新编商务英语函电（束光辉）课后习题答案

第三课

1. Put the following terms or phrases from English into Chinese or vice versa.

(1) workmanship 制作工艺，作工 (2) catalogue 目录，商品目录 (3) consular 领事的 (4) price list 价目单 (5) specialize in 专门从事??

(6) push the sales of 打开??的销路；推销?? (7) 另封邮寄 to send in separate mail

(8) 开始（某种关系） to establish the relationship in? (9) 按照他们的要求 at their request

(10) 为了打开中国市场 in order to access to Chinese market (11) 稳定财政状况 to stabilize financial performance (12) 享有极佳的声誉 enjoy very good reputation

2. Fill in the blanks of the following letter with the words given below, and change the form when necessary. (skipped)

3. Complete the following sentences with the Chinese given in the brackets.

(1) We would like to enter into trade relationship with your company (愿与贵公司建立贸易关系) on the basis of equality and mutual benefit. (2) It will be highly appreciated if you handle this matter immediately (立即着手此事).

(3) If your price is reasonable, we trust we can keep placing large orders regularly (长期大量订货).

(4) Our products are well known for their superior quality and fine workmanship (以质量上乘、工艺精湛而闻名), and have enjoyed great popularity both at home and abroad (在国内外).

(5) We take this opportunity (借此机会) to introduce ourselves as a stated-owned corporation specializing in electronic equipment (专营电子设备).

(6) We would like to write to you and see if we can establish business relations with you by the commencement of some practical transactions (通过开始几宗实际的交易).

(7) We owe your name and address to the Commercial Counselor's Office of the Chinese Embassy in your country (承蒙驻贵国的中华人民共和国大使馆商务处告知贵方公司的名称和地址) who informed us that you are in the market for men's apparel.

(8) We would like to introduce ourselves to you as one of the leading exporters of silk products in China (兹介绍本公司为中国最大的丝绸出口商之一), having relations with more than 100 countries and regions in the world.

(9) We are closely related with all the distributors here (同这里的所有经销商关系密切), and feel sure we can sell large quantities of your goods if we get your offers at competitive prices.

4. Translate the following letter into English.

Dear Sirs:

We owe your name and address to the Commercial Counselor's Office of our country's Embassy in Paris and learned that you are interested in doing business in China.

We take this opportunity, therefore, to introduce ourselves as one of the major distributors in China dealing in communications equipments. We would appreciate it if we can receive your price list and catalogue and we would also like to study the prospect of your products in our market.

Looking forward to your early reply.

Faithfully yours, Signature

5. Writing practice

Dear Sir or Madam:

On the recommendation of Chamber of Commerce in Beijing, we learned with pleasure the name and address of your company.

We would like to introduce ourselves as an established business firm in our region engaged in the import and export of electric motors. We hope we can enter into regular trade relationship with you. Now we are sending

you separately a copy of our catalogue and welcome your enquiry if you are interested in any of the items in it.

We shall always be happy to hear from you and will carefully consider any proposals likely to lead to businesses between us.

Yours faithfully,

Signature, 第四课

1. Put the following terms or phrases from English into Chinese or vice versa.

(1) special price discount 特价，特别折扣 (2) latest price list 最新价目单 (3) cash payment 现金支付 (4) pro forma invoice 形式发票 (5) in response to 针对，关于 (6) pamphlet 传单，小册子 (7) 现货供应 supply from stock (8) 随函 Enclosed is ? (9) 大宗交易 to deal in bulk (10) 经营范围 business scale (11) 货物已售 goods sold

(12) 操作指南 instruction, manuscript, user guide

2. Fill in the blanks of the following letter with the words given below, and change the form when necessary. (skipped)

3. Complete the following sentences with the Chinese given in the brackets.

(1) The Showner Co. Ltd. informs us that you are the most famous

manufacturer of men’s and women’s shirts. (最著名的男女衬衫生产厂商)

(2) We are enclosing our latest illustrated catalogue and price list (随函附寄我方最新的图解目录和价格单) giving the details you asked for.

(3) We would like to point out that we usually pay by L/C at sight (用即期信用证付款) which will be agreeable to you.

(4) The illustrations will also give you information about our other exports (我们其他出口产品的信息) in which you will be interested.

(5) Our products are enjoying a high reputation in your area. Because of their high quality and reasonable pricing (质优价廉), you can be sure they will help you excess to new markets (帮您开拓市场).

(6) If you have goods in stock (有现货), please tell us the quantity and the most favorable FOB Shanghai price (最低的FOB上海报价).

(7) Some of our clients are very interested in your products (对贵方产品很感兴趣) and wish to learn about your quotation for the following products (得到贵方对以下产品的报价).

(8) Shipment will be made within 3 weeks beginning from the date of accepting the order (自接受订单日起).

(9) As requested in your letter of February 27, 2007, we are now sending you the pro forma invoice in quadruplicate (寄上形式发票一式四份) for our BCL Receiver T-34.

(10) However, we have to point out that all the contents you fill in are not binding on us (对我方不具有任何约束力).

5. Translate the following reply letter into English. Dear Sir:

Microwave oven SU472

This is to confirm our phone call this morning, which is in response to your phone call of June 17 requesting our quotation for microwave oven SU472. In our call this morning we offered you 3000 sets of microwave oven SU472 at the price of US$ *** FOB Shanghai, to be shipped during August and September 2007. Our offer is firm, subject to our receiving reply before July 20.

Please note that we are offering you the most favorable price and we will not accept any counteroffer.

As to our product, we also want you to understand that we have sent out offers to other parties on our stock. By agreeing on more reasonable terms, however, you are still likely to reach the deal.

Recently, as you know, prices of raw materials are on a rapid rise, which will definitely lead to an increase in the price of ovens. Prompt reply on your part, therefore, will surely bring you the benefit of price rise.

Yours faithfully,

5. Writing practice.

Situational writing 1

Beijing Hardware Import and Export Co. Ltd

Tiananmen Square #1, Changan Road

Beijing, 010000 Beijing, China 01078905678

January 6, 2008

Sales department Hard Dealer Corp. Long Road #8, JKB 567 Rome, Italy

Dear Sir or Madam:

We learnt from our Commercial Counselor’s Office in Rome that you are the most important dealer in hardware in Italy. We would like to establish regular business relationship with you and extend business cooperation between our two companies.

We are a state-owned enterprise in Beijing, China. We have been doing business with companies from many countries for 25 years. We are mainly dealing in hardware.

We will be appreciative if you send us the data about you quotation, discount, range of hardware products. It would be much appreciated if you can enclose the pricelist and catalogue in your reply.

Looking forward to establishing direct business relation with you.

Yours faithfully,

Adam Smith

Sales Manager

Situational writing 2 -- A reply to the letter on Page 66.

Dear Mr Robert John:

We are glad to read you letter requesting our quotation for steal cleats. We can offer you our cleats at the price of US$ ** per kilogram CFR Liverpool. Enclosed are our price list and some brochure about our products. We are also sending you by airmail samples of our products.

We can assure you that you have made the right choice because we are the largest supplier in Europe of all kinds of cleats with a very long history. Our products have always enjoyed very good reputation and are sold all over the world in more than 120 countries. You can count on us for the most reliable supply.

We are looking forward to your early order, and cordial cooperation as well.

Sincerely yours,

Jack Brown Sales manager

Situational writing 3

Dear Sir or Madam:

We learned you name and address in a magazine that you are a well established dealer in information technology products in India.

We are the largest importer of digital products in this region and are interested in establishing business relationship with you.

We will appreciate it if you can quote us your best CIF C5% Tokyo price. We would also like you to send us samples and catalogue.

Looking forward to your favorable reply soon.

Yours faithfully, Signature

Purchasing manager

第五课1. Put the following terms or phrases from English into Chinese or vice versa.

(1) market survey 市场调查 (2) make a concession 做出让步，妥协

(3) validity 有效性; 正确性; 合法性； (4) margin of profits 利润率；毛利率 (5) binding on 对??有约束力 (6) firm offer 确盘，实盘

(7) 减价7% reduce the price by 7%; cut the price by 7% (8) 副本 a copy of; a duplicate of

(9) 及时装运 to ship timely; to ship in time; prompt shipment (10)试订单 a trial order

(11)达成协议 to reach an agreement; to enter into an agreement (12)提出建议 to put forth a suggestion

2. Fill in the blanks of the following letters with the words given below, and change the form when necessary. (skipped)

3. Rearrange the following sentences in logic order to make them a perfect letter. (skipped)

4. Translate the following letter into English.

Dear Sirs:

Thank you very much for you enquiry of October 29 and we are glad to learn that you want to establish trading relationship with us. In compliance

with your request, we are now sending you the following firm offer, which is effective subject to your reply reaching us by November 24, 2006.

Specification: \Quantity: 30,000 sets Price: US$40, CFR Milan

Payment: confirmed, irrevocable L/C with sight draft Shipping: January 2007

We believe the above terms will be acceptable to you. The market is most likely on the rise, so early placement of order would be favorable to you. Hope we can receive you order soon.

Faithfully yours Signature

5. Translate the following letter into Chinese. 敬启者：

贵公司2006年10月6日针对我方BNT-3型电锯的询盘收悉。

此信除附上有关该产品的详细技术说明之外，并将价格、装运和支付条件等商业条款介绍如下：

商品数量：100套

价格：每套US$100.00, 纽约CIF价 支付条件：订货后一周内开出信用证 装运条款：收到信用证后一月内装船发运

上述报价谅必能使你方满意。盼早复。 *** 敬上

6. Writing practice

Situational writing 1

Dear Sir or Madam:

Thank you for you enquiry of January 9, 2008 and we are glad to learn that you are interested in our cape gloves.

While enclosed you can find a catalogue of our products of various lines, the following is the firm offer we are extending you which will be effective in the next 30 days starting from the date of this letter in this country:

Commodity: fur-lined gloves Color: black, brown, red

Material: sheep skin of standard high quality Price: US$13.00/pair CFR Dalian

Payment: confirmed, irrevocable L/C at sight opened 30 days before shipment

Packing: as per the buyer's order/request Shipment: October

We believe you will find the above terms most favorable and look forward to your early order.

Yours faithfully,

Signature,

Situational writing 2

Dear Sir or Madam:

Thank you for your enquiry of January 9, 2008 in which you expressed your interest in our “Butterfly” brand bed sheet TN7032.

The following are the terms of our firm offer:

Commodity: “Butterfly” brand bed sheet TN7032 Price: US$478 per dozen

Packing: one dozen per box, 12 boxes to a carton Payment: confirmed, irrevocable L/C at sight

We are looking forward to your favorable reply with regular orders.

Truly yours,

Signature, Sales Manager 第六课

1. Put the following terms of phrases from English into Chinese or vice versa.

(1) double check 仔细检查 (2) shipping advice 发运通知 (3) sales contract 销售合同 (4) form order 格式订单 (5) cardboard carton 硬纸板箱

(6) process the order 处理订单，加工客户订的货，为客户办货 (7) 付款交单 documents against payment, D/P (8) 推荐合适的替代产品 to recommend appropriate alternative products/substitute

(9) 首笔订单 first order，initial order (10) 一式两份 in duplicate

(11) 需求增长 increase in demand, increasing demand (12) 延迟装运 delayed shipment; to suspend shipment/to defer shipment

2. Fill in the blanks of the following letters with the words given below, and change the form when necessary. (skipped)

3. Compare the following two letters and point out why the revision is made to. (skipped)

4. Translate the following letter into Chinese. (skipped)

5. Translate the following letter into English.

(The original omitted)

5 December 2006

Dear Sirs:

We are pleased to confirm order for your TECSUN brand 9 band radios on the following terms.

Commodity: TECSUN brand 9 band radios Quantity: 4000 sets

Price: US$53 per set CIF Shanghai

Shipment: 14 days after receipt of L/C, from Shanghai to Bombay Packing: Pay special attention to the packing lest the goods be damaged in transit.

We are applying for the letter of credit in your favor and it will be established as soon as your confirmation reaches us.

Yours faithfully Signature

6. Writing practice

Write a letter with the following given particulars.

Dear Sir or Madam:

Thank you for the samples you sent us.

We decide to order 2000 sets of Nikon brand D80 digital cameras. As this is urgently needed here, please arrange the earliest possible dispatch.

Enclosed is our purchase confirmation No. 678 in duplicate.

Yours truly, Signature

第七课

1. Put the following terms or phrases from English into Chinese or vice versa.

(1) beneficiary 受益人 (2) an irrevocable L/C 不可撤销信用证 (3) documentary L/C 跟单信用证 (4) sales confirmation 销售确认书 (5) bill of lading 海运提单 (6) delivery date 交货日期

(7) 商业发票 commercial invoice (8) 汇票 draft; bill of exchange (9) 保险单 insurance policy

(10) 议付行 negotiating bank, negotiation bank

(11) 催开信用证 to expedite the opening of a letter of credit

(12) 信用证延期 to extend a letter of credit

2. Fill in banks of the following letters with the words given below, and change the form when necessary. (skipped)

3. Translate the following sentences into English.

(1) It is our usual practice to accept confirmed, irrevocable L/C payable at sight effective 3 weeks after shipment.

(2) Please note that the 600 bicycles under contract No. 267 have long been ready for shipment, but we have not received the relevant L/C yet. Please have it reach us soon so that we can effect shipment.

(3) We are pleased to inform you that the L/C No. MI1926 in the sum of US$35,000 has been opened in your favor here by the Commercial Bank.

(4) As stipulated in Contract No. 328, the covering L/C should reach us not later than March 2. We hope that you can have it established in time to avoid delay in shipment.

(5) Please amend the L/C No. 985SD86 to read \allowable\and, owing to this deal being reached on CFR basis, please delete the terms concerning insurance, too.

(6) Owing to the delay on the part of our supplier, we can not ship this order before August 20 as stipulated. So please extend the shipping date and expiration of the covering L/C for one month respectively.

(7) We are sorry we have to decline your request for making payment by D/P, for we only accept sight L/C.

(8) Therefore, we regret being unable to accept D/A terms in transactions with overseas clients for the time being.

4. Write a letter in English asking for amendment to the following letter of credit by checking it with the given contract terms. (skipped)

5. Writing practice Situational writing 1

Dear Sir or Madam:

Thank you for your order of 200 computers in the amount of US$12,000. We have been preparing for the shipment and it will be ready by the end of this month. But up to now we have not received your L/C of credit covering this order.

Please make sure that the L/C covering the above order be opened in our favor in time so that we can ship the goods as contracted and get the relevant documents accordingly.

Yours faithfully,

Signature,

Situational writing 2

Dear Sir or Madam:

Re: L/C No. NBB879

With reference to our L/C No. NBB879, we are pleased to inform you that since we have just obtained an import license, we are now in a position to increase our order to the amount of US$160,000.

In view of this situation, we intend to make an amendment to our original letter of credit. Enclosed you will find a formal L/C amendment advice in which we extend the shipment and validity dates of the L/C to November 16 and 30 days respectively.

I believe you will find the amendment satisfying and hope our cooperation more fruitful.

Yours faithfully,

Signature,

第八课

Exercises:

1. Put the following terms or phrases from English into Chinese or vice versa.

(1) D/A 承兑交单 (2) remittance 汇款 (3) documentary collection 跟单托收 (4) D/P after sight 见票后付款交单 (5) balance 余额

(6) 电汇 T/T, telegraph transfer (7) 预付现金 cash in advance

(8) 承兑交单 D/A; Documents against Acceptance (9) 分期付款 pay by installment (10) 不可撤销信用证 irrevocable L/C (11) 汇票 draft, bill of exchange

2. Fill in the blanks of the following letters with the words give below, and change the form when necessary. (skipped)

3. Compare the following two letters and point out why the revision is made so. (skipped)

4. Translate the following passages into English:

Dear Sir or Madam:

Thank you for your letter of March 10. We have given due consideration to your suggestion that you make a trial sale of our cutlery on D/A terms. I'm now writing to inform you that in order to facilitate your efforts in promoting our sales, the best thing we can do, as an exception, is to conclude our deals on D/P basis.

The cutleries we produce are well-known for good quality, novel design and reasonable pricing. Accepting our suggestion, therefore, you will not risk anything. Out products are selling well in many countries and surely they will do well in your place, too.

Please let us know if you feel interested in our suggestion. We will come back to you then.

Yours faithfully,

Signature,

5. Writing practice.

Situational writing 1

Dear Sir or Madam:

Thank you for your kindness and cooperation.

We have been settling our purchase from you by confirmed, irrevocable letter of credit in the past. Now, as you can understand, L/C is expensive and it ties up our funds and, what's more, the prevailing interest rates are too high. So we suggest that in our future transactions, we should adopt D/P at sight or D/A 30 days after sight.

Faithfully yours,

Signature,

Situational writing 2

Dear Sir or Madam:

We are now pleased to inform you that the goods you ordered under Contract No. ### have been shipped by S.S. Victory which is due to arrive your port by the end of January.

The documents, including bill of lading, invoice, and insurance, as well as a draft, have been passed to the remitting bank for collection. Will you please, when presented, accept and effect payment 30 days after sight as we agreed to?

Looking forward to further cooperation.

Yours truly,

Signature, 第九课

1.Put the following terms or phrases from English into Chinese or vice versa.

(1) invoice 发票 (2) overdue payment 逾期付款

(3) outstanding balance 未结清余额，应收款额 (4) bill 帐单 (5) repayment 偿还 (6) legal collection 依法收账 (7) 信用度 credit limit (8) 结帐 to settle account (9) 支票 cheque, check (10) 诉诸法律 seek legal action (11) 公司形象 company image, CI (12) 履约 to honor an agreement

2. Fill in the blanks of the following letters with the words given below, and change the form when necessary. (skipped)

3. The following sentences are not appropriately written in the letters of collections. Please revise them in the way that can well suit the tone and style in collection.

(1) After the telephone conversation we conducted this afternoon, I checked our records? (2) You still owed us US$...

(3) We look forward to the honor of receiving a remittance from your esteemed selves at your earliest convenience.

(4) Should you not pay up soon, we would like to get our lawyers onto you.

4. Translate the following letter of collection into English.

Dear Sirs:

We have, on several occasions, urged you to repayment your debt owed us, but up to now we have anything about this from you whatsoever. We have to remind you once again that you ought to handle this matter and settle the account with us.

We don’t know why you did make the payment on time but you are expected to honor your obligation to pay strictly as stipulated in our contract.

We will bring legal action against you unless we can receive reply from you within one week. We believe that neither of us would like to see your credit being damaged, nor is it necessary for us to go that far.

If your payment is already on the way, please just forget about this letter. We are looking forward to your early reply.

Yours faithfully,

5. Writing practice:

Dear Sir or Madam:

Overdue account on cotton shirts

5 months ago, we dispatched, as we agreed in our Contract No. xxx, one consignment of cotton shirts to you, and you promised to pay us 30 days after shipment. Now, 5 months elapsed and you have not paid.

We have written 3 reminders and 2 letters asking you to honor your obligation yet nothing happened except for one letter from you in which you extended some excuses for refusal.

We are now informing you that unless you make the payment or give

reasonable explanations for not to pay within the next 7 days, we will turn this matter to our legal department.

We are looking forward to your cordial reply.

Yours faithfully, Signature

第十课

1．Put the following terms or phrases from English into Chinese or vice versa.

(1) shipping mark 运输标志，唛头 (2) packing list 装箱单 (3) seaworthy packing 适合海运包装

(4) directive marks 指示性唛头，指示性标志 (5) consignment 货物 (6) outer packing 外包装 (7) 运费 freight

(8) 中性包装 neutral packing

(9) 发货人 consigner (10) 尺寸 dimension (11) 防水的 waterproof (12) 密封的 airtight

2． Fill in the blanks of the following letters with the words given below, and change the form when necessary. (Skipped)

3． Translate the following sentences into English.

(1) 玻璃制品是易碎的货物，需要采取防止颠簸的包装措施。

Being fragile, glassware should be packed in such a way that it can stand rough road conditions.

(2) 我方男衬衫的包装为每件套一塑料袋，5打装一纸箱，内衬防潮纸，外达铁箍两道。

Our men’s shirts are packed each in a plastic bag, 5 dozens to a carton which is lined with waterproof paper and secured by double overall metal straps.

(3) 我方第125号清洁剂用盒装，不用袋装。每盒内散装5公斤，然后再装入纸板箱内。这样做更适于洗衣店、医院及餐厅使用。

Our No. 125 detergent is packed in boxes rather than bags. Each box contains 5 kilos of the product and the boxes are then put into cartons. Such packing is convenient for use in laundries, hospitals and restaurants.

(4) 遵照贵方要求，我们按你方来样在装袋一侧印一种颜色，但来样至少需在装运前30天抵达我方。

Following your request, we will print the bags each side in one colour way as per your sample. But your sample must arrive us 30 days before shipment.

(5) 所有的粉末都要用塑料袋包装，并装到罐子里，罐子要用胶袋封紧。

The powder must be packed in plastic bags and then put into drums which are to be sealed with adhesive tape.

(6) 阀门及所有精密部件应以软材料裹住，稳固地装于硬纸盒中，纸盒放入木箱时应妥善放置，使其在箱内不可移动。

Valves and all the precise parts should be wrapped with soft material and then securely put into cardboard boxes which are in turn put into wooden cases and it must be such a manner that movement inside is impossible.

4． Writing practice. 1. situational writing 1

Dear Sir or Madam:

Thank you for your instruction on the packing of the goods you ordered. We have improved on our packing and from today on, all our shirts and footwear are to be packed in cartons instead of wooden cases.

I am sure this will prove to be satisfactory to you. Please don’t hesitate whenever you think we can be of any help.

Hope we can prolong this cooperation.

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