外经贸英语函电与谈判答案

习题答案:Exercises 2 Translation
Lesson2
1. Through the courtesy of Messrs, Freeman Co., we learn that you are one of the leading
importers of light industrial products in your country
2. We are a state –owned corporation, specializing in the export of metals, and have engaged in
this line of business for many years .our products have won favorable comments abroad
3. We are desirous of establishing business relations with your corporation so as to c\expand the
sales of our products at your end
4. The commercial counselor‟s office of your embassy in china has informed us that you intend
to import lathes form china and we and writing to you in the hope that we any establish
business relations with you in this line
5. We will send you our quotations and samples immediately upon receipt of your specific
enquiry
6. Please let us know your specific requirement so that we can send you by separate post our
catalogue and quotation
Lesson3
1. Smith &Co, in Vancouver has written to us that they wish to act as our agent for handicrafts
in Canada. They have given us your name as their reference. .we are therefore writing to you with the request that you would obtain for us any information about the company, we thank you in advance.
2. We should appreciate it if you could obtain for us all information bouts the financial and
credit standing of Messrs, James Neil &co. in London. The reference they have given us is their bank, Hongkong and Shanghai banking corporation.
3. Messrs. Armstrong &.smith co. have written to us with the hope to open up business relations
with us .before trading with them, we would like to know their credit status and should be pleased to enter into trade relations with your firm but hope that you will provide us with two bank reference so that we my proceed with negotiation of business.
4. The firm enquired about in your letter was founded in 1970with a capital of US $100,000 and
an annual turnover of US $300,000. It is learned that they had a profit of US$50,000 last
year.
5. Messrs, William baker &co. you inquired about are a large importer of textiles. The
maximum credit we granted to them is 5,000 in the past and they can meet their obligation in time.
Lesson 4
1Specializing in the import and export of various light industrial products, we are a state-owned corporation and have had business relations with Gordon &company at your end for many years. 2We have learned that you are in a position to export cameras of the latest model RX31.we are therefore writing to you and hope that you will send us a copy of the catalogue .in the meantime, please let us know the lowest price so that we can approach our clients for sales.
3.Please be informed that we are one of the largest importers of silk in the world we have been importing this item from Japan and now intend to extend our business to import the same from china
4We hope you will inform us of the main items you can export. It would be better if you could send us a few copies of your export catalogues and cutting samples of various kinds of silk for our choice.
5With regard to your enquiry of the 4th March for spanners, we, first of all, express our regret for not being unable to quote you promptly as our manufactures have to look into the possibility of meeting your special requirement.
6As regards your enquiry for Teases; we are pleased to inform you that the manufacturers have agreed to supply you with 100sets through our repeated effort.
Lesson5
We have received your letter of …and wits to quote for elephant brand adjustable wrenches as follows:
5‟‟ at U$6.-per doz.
6‟‟ at U$7. - Per doz.
7‟‟ at U$8.-per doz.
The above prices are on CIF Karachi basis, subject to our final confirmation.
Referring to our offer of the 10th March for Files, we regret to say that so far we have not yet received considerable orders recently, if you consider this item suitable for your need we suggest you place your order immediately; otherwise we cannot assure you of the time of shipment as quoted.
Since we quoted you last month for Absorbent Gauze we have received quite a lot of orders and now our stock is getting low. If you are interested in this article please let us know at once so as to avoid disappointment
We regret being unable to accept your counteroffer. Since we quoted you have concluded business with many clients at the price originally quoted. Therefore, if you are still in need of this item please place your order without delay.
We have received your letter of 18th April and now have pleasure in offering you 20metric tons Iron Nails,1 1/2at US$500per metric ton CIF Nagasaki ex-stock ,other terms being same as before .The above offer is valid subject to your reply reaching here before the 10th May.
Lesson 6
E-mail replaces the telegram because the former is more economical and faster than the later.
E-mail is one of the most popular features of INTERNET.
The last second word in the domain usually has its special meaning, such as …ac‟in theUnited Kingdom, New Zealand and Japan having the meaning of ''academics” and so on.
Plc, Ltd stands for business
Gov stands for government site
Mod stands for Ministry of Defense
Net stands for networks
Acronyms can be used in E-mail, such as:
2LB means too late
AFAIK means as far as I know
B4N means bye for now
CUL means see you later
Lesson 7
The old designs you require is no longer available from stock .we have today sent you a sample of the latest design and if you consider it suitable we are in a position to supply the goods immediately from stock.
The Hand Bags we offer are all made of the best leather and are available in a wide range of styles and colors to meet the requirement in your area.
In order to keep our prices as low as possible without affecting the quality of our products, we have been looking into new methods of production. If you could take into consideration the quality of our products we are confident that you will find our quoted prices not excessive at all. Considering the long business relations between us, we have decided to grant you a 5% discount on an order over 1,000 pairs .we make this concession because we wish to open up business with you and lay a foundation for future business.
Our portable typewriter is made of light hard alloy, being convenient in carrying and durable in use
Lesson8
You are probably aware that there is urgent demand for the goods on our market .we deem it necessary to stress that the goods should be shipped on time. Any delay in shipment on your part will be detrimental to the future business between us.
Enclosed please find a trial order for 300 Bicycles. If the quality of your products proves to be satisfactory to us we will place large orders.
We are satisfied with the result of the negotiation held in Shanghai .Enclosed we are sending you our order NO.97 for 500 Alarm Clocks for trial sales on our market .we are confident that you will execute this order carefully.
We have received your letter of the 10th August, enclosing S/C No.90SP-5861 in duplicate against our order No.100 for 500 sets of Sewing Machines. Attached hereto is a copy of the said sales Confirmation, duly countersigned. Please find it in order.
Lesson 9
We very much regret that we cannot agree to make payment before shipment.
For this transaction we exceptionally agree to make payment by L/C but for future transitions, we would ask for more favorable payment terms, I .e, D/P.
Owing to the high expense for the opening of L/C here, we suggest that after shipment, you draw on us a sight draft for collection through your bank against the shipping documents. We assure you that as soon as the draft is presented we will make payment.
While thanking you for your order for 50reams of glass paper, we regret being unable to agree to payment by D/A as it is our usual practice to accept payment by L/C only and you cannot be regarded as an exception
In view of the long business relations between us, we will, as an exception, accept payment terms by D/P 30 days for your present trial order and hope you will accept our terms.
We ask for payment by confirmed, irrevocable letter of credit in our favor, available by draft at sight, reaching us one month ahead of the stipulated time of shipment, remaining valid for negotiation in China until the 15th day after the time of shipment, and allowing transshipment and partial shipments
Lesson 10
Your L/C No…against S/C No…has been received but we find all terms in order except that t he price terms CFR have been wrongly typed as CIF. Will you please amend the L/C accordingly .in
case you wish us to insure the shipment at your cost, we shall be glad to do so upon receipt of your advice.
We have received your L/C No… against our S/C No… on examination; we find that the unit price stated therein is US $3.25per piece, whereas the contracted price is US $3.52. We think this must be a clerical error and you are requested to amend it accordingly.
We have received your L/C No…, against S. /C No… but found its amount is US$500 short .you will find the shortage by referring to the said contract .it is hoped that you will make it up at your earliest convenience.
Referring to our S/C No…, which comes to an amount of US$9, 250, we wish to inform you that we have now just received your L/C No…Which is in an amount of 9, 2520.this is an apparent mistake and we should appreciate your amending it without delay.
This is to refer to our S/C No…against which your L/C No…, was received much later than the deadline stipulated .with the rising cost of material over the past months, we have been compelled to adjust our price for the contracted goods to US$5.00 per dozen CIF New York. Therefore, the unit price in your L/C should be amended correspondingly with the total amount to be increased to US $5,000. Please do the needful at your earliest convenience.
Your L/C No…for S/C No…has been received but we have found that the time of shipment not in conformity with that stipulated in the S/C. the S/C No…stipulates fo r shipment in April/May while your L/C calls for shipment in April, 20…Although we will try our best to ship the goods in April the L/C should be amended according to the sales confirmation
Lesson11
Please pay special attention to the packing as otherwise the goods may be damaged in the course of transport.
The packing must be in line with local market preference.
It would be better if small packing is available
We will change you for the designated packing as it calls for extra labor and expense.
We have conveyed your opinion about the packing to the manufactures and they agree to adopt your suggestion for your next shipment.
There is the picture of the goods on our polythene bag and cardboard box and it will help the customers see what they are buying
Our export Towels are packed in cardboard boxes of half a dozen each, in one color. If you would like to have Towels assorted in two on more colors in one box you have to bear the extra cost. Every 10dozen is packed in a carton.
We wonder if you could pack the goods according to our requirements ,I ,e .each Bath Towel in a polythene bag, 6pieces in different colors to cardboard box and every 10cardboard boxes to carton with two hoops outside.
Lesson12
We usually effect insurance against All Risks for 110%of the full invoice value .in case you have specific requirement for the insured amount or insurance coverage, please let us know and we will do our best , within our reach , to meet your requirement .However ,the additional premium involved is for your account.
Our clients ask you to quote CIF New York price because it is simpler to have the insurance taken care of by you .however ,they wish to have such information as the risks to be insured against ,the amount of insurance , the party with whom the insurance is to be covered .
In case of loss or damage to the goods ,you may file a claim supported by a survey report , insurance policy, statement of claim and other necessary documents within 60 days after arrival of the shipment with our insurance company‟s agent at your end.
Our price is quoted on CFR basis and consequently the insurance is to be covered by you. However , as soon as we ship the goods we will let you know the relative shipping position.
The people‟s insurance company of China maintains surveyors a nd agents practically in all main ports of the world l in case of loss or damage, insurance claim is payable at your end .
Our CIF prices are calculated without taking into consideration Insurance against any additional risks and we usually cover insurance against WPA.
Lesson 13
We are pleased to inform you that the bicycles under your order No.358 have been dispatched today per s.s. Shanghai scheduled to arrive at your port in the middle of March .Details are given below:
Quantity: 3 Cases
Marking and Numb ering: ABC in Diamond over “New York” with case number one to three below. Weight and measurement are given below the case number.
We trust the shipment will reach you in good order and give you full satisfaction so that you can place further orders with us.
We are pleased to confirm having received your order No.769 of 5th April , and would advise you that shipment will be made per s.s Dalian around the middle of May, well within the time you specified
With regard to the 10sets of Typewriters under our order No.742of the 14th March for shipment in April, we regret to have to remind you that so far we have not heard from you about the shipment, and must ask you to ship the goods without delay.
Lesson 14
We consider it too early to discuss the agency problem.
In order to market your products, we consider you should have a well –established firm to act as your agent, who can guarantee the sales you deserve, while we are in the position to meet this requirement.
If you appoint us your agent in Pakistan we will concentrate our effort on pushing the sales of your products, this being to the benefit of both parties
We have very wide connections and our reputation in this line is second to none. If you have no agent in our country we shall be only too pleased to offer our service as your agent.
We are prepared to appoint you as our agent for your district on a 3% commission basis, which will be remitted to your every three months after our receipt of the payments. The advertising expenses incurred to you for the promotion of sales of our products will be paid by us against the relative invoices.
Lesson 15
Please be advised that 500 cases of pork luncheon Meat under S/C No.89SF-36805 shipped ex s.s. Taishan arrived at Hamburg on the 9th October. On taking delivery of the goods, we found 5cease short. Please look into the matter and make up he short shipped5 cases together with the shipment under the S/C No .89SF-36845.
We very much regret to learn of the shortage of 5 cases of pork luncheon Meat out of the 500 cases shipped per s.s. Taishan against S/C 89SF-36805. according to the bill of lading, these 500
cases were really loaded on the carrying vessel at the port of shipment consequently; we are not responsible for the mater and suggest you‟re lodging a claim against th e shipping company.
We express our deep regret at the serious breakage of 2 cases Tumblers among the 10 cases against your order No.897. please be informed that this lot of goods is carefully packed and there is no defect in the packing materials used. We are sure that the damage must be caused through rough handling .as we have insured this shipment against breakage risk please file your claim with our insurance company‟s agents at your end.
We wish to inform you that 1,000 sets of Box Socket sets covered by our order No.764 arrived her ex Huangshan. On account of the extreme inferiority of the goods, our clients will refuse to take delivery of them even if you make an allowance.
As informed in our previous letter that the goods you shipped and of extremely inferior quality and that our clients are unwilling to take delivery of the goods, we wonder if we should return them or keep them in our warehouse at your disposal.
Lesson 16
Your name has been given to us by St. Louis $Co, New York and we understand that you have been supplying the best foodstuffs to various countries and regions all over the world. We are sure that there is a larger demand for your commodities in our country.
We acknowledge receipt of your letter of the 23rd December and have pleasure in enclosing our order No.PH-546.We have accepted your price of US $30 for Tape Recorder, Model D-381 but would ask you to reduce your quotation for model D-381 A by US $2 as we booked this model last time at much lower price than your present one.
We refer to our letter of March 20 in which we stressed the importance of timely dispatch of our order No.568 so that we can meet Easter sales .As we have not received any information about the shipment of the goods we have no alternative but to cancel this order.
We refer to our order No.895 for your SME Brand Double Open End Spanners placed with you on October 1 for delivery in November. In compliance with the terms laid down in the order, we have today instructed our bank, the Bank of China, Shanghai Branch to open an irrevocable L/C for US$50,000.
We have received today 100 pieces of Cotton Prints. Art. No .285 and find that among them 30pieces are wrongly shipped .Please let us know what we shall do with these 30 pieces.
Lesson 17
Your suggestion that the investment be made on 50%-50% basis is acceptable to us .but as the total value of the main machinery and equipment you will contribute as your investment is less than 35%of the total capital., it would therefore be necessary for you to provide cash to make up your share of 50%of the total capital.
You propose that the products of the joint venture be marketed entirely in the domestic market .we must stress that they should be products to be sold in our capital.
In case of any differences of opinion between the parties in connection with the operation of the venture ,they shall be , according to the articles of association of the venture, settled through consultation by the board of directors, failing which, a reasonable settlement can be reached through arbitration.
We wish to express our deep appreciation of your friendly attitude and far –sighted viewpoints shown in the negotiations between us in the matter of the joint venture. It is our belief that through our joint efforts, we shall be able to achieve great success in our venture.
Lesson 18
We will accept your request for a down payment of 10%of the total value of your equipment with the balance of 90% to be paid in 5 years on deferred terms.
We regret to learn from your letter of …that your want to cancel th e contract for the supply of equipment under the compensation trade agreement for the reason that a part of the equipment has to be purchased from a third party who has recalled his promise to supply the same .we may agree to it but you have to make compensation for our losses.
We regret to inform you that you have not yet shipped the equipment purchased from you under the compensation Trade Contract No…although it should have been shipped one month ago. We suggest that this clause be incorporated in the proposed agreement.
As to the compensation trade under negotiation, our opinion is that a general agreement may first be signed which shall come into force from the date of signing up to the time when the cost of the equipment has been fully reimbursed .under this general agreement two contracts may be signed, one for the supply of equipment and the other for the counter sale of our products。