外贸函电答案究极变化形态

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外贸函电课后答案

第一章商务信函写作信息交换在所有的交易中扮演着重要的作用。

许多商业业务通过信息交换来实现。

信息交换可以通过各种方式实现，可以是口头也可以是书面的。

与口头交流相比，书面形式可以确保相关当事人更完整的理解并且可以作为每一笔交易的记录。

书面交流有很多种,比如信函，备忘录，报告，电信，电传等。

商务信函是公司与贸易伙伴保持联络时采用的最主要的方式。

高效的商务信函作者可以通过与其他公司建立良好的合作关系来提高公司的销售，增加公司利润。

另外，熟练的商务信函写作可以帮助作者获得更多自信和更多商业上的成功。

第1节商务信函的布局当写一封商务信函时，你需要遵守一定的标准格式。

通常来说，一封商务信函应该有以下七个主要部分组成：信头，日期，封内名称和地址，称呼，正文，结尾敬辞，签名。

但是根据信件的不同类型，还可能包含以下内容比如，编号，经办人，主题，附件，抄送和附言。

1.主要部分(1) 信头信头通常放在信笺上部中央。

信头包括发信人公司名称，地址，电话号码，电报、电传地址传真号，网址，甚至电子邮件地址等信息。

(2)日期日期放在信头最后一行的下面几行。

注明日期时，需注意以下几点：✧根据作者的风格，日期有许多不同的表示方法，比如：6th April 2009April 6th, 20096 April 2009April 6, 2009前面三种，在月、日和年之间可以用逗号隔开，也可不用。

但是最后一种表示方法，必须用逗号把日和年隔开。

✧不要把日期只用数字形式表示比如7/6/2009，这可能会产生误解。

依美国方式，这表示七月六号，而英国方式则为六月七日。

✧有的月份经常简写,如一月, 二月，八月，九月，十月，十一月，十二月，但是下列月份不能简写，如三月，五月，六月和七月。

(3)信内名称和地址这一部分指收信人的姓名和地址，包括的信息应按以下顺序排列：1)收信人的姓名和头衔2)收信人的公司名称3)公司名称和门牌号，街道名称和号码4)区/镇/市名5)国家/州/省的名称以及邮政编码6)国家名称当写信内名称和地址时，可以参考以下信息：✧为了表示你的礼貌，可以在收信人的名字前面加诸如先生，女士，小姐等尊称。

国际商务英语函电参考答案

《国际商务英语函电辅导用书及练习答案》主编：梁晓玲副主编：王平陈维秀黄荔青编委：李珍吴雯黄春蕾编写说明随着我国经济的发展以及加入WTO后，我国经济将更多地融入世界。

我们的企业将更直接地参与国际竞争。

要想在竞争中取胜，就必须造就一大批基本功扎实、操作能力强并具有创新精神的外贸实用型人才。

为提高外经贸业务人员的专业英语水平和熟练运用英语函电的能力，我们在现行全国各种大中专院校使用的对外经贸英语函电教材的基础上参考了大量的外经贸往来函电实例，结合多年教学工作实践并按照《21世纪高职高专新概念（财经类）系列教材》编写要求，本着易于高职高专学生接受、理解的原则，尽可能贴近业务实际以及学生特点，做到准确精练、深入浅出，突出实用性、可能操作性，我们组织了从事外经贸业务和外经贸英语教学的专家、学者以及从事教学工作多年的高中级教师编写了《国际商务英语函电》教材。

为了更好地使用《国际商务英语函电》这本教材，方便广大教师的教学，满足学生及外经贸界人士自学的需要，我们编写了这本与教材相配套的辅导用书以及每课的译文和练习答案供参考。

在编写过程中，我们查阅了有关专家、学者的著作论文、有关教材的内容，在此表示感谢。

由于本教材遵循的是新的编写思路，编写中难免出现不当和疏漏之处，望广大使用者批评指正，以期本教材能为高职高专英语函电教学做出新的贡献。

编者2005年6月CONTENTSChapter I Layout of Business LetterKey to Chapter IChapter II Establishing Business RelationsLesson One Self-IntroductionKey to exercisesLesson Two Request for the Establishment of Business Relations(A) A Letter from an Importer(B) A reply to the AboveKey to exercisesLesson Three Credit EnquiresKey to exercises and skill trainingChapter III Enquiries, Offers and Counter-OffersLesson Four (A) A General Enquiry for Wool Material(B) A Reply to the AboveKey to exercisesLesson Five A Special EnquiryKey to exercisesLesson Six A Non-Firm OfferKey to exercisesLesson seven A Counter-OfferKey to exercises and skill trainingChapter IV Conclusion of BusinessLesson Eight An OrderKey to exercisesLesson Nine (A) Repeat Order(B) Declining a Repeat OrderKey to exercisesLesson Ten (A) Sending a Sales Confirmation(B) Counter-Signature LetterKey to exercises and skill trainingChapter V PaymentLesson Eleven Asking for D/P PaymentKey to exercisesLesson Twelve Declining D/A PaymentKey to exercisesLesson Thirteen (A) Modifying Terms of Payment(B) A ReplyKey to exercises and skill trainingChapter VI Establishment and Extension of L/C,Amendment to L/C Lesson Fourteen (A) Urging Establishment of L/C(B) A ReplyKey to exercisesLesson Fifteen Asking for Extension of L/CKey to exercisesLesson Sixteen Asking for L/C Amendment (1)Key to exercisesLesson Seventeen Asking for L/C Amendment (2)Key to exercises and skill trainingChapter VII ShipmentLesson Eighteen （A）Urging Shipment(B) Reply(C) Urging Shipment(D) ReplyKey to exercisesLesson Nineteen （A）Asking for Transshipment and Partial Shipment(B) ReplyKey to exercisesLesson Twenty Information on Container ServiceLetter（A）Letter（B）Key to exercisesChapter VIII PackingLesson Twenty-One Packing RequirementKey to exercisesLesson Twenty-Two Inner PackingKey to exercisesLesson Twenty-Three Outer PackingKey to exercises and skill trainingChapter IX InsuranceLesson Twenty-Four Asking for CFR TermsKey to exercisesLesson Twenty-Five Asking the Seller to Cover InsuranceKey to exercisesLesson Twenty-Six Insurance ClauseKey to exercises and skill trainingChapter X Complaint and ClaimsLesson Twenty-Seven Complaints of Wrong Goods DeliveredKey to exercisesLesson Twenty-Eight (A) Claim for Short Weight(B) Reply—Settlement of the ClaimsKey to exercisesLesson Twenty-Nine (A) Claim for Improper Packing(B) Declining the ClaimKey to exercises and skill trainingChapter XI AgenciesLesson Thirty (A) Asking for Sole Agency(B) An Unfavorable ReplyKey to exercisesLesson Thirty-One A Favorable Reply to the Request for Sole Agency Key to exercisesLesson thirty-Two Sole Agency AgreementKey to exercises and skill trainingChapter XII Other International Business ActivitiesLesson Thirty-Three Joint VentureKey to exercisesLesson Thirty-Four Compensation TradeKey to exercisesLesson Thirty-Five InvestmentKey to exercisesLesson Thirty-Six BiddingKey to exercises and skill trainingAppendixesAppendix I Electronic Mail (E-mail)Appendix II FaxAppendix III TelexChapter ILayout of Business letter商业书信的撰写是一项基本的商业活动。

外贸函电考试题库及答案

外贸函电考试题库及答案外贸函电是指在国际贸易中，买卖双方或其代理人之间就商品交易、合同履行、结算、运输、保险等事项进行沟通的书面文件。

以下是外贸函电考试题库及答案的示例内容：# 一、选择题1. 外贸函电的主要作用是什么？- A. 传递情感- B. 促进交流- C. 记录交易- D. 以上都是答案：C2. 以下哪项不是外贸函电的基本组成部分？- A. 信头- B. 信尾- C. 附件- D. 信封答案：D3. 在外贸函电中，"Dear Sirs" 是用来称呼什么的？- A. 女士- B. 先生们- C. 尊敬的收信人- D. 以上都不是答案：C# 二、填空题4. 外贸函电中，"Subject:" 后面通常跟的是_______。

答案：信件主题5. 当需要表达紧急性时，可以在外贸函电的信头部分加上 "_______"。

答案：Urgent# 三、简答题6. 简述外贸函电中报价信的主要内容。

答案：报价信通常包括以下内容：- 信头（包括发信人和收信人的名称、地址、联系方式等）- 信件日期- 称呼- 引言（说明写信目的）- 商品描述（包括产品名称、规格、型号等）- 报价（包括价格、货币单位、价格条款等）- 报价有效期- 付款条件- 交货期- 其他条款（如包装、运输方式等）- 结尾语- 签名# 四、案例分析题7. 阅读以下外贸函电案例，并回答问题：```Subject: Inquiry for Product XDear Sirs,We are interested in your product X and would like to know more about it. Could you please provide us with the following information?- Product specifications- Quantity available- Price details- Delivery timeWe look forward to your prompt reply.Best regards,[Your Name][Your Company][Your Contact Information]```问题：- 这封信属于哪种类型的外贸函电？- 信中询问了哪些信息？答案：- 这封信属于询价函电。

(整理)外贸函电课后习题目答案

English Correspondence of Business Chapter One Basic Knowledge of Business Letter Writing Section Nine Exercises 练习I. Translate the following expressions into English:Keys: mercial Councellor2.import and export3.export list4. enquiry5.sample6. price list7.catalogue8. Chamber of Commerce 9. market price10. agreement 11.clients/customers12. commodities fair 13. competitive price14. EMP(European Main ports)15. deal exclusively 16. manufacturer17. article number 18. delivery19. specification 20. trial orderII. Please improve the following sentence to them more idiamoticKeys:1. We are sending you the information you asked for in your letter of June 4.2. We have received your letter of May 10.3. We are pleased to tell you that your Order 167 was dispatched yesterday.4. We sent you this morning our latest catalogue you requested in your letter of May5.5. We hope you will consider our proposals.6. We hope to hear from you soon.7.You informed us in your letter that you could not offer us Gallnuts as they were out of stock.8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.9. Please take note of the Lot Number of bales so that the parcel may not be mixed up on landing.10. Samples will be sent and offer made upon receipt of your specific enquiry.11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.12. Thank you for your quotation dated September 5, 2007. We intend to place atrial order with you.13. You will no doubt ope the relevant L/C at the end of May.14. We feel sure that you will be entirely satisfied.15. Will you please send us your latest catalogue and pricelist?16. We wish you could effect insurance on the goods with PICC.17. Please send me a copy of the agreement.18. Your products are not up to our standard.19. I regret I cannot agree to your suggestions.20. We have semimonthly direct sailings from Hong Kong to San Francisco. III. Arrange the following in proper form as they should be set out in a letter Keys:OpenV. Point out the mistakes in the following addresses and rewrite them. Keys:A. B. C.Mr. Henry Taylor London City Bank Mr. John Smith150 Bench Street 12 Queen Street 16 Front StreetLondon, E. C. 3 London, E.C.5 Liverpool L6 3FYEngland EnglandVI. Please write a letter according to the following particulars:Keys:Shanghai Light Industrial Products Corp.11 Jiefang RoadShanghaiTel: 021--43715589The Pacific Trading Inc.87 Broadway ST.New York, NY10408Oct.28,2008Dear Sirs,Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products.We look forward to hearing from you.Yours truly,(signed)Wang XiangENCL: as stated.Chapter Two Establishing Business RelationsSection Five ExercisesI. Fill in the blanks with the following words:Keys:1)prompt, 2)supply, 3)captioned, 4)indicate, 5)packed, 6)current,7) refer, 8)enable, 9)conclude, 10)assureII. Fill in the missing words in the following blanks with the first letter given:Yours faithfully,Keys:introduce, range, attach, think, interest, interested, receiving, what, quotationIII. Write a letter with the following contents:Keys:Dear Sirs,On the recommendation of the Commercial Councilor in Colombo we have learned that your company specializes in the export of machinery and you are keen to develop overseas trade.With a view to introducing your machinery into our market, we wish to establish business relations with you.We are looking forward to get your early reply as soon as possible.Yours faithfully,IV. Write a letter to DEMMAN & SONS, 45 CANNON STREET, LONDON, E.C. 4, telling them that you wish to enter into business relations with them and including the following particular:Keys:Messrs. Demman & Sons45 Cannon StreetLondon, E.C.4Dear Sirs,Introduced by Mr. A.G. Topworth of Swanson & Bros., Hamberg, we learn your name and address and that you are one of the leading importers of Chinaware in your city.As a state enterprise, we have been in this line for more than 30 years and shall be glad to enter into business relations with you at an early date. The illustrated catalogue and price list will be airmailed upon receipt of your specific enquiries.We look forward to hearing from you soon.Yours faithfully,V. Translate the following sentences into Chinese:Keys:1)速盼赐佳音。

外贸函电练习及答案

题目名称建立业务关系基本要求根据下述资料，以世格国际贸易公司业务员Minghua Zhao的名义，给加拿大NEO公司写一封与他们建立业务关系的信函，要求用英文书写，表达清楚、内容完整。

（1学时）相关说明世格国际贸易公司(DESUN TRADING CO.,LTD.)成立于1987年，是一家拥有进出口经营权的外贸公司。

公司经营范围广泛，与多家供应商有固定的业务往来，信誉良好。

同时公司也极为重视新产品开发，05年的新产品DR系列瓷器选用上等瓷土(First-classPorcelain)烧制，包装精美，质量上乘，非常具有竞争力。

2005年10月12日公司业务员Minghua Zhao从网上看到加拿大NEO公司求购瓷器(chinaware)的信息，想与他们建立业务关系。

NEO公司的具体资料如下：Dear Mr. Andy BurnsFrom the Internet we have learned that you are in the market for chinaware, which just falls within our business scope. We are now writing you in the hope of entering into business relations with you.As a leading trading company in Shanghai and backed by nearly 20 years of export experience, we have good connections with some reputable ceramics factories and sufficient supplies and on-time delivery are guaranteed.To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled by this corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific enquiriesIn particular, we could like to inform you that we have a new line that may be most suitable for your requirements-DR series. They are all made of first-class porcelain, decorated with hand-painted patterns, and packed in eye-catching gift cases. Most of articles are available from stock.We are sure you will find a ready sale for our products in Canada as have other retailers throughout Europe and USA.Please let us know if we may be of further assistance, and we are looking forward to your specific inquiry.Yours faithfullyDesun Trading Co., Ltd.Minghua Zhao题目名称询盘基本要求根据客户来函，向对方询盘，要求用英文书写，表达清楚、内容完整。

外贸英语函电参考答案

外经贸函电参考答案

•With reference to 关于As for 关于Furnish us with 提供Engage in从事于Chamber of Commerce商会Trade Directory商业目录Commercial Counselor's Office商务部Take the liberty of冒昧With a view to以…为目的•In harmony with与…一致Enquire into询价days of grace 宽限日期piled up 堆积•形式发票proforma Invoice，海关发票customs invoice，厂商发票firm invoice，领事发票consul invoice，销售确认书Sales Confirmation，订单，购货合同，各种信用证，装箱单packing list，保险单据insurance document，提单bill of lading，各种装运单据，原产地证certificate of origin，检验证书testing certificate ，报关单等等D/P at sight 即期 payment by time draft远期汇票支付fall within the scope of 属于我的经营范围specialize in 专营 a range of 一套found to your satisfaction 使你满意On receipt of your enquiry一收到询价specialize in this line专营这一业务on the basis of equality and mutual benefit 平等互利的基础上business standing and trustworthiness 商业地位与信誉financial status财务状况treated as confidential予以保密enjoys good reputation声誉好high quality at moderate prices品质优良价格公道steady demand常有需求illustrated catalogue图解details of 具体情况apply for 申请import licence进口许可证in duplicate一式两份in quadruplicate一式四份keep you informed通知你方without engagement不受约束counter offer还盘subsequent amendments日后修改confirmed, irrevocable保兑的、不可撤销的allowing partial shipment(s) and transshipment available by draft at sight允许分装盒转船、见票即付的信用证支付D/P at sight即期付款product sketch 产品描述Unit 2 P24 ⅢTranslation1.Your letter of September 2, 1994 has been received. We are glad to inform you that the articles required by you fall within the scope of our business activities.你方1994年9月2日来函收到。

外贸函电课后习题答案

外贸函电课后习题答案外贸函电是国际贸易中不可或缺的一部分，它涉及到商务信函的撰写、电子邮件的交流、报价单的制作等多个方面。

以下是外贸函电课后习题的一些参考答案：1. 撰写商务信函的基本原则：商务信函应遵循清晰、简洁、礼貌、专业的原则。

信件应包含明确的称呼、正文、结束语和签名。

正文部分应直接明了地表达意图，避免使用过于复杂或专业的术语。

2. 电子邮件交流的注意事项：电子邮件应保持正式和专业，即使与对方建立了一定的关系。

邮件标题应简洁明了，反映邮件内容。

邮件正文应分段落，便于阅读。

附件应注明，并在邮件中提及。

3. 报价单的制作要点：报价单应包含公司名称、联系信息、产品描述、价格、有效期、付款条件、交货期等。

报价单应清晰、准确，避免歧义。

4. 商务谈判中常用的表达方式：在商务谈判中，可以使用诸如“我们很荣幸能为您提供...”、“我们期待与您的进一步合作”等表达方式，以展现诚意和专业度。

5. 如何处理客户的投诉：客户投诉时，应首先表达歉意，然后详细询问问题所在，承诺将尽快解决。

在解决问题后，应向客户反馈处理结果，并感谢他们的耐心和理解。

6. 外贸合同的基本条款：外贸合同通常包括商品描述、数量、价格条款、付款方式、交货期、违约责任等基本条款。

合同应使用法律术语，明确双方的权利和义务。

7. 国际贸易术语的运用：国际贸易术语如FOB（离岸价）、CIF（成本加保险费加运费）等，应根据实际情况选择使用，以明确货物交付和风险转移的点。

8. 如何撰写催款信：催款信应礼貌而坚定，首先感谢客户的业务合作，然后提醒付款事项，并明确指出逾期的负面影响。

最后，表达希望尽快收到款项的意愿。

9. 如何回复询盘：回复询盘时，应首先感谢客户的询价，然后提供所需的产品信息和报价。

如果需要更多信息才能报价，应礼貌地请求客户提供。

10. 如何处理订单变更：订单变更时，应及时与客户沟通，了解变更的原因和具体要求。

如果变更对生产或交货有影响，应明确告知客户，并协商解决方案。

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练习参考答案第一章一、按信息写信写信人：五龙国际玩具公司地址：省市扬子江北路8号力Wulong International Toy CompanyNo. 8, Yangzijiangbei Road, Yangzhou City, Jiangsu Province, 225008 China5 March, 2008A &B 4 Kids IncBeursplein 37, 3001 DD Rotterdam, NetherlandsAttention: Import DepartmentSubject：Children ToysDear Sirs,We learned from International Business Daily that you are interested in importing Chinese toys. We are a major toy manufacturing company in China, with a large number of clients all over the world. Our clients include large supermarkets such as Wal-Mart and Carrefour.In order to give you a general idea of the products we are producing, we also enclose in this letter our latest catalogue. Please let us know immediately if you are interested in our products.We look forward to your early reply.Yours faithfully,Li LiLi LiManager of the Export Department二、单项选择1.Which of the following is used when you are writing the second time to a customer namedJohn Smith?B. Dear Mr. Smith; Faithfully yours2.Paking charges----in the price, and we can effect shipment whenever you wish.B. are included3.Please check the enclosed letter of credit to ensure that it----your instructions.D. agree with4. We are enclosing a list---our business activities.A. showing5.Please see to---that goods should be delivered in 3 equal lots.B. it6. We regret to inform you that we do not have in stock the goods---in the quantity.D. desired7. Generally speaking, a growing demand can---increased price.D. result in8. The commodities you offered are---line with the business scope of our customers.C. out of9. The discount of 3% agreed upon was granted---only no balance was outstanding from previousaccounts.D. on condition that10. The case was crushed. It looks--- the case was not strong enough to stand voyage.A. as if1.B2.B3.D4.A5.B6.D7.D8.C9.D 10.A三、有以下几点错误：Network Foods Limited42-44 Sheehan Road Heidelgerg West Victoria, 3081AustraliaATTN: Mr. Micheal FoxAttention line 的位置错误；信地址格式错误；称呼应为Dear Sirs而非Dear sirsSubject line的位置错误结尾敬语大小写错误；签名的四部分排列错误。

四、翻译术语：1. 贸易条件Terms of trade2.进出口贸易 Import and export trade3.展销会 Trade fair/exhibition4.合资经营 Joint venture5. 外贸公司Foreign trade company6. 关税免税Tax exemption7. 销售确认书Confirmation of sales8. 配额Quota9. 国际收支Balance of payments10. 招标Invitation for bid/call for tender案例分析外贸公司的小王前不久收到一封询问防水扬声器价格的信函，遗憾的是，公司并没有符合对方要求的产品；而且，依小王之见，现有的技术根本不可能做出符合对方要求的产品。

因此小王认为对方小王的格式不规，容也不符合函电用语。

小王应该耐心地跟客户说明情况，积极地将公司性能最优的防水扬声器产品介绍给潜在客户。

第二章一、撰写信函Foothill Enterprises Trade Development Co., Ltd.No. 36 Taiz Street, Aden City 22789Republic of YemenDear Sirs,We have your name and address from the Commercial Counselor’s Office of Yemen Embassy in China. We would like to take this opportunity to write to you with a view to setting up business relations with you.We are a leading company dealing specially in the export of garments. Currently our export business in your district mainly concentrates on the women’s clothing.In order to give you a general idea of various kinds of the clothes we are producing, we airmail you our latest catalogue. 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 inquiry. Meanwhile, we are open to ideas from our customers. Should you need anything not mentioned in the catalogue, we shall do everything necessary, upon receipt of your detailed requirements, to procure them for youWe look forward to your early reply.Yours faithfully二、单项选择1.Established in 1935, this company specializes in the export of cotton piece goods.2.Enclosed you can find the catalogues and latest price list.3.Under the circumstances, it is impossible to decline our price again.4.We look forward to your favourable news.5.The present market is favourable to importers.6.Because the articles fall within the scope of our business activities, we are writingto you in the hope of establishing trade relations with you.7.We look forward to receiving a trial order.8.We take the pleasing of introducing ourselves as an experienced importer in line of dailyproducts.9.Thank you for your price list showing various kinds of products now available for export.10.Imports create severe competition for home produced goods.1.B2.A3.B4.B5.D6.B7.A8.B9.A 10.C三、改错1. We have seen your advertisement in portable typewriters on South China Morning Post.In→to2. Some copies of our latest catalogues are being airmailAirma il→airmailed3. We will send you a complete range of samples upon the receipt of your reply.去掉the4. You are introduced to us by Johnson Co., Ltd. To be one of the leading importersof chemical products.To be→as5. We are writing to you to hope doing business with you in this line.To hope→in hope of6. We are indebted to ABC Company in New York of your name.Of→for7. We oblige Mr.Edward of ABC Co. for having recommended you tooblige→are obliged to8. We should like to inquire if you were interested in stabling directwere→are9. We should be most grateful whether you could provide us with a list of reliablewhether→if10. I wish to express my personal appreciation for the accountI wish to express my personal appreciation to you for opening an account for us.四、汉译英1. 兹介绍，本公司是一家人造珠宝的出口公司We now introduce us as an imitation jewelry exporting company that has a business background of many years.2. 你们上周写给总部的信已转交给我公司，因该产品属于我们经营围The letter you wrote to the headquarters last week has been transferred to our attention for the product you mentioned falls into our line of business.3. 我们可供出口的轻工产品种类繁多We offer various kinds of light industrial products for export.4. 很高兴收到你方附插图目录的来信We are glad to receive your letter enclosed with an illustrated catalog.5. 我们盼望收到贵方的具体询价We shall be glad to have your specific enquiry6. 我们是一家信誉良好的私人公司We are a private company with fine reputation and we wish to enter into a business relationship with you.7. 经理简单地给我介绍了一下Johnson公司的情况The manager introduced briefly to me something about Johnson Company which is our potential customer.8. 为了让你们对表格中的产品有个大体了解We enclose a brochure and a copy of the latest price list to give you a general idea of the products listed in the form.9. 我们的产品质量上乘，价格优惠Our products are of excellent quality and reasonable price10. 当出口值超过进口值时，被称作贸易顺差A favorable trade balance appears when the value of exports exceeds that of imports.案例分析小是一家生产雨衣的公司的外贸业务员鉴于小与这家公司以前从未有业务往来，在小与这家公司建立业务联系之前，小应该调查对方公司的资信。