外贸英语函电课后习题参考答案


外贸英语函电课后习题参考答案
(For Reference Only) Chapter 1 Business Letter I. Answer the following questions. 1. How many principal parts is a business letter composed of? What are they? Generally speaking, there are seven principal parts of a standard business letter. They are the letter head; the date; inside name and address; saluation; the body of a letter(message); the complimentary close and signature. 2. What are the three main formats of a business letter used today? Which format do you like best? There are three main formats of a business letter in use at present: the conventional indented style; the modern block style and the modified block style. I like the modern block style, since it is simple and we can save much time. 3. What is P.S.? It is postscript, refers to one or more remarks the writer may add to the core or body of the letter,usually hand-written side by side with or below the signature and enclosure parts, where there is often a large patch of blank space. A postscript can be a sentence or a brief paragraph. II. Choose the best answer 1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B B III. Write a letter with the given particulars below, using necessary capitals and punctuation ( in modern block style) CZ Import & Export Corp. Ltd 66 Minghuang, Wujin Discrict, Changzhou 213164, P.R. China July 3, 2007 Mr. John Martin Sales Manager Lake Circles Inc. 56 York Road, Chicago Illinois, USA Dear Sir,

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

Chapter 2 Establishment of Business Relations I. Answer the following questions. 1. If you want to open up a market to maintain or expand business actiities what should you do first? If we want to open up a market to maintian or expand business activities, what we should do first is to conduct a market research, from which we shall know thoroughly about your product(s), your present and potential market(s) . 2. Before you write letters with some new established firms what had you better do? We had better try to collect as much information as possible about the new established firms, especially about their credit information. 3. Through what channels can one obtain the desired names and addresses of the companies to be dealt with? We can get the desired names and addresses of the companies through the following channels: Some b2b websites, such as www.ecvv.net; some governmental or oganizational websites, such as www.mofcom.gov.cn; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google or yahoo. 4. How to begin with the “First Letter” or circulars to the other party? It should be consisted of the three parts: first, you should say where you have got the information of your potential customer; second you should provide necessary information about yourself; third you should express your wish of writing the letter. 5. How can one create goodwill and leave a good impression on the readers? We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness. II. multiple choices. 1-5 D C A B A 6-10 C A C B C III. Translate the following sentences into Chinese. 1. 我们愿意在平等互利的基础上和贵公司建立业务关系。 2. 我们写信给您把作为各种空调主要出口商的我们介绍给您。 3. 为了把我们的产品出口到西欧,我们写信给您寻求贸易机会。 4. 我们有各种颜色和规格来满足不同的需求。 5. 我们已经通过航空邮件把我们产品的小册子邮寄给您。如果您对任何产品感兴趣,请告 知我方。 6. 通过多年的努力,我们扩大了我们的业务经营范围,现在我们经营 100 多种产品。 7. 我们的主要业务涵盖各种轻工业产品的进出口。 8. 如果贵公司并不经营上述产品的进口,烦请把本信转交给相关的公司。 9. 作为摩托车的出口商,我们愿意和你们就该产品建立贸易关系。 10. 为了让您对我们的产品有一个大致的了解, 我们向您寄送了一分商品目录和三本小册子 供您参考。 IV. Translate the following sentences into English. 1. Here we introduce ourselves as an Export Company of Imitation Jewelry, with many years of experience in this line. 2. The letter you wrote to the headquarter last week has been transferred to us, since we

deal in the products. 3. We have a wide range of light industrial products available for export. 4. We are very glad to receive your letter with illustrated catalogue. 5. We are looking forward to your specific requirements for our products. 6. We are a well-established private company, and we look forward to establish business relations with you. 7. The manager briefly introduced the Johnson company, which is most probably to be our prospective customer. 8. To give you a general idea about our products in the chart, here we enclose a copy of booklet and the latest price list. 9. When the value of export exceeds that of the import, we call it the favorable balance of trade. 10. Our products are of high quality and favorable prices. V. Translate the following letter into English. Dear Sirs, We got you are interested in the silk garments from lastweek’s China Daily. Here we introduce ourselves as the largest dealer of garments in this area. We would like to eatablish business relations with you on the basis of equality and mutual benefits. Our silk garments are made of high standard silk and traditional technique. We are sending you a copy of illustrated catalogue and the latest price list for your reference. If you are interested in any item of them, please let us now. Once we receive your enquiry, we will send you the qutation and sample by aimail. We are looking forward to your early reply. Yours sincerely, VI. Write an English letter in a proper form based on the following information. (Ommitted)

Chapter 3 Inquiry and Reply I. Multiple Choices. 1-5 D A A D B 6-10 B B A B B II.Give the Chinese equivalents to the following terms. 1. 扩大市场 2. 享有盛誉 3. 价目表 4. 有插图的商品目录 5. 不可撤销的即期信用证 6. 名列前茅 7. 促销方案 8. 下述提到的商品 9. 有潜力的市场 10. 给你定期下订单 III.Give the English equivalents to the following terms. 1. large scale 2. a wide range (variety) of 3. irrevocable letter of credit 4. 3% rebate 5. illustrated catalogue 6. the biggest dealer 7. first-rate technology 8. favorable CIFHongKong 9. terms of payment 10. portable electric water heater IV. Translate the following into English. 1. We are in the market for the leather shoes, please quote us the most favorable prices. 2. Please quote us the lowerest price for the captioned goods. When quoting, please state the packing and the earliest time of shipment and send us the booklet of the products. 3. We want to know what dicount you can offerfor an order exceeding 1000 dozen? 4. We are now interested in the the table cloth and napkin. We are very appriciative if you can send us he catalouge,sample and the price list. 5. The enclosed price list and illustrated catalouge will provide you with detailed information on the article you are most interested in. V. Translate the following letter into English. Dear Sirs, We are interested in your canvas bag on page 4 of your December’s catalogue, would you please send us a sample and quote us the lowerest price of CIF Honolulu? If your product proves to be satisfactory, we will order at least 2500 dozen. Please reply as soon as possible. Yours, VI. Translate the following sentences into Chinese. 1. 我们向您分别邮寄了有插图的商品目录和价目表以及我们生产这些产品通常使用的皮 革的样品。 2. 关于我们的商品和相关情况,请看目录的第十页。我们的产品,尤其是我们的彩电和电

热水器在贵方市场享有盛誉。 3. 一旦收到您的询盘,我们会立即寄送商品的样品和最优惠的报价。 4. 您大可放心,一旦我们能够供应,我们会通过电报和您联系。 5. 我们对标题商品很感兴趣,如果你们能够报给我们 CIF 利物浦价包含 3%的佣金的话, 我们将不胜感激。 6. 我们在中国产品网站上看到您们向欧洲市场大量出口垫子。 7. 如果您的商品令人满意、价格有竞争力的话,我们会给你大量的订单。 8. 谢谢您 2005 年 7 月 14 日邮寄过来的向我们咨询人工手套的来信。 9. 很高兴向您报价如下,以我方的最后确认为准: 单价: 每打 60 美元 CIF 美国东海岸 港口 VII.Translate the following into Chinese. 敬启者, 我们非常高兴收到贵方 6 月 15 日的询盘,并随函附寄带有插图的商品目录和价格单供 您方了解详细信息。我们寄送了一些样品并确信您一旦查看过后就认可我们的商品质量一 流价格公道。 对于经常性购买单个商品的数量不少于 100 打我们会给与 2%的折扣。 支付方式为不可 撤销的即其信用证。由于柔软耐用,我们的面床单和枕套非常受欢迎在看过我们的价格后 您就会对我们的产品供不应求丝毫不会感到奇怪了。我们提请您对我们的其它诸如桌布和 餐巾纸的产品加以关注,有关于它们的详细信息您可以在商品目录中看到。 我们期待着您的首张订单。 您最真诚的,

Chapter 4 Offer and Counter-offer I. Give the English equivalents to the following terms. 1. offer 2. under/on the usual terms 3. accept counter offer 4. favorable price(s) 5. on/under offer 6. terms of payment 7. to promote the transaction 8. firm offer 9. non-firm offer 10. strengthening market II. Give the Chinese equivalents to the following terms. 1. 成本保险加运费 2. 按照,遵照 3. 原产于美国 4. 以卖方样品销售 5. 普通的二手麻袋 6. 行市上涨 7. 无约束力的 8. 精制大米 9. 销售条款 10. 标题商品 III. Multiple choices. 1—5 A D A A C 6-10 C B B C B IV. Translate the following letter into English. 1. As requested, we offer you as follows, subject to our final confirmation. 2. The offer is firm, to be valid(effective) till your reply reaches us before the end of this month. 3. To our regret, the price gap between your countered one and ours is too big. 4. It’s regret that our buyer from Shanghai thought your price was much higher. 5. If you cannot accept our offer, please bid us your most probable counter offer. V. Translate the following letter into English. Dear sirs, Here we confirm having received your letter of October 20th concerning the sample of “Grace” brand blouses and thank you very much. Although your blouses are of high quality, your price is on the high side.Meanwhile I want to point out that the prices of the similar blouses of European origin are about 15% lower than yours. Such being the case, we hope you can reduce your price at least by 15%, for the value of our order is about USD 40, 000.It is worthwhile for you to make some concessions. We look forward to your early reply. Yours sincerely, VI. Translate the following sentences into Chinese. 1. 本发盘为实盘,以在 6 月 15 日前收到您方的答复为有效。 2. 您也知道,最近对这些商品的需求非常旺盛,从而导致了价格的上升。 3. 我们希望您能够对此立即予以批准。 4. 我们希望很快收到您的订单。 5. 我们已经通过航空邮件分别给您寄去了样品和价目表。 6. 我们得知数批原产于美国的产品以比您方低 20%价格在这里销售。 7. 如果您方愿意降价 3%,交易就能够达成。 8. 由于您方拒绝降价,我们不得不从别处采购。 9. 因为市场处于衰退之中,我们建议您立即接受。 10. 其他的供应商的报价要比您低 10%。

11. 如果这样的话,请自主地向我们询问报价和其他事项,我们将对其认真办理。我们 向您保证和您的密切合作。 12. 您可能感兴趣的是,uidandakai 这里的市场,您将有机会打开海湾这个有利可图的 市场。 VII.Translate the following letter into Chinese. 敬启者, 我们确认已经收到了贵方 8 月 10 日的来信,希望我们对标题的个人电脑报 FOB 新港价格。现在我们向您报价如下: 商品名称:IBM 个人电脑 规格:CPU80586 数量:200 台 包装:每台用塑料袋装,装在有塑料泡沫的标准出口纸板箱中。 单价:每台 800 美元 FOB 新港 装运:2003 年 9/10 月份 本发盘以在 8 月 5 日前收到您方的答复为有效。请注意我们已经给与您最为优惠 的价格,我们确信您将接受上述报价。 期待您的早日回复。 此致

敬礼

Chapter 5 Acceptance and Order I. Answer the following questions. 1. When should the buyer write an order? When both the buyer and the seller reach an agreement on the terms of sales, then the buyer can write an order. 2. What should he pay attention to when the buyer writes an order? He should pay attention to the terms and conditions of the sales, especially about the figures and the date. 3. What should be included in an order? It should contain the “main conditions(合同要件)or conditional clausese” of a contract, which includes the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance. 4. Sometimes if you cannot accept an order what should you do? Why? You should write a letter to your customer to explain why you cannot accept the order and show your regret, and hope to do business with him next time. Because you do not want to lose a potential customer. II. Translate the following terms and expressions A. into Chinese 1. 为---扫清障碍 2. 一笔交易 3. 友好合作 4. 草拟合同 5. 愉快的工作关系 6. 汇票 7. 草拟 8. 草拟 9. 第一笔交易 10. 达成协议 B. Into English 1. the first available steamership 2. put forward 3. contract draft 4. wide acceptance 5. confirm an order 6. the first order 7. each makes a half concession 8. supply 9. customer(client) 10. reach(conclude) an agreement III. Choose the best answer to complete each of the following sentences. 1-5 A C D C A 6-10 B D A A C IV. Translate the following sentences into English. 1. We confirm having supplied you ten metric tons of green soybeans at E3000 per m/t CFR Rotterdam, shipment in September. 2. Here we confirm your order of August 1 on 1000 dozen folding chairs. 3. We confirm having sold you 1000 sets of “Fuji” brand digital camera. 4. The captioned goods are out of stock, we are sorry that we cannot entertain your order. 5. Once we receive your confirmation, we will send you the contract draft for your approval. 6. There is a heavy demand for our toy pandas,we recommend you to place your order as early as possible. 7. We hope the conclusion of the first deal will bring more(further) business in the future. 8. We are glad that we have concluded the transaction of 10,000 “Double Happiness” brand bats. 9. We hope the conclusion of the first deal will pave the way for our freidnly cooperation in the future. 10. We are glad to inform you that our users are very satisfied with your first lot of goods. V. Translate the following letter into English. Dear Sirs,

We have received your order of August 1 and thanks. We confirm having sold you 1000 snooker tables at US$400CIF Los Angles, delivery in October. Terms of payment are by confirmed, irrevocable L/C payable by sigh draft. We are sure that you will be satisfied with the high quality of our products. If you have any further questions, please do not hesitate to let us know. Yours faithfully, VI. Write an English letter based on the following information. Dear Sirs, Thank you very much for your order of 5000 women’s bags. We assure you of our timely and qulified execution of the order. Would you please open the related L/C without fail to avoid the delay of the shipment. Besides the model of the commodities you have ordered, we are deal in a wide varieties of fashion bags, enclosed please find the illustrated catalogue. If you are interested in any of them, please do not hesitate to let us know. We look forward to your early reply. Yours sincerely,

Chapter 6 Contract I. Answer the following questions in English. 1. What are the basic clauses of a contract? The basic clauses of a contract include the commodity, the price, the quantity, the specification, the shipment, the packing, the payment and the insurance. 2. How can you understand the importance of a contract in international business? It is the evidence of the business. It is the evdience of executing the contract; it is also the evidence of disputes and complaints. 3. What are the conditional clauses in a contract? The conditional clauses of a contract should include the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance 4. Why should you pay great attention to conditional clauses? Because they are the main clauses of a contract. 5. What are the different results you will have when your partner breaches different kinds of clauses of the contract? If your partner breaches the conditional clauses of a contract, you can ask him to compensate your loss. If your partner breaches the clauses of force majeure, you can ask him to delay fulfillment of the contract, partial fulfillment or cancel the contract without any compensation. 6. What are warranty clause in a contract? 7. What will you do if you want to become a successful international businessman? First youshould master at least a foreign language; second you should have a good command of international business; third you should know your products and your customers well; fourth, youshould know the genenral practice and regulations of international trade. II. Translate the following terms and expressions A. Into Chinese 1. 销售合同 2. 更多的订单 3. 一式两份 4. 合作 5. 供某人存档 6. 向某人下订单 7. 上述提到的货物 8. 供某人存档 9. 规定(条款) 10. 尽可能早的 B. Into English 1. sales confirmation 2. for one’sinformation 3. place an order with sb 4. subsequent amendment 5. in triplicate 6. in quaduplicate 7. in quintuplicate 8. be in confimity with 9. stipulations 10 for one’s reference III. Choose the best answer to complete each of the following sentences. 1-5. C C A D C 6-10 B D A A C IV. Translate the following sentences into English. 1. We have accepted your order No. 111 for 10000 sets of CD players. 2. We would like to place an order with you for 1000 Christmas trees for the coming Christmas. 3. Here we enclose our purchase contract No. Q12 in duplicate, please sign and return one copy for our file.

4. To avoid subsequent amendment, the stipulations of the L/C should be in exact conformity with those of the S/C. 5. It is self-evident that your packing should be firm and sea-worthy. 6. We hope the purchase contract No. 482 on 1000 sets of V998 Motorola mobile phones has arrived you on time. 7. What we want to point out is that although the qualify of your shampoo is good, the price is on the high side. 8. We are glad to send you our purchase contract No. 333 on 500 cases of men skin-care cosmetics in triplicate. 9. Your yarn closh is very popular in our market because of its high quality and low price. Now we are placing a repeat order about 20000 pieces. 10. Now we are sending you contract draft No. 666 on jeans by separate post for your reference. V. Translate the following letter into English. Dear Sirs, We are glad to confirm having concluded with you on 1000 Aucma freezers. We draw up S/C No. A-12 in duplicate. Please sign and return one copy for our file. Since the strengthing market for freezers is coming, if you want to place a repeat order, please infrom us as early as possible. We are looking forward to hearing from you soon. Yours faithfully, VI. (ommitted) VII. Fill in the contract forms in English with the following particulars. (1) Sales Contract Contract No.:07-336 Sellers: Jiangsu Native Produce and Animal BY-products Import and Export Corporation Buyers: London Foodstuffs Import and Export Company This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Groundnut Kernels Specifications: FAQ2007 Crop Quantity: 50 M/T Unit Price: At RMB$ 3550 per m/t CIF London Total Value: RMB$177500(Say Renminbi Dollars One hundred and Seventy-seven Thousand and Five Hundred Only) Packing: In double gunny bags Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk Time of Shipment: During November 2007 Port of Shipment: Nantong of China Post of Destination: London Shipping Mark: At the Sellers’ option Terms of Payment: By irrevocable L/C available by draft at sight

Done and signed in Nanjing of Jiangsu on this 31st day of May, 2007. (2) Sales Contract Contract No.: AV006 Sellers: Beijing Light Industrial Products Import and Export Corporation Buyers: General Trading Company, New York This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: “Forever” brand Bicycles Specifications: Model MB26 Quantity: 1000 bicycles Unit Price: At US$ 70 each CIF New York Total Value: US$70000(Say U.S. Dollars Seventy Thousand Only) Packing: In wooden cases Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk as per CIC dated 1st January, 1981. Time of Shipment: To be effected not later than 30th June, 2007, allowing partial shipment and transshipment Port of Shipment: China Port Post of Destination: New York Shipping Mark: At the Sellers’ option Terms of Payment: By irrevocable L/C at sight to reach the Sellers a month prior ro the time of shipment and remain valid for negotiation in China until the 15th day after the final date of shipment. Done and signed inBeijing on this 31st day of May, 2007. Contract No.: AC 4789 VIII. Fill in the contract forms in English with the particulars in the orders accepted by the sellers. (1) Sales Contract Contract No.:AV678 Date: June 21, 2007 5 Signed at : Beijing Sellers: China National Garments Import and Export Corporation Buyers:J.B Simpson & Co., Ltd This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Name of commodity Specifications Bed sheets Length: 106cm, color blue Bedsheets Length: Quantity (pieces) 1500 1500 Unit Price CIFsydney net f2.50 per piece f3.00 per piece Total Amount f3750 f4500

120cm; Color:yellow Pillow cases Color: blue Pillow cases Color: yellow Total Value 3000 3000 F19050 f1.80 per pair f1.80 f5400 f5400

Packing: To be paked in bales Shipping Mark:At the sellers option Insurance: To be covered by the Sellers Port of Shipment: Sydney Port Destination: Singapore Time of Shipment: During August 2007 Terms of Payment: By irrevocable L/C payable at sight (2) Sales Contract Contract No.:07897 Date: May 3, 2007 Signed at : Qingdao Sellers: China National Import and Export Corporation Buyers: Yokohama Import and Export Co., Ltd This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Canned Asparagus Specifications: 500 grams per tin Quantity: 300 cartons Unit Price: At US$500 per carton FOBQingdao Total Value:US$150000(Say US Dollars One Hundred Fifty Thousand Only) Packing: In cartons of 50 tins each Shipping Mark: At the Seller’s Option Insurance: To be covered by the Buyers Time of Shipment: In May 2002 Port of Shipment: Qingdao Post of Destination: Yokohama Terms of Payment: By irrevocable L/C payable by sigh draft and showing shipping documents IX. Fill in contract forms in English with the particulars from the following messages. (1) Sales Contract Contract No.: 2828 Sellers: Beijing Light Industrial Products Import and Export Corporation

Buyers: Boston Trading Co., Ltd This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Fountain Pens Specifications: Model LC001 Quantity: 1000 dozen Unit Price: At US$ 19 per dozen CFR Boston Total Value: US$19000(Say U.S. Dollars Nineteen Thousand Only) Packing: In boxes of one dozen each, and 20 boxes to a carton Shipping Mark: At Sellers’ option Insurance: To be covered by the Buyers Time of Shipment: During March/April 2002 Port of Shipment: China Port Post of Destination: Boston Terms of Payment: By confirmed, irrevocable L/C available by draft at sight Done and signed in Beijing on this2nd day of January, 2007 (2) Sales Contract Contract No.: 3265 Sellers: Hebei Imp/Exp Corp. Buyers: Vancouver Foodstuffs Company This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Walnut Meat Specifications: First Grade Quantity: 60 M/T Unit Price: At US$2000 per m/t CIF Vancouver Total Value: RMB120000(Say US Dollars One Hundred and Twenty Thousand Only) Packing: In sacks of 100 kgs each Insurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value as per CIC of January 1, 1981 Time of Shipment: In three shipments of 20 tons each, commencing from October Port of Shipment: China Port Post of Destination: Vancouver Shipping Mark: At Sellers’ option Terms of Payment: By irrevocable L/C at sight Done and signed in Shijiazhuangon this 31st day of March, 2007

Quiz (期中测试题)

试题答案及评分标准
(供参考) 一、 Put the following English into Chinese and Chinese into English:(每小题 1.5 分,共 10 分) 1.premium 2.quotation sheet 3.latest catalogue 4.WPA 5.Sales Confirmation 6.平安险. 7.承担交单 8.来样加工 9.中国贸促会 10.价格单

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

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

三、Complete the sentences with the patterns given below:(每小题 2.5 分,共 25 分) 1. our entrusting you with exclusive agency 2. We take the opportunity to introduce 3. will be executed within this month 4. to establish (open, issue) an L/C in our favor through an American bank 5. are very popular with the buyers here. 6. be ready for shipment within the next two or three weeks. 7. are in the market for 8. quote us best price for 9. insure for 110% of the invoice value 10. we are willing to enter into direct business relations with you.

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

1. enquiry 2. agency 3. premature 4. business 5. way transaction 9. postpone 10. warrant 11. cooperation

6. satisfied

7. however

8.

五、 Translate the following sentences into English using the words or phrases in brackets: 每题 4 分,共 24 分) 1. Now we are offering firm 50 M/T Almond Kernel at USDxx per M/T FOB for prompt shipment, subject to our final confirmation by fax. 2. Please see to it that each carton is lined with polythene sheet and the outer package is marked 请 with “keep dry” 3. In consideration of our long friendly relations, we accept payment by L/C at 60 days’ sight for this transaction. 4. We have booked shipping space on S.S.“Eastwind” which is due to arrive in Hamburger on about July 9. 5. On examination, we found the quality of the goods is too inferior to be suitable for the need of 经 the local market. 6. As you are not satisfied with our proposal, we suggest you submit this matter and settle by arbitration.

Chapter 7 Terms of Payment I. Answer the following questions in English. 1. How many modes of payment are there in international trade? Generally speaking, there are three major modes of payment used in inernaional trade, they are remittance(which include M/T, T/T and D/D), collection (which includes D/P and D/A) and L/C. There are also some other modes of payment used in international trade, such as O/A(open account), payment by installment, L/G (letter of Gaurantee), factoring and SWIFT. 2. What is the main difference between D/P, D/A, and L/C? Among them, on the security(safety) L/C>D/P>D/A; L/C and D/P can be divided into at sight or after sight, while D/A is usually after sight; By L/C and D/P, you will not transfer the B/L until you get the payment; while the D/A you will transfer the goods to the buyer without get any payment but promise only. 3. If the exporter and the importer do not know each other well and are located in countries thousands of miles apart, what payment mode do you suggest? And why? I would like to suggest payment by L/C. Because it can protect both the buyer and the seller. It can ensure the buyer will not pay until he gets the goods and the seller will not transfer the goods until he gets the payment. 4. Why do we think L/C is not so safe as our imagination? Because there are some fake L/C in the real world; and if the credit of opening bank is not so good, it is risky to adopt L/C; it will be affected by the politics. II. Choose the best answer to complete the following statements. 1-5 C A A D B 6-10 A A A B C III. Write out the full forms of the abbreviated payment methods and give the equivalent terms in Chinese.

Abbreviation M/T T/T D/D D/A
D/P O/A L/G

Full form Mail transfer Telegraphic transfer Demand draft Documents agaisnt acceptance Documents against payment
Opent Account Letter of Guarantee

Chinese 信汇 电汇 票汇 承兑交单
付款交单 赊购(销) 银行保函

IV. Write a reply to the following letter.(omitted). V. Letter writing Practice (omitted).

Chapter 8 Letter of Credit I. Answer the following questions. 1. What kinds of L/C do you know? There are different kinds of L/C in international trade. Generally speaking, it can be divided into the following different categories: clean credt and documentary credit; sight L/C and time or usuance L/C; revocable and irrevocable L/C; confirmed and inconfirmed L/C; transferable and non-transferable L/C; divisible L/C and non-divisible L/C; revolving and non-revolving L/C; standby L/C and red clause L/C. 2. What is the structure of the letter for amending L/C? First it should has the format of a business letter. Second, it can be divided into three parts: the The first, to tell your customer you have received the L/C and the L/C No,and tell him there are some discrepancies need amending; the second you should point out the discrepancies and how to amend; third, you should urge your customer to amend as soon as possible. 3. What is documentary credit? Documentary credit is the product of international business and the creation of merchants and bankers. It is commercial letter of credit provided for payment by a bank to the named beneficiary, usually the seller of merchandise, against delivery of documents specified in the credit. 4. If the exporter and the importer do not know each other well and are located in countries thousands of miles apart, what payment mode do you suggest? L/C. Because it can give bilateral protect both to the buyer and the seller. It can guarannte the buyer will not pay until he gets the goods and the seller will not deliver the goods until he gets the payment. II. Translate the following terms and expressions. A. Into Chinese 1. 加以保兑 2. 凭指示 3. 一式五份 8. 电汇偿付 4. 背书 5. 运费已付

6. 清洁已装船提单 7. 联运提单 11. 备用信用证 16. 受益人证明 B into English 1. irrevcoable documentary L/C 5. confirming bank 8. drawer 9. payer

9. 循环信用证 10. 背对背信用证 14. 运输公司 15. 收货人

12. 不可议付的装运单据 13. 托运人 17. 由---承担

18.信用证的有效期

2. appliant

3. beneficiary

4. reimbursing bank

6. packing list 10. drawee

7. w/m memo(weight/measuremtn memo) 11. endorser 12. time/usuance L/C

13. blank endorsed 14. bona fide holder 15. correspondent bank III. Choose the best answer to complete each of the following sentences. 1-5. A A A C B 6-10. B A A A B IV. Write a letter in English asking for amendments to each of the following letters of credit by checking it with the given contract terms. (1) Dear Sirs,

We have received your L/C No.2211, but regret to say that we have found some discrepancies in the above mentioned L/C. Please make the following amendments in the L/C. 1) The beneficiary should be China Machinery Imp/Exp Corp. and the applicant should be Smith & Co. 2) The credit number should be 2211 instead of 2234. 3) S/C number should be A2066, not B1124. 4) Delete “30days after” in relation to the draft. 5) Unti price should be at US$60000 CFR EMP 6) Delete insurance clause. 7) “Partial shipments prohibited” should read “Partial shipments allowed.” As the stipulated time of shipment is drawing near, please make the requested amendments to the L/C as soon as possible so that we can effect shipment in time. Yours faithfully, (2) Dear Sirs, Thank you very much for your L/C No. F-07567. However, upon checking, we have found some discrepancies and would request you to make the following amendments: 1) The place of expiry should be in China instead of Melbourne. 2) The amount both in figures and in words should respectively be US$150000 and Say US Dollars One Hundred And Fifty Thousand Only. 3) Transshipment should be allowed. 4) Delete insurance clause. 5) The specifications should be tins of 450 grams instead of 500 grams. 6) As per contract No. SP5666 instead of Sp2316. Please make amendments as soon as possible so as to enable us to arrange shipment. Yours, (3) Dear Sirs, Thank you for your L/C No. 97425, but we regret to say that we have found some discrepancies. Please amend the L/C as follows: 1) “US$10000(Say US Dollars Ten Thousand Only)” should read “f10000(Say Pounds 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 port 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, 2002” should read “This credit expires on August 15, 2002.” We are awaiting your early telex amendments. Yours,

Chapter 9 Packing I. Answer the following questions. 1. Comment briefly on the importance of packing/packaging in international trade. Packing can be used for protecting the goods and keeping them as good and intact as they are delivered in the transportation and circulation field. Packing make it convenient for storing, taking care of, transporting, loading, unloading and distributing the commodities. Strong packing can protect the commodities from being stolen and damaged during transportation. Reasonable packing can protect the commodities from neing stolen and damaged during tranportation. Pretty and marketing packing makes it easy and convient for consumers to select, carry or use the commodities. Meanwhile, it can beautify the commodities, attract customers, expand or promote sales volume and increase the gains or take up more market shares. Packing can incarnate the level of economic growth, science and technology, culture and art, etc. On the other hand, it broadcast a nation’s civilization and culture. 2. Give some examples to illustrate the three principal types of marking. The three principal marks: shipping mark; indicative mark; warning/dangerous mark. II. Translate the following terms and expressions. A. Into Chinese 1. 警告性标志 2. 中国对外贸易促进委员会 3. 指示性标志 4. 尺寸 5. 平方米 6. 分批装运 7. 皮重 8. 装运日期 9. 国内生产总值 10. 远离热源 B. into English. 1.shipping mark 2. GNP 3. cubic meter 4. WTO 5. gross weight 6. Handle with care. 7. net wieght 8. kepp dry 9. gross for net 10. volume III. Choose the best answer to complete each of the following sentences. 1-5. A C B C B 6-10. D B B B C IV. Translate the following sentences into English. 1. Here in reply to your letter of June 1, we usually use firm and sea-worthy cartons to pack the shirts. 2. The dimesion of the carton is 60cm long, 38cm wide, 10cm high and the volume is 0.018cumic meter. 3. The gross weight,netweight and tare weight of each carton are 18kg, 17kg and 1 kg. 4. Please indicate the gross weight, net weight, tare weight and place of origin on the outer packing. 5. Please mark the abbrivation of our company in the rectangle, below it please mark the quantity and port of destination. 6. Please stencile our designated shipping mark and warning mark such as “This Side Up”,”Handle With Care” on the master carton. 7. On packing and shipping mark, we will stencile them in full conformity with your requirements.

8. We will do our utmost to meet your requirements. 9. Because the goods are fragile, please stencile such warning marks as “Handle with Care” . 10. We require neutral packing, the outerpacking will stencile shipping marks and some warning marks. V. Translate the following letter into English. Dear Sirs, Thanks for your letter of August 1. After discussion we decide to adopt carton lined with damp-proof paper for it’s lgiht and easy to be handled. Please mark gross weight, net weight and dimension on the carton, please stencile the abbreviation of our company in the ellipse, below which please mark the carton No. and port od destination. Since the goods are easy to be damp, please mark such indicative marks as “Keep Dry” on the outer packing. Would you please pay attention to our instructions and make shipment in time. Yours faithfully, VI. Write an English letter based on the following information. Dear Sirs, We are writing to you to talk about the shipping marks of the order No. xxx. The detailed information about the shipping mark are the following: Please mark our company’s abbreviation BOC in a circle, below which mark the quantity and port of destination. And the indicative marks such as “Fragile” and “This Side Up” should be stenciled on the outer packing, since the goods are easy to be broken and put it on reverse will cause much trouble. We hope you can understand our instruction fully and clearly. And if you have any question, please do not hesitate to contact us. Yours faithfully,

Chapter 10 Shipment I. Multiple choice. 1-5. B A D A C 6-10. B C B B A II. Give the Chinese equivalents to the following terms. 1. 满足我方的要求 2. 合同约定的时间 3. 分批装运 4. 支持 5. 装运港穿上交货 6. 关于 7. 产地证 8. 轮船 9. 装运通知 10. 集装箱 III. Translate the following terms and expressions into English. 1. bill of lading 2. shipping documents 3. quality inspection certificate 4. partial shipments 5. shipping instruction 6. without fail 7. in case(in the event of) 8. the captioned contract 9. in good condition 10.in one’s favor IV. Translate the following sentences into English. 1. Please establish the related L/C as soon as possible so that we can book the shippign space. 2. Please cable us your confirmation as early as possible. 3. We feel it is oura duty to remind you of this matter once more. 4. We are sorry that it is impoosible to ship the goods within the stipulated time in the L/C because of the unpredicted difficulties. 5. Any delay in shipment will cause much inconvience to us. V. Translate the following letter into English. Dear Sirs, We have received your fax of June 3, letter of 14 and the order No. 98562 and thanks. Here we enclose our S/C No. FC9879 in duplicate, please sign and return one copy for our file. In your order, tansshipment is prohibited, however, the ships to the Lagos directly are few, such kind of stipulation will cause the delay of the shipment. We consider it is necessary to make transshipment at Hong Kong or other ports. For this, please state “Transshipment is allowed.”in your L/C to avoid the trouble of susequent amendments. We will make shipment 30 days after the receipt of your L/C. Yours faithfully, VI. Transalte the following sentences into Chinese. 1. 利用这次机会,我们向你方保证我们和贵方会紧密合作。 2. 在这种情况下,我们认为我们有责任在此就此事提醒你方。 3. 由于你方的代表承诺会立即装运我们才把此订单给与你们并拒绝了其他贸易商更为优 惠的套件,我们提请你方履行这一承诺。 4. 万一我们不能够供应我们将被迫取消这一订单。 5. 我们相信上述指示你方明了无误并且货物的装运会让客户完全满意。 6. 我们希望收到您的续订单,三十由于棉花成本的上涨, 在不久的将来我们会很有可能 对这些印花布涨价。 7. 我们确信这些商品会如期到达您方并令您方完全满意。产品的质量如果不比以前货物的 质量好至少已不会比以前的质量差。 8. 为了公平起见,我们愿意支付航空运费,您方必须支付把货物从码头托运送到机场的费 用。

9. 我们认为您在这方面的合作令人失望,因为您未能在展览会上展示的古陶瓷如期运送这 将给我方造成巨大的损失,同时对贵方的作为声名卓著的陶瓷制造商名声和形象带来极 大的损害。 10. 然而, 通过和当地的货代的几次联系, 我们非常惊讶地得知提到的货船还没有到达上海, 更不用说装运完毕开往大阪了。 VII.Translate the following letter into Chinese. 尊敬的先生: 关于您方号码为 2468 的销售确认书 1000 吨的绿豆 我们收到了贵方 4 月 28 日的来信。 对于号码为 2468 销售确认书项下的 1000 吨的绿豆, 我们向您建议如下: 在销售确认书中规定,上述商品应当在 3、4、5 月分三次等批装运。但是,到目前为 止, 第一批货物还没有装船。 我们的客户在盼望着商品的到来, 并对您的延迟装运感到惊讶。 请竭尽所能在本月底之前把第一批和第二批货物一起装船。否则,我们的客户很有可 能取消本订单并转向他方。请在收到本信函后尽快告知我装船的具体期限。 商祺

Chapter 11 Insurance I. Answer the following questions. 1. Why is insurance important in international trade? In international trade, during cargo transportation, there are a lot of risks, which, if they occur, will involve traders n financial losses. Although thest risks can not be avoided, they can be transferred to insurance company by covering the goods for various basic risks or insurance clause with the insurer. Insurance is a process for spreading risks so that the burden of any loss is borne not by the unfortunate individual directly affected but by the total body of person under consideration. 2. What are the three kinds of basic insurance coverage of CIC of PICC? There are three basic unsurance coverage of CIC of PICC, they are: (1) Free from particular average or FPA; (2) With Particular Average or WPA and (3) Against All risks. 3. What do the additional riskscover? Additional risks consist of general additional risks and special additional risks.

General additional risks inclue
Theft, Pilferage and Non-delivery (TPND) Fresh water and/or rain damage Shortage Intermxiture and contamination Leakage Clash and breakage Taint of odor Hook damage Breakage of packing’rust

Special additional risks include
War Risks Strikes On Deck Import Duty Rejection Aflatoxin Failure to Deliver Fire Risk Extension Clause 4. What is premium? The sum of money the insured agrees to pay the insurer or underwriter for an insurance policy or insurance certificate is called premium. 5. What are the six insurance coverage of ICC? There are six insurance coverage of ICC, they are: ICC(A); ICC(B); ICC(C); Institute War Clauses—cargo; Institute Stikes Clauses—cargo and Malicious Damage Clauses. III. Translate the following terms and expressions A. Into Chinese

1. 回复 2. 关于保险 3. 缺乏 4. 换句话说 5. 以---为准 6. 免税商店 7. 散装 8. 短量险 9. 渗漏险 10. 达到这个目的 B. Into English. 1. Agaisnt All Risks 2. With Particular Average 3. Free from Particular Average 4. additional (extra) insurance 5. premium rate 6. franchise 7. explicit instructiob 8. convention 9. special additional risks 10. risk of fresh water and rain damage III. Choose the best answer to complete each of the following sentences. 1-5. C B C B C 6-10 A B C A A 11-15. C C D C C 16-20. C B A IV. Translate the following sentences into English.

1. We have learned that the rate for All Risks insurance on the computers consigned to New York is 1.5%. Please let us know whether we can cover insurance elsewhere at a more reasonable rate. 2. This rate is generally adopted by all the large underwriters here. 3. We would like to inform you that this risk is coverable at a slightly higher premium. 4. If you want insurance to be covered for 130% of the invoice value, we can arrange this subject to an extra premium. 5. The insurance premium for War Risk is increasing enormously dur to the prospect of war. 6. We request you to cover WPA on our cargos for the amount of 20,000 yuan. 7. We would like you to insure against Strikes, Riots & Civil Commotions on the shipment. 8. It is our usual practice to cover insurance against FPA and War Risk for 110% of the invoice value. 9. In order to promote sales more effectively, we will send you samples free of charge. 10. An Insurance Policy is a contract and serves as evidence of the agreement between the insurer and the insured.
V. Write an English letter based on the following information.

Dear Sirs, In reply to your letter of the 3rd November enquiring about insurance, we wish to give you the following information. For transactions concluded on CIF basis, we usually effect insurance with the People’s Insurance Company of China against All Risks, as per their Ocean Marine Cargo Clauses of January 1, 1981. Should you require insurance to be covered as per the Institute Cargo Clauses, we would be glad to comply but if there is any difference in premium between the two, it will be charged to your account. We are also in a position to insure the shipment against any additional risks if you so desire, and the extra premium is to be borne by you. In this case, we shall send you the premium receipt issued by the underwriter.

Usually, the amount insured is 110% of the total invoice value. However, if a higher percentage is required, we may do accordingly but you have to bear the extra premium as well. We hope the above will provide you with all the information you need and we look forward to receiving your order. Yours faithfully,

Chapter 12 Complaints and Claims I. Answer the following questions. 1. Under what circumstances can the buyer/importer complain to the seller or the exporter? See Page 215 2. What is the seller/exporter to do if the buyer/importer offers to keep defective goods? The seller must reduce the price, or compensate for the loss of the buyer/importer. 3. How can the buyer or the importer begin a letter of complaint? See page 215 4. What are the methods of settlement in an international trade dispute? Amicable negotiation, litigation and arbitration. 5. How to reply to a reasonable complaint? See page 216. II. Translate the following terms and expressions A. Into Chinese. 1. 急需 2.大客户 3. 替代品 4. (表面)状况良好 5. 船主 6.清洁提单 7. 责任、义务 8. 理赔 9.义务,许诺 B. Into English 1. in view of 2. barter 3. in-built 4. lie in 5. accept an order 6. unsalable 7. insurer; insurance company 8. 3% off the contracted price 9. refuce to accept claim III. Choose the best answer to complete each of the following sentences. 1-5. D A C BA 6-10 D A CA C IV. Translate the following sentences into English. 1. We have had the case and contents examined by the insurance surveyor, who concluded that the damage was due to insecure packing 2. On CIF basis, we assume responsible for risks only up to the time the goods are placed on board the carrying vessel. 3. We agree to make up for your losses by reducing our price in the mew contract. 4. We have already got in touch with the underwriters but they refuse to take any liability. They attribute the loss to the dampness during the ling sea voyage.

5. The goods were badly damaged upon arrival and they are unsaleable. 6. I presume the damage must have occurred either during transit or before shipment. 7. The evidence you have provided is inadequate. Therefore we can not consider your complaint. 8. We will have to reject your claim as the liability does nit rest with us. 9. A close examination was done upon the arrival of the goods and some of the bags were found not in good condition. 10. Your shipment of our Order 369 has been found short-weight by 300 kilos, for which we must file a claim of $800 including the inspection fee. V. Translate the following letter into English. Dear Sirs, We are very sorry to know that 10 washing machines were damaged due to broken packages. However it is not our faith. First, the cases we used for packing washing machines are specially made for export, as you may see that they are all labeled “Export Packing” by the authorized surveyor. Second, the clean bill of lading proves fully the goods in question were loaded in perfect condition. Therefore, it is clear that the damage to the wooden cases has been caused by rough handling on voyage or when unloading at your port. Under such circumstances, we can not be held responsible for the damage. As the shipment is covered against All Risks, we would rather advise you to file the claim with the insurance company as soon as possible. We would of course do anything on our power to help you in your insurance claim. Your faithfully. XXX Shipping Company VI. Write an English letter based on the following information. Dear Sirs We received your shipment of glassware of glassware. However, we found a mumber of the wooden cased and the contents inside were broken. Our surveyor. The Entry- Exit Inspection and Quarantine Bureau, re-inspected the whole shipment. The survey report shows that the breakage is due to bad stowage, as it is a fact that the cases were put under machines in the same hold, this mishap has caused us great inconvenience. For this, we shall ask for a compensation of $ 8,000. Your prompt attention would be appreciated. Your sincerely.

Chapter 13 --- Chapter 15 (omitted)

Final Test (期末测试题) 试题答案及评分标准 (供参考) 一、 Put the following English into Chinese and Chinese into English: (每小题 1.5 分,共 15 分) 1.place an order 6.商会 2.terms of trade 3.irrevocable L/C 4.compensation trade 5.clean on board Bill of Lading 7.费用由某人负担 8.水渍险 9.检验证书 10.价格单

二、 Multiple choice:(每小题 1 分,共 25 分) 1. b 2. b 3. a 4. d

5. a 6. a 7. a 8.b 9. a 10. c 11. b 12.d 13. c 14. c 15. d 16.b 17. c 18. b 19. a 20. a 21.b 22. b 23. c 24. b 25.b 三、Complete the sentences with the patterns given below:(每小题 2.5 分,共 25 分) 1. to convince your client of 2. Compares favorably with

3. Are popular with customers in your market. 4. Recommend item No.807 as a substitute 5. We owe your name and address to the Commercial Bank of Italy 6. be ready for shipment within the next two or three weeks. 7. As the goods are to be transshipped at HongKong 8. does not justify an agency arrangement at present 9. They will assemble these components into finished goods 10. we shall settle it by arbitration 四、 Fill in the contract form in English with the particulars given below: (共 22 分) CONTRACT Sellers: Buyers: The undersigned Sellers and Buyers have agreed to close the following transaction according to the terms and conditions stipulated below: Commodity: silk blouse Specifications: quality as per the sample Quantity: 1000 dozen Unit Price: USD 52.50 per dozen CIFC4% New York Total Value: USD 52500 Packing: each in polythene bag, one dozen to a box, with pink, blue, white equally assorted, 20 boxes to a seaworthy carton, lined with polythene sheet. Shipping Mark: indicates Contract No., port of destination and order number of each case Insurance: to be covered by the seller Time of Shipment: Oct, 2004 Port of Shipment: China port Port of Destination: New York Terms of Payment: by irrevocable sight L/C to reach the seller 30 days before shipment and

remain valid for negotiation in China 15 days after shipment Done and signed in Beijing on this 10th day of June 五、 Translate the following sentences into English using the words or phrases in brackets:(每小 题 4 分,共 24 分) 1. As the quality of the shipment under our order No.586 you shipped to us doesn’t agree with the agreed-upon specification, we have to file a claim against you. 2. We have effected insurance on the table-cloth for 110% of the invoice value against All Risks with PICC as agreed. 3. You contribute the technology and equipment, while we contribute the premises, labour and other resources required in co-production. 4. Please amend the L/C as follows: delete “long” before “ton’ and insert “metric’. 5. Smith Co. introduce you to us as a prospective buyer of Chinese table-cloth. As we deal in this item, we would like to enter into direct business relations with you. We are glad to inform you that 300 set of bicycles under order No.206 have been shipped per s.s. “Daqing”. We hope this order is executed to your satisfaction.


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