外贸函电英语课后练习

外贸函电英语课后练习

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

II. Fill in the following blanks with the given words in their proper forms: economy trade market 1. Your home _____ is flourishing, and your foreign trade is expanding fast. 2. This is possible because of the continuous advance of our national _____. 3. They have been in the wool _____ for quite a number of years. 4. During the past few years the course of world _____ has been marked by a succession of dramatic developments.

5. The damaged goods are hardly _____.

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

III. Read the following introduction to general business letters: (1) 信头（Heading ） (2) 日期(Date) (3) 我方参考号码（Our Ref. No.）

对方参考号码（Your Ref. No.） (4) 封内地址（Inside Address） (5) 称呼（Salutation）

(6) 事由（Subject） (7) 正文 （Body of the

Letter

）

(8) 结尾套语 （Complimentary Close） (9) 签名（Signature） (10) 经办人代号（Reference Notation） (11) 附件（Enclosure） (12) 抄送（Carbon Copy） (13) 附言（P.S.） 以上是英语商业书信的基本结构，其中第1、2、4、5、7、8、9等七个部分是最常用的。但各信的格式不尽一致，有些项目是否要用应视具体情况而定。

下面就以上格式中13个项目逐一介绍： （1）信头（Heading） 商业信函的信头一般印在信笺上端中央，也可在右边或左边。信头中含有发信人公司名称、地址、邮编、电话号码、传真号码、电子信箱等信息资料。 （2）日期（Date）

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

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

（4）信内地址 ( Inside Address)

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

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

San Francisco, Ca. 94108 Attention：Mr. H. S. Kennedy （5）称呼 (Salutation)

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

写给一个公司时，可以用Dear Sirs, 也可以用Gentlemen, 美国人一般用Gentlemen。称呼后用冒号或逗号均可，但前者显得更正式。Gentlemen后常用冒号。 （6）事由 (Subject)

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

（7）正文 (Body of the Letter)

正文的每一段开头可以用缩行式（Indented Form），也可用并列式（blocked form），由于电脑普及，为了方便，并列式被广泛使用，这也包括信函的其它所有项目，如日期、事由、结尾套语??等都紧贴

信纸左边开始。为清楚起见，采用并列式的各项目之间，通常空一行，正文的各段之间也空一行。

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

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

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

在商业书信中，最常见的结尾套语有：Yours faithfully, Faithfully yours, Yours truly, Truly yours，也可用Yours sincerely, Sincerely yours. （9）签名（Signature）

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

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

Truly yours, (Signature)

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

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

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

信中如有附件，则在签名下方左下角注上Enc.或Encl.。其复数形式是Encls. 。附件有两件以上时，应注明数字。如附件特别重要，应给以简短的标题，例如： Encls：1. Annual Report 2 copies 2. List of Major Accounts 3. Profit and Loss Statement （12）抄送（Carbon Copy）

如本信有抄件寄第三者，则打上C.C.或cc字样，然后写上第三者的名称和地址（有的只写名称，不写地址）。例如： C.C： Rotic Co. 341 Queen Avenue Yakima Wa. 98902 cc to：CEO

cc： Mr Carl Mason Copy to： Sales Manager Copies to： directors

(13) 附言（P.S.）

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

INTEGRATED COMPUTER TECHNOLOGY CO. LTD.

Rm 808,Kyo-Won-Kong-Jea 35-2 Yeoido Young Dung Po Seoul

South Korea Tel: 822-782-4641 Fax: 822-785-4245 16 June 2004 KJ: rh Enclosures 2 Cc: Kim Sang-Chul Moon Young-Seung Subject: Integrated Circuit Boards Dear Dr Brenda Yeoh We have just received your order for 400 integrated circuit boards (item No. KR10779) Unfortunately, these circuit boards are no longer produced as they have been replaced by our model KR2000, which is cheaper, more reliable and more efficient than the circuit boards that you ordered. With this in mind, we imagine that you will be happy to change your order. The prices of the KR2000 and peripheral equipment are as follows: KR2000 integrated circuit board: @US$23,200 KT200X ?Toolkit‘: @US$15,500 KC200X connectors: (2 per pack) @US$10,000 I should be grateful if you could contact me to tell me what you wish us to do about your order. Yours faithfully

Kim

Jungsup

for

INTEGRATED

COMPUTER

TECHNOLOGY CO. LTD. Attention Dr Brenda Yeoh, PhD ATT Computers Corp. Pte Ltd. 88 Kitchener Road,#02-15 Jalan Besar Plaza Singapore 208512 PS Forgot to mention it, but there are lots of bargains in the brochure and price list which I am sending you.

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

邮编 100053

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

与。。。建立业务关系 小册子 你处（地） 供你参考 以。。。为目的 与此同时 按照 达成交易 在。。。业务方面 一系列 具体询盘 经营 与。。。做生意 II. Multiple choice:

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

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

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

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

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

a. lies within b. fall within c. come under d. be within 6. We owe your name and address Italian Commercial

Bank who has informed us that you are in the market table-cloths.

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

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

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

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

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

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

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

to, used to

12. The Guangzhou Export Commodities Fair, sometimes known as the Canton Fair, has _____ to offer that you can find almost everything. a. so many b. more c. so much d. most III. Fill in the following blanks with the given words in their proper forms: business deal transact 1. We take the opportunity to introduce ourselves as importer _____ in digital cameras. 2. We are _____ business on the basis of CIF terms or CFR terms. 3. This report _____ with our sales prospects for the years to come. 4. _____ prospects are likely to turn better.

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

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

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

10. Doing _____ without advertising is like winking at a girl in the dark. You know what you are doing but nobody else does.

IV. Put the following English into Chinese:

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

business relations with your company.

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

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

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

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

conditioners.

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

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

10. Your company has been introduced to us by Mr. Nelson as

prospective buyers of Chinese foodstuffs

because we have been in this line for many years. V. Put the following sentences into English:

1. 承蒙ABC公司的介绍，我们得知贵公司的名称和地址。(to owe … to…) 2. 一收到你方具体询盘，我们马上寄送商品目录及样品。(specific enquiry) 3. 他们的主要业务是出口电子计算机。 (line) 4. 我公司丝绸在你地早已是热销商品。 (a best seller, at your end)

5. 这种产品正行销所有欧洲国家。 (to market )

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

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

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

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

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

Our goods are enjoying fast sales in many countries for their fine q____(6) and reasonable p____(7) in spite of the rise in the cost of raw materials. We are glad to say that all the goods listed in our sample books can be supplied f____(8) stock and according to your specifications. Should any of the i____(9) be interesting to you, please don‘t fail to send us your s____(10) enquiry, upon receipt of which, we will make an offer by cable.

Yours faithfully,

VII. Read the following short passages or letters and then translate them into Chinese: (A) International trade is the exchange of goods and services produced in one country for goods and services produced in another country. In addition to visible trade, which involves the import and export of goods and merchandise, there is also invisible trade, which involves the exchange of services between nations. Nations such as Greece and Norway have large maritime fleets and provide transportation service.

This is a kind of invisible trade. Invisible trade can be as important to some nations as the export of raw materials or commodities is to others. In both cases, the nations earn the money to buy necessities. (B)

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

(C)

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

move. For example, transport services, banking, insurance and education. (D) Dear Sirs, Your company has kindly introduced to us by Mr Nelson, the president of Autos Company, as prospective buyers of Chinese Agricultural Machines. As this item falls within the scope of our business activities, we shall be pleased to enter into direct trade relations with you at an early date.

To give you a general idea of the various kinds of products we handle, we enclose a brochure and a price list. Quotations and sample books will be airmailed to you on receipt of your specific enquiry. We look

forward

to

your

favorable

reply.

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

上我们的最新目录和价目单，请查收。希望能和你方建立业务关系。 XX 谨上 Unit 3 I. Put the following Chinese into English: 询购。。。 接受报盘 递价 大使馆 代理 工艺 手工制作 支付条款 兹答复 与。。。有联系 向。。。订购 现成市场 立即处理 市场需求（口味） 用现款（支付） 稳定需求 （商品）在出售中 给。。。报盘 II. Multiple choice:

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

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

3. If you are interested, we will send you a sample lot _____ charge. a. within b. with c. for d. free of

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

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

6. What kind of products do you think particularly interested ? a. are they, in b. they are, in c. are they, / d. they are, /

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

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

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

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

11. We would not give you any lower price you could

place an order for more than 500 tons. a. expect b. until c. unless d. besides

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

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

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

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

offer enquire/enquiry bid 1. China‘s _____ for

the 2008‘s Olympic Games has been successful. 2. It is impossible for us to keep our _____ open for more than one week.

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

4. As the prices _____ are exceptionally low and likely to rise, we would advise you to place your order without delay.

5. If we ask the buyers for a _____, most probably they will name a low price. 6. We have only limited stock, which is under _____ elsewhere. 7. The company _____ about the development of the local market. 8. At your request, we‘re now making you a firm _____ for 1,000 color TV sets.

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

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

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

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

quantities.

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

5. Our associates in the packaging industry speak highly of your Zeta packing machines and we would like to have more information about them.

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

our particular requirements.

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

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

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

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

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

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

9. 如你方价格优惠,我们将乐于向你方订购60箱茶. (favorable) 10. 我方对进口你方产品很有兴趣，如有可能请向我方提供目录、价格单和样品。(catalogue, price list, sample)

VI. Supply the missing words in the blanks of the message: Your e____(1) of October 10 is receiving our attention, and we thank you for your i____(2) in our products.

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

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

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

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

early

reply.

Yours faithfully, （B） Dear

Sirs, Re: Textiles This company is one of the largest textile importers in New York. We sincerely hope to establish business relations with your company so as to promote trade between our two countries. We are enclosing an enquiry note No. 111 and looking forward to receiving, at an early date, your quotation CIF New York inclusive of our 5% commission. While quoting, please state the earliest shipment and quantity available. If your quotation is competitive, we are ready to conclude substantial business with you. Your early reply will

be

very

much

appreciated.

Yours truly, VIII. Translate the following letter into English:

尊敬的先生： 事由：‘山地牌’自行车 敬请贵公司寄给我们一册‘山地牌’自行车的目录和最新价目单。我们对男女式的自行车都非常感兴趣。 本市自行车很流行，需要大量自行车。因油价偏高，可能越来越多的人将用自行车来取代汽车。 倘若贵公司的自行车质量令人满意且报价具有竞争性，我们打算大量成交。 早日复信，不胜感激。 。。。 敬上

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

以 。。。为条件，为准 及时，适时 规格 殷切地 品名

数量 包装 装运 支付 承诺过多 按照要求 如所陈述 如所约定 另邮 分期付款 II. Multiple choice:

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

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

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

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

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

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

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

6. 如果你方能报表XXXX年七、八月装船，以保兑的，不可撤销的信用证凭即期汇票支付。本报盘以你方一周内复到为有效。有关

样品和目录已另邮你方。 请注意所报价格均为底价，不接受任何还

盘，如无异议，请尽快确认，以便我们安排有关事宜。 盼早复。 谨上

(B) 尊敬的先生： 很高兴收到您方1月10日的询价。根据你方要求，今另封航邮寄上一册附图目录和‘山地牌’自行车的最近价目单。有关销售条件和付款方式，单内也有详细说明。相信经查阅后，你方会同意我方产品质量上乘，价格合理。 盼早日收到你方试订订单。

。。。 谨上 Unit 5 I. Put the following Chinese into English: 还盘 小册子 标题的 偏高（低） 流行的 现行的行市水平 利润 折扣 一批货 现成的市场 试订 在展出 形式发票 银行划拨 与。。。不一致 给。。。折扣 有迹象表明 考虑到 （鉴于） 畅销 续订 II. Multiple choice:

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

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

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

a. to hope b. hoping c. hopefully d. hope 3. We shall be glad to send you sample-cutting books and pamphlets of our new products ______ .

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

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

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

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

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

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

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

c. receive d. being received 10. We are well acquainted ______ our customers‘ needs and can place large orders with you if your price is quite in line. a. by b. of c. with d. for 11. We must insist on immediate delivery, ______ we shall be compelled to cancel the order in accordance with the contract stipulations. a. however b. likewise c. in other words d. otherwise

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

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

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

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

IV. Put the following sentences into Chinese:

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

but think your products too highly priced for this market.

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

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

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

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

certainly revert to this matter as soon as our supply position takes a

turn for the better.

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

7. We agree to your price, but should like to know if you are prepared to grant us a discount of 5% for a quantity of 2 000.

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

price of raw material has advanced XXXX年二季度后厂家可能扩大生产。请放心，一旦供货条件改善，我们立即给你发盘。

与此同时，还望告知你方市场变化情况。 谨上 Unit 7 I. Put the following Chinese into English:

权利与义务 有关各方 履行义务 补偿 单价 支付条款 银行票据 异议 向。。。提出索赔 仲裁

良好平均品质，大路货 散装，大批量 除非另有规定 向。。。保证 万一 签订合同 履行合同 重合同，守信用 向。。。开汇票

以。。。为抬头；凭。。。指示 II. Multiple choice:

1. We are very pleased to confirm _____ 1000 tons of white cement.

a. ordering b. having ordered c. to order d. order

2. Following your order _____ 400 pieces of electronic toys last year, we are pleased to receive your order No. 234

_____ the same quantity. a. for, of b. of, of c. of, for d. with, for

3. We place this order _____ the understanding that the discount is 10%.

a. based on b. with c. on d. through 4. A sales confirmation should be counter-signed by ______. a. the

seller b. both parties c. the bank d. the buyer

5. If Mr. White won‘t agree to sign the contract, ______ . a. neither she will b. neither won‘t she c. neither will she d. she won‘t neither

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

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

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

satisfactory.

a. to hope b. hoping c. hopefully d. hope 8. We shall be glad to send you sample-cutting books and pamphlets of our new products ______ .

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

9. Our silk garments are durable ______ use, beautiful ______ design and rich ______ traditional Chinese art.

a. in, in, in b. in, to, for c. to, for, in d. for, in, on

10. We hope our latest computers will sell ______ in your market. a. popular b. a ready market c. a fast seller d. like hot cakes

11. ______ the growing needs of the fast developing market at your end, we are

considering ______ a representative office in your city. a. To meet, set up b. To meet, establishing c. Thinking, setting d. Thinking of, to establish

12. We specialize ______ all kinds of metals and are always ready to buy in large quantities.

a. in b. from c. on d. at

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

draw order contract 1. We‘ll be glad to place an _____ with you for 50 cases Black Tea if your price is favorable. 2. Once a _____ is made, it must be strictly implemented.

3. The terms were _____ from the most common practices of international trade.

4. The bill of lading is to be made out to _____ and blank endorsed. 5. You may _____ a clean draft on us for the value of this sample shipment. 6. For the time being, we are not prepared to _____ for any further business. 7. Some discount will be made for an _____ of $ 1000 and upwards. 8. We _____ with the manufacturers for a regular supply of the parts. 9. ____ water in a sieve.

10. We wish to _____ your attention to the fact that the port of destination in the L/C does not agree with that stipulated in the L/C.

11. If you find everything in _____ Please sign and return one copy for our files.

12. Since the other terms in the L/C conform to those in our S/C, we agree to ship the goods as _____.

IV. Put the following sentences into Chinese:

1. As you know, our foreign trade policy is to trade with the people

all over the world on the basis of equality and mutual benefit.

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

brands of TV sets for over XXXX年5月装船，允许分运不允许转船。(transshipment, partial shipments ) 5. 货物将用塑料袋(poly-bags)包装，每10袋装一纸箱。(in, to) 6. 支付凭保兑的不可撤销的即期信用证付款。( confirmed, irrevocable) 7. 信用证应于装运期前30天开到卖方。(to reach)

8. 该信用证于装运期后15天内在中国议付有效。(valid for negotiation) 9. 如果价格继续上涨，我们怎么办？(to continue to rise) 10. XXXX年12月装运，自中国港口至新加坡，允许分批装运和转船。(shipment to be made)

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

No.

AC-112

Date: Nov.21,XXXX年3月31日前自中国港口至纽约，允许分批装运和转船

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

京

SALES CONFIRMATION No.

Sellers: Buyers:

This Contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Specifications: Quantity: Unit Price: Total Value: Packing: Insurance:

Time of Shipment: Port of Shipment: Port of Destination:

Shipping Mark: Terms of Payment:

Done and signed in on this day of, XXXX年1月从中国港口运往香港，唛头由我方选定，以不可撤销的、保兑的即期信用证付款，信用证必须在装运前30天到达我方。按照惯例，信用证议付有效期为最后装运期后第

15

天在中国到期。

兹随函将我方11月2日在北京所签第290号合同一式两份寄与你方，

望查收。请会签并退回我方一份。 此致 大卫公司 中

国

轻

工

业

品

进

出

口

公

司

经理： 谨上 XXXX年11月2日 附件： 如文 SALES CONFIRMATION No.

Sellers: Buyers:

This Contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Specifications: Quantity: Unit Price: Total Value: Packing: Insurance:

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

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

Unit 8 I. Put the following Chinese into English: 按，详见 单价 总值 唛头 由 。。。选定

Terms of Payment:

Done and signed in______ on this ______day and of ______ .

Unit 9 I. Put the following Chinese into English:

汇付 托收 信用证 信汇 电汇 票汇 预付款 履约保证金 托收行 代收行, 汇付行 运输单据 跟单托收 付款交单 承兑交单 跟单信用证 由。。。付款

金额为。。。

洁净已装船提单 做成空白抬头 空白背书 承兑汇票 II. Multiple choice:

1. As agreed upon in our negotiations, payment ______ L/C. a. by b. is by c. will be d. will by

2. It is important that your client ______ the relative L/C not later than June 10, 2004. a. must open b. has to open c. open d. opens

3. _______ you fulfil the terms of the L/C, we will accept the drafts drawn under this credit. a. Provided b. To provide c. Supplied d. Furnished

4. Taking into consideration our long standing business relations with you, we accept ______ by D/P.

a. enquiries b. invitations c. instalment d. payment

5. The consignment will be dispatched as soon as possible, ______ to reach the final destination by mid-January.

a. so b. as c. so as d. so that 6. As stipulated in the contract, the bank ______ issue an L/C before the end of February 2004.

a. will b. need c. shall d. ought 7. In order to promote business between us to our mutual advantage, we shall consider ______ payment by D/P at 60 days. a. accepting b. accept

c. to accept d. acceptance

8. As regards our offer for Green Beans, we are anxious to know weather you ______ our request for D/A payment.

a. agree upon b. agreeable to c. are agreeable to d. are agreeable with

9. The relative L/C should be issued through a third country bank in Italy ______ the sellers. a. available by b. available to c. acceptable by d. acceptable to

10. It needs ______ that the L/C should reach us 30 days before the month of shipment. a. being mentioned b. to be mentioned c. mentioned d. mention

11. The goods ______ if your L/C had arrived by the end of November last. a. would be shipped already b. must have shipped already c. had been shipped already d. would have been shipped already 12. We find that there is no stipulation of transhipment ______ in the relative L/C. a. which allowed b. being allowed c. allowing d. which allows

13. We invite your attention to the fact _____ the L/C covering your order No. 111 has not reached us in spite of our repeated request.

a) what b) that c) where d) there 14. Emphasis has to be laid to the point _____ shipment must be made within the validity of the L/C.

a) what b) which c) that d) /

15. Considering the quality of the goods _____ we quoted, we do not feel that the prices are at all excessive.

a) which b) that c) for which d) for that III. Fill in the following blanks with the given words in their proper forms:

pay(-ment) charge decline 1. I‘m afraid we cannot give you a further discount for prompt _____. 2. An overhead _____ is part of the cost of running the business. 3. The Insurance Company _____ insuring against inherent vice. 4. The company has to go bankrupt because it can not _____ its debts. 5. We could repack the goods but you have to pay the additional _____. 6. The customs figures show a steady _____ in British trade. 7. We‘re sending you ten pounds in _____ of your bill. 8. We do not expect a further _____ in price. 9. When business is good it does _____ to advertise. 10. We‘ve _____ your

account with the amount of money. 11. For this reason, we cannot but _____ your proposal. 12. Please _____ the samples to our account. IV. Put the following sentences into Chinese:

1. Your demand for payment by D/P is under our consideration. Owing to the small amount involved in this

transaction, we agree to make shipment in this way.

2. We wonder whether you can accept our proposal of payment by CAD on arrival of gods.

3. As the amount of our Order No.111 is below ￡1000, please agree to payment by D/P, because an L/C will cost us much.

4. The banker‘s transfer is a simple transference of money from the bank account of a buyer in his own

country to the bank account of the seller in the seller‘s country. 5. The bill of exchange (draft) is an order in writing from a creditor to a debtor to pay on demand or on a

named date a certain sum of money to a person named on the bill, or to his order.

6. We propose to pay by bill of exchange at 30 days‘ documents against acceptance. Please confirm if this is acceptable to you.

7. Our draft on you at 60 d/s in favor of Mason will be presented to you by the Great Oriental Bank,

Shanghai, and we would be grateful if you would kindly give it your protection.

8. Much to our surprise, our draft on you dated 11 May and due 1 July was returned dishonored yesterday by our bank.

9. We would suggest that for this particular order you let us have a D/D, on receipt of which we shall ship the goods on the first available steamer.

10. In compliance with your request, we exceptionally accept delivery against D/P at sight, but this should not be taken as a precedent.

11. Please note that we have domiciled the acceptance with you. Will you kindly honor them at due date and advise us at time of payment?

12. Payment is to be made against sight draft drawn under a confirmed, irrevocable, divisible and

transferable letter of credit without recourse for the full amount. V. Put the following sentences into English:

1. 关于你方要求以付款交单方式支付一事，我们正在考虑，不久可告知我们的决定。(payment by D/P) 2. 按照目前的情况，如交易

不超过一千英镑，我们可以接受付款交单方式。(amount, to exceed) 3. 如果你方能同意按即期信用证付款，我们即能达成交易。(sight L/C) 4. 非常抱歉，我们不能接受承兑交单条件，这是众所周知的。(payment by D/A) 5. 我们必须说明，装船前的一切费用均由卖方负担。(to be borne by) 6. 销售这些商品你们不会有任何风险，因为它们都是畅销商品。(best seller)

7. 鉴于我们双方长期友好关系，此次我们例外地接受D/P60天付款。(exceptionally) 8. 我们感到有必要明确一下，今后的交易是以即期信用证付款。(to make it clear)

9. 如你方信用证在月底前到达我方，我们将尽最大努力在下月初安排装运。(to arrange shipment)

10. 请注意第122号合约项下的1000台缝纫机已备妥待运。请速开信用证，以便装船。(to be ready for shipment) 11. 请注意做到信用证规定于合同条款严格相一致。(to be in strict conformity with) 12. 按照我方第211号售货确认书规定，相关信用证不能晚于1月15日到达我方。(according to the stipulation)

VI. Supply the missing words in the blanks of the message: The letter of credit is a method of p__1__. It is issued by a bank at the request of an I__2__. This method of payment is commonly adopted in our f__3__ trade today.

Several months ago a sales c__4__ was signed between the China National Foodstuffs Import and Export Corporation and the Pacific

Trading Company, Singapore. Payment by an i__5__ letter of credit was agreed upon by both parties. Mr. Wang of the Foodstuffs Corporation attended to this t__6__.

As stipulated in the contract, the buyer should open a letter of credit in f__7__ of the seller 30 days before the month of s__8__. The L/C reached the corporation in time. Wang, an experienced salesman, knew that it was necessary to c__9__ up the L/C with the contract and see whether they were in agreement. Generally, the letter of credit specifies the beneficiary‘s name, description of goods, quantity, unit price, total amount, ports of loading and destination, price terms, payment terms, shipping d__10__, shipment validity, n__11__ v__12__, etc. When he checked the L/C, Wang found that all its clauses were all right except the shipment validity. So, Wang advised the Pacific Trading Company by fax to make amendment accordingly. About a week later, the corporation received the a__13__ advice through the Bank of China. Then everything was right. After that Wang contacted the transportation department for shipping arrangements.

VII. Fill in the blanks with the following words and phrases: payments issued upon credit incomplete trade pay importer delivery order bills negotiate A major part of international ___1__ is made either by __2__of exchange or by documentary credit

or a combination of the two. A documentary credit is a letter __3___ by a bank at the request of an importer of goods in which the bank promises to pay a beneficiary ___4__ presentation of documents relating to the dispatch of goods. A letter of credit is sometimes just called credit, or L/C for short. The commercial letter of credit is almost always a documentary __5___ in that it specifies the documents required such as bill of lading, an invoice and an insurance document plus one or two supplementary documents. If these documents are in___6__ and shipment has been made as specified in the credit, the bank will __7___ for the consignment in exchange for the documents or will accept a bill of exchange and, possibly, __8__ it. In international __9___, the importer and the exporter must arrange payment after having worked out an agreement. The __10___ will want possession of the merchandise before paying, and the exporter will want payment before making __11___. Since each party is far away from the other and often has an __12__ knowledge of its counterpart, there must be a certain caution to their dealings.

VIII. Translate the following short letters into English:

(A) 敬启者： 9月1日函悉。如前封信所示，我们已与厂家安排妥当尽可能按时交货，因我们一刻也未忘你方利益。 关于支付，我们完全相信你们的信誉及能力，但也想重申，在正常情况下我们要求

用保兑的、不可撤销的信用证支付。故此很遗憾，在与海外买主的交易中我们不能接受D/A条款。 今后的交易，我们会尽力在规定的时间内执行您的订单。如但分有可能，我们会按D/P方式发货，以使你

方免遭展证的困境。相信贵方能理解我们的合作。 谨上 (B)

敬启者： 感谢贵方50公吨白水泥的990号订单。很遗憾我方不能接受所提及的支付方式。 随上次去函，我们寄去我方合同样例，其中附有销售条款。如已阅过，当会了解我方通常采用的支付方式是以我为受益人的、保兑的不可撤销的即期信用证。信用证须在装期前一个月到达我方，于规定装期后21天内在中国议付有效，同时允许转船和分运。 在我方6月14日函中我们还提到，几家意大利大公司已与我按上述条款进行贸易。望能立即同意此支付条款，以便签订第一笔交易。 一旦收到贵方肯定答复，我们将送上合同，以便能安排货

物

等

待

装

运

。

恭

候

佳

音

。

谨上 Unit 10 I. Put the following Chinese into English: 开证人（开证申请人） 受益人 开证行 通知行 保兑行 议付行 付款行 偿付行 审证 不符点

（信用证）修改书 偿付条款 进口许可证 有效期

毫无延迟 一收到。。。就 缔结条约 达成交易

II. Multiple choice:

1. _____ subsequent amendments, please see to it that the L/C stipulations are strictly in accordance with the contract terms.

a. Avoid b. Having avoided c. To avoid d. Being avoided

2. Due to unforeseen difficulties, we find it impossible to make shipment in July, and would appreciate

_____ the shipment date and validity of your L/C to August 15 and August 31 respectively. a. your extending b. you to extend c. you extending d. your extended 3. We shall open the L/C _____ the bank of Boston.

a. in b. with c. for d. at

4. We advised our bank to ______ L/C No.6543 to read ―Partial shipments to be permitted. a. change b. amend c. alter d. add

5. As stipulated in the contract, the bank ______ open an L/C before the end of September 2004.

a. will b. ought c. need d. shall

6. We are faxing you this morning, asking you to amend the L/C ______ ―Transhipment allowed.‖

a. to read b. to reading c. as reads

d. reads

7. We think it impossible to have the L/C ______ again. a.

extended b. extending c. to extend d. extends

8. As we are ______ of these goods, please expedite shipment after receiving our L/C. a. in badly need b. in urgently need c. urgent in need d. badly in need

9. Any discrepancy ______ the quality of the delivered goods against the contractual stipulations is not allowed.

a. to b. among c. in d. between 10. In doing business with China, foreign firms should open their Ls/C _____ . a. through Hongkong and Shanghai Banking Corp. b. with a bank acceptable to China c. through the Bank of China d. with a bank in China

11. An L/C should be established ______ our favour available by documentary draft ______ sixty days‘ sight.

a. in, after b. on, in c. in, for d. in, at

12. We regret ______ to accept your terms of payment and therefore have to return the order to you.

a. not be able b. cannot c. not able d. being unable 13. A letter of credit is usually opened by the ______ .

a. issuing bank b. confirming bank c. advising bank d. negotiating bank

14. The amount in your L/C appears insufficient. The correct total CFR value of your order comes to USD9,328.00 instead of 3,928.00, the difference ______ USD5,400.00. a. be b. is to be c. being d. been