补充练习

《外贸函电》每单元练习

Part1 NEGOTIATION OF CONTRACT Chapter1 Establishing Trade Relations

Lesson1 Sellers Asking to Establishing Trade Relations Lesson2 Buyers Asking to Establishing Trade Relations Lesson3 A Company Introduction Lesson4 Status Enquires

Chapter2 Enquiriesand Offers Lesson5 An Enquiry (1) Lesson6 An Enquiry (2) Lesson7 An Offer (1)

Lesson8 An Offer (2)

Lesson9 An Offer to a New Customer Lesson10 Offering Substitute Lesson11 Inability to Offer Chapter3 Counter-offers Lesson12 A counter-offer (1) Lesson13 A counter-offer (2) Lesson14 A counter-offer (3) Lesson15 A counter-offer (4)

Chapter4 Mode of Shipment

Lesson16 About Mode of Shipment

Lesson17 Enquiring about Time of Shipment Chapter5 Packing

Lesson18 Packing Requirements Lesson19 Packing Arrangements

Lesson20 Packing and Shipping Marks Chapter6 Terms of Payment

Lesson21 Inquiring about Terms of Payment Lesson22 Insisting on Payment by L/C

Lesson23 Requesting for Easier Terms of Payment (1) Lesson24 Requesting for Easier Terms of Payment (2) Chapter7 Insurance

Lesson25 Asking for CFR Quotation Lesson26 About Insurance

Lesson27 Inquiring about Insurance Lesson28 Open Cover Policy

Lesson29 Asking for Additional Coverage

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Chapter8 Conclusion of a Business Lesson30 Sending a First Order Lesson31 Confirming an Order Lesson32 Sending a Sales Contract Lesson33 Counter-signature

Lesson34 A Specimen of Sales Contract KEY

Chapter1 Establishing Trade Relations Chapter2 Enquiries and Offers Chapter3 Counter-offers Chapter4 Mode of Shipment Chapter5 Packing

Chapter6 Terms of Payment Chapter7 Insurance

Chapter8 Conclusion of a Business

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Part1 NEGOTIATION OF CONTRACT

Chapter1 Establishing Trade Relations

Lesson1 Sellers Asking to Establishing Trade Relations Ⅰ. Translate the following terms and expressions A. Into Chinese:

1. look forward to 6. import and export now 2. a favorable reply 7. circular letter 3. establishment of trade relations 8. specific price 4. full details 9. favorable price 5. items available for export now 10. Enclosed please finｄ 1.盼望…… 6.进出口 2.有利的答复,佳音 7.通函 3.贸易关系的建立 8.具体询盘 4.详细情况

9.优惠价格 5.目前可供出口的产品 10.随附……请查收

B. Into English:

1. 建立贸易关系

6. 概况

2. 潜在的买主／客户 7. 种类繁多的 3. 棉布

8. 价格单 4. 经营范围 9. 样品本

5. 早日

10. 收到……后

B.

1. establish / enter into trade relations 2. prospective buyers / client 3. cotton piece goods 4. business scope 5. at an early date 6. general idea 7. various kinds of 8. price list

9. sample books 10. upon receipt of

Ⅱ.Choose the best answer to complete each of the following sentences: 1.____ in 1995, this company specializes in the export of cotton piece goods. A. Establish B. Established C. Establishing D. To be established 2.____ please find the catalogues and latest price list.

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A. Enclosed B. Enclosing C. Enclose D. Enclosure

3. We will forward all the necessary information of the item mentioned above ____ receipt of your reply.

A. with B. upon C. in D. of 4. We look forward ____ your favorable news. A. on B. to C. at D. of

5. The present market is favorable ____ importers. A. with B. for C. in D. to

6. Because the article falls ____ the scope of our business activities, we are writing you in hope of ____ trade relations with you.

A. within, establishment B. within, establishing

C. below, set up D. below, setting up 7. Thank you for the sample cutting____ in your letter.

A. enclose B. enclosed C. enclosing D. being enclosed

8. We take the pleasure of introducing ourselves____ an experienced importer____ line of daily products.

A. of, on B. as, in C. for, by D. be, at

9. Thank you for your price list showing various kinds of products now____ for export.

A. available B. be available C. to be available D. being available

10.____ create severe competition for home produced goods. A. Import B. Importing C. Imports D. Imported Ⅲ.Translate the following sentences into Chinese:

1. We are willing to enter into business relations with your company(公司) on the basis of equality and mutual benefits.

2. We write to introduce ourselves as one of the leading exporters of a wide range of air conditioners(空调).

3. In order to export our products to Western Europe, we are writing to you to seek cooperation possibilities(合作机会).

4. We have a lot of colors and sizes to meet different needs.

5. We have airmailed you some leaflets about our products. If you are interested in any of the items, please let us know.

6. With years of efforts we have enlarged our business scope and now we deal in nearly 100 kinds of goods.

7. Our main business covers the import and export of various light industrial products. 8. If your corporation does not import the goods mentioned above, please give this letter to a firm who may be concerned.

9. As an exporter of motor bicycle, we wish to express our desire to trade with you in

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this line.

10. To give a general idea of products, we are sending you separately a catalogue together with three pamphlets for your information. Ⅳ. Translate the following sentences into English:

1.兹介绍，本公司是一家人造珠宝（imitation jewelry）的出口公司，在这一行已有多年经验。

2.你们上周写给总部（the headquarter）的信已转交给我们公司，因该产品属我们经营。

3.我们可供出口的轻工产品（light industrial products）种类繁多。 4.很高兴收到你方内附插图目录的来信。

5.我们盼望收到你们 对于我们产品的具体要求。

6.我们是一家信誉良好的私人公司（private company），非常希望与你们建立贸易关系。

7.经理简单地给我介绍了一下Johnson公司的情况，他们有可能成为我们的客户。 8.为了让你们对表格中的产品有个大体了解，特随附小册子及最新的价格单各一份。

9.当出口值超过进口值，被称为贸易顺差。

10.我们的产品质量（quality）上乘，价格优惠。 Ⅴ. Translate the following letter into English: 先生：

我们仍上周的中国日报（）获悉，贵方对丝绸服装（）感兴趣。兹介绍本公司，是我地服装行业最大的出口商。我们愿意与你方在平等互利的基础上建立贸易关系。

我们的真丝服装采用高档真丝面料，传统工艺（）加工而成。现随附一份插图目录及最新价格单供你方参考。如有意，请寄具体询价。收到后，当即航寄报价及样品。

盼早复。

商祺

Ⅵ.Write an English letter in a proper form based on the following information: Write a letter to Foothill Enterprises Trade Development Co. Ltd.( P. O. Box 22789 Taiz Street, Sana’a, Republic of Yemen) telling them:

1. you are introduced by the Commercial Counselor’s Office of their embassy in Beijing(驻北京的大使馆商务参赞处);

2. you wish to set up business relations with them;

3. the main scope of your business is exporting chinaware(瓷器);

4. samples and catalogues will be sent to them upon receipt of their specific inquiries.

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9. 财务状况 10. 保密

Ⅱ.Choose the best answer to complete each of the following sentences: 1. You can ____ your lawyer for the settlement of the dispute(争议).

A. approach B. get in touch C. get contact with D. touch 2. I appreciate ____ the opportunity to visit your country.

A. giving B. to have given C. having been given D. to have been given

3. Any information given to us will be held as confidential and will entail(使……承担) no responsibility ____ your part.

A. in B. for C. after D. on

4. It is necessary to make a status inquiry ____ your customer before the execution of the order.

A. into B. about C. for D. after

5. Please inform us ____ the supply and demand situation in your country. A. to B. of C. with D. in 6. We will appreciate____.

A. if you can send us your catalogues and price list at an early date B. it if you can send us your catalogues and price list at an early date C. if you could send us your catalogues and price list at an early date D. it if you could send us your catalogues and price list at an early date 7. Recently, there has been many orders ____ the said goods. A. for B. on C. with D. about

8. If your prices are favorable, we would like to order 1,000 cases____ you. A. to B. with C. for D. on

9. All the information offered by you will be kept ____ confidential. A. in B. as C. to D. with 10. ____ will be appreciated. A. You reply our letter early B. You reply to our letter early C. Your early reply our letter

D. Your early reply to our letter Ⅲ. Translate the following sentences into English: 1. 如能在规定的时间内履行订单，不胜感激。 2. 请随时告诉我们你处花生市场的变化情况。

3. 我们向你方保证，所有关于该公司资信情况的资料都将严格保密，并且你们不承担仸何责仸。

4. 这家咖啡零售商举出贵方名字作为资信征询人。

5. 有位东南亚的客户（customer）正与我们联系购买冰箱（refrigerator）一事。

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6. 兹收到你方２９日来信，要我们调查该公司背景。

7. 兹通知你方，该公司主营农产品进出口，资信情况良好。 8. 客户来信询问订单执行情况。

9. 如能将我们的产品推荐给这家北美的进口商，非常感激。 10. 该公司资信情况不明，建议与其交易时采取谨慎态度。 Ⅳ. Translate the following letter into Chinese: Dear Sirs,

We have now received from the City Commercial Bank, Beijing the information you asked for in your letter of June 6th. The motor company you mentioned is an exclusively foreign-owned enterprise(外商独资企业) formed in 1996. It enjoys a good reputation and can meet its commitments punctually(及时履行其承诺).

The information is confidential without any responsibility on your part.

Yours truly, Ⅴ. Write an English letter in a proper form based on the following information:

Your company is planning to fulfill an order from a new customer: Universal Trading Co. Ltd in Britain, about whom you know nothing. Write a letter to your bank—— the Bank of China inquiring about the financial standing of the above company, details of which are as follows: Name: Universal Trading Co. Ltd Address: P. O. box 1734 Otterspool Way

Watford, Herts WD25 8WW UNITED KINGDOM

Reference bank: Barclays Bank PLC 54 Lombard Street, London EC4 3AH, UK

Chapter2 Enquiries and Offers

Lesson5 An Enquiry (1) Ⅰ. Translate the following terms and expressions A. Into Chinese:

1. make sb. an enquiry for sth. 6. quote sb. a price for sth. 2. a stock of sth. 7. enquire for sth. 3. have sth. in stock 4. be out of stock 5. assure sb. of sth.

8. make sb. a quotation for sth. 9. R&D department 10. finance department

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B. Into English:

1. 询盘(n.) 6. 一整套 2. 现货供应 7. 在产中的 3. 报最低价 8. 盼望，期待 4. 扩展业务 9. 出口部 5. 商品目录和样品 10. 具体询盘 Ⅱ.Choose the best answer to complete each of the following sentences:

1. We are pleased to inform you that we have ____ our business of sales department. A. risen B. raised C. enlarged D. added

2. They are seriously considering ____ a complete plant(全套设备) for the production of cutting tools.

A. import B. importing C. to import D. imported 3. We have been ____ the aertex(抽纱) line for five years. A. in B. on C. at D. into

4. We will appreciate it very much if you can quote us your best prices ____ Sony Brand Color TV Sets of 24 and 29 inches. A. in B. for C. at D. on

5. We look forward to ____ your catalogues and samples for quality tea and coffee sets.

A. receive B. received C. being received D. receiving

6. We thank you for your letter dated March 18 ____ our silk blouses of various styles.

A. enquiring for B. enquiry for C. enquired for D. enquire for

7. W have the pine kernels(松子) you asked for ____ stock and will deliver(交货) as soon as we ____ your order.

A. in, receive B. in, receiving C. from, received D. from, receiving

8. We thank you for the enquiry you ____ us.

A. have made to B. have offered to C. have let D. have informed 9. As the type required is ____ stock, we hope you can take the following goods instead.

A. in B. out of C. on D. at

10. We assure you ____ our full cooperation with you at all time. A. that B. rest C. on D. of Ⅲ. Fill in the blanks with the proper forms of the following expressions:

quotation, assure, stock, look forward, line, consider, enlarge, enquiry, inform, quote 1. We ____ to receiving your brochures for typewriters and calculators. 2. Please ____ us at what price your customer can accept out order.

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3. Please send us your lowest ____ for toothpaste.

4. This is a good ____ of home and personal care products.

5. We can supply 1,000 cases of Pepsi Cola from ____ at present.

6. We ____ accepting your quotation, depending on how favorable it is. 7. In recent years we have ____ the business of our Import Division. 8. We thank you for your ____ of June 26 for our leather bags.

9. We will appreciate it very much if you can ____ the best price for paints and

varnishes(油漆和清漆).

10. You may rest ____ that we have quoted you our best price. Ⅳ. Translate the following sentences into Chinese:

1. Will you please quote us CIF Pusan(釜山) for Hisense high-definition color TV sets(海信牌高清晰度彩电) of 24 inches? 2. Stocks are light with active demand.

3. We have received a crowd of enquiries from buyers in other directions for our films(胶卷).

4. If you have men’s leather gloves(真皮手套) in stock, please send us a full range of samples.

5. We can assure you that the prices we quote are very favorable. Ⅴ. Translate the following sentences into English:

1. 我方已接到你方８月１日对我方奥林巴斯数码照相机（Olympus digital cameras）的询价单。

2. 你方所需的１０００台冰箱目前都有现货可供。 3. 我们备货充足，现寄上所需各花色型样。

4. 感谢贵方１０月１日对我方Philips吸尘器（vacuum cleaner）的询盘，现附寄一套在产产品的插图目录本。

5. 如果能报优质绿茶的成本加运费保险费到墨尔本最低价，我们将不胜感激。 6. 我们向你方保证我公司的良好信誉。

7. 你方询购的５０００台传真机（fax machine）目前无货。

8. 请向我方报１０００箱口红（lipsticks）成本加运费青岛最优惠价。 9. 我们期待在今年的中国出口商品交易会上再次见到你方代表。 10. 请放心，我们回正常提供丝绸睡衣（silk pajamas）。 Ⅵ Translate the following letter into English: 先生／女士：

数码照相机

我们对你方在４月份广州交易会上展出的各种型号的数码照相机很感兴趣。 现介绍我公司是伦敦地区最大的电器进口商之一，经营该业务已有十多年了。我们热切希望与你公司建立业务关系。

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目前我公司正在扩展进口业务，该产品正合我们的要求。请寄全套产品的插图目录和价格单，并报你们能够现货供应的数码照相机的成本、运费和保险费伦敦最低价。

盼早复。

谨上

Lesson6 An Enquiry (2) Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. with/in regard to 6. immediate delivery 2. by DHL 7. immediate shipment 3. by EMS 4. as regards

5. receive one’s attention B. Into English: 1. 棉织布 2. 采购样品

3. 通过航空邮寄 4. 关于

5. 感激，感谢

8. by express mail 9. confirming sample 10. sample book

6. 纯棉织布 7. 与……相符 8. 回样

9. 不可撤消的即期信用证 10. 立即答复

Ⅱ.Choose the best answer to complete each of the following sentences:

1. We would like to inform you that we have received a large inquiry ____ 800 sets refrigerators.

A. of B. at C. for D. with 2. We can supply the goods you require ____.

A. from stock B. in stock C. out of stock D. just the stock 3. We shall advise you ____ we are able to supply the goods again. A. as B. while C. as soon as D. until

4. We have sent you a full range of samples ____ airmail as per (按照) your instructions.

A. on B. at C. for D. by

5. ____ the remaining 50 tons, we have faxed the suppliers to ship the goods at once. A. As regard B. In regards to C. With regards to D. Regarding

6. We very much regret that your counter-sample does not correspond ____ our samples.

A. to B. at C. on D. in

7. We will be ____ if you will make us your lowest quotations ____ iron-free garments(免熨服装).

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A. appreciated, for B. obliged, for

C. appreciated, on D. obliged, on

8. We are pleased to receive your letter ____ a sample of our new products. A. asking B. enquiring C. requiring D. request

9. We are enclosing a copy of our illustrated catalogue ____ for in your letter dated March 1.

A. ask B. asks C. asked D. asking

10. Your quotation ____ washing machines is too high to be workable(可行的). A. in B. against C. with D. of Ⅲ. Fill in the blanks with the proper forms of the following expressions:

approximately, by airmail, correspond, attention, regarding, be obliged, quote, line, assure, enclose

1. The items contained in the parcel(包裹) do not ____ with those on the list enclosed in it.

2. Expenditure(开支) is ____ 10% down on the previous quarter. 3. We are sending you ____ a sense book for your consideration.

4. I am in the textile ____ .It is my desire to have a share in your trade. 5. We shall _____ you for an immediate reply. 6. _____ please find two copies CIE London. 7. _____ please find two copies of our price list.

8. We _____ you that all your enquires will receive our prompt attention.

9. We shall be pleased if you will send us sample books _____ printed shirting. 10. Your immediate _____ to our enquiry and proposal will be appreciated. Ⅳ. Translate the following sentences into Chinese:

1. Thank you for your letter of 25th June enquiring for bed sheets. We wish to inform you that the sample-cutting book, price list and catalogue asked for in your above letter have been airmailed to you.

2. Please rest assured that your future orders will receive our prompt and careful attention.

3. We find that the price you have actually offered does not correspond with that on the pricelist.

4. After the job was advertised in the newspaper, we received approximately 100 résumés(简历).

5. We shall be obliged if you would send us the pricelist of your cotton underwear(内衣) of the newest patterns.

Ⅴ. Translate the following sentences into English:

1. 请提供与随函所附样品在花样和质量上一致的、最近做的真丝手帕样品。 2. 随函寄去的目录所列全部项目都有现货,可以即期装运。

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3. 倘若你方没有2930型号的电视机,请你报2395型号的电视机或者别的型号的现货.

4. 贵方若能迅速仔细地处理我方对棉布的询盘,我们将不胜感激.

5. 关于购货样品,我方将尽快航寄你方,以便你方了解我方所需产品的色泽和质量。

6. 我方向你方询购大约2000件开司米羊绒大衣(cashmere coats). 7. 如果没有库存毛毯(blankets),请告知新货供应还需多少时日. 8. 此次所需货物质量须与早先供应的相同.

9. 现航寄修订(revised)目录和价目表各一份.希望你们会对我们的瓷器(chinaware)感兴趣.

10. 如能寄圣诞节用蜡烛全套样品,并报批量购买的竞争价格,我方将很感激. Ⅵ Translate the following letter into English:

写信人: John Smith, Fine Toys Inc. 的Import Manager 地址： 22 Granville Street, Fresno, Los Angeles, USA 收信人：山东工艺品进出口公司出口部王经理 地址：中国青岛香港中路100号 事由：竹制玩具

日期：20…年12月1日

王经理：

现介绍我公司是洛杉矶地区最大的玩具进口商。你方在《纽约时报》（New York Times）所登广告介绍的竹制玩具非常适合我方要求。

我方现想询购大约200000只竹制玩具以满足市场的需要。我方已另行邮寄了采购样品，以便贵方了解我方所需产品的质量和型号。请航寄与我方采购样品相同的样品并报最好的CIF洛杉矶价。如能立即办理，不胜感激。

谨上

Lesson7 An Offer (1) Ⅰ. Translate the following terms and expressions A. Into Chinese:

1. make sb. an offer for sth. 2. offer sb. sth. 3. as requested 4. agree to sth.

5. with the least possible delay B. Into English: 1. 报盘

6. busy season 7. slack season

8. by separate mail/post 9. let us know... 10. let us have... 2. 报价单

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3. 即期装运 7. 立即

4. 最终确认 8. 销售季节 5. 以……为准,以……为条件 9. 虚盘 6. 另封,另寄 10. 在……基础上 Ⅱ.Choose the best answer to complete each of the following sentences:

1. As requested _____ your E-mail of October 1, we are sending you _____ the required quotation sheet.

A. in, herewith B. for, herewith C. for, in D. on, herewith

2. Please quote us your lowest prices _____ CIF Singapore basis for embroidered silk blouses _____ prompt shipment.

A. in, for B. from, for C. on, on D. from, on

3. Please make serious efforts to get the 200 M/T tea ____ .

A. dispatch B. dispatched C. dispatching D. to dispatch 4. As requested, we are sending you _____ a full range of samples.

A. under separate post B. by separate cover C. under separate cover D. under separate mail

5. Should the production resume(恢复)in the future, we will let you know _____ . A. without the least possible delay B. with any delay C. without any delay D. with possible delay

6. We are pleased make you an offer _____ 5,000 dozen Ladies Folding Auto Umbrelaas _____ USD 35 per dozen ____ CIF London basis ____ prompt shipment. A. for, at, on, for B. for, on, at, for C. at, on, for, for D. on, for, at. for

7. This offer is subject _____ your reply _____ us before August 1.

A. to, reach B. to, reaching C. for, reach D. for, reaching

8. _____ our representative calls on you next week, he will make you an offer ____ we feel sure will meet with your approval.

A. When, which B. Who, which C. When, with that D. Who, with that

9. The buyer agrees _____ a friendly settlement of the dispute.

A. with B. on C. to D. for

10. We ____ herewith two copies of our illustrated catalogue. A. include B. enclose C. inquire D. exclude Ⅲ. Fill in the blanks with the proper forms of the following expressions:

as requested, subject to, under separate cover, without any delay, on the basis of, respective, prompt, offer, agree, let us know

1. We are sending you ____ our catalogue and the latest price list. 2. The above prices we quote are all ____ CIF London net.

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3. ____, we are sending you our latest illustrated catalogues of our new products. 4. Our ____ quotations for Type A and Type B are USD 100 and USD 120. 5. We are offering 10,000 metric tons of first grade rice for ____ shipment.

6. As soon as we can supply you with the goods you required, we will inform you ____.

7. We have received your E-mail of July 6 ____ us 2,000 metric tons of iron nails at USD300 per metric ton for September shipment.

8. Please ____ immediately if there is anything we can do for you.

9. When you see our counter-sample, you will certainly ____ that we have the ability to produce the goods you require.

10. This offer is ____ your reply reaching us within 5 days. Ⅳ. Translate the following sentences into Chinese:

1. All the prices quoted are on CIF basis without commission. 2. Our offer is subject to the goods being unsold.

3. We can offer 5,000 tons of Snowflake Brand 97% Zinc Ingots(锌锭) on CIFC5% London basis for September shipment subject to our final confirmation. 4. We have received your offer for T-shirts, but find your price rather high. 5. We shall be obliged if you will give our enquiry careful attention.

6. We are sorry to inform you that we do not have air conditioners available for export.

7. It is known to all that our men’s shirts are superior in quality and reasonable in price. We trust you will certainly agree to our quotation.

8. The quantity of frozen shrimps available for prompt shipment is indicated therein. 9. Your offer against our enquiry of June 1 is acceptable.

10. As the selling season is drawing near, please let us have your offer without any delay. Ⅴ. Translate the following sentences into English:

1. 按照你方8月10日来信要求,我们向你方报盘400台IBM笔记本电脑(laptop computers, notebook computers).

2. 现报500台空调,每台250美元,成本加运费旧金山价,5月装运.

3. 请报我方2000台29英寸高清晰度彩色电视机最低价,FOB青岛含佣2%,8月装运.

4. 如全自动洗衣机现在有货,请按CFR大阪(Osaka)基础上报价. 5. 我们有这两种洗发精现货,数量分别是,1000瓶和2000瓶.

6. 如果你方同意我方对山地自行车(mountain bike)的报价,请即告知. 7. 我们现向你方报盘,以本月20日以前复到为条件. 8. 你们的丝绸服装工艺精湛,设计新颖,请给我方最好盘. 9. 按照要求,现另邮寄给你方茶具一套.

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10我们希望在平等互利的基础上与你方建立业务关系.

Ⅵ Translate the following letter into English in a proper form: Worldwide Trading Pty. Ltd Level 25

367 Collins Street Sydney, Australia

女士/先生:

感谢你方11月5日对我方圣诞蜡烛的询盘.

根据要求,现报你方所需货号为202圣诞蜡烛,每箱340美元,按成本加运保费悉尼价,包括2%的佣金,以我方最后确认为准.

众所周知,我方产品质量优良,价格合理,在国际市场上很受欢迎,希望你方能同意报价.

圣诞节日益临近,请尽快寄订单勿误.

盼即复.

谨上

金王蜡烛有限公司

(中国青岛香港路100号福泰广场11层) 出口部经理 高丽 20…年11月10日 Lesson8 An Offer (2) Ⅰ. Translate the following terms and expressions A. Into Chinese:

1. acknowledge receipt of 6. purchase confirmation 2. be in a position to do sth. 7. take delivery of 3. short ton 8. make delivery of 4. metric ton 9. for your consideration 5. captioned contract 10. for your informationB. Into English: 1. 标题货物 6. 按照 2. 实盘 7. 向某人订某货 3. 此复,答复 8. 以……为抬头 4. 长吨 9. 销售确认书 5. 供你方详阅 10. 吸引人的价格 Ⅱ.Choose the best answer to complete each of the following sentences:

1. We acknowledge with thanks ____ your fax of March 1. A. receipt B. receive C. receipt of D. receiving

2. We are ____ receipt ____ your letter of August 1 offering us the captioned goods

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____ USD1, 000 per long ton.

A. of, of, on B. in, of, at C. in, of, for D. of, of, at

3. Can you make us a firm offer ____ 3,000 metric tons ____ tin foil sheets? A. for, of B. on, in C. of, for D. for, for

4. ____ your information, supply can be ____ only in small quantities at the moment. A. For, effected B. For, effecting C. From, effected D. From, effecting

5. We are prepared to place an order ____ you ____ 10,000 cases of Tsingtao Beer. A. with, for B. for, with C. with, of D. for, of 6. As wholesalers(批发商) we are ____ to handle large quantities. A. of a position B. in the position

C. at a position D. in a position

7. We confirm ____ purchased 2,000 MP3 Players ____ you.

A. have, to B. having, from C. to have, from D. have been to 8. The offer is firm subject ____ before October 1.

A. for your reply reaches us B. for your reply reaching us C. to our receiving your reply D. to your reply arriving at us

9. If you can make us an offer ____ a competitive price you will be able sell a large quantity ____ the products ____ your area.

A. for, of, in B. at, of, in C. on, of, for D. at, of, for

10. We hope you will agree ____ our proposal and we look forward to receiving regular orders ____ you.

A. to, from B. from, to C. upon, to D. to, upon Ⅲ. Supply the missing words in the blanks. The first letters of the words are given.

We acknowledge r of your letter dated October 2 f which we have l that you wish to have an o from us for d in October. In r , we are making you, s to your reply r us by October 12, the

following offer:200 metric tons of pine kernels 20...crops at USD 5,000 p metric ton CIF3% Hamburg for s during October. Your p reply will be highly a .

Ⅳ. Translate the following sentences into Chinese:

1. We confirm having faxed you a firm offer for cotton piece goods subject to your reply reaching us by September 20.

2. We can offer as follows, subject to your reply received here by four o’clock p.m. our time September 25.

3. We are in a position to offer T-shirts at such favorable prices because we have a large stock.

4. We thank you for your inquiry of Nov.9 and are sending you, under separate cover,

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samples of leather shoes together with our pricelist.

5. We are in a position to offer you 1,500 tons of Canada Oats at the price of USD 400 per ton for prompt delivery. Ⅴ. Translate the following sentences into English: 1. 兹确认你方6月18日电子邮件收悉。

2. 兹复你方3月18日询,我们现向你方报盘,以4月1日复到为条件。 3. 兹确认已售你方2000个电动剃须刀。

4. 我们打算向你方订购2000打弹性尼龙袜（stretch nylon socks），详情见附表。 5. 你方3月10日函悉，仍信中我们获悉你方希望得到我方罐头食品的报盘。 6. 现告知，我方所报价格合理，欧洲许多客户均已接受该价格。

7. 请放心，我们肯定会在一个月内完成你方向我方订购标题货物的交货。 8. 此报盘有效期仅三天，请尽快作出决定。

9. 由于接近夏天，空调需求量上升，我们抱歉不能满足你方如此大的需求。 10. 我们现寄上价格表和详细的促销说明书，供你方参考。 Ⅵ Translate the following letter into English: 女士/先生：

你方5月15日函收悉。

兹回复你方对―柔柔‖牌枕套的询盘，现向你方报盘如下：

商品名称：―柔柔‖牌枕套 规格：NJ100 数量：400万套

价格：成本加运保费哥本哈根价含佣金5%，每套22美元 支付：保兑的、不可撤消的凭即期汇票支付的信用证 装运：20...年７／８月装运

此盘是实盘，以本月底前复到为有效。

特告知，一旦报盘过期，货物将枀有可能售出。 盼速复。

谨上

Lesson9 An Offer to a New Customer

Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. leading dealer 6. competitive offer 2. vacuum bag 7. in large quantities 3. blanched peanuts 8. by airmail 4. in the meantime 5. approach sb. for sth. B. Into English:

9. confirm receipt of 10. import...from

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1. 因特网 6. 借此机会做某事

2. 寻找 7. 最新商品目录 3. 属于我们的经营范围 8. 纸板箱 4. 仍事……业务 9. 出口到…… 5. 详细信息 10. 如下Ⅱ.Choose the best answer to complete each of the following sentences:

1. We find your quotation _____ and therefore would like to place an order with you now.

A. attracting B. to be attractive C. attract our attention D. attractive

2. As the goods ____ within the scope of our business activities, please contact us immediately.

A. falls B. fall C. fell D. falling

3. We have ____ the company ____ the supply of TV Sets. A. approached with, in B. got in touch, in

C. approached, for D. contracted with, for

4. ____ please find a catalogue for our electric mixers, together with _____ specifications.

A. Enclose, detailed B. Enclosed, detailed C. Enclose, details D. Enclosed, details

5. We would like to take this ____ to introduce ourselves as one of the leading importers in our country

A. place B. time C. occasion D. opportunity

6.We would like to quote you the best price ____ 800 sets of Galanz microwave ovens(微波炉) _____.

A. with, as followed B. at, as following C. in, as follows D. for, as follows 7. Your prompt reply ____ .

A. will be highly appreciated B. will be thanked C. is to be thanked D. is appreciated high

8. In the past years, we have made big efforts in developing business _____ . A. on this line B. in this line C. for this section D. in this part 9. Every year, we export sunflower seeds ____ large quantities _____ the Far East A. in, to B. to, in C. in, in D. to, to

10. Our cotton piece goods are very popular in the Southeast Asian market ____ we have had a lot of experience

A. that B. which C. in which D. in that Ⅲ. Fill in the blanks with the proper forms of the following expressions:

fall, look for, take this opportunity, latest, as follows, in reply, place an order, for your

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information, in a position, confirm

1. One of our clients is _____ high quality coffee sets.

2. We ____ to approach you for the establishment of trade relations with you.

3. ____, recently there has been a large demand for electric heaters due to prolonged cold weather during this season

4. We are sending you by airmail the ____ illustrated catalogues of our new products. 5. If you ____ with us before the 10th July we can assure you of our prompt shipment. 6. The captioned goods ____ within the scope of our business activities. 7. We ____ having made you offer of 50 metric tons of soybeans. 8. ____, we are glad to establish direct business relations with you.

9. We are sorry to inform you that we are not ____ to accept new orders. 10. We are glad to make you a firm offer _____. Ⅳ. Translate the following sentences into English:

1. 我方仍互联网上得知贵公司是中国地区各种轿车的主要进口商。 2. 目前我们正在中国地区寻找医药保健品的新供货商。 3. 我们仍事抽纱行业已有２０年，有许多固定的客户。 4. 你方所需的家用电器属于我们的经营范围。

5. 我想借此机会通知你方，我们能供应你方所要的电脑软盘。 6. 有关这款轿车的详细信息请与我们当地的经销商联系。 7. 我们与你方联系是为了推介我们最新设计的地毯。

8. 按照要求，现另封航寄最新纯棉床单的样品本。

9. 同时，我方高兴向你报盘喷墨打印机（ink-jet printer）最有竞争力价格如下。 10. 兹函复，报不锈刚餐具（stainless steel dinnerware）如下。 Ⅴ. Translate the following letter into Chinese: Dear Sirs,

We are glad to make you a competitive offer as follows:

Name of commodity: Seagull Brand Cameras Quantity:2, 000 sets

Price: at USD 200 per set CIFC3% New York

Packing: packed in cartons

Time of shipment: for shipment: for shipment during March/April 20... Terms of payment: by irrevocable L/C payable by sight draft

The above offer is firm to your reply reaching us before the end of this month.

Your prompt reply so highly appreciated.

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Yours faithfully，

Ⅵ. Write an English letter in a proper form based on the following information:

你是一家经营轮胎进出口的国营企业，名叫Yellow Sea Type Co. Ltd（中国青岛中山路３０号贸易大厦１５层进出口部，Tel：0086-532-2688888，E-mail：yst@qdcnc.com。）你仍网站上得知澳大利亚一家叫Greenworld Trading Pty Ltd(36 Tower Street, Sydney, Australia)公司正在中国寻求轮胎的供货商，给他们写一封信介绍一下自己的公司，说明消息来源，并报盘目前畅销货物。

Lesson10 Offering Substitute Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. be satisfied with 2. discontinued line

3. to the satisfaction of sb. 4. satisfactory to sb. 5. go into production B. Into English: 1. 替代品 2. 畅销

3. 通过航空快递

6. replace A with/by B 7. substitute A for B 8. in production 9. ISO 10. WTO 6. 详细规格 7. 商品目录

8. 生产者（商）

4. 为……找到销路 9. 停止生产 5. 价格单 10. 对……感兴趣 Ⅱ.Choose the best answer to complete each of the following sentences:

1. As requested, we are sending you by airmail the samples of men’s leather shoes, hoping you will find them ____.

A. satisfaction B. satisfactory C. satisfactorily D. satisfy 2. We shall appreciate ____ us samples and the relative price list. A. your airmailing B. you to mail C. you for airmailing D. for your airmailing

3. We are interested ____ your bicycles but do not find your offer of hand tools ____ . A. in, interested B. in, interesting C. to, interested D. to, interesting 4. These goods are ____ no interest ____ us.

A. of, to B. to, of C. in, to D. in, of 5. Their new products are not interesting ____ us.

A. to B. in C. of D. for

6. As our products are of high quality and moderate price, they ____ fast sales in the international market.

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A. have B. get C. enjoy D. make

7. Our end-users are not quite satisfied ____ this shipment(批) of stereo headsets. A. to B. with C. for D. in

8. We assure you that the shipment of men’s shirts will prove to the ____ of your customers.

A. satisfaction B. satisfactory C. satisfactorily D. satisfy 9. W are sure that you will find a ready sale ____ this type of new product. A. to B. for C. on D. in

10. We agree that you send Art No. 102 to substitute ____ Art No. 103 under our order No. 123.

A. with B. by C. for D. on

Ⅲ. Fill in the blanks with the suitable words: interest, interested, interesting

1. Please inform us in which line you are ____ at present.

2. Should any of the items listed in our catalogue be of ____ to you, please let us know.

3. We are ____ to purchase large quantities of Chinese black tea from you. 4. We find your quotation of washing machines ____. 5. We have special ____ in your new products.

Satisfy, satisfactory, satisfaction, satisfactorily, satisfied

6. Our end-users are not quite ____ with the quality of the shipment. 7. We believe we can ____ your requirements for 1,000 dozen shirts. 8. We assure you that this important order will be ____ executed.

9. We are sure that the shipment will prove to the ____ of your end-users. 10. The products you manufacture are not at all ____ to us. Ⅳ. Translate the following letter into Chinese:

1. We will send a replacement of 100 sets automatic washing machines for those semi-automatic washing machines.

2. If the first order is executed to the satisfaction of our end-users, we intend to place further orders with you in large quantities.

3. In order to meet your demand, we would recommend an excellent replacement. It is as good as the required article in quality but the price is 20% lower. It has found a ready market in Southeast Asia.

4. We are interested to buy large quantities of cotton bed sheets and should be obliged if you would give us a quotation CIF New York.

5. Our leather gloves are famous for their good material and excellent craftsmanship and they enjoy excellent sales in Europe. Ⅴ. Translate the following sentences into English:

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1. 这批两万吨水泥的船货是相当令人满意的。

2. 由于价格合理,质地优良,我们的棉布销售很快。

3. 我们的客户对你方产品的质量很感兴趣,但对价格不满意。

4. 由于该货已停止生产,目前我们暂时不能供应现货,一个月之后再与你方联系。 5. 如对我方报价感兴趣,请告知。

6. 我们对你方的自行车很感兴趣,愿知每辆价格是多少。

7. 我们向你方保证,我方肯定会在这里为你方的太阳镜找到很好的销路。

8. 按照要求,我方已通过快递寄出目前可供出口的产品的最新样品和商品目录。 9. 由于我方不能现货供应红色尼龙套,能否用绿色尼龙套代替。 10.这是一种很理想的羊毛替代品(替代羊毛的产品)。 Ⅵ. Translate the following letter into English in a proper form:

Messers William & Sons Co. Ltd

76 Lancaster House Manchester, England

女士/先生:

很高兴收到你方5月1日函,询问我公司能否供应5000台空调(货号:TW2000 )。但是很遗憾告知,所说商品无货供应。

为满足你方需要,现推荐一种新款变频(speed-adjustable)空调。在质量上它与你所询问的分体式(split-type)一样好,但价格低30%。这种空调在中国非常畅销,相信也会在贵国市场受到欢迎。

随函寄上我公司价格单和商品目力。期盼尽早收到你们的订单。 谨上

北京电器进出口公司 (中国北京长安街100号) 出口部 李建 20...年5月15日

Lesson11 Inability to Offer

Ⅰ. Translate the following terms and expressions A. Into Chinese:

1. Commercial Counselor’s Office 2. CCPIT

3. China Export Commodities Fair 4. get in touch with sb 5. the best quotation B. Into English:

27

1. 目前

2. 卖完

3. 仍某处获得…… 4. 预计要做某事 5. 联系某人 Ⅱ.Choose the best answer to complete each of the following sentences: 1. Please _____ us for the articles listed in the enclosed inquiry. A. quote B. offer C. send D. make

2.We are pleased to enclose a _____ quotation sheet for adjustable wrenches(扳钳). A. detailing B. detailed C. details D. detail

3. In the _____ , we would ask to send the replacement to us as soon as possible. A. mean time B. meantime C. time D. occasion 4. They have sold _____ their whole stock of frozen fish. A. forward B. up C. out D. short

5. We have obtained your name and address ____ CCPIT. A. for B. form C. to D. in

6. We have ____ the manufacturers for required goods with the least possible delay. A. got contacted with B. got contacted C. contacted with D. contacted

7. There is a great demand in Europe for leather gloves ____ high quality.

A. for B. to C. at D. of

8. We expect ____ large orders from Europe in the near future.

A. receive B. to receive C. to receiving D. being received

9. You have supplied _____ and we would be glad if you could quote for the following products we are to purchase on a lager scale.

A. us for enamelware (搪瓷器) B. us on enamelware C. us with enamelware D. enamelware with us

10. _____ this moment, we can not supply first grade ginger(姜)form stock. A. At B. For C. In D. From Ⅲ. Fill in the blanks with the proper forms of the following expressions:

substitute, interest, production, enjoy fast sales, satisfaction, sell out, resume, contact, at this moment, expect

1. We would suggest your accepting Type No.40 as a _____. 2. We have ____ Holiday Inn to reserve two double-rooms. 3. We ____ your to give us an immediate reply.

4. If your quotations are too high, they will have no _____ in them. 5. The newly developed MP3 players _____ in China.

6. The first shipment of pens has turned out to the _____ of the users.

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7. The defects of the machines have been put right. Now we can ____ production. 8. The new model CDMA mobile phones(手机)that you are interested in are already _____ .

9. The type you require is no longer in _____, but we have developed some new models that we think you might be interested in.

10. Demand is rather weak _____, so you can get a gook price if you order now. Ⅳ. Translate the following letter into Chinese:

1. Our all-cotton bed sheets have become very popular on the world market because of their durability and reasonable price. It is difficult for us to meet the increasing demand at present.

2. Production has been discontinued because of a strike. But once we resume production, we shall contact you without any delay.

3. At this moment, we are not in position to supply you with peanut oil. Once it is available, we shall send you the best quotation.

4. The financial standing of this firm is fully expected to improve.

5. The garments for promotion were sold out within a few hours after they were displayed. Ⅴ. Translate the following sentences into English: 1. 按照你方要求,我们已修改了样品的颜色。 2. 一旦有新货，我们一定与你联系。

3. 由于原材料短缺，生产已停止。一旦恢复生产即与你方联系。 4. 请告知目前你们可供的数量是多少？ 5. 这一货号已售完，所以暂时无法报价。

6. 作为这一行业多年的经销商，我们肯定能为你们获得最优惠的价位。 7. 我方期望的是你方能报丝绸女衬衫的最低价。

8. 现寄去我们全部瓷器的综合目录一份，估计你们会对价格、质量和图案样式均感满意。

9.如果你方可以供应我们所要的货，请报我方最低价实盘。

10.现告知，由于行市有变，5月4日的报价更改为每公吨2800美元。 Ⅵ. Translate the following letter into English in a proper form: 写信人：广东电器有限公司

地 址：中国广东省广州市中山路200号 收信人：Wizards Gadgets Pty. Ltd.

地 址：100Chaplin Road Silver Coast,3320, Australia 事 由：空调

日 期：20. . .6月10日

女士/先生:

29

你方6月5日函收悉。

十分感谢你对我空调（TW999）的询盘。

由于持续高温，本季度国内外市场对空调的需求都格外高。目前你寻购的空调已在国内市场上全部售完。我方正在加速生产，预计20天后将可供货。假如你能等到那时，我们将能满足你们的需求。

现分包邮寄一本新的目录，介绍公司近期生产的同类产品以供你方参考。如感兴趣请联系我们。

谨上

Lesson12 A counter-offer (1) Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. usual terms 2. wholesale price 3. sell sth. off 4. sell sth. out 5. seller’s market B. Into English:

1. 对等贸易 6. 偏低 2. 与……不符 7. 清楚意识到 3. 在仸何情况下都不 8. 畅销 4. 万一，如果 9. 软盘 5. 市场坚挺 10. 取消贸易Ⅱ.Choose the best answer to complete each of the following sentences:

1. We believe we can ____ the users to divert(转移) their purchases to Korean products.

A. convince B. say C. persuade D. inform

2. Material of similar products is easily obtainable ____ a much lower level.

A. at B. on C. from D. for

3. We ____ allow you a 3% quantity discount(折扣) if your order exceeds 2,000 dozen.

A. are prepared B. are prepared to C. will be prepared D. will prepare

4. Previous ____ the signing of the contract, there had been fierce arguments. A. to B. on C. by D. in

5. As we have cut our price to 20 dollars per dozen, we regret being unable to accept

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your request ____ further reduction.

A. with B. in C. for D. to

6. We need all the necessary ____ regarding your products ____ now. A. information, exporting B. informations, exported C. information, exported D. information, for export 7. Only ____ reducing the price by 6% ____ come to business.

A. by, we can B. in, we can C. on, can we D. by, can we

8. We are in receipt of your letter dated Jan 8. ____ we are pleased to learn that you want to order 100 tons of the subject goods.

A. in which B. from which C. to which D. at which 9. The buyers ____ the sellers to ship the canned fruits within a month.

A. demand B. demand to C. demanded of D. have demanded 10. In your letter of April 10, you did not mention ____ the price of arts & crafts. A. to raise B. having raised C. rise D. having reason

Ⅲ.Translate the following sentences into Chinese:

1. The prices of raw materials have gone up steadily since May, but we have not yet raised our quotations. In this case, we are not in a position to make any further discount.

2. The goods you required are out of stock at present, but we will inform you as soon as they are available and ready for shipment.

3. The price list enclosed will show you that our prices are far more competitive than those of our rivals.

4. The size of our order depends greatly on your price, and we would like to have your lowest quotation CIF Amsterdam.

5. Can you make us any special offers for the purpose of introducing your products into our market?

6. The prices are valid only if the current prices of raw materials do not change.

7. The special advantages the item has will make it a quick selling line, and please place large orders for them as soon as possible.

8. You will no doubt have observed a sharp upward tendency in wool prices, which has every indication of being maintained.

9. As the wholesale price of leather is rising, it is certain, we believe, that you will not be able to buy the items we mentioned at the same price during the next few months. 10. If the terms and conditions in this order are satisfactorily executed, we shall do further business with you.

Ⅳ. Translate the following sentences into English: 1. 虽然你们的质量令人满意，但价格偏高。

2. 因为竞争激烈，你方只有降价5%才有可能成交。

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3. 价格不是唯一的要素，你还必须考虑质量。

4. 这是我们最低价，我们不能再降了。 5. 市场疲软，这一点我想你们肯定很清楚。

6. 如果您坚持原来的价格，做成这笔交易的可能性很小。

7. 其他供应商的报价都比你们低10%左右。在这种情况下，你们只有降价才能赢得这笔生意。

8. 你方报价每公吨3000英镑，但这与现行市价不一致。 9. 因为原材料成本上涨，我们已经将价格提高了2%。

10. 日本供货商以比你方低3%的价格出售同一产品，我们很难推销你方产品。 Ⅴ. Translate the following letter into English: 敬启者：

你方6月3日报盘和女衬衫的样品已收到，非常感谢。

你方产品质量优良，但价格对我方来说太高。同时也必须指出，我方市场上有许多韩国、日本同类产品，他们的价格比你方低10%到15%。在这种情况下，我们希望你方考虑一下降低价格，比方说10%。我方订单总额大约RMB￥200000，我们认为这值得你方考虑让步。

期待你方早日回复。

谨上

Lesson13 A counter-offer (2) Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. end user

2. take…into account 3. out of stock

4. supply…from stock 5. rather than B. Into English: 1. 原材料

2. 半成品 3. 生产成本 4. 解释

5. 使……增加

6. 比……差/低/务的 7. 常年客户/经营的主顾 8. 请某人注意…… 9. 鉴于

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10. 达成协议

Ⅱ.Choose the best answer to complete each of the following sentences:

1. _____ we appreciate your counter-offer, we your prices too low to be acceptable. A. Meanwhile B. While C. However D. Whether

2. We can not accept fresh orders(新订单) _____ account of heavy commitments(繁重的仸务).

A. for B. at C. on D. in

3. Business will still be difficult unless your price _____ attractive. A. proves B. will prove C. will prove o be D. will be

4. Please send us as soon as possible samples of the following goods _____ listed in your current catalogue.

A. which B. as C. what D. for which 5. You ____ that fresh supplies will arrive early next month.

A. be assured B. may assure C. may rest assured D. may be rest assured

6. You may avail yourself ____ the advantage of this strong market if you accept our offer immediately

A. for B. at C. of D. on

7. Our goods are ____ those from other supplies in aspect(在各方面). A. superior to B. superior than

C. more superior to D. more superior than

8. The delay of shipment ____ our difficulties in meeting our customers’ deadline(最后期限)．

A. added B. added to C. added more D. added up

9. Many features of this mobile phone, including fashionable functions,____ its great success only shortly after it was launched(推出).

A. counted B. accounted C. accounted for D. accounted to

10. _____ the heavy demand for this line, we advise you to send orders as soon as possible.

A. With view to B. In view of

C. With the view of D. In the view of Ⅲ.Translate the following sentences into Chinese:

1. In view of the current strong market, we are unable to accept your order at such a low price of US $ 400 per unit.

2. We suggest that you reconsider your price, and bring it into line with the international market price.

3. Although your price is below our level, we accept this order as an exception in order to initiate(开始)business with you.

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4. The price quoted has been closely calculated, and it is reasonable and moderate. Transaction at this price is recommended.

5. You take 5% off the original offer and I add 5% on the counter offer. In this case, we may conclude the business.

6. If you agree to buy 200 cases more of our products we could conclude the deal at the price of $ 122 per case FOB Xingang.

7. Although prices have been rising steadily,we are willing to make you a special discount to maintain and develop the good relations between us.

8. If you have a similar article but of better quality, please supply it instead, provided that(如果)the price is not more than 3% higher.

9. We are compelled to decline this order because the price you ask for is out of line with the ruling market.

10. In order to popularize(推广)the massage machines(按摩机),all the catalogue prices are subject to a special discount of 8% during this month.

Ⅳ. Translate the following sentences into English: 1. 一级大豆存货正在减少。

2. 如果你公司能将８月５日报价降低２％，我们将乐意接受。

3. 我们给你报了最低价，按此价我们已经与其他客户作了许多交易。 4. 兹报实盘，以自本日起１０日内你方复到为准。

5. 考虑到我们之间长期友好的关系，我们接受你们的还盘。

6. 由于市场正在下跌，希望你们重新考虑我方报盘，并尽快来电接受。 7. 请提醒你们客户注意，由于行市上涨，我们的价格已作调整。

8. 谢谢你方所排长的减价，不过我们认为它仌然高于我们可接受的价格。 9. 有消息说，几批法国货已在此地售出，价格低得多。 10.经过友好协商，双方最终按照６０欧元每打的价格成交。 Ⅴ.Write an English letter based on the following information:

你主向客户作的铁丝（iron wire）的报价，客户４月９日回信中认为价格偏高。给客户回信，包含以下几点： 1. 最近原材料价格上涨； 2. 我们的质量上乘；

3. 客户所需的１吨是最低起订量，不能打折； 4. 国内外供不应求，现存货已不多；

5. 督促客户重新考虑你方报价，尽快回复； 6. 欢迎其他询盘，并将给予关注。

Lesson14 A counter-offer (3) Ⅰ. Translate the following terms and expressions A. Into Chinese:

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1. only too pleased to do sth. 2. in view of

3. see one’s way clear to 4. bridge the gap 5. ceiling price B. Into English: 1. 签合同

2. 下跌的市场 3. 推销 4. 坦白地说 5. 作出让步

6. close a deal 7. reduction in price 8. the best price 9. e-tailing 10. at this level6. 电子邮件 7. 考虑到 8. 竞争

9. 有竞争力的 10. 电子商务

Ⅱ.Choose the best answer to complete each of the following sentences:

1. We are sorry to say that your price is too high and ____ what we can afford. A. over B. pass C. beyond D. lower than

2. ____ the large quantity of our order, you should offer us a better price. A. Give B. Giving C. To give D. Given 3. Our quotation ____ 10 tons of groundnuts is valid for 20 days. A. to B. after C. if D. for

4. W assure you ____ the goods can be supplied from stock ____ you order early. A. that, whether B. that, if C. whether, if D. if, that

5. We ____ herewith two copies of our illustrated catalogue for your consideration. A. include B. enclose C. inquire D. exclude

6. ____ your inquiry of July 3 for a supply of Felix stationery, we are pleased to quote as follows.

A Replying to B. Replied to C. Replying on D. Replied on 7. The buyer made a bid ____ RMB￥ 2,000 per ton ___ wheat. A. at, in B. on, in C. on, for D. at, for

8. In international market crude oil is customarily priced(定价) ____ U. S. dollars. A. at B. in C. of D. for

9. We shall be ____ too pleased to offer you our after-sales service. A. only B. very C. much D. even

10. Prices of raw materials ____ steeply since our contract of September 7. A. rose B. have risen C. have raise D. to have risen Ⅲ. Fill in the blanks with the proper forms of the following expressions: honestly speaking, available, make some concessions, in no case, only too,

push the sales of, on the high side, e-mail, sign the contract, given

1. Thank you for your letter dated May 9, but we regret to say that your prices appear to be ________ and there is no possibility of business.

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2. If you can allow us a commission of 4%, we will do our best to ________ your product.

3. We have sent you an ________ offering you 5,000 kg yellow soybeans for May shipment.

4. _______, if your prices are more favorable than those of your competitors we shall send your order.

5. ________ the changeable market, we hope you will keep us informed of the market condition at your end.

6. If Grade A is not ________, Grade B will do.

7. Since the difference in our prices is very big, we suggest that both of us ________. 8. If you can raise the price by 5 dollars, we will ________.

9. You may be assured that ________ will the goods be delayed.

10. We would be _______ glad to offer you the necessary information about drilling machines.

Ⅳ. Translate the following letter into English:

1. 坦白地讲,如果你公司能提高订购的数量到1万,我公司便能提供每人人民币50元的价格。

2. 我们将十分乐于以日元(Japanese yen)为基础向你方报盘。 3. 该电子邮件目的是探求与你方发展贸易的可能性。 4. 如果你方能提高出价2%,我们则准备与你方签订合同。

5. 考虑到市场疲软,我们必须尽力使价格保持在60美元以下,否则我们无法销售。 6. 自10月份以来,市场对电热器的需求呈上升趋势。

7. 你方的要求是难以接受的,因为考虑到商品质量,这是我们的最低价。 8. 请寄给我们有关你方自来水笔的资料,以便我们更好地推销你们的产品。

9. CD随身听(Discman)商品竞争非常激烈,我方还盘是以现行市场价格为基础的。 10.考虑到下跌的市场,我方无法再在价格上让步。 Ⅴ. Translate the following letter into English: 先生：

收到你方4月6日信中报价：每箱罐头洋梨（Bartlett pears）12美元，12听/箱。很遗憾通知你方，加拿大客户认为价格偏高。

我方客户欲订购6集装箱（每集装箱1700箱），这是一笔相当大的订单，为促进贸易，我方还盘如下：

中国产罐头洋梨，20…产，每听净重820克，每箱12听，每箱10美元，青岛船上交货价。

由于近来市场下跌，建议你方作出让步，并盼早日回复。 商奇

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Lesson15 A counter-offer (4)

Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. gap in price 5. fulfill the contract 2. stick to 6. allow sb. a discount 3. in one’s opinion 7. further concession 4. break the contract B. Into English: 1. 弥补差距 4. 起草合同 2. 各让一半，相互折中 5. 最低价 3. 拉锯战 6. 达成一笔好交易

Ⅱ.Correct the inappropriate words or phases in the following sentences:

1. Our price is more attractive as compared to that offered by suppliers elsewhere. 2. The product that you bought at a lower price is more inferior to the one that we sell at a slightly higher price.

3. This is no possibility of our offer’s remaining valid for another three days. 4. Owing to the slack(呆滞) of trade, we have to decline to accepting your offer. 5. To establish business relations with you is what we have longed for years. 6. We are too pleased to push the sales of your products. 7. Your price is not so competitive like other sellers’.

8. W cannot make you an offer, as the goods are in no stock.

9. We are confident that the washing machines we offer will prove to be satisfied. 10. In no way we can disappoint an important customer like you. Ⅲ. Fill in the blanks with the proper forms of the following expressions:

afford, rock bottom price, in view of, prepare the sales contract, stick to, superior to, with a view to, in one’s opinion, bridge the gap, meet each other halfway 1. ____, we should focus our export to the European market.

2. We have shown maximum flexibility(最大的灵活性) in order to ____ existing between the two sides.

3. I do not know how I can put this business through. Let’s ____. I think mutual efforts would bring this satisfaction to a successful conclusion.

4. Now that we have agreed on everything, can you ____ for us to sign?

5. Although this is a rather small order, we still ____ our principle of treating every customer with respect.

6. Our microwave ovens are ____ any other similar products thanks to our advanced technology.

7. This price is beyond what we can ____.

8. Even if you have offered us a ____, we still have to decline your offer, because the

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demand is too weak.

9. ____ the heavy demand for sugar, we advise you to order at once.

10. We would like to grant you a 3% discount ___ helping you in your sales promotion for table cutlery(餐具). Ⅳ. Translate the following sentences into English:

1. 为了弥合双方的差距，我们已经修改了部分条款。 2. 仅HN41型有货，HN56型无货。

3. 我们认为你方至少要购买10吨才能享受到价格优惠。

4. 我们可以在其他条件上作些让步，但我们必须坚持我们提出的价格。

5. 我们必须维持每公吨人民币5000元的原价，因为这已经是我们的最低价。 6. 因为你是我们的老客户，我们接受你们的还盘：500台空调，每台450美元，黄浦船上交货价。

7. 如果你同意上述条件，我们就成交并准备销售合同。 8. 我们认为，如果打九五折，我方客户会同意立即订购。

9. 我们听说你方推销化妆品很有经验，非常荣幸能与你们作交易，但你们提出的广告费用太高，我们负担不起。

10.我们双方坚持自己的价格都是不是不明智的。我们能否折中一下，以便达成协议？ Ⅴ. Translate the following letter into English: 敬启者：

我方客户已仔细检测了你方6月6日送来的洗碗机（dishwashers）试用机。很高兴通知你方，客户对此很满意，但他们认为你方报价有点高。

我方认为，如果你方可以减价5%左右，并且在本月底交货，我们可以劝说我方用户订购200到250台。

当然产品与样机必须一致，否则我们有权拒收。付款方式按照以往的惯例。 期待你方早日回复。

谨启

Chapter4 Mode of Shipment

Lesson16 About Mode of Shipment

Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. shipping company 6. port of shipment 2. shipping documents 7. port of destination 3. liner 8. port of loading 4. tramp

5. sailing date B. Into English:

9. port of discharge/unloading 10. transshipment

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1. 运输方式 6. 装运通知

2. 装运时间 7. 装运要求 3. 装运港 8. 舱位 4. 分批装运 9. 下货纸 5. 运输标志，唛头 10. 运输代理，货代 Ⅱ.Choose the best answer to complete each of the following sentences:

1. We find ____ transshipment and partial shipment of the printed shirting are not allowed.

A. that B. what C. where D. there

2. We have received your letter of the 1st March ____ us to effect shipment as soon as possible.

A. to ask B. that ask C. asking D. for asking

3. I am sorry that I am not ____ a position to promise you to do business on your terms.

A. at B. in C. on D. for

4. The shipment ____ Contract no. 333 has arrived here duly(及时地). A. against B. by C. for D. in

5. The additional charges are ____ your own account. A. for B. at C. of D. on

6. The goods ____ question are all best sellers for their superior quality.

A. in B. out of C. at D. on

7. Direct steamers to your port are few ____ the summer season. A. at B. for C. with D. during 8. The goods will be shipped ____ October 9. A. in B. to C. on D. with

9. Please try your best to ship our order ____ that steamer. A. by B. for C. in D. with

10. Please note that Item no. 789 can be certainly promised for immediate shipment ____ receipt of your order.

A. if B. whether C. upon D. at

Ⅲ. Fill in the blanks with the proper forms of the following expressions: 1. 我们可以保证5月1日以前装运。

2. 如果你方能修改地毯的报价，我们将能向你方大量订购。 3. 我们希望货物分两批等量装运，每批3万台。 4. 很遗憾我们无法将装运期提前到8月初。

5. 现通知，9月份没有开往你方港口的直达轮，需要在香港转船。 6. 你方最早什么时候可以装运？

7. 目前看我们最早能在3月份交货。不过我向你保证，如有可能，我们将尽最

39

大努力提前交货。

8. 为了满足你方迫切需求，我们希望允许分批装运。 9. 货物的一切运输费用应该由你方负担。

10. 对所有产品我们都规定了必须满足的最低质量要求。 Ⅳ. Translate the following letter into English: 敬启者：

你方4月5日来信收到。

今歉告，尽管我方作了枀大努力，但仌未预定到直达雅加达（Jakarta）的轮船舱位。我方船公司告知，中国港口与雅加达之间暂无定期船只，因而我方很难将此10000公吨白糖直运雅加达。

鉴于我们所面临的困难，请允许在香港转船，因为香港很容易转运。贵方若能同意我方的要求并理解我方所处境况，当不胜感激。

谨启

Lesson17 Enquiring about Time of Shipment Ⅰ. Translate the following terms and expressions into English: 1. 销售季节 6. 源源而来，蜂拥而至 2. 为了你方的利益 7. 在……或之前 3. 并不苛刻的条件 8. 在……或左右 4. 考虑,把……考虑在内 9. 加速生产

5. 关于……，与……有关 10. 首笔订单Ⅱ.Choose the best answer to complete each of the following sentences:

1. We have tried every means to persuade our users ____ the price of your products. A. to accept B. accept C. accepting D. of accepting 2. We expect ____ shipment next month.

A. effecting B. to effect C. effect D. for effecting

3. We suggest ____ your interest that you make a concession to reduce the price. A. for B. of C. with D. in

4. by the way, inquiries for carpets are getting more numerous, so it is ____ your advantage that you place your order as soon as possible. A. for B. of C. in D. to

5. As your benefit, to accept our offer without delay. A. for B. of C. in D. to

6. Don’t ____ what you can do today until tomorrow. A. delay B. put C. put in D. put off

7. We promise that shipments will ____ in August.

A. affect B. effect C. be affected D. be effected 8. W are not in a position to offer firm, as the goods are ____.

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A. without stock B. outside in stock C. out of stock D. no stock 9. Please ____ to place your order with us as soon as possible.

A. do best B. do your best C. make the best D. take your best 10. When setting the price of a product, there are many factors that have to ____. A. take into account B. taken into account C. be taken into account D. be taken account Ⅲ. Translate the following sentences into English: 1. 我们没有把握说服用户接受这种新设计。

2. 我们期望你方纺织品的质量会令我方买主满意。 3. １１月是这种产品在我们市场上的销售季节。 4. 提高价格会使得客户仍别处购货。

5. 如你能考虑客户需求改进鞋子的款式将不胜感激。 6. 关于价格我方愿意调低两美元以向市场看齐。 7. 你方必须保证你方产品满足客户各方面的需求。

8. 订单源源不断，工人正在加班以赶上交货期限。 9. 希望目的港的改动得到你方的许可。

10. 很抱歉我们不能满足你方要求，问题是下月的舱位已没有了。 Ⅳ. Write an English letter based on the following information: 收到客户６月１０日关于第６５号合同的来函。因８月１５日前没有集

装箱船，不能提前装船，深表遗憾。但可确保货物在合同规定时间内装船。 Chapter5 Packing

Lesson18 Packing Requirements Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. cardboard carton 6. in perfect condition 2. seaworthy packing 7. foamed plastics 3. fragile products 8. kraft paper bag 4. shipping instructions 9. in bad condition 5. in transit 10. double gunny bagB. Into English: 1. 内包装 2. 装箱单 3. 外包装 4. 出口包装 5. 粗鲁搬运

6. 木箱 7. 海洋运输 8. 说明 9. 中性包装 10. 包装要求

Ⅱ.Choose the best answer to complete each of the following sentences:

1. Upon arrival of the goods at the port of destination, we found that nearly 20% of the ____ had been broken, obviously attributed to improper ____.

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A. packages, packing B. packet, packages

C. packing, packages D. package, packing

2. We suggest that this material ____ packed ____ tins of 600 grams, 20tins ____ one wooden case.

A. be, in, to B. is, in, in C. in, with, in D. be, with, in

3. The goods are to be packed ____ wooden cases, wrapped ____ mating outside. A. with, in B. in, with C. with, with D. in, in

4. The buyer suggested that the packing of this article ____ improved. A. was to be B. would be C. had to be D. be

5. We have made ____ clear that the goods should be packed in cartons.

A. it B. them C. this D. which

6. Our cotton T-shirts are packed ___ boxes ___ one dozen each, 200 boxes ____ a carton.

A. with, in, to B. with, to, in C. in, of, to D. in, to, in

7. Women’s leather gloves are packed ____ cartons ____ 100 pairs each. A. to, for B. of, for C. in, of D. with, of

8. As requested, we will have the goods ____ in wooden cases, but you have to bear the extra ____ charges.

A. packing, repacked B. repacked, packing C. packing, packing D. package, repacked

9. We sincerely hope the goods under your Order No.123 will reach you ____. A. in good conditions B. in the good conditions C. in a good condition D. in good condition

10. ____ is advisable for you to strengthen the case with double straps. A. It B. This C. That D. The Ⅲ. Translate the following sentences into English: 1. 因瓷器易碎,因此我们务请你方注意包装。

2. 请注意我方123号订单项下的一千套茶具应装在垫有泡沫塑料的纸盒中。 3. 因货物须经长途海洋运输，因此我们要求适合海运的包装。

4. 我们指明货物应装在木箱中并包装得足够坚固，以经得起码头上的粗鲁搬运。 5. 我们要求内包装小巧而精美以有助于销售，外包装轻便而坚固以易于搬运。 6. 青岛啤酒300毫升1瓶，10瓶装一纸盒，2盒装一纸箱。

7. 我们的咖啡用具要每套装一纸盒中，纸盒应设计精美，足以吸引最挑剔（selective）的买主。

8. 绿茶100克装一听，50听装一纸箱，2纸箱一板条箱。 9. 我们希望货物抵达时状况完好并令你方完全满意。

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10.因水晶花瓶是贵重物品，请严格按照我方指令包装以免运输途中受损。 Ⅵ. Translate the following letter into English: 敬启者：

感谢你方6月1日关于苹果酒的报价。我们高兴地订购1万瓶。请注意我方包装要求如下：

1万瓶苹果酒，每瓶先套一塑料袋，再装入一较厚的精美的纸盒内，十盒装一垫有泡沫塑料的纸板箱中。纸箱应足够坚固，以经得起粗鲁搬运和长途运输。

请严格按照我方要求包装，以免运输途中受损。因圣诞节即将来临，务请尽早装运，以赶上旺销季节。

此致 Ⅴ. Write an English letter based on the following information:

1. 向卖方订购10000箱矿泉水。

2. 包装要求：每瓶500毫升，12瓶装一纸箱，2纸箱装一塑料箱，内包装

务请美观以利销售，外包装务请坚固以便长途海运。 3. 请卖方按要求包装并按时装运。

Lesson19 Packing Arrangements Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. equal assortment 6. ocean transportation 2. heat-proof 3. shock proof 4. wind-proof

5. water-proof paper B. Into English: 1. 包装安排 2. 大号 3. 中号 4. 小号 5. 特大号

7. polybag

8. double straps 9. be lined with 10. iron hoops6. 防潮纸 7. 托盘 8. 出口标准 9. 丝绸衬衣 10. 国际标准

Ⅱ.Choose the best answer to complete each of the following sentences:

1. Women’s leather gloves are to be packed one pair ____ a box and 20 boxes ____ a carton.

A. to, to B. with, with C. for, in D. in, for

2. The goods are to be packed in cartons or wooden cases ____ your option.

A. in B. at C. to D. on

3. For ____ commodities as oil, sand and limber, rail transport is cheaper than road transport.

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A. unpacked B. unpackaged C. bulk D. bundled

4. 1,000 cases of green tea you sent us were found to be badly damaged. This was apparently due to faulty ____.

A. pack B. packet C. package D. packing

5. Your letter ____ our order of 1,000 tons of sugar have been duly received. A. with B. of C. concerning D. at

6. With their quality and ____ greatly improved, our products are now becoming increasingly popular in the world market.

A. packing B. pack C. packet D. package

7. As teacups are fragile, we require all cartons should be bound ____ iron hoops outside.

A. with B. of C. at D. for

8. Cotton piece goods will be packed in bales lined ____ water-proof paper. A. with B. of C. at D. for

9. You may rest assured that all the drums are strong enough and are up ____ international standard.

A. with B. of C. to D. for

10. We are pleased to order 1,000 dozen women’s handbag, ____ equal assortment of white, yellow and red.

A. with B. of C. to D. for

Ⅲ. Translate the following sentences into English:

1. 我们已收到你方关于10000打纯棉床单的包装要求，现正照此办理。 2. 女鞋每双装一纸盒，12盒装一纸箱，大中小号平均搭配。

3. 男式T恤每件装一塑料袋，一打装一纸盒，每打小号2件，中号6件，大号2件，特大号2件。

4. 蓝带（Blue Ribbon）啤酒10瓶装一纸箱，10箱装一托盘。 5. 非常可乐一打装一纸盒,10盒装一纸箱,外用两根打包带捆扎。 6. 我们希望你们的最终用户会对我们的包装安排感到满意。 7. 请放心我们的纸板箱以达到中国出口标准。

8. 真丝绣花女裙每条装一塑料袋,10条装一纸盒,10盒装一内衬防潮纸的纸箱。 9. 我们要求纸板箱内衬防水纸,外用铁箍加固。

10. 木箱坚固,适合海运,装运时箱子须钉牢并通体用金属带加固。 Ⅳ. Translate the following letter into English: 敬启者:

感谢你访月1日来信,按照要求我方的包装安排如下：

女式皮鞋每双先装一塑料袋,再装一纸盒,10盒装一纸箱,内衬防水纸,外用

打包带捆扎,10纸箱装一托盘.每箱S/1,M/6,L/2,XL/1,白、红、黑平均搭配，请放心我们的纸箱都足够坚固和适合海运。

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我们希望上述安排能令你方满意并期待着你方的早日确认以便备货。

商祺

Ⅴ. Write an English letter based on the following information: 1. 感谢买方订购1千台联想（Lenovo）牌电脑。

2. 每台电脑先装一塑料袋，再装一纸板箱，内衬防潮纸，并垫有泡沫塑料，外用两根打包带加固，2箱装一托盘。 3. 希望对方对包装满意。

Lesson20 Packing and Shipping Marks Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. warning marks 2. CCPIT

3. indicative marks 4. dimensions 5. square meter B. Into English: 1. 装船唛头

2. 国民生产总值 3. 立方米

6. partial shipments 7. tare weight

8. date of shipment 9. GDP

10. stow away from heat6. 小心轻放 7. 净重 8. 保持干燥

4. 世界贸易组织 9. 以毛作净 5. 毛重 10. 容积Ⅱ.Choose the best answer to complete each of the following sentences:

1. We are confident that the ____ of our products will be strong enough to withstand the rough handling in transit.

A. packing B. pack C. packet D. package

2. In addition ____ quality, we would like you to pay attention ____ packing. A. with, in B. for, to C. to, to D. of, for

3. We will improve the quality of the goods ____ the best of our ability. A. with B. to C. for D. of

4. We regret to inform you that approximately 10 ____ were broken in transit. A. pack B. packing C. packets D. packages

5. In reply ____ your E-mail of June 1st enquiring about our ____ .

A. with, pack B. to, packing C. to, packet D. with, package 6. Our cotton piece goods are to be packed ____ bales ____ 1,000 yards each. A. to, to B. in, to C. in, in D. in, of

7. Usually shipping marks should be stenciled on ____ packing. A. inner B. outer C. neutral D. seaworthy

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8. As the goods will be transshipped at Hong Kong, please note that your ____ should be damp-proof.

A. pack B. packing C. packet D. package 9. The goods will be shipped ____.

A. a bulk B. in bulk C. on bulk D. on bulks

10. With reference ____ shipping marks, our initials should be stenciled on the outer ____.

A. to, pack B. for, packet C. to, packing D. for, package Ⅲ. Translate the following sentences into English:

1. 兹回复你方6月1日来信，我们通常用坚固的适合海运的纸箱来包装衬衣。 2. 纸箱的尺寸是60cm长，38cm宽，１０cm高，体积是0.018立方米。 3. 每箱毛重18公斤,净重17公斤,皮重1公斤。 4. 请在外包装上标明毛重、净重、皮重和原产地。

5. 请在长方形内标明我公司名称缩写，长方形下注明数量和目的港。

6. 我方指定的运输标志和警告标志诸如―此端向上‖、―小心轻放‖等应刷在大外箱（master carton）上。

7. 关于包装和装船唛头，我们将严格按照你方指令办理。 8. 我们将尽力满足你方的仸何特殊要求。

9. 因货物是易碎品，请在外包装上刷上―小心轻放‖等警告性标志。

10. 我们要求采用中性包装，外包装仅刷上装船唛头和一些警告性标志。 Ⅳ. Translate the following letter into English: 敬启者：

感谢你方8月1日来信，经商榷，我们决定采用内衬防潮纸的纸箱包装，因其轻便，更易于搬运。

请在纸箱上标明毛重、净重及尺码，并请在一个椭圆形（ellipse）内刷上我公司名称缩写，椭圆形下面指明箱号和目的港。因货物易受潮，因此外包装上还应刷上―保持干燥‖等警告性标志。

敬请谨遵我方指令，按时装运。

商祺

Ⅴ. Write an English letter based on the following information:

你是买方，现在给卖方写信，说明你们指定的运输标志。具体为：在一个圆形内写上你方名称缩写（BOC），圆形下面标明数量和目的港，另―易碎品‖、―此端向上‖等应刷在外包装上。另外说明卖方遵照你方要求行事的必要性。

Chapter6 Terms of Payment

Lesson21 Inquiring about Terms of Payment Ⅰ. Translate the following terms and expressions

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A. Into Chinese:

1. confirmed irrevocable letter of credit 2. at this end 3. D/P

4. We have confidence that...

5. remain valid for negotiation in China B. Into English: 1. 定金

2. 凭即期汇票支付的 3. 一般支付条件 4. 汇票提示后

6. check(cheque) 7. promissory note 8. D/D

9. draw (a draft) on sb. 10. payment by installment6. 信用卡 7. 托收 8. 预付 9. 信汇

5. 电汇 10. 畅销 Ⅱ.Choose the best answer to complete each of the following sentences:

1. Our usual terms of payment are by irrevocable sight L/C, reaching us one month ____ shipment, remaining valid ____ negotiation in China ____ . A. before, on, to allow transshipment and partial shipments B. after, in, and allow transshipment and partial shipments

C. before, for, and allowing transshipment and partial shipments D. after, with, and allowing transshipment and partial shipments

2. The letter of credit is to be established through the Bank of China, payable ____ draft drawn at 30s’ sight.

A. with B. by C. for D. to

3. We will draw ____ you ____ 60 days ____ USD42,000 ____ your last shipment. A. for, on, for, on B. on, at, for, with C. for, for, for, for D. on, at, for, against

4. I suppose the terms of payment ____ acceptance ____ you, as we usually accept payment ____ arrival of goods.

A. are, to, on B. is, for, before C. are, for, after D. is, to, on

5. Enclosed ____ catalogues and price list ____ all the items available for export. A. is, for B. are, for C. have been, for D./, for

6. Payment by irrevocable L/C is convenient to us. And we shall draw a 30 day’s bill ____ your bank.

A. with B. to C. from D. on 7. The covering L/C must be confirmed by ____.

A. the bank to accept us B. a bank acceptable to us

C. the bank acceptable for us D. a bank acceptable by us

8. The method of payment for each transaction ____ be agreed upon between the two trading parties at the time of ____.

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A. is to, negotiation the transaction B. are to, placing an order C. will be to, taking delivery of the goods D. has to, negotiating with the bank 9. We are confident that you will find ____ ready market for the item ____ your end. A. /, at B. a, by C. a, at D. some, by

10. The two firms plan to ____ a joint venture(合资企业) agreement. A. start on B. enter into C. intend for D. engage with Ⅲ. Translate the following sentences into English:

1. 我们的付款方式一般是不可撤销的凭即期汇票支付的信用证。 2. 客户来函询问我们是否接受承兑交单付款方式。 3. 请注意我方信用证凭装运单据支付。

4. 我们不知你方可否考虑接受我们提出的延期付款的支付方式。 5. 对于这批购货，我们建议以欧元付款。 6. 我们相信你们在见票时即照付。

7. 如你方同意按即期信用证付款，我们即能达成交易。

8. 销售这些电器你方不会承担风险，你们会在你地为这些产品找到好销路。 9. 关于第101合同，我们同意采用D/P的付款方式。

10.我方已通过渣打银行（the Chartered Bank）向你方开出这笔金额的即期汇票，并指示该行在你方承兑汇票时交出单据。 Ⅳ. Translate the following letter into English:

先生：

我们欢然奉告可以供应你方6月17日第507号订单所订1000桶铁定。现根据我们要求海外客户的付款条件，随函附上见票30天付款的汇票，由你方银行承兑。

接到你方银行承兑的汇票后，我们当即安排装运。现该货物由我们替你方保留。

你方立即办理此事为荷。

此致

Lesson22 Insisting on Payment by L/C

Ⅰ. Translate the following terms and expressions A. Into Chinese:

1. abide by the contract and keep one’s 6. extend you this accommodation commercial integrity 7. insist on the highest standard 2. smooth and satisfactory transactions 8. be competitive in price 3. have every confidence in 4. stand firmly in the market 5. enjoy fast sales

9. sight L/C 10. D/P at sight

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B. Into English:

1. 较宽松的支付方式 5. 根据我们的看法,我们认为 2. 诚实和能力 6. 重申己见 3. 保持不变 7. 人民币付款 4. 闻名/知名 8. 经得住最激烈的竞争Ⅱ.Choose the best answer to complete each of the following sentences: 1. We greatly ____ the delay in the dispatch of your order.

A. regret B. regret for C. regret of D. regret in

2. We ____ 1/3 down payment with the order and the balance to be paid against a confirmed irrevocable L/C

A. ask B. call on C. insist on D. request for

3. We would like to inform that our terms of payment are ____ to all our customers abroad.

A. accepted B. acceptable C. accepting D. accept

4. Concerning the payment _____ the machines to be imported by us, we suggest that we make payment ____ three installments.

A. of, by B. to, of C. in, by D. for, of

5. We regret _____ unable to consider your request for payment on D/A basis, the reason ____ that we generally accept payment by L/C ____ sight. A. being, being, at B. for, for, at

C. being, for, for D. for, being, for

6. _____ our opinion, it is your interest to place your order right now. A. For B. In C. As D. On

7. If your quotation is right, we are confident ____ securing the order for you. A. in B. for C. with D. of

8. As contracted, we will draw ____ you ____ the amount of the invoice(发票). A. for, for B. to, at C. on, for D. on, at

9. At the meeting the next morning, the manager ____ that he would approve the revised payment terms.

A. arranged B. issued C. pointed D. reiterated

10. We wish to remind you of the stipulation of our Sales Confirmation No.003 ____ your L/C should be opened within 15 days after receipt of our advice. A. that B. for that C. what D. for which Ⅲ. Translate the following sentences into English:

1. 我们希望重申一下,我们破例接受D/P方式付款仅仅是表明我们与你方发展今后业务的良好愿望.

2. 在平等互利、互通有无的基础上进行贸易在仸何情况下都保持不变。

3. 请注意，宽松的付款条件不但有助于本次交易的顺利进行，而且将会带给双

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方长久满意。

4. 我们相信你方会在本周内及时支付汇票。

5. 我们完全可以同意D/P付款方式，但目前国际金融市场（financial market）很不稳定，故我们认为还是采用信用证方式比较稳妥。

6. 感谢你们对我方的再次信仸，我们将敦促厂家加快生产，以赶上旺销季节。 7. 我们必须写信告诉你们，我们特别感谢在过去的一年里你们的支持。我们能立足市场靠的就是你们这样的顾客。

8. 因业务额小，买方坚持托收付款方式。

9. 我们理解你们的需求。为弥补损失我们决定给你们4%的特别折扣，以示照顾（accommodation）。

10.我们的品牌众所周知，价格具有竞争性，我们认为你们不会有销售困难。 Ⅳ. Translate the following letter into English: 先生：

谢谢你方105号订单订购50公吨花生，但很遗憾不能接受你们在此提到的支付方式。

在上封信中，我们重申了我们的一般售货条件，即我们通常的付款条件是用保兑的、不可撤销的，以我方为受益匪浅的信用证，凭即期汇付款，在装运前1个月抵达我处，在规定的装运期后15天内在中国议付有效，并且允许转船和分批装运。

顺告，你地的几个大公司已按此条款与我们达成交易，希望你方同意我方的支付条款，以便达成第一笔交易。 盼佳音。

商祺

Lesson23 Requesting for Easier Terms of Payment (1) Ⅰ. Translate the following terms and expressions A. Into Chinese: 1. advising bank 6. encourage future transaction 2. finance house 7. chief financial officer (CFO) 3. with a view to 4. the covering L/C

5. deal with you on an L/C basis B. Into English:

1. 通过国民西敏寺银行开立信用证 2. 财政负担

3. 证明是值得信赖的 4. 应该得到较宽容的条件

8. agree to new trade terms

9. request for payment by D/P at sight 10. your proposal for easy terms5. 比如说5%的折扣 6. 有助于开展业务 7. 对支付条款的修改 8. 答应要求

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