徐美荣外贸英语函电课后练习参考答案完整版.doc

外贸英语函电课后练习参考答案（中英文对照版）名词解释

二、 Establish business relations 建立商

务关系

Import 进口

Export 出口

Importer 进口商

Exporter 出口商

Commercial counsellor ’ s office 商务参赞处

Chamber of commerce 商会

Credit standing 资讯状况

三、 Inquiries 询价

First inquiry 初次询价

General inquiry 一般询价

Specific inquiry 具体询价

Commission 佣金

Delivery 交货

Effect delivery 装运

All necessary information 所有必要的信息Sales contract销售合同

Purchase contract购买合同

Sales confirmation销售确认书

Purchase confirmation供货确认书

Sign 签名

Signature签名

Counter-signature会签

七、 Payment terms 支付条款

Modes of payment 支付方式

Remittance 汇付

Telegraphic transfer (T/T)电汇

Mail transfer (M/T) 信汇

Demand draft (D/D) 票汇

Collection托收

Documents against payment (D/P)付款交单Documents against acceptance (D/A) 承兑交单

八、 Kinds of L/C信用证种类

Delivery date装运期

四、 Quote 报价

Offer 报盘

Voluntary offer主动报盘

Free offer虚盘（自由报盘）

Firm offer实盘

Pro forma invoice形式发票Import licence进口许可证Catalogue 目录

Under cover 随函附上

Supply from stock供现货

五、 Counteroffer还盘

Be on the high side偏高

Regret 遗憾

Be in line with 与。。。相符Reduce减少、降低

Make a reduction of

The prevailing market行市

六、 Accept 接受

Acceptance 接受

Confirmation of order订单的确认Sight L/C即期信用证

Term L/C 远期信用证

Establish L/C开立信用证Amendment to the L/C修改信用证Extension of the L/C展延信用证Check the L/C检查信用证

With the terms of contract按合同

九、 Pack 包装

Packing requirements包装要求Shipping instructions装运指示Shipping marks唛头

Shipping advice装运通知

Modes of transportation运输方式Time of shipment装运期Destination目的地

Partial shipment分批装运Transshipment 转运

十、 Insurance保险

Risk 风险

Average 海损

Cover 投保

Coverage 承保范围

Open policy预约保单Premium保险费

翻译：

Chapter Two

1.我们从中国驻东京大使馆商务参赞处得知贵公司的行名和地址，并了解贵公司是经营家

用电器产品有经验的出口商

We obtained your name and address from commercial counsellor’s office of the Chinese embassy in Tokyo. They have informed us that you are experienced exporter in the market for home electrical appliances .

2.我们的一个客户对你们的新产品感兴趣

One of our customers is interested in your new production.

3.我们的一个日本客户想要购买中国红茶

One of our customers in Japan wants to be in the market for black tea.

4.如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意

As you know, our policy is to trade with merchants of various countries on the basis of equality and mutual benefit .

5.我们希望你方尽最大努力促进业务又增进友谊。

We hope you can try your best to promote both trade and friendship.

6.谢谢你方来函表示提供服务，我方愿与你方就扩大贸易的可能性进行讨论。

Thanks for your letter about service supply, we are willing to talk about

the possibility of promoting trade.

7.我们了解到你公司是中国手工艺品的出口商，因此冒昧的写信给你

We have acknowledged that your company is the exporter of Chinese handicraft.

8.我们相信，贵我双方的业务将随着时间的推移而得到发展。

We are sure that business between us will be promoted as time passing.

9.你方 2 月 15 日函悉，并已转交给了上海分公司办理答复，因为你所询购的商品属于他们

经营范围

Your letter of Feb 15th addressed to us has been passed on to Office for attention and reply, as the goods you inquired is

of their business activities. our Shanghai Branch within the range

10.我们是一家在全世界范围内进行进出口业务的贸易公司

We are a trading company handling the import and export business around world.

Chapter Three

1.如果你方报价具有竞争性，交货期可接受的话，我们愿向你订货

If your quotation is competitive and the delivery date is acceptable, we are willing to place an order with you.

2.一经收到你方具体询价，我们将传真报价

3.如果你方有兴趣，请通过电子邮件通知我方，并说明所需数量

If you are interested in our goods, please mail me and indicate the quantity. 4.我们对贵方发盘颇感兴趣，不日内将给予明确答复。

We are interested in your offer, and we will reply definitely soon.

5.此报盘为实盘，以你方在本月底前复到有效。

This offer is firm,subject to your reply reaching us before the end of this month.

6.这是我方最新的价格表，你会发现我方价格具有竞争性的

This is our latest pricelist and you will find our price is competitive.

7.鉴于我们长期的贸易关系，特此报盘

In view of our long term business-ship, we hereby offer you as follows.

8.如果你方订货数量大，价格还可以进一步考虑

If the quantity of your order is substantial, the price can be considered further.

9.一收到你方具体询盘，我们立即报最优惠的拉各斯到岸价

On receipt of your specific inquiry , we will offer at our most favorable price based on CIF Lagos.

10.因为我们所报价格是很合理的，我们相信这将是你们所能接受的

As our price quoted is very reasonable, we believe it should be acceptable to you.

Chapter Four

1.按照要求，我们现报盘 500 辆飞鸽牌自行车如下

As your request, we are making you an offer for 500 Feige Brand bicycles as follows.

2.此报盘为实盘，以你方在本月底前复到有效

This offer is firm,subject to your reply reaching us before the end of this month.

3.如果你方认为这一报盘可接受，请即传真以便我方确认。

4.我们高兴地给你方报永久牌自行车拉各斯成本保险加运费的实盘

We are glad to make you a firm offer for Forever Brand Bicycles CIF Lagos.

5.关于标题项下的货物，随函寄去形式发票 88 号一式两份。请注意我们报盘有效期至 6 月

10 号。

As to the captioned goods, we enclose P/I No.88 in duplicate . Please notice that the

th

validity of our offer is till June 10.

6.本报盘将保留至月底有效

7.我们能以具有吸引力的价格向你方报各式各样的中国水果罐头

We can offer you variety of Chinese canned fruits at attractive price.

8.我们的钢笔价格是每打 6 美元温哥华到岸

9.现按你方请求报盘如下，以我方最后确认为准

At your request, we make you following offer,subject to our final confirmation.

10.上述报盘无约束力。

Above offer is without engagement

Chapter Five:

1.你方还盘与现行市场价不符。

The price you counter-offered is not in line with the prevailing market.

2.很遗憾，我们的价格与你方还盘之间的差距太大。

Unfortunately our price has a large gap with your counteroffer.

3.很遗憾我们不能把价格降到你方所表示的水平。

We regret that we couldn’ t reduce the price to the level at your request.

4.由于原材料短缺，制造商不能接受任何新的订单。

Owing to the shortage of raw material , manufacturer is unable to accept any new order. 5.由于大量承约，我们不能接受新的订单，但一旦新货源到来，我们将随即去电与你方联系

不误

On account of heavy commitments, we are unable to accept fresh (new) orders.On the

goods coming to stock , we will contact you without delay.

6.目前我们暂不能给你们报盘，但将记住你方的询价

For the time being we couldn ’t quote for you, but we will keep your inquiry in mind.

7.报给你方的价格是很实际的。很抱歉不能接受你方的还盘

The price we offered to is reasonable. We regret to say that we can’t accept your counteroffer.

8.我们的报价相当合理，（这）已为你地其他客户所接受

Our quotation is considerably realistic, which has been accepted by your local customers.

9.你方必须降价百分之二左右，否则就没有成交的可能

You must cut more or less 2 percent of the price. Otherwise we can’t come to terms .

10.请随时告知你处的供货情况

Please keep us informed of the supply situation in your market at anytime.

Chapter Eight

1.信用证必须由我方公司可以接受的银行加以保兑

L/C must be confirmed by the bank which is acceptable to our company.

2.为了避免随后修改信用证，务请注意下列事项

In order to avoid subsequent amendmentsto L/C, you must pay attention to the following items.

3.兹通知你方，以你方为受益人的信用证已由伦敦巴克莱银行开出。

Wehereby inform you that the L/C has been issued(opened) in your favor with the bank of Barclays, in London.

4.信用证 2356 号，请修改：（一）按合同，长吨改为公吨；（二）展装运期到九月底并准许

分运转船

Please amend L/C as follows:

(1)As contract,“ Long ton” to be replaced by“Metric ton”;

(2)The shipment date of L/C should be extended to the end of September. Partial

shipment and Transshipment are allowed.

5.你方信用证第 105 号少开了 1000 美元，请传真作必要的改正

The amount of L/C is US$1000 less than that stipulated. Please fax us for necessary amendment. (Your L/C is short established to the amount of US$1000. Please fax the necessary amendment.)

Chapter Eleven

9.顾客对你方所供应的收音机质量提出抱怨。

Our customers have complained about the quality of the Radio Receiver supplied

by you.

10.检查后，我们发现这批货物与原来的样品不一样。

After inspection, we found the goods are different from the original samples. 11.我们不得不要求你方如数赔偿上述金额。

We have to lodge a claim against you for the above amount (for the amount requested by you).

12.根据商检局检验报告，我们现向你方就这批货物的质量提出索赔。

According to the Inspection Certificate, we are now lodging a claim against you on the quality of the goods.

13. 我们对上批船货的全部损失向你方提出1000 美元的索赔。

We shall lodge a claim against you for all the losses on the last shipment for the amount of

US$1000.

14.如果你方不同意接受我方建议，我们将通过仲裁来解决。

If you couldn’t accept our suggestion, we will have to settle it by arbitration.

15.由于轮船公司对货物的损坏有责任，你方应将索赔提交他们处理。

The shipping company is liable for goods’ damage. You should lodge the claim against them (The claim should be referred to them for settlement).

作文：

二、

经你方商会的介绍，我方欣悉贵公司的行名和地址。我公司专门经营中国纺织品出口，并愿意在平等互利的基础上与贵公司建立业务关系。为使贵方对我方产品有全面的了解，我方另函

寄去一本目录册及一套小册子以供参考。如对目录中所列之任何产品感兴趣，请具体询价，我

方将立即报价。望尽快答复。

Dear sir

On the recommendation of your Chamber of Commerce, we have learned with pleasure

the name and address of your company. We are specializing in the export of Chinese

textiles and glad to establish business relations with you on the basis of equality

and mutual benefit . To make you know well of our products, we are separately sending you a catalogue together with a set of brochure for your reference. Please specific inquire if you are interested in any of the items listed in the catalogue. We will quote immediately..

We look forward to your early reply.

Yours Faithfully

三、

执事先生：

很高兴收到你方 4 月 10 日的询价，根据你方要求，现寄上带插图的目录册及价格表。另邮寄上一些样品，相信经查阅后，你方会同意我方产品质量上乘，价格合理。如果每个款式的购

买数量不少于 1000 罗的话，我们可给 2%的折扣。支付是凭不可撤销的即期信用证。由于质地

柔软、耐用，我们的棉质床单和枕套倍受欢迎。谅你在研究我方价格之后，自然会感

到我们难以满足市场需求的原因。但是，若你方订货不迟于本月底，我们保证即期装运。

早复为盼。谨上

Dear Sirs,

Weare glad to acknowledge your inquiry dated April request, we will

10th . As your

send you our illustrated catalogue and pricelist. Separately , we will send you some samples. I believe after checking, you will recognize that our product is of high quality and price is reasonable.

If the purchasing quantity for each specification is not less than 1000G, we can offer you 2% discount. The payment is irrevocable sight L/C .

Because of texture and durable , our bed sheet and pillow cover are far more popular .

I guess after considering our price, you will find why we couldn ’t meet the demands of the market. However, if your order is not later than the end of the month, we

can assure you prompt shipment . We look forward to your early reply.

Yours Faithfully

四、

谢谢你方 1 月 12 日的询价。现报盘如下，以你方十日内复到为条件：

10 公吨罐装芦笋，每罐￡伦敦到岸价，船期 3/4 月份。支付条件是凭即期汇票支付的，保兑的，不可撤销的信用证付款。

相信上述报盘能为你方所接受。

殷切期待好消息。

Dear Sir,

Thank you for your inquiry of January 12. We are now making you following offer,

subject to your reply reaching us within 10 days:

10 M/T canned asparagus at￡per can CFRLondon, shipment is about March or April.

. Payment is to be made by confirmed irrevocable L/C ,payable by draft at sight

We trust the above offer will be acceptable to you.

I am waiting for your favorable reply with keen interest.

Yours faithfully 五、

你三月二十日函悉，谢谢。我们已仔细研究了你方对我短袜报价的意见。

虽我方想满足你方的要求，但歉不能按你方要求降价，因我方价格经精确计算。即使我方价

格与其他供应商的价格不同，那也是因我方产品的质量远远超过贵处其他外国牌子，从我方

购进你方定会得利。

然而，为有助于你方在此行业中发展业务，我们准备给百分之五折扣，条件是你方起定

量达到五千双。如果此建议可接受，请早日告知你方订量。

Dear Sir, March 29,

2007

th . We have considered your opinion We have acknowledged your letter dated March 20

about our quotation for socks.

Wewould like to meet your requirements. However, we regret that we couldn ’t reduce the price as your request, because we set the price by careful calculation . Although the price is different from those of other supplies, that is because the quality is

far more better than those of other foreign brands. It is profitable to buy it from

us.

However, to promote the development of your business in this line , we will offer you 5%discount, on condition that the minimum quantity of your order is 5000 pairs. If the suggestion is acceptable, please inform us the quantity of your order early.

Yours truly 六、

兹高兴地确认按照下列条款买进你方29 英寸东芝彩色电视机2000 台 :

2000 台 29 英寸东芝彩色电视机，大连成本、保险加运费价每台美元，木箱装，每箱装四台。收到信用证一周内，从横滨运至大连。

请特别注意货物的包装，以免货物在运输途中受损。我们现在正在洽办开信用证，在接到

你方确认书后，即可开出以你方为受益人的信用证。谨上。

Dear Sir,

Wehereby confirm with pleasure that we would like to import 2000 sets 29” TOSHIBA brand color TV under the following terms:

2000 Sets 29 ” TOSHIBA brand color TV, US$...Per set CIF DALIAN. Packed in Wooden Case. Four sets in each case. After receiving the L/C within one week, we will

transport the goods from YOKOHAMA to DALIAN.

We trust that you will give special care to the packing of the goods to avoid damage in transit.

We are now arranging the establish of the L/C, which will be opened in your

favor upon receipt of your sales confirmation.

Yours Faithfully 七、

十一月十二日来函收到，获悉你方有意在贵国推销我们的自行车。对此，我们非常感兴趣。对你方为推销自行车所做的努力我们甚为感激。但对你方要求以见票后六十天承兑交单方式付款一事，我们歉难考虑。我们的通常做法是要求即期信用证付款。为了促进我方自行车在贵方市场上的销售，我方准备接受即期付款交单方式，以示特别照顾（特例）。希望你方能接受上述付款条件并盼早日收到回音。

Dear Sir,

We have acknowledged your letter of November 12 and noted your intention of pushing the sale of our bicycle in your country. We are fully interested in it. We

appreciate your efforts to help sell our bicycles very much.

However, we regret that we are unable to accept your request for payment by D/A 60 days' sight. Our usual practice is to ask for sight L/C.

However, in order to promote the sale of our bicycles in your market, we are

prepared to accept payment by D/P at sight as a precedent .

We hope that the above payment terms will be acceptable to you and look forward to hearing from you soon.

Yours truly

八、

已通知开证行展延装船期和有效期分别至八月十五日和八月三十日，信用证展期传真谅已收到，请订好舱位，务必在八月十五日前发运，如用户对货满意，可望大量续订。

Dear Sir,

We have informed the opening bank of extending the shipment date and validity to August 15 th and August 30 th respectively . The extension fax is supposed to be reached to you book shipping space and the shipment must be effected th

before August 15. If our customer is satisfied with the goods, we can assure you that we will continue placing substantial orders with you.

Yours truly 十、

根据你方要求，我们将按发票金额的110% 投保。请给合同投保平安险和战争险。我们将按一般惯例投保水渍险和战争险。这份保单给我们保了破碎险。由于合同规定按发票金额

的 110%投保，如你方要求按130% 投保，额外保费应由你方负担。

We shall cover insurance for110% of the invoice value in accordance with your request.

Please insure FPA and against War Risk under the contract. We shall cover WPA and

against War Risk according to the usual practice . The insurance policy covers us against Breakage.

As the contract stipulates that insurance should cover110% of the invoice value,

if you desire to cover insurance for 130% instead, the extra premium should be for your account.

填空

四、

1、 Weshall make a reduction in our price if you increase the quantity to 5,000 pcs.

2、 we would like to direct your attention to the quality of the goods which is

superior to that of other makers

3、 we are prepared to keep the offer open till 25 this moth.

th

4、 many of our clients requested us to approach you for offers.

5、 if you could makea reduction of 1% in quotation, we have confidence in securing large orders for you .

6、 we will withdraw the offer if we should not hear from you by the end of this

week.

7、 the above offer is subject to our final confirmation.

8、 the earliest shipment is December ,we hope that it will be acceptable to you.

五、

1、 as the market is declining your price is found on the high side.

2、 we note from your letter of may15 that you are in the market for green tea.

3、 we cannot see our way clear to reduce the price to the level you required.

4、 we hope to close business at something near our level.

5、 you may rest assured that the goods under sales contract will be shipped

without delay .

6、 since your price is out of line with the prevailing market ,it is not

possible for the buyers at our end to accept.

7、 while we appreciate your intention , we regret that we cannot entertain any

fresh orders.

8、 as soon as we are in a position to make an offer for black tea ,we

shall contact you by cable

9、 we are enclosing a list of our new products for your reference

10 、 when you are in need of further quantities , please feel free to

communication with us.

七、

1、 payments should be made by sight draft.

2、 payment by L/C is our method of settling trade in chemicals.

3、 Mr. Yin could agree to D/P terms.

4、 90%of the credit amount must be paid against the presentation of documents.

5、 You don ’t say whether you wish the transaction to be in cash or by

credit.

6、 we shall be glad if you agree to ship the goods to us as before on Cash Against Documents basis.

7、 we have opened an L/C in your favor by the amount of RMB2000

8、 If the amount exceeds that figure ,payment by L/C will be required

9、 from the enclosed copy of invoice you will see that price of $1,800 is well within the maximum figure you stated.

10、we enclose a cheque for US$20,000 in payment of all commissions due u to

you up to date

11、we make purchases on our own account .

12、we will draw on you by our documentary draft at sight on collection basis.

八、

1、 we are thinking of placing with you a trail order for 500 kegs of iron nails for shipment during September /October

2、 we have only 300 kegs of iron nails in stock ; therefore werequest you to extend the shipment date in your L/C to the end of November .

3/please try your best to push the sales of machine tools at your end.

4、 Owing to heavy commitments, we can not consider any fresh business in this line.

5、 we shall certainly contact you ,as soon as we are in a position to entertain

new business in your district.

6、 after examination ,we find the goods of high standard and are satisfied with

the quality of the shipment

7、 we are well experienced In this line and can handle big orders in large

quantities.

8、Our offer is firm for 5days and weexpect time Saturday.

9、 Since we have only 5 metric tons of green tea in you this offer subject to prior sale.

10、we wish to call your attention to the validity of is no possibility of L/C extension . to hear from you befor stock ,we can only make

the L/C, since there

noon

九、

Thank you for your letter;

Amounting to$1,000,000;

With regard to shipment;

Effort having be made by us;

for the time be ( 现在)；

In view of ;

Arrangements can easily be made for transshipment;

Beyond our control;

Your agreement to our request.

1、 we wish to draw your attention to the fact that the date of delivery is

approaching ,but up to the present momentwe have not received any new from you.

2、 the packing must be strong enough to withstand rough handing.

3、 please take the mater into consideration at once and see to it that the goods

are delivered without further delay.

4、 we shall appreciate it if you will inform us of the condition of packing as

soon as the consignment arrives at your end .

5、 we could not deliver the total quantity in one shipment .

6、 shipment is to be made from April to June in three equal lots.

7、 we shall be obliged if you will effect shipment as soon as possible .

8、 as the manufacturers cannot get all the quantity ready at the same time ,it is

necessary for the contract stipulations to be so worded as to allow partial shipment.

(2) 1 、all the canned fruits and meat are to be packed in cartons

2 、It was found upon examination that nearly 20%of the packages has been broken , obviously attributed to improper packing .

3、 the goods had been repacked before delivering to our customers.

4、 we are afraid that we shall have to charge more for the designated packing as

it calls for extra labor and costs.

(3)1 、 the captain decided to unload the goods at Singapore because the ship is

in peril

2、 the goods ordered have been forwarded to you in three ship loads .

3、 we’d better have a brief tall about the loading port .

4、 the goods will be loaded onto s/s Peace.

5、 when a ship came to berth , workers began to load a number of wooden boxes

which contained clothing.

(4)1 、 containerization is regarded as a mode for more efficient shipment .

2/the next sailing opportunity is September 10

3/the ship is scheduled to sail for Hong Kong on the 21 of this month

4、 temperature-controlled containers are provided for this type of goods

5、 we note your request for containerizing future shipment .

十、

1、 please cover against all risks

2、 this insurance policy covers us against TPND

3、 we will cover WPA insurance .

4、 the documents will be sent to you under separate cover

5、 we have to point to out that our letter of March 11 has fully covered this

matter

6、wesend you here with a copy of B/L covering shipment of 50 metric tons walnuts

7、 we have pleasure in advising shipment of your Order covering 50metric tons of all small red beans.

8、 insurance on the goods shall be covered by us for 110% of the CIF value.

9、 we shall provide such coverage at your cost.

10、insurance is to be covered by the buyers under FOB terms

11、we have arranged the necessary insurance cover .

12、regarding insurance, the coverage is for 110% of invoice value up to the

port of destination.

(2)

1、weregret our inability to comply with the buyer ’s request for covering insurance for 150% of the invoice value.

2、 since the premium varies with the extent of coverage, extra premium is for

buyer ’ s account , should additional risks be covered .

3、 should any damage occur you mayput in a claim within 30 days after the arrival of the consignment.

4、 regarding insurance , the coverage is for 110%of invoice value up to the port of destination only .

5、 buyer ’s request for insurance to be covered up to the inland city can be accepted on condition that such extra premium is for buyer’ s account .

6、 we regret being unable to agree to the buyer’s request as stated in the L/C stipulations for insurance to be covered up to the inland city because our price

is based on CIF Dubai.

十一、

1、 The goods under Contract left here in good condition .

2、we have lodged a claim against ABC&Co. for the by. peace.

3 、 as the goods are ready for shipment ,we expect quality of the goods shipped your L/C to be opened

immediately.

4、 as arranged ,we have effected insurance on the goods for110% of the invoice value against all risks.

5、 the goods would have been shipped already if your L/C had arrived by the end of December last.

6、 it is important that your client open the relevant L/C not later than April

12,1999.

7、 the buyer suggested that the packing of this article be improved.

8、 if we had a sample in hand ,we would be able to negotiate business with our end-users now

9、 your claim for the damages to be filed with the insurance company.

10.Will you please let us know details of any lines of goods which you think

are suitable for your market .

11、they made a claim on us for the damage.

12、 should these new products suit your needs , please write to us with your

specific inquires.

(2)

1、 we are lodging a claim on the shipment by

“Red Star ”for short

s/s

delivery.

2、 we hope you will find our analysis acceptable.

3、 after inspection at the port of destination , the quality of the goods

shipped by s/s“Red Star” under was found not in conformity with

the contract stipulations.

4、 please give our claim your prompt attention and let us have your reply

immediately .

5、 we regret to hear that several bags of the last shipment were broken

during transit

6、 the shipment was covered by insurance company against All Risks

7、 we have no choice but to ask you to take them back

8、 we are very sorry to hear that goods you received are not up to the quality expected

9、 your claim has been passed on to our insurance company,who will get in touch with you soon .the style of clothes you provided last month as sample is unsuited to our clients’ request

10、we are sorry to inform you that your claim against us for short weight

is unsuited to the international insurance claim standards

11、we have already raised a claim with the insurance company for $350for damage in transit .