商务领域中各类外贸书信、电传、电报，掌握商务领域中的外贸英语术语、缩略语、惯用句型和表达方法，同时也可使学生系统地掌握英文函电的格式、专业词语、行文方法及文体特点。
提高学生在商务外贸业务活动中正确地使用英语的能力，从而提高对外进行各项业务联系和通讯活动的能力。
（二）课程目标在学完本课程之后，学生能够：1.了解国际贸易实务的流程、贸易术语等基本理论；熟悉国际贸易中的英语术语和表达方法；2.掌握商务外贸英语中函电的格式、专业词汇、行文方法与文本特点，并掌握对外经济贸易成功的经营策略与谈判技巧；3.熟练掌握外经贸的基本知识并加以运用。
三、教学内容和要求（一）理论教学的内容及要求Chapter1 Fundamentals of Business Letters1.了解商务书信的功能;2.理解商务书信的写作原则，英语的语言特点，即体贴、准确、完整、具体、简洁、清楚、礼貌;3.掌握相关内容的英语表达方式、相关英语词汇、短语、句子。
Chapter2 The Structure and the Format of Business Letters1.了解商务书信的基本组成部分;2.理解商务书信的格式，掌握正确信封的书写方法;3.掌握相关内容的英语表达方式、相关英语词汇、短语、句子。
Chapter 3 Establishing Business Relations1.了解建立贸易关系信函的一般内容和写作方法;2.掌握运用所学知识用英文给客户写信;掌握掌握相关内容的英语表达方式、相关英语词汇、短语、句子。
外贸英语函电第四版课后答案
外贸函电课后答案第二章1)你方3月3日的来函收到。
我们很高兴地告诉你，你所要的商品属于我们的经营范围。
We have received you letter of March 3. We are glad to inform you that the articles required by you fall within the scope of our business activities.(goods, item, article)2)遵照你方要求，我们寄上商品目录一份。
希望它能及时到达并使您们满意。
As requested, we are sending you a catalogue. We hope it will arrive in time and prove to your satisfaction.3)感谢贵方愿与我们建立业务联系。
We appreciate your desire to establish business relations with us.3.(1) We are one of the leading importers dealing in electric products in the area,and take this opportunity to approach you in the hope of establishing business relations.(2) We have been engaging in handling import and export of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.(3) We owe your name and address to the Commercial Counsellor’s office of our Embassy in Beijing.4) We are given to understand that you are a manufacturer of daily chemicals. One of our customers intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present (5) For our credit standing, please refer to the Bank of China, Shanghai Branch.第三章(1) Please quote us your best price CIF Shanghai, inclusive of our 3% commission.(2) Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth.3) One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.(4) To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogues and 2 sample books.(5) In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference.3. C-E Translation for a general enquiry敬启者：从兴华纺织品进出口有限公司处得知，贵公司出口各类中国式服装。
外经贸英语函电与谈判习题与答案(第三版)
辆的话，我们可给予 折 扣。
上述报价无约束力。将以我方最后确认为准。另外，我们愿借此机会向贵方
第 ４ 页
介绍我们的凤凰牌自行车，该牌号与永久牌一样非常畅销。随函附上有带插图的 目录一份，请查收。该目录将提供有关详细情况望贵方能对此感兴趣并向我们 订货。
望早复。
第五课
很 高 兴 收 到 贵 方 月 日关于永久牌自行车的询价函。
英寸男式自行车 每辆 美元
英寸女式自行车 每辆 美元
英寸男式自行车 每辆 美元
英寸女式自行车 每辆 美元
付款条件：通过卖方认可的银行开立的即期信用证付款。
装运期：安排在 年一二月份，要求有关信用证在今年年底前到达卖方。
不言而喻，所报的价格为 卡拉奇净价。谨告知，我方出口自行车一般是不
给予佣金的，但如每个规格的订量超过
有关
号订单事宜
贵方上述 月 日订单已收悉，谢谢。我们高兴地告知贵方，订单中除包装条
款外，其他所列的条款我方都能接受。
贵方订单所述包装为我方数年前用的老式包装。此后，我们已改进了包装，事
实上我们的客户对近几批货物完全满意。
目前我们的雨衣产品是先用塑料袋装好后，装入纸盒内， 打装一纸板箱，每
箱毛重约 公斤。每一纸板箱内有塑料衬纸，整个箱子用铁箱加固，这样能防止
我们 月 日的函中曾提及，有几家意大利大公司也已按上述支付条款与我 方开展了业务。因此我们希望贵方能尽快就付款条件达成一致意见，从而成交第 一笔交易。
一俟贵方来函认可上述支付条件，则我方将立即寄去合同，以便使货物如期备 妥待运。
望能及早收到贵方肯定的答复。
第九课
我第
号询盘
参阅贵方本月 日
的来函和来函中所附的关于标题所列询盘的报
国际贸易函电课件(含课后练习参考答案)
Essential Parts 必要部分
1. 2. 3. 4. 5. 6. 7. Letter Head 信头 Date 日期 Inside Name and Address 收信人名称地址 Salutation 称呼 Body of the Letter 正文 Complimentary Close 结尾敬语 Signature 落款
位置： 1.称呼和正文之间 2.齐头式靠左，缩格式居中 3.要加下划线 表示的是该信函的主题
1. Re: Your Order No.463 for1,000 Wide-screen TV Sets 2. SHEEP WOOL
位置： 落款之下，左对齐 说明该信件有附件 1. Enclosure 2. Enc. 3. Encl. As Stated 4. Enclosure: Brochure
Close Yours faithfully Faithfully yours Yours (very) truly Very truly yours Yours sincerely/ Sincerely
Occasion Standard and formal closure
Used by Americans
Optional Parts 附加部分
8. 9. 10. 11. 12. 13. Attention Line 具体收信人 Subject Line 事由 Reference Notation 案号 Enclosure 附件 Carbon Copy Notation (abbr. c.c.)抄送 Postscript (abbr. P.S.) 附言事由结尾敬语 Nhomakorabea案号
附件
抄送
商务英语方向论文范文
商务英语方向论文范文商务英语，主要是指人们在商务活动中使用的英语，由语言知识、交际技能、专业知识等构成。
商务英语作为一门专业英语，不仅具有一般英语特点，且具有丰富的文化底蕴。
下文是店铺为大家搜集整理的关于商务英语方向论文范文的内容，欢迎大家阅读参考!商务英语方向论文范文篇1浅析商务英语信函的特点和翻译实践【摘要】掌握撰写和翻译商务英语信函的技能是十分必要的，可以使我们在今后的商战中处于不败之地。
本文阐述了现代商务英语信函的特点及翻译的问题。
【关键词】商务英语;信函写作;翻译随着全球经济一体化进程的不断发展，商务活动日益频繁，互联网的迅猛发展使商务信函就成为国际贸易中客户之间沟通的主要方式。
当前国际贸易中的竞争日趋激烈，时间、速度和效率显得更为重要。
这必然带来商务信函风格和语言上的变化。
各公司的董事和经理们都不愿意把时间浪费在阅读那些啰嗦，空洞的文字上，他们要求书信讲究实效，看一遍你就能知道说的是什么。
现代书信的特点可以概括为清楚，简洁，有礼貌，语言风格更趋于自由和口语化。
清楚就是要准确明白地表达自己的意思并确保对方也能准确领会你的写信意图;简洁就是用尽可能简单的或少的词语来表达意思;礼貌就是在写商务信函时要站在对方的立场上考虑问题并做到彬彬有礼。
这些特点从商务信函的开头语中就可以看出。
例如:一、介绍公司或公司产品Specializing in the export of Chinese foodstuff，we wish toexpress our desire to trade with you in this line.我们专营中国食品的出口，希望与你方在这一行业建立贸易关系。
We are the largest garments trading company in Japan，andhave offices and representatives in all major cities and townsin Japan.我们是日本最大的服装贸易公司在日本的所有主要城镇都有我们的办事处和代理。
外经贸英语函电与谈判
外经贸英语函电与谈判全文共四篇示例，供读者参考第一篇示例：外经贸英语函电与谈判是国际贸易中非常重要的一环，它涉及到商务沟通、合作协议的达成以及贸易关系的发展等方面。
在国际贸易中，由于不同国家、不同文化之间存在着语言和文化差异，采用英语进行函电和谈判就显得尤为重要。
本文将就外经贸英语函电与谈判进行详细的介绍。
一、外经贸英语函电外经贸英语函电是指在国际贸易中，通过书信或电子邮件等方式进行商务沟通的行为。
一封优秀的外经贸英语函电具有清晰明了、礼貌友善和专业准确等特点。
在写作外经贸英语函电时，我们需要遵循以下几点原则：1. 尊重对方：在函电中，对方是我们的合作伙伴，因此需要尊重对方的文化习惯和表达方式，礼貌地提出问题或建议。
2. 简洁明了：外经贸英语函电不宜过于冗长，内容要简洁明了，重点突出，避免使用复杂的词汇或句式，以便对方能够快速理解。
3. 专业准确：在函电中需要使用准确的专业词汇和术语，表达自己的意见和诉求，并确保准确无误。
4. 及时回复：在接收到对方函电后，应及时回复，表明自己的态度和意见，保持沟通畅通。
外经贸英语谈判是指在国际贸易中，双方通过面对面的交流，就合作事宜展开讨论和协商的过程。
一次成功的外经贸英语谈判需要双方在语言沟通、文化认知、谈判技巧等方面都具备一定的素养。
在进行外经贸英语谈判时，我们应该注意以下几点：1. 语言沟通：双方要选择恰当的英语词汇和句式，确保交流的顺畅和准确，避免造成误解或歧义。
2. 文化认知：在谈判中，双方要了解对方的文化背景和习俗，尊重彼此的差异，避免因文化冲突影响谈判结果。
3. 谈判技巧：在谈判中要灵活运用各种谈判技巧，如议价、让步、威慑等，以达成双方的利益最大化。
4. 立场坚定：在谈判过程中，双方都会试图争取更大的利益，因此需要保持自己的立场坚定，但同时也要考虑到双方的利益平衡。
在国际贸易中，外经贸英语函电与谈判是非常重要的环节，它直接影响着双方合作的顺利进行和贸易关系的稳定发展。
第五版外贸英语函电课后答案
第五版外贸英语函电课后答案外贸英语函电答案外贸函电答案Keys to the exercisesUnit 23.(1) We are one of the leading importers dealing in electronicproducts 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’soffice of ourEmbassy 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 can airmail the catalogue and the price list of your products available at present.(5) For our credit standing, please refer to the Bank of China, Shanghai Branch.Unit 32.1. Pease quote us your best price CIF Shanghai, inclusive of our 3% commission.2. Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth.3. One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.4. To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogue and 2 sample books.5. In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference.3(Dear Sirs,We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned commodities of high quality at moderate prices.Will you please send us a copy of your catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of these goods.Yours faithfully,4. Dear Sirs,RE: Haier RefrigeratorWe are in the market for refrigerators. Please send us your latest catalogue and details of your specifications, informing us of your priceCIF Guangzhou, please also state your earliest possible delivery date, your terms of payment, and discount forregular purchase. If your prices prove reasonable and satisfactory, we shall soon place a large order with you.外贸英语函电答案Yours faithfully,5. Dear Sirs,We welcome you for your enquiry of May 5 and thank you for your interest in our products. We are enclosing some copies of ourillustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples.Please note that payment should be made by irrevocable L/C payable at sight against presentation of shipping documents. We allow a proper discount in view of this first business between us. We await your acceptance by fax.Yours faithfully,Unit 42((1).We are studying the offer and hope that it will keep open till the end of the month.(2). We believe that you will place a large order with us owing to the high quality and reasonable price of our products.(3). We will allow you 10% discount if you purchase 5000 dozens or more.(4). As to terms of payment, we often require a confirmed, irrevocable letter of credit payable by draft at sight.(5). You 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). We will send you a firm offer with shipment available in the early May if you order reaches us before March 10.(7). Because there is a brisk demand for the goods, the offer will be open only for 5 days.(8). We are giving you a firm offer, subject to your reply here by 5 p.m. our time, Tuesday, July 10.3.Dear sirs,In reply to your letter of May 5, we are giving you a firm offer, subject to your reply here by 5 p.m. our time, Thursday, October 15, 2008, as follows:Commodity: Boots for ladiesSpecifications: more than 20 assortments with new designs of brown or red colors (detailed in catalogue)Quality: the leather used is of superior qualityPrice: CIF Guangzhou US$ 95 to 300 according to various designs Payment: Confirmed, irrevocable letter of credit payable by draft at sight to beopened 30 days before the time of shipment.Packing: at the buyer’s optionShipment: September.Unit 53.1). We shall place a trial order with you for 500 sets if you will give us a 5%commission.2). We are working on your Order No. 678 at present and please believe that we willeffect the外贸英语函电答案shipment within the time you stipulated.3) Owing to heavy commitments, many orders haven’t been made, we can onlyaccept orders for October shipment.4) Our stock is exhausted and we are not in a position to accept fresh orders.However, we will contact you as soon as new supplies are available.5) Shipment should be made during August to October in three lots, with 100 tonseach.4.Dear Sirs:We are pleased by your prompt reply to our inquiry of July 10, 2008 and now wishto order from you as our Order No. 321 enclosed.Yours faithfully,XI’AN INTERNATIONALCOMMERCE CORPORATIONTel:2365474 Fax: 654789321ORDER FORMOrder No. 321 July 20, 2008Messrs. JB SIMPSON &CO. LTD.18 Deansgate BlackpoolPlease supply the following itemsDescription: A: SA-135 Video RecorderB: VT-462 Video TapeC: RC-A43 Mini Radio Cassette RecorderQuantity: A: 1000B: 1000C: 5000Unit Price: FOB Xin Gang inclusive of our 5% commissionA: US$ 600 eachB: US$ 10 eachC: US$ 20 eachPayment: L/C at 90 days’ sight to be opened 30 days before shipment Package: By standard export casesDelivery Date: Before the end of August in one/two lots.6.Dear Sirs:We are pleased to have received your Order by fax dated March 10 for 500 sets of knitting machinery. Thanks.We have immediately contacted the manufacturer. But they refused our request politely since the machines sell well, and there is a great shortage of raw materials and still a large number of orders. After our repeated negotiations, they finally promised to accept the order and to make delivery of 100 sets each month, beginning from next January.We are aware that you are in urgent need of the products, but uncertain whether you will agree on the above delivery date. We are making contact with manufacturers elsewhere and will let you 外贸英语函电答案know as soon as there are any favourable news.Meanwhile, we are enclosing our catalogue covering all the articles available at present. If you are interested in any of the items, please inform us. We will surely give prompt attention to your requirement.Yours faithfullyUnit 82. We refer to Contract NO. CT 345 signed on December 1, 2003, under which we decided 5000 M/Ts cotton will be delivered in March, 2004. Up till now we have not heard any news about delivery from you.Our clients are in urgent need for the goods, please see to it that you should deliver the goods within the time stipulated in the contract, or we will have to lodge a claim and reserve the right to cancel the contract.3. We refer to our Purchase Confirmation No. 345 for 5000 pieces of “White Rabit” Blanket. We are notifying that we have opened through ** Bank a confirmed, irrevocable Letter of Credit No. 789, totaling US $..., the L/C shall remain in force till 31st August.Please see to it that the above mentioned articles should be shipped before the end of August and the goods should be covered insurance for 130% of the invoice value against all risks.We know that according to your usual practice, you insure the goods only at invoice value plus 10%, therefore, the extra premium will be for our account.Please arrange insurance as per our requirements and we await your advice of shipment. Unit 91. The survey report indicates that the damage to the carton and goods was due to rough handling in transit, rather than poor packing as you stated.2. The damage was caused by improper packing, such a big and heavy machineshould have been fixed and stuffed in export wooden case.3. Upon examination, we found that there was no sign of poor quality and bad handicraft, and that the dye used is excellent.4. Thank you for your acceptance of the wrongly delivered goods. We will give you a discount of 8% on invoice price. Please agree.5. Please let us know by fax whether you may ship the goods before September 15. If not we shall be compelled to cancel the order.1.(1)包装:用能够很好抵御潮湿和震动的适合于长途海补充:Unit 7答案运/包裹邮递/空运和多变天气的坚固的新木箱包装。
对外经贸英语函电(4)
Foreign Economic Relations And Trade Correspondence
Lesson 20
Foreign Economic Relations And Trade Correspondence
Lesson 20
transact v. 办理，执行 We are prepared to transact business only on these terms. Our representatives have full authority to transact negotiations on this matter.
Foreign Economic Relations And Trade Correspondence
LESSON
25
(A) Acknowledgement of the first Order (B) Confirmation of a transaction
Foreign Economic Relations And Trade Correspondence
Foreign Economic Relations And Trade Correspondence
Lesson 20
5. countersign v. 副署，连署，会签 When the Sales Contract has been singed by the seller, it will be countersigned by the buyer. A copy is to be countersigned and sent back to complete our records.
Foreign Economic Relations And Trade Correspondence
外经贸商务英语函电课文译文及练习答案(9--13)
Chapter IV OrdersLesson NineChinese Version:（A）订单杰克：你方3月18日电邮报价已收悉。
我拟试订各种颜色、式样的晚礼服如下：大号200件中号500件小号200件售季将至，此订单须在5周内交货，否则我方将不得不撤销此单。
请立即航邮五种款式的样品晚装各一件，并早日确认订货，且电邮告知装运时间表。
约翰．布朗敬上（B）回复约翰：贵方订购晚装一函已收悉，交由Bergamo轮承运，并于4月24日出发，特此函告。
我们已在贵方规定时限内完成。
请通过纽约渣打银行开立一份以我方为受益人的不可撤销的信用证来支付此次订货所需全部CIF价款。
一俟收到该信用证，我方将即刻安排发货。
杰克．王敬上Key to ExercisesI. Translate the following words or phrases into Chinese or vice versa:1.晚装2. 如下3. 售季4. 安排5. 内燃机船6. cancel the order7. shipping schedule 8. in one’s favor9. open an L/C 10. by returnⅡ. Fill in the following blanks with proper preposition:1.for2. by, in3. from4. of5. in, with / through, toⅢTranslate the following sentences into Chinese or vice versa:1.一收到贵方确认，我们即通过伦敦商业银行开立信用证。
2.兹确认售予你方1000件12伏密封电池，特惠价每件45英镑。
3.请立即来函确认贵方是否接受我们提出的条款。
4.For payment we require 100% irrevocable L/C in our favor with partial shipment allowedavailable by draft at sight.5.As there is an upward tendency in the price, we shall advise you to place your order as earlyas possible.6.We have arranged with the CITIC Bank to open an L/C in your favor for the amount of US$150,000 as stipulated.Ⅳ. Translate the following letter into English:Dear Sirs,Thanks for your price list and samples sent on Mar.10. We would like to place a trial order for 1,000 dozen for both the price and quality are quite satisfactory.For your information, there is a great demand for women’s cashmere coats here. Yet the customers are also very selective. Therefore, we must stress the importance of quality and design. If these coats are superior in quality and of attractive design, we are certain that they will have a good market in HK.Look forward to your early reply.Yours faithfully,Lesson TenChinese Version:（A）拒绝订单约翰：感谢贵公司1102号氨纶蕾丝晚礼服的订单。
《外经贸英语函电》(甘鸿 编) 课后部分答案
Unit Two P241) Your letter of September 2, 1994 has been received. We are glad to inform you that the articles required by you fall within the scope of our business activities.2) The Bank of China in your city has informed us that you are importers of textiles. We specialize in the export of textiles and are willing to enter into business relations with you.3) 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.4) We have received your letter of September 4 informing us that you find our canned meat satisfactory and that you consider placing a trial order with us.5) As requested, we enclose a range of pamphlets together with our price lists for your reference. If any of the items listed meets your interest, please inform us of your specific requirements. On receipt of your enquiry, we shall forward you quotations without delay.6) Your firm has been recommended to us by your Embassy in China as a buyers of Chinese canned goods. We wish to inform you that we specialize in this line and hope to enter into trade relations with you on the basis of equality and mutual benefit. 7) To give you a general idea of the products we handle, we enclose a complete set of leaflets showing specifications and means of packing.8) Prior to shipment, our goods will be tested and inspected by the Shanghai Commodity Inspection Bureau, who will provide the necessary certificates in regard to the quality and quantity of the shipment.Unit Three p37IV 1. The firm with whom we intend to deal has referred us to you for particulars respecting their business standing and trustworthiness.2. We should be most grateful if you would furnish us with your opinion on the financial status and reliability of the above company.3. As far as we know, their financial standing is sound.4. The firm you inquire about is one of the most reliable importers in our district and has for many years enjoyed a good reputation among the traders.5. The …bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business.6. Any information you may be able to pass on to us will be treated as confidential.7. We advise you to proceed with every possible caution in dealing with the firm in question.8. They are a firm of high reputation and have large financial reserves.9. They are enjoying a good reputation in the business circles for their punctuality in meeting obligations.Dear SirsRecently we have received an order for our goods to the value of ￡1,600 from a new customer William Baker & Sons. As we have not done any business with them in the past, we would like to know if you could provide us with any information concerning their financial and credit status.Enclosed please find the address of the above firm. You may rest assured that any information you may provide will be treated as strictly confidential.Your early reply is awaited.Unit Four p481. We learn from A.B.C. Company .of New York that you are expecting Nylon bed-sheets and pillow-cases. There is a steady demand here for the above-mentioned commodities of high quality at moderate Prices.2. Under separate cover, we are sending you a range of samples and when you have the chance to examine them, we feel confident that you will agree that the goods are both excellent in quality and very reasonable in price.3. We have received your enquiry of 14th May and learn of your interest in our hand-made artificial leather gloves. We are enclosing our illustrated catalogue and price list giving the details you ask for.4. The enclosed price list and illustrated catalogue will give you details of the model in which you are especially interested.P49 VI 缺Unit Five p60III 1.A proforma invoice is an invoice sent to the buyer for form’s sake. It is usually used to enable the buyer to apply for a necessary import license.2.Sometimes a proforma invoice serves as a formal quotation or a price list, and the prices mentioned therein are usually subject to the final confirmation of the seller, unless otherwise stated.3. Enclosed is our Proforma Invoice No. 3419 in duplicate covering 500 Forever Brand Bicycle for shipment during October , 2006.We wish to state that the proforma invoice is vaid until September 1, 2006.4. According to your request, a proforma invoice in quadruplicate for our Canned Fruit is enclosed for your applying for an import license.5. We thank you for your Proforma Invoice No. 312 and are now applying for the imjport license. As soon as it is approved, we shall write to you.6. Attached to this letter is our Proforma Invoice No. 1002 in duplicate covering 50,000 yard polin. We wish to draw yourYour attention to the fact that the price quoted by us is subject to your acceptance before October 30, 2006, the reason being that many other buyers are also interested in our supplies.7. In order to enable you to apply for the necessary import license we are sending you proforma Invoice No. 234 vintriplicate, please note that if there is any change in price or delivery, er shall keep you informed.Unit Seven P1181.We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by September 20.2. We have learnt that there is a good demand for walnuts in your market, and take this opportunity of enclosing our Quotation Sheet No. 6868 for your consideration.3. In reply to your cable of 3rd June, which asked us to make an offer for our blanket No. 33, we wish to confirm our cable dispatched on June 6 offering you without engagement the following:4. While we thank you for your letter dated July 9, we find it very regrettable to point out that your prices appear to be on the high side and that there is no possibility of business.Unit Eight p1301. 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. 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. While thanking you for your letter 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-offer.5. With a view to support your sales, we have specially prepared some samples of our polin together with a price list, which are enclosed for your consideration. Owing to its superior quality and reasonable price, our polin has met with a warm reception and quick sale in most European countries. We think it is to your advantage to buy this item for sale in your market.Unit Nine p147Dear SirsWe thank you for your order of September 10 for brown serge, but regret being unable to entertain it because since we offered you on August 15, the price has risen considerably. We ourselves even could hardly replenish our stock at the price quoted you previously. It is hoped that you will understand the position we are facing.May we inform you that the ruling price for the article on your order is now at US $ 1.05 per yard FOB Shanghai. However, in order to finalize this first transaction between us, we are prepared to allow you a 2% discount on the above rate.We sincerely recommend you to accept our proposal as our stocks are getting lower day by day, and we are afraid we shall be unable to meet your requirements if you fail to let us to have your confirmation by return.We look forward with pleasure to receiving your reply.Yours faithfullyUnit 10 p1631.Please note that payment is to be made by confirmed, irrevocable L/ C allowing partial shipments and transhipment, available by draft at sight.2. Our usual mode of payment Is by confirmed, irrevocable L/ C, available by draft at sight for the full amount of the invoice value to be established in our favor through a bank acceptable to us.3. It has been our usual practice to do business with payment by D/P at sight instead of by L/C. We should, therefore, like you to accept D/P terms for this transaction and for future ones.4. Your proposal for payment by time draft for Order No. 1156 is acceptable to us, and we shall draw on you at 60 days’ sight after the goods have been shipped. Please honor our draft when it falls due.5. In order to pave the way for your pushing the sales of our products in your market, we will accept payment by D/P at sight asa special accommodation.6. Your request for payment by D/P has been taken into consideration. In view of the small amount of this transaction, we are prepared to effect shipment on this basis.P1741. The 800 bicycles under Contract 268 have been ready for shipment for quite some time, but we have not yet received your covering L/C to date. Please open the L/C as soon as possible so that we may effect shipment.2. If your L/C reaches us by the end of this month, we will exert our utmost efforts to arrange shipment of your ordered goods at the beginning of next month.3. As you failed to establish in the time the L/C covering our sales confirmation No. 1033, we have to rescind (recall ) this sales confirmation and hold you responsible for all the losses arising therefrom.4. You may recall that according to the stipulations of our S/C No. 321, the relevant L/C should reach us not later than Nov. 15. We, therefore, hope that you will open it in time so as to avoid any delay in effecting shipment.5. We wish to point out that the goods under our S/C No. 112 (your Order No. 4831) have been ready for shipment for a long time. We have been waiting for the arrival of your L/C but regretfully no L/C has been received by us nor have we heard anything from you in this respect. Please let us know upon receipt of this letter whether you have any difficulties in opening the L/C.P1841.Among the clauses specified in your Credit No. 4567, we find that the following two points do not conform to the contract stipulations:(1) …. (2) ….As the goods are now readyP1994) The packing of Men’s shirts is each in a polybag, 5 dozen to a carton lined with water-proof paper and bound with two iron straps outside.10) Our cotton prints should be packed in cases lined with kraft paper and water-proof paper, each consisting of 30 pieces of in one design with 5 color ways equally assorted.。
外经贸英语函电全套[1]
![外经贸英语函电全套[1]](https://img.taocdn.com/s3/m/8f9d9b2d910ef12d2af9e7f6.png)
外经贸英语函电全套[1]Letter 1Self-introductionDear Sirs,Through the courtesy of the Chamber of Commerce in Tokyo, we have learned that you have been supplying the best quality foods all over the world, and we are sure there is a large demand for various exotic foods in our country. We are writing to you in the hope of establishing business relations with you.We are the largest food trading company in Japan with offices or representatives in all major cities and towns in the country. We have been importing a large variety of foods from Europe and the U.S.A. and consider that we have considerable experience in this field.A bright prospect for your products in our market is foreseeable, We look forward to hearing from you and assure you of our close cooperation at all times.Yours faithfully,Letter 2Asking to Establish Business RelationsDear Sirs,Your letter of November 21 addressed to our sister corporation in Shanghai has been transferred to us for attention. As the items fall within the scope of business activities, we shall be pleased to enterinto direct business relations with you. We have learned that you are one of the leading importers and wholesalers of Electric and Electronic Machinery and Equipment in Thailand. We are exporters of the same lines of business, having a business background of some 40 years, and are now particularly interested in exporting to your country Electronic Products of all types.All kinds of our products are good sellers and worth commendationfor their excellent quality. If you are interested in marketing these products at your end, please let us know and we shall be pleased to send you our quotations and sample books upon receipt of your specific enquiries.We look forward to your favorable reply.Yours faithfully,Letter 3Asking for CataloguesDear Sirs,We owe your name and address to Bank of China, Lagos Branch, through whom we have learnt you are exporters of Chinese Textiles and Cotton Piece Goods. For your information, textiles are our main imports, but now we are especially interested in importing Printed Shirting from your country.If you can assure us of workable prices, excellent quality and prompt delivery, we shall be able to deal in these goods on asubstantial scale.We would therefore highly appreciate it if you would send us by airmail catalogues, sample books and all necessary information regarding Printed Shirting, so as to acquaint us with the material and workmanship of your supplies.We are looking forward to your early reply.Yours faithfully,Letter 4Asking to Establish Business RelationsDear Sirs,Your name and address have been recommended to us by the Commercial Counselor’s Office of our Embassy in your country as well-established importers of light industrial goods in your country. We now avail ourselves of this opportunity to write to you and see if we canestablish business relations by a start of some practical transactions.Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade. We are active in commercial intercourse with the trade and financial circles of various countries and districts. We arestriving to expand economic cooperation and exchange of technology with foreign countries, and to utilize common and reasonable international practices in a flexible way.To acquaint you with light industrial goods we handle, we are sending you, by separate airmail, a commodity list and several sample books for your reference. We welcome your inquiries.Yours faithfully,Letter 5Invitation to Guangzhou FairGentlemen:We are glad to learn that you are considering a visit to China to pave the way for cooperation between our two companies.We agree with you that a discussion between us in person is beneficial and necessary. As the next session of the Chinese Export Commodities Fair in Guangzhou is to be held from April 15 to April 27, 2000 in the city of Guangzhou in southern China, we would like to suggest that you attend it. The general manager and sales representatives of our company will be there to meet you and conduct negotiations with you. Some of the new products will be on display at our stands at the Fair. After the visit to the Fair you are welcome to come to the city of Nanjing to see some of the factories you are interested in.Provided you have decided on such a visit, we will forward you a formal invitation, with which you can apply for an entry visa.We are confident that our meeting at the Fair will be productive and lead to advance of our business relations.Yours sincerely,Letter 6An itinerary of a VisitGentlemen:We are in receipt of your telex message this morning. In compliance with your request, we have made a tentative itinerary for your trade group’s visi t to Nanjing as follows:July 24, Monday10:00 a.m.: Arrival in Nanjing by MU98032:00p.m.: Business negotiationJuly 25, TuesdayMorning and afternoon: Going to Suzhou to visit Suzhou Industrial ParkJuly 26, WednesdayMorning: Return from Suzhou to NanjingAfternoon: Visit factories in NanjingJuly 27, Thursday9:00 a.m.: Business negotiationAfternoon: Sightseeing in Nanjing7:30p.m. : Departure from Nanjing to Beijing by Flight CA1505The above itinerary is open to alterations and your comments and suggestions are welcome. Your prompt reply will be highly appreciated.Respectfully YoursLetter 7Showing Interest in ProductsDear Sirs,We have read your advertisement in ―Economic Reporter‖ and we are glad to know that you are one of the leading exporters of silk blousesin China. We are interested in the products and would like to be informed of details of your various types, including sizes, colors and prices.We are large dealers in silk garments, having over 15 year’s experience in this particular line of business. Silk blouses of good quality and moderate prices command a good sale in our market.When replying, please state terms of payment and discounts you would allow on purchases of quantities of over 100 dozen of individual items.We look forward to your early reply.Sincerely yours,Letter 8Making an EnquiryGentlemen:Please be informed that one of our clients is in the marked for peanuts. It will be highly appreciated if you could quote us your rock-bottom prices for the same, with indication of date of shipment.We would like to stress the point that the peanuts enquired for are handpicked Shandong peanuts, 2001 crop and packed in new gunny bags of 100 kgs each. Meanwhile, the goods should be surveyed by a certified public surveyor as to their quality and weight.In order to facilitate our mutual business, it is hoped that you would airmail us the soonest possible your proforma invoice for 2,000 tons of the above commodity with prices on CFR Genoa basis, so that we coul d get our client’s confirmation.Your prompt reply would be appreciated.Sincerely yours,Letter 9An Enquiry for Arts & CraftsGentlemen:We are much obliged to Bank of China for the name and address of your company and are pleased to know you are one of the principal producers and exporters of arts and crafts in China.We are glad to tell you there is an urgent need for moderately priced gifts of salient oriental characteristics in Australia for the forthcoming 2000 Olympic Games in Sydney. We shall appreciate it if you will quote us your floor price for cloisonnécups and vases of different sizes at your earliest convenience. Quotations for other recommended Chinese arts and crafts appealing to tourists as gifts are also welcome. Provided the prices quoted are competitive, we should like to place large orders with you.As for payment, we will open irrevocable letter of credit in your favor for the total value right after orders have been confirmed by us. Your soonest reply will be much appreciatedSincerely yours,Letter 10Reply to an EnquiryDear Sirs,Your enquiry for Pens has been passed on us for attention by our Commercial Counselor’s office in your country.We specialize in producing Hero Brand Pens of various types, with a history of 64 years. The enclosed catalogue will make you acquaintedwith some of our products.In particular, we recommend and quote for the following types which have met with warm reception in the Middle East market and, we are sure , will be of interest to you.Art No. Name of Commodity Specifications Prices(per dz)Type Twin Gift Set A fountain pen of 14k gold US $ 100.50200 nibMatches a ballpen.Type 13 High Grade Golden 12k gold nib, Stainless steel US $ 52Type Pen cap251 High Grade Iridium exposed nib, Aluminum cap, US $ 36pen plastic barrelIt is understood the above prices are quoted on FOB Shanghai basisand are without engagement, subject to our final confirmation, We’d appreciate payment by confirmed, irrevocable L/C at sight. The goodswould be ready for shipment one month from receipt of your written order.We look forward to your trial order.Sincerely yours,Letter 11Making a QuotationDear Sirs,We are in receipt of your letter of July 17, asking us to offer10,000 metric tons of Superior White Sugar on FAS Shanghai basis and appreciate very much your interest in our product.To comply with your request, we are quoting you as follows:1. Commodity: Superior White Crystal Sugar.2. Packing: To be packed in new gunny bag of 100 kgs. each.3. Quantity: Ten Thousand (10,000) metric tons.4. Price: at USD105.00 per metric ton, FAS Shanghai.5. Payment: by 100% irrevocable and confirmed letter of credit inour favoravailable by draft at sight.6. Shipment: October/November 1999Your attention is drawn to the fact that we have not much readystock on hand. Therefore, it is imperative that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.We are awaiting your immediate reply.Yours faithfully,Letter 12Making an OfferDear Sirs,We are in receipt of your letter of Nov. 21, for which we thank you, and to which we have sent you a reply by telex this morning.You must have noted from our telex that we are in position to make you a firm offer on 250 L/Ts Steel Tubes at ?620.00 per L/T CIF Lagos, for shipment to be effected within two months after receipt of your order, and payment is to be made by sight L/C. This offer is subject to your reply reaching here within one week.As you are aware, there has been an active demand for Steel Tubes in the market. Therefore, it is impossible for us to keep this offer open too long for it will certainly result in increased price, to which we hope you will pay attention, and meanwhile we are expecting your early reply.Yours faithfully,Letter 13Making a Counter-offerGentlemen:Re : Bitter Apricot Kernels 1999 CropWe are in receipt of your letter of August 14 offering us 60 metric tons of the captioned goods at RMB2,660 per metric ton on the usual terms.In reply, we regret to inform you that our buyers in Odense find your price much too high. Information indicates that some parcels of Turkish origin have been sold there at a level about ten percent lower than yours.We do not deny that the quality of Chinese Kernels is slightly better, but the difference in price should, in no case, be as big as ten percent.To step up trade, we, on behalf of our buyers, counteroffer as follows ,subject to your reply being received here by August 26, our time: ―60 metric tons BitterApricot kernels, 1999 Crop at RMB 2350 per metric ton on CIFC 2% Odense with transshipment at Copenhagen, other term as per your letter dated 14/8/99‖.As the market is declining, we recommend your immediate acceptance.Yours truly,Letter 14Advising Sb. To Accept a QuotationDear Sirs,We have for acknowledgement your letter of Feb. 27 from which wenote that you find our quotation for the abovementioned commodity too high to be acceptable, as the goods of Spanish origin have been offered at a price about 10%lower than ours. While we do not doubt what (ever) you said, we are of the opinion that the quality of the Spanish goods is far from being comparable to ours.However desirous we are to develop trade between us, we very much regret that we cannot accept your counteroffer. The best we can do is to allow you a 2% reduction in price. We believe if you take the qualityinto consideration, you will find our quotation most favorable. As our stocks are running low, it is advisable for you to make an immediate decision.We are looking forward to your favorable reply.Yours faithfully,Letter 15Comparison of GoodsGentlemen:We are pleased to learn from China Council for the Promotion of International Trade who informed us that you are in the market for honey.We wish to inform you that we are specialized in the export of the commodity. Chinese honey is popular with European customers with its special flavor.As requested, we now enclose our quotation sheet with samples and catalogues to be sent under separate cover. We trust that the quotedprice is acceptable to you, which is 10% lower than that of the similar article of Indian origin. A fair comparison in quality between our products and those of other suppliers will convince you of the reasonableness of our quotations.We would suggest that you send us your trial order as soon as possible, as there is a brisk demand for this article.Yours faithfully,Letter 16Recommendation of a SubstituteDear Sirs,We are delighted to receive your letter of November 18 asking whether we can supply you with Art. No.6024. However, we regret to tell you that the said article is not available owing to the rush of orders.In order to meet your demand, we would recommend an excellent substitute. It is as good as the inquired article in quality, but the price is 25% lower. It has already found a ready market in Asia. We are dead sure it will meet with warm reception in your country as well.Full details of our export prices and terms of business are enclosed with this letter. Our illustrated catalogues and sales literature are being sent by separate post.You may be sure of our immediate attention to your order, which we look forward to receiving.Sincerely yours,Letter 17Introducing commodityDear Sirs,The Global Trading Co., Ltd has informed us that you are searchingfor high-grade Wool Sweaters to be shipped to Denmark. We’d like to offer you our ―Arrow‖lines which reach a standard sufficiently high to redound your credit.―Arrow‖ brand Wool Sweaters are exclusively made from quality export-grade Australian pure new wool, which has unique features givingnatural warmth and comfort with proper elasticity and soft feeling. They are also ideal for those with rheumatic, arthritis and back suffering, and already have a good market in over 25countries and regions.Dealers in this line have reaped gratifying profits and we have no doubt that you will also be able to share the success.We enclose a catalogue of the goods for your reference and look forward to your early reply.Sincerely yours,Letter 18Sales PromotionDear Sirs,Thank you for your letter of June 18 ordering 8,000 meters of 100 cm wide watered silk.We regret to say that we can no longer supply this silk. Fashions constantly change and in recent years the demand for watered silks has fallen to such an extent that we ceased to produce them.In their place we can offer our new Gossamer brand of rayon. This is a finely woven, hardwearing, non-creasable material with a most attractive luster. The large number of repeat orders we regularly receive from leading distributors and dress manufacturers is a clear evidence of the widespread popularity of this brand. At the low price of only $1.10 per meter, this rayon is much cheaper than silk and its appearance is just as attractive.We also manufacture other cloths in which you may be interested, and are sending a complete range of patterns by parcel post. All thesecloths are selling very well in many countries and can be supplied from stock. If, as we hope, you decide to place an order, we could meet it within three weeks.We hope to hear from you soon.Very cordially yours,Letter 19Supplier Refuses Price ReductionDear Sirs,We have carefully considered your counter-proposal of 20 July to our offer of woolen underwear, but very much regret that we cannot accept it.The prices quoted in our letter of 18 July leave us with only the smallest margins, and are in fact lower than those of our competitorsfor goods of similar quality.The wool used in the manufacture of THERMALINE range undergoes a specialpatented process, which prevents shrinkage and increases durability, the fact that we are the largest suppliers of woolen underwear in this country is in fact in itself evidence of the good value of our products.We hope you will give further thought to this matter, but if youthen still feel you cannot accept our offer we hope it will not prevent you from approaching us on some future occasion. We shall always behappy to consider carefully any proposals likely to lead to business between us.Sincerely yours,Letter 20Placing an OrderGentlemen:Enclosed please find our order No. AB3015, for Canvas Shoes in assorted sizes, colors and designs.We have decided to accept the 8% discount you offered and terms of payment, viz. Documents against Payment, but would like these terms to be reviewed in the near future.Would you please send the shipping documents and your sight draft to Northminster Bank (City Branch) Deal Street, Birmingham B3 ISQ?If you do not have any of the listed items in stock, please do not send substitutes in their place.We would appreciate delivery within the next six weeks, and look forward to your acknowledgement.Yours sincerely,Enc. : Order form No. AB 3015Letter 21Declining an OrderDear Sirs,We thank you very much for your order of Aug 3. After careful consideration on your request, however, we have come to the conclusion that we cannot but decline the said order.In order to meet the specifications for your order we would have to install a large amount of special equipment at our plant, and this would not be possible before January next year without interrupting our normal production. This is something we cannot afford to as we will be heavily committed to orders for the rest of the year.We regret not being in a position to accept your order, but hopethat you will understand our situation. Please let us have any other inquiries of yours, as we shall be only too pleased to meet your requirements.Yours truly,Letter 22Delay in Completing an OrderGentlemen:I am writing to you concerning your Order No AB3523 which you placed five weeks ago. At that time we had expected to be able to complete the order within the delivery date we gave you which was July 5th, but since then we have heard our main supplier of copper has gone bankrupt.This means that we have to find another supplier who could fulfillall the outstanding contracts we have to complete. As you will appreciate this will take some time, we are confident that we should beable to arrange to get our materials and deliver consignments to our customers by the middle of next month.We regret the unfortunate situation over which we had no control and apologize for the inconvenience. If you wish to cancel the order it would be quite understandable, but we stress that we will be able to complete delivery by next month and would appreciate it if you could bear with us till then.Please let us know your decision as soon as possible. Thank you for your consideration.Yours sincerely,Letter 23Fulfilling an OrderDear Sirs,Order No. k1236The above order has now been completed and sent to Zhangjiagang Docks where it is awaiting loading onto SS Eastsea which sails for Kobe, Japan on 25 July and arrives on 29 July.Once we have the necessary documents we will hand them to Chartered Bank, your bank’s agents here, and they will forward them to the Union Trust Bank inJapan.We have taken special care to see that the goods have been packed as per your instructions, the six crates being marked with your name, and numbered 1—6. Eachcrate measures 6ft*4ft*3ft and weighs 5 cwt.If there is any further information you require, please contact us. Thank you very much for your trial order, and we hope it will lead to further business between us.Yours faithfully,Letter 24Introduction to Terms of PaymentDear Sirs,thWe are pleased to receive your inquiry of 5 July and enclose our illustratedcatalogue and price list.We are confident you will be interested in our products and welcome your further inquiry.As to our terms of payment, we usually adopt confirmed and irrevocable letters of credit in our favor, payable by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for a further 21 days after prescribed time of shipment and allowing transshipment and partial shipment.We hope the above payment terms will be acceptable to you and expect to receive your trial order soon.Looking forward to your early reply.Sincerely yours,Letter 25Accepting D/P TermsDear Sirs,We are in receipt of your letter of August 22. Having studied your suggestion for payment by D/A for a trial order of 120 cartons Black Tea, we regret that we are unable to entertain your request. As our usual practice goes, we require payment by confirmed and irrevocable letter of credit. That is to say, at present, we cannot accept D/A terms in all transactions with our buyers abroad. However, in consideration of our friendly relations, we are, as an exceptional case, prepared to acceptD/P sight terms.We sincerely hope that the above payment will be acceptable to you and trust you will appreciate our co-operation.Looking forward to your early reply.Sincerely yours,Letter 26Urging Establishment of L/CDear Sirs,Re: Our Sales Confirmation No. AJ105The goods under the captioned S/C have already been ready for shipment. The date of delivery is approaching, but we still have not received your covering Letter of Credit to date. Please do your utmostto rush the L/C so as to enable us to effect shipment within the stipulated time.In order to avoid subsequent amendments, please see to it that theL/C stipulations conform to the terms of the Contract. Moreover, we wishto invite your attention to the fact that the Contract is concluded on FOB Shanghai basis, therefore, your responsibility is to dispatch the vessel to the loading port in due course.We are looking forward to receiving your L/C soon.Yours sincerely,Letter 27Advice of Establishment to L/CDear Sirs,We have received your letter of December 11 in connection with your Sales Confirmation No. Y1656.In reply, we are pleased to tell you that we have today established with the National Bank the confirmed, irrevocable Letter of Credit No. 6783 in your favor forthe amount of FRF 62,000 payable by sight draft accompanied by afull set of the shipping documents.As the season is drawing near, our buyers are in urgent need of the goods. Please arrange shipment of the goods ordered by us upon receipt of the L/C. We would like to stress that any delay in shipping our order will involve us in no small difficulty. We hope you will let us know at your earliest convenience the name of the carrying vessel and itssailing date.Thank you in advance for your cooperation.Faithfully yours,Letter 28Asking for Amendment to L/CDear Sirs,We have today received L/C No. 2398 covering Order No. 6125.After checking we have found some discrepancies. Please make the following amendments without the least possible delay:1. Increase the amount of your L/C by $ 520.2. Allow partial shipment and transshipment and delete the clause ―by direct steamer‖.3. Amend the quantity to read: 15,000 M/T (5% more or less at Sellers’ option).Please see to it that your amendments reach us by 30 October, otherwise shipment will be further delayed.Yours faithfully,Letter 29Amending L/C as Allowing Transshipmentand Partial ShipmentGentlemen:We thank you for your L/C No. 6288 covering your Order No. 333 for 12,000 dozen Lotus Brand jeans.On perusal, we find that transshipment and partial shipment are not allowed. As direct steamers to your port are few and far between, in most cases, goods have to be transshipped from Hongkong. As to partial shipment, it would be to ourmutual benefit if we could ship immediately whatever is readyinstead of waiting for the whole shipment to be completed. Therefore, we find it necessary to request you to amend your L/C as allowing transshipment and partial shipment, failing which the delivery of this order will by force be delayed.Your prompt attention to the matter will be much appreciated.Yours faithfully,Letter 30Asking for Extension of L/CDear Sirs,We thank you for your Letter of Credit No.BC630 issued through the Commercial Bank covering 6,000 pieces of computers.In accordance with the stipulations of the L/C, shipment should be effected not later than August 19, and transshipment is not allowed. However, owing to the workers’ strike here, there will be no direct steamer to your port until the end of August. Therefore, we have to request you to extend the date of shipment and the validity of the L/Cto September 30 and October 15 respectively.Since this is the urgent matter, please confirm the amendment by fax. Your compliance with our request will be highly appreciated.Yours faithfully,Letter 31Asking for Insurance ArrangementDear Sirs,Re: Our Order No.113, Your Sales Contract No. 90 Covering 400 Cases Pottery.We wish to refer you to our Order No.113 for 400 cases of pottery, from which you will see that this order was placed on CFR basis.As we now desire to have the shipment insured at your end, we shall be much pleased if you will kindly arrange to insure the same on our behalf against All Risks for 110% of the invoice value, i.e. USD3300.We shall of course refund the premium to you upon receipt of your debit note or, if you like, you may draw on us at sight for the same.Yours faithfully,Letter 32Reply to an Insurance ApplicationDear Sirs,Re: Your Order No. 113, our Sales Contract No. 90 Covering 400 Cases Pottery.We thank you for your letter of June 30, requesting us to effect insurance on the captioned shipment for your account.We are pleased to confirm having covered the above shipment with the People’s Insurance Co. of China against All Risks for USD3300. The policy will besent to you in a day or two together with our debit note for the premium.For your information, this parcel will be shipped on s/s―Fengqing‖, sailing onth next month. or about the 10Yours faithfully,Letter 33Asking for Extra InsuranceDear Sirs,Please refer to our Order No. A135 for 10,000 M/T Rock Phosphate, from which you will certainly note that this order is placed on CIF basis.Now we would like to remind you to have the shipment insured in due course. Please see to it that the above-mentioned goods should be shipped before October 20 and that the shipment should be covered WPA for 130% of the invoice value. We know that according to your usual practice you insure the goods only for 10% above the invoice value; therefore the extra premium will be for our account.We sincerely hope that our request will meet with your approval and await your reply with keen interest.Sincerely yours,Letter 34Clarification of Insurance TermsDear Sirs,Re: Your L/C No. TK309We thank you for your letter of December 6 and your L/C 309 for RMB25, 000 issued by the Bank of Singapore, advised through the Bank of China,。
外贸英语函电课后习题参考答案
外贸英语函电课后习题参考答案（For Reference Only）Chapter 1 Business Letter I. Answer the following questions.1. How many principal parts is a business letter composed of? What are they?Generally speaking, there are seven principal parts of a standard business letter. They are theletter head; the date; inside name and address; saluation; the body of a letter(message); thecomplimentary close and signature. 2. What are the three main formats of a business letter used today? Which format do you like best?There are three main formats of a business letter in use at present: the conventionalindented style; the modern block style and the modified block style.I like the modern blockstyle, since it is simple and we can save much time.3. What is P.S.?It is postscript, refers to one or more remarks the writer may add to the core or body of theletter,usually hand-written side by side with or below the signature and enclosure parts, wherethere is often a large patch of blank space. A postscript can be a sentence or a brief paragraph.II. Choose the best answer1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B BIII. Write a letter with the given particulars below, using necessary capitals and punctuation( in modern block style)CZ Import & Export Corp. Ltd66 Minghuang, Wujin Discrict, Changzhou213164, P.R. ChinaJuly 3, 2007Mr. John MartinSales ManagerLake Circles Inc.56 York Road, ChicagoIllinois, USADear Sir,Yours sincerely,IV. Arrange the following both in a blocked form and indented form as they should be setout in a letter. (ommitted)Chapter 2 Establishment of Business RelationsI. Answer the following questions.1. If you want to open up a market to maintain or expand business actiities what should youdo first?If we want to open up a market to maintian or expand business activities, what we should dofirst is to conduct a market research, from which we shall know thoroughly about yourproduct(s), your present and potential market(s) .2. Before you write letters with some new established firms what had you better do?We had better try to collect as much information as possible about the new establishedfirms, especially about their credit information.3. Through what channels can one obtain the desired names and addresses of the companiesto be dealt with?We can get the desired names and addresses of the companies through the following channels:Some b2b websites, such as ; some governmental or oganizational websites, such as; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google oryahoo.4. How to begin with the “First Letter” or circulars to the other party?It should be consisted of the three parts: first, you should say where you have got theinformation of your potential customer; second you should provide necessary information aboutyourself; third you should express your wish of writing the letter.5. How can one create goodwill and leave a good impression on the readers?We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness.II. multiple choices.1-5 D C A B A 6-10 C A C B CIII. Translate the following sentences into Chinese.1. 2. 3. 4.5.6. 1007. 8. 9. 10.IV Translate the following sentences into English.1. Here we introduce ourselves as an Export Company of Imitation Jewelry, with manyyears of experience in this line.2. The letter you wrote to the headquarter last week has been transferred to us, since wedeal in the products.3. We have a wide range of light industrial products available for export.4. We are very glad to receive your letter with illustrated catalogue.5. We are looking forward to your specific requirements for our products.6. We are a well-established private company, and we look forward to establish businessrelations with you.7. The manager briefly introduced the Johnson company, which is most probably to be ourprospective customer.8. To give you a general idea about our products in the chart, here we enclose a copy ofbooklet and the latest price list.9. When the value of export exceeds that of the import, we call it the favorable balance oftrade.10. Our products are of high quality and favorable prices.V. Translate the following letter into English.Dear Sirs,We got you are interested in the silk garments from lastweek’s China Daily. Here weintroduce ourselves as the largest dealer of garments in this area. We would like to eatablishbusiness relations with you on the basis of equality and mutual benefits.Our silk garments are made of high standard silk and traditional technique. We are sendingyou a copy of illustrated catalogue and the latest price list for your reference. If you areinterested in any item of them, please let us now. Once we receive your enquiry, we will sendyou the qutation and sample by aimail.We are looking forward to your early reply.Yours sincerely,VI. Write an English letter in a proper form based on the following information. (Ommitted)Chapter 3 Inquiry and ReplyI. Multiple Choices.1-5 D A A D B 6-10 B B A B BIIGive the Chinese equivalents to the following terms.1.2.3.4.5.6.7.8. 9. 10. IIIGive the English equivalents to the following terms.1. large scale2. a wide range (variety) of3. irrevocable letter of credit4. 3% rebate5. illustrated catalogue6. the biggest dealer7. first-rate technology 8. favorable CIFHongKong 9. terms of payment10. portable electric water heaterIV. Translate the following into English.1. We are in the market for the leather shoes, please quote us the most favorable prices.2. Please quote us the lowerest price for the captioned goods. When quoting, please statethe packing and the earliest time of shipment and send us the booklet of the products.3. We want to know what dicount you can offerfor an order exceeding 1000 dozen?4. We are now interested in the the table cloth and napkin. We are very appriciative if youcan send us he catalouge,sample and the price list.5. The enclosed price list and illustrated catalouge will provide you with detailedinformation on the article you are most interested in.V. Translate the following letter into English.Dear Sirs,We are interested in your canvas bag on page 4 of your December’s catalogue, would youplease send us a sample and quote us the lowerest price of CIF Honolulu?If your product proves to be satisfactory, we will order at least 2500 dozen.Please reply as soon as possible.Yours,VI. Translate the following sentences into Chinese.1.2.3. 4. 5. CIF3%6. 7. 8. 2005714 9. 60CIFVIITranslate the following into Chinese.6151002%Chapter 4 Offer and Counter-offerI. Give the English equivalents to the following terms.1. offer2. under/on the usual terms3. accept counter offer4. favorable price(s)5. on/under offer6. terms of payment7. to promote the transaction 8. firm offer 9. non-firm offer10. strengthening marketII. Give the Chinese equivalents to the following terms.1. 2. 3. 4. 5. 6. 7. 8. 9. 10.III. Multiple choices.1—5 A D A A C 6-10 C B B C BIV. Translate the following letter into English.1. As requested, we offer you as follows, subject to our final confirmation.2. The offer is firm, to be valid(effective) till your reply reaches us before the end ofthis month.3. To our regret, the price gap between your countered one and ours is too big.4. It’s regret that our buyer from Shanghai thought your price was much higher.5. If you cannot accept our offer, please bid us your most probable counter offer.V. Translate the following letter into English.Dear sirs,Here we confirm having received your letter of October 20th concerning the sample of “Grace” brand blouses and thank you very much.Although your blouses are of high quality, your price is on the high side.Meanwhile Iwant to point out that the prices of the similar blouses of European origin are about15% lower than yours.Such being the case, we hope you can reduce your price at least by 15%, for the value ofour order is about USD 40, 000.It is worthwhile for you to make some concessions.We look forward to your early reply.Yours sincerely,VI. Translate the following sentences into Chinese.1. 6152.3.4.5. 6. 20% 7. 3%8. 9. 10. 10%11.12. uidandakaiVIITranslate the following letter into Chinese.810FOBIBMCPU80586200800FOB20039/1085Chapter 5 Acceptance and OrderI. Answer the following questions.1. When should the buyer write an order?When both the buyer and the seller reach an agreement on the terms of sales, then thebuyer can write an order.2. What should he pay attention to when the buyer writes an order?He should pay attention to the terms and conditions of the sales, especially about thefigures and the date.3. What should be included in an order?It should contain the “main conditions(合同要件)or conditional clausese” of a contr act,which includes the name(s) of the commodity(commodities), the specification, the price, thequantity, the packing, the shipment, the payment and the insurance.4. Sometimes if you cannot accept an order what should you do? Why?You should write a letter to your customer to explain why you cannot accept the orderand show your regret, and hope to do business with him next time. Because you do not wantto lose a potential customer.II. Translate the following terms and expressionsA. into Chinese1. 为---扫清障碍2. 一笔交易3. 友好合作4. 草拟合同5. 愉快的工作关系6. 汇票7. 草拟8. 草拟9. 第一笔交易 10. 达成协议B. Into English1. the first available steamership2. put forward3. contract draft4. wide acceptance5. confirm an order6. the first order7. each makes a half concession8. supply 9. customer(client) 10. reach(conclude) an agreementIII. Choose the best answer to complete each of the following sentences.1-5 A C D C A 6-10 B D A A CIV. Translate the following sentences into English.1. We confirm having supplied you ten metric tons of green soybeans at E3000 per m/t CFRRotterdam, shipment in September.2. Here we confirm your order of August 1 on 1000 dozen folding chairs.3. We confirm having sold you 1000 sets of “Fuji” brand digital camera.4. The captioned goods are out of stock, we are sorry that we cannot entertain your order.5. Once we receive your confirmation, we will send you the contract draft for your approval.6. There is a heavy demand for our toy pandas,we recommend you to place your order as earlyas possible.7. We hope the conclusion of the first deal will bring more(further) business in the future.8. We are glad that we have concluded the transaction of 10,000 “Double Happiness” brand bats.9. We hope the conclusion of the first deal will pave the way for our freidnly cooperation in thefuture.10. We are glad to inform you that our users are very satisfied with your first lot of goods.V. Translate the following letter into English.Dear Sirs,We have received your order of August 1 and thanks.We confirm having sold you 1000 snooker tables at US$400CIF Los Angles, delivery in October. Terms of payment are by confirmed, irrevocable L/C payable by sigh draft.We are sure that you will be satisfied with the high quality of our products.If you have any further questions, please do not hesitate to let us know.Yours faithfully,VI. Write an English letter based on the following information.Dear Sirs,Thank you very much for your order of 5000 women’s bags.We assure you of our timely and qulified execution of the order. Would you please open the related L/C without fail to avoid the delay of the shipment.Besides the model of the commodities you have ordered, we are dealin a wide varieties of fashion bags, enclosed please find theillustrated catalogue. If you are interested in any of them, please do not hesitate to let us know.We look forward to your early reply.Yours sincerely,Chapter 6 ContractI. Answer the following questions in English.1. What are the basic clauses of a contract?The basic clauses of a contract include the commodity, the price,the quantity, thespecification, the shipment, the packing, the payment and the insurance.2. How can you understand the importance of a contract in international business?It is the evidence of the business. It is the evdience of executing the contract; it is alsothe evidence of disputes and complaints.3. What are the conditional clauses in a contract?The conditional clauses of a contract should include the name(s) of thecommodity(commodities), the specification, the price, the quantity, the packing, theshipment, the payment and the insurance4. Why should you pay great attention to conditional clauses?Because they are the main clauses of a contract.5. What are the different results you will have when your partner breaches different kinds of clauses of the contract?If your partner breaches the conditional clauses of a contract, you can ask him tocompensate your loss. If your partner breaches the clauses of force majeure, you can ask him todelay fulfillment of the contract, partial fulfillment or cancel the contract without anycompensation.6. What are warranty clause in a contract?7. What will you do if you want to become a successful international businessman?First youshould master at least a foreign language; second you should have a good command of international business; third you should know your products and your customers well; fourth,youshould know the genenral practice and regulations ofinternational trade.II. Translate the following terms and expressionsA. Into Chinese1. 销售合同2. 更多的订单3. 一式两份4. 合作5. 供某人存档6. 向某人下订单7. 上述提到的货物8. 供某人存档9. 规定（条款） 10. 尽可能早的B． Into English1. sales confirmation2. for one’sinformation3. place an orderwith sb4. subsequent amendment5. in triplicate6. in quaduplicate7. in quintuplicate 8. be in confimity with 9. stipulations10 for one’s referenceIII. Choose the best answer to complete each of the following sentences.1-5. C C A D C 6-10 B D A A CIV. Translate the following sentences into English.1. We have accepted your order No. 111 for 10000 sets of CD players.2. We would like to place an order with you for 1000 Christmas trees for the coming Christmas.3. Here we enclose our purchase contract No.Q12 in duplicate, please sign and return one copyfor our file.4. To avoid subsequent amendment, the stipulations of the L/C should be in exact conformitywith those of the S/C.5. It is self-evident that your packing should be firm and sea-worthy.6. We hope the purchase contract No. 482 on 1000 sets of V998 Motorola mobile phones hasarrived you on time.7. What we want to point out is that although the qualify of your shampoo is good, the price ison the high side.8. We are glad to send you our purchase contract No. 333 on 500 cases of men skin-carecosmetics in triplicate.9. Your yarn closh is very popular in our market because of its high quality and low price. Nowwe are placing a repeat order about 20000 pieces.10. Now we are sending you contract draft No. 666 on jeans by separate post for your reference. V. Translate the following letter into English.Dear Sirs,We are glad to confirm having concluded with you on 1000 Aucma freezers. We draw up S/C No.A-12 in duplicate. Please sign and return one copy for our file.Since the strengthing market for freezers is coming, if you want to place a repeat order, please infrom us as early as possible.We are looking forward to hearing from you soon.Yours faithfully,VI. (ommitted)VII. Fill in the contract forms in English with the following particulars.(1)Sales ContractContract No.:07-336Sellers: Jiangsu Native Produce and Animal BY-products Import and Export CorporationBuyers: London Foodstuffs Import and Export CompanyThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms andconditions stipulated below:Commodity: Groundnut KernelsSpecifications: FAQ2007 CropQuantity: 50 M/TUnit Price: At RMB$ 3550 per m/t CIF LondonTotal Value: RMB$177500(Say Renminbi Dollars One hundred and Seventy-seven Thousand andFive Hundred Only)Packing: In double gunny bagsInsurance: To be covered by the Sellers for 110% of the invoice value against All Risks and WarRiskTime of Shipment: During November 2007Port of Shipment: Nantong of ChinaPost of Destination: LondonShipping Mark: At the Sellers’ optionTerms of Payment: By irrevocable L/C available by draft at sight st day of May, 2007.Done and signed in Nanjing of Jiangsu on this 31(2)Sales ContractContract No.: AV006Sellers: Beijing Light Industrial Products Import and Export CorporationBuyers: General Trading Company, New YorkThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buyand the Sellers agree to sell the under-mentioned commodity according to the terms andconditions stipulated below:Commodity: “Forever” brand BicyclesSpecifications: Model MB26Quantity: 1000 bicyclesUnit Price: At US$ 70 each CIF New YorkTotal Value: US$70000(Say U.S. Dollars Seventy Thousand Only)Packing: In wooden casesInsurance: To be covered by the Sellers for 110% of the invoice value against All Risks and WarRisk as per CIC dated 1st January, 1981.Time of Shipment: To be effected not later than 30th June, 2007, allowing partial shipment andtransshipmentPort of Shipment: China PortPost of Destination: New YorkShipping Mark: At the Sellers’ optionTerms of Payment: By irrevocable L/C at sight to reach the Sellers a month prior ro the time ofshipment and remain valid for negotiation in China until the 15th day after the final date ofshipment.stDone and signed inBeijing on this 31 day of May, 2007. Contract No.: AC 4789VIII. Fill in the contract forms in English with the particulars in the orders accepted by the sellers.(1)Sales Contract Contract No.:AV678 Date: June 21, 2007 5Signed at : BeijingSellers: China National Garments Import and Export CorporationBuyers:J.B Simpson & Co., LtdThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buyand the Sellers agree to sell the under-mentioned commodity according to the terms andconditions stipulated below:Name of commodity Quantity (pieces) Unit Price CIFsydney Total AmountSpecifications netBed sheets Length: 1500 f2.50 per piece f3750106cm, color blueBedsheets Length: 1500 f3.00 per piece f4500120cm; Color：yellowPillow cases Color: 3000 f1.80 per pair f5400bluePillow cases Color: 3000 f1.80 f5400yellowTotal Value F19050Packing: To be paked in balesShipping Mark:At the sellers optionInsurance: To be covered by the SellersPort of Shipment: SydneyPort Destination: SingaporeTime of Shipment: During August 2007Terms of Payment: By irrevocable L/C payable at sight(2)Sales ContractContract No.:07897Date: May 3， 2007Signed at : Qingdao Sellers: China National Import and Export CorporationBuyers: Yokohama Import and Export Co., LtdThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buyand the Sellers agree to sell the under-mentioned commodityaccording to the terms andconditions stipulated below:Commodity: Canned AsparagusSpecifications: 500 grams per tinQuantity: 300 cartonsUnit Price: At US$500 per carton FOBQingdaoTotal Value:US$150000(Say US Dollars One Hundred Fifty Thousand Only) Packing: In cartons of 50 tins eachShipping Mark: At the Seller’s OptionInsurance: To be covered by the BuyersTime of Shipment: In May 2002Port of Shipment: QingdaoPost of Destination: YokohamaTerms of Payment: By irrevocable L/C payable by sigh draft and showing shipping documentsIX. Fill in contract forms in English with the particulars from the following messages.(1)Sales ContractContract No.: 2828Sellers: Beijing Light Industrial Products Import and Export CorporationBuyers: Boston Trading Co., LtdThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:Commodity: Fountain PensSpecifications: Model LC001Quantity: 1000 dozenUnit Price: At US$ 19 per dozen CFR BostonTotal Value: US$19000(Say U.S. Dollars Nineteen Thousand Only)Packing: In boxes of one dozen each, and 20 boxes to a cartonShipping Mark: At Sellers’ optionInsurance: To be covered by the BuyersTime of Shipment: During March/April 2002Port of Shipment: China PortPost of Destination: BostonTerms of Payment: By confirmed, irrevocable L/C available by draft at sight Done and signed in Beijing on this2nd day of January, 2007(2)Sales ContractContract No.: 3265Sellers: Hebei Imp/Exp Corp.Buyers: Vancouver Foodstuffs CompanyThis contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:Commodity: Walnut MeatSpecifications: First GradeQuantity: 60 M/TUnit Price: At US$2000 per m/t CIF VancouverTotal Value: RMB120000(Say US Dollars One Hundred and Twenty Thousand Only) Packing: In sacks of 100 kgs eachInsurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value as per CIC of January 1, 1981 Time of Shipment: In three shipments of 20 tons each, commencing from October Port of Shipment: China PortPost of Destination: VancouverShipping Mark: At Sellers’ optionTerms of Payment: By irrevocable L/C at sightDone and signed in Shijiazhuangon this 31st day of March, 2007Quiz（期中测试题）（供参考）Put the following English into Chinese and Chinese into English: 1.5 101．premium 6．平安险.2．quotation sheet 7．承担交单3．latest catalogue 8．来样加工4．WPA 9．中国贸促会5．Sales Confirmation 10．价格单Multiple Choice: 1 251. c2. b3. c4. b5. d6. b7. a8. c9. a10. b11. c12. b13. c14.a15. b16.b17. b18.a19. d20.d21. a22. b23.a24. d25. aComplete the sentences with the patterns given below:2.5 251. our entrusting you with exclusive agency2. We take the opportunity to introduce3. will be executed within this month4. to establish (open, issue) an L/C in our favor through an American bank5. are very popular with the buyers here.6. be ready for shipment within the next two or three weeks.7. are in the market for8. quote us best price for9. insure for 110% of the invoice value10. we are willing to enter into direct business relations with you.Supply the missing words in blanks : 1 111. enquiry2. agency3. premature4. business5. way6. satisfied7. however8.transaction 9. postpone 10. warrant 11. cooperationTranslate the following sentences into English using the words or phrases in brackets:4 241． Now we are offering firm 50 M/T Almond Kernel at USDxx per M/T FOB for promptshipment, subject to our final confirmation by fax.2. Please see to it that each carton is lined with polythene sheet and the outer package is marked请with “keep dry”3. In consideration of our long friendly relations, we accept payment by L/C at 60 days’ sight forthis transaction.4. We have booked shipp ing space on S.S.“Eastwind” which is due to arrive in Hamburger on about July 9.5. On examination, we found the quality of the goods is too inferior to be suitable for the need of经the local market.6. As you are not satisfied with our proposal, we suggest you submit this matter and settle byarbitration.Chapter 7 Terms of PaymentI. Answer the following questions in English.1. How many modes of payment are there in international trade?Generally speaking, there are three major modes of payment used in inernaional trade,they are remittance(which include M/T, T/T and D/D), collection (which includes D/P andD/A) and L/C. There are also some other modes of payment used in international trade, suchas O/A(open account), payment by installment, L/G (letter of Gaurantee), factoring andSWIFT.2. What is the main difference between D/P, D/A, and L/C?Among them, on the security(safety) L/C>D/P>D/A;L/C and D/P can be divided into at sight or after sight, while D/Ais usually after sight;By L/C and D/P, you will not transfer the B/L until you get the payment; while the D/A youwill transfer the goods to the buyer without get any payment but promise only.3. If the exporter and the importer do not know each other well and are located in countriesthousands of miles apart, what payment mode do you suggest? And why?I would like to suggest payment by L/C. Because it can protect both the buyer and the seller. Itcan ensure the buyer will not pay until he gets the goods and the seller will not transfer thegoods until he gets the payment.4. Why do we think L/C is not so safe as our imagination?Because there are some fake L/C in the real world; and if the credit of opening bank is not sogood, it is risky to adopt L/C; it will be affected by the politics.II. Choose the best answer to complete the following statements.1-5 C A A D B 6-10 A A A B CIII. Write out the full forms of the abbreviated payment methods and give the equivalent terms inChinese. Abbreviation Full form Chinese M/T Mail transfer 信汇 T/T Telegraphic transfer 电汇 D/D Demand draft 票汇 D/A Documents agaisnt acceptance 承兑交单 D/P 付款交单 Documents against payment O/A Opent Account 赊购（销）L/G Letter of Guarantee 银行保函 IV． Write a reply to the following letter.(omitted).V. Letter writing Practice (omitted).Chapter 8 Letter of CreditI. Answer the following questions.1. What kinds of L/C do you know?There are different kinds of L/C in international trade. Generally speaking, it can be divided into the following different categories: clean credt and documentary credit; sight L/C and time or usuance L/C; revocable and irrevocable L/C; confirmed and inconfirmed L/C; transferable andnon-transferable L/C; divisible L/C and non-divisible L/C; revolving and non-revolving L/C;standby L/C and red clause L/C.2. What is the structure of the letter for amending L/C?First it should has the format of a business letter. Second, it can be divided into three parts: the The first, to tell your customer you have received the L/C and the L/C No,and tell him there are some discrepancies need amending; the second you should point out the discrepancies and how toamend; third, you should urge your customer to amend as soon as possible.3. What is documentary credit?Documentary credit is the product of international business and the creation of merchants and bankers. It is commercial letter of credit provided for payment by a bank to the named beneficiary, usually the seller of merchandise, against delivery of documents specified in the credit.。
外经贸英语函电与谈判课后习题答案
承弗里曼公司介绍，得悉你公司是贵国轻工业品最大进口商之一。
1. Through the courtesy of Messrs, Freeman Co., we learn that you are one of the leading importers of light industrial products in your country我公司系一国营2. We are a state –owned corporation, specializing in the export of metals, and have engaged in this line of business for many years .our products have won favorable comments abroad3. We are desirous of establishing business relations with your corporation so as to c\expand the sales of our products at your end4. The c ommercial counselor’s office of your embassy in china has informed us that you intend to import lathes form china and we and writing to you in the hope that we any establish business relations with you in this line5. We will send you our quotations and samples immediately upon receipt of your specific enquiry6. Please let us know your specific requirement so that we can send you by separate post our catalogue and quotationLesson31. Smith &Co, in Vancouver has written to us that they wish to act as our agent for handicrafts in Canada. They have given us your name as their reference. .we are therefore writing to you with the request that you would obtain for us any information about the company, we thank you in advance.2. We should appreciate it if you could obtain for us all information bouts the financial and credit standing of Messrs, James Neil &co. in London. The reference they have given us is their bank, Hongkong and Shanghai banking corporation.3. Messrs. Armstrong &.smith co. have written to us with the hope to open up business relations with us .before trading with them, we would like to know their credit status and should be pleased to enter into trade relations with your firm but hope that you will provide us with two bank reference so that we my proceed with negotiation of business.4. The firm enquired about in your letter was founded in 1970with a capital of US $100,000 and an annual turnover of US $300,000. It is learned that they had a profit of US$50,000 last year.5. Messrs, William baker &co. you inquired about are a large importer of textiles. The maximum credit we granted to them is 5,000 in the past and they can meet their obligation in time. Lesson 41. Specializing in the import and export of various light industrial products, we are a state-owned corporation and have had business relations with Gordon &company at your end for many years.2. We have learned that you are in a position to export cameras of the latest model RX31.we are therefore writing to you and hope that you will send us a copy of the catalogue .in the meantime, please let us know the lowest price so that we can approach our clients for sales.3. Please be informed that we are one of the largest importers of silk in the world we have been importing this item from Japan and now intend to extend our business to import the same from china4 We hope you will inform us of the main items you can export. It would be better if you could send us a few copies of your export catalogues and cutting samples of various kinds of silk for our5 With regard to your enquiry of the 4th March for spanners, we, first of all, express our regret for not being unable to quote you promptly as our manufactures have to look into the possibility of meeting your special requirement.6 As regards your enquiry for Teases; we are pleased to inform you that the manufacturers have agreed to supply you with 100sets through our repeated effort.Lesson51. We have received your letter of …and wits to quote for elephant brand adjustable wre nches as follows:5’’ at U$6.-per doz.6’’ at U$7. - Per doz.7’’ at U$8.-per doz.The above prices are on CIF Karachi basis, subject to our final confirmation.2. Referring to our offer of the 10th March for Files, we regret to say that so far we have not yet received considerable orders recently, if you consider this item suitable for your need we suggest you place your order immediately; otherwise we cannot assure you of the time of shipment as quoted.3. Since we quoted you last month for Absorbent Gauze we have received quite a lot of orders and now our stock is getting low. If you are interested in this article please let us know at once so as to avoid disappointment4. We regret being unable to accept your counteroffer. Since we quoted you have concluded business with many clients at the price originally quoted. Therefore, if you are still in need of this item please place your order without delay.5. We have received your letter of 18th April and now have pleasure in offering you 20metric tons Iron Nails,1 1/2at US$500per metric ton CIF Nagasaki ex-stock ,other terms being same as before .The above offer is valid subject to your reply reaching here before the 10th May.Lesson 71. The old designs you require is no longer available from stock .we have today sent you a sample of the latest design and if you consider it suitable we are in a position to supply the goods immediately from stock.2. The Hand Bags we offer are all made of the best leather and are available in a wide range of styles and colors to meet the requirement in your area.3. In order to keep our prices as low as possible without affecting the quality of our products, we have been looking into new methods of production. If you could take into consideration the quality of our products we are confident that you will find our quoted prices not excessive at all.4. Considering the long business relations between us, we have decided to grant you a 5% discount on an order over 1,000 pairs .we make this concession because we wish to open up business with you and lay a foundation for future business.5. Our portable typewriter is made of light hard alloy, being convenient in carrying and durable in useLesson81. You are probably aware that there is urgent demand for the goods on our market .we deem it necessary to stress that the goods should be shipped on time. Any delay in shipment on your part will be detrimental to the future business between us.2. Enclosed please find a trial order for 300 Bicycles. If the quality of your products proves to be satisfactory to us we will place large orders.3. We are satisfied with the result of the negotiation held in Shanghai .Enclosed we are sending you our order NO.97 for 500 Alarm Clocks for trial sales on our market .we are confident that you will execute this order carefully.4. We have received your letter of the 10th August, enclosing S/C No.90SP-5861 in duplicate against our order No.100 for 500 sets of Sewing Machines. Attached hereto is a copy of the said sales Confirmation, duly countersigned. Please find it in order.Lesson 91. We very much regret that we cannot agree to make payment before shipment.非常抱歉，我们不能同意在装运前付款。
外贸英语函电答案
外贸英语函电答案第一篇：外贸英语函电答案外贸英语函电答案外贸函电答案Keys to the exercisesUnit 23.(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 addr ess 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 can airmail the catalogue and the price list of your products available at present.(5)For our credit standing, please refer to the Bank of China, Shanghai Branch.Unit 32.1.Pease quote us your best price CIF Shanghai, inclusive of our 3% commission.2.Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth.3.One of our customers is now interested in the Qingdao Haier Refrigerator made in your country.Please offer CIF London for 400 sets to be delivered in April.4.To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogue and 2 sample books.5.In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference.3．Dear Sirs,We learn from a friend inShenzhen that you are exporting light industrial products, especially electric appliances.There is a steady demand here for the above-mentioned commodities of high quality at moderate prices.Will you please send us a copy of your catalogue, with details of your prices and terms of payment.We should find it most helpful if you could also supply samples of these goods.Yours faithfully,4.Dear Sirs,RE: Haier Refrigerator We are in the market for refrigerators.Please send us your latest catalogue and details of your specifications, informing us of your price CIF Guangzhou, please also state your earliest possible delivery date, your terms of payment, and discount for regular purchase.If your prices prove reasonable and satisfactory, we shall soon place a large order with you.Yours faithfully,5.Dear Sirs,We welcome you for your enquiry of May 5 and thank you for your interest in our products.We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for.Also under separate cover, we are sending you some samples.Please note that payment should be made by irrevocable L/C payable at sight against presentation of shipping documents.We allow a proper discount in view of this first business between us.We await your acceptance by fax.Yours faithfully,Unit 42．(1).We are studying the offer and hope that it will keep open till the end of the month.(2).We believe that you will place a large order with us owing to the high quality and reasonable price of our products.(3).We will allow you 10% discount if you purchase 5000 dozens or more.(4).As to terms of payment, we often require a confirmed, irrevocable letter of credit payable by draft at sight.(5).You are cordially invited to take advantage of this attractive offer.We are anticipating a large order from theUnited States, and that will cause a sharp rise in price.(6).We will send you a firm offer with shipment available in the early May if you order reaches us before March 10.(7).Because there is a brisk demand for the goods, the offer will be open only for 5 days.(8).We are giving you a firm offer, subject to your reply here by 5 p.m.our time, Tuesday, July 10.3.Dear sirs,In reply to your letter of May 5, we are giving you a firm offer, subject to your reply here by 5 p.m.our time, Thursday, October 15, 2008, as follows:Commodity: Boots for ladiesSpecifications: more than 20 assortments with new designs of brown or red colors(detailed in catalogue)Quality: the leather used is of superior qualityPrice: CIF Guangzhou US$ 95 to 300 according to various designsPayment: Confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment.Packing: at the buyer’s optionShipment: September.Unit 53.1).We shall place a trial order with you for 500 sets if you will give us a 5% commission.2).We are working on your Order No.678 at present and please believe that we will effect the shipment within the time you stipulated.3)Owing to heavy commitments, m any orders haven’t been made, we can only accept orders for October shipment.4)Our stock is exhausted and we are not in a position to accept fresh orders.However, we will contact you as soon as new supplies are available.5)Shipment should be made during August to October in three lots, with 100 tons each.4.Dear Sirs:We are pleased by your prompt reply to our inquiry of July10, 2008 and now wish to order from you as our Order No.321 enclosed.Yours faithfully,XI’AN INTERNATIONALCOMMERCE CORPORATIONTel:2365474 Fax: 654789321ORDER FORMOrder No.321July 20, 2008Messrs.JB SIMPSON &CO.LTD.Deansgate BlackpoolPlease supply the following itemsDescription: A: SA-135 Video RecorderB: VT-462 Video TapeC: RC-A43 Mini Radio Cassette RecorderQuantity: A: 1000B: 1000C: 5000Unit Price: FOB Xin Gang inclusive of our 5% commissionA: US$ 600 eachB: US$ 10 eachC: US$ 20 eachPayment: L/C at 90 days’ sight to be opened 30 days before shipmentPackage: By standard export casesDelivery Date: Before the end of August in one/two lots.6.Dear Sirs:We are pleased to have received your Order by fax dated March 10 for 500 sets of knitting machinery.Thanks.We have immediately contacted the manufacturer.But they refused our request politely since the machines sell well, and there is a great shortage of raw materials and still a large number of orders.After our repeated negotiations, they finally promised to accept the order and to make delivery of 100 sets each month, beginningfrom next January.We are aware that you are in urgent need of the products, but uncertain whether you will agree on the above delivery date.We are making contact with manufacturers elsewhere and will let youknow as soon as there are any favourable news.Meanwhile, we are enclosing our catalogue covering all the articles available at present.If you are interested in any of the items, please inform us.We will surely give prompt attention to your requirement.Yours faithfullyUnit 82.We refer to Contract NO.CT 345 signed on December 1, 2003, under which we decided 5000 M/Ts cotton will be delivered in March, 2004.Up till now we have not heard any news about delivery from you.Our clients are in urgent need for the goods, please see to it that you should deliver the goods within the time stipulated in the contract, or we will have to lodge a claim and reserve the right to cancel the contract.3.We refer to our Purchase Confirmation No.345 for 5000 pieces of “White Rabit” Blanket.We are notifying that we have opened through ** Bank a confirmed, irrevocable Letter of Credit No.789, totaling US $..., the L/C shall remain in force till 31st August.Please see to it that the above mentioned articles should be shipped before the end of August and the goods should be covered insurance for 130% of the invoice value against all risks.We know that according to your usual practice, you insure the goods only at invoice value plus 10%, therefore, the extra premium will be for our account.Please arrange insurance as per our requirements and we await your advice of shipment.Unit 91.The survey report indicates that the damage to the carton and goods was due to rough handling in transit, rather than poorpacking as you stated.2.The damage was caused by improper packing, such a big and heavy machine should have been fixed and stuffed in export wooden case.3.Upon examination, we found that there was no sign of poor quality and bad handicraft, and that the dye used is excellent.4.Thank you for your acceptance of the wrongly delivered goods.We will give you a discount of 8% on invoice price.Please agree.5.Please let us know by fax whether you may ship the goods before September 15.If not we shall be compelled to cancel the order.Unit 106.﹡﹡Co.We have received your Ls/C No…,...and..., in payment f or Contract No.… covering …goods, and found that some stipulations in your Ls/C are not in conformity with that in the relative contract:7.﹡﹡Co.V HV RECEVIED UR LS/C NO… ,…N … IN PT FR CONTRACT NO… COVERG …GDS N FOUND STIPULATIONS IN LS/C R NOT CONFOMITY WZ CONTRACT.RCVD YR LS/C …,…N…, FR CON TRACT NO….N FOUND FLWG DEISCREPANCIES:(1)The contract stipulated that the business is done on the basis of net price, with no commission and discount.But in your L/C No.…a commission of 5% is included.THE CONTRACT STUPLATED BIZ DONE NET PRICE BASIS.W/O COMMISSION N DISCOUNT.BUT UR L/C NO… COMMISSION OF 5% INCLUDED.ACDG TO CONTRACT, BIZ ON BASIS OF NET PRC, NO COMM N DISCNT.BUT 5PCT COMM INCLUDED(LISTED)IN UR L/C NO.….(2)As for payment, the contract requires sight L/C, while your three Ls/C all call for times Ls/C.We have specially written you, on May 5, asking you to amend the Ls/C, but haven’t received any news from you up to now.We can’t effect the shipment due to your failure in following the contract and amending the L/C accordingly.AS FR PAYMENT CONTRACTREQUIRES SIGHT L/C WHILE UR LS/C CALL FR TIME LS/C.V’VE WRITTEN MYA5 ASKG U AMEND LS/C BUT NOT RECEIVED NEWS FROM U.CANT EFFECT SHIP DUE TO UR FAILURE IN FOLLOWG CONTRACT N AMENDG L/C ACCORDGLY.ACDG TO CONTRACT, SIGHT LC REQUIRED(NEEDED)BUT ALL YR LS/C R TIMES.V HV INFORMD U OF AMDT TO UR LC.HWEVER U HV NOT DONE.V CAN’T SHP DUE TO YR FAILURE IN FLWG CONTRACT N AMDG LC.At present, fresh orders for …are rushing in and there is a great shortage of stock on the other hand.Therefore, the present prices of all brands are much higher than the contract prices.You are expected to agree on the following purchases prices and immediately amend your Ls/C accordingly so as to make it in accordance with the present prices and the contracted terms of payment.Meanwhile, you should also extend the shipment date and validity to March 30 and April 15 respectively, otherwise, we would not effect shipment.You will be responsible for the consequence.PRESENT FRESH ORDR FR…R RUSHG IN N ZR IS SHORTAGE OF STOCK.THEREFOR ALL BRANDS PRESENT PRICES R HIGHER THAN CONTRACT PRICES.Y R EXPECTED TO AGRREE THE FOLLOWG PURCHASES PRICES N IMMEDIATELY AMEND LS/C ACCORDGLY TO MAKE IT IN ACCORDANCE WZ PRESENT PRICES N CONTRACTED TERMS OF PAYMENT.MEANWHILE EXTEND SHIP DATE N VALIDITY TO MARCH 30 N APRIL 15 RESPECTIVELY.OR V NOT EFFECT SHIP N RESPON FR CONSEQ.MANY ORDRS NOW.STOCK LIMITED, PRESNT PRC MUCH HIGHER THAN THAT IN THE CONTRACT.U SHUD ORDER ON FLWG PRC N AMD UR LC.EXTEND SHPMT TO MAR 30, VALIDITY TO APR 15.OZWS, V CAN’T SHP N U SHUD B RESPONSBL FR CONSEQUENCE.The prices of all the brands are as follows:ALL BRANDS PRICES R AS FOLLOWS:PRESNT PRCS AS FLWS:补充：Unit 7答案1.（1）包装：用能够很好抵御潮湿和震动的适合于长途海运/包裹邮递/空运和多变天气的坚固的新木箱包装。
外经贸商务英语函电课文翻译及练习答案(L1-L8)
Chapter II Establishing Business RelationsLesson One Developing Client BaseChinese Version:敬启者：我方从贸易向导网获悉贵方行名与email地址，并得知你方需求购圆珠笔。
我们在此介绍本公司及产品，以期与你方建立业务关系。
我们专营圆珠笔的生产和出口已超过六年，我们的产品品种多样，质量上乘，价格极具竞争力。
欢迎登录我们的网站了解我公司概况及最新产品信息。
如果你对我们任何产品感兴趣，请告知，我们乐意提供详情。
作为积极的制造商，我们每月都有推出新产品。
如果你们感兴趣，我们乐意定期为你们提供新信息。
谨上Key to ExercisesI. Translate the following expressions into Chinese or vice versa:1.进出口2.建立业务关系3.想要购买4.贸易向导5.最新设计6.specialize in7.be of interest to8.be on the market9.manufacturerpany profilesII. Fill in each of the following blanks with a proper preposition：1. in, for2.of, of, to3.into,with,in,of4.from,of, in, with, for, of5.of,ofIII．Fill in the missing words in the following blanks with the first letter given：introduce, range, attach, trust, items, interest, interested, receiving, which,quotationsIV. Translate the following sentences into Chinese:1.伦敦史密斯有限公司向我们介绍，贵公司是纺织品的主要进口商。
函电补充知识
Unit 1 Business Letter Writing国际商务函电写作第一部分：课程总体介绍及授课计划安排（10分钟）利用10分钟时间，介绍课程教学目标及要求、商务信函写作的原则及特点以及主要教学内容。
介绍使用教材及主要章节和本课程重点、难点，本学期授课计划安排，强调课程学习的重要性，引起学生重视。
第二部分：新内容学习（70分钟）【I】 Lead-in 导入Essentials of Business letter-writing 商务书信的基本原则3 Cs 原则Clearness 清晰congsideration 体谅Conciseness简洁correctness 正确Courtesy 礼貌comprehensiveness全面【II】Structure and layout of modern business letters商务书信的结构和格式Layout格式(1) 缩进式( Indented Style )：封内地址和其需要分行的地方的后一行,都比前一行缩进二格或三格;信的正文,每一段的开始一行都缩进若干格(一般与称呼末一字母取齐)。
(2)Block Style 齐头式/平头式: 凡是打上去的每一行字,包括(完全或绝对平头式)日期、封内地址、事由和结尾礼词,都是从左边的空白边缘打起。
【III】日期的写法1.年份应完全写出,不能用(00)来代表(2000)。
2.月份要写英文名称,不能用数字来代替。
3.月份名称可用缩写,如Aug.代替August; Oct.代替October;但May,June,July本身很短,不再减缩了。
4.按日月年排列。
如12th October, 2001或12 October 2001（英国英语）按月日年排列（美国英语）第三部分：Homework （25分钟）Arrange the following in proper form as they should be set out a letter:请将以下商业书信的组成部分按其正确格式排置成一封完整信函1)Sender′s name: China National Light Industrial Products Import &Export Corporation. Shanghai Branch2)Sender′s address:128 Huchiu Road, Shanghai, China3)Sender′s cable address: INDUSTRY SHANGHAI4)Sender′s telex address:33054 INDUS CN5)Date:March 23,20.6)Receiver’s name: H.G.Wilkinson Company, Limited7 )Receiver′s address:245 Lombart Street, Lagos, Nigeria8)Salutation : Dear Sirs,9)Subject: Sewing Machines10) The Message:We thank you for your letter of March 16 enquiring for the captioned goods.The enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection.11)Complimentary close: Yours faithfully,第四部分：Supplements 商务知识补充: 公司企业常见部门名称（20分钟）总公司Head Office/ headquarter分公司Branch Office / affiliated营业部Business Office人事部Personnel Department人力资源部Human Resources Department总务部General Affairs Department财务部General Accounting Department-----chief accountant销售部Sales Department sales manager/representative促销部Sales Promotion Department国际部International Department出口部Export Department进口部Import Department公共关系Public Relations Department广告部Advertising Department企划部Planning Department产品开发部Product Development Department研发部Research and Development Department(R&D)秘书室Secretarial Pool采购部purchasing department purchasing assistant 采购助理市场营销部maketing department售后服务部门after-sales service deparment董事会the board of directors董事Director董事长 a board chairman /president of board of directors总经理 A managing director /general manager老总：president /chairman boss CEO managing director /general managerUnit 2 Establishing Business Relations建立业务关系第一部分：前单元内容回顾（10分钟）1．3c 原则：clearness conciseness courtesy2. 商务信函7个构成部分（7 elements）:(1)、letter head 信头(2)、The Inside name & Addresses 封内地址(3) Date 日期(4) 、The Salutation 称呼(5)、The Subject Heading or Caption 主题(可有可无)(6)、The Body of the Letter 信的正文( 7) The Complimentary Close 结束词(8)、The Signature and official position 签名及职位（9）The Enclosure 附件(可有可无)第二部分：新内容学习（70分钟）【I】Lead in 导入We all know that it is important to have a wide business connections . If you are working for a well-established business (company ), you may find it is not necessary to do so , because you’ve already had lots of customers. However , you may approach companies that wish to do business with you. In this situation , do you know how to write an answer. On other hand , if you’ve working for a newly-established corporation , you may find it necessary to look for your own customers . do you know where and how to find them ? this is what we’ll learn in this unit .【II】Channels for the establishment of business relations信息获取渠道1. Banks .2. Chambers of Commerce in foreign countries.(国外商会）3.Trade Directory . Like telephone Directory4.Chinese Commercial Counsellor’s office in foreign cou ntries. 中国驻国外商务参赞处5.Business Houses of the same trade, etc.(同业商行）6. Through special business newspapers, magazines and advertisements7.With the help of the overseas branch representatives.8. Organizing visiting investigation to get in contact with foreignbusinessmen.9.Publication 出版物 e.g : Public Commerce Information Service ,published by the Ministry of Commerce ,P . R . China 中国商务部出版的公共商务信息导报10.Advertisements 广告11.Internet : (商务部)(国际商报在线)【III】Basic requirements of a Business Relation Establishing Letter 建交信的基本要求Generally it should be done in an active and concrete way.The following points are usually stressed or included:1.The channel to get the information (how to )2.Nature of your company or corporation (agent, importer/exporter or manufacturer)3.Your financial standing, business capacity and character.4.Your sale pushing ability; (If an importer, stress on pushing ability/ and if anexporter, stress on the product quality)5.If necessary, exchange and payment terms should be touched.6.With Reference recommended if necessary.7. With “prompt Action” wording as an end.【IV】ueseful expressions 常用句型及词汇第三部分Homework （25分钟）P24 II clozenP24 III translation第四部分Supplements 商务知识补充（15分钟）●词汇补充state-operated corporation 国营公司collective-owned enterprise 集体企业individual-owned enterprise 私营企业merchandising enterprise 商业企业township/rural enterprise 乡镇企业barter trade 易货贸易compensation trade 补偿贸易transit trade 转口贸易,过境贸易trade friction 贸易摩擦classified catalogue 分类目录descriptive catalogue 带有说明的目录●商务知识补充------------货物进出口的实务流程一交易前的准备工作包括选择目标市场、交易对象、制定进出口商品经营方案等。
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Unit two•be glad to……高兴做某事inform 通知，告诉，告知•fall within the scope of 属于……的范畴1 你方1994年9月2日来函收到。
我们很高兴告诉你，你所要的商品属于我公司的经营范围。
Your letter of September 2, 1994 has been received. We are glad to inform you that thearticles required by you fall within the scope of our business activities.•textile n. 纺织品adj.纺织的specialize in 擅长于，专攻enter into 开始2 你地中国银行函告，你们是纺织品的进口商。
我们专营纺织品出口业务，愿与贵公司建立业务关系。
The Bank of China in your city has informed us that you are importers of textiles. Wespecialize in the export of textiles and are willing to enter into business relations with you.•in compliance with 顺从，遵照piece goods 匹头, 布匹•be found to someone’s satisfaction 满某人的意3 遵照你方要求，我们正寄上一套布匹剪样。
希望这些样品能及时到达，并使你满意In compliance with your request, we are sending you a range of cut samples of our cottonpiece goods. We hope they will arrive in time and be found to your satisfaction.•place an order 下订单4 你方9月4号来函收到。
承告你们对肉类罐头有兴趣，并考虑试定。
We have received your letter of September 4 informing us that you find our canned meatsatisfactory and that you consider placing a trial order with us.•as requested 依照请求for sb’s reference 供XX参考•forward vt.转寄, 促进, 运送without delay 赶快，立刻5 按照你方要求，我们附上一套小册子（说明书）连同价格单，供考虑。
若你对所列商品感兴趣，请告具体需要。
一俟收到询价，我们立即寄送报价单。
As requested, we enclose a range of pamphlets together with our price lists for yourreference. If any of the items listed meets your interest, please inform us of your specific requirements. On receipt of you enquiry, we shall forward you quotations without delay.•on the basis of 在……的基础上equality and mutual benefit 平等互利6 贵国驻中国大使馆已把贵行作为中国罐头食品的买户介绍给我们。
我们专营这一业务。
希望在平等互利的基础上与你方建立业务关系Your firm has been recommended to us by your Embassy in China as a buyer of Chinesecanned goods. We wish to inform you that we specialize in this line and hope to enter into trade relations with you on the basis of equality and mutual benefit.•leaflet n. 散页印刷品specification n.规格7 为了使你对我们经营的产品有一个概念，兹附上一整套注有规格和包装的活页说明书。
To give you a general idea of the products we handle, we enclose a complete set ofleaflets showing specifications and means of packing.•the Shanghai Commodity Inspection Bureau上海商品检验局in regard to 关于8 货物在装运前将由上海商品检验局检验。
所装货物的品质，数量将由该局提供必要的证明。
Prior to shipment, our goods will be tested and inspected by the Shanghai CommodityInspection Bureau, who will provide the necessary certificates in regard to the quality and quantity of the shipment.P25 QVDear Sir,We learned from the Commercial Counsellor’s Office of Chinese Embassy in yourcountry that you are a big buyer of table-cloth, we have been in this line for many years and we take liberty to write you , in the hope of entering into business relationship with you.Chinese table-clothes are well known in the world for their excellent quality, fineworkmanship and attractive designs. They enjoy high popularity in European market.We trust that through our close cooperation, the business prospect is very good.In order to give you a general idea of our table-cloth, we send you herewith a latestcatalog for your reference. We welcome your enquiries.Unit three1 我们将与之进行业务往来的那家商行要我们向贵行了解有关他们的商业地位与信誉。
The firm with whom we intended to deal has referred us to you for particulars respectingtheir business standing and trustworthiness.2 你若能对上述公司的财务状况和可靠性提出意见，我们当不胜感激。
We should be most grateful if you would furnish us with your opinion on the financialstanding and trustworthiness of the above-mentioned company.3 就我们所知，他们的财务状况良好。
As far as we know, their financial standing is sound.4 你们所问讯的那家商号是我地区一家最可靠的进口商。
多年来在同行中享有良好声誉。
The firm you inquire about is one of the most reliable importers in our district and hasenjoyed a good reputation among the fellow traders for many years.5 你地XX银行将给你提供有关我们的信誉和经营作风等方面的资料。
The ……Bank of your city will give you any information you may inquire concerning ourcredit standing as well as our manner of doing business.6 对你提供的任何资料，我们都予以保密。
Any information you may be able to pass on to us will be treated as confidential（inconfidence）.7 我们劝你方与该商行进行业务往来时务必谨慎。
We advice you to proceed with every possible caution in dealing with the firm inquestion.8 该公司声誉好，资金储备雄厚。
They are a firm of good reputation and have large financial reserves.refer to 查阅、打听particular n.细节business standing 商业地位trustworthiness n. 信誉furnish with 提供as far as 表程度或范围concerning prep.关于as well as 也，又manner of doing business 经营作风pass on 传递P38 QVIIDear SirsWe are so surprised that the firm mentioned in your enquiry of May 15 listed ourfirm as their reference.As far as we know, they are a firm of high reputation, but we have littleknowledge of their financial status. Indeed, in the past two years, they have placed orders with us for many times, but the sums involved were smaller than that you mentioned in your letter. Even though the sums were small, they could hardly meet their commitments on time.We think that you should treat this matter with caution. Therefore we suggest thatyou’d better refer to a trust company for further enquiry. We highly appreciate your assurance to keep the information we provide you in absolute confidence.Unit fourlearn from 得知nylon bed-sheets 尼龙床单pillow-cases 枕套commodities of high quality at moderate prices品质优良价格公道的商品1 从纽约A.B.C.公司获悉，你公司出口尼龙床单和枕套。