外贸函电课后答案unit2~unit12

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徐美荣外贸英语函电课后练习参考答案完整版

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

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

外贸函电U2答案

Unit 2 Telegram and TelexI. Introduction1. Telegrams*Characteristics(1) Combinations, abbreviations and transformations;(2) no punctuation marks or symbols, natural words;(3) some words are omitted;(4) present participles and past participles to show the future tense and finished actions;*Kindsplain language, code language;*Chargea. charged by the number of words transmitted, the class of telegram sent, and the localities destined for;b. every ten letters can be counted as a “word”; a word with more than 10, but less than 20 letters, must be counted as 2 “words”;*Structurea. receiver’s name and address;b. body of the telegram;c. sender’s name and telegraphic address;2. Telexes*Characteristicsa. “talk on paper”b. abbreviation, ellipsis and transformation are used to simplify words and phrases; combinations are not generally used, each word separated by a space;c. punctuation;*Kindsa. short letter;b. in simplified words as in telegrams;*Chargecharged by the time engaged in transmission; one minute; 400 letters every minute;*StructureP35 – 2.4II．Samples1. TelegramsTelegram 1.吨（原本意义上的吨）是英制单位，英文中是ton。

商务英语_ 外贸函电课后答案整理版

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

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

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

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

希望本书能对我们的读者有所帮助。

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

《外贸英语函电》(第二版)习题答案

《外贸英语函电》（第二版）习题答案Chapter 1 key to exercises1. Translate the following terms.（1）inside address 封内地址（2）salutation 称呼（3）complimentary close 结尾敬语（4）Ref. No. 参考编号（5）enclosure 附件（6）P.O.Box 邮箱（7）postscript 附言（8）full block style 齐头式2. Answer the following questions.（1）How many formats of business letters do we use today? What are they?Three formats are used in writing business letter. They are full block style, modified block style and indented style.（2）What are the standard parts of a business letter?There are seven standard parts which includes letterhead, date, inside address, salutation, body of the letter, complimentary close and signature.（3）What kinds of information should be written on an envelop? And what are their positions?The information of the sender and the receiver should be written on an envelop. The information of the sender is at the top-left corner, while the information of the receiver is almost in the middle of the envelop.3. Complete the structure of the following business letter which is with full block style and write down the names of the missing parts in the boxes.Date Body of the letter Complimentary closeChapter 2key to exercises1.Translate the following terms.(1) 传真信号; (2) 传真机储存器已满; (3) 电子邮件; (4) 通信错误，传输信号不好;(5) 接收方传真机忙，传真机重拨2.Translate the following sentences into English.(1)We have to apologize to you for not answering your letter in time.(2)Please confirm the order and e-mail a shipping schedule.(3)As soon as the goods are available, we’ll inform you by fax.(4)If you find our offer acceptable, please fax us for confirmation.(5)We are e-mailing you to enquire whether you’d be willing to establish business relation s with us.3.Translate the following sentences into Chinese.(1)如果存取文件有任何问题请和我联系。

徐美荣外贸英语函电Chapter2 所有知识点及课后答案

Notes1. owe…to… 将…归功于承蒙…告知你方名称和地址We owe your name and address to the Chamber of Commerce in your city.to be indebted to … for your name and addressto come to know the name and address of your firm throughthrough the courtesy of … we come to know your name and addressto have obtained your name and address from…to have noted your name and addressto be recommended to sb. by …on the recommendation of …2. inform sb. that 通知某人某事inform sb of sth. 通知某人某事be informed that 兹通知你方You are informed that …3. be in the market for 欲购；想买4. in the hope of doing 希望（后接动名词）5. ①a government-owned corporation（enterprise）国有公司/企业= a state-operated corporation / a public-owned corporation②a private corporation 私有公司/ 企业6. handle v. 经营（某种或某类商品）=to trade in / be dealing in /be in the (chemical )line（n. 行业）7. acquaint v. 熟悉了解to acquaint sb. with sth. 使某人了解某事be/get well acquainted with sth. 熟悉（了如指掌）8.on the basis of equality, mutual benefit and exchange of needed goods在平等互利，互通有无的基础上9.avail oneself to =make use of 利用10.enclose v. 随函附上11.through mutual efforts 通过共同努力= by joint efforts12.Export List 出口清单13.trade v.to trade in sth . 买卖Eg : trade in goods 货物交易to trade with sb. 与……交易；做生意trade policy 贸易政策foreign trade policy 外贸政策14.sole agent 独家代理敬启者：得知贵公司行名和地址我们要感激英国驻北京大使馆商务参赞处，他们告知我们你公司拟购买丝绸女衫。

外贸函电第二单元课后练习答案

4、感谢贵方6月7日来函，表示提供服务的意向。我们很愿意与你方探讨扩大贸易的可能性。
5、请பைடு நூலகம்早答复我方要求为荷。
2021/4/9
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IV. Put the following English into Chinese:
6、我们愿意在平等u互nde利r 的se基par础at上e c与ov贵er公/by司s建ep立ara业te mail
3
Response or Action (Conclusion)
4
2021/4/9
Close (A simple one-line)
2
Unit Two Establishing Business Relations(建立业务关系)
Introduction
Four points usually contained in letters aiming at establishing business relations:
meanwhile
5
Suggested Answers
➢to conclude ( close) the business ( transaction / deal) ➢in the line of ➢a (wide/ full) range of ➢specific enquiry ➢to handle / to deal in / to trade in ➢to do business with / to deal with / to trade with
the source of information
the intention of writing this letter
a brief introduction of one’s own company, including: the business scope, credit standing or financial positions, products and services that can be provided, etc.

徐美荣外贸英语函电(第二版)课后练习参考答案完整版

外贸函电课后练习答案大全

选择题第二单元：询价与回复一：1.You name D. has been recommended to us by the Chamber of Commerce in New York..2. Our market survey informs us that you are A. in the market for Audio and Electronic Equipment.3. We should be pleased to receive you’re A. illustrated catalogue and price list.4. We are B. well-established exporters of all kinds of Chinese good.5. If your price are competitive, we are confident D. in selling the goods in great quantities in this market.6. We shall appreciate B. your quoting us FOB Sydney.7. As we are one of the leading importers in this line, we are B. in a position to handle large quantities.第三单元：资信调查一：1.For information D. concerning our credit standing we refer you to Bank of China, Shanghai Branch.2. We should be grateful if you would say C. whether they are likely to be reliable for a credit up to USS20.000.3. Any information you kindly give us will be treated in strict confidence and A. without any responsibility on your part.4. Will you please inform us, B. in confidence, of the extent of their resources and also as to their reputation?5. D. While appreciating your decision to place regular orders with us, we respectfully request that you furnish us two references for the initial purchase.第四单元：促销1.（C、Having made）a special purchase of toys on very favorable terms, we are able to offer to you at the following attractive prices2 we can only（A、hold open）this very advantageous offer for a few weeks..3 the recent advance in the cost of raw materials （B、has compelled）us to make a slight increase in thePrices4 although costs have been （C、rising）steadily since last October , we have not yet （raised）our prices5 （B、with a view to ）supporting your sales, we are sending some samples of our new makes.第五单元：报盘与还盘1A comparison of your offer （A、with that of ）our regular suppliers shows that their figures are more favorable.2 If your prices are competitive, we are confident（D、in selling）the goods in great quantities in this market.3 we confirm our fax just sent （A、offering you firm）these goods.4 we offer you the following items（D、subject to）your reply reaching here by 4p.m today our time.5 although we appreciate good quality of your goods, we are sorry to say that your prices appears to be（C、on the high side）.6 we trust that we may be （C、favored）with a continuance of your valued orders.7 we hope that you will see your way to （B、grant）us your order, and assure you in advance of its most careful execution8 not having heard from you since, we should be glad to know whether there is any disadvantage in our terms which we could （B、remove）.9 you are （C、assured）that we will quote our best prices as soon as we are told what products of ours you need.10 in all probability this offer will not be （A、repeated）for some time, and we according look forward to receiving an early reply from you.第六单元: 订单一、Fill in the blanks with your choices1.This order the sample you sent us on March 24.（A、is placed on）2.We hope you will give your usual best attention this order.（B、to the execution of）3.We have decided to place a trial order for the following stated in your letter.（B、on the terms）4.we would like to supply you with the product, we are unable to fill your order owing to the heavy backlog of commitments. (B、Much as)5.We must apologize you being unable to fill your present order.（D、To… for ）6.We have accepted your Order No.234. Please open the relevant L/C,here two weeks prior to the date of shipment.（A、which must reach）7.We are enclosing our latest catalogue some of the items may be of interest to you.（C、in the hope that）8.The order is given strictly on the condition that shipment must be made not later than the first day of May.（B、enclosed）第七单元：支付一、单选1.As requested, we have immediately arranged (A、with) our bankers to extend the expiry date of our L/C for two weeks (up to) 10th March.2.As arranged, we would ask you to open an irrevocable credit in (C、our) favor and shall hand over shipping documents (against) acceptance ofour draft.3.We inform you that we have opened an irrevocable credit (D、with) the London Bank in your favor.4.We advised the bank to amend the clause (D、to read)“partial shipment are permitted”.5.We enclose our cheque for US$ 200 (A、in payment of) your invoice No.D-124.第九单元：保险一：选择题1: please insure the goods (A、against) F.P.A. for US 100,000. 注：against加险别for加保额2: please effect insurance (D、on) the cargo for US50,000 by S.S.Bright from Tianjin to seattle.3: we have opened insurance you ordered for US9,000 (D、on) the shipment by S.S.East sun.4: we wish to renew the above policy (C、for) the same amount and (on)the same terms as before to cover our consignment to be shipped b s.s.bright next month.5: as requester, we have covered insurance (on) 20,000 DVD players (at) 10% above the invoice value (against) all risks.6: unless we hear from you (A、to) the contrary before the end of this month, we shall arrange to cover the goods against t p a for the value of the goods plus freight.7: any additional coverage（险别）other (B、than) ISS shall be for the account of the buyer.8: we confirm that we hold the consignment covered as (from) today.9: we have arranged (A、for) surveyor to investigate the extent of the damage and shall forward his report together with our claim.10: we understand that these terms will apply (C、to)all our shipments of bottled sherry by regular liners to west European ports.完形填空第二单元：Fill in each blank in the letter below with a word that fits naturally.Dear Sir or MadamI am delighted to tell/inform you that we are interested in the drainage system accessories advertised in China Daily.Will you please send us a free copy of the brochure of the latest models of your products? Also, we would like to have a price list.We are looking forward to your prompt reply.第五单元1. 1. We are prepared to give you a quotation which is based on the prevailing market price.2.Our quotation always comes in line with the world market.3.Unless otherwise stated or agree upon, all prices are without any discount.4.We trust that you will be able to accept our offer, which shall be kept open subject to reply before 12:00a.m. of march 2.5.We now offer you, without engagement, our various items as follows.6.The above offer is subject to our final confirmation.7.Unless you make a 5% reduction, we will have to decline your offer.8.This offer cannot be repeated. There is every indication that the prices will rise soon.9.So long as you can maintain moderate prices, your products should have a ready sale here.10.In reply to your letter, we enclose our latest illustrated catalogue for your reference.第六单元三、Fill in each blank space with the word that fits naturallyDear sirsFor your first-time order, I want to thank you on behalf of the company. This is your initial order and I know of no greater kick a sales manager can get than the beginning of business with a new customer.The signing of an order is an expression of confidence, and I want you to know that we are fully aware of the responsibility we have for maintaining that confidence.The most important thing to the buyer of any product is the character of the supplying organization; its resources; its facilities; its reputation; and its standards of service.。

外贸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.。

外贸函电课后答案unit2~unit12

Key to exercisesUnit 2I. Fill in the blanks with proper words or expressions and then translate the following into Chinese.(1) the liberty of/ the opportunity of;译：我们冒昧写信期望与贵公司建立业务关系。

(2) please find;译：随函附寄我方价目表一份。

(3) of ;译：我方冒昧写信希望得到贵方关于东北大米的最优惠数量折扣。

(4) attention;译：如蒙贵公司即刻处理此事则不胜感激。

(5) to, to;译：承蒙AAA公司的史密斯先生把推荐，得知贵公司是伦敦的主要进口商之一。

(6) as;译：罗宾逊公司向我方介绍说贵公司是五金产品的主要经销商之一。

(7) learned/obtained/known/had/noted, from, in;译：我们从贵国驻悉尼大使馆的商务参赞处获知贵公司地址。

(8) Upon/On, specific;译：一俟收到贵公司的具体询盘，我方将立即给贵方航寄我方的报价单。

(9) general, various, available;译：为了使贵方对我方各种可供出口的罐装食品有个总体了解，我方随函附寄一本产品宣传手册。

(10) market;译：我公司现求购高质量的搪瓷制品。

(11) reference/information/consideration;译：应你方询盘要求，我方现随函附寄产品目录和价目单，供你方查阅。

Ⅱ. Fill in the blanks of the following letter.courtesy; leading/largest; opportunity; as; specializing; wish; with; idea; latest; uponⅢ. Choose the appropriate words to fill in the blanks.as; in ; by; with; on; under; from; at; to; againstⅣ. Translate the following into English.1. We learned from the Embassy of ours in New York that your company specialized in cotton furnishings, and we hope to establish business relations with you to our mutual benefit.2. We are very much interested in the advertisement in “China Today”. Please inform us the details of this commodity.3. In comply with your request, we enclose the illustrated catalogue for your reference.4. Samples and quotations at favorable prices will be immediately sent to you upon receipt of your specific inquiry.5. We are a trading company doing import and export business all over the world.Ⅴ. Translate the following into Chinese.1.贵方8月2日询盘已经收到，得知贵公司对MP208款真空吸尘器感兴趣。

外贸函电课后答案

Appendix Key to the Exercises and the Skill Drillings Unit 1I. Put the following Chinese into English询盘enquire / enquiry 目录catalogue报盘offer 文档document / file报价quote / quotation 支付payment订单order 结账settle the account传真facsimile（fax）余额balance电子邮件E-mail 客户customer / client电子商务E-commerce 国民经济national economy 互联网the Web / Internet 市场经济market economy 交货期time of delivery 营销marketingII. Fill in the following blanks with the given words in their proper forms 1. market 2. economy 3.trade 4. economy 5. marketable 6.trade 7. marketing 8.trading 9. economyIII. Read the following introduction to general business letters（略）IV. Make corrections in the format of the following business letter INTEGRATED COMPUTER TECHNOLOGY CO. LTD.Rm 808，Kyo-Won-Kong-Jea 35-2 YeoidoYoung Dung PoSeoulSouth KoreaTel：822-782-4641Fax：822-785-424516 June 2004Dr Brenda YeohATT Computers Corp. Pte Ltd.88 Kitchener Road，#02-15Jalan Besar PlazaSingapore 208512Dear Dr. Brenda Yeoh，Subject：Integrated Circuit BoardsWe have just received your orderfor 400 integrated circuit boards（item No. KR10779）.Unfortunately，these circuit boards are no longer produced as they have been replaced by our model KR2000，which is cheaper，more reliable and more efficient than the circuit boards that you ordered. With this in mind，we imagine that you will be happy to change your order，but I should be grateful if you could contact me to tell me what you wish us to do about your order.The prices of the KR2000 and peripheral equipment are as follows：KR2000 integrated circuit boards：@ US＄23，200KT200X‘Toolkit’：@ US＄15，500KC200X connectors：（2 per pack）@ US＄10，000I am also enclosing next year’s brochure and price list you’re your convenience.Yours faithfully，for INTEGRATED COMPUTER TECHNOLOGY CO. LTD.Kim JungsupSales RepresentativeKJ：rhEnclosures 2cc：Kim Sang-ChulMoon Young-SeungV. Address the following envelope in EnglishChina North Industries Corp STAMP 12 Guanganmen NanjieBeijing，100053ChinaMr. Williams SmithAUTOS Company20 BroadwayNew York，NY 10027U.S.A.Skill DrillingChina National Light Industrial Products Import & Export Corp.Shanghai Branch128 Huchiu Road，Shanghai，ChinaTel：（021）64468726Fax：64468787（Date）Jameson & Sons Ltd.34 Madison SquareMelbourne E.C.2.AustraliaTel：（0536）70525345Fax：356467132Dear Sirs，Re：BicyclesThank you for your letter of Jan. 25 enquiring forour bicycles.As requested，we enclose a price list and a copy of our catalog for your consideration. All prices are quoted FOB Shanghai，subject to our final confirmation. Generally，delivery can be made in two months from receipt of an order.We look forward to hearing from you.Yours faithfully，（signature）Encl. As stated.Unit2I. Put the following Chinese into English公司company / corporation / firm / house信誉standing / credit与…建立业务关系to enter into（to establish）business relations with 小册子pamphlet / brochure你处（地）at your end / on your spot / in your place（area，district）供你参考for your reference / for your information以…为目的with a view to与此同时in the meantime / at the same time/ meanwhile按照according to / in compliance with / in accordance with /in conformity with达成交易to conclude（close）the business（transaction/ deal）在…业务方面in the line of一系列a（wide / full）range of具体询盘specific enquiry经营to handle /to deal in /to trade in与…做生意to do business with /to deal with /to trade withII. Multiple choice1. b2. a3.c4. b5. a6. d7.c8. d9. a 10. b 11. d 12.cIII. Fill in the following blanks with the given words in their proper forms 1. dealing 2.transacting 3. deals 4. Business5. deal6. business7.transact8. Businesses9.transactions/ deals 10. businessIV. Put the following English into Chinese1.我们是德国工业化工产品主要生产商之一，欲与贵公司建立业务关系。

(完整版)函电课后答案U2

新编进出口英语函电参考答案及简析12Unit TwoCOMMUNICATIONLABORATORYI.Choose the word(s) or phrase(s) that would correctly complete each of the following sentences. If no appropriate answer is given, make no choice at all. If you find more than one word or phrase that can fit into the sentence, you can choose two, or three, or even all four as your answers.1. The s.s. Taishan is scheduled __________ Qingdao early next month.A. to leaveB. for departure fromC. to arriveD. for reaching参考答案：A, B2. If you can accept payment by L/C, we will make you a very competitive __________.A. orderB. enclosureC. offerD. offer firm参考答案： C3. We find your quotation for __________ much too high.A. woman blousesB. women blousesC. women ’s blousesD. blouses参考答案： D4. If your samples meet our requirement, we will __________ a large order.A. placeB. makeC. place youD. send you参考答案：A, D5. We wish to introduce __________ the largest importers of foot wear in Fiji.A. that we areB. it that we areC. ourselves to beD. ourselves as参考答案： D6. We __________ to receive detailed specifications of your latest models of mopeds.A. shall be gladB. shall be pleasedC. are expectingD. would also like参考答案：A ，B ，C ，D7. We look forward to __________.A. receive your early replyB. hearing from you soonC. your reply soonD. your early reply参考答案：B,D8. We __________ your name and address __________ the Chinese Embassy in Bonn.A. learn … fromB. have come to know… through C. have learned … fromD. have been given … by参考答案：B,C,D9. We are much impressed by the __________ of your products.A. large chainB. wide rangeC. large selectionD. wide information参考答案：B,C10. __________, we are interested in computer software.A. In additionB. In addition to thisC. BesidesD. Furthermore参考答案：A,B,C,DII. Correct the error(s) in the following sentences. The number of mistakes varies from sentence to sentence. Sometimes there is not a single mistake to correct, while in other cases a sentence may have as many as four errors.1. Can you quote us for a better price for the 100 microwave ovens we inquired inA B Cour fax of October 23th?D参考答案： A (quote us), C (inquired for\about), D (of October 23rd)参考答案： B (in ordering), D (from you)简析：3. B 使（某人）有兴趣做某事应为interest sb in doing sth，详见本课word power development。

商务沟通与函电课后习题与答案--精选全文

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

外贸英语函电答案全

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

外贸函电课后练习答案

Unit 2 Establishing Business Relations & Inquiring Credit ReferenceI. Translate the following sentences into English.1. We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you, in the hoping of establishing business relations.2. We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.3. We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing.4. We are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present.5. For our credit standing, please refer to the Bank of China, Shanghai Branch.II. Write a letterDear Sirs,We have obtained your name and address from the Commercial Counsel of your Embassy in Beijing and are pleased to write to establish business relations with you.We are informed that you are in the market for Chinese Cotton Piece Goods, and this item falls with the scope of our business activities. To acquaint you with our goods available for export, we are enclosing a catalogue and price list.We are looking forward to your early reply.Faithfully yours,Unit 3 Enquiries and RepliesII. Translate the following sentences into English.1. Please quote us your best price CIF Shanghai, including our 3% commission.2. Should your price be found competitive, we intend to place an order with you 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 with our products, we are sending you by air 2 sample books.5. In reply to your enquiry of April 28th, we are now sending you our latest price list for your reference.III.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 of 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.Faithfully yours,IV.Dear Sirs,Re: Electric SawWe are in the market for electric saws. Please send us your latest catalogue and details of your specifications, informing us of your price CIF Xi’an, please also state your earliest possible delivery date, your terms of payment, and discounts for regular purchase. If your prices prove reasonable and satisfactory, we shall soon place a large order with you.Faithfully yours,V.Dear Sirs,We welcome you for your enquiry of Oct. 10 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 sample.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.Faithfully yours,Unit 4 Quotations, Sales Letters, Firm Offers & Counter OffersI. Translation.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 an reasonable price of our products.3. We will allow you 10% discount if you purchase 5, 000 dozens or more.4. As to the terms of payment, we often require 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 an offer with shipment available n the early May if your 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 sending you an offer, subject to your reply here by 5 p.m., our time, Tuesday, July 7.III.Dear Sirs,In reply to your letter of May 5, we’re sending you an offer, subject to your reply here by 5 p.m., our time, July 27, as follows:Commodity: Boots for ladiesSpecification: more than 20 assortments with new designs of brown or red colors (details in catalogue)Quality: leather of high qualityPrice: CIF Tianjin US $ 95.00 to 300.00 per pair according to various designs Quantity: 1,000 pairsPayment terms: Confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.Packing: as per buyer’s optionShipment: SeptemberWe are expecting your early order.Yours faithfully,IV.Dear Sirs,We thank you for your offer of May 25 for 1,000 pairs of women’s boots at US $ 95.00 to 300.00 per pair CIF Tianjin.We immediately contacted our customers and they showed great interest in the quality and design of your products. However we would give our suggestion of an alteration of your payment terms.Our past purchase of other women’s boots from you has been paid as a rule of confirmed, irrevocable L/C at sight. On this basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particularly taxing owing to the tight money condition and unprecedentedly high bank interest.In view of our long business relations, we suggest that you accept “50% by D/P, 50% by L/C”.Your early reply will be highly appreciated.Faithfully yours,Unit 5 Orders, Acceptances and Rejections1. 1) on, fulfill, with, to, without2) to, with, on3) of, from, for, on, terms4) with, in, in, to, on, of5) in, for, of2. 1-5 CACAC 6-10 CCDBA3. 1) We shall place a trial order with you for 500 sets provided 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 your stipulated time.3) Owing to heavy commitments, many 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 by cable 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 July 10, 2003 and now wish to order from you as our Order No. 987 enclosed.Yours faithfully,XI’AN INTERNATIONAL COMMERCE CORPORATIONTel: 87253425 Fax: 87181900ORDER FORMOrder No. 987 July 20, 2010/6/19Messrs. JB SIMPSON & CO. LTD18 Deansgate BlackpoolPlease supply the following itemsDescription: A: SA-135 Video RecorderB: VT-462 Video TapeC: RC-A43 Mini Radio Cassette RecorderQuantity: A: 1,000B: 1,000C: 5,000Unit Price: FOB Xin Gang inclusive of our 5% commissionA: US$ 600.00 eachB: US$ 5.5 eachC: US$ 18 eachPayment: L/C at 90 days’ sight to be opened 30 days before shipment.Package: By standard export cases.Delivery 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 3 for 500 sets of knitting machinery. Thanks.We have immediately contacted the manufacturer. But they refused our request since the machine sells 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 wwill agree on the above delivery date. We are making contact with manufacturers elsewhere and will let yuknow as soon as there is any favorable 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 faithfully,Unit 6 sales confirmation and purchase contract1. 1) 包装：货物须包装于新的适应长途运输（包裹/空运）和天气变化的牢固木箱，并具有防潮防震之功能。

(隋思忠,第三版)外贸英语函电答案

I.询盘enquire / enquiry 报盘offer报价quote / quotation 订单order传真facsimile (fax)电子邮件e-mail电子商务e-commerce互联网the Web / internet 交货期time of delivery目录catalogue文档document / file支付payment结帐clear the account 余额balance客户customer / client 国民经济national economy 市场经济market economy 营销marketingII.1. market2. economy3. trade4. economy5. marketable6. trade7. marketing8. trading9. economyVI.YTI.公司company / corporation / firm / house信誉standing / credit与。

建立业务关系to enter into (/ to establish ) business relations with 小册子pamphlet / brochure你处（地）at your end / on your spot / in your place (area, district) 供你参考for your reference / for your information以。

为目的with a view to与此同时in the meantime / at the same time / meanwhile按照according to / in compliance with / in accordance with / in conformity with达成交易to conclude (close) the business ( transaction/ deal)在。

外贸英语函电课后参考答案~

一、单选Unit8 P1301.我们另由航空寄上新品种的样品供你参考。

该品种价格公道，品质极好，我们认为及早推销对你们有利。

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

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

货号2112电扇我们歉难推销，因为你方价格太高，买方无意还盘。

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

外贸函电课后练习参考答案

Unit Two Inquiries 询购Key to Exercise IV1. We have been informed by Jameson Garments (Vancouver) Ltd. that you are one of the leading exporters of textiles in Hangzhou and that you wish to extend business to our market.2. We would like to have your lowest quotations for the captioned goods on the terms and conditions listed below.3. Please send me some further information on the features and costs of the Vernard line of Ultrasonic equipment, which you recently advertised in Electronics magazine.4. We are interested in importing Chinese furniture and would be pleased to receive a copy of your latest catalogue, price list and export terms.5. We would be grateful if you would send us a comprehensive price list, together with some samples of the goods which you can supply.Key to Exercise V1. There is a large demand(or market) in our country for Chinese low-voltage microwave ovens. We would be most grateful if you could quote us competitive prices for the models you can supply (or have available) at present.2. We wish to introduce ourselves as leading importers dealing in operative instruments. It would be helpful if you could send us your latest catalogue for our reference which interests us very much.3. Specializing in the line of confectionery, we have extensive connections with the food stores throughout(or all over ) the country.4. We would appreciate it(or be most grateful) if you could send us a full set of leaflets for your exports for us to have a general idea of the products you handle.5. From Messrs. Brown & Clark of this city, we have learned that you are regular suppliers of Chinese kitchenware, for which there is a growing demand here.6. We have noticed with interest your advertisement in the latest issue of TV World, and would appreciate it if you could introduce the details of the specifications, prices and packing for your product.Key to Exercise VI1. We are famous importers of computers with branches in three neighboring cities.2. Please send us a full set of catalo g for our buyers’ reference.3. We have been specializing in importing motorcycles for ten years, and would appreciate your sending us your catalog, prices and other necessary information.4. If your goods are good in quality and more competitive in price, very likely we can advise our buyers to place an order.5. We are interested in (buying) the tiles you advertised in Building Materials. It would be helpful if you could send us further information as soon as possible.Exercise VIISeptember 21, 2008The Sales ManagerThe Midland Carpet Co. Ltd.173 Waterloo StreetLondon E.C.4Dear Sir or MadamWe have noticed with interest your advertisement in the August issue of The Magic Carpet and feel that the patterns of your carpets may appeal to Chinese customers, especially the well-to-do newly weds.Therefore, we would like to have detailed information about the various types of carpets available at the moment, such as specifications and prices, if possible , together with sample cuttings.As we intend to lay in a stock for the New Year sales, it would be a great help to us if we could receive your reply by the end of this month.Yours faithfullyHUA Fang (MS.)Import ManagerUnit Three Replies and Quotations 复函与报价Key to Exercise V1. In reply to your inquiry of January 12, we are pleased to inform you that a catalog and a price list have been air-mailed separately for your reference.2. However, if you need any other information, please (do not hesitate to) let us know. We would be glad to answer your further questions.3. As you will notice, our prices are quite competitive, and since we carry large stocks of all models, we can promise delivery within a month on receipt of your L/C.4. If you can let us have an idea of the quantity you are going to order, we may consider giving you a more favorable discount.5. Though we no longer supply Model SB-95, we have Model SB-99 in stock , which is better in performance and more reasonable in price.Key to EX VI1. We are eagerly expecting to have detailed discussions with you soon on the trade terms you suggested.2. We hope to have more information from you by the end of this month for our buyers’ reference.3. As you know, there is a steady demand in your market for such durable and moderately priced goods as ours.4. We do not want to influence you, but we hope you will be able to send us your order within this month as we may soon run short of supply.5. You will no doubt find our price very favorable if you compare it with the quotations of other manufacturers.Exercise VIIDear Mr. BlackThank you for your inquiry of August 16 concerning our equipment, which you saw at the International Farm Machinery Fair in Bonn.We are willing to answer the specific questions in your letter and would consider substantial discount on orders over RMB￥1,000,000.With regard to the terms of payment, we would suggest sight L/C for the initial stage. We can fulfill orders within three months, but it will take a little longer time for special specifications.We are enclosing our current catalog and price list quoting c.i.f. Bangkok , and we think you will find the equipments on pp. 101-115 of particular interest.If you require any further information, please contact us and we will be pleased to supply it.Yours faithfully×××Unit Four Orders and Acknowledgement 订购与确认Key to Ex. V1. We would like to confirm our telephone discussion this morning. Enclosed is our Order No. CT504 for 1,500 pounds Longjing Green Tea at 36 pence per pound CIF London for shipment during June/July.2. Because there is a growing (an increasing) demand for our laser printers , we hope you will act immediately if you are considering placing an order with us .3. Please note that the quality of shipment must be exactly the same as the quality of sample. If this initial order is completed to our satisfaction, we shall place regular orders.4. Thank you for your prompt reply to our inquiry of April 22. We are now pleased to order from you 2000 dozen pure silk T-shirts. For details, please refer to our enclosed order No. 58.5. Although our price is a little higher than quotations of other suppliers, our product is well worth the extra money owing to its good quality. It meets (complies with) your own interest to order goods of really high quality.KEY TO EX.VI1. If you could increase the quantity of your order to 500 cases, please let us know immediately and we would be only too glad to give you a 5% discount.2. All your required items can be supplied from stock, and we can assure you of our best attention to your order.3. If this trial shipment can reach us by mid-October and the quality turns out to be satisfactory, we shall send you further orders.4. In accordance with the terms agreed upon in our recent exchange of faxes, we are now sending you our S/C No. 1234 in duplicate.5. If no instructions to the contrary are received before the end of this month, we shall ship your order in December.Exercise VIIDear Ms. CollinsThank you very much for your Order No. CS27 for our rotary printing presses Models PM600 and PM800 for November shipment. We wish to inform you that we can comply with all your requirements except for PM600, which is unfortunately out of stock at present. We, therefore, would like to place before you two alternatives for your consideration.1.As an excellent substitute for PM600, we recommend PM630, which is our latest model (for details, see attached leaflet) and can be shipped together with PM800 in November.2. In case you still prefer PM600, we can ship your order in two lots, i.e.PM800 in November and PM600 in January next year, which is the earliest time we can manage. We look forward to your early decision.Yours sincerely×××Unit Five Insurance 保险Key to Ex. V1. In the absence of your definite instructions about insurance, we have covered your order against W.P.A. for 110% of the invoice value as usual.2. We have noticed your request for insurance against War Risk. But, as you know, our CIF quotation includes W.P.A. only. Therefore, if you require this additional coverage, the extra premium will be borne by you (to your account).3. In case the goods be found damaged after inspection, the buyer has the right to file/make/lodge a claim with the underwriter against a surveyor’s report within 30 days of/after the arrival of the goods at the port of destination.4. We regret to inform you that Case No. 8 was invoiced as containing 12 laser printers, five of which were found badly damaged upon arrival .5.The People’s Insurance Company of China (PICC) is a large state-owned enterprise, which is noted for settling claims promptly and equitably and has agencies in the main ports and areas throughout the world.Key to EX VI1.With no definite instructions from you even at the end of last month, we could not but effect insurance against W.P.A. as usual so as to avoid delay in shipment.2. If you prefer insurance under Institute Cargo Clauses, we shall be pleased to comply, but the difference in premium, if any, shall be for your account.3. We had the goods examined by a surveyor upon their arrival and found that fourteen cases were broken. Enclosed is a list of the damaged goods.4. The surveyor’s report states that these goods are unsalable. Therefore, we have to ask for immediate replacements.5. Thank you for your fax of October 22, quoting us your present rate for All Risks. Now we wish to insure with you the following consignment:EX. VIIDear Sir or MadamWe have received your quotation of November 5, which we find quite competitive. We would be grateful if you could cover us against All Risks (warehouse to warehouse) for the value of Can$274,895.00 on 15 (fifteen) cases of ceramic handicrafts from Qingdao to Vancouver by M. V. Seagull.The certificate must reach us by the 17th at the latest, since it has to be presented with the other documents to the bank with which a letter of credit has been opened.We look forward to your prompt reply.Yours sincerely×××Unit Six Packing 包装EX. Ⅱ1. We are glad to have obtained your name and address from our Commercial Counsellor’s Office and learned that you can supply a special kind of detector model DA-880k which can test the degree of air pollution.2. Should you not have what we want but a similar article of better quality, please supply it instead provided the price is not more than 10% higher.3. As requested, we shall draw on you at 60 days’sight for the amount of our invoice,a copy of which is enclosed and the original is sent to the bank.4. Since our L/C reached you as early as the beginning of last month, we hope you will make delivery at the stipulated time, for any delay will cause us great inconvenience and considerable financial loss.5. There was a slight delay owing to the breakdown of a machine which held up packing for two days. But we did not inform you as we knew it would not affect the delivery limit.EX. V1. Export crates for goods of the type you named should be completely sealed with plywood and firmly battened.2. The exports you ordered are packed in strong wooden cases which are reinforced with angle iron and metal bands. The solid packing and the stuffing inside the cases will protect the goods from vibration and clash.3. All powdery goods should be put in polybags and then packed in iron tins. The lids of tins should be sealed with adhesive tape.4. The valves and all precision parts should be wrapped with soft material and stably packed in cardboard cartons. When put in the wooden cases, the cartons should be well arranged to eliminate the possibility of moving inside the cases.5. On the attached sheet we give you full details regarding packing and marks, which must be strictly observed.EX. VIIDear Mr. MertonWe thank you for your letter of June 26 and would like to confirm that we are still offering our Phoenix range at the prices quoted in our letter of June 15. We are sure that you have found these prices quite competitive.Meanwhile, we understand your concern over packing and wish to give you the following details:Each vase is wrapped in a polybag, and then put in a foamed plastic casing, which is in turn placed in a decorative cardboard box. These boxes are packed in specially designed polythene-lined strong cardboard cartons, twelve to a carton, so that no movement inside the cartons is possible.Besides, on the outside of each carton warning (indicative) marks such as “FRAGILE”or “HANDLE WITH CARE”are clearly stencilled in fadeless ink.We hope you will agree that we have taken every possible precaution to ensure the safe transportation of our products.We look forward to receiving your order.Sincerely yours×××Unit Seven Transportation 运输Ex.V1. The part of your order which can be supplied from stock has been executed, but the remainder may be delayed for four to six weeks.2. Please let us know the voyage No., the lowest (freight) rate for large shipment and the (freight) rate for small lot of consolidation.3. The goods under your order No. 297 have been packed and are ready for shipment.We would appreciate it if you could complete, sign and return the attached shipping (instruction) note as soon as possible.4. You can save both time and money by letting us handle all shipping and Customs formalities for you.5. In order to assist you in introducing our products into your market as early as possible, we agree to advance the initial shipment of 1/3 (one third) of the total quantity from June/July to April/May.Ex.ViiDear Mr. ArnoldOrder No. 896 S/C No. 980927From your letter of October 20 concerning the captioned S/C, we understand that instead of the stipulated two equal shipments in January and February, 2009 respectively, you now wish to have 80% of the total quantity shipped in November and the balance in December this year.In reply, we wish to inform you that although we have the required quantity in stock, your request came too late for November shipment, especially because direct sailings for your port are few and far between. Besides, the relevant L/C is yet to be opened.Therefore, we would suggest that 80% of the total quantity be shipped in December this year and the balance 20% in January, 2009, provided your L/C reaches us not later than November 20.Please let us know promptly whether this arrangement is convenient to you.Yours faithfully×××Unit Eight Payment by L/C 信用证付款Ex.V1. Our terms of payment are by confirmed, irrevocable letter of credit available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipment, and allowing transshipment and partial shipments.2. For the time being, therefore, we regret our inability to accept D/A in any transactions with our buyers abroad.3.It is regrettable to find that up to the present there has been no news from you about your letter of credit which should have reached us by the end of last month.4. Please amend L/C No. 99S086 to read “Transshipment allowed”, and delete the clause about insurance policy as this transaction is concluded on CFR basis.5. As your country has no consulate in this city, it is our practice to have the invoice certified by the China Council for the Promotion of International Trade (CCPIT). Please amend your L/C accordingly.EX.ViiDear Sir or MadamFollowing the instructions given in your letter of August 12, our manufacturers have redoubled their efforts to meet your advanced shipment date. We are now pleased to inform you that the goods are ready for shipment.Much to our surprise, however, the covering L/C has not reached us even to this day. Please immediately check with your bank to ensure that it reaches us before the end of this month. Otherwise, we shall not be able to make delivery within the time limit agreed upon.In order to avoid possible subsequent amendments, please see to it that the L/C stipulations are in exact accordance with those of our S/C No. 7890.We look forward to receiving your L/C as soon as possible.Sincerely yours×××Unit Nine Other Modes of Payment 其他付款方式EX. V1. Messrs. Schneider & Kern have given us your name as their referee. We would therefore be much obliged if you could provide us with detailed information about their credit status.2. Any information about their financial standing and commercial integrity will be much appreciated and treated as confidential.(We would be extremely obliged if you could supply any information on theirfinancial status and commercial credit, which would be kept as confidential.)3. As a compromise, we suggest that 40% of the proceeds be paid by T/T and the balance (be paid) by irrevocable letter of credit at 90 days’sight.4. In order to pave the way for your sales-pushing (sales promotion), we exceptionally agree to accept payment by D/P at 45 days’sight.5. We have noted your request for payment by D/A and will revert to the matter (review it) with you when circumstances permit.EX. VIIDear Mr. SmithThrough our discussion by fax on July 8, we are pleased to inform you that your request for new terms of payment has been accepted, which will come into effect when you place your next order with us.As we agreed on, future transactions will be placed on a D/P basis with payment 30 days after sight, and we will ensure delivery to you within two months of receiving your order (on receipt of your order).We are looking forward to an early order from you.Yours sincerely×××Unit Ten Complaints and Adjustment 投诉与处理EX VDear CustomerI am writing to you to explain the reasons for the very poor service we have given over the past few months. You may have received incomplete consignments. You may have written and not yet received a reply. You may have tried to call us and not been able to get through. We have ten Customer Service lines with staff to man them, but once these lines are overloaded there is nothing we can do. Our correspondence staff are working all hours to catch up.The real problem goes back a long way and relates to our growth from a small familyfirm into a sizable business. Our working procedures have basically not kept up with our expansion.Last year, our old computer was replaced with new hardware and software, which we were told would solve all our problems and could expand as our business expanded. Unfortunately, this was not the case and the speed of processing orders slowed down, even though our staff were working round the clock.We were just about to abandon the system and revert to our old procedures for processing orders when a new version of the software was supplied. This speeded up the system and we are now catching up with the backlog of orders. By the end of this month we will be completely up to date.I know you don’t want to hear about our problems. You want your orders to be delivered promptly and correctly. I promise you that in future you can rely on us to do this and to respond to your inquiries courteously and efficiently.I feel that we owe you an apology but actions speak louder than words. We have taken on more staff, acquired a new warehouse and invested heavily in computer systems, all to provide the service which you need and of which we can feel proud.To end on a positive note, our new catalogue is enclosed and I am sure you will agree that our new product range is even more attractive and better value than before. We are working hard to continue to improve our service and I hope we can count on your support in spite of our recent problems.Yours sincerely×××以上为陶老师所发，部分课后习题答案。

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(2) please find;译：随函附寄我方价目表一份。

(3) of ;译：我方冒昧写信希望得到贵方关于东北大米的最优惠数量折扣。

(4) attention;译：如蒙贵公司即刻处理此事则不胜感激。

(5) to, to;译：承蒙AAA公司的史密斯先生把推荐，得知贵公司是伦敦的主要进口商之一。

(6) as;译：罗宾逊公司向我方介绍说贵公司是五金产品的主要经销商之一。

(7) learned/obtained/known/had/noted, from, in;译：我们从贵国驻悉尼大使馆的商务参赞处获知贵公司地址。

(8) Upon/On, specific;译：一俟收到贵公司的具体询盘，我方将立即给贵方航寄我方的报价单。

(9) general, various, available;译：为了使贵方对我方各种可供出口的罐装食品有个总体了解，我方随函附寄一本产品宣传手册。

(10) market;译：我公司现求购高质量的搪瓷制品。

(11) reference/information/consideration;译：应你方询盘要求，我方现随函附寄产品目录和价目单，供你方查阅。

现特随函附寄你方索要的我方产品插图目录和价目单。

2. 我们了解到贵方对中国瓷器非常感兴趣，特冒昧致函。

3.我方对中国的各种手工艺品很有兴趣，如蒙提供产品目录和报价将不胜感激。

4.我们很荣幸随信给贵方寄去一份我方各种颜色和式样蜡烛的最新价目单。

5.听说贵公司能够以较低价格大量供货，我公司打算从贵处购买。

Ⅵ. Writing.Dear Sirs,Your name and address has been given to us by Messrs. J. Smith & Co., Inc, in New York, who has informed us that you are one of the leading importers and Exporters of all kinds of textiles in China. We would like to establish business relations with you.We are large dealers of long standing and high reputation in New York, engaged in trading of various kinds of commodities. And now, we have an order to supply a hotel with table-cloths. Therefore, we should be obliged if you would send us some samples in handsome designs of medium and best linen.Since the need is heavy. When you quoting, please let us have your prices on FOBC 2% H.K. and your earliest shipment date.Your prompt reply to this enquiry will be appreciated.Yours faithfully,Key to exercisesUnit 3I. Fill in the blanks with proper words or expressions and then translate the following into Chinese.(1) quotation;(2) reference to;(3) liberty/opportunity, for;(4) subject to;(5) declining, found;(6) see our way, indicated;(7) on, high side;(8) At, in;(9) with;(10) at, toⅡ. Fill in the blanks of the following letter.accordance; pleased/happy; with; current; contains; in; with; attentionⅢ. Choose the appropriate words to fill in the blanks.discontinue; decline; line; increasing; reduction; quote; offer; covering; withdrawn; by returnⅣ. Translate the following into English.1. We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by September 20.2. We have learned 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 June 3, 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.5. With the reference to your inquiry of July 10th, we shall be pleased to supply 50 sets of scanner at the price of $110 each.6. We are sorry to know that you still find our reduced price too high. Anyhow, we do our best to keep the price as low as possible without sacrificing quality.Ⅴ. Translate the following into Chinese.1.很抱歉，因为这是一个实盘，我方无法考虑任何还盘，并以3月8日以前收到我方回复为准。

2.你方电报中关于每种图案至少订购10，000码的要求，我方不得不提醒贵方的是，你方3月20日以前的来信中要求的最少订量是8500码。

3.我们对不同的订购数量分别报出CFR哥本哈根价格，此报盘以我方最后确认为准。

关于相关样品，我们已经另行航邮给贵方了。

4.我们必须强调的是，由于市场对这种天鹅绒需求旺盛且现货供给有限，此报盘有效期为5天。

5.确认今天早晨的电话交谈如下：本公司提供给贵公司400磅稻米，每磅80美元CIF伦敦。

6.中国产天鹅绒窗帘质量上乘，做工精美，美观大方。

而且，众所周知价格适中。