外贸英语函电课后习题参考答案

外贸英语函电课后习题参考答案

（For Reference Only）

I.

Chapter 1 Business Letter

Answer the following questions.

Generally speaking, there are seven principal parts of a standard business letter. They are the letter head; the date; inside name and address; saluation; the body of a letter(message); the complimentary close and signature.

2. What are the three main formats of a business letter used today? Which format do you like best?

There are three main formats of a business letter in use at present: the conventional indented style; the modern block style and the modified block style. I like the modern block style, since it is simple and we can save much time.

3. What is P.S.?

It is postscript, refers to one or more remarks the writer may add to the core or body of the letter,usually hand-written side by side with or below the signature and enclosure parts, where there is often a large patch of blank space. A postscript can be a sentence or a brief paragraph. II. Choose the best answer 1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B B

III. Write a letter with the given particulars below, using necessary capitals and punctuation ( in modern block style)

CZ Import & Export Corp. Ltd

66 Minghuang, Wujin Discrict, Changzhou 213164, P.R. China

July 3, 2007

Mr. John Martin Sales Manager Lake Circles Inc.

56 York Road, Chicago Illinois, USA Dear Sir,

Yours sincerely,

IV. Arrange the following both in a blocked form and indented form as they should be set out in a letter. (ommitted)

1. How many principal parts is a business letter composed of? What are they?

Chapter 2 Establishment of Business Relations

I. Answer the following questions.

1. If you want to open up a market to maintain or expand business actiities what should you do first?

If we want to open up a market to maintian or expand business activities, what we should do first is to conduct a market research, from which we shall know thoroughly about your product(s), your present and potential market(s) .

2. Before you write letters with some new established firms what had you better do?

We had better try to collect as much information as possible about the new established firms, especially about their credit information.

3. Through what channels can one obtain the desired names and addresses of the companies to be dealt with?

We can get the desired names and addresses of the companies through the following channels: Some b2b websites, such as www.ecvv.net; some governmental or oganizational websites, such as www.mofcom.gov.cn; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google or yahoo.

4. How to begin with the “First Letter” or circulars to the other party?

It should be consisted of the three parts: first, you should say where you have got the information of your potential customer; second you should provide necessary information about yourself; third you should express your wish of writing the letter.

5. How can one create goodwill and leave a good impression on the readers?

We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness. II. multiple choices.

1-5 D C A B A 6-10 C A C B C

III. Translate the following sentences into Chinese.

1. 我们愿意在平等互利的基础上和贵公司建立业务关系。

2. 我们写信给您把作为各种空调主要出口商的我们介绍给您。 3. 为了把我们的产品出口到西欧，我们写信给您寻求贸易机会。 4. 我们有各种颜色和规格来满足不同的需求。

5. 我们已经通过航空邮件把我们产品的小册子邮寄给您。如果您对任何产品感兴趣，请告

知我方。 6. 通过多年的努力，我们扩大了我们的业务经营范围，现在我们经营100多种产品。 7. 我们的主要业务涵盖各种轻工业产品的进出口。

8. 如果贵公司并不经营上述产品的进口，烦请把本信转交给相关的公司。

9. 作为摩托车的出口商，我们愿意和你们就该产品建立贸易关系。 10. 为了让您对我们的产品有一个大致的了解，我们向您寄送了一分商品目录和三本小册子

供您参考。 IV． Translate the following sentences into English.

1. Here we introduce ourselves as an Export Company of Imitation Jewelry, with many

years of experience in this line.

2. The letter you wrote to the headquarter last week has been transferred to us, since we

deal in the products. 3. 4. 5. 6.

We have a wide range of light industrial products available for export. We are very glad to receive your letter with illustrated catalogue.

We are looking forward to your specific requirements for our products.

We are a well-established private company, and we look forward to establish business relations with you.

7. The manager briefly introduced the Johnson company, which is most probably to be our prospective customer.

8. To give you a general idea about our products in the chart, here we enclose a copy of

booklet and the latest price list.

9. When the value of export exceeds that of the import, we call it the favorable balance of

trade. 10. Our products are of high quality and favorable prices. V. Translate the following letter into English. Dear Sirs,

We got you are interested in the silk garments from lastweek’s China Daily. Here we introduce ourselves as the largest dealer of garments in this area. We would like to eatablish business relations with you on the basis of equality and mutual benefits.

Our silk garments are made of high standard silk and traditional technique. We are sending you a copy of illustrated catalogue and the latest price list for your reference. If you are interested in any item of them, please let us now. Once we receive your enquiry, we will send you the qutation and sample by aimail.

We are looking forward to your early reply.

Yours sincerely,

VI. Write an English letter in a proper form based on the following information. (Ommitted)

Chapter 3 Inquiry and Reply

I. Multiple Choices.

1-5 D A A D B 6-10 B B A B B

II．Give the Chinese equivalents to the following terms. 1. 扩大市场 2. 享有盛誉

3. 价目表

4. 有插图的商品目录 5. 不可撤销的即期信用证 6. 名列前茅 7. 促销方案 8. 下述提到的商品 9. 有潜力的市场

10. 给你定期下订单

III．Give the English equivalents to the following terms.

1. large scale 2. a wide range (variety) of 3. irrevocable letter of credit 4. 3% rebate 5. illustrated catalogue 6. the biggest dealer

7. first-rate technology 8. favorable CIFHongKong 9. terms of payment 10. portable electric water heater IV. Translate the following into English.

1. We are in the market for the leather shoes, please quote us the most favorable prices. 2. Please quote us the lowerest price for the captioned goods. When quoting, please state

the packing and the earliest time of shipment and send us the booklet of the products. 3. We want to know what dicount you can offerfor an order exceeding 1000 dozen? 4. We are now interested in the the table cloth and napkin. We are very appriciative if you

can send us he catalouge,sample and the price list. 5. The enclosed price list and illustrated catalouge will provide you with detailed

information on the article you are most interested in. V. Translate the following letter into English. Dear Sirs,

We are interested in your canvas bag on page 4 of your December’s catalogue, would you please send us a sample and quote us the lowerest price of CIF Honolulu?

If your product proves to be satisfactory, we will order at least 2500 dozen.

Please reply as soon as possible. Yours,

VI. Translate the following sentences into Chinese.

1. 我们向您分别邮寄了有插图的商品目录和价目表以及我们生产这些产品通常使用的皮

革的样品。 2. 关于我们的商品和相关情况，请看目录的第十页。我们的产品，尤其是我们的彩电和电

热水器在贵方市场享有盛誉。

3. 一旦收到您的询盘，我们会立即寄送商品的样品和最优惠的报价。 4. 您大可放心，一旦我们能够供应，我们会通过电报和您联系。

5. 我们对标题商品很感兴趣，如果你们能够报给我们CIF利物浦价包含3%的佣金的话，

我们将不胜感激。 6. 我们在中国产品网站上看到您们向欧洲市场大量出口垫子。

7. 如果您的商品令人满意、价格有竞争力的话，我们会给你大量的订单。

8. 谢谢您2005年7月14日邮寄过来的向我们咨询人工手套的来信。

9. 很高兴向您报价如下，以我方的最后确认为准： 单价： 每打60美元CIF美国东海岸

港口 VII．Translate the following into Chinese. 敬启者，

我们非常高兴收到贵方6月15日的询盘，并随函附寄带有插图的商品目录和价格单供您方了解详细信息。我们寄送了一些样品并确信您一旦查看过后就认可我们的商品质量一流价格公道。

对于经常性购买单个商品的数量不少于100打我们会给与2%的折扣。支付方式为不可撤销的即其信用证。由于柔软耐用，我们的面床单和枕套非常受欢迎在看过我们的价格后您就会对我们的产品供不应求丝毫不会感到奇怪了。我们提请您对我们的其它诸如桌布和餐巾纸的产品加以关注，有关于它们的详细信息您可以在商品目录中看到。

我们期待着您的首张订单。 您最真诚的，

Chapter 4 Offer and Counter-offer

I. Give the English equivalents to the following terms.

1. offer 2. under/on the usual terms 3. accept counter offer 4. favorable price(s) 5. on/under offer 6. terms of payment 7. to promote the transaction 8. firm offer 9. non-firm offer 10. strengthening market

II. Give the Chinese equivalents to the following terms.

1. 成本保险加运费 2. 按照，遵照 3. 原产于美国 4. 以卖方样品销售 5. 普通的二手麻袋 6. 行市上涨 7. 无约束力的 8. 精制大米 9. 销售条款 10. 标题商品

III. Multiple choices.

1—5 A D A A C 6-10 C B B C B

IV. Translate the following letter into English.

1. As requested, we offer you as follows, subject to our final confirmation.

2. The offer is firm, to be valid(effective) till your reply reaches us before the end of

this month.

3. To our regret, the price gap between your countered one and ours is too big. 4. It’s regret that our buyer from Shanghai thought your price was much higher. 5. If you cannot accept our offer, please bid us your most probable counter offer. V. Translate the following letter into English. Dear sirs,

Here we confirm having received your letter of October 20th concerning the sample of “Grace” brand blouses and thank you very much.

Although your blouses are of high quality, your price is on the high side.Meanwhile I want to point out that the prices of the similar blouses of European origin are about 15% lower than yours.

Such being the case, we hope you can reduce your price at least by 15%, for the value of our order is about USD 40, 000.It is worthwhile for you to make some concessions. We look forward to your early reply. Yours sincerely,

VI. Translate the following sentences into Chinese.

1. 本发盘为实盘，以在6月15日前收到您方的答复为有效。

2. 您也知道，最近对这些商品的需求非常旺盛，从而导致了价格的上升。 3. 我们希望您能够对此立即予以批准。

4. 我们希望很快收到您的订单。

5. 我们已经通过航空邮件分别给您寄去了样品和价目表。

6. 我们得知数批原产于美国的产品以比您方低20%价格在这里销售。 7. 如果您方愿意降价3%，交易就能够达成。 8. 由于您方拒绝降价，我们不得不从别处采购。 9. 因为市场处于衰退之中，我们建议您立即接受。 10. 其他的供应商的报价要比您低10%。

11. 如果这样的话，请自主地向我们询问报价和其他事项，我们将对其认真办理。我们

向您保证和您的密切合作。 12. 您可能感兴趣的是，uidandakai这里的市场，您将有机会打开海湾这个有利可图的

市场。 VII．Translate the following letter into Chinese. 敬启者，

我们确认已经收到了贵方8月10日的来信，希望我们对标题的个人电脑报FOB新港价格。现在我们向您报价如下：

商品名称：IBM个人电脑

规格：CPU80586

数量：200台

包装：每台用塑料袋装，装在有塑料泡沫的标准出口纸板箱中。 单价：每台800美元FOB新港 装运：2003年9/10月份

本发盘以在8月5日前收到您方的答复为有效。请注意我们已经给与您最为优惠的价格，我们确信您将接受上述报价。

期待您的早日回复。

此致

敬礼

Chapter 5 Acceptance and Order

I. Answer the following questions. 1. When should the buyer write an order?

When both the buyer and the seller reach an agreement on the terms of sales, then the

buyer can write an order.

2. What should he pay attention to when the buyer writes an order?

He should pay attention to the terms and conditions of the sales, especially about the

figures and the date. 3. What should be included in an order?

It should contain the “main conditions(合同要件)or conditional clausese” of a contract,

which includes the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance. 4. Sometimes if you cannot accept an order what should you do? Why?

You should write a letter to your customer to explain why you cannot accept the order and show your regret, and hope to do business with him next time. Because you do not want to lose a potential customer. II. Translate the following terms and expressions A. into Chinese

1. 为---扫清障碍 2. 一笔交易 3. 友好合作 4. 草拟合同 5. 愉快的工作关系 6. 汇票 7. 草拟 8. 草拟 9. 第一笔交易 10. 达成协议

B. Into English

1. the first available steamership 2. put forward 3. contract draft 4. wide acceptance 5. confirm an order 6. the first order 7. each makes a half concession 8. supply 9. customer(client) 10. reach(conclude) an agreement III. Choose the best answer to complete each of the following sentences.

1-5 A C D C A 6-10 B D A A C IV. Translate the following sentences into English.

1. We confirm having supplied you ten metric tons of green soybeans at E3000 per m/t CFR Rotterdam, shipment in September.

2. Here we confirm your order of August 1 on 1000 dozen folding chairs.

3. We confirm having sold you 1000 sets of “Fuji” brand digital camera.

4. The captioned goods are out of stock, we are sorry that we cannot entertain your order. 5. Once we receive your confirmation, we will send you the contract draft for your approval. 6. There is a heavy demand for our toy pandas,we recommend you to place your order as early

as possible.

7. We hope the conclusion of the first deal will bring more(further) business in the future.

8. We are glad that we have concluded the transaction of 10,000 “Double Happiness” brand bats. 9. We hope the conclusion of the first deal will pave the way for our freidnly cooperation in the

future.

10. We are glad to inform you that our users are very satisfied with your first lot of goods. V. Translate the following letter into English. Dear Sirs,

We have received your order of August 1 and thanks.

We confirm having sold you 1000 snooker tables at US$400CIF Los Angles, delivery in October. Terms of payment are by confirmed, irrevocable L/C payable by sigh draft. We are sure that you will be satisfied with the high quality of our products. If you have any further questions, please do not hesitate to let us know. Yours faithfully,

VI. Write an English letter based on the following information. Dear Sirs,

Thank you very much for your order of 5000 women’s bags.

We assure you of our timely and qulified execution of the order. Would you please open the related L/C without fail to avoid the delay of the shipment.

Besides the model of the commodities you have ordered, we are deal in a wide varieties of fashion bags, enclosed please find the illustrated catalogue. If you are interested in any of them, please do not hesitate to let us know. We look forward to your early reply. Yours sincerely,

Chapter 6 Contract

I. Answer the following questions in English. 1. What are the basic clauses of a contract?

The basic clauses of a contract include the commodity, the price, the quantity, the specification, the shipment, the packing, the payment and the insurance.

2. How can you understand the importance of a contract in international business? It is the evidence of the business. It is the evdience of executing the contract; it is also the evidence of disputes and complaints. 3. What are the conditional clauses in a contract?

The conditional clauses of a contract should include the name(s) of the

commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance

4. Why should you pay great attention to conditional clauses?

Because they are the main clauses of a contract.

5. What are the different results you will have when your partner breaches different kinds of clauses of the contract?

If your partner breaches the conditional clauses of a contract, you can ask him to compensate your loss. If your partner breaches the clauses of force majeure, you can ask him to delay fulfillment of the contract, partial fulfillment or cancel the contract without any compensation.

6. What are warranty clause in a contract?

7. What will you do if you want to become a successful international businessman?

First youshould master at least a foreign language; second you should have a good command of international business; third you should know your products and your customers well; fourth, youshould know the genenral practice and regulations of international trade. II. Translate the following terms and expressions A. Into Chinese

1. 销售合同 2. 更多的订单 3. 一式两份 4. 合作 5. 供某人存档 6. 向某人下订单 7. 上述提到的货物 8. 供某人存档 9. 规定（条款） 10. 尽可能早的

B． Into English

1. sales confirmation 2. for one’sinformation 3. place an order with sb 4. subsequent amendment 5. in triplicate 6. in quaduplicate 7. in quintuplicate 8. be in confimity with 9. stipulations 10 for one’s reference

III. Choose the best answer to complete each of the following sentences. 1-5. C C A D C 6-10 B D A A C

IV. Translate the following sentences into English.

1. We have accepted your order No. 111 for 10000 sets of CD players.

2. We would like to place an order with you for 1000 Christmas trees for the coming Christmas. 3. Here we enclose our purchase contract No. Q12 in duplicate, please sign and return one copy

for our file.

4. To avoid subsequent amendment, the stipulations of the L/C should be in exact conformity with those of the S/C.

5. It is self-evident that your packing should be firm and sea-worthy.

6. We hope the purchase contract No. 482 on 1000 sets of V998 Motorola mobile phones has

arrived you on time. 7. What we want to point out is that although the qualify of your shampoo is good, the price is

on the high side.

8. We are glad to send you our purchase contract No. 333 on 500 cases of men skin-care

cosmetics in triplicate. 9. Your yarn closh is very popular in our market because of its high quality and low price. Now we are placing a repeat order about 20000 pieces.

10. Now we are sending you contract draft No. 666 on jeans by separate post for your reference. V. Translate the following letter into English. Dear Sirs,

We are glad to confirm having concluded with you on 1000 Aucma freezers. We draw up S/C No. A-12 in duplicate. Please sign and return one copy for our file.

Since the strengthing market for freezers is coming, if you want to place a repeat order, please infrom us as early as possible.

We are looking forward to hearing from you soon. Yours faithfully, VI. (ommitted)

VII. Fill in the contract forms in English with the following particulars.

(1)

Sales Contract

Contract No.:07-336

Sellers: Jiangsu Native Produce and Animal BY-products Import and Export Corporation Buyers: London Foodstuffs Import and Export Company

This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Groundnut Kernels Specifications: FAQ2007 Crop

Quantity: 50 M/T

Unit Price: At RMB$ 3550 per m/t CIF London

Total Value: RMB$177500(Say Renminbi Dollars One hundred and Seventy-seven Thousand and Five Hundred Only)

Packing: In double gunny bags

Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk

Time of Shipment: During November 2007 Port of Shipment: Nantong of China

Post of Destination: London

Shipping Mark: At the Sellers’ option

Terms of Payment: By irrevocable L/C available by draft at sight

Done and signed in Nanjing of Jiangsu on this 31st day of May, 2007. (2)

Sales Contract

Contract No.: AV006

Sellers: Beijing Light Industrial Products Import and Export Corporation

Buyers: General Trading Company, New York

This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:

Commodity: “Forever” brand Bicycles Specifications: Model MB26 Quantity: 1000 bicycles

Unit Price: At US$ 70 each CIF New York

Total Value: US$70000(Say U.S. Dollars Seventy Thousand Only)

Packing: In wooden cases

Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War

st

Risk as per CIC dated 1 January, 1981.

Time of Shipment: To be effected not later than 30th June, 2007, allowing partial shipment and transshipment

Port of Shipment: China Port Post of Destination: New York

Shipping Mark: At the Sellers’ option

Terms of Payment: By irrevocable L/C at sight to reach the Sellers a month prior ro the time of shipment and remain valid for negotiation in China until the 15th day after the final date of shipment.

Done and signed inBeijing on this 31st day of May, 2007. Contract No.: AC 4789

VIII. Fill in the contract forms in English with the particulars in the orders accepted by the sellers.

(1)

Sales Contract

Contract No.:AV678 Date: June 21, 2007 5 Signed at : Beijing

Sellers: China National Garments Import and Export Corporation Buyers:J.B Simpson & Co., Ltd

This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Name of commodity Specifications Quantity (pieces) Unit Price CIFsydney Total Amount net f2.50 per piece f3.00 per piece f3750 f4500 Bed sheets Length: 1500 106cm, color blue Bedsheets Length: 1500 120cm; Color：yellow Pillow cases Color: blue Pillow cases Color: yellow Total Value

Packing: To be paked in bales

Shipping Mark:At the sellers option Insurance: To be covered by the Sellers Port of Shipment: Sydney Port Destination: Singapore

Time of Shipment: During August 2007

Terms of Payment: By irrevocable L/C payable at sight

(2)

Sales Contract

Contract No.:07897 Date: May 3， 2007

Signed at : Qingdao

Sellers: China National Import and Export Corporation Buyers: Yokohama Import and Export Co., Ltd

This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:

Commodity: Canned Asparagus Specifications: 500 grams per tin

Quantity: 300 cartons

Unit Price: At US$500 per carton FOBQingdao

Total Value:US$150000(Say US Dollars One Hundred Fifty Thousand Only) Packing: In cartons of 50 tins each Shipping Mark: At the Seller’s Option Insurance: To be covered by the Buyers Time of Shipment: In May 2002 Port of Shipment: Qingdao Post of Destination: Yokohama

Terms of Payment: By irrevocable L/C payable by sigh draft and showing shipping documents IX. Fill in contract forms in English with the particulars from the following messages.

(1)

Sales Contract

Contract No.: 2828

Sellers: Beijing Light Industrial Products Import and Export Corporation

3000 3000 F19050 f1.80 per pair f1.80 f5400 f5400 Buyers: Boston Trading Co., Ltd

This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Fountain Pens Specifications: Model LC001 Quantity: 1000 dozen

Unit Price: At US$ 19 per dozen CFR Boston

Total Value: US$19000(Say U.S. Dollars Nineteen Thousand Only) Packing: In boxes of one dozen each, and 20 boxes to a carton Shipping Mark: At Sellers’ option

Insurance: To be covered by the Buyers Time of Shipment: During March/April 2002 Port of Shipment: China Port

Post of Destination: Boston

Terms of Payment: By confirmed, irrevocable L/C available by draft at sight Done and signed in Beijing on this2nd day of January, 2007

(2)

Sales Contract

Contract No.: 3265

Sellers: Hebei Imp/Exp Corp.

Buyers: Vancouver Foodstuffs Company

This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Walnut Meat Specifications: First Grade Quantity: 60 M/T

Unit Price: At US$2000 per m/t CIF Vancouver

Total Value: RMB120000(Say US Dollars One Hundred and Twenty Thousand Only)

Packing: In sacks of 100 kgs each

Insurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value as per CIC of January 1, 1981

Time of Shipment: In three shipments of 20 tons each, commencing from October Port of Shipment: China Port Post of Destination: Vancouver Shipping Mark: At Sellers’ option

Terms of Payment: By irrevocable L/C at sight

Done and signed in Shijiazhuangon this 31st day of March, 2007

Quiz

（期中测试题）

试题答案及评分标准

（供参考）

一、 Put the following English into Chinese and Chinese into English:（每小题 1.5 分，共10 分）

1．premium 2．quotation sheet 3．latest catalogue 4．WPA

5．Sales Confirmation

二、Multiple Choice:（每小题 1 分，共 25 分） 1. c 2. b 3. c 4. b 5. d 6. b 7. a 8. c 9. a 10. b 11. c

6．平安险.

7．承担交单

8．来样加工

9．中国贸促会

10．价格单

12. b 13. c 14.a 15. b 16.b 17. b 18.a 19. d 20.d 21. a 22. b 23.a 24. d 25. a

三、Complete the sentences with the patterns given below:（每小题2.5 分，共 25 分） 1. our entrusting you with exclusive agency 2. We take the opportunity to introduce

3. will be executed within this month

4. to establish (open, issue) an L/C in our favor through an American bank 5. are very popular with the buyers here.

6. be ready for shipment within the next two or three weeks. 7. are in the market for

8. quote us best price for

9. insure for 110% of the invoice value

10. we are willing to enter into direct business relations with you.

四、Supply the missing words in blanks :（每小题 1 分，共 11 分）

1. enquiry 2. agency 3. premature 4. business 5. way 6. satisfied 7. however 8. transaction 9. postpone 10. warrant 11. cooperation

五、 Translate the following sentences into English using the words or phrases in brackets: 每题4 分，共24 分）

1． Now we are offering firm 50 M/T Almond Kernel at USDxx per M/T FOB for prompt shipment, subject to our final confirmation by fax.

2. Please see to it that each carton is lined with polythene sheet and the outer package is marked请with “keep dry”

3. In consideration of our long friendly relations, we accept payment by L/C at 60 days’ sight for this transaction.

4. We have booked shipping space on S.S.“Eastwind” which is due to arrive in Hamburger on about July 9.

5. On examination, we found the quality of the goods is too inferior to be suitable for the need of经the local market.

6. As you are not satisfied with our proposal, we suggest you submit this matter and settle by arbitration.

Chapter 7 Terms of Payment

I. Answer the following questions in English.

1. How many modes of payment are there in international trade?

Generally speaking, there are three major modes of payment used in inernaional trade,

they are remittance(which include M/T, T/T and D/D), collection (which includes D/P and D/A) and L/C. There are also some other modes of payment used in international trade, such as O/A(open account), payment by installment, L/G (letter of Gaurantee), factoring and SWIFT.

2. What is the main difference between D/P, D/A, and L/C?

Among them, on the security(safety) L/C>D/P>D/A;

L/C and D/P can be divided into at sight or after sight, while D/A is usually after sight; By L/C and D/P, you will not transfer the B/L until you get the payment; while the D/A you will transfer the goods to the buyer without get any payment but promise only.

3. If the exporter and the importer do not know each other well and are located in countries

thousands of miles apart, what payment mode do you suggest? And why?

I would like to suggest payment by L/C. Because it can protect both the buyer and the seller. It can ensure the buyer will not pay until he gets the goods and the seller will not transfer the goods until he gets the payment.

4. Why do we think L/C is not so safe as our imagination?

Because there are some fake L/C in the real world; and if the credit of opening bank is not so good, it is risky to adopt L/C; it will be affected by the politics. II. Choose the best answer to complete the following statements. 1-5 C A A D B 6-10 A A A B C

III. Write out the full forms of the abbreviated payment methods and give the equivalent terms in Chinese. Abbreviation M/T T/T D/D D/A D/P O/A Full form Mail transfer Telegraphic transfer Demand draft Documents agaisnt acceptance Documents against payment Opent Account Chinese 信汇 电汇 票汇 承兑交单 付款交单 赊购（销） 银行保函 L/G Letter of Guarantee IV． Write a reply to the following letter.(omitted). V. Letter writing Practice (omitted).

Chapter 8 Letter of Credit

I. Answer the following questions. 1. What kinds of L/C do you know?

There are different kinds of L/C in international trade. Generally speaking, it can be divided into the following different categories: clean credt and documentary credit; sight L/C and time or usuance L/C; revocable and irrevocable L/C; confirmed and inconfirmed L/C; transferable and non-transferable L/C; divisible L/C and non-divisible L/C; revolving and non-revolving L/C; standby L/C and red clause L/C.

2. What is the structure of the letter for amending L/C?

First it should has the format of a business letter. Second, it can be divided into three parts: the The first, to tell your customer you have received the L/C and the L/C No,and tell him there are some discrepancies need amending; the second you should point out the discrepancies and how to amend; third, you should urge your customer to amend as soon as possible. 3. What is documentary credit?

Documentary credit is the product of international business and the creation of merchants and bankers. It is commercial letter of credit provided for payment by a bank to the named beneficiary, usually the seller of merchandise, against delivery of documents specified in the credit.

4. If the exporter and the importer do not know each other well and are located in countries thousands of miles apart, what payment mode do you suggest?

L/C. Because it can give bilateral protect both to the buyer and the seller. It can guarannte the buyer will not pay until he gets the goods and the seller will not deliver the goods until he gets the payment.

II. Translate the following terms and expressions. A. Into Chinese

1. 加以保兑 2. 凭指示 3. 一式五份 4. 背书 5. 运费已付

6. 清洁已装船提单 7. 联运提单 8. 电汇偿付 9. 循环信用证 10. 背对背信用证 11. 备用信用证 12. 不可议付的装运单据 13. 托运人 14. 运输公司 15. 收货人 16. 受益人证明 17. 由---承担 18.信用证的有效期 B into English

1. irrevcoable documentary L/C 2. appliant 3. beneficiary 4. reimbursing bank 5. confirming bank 6. packing list 7. w/m memo(weight/measuremtn memo) 8. drawer 9. payer 10. drawee 11. endorser 12. time/usuance L/C 13. blank endorsed 14. bona fide holder 15. correspondent bank III. Choose the best answer to complete each of the following sentences. 1-5. A A A C B 6-10. B A A A B

IV. Write a letter in English asking for amendments to each of the following letters of credit by checking it with the given contract terms.

(1)

Dear Sirs,

We have received your L/C No.2211, but regret to say that we have found some

discrepancies in the above mentioned L/C.

Please make the following amendments in the L/C.

1) The beneficiary should be China Machinery Imp/Exp Corp. and the

applicant should be Smith & Co.

2) 3) 4) 5) 6)

The credit number should be 2211 instead of 2234. S/C number should be A2066, not B1124. Delete “30days after” in relation to the draft. Unti price should be at US$60000 CFR EMP Delete insurance clause.

7) “Partial shipments prohibited” should read “Partial shipments allowed.”

As the stipulated time of shipment is drawing near, please make the requested amendments to the L/C as soon as possible so that we can effect shipment in time. Yours faithfully,

(2)

Dear Sirs,

Thank you very much for your L/C No. F-07567. However, upon checking, we have found some discrepancies and would request you to make the following amendments:

1) The place of expiry should be in China instead of Melbourne.

2) The amount both in figures and in words should respectively be US$150000 and Say US Dollars One Hundred And Fifty Thousand Only. 3) Transshipment should be allowed. 4) Delete insurance clause.

5) The specifications should be tins of 450 grams instead of 500 grams.

6) As per contract No. SP5666 instead of Sp2316.

Please make amendments as soon as possible so as to enable us to arrange shipment. Yours，

(3)

Dear Sirs,

Thank you for your L/C No. 97425, but we regret to say that we have found some discrepancies. Please amend the L/C as follows:

1) “US$10000(Say US Dollars Ten Thousand Only)” should read “f10000(Say Pounds

2) 3) 4) 5)

Sterling Ten Thousand Only).

“Freight to collect” should read “freight prepaid.”

“Shipment from China port to Manchester, England” should read “Shipment from China port to Liverpool, England”.

“Partial shipments are allowed. Transshipment is prohibited.” Should read “Partial shipments are prohibited. Transshipment is allowed.”

“This credit expires on July 31, 2002” should read “This credit expires on August 15,

2002.”

We are awaiting your early telex amendments. Yours，

3． Are popular with customers in your market. 4． Recommend item No.807 as a substitute

5. We owe your name and address to the Commercial Bank of Italy 6. be ready for shipment within the next two or three weeks. 7. As the goods are to be transshipped at HongKong 8. does not justify an agency arrangement at present

9. They will assemble these components into finished goods

10. we shall settle it by arbitration

四、 Fill in the contract form in English with the particulars given below: （共 22 分）

CONTRACT

Sellers:

Buyers:

The undersigned Sellers and Buyers have agreed to close the following transaction according to the terms and conditions stipulated below:

Commodity: silk blouse

Specifications: quality as per the sample

Quantity: 1000 dozen

Unit Price: USD 52.50 per dozen CIFC4% New York

Total Value: USD 52500

Packing: each in polythene bag, one dozen to a box, with pink, blue, white equally assorted, 20 boxes to a seaworthy carton, lined with polythene sheet.

Shipping Mark: indicates Contract No., port of destination and order number of each case

Insurance: to be covered by the seller

Time of Shipment: Oct, 2004

Port of Shipment: China port

Port of Destination: New York

Terms of Payment: by irrevocable sight L/C to reach the seller 30 days before shipment and

remain valid for negotiation in China 15 days after shipment

Done and signed in Beijing on this 10th day of June

五、 Translate the following sentences into English using the words or phrases in brackets:（每小题 4 分，共 24 分）

1. As the quality of the shipment under our order No.586 you shipped to us doesn’t agree with the agreed-upon specification, we have to file a claim against you.

2. We have effected insurance on the table-cloth for 110% of the invoice value against All Risks with PICC as agreed.

3. You contribute the technology and equipment, while we contribute the premises, labour and other resources required in co-production.

4． Please amend the L/C as follows: delete “long” before “ton’ and insert “metric’.

5. Smith Co. introduce you to us as a prospective buyer of Chinese table-cloth. As we deal in this item, we would like to enter into direct business relations with you.

We are glad to inform you that 300 set of bicycles under order No.206 have been shipped per s.s. “Daqing”. We hope this order is executed to your satisfaction.

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