外贸英语函电 - 第二版 - （隋思忠 - 著） - 课后答案

Appendix Key to the Exercises and

the Skill Drillings

Appendix Key to the Exercises and

the Skill Drillings

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太平洋英语，免费体验全部外教一对一课程：

http://www.pacificenglish.cn

Unit 1

Exercise

I. Put the following Chinese into English 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 结账settle the account

佘额balance 客户customer / client

国民经济national economy

市场经济market economy

营销marketing

II. 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. economy

III. Read the following introduction to general business lettersC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 Yeoido Young Dung Po Seoul

South Korea Tel: 822-782-4641 Fax: 822-785-4245

16 June 2004 Dr Brenda Yeoh

ATT Computers Corp. Pte Ltd. 88 Kitchener Road,#02-15 Jalan Besar Plaza Singapore 208512

Dear Dr. Brenda Yeoh,

Subject: Integrated Circuit Boards

We have just received your order for 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 Unfortunately, these circuit boards are no longer produced as they have been replaced by our model KR2000, which is cheaper, more reliable and more efficient than the circuit boards that you ordered.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 $23,200 KT200X f Toolkit' ： @ US $15,500

KC200X connectors: (2 per pack) @ US $ 10,000

Appendix Key to the Exercises and the Skill Drillings

I am also enclosing next year's brochure and price list for your convenience. Yours faithfully,

for INTEGRATED COMPUTER TECHNOLOGY CO. LTD. Kim Jungsup

Sales Representative KJ: rh

Enclosures 2

cc: Kim Sang-Chul

Moon Young-Seung V.

Address the following envelope in English China

North

STAMP

Industries Corp 12 Guanganmen Nanjie Beijing, 100053 China

Skill Drilling

Mr. Williams Smith AUTOS Company 20 Broadway New York, NY 10027 U.S.A.

China National Light Industrial Products Import

& Export Corp. Shanghai Branch 128 Huchiu Road, Shanghai, China Tel: (021) 64468726 Fax: 64468787

(Date)

Jameson & Sons Ltd. 34 Madison Square

Melbourne E. C. 2. Australia

4外贸英语函电

Tel: (0536) 70525345 Fax: 356467132 Dear Sirs,

Re: Bicycles

Thank you for your letter of Jan. 25 enquiring for our 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. Unit 2

Exercise

I. Put the following Chinese into

按照 according to / in compliance English

with / in accordance with / in 公司company / corporation / firm /

conformity with house 信誉standing / credit

与…建立业务关系to enter into (to 达成交易 to conclude ( close ) the

business (transaction/ deal) establish )

在…业务方面in the line of business relations with 小册子1~系列a ( wide / full) range of pamphlet / brochure

你处(地)at your end / on your spot / 具体询盘specific enquiry

经营to handle / to deal in / to trade in in your

place ( area, district) 供你参考for 与…做生意to do business with / to

deal with / to trade with 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 II. Multiple choice

1. b 2. a 3. c 4. b 5. a 6. d 7. c 8. d 9. a 10. b 11. d 12. c III. Fill in the following blanks with the given words in their proper forms 1. dealing 2. transacting 3. deals 4. Business 5. deal 6. business 7. transact 8. Businesses 9. transactions / deals 10. business

IV. Put the following English into Chinese

Appendix Key to the Exercises and the Skill Drillings

1.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。

2. 我们经营中国自行车出口，很想与你方进行这类商品贸易。 3. 香港贸易公司已将贵公司名称及地址转交我方。兹去函与你联系，愿与你方建立贸易关系。

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. 请尽早答复我方要求为荷。

6. 我们愿在平等互利的基础上与贵公司建立业务关系。

7. 我们是一家系列电扇及空调的主要出口商，现特去函自我介绍。 8. 为促进双方贸易，特另邮航空寄去样品，供你方参考。

9. 为使你方了解我们经营的轻工产品，我们兹另邮给你们寄去几本商品小册子，供你方参考。

10. 经纳尔逊先生介绍，我们得知你们是中国食品的潜在买主。我们经营这类商品已有多年。

V. Put the following sentences into English

1. We owe your name and address to ABC Company.

2. As soon as we receive your specific enquiry, we will send you the catalogue and samples.

3. Their chief line is the export of electronic computers. 4. Our silk has long been a best seller at your end.

5. This product is being marketed in all European countries.

6. Your letter of May 10 has been transferred to us for attention from our Head Office in Beijing.

7. We have handled this line for more than 20 years. ( We have been in this line for more than 20 years.)

8. We can supply shoes in a wide range of styles and sizes. 9. The trade between us is based on the principle of equality.

10. Most countries in the world have engaged in international trade. 11. We can offer you some oil if you need.

12. There are two forms of international transaction. One is to trade in goods> the other is in service.

VI. Supply the missing words in the blanks of the message 1. informing 2. market 3. in 4. sample 5. trade 6. quality 7. prices 8. from 9. items 10. specific VII. Read the following short passages or letters and then translate them into Chinese

6外贸英语函电

(A)

一国货物及服务与另一国货物及服务进行交换，这就是国际贸易。这种贸易除了有形的（即商品的进出口）外，还有无形的（即国际间服务交流）。希腊、挪威这类国家拥有大量的商船船队， 可以提供交通运输服务，这就是一种无形贸易。对某些国家来说，无形贸易与其他一些国家的原材料出口或商品贸易一样重要。在这种情况下，每个国家都可以赚取外汇以购进本国的必需品。

(B)

世界上没有哪个国家能生产它所需要的所有产品。于是世界各国就加入国际劳务分工，以提高生产及再生产效率。有时一个国家可以以易货贸易的方式获得外国货物及服务。易货贸易就是不用货币而以一种货物交换另一种货物的方式做生意。单凭易货贸易是不能满足一国的进口需要的，但作为国际贸易的一种形式，它对发展中国家仍有吸引力。因为这些国家外汇短缺，匮乏的外汇收入远不足以满足它们对外贸易的支付。

(C)

在国际贸易中，服务贸易仅占很小比重。由其特性所致，服务贸易远不如货物贸易那么容易， 因为服务贸易只能在提供服务的地方为对方所接受。这就是说，要么提供服务的一方到需要这种服务的地方去，要么消费者到能提供服务的地方去。只有少量的服务能像货物那样，无须交易双方移动就能进行交易，如运输服务、银行、保

险、教育事业等。

(D)

敬启者：

承蒙Autos公司总裁纳尔逊先生介绍，我们得知贵公司是中国农业机械的潜在买主。由于此产品属于我方经营范畴，我们将很高兴尽早与贵公司建立直接的业务关系。

为了便于贵方对我们所经营的各种产品有个大致了解，我们随信寄去商品小册子和价目表各一份。一收到贵方具体询盘，我们会立即寄上报价单及样品书。

望收到贵方的肯定答复。

XXX谨上

VIII. Translate the following letter into English Dear Sirs,

We have received your enquiry of July 5 for Electric Motor.

Appendix Key to the Exercises and the Skill Drillings

As the goods fall within the business scope of China National Import & Export Corporation, we have passed on your enquiry to them for attention. Please contact them directly for your requirements. We would like to take this opportunity to introduce ourselves to you as a state-operated corporation* handling the export business of Chinese Arts & Crafts and we have built up extensive connections with many important dealers in various districts.

Enclosed you will find our latest catalogue and pricelist. We hope to enter into business relations with you.

Yours faithfully,

Skill Drilling

Dear Sirs,

Your firm has been recommended to us by Messrs. Freemen & Co. Ltd. ， with whom we have done business for many years.

We specialize in the export of Chinese cotton piece goods, which have enjoyed great popularity in world market. We enclose a copy of our catalog for your reference and hope that you would contact us if any item is interesting to you.

As to our financial standing* you could approach the Bank of China? New York for any information.

We are looking forward to your early reply.

Yours truly. Unit 3

Exercise

I. Put the following Chinese into

递价to bid for / to make sb. English

a bid for 大使馆embassy

询购…to enquire for / to make sb. an

enquiry for 接受报盘to accept an offer 代理representative/agent 现成市场ready market 工艺workmanship 立即处理prompt attention 手工作hand-made 市场需求（口味）the taste of the market

支付条款payment terms 用现款（支付）（to pay) in cash 兹答复in replyC to) 稳定需求steady demand

与.?■有联系to be connected with (商品)在出售中to be under offer / to be on sale

向…订购to place an order with sb. for sth. 给…报盘to make sb. an offer for sth.

8外贸英语函电

II. Multiple choice

1. b 2. d 3. a 4. d 5. b 6. a 7. c 8. b 9. d 10. c 11. b 12. c

III. Fill in the following blanks with the given words in their proper forms 1. bid 2. offer 3. enquiry 4. offered 5. bid 6. offer 7. enquires 8. offer 9. enquired 10. offer IV. Put the following sentences into Chinese

1. 我们从John King先生处得知，你方有意供应男式皮鞋。

2. 请传真发来优惠报盘，同时指明包装、规格、可供数量及最早交货期。

3. 报价时请考虑我们可能会经常性地大量订购这一因素。

4. 你方1月10日询盘巳交我处理，因我们正好出口你方所询商品。 5. 我方包装行业的合伙人高度赞赏你们的Zeta包装机，我们想更多地了解一些有关情况。

6. 希望你方价格能做得开，而且交易的达成将对双方都有利。 7. 盼望着能向你方进一步订购，相信你方会尽力满足我们的特殊需求。

8. 如能给我们寄来建筑材料的最新价目表，我当不胜感激。

9. 如能按所要求的数量供应这种型号的商品，请给我方报实盘及最低价。

10. 我们想要购买男式皮手套，请报最优惠价格为荷。 V. Put the following sentences into English

1. Could you please tell us the main items you export? 2. Would you please quote your lowest price GIF London? Britain？ 3. We shall be very glad to place our order with you if your quotation is competitive and delivery date acceptable.

4. We are pleased to note from your letter of May 5 that you are interested in our sewing machines.

5. Kindly let us know the prices and quantities of the best refined sugar you are able to deliver to us.

6. We would appreciate very much your sending us the latest samples with their best price.

7. We have ready buyers of these commodities and if your prices are

competitive* we have every reason to believe that we can place large orders with you.

8. The said goods are not available from stock.

9. We'll be glad to place an order with you for 60 cases of green tea if your price is favorable.

Appendix Key to the Exercises and the Skill Drillings

10. We're very much interested in importing your goods. Could you please send us your catalogue, price list and samples if possible?

VI. Supply the missing words in the blanks of the message 1. enquiry 2. interest 3. catalog 4. manufacture 5. designs 6. workmanship 7. appeal 8. representative 9. range 10. order

VII.Read the following short passages or letters and then translate them into Chinese

(A)

敬启者-

事由：第2231号询价单

我们两国之间不久前签订了贸易协定，这对双边贸易的发展具有十分重大的意义。

我方拟采购电子计算机一批。望你方能尽早航寄最优惠的CIF上海到岸价，详尽列明规格及交货期，并随附英文说明书三份。

如果你方不能完全按照我方所列要求供货，能否报来最近似的规格，或将本项询盘转交给能确切报盘的有关商号？

复电、报价，或寄有关样本、样品时，请注明我询价单编号，以便査找。 盼早复。

XXX谨上

(B)

敬启者：

事由：纺织品

本公司是纽约最大的纺织品进口商之一，我们切盼与贵公司建立贸易关系，发展我们两国之间的贸易。

随函附上第111号询价单一份，盼贵方早日给我们报纽约到岸价，包括我方5%的佣金。报价时请说明最早交货期和可供数量。

若贵方报价具有竞争性，我们打算大量成交。如蒙早日复信，不胜感激。

XXX谨上

VIII. Translate the following letter into English Dear Sirs,

Re: Shan Di Bicycles

Kindly mail us a copy of your catalog and latest price list for Shan Di bicycles. We are very interested in bicycles both for men and women.

10外贸英语函电

There is a heavy demand for bicycles in this city, where cycling has become very popular. Owing to the high price of petrol, it is likely that more people will use bicycles instead of cars.

If the quality of your bicycles proves satisfactory and your quotation is competitive, we are ready to conclude substantial business with you.

Your early reply will be very appreciated.

Yours faithfully,

Skill Drilling

Dear Sirs,

We are interested to buy large quantities of Iron Nails of all sizes and shall appreciate it if you would give us a quotation per ton CIF Alexandria, Egypt.

It would also be appreciated if samples and brochure could be forwarded to us.

We used to purchase this article from other sources but we now prefer to buy from your corporation

Appendix Key to the Exercises and the Skill Drillings

.Besides T we have confidence in because you are able to supply large quantities at

more attractive prices the quality of Chinese products.

We look forward to hearing from you as soon as possible. Yours faithfully* Unit 4

Exercise

I. Put the following Chinese into

数量quantity English

实盘firm offer 虚盘non-firm offer 确包装pack( -认，保兑confirm 保兑的confirmed ing) 装ship( -不可撤销的irrevocable 汇票draft/bill ment) 支付

pay( -ment) of exchange 即期at sight

承诺过多 to be heavily 以...为条件，为准subject to 及

committed / to have 时，适时in due course 规格

specifications 殷切地with keen interest heavy

commitments 按品名commodity/Art. No.

照要求as II. Multiple choice

1. b 2. b 3. a 4. c 5. c 6. b 7. d 8. requested 如所陈

述as stated 如所

c 9. b 10. a 11. a 12. d 13. b

约定as agreed

14. c 15. d

III. Fill in the following blanks with the given words in their proper forms I. sale 2. buying 3. priced 4. price 5. sell 6. price 7. bought 8. buys 9. sold 10. prices II. selling 12. bought

IV. Put the following sentences into Chinese

1. 贵方4月3日来函收悉，得知贵方有意与我方建立业务往来关系并欲购买我方用具。

2. 承蒙我驻美大使馆商务参赞处帮助，我们得知贵公司名称和地址。

3. 承蒙R.G.纳尔逊有限公司推荐，得知贵公司为中国缝纫机潜在买主。本公司经营该产品，我们很高兴与您建立业务关系。 4. 我们想购买男式皮鞋，请寄来最优惠的报价为感。

5. 如能按要求的型号和质量供货，我们将定期大量订购。

6. 贵方9月2日函收悉。很高兴通知你方，所需货物属于我们的经营范围。

7. 按要求特寄我方系列棉布产品剪样，希望能及时到达并令你方满意。

12外贸英语函电

8. 感谢你方9月4日来函，通知我方你对我们的肉罐头很满意并考虑向我试订。

9. 关于10月船期的500辆永久牌自行车，现随函寄去我方形式发票No.3422 —式两份。

10. 由于供应情况良好，我们可报实盘，即期交货。

11. 由于所报价格格外低且有上涨的可能，我方建议立即订购。 12. 各种尺寸、型号的系列产品，我们均可供现货。

13. 很遗憾地通知你方，所需质量的货物我们暂无现货。

14. 我们可以肯定，这些货将会满足你方要求，并等候你方首批订货。

15. 价格包括包装费，任何时候都可交货。 V. Put the following sentences into English

1. If you can reduce your price by 5% > we believe it is possible for us to conclude the deal.

2. Our company is one of the leading importers of TV sets in this area and we have been handling various brands of TV sets for over 20 years.

3. We confirm having faxed you a firm offer for 50 tons of peanut, subject to your reply reaching us within one week.

4. As we are heavily committed, we can only accept orders for shipment in November.

5. The price you quoted is competitive? but the date of delivery can not be accepted.

6. We'll highly appreciate it if you can offer 200 Flying Fish bicycles for shipment in March and April.

7. As for payment terms, we ask for an irrevocable sight L/C.

8. According to your request of March 15， we are making you an offer as follows.

9. Owing to the reasonable price and fine quality > our cotton piece goods sell fast.

10. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible.

11. The best we can do is to allow you 3% commission.

12. As the peanut market is declining* we can hardly conclude the business unless you reduce the price by 5% .

VI. Supply the missing words in the blanks of the message I. enquiring 2. direct 3. quotation 4. otherwise 5. receipt 6. subject 7. confirmation 8. discount 9. catalogue 10. brochure

Appendix Key to the Exercises and the Skill Drillings

II. separate 12. specific 13. appreciated

VII.Read the following short passages or letters and then translate them into Chinese

(A)

敬启者：

很高兴通知你方，我们有意购买贵方羽绒被。为熟悉货物质量和工艺，我们请求航寄一些商品小册子、样品及有关各种规格货物的所有必要信息。同时，请报附单内每样产品的CIF纽约最低价，含佣3% 。

此地价廉物美的商品市场前景可观。若样品及价格令我方满意，你方有望获得大量订单。预致谢意，期待贵方合作。

XXX谨上

(B)

敬启者-

很高兴收到你方元月15日询盘。按要求，现随函寄去我带插图的商品目录及价格单细目，同时另函寄去全套样品一份。相信贵方研究后会认同我方产品确系价廉物美。

对于常规订购单项商品在50打或以上者，我方将予以5%的折扣。因柔软及保暖性能好，尼龙床单越来越受欢迎。检査我方价格后，贵方将不难看出，我们的产品难以满足目前的需求。如 贵方能在月底前下订单，我们保证收到订单后两周内可以交货。提请贵方留意我其他尼龙产品（详情见目录）并恭候首批订单。

XXX谨上

(C)

敬启者：

11月21日函悉，今晨已发电报作复。

谅必您已从传真中得悉，我们可报250长吨钢管实盘，每长吨620英铹，CIF拉哥斯到岸价，即期信用证支付。此报盘以一周内复到为准。

如您所知，市场上对钢管需求甚殷，不可能持盘太久。还望贵方注意，需求活跃势必导致价格上扬。

盼早复。

14外贸英语函电

XXX谨上

VIII. Translate the following letters into English

(A)

Dear Sirs,

Thank you for your letter of September 15 and the enquiry enclosed for our White Rabbit pajamas.

As your request, we are making you a firm offer for 20,000 dozen women's pajamas at USD 48. 5 per dz. CFRC 5% Lagos for shipment in July/August? 2006. Payment is to be made by confirmed? irrevocable L/C payable by draft at sight. This offer is firm subject to your reply reaching us within one week. The relative sample and catalog have been sent by separate mail.

Please note all the prices quoted are bottom prices and no counter-offer will be accepted. If you agree to the above, please make confirmation as soon as possible so as to enable us to make the necessary arrangements.

We're looking forward to your early reply.

Yours faithfully,

(B)

Dear Sirs,

Re: Shan Di Bicycles

We are pleased to receive your enquiry 10 January and as requested* are airmailing you, under separate cover, a copy of our illustrated catalog, together with our latest price list for Shan Di bicycles. Details of our conditions of sale and terms of payment are stated therein. We feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price.

We look forward to the pleasure of your trial order.

Yours faithfully,

Skill Drilling

Dear Sirs,

In reply to your letter of August 15， we are making you an offer, subject to your reply reaching us by 4 p. m. our time, Monday? September 3， as follows：

Commodity: Common Round Iron Nails

Appendix Key to the Exercises and the Skill Drillings

Specifications: As per attached list

Packing: Loose in kegs of 60kgs. net

Quantity ： 100 kegs Price: US $ 50.00 net per keg GIF Sydney Shipment: October/ November Payment: By confirmed? irrevocable letter of credit payable by draft at sight

We have sent you, under separate cover? samples of various sizes and the brochure required.

We are expecting your early order.

Yours faithfully* Unit 5

Exercise

I. Put the following Chinese into English

还盘counter-offer 小册子

booklet/brochure/pamphlet 标题的captioned/subject

偏高(偏低)on the high ( low ) side

流tl的prevailing/going/current 现行行市水平prevailing market level 利润profit 折扣discount

~1批货parcel/allowance 现成市场ready market/batch/lot

试订trial order

在展出on display 形式发票pro-forma invoice 银行划拨banker's transfer 与…不~1致out of line with

给…折扣to allow / give / grant sb. a discount 有迹象表明information indicates / indications show 考虑到（鉴于）in view of

畅销to sell fast / to sell well / to sell like hot-cakes/ to enjoy wide popularity / to command a good market

续订repeat order

II. Multiple choice

1. a 2. b 3. c 4. d 5. b 6. d 7. c 8. d 9. a 10. c 11. d

III. Fill in the following blanks with the given words in their proper forms I. commodities 2. referred 3. commodity 4. stock 5. commodity

16外贸英语函电

6. Referring 7. stock 8. commodities 9. stock 10 ? reference II. stock 12. referred

IV. Put the following sentences into Chinese

1. 感谢你方对我钢制家具询盘的答复。我们留下商品目录作进一步考虑，但同时我们也感到对于此地市场你们的产品定价过高。 2. 我们按此价在你方市场已达成大量交易，因此歉难接受你方还盘。

3. 我方价格已降至极限，很遗憾不能满足你方要求作进一步降价。 4. 3月前交货是此订单的硬条件，延迟交货我方将有权拒收。

5. 我们已及时注意到你们对棉布的需求，但很遗憾，眼下我们无法供货。待供应情况有所好转我们再洽。

6. 我们最少需要500千克。但如果质量上乘，我们至多可接受800千克。

7. 我们同意你方价格，但想知道购买数量在2 000以上时，你方是否打算给5%的折扣。

8. 很遗憾，不能接受你方还盘。即使让一半也不可能，因为材料价格已上涨了 20%。

9. 虽然我们很想开拓与你方的业务，但很抱歉，不能按你方要求打折，因为我方价格已减至极限。

10. 如首批订单执行得令人满意，我们将向你方续订。 V. Put the following sentences into English

1. In view of our long-standing business relations we make you such a counter-offer.

2. If you cannot accept it， please make best possible counter-offer.

3. We thank you for your quotation of July 20 and enclose herewith our order No. Ill for the captioned goods.

4. Your price is on the high side and we have to counter-offer as follows? subject to your reply received by us on or before this Friday. 5. As the goods are urgently needed by our customers? we hope you will deliver them promptly.

6. We cannot entertain business at your price, since it is out of line with the prevailing market.

7. We find both the price and quality of your products satisfactory and are pleased to give you an order for the following items.

8. As our customers find the quality of your products satisfactory* we are now placing our trial order with you for prompt delivery. 9. Through your full cooperation? we are able to place our trial order at your revised price.

Appendix Key to the Exercises and the Skill Drillings 17

10. We trust this trial order may lead to more important transactions. VI. Supply the missing words in the blanks of the letter 1. receipt 2. requested 3. under 4. catalogue 5. transaction 6. offer 7. to 8. confirmation 9. Specifications 10. option

11. installments 12. confirmed 13. irrevocable

VII.Read the following short passages or letters and then translate them into Chinese

(A)

敬启者：

事由：2005年产大豆

接你方8月15日函，按通常条款报（盘）给我方5 000公吨标题货物，单价每公吨人民币1 600 元。兹复，很遗憾我奥登色买主认为你方价格太高。有消息说，数批土耳其货在该地以约比你价格低10%的价格售出。

我们不否认中国大豆质量稍好，但价格不应有10%的差别。

为促进交易，我们代表客户还盘如下：以我方当地时间8月26日前收到你方答复为条件， 5 000公吨2005年产大豆，每公吨奥登色到岸价人民币1 300元，包括2%的佣金，哥本哈根转船， 其他条款按你方2006年8月15日函办理。

由于市场疲软，建议你们立即接受我们的还盘。

XXX谨上

(B)

敬启者-

非常高兴收到您的订单并乐于确认您所需货物有现货供应。很高兴为您效劳，相信您对货物的质量和我们的服务会感到满意的。 可以接受的付款方式是不可撤销的信用证，9月15日前有效，总金额不超过500美元。一收到第一国民银行的确认，就准备着手装船，并听候贵方代理人的装船指示。

我们谨向您保证，对贵方这次订货和将来的订货，我们都会给予及时的关照。

XXX谨上

VIII. Translate the following letters into English

18外贸英语函电

(A)

Dear Sirs,

Re ： Tablecloth

Reference is made to your quotation for the captioned goods and the samples and catalogue enclosed. After we contacted our customers, they found both the quality and time of shipment acceptable? but the difference between your quoted price and the price at which we have got the goods from other suppliers is too great to accept. The price of same goods of Hong Kong is 10% lower than that of yours. We would therefore suggest that you reduce your price to the level which is in line with the prevailing price* and then we would place a large order with you.

It is in view of your being our old customer that we make this counter-offer. Should the above be agreeable to you? please fax us so as to enable us to open the relative L/C.

Yours faithfully,

(B)

Dear Sirs，

Thank you for your quotation for men's shirts and the samples sent to us on May 6. We have approached a number of our customers in this area and many of them take an interest in Swan brand men's shirts. We, therefore f ask you to make us your best offer on GFR Singapore basis for 5 ，000 men's shirts ( NO. G―3 ) - We believe we may secure some orders for you. Wef however, would like to point out that unless your quotation is attractive to the buyers, it would be difficult to push the sale of your shirts successfully.

Yours truly,

Skill Drilling

(i)

Dear Sirs,

With reference to your letter of 10th July, we regret to learn that since other suppliers are offering at lower prices, you are unable to accept our offer.

However desirous we are to do more business with you, we are sorry to say that your counter-offer is unacceptable to us. The best we can do is to make a reduction of 2% in our originally quoted price.

We wonder whether the other suppliers are offering a quality as good as ours. We do hope that you will direct the attention of your clients to this point and try to persuade them to take into consideration not only the price but also the quality, which is more important.

We await your early reply.

Appendix Key to the Exercises and the Skill Drillings 19

Yours faithfully,

(2)(略）

Unit 6

Exercise

I. Put the following Chinese into English

确认confirm/approve

以…为目的with the view of 幵列，膳写make out

销售确认书sales confirmation —式两份in duplicate 返签，会签countersign

以…为抬头，以…为受益人in one's favor 公吨(=1 000千克）metric ton 购货确认书purchasing confirmation II. Multiple choice

1. b 2. a 3. a 4. d 5. c 6. d 7. d

8.

有效（性），有效（期）validity 耽误，延误delay

与…相~1致in conformity to ( with) 令人满意to prove (to be) satisfactory / to turn

out to the satisfaction of 减价to reduce the price by / to reduce the

price to 急需be in urgent ( great / bad) need of 保兑行confirming bank

9. d 10. 11. a 12.

III. Fill in the following blanks with the given words in their proper forms 1. confirm 2. acceptable / confirmation 3. agreed 4. confirmation 8. 5. agreeable 6. accept / acceptance 7. confirmed agreed 9. agreement 10. acceptance 11. confirm IV. Put the following sentences into Chinese

1. 兹确认，我方将于3月15日按要求交货。

2. 我们相信，此次首批订单将导致我们两家公司之间进一步的交易。

3. 我们可以肯定，我方货物会令你方完全满意，且完全适合你方需求。

4. 希望货物能及时到达你方，并盼你方的进一步订单。 5. 若你方产品令人满意，我们打算洽谈长期合同。 6. 我们急需上述订单之货，特要求你方空运此货。

7. 感谢你方试订，我们将保证你方订单会得到及时、认真的处理。 8. 谈到近几日我们之间的传真交往，我们很高兴能与你方达成下列交易。

9. 虽然你方价格低于我方报价，但为了启动我们之间的业务，我们还是破例接受。

20外贸英语函电

10. 我们已经按你方4月4日传真及我方4月8日传真接受下列订单。请放心，一收到相关信用 证，我们将及时发运货物。

V. Put the following sentences into English

1. If your prices are reasonable we believe we could conclude substantial business with you.

2. If you can reduce your price by 5% ? we believe it is possible for us to conclude the deal.

3. As we are heavily committed* we can only accept orders for shipment in November.

4. The price you quoted is competitive? but the date of delivery can not be accepted.

5. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible.

6. As the peanut market is declining, we can hardly conclude the business unless you reduce the price by 5% .

7. In reply to your letter of March 5 quoting us the prices of writing paper, we are pleased to place a trial

order as mentioned in the enclosed sheet.

8. We have received your catalogue and price list， and now we order the following goods at the prices named.

9. As our factories are fully committed for the fourth quarter, we regret our inability to entertain any fresh orders.

10. Your order is receiving our immediate attention and we will keep you informed of the progress.

VI. Supply the missing words in the blanks of the message 1. In 2. confirming 3. Enclosed 4. duplicate 5. countersigned

6. established 7. conformity 8. amendment 9. delay 10 - cooperation

VII.Read the following short passages or letters and then translate them into Chinese

(A)

敬启者：

我们已及时收到你方第111号销售合同一式两份，按照你们的要求，我们巳经会签。兹随函退回一份，供你方备档。

有关信用证已通过伦敦中国银行开出，谅不久即可到达你处。收到后请立即安排装运，并传真告知船名及开航日期。

Appendix Key to the Exercises and the Skill Drillings 21

XXX谨上

(B)

敬启者：

事由：紫铜丝

7月3日、12日传真收悉，多蒙合作，不胜感激。今确认己修改之订单如下-\长吨紫铜丝成本、运费、汕头到岸价，每长吨115美元，8月发运。\

我已寄去购货确认书第3366号一式两份，请早日签退一份。我正与汕头中国银行联系办理有关信用证。一俟开立，当即奉告。因急需此货，望能如期装运。

XXX谨上

VIII. Translate the following letter into English Dear Sirs,

We are very much pleased to note from your letter of Nov. 6 that your customers are satisfied with the quality of our sewing machines shipped to you per S. S. East Wind* and that you wish to place a repeat order.

While we appreciate that, we cannot at present entertain any fresh orders because of our heavy commitments. But we would like to inform you that there will be a possibility of a big expansion of production since the second quarter of next year. So you may rest assured that we will make you an offer as soon as the supply position improves.

In the meantime, please keep us informed of the market developments at your end.

Yours truly?

Skill Drilling

Dear Sirs*

We are very much pleased to enclose our Sales Confirmation No. 123 for wool

against your order No.

023 ， and wish to take this opportunity to congratulate ourselves on the opening of business relations between us. Please return one copy of the confirmation to us duly countersigned.

You may rest assured that our handling of your initial order will turn out to your satisfaction and will justify your further orders. We welcome any suggestions that will make our products more attractive and competitive in your

22外贸英语函电

market, and it will be all the better if you would outline your immediate as well as long-term plan of sales promotion.

We shall do everything we can to meet your particular requirements.

Yours faithfully? Unit 7

Exercise

I. Put the following Chinese into English 权利与义务rights and obligations 散装，大批量in bulk 有关各方parties concerned 除非另有规定unless otherwise stipulated

履tl义务fulfill one's obligations 向...保证to assure sb. that / of 补偿to make compensation 万~' in case 单价unit price 签订合同to sign ( close, enter into) a contract

支付条款terms of payment 展行合同to execute (perform, fulfill) a contract

银tl票据bank instrument 重合同，守信用 to honor the contract and keep 异议discrepancy one's word

向…提出索赔to raise a claim against 向…开汇票to draw ( a draft) on sb. 仲裁arbitration 以…为抬头；凭…指示(be) to one's order

良好平均品质，大路货FAQ ( =fair average quality) II. Multiple choice

1. b 2. a 3. c 4. d 5. c 6. a 7. c 8. a 9. d 10. b 11. a

III. Fill in the following blanks with the given words in their proper forms I. order 2. contract 3. drawn 4. order 5. draw 6. contract 7. order 8. contracted 9. drawing 10. draw II. order 12. contracted

IV. Put the following sentences into Chinese

1. 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贸易。

2. 我公司是本地区最大的电视机进口商之一，我们经营各种牌号的电视机已有20多年了。

3. 兹确认我们给你们电报50公吨花生的实盘，一周内复到有效。

Appendix Key to the Exercises and the Skill Drillings 23

4. 如果你方能报盘200辆飞鱼牌自行车，3/4月船期，我们将非常感激。

5. 关于支付条件，我们要求不可撤销的、凭即期汇票支付的信用证。

6. 按照你方3月15日来信的要求，我们给你作如下报盘。 7. 由于价格合理、质地优良，我们的棉布很畅销。 8. 我们充其量只能给你3%的佣金。

9. 我们通常用木箱装，每箱净重112磅，分成16小包，每包重7磅。

10. 我们可以满足你方要求，用木箱包装货物，但贵方必须承担额外包装费用。

V. Put the following sentences into English

1. The unit price is US $ 220 per metric ton GIF Hamburg including 3% commission. ( or GIFG 3% Hamburg) 2. The shipping mark is at sellers' option.

3. Insurance is to be covered ( or effected ) by the seller for 110% of the invoice value against All Risks and War Risk.

4. The shipment is to be made in May 2006， partial shipments allowed but transshipment not allowed.

5. The goods are to be packed in poly-bags? 10 bags to a carton.

6. Payment is to be made by confirmed > irrevocable L/C payable by draft at sight.

7. The L/C should reach the seller 30 days before the date of shipment.

8. The covering L/C remains valid for negotiation in China until the 15th day after the aforesaid time of shipment.

9. What shall we do if the prices continue to rise ( or go on advancing / increasing) ？

10. Shipment is to be made in December 2006 from China port to Singapore with transshipment and partial shipments permitted.

VI. Supply the missing words in the blanks of the message

1. commodities 2. Article 3. Specifications 4. Quantity 5. Unit 6. Amount 7. quantity 8. option 9. Mark 10. Destination 11. Insurance 12. Payment 13. confirmation / contract 14. receipt 15. covering

VII.Fill in the blanks with the proper prepositions

1. b 2. c 3. b 4. c 5. d 6. d 7. c 8. c 9. d 10. c 11. c 12. a

VIII. Fill in the Sales Confirmations in English with the particulars given below

24外贸英语函电

(A)

SALES CONFIRMATION

No. AC 4678

Sellers ： Beijing Light Industrial Products Imp & Exp Go. Buyers ： New York Trading Corporation

This 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: Ever-lasting brand bicycles SpeciHcations: Type MB 28 Quantity: 1,000 pes.

Unit Price: US $ 70 per piece CIF New York Total Value: US $70,000 Packing: In wooden cases Shipping Mark: At Sellers' Option

Insurance： To be covered by the Sellers against All Risks & War Risk for

110% of the invoice value as per CIC of January 1， 1981.

Time of Shipment: Before or on the date of March 31， 2007 Port of Shipment: China port Port of Destination: New York

Terms of Payment: By irrevocable sight L/C， to reach the Sellers one month

before the date of shipment and remain valid for negotiation in China within 15 days after the above-said date of shipment.

Done and signed in Beijing on this 11th day of October, 2006.

(B)

SALES CONFIRMATION

No. 290

Sellers ： China National Light Industrial Products Import & Export Corporation Buyers ： David & Company

This 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: Working Gloves SpeciHcations: Type ( or Model) No. 153 Quantity ： 5,000 dozen

Unit Price: HK $27. 00 per dozen GIF Hong Kong

Appendix Key to the Exercises and the Skill Drillings 25

Total Value: HK $ 135,000.00 ( Say Hong Kong Dollars One Hundred Thirty-five Thousand Only) Packing: In boxes of a dozen each, 10 boxes to a carton

Insurance： To be covered ( effected) by the Sellers against All Risks and War Risk for 110% of the

invoice value

Time of shipment: January, 2007 Port of Shipment: China port Port of

Destination: Hong Kong Shipping Mark: At Sellers' option

Terms of Payment: By confirmed? irrevocable L/C payable by draft at sight,

to reach the Sellers 30 days before shipment and remain valid for negotiation in China till the 15th day after the latest date of shipment as specified in the covering L/C

Done and signed in Beijing on this 2nd day of November, 2006.

Skill Drilling

一般条款

1. 索赔须于货到目的港后30天之内提出，同时提供检验报告。对所装货物所提任何异议属于保险公司、船运公司、其他有关运输机构或邮递机构所负责，售方不负任何责任。

2. 凡因执行本协议发生的一切争议，应以友好方式协商解决。如果协商不能解决，应提交北京中国国际贸易促进委员会对外经济贸易仲裁委员会根据该会的仲裁程序暂行规定进行仲裁，仲 裁裁决是终局的，对双方都有约束力。 3.

本确认书所述商品，如因人力不可抗拒的原因以致不能履行或

延迟交货，售方概不负责。

Unit 8

Exercise

I. Put the following Chinese into English 按，详见as per 异议discrepancy 单价unit price 检验报告survey report 总值total value/amount 公证机构public surveyor 暖头shipping marks 人力不可抗Force Majeure

26外贸英语函电

由…选定 at one's option 挂号空由P registered airmail 发票金额invoice value 仲裁arbitration 保险费premium 争议dispute 由…支付to be borne by 程序procedure

不可撤销的信用证irrevocable L/C 给佣金to give ( allow, grant, pay) commission

议付negotiation 打折扣at a discount 索赔claim

II. Multiple choice

l.c 2.a 3.c 4.a 5. a 6. c 7. d 8.b 9.b 10.c 11.d 12.a 13.c 14. a III. Fill in the following blanks with the given words in their proper forms I. profit 2. discount 3. commission 4. profit 5. commission 6. discount 7. profit 8. discount 9. profit 10. commissions

II. discount 12. commissions

IV. Put the following sentences into Chinese

1. 感谢贵方4月20日来函报价，我方愿意订购下列货物。请贵方对此订单及时处理。

2. 我们将及时开证，相信贵方会采取一切必要措施如期装船。 3. 关于我方400个电子打火机的订单，奉上我方第192号订购确认书，一式两份，请签退一份，以便我方存档。

4. 由于大量承约，我们不能接受新订单。一俟新货源到来，我们将立即传真与贵方联系。

5. 这种货物我们几乎没有库存了，因此我们必须敦促贵方立即发货。

6. 若贵方的订量超过1万件，我们可以将价格下调5% 。

7. 贵方订单已收到，很抱歉，近期不能满足贵方要求，因为你们指定所要的货物目前缺货。

8. 我们的丝绸服装工艺精湛，设计新颖，在你们市场上很有销路。 9. 鉴于你方以前的大量订货，特给予优先机会，但望贵方尽速答复，如无兴趣，我方可撤盘。

10. 彼此各让一半对双方都有好处。 V. Put the following sentences into English

1. Our goods are moderate in price, about 5% lower than our competitors'. 2. We give you this special discount for the order with the view of developing the business relations between us.

3. Since the article you require is not available for supply at present, we should like to recommend some similar ones as follows - 4. If the shipment comes up to our expectations? substantial orders will follow.

Appendix Key to the Exercises and the Skill Drillings 27

5. Please inform us by return whether we may book your order at these revised prices.

6. In view of the recent increase in the price of raw material* we must reluctantly adjust some of our own prices.

7. We shall dispatch the goods as soon as we receive your confirmation of the order.

8. We'd like to state that owing to great demand we can only accept September shipment orders.

9. Since we have reached an agreement on all the details, we can sign the contract now.

10. We are not satisfied with the consignment? because the quality is different with( from ) that of the samples.

11. As for package* I prefer cartons to wooden cases.

12. How much commission can you give us in this transaction? 13. If the amount of the order exceeds ￡ 5 ，000， we can allow 5% discount.

owing to VI. Fill in the blanks with the following words and phrases

accepta1. as follows 2. provided that 3. remain open4. in line with

nce 6. subject to 7. To our regret 8. reduce 9. discount 10.

VI. Supply the missing words in the blanks of the message

destinatiI. contract 2. commodity 3. specifications 4. packing

on .conv16. prices 7. terms 8. credit 9. assures

II. covers 12. discrepancy 13. raise 14. settlement 0 16. enient .ndocuments

VIII. Fill the following contract froms in English with the given particulars

(A)

SALES CONTRACT

Contract No. 1791

Sellers ： China Construction Materials Imp/Exp Co. Buyers ： Genoa Trading Company

This 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: Parrot brand white cement SpeciHcations: Type

28外贸英语函电

5578―9 Quantity: 1,000 long ton Unit Price： ￡ 30 per long ton CFR Genoa Total Value: ￡ 30,000

Packing: In 6-ply kraft-paper bags of about 110 lb. each Shipping Mark: At Sellers' option Insurance ： To be covered by the Buyers

Time of Shipment: In January, 2007， one lot or in 2 installments Port of Shipment: Qingdao Port of Destination: Genoa

Terms of Payment: By confirmed f irrevocable L/C at sight, in favor of the Sellers

Done and signed in Qingdao on this 16th day of October， 2006.

(B) CONTRACT

No. 06-15

Sellers： Cathay Export Corporation ( Beijing) Buyers： Copenhagen Trading Company, Ltd.

This Contract is made by and between the Buyers and the Sellers r 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: Ladies' Pyjamas Art. No. 208 SpeciHcations： Colour: pink? blue and yellow equally assorted. Sizes ： S/3， M/6， and L/3 per dozen Quantity ： 3， 000 dozen/sets Unit Price: at ￡ 26. 00 per dozen/sets CIFC 2% Odense Total Value: ￡ 78,000.00 Packing: In cartons

Shipping Mark: At Buyers' option

Insurance： To be effected by the Sellers against All Risks and War Risk as per the China Insurance

Clauses of Jan. 1， 1981 for 110% of the

invoice value Time of Shipment: In October 2006, with transshipment at Copenhagen Port of Shipment: China ports Port of Destination: Odense, Denmark

Appendix Key to the Exercises and the Skill Drillings 29

Terms of Payment: By irrevocable sight L/C to be opened in Sellers' favour 30

days before the time of shipment

Done and signed in Beijing on this 20th day of August, 2006.

Skill Drilling

(A) CONTRACT

No. 06/546

Sellers: China National Garment Export Corporation Buyers ： Hamburg Garment Company

This Contract is made by and between the Buyers and the Sellers? whereby the Buyers agree to buy and the Sellers agree to sell under-mentioned commodity according to the terms and conditions stipulated below: Commodity ： Tiantan Brand Men's Shirts

Specifications ： PMC 9-71323 Blue, Yellow, White equally assorted, S/3 ， M/6 and L/3 per dozen Quantity ： 3 000 dozen Unit Price ： At ￡ 47. 50 per dozen CIF Hamburg Total Value ： ￡ 142 500

Packing ： Half a dozen to a paper box, 10 dozen to a carton

Insurance ： To be covered by the sellers against All Risks and War Risk for 110% of the invoice value Time Of Shipment: September 2006， with

transshipment and partial shipments allowed Port of Shipment ： China Port Port of Destination: Hamburg Shipping Mark: At Sellers' Option

Terms Of Payment: By irrevocable L/C payable by draft at sight, to reach the sellers 30 days before shipment and remain valid for negotiation in China till the 15 day after the final date of shipment Done and signed in Beijing on this 3rd day of August, 2006

(B) CONTRACT

No. 116

Sellers: Beijing Garments

Imp/Exp Corp. Buyers: London Trading Co. ， Ltd.

This 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:

30外贸英语函电

Commodity Size

Quantity (doz.)

Women's Nylon Small 15 Garments

Women's Nylon Medium 16 US $ 120.00 US $ 1 920 Garments

Women's Nylon Large 14 US $ 160.00 US S 2240 Garments

Total Value: US $ 5 360. 00

Packing ： In boxes of half dozen each and 10 dozen to a carton Shipping Mark: At Sellers' option

Insurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value Time Of Shipment: In December allowing

transshipment and partial shipments ( or During December with transshipment and partial shipments allowed) Port of Shipment: China port Port of Destination: London,U. K.

Terms Of Payment: By D/P 60 days ( or By D/P at 60 days after sight)Done

and signed in Beijing on this 28th day of November, 2005 Unit 9

Exercise

I. Put the following Chinese into English

汇付to remit ( remittance) 信用证letter of credit ( L/C)

信汇Mail Transfer ( M/T) 电汇Telegraphic Transfer ( T/T)

票汇Demand Draft ( D/D)

预付款down payment

托收collection

履约保证金performance bond 托收行remitting bank

代收行，汇付行collecting bank 运输单据shipping documents 付款交单documents against payment ( D/P)

承兑交单documents against acceptance ( D/A)

跟单信用证documentary credit 金额为...for an amount ( of)

Price (per

Amoun

doz.) CIF t London

US S 80.00 US $ 1 200

Appendix Key to the Exercises and the Skill Drillings 31

由…付款on account 做成空白抬头made out to order of/for account of 空白背书endorsed in blank 洁净已装船提单Clean 承兑汇票to honor drawing ( or: On Board Bill of Lading draft) 跟单托收documentary collection II. Multiple choice

1. b 2. c 3. a 4. d 5. c 6. c 7. a 8. c 9. d 10. b 11. d 12. b 13. b 14. c 15. c

III. Fill in the following blanks with the given words in their proper forms I. payment 2. charge 3. declines 4. pay 5. charges 6. decline 7. payment 8. decline 9 - pay 10. charged II. decline 12. charge

IV. Put the following sentences into Chinese

1. 你方以付款交单方式付款的要求，我方已予考虑。鉴于这笔交易金额甚微，我们准备以此方式办理装运。

2. 我们不知你方可否考虑接受我们提出的货到后凭单付款的支付方式。

3. 我方订单111号的金额没有超过1 000英镑，请同意以D/P方式支付，因开立信用证会给我们带来许多花费。

4. 银行划拨指买方在自己国内银行账户上将钱款转到卖方所在国的卖方银行账户上。

5. 汇票是债权人向债务人出具的书面命令，要求债务人在一定付款日期向受款人或其指定人支付一定的金额。

6. 我们建议用30天期承兑交单支付。请确认你方是否接受。

7. 向你方开出的、以Mason为受益人的60天期汇票，将由上海Great Oriental银行向你方提示，请承兌，不胜感激。

8. 我方5月11日向你开出的7月1日到期的汇票，昨天遭银行拒付。对此我们甚感惊讶。

9. 我们建议，这笔订单用票汇支付。一收到汇票我将立即组织第一艘便船装运。

10. 按要求，我们破例凭即期付款交单发货，但下不为例。

11. 请注意，我们已与你方就汇票支付地点达成一致。惠请在到期日予以承兑，支付时通知我方。

12. 支付凭保兑的、不可撤销的、可分割的、可转让的、无追索即期信用证。

V. Put the following sentences into English

1. We're considering your request for payment by D/P and will let you know our decision soon.

32外贸英语函电

2. According to the present situation, we can accept payment by D/P if the amount involved in the transaction does not exceed ￡ 1,000.

3. If you agree to payment by sight L/C， we can conclude the business. 4. As it is well known, we can not accept payment by D/A, for which we feel very sorry.

5. We have to point out that all the charges prior to shipment shall be borne by the Buyers.

6. You'll run no risks in selling these goods? because they are best sellers. 7. In view of our long friendly relations, this time we'll exceptionally accept D/P at 60 days' sight.

8. We feel it necessary to make it clear that for future transactions payment should be made by sight L/C.

9. If your L/C can reach us before the end of this month, we'll try our best to arrange shipment at the beginning of next month.

10. Please note the 1,000 Sewing Machines under S/G No. 122 are ready for shipment. Please rush L/G for us to make shipment.

11. Please see (to it) that the L/C stipulation will be in strict conformity with the contract terms.

12. According to the stipulation of S/G No. 211， the relative L/C should reach us before Jan. 15th.

VI. Supply the missing words in the blanks of the message I. payment 2. importer 3. foreign 4. contract 5. irrevocable 6. transaction 7. favor 8. shipment 9. check 10. documents

II. negotiation 12. validity 13. amendment

VII.Fill in the blanks with the following words and phrases I. payments 2. bills 3. issued 4. upon 5. credit 6. order 7. pay 8. negotiate 9. trade 10. importer II. delivery 12. incomplete

VIII. Translate the following short letters into English

(A)

Dear Sirs,

We have received your letter dated September 1. As already pointed out in our previous letter, we had made arrangements with our manufacturers to make delivery as punctually as possible in future. We shall see to it that your interest is well taken care of at all time.

Appendix Key to the Exercises and the Skill Drillings 33

Regarding the terms of payment, while we have every confidence in your integrity and ability, we wish to reiterate that our usual terms of payment by confirmed and irrevocable letter of credit remain unchanged in all ordinary cases. For the time being? therefore, we regret our inability to accept D/A terms in all transactions with our buyers abroad.

For future shipments, however, we shall do our best to fulfil your orders within the time stipulated. If, by any chance, it is possible for us to do so， we will effect shipment on a D/P basis in order to avoid putting you to so much trouble in the extension of letter of credit. We trust you will appreciate our cooperation.

Yours faithfully*

(B)

Dear Sirs,

We thank you for your order No. 990 for 50 metric tons of white cement but regret being unable to accept your terms of payment mentioned therein.

In our last letter we sent you a copy of our specimen contract in which are contained the general sales terms and conditions. If you have gone through the specimen contract you will see that our usual terms of

34外贸英语函电

payment are by confirmed, irrevocable letter of credit in our favour, available by draft at sight* reaching us one month ahead of shipment, remaining valid for negotiation in China till the 21 st day after the prescribed time of shipment, and allowing transshipment and partial shipments.

We also mentioned in our letter of 14 June that several big Italian firms had already done business with us according to above terms. We hope therefore that you will not hesitate to come to agreement with us on payment terms so as to get the first transaction concluded.

As soon as we hear from you in the affirmative we will send you the contract, so that the goods can be ready for shipment as requested.

We look forward to receiving your favorable reply soon.

Yours faithfully*

Skill DrillingC略）

(信用证）修改书Unit 10

amendment

偿付条款Exercise

reimbursement clause I. Put the following Chinese 进口许可证import into English licence

有效期validity time 幵证人（开证申请人）opener

毫无延迟without / applicant / for account of...

delay 受益人beneficiary / in favor

of ... 开证行opening bank / 一收到…就on receipt

of issuing bank 通知行advising

缔结条约to conclude bank/ notifying bank 保兑IT

a treaty confirming bank 议付IT

negotiating bank 付款行paying 达成交易to conclude

business bank 偿付IT reimbursing bank

审证to examine / to check a letter of credit 不符点discrepancy

II. Multiple choice

1. c 2. a 3. b 4. b 5. d 6. a 7. a 8. d 9. c 10. b 11. d 12. d 13. a 14. c 15. c III. Fill in the following blanks with the given words in their proper forms

2. conclusion

3.

万

Appendix Key to the Exercises and the Skill Drillings 35

I. cover

4. conclude 9. conclusion

D

. coverage 10.

6. handle 7. covering 8. handled II. concluded 12. conclude / handling

IV. Put the following sentences into Chinese

1. 请在第123号信用证的数量前加上\—词。

2. 由于开往你港的直达轮稀少，我们不得不常常在香港转船。 3. 经审査，发现信用证金额不足。请将单价由0.55元人民币增至0.60元人民币，总金额增至

4. 请一定速将信用证修改书传至我处，因货物已备妥多时。 5. 由于我们所订舱位的直达轮到迟了，请将第4455号信用证的装期及有效期分别展至6月30日及7月15日，不胜感激。

6. 信用证修改书必须于11月15日前送达。不然，信用证有效期须延至年底。

7. 你方445号信用证收悉。但我方审査时发现不许转船及分运，请立即修改。

8. 由于在5/6月期间没有从上海幵往你港的直达轮，请无论如何删去\由直达轮装运\条款，并加上\允许分运及转船\字样。

9. 由于港口拥挤，请将你方1345号信用证装期及有效期分别展至6月1日及6月15日。

10. 请修改2345号信用证如下：

a) 按合同，应是\公吨\而不是\长吨\；

b) 最迟装运期为9月30日，且允许转船及分运。

11. 关于你方2347号信用证，请电改，删去\银行费用由受益人承担\条款。

12. 你方2334号信用证金额少开了 520美元，请根据合同加上。

13. 我方销售确认书规定，此笔交易佣金为3%,但我们发现你方信用证要求5%。因此，请要求你方银行修改。

14. 你方信用证552号项下的货物备妥已久，但改证通知尚未到达我方。现要求展期15天。

V. Put the following sentences into English

handling

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