商务英语外贸函电课后答案整理版

?世纪商务英语----

外贸函电(第二版)

(教师用书)

English Letter Writing in Foreign Trade

主编吴思乐胡秋华

大连理工大学出版社

前言

《世纪商务英语—外贸函电》是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。本书主要针对高职高专商务英语和其他涉外经贸专业的学

生..也可以作为其他层次涉外经贸专业的外经贸英语教材。同时..对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说..本书还可作为自

学参考资料。

为方便教学和自学者学习..我们编写了与之配套的练习答案..并提供了常用

表达部分的译文。

希望本书能对我们的读者有所帮助。

编者

Contents

Module Unit

Module 1 Fundamentals of Modern Business Letter Writing 现代商务函电写作基础

Unit 1 Basic knowledge of Business letter Writing 商务信函写作Module 2 Preparations for Negotiation 业务磋商的准备

Unit 2 Establishing Business Relations 建立业务关系

Unit 3. Making Credit Investigation 资信调查Module 3 Procedures of Business Negotiation 业务磋商的主要环节

Unit 4 Inquiry 询盘

Unit 5 Offer 发盘

Unit 6 Counter-offer 还盘Module 4 Conclusion of Business 交易的达成

Unit 7 Acceptance and Confirmation 接受与确认

Unit 8 Order and Contract 订单与合同Module 5 Negotiation of Main Trade Terms 主要交易条款的磋商

Unit 9 Payment and L/C 支付与信用证

Unit 10 Packing 包装…

Unit 11 Shipment 运输

Unit 12 Insurance 保险Module 6 Disputes and Settlement 争议及争议的解决Unit 13 Complaints, Claims and Settlement 申诉、抱怨与索赔、理赔

Unit 1. Fundamentals of Modern English Business Letter Writing

第一章现代商务英语函电写作的基本知识

Part Five Practical Training

1. Arrange the Following in Proper Form as They Should Be Set Out in a Letter

1) Sender's name: Guangzhou International Trading Corp.

2) Sender's address: 198 Yueken Road, Tianhe District, Guangzhou, China

4) Sender's cable address: 5527GZ

5) Sender's telex address: 3328 gz CN

6) Date: September 15, 2007

7) Receiver's name: Standard Oil Company

8) Receiver's address: 38 Fifth Avenue, London, U. K.

9) Subject: Refrigerators

10) The message:

We thank you for your letter of September 3, 2007, enquiring for the captioned goods.

The enclosed booklet contains details of all our refrigerators and will enable you

to make a suitable selection.

We look forward to receiving your specific inquiry with keen interest. Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his or her style. The following is just a sample. Guangzhou International Trading Corp.

Address: 198 Yueken Road,

Tianhe District, Guangzhou, 510507,

P. R. China

September 15, 2010

Standard Oil Company

38 Fifth Avenue,

London, EC4, U. K.

Dear Madam or Sir:

Subject..Refrigerators

Thank you for your letter of September 3, 2007, enquiring for the captioned goods.

The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.

We look forward to receiving your specific inquiry with keen interest.

Yours Sincerely,

Li Ming

Li Ming

Encl. as stated

2. Address an Envelope for the Above Letter

Since we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.

Guangzhou International Trading Corp.

198 Yueken Road

Tianhe District, Guangzhou,

Guangdogn, China

Standard Oil Company

38 Fifth Avenue

London EC 4

U. K.

Urgent

Stamp

Unit 2 Establishing Business Relations

第二章建立业务关系

Part Three Other Commonly Used Expressions and Sentences

Typical Sentences:

1. Telling the addressee how his name is known in pleasant words. (用令人愉快的语言..说明你是怎样知道对方的)

1..We are very pleased to obtain your name from the Industrial Chambers. ..很高兴从行业协会处得知贵公司的名称..

2..On the recommendation of Merrs. Harvey & Co., we have learned with pleasure the name of your firm. (由于哈维公司的推荐..我们高兴地得知贵公司的名称。)

3..Through the courtesy of Mr. Freemen, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us. ..承蒙布什先生介绍..我们得知贵公司是当地主要的一家电子产品进口商..且希望与我们建立业务关系。..

4..We have your name and address from "The Journal of Commerce". ..我们从《商业

杂志》上得知贵公司的名称和地址。..

2. Introducing briefly the business scope of your firm. ..概要介绍自己的业务.. 1..We are one of the leading importers of ceramic products in America. We’d like to establish a business relationship with your corporation. (我们是美国陶瓷制品的主要进口商之一..愿与贵公司建立业务关系。)

2..We are a state-operated corporation, handling the export of animal by products and we are willing to enter into business relations with your firm.

(我们是国营公司.. 经营土畜产品出口业务..我们愿与贵公司建立业务关系。)

3..This is to introduce the Pacific Corporation as an exporter of light industrial products having business relations with more than 80 countries in the world.

(兹介绍太平洋公司..它是轻工业产品的出口商..与世界80 多个国家有业务关系。)

4..We are exporters of fresh water pearls having years' experience in this particular line of business.

(我们作为淡水珍珠的出口商..在这一业务方面有着多年的经验。)

5..We take the opportunity to introduce ourselves as a large importer of fertilizers in our country.

(我们借此机会做个自我介绍..我们是本国一家大的化肥进口商。)

6..We take the liberty of introducing ourselves to you with a view to doing business with you.

(我们冒昧自荐..希望和你们做生意。)

7..Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade.

(本公司是以经营进出口业务以及从事与对外贸易有关的活动为宗旨而建立的。)

8..Our cooperation is specialized in the export of Chinese foodproducts. The products sell well in various countries.

(本公司专营中国食品出口业务..产品行销世界各地。)

9..Our lines are mainly various kinds of electrical products, and we have offices or representatives in all major cities and towns in Japan.. (我们主要经营各种电子产品..在日本所有的大城镇都设有办事处和营业代表。)

10..We are active in commercial intercourse with various countries and districts in the trade and financial circles

(本公司致力于发展与各国和各地区贸易和金融界的商业往来。)

3. Stating your desire, purpose and expectation simply, clearly, and concisely. (简明扼

要地表明自己的意愿、目的或期望)

1..We foresee a bright prospect for your products in our market. We express our desire to establish business relations with your firm.

(我们预料你方产品在我方市场有着广阔的前景..愿与贵公司建立业务关系。)

2..Should you be interested in any of our products, please let us know.

(如对我方产品感兴趣..务请告知)

3..Should you require any further information /details /particulars, please don’t hesitate to let us know.

(如需详情..务请告知)

4..Since we specialize in the export of Chinese foodstuffs, we wish to express our desire to trade with you in this line.

(由于我们是专营中国食品的出口业务的..我们希望和贵公司做本行业的买卖。)

5..As the items falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you.

(由于这些商品正好属于我们的经营范围..我们会很高兴与贵公司建立直接的业务关系。)

6..We hope this will be good start for a long and profitable business relation.

(希望这是长期互利关系的良好开端。)

7..We are convinced that our joint business efforts can be developed to our mutual benefit.

(相信通过我们双方的共同努力..我们之间的业务一定会向对双方都有利的方向发展。)

8..Hope our mutual understanding and cooperation could result in future business. (希望我们之间的相互理解与合作会将促成今后的生意。)

4. Sentences used in replying letters from addressores. (收信人复函用句)

1) Your letter expressing the hope of entering into business connections with us has been received with thanks.

(贵方关于希望与我方建立业务关系的来函已收悉..谢谢..)

2..We acknowledge with thanks the receipt of your letter of September 10, 2010. .

.贵公司2010 年九月十日的来函收悉。谢谢

3..Your letter of November 21, 2010, addressed to our sister corporation in Shanghai has been transferred to us for attention..

.贵公司2010年11月21日寄往我方上海姐妹公司的信已经转交我方处理。..

4..As requested, we are airmailing to you, under separate cover, a sample each of Article Numbers 1025 and 1026 for your reference..

.按要求..我们将另封寄出第1025 和1026 号商品的样品各一份供贵公司参考。..

5..A booklet including a general introduction, the scope of business and topics is enclosed for your reference.

(随函附上有关公司概况、业务范围和其他方面的小册子一本..供参考。) 6..If you are interested in establishing business relations with us in this line, please let us know your specific requirements. We will be pleased to forward samples, catalogues as well as detailed information.

(如贵公司有意与我建立有关该商品的业务往来..请提出具体要求..以便寄上样品、目录以及详细说明。)

7..We assure you that we will give our best attention to any inquiries from you.

(对于贵公司的任何询问..我们将给以充分关注。)

8..Should there be anything else we can do for you, please let us know.

(如果我们还能为你们做些其他事情..请告知。)

Part Five Practical Training

I..Beginning Training

1 ..Put the following English into Chinese

1) 商务参赞办公室

2) 行会

3) 业务范围

4) 本着做……的意愿..以……为目的

5) 随函附寄……

6) 一(全)系列

7) 在你处..地..

8) 务请告知

9) 我们期待收到你方即时的好消息。

10) 由于东京商会的推荐..我们高兴地得知贵公司的名称。

11) 承蒙布什先生介绍..我们得知贵公司是当地主要的一家电子产品进口商..且希望与我们建立业务关系。

12) 我们借此机会致函贵公司..希望建立业务关系。

13) 本公司是以经营进出口业务以及从事与对外贸易有关的活动为宗旨而建立的。

14) 我们预料你方产品在我方市场有着广阔的前景..我们保证随时给予你方密切合作..盼速复。

15) 本公司专营电子产品出口业务..产品行销世界各地。

II..Intermediate Training

1 ..Put the following Chinese into English

1) establish business relations / connections..enter into business relations / connections

2) specialize in …/ engage in …/ handle …/ deal in …

3) We would appreciate it /be grateful if you would …

4) for your information / for your reference (only)

5) to cnclude (close) the business (trancsaction / deal)

6) company / corporation / firm / house

7) as requested / to do sth. upon sb’s. request.

8) We are a state-owned corporation specializing in the export of table-cloths. We shall be glad to enter into business relations with you.

9) We write to introduce ourselves as exporter of fresh water pearls having many years' experience in this particular line of business.

10) We take the liberty of writing to you with a view to doing business with you.

11) Your letter expressing the hope of establishing business connections with us has been received with thanks.

12) We are now writing you for the opportunity of developing trade between us.

13) We have your name and address from "The Journal of Commerce".

14) A booklet including a general introduction, the scope of business and topics is enclosed for your reference.

15) Through the courtesy of Messrs Harvey & Co., we have learned that you have been supplying the best quality foods all over the world, and we are sure that there is a large demand for various foreign foods in our country.

2. Supply the missing words in the blanks of the following letter. The first letters are given.

(1) informing (2) interested (3) dealing (4) sample (5) details (6) quality (7) prices (8) according (9) items (10) inquiry

Unit 3. Making Credit Investigation

第三章资信调查

Part Three Other Commonly Used Expressions and Sentences

Typical Sentences:

1. Indicating your desire or reasons to obtain credit information in courteous phrases and appreciative terms.

(用委婉客气的表达和感激的用语表明你想获得资信信息的愿望和理由) 1..We would be most grateful for any information you could give us about the

company’s credit and reputation.

(如贵方能向我们提供关于该公司的信用及信誉资料..我们将不胜感激。) 2..As we have not done any business with them in the past, we should therefore be much obliged if you would inform us, in confidence, of their financial and credit standing.

..由于我们与该公司在过去没有任何的生意往来..所以如果贵方能以保密的方式告知我们该公司的资信情况我方将不胜感激..

3..We know from a financial report that you have business relations/ record with the under-mentioned firm We should be glad to know if their financial position is considered strong.

..从一份财务报告中我们知道..贵方与下述的这家公司有业务联系/记录。我们很乐意知道他们的财务状况是不是很好。..

4.. As we know nothing about the company, we are writing to request you to enquire into their credit position on our behalf.

(由于我们对该公司一无所知..特致函烦请贵方代表我们对其资信情况进行调查。)

5..We know the Auto Engineering Co., but our knowledge of the company is limited. We should, therefore, like to know whether or not their financial and credit standing are sound .

(我们知道该汽车工程公司..但我们对该公司的了解很有限。所以我们想知道其资信情况是否可靠。)

6..For safty’s sake, we should like to know the financial and credit standing of the above-mentioned company. We should be very pleased if you would assist us in this respect.

(为安全起见..我们想了解一下上述公司的资信情况。如贵方能在这方面施以援助..我们会非常感谢。)

7..Please accept our thanks for any assistance you can give us.

..不管你方能给我们什么样的帮助..都请接收我们的感谢。..

8.. We should be most grateful for any information you can obtain for us.

(不管贵方给我们调查到什么样的信息..我们都心存感激。)

2.Emphasizing the importance of keeping the information in confidence in a positive tone.

(用肯定的语气强调信息保密的重要性)

1..It goes without saying that any information you can furnish as to their capital and reputation would be greatly valued and treated in absolute confidence by us.

(毫无疑问..你们所提供的任何有关他们的资金和信誉情况的信息对于我们来说是很有价值的..我们将会珍视这些信息并绝对保密。)

2..You can rest assure that all result will be kept confidential.

(您尽可以放心..所有的调查结果都是保密的。)

3..We can assure you that any information you may give us will be treated in absolute confidence.

(我们向您保证..贵方向我们提供的任何信息都将被严格保密。)

4..This information is strictly confidential and is given without any responsibility on our part.

(本信息是严格保密的..并且我方对此不承当任何的责任。)

5..This information is of course supplied in the strictest confidence. (本信息属于最高机密)

6..The above information is given on the understanding that it is to be treated as strictly confidential.

以上信息是基于该信息应该被严格保密的共识提供的。)

7.. All results will be kept confidential and you will not be contacted about the results unless you so desire.

(所有的结果都是保密的..除非您有此意愿..否则我们将不通知结果。)

3. Offering the credit information in the form of ―describing the facts‖.

(用实事求是的方法提供资信信息)

1..In reply to your letter of 8th August, we wish to inform you the following information as you required.

..兹答复你方八月十八日的来函..应要求向你们提供以下信息。..

2..Their chief line is in the import and export of machines. (他们主要的经营范围是机械进出口。)

3..The Co.you mentioned is a private company run as a family group and was founded 15 years ago. It enjoys a good reputation.

(你所提的公司是一个私人公司..以一个家庭集团的形式经营。该公司在15年前成立..信誉良好。)

4..The firm above is a leading importer .in this city.

(上述公司是本市一个主要的进口商)

5..We consider them trustworthy and reliable.

(我们认为他们是值得信任、可以信赖的。)

6..We regret being unable to help you with information about the firm you enquired in your letter of 10th July, .since we have not done any business with them in the past.

(很遗憾不能就你们在七月十日的信中所咨询的公司提供信息。因为我们过去从没有跟他们做过生意。)

Part Five Practical Training

I. Beginning Training

1. Put the following English into Chinese

1) 资信情况

2) 业务联系..记录..

3) 短期贷款

4) 履行义务

5) 归因于…

6) 调查……

7) 毫无疑问..你们向我们提供的任何信息我们都会绝对保密..并且心存感激。

8) 如果贵方能把上述公司的资信情况告知我们..我方将不胜感激。

9) 能否恳请贵方尽量收集所有有关横滨市丰田公司信用状况方面的材料。

10) 特致函..烦请贵方代表我们对其资信情况进行调查。

II..Intermediate Training

1. Put the following Chinese into English

1) credit investigation / enquiey

2) in (absolute) confidence

3) standing credit

4) responsibility on our part

5) It goes without saying that…

6) rest assure

7) In reply to your letter of 8th August, we wish to inform you the following information as you required.

8) Any information you may give us will, of course, be treated as strictly confidential.

9) We shall appreciate it if you will let us know their financial position.

10) The firm you mentioned is a leading importer .in this city. It enjoys a good reputation. We consider them trustworthy and reliable.

2. Supply the missing words in the blanks of the following letter. The first letters are given.

(1)Referring (2)established (3)cost (4)quality (5)object (6) responsibility (7) part (8)satisfied (9)information (10)decision.

Unit 4. Inquiry

第四章询盘

Part Three Other Commonly Used Expressions and Sentences

Typical Sentences:

1. Inquiring for the full details of particular goods in courteous phrases. (用客气的表达询问某种商品的详细情况)

1..Will you please send us your illustrated/ latest catalogue and full details of your prices and terms of payment, together with samples.

(能否请你们给我们寄上带插图的/最新的产品目录表和价格表)

2..Please send me a description of your electric hedge trimmers.

(请惠寄电动修剪机的说明书)

3..There is a steady demand for stainless steel tableware at our end. Will you please send us your catalogue together with a detailed offer?

(我方市场对不锈钢餐具有稳定的需求..请寄目录并附带详细报价。)

4..We have seen your advertisement in China’s Foreign Trade and would be glad if you will send us the particulars of bed sheets and pillowcases.

(我们在《中国对外贸易》杂志上看到你们的广告..敬请告知有关床单和枕套的详细情况。)

5..We would be pleased if you would let us have a list of the items you required.

(敬请将贵公司的进口目录寄来为荷。)

6..We have an importer enquiring for woolen blankets and would like to obtain a catalogue, and price-list together with the samples as soon as possible.

(我们有一家进口商..询问有关羊毛毯的情况。希望能尽快向我方提供产品目录、价格表以及样品。)

2. Stating your intention of purchasing and inviting an offer directly. (直接说明你的购买意愿并邀请对方发盘)

1..We would be pleased if you send us your lowest quotation for the following:

(如能对下列产品报最低价..我方将不胜感激。)

2..A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer.

(我们的一位客户希望获得下列一批中国棉布..请报盘。)

3..We have pleasure in informing you that we are interested in your plastic kitchen-ware and would like you to make us an offer.

(欣告我方对塑料制厨房用具感兴趣..如蒙惠赐报盘..不胜感激。)

4..We have an inquiry in hand for a large quantity of Bitter Apricot Kernels.

(我方手头现有一份欲购大量苦杏仁的询价单。)

5..Please inform us of the prices of the products that you can supply.

(请告你方所能出手的价格。)

6..We’d like to have your lowest quotations C. I. F. Vancouver.

(希望你方报成本加运费、保险费到温哥华的最低价。)

7..Kindly let us know the prices and quantities of the best refined sugar you are able to deliver to us.

(敬请告知贵公司可供应的上等白砂糖数量和价格。)

8..We would be much obliged if you could quote us the best CIF Shanghai and indicate the respective quantities and various sizes that you could supply for prompt shipment.

(如果贵公司能给我们报成本加保险费、运费到上海价..并说明各种现货的数量和规格..我们将不胜感激。)

9..Please let us know at what price, on what terms and in what quantity you can supply the captioned goods.

(请告知你方能以什么价格..按什么样的条件和数量供应标题商品。)

3. Indicating the possibility of placing a favourable order and stressing that the offer should be reasonable and workable. (指出大量购买的可能性..希望对方的报盘合理、可行)

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

(报价时请考虑我们可能会经常性地大量订购这一因素。)

2..We have ready buyers of these commodities and if your prices are competitive, we have every reason to believe that we can place large orders with you.

(我方已有现成买主..倘若价格有竞争性..相信能大批量订货。)

3..If you are in a position to meet our demand, we will place a large order with you. (如果你们能满足我们的需求..我们将向你们下大宗订单。)

4..We hope that your price will be workable and that our business will result to our mutual advantage.

(希望贵方的价格可行..交易可以在互利的条件下达成。)

5..If your quality is good and the price is suitable for our market, we would consider signing a long term contract with you.

(若贵方质好价适..我们愿与贵公司签署一项长期合同。)

Part Five Practical Training

I. Beginning Training

1 ..Put the following English into Chinese

1) 带有图片说明的目录表

2) 交货期

3) 优惠折扣

4) 市场需求

5) 最新价目表

6) 有前景的市场

7) 大量购买

8) 有存货的

9) 我方一客户想买123 型货物..希望你方寄一样品和报价单来。

10) 我方对你方的绿茶感兴趣。我方认为..其中的某些品种在我方市场上会很畅销。希望得到你方的维多利亚目的港交货最低价。

11) 我们想购买你方4 号目录表上所列的男式衬衫。请报最低价..最优折扣以及交货期。

12) 请报下列各种商品的成本加保险费、运费至新加坡价..包括我方百分之三的佣金。

13) 我们希望你方价格可行..同时希望交易能令双方受益。

14) 我们获悉你方是空调生产商..请问你方是否能供应以下规格的产品..

15) 我方一些客户对你方的罐头食品有兴趣..请报到成本加保险费、运费至目的港价并惠寄样品及详细资料。

II..Intermediate Training

1 ..Put the following Chinese into English

1) be in the market for …/ to be desirous of …/ to desire …

2) lowest price/ best price/ favourable price/ rock bottom price/ competitive price/ reasonable price

3) make (send) sb. an inquiry for …/to inquire for…

4) This is in reply to one’s inquiry of …

5) place an order with sb. for sth.

6) ready market

7) Please state the terms of …

8) As we are in the market for men’s leather gloves, we would be pleased if you would send us your best quotation.

9) Please send us your best firm offer by fax indicating packing, specifications, quantity available, lowest prices with the best discount and the earliest date of delivery.

10) If you can supply goods of the type and quality required, we may place regular orders for large quantities.

11) We take pleasure in enclosing our Inquiry No. 345-9. We would appreciate it if you

could make us a favourable offer on FOB basis.

12) Please let us know at what price, on what terms and in what quantity you can supply us with the following articles:

13) We are interested in 300 sets of “Five Rams”bicycles and would be pleased to have your best offer by cable on CIF Hamburg basis, including our 5% commission.

14) As one of our customers has a steady demand for your electric motors, please cable us a firm offer for 10 sets for shipment in September.

15..We would like to know what discount you would allow us for an order for more than 1000 dozen.

2. Supply the missing words in the blanks of the following letter. The first letters are given.

(1) advertisement (2) leading (3) interested (4) details (5) dealers (6) line (7) market (8) replying (9) over (10) item

Unit 5. Offer

第五章发盘

Part Three Other Commonly Used Expressions and Sentences

Typical Sentences:

1. Stating the receipt of an inquiry and making an offer with pleasure. (明示感谢询盘的同时欣悦发盘)

1..Thank you for your inquir.We are pleased to inform you that there are 50 tons of walnuts now available for export.

(谢谢贵公司的询盘。欣告现有50 吨核桃可供出口)

2..We are glad to have received your letter dated Nov. 14 for our bicycles. In reply to your inquiry, we are pleased in making you the following offer.

(很高兴收到你方11 月14 日对我方自行车的询函..现答复并报盘如下。) 3..Referring to your letter dated 10th July in which you inquired for plastic toys, we have pleasure in cabling you an offer as follows.

(关于贵方7 月10 日对塑料玩具的询价函..现电报价格如下。)

4..Thank you for your inquiry of September 4 informing us that you find our canned meat satisfactory and that you are considering placing a trial order with us. We are pleased to quote as follows:

(感谢贵方9 月4 日的询盘..通知我们贵公司认为我方的肉罐头很令人满意.. 并正在考虑向我们试订。我们很高兴报价如下。)

5..Further to our letter of Dec. 12, we now offer you, without engagement, our various items as follows.

(继我方12 月12 日函..现报没有约束力的各种货物价格如下。)

2.Describing all the details of goods and the main terms of transaction concretely. (具体描述商品的详细情况和主要的交易交易条款)

1..We are pleased to notify you that the whole of our extensive stock of silks, velvets, ribbons, mantles, shawls, woolen and cotton goods, is now on sale at prime cost. (我们正在清仓..有丝织品、天鹅绒、丝带、披风、披肩以及毛织品、棉织品.. 均以进货价出售..特告。)

2..We understand that there is a good demand for glassware in your market, and take this opportunity of enclosing our Quotation No 1338 for your consideration.

(我们了解到你方市场对玻璃器皿需求强劲..借此良机..附上我方第1338报价单..供你方参考。)

3..We are sending you by airmail a small sample. A copy of the relative description leaflet is enclosed.

(现航寄一件小样品..并随函附上一份有关的说明书。)

4..We are enclosing samples and a price list of back cushions giving the details you asked for.

..我们特此附上样品和价目表..里面含有你们所希望了解的所有详情。..

5..We are making you a firm offer of 30 metric tons walnut meat at EUR 2500 per metric ton CIF European Main Ports for November shipment.

(我们报实盘..30 公吨核桃仁..CIF 欧洲主要港口..2500 欧元每公吨..11 月装运。)

6..In reply to your inquiry of yesterday, March 5th 2010, we have pleasure in offering you these at the very low price of HKD 11,000 per M/T CIF Stockholm, packed in ordinary gunny bags.

(兹收到你方昨日..2010 年3 月5 日..询价函..我方乐于以低价提供此类商品..普通麻袋包装..每公吨11..000 港元..CIF 斯德哥尔摩。)

7..It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term to three months.15.

(我们通常的做法是..新客户首次订购我们的货物从结算日起一个月内付款交货。之后..则宽限至三个月。)

8..We can ship your order within 3 weeks upon receipt of your order.

(我们能在收到订单后三周内寄出货物。)

https://www.360docs.net/doc/334467963.html,modity: Dishwasher 品名..洗碗机Term of shipment: During September-November 交货..九到十一月

Package: In bales or in wooden cases, at buyer’s option 包装..毛包或者木箱装..由买方选择

https://www.360docs.net/doc/334467963.html,$ 36 per set CIF C3% Hong Kong 价格..成本加保险费、运费至香港每台36 美元

Payment: by confirmed irrevocable L/C available by draft at sight 支付..凭包兑的、不可撤销的信用证以即期汇票支付

3. Indicating the period for which the offer is valid clearly. (明确表明发盘的有效期) 1..We are making you, subject to your acceptance reaching us not later than Sep. 15, 2010 the following offer.

(现报盘如下..以贵方接受函于2010 年9 月15 日前抵达我处为有效)

2..We have here cabled you a firm offer until May 31st..2010.

(兹此电复实盘..至2010 年5 月31 日有效)

3..This offer is firm subject to your immediate reply, which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed.

(上述报盘..以你方答复在不迟于本月底前到达我方为有效。一旦此报盘过期..此货不可能存留不售。)

4..The offer will remain firm until 31st March, 2010 beyond which date the terms and prices should be discussed anew.

(报价有效期至2010 年3 月31 日止。此日期之后的条款及价格需重新商讨) 5..As requested, we are offering you the following, subject to our final confirmation. (根据要求..我方就如下货物向贵方报价..但以我方最后确认为准)

6..We recommend d that you take prompt advantage of this offer, which is firm for three days until July 31st..2010.

(建议贵方迅速利用该项报价..报价有效期为三天,到2010 年7 月31 日止。)

7..We cannot consider these prices firm for an indefinite period because of the situation on the coffee market.

(鉴于咖啡市场的行情..我们无法长期保持这一价格不变。)

4.Making favourable comments on the goods and the offer concisely so as to invite an acceptance.

(简单评价商品和报盘的优势以鼓励对方接受)

1..As our market is now somewhat slow and prices are generally low, you are very fortunate in making purchase at this time.

(现在我方市场行情不景气..价格普遍低落..贵方此时购买正是良机。)

2..Owing to the increased demand for this type of car, our stocks have run very low.

(由于这种小车的需求已经增加..我们的存货已经不多了。)

3..As prices are steadily rising we would advise you to place your order without delay. (由于价格不断在上涨..我们建议你们立即订购)

Part Five Practical Training

I. Beginning Training 1..Put the following English into Chinese

1) 以……为准

2) 报盘保持有效

3) 供现货/ 有现货

4) 无约束的

5) 鉴于……; 考虑到……

6) 报价单

7) 报实盘

8) 除非另有规定

9) 贵方询盘收到..我方正在处理当中..希望不日即可给你们发出可接受的报盘。

10) 谢谢你方7 月6 日的询盘。我们特此另封寄出你们所要产品的样品及我方的价格单。

11) 以下是我方最优惠报盘..此盘以我方最后确认为准。

12) 我方必须强调..由于本商品存货有限..需求较大..此盘有限期仅为两天。

13) 如果在三天不接受..本报盘将会被撤回。

14) 本报盘有效期至2010 年8 月20 日。如贵方能立即以电子邮件答复..我们将不胜感激。

15) 我们要指出的是..我方的报价还可能会在不通知贵方的情况下作调整。最后价格以你方下订单时我们的确认为准。

1 ..Put the following Chinese into English

1) as per attached list

2) net price without commission

3) under separate cover / by separate mail

4) make delivery

5) as agreed

6) by confirmed, irrevocable L/C payable by draft at sight

7) to withdraw an offer/ to cancel an offer

8..current price/ market price

9) Thank you for your inquiry. We have a large quantity of men’s leather shoes in stock, and are pleased to offer them as follows.

10) This offer is subject to the goods being unsold on receipt of your reply.

11..This offer is firm, subject to your cable reply reaching here before November 6.

12) If our offer is of interest to you, please cable your acceptance before the end of October.

13) In your letter you requested us to quote you CIF Kuwait price, including your commission of 3%, which has received our immediate attention.

14) We trust this product will find a ready market at your end.

15) We confirm having cabled you an offer for 20 M/T of Walnuts at RMB3,500 per M/T CIF European Main Ports for shipment in August.

2. Supply the missing words in the blanks of the following letter. The first letters are given.

(1) inquiring (2) quotation (3) receipt (4) subject (5) confirmation (6) discount (7) catalogues (8) brochures (9) separate (10) appreciated

Unit 6 Counter-Offer

第六章还盘

Part Three Other Commonly Used Expressions and Sentences

Typical Sentences:

1. Expressing regret at inability to accept the offer and giving reasons for that. (表达不能接受报盘的遗憾并说明理由)

1) Unfortunately we cannot accept your offer. The prices you quoted are much higher than those of manufacturers.

(很遗憾我们不能接受你方报盘。你方报价比其他厂商所报价格高得多。) 2)We regret that your counter-offer is unacceptable to us since your counter-offer leaves us with only a small profit. We believe that the price we quoted is quite realistic. (由于你方的还盘使我们获利低微..很抱歉我们不能接受。我们相信报给你方的价格是很实际的。)

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

(由于我方的价格已降到极限..所以无法满足你方进一步降价的要求。)

4)Although we are anxious to open up business with you, we very much regret that we cannot reduce our price to the level you indicated.

(尽管我们很希望拓展与你方的交易..但很遗憾我们不能把价格降到你方所要求的水平。)

5)The price we quoted is quite reasonable. It has been accepted by the buyers at your end.

(报给你方的价格是很合理的..这个价格已为你地的其他客户所接受。)

6)Our price has been narrowly calculated and it is impossible to make any further reduction.

(我们的价格已经计算得很精确了..进一步降价已是不可能。)

7)I’m afraid there is no much room for further reduction. You know, the price is advancing considerably recently.

(恐怕再没有进一步让价的余地了。要知道.. 价格最近正在飞涨)

8) Your price is reasonable, but the listed payment conditions are not customary in our Trade.

(贵公司的价格合理..但所列的付款条件与我们的一贯做法不符。)

9)Owing to heavy bookings, we can not accept fresh orders at present.

10)(由于大量的订货..我们目前不能接受新订单)

11)Owing to a shortage of stock, we regret that we are unable to accept your repeat order.

(由于库存短缺..抱歉我方不能考虑接受你方续订单。)

12)As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month.

由于这是一笔大订单..我们没有把握在一个月内完成生产。)

2. Making a counter-offer concretely (给出一个具体的还盘)

1) We would suggest that you make some allowance, say 10%, on your quoted prices so as to enable us to introduce your products to our customers.

(建议你方在所报价格的基础上给予某些折扣(比方说10%)..以使我们可以把你们的产品介绍给我们的客户。)

2)You must reduce your price by 2% wise business is impossible.

(你方必须降价2%左右..否则没有成交的可能。)

3)We are sorry that the difference/gap between our price and your counter-offer is too wide. The best we can do is 5% off.

(很遗憾..我们的价格与你方还盘之间的差距太大。我们最多只能让价5%。)

4)Our counter-offer is well founded and workable. We can also offer a 10% discount for orders over 10,000 pieces.

(我们的还价是很合理的/ 做得开的。不过如果你们的订单超过一万件..我们可以提供10%的折扣。)

5)We do not see any advantage in your quotation, and would like to know whether you have any better price to offer.

我们在你方的报价中看不到任何优势..不知贵方是否可以给我们报一个更好的

价格。

6)May we suggest that you could make some allowance on your quoted prices that would help to introduce your goods to this market.

(我们建议..如果你方在所报价格的基础上给予优惠..也许会有助于你方产品的市场推介。)

7) I regret that your terms are unsatisfactory and unless you can amend those terms we will have to place our order elsewhere. (很抱歉..你方条件不能让人满意..如果不能改变条件的话..我方只好另转订单。)

8) It is in view of our long-standing business relations that we make you such a counter-offer.

(正是考虑到我们之间的长期贸易关系..我们才给你这一还盘。)

Part Five Practical Training

I. Beginning Training

1..Put the following English into Chinese.

1..还盘如下

2..获利低微

3..价格比以前的报价低5%

4..合理的定价

5..价格已明显上涨

6..不能再次降价了/不能再作进一步的让价了。

7..按一个最具竞争性的价格成交

8..(产品)定价过高

9..为了达成交易..我方准备把价格将降为30 镑。

10..让我们各让一步..把价格降低2%吧。

11..最近价格暴跌..相信我们很难说服顾客接受你们的价格。

12..很遗憾我们无法接受你方的报盘..因为你们的价格偏高。

13..众所周知..有些供货商实际上正在削价促销。

14..如果不是为了我们之间的友好关系..我们是不会考虑按这么低的价格发实盘的。

15..由于近来市场疲弱..你方的报价做不开。

II..Intermediate Training

1 ..Put the following Chinese into English

1..price is on the high/ low side

2..current price / ruling price / prevailing price/the present price/ the going price

3..there is a jump in price