外贸英语函电1-14答案

A PPENDIX II

Keys

答案

Unit 1 Layout of Business Letter

I.1. Seven. They are letterhead, dateline, inside address, salutation, body of the letter, complimentary

close and signature.

2. They are the indented style, the block style and the modified block style. I prefer the second,

for it is convenient to type.

3. It’s half way down the envelope leaving enough room for the stamp and postmark, and one

third or one half in from the left of the envelope.

4. Omitted

5. Omitted

II. Grand Resources Import & Export Corp., Ltd.

Liangmahe 32 ·

Chaoyang Di strict

Beijing 100016, China

your ref.: 206 MI/2009

our ref: 206TMR/2009

July 25, 2009

Lake Bikes Inc.

54 York road

Chicago

Illinois, USA

Attention: Mr. John Masow, the sales manager

Dear Mr. John Masow,

We write to introduce ourselves as one of the leading exporters from China, specializing in various types of bikes.

We enclose a catalogue of products covering the details of all the items and trust some of these items you will be interested in.

We would have the pleasure to receive your inquires for any of the items and we will send you our lowest quotations.

We are looking forward to your favorable and prompt reply.

Yours sincerely，

Ma Long III. 1. D 2. B 3. C 4. B 5. A

6. D

7. B

8. A

9. B 10. D

11. D 12. A 13. D 14. A 15. D

IV.

Xu Fang stamp

Star Sewing Machines

2 Guangzhou, China

Mr. J. Armstrong, the sales manager

United Steel Inc

648 Eastern Avenue

Pittsburgh

Pennsylvania, USA

Unit 2 Establishing Business Relation

I.1. Establish business relations with some other firms.

2. Do some credit investigations such as financial conditions, business activities, honesty

integrity and so on.

3. Through the following channels one can obtain the desired names and addresses of the firms

to be dealt with

1) Advertisements in the media;

2) Market survey;

3) Trade negotiation;

4) Investigation to the foreign country;

5) Exhibitions and Trade Fairs;

6) Banks;

7) Trade Directory;

8) Chambers of Commerce;

9) Commercial Counselor’s Office;

10) Trade press.

4. Telling the channels how you obtain his name and address.

5. Be sure to answer in full without the least delay after receiving any letter.

II. 1. D 2. C 3. A 4. B 5. A

6. C

7. D

8. C

9. A 10. D

III. 1. C (inform you our desire – inform you of our desire)

2. C (build up—building up)

3. A (enter—enter into)

4. B (more—much)

5. A (item—items)

6. A (has kindly recommended—has been kindly recommended)

7. D (informations—information)

8. B (lead—leading)

9. C (on—in)

10. B (unique feature—unique features)

IV. 1. Our company has established for ten years. Now we are keen to enlarge our trade in various kinds of cotton textiles, but unfortunately we have no good connections with your country.

2. We are the leading (greatest) importers of electric goods in China. Thank you for your letter

of August 3. It’s our pleasure to establish direct business relations with your company.

3. We have obtained your name and address through the Commercial Counselor’s Office of the

Embassy of the People’s Republic of China in your country and understand that you are the largest exporter of textiles and would like to establish business relationship with us.

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. At present, we are interested in all kinds of caps, gloves and socks and shall be pleased if

you will send us the catalogue, sample and price list.

6. Our mutual understanding and cooperation will certainly result in important business in future.

7. We see that your firm specializes in light industrial goods, and we are willing to establish

business relations with you.

8. We have been doing quite well in our business. We are willing to open a business relation

with you.

9. In order to give you some idea of various qualities of wooden blankets we carry, we have

pleasure in informing you by airmailing one catalogue, a list of price and some sample books for your reference.

10. We might add here that we have been in this line of business for more than twenty years. V. 1. 众所周知，我们十分重视同第三世界国家的贸易关系。

2. 如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。

3. 我公司是中国主要空调出口公司之一，出口各种空调，现特来函自我介绍。

4. 我们冒昧致函，意在寻求机会与你们建立贸易关系。

5. 承蒙英国伦敦商会介绍，获悉贵公司是贵国主要的棉纺织品出口商。

6. 和中国同行共事从来没有困难，希望今后我们之间尽可能多地建立新的关系。

7. 我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。

8. 现在我们借此机会致函贵公司，希望和贵公司建立业务关系。

9. 来函收悉，得之贵公司愿与我方建立业务关系，我们表示同意。

10. 为了使贵方对我方经营的纺织品有所了解，特航寄我方最新目录，供细阅。

VI. (1) 1. have 2. from 3. business relations 4. in 5. in a position

6. to

7. goods

8. tablecloth

9. reference 10. in

11. list 12. specific

(2) 1. given 2. establishment 3. connected 4. quantities 5. offers

6. details

7. goods

8. possibilities

9. importing 10. quote VII. Omitted.

Unit 3 Enquiries and Replies

I. 1. The aim of making enquiries is to get information about the goods to be ordered, such as

prices, samples, catalogue, delivery date and other terms.

2. In foreign trade, an enquiry is usually made by the buyers.

3. We should begin by telling him how you obtained his name. Some details of your own

business, such as the kind of goods handled, quantities needed, usual terms of trade and any information likely to enable the supplier to decide what he can do for you, will also help.

4. Replies should include the following points:

1) state firstly how much you appreciate it

2) answer all the questions

3) hope to receive the order

5. Replies should be prompt, courteous and helpful.

II. 1. D 2. B 3. C 4. A 5. C

6. B

7. C

8. D

9. A 10. B

III. 1. C (glove—gloves) 2. C (particular—particularly)

3. A (in—to)

4. B (buying—buy)

5. B (feel confident—feel confident that)

6. A (contact with—contact)

7. A (the affirmative—in the affirmative) 8. D (satisfied—satisfactory)

9. C (proform invoice—proforma invoice) 10. C (to—with)

IV. 1. We learn from ABC company of New York that you are exporting cotton bed-sheets. There is steady demand here for the above-mentioned commodities of high quality at moderate prices.

2. Under separate cover, we are sending you a range of samples and when you have a chance to

examine them, we feel confident that you will agree that the goods are both excellent in quality and reasonable in price.

3. We have received your enquiry of 14th May and learn of your interest in our hand-made

leather gloves. We are enclosing our illustrated catalogue and price list giving the details you ask for.

4. The enclosed price list and illustrated catalogue will give you details of the model in which

you are especially interested.

5. Please send us two copies of your latest catalogues together with terms of payment and the

largest discount you can grant.

6. We wonder whether you are in a position to meet our present requirements.

7. If your answer is in the affirmative, please quote us your best price CIF Guangzhou.

8. We welcome your order and can assure you that shipment will be made within 20 days after

receipt of your L/C.

9. We are sure you will find it worth buying when you read the enclosed illustrated leaflet.

10. Because of their softness and durability, our all cotton bed-sheets and pillowcases are

rapidly becoming popular.

V. 1. 如有仿制珍珠的存货，请将样品寄来。

2. 请以邮件告知贵公司的优惠价格及大概的装运期。

3. 我方期盼早日收到贵方的样品与报价单。

4. 感谢贵方10月30日的查询，并很乐意答复如下。

5. 如您所愿，我方已于今天另寄3份最新目录。

6. 我们想购买500瓦低功率微波炉。

7. 对于定期购买单项商品数量不少于100打，我们可给予2%的折扣。

8. 同时我们想在下单之前取得上述产品的样品，以供客户测试。

9. 如果测试结果良好，且你方价格又有竞争力，我们一定下大订单。

10. 我们很乐意给你们报关于HX系列瓷器的价格。

VI. (1) 1. about 2. out of stock 3. rush 4. by 5. seasonal

6. of

7. but

8. although

9. more than 10. enclosed

11. for

(2) 1. enquiry 2. in 3. line 4. position 5. with

6. according to

7. illustrated

8. under

9. range

10. the 11. time 12. to

VII. Omitted.

Unit 4 Offer and Counter-offer

I.1. Time of shipment and the mode of payment desired should be mentioned, and description of

the goods should be given.

2. a. to thank the seller for his offer

b. to express regret at inability to accept

c. to make a counter-offer if it is appropriate

d. to suggest other opportunities to do business together

3. A firm offer is a promise to sell goods at a stated price, usually within a stated period of time.

The promise may be express or implied.

4. Offer can be sent.

5. No, it cannot.

II. 1. C 2. B 3. A 4. A 5. A

6.C

7. A

8. C

9. D 10. B

III. 1. D : for 2. C: to 3. B: be 4. A: For 5. C: increasing

6. A: appreciating

7. B: accept

8.A: Unless

9. C: too 10.C: make IV. 1. We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by September 20.

2. We have learnt that there is a good demand for walnuts in your market, and take this

opportunity of enclosing our Quotation Sheet No.6868 for your consideration.

3. In reply to your cable of 3rd June, which asked us to make an offer for our Blanket No.33,

we wish to confirm our cable dispatched on June 6 offering you without engagement the following.

4. While we thank you for your letter dated July 9, we find it very regrettable to point out that

your prices appear to be on the high side and that there is no possibility of business.

5. This offer is subject to our final confirmation.

6. For lager orders we offer an extra 5% discount.

7. When replying, please state delivery period, discounts and terms of payment.

8. Your price are prohibitive. Unfortunately we cannot accept your offer.

9. We regret that we are unable to satisfy your special requirements for the items of packing in

our quotation sheet dated 28th .

10. We wonder whether the other suppliers are offering goods’ quality as good as ours. We do

hope that you will direct the attention of your clients to this point and try to persuade them to take into consideration not only the price but also the quality, which in our opinion is more important.

V. 1.我方很高兴贵方能对我方报盘进行认真地考虑。

2. 请寄最新报价单一份。

3. 为了扩大我方的销售额，特此写信询问产品交易的可能性。

4. 该目录中有我方所能提供的各种产品的图示和说明。

5. 希望能收到贵方订单，同时我方很乐意提供贵方所要了解的其他情况。

6. 如果你方有兴趣，我方可以向你报盘为纽约到岸价每个100美元。

7. 很难说我们何时能再报盘。

8. 你方的报盘与现行的市场价不符。

9. 感谢你方报盘，但是你方商品的规格不能满足我方的需求。

10. 很抱歉，我方不能接受你方报盘。

VI. (1) 1. gratifying 2. subject 3. per 4. usual 5. transshipped

6. quoted

7. demand

8. market

(2) 1. of 2. with 3. in 4. with 5. for

6. at

7. to

8. before

9. from 10. in

11. with 12. by 13. under 14. for 15. of

16. upon 17. of

VII. (Omitted)

Unit 5 Sales Promotion

I. 1. A good sales letter consists of four essential elements; it must

a. arouse interest

b. crease desire

c. create conviction

d. induce action.

2. When a seller receives no response from his customer concerning the offer he made

previously, he writes a follow-up letter to ascertain the reason. Sometimes no order has been received from an old customer, a follow-up letter may be sent to inquire into the reason for his silence.

3. yes.

4. a) keep the letter short

b) catch readers’ interests

c) Give the letter an attractive look.

5. (up to students)

II. 1. B 2. A 3. B 4. C 5. C

6. A

7. B

8. C

9. D 10. A

III. 1. D: to 2. B: for 3. A: would 4. D: being 5. C: any

IV. 1. Under separate cover, we have airmailed samples of our new articles for your reference.

These new articles are moderate in price and excellent in quality. We think it will be to your advantage to push sales of them at an early date.

2. Since the required articles are not available, we would like to recommend the

undermentioned products which can be supplied from stock for prompt shipment. This recommendation is made in the interest of both parties.

3. With a view to supporting your sales, we have specially prepared some samples of our poplin

together with a price list, which are enclosed for your consideration.

4. Thank you for your letter of Nov.15 concerning electric fan Art. 2112. We regret to tell you

that we are unable to promote sales as your price is too high to interest buyers to make a counter-offer.

5. With regard to your application for attending the Guangzhou Fair, we are contacting the

relevant parties and shall inform you as soon as the application is approved.

V. 1. 我们保证让你完全满意。

2. 因为我们准备清仓，所以将给你方大折扣。

3. 我们真诚地希望在将来与你们有贸易往来。

4. 为了支持你的销售，我们特意准备了一些新样品另寄给你，供你方参考。

5. 我们并不是催促你方作决定，但是这个货需求很大，我们建议你接受我们的报盘。VI. (1) 1. to 2. from 3. from 4. because 5. quite

6. enclose

7. sales

8. meet

9.transactions

(2) 1. put 2. prefer 3. terms 4. allow 5.for

Unit 6 Orders and Acknowledgements

I. 1. After receiving an offer the buyer may write an order.

2.The order is used if the buyer is interested in the goods and agrees to all the terms in the offer.

Usually well-known customers will probably use a form while an unknown customer or one placing a single order will often use a letter. Compared with the offer or quotation, the order is a more common form of correspondence for obtaining equipment, services, and supplies.

3. The order must be accurate, special and complete if you want to receive the exact goods you

want.

4. An order or an order letter should include:

1) Name of commodity and specifications;

2) Quantity;

3) Price;

4) Packing;

5) Date and method of shipping;

6) Terms of payment.

5. After the receipt of the order, if the goods required are available the seller should lose no

time to state his/her acknowledgement. If the order is from a new customer, you, as a seller had better write an acknowledgement letter. The letter should:

1) Acknowledge the order with the expression of thanks;

2) Restate the shipping instructions, the terms of payment;

3) Add a favorable comment on the goods ordered;

4) Draw attention to other products likely to be of interest;

5) Hope for further orders.

II. 1. C 2. A 3. B 4. A 5. B

6. C

7. C

8. A

9. C 10. C

III. 1. 凭样订购

2. 第一次订购

3. 决定成交

4. 履行交货

5. 将订货增加一倍

6. 恭候你方来函订货，我们将予以迅速办理。

7. 根据你方的报盘，我方准备以单价40美元购买500张学生课桌。

8. 请按上季订单，再订购教材400套。

9. 我们欲购买50箱陶瓷茶具，前提是单价不超过人民币100元。

10. 请尽力妥善安排此订货，并以快递寄出。

IV. 1. We shall be pleased to receive your kind orders.

2. Your order of any time shall have our best and immediate attention.

3. If you place us your order, we shall do our best to execute them to your satisfaction.

4. Please forward us 600 bed sheets in accordance with your sample.

5. We take much pleasure in placing an order with you as follows.

6. We are regretful that we are unable to book your order at the prices we quoted six months

ago.

7. We have pleasure of placing the following order with you, and hope; you kindly send by fast

freight．

8. We thank you very much for your kind order of February 25, being accompanied by your

check, value $2,000, which we received today．

9. We are glad to receive your order and confirm that all the items required are in stock．

10. We acknowledge with thanks receipt of your Order No. 20, of cotton pillowcases of March 12. V. 1.C (on—in) 2. C (for—to)

3. C (in—of)

4. D (for—at)

5. D (in—for)

6. B (over here—here)

7. A (with—of) 8. D (totaled—totaling)

9. D (good—goods) 10. D (at—in)

VI.

Dear Sirs,

Subject: women’s cardigans

From the samples you sent to US on May 10th, we have made selections. We take pleasure in placing you the following order, which we commend to your immediate and best attention: 100 women’s cardigans large-sized

100 women’s cardigans middle-sized

100 women’s cardigans small-sized

Please kindly forward these as early as possible. Enclosed please find a draft as the prices you offered us.

Yours truly,

×××

Unit 7 Packing and Transportation

I. 1. To some extent, packing is a kind of art. On the one hand, packages should reach importers

in perfect shape, even if they meet with nasty storm or other kinds of bad weather during the roughest journey. And no exporter would expect to find their goods damaged or partly missing on arrival. On the other hand, commodities should be kept in good condition for the protection of their quality and quantity. Therefore, packing is considered as a means of promotion to attract more customers so that advantages could be obtained in such a highly competitive market.

2. Packing mark is also called transport package shipping mark, which is composed of a few

simple geometric figures, letters, numbers or words. And it is generally divided into two categories: (1) shipping mark, (2) indicative mark and warning mark.

3. Specifically speaking, it indicates the name, net weight, gross weight, the length and width of

every piece of goods so as to let the consignee declare, identify and check at the customs more easily after receiving the goods.

4. Because it is cheaper to deliver large quantities of goods over long distances.

5. Shipping Instruction is a kind of document given by the buyer to the seller before the

shipment for the requirement and instruction of the goods about its mode of packing, the stencil of shipping mark, mode of transportation and so on. Shipping Advice is a kind of notification given by the seller to the buyer after the shipment which contains the time of shipment, the ports of loading and destination, means of conveyance, partial shipment, transshipment, name of ship, dates of effecting shipment and arrival, number of sales contract, quantity of shipment, etc.

6. Yes. It is a receipt of the goods given to the shipper by the shipping company, an evidence of

ownership of the goods and a contract for the performance of certain services upon certain conditions.

II. 1. C 2. C 3. A 4. B 5. D

6. B

7. A

8. C

9. C 10. A

11. C 12. D 13. D 14. C 15. B

III. 1. C (at—during) 2. B (for—in)

3. A (subject to—be subject to)

4. A (rest sure—rest assured)

5. B (as many as possible—as much as possible)

6. A (number—numbers.)

7. A (ability—inability) 8. B (affected—effected)

9. D (shipment space—shipping space) 10. A (are—\)

11. B (for—by) 12. B (covers—covering)

IV. 1. Each silk blouse is wrapped in a poly bag, and packed in standard export cartons, each carton containing 30 dozens.

2. We do not mind whether the goods are packed in cartons or in wooden cases, as long as the

packages are seaworthy.

3. Owing to the congestion of the port, we could not book the shipping space for this month.

4. If the quotation does not include the cost of package, the phrase “ Export packing is for

buyer’s account” should be inserted in the contract.

5. To our surprise, the cases are intact but the contents are short.

6. You may rest assured that in our mutual interest we shall do everything possible to give you

our full cooperation.

7. Because our factory has confronted unexpected difficulties when producing the goods

ordered, please ask your clients to postpone the date of delivery to the end of next month.

8. We shall be very much obliged if you will effect shipment as soon as possible, thus enabling

them to catch the brisk demand at the start of the season.

9. We regret our inability to comply with your request for shipping goods in early March,

because the direct steamer sailing for your port calls on our port only around the 20th every month.

10. As our client requires us to ship the goods not later than July 15, please quote us for a

shipping container form Hong Kong to the above mentioned port before that deadline.

11. Referring to 6,000 kg of China Northeast Soybean, we are pleased to inform you that we

have booked shipping space on the vessel “Hua Sheng” V. 068.

12. We are pleased to inform you that the goods under Contract No. A 03 have been ready for

shipment. As soon as the shipment is made, we will send you the shipping advice without any delay.

V. 1. 我们已经随函附上货物包装所用的唛头和标号。请在刷唛头时做到清楚正确。

2. 我们的印花布用木箱包装，内衬牛皮纸和防潮纸，每箱30匹，一花五色平均搭配。

3. 装运前车门必须上锁。车门及发动机的钥匙应连同装运单据的副本一套随船交目的港

中国对外贸易运输公司。

4. 因此，我们在此次定货之前，务必得到你方采取有效措施来改进包装的保证。

5. 有必要采取措施使货物避免受潮。

6. 出口包装的结构必须考虑到经济与实效。出口商应记住，货物应当采用一种能保证安

全到达目的地和便于在装运中搬运的方式进行包装。

7. 很抱歉货物不能在信用证限期内装出，但工厂答应一个月内将货物准备妥当。

8. 由于你方定货量大，目前无法订到足够的舱位，希望你们同意分批装运。

9. 请确认我们的货物由4月15日左右起航的“东风”装运。

10. 我建议用集装箱船只装运，避免装卸过程中可能造成的损坏。

11. 根据你方要求，我们已将全套副本装运单据航邮你方，供你方办理进口关之用。

12. 由于我方的直接用户急需该批货物，请尽快交货以确保获得重复定单。

VI. (1) 1. informing 2. shipped 3. packing 4. cartons 5. reasonable

6. until

7. arrives

8. opinion

9. turns 10. future

11. case 12. affect 13. interest 14. possible 15. by

16. fail

(2) 1. charterer 2. carriage 3. title 4. charter-parties 5. tramp

6. hirer

7. liner

8. consignment

9. contract 10. evidence VII.

Example One

Dear Sirs

Thank you for your fax dated March 2nd.

First of all, please accept our sincere apology for losing your customer because of the delayed shipment. Unfortunately, we failed in shipping the goods before our New Year holiday in spite of round-the-clock attempt. On the other hand, long lasting of the New Year holiday made the situation even worse. Now at this last stage when the goods are containerized in Keelung and ready to be loaded on the vessel, we are hearing such sorrowful news from you.

We kindly ask you not to decline the orders at this stage and try to persuade your customer to accept the goods. Be sure that your try in this respect will strengthen our future cooperation undoubtedly. Please reply by fax.

Yours Truly

Example Two

Dear Sirs

We are glad to have your name and address from our Commercial Counselor’s Office and learn that your firm can supply a special kind of machine which can test the degree of air pollution. Its model is DM-8801k. We have, at present, an order from the Department of Environmental Protection for ten such machines. If you can supply them from stock, please make us an offer at once.

We want the machines to be packed each in wooden case supported with soft materials to ensure that the machines thus packed will not shift inside the cases.

As regards to markings, please note that the port of destination, Shanghai, should be clearly stenciled on each case with the case number for easy identification. As these machines are precision instruments which cannot stand rough handling, the wording “DO NOT DR OP” should also be marked on each case. We shall appreciate it very much if you will do it accordingly.

Since this is our first order, we hope to receive your favorable reply soon. With very best wishes.

Yours Sincerely

China National Import & Export Corp.

Manager

Unit 8 Packing and Transportation

I. 1. What are the popularly used method of payment and the basic points for attention in international

payments and settlements?

Although the currency to be used, time and method of payment are all stipulated in trade contracts, attention should be paid to the following points in settling international payments.

1) As a rule, international traders would pay or receive freely convertible currencies.

2) Time of payment can be different in international payments and settlements as the case may

be.

3) Method of payment commonly used in international payments and settlements includes:

remittance (M/T, T/T, D/D), collection(D/P at sight, D/P after sight, D/A), letter of credit and bank guarantee.

4) Foreign exchange control is being enforced in all the socialist countries, most developing

countries, or even a few developed countries.

5) International traders should be aware that legal title to the exported goods passes from the

exporters to his foreign buyer by means of documentation, regardless of whether the goods are physically in the possession of the buyer.

2. Who should be concerned under payment by L/C and how an L/C is issued?

The parties concerned to a documentary credit are: the applicant (importer/buyer), the issuing bank, the advising bank, the confirming bank, if any, the nominated paying/negotiating/accepting bank and the beneficiary (seller/exporter).

The procedures for issuing an L/C are as follows:

1) The buyer and the seller conclude a sales contract providing for payment by documentary credit;

2) The buyer instructions his bank—the “issuing” bank to issue a credit in favor of the seller (beneficiary)

3) The issuing bank asks another bank, usually in the country of the seller, to advise and perhaps

also to add its confirmation to the documentary credit;

4) The advising or confirming bank informs the seller that the credit has been issued.

From the above procedures it can be seen that the function of a bank is important.

3. Why do people prefer collection to L/C?

An irrevocable documentary credit gives the beneficiary greater assurance of payment. The issuing bank irrevocably commits itself to honor the exporter’s draft and/or documents provided that the stipulated documents are presented and all the stipulations of the credit are complied with. In case the exporter/seller requires a confirmed credit, then the credit—being an irrevocable confirmed documentary credit—gives the beneficiary double assurance of payment because it represents both the undertaking of the issuing bank and the undertaking of the confirming bank. However, if an issuing bank is considered to be a first class bank, there may not be any need to have its documentary credit confirmed by another bank. While in the case of collection, the bank will only do the service of collection and remittance and will not be liable for non-payment of the importer.

4. Which method is safer and better for the seller, D/P or D/A? Why? Under what circumstances

shall a seller agree to payment by D/A?

D/P is safer and better for the seller, because it calls for actually payment against transfer of shipping documents, while in the case D/A, the buyer can get hold of the shipping documents against his acceptance, which merely is a promise to pay after a certain days. Payment by D/A is accepted only when the financial standing of the importer is sound or where is previous course of business has inspired the exporter to believe that the importer will be good for payment.

5. What are the advantages of T/T in advance?

T/T is the easiest mode of payment and is typically used when samples or small quantity shipments are transported by air. T/T is also used between buyers and sellers who have already established a mutual trust, as this negates the risks associated with this, the fastest and cheapest mode of payment. Documents like air waybills, commercial invoices and packing lists will be sent to you along with the shipment in the same aircraft. As soon as the shipment arrives, you, with documentation, can clear the customs and pick up the goods. Shipping happens only after money is safely in seller's bank account. It usually takes 3-4 days for such a wire transfer anywhere in the world.

II. 1. C 2. C 3. B 4. C 5. A

6. B

7. C

8. C

9. A 10. B

III. 1. B (with regard of—with regard to) 2. A (is—are)

3. D (than—or)

4. B (establishing—established)

5. B (in—through)

6. C (confirmed—confirming)

7. D (of—with) 8. A (with—by)

9. C (with—at) 10. C (in—on)

IV. 1. You are authorized to draw a 60 days’ draft on our ba nk against this credit for the amount of

your invoice. Your draft must be accompanied by a complete set of shipping documents.

2. We are now awaiting the arrival of your L/C, on receipt of which we shall make the necessary

arrangements for the shipment of your order. Any request for further assistance or information will receive our immediate attention.

3. Although we are appreciative of your trial order for 1,000 sets washing machines, we regret

that we are unable to consider your request for payment under D/A terms, the reason being that we generally ask for payment by Letter of Credit.

4. In consideration of the friendly relations between us, we are, as an exceptional case,

prepared to accept payment for your trial order on a D/P basis. In other words, we will draw on you a documentary draft at sight through our bank on a collection basis.

5. If your L/C reaches us by the end of this month, we will exert our utmost efforts to arrange

shipment of your ordered goods at the beginning of next month.

6. We are prepared to accept payment by confirmed, irrevocable L/C available by draft at sight

instead of T/T reimbursement.

7. In the event of our acceptance of your offer, we shall open an irrevocable letter of credit in

your favor, negotiation in China against shipping documents.

8. Since our terms of payment are acceptable to other buyers, we trust you will agree to do

business with us on these terms.

9. It will interest you to know that as a special sign of encouragement, we shall consider

accepting payment by D/P during this sales-pushing stage.

10. We can only accept 20% T/T in advance within 3 days upon signature of the S/C, and the

other 80% of the total invoice value shall be made by L/C at sight to reach us 15-30 days before the delivery.

V. 1. 请注意，付款以保兑、不可撤销、允许分装和转船、见票即付的信用证支付。

2. 我们的付款方式，一般以保兑的、不可撤销的、以我公司为受益人的、按发票金额见

票即付的信用证支付。该信用证应通过我们认可的银行开出。

3. 我们通常的做法是凭即期付款交单而不用信用证。因此，我们希望你对这笔交易和今

后交易也接受付款交单方式。

4. 对你方1156号定单，我们可以接受你们所提的用远期汇票支付的建议。货物装出后，

我们将向你方开出60天期的汇票，请到期即付。

5. 为了你方在你市场推销我方产品铺平道路，我方将接受即期付款交单方式付款，以示

特别照顾。

6. 你方以付款交单方式付款的要求，我方已予以考虑。鉴于这笔交易金额甚微，我们准

备以此方式办理装运。

7. 我们要求一经下单先通过电汇预付总金额的10%，余额在装运后60天内付清。

8. 要求必须在90天内全额付清，如果现金支付允许5%的折扣。

9. 我们同意分三批等量装运，请你们向我方开立见票后60天付款的远期汇票，出票日期

为每批货的装运日期。

10. 我们想请你方注意我们6月23日签订的摩托车配件第6655号定单已备妥待运了。一

旦收到你方按随附的发票金额电汇我们2,200美元，我们将尽快安排装运。

VI. (1) 1. previous 2. manufacturers 3. make delivery 4. terms of payment

5. irrevocable

6. unchanged

7. inability

8. shipments

9. fulfill

10. by 11. effect shipment 12. appreciate

(2) 1. intension 2. sale 3. trial 4. under

5. In condition of

6. relations

7. exceptional case

8. draw on

9. documentary 10. collection

VII. Omitted.

Unit 9 Establishment, Amendment and Extension of the L/C

I. 1. The buyer should establish a Letter of Credit in favor of the seller at once.

2. The L/C should reach the seller one month prior to the date of shipment so as to give the seller

enough time to make preparations for shipment.

3. The seller should urge the establishment of the L/C.

4. The seller should send an advice to the buyer, asking him/her to amend them.

5. The seller will have to ask for extension of the expiry date as well as the date of shipment in

the L/C.

II. 1. C 2. C 3. B 4. C 5. A

6. B

7. A

8. A

9. B 10. D

III. 1. A (on—for) 2. D (to—with)

3. C (contact with—contact)

4. D (on—by)

5. C (in—on)

6. C (about—for)

7. D (in—on) 8. D (by—in)

9. B (late—later) 10. C (result from—result in)

IV. 1. If your L/C fails, you should be responsible for the cost of amending it to extend the shipping date.

2. Will you persuade your customer to arrange for a one-month extension of the L/C No.

TD204?

3. We advise your bank to amend L/C No. 125 to read “partial shipment is allowed”.

4. Please amend your L/C to allow partial shipment and transshipment.

5. The goods will be ready for shipment within 20 days as soon as we receive your cable

amendment to the L/C.

6. We will suggest, in your own interest, that you establish your L/C in RMB with the bank of

China in London.

7. We are now waiting for the arrival of the relevant L/C which we request you to establish by

cable.

8. You are kindly request to have your L/C issued early next month allow partial shipment and

transshipment.

9. You always request us to open a Letter of Credit at sight, but date of delivery is always 35

days after your receipt of the L/C.

10. Many banks in Europe are in a position to open L/C and effect payment in Renminbi.

11. Please open the L/C through the Head Office of the Advising Bank.

V. 1. 8月10日来信收悉。得知你方未能将第1680号信用证予以展期，深感遗憾。

2. 由于厂家的延误，我们不得不要求你们将信用证展期到本月15日。

3. 凭船公司/航空公司/或其它的代理出具的原始收费凭证，可接受金额较信用证规定为

多的预付运费。

4. 请更改83/9433号信用证，允许分批装船。

5. 你们拒绝修改信用证就等于取消订单。

6. 在收到贵方信用证修改书后，我们将赶第一班货轮把余下约20万平方英尺装运。

7. 坦率地说，开立信用证会增加我们进口商品的成本，对于这份巨额订单来说尤其如此。

8. 谢谢贵方合作，我一回到家就开信用证。

9. 若您方愿意在交货期前一个月开出信用证，我们就接受您的还盘。

10. 请电告哪家银行何时开立信用证。

VI. (1) 1. mentioned 2. relevant 3. reach to later 5. overdue

6. ship

7. stipulated

8. be extended

9. Validity 10. before

(2) 1. reference 2. for 3. up to 4. nor 5. established

6. upon

7. in our favor

8. according to

VII.

1.

Dear Sirs,

We have received your L/C No. 4936 covering 4,000 dozen of Poplin Shirts.

On examination, we find that your L/C prohibits transshipment and requires the shirts to be packed in one-dozen carton boxes, while our contract stipulates that the goods are packed in h half-dozen carton-box. As fro shipment, since there is no direct steamer sailing for Perth, transshipment is necessary. Therefore, you are requested to amend the L/C to read “Transshipment is allowed” and “Shirts are packed in Half-dozen carton boxes instead of one-dozen carton boxes” by fax accordingly.

Yours truly,

×××2.

Dear Sirs,

Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$50,000 in your favor, valid until Sept. 20. Please inform us by fax when the

order has been executed.

Yours sincerely,

×××

Unit 10 Insurance

I. 1. In international trade, goods forwarded from the place of shipment to the destination usually

have to undergo long-distance transportation; they are subject to various kinds of unexpected risks and may sustain loss or damage. In order to have themselves compensated for any conceivable losses of their goods, the importer or the exporter should cover transportation insurance with their underwriters prior to shipment.

2. The insured can obtain compensation of the cargo damaged or lost in transit at a relatively

small cost, namely the insurance premium.

3. T.P.N.D. cannot be insured against alone. The insured is allowed to insure against one or

several of them on the basis that he has already chosen F.P.A. or W.P.A.

4. In order to substantiate an ordinary average claim on CARGO, the following documents must

be presented: insurance policy or certificate, bill of lading, original invoice, survey report, master’s protest and statement of claim.

5. As insurance claim, if any, should be submitted to the insurance company or its agent as

promptly as possible.

II. 1. B 2. C 3. A 4. D 5. C

6. A

7. B

8. D

9. A 10. C

III. 1. B (will forwarded—will be forwarded) 2. D (of—from)

3. C (sail—sails)

4. D (cover—covering)

5. C (what—which)

6. A (convenient—convenience)

7. C (to—for) 8. B (consigner—consignee)

9. A (customers’—customer’s)10. B (consignments—consignment)

IV.1. We are pleased to inform you that we have covered the above shipment with The People’s Insurance Company of China against All Risks for USD5,000.00.

2. To avoid delay in shipment, the simplest way would be for us to arrange the necessary cover

here and to deduct the premium, which would amount to $18, from the 2% commission payable to you.

3. The consignment is to be located on the S.S. “Dashun” which sails from Shanghai on

December 16 and is due in Pusan on December 19.

4. The rate of risk of breakage is 3%, so if you prefer to arrange insurance against risk of

breakage, we’ll do it for you.

5. For the sake of convenience we wonder whether you could have the goods insured, on

behalf of us, against WPA and TOND for 110% of the invoice value at your end.

6. This is to acknowledge the receipt of your letter informing the opening of the L/C and

requesting us to cover insurance for the captioned goods on your behalf.

7. We are willing to accept your request… Before completing the shipment we will insure the

consignment with the local branch of the PICC as per the risks coverage and insure value you mentioned.

8. When the goods are delivered to the consignee’s warehouse at the destination named in the

policy, the insurance shall terminate.

9. Should any damage to the goods occur, a claim may be filed with the insurance agent of

PICC at your end, who will undertake to compensate you for the loss sustained?

10. It is our usual practice to effect insurance on CIF basis against All Risks and War Risk for

110% of the invoice value in the absence of definite instructions from our clients.

V. 1. 一收到贵方寄来的还款通知，我们就把保险费款还给你们。如果贵方愿意，可向我方开出即期汇票。

2. 保险单已经按照要求准备好，将和保险费款的还款通知一并于本周末寄给你们。

3. 希望贵方能注意合同是基于CFR的，而贵方信用证却要求CIF。

4. 我方本来早就电传给你方，要求你方重新修改，但进一步考虑后，我们没有这样做。

5. 一旦货物发运，即自动投保。

6. 关于包装和价值的细节已附，如果你们能就从出发港到目的港的一切险保险费报价，

我们将不胜感激。

7. 买方投保至内陆城市的要求可以接受，但额外保费应由买方负担。

8. 卖方需在CFR条件下对货物投保。

9. 如果额外保费由你方承担，有一个5%的免赔率，我方也能满足客户的要求。

10. 必须指出保险时限是在60天内所保险的货物至目的港卸货。

VI. (1) 1. inform 2. regarding 3. for 4. through/with 5. make sure

6. covered

7. against

8. for

9. insure 10. above

11. extra premium 12.shipping advice

(2) 1. claims 2. once 3. have 4. the goods 5. methods

6. customers

7. consignments

8. should

9. affect

VII. Omitted.

Unit 11 Agency

I. 1. What is agency?

Agency is a usual international practice that an agent is appointed to act as a marketing behavior, such as selling or purchasing.

2 Why shall an agent be appointed to sell the goods in a foreign country?

The reason for appointing a foreign agent is his knowledge of local conditions and of the market in which he will operate.

3. What are the main types of agents in buying and selling and what is the difference between

them?

There are mainly two types of agencies, namely sole or exclusive agency and non-exclusive agency. A sole or exclusive agency is to be appointed to sell the goods in a particular area and the similar products of the competitors are not be allowed to sell. However, the non-exclusive agency has no such commitment.

4. When an agent is being selected, what qualifications should be considered?

1) Their reliability should be good and their financial standing should be sound. 2) The agent

should have wide market connections and the sales organization should work effectively. 3) The agent should have enough technical ability to handle the goods, such as after-sale services, etc. 4) Whether the agent to be appointed are connected with the sale of other competing products.

5. When an agency agreement is drafted, what elements should be covered:

1) The nature and duration of the agency. 2) The territory to be covered 3) The duties of the

agent and the principal. 4) The method of purchase and sale.

II. 1. B 2. C 3. A 4. D 5. A

6. C

7. B

8. C

9. B 10. C

III. 1. C (receive—receiving) 2. A (in—to)

3. B (in—by)

4. B (for—to)

5. C (for—with)

6. B (in—of)

7. C (offer—offering) 8. D (start—starting)

9. C (in—with) 10. A (appreciating—appreciated)

IV. 1. We will act as your sole agent for the sale of textile products in the North of America. Area.

2. We are willing to establish sole agency business relations with you on the basis of equality

and mutual benefit.

3. With view of sound financial standing and widely good connections with the local

customers, we appoint you to act as our sole agent for a period of two years in the area of North America.

4. Enclosed you will find our draft agreement for the sole agency in duplicate, please

countersign them and send one copy back for our file.

5. We have learned your name and your address from Smith Company that you are hunting for

an agent.

6. We thank you for your letter of 1st of November, offering to act as our agent for the sale of

glassware in European area.

7. We will send our representative to discuss the subject of sole agency.

8. If you are willing to appoint us to act as your agent in China area, we will undertake to sell

the goods not less than US$500,000 each year.

9. We appreciate your proposal to act as our sole agent, but we are sorry that we have already