外贸函电2
外贸函电第二版-Unit-02-建立业务关系
(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告：我公司为食品大经销商，在国内 拥有大批客户。
12
We are willing to enter into business relations with you.（我们愿意和贵方建立业务 关系。） （3）表 达写信目 的 We are now writing you for …（我们现写信愿 意……。） We are desirous of …（我方愿意……。） We express our desire to …（我方愿意……。）
(2) We are a stated-owned corporation, engaged in exportation of following articles. 我们是一家国有企业，经营以下商品的出口业务 (3) We are given to understand that you are potential buyers of Chinese Green Tea, which falls in the scope of our business activities. 据了解，贵公司是中国绿茶的潜在买主，而中国绿茶正属 于我们的经营范围。 (4) This corporation handles/deals/specializes in the import and export business of Chinese Silk Goods. 本 公司经营/专营中国丝织品的进出口业务。
We look forward to receiving…（希望早日收 到……。）
《外贸英语函电》(第二版)习题答案详细版第2部分
《外贸英语函电》（第二版）习题答案详细版第2部分目录Chapter 9 key to exercises (1)Chapter 10 key to exercises (5)Chapter 11 key to exercises (9)Chapter 12 key to exercises (14)Chapter 13 key to exercises (18)Chapter 14 key to exercises (23)Chapter 15 key to exercises (27)Chapter 16 Cross-border E-commerce (30)Chapter 9key to exercises1. Translate the following terms.（1）售货确认书（2）售货合同（3）会签（4）一式两份（5）支付条款（6）船唛（7）溢短装（8）存档2. Choose the best answer to complete each of the followingsentences.（1）B（2）D（3）C（4）B（5）A（6）B（7）C（8）A（9）C （10）B（11）B（12）A（13）B（14）C（15）A（16）C（17）B（18）C （19）B（20）C3. Take the correct order on the following sentences.（1）The shipment remains valid until the 10th day after shipment. （2）We will fulfill all the contract stipulations.（3）We will give you a 3% discount as an exception to our usual practice.（4）Commission is usually given as a percentage of the total value of a transaction.（5）To open an L/C will add to the cost of our imports.（6）The time draft will be sent to you for your acceptance within a couple of days.（7）We want the goods on our market at the earliest possible date. （8）The difference is calculated according to the contracted price at a later time.（9）We think all the terms should meet with comment agreement. （10）It is very difficult for us to get the goods in large quantity as well as make prompt shipment4. Fill in the blanks of the letter.Captioned, ready, approaching, covering, within, subsequent, to, attention, basis, due5.Fill in the Sales Confirmation for the transaction stated in the following letter.6.Situational writing:Chapter 10 key to exercises1. Translate the following terms.（6）信汇电汇票汇（7）不可撤销的信用证（8）付款交单承兑交单（9）即期汇票（10）冻结资金（占压资金）（11）支付条件（12）开具汇票（13）原来的支付条件2. Choose the best answer to complete each of the following sentences.C A A B B AD A B A C D A D B B B C B A3. Translate the following sentences.1.As for terms of payment, we require irrevocable L/C payment by draftat sight.2.We have opened an L/C in your favor with Bank of China for theamount of USD326, 000.3.As agreed, the terms of payment for the above orders are letter ofcredit of 60 days’ sight or D/P sight draft.4.Your irrevocable L/C has been duly received, the shipment can bearranged next Tuesdays.5.Today we informed our bank to send you all the amount by Y/T.6.We accept your proposition of changing the terms of payment, and afax has been sent for the confirmation.7.A letter of credit would increase the cost of my import.8.When I open a letter of credit, I have to pay a deposit. That will tie upmy money and increase my cost.9.In order to avoid any amendment, please make sure that the L/C is inaccordance with contract terms.10.Please arrange shipment on receipt of the covering L/C.4. Translate the following sentences.(1)装船日期临近，请及时开立相关信用证。
外贸函电第二版03资信调查
外贸函电第二版03资信调查尊敬的先生/女士。
我方在你所在地的贸易伙伴已建议我们查询贵公司的信用状况，以便他们考虑是否可能与贵公司进行商业交易。
在此，我们希望提供足够的信息以帮助你理解这个请求，并希望你能提供一些必要的文件和信息以证明贵公司的信誉状况。
首先，请贵公司提供一份最新版本的财务报表，这将有助于我们了解贵公司的财务状况。
此外，我们也希望提供任何关于贵公司的业务历史和经营状况的信息，例如业务合作伙伴的评价或任何相关的业务经验。
如果贵公司有任何资信证明文件，例如资信报告或信用评级机构的评级，也请提供给我们。
这些文件将帮助我们更全面地评估贵公司的信誉状况。
最后，如果可能，我们希望了解贵公司的质量控制和产品检验程序。
我们相信这些信息将有助于我们更好地理解贵公司的业务运营和交货能力。
请注意，我们强烈建议贵公司在发送任何文件之前先进行内部沟通和讨论，以确保所提供的信息准确无误，并避免任何可能的误解或混淆。
同时，我们也感谢贵公司与我们分享这些信息的时间和努力。
我们对与贵公司的长期业务关系持乐观态度，并期待继续扩大我们的业务合作。
如果你有任何疑问或需要进一步讨论，请随时联系我们。
我们将尽最大努力为您提供所需的帮助和支持。
再次感谢你对我们查询贵公司资信状况的配合和支持。
我们期待尽快收到你的回复。
祝商祺！
[你的名字]
[你的职务]
[你的联系信息]。
外贸英语函电试题答案2
外贸函电试题(二)I.Put the following from English into Chinese or vice versa. (10%)1. sales confirmation2. enter into business relations with3. be in the market for4. import license5.opening bank6.下长期订单7. 保兑的、不可撤销的信用证8. 即期汇票9. 推销10. 一式二份II.Choose the best answer to complete each of the following sentences. (20%) 1．We shall All Risks for you.A. coverB. be againstC. get outD. offer2.The shipment time is June or July at our and the goods will be shipped in one .A. option, lotB. option, consignmentC. choice, shipmentD. decision, cargo3.The goods are sold on FOB basis and will be shipped .A. freight paidB. freight prepaidC. freight to forwardD. freight collected4.We regret to say that there is no stock for your order.A. preferableB. considerableC. possibleD. available5.Our offer is subject to your reply within one week.A. effectiveB. firmC. availableD. obtainable6. Shipment in Dec. is not since goods must arrive in Europe before the end of this year.A. acceptableB. allowingC. availabilityD. assure7. We deem it your advantage avail yourself our offer for 2,000 tons Linseeds.A. in…to…ofB. in…as…forC. to…to…ofD. of…as…for8. We hope this matter will not affect our good relations in our future .A. dealB. dealsC. dealingD. dealings9. We agree to continue business the terms stated in our Contract No. 4321.A. on, onB. as, asC. as, onD. on, as10. We would make you the following offer, subject to your reply us not later than November 25.A. reachB. reachingC. reachesD. being reached11. We are glad that we have come an agreement on this matter.A. upB. withC. toD. up to12. This particular material quite well, and we believe it will turn out your satisfaction.A. is…inB. has been…forC. uses…withD. sells….to13. We have arranged our bankers to issuing an L/C in your favour in a few days..A. forB. toC. withD. of14. In case of theft and pilferage, you may be assured that you will get from theinsurance company concerned.A. lossesB. costC. goodsD. compensation15. We find your L/C needs .A. to amendB. being amendedC. amendingD. to be amending16. You can find for black tea here.A. a ready marketB. most popularC. great popularityD. selling fast17. Please amend your L/C No.1234 .A. readB. readingC. to readD. to have read18. Refusal to amend the L/C is equivalent the cancellation of the contract.A. toB. withC. ofD. as19. Our office equipment would not be liable for import .A. dutyB. taxC. taxationD. fee20. Pack the goods the details on the attached list.A. vice versaB. to doC. as perD. per S.S.II.Fill in the following blanks with suitable prepositions (15%):Dear SirsWe have received your letter (1) February 7 and are pleased to note your desire to enter into business relations (2) us.At your request, we now offer you 1,ooo dozen Table-cloths, Art. No. 141 (3) prompt shipment (4) RMB￥25.00 per dozen CIF Port Sudan. This offer is subject(5) your reply reaching us (6) March 15, 2005.The price offered above is reasonable. As the selling season is approaching, we have received many enquiries (7) clients (8) other districts.To acquaint you (9) some (10) the commodities we handle, we are sending you (11) airmail (12) separate cover a commodity list and several pamphlet (13) your reference. Should you find any other items listed (14) interest, please let us know and we will make you offers (15) receipt of your specific enquiries.We look forward to your early reply.Yours faithfully,Translate the following from English into Chinese (15%)1. This contract is made out in two originals in both Chinese and English, each language being legally of equal effect.2. We confirm having cabled you an offer of 50 metric tons walnutmeat at RMB 41,765 yuan per metric ton CIF European Main ports for November shipment.3. We think you’d better accept this offer now than be perhaps compelled to agree to other offersless advantageous by delaying.4. As this item falls within the scope of our business activities, we shall be pleased to enter into direct business relations with you at an early date.5. We regret that your counter-offer is not acceptable to us as the price we quoted is quite realistic.IV．Translate the following from Chinese into English (20%)1．按照你方要求，兹另邮寄中国棉布的样本两份。
外贸函电_Unit 2建立贸易关系
Unit Two
Section 2:Specimen Letters
• We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. • We are a state-operated corporation. Handling both the import and export of textiles. In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items suppliable at present. • Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.
Unit Two
Section 2: Specimen Letters
4. according to customers’ samples, specifying designs,
specifications and packing requirements. 依据顾客的样品、专门的设计、具体规格和包装 要求 5. with customers’ own trademarks or brand names. 拥有自己的商标和品牌
Unit Two
外贸函电2
Instruction
Seller / A : • ABC Manufacturing Company Buyer / C : • Beijing Import and Export Company
Readings: 2-1. C1
Dear Sirs， We have been 告知 that you 经营 PVC 产品 ． If your corporation 经营这些商品 ，please 电告我们 an offer 根据，按照
(4) Your expectation
1) 我们希望你方尽最大努力既促进业务又增进友 谊（ hope）
2) 盼早复（Looking forward to）
3) 我方期待贵方尽快做出令人满意的答复（ await）
4) 我方希望收到贵方具体的询盘（appreciate ）
Section 3 Readings, Exercises &Writings
Embassies; Consulates; Chambers of Commerce in foreign trade;
(4)
Foreign Exchange Banks
1. How to find the suitable clients
(5)
Old Clients or Friends
(6)
ABC has the most modern PVC production facilities in North America，and our distribution network covers a11 major North American product markets．
外贸函电 Unit 2 Invitation and Arrangement of Visits
外贸函电
第四讲 主讲教师：任凤慧
Unit 2 Invitation and Arrangement of Visits
邀请与答复
1. Dear Mr/Ms, We should like to invite you to attend the 2003 International Fair which will be held from April 29 to May 4 at the above address. Full details on the Fair will be sent in a week.
Mr. Li will be in your city from April 2 to 7 to make specific arrangements and would very much appreciate your assistance. Yours faithfully
尊敬的先生/小姐， 感谢三月二十八日来信邀请我们公司参加2003 国际商品交易会。 我们乐于参加并计划展示我 们前几年生产的电子设备。李先生 将于四月二 日至七日去你市做具体安排，非常感谢你的协 助。
肯定答复
Dear Mr./Ms, Thank you for your letter of March 20 inviting our corporation to participate in the 1997 International Fair. We are very pleased to accept and will plan to display our electrical appliances as we did in previous years.
19. Economic cooperation 经济合作 20. Technological exchange 技术交流
外贸函电 2
一、修改句子1. For the past two years, no order has been given to us.2. We are afraid we can’t comply with your request.3. Would you please compare our goods with those of other firms?4. We hope you will effect a full settlement of our claim.5. We would like to make it clear that for further transaction, D/P will only be acceptable if the amount involved for each transaction is not up to U.S. $1 000 or its equivalent in RMB at the conversion rate than prevailing.6. We regret to inform you that the goods shipped by SS East Wind arrived in such an unsatisfactory condition that we can not take delivery, but lodge a claim with you.7. We request your immediate payment.8. We presume that there must be some reason for your having trouble with this article.9. We gladly refund when the returned items are clean and resalable.二、填空1. T his is to introduce ourselves as one of the leading exporters of garments in China.2. We take the liberty of introducing ourselves.3. Through the courtesy of Mr. Hughs, we have your name as a firm who is interested in our tapes.4. We have seen your advertisement in the Textile Journal and should be glad you would send us by return patterns and prices of good and medium quality cotton available from stock.5. Several of my customers have recently expressed interest in your waterproof garments and enquired about their quality. We should be glad if you could send us samples and quotations.6. In reply to your letter of 8 July, we are sending you separately our illustrated catalogue and latest pricelist for Chinese sundry goods.7. As for the samples, we shall be pleased to send you on request.8. Your early reply would be appreciated.9. We enclose a price list for our export items.10. We shall ship the goods upon receipt of your L/C. 1. Please let us know if you can supply us with 200 cases of Luncheon Meat for prompt shipment.2. We have sent an enquiry to your Shanghai Branch for the supply of 10 metric tons of Frozen Rabbit Meat.3. We are interested in the captioned goods, and shall be obliged if you will send us quotations on C.I.F. Liverpool basis, including 3% commission for us.4. When airmailing the samples, please indicate the reference number of this letter on the package.5. We require the goods to be packed in gunny bags of about 50 kilos net each.6. If the following items are available in your current stock, please quote your lowest price with full details of specifications and origin.7. We wish to refer to our quotation Sheet No.kv234 dated March 14 for Walnutmeat.8. Your early reply will enable us to arrange supply from stock.9. We hope to conclude the business to our mutual benefit.10. We assure you of our readiness to serve you in this and all future business.1. Your price is found to be on the high side.2. We shall try our best to satisfy your requirements.3. Please keep our posted of the demand and supply position on your market.4. I’m glad we’ve come to business on price.5. There is no possibility of doing business at this price.6. If your order is large enough, we are ready to reduce our price by 2 percent.7. I understand some countries are actually lowering their prices.8. We cannot see our way clear to accept your proposal for May shipment.9. Considering the quality, I should say the price is reasonable.10. No doubt yours is of a high quality, but still, there is keen competition in the market.1. We assure you that due care will be given to the packing of these goods.2. We enclose our Sales Confirmation No. km-9432 in duplicate, one copy of which is to be completed with your signature and returned to us for our records.3. Since our prices are quoted on the basis of C&FC3%, it is understood that insurance has to be effected by yourselves. But we shall be glad to effect insurance for your account at your request.4. Please note that our packing has been greatly improved with the result that our recent shipments have turned out to the satisfaction of our clients.5. We are glad to attach hereto our Proforma Invoice No. PI- 9435 in duplicate for your application for an import license.6. Although your counter-offer is below the current market level, we exceptionally accept your order, with a view to encouraging business.7. As there is an upward tendency in the price of dried chillis, we hope that you will place an order with us as soon as possible.8. With reference to our Proforma Invoice No. 9456 covering 1 000 pcs. “Diamond” brand Electric Desk Fans, we have not received any news from you so far.9. We are confident that your efforts will result in fruitful business.10. The manager himself will attend to this matter and have a talk with a view to settling it amicably.11. We look forward to receiving your fax order at an early date.12. We hope that you will take good note of the design of your canned meat containers, lest they should not be accepted by the consumers at our end.1. The packages should be marked with the lot number as given in the order sheet.2. The goods must be packed in 5-ply strong paper bags as stipulated in the contract.3. We agree to packing in cartons, provided the flaps are glued down and the cartons secured by metal bands.4. Please make the shipment as soon as our L/C is on hand.5. We assure you of our close cooperation.6. Normally, they have three types of packing: skin packing, hanging packing, and blister packing.7. Please pack one TV set to a cardboard box, 4 sets to a wooden case suitable for export.8. As the goods will probably be subjected to a thorough customs examination, the case should be of a type which can be easily made fast again after opening. 9. Cases must have an inner lining of stout, damp-resisting paper.10. Please ship the goods in strong packing to ensure good condition on arrival.三、函电合同英译汉Translation 译文：销售合同2001-128号合同卖方：湖南土特产和畜产品进出口公司买方：鹿特丹食品进出口公司本合同依据买方和卖方之间，买方同意购买和卖方同意出售，签约双方一致同意按照下列规定条款达成这笔交易商品名称：湖南莲子规格：2001年生产的大陆货数量：80吨单价：CIF鹿特丹每吨两万五千人民币总值：两百万人民币包装：双层麻袋保险：由卖方按发票金额的110%投保一切险和战争险装运期：2001年11月装运港：中国湖南岳阳目的港：鹿特丹港唛头：任卖方选择付款条件：用不可撤销的即期信用证签约日期和地点：2001年9月18日于中国湖南长沙买方卖方_____ ______签字签字。
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The Letters of Enquiries and Replies询价和回复的信函例文1.General Enquiry and Reply一般询价和回复(Enquiry)Gentlemen:We learn from ABC & Co. Ltd, New York that you are a leading exporter in your country.We are, at present, very much interested in importing your goods and would appreciate your sendi ng us catalogues, sample books or even samples if possible.Please give us detailed information of CIF Guangzhou prices, discounts, and terms of payment.We hope this will be a good start for a long and profitable bussiness relations.Truly yours,(Reply)Gentlemen:We welcome you for your enquiry of March 21 and thank you for your interest in our export com modities.We are enclosing some copies of our illustrated catalogues and a price list giving the details you a sk for. Also under separate cover, we are sending you some samples which will show you clearly t he quality and craftsmanship. We trust that when you see them you will agree that our products ap peal to the most selective buyer.We allow a proper discount according to the quantity ordered. As to the terms of payment we usua lly require L/C payable by sight draft.Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention.Truly yours,Notes1.CIF 价格术语“Cost, Insurance and Freight”，成本、保险加运费的缩写。
通常称作“到岸价”。
2.discount n. 折扣，折价，贴现allow (or:give, make, grant)...%discount off (on) the prices of goods 按货价给予...％的折扣If you order for 5,000 sets, we would grant you 10% discount. 如果你方能定购5000台，我们将给予10％的折扣。
We give 10% discount for cash payment. 现金付款，我们予以九折优待。
at a discount 低于正常价格；打折扣；（货物无销路）The goods are selling at a discount. 该货正以低价销售。
3.terms of payment 支付条件，也可以说 payment terms4.profitable adj. 有益的，有利的，可获利的profitable fields of investment 有利的投资场所profit n. （常用复数）利润net profits 净利润，纯利润total profits 总利润profit ratio (rate) 利润率gross profits 总利润，毛利sell sth at a profit 出售某物而获利5.craftsmanship n. （工匠的）技术，技艺6.appeal (to) vi. 有吸引力，有感染力appeal to the most selective buyer 吸引最挑剔的买主7.L/C payable by sight draft 即期信用证，也可以说L/C available by sight draft8.assure v. 向...保证，使确信，主要用于以下四种结构：(1) assure sb. of sth.We assure you of the reliability of the information. 我们可以向你方保证这信息的可靠性。
(2) assure sb. thatWe assure you that we shall do our best to expedite shipment. 请确信我们将迅速装运。
(3) be (or: rest) assured of sth (rest 是系动词)Please (or: You may) be (or: rest) assured of our continued cooperation. 请确信我方仍将继续合作。
(4) be (or:rest) assured thatYou may (Please) be (rest) assured that we will contact you as soon as our fresh supply comes in.请确信一俟我方新供货到来，我方即与你方联系。
2.Specific Enquiry and Reply具体询价和回复(1) Enquiry for Chinese Cotton Piece Goods对中国棉织品的询价Dear Sirs,We are glad to note from your letter of March 9 that, as exporters of Chinese Cotton Piece Goods, you are desirous of entering into direct business relations with us. This happens to coincide with o ur desire.At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmai l catalogues, samples and all necessary information regarding these goods so as to acquaint us wit h the quality and workmanship of your supplies. Meanwhile please quote us your lowest price, C.I .F. Vancouver, inclusive of our 5% commission, stating the earliest date of shipment.Should your price be found competitive and delivery date acceptable, we intend to place a large or der with you.We trust you will give us an early reply.Yours faithfully,Notes1.be desirous of 渴望，想要We are desirous of entering into (to enter into) direct business relations with you. 我们热切盼望与你方建立直接的贸易关系。
desire n. v. 期望，渴望，要求，请求（比wish强烈）What do you desire to buy at present? 你方目前想要买些什么？It is desired that the catalogues shall be airmailed to us within one week. 深盼在一周内给我们航邮目录本。
2.coincide v. （意见等）一致；（时间上）相同We are glad that our ideas coincide. 很高兴我们双方意见一致。
Your enquiry coincided with our offer. 你方询盘正好与我方报盘同时发出。
3.regarding prep. 关于，与with regard to, in regard to,as regards 同义，一般可以换用。
We have already written to you regarding this matter. 关于此事我们已给你方写过信。
Regarding the balance, we will advise you of the position in a few days. 关于剩余数量的情况，将于日内告知。
4.quote v. 报价作“报价”解，这个动词的基本结构是：quote sb. a price for sth.Please quote us your lowest price for walnots. 请向我方报核桃最低价。
有时可用：quote sb. for sth.Please quote us for walnuts. 请向我方报核桃价。
也可用：quote sb. a pricePlease quote us your lowest price. 请报你方最低价。
5.inclusive of our 5% commission 包括我方5%佣金This offer (or:price) is inclusive of your 2% commission.=This offer (or: price) includes your 2% commission.此报盘（或：价格）包括你方2％的佣金。