外贸函电试题库

外贸函电试题库

Multiple choice

1. Our latest design has won worldwide ________.

A. popular

B. popularity

C. popularly

D. popularize

2. Art. No.8905 enjoys the fame of wide ________.

A. selling

B. salable

C. sales

D. sell

3. We are unable to satisfy your requirements, for the goods are _______ great demand.

A. in

B. on

C. of

D. having

4. Payment by D/P should be _______ to you.

A. agree

B. agreed

C. agreement

D. agreeable

5. As we are _______ urgent need of Art. No.5609, please ship our order without delay.

A. on

B. of

C. in

D. to

6. We _______ you of our prompt shipment after receipt of your order.

A. assure

B. assurance

C. insure

D. insurance

7. We have to claim for your delay in _______ of our order.

A. shipping

B. shipment

C. ship

D. deliver

8. Our company has wide experience ________ the textiles line.

A. on

B. in

C. about

D. of

9. You have delayed in dispatching us the shipping _______ after shipment.

A. advice

B. instruction

C. information

D. data

10. Please effect payment when the draft _______ .

A. expires

B. due

C. falls due

D. falls expiration

1. Your request for payment ______ Letter of Credit is unacceptable.

A. with

B. by

C. using

D. of

2. As instructed, we will draw _______you a sight draft for collection through the Bank of China.

A. for

B. against

C. on

D. from

3. The bank who opens the L/C is called ______ .

A. issuing bank

B. notifying bank

C. establishing bank

D. paying bank

4. Please send us the amendment ______ L/C immediately or we shall not be able to ship your order on time.

A. of

B. to

C. as to

D. with

5. As the goods are _____ great demand we regret being unable to cover your requirements.

A. in

B. on

C. of

D. having

6. Our company has 30 years’ experience _____ the machinery line.

A. on

B. in

C. about

D. of

7. We regret to report that a consignment of silk piece goods ____ Order No. 567 has not been delivered.

A. with

B. for

C. on

D. under

8. _____ your Enquiry No. 123, we are sending you a catalog and a sample book for your reference.

A. According

B. As per

C. As

D. About

9. We are sending you the samples ________ requested.

A. be

B. are

C. as

D. for

10. We would like to take this ____ to establish business relations with you.

A. opening

B. opportunity

C. step

D. advantage

1. Documentary Collection is to be made with the documents to be _______ to the draft.

A. enclosed

B. attached

C. together

D. along with

2. We will instruct our bank to issue an L/C _____ favor of your company.

A. on

B. for

C. with

D. in

3. We have instructed the bank to _____ the amendment you ask for.

A. perform

B. fulfill

C. effect

D. do

4. The notice given by the shipper after the shipment of the goods is called ______ .

A.shipping notice

B. shipping instruction

C. shipping advice

D. shipping documents

5. Your terms of payment are ______ to us.

A. agree

B. agreed

C. agreement

D. agreeable

6. The shipment time is June or July at our ____ and the goods will be shipped in one _____.

A. choice, shipment

B. option, lot

C. decision, cargo

D. option, consignment

7. We thank you for your letter of May 17 and the _____ catalogue.

A. sent

B. enclosed

C. given

D. presented

8. While ______ an enquiry, you ought to enquire into quality, specification and price etc.

A. giving

B. offering

C. sending

D. making

9. We would _____ very much if you send us some samples immediately.

A. thank you

B. appreciate it

C. appreciate

D. appreciate you

10. We are anxious to _____ the market for our Antimony Trioxide, which at present enjoys a limited sale in Europe.

A. increase

B. enlarge

C. expand

D. extend

Answers:

1-5 bcadc; 6-10 aabaa

1-5 bcaba; 6-10 bdbcb

1-5 bdccd; 6-10 bbdbc

Match

A. “INCOTERMS” ( ) 1. 货交承运人

B. FOB ( ) 2. 信用证

C. FCA ( ) 3. 欧洲主要口岸

D. T/T ( ) 4. 海运提单

E. D/P ( ) 5. 装运港船上交货

F. L/C ( ) 6. 协会货物条款

G. EMP ( ) 7. 国际贸易术语解释通则

H. FPA ( ) 8. 平安险

I. B/L ( ) 9. 付款交单

J. ICC ( ) 10. 电汇

A. “INCOTERMS” ( ) 1. 货交承运人

B. FOB ( ) 2. 信用证

C. FCA ( ) 3. 欧洲主要口岸

D. T/T ( ) 4. 海运提单

E. D/P ( ) 5. 装运港船上交货

F. L/C ( ) 6. 协会货物条款

G. EMP ( ) 7. 国际贸易术语解释通则

H. FPA ( ) 8. 平安险

I. B/L ( ) 9. 付款交单

J. ICC ( ) 10. 电汇

A. “INCOTERMS” ( ) 1. 运费、保险费付至

B. CFR ( ) 2. 承兑交单

C. CIP ( ) 3. 银行保证书

D. D/D ( ) 4. 预计到港时间

E. D/A ( ) 5. 国际贸易术语解释通则

F. L/G ( ) 6. 海运提单

G. ETA ( ) 7. 中国人民保险海洋运输货物保险条款

H. WPA ( ) 8. 票汇

I. B/L ( ) 9. 水渍险

J. CIC ( ) 10. 成本加运费

Answers:

7,5,1,10,9,2,3,8,4,6

7,5,1,10,9,2,3,8,4,6

5，10，1，8，2，3，4，9，6，7

Business terms translation

1. Chamber of commerce ______________

2. Quotation ________________

3. Counter-offer _____________

4. Customs invoice _____________

5. Open account terms ____________

6. Certificate of origin _____________

7. Import quotas system _____________

8. Bill of exchange ______________

9. Promissory note _______________ 10. Confirmed L/C ______________

1. Quantity Discount ________________

2. Proforma Invoice ________________

3. Non-Tariff Barriers _______________

4. Sales Contract _______________

5. Documentary Bill ________________

6. Sight Draft ________________

7. Irrevocable L/C _________________ 8. On Board B/L ________________

9. More or Less Clause ________________ 10. Insurance Policy _______________

1. Cash Discount ______________

2. Commercial Invoice _________________

3. Import Licence System ____________

4. Sales Confirmation ________________

5. Commercial Draft ______________

6. Time Draft ________________

7. Collection ______________ 8. Clean B/L _______________

9. Warehouse to Warehouse Clause ______ 10. Insurance Certificate ____________

Answers:

1．商会2。报盘（价）3。还盘4。海关发票5。赊帐方式

6。原产地证7。进口配额制8。汇票9。本票10。保兑信用证

1。数量折扣2。形式发票3。非关税壁垒4。销售合同5。跟单汇票

6。即期汇票7。不可撤消信用证8。已装船提单9。溢短装条款10。保险单

1。现金折扣2。商业发票3。进口许可证制4。销售确认书5。商业汇票

6。远期汇票7。托收8。清洁提单9。仓至仓条款10。保险凭证

Sentence translation

1）贵国驻华大使馆商务参赞处告知，你拟从我国进口车床(lathe)，故特致函你公司，希望能在该项产品方面建立业务关系。

2）我们想请你们代为查询一下伦敦一家商行的财务和信用情况，他们是James Neils & Co.。

他们的银行是香港汇丰银行。谢谢。

3）我们是世界上最大的丝绸进口商之一。我们过去一直是从日本进口的，现在我们想到中国市场订购。

4）我们很遗憾不能接受你方的还价。自从我们报价给你们后，我们已按原报价与其他许多客户成交，故如你方仍有需要，请立即订购。

5）你公司8月10日来函收悉，内附有关第100号订单订购500台缝纫机的销售确认书第90SP-5861号一式两份。今签退一份请查收。

6）对这次交易，我们例外同意用信用证方式付款，但对以后的交易，我们要求更有利的付款条件，也就是付款交单。

7）今收到你公司对第------号销售确认书开来的第------号信用证，但发现少开500美元。请与上述销售确认书核对并希及早修改。

8）我们报的是CFR价格，因此，货物将由你方保险，但我们在货物装运后，将立即通知你们有关的装运情况。

9）如果指定我们做你们在巴基斯坦的代理，我们将集中精力，努力推销你们的商品。这对我们双方都是有利的。

10）在收到你方具体询价时，我将立即寄上报价单及样品。

1）为了使你们对我们可供出口的各类纺织品有一个总的概念，随函寄上样本和价格单各一份，供你们查阅。

2）我们已收到日本一客户的询价，他需要1公吨的标题糖。

3）按照你们的要求，我们报50公吨大豆的实盘如下，以自本日起一周之内你方复到为准。4）如果你公司能将9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价。5）我们今天已由伦敦的中国银行开出了一张以你方为抬头人的信用证，计500万美元。6）瑞典一进口商要求我们按承兑交单方式运去一批试销商品。

7）为了避免随后修改信用证，务请注意下列事项。

8）关于第345号合约项下的300架缝纫机，我们将自行办理保险。

9）我们愿意担任你们现行出口商品的代理，因为我们拥有一个广阔的国内市场。

10）我方订单1361号来货发现短重2500公斤，为此特向你方提出索赔。

1）你方2月15日函悉，并已转交给上海分公司。他们会直接答复你们，因为你所询问的商品是他们经营的。

2）一旦收到你方具体询盘，我们将立即给你们报最优惠的上海到岸价。

3）为了开展双方间具体的业务，我们很高兴向你方报特盘，以我方最后确认为有效。

4）由于考虑到你方将开出大量订货的订单，对于我们最近的报价单将允许一定的折扣。5）你们的不可撤销的信用证已及时收到，我相信下周内可以安排装运。

6）我们今日已通知我方银行电汇给你方全部金额，受到后请回信。

7）信用证3855号，请来电取消“银行费用由收益人负担”的条款。

8）根据你们通常的CIF价格条件，所保的是那些险别？

9）我们已委托ABC公司为你地区的代理。

10）兹寄去中国商品检验局报告一纸，作为我方索赔的根据。

1.我们愿意在平等互利，互通有无的基础上与贵公司建立业务联系。

2．我们的惯例是接受即期付款交单而不是信用证。因此，对这笔交易和以后的交易，我们希望你能接受付款交单的支付条件。

3．在随附的单子上我们列出了关于包装的具体要求，请你方务必照办。

4．请报CIF温哥华最低价，包括我方5%的佣金。

5．随函寄去我们的报价，此报价有效期仅为两周。

6．我们将为货物投保CIF价值的110%，如果要求额外险别，则额外保费由买方负担。7．很遗憾，你们运来的我方758号订单的货物与双方谈定的规格不符。

8．凭着我们在这一行业的丰富经验，我们对自己能以最有效的方式代理你方出口产品这一点非常自信。

9．我们很高兴向你订购下列货物，其条件是按你所报价现货供应。

10．请你方给予合作，将装运期提前到9月底，以使我们能够赶上圣诞节销售旺季。

1. 承蒙中国外贸组织的介绍，我们得知贵公司有意在本地市场做生意。

2．期待尽快收到你方的全套样品。

3．请报CIF温哥华最低价，包括我方5%的佣金。

4．我们收到了你方6月4日对我们电子玩具的询价，现高兴地向你方报盘如下，供你参考。5．我们的报价以合理利润为依据，不是漫天要价。

6. 请尽快通知我们23546号合同项下货物大约交货日期。

7．谢谢你方授权我公司作为你们的产品在日本的销售代理。

8．经过长期友好的讨论，现已经达成交易。

9．双方同意，上述订货货款以60天信用证或即期付款交单方式支付。

10．保险应由买方办理。

1. 我们是经营轻工产品的国营公司。

2. 一旦收到你方具体的询盘，我们将立即给你们报出优惠的欧洲主要口岸到岸价。

3. 关于支付条款，我们要求不可撤销的，凭即期汇票支付的信用证。

4．本报盘五日内有效。

5．考虑到贵方将开出大量的订单，对于我们最近的报价将允许一定的折扣。

6．现附上我方第101号合同正本两份，请会签并早日寄回一份。

7．我们今天已经由中国银行开出了一张以贵方为受益人的信用证，

金额合计为200，000美元。

8．我们已经向中国人民保险公司办理了投保一切险，保险金额为25，000人民币。

9．感谢贵方授权我公司作为你们的产品在中国黑龙江地区的销售代理。

10．由中国商品检验局出具的检验报告将作为最后依据，对双方有约束力。

Answers:

1. The Commercial Counsellor’s Office of your Embassy in China has informed us that you intend to import Lathes from China and we are writing to you in the hope that we may establish business relations with you in this line.

2. We should appreciate it if you could obtain for us all information about the financial and credit standing of James Neils & Co. in London. The reference they have given us is their bank, Hongkong and Shanghai Banking Corporation.

3. Please be informed that we are one of the largest importers of silk in the world. We have been importing this item from Japan and now intend to extend our business to import the same from China.

4. We regret being unable to accept your counter-offer. Since we quoted you we have concluded business with many clients at the price originally quoted. Therefore, if you are still in need of this item please place your order without delay.

5. We have received your letter of the 10th August, enclosing S/C No.90SP-5861 in duplicate against our Order No.100 for 500 sets of Sewing Machines. Attached hereto is a copy of the said Sales Confirmation, duly countersigned. Please find it in order.

6. For this transaction, we exceptionally agree to make payment by L/C but for future t4ransactions, we would ask for more favourable payment terms, I.e. D/P.

7. We have received your L/C No. --- against S/C No.--- , but found its amount is US$500 short. You will find the shortage by referring to the said contract. It is hoped that you will make it up at your earliest convenience.

8. Our price is quoted on CFR basis and consequently the insurance is to be covered by yourselves. However, as soon as we ship the goods we will let you know the relative shipping position.

9. If you appoint us your agent in Pakistan we will concentrate our effort on pushing the sales of your products, this being to the benefit of both parties.

10. We will send you our quotations and samples immediately upon receipt of your specific enquiry.

1. In order to give you a general idea of our various textiles available for export, we are enclosing herewith sample books and a copy of price list for your information..

2. We have received an enquiry from one of the Japanese clients who is in the market for 1 metric ton captioned sugar.

3. At the request of you, we offer you firm, subject to your reply reaching here within one week, 50m/t soyabeans as follows;

4. If you reduce the price of quotation sheet dated Sep. 3 by 3%, we are desirous of accepting your offer.

5. We have opened an L/C in your favor for the amount of $5000000 with Bank of China, London today.

6. An importer from Sweden requests us to ship a parcel of shipment for trial on D/A terms.

7. Please be sure to pay attention to the following in order to avoid subsequent amendment to L/C.

8. As to 300 sets of Sewing Machines under Contract No.345, we would cover insurance on our own account.

9. We would like to act as our agent for ruling exportable goods as we own a wide domestic market.

10. The goods of Order 1361 were found short-weight of 2500 kgs for which we raise a claim against you.

1. Your letter of Feb.15 has been received and passed onto Shanghai branch. They will reply directly as the commodities you enquired are handled by them.

2. As soon as we receive your specific enquiries we will make you best offer on CIF Shanghai basis.

3. In order to start the concrete business between us, we are glad to make you a special offer, subject to our final confirmation.

4. In consideration of your large orders we will allow discount to the certain extent on the recent quotations.

5. Your irrevocable L/C has been duly received, we trust shipment can be arranged within next week.

6. Today we informed our bank to send you all the amount by Y/T, upon receipt of which please reply.

7. Please delete by cable form L/C No.3855 the clause “Banking charges should be borne by the beneficiary”.

8. What is the coverage according to your usual CIF terms?

9. We have appointed ABC co. as you’re your agent in your district.

10. We hereby send you a survey report of CCIB as evidence of our claims.

1. We are willing to enter into business relations with your firm on the basis of equality and mutual benefit, and to exchange what on has with what one needs.

2.It has been our usual practice to do business with payment by D/P at sight instead of by L/C. we should , therefore, like you to accept D/p terms for this transaction and future ones.

3.We give you on the attached sheet full details regaring packing and marking. These must be strictly observed.

4.Please quote us your lowest prices. CIF Vancouver, including our 5% commission.

5.Enclosed please find our quotations which are open for two weeks.

6.Insurance on the goods shall be covered by us for 110%of the CIF value, and any extra premium for additional coverage, if required, shall be borned by the buyers.

7.We are sorry to say that the quality of your shipment for our order No. 758 has been found not in conformity with the agreed specification.

8.With wide and varied experience in this trade, we convinced that we can handle as an agent the goods you are exporting in the most effective manner.

9.We are very happy to place an order on the following good basing on the condition that you must supply products your quotation.

10.We would ask you to cooperate with us in advancing the shipment to the end of September to

enable us to catch the brisk demand in Christmas.

1.Through the courtesy of Chinese External Trade Organization, we have your name as a firm who is interested in doing business with us in this market.

2.We look forward to receiving a full range of samples at your earliest convenience.

3.Please quote us your lowest prices. CIF Vancouver, including our 5% commission.

4.We have received your inquiry of June 4 for our electronic toys and now take pleasure in making you the following offer for your consideration.

5.My offer was based on reasonable profit not on wild speculations。

6.Please inform us of the approximate date of shipment for contract No.23546.

7.Thank you for your offering us the selling agency in Japan for your manufactures.

8.After long and friendly discussing we have now concluded business.

9.As agreed, the terms of payment for the above orders are letter of credit of 60 days’ sight or D/P sight draft.

10. Insurance is to be covered by the buyers.

1. We are a state-owned company handling light industrial products.

2. As soon as we receive specific enquiry, we will make you favorable quotation on CIF basis, EMP.

3.As for terms of payment, we require irrevocable L/C payable by draft at sight.

4.This offer is valid within five days.

5.We will allow certain discount on our recent quotation considering your large order.

6. Enclosed please find Contract No.101 in two originals. Please counter sign and return one copy at earliest.

7. We have opened an L/C in your favor with Bank of China for the amount of USD200,000.

8. We have handled insurance against All Risks with PICC for RMB 25,000.

9. Thank you for your entrusting our company with sales agency for your products in the territory of Heilongjiang, China.

10.The inspection report issued by CCIB will be taken as the final basis , having binding forces on both parties.

Fill in the blanks with the words/phrases given

Dear Sirs,

We want to say how pleased we were to receive your order of 15th April for Ladies’and Children’s Shoes.

We ____1___supply of 1000 pairs of the shoes at the prices stated in your order No.888 and will allow a 5% ____2____on you order worth $5000 or above. Our Sales Confirmation No. BC-510 in two ____3____were airmailed to you. Please sign and return one copy of them ___4___our file.

It is understood that a letter of credit ___5___our favour covering the said shoes should be opened immediately. We wish to point out that ____6____ in the relative L/C must strictly ____7____ the stated in our Sales Confirmation so as to avoid subsequent ____8_____. You may rest assured that we will ____9_____ shipment without delay ___10____receipt of your letter of credit.

We appreciate your cooperation and look forward to receiving from you further orders.

Yours truly

Lynd & Malory Co.

Marcus Square

London, E.C. 2

England

Dear Sirs

In reply to your letter of the 3rd November enquiring about the insurance on our CIF offer for Double Offset Ring Spanners made to you on the 20th, we wish to give you the following information.

For transactions concluded ___1___ , we usually ___2___ insurance with The People’s Insurance Company of China against All Risks, as per Ocean Marine Cargo Clauses of The People’s Insurance Company of China, dated the 1st January, 1981. Should you require the insurance to be covered ___3___ Institute Cargo Clauses we would be glad to comply but if there any difference in ___4___ between the two it will be charged ___5___ .

We are also in a position to ___6___ the shipment against any additional risks if you so desire, and the extra premium is to be borne by you. In this case, we shall send you the premium receipt ___7___ by the relative ____8____.

Usually, the amount insured I 110% of the total ____9____ . However, if a higher percentage is required, we may do accordingly but you have to ___10____ the extra premium as well.

We hope our above information will provide you with all the information you wish to know and we are now looking forward to receiving your order.

Yours faithfully

China National imp. & Exp. Corp.

Lynd & Malory Co.

Marcus Square

London, E.C. 2

England

Dear Sirs,

In reply to your letter of the 3rd November enquiring about the insurance on our CIF offer for Double Offset Ring Spanners made to you on the 20th, we wish to give you the following information.

For transactions concluded ___1___ , we usually ___2___ insurance with The People’s Insurance Company of China against All Risks, as per Ocean Marine Cargo Clauses of The People’s Insurance Company of China, dated the 1st January, 1981. Should you require the insurance to be covered ___3___ Institute Cargo Clauses we would be glad to comply but if there any difference in ___4___ between the two it will be charged ___5___ .

We are also in a position to ___6___ the shipment against any additional risks if you so desire, and the extra premium is to be borne by you. In this case, we shall send you the premium receipt ___7___ by the relative ____8____.

Usually, the amount insured I 110% of the total ____9____ . However, if a higher percentage is required, we may do accordingly but you have to ___10____ the extra premium as well.

We hope our above information will provide you with all the information you wish to know and we are now looking forward to receiving your order.

Yours faithfully

China National imp. & Exp. Corp

Answers:

1. confirm

2. special discount

3.originals

4. for

5. in

6. stipulations

7. conform 8. amendments 9. effect 10. on

1. on CIF basis

2. effect

3. as per

4. premium

5. to your account

6. insure

7. issued

8. underwriter

9. invoice value 10. bear

1. on CIF basis

2. effect

3. as per

4. premium

5. to your account

6. insure

7. issued

8. underwriter

9. invoice value 10. bear

Letter translation (20分)

With reference to our Sales Confirmation No.7904 dated August 8th, 2000, we regret to say that your letter of credit has not yet reached us up to the time of writing. This has caused us much inconvenience as we have already made preparations for shipment according to the stipulations of the said Sales Confirmation.

You must be aware that the terms and conditions of a contract once signed should be strictly observed, failure to abide by them will mean violation of contract. If you refer to our Sales Confirmation, you will see the clause reading:

“The Buyer shall establish the covering letter of credit before 30th August, 2000, failing which the Seller reserves the right to rescind the contract without further notice.”

The goods you ordered have been ready for quite some time and the demand of late has been so great that we find it hard to keep them for you any longer. However, in consideration of our friendly business relations, we are prepared to wait for your L/C, which must reach us not later than October 5th, 2000. If we again fail to receive your L/C in time, we shall cancel our Sales Confirmation and ask you to refund to us the storage charges we have paid on your behalf.

Your co0operation in this respect will be appreciated.

For the past five years we have been selling your Electronic Lighters to wholesalers and large dealers in all parts of Pakistan and our clients are very much satisfied with your products. The styles and colours are very much to the taste of our market. We have built up a considerable number of well-established connections with excellent business results.

As we understand that you have no agent in Pakistan, we would like to offer our services.

For your reference, we would propose a sole agency agreement for a duration of three years with annual turnover of 50,000, 60,000 and 70,000 pieces for the first, second and third year respectively. On all sales, we are entitled to receive a commission of 15%. During the validity of the agency agreement, we shall not handle any other foreign products of the same line and competitive types. The area to be covered by the agency agreement is confined to Pakistan.

If you agree to grant us the sole agency we will devote full attention to the development of your products on the Pakistan market and will go into the matter further.

We look forward to receiving your favourable reply.

Thank you for your letter of the 31st October in connection with sole agency.

In reply, we wish to state that we appreciate your efforts in pushing the sales of our Electronic Lighters in Pakistan and we are satisfied with your work in the past. However, after serious consideration, we do not think conditions are ripe to entrust you with the agency at the present stage as the sales volume mentioned in your letter under reply is too small for us to grant you the agency. To tell you frankly, the average annual quantity we sold to your country in the past few years is larger than what you mentioned.

In spite of this, please do not misinterpret our above remark, which in no way implies dissatisfaction. If a bigger turnover can be realized to justify establishing the agency we would like you to represent us.

We hope you will agree with on this point and continue placing orders with us as you have done so far.

Dear Sirs,

Thank you for your offer of May 3 for men’s and women’s leather gloves and also for the samples you sent us.

Having looked over your samples, we found both the quality of the leather used and workmanship are up to our requirements. And we are pleased to place the following order with you:

300 pairs of women’s leather gloves in red color Size:No.26 each pair at US$5CIF Hamburg. 200pairs of men’s leather gloves in black.Size: No. 30,each pair at US$6CIF

Hamburg.

Our order is subject to your acceptance of our usual terms of payment, within 20days after sight. If this order is executed satisfactorily, we shall be happy to place further orders with you.

Yours faithfully,

China National Import & Export Corp.

Manager

Dear Sirs,

The instructions from Browning & Sons, received through our Hong Kong office, we have opened an irrevocable letter of credit for $55,500 in your favor, valid until 30 November next. You have authority to draw on us at 60 days against this credit for the amount of your invoice upon shipment of 2000 tons of Steels to Browning & Sons.

Your drafts must be accompanied by the following documents, which are to be delivered to us against our acceptance of the draft，Bill of Lading in triplicate, Commercial Invoice, Insurance Certificate and Certificate of Origin.

Provided you fulfill the terms of the credit we will accept and pay on maturity the draft presented to us under this credit and if required, provide discounting facilities at current

rates.

We owe your name and address to the International Business Department of Bank of

China, through whom we learned that you are the manufacturers of Textiles, Pieces Goods

and General Merchandise, and also that you are engaging in importing and exporting.

May we introduce ourselves as an Importer of all General Merchandise, Exporter of

China Produce, and Manufacturers’ Representative and Commission Agent.

We have been in business since 1923 and can boast having vast and wide experience

in all lines we handle.

Our Bankers are Bank of China, and the Hong Kong and Shanghai Banking Corporation of Hong Kong, from whom you will be able to obtain all the information you may require in regard to our business integrity and financial standing.

We shall be grateful if you let us know your trade terms, etc. and forward samples and other helpful literature with a view to getting into business in near future. We hope this letter will be a forerunner to many years of profitable business to both parties and look forward to the pleasure of hearing from you.

Answers:

敬启者：

关于我方2000年8月8日第7904号销售确认书，我们很遗憾地告知你方信用证在写

信时还没到。（2）这给我们带来很大的麻烦，因为我们已按上述所说的销售确认书的规定做好了装运的准备。（2）

你必须知道，一旦合同签署，合同的条款和条件就必须遵守，不遵守就意味着违约。（2）如果你查阅我方的销售确认书，你就可以看到这样的条款：（2）

“买方应在2000年8月30日前开出有关的信用证，每能做到的话，卖方保留撤消合同而不另行通知的权利。”（3）

你方所订的货物已备妥多时了，最近需求如此旺盛以至于我们难把货物留太久。（2）然而，考虑到我们之间友好的业务关系，我们还是打算等你们的信用证。该证必须在2000年10月5日以前到。（3）如我们没能及时收到你们的信用证，我们将取消销售确认书，并请你们退回我们代付的仓储费。（3）

非常感谢你们在这一方面的合作。（1）

在过去的五年中我方一直将贵方的电子打火机卖给巴基斯坦各地的批发商及各大商号。（2）我方的客户对贵方的很满意，因为产品的款式和颜色很适合我们的市场。（2）目前我们已建立起很多牢固的业务关系，并有极好的商务业绩。（2）

我们知道贵方在巴基斯坦没有代理商，所以我们想自荐担任贵方在该地的代理。（2）我们建议订立独家代理协议，期限为3年。第一、第二、第三年的年销量分别为5万、6万和7万只。（2）此建议供贵方参考。（1）对成交了的业务，我们享有15%的佣金。（2）在协议有效期内，我方将不经营其他国家的同类产品或其他具有竞争性的产品。（2）代理协议所喊的区域只限于巴基斯坦。（2）

如贵方同意委托我方为独家代理，我们将不遗余力开拓贵房产品在巴基斯坦市场上的销路，并对此事做深入研究。（2）

盼望收到贵方积极的回复。（1）

贵方10月31日关于独家代理事宜的来函收悉，谢谢。（3）

我们赞赏贵方在巴基斯坦的推销我方产品而作的努力，并对贵方过去的业绩表示满意。（3）但经郑重考虑之后，我们认为现阶段委托贵方为代理的条件尚不成熟，原因是贵方函中所述的销售量太小，我们不能授予贵方代理权。（3）坦率地告诉你们，过去几年中，我们平均每年销售到贵国的货物数量大大超过你们函中所说的数量。（3）

虽然这样，请不要误解我们上面所说的，我们的话绝没有暗示有不满意。（3）假如贵方能够达到更大数量的销售额以证明有能力担任我方代理，则我们会十分愿意将代理权授予贵方。（3）

我们希望贵方会同意这点，并像以前一样向我们订货。（2）

敬启者：

感谢贵方5月3日对男女皮手套的订单，(1)同时感谢寄来的样品。(1)经核实，(1)皮质和做工符合我方的要求，(1)我们愿意订购下列货物。(1)

300双红色女士皮手套。(1)26规格成本运费加保险价，(1)每双5美圆。200双红色男士皮手套。(1)26规格成本运费加保险价，(1)每双6美圆。(1) 我方以贵方所接受的付货条款为盼，(1)见信用证20内发货，(1)如果该订单执行顺利，我方将订购更多的货物。(1)

中国进出口公司

敬启着：

布朗宁父子公司的指示以通过香港办事处收到，我们已开出了以你方为收益人的金额是55，000美圆的不可撤消信用证。有效期至11月30日。你们有权就布朗宁父子公司的

2000吨钢向我按金额开出期限为60天的汇票。你们的汇票必须随附下列单据，这些单据将在我们呈兑汇票是提交我们。提单一式三份，商业发票，保险单和原产地证。如你方履行信用证的条款，我方将呈兑并在到期时兑付本信用证项下的汇票。另外，如有要求，我们还可以按现行利率提供贴现的便利。

我们从中国银行国际业务部获知贵公司的名称和地址，并了解到贵公司是纺织品、布匹及普通商品的制造商及进出口商。我们愿将自己作为普通商品进出口商、中国农产品出口商、制造商代表和佣金代理商介绍给贵方。我们自1923年经营此业务，并可以毫不夸张声称对所经营的产品有丰富的经验。我们的业务银行为中国银行和香港的汇丰银行。你可向他们了解一切有关我方资信的必要材料。为了不久达成贸易，若能告知贵方的贸易条件并寄送有关印刷品，我方将不胜感激。希望此信能给双方带来长期有益的业务关系并盼答复。

Fill in the blanks with the suitable words

(1)Establish of L/C

Dear Sirs,

The instructions from Browning &Sons, received through our Hong Kong office, we have opened an __________letter of credit_________$59,900 in your________, valid until 30 November next. You have authority to draw on us at 60 days ________this credit for the amount of you invoice upon shipment of 2000 tons of Steels to Browning & Sons.

Your ________must be accompanied by the following documents, which are to be delivered to us against our acceptance of the draft, Bill of Lading _________triplicate, Commercial________, Insurance Certificate and Certificate of Origin.

Provided you fulfill the terms __________the credit we will accept and pay on maturity the draft presented to us _________this credit and if required, provided discounting facilities _________current rates.

(2) Enquiry

We are ___the market ____a parcel of 5,000 pairs of Chinese Shoes and we, ______, request you to _____us an offer ____CIF Largos basis including 5%_______, indicating terms of______and earliest______

We all______it if you will arrange shipment ___a direct steamer to Largos and send us samples and a brochure.

(3) Offer

We are ____ receipt of your cable dated 25 June. We are now offering you 5000 pairs of Chinese cotton shoes____RMB 3.50 per pair CIFC3% Largos ____shipment during October _______transshipment ____Hong Kong and payment ___L/C ____sight, subject ___your acceptance reaching here ____July 10, Beijing time, Samples and a brochure have been sent ___separate cover.

(4) Terms of Payment

We enclose an application form for documentary ________and shall be glad if you will arrange to _______credit for our account with your office in London an irrevocable letter of credit for $1000 in ________of Urban Trading Company, the credit to be _________ _________

Nov.30.

The credit which evidences shipment of 2000 tons of Steel may be used ________presentation of the following documents: Bills of Lading in _______, one copy each of _________Invoice, Packing List, Certificate of Insurance and Certificate of Origin. The company may _________on your London office at 60 days’_________for each shipment.

(5) Insurance

Dear Sirs,

In ________to your letter of September 4 _________insurance:

Your customer’s _________for insurance ___________up to the inland city is acceptable ________condition that such extra premium is for his ___________.

Second, we can not __________you insurance coverage _____________150% of the invoice value, because the contract __________that insurance is to be covered for 110% of _______value.

We trust the above information serves your purpose. Meanwhile we await your reply. Sincerely.

(1) Establish Business Relations

Dear Sirs,

Your name and address were______to us ____the London Trade Board ___a large exporter of fabrics of high quality.

We are importers of quality clothing materials, and have large annual____for our markets____Spain.

We should be obliged if you would____us your pattern books ____the complete ___of these fabrics, ___with your price list.

We___________the pleasure of hearing from you soon.

Yours faithfully,

(2) Acceptance

We have received your cable _____ 15 Oct., ____us 200 Golden Lion Bicycles ___US$68 ____which we thank you.

We have accepted the _____offer. We will ____the _____L/C ____receipt ___the Sales Confirmation ___the signature.

(3) Complaints and Claims

Dear Sirs,

We have received your letter ________15th July, informing us that the sewing machines we _________to you arrived in a damaged condition ______account of ___________of our packing.

Upon _________of your letter, we have given this matter our immediate attention. We have studied your surveyor’s report very carefully.

We are convinced that the present ___________was due to extraordinary circumstances __________which they were transported to you. We are ___________not responasible for the damage; but as we do not think that it would be fair to have you _______the loss alone, we

suggest that the _________be divided between both of us, to which we hope you will agree.

Yours sincerely

(4)Insurance

Dear Mr. Jacob.

We have received your letter of June 20 in regarding to insurance. Now we would like to ________you of the following :

Normally we ___________insurance WPA and War Risk in the absence of the definite instructions from our customers. If you desire to cover All Risks. We can provide such _________ at a slightly higher ________________. As to the insured value, our general practice is to insure at _________value plus 10%. Any additional premium for insurance coverage over 110% of the invoice _________, if so required, shall be for buyer’s ________.

___________other than All Risks and War Risk can also be covered here, and the ________premium will again be borne ________the buyer.

We hope the above information will serve your purpose.

Yours truly,

5) Asking for Sole Agency

Dear Sir or Madam,

__________the courtesy of your Commercial Counselor in this country we __________ that you are looking for a firm competent for________the sale of your textile products_________a large scale in our country.

We would like inform you that we have a well-organized sales network in Japan and numerous _________ with major users throughout the country. We believe there are good prospects of a very profitable _________for your products here and large sales turnover can be fetched on the basis of _________agency. If satisfactory terms could be arranged, we could _________a mutually beneficial trade.

As to our financial standing and other information about us, please refer to Kyoto Bank and Atx corporation, Los Angeles, who have consented to answer your ___________.

We look forward to hearing favorably __________you.

Faithfully yours,

Establish business relationship

Dear Sirs,

__________the courtesy _________ our Commercial Counselor’s Office in London, we notice that you are interested in doing _________ with us.

Our ________ are mainly textiles. We wish to __________ business relations __________the commencement of some practical transactions. To give you a general idea of the various kinds of textiles now _________for export, we are ___________herewith a catalogue and a price list for your examination. We would appreciate receiving your specific _________.

We look forward to receiving ________you good news.

Enquiry

13th,August,2004

Dear Sirs,

We learn_________the Chamber of Commerce of Tokyo, Japan that you are producing ________export shoes and handbags in a ________of natural leathers. There is a steady ________here for leather products of high _________ and although sales are not particularly high, good ___________ are obtained.

Will you please send me a ___________of your catalogue, with __________of your prices and __________of payment: I should find it most helpful if you could also supply ________of the various skins in which the shoes and handbags are supplied.

Offer

Dear Sirs,

We have for ____________your letter of 23. April and take pleasure in making you the following offer subject _________your reply reaching us by the end of this month ___________: Iron Nails

___________: 1---4”

___________: 50 metric tons

___________: 16 packets of 4kgs, to a carton, 6 cartons to a wooden case

___________: Average us$500 per metric ton CFR Osaka.

___________: By confirmed, irrevocable L/C payable by draft at sight

___________: your favor for the full invoice value.

With regard to Electric Wire JB-1598, it is very regrettable that the goods are out of __________now. We will revert to this matter with you as soon as the supply position improves.

Yours truly,

Terms of Payment

Dear Sirs,

We are in _________of your letter of March 8, contents of which have been duly _________.

With _________to Contract Nos. DSG267and BSG 268, we agree to D/P payment terms for these contracts. However, we consider it advisable to make it clear that for further_________D/p will only be accepted if the amount involved for each transaction is below $1000,00 or its _________in RMB at the conversion ____________them prevailing. If the amount exceeds that figure, ___________by Letter of Credit will be required.

We wish to reiterate that it is only in view of our long friendly business_________that extend you this __________. It is our sincere hope that we can enlarge the business in these _________to our mutual benefit.

Yours faithfully,

Insurance

Dear Sirs,

We refer to your L/C No.157 ________Glazed Wall Tiles, which we have just __________.

Please _________for this article we do not cover Breakage. You have to, therefore, delete the

word “Breakage” from the insurance __________ in the ___________.

Furthermore, we wish to point out that for such articles as window glass, porcelains, etc, even if ___________Risk of Breakage has been insured, the cover is subject __________a franchise of 5%. In other words, if the breakage is surveyed to be less than 5%, no __________for damage will be __________.

We trust that the position is now clear. Please cable the ___________at once.

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Letter writing

Write a letter to the buyers, stating that you have plenty of the goods they need and you can offer them.

1.Introduce your company as China’s Foreign Trade Corporation and Organizations.

2.You are the exporter of air-conditioner.

3.You illustrate catalog and price list to Messrs. Dairy herds, Ltd.

Write an order by making use of the ideas given below.

1.Order woolen underwear: L: 20 dozens; M; 40 dozens; S: 20 dozens;

2.Emphasize the delivery date should be on time (before May 30)

3.Demand that the quality of the goods should be the same as that of those previously supplied. Please write a letter to Messrs. Dairy herds, Ltd., Chin ford, London, E.

4. Tell them you wish to establish business relations with them, with the ideas given below.

1.Introduced by China’ Foreign Trade Corporation and Organizations.

2.You are the importer of air-conditions for many years.

3. Ask Messrs. Dairy herds, Ltd. To give you illustrated catalog and price list