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实用商务英语函电课后答案 杜春雷 蒋欣


Unit 1 Lesson 2 Ⅰ. Arrange the following information in the form of a letter. Changzhou Wanlong Knitwear Co., Ltd. 18 Changzhou Textile Industrial Park Changzhou, Jiangsu, China Tel: 0519-87654321 Fax: 0519-87654321 May 13, 2013 May Flower Imp. & Exp. Co. Ltd.

148 West Street, Barcelona, Spain
Attention: Export Dept. Dear Sirs, Kids’ T-shirts Thank you for your enquiry in your letter of May 11 for our Kids’ T-shirts. The attached are the latest quotation of our products. And the pricelist will also be sent to you by air, and we are sure that you will be satisfied with our products and the reasonable prices. We are eagerly awaiting your reply. Yours faithfully, Richard Li Sales manager II. Address an envelop according to the following information

Stamp
Jack Li AD Trading Company limited 123 Chaoyang Road, shanghai, China Tim Smith Lafa Import and Export Inc. 456 High Street, California, USA

Registered

III. Write the following dates correctly for business letters. 1. Aug. 23, 2013 2. Mar. 5, 2010 3. June 7, 2011 4. Sept. 28, 2012
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Ⅳ. Encircle the best answer in the following questions. 1. c 2. d 3. b 4. d Lesson 3 Ⅰ. Comprehension questions. 1. In order to achieve Completeness in a business letter, what kind of questions can you ask? If you want to achieve completeness of the information in a business letter, you may ask yourself whether you have stated clearly about the questions like “who, what, where, when, why and how” . These questions may be of great help to achieve completeness. 2. Why do we say “Consideration” is a very important principle? Consideration is a very important principle because only when you consider your partner in your mind and write the letter by respecting your cooperative partner, sharing your reader’s point of view, keeping the reader’s needs in your mind, and achieving the balance of interests of both parties, can you make the communication go smoothly. 3. In order to achieve Clarity, what kind of statements and expressions should you avoid? In order to achieve Clarity, the following two statements and expressions should be avoided. First, ambiguous words or rarely used words are forbidden. Second, words which may contain different meanings on their own should be avoided. 4. Is it harmful to write a general and vague letter? Why? Yes, a general and vague letter is not sufficient to express the sender’s ideas because it is not informative. Thus, specific, definite and vivid words are preferred to show the concreteness to express the senders’ ideas. 5. Does courtesy mean politeness? What is the difference between them? No, even though both courtesy and politeness mean no offensive and irritating statements or facts in the letter, courtesy is not mere politeness. Politeness means that you should show your regard for others in the letter, etc. But in order to achieve courtesy, you should always bear a You-attitude in your mind which means you should always stand in the cooperators’ position and think from their stands. 6. What strategies can you use to achieve “conciseness” in a business letter? There are two possible ways we have to follow during the process of our writing. First, make a long sentence or phrase short and avoid using too wordy expressions. Second, avoid repetition. 7. What aspects should be correct in a business letter? And how would you guarantee that every aspect is correct? On one hand, from the perspective of writing, a business letter should be perfect in grammar, punctuation, spelling of words, and a business letter should also use standard language, proper
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statements and accurate figures. On the other hand, from the perspective of business, the following points can guarantee that every aspect is correct: a. make sure that no grammar mistakes occur in business writing; b. choose only accurate and correct facts, words and figures; c. take a matter-of-fact attitude when you are talking about everything in the letter;never overstate or understate; d. use correct commercial terms; e. remember the circumstances when capital letters are used in business writing, and use them properly. II. Rewrite the following sentences to make them in a correct and polite way. 1. For the discount mentioned in the letter of April 5, we feel very sorry to say that we can’t cut our price because we have to guarantee the good quality and the best pattern and in fact, we have offered you the most favorable price. 2. We are very pleased to receive your enquiry about our products, and your early order will be highly appreciated. 3. We are sorry that we didn’t make ourselves clear. 4. We take the pleasure of providing you at the most favorable price. 5. We request immediate payment for you Unit2 Lesson 1 Ⅰ.Close the following company profile in English with the given Chinese. 1. established in 2. registered capital 3. are specialized in 4. for over ten years 5. sell well/enjoy great popularity 6. welcome/are looking forward to your inquiry Ⅱ. Fill in the basic information according to the text of Lesson 1. Company profile Company Name Company Location Year of Establishment Product Range Basic information Shanghai Baiyun Knitwear Co., Ltd. Shanghai, China 1998 knitting fabrics and apparels including pure cotton knitting fabrics, children’s wear, T-shirts, sweaters, women’s dress, and etc. USD 550,000 Europe and North America available 61% - 70% 5,000 tons of knitting fabrics and 3,000,000PCS of various apparels 500 20
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Registered Capital Target Markets OEM/ODM Availability Export Percentage Annual Output No. of Employees No. of QC Staffs

Lesson 2 Ⅰ.Close the following letter with appropriate words. (1) introduce (2) as (3) range (4)learned (5) market (6) enclosed (7)latest (8) available (9) interesting (10) early/ favorable reply. Ⅱ.Translate the following sentences into English. 1. We are one of the leading exporters of textiles in China and now writing you for the establishment of business relations. 2. We have been engaged in the import and export of Medical Instruments for many years, and our products enjoy great popularity in many countries. 3. In order to acquaint you with our products, we are enclosing a copy of our electronic catalogue. 4. As to our credit standing, we are permitted to mention Bank of Tokyo, Japan, as a reference./ For our credit standing, please refer to the following bank: Bank of Tokyo, (address)… 5. We obtain your name and address from the Commercial Counselor’s Office of our Embassy in New York and would like to take this opportunity to establish business relations with you. Lesson 3 Ⅰ. Close the following letter with appropriate words. (1) owe (2) in (3) leading/major (4)handling (5) about/over (6) hope (7) enlarge (8) with (9) covering (10) appreciated II. Translate the following sentences into English. 1. We are the largest retailer here and have extensive connections with all the major dealers in this area. 2. We feel sure we can sell large quantities of knitting garments if we get your offers at competitive prices. 3. Any enquiry from you will receive our prompt and careful attention. 4. We are glad to know/note that you are desirous of entering into business relations with us. This happens to coincide with our desire. 5. We enclose hereby a copy of our latest catalogue and a price list giving the details you asked for. Writing practice: I. Write a letter, based on the following instructions, to a company asking for establishing business relations. Dear Sirs: We have learned, from Alibaba.com, that you are an experienced professional garment supplier in Changzhou, China, specializing in making various textiles including shirts, T-shirts, jeans, women’s dress, etc. As these items fall within the scope of our business activities, we shall be pleased to enter into business relations with you. We are one of the largest importers of Chinese textiles in our area and have been in this line for over 10 years. We are very well connected with all the major dealers here of textiles and feel sure we can sell large quantities of Chinese textiles if we get your offers at competitive prices.
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For our credit standing, please refer to Bank of Boston, Massachusetts. Please let us have all necessary information about your products available at present. Yours faithfully, Christina China Source CO., Ltd. II. Suppose you are Li Ming (Richard Li), a sales representative of Changzhou Delonghi Garments CO., Ltd. Write a reply to the letter you received from Christina. Dear Christina, We are glad to note from your letter of May15, 20_ _ that, as importers of Chinese Textiles, you are desirous of entering into business relations with us. This happens to coincide with our desire. This is Li Ming, a sales representative of Changzhou Delong Garments CO., Ltd. I will follow up your orders from now on and offer you best service with my 10 years of professional experience. I enclose hereby a copy of our latest catalogue and a price list giving the details you asked for. Should any of the items be of interest to you, please let me know. We’ll surely offer you the best price. We look forward to your specific enquiry and please be assured that it will receive our prompt and careful attention. Best regards, Richard Li Changzhou Delonghi Garments CO., Ltd Unit 3 Lesson one Ⅰ. Choose the best answer. 1. c 2. d 3.d 4.b 5.c 6.b 7.b 8.b 9.b Ⅱ . Translate the following letter into English. Gentlemen: We have been informed of your company and address through Bank of China in Hong Kong. Right now, we are interested in various knitted garments for sales in U.S. and Canadian Market. It would be helpful if you could send us your latest catalogue and price list. We trust that you will make an effort to quote us most favorable terms for large quantities. Looking forward to establishing direct business relations with you. Yours truly, Lesson 2 Ⅰ . Close the following letter with appropriate words or phrases.
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(1) quotation (2) satisfactory (3) order (5) delivery (6) Sales Confirmation

(4) in urgent need of (7) ASAP

Ⅱ. Translate the following sentences into Chinese. 1. 请寄样品目录和详细报价。 2. 请按照我方询价单报最低价并说明最早交货期。 3. 若质量好且价格适合我方市场的话,我们愿考虑与你方签署一项长期合同。 4. 我们想得到儿童 T-shirt 的最低报价。 5. 我们对你商品目录中的真丝有兴趣。 Lesson 3 Ⅰ. Close the following letter with appropriate words. (1) For (2) In (3) irrevocable (4) at (5) note (6) subject to (7) demand (8) recommend Ⅱ. Translate the following sentences into English. 1. 2. 3. 4. 5. We shall be very glad to place our order with you if your quotation is competitive and delivery date acceptable. We would appreciate your sending us the latest samples with your most favorable prices. We would like to have your lowest quotations C.I.F. Vancouver. We shall make you our most favorable quotations CFR Lagos upon receipt of your specific enquiry. As there is a growing demand for this article, we have to ask you for a special discount.

Ⅲ. Translate the following letter into English. Dear Sirs, Re: Textiles This company is one of the largest textile importers in Chicago. We hope to establish direct business relations with you so as to promote trade between our two countries. We are enclosing an inquiry note No.345 and looking forward to receiving your quotation CIF Chicago inclusive of our commission of 5% at an early date. While quoting, please state the earliest shipment and quantity available. If your quotation is competitive, we are ready to conclude substantial business with you. Your early reply will be much appreciated. Yours faithfully, Writing practice Write a letter with the following particulars. Dear Sirs,

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We are very much interested in importing your “Swan” Brand Garden Chair displayed at the Canton Fair. Therefore, we would appreciate your sending detailed information on CIF prices, discounts, and delivery date. Please also supply pamphlets or catalogues if you have them available. Please indicate any new items not yet introduced in England and send the samples if possible. We hope this will be a good start for mutual beneficial business relations and assure you that we will give our careful consideration to your offers. Yours faithfully, Unit 4 Lesson 1 Ⅰ.Translate the following phrases into English. 1. 3. 5. 7. 9. 11. firm offer The price is on the high side. place a trial order CIF: Cost, Insurance and Freight shipment CFR: Cost and Freight 2. 4. 6. 8. 10. 12. non-firm offer send/make a quotation payment terms/ terms of payment FOB: Free on Board goods/ commodities latest catalogue

Ⅱ. Fill in the blanks with appropriate words. 1. with 2. that 3. for/of 4. in , with 5. about

Ⅲ. Translate the following letter into English. Dear Sirs,

We take delight in receiving your letter dated Mar. 21 inquiring about our Women’s Spring Jackets. There are altogether three sizes of the jackets, including the large size, the medium size and the small size. Our Women’s Spring Jackets are 100% polyester and can be washed in the machine, with each piece of the jacket weighing 1 lb. The minimum quantity of each order is 1000 pieces. The price is US$30.10 per piece CIF Dubai, and we require confirmed, irrevocable Letter of Credit payable by draft at sight as the payment term, with the delivery date being in May. Admittedly, the jackets sell well and are popular recently, and our goods are excellent in quality and reasonable in price. So we hope that you could place an order soon. Your early reply will be highly appreciated.

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Yours faithfully, Lesson 2 Ⅰ.Translate the following phrases into Chinese. 1. 收到 2. 依照,符合 3. 利润空间 5. 电汇 6. 市场价 7. 拒绝报盘 9.不可撤销信用证 10. 支付条件 11. 信用证

4. 让步、妥协 8.还盘 12. 有效期

II. Complete the following sentences by translating the Chinese into English. 1. The quotation is valid only for three days (此报价仅有效三天) because of the heavy demand in the market. 2. For us, $30.5 per piece is the highest price that we can accept. (是我们所能接受的最高价格). 3. The umbrellas sell well recently, so we suggest that you place an order soon. (你方能够尽快下 定单). 4. The offer shows that all the orders should be paid by the confirmed, irrevocable L/C at sight. (所有的订单都必须用不可撤销的即期信用证支付). 5. We are very satisfied with all the terms and conditions in the order (我们对订单中的条款非常 满意) and hope that we can develop the business relations with each other. III. Read the following inquiry carefully and write a reply to the inquirer, sending him an offer or a quotation. Dear Ann, Children’s T-shirts We are in receipt of your enquiry of May. 2 for our Children’s T-shirts. To comply with your request, we are very pleased to give you an offer as follows: Size:as per attached list Color: red, white, pink, yellow, blue and green Minimum quantities: 1000 pcs Price: US$ 8.00 per piece CIF Dubai Payment terms: confirmed, irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment Date of delivery: 30 days from the date of your order We trust the above will satisfy you and your favorable reply will be highly appreciated. Yours faithfully, Lesson 3 A non-firm offer, a counter-offer and a counter-counter offer Lesson 3 I. Fill in the blanks with appropriate words.
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1. to 6. for 11. in

2. for, of, for, of 7. by, at 12. from, within

3. of, at 4. at 5. for 8. from, for 9. in 10. in 13. before/until/till 14. for/of, allow/give/grant, of

Ⅱ. Translate the following sentences into English. 1. If you can place an order for three thousand pairs or more of children’s gloves, we will allow you a special discount of 3%. 2. Please quote us CIF Shanghai for 5,000 pairs of women’s high-heeled shoes. 3. For the payment terms, we require confirmed, irrevocable L/C at sight. 4. We will place a trial order if the commodities can reach us before the end of next month. 5. The company had a net profit margin of 30% last year. 6. The favorable price must/will bring large sales to the company. 7. If your price is competitive, we will place a large order for the sweaters./Should your price be competitive, ... 8. Please feel free to tell/contact us if you have any questions on the contract. Writing practice Ⅰ.Write a quotation or an offer covering all the contents below. Dear Sirs, Cross-body Bags We are in receipt of your enquiry of Mar. 3 for our Cross-body Bags. To comply with your request, we are very pleased to give you an offer as follows: Color: black, red, blue, white and purple Material: 100% genuine leather Packing: at the buyer’s option Minimum Quantity: 1000 pcs. If you can place an order of two thousand pieces, we will give you a special discount of 7%. Price: US$ 194 per piece CIF Shanghai, China Shipment: May Payment terms: confirmed, irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment We have to mention that these commodities are urgently needed in the market, and our products are high in quality and reasonable in price,so we wish to receive your order soon. Faithfully yours, Ⅱ. Write a reply according to your quotation or offer.

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Dear Ann, Re: Cross-body Bags Thanks for your letter dated Mar. 5 for the Cross-body Bags. In reply, we regret to state that your price has been found too high to be accepted. As you know, even though the cross-body bags are popular in the market, the average price has been 5% lower than that of yours. Admittedly, the quality of your products is slightly higher, but the price is also higher so that we can not get much profit. To step up the long-standing trade, we counter offer at USD184 each CIF Shanghai, China, subject to your reply reaching us by Mar. 20. As the market is very competitive, we hope you will consider our counter-offer most favorably and we sincerely hope to hear from you soon. Yours faithfully, Unit 5 Lesson 1 I. Close the following letter with appropriate words or phrases. ⑴turned out ⑵sure/confident ⑶duplicate ⑷opened through ⑸confirmation ⑹approaching ⑺ urgently ⑻ dispatched/delivered ⑼attention II. Translate the following sentences into English. 1. You may be assured that the shipment will reach you in good time. 2. We are glad to inform you that we have shipped your goods per S.S. “Legend” which is due to leave here tomorrow. 3. As the market is going up, we would suggest in your interest that you accept our offered price at once. 4. We intend to place a duplicate order and wonder if you can accept. 5. Please book the necessary shipping space in advance to make sure of timely dispatch of our order. Lesson 2 I. Choose the best answer 1. b 2. a 3.c 4.b 5. d 6. b 7. c 8. b 9. c 10. b II.Translate the following letter into English Dear Sirs,
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11. a

We are satisfied with the negotiation result at the Guangzhou Fair last week. We now decide to order 1,500 pieces quartz watch to test our market. Enclosed please find our Purchasing Contract in duplicate. Please counter sign and return one copy to us for our file. We believe our order will receive your careful attention. Yours faithfully, Lesson 3 Ⅰ.Close the following letter with appropriate words. (1)Upon/On (2)entertain (3)commitments (4)shortage (6)remaining (7)deal (8)approaching (9)in Ⅱ. Choose the best answer. 1.b 2.c 3.b 4.a 5.d 6.b 7.b 8.b Writing practice Dear Sirs, Thank you for your quotation and samples of Aug. 5. We find both quality and price satisfactory and would like to place an order with you for the following: Description: Butterfly Brand Sewing Machine Model No. A1328 Quantity: 1000 sets Unit Price: USD227.00 per set CIF Vancouver, inclusive of our 5% commission Payment: L/C at 60 days’ sight to be opened 30 days before shipment Packing: As per the buyer’s option Delivery Date: Before the end of August Your early attention to this order will be highly appreciated. Yours faithfully, Ⅱ . Write a reply to the above order, enclosing a Sales Confirmation and stating clearly when the L/C should be opened and when to deliver the goods. Dear Sir, We are pleased to inform you that we have booked your order for our Sewing Machine Model No. A1328. We now enclose our sales confirmation No.1234 in duplicate. Please sign and return one copy for our file. It is understood that an L/C in our favor will be established by the end of June. You may rest assure that we shall effect shipment with the least possible delay upon receipt of your credit.

(5)maximum (10)enclosing

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We appreciate your cooperation and look forward to receiving your further orders. Best regards, Unit 6 Contract Signing Lesson 1 Ⅰ.Close the following letter with appropriate words. (1) exchange (2) concluded (3) of (4) in (5) countersign

(6) copy (7) for

(8) at

Ⅱ.Translate the following sentences into English. 1. After our recent exchange of faxes, we are pleased to conclude this deal with you. 2. We are pleased to confirm our acceptance of this order as shown in the enclosed Sales Contract. 3. We are sending you our Sales Confirmation No.789 in duplicate, one copy of which please sign and return for our file. 4. We know the seller should draw up a contract and the buyer has to sign it. 5. The relative L/C has been established with the Bank of China, New York, in your favor. Lesson 2 I. Translate the following contract into Chinese. 销售合同 合同编号:BY1088 签约时间:2013 年 9 月 1 日 卖方:中国上海白云针织有限公司 买方:西班牙五月花进出口有限公司 兹经买卖双方同意卖方出售买方购进下列货物,并按下列条款签订本合同。 商品名称:男式针织外套(80%棉,20%聚酯纤维,货号 49393) 数量:10000 件 单价:FOB 上海价每件 14.25 美元 总价:142,500 美元 包装:用 OPP 塑料袋包装,50 件装一纸箱 原产地:中国上海 付款条件: 凭不可撤销即期信用证支付, 由买方通过中国工商银行巴塞罗那分行于装运前一 个月开到卖方,并于装运日后 15 天内在中国议付有效。 保险:由买方投保 装运期:2013-12-31 日前从中国上海港运至西班牙巴塞罗那港,允许分批装运和从新加坡转 运。 装运港:中国上海港 目的港:西班牙巴塞罗那港 索赔: 若发现品质、数量或重量与合同不符,买方应于货到目的港后 30 天内提出索赔,并同时提 交由权威部门或卖方提供的检测报告。 不可抗力: 如因不可抗力原因致使卖家无法交货或延迟交货, 卖方概不负责, 但卖方应就不可抗力原因 向买方提交证明材料。

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仲裁: 凡因执行本合同或有关本合同所发生的一切争议, 如不能解决, 应提交中国国际经济贸易委 员会根据其仲裁规则进行仲裁,此裁决为终局的,对双方都有约束力,仲裁费用由败诉方承 担。 Lesson 3 Ⅰ.Translate the following letter into Chinese. 敬启者: 事由:第 123 号合同 我方随函附寄事由项下第 123 号合同一式两份,请及时签退一份供我方存档。 感谢合作。 谨上 Ⅱ.Suppose you have received the above letter, try to write a reply. Dear Sirs, Your contract No. 123 Thank you for your above contract for Men’s Knitted Jackets, and we return to you herewith one copy duly signed for your files. We assure you of our best attention. Yours faithfully, Writing Practice I. Fill in an English contract. Contract No.AC4789 Date: Oct. 12th, 2013 Signed at (Place): Changzhou The Sellers: Changzhou Light Industrial Products Import & Export Corp. The Buyers: Ottawa Trading Company, Canada This sales contract is made by and between the sellers and the buyers whereby the sellers agree to sell and the buyers agree to buy the under-mentioned goods according to the terms and conditions stipulated below: Commodity: “Hongdu” Electric Bikes Specifications: TDH01Z (Model TDH01Z) Quantity: 1500 bikes Unit Price: USD 200 per bike (each), CIF Ottawa Total Price/value: USD 300,000 (SAY US DOLLARS THREE HUNDRED THOUSAND ONLY) (In words) Packing: in wooden cases (boxes), 2 bikes to one case Terms of Shipment: Before 31st December, 2013, from Shanghai to Ottawa, Canada, allowing partial shipment and transshipment at Hong Kong. Terms of Payment: The payment is to be made by an irrevocable sight L/C to be opened with the buyers’ bank by the buyers, which is to reach the sellers 30 days before the date of shipment, and
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valid for negotiation in China until the 15th day after the date of shipment. Insurance: To be covered by the sellers for 110% of the invoice value against ALL Risks and Breakage Risk/against the CIC All Risks and Breakage Risk /as per (according to) the relevant Ocean Marine Cargo Clauses of the People’s Insurance Company of China (PICC) of Jan. 1, 1981(as per the CIC – The China Insurance Clauses dated Jan. 1, 1981). Commodity Inspection: It is mutually agreed (by the sellers and the buyers) that the certificates of quality and weight issued by the China Commodity Inspection Bureau at the port of shipment shall (are to) be taken as the basis of delivery and binding upon both parties. Claim (and Discrepancy): Any claims by the buyers on the goods shipped shall be filed/lodged within 30 days after the arrival of the goods at the port destination and supported by a survey report issued by a public surveyor approved by the sellers agreed on by both parties (the sellers and the buyers). (Claims in respect of matters within the responsibility of the insurance company or of the shipping company will not be considered or entertained by the sellers.) Force Majeure: If shipment of the contracted/contract/contractual goods is prevented or delayed in whole or in part due to Force Majeure, the sellers shall not be reliable for (responsible for) the non-delivery/shipment or late delivery/shipment of the goods under the contract. However, the sellers shall notify the buyers by fax and provide/furnish/supply the latter by registered airmail with a certificate issued by the China Council for Promotion of International Trade attesting/proving such an event or events. Arbitration: If the sellers and the buyers fail to settle the dispute arising from/out of the performance of this contract through negotiations, they can be submitted to CIETAC, Shanghai, China for arbitration. The arbitral award is final and binding upon both parties. Ⅱ. Translate the following clauses from English into Chinese. 1. 本销售确认书项下的货物装船前在装货港由中国商品检验局检验,该商检局出具的质量 和数量/重量证明书将是最终的,对双方都具有约束力。 2. 货物到达目的港卸货后,买方有权向中华人民共和国进出口商品检验局(中国商检局) 或中国进出口商品检验公司(中国商检公司)申请复验。 3. 质量、重量、尺寸、花型、颜色均允许合理差异。对合理范围内差异提出索赔,概不受 理。 4. 买方对下列各点所造成的后果承担全部责任: (甲)使用买方的特定包装,花型图案等; (乙)不及时提供生产所需的规格或其他细则; (丙)不按时开信用证; (丁)信用证条款与 销售确认书不相符合而不及时修改。 5.买方应在收到本销售确认书后十天内签退一份给卖方。如在此期限内不提出任何异议,本 销售确认书即生效。 Unit 7 Payment Lesson 1 I. Close the following letter with appropriate words. (1) reference (2) under (3) date/time (4) covering (5) expedite (6)execute (7) amendments (8) accordance Ⅱ.Translate the following sentences into English. 1. We regret that we have received no news about L/C No.345 from you up till now. 2. You should establish the required L/C upon receipt of our sales confirmation. 3. As the goods have been ready for shipment for quite some time, you should take immediate
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action. 4. We are very sorry for the delay in opening the L/C, which was due to an oversight of our staff. 5. Upon receipt of your fax of July 6, we immediately opened the covering credit with Bank of China, and trust the copy of the same is now in your hand. Lesson 2 I. Close the following letter with appropriate words. (1) on (2) shipments (3) between (4) via (5) mutual (6) on (7) lot/shipment (8) amend (9)read (10) allowed II. Translate the following sentences into English. 1. As there is no direct steamer to your port, please amend the L/C to allow transshipment. 2. We suppose that the above mistakes are clerical and hope you will make the necessary amendments immediately by fax so that we can ship the goods in time. 3. We have received your L/C No. 531 and on checking up the clauses, have found the following discrepancies in it. 4. Please instruct your bank to make the necessary amendments of the L/C. 5. We have found that the amount of your L/C is insufficient. Please increase the unit price from US$3 to US$3.5 and total amount to US$70,000. Lesson 3 I. Close the following letter with appropriate words. (1) to (2) on (3) at (4) till/until (5) to (6) extend (7) validity (8) to (9) delay (10) at II. 1. 2. 3. 4. 5. Translate the following sentences into English. As the relative import license will soon expire, we cannot consider extension of L/C. Will you persuade your customer to arrange for a one-month extension of L/C No.TD204? We hope you will make shipment upon receipt of our extension of the L/ C without further delay. If your extension of the L/C reaches us within 3 days, the goods can be shipped by S/S Dongfeng this month. We have sent you by fax today asking for a two-week extension of the validity of the L/C covering your order No. 30 for 300 cases of frozen chicken.

Writing Practice I. Please check the L/C with the contract below and then write a letter to ask for the amendments to the L/C. 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”.
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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 allowed.” 5) “This credit expires on July 31, 2008” should read “This credit expires on August 15, 2008”. We are awaiting your early fax amendments. Sincerely yours, II. Translate the following letter into English. Dear Sirs, We have received your cable of May 15, urging us to establish the L/C for the captioned goods. We are very sorry for the delay in establishing the L/C, which was due to an oversight of our staff. However, upon receipt of your cable of May 15, we immediately opened the covering credit with the Bank of China, and trust the L/C is now in your hand. Allow us express again our deep regret for the inconvenience that has been caused to you. We sincerely hope that you will not allow this circumstance to influence your judgment of our sincerity. Thank you in advance for your understanding. Yours faithfully, Unit 8 Packing Lesson 1 I. Close the following letter with appropriate words. (1) shipped (2) condition (3) in (4) to (5) in (6) of (7) to (8) avoid Ⅱ. 1. 2. 3. 4. 5. Translate the following sentences into English. The piece goods are to be wrapped in kraft paper, then packed in wooden cases. Ten bottles are put into a box and 100 boxes into a carton. Each case is lined with foam plastics in order to protect the goods against press. The unique design of the packing will help you promote the sale of drugs. We’ve informed the manufacturer to have them packed as per your instruction.

Lesson 2 Ⅰ. Close the following letter with appropriate words. ⑴ in ⑵ avoid ⑶ against ⑷ of ⑸ with ⑹ vertically ⑺ with ⑻ minimize Ⅱ. Translate the following sentences into English.
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1. 2. 3. 4. 5.

The canned goods are to be packed in cartons with double straps. We’ll pack them two dozen to one carton, gross weight around 25 kilos a carton. Shirts are to be packed in plastic-lined water-proof cartons. The fountain pen is placed in a satin-covered small box, lined with beautiful silk ribbon. The eggs are packed in cartons with beehives lined with shake-proof paper board.

Lesson 3 I. Close the following letter with appropriate words. ⑴ informed ⑵ pack ⑶ advantages ⑸ ocean ⑹ against ⑺ light II. 1. 2. 3. 4. 5.

⑷ prevent ⑻ modes

Translate the following sentences into English. The machines must be well protected against dampness, moisture, rust and shock. I’m afraid the cardboard boxes are not strong enough for ocean transportation. On the outer packing, please mark wording, “Handle with Care”. Please mark the cases as per the drawing given. Every 100 dozen should be packed in a wooden case marked ABC and numbered from No. 1 upward. Writing Practice Ⅰ. You just placed a large order for 2,000 sets of Gree air-conditioner. Now please send an email to Zhuhai Gree Electric Appliances Inc. to give packing and marking instructions. Dear Sirs, In reply to your inquiry about the packing of the contracted 2,000 sets of Gree air-conditioner, we would like to give you a more detailed description below: The air-conditioners shall be packed with each in an air-proof polythene bag, and then each bag placed in a wooden case stuffed with foam plastic, reinforced with metal bands. On receipt of this mail, please confirm by cable to accept our proposal on packing so as to facilitate the conclusion of our business. Thanks in advance for your cooperation. Yours faithfully, Ⅱ. Translate the following letter into English. Dear Sirs, Re: Packing of your order for 12,000 bicycles

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The 12,000 bicycles you ordered will be ready for dispatch by 17th December. Since you require them for transshipment to Bahrain, Kuwait, Oman and Qatar, we are arranging for them to be packed in seaworthy containers. Each bicycle is enclosed in a corrugated cardboard pack, and 20 are bound together and wrapped in sheet plastic. A container holds 240 bicycles; the whole cargo would therefore comprise 50 containers, each weighing 8 tons. Dispatch can be made from our works by rail to be forwarded from Shanghai port per ship. The freight from works to Shanghai is US$ 80.00 per container, totally US$ 4,000.00 for this consignment, excluding container hire, which will be charged to your account. Please let us have your delivery instruction. Yours faithfully, Unit 9 Lesson 1 Ⅰ. Close the following letter with appropriate words. (1) reference (2) for (3) draw (4) packed (6) mark (7) initials (8) comes (9) stencil Ⅱ . Translate the following letter into English. Dear Sir,

(5) withstanding (10) instructions

Referring to your Order M078 for 5000 dozen Men’s Knitted Jackets, we have established with Bank of China, Changzhou Branch an irrevocable sight L/C No. CH009. As stipulated in the L/C, shipment should be made before August 30th. But our buyers are in urgent need of the goods since the season is approaching. Could you kindly advance shipment before the end of July? We shall be very much obliged if the goods could catch the brisk market at the start of the season. Yours faithfully, Lesson 2 Ⅰ. Close the following letter with appropriate words. (1) regret (2) serious (3) lot/shipment (4) allow (5) remainder/rest (6) extend (7) everything (8) obliged (9) kindly (10) comply Ⅱ. Translate the following sentences into English. 1. The date of shipment is approaching,but up till now nothing has been received from you concerning this lot. 2. We wish to remind you that the time for shipment has long been overdue. If you cannot effect shipment by the end of this month, we’ll, as per the contract, cancel the order and claim against you for the losses thus sustained. 3. It would be to our mutual benefit if we could ship immediately whatever is ready instead
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of waiting for the whole shipment to be completed. Therefore, we hope you could allow partial shipments. 4. Since there is no direct sailing to your port this month, we have to transship via Hong Kong. 5. As our customers require us to ship the goods before June 5, please quote us for a shipping container from Shanghai to the port of Rotterdam before that deadline. Lesson 3 Ⅰ. Close the following letter with appropriate words. (1) delay (2) inform (3) shipped (4) S.S. (5) sailing (6) set (7) negotiable (8) Certificate (9) Policy (10) in Ⅱ. Translate the following sentences into English. 1. We are pleased/glad to inform you that we have shipped your goods on board/per/by S.S. “Legend”, which is due to leave here tomorrow. 2. We hope the goods will reach you in time and in good order, and turn out to your entire satisfaction. 3. We enclosed one set of the relative shipping documents so that you will have/find no trouble/difficulty in taking delivery of the goods when they duly arrive. 4. Please kindly inform us the detailed information about the freight, the estimated time of departure, and the estimated time of arrival, etc. 5. Any delay in shipment would cause us much inconvenience. Writing practice Ⅰ. Fill in the blanks with the hints below. Contract No. L/C No. To CH/77/56.909 LC74E0081/99 SHIPPING ADVICE Shanghai Yingda Trading Co., Ltd. No. 10 Taiyuan Road Shanghai China D & J Trade P.O. Box 100 2500 GC Rotterdam Holland POWDERED Milk As called for by the L/C 4760 4-ply paper sacks with 25kg each, with inner polyethylene liner 119.00 MT 121380 kgs 119000 kgs USD 1,200,000.00

From

Commodity Packing conditions Quantity Gross weight Net weight Total value

Please be informed that these goods have been shipped from Rotterdam to Shanghai per S.S. “Nordica”.
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Shipment date September 5, 2013. Sailing date September 7, 2013 B/L No. D & J Trade Rotterdam, September 6, 2013 Unit 10 Insurance Lesson 1 Close the following letter with appropriate words. (1) for (2) on (3) have (4) insure (6) refund (7) premium (8) debit (9) like II. Translate the following sentences into English. SEAU101871100 We herewith certify this message to be true and correct.

(5) against (10) with

1. You should cover/arrange/effect/take out insurance since this transaction is concluded on FOB basis. 2. We now desire to have the consignment insured at your end. 3. We have insured your order WPA and against Leakage for 110% of the invoice value with The People’s Insurance Company of China. 4. We shall refund the premium to you by TT upon receipt of your debit note. 5. It is our usual practice to insure the goods (to cover insurance on the goods) for 110% of the invoice value. Lesson 2 I. Close the following letter with appropriate words. (1) valued (2) from (3) to (4) by/per (5) packed (6) cover/effect (7) send/quote (8) insurance (9) at (10) advance II. Translate the following sentences into English. 1. PICC is a state-operated enterprise enjoying high prestige among trade circles at home and abroad for their low rates as well as prompt and equitable settlement of claims. 2. We wish to insure the following consignment against All Risks. 3. We have insured the goods WPA and against War Risk and have sent you by express our Insurance Certificate No. 100 in duplicate. 4. The premium varies with the insurance coverage. Therefore, if any additional risks are added, extra premium will be for the buyer’s account / borne by the buyer. 5. We have pleasure in informing you that the shipment of 1000 m/t Groundnuts under Contract No. 9008 will be effected by S.S. “Dongfeng”, which is to set sail on May 6. Please arrange insurance for this cargo. Lesson 3 I. Close the following letter with appropriate words. (1) with (2) validity (3) see (4) insured (5) for (6) practice (7) extra (8) account (9) per (10) await Ⅱ. Translate the following sentences into English. 1. Please see to it that you effect shipment within the time stipulated in the contract and cover insurance, as per the contract, with the PICC for 110% of the invoice value against All Risks.
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2. As we understand that as per your usual practice, you only insure the consignment for the invoice value plus 10%; therefore, the extra premium will be for our account. 3. According to Ocean Marine Cargo Clauses of the People’s Insurance Company of China, Risk of Leakage is included in All Risks, so there is no need for you to cover it separately. 4. We will accordingly insure the goods for 130% of the invoice value upon receipt of your confirmation. 5. The client thinks it more convenient for the insurance to be covered by you than by he himself. Writing practice Ⅰ.Translate the following letter into Chinese. 敬启者: 我方通过国际航运公司的客轮或货轮定期向美国纽约发送瓶装果汁。我们想为这些货 物在你公司投保一切险并且想知道如我方每月运送,贵方能否给予特惠保率。 期待贵方早日回复。 谨上 Ⅱ. Suppose you are Linda, a purchase representative of May Flower Import & Export Co. Ltd. in US. You just get the shipping advice of your Order No. 987 on FOB basis for 500 cases of chinaware and want to have the shipment insured against ICC (A) with an insurance company in your city. Now you write a letter to the insurance company to state the situation and ask for the insurance rate. You can make up the other details by yourself. Dear Sirs, We wish to insure with you the following consignment against ICC (A): 500 cases of chinaware, valued US$ ×××, and shipped per S.S. “×××”, sailing on May 5 from Shanghai to New York, US. The goods are packed in strong wooden cases reinforced with metal straps outside. We require immediate cover for 120% of the goods value. Please quote us the lowest insurance rate at your earliest convenient. Thank you in advance. Best regards, Linda May Flower Import & Export Co. Ltd. Unit 11 Lesson 1 Ⅰ. Close the following letter with appropriate words. (1) took (2) on (3) opening/unpacking (6) urgent (7) to (8) like Ⅱ. Translate the following sentences into English.

(4) presume (9) future

(5) for (10) let

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1. Everything appears to be correct and in good condition except in case No. 45. 2. Since our customers are badly in need of /in urgent need of the goods we ordered to catch the selling season, we have to ask you to arrange for the dispatch of replacements right away/at once/immediately. 3. It was with.great regret that we heard that the goods you received were not in conformity with your order. 4. We hope the matter will come to your best attention. 5. Thank you for your acceptance of the wrongly delivered goods. We will give you a discount of 10% on invoice price. Please write to tell us whether you agree or not. Lesson 2 Ⅰ . Close the following letter with appropriate words. (1) received (2) captioned/subject (3) examination (4) due (5)improper (6) said (7) lodge/file/enter/register (8) with/against (9) for (10) enclosing Ⅱ . Translate the following sentences into English. 1. The damage of the goods was obviously due to improper packing. 2. We suggest you give us a discount of 10% on the invoice value or we shall have to return the goods to you and ask for compensation for the losses. 3. In view of the above, we are sure the damage was made through careless handling during the transit. Therefore, we suggest you had better lodge/file a claim against the Shipping Company. 4. The survey report indicates that the damage to the goods was due to rough handling in transit, rather than poor packing as you stated. 5. Please let us know by fax whether you may ship the goods before May 15. If not, we shall cancel the order as per the contract and lodge a claim against you for the losses thus sustained. Lesson 3 Ⅰ. The following letter is the reply to the above text. Translate it into English and see how the claim is settled. Dear Sirs, Your claim for 5000 unit of Large Steel Bars In reply to your letter of August 15, we are writing to inform you that our representative has investigated/looked into the matter and found that it was a mistake by our staff at the warehouse. Therefore, we are going to settle the claim. But our proposal of settlement is that we will immediately deliver to you quality-guaranteed replacements. As to the steel bars you received, we will be much appreciated if you will try to sell for us in your market at our quoted price, i.e. USD 720 per unit, inclusive of your 5% commission. If you agree with the above proposal, please advise us by fax. We are really sorry for the trouble thus caused to you and would like to assure you that all possible measures will be taken to avoid such mistake happening again.

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Yours faithfully, Writing practice Write a letter of claim according to the following instructions: Dear Jeff, We have just received the 60 cases of chinaware shipped by SS “Peace” under/for our Order No.235. However, we regret to inform you that 8 cases were broken and their contents badly damaged. As you see our survey report stating/ The survey report certifies that the damage was attributed to improper packing. We must therefore lodge a claim against you for the damage and inspection fee of the goods amounting to USD 720. We hope that this matter will call your best attention. As soon as the settlement is made, we shall return the damaged goods to you at your expenses /cost. Faithfully yours, Aaron Unit 12 Lesson 1 Ⅰ . Translate the following letter into Chinese. 敬启者: 事由:寻求/征询代理商 我方欲将一流的医疗器械出口扩展至南美(市场) ,现寻求合适的代理商。 如贵方愿在阿根廷试代理我方 12 个月,我方将会高兴地寄上代理协议初稿,讲明代理 的(相关)条件。 我方急于将我方产品在贵地上市,若贵方不感兴趣,我们需要接洽其他代理商。因此, 若贵方能早做答复,将不胜感激。 谨启 Ⅱ. Translate the following sentences into English. 1. We are impressed by the good quality, novel design and reasonable price of your products. 2. We feel sure that there is here a promising market for your products. 3. We are interested in acting as your sole agent in Singapore. 4. If you are already satisfactorily represented here, please ignore this letter. 5. We firmly believe that an agency for marketing your products in Barcelona will be of considerable benefit to both of us. Lesson 2 I. Translate the following letter into Chinese. 敬启者: 月 日有关建议担任我方家用电器在温哥华独家代理的来信收悉。谨致衷心谢意。

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认真考虑后, 我们很遗憾的认为, 在现阶段交易量并不大的情况下做此安排时机尚未成 熟。 现阶段我们只准备签订经销协议。 以上所述绝不意味着我方对你方有任何不满。 事实上我们对你方业已促成的业务量非 常满意。请相信,将来当你方营业额扩大的足以委任独家代理时, 我们会考虑此事。 希望你方理解并继续惠予合作。 谨启 I. Translate the following sentences into English. 1. We have approved your proposal as our agent. Please go over the enclosed draft agreement and let us have your comments by fax. 2. If we could come to terms, we would appoint you as our sole agent in Sweden. 3. The appointment will be for the trial period of one year in the first instance and automatically renewable on expiration for a similar period unless a written notice is given. 4. In view of the increasing demand for our products at your end and the business you have brought to us, we have decided to entrust you with sole agency for our products in your country. 5. I’m afraid we cannot agree to appoint you as our sole agent because the annual turnover you promised is too low. Lesson3 I. Translate the following clauses of an agency agreement into Chinese. 1. 本独家代理协议书由中国上海 XXX 进出口公司(以下简称甲方)和美国西雅图 XXX 公司 (以下简称乙方) 通过友好协商, 在平等互利发展贸易的基础上, 根据下列条款签署: …… 2. 乙方有义务尽力按 A 方所报价格推销。 3. 如乙方订货在协议签署之日起三个月内少于 30 万美元,甲方将有权以书面通知乙方 的形式终止本协议。 4. 对于双方政府之间的交易, 甲方有充分权利按其政府授权直接交易, 不受本协议约束。 5. 如欲延展本协议,任何一方须于协议满期前一个月书面通知另一方。 Writing practice I. Write a letter asking for agency according to the following instructions: Dear Sirs, We learned from Alibaba.com that you want to extend your exports of air conditioners to North America, and are looking for suitable agents to represent you. We therefore, write to you to ask for sole agency in America. As leading importers of over twenty years in the trade of air conditioning, we have good connections with all the major dealers in our area and a good knowledge of the American market. We also have an experienced staff of sales representatives who could push your business effectively. Besides, there is a tremendous demand for air conditioners in our market now due to the large number of new buildings under way in some big cities and the accumulative hot weather. We feel sure that there is here a promising market for your products and are confident that if you give us the opportunity to represent you here solely, it will turn out to be entire satisfaction to both of us.

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We should be pleased to learn that you are interested in our proposal and on what terms you are willing to enter into an agency agreement. We are looking forward to your early reply. Best Regards. Jean Purchasing Manager TransOcean Co. Ltd.

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