商务英语函电全部答案

Chapter II Establishing Business Relations

Lesson One

Exercises

I. Translate the following expressions:

1.cotton piece goods 6.另函

2.state-operated corporation ７. 供你方参考

3.import and export 8. 商务参赞处

4.business lines 9. 盼望

5.establish business relations 10. 最新的商品目录

II. Translating the following into English:

1.We are informed that _______________________________________(你公司是经营化工产品的国营公司).

2.We shall let you know our comments_________________________________(一俟收到你方的报价).

3.We are ______________________________________(专门从事中国工艺品出口).

4.We hope to _______________________________________________(与你们建立贸易关系).

5.________________________________(兹航寄) three sample books.

6.______________________________________________(我们已经和世界上一百多个国家的商号建立了关系) on the basis of equality, mutual benefit and exchange of needed goods.

III. Translate the following sentences into Chinese:

1.We have the pleasure of introducing ourselves to you as a state corporation specializing in the export business of canned goods, and express our desire to enter into business relations you.

2.Our company is one of the import and export corporations in Shanghai commercial circle authorized by the Ministry for Foreign Trade and Economic Cooperation. We have enjoyed a good reputation in the world market for a long time.

3.We are one of the leading exporters of first class cotton and rayon goods and are enjoying an excellent reputation through fifty years? business experience.

4.Through the courtesy of the Chamber of Commerce in Tokyo, we have learned that you have been supplying the best quality foods all over the world.

5.We are desirous of enlarging our trade in various agricultural products, but unfortunately have had no good connections in the southern part of Russia. Therefore we shall be obliged if you kindly introduce us to some of the most capable and reliable importers.

IV. Translate the following sentences into English :

1.承蒙外国商会介绍得知你公司的名称地址。

2.我们将会航空邮寄样品一份。

3.我们对你方样本里的彩笔很感兴趣，请寄报价单来

4.现借此机会向贵公司介绍，我们是国营公司，专门经营工艺品。

5.我们是中国轻工产品的主要出口商之一，愿与你公司建立业务关系。

6.一俟获得新的供货，我们马上告知你方。

Key to Lesson One

I. Translate the following expressions into Chinese:

1. 棉布业务6.under separate cover

2. 国营公司7.for your reference

3 进出口8. commercial counselor?s office

4 业务范围9. look forward to

5 建立业务关系10. latest catalogue

II. Translating the following into English:

1. …you are a state-owned corporation dealing in chemicals.

2. …upon receipt of your quota tion

3. …specializing in arts and crafts.

4. …establish business relations with you.

5. We are airmailing you…

6. We have established business relations with the firms of more than 100 countries in the world…III. Translate the following sentences into Chinese:

1. 我们很乐意向你自我介绍, 我们是一家国营公司专门经营罐头食品出口业务，我们渴望和你们建立业务关系。

2. 我们是国家对外贸易经济合作部批准成立的上海商业系统的进出口公司。我们在世界上一直享有很高的声誉。

3. 我们是一流棉布与人造丝业务的主要出口商之一，由于有五十年的业务经验使我们享有极佳的声誉。

4. 承蒙东京商会介绍，我们了解贵公司在世界各地供应高品质的食品。

5.我们渴望扩大各种各样的农产品范围，但遗憾的是我们在俄罗斯南部没有顾客，因此若能介绍该地区的一些最可靠的进口商将不胜感激。

IV. Translate the following sentences into English：

1. We owe your name and address to the chambers of commerce abroad.

2. We will send you a copy of sample book by airmail.

3. We are interested in the colorful pens in your sample. Please kindly send your quotations to us.

4. We avail ourselves of this opportunity to introduce you as a state-operated corporation specializing in arts and crafts.

5. We are one of the leading exporters of Chinese industrial products and are desirous of entering into business relations you.

6. We will let you know upon receipt of new supplies.

LessonTwo

Exercises

I. Translate the following expressions:

1.fall within the scope of our business activities 6. 销售代表

2.sister corporation 7. 信汇

3.open an account 8. 轻工产品

4.business background 9. 客观资料

5.refer to 10.商品交易会

II. Complete the following sentences in English:

1.We are interested in ___________(各种中国自行车). Please send us your pricelist for the goods.

2.____________________________(现随函寄去关于…的出口清单)of our chemicals.

3._____________________________(欢迎你方对…的询盘) for cotton piece goods.

4.Your letter may addressed to our liaison office in Alexander ________________________(已转交我们办复).

5.To acquaint you with the sewing machines we export now,____________________________ (我们寄两本目录册).

III. Choose the best answer:

( ) 1. We shall be glad to send you our lowest quotation _____ receipt of your detailed requirements.

a. on

b. with

c. in

d. as soon as

( ) 2. We are a corporation,________ both the import and export of textiles.

a. handling in

b. trading c specializing d. dealing in

( ) 3. If your price is reasonable, we shall _____ an order _______ you.

a. place/with

b. make/from

c. have/with

d. take/for

( ) 4. Your letter of September10_______ to Fujian foreign trade corp. has been passed on to us for attention and reply.

a. addresses

b. addressing

c. addressed

d. being addressed

( ) 5. We have been importers _______ foodstuffs for many years.

a. to

b. of

c. for

d. on

( ) 6. One of our clients __________ Chinese black tea.

a. in the market for

b. are in the market for

c. is in the market for

d. be in the market for ( ) 7. Please refer______ the pricelist enclosed.

a. to

b. with

c. for

d. on

( ) 8. Please let us have a copy of your pricelist so that we may acquaint ourselves _________ your products.

a. to

b. with

c. for

d. in

Dear Sirs,

Through the courtesy of your embassy in China, we learn that your firm ______________ establishing business relations with a Chinese firm to sell various light industrial products of your country to China.

We ______________import business for many years and _____________ all the major dealers here. We therefore, feel sure that we can sell large quantities if your offers _________. We would like you to _________ us a catalogue and pricelist, and possibly some samples of the goods that you are principally interested in selling, so that we can study the sales possibility in our market. As to our standing , please _____________ Bank of China, Beijing.

We _________ the pleasure of hearing from you.

Yours faithfully,

IV. Translate the following sentences into English :

1.我们盼望在交易会上再次见到你方代表。

2.希望能和贵方开启交易关系。

3.我们有把握销售你方的产品。

4.我们的产品质优价廉，在市场上很受欢迎。

5.你方10月5日致我总公司的信已转交我公司办理答复，因你所要的货属于我们经营范围.

6.至于我们的信用情况，请向中国银行上海分行咨询。

Key to Lesson Two

I. Translate the following expressions into Chinese:

1.属于我们的经营范围6. sales representative

2.兄弟公司7. T/T

3.开启账户8. light industrial products

4.业务背景9.objective information

5.查询、提交https://www.360docs.net/doc/967248134.html,modity fair

II. Complete the following sentences in English:

1.various kinds of Chinese bicycles

2.We are enclosing our export list

3.We welcome your enquiries

4.has been passed on to us for attention and reply

5.We are sending two catalogues

III. Choose the best answer:

1.a

2. d

3. a

4. c

5. b6 . c7. a8. b

IV. Fill in the blanks with the following words and phrases.

is interested in,are engaged in,are connected with,are favorable,send,refer to,

look forward to

V. Translate the following sentences into English :

1.We are looking forward to meeting your representative again at the fair.

2.We are in the hope of opening an account with you.

3.We have confidence in selling your product.

4.As our goods are both excellent in quality and very reasonable in price, they meet a warm reception in the world market.

5.Your letter of October 5 addressed to our head office has been passed on to us for attention and reply as the article you need is within our business scope.

6.As regards our financial standing, please refer to the Bank of China, Shanghai Branch.

LessonThree

Exercises

I. Translate the following expressions:

1.合理的价格 6. in confidence

2.执行合同7.illustrated catalogue

3.信用调查8.general idea

4.预先9.financial standing

5.中国纺织品进出口公司10.reference

II. Fill in the blanks in their proper form with the words or phrase given below:

inform, advise, buy, handle ,appreciate, appreciate it, confidence, fall, under, be in the market for 1.As the items ______ within the scope of our business activities,we shall be pleased to enter to direct business relations with you.

2._________separate cover, we are sending you a pattern book .

3.Will you ______ a fountain pen this coming Sunday?

4.If you send us a catalogue by air, we shall ___________ very much.

5.Please _________ at what price your clients will place orders with us.

6.We ____________ your sending us a special offer for walnutmeat.

7.We would like to ________ you that a number of our clients ____________ Chinese

Walnutmeats.

8.Our corporation ________________ exclusively the import and export business of light industrial products.

9.This information is given in _________________.

III. Rewrite the following underlined:

1. We have obtained your name and address from the Chamber of Commerce abroad.

2. We?ll take this opportunity to approach you for the export of our products.

3. We are sending you under cover our latest pricelist of our new products.

4. If you find any of the items interesting, please let us know.

5. We shall ship the goods upon receipt of your shipping instructions.

6. We are writing you in the hope of entering into business relations with you.

IV. Translate the following sentences into English :

我们是为了出口化工产品的事与你方联系的。

请告知你们目前对什么商品最感兴趣。

3.关于罐头食品，我们建议你们与天津食品进出口公司直接联系。

4.如能提供有关上述公司的资信状况，我们将不胜感激。

5.有关本公司业务概况的资料，请向中国银行北京分行及中国国际商业银行查询。

6.对你方提供的任何资料，我们都予以保密。

Skill Training for Establishment of Business Relations

Draft a letter to a company asking for establishing business relations:

Exercise I

Background: 上海新际公司（Shanghai Xinji I/E Corp.）系专营轻工业产品的一家国有进出口公司。成立于1986年，拥有注册资金人民币2000万元。十多年来，经营商品种类已增至上百种。现在仍不断致力于与国内生产厂家建立联系，向国外客户介绍中国高品质的轻工业产品。

请根据上述情景，代新际公司拟函，与Wit Ltd 公司联系，推荐上述产品，随寄公司目录，另寄样品。

Exercise II

Background: 2003年4月27日中国一家纺织品公司经L.R.Byron & Co.介绍，得知H.A.Cabell & Co公司名称和地址，为了与这家公司建立贸易关系，于是给该公司发了一封信函。

敬启者：

承蒙L.R. Byron & Co.介绍得知贵公司名称及地址，我们谨借此机会与贵公司建立贸易伙伴关系。

为使贵方了解我方目前可供出口的纺织品的大概情况，随函附上产品说明书及剪样小册子。

如贵公司对本产品感兴趣，请与我们联系, 我们会给贵公司以最低的报价并尽量满足你方的要求。

敬候佳音

谨上

Useful Expressions for Chapter II

We owe your name to the First Commercial Bank at your bank.

We understand that you are well experienced in the export of engineering equipment with service. Through the courtesy of Mr. Freeman, 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 .

On the recommendation of your Chamber of Commerce in London, you are prospective buyers of Chinese Sewing Machines.

Being specialized in the export of Chinese art and craft goods, we express our desire to trade with you in this line.

They are enjoying an excellent reputation.

You will be satisfied with our services

We enclose herewith a pamphlet introducing our business standing and outline, the complete catalogue of our goods, and some samples.

The American Consulate in Shanghai has advised us to get in touch with concerning…

Much to our regret, we are unable to do business with you direct, as wehave been represented by Messrs…in your city.

Key to Lesson Three

I. Translate the following expressions into Chinese:

1.reasonable price 6. 机密

2.execute an order 7. 插图目录

3.status enquiries 8. 大概了解

4.in advance 9. 财务情况

5.China Textile I/E corp. 10. 资信证明人

II. Fill in the appropriate word or words from the list:

1.fall

2.under

3.buy

4.appreciate it

5.advise

6.appreciate

https://www.360docs.net/doc/967248134.html,rm; are in the market for

8.handles

9.confindence

III. Rewrite the following underlined:

1. We owe your name and address to the Chamber of Commerce abroad.

2. We avail ourselves of this opportunity to get into touch with you for the export of our products.

3. We enclosing you our latest of pricelist of our new products.

4. Should any of the items be of interest to you, please let us know.

5. We should ship the goods as soon as we receive your shipping instructions.

6. We are writing you in the hope of establishing business relations with you.

IV. Translating the following sentences into English :

1. We approach you for the export of Chemicals.

2. Please inform us in which line you are most interested in .

3. As regards canned food, we recommend that you approach Tianjin Foodstuffs Imp/Exp Corporation direct.

4. We should highly appreciate it if you would inform us of the financial and business standing of the above firm.

5. As regards any information about the business standing of the firm, please refer to the Bank of China, Beijing and the International Commercial Bank of China.

6. Any information you may give us will be treated strictly in confidence.

Key to Skill Training

Draft a letter to a company asking for establishing business relations

Exercise I

上海新际进出口公司

SHANGHAI XINJI I/E CO.

Wit Co.Ltd

Seosomun-Dong, 2-gu

Chung-gu, Seoul, Korea

October 28, 1998

Dear Sir or Madam,

We learned from the International Department of Bank of China that you are a reputable distributor with extensive sales connections in your area. We write this letter with a view to entering into business with you in near future.

Established in 1986, we are a state-owned corporation specializing in the import and export of light industrial products with a registered capital of RMB 20 million. With years of effort we have expanded our business scope impressively and now we deal in nearly 100 kinds of merchandise. We?ve succeeded in establishing trade relationship with many advanced manufacturers in China and have introduced a lot of excellent products abroad. Enclosed please find our latest catalogue. For your information, we recently launched a kind of table lighter, as a novelty decoration or a practical gift, which is of supreme quality and fine workmanship. Its exceptional material and unique style have evoked a good reaction in Japan. We have airmailed some samples to you and expect your favourble comments.

We are looking forward to your early reply.

Yours truly,

Shanghai Xinji Import & Export Co.

Exercise II

China National Textiles I/E Corp.

Shangdong Branch

52 Rehe Road,

Qingdao 266021

P.R China

April 27,2003

H.A Cabell & Co.

112 St.Louis Street

Croydon

England

Dear Sirs,

Your name and address has been introduced to us by L.R.Byron & Co. as a prospective buyer of Chinese textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.

In order to acquaint you with a general idea of the various kinds of Chinese textiles now available for export, we enclose a brochure and a sample-cutting booklet.

Should any of the items be of interest to you, please contact us. We will give you the lowest quotation and do our best to meet your requirements.

Your early reply will be highly appreciated.

Yours sincerely,

China National Textiles I/E Corp.

Chapter III ENQUIRIES, OFFERS AND COUNTER-OFFERS

Lesson Four

Exercises

I.Translate the following expressions into Chinese and then make sentences:

1.first enquiry

2. supply sb. with sth

3.look forward to

4. payment terms

5.as requested

6.by separate mail

7.enjoy popularity8.expand one?s market

II.Fill in the blanks with appropriate prepositions:

1. ______ separate cover, we have already sent you samples of various sizes of shoes.

2. Chinese Black Tea enjoys a ready market _____Kuwait.

3. We prefer Red Leaf Brand______ Swallow Brand.

4. If you won?t ship the goods_____ the stipulated time, we shall have to file a claim with you.

5. We are ________receipt of your letter of May 4.

6. We would like to inquire ____ 500 sets of your Model No. 55 cassette recorder.

7. We are interested _____ your products and shall be pleased to have a catalogue_____ a price list.

8. We would like to have your price, shipping date and other terms of business ____ this article.

9. There is always a ready market here _____ your goods, if they are ____ good quality and competitive ______ price.

10. It will be appreciated if you will send us samples ______ airmail.

III.Translate the following sentences into English:

贵公司7月5日就砂糖的优惠条件的询盘收悉。

请寄送产品的详细资料，包括尺寸、颜色和最低价格，并附寄用各种质料制成的样品。

本地区对高质量的手套有着稳定的需求。

如能另邮寄来化工产品的目录本两本和价目单一份，不胜感激。

付款应以保兑的、不可撤销的信用证，凭即期汇票付款。

应贵方要求，兹另邮寄我公司最近的出口商品目录本及价目表。

我们接到贵方三月二十五日对我们核桃仁的询价单。

IV.Translate the following letter:

执事先生：

从澳大利亚驻北京大使馆得知贵公司是生产羊毛毛衣出口的。

此地对这种高级产品需求稳定，尤其是色彩鲜艳的。

如能收到贵方产品的目录本、出口价格和付款方式的详细资料以及各种样品，我们将不胜感激。

盼速复。

此致

Cromb 纺织品有限公司

72 Flint Street

Sydney, Australia中国纺织品进出口公司

李捷（经理）

2002年11月22日

Key to Lesson Four

I. Translate the following expressions into Chinese and then make sentences:

1.首次询盘5.按照要求

2.向某人供应某物6.另邮

3.期望7.畅销

4.支付方式8.扩大市场

II. Fill in the blanks with appropriate prepositions:

1. Under

2.in

3.to

4.within

5.in

6.for

7.in, with;

8. for9.for, of, in10.by

III. Translate the following sentences into English:

1. We have received your letter of July 5, enquiring about the best terms of sugar.

2. Please send us details of your products including size, colors, the lowest price and samples of

different qualities of material used.

3. There is a steady demand for gloves of high quality in this district.

4. We shall appreciate it if you can send us under separate cover two catalogues and a price list of your chemical products.

5. Payment should be made by an irrevocable and confirmed letter of credit payable by draft at sight.

6. As requested, we are sending you under separate cover our latest catalogues and pricelist covering our exports.

7. We have received your enquiry of 25th March for our walnutmeat.

IV. Translate the following letter:

Dear Sirs,

We learn with pleasure from the Australian Embassy in Beijing that you are producing for export wool sweater .

There is a steady demand here for high-class goods of this type, especially in brighter colors.

We would appreciate receiving your catalogue and full details of your export prices and terms of payment, together with any samples you can let us have.

We look forward to hearing from you.

Yours faithfully,

Lesson Five

A Specific Enquiry

Exercises

I. Translate the following expressions into Chinese and then make sentences:

1.send…by airmail

2. acquaint sb. with sth.

3.quote sb. a price

4.inclusive of

5.place an order

6.learn with pleasure

7.so as to https://www.360docs.net/doc/967248134.html,petitive and acceptable

II. Fill in the blanks with proper prepositions:

1. Quotations and catalogues will be airmailed to you _______receipt ______ your specific enquiry.

2. The buyer with whom we have discussed the business in native produce is interested _____ offers _____ both walnutmeat and walnuts.

3. Referring ______ your letter of O ctober 6 enquiring _____ men?s shirts, we wish to inform you that this article falls ______the scope of business activities of China National Textiles Import and Export Corporation, ________ whom we have forwarded your enquiry _____ their attention.

4. There are two items _____ commission.

5. If your price is competitive enough, we shall be glad to place a substantial order ______ you _____ the said goods.

6. We are______ the market ____ electronic type-writers, and if your price is competitive and quality reliable, we shall place orders with you _____large quantities.

7. Would you please send us details _____ your various ranges, including sizes, colors and prices, and also samples of different qualities of material used.

8. We hope the above will be acceptable _____ you and await _____ interest your early reply. III. Translate the following sentences into Chinese:

We wish to have your prices for 100 sets of your products for August shipment.

Please send us full details of your goods and give your earliest delivery date.

We have made an enquiry for your goods and should be glad if you would send us the samples you have in stock.

Your advertisement on “Commercial Weekly” of March 8 interests us and please let us have information as to the price, quality and full details of the goods.

5. We are one of the largest department stores here and believe there is a good market in our area for moderately priced goods of hand-made artificial leather bags.

6. While appreciating the good quality and fine style of your bicycles, we find the prices of your goods, especially the women?s bicycles, are too high to be competitive in our markets.

7. We are making you, subject to your acceptance reaching us not later than September 15, the following offer.

8 .Our prices are quoted on CIF Lagos basis. If you would prefer the goods to be sent by airfreight, this will be an extra charge.

9. We are sending you separately a copy of our latest price list giving CIF Amsterdam price together with an illustrated catalogue for your reference.

10. We like the quality of your goods and also the way in which you have handled our inquiry, and would welcome the opportunity to do business with you.

IV. Translate the following sentences into English:

从纽约A.B.C.公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价格公道的商品，本地区常有需求。

所附价格单和图解目录将给你提供有关你方最感兴趣的型号的具体情况。

目前我们对台布、餐巾感兴趣。如贵公司能寄来商品目录、商品样品及价目表，我们将不胜感激。

如果你方对我们的产品有兴趣，请尽快通知我方。一旦收到你方具体询盘，即寄送报价单和样品。

如能供应五千吨小麦，请告知付款方式和每吨的价格。

Key to Lesson Five

I. Translate the following expressions into Chinese and then make sentences:

1.航邮5.定购

2.使某人熟悉某事6.很高兴得知

3.向某人报价7.以便

4.包括8.具有竞争性和可接受的

II.Fill in the blanks with proper prepositions:

1.upon, of

2. in, for

3. to, for, within, to, for

4. of

5. with, for

6.in, for , in

7. of,

8. to, with

III. Translate the following sentences into Chinese:

本公司希望得知贵公司产品100 套的价格及八月船期。

请惠寄贵公司产品的完整目录，并告知最早的交货期。

本公司已询价贵公司产品，若能寄送库存样品，不胜感激。

我们对你们在3月8日“商业周报”上所刊登的广告很感兴趣，现请告知该商品的价格、质量以及其他详细情况。

我公司是本地最大的百货公司之一，深信价格适中的人造革手提包在本地会有良好的销路。我们非常欣赏你们自行车的质量和漂亮款式，但是我们认为你方自行车尤其是女式自行车价格太高，在我地市场缺乏竞争力。

现报盘如下，以贵方接受复函于9月15日前抵达我处有效。

我们的报价为成本加运保费拉各斯价。如果你方愿意我方邮寄该产品，我们将收取额外差价。我们另邮寄出标有CIF阿姆斯特丹的最新价目表，以及一份插图目录供你方参考。

我们欣赏你方货物的质量以及你方对我方询盘的处理方式，并欢迎能有机会与你方做生意。IV. Translate the following sentences into English:

1.We learn from A.B.C. Co. of New York that you are exporting Nylon bed-sheets and pillow-cases. There is a steady demand here for the above-mentioned commodities of high quality at moderate prices.

2.The enclosed price list and illustrated catalogue will give you details of the model in which you are especially interested.

3.At present, we are interested in tablecloth, napkin and shall be pleased if you will send us the catalogue, sample and price list.

4.Please let us know immediately if you are interested in our products. We will send you our price list and samples to you as soon as we receive your specific enquiry.

5.Should you be able to supply 5000 tons of wheat, please let us have your terms of payment and price per ton.

Lesson Six

Exercises

I. Translate the following expressions into Chinese and then make sentences:

1.make sb. an offer

2. be subject to

3.as follows

4.in one?s favor

5.benefit from

6.remain valid

II. Fill in the blanks with proper words:

(A)

Dear Sirs，

You were recommended to us by London Chamber of Commerce. We are _____ in your leather boots. We are wholesalers in the North of England and we think your articles could find a good _____ in our _______.

We would be very pleased to ______ your catalogue and price list.

If your price and terms _____ our requirements, we will be glad to start a business _____ with you.

We are looking forward to __________ an early reply.

Yours faithfully,

(B)

Dear Mr. Prentice,

Thank you for your _____ of April 3 about our T-shirts for men and women.

We have pleasure in _____ our latest catalogue and price _____. We hope you will find it of _____.

If you require any further ______ ,please do not hesitate to ______us.

Yours truly,

III. Correct the following mistakes:

We feel regrettable that we can?t make you an offer at present.

This company exports a large number of wool every year.

Since our products enjoy high reputation in the world market, it is reasonable that the price quoted by us is higher than others.

We are not available for export.

Our company trades in many countries for porcelain.

There are three commissions left unpaid.

Wool is one of the chief export of Australia.

Can you supply us this size of shoes?

IV. Translate the following sentences into English:

1.我们对蝴蝶牌缝纫机有兴趣，请报五十台实盘。

2．按照请求，现电传报盘三百辆飞鸽牌自行车如下,以你方十日内复到有效。

3.本公司在纽约的分处，请求提供要销售到中南美洲的5000 台电风扇的报价。请告知贵公司所能定期交货的数量，并报出CIF 洛杉矶的最优惠条件。

4.一俟收到你方订单，我们就将对此货报盘，以未出售为有效。

5.由于此货需求量很大，我们建议你方从速接受我方报盘。

V. Translate the following letter into English:

敬启者：

为复你方三月二十六日询价，现报盘如下，以我方最后确认为准：

4000打工作手套，每打……美元新加坡成本加运费净价，规格见附页，船期八、九月。付款要求以保兑的、不可撤销的信用证凭即期汇票支付，在装船前30天开出。另邮寄去各种尺寸的样品以及所需要的小册子。

若觉得上述报盘可接受，请来电以便我方确认。

Key to Lesson Six

I. Translate the following expressions into Chinese and then make sentences:

1.向某人报盘4.以……为受益人

2.以……为准5.获利

3.如下6.保留有效期

II.Fill in the blanks with proper words:

（A）interested; market; area; receive; meet; relationship; receiving

（B）enquiry; enclosing; list; interest; detail; contact

III.Correct the following mistakes:

We feel regretful that we can?t make you an offer at present.

This company exports a large amount/quantity of wool every year.

Since our products enjoy high reputation in the world market, it is reasonable that the price quoted by us is higher than that of others.

We have no available goods for export. Or: There are no goods available for export.

Our company trades in porcelain with many countries.

There are three items of commission left unpaid.

Wool is one of the chief exports of Australia.

Can you supply us with this size of shoes?

IV.Translate the following sentences into English:

1. As we are interested in “Butterfly” Brand Sewing Machines, please make us a firm offer for 50 sets.

2. As requested, we make you a fax offer for 300 “Flying Pigeon” Brand Bicycles as follows，subject to your reply reaching us within ten days.

3. Our New York branch has asked us for a quotation for 5000 units of electric fans to be sold in Middle and South American countries. Please let us know what quantities you can deliver at regular intervals, and quote your best terms CIF Los Angeles.

4. Upon receipt of your order, we will offer these goods subject to being unsold.

5. As the goods are in heavy demand, we would advise you to accept our offer without delay.

V. Translate the following letter:

Dear Sirs,

In reply to your enquiry of March 16 ,we are giving you an offer ,subject to our final confirmation, as follows:

Commodity: Working Gloves

Specifications: As per attached list

Quantity: 4000 dozen

Price: US$ … net per dozen CFR Singapore

Shipment: August/September

Payment: confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment.

Under separate cover, we have sent you samples of various sizes and the brochure required.

If you find the above acceptable, please fax us for confirmation.

Yours truly,

Lesson Seven

Exercise

I. Translate the following expressions into Chinese and then make sentences:

1.on the high side

2.in terms of

3.be reluctant to

4.measure up to

5.open up a market

https://www.360docs.net/doc/967248134.html,pete against

7.in view of 8.reduce…by 4%

II. Fill in the blanks with proper prepositions:

1. We are pleased to receive your offer _____ the subject goods now available ____ export.

2.If your shirts agree______ the taste of our market, we feel confident _____ placing a trial order with you.

3.We confirm making you the following firm offer this morning _____ 200 metric tons of groundnuts, subject _____ your reply reaching here _____ the end of this week.

4.Considering the long business relationship _______ us, we have decided to offer you a special discount ______ 5% ______ an order ______US$ 5000.

5.____ your information, we have been overwheimed with inquiries ____ buyers in different countries, and expect to conduct business ______our level.

6. In view _____ what was mentioned above, we shall suggest _____ your interest that you may take full advantage ________ the market.

7. If your price were reduced _____10%, we would place a substantial order _____ your Laser Printer.

8.Although we are ____ urgent need of such product, we find your price too high and out of line ____ the prevailing market level.

III. Complete the following letters:

(A)

Dear Sirs,

We are in _____ of your letter dated March 21 and ,as requested, are airmailing you, under _____ cover, one catalogue and two samples for our cotton shirts. We hope they will _____ you in due course and will help you in making your selections.

In order to start a concrete transaction between us, we take pleasure in making you a __________ offer, subject to our final _________.

We trust the price and the quality will be ___________ to you and await with keen interest your trial _____.

Yours faithfully,

(B)

Dear Sirs,

We thank you for your _____ of November 3 i n respect of “ACREX” cutlery, and have pleasure in stating that our catalogue prices will be reduced by 5% if your monthly orders amount ____$ 2500 in _____. This is absolutely the most favorable offer we can ________.

The catalogue enclosed sets out our ______ of payment in detail, and as our prices have been ______ to the limit you will understand that these terms must be strictly ________.

Yours faithfully,

(C)

Dear Sirs,

Re:: Woolen Carpet

Thank you for your letter of October 3, _____us woolen carpet .However, we very much regret to state that we find the______ is too high.

Information indicates that the same _____ made in China has been sold at much lower price. So if you should reduce your price _____ 3%, we might _____to terms.

Considering our long-standing business relationship, we make you such a ______. We hope you take our suggestion into serious consideration and give us your ______as soon as possible.

Yours faithfully,

IV．Translate the following sentences into Chinese:

We are in urgent need of the goods to meet our immediate requirements and shall be pleased to have your lowest price CIF Jilong for 5,000 dozen of your fountain pen subject to your fax offer here by August 10.

That price you have quoted is in excess of the market price here. Some reasonable discount is essential for sale in this market.

We believe that you have offered us your best prices acceptable to our market if we consider the present firm market. However our customers insist on some further reduction in prices and we request you to reconsider a further discount of 3% to conclude the business.

We have learned about your ideas on our prices. We?ve heard that our quotation is not low enough to meet your needs. However, our prices have been shaved as far as possible and further reduction may not be possible without sacrificing quality. In view of our long business relations with you, we have made up our mind to concede a further 1% discount.

We would like you to note that there is every possibility that some price cut will justify itself for an increase in business.

V. Translate the following letter:

敬启者：

你方5月4日有关激光打印机的报盘已收悉。

我们很抱歉地告知我们的客户认为你方的价格偏高，现在订购有些犹豫。虽然我们欣赏你方激光打印机的设计和款式以及你们处理我们询盘的方式，但由于竞争者正报给更低价，所以我们无法接受你方报价。

若贵方价格能降低10％，我们会向你方大量订购。

盼佳音。

Skill Training for Enquiries, Offers and Counter-Offers

Exercise I

Training Situations:

Mr. Lawrence, the general Manager of the United Textiles Company, Ltd. (26 Lawton Street,

Liverpool, England), is a large dealer in textiles in England. He is interested in all Chinese silk products and now is approaching China National Import & Export Corporation, Shanghai Branch for an offer for specific products.

Training Material:

Hint 1: Interested in silk products and hope to receive the lowest quotation CIF London for 3,000 pieces silk carpet with details of discount and payment terms. Some catalogues and sample cuttings required.

Hint 2: US$125 per piece CIF London, subject to reply here before May 9. No discount. Payment by irrevocable L/C available by draft at sight is required. Catalogues and sample cuttings have been airmailed

Hint 3: Price is higher than those from other suppliers. Suggest a reduction of 10%, otherwise business is impossible.

Hint 4: The price of raw silk has gone up a lot. Besides, the quality is much superior to other makes. The price quoted is relatively favorable. Suggest early acceptance.

Hint 5: Difficult to push any sales at that price, suggest meeting each other half way.

Hint 6: Accept 5% reduction.

Training Requirements:

Divide the students into two groups. One group acts as the importer and the other as the exporter. Among the above hints, which ones are from the exporter

and which ones are from the importer?

Compose a dialogue into several letters according to the above hints and what you have learnt from this chapter:

A letter from the importer to the exporter enquiring for 3,000 pieces silk carpet.

A letter from the exporter to the importer offering 3,000 pieces silk carpet together with some other useful information..

A letter from the importer to the exporter pointing out that the price quoted is too high and asking for a reduction of 10%.

A letter from the exporter to the importer accepting his counter-offer.

A letter from the exporter to the importer declining his counter-offer.

Exercise II

Specimen Letter for Optional Study

Asking For Proforma Invoice

January 27,2001

Li Du Silk Import & Export Corporation

918 Xinhua Road

Beijing

China

Dear Sirs,

Thank you for your letter of January 25 and the enclosed sample of silk bathrobe.

We now inform you that our customers are satisfied with your sample and make a bid at US$ 42.25 per dozen CIF New York. As they must get approval from the authorities for importing such goods, please send us your proforma invoice in triplicate for 3,500 dozen if you agree to the above so as to enable them to apply for the necessary import license. As soon as the said license is approved, an L/C will be opened in your favor.

Your full cooperation in this respect will be appreciated.

Yours faithfully,

Orient Trading Company, Ltd.

Training Situations:

Orient Trading Company, Ltd. Intends to import 3,500 dozen Silk Bathrobe from Li Du Silk Import & Export Corporation, Beijing, China. They write a letter to the exporter asking them to send a proforma invoice (details see the above specimen letter).

Training Requirements:

Ask the students to act as the exporter and go through the above specimen letter. Then fill in the following proforma invoice according to the text with the hints given below:

3,500 dozen Silk Bathrobe at US$ 42.25 per dozen CIF New York, size assortment 4/S, 4/M, 4/L per dozen, for shipment in April,2002. Payment is to be made by an irrevocable, confirmed L/C payable by draft at sight.

形式发票：

丽都丝绸进出口公司

LI DU SILK IMPORT & EXPORT CORPORATION

918 XIN HUA ROAD

BEIJING CHINA

TEL:0086(10)68394716编号

FAX:0086(10)68394717No.:_____

E-Mail: ldsilk@https://www.360docs.net/doc/967248134.html,

PROFORMA INVOICE

日期

Date:_____

To Messrs:

1.装船口岸

2.到达口岸

FromTo

3.装船期限期收到可以转船及分批装运之信用证……天内装出.

Date of Shipment:Within … Days after receipt of L/C

allowing transshipment and partial shipments.

4.付款条件开给我方100%保兑不可撤销即期付款及可转证可分

割可转运可分批之信用证,并须注明可在上述装运

日期后十五天内在中国议付有效.

Terms of Payment: By 100% Confirmed, Irrevocable, Transferable

and Divisible Letter of Credit to be available

by sight draft and to remain valid for negotiation in China until the 15th day the aforesaid Time of Shipment and to allow transshipment and partial shipments.

5.保险按中国保险条款,投保一切险及战争险

Insurance:Cover all risks and war risk only as per the China Insurance Clauses

由客户自理

Useful Expressions for Chapter III

Please quote us your best price FOB Tianjin for 1,000 m/t Portland cement for shipment in June, 2002.

We shall appreciate your lowest quotation CIF New York for 2,500 dz. bed-sheets of the following specifications, inclusive of our 5% commission.

Details regarding specifications and designs will also be much appreciated.

Please send us some of your samples to acquaint us with the quality and workmanship of your supplies.

Should your price and delivery date be found acceptable, we will place a large order with you. Full particulars as to prices, quality, quantity available and other relative information would be appreciated.

We shall be pleased to receive your order, which have our prompt and careful attention.

In reply to your letter of December 5, we are making you a firm offer, subject to your reply received by us before December 12, as follows:

Thank you for your enquiry for our motor helmet. Enclosed please find our latest price lists and brochures.

We now inform you that we are in a position to supply the goods enquired for in your letter of May 3.

Please let us know the quantity you need so that we can work out our CIF price.

As regards the prices of the goods specified below, we would refer you to our quotation sheet of November 16.

Complying with your request, we now offer without engagement the following goods.

We are pleased to send you herewith a copy of catalogue listing our complete line of chinaware. We hope you will find price, quality and design satisfactory.

In reply to your letter of June 20, we are enclosing some patterns of our goods with prices and date of delivery.

We are sure that our prices are competitive enough to attract your customers.

If your quantity is considerably large, we can offer you a 3% discount off the listed price.

The above offer remains open till the end of this week and will not be available once it elapses. Unless otherwise stated or specified, all the prices quoted are net without commission.

As this is the only parcel available at present, you are requested to cable us your confirmation the soonest possible if you want to buy.

Goods from other sources are being offered at a price about 5% lower that that of yours.

We regret to point out that the price difference should in no case be as big as about 10%.

Owing to the rise in the cost, we are compelled to raise our price by 5% per dozen.

To make business possible, we are prepared to cut our price down to Stg￡67 per dozen CFR London.

If you agree to increase the amount of your order to …, we are prepared to allow you a special discount of 4% in our price.

We are afraid that we are not able to meet your request for a further reduction of 10% in our previous quotation.

What we have quoted is really the lowest, and, as such, we regret being in no position to reduce our price.

We regret our inability to accept your counter-offer as it is beyond what is acceptable to us. Regarding your offer of Walnuts, we regret to say that it has failed to evoke any interest. Buyers are not disposed to operate in view of the downward turn of our market. However, as soon as there is a revival of demand, we shall be only too pleased to revert to this subject.

Since our prices are closely calculated, we regret being unable to grant the discount you asked for. Key to Lesson Seven

I.Translate the following expressions into Chinese and then make sentences:

1. 价格偏高5. 打开市场

2. 根据6. 与……竞争

3. 不愿意7. 鉴于

4. 达到8. 减价百分之四

II.Fill in the blanks with proper prepositions:

1.on, for

2. with, of

3. for, to ,by

4. between, of, on ,for

5. For, from, at

6.of, in, of

7. by, for

8. in,with

III. Complete the following letters:

(A)receipt, separate, reach, special, confirmation, acceptable, order

(B)enquiry, to, value, make, terms, reduced, observed

(C)offering, price, carpet, by, come, counter-offer, reply

IV.Translate the following sentences into Chinese:

本公司迫切需要该物品，以应付紧急需求。烦请告知贵公司钢笔5，000 打，CIF基隆的最低价格，但请贵公司在8月10日前以传真报价为限。

贵公司开出的报价高于本地市场价格，若想在本市场销售，合理的降价是必要的。

若以目前市场的稳定性而言，本公司相信，贵公司已经提供了我方市场所能接受的最优惠的报价。然而，我方客户坚持进一步降价。请求贵公司考虑再降3％，以便达成交易。

本公司已获悉贵公司的理想价格，我方开价并未符合您的要求。然而，我方的价格已尽可能地压低，除非牺牲品质，否则进一步减价决不可能。但鉴于双方长久的贸易关系，我方决定进一步降价1％。

我公司希望贵公司明白，减价所造成的价格损失，将可由增加交易来弥补。

V.Translate the following letter:

Dear Sirs,

Thank you very much for your offer of May 4 for our Laser Printer.

We regret to inform you that our clients find your price on the high side and hesitate to place orders. Although we enjoy the design and style of your Laser Printer and the way you have handled our inquiry, we are not in a position to accept your offer at the price quoted, since the competitors are quoting a lower price.

If your price were reduced by 10%, we would place a substantial order with you.

We are looking forward to your favorable reply.

Yours faithfully,

Key to Skill training

形式发票：

丽都丝绸进出口公司

LI DU SILK IMPORT & EXPORT CORPORATION

918 XIN HUA ROAD

BEIJING CHINA

TEL:0086(10)68394716编号

FAX:0086(10)68394717No.: 2378

E-Mail: ldsilk@https://www.360docs.net/doc/967248134.html,

PROFORMA INVOICE

日期

Date:February 10,2001

To Messrs:

1.装船口岸

2.到达口岸

From Chian To New York

3.装船期限期收到可以转船及分批装运之信用证30天内装出.

Date of Shipment:Within 30 Days after receipt of L/C

allowing transshipment and partial shipments.

4.付款条件开给我方100%保兑不可撤销即期付款及可转证可分

割可转运可分批之信用证,并须注明可在上述装运

日期后十五天内在中国议付有效.

Terms of Payment: By 100% Confirmed, Irrevocable, Transferable

and Divisible Letter of Credit to be available

by sight draft and to remain valid for negotiation in China until the 15th day the aforesaid Time of Shipment and to allow transshipment and partial shipments.

5.保险按中国保险条款,投保一切险及战争险

Insurance:Cover all risks and war risk only as per the China Insurance Clauses

由客户自理

Chapter IV Conclusion of Business

Lesson Eight

Exercises

I. Translate the following expressions into Chinese or vice verse:

1.initial order 6. 重复订单

2.outstanding order 7. 取消订单

3.from stock 8. 服装公司

4.acknowledge 9. 大量存货

5.substitute 10. 折扣

II. Fill in the blanks with correct forms of the words given below:

A. satisfy

1 The quality of your new product ___________ us in every respect.

2. We assure you that the goods will turn out to the ___________ of your end-users.

3. We are not quite __________ with the shipment.

4. We are confident that this order will be ___________ to you.

B. regard

1. In _________ to S/C No. 1360, please ship the goods without delay.

2. As _________ the balance, we …ll advise you the position in a few days.

3. We _________ this as a good beginning

4. We know nothing __________ the market condition there.

C. regret

We find it _____________that you failed to book the shipping space on ss “Asia”.

We expressed ____________ at the delay.

We are __________ that we can not supply the entire quantity required.

It is ____________ that the matter should still be hanging unsettled.

III.Write a letter ordering the items listed below, specifying quantity, unit price, total amount and terms of payment, shipment, etc.

品名数量货号价格价格条件

不粘锅350026”USD 121 per setCFRD3 Chicago

140030”USD 164 per setCFRD3 Chicago

付款方式：即期汇票信用证

装运时间：12月25日之前及时抵达

Key to Lesson Eight

I. Translate the following expressions into Chinese or vice verse:

1.首批订单6. duplicate order

2.未完成订单7. cancel order

3.现货/动用库存8.garments corporation

4.承认9. large stock

5.替代产品10. discount

II. Fill in the blanks with correct forms of the words given below:

A 1. satisfies 2. satisfaction 3.satisfied 4.satisfactory

B 1.regard2. regards3.regard4.regarding

C 1.regrettable2. regret3. regretful 4.regrettable

III. Write a letter ordering the items listed below, specifying quantity, unit price, total amount and terms of payment, shipment, etc.

Dear Madam,

In reply to your E-mail dated December 4, we are interested in the different sizes of nonstick frypans your offer. We have decided to book a trial order with you as follows: CommodityQuantityItemUnit pricePrice term

Non-stick Frypans350026”USD121 per setCFRD3 Chicago

140030”USD 164 per setCFD3 Chicago

We place this order on the condition that shipment is effected in good time so as to reach us by December 25. We suggest payment by letter of credit against at sight. We would like to know if it is agreeable to you.

We are looking forward to your Sales Confirmation.

Yours faithfully,

Lesson Nine

Exercises

I.Translate the following expressions into Chinese or vice verse:

turn down an order6. 由“胜利”轮卸下

suspend an order7. 急需

book one?s order8. 供某人详阅

the captioned shipment9. 续订

expand our business10. 可供现货

II. Choose the suitable expressions for each blank.

We were satisfied with the products ________S/S Wanjie when your shipment reached us.

A. per

B. onto

C. exD nearby