《外貿函電》

《外貿函電》元
Part1 NEGOTIATION OF CONTRACT

Chapter1 Establishing Trade Relations
Lesson1 Sellers Asking to Establishing Trade Relations
Lesson2 Buyers Asking to Establishing Trade Relations
Lesson3 A Company Introduction
Lesson4 Status Enquires
Chapter2 Enquiriesand Offers
Lesson5 An Enquiry (1)
Lesson7 An Offer (1)
Lesson9 An Offer to a New Customer
Lesson10 Offering Substitute
Lesson11 Inability to Offer
Chapter3 Counter-offers
Lesson12 A counter-offer (1)
Chapter4 Mode of Shipment
Lesson16 About Mode of Shipment
Lesson17 Enquiring about Time of Shipment
Chapter5 Packing
Lesson18 Packing Requirements
Lesson19 Packing Arrangements
Lesson20 Packing and Shipping Marks
Chapter6 Terms of Payment
Lesson21 Inquiring about Terms of Payment
Lesson22 Insisting on Payment by L/C
Lesson23 Requesting for Easier Terms of Payment (1)
Chapter7 Insurance
Lesson25 Asking for CFR Quotation
Lesson26 About Insurance
Lesson27 Inquiring about Insurance
Lesson28 Open Cover Policy
Lesson29 Asking for Additional Coverage
Chapter8 Conclusion of a Business
Lesson30 Sending a First Order
Lesson31 Confirming an Order
Lesson32 Sending a Sales Contract
Lesson33 Counter-signature
Lesson34 A Specimen of Sales Contract
KEY
Chapter2 Enquiries and Offers
Chapter3 Counter-offers
Chapter5 Packing
Chapter7 Insurance
Part1 NEGOTIATION OF CONTRACT

Lesson1 Sellers Asking to Establishing Trade Relations
Ⅰ. Translate the following terms and expressions
A. Into Chinese:
1. look forward to
2. a favorable reply
3. establishment of trade relations
4. full details
5. items available for export now
6. import and export now
7. circular letter
8. specific price
9. favorable price
10. Enclosed please finｄ
1.盼望……
2.有利的答,佳音
3.易系的建立
4.情况
5.目前可供出口的品
6.出口
7.通函
8.具体
9.惠价格
10.随附……收
B. Into English:
1. 建立易系
2. 潜在的主／客
3. 棉布
4. 范
5. 早日
6. 概况
7. 繁多的
8. 价格
9. 品本
10. 收到……后
B.
1. establish / enter into trade relations　　　　2. prospective buyers / client
3. cotton piece goods
4. business scope
5. at an early date
6. general idea
7. various kinds of
8. price list
9. sample books
10. upon receipt of
Ⅱ.Choose the best answer to complete each of the following sentences:

1.____ in 1995, this company specializes in the export of cotton piece goods.
A. Establish B. Established C. Establishing D. To be established
2.____ please find the catalogues and latest price list.
A. Enclosed B. Enclosing C. Enclose D. Enclosure
3. We will forward all the necessary information of the item mentioned above ___
_ receipt of your reply.
A. with B. upon C. in D. of
4. We look forward ____ your favorable news.
A. on B. to C. at D. of
5. The present market is favorable ____ importers.
A. with B. for C. in D. to
6. Because the article falls ____ the scope of our business activities, we are w
riting you in hope of ____ trade relations with you.
A. within, establishment B. within, establishing
C. below, set up D. below, setting up
7. Thank you for the sample cutting____ in your letter.
A. enclose B. enclosed C. enclosing D. being enclosed
8. We take the pleasure of introducing ourselves____ an experienced importer____
line of daily products.
A. of, on B. as, in C. for, by D. be, at
9. Thank you for your price list showing various kinds of products now____ for e
xport.
A. available B. be available C. to be available D. being available
10.____ create severe competition for home produced goods.
A. Import B. Importing C. Imports D. Imported
Ⅲ.Translate the following sentences into Chinese:
1. We are willing to enter into business relations with your company(公司) on the basi
s of equality and mutual benefits.
2. We write to introduce ourselves as one of the leading exporters of a wide ran
ge of air conditioners(空).
3. In order to export our products to Western Europe, we are writing to you to s
eek cooperation possibilities(合作机会).
4. We have a lot of colors and sizes to meet different needs.
5. We have airmailed you some leaflets about our products. If you are interested
in any of the items, please let us know.
6. With years of efforts we have enlarged our business scope and now we deal in
nearly 100 kinds of goods.
7. Our main business covers the import and export of various light industrial pr
oducts.
8. If your corporation does not import the goods mentioned above, please give th
is letter to a firm who may be concerned.
9. As an exporter of motor bicycle, we wish to express our desire to trade with
you in this line.
10. To give a general idea of products, we are sending you separately a catalogu
e together with three pamphlets for your information.
Ⅳ. Translate the following sentences into English:
1.介，本公司是一家人造珠宝（imitation jewelry）的出口公司，在一行已有多年。
2.你上周写部（the headquarter）的信已交我公司，因品属我。
3.我可供出口的工品（light industrial products）繁多。
4.很高收到你方内附插目的来信。
5.我盼望收到你　于我品的具体要求。
6.我是一家信誉良好的私人公司（private company），非常希望与你建立易系。
7.理地我介了一下Johnson公司的情况，他有可能成我的客。
8.了你表格中的品有个大体了解，特随附小册子及最新的价格各一份。
9.当出口超口，被称易差。
10.我的品量（quality）上乘，价格惠。
Ⅴ. Translate the following letter into English:
先生：
我从上周的中国日（）悉，方服装（）感趣。介本公司，是我地服装行最大的出
我的真服装采用高档真面料，工（）加工而成。随附一份插目及最新价格供你方参
盼早。　
　　　　　　　　　　　　　　　　　　　　　　　　　　　　　　　　　商祺
Ⅵ.Write an English letter in a proper form based on the following information:
Write a letter to Foothill Enterprises Trade Development Co. Ltd.( P. O. Box 227
89 Taiz Street, Sana’a, Republic of Yemen) telling them:
1. you are introduced by the Commercial Counselor’s Office of their embassy in Bei
jing(北京的大使商参);
2. you wish to set up business relations with them;
3. the main scope of your business is exporting chinaware(瓷器);
4. samples and catalogues will be sent to them upon receipt of their specific in
quiries.
Lesson2 Buyers Asking to Establishing Trade Relations

Ⅰ. Translate the following terms and expressions：
A. Into Chinese:
1. be in abundant supply
2. consumer goods
3. finished product
4. electric goods
5. captioned goods
6. be of high/poor quality
7. be in short supply
8. skin-care product
9. general merchandise
10. a subject of little interest
B. Into English:
1.商会
2.商品
3.国商会（写）
4.量
5.剪
6.插目
7.注意……
8.抽
9.中国出口商品交易会
10.回
１. This kind of gloves is made of genuine leather(真皮) ____ high quality.
A. by B. in C. of D. on
２. The price of oil is increasing, because it is ____ short supply.
A. in B. on C. of D./
３. Mr. Martin was taken to the showroom decorated ____ many flags.
A. by B. with C./ D. of
４. ____ the recommendation of CCPTT, we are writing to you in the hope of setting
up trade relations with you.
A. By B. On C. Through D. For
５. We recommend that you ____ our branch office for the matter directly.
A. approached B. have approached C. approach D. approaching
６. One of our chief lines is to supply factories ____ spare parts.
A. for B. with C. to D./
７. The market has so changed as to be favorable ____ the big importers.
A. for B. in C. to D. on
８. If you can order ____ large quantities, we can give you our most favorable pric
es.
A. / B. with C. by D. for
９.As the said goods are in short supply, we strongly recommend ____.
A. accepting B. acceptance C. being accepted D. having accepted
１０. There has been an increasing demand for the items illustrated ____ our catalogue
.
A. of B. in C. for D. on
Ⅲ. Translate the following sentences into English:
1.公司已由中国国易促委会推荐我。
2.供于求，价格就会走低。
3.当地商会推荐，特致函方，希望建立易系。
4.从你方寄来的最新目中，我注意到你能大量供玉米。
5.寄来的茶杯品上，都装有卡通人物（cartoon figures）。
6.目前可供出口的商品在目中都有插明。
7.一俟收到你方答，即航寄品及小册子。
8.注意目中第Ａ-228和Ａ-315两，目前供短缺。
9.避免耽，将信直接寄我在新西（New Jersey）的分公司。
10.我等待着你的品。
Ⅳ. Translate the following letter into English:
先生：
从国北京的大使的商参悉，公司是一家食品（foodstuff）出口商。作一家罐装
从方的通函中我了解到你可以供各罐装食品，如能提供我最新的价格以及插目，不
如你方供价格惠，量上乘，我将大量。
盼早。
　　　　　　　　　　　　　　　　　　　　　　　　　　　此致
Lesson3 A Company Introduction

A. Into Chinese:
1. subsidiaries (company)
2. regular customer
3. be based in
4. PLC
5. holding company
6. research and development
7. ISO
8. export turnover
9. FORTUNE 500
10. principle of equality and mutual benefit
B. Into English:
1. 消品
2. 建立公司
3.
4.
5. 做……行当
6. 品牌
7. 年
8. 部
9. 分公司
10. 母公司
1. The company name “Sony” was ____ by combining two words “sonus” and “sonny” showing that
ony” is a very small group of young people who have the energy and passion toward
unlimited creation.
A. create B. creating C. created D. creation
2. The medicine company ____ New Jersey and has branches in more than 50countrie
s all over the world.
A. based in B. is based in C. based on D. is based on
3. This company was founded through the ____ of two companies.
A. merge B. merger C. merged D. mergers
4. ____ your letter to our branch office.
A. Please you send B. You please send
C. Pleased send D. please send
5. With global sales in 2003 of 41.9 billion, the company ____ 24th in the Busin
ess Week list of “50 Best-performing Companies”
A. rank B. ranking C. is ranked D. was rank
6. We are a Sino-Korean Joint Venture(中合企)____ silk clothes.
A. specialize in B. dealing in C. specialized in D. deals in
7. We offer ____ goods and services to our customers worldwide.
A. brand B. branded C. branding D. brands
8. This enterprise(企) asks its employees to be loyal to (忠于)____, be loyal to custo
and be loyal to society.
A. employers B. employees C. employ D. employing
9. In the past years, we have made efforts to develop business ____ .
A. in this line B. for this section C. of this D. on this line
10. We are sending you by separate airmail(另行航寄) the samples, ____ you will find them s
tisfactory.
A. to hope B. hoping C. hopefully D. hope
1.PepsiCo(百事公司), with its headquarters located in Purchase, New York, is a world leader
in convenient foods and beverages, with revenues of about USD27 billion and over
143,000 employees. The company consists of Frito-Lay North America; PepsiCo Nor
th America; Gatorade/Tropicana North America and Quaker Foods North America. Pep
siCo was founded in 1965 through the merger of Pepsi-Cola and Frito-Lay, the mis
sion of which is to be the world’s premier consumer products company focused on co
nvenient foods and beverages. In everything they do, they strive for honesty, fa
irness and integrity. PepsiCo shares are traded principally on the New York Stoc
k Exchange(券交易所) in the United States. The company is also listed on the Amsterda
, Swiss and Tokyo stock exchanges.
2. HP（惠普公司）is a technology solutions provider to consumers, businesses and institutio
ally. The company’s solutions span IT infrastructure, personal computing and acces
s devices, global services and imaging and printing foe consumers, enterprises a
nd small and medium business. Based in Palo Alto, California, HP has a dynamic,
powerful team of 142,000 employees with capabilities in 170 countries doing busi
ness in more than 40 currencies and more than 10 languages. Revenues(收入) were $73.1 b
illion for the fiscal year(政年度) that ended October 31, 2003
3. Johnson & Johnson () is the world’s most comprehensive manufacturer of health c
are products, as well as a provider of related services for the consumer, pharma
ceutical and medical devices markets. Johnson & Johnson is located in New Brunsw
ick, New Jersey having 109,500 employees worldwide and 200 operating companies i
n 57 countries. With $41.9 billion worldwide sales and $7.2 billion net earning
(收入) in 2003, Johnson & Johnson was ranked 30th on the 2004 Fortune 500.
4. Ericsson(立信)is the largest supplier of mobile system in the world and support all
major standard for wireless communication. The world’s 10 largest mobile operators
are among our customers and some 40% of all mobile calls are made through our s
ystem. We are also a top supplier of complete mobile multi-media products. We ha
ve been active worldwhile since 1876 and are today present in more than 140 coun
tries. Our headquarters are located in Stockholm, Sweden.
5. Haier(海) was incorporated in 1984 and initially produced household refrigerators
. Now Haier manufactures a wide range of household electrical appliances in 96 c
ategories with 15,100 specifications and exports products to more than 160 count
ries, including refrigerators, freezers, air conditioners, dishwashers, laundry
products, small appliances, electronics and televisions. In 2003, Haier’s global s
ales hit RMB80 billion and Haier brand topped all Chinese trademarks at a nation
wide survey. Haier’s short-term goal is to ascend to world top 3 white goods manuf
acturers.
1. 我是一家出口的中美合企。（公司性）
2. 家公司于1996年始其快餐（fast food），在40多个国家都有分公司，是世界最大的跨国（m
3. 我公司部在日本京，在全球有157000名工，本部有35000名。2003年度利4.6万日元（
4. 固特异（Goodyear），世界最大的胎和橡胶公司，部全球六大洲，年售近140美元。除
5. Toys “R”Us. Inc. 是美国最大的玩具零售商（retailer），在世界有1600家店面。玩具，儿童服
•名称：中化集公司（Sinochem Group）
•1950年成立于北京，国有企
•主要石油、化肥、橡胶、塑料、化工品的出口易以及国内易和口易，目前足
•2002年售收入187.61美元，利1.01美元，《富》500排名248
•“SINOCHEM”品牌享誉国石油化工域
参考：
国有企：state-owned enterprise
化工品：chemical products
国内易：domestic trade
口易：transit trade
物：property
金融：finance
保：insurance
运：transport
：warehousing
石油化工：petrochemical (adj.)
Lesson4 Status Enquires
A. Into Chinese:
1. treat the information as confidential
2. Please be informed of sth.
3. black tea
4. execute/fulfill/carry out an order
5. inquire into
6. inquire about
7. the Standard Chartered Bank
8. It will/would be appreciated if you can/could do sth.
9. inform sb. of sth.
10. keep sb. informed of sth.
B. Into English:
1. 事先,先
2. 属于……一方的
3. 上述的
4. 和某人系某事
5. 信征行
6. 律事所
7. 商信誉
8. 信情况
9. 状况
10. 保密
1. You can ____ your lawyer for the settlement of the dispute(争).
A. approach B. get in touch C. get contact with D. touch
2. I appreciate ____ the opportunity to visit your country.
A. giving B. to have given C. having been given D. to have been giv
en
3. Any information given to us will be held as confidential and will entail(使……承担) no re
onsibility ____ your part.
A. in B. for C. after D. on
4. It is necessary to make a status inquiry ____ your customer before the execut
ion of the order.
A. into B. about C. for D. after
5. Please inform us ____ the supply and demand situation in your country.
A. to B. of C. with D. in
6. We will appreciate____.
A. if you can send us your catalogues and price list at an early date
B. it if you can send us your catalogues and price list at an early date
C. if you could send us your catalogues and price list at an early date
D. it if you could send us your catalogues and price list at an early date
7. Recently, there has been many orders ____ the said goods.
A. for B. on C. with D. about
8. If your prices are favorable, we would like to order 1,000 cases____ you.
A. to B. with C. for D. on
9. All the information offered by you will be kept ____ confidential.
A. in B. as C. to D. with
10. ____ will be appreciated.
A. You reply our letter early
B. You reply to our letter early
C. Your early reply our letter
D. Your early reply to our letter
1. 如能在定的内履行，不感激。
2. 随告我你花生市的化情况。
3. 我向你方保，所有于公司信情况的料都将格保密，并且你不承担任何任。
4. 家咖啡零售商出方名字作信征人。
5. 有位南的客（customer）正与我系冰箱（refrigerator）一事。
6. 收到你方２９日来信，要我公司背景。
7. 通知你方，公司主品出口，信情况良好。
8. 客来信行情况。
9. 如能将我的品推荐家北美的口商，非常感激。
10. 公司信情况不明，建与其交易采取慎度。
Ⅳ. Translate the following letter into Chinese:
Dear Sirs,
We have now received from the City Commercial Bank, Beijing the information you
asked for in your letter of June 6th. The motor company you mentioned is an excl
usively foreign-owned enterprise(外商独企) formed in 1996. It enjoys a good reputation
meet its commitments punctually(及履行其承).
The information is confidential without any responsibility on your part.
Yours truly,
Ⅴ. Write an English letter in a proper form based on the following information:
Your company is planning to fulfill an order from a new customer: Universal Trad
ing Co. Ltd in Britain, about whom you know nothing. Write a letter to your bank—— t
he Bank of China inquiring about the financial standing of the above company, de
tails of which are as follows:
Name: Universal Trading Co. Ltd
Address: P. O. box 1734
Otterspool Way
Watford, Herts WD25 8WW
UNITED KINGDOM
Reference bank: Barclays Bank PLC
54 Lombard Street,
London EC4 3AH, UK
Chapter2 Enquiries and Offers
A. Into Chinese:
1. make sb. an enquiry for sth.
2. a stock of sth.
3. have sth. in stock
4. be out of stock
5. assure sb. of sth.
6. quote sb. a price for sth.
7. enquire for sth.
8. make sb. a quotation for sth.
9. R&D department
10. finance department
B. Into English:
1. (n.)
2. 供
3. 最低价
4. 展
5. 商品目和品
6. 一整套
7. 在中的
8. 盼望，期待
9. 出口部
10. 具体
1. We are pleased to inform you that we have ____ our business of sales departme
nt.
A. risen B. raised C. enlarged D. added
2. They are seriously considering ____ a complete plant(全套) for the production of cut
ing tools.
A. import B. importing C. to import D. imported
3. We have been ____ the aertex(抽) line for five years.
A. in B. on C. at D. into
4. We will appreciate it very much if you can quote us your best prices ____ Son
y Brand Color TV Sets of 24 and 29 inches.
A. in B. for C. at D. on
5. We look forward to ____ your catalogues and samples for quality tea and coffe
e sets.
A. receive B. received C. being received D. receiving
6. We thank you for your letter dated March 18 ____ our silk blouses of various
styles.
A. enquiring for B. enquiry for C. enquired for D. enquire for
7. W have the pine kernels(松子) you asked for ____ stock and will deliver(交) as soon as
we ____ your order.
A. in, receive B. in, receiving C. from, received D. from, receiv
ing
8. We thank you for the enquiry you ____ us.
A. have made to B. have offered to C. have let D. have informed
9. As the type required is ____ stock, we hope you can take the following goods
instead.
A. in B. out of C. on D. at
10. We assure you ____ our full cooperation with you at all time.
A. that B. rest C. on D. of
Ⅲ.　Fill in the blanks with the proper forms of the following expressions:
quotation, assure, stock, look forward, line, consider, enlarge, enquiry, inform
, quote
1. We ____ to receiving your brochures for typewriters and calculators.
2. Please ____ us at what price your customer can accept out order.
3. Please send us your lowest ____ for toothpaste.
4. This is a good ____ of home and personal care products.
5. We can supply 1,000 cases of Pepsi Cola from ____ at present.
6. We ____ accepting your quotation, depending on how favorable it is.
7. In recent years we have ____ the business of our Import Division.
8. We thank you for your ____ of June 26 for our leather bags.
9. We will appreciate it very much if you can ____ the best price for paints and
varnishes(油漆和清漆).
10. You may rest ____ that we have quoted you our best price.
Ⅳ. Translate the following sentences into Chinese:
1. Will you please quote us CIF Pusan(釜山) for Hisense high-definition color TV sets(海信牌
nches?
2. Stocks are light with active demand.
3. We have received a crowd of enquiries from buyers in other directions for our
films(胶卷).
4. If you have men’s leather gloves(真皮手套) in stock, please send us a full range of samp
.
5. We can assure you that the prices we quote are very favorable.
Ⅴ. Translate the following sentences into English:
1. 我方已接到你方８月１日我方奥林巴斯数照相机（Olympus digital cameras）的价。
2. 你方所需的１０００台冰箱目前都有可供。
3. 我充足，寄上所需各花色型。
4. 感方１０月１日我方Philips吸器（vacuum cleaner）的，附寄一套在品的插目
5. 如果能茶的成本加运保到墨本最低价，我将不感激。
6. 我向你方保我公司的良好信誉。
7. 你方的５０００台真机（fax machine）目前无。
8. 向我方１０００箱口（lipsticks）成本加运青最惠价。
9. 我期待在今年的中国出口商品交易会上再次到你方代表。
10. 放心，我回正常提供睡衣（silk pajamas）。
Ⅵ Translate the following letter into English:
先生／女士：
　　　　　　　　　　　　　　　　数照相机
我你方在４月份广州交易会上展出的各型号的数照相机很感趣。
介我公司是敦地区最大的器口商之一，已有十多年了。我切希望与你公司建立
目前我公司正在展口，品正合我的要求。寄全套品的插目和价格，并你能
盼早。
　　　　　　　　　　　　　　　　　　　　　　　　　　　　　　上
A. Into Chinese:
1. with/in regard to
2. by DHL
3. by EMS
4. as regards
5. receive one’s attention
6. immediate delivery
7. immediate shipment
8. by express mail
9. confirming sample
10. sample book
B. Into English:
1. 棉布
2. 采品
3. 通航空寄
4. 于
5. 感激，感
6. 棉布
7. 与……相符
8. 回
9. 不可撤消的即期信用
10. 立即答
1. We would like to inform you that we have received a large inquiry ____ 800 se
ts refrigerators.
A. of B. at C. for D. with
2. We can supply the goods you require ____.
A. from stock B. in stock C. out of stock D. just the stock
3. We shall advise you ____ we are able to supply the goods again.
A. as B. while C. as soon as D. until
4. We have sent you a full range of samples ____ airmail as per (按照) your instructio
ns.
A. on B. at C. for D. by
5. ____ the remaining 50 tons, we have faxed the suppliers to ship the goods at
once.
A. As regard B. In regards to C. With regards to D. Regarding
6. We very much regret that your counter-sample does not correspond ____ our sam
ples.
A. to B. at C. on D. in
7. We will be ____ if you will make us your lowest quotations ____ iron-free gar
ments(免熨服装).
A. appreciated, for B. obliged, for
C. appreciated, on D. obliged, on
8. We are pleased to receive your letter ____ a sample of our new products.
A. asking B. enquiring C. requiring D. request
9. We are enclosing a copy of our illustrated catalogue ____ for in your letter
dated March 1.
A. ask B. asks C. asked D. asking
10. Your quotation ____ washing machines is too high to be workable(可行的).
A. in B. against C. with D. of
Ⅲ. Fill in the blanks with the proper forms of the following expressions:
approximately, by airmail, correspond, attention, regarding, be obliged, quote,
line, assure, enclose
1. The items contained in the parcel(包裹) do not ____ with those on the list enclosed
in it.
2. Expenditure(支) is ____ 10% down on the previous quarter.
3. We are sending you ____ a sense book for your consideration.
4. I am in the textile ____ .It is my desire to have a share in your trade.
5. We shall _____ you for an immediate reply.
6. _____ please find two copies CIE London.
7. _____ please find two copies of our price list.
8. We _____ you that all your enquires will receive our prompt attention.
9. We shall be pleased if you will send us sample books _____ printed shirting.
10. Your immediate _____ to our enquiry and proposal will be appreciated.
1. Thank you for your letter of 25th June enquiring for bed sheets. We wish to i
nform you that the sample-cutting book, price list and catalogue asked for in yo
ur above letter have been airmailed to you.
2. Please rest assured that your future orders will receive our prompt and caref
ul attention.
3. We find that the price you have actually offered does not correspond with tha
t on the pricelist.
4. After the job was advertised in the newspaper, we received approximately 100
résumés().
5. We shall be obliged if you would send us the pricelist of your cotton underwe
ar(内衣) of the newest patterns.
1. 提供与随函所附品在花和量上一致的、最近做的真手帕品。
2. 随函寄去的目所列全部目都有,可以即期装运。
3. 倘若你方没有2930型号的机,你2395型号的机或者的型号的.
4. 方若能迅速仔地理我方棉布的,我将不感激.
5. 于品,我方将尽快航寄你方,以便你方了解我方所需品的色和量。
6. 我方向你方大2000件司米羊大衣(cashmere coats).
7. 如果没有存毛毯(blankets),告知新供需多少日.
8. 此次所需物量与早先供的相同.
9. 航寄修(revised)目和价目表各一份.希望你会我的瓷器(chinaware)感趣.
10. 如能寄圣用蜡全套品,并批量的争价格,我方将很感激.
写信人: John Smith, Fine Toys Inc. 的Import Manager
地址： 22 Granville Street, Fresno, Los Angeles, USA
收信人：山工品出口公司出口部王理
地址：中国青香港中路100号
事由：竹制玩具
日期：20…年12月1日
王理：
介我公司是洛杉地区最大的玩具口商。你方在《》（New York Times）所登广告介的
我方想大200000只竹制玩具以足市的需要。我方已另行寄了采品，以便方了解我方
上
A. Into Chinese:
1. make sb. an offer for sth.
2. offer sb. sth.
3. as requested
4. agree to sth.
5. with the least possible delay
6. busy season
7. slack season
8. by separate mail/post
9. let us know...
10. let us have...
B. Into English:
1.
2. 价
3. 即期装运
4. 最确
5. 以……准,以……条件
6. 另封,另寄
7. 立即
8. 售季
9. 虚
10. 在……基上
1. As requested _____ your E-mail of October 1, we are sending you _____ the req
uired quotation sheet.
A. in, herewith B. for, herewith C. for, in D. on, herewith
2. Please quote us your lowest prices _____ CIF Singapore basis for embroidered
silk blouses _____ prompt shipment.
A. in, for B. from, for C. on, on D. from, on
3. Please make serious efforts to get the 200 M/T tea ____ .
A. dispatch B. dispatched C. dispatching D. to dispatch
4. As requested, we are sending you _____ a full range of samples.
A. under separate post B. by separate cover C. under separate cover
D. under separate mail
5. Should the production resume(恢)in the future, we will let you know _____ .
A. without the least possible delay B. with any delay
C. without any delay D. with possible delay
6. We are pleased make you an offer _____ 5,000 dozen Ladies Folding Auto Umbrel
aas _____ USD 35 per dozen ____ CIF London basis ____ prompt shipment.
A. for, at, on, for B. for, on, at, for
C. at, on, for, for D. on, for, at. for
7. This offer is subject _____ your reply _____ us before August 1.
A. to, reach B. to, reaching C. for, reach D. for, reaching
8. _____ our representative calls on you next week, he will make you an offer __
__ we feel sure will meet with your approval.
A. When, which B. Who, which
C. When, with that D. Who, with that
9. The buyer agrees _____ a friendly settlement of the dispute.
A. with B. on C. to D. for
10. We ____ herewith two copies of our illustrated catalogue.
A. include B. enclose C. inquire D. exclude
as requested, subject to, under separate cover, without any delay, on the basis
of, respective, prompt, offer, agree, let us know
1. We are sending you ____ our catalogue and the latest price list.
2. The above prices we quote are all ____ CIF London net.
3. ____, we are sending you our latest illustrated catalogues of our new product
s.
4. Our ____ quotations for Type A and Type B are USD 100 and USD 120.
5. We are offering 10,000 metric tons of first grade rice for ____ shipment.
6. As soon as we can supply you with the goods you required, we will inform you
____.
7. We have received your E-mail of July 6 ____ us 2,000 metric tons of iron nail
s at USD300 per metric ton for September shipment.
8. Please ____ immediately if there is anything we can do for you.
9. When you see our counter-sample, you will certainly ____ that we have the abi
lity to produce the goods you require.
10. This offer is ____ your reply reaching us within 5 days.
1. All the prices quoted are on CIF basis without commission.
2. Our offer is subject to the goods being unsold.
3. We can offer 5,000 tons of Snowflake Brand 97% Zinc Ingots() on CIFC5% London b
asis for September shipment subject to our final confirmation.
4. We have received your offer for T-shirts, but find your price rather high.
5. We shall be obliged if you will give our enquiry careful attention.
6. We are sorry to inform you that we do not have air conditioners available for
export.
7. It is known to all that our men’s shirts are superior in quality and reasonable
in price. We trust you will certainly agree to our quotation.
8. The quantity of frozen shrimps available for prompt shipment is indicated the
rein.
9. Your offer against our enquiry of June 1 is acceptable.
10. As the selling season is drawing near, please let us have your offer without
any delay.
1. 按照你方8月10日来信要求,我向你方400台IBM笔本(laptop computers, notebook
2. 500台空,台250美元,成本加运旧金山价,5月装运.
3. 我方2000台29英寸高清晰度彩色机最低价,FOB青含佣2%,8月装运.
4. 如全自洗衣机在有,按CFR大阪(Osaka)基上价.
5. 我有两洗精,数量分是,1000瓶和2000瓶.
6. 如果你方同意我方山地自行(mountain bike)的价,即告知.
7. 我向你方,以本月20日以前到条件.
8. 你的服装工精湛,新,我方最好.
9. 按照要求,另寄你方茶具一套.
10我希望在平等互利的基上与你方建立系.
Ⅵ Translate the following letter into English in a proper form:
Worldwide Trading Pty. Ltd
Level 25
367 Collins Street
Sydney, Australia
女士/先生:
感你方11月5日我方圣蜡的.
根据要求,你方所需号202圣蜡,箱340美元,按成本加运保悉尼价,包括2%的佣金,以我方
众所周知,我方品量良,价格合理,在国市上很受迎,希望你方能同意价.
圣日益近,尽快寄勿.
盼即.
上
金王蜡有限公司
(中国青香港路100号福泰广11)
出口部理高
20…年11月10日
A. Into Chinese:
1. acknowledge receipt of
2. be in a position to do sth.
3. short ton
4. metric ton
5. captioned contract
6. purchase confirmation
7. take delivery of
8. make delivery of
9. for your consideration
10. for your information
B. Into English:
1. 物
2.
3. 此,答
4. 吨
5. 供你方
6. 按照
7. 向某人某
8. 以……抬
9. 售确
10. 吸引人的价格
1. We acknowledge with thanks ____ your fax of March 1.
A. receipt B. receive C. receipt of D. receiving
2. We are ____ receipt ____ your letter of August 1 offering us the captioned go
ods ____ USD1, 000 per long ton.
A. of, of, on B. in, of, at C. in, of, for D. of, of, at
3. Can you make us a firm offer ____ 3,000 metric tons ____ tin foil sheets?
A. for, of B. on, in C. of, for D. for, for
4. ____ your information, supply can be ____ only in small quantities at the mom
ent.
A. For, effected B. For, effecting
C. From, effected D. From, effecting
5. We are prepared to place an order ____ you ____ 10,000 cases of Tsingtao Beer
.
A. with, for B. for, with C. with, of D. for, of
6. As wholesalers(批商) we are ____ to handle large quantities.
A. of a position B. in the position
C. at a position D. in a position
7. We confirm ____ purchased 2,000 MP3 Players ____ you.
A. have, to B. having, from C. to have, from D. have been to
8. The offer is firm subject ____ before October 1.
A. for your reply reaches us B. for your reply reaching us
C. to our receiving your reply D. to your reply arriving at us
9. If you can make us an offer ____ a competitive price you will be able sell a
large quantity ____ the products ____ your area.
A. for, of, in B. at, of, in C. on, of, for D. at, of, for
10. We hope you will agree ____ our proposal and we look forward to receiving re
gular orders ____ you.
A. to, from B. from, to C. upon, to D. to, upon
Ⅲ. Supply the missing words in the blanks. The first letters of the words are give
n.
We acknowledge r of your letter dated October 2 f which we have
l that you wish to have an o from us for d in October. In r
, we are making you, s to your reply r us by October 12, the follow
ing offer:200 metric tons of pine kernels 20...crops at USD 5,000 p metric
ton CIF3% Hamburg for s during October. Your p reply will be highly a
.
1. We confirm having faxed you a firm offer for cotton piece goods subject to yo
ur reply reaching us by September 20.
2. We can offer as follows, subject to your reply received here by four o’clock p.
m. our time September 25.
3. We are in a position to offer T-shirts at such favorable prices because we ha
ve a large stock.
4. We thank you for your inquiry of Nov.9 and are sending you, under separate co
ver, samples of leather shoes together with our pricelist.
5. We are in a position to offer you 1,500 tons of Canada Oats at the price of U
SD 400 per ton for prompt delivery.
1. 确你方6月18日子件收悉。
2. 你方3月18日,我向你方,以4月1日到条件。
3. 确已售你方2000个剃刀。
4. 我打算向你方2000打性尼袜（stretch nylon socks），情附表。
5. 你方3月10日函悉，从信中我悉你方希望得到我方罐食品的。
6. 告知，我方所价格合理，欧洲多客均已接受价格。
7. 放心，我肯定会在一个月内完成你方向我方物的交。
8. 此有效期三天，尽快作出决定。
9. 由于接近夏天，空需求量上升，我抱歉不能足你方如此大的需求。
10. 我寄上价格表和的促明，供你方参考。
女士/先生：
你方5月15日函收悉。
回你方“柔柔”牌枕套的，向你方如下：
商品名称：“柔柔”牌枕套
格：NJ100
数量：400万套
价格：成本加运保哥本哈根价含佣金5%，套22美元
支付：保的、不可撤消的凭即期票支付的信用
装运：20...年７／８月装运
　此是，以本月底前到有效。
　特告知，一旦期，物将极有可能售出。
　盼速。
　　　　　　　　　　　　　　　　　　　　　　　　　上
Lesson9 An Offer to a New Customer
A. Into Chinese:
1. leading dealer
2. vacuum bag
3. blanched peanuts
4. in the meantime
5. approach sb. for sth.
6. competitive offer
7. in large quantities
8. by airmail
9. confirm receipt of
10. import...from
B. Into English:
1. 因特网
2. 找
3. 属于我的范
4. 从事……
5. 信息
6. 借此机会做某事
7. 最新商品目
8. 板箱
9. 出口到……
10. 如下
1. We find your quotation _____ and therefore would like to place an order with
you now.
A. attracting B. to be attractive C. attract our attention D. attractiv
e
2. As the goods ____ within the scope of our business activities, please contact
us immediately.
A. falls B. fall C. fell D. falling
3. We have ____ the company ____ the supply of TV Sets.
A. approached with, in B. got in touch, in
C. approached, for D. contracted with, for
4. ____ please find a catalogue for our electric mixers, together with _____ spe
cifications.
A. Enclose, detailed B. Enclosed, detailed
C. Enclose, details D. Enclosed, details
5. We would like to take this ____ to introduce ourselves as one of the leading
importers in our country
A. place B. time C. occasion D. opportunity
6.We would like to quote you the best price ____ 800 sets of Galanz microwave ov
ens(微波炉) _____.
A. with, as followed B. at, as following
C. in, as follows D. for, as follows
7. Your prompt reply ____ .
A. will be highly appreciated B. will be thanked
C. is to be thanked D. is appreciated high
8. In the past years, we have made big efforts in developing business _____ .
A. on this line B. in this line C. for this section D. in this pa
rt
9. Every year, we export sunflower seeds ____ large quantities _____ the Far Eas
t
A. in, to B. to, in C. in, in D. to, to
10. Our cotton piece goods are very popular in the Southeast Asian market ____ w
e have had a lot of experience
A. that B. which C. in which D. in that
fall, look for, take this opportunity, latest, as follows, in reply, place an or
der, for your information, in a position, confirm
1. One of our clients is _____ high quality coffee sets.
2. We ____ to approach you for the establishment of trade relations with you.
3. ____, recently there has been a large demand for electric heaters due to prol
onged cold weather during this season
4. We are sending you by airmail the ____ illustrated catalogues of our new prod
ucts.
5. If you ____ with us before the 10th July we can assure you of our prompt ship
ment.
6. The captioned goods ____ within the scope of our business activities.
7. We ____ having made you offer of 50 metric tons of soybeans.
8. ____, we are glad to establish direct business relations with you.
9. We are sorry to inform you that we are not ____ to accept new orders.
10. We are glad to make you a firm offer _____.
1. 我方从互网上得知公司是中国地区各的主要口商。
2. 目前我正在中国地区找医保健品的新供商。
3. 我从事抽行已有２０年，有多固定的客。
4. 你方所需的家用器属于我的范。
5. 我想借此机会通知你方，我能供你方所要的。
6. 有款的信息与我当地的商系。
7. 我与你方系是了推介我最新的地毯。
8. 按照要求，另封航寄最新棉床的品本。
9. 同，我方高向你墨打印机（ink-jet printer）最有争力价格如下。
10. 函，不餐具（stainless steel dinnerware）如下。
Ⅴ. Translate the following letter into Chinese:
Dear Sirs,
We are glad to make you a competitive offer as follows:
Name of commodity: Seagull
Brand Cameras
Quantity:2, 000 sets
Price: at USD 200 per set CIFC3% New York
Packing: packed in cartons
Time of shipment: for shipment: for shipment during March/April 20...
Terms of payment: by irrevocable L/C payable by sight draft
The above offer is firm to your reply reaching us before the end of this month.
Your prompt reply so highly appreciated.
Yours faithfully，
Ⅵ. Write an English letter in a proper form based on the following information:
你是一家胎出口的国企，名叫Yellow Sea Type Co. Ltd（中国青中山路３０号易大厦
Lesson10 Offering Substitute
A. Into Chinese:
1. be satisfied with
2. discontinued line
3. to the satisfaction of sb.
4. satisfactory to sb.
5. go into production
6. replace A with/by B
7. substitute A for B
8. in production
9. ISO
10. WTO
B. Into English:
1. 替代品
2.
3. 通航空快
4. ……找到路
5. 价格
6. 格
7. 商品目
8. 生者（商）
9. 停止生
10. ……感趣
1. As requested, we are sending you by airmail the samples of men’s leather shoes,
hoping you will find them ____.
A. satisfaction B. satisfactory C. satisfactorily D. satisfy
2. We shall appreciate ____ us samples and the relative price list.
A. your airmailing B. you to mail
C. you for airmailing D. for your airmailing
3. We are interested ____ your bicycles but do not find your offer of hand tools
____ .
A. in, interested B. in, interesting
C. to, interested D. to, interesting
4. These goods are ____ no interest ____ us.
A. of, to B. to, of C. in, to D. in, of
5. Their new products are not interesting ____ us.
A. to B. in C. of D. for
6. As our products are of high quality and moderate price, they ____ fast sales
in the international market.
A. have B. get C. enjoy D. make
7. Our end-users are not quite satisfied ____ this shipment(批) of stereo headsets.
A. to B. with C. for D. in
8. We assure you that the shipment of men’s shirts will prove to the ____ of your
customers.
A. satisfaction B. satisfactory C. satisfactorily D. satisfy
9. W are sure that you will find a ready sale ____ this type of new product.
A. to B. for C. on D. in
10. We agree that you send Art No. 102 to substitute ____ Art No. 103 under our
order No. 123.
A. with B. by C. for D. on
Ⅲ.　Fill in the blanks with the suitable words:
interest, interested, interesting
1. Please inform us in which line you are ____ at present.
2. Should any of the items listed in our catalogue be of ____ to you, please let
us know.
3. We are ____ to purchase large quantities of Chinese black tea from you.
4. We find your quotation of washing machines ____.
5. We have special ____ in your new products.
Satisfy, satisfactory, satisfaction, satisfactorily, satisfied
6. Our end-users are not quite ____ with the quality of the shipment.
7. We believe we can ____ your requirements for 1,000 dozen shirts.
8. We assure you that this important order will be ____ executed.
9. We are sure that the shipment will prove to the ____ of your end-users.
10. The products you manufacture are not at all ____ to us.
1. We will send a replacement of 100 sets automatic washing machines for those s
emi-automatic washing machines.
2. If the first order is executed to the satisfaction of our end-users, we inten
d to place further orders with you in large quantities.
3. In order to meet your demand, we would recommend an excellent replacement. It
is as good as the required article in quality but the price is 20% lower. It ha
s found a ready market in Southeast Asia.
4. We are interested to buy large quantities of cotton bed sheets and should be
obliged if you would give us a quotation CIF New York.
5. Our leather gloves are famous for their good material and excellent craftsman
ship and they enjoy excellent sales in Europe.
1. 批两万吨水泥的船是相当令人意的。
2. 由于价格合理,地良,我的棉布售很快。
3. 我的客你方品的量很感趣,但价格不意。
4. 由于已停止生,目前我不能供,一个月之后再与你方系。
5. 如我方价感趣,告知。
6. 我你方的自行很感趣,愿知价格是多少。
7. 我向你方保,我方肯定会在里你方的太阳找到很好的路。
8. 按照要求,我方已通快寄出目前可供出口的品的最新品和商品目。
9. 由于我方不能供色尼套,能否用色尼套代替。
10.是一很理想的羊毛替代品(替代羊毛的品)。
Ⅵ. Translate the following letter into English in a proper form:
Messers William & Sons Co. Ltd
76 Lancaster House
Manchester, England
女士/先生:
很高收到你方5月1日函,我公司能否供5000台空(号:TW2000 )。但是很憾告知,所商
足你方需要,推荐一新款(speed-adjustable)空。在量上它与你所的分体式(s
随函寄上我公司价格和商品目力。期盼尽早收到你的。
上
北京器出口公司
(中国北京安街100号)
出口部李建
20...年5月15日
Lesson11 Inability to Offer

A. Into Chinese:
1. Commercial Counselor’s Office
2. CCPIT
3. China Export Commodities Fair
4. get in touch with sb
5. the best quotation
B. Into English:
1. 目前
2. 完
3. 从某得……
4. 要做某事
5. 系某人
1. Please _____ us for the articles listed in the enclosed inquiry.
A. quote B. offer C. send D. make
2.We are pleased to enclose a _____ quotation sheet for adjustable wrenches(扳).
A. detailing B. detailed C. details D. detail
3. In the _____ , we would ask to send the replacement to us as soon as possible
.
A. mean time B. meantime C. time D. occasion
4. They have sold _____ their whole stock of frozen fish.
A. forward B. up C. out D. short
5. We have obtained your name and address ____ CCPIT.
A. for B. form C. to D. in
6. We have ____ the manufacturers for required goods with the least possible del
ay.
A. got contacted with B. got contacted
C. contacted with D. contacted
7. There is a great demand in Europe for leather gloves ____ high quality.
A. for B. to C. at D. of
8. We expect ____ large orders from Europe in the near future.
A. receive B. to receive C. to receiving D. being received
9. You have supplied _____ and we would be glad if you could quote for the follo
wing products we are to purchase on a lager scale.
A. us for enamelware (搪瓷器) B. us on enamelware
C. us with enamelware D. enamelware with us
10. _____ this moment, we can not supply first grade ginger(姜)form stock.
A. At B. For C. In D. From
substitute, interest, production, enjoy fast sales, satisfaction, sell out, resu
me, contact, at this moment, expect
1. We would suggest your accepting Type No.40 as a _____.
2. We have ____ Holiday Inn to reserve two double-rooms.
3. We ____ your to give us an immediate reply.
4. If your quotations are too high, they will have no _____ in them.
5. The newly developed MP3 players _____ in China.
6. The first shipment of pens has turned out to the _____ of the users.
7. The defects of the machines have been put right. Now we can ____ production.
8. The new model CDMA mobile phones(手机)that you are interested in are already _____
.
9. The type you require is no longer in _____, but we have developed some new mo
dels that we think you might be interested in.
10. Demand is rather weak _____, so you can get a gook price if you order now.
1. Our all-cotton bed sheets have become very popular on the world market becaus
e of their durability and reasonable price. It is difficult for us to meet the i
ncreasing demand at present.
2. Production has been discontinued because of a strike. But once we resume prod
uction, we shall contact you without any delay.
3. At this moment, we are not in position to supply you with peanut oil. Once it
is available, we shall send you the best quotation.
4. The financial standing of this firm is fully expected to improve.
5. The garments for promotion were sold out within a few hours after they were d
isplayed.
1. 按照你方要求,我已修改了品的色。
2. 一旦有新，我一定与你系。
3. 由于原材料短缺，生已停止。一旦恢生即与你方系。
4. 告知目前你可供的数量是多少？
5. 一号已售完，所以无法价。
6. 作一行多年的商，我肯定能你得最惠的价位。
7. 我方期望的是你方能女衫的最低价。
8. 寄去我全部瓷器的合目一份，估你会价格、量和案式均感意。
9.如果你方可以供我所要的，我方最低价。
10.告知，由于行市有，5月4日的价更改公吨2800美元。
Ⅵ. Translate the following letter into English in a proper form:
写信人：广器有限公司
地址：中国广省广州市中山路200号
收信人：Wizards Gadgets Pty. Ltd.
地址：100Chaplin Road Silver Coast,3320, Australia
事由：空
日期：20. . .6月10日
女士/先生:
你方6月5日函收悉。
十分感你我空（TW999）的。
由于持高温，本季度国内外市空的需求都格外高。目前你的空已在国内市上全部售完。
分包寄一本新的目，介公司近期生的同品以供你方参考。如感趣系我。
上
A. Into Chinese:
1. usual terms
2. wholesale price
3. sell sth. off
4. sell sth. out
5. seller’s market
B. Into English:
1. 等易
2. 与……不符
3. 在任何情况下都不
4. 万一，如果
5. 市挺
6. 偏低
7. 清楚意到
8.
9.
10. 取消易
1. We believe we can ____ the users to divert(移) their purchases to Korean products
.
A. convince B. say C. persuade D. inform
2. Material of similar products is easily obtainable ____ a much lower level.
A. at B. on C. from D. for
3. We ____ allow you a 3% quantity discount(折扣) if your order exceeds 2,000 dozen.
A. are prepared B. are prepared to
C. will be prepared D. will prepare
4. Previous ____ the signing of the contract, there had been fierce arguments.
A. to B. on C. by D. in
5. As we have cut our price to 20 dollars per dozen, we regret being unable to a
ccept your request ____ further reduction.
A. with B. in C. for D. to
6. We need all the necessary ____ regarding your products ____ now.
A. information, exporting B. informations, exported
C. information, exported D. information, for export
7. Only ____ reducing the price by 6% ____ come to business.
A. by, we can B. in, we can C. on, can we D. by, can we
8. We are in receipt of your letter dated Jan 8. ____ we are pleased to learn th
at you want to order 100 tons of the subject goods.
A. in which B. from which C. to which D. at which
9. The buyers ____ the sellers to ship the canned fruits within a month.
A. demand B. demand to C. demanded of D. have demanded
10. In your letter of April 10, you did not mention ____ the price of arts & cra
fts.
A. to raise B. having raised C. rise D. having reason
1. The prices of raw materials have gone up steadily since May, but we have not
yet raised our quotations. In this case, we are not in a position to make any fu
rther discount.
2. The goods you required are out of stock at present, but we will inform you as
soon as they are available and ready for shipment.
3. The price list enclosed will show you that our prices are far more competitiv
e than those of our rivals.
4. The size of our order depends greatly on your price, and we would like to hav
e your lowest quotation CIF Amsterdam.
5. Can you make us any special offers for the purpose of introducing your produc
ts into our market?
6. The prices are valid only if the current prices of raw materials do not chang
e.
7. The special advantages the item has will make it a quick selling line, and pl
ease place large orders for them as soon as possible.
8. You will no doubt have observed a sharp upward tendency in wool prices, which
has every indication of being maintained.
9. As the wholesale price of leather is rising, it is certain, we believe, that
you will not be able to buy the items we mentioned at the same price during the
next few months.
10. If the terms and conditions in this order are satisfactorily executed, we sh
all do further business with you.
1. 然你的量令人意，但价格偏高。
2. 因争激烈，你方只有降价5%才有可能成交。
3. 价格不是唯一的要素，你必考量。
4. 是我最低价，我不能再降了。
5. 市疲，一点我想你肯定很清楚。
6. 如果您持原来的价格，做成笔交易的可能性很小。
7. 其他供商的价都比你低10%左右。在情况下，你只有降价才能得笔生意。
8. 你方价公吨3000英，但与行市价不一致。
9. 因原材料成本上，我已将价格提高了2%。
10. 日本供商以比你方低3%的价格出售同一品，我很推你方品。
敬启者：
你方6月3日和女衫的品已收到，非常感。
你方品量良，但价格我方来太高。同也必指出，我方市上有多国、日本同品，
期待你方早日回。
上

A. Into Chinese:
1. end user
2. take…into account
3. out of stock
4. supply…from stock
5. rather than
B. Into English:
1. 原材料
2. 半成品
3. 生成本
4. 解
5. 使……加
6. 比……差/低/劣的
7. 常年客/的主
8. 某人注意……
9. 于
10. 达成
1. _____ we appreciate your counter-offer, we your prices too low to be accepta
ble.
A. Meanwhile B. While C. However D. Whether
2. We can not accept fresh orders(新) _____ account of heavy commitments(繁重的任).
A. for B. at C. on D. in
3. Business will still be difficult unless your price _____ attractive.
A. proves B. will prove C. will prove o be D. will be
4. Please send us as soon as possible samples of the following goods _____ liste
d in your current catalogue.
A. which B. as C. what D. for which
5. You ____ that fresh supplies will arrive early next month.
A. be assured B. may assure C. may rest assured D. may be rest as
sured
6. You may avail yourself ____ the advantage of this strong market if you accept
our offer immediately
A. for B. at C. of D. on
7. Our goods are ____ those from other supplies in aspect(在各方面).
A. superior to B. superior than
C. more superior to D. more superior than
8. The delay of shipment ____ our difficulties in meeting our customers’ deadline(最后期限)
A. added B. added to C. added more D. added up
9. Many features of this mobile phone, including fashionable functions,____ its
great success only shortly after it was launched(推出).
A. counted B. accounted C. accounted for D. accounted to
10. _____ the heavy demand for this line, we advise you to send orders as soon a
s possible.
A. With view to B. In view of
C. With the view of D. In the view of
1. In view of the current strong market, we are unable to accept your order at s
uch a low price of US $ 400 per unit.
2. We suggest that you reconsider your price, and bring it into line with the in
ternational market price.
3. Although your price is below our level, we accept this order as an exception
in order to initiate(始)business with you.
4. The price quoted has been closely calculated, and it is reasonable and modera
te. Transaction at this price is recommended.
5. You take 5% off the original offer and I add 5% on the counter offer. In this
case, we may conclude the business.
6. If you agree to buy 200 cases more of our products we could conclude the deal
at the price of $ 122 per case FOB Xingang.
7. Although prices have been rising steadily,we are willing to make you a specia
l discount to maintain and develop the good relations between us.
8. If you have a similar article but of better quality, please supply it instead
, provided that(如果)the price is not more than 3% higher.
9. We are compelled to decline this order because the price you ask for is out o
f line with the ruling market.
10. In order to popularize(推广)the massage machines(按摩机),all the catalogue prices are s
ct to a special discount of 8% during this month.
1. 一大豆存正在减少。
2. 如果你公司能将８月５日价降低２％，我将意接受。
3. 我你了最低价，按此价我已与其他客作了多交易。
4. ，以自本日起１０日内你方到准。
5. 考到我之期友好的系，我接受你的。
6. 由于市正在下跌，希望你重新考我方，并尽快来接受。
7. 提醒你客注意，由于行市上，我的价格已作整。
8. 你方所排的减价，不我它仍然高于我可接受的价格。
9. 有消息，几批法国已在此地售出，价格低得多。
10.友好商，双方最按照６０欧元打的价格成交。
Ⅴ.Write an English letter based on the following information:　
　你主向客作的（iron wire）的价，客４月９日回信中价格偏高。客回信，包含以
1. 最近原材料价格上；
2. 我的量上乘；
3. 客所需的１吨是最低起量，不能打折；
4. 国内外供不求，存已不多；
5. 督促客重新考你方价，尽快回；
6. 迎其他，并将予注。
A. Into Chinese:
1. only too pleased to do sth.
2. in view of
3. see one’s way clear to
4. bridge the gap
5. ceiling price
6. close a deal
7. reduction in price
8. the best price
9. e-tailing
10. at this level
B. Into English:
1. 合同
2. 下跌的市
3. 推
4. 坦白地
5. 作出
6. 子件
7. 考到
8. 争
9. 有争力的
10. 子商
1. We are sorry to say that your price is too high and ____ what we can afford.
A. over B. pass C. beyond D. lower than
2. ____ the large quantity of our order, you should offer us a better price.
A. Give B. Giving C. To give D. Given
3. Our quotation ____ 10 tons of groundnuts is valid for 20 days.
A. to B. after C. if D. for
4. W assure you ____ the goods can be supplied from stock ____ you order early.
A. that, whether B. that, if C. whether, if D. if, that
5. We ____ herewith two copies of our illustrated catalogue for your considerati
on.
A. include B. enclose C. inquire D. exclude
6. ____ your inquiry of July 3 for a supply of Felix stationery, we are pleased
to quote as follows.
A Replying to B. Replied to C. Replying on D. Replied on
7. The buyer made a bid ____ RMB¥ 2,000 per ton ___ wheat.
A. at, in B. on, in C. on, for D. at, for
8. In international market crude oil is customarily priced(定价) ____ U. S. dollars.
A. at B. in C. of D. for
9. We shall be ____ too pleased to offer you our after-sales service.
A. only B. very C. much D. even
10. Prices of raw materials ____ steeply since our contract of September 7.
A. rose B. have risen C. have raise D. to have risen
honestly speaking, available, make some concessions, in no case, only too,
push the sales of, on the high side, e-mail, sign the contract, given
1. Thank you for your letter dated May 9, but we regret to say that your prices
appear to be ________ and there is no possibility of business.
2. If you can allow us a commission of 4%, we will do our best to ________ your
product.
3. We have sent you an ________ offering you 5,000 kg yellow soybeans for May sh
ipment.
4. _______, if your prices are more favorable than those of your competitors we
shall send your order.
5. ________ the changeable market, we hope you will keep us informed of the mark
et condition at your end.
6. If Grade A is not ________, Grade B will do.
7. Since the difference in our prices is very big, we suggest that both of us __
______.
8. If you can raise the price by 5 dollars, we will ________.
9. You may be assured that ________ will the goods be delayed.
10. We would be _______ glad to offer you the necessary information about drilli
ng machines.
1. 坦白地,如果你公司能提高的数量到1万,我公司便能提供人人民50元的价格。
2. 我将十分于以日元(Japanese yen)基向你方。
3. 子件目的是探求与你方展易的可能性。
4. 如果你方能提高出价2%,我准与你方合同。
5. 考到市疲,我必尽力使价格保持在60美元以下,否我无法售。
6. 自10月份以来,市器的需求呈上升。
7. 你方的要求是以接受的,因考到商品量,是我的最低价。
8. 寄我有你方自来水笔的料,以便我更好地推你的品。
9. CD随身听(Discman)商品争非常激烈,我方是以行市价格基的。
10.考到下跌的市,我方无法再在价格上。
先生：
收到你方4月6日信中价：箱罐洋梨（Bartlett pears）12美元，12听/箱。很憾通知你方，加拿
我方客欲6集装箱（集装箱1700箱），是一笔相当大的，促易，我方如下：
中国罐洋梨，20…，听重820克，箱12听，箱10美元，青船上交价。
由于近来市下跌，建你方作出，并盼早日回。
商奇

A. Into Chinese:
1. gap in price
2. stick to
3. in one’s opinion
4. break the contract
5. fulfill the contract
6. allow sb. a discount
7. further concession
B. Into English:
1. 弥差距
2. 各一半，相互折中
3. 拉
4. 起草合同
5. 最低价
6. 达成一笔好交易
Ⅱ.Correct the inappropriate words or phases in the following sentences:
1. Our price is more attractive as compared to that offered by suppliers elsewhe
re.
2. The product that you bought at a lower price is more inferior to the one that
we sell at a slightly higher price.
3. This is no possibility of our offer’s remaining valid for another three days.
4. Owing to the slack(呆滞) of trade, we have to decline to accepting your offer.
5. To establish business relations with you is what we have longed for years.
6. We are too pleased to push the sales of your products.
7. Your price is not so competitive like other sellers’.
8. W cannot make you an offer, as the goods are in no stock.
9. We are confident that the washing machines we offer will prove to be satisfie
d.
10. In no way we can disappoint an important customer like you.
afford, rock bottom price, in view of, prepare the sales contract, stick to, sup
erior to, with a view to, in one’s opinion, bridge the gap, meet each other halfwa
y
1. ____, we should focus our export to the European market.
2. We have shown maximum flexibility(最大的灵活性) in order to ____ existing between the tw
.
3. I do not know how I can put this business through. Let’s ____. I think mutual e
fforts would bring this satisfaction to a successful conclusion.
4. Now that we have agreed on everything, can you ____ for us to sign?
5. Although this is a rather small order, we still ____ our principle of treatin
g every customer with respect.
6. Our microwave ovens are ____ any other similar products thanks to our advance
d technology.
7. This price is beyond what we can ____.
8. Even if you have offered us a ____, we still have to decline your offer, beca
use the demand is too weak.
9. ____ the heavy demand for sugar, we advise you to order at once.
10. We would like to grant you a 3% discount ___ helping you in your sales promo
tion for table cutlery(餐具).
1. 了弥合双方的差距，我已修改了部分条款。
2. HN41型有，HN56型无。
3. 我你方至少要10吨才能享受到价格惠。
4. 我可以在其他条件上作些，但我必持我提出的价格。
5. 我必持公吨人民5000元的原价，因已是我的最低价。
6. 因你是我的老客，我接受你的：500台空，台450美元，黄浦船上交价。
7. 如果你同意上述条件，我就成交并准售合同。
8. 我，如果打九五折，我方客会同意立即。
9. 我听你方推化品很有，非常幸能与你作交易，但你提出的广告用太高，我
10.我双方持自己的价格都是不是不明智的。我能否折中一下，以便达成？
敬启者：
我方客已仔了你方6月6日送来的洗碗机（dishwashers）用机。很高通知你方，客此很
我方，如果你方可以减价5%左右，并且在本月底交，我可以我方用200到250台。
当然品与机必一致，否我有拒收。付款方式按照以往的例。
期待你方早日回。
启
Lesson16 About Mode of Shipment
A. Into Chinese:
1. shipping company
2. shipping documents
3. liner
4. tramp
5. sailing date
6. port of shipment
7. port of destination
8. port of loading
9. port of discharge/unloading
10. transshipment
B. Into English:
1. 运方式
2. 装运
3. 装运港
4. 分批装运
5. 运志，
6. 装运通知
7. 装运要求
8. 位
9. 下
10. 运代理，代
1. We find ____ transshipment and partial shipment of the printed shirting are n
ot allowed.
A. that B. what C. where D. there
2. We have received your letter of the 1st March ____ us to effect shipment as s
oon as possible.
A. to ask B. that ask C. asking D. for asking
3. I am sorry that I am not ____ a position to promise you to do business on you
r terms.
A. at B. in C. on D. for
4. The shipment ____ Contract no. 333 has arrived here duly(及地).
A. against B. by C. for D. in
5. The additional charges are ____ your own account.
A. for B. at C. of D. on
6. The goods ____ question are all best sellers for their superior quality.
A. in B. out of C. at D. on
7. Direct steamers to your port are few ____ the summer season.
A. at B. for C. with D. during
8. The goods will be shipped ____ October 9.
A. in B. to C. on D. with
9. Please try your best to ship our order ____ that steamer.
A. by B. for C. in D. with
10. Please note that Item no. 789 can be certainly promised for immediate shipme
nt ____ receipt of your order.
A. if B. whether C. upon D. at
1. 我可以保5月1日以前装运。
2. 如果你方能修改地毯的价，我将能向你方大量。
3. 我希望物分两批等量装运，批3万台。
4. 很憾我无法将装运期提前到8月初。
5. 通知，9月份没有往你方港口的直达，需要在香港船。
6. 你方最早什候可以装运？
7. 目前看我最早能在3月份交。不我向你保，如有可能，我将尽最大努力提前交。
8. 了足你方迫切需求，我希望允分批装运。
9. 物的一切运用由你方担。
10. 所有品我都定了必足的最低量要求。
敬启者：
你方4月5日来信收到。
今歉告，尽管我方作了极大努力，但仍未定到直达雅加达（Jakarta）的船位。我方船公司告知，
于我所面的困，允在香港船，因香港很容易运。方若能同意我方的要求并理解我方
启
Lesson17 Enquiring about Time of Shipment
Ⅰ. Translate the following terms and expressions into English:
1. 售季
2. 了你方的利益
3. 并不苛刻的条件
4. 考,把……考在内
5. 于……，与……有
6. 源源而来，蜂而至
7. 在……或之前
8. 在……或左右
9. 加速生
10. 首笔
1. We have tried every means to persuade our users ____ the price of your produc
ts.
A. to accept B. accept C. accepting D. of accepting
2. We expect ____ shipment next month.
A. effecting B. to effect C. effect D. for effecting
3. We suggest ____ your interest that you make a concession to reduce the price.
A. for B. of C. with D. in
4. by the way, inquiries for carpets are getting more numerous, so it is ____ yo
ur advantage that you place your order as soon as possible.
A. for B. of C. in D. to
5. As your benefit, to accept our offer without delay.
A. for B. of C. in D. to
6. Don’t ____ what you can do today until tomorrow.
A. delay B. put C. put in D. put off
7. We promise that shipments will ____ in August.
A. affect B. effect C. be affected D. be effected
8. W are not in a position to offer firm, as the goods are ____.
A. without stock B. outside in stock C. out of stock D. no stock
9. Please ____ to place your order with us as soon as possible.
A. do best B. do your best C. make the best D. take your best
10. When setting the price of a product, there are many factors that have to ___
_.
A. take into account B. taken into account
C. be taken into account D. be taken account
1. 我没有把握服用接受新。
2. 我期望你方品的量会令我方主意。
3. １１月是品在我市上的售季。
4. 提高价格会使得客从。
5. 如你能考客需求改鞋子的款式将不感激。
6. 于价格我方愿意低两美元以向市看。
7. 你方必保你方品足客各方面的需求。
8. 源源不断，工人正在加班以上交期限。
9. 希望目的港的改得到你方的可。
10. 很抱歉我不能足你方要求，是下月的位已没有了。
Ⅳ. Write an English letter based on the following information:
　　　　收到客６月１０日于第６５号合同的来函。因８月１５日前没有集装箱船，不能提前装船，
Chapter5 Packing
Lesson18 Packing Requirements
A. Into Chinese:
1. cardboard carton
2. seaworthy packing
3. fragile products
4. shipping instructions
5. in transit
6. in perfect condition
7. foamed plastics
8. kraft paper bag
9. in bad condition
10. double gunny bag
B. Into English:
1. 内包装
2. 装箱
3. 外包装
4. 出口包装
5. 粗搬运
6. 木箱
7. 海洋运
8. 明
9. 中性包装
10. 包装要求
1. Upon arrival of the goods at the port of destination, we found that nearly 20
% of the ____ had been broken, obviously attributed to improper ____.
A. packages, packing B. packet, packages
C. packing, packages D. package, packing
2. We suggest that this material ____ packed ____ tins of 600 grams, 20tins ____
one wooden case.
A. be, in, to B. is, in, in
C. in, with, in D. be, with, in
3. The goods are to be packed ____ wooden cases, wrapped ____ mating outside.
A. with, in B. in, with C. with, with D. in, in
4. The buyer suggested that the packing of this article ____ improved.
A. was to be B. would be C. had to be D. be
5. We have made ____ clear that the goods should be packed in cartons.
A. it B. them C. this D. which
6. Our cotton T-shirts are packed ___ boxes ___ one dozen each, 200 boxes ____ a
carton.
A. with, in, to B. with, to, in
C. in, of, to D. in, to, in
7. Women’s leather gloves are packed ____ cartons ____ 100 pairs each.
A. to, for B. of, for C. in, of D. with, of
8. As requested, we will have the goods ____ in wooden cases, but you have to be
ar the extra ____ charges.
A. packing, repacked B. repacked, packing
C. packing, packing D. package, repacked
9. We sincerely hope the goods under your Order No.123 will reach you ____.
A. in good conditions B. in the good conditions
C. in a good condition D. in good condition
10. ____ is advisable for you to strengthen the case with double straps.
A. It B. This C. That D. The
1. 因瓷器易碎,因此我你方注意包装。
2. 注意我方123号下的一千套茶具装在有泡沫塑料的盒中。
3. 因物途海洋运，因此我要求适合海运的包装。
4. 我指明物装在木箱中并包装得足固，以得起上的粗搬运。
5. 我要求内包装小巧而精美以有助于售，外包装便而固以易于搬运。
6. 青啤酒300毫升1瓶，10瓶装一盒，2盒装一箱。
7. 我的咖啡用具要套装一盒中，盒精美，足以吸引最挑剔（selective）的主。
8. 茶100克装一听，50听装一箱，2箱一板条箱。
9. 我希望物抵达状况完好并令你方完全意。
10.因水晶花瓶是重物品，格按照我方指令包装以免运途中受。
Ⅵ. Translate the following letter into English:
敬启者：
感你方6月1日于苹果酒的价。我高地1万瓶。注意我方包装要求如下：
1万瓶苹果酒，瓶先套一塑料袋，再装入一厚的精美的盒内，十盒装一有泡沫塑料的板箱中。
格按照我方要求包装，以免运途中受。因圣即将来，尽早装运，以上旺季。
此致
Ⅴ. Write an English letter based on the following information:
1. 向方10000箱泉水。
2. 包装要求：瓶500毫升，12瓶装一箱，2箱装一塑料箱，内包装美以利售，外包装
3. 方按要求包装并按装运。
Lesson19 Packing Arrangements
A. Into Chinese:
1. equal assortment
2. heat-proof
3. shock proof
4. wind-proof
5. water-proof paper
6. ocean transportation
7. polybag
8. double straps
9. be lined with
10. iron hoops
B. Into English:
1. 包装安排
2. 大号
3. 中号
4. 小号
5. 特大号
6. 防潮
7. 托
8. 出口准
9. 衣
10. 国准
1. Women’s leather gloves are to be packed one pair ____ a box and 20 boxes ____ a
carton.
A. to, to B. with, with C. for, in D. in, for
2. The goods are to be packed in cartons or wooden cases ____ your option.
A. in B. at C. to D. on
3. For ____ commodities as oil, sand and limber, rail transport is cheaper than
road transport.
A. unpacked B. unpackaged C. bulk D. bundled
4. 1,000 cases of green tea you sent us were found to be badly damaged. This was
apparently due to faulty ____.
A. pack B. packet C. package D. packing
5. Your letter ____ our order of 1,000 tons of sugar have been duly received.
A. with B. of C. concerning D. at
6. With their quality and ____ greatly improved, our products are now becoming i
ncreasingly popular in the world market.
A. packing B. pack C. packet D. package
7. As teacups are fragile, we require all cartons should be bound ____ iron hoop
s outside.
A. with B. of C. at D. for
8. Cotton piece goods will be packed in bales lined ____ water-proof paper.
A. with B. of C. at D. for
9. You may rest assured that all the drums are strong enough and are up ____ int
ernational standard.
A. with B. of C. to D. for
10. We are pleased to order 1,000 dozen women’s handbag, ____ equal assortment of
white, yellow and red.
A. with B. of C. to D. for
1. 我已收到你方于10000打棉床的包装要求，正照此理。
2. 女鞋双装一盒，12盒装一箱，大中小号平均搭配。
3. 男式T恤件装一塑料袋，一打装一盒，打小号2件，中号6件，大号2件，特大号2件。
4. （Blue Ribbon）啤酒10瓶装一箱，10箱装一托。
5. 非常可一打装一盒,10盒装一箱,外用两根打包捆扎。
6. 我希望你的最用会我的包装安排感到意。
7. 放心我的板箱以达到中国出口准。
8. 真花女裙条装一塑料袋,10条装一盒,10盒装一内防潮的箱。
9. 我要求板箱内防水,外用箍加固。
10. 木箱固,适合海运,装运箱子牢并通体用金属加固。
敬启者:
感你月1日来信,按照要求我方的包装安排如下：
女式皮鞋双先装一塑料袋,再装一盒,10盒装一箱,内防水,外用打包捆扎,10箱装一托.
我希望上述安排能令你方意并期待着你方的早日确以便。
商祺
1. 感方1千台想（Lenovo）牌。
2. 台先装一塑料袋，再装一板箱，内防潮，并有泡沫塑料，外用两根打包加固，
3. 希望方包装意。
Lesson20 Packing and Shipping Marks
A. Into Chinese:
1. warning marks
2. CCPIT
3. indicative marks
4. dimensions
5. square meter
6. partial shipments
7. tare weight
8. date of shipment
9. GDP
10. stow away from heat
B. Into English:
1. 装船
2. 国民生
3. 立方米
4. 世界易
5. 毛重
6. 小心放
7. 重
8. 保持干燥
9. 以毛作
10. 容
1. We are confident that the ____ of our products will be strong enough to withs
tand the rough handling in transit.
A. packing B. pack C. packet D. package
2. In addition ____ quality, we would like you to pay attention ____ packing.
A. with, in B. for, to C. to, to D. of, for
3. We will improve the quality of the goods ____ the best of our ability.
A. with B. to C. for D. of
4. We regret to inform you that approximately 10 ____ were broken in transit.
A. pack B. packing C. packets D. packages
5. In reply ____ your E-mail of June 1st enquiring about our ____ .
A. with, pack B. to, packing C. to, packet D. with, package
6. Our cotton piece goods are to be packed ____ bales ____ 1,000 yards each.
A. to, to B. in, to C. in, in D. in, of
7. Usually shipping marks should be stenciled on ____ packing.
A. inner B. outer C. neutral D. seaworthy
8. As the goods will be transshipped at Hong Kong, please note that your ____ sh
ould be damp-proof.
A. pack B. packing C. packet D. package
9. The goods will be shipped ____.
A. a bulk B. in bulk C. on bulk D. on bulks
10. With reference ____ shipping marks, our initials should be stenciled on the
outer ____.
A. to, pack B. for, packet C. to, packing D. for, package
1. 回你方6月1日来信，我通常用固的适合海运的箱来包装衣。
2. 箱的尺寸是60cm，38cm，１０cm高，体是0.018立方米。
3. 箱毛重18公斤,重17公斤,皮重1公斤。
4. 在外包装上明毛重、重、皮重和原地。
5. 在方形内明我公司名称写，方形下注明数量和目的港。
6. 我方指定的运志和警告志如“此端向上”、“小心放”等刷在大外箱（master carton）上。
7. 于包装和装船，我将格按照你方指令理。
8. 我将尽力足你方的任何特殊要求。
9. 因物是易碎品，在外包装上刷上“小心放”等警告性志。
10. 我要求采用中性包装，外包装刷上装船和一些警告性志。
敬启者：
感你方8月1日来信，商榷，我决定采用内防潮的箱包装，因其便，更易于搬运。
在箱上明毛重、重及尺，并在一个形（ellipse）内刷上我公司名称写，形下面
敬遵我方指令，按装运。
商祺
你是方，在方写信，明你指定的运志。具体：在一个形内写上你方名称写（

Lesson21 Inquiring about Terms of Payment
A. Into Chinese:
1. confirmed irrevocable letter of credit
2. at this end
3. D/P
4. We have confidence that...
5. remain valid for negotiation in China
6. check(cheque)
7. promissory note
8. D/D
9. draw (a draft) on sb.
10. payment by installment
B. Into English:
1. 定金
2. 凭即期票支付的
3. 一般支付条件
4. 票提示后
5.
6. 信用卡
7. 托收
8. 付
9. 信
10.
1. Our usual terms of payment are by irrevocable sight L/C, reaching us one mont
h ____ shipment, remaining valid ____ negotiation in China ____ .
A. before, on, to allow transshipment and partial shipments
B. after, in, and allow transshipment and partial shipments
C. before, for, and allowing transshipment and partial shipments
D. after, with, and allowing transshipment and partial shipments
2. The letter of credit is to be established through the Bank of China, payable
____ draft drawn at 30s’ sight.
A. with B. by C. for D. to
3. We will draw ____ you ____ 60 days ____ USD42,000 ____ your last shipment.
A. for, on, for, on B. on, at, for, with
C. for, for, for, for D. on, at, for, against
4. I suppose the terms of payment ____ acceptance ____ you, as we usually accept
payment ____ arrival of goods.
A. are, to, on B. is, for, before C. are, for, after D. is, to, on
5. Enclosed ____ catalogues and price list ____ all the items available for expo
rt.
A. is, for B. are, for C. have been, for D./, for
6. Payment by irrevocable L/C is convenient to us. And we shall draw a 30 day’s bi
ll ____ your bank.
A. with B. to C. from D. on
7. The covering L/C must be confirmed by ____.
A. the bank to accept us B. a bank acceptable to us
C. the bank acceptable for us D. a bank acceptable by us
8. The method of payment for each transaction ____ be agreed upon between the tw
o trading parties at the time of ____.
A. is to, negotiation the transaction B. are to, placing an order
C. will be to, taking delivery of the goods D. has to, negotiating with the
bank
9. We are confident that you will find ____ ready market for the item ____ your
end.
A. /, at B. a, by C. a, at D. some, by
10. The two firms plan to ____ a joint venture(合企) agreement.
A. start on B. enter into C. intend for D. engage with
1. 我的付款方式一般是不可撤的凭即期票支付的信用。
2. 客来函我是否接受承交付款方式。
3. 注意我方信用凭装运据支付。
4. 我不知你方可否考接受我提出的延期付款的支付方式。
5. 于批，我建以欧元付款。
6. 我相信你在票即照付。
7. 如你方同意按即期信用付款，我即能达成交易。
8. 售些器你方不会承担，你会在你地些品找到好路。
9. 于第101合同，我同意采用D/P的付款方式。
10.我方已通渣打行（the Chartered Bank）向你方出笔金的即期票，并指示行在你方承
先生：
我欣然奉告可以供你方6月17日第507号所1000桶定。根据我要求海外客的付款条件，
接到你方行承的票后，我当即安排装运。物由我替你方保留。
你方立即理此事荷。
此致
Lesson22 Insisting on Payment by L/C
A. Into Chinese:
1. abide by the contract and keep one’s commercial integrity
2. smooth and satisfactory transactions
3. have every confidence in
4. stand firmly in the market
5. enjoy fast sales
6. extend you this accommodation
7. insist on the highest standard
8. be competitive in price
9. sight L/C
10. D/P at sight
B. Into English:
1. 松的支付方式
2. 和能力
3. 保持不
4. 名/知名
5. 根据我的看法,我
6. 重申己
7. 人民付款
8. 得住最激烈的争
1. We greatly ____ the delay in the dispatch of your order.
A. regret B. regret for C. regret of D. regret in
2. We ____ 1/3 down payment with the order and the balance to be paid again
st a confirmed irrevocable L/C
A. ask B. call on C. insist on D. request for
3. We would like to inform that our terms of payment are ____ to all our custome
rs abroad.
A. accepted B. acceptable C. accepting D. accept
4. Concerning the payment _____ the machines to be imported by us, we suggest th
at we make payment ____ three installments.
A. of, by B. to, of C. in, by D. for, of
5. We regret _____ unable to consider your request for payment on D/A basis, the
reason ____ that we generally accept payment by L/C ____ sight.
A. being, being, at B. for, for, at
C. being, for, for D. for, being, for
6. _____ our opinion, it is your interest to place your order right now.
A. For B. In C. As D. On
7. If your quotation is right, we are confident ____ securing the order for you.
A. in B. for C. with D. of
8. As contracted, we will draw ____ you ____ the amount of the invoice(票).
A. for, for B. to, at C. on, for D. on, at
9. At the meeting the next morning, the manager ____ that he would approve the r
evised payment terms.
A. arranged B. issued C. pointed D. reiterated
10. We wish to remind you of the stipulation of our Sales Confirmation No.003 __
__ your L/C should be opened within 15 days after receipt of our advice.
A. that B. for that C. what D. for which
1. 我希望重申一下,我破例接受D/P方式付款是表明我与你方展今后的良好愿望.
2. 在平等互利、互通有无的基上行易在任何情况下都保持不。
3. 注意，松的付款条件不但有助于本次交易的利行，而且将会双方久意。
4. 我相信你方会在本周内及支付票。
5. 我完全可以同意D/P付款方式，但目前国金融市（financial market）很不定，故我
6. 感你我方的再次信任，我将敦促厂家加快生，以上旺季。
7. 我必写信告你，我特感在去的一年里你的支持。我能立足市靠的就是你
8. 因小，方持托收付款方式。
9. 我理解你的需求。弥失我决定你4%的特折扣，以示照（accommodation）。
10.我的品牌众所周知，价格具有争性，我你不会有售困。
先生：
你方105号50公吨花生，但很憾不能接受你在此提到的支付方式。
在上封信中，我重申了我的一般售条件，即我通常的付款条件是用保的、不可撤的，以我方
告，你地的几个大公司已按此条款与我达成交易，希望你方同意我方的支付条款，以便达成第一笔交
盼佳音。
商祺
A. Into Chinese:
1. advising bank
2. finance house
3. with a view to
4. the covering L/C
5. deal with you on an L/C basis
6. encourage future transaction
7. chief financial officer (CFO)
8. agree to new trade terms
9. request for payment by D/P at sight
10. your proposal for easy terms
B. Into English:
1. 通国民西敏寺行立信用
2. 政担
3. 明是得信的
4. 得到容的条件
5. 比如5%的折扣
6. 有助于展
7. 支付条款的修改
8. 答要求
9. 多，由于
10. 于上述确的信用
1. We are writing to inform you that L/C No. 101 ____ our Order No.555 has been
opened ____ the Bank of China. The advising bank ____ be sending you an advice s
hortly.
A. for, by, will B. covering, with,/
C. covering, through, should D. for, through,/
2. We ____ think that we deserve some easier payment terms, i.e. document ____ p
ayment.
A. should, against B. don’t for
C. will, against D. shall, for
3. As we will ____ sending another order ____ the month, could you please confir
m that you agree ____ the new terms of payment?
A. is, for, with B. be, within, to C./,in with D. be, in, with
4. we do not think we could ____ another delay ____ your opening the L/C.
A. support, of B. put up, to C. carry, in D. stand, in
5. There has been of late a ready market ____ sewing machines, provided they are
____ good quality and competitive ____ price.
A. of, of, of B. for, of, of C. for, of, in D. of, of, for
6. We believe we have proved ____ business partners to each other after these ye
ars of ____ cooperation.
A. trustworth, satisfaction B. trustworthy, satisfactory
C. trustworthy, satisfied D. trustworthing, satisfactory
7. ____ our mutual efforts, the business between us has developed very ____.
A. Thanks to, satisfactorily B. Thank to, satisfactorily
C. Thanks to, satisfactory D. Thank to, satisfyingly
8. ____ future transactions, we grant you the price reduction.
A. With view to encourage B. With a view to encouraging
C. In view to encourage D. With a view to encourage
9. W have been ____ on an L/C basis for years, and now we think we can request f
or more favorable terms.
A. dealt with you B. deal with you
C. dealing with you D. deal to you
10. We introduction ourselves ____ an importer and exporter of light industrial
____, having many years’ experience ____ the line of business.
A. as, products, in B. like, produce, on
C. for, products, of D. with, produce, in
Ⅲ.Translate the following sentences into English:
1. 我同意接受分三批装运的物，并且你方可以向我出具在批物出之日后60天的期票。
2. 由于双方共同努力和密切合作，我之的展利。
3. 被有力的客可能会得到更多惠的条件。
4. 像你的老客，我的付款条件是期付款交。
5. 了大公司的，我不得不修改原来的划了。
6. 感你方全力推我方品，你的会有所收。
7. 恐怕你不能指望我你的商品促提供金。
8. 我不允无限期拖欠款，期望几天内收到你方上述金的支票。
9. 前期的（preliminary）市将有助于的成功。
10. 我一以信用方式做，希望你方理解我的境。
Ⅳ. Write an English letter in a proper form based on the following information:
1. You are Mr. D. Causio, an Italian businessman who has been purchasing busines
s machines for two years with China National Electronics IMP.& Exp. Corp.
2. Write a letter to the Chinese company, asking for the modification of the ter
ms of payment, which has always been by L/C payable by draft at sight.
3. Now you are Mr. Wang, manager of the Chinese company. Write back to Mr. D. Ca
usio, granting his request and proposing an easier arrangement.
A. Into Chinese:
1. D/D
2. meet one’s obligations/ expenses/ draft
3. We should be most grateful if you would ...
4. have no choice but to do sth.
5. follow one’s shipping instructions
6. to reach an amicable settlement
7. make remittance for ...to cover ...
8. settle an account/ a dispute/ an argument/ an issue
9. make the beginning of ...
10. place the business/ transaction
B. Into English:
1. 全部款
2. 按我方例
3. 信
4. 你方保留物
5. 行一般
6. 行承票
7.
8. 期交易
9. 清一切佣金
10. 履行任
1. To our regret, we have to inform you that we can not ¬¬¬¬¬¬____ for prompt shipment.
A. see to it B. see our way clear
C. reach your request D. meet your demand
2. Immediately upon ____ the accepted draft we will arrange to ship the gods.
A. receiving B. receipt C. receive D. received
3. We should like to ____ their financial and credit standing before ____ the bu
siness on D/P basis.
A. inquire into, place B. inquire about, placing
C. inquire for, placing D. enquiry as to, place
4. We have no difficulties ____ meeting our ____ and have always settled our acc
ount promptly.
A. on, obligations B. of, obligation
C. in, obligation D. for, obligation
5. As stipulated in the contract, shipment is to be made before the end of the m
onth; however, we ____ do your best to advance it.
A. would obliged if you will
B. should be grateful if you could
C. should appreciate if you would
D. should be appreciated if you would
6. We find that the time for shipment is ____ for us to meet your ____ order.
A. not insufficient, urgency B. no insufficient, urgent
C. insufficient, urgent D. insufficient, urgency
7. Owing to your delay in opening the L/C, we have no choice but ____ the L/C.
A. to amend B. amend C. canceling D. reject
8. Our products are well-known ____ their high quality and attractive design and
you will have no difficulty ____ them at our price.
A. of, in selling B. for, to sell
C. for, in selling D. of, selling
9. These goods are urgently needed, we ____ hope you will deliver them ahead of
schedule.
A. in this case B. hence C. so D. therefore
10. We are glad to receive your order of yesterday, ____ regret that we can not
supply ____ end May.
A. but, by B. but, for C. and, by D. and, for
1. 从１０月２０日起已失效，我不承担任。
2. 一旦装运完并妥手，我立即付你方佣金。
3. 于你方６月２５日，因在取所需原料方面出困，因此不得不拒此。
4. 然我望足你方的需要，但很憾不能答你方所提的支付条件。
5. 希望批船有助于你方得大量。
6. 我都退一吧，价的５０％用信用，其余的用付款交，你看怎？
7. 如果你放不能充分地足我方用的要求，他将从。
8. 感你方的努力和合作，希望笔交易志着我之合作的始。
9. 我已收到你方15000欧元的支票，用以支付你方５月２５日函的地毯。
10. 考到我之期令人愉快的系，我同意期３０天的信用支付。相信将足你方的
先生：
　　本公司欲以公司台180美元ＣＩＦ鹿特丹的价1500台“海星”自行，于8至9月装运。
笔交易高达270000美元，本公司金有限，占用金（tie-up of funds）三到四个月将造
我公司信誉良好，履及。你方可到……行。
如能接受上述付款条件，我将十分感激。一俟收到合，我方将立即。
理
翰•史密斯上
20…年4月12日
Chapter7 Insurance
Lesson25 Asking for CFR Quotation
A. Into Chinese:
1. at your end
2. on CFR basis
3. effect insurance
4. be likely to
5. be interested to know
6. All Risks
7. underwriter
8. insurance coverage
9. risk of breakage
10. PICC
B. Into English:
1. 保
2. 保
3. 投保,理保
4. 保金
5. 保
6. 保公司
7. 保凭
8. 保条款
9. 票金
10. 争
1. I have received your e-mail of May 5 ____ many thanks.
A. of B. at C. with D. by
2. the two companies have been dealing ____ each other for more than 20 years.
A. in B. with C. on D. for
3. We prefer ____ the goods in wooden cases rather than ____ them in cartons.
A. to pack, pack B. packing, packing
C. to pack, to pack D. packing, to pack
4. They are likely ____ their business public(上市) next year.
A. to taking B. taking C. taken D. to take
5. A new survey() reveals that young people prefer text message(短信)____ phone calls w
en using mobile phones.
A. than B. for C. on D. to
6. We prefer that you ____ the size of your order before we make you a quotation
.
A. indicate B. must indicate C. can indicate D. will indicate
7. You are requested to give us your lowest quotation ____ CIF basis.
A. in B. to C. by D. on
8. According to your instructions, we have today covered insurance ____ $50,000
____ your order of color TV sets.
A. for, on B. on, against C. for, against D. on, with
9. Please effect insurance ____ War Risk in addition to All Risks ____ the amoun
t of 10,000 yuan ____ our order No.505.
A. for, for, on B. against, on, for
C. against, for, on D. with, for, for
10. We have covered your goods ____ $100,000 ____ PICC.
A. for, with B. against, for C. on, at D. at, for
1. 你方支票9600英已收到,。
2. 今年及明年的棉花价格很有可能保持挺。
3. 我要向一客定期，不知你是否理保。
4. 我已与保商达成，今后我方所有的保事宜由他理。
5. 我更愿意在此投保，因他的保率比惠。
6. 我方客想了解一下公司的保范。
7. 保由方按票金的110%投保。
8. 我已在中国人民保公司你的投保了一切和争。
9. 份保我保了破碎？
10.按你方真指示，我已向可靠的保商以一般条件投保一切和窃、提不着。
我方与方以CFR价合同，但方来的信用却要求CIF价，然不符。避免延装运，写
Lesson26 About Insurance
A. Into Chinese:
1. in answer to
2. in regard to insurance
3. in the absence of
4. in other words
5. subject to
6. a franchise shop
7. ship...in bulk
8. risk of shortage
9. risk of leakage
10. serve your purpose
B. Into English:
1. 一切
2. 水
3. 平安
4. 外保
5. 保率
6. 免率（）
7. 明确指示
8. 例
9. 特殊附加
10. 淡水雨淋
1. We are now replying to your letter of March 15 ____ insurance. Which of the f
ollowing is NOT right?
A. in regard to B. with regard to C. regarding D. as regard
2. Please let us know your premium ____ which you cover insurance against All Ri
sks.
A. with B. at C. for D. against
3. The extra premium will be charged ____ your account.
A. to B. at C. on D. with
4. We will effect insurance against All Risks as requested, charging premium and
freight ____ the consignees.
A. to B. for C. on D. with
5. According to the nature of the cargo, this cover ____ a 5% franchise.
A. is subject to B. is subjected to C. subject to D. subjected to
6. Do you ____ against All Risks and TPND on this item? Which of the following i
s NOT right here?
A. insure B. cover C. cover insurance D. insure us
7. We have insured the goods ____ 10% above the invoice value.
A. With B. at C. for D. on
8. Please inform us ____ the details of the shipment as soon as you ship the goo
ds.
A. with B. for C. on D. of
9. In reply ____ your fax of October 16, we would like to give you the following
information.
A. to B. with C. of D. for
10. The goods are ready for shipment, but we can not load them ____ of your L/C.
A. with the absence of B. at the absence of
C. in the absence of D. to the absence of
1. 我得知我方运往的一切率1.5%。能否在以更合理的率投保？
2. 此率本地所有的大保商所普遍接受。
3. 告知此可以投保，但保略高。
4. 如果你想按票金的130%投保，我可以理，但要收外的保。
5. 由于争加，争的保也提高了很多。
6. 将我方物按20000美元的保投保水。
7. 我方要求你方此批物投保工、暴、民（Strikes, Riots & Civil Commotions）。
8. 我的例是按票金的110%投保平安和争。
9. 更好的推，我将免你方寄送品。
10.保是一契，是承保人和投保人之的明。
方来函保情况,写信答:
1.于以CIF价格成交的交易,我方通常向中国人民保公司根据1981年1月1日的海洋运公物保条款投
2．若方想要投保附加，我方可以代，外保由方支付。我方将把保商出具的保收据寄
3．保金通常票金的110%。如果方要求加，可以照但外保也将由方支付。
4．盼方寄来。
Lesson27 Inquiring about Insurance
A. Into Chinese:
1. on consignment
2. port of unloading/discharge
3. in due course
4. in payment of
5. attachment
6. in detail
7. allow sb. a discount
8. fall due
9. payload
10. attach signature to a contract
B. Into English:
1. 装
2. 装港
3. 国
4. 寄售商品
5. 寄售
6. 运途中
7. 新源
8. 插的商品目
9. 佣金
10. 格
1. We look forward to your ____ report about the current market situation.
A. detail B. details C. detailed D. detailing
2. We trust the sample will reach you _____ due course.
A. in B. at C. for D. within
3. We shall appreciate _____ prompt reply.
A. you to giving a B. you to give a C. you give a D your
4. Please insure our consignment per S. S. Peace sailing ____ Pusan this Sunday.
A. on B. by C. for D. at
5. They are due ____ the agreement in early July.
A. to sign B. to signing C. in signing D. at sign
6. We shall be glad to discuss your proposal _____ quality control.
A. on B. at C. for D. in
7. Our company attaches great importance _____ quality control.
A. too B. to C. for D. in
8. As we ____ the goods, please dispatch them immediately.
A. are urgent in need of B. need urgent C. are in urgent need of D. are ur
gently needed
9. We will be grateful _____ you _____ your kindness in amending the L/C as requ
ested.
A. for, for B. to, for C. with, for D. with, to
10. ____ please find a copy of our illustrated catalogue.
A. Attach B. Attaching C. Attached D. Attaches
1. 于些物，在装船据中附上保，而不是保凭。
2. 随函寄去价目表一份，收。
3. 告知你方物在哪儿装？
4. 下述告述了我案的（survey）情况。
5. 你方合音响（Music Centers）那批于8月27日抵达了敦。
6. 适当考之后，我会你方答。
7. 我已在“天”上位，定于8月31日从上海启航。
8. 由于事情急，我立即与保公司行了系。
9. 注意装运港已由大改秦皇。
10.我的家具以寄售方式由Texas Trader公司售。
1．通知方所20箱像机(camcorders)将由“”于本月底或下月初运出。
2．告方你将根据此性，代方投保一切。
3．如方有什异，告知。
Lesson28 Open Cover Policy
A. Into Chinese:
1. take out an open policy
2. scheduled sailings
3. in order
4. arbitration committee
5. regular user
6. reject sb.’s suggestion
7. an annual event
8. per annum
9. annual report
10. shipping documents
B. Into English:
1. 保
2. 期
3. 老主
4. 年利
5. “至”条款
6. 生划
7. 繁忙的日程
8. 出故障了，坏了
9. 安排投保
10. 分担成本
1. Owing to unforeseen difficulties, the factory can not send not the goods to u
s ____ .
A. on schedule B. behind schedule C. before schedule D. in schedu
le
2. The S. S. Diana is scheduled ____ on April 25.
A. to arriving B. to arrive C. on arriving D. in arriving
3. We are pleased to confirm _____ the following agreement with you.
A. reaching B. to reach C. having reached D. to have reached
4. He suggested ____ us that future shipments ____ .
A. for, are containerized B. to, containerized
C. for, containerized D. to, be containerized
5. We would suggest your ____ a new model for the young consumers.
A. develop B. developing C. to develop D. to developing
6. I understand that your placed an unusually large order ____ us yesterday, and
I am now writing to say how very much your continued confidence in us is apprec
iated.
A. to B. in C. for D. to
7. I wonder if your import license is _____ order.
A. in B. on C. of D. to
8. We have taken out insurance ____ your consignment ____Ping An Insurance Compa
ny.
A. for, with B. on, with C. on, against D. for, for
9. There are many direct ____ from Qingdao to Kobe.
A. sail B. sailing C. sailings D. sails
10. We request you to insure ____ All Risks _____ the 50 color TV sets amounting
to 100,000 yuan shipped ____ M/S Pacific leaving on August 20.
A. for, on B. C. D.
1. 我建你方在中国人民保公司投保。
2. 了足日益上升的需求，生厂家安排了很的生日程。
3. 第二批定于3月份交。
4. 我店年900000美元，年利150000美元。
5. 我仔了你的信用，一切准确无。
6. 于由我运至港的，投保至，投保金500000元。
7. 由于我方物是全年运送的（shipped all year around），我打算以保之投保。
8. 如你方与保公司安排了保，我方不反在你保。
9. 的，我在装运物后会立即通知装运的。
10. 定期我寄送市告。
我方将始定期出口器元件（electrical components）到新加坡，并从那儿送到南的客
Lesson29 Asking for Additional Coverage
A. Into Chinese:
1. confirmed, irrevocable L/C
2. usual practice
3. in the meantime
4. shipping advice
5. arrange insurance
6. credit note
7. extra premium
8. for your information
9. remain valid for negotiation
10. point out
B. Into English:
1. 借通知
2. 保
3. 按我方要求
4. 滞期
5. 外运
6. 运代理
7. 外保
8. 由……支付
9. 信用有效期
10. 物
1. Their expenditure last month amounts ____ $ 10,000.
A. of B. to C. for D. with
2. Please make sure that insurance is covered against FWRD in addition ____ W. P
. A.
A. with B. against C. to D. by
3. You are requested to pack the goods ____ the details on the ____ list.
A. as per, attaching B. as to, attached
C. as for, attaching D. as per, attached
4. If broader coverage is required, the extra premium should ____ the buyer’s acco
unt.
A. for B. be for C. be to D. to
5. ____ a price list ____ your reference.
A. We enclose, to B. Enclosed are, for
C. Enclosed is, at D. We enclose, for
6. Under the circumstances, we have to ask you ____ replacement.
A. for B. to C. about D. of
7. We ____ your letter of June 18 inquiring about insurance.
A. are in receipt of B. are receipt of
C. in receipt of D. are in receipt from
8. We have received your confirmed, irrevocable L/C No.C3462 ____ the captioned
goods.
A. covered B. cover C. covers D. covering
9. We have opened with the Bank of China an L/C ____ $120,000.
A. amounts to B. amounted to C. amounting to D. amount to
10. It is our usual practice that insurance is covered for the invoice value ___
_ 10%.
A. above B. over C. plus D. minus
1. 我已通知我方行立以你方受益人的信用，有效期至9月15日。
2. 本月我成交了5笔，金达到20.5万美元。
3. 我将另函寄送此真机的小册子。
4. 告知，上述物将于本月底前装运。
5. 有信用一抵达你方，必法将我方所之装船。
6. 通常保金票金的110%。然而如果你方要求130%，我可以照，但外保有你方支付。
7. 以CIF价成交的交易，我一般根据1981年1月1日中国保条款向中国人民保公司按票金的110
8. 我的CIF价格没有把任何的附加算在内，我只投保通常的水。
9. 一收到你方的借通知即付外保，或者如果你方愿意，也可向我方即期票。
10.按CIF条款出售的物，都由我按票加10%根据至条款投保一切和争。
方寄来CFR价一份,写信答：
1. 我方大部分客都是以CIF价下,因可以省,化手.建方也采用此做法。
2. 告知方我方通常是按票金的110%向中国人民保公司理保。中保是家国企，享有理
3. 向方明次交易一切即可。如果方要求投保更多，外保由方承担。
Lesson30 Sending a First Order
A. Into Chinese:
1. cotton prints
2. fresh order
3. cash against documents
4. duplicate order
5. financial standing
6. complete an order
7. initial order
8. first order
9. trial order
10. in the near future
B. Into English:
1.
2. 行
3. 售确
4. 拒
5. 一式两份
6. 向某人某物
7.
8. 剪
9. 接受
10. 付款条件
1. Owing to full commitments(任已), we regret having to _____ your order.
A. defuse B. decline C. eject D. object
2. We are pleased to inform you that the first shipment proves _____ .
A. satisfy B. satisfied C. satisfactory D. satisfaction
3. We are glad to inform you that we have restored production and can accept ___
__ orders now.
A. repeating B. duplicated C. active D. fresh
4. As the production of this item has been stopped, we regret we cannot _____ yo
ur order.
A. agree B. support C. receive D. entertain
5. _____ appreciating your order, we feel _____ necessary to point out that our
prices have already been reduced to a minimum.
A. As we are, it B. We are, that C. While, it D. When, that
6. All products are manufactured strictly _____ Chinese export standards.
A. accord to B. in accordance C. in accordance with D. according
7. Should you _____ able to reduce your price by 2%, we could probably _____ an
order with you.
A. are, place B. were, put C. be, place D. have been, put
8. We confirm _____ your Order No. 7891 for 10,000 dozen women’s skirts.
A. to have received B. having received C. to receive D. receiving
9. We anticipate _____ a trial order with you in the near future.
A. place B. to place C. placing D. placed
10. If the first shipment _____ satisfactory, we assure you that we shall send y
ou many repeat orders.
A. will prove B. proves C. turn up D. turn to
1. 我你方品非常意，向你首次1000台。
2. 我想价格的重要性。
3. 如你方品价廉，我相信它在美国会有一个好市。
4. 因我方任已，抱歉不得不你方。
5. 我向你方保，我物的量一定与品的量一致。
6. 我通常的付款条件是到后凭付款。
7. 如你方想我的信情况，与丰行（HSBC）分行系。
8. 我已寄去我方售合同123号一式两份。
9. 如你方价格适中，我将大量。
10. 如第一批物令我方最用意，我在不久的将来将向你方大量。
敬启者：
感你方6月7日寄来的价和品。我价格和量非常意，1000打。
告知，多多市女式司米大衣的需求甚旺，并且价格高。但是客也很有眼力，因此我
因笔金小，我建采用的付款方式。
等待你方的早日确。
此致
1. 一番洽，各条件均妥，因此我决定1000台“海”牌微波炉。
2. 海品在此地声誉很好，因其品良，售后服也不，因此希望和海建立期的系，
3. 期望早日收到售合同。
Lesson31 Confirming an Order
A. Into Chinese:
1. pave the way for
2. a transaction
3. friendly cooperation
4. make out a contract
5. happy working relationship
6. draft(n.)
7. draft(v.)
8. draw up
9. first deal
10. reach an agreement
B. Into English:
1. 第一艘便
2. 提交
3. 合同草案
4. 广泛好
5. 确
6. 第一笔
7. 各一半
8. 供
9. 客
10. 达成交易
1. We are pleased to confirm _____ with you a transaction of 10,000 sets of comp
uter monitors(示器).
A. having concluded B. to have closed C. concluding D. closing
2. His visit _____ the consequent establishment of a joint venture.
A. opened a way for B. made a way to
C. paved the way for D. built the way to
3. We will expedite(加快)_____ of the order.
A. carrying out B. perform C. fulfill D. execution
4. As the goods are out of stock, we are unable to _____ your order.
A. admit B. place C. entertain D. receive
5. As our stock is running low, we recommend you _____ as soon as possible.
A. ordering B. ordered C. order (n.) D. order (v.)
6. If your prices are found _____, we intend to _____ a large order with you.
A. accept, put B. acceptable, place
C. accept, allow D. acceptable, admit
7. We are sorry we cannot give you an immediate answer. We have to _____ your re
quest to our head office.
A. admit B. summit C. permit D. submit
8. Should your price_____ reasonable, we will place an order _____ you.
A. be, with B. are, from C. is, from D. is, with
9. Under no circumstances _____ this order.
A. shall we cancel B. we shall cancel
C. we are to cancel D. we will cancel
10. We are _____ the contract and will send it to you for signature once it is r
eady.
A. drawing B. drawing on C. drawing up D. drawing upon
1. 我确向你方供10吨豆，吨3000欧元成本加运鹿特丹，9月份装运。
2. 确你方8月1日于1000打折叠椅（folding chairs）的。
3. 我确已你方1000台“富士”牌数象机。
4. 物无，抱歉不能接受你方。
5. 收到你方确后，我即寄去合同草案供批准。
6. 我方玩具熊猫需求甚旺，建你方速下。
7. 我希望第一笔交易的达成会来今后更多的。
8. 我很高已和你方达成了一万只“双喜”牌拍的交易。
9. 我希望和你达成的首笔交易将双方今后的友好合作平道路。
10. 我高地告知你方我方用你方第一批物甚感意。
敬启者：
你方8月1日23号收悉，。
我确向你方供1000台球桌（snooker tables），台400美元成本加运保洛杉，10月份交
我确信你会我品的良品感到意。
如有任何其他要求，尽管告知。
此致
1. 感方5000只女式皮包的。
2. 保按履行，并方必及以免耽装运。
3. 告知方，除所的一款外，我更多的、各各的装包，并随附插目。如有需求，
Lesson32 Sending a Sales Contract
A. Into Chinese:
1. sales contract
2. further order
3. in duplicate
4. cooperation
5. for one’s file
6. book sb.’s order
7. the above-mentioned goods
8. for one’s records
9. stipulation
10. with the least possible delay
B. Into English:
1. 售确
2. 供某人
3. 向某人某
4. 随后的修改
5. 一式三份
6. 一式四份
7. 一式五份
8. 与……相符
9. 合同条款
10. 供某人参考
1. As our buyers are interested in your stationery, we intend to _____ 10,000 do
zen pens.
A. book with you B. book for you C. book your order D. book on you
2. If you can raise your price by 3%, we shall _____ 10,000 dozen pens.
A. book with you B. book for you C. book your order D. book on you
3. Please note that the quality of your goods should exactly conform _____
that of the sample.
A. to B. at C. for D. of
4. A 3% discount was granted only ¬_____ your order _____ USD 100,000 dozen pens.
A. for condition of, exceed B. for condition that, exceeds
C. on condition that, exceed D. on condition that, exceeds
5. You may rest assured that we will ship the goods _____ the least possible del
ay.
A. for B. at C. with D. without
6. We take pleasure _____ 2,000 dozen women’s handbags.
A. in booking on you B. in booking with you
C. to booking you D. to booking
7. Enclosed please find our sales contract _____ duplicate.
A. for B. at C. of D. in
8. Please sign and return one copy to us _____ our records.
A. for B. at C. by D. with
9. The L/C terms should be _____ extra conformity _____ the stipulations in our
S/C.
A. in, with B. in, of C. with, in D. with, of
10. Please book shipping space as early as possible to avoid _____ in shipment.
A. postpone B. put off C. delay D. delaying
1. 我已接受了你方111号于10000台CD播放机的。
2. 即将到来的圣，我准向你方1000棵圣。
3. 随附我方合同Q12号一式两份，会，并退一份以便我方存档。
4. 以避免随后修改，信用条款必与合同定完全一致。
5. 不言而，你方包装固并适合海运。
6. 我希望于1000台V998型摩托拉（Motorola）手机的我方第482号合同已如期抵达你方。
7. 我想指出你方洗水品良，但价格偏高。
8. 我高地寄去500箱男士服品的合同333号一式三份。
9. 因你方抽台布价格惠，量上乘，在我地市很受迎，我2万件。
10. 另函航寄去牛仔装的合同草案666号供你方研究。
敬启者：
我高地确已与你方达成1000台澳柯冰柜（Aucma freezers）的交易，我一制了售确
因冰柜的旺季即将到来，如你方，早下。
盼早。
此致
你与方成交了20000打浴巾的，寄去合同方会。另外你想推荐其他品，所以随附
Lesson33 Counter-signature
A. Into Chinese:
1. laptop computer
2. in one’s favor
3. the time stipulated
4. good beginning
5. in due course
6. in advance
7. Standard Chartered Bank
8. see to it
9. the first transaction
10. the most selective buyer
B. Into English:
1. 确
2. 交易的达成
3. 副本
4. 愉快的系
5. 重
6. 合同
7. 佣金
8. 力
9. 会
10. 以你方受益人的
1. We believe the goods will reach you _____ due course.
A. in B. with C. at D. for
2. Any further orders you may place with us will certainly _____ our prompt atte
ntion.
A. draw B. pay C. receive D. bring
3. If you insist that the contract be signed on this basis, I am afraid no busin
ess_____ .
A. will conclude B. will materialize C. will finalize D. will close
4. We feel v that we are unable to accept any fresh orders at the moment.
A. regret (n.) B. regret (v.) C. regrettable D. regretful
5. Please see to _____ that the stipulations in the relative L/C strictly _____
the terms in our S/C.
A. that, confirm to B. that, confirm with
C. it, conform to D. it, conform of
6. If the first shipment proves satisfactory, we shall send you many _____ order
s.
A. repeat B. fresh C. first D. trial
7. We will certainly keep your quotation sheet v file for future reference.
A. on B. in C. for D. at
8. _____ an order for more than EUR5, 000, we would allow a special discount of
3%.
A. In case B. In case of C. In the case D. in the case of
9. We are airmailing you our S/C No.268 in duplicate _____ please sign and retur
n one copy to us for our file.
A. of which B. which C. for which D. /
10. Please make sure that our order is executed _____ .
A. without least possible delay
B. without the least possible delay
C. with the least possible delay
D. with any possible delay
1. 我已如期收到你方于100套沙的合同666号一式两份。
2. 按照要求,我已会并随附一份副本以便你方存档。
3. 我已通花旗行(Citibank)敦分行出了以你方受益人的信用。
4. 于交易金很小,我同意接受付款交。
5. 于5000箱旁式品(Pond’s Skin Care)的售确222号一式三份已收到,退一份供你方存
6. 注意物于10月底之前装运以上圣的旺季。
7. 我打算1万打“阿迪达斯”牌（Adidas）运服。
8. 你方毛毯在我地很，我方客想向你按上次重。
9. 你地最大的一家超市已与我达成了1000箱香的交易。
10. 物已装上Fortune号，会及到达你港。
敬启者：
我已收到你方于10000打棉T恤的A-1号售合同。我已会并随附寄一份副本供你方存档。
有信用正在立，立后我将通知，以便你方安排装运。
我你方其他服装也甚感趣，如蒙寄来目和价格我将不感激。
希望早日收到你方回。
商祺
你已收到方于2000台暖器（electric heaters）的售合同。按要求退一份。写信告
Lesson34 A Specimen of Sales Contract
A. Into Chinese:
1. AQSIQ
2. unit price
3. CCPIT
4. under-mentioned goods
5. terms and conditions
6. shipping marks
7. original sales contract
8. name of commodity
9. specification
10. commodity inspection
B. Into English:
1. 溢短装条款
2. 仲裁
3. 不可抗力
4. 品和重量
5. 目的港
6. 商品
7. 外易仲裁委会
8. 金
9. 海洋运物保条款
10. 付款条件
1. We are glad to sign a contract _____ you _____ 10,000 dozen jeans.
A. with, for B. with, of C. for, for D. by, of
2. We will _____ a contract with you for your men’s shirt.
A. take B. make C. sign D. put
3. Enclosed please find our _____ contract.
A. rough B. draft C. bought D. sold
4. The award of the arbitration is final and binding _____ both parties.
A. at B. to C. upon D. with
5. The buyer shall open an irrevocable L/C _____ a bank acceptable to the seller
.
A. at B. in C. to D. with
6. A purchase contract should be signed by the _____ and countersigned by the __
___ .
A. buyers, sellers B. sellers, buyers
C. buyers, manufacturers D. sellers, manufacturers
7. This contract allows the sellers to load 3% _____.
A. short B. shortage C. more D. more or less
8. The L/C is usually submitted for negotiation in the country of _____.
A. the sellers B. the buyers C. the third party D. any party
9. Usually an L/C is valid for negotiation within 15 days after the time of ____
_.
A. shipment B. arrival C. validity D. order
10. Any discrepancy should be field within 30 days after the _____ of the goods.
A. shipping B. arrival C. loading D. departure
Ⅲ. Read the following purchase confirmation and answer the question:
PURCHASE CONFIRMATION
No. QP112
Buyers: Pacific Trading Co. Ltd.
26 Coast Road, New York, USA
Sellers: Shandong Native Produce Imp. & Exp. Corp.
12 Hong Kong Road, Qingdao, China
The undersigned Buyers and Sellers have agreed to conclude the following transac
tion according to the terms and conditions stipulated hereunder:
Commodity: Laoshan Green Tea
Specifications: First Grade
Quantity: 100 cartons
Unit Price: USD700 per carton CFR New York
Total Value: USD70, 000
Packing: 500 grams in a tea box, 10 boxes to a carton lined with damp-proof pape
r.
Shipping Marks: PTC 1000
New York
Time of Shipment: May, 20…
Port of Shipment: Qingdao, China
Port of Destination: New York, USA
Insurance: To be covered by the Buyers
Terms of Payment: By an irrevocable letter of credit in favor of the sellers, pa
yable by draft at sight
Delivery Terms: Certificates of Quality, Quantity, Weight and Origin are require
d. The Buyers have the right to have the right to have the goods reinserted by a
public surveyor at the port of destination. The relevant survey report may serv
e as the basis of any claim to be lodged by the Buyers.
Claim: The Buyers have the right to lodge a claim for all losses sustained withi
n 30 days after of the goods at the port of destination.
Arbitration: All disputes in connection with this Confirmation shall first be se
ttled by amicable negotiation. In case no settlement can be reached, the case un
der dispute may then be submitted for arbitration. The arbitration shall take pl
ace in Qingdao or New York. The fees for arbitration shall be borne by the losin
g party. The award of the arbitration is final and binding upon both parties.
Other Terms:
The Buyers The Sellers
(Signature) (Signature)
Buyers: Far East Trading Co. Ltd. Japan
This contract is made by and between the buyers and the sellers, whereby the Buy
ers agree to buy and the sellers agree to sell the under mentioned commodity acc
ording to the terms and conditions stipulated below :
Commodity : Orders Women’s Cashmere Sweaters
Specifications: Art .No .3376
Quantity : 10 . 000 pieces
Unit Price: At USD60 per piece CIF Tokyo
Total Value : USD600,000
Packing : One piece in a poly bag, then in a pager box,20 boxes to a carton line
d with damp-proof paper ,6 cartons on a pallet.
Shipping Marks : At buyers’ option
Insurance : To be covered by the sellers for 110% of the invoice value as per ch
ina insurance Clause .
Time of Shipment: In September,20…..
Port of Shipment : China port
Port of Destination :Tokyo , Japan
Terms of Payment :By 60 days L/C
Done and signed in Beijing on this 6th day of June ,20…
1. Find the name of the Buyers. Which country are they in?
2. Find the name of the sellers. Which country are they in?
3. What is the commodity involved in this confirmation?
4. What are the specifications and quantity?
5. How is the commodity packed?
6. How much is the unit price? How much is the total value?
7. When and from where will the commodity be shipped?
8. How is the commodity insured?
9. How do the buyers pay the sellers?
10. What is the time limit within which the buyers can file claims against t
he sellers?
11. If there is arbitration, where will it take place?
12. Who will pay the arbitration fees?
13. Who made out this confirmation?
PART 2 EXECUTION OF THE CONTRACT
Chapter 9 Shipment
Lesson35 Inquiring about Shipment装运
Chinese version of the text
敬启者：
我的一个客，惠灵的Delta算机公司，跟我方他的客惠灵的N.Z. Business Machines 公
艘船运着我客的一批，已装船提号6714。他他急需此以上售季，想知
启
Exercises
I．Translate the following terms and expressions:
A.Into Chinese:
1.direct B/L 6.be in urgent need of
2.on deck B/L 7.be in no need of
3.stale B/L 8.delay
4.container B/L 9.catch the selling season
5.antedated B/L 10.consignment
B.Into English:
1.客 6.提示提
2．船 7.名提
3．已装船提 8.不可提
4．清提 9.运提
5．不清提 10.船提
II．Choose the best answer to complete each of the following sentences:
We have not yet had precise shipping instructions and ______your order until the
y arrive.
A.are holding B.hold C.have held D.held
2.The goods have all been dispatched and shipping documents for the ____are with
us.
A.arrangement B. consignment C amendent D.requirement
3. Sometimes transshipments and partial shipments are______.
A.permission B.permitting C .permitted D.permit
4.We are ______of the goods we ordered with you , but so far we haven not receiv
ed any news from you about their dispatch.
A.urgent in need B.bad in need C .in badly need D.in urgent need
5.For all the consignments the stated dates of delivery are approximate, but ___
__would these dates be exceeded by more that ten days .
A.in cases B.by all means C .in any case D .under no circums
tances
6. We must insist on immediate delivery,_____we shall be compelled to cancel the
order in accordance with the contract stipulations.
A.dispatch B .likewise C .in other words D .otherwise
7.Please make serious efforts to get the goods ______immediately.
A .dispatch B.dispatched C. dispatching D .to dispatch
8.The shipping clause in your offer is not acceptable .We can accept your offer_
____you adhere to our wishes regarding shipping .
A .unless B.though C .only if D .if only
9.Any ______shipment will put us in great trouble.
A .delay with B.delay to C .delay on D.delay in
10.The carrying vessel ____to arrive at your port by the end of next month.
A. expects to B.expecting to C .is expected to D.expected to
III. Translate the following sentences into English:
随函附寄一套有此批物的装运据，收。
高地通知你方。我已你方147号好了“上海1号”的位，估到达（estimated time
由于月停靠我港一次的直达离，物只能在下月装运。
尽快告知船只估什候抵达。
我相信你方将作好一切必要的准及交。
如能尽快装运我不感激。
将合同512号下的第一批物装11月5日左右启航的“”。
改装（repack）此批将使装运期延大两星期。
加拿大的客急需此来上售季。
弄清楚，是否你能在收到我信用1个月内。
VI．Translate the following letter into English:
敬启者：
7634号信用————你方第5718号
我方告知，我已部分完成你方第5718号，10台安全机（safety pin machine）已由“功
方能我方品，深表意。我方保，你方以后及，仍将会得到我方真注。
启
V．Write an English letter based on the following information:
你作口方，与某出口方成交了一笔合同，定物妥装船前你方30%的款，出口方即装
Lesson 36
Urging Shipment
催促装运
敬启者：
事由：第3456 号合同
提及我方先前去的信函和真，希望提醒你方注意，到在止我没有收到合同下
我方此前的信中已，客急需合同下的物，事上他一直在催促我方及交。
在此情况下，我方不可能将8月21日到期的信用389号再次展期。我方不得不再次提醒你方件事
因立即装运是各方所需，希望你必将装船通知真我方。
启
Exercises
Translate the following terms and expressions:
Into Chinese:
with reference to 6.call your attention to
the goods contracted 7.the captioned contract
expire 8.press sb.to do sth.
all parties concerned 9.be obliged to do sth.
shipping advice
Into English:
必，一定 5。在此情况下
催促装运 6。急需。。。。。。
先前的信函和真 7。信用展期
及交 8。提醒某人某事
Choose the best answer to complete each of the following sentences:
It will be appreciated if you could _____the L/C for another 15 days.
A.extend B.express C.develop D .extension
2.We wish to make it clear to you that we shall not ____the shipment if the
y arrive later than December 15.
A. arrange B .receive C .accept D .acknowledge
3.The goods ______if your L/C had arrived by the end of December.
A.would be shipped already B.must have shipped already
C.had been shipped already D.would have been shipped already
4._____any change in the date of delivery ,please let us know in advance.
A.There should be B.Should there be C.There would be D.Would there be
5.We ____the shipment to be made in time.
A.assure you B.assure you of C.ensure you of D.insure you of
6.For the goods under S/C No.644,we_____space on S.S.Huatai due to arrive in Lon
don around May 1.
A.have booked B.have bought C.have hired D.have retained
7.As the shipment was delayed, the buyers pressed the sellers_____an explanation
.
A.of B.for C.under D.at
8. Shipment is to be made in there equal monthly installments, beginning_____Dec
ember,20…….
A.from B.on C.in D .with.
9.We would like to remind you again ______the importance of timely delivery.
A.to B.with C .of D.by
10.But you cannot ignore the fact ______you have failed to ship in time three ti
mes already.
A.which B.what C. that D.that is
III.Translate the following sentences into English:
我方想要必在限期装船，再次展期不予考。
由于港口（port congestion），将信用1357号的装运期展（extend）至6月1日。
我想立即你知道到目前止我没有收到你方来的不可撤的信用个事。
信用6月30日到期。看来我要本月的船只了。
客急需批，一直催促我早日装船。
我愿提醒你方，包装必符合当地市喜好。
你必于10月底前交，否我就不不上售季了。
立即向公司（COSCO）位，并同通知我方。
1000 公吨花生必一次装船。
我有大量尚未交，故你方不能提前付运。
IV．Translate the following letter into English:
敬启者：
方5月15日来函收悉，于第88616号合同下的12000套梅花扳手（Double Offset Ring Sp
按合同定，上述物于4、6、8 三个月分三批等量装运。但直至日前，仍未装运第一批物
尽力在6月底前把第一批和第二批一起装运。否我方客将你方延装运而深感不，
此函后，告知确切装运日期。
启
Lesson 37
Shipping Advice
装船通知
敬启者：
事由：第8901/6号合同
很高通知你方，你向我方的Panafax UF-990 型号的松下真机已于4月17日装上“”号。
商品名称：Panafax UF-900
数量：2000台
合同号：8901/6
信用号：LC1122
提号：BLA0033
船名：
航次：H-136
离港：20….年4月20日
到达：20….年5月20日
目的港运代理：
中国路合物流有限公司利物浦分公司
Royal Liver Building
First Floor
Liverpool L3 1PS
United Kingdom
Tel:+44151 2247255
Fax :+44 151 2363453
希望上述物能及到达你，并且在你方找到很好的路。同随附上述物的运据副本，包括清
随附一份我新型号品的目，相信你方会103-110有插明的机器很感趣。
盼再次得到及回。
启
Exercises
Into English:
shipping advice 6.manufacturer’s invoice
commercial invoice 7.at the due time
proforma invoice 8.shipped by…..
customs invoice 9.shipped per…..
consular invoice 10.shipped ex……
Into English:
航次 6。运据
离港 7。副本据
抵达 8。正本据
运代理 9。跟信用
物流 10。清提
II. Choose the best answer to complete each of the following sentences:
Naturally, a successful and attractive company profile sheet(公司介) can elicit (引出) di
ders _____requests for more detailed information.
A.as well B.as well as C. good as D. as good as
2. The letter of credit authorizes you to draw at 60 days on our bank in Chicag
o for the amount of your invoice _____ shipment is made.
A .after B .before C behind D .follows
3. It is our usual practice to _____you as soon as we have made shipment .
A advise B pay C .note D draw
4. We will dispatch your order as quickly as possible ._____, we trust that you
will effect payment promptly.
A .Similarly B .Moreover C Nonetheless D .Although
5.We _____you that the ordered goods will be shipped by a direct steamer next we
ek.
A.think assure B .insure to C.an assure D.are sure
6. W e have airmailed you a parcel_______a catalogue, a pricelist and some sampl
es.
A .consisted B .consist of C .consisted of D .consisting of
7.Please find the details of the shipment_____.
A.as follows B .as follow C .as following D. will as followed
8.W e find that the quality of your shipment is not in conformity with the ____s
pecifications.
9._____our customers are now urgently in need of the goods . we must ask you to
make the earliest possible delivery.
A .As B .Because of C .That D. Whether
10. W e shall be glad if you will attend to the matter at once and let us k
now the reason or reasons ______the delay.
A .on B .for C .after D .into
欣告，第215号合同下物已由Merchandise号装运，与5月21日离本港。尽快此
我方已在于12月21日抵达的Florida上好位，并准安排装运事宜，运在目的港收取。
欣告，已装上“”，在香港Manhattan，希望物抵达目的港情况良好。
注意，如果我方所租船只到达装运港你方未把物妥，由此造成的失均由你方承担。
因从此往你方港口的直达很少，允分批装运，以利我方理装运事宜。
我方必持在原定日期内交若交，我方将保留拒收物的利。
因直达月20日左右起航往你港，故我方不能足你方10初装运物的要求，此我方深表歉意。
一受到你方的信用，我方便可立即安排装运事宜。
告知，次批物将一次装运，装运2月份或3月份，由我方决定。
我方急需上月所物，此我方必持快速装运。
IV．Write an English letter based on the following information:
美国某公司向你的一批已装运，写一份装船通知并真方，情如下：
合同号：TN 8899
商品：printed shirting
数量：30 000 pieces
船名：Haifeng
航次：HI 234
装运港：Hong Kong
目的地：Boston,US
提号：BBL783
离港：20。。。年4月25日
到达：20。。。年5月20日
随附装运据副本一套，包括提、商票、保。
Chapter 10 payment
Lesson 38
Urging for the Establishment of L/C
催信用
敬启者：
事由：我方第SD9806号售确
于售确下的4 500台烤面包机，我希望提你注意交期正在近，但到目前
了避免今后修改，注意信用条款与售确条款格一致。
亟盼立即理此事
此致
Exercises
Into Chinese:
1.with regard to 4.enable sb.to do sth.
2.call your attention to the fact that 5.make punctual shipment
3.You are requested to do sth 6.be in compliance with
7．Dram near 9.prompt attention
8. catch the brisk season 10. the goods against Order No.125
B.Into English:
1.有信用境 6。信用的随后修改
2．与。。。。。格一致 7。信用条款
3．中的售合同 8。注意做到。。。。。。
4．在。。。。。。号合同下期 9。草案
5．到目前止 10。催信用
1.We assure you that any further orders from you will______our prompt attention.
A. be taken B .have C .accept D .be received
2 . We have just received your E-mail of Mar.28 covering the ______tinfoil
sheets(箔) .
A. caption B .captioning C .captioned D .captain
3. W e will do our utmost _______the same mistake again.
A .to avoid B .having avoided making C. to avoid to make D .have avoided
to make
4.______promate business between us , we are airmailing you our sample cut
tings for your inspection.
A .S o as to B .In order to C .As for D.As regards
5.To avoid subsequent amendment ,please see that the stipulations in the r
elative L/C ______in strict conformity______the terms in our S/C .
A. should be ,to B.be ,with C .are ,with D .is ,to
6.With regard _______Contract No.128, we are agreeable ______D/P terms o
f payment.
A .to ,for B .to, to C .in ,to D .for, for
7. W e would call your attention_______we have not received the amount
of USDI1,800________the 20% of freight due .
A . for that, for B.to that ,to C . for the fact that .to D .
to the fact that, For
8. You ______ to send payment by 18 August at the latest.
A.are requested B.request C .ate requesting D .requesting us
9. The clause is ______approval by relevant authorities.
A.subject to B . subjected to C .subjects to D .subjecting to
10._______there has been no official confirmation of this incident.
A.Too far B.As for C.So for D. By far
注意第FA156号售合同下的200公吨妥已久，但至今我仍未收到你方有信用。速立
若你方未在本月底前来信用，延期装运无法避免。
你有必要尽早立信用，以便我能按装运你方。
你所物的格与我中的格不符。
我已完成按你的出运物。
此事正在及理中，几天内你方即可得到意答。
我要求你方尽快，以便我方能装上10日左右到达此地的直达。
交期日益近，但至今未收到你方有的消息。
由于你未能及立有第308号售合同的信用，我不得不撤份确。
注意做到106号下的物分三批按月装运。
先生：
于我方第005号售确下150 公吨化肥，我方已按合同如期妥，交期日益近。
避免随后修改信用，注意信用定条款格与合同相符。
如蒙速，不感激。
此致
20．。。。年4月20日
Lesson 39
Advising establishment L/C
通知立信用
先生：
通知，我已由魁北加拿大皇家行立不可撤的。以你方受益人的、金3330加元的信
你方有在装运后向行立相当于票金的票30天的票。
要承票之前，行将要求你方出具下列据：
一份CIF 温哥的票
提一式三份
保或保凭一式两份
加拿大海票
期待你方的第一批船下个月抵达。
此致
Exercises
I. Translate the following terms and expressions:
A. Into Chinese:
1.opening /issuing bank 6. consignment
2.Bill of Lading 7. produce the documents
3.This is to inform you that….. 8.advise establishment of the L/C
4. paying /drawee bank 9. advising /notifying bank
5. negotiating bank 10. in triplicate
B.Into English:
1.以。。。。。。受益人 6。加拿大海票
2．在中国付有效子 7。不可提
3．出票向。。。。。收款 8。保行
4．由行出不可撤信用 9。票全
5．据的付 10。承票
II .Choose the best answer to complete each of the following sentences:
We write to inform you that we have opened an irrevocable letter of credit _____
your favor _______EURO28,000_____ HSBC. Qingdao, valid ____Feb.25,20…..
A.to, to, by,to B.for ,for ,with ,for C .in, in through, till D .in, fo
r with, until
2. You are authorized to draw a 60 d/s draft _____our bank ______the credit____1
00%___your invoice value.
A.on, for ,for of B.on ,against ,for ,of C .for ,for ,for ,of D.to, agains
t,for ,of
3. We are enclosing a full set of copy documents ______this first consignment
A.referring B,covering C .regarding to D .as for
4. Please see that the particulars given, any deviation(偏离)from which will be at you
r own risk.
A.for, on B .of ,with C .of ,in D .for ,in
5. The buyer should open the ______L/C 30 days _____the time of shipment.
A.relative .before B.relevant .on C .covering ,after D.above, for
6. For payment. we _______an irrevocable L/C ______sight against presentation
of full set of documents to the ______here.
A.require, at , negotiating bank B .request , at .collecting bank
C .require, on opening bank D.request ,on remitting bank
7. As agreed .our bank will_______your 30 d/s drafts ______them _____the amount
of your CIF invoice value.
A.pay. for ,to B.accept ,on for C .honor .for ,to D .meet ,on for
8. W e anticipate ______some trouble in finding a direct steamer for your port.
A.to have B .having C .have D .will have
9. W e will present the draft _______acceptance by your bank.
A.for . B .with C .to D.on
10. We have drawn on you for this amount at sight through the Bank of China who
has been instructed to produce the document_______ payment of the draft.
A .with B .to C .against D .on
我要求款以保的、不可撤的、以我方受益人的即期信用支付。信用需在合同定的装运
我新将于下月运到。
装运据必在已装船提日期后21天内提交付。
在收到信用后一个月内，你至少装运笔的一半，特此通知。
你当出示据明物是在装运前坏的。
我就易（compensation trade ）与外商行了磋商。
希望通知你行授其代理行（correspondent bank ）在通知信用加以保。
我承以上票，并尽快退回。
此批船的装运据目前在我手中，盼你方能安排取回。
2000 美元正入你方。我相信将使你能向我方供。
IV． Translate the following letter into English:
先生：
一俟接到你10月25日真告知有出口可（export license）已，我就和往常一上
本地市特重准交。因售季近，必于月内，以便使我上旺季。
物装运以后，真装船通知感。
此致
Lesson 40
A Sample of L /C
信用范文
京行分行
100 Broadway New Youk, N. Y. 10005
日期： 20。。。。。年6月21日
不可撤跟信用行信用号
110LCI 985467 通知行信用号
通知行
由中国行青分行通知申人
Kanematsu-Gosho(Canada) Inc.
400 de Maisonneuve Bivd. W.
Montreal, Quebec
受益人
中国品出口公司
中国青江西路78 号金
大174000。00加拿大元（大壹拾柒万肆仟加拿大元）
有效期
20．。。。年8 月15日以前付有效
事先生：
立不可撤消的跟信用，凭受益人向我行立的票全的即期票付款，票上具明本信用号
署的商票一式五份；
加拿大海票一式五份；
装箱一式五份；
重量和尺一式五份；
全套清已装船提，凭拖运人指示，著名：“ 运付”，并通知收人
下列物的装运：
方S- 0578 下的大30万原色麻布，65%化，35%棉，成本加运到蒙特利。
保由方。
最于20。。。年7月31日由中国运往蒙特利允分批装运
允船
其他行用均由受益人承担。
据必在提日期后15日之内、并要在本信用有效期内提交付或付款行。
特殊条款：
受益人必将二套副本装运据直接航寄Kanematsu –Ghsho(Canada) Inc.,Montreal, 并出具已航寄
于付特殊定：
收到据后我会向付行行付。本信用下立的所有票的金，必在付的同在本信用
我向票的出票、背人以及善意持有人保，在本信用下并按本信用要求立、付的所有
我要求通知行在不加保的情况下向受益人出通知。
京行
上
Exercise
A . Into Chinese:
1.add one’s confirmation 10.back to back L/C
2. to order/ to one’s order 11. stand –by L/C
3. in quintuplicate 12. non-negotiable shipping documen
ts
4.endorsement 13.shipper
5. freight prepaid 14.carrier
6. clean on board bill of lading 15.consignee
7. throuth B/L 16.beneficiary’s certificate
8.T/T reimbursement 17. for account of
9.revolving L/C 18. validity of the L/C
B.Into English:
1.不可撤的跟信用 9。付款人
2．申人 10。受票人
3．受益人 11。背人
4．付行 12。期信用
5．保行 13。空白背
6．装箱 14。善意/正当持票人
7．重量和尺 15。代理行 / 往来行
8．出票人
The job that we ask you to take over requires tact and ______ability.
A.negotiating B.negotiable C .negotiation D .negotiability
2. Draft or drafts drawn ______and _____compliance ____the L/C shall be honou
red _____presentation.
A.under, in ,with ,on B.with,on ,with ,upon C ,under,for ,to ,on D. with,in ,to
,upon
3.The amount and date of each negotiation must be endorsed______the reverse here
of by the negotiating bank.
A.in B .on C .at D . to
4. W e require a full set of clean on board Bill of Lading made out ____order of
our bank,______:Freight paid “ and notity accountee.
A .for ,made B ,as, indicated C .to ,marked D .in, stated
5. W e ______establish an irrevocable credit in your farour______account of K.Ma
nean Inc,Canada.
A.herein ,for B ,hereby, for C .hereto, to D .hereof, to
6. Documents must be presented to the negotiating bank within 15 days ____the on
board date of Bill of Lading ,but _____the validity of letter of credit.
A .before ,for B .within ,within C .after, within D .within ,for
7. All drafts drawn must be marked “______the Bank of Tokyo Ltd, irrevocable credi
t No.1005_____June21,20……”
A. Drawn under, dated B . Draws under, date C .Drawing under ,dating D.Draw
under ,dated
8. Your L/C No.550 for USD1.500 issued ______the Bank of China has arrived.
A through B .for C .in D . at
9. The beneficiaries have written to us ______that we should open the L/C_____.
A.to the effect, as soon as possible
B .to an effect, as soon as possible
C .to this effect, as early as possible
D .to that effect ,as prompt as possible
10. You can draw a draft for invoice value on us at sight ,which should be ____
_the shipping documents and will be ______upon presentation.
A accompany with, honor B accompanied by, honored
C accompanying with, pay D accompanied, paid for
III. Read the following L/C and then answer the questions:
BASIC HEADER F 01 BKCHCNBJA5XX 9075 585099
APPL.HEADER O 700 1900990127 CBKOKRSAXXX 4097 323074 9901272318 N+HANVIT BANK (
COMMERCIAL BANK OF + KOREA,LTD. ) THE,SEOUL, KOREA ( BANK NO:3008000) +SEOUL,KOR
EA
USER HEADER BANK PRIORITY 113:
MSG USER REF.108:M1701901EU00413:MT:700------ISSUE OF DOCUMENTARY CRED
IT------
SEQUENCE OF TOTAL:27: 1/1
FORM OF DOCUMENTARY : 40A : IRREVOCABLE CREDIT
Documentary credit number : 20 : M1701901EU00413
DATE OF ISSUE :31C:040126
DATE AND PLACE OF :31D:040225 COUNTER OF EXPIRY NEGOTIATING BANK
APPLICANT :50 : KABUL SYNTHETICS CO., LTD 166 WEOLAM-DONG COMPLELX TALSUH-GU TAE
GU-CITY KOREA
BENIFICIAEY : 59 : SHANDONG JIMO TEXTILE CO., LTD.73 DAZHUANG STREET,JIMO,SHAND
ONG,CHINA.
CURRENCY CODE, AMOUNT :32B: USD19,800.00
PERCENTAGE CREDIT AMT :39A:05/05 TOL.
AVAILABLE WITH…BY… :41D: ANY BANK BY NEGOTIATION
DRAFTS AT… :42C:BENEFICIARY DRAFTS AT 180DAYS AFTER SIGHT FOR 100 PCT OF INVOICE V
ALUE
DRAWEE :42A: EXIKKRSEXXX
+EXPORT_IMPORT BANK OF KOREA,THE+SEOUL
(BANK NO:4198010) +SEOUL
PARTIAL SHIPMENT :43T: PROHIBITED
Loading/dispatch/taking/from : 44A: CHINESE PORT
FOR TRANSPORTATION :44B:TO… BUSAN KOREA
LATEST DATE OF SHIPMENT:44C:040212
DESCRPT OF GOODS/ :45A:
SERVICES
CFR BUSAN,KOREA
COUNTRY OF ORIGIN:
China
Description quantity unit/price amount
—— —— —— ——
100PCT VISCOSE 60,000YDS USD0.33/YD USD19,800
SPUN RAYON
WOVEN FABRIC 30X30/68X68 IN GREY 63”
WEIGHT:165GR/YD
DOCUMENTS REQIIRED :46A:
+FULL SET OF CLEAN ON BOARD OCEAN BILLS OF LADING MADE
OUT TO THE ORDER OF HANVIT BANK,LTD.
MARKED FREIGHT PREPAID AND NOTIFY ACCOUNTEE.
+SIGNED COMMERCIAL INVOICE IN 2 FOLD
+PACKING LIST IN 2 FOLD
ADDITIONAL CONDITIONS :47A:
+ACCEPTANCE COMMISSION AND
DISCOUNT CHARGES ARE FOR ACCOUNT OF APPLICANT
+SHIPPING QUANTITY
AND TOTAL AMOUNT ACCETABLE
5PCT MORE OR LESS
+USE NO HOOKS.
+THIS L/C IS TRANSFERABLE AT THE ADVISING BANK
+ + DARFT FORWARD TO RESOURCES CREDIT DEPT.16-1 YOIDO-DONG,
YOUNGDUNGPO-GU,SEOUL,KOREA 150-010
+ EXCEPT SO FAR AS OTHERWISE EXPRESSL STIPULATED HEREIN,
ALL DOCUMENTS SHOULD INDICATE L/C NUMBER AND MUST BE FORWARDED
DIRECTR TO US IN ONE LOT BY COURIER SERVICES AND THIS L/C IS
SUBJECT TO U.C.P.(1993 REVISOIN) I.C.C.PUBLICATION NO.500.
+++++++++ REIMBURSEMENT IS SUMJECT TO I.C.C URR 525.
+++++++++
CHARGES :71B : ALL BANKING CHARGES(INCLUDING POSTAGE, ADVISING AND PAYMENT CO
MMISSION,NEGOTIATION AND
REIMBURSEMENT COMMISSIN)
OUTSIDE KOREA ARE
FOR ACCOUNT OF BENEFICIARY
PERIOD FOR :48: DOCUMENTS MUST BE PRESENTED
PREDENTATIONS
WITHIN 021 DAYS AFTER THE DATE
OF SHIPMENT OF B/L OR OTHER
TRANSPORTATION DOCUMENTS
COMTIRMATION :49 :WITHOUT
INSTRICTION
SENDER’S :53A: EXIKKRSEXXX
CORESPONDENT + EXPORT-IMPORT BANK OF KOREA,THE +SEOUL
(BANK NO:4198010)+SEOUL
Instruction to bank :78 :
+beneficiary(s) TIME DRAFT SHALL BE NEGOTIATED ON
AT SIGHT BASIS AND SHOULD BE FORWARDED TO THE DEAWEE BANK FOR
THEIR ACCEPTANCE AND DISCOUNT, TOGETHER WITH YOUR CERTIFICATE OF COMPLIANCE.
TRAILER
MAC: 37FA6502 CHK :632C32551B54 DLM:
NNNN
QUESTIONS:
write out the names of the following parties involved in the L/C:
Applicant:
Beneficiary
Paying bank
Negotiating bank
Issuing bank
what kind of credit is this? (eg: documentary or nondocumentary? Time or sight?
Transferable or non-transferable?)
when is this credit issued?
when and where does this credit expire?
what is the total amount of this L/C?
what is the percentage of amount tolerance allowed in the credit?
please give the details of the commodity covered by this credit.
who will bear the acceptance commission and discount charges as per the special
condition?
where is this credit transferable?
what is the port of destination?
what are the banking charges indicated herein ?who will pay them?
when must the documents be presented?
what documents are required under this credit?
what is the tenor (有效期)of the draft under the L/C? can the beneficiary collect the pro
ceeds on at sight basis?
who will cover insurance under the L/C?
Lesson 41
Asking for amendment to L/C
要求修改信用
先生：
我收到你根据我方第QC03/10/20 确立的QD03/10/29号信任。我憾的告知，
受益人名称“青广达品出口公司”而非“山品出口公司”；
在信用数量和金前插入“大”字；
除保/保凭的要求。
因装运期正在近，立即真必要的修改，以便我能按装运。
此致
敬礼
Exercises
translate the following terms and expressions:
Into Chinese:
ensure timely shipment
L/C No.1001 against S/C No.608
make the necessary amendment by fax
delete the clause…
amend the price to read
Into English
信用的修改
修改通知
不符点，差异
插入“大”字
尽快地
Please have your L/C No.092 amended _our S/C SD601, inserting “5% more or less”_ the
quantity and amount.
to, on
against, into
against, after
for, to
On perusal of your L/C No.700, we find the name of goods does not_ the contract,
and should be amended_”Art.no.505”.
agree to, to
agree with, to read
agree on, reading
agree for, to read
Please delete ” shipped in one lot ” and _ the wording “partial shipments and transshi
pment allowed” .
delete
remove
increase
insert
4. We would appreciate your extending the _and _of your L/CNo.211 to June 15 and
July 1 respectively.
A. shipment, validity
B. validity, shipment
C. ship , valid
D. shipping, valid
5. Owing to there _no direct steamer to your port this month, you are requested
to amend the L/C_.
is, to allow transshipment
are, allowing transshipment
being, allowing transshipment
be, allowing transshipment
Please the necessary _ immediately by fax so that we can ship the goods in time.
take ,amendment
do , amending
go , amend
make ,amendment
we have received your L/C No.807, but found it contains the following few _ agai
nst the contract.
discrepancies
discrepancy
mistake
error
we are sorry to say that owing to some delay_ the part of our suppliers , so we
unable to get the goods ready by the end of this month. So we sent you an E-mail
yesterday_:…
in, reads
about, reading
on , reading
with , read
we enclose an amendment advice No.235 _L/C No.890. please check it _ your L/C.
with , to
covering ,to
to. With
about, to
10._ gone through the stipulations of you’re your credit , we find that your L/C _
allow transshipment and partial shipment.
A. Having , does not
B. Upon, do not
C. When , did not
D . After, not
于第303 号信用，我已通知行展装船期和有效期分至9月15日和9月30日。
憾地通知你方，我将上述信用与有合同核金不足。
我你方信用的条款中有下列3点与合同定不符。
将价从打RMB32 加到打RMB35 ，并把金相加到RMB 21000，另外在数量前除“abo
我要求你方通知你地行信用作出必要的修改。
将信用金改28000 英，否，我将无法付据。
因你方的信用修改迄今未到，我恐怕不及将物装本月底起航往你港的“泰山”号。
注意做到在本月内出信用并准船和分批装运。
保最快交，我方要求上述定用航空运。
先生：通知，你方通意志行出的有我方第005号售确的信用第211号收到。
物按票金的110%投保，而不是130%；
物在9/10月装，而不是于9月10日装；
易CIF保，而不是CIFC2%堡。
立即作出必要的修改，以便我方按装运。
上
V．Write a letter in English asking for amendment to the following letter of cred
it by checking it with the given contract terms:
第03JA7031KL 合同条款如下：
方：Maku corporation osalm
方：Dongyi knitwears and home textiles imp./exp. Corporation
商品描述：
Hanes shirt (contract No.03JA7031KL)
号数量价
71-800 67,200PCS USD 1.43/PC
71-801 48,000PCS USD 1.46/PC
71-802 27,600PCS USD1.29/PC
CIF Osaka
：USD201，780。00
装运期：2004年5月31日由中国港口至大阪（Osaka）,允分装，不允船。
付款条件：凭不可撤消的即期信用支付。于装运期前30天到方并在装运后15天内在中国价有效。
保由方根据1981年1月1日中国人民保公司的中国保条款按票金110%投保一切、争和
BASIC HEADER F 01 BKCHCNBJA5XXX 4956 850438 9902231232N
+SUMITOMO BANK LTD OSAKA JAPAN
( BANK NO:2632001) +OSAKA,JAPAN
USER HEADER BANK.PRIORITY 113:
MSG USER REF.108:G/FO-7752807
MT:700——ISSUE OF A DOCUMENTARY CREDIT——
SEQUENCE OF TOTAL ：27 ： 1/1
FORM OF DOCUMENTARY ：40A：IRREVOCABLE
CREDIT
Documentary credit number :20 : G/FO-7752807
DATE AND ISSUE : 31C : 040223
DATE AND PLACE OF :31D: 040531 QINGDAO CHINA
EXPIRY
APPLICANT : 50 : MAKU CORPORATION
OSALM 12-36, KYUTARO-MACHI 4-CHOME CHUO-KU, OSAKA 561-
8177 JAPAN
BENIFICIARY :59: DONGYI KNITWEARS AND HOME TEXTILES IMPORT AND
EXPORT CORPORATION 197
ZHONGHUA ROAD QINGDAO,CHINA
CURRENCY CODE ,AMOUNT : 32B : USD201,780.00
AVAILABLE WITH …BY :41D: ANY BANK BY NEGOTIATION
DRAFTS AT… :42C :AT 30 DAYS SIGHT
DRAWEE :42D: THE SUMITOMO BANK, LTD.OSAKA
PARTIAL SHIPMENT :43P: PROHIBTED
TRANSSHIPMENT :43T: PROHIBTED
Loading/dispatch/taking/from :44A: CHINESE PORT
FOR TRANSPORTATION :44B : TO…
OSAKA
LATEST DATE OF SHIPMENT :44C:040515
DESCRPT OF GOODS/ :45A:
SERVICES
CIF OSAKA
HANES SHIRT (CONTRACT NO.03JA7031KL)
ART/NO. Q’TY UNIT PRICE
71-800 67,200PCS USD 1.43/PC
71-801 48,000PCS USD 1.46/PC
71-802 27,600PCS USD 1.29/PC
DOCUMENTS REQUIRED :46A:
COMMERCIAL INVOICE IN QUINTUPLICATE 166/LMP297,298,299
FULL SET LESS ONE ORIGINAL CLEAN ON BOARD OCEAN BILL OF LADING MARKED FREIGHT PR
EPAID MADE OUT TO ORDER OF THE SHIPPER BLANK ENDORSED NOTIFY APPLICANT
PACKING LIST IN 3 COPIES
G.S.P CERTIFICATE OF ORIGIN FORM A IN 3 COPIES
INSURANCE POLICY OR CERTIFICATE IN DUPLICATE ENDORSED IN BLANK WITH CLAIM PAYABL
E IN JAPAN IN THE DRAFT COVERING 110 PERCENT OF INVOICE VALUE INCLIDING INSTITUT
E WAR CLAUSES INSTITUTE CARGO CLAUSES(ALL RISKS) INSTITUTE S.R.C.C.CLAUSES
BENEFICIARY’S CERTIFICATE STATING THAT ONE SET OF ORIGINAL SHIPPING DOCUMENTS INCL
UDING CERTIFICATE OF ORIGIN FORM A HAS BEEN SENT DIRECTLY TO THE APPLICANT (ATTN
.OSALM SECTION) WITHIN 2 DAYS AFTER SHIPMENT BY AIR COURIER
ADDITIONAL CONDITIONS :47A :
THIS CREDIT IS SUBJECT TO UNIFORM CUSTOMS AND PRACTICE FOR DOCUMENTARY CRE
DITS (1993 REVISION) I.
C.C.PUBLICATION NO 500
T.T.REIMBURSEMENT: UNACCEPTABLE
X) THE GOODS SHOULD BE CONTAINERIZED
X) A COPY OF FAX ADVISING SHIPPING DETAILS TO THE ACCOUNTEE WITHIN 2 DAYS AFTER
SHIPMENT
X) CLEAN ON BPARD COMBINED TRANSPORT B/L OF ITOCHU EXPRESS CO.,LTD IS ACCEPTABLE
CHARGES :71B : ALL BANKING CHARGES AND COMM.OUTSIDE JAPAN ARE FOR A/C OF BENE
FICIARY
PERIOD FOR : 48: DOCUMENTS TO BE PRESENTED
PRESENTATIONS WITHIN 10 DAYS AFTER THE DATE OF SHIPMENT BUT WITHIN THE
VALIDITY OF THE CREDIT
CONFIRMATION : 49: WITHOUT
INSTRUCTION
Instruction to Back :78:
TO NEGOTIATING BANK:
ALL SHIPPING DOCUMENT TO BE SENT DIRECT TO THE OPENING OFFICE BY REGISTERED A
IRMAIL IN ONE LOT UPON RECEIPT OF THE DRAFTS AND DOCUMENT IN ORDER, WE WILL REMI
T THE PROCEEDS TO YOUR ACCOUNT WITH THE BANK DESIGNATED BY YOU
TRAILER
MAC : 51 EF556F CHK : D3A3A848E00C
NNNN
Chapter 11 Claims and Adjustment

Lesson 42
Claim for Inferior Quality
因品低劣提出索
索信
敬启者
事由:于胶印机
很高告知你方，物已于两周前抵达我方。然而物到达后,我一部分
上有迹。我方立即要求定机构天津出入境疫局物行了.随函附寄
告及部分片,表明50根中有6根已生。
我方家机器在前除垢并不底，致外不牢固。
此次事件我造成很大不便，因些机器目前正在行安装，划下个月底运行，然
后投入正常使用。所以我大家希望你能即刻注此事，尽早来替品。
接受索
敬启者：
事由：于胶印机
你方5月4日来函已收悉，得知往你方的物有缺陷，深表歉意。收到信函后，我立即
与生商取得了系。尽管他品量格控，但意外事故有会生。他的已
同意承担次事故的全部任并承上。他要求通我向你方达歉意，并保
似事件不再生。
新的有望下月运抵你方。生放你理。
于你方造成的不便，我方同表示歉意。希望次疏忽不会影响双方今后的。
上
Exercises
1 Translate the following terms and expressions:
A Into Chinese:
1. the captioned goods 7 surveyor
2 survey report 8 Entry-Exit Inspection and Quarantine
Bureau
3 as a result
4 at one’s disposal 9 defective
5 unexpected events 10 convey their apologies
6 upon their arrival
B Into English :
1 向某人索 5 某原因索
2 6
3 某人造成很大麻 7 运行
4 投入正常使用期 8 行格控制
9 承担全部任区 10 接受索
II Choose the text answer to complete each of the following sentences :
1 ____ the arrival of the goods ,our surveyor re-inspected them carefully.
A at B Upon C In D Of
2 We are____ the opinion that the damage occurred in transit .
A to B against C as D for
3 The goods arrived in bad condition and our clients refused to accept them ___
__a result.
A with B for C as D became
4 The quality control department exercises strict control ____ the quality of t
he products .
A to B for C over D I n
5 As our clients are in urgent need of the goods ,we hope you can ship them____
_ delay .
A without B with C of D against
6 It is obvious that the damage was caused ______ inadequate packing .
A as B of C by D for
7 -------What are we going to do ?----I’m_____your disposal .
A in B at C with D by
8 The machines were badly rusted . Therefore they cannot be ___into regular ser
vice .
A put B placed C seated D thrown
9 Once you receive our letter of complaint ,we hope you can give -___attention
to the case .
A prompt B quick C time D immediately
10 Finely, the exporter agreed to accept ____ responsibility for the incident a
nd promised to
Replace all the wrongly delivered goods .
A full B little C some D no
III Translate the following sentences into English
1 告明(lobsters)量不好,而且没有充分的包装.
2 合同中定索要在物到达目的地之后立即提出.
3 我希望件不愉快的事情不会影响我今后的易.
4 到后我立即行了,短重500公斤.
5 我公司品量一向格控制,因此,到在止我没有收到客投(complaint).
6 他持方用完好无的物有瑕疵的物 .
7 客急需批,我尽快解决索事件.
8 志方愿意此事承担全部任.
9 箱后我吃惊地,部分罐已霉(be mouldy)
10 到后我行,花生的粒比品小,然是二等.而非合同中定的一等.
IV Translate the following letter into English
事先生:
我方CF203 下之罐装水果已于昨日抵达。但我却量与品相差甚，无法食用。我
V　Write an English letter based on the following information :
You are making a chain for the bad quality of dried mushrooms .When the goods
arrived you found worms in the plastic bags containing the dried mushrooms. The
survey report shows that they were not properly dehydrate (脱水)before loading .Show
your evidence and ask for compensation .
Lesson 43
Chain on Damaged Goods
受物提出索
受物提出索
白先生：
　　　你方玩具于今早抵达我方（号ＳＩＩ０６）。然而当我内装物。却置于８号箱
因我方急需以履行我方一主要客的，所以你有必要尽早。
　　　若能及理，不感激。
　　　　　　　　　　　　　　　　　　　　　　　　　　　上
　
回索
金先生：
从你方１２月１１号来的真上悉，一装有第ＳＩＩ０６号物的箱子抵达后受，我深表
然而于我期的易系，帮助你方客的承，我愿意在合同价格降3%的基上再
尽快回你方意。
Exercises
I Translate the following terms and expression :
A Into Chinese
1 be urgently needed 6 clean bill of lading
2 major customer 7 liability
3 replacement 8 settlement of your claim
4 in perfect condition 9 commitment
5 ship owner
B Into English
1 于 6 无法售的
2 易物 7 保公司
3 内装物 8 会同价格降3%
4 在于是乎 9 拒接受索
5 接受
II Choose the best answer to complete each of the following sentences :
1 The packing are insufficient and the ____leak out considerably .
A inside B material C goods D contents
2 A close inspection and a careful test by Shanghai Entry-Exit Inspection and Qu
arantine Bureau showed that some amplifiers(音器) are ____damaged.
A badly B bad C perfect D well
3 Much to our astonishment ,nearly 30% of the electronic components ___water sta
ined
A find B found C were found D have found
4 The damage to the machine tools occurred ___transit ,so you should lodge a cl
aim against the insurance company.
A at B in C for D with
5 Considering our good relations ,we are prepared to allow you 5% ____the origin
al price .
A off B reduction C low D lower than
6 We have a clean bill of lading to prove that the goods were received by the ca
rrier in ____condition. Therefore ,they must have been damaged route .
A badly B terrible C well D perfect
7 It would be unfair if the loss be totally imposed on as the liability rests __
_both parties .But we are ready to meet you half way , i.e.to pay 50% of the los
s only .
A with B against C for D of
8 You can approach ___the insurance company ___the shipping company for claim ,a
s the liability rests with them
A neither , nor B both ,and C either, or D either ,nor
9 We are heavily ___at the moment, and we regret we cannot advance shipment of y
our order
A committed B crushed C burdened D promised
10 Our goods have been weighed carefully before shipping and we have ____that fu
ll weight was delivered
A certificate B document C evidence D inspection
III Translate the following sentences into English
1 我已邀保公司箱子和箱内所装的，坏事故系包装不牢所致。
2 在CIF 条件下，我方承担物运上船前的一切。
3 我同意通降低我新合同的价格来弥你的失。
4 我方已与承保人系了，但他拒任何任。他把失咎于海运途中的潮湿天气。
5 你方物抵达我方，重受，根本无法售。
6 我失不是在运途中，就是在装运前生的。
7. 由于你方提供的据不充分 ,因此我不接受你方。
8. 由于任不在我方, 因此我拒索。
9. 物抵达后,我行了仔,部分袋子状况不佳。
10. 我第369号的短重300公斤, 在向你索800美元,包括在内。
IV. Translate the following letter into English:
事先生:
我十分憾的得知有10台洗衣机因木箱坏而受。可并非我的。首先,我用以装运
上
V. Write an English letter based on the following information:
The shipment of the glassware you ordered has arrived, but a number of th
e wooden cases and contents inside were found broken. The survey report from the
Entry-Exit Inspection and Quarantine Bureau shows that the breakage is due to
bad stowage(装方法)—the cases containing the glassware put under machines in the same hol
ou claim for $8,000.But you need to decide first against whom you should file t
he claim.
Lesson 44
Claim for Delay in Delivery
交延提出投
事先生：
我方2月5日通子件通知你方就第007号立信用（BF909号）。已向你方明自信用立
我必指出，此次耽已我方造成极大不便。我方目前淀粉存已用完，不能足客的需要，所以
因此我想知道你方未行我方的原因。如果你方不能供，我将不得不取消，另其他供
上
Exercises
I. Translate the following terms and expressions:
A:Into Chinese:
shipping advice 4. complaint about
as a consequence 5. be compelled to
non-execution of the order
B.Into English:
1. 用信用 4. 取消
2． 5. 有存
3．足某方的需要 6. 指出
We advise you to ＿＿ an order now, otherwise you will lose this good opportunity.
A.put B.draw C.place D.cancel
2. As the ship left here more than a month age,it ＿＿ reached yours port.
A.have B.but C. must D. must have
3 One of our major clients complains ＿＿ the outdated pattern of the embroidered p
roducts.
A.about B.for C.that D.against
4. Please inform us at once whether you can deliver the goods by the end of July
. If you cannot,we shall have to ＿＿ the order.
A.place B.advance C.cancel D.return
5. From the day we paid you the first sum by T/T,two months have
Passed but we have not yet the shipping ＿＿ from have.
A.suggestion B.option C.comment D.advice
6. We regret the ＿＿ you have sustained(蒙受),but trust this unavoidable accident will no
influence you unfavourably in future orders.
A.conveniently B. inconvenient
C.convenience D. inconvenience
7. Our customers are deeply ＿＿ by the novel(新的)pattern of your bed-sheets.Therefore t
would like to place a trial order.
A.impressing B.impression C.impressed D.carved
8. Owing to bad harvest,the cost of cotton has gone up. ＿＿ ,the market for textiles
is advancing.
A.In consequence of B.As a condequence of
C.As a condequence D.Because
9. We ＿＿ cancel the order and lodge a claim against you for $10.000 as a result of y
our non-delivery of our order.
A.compel to B.are compel to
C.are compelled to D.have compelled to
10.Your non-fulfiiment of our order makes us unable to ＿＿ our clients’demands.
A.settle B.catch C.meet D.deliver
你方于运的投已熟悉.由于部分原材料供不及,造成此次事件,我深表歉意。
很明，你方已。由于急需所的衫，此次事件确我来了多不便。
如你所知，此商品属季性商品，因此我不得不取消，求其他供商。
由于你方延，致使我方失占整个欧洲市的先机。
如果你能提供新、量上乘的品，我方将大量。
告知所有存已用完，盼及。
你方未行我方，是我于尬境地，我要求你方合理。
我方用抱怨，你方物与期望不符。
尽快，以足客的需要。
部分箱子已散架，我得你方有必要上。
IV. Write an English letter based on the following information:
作口商，你方一批T恤衫，2号168。你方于5月15号下已明交日期不
写一封信取消，并提出索5000美元，并要求方就其行作出解。
KEY
Layout of Business Letters and E-mails
I.
II．
III.
Five Dragons International Toys Company
8 Yangxijiang North Road
Yangzhou, Jiangsu, 225008 China
August 5,20…
A & A 4Kidz Inc
Beursplen 37,3001 DD Rotterdam, Netherlands
ATTN: Import Department
Dear Sirs,
RE: Chidren Toys
We learn yours name and address from International Business Daily, and know t
hat you would like to import Chinese toys.
We are a toy company with customers from both China and abroad. We not only s
upply to a number of big chain stores across China, but also receive substantial
orders from many major global retailers such as Wal-Mart,Carrefour and Aears.
Enclosed is an illustrated catalogue of our products.We are confident that th
ey will be appealing to you.
If you are interested in any them,we would be glad to send you some samples fo
r your consideration.
Your early reply will be appreciated.
Yours faithfully,
王新
Wang Xin
Export Manager
Five Dragons International Toys Compan
y
Ⅳ.
Tianjin Tanggu Foodstaff Company Limited
Hubei Road No.17,Tanggu District ,Tianjin ,China
May 12, 20……
Network foods limited
42—44 Sheehan road Heidelberg west Victoria,3081
Australia
ATTN : Mr. Michael Fox
Dear Sirs,
Subject :Soy source
We are very glad to hear from you so soon and learn that you are interested
in our soy source.
Our earliest time of shipment is June of this year. We usually only accept payme
nt by letter of credit, but considering you are introduced to us by one of our v
ery reliable business partners, we are willing to allow you to pay us by T/T 30%
of the total value before the goods are shipped, and the rest paid by T/T after
the goods arrive .
As to quality ,Chinese soy source is always the best .
If you think this arrangement is acceptable, please let us know as soon as you c
an .
Yours truly,
Wang Bin
Overseas marketing manager
Tianjin Tanggu Foodstaff Company Limite
d
V.
Hangzhou Copying Equipment Co.
No.8 Xihu Longwu Industrial Park
Hangzhou,Zhejiang,China
Amsterdam Commodities NV
Beursplein 37
3001 DD Rotterdam, the Netherlands
KEY
Chapter 1 Establishing Trade Relations
Lesson 1
I.
A.
1.盼望……
2.有利的答,佳音
3.易系的建立
4.情况
5.目前可供出口的品
6.出口
7.通函
8.具体
9.惠价格
10.随附……收
B.
1. establish / enter into trade relations
2. prospective buyers / client
3. cotton piece goods
4. business scope
5. at an early date
6. general idea
7. various kinds of
8. price list
9. sample books
10. upon receipt of
II.
1. B 2.A 3.B 4.B 5.D 6.B 7.B 8.B 9.A 10.C
III.
1．我愿意在平等互利的基上与你公司建立易系。
2．我致函，介本公司是各空的最大的出口商之一。
3．了把我的品展到欧洲市，我方致函方求合作机会。
4．我有各各的色和尺寸，能足多需求。
5．我已航空寄方有品的（）广告。如某些感趣，告知。
6．多年的努力，我已拓展了范，目前我近百品。
7．我主要是多工品的出口。
8．万一公司不口上述品，如能将此信相的公司，我将非常感激。
9．作摩托出口商，我愿与方在一行作些交易。
10．了你大体了解我的品，另封寄上目一份以及三份小册子供方参考。
Ⅳ.
1. We are introducing ourselves as an exporter of imitation jewelry with years o
f experiences in this line.
2. Your letter addressed to our head office last week has been given to us becau
se the article you mentioned falls within our business scope.
3. We have various kinds of light industrial products available for export.
4. We have are glad to receive your letter enclosing an illustrated catalogue.
5. We look forward to receiving your specific requirements for our products.
6. We are a well established private company and desire to establish trade relat
ions with you.
7. The manager gave me a brief introduction to Messrs Johnson, which is a prospe
ctive customer.
8. In order to give you a general idea of the items in the sheet, we are enclosi
ng a brochure and a latest price list.
9. We consider it as a favorable balance of trade when exports exceed imports.
10. Our products are good in quality and favorable in price.
Ⅴ.
Dear Sirs,
We learn from China Daily of last week that you are interested in silk cloth
es.
We introduce ourselves as a leading exporter here in the line of garments an
d are willing to set up / establish / enter into business relations with you on
the basis of equality and mutual benefit.
Our silk clothes are made of high quality silk materials with traditional wo
rkmanship. For your reference, we are enclosing an illustrated catalogue and the
latest price list. If you are interested, please send us your specific inquiry
on receipt of which we will send our quotation and samples.
We are looking forward to your early reply.
Yours faithfully，
Ⅵ.
Date: 20th April 20…
Foothill Enterprises Trade Development Co. Ltd.
Taiz Street
P. O. Box 22789
Sana’a Republic of Yemen
Dear Sirs,
Your company has been introduced to us by Commercial Counselor’s Office of your em
bassy in Beijing as prospective buyers of arts & crafts.
In order to introduce our products to the Middle East, we are writing to you
in the hope of establishing trade relations.
The main line of our business covers the export of chinaware of superb quali
ty, fashionable design and competitive price, which enjoys a good reputation all
over the world. For your information, we are enclosing an illustrated catalogue
and the latest. Samples and quotations will be airmailed to you upon receipt of
your specific inquiries.
Looking forward to your early reply.
Yours faithfully,
Lesson 2
Ⅰ.
A.
1.源充足
2．消品
3．成品
4．气品
5．品
6．量上乘/低劣
7．供短缺
8．品
9．
10．没什意思的目
B.
1. Chamber of Commerce 7. please note that…
2. merchandise / goods 8. sample survey
3. ICC 9. The Chinese Export Commodities Fair
4. quality 10. counter sample
5. sample cutting
6. illustrated catalogue
Ⅱ.
1.C 2.A 3.B 4.B 5.C 6.B 7.C 8.A 9.B 10.B
Ⅲ.
1. Your company has been recommended to us by CCPIT.
2. Prices tend to be low when supply exceeds demand.
3. On the recommendation of local Chamber of Commerce, we are writing to you i
n the hope of establishing trade relations with you.
4. From your latest catalogue, we note that you are able to supply corm in lar
ge quantities.
5. All the sample cups sent to us are decorated with cartoon figures.
6. The goods available for export at present are all illustrated in the catalo
gue.
7. We will airmail you the samples and brochures upon receipt of your reply.
8. Please note that items No.A-228 and No.A-315 in the catalogue are in short
supply at present.
9. Please forward your letter to our branch office in New Jersey direct to avo
id any delay.
10. We await your samples.
Ⅳ.
Dear Sirs,
We learn from the Commercial Counselor’s Office of your embassy in Beijing
that you are an exporter of foodstuff. As a retailer specializing in canned food
, we are writing to you in the hope of setting up business relations with you.
From your circular we note that you are able to supply various kinds of ca
nned food. We shall appreciate it if you will supply us with your latest price l
ists and illustrated catalogues.
We shall buy large quantities if your goods are favorable in price and goo
d in quality.
We await your early reply.
Yours faithfully,
Lesson 3
Ⅰ.
A.
1.子公司 6.研究和
2．老客，固定客 7.国准化
3．部在…… 8.出口交易
4. (英)股份有公司(Public Limited Company) 9.<<富>>500
5.控股公司 10.平等互利原
B.
1. consumer goods 6. brand
2. establish / form / create / 7. annual turnover
3. deal in / handle 8. head office
4. specialize in 9. branch office
5. be in… line(business) 10. parent company
Ⅱ.
1.C 2.B 3.B 4.D 5.D 6.B 7.B 8.A 9.A 10.B
Ⅲ.
1.百事可公司,部在的Purchase,是全球方便食品及料生的者,年售定70美元,有1
y合并而成的，其目是成世界上最大的方便食品和料的消品公司。公司所做的件事都持
2．惠普是全球消者、企及公共机构技解决方案的提供者。公司消者、企和中小型公司提供
3．生公司是世界上最大的保健品生商，同也消品、品及医市提供相服。公
4．立信是全球最大的移通信供商，支持无通的所在主要准。全球10大移通信运商都是
5．海成立于是1984年，最初生家用冰箱。在海生一系列的家用器新品，有96个品，
Ⅳ.
1. We are a Sino-US joint venture specializing in export.
2. The company started its snack food in 1966 and now has become one of the larg
est multinational snack companies in the world with branches in more than 40 cou
nties.
3. Our company is based in Tokyo, Japan and has 157,000 employees worldwide and
35,000 in the headquarters. The net profits totaled 4.6 trillion yen for the yea
r 2003.
4. Goodyear, the largest tire & rubber company in the world, covers business all
over 6 continents in the world with the annual turnover nearly 14 billion US do
llars. Apart from Goodyear, the company also produces and markets other tires of
famous brand, including Dunlop, Kelly, Fulda, Lee, Sava and Debica.
5. Toys “R” US, Inc., the largest toy retailer in the United States, specializes in
toys, children’s clothes and baby care with 1,600stores all over the world.
Ⅴ.
Founded in Beijing in 1950, SINOCHEM Group is a state-owned enterprise
Enterprise traditionally handing the import, export, domestic trade and transit
trade of oil, fertilizer, rubber, plastics and chemicals, New the company also o
perates property, hotels, finance, insurance, transport and warehousing.
With sales revenues hitting US $ 18.761 billion and net profits reaching
US $ 101 million in 2002, Sinochem ranked 248 in the Fortune 500. The brand name
SINOCHEM has become a world-renowned name in the petrochemical industry.
Lesson 4
Ⅰ.
A.
1.……信息保密 6.打听
2.告知…… 7.渣打行
3.茶 8.如你能……,我将非常感激
4.履行 9.告知某人某事
5. 10.随告知某人某事
B.
1. in advance 6. a law firm
2. on sb.’s part / on the part of sb. 7. business standing / status
3. the above mentioned 8. credit standing / status
4. approach / contact… for … 9. financial standing / status
5. reference bank 10. keep sth. In confidence
Ⅱ.
1.A 2.C 3.D 4.A 5.B 6.B 7.A 8.B 9.B 10.D
Ⅲ.
1. It would be appreciated if you could execute our order within the stipulate
d time.
2. Please keep us informed of the development in your peanuts market.
3. We assure you that all the information about the financial and business sta
nding of the company will be kept in strict confidence and without any responsib
ility on your part.
4. The coffee retailer has given your name as a reference.
5. A customer in Southeast Asia in approaching us for the purchase of refriger
ators.
6. We have received your letter of 29th asking us to inquire into the backgrou
nd of the company.
7. Please be informed that the company in question, mainly dealing in import a
nd export of agricultural products, has a good credit standing.
8. The customers are writing letters inquiring about the execution of the orde
r.
9. We will appreciate it if you can recommend our products to the importer fro
m North America.
10. We are not sure about the financial standing of this company and therefore
recommend a cautious approach when dealing with them.
Ⅳ.
先生:
我已从北京城市商行收到你方在6月6日信中要了解的信息.方提到的汽公司是一家外
信息是保密的，我方不承担任何任。
商祺
Ⅴ.
Date: 25 April,20…
The Bank of China
Dear Sirs,
We are going to execute an order from a new customer in America about whom we
know little. We would highly appreciate it if you could inform us, in confidenc
e, of the financial and business standing of the firm, details of which are give
s as follows:
Name: Universal Trading Co. Ltd.
Address: P.O. box 1734
Otterspool Way
Watford, Herts WD25 8WW
UNITED KINGDOM
Reference bank: Barclays Bank PLC
54 Lombard Street,
London EC4 3AH, UK
Please approach the above reference bank for all possible information we require
. Any information you give will be kept in strict confidence and without any res
ponsibility on your part.
Thank you in advance.
Yours faithfully,
Chapter 2 Enquiries and Offers

Lesson 5
Ⅰ.
A.
1.向某人某 6.向…………的价格
2．一批……存 7.某物
3.有…… 8.向…………的价格
4.无,缺 9.研部
5.向……保…… 10.部
B.
1. enquiry 6. will consider
2. inform 7. enlarged
3. quotation 8. enquiry
4. line 9. quote
5. stock 10. assured
Ⅱ.
1. C 2.B 3.A 4.B 5.D 6.A 7.A 8.A 9.B 10.D
Ⅲ.
1. look forward 6. will
2. inform 7. enlarged
3. quotation 8. enquiry
4. line 9. quote
5. stock 10. assured
Ⅳ.
1.向我方考24英寸“海信”牌高清晰度彩色机成本加运保釜山价。
2．需求活，存稀少。
3．我方已收到其他主我方胶卷的大量。
4．如有男式真皮手套，寄全套品。
5．我方保我的价相当惠。
Ⅴ.
1. We have received your enquiry of August 1 for our Olympus Digital Cameras.
2. The1, 000 sets of refrigerators you require can all be supplied from stock
.
3. We have a large stock and are pleased to send you samples of various patte
rns and colors you require.
4. Tank you for your enquiry of October 1 for Philips Vacuum Cleaners and we
now enclose a full range of illustrated catalogues for goods that are in product
ion.
5. We will appreciate it very much if you can quote us the lowest price for h
igh quality green tea CIF Melbourne.
6. We can assure you of our good credit standing.
7. Fax machines, of which you have enquired for 5,000 sets, are out of stock a
t present.
8. Please quote us the most favorable price for 1,000 cases of lipsticks CFR Q
ingdao.
9. We look forward to meeting your representatives at this year’s China Export C
ommodities Fair.
10. Please be assured that we supply silk pajamas regularly.
Ⅵ.
Dear Sirs
Digital Cameras
We are interested in your various types of digital cameras displayed at th
e Guangzhou Fair in April.
We introduce ourselves as one of the largest importers of electric goods i
n London and have been in this line for over ten years. We expect to establish b
usiness relations with you with keen interest.
At present we are enlarging our import business and the said products fit
in very well. Please sends us a full rang of illustrated catalogues and samples.
We will appreciate it very much if you will quote us the lowest price CIF Londo
n for the digital cameras that can be supplied from stock.
We look forward to your early reply.
Yours faithfully,
Lesson 6
Ⅰ.
A.
1.于 6.立即交
2．用敦豪快 7.立即装运
3．用特快 8.通快
4．于 9.确品
5．得到注意，予以理 10.品本
B.
1. cotton piece goods 6. pure cotton goods
2. buying sample 7. correspond with
3. by airmail 8. counter-sample
4. regarding 9. irrevocable sight L/C
5. be obliged 10. give an immediate reply
Ⅱ.
1. C 2.A 3.C 4.D 5.D 6.A 7.B 8.C 9.C 10.D
Ⅲ.
1. You are requested to provide us with samples of pure silk hand-kerchiefs cor
responding with the design and quality to those we enclose here.
2. All the items listed in our catalogue are now in stock and ready for immedia
te shipment.
3. If you have no TV sets of Model 2930 in stock, please quote us the price for
Model 2935 or any other models that can be supplied from stock.
4. We shall be obliged if you will give an immediate and careful attention to o
ur enquiry for cotton piece goods.
5. Regarding buying samples, we will immediately send them by airmail in order
to let you know the quality and shade we require.
6. We are making an enquiry for approximately 2,000 cashmere coats.
7. If blankets are out of stock, please tell us when you can get fresh supplies
.
8. The quality of our required goods must correspond with that of those previou
sly supplied us.
9. We are please to send you by airmail our revised catalogue and a price list.
We hope you will be interested in our chinaware.
10. Please send us a full range of Christmas candle samples, quoting us your co
mpetitive price for a large quantity order.
Ⅳ.
Fine Toys Inc.
32 Granville Street, Fresno
Los Angeles, USA
December 1, 20…
Shandong Arts and Crafts Imp/Exp Corporation
100 Hong Kong Road
Qingdao, China
ATTN: Mr. Wang, Manager of Export Dept
Dear Mr. Wang,
Bamboo Toys
We introduce ourselves as the biggest importer of toys in Los Angeles. The
bamboo toys you have advertised on “New York Times” suit our needs very much.
We are now making you an enquiry for approximately 200,000 bamboo toys in order
to meet the market demand.
We have sent you separately our buying samples for you to have an idea of t
he quality and models we need. Please send us by airmail your samples correspond
ing with our buying samples and quote us the best price CIF Los Angeles.
We shall be obliged if you will give us your immediate attention.
Yours faithfully，
John Smith
Import Manager
Fine Toys Inc.
Lesson7
Ⅰ
A.
1. 向某人……
2. 向某人……
3. 根据要求
4. 同意某事
5. 上，立即
6. 旺季
7. 淡季
8. 另，另寄
9. 告我……
10. 我……
B.
1. offer
2. quotation sheet
3. prompt shipment
4. final confirmation
5. subject to
6. under separate cover
7. without any delay
8. selling season
9. non-firm offer
10. on the basis of ...
Ⅱ
1.A 2.A 3.B 4.C 5.C 6.A 7.B 8.A 9.C 10.B
Ⅲ
1. under separate cover
2. on the basis of
3. As requested
4. respective
5. prompt
6. without any delay
7. offering
8. let us know
9. agree
10.subject to
Ⅳ.
1. 所的价格都是成本加运保不含佣金的价格。
2. 我方以物未售出条件。
3. 你方5000吨“雪花”牌度97%的，成本加运保敦佣金5%，9月装运，以我方最后确
4. 我已收到T恤衫的，但所价格太高。
5. 如能仔理我方，不感激。
6. 憾通知，目前没有可供出口的空。
7. 众所周知，我方男式衫量良，价格合理，我相信你肯定会同意我方价。
8. 可即期装运的的数量已在此指明。
9. 你方我方6月1日所作的是可以接受的。
10. 售季日益近，尽快向我方。
Ⅴ.
1. As requested in your letter of August 10, we are making you an offer for 400
sets of IBM Notebook Computers.
2. We are offering you 500 sets of air-conditioners at USD 250 per set CFR San F
rancisco for May shipment.
3. Please quote us the best price for 2,000 high-definition color TV sets of 29
inches FOB Qingdao including 2% commission for August shipment.
4. If you have automatic washing machines in stock, please quote us a price on C
FR Osaka basis.
5. The respective quantities of these two shampoos that we have in stock are 1,0
00 and 2,000 bottles.
6. If you agree to our quotation for mountain bicycles, please let us know witho
ut any delay.
7. We are making you an offer subject to your reply reaching us before 20th of t
his month.
8. As your silk garments are of exquisite workmanship and moved designs, please
let us have your best offer.
9. As requested, we are sending you under separate cover a tea set.
10. We wish to establish business relations with you on the basis of equality an
d mutual benefit.
Ⅵ.
Gold King Candle Co. Ltd
11th Floor, Futai Plaza
100 Hong Kong Road
Qingdao, China
November 10, 20…
Worldwide Trading Pty. Ltd
Level 25, 367 Collins Street
Sydney, Australia
Dear Sirs,
Thank you for your enquiry of December 5 for Christmas candles.
As requested, we are offering Article No.202 candles you require at USD 340 per
case CIFC2% Sydney subject to our final confirmation.
It is known that our products are superior in quality and moderate in price, and
are very popular in the international market. We hope you will agree to our quo
tation.
As Christmas is approaching, please send us your orders without any delay.
Your prompt reply will be highly appreciated.
Yours faithfully,
Golden King Candle Co. Ltd
Gaoli
Export Manager
Lesson8
Ⅰ.
A.
1. 确……的收悉
2. 能做某事
3. 短吨
4. 公吨
5. 下的合同
6.确
7.提
8.交
9.供你方考
10.跟你一下
B.
1. captioned goods
2. firm offer
3. in reply
4. long ton
5. for your perusal
6. as per
7. place an order with sb. for sth.
8. in one’s favor
9. sales confirmation
10. attractive price
Ⅱ.
1. C 2. B 3. 4. A5. A 6. D 7. B 8. C 9. B 10. A
Ⅲ.
1. receipt
2. form
3. learn
4. order
5. delivery
6. reply
7. subject
8. reaching
9. per
10. shipment
Ⅳ.
1.确已通真向你方了下述商品的,9月20日到有效。
2．如下，以我方9月25日下午4前收到你方答有效。
3．T恤衫价如此惠，是因我有大量。
4．感你11月9日，另封寄上皮鞋品及价目。
5．我方能向你方划1 500吨加拿大燕麦，吨400美元，即期装运。
Ⅴ.
1. We acknowledge receipt of your E-mail of June 18.
2. In reply to your enquiry of March 18,we making you an offer subject ot you
r reply reaching here before April 1.
3. We confirm having sold to you 2,000 electric shavers.
4. We are prepared to place an order with you for 2,000 dozen stretch nylon s
ocks, details as per the attached sheet.
5. We acknowledge receipt of your letter of March 10, form which we have lear
ned that you hope to receive our offer for canned food.
6. For your information, our quotations are very reasonable and have been acc
epted by many clients in Europe.
7. Pleased rest assured that we can effect delivery within one month of the c
aptioned goods you have ordered.
8. The offer is valid for 3 days only, and please make up your mind as soon a
s possible.
9. Because summer is approaching and demand for air-conditioners are increasi
ng, we are sorry we not in a position to meet your requirements in such a large
quantity.
10. We are sending a price-list and full sales promotion literature for your
reference.
Ⅵ.
Dear Sirs,
We acknowledge receipt of your letter dated May 15.
In reply to you Rourou Brand Pillow Cases, we are making you an offer as
follows:
Name of Commodity: Rourou Brand Pillow Cases
Specifications: NJ100
Quantity: 40,000 pairs
Price: at USD 22 per pair CIF Copenhagen including 5% commission.
Payment: by a confirmed irrevocable L/C payable by sight draft.
Shipment: during July/August 20…
This offer is firm subject to your reply reaching us before the end of t
his month.
For your information, there is little likelihood of the goods remaining
unsold once this particular offer has lapsed.
Yours faithfully,
Lesson9
Ⅰ.
A.
1. 主要商
2. 真空袋
3. 脱皮花生
4. 同
5．就某事系某人
6. 有争力的
7. 大量的
8．通航空寄
9. 确已收到……
10. 从……口
B.
1. Internet
2. look for
3. fall within the scope of our business activities
4. be in … line
5. detailed information
6. take this opportunity to do sth.
7. latest catalogue
8. carton
9. export…to…
10. as follows
Ⅱ.
1.D 2.B 3.C 4.B 5.D 6.D 7.A 8.B 9.A 10.C
Ⅲ.
1. looking for
2. take this opportunity
3. For your information
4. latest
5. place an order
6. fall
7. confirm
8. In reply
9. in a position
10. as follows
Ⅳ.
1. We learn from the Internet that you are a leading importer of cars of various
brands.
2. We are looking for a new supplier of medicines and healthcare products in Chi
na.
3. We have been in drawn woks business for 20 years with many regular customers.
4. The electric appliances you require fall within our business scope.
5. We would like to take this opportunity to inform you that we can supply flopp
y disks you require.
6. For detailed information regarding this car model please contract our local d
ealers.
7. We approach you to introduce our carpets of the latest design.
8. As requested, we are airmailing you separately the latest sample hook for 100
% cotton bed sheets.
9. In the meantime, we are glad to make you a most competitive offer for ink-jet
printers as follows.
10. In reply, we are now offering you stainless steel dinnerware as follows.
Ⅴ.
敬启者:
向你方做有争力的如下:
品名:“海”牌照相机
数量：2 000台
价格：台200美元成本加运保包括3%的佣金
包装：用箱包装
装运期：20…年3/4月
支付:凭即期票支付的不可撤的信用
此是,本月底前到有效。
立即答
上
Ⅵ.
Yellow Sea Tyre Co. Ltd
15th Floor, Trade Mansion, 30 Zhoushan Road
Qingdao, China
Tel: 0086-532-2688888
E-mail: yst@qdcnc.com
May 1, 20...
Greenworld Trading Pty. Ltd
36 Tower Street
Sydney, Australia
Dear Sirs,
We learn your name and address from www.business.com that you are looking for a
tyre supplier in China.
Our company is a state-operated corporation handling both the import and export
of tyres. We are one of the leading dealers in the tyre business in China.
As your requirements fall within our business scope, we would like to take this
opportunity to approach you. In order to let you have more detailed information
about our products, we are sending you under separate cover the latest catalogue
.
In the meantime, we are glad to make you a special offer for tyres of the follow
ing models that are very popular at present.
Model XXX, at USD 50 each FOB Qingdao
Shipment can be made in 30 days after receipt of your order.
Payment is made by irrevocable L/C payable by sight draft.
Your prompt reply will be highly appreciated.
Yours faithfully,
Lesson10
Ⅰ.
A.
1. ……意
2. 中断生的
3. 令某人意
4. 令某人意
5. 投入生
6. 用B代替A
7. 用A代替B
8. 在生中
9. 国准化
10. 世界易
B.
1. replacement
2. enjoy excellent sales
3. by express airmail
4. find a ready sale for…
5. price list
6. detailed specification
7. catalogue
8. producer
9. out of production
10. be interested in
Ⅱ.
1.B 2.A 3.B 4.A 5.A 6.C 7.B 8.A 9.B 10.C
Ⅲ.
1. interested
2. interest
3. interested
4. interesting
5. interest
6. satisfied
7. satisfy
8. satisfactorily
9. satisfaction
10. satisfactory
Ⅳ.
1. 我方将100台全自洗衣机,以替那些半自洗衣机。
2．如首笔行得令我方客意，我方打算从你方大量。
3．足你方需要，推荐一良的代用品。在量上它和所的商品一好，但价格要低20%，在
4．我方想要大量棉床，如能成本加运保价，不感激。
5．我方皮手套以料良、做工精而名，在欧洲很。
Ⅴ.
1. The shipment of 20,000 metric tons cement has proved quite satisfactory.
2. Our cotton piece gooks are enjoying fast sales because of their reasonable pr
ices and quality.
3. Our customers are very interested in the quality but not satisfied with the p
rice of your products.
4. As the production of this article has been discontinued we are unable to supp
ly it from stock for time being, but we will contact you again in a mouth.
5. If you are interested in our quotation, please let us know.
6. If you are interested in your bicycles, and would like to know what the price
for each set is.
7. We assure you that we will certainly find a ready sale for your sunglasses.
8. As requested, we have sent you by express mail the latest sample and catalogu
e regarding the products available for export at present.
9. As we cannot supply nylon covers in red from stock, can we substitute nylon c
overs in green?
10. This is an ideal substitute for wool.
Ⅵ.
Beijing Electric Appliance Imp./Exp. Corp.
100 Changan Street
Beijing, China
May 15, 20…
Messrs William & Sons Co. Ltd
76 Lancaster House
Manchester, England
Dear Sirs,
We are pleased to have received your letter of May 1 asking whether we could sup
ply you with 5,000 sets of air-conditioners under Type No. TW2000. We very much
regret that we are unable to supply the said goods, because they are out of stoc
k.
In order to meet your demand, we would like to recommend an excellent substitute
. The new product –speed-adjustable air-conditioners-is as good as the inquired sp
lit-type air-conditioners in quality, but the prices are 30% lower. It is alread
y quite popular here in China, and we are sure it will find a ready market in yo
ur country too.
Enclosed please find our pricelist and catalogue. We look forward to your early
orders.
Yours faithfully,
Lijian
Beijing Electric Appliance Imp./ Exp. Corp
Lesson11
Ⅰ.
A.
1. 商参
2. 中国国易促委会
3. 中国出口商品交易会
4. 系某人
5. 最低价
B.
1. at this moment
2. sell out
3. obtain...from
4. Expect to do
5. contract sb.
Ⅱ.
1.A 2.B 3.B 4.C 5.B 6.D 7.D 8.B 9.C 10.A
Ⅲ.
1. substitute
2. contracted
3. expect
4. interest
5. enjoy fast sales
6. satisfaction
7. resume
8. sold out
9. production
10. at this moment
Ⅳ.
1. 我的全棉床久耐用而且价格合理，在世界市上已十分，故我目前已很足日益
2. 因工人工，生停止。一旦恢生，我将立即系你方。
3. 目前，我方不能供花生油。一旦有，我将立即你最惠价。
4. 大家普遍公司的状况将会改善。
5. 些促的服装在展出后几个小内就完了。
Ⅴ.
1. We have modified the color of the sample as requested.
2. As soon as fresh suppliers are available, we shall contract you immediately.
3. Because of material shortage, production has been discontinued. But once we r
esume production, we shall contract you without any delay.
4. Can you tell us how much you have in supply at the moment?
5. This article is sold out, so we are not in a position to make offers right no
w.
6. As an established dealer in this line, we are sure we can obtain the best pri
ces for you.
7. We expect you to make your best quotation for silk blouses.
8. We are sending you a general catalogue regarding our complete line of chinawa
re. We expect you will find the prices, quality and patterns all satisfactory.
9. If you can supply the goods as required, please make us a best firm offer.
10. This is to inform you that owing to the changes in the market, our quotation
of May 4 is received to USD2,800 per metric ton.
Ⅵ.
Guangdong Electric Appliances Co. Ltd.
200 Zhongshan Road
Guangzhou City, Guangdong, China
June 10,20…
Wizard Gadgets Pty. Ltd.
100 Chaplin Road
Silver Coast 3220
Australia
Dear Sirs,
Air-conditioners
We acknowledge receipt of your letter of June 5 and thank you very much for your
enquiry for our air conditioner TW999.
Because of the long hot weather during this season, there is an exceptionally hi
gh demand for air-conditioners from both domestic and international markets. The
types you enquired for are already sold out in the domestic market. However, we
are speeding up production and expect them to be available in 20 days or so. If
you can wait until then, we surely can meet your demand.
Under separate cover we are sending you for your reference a new catalogue of si
milar items we have recently produced. Please contract us if you find anything i
nteresting.
Yours faithfully,
Chapter 3 Counter-offers
Lesson 12
Ⅰ.
A.
1. 通常的条款
2. 批价
3. 廉价出售
4. 完
5. 方市
B.
1. counter-trade
2. out of line with
3. in no case
4. in case (that)
5. The market is strong.
6. on the low side
7. be fully/well aware
8. sell fast
9. floppy disk
10. cancel the deal
Ⅱ.
1.C 2.A 3.B 4.A 5.C 6.D 7.D 8.B 9.C 10.B
Ⅲ.
1. 5月份起，原材料价格定上，然而本公司价仍未上，因此我方不能再打任何折扣。
2. 你方所需品已无存。一旦有并妥，将上通知你方。
3. 你方可在随函附寄的价目表中，本公司的价格要比我同行更具争力。
4. 我方数量很大程度取决于你方价格，告知你方CIF阿姆斯特丹的最低价。
5. 介你公司的品入我方市，公司能否特价格？
6. 我方价格只有在行原料价格不的情况下才保持有效。
7. 此商品所具有的点将会使之成，尽早大量。
8. 你方肯定察到羊毛价格有急上升，有迹象表面，将会下去。
9. 因皮革批价正在上，我确信，你方在未来数月内决不可能以相同价格到此品。
10. 如果本条款行令人意，我愿与公司作更多交易。
Ⅳ.
1. Although the quality of your goods is satisfactory, their prices are rat
her on the high side.
2. Because competition is fierce, you will not be able to come to terms wit
h us unless you reduce your price by 5%.
3. Price is not the only factor; you have to take quality into account.
4. That is our lowest price and we refuse to lower it any further.
5. You must be fully aware that the market is weak.
6. Should you insist on your original price, we will have little chance to
conclude the business?
7. Quotations from other suppliers are about 10% lower than yours. In this
case, you can win this deal only if you cut your prices.
8. You have offered the goods at £3,000 per metric ton, but it is out of line
with the prevailing market.
9. Since costs of raw material have gone up, we have raised our price by 2%
.
10. Japanese dealers are selling the same item at a price 3% lower than your
s, so it will be very difficult to push the sales of your products.
Ⅴ.
Dear Sirs,
We are in receipt of both your offer and the samples of blouses of June 3, and t
hank you for all these.
While appreciating the good quality of your blouses, we find your price too high
for our market.
Also we have to point out that blouses are available in our market from Korean a
nd Japanese manufacturers. Their prices are 10% to 15% lower than yours. In this
case, we hope you can consider a reduction in your price, say 10%. As our order
will be worth about RMB ¥ 200,000, you may think it worthwhile to make a concessi
on.
Yours faithfully,
Lesson13
Ⅰ.
A.
1.用
2.把……考去
3.脱
4.供……
5.而不是
B.
1. raw materials
2. semi-finished product
3. cost of production
4. account for
5. add to
6. inferior to
7. regular client
8. draw sb’s attention to
9. in view of
10. conclude/ close/ complete/finalize a deal
Ⅱ.
1.B 2.C 3.A 4.B 5.C 6.C 7.A 8.B 9.C 10.B
Ⅲ.
1. 于目前市，我方无法接受你件100美元低价位的。
2. 我建你方重新考你方价格，并挑呢感使其与国市价格相符。
3. 尽管你方价格低于我方水平，但了作成第一笔交易，我破例接受一。
4. 所价格都精确算，是合理适中的。建按此价格成交。
5. 你在原基上减5%，我在基上加5%，我就可以达成。
6. 如果你同意多200箱我的品，我就可以按箱122美元FOB新港成交。
7. 尽管价格定上，但保持和展双方友好，我方愿打一特折扣。
8. 若你方有似品但量更好的商品，且价格未高出3%，就供商品。
9. 你方要价与行市不符，所以我只好你方。
10. 推按摩机，目上所有价格本月内部都可8%的特折扣。
Ⅳ.
1. The stock of first grade soybean is running low at present.
2. We will accept your quotation of August 5 if you can reduce it by 2%.
3. We have quoted you our lowest price at which we have done many deals with oth
er clients.
4. We make you this firm offer, subject to your reply reaching here within 10 da
ys from today.
5. In view of the longstanding friendly relationship between us, we accept your
counter-offer.
6. A the market is declining, we hope you will reconsider our counter-offer and
send us your acceptance by fax as soon as posible.
7. Please draw your customers’ attention to the readjustment of our prices caused
by the rising market.
8. We appreciate your reduction in price, but we feel it is still more than we c
an take.
9. Information indicates that some parcels of French makes have been sold here a
t a much lower price.
10. The two sides finally struck a deal at 60 euros per dozen after friendly neg
otiations.
Ⅴ.
Dear Sirs,
We learn from your leeter of 9th April that our price for iron wire is found to
be on the high side.Much as we would like to cooperate with you in expanding sal
es, we regret that we cannot entertain your counter-offer, since the price of ra
w materials has advanced 5% and our quality is superior to any other similar pro
ducts.
In addition, for minimum quantiti of one ton, which is the size of your order, w
e usually do not grant any discount.
For your information, our products are enjoying fasr sales both at home and abro
ad, so the stocks are getting low. On account of a limited supply available at p
resent, we suggest you accept our offer without delay.
If you have any further enquiries please contract us, and we assure you that tha
y will receive our prompt attention.
Yours faithfully,
Lesson 14
Ⅰ.
A.
1. 非常于做……
2. 于，由于
3. 法做某事
4. 弥差距
5. 最高价
6. 达成交易
7. 降价
8. 最好的价格
9. 网上零售
10. 按个价格水平
B.
1. sign a contract
2. the declining market
3. push the sales of
4. frnkly/ honestly speaking
5. make a concession
6. e-mail
7. given
8. competition
9. competitive
10. e-commerce/ e-business
Ⅱ.
1.C 2.D 3.D 4.B 5.B 6.A 7.D 8.B9.A 10.B
Ⅲ.
1. on the high side
2. push the sales of
3. e-mail
4. honestly speaking
5.Given
6. available
7. make any concession
8. sign the contract
9. in no case
10. only too
Ⅳ.
1. Honestly speaking, if you raise your order to 10,000, we can offer RMB ¥ 50 per
piece then.
2. We would be only too pleased to make offers on Japanese yen basis.
3. The purpose of this e-mail is to explore the possibilities of developing trad
e with you.
4. If you can increase your price by 2%, we shall be prepared to sign the contra
ct with you.
5. Given the weak market, we must keep the price under US $ 60. Otherwise it wil
l be difficult for us to push sales.
6. There is an increasing demand for elctric heaters since October.
7. It is difficult to accept your request because it is our best price if you ta
ke the quality into consideration.
8. Please send us all the data concerning your fountain pens, so that we can pus
h the sales more effectively.
9. Competition in Discman market ids fierce. The price we have counter-offered i
s based on the present market price.
10. Given the declining market, we cannot make any further concessions in our pr
ice.
Ⅴ.
Dear Sirs,
We have received your letter of April 6 offering us Canned Bartlett pears at US
$ 12, 12 tins to a carton.
In reply, we regret to inform you that our customers in Canada find your price r
ather on the high side.
Our customers would like to order 6 containers of 1,700 cartons each, which is a
big deal. To step up the trade, we counter-offer as follows:
China Canned Bartlett pears, packed from 20...
Crops, net weight 820g per tin, 12 tins to a carton,
at US $ 10 per carton FOB Qingdao.
As the market is declining, we suggest that you make some concessions and conclu
de the business.
We look forward to your positive reply.
Yours faithfully,
Lesson15
Ⅰ.
A.
1. 价格差距
2. 持
3. 在某人看来
4. 反合同
5. 履行合同
6. ……折扣
7. 一
B.
1. close the gap
2. meet each other halfway
3. tug-of-war
4. draft/ draw up/ prepare the contract
5. rock bottom price
6. conclude a good deal
Ⅱ.
1. Our price is more attractive as compared to that (with those) offered by supp
liers elsewhere.
2. The product that you bought at a lower price is more inferior to the one that
we sell at a slightly higher price.
3. This (There) is no possibility of our offer’s remaining valid for another three
days.
4.Owing to the slack of trade, we have to decline to accepting your offer.
5. To establish business relations with you is what we have longed for (for) yea
rs.
6. We are (only) too pleased to push the sales of your products.
7. Your price is not so competitive like (as) other seller’s.
8. We cannot make you an offer, as the goods are in no stock (out of stock).
9. We are confident that the washing machines we offer will prove to be satisfie
d (satisfactory).
10. In no way we can (can we) disappoint an important customer like you.
Ⅲ.
1. In my opinion
2. bridge the gap
3. meet each other halfway
4. prepare the sales contract
5. stick to
6. superior to
7. afford
8. rock bottom price
9. In view of
10. with a view to
Ⅳ.
1. We have revised some terms and conditions in order to bridge the wide gap bet
ween the two sides.
2. Only Type HN41 is in stock. Type HN56 is out stock.
3. In our opinion, ten tos is thn minimum quantity you have to take in order to
get a favourable piece.
4. We can make some concession in other term, but we have to stick to the prices
we have offered.
5. We have to maintain our original price of RMB 5,000 per metric ton since it i
s already our rock bottom price.
6. As you are our old client, we accept your counter-offer for 500sets of air co
nditioners at US $450 per set, FOB Huangpu.
7. If you agree to the above conditions, we will call it a deal and prepare the
sales contract.
8. In our opinion, our customers will agree to place orders right away if you al
low them a discount of 5%.
9. We have learned that you are well experienced in selling cosmetics and have p
leasure in dealing with you. However, we cannot afford the high advertising expe
nse you have proposed.
10. It is unwise for either of us to insist on their own prices. Shall we meet e
ach other half way so as to reach an agreement?
Ⅴ.
Dear Sirs,
Our clients have carefully tasted the samples of your dishwashers sent to us on
June 6th. We are pleased to inform you that they are quite satisfied with them.
However, they feel that the prices offered are a little to high.
If you can reduce your price by 5% or so and make delivery by the end of this mo
nth, we may be able to persuade them to place an order for 200 to 250 sets.
It goes without saying that all the goods must agree with the samples submitted,
otherwise we shall have the right to reject them. Payment terms are as usual.
Yours faithfully,
Lesson16
Ⅰ.
A.
1. 运公司
2. 运据
3. 班
4. 不定期船
5. 启航日期
6. 装运港
7. 目的港
8. 装港
9. 卸港
10. 船
B.
1. mode of shipment
2. time of shipment
3. port of shipment
4. partial shipment
5. shipping mark
6. shipping advise
7. shipping instructions
8. shipping space
9. shippng order
10. shipping agent/ forwarding agent/ forwarder
Ⅱ.
1.A 2.C 3.B 4.A 5.D 6.A 7.D 8.C 9.A 10.C
Ⅲ.
1. We can guarantee to ship the goods before May 1.
2. If you can modify the quotation of the carpers, we shall be able to place sub
stantial orders with you.
3. We hope that goods canbe shipped in two euql monthly installments of 30,000 s
ets each.
4. We regret being unable to advance the shipment to early August.
5. We advise you that there are no direct steamers sailing for your port in Sept
ember, so the goods must be transshipped at Hong Kong.
6. What is the earliest possible date you can ship the goods?
7. The earliest delivery we can guarantee now is in March, but we can assure you
that we will do our best to advance the shipment if possible.
8. To meet your urgent demand, we hope that partial shipments are allowed.
9. You should bear all the costs of transportation of the goods.
10. For all products, we have minimum quality requirements that must be met.
Ⅳ.
Dear Sirs,
We are in receipt of your letter of April 5.
We regret very much to inform you that, despite great efforts made by us, we are
still unable to book space on a direct vessel sailing for Jakarta. The shipping
company here told us that, for the time being, there is no regular vessel saili
ng between ports in China and Jakarta. Therefore it is very difficult for us shi
p these 10,000 metric tons of sugar to Jakarta direct.
In view of the difficult situation faced by us, please allow transshipment at Ho
ng Kong where arrangements can easily be made for transshipment. Your agreement
to our requests and your understanding of our position will be highly appreciate
d.
Yours faithfully,
Lesson17
Ⅰ.
A.
1. selling season
2. in your interest
3. unharsh terms
4. take sth.into account
5. in connect with
6. pour in
7. on or before
8. on ot abot
9. speed up the production
10. initial order
Ⅱ.
1.A 2.B 3.D 4.D 5.A 6.D 7.D 8.C 9.B 10.C
Ⅲ.
1. We doubt if we can persuade our users to users to accept the new design.
2. We expect that the quality of your textiles will be satisfactory to our users
.
3. November is the selling season for this commodity in our market.
4. Raising the price will case the customers to buy from other sources.
5. We will appreciate it if you can take our customers’ request into account and i
mprove the styles of the shoes.
6. In connection with the price, I would like to reduce it by two dollars to sui
t the market level.
7. You must ensure that your products meet the customers’ demands in every aspect.
8. Orders are pouring in. Our workers are working overtime to meet the delivery
date.
9. I hope that the alteration to the destination port will meet with your approv
al.
10. I am sorry to say that we cannot meet your demand. The trouble is that there
is no shipping space for next month.
Ⅳ.
Dear Sirs,
Your Contract No.65
We have for acknowledgement your letter dated June 10th connection with the
subject contract.
Immediately upon receipt of your letter, we contracted the shipping company but
regret to inform you that there is no container ship sailing from here to your p
ort prior to August 15th.
We are extremely sorry for our inability to advance the shipment. However, we ca
n assure you that special care will be given to your order and we shall do every
thing possible to ensure shipment of the goods within the contracted time.
Yours faithfully,
Lesson18
Ⅰ.
A.
1. 板箱
2. 适合海运的包装
3. 易碎品
4. 装船知/要求
5. 在运途中
6. 状况完好
7. 泡沫塑料
8. 牛皮袋
9. 状况不好
10. 双麻袋
B.
1. inner packing
2. packing list
3. outer packing
4. export packing
5. rough handling
6. wooden case
7. ocean transportation
8. make it clear
9. neutral packing
10. packing requirements
Ⅱ.
1.A 2.A 3.B 4.D 5.A 6.C 7.C 8.B 9.D 10.A
Ⅲ.
1. As porcelain is fragile, we feel it advisable that you should pay attention t
o the packing.
2. Please note that the 1,000 tea sets under our Order No. 123 should be packed
in paper boxes padded with doamed plastics.
3. As the goods have to stand long ocean transportation, we require seaworthy pa
cking.
4. We make it clesr that goods should be packed in wooden cases and be strong en
ough to withstand the rough handling at docks.
5. We require the inner packing to be small and exquisite to help sales and the
outer packing to be light and strong to be easy to carry.
6. Tsingtao Beer is packed in bottles of 300 ml each, 10 bottles to a paper box
and 2 boxes to a cardboard carton.
7. Our coffee sets are to be packed one set to a paper box.The boxes should be d
esigned attractively enough to appeal to the most selective buyers.
8. Green tea is packed 100 grams to a tin, 50 tins to a carton and 2 cartons to
a crate.
9. We hope the goods will reach you in perfect confition and to your entire sati
sfaction.
10. As crystal vases are expensive, please pack them in stric accordance with o
ur instructions to avoid damage in transit.
Ⅳ.
Dear Sirs,
Thanks for your quotation of June 1st for apple wine. We are pleased to order 10
,000 bottles. Please note our packing requirements as follows:
10,000 bottles of apple wine, each bottle put in a plastic bag first, then in a
thick, exquisite paper box, 10 boxes to a cardboard carton padded with foamed pl
astic. The cartons should be strong enough to withstand rough handling and long
ocean transportation.
Please pack the goods strictly according to our requirements to avoid damage dur
ing transit. As the selling season is approaching, please expedite shipment for
us to catch it.
Yours truly,
Ⅴ.
Dear Sirs,
We are pleased to place an order with you for 10,000 cases of mineral water. Ple
ase note out packing requirements to be 500 ml to a bottle, 12bottles to a carto
n and 2 cartons to a plastic case. The inner packing should be exquisite to be h
elpful to sales and outer packing strong to facilitate long ocean transportation
.
Please pack the goods accordingly and effect shipment on time.
Yours faithfully,
Lesson19
Ⅰ.
A.
1. 平均搭配
2. 防的
3. 防震的
4. 防的
5. 防水
6. 海洋运
7. 塑料袋
8. 两根打包
9. 内
10. 箍
B.
1. packing arrangements
2. large (size)
3. medium (size)
4. small (size)
5. extra size
6. damp-proof paper
7. pallet
8. export standard
9. silk blouses
10. international standard
Ⅱ.
1.A 2.B 3.C 4.D 5.C 6.A 7.A 8.A 9.C 10.A
Ⅲ.
1. We are in receipt of your packing requirements regarding 10,000 dozen cotton
bed sheets and we are now arranging packing accordingly.
2. Women’s shoes are packed one pair to paper box and 12 boxes to a carton, L, M,
S equally assorted.
3. Men’s T-Shirts are paced one piece in a polybag, one dozen to a paper bag, S/2,
M/6, L/2 and XL/2 per dozen.
4. Blue Ribbon Beer is packed 10 bottles to a carton, 10 cartons on a pallet.
5. Future Cola is packed one dozen to a paper box and 10 boxes to a carton
bound with double straps.
6. We hope our packing arrangements will prove satisfactory to your end-users.
7. You may rest assured that our cardboard cartons are up to Chinese export stan
dard.
8. Women’s silk embroidered skirts are packed one piece in a poly-bag, 10pieces in
a paper box and 10 boxes to a carton lined with damp-proof paper.
9. We require the cardboard cartons are lined with waterproof paper and secured
with iron hoops.
10. Wooden cases are stong and seaworthy.When shipped they should be nailed and
battened and secured with overall metalstrapping.
Ⅳ.
Dear Sirs,
Thanks for your letter of July 1.. As requested, we will make packing arrange
ments as follows:
Women’s leather shoes are first packed one pair in a polybag, then in a paper box.
10 boxes to a carton lined with water-proof paper, bound with straps outside, a
nd 10 cartons on a pallet. Each carton contains S/1, M/6, L/2 and XL/1. You may
rest assured that our cartons are strong enough and seaworthy.
We hope the above arrangements will turn out to your satisfaction and await your
early confirmation, so that we may have the goods prepared.
Yours faithfully,
Ⅴ.
Dear Sirs,
We thank you for your order for 1,000 Linovo Brand Computers. Our packing arrang
ements are as follows:
1,000 Lenovo Computers are packed one set in a polybag, then in a cardboard cart
on padded with foamed plastic, two cartons on a pallet. All the cartons are line
d with waterproof paper and bound with double straps outside.
We hope the above arrangements are satisfactory and look forward to your early r
eply.
Yours sincerely,
Lesson20
Ⅰ.
A.
1.警告性志
2.中国国易促委会
3.指示性志
4.尺寸，高
5.平方米
6.分批装运
7.皮重
8.装运日期
9.国内生
10.离源
B.
1. shipping marks
2. GNP (Gross National Product)
3. cubic meter
4. WTO(World Trade Organization)
5. gross weight
6. Handle with Care
7. net weight
8. Keep Dry
9. Gross for Net
10. volume / capacity
Ⅱ.
1.A 2.C 3.B 4.D 5.B 6.D 7.B 8.B 9.B 10.C
Ⅲ.
1. In reply to your letter of June 1, we usually pack shirts in strong and seawo
rthy cartons.
2. The dimensions of the carton are 60cm long, 30cm wide and 10cm high with a vo
lume of 0.018 cubic meters.
3. Each carton is 18kg in gross weight, 17kg in net weight and 1kg in tare weigh
t.
4. Please mark the gross weight, net weight, tare weight and the country of orig
in on the outer packing.
5. Please mark our initials in a rectangle, under which the quantity and port of
destination.
6. The shipping marks and warning marks designated by us such as “This Side Up” and “H
andle Care”etc should be stenciled on the wooden cases.
7. With reference to packing and shipping marks, we will strictly follow your in
structions.
8. We will meet any of your special requirements to the best of our ability.
9. As the goods are fragile, please stencil warning marks like “Handle With Care”etc
on the outer packing
10. We require neutral packing, so please stencil shipping marks and some warnin
g marks only on the packing.
Ⅳ.
Dear Sirs,
Thanks for your letter of Aug 1 st, upon consideration, we decide to pack the g
oods in cartons lined with damp-proof paper, as they are light and easy to carry
.
Please mark the gross weight, net weight and the dimensions on the cartons and
stencil our initials in an ellipse, under which the case number and port of dest
ination should be indicated. As the goods are liable to be damaged by damp, plea
se stencil warning marks like “Keep Dry”etc on the outer packing.
Please arrgnge accordingly and make shipment on time.
Yours truly,
Ⅴ.
Dear Sirs,
We thank you for your packing arrangements, at the same time, please onte our
shipping marks as follows:
Please mark our initials BOC in a circle, under which the quantity and port of
destination should be indicated.In addition,warning marks such as “Fragile”,“This Side
Up”etc., should also be stenciled on the outer packing.
Please follow our instructions strictly so as to facilitate our taking delivery
of the cargo.
Yours faithully,
Chapter 6 Terms of Payment
Lesson21
Ⅰ
A.
1. 保的不可撤的信用
2. 在此地
3. 付款交
4. 我相信,确信……
5. 在中国付有效
6. 支票
7. 本票
8. 票
9. 向某人出具票
10. 分期付款
B.
1. down payment
2. payable by draft at sight
3. usual payment terms
4. upon presentation of drafts
5. T/T (telegraphic transfer)
6. credit card
7. collection
8. payment in advance
9. M/T (mail transfer)
10. find a ready market
Ⅱ
1.C 2.B 3.D 4.A 5.B 6.D 7.B 8.A 9.C 10.B
Ⅲ
1. Our usual terms of payment are irrevocable letters of credit payable by draft
sight.
2. One of our customers wrote to inquire whether we accept payment by D/A.
3. Please note that our L/C is payable against shipping ducuments.
4. We wonder whether you can consider accepting the deferred payment we proposed
.
5. For this purchase, we propose to pay in euros.
6. We trust you will pay our draft on presentation.
7. If you agree to payment by sight L/C, we will come to terms.
8. You will assume no risks in selling these electric goods, but rather, you wil
l find a ready market for them at your end.
9. With regard to Contract No.101, we are agreeable to D/P payment terms.
10. We have drawn on you for this amount at sight through the Chartered Bank, wh
o has been instructed to hand over the documents against your acceptance of the
draft.
Ⅳ
Dear Sirs,
We are pleased to inform you that we can supply 1,000 kegs of iron nails under y
our Order No.507 dated June 17th. In accordance with our usual terms of payment
for overseas buyers, we enclose our draft at 30 days after sight for acceptance
by your bankers.
Upon receipt of the accepted drafts, we will arrange shipment. We are now holdin
g the goods for you.
We appreciate your immediate attention to the matter.
Yours faithfully,
Lesson22
Ⅰ
A.
1. 重合同，守信用
2. 意的交易
3. ……完全有信心
4. 牢牢站市
5.
6. 你方次照
7. 持最高准
8. 价格具有争力
9. 即期信用
10. 即期付款交
B.
1. easier payment terms
2. integrity ability
3. remain unchanged
4. be well-known
5. in our opinion
6. reiterate one’s view
7. pay in RMB
8. stand the fiercest competition
Ⅱ
1.A 2.C 3.B 4.C 5.A 6.B 7.D 8.C 9.D 10.A
Ⅲ
1. We wish to reiterate that it is only to show our goodwill for developing futu
re business with you that we exceptionally accept your D/P payment terms.
2. It will remain unchanged that we should trade on the basis of equality, mutua
l benefit and exchange of needed goods in all cases.
3. Please note that easier terms of payment will not only help conclude this tra
nsaction but also bring about lasting satisfaction to both of us.
4. We are confident of your due payment of our draft within this week.
5. We can certainly agree to D/P terms, but the international financial market i
s not stable at the moment; therefore, we think it will be safer for us to handl
e the business on L/C basis.
6. Thank you for your continued confidence in us. We will urge the manufacturer
to step up the production so as to enable you to catch the fast selling season.
7. We must write to say how much we appreciate your support suring last year. Cu
stomers like you always help us stand firmly in our market.
8. The buyers insist on payment by collection for such a small volume of busines
s.
9. We understand your needs. To make up the loss we have decided to offer you a
special discount of 4% as an accommodation.
10. Our brand is well known and our price is very competitive. So I do not think
you will have any difficulty in sales.
Ⅳ
Dear Sirs,
We thank you for your Order No.105 for 50 metric tons of groundsnuts but regret
being unable to accept your terms of payment mentioned herein.
In our last letter we reiterated our general terms and conditions,i.e.our usual
terms of payment are confirmed irrevocable letter of credit in our favour, avail
able by draft at sight, reaching us one month before shipment, remaining valid f
or negotiation till the 15th day after the prescribed time of shipment, and allo
wing transshipment and partial shipments.
For your information, several big firms at your end have already done business w
ith us per the above terms. We hope you will agree to our terms of payment so as
to get the first transaction concluded.
We look forward to your favourable reply.
Yours faithfully,
Lesson23
Ⅰ
A.
1. 通知行
2. 金融公司
3. 了,着眼于
4. 有信用
5. 以信用方式与你方做
6. 促今后
7. 首席官
8. 同意新的易条款
9. 要求即期付款交支付
10. 你方要求松条件的建
B.
1. open an L/C through NatWest
2. financial burden
3. prove trustworthy
4. deserve easier terms
5. a discount, say, of 5%
6. be conductive to the expansion of trade
7. modification to payment terms
8. grant one’s request
9. thanks to
10. L/C covering the above confirmation
Ⅱ
1.C 2.A 3.B 4.D 5.C 6.B 7.A 8.B 9.C 10.A
Ⅲ
1. We will accept the goods in three shipments and you may draw on us at 60 d/s
from the day of each shipment.
2. Thanks to our mutual efforts and close cooperation, our business is progressi
ng satisfactorily.
3. Customers known to be financially sound may be granted more easier terms.
4. To regular customers such as you, our terms ofpayment are D/P after sight.
5. It is with a view to expansion of trade that we should modify the original pl
an.
6. We appreciate your efforts in fully promoting our products and your efforts w
ill prove to be fruitful.
7. I am afraid you cn hardly expect us to finance your sales promotion.
8. We cannot allow the amount to remain unpaid indefinitely, and look forward to
receiving your cheque for the above amount within the next few days.
9. Preliminary market investigation will be conductive to the success of busines
s.
10. We have always been doing business on L/C basis, and hope you will appreciat
e our situation.
Ⅳ
Dear Sirs,
Our purchase of business machines from you in the past three years have as a rul
e been paid by confirmed, irrevocable letter of credit.
This arrangement has cost us a great deal of money. From the moment we open the
credit till our buyers pay us, normally the tie-up of funds lasts a long period.
This is a great financial burden to us in view of the difficult economic situat
ion and the prevailing high bank interest rates.
If you agree to offer us easier payment terms, it would be conductive to an incr
ease in business between us. So we propose either by D/P or T/T.
We hope our request will meet with your approval and look forward to your early
reply.
Yours faithfully,
D. Causio
Reply
Dear Mr.D.Causio,
Thabk you for your letter of May 25th asking for a change in payment terms.
After careful consideration with my colleagues, we have come to the decision tha
t it is now time to expand the business between our two firms. In order to do th
is, we think an easier mode of payment could be very helpful. So we propose that
for each transaction, when the goods are ready for shipment, we fax you and you
pay us 30% of the total value by T/T, after receiving which we will dispatch th
e goods and fax you a copy of the Bill of Loading. The rest of the proceeds then
will have to be paid by T/T within 20 days of shipment.
We hope this arrangement will be acceptable to you and will lead to the increase
of trade volume between us.
Yours truly,
Lesson24
Ⅰ
A.
1. 票
2. /支付用/支付票
3. 如蒙……不感激
4. 除……外无他法，只得做
5. 按照某人的装运要求
6. 达成和解
7. 出……用以支付……
8. 清款/解决争/解决
9. 志……的始
10. 完成交易
B.
1. remit the full amount by T/T
2. follow our usual practices
3. mail transfer(M/T)
4. hold the goods for you
5. make the usual enquiries
6. banker’s acceptance draft
7. settle one’s account
8. regular dealings
9. settlement of all commissions
10. discharge one’s obligationsⅡ
1.D 2.A 3.B 4.C 5.B 6.C 7.A 8.C 9.D 10.A
Ⅲ
1. We are freed from the obligation for this offer that has been invalid since 2
0th October.
2. We shall remit you the amount of your commission as soon as we have effected
shipment and have completed the necessary formalities.
3. We have difficultied in obtaining the materials needed for your order of June
25 and therefore we have to decline the same.
4. However desirous we may be of meeting your wishes, we regret that we cannot g
rant you the payment terms.
5. We hope the sample shipment will be conductive to your securing lots of order
s.
6. To meet each other halfway, what do you say to 50% by L/C and the balance by
D/P?
7. If you cannot meet the demand of our customers sufficiently, they will have t
o purchase from elsewhere.
8. We appreciate your efforts and cooperation and hope that this deal marks the
beginning of the cooperation between us.
9. We have received your cheque for EURO15, 000 in payment for the carpets order
s as per your letter of May 25.
10. Considering our long pleasant business relations, we agree to your proposal
for payment by L/C at 30 days, which we trust will meet your wishes.
Ⅳ
12 April, 20...
Dear Sirs,
We would like to place an order for 1,500 “Haixing”electric bicycles at your price o
f USD180 each CIF Rotterdam for shipment during August/September.
We would like to pay by 30 days L/C as the amount involved in this transaction i
s as big as USD270, 000 and we have only moderate means at hand, and the tie-up
of funds for as long as three to four month wuold indeed present a problem to us
.
We have a good business reputation and we always meet our obligation in time. Yo
u can check with ... bank for our standing.
If you agree to our payment terms, we will be very grateful and will establish t
he L/C as soon as we receive your contract.
Yours faithfully,
John Smith
Manager
Chapter7 Insurance
Chapter7 Insurance
Lesson 25
Ⅰ.
A.
1. 在你
2. 在CFR价格基上
3. 理保，投保
4. 有可能
5. 想知道
6.一切
7. 保商，保者
8. 保范
9. 破碎
10. 中国人民保公司
B.
1. open cover
2. insurance premium
3. cover/ arrange/ effect/ take out insurance
4. insurance amount
5. insurance policy
6. insurance company
7. insurance certificate
8. insurance clause
9. invoice value
10. War Risk
Ⅱ.
1.C 2.B 3.A 4.D 5.D 6.A 7.D 8.A 9.C 10.A
Ⅲ.
1. We have received your cheque for GBP9, 600 with thanks.
2. The cotton prices are most likely to remain firm this year and nest.
3. I wonder if you take out open cover, as we will ship regularly to one of our
clients.
4. We have come to agreement with this underwriter that all our future orders wi
ll be covered by them.
5. We prefer to cover insurance at this end because their premiums are more favo
urable.
6. Our customers are interested to know your insurance coverage.
7. Insurance is to be covered by the buyers for 110% of the invoice value.
8. We have covered your orders against All Risk and War Risk with the People’s Ins
urance Company of China.
9. Does this policy insure/ cover us against Breakage?
10. As instructed in your fax, we have already arranged insurance against All Ri
sk and TPND with a reliable underwrite on ordinary terms and conditions.
Ⅳ.
Dears Sirs,
Contract No.1785-5
Thank you for youL/C received today covering the above contract. However, we wis
h to draw your attention to the fact that the subject contract is booked on CFR
basis, whereas your L/C calls for CIF. This is obviously inconsistent.
We could have asked you for amendment to the L/C, but on second thought we refra
ined from doing so. To avoid delay in shipment, the simplest way would be that w
e arrange the necessary insurance cover here and deduct the premium, which will
amount to £200, from the 2% commission payable to you. We will remit the rest part
of the commission to you as soon as we have collected the proceeds from the let
ter of credit.
We trust the above will be acceptable to you.
Yours faithfully,
Lesson 26
Ⅰ.
A.
1. 答
2. 于保
3. 在没有……的情况下
4. 句，也就是
5. 以……条件，以……准
6. 店
7. 散装装运
8. 短量
9. 漏
10. 使你达到目的，足你的要求
B.
1. All Risk
2. W.P.A.
3. F.P.A.
4. extra premium rate
5. insurance premium rate
6. fanchise
7. definite instructions
8. usual practice
9. special additioned risks
10. FWRD
Ⅱ.
1.D 2.B 3.A 4.A 5.A 6.B 7.C 8.D 9.A 10.C
Ⅲ.
1. We have learned that the rate for All Risks insurance on the computers consig
ned to New York is 1.5%. Please let us know whether we can cover insurance elsew
here at a more reasonable rate.
2. This rate is generally adopted by all the large underwriters here.
3. We would like to inform you that this risk is coverable at a slightly higher
premium.
4. If you want insurance to be covered for 130% of the invoice value, we can arr
ange this subject to an extra premium.
5. The insurance premium for War Risk is increasing enormously dur to the prospe
ct of war.
6. We request you to cover WPA on our cargos for the amount of 20,000 yuan.
7. We would like you to insure against Strikes, Riots & Civil Commotions on the
shipment.
8. It is our usual practice to cover insurance against FPA and War Risk for 110%
of the invoice value.
9. In order to promote sales more effectively, we will send you samples free of
charge.
10. An Insurance Policy is a contract and serves as evidence of the agreement be
tween the insurer and the insured.
Ⅳ.
Dear Sirs,
In reply to your letter of the 3rd November enquiring about insurance, we wish t
o give you the following information.
For transactions concluded on CIF basis, we usually effect insurance with the Pe
ople’s Insurance Company of China against All Risks, as per their Ocean Marine Car
go Clauses of January 1, 1981. Should you require insurance to be covered as per
the Institute Cargo Clauses, we would be glad to comply but if there is any dif
ference in premium between the two, it will be charged to your account.
We are also in a position to insure the shipment against any additional risks if
you so desire, and the extra premium is to be borne by you. In this case, we sh
all send you the premium receipt issued by the underwriter.
Usually, the amount insured is 110% of the total invoice value. However, if a hi
gher percentage is required, we may do accordingly but you have to bear the extr
a premium as well.
We hope the above will provide you with all the information you need and we look
forward to receiving your order.
Yours faithfully,
Lesson 27
Ⅰ.
A.
1. (以)寄售(方式)
2. 卸港
3. 按,按期
4. 制服^
5. 附件
6. 的(地)
7. 某人折扣
8. 到期
9. 集装箱的重量
10.在合同上字
B.
1. loading charges/ expenses
2. port of loading
3. the Republic of Korea
4. consignment goods
5. xonsignment busniss
6. in transit
7. fresh suppliers
8.illustrated catalogue
9. commission
10. detailed specifications
Ⅱ.
1.C 2.A 3.D 4.C 5.A 6.D 7.B 8.C 9.B 10.C
Ⅲ.
1. For this cargo, you are requested to attach an insurance policy, rather than
an insurance certificate, to the shipping documents.
2. Attached please find a copy of our pricelist.
3. Please let us know where your consignment is to be loaded.
4. The following report detais our survey of the case.
5. Your consignment of Music Cennters reached London on 27 August.
6. we shall reply to you after due consideration.
7. We have booked shipping space on the S.S. Swan that is due to sail from Shang
hai on August 31.
8. As the matter is urgent, we contract the insurance company imediately.
9. Please note that we have changed the port of loading from Dalian to Qingdao.
10. We sell our furniture on consignment with Texas Trader.
Ⅳ.
Dear Sirs,
Please be informaed that we will be shipping your order for 20 c/s camcorders pe
r s/s “Dongfeng”, due to leave here at the end of this month or the beginning of the
next month.
Unless otherwise instructed, we will arrange to take out an All Risks insurance
policy on your behalf on the above cargo. This typre of coverage is, in our opin
ion, necessary for a cargo of this nature.
If you have any different opinion, please letus know as soon as possible.
Yours faithfully,
Lesson28
Ⅰ.
A.
1. 理保
2. 定航行
3. 正常的
4. 仲裁委会
5. 老用
6. 拒某人的建
7. 年一度的活
8. 年的（地）
9. 年度告
10. 装船据
B.
1. open (cover) policy
2. place regular orders
3. a regular customer
4. annual profits
5. warehouse to warehouse (clause)
6. production schedule
7. a hectic/ tight schedule
8. out of order
9. arrange insurance
10. share the cost
Ⅱ.
1.A 2.B 3.C 4.D 5.B 6.D 7.A 8.B 9.C 10.D
Ⅲ.
1. We suggest that you take out insurance with the People’s Insurance Company of C
hina.
2. In order to meet the growing demand the manufaturers have arranged a very tig
ht production schedule.
3. The second lot is scheduled for delivery in March.
4. The total annual turnover of our store is $ 900,000, and our annual profits a
re about $ 150,000.
5. We have checked your L/C carefully and found everything in order.
6. We request you to cover a warehouse-to-warehouse insurace for 500,000 yuan on
the computers to be shipped from our warehouse to New York port.
7. As our cargos are shipped all year around, we would like to cover insurance u
nder an open cover policy.
8. If you have an open policy with your insurance company, we do not object to c
overing insurance at your end.
9. In this case we will advise you of the particulars of the shipment as soon as
we have shipped the goods.
10. Please send us market reports at regular intervals (or: regularly).
Ⅳ.
Dear Sirs,
We are about to start exporting our electrical components to Singapore in regula
r consignments, which will then be distributed to the customers in Southeast Asi
a. Since our consignments will leave on a monthly basis, would you please arrang
e an open cover against All Risks for an amount of US $ 50,000 per consignment,
effective immediately, at the most economical rate you can provide?
Thank you very much.
Yours faithfully,
Lesson29
Ⅰ
A.
1. 保的、不可撤的信用
2. 例
3. 同
4. 装船通知
5. 安排保
6. 通知
7. 外保
8. 告知你方，供你方参考
9. 保持付有效
10. 指出
B.
1. debit note
2. insurance policy
3. as per our request
4. demurrage
5. extra freight
6. shipping agent/forwarding agent/forwarder
7. additional coverage
8. for one’s account
9. the validity of the L/C
10. captioned goods
Ⅱ
1.B 2.C 3.D 4.B .D 6.A 7.A .D 9.C 10.C
Ⅲ
1. We have instructed our bankers to open an L/C in your favor, valid until
September 15.
2. This month we concluded five deals amounting to 205 thousand dollars.
3. We will forward separately brochures covering this type of fax machine.
4. For your information, we will forward the above-mentioned goods by the end of
this month.
5. Please see to it that the goods we ordered are shipped as soos as the coverin
g L/C reaches you.
6. Usually the amount insured is 110% of the invoice value. However, if you requ
ire 130% ,we can do accordingly but the extrapremium is for your account.
7. For transactions concluded on CIF basis, we usually cover insurance against A
11 Risks for 110% of the invoice value with PICC as per CIC of 1 st Jan.1981.
8. Our CIF prices do not inclide insurance against any additional risks. We usua
lly over WPA only.
9. The extra premium will be refunded to you upon receipt of your debit note, or
if you like, you may draw a sight draft on us for the anount.
10. For goods sold on CIF basis, insurance is usually to be effected by us again
st A11 Risks and War Risk based on warrhouse-to-warehouse clarse for the invoice
value plus 10%
Ⅳ.
Dear Sirs,
We thank you for your Order No.539, which is placed on CFR basis.
In reply, we would like to inform you that most of our clients are placing t
heir orders with us on CIF basis. This will save their time and simply procedure
s. May we suggest that you follow this practice?
For your information, we usually effect insurance with the people’s Insurance Comp
any of China for 110% of the invoice value.
It is a state-operated enterprise enjoying high prestige for settling claims pro
mptly and equitably and has agents in all main ports and regions of the world. S
hould any damage occur to the goods, you may file your claim with their agent at
your end, who will take uo the matter without delay.
For your information, All Risks will be sufficient for the present transaction.
Should broader coverage be required, the extra premium is for favourable account
.
We hope you will agree to our suggestion and look forward to your favourable rep
ly.
Yours faithfully,
Chapter 8 Conclusion of a Business
Lesson 30
Ⅰ
A.
1. 印花棉布
2. 新
3. 凭付
4. 重
5. 状况
6. 完成
7. 第一笔
8. 第一笔
9.
10. 在不久的将来
B.
1. order
2. fulfill an order
3. S/C (Sales Confirmation)
4. decline an order
5. in duplicate
6. place an order with sb.for sth.
7. repeat order
8. sample cutting
9. entertain an order
10. terms of payment
Ⅱ
1.B 2.C 3.D 4.D 5.C 6.C 7.C 8.B 9.C 10.B
Ⅲ
1. Your sample is satisfactory and we now place an initial order with you for 1,
000 sets.
2. We would like to stress the improtance of price.
3. If your products are of superior quality and reasonable price, we believe the
y will have a good market in the US.
4. Owing to full commitments, we regret having to decline your order.
5. We assure you that the quality of our goods will be in accordance with that o
f the sample.
6. Our usual terms of payment are cash against documents upon arrival of the goo
ds.
7. If you wish to make inquiries concerning our standing, please refer to HSBC N
ew York.
8. We have sent you our Sales Contract no.123 in duplicate.
9. If your price is moderate, we will order in large quantities.
10.If the first shipment proves satisfactory to our end-users, we will place man
y repeat orders with you in the near future.
Ⅳ
Dear Sirs,
Thanks for your quotation sheet and samples sent on 7 June. Both the price and q
uality are satisfactory, so we now place a trial order for 1,000 dozen.
For your information, women’s cashmere coats are in great demand in Toronto and pr
ices are much high. But the customers here are very selective. Therefore, we mus
t stress the importance of quality and design. If these coats are of superior qu
ality and attractive design, we are sure they will have a good market in Toronto
.
As the amount of this order is not big, we recommend payment by T/T.
Yours faithfully,
Ⅴ
Dear Sirs,
We are glad that we have agreed on all the terms and conditions after a series o
f negotiations. Now we decide to place an order with you for 1,000 Haier Brand m
icrowave Ovens.
Haier products enjoy a very good reputation here for their high quality and good
after-sales after-sales services. So we wish to establish a longterm business r
elationship with Haier Group. If the first shipment sells well, we will place ma
ny repeat orders.
We look forward to your sales contract at an early date.
Yours faithfully,
Lesson 31
Ⅰ
A.
1. ……平道路
2. 一交易
3. 友好合作
4. 制合同
5. 愉快的工作系
6. 草案
7. 草，起草
8. 草，起草
9. 第一笔交易
10. 达成
B.
1. the first available steamer
2. submit
3. draft contract
4. wide approval
5. confirm an order
6. first/initial order
7. meet each other half way
8. supply
9. customer/client
10.conclude a transaction
Ⅱ
1.A 2. C 3. D 4. C 5. D 6. B 7. D 8. A 9. A 10.C
Ⅲ
1. We confirm supply of 10 tons green beans at EUR3, 000 per ton CFR Rotterdam f
or shipment in September.
2. We confirm your order of Aug 1st for 1,000 dozen folding chairs.
3. We confirm having sold you 1,000 sets of Fuji Brand DigitalCamcorders.
4. As the captioned goods are out of stock now, we regret being unable to accept
your order.
5. Upon receipt of your confirmation, we will send you our draft contract for yo
ur approval.
6. As our toy pandas are in heavy demand, we recommend that you order as soon as
possible.
7. We hope the conclusion of this first transaction will lead to further busines
s between us.
8. We are glad to have concluded with you the transaction of 10,000 Double Happi
ness Table Tennis Bats.
9. We hope the first transaction with you will pave the way for further friendly
cooperation.
10. We are pleased to inform you that your first shipment turns out to the entir
e satisfaction of our users.
Ⅳ
Dear Sirs,
We have received your Order No.123 of Aug.1st with thaks.
We confirm supply of 1,000 snooker tables at USD400 per set CIF Los Angeles for
shipment in October. Our terms of payment are confirmed, irrevocable letter of c
redit in our favour, payable by draft at sight.
We are sure that the superior quality of our products will be satisfactory to yo
u.
Please feel free to let us know if you have any other requirements.
Yours faithful,
Ⅴ
Dear Sirs,
Thank you for your order for 5,000 women’s leather bags.
We assure you that we will execute your order promptly and to your entire satisf
action. Please note that your relative L/C should be establish in due course to
avoid delay in shipment.
Besides the model you order, we also handle a wide range of fashion bags. Enclos
ed please find a latest illustrated catalogue. Please do not hesitate to let us
know if any of them are of interest to you.
We await your favourable reply.
Your faithfully,
Lesson 32
Ⅰ
A.
1. 售合同
2. 更多
3. 一式两份
4. 合作
5. 以便某人存档
6. 接受某人的
7. 上述物
8. 以便某人
9. 定
10. 立即
B.
1. S/C(sales confirmation)
2. for one’s perusal
3. book sth. with sb.
4. subsequent amendment
5. in triplicate
6. in quadruplicate
7. in five copies
8. conform to
9. contract terms
10. for one’s reference
Ⅱ
1.A 2.C 3.A 4.D 5.C 6.B 7.D 8.A 9.A 10.C
Ⅲ
1. We have booked your Order no.111 for 10,000 sets of CD Players.
2. For the coming Christmas, we would like to book with you 1,000 Christmas tree
s.
3. We enclose our S/C No. Q12 in duplicated of which please counter sign and ret
urn one copy to us for our file.
4. The terms of the L/C should strictly conform to the stipulations in the contr
act in order to avoid subsequence amendment.
5. It is understood that your packing should be strong and seaworthy.
6. We hope our Purchase Contract no. 482 for 1,000 Motorola V998 Mobile Phones h
as reached you in due course.
7. We would like to point out that although your shampoo is superior in quality,
the price is much on the high side.
8. We are pleased to send you our purchase Contract no.333 in triplicate for 500
cases of men’s skin care products.
9. As your artex tablecloths are favorable in price and good in quality, they ar
e well received in our market. We now would like to place with you a repeat orde
r for 20,000 pieces.
10. We now send you by separate airmail our draft contract No. 666 for jeans for
your study.
Ⅳ
Dear Sir,
We are pleased to confirm having concluded with you the transaction of 1,000 set
s of Aucma Brand Freezers. We have made out our S/C No.A-12 in duplicate. After
you counter-sign it, please return one copy to us for our file.
As the selling season for freezers is approaching, if you place repeat orders, p
lease act as sonn as possible.
Yours faithfully,
Ⅴ
Dear Sirs,
Thank you for your order of June 6th for 20,000 dozen bath towels. We enclose ou
r S/C No.222 in duplicate of which please counter-sign and return one copy to us
for our file.
Enclosed please also find our latest illustrated catalogue for other products as
well as sample cuttings. If you find them interesting, please let us know. We w
ill send you our best quotations upon receipt of your specific enquiry.
Yours faithfully,
Lesson 33
Ⅰ
A.
1. 手提
2. 以某人受益人的
3. 定的
4. 良好的始
5. 如期地
6. 提前,事先
7. 准渣打行
8. 注意做到……
9. 第一笔交易
10. 最挑剔的主
B.
1. purchase confirmation
2. conclusion of business
3. duplicate/copy
4. happy working relations
5. duplicate order
6. purchase contract
7. commission
8. purchasing power
9. counter-signature
10. in your favor
Ⅱ
1.A 2.C 3.B 4.D 5.C 6.A 7.A 8.D 9.A 10.C
Ⅲ
1. We have duly received your Purchase Contract no.666 in duplicate for 100 sets
of sofas.
2. As requested, we have counter-signed and enclosed the duplicate for your reco
rds.
3. We have established an L/C in your favour with the Citibank, London.
4. In view of the small amount invovled, we accept payment by D/P.
5. We have received your S/C No.222 in triplicate for 5,000 cases of Pond’s Skin C
are. We have counter-signed them and now return one copy to you for your file.
6. Please see to it that the goods are shipped by the end of October to catch th
e Christmas selling season.
7. We intend to purchase 1,000 dozen Adidas Sports Wear.
8. As your woolen blankets enjoy fast sales at our end, our clients intend to du
plicate the last order.
9. One of the biggest supermarkets at your end has concluded a transaction with
us of 1,000 cases of soaps.
10. The goods have your port in due course.
Ⅳ
Dear Sirs,
We have received your S/C No.a-1 for 10,000 dozen cotton T-shirts. We have count
er-signed it and now enclose the duplicate for your file.
The relevant L/C is being opened. We will inform you by telephone once it is ope
ned so that you may arrange shipment duly.
We are also interested in your other garments. We shall appreciate it if you wil
l send your catalogue and price list.
Yours faithfully,
Ⅴ
Dear Sirs,
Thanks for your S/C No.111 for 2,000 sets of electric heaters. We have counter-s
igned and returned one copy to you for your file.
An irrevocable L/C has been established with the HSBC and sent to you. We hope i
t will reach you in due course.
As our clients are in urgent need of the goods, your prompt shipment will be muc
h appreciated.
Yours faithfully,
Lesson 34
Ⅰ
A.
1. 国家量督疫局
2. 价
3. 中国国易促委会
4. 下述物
5. 条款
6. 装船
7. 正本合同
8. 商品名称
9. 格
10. 商品
B.
1. more or less clause
2. arbitration
3. Force Majeure
4. Certificate of Quality and Weight
5. port of destination
6. commodity
7.Foreign Economic and Trade Arbitration Commission
8.total value/ total amount
9.Ocean Marine Cargo Clauses
10.terms of payment
Ⅱ
1.A 2.C 3.B 4.C 5.D 6.A 7.D 8.A 9.A 10.B
Ⅲ
1. The buyers are Pacific Trading Co., Ltd. They are in the USA.
2. The sellers are Shandong Native Produce Imp. & Exp. Corporation. They are in
China.
3. The commodity is Laoshan Green Tea.
4. The specifications are first grade, and the quantity is 100 cartons.
5. The commodity is packed 500 grams in a tea box, 10 boxes to a carton lined wi
th damp-proof paper.
6. The unit price is USD700 per M/T CFR New York and the total value is USD70,00
0.
7. The commodity will be shipped from Qingdao, China during May, 20...
8. The commodity will be insured by the buyers themselves.
9. The buyers will pay by an irrevocable L/C in favor of the sellers, payable by
draft at sight.
10. Within 30 days after arrival of the goods at the port of destination.
11. It will take place in either Qingdao or New York.
12. The losing party will pay the arbitration fees.
13. The buyers.
Chapter 9 shipment
Lesson 35
I
A.
1.直达提 6.急需…….
2.面提 7.不需要…….
3.期提 8.耽
4.集装箱提 9.上售季
5.倒提 10.船/寄售
B.
1. client/customer 6. order B/L
2. carrying vessel 7.straight B/L
3. shipped B/L 8. non-negotiable B/L
4. clean B/L 9. through B/L
5. dirty/unclean/foul B/L 10. transshipment B/L
II
1.A 2.B 3.C 4.D 5.D 6.D 7.B 8.C 9.D 10.C
III
Enclosed please find one set of shipping documents covering this consignment.
we are pleased to inform you that we have booked shipping space for your order N
o.147 on s/s Shanghai 1st ,ETA 20th August.
As the only direct steamer that calls at our port once a month has just departed
, the goods can only be shipped next month .
please inform us as soon as possible when the carrying vessel is expected to arr
ive .
we trust that you will make all necessary arrangements to deliver the goods in t
ime .
we shall appreciate it if you will effect shipment as soon as possible .
please ship the first lot under contract NO.512 by s/s Dongfeng ,scheduled to sa
il on or about 5th November .
to repack the goods would involve a delay of about two weeks in shipment .
the customers in Canada are in urgent need of the goods to catch the selling sea
son .
please make it clear whether you can ship the goods within one month after recei
ving our L/C ,
IV .
Dear Sirs ,
L/C NO.7634---Your Order No.5718
We are glad to inform you that we have shipped , in partial fulfillment of your
order No.5718 ,10 sets of safety pin machines per S.S.” Qinggong ” which sailed yest
erday .Enclosed please find a full set of copy shipping documents .
Regarding the remaining 20 sets , we will try to hurry shipment and will advise
you as soon as it is effected .
We appreciate the business you have been able to secure for us and assure you
that all your further enquiries and orders will continue to receive our most ca
reful attention .
Yours faithfully ,
第 291
V .
Dear Sirs ,
We inform you by this fax that the 30% of the total value of our purchase or
der No ….has been remitted to your account by T/T a week ago .we sent you an email
then to inform you of the same .
According to our contract ,you should have already finished the loading by now a
nd advised us of it .But so far we have not received any news from you .would yo
u please inform us as soon as possible whether you have received the money ,and
whether you have completed the loading of the goods ,If not ,would you kindly te
ll us when the earliest we can expect shipment ?
We are waiting for your reply anxiously .
Yours faithfully ,
Lesson 36
I.
A.
1.于 6。提醒你注意。。。。。。。。
2．合同下物 7。中的合同
3．到期，失效 8。催促某人做某事
4．有各方 9。被迫做某事
5．装船通知
B．
1.without fail 5.under the circumstances
2.urge shipment 6.be in urgent need of sth .
3.previous letters and faxes 7.to extend the L/C
4.timely delivery 8.remind sb .of sth .
II.
1.A 2.C 3.D 4.B 5.B 6.A 7.B 8.A 9.C 10.C
III.
1.We would like to stress that shipment must be made within the prescribed time
limit,and any further extension will not be considered.
2.Owing to port congestion,please extend the shipment of your L/C NO.1357 to Jun
e 1.
3.think it rather urgent to let you know the fact that we have not rec
eived your irrevocable L/C up to the present moment.
4.This L/C expires on June 30,so it seems we will miss the steamer of this
month.
5.The customers are in urgent need of these goods and are pressing us for an
early shipment.
6.We would like to remind you that the packing must be in line with local
market preference.
7.You must make shipment before the end of October without fail,otherwise we
will not be able to catch the season.
8.Please book the shipping space immediately with COSCO under advice to us.
9.The 1,000 MT of groundnuts must be shipped in one lot.
10.We have lots of orders to execute,and are not in a position to advance this
shipment of your order.
IV.
Dear Sirs,
We have received your letter of May 15.With regard to our Purchase Contract
No.88616 for 12,000 sets of Double Offset Ring Spanners,we write to inform you
as follows:
According to the contract,the above goods should be shipped in three equal
lots in April,June and August.But up to the present moment even the first lot ha
s not been shipped.Our end-users are waiting for the goods and they are very muc
h surprised that you should have been so much behind the schedule of delivery.
Please do your best to ship the first and the second lots together by the
end of June;otherwise our clients will feel dissatisfied and will probably have
to cancel the order by covering their requirements elsewhere.
Upon receipt of this letter please let us know the exact date of shipment.
Yours faithfully,
lesson 37
I.
A．
1.装船通知 6.厂商票
2.商票 7.及地，在适当的候
3.形式票 8.由……装运
4.海票 9.由……运出
5.事票 10.由……运来
B.
1.Voy.No (Voyage Number)
2.ETD(estimated time of departure)
3.ETA(estimated time of arrival)
4.shipping agency/forwarding agency/forwarder
5.logistics
6.shipping documents
7.non-negotiable shipping documents/copy shipping documents
8.original documents
9.documents L/C
10.clean bill of lading
II.
1.B 2.A 3.A 4.A 5.C 6.D 7.A 8.A 9.A 10.B
III.
1.We are pleased to advise you that the shipment of the goods under Contract No.
215 has been effected by S.S.”Merchandise” which is scheduled to leave here on May 5
.Please arrange insurance for this cargo as early as you can.
2.We have booked shipping space on S.S.”Florida”,ETA December 21,and are prepared to
arrange shipment with freight to be collected at the destination.
3.We have pleasure to inform you that the cargo has been shipped on S.S.” East Win
d” for transshipment at Hong Kong onto S.S.” Manhattan”, and we hope that it will arri
ve at the destination in perfect condition.
4.Please note that if you can not get the goods ready by the time the ship chart
ered by us arrives at the port of loading,you will be responsible for the losses
thus incurred.
5.As direct sailings to your port from here are few and far between,we hope that
partial shipments are allowed to make it easier for us to get the goods ready f
or shipment.
6.We must insist on delivery within the scheduled time,and reserve the right to
reject the goods should they be delivered late.
7.We regret our inability to comply with your request for shipping the goods in
early October ,because the direct steamer sails for your port only around the 20
th every month.
8.We can arrange to effect the shipment at once upon receipt of your L/C.
9.Your should be informed that the shipment time is February or March at our opt
ion and the goods will be shipped in one lot.
10.We urgently need the goods ordered last month,and therefore we must insist up
on express shipment.
IV.
Dear Sirs,
Contract No.TN8899
We are now pleased to inform you that we have shipped the above goods on b
oard s.s.”Haifeng” which is scheduled to sail for Boston on 25 April.Please find the
details as follows:
Contract No: TN8899
Commodity: printed shirting
Quantity: 30,000 pieces
Name of Vessel: Haifeng
Voy.No.: HI234
Port of shipment: Hong Kong
Port of destination: Boston,US
B/L No.: BBL783
ETD: April 25,20…….
ETA: May 20,20…….
Enclosed is a full set of copy shipping documents including bill of lading,com
mercial invoice and insurance policy.
We are glad to have been able to execute your order as contracted and trust th
at the goods will reach you in good time to meet your urgent need and that they
will turn out to your entire satisfaction.
We avail ourselves of this opportunity to assure you of our prompt and careful
attention in handling your further orders.
Yours faithfully
Chapter 10 Payment
Lesson 38
I.
A.
1.于 6.与……相符
2. 提你方注意……的事 7.近
3. 要求你方做某事 8.上旺季
4. 使某人能做某事 9.立即注/理
5. 按装运 10.第125号下的物
B.
1.covering/relevant/relative L/C 6.subsequent amendment
2.be in exact accordance with…. 7.L/C clauses
3.captioned Sales Contract 8.Please see to it that……
4.under Contract No………. 9.draft agreement
5.so far 10.urge for the establishment by L/C
II.
1.B 2.C3.A 4.B5.C 6.B7.D8.A 9.A 10.C
III.
1.Please note that the 200 metric tons of frozen fish under our Sales Contract N
o.FA156 has long been ready, but so far we have not received the relevant L/C .P
lease rush the L/C so as to enable us to arrange shipment.
2.If you fail to open L/C by the end of this month,delay in shipment would be un
avoidable.
3.It would be advisable for you to establish the covering L/C as early as possib
le so as to enable us to make punctual shipment of your order.
4.
The specifications of the goods you quoted are not in conformity with those in o
ur enquiry.
5.We have shipped the goods in exact accordance with your order.
6. The matter is receiving our immediate attention and we expect to give you a s
atisfactory reply in a few days.
7.You are requested to expedite the establishment of the L/C so that we may effe
ct shipment by the direct steamer scheduled to arrive here on or about 10th.
8.The date of delivery is drawing near,but so far we have not heard from you abo
ut the establishment of the L/C.
9.Owing to the fact that you have not establishment the L/C in time covering S/C
No.308,we have to cancel the Confirmation.
10.Please see to it that the goods under our Order No.106 are shipped in three e
qual monthly lots.
IV.
April 20th,20….
Dear Sirs:
With regard to 150 metric tons of chemical fertilizers under S/C No.005,we
have got the goods ready for shipment on schedule as contracted. As the date of
shipment is drawing near, we wonder whether you have opened the relevant L/C for
the first 75 M/T for shipment during May/June. Please open the L/C as soon as p
ossible so as to enable us to execute your order smoothly.
In order to avoid subsequent L/C amendment, please see to it that the L/C s
tipulations are in exact accordance with the contract terms.
Your prompt reply will be appreciated.
Yours faithfully
Lesson39
I.
A.
1.行 6.批/寄售
2.提 7.出具/提供据
3.告知…… 8.通知信用已立
4.付款行 9.通知行
5.付行 10.一式三份
B.
1.in sb.’s favor/in favor of sb. 6.Canada of documents
2.remain valid for negotiation in china 7.non-negotiable B/L
3.draw(a draft) on sb. 8.confirming bank
4.establish an irrevocable L/C with….bank 9.full invoice value
5.negotiation of documents 10.accept a draft
II.
1.D2.B3.B4.C5.A6.A 7.B 8.B9.A10.C
III.
1.We require payment by confirmed irrevocable L/C in our favor and payable by d
raft at sight, reaching us one month ahead of the stipulated time of shipment, a
nd remaining valid for negotiation in China until the 15th day after the date of
the B/L.
2.We anticipate that fresh supplies will arrive next month.
3.Shipping documents must be presented for negotiation within 21 days after the
on board date of Bill of lading.
4.This is to inform you that you should ship at least half of the order within o
ne month after receipt of L/C.
5.You should produce enough evidence to prove that the goods were damaged before
shipment.
6.We have entered into negotiation with the foreign traders over the subject of
compensation trade.
7.We would like you to instruct your bank to authorize their correspondent bank
to confirm the L/C when advising us of the same.
8.Please accept the above draft for us and return it as soon as you can.
9.The shipping documents for this consignment are now with us and we shall be g
lad if you can arrange to collect them.
10. The sum of USD2,000 has been remitted to your account. We believe this woul
d enable you to ship to us your further supplies.
IV.
Dear Sirs:
Immediately upon receipt of your fax Oct.25 advised that the covering expor
t license had been issued, we, as usual, opened by SWIFT the L/C No.175 for USD2
7,300.
Punctual shipment is one of the important considerations in this market. As the
selling season is approaching, please see to it that shipment of this order is e
ffected within this month, thus enabling us to catch the brisk demand.
We shall appreciate it if you will fax us your shipping advice immediately a
fter the shipment is effected.
Yours faithfully
Lesson40
Ⅰ.
A．
加保税
凭某人指示
一式五份
背
运付
清已装船提
运提
索
循信用
背背信用
用信用
不可的装船据
托运人
承运人
收人
受益人明
由…支付
信用有效期
B．
irrevocable document credit
L/C applicant
beneficiary
reimbursement bank
confirming list
weight and measurement certificate
drawer
accountee
drawee
endorser
usance/ time/ term/ L/C
bank endorsement
bona fide holder
correspondent bank
Ⅱ.
1.A 2.A 3.B 4.C 5.B 6.C 7.A 8.A 9.A 10.B
Ⅲ.
1.
Applicant: Kabul Synthetics Co. LTD 166 WEOLAM-DONG Complelx Textile Co. LTD
Beneficiary: Shandong Jimo Textile Co, LTD. 73 Dazhuang Street , Jimo, Shandong
China
Paying bank: The Export- Import Bank OF Rorea,Seoul, Korea
Negotiating bank: Any bank in China
Issuing bank: The Hanvit Bank (Commercial Bank of Korea.LTD)Seoul, Korea
2.It is an irrevocable, transferable time L/C.
3. It is issued in Jan,26,2004.
4.It expires in China on Feb,25,2004.
5. $ 19,800.00
6.The tolerance allowed is not exceeding 5%
7.
Name and description Quantity Unit/ price amount origin
100pct viscose
spun rayon
woven fabric
30x30/68x68 in
grey 63#
weight:165gr/yd
600,000yds
$0.33/yd
CFR Busan
$19,800
China
8. The applicant
9.At the advising bank
10.Busan, Korea
11.Banking charges include postage, advising and payment commission, negotiation
and reimbursement commission outside Korea. They are to be paid by the benefici
ary.
12. Documents must be presented within 21days after the date of shipment of B/L
or other transportation documents.
13. A full set of clean on board ocean Bills of Lading made out to the under of
Hanvit Bank LTD,, marked “Freight Prepaid” and notify accountee, signed commercial i
nvoice in 2 fold, packing list in 2 fold.
14.The tenor of the draft is 180 days. yes , beneficiary time draft shall be neg
otiated on at sight basis and should be forwarded to the drawee bank for their a
cceptance and discount, together with certificate of compliance.
The buyer.
Lesson 41
Ⅰ.
A.
确保及装运
第608号售确立的第1001号信用
真作出必要的修改
取消…条款
将加工改…
B.
amendment to L/C
amendment advice
discrepancy
insert the word “about”
the soonest possible
Ⅱ.
1.C 2.B 3.D 4.A 5.C 6.D 7.A 8.C 9.C 10.A
Ⅲ.
With regard to L/C No.303 we have instructed the opening bank to extend by telex
the date of shipment and validity to 16th and 30th Sept respectively.
We sorry to inform you that upon checking the above credit with the relevant con
tract, we find the L/C amount is insufficient.
Among the clauses specified in your credit we find that the following three poin
ts do not conform to the contract.
Please increase the unit price from RMB32 per dozen to RMB35 per dozen and the t
otal amount to RMB21,000. moreover, please delete the word “about” before the quanti
ty.
we regret you to instruct your bank to make the necessary amendment to the L/C.
You are requested to amend the L/C amount to read 28,000. Otherwise it will be i
mpossible for us to negotiate the shipping documents.
As your L/C amendment has not arrived so far, we are afraid we will not be able
to catch the S.S. Taishan sailing for your port by the end of this month.
Please see to it that the L/C is opened within this month allowing transshipment
and partial shipment.
Please delete from L/C the clause “the name of steamer designated by the buyers”
To ensure the soonest possible delivery, you are requested to dispatch the above
order by air freight.
Ⅳ.
Dear Sirs,
We are now pleased to inform you that L/C No.211 issued by the Deutsch Bank fo
r our S/Cno.005 has just been received. However, upon checking the clauses conta
ined herein, we regret to find that certain points are nit in accordance with th
e terms stipulated in the sales conformation. The discrepancies are as follows:
Insurance is to be effected for 110% of the invoice value, not for 130%.
shipment is to be made during Sept./Oct. instead of “on or about Sept.10”
Trade terms should be CIF Hamburg, not “CIFC2% Hamburg”
Please make the necessary amendment immediately so as to enable us to effect shi
pment.
Yours faithfully
Ⅴ.
Dear Sirs,
The L/C No,G/FO-7752807 has just been received. However, after checking it our
Contract 03JA7031KL,we have found the following discrepancies. You are requeste
d to amend the L/C as follows:
In Field 31S\D. please extend the validity of the L/C to June 15,2004.
In Field 42C, please delete the wording “30days”.
In Field 43P, partial shipments should be allowed.
In Field 44,please extend the time of shipment to May 31, 2004.
In Field 45A, insurance is to be covered against All Risks, War Risk and SRCC as
per China Insurance Clause (Jan.1, 1981 Revision) of PICC rather than Institute
Clauses.
In Field 18, change “10 days” into “15 days”.
Please ensure that the amendment to the L/C reaches us by April 30, otherwise we
shall be unable to effect shipment at the time stipulated in the contract.
We anticipate the early arrival of your amendment advice.
Yours faithfully
Chapter 11 Claims and Adjustment
Lesson 42
Ⅰ.
A.
1. 物
2. 告
3.果是，因此
由某方理
意外事件
它到达后
人，机构
出入境疫局
有毛病的
达他的歉意
B.
lodge a claim against sb,
be of the opinion that
put sb. in no small trouble
put into regular service
claim for sth.
re-inspect /re-inspection
test run
exercise strict control over sth.
accept full responsible for
accept a claim
Ⅱ.
1.B 2.C 3.C 4.C 5.A 6.C 7.B 8.A 9.A 10.A
Ⅲ.
The report showed that the lobsters were inferior and the packing was inadequate
.
It is stipulated in the contract that claim must be raised immediately after the
arrival of the goods at the destination.
I do hope this mishap will not affect our future business.
We had the goods inspected immediately when they arrived, and a shortage of 500k
ilos was found.
We always exercise strict control over the quality of our products. As a result
, we have not received any complaints from our customers so far.
They insist that the sellers should send perfect goods to replace the defective
goods.
The clients are in urgent need of the goods. We should settle the claim as soon
as possible.
The sellers have accepted full responsibility for this incident.
After unpacking, we found much to our surprise that some of the cans have turned
moldy.
We had the goods re-inspected upon their arrival and found the size of the peanu
t kernels are smaller than those of the samples. Apparently these are only secon
d grade lernels rather that first grade as stipulated in the contract.
Ⅳ.
Dear sirs,
We are here to inform you that the canned fruits under our Order Mo. CF203 arr
ived us yesterday. Upon their arrival, we found that the quality is far below th
e samples and the fruits are no linger suitable for consumption. We immediately
had them re-inspected by our surveyor, Tianjin Entry- Exit Inspection and Quaran
tine Bureau. Our experts are of the opinion that it was the inferior material us
ed that caused the deterioration. This mishap has caused us a great loss. Theref
ore, we shall ask for a compensation of $5,000.
Please compensate is as soon as possible and guarantee that similar incidents
will not occur again.
Yours faithfully.
Ⅴ.
Dear sirs,
Dried Mushrooms
We are here to inform you that the captioned goods have arrived here. Yet after
unpacking them, we found worms in the plastic bags containing the goods. We imm
ediately had them re-inspected by a public surveyor. They are of the opinion tha
t the mushrooms were not properly dehydrated before loading. This is apparently
negligence on your part. Therefore we have to lodge a claim against you for an a
mount of USD….
Enclosed is a copy of the survey report. Your prompt attention to this matter
would be appreciated.
Yours sincerely.
Lesson 43
Ⅰ.
A.
1.（物）急需
2.主要客
替代品
状况完好
船方
清提
任
理你方索
承
B.
in view of
trade relation
contents
rest with
accept the order
unsaleable
insurance company
3% off the contracted price
reject a claim
Ⅱ.
1.D 2.A 3.C 4.B.5.A 6.D 7.A 8.C 9.A 10.C
Ⅲ.
We have had the case and contents examined by the insurance surveyor, who conclu
ded that the damage was due to insecure packing
On CIF basis, we assume responsible for risks only up to the time the goods are
placed on board the carrying vessel.
We agree to make up for your losses by reducing our price in the mew contract.
We have already got in touch with the underwriters but they refuse to take any l
iability. They attribute the loss to the dampness during the ling sea voyage.
The goods were badly damaged upon arrival and they are unsaleable.
I presume the damage must have occurred either during transit or before shipment
.
The evidence you have provided is inadequate. Therefore we can not consider your
complaint.
We will have to reject your claim as the liability does nit rest with us.
A close examination was done upon the arrival of the goods and some of the bags
were found not in good condition.
Your shipment of our Order 369 has been found short-weight by 300 kilos, for whi
ch we must file a claim of $800 including the inspection fee.
Ⅳ.
Dear Sirs,
We are very sorry to know that 10 washing machines were damaged due to broken p
ackages. However it is not our faith.
First, the cases we used for packing washing machines are specially made for exp
ort, as you may see that they are all labeled “Export Packing” by the authorized sur
veyor. Second, the clean bill of lading proves fully the goods in question were
loaded in perfect condition. Therefore, it is clear that the damage to the woode
n cases has been caused by rough handling on voyage or when unloading at your po
rt.
Under such circumstances, we can not be held responsible for the damage. As the
shipment is covered against All Risks, we would rather advise you to file the cl
aim with the insurance company as soon as possible. We would of course do anythi
ng on our power to help you in your insurance claim.
Your faithfully.
XXX Shipping Company Date:…
Dear Sirs
We received your shipment of glassware of glassware. However, we found a mumbe
r of the wooden cased and the contents inside were broken. Our surveyor. The Ent
ry- Exit Inspection and Quarantine Bureau, re-inspected the whole shipment. The
survey report shows that the breakage is due to bad stowage, as it is a fact tha
t the cases were put under machines in the same hold, this mishap has caused us
great inconvenience. For this, we shall ask for a compensation of $ 8,000.
Your prompt attention would be appreciated.
Your sincerely.
Lesson 44
Ⅰ.
A.
装船通知
果是
未行
……行投
被迫
B.
the covering /relevant/relative L/C
place an order
meet one’s demand
cancel the order
present stock
point out
Ⅱ.
1.C 2.D. 3.A 4.C 5.D 6.C7.C 8.C 9.C 10.C
Ⅲ.
Your complaint about the delay in shipment has been noted and we are really very
sorry that we have not been able to ship your order on time because of the late
arrival of some of the raw materials.
You have evidently sent us the wrong goods, and , as we are in urgent need fot t
he shirts that we order, this error has caused us much inconvenience.
As you know, the demand for these goods is seasonal. We shall, therefore, be com
pelled to cancel this order and buy elsewhere.
Your goods reached us quite late. As a consequence, we lost the golden opportuni
ty of capturing the whole European markets.
If you can supply sill and woolens of novel design and high quality, we would pl
ace a substantial order.
We hereby inform you that our stock is exhausted and we hope you can make delive
ry as quickly as possible.
The non-execution of our order has put us in a tight corner. Therefore, we ask f
or a reasonable compensation.
Our users are complaining that your delivery does not turn out to our expectatio
n.
Please prepare the goods immediately to meet the customer’s demand.
Several cases have fallen to pieces. And we impress upon you the necessity of re
placements as soon as possible.
Ⅳ.
Dear Sirs
we are referring to our Order No.168 for T-shirts. When we gave you our order
on M ay 15 we stated explicitly that we wanted delivery not later than June 15 a
nd you have confirmed this accordingly.
Two months have passed since then but we are surprised that we have not yet rece
ived the goods or any advice from you when we can expect delivery.
We must point out to you that T-shirts are seasoned goods. As this delay has cau
sed us very serious inconvenience, we are compelled to cancel the order. Meanwhi
le, we request you to give a reason for the non-execution and make compensation
for our loss totaling $5,000.
Yours faithfully,

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《外貿函電》元

Part1 NEGOTIATION OF CONTRACT

Part1 NEGOTIATION OF CONTRACT

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

Lesson2 Buyers Asking to Establishing Trade Relations

Lesson3 A Company Introduction

Lesson11 Inability to Offer

Lesson13 A counter-offer (2)

Lesson15 A counter-offer (4)

Chapter6 Terms of Payment

Chapter 11 Claims and Adjustment

Chapter 2 Enquiries and Offers

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《 外貿函電 》

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Copyright

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《 外貿函電 》

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《外貿函電》 元

Part1 NEGOTIATION OF CONTRACT

Part1 NEGOTIATION OF CONTRACT

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

Lesson2 Buyers Asking to Establishing Trade Relations

Lesson3 A Company Introduction

Lesson11 Inability to Offer

Lesson13 A counter-offer (2)

Lesson15 A counter-offer (4)

Chapter6 Terms of Payment

Chapter 11 Claims and Adjustment

Chapter 2 Enquiries and Offers

You might also like

《外貿函電》

《外貿函電》

《外貿函電》元