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外贸英语函电


Appendix Key to the Exercises and the Skill Drillings

Appendix Key to the Exercises and the Skill Drillings

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Unit 1
Exercise
目 录 catalogue

I. Put the following Chinese into English 询
盘 enquire / enquiry 报 盘 offer 报 价 quote / quotation 订 单 order 传 真 facsimile (fax) 电 子 邮 件 E-mail 电 子 商 务 E-commerce 互 联 网 the Web / Internet 交 货 期 time of delivery

文 档 document / file 支 付 payment 结 账 settle the account 佘 额 balance 客 户 customer / client 国 民 经 济 national economy 市 场 经 济 market economy 营 销 marketing

II. Fill in the following blanks with the given words in their proper forms
1. market 6. trade 2. economy 7. marketing 3. trade 8. trading 4. economy 9. economy 5. marketable

III. Read the following introduction to general business lettersC 略 ) IV. Make corrections in the format of the following business letter

2 外贸英语函电

KyoINTEGRATED COMPUTER TECHNOLOGY CO. LTD. Rm 808, KyoWon-Kong35Won-Kong-Jea 35-2 Yeoido Young Dung Po Seoul 822South Korea Tel: 822782822-785782-4641 Fax: 822-7854245 16 June 2004 Dr Brenda Yeoh ATT Computers Corp. Pte Ltd. Road,#02 #0288 Kitchener Road,#02-15 Jalan Besar Plaza Singapore 208512

Dear Dr. Brenda Yeoh, Subject: Integrated Circuit Boards circuit We have just received your order for 400 integrated circuit boards ( item No. KR10779 ). Unfortunately, these circuit boards are no longer produced as they have been replaced by our model KR2000, which is cheaper, more reliable and more efficient than the circuit boards that you ordered. With this in mind, we imagine that you will be happy to change your order, but I should be grateful if you could contact me to tell me what you wish us to do about your order. The prices of the KR2000 and peripheral equipment are as follows: KR2000 integrated circuit boards: @ US $23,200 KT200X f Toolkit' : @ US $15,500 connectors: KC200X connectors: ( 2 per pack) @ US $ 10,000 I am also enclosing next year's brochure and price list for your convenience. Yours faithfully, for INTEGRATED COMPUTER TECHNOLOGY CO. LTD. Kim Jungsup Sales Representative KJ: rh Enclosures 2 Sangcc: Kim Sang-Chul YoungMoon Young-Seung V.

Address the following

envelope in English
China North Industries Corp 12 Guanganmen Nanjie Beijing, 100053 China

STAMP

Appendix Key to the Exercises and the Skill Drillings

Mr. Williams Smith AUTOS Company 20 Broadway New York, NY 10027 U.S.A.

Skill Drilling
China National Light Industrial Products Import & Export Corp. Shanghai Branch 128 Products Huchiu Road, Shanghai, China Tel: (021) 64468726 Fax: 64468787 (Date) Jameson & Sons Ltd. 34 Madison Square Melbourne E. C. 2. Australia Tel: (0536) 70525345 Fax:

356467132 Dear Sirs,
Re: Bicycles

Thank you for your letter of Jan. 25 enquiring for our bicycles. As requested, we enclose a price list and a copy of our catalog for your consideration. All prices are quoted FOB Shanghai, subject to our final confirmation. Generally> delivery can be made in two months from receipt of an order. We look forward to hearing from you. Yours faithfully, (signature ) Encl. As stated.

Unit 2
Exercise
I. Put the following Chinese into English
公 司 company / corporation / firm / house 信 誉 standing / credit 与 … 建 立 业 务 关 系 to enter into (to establish ) business relations with 小 册 子 pamphlet / brochure 你 处 ( 地 ) at your end / on your spot / in your place ( area, district) 供 你 参 考 for your reference / for your information 以 … 为 目 的 with a view to 与 此 同 时 in the meantime / at the same time / meanwhile
1

按 照 according to / in compliance with / in accordance with / in conformity with 达 成 交 易 to conclude ( close ) the business

(transaction/ deal) 在 … 业 务 方 面 in the line of
1 ~ 系 列 a ( wide / full) range of

具 体 询 盘 specific enquiry 经 营 to handle / to deal in / to trade in 与 … 做 生 意 to do business with / to deal with / to trade with

II. Multiple choice
1. b 2. a 3. c 4. b 5. a 6. d 7. c 8. d 9. a 10. b 11. d 12. c

III. Fill in the following blanks with the given words in their proper forms
1. dealing 6. business 2. transacting 7. transact 3. deals 8. Businesses 4. Business 9 . transactions / deals 5. deal 10. business

4 外贸英语函电

IV. Put the following English into Chinese
1.我 们 是 德 国 工 业 化 工 产 品 主 要 生 产 商 之 一 , 欲 与 贵 公 司 建 立 业 务 关 系 。 我 2. 我 们 经 营 中 国 自 行 车 出 口 , 很 想 与 你 方 进 行 这 类 商 品 贸 易 。 3. 香 港 贸 易 公 司 已 将 贵 公 司 名 称 及 地 址 转 交 我 方 。 兹 去 函 与 你 联 系 , 愿 与 你 方 建 立 贸 易 关 系 。 4. 感 谢 贵 方 6 月 7 日 来 函 , 表 示 提 供 服 务 的 意 向 。 我 们 很 愿 意 与 你 方 探 讨 扩 大 贸 易 的 可 能 性 。 5. 请 尽 早 答 复 我 方 要 求 为 荷 。 6. 我 们 愿 在 平 等 互 利 的 基 础 上 与 贵 公 司 建 立 业 务 关 系 。 7. 我 们 是 一 家 系 列 电 扇 及 空 调 的 主 要 出 口 商 , 现 特 去 函 自 我 介 绍 。 8. 为 促 进 双 方 贸 易 , 特 另 邮 航 空 寄 去 样 品 , 供 你 方 参 考 。 9. 为 使 你 方 了 解 我 们 经 营 的 轻 工 产 品 , 我 们 兹 另 邮 给 你 们 寄 去 几 本 商 品 小 册 子 , 供 你 方 参 考 。 10. 经 纳 尔 逊 先 生 介 绍 , 我 们 得 知 你 们 是 中 国 食 品 的 潜 在 买 主 。 我 们 经 营 这 类 商 品 已 有 多 年 。

V. Put the following sentences into English
1. We owe your name and address to ABC Company. 2. As soon as we receive your specific enquiry, we will send you the catalogue and samples. 3. Their chief line is the export of electronic computers. 4. Our silk has long been a best seller at your end. 5. This product is being marketed in all European countries. 6. Your letter of May 10 has been transferred to us for attention from our Head Office in Beijing. 7. We have handled this line for more than 20 years. ( We have been in this line for more than 20 years.) 8. We can supply shoes in a wide range of styles and sizes. 9. The trade between us is based on the principle of equality. 10. Most countries in the world have engaged in international trade. 11. We can offer you some oil if you need. 12. There are two forms of international transaction. One is to trade in goods> the other is in service.

VI. Supply the missing words in the blanks of the message
1. informing 6. quality 2. market 7. prices 3. in 8. from 4. sample 9. items 5. trade 10. specific

VII. Read the following short passages or letters and then translate them into Chinese (A)
一国货物及服务与另一国货物及服务进行交换,这就是国际贸易。这种贸易除了有形的(即商品 的进出口)外,还有无形的(即国际间服务交流)。希腊、挪威这类国家拥有大量的商船船队, 可以 提供交通运输服务,这就是一种无形贸易。对某些国家来说,无形贸易与其他一些国家的原材料出口 或商品贸易一样重要。在这种情况下,每个国家都可以赚取外汇以购进本国的必需品。

(B)
世界上没有哪个国家能生产它所需要的所有产品。于是世界各国就加入国际劳务分工,以提高生 产及再生产效率。有时一个国家可以以易货贸易的方式获得外国货物及服务。易货贸易就是不用货币 而以一种货物交换另一种货物的方式做生意。单凭易货贸易是不能满足一国的进口需要的,但作为国 际贸易的一种形式,它对发展中国家仍有吸引力。因为这些国家外汇短缺,匮乏的外汇收入远不足以 满足它们对外贸易的支付。

Appendix Key to the Exercises and the Skill Drillings

(C)
在国际贸易中,服务贸易仅占很小比重。由其特性所致,服务贸易远不如货物贸易那么容易, 因为服 务贸易只能在提供服务的地方为对方所接受。这就是说,要么提供服务的一方到需要这种服务的地方 去,要么消费者到能提供服务的地方去。只有少量的服务能像货物那样,无须交易双方移动就能进行 交易,如运输服务、银行、保险、教育事业等。

(D)
敬启者: 承 蒙 Autos 公 司 总 裁 纳 尔 逊 先 生 介 绍 , 我 们 得 知 贵 公 司 是 中 国 农 业 机 械 的 潜 在 买 主 。 由 于 此 产 品 属 于我方经营范畴,我们将很高兴尽早与贵公司建立直接的业务关系。 为了便于贵方对我们所经营的各种产品有个大致了解,我们随信寄去商品小册子和价目表各一 份 。 一收 到 贵 方 具 体 询 盘 , 我 们 会 立 即 寄 上 报 价 单 及 样 品 书 。 望收到贵方的肯定答复。
X X X

谨上

VIII. Translate the following letter into English
Dear Sirs, We have received your enquiry of July 5 for Electric Motor. As the goods fall within the business scope of China National Import & Export Corporation, we have passed on your enquiry to them for attention. Please contact them directly for your requirements. We would like to take this opportunity to introduce ourselves to you as a state-operated corporation* handling the export business of Chinese Arts & Crafts and we have built up extensive connections with many important dealers in various districts. Enclosed you will find our latest catalogue and pricelist. We hope to enter into business relations with you. Yours faithfully,

Skill Drilling
Dear Sirs, Your firm has been recommended to us by Messrs. Freemen & Co. Ltd. , with whom we have done business for many years. We specialize in the export of Chinese cotton piece goods, which have enjoyed great popularity in world market. We enclose a copy of our catalog for your reference and hope that you would contact us if any item is interesting to you. As to our financial standing* you could approach the Bank of China? New York for any information. We are looking forward to your early reply. Yours truly.

Unit 3
Exercise
I. Put the following Chinese into English
询 购 … to enquire for / to make sb. an enquiry for 接 受 报 盘 to accept an offer 代 理 representative/agent ready market 现成市场 递 价 to bid for / to make sb. a bid for 大 使 馆 embassy

6 外贸英语函电

工 艺 workmanship 手 工 作 hand-made 支 付 条 款 payment terms 兹 答 复 in replyC to) 与 . ? ■ 有 联 系 to be connected with 向 … 订 购 to place an order with sb. for sth.

立 即 处 理 prompt attention 市 场 需 求 ( 口 味 ) the taste of the market 用 现 款 ( 支 付 ) ( to pay) in cash 稳 定 需 求 steady demand ( 商 品 ) 在 出 售 中 to be under offer / to be on sale 给 … 报 盘 to make sb. an offer for sth.

II. Multiple choice
1. b 2. d 3. a 4. d 5. b 6. a 7. c 8. b 9. d 10. c 11. b 12. c

III. Fill in the following blanks with the given words in their proper forms
1. bid 6. offer 2. offer 7. enquires 3. enquiry 8. offer 4. offered 9. enquired 5. bid 10. offer

IV. Put the following sentences into Chinese
1. 我 们 从 John King 先 生 处 得 知 , 你 方 有 意 供 应 男 式 皮 鞋 。 2. 请 传 真 发 来 优 惠 报 盘 , 同 时 指 明 包 装 、 规 格 、 可 供 数 量 及 最 早 交 货 期 。 3. 报 价 时 请 考 虑 我 们 可 能 会 经 常 性 地 大 量 订 购 这 一 因 素 。 4. 你 方 1 月 10 日 询 盘 巳 交 我 处 理 , 因 我 们 正 好 出 口 你 方 所 询 商 品 。 5. 我 方 包 装 行 业 的 合 伙 人 高 度 赞 赏 你 们 的 Zeta 包 装 机 , 我 们 想 更 多 地 了 解 一 些 有 关 情 况 。 6. 希 望 你 方 价 格 能 做 得 开 , 而 且 交 易 的 达 成 将 对 双 方 都 有 利 。 7. 盼 望 着 能 向 你 方 进 一 步 订 购 , 相 信 你 方 会 尽 力 满 足 我 们 的 特 殊 需 求 。 8. 如 能 给 我 们 寄 来 建 筑 材 料 的 最 新 价 目 表 , 我 当 不 胜 感 激 。 9. 如 能 按 所 要 求 的 数 量 供 应 这 种 型 号 的 商 品 , 请 给 我 方 报 实 盘 及 最 低 价 。 10. 我 们 想 要 购 买 男 式 皮 手 套 , 请 报 最 优 惠 价 格 为 荷 。

V. Put the following sentences into English
1. Could you please tell us the main items you export? 2. Would you please quote your lowest price GIF London? Britain? ? 3. We shall be very glad to place our order with you if your quotation is competitive and delivery date acceptable. 4. We are pleased to note from your letter of May 5 that you are interested in our sewing machines. 5. Kindly let us know the prices and quantities of the best refined sugar you are able to deliver to us. 6. We would appreciate very much your sending us the latest samples with their best price. 7. We have ready buyers of these commodities and if your prices are competitive* we have every reason to believe that we can place large orders with you. 8. The said goods are not available from stock. 9. We'll be glad to place an order with you for 60 cases of green tea if your price is favorable. 10. We're very much interested in importing your goods. Could you please send us your catalogue, price list and samples if possible?

VI. Supply the missing words in the blanks of the message
1. enquiry 6. workmanship 2. interest 7. appeal 3. catalog 8. representative 4. manufacture 9. range 5. designs 10. order

VII. Read the following short passages or letters and then translate them into Chinese

Appendix Key to the Exercises and the Skill Drillings

(A)
敬启者事 由 : 第 2231 号 询 价 单 我们两国之间不久前签订了贸易协定,这对双边贸易的发展具有十分重大的意义。 我 方 拟 采 购 电 子 计 算 机 一 批 。 望 你 方 能 尽 早 航 寄 最 优 惠 的 CIF 上 海 到 岸 价 , 详 尽 列 明 规 格 及 交 货 期,并随附英文说明书三份。 如果你方不能完全按照我方所列要求供货,能否报来最近似的规格,或将本项询盘转交给能确切 报盘的有关商号? 复电、报价,或寄有关样本、样品时,请注明我询价单编号,以便査找。 盼早复。
X X X

谨上

(B)
敬启者: 事由:纺织品 本公司是纽约最大的纺织品进口商之一,我们切盼与贵公司建立贸易关系,发展我们两国之间的 贸易。 随 函 附 上 第 111 号 询 价 单 一 份 , 盼 贵 方 早 日 给 我 们 报 纽 约 到 岸 价 , 包 括 我 方 5%的 佣 金 。 报 价 时 请 说明最早交货期和可供数量。 若贵方报价具有竞争性,我们打算大量成交。如蒙早日复信,不胜感激。
X X X

谨上

VIII. Translate the following letter into English
Dear Sirs, Re: Shan Di Bicycles Kindly mail us a copy of your catalog and latest price list for Shan Di bicycles. We are very interested in bicycles both for men and women. There is a heavy demand for bicycles in this city, where cycling has become very popular. Owing to the high price of petrol, it is likely that more people will use bicycles instead of cars. If the quality of your bicycles proves satisfactory and your quotation is competitive, we are ready to conclude substantial business with you. Your early reply will be very appreciated. Yours faithfully,

Skill Drilling
Dear Sirs, We are interested to buy large quantities of Iron Nails of all sizes and shall appreciate it if you would give us a quotation per ton CIF Alexandria, Egypt. It would also be appreciated if samples and brochure could be forwarded to us. We used to purchase this article from other sources but we now prefer to buy from your corporation

8 外贸英语函电

because you are able to supply large quantities at more attractive prices the quality of Chinese products. We look forward to hearing from you as soon as possible.

.Besides we have confidence in
T

Yours faithfully*

Unit 4
Exercise
I. Put the following Chinese into English
实 盘 firm offer 虚 盘 non-firm offer 确 认 , 保 兑 confirm 保 兑 的 confirmed 不 可 撤 销 的 irrevocable 汇 票 draft/bill of exchange 即 期 at sight 数 量 quantity 包 装 pack( -ing) 装 ship( ment) 支 付 pay( -ment) to be heavily committed / to have

以 . . . 为 条 件 , 为 准 subject to 及 时 , 适 时 in due course 承 诺 过 多 规 格 specifications 殷 切 地 with keen interest 品 名 commodity/Art. No.

heavy commitments 按 照 要 求 as requested 如 所 陈 述 as stated 如 所 约 定

II. Multiple choice

1. b 2. b 3. a 4. c 5. c 6. b 7. d 8. c 9. b 10. a 11. a as agreed 12. d 13. b 14. c 15. d 另 由 P under separate cover / by separated mail 分 期 付 款

III. Fill in the following blanks with the given words to pay in ... installments / to make payment in ... instilments in their proper forms
I. sale 6. price II. selling 2. buying 7. bought 12. bought 3. priced 8. buys 4. price 9. sold 5. sell 10. prices

IV. Put the following sentences into Chinese
1. 贵 方 4 月 3 日 来 函 收 悉 , 得 知 贵 方 有 意 与 我 方 建 立 业 务 往 来 关 系 并 欲 购 买 我 方 用 具 。 2. 承 蒙 我 驻 美 大 使 馆 商 务 参 赞 处 帮 助 , 我 们 得 知 贵 公 司 名 称 和 地 址 。 3. 承 蒙 R.G.纳 尔 逊 有 限 公 司 推 荐 , 得 知 贵 公 司 为 中 国 缝 纫 机 潜 在 买 主 。 本 公 司 经 营 该 产 品 , 我 们 很 高 纳 兴与您建立业务关系。 4. 我 们 想 购 买 男 式 皮 鞋 , 请 寄 来 最 优 惠 的 报 价 为 感 。 5. 如 能 按 要 求 的 型 号 和 质 量 供 货 , 我 们 将 定 期 大 量 订 购 。 6. 贵 方 9 月 2 日 函 收 悉 。 很 高 兴 通 知 你 方 , 所 需 货 物 属 于 我 们 的 经 营 范 围 。 7. 按 要 求 特 寄 我 方 系 列 棉 布 产 品 剪 样 , 希 望 能 及 时 到 达 并 令 你 方 满 意 。 8. 感 谢 你 方 9 月 4 日 来 函 , 通 知 我 方 你 对 我 们 的 肉 罐 头 很 满 意 并 考 虑 向 我 试 订 。 9. 关 于 10 月 船 期 的 500 辆 永 久 牌 自 行 车 , 现 随 函 寄 去 我 方 形 式 发 票 No.3422 — 式 两 份 。 10. 11. 由于供应情况良好,我们可报实盘,即期交货。 由于所报价格格外低且有上涨的可能,我方建议立即订购。

12. 各 种 尺 寸 、 型 号 的 系 列 产 品 , 我 们 均 可 供 现 货 。 13. 很 遗 憾 地 通 知 你 方 , 所 需 质 量 的 货 物 我 们 暂 无 现 货 。 14. 我 们 可 以 肯 定 , 这 些 货 将 会 满 足 你 方 要 求 , 并 等 候 你 方 首 批 订 货 。 15. 价 格 包 括 包 装 费 , 任 何 时 候 都 可 交 货 。

Appendix Key to the Exercises and the Skill Drillings

V. Put the following sentences into English
1. If you can reduce your price by 5% > we believe it is possible for us to conclude the deal. 2. Our company is one of the leading importers of TV sets in this area and we have been handling various brands of TV sets for over 20 years. 3. We confirm having faxed you a firm offer for 50 tons of peanut, subject to your reply reaching us within one week. 4. As we are heavily committed, we can only accept orders for shipment in November. 5. The price you quoted is competitive? but the date of delivery can not be accepted. 6. We'll highly appreciate it if you can offer 200 Flying Fish bicycles for shipment in March and April. 7. As for payment terms, we ask for an irrevocable sight L/C. 8. According to your request of March 15, we are making you an offer as follows. , 9. Owing to the reasonable price and fine quality > our cotton piece goods sell fast. 10. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible. 11. The best we can do is to allow you 3% commission. 12. As the peanut market is declining* we can hardly conclude the business unless you reduce the price by 5% .

VI. Supply the missing words in the blanks of the message
I. enquiring 6. subject II. separate 2. direct 7. confirmation 12. specific 3. quotation 8. discount 13. appreciated 4. otherwise 9. catalogue 5. receipt 10. brochure

VII. Read the following short passages or letters and then translate them into Chinese (A)
敬启者: 很高兴通知你方,我们有意购买贵方羽绒被。为熟悉货物质量和工艺,我们请求航寄一些商品小 册 子 、 样 品 及 有 关 各 种 规 格 货 物 的 所 有 必 要 信 息 。 同 时 , 请 报 附 单 内 每 样 产 品 的 CIF 纽 约 最 低 价 , 含 佣 3% 。 此地价廉物美的商品市场前景可观。若样品及价格令我方满意,你方有望获得大量订单。预致谢 意,期待贵方合作。
X X X

谨上

(B)
敬启者很 高 兴 收 到 你 方 元 月 15 日 询 盘 。 按 要 求 , 现 随 函 寄 去 我 带 插 图 的 商 品 目 录 及 价 格 单 细 目 ,同时 另 函寄去全套样品一份。相信贵方研究后会认同我方产品确系价廉物美。 对 于 常 规 订 购 单 项 商 品 在 50 打 或 以 上 者 , 我 方 将 予 以 5%的 折 扣 。 因 柔 软 及 保 暖 性 能 好 ,尼龙 床 单 的 越来越受欢迎。检査我方价格后,贵方将不难看出,我们的产品难以满足目前的需求。如 贵方能在月底前下订单,我们保证收到订单后两周内可以交货。提请 贵方留意我其他尼龙产品(详情见目录)并恭候首批订单。
X X X

谨上

(C)

敬启者:

10 外 贸 英 语 函 电

11 月 21 日 函 悉 , 今 晨 已 发 电 报 作 复 。 谅 必 您 已 从 传 真 中 得 悉 , 我 们 可 报 250 长 吨 钢 管 实 盘 , 每 长 吨 620 英 铹 , CIF 拉 哥 斯 到 岸 价 ,即期 信用证支付。此报盘以一周内复到为准。 如您所知,市场上对钢管需求甚殷,不可能持盘太久。还望贵方注意,需求活跃势必导致价格上 扬。 盼早复。
X X X

谨上

VIII. Translate the following letters into English (A)
Dear Sirs, Thank you for your letter of September 15 and the enquiry enclosed for our White Rabbit pajamas. As your request, we are making you a firm offer for 20,000 dozen women's pajamas at USD 48. 5 per dz. CFRC 5% Lagos for shipment in July/August? 2006. Payment is to be made by confirmed? irrevocable L/C payable by draft at sight. This offer is firm subject to your reply reaching us within one week. The relative sample and catalog have been sent by separate mail. Please note all the prices quoted are bottom prices and no counter-offer will be accepted. If you agree to the above, please make confirmation as soon as possible so as to enable us to make the necessary arrangements. We're looking forward to your early reply. Yours faithfully,

(B)
Dear Sirs, Re: Shan Di Bicycles We are pleased to receive your enquiry 10 January and as requested* are airmailing you, under separate cover, a copy of our illustrated catalog, together with our latest price list for Shan Di bicycles. Details of our conditions of sale and terms of payment are stated therein. We feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price. We look forward to the pleasure of your trial order. Yours faithfully,

Skill Drilling
Dear Sirs, In reply to your letter of August 15, we are making you an offer, subject to your reply reaching us by 4 p. m. our time, Monday? September 3, as follows: Commodity: Specifications: Packing: Quantity : Price: Shipment: Common Round Iron Nails As per attached list Loose in kegs of 60kgs. net 100 kegs US $ 50.00 net per keg GIF Sydney October/ November

Appendix Key to the Exercises and the Skill Drillings

Payment:

By confirmed? irrevocable letter of credit payable by draft at sight

We have sent you, under separate cover? samples of various sizes and the brochure required. We are expecting your early order. Yours faithfully*

Unit 5
Exercise
I. Put the following Chinese into English
还 盘 counter-offer 小 册 子 booklet/brochure/pamphlet 标 题 的 captioned/subject 偏 高 ( 偏 低 ) on the high ( low ) side 流 tl 的 prevailing/going/current 现 行 行 市 水 平 prevailing market level 利 润 profit 折 扣 discount
1 ~ 批 货 parcel/allowance 1

在 展 出 on display 形 式 发 票 proforma invoice 银 行 划 拨 banker's transfer 与 … 不 ~ 1 致 out of line with 给 … 折 扣 to allow / give / grant sb. a discount 有 迹 象 表 明 information indicates / indications show 考 虑 到 ( 鉴 于 ) in view of 畅 销 to sell fast / to sell well / to sell like hot-cakes/ to enjoy wide popularity / to command a good market 续 订 repeat order
1

现 成 市 场 ready market/batch/lot 试 订 trial order

II. Multiple choice
1. a 2. b 3. c 4. d 5. b 6. d 7. c 8. d 9. a 10. c 11. d

III. Fill in the following blanks with the given words in their proper forms
I. commodities 2. referred
7. stock

3. commodity 8. commodities 9. stock

4. stock 10 ? reference

5.

commodity

6. Referring II. stock

12. referred

IV. Put the following sentences into Chinese
1. 感 谢 你 方 对 我 钢 制 家 具 询 盘 的 答 复 。 我 们 留 下 商 品 目 录 作 进 一 步 考 虑 , 但 同 时 我 们 也 感 到 对 于 此 地 市场你们的产品定价过高。 2. 我 们 按 此 价 在 你 方 市 场 已 达 成 大 量 交 易 , 因 此 歉 难 接 受 你 方 还 盘 。 3. 我 方 价 格 已 降 至 极 限 , 很 遗 憾 不 能 满 足 你 方 要 求 作 进 一 步 降 价 。 4. 3 月 前 交 货 是 此 订 单 的 硬 条 件 , 延 迟 交 货 我 方 将 有 权 拒 收 。 5. 我 们 已 及 时 注 意 到 你 们 对 棉 布 的 需 求 , 但 很 遗 憾 , 眼 下 我 们 无 法 供 货 。 待 供 应 情 况 有 所 好 转 我 们 再 洽。 6. 我 们 最 少 需 要 500 千 克 。 但 如 果 质 量 上 乘 , 我 们 至 多 可 接 受 800 千 克 。 7. 我 们 同 意 你 方 价 格 , 但 想 知 道 购 买 数 量 在 2 000 以 上 时 , 你 方 是 否 打 算 给 5%的 折 扣 。 的 8. 很 遗 憾 , 不 能 接 受 你 方 还 盘 。 即 使 让 一 半 也 不 可 能 , 因 为 材 料 价 格 已 上 涨 了 20%。 。 9. 虽 然 我 们 很 想 开 拓 与 你 方 的 业 务 , 但 很 抱 歉 , 不 能 按 你 方 要 求 打 折 , 因 为 我 方 价 格 已 减 至 极 限 。 10. 如 首 批 订 单 执 行 得 令 人 满 意 , 我 们 将 向 你 方 续 订 。

V. Put the following sentences into English

12 外 贸 英 语 函 电

1. In view of our long-standing business relations we make you such a counter-offer. 2. If you cannot accept it, please make best possible counter-offer. , 3. We thank you for your quotation of July 20 and enclose herewith our order No. Ill for the captioned goods. 4. Your price is on the high side and we have to counter-offer as follows? subject to your reply received by us on or before this Friday. 5. As the goods are urgently needed by our customers? we hope you will deliver them promptly. 6. We cannot entertain business at your price, since it is out of line with the prevailing market. 7. We find both the price and quality of your products satisfactory and are pleased to give you an order for the following items. 8. As our customers find the quality of your products satisfactory* we are now placing our trial order with you for prompt delivery. 9. Through your full cooperation? we are able to place our trial order at your revised price. 10. We trust this trial order may lead to more important transactions.

VI. Supply the missing words in the blanks of the letter
1. receipt 6. offer 11. installments 2. requested
7. to

3. under 8. confirmation 13. irrevocable

4. catalogue

5. transaction

9. Specifications 10. option

12. confirmed

VII. Read the following short passages or letters and then translate them into Chinese (A)
敬启者: 事 由 : 2005 年 产 大 豆 接 你 方 8 月 15 日 函 , 按 通 常 条 款 报 ( 盘 ) 给 我 方 5 000 公 吨 标 题 货 物 , 单 价 每 公 吨 人 民 币 1 600 元。兹复,很遗憾我奥登色买主认为你方价格太高。有消息说,数批土耳其货在该地以约比你价格低 10%的 价 格 售 出 。 的 我 们 不 否 认 中 国 大 豆 质 量 稍 好 , 但 价 格 不 应 有 10%的 差 别 。 的 为 促 进 交 易 , 我 们 代 表 客 户 还 盘 如 下 : 以 我 方 当 地 时 间 8 月 26 日 前 收 到 你 方 答 复 为 条 件 , 5 000 公 吨 2005 年 产 大 豆 , 每 公 吨 奥 登 色 到 岸 价 人 民 币 1 300 元 , 包 括 2%的 佣 金 , 哥 本 哈 根 转 船 , 其 他 条 的 款 按 你 方 2006 年 8 月 15 日 函 办 理 。 由于市场疲软,建议你们立即接受我们的还盘。
X X X

谨上

(B)
敬启者非常高兴收到您的订单并乐于确认您所需货物有现货供应。很高兴为您效劳,相信您对货物的质 量和我们的服务会感到满意的。 可 以 接 受 的 付 款 方 式 是 不 可 撤 销 的 信 用 证 , 9 月 15 日 前 有 效 , 总 金 额 不 超 过 500 美 元 。 一 收 到 第 一 国民银行的确认,就准备着手装船,并听候贵方代理人的装船指示。 我们谨向您保证,对贵方这次订货和将来的订货,我们都会给予及时的关照。 X X X 谨上

Appendix Key to the Exercises and the Skill Drillings 13

VIII. Translate the following letters into English (A)
Dear Sirs, Re : Tablecloth Reference is made to your quotation for the captioned goods and the samples and catalogue enclosed. After we contacted our customers, they found both the quality and time of shipment acceptable? but the difference between your quoted price and the price at which we have got the goods from other suppliers is too great to accept. The price of same goods of Hong Kong is 10% lower than that of yours. We would therefore suggest that you reduce your price to the level which is in line with the prevailing price* and then we would place a large order with you. It is in view of your being our old customer that we make this counter-offer. Should the above be agreeable to you? please fax us so as to enable us to open the relative L/C. Yours faithfully,

(B)
Dear Sirs, , Thank you for your quotation for men's shirts and the samples sent to us on May 6. We have approached a number of our customers in this area and many of them take an interest in Swan brand men's shirts. We, therefore f ask you to make us your best offer on GFR Singapore basis for 5 ,000 men's shirts ( NO. G―3 ) - We believe we may secure some orders for you. W e f however, would like to point out that unless your quotation is attractive to the buyers, it would be difficult to push the sale of your shirts successfully. Yours truly,

Skill Drilling
(i) Dear Sirs, With reference to your letter of 10th July, we regret to learn that since other suppliers are offering at lower prices, you are unable to accept our offer. However desirous we are to do more business with you, we are sorry to say that your counter-offer is unacceptable to us. The best we can do is to make a reduction of 2% in our originally quoted price. We wonder whether the other suppliers are offering a quality as good as ours. We do hope that you will direct the attention of your clients to this point and try to persuade them to take into consideration not only the price but also the quality, which is more important. We await your early reply. Yours faithfully,

( 2 ) (略)

Unit 6
Exercise
I. Put the following Chinese into English
确 认 confirm/approve

14 外 贸 英 语 函 电

以 … 为 目 的 with the view of 幵 列 , 膳 写 make out 销 售 确 认 书 sales confirmation — 式 两 份 in duplicate 返 签 , 会 签 countersign 以 … 为 抬 头 , 以 … 为 受 益 人 in one's favor 公 吨 ( = 1 000 千 克 ) metric ton 购 货 确 认 书 purchasing confirmation 有效(性),有效(期) validity 耽 误 , 延 误 delay
1 与 … 相 ~ 致 in conformity to ( with) 1

令 人 满 意 to prove (to be) satisfactory / to turn out to the satisfaction of 减 价 to reduce the price by / to reduce the price to 急 需 be in urgent ( great / bad) need of 保 兑 行 confirming bank

II. Multiple choice
1. b 2. a 3. a 4. d 5. c 6. d 7. d 11. a 12. 9. d 10. 8.

III. Fill in the following blanks with the given words in their proper forms
1. confirm 5. agreeable 9. agreement 2. acceptable / confirmation 6. accept / acceptance 10. acceptance 3. agreed 7. confirmed 11. confirm 4. confirmation 8. agreed

IV. Put the following sentences into Chinese
1. 兹 确 认 , 我 方 将 于 3 月 15 日 按 要 求 交 货 。 2. 我 们 相 信 , 此 次 首 批 订 单 将 导 致 我 们 两 家 公 司 之 间 进 一 步 的 交 易 。 3. 我 们 可 以 肯 定 , 我 方 货 物 会 令 你 方 完 全 满 意 , 且 完 全 适 合 你 方 需 求 。 4. 希 望 货 物 能 及 时 到 达 你 方 , 并 盼 你 方 的 进 一 步 订 单 。 5. 若 你 方 产 品 令 人 满 意 , 我 们 打 算 洽 谈 长 期 合 同 。 6. 我 们 急 需 上 述 订 单 之 货 , 特 要 求 你 方 空 运 此 货 。 7. 感 谢 你 方 试 订 , 我 们 将 保 证 你 方 订 单 会 得 到 及 时 、 认 真 的 处 理 。 8. 谈 到 近 几 日 我 们 之 间 的 传 真 交 往 , 我 们 很 高 兴 能 与 你 方 达 成 下 列 交 易 。 9. 虽 然 你 方 价 格 低 于 我 方 报 价 , 但 为 了 启 动 我 们 之 间 的 业 务 , 我 们 还 是 破 例 接 受 。 10. 我 们 已 经 按 你 方 4 月 4 日 传 真 及 我 方 4 月 8 日 传 真 接 受 下 列 订 单 。 请 放 心 ,一收 到 相 关 信 用 证,我们将及时发运货物。

V. Put the following sentences into English
1. If your prices are reasonable we believe we could conclude substantial business with you. 2. If you can reduce your price by 5% ? we believe it is possible for us to conclude the deal. 3. As we are heavily committed* we can only accept orders for shipment in November. 4. The price you quoted is competitive? but the date of delivery can not be accepted. 5. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible. 6. As the peanut market is declining, we can hardly conclude the business unless you reduce the price by 5% . 7. In reply to your letter of March 5 quoting us the prices of writing paper, we are pleased to place a trial order as mentioned in the enclosed sheet. 8. We have received your catalogue and price list, and now we order the following goods at the prices named. , 9. As our factories are fully committed for the fourth quarter, we regret our inability to entertain any fresh orders.

Appendix Key to the Exercises and the Skill Drillings 15

10. Your order is receiving our immediate attention and we will keep you informed of the progress.

VI. Supply the missing words in the blanks of the message
1. In 6. established 2. confirming 7. conformity 3. Enclosed 8. amendment 4. duplicate 9. delay 5. countersigned 10 - cooperation

VII. Read the following short passages or letters and then translate them into Chinese (A)
敬启者: 我 们 已 及 时 收 到 你 方 第 111 号 销 售 合 同 一 式 两 份 , 按 照 你 们 的 要 求 , 我 们 巳 经 会 签 。 兹 随 函 退 回 一份,供你方备档。 有关信用证已通过伦敦中国银行开出,谅不久即可到达你处。收到后请立即安排装运,并传真告 知船名及开航日期。
X X X

谨上

(B)
敬启者: 事由:紫铜丝 7 月 3 日 、 12 日 传 真 收 悉 , 多 蒙 合 作 , 不 胜 感 激 。 今 确 认 己 修 改 之 订 单 如 下 - "40 长 吨 紫 铜 丝 成 本 、 运 费 、 汕 头 到 岸 价 , 每 长 吨 115 美 元 , 8 月 发 运 。 " 我 已 寄 去 购 货 确 认 书 第 3366 号 一 式 两 份 , 请 早 日 签 退 一 份 。 我 正 与 汕 头 中 国 银 行 联 系 办 理 有 关 信 用证。一俟开立,当即奉告。因急需此货,望能如期装运。
X X X

谨上

VIII. Translate the following letter into English
Dear Sirs, We are very much pleased to note from your letter of Nov. 6 that your customers are satisfied with the quality of our sewing machines shipped to you per S. S. East Wind* and that you wish to place a repeat order. While we appreciate that, we cannot at present entertain any fresh orders because of our heavy commitments. But we would like to inform you that there will be a possibility of a big expansion of production since the second quarter of next year. So you may rest assured that we will make you an offer as soon as the supply position improves. In the meantime, please keep us informed of the market developments at your end. Yours truly?

Skill Drilling
Dear Sirs* We are very much pleased to enclose our Sales Confirmation No. 123 for wool against your order No. 023 , and wish to take this opportunity to congratulate ourselves on the opening of business relations between us. Please return one copy of the confirmation to us duly countersigned. You may rest assured that our handling of your initial order will turn out to your satisfaction and will justify your further orders. We welcome any suggestions that will make our products more attractive and competitive in your market, and it will be all the better if you would outline your immediate as well as long-term plan of sales promotion.

16 外 贸 英 语 函 电

We shall do everything we can to meet your particular requirements. Yours faithfully?

Unit 7
Exercise
I. Put the following Chinese into English
权 利 与 义 务 rights and obligations 有 关 各 方 parties concerned 履 tl 义 务 fulfill one's obligations 补 偿 to make compensation 单 价 unit price 支 付 条 款 terms of payment 银 tl 票 据 bank instrument 异 议 discrepancy 向 … 提 出 索 赔 to raise a claim against 仲 裁 arbitration 良 好 平 均 品 质 , 大 路 货 FAQ ( =fair average quality) 散 装 , 大 批 量 in bulk 除 非 另 有 规 定 unless otherwise stipulated ...保 向 ...保 证 to assure sb. that / of 万 ~' in case 签 订 合 同 to sign ( close, enter into) a contract 展 行 合 同 to execute (perform, fulfill) a contract 重 合 同 , 守 信 用 to honor the contract and keep one's word 向 … 开 汇 票 to draw ( a draft) on sb. 以 … 为 抬 头 ;凭…指 示 (be) to one's order

II. Multiple choice
1. b 2. a 3. c 4. d 5. c 6. a 7. c 8. a 9. d 10. b 11. a

III. Fill in the following blanks with the given words in their proper forms
I. order 2. contract 7. order 12. contracted 3. drawn 8. contracted 9. drawing 4. order 10. draw 5. draw

6. contract II. order

IV. Put the following sentences into Chinese
1. 如 你 所 知 , 我 们 的 外 贸 政 策 是 在 平 等 互 利 的 基 础 上 与 各 国 人 民 做 贸 易 。 2. 我 公 司 是 本 地 区 最 大 的 电 视 机 进 口 商 之 一 , 我 们 经 营 各 种 牌 号 的 电 视 机 已 有 20 多 年 了 。 3. 兹 确 认 我 们 给 你 们 电 报 50 公 吨 花 生 的 实 盘 ,一周 内 复 到 有 效 。 4. 如 果 你 方 能 报 盘 200 辆 飞 鱼 牌 自 行 车 , 3/4 月 船 期 , 我 们 将 非 常 感 激 。 5. 关 于 支 付 条 件 , 我 们 要 求 不 可 撤 销 的 、 凭 即 期 汇 票 支 付 的 信 用 证 。 6. 按 照 你 方 3 月 15 日 来 信 的 要 求 , 我 们 给 你 作 如 下 报 盘 。 7. 由 于 价 格 合 理 、 质 地 优 良 , 我 们 的 棉 布 很 畅 销 。 8. 我 们 充 其 量 只 能 给 你 3%的 佣 金 。 的 9. 我 们 通 常 用 木 箱 装 , 每 箱 净 重 112 磅 , 分 成 16 小 包 , 每 包 重 7 磅 。 10. 我 们 可 以 满 足 你 方 要 求 , 用 木 箱 包 装 货 物 , 但 贵 方 必 须 承 担 额 外 包 装 费 用 。

V. Put the following sentences into English
1. The unit price is US $ 220 per metric ton GIF Hamburg including 3% commission. ( or GIFG 3% Hamburg) 2. The shipping mark is at sellers' option. 3. Insurance is to be covered ( or effected ) by the seller for 110% of the invoice value against All Risks and War Risk. 4. The shipment is to be made in May 2006, partial shipments allowed but transshipment not allowed. ,

Appendix Key to the Exercises and the Skill Drillings 17

5. The goods are to be packed in poly-bags? 10 bags to a carton. 6. Payment is to be made by confirmed > irrevocable L/C payable by draft at sight. 7. The L/C should reach the seller 30 days before the date of shipment. 8. The covering L/C remains valid for negotiation in China until the 15th day after the aforesaid time of shipment. 9. What shall we do if the prices continue to rise ( or go on advancing / increasing) ? 10. Shipment is to be made in December 2006 from China port to Singapore with transshipment and partial shipments permitted.

VI. Supply the missing words in the blanks of the message
1. commodities 6. Amount 11. Insurance 15. covering 2. Article 7. quantity 12. Payment 3. Specifications 8. option 13. confirmation / contract 4. Quantity 9. Mark 5. Unit 10. Destination 14. receipt

VII. Fill in the blanks with the proper prepositions
1. b 2. c 3. b 4. c 5. d 6. d 7. c 8. c 9. d 10. c 11. c 12. a

VIII. Fill in the Sales Confirmations in English with the particulars given below (A)

SALES CONFIRMATION
No. AC 4678 Sellers : Beijing Light Industrial Products Imp & Exp Go. Buyers :
New York Trading Corporation This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:

Commodity: Ever-lasting brand bicycles SpeciHcations: Type MB 28 Quantity: 1,000
pes.

Unit Price: US $ 70 per piece CIF New York Total Value: US $70,000 Packing: In wooden cases Shipping Mark: At Sellers' Option Insurance: To be covered by the Sellers against All Risks & War Risk for 110% of the invoice value as per CIC of
January 1, 1981.

Time of Shipment: Before or on the date of March 31, 2007 Port of Shipment: China port Port of Destination: New York Terms of Payment: By irrevocable sight L/C, to reach the Sellers one month before the date of shipment and remain
valid for negotiation in China within 15 days after the above-said date of shipment.

Done and signed in Beijing on this 11th day of October, 2006. (B)

SALES CONFIRMATION
No. 290

18 外 贸 英 语 函 电

Sellers : China National Light Industrial Products Import & Export Corporation Buyers :
David & Company This Contract is made by and between the Buyers and the Sellers? whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:

Commodity: Working Gloves SpeciHcations:
Type ( or Model) No. 153 Quantity : 5,000 dozen

Unit Price: HK $27. 00 per dozen GIF Hong Kong Total Value: HK $ 135,000.00 ( Say Hong Kong Dollars One Hundred Thirty-five Thousand Only) Packing: In
boxes of a dozen each, 10 boxes to a carton

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

shipment: January, 2007 Port of Shipment: China port Port of Destination: Hong Kong Shipping Mark: At Sellers' option Terms of Payment: By confirmed? irrevocable L/C payable by draft at sight, to reach the Sellers 30 days before
shipment and remain valid for negotiation in China till the 15th day after the latest date of shipment as specified in the covering L/C

Done and signed in Beijing on this 2nd day of November, 2006.

Skill Drilling
一般 条 款 1. 索 赔 须 于 货 到 目 的 港 后 30 天 之 内 提 出 , 同 时 提 供 检 验 报 告 。 对 所 装 货 物 所 提 任 何 异 议 属 于 保 险 公司、船运公司、其他有关运输机构或邮递机构所负责,售方不负任何责任。 2. 凡 因 执 行 本 协 议 发 生 的 一 切 争 议 , 应 以 友 好 方 式 协 商 解 决 。 如 果 协 商 不 能 解 决 , 应 提 交 北 京 中 国国际贸易促进委员会对外经济贸易仲裁委员会根据该会的仲裁程序暂行规定进行仲裁,仲 裁裁决是终局的,对双方都有约束力。 3.本 确 认 书 所 述 商 品 , 如 因 人 力 不 可 抗 拒 的 原 因 以 致 不 能 履 行 或 延 迟 交 货 , 售 方 概 不 负 责 。

Unit 8
Exercise
I. Put the following Chinese into English
按 , 详 见 as per 单 价 unit price 总 值 total value/amount 暖 头 shipping marks 由 … 选 定 at one's option 发 票 金 额 invoice value 保 险 费 premium 异 议 discrepancy 检 验 报 告 survey report 公 证 机 构 public surveyor 人 力 不 可 抗 Force Majeure 挂 号 空 由 P registered airmail 仲 裁 arbitration 争 议 dispute

Appendix Key to the Exercises and the Skill Drillings 19

由 …支 付 to be borne by 不 可 撤 销 的 信 用 证 irrevocable L/C 议 付 negotiation 索 赔 claim

程 序 procedure 给 佣 金 to give ( allow, grant, pay) commission 打 折 扣 at a discount

II. Multiple choice
l.c 2.a 3.c 4.a 5. a 6. c 7. d 8.b 9.b 10.c 11.d 12.a 13.c 14. a

III. Fill in the following blanks with the given words in their proper forms
I. profit 6. discount II. discount 2. discount 7. profit 3. commission 8. discount 9. profit 4. profit 10. commissions 5. commission

12. commissions

IV. Put the following sentences into Chinese
1. 感 谢 贵 方 4 月 20 日 来 函 报 价 , 我 方 愿 意 订 购 下 列 货 物 。 请 贵 方 对 此 订 单 及 时 处 理 。 2. 我 们 将 及 时 开 证 , 相 信 贵 方 会 采 取 一 切 必 要 措 施 如 期 装 船 。 3. 关 于 我 方 400 个 电 子 打 火 机 的 订 单 , 奉 上 我 方 第 192 号 订 购 确 认 书 , 一 式 两 份 , 请 签 退 一 份 , 以 便 我方存档。 4. 由 于 大 量 承 约 , 我 们 不 能 接 受 新 订 单 。 一 俟 新 货 源 到 来 , 我 们 将 立 即 传 真 与 贵 方 联 系 。 5. 这 种 货 物 我 们 几 乎 没 有 库 存 了 , 因 此 我 们 必 须 敦 促 贵 方 立 即 发 货 。 6. 若 贵 方 的 订 量 超 过 1 万 件 , 我 们 可 以 将 价 格 下 调 5% 。 7. 贵 方 订 单 已 收 到 , 很 抱 歉 , 近 期 不 能 满 足 贵 方 要 求 , 因 为 你 们 指 定 所 要 的 货 物 目 前 缺 货 。 8. 我 们 的 丝 绸 服 装 工 艺 精 湛 , 设 计 新 颖 , 在 你 们 市 场 上 很 有 销 路 。 9. 鉴 于 你 方 以 前 的 大 量 订 货 , 特 给 予 优 先 机 会 , 但 望 贵 方 尽 速 答 复 , 如 无 兴 趣 , 我 方 可 撤 盘 。 10. 彼 此 各 让 一 半 对 双 方 都 有 好 处 。

V. Put the following sentences into English
1. Our goods are moderate in price, about 5% lower than our competitors'. 2. We give you this special discount for the order with the view of developing the business relations between us. 3. Since the article you require is not available for supply at present, we should like to recommend some similar ones as follows 4. If the shipment comes up to our expectations? substantial orders will follow.

20 外 贸 英 语 函 电

5. Please inform us by return whether we may book your order at these revised prices. 6. In view of the recent increase in the price of raw material* we must reluctantly adjust some of our own prices. 7. We shall dispatch the goods as soon as we receive your confirmation of the order. 8. We'd like to state that owing to great demand we can only accept September shipment orders. 9. Since we have reached an agreement on all the details, we can sign the contract now. 10. We are not satisfied with the consignment? because the quality is different with( from ) that of the samples. 11. As for package* I prefer cartons to wooden cases. 12. How much commission can you give us in this transaction? 13. If the amount of the order exceeds ? 5 ,000, we can allow 5% discount. ,

VI. Fill in the blanks with the following words and phrases
1. as follows 6. subject to 2. provided that 7. To our regret 3. remain open 8. reduce 4. in line with 9. discount 10. owing to acceptance

VI. Supply the missing words in the blanks of the message
I. contract 2. commodity 7. terms 8. credit 3. specifications 9. assures 14. settlement 4. packing 1 0 1 destination .co nvenient .neg otiation

6. prices II. covers

12. discrepancy

13. raise

16. documents

VIII. Fill the following contract froms in English with the given particulars (A)

SALES CONTRACT
Contract No. 1791 Sellers : China Construction Materials Imp/Exp Co. Buyers : Genoa Trading Company
This contract is made by and between the Buyers and the Sellers? whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:

Commodity: Parrot brand white cement SpeciHcations: Type 5578―9 Quantity: 1,000
long ton Unit Price: ? 30 per long ton CFR Genoa Total Value: ? 30,000

Packing: In 6-ply kraft-paper bags of about 110 lb. each Shipping Mark: At Sellers' option Insurance : To be covered by the Buyers Time of Shipment: In January, 2007, one lot or in 2 installments Port of Shipment: Qingdao Port of Destination: Genoa Terms of Payment: By confirmed f irrevocable L/C at sight, in favor of the Sellers Done and signed in Qingdao on this 16th day of October, 2006. (B)

CONTRACT
No. 06-15

Appendix Key to the Exercises and the Skill Drillings 21

Sellers : Cathay Export Corporation ( Beijing) Buyers: Copenhagen Trading Company, Ltd.
This Contract is made by and between the Buyers and the Sellers r whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:

Commodity: Ladies' Pyjamas Art. No. 208 SpeciHcations: Colour: pink? blue and yellow equally assorted. Sizes :
S/3, M / 6 , and L/3 per dozen Quantity : 3, 000 dozen/sets

Unit Price: at ? 26. 00 per dozen/sets CIFC 2% Odense Total Value: ? 78,000.00 Packing: In cartons Shipping Mark: At Buyers' option Insurance: To be effected by the Sellers against All Risks and War Risk as per the China Insurance
Clauses of Jan. 1, 1981 for 110% of the invoice value Time of

Shipment: In October 2006, with transshipment at Copenhagen Port of Shipment:
China ports Port of Destination: Odense, Denmark

Terms of Payment: By irrevocable sight L/C to be opened in Sellers' favour 30 days before the time of shipment Done and signed in Beijing on this 20th day of August, 2006.

Skill Drilling
(A) CONTRACT
No. 06/546 Sellers: China National Garment Export Corporation Buyers :

Hamburg Garment Company This Contract is made by and between the Buyers and the Sellers? whereby the Buyers agree to buy and the Sellers agree to sell under-mentioned commodity according to the terms and conditions stipulated below:
Commodity : Tiantan Brand Men's Shirts Specifications : PMC 9-71323 Blue, Yellow, White equally assorted, S/3 , M/6 and L/3 per dozen Quantity : 3 000 dozen Unit Price : At ? 47. 50 per dozen CIF Hamburg Total Value : ? 142 500 Packing : Half a dozen to a paper box, 10 dozen to a carton Insurance : To be covered by the sellers against All Risks and War Risk for 110% of the invoice value Time Of Shipment:

September 2006, with transshipment and partial shipments allowed Port of Shipment : China Port Port of Destination: Hamburg Shipping Mark: At Sellers' Option
Terms Of Payment: By irrevocable L/C payable by draft at sight, to reach the sellers 30 days before shipment and remain

valid for negotiation in China till the 15 day after the final date of shipment Done and signed in Beijing on this 3rd day of August, 2006
(B) CONTRACT No. 116

22 外 贸 英 语 函 电

Sellers: Beijing Garments Imp/Exp Corp. Buyers:

London Trading Co. , Ltd. This Contract is made by and between the Buyers and the Sellers > whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:

Commodity
Women's Nylon Garments Women's Nylon Garments Women's Nylon Garments Total Value: US $ 5 360. 00

Size
Small Medium Large

Quantity (doz.)
15 16 14

Price (per doz.) CIF London
US S 80.00 US $ 120.00 US $ 160.00

Amount
US $ 1 200 US $ 1 920 US S 2240

Packing : In boxes of half dozen each and 10 dozen to a carton Shipping Mark:

At Sellers' option
Insurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value Time Of Shipment: In

December allowing transshipment and partial shipments ( or During December with transshipment and partial shipments allowed)
Port Port of Shipment: China port Port of Destination: London,U. K. Terms Of Payment: By D/P 60 days ( or By D/P at 60 days after sight)Done and signed in Beijing on this 28th day of

November, 2005

Unit 9
Exercise
I. Put the following Chinese into English
汇 付 to remit ( remittance) 信 用 证 letter of credit ( L/C) 信 汇 Mail Transfer ( M/T) 电 汇 Telegraphic Transfer ( T/T) 票 汇 Demand Draft ( D/D) 预 付 款 down payment 履 约 保 证 金 performance bond 托 收 行 remitting bank 代 收 行 , 汇 付 行 collecting bank 托 收 collection 运 输 单 据 shipping documents 付 款 交 单 documents against payment ( D/P) 承 兑 交 单 documents against acceptance ( D/A) 跟 单 信 用 证 documentary credit 金 额 为 ...for an amount ( of) 由 … 付 款 on account of/for account of 洁 净 已 装 船 提 单 Clean On Board Bill of Lading 做 成 空 白 抬 头 made out to order 空 白 背 书 endorsed in blank 承 兑 汇 票 to honor drawing ( or: draft) 跟 单 托 收 documentary collection

II. Multiple choice
1. b 2. c 3. a 4. d 5. c 6. c 7. a 8. c 9. d 10. b 11. d 12. b 13. b 14. c 15. c

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

Appendix Key to the Exercises and the Skill Drillings 23

I.

payment

2. charge 7. payment 12. charge 8. decline

3. declines 9 - pay

4. pay 10. charged

5. charges

6. decline II. decline

IV. Put the following sentences into Chinese
1. 你 方 以 付 款 交 单 方 式 付 款 的 要 求 , 我 方 已 予 考 虑 。 鉴 于 这 笔 交 易 金 额 甚 微 , 我 们 准 备 以 此 方 式 办 理 装运。 2. 我 们 不 知 你 方 可 否 考 虑 接 受 我 们 提 出 的 货 到 后 凭 单 付 款 的 支 付 方 式 。 3. 我 方 订 单 111 号 的 金 额 没 有 超 过 1 000 英 镑 , 请 同 意 以 D/P 方 式 支 付 , 因 开 立 信 用 证 会 给 我 们 带 来 许 多花费。 4. 银 行 划 拨 指 买 方 在 自 己 国 内 银 行 账 户 上 将 钱 款 转 到 卖 方 所 在 国 的 卖 方 银 行 账 户 上 。 5. 汇 票 是 债 权 人 向 债 务 人 出 具 的 书 面 命 令 , 要 求 债 务 人 在 一 定 付 款 日 期 向 受 款 人 或 其 指 定 人 支 付 一 定 的金额。 6. 我 们 建 议 用 30 天 期 承 兑 交 单 支 付 。 请 确 认 你 方 是 否 接 受 。 7. 向 你 方 开 出 的 、以 Mason 为 受 益 人 的 60 天 期 汇 票 , 将 由 上 海 Great Oriental 银 行 向 你 方 提 示 , 请 承 兌 , 不胜感激。 8. 我 方 5 月 11 日 向 你 开 出 的 7 月 1 日 到 期 的 汇 票 , 昨 天 遭 银 行 拒 付 。 对 此 我 们 甚 感 惊 讶 。 9. 我 们 建 议 , 这 笔 订 单 用 票 汇 支 付 。 一收 到 汇 票 我 将 立 即 组 织 第 一 艘 便 船 装 运 。 10. 按 要 求 , 我 们 破 例 凭 即 期 付 款 交 单 发 货 , 但 下 不 为 例 。 11. 请 注 意 , 我 们 已 与 你 方 就 汇 票 支 付 地 点 达 成 一 致 。 惠 请 在 到 期 日 予 以 承 兑 , 支 付 时 通 知 我 方 。 12. 支 付 凭 保 兑 的 、 不 可 撤 销 的 、 可 分 割 的 、 可 转 让 的 、 无 追 索 即 期 信 用 证 。

V. Put the following sentences into English
1. We're considering your request for payment by D/P and will let you know our decision soon. 2. According to the present situation, we can accept payment by D/P if the amount involved in the transaction does not exceed ? 1,000. 3. If you agree to payment by sight L/C, we can conclude the business. , 4. As it is well known, we can not accept payment by D/A, for which we feel very sorry. 5. We have to point out that all the charges prior to shipment shall be borne by the Buyers. 6. You'll run no risks in selling these goods? because they are best sellers. 7. In view of our long friendly relations, this time we'll exceptionally accept D/P at 60 days' sight. 8. We feel it necessary to make it clear that for future transactions payment should be made by sight L/C. 9 . If your L/C can reach us before the end of this month, we'll try our best to arrange shipment at the beginning of next month. 10. Please note the 1,000 Sewing Machines under S/G No. 122 are ready for shipment. Please rush L/G for us to make shipment. 11. Please see (to it) that the L/C stipulation will be in strict conformity with the contract terms. 12. According to the stipulation of S/G No. 211, the relative L/C should reach us before Jan. 15th. ,

VI. Supply the missing words in the blanks of the message
I. payment 2. importer 7. favor 3. foreign 8. shipment 9. check 4. contract 10. documents 5. irrevocable

6. transaction

24 外 贸 英 语 函 电

II.

negotiation

12. validity

13. amendment

VII. Fill in the blanks with the following words and phrases
I. payments 6. order II. delivery 2. bills 7. pay 12. incomplete 3. issued 8. negotiate 4. upon 9. trade 5. credit 10. importer

VIII. Translate the following short letters into English (A)
Dear Sirs, We have received your letter dated September 1. As already pointed out in our previous letter, we had made arrangements with our manufacturers to make delivery as punctually as possible in future. We shall see to it that your interest is well taken care of at all time. Regarding the terms of payment, while we have every confidence in your integrity and ability, we wish to reiterate that our usual terms of payment by confirmed and irrevocable letter of credit remain unchanged in all ordinary cases. For the time being? therefore, we regret our inability to accept D/A terms in all transactions with our buyers abroad. For future shipments, however, we shall do our best to fulfil your orders within the time stipulated. If, by any chance, it is possible for us to do so, we will effect shipment on a D/P basis in order to avoid putting you to so much trouble in the extension of letter of credit. We trust you will appreciate our cooperation. Yours faithfully*

(B)
Dear Sirs, We thank you for your order No. 990 for 50 metric tons of white cement but regret being unable to accept your terms of payment mentioned therein. In our last letter we sent you a copy of our specimen contract in which are contained the general sales terms and conditions. If you have gone through the specimen contract you will see that our usual terms of

Appendix Key to the Exercises and the Skill Drillings 25

payment are by confirmed, irrevocable letter of credit in our favour, available by draft at sight* reaching us one month ahead of shipment, remaining valid for negotiation in China till the 21 st day after the prescribed time of shipment, and allowing transshipment and partial shipments. We also mentioned in our letter of 14 June that several big Italian firms had already done business with us according to above terms. We hope therefore that you will not hesitate to come to agreement with us on payment terms so as to get the first transaction concluded. As soon as we hear from you in the affirmative we will send you the contract, so that the goods can be ready for shipment as requested. We look forward to receiving your favorable reply soon. Yours faithfully*

Skill DrillingC 略 )

Unit 10
Exercise
I. Put the following Chinese into English
幵 证 人 ( 开 证 申 请 人 ) opener / applicant / for account of... 受 益 人 beneficiary / in favor of ... 开 证 行 opening bank / issuing bank 通 知 行 advising bank/ notifying bank 保 兑 IT confirming bank 议 付 IT negotiating bank 付 款 行 paying bank 偿 付 IT reimbursing bank

审 证 to examine / to check a letter of credit 不 符 点 discrepancy ( 信 用 证 ) 修 改 书 amendment 偿 付 条 款 reimbursement clause 进 口 许 可 证 import licence 有 效 期 validity time 毫 无 延 迟 without delay 一 收 到 …就 on receipt of 缔 结 条 约 to conclude a treaty 达 成 交 易 to conclude business

II. Multiple choice
1. c 2. a 3. b 4. b 5. d 6. a 7. a 8. d 9. c 10. b 11. d 12. d 13. a 14. c 15. c

III. Fill in the following blanks with the given words in their forms 2. conclusion 3.
I. cover 6. handle II. concluded 7. covering 12. conclude / handling 8. handled

proper
4. conclude 9. conclusion
D

. coverage 10.

handling

IV. Put the following sentences into Chinese
1. 请 在 第 123 号 信 用 证 的 数 量 前 加 上 "about"— 词 。 — 2. 由 于 开 往 你 港 的 直 达 轮 稀 少 ,我们 不 得 不 常 常 在 香 港 转 船 。 3. 经 审 査 , 发 现 信 用 证 金 额 不 足 。 请 将 单 价 由 0.55 元 人 民 币 增 至 0.60 元 人 民 币 , 总 金 额 增 至 4. 请 一 定 速 将 信 用 证 修 改 书 传 至 我 处 , 因 货 物 已 备 妥 多 时 。 5. 由 于 我 们 所 订 舱 位 的 直 达 轮 到 迟 了 , 请 将 第 4455 号 信 用 证 的 装 期 及 有 效 期 分 别 展 至 6 月 30 日 及 7 月 15 日 , 不 胜 感 激 。 万

26 外 贸 英 语 函 电

6. 信 用 证 修 改 书 必 须 于 11 月 15 日 前 送 达 。 不 然 , 信 用 证 有 效 期 须 延 至 年 底 。 7. 你 方 445 号 信 用 证 收 悉 。 但 我 方 审 査 时 发 现 不 许 转 船 及 分 运 , 请 立 即 修 改 。 8. 由 于 在 5/6 月 期 间 没 有 从 上 海 幵 往 你 港 的 直 达 轮 , 请 无 论 如 何 删 去 " 由 直 达 轮 装 运 " 条 款 , 并加上 并加上 " 允 许 分 运 及 转 船 " 字 样 。 9. 由 于 港 口 拥 挤 , 请 将 你 方 1345 号 信 用 证 装 期 及 有 效 期 分 别 展 至 6 月 1 日 及 6 月 15 日 。 10. 请 修 改 2345 号 信 用 证 如 下 : a) 按 合 同 ,应是" 公 吨 " 而 不 是 " 长 吨 " ; 应是" b) 最 迟 装 运 期 为 9 月 30 日 , 且 允 许 转 船 及 分 运 。 11. 关 于 你 方 2347 号 信 用 证 , 请 电 改 , 删 去 " 银 行 费 用 由 受 益 人 承 担 " 条 款 。 12. 你 方 2334 号 信 用 证 金 额 少 开 了 520 美 元 , 请 根 据 合 同 加 上 。 13. 我 方 销 售 确 认 书 规 定 , 此 笔 交 易 佣 金 为 3%,但 我 们 发 现 你 方 信 用 证 要 求 5%。 因 此 , 请 要 但 。 求你方银行修改。 14. 你 方 信 用 证 552 号 项 下 的 货 物 备 妥 已 久 , 但 改 证 通 知 尚 未 到 达 我 方 。 现 要 求 展 期 15 天 。

V. Put the following sentences into English
1. We always adopt this kind of payment terms in our foreign trade. ( or: This mode of payment is commonly used in our foreign trade.) 2. This point has been stipulated in the contract. 3. It is necessary to check up the L/C with the contract. 4. Payment by an irrevocable Letter of Credit was agreed upon by both parties. 5. On request the shipment validity has been extended till the end of September. 6. Thank you for your Letter of Credit No. 111. But on checking, we find it contains the following discrepancies. 7. Please amend L/C No. 23 to read " This L/C will expire on 28 February, 2005 in China". 8. As the amount of your L/C is insufficient> please increase it by US $ 250 by fax. 9. Please amend the above L/C to read " Shipment from Dalian" instead of u Shipment from Qingdaow10. The goods should be insured for 110% of the invoice value, not 150% . 11. It appears that the quantity unit in your L/C No. 355 does not agree with the contracted terms. Please rush amendments. 12. It would be greatly appreciated if you could extend the shipment and validity of L/C No. 125 to October 15 and October 31 respectively.

VI. Supply the missing words in the blanks of the message
I. IRREVOCABLE 2. draw 3. ONLY 4. duplicate 5.

accompanied 6. Lading II. commercial 7. blank 12. Origin 8. Policies 9. Certificates 13. effected 10. value 14. Partial 15.

expires 16- negotiation 17. Drafts 18. accordance 19. honoured 20? subject

VII. Read the following short passages or letters and then translate them into Chinese (A)

Appendix Key to the Exercises and the Skill Drillings 27

敬启者: 你 方 789 号 信 用 证 收 悉 , 谢 谢 。 经 核 对 条 款 , 我 们 遗 憾 地 发 现 你 方 信 用 证 要 求 2005 年 10 月 装 运 , 而 我 们 的 合 同 规 定 11 月 装 运 。 因 此 , 务 请 把 装 运 期 和 议 付 期 分 别 展 至 2005 年 11 月 30 日 和 12 月 15 日 。 请 即 办 理 展 证 事宜,并尽早电复。
X X X





(B)
敬启者你 方 有 关 123 号 订 单 项 下 花 生 的 3455 号 信 用 证 计 6 000 美 元 收 到 , 谢 谢 。 信 用 证 金 额 显 然 不 足 。 你 方 订 单 正 确 成 本 加 保 险 、 运 费 总 额 应 是 6 500 美 元 , 不 是 6 000 美 元 , 相 差 500 美 元 。 有 鉴 于 此 , 请 将 你 方 信 用 证 金 额 增 加 500 美元。请迅速办理此事为荷。
X X X





(C)
敬启者: 由 新 南 威 尔 士 银 行 开 出 的 3524 号 信 用 证 已 收 到 。 经 审 査 发 现 不 允 许 分 运 和 转 船 。 因 驶 往 你 港 的直达轮稀少,我们不得不经常安排在香港转船。至于分运,我们可以备好多少货发运多 少,而不必等候整批货备齐再发,这对双方都有好处。 改为" 故 此 今 天 下 午 已 给 你 去 电 要 求 修 改 信 用 证 ,改为" 允 许 分 运 及 转 船"。望务必电改无误。
X X X





VIII. Check the following letters of credit with the contract terms given and then write letters asking for amendments (A)
Dear Sirs, L/C No. LST 150 We have received the above mentioned L/C against our Contract No. 245B. After checking the L/C carefully, we have found a number of discrepancies and would request you to make the following amendments: 1. The place of expiry should be China instead of London; 1. The correct name of the applicant is " London Food Imp Co. , Ltd. ", not " London Imp Co. , Ltd.";

28 外 贸 英 语 函 电

1. The unit price should be ? 2>200 per m/1 instead of ? 2,000 and the total amount both in figure and in words should respectively be " ? 11, 000 " and "( SAY POUNDS STERLING ELEVEN THOUSAND ONLY)" instead of " ? 10, 000" and " ( SAY POUNDS STERLING TEN THOUSAND ONLY)"; ; 2. Amend the clause " Partial shipments and transshipment are prohibited" to read " Partial shipments are allowed, transshipment is prohibited "; ; 2. Amend " 90% of the invoice value" to read " full invoice value"; 6. The contracted goods are " Frozen Shrimps"? not " Fresh Shrimps". We hope you will send us your amendment advice without any delay so as to enable us to effect shipment in time. Yours faithfully,

(B)
Dear Sirs, While we thank you for your L/C No. 6785, we have to ask you to amend it as some discrepancies are found as follows : 1. The quantity should be 5 , 000 , not 6 , 000 ; 2. The article number should be 6103 instead of 6301 ; 3. The insurance is to be covered for 110% of the invoice value instead of 150% ; 4. This credit must be negotiated in China, not in Germany. Please adjust the credit immediately so that we can make arrangement to ship the goods in time. Yours faithfully,
(C)

Dear Sirs, , L/C No. HSW 0095 We wish to acknowledge receipt of the captioned L/C covering your order for bed sheets and pillow cases and must point out that the L/C contains a number of discrepancies. Therefore? you are requested to make the following amendments: 1. Increase the unit price for 1500 bed sheets, 120cm, primrose, from ? 2. 50 to ? 3. 00 and total amount to ? 19,050 ( SAY POUNDS STERLING NINETEEN THOUSAND AND FIFTY ONLY); 2. The unit price for pillow cases of both colors should be " per pair" instead of u each"; 3. Transshipment clause should be amended to " allowed at Hong Kong99 ; 4. Shipment should be " latest August 31 , 2006,, instead of" August 31 , 2005 w ; 5. Delete " less 2% commission" after the clause in relation to the draft. Your early attention to this matter will be highly appreciated. Yours faithfully?

Skill Drilling

Appendix Key to the Exercises and the Skill Drillings 29

1. Reading 参 考 译 文

(1)
你 方 789 号 信 用 证 收 悉 , 谢 谢 。 经 核 对 条 款 , 我 们 遗 憾 地 发 现 你 方 信 用 证 要 求 10 月 装 运 , 而 我 方 合 同 规 定 11 月 装 运 。 因 此 , 务 请 把 装 运 期 和 议 付 期 分 别 展 至 11 月 30 日 和 12 月 15 日 。 请 即 办 理 展 证 事 宜 , 并 尽 早 电复。

(2)
你 方 有 关 123 号 订 单 项 下 花 生 的 信 用 证 计 6 000 美 元 收 到 , 谢 谢 。 信 用 证 金 额 显 然 不 足 。 你 方 订 单 正 确 成 本 加 保 险 、 运 费 总 额 应 是 6 500 美 元 , 不 是 6 000 美元, 相 差 500 美 元 。 有 鉴 于 此 , 请 将 你 方 信 用 证 金 额 增 加 500 美 元。请迅速办理此事为荷。 (3) 由 新 南 威 尔 士 银 行 开 出 的 信 用 证 3524 号 已 收 到 。 经 审 査 发 现 不 允 许 分 运 和 转 船 。 因 驶 往 你 港 的直达轮稀少,我不得不经常安排在香港转船。至于分运,我们可以备好多少货发运多少, 而不必等候整批货备齐再发,这对双方都有好处。 改为" 故 此 今 天 下 午 已 给 你 去 电 要 求 修 改 信 用 证 ,改为" 允 许 分 运 及 转 船 " 。 望务必电改无误。 2.要 求 修 改 信 用 证 的 信 函 要

(1)
Dear Sirs, Thank you for your L/C No. 97425, but we regret to say that we have found some discrepancies. Please amend the L/C as follows: 1) " US $ 10 000 ( SAY US DOLLARS TEN THOUSAND ONLY) " should read " ? 10 000 ( SAY POUNDS STERLING TEN THOUSAND ONLY)". 2 ) " Freight to collect" should read " Freight Prepaid,,. 3) " Shipment from China port to Manchester* England" should read " Shipment from China to Liverpool , England ". 4) " Partial shipments are allowed. Transshipment is prohibited" should read " Partial shipments are prohibited. Transshipment is allowed99. 5 ) " This credit expires on July 31? 20 ― ,, should read " This credit expires on August 15 , 20 ―, ', We are awaiting your early fax amendments. Yours truly, (signed )

(2)
Dear Sirs: While we thank you for your L/C No. 112235 , we regret to say that we have found some discrepancies. You are, therefore? requested to make the following amendments: 1. The amount both in figures and in words should respectively read " GBP 14 550. 00" ( Say Pounds Sterling Fourteen Thousand Five Hundred And Fifty Only); ;

30 外 贸 英 语 函 电

2.

" From Copenhagen to China port" should read " from China port to Copenhagen";

3. The Bill of Lading should be marked " Freight Prepaid" instead of " Freight Collectedw ; 4. Delete the clause " Partial shipments and transshipment prohibited"; 5. " This L/C is valid at our counter" should be amended to read " This L/C is valid at your counter". Please confirm the amendments by fax as soon as possible. Yours faithfully? (signed )

Unit 11
Exercise
I. Put the following Chinese into English
管 道 , 管 线 pipeline 大 宗 商 品 ; 散 装 货 bulk products 空 fe air freight ( 港 口 ) 吞 吐 量 handling capacity 集 装 箱 container 标 题 货 物 captioned goods/subject goods 班 轮 liner 不 定 期 货 轮 tramp 直 达 轮 direct vessel ( 航 班 ) 稀 少 few and far between 联 fe 提 单 Combined Transport B/L 包 装 装 漠 packing and presentation 把 … 看 作 to regard as 装 fe 通 知 shipping advice 分 … 批 ( 装 fe) in... installments ( 货 物 ) 备 妥 待 运 to be ready for shipment 交 货 make delivery 提 货 take delivery

II. Multiple choice
1. c 2. a 3. c 4. b 5. a 6. d 7. b 8. d 9. c 10. a 11. b 12. d

III. Fill in the following blanks with the given words in their proper forms
3. delivery 8. delivery 4. shipment 9. shipment 5. subject shipping 10.

1. 很 高 兴 告 诉 你 方 , 100 台 缝 纫 机 已 于 今 日 装 红 环 轮 。 相 信 该 批 货 会 顺 利 到 达 你 方 且 情 况 良 好 。 2. 按 合 同 规 定 , 我 们 在 货 物 装 运 后 马 上 空 邮 给 你 寄 去 整 套 副 本 单 据 。 3. 请 立 即 着 手 交 货 , 务 必 不 可 再 延 误 。 4. 兹 通 知 你 方 , 售 货 合 同 456 号 项 下 的 货 物 巳 于 7 月 8 日 装 云 南 轮 , 经 哥 本 哈 根 转 船 , 预 计 9 月 初 可 达你港。 5. 关 于 售 货 合 同 9889 号 项 下 的 货 物 , 我 们 已 在 东 风 轮 上 订 舱 , 该 轮 5 月 20 日 左 右 到 达 伦 敦 。 请 与 我 船 运 代 理 伦 敦 Lambert Bros.公 司 联 系 装 运 事 宜 。 公 6. 如 能 尽 快 装 运 , 我 们 将 不 胜 感 激 , 以 便 我 方 买 主 能 赶 上 销 售 季 节 开 始 时 的 活 跃 需 求 。 7. 我 们 想 了 解 一 下 运 输 时 间 、 航 班 次 数 及 是 否 预 留 舱 位 。 8. 从 供 应 商 处 我 们 得 知 , 由 于 气 候 恶 劣 ,你方 223 号 订 单 项 下 的 货 物 可 能 难 以 由 东 风 轮 及 时 运 达 , 该 轮原定于 6 号驶离此港。 9. 如 前 信 所 述 , 虽 订 做 的 西 服 不 可 能 在 3 个 月 的 时 间 内 发 运 , 我 们 仍 愿 帮 忙 优 先 考 虑 你 方 订 单 。

Appendix Key to the Exercises and the Skill Drillings 31

10. 很 高 兴 告 知 , 你 方 9 月 30 日 112 号 订 单 项 下 的 货 物 已 于 今 日 装 风 庆 轮 。 该 轮 定 于 10 月 2 日 驶 往 新 加坡。 11. 有 必 要 强 调 一 下 , 必 须 在 规 定 的 时 间 内 装 运 , 进 一 步 展 证 将 不 予 考 虑 。

V. Put the following sentences into English
1. Transportation plays a very important role in Foreign Trade. 2. We are used to buying products from stores. 3 - Which transportation mode should be used depends on time and cost. 4. Since liberation most import goods have been shipped by sea. 5. Our manager said we would consider it. 6. So far there have been over 100 free ports in the world. 7. A truck can carry goods directly to the market though it can't carry too much at a time. 8. We hope you will arrange early shipment. 9. According to the terms of the contract the shipment is to be effected by 20 May and we must have the B/L by the 30th at the latest. 10. As the goods are to be transshipped at Hong Kong, we shall require through B/L. 11. As for air waybill? it will be sent to you as soon as the consignment is ready for dispatch by Air China. 12. We have to advise you that we are unable to dispatch your order in full owing to a great shortage of shipping space.

VI. Look up the following words and expressions in a dictionary and then write down the Chinese meaning of them
shipping advice 装 运 通 知 shipping mark 船 暖 shipping documents 装 运 单 据 freight charges 运 费 freight ton 运 费 吨 tramp 不 定 期 租 船 demurrage 滞 期 费 bulk cargo 大 宗 货 物 lay days 受 载 日 期 , 装 卸 期 间 delivery order 提 货 单 , 提 货 通 知 书 shipping instructions 装 fe 须 知 shipping space 船 位 shipping agents 船 运 代 理 freight rate 运 费 费 率 voyage charter 程 禾 且 船 time charter 期 禾 且 船 dispatch money 速 遣 费 tonnage 吨位 bonded warehouse 保 税 仓 库 customs declaration 报 关

VII. Read the following short passages or letters and then translate them into Chinese (A)
运输 运输促进贸易。货物从销售国某地运往购买国某地,运输帮助促成了交易,也是进出口贸易业务 环节中不可或缺的环节。 运输方式各有不同,陆地接壤的国家可采用陆地运输,使用公路或铁路。当目的地位于大陆深处 时,就需要采用其他方式了。空运可以用来发送货物到国外遥远的地方,但由于竞争激烈,其昂贵的费 用降低了成交的成功率。在这方面,海运无疑是最经济的手段,尤其是大宗商品的交易。这就是为什么 当 今 世 界 贸 易 总 量 的 大 约 98%的 运 输 都 是 由 海 运 完 成 的 。 的

(B)

32 外 贸 英 语 函 电

装运单据 提单、商业发票、保险单(或凭证)、装箱单、花码单等一般都称为装运单据。前三种是主要 的, 但根据买主的要求有时也包括其他单据。这些单据往往与对进口商品的征税有关。如领事发票 (一种进口国驻出口国领事出具的证明)、产地证书、价值证书等。有时需要这些单据是因为根据各种 国际协议,特别是英联邦内部的一些协议,某些国家可享有较低的进口关税。当要求征收较低的关税 时,有关国家的海关人员会要求申报货物的价值,要求证明是出口国制造等。这种价值证书和产地证书 常常由出口方经商会担保而出具。如果这种证明是领事出具的,则称为领事发票。

VIII. Translate the following letters into English (A)
Dear Sirs, Re: Information on Container Service Thank you for your inquiry of March 21. The shipping containers we provide are of two sizes, namely 10 ft and 20 ft respectively. They can be opened at both ends, thus making it possible to load and unload at the same time. For carrying goods liable to be spoiled by damp or water they have the great advantage of being both water-tight and air-tight. Containers can be loaded and locked at the factory, if necessary. Pilferage is therefore impossible. Being temperature-controlled? our containers are provided for any cargo that needs special care. This offers its full benefit in shipping. There is also a saving on freight charges* when separate consignments intended for the same port of destination are carried in one container, and an additional saving on insurance because of lower premium charges for container-shipped goods. We enclose a copy of our tariff and look forward to receiving your instructions. Yours faithfully,

(B)
Dear Sirs, We have received your letter of October 1 , asking us to modify the previous arrangements for the shipment of the captioned goods. We understand that instead of two equal shipments in January and February next year, you now wish to have 80% of the goods shipped in November and the balance in December this year. In reply, we wish to inform you that although we are in a position to supply you with the goods against the above order from stock, we are advised by the shipping company that because direct vessels, weather liner or tramp? sailing for your port are few and far between* the shipping space has been fully booked up to the end of November. In the circumstances? we regret being unable to meet your request. However* if you would allow transshipment at Hong Kong we would do our best to make further contacts with the shipping company for the shipment of the first lot of the goods in November. In this case, you must bear the additional charges. In spite of this, we wonder if the goods in question will reach you earlier than the originally scheduled time. Please take the above into consideration and let us know your decision as early as possible. Yours faithfully,

Skill Drilling

Appendix Key to the Exercises and the Skill Drillings 33

Dear Sirs, We have a consignment of tape recorders now waiting to be shipped to Messrs Clements & Co. , of Kuala Lumpur. Will you please arrange for the consignment to be collected from the above address and arrange shipment to Singapore by the first possible sailing. The recorders are packed in three cases and the enclosed copy of the invoice shows quantities and total value of ? 1 800. When the goods are shipped, please send the original bill of lading and one copy to us, together with the certificate , or policy of insurance and any other necessary documents. Yours faithfully*

Unit 12
Exercise
I. Put the following Chinese into English
提 单 bill of lading ( B/L) 背 书 endorsement 空 白 抬 头 , 凭 指 定 to order 空 白 背 书 endorsed in blank 运 费 预 付 , 运 费 已 付 Freight Prepaid 运 费 下 付 , 运 费 到 付 Freight Collect 发 货 人 consignorC = shipper) 收 货 人 consignee 已 装 船 提 单 on board B/L 备 fe 提 单 received-for-shipment B/L 清 洁 提 单 clean B/L 不 清 洁 提 单 foul B/L 不 良 批 注 unclean notation 记 名 提 单 straight B/L 不 记 名 提 单 bearer B/L 指 示 提 单 order B/L 直 达 提 单 direct B/L 联 运 提 单 through B/L 过 期 提 单 stale B/L

II. Multiple choice
1. d 2. c 3. a 4. d 5. d 6. d 7. 8. b 9. b 10. 11. c 12. d

III. Fill in the following blanks with the given words in their proper forms
I. demand 2. effect 7. effect 12. supply 8. effect 3. supply 9. demand 4. effective 10. supply 5. supply

6. demand II. demand

IV. Put the following sentences into Chinese
1. 运 费 是 根 据 货 物 的 体 积 和 重 量 , 有 时 也 根 据 货 物 的 价 值 来 计 算 的 。 2. 提 单 是 船 主 出 具 的 证 明 , 详 细 说 明 货 物 的 情 况 。 3. 提 单 也 是 正 式 收 据 , 证 明 收 到 提 单 上 所 列 的 货 物 。 4. 提 单 上 会 有 多 条 条 款 表 述 船 东 与 发 货 人 的 权 利 与 义 务 。 5. 相 关 货 物 到 达 目 的 港 前 , 提 单 可 转 让 , 也 可 用 作 抵 押 品 向 银 行 贷 款 。 6. 提 单 、 商 业 发 票 、 保 险 单 ( 或 保 险 凭 证 ) 常 被 称 作 主 要 装 运 单 据 。 7. 船 东 出 具 了 清 洁 提 单 , 就 意 味 着 他 承 担 了 对 所 装 运 货 物 的 全 部 法 律 责 任 及 履 行 合 同 的 义 务 。 8. 上 面 标 有 " 空 白 抬 头 " 或 " 凭 … 指 示 " 的 提 单 , 可 以 背 书 转 让 。 9. 在 货 物 按 期 到 达 目 的 港 后 才 呈 交 给 收 货 人 的 提 单 被 称 为 过 期 提 单 。

34 外 贸 英 语 函 电

10. 集 装 箱 在 国 际 航 运 中 起 着 越 来 越 重 要 的 作 用 , 集 装 箱 提 单 ( 多 式 联 运 提 单 ) 正 在 被 更 加 普 遍 地 使 用。 11. 如 果 提 单 上 注 明 货 物 " 外 表 状 态 良 好 " , 那 么 货 损 一 定 是 在 船 上 运 输 期 间 产 生 的 。 12. 作 为 售 货 证 明 , 提 单 上 记 载 了 装 船 货 物 的 数 量 、 状 态 、 船 名 、 装 运 港 、 目 的 港 、 具 体 日 期 及 其 他 倍息 o

V. Put the following sentences into English
1. Marine bills of lading are used primarily in international sales of goods where the carriage of goods is by sea. 2. We are glad to inform you that the goods you ordered are ready for shipment. Please let us have your instructions for shipping marks and dispatch. 3. Please book the necessary shipping space in advance to ensure timely dispatch of the goods ordered. 4. As our users are in urgent need of the consignments please get the goods dispatched within the stipulated time. 5. As the market is sluggish t please postpone the shipment of our ordered goods to March. 6. Owing to the delay in opening the relative L/C, shipment cannot be made in May as contracted and should be , postponed until June. 7. Enclosed please find one set of the shipping documents covering this consignment* which comprises the commercial invoice, bill of lading, packing list, certificate of origin and insurance certificate. , 8. The Commercial Invoice and Insurance Policy, together with clean on board ocean Bill of Lading have been sent through the National Bank. 9. In compliance with the terms of the contract, a full set of duplicate ( or: n/n ) documents were airmailed to you immediately after the goods were shipped. 10. Straight bills of lading are not negotiable and cannot be transferred to third parties. 11. It is important that the bill of lading is available at the port of destination before the goods arrive or at the same time. 12. To protect himself* the ship-owner should ensure that the exact condition is stated on the bills.

VI. Fill in the blanks with the following words and phrases
1. software 6. process 2. bill of lading 7. approach 3. documents 8. cycle 4. electronic delivery 9. eliminates 5. title 10. reduces

VII. Match the words or phrases in column A with the definitions in column B
l . h 2. c 3. i 4 . f 5. k 6. e 7. a 8. d 9. b 10. m 11. j 12. o 13. n 14.1 15. g

VIII. Translate the following letters into English
The information set forth in a bill of lading may include: ( 1 ) the parties concerned; ( 2 ) description of the goods being shipped, such as name of the goodst weight and measurement? number of packages and marks> etc. ; ( 3 ) the apparent condition of the goods and/or packages; ( 4 ) ports of loading and discharge* carrying vessel's name and voyage number; ( 5 ) time of payment regarding freight; ( 6 ) number of originals of B/L? place of issuance and date; and ( 7 ) the signature of the issuer. Some other terms and conditions may also appear on the front or back of the bill of lading to meet different requirements.

Skill Drilling
BILL OF LADING ( ORIGINAL ) DIRECT OR WITH TRANSSHIPMENT
S h

Appendix Key to the Exercises and the Skill Drillings 35

ipper: CHINA NATIONAL TEXTILES IMP. & EXP. CORP. SHANGHAI GARMENTS BRANCH Consignee: ROEBUCK & CO. , U . S . A . or assigns. Notify: ARTHUR J. FRITZ & CO., 2241 EAST GRAND AVE., EL. SEGUNDO, CA. 90245, USA. ATTN: MR J. JACOBSEN/MR GREG SHILL Vessel: HAIXING Port of Loading: SHANGHAI Nationality: THE PEOPLE'S REPUBLIC OF CHINA
Particulars furnished by the Shipper

Voy:V. 2

S/O No.

B/L No.

Port of Discharge: LOS ANGELES freight payable at: No. 271 Gross Weight

Marks and Numbers

No. of Packages Description of Goods (kgs) 577 CARTONS SHIRTS 10 511

Measurement

88.858 Total Packages ( in words) : SAY FIVE HUNDRED SEVENTY SEVEN CARTONS ONLY Shipped on board the vessel named above in apparent good order and condition ( unless otherwise indicated) the goods or packages specified herein and to the discharge at the above mentioned port of discharge or as near thereto as the vessel may safely get and be always afloat. The weight* measure, marks, numbers? quality* contents and value? being particulars furnished by the sellers, are not to check by the Carrier on loading. The Shipperr Consignee and the Holder of this Bill of Lading hereby expressly accept and agree to all printedt written or stamped provisions, exceptions and conditions of this Bill of Lading* including those on the back hereof. In witness whereof, the Carrier or his Agents has signed Bill of Lading all of this tenor and date, Freight and Charges : FREIGHT PREPAID one of which being accomplished , the others to stand void. Shippers are requested to note particularly the exceptions and conditions of this Bill of

Lading with reference to the validity of the insurance upon their goods. Date: Dec. 30,2002 at SHANGHAI For the Master See Clauses on the Back

36 外 贸 英 语 函 电

Unit 13
Exercise
I. Put the following Chinese into English
投 保 to cover insurance ( to effect insurance) 险 别 coverage 发 票 金 额 invoice value 保 险 费 premium 保 险 人 insurer ( underwriter, insurance broker) 保 险 公 司 insurance company 投 保 人 the insured 保 险 金 额 insurance 款 amount 保 险 单 insurance policy 保 险 凭 证 insurance certificate 风 险 risks 仓 至 仓 条 款 warehouse to warehouse clause 中 国 人 民 保 险 公 司 PICC ( People's Insurance

Company of China) 海 洋 运 输 货 物 保 险 条 Ocean Marine Cargo Clauses ( 伦 敦 保 险 协 会 ) 协 会 货 物 条 款 Institute Cargo Clauses ( ICC ) 平 安 险 FPA ( Free from Particular Average) 水 渍 险 WPA ( With Particular Average) 综 合

II. Multiple choice

1. b 2. d 3. a 4. b 5. c 6. d 7. b 8. d 9. c 10. c 11. a 险 All Risks 如 果 ; 万 ~' in case of 12. d

III. Fill in the following blanks with the given words in their proper forms
I. assure 2. satisfactory 7. insured 12. satisfied 3. Insurance 9. insure 4.

5.

satisfaction

assure 10. assure

6. assure I I . insure

8. assure, satisfied

IV. Put the following sentences into Chinese
1. 请 按 110%的 发 票 金 额 为 这 些 货 物 投 保 一 切 险 及 战 争 险 。 的 2. 如 果 要 求 我 方 投 保 特 殊 险 别 , 则 必 须 支 付 额 外 保 险 费 。 3. 按 惯 例 , 投 保 使 用 的 货 币 币 制 应 与 信 用 证 使 用 的 相 一 致 。 4. 一 收 到 你 方 借 记 通 知 , 额 外 保 险 费 当 立 即 退 还 。 5. 我 们 已 向 中 国 人 民 保 险 公 司 为 货 物 投 保 了 5 000 美 金 的 一 切 险 。 6. 既 然 我 们 是 按 CIF 订 货 , 由 你 方 投 保 , 请 你 方 向 承 保 人 索 取 保 险 赔 偿 。 7. 投 保 人 应 立 即 向 承 保 人 或 其 代 理 人 提 出 索 赔 。 这 样 一 来 , 后 者 就 有 充 裕 的 时 间 向 有 关 方 面 进 行 追 索。 8. 如 你 方 与 保 险 公 司 签 有 预 约 保 险 单 , 我 们 不 反 对 你 方 在 当 地 投 保 。 这 样 , 我 们 一 发 运 货 物 就 会 告 知 你方装运细节。 9. 买 方 对 保 险 起 止 范 围 延 伸 至 内 陆 城 市 的 要 求 可 以 接 受 , 条 件 是 额 外 保 险 费 须 由 买 方 支 付 。 10. 我 们 不 能 接 受 你 方 信 用 证 保 险 条 款 要 求 的 用 美 元 出 具 保 险 凭 证 , 因 为 信 用 证 是 以 港 币 开 出 的 。 11. 我 们 想 投 保 水 渍 险 , 包 括 仓 至 仓 条 款 , 有 效 期 为 60 天 。 12. 我 保 险 公 司 是 一 家 享 有 盛 誉 的 国 营 企 业 , 理 赔 公 平 、 及 时 。 特 建 议 以 CIF 价 格 成 交 , 由 我 方 投 保 。

V. Put the following sentences into English
1. For all the transactions on the basis of FOB terms, insurance should be covered by Buyers. 2. In order not to sustain any losses because of delay shipment* we request sellers to mark the penalty clauses in the contract. 3. Premium is to be charged according to the coverage involved. 4. Our foreign trade companies usually adopted CIF,CFR and FOB terms. ,

Appendix Key to the Exercises and the Skill Drillings 37

5. Sellers are to effect insurance against All Risks and War Risk for 110% of the invoice value. 6. If you want the insurance covered for 130% of the invoice value, the extra premium should be borne by you. ( or for your account) 7. Please insure the goods ( against) WPA. and indicate the premium. 8. Please cover insurance at our request and inform us of the shipping advice. 9. As our order was placed on GIF basis, the insurance is to be arranged by you. 10. We usually insure with the People's Insurance Company of China for the goods sold on GIF basis. 11. We are sorry to learn that your goods were badly damaged during transit and the insurance company will compensate you for the losses according to the coverage arranged. 12. Should any damage be incurred you may approach the insurance agents at your end and submit an insurance claim supported by a survey report.

VI. Supply the missing words in the blanks of the message
I. policy 2. insurer 7. agents 8. covered 3. insured 9. effect 4. premium 10. invoice 5. insurance

6. state-owned II. account

VII. Read the following short passages or letters and then translate them into Chinese (A)
为出口商品旅途的风险投保已成惯例。在国际贸易中,货物由卖方送达买方一般要经过长距离的 空运、陆运或海运,其间还有装卸、储存的过程。在这一过程中,货物很可能会遭遇各种风险, 有时 会受损。为了使货物免遭各种风险可能带来的损失,在运输前买方或卖方往往会向保险公司申请为这 些运输途中的货物投保。

(B)
保险单是一种正式单据,证明承保人接受在一特定旅途中为所运货物保险。保险单也是承保人与 投保人之间的正式合同,上面注明投保人姓名、商品、运输、投保险别范围、保险金额、有关双方的 权利与义务等详细条款。 一 旦 投 保 的 货 物 丢 失 或 受 损 , 保 险 单 也 可 作 为 投 保 人 索 赔 和 承 保 人 理 赔 的 依 据 。 此 外 , 对 于 按 CIF 条款达成的以信用证支付的交易,保险单也是到银行议付必不可少的装运单据。

(C)
敬启者5 月 18 日 函 悉 。 按 要 求 我 方 已 于 今 晨 发 去 传 真 , 报 CFR 盘 100 公 吨 羊 毛 。 关 于 中 国 人 民 保 险 公 司 经 营 的 险 别 范 围 , 如 客 户 无 明 确 指 示 , 我 们 通 常 按 发 票 金 额 的 110%投 投 保 水 渍 险 和 战 争 险 。 也 可 安 排 一 切 险 , 保 险 费 稍 高 一 点 。 如 客 户 有 要 求 , 也 可 安 排 其 他 险 别 ,但额 外保险费应由买方负担。 希望上述信息能满足你方要求。
X X X

谨上

VIII. Translate the following letters into English (A)
Dear Sirs,

38 外 贸 英 语 函 电

Re: Our Order No. 101 Covering 50 Computers We wish to refer you to our order No. 101 for 50 computers f from which you will see that this order was placed on a CFR basis. As we now desire to have the shipment insured at your end, we shall be much pleased if you kindly arrange to insure , the goods on our behalf against All Risks for 110% of the invoice value. We shall of course refund the premium to you on receipt of your debit note or, if you like? you may draw on us at sight for the amount. Yours faithfully >

(B)
Dear Sir? Re: Our Order No. 101 Covering 50 Computers We thank you for your letter of September 30, requesting us to effect insurance on the captioned shipment for your , account. We are pleased to confirm having covered the above shipment with the People's Insurance Co. of China against All Risks for % 25,000. The policy will be sent to you in a day or two together with our debit note for the premium. For your information* this parcel will be shipped on S. S. " Dongfeng", sailing on or about the 10th next month. Yours faithfully,

Skill Drilling
1. We are pleased to inform you that regarding your S/C No. 123 for 300 cases of toys, we have opened through the Bank of China, London, Confirmed, Irrevocable Letter of Credit No. 973 for ? 1 800 valid till May 15. Please see to it that the above-mentioned goods are shipped before May 15 and that the shipment is to be covered for 130% of the invoice value against All Risks. We know that according to your usual practice, you insure the goods only for 10% above the invoice value? therefore the extra premium will be for our account. We trust you will arrange accordingly and look forward to receiving your shipping advice soon. 2. When the S. S. " Happy Prince" arrived at Port-of-Spain yesterday the ship's agents noticed that case No. 14 was damagedf and notified us accordingly. We immediately had the case opened and the contents examined by a local insurance surveyor in the presence of the ship's agents. The case was invoiced as containing four u Scope" computers, two of which were badly damaged. We enclose the surveyor's report and the ship's agents* statement. As our order was placed on a GIF basis and you covered the insurance, we should be grateful if you would take the matter up for us with the insurers.

Appendix Key to the Exercises and the Skill Drillings 39

Two replacement computers will be required. Please arrange to supply these and charge to our account. We hope no difficulty will arise in connection with the insurance claim and thank you in advance for your trouble on our behalf.

Unit 14
Exercise
I. Put the following Chinese into English
用 … 包 装 to be packed in 包 装 ; 包 装 容 器 package 尺 寸 dimension ( = measurement) 毛 重 gross ( weight) 净 重 net ( weight) 皮 重 tare ( weight) 适 航 的 seaworthy 塑 料 袋 poly-bag 纸 箱 carton 托 盘 pallet 集 装 箱 container 散 装 in bulk 野 蛮 装 卸 rough handling … 的 一 部 分 to be part of 以 … 方 法 ( 或 方 式 ) in a manner 国 夕 卜 市 场 external market 对 … 有 吸 引 力 to appeal to 弓

I 人 注 意 to catch one's

eye 提 供 信 息 to provide information about 提 供 方 便 to provide convenience

捆 bale ( = bundle) 罐 , 听 can ( = tin)

3. favour 8. interest

4. interests 9 . advantages

5. advantages disadvantages 13 - favourable 1. interest 6. interest 10. interest 2. advantage 7. favour 11. favour

II. Multiple choice

12. advantage ( or interest)

1. b 2. d 3. a 4. b 5. c 6. d 7. c 8. a 9. c 10. d 11. a 12. b

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

IV. Put the following sentences into Chinese
1. 我 们 的 旅 行 剪 刀 用 防 水 纸 衬 里 的 纸 箱 包 装 , 每 箱 装 100 盒 , 每 盒 装 1 打 。 2. 我 们 可 以 满 足 你 方 包 装 的 特 殊 要 求 , 但 是 额 外 费 用 须 由 你 方 承 担 。 3. 所 有 的 出 口 自 行 车 均 在 港 口 用 结 实 的 防 水 材 料 包 装 后 再 装 入 轻 质 板 条 箱 。 4. 我 方 衬 衫 用 塑 料 衬 里 的 防 水 纸 箱 包 装 , 再 以 金 属 条 加 固 。 5. 当 你 方 订 购 的 各 种 产 品 完 全 入 库 后 , 我 们 将 按 适 合 运 输 的 尺 寸 打 捆 。 6. 我 方 男 式 衬 衫 将 用 塑 料 袋 包 装 , 5 打 装 1 纸 箱 , 外 用 2 条 铁 条 加 固 。 7. 由 于 所 有 货 物 可 能 都 要 经 过 全 面 的 海 关 检 査 , 包 装 应 该 用 开 箱 后 容 易 还 原 的 箱 子 。 8. 集 装 箱 广 泛 用 于 国 际 贸 易 , 因 此 你 不 必 担 心 它 们 适 于 海 运 的 性 能 。 9. 我 们 的 纸 箱 很 结 实 , 经 受 得 起 运 输 途 中 的 野 蛮 装 卸 。

40 外 贸 英 语 函 电

10. 务 请 将 我 们 TN220 号 合 同 项 下 的 茶 叶 用 国 际 标 准 的 茶 叶 箱 包 装 , 24 箱 装 1 托 盘 , 10 托 盘 装 1

11- 货 物 应 采 用 一 种 能 保 证 安 全 完 好 到 达 目 的 地 和 便 于 在 转 运 中 装 卸 的 方 式 进 行 包 装 。

12.我 们 的 毛 巾 用 纸 盒 包 装 , 每 盒 装 12 条 , 红 、 黄 、 白 均 匀 搭 配 , 24 盒 装 1 纸 箱 。 我

V. Put the following sentences into English
1. A strong package is very important. 2. One aim of packing is to make it easy for customers to carry the products. 3. Please be sure to make shipment according to our packing instructions. 4. The batch number should be marked clearly on every container. 5. Your packing must be seaworthy and can stand rough handling during transit. 6. Please see to it that each carton is lined with a plastic sheet and marked " KEEP DRY" on the outside. 7. All our products are of prime quality with attractive packages. 8. Each piece of their Cotton Prints is wrapped in kraft paper and every 30 pieces are packed in a wooden case lined with waterproof paper. 9. Our raincoats are now packed each in a poly-bag and then in a cardboard box, 10 dozen to a carton. 10. We have received information to the effect that our product is superior in quality and moderate in price but a little behind in packing. 11. In consideration of the transport condition at your end* we have improved our packing so as to avoid any damage to the goods. 12. Regarding the fibre content label, we shall see that it is sewn to the outside of the pillowcase instead of to the inside.

VI. Fill in the blanks with appropriate words and phrases
I. marked 2. neutral packing 3. practice 7. importer 8. trade mark 9. brand 4. name 10. exporters 5. commodity

6. package

I I . customs duties 12. quota

VII. Read the following short letters and then translate them into Chinese (A)
执事先生: 谢谢你方 6 月 2 日寄来的订单。很高兴通知你方,除包装一项外我们可接受你方所有条件。你方 订单中提到的包装是我们几年前采用的旧式方法,我们一直在对此进行改进。经改进 后,近来货物装运已完全能令客户满意。 我 们 的 雨 衣 用 塑 料 袋 装 后 再 装 入 纸 箱 。 每 箱 装 10 打 , 毛 重 约 30 公 斤 。 箱 子 用 塑 料 布 衬 里 , 然 后 用带子捆牢,以防货物受潮,也不会因野蛮装卸而受损。 我们觉得,正因为用塑料袋包装,雨衣不仅看上去美观而且完全可供橱展,这肯定会有助于销 售。另外,改进后的包装既轻又便于携带。 上述情况供你方参考。如本月底前未接到贵方的不同意见,我们将按要求执行订单。
X X X

谨上

(B)

Appendix Key to the Exercises and the Skill Drillings 41

执事先生: 6 月 5 日 来 函 收 悉 , 得 知 标 题 货 物 已 由 东 风 轮 运 出 , 同 时 感 谢 你 方 寄 来 的 CB331 号 发 票 一 式 两 份。 关于成品服装包装一事,你方表明已令主管部门关照此事,并认为用纸箱包装不仅可防盗,而且 轻便、 防 潮 、轻便、 易 于 装 卸 等 等 。 经 与 我 方 客 户 商 讨 后 , 我 们 认 为 你 们 的 意 见 听 起 来 有 道 理 。 然 而 , 在第一批用这种纸箱包装的货物到达之前,我们对此事尚无把握。 我们的意见是,若纸箱包装令我方客户满意,今后可继续采用。否则,将极大地影响我们双方贸 易关系的发展。 请放心,为了双方共同利益,我们会尽最大努力,全力与贵方合作。 一旦 由 东 风 轮 装 运 的 货 物 到 达 我 方 , 我 们 一 定 会 与 您 联 系 无 误 。
X X X

谨上

VIII. Translate the following letter into English
Dear Sirs, We thank you for your letter dated Aug. 5 inquiring about the packing and the shipping marks of the goods under Contract No. GP11, and are pleased to state as follows: All material is wrapped in plastic bags and packed in tins, the lids of which are sealed with adhesive tape. Ten tins are packed in a wooden case, which is nailed, and secured by overall metal trapping. As regards shipping marks outside the wooden case, in addition to gross? net and tare weights? the wording " Made in China" is also stenciled. Should you have any special preference in this respect, please let us know and we shall meet your requirements to the best of our ability. We assure you of our close cooperation and await your further comments. Yours faithfully*

Skill Drilling
1. Dear Sirs, We are glad to have your name and address from the Internet and learn that your company can supply a special kind of machine which can test the degree of air pollution. Its model is DM-2245G. We have, at present, an order from the Department of Environmental Protection for ten such machines. If you can supply them from stock, please make us an offer at once. We want the machines to be packed each in a wooden case supported with soft materials to ensure that the machines thus packed will not shift inside the cases. As regard marking, please note that the port of destination, Dalian, should be clearly stenciled on each case with the case number for each identification. As these machines are precision instruments which cannot stand rough handling, the wording " DO NOT DROP" should also be marked on each case. We shall appreciate it very much if you will do accordingly. Since this is our first order* we hope to receive your favorable offer soon. With very best wishes. Yours sincerely, 2.

42 外 贸 英 语 函 电

Dear Sirs, We are glad to inform you that for your future orders we shall pack our garments in cartons instead of in wooden cases. The improved packing has the following advantages: (1) Packing in carton will prevent skillful pilferage as the traces of pilferage will be more in evidence. (2)It is quite fit for ocean transportation. (3 ) Our cartons are well protected against moisture by plastic linings. (4 ) Cartons are comparatively light and compact, so they are more convenient to handle in the course of loading and unloading. The above comments are based on a comparative study of the characteristics of the two modes of packing, i. e. carton packing and wooden case packing, as well as the result of shipments already made. We hope you will accept our carton packing and assure you of our continued cooperation. Yours faithfully*

Unit 15
Exercise
I. Put the following Chinese into English
对 … 的 抱 怨 the complaint ( about) 抱 怨 … to complain ( about / of) … 索 赔 ; 声 称 ( to) claim 包 装 不 慎 poor packing 劣 质 inferior quality 符 合 标 准 up to the standard 在 … 之 间 的 差 异 a discrepancy between 装 fe 延 误 a delay in shipment 惩 罚 条 款 penalty clause 忽 略 ; 疏 漏 negligence 负 责 to take responsibility 调 査 to investigate ( investigation) 归 因 于 to attribute to 补 偿 to compensate ( compensation) 保 留 权 利 to reserve the right 坚 持 ( 主 张 ) insist on…(insist that) … 不 足 inadequate 取 消 订 单 to cancel the order 有 毛 病 的 faulty defective 更 换 to replace 守 信 用 to keep one's promise 对...(货物)因…(原因)向...( 某 人)提出 -.. (金额)的 索 赔 to lodge ( file/raise/make/ register)

a claim against... ( sb. ) for ... ( reason ) for ... ( amount) on... ( goods) 14. d

II. Multiple choice
l . c 2.a 3. d 4.c 5.c 6.c 7.c 8. d 9.c 10.a 11.a 12. d 13.d

III. Fill in the following blanks with the given words in their proper forms
I. regret 2. appreciate 7. regretful 12. appreciate 3. Thank 8. thanks 9. regrettable 4. regret 5. appreciation 10. appreciated

6. thank I I . Thanks

IV. Put the following sentences into Chinese
1. 你 方 的 延 误 使 我 们 在 客 户 面 前 处 于 非 常 尴 尬 的 地 步 , 我 们 必 须 要 求 你 方 尽 最 大 努 力 帮 我 们 摆 脱 困 境。

Appendix Key to the Exercises and the Skill Drillings 43

2. 好 些 时 候 过 去 了 , 我 们 一 再 催 促 你 方 立 即 交 货 。 除 非 这 批 货 已 上 路 , 否 则 过 迟 到 达 而 错 过 季 节 , 将会对我们毫无用处。 3. 经 检 査 发 现 , 几 乎 20%的 包 装 已 破 损 , 显 然 是 包 装 不 当 所 致 。 的 4. 经 检 査 发 现 , 所 装 之 货 全 部 污 损 , 大 量 货 物 被 海 水 浸 泡 。 5. 我 们 有 装 船 单 据 为 证 ,船方在接收货物时,货物完好无损。因 此 , 货 物 肯 定 是 在 运 输 途 中 受 损 的 。 船方在接收货物时,货物完好无损。 6. 整 批 货 对 我 方 已 毫 无 用 处 , 我 们 将 留 待 你 方 处 理 , 仓 储 费 由 你 方 负 担 。 7. 我 们 发 现 你 方 货 物 质 量 与 协 议 规 定 不 符 。 由 于 货 物 无 法 销 售 , 已 无 用 处 , 我 们 特 向 你 方 索 赔 20 000 美元
c

8. 检 査 所 收 货 物 时 , 我 们 发 现 有 几 项 发 票 所 开 列 的 货 物 未 包 括 在 内 。 现 随 函 寄 去 漏 发 货 物 之 清 单 一 份。 9. 我 方 123号 订 单 项 下 之 货 物 短 重 500公 斤 。 对 此 , 我 们 必 须 向 你 方 索 赔 1 100美 元 , 外 加 检 査 费 。 号 公 美 10. 这 是 我 们 能 作 出 的 最 大 让 步 。 如 你 方 不 同 意 我 方 建 议 , 我 们 可 以 通 过 仲 裁 解 决 。 11. 因 为 船 运 公 司 对 此 损 失 负 有 责 任 , 我 们 认 为 , 你 们 的 索 赔 应 提 交 他 们 解 决 。 12. 我 们 认 为 最 好 的 程 序 是 请 专 家 检 验 每 件 货 物 , 我 们 正 在 为 此 作 安 排 。 13. 你 方 申 诉 现 正 在 调 査 之 中 , 需 要 花 费 一 些 时 间 。 一 旦 有 结 论 , 定 会 告 知 。 14. 关 于 短 重 , 我 们 建 议 你 方 向 船 运 代 理 索 赔 。 因 对 这 类 事 件 , 我 们 的 确 不 能 承 担 任 何 责 任 。 15. 关 于 短 重 , 我 们 随 函 附 寄 调 査 报 告 一 份 , 以 证 明 损 失 可 能 是 在 运 输 途 中 发 生 的 。 16. 对 于 此 次 延 误 我 们 深 表 歉 意 , 但 你 方 会 明 白 , 当 时 情 况 非 我 方 所 能 控 制 。

V. Put the following sentences into English
1. Our end-users insist that you should see your way to compensate for the loss they sustained. 2. We accept your justified complaint for improper packing and ask that you return the damaged pieces to us. 3. We have no choice but to resort to litigation for a final resolution. 4. Our transaction has been concluded on FOB basis. It seems we shall not be held responsible for the shortage. 5. As you consider our proposals unsatisfactory, we suggest that the matter be submitted to arbitration. 6. As the quality of your shipment for our Order No. 586 is not in compliance with the agreed specifications, we cannot but file a claim against you. 7. Should the missing case not be found we'll reserve the right to claim compensation from you for the shortage. 8. In case of damage or pilferage the insurance company will refuse compensation on the grounds of improper packing. 9. Please look the matter up at once and see to it that the goods are delivered without further delay. 10. We have to ask for a compensation to cover the loss incurred as a result of the inferior quality of the goods concerned. 11. We reserve the right to claim compensation from you for any damage. 12. We believe that this is the most advantageous solution to you, since you can get the complete goods at a specially reduced price.

VI. Fill in the blanks with appropriate words and phrases
1. quantity 6. discrepancy 2. wrong goods 7. delay 3. packing 8. penalty 4. inferior 9 . Complaints 5. standard 10. negligence

VII. Read the following short letters and then translate them into Chinese (A)
敬启者:

44 外 贸 英 语 函 电

我 方 订 单 4321 号 我方如期收到有关装运单据,并已在汉堡港提到伊莎贝拉轮运到的货物。非 常 感 谢 你 方 能 及 时 执 行 合 同 。 货 物 完 好 无 损 ,但第 71 号 箱 除 外 。 开箱时遗憾地发现,此箱所装系完全不同的货物。我们估计恐怕是装运出了差错,该箱货物应属 另一订单。 我 们 需 要 所 订 之 货 交 付 新 客 户 , 兹 要 求 你 方 立 即 安 排 换 货 事 宜 。 特 此 随 附 71 号 箱 货 物 清 单 一 份 , 请将此清单与我方订单及你方发票副本进行核对。 同时,我们将为你方代为保管此箱货物并请告知如何处置。
X X X

谨上

(B)
敬启者: 伊 莎 贝 拉 轮 所 运 你 方 订 单 4321 号 货 物 你 方 2 月 10 日 函 悉 , 谢 谢 。 我 们 高 兴 地 得 知 货 物 已 及 时 抵 达 , 但 第 71 号 箱 内 之 货 并 非 你 方 所 订 。 对此我们深感不安。 经核查发现,由于货号混淆,包装时的确出现差错。我们已立即安排重新发货,有关单据一旦备 妥立即寄给你方。 我 们 已 向 你 方 发 出 传 真 告 知 此 事 , 现 随 函 附 上 传 真 副 本 一 份 。 请 代 为 保 管 71 号 箱 货 物 , 待 我 商 务 参 赞 处派人来处理,我们已向他们告知相关事宜。对由此给你方带来的不便,我们深表歉意。
X X X

谨上

(C)

敬启者包装不当索赔 兹 遗 憾 地 通 知 你 方 , 和 平 轮 装 运 的 我 69013 号 订 单 项 下 棉 布 已 到 货 , 但 其 状 况 实 难 令 人 满 意 。 我 巳别无选择,只能向你方提出索赔。 经 检 验 发 现 , 近 20%的 包 装 破 损 , 很 明 显 系 包 装 不 当 所 致 。 唯 一 补 救 办 法 是 在 交 付 使 用 之 前 重 新 的 包 装 , 这 将 不 可 避 免 地 导 致 350 美 元 的 额 外 费 用 。 为此,我们望你方能给予补偿,并借此机会建议今后交货时应特别留心,因为潜在客户会因包装 不慎而错估产品质量。
X X X

谨上

(D)
敬启者: 你 方 10 月 11 日 函 悉 。 我 们 非 常 关 注 你 方 提 出 的 申 诉 , 并 表 示 诚 摯 的 谢 意 。 我 们 要 指 出 的 是 , 一 年 来 我 们已出售相当数量的这类凳子,从未受到过这样的抱怨。我们已很严肃地向厂家提出交涉,相信不久 定会告知对此事件的解释。 我们希望能在几天之内向你方发运 8 套新橡皮凳脚,相信可以解决你方问题。 再次因给你方带来不便表示歉意,并请确信我们今后任何时候都会认真处理你方事宜。
X X X

谨上

VIII. Translate the following letters into English

Appendix Key to the Exercises and the Skill Drillings 45

(A)
Dear Sirs, Thank you for your delivery of Beijing suits which we ordered on October 19. However, we wish to invite your attention to the following points : (1 )The colors of the clothes are dissimilar to your original sample; (2 ) The green belt supplied do not match the suits. We are returning two of these by separate mail, and would ask you to replace the whole in correct color. Concerning the airfreight, we agree to pay extra costs for airfreight. However* your costs for packing and insurance must have been lower for air cargo, and we request you to take this fact into consideration and to bear part of the airfreight charges. Please let us know immediately your opinion on these matters. Yours faithfully*

(B)
Dear Sirs, We regret to have to complain about the late delivery of the filing cabinets ordered on 2nd July. We did not receive them until this morning though you had guaranteed delivery within a week. It was on this understanding that we placed the order. Unfortunately? there have been similar delays on several previous occasions and their increasing frequency in recent months compels us to say that business between us cannot be continued under conditions such as these. We have felt it necessary to make our feelings known that we cannot give reliable delivery dates to our customers unless we can count on undertaking given by our suppliers. We hope you will understand how we are placed and that from now on we can rely upon punctual completion of our orders. Yours faithfully*

Skill Drilling
l. Dear Sirs, Re: Our Order No. FF4466 The goods ordered under this number arrived today in good condition, and your invoice has been checked and found correct. However* we have to point out that these articles were ordered subject to their arriving here by the end of August. Since they did not reach us until September 14 , we have been hard pressed to meet our commitments to our own customers. As you will no doubt understand* a recurrence of this situation could well result in our customers placing orders elsewhere, and this is a risk we are unwilling to take. We must therefore, insist that you observe delivery deadlines for future orders. Yours faithfully, 2. Dear Sirs*

46 外 贸 英 语 函 电

Thank you for your letter of September 17. We are pleased to hear that the goods ordered under your order No. FF4466 arrived in good condition, but must apologize for their delayed arrival. We have looked into the matter, and have found that the delay is due to a minor fault in one of our routines, which has now been rectified. We can assure you that future orders from you will be dealt with promptly, and that consignments will reach you by the dates stipulated. Once again, please accept our apologies for this delay. Yours faithfully,

Unit 16
Exercise
I. Put the following Chinese into English
电 子 商 务 E-commerce ( electronic commerce) 商 业 前 景 business vision 万 维 网 World Wide Web ( W W W ) 数 字 的 digital fe 输 渠 道 shipping channels 地 ffi 送货月艮务 ground delivery service 数 字 机 制 digital mechanisms 下 载 download 上 市 的 时 间 time-to-market 网 址 , 网 站 website 企 业 对 企 业 business-to-business ( B2B) 企 业 对 消 费 者 business-to-consumer ( B2C) 网 上 的 ( 地 ) online 网 上 贸 易 online trade 网 上 业 务

以 互 联 网 为 基 础 的 Internet-based 采 购 周 期 procurement online business 美 国 在 线 ( 公 司 ) American cycle 有 竞 争 力 的 投 标 competitive biddings 开 发 周 期 development cycles Online 直 销 direct marketing 电 子 数 据 交 换 EDK electronic data interchange) 在 线 目 录 online catalogue

II. Multiple choice
I . b 2. d 3. d 4. a 5. c 6. a 7. d 8. a 9. d 10. b I I . a 12. b 13. c

III. Fill in the following blanks with the given words in their proper forms
I. ex 2. draft 7. per 12. per 3. per 8. drafts 4. 9. draft
D.

per 10.

6. ex I I . per, ex

draft

IV. Fill the missing words with first letters given
1. efficient 6. short 2. enhance 7. paragraph 3. expenses 8. brief 4, employee 9. carefully 5. polite 10 - business

V. Supply the missing words in the blanks of the message
I. telephone 2. catalogues 7. gift 12. address 8. click 13. on 3. Internet 9. screen 4. sales 10. credit 14. service 5. computer

6. businesses II. mail

VI. Read the following short passage and then translate into Chinese
美国一家网上零售巨头——亚马逊公司表示它将在后半年开始销售个人电脑,并说尽管市场艰 难,但它看到网上个人电脑销售量有巨大增长。

Appendix Key to the Exercises and the Skill Drillings 47

亚 马 逊 公 司 负 责 市 场 及 产 品 开 发 的 副 总 裁 David Risher 在 公 司 年 度 分 析 会 上 说 : " 这 是 非 常 难 做 的 业 务 , 在 实 物 市 场 它 没 什 么 发 展 , 但 网 上 业 务 发 展 势 头 良 好 " 。 Rish 还 说 , 虽 然 个 人 电 脑 销 售 量 今 年 头 两 个 月 与 去 年 相 比 , 在 实 物 市 场 下 降 了 2 3 % , 而 网 上 销 售 却 增 长 了 77%。" Risher 补 充 道 , 经 销 个 人 电 脑将促进亚马逊公司的电子产品销售,如数码照相机和其他电脑附件。他说:"我们热衷于个人电脑不 仅 是 因 为 生 意 本 身 带 来 利 润 , 还 因 为 它 能 促 进 我 们 的 电 子 产 品 业 务 发 展 。"这位 先 生 对 公 司 网 上 个 人 电 脑产品的库存计划没做更多说明。

Skill DrillingC 略) 1 什么是商务谈判?它的特征是什么? 2 为什么要谈判 3 谈判是一种艺术吗 4 为什么谈判中要特别注意谈判者的情感 5 简述谈判成功的标准 6 谈判气氛紧张时怎么处理 7 简述谈判的四种结果对双方的利弊并说明 8 如何能制定出让对方接受的解决方案 9 为什么谈判中要将人事分开 10 简述谈判的三个阶段 11 简述太极谈判术的步骤


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