商英期末复习题

商英期末复习题

题型及分值：

1.听短文填写短语。10*2=20分

2.听写句子。10*2=20分

3.听力选择。10*2=20分

4.对话翻译，包括汉语对话翻译成英语对话（10*1=10分）和英语对话翻译成汉语对话（10*1=10分）

5.根据给出的情景撰写英文对话。20分

1.听短文填写短语。10*2=20分 (除了看划线的短语，也要注意非划线部分的一些短语或词语)

(1)An enquiry can be made by telephone,

fax, or e-mail. If you need to give more

information about yourself or ask the

supplier for more information, you need

to write a letter. The contents of this

letter should include: how well you know

the supplier and the type of goods you

are enquiring about. You need to tell the

supplier what sort of company you are and

how you obtain the telephone number or the e-mail address of the supplier. It

is not necessary to give a lot of information about yourself when asking for brochures, catalogues or price lists. But do remember to supply your telephone number, fax number, e-mail address or the address of your company. It will be helpful if you can briefly point out any particular items you are interested in.

(2)When asking for goods or services, you need to be specific and state exactly what you want. You might want to see what

a material or item looks like before placing an order. Most suppliers are willing to provide samples or patterns so that you can make a selection. However, few will send a complex piece of machinery for you to look at. In that case you will be invited to visit a showroom. Nevertheless, if it is practical, ask to see an example of the

article you want to buy.

(3)Usually a simple “thank you” is sufficient to close an enquiry. However, you could mention that a prompt reply would be appreciated. You can also indicate further business, or other lines you would be interested in if you think they could be supplied. If a supplier thinks that you may become a regular customer, rather than someone who has placed the odd order, he would be more inclined to quote competitive terms and offer concessions.

When a manufacturer, wholesaler or retailer quotes a price, he may or may not include other costs and charges such as transport, insurance, and taxes. Prices which include these extra costs are known as gross prices; those which exclude them are known as net prices.

A firm’s quotation is not necessarily legally

binding, i.e. they do not always have to sell you the goods at the price they quoted in their reply to an enquiry. However, when prices tend to fluctuate, the supplier will add a provision to their quotation stating that their prices are subject to change. If the company makes a firm offer, it means they will hold the goods for a certain time until you order, e.g. firm 14 days. Again, this is not legally binding, but suppliers generally keep to their offer to protect their reputation.

Manufacturers and wholesalers sometimes allow discounts to be deducted from the net

or gross price. They may allow a trade discount to sellers in similar trades; or a quantity

discount for orders over a certain amount; or a cash discount if payment is made within a certain time, e.g. seven days, or a loyalty discount when firms have a long association.

The most generally adopted mode of

payment is the letter of credit which is reliable and safe, facilitating trade with unknown buyers and giving protection to both sellers and buyers. In the case of L/C payment, the opening bank offers its own credit to finance the transaction.

Payment can also be made by collection through banks under the terms of Documents against Payment (D/P) or Documents against Acceptance (D/A). Payment by collection spares the expenses and the complicated procedures of using a letter of credit. However, there is obviously a risk involved, for actual payment will be made after shipping. In the case of D/P or D/A terms, the opening bank will only do the service of collecting and remitting, and will not take any liability for non-payment of the importer.

D/P calls for actual payment against shipping documents. There are D/P at sight and D/P after sight. D/P at sight requires immediate payment by the importer to get

hold of the shipping documents. In the case of D/P after sight, the importer is giving a certain period to make payment as 30, 45, 60, or 90 days after presentation of the documents, but he is not allowed to get hold of the documents until he pays.

In the case of D/A, the importer can get hold of the shipping documents against his acceptance, which is merely a promise to pay after certain days. Therefore, D/A terms are accepted only when the financial standing of the importer is sound or when previous transactions have convinced the exporter that the importer will be good for payment.

2.听写句子。10*2=20分

1) W e are to use plastic wrappers for each shirt, so they are ready for window display.

2) P lease use normal export containers unless you receive special instructions from our agents.

3)T he packing must be strong enough to withstand rough handling.

4)A s for the packing of the products, we’d like to use crates.

5)F or this kind of product we export, each item is individually packed in plastic sheets.

6) E very 24 pieces are packed in a paper carton before shipping.

7) T his shipping mark indicates the total number of cases, the ordinal number of package and number of the bill of lading.

8) P acking charge is already included in the price.

9)A ctually we keep making improvements in our method of packing in order to meet the keen competition in the world market. 10)Each carton is lined with waterproof paper, so the contents can’t be spoiled by dampness or rain.

1)W e will be responsible for the charges including any customs duties on export, as well as any service charges on exporting goods.

2) I’m afraid it’ll be difficult for us to advance the time for shipment.

3) I’m sure that shipment will be effected according to the contract stipulation. 4) If the goods are not shipped within three weeks, we have to cancel the order.

5) Delivery would be a month from receipt of your L/C.

6) S urely you know that transshipment adds to the expenses and sometimes may delay the arrival.

7) S hipping marks on the shipping packages can be classified into Shipping Marks, Indicative Marks and Warning Marks.

8)S ince we are in urgent need of goods, could you deliver 200 tons immediately?

9) Y ou cannot expect us to make delivery in such a short time, since it takes time to get

the goods ready, make out the documents and book the shipping space.

10) As far as I know, liner space for Europe is fully booked up to the end of next month.

3.听力选择。10*2=20分

（1）课本99页: 1-5：BACCA

( 2 ) 课本 139页 1-5：DCDBA

4.对话翻译，包括汉语对话翻译成英语对话（10*1=10分）和英语对话翻译成汉语对话（10*1=10分）

(一)

我方打算从你公司订购茶叶。

(1)A: We're thinking of placing an order for Chinese tea with you.

红茶还是绿茶？

B: Which would you prefer, black or green tea?

两种茶叶在我国都很受欢迎。能看看样品并品尝一下吗？

A: Both are very popular in my country. Could I have a look at your samples?

当然可以，这是福建乌龙茶，西湖龙井茶。。。。

B: Sure. This is Oolong Tea from Fujian and Longjing Tea from the West Lake, …

这些茶叶色香味好，怪不得这么多人喜欢中国的茶叶，情报你方的估计价格。

A: They are really very good in color and flavor. No wonder your tea has been

well received by so many

people. Could you give me some

indication of your price?

这是我公司的价目单，上面的价格以我方最后确认为准。

B: Here is our price list. All the prices on the list are subject to our final confirmation.

早上好，先生

(2)A: Good morning, sir.

早上好，我已仔细看过你方的商品目录，对你方飞鸽牌山地车最感兴趣。我认为山地车在加拿大会有市场。这是我想购买的商品清单，请报温哥华到岸价的最低价。

B: Good morning. I’ve seen your catalogue and I’m interested in your

Flying Pigeon Bicycle. I

think this type of bicycle will have a

ready market in Canada. This is a list

of my requirements. Could you quote

us your lowest price CIF Vancouver? 我公司一般报离岸价，请稍等一会儿，我这就把价格换算为到岸价。

A: We generally quote on a FOB. basis.

Just a moment. I’ll work it out for you.

（此道可能考英译汉）

（二）A 这是1000箱茉莉花茶的报盘。

B 你方报价实在是太高了，我方很难销售。

A 可你得知道近来茉莉花茶的报价猛涨。

B 可是越南货的销售价格比你方的价格要低些，

A 中国茉莉花茶一贯被公认为顶呱呱。

B 我不否认中国茉莉花茶的质量，但市场竞争很激烈，许多供应商实际上还在削价，以便吸引更多的顾客，获得更多的市场份额。

A 迄今为止，我方的商品还是能够应付这种竞争，你看看我们手头上的订单，还会有客户向我们下定单。从这一点可以说明我们公司的产品具有竞争性，我方的报价是合理的。

A: Here is our offer for 1,000 cases of jasmine tea.

B: Well, your price is too high to accept. It’ll be very difficult for us to make any sales.

A: You must be aware that the price of jasmine tea has been increasing.

B: But Vietnamese suppliers give a lower price.

A: Every one in the trade knows that our jasmine tea is far more superior.

B: I don’t deny the quality of your jasmine tea. But competition is keen. Many suppliers are in fact cutting their prices trying to get a larger market share.

A: So far, our product can handle the competition well. We’ve had many orders and more are coming. It just shows that our product is competitive and our price is attractive.

（三）史密斯先生，我公司已收到你方的询盘，可是很遗憾，我方现在手中没货，你们

得多等两个月。

A: We’ve received your inquiry, Mr. Smith.

But we are sorry to tell you that the

goods you inquired for are out of stock.

You’ll have to wait for two months.

两个月太长了，我方的客户正急需这种产品。

B: Two months! It will be too long. Our customers are in urgent need of the

goods.

我也无能为力。我公司的产品以其优良的品质和公道的价格深受客户欢迎，因此需求

量总是大大超越过供应量。尽管工人

们每天加班加点，可仍不能满足日益

增长的需求，这样吧，我向你们推荐

HRF-279型的产品。

A: There’s nothing we can do. Our products have been well received for

their high quality and reasonable prices.

So demands have often been exceeding

supplies. Though we have tried to speed

up production, we still can’t meet the

increasing demands. So I’d like to

recommend to you the HRF-279.

GBS-112型号的产品在我国已经打开了销路，可客户们对HRF-279型号的产品却不太熟

悉。我不敢保证它在我方市场到底有没

有销路。

B: Our clients are familiar with GSB-112, but not HRF-279. How do I know that it

will sell well in our market?

这一层你不用过于担心，近一、两年来，HRF-279在欧洲和东南亚销路不错，我相信它一

定能在你方市场上站得住脚。

A: Don’t worry. The HRF-279 has been selling well in Europe and in Southeast

Asian countries. I’m sure it will have a

ready market at your end.

但愿如此。

B: I hope so.

(四)(On the phone)双方在打电话

我方已经看过你方的样品，觉得很满意。我方打

算先试订5万台。订货单明天会到

达你处。

A: We have received your sample and are very satisfied with it. We’ll be placing a

trial order for 50,000 sets.

The order form will reach you

tomorrow.

我们很乐意接受你方的订单。那个样品到时就算在第一批货里面。

B: We’re glad to accept your order. May I remind you that the sample should be

added as part of the first

shipment.

没问题。同时我得声明一下我方下订单一向要求签署凭样品买卖合同。我们这样做是为

了确保货物的质量。

A: No problem. Whenever we place an order, we always ask for a sale by

sample agreement/ contract, so we can

be sure of the quality of the product.

请放心，我公司发出去的货物一定会与样品的质量相同。

B: Don’t worry. Our products are always as good as the samples we send.

很好。如果产品销路好，我们以后会下更多的订单。

A: Thank you. If they sell well/ are well received/ are salable/ are popular in our

market, I can promise you that

substantial / large /.further orders will

follow.

（此道可能考汉译英）

（五）我们已经谈妥了价格，质量和数量问题，现在该谈谈付款条件了吧？

A: So far we have already settled the problems of price, quality and quantity.

Now what about the terms of

payment?

我方只接受不可撤销的，凭装船单据付款的即期信用证。

B: We only accept payment by irrevocable letter of credit payable

against shipping documents.

我们是老客户了，能不能通融一下接受承兑交单或付款交单？

A:Could you be more flexible and accept

D/A or D/P?

恐怕不行。

B: I’m afraid not.

坦白告诉你，近来我公司积压了一些货物，资金暂时周转不过来，开立信用证就更会影响我方的资金周转了。

A: Frankly speaking, we have overstocked some other goods, and our floating

funds are insufficient.

It’ll tie up our money to open an L/C.

我能理解你方的难处，可我也有难处，目前世界经济不景气，金融市场起伏不定，

我们必须通过信用证付款来保障我方

利益。

B: I quite understand your position. But the problem is that the world economic

situation is going downward and the

financial market is fluctuating. We

have to do business on an

L/C basis so as to be guaranteed.

能否接受一半货物用信用证付款，另一半用付款交单付款？

A: Then could you accept 50% payment by L/C and the balance by D/P?

对不起，我们不能接受你方提议。我们最多在交货日期方面给你方优惠。

B: Sorry, we are not in a position to do that, yet we could offer you more

favorable terms of

delivery instead.