外貿(mào)英語函電課后習(xí)題參考答案.doc

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外貿(mào)英語函電課后習(xí)題參考答案 （For Reference Only） Chapter 1 Business Letter I. Answer the following questions. 1. How many principal parts is a business letter composed of? What are they? Generally speaking, there are seven principal parts of a standard business letter. They are the letter head; the date; inside name and address; saluation; the body of a letter(message); the complimentary close and signature. 2. What are the three main formats of a business letter used today? Which format do you like best? There are three main formats of a business letter in use at present: the conventional indented style; the modern block style and the modified block style. I like the modern block style, since it is simple and we can save much time. 3. What is P.S.? It is postscript, refers to one or more remarks the writer may add to the core or body of the letter,usually hand-written side by side with or below the signature and enclosure parts, where there is often a large patch of blank space. A postscript can be a sentence or a brief paragraph. II. Choose the best answer 1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B B III. Write a letter with the given particulars below, using necessary capitals and punctuation ( in modern block style) CZ Import & Export Corp. Ltd 66 Minghuang, Wujin Discrict, Changzhou 213164, P.R. China July 3, 2007 Mr. John Martin Sales Manager Lake Circles Inc. 56 York Road, Chicago Illinois, USA Dear Sir, Yours sincerely, IV. Arrange the following both in a blocked form and indented form as they should be set out in a letter. (ommitted) Chapter 2 Establishment of Business Relations I. Answer the following questions. 1. If you want to open up a market to maintain or expand business actiities what should you do first? If we want to open up a market to maintian or expand business activities, what we should do first is to conduct a market research, from which we shall know thoroughly about your product(s), your present and potential market(s) . 2. Before you write letters with some new established firms what had you better do? We had better try to collect as much information as possible about the new established firms, especially about their credit information. 3. Through what channels can one obtain the desired names and addresses of the companies to be dealt with? We can get the desired names and addresses of the companies through the following channels: Some b2b websites, such as www.ecvv.net; some governmental or oganizational websites, such as www.mofcom.gov.cn; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google or yahoo. 4. How to begin with the “First Letter” or circulars to the other party? It should be consisted of the three parts: first, you should say where you have got the information of your potential customer; second you should provide necessary information about yourself; third you should express your wish of writing the letter. 5. How can one create goodwill and leave a good impression on the readers? We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness. II. multiple choices. 1-5 D C A B A 6-10 C A C B C III. Translate the following sentences into Chinese. 1. 我們愿意在平等互利的基礎(chǔ)上和貴公司建立業(yè)務(wù)關(guān)系。 2. 我們寫信給您把作為各種空調(diào)主要出口商的我們介紹給您。 3. 為了把我們的產(chǎn)品出口到西歐，我們寫信給您尋求貿(mào)易機(jī)會。 4. 我們有各種顏色和規(guī)格來滿足不同的需求。 5. 我們已經(jīng)通過航空郵件把我們產(chǎn)品的小冊子郵寄給您。如果您對任何產(chǎn)品感興趣，請告知我方。 6. 通過多年的努力，我們擴(kuò)大了我們的業(yè)務(wù)經(jīng)營范圍，現(xiàn)在我們經(jīng)營100多種產(chǎn)品。 7. 我們的主要業(yè)務(wù)涵蓋各種輕工業(yè)產(chǎn)品的進(jìn)出口。 8. 如果貴公司并不經(jīng)營上述產(chǎn)品的進(jìn)口，煩請把本信轉(zhuǎn)交給相關(guān)的公司。 9. 作為摩托車的出口商，我們愿意和你們就該產(chǎn)品建立貿(mào)易關(guān)系。 10. 為了讓您對我們的產(chǎn)品有一個大致的了解，我們向您寄送了一分商品目錄和三本小冊子供您參考。 IV． Translate the following sentences into English. 1. Here we introduce ourselves as an Export Company of Imitation Jewelry, with many years of experience in this line. 2. The letter you wrote to the headquarter last week has been transferred to us, since we deal in the products. 3. We have a wide range of light industrial products available for export. 4. We are very glad to receive your letter with illustrated catalogue. 5. We are looking forward to your specific requirements for our products. 6. We are a well-established private company, and we look forward to establish business relations with you. 7. The manager briefly introduced the Johnson company, which is most probably to be our prospective customer. 8. To give you a general idea about our products in the chart, here we enclose a copy of booklet and the latest price list. 9. When the value of export exceeds that of the import, we call it the favorable balance of trade. 10. Our products are of high quality and favorable prices. V. Translate the following letter into English. Dear Sirs, We got you are interested in the silk garments from lastweek’s China Daily. Here we introduce ourselves as the largest dealer of garments in this area. We would like to eatablish business relations with you on the basis of equality and mutual benefits. Our silk garments are made of high standard silk and traditional technique. We are sending you a copy of illustrated catalogue and the latest price list for your reference. If you are interested in any item of them, please let us now. Once we receive your enquiry, we will send you the qutation and sample by aimail. We are looking forward to your early reply. Yours sincerely, VI. Write an English letter in a proper form based on the following information. (Ommitted) Chapter 3 Inquiry and Reply I. Multiple Choices. 1-5 D A A D B 6-10 B B A B B II．Give the Chinese equivalents to the following terms. 1. 擴(kuò)大市場 2. 享有盛譽(yù) 3. 價目表 4. 有插圖的商品目錄 5. 不可撤銷的即期信用證 6. 名列前茅 7. 促銷方案 8. 下述提到的商品 9. 有潛力的市場 10. 給你定期下訂單 III．Give the English equivalents to the following terms. 1. large scale 2. a wide range (variety) of 3. irrevocable letter of credit 4. 3% rebate 5. illustrated catalogue 6. the biggest dealer 7. first-rate technology 8. favorable CIFHongKong 9. terms of payment 10. portable electric water heater IV. Translate the following into English. 1. We are in the market for the leather shoes, please quote us the most favorable prices. 2. Please quote us the lowerest price for the captioned goods. When quoting, please state the packing and the earliest time of shipment and send us the booklet of the products. 3. We want to know what dicount you can offerfor an order exceeding 1000 dozen? 4. We are now interested in the the table cloth and napkin. We are very appriciative if you can send us he catalouge,sample and the price list. 5. The enclosed price list and illustrated catalouge will provide you with detailed information on the article you are most interested in. V. Translate the following letter into English. Dear Sirs, We are interested in your canvas bag on page 4 of your December’s catalogue, would you please send us a sample and quote us the lowerest price of CIF Honolulu? If your product proves to be satisfactory, we will order at least 2500 dozen. Please reply as soon as possible. Yours, VI. Translate the following sentences into Chinese. 1. 我們向您分別郵寄了有插圖的商品目錄和價目表以及我們生產(chǎn)這些產(chǎn)品通常使用的皮革的樣品。 2. 關(guān)于我們的商品和相關(guān)情況，請看目錄的第十頁。我們的產(chǎn)品，尤其是我們的彩電和電熱水器在貴方市場享有盛譽(yù)。 3. 一旦收到您的詢盤，我們會立即寄送商品的樣品和最優(yōu)惠的報價。 4. 您大可放心，一旦我們能夠供應(yīng)，我們會通過電報和您聯(lián)系。 5. 我們對標(biāo)題商品很感興趣，如果你們能夠報給我們CIF利物浦價包含3%的傭金的話，我們將不勝感激。 6. 我們在中國產(chǎn)品網(wǎng)站上看到您們向歐洲市場大量出口墊子。 7. 如果您的商品令人滿意、價格有競爭力的話，我們會給你大量的訂單。 8. 謝謝您2005年7月14日郵寄過來的向我們咨詢?nèi)斯な痔椎膩硇拧? 9. 很高興向您報價如下，以我方的最后確認(rèn)為準(zhǔn)： 單價： 每打60美元CIF美國東海岸港口 VII．Translate the following into Chinese. 敬啟者， 我們非常高興收到貴方6月15日的詢盤，并隨函附寄帶有插圖的商品目錄和價格單供您方了解詳細(xì)信息。我們寄送了一些樣品并確信您一旦查看過后就認(rèn)可我們的商品質(zhì)量一流價格公道。 對于經(jīng)常性購買單個商品的數(shù)量不少于100打我們會給與2%的折扣。支付方式為不可撤銷的即其信用證。由于柔軟耐用，我們的面床單和枕套非常受歡迎在看過我們的價格后您就會對我們的產(chǎn)品供不應(yīng)求絲毫不會感到奇怪了。我們提請您對我們的其它諸如桌布和餐巾紙的產(chǎn)品加以關(guān)注，有關(guān)于它們的詳細(xì)信息您可以在商品目錄中看到。 我們期待著您的首張訂單。 您最真誠的， Chapter 4 Offer and Counter-offer I. Give the English equivalents to the following terms. 1. offer 2. under/on the usual terms 3. accept counter offer 4. favorable price(s) 5. on/under offer 6. terms of payment 7. to promote the transaction 8. firm offer 9. non-firm offer 10. strengthening market II. Give the Chinese equivalents to the following terms. 1. 成本保險加運(yùn)費(fèi) 2. 按照，遵照 3. 原產(chǎn)于美國 4. 以賣方樣品銷售 5. 普通的二手麻袋 6. 行市上漲 7. 無約束力的 8. 精制大米 9. 銷售條款 10. 標(biāo)題商品 III. Multiple choices. 1—5 A D A A C 6-10 C B B C B IV. Translate the following letter into English. 1. As requested, we offer you as follows, subject to our final confirmation. 2. The offer is firm, to be valid(effective) till your reply reaches us before the end of this month. 3. To our regret, the price gap between your countered one and ours is too big. 4. It’s regret that our buyer from Shanghai thought your price was much higher. 5. If you cannot accept our offer, please bid us your most probable counter offer. V. Translate the following letter into English. Dear sirs, Here we confirm having received your letter of October 20th concerning the sample of “Grace” brand blouses and thank you very much. Although your blouses are of high quality, your price is on the high side.Meanwhile I want to point out that the prices of the similar blouses of European origin are about 15% lower than yours. Such being the case, we hope you can reduce your price at least by 15%, for the value of our order is about USD 40, 000.It is worthwhile for you to make some concessions. We look forward to your early reply. Yours sincerely, VI. Translate the following sentences into Chinese. 1. 本發(fā)盤為實(shí)盤，以在6月15日前收到您方的答復(fù)為有效。 2. 您也知道，最近對這些商品的需求非常旺盛，從而導(dǎo)致了價格的上升。 3. 我們希望您能夠?qū)Υ肆⒓从枰耘鷾?zhǔn)。 4. 我們希望很快收到您的訂單。 5. 我們已經(jīng)通過航空郵件分別給您寄去了樣品和價目表。 6. 我們得知數(shù)批原產(chǎn)于美國的產(chǎn)品以比您方低20%價格在這里銷售。 7. 如果您方愿意降價3%，交易就能夠達(dá)成。 8. 由于您方拒絕降價，我們不得不從別處采購。 9. 因?yàn)槭袌鎏幱谒ネ酥?，我們建議您立即接受。 10. 其他的供應(yīng)商的報價要比您低10%。 11. 如果這樣的話，請自主地向我們詢問報價和其他事項，我們將對其認(rèn)真辦理。我們向您保證和您的密切合作。 12. 您可能感興趣的是，uidandakai這里的市場，您將有機(jī)會打開海灣這個有利可圖的市場。 VII．Translate the following letter into Chinese. 敬啟者， 我們確認(rèn)已經(jīng)收到了貴方8月10日的來信，希望我們對標(biāo)題的個人電腦報FOB新港價格?，F(xiàn)在我們向您報價如下： 商品名稱：IBM個人電腦 規(guī)格：CPU80586 數(shù)量：200臺 包裝：每臺用塑料袋裝，裝在有塑料泡沫的標(biāo)準(zhǔn)出口紙板箱中。 單價：每臺800美元FOB新港 裝運(yùn)：2003年9/10月份 本發(fā)盤以在8月5日前收到您方的答復(fù)為有效。請注意我們已經(jīng)給與您最為優(yōu)惠的價格，我們確信您將接受上述報價。 期待您的早日回復(fù)。 此致 敬禮 Chapter 5 Acceptance and Order I. Answer the following questions. 1. When should the buyer write an order? When both the buyer and the seller reach an agreement on the terms of sales, then the buyer can write an order. 2. What should he pay attention to when the buyer writes an order? He should pay attention to the terms and conditions of the sales, especially about the figures and the date. 3. What should be included in an order? It should contain the “main conditions(合同要件)or conditional clausese” of a contract, which includes the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance. 4. Sometimes if you cannot accept an order what should you do? Why? You should write a letter to your customer to explain why you cannot accept the order and show your regret, and hope to do business with him next time. Because you do not want to lose a potential customer. II. Translate the following terms and expressions A. into Chinese 1. 為---掃清障礙 2. 一筆交易 3. 友好合作 4. 草擬合同 5. 愉快的工作關(guān)系 6. 匯票 7. 草擬 8. 草擬 9. 第一筆交易 10. 達(dá)成協(xié)議 B. Into English 1. the first available steamership 2. put forward 3. contract draft 4. wide acceptance 5. confirm an order 6. the first order 7. each makes a half concession 8. supply 9. customer(client) 10. reach(conclude) an agreement III. Choose the best answer to complete each of the following sentences. 1-5 A C D C A 6-10 B D A A C IV. Translate the following sentences into English. 1. We confirm having supplied you ten metric tons of green soybeans at E3000 per m/t CFR Rotterdam, shipment in September. 2. Here we confirm your order of August 1 on 1000 dozen folding chairs. 3. We confirm having sold you 1000 sets of “Fuji” brand digital camera. 4. The captioned goods are out of stock, we are sorry that we cannot entertain your order. 5. Once we receive your confirmation, we will send you the contract draft for your approval. 6. There is a heavy demand for our toy pandas,we recommend you to place your order as early as possible. 7. We hope the conclusion of the first deal will bring more(further) business in the future. 8. We are glad that we have concluded the transaction of 10,000 “Double Happiness” brand bats. 9. We hope the conclusion of the first deal will pave the way for our freidnly cooperation in the future. 10. We are glad to inform you that our users are very satisfied with your first lot of goods. V. Translate the following letter into English. Dear Sirs, We have received your order of August 1 and thanks. We confirm having sold you 1000 snooker tables at US$400CIF Los Angles, delivery in October. Terms of payment are by confirmed, irrevocable L/C payable by sigh draft. We are sure that you will be satisfied with the high quality of our products. If you have any further questions, please do not hesitate to let us know. Yours faithfully, VI. Write an English letter based on the following information. Dear Sirs, Thank you very much for your order of 5000 women’s bags. We assure you of our timely and qulified execution of the order. Would you please open the related L/C without fail to avoid the delay of the shipment. Besides the model of the commodities you have ordered, we are deal in a wide varieties of fashion bags, enclosed please find the illustrated catalogue. If you are interested in any of them, please do not hesitate to let us know. We look forward to your early reply. Yours sincerely, Chapter 6 Contract I. Answer the following questions in English. 1. What are the basic clauses of a contract? The basic clauses of a contract include the commodity, the price, the quantity, the specification, the shipment, the packing, the payment and the insurance. 2. How can you understand the importance of a contract in international business? It is the evidence of the business. It is the evdience of executing the contract; it is also the evidence of disputes and complaints. 3. What are the conditional clauses in a contract? The conditional clauses of a contract should include the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance 4. Why should you pay great attention to conditional clauses? Because they are the main clauses of a contract. 5. What are the different results you will have when your partner breaches different kinds of clauses of the contract? If your partner breaches the conditional clauses of a contract, you can ask him to compensate your loss. If your partner breaches the clauses of force majeure, you can ask him to delay fulfillment of the contract, partial fulfillment or cancel the contract without any compensation. 6. What are warranty clause in a contract? 7. What will you do if you want to become a successful international businessman? First youshould master at least a foreign language; second you should have a good command of international business; third you should know your products and your customers well; fourth, youshould know the genenral practice and regulations of international trade. II. Translate the following terms and expressions A. Into Chinese 1. 銷售合同 2. 更多的訂單 3. 一式兩份 4. 合作 5. 供某人存檔 6. 向某人下訂單 7. 上述提到的貨物 8. 供某人存檔 9. 規(guī)定（條款） 10. 盡可能早的 B． Into English 1. sales confirmation 2. for one’sinformation 3. place an order with sb 4. subsequent amendment 5. in triplicate 6. in quaduplicate 7. in quintuplicate 8. be in confimity with 9. stipulations 10 for one’s reference III. Choose the best answer to complete each of the following sentences. 1-5. C C A D C 6-10 B D A A C IV. Translate the following sentences into English. 1. We have accepted your order No. 111 for 10000 sets of CD players. 2. We would like to place an order with you for 1000 Christmas trees for the coming Christmas. 3. Here we enclose our purchase contract No. Q12 in duplicate, please sign and return one copy for our file. 4. To avoid subsequent amendment, the stipulations of the L/C should be in exact conformity with those of the S/C. 5. It is self-evident that your packing should be firm and sea-worthy. 6. We hope the purchase contract No. 482 on 1000 sets of V998 Motorola mobile phones has arrived you on time. 7. What we want to point out is that although the qualify of your shampoo is good, the price is on the high side. 8. We are glad to send you our purchase contract No. 333 on 500 cases of men skin-care cosmetics in triplicate. 9. Your yarn closh is very popular in our market because of its high quality and low price. Now we are placing a repeat order about 20000 pieces. 10. Now we are sending you contract draft No. 666 on jeans by separate post for your reference. V. Translate the following letter into English. Dear Sirs, We are glad to confirm having concluded with you on 1000 Aucma freezers. We draw up S/C No. A-12 in duplicate. Please sign and return one copy for our file. Since the strengthing market for freezers is coming, if you want to place a repeat order, please infrom us as early as possible. We are looking forward to hearing from you soon. Yours faithfully, VI. (ommitted) VII. Fill in the contract forms in English with the following particulars. (1) Sales Contract Contract No.:07-336 Sellers: Jiangsu Native Produce and Animal BY-products Import and Export Corporation Buyers: London Foodstuffs Import and Export Company This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Groundnut Kernels Specifications: FAQ2007 Crop Quantity: 50 M/T Unit Price: At RMB$ 3550 per m/t CIF London Total Value: RMB$177500(Say Renminbi Dollars One hundred and Seventy-seven Thousand and Five Hundred Only) Packing: In double gunny bags Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk Time of Shipment: During November 2007 Port of Shipment: Nantong of China Post of Destination: London Shipping Mark: At the Sellers’ option Terms of Payment: By irrevocable L/C available by draft at sight Done and signed in Nanjing of Jiangsu on this 31st day of May, 2007. (2) Sales Contract Contract No.: AV006 Sellers: Beijing Light Industrial Products Import and Export Corporation Buyers: General Trading Company, New York This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: “Forever” brand Bicycles Specifications: Model MB26 Quantity: 1000 bicycles Unit Price: At US$ 70 each CIF New York Total Value: US$70000(Say U.S. Dollars Seventy Thousand Only) Packing: In wooden cases Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk as per CIC dated 1st January, 1981. Time of Shipment: To be effected not later than 30th June, 2007, allowing partial shipment and transshipment Port of Shipment: China Port Post of Desti