外贸函电英语课后练习

外贸函电英语课后练习

Unit 1 I. Put the following Chinese into English: 询盘 报盘 报价 订单 传真 电子邮件 电子商务 互联网 交货期 目录 文档 支付 结帐 余额 客户 国民经济 市场经济 营销

II. Fill in the following blanks with the given words in their proper forms: economy trade market 1. Your home _____ is flourishing, and your foreign trade is expanding fast. 2. This is possible because of the continuous advance of our national _____. 3. They have been in the wool _____ for quite a number of years.

4. During the past few years the course of world _____ has been marked by a succession of dramatic

developments.

5. The damaged goods are hardly _____.

6. The tourist _____ is the country‘s main source of income. 7. We must make out a _____ research report in two weeks. 8. An increasing number of European firms are _____ with China. 9. They counted on imports to stimulate their _____.

III. Read the following introduction to general business letters: (1) 信头（Heading ） (2) 日期(Date) (3) 我方参考号码（Our Ref. No.） 对方参考号码（Your Ref. No.） (4) 封内地址（Inside Address） (5) 称呼（Salutation） (6) 事由（Subject） (7) 正文 （Body of the Letter） (8) 结尾套语 （Complimentary Close） (9) 签名（Signature） (10) 经办人代号（Reference Notation） (11) 附件（Enclosure） (12) 抄送（Carbon Copy） (13) 附言（P.S.） 以上是英语商业书信的基本结构，其中第1、2、4、5、7、8、9等七个部分是最常用的。但各信的格式不尽一致，有些项目是否要用应视具体情况而定。

下面就以上格式中13个项目逐一介绍： （1）信头（Heading）

商业信函的信头一般印在信笺上端中央，也可在右边或左边。信头中含有发信人公司名称、地址、邮编、电话号码、传真号码、电子信箱等信息资料。

（2）日期（Date）

地址下面写发信日期，次序是月、日、年，如Feb.27，2005；或日、月、年，如27 Feb.，2005 （3）信函编号（Reference Number）

信函编号是为了信件归档、查找之用，通常有我方编号（Our Ref.）和对方编号（Your Ref.）组成，如： Our Ref.：CS 49/77005 Your Ref.：2005/IB318

（4）信内地址 ( Inside Address)

现代商业信件，通常把收信人姓名和地址打在信上，这样可以保持函件的完整，并便于归档立卷。

如收信人为某公司，而寄信人要求该公司某特定人收阅和经办，则可写上Attention (缩写为Attn.)，格式如下： Pacific Marine Insurance Company 643 Powell St.

San Francisco, Ca. 94108 Attention：Mr. H. S. Kennedy

（5）称呼 (Salutation)

常见的正式称呼有：Dear Mr Smith, Dear Mrs Black, Dear Miss Brown, Dear Ms. White。Ms.用于不知是否已结婚的女子姓名之前。若称呼多个男性，则在姓名前用Mr.的复数形式Messrs。Mrs没有复数形式，若称呼多个女性，则在姓名前用Mmes.，如Mmes. White and Gray。

写给一个公司时，可以用Dear Sirs, 也可以用Gentlemen, 美国人一般用Gentlemen。称呼后用冒号或逗号均可，但前者显得更正式。Gentlemen后常用冒号。

（6）事由 (Subject)

事由写在称呼下面、信笺中间的位置。事由可让对方在阅读信的正文以前对信的主题、内容一目了然。另外，在登记归档和查卷时也感到方便。

（7）正文 (Body of the Letter)

正文的每一段开头可以用缩行式（Indented Form），也可用并列式（blocked form），由于电脑普及，为了方便，并列式被广泛使用，这也包括信函的其它所有项目，如日期、事由、结尾套语??等都紧贴信纸左边开始。为清楚起见，采用并列式的各项目之间，通常空一行，正文的各段之间也空一行。

函件只写在信纸的一面，很少两面都用。如果正文较长，一页纸不够，第二页应至少有三行正文，不可没有正文而只有一个签名。第一页最后一行的右边写上to be continued。第二页信纸不用信头，颜色、大小应与第一页相同。第二页第一行要写上收信者单位、页数和日期，如：

Collins Telecom Company, —2— March 24, 2005。 （8）结尾套语 （Complimentary Close）

结尾套语是写信人对收信人所表示的一种谦称，只占一行，低于正文一、二行，放在信的右或左下角。如采用并列式，则紧贴左边。第一个词的开头字母要大写，末尾要用逗号。

在商业书信中，最常见的结尾套语有：Yours faithfully, Faithfully yours, Yours truly, Truly yours，也可用Yours sincerely, Sincerely yours.

（9）签名（Signature）

写信人应在结尾套语之下签上姓名。业务书信和较正式的个人书信通常签上全名，不能只用缩略字母。如果是打字，在

打好的姓名之上，仍需手写签上自己的姓名，以表示郑重，使收信人相信信件的真实性。签名下面可以写上自己的职称或头衔。例如：

Truly yours, (Signature)

Alfred Johnson, Office Manager South Philadelphia Mobiles Company （10）经办人代号（Reference Notation）

经办人代号是由信件口授者(dictator)和秘书（或打字员）的姓名的首写字母组成，用冒号或斜线号分开，如：FCM/HL, FCM:HL, FCM/hl, fcm:hl。

信件打上经办人代号是为了提供此信件产生的信息资料，便于必要时查对之用。 （11）附件（Enclosure）

信中如有附件，则在签名下方左下角注上Enc.或Encl.。其复数形式是Encls. 。附件有两件以上时，应注明数字。如附件特别重要，应给以简短的标题，例如： Encls：1. Annual Report 2 copies

2. List of Major Accounts 3. Profit and Loss Statement （12）抄送（Carbon Copy）

如本信有抄件寄第三者，则打上C.C.或cc字样，然后写上第三者的名称和地址（有的只写名称，不写地址）。例如： C.C： Rotic Co.

341 Queen Avenue Yakima Wa. 98902 cc to：CEO

cc： Mr Carl Mason Copy to： Sales Manager Copies to： directors (13) 附言（P.S.）

附言用于补写要叙述的事情。一般地说，正式信件最好少用或不用。附言有时也可用来强调或提醒一些信中特别重要的内容。

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 KJ: rh Enclosures 2 Cc: Kim Sang-Chul Moon Young-Seung Subject: Integrated Circuit Boards Dear Dr Brenda Yeoh 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. The prices of the KR2000 and peripheral equipment are as follows: KR2000 integrated circuit board: @US$23,200 KT200X ?Toolkit‘: @US$15,500 KC200X connectors: (2 per pack) @US$10,000 I should be grateful if you could contact me to tell me what you wish us to do about your order. Yours faithfully Kim Jungsup for INTEGRATED COMPUTER TECHNOLOGY CO. LTD. Attention Dr Brenda Yeoh, PhD ATT Computers Corp. Pte Ltd. 88 Kitchener Road,#02-15 Jalan Besar Plaza Singapore 208512 PS Forgot to mention it, but there are lots of bargains in the brochure and price list which I am sending you.

V. Address the following envelope in English： 美国纽约百老汇大街20号AUTOS公司 邮编：10027 威廉·史密斯先生收 中国北京广安门南街12号 中国北方工业公司 邮编 100053

Unit 2 I. Put the following Chinese into English: 公司

信誉

与。。。建立业务关系 小册子 你处（地） 供你参考 以。。。为目的 与此同时

按照 达成交易 在。。。业务方面 一系列 具体询盘 经营 与。。。做生意

II. Multiple choice:

1. We thank you for your letter of May 13 and the _____ catalogue. a. sent b. enclosed c. given d. presented

2. While _____ an enquiry, you ought to enquire into quality specification and price etc. a. making b. offering c. sending d. giving

3. We wish to introduce ourselves _____ a state-run corporation dealing _____ textiles. a. as, with b. for, in c. as, in d. with, with

4. We are a specialized corporation, the export of animal by-products. a. dealing b. handling c. dealing with d. dealt in

5. As the item the scope of our business activities, we shall be pleased to establish direct trade relations with you.

a. lies within b. fall within c. come under d. be within

6. We owe your name and address Italian Commercial Bank who has informed us that you are in the market table-cloths.

a. from, for b. to, with c. from, with d. to, for

7. In order to obtain the needed information, the inquirer should simply, clearly and concisely write _____ he wants to know. a. that b. so c. what d. because of

8. If our national economy develops at the same speed for the past decade, we are sure we can catch up with the advanced countries in the world in 50 years.

a. as it was b. as it did c. as it does d. as it has done

9. Your letter of May 9th addressed to our Wuhan Branch Office has to us for attention and reply. a. been passed on b. passed c. passed on d. been past through

10. We are willing to enter into business relations with you on the of equality and mutual benefit. a. base b. basis c. bases d. based

11.Now we look your company for the supplies as we suffer great losses when we dealt with

them.

a. to, would b. for, are used to c. for, would d. to, used to

12. The Guangzhou Export Commodities Fair, sometimes known as the Canton Fair, has _____ to offer that you can find almost everything.

a. so many b. more c. so much d. most

III. Fill in the following blanks with the given words in their proper forms: business deal transact 1. We take the opportunity to introduce ourselves as importer _____ in digital cameras.

2. We are _____ business on the basis of CIF terms or CFR terms. 3. This report _____ with our sales prospects for the years to come. 4. _____ prospects are likely to turn better.

5. Markets for bicycles have gone up a _____ recently. 6. They have concluded substantial _____ with that company.

7. Our representative has full authority to _____ negotiation on this matter. 8. _____ are less optimistic about economic prospects.

9. Nowadays _____ that involve large sums of money are made by checks and fund transfers.

10. Doing _____ without advertising is like winking at a girl in the dark. You know what you are doing but

nobody else does.

IV. Put the following English into Chinese:

1. We are one of the main producers of industrial chemicals in Germany, and are interested in establishing

business relations with your company.

2. Specializing in the export of Chinese bicycles, we express our desire to trade with you in this line. 3. Your name and address have been passed on to us by Hong Kong Trading Company, and we are glad to

write to you hoping to establish trade relations with you.

4. We‘d like to thank you for your letter of June 7 offering your services and should be glad to discuss the

possibility of expanding trade with you.

5. We should be pleased if you would respond to our request at your earliest convenience.

6. We are willing to enter into business relations with your firm on the basis of equality and mutual benefit. 7. We write to introduce ourselves as one of the leading exporters of a wide range of electric fans and air

conditioners.

8. In order to promote business between us, we are airmailing you samples under separate cover for your

reference.

9. To acquaint you with the light industrial goods we handle, we are sending you, by separate mail, several

pamphlets for your reference.

10. Your company has been introduced to us by Mr. Nelson as prospective buyers of Chinese foodstuffs

because we have been in this line for many years.

V. Put the following sentences into English:

1. 承蒙ABC公司的介绍，我们得知贵公司的名称和地址。(to owe … to…) 2. 一收到你方具体询盘，我们马上寄送商品目录及样品。(specific enquiry) 3. 他们的主要业务是出口电子计算机。 (line)

4. 我公司丝绸在你地早已是热销商品。 (a best seller, at your end) 5. 这种产品正行销所有欧洲国家。 (to market )

6. 你方5月10日函已由我们在北京的总公司转交我方处理。 (to transfer) 7. 我们经营这类商品已经有20多年的历史了。(to handle / in the line) 8. 我们能供应式样各异、尺码齐备的鞋。(a wide range of)

9. 我们的贸易是在平等 (equality) 原则的基础上进行的。(to be based on) 10. 世界上大多数国家都从事国际贸易。(to engage in) 11. 如果你们需要，我们可以提供一些石油。(to offer)

12. 国际贸易有两种形式，一种是货物，另一种是劳务。(to trade in)

VI. Supply the missing words in the blanks of the message: Dear Sirs,

Thank you for your letter of August 20, i____(1) us that you are in the m____(2) for Chinese toys. To give you a general idea of the goods we are dealing i____(3), we are sending you by air a complete set of our s____(4) books together with full details of our export prices and t____(5) terms, which we hope will reach you in due course.

Our goods are enjoying fast sales in many countries for their fine q____(6) and reasonable p____(7) in spite of the rise in the cost of raw materials. We are glad to say that all the goods listed in our sample books can be supplied f____(8) stock and according to your specifications.

Should any of the i____(9) be interesting to you, please don‘t fail to send us your s____(10) enquiry, upon receipt of which, we will make an offer by cable.

Yours faithfully,

VII. Read the following short passages or letters and then translate them into Chinese: (A)

International trade is the exchange of goods and services produced in one country for goods and services produced in another country. In addition to visible trade, which involves the import and export of goods and merchandise, there is also invisible trade, which involves the exchange of services between nations. Nations such as Greece and Norway have large maritime fleets and provide transportation service. This is a kind of invisible trade. Invisible trade can be as important to some nations as the export of raw materials or commodities is to others. In both cases, the nations earn the money to buy necessities.

(B)

There is no country in the world that can produce all the products it needs. Thus countries join in international division of labor for effective production and reproduction. Sometimes a country can buy goods and services from abroad on a barter （易货）basis. Barter means doing business by exchanging goods of one sort for goods of another sort without using money. Barter trade itself is not enough to meet a country‘s import needs. But as a form of international trade, it is still attractive in developing countries where foreign exchange is in short supply and inflow of foreign funds is far from sufficient to meet their obligations in external trade.

(C)

There is only a small proportion of service activity in international trade. By their very nature, services are much less tradable than goods since services have to be consumed at the point where they are produced. This means that either the supplier of a service must move to where the consumer is located, or the consumer must move to where the producer is located. Only a small proportion of services are capable of being traded like goods with neither the producer nor the consumer being required to move. For example, transport services, banking, insurance and education.

(D) Dear Sirs, Your company has kindly introduced to us by Mr Nelson, the president of Autos Company, as prospective buyers of Chinese Agricultural Machines. As this item falls within the scope of our business activities, we shall be pleased to enter into direct trade relations with you at an early date. To give you a general idea of the various kinds of products we handle, we enclose a brochure and a price list. Quotations and sample books will be airmailed to you on receipt of your specific enquiry. We look forward to your favorable reply. Yours faithfully,

VIII. Translate the following letter into English: 敬启者： 你7月5日电动机的询盘收悉。 因该商品属中国进出口公司的经营范围，我们已将你方询盘转交他们办理，请直接就你们所需与他们联系。 借此机会，我们自我介绍，我们是经营中国工艺品出口业务的一家国营公司，并与各地的大商号建立了广泛的联系。 随函附上我们的最新目录和价目单，请查收。希望能和你方建立业务关系。 XX 谨上

Unit 3 I. Put the following Chinese into English: 询购。。。 接受报盘 递价 大使馆 代理 工艺 手工制作 支付条款 兹答复 与。。。有联系 向。。。订购 现成市场 立即处理 市场需求（口味） 用现款（支付） 稳定需求 （商品）在出售中 给。。。报盘

II. Multiple choice:

1. We thank you for your letter of March 12 and the _____ catalogue.

a. sent b. enclosed c. given d. presented 2. The letter we sent last week is an enquiry _____ color TV sets.

a. about b. for c. of d. as

3. If you are interested, we will send you a sample lot _____ charge.

a. within b. with c. for d. free of

4. While _____ an enquiry, you ought to enquire into quality, specifications and price etc.

a. making b. offering c. bidding d. sending 5. They found an opportunity to purchase six leather shoes. a. thousands pairs b. thousand pair of c. thousands of pair d. thousand pairs of

6. What kind of products do you think particularly interested ?

a. are they, in b. they are, in c. are they, / d. they are, /

7. It may interest you to know that there is a good demand here for Chinese Black Tea _____

prices.

a. at moderate b. in cheap c. for low d. on dear

8. Please reply as soon as possible, the earliest shipment date and terms of payment. a. stated b. as stated c. stating d. state 9. We enquire glassware available export.

a. for, to b. for, for c. to, for d. of, about 10. We are pleased your enquiry of July 15 for our toys. a. to receiving b. as received c. receiving d. to have

11. We would not give you any lower price you could place an order for more than 500 tons. a. expect b. until c. unless d. besides

12. There is a steady demand in Europe leather gloves high quality. a. for, with b. for, of c. at, with d. in, of

13. We some brochures to illustrate the types of materials we manufacture.

a. enclose you, / b. enclose, you c. enclose, / d. enclose, to you

III. Fill in the following blanks with the given words in their proper forms: offer enquire/enquiry bid 1. China‘s _____ for the 2008‘s Olympic Games has been successful. 2. It is impossible for us to keep our _____ open for more than one week.

3. We are keeping your _____ in mind and will revert to it when goods are available.

4. As the prices _____ are exceptionally low and likely to rise, we would advise you to place your order

without delay.

5. If we ask the buyers for a _____, most probably they will name a low price. 6. We have only limited stock, which is under _____ elsewhere. 7. The company _____ about the development of the local market.

8. At your request, we‘re now making you a firm _____ for 1,000 color TV sets.

9. The articles you _____ for are handled by Daliang Light Industrial Products Imp./Exp. Corporation. 10. If your quantity is considerably large, we can _____ you a discount of 10% on list prices.

IV. Put the following sentences into Chinese:

1. We were advised by Mr. John King that you were interested in supplying men‘s leather shoes.

2. Please send us your best offer by fax indicating packing, specifications, quantity available and earliest time of delivery.

3. You must take into consideration when quoting a price that we may place regular orders for large

quantities.

4. Your enquiry of January 10 has been referred to us for attention as we are the exporters of the articles

you require.

5. Our associates in the packaging industry speak highly of your Zeta packing machines and we would like

to have more information about them.

6. We hope that your prices will be workable and that business will materialize to our mutual advantage. 7. We look forward to placing further orders with you, and trust that you will make every effort to satisfy our

particular requirements.

8. I would appreciate your sending me an up-to-date pricelist for building materials.

9. If you can supply goods of the type and quality required, please make us a firm offer and quote your

lowest prices.

10. As we are in the market for Men‘s Leather Gloves, we should be pleased if you would send us your best

quotation.

V. Put the following sentences into English: 1. 您能告诉我贵公司可供出口的主要产品吗？(item)

2. 能否给我们报英国伦敦成本保险费加运费最低价？(to quote / CIF)

3. 如你方报价具有竞争性且交货期可接受，我们将很高兴向你订货。(to place order with) 4. 从你方5月5日来信中我们很高兴得悉你们对我缝纫机感兴趣。(to be interested in) 5. 敬请告知贵公司可供应的上等白砂糖(refined sugar)数量和价格。(can deliver) 6. 请寄来贵公司产品最新样品并附价格，我们不胜感激。(to appreciate) 7. 倘若价格有竞争性，我方已有现成买主，相信能大批量订货。(ready buyers) 8. 上述货物不能供现货.(available from stock)

9. 如你方价格优惠,我们将乐于向你方订购60箱茶. (favorable)

10. 我方对进口你方产品很有兴趣，如有可能请向我方提供目录、价格单和样品。(catalogue, price list, sample)

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

Your e____(1) of October 10 is receiving our attention, and we thank you for your i____(2) in our products.

A copy of our illustrated export c____(3) will be sent to you today, together with a range of samples of the various skins used in the m____(4) of our gloves and shoes. We think the colors will be just what you want for the fashionable trade, and the beauty and elegance of our d____(5), coupled with the superb w____(6), should a____(7) to the discriminating buyers.

Our r____(8), Mr. J. Needham, will be in Paris next week and will be pleased to call on you with a full r___(9) of samples of our hand-made lines. He is authorized to discuss the terms of an order with you or to negotiate a contract.

We look forward to receiving an o____(10) from you.

VII. Read the following short passages or letters and then translate them into Chinese: （A） Dear Sirs, Re: Enquiry No. 2231 We are pleased at the signing of the trade agreement between our two countries some time ago, which, we believe, will be of far-reaching significance in the development of our bilateral trade. We are now in the market computers mentioned in the attached list and shall appreciate it if you will airmail to us at your earliest convenience your best quotation CIF Shanghai Port showing full particulars as to specifications and time of delivery along with three copies of descriptive literature in English. Should you be unable to supply the goods exactly as specified, would you please offer goods of the nearest specifications or pass this enquiry to your associate who is able to make the right offer? When replying, or quoting, or sending relative catalog and samples, please indicate the number of this enquiry for easy identification. We hope you will give us an early reply. Yours faithfully,

（B） Dear Sirs, Re: Textiles This company is one of the largest textile importers in New York. We sincerely hope to establish business relations with your company so as to promote trade between our two countries. We are enclosing an enquiry note No. 111 and looking forward to receiving, at an early date, your quotation CIF New York inclusive of our 5% commission. While quoting, please state the earliest shipment and quantity available. If your quotation is competitive, we are ready to conclude substantial business with you. Your early reply will be very much appreciated. Yours truly, VIII. Translate the following letter into English: 尊敬的先生： 事由：‘山地牌’自行车 敬请贵公司寄给我们一册‘山地牌’自行车的目录和最新价目单。我们对男女式的自行车都非常感兴趣。 本市自行车很流行，需要大量自行车。因油价偏高，可能越来越多的人将用自行车来取代汽车。 倘若贵公司的自行车质量令人满意且报价具有竞争性，我们打算大量成交。 早日复信，不胜感激。 。。。 敬上

Unit 4 I. Put the following Chinese into English: 实盘 虚盘 确认，保兑 保兑的 不可撤销的 汇票

即期

以 。。。为条件，为准 及时，适时 规格 殷切地 品名 数量 包装 装运 支付 承诺过多 按照要求 如所陈述 如所约定 另邮

分期付款

II. Multiple choice:

1. They have _____us that you are _____ the market _____ chemicals.

a. inform, in, on b. informed, in, for c. advise, in, on d. advised, in, of

2. For your information, our products enjoy a ready _____ in Europe.

a. sell b. sale c. selling d. sail

3. We have been approached _____ several buyers for the supply of HV switchgear.

a. by b. with c. as d. for 4. We would recommend you ______ this offer.

a. accept b. accepted c. to accept d. accepting

5. Thank you for your letter of December 20, ______ which you offered us 12,500 yards of

printed shirting on the following terms and conditions: a. from b. of c. in d. to

6. Our price is more attractive as ______ that offered by suppliers elsewhere. a. compared to b. compared with c. compare to d. compare with

7. We are not in a position to offer firm, as the goods are ______ . a. without stock b. outside in stock c. no stock d. out of stock

8. ______ we would like to close the business with you, we find your price unacceptable.

a. Much b. However much c. Much as d. Despite 9. Please let us ______ your firm offer before the end of this month. a. had b. have c. having d. to have

10. ______ we thank you for your enquiry, we regret being unable to make you an offer for the time being. a. While b. When c. As d. Since 11. We are offering you goods ______ the high quality. a . of b. at c. for d. with 12. A firm offer ______ a time limit for acceptance. a. may specify b. never specifies c. sometimes specifies d. must specify

13. If you can ______ your price by 5%, we may conclude the transaction with you. a. offer b. bring down c. fix d. quote

14. The commodities you offered are ______ line with the business scope of our clients. a. outside b. out c. out of d. without

15. We are offering you firm ______ on the same terms and conditions as the previous contract.

a. as following b. as follow c. as is following d. as follows

III. Fill in the following blanks with the given words in their proper forms:

price sell buy 1. Bicycles command a ready _____ in the US market. 2. As their requirements have already been filled, they are not _____ at present.

3. You will find that our products are moderately _____ and yet of good quality.

4. Please note that we have quoted our most favorable _____ and are unable to entertain any counteroffer. 5. No commodities, however attractive they may be, can _____ in large quantities if their prices are too

high.

6. Please note that we have quoted our most favorable _____ . 7. Inopportunely our stocks have just been _____ up by other firms. 8. The prices are relatively low, and many goods are attractive _____.

9. To our regret, we have to inform you of our inability to accept your order as the goods have now been

_____ out.

10. Unless otherwise stated or agreed upon, all _____ are net without commission. 11. The attractive design and reasonable price is the _____ point of our new products. 12. The machine which he _____ in a hurry has proved to be second-hand.

IV. Put the following sentences into Chinese:

1. We learn from your letter of April 3 that you are interested in establishing business relations with us for

the purchase of our tools.

2. We owe your name and address to the Commercial Counselor‘s Office （商务参赞处） of our Embassy in

the U.S.

3. Your company has been introduced to us by R.G. Nelson & Co., Ltd. As prospective buyers of Chinese

sewing machines. As we deal in sewing machines, we shall be pleased to enter into direct business relations with you.

4. As we are in the market for Men‘s Leather Shoes, we should be pleased if you would send us your best

quotations.

5. If you can supply goods of the type and quality required, we may place regular orders for large quantities. 6. Your letter of September 2 has been received. We are glad to inform you that the articles required by you

fall within the scope of our business activities.

7. In compliance with your request, we are sending you arrange of cut samples of our cotton piece goods.

We hope they will arrive in time and be found to your satisfaction.

8. Thank you for your letter of September 4 informing us that you find our canned meat satisfactory and that

you consider placing a trial order with us.

9. Enclosed is our Pro forma Invoice （形式发票）No. 3422 in duplicate covering 500 Ever-lasting Brand

Bicycles for shipment during October.

10. As a result of the favorable supply situation we are able to offer you firm, for immediately delivery. 11. As the prices quoted are exceptionally low and likely to rise, we would advise you to place your order

without delay.

12. We can offer you a wide range of sizes and types from stock.

13. We regret to inform you that we do not have in stock the goods in the desired quality.

14. We are sure that these goods will meet your requirements , and we look forward to your first order. 15. Packing charges are included in the price, and we can make delivery whenever you wish.

V. Put the following sentences into English:

1. 如果你方能降价百分之五，我们相信成交是有可能的。(to reduce the price by 5%)

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二十多年了。(to handle / deal in) 3. 兹确认我们今晨给你们电报50公吨花生的实盘，一周内复到有效。(subject to ) 4. 因为订单过多，我们只能接受11月船期的订单。(to be heavily committed) 5. 你方报的价格还是有竞争力的，但是交货期不能接受。(competitive)

6. 如果你方能报表200辆飞鱼牌自行车，三/四月船期，我们将非常感激。(highly appreciate it if…) 7. 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。(irrevocable, sight L/C) 8. 按照你方三月十五日来信的要求，我们给你作如下报盘。(to make you an offer) 9. 由于价格合理、质地优良，我们的棉布很畅销。(to sell fast) 10. 目前此项货物有限，我们建议你方从速接受我方报盘。(limit)

11. 我们充其量只能给你3%的佣金。(the best we can do, commission)

12. 花生行市目前见疲，除非你方能减价5%，否则我们无法达成交易。(market is declining)

VI. Supply the missing words in the blanks of the message: Dear Sirs, Thank you for your letter of March 6 e___1___ for our tape recorders and your desire to enter into d___2___ business relations with us. As requested, we are sending you our q___3___ sheet covering the types in which you are interested. Unless o___4___ stated, all the products can be supplied within four weeks after r___5___ of your order and the prices listed are s___6___ to our final c___7___. On an order exceeding 10,000 sets, we usually allow a 3% quantity d___8___. Some latest c___9___s and b___10___s have also been sent to you under s___11___ cover for your reference. Should any of the items be suitable for your market, please let us know. As soon as your s___12___ enquiry is received, we will make you an offer immediately. Your early reply will be much a___13___. Yours faithfully, VII. Read the following short passages or letters and then translate them into Chinese: (A) Dear Sirs, We are pleased to inform you that we are interested to purchase your Down Quilt（羽绒被）. To acquaint ourselves with the quality and workmanship of the said goods, we would like you to airmail us some pamphlets, samples and all necessary information about specifications. Meanwhile, please quote us your lowest price CIF New York including our 3% commission for each of the items shown in the attached list. There is a promising market here for goods of fine quality at reasonable prices. Should your samples and prices prove satisfactory to us, you may expect substantial orders. Thank you in advance for your cooperation. Yours faithfully,

(B) Dear Sirs, We were very pleased to receive your enquiry of 15th January and enclose our illustrated catalogue and the detailed price-list as you asked. Also by separate post , we are sending you a full range of samples and, when you have had an opportunity to examine them, we feel confident you will agree that the goods are both excellent in quality and reasonable in price. On regular purchase of fifty dozen or more of individual items, we would allow you a discount of 5%. Because of their warmth and softness, nylon bedclothes are becoming more and more popular, and after studying our prices you will not be surprised to learn that we are finding it difficult to meet the demand. But f you place your order not later than the end of this month, we would guarantee delivery within fourteen days of receipt of your order.

We invite your attention to our other nylon products, details of which you will find a in the catalogue, and look forward to receiving your first order. Yours faithfully, (C) Dear Sirs, Thank you for your letter of Nov. 21, and we have sent you a reply by telex this morning. You must have noted from our fax that we are in a position to make you a firm offer on 250 long tons of Steel Tubes at ￡620 per L/T CIF Lagos, shipment to be effected by sight letter of credit. This offer is subject to your reaching here within one week. As you are aware, there has been active demand for Steel Tubes in the market, therefore, it is impossible for us to keep this offer open too long. Active demand will certainly result in increased price, to which we hope you will pay attention, and meanwhile we are expecting your early reply. Yours faithfully, VIII. Translate the following letters into English: (A) 敬启者： 你九月十五日来信及信中所附对我“白兔”牌睡衣的询盘收悉，此谢。 按照你方要求，现报两万打女式睡衣，成本加运费，含百分之五佣金拉各斯价每打48.5美元，2004年七、八月装船，以保兑的，不可撤销的信用证凭即期汇票支付。本报盘以你方一周内复到为有效。有关样品和目录已另邮你方。 请注意所报价格均为底价，不接受任何还盘，如无异议，请尽快确认，以便我们安排有关事宜。 盼早复。 谨上 (B) 尊敬的先生： 很高兴收到您方1月10日的询价。根据你方要求，今另封航邮寄上一册附图目录和‘山地牌’自行车的最近价目单。有关销售条件和付款方式，单内也有详细说明。相信经查阅后，你方会同意我方产品质量上乘，价格合理。 盼早日收到你方试订订单。 。。。 谨上 Unit 5 I. Put the following Chinese into English: 还盘 小册子 标题的 偏高（低） 流行的 现行的行市水平 利润

折扣 一批货 现成的市场 试订 在展出 形式发票 银行划拨 与。。。不一致 给。。。折扣 有迹象表明 考虑到 （鉴于） 畅销 续订

II. Multiple choice:

1. We don‘t think we can put the business through ______ you revise your terms and conditions.

a. unless b. expect c. only if d. in addition

2. As said on the telephone this morning, we are sending you by separate airmail the samples, ______ you will find them satisfactory.

a. to hope b. hoping c. hopefully d. hope

3. We shall be glad to send you sample-cutting books and pamphlets of our new products ______ .

a. with request b. as request c. upon request d. at request

4. We would appreciate your sending us a trial order, which we ______ with keen interest.

a. are waiting b. await c. await for d. are awaiting 5. Please ______ us if you find our price competitive. a. buy them with b. place orders with c. place orders from d. place your orders

6. We find your terms ______ and now send you our order for 30 SM combines. a. fitful b. suitable c. satisfied d. satisfactory

7. We place this order ______ the understanding that the discount is 10%. a. for b. with c. on d. through

8. If you can ______ us a 3% discount, we shall give you our initial order amounting to US$ 25,000.

a. provide b. pay c. guarantee d. allow 9. We expect ______ large orders from Europe in the near future. a. to receive b. to receiving c. receive d. being received

10. We are well acquainted ______ our customers‘ needs and can place large orders with you if your price is quite in line.

a. by b. of c. with d. for

11. We must insist on immediate delivery, ______ we shall be compelled to cancel the order in accordance with the contract stipulations. a. however b. likewise

c. in other words d. otherwise

III. Fill in the following blanks with the given words in their proper forms: commodity stock refer 1. Hi-tech equipment and electric appliances are now important _____ for export in China. 2. We _____ to our records and found that the said commission had already been paid. 3. Generally speaking, a quotation usually includes _____, specifications and unit price. 4. We have at present not any _____ of the furniture as you required. 5. Labor is bought and sold like any other _____.

6. _____ to your enquiry of May 22, we very much regret that we have no supply in stock. 7. Common _____ is the ordinary certificate of ownership of the corporation. 8. Wine is one of the many _____ that France sells abroad.

9. Now we are not in a position to supply the goods you enquired for from _____. 10. We shall appreciate it if you will send some up-to-date patterns for our_____.

11. I would like to point out that because of the limited _____ you‘d better accept it as soon as possible. 12. We have _____ to the local bank for their credit standing.

IV. Put the following sentences into Chinese:

1. Many thanks for your reply to our enquiry for steel furniture. We keep your catalog for further reference,

but think your products too highly priced for this market.

2. As business has been done extensively in your market at this price, we regret that we cannot accept your

counter-offer.

3. We have cut our price to the limit. We regret, therefore, being unable to comply with your request for

further reduction.

4. Delivery before March is a firm condition of this order, and we reserve the right to refuse goods delivered

after that time.

5. We have duly noted your requirements for cotton, but regret being unable to supply at present. We will

certainly revert to this matter as soon as our supply position takes a turn for the better.

6. The minimum quantity required is 500 kg. But we would accept up to a maximum of 800 kg. if the quality

is high.

7. We agree to your price, but should like to know if you are prepared to grant us a discount of 5% for a

quantity of 2 000.

8. We regret that it is impossible to accept your counter-offer, even to meet you half way, because the price

of raw material has advanced 20%.

9. Although we are anxious to open up business with you, we regret that it is impossible for us to allow the

reduction asked for, because we have cut our prices to the lowest point.

10. If this first order is satisfactorily executed we shall place further business with you.

V. Put the following sentences into English:

1. 鉴于我们之间的长期贸易关系，特向你方作此还盘。(In view of…) 2. 如不能接受，请尽力给一个最好的还盘。(to make … offer)

3. 感谢贵方2月20日的订单报价，随函附上关于标题项下货物的111号订单。(captioned goods) 4. 你方价格偏高，我们不得不作如下还盘，以我方在本周五前收到你方答复为准。(on the high side) 5. 因我方客户急需该货，希望能尽早发运。(to be urgently needed)

6. 我们不能考虑按你方价格成交，因为你方价格于市价不符。(out of line with)

7. 我们对贵方产品的价格和质量都很满意，现寄上订单一份订购下列产品。(to find … satisfactory) 8. 我方客户对你方产品的质量感到很满意，现寄上试订单一份，请供应现货。(to place a trial order) 9. 通过贵方全力合作，我方能够以你最新价格试订一批货。(through full cooperation) 10. 我们相信，这此试订货将会增进日后更多的大宗贸易。(important transactions)

VI. Supply the missing words in the blanks of the letter: Dear Sirs, We are in r__1__ of your letter dated March 11 and, as r__2__, are airmailing you, u__3__ separated cover, one c__4__ and two sample books for our Printed Shirting. We hope they will reach you in due time and will help you in making your selection. In order to start a concrete t__5__ between us, we take pleasure in making you a special o__6__, subject t__7__ our final c__8__, as follows: Art. No. 81000 Printed Shirting Design No. 72435 – 2 A S__9__s: 30 X 36 X 72 X 69 35‖ X 36‖ X 42 yds Quantity: 12,600 yards Packing: in bales or in wooden cases, at Sellers‘ o__10__ Price: US $ … per yard C.I.F.C.5% Vancouver Shipment: to be made in three equal monthly i__11__, beginning from June, 20. Payment: by c__12__, ir__13__ L/C payable by draft at sight to be opened 30 days before the time of shipment We trust the above will be acceptable to you and await your trial order with keen interest. Yours faithfully, VII. Read the following short passages or letters and then translate them into Chinese: (A) Dear Sirs, Soybeans 2003 Crop We are in receipt of your letter of August 15 offering us 5000 metric tons of the captioned goods at RMB 1 600 per metric ton on the usual terms. In reply, we regret to inform you that our buyers in Odense find your price much too high. Information indicates that some parcels of Turkish origin have been sold there at a level about 10% lower than yours. We do not deny that the quality of Chinese soybean is slightly better, but the difference in price should, in no case, be as big as 10%. To step up trade, we, on behalf of our buyers, counteroffer as follows: subject to your reply being received here by August 26,our time: 5000 metric tons Soybeans ,2003 Crop at RMB 1300 per CIFC 2% Odense with transshipment at Copenhagen, other terms as per your letter dated August 15,2004. As the market is declining, we recommend your immediate acceptance. Yours truly, (B) Dear Sirs, We are very please to have your order and are happy to confirm that all the items requested are in stock. It is a pleasure to supply you and we are quite sure that you will be satisfied with both quality of our goods and our service. The irrevocable letter of credit for a sum not exceeding $ 500 and valid till September 15th is quite an acceptable mode of payment. On receipt of confirmation of this credit from the First National Bank, your order will be ready for shipment to await your agent‘s shipping instructions. We assure you that this order and any future orders from you will have our immediate attention. Yours faithfully,

VIII. Translate the following letters into English:

(A) 敬启者： 事由： 台布 兹谈到贵方标题货物的报盘及随函附寄样品和目录，我方已与客户接洽。他们认为质量和船期可接受，但所报价格与其他供应商的价格相距甚大，不能接受。同类香港产品的价格比贵方的低10%，因此，我们建议你方将价格降至与现行价格一致的水准上。届时，我方将大量订购。 鉴于你们是我们的老客户我们才作此还盘。如同意以上还盘，请来传真告知，以便我们开立有关信用证。 XXX谨上 (B) 执事先生： 谢谢你方5月6日寄来男式衬衫报价及样品。我们已与本地区一些客户联系。许多客户对天鹅牌男式衬衫感兴趣。因此，我们特要求贵方报5000件No. G-3男式衬衫CFR新加坡最低价。我们相信我们可为您争取一些订单。然而我们愿指出，除非贵方报价对买方有吸引力，否则要成功推销并非易事。 XXX谨上

Unit 6 I. Put the following Chinese into English:

确认 以。。。为目的 开列，膳写 销售确认书 一式两份 返签，会签

以。。。为抬头，以。。。为受益人 公吨 （=1000公斤） 购货确认书

有效（性），有效（期） 耽误，延误 与 。。。相一致 令人满意 减价 急需 保兑行

II. Multiple choice:

No. AC-112 Date: Nov.21,2004 Signed At: Beijing

The Buyer: XXX The Seller : XXX

Hereby the Buyers agree to buy and the Sellers agree to sell the c__1__ on the terms and conditions stipulated below:

A__2__ No. X X X S__3__ X x x Q__4__ x x x U__5__ Price x x x A__6__ x x x (With x x % more or less both in amount and q__7__ allowed at the Sellers‘ o__8__.)

Total Value & Terms:

Packing and Shipping M__9__: Time of Shipment: Loading Port & D__10__: I__11__:

Terms of P__12__:

Remarks:

The Buyers shall countersign one copy of this c__13__ and return it to the Sellers within x x x days after r__14__. Contract No. and only brief names of commodity are required to be quoted in the c__15__ L/C.

VII. Fill in the blanks with the proper prepositions:

1. The commodities you offered are _____ line with the business scope of our clients.

a) outside b) out of c) out d) without

2. Any information sent to us will be held in strict confidence and will entail no obligation _____ your

part

a) for b) after c) on d) into

3. Direct steamers _____ your port are few and far between _____ the winter season.

a) for, for b) to, during c) for, to d) in, in 4. The goods will be shipped _____ October 1.

a) in b) to c) on d) with

5. As mentioned _____ my letter Of October 6, the shirts were not satisfactory.

a) on b0 at c) for d) in

6. Contracts must be renewed one week _____ their expiration.

a) on b) against c) the moment of d) before

7. You may count _____ our full cooperation in the settlement of this matter.

a) for b) of c) on d) /

8. We write to advise you of the result of the market research _____ the possibility of selling your

products.

a) for b) on c) into d) after

9. We shall be glad if you will attend the matter at once and let us know the reason _____ the delay.

a) on b) into c) on d) for

10. After shipment we shall draw _____ you for the expense we have paid according to your

instructions.

a) from b) for c) on d) against

11. Please note that the goods you ordered can be certainly promised for immediate shipment _____

receipt of your L/C.

a) with b) without c) upon d) in

12. We are glad to say that we can supply any quantity of dried seafood from stock_____ the exact

specifications of your sample. a) at b) for c) of d) to

VIII. Fill in the Sales Confirmations in English with the particulars given below: (A) （销售合同主要条款）： 合同号码：AC 4678

卖方：北京轻工产品进出口公司 买方：纽约贸易总公司 商品名称：永久牌自行车 规格：MB28型 数量：1，000辆

单价：CIF纽约每辆70美元 总值：70，000 美元 包装：木箱装

装运期：2004年3月31日前自中国港口至纽约，允许分批装运和转船

付款条件：凭不可撤销即期信用证付款，于装运期前一个月开到卖方，并于上述装运期后15天内在中国议付有效 保险：由卖方根据中国人民保险公司1981年1月1日中国保险条款按发票金额的110%投保一切险和战争险。 签约日期和地点：2003年10月11日于北京

SALES CONFIRMATION

No.

Sellers: Buyers:

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: Specifications: Quantity: Unit Price: Total Value: Packing: Insurance:

Time of Shipment: Port of Shipment: Port of Destination: Shipping Mark: Terms of Payment:

Done and signed in on this day of, 20 ..

(B) 敬启者： 很高兴从您10月15日来信中得知您已接受我10月4日的报盘。作为答复，我们确认向贵公司出售5000打153型劳动手套，每打港币27元CIF香港，每打装一纸盒，每10盒装一大纸箱，由卖方按发票金额110%投保一切险及战争险，2005年1月从中国港口运往香港，唛头由我方选定，以不可撤销的、保兑的即期信用证付款，信用证必须在装运前30天到达我方。按照惯例，信用证议付有效期为最后装运期后第15天在中国到期。 兹随函将我方11月2日在北京所签第290号合同一式两份寄与你方，望查收。请会签并退回我方一份。 此致 大卫公司 中国轻工业品进出口公司 经理： 谨上 2004年11月2日 附件： 如文 SALES CONFIRMATION

No.

Sellers: Buyers:

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: Specifications: Quantity: Unit Price: Total Value: Packing: Insurance:

Time of Shipment: Port of Shipment: Port of Destination: Shipping Mark: Terms of Payment:

Done and signed in on this day of, 20 ..

Unit 8 I. Put the following Chinese into English: 按，详见

单价 总值 唛头 由 。。。选定 发票金额 保险费 由。。。支付 不可撤销的信用证 议付 索赔 异议 检验报告 公证机构 人力不抗 挂号空邮 仲裁

争议 程序 给佣金 打折扣

II. Multiple choice:

1. It was found upon examination that nearly 15% of the packages _____, which was obviously attributed

to improper packing.

a. was b. broken

c. had been broken d. been already broken

2. We have the goods you asked for in stock and will deliver as soon as we_____ your order.

a. receive b. received c. receiving d. will receive

3. We regret keenly this delay and can only hope it will not have seriously _____you.

a. trouble b. inconvenient c. inconvenienced d. damaging 4. In most cases, goods are ordered on _____ order forms.

a. printed b. printing c. print d. to print

5. We expect certain sizable orders _____ for within the next two months and ask if we may defer payment

of your account from August 2 to October 30.

a. to be paid b. to be paying c. paying d. for being paid

6. In mass media, big advertising dollars rule. But by doing business on the Net, a small firm might just as

effectively _____ through search engines.

a. get itself know b. get himself know c. get itself known d. get known himself

7. We regret having received your offer too late, because we _____ our needs elsewhere.

a. already cover b. already covered c. have already cover d. have already covered

8. We have asked them to contact you directly, and you may approach them, if that _____ you better.

a. suit b. suits c. will suit d. suitable

9. We, _____ in the export of medical equipment and medicinal herbs, wish to get into direct contact with

firms in your country _____ in the import of such products. a. deal, interest b. dealing, interested c. dealt, interesting d. dealing, interesting

10. Their balance sheets of recent years will show you that their import business in cosmetic products _____

under a satisfactory condition. a. has managed and operated b. have managed and operated c. has been managed and operated d. have been managing and operating

11. Everything _____ consideration, the price is reasonable.

a) take into b) taking into c) being taken into d) taken into

12. We find that the quality of your shipment is not in conformity with the _____ specifications.

a) agreed b) is agreed c) agreeing d) to agree

13. We have pleasure in enclosing a copy of our latest catalogue _____ for in your letter dated December 11.

a) ask b) asks c) asked d) asking

14. All the shipping space for June shipment _____, we can not but ask you to extend the date of shipment

till July 31, 1999.

a) booked up b) to be booked up c) being booked up d) book up

III. Fill in the following blanks with the given words in their proper forms:

profit commission discount 1. It is possible to offset their losses with the _____ realized in their affiliated companies. 2. The _____ market is very unsettled.

3. We are confident that we can deal satisfactorily with any _____ with which you may entrust us. 4. The developing nations get _____ when these workers bring their savings and their required technical

skills back home.

5. We do not pay _____ to firms dealing with us on principal-to-principal basis. 6. If you can _____ your price by 15%, we are prepared to book with you 1 000 bales. 7. They accepted the offer just to start the ball rolling, disregarding _____. 8. In view of these restrictions, you would have to sell oil at a _____.

9. We believe you will _____ by confining your offers to a limited number of firms. 10. The remittance covers _____ due to you up to date.

11. We _____ the information, which seems to be somewhat exaggerated. 12. The bank charges _____ for exchanging foreign currency.

IV. Put the following sentences into Chinese:

1. We have received with thanks your quotation of April 20 and are pleased to send you the following order,

which we trust will receive your prompt attention.

2. The covering L/C will be established in due course, and we trust that you will take all necessary measure

to ensure punctual shipment.

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