商务英语翻译试卷第3套 答案及参考译文
商务英语unit3课文译文及练习答案
第三章市场营销学习目标：1、了解市场营销的定义2、了解市场营销的组合策略3、掌握市场细分和市场定位的方法课文一市场营销概述大约十年以前，如果你问IBM的高层管理人员他们是做什么的，他们可能会回答：“我们销售电脑的硬件和软件。
”由于缺乏市场远见，以产品为中心的IBM 公司没有注重客户的需求。
因此，当客户需求改变的时候，IBM却没有进行相应的调整，公司的业绩也大幅度下滑。
到90年代初期，大企业的市场份额和蓝筹股价急剧下跌。
在这段经济低靡的时期，IBM进行了一场具有重大意义的改革：所有的高层管理人员在与重要客户面谈之后，将客户的问题和要求上报给公司。
其实，在计算机市场，客户不但要从公司购买电脑的硬件和软件，更重要的是他们需要购买到能解决大量信息技术问题的方案。
现在，如果你要IBM的管理人员给他们的业务下个定义，他们会告诉你：“我们为客户的任何问题提供解决方案。
”大公司营销策略的转变取得了巨大的成功。
那么，什么是市场营销呢？市场营销的定义美国市场营销协会将市场营销的定义为：计划和执行观念，商品和服务的构思，定价、促销和分销以便产生满足个人、组织和社会目标的交易的过程。
IBM的营销经理们如果想要取得好的销售成绩，他们必须要明白客户的需要就是他们的目标。
如果不遵循这一原则，他们生产出来的产品将一无是处，也无人问津。
“找到客户的需求并且尽力满足”就是市场营销的主旨，换句话说，就是要“找到一个市场，并为其服务。
”市场营销组合策略一旦确定了客户的需求，营销人员就应该尽力满足这些要求，有四点需要注意，第一，要求生产出合适的产品，这是物质基础。
要使产品能尽量接近客户的要求，企业就要通过改变现有产品类型、改进产品的特点和包装或用另一种方法来描述这个产品等方式生产出“量体裁衣”型的产品。
第二点是关于交付货物的整个体系：生产者必须及时将货物运至消费者可以购买到的地方。
第三点就是消费者可以通过广告被告知这个商品的用途，营销人员应该与客户沟通，并说服他们购买。
商务翻译(英译汉) Unit 3 Sino-UK Trade Ties
•3. He felt a rush of fear churning his stomach. • 译1：他感到一阵恐惧涌上胃口。 • 译2：他感到一阵恐惧涌上心头。
• 4. He bent solely upon profit. • 译1：他只屈身于利润之前。 • 译2：只有利润才使他低头。 • 译3：他惟利是图。
•3. 检测 •校测是对理解和表达质量的全面检查，是纠正 错误、改进译文的极好时机，切不可认为是多余 之举。优秀的译者总是十分重视校核的作用，总 是利用这一良机来克服自己可能犯下的错误，初 学翻译的人就更应该如此了。最有效的检测方法 有以下四种： •（1） 邀请几位读者代表朗读译文； •（2） 仔细分析朗读者的面部表情； •（3） 请听过译文朗读的人向没有听过朗读的 人讲述内容； •（4） 填空检测法。.
例如：
• There is no sky in June to blue that it does not point forward to a bluer； no sunset so beautiful that it does not waken the vision of a greater beauty, a vision which passes before it is fully glimpsed.
商务英语翻译试卷第3套与答案
《商务英语翻译》试卷（第3套）Ⅰ、Multiple Choice (20 points, 2 points for each)1.The documentary credit offers a unique and universally used method of achieving a commerciallyacceptable compromise by providing for payment to be made against documents that represent the goods and make possible the transfer of rights to those goods.A.跟单信用证提供了一种独特的、全世界通用的方式，即凭代表货物的单据付款，从而使货权的转移成为可能。
这是一种商业上可以折衷的方法。
B.跟单信用证提供了一种独特的、全世界通用的方法，即凭代表货物的单据付款，从而使货权的转移成为可能。
这是一种商业上可以接受的折衷方式。
C.跟单信用证提供了一种独特的、全世界通用的，一种商业上可以接受的折衷方式，凭代表货物的单据付款，而使货权的转移成为可能。
D.跟单信用证提供了一种独特的、全世界通用的，商业上可以接受的折衷方法，凭代表货物的单据付款，从而使货权的转移成为可能。
2. A developing economy with an impressive development plan requires large imports of capital goods,technology, raw materials and other inputs and consumer goods to carry out the plan effectively.A.为了有效地实施其发展计划，一个具有宏伟发展计划的发展中国家可能需要对资本货物、技术、原材料和消费品及其它产品加以大量进口。
商务英语翻译试卷第3套
商务英语翻译试卷第3套I. Multiple Choice (20 points, 2 points for each) 1. The documentary credit offers a unique and universally used method of achieving a commercially acceptable compromise by providing for payment to be made against documents that represent the goods and make possible the transfer of rights to those goods.A. 跟单信用证提供了一种独特的、全世界通用的方式，即凭代表货物的单据付款，从而使货权的转移成为可能。
这是一种商业上可以折衷的方法。
B. 跟单信用证提供了一种独特的、全世界通用的方法，即凭代表货物的单据付款，从而使货权的转移成为可能。
这是一种商业上可以接受的折衷方式。
C. 跟单信用证提供了一种独特的、全世界通用的，一种商业上可以接受的折衷方式，凭代表货物的单据付款，而使货权的转移成为可能。
D. 跟单信用证提供了一种独特的、全世界通用的，商业上可以接受的折衷方法，凭代表货物的单据付款，从而使货权的转移成为可能。
2. A developing economy with an impressive development plan requires large imports of capital goods, technology, raw materials and other inputs and consumer goods to carry out the plan effectively. A. 为了有效地实施其发展计划，一个具有宏伟发展计划的发展中国家可能需要对资本货物、技术、原材料和消费品及其它产品加以大量进口。
BEC第三辑test3真题(试题仅阅读部分)及参考答案
这是我根据文库里的一份资料单独整理出来的BEC第三辑TEST3，可能又不完整及缺漏之处，望大家能够理解。
谢谢! PART 11 This businessman has successfully targeted a different group of consumers.2 With careful forward planning, this businessman is helping the company survive a difficult period.3 The company is now more open to change because of this businessman's way of thinking.4 This businessman has made and implemented certain decisions despite opposition to them.5 This businessman has achieved some success by misleading people about his intentions.6 The abilities of this businessman were previously doubted by the company that employs him.7 This businessman is admired for his ability to manage a number of business interests.'Businessman of the Year' AwardA :James King: Chief Executive of Fentons FinanceKing was nominated for the quality of his leadership, with the judges claiming that the Fentons Finance boss is almost revered by his team. He is credited with reinventing Fentons Finance - revitalising its culture of inflexibility, removing outdated pre-merger barriers and playing a brilliant tactical game. He led everyone to believe he was opposed to large mergers and then jumped on the Westcombe Bank opportunity at just the right moment. History will be the judge, but for now the markets consider King to be a star.B Keith Nash: Chief Executive of Hamley's SupermarketsNash took over as CEO when Hamley's systems and distribution were out of date and the brand badly needed freshening up. He began refocusing the brand at the higher quality end of the food market and launched several own-brand initiatives for the health conscious. As a result, the share price has gone up nearly 80 per cent. This should be extremely satisfying for Nash, who had left the retailer in 1986, disappointed after failing to secure the top job.C Jorge Marquez: Chairman of the Kenwick GroupMarquez was a popular choice for his achievements at Kenwick. The judges say he has been courageous in pushing through the appointment of controversial or inexperienced chief executives to companies within the group, and then sponsoring them as they transformed their businesses. He operates as a 'virtual' chairman, without a permanent office in any one company. He phones his CEOs regularly, and several of them have acknowledged the vital contribution he makes to their effectiveness. Everyone is impressed at how he also finds the time to be chairman of two other large companies.D Richard Jenkins: Finance Director of Centron AdvertisingLabouring in the shadow of a high-profile boss can sometimes draw attention away from the finance director, and the judges considered it was high time Jenkins got that attention. The CEO may be the public face of Centron, but Jenkins is the one who makes it run smoothly. Behind the scenes, he is constantly demonstrating that budgets and forecasts are what is needed to make a company successful, particularly now that the advertising market has been hit by recession. It is largely thanks to him that Centron is in much better shape than its rivals.Part 2(这个可能分段有错误)Setting up an appraisal schemeAppraisals can be a wonderful opportunity for your staff to focus on their jobs and make plans to develop their unused potential. (0) ..........So, if you have decided that an appraisal scheme should be set up in your company, you need to establish some formal procedures and make some decisions before you begin. Even if your company already has a scheme, you need to consider what you want to achieve and how you are going to do this.First of all, you need to decide on your key objectives and the real purpose of your scheme.(8).............A scheme should never be introduced at a time of redundancies, or simply for profit or competitive edge, because this will create fear and alienate staff. The next step is to decide how the scheme can most successfully be managed. It is essential that all senior staff are committed to the process and willing to make a positive contribution.The person given responsibility for designing the scheme and the appraisal forms needs to have knowledge of all roles within the organisation. He or she must also be aware of employees' potential needs. (9).............It should be someone who is trusted and whom staff will turn to if they are concerned about their appointed appraiser or the appraisal interview. The design of the scheme should indicate who will be appraising whom. This needs great tact and sensitivity. First, remember that no manager can effectively appraise more than seven or eight people. It is equally important to remember that, if significant numbers of staff are appraised by someone they dislike, or by a person whose values they do not share, the success of your scheme may be threatened.(10) ............. So bear this in mind from the beginning and, if necessary, establish an appeals procedure.Having decided on your policy and who will appraise which members of staff, you need to communicate this in the simplest possible way. Avoid lengthy documents - few people will read them. (11).............Most organisations choose a person's line manager to be the appraiser. This can be seen as an opportunity or a threat, so be ready to consider alternatives if necessary.Once you have established the appraisal process, make sure that appraisal interviews take place at a convenient time, and ideally on neutral ground. It should be borne in mind that some appraisals may involve the disclosure of confidential information. (12) .............These will show the decisions that were taken during the interview and will also indicate any new performance targets that have been agreed.A It is important to select a manager who can deal effectively with any suspicions staff may have about appraisals.B Such a measure can also reduce insecurity and unite staff in recognising the positive elements of appraisal.C Having even one staff member in such a position may affect how others respond to the process.D Ideally, this should be to provide a supportive framework that aids staff development.E Simply make sure that staff know who will appraise them and why, and what form the interview will take.F It is therefore important to decide who will have access to written records of the appraisal.G They can also be a means of getting the best out of staff, both as individuals, and as team members.PART 3(这个可能分段也有错误)SHEER GENIUS - OR A W ASTE OF TIME?Encourage your original thinkers and live with their strange habits, says Alan Worthin. If one of your research staff announced that he had worked out a way to propel a vehicle on a cushion of air, would you tell him to concentrate on something practical, or suggest taking it further? If a member of your development team asked if she could come in late because she had her best ideas at 3 am would you insist that she is in the office at 9 am like everyone else?Current business wisdom is that companies need creative, innovative people to beat competitors. The reality is that companies have always needed new ideas to survive and progress, but in the past they weren't particularly good at encouraging the people who produced them.Original thinkers don't always fit easily into the framework of an organisation. However, the advice from managing director, John Serrano is, 'Get rid of the dull people and encourage the unusual ones'. Essentially, he believes that companies need to learn how to manage their original thinkers in order to ensure that the business profits from their contribution. He also says, 'Original thinkers often find it difficult to drive change within the organisation, so they resign, feeling angry and disappointed. It is essential to avoid this.''You can't recognise original thinkers by the way they look,' says Ian Freeman. An apparently ordinary exterior can conceal a very creative thinker.' His consultancy, IBT Personnel, has devised a structured way to identify original thinkers. 'We define employees as champions, free-wheelers, bystanders and weak links, and most original thinkers come into the category of free-wheelers. They may miss deadlines if they become involved in something more interesting. They are passionate and highly motivated but have li ttle or no understanding of business directions and systems.'Headhunter George Solomon also thinks original thinkers have their disadvantages. 'They may have a bad influence within an organisation, especially given the current management trend for working in teams. The original thinkers themselves may be unaware of any problem, but having them around can be disruptive to colleagues. who have to be allowed to point out when they are being driven crazy by the original thinkers' behaviour.' Yet, in his opinion, the 'dream team' in any creative organisation consists of a balanced mixture of original thinkers and more practical, .realistic people.So, having identified your original thinkers, how do you handle them? One well-known computer games company has a very inventive approach. 'We encourage our games designers by creating an informal working environment,' says director Lorna Marsh. 'A company cannot punish risk-takers if it wants to encourage creativity. Management has to provide support, coaching and advice - and take the risk that new ideas may not work. Our people have flexible working hours and often make no clear distinction between their jobs and their home lives.'Original thinkers may fit into the culture of 21st century organisations, but more traditionalorganisations may have to change their approach. Business psychologist Jean Row believes that the first step is to check that original thinkers are worth the effort. 'Are the benefits they bring worth the confusion they cause? If so, give them what they want, allow plenty of space, but set clear limits. Give them extremely demanding targets. If they fail to meet them, then the game is up.But if they succeed, your organisation stands only to gain.'13 It is important for a company to encourage original thinkers because_____A this allows it to promote innovative products.B this enables it to stay ahead of its rivals.C they are very flexible about their working hours.D their talents are ideally suited to the market.14 John Serrano thinks that original thinkers should be_____A helped to develop better people management skills.B asked to manage change within the organisation.C supported so they can perform well for the company.D encouraged to follow company procedures.15 What does Ian Freeman say about original thinkers?A They are unenthusiastic and poorly motivated.B Their work standards are impossibly high.C Their abilities are hard to recognise.D They lack awareness of commercial processes.16 What problems can be observed when there are original thinkers in the workforce?A They may have a negative effect on other workers.B They dislike the concept of teamwork.C They rush tasks through to completion.D They cannot work with less creative colleagues.17 In what way is the games company's approach to original thinkers special?A It allows them to work from home whenever they wish.B It uses different forms of disciplinary action for them.C It promotes a relaxed atmosphere in the workplace.D It encourages them to reduce the risks that they take.18 A traditional organisation wishing to employ original thinkers needs to _____A provide them with projects they are interested in.B assess whether their contribution makes up for any problems.C have a flexible approach if goals are not always achieved.D be prepared to handle any negative feedback from colleagues.PART 4Who Benefits Most from Company Training?According to recent research, the better educated and the higher up the socio.economic scale you are, the more likely you are to be offered workplace training. And, incidentally, the more likely you are to then turn (19) the offer, pleading family and personal commitments or (20) of work. Less qualified staff, on the other hand, are offered fewer training opportunities, but are more eager to (21) them up. In fact, people with few or no educational qualifications are three times morelikely to accept training when it is offered.In the majority of companies, more (22) are allocated to management training than to other areas. Employers (23) their better qualified staff as more important to the business, so they pay them accordingly and invest more in them in (24) of training. This is (25) by the fact that organisations are dependent on properly (26) managers making the right decisions. But this (27) may mean that companies are (28) other parts of the workforce down.The researchers found a growing demand for training among the lower-skilled.Unfortunately this demand is not being (29)by employers, even though there are strong indications that companies would benefit from doing so. They also discovered that, despite the substantial (30) between the training provided for managers and that offered to other staff, there was still widespread endorsement of training.For the purposes of the research, training was defined as any (31) of planned instruction or tuition provided by an employer with the aim of helping employees do their work better. It therefore included a wide variety of approaches. On-the-job and classroom training (32) to be used equally by employers. But learning on the job, which involved observing a certain procedure and then practising it, was easily the most popular method for all categories of employee. While many felt that learning from colleagues was best,very few (33) the internet as an effective way to train.19 A back B over C down D off20 A force B pressure C strain D load21 A pick B keep C take D put22 A means B reserves C finances D resources23 A imagine B regard C suppose D know24 A requirements B specifications C states D terms25 A allowed B approved C justified D accepted26 A understanding B intelligent C informed D knowledgeable27 A stress B emphasis C weight D strength28 A letting B cutting C breaking D setting29 A reached B achieved C gained D met30 A space B gap C hole D room31 A frame B structure C form D order32 A showed B appeared C demonstrated D presented33 A rated B thought C marked D believedPART 5 没有找到答案PART 1 答案《‘Businessman of the Year' Award》年度企业家奖。
商务英语Chapter 3参考译文及答案
2．货品：QWB-016锦缎电脑包
价格：宁波离岸价每只8.36美元
由于行情下跌，建议贵公司早日接受。
盼望早日得到答复。
马丁·克朗
Lette
尊敬的马丁先生：
兹收到贵公司3月7日要求让利五个点的邮件，非常感谢。
我们十分遗憾地通知您，由于上涨的人力成本，我们现无法给您这么大的折扣。坦白说，手工艺品市场目前仍然坚挺且有上升的可能性。因为在可预见的未来价格几乎不可能会下滑。
急盼复！
附言：可以有您的MSN号或/和skype号吗？
塞缪尔·陈
尊敬的陈先生：
我公司是加拿大主要的工艺品进口商之一。我在今年四月的第111届广交会上拿到了贵司的目录与您的名片。
现我们对贵公司的锦锻手袋，尤其是货号为QWB-012和QWB-016的产品十分感兴趣。希望您能基于每款五千的数量对上述两个货号报最好离岸价，以及最短的生产周期。
兹复，很遗憾，我处客户认为贵公司价格过高，且与本地现行市场水平不一致。贵公司可能了解，一些印度尼西亚商人正在削价销售。毋庸置疑，市场竞争激烈。
我们不否认贵公司锦缎手袋质量稍好，但差价决不至于高达5%。为促进贸易，谨代表客户还价如下：
1．货品：QWB-012泪珠状晚装锦缎手袋
价格：宁波离岸价每只4.56美元
Chapter 3
Learning Aims
学完本章，学生应能：
1．根据不同的潜在客户分清具体询盘与一般询盘；
2．熟悉询价单、报价单以及价目表；
3．提高还盘处理能力；
4．掌握商务谈判的信件的结构以及相关术语和表达方式；
5．熟悉一些工艺品的名称；
6．学会分析案例，并撰写商务谈判的信函。
Background Information
2024英语三级笔译(Catti 3)实务真题及参考译文
2024年英语三级笔译（CATTI3）实务真题及参考译文1.英译汉（原文）The last vestiges of Covid Restrictions have finally been removed, and international tourism is exploding—more than 900 million eager tourists took to the skies in 2022, doubling the number from 2021.But as world travel recovers from the pandemic, the rise in tourism is, among other things, overwhelming foreign infrastructure, disrupting local residents and diminishing the overall tourist experience.Although tourism still boosts the economies of hotspot cities, municipal authorities are concerned about the impact over tourism has on their communities and cultural heritage sites and have thus started taking matters into their own hands to mitigate overcrowding.To counter the downsides of overtourism, the travel industry can utilize tech-based tools that combat the root causes of tourist congestion and actively encourage travel to lesser-known places, thereby satisfying tourists without burdening the local residents.According to one study, when tourist numbers exceed a city’s carrying capacity, residents’ perception of their home as a good place to live begins to deteriorate, increasing feelings of resentment toward tourists during peak seasons.Amsterdam, with its picturesque canals, stunning brick architecture and leisurely bicycle paths, is just one of several cities reeling from the effects of overtourism; more than 20 million tourists are anticipated to visit the city this year alone.To curb the flow of visitors without destabilizing the tourism market, the city introduced a cap on overnight guests and is proposing further measures that include relocating some popular tourist attractions to outside the city center—or even removing them altogether.To give the city more “breathing space”, the mayor of Dubrovnik（杜布罗夫尼克，克罗地亚城市）shut down 80% of its souvenir stalls and restricted cruise ship and tour bus operations. City officials in Barcelona instituted taxes for overnight tourists and barred entry to certain food markets. And in Venice, officials banned the development of new hotels and installed turnstiles along popular routes to redirect tourist traffic.To thrive with resident communities, the tourism industry must cultivate a new approach that better serves local interests when promoting destinations and trip options.Marketing trips through the use of thoughtful ad campaigns and tech tools that inspire tourists to venture away from conventional hotspots and explore lesser-known attractions could lead to a more even distribution of travelers across various destinations.To that end, dispersing tourists should be a top business goal for travel providers rather than focusing only on the high-traffic destinations. This not only enables travelers to genuinely experience diverse cultures but also provides vital support torural-located businesses, restaurants and cultural establishments, which stand to gain the most from tourist dollars.In order to empower travelers to visit new or unfamiliar destinations, the industry should consider leveraging tech-based tools to convince them. Airbnb（爱彼迎公司）, for example, rolled out flexible search features in 2021 that divert bookings away from destinations at times when overtourism occurs, encouraging tourists to make accommodations in alternative cities or towns.With tourists overrunning major destinations, the tourism industry and local municipalities must find some middle ground. Heavily visited cities will otherwise be forced to impose further tourist restrictions, putting an entire revenue stream at risk.1.英译汉（译文）新冠疫情最后剩余的限制终于被解除，国际旅游业也因此迎来了爆发式增长——2022年，有超过9亿热切的游客乘飞机出行，人数是2021年的两倍。
商务英语翻译试题(三)试卷及答案_3
商务英语翻译试题（三）Ⅰ词汇测试题：（2题，每题10分，共20分）1．该组有10个商务英语英文词或词组，下面均有英文词或词组来进行解释。
请将正确的选项标出，要求英英转换意义准确，符合商务英语规范。
（10分）(1) creditA. a kind of moneyB. a method of paying at a later timeC. currencyD. charge or service(2) assignA. to take or move outB. to put sth in a particular orderC. to choose or give a particular job to sb.D. to decide how sth will be made(3) to performA. to project a programB. to contribute a fundC. to do an action or piece of workD. to cater for(4) to withholdA. to offer something for a decisionB. to have a particular right to doC. to put something in a particular orderD. to refuse to give or to keep back(5) to scheduleA. to take on responsibilityB. to trust in someoneC. to bring in a consultantD. to list or state details(6) reimbursementA. to chargeB. to pay back esp. moneyC. to claim for damagesD. to ask for(7) qualifyA. to make sth. BetterB. to cause sb. to have the legal right to have or do sth.C. to choose sb. officially for a jobD. to pay for the damage(8) put forwardA. to arrange for somethingB. to come on somethingC. to put on an eventD. to suggest an idea for consideration(9) to boostA. to take back or to removeB. to refuse to giveC. to become less in number or smallerD. to improve or increase(10) to comply withA. to comfortB. to contractC. act in accordance withD. to cash on delivery2. 该组有10个商务英语英文词或词组，下面均有汉语词或词组来进行解释，请将正确项选出，要求英汉转换意义准确，符合商务英语规范。
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商务英语翻译第3套答案和参考译文I.Multiple Choice (20 points, 2 points for each)1. B2. D3. C4. C5. B6. A7. C8. B9. B 10. DII.Phrase Translation from English to Chinese (20 points, 1 point for each)1.the percentage of defective products 次品率2.under separate cover 另函3.virtual bank 虚拟银行4.Shipping Instructions Form 装船指示单5.intellectual property知识产权6.synopsis of minutes 会议纪要7.bankrupted stock 破产人存货8.to tap the market 开发市场9.customs clearance 结关，海关放行10.payment of the balance 支付余额11.credit references 信用备询人12.shipping documents 装运单证13.warehouse to warehouse 仓至仓条款14.corporate charter 公司章程15.shares of stock 股票16.instrument of pledge 抵押契据17.debtor nations 债务国18.International Monetary Fund [IMF] 国际货币基金组织19.Multilateral Agreement on Investment 多边投资协定20.documentary credits 跟单信用证III.T ranslation Improvement from English to Chinese (20 points, 2 points for each)1.原文：The Stock Exchange of Hong Kong Limited takes no responsibility for the content of thisannouncement, makes no representation as to its accuracy or completeness and expresslydisclaims any liability whatsoever for any loss howsoever arising from or in reliance upon thewhole or any part of the contents of this announcement.译文：香港联合交易所有限公司对本通告的内容概不负责，对其准确性和完整性也不发表声明，不会就因整个通告或者通告中任何部分的内容而招致的任何损失承担任何责任，也不会因信赖整个通告或者其中任何部分的内容而招致的任何损失承担任何责任。
修改：香港联合交易所有限公司对本通告的内容概不负责，对其准确性和完整性也不发表声明，同时还明确表示不会就因整个通告或者通告中任何部分的内容而招致的任何损失承担任何责任，也不会因信赖整个通告或者其中任何部分的内容而招致的任何损失承担任何责任。
2.原文：Because some hand gestures and body movements are acceptable in one culture yet deeplyoffensive in another culture, they are rarely an appropriate communications aid in internationalnegotiations.译文：由于有些手势与形体动作在一种文化习俗中可以接受，而在另一种文化背景中却是攻击性的，因此这些手势与动作在国际谈判中就不适合于作为思想交流的辅助手段。
修改：由于有些手势与形体动作在一种文化习俗中可以接受，而在另一种文化背景中却让人反感，因此这些手势与动作在国际谈判中就不适合于作为思想交流的辅助手段。
3.原文：And now for the good news: Stockholm residents enjoy sunbathing in November. Antarctictourism is booming. Siberia has become the world’s breadbasket.译文：这是令人庆幸的消息：斯德哥尔摩居民在十一月尚能享受日光浴，南极的旅游业日趋兴旺，西伯利亚成了世界上最大的面包筐。
修改：这是令人庆幸的消息：斯德哥尔摩居民在十一月尚能享受日光浴，南极的旅游业日趋兴旺，西伯利亚成了世界粮仓。
4.原文：Assuming the laboratory te sts go well, and you can quote us a competitive price, we’d certainlybe able to place more substantial orders on a regular basis.译文：若实验室的检测合格，且你们给我们的是竞争性报价，我们一定会定期大量定货的。
修改：若实验室检测合格，且你们给我们的报价具有竞争力，我们一定会定期大量定货的。
5.原文：It’s not rarely that they collect the f eedback information of their products directly from the marketfrom all angles.译文：他们常常从市场的各种角度收集直接反馈的产品信息。
修改：他们常常从各种角度收集市场直接反馈的产品信息。
6.原文：Gold being quite inconvenient to carry around for spending purposes, inevitably governmentsissued paper certificates that were pledged to be redeemable in gold metal.译文：因为购物需要而携带黄金很不方便，各国政府就发行作为纸币发行的证书，保证这些证书可以兑现黄金。
修改：因为购物时携带黄金很不方便，各国政府就发行作为纸币发行的证书，保证这些证书可以兑现黄金。
（或者：既然因为购物需要而携带黄金很不方便，各国政府就发行作为纸币发行的证书，保证这些证书可以兑现黄金。
）7.原文：The moderate price coupled with the superiority of our goods will surely induce you to pass usorders.译文：由于价钱公道，货物优势，相信贵公司必乐于向我们定购。
修改：由于我公司产品物美价廉，相信贵公司必乐于向我们定购。
8.原文：Cargo insurance is to protect the trader from losses that many dangers may cause.译文：货物保险会使贸易商免受各种风险所可能造成的损失。
修改：货物保险会使贸易商免受各种风险所可能造成的种种损失。
9.原文：All services in business – such as gift wrapping, delivery, and credit – have some amount of costsassociated with them, and these costs must be covered by higher prices.译文：商业中所有的服务——诸如礼品包装、送货以及赊帐——都有相应的成本，它们要靠较高的价格来弥补。
修改：商业中所有的服务——诸如礼品包装、送货以及赊帐——都有相应的成本，而这些成本要靠较高的价格来弥补。
10.原文：Another factor behind the increase in merger activity is the record performance of stock markets,which has enabled companies to finance major acquisitions on the strength of their inflatedshare prices.译文：导致合并不断增加的因素是股票市场的空前繁荣。
股票市场的空前繁荣使得公司可以依赖其上涨的股票价格去资助各种大规模的购进。
修改：导致合并不断增加的另一个因素是股票市场的空前繁荣。
股票市场的空前繁荣使得各家公司可以依赖其上涨的股票价格去资助各种大规模的购进。
IV.Business letter Translation from English to Chinese (20 points)参考译文：敬启者：贵公司于五月十五日来信投诉经由“海洋皇帝号”装运的棉花出现问题，本公司非常遗憾。
经彻查，证实该批货物离埠时完好无缺，提货单可作证明。
相信损坏是发生于运送途中，因此本公司不能答应为贵公司的索偿负责。
因此，本公司建议贵公司应向有关的船务公司，即皇帝船务公司，提出索赔。
本公司感激贵公司知会本公司上述事宜，亦乐意代向有关船务公司商讨赔偿问题。
盼望能尽早解决有关问题。
销售部主任马克·约翰逊谨上2005年5月20日V.Contract translation from English to Chinese (20 points)参考译文：(1)技术资料是指许可方拥有和/或开发的正受保护或不受保护的图纸、说明、技术数据、程序、技术和质量标准和其它的有据的技术信息，包括计算机程序、专有技术的解释和说明、涉及到合同产品的设计、制造、安装和检验等方便的信息，许可方对披露上述资料有充分的、自由的权利。
技术资料的具体描述，详见附件二。
(2)买方须于中国银行收到卖方下列单据，并经审核证实无误后的二十天内向卖方支付350,000美元，但此款项的支付不得早于合同工厂第一次达到附件六所规定之质量保证指标的95％以后的12个月，或本合同签字后的65个月，以早到的日期为准。