外贸函电英语课后练习
Unit 1 I. Put the following Chinese into English: 询盘 报盘 报价 订单 传真 电子邮件 电子商务 互联网 交货期 目录 文档 支付 结帐 余额 客户 国民经济 市场经济 营销
II. Fill in the following blanks with the given words in their proper forms: economy trade market 1. Your home _____ is flourishing, and your foreign trade is expanding fast. 2. This is possible because of the continuous advance of our national _____. 3. They have been in the wool _____ for quite a number of years.
4. During the past few years the course of world _____ has been marked by a succession of dramatic
developments.
5. The damaged goods are hardly _____.
6. The tourist _____ is the country‘s main source of income. 7. We must make out a _____ research report in two weeks. 8. An increasing number of European firms are _____ with China. 9. They counted on imports to stimulate their _____.
III. Read the following introduction to general business letters:
(1) 信头（Heading ） (2) 日期(Date) (3) 我方参考号码（Our Ref. No.） 对方参考号码（Your Ref. No.） (4) 封内地址（Inside Address） (5) 称呼（Salutation） (6) 事由（Subject）
(7) 正文 （Body of the Letter） (8) 结尾套语 （Complimentary Close） (9) 签名（Signature） (10) 经办人代号（Reference Notation） (11) 附件（Enclosure） (12) 抄送（Carbon Copy） (13) 附言（P.S.） 以上是英语商业书信的基本结构，其中第1、2、4、5、7、8、9等七个部分是最常用的。但各信的格式不尽一致，有些项目是否要用应视具体情况而定。
下面就以上格式中13个项目逐一介绍： （1）信头（Heading）
商业信函的信头一般印在信笺上端中央，也可在右边或左边。信头中含有发信人公司名称、地址、邮编、电话号码、传真号码、电子信箱等信息资料。
（2）日期（Date）
地址下面写发信日期，次序是月、日、年，如Feb.27，2005；或日、月、年，如27 Feb.，2005 （3）信函编号（Reference Number）
信函编号是为了信件归档、查找之用，通常有我方编号（Our Ref.）和对方编号（Your Ref.）组成，如： Our Ref.：CS 49/77005 Your Ref.：2005/IB318
（4）信内地址 ( Inside Address)
现代商业信件，通常把收信人姓名和地址打在信上，这样可以保持函件的完整，并便于归档立卷。
如收信人为某公司，而寄信人要求该公司某特定人收阅和经办，则可写上Attention (缩写为Attn.)，格式如下： Pacific Marine Insurance Company 643 Powell St.
San Francisco, Ca. 94108 Attention：Mr. H. S. Kennedy （5）称呼 (Salutation)
常见的正式称呼有：Dear Mr Smith, Dear Mrs Black, Dear Miss Brown, Dear Ms. White。Ms.用于不知是否已结婚的女子姓名之前。若称呼多个男性，则在姓名前用Mr.的复数形式Messrs。Mrs没有复数形式，若称呼多个女性，则在姓名前用Mmes.，如Mmes. White and Gray。
写给一个公司时，可以用Dear Sirs, 也可以用Gentlemen, 美国人一般用Gentlemen。称呼后用冒号或逗号均可，但前者显得更正式。Gentlemen后常用冒号。
（6）事由 (Subject)
事由写在称呼下面、信笺中间的位置。事由可让对方在阅读信的正文以前对信的主题、内容一目了然。另外，在登记归档和查卷时也感到方便。
（7）正文 (Body of the Letter)
正文的每一段开头可以用缩行式（Indented Form），也可用并列式（blocked form），由于电脑普及，为了方便，并列式被
广泛使用，这也包括信函的其它所有项目，如日期、事由、结尾套语??等都紧贴信纸左边开始。为清楚起见，采用并列式的各项目之间，通常空一行，正文的各段之间也空一行。
函件只写在信纸的一面，很少两面都用。如果正文较长，一页纸不够，第二页应至少有三行正文，不可没有正文而只有一个签名。第一页最后一行的右边写上to be continued。第二页信纸不用信头，颜色、大小应与第一页相同。第二页第一行要写上收信者单位、页数和日期，如：
Collins Telecom Company, —2— March 24, 2005。 （8）结尾套语 （Complimentary Close）
结尾套语是写信人对收信人所表示的一种谦称，只占一行，低于正文一、二行，放在信的右或左下角。如采用并列式，则紧贴左边。第一个词的开头字母要大写，末尾要用逗号。
在商业书信中，最常见的结尾套语有：Yours faithfully, Faithfully yours, Yours truly, Truly yours，也可用Yours sincerely, Sincerely yours.
（9）签名（Signature）
写信人应在结尾套语之下签上姓名。业务书信和较正式的个人书信通常签上全名，不能只用缩略字母。如果是打字，在打好的
姓名之上，仍需手写签上自己的姓名，以表示郑重，使收信人相信信件的真实性。签名下面可以写上自己的职称或头衔。例如：
Truly yours, (Signature)
Alfred Johnson, Office Manager South Philadelphia Mobiles Company （10）经办人代号（Reference Notation）
经办人代号是由信件口授者(dictator)和秘书（或打字员）的姓名的首写字母组成，用冒号或斜线号分开，如：FCM/HL, FCM:HL, FCM/hl, fcm:hl。
信件打上经办人代号是为了提供此信件产生的信息资料，便于必要时查对之用。 （11）附件（Enclosure）
信中如有附件，则在签名下方左下角注上Enc.或Encl.。其复数形式是Encls. 。附件有两件以上时，应注明数字。如附件特别重要，应给以简短的标题，例如： Encls：1. Annual Report 2 copies
2. List of Major Accounts 3. Profit and Loss Statement （12）抄送（Carbon Copy）
如本信有抄件寄第三者，则打上C.C.或cc字样，然后写上第三者的名称和地址（有的只写名称，不写地址）。例如： C.C： Rotic Co.
341 Queen Avenue Yakima Wa. 98902
cc to：CEO
cc： Mr Carl Mason Copy to： Sales Manager Copies to： directors (13) 附言（P.S.）
附言用于补写要叙述的事情。一般地说，正式信件最好少用或不用。附言有时也可用来强调或提醒一些信中特别重要的内容。
IV. Make corrections in the format of the following business letter:
INTEGRATED COMPUTER TECHNOLOGY CO. LTD. Rm 808,Kyo-Won-Kong-Jea 35-2 Yeoido Young Dung Po Seoul South Korea Tel: 822-782-4641 Fax: 822-785-4245 16 June 2004 KJ: rh Enclosures 2 Cc: Kim Sang-Chul Moon Young-Seung Subject: Integrated Circuit Boards Dear Dr Brenda Yeoh We have just received your order for 400 integrated circuit boards (item No. KR10779) Unfortunately, these circuit boards are no longer produced as they have been replaced by our model KR2000, which is cheaper, more reliable and more efficient than the circuit boards that you ordered. With this in mind, we imagine that you will be happy to change your order. The prices of the KR2000 and peripheral equipment are as follows: KR2000 integrated circuit board: @US$23,200 KT200X ?Toolkit‘: @US$15,500 KC200X connectors: (2 per pack) @US$10,000 I should be grateful if you could contact me to tell me what you wish us to do about your order. Yours faithfully Kim Jungsup for INTEGRATED COMPUTER TECHNOLOGY CO. LTD. Attention Dr Brenda Yeoh, PhD ATT Computers Corp. Pte Ltd. 88 Kitchener Road,#02-15 Jalan Besar Plaza Singapore 208512 PS Forgot to mention it, but there are lots of bargains in the brochure and price list which I am sending you.
V. Address the following envelope in English： 美国纽约百老汇大街20号AUTOS公司 邮编：10027 威廉·史密斯先生收 中国北京广安门南街12号 中国北方工业公司 邮编 100053
Unit 2 I. Put the following Chinese into English: 公司
信誉
与。。。建立业务关系 小册子 你处（地） 供你参考 以。。。为目的 与此同时 按照 达成交易 在。。。业务方面 一系列 具体询盘 经营 与。。。做生意
II. Multiple choice:
1. We thank you for your letter of May 13 and the _____ catalogue. a. sent b. enclosed c. given d. presented
2. While _____ an enquiry, you ought to enquire into quality specification and price etc. a. making b. offering c. sending d. giving
3. We wish to introduce ourselves _____ a state-run corporation dealing _____ textiles. a. as, with b. for, in c. as, in d. with, with
4. We are a specialized corporation, the export of animal by-products. a. dealing b. handling c. dealing with d. dealt in
5. As the item the scope of our business activities, we shall be pleased to establish direct trade relations with you.
a. lies within b. fall within c. come under d. be within
6. We owe your name and address Italian Commercial Bank who has informed us that you are in the market table-cloths.
a. from, for b. to, with c. from, with d. to, for
7. In order to obtain the needed information, the inquirer should simply, clearly and concisely write _____ he wants to know.
a. that b. so c. what d. because of
8. If our national economy develops at the same speed for the past decade, we are sure we can catch up with the advanced countries in the world in 50 years.
a. as it was b. as it did c. as it does d. as it has done
9. Your letter of May 9th addressed to our Wuhan Branch Office has to us for attention and reply. a. been passed on b. passed c. passed on d. been past through
10. We are willing to enter into business relations with you on the of equality and mutual benefit. a. base b. basis c. bases d. based
11.Now we look your company for the supplies as we suffer great losses when we dealt with them.
a. to, would b. for, are used to c. for, would d. to, used to
12. The Guangzhou Export Commodities Fair, sometimes known as the Canton Fair, has _____ to offer that you can find almost everything.
a. so many b. more c. so much d. most
III. Fill in the following blanks with the given words in their proper forms:
business deal transact 1. We take the opportunity to introduce ourselves as importer _____ in digital cameras. 2. We are _____ business on the basis of CIF terms or CFR terms. 3. This report _____ with our sales prospects for the years to come. 4. _____ prospects are likely to turn better.
5. Markets for bicycles have gone up a _____ recently. 6. They have concluded substantial _____ with that company.
7. Our representative has full authority to _____ negotiation on this matter. 8. _____ are less optimistic about economic prospects.
9. Nowadays _____ that involve large sums of money are made by checks and fund transfers.
10. Doing _____ without advertising is like winking at a girl in the dark. You know what you are doing but nobody
else does.
IV. Put the following English into Chinese:
1. We are one of the main producers of industrial chemicals in Germany, and are interested in establishing
business relations with your company.
2. Specializing in the export of Chinese bicycles, we express our desire to trade with you in this line.
3. Your name and address have been passed on to us by Hong Kong Trading Company, and we are glad to write to
you hoping to establish trade relations with you.
4. We‘d like to thank you for your letter of June 7 offering your services and should be glad to discuss the possibility
of expanding trade with you.
5. We should be pleased if you would respond to our request at your earliest convenience.
6. We are willing to enter into business relations with your firm on the basis of equality and mutual benefit. 7. We write to introduce ourselves as one of the leading exporters of a wide range of electric fans and air
conditioners.
8. In order to promote business between us, we are airmailing you samples under separate cover for your
reference.
9. To acquaint you with the light industrial goods we handle, we are sending you, by separate mail, several
pamphlets for your reference.
10. Your company has been introduced to us by Mr. Nelson as prospective buyers of Chinese foodstuffs because we
have been in this line for many years.
V. Put the following sentences into English:
1. 承蒙ABC公司的介绍，我们得知贵公司的名称和地址。(to owe … to…) 2. 一收到你方具体询盘，我们马上寄送商品目录及样品。(specific enquiry) 3. 他们的主要业务是出口电子计算机。 (line)
4. 我公司丝绸在你地早已是热销商品。 (a best seller, at your end) 5. 这种产品正行销所有欧洲国家。 (to market )
6. 你方5月10日函已由我们在北京的总公司转交我方处理。 (to transfer) 7. 我们经营这类商品已经有20多年的历史了。(to handle / in the line) 8. 我们能供应式样各异、尺码齐备的鞋。(a wide range of)
9. 我们的贸易是在平等 (equality) 原则的基础上进行的。(to be based on) 10. 世界上大多数国家都从事国际贸易。(to engage in) 11. 如果你们需要，我们可以提供一些石油。(to offer)
12. 国际贸易有两种形式，一种是货物，另一种是劳务。(to trade in)
VI. Supply the missing words in the blanks of the message: Dear Sirs,
Thank you for your letter of August 20, i____(1) us that you are in the m____(2) for Chinese toys.
To give you a general idea of the goods we are dealing i____(3), we are sending you by air a complete set of our
s____(4) books together with full details of our export prices and t____(5) terms, which we hope will reach you in due course.
Our goods are enjoying fast sales in many countries for their fine q____(6) and reasonable p____(7) in spite of the rise in the cost of raw materials. We are glad to say that all the goods listed in our sample books can be supplied f____(8) stock and according to your specifications.
Should any of the i____(9) be interesting to you, please don‘t fail to send us your s____(10) enquiry, upon receipt of which, we will make an offer by cable.
Yours faithfully,
VII. Read the following short passages or letters and then translate them into Chinese: (A)
International trade is the exchange of goods and services produced in one country for goods and services produced in another country. In addition to visible trade, which involves the import and export of goods and merchandise, there is also invisible trade, which involves the exchange of services between nations. Nations such as Greece and Norway have large maritime fleets and provide transportation service. This is a kind of invisible trade. Invisible trade can be as important to some nations as the export of raw materials or commodities is to others. In both cases, the nations earn the money to buy necessities.
(B)
There is no country in the world that can produce all the products it needs. Thus countries join in international division of labor for effective production and reproduction. Sometimes a country can buy goods and services from abroad on a barter （易货）basis. Barter means doing business by exchanging goods of one sort for goods of another sort without using money. Barter trade itself is not enough to meet a country‘s import needs. But as a form of international trade, it is still attractive in developing countries where foreign exchange is in short supply and inflow of foreign funds is far from sufficient to meet their obligations in external trade.
(C)
There is only a small proportion of service activity in international trade. By their very nature, services are much less tradable than goods since services have to be consumed at the point where they are produced. This means that either the supplier of a service must move to where the consumer is located, or the consumer must move to where the producer is located. Only a small proportion of services are capable of being traded like goods with neither the producer nor the consumer being required to move. For example, transport services, banking, insurance and education.
(D)
Dear Sirs, Your company has kindly introduced to us by Mr Nelson, the president of Autos Company, as prospective buyers of Chinese Agricultural Machines. As this item falls within the scope of our business activities, we shall be pleased to enter into direct trade relations with you at an early date. To give you a general idea of the various kinds of products we handle, we enclose a brochure and a price list. Quotations and sample books will be airmailed to you on receipt of your specific enquiry. We look forward to your favorable reply. Yours faithfully, VIII. Translate the following letter into English: 敬启者： 你7月5日电动机的询盘收悉。 因该商品属中国进出口公司的经营范围，我们已将你方询盘转交他们办理，请直接就你们所需与他们联系。 借此机会，我们自我介绍，我们是经营中国工艺品出口业务的一家国营公司，并与各地的大商号建立了广泛的联系。 随函附上我们的最新目录和价目单，请查收。希望能和你方建立业务关系。 XX 谨上
Unit 3 I. Put the following Chinese into English: 询购。。。 接受报盘 递价 大使馆 代理 工艺 手工制作 支付条款 兹答复 与。。。有联系 向。。。订购 现成市场 立即处理 市场需求（口味） 用现款（支付） 稳定需求 （商品）在出售中 给。。。报盘
II. Multiple choice:
1. We thank you for your letter of March 12 and the _____ catalogue.
a. sent b. enclosed c. given d. presented 2. The letter we sent last week is an enquiry _____ color TV sets.
a. about b. for c. of d. as
3. If you are interested, we will send you a sample lot _____ charge.
a. within b. with c. for d. free of
4. While _____ an enquiry, you ought to enquire into quality, specifications and price etc.
a. making b. offering c. bidding d. sending 5. They found an opportunity to purchase six leather shoes. a. thousands pairs b. thousand pair of c. thousands of pair d. thousand pairs of
6. What kind of products do you think particularly interested ? a. are they, in b. they are, in c. are they, / d. they are, /
7. It may interest you to know that there is a good demand here for Chinese Black Tea _____ prices. a. at moderate b. in cheap c. for low d. on dear
8. Please reply as soon as possible, the earliest shipment date and terms of payment. a. stated b. as stated c. stating d. state 9. We enquire glassware available export.
a. for, to b. for, for c. to, for d. of, about 10. We are pleased your enquiry of July 15 for our toys. a. to receiving b. as received c. receiving d. to have
11. We would not give you any lower price you could place an order for more than 500 tons. a. expect b. until c. unless d. besides
12. There is a steady demand in Europe leather gloves high quality. a. for, with b. for, of c. at, with d. in, of
13. We some brochures to illustrate the types of materials we manufacture.
a. enclose you, / b. enclose, you c. enclose, / d. enclose, to you
III. Fill in the following blanks with the given words in their proper forms: offer enquire/enquiry bid
1. China‘s _____ for the 2008‘s Olympic Games has been successful. 2. It is impossible for us to keep our _____ open for more than one week.
3. We are keeping your _____ in mind and will revert to it when goods are available.
4. As the prices _____ are exceptionally low and likely to rise, we would advise you to place your order without
delay.
5. If we ask the buyers for a _____, most probably they will name a low price. 6. We have only limited stock, which is under _____ elsewhere. 7. The company _____ about the development of the local market.
8. At your request, we‘re now making you a firm _____ for 1,000 color TV sets.
9. The articles you _____ for are handled by Daliang Light Industrial Products Imp./Exp. Corporation. 10. If your quantity is considerably large, we can _____ you a discount of 10% on list prices.
IV. Put the following sentences into Chinese:
1. We were advised by Mr. John King that you were interested in supplying men‘s leather shoes.
2. Please send us your best offer by fax indicating packing, specifications, quantity available and earliest time of delivery.
3. You must take into consideration when quoting a price that we may place regular orders for large quantities. 4. Your enquiry of January 10 has been referred to us for attention as we are the exporters of the articles you
require.
5. Our associates in the packaging industry speak highly of your Zeta packing machines and we would like to have
more information about them.
6. We hope that your prices will be workable and that business will materialize to our mutual advantage. 7. We look forward to placing further orders with you, and trust that you will make every effort to satisfy our
particular requirements.
8. I would appreciate your sending me an up-to-date pricelist for building materials.
9. If you can supply goods of the type and quality required, please make us a firm offer and quote your lowest
prices.
10. As we are in the market for Men‘s Leather Gloves, we should be pleased if you would send us your best
quotation.
V. Put the following sentences into English: 1. 您能告诉我贵公司可供出口的主要产品吗？(item)
2. 能否给我们报英国伦敦成本保险费加运费最低价？(to quote / CIF)
3. 如你方报价具有竞争性且交货期可接受，我们将很高兴向你订货。(to place order with) 4. 从你方5月5日来信中我们很高兴得悉你们对我缝纫机感兴趣。(to be interested in) 5. 敬请告知贵公司可供应的上等白砂糖(refined sugar)数量和价格。(can deliver) 6. 请寄来贵公司产品最新样品并附价格，我们不胜感激。(to appreciate) 7. 倘若价格有竞争性，我方已有现成买主，相信能大批量订货。(ready buyers) 8. 上述货物不能供现货.(available from stock)
9. 如你方价格优惠,我们将乐于向你方订购60箱茶. (favorable)
10. 我方对进口你方产品很有兴趣，如有可能请向我方提供目录、价格单和样品。(catalogue, price list, sample)
VI. Supply the missing words in the blanks of the message:
Your e____(1) of October 10 is receiving our attention, and we thank you for your i____(2) in our products. A copy of our illustrated export c____(3) will be sent to you today, together with a range of samples of the various skins used in the m____(4) of our gloves and shoes. We think the colors will be just what you want for the fashionable trade, and the beauty and elegance of our d____(5), coupled with the superb w____(6), should a____(7) to the discriminating buyers.
Our r____(8), Mr. J. Needham, will be in Paris next week and will be pleased to call on you with a full r___(9) of samples of our hand-made lines. He is authorized to discuss the terms of an order with you or to negotiate a contract.
We look forward to receiving an o____(10) from you.
VII. Read the following short passages or letters and then translate them into Chinese: （A） Dear Sirs, Re: Enquiry No. 2231 We are pleased at the signing of the trade agreement between our two countries some time ago, which, we believe, will be of far-reaching significance in the development of our bilateral trade. We are now in the market computers mentioned in the attached list and shall appreciate it if you will airmail to us at your earliest convenience your best quotation CIF Shanghai Port showing full particulars as to specifications and time of delivery along with three copies of descriptive literature in English. Should you be unable to supply the goods exactly as specified, would you please offer goods of the nearest specifications or pass this enquiry to your associate who is able to make the right offer? When replying, or quoting, or sending relative catalog and samples, please indicate the number of this enquiry for easy identification. We hope you will give us an early reply. Yours faithfully,
（B） Dear Sirs, Re: Textiles This company is one of the largest textile importers in New York. We sincerely hope to establish business relations with your company so as to promote trade between our two countries. We are enclosing an enquiry note No. 111 and looking forward to receiving, at an early date, your quotation CIF New York inclusive of our 5% commission. While quoting, please state the earliest shipment and quantity available. If your quotation is competitive, we are ready to conclude substantial business with you. Your early reply will be very much appreciated. Yours truly,
VIII. Translate the following letter into English: 尊敬的先生： 事由：‘山地牌’自行车 敬请贵公司寄给我们一册‘山地牌’自行车的目录和最新价目单。我们对男女式的自行车都非常感兴趣。 本市自行车很流行，需要大量自行车。因油价偏高，可能越来越多的人将用自行车来取代汽车。 倘若贵公司的自行车质量令人满意且报价具有竞争性，我们打算大量成交。 早日复信，不胜感激。 。。。 敬上 Unit 4 I. Put the following Chinese into English: 实盘 虚盘 确认，保兑 保兑的 不可撤销的 汇票
即期
以 。。。为条件，为准 及时，适时 规格 殷切地 品名 数量
包装 装运 支付 承诺过多 按照要求 如所陈述 如所约定 另邮 分期付款
II. Multiple choice:
1. They have _____us that you are _____ the market _____ chemicals.
a. inform, in, on b. informed, in, for c. advise, in, on d. advised, in, of
2. For your information, our products enjoy a ready _____ in Europe.
a. sell b. sale c. selling d. sail
3. We have been approached _____ several buyers for the supply of HV switchgear.
a. by b. with c. as d. for 4. We would recommend you ______ this offer.
a. accept b. accepted c. to accept d. accepting
5. Thank you for your letter of December 20, ______ which you offered us 12,500 yards of
printed shirting on the following terms and conditions: a. from b. of c. in d. to
6. Our price is more attractive as ______ that offered by suppliers elsewhere. a. compared to b. compared with c. compare to d. compare with
7. We are not in a position to offer firm, as the goods are ______ . a. without stock b. outside in stock c. no stock d. out of stock
8. ______ we would like to close the business with you, we find your price unacceptable.
a. Much b. However much c. Much as d. Despite 9. Please let us ______ your firm offer before the end of this month. a. had b. have c. having d. to have
10. ______ we thank you for your enquiry, we regret being unable to make you an offer for the time being. a. While b. When c. As d. Since 11. We are offering you goods ______ the high quality. a . of b. at c. for d. with 12. A firm offer ______ a time limit for acceptance. a. may specify b. never specifies c. sometimes specifies d. must specify
13. If you can ______ your price by 5%, we may conclude the transaction with you. a. offer b. bring down c. fix d. quote
14. The commodities you offered are ______ line with the business scope of our clients. a. outside b. out c. out of d. without
15. We are offering you firm ______ on the same terms and conditions as the previous contract.
a. as following b. as follow c. as is following d. as follows
III. Fill in the following blanks with the given words in their proper forms: price sell buy 1. Bicycles command a ready _____ in the US market. 2. As their requirements have already been filled, they are not _____ at present.
3. You will find that our products are moderately _____ and yet of good quality.
4. Please note that we have quoted our most favorable _____ and are unable to entertain any counteroffer. 5. No commodities, however attractive they may be, can _____ in large quantities if their prices are too high. 6. Please note that we have quoted our most favorable _____ . 7. Inopportunely our stocks have just been _____ up by other firms. 8. The prices are relatively low, and many goods are attractive _____.
9. To our regret, we have to inform you of our inability to accept your order as the goods have now been _____ out. 10. Unless otherwise stated or agreed upon, all _____ are net without commission. 11. The attractive design and reasonable price is the _____ point of our new products. 12. The machine which he _____ in a hurry has proved to be second-hand.
IV. Put the following sentences into Chinese:
1. We learn from your letter of April 3 that you are interested in establishing business relations with us for the
purchase of our tools.
2. We owe your name and address to the Commercial Counselor‘s Office （商务参赞处） of our Embassy in the U.S. 3. Your company has been introduced to us by R.G. Nelson & Co., Ltd. As prospective buyers of Chinese sewing
machines. As we deal in sewing machines, we shall be pleased to enter into direct business relations with you. 4. As we are in the market for Men‘s Leather Shoes, we should be pleased if you would send us your best
quotations.
5. If you can supply goods of the type and quality required, we may place regular orders for large quantities. 6. Your letter of September 2 has been received. We are glad to inform you that the articles required by you fall
within the scope of our business activities.
7. In compliance with your request, we are sending you arrange of cut samples of our cotton piece goods. We hope
they will arrive in time and be found to your satisfaction.
8. Thank you for your letter of September 4 informing us that you find our canned meat satisfactory and that you
consider placing a trial order with us.
9. Enclosed is our Pro forma Invoice （形式发票）No. 3422 in duplicate covering 500 Ever-lasting Brand Bicycles for
shipment during October.
10. As a result of the favorable supply situation we are able to offer you firm, for immediately delivery.
11. As the prices quoted are exceptionally low and likely to rise, we would advise you to place your order without
delay.
12. We can offer you a wide range of sizes and types from stock.
13. We regret to inform you that we do not have in stock the goods in the desired quality.
14. We are sure that these goods will meet your requirements , and we look forward to your first order. 15. Packing charges are included in the price, and we can make delivery whenever you wish.
V. Put the following sentences into English:
1. 如果你方能降价百分之五，我们相信成交是有可能的。(to reduce the price by 5%)
2. 我公司是本地区最大的电视机进口商之一，我们经营各种牌号的电视机已有二十多年了。(to handle / deal in) 3. 兹确认我们今晨给你们电报50公吨花生的实盘，一周内复到有效。(subject to ) 4. 因为订单过多，我们只能接受11月船期的订单。(to be heavily committed) 5. 你方报的价格还是有竞争力的，但是交货期不能接受。(competitive)
6. 如果你方能报表200辆飞鱼牌自行车，三/四月船期，我们将非常感激。(highly appreciate it if…) 7. 关于支付条件，我们要求不可撤销的、凭即期汇票支付的信用证。(irrevocable, sight L/C) 8. 按照你方三月十五日来信的要求，我们给你作如下报盘。(to make you an offer) 9. 由于价格合理、质地优良，我们的棉布很畅销。(to sell fast) 10. 目前此项货物有限，我们建议你方从速接受我方报盘。(limit)
11. 我们充其量只能给你3%的佣金。(the best we can do, commission)
12. 花生行市目前见疲，除非你方能减价5%，否则我们无法达成交易。(market is declining)
VI. Supply the missing words in the blanks of the message: Dear Sirs, Thank you for your letter of March 6 e___1___ for our tape recorders and your desire to enter into d___2___
business relations with us. As requested, we are sending you our q___3___ sheet covering the types in which you are interested. Unless o___4___ stated, all the products can be supplied within four weeks after r___5___ of your order and the prices listed are s___6___ to our final c___7___. On an order exceeding 10,000 sets, we usually allow a 3% quantity d___8___. Some latest c___9___s and b___10___s have also been sent to you under s___11___ cover for your reference. Should any of the items be suitable for your market, please let us know. As soon as your s___12___ enquiry is received, we will make you an offer immediately. Your early reply will be much a___13___. Yours faithfully,
VII. Read the following short passages or letters and then translate them into Chinese: (A) Dear Sirs, We are pleased to inform you that we are interested to purchase your Down Quilt（羽绒被）. To acquaint ourselves with the quality and workmanship of the said goods, we would like you to airmail us some pamphlets, samples and all necessary information about specifications. Meanwhile, please quote us your lowest price CIF New York including our 3% commission for each of the items shown in the attached list. There is a promising market here for goods of fine quality at reasonable prices. Should your samples and prices prove satisfactory to us, you may expect substantial orders. Thank you in advance for your cooperation. Yours faithfully, (B) Dear Sirs, We were very pleased to receive your enquiry of 15th January and enclose our illustrated catalogue and the detailed price-list as you asked. Also by separate post , we are sending you a full range of samples and, when you have had an opportunity to examine them, we feel confident you will agree that the goods are both excellent in quality and reasonable in price. On regular purchase of fifty dozen or more of individual items, we would allow you a discount of 5%. Because of their warmth and softness, nylon bedclothes are becoming more and more popular, and after studying our prices you will not be surprised to learn that we are finding it difficult to meet the demand. But f you place your order not later than the end of this month, we would guarantee delivery within fourteen days of receipt of your order. We invite your attention to our other nylon products, details of which you will find a in the catalogue, and look forward to receiving your first order. Yours faithfully, (C) Dear Sirs, Thank you for your letter of Nov. 21, and we have sent you a reply by telex this morning. You must have noted from our fax that we are in a position to make you a firm offer on 250 long tons of Steel Tubes at ￡620 per L/T CIF Lagos, shipment to be effected by sight letter of credit. This offer is subject to your reaching here within one week. As you are aware, there has been active demand for Steel Tubes in the market, therefore, it is impossible for us to keep this offer open too long. Active demand will certainly result in increased price, to which we hope you will pay attention, and meanwhile we are expecting your early reply. Yours faithfully, VIII. Translate the following letters into English: (A) 敬启者： 你九月十五日来信及信中所附对我“白兔”牌睡衣的询盘收悉，此谢。
按照你方要求，现报两万打女式睡衣，成本加运费，含百分之五佣金拉各斯价每打48.5美元，2004年七、八月装船，以保兑的，不可撤销的信用证凭即期汇票支付。本报盘以你方一周内复到为有效。有关样品和目录已另邮你方。 请注意所报价格均为底价，不接受任何还盘，如无异议，请尽快确认，以便我们安排有关事宜。 盼早复。 谨上
(B) 尊敬的先生： 很高兴收到您方1月10日的询价。根据你方要求，今另封航邮寄上一册附图目录和‘山地牌’自行车的最近价目单。有关销售条件和付款方式，单内也有详细说明。相信经查阅后，你方会同意我方产品质量上乘，价格合理。 盼早日收到你方试订订单。 。。。 谨上 Unit 5 I. Put the following Chinese into English: 还盘 小册子 标题的 偏高（低） 流行的 现行的行市水平 利润 折扣 一批货 现成的市场 试订 在展出 形式发票 银行划拨 与。。。不一致 给。。。折扣 有迹象表明 考虑到 （鉴于） 畅销 续订
II. Multiple choice:
1. We don‘t think we can put the business through ______ you revise your terms and conditions.
a. unless b. expect c. only if d. in addition
2. As said on the telephone this morning, we are sending you by separate airmail the samples, ______ you will find them satisfactory.
a. to hope b. hoping c. hopefully d. hope
3. We shall be glad to send you sample-cutting books and pamphlets of our new products ______ .
a. with request b. as request c. upon request d. at request
4. We would appreciate your sending us a trial order, which we ______ with keen interest.
a. are waiting b. await c. await for d. are awaiting 5. Please ______ us if you find our price competitive.
a. buy them with b. place orders with c. place orders from d. place your orders
6. We find your terms ______ and now send you our order for 30 SM combines. a. fitful b. suitable c. satisfied d. satisfactory
7. We place this order ______ the understanding that the discount is 10%. a. for b. with c. on d. through
8. If you can ______ us a 3% discount, we shall give you our initial order amounting to US$ 25,000.
a. provide b. pay c. guarantee d. allow 9. We expect ______ large orders from Europe in the near future. a. to receive b. to receiving c. receive d. being received
10. We are well acquainted ______ our customers‘ needs and can place large orders with you if your price is quite in line.
a. by b. of c. with d. for
11. We must insist on immediate delivery, ______ we shall be compelled to cancel the order in accordance with the contract stipulations. a. however b. likewise c. in other words d. otherwise
III. Fill in the following blanks with the given words in their proper forms: commodity stock refer 1. Hi-tech equipment and electric appliances are now important _____ for export in China. 2. We _____ to our records and found that the said commission had already been paid. 3. Generally speaking, a quotation usually includes _____, specifications and unit price. 4. We have at present not any _____ of the furniture as you required. 5. Labor is bought and sold like any other _____.
6. _____ to your enquiry of May 22, we very much regret that we have no supply in stock. 7. Common _____ is the ordinary certificate of ownership of the corporation. 8. Wine is one of the many _____ that France sells abroad.
9. Now we are not in a position to supply the goods you enquired for from _____. 10. We shall appreciate it if you will send some up-to-date patterns for our_____.
11. I would like to point out that because of the limited _____ you‘d better accept it as soon as possible. 12. We have _____ to the local bank for their credit standing.
IV. Put the following sentences into Chinese:
1. Many thanks for your reply to our enquiry for steel furniture. We keep your catalog for further reference, but
think your products too highly priced for this market.
2. As business has been done extensively in your market at this price, we regret that we cannot accept your
counter-offer.
3. We have cut our price to the limit. We regret, therefore, being unable to comply with your request for further
reduction.
4. Delivery before March is a firm condition of this order, and we reserve the right to refuse goods delivered after
that time.
5. We have duly noted your requirements for cotton, but regret being unable to supply at present. We will certainly
revert to this matter as soon as our supply position takes a turn for the better.
6. The minimum quantity required is 500 kg. But we would accept up to a maximum of 800 kg. if the quality is
high.
7. We agree to your price, but should like to know if you are prepared to grant us a discount of 5% for a quantity
of 2 000.
8. We regret that it is impossible to accept your counter-offer, even to meet you half way, because the price of raw
material has advanced 20%.
9. Although we are anxious to open up business with you, we regret that it is impossible for us to allow the
reduction asked for, because we have cut our prices to the lowest point.
10. If this first order is satisfactorily executed we shall place further business with you.
V. Put the following sentences into English:
1. 鉴于我们之间的长期贸易关系，特向你方作此还盘。(In view of…) 2. 如不能接受，请尽力给一个最好的还盘。(to make … offer)
3. 感谢贵方2月20日的订单报价，随函附上关于标题项下货物的111号订单。(captioned goods) 4. 你方价格偏高，我们不得不作如下还盘，以我方在本周五前收到你方答复为准。(on the high side) 5. 因我方客户急需该货，希望能尽早发运。(to be urgently needed)
6. 我们不能考虑按你方价格成交，因为你方价格于市价不符。(out of line with)
7. 我们对贵方产品的价格和质量都很满意，现寄上订单一份订购下列产品。(to find … satisfactory) 8. 我方客户对你方产品的质量感到很满意，现寄上试订单一份，请供应现货。(to place a trial order) 9. 通过贵方全力合作，我方能够以你最新价格试订一批货。(through full cooperation) 10. 我们相信，这此试订货将会增进日后更多的大宗贸易。(important transactions)
VI. Supply the missing words in the blanks of the letter: Dear Sirs, We are in r__1__ of your letter dated March 11 and, as r__2__, are airmailing you, u__3__ separated cover, one c__4__ and two sample books for our Printed Shirting. We hope they will reach you in due time and will help you in making your selection. In order to start a concrete t__5__ between us, we take pleasure in making you a special o__6__, subject t__7__ our final c__8__, as follows: Art. No. 81000 Printed Shirting Design No. 72435 – 2 A S__9__s: 30 X 36 X 72 X 69 35‖ X 36‖ X 42 yds Quantity: 12,600 yards Packing: in bales or in wooden cases, at Sellers‘ o__10__ Price: US $ … per yard C.I.F.C.5% Vancouver Shipment: to be made in three equal monthly i__11__, beginning from June, 20. Payment: by c__12__, ir__13__ L/C payable by draft at sight to be opened 30 days before the time of shipment We trust the above will be acceptable to you and await your trial order with keen interest. Yours faithfully, VII. Read the following short passages or letters and then translate them into Chinese: (A) Dear Sirs, Soybeans 2003 Crop We are in receipt of your letter of August 15 offering us 5000 metric tons of the captioned goods at RMB 1 600 per metric ton on the usual terms. In reply, we regret to inform you that our buyers in Odense find your price much too high. Information indicates that some parcels of Turkish origin have been sold there at a level about 10% lower than yours. We do not deny that the quality of Chinese soybean is slightly better, but the difference in price should, in no case, be as big as 10%. To step up trade, we, on behalf of our buyers, counteroffer as follows: subject to your reply being received here by August 26,our time: 5000 metric tons Soybeans ,2003 Crop at RMB 1300 per CIFC 2% Odense with transshipment at Copenhagen, other terms as per your letter dated August 15,2004. As the market is declining, we recommend your immediate acceptance. Yours truly, (B) Dear Sirs,
We are very please to have your order and are happy to confirm that all the items requested are in stock. It is a pleasure to supply you and we are quite sure that you will be satisfied with both quality of our goods and our service. The irrevocable letter of credit for a sum not exceeding $ 500 and valid till September 15th is quite an acceptable mode of payment. On receipt of confirmation of this credit from the First National Bank, your order will be ready for shipment to await your agent‘s shipping instructions. We assure you that this order and any future orders from you will have our immediate attention. Yours faithfully,
VIII. Translate the following letters into English:
(A) 敬启者： 事由： 台布 兹谈到贵方标题货物的报盘及随函附寄样品和目录，我方已与客户接洽。他们认为质量和船期可接受，但所报价格与其他供应商的价格相距甚大，不能接受。同类香港产品的价格比贵方的低10%，因此，我们建议你方将价格降至与现行价格一致的水准上。届时，我方将大量订购。 鉴于你们是我们的老客户我们才作此还盘。如同意以上还盘，请来传真告知，以便我们开立有关信用证。 XXX谨上 (B) 执事先生： 谢谢你方5月6日寄来男式衬衫报价及样品。我们已与本地区一些客户联系。许多客户对天鹅牌男式衬衫感兴趣。因此，我们特要求贵方报5000件No. G-3男式衬衫CFR新加坡最低价。我们相信我们可为您争取一些订单。然而我们愿指出，除非贵方报价对买方有吸引力，否则要成功推销并非易事。 XXX谨上
Unit 6 I. Put the following Chinese into English:
确认 以。。。为目的 开列，膳写 销售确认书 一式两份 返签，会签
以。。。为抬头，以。。。为受益人 公吨 （=1000公斤） 购货确认书
有效（性），有效（期） 耽误，延误 与 。。。相一致 令人满意 减价 急需 保兑行
II. Multiple choice:
1. We deal in decorative fabrics ________ different varieties.
a) on b) of c) in d) for
2. We should be pleased to send you a sample _____ our expense.
a) at b) in c) against d) of
3. In terms of quality, our products are superior _____ other brands.
a) to b) better c) for d) above
4. Goods will be shipped _____ 30 days after receipt of the L/C.
a) to b) on c) for d) within 5. We look forward ________your orders.
a) on b) in c) to d) at
6. Our quotation _____ 10 tons of groundnuts is valid 10 days.
a) to b) after c) in d) for
7. We can supply this type of machine _____very favourable terms.
a) for b) to c) against d) on
8. In view of our great performance last year, business _____ our two countries will develop further.
a) in b) on c) between d) at
9. We trust you will look _____ the matter without delay upon receiving the data concerning the damage.
a) on b0 upon c) in d) into
10. To avoid possible dispute _____ quality, both sides should describe the goods clearly.
a) on b) in c) of d) at
11. Last year, this market was almost at its bottom, _____ which our trade is now only recovering.
a) from b) for c) on d) against
12. _____ instructions from the importer, we have opened an irrevocable letter of credit for US$ 8000 I your
favour.
a) On b) From c) In accordance d) According
III. Fill in the following blanks with the given words in their proper forms:
confirm(-ation) accept(-able/-ance) agree(-able/ -ment) 1. Latest developments _____ our prediction in regard to the trend of the market. 2. If our price is found _____, please let us have your order for our _____ as soon as possible. 3. Details of insurance and freight are _____ between the importer and the exporter.
4. The above offer is subject to our final _____.
5. The designs are _____ to the taste of the market.
6. When the bank presents the bill of the drawee, he must either pay it immediately or _____ it by writing ―_____‖
on it.
7. Please advise the credit to the beneficiary and have it ______.
8. It is unanimously _____ that we should take some flexible measures for promoting the sales of our products. 9. I am sorry we fail to arrive at an _____ with them with regard to the mode of payment. 10. Notice of such _____ shall be in writing.
11. We ______ having placed an order with you for 1500 tons soybeans.
IV. Put the following sentences into Chinese:
1. We confirm that delivery will be made by March 15, as requested.
2. We trust that this initial order will lead to further dealings between out two companies.
3. We feel sure you will find our goods satisfactory in every way and perfectly suitable to your needs. 4. We hope the goods will reach you in good time and look forward to receiving your further orders.
5. If the quality of your products proves (to be) satisfactory, we will be prepared to negotiate a long-term contract. 6. The above order is urgent needed. We, therefore, request you to forward it by air freight.
7. We thank you for giving us a trial and promise that your order will be dealt with promptly and carefully. 8. With reference to the faxes exchanged between us in the last few days, we are pleased to have been able to
finalized the following transaction with you.
9. Although your price is below our level, we accept, as an exception, your order with a view to initiating business
with you.
10. We have booked the following order as per your fax of April 4 and ours of April 8 and wish to assure you that,
on receipt of the relevant letter of credit, we shall not fail to effect shipment in time.
V. Put the following sentences into English:
1. 如果你们的价格合理，我们相信我们之间能达成大量交易。(to conclude substantial business) 2. 如果你方能降价百分之五，我们相信成交是有可能的。(to reduce the price by 5%) 3. 因为订单过多，我们只能接受11月船期的订单。(to be heavily committed) 4. 你方报的价格还是有竞争力的，但是交货期不能接受。(competitive) 5. 目前此项货物有限，我们建议你方从速接受我方报盘。(limit)
6. 花生行市目前见疲，除非你方能减价5%，否则我们无法达成交易。(market is declining) 7. 兹回复你方3月5日书写纸报价，现试订购如所附订单。(in reply to)
8. 你方目录和价格单已收到，现按所示价格订购下列货物。(catalogue and pricelist) 9. 由于我方工厂第四季度货已订满，我们歉难接受新的订单。(fresh orders) 10. 我们正在迅速处理你方订单，并将随时告知进展情况。(to keep one informed)
VI. Supply the missing words in the blanks of the message: Dear Sirs, I__1__ reply to your letter of September 25, 2004, we have pleasure in c__2__ your order for 500 sets of Color TV. E__3__ you will find our Sales Confirmation No. 202 in d__4__, a copy of which is to be returned to us after being c__5__ by you. We understand that the covering letter of credit will be e__6__ immediately. Please make sure that the stipulations of the relevant credit are in strict c__7__ with the terms stated in our S/C so as to avoid subsequent a__8__, On receipt of your L/C we will arrange to ship the goods without d__9__. The shipment, we believe, will turn out to your satisfaction. Taking this opportunity, we wish to thank you for your c__10__ and express the hope that this transaction will pave the way for further development of business between us. Yours faithfully, VII. Read the following short passages or letters and then translate them into Chinese: (A) Dear Sirs, We have duly received your Sales Contract No. 111 in duplicate. As requested, we return herewith one copy completed with our counter-signature. We have already established with the Bank of China, London the relative letter of credit, which we believe will reach you soon. Upon receipt of it, please arrange shipment and advise us of the name of steamer and its sailing date by fax. Yours faithfully, (B) Dear Sirs, Re: Copper Wire Thank you for your fax dated July 3rd and 12th. We appreciate your cooperation and have pleasure in confirming the revised order as follows: ―Forty long tons of Copper Wire at $ 115 per long ton CFR Shantou, for shipment in August.” Our Purchasing Confirmation No. 3366 has been sent to you in duplicate. Please return one signed copy as soon as possible. We are arranging the relative L/C with the Bank of China, Shantou and will contact you when it is established. As we are in urgent need of the goods, punctual shipment is expected. Truly yours, VIII. Translate the following letters into English:
敬启者： 很高兴从贵方11月6日来函中得知，你方客户对我“东风”轮运去的缝纫机质量很满意，并希望续订。 感谢贵方订货，但因为我们最近订单接受过多，目前不能接受任何新订单。不过，我们可告知你方，明年二季度后厂家可能扩大生产。请放心，一旦供货条件改善，我们立即给你发盘。
与此同时，还望告知你方市场变化情况。 谨上
Unit 7 I. Put the following Chinese into English:
权利与义务 有关各方 履行义务 补偿 单价 支付条款 银行票据 异议
向。。。提出索赔 仲裁
良好平均品质，大路货 散装，大批量 除非另有规定 向。。。保证 万一 签订合同 履行合同 重合同，守信用 向。。。开汇票
以。。。为抬头；凭。。。指示
II. Multiple choice:
1. We are very pleased to confirm _____ 1000 tons of white cement.
a. ordering b. having ordered c. to order d. order
2. Following your order _____ 400 pieces of electronic toys last year, we are pleased to receive your order No. 234 _____
the same quantity.
a. for, of b. of, of c. of, for d. with, for
3. We place this order _____ the understanding that the discount is 10%.
a. based on b. with c. on d. through 4. A sales confirmation should be counter-signed by ______. a. the seller b. both parties c. the bank d. the buyer
5. If Mr. White won‘t agree to sign the contract, ______ . a. neither she will b. neither won‘t she c. neither will she d. she won‘t neither
6. We don‘t think we can put the business through ______ you revise your terms and conditions.
a. unless b. expect c. only if d. in addition
7. As said on the telephone this morning, we are sending you by separate airmail the samples, ______ you will find them satisfactory.
a. to hope b. hoping c. hopefully d. hope
8. We shall be glad to send you sample-cutting books and pamphlets of our new products ______ .
a. with request b. as request c. upon request d. at request
9. Our silk garments are durable ______ use, beautiful ______ design and rich ______ traditional Chinese art.
a. in, in, in b. in, to, for c. to, for, in d. for, in, on
10. We hope our latest computers will sell ______ in your market. a. popular b. a ready market c. a fast seller d. like hot cakes
11. ______ the growing needs of the fast developing market at your end, we are
considering ______ a representative office in your city. a. To meet, set up b. To meet, establishing c. Thinking, setting d. Thinking of, to establish
12. We specialize ______ all kinds of metals and are always ready to buy in large quantities.
a. in b. from c. on d. at
III. Fill in the following blanks with the given words in their proper forms: draw order contract 1. We‘ll be glad to place an _____ with you for 50 cases Black Tea if your price is favorable. 2. Once a _____ is made, it must be strictly implemented.
3. The terms were _____ from the most common practices of international trade.
4. The bill of lading is to be made out to _____ and blank endorsed.
5. You may _____ a clean draft on us for the value of this sample shipment. 6. For the time being, we are not prepared to _____ for any further business. 7. Some discount will be made for an _____ of $ 1000 and upwards. 8. We _____ with the manufacturers for a regular supply of the parts. 9. ____ water in a sieve.
10. We wish to _____ your attention to the fact that the port of destination in the L/C does not agree with that
stipulated in the L/C.
11. If you find everything in _____ Please sign and return one copy for our files.
12. Since the other terms in the L/C conform to those in our S/C, we agree to ship the goods as _____.
IV. Put the following sentences into Chinese:
1. As you know, our foreign trade policy is to trade with the people all over the world on the basis of equality and
mutual benefit.
2. Our company is one of the leading importers of TV sets in this area and we have been handling various brands
of TV sets for over 20 years.
3. We confirm having faxed you a firm offer for 50 tons of Peanuts, subject to your reply reaching us within one
week.
4. We‘ll highly appreciate it if you can offer 200 Flying Fish Bicycles for shipment in March and April. 5. as for payment terms, we ask for an irrevocable sight L/C.
6. According to your request of March 15th, we are making you an offer as follows. 7. Owing to the reasonable price and fine quality, our cotton piece goods sell fast. 8. The best we can do is to allow you 3% commission.
9. Our usually packing is in wooden cases of 112 lbs. Net, each containing 16 packets of 7 lbs.
10. We can meet your requirements to have the goods packed in wooden cases but you have to bear the extra
packing charge.
V. Put the following sentences into English:
1. 单价为每公吨220美元成本、保险费加运费汉堡到岸价包括3%的佣金。(unit price, commission) 2. 唛头系由买方指定。(at sellers‘ option)
3. 保险应该由卖方按发票金额总值的110%投保一切险和战争险。(by, against, for)
4. 货物应该于2004年5月装船，允许分运不允许转船。(transshipment, partial shipments ) 5. 货物将用塑料袋(poly-bags)包装，每10袋装一纸箱。(in, to) 6. 支付凭保兑的不可撤销的即期信用证付款。( confirmed, irrevocable)
7. 信用证应于装运期前30天开到卖方。(to reach)
8. 该信用证于装运期后15天内在中国议付有效。(valid for negotiation) 9. 如果价格继续上涨，我们怎么办？(to continue to rise)
10. 2004年12月装运，自中国港口至新加坡，允许分批装运和转船。(shipment to be made)
VI. Supply the missing words in the blanks of the message:
SALES CONFIRMATION
No. AC-112 Date: Nov.21,2004 Signed At: Beijing
The Buyer: XXX The Seller : XXX
Hereby the Buyers agree to buy and the Sellers agree to sell the c__1__ on the terms and conditions stipulated below:
A__2__ No. X X X S__3__ X x x Q__4__ x x x U__5__ Price x x x A__6__ x x x (With x x % more or less both in amount and q__7__ allowed at the Sellers‘ o__8__.)
Total Value & Terms:
Packing and Shipping M__9__: Time of Shipment: Loading Port & D__10__: I__11__:
Terms of P__12__:
Remarks:
The Buyers shall countersign one copy of this c__13__ and return it to the Sellers within x x x days after r__14__. Contract No. and only brief names of commodity are required to be quoted in the c__15__ L/C.
VII. Fill in the blanks with the proper prepositions:
1. The commodities you offered are _____ line with the business scope of our clients.
a) outside b) out of c) out d) without
2. Any information sent to us will be held in strict confidence and will entail no obligation _____ your part
a) for b) after c) on d) into
3. Direct steamers _____ your port are few and far between _____ the winter season.
a) for, for b) to, during c) for, to d) in, in 4. The goods will be shipped _____ October 1.
a) in b) to c) on d) with
5. As mentioned _____ my letter Of October 6, the shirts were not satisfactory.
a) on b0 at c) for d) in
6. Contracts must be renewed one week _____ their expiration.
a) on b) against c) the moment of d) before
7. You may count _____ our full cooperation in the settlement of this matter.
a) for b) of c) on d) /
8. We write to advise you of the result of the market research _____ the possibility of selling your products.
a) for b) on c) into d) after
9. We shall be glad if you will attend the matter at once and let us know the reason _____ the delay.
a) on b) into c) on d) for
10. After shipment we shall draw _____ you for the expense we have paid according to your instructions.
a) from b) for c) on d) against
11. Please note that the goods you ordered can be certainly promised for immediate shipment _____ receipt
of your L/C.
a) with b) without c) upon d) in
12. We are glad to say that we can supply any quantity of dried seafood from stock_____ the exact
specifications of your sample. a) at b) for c) of d) to
VIII. Fill in the Sales Confirmations in English with the particulars given below: (A) （销售合同主要条款）： 合同号码：AC 4678
卖方：北京轻工产品进出口公司 买方：纽约贸易总公司 商品名称：永久牌自行车 规格：MB28型 数量：1，000辆
单价：CIF纽约每辆70美元 总值：70，000 美元 包装：木箱装
装运期：2004年3月31日前自中国港口至纽约，允许分批装运和转船
付款条件：凭不可撤销即期信用证付款，于装运期前一个月开到卖方，并于上述装运期后15天内在中国议付有效 保险：由卖方根据中国人民保险公司1981年1月1日中国保险条款按发票金额的110%投保一切险和战争险。 签约日期和地点：2003年10月11日于北京
SALES CONFIRMATION
No.
Sellers: Buyers:
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: Specifications: Quantity: Unit Price: Total Value: Packing: Insurance:
Time of Shipment: Port of Shipment: Port of Destination: Shipping Mark: Terms of Payment:
Done and signed in on this day of, 20 ..
(B) 敬启者： 很高兴从您10月15日来信中得知您已接受我10月4日的报盘。作为答复，我们确认向贵公司出售5000打153型劳动手套，每打港币27元CIF香港，每打装一纸盒，每10盒装一大纸箱，由卖方按发票金额110%投保一切险及战争险，2005年1月从中国港口运往香港，唛头由我方选定，以不可撤销的、保兑的即期信用证付款，信用证必须在装运前30天到达我方。按照惯例，信用证议付有效期为最后装运期后第15天在中国到期。 兹随函将我方11月2日在北京所签第290号合同一式两份寄与你方，望查收。请会签并退回我方一份。
此致 大卫公司 中国轻工业品进出口公司 经理： 谨上 2004年11月2日 附件： 如文 SALES CONFIRMATION
No.
Sellers: Buyers:
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: Specifications: Quantity: Unit Price: Total Value: Packing: Insurance:
Time of Shipment: Port of Shipment: Port of Destination: Shipping Mark: Terms of Payment:
Done and signed in on this day of, 20 ..
Unit 8 I. Put the following Chinese into English: 按，详见 单价 总值 唛头 由 。。。选定 发票金额 保险费 由。。。支付 不可撤销的信用证 议付 索赔 异议 检验报告 公证机构 人力不抗 挂号空邮 仲裁
争议 程序 给佣金
打折扣
II. Multiple choice:
1. It was found upon examination that nearly 15% of the packages _____, which was obviously attributed to
improper packing.
a. was b. broken
c. had been broken d. been already broken
2. We have the goods you asked for in stock and will deliver as soon as we_____ your order.
a. receive b. received c. receiving d. will receive
3. We regret keenly this delay and can only hope it will not have seriously _____you.
a. trouble b. inconvenient c. inconvenienced d. damaging 4. In most cases, goods are ordered on _____ order forms.
a. printed b. printing c. print d. to print
5. We expect certain sizable orders _____ for within the next two months and ask if we may defer payment of your
account from August 2 to October 30.
a. to be paid b. to be paying c. paying d. for being paid
6. In mass media, big advertising dollars rule. But by doing business on the Net, a small firm might just as
effectively _____ through search engines.
a. get itself know b. get himself know c. get itself known d. get known himself
7. We regret having received your offer too late, because we _____ our needs elsewhere.
a. already cover b. already covered c. have already cover d. have already covered
8. We have asked them to contact you directly, and you may approach them, if that _____ you better.
a. suit b. suits c. will suit d. suitable
9. We, _____ in the export of medical equipment and medicinal herbs, wish to get into direct contact with firms in
your country _____ in the import of such products.
a. deal, interest b. dealing, interested c. dealt, interesting d. dealing, interesting
10. Their balance sheets of recent years will show you that their import business in cosmetic products _____ under
a satisfactory condition. a. has managed and operated b. have managed and operated c. has been managed and operated d. have been managing and operating
11. Everything _____ consideration, the price is reasonable.
a) take into b) taking into c) being taken into d) taken into
12. We find that the quality of your shipment is not in conformity with the _____ specifications.
a) agreed b) is agreed c) agreeing d) to agree
13. We have pleasure in enclosing a copy of our latest catalogue _____ for in your letter dated December 11.
a) ask b) asks c) asked d) asking
14. All the shipping space for June shipment _____, we can not but ask you to extend the date of shipment till July
31, 1999.
a) booked up b) to be booked up c) being booked up d) book up
III. Fill in the following blanks with the given words in their proper forms: profit commission discount
1. It is possible to offset their losses with the _____ realized in their affiliated companies. 2. The _____ market is very unsettled.
3. We are confident that we can deal satisfactorily with any _____ with which you may entrust us.
4. The developing nations get _____ when these workers bring their savings and their required technical skills
back home.
5. We do not pay _____ to firms dealing with us on principal-to-principal basis. 6. If you can _____ your price by 15%, we are prepared to book with you 1 000 bales. 7. They accepted the offer just to start the ball rolling, disregarding _____. 8. In view of these restrictions, you would have to sell oil at a _____.
9. We believe you will _____ by confining your offers to a limited number of firms. 10. The remittance covers _____ due to you up to date.
11. We _____ the information, which seems to be somewhat exaggerated. 12. The bank charges _____ for exchanging foreign currency.
IV. Put the following sentences into Chinese:
1. We have received with thanks your quotation of April 20 and are pleased to send you the following order, which
we trust will receive your prompt attention.
2. The covering L/C will be established in due course, and we trust that you will take all necessary measure to
ensure punctual shipment.
3. With reference to our order for 400 unit of electronic lighters we have pleasure in sending you our purchase
confirmation No. 192 in duplicate, one copy of which please sign and return to us for our records.
4. Owing to heavy commitments, we are not in a position to accept new orders. However, as soon as fresh supplies
come in, we‘ll immediately contact you with fax.
5. We are nearly out of stock of this line, so we must urge immediate delivery. 6. We can reduce our price by 5% if your order exceeds 10 000 pieces.
7. We regret that even on receipt of your firm order we will not be able to meet your requirements at short
convenience as the items you specify are out of stock.
8. Excellent in craftsmanship and novel in designs, our silk garments command a ready sale in your market. 9. We are giving you the first chance in view of your previous substantial orders, but we should appreciate a
prompt reply so that we can withdraw the offer in the event of your not being interested. 10. It is to our mutual advantage to meet each other half way.
V. Put the following sentences into English:
1. 我们的货物价格公道，大约比竞争者的货价要低5%。(moderate) 2. 我们给你方特别折扣，期望发展我们之间的贸易关系。(special discount) 3. 由于你方所需商品目前无货可供，我们特推荐如下商品。(available for supply) 4. 如果此批货物符合我方要求，我们将大量定购。(to come up to expectation) 5. 请迅速告知我方是否能按修改价订购。(revised prices)
6. 由于原材料价格上涨，我们也只好对产品价格进行调整。(in view of, to adjust) 7. 一俟收到贵方订购的确认函，我们将尽快发货。(to dispatch, confirmation) 8. 我们想说明一下，由于大量需求，我们只能接受9月装船的订单。(great demand) 9. 既然我们对所有细节已取得一致意见，现在我们可以签订合同了。(to sign contract) 10. 我们对这批货不满意，因其质量和样品不一样。(to be satisfied with) 11. 比起木箱来，我更喜欢用纸箱包装。(to prefer) 12. 这笔买卖你们能给我们多少佣金？(commission)
13. 如果订单金额超过5000英镑，我们可以给5%的折扣。(to allow discount)
VI. Fill in the blanks with the following words and phrases:
as follow to reduce in line with be subject to provided that remain open to one‘s regret owing to discount acceptance 1) As requested, we are offering you 300 pieces ―Flying Pigeon‖ Brand Bicycles __________. 2) We accept your offer __________ you cut your price by 2%.
3) The offer will __________ until 12:00 a.m.. November 21, Beijing time.
4) I‘m sure our offer is _______ the prevailing market price level. 5) The L/C has not yet been open _____ unforeseen circumstances. 6) Our offer is a non-firm offer. It‘s ________ our final confirmation. 7) ______ we found the quality of the shipment is not satisfactory. 8) If you can _____ the price, we might place a large order.
9) We hope you can grant us a 3% _______ for any order of more than 100 bales. 10) Our offer is firm, subject to your _____ reaching here by March 1.
VII. Supply the missing words in the blanks of the message:
An import and export c__1__ contains the following terms and conditions: 1. The name of the c__2__ and s__3__s, the quantity and p__4__;
2. Date of shipment and d__5__ port: The goods must be shipped before or on the stipulated date of shipment and
must arrive at the stipulated destination port;
3. The quoting of p__6__s: The way to quote a price in foreign trade is different from what we do domestically. In
quoting prices in foreign trade, trade t__7__ are added to the unit price. For instance, in our quoted price as ―corns at USD 280 per metric ton FOB Shanghai‖, FOB is one of the trade terms;
4. Terms of payment: That refers to mode of payment. In international trade the letter of c__8__ is the main mode
of payment. It is a bank instrument which , on one hand, a__9__ the seller that he will be paid and, on the other, assures the buyer that he will not pay until the goods have been shipped. So both the seller and the buyer feel it safe and c__10__ to use L/C;
5. Insurance: In international trade, insurance is essential. It should be indicated in the contract whether the seller
or the buyer c__11__ insurance on the goods;
6. Claim: If there is any quality, quantity or weight d__12__ of the goods, the buyer may r__13__ a claim against
the seller within a stipulated period of time;
7. Arbitration: In case no s__14__ can be reached through n__15__, dispute may be submitted to arbitration; 8. Shipping d__16__ required;
VIII. Fill in the following contract forms in English with the given particulars:
(A)
（有关合同主要内容）： 致中国建材进出口公司 敬启者： 事由：“鹦鹉”牌白水泥 经过最近的传真往来，现高兴地确认向你方按下述条件订购1000长吨标题商品： 价格：CFR热那亚每长吨￡30。00英镑 包装：6层牛皮纸(6-ply kraft-paper bag)装，每袋净重约110磅 规格：5578 – 9型 装运：2005年1月一批或分两批从青岛运往热那亚，最好用直达轮 付款条件：以你方为受益人的保兑的不可撤销的信用证，凭即期汇票付款 希望你方尽快寄来我们于2004年10月16日在青岛签订的第1791号销售确认书一式两份。 热那亚贸易公司 经理 2004年10月 SALES CONTRACT
Contract No. Sellers: Buyers:
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: Specifications:
Quantity: Unit Price: Total Value: Packing: Shipping Mark: Insurance:
Time of Shipment: Port of Shipment: Port of Destination: Terms of Payment:
Done and signed in on this day of , 200
(B)
（有关合同的往来信函）：
(1) Enquiry
Copenhagen, July 25, 2004
Cathay Export Corporation, Beijing, China. Dear Sirs:
One of our clients in Odense is in the market for a parcel of 3,000 dozen/sets of Ladies‘ Pyjamas. We would therefore ask you to make us an offer based on CIF Odense including our commission of 2%.
We shall appreciate it if you will arrange for shipment to be made as early as possible by direct steamer for Odense. As usual, our sight irrevocable L/C will be opened in your favour 30 days before the time of shipment.
Yours faithfully,
COPENHAGEN TRADING CO. LTD.
(2) Offer
Beijing, August 2, 2004 Copenhagen Trading Co. Ltd., Copenhagen, Denmark. Dear Sirs:
Thank you for your letter of July 25 inquiring for 3,000 dozen/sets Ladies‘ Pyjamas.
We take pleasure in making you an offer as follows, subject to your acceptance reaching here not later than August 18:
3,000 dozen/sets of Art. No. 208 Ladies‘ Pyjamas in Pink, blue and yellow colors, equally assorted, with the size assortment of S/3, M/6, and L/3 per dozen, packed in cartons, at ￡26.00 per dozen/sets CIFC2% Odense, for shipment from any Chinese port in October. Please note that, since there is no direct steamer available for Odense in October, we find it only possible to ship the parcel with transshipment at Copenhagen. We look forward to your early reply.
Yours faithfully, CATHAY EXPORT CORPORATION
(3) Acceptance
Copenhagen, August 9, 2004
Cathay Export Corporation, Beijing, China. Dear Sirs:
Thank you for your letter of August 2 offering us 3,000 dozen/sets of Ladies‘ Pyjamas at ￡26.00 per dozen/sets CIFC2% Odense.
We are glad to have been able to prevail upon our client to accept your price, though they found it a bit on the high side.
We are now arranging with our bank for the relevant L/C. When making shipment, kindly see to it that insurance is to be effected against All Risks and War Risk as per the China Insurance Clauses of 1 January,1981 for 110% of the
invoice value. As to the shipment mark, we will let you know soon.
Yours faithfully,
COPENHAGEN TRADING CO. LTD.
CONTRACT
No. 04 -115 Sellers: Buyers:
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: Specifications; Quantity: Unit Price: Total Value: Packing: Shipping Mark: Insurance:
Time of Shipment: Port of Shipment: Port of Destination: Terms of Payment:
Done and signed in______ on this ______day and of ______ .
Unit 9 I. Put the following Chinese into English:
汇付 托收 信用证 信汇 电汇 票汇 预付款 履约保证金 托收行 代收行, 汇付行 运输单据 跟单托收 付款交单 承兑交单 跟单信用证 由。。。付款 金额为。。。
洁净已装船提单 做成空白抬头 空白背书 承兑汇票
II. Multiple choice:
1. As agreed upon in our negotiations, payment ______ L/C.
a. by b. is by c. will be d. will by
2. It is important that your client ______ the relative L/C not later than June 10, 2004. a. must open b. has to open c. open d. opens
3. _______ you fulfil the terms of the L/C, we will accept the drafts drawn under this credit. a. Provided b. To provide c. Supplied d. Furnished
4. Taking into consideration our long standing business relations with you, we accept ______ by D/P.
a. enquiries b. invitations c. instalment d. payment
5. The consignment will be dispatched as soon as possible, ______ to reach the final destination by mid-January. a. so b. as c. so as d. so that
6. As stipulated in the contract, the bank ______ issue an L/C before the end of February 2004.
a. will b. need c. shall d. ought
7. In order to promote business between us to our mutual advantage, we shall consider ______ payment by D/P at 60 days. a. accepting b. accept c. to accept d. acceptance
8. As regards our offer for Green Beans, we are anxious to know weather you ______ our request for D/A payment.
a. agree upon b. agreeable to c. are agreeable to d. are agreeable with
9. The relative L/C should be issued through a third country bank in Italy ______ the sellers. a. available by b. available to c. acceptable by d. acceptable to
10. It needs ______ that the L/C should reach us 30 days before the month of shipment. a. being mentioned b. to be mentioned c. mentioned d. mention
11. The goods ______ if your L/C had arrived by the end of November last. a. would be shipped already b. must have shipped already c. had been shipped already d. would have been shipped already 12. We find that there is no stipulation of transhipment ______ in the relative L/C. a. which allowed b. being allowed c. allowing d. which allows
13. We invite your attention to the fact _____ the L/C covering your order No. 111 has not reached us in spite of our
repeated request.
a) what b) that c) where d) there
14. Emphasis has to be laid to the point _____ shipment must be made within the validity of the L/C.
a) what b) which c) that d) /
15. Considering the quality of the goods _____ we quoted, we do not feel that the prices are at all excessive.
a) which b) that c) for which d) for that
III. Fill in the following blanks with the given words in their proper forms: pay(-ment) charge decline 1. I‘m afraid we cannot give you a further discount for prompt _____. 2. An overhead _____ is part of the cost of running the business. 3. The Insurance Company _____ insuring against inherent vice. 4. The company has to go bankrupt because it can not _____ its debts. 5. We could repack the goods but you have to pay the additional _____. 6. The customs figures show a steady _____ in British trade. 7. We‘re sending you ten pounds in _____ of your bill.
8. We do not expect a further _____ in price. 9. When business is good it does _____ to advertise. 10. We‘ve _____ your account with the amount of money. 11. For this reason, we cannot but _____ your proposal. 12. Please _____ the samples to our account.
IV. Put the following sentences into Chinese:
1. Your demand for payment by D/P is under our consideration. Owing to the small amount involved in this
transaction, we agree to make shipment in this way.
2. We wonder whether you can accept our proposal of payment by CAD on arrival of gods.
3. As the amount of our Order No.111 is below ￡1000, please agree to payment by D/P, because an L/C will cost
us much.
4. The banker‘s transfer is a simple transference of money from the bank account of a buyer in his own country to
the bank account of the seller in the seller‘s country.
5. The bill of exchange (draft) is an order in writing from a creditor to a debtor to pay on demand or on a named
date a certain sum of money to a person named on the bill, or to his order.
6. We propose to pay by bill of exchange at 30 days‘ documents against acceptance. Please confirm if this is
acceptable to you.
7. Our draft on you at 60 d/s in favor of Mason will be presented to you by the Great Oriental Bank, Shanghai, and
we would be grateful if you would kindly give it your protection.
8. Much to our surprise, our draft on you dated 11 May and due 1 July was returned dishonored yesterday by our
bank.
9. We would suggest that for this particular order you let us have a D/D, on receipt of which we shall ship the goods
on the first available steamer.
10. In compliance with your request, we exceptionally accept delivery against D/P at sight, but this should not be
taken as a precedent.
11. Please note that we have domiciled the acceptance with you. Will you kindly honor them at due date and advise
us at time of payment?
12. Payment is to be made against sight draft drawn under a confirmed, irrevocable, divisible and transferable letter
of credit without recourse for the full amount.
V. Put the following sentences into English:
1. 关于你方要求以付款交单方式支付一事，我们正在考虑，不久可告知我们的决定。(payment by D/P) 2. 按照目前的情况，如交易不超过一千英镑，我们可以接受付款交单方式。(amount, to exceed) 3. 如果你方能同意按即期信用证付款，我们即能达成交易。(sight L/C)
4. 非常抱歉，我们不能接受承兑交单条件，这是众所周知的。(payment by D/A) 5. 我们必须说明，装船前的一切费用均由卖方负担。(to be borne by) 6. 销售这些商品你们不会有任何风险，因为它们都是畅销商品。(best seller) 7. 鉴于我们双方长期友好关系，此次我们例外地接受D/P60天付款。(exceptionally) 8. 我们感到有必要明确一下，今后的交易是以即期信用证付款。(to make it clear)
9. 如你方信用证在月底前到达我方，我们将尽最大努力在下月初安排装运。(to arrange shipment)
10. 请注意第122号合约项下的1000台缝纫机已备妥待运。请速开信用证，以便装船。(to be ready for shipment) 11. 请注意做到信用证规定于合同条款严格相一致。(to be in strict conformity with)
12. 按照我方第211号售货确认书规定，相关信用证不能晚于1月15日到达我方。(according to the stipulation)
VI. Supply the missing words in the blanks of the message:
The letter of credit is a method of p__1__. It is issued by a bank at the request of an I__2__. This method of payment is commonly adopted in our f__3__ trade today.
Several months ago a sales c__4__ was signed between the China National Foodstuffs Import and Export Corporation and the Pacific Trading Company, Singapore. Payment by an i__5__ letter of credit was agreed upon by both parties. Mr. Wang of the Foodstuffs Corporation attended to this t__6__.
As stipulated in the contract, the buyer should open a letter of credit in f__7__ of the seller 30 days before the month of s__8__. The L/C reached the corporation in time. Wang, an experienced salesman, knew that it was
necessary to c__9__ up the L/C with the contract and see whether they were in agreement. Generally, the letter of credit specifies the beneficiary‘s name, description of goods, quantity, unit price, total amount, ports of loading and destination, price terms, payment terms, shipping d__10__, shipment validity, n__11__ v__12__, etc. When he checked the L/C, Wang found that all its clauses were all right except the shipment validity. So, Wang advised the Pacific Trading Company by fax to make amendment accordingly. About a week later, the corporation received the a__13__ advice through the Bank of China. Then everything was right. After that Wang contacted the transportation department for shipping arrangements.
VII. Fill in the blanks with the following words and phrases: payments issued upon credit incomplete trade pay importer delivery order bills negotiate A major part of international ___1__ is made either by __2__of exchange or by documentary credit or a combination of the two. A documentary credit is a letter __3___ by a bank at the request of an importer of goods in which the bank promises to pay a beneficiary ___4__ presentation of documents relating to the dispatch of goods. A letter of credit is sometimes just called credit, or L/C for short. The commercial letter of credit is almost always a documentary __5___ in that it specifies the documents required such as bill of lading, an invoice and an insurance document plus one or two supplementary documents. If these documents are in___6__ and shipment has been made as specified in the credit, the bank will __7___ for the consignment in exchange for the documents or will accept a bill of exchange and, possibly, __8__ it. In international __9___, the importer and the exporter must arrange payment after having worked out an agreement. The __10___ will want possession of the merchandise before paying, and the exporter will want payment before making __11___. Since each party is far away from the other and often has an __12__ knowledge of its counterpart, there must be a certain caution to their dealings.
VIII. Translate the following short letters into English:
(A)
敬启者： 9月1日函悉。如前封信所示，我们已与厂家安排妥当尽可能按时交货，因我们一刻也未忘你方利益。 关于支付，我们完全相信你们的信誉及能力，但也想重申，在正常情况下我们要求用保兑的、不可撤销的信用证支付。故此很遗憾，在与海外买主的交易中我们不能接受D/A条款。 今后的交易，我们会尽力在规定的时间内执行您的订单。如但分有可能，我们会按D/P方式发货，以使你方免遭展证的困境。相信贵方能理解我们的合作。 谨上 (B) 敬启者： 感谢贵方50公吨白水泥的990号订单。很遗憾我方不能接受所提及的支付方式。 随上次去函，我们寄去我方合同样例，其中附有销售条款。如已阅过，当会了解我方通常采用的支付方式是以我为受益人的、保兑的不可撤销的即期信用证。信用证须在装期前一个月到达我方，于规定装期后21天内在中国议付有效，同时允许转船和分运。 在我方6月14日函中我们还提到，几家意大利大公司已与我按上述条款进行贸易。望能立即同意此支付条款，以便签订第一笔交易。 一旦收到贵方肯定答复，我们将送上合同，以便能安排货物等待装运。 恭候佳音。 谨上 Unit 10 I. Put the following Chinese into English:
开证人（开证申请人） 受益人
开证行 通知行 保兑行 议付行 付款行 偿付行 审证 不符点
（信用证）修改书 偿付条款 进口许可证 有效期 毫无延迟 一收到。。。就 缔结条约 达成交易
II. Multiple choice:
1. _____ subsequent amendments, please see to it that the L/C stipulations are strictly in accordance with the
contract terms.
a. Avoid b. Having avoided c. To avoid d. Being avoided
2. Due to unforeseen difficulties, we find it impossible to make shipment in July, and would appreciate _____ the
shipment date and validity of your L/C to August 15 and August 31 respectively. a. your extending b. you to extend c. you extending d. your extended 3. We shall open the L/C _____ the bank of Boston.
a. in b. with c. for d. at
4. We advised our bank to ______ L/C No.6543 to read ―Partial shipments to be permitted. a. change b. amend c. alter d. add
5. As stipulated in the contract, the bank ______ open an L/C before the end of September 2004.
a. will b. ought c. need d. shall
6. We are faxing you this morning, asking you to amend the L/C ______ ―Transhipment allowed.‖
a. to read b. to reading c. as reads d. reads
7. We think it impossible to have the L/C ______ again. a. extended b. extending c. to extend d. extends
8. As we are ______ of these goods, please expedite shipment after receiving our L/C. a. in badly need b. in urgently need c. urgent in need d. badly in need
9. Any discrepancy ______ the quality of the delivered goods against the contractual stipulations is not allowed.
a. to b. among c. in d. between
10. In doing business with China, foreign firms should open their Ls/C _____ . a. through Hongkong and Shanghai Banking Corp. b. with a bank acceptable to China c. through the Bank of China d. with a bank in China
11. An L/C should be established ______ our favour available by documentary draft ______ sixty days‘ sight.
a. in, after b. on, in c. in, for d. in, at
12. We regret ______ to accept your terms of payment and therefore have to return the order to you.
a. not be able b. cannot c. not able d. being unable 13. A letter of credit is usually opened by the ______ . a. issuing bank b. confirming bank c. advising bank d. negotiating bank
14. The amount in your L/C appears insufficient. The correct total CFR value of your order comes to USD9,328.00 instead of 3,928.00, the difference ______ USD5,400.00. a. be b. is to be c. being d. been 15. It ______ if you ______ the L/C for another 15 days. a. is appreciated, extend
b. will be appreciated, could extend c. should be appreciated, could extend d. should be appreciated, can extend
III. Fill in the following blanks with the given words in their proper forms: cover(-age) handle conclude (conclusion) 1. We wish to _____ the consignment against All Risks for 110% of the invoice value. 2. There would be bright prospects for a quick _____ of substantial transactions. 3. The remittance _____ all commissions due to you up to date.
4. We are pleased to have been able to _____ an initial transaction with you on this article. 5. We have arranged the necessary insurance _____.
6. We wish to _____ as an agent the goods you are exporting now. 7. We enclose our Sales Contract No. 22 _____ this transaction. 8. No complications will arise if the matter is _____ properly.
9. We have had these samples evaluated and arrived at a final _____ for your claims. 10. The damage is caused by rough _____.
11. If you can improve your price by 5%, the business can be _____ successfully.
12. Since there was a shortage of 200 pounds, we are forced to _____ that the trouble was due to careless _____
on your part.
IV. Put the following sentences into Chinese:
1. Please insert the word ―about‖ before the quantity in your L/C No. 123.
2. As direct steamers to your port are few and far between, we have to ship the goods via Hong Kong more often
than not.
3. On examination, we find that the amount of your L/C is insufficient. Please increase the unit price from RMB
￥0.55 to RMB￥0.60 and total amount to RMB￥37,000.00.
4. We shall be glad if you will see to it that the amendment is faxed without delay, as our goods have been ready
for shipment for quite some time.
5. Owing to the late arrival of the steamer on which we have booked space, we would appreciate your extending
the shipment date and the validity of your L/C No. 4455 to June 30 and July 15 respectively.
6. The amendment advice should reach us by November 15, failing which you must extend the validity of the L/C
to the end of this year.
7. our L/C No. 445 has arrived, but on perusal we find that transshipment and partial shipments are not allowed.
Please have it amended immediately.
8. As there is no direct sailing from Shanghai to your port during May/June, it is imperative for you to delete the
clause ―by direct steamer‖ and insert the wording ―Partial shipments and transshipment are allowed‖.
9. Owing to port congestion, please extend the shipment of your L/C No. 1345 to June 1 and negotiation to June
15.
10. Please amend L/C No. 2345 to read as follows:
a)
―metric ton‖, as was contracted, instead of ―long ton‖;
b) ―shipment latest 30th September and partial shipments and transshipment allowed.‖
11. Regarding your L/C No. 2347, please delete by cable the clause ― Bankers‘ expenses for beneficiary‘s account‖. 12. Your L/C No. 2334 is short established to the amount of US$ 520. Please increase it according to the contract. 13. The commission granted for this transaction is 3% as stipulated in our sales confirmation, but we find that your
L/C demands a commission of 5%. Therefore you are requested to instruct your bankers to amend the L/C. 14. The shipment covered by your Credit No. 552 has been ready for quite some time, but the amendment advice
has not yet arrived, and now an extension of 15 days is required.
V. Put the following sentences into English: 1. 在我们对外贸易中，常常采用这一支付方式。 2. 这一点在合同中已经作了规定。 3. 应该将信用证与合同核对一下。
4. 就不可撤销的信用证支付问题双方已达成一致意见。 5. 根据要求装运有效期已延展至九月底。
6. 你方111号信用证收到，谢谢。经审查发现以下不符点。
7. 请将23号信用证改为“该信用证将于2002年2月28日在中国到期。” 8. 你方开来信用证金额不足，请电改增加250美元。
9. 请将以上信用证改为“在大连装运”而不是“在青岛装运”。 10. 货物应按发票金额110%投保，而不是150%。
11. 显然，你方355号信用证数量单位与合同条款不符，请立即修改。 12. 请将信用证125号装期及有效期分别展至10月15日及10月31。
VI. Supply the missing words in the blanks of the message:
LETTER OF CREDIT NO. 958/7132
I__1__
Dear Sirs,
You are hereby authorized to d__2__ on x.x.x. Co., Singapore not exceeding RMB ￥2,375.00 CIF ( SAY RENMINBI TWO THOUSAND THREE HUNDRED AND SEVENTY-FIVE O__3__.) available by your draft, drawn in d__4__, on them at … sight a__5__ by the following documents:
Complete set of not less than two clean Ocean Bills of L__6__ to order and b__7__ endorsed. ―Shipped on Board‖ Bills of Lading are essential and the statement ―Freight Paid‖ must appear thereon. The Bills of Lading must cover shipment as detailed below;
Insurance P__8__s ( or C__9__s) in duplicate covering Marine and War Risk for full CIF invoice v__10__ plus 10% ;
Signed c__11__ invoices in triplicate indicating Import Licence No. CH/13178/86;
Certificate of O__12__ in triplicate evidencing shipment from China Port to Singapore of the following merchandise:
……
Conditions of Shipment: Transshipment is PERMITTED.
Shipment Date: shipment is to be e__13__ not later than 20th, October, 19.. P__14__ shipments are PERMITTED.
Expiry Date: This credit e__15__s on 27th OCT,. 19.. for n__16__ in China.
Drafts should bear the following clause ―Drawn under The Chartered Bank, Singapore, Credit No.958/7132 dated 21st August,19..‖.
Purchasers are to note the amount of the drafts separately on the back hereof. D__17__s drawn under this Credit should bear an interest clause where applicable.
We hereby engage with the drawers, endorsers and bona fide holders of bills drawn and presented in a__18__ with the terms of this credit that the bills shall be duly h__19__ed on presentation.
This credit is s__20__ to the Uniform Customs and Practice for Commercial Documentary Credits ( 19…… revision) except as otherwise expressly stated herein.
Yours faithfully,
VII. Read the following short passages or letters and then translate them into Chinese:
（1）
Dear Sirs, Thank you for your Letter of Credit No. 789, but on checking its clauses we find with regret that your L/C calls for shipment in October,20.., whereas our contract stipulates for November shipment. Therefore, it is imperative for you to extend the shipment date to November 30, and negotiation date to December 15, 20 .. respectively. Please act promptly and let us have your fax reply the soonest possible. Yours faithfully, (2) Gentlemen: We have received your L/C No. 3455 for the amount of US $ 6000 covering your Order No 123 for peanuts, for which we thank you. It appears that the amount in your L/C is insufficient, as the correct total CIF value of your Order comes to US $ 6500 instead of 6000, the difference being US $ 5oo. In view of the above, you are kindly requested to increase the amount of your L/C by US$ 500. Your prompt attention to the matter will be much appreciated. Yours truly, (3) Dear Sirs, Letter of Credit No. 3524 issued by the Bank of New South Wales has duly arrived. On perusal, we find that transshipment and partial shipments are not allowed. As direct steamers to your port are few and far between, we have to ship via Hongkong more often than not. As to partial shipments, it would be to our mutual benefit if we ship immediately whatever is ready instead of waiting for the whole shipment to be completed. Therefore, we have faxed you this afternoon, asking you to amend your L/C to read ―Partial shipments and transshipment allowed‖. We hope you will see to it that the amendment is sent without delay. Yours faithfully,
VIII. Check the following letters of credit with the contract terms given and then write letters asking
for amendments:
(1)
LONDON BANK
Irrevocable Documentary Credit
No. LST 150
Date and place of issue: 15 September, 1999, London Date and place of expiry: December 15, 1999, London Applicant: London Imp. Co., Ltd,
Beneficiary: South Export Corp., Guangzhou Advising Bank: Bank of China, Guangzhou Branch
Amount: STG 10 000 ( SAY POUNDS STERLING TEN THOUSAND ONLY) Partial shipments and transshipment are prohibited.
Shipment from China port to London, latest 30 November 1999.
Credit available against presentation of the following documents and of your draft at sight for 90% of the invoice value:
--- Signed commercial invoice in quadruplicate;
--- Full set of clean on board ocean Bills of Lading made out to order of London Bank marked freight prepaid; --- Insurance certificate or policy endorsed in blank for full invoice value plus 10%, covering All Risks and War Risk.
Covering 5 M/T Fresh Shrimps, first grade, at ￡2000 per M/T CIF London as per Contract No. 245B.
245号合同主要条款： 卖方：广州南方出口公司 买方：伦敦食品进口有限公司
5公吨一级冻虾每公吨CIF伦敦2200英镑，1999年11月30日前由中国港口用直达轮往伦敦。保险由卖方按发票金额110%投保一切险和战争险。凭不可撤销即期信用证支付。
（2）
HAMBURG BANK
Date: March 9, 1999
To: Bank of China, Beijing
We hereby open our Irrevocable Letter of Credit No. 6785 in favor of Guangzhou Textiles Corporation for account of Hamburg Import Co., Ltd., Germany up to an aggregate amount of German Marks 24 000 ( SAY GERMAN MARKS TWENTY-FOUR THOUSAND ONLY) CIFC2% Hamburg for 100% of the invoice value relative to the shipment of:
6000 yards of Pongee No. 6301 as per Contract No. 1122 dated February 15, 1999 from Huangpu, China to Hamburg, Germany.
Drafts to be drawn at sight on our bank and accompanied by the following documents: Signed Commercial Invoice in triplicate;
Full set of clean on board bills of lading made out to our order quoting L/C No. 6785 marked ―freight paid‖; One original marine insurance policy or certificate for 150% full invoice value covering All Risks and War Risk, with claims payable in Germany in the currency of draft(s). Partial shipments and transshipment are permitted. Shipment must be effected not later than May 31, 1999.
Draft(s) drawn under this credit must be negotiated in Germany on or before June 15, 1999.
1122 号称合同主要条款： 卖方：广州纺织品公司 买方：德国汉堡进口有限公司 商品名称：府绸 规格：6103 数量：5000码
单价：CIF汉堡每码4.80德国马克含佣金2% 总值：24 000德国马克
装运期：1999年5月由中国黄埔运往德国汉堡 保险：由卖方投保
付款：按货物金额100%开立以卖方为受益人的不可撤销的即期信用证，凭卖方汇票议付
(3)
BANK OF AUSTRALIA SYDNEY BRANCH
Irrevocable Documentary Credit
No. HSW0095
Date and place of issue: June 25, 1997 Sydney Date and place of expiry: September 15, 1999 China Applicant: J.B. Simpson & Co. Ltd. Beneficiary: China Textiles Imp/Exp Corp. Advising bank: Bank of China, Beijing Branch
Amount: STG 18 300 (SAY POUNDS STERLING EIGHTEEN THOUSAND THREE HUNDRED ONLY) Partial shipments and transshipment are prohibited.
Shipment from Shanghai, China to Sydney, Australia, latest August 31, 1998.
Credit available against presentation of the following documents and of your draft at sight for the full invoice value,
less 2% commission:
? Signed commercial invoice in quadruplicate;
? Full set of clean on board ocean Bills of Lading made to order of Bank of Australia, Sydney Branch marked
―freight prepaid‖;
? Insurance certificate or ;policy endorsed in blank for full invoice value plus 10%, covering All Risks and War
Risk. Covering :
1500 bed sheet, 106cm, blue, ￡2.50 each CIF Sydney 1500 bed sheet, 120cm, primrose, ￡2.50 each CIF Sydney 3000 pillow cases, blue, ￡1.80 each CIF Sydney 3000 pillow cases, primrose, ￡1.80 each CIF Sydney As per Contract No. TB678
TB678号合同主要条款： 卖方：中国纺织品进出口公司 买方：J.B. Simpson & Co. Ltd.
商品 数量 CIF 悉尼净价 床单106公分， 蓝色 1500 ￡2. 50 一条 床单120公分， 淡黄色书刊 1500 ￡3. 00 一条 枕套，蓝色 3000 ￡1.80 一对 枕套，淡黄色书刊 3000 ￡1.80 一对 总额： 19 050 英镑
装运期：1999年8月由上海运往悉尼，如必要可在香港转船 保险：卖方按发票金额110%投保一切险和战争险 支付方式：不可撤销的信用证凭即期汇票付款
Unit 11 I. Put the following Chinese into English: 管道，管线 大宗商品；散装货
空运 （港口）吞吐量 集装箱 标题货物 班轮
不定期货轮 直达轮
（航班）稀少 联运提单
包装装潢 把。。。看作 装运通知 分。。。批 (装运) （货物）备妥待运 交货 提货
II. Multiple choice:
1. Emphasis has to be laid on the point ______ shipment must be made within the
validity of the L/C.
a. what b. which c. that d. /
2. We find ______ transhipment and partial shipments of the Printed Shirting are not possible.
a. that b. what c. where d. there
3. The consignment will be dispatched as soon as possible, ______ to reach the final destination by mid-October.
a. as b. so c. so as d. so that
4. We are in urgent need of the goods. ______ you ship them by direct steamer. a. May b. Can c. Must d. Should
5. When ______ , please state your terms of payment and time of shipment. a. quoting b. being quoted c. quoted d. you are quoted
6. Our containers are conformable to the specifications ______ by the International Standardization Organization.
a. lie down b. lied down c. lay down d. laid down
7. It will be appreciated ______ you could effect shipment in two equal lots by direct steamer ______ you receive our L/C.
a. will, soon b. if, as soon as c. when, when d. when, which 8. We helped them ______ the shipping marks.
a. stencilling b. have stencilled c. stencilled d. stencil
9. All the shipping space for May shipment ______, we can not but ask you to extend the date of shipment till June 30, 2004.
a. booked up b. to be booked up c. being booked up d. book up
10.Please note that the goods you ordered can be certainly promised for immediate shipment ______ receipt of your L/C.
a. upon b. with c. in d. without
11.We wish to stress that shipment must be made within the prescribed time limit, as a further ______ will not be considered by our end-users. a. expansion b. extension c. protract d. prolong
12.Kindly advise us of the steamer that call ______ your port every month. a. for b. in c. on d. at
III. Fill in the following blanks with the given words in their proper forms:
ship(-ment) deliver (-y) subject 1. Please advise whether you can _____ our order from stock. 2. If anything is wrong, the discrepancies are _____ to acceptance by the buyer.
3. The buyer will want possession before paying and the seller will want payment before making _____. 4. Please arrange _____ of the goods booked by us with the least possible delay.
5. It‘s on this _____ that we approach you today in the hope of establishing mutually beneficial trading relations. 6. The goods will be _____ F.O.B. at a port of London acceptable to the seller. 7. We‘re writing to inform you that we can supply the _____ article from stock.
8. When we made _____ to the buyers, they refused it on seeing the damaged condition. 9. We hope this initial _____ will prove entirely satisfactory to you. 10. We are sending you herewith a full set of copy _____ documents. 11. The documents have already been _____ to the bank of negotiation.
13. We offer 100 metric tons Bitter Apricot Kernels at RMB ￥8000 CIF, prompt _____, _____ to our final
confirmation.
IV. Put the following sentences into Chinese:
1. We are pleased to tell you that we have shipped today by S.S. ―Red Ring‖ 100 sets of sewing machines. We trust
that the goods will reach you in good order and condition.
2. In compliance with the contact stipulations, we forwarded you by air a complete set of non-negotiable
documents right after the goods were loaded.
3. Please take the matter up at once and see to it that the goods are delivered without further delay.
4. We wish to advise you that the goods under S/C 456 went forward on the steamer ―Yunnan‖ on July 8. They are
to be transshipped at Copenhagen and are expected to reach your port in early September. 5. For the goods under S/C No.9889, we have booked space on S.S. ―East Wind‖
due to arrive in London around 20 May. Please communicate with Lambert Bros. Co., London, our shipping agents, for loading arrangement.
6. We shall appreciate it if you will effect shipment as soon as possible, thus enabling our buyers to catch the brisk
demand at the start of the season.
7. We shall be pleased to know the time for transit and frequency of sailings, and whether shipping space must be
reserved.
8. We are informed by our supplier that owing to the bad weather your order No.223 may not be completed in time
for shipment by s.s. East Wind scheduled to leave here on 6th.
9. As we have mentioned in our previous letter, shipment for the suits made to order is not possible in less than
three months, but we should like to help you and to give your order special priority.
10. we are pleased to inform you that your order No. 112 of September 30 has been shipped today per m.v.
Fengqing which is leaving for Singapore on October 2.
11. It has to be stressed that shipment must be made within the prescribed time limit, as a further extension will not
be considered.
V. Put the following sentences into English: 1. 运输在国际贸易中起着很重要的作用。 2. 我们已经习惯于从商店购买商品。
3. 究竟采用那哪种运输方法还取决于时间和成本。 4. 解放以来，我国大部分进口货物都是经由海运的。 5. 我们经理说，他将考虑这一事实。
6. 到目前为止，世界上已有一百多个自由港了。
7. 虽然卡车一次不能运很多货物，但它可以直接将货物运送到市场上。 8. 希望你们能安排早日装运。
9. 按合同条款，应该5月20日装船。我们必须最迟在30日前拿到提单。 10. 因货物需在香港转船，我们要求联运提单。
11. 至于空运单，一旦货物备妥待中国航运公司发运，我们立即送达你方。 12. 我们不得不告知，由于舱位奇缺，我方不能全部发送所订货物。
VI. Look up the following words and expressions in a dictionary and then write down the Chinese
meaning of them:
shipping advice shipping instructions shipping mark shipping space shipping documents shipping agents freight charges freight rate freight ton voyage charter tramp time charter demurrage dispatch money bulk cargo tonnage
lay days bonded warehouse delivery order customs declaration
VII. Read the following short passages or letters and then translate them into Chinese:
(A)
Transport
Transport aids trade greatly. By moving goods from places in one country where they are sold to places in another where they are bought, transport helps to bring about the realization of a transaction. Transport is indispensable to import and export business.
There are different modes of transport. Where there are common borders on land, land transport can do its part, using highways or railways. But when the destination is situated far beyond the continent, other modes of transport are required. While air transport can be utilized to carry cargo abroad by planes to far places, its high cost lessens the chance of a successful sale in foreign markets because of sharp competition. In this respect, then sea transport is undoubtedly the most economical means of transportation particularly when bulky commodities are involved. That is why today, basically, some 98% of world trade in volume terms is conveyed by sea transport.
(B)
Shipping Documents
Bill of Lading, commercial invoice, insurance policy or certificate, packing list, and weight memo are generally called shipping documents, the first three being the chief shipping documents. With these are sometimes included other documents required by the buyers, usually connected with the question of duty to be paid on the imported goods. Such documents are the consular invoice ( a certificate given by the Consul of the buyer‘s country stationed in the seller‘s country), certificate of origin, certificate of value, certificate of inspection. These are sometimes required because under various international agreements and particularly among British Commonwealth countries, lower tariff rates of import duties are granted to certain countries. When the lower rates are claimed, the Customs officials of the countries concerned require a declaration as to the value of the goods and that they are in fact made in the exporting country. This certificate of value and origin is often given by the exporter and guaranteed by a chamber of commerce. If this is certified by a consul, it is then called a consular invoice.
VIII. Translate the following letters into English: (A) 敬启者： 关于集装箱运输 3月21日咨询函收到，谢谢。我们提供的集装箱有两种，分别为10呎和20呎，可两头开启，便于同时装卸。其防水、不透气性能尤其适合易受潮的货物。如有必要，还可在工厂内装货、上锁，杜绝偷窃的可能。 集装箱可控温，以满足任何特殊货物的要求，提供完美的运输服务。 运往同一目的港的不同货物也可装入同一集装箱，以节省运费。而且，集装箱运输货物收取的保险费也要低一些。 现随函寄去我费率表一份，盼指示。 XX谨上 (B) 敬启者： 10月1日函悉。信中要求我方修改标题货物以前的装运安排。 得悉你方希望今年11月发货80%，其余的在12月发运，而不是明年的1、2月各发一半。兹复如下，我方虽能供应上述订单现货，但船运公司告知，由于驶往你港的直达轮（无论班轮还是不定期租船）稀少，11月底前的舱位已全部订空。我们无法满足給方要求，甚憾。 如果允许在香港转船，我们可尽力与船运公司联系11月装运第一批货。在这种情况下，你方必须承担额外费用。尽管如此，我们仍无把握该批货能否提前到达。 请考虑上述情况，并尽早告知你方决定。 XX 谨上
Unit 12 I. Put the following Chinese into English: 提单 背书
空白抬头，凭指定 空白背书
运费预付，运费已付 运费下付，运费到付 发货人 收货人 已装船提单 备运提单 清洁提单 不清洁提单 不良批注 记名提单 不记名提单 指示提单 直达提单 联运提单 过期提单
II. Multiple choice:
1. If you need more information concerning our bath towels, please get in direct contact _____ our Branch Office
in London.
a) / b) by c) to d) with
2. Thank you for your letter of November 19, _____ which you offered us 3000 tea-sets on the following terms and
conditions.
a) from b) of c) in d) to
3. We are well acquainted _____ our customers‘ needs and can place large orders with you if your price is quite in
line.
A)with b) by c) of d) for
4. Messrs Green & Co., _____ whom, we have done considerable business for many years, is desirous of
representing you in colour TV sets. a) for b) of c) to d) with
5. Having been engaged in the line of electric fans for more than 30 years, we are quite familiar with the market
here and can supply any quantity _____ the exact specifications of your order. a) for b) in c) at d) to
6. Please keep us informed of the possibility of the export of our products _____ your market.
a) in b) on c) into d) to
7. Our clients take much interest in your samples and would like to place an initial order _____ 1000 dozen _____
same colour and specifications.
a) for, in b) of, for c) for, of d) for, for
8. Material of same quality can be easily obtained _____ price much lower than yours.
a) at b) at a c) at the d) at same
9. As the selling season is drawing near, we look forward with keen interest to your early reply _____ our enquiry.
a) of b) to c) about d) in
10. Our silk pajamas are attractive in design and superior in quality _____ any other brands.
a) to b) than c) with d) of
11. We are enclosing herewith our Proforma Invoice for Art. No. 234 which we hope will facilitate your applying
_____ the authorities _____ the Import Licence. a) to, to b) for, for c) to, for d) for, to
12. In the case of an order amounting to US $ 4000 or over, we would reduce our price _____ 2 %.
a) to b) for c) of d) by
III. Fill in the following blanks with the given words in their proper forms: effect(-ive) supply demand
1. Chinese goods enjoy an increasing _____.
2. The price fluctuation will have an unfavorable _____ on the market.
3. We‘ll be pleased to send you our quotation if you find our present _____ suitable. 4. The newly-adjusted prices shall become _____ from October 1. 5. We‘ll try our best to ______ you with any information you require.
6. They made the _____ that you open a confirmed L/C one month prior to the time of shipment.
7. The Seller is responsible to _____ insurance for 110% of the invoice value.
8. We understand that you are unable to advance the shipment, and we have written to our users to this _____. 9. When supply fails to meet _____, orders have to be curtailed. 10. Owing to the heavy demand, we have run short of ______.
11. Such samples should immediately be delivered to the seller upon its _____.
12. As we are receiving large orders from our clients, it is quite probable that we may run short of _____.
IV. Put the following sentences into Chinese:
1. Freight is calculated according to the measurement or weight, or sometimes, on the value.
2. A bill of lading (B/L) is a receipt from the ship-owners giving details of the particular shipment conditions. 3. A bill of lading is also an official receipt evidencing the receipt of the goods mentioned in the B/L.
4. A bill of lading contains a great number of clauses stating the rights and obligations of the ship-owner and
shipper.
5. A bill of lading can be transferred before arrival of the relative cargo and can be used as a security against loans
from a bank.
6. Bill of Lading, commercial invoice, insurance policy or certificate are generally called the chief shipping
documents.
7. By issuing clean bill of lading, the ship-owner admits his full liability of the cargo described in the bill under the
law and his contract.
8. The order bill of lading is made out by writing ―To order‖ or ―To order of…‖, which is negotiable by endorsement. 9. Bills of lading presented to the consignee after the goods are due at the port are said to be stale.
10. Containers are now playing an increasing role in international shipping and the container bill of lading (the
combined transport document) is becoming more and more common in use.
11. If the bill of lading states goods are shipped in ―apparent good order and condition‖ then any damage must have
occurred on the vessel.
12. The bill of lading as a receipt will show the quantity and condition of the cargo loaded, ship‘s name, port of
loading, the destination, details of date and so on.
V. Put the following sentences into English: 1. 海运提单主要用于国际货物销售的海上运输中。
2. 我们高兴地通知你方所订购的货物已备妥待运，请告知唛头及装运要求。 3. 请预订所需的舱位以保证及时装运所订购的货物。 4. 由于我客户急需此货物，请按规定的时间发运。 5. 由于市场呆滞，请将我方所订购货物延迟至3月发货。 6. 由于开证推迟，无法按合同于5月发货，将延至6月。
7. 现附上这批货物的装运单据一套，包括商业发票、提单、装箱单、原产地证和保险凭证等。 8. 商业发票、保险单和清洁已装船海运提单已交国家银行转送。 9. 按照合同条款，在货物装船后即将全套单据副本空邮给你方。 10. 记名提单不能流通，不能转让给第三方。
11. 重要的是，提单应在货物到达目的港之前，或与货物同时交给收货人。 12. 为了保护自己的利益，船东应确保提单上所注明的内容是货物的确切状态。
VI. Fill in the blanks with the following words and phrases: title reduces cycle eliminates process software bill of lading documents approach electronic delivery The Bill of Lading __1__ can also be used to create, view, e-mail, and print a formatted __2__. An easy-to-use online Bill of Lading generator will save time and provide the __3__ instantly.
The __4__ of the bill of lading document, which allows a buyer to take __5__ to the goods once they have arrive at port, will speed up the trade finance __6__. Exporters are driving the push towards electronic delivery of bills of lading. This __7__ reduces the __8__ time for the forwarding and presentation of documents. The exporter gets paid more quickly and the importer gets title to the goods sooner. It also __9__ the risk of errors and __10__ the costs related to manual document presentation.
VII. Match the words or phrases in column A with the definitions in column B:
(A)
(B)
1. freight a. hiring the whole of a ship or aircraft
2. affreightment b. bills presented to the consignee or his band after the goods are due at the port 3. irregularities c. a contract for the carriage of goods by sea 4. negotiable d. a shipment or delivery of goods sent at one time 5. endorsement e. any person or organization to whom goods are sent 6. consignee f. capable of being transferred to a new owner
7. chartering g. of a method of using more than one form of transport in the delivery of goods 8. consignment h. the amount payable under a contract for the carriage of goods by sea 9. stale bills of lading i. things which are not done in the correct way
10. transshipment j. any person or organization that sends goods to a consignee
11. consignor k. writing on the back of a negotiable instrument that transfers the property 12. shipper l. the moving of goods from one place to another
13. carrier m. the transfer of goods from one ship to another to reach its destination 14. transit n. a person or firm that carries goods or people from place to place
15. intermodal o. an organization that exports goods, which it usually owns, to a foreign country by sea
or by air
VIII. Translate the following short passage into English:
提单内容可包括：（1）有关各方； （2）所运货物详情，如名称、重量及尺码、件数及唛头等； （3）货物及包装外表情况； （4）装卸港、载货船名称及航次； （5）支付运费时间； （6）正本提单数量、签发时间及地点； （7）出具人签名等。
根据不同要求，提单的正反两面也可能印有其他条款。
Unit 13 I. Put the following Chinese into English:
投保 险别 保险费 保险人 保险公司
投保人 保险金额
保险单
保险凭证风险 仓至仓条款 发票金额 中国人民保险公司 海洋运输货物保险条款 （伦敦保险协会）协会货物条款 平安险 水渍险 综合险 如果；万一 II.
Multiple choice:
1. I‘d like to have the insurance ______ for 130% of the invoice value.
a. cover b. covered c. covering d. to cover
2. Your L/C calls for an insurance amount for 180% of the invoice value. ______, we
would request you to amend the insurance clause. a. The case is like this b. The case being it c. Such is the case d. Such being the case 3. Need we insure the shipment against Leakage Risk? Yes, you ______ .
a. must b. need c. should d. can
4. The Pacific Insurance Company ______ the liability if you had covered W.P.A. a. will take b. would have taken c. has taken d. is going to take
5. Lloyd‘s, an association of London underwriters, developed from a small seventeenth- century London coffee house, ______ underwriters at that time met to do business. a. that b. which c. where d. in that
6. We are pleased to confirm ______ the above goods against All Risks for $5,500. a. have arranged b. having assured c. to have ensured d. having insured
7. Damage ______ the goods was caused by heavy rain ______ transit. a. of, in b. to, in c. for, during d. on, during 8. PICC stands ______ the People‘s Insurance Company of ______ . a. for, Clause b. like, China c. by, Cargo d. for, China
9. On inspection of the consignment unloaded ______ the port of discharge, we found ten bundles ______ .
a. by, losing b. from, missed c. at, missing d. on, lost
10. We thank you for your letter of March 25, requesting us to effect insurance on the captioned goods for your ______.
a. cost b. amount c. account d. expense
11. Insurance is to be ______ by the buyer if a transaction is concluded on FOB or CFR
basis.
a. covered b. done c. made d. taken
12. Since the premium varies with the extent of insurance, extra premium is for buyer‘s account, ______ additional risks be covered.
a. if b. as c. must d. should.
III. Fill in the following blanks with the given words in their proper forms:
insure(-rance) assure satisfy(-faction, -factory) 1. We can _____ you of the reliability of the market information. 2. The quality of your goods has been found _____ in every respect.
3. _____ is to be covered by the seller on the subject article against All Risks for 110% of the invoice value. 4. We can _____ you that we will cooperate closely with you.
5. Only when our dealings with you have developed to the _____ of both parties can we consider other terms of
payment.
6. Please be _____ that we will revert to your enquiry as soon as possible. 7. We have _____ the shipment F.P.A. and against War Risk.
8. We _____ you that all your requirements can be _____ without question. 9. Carefulness will _____ you against further errors in packing. 10. I can _____ you that the prices we offer you are very favorable.
11. The packing must be strong enough to _____ the goods against damage in transit.
12. We are not _____ with the first shipment because the quality is not in strict accordance with that of the samples.
IV. Put the following sentences into Chinese:
1. Please cover insurance on these goods against All Risks and War Risk for 110% of the invoice value. 2. If you desire us to insure against a special risk, an extra premium will have to be charged. 3. It is general practice that the insurance b covered in the same currency as in the letter of credit. 4. The extra premium will be refunded to you upon receipt of your debit note.
5. We have covered the goods with the People‘s Insurance Company of China against All Risks for US$ 5000. 6. Since our order was placed on CIF basis and you covered the insurance, we should appreciate it if you would file
the insurance claim with the insurers.
7. The insured should promptly submit an insurance claim to the insurer or its agent so as to provide the latter with
ample time to pursue recovery from the relative party in fault.
8. If you have an open policy with your insurance company we do not object to your covering insurance at your end
and in that case we will advise you of the particulars of the shipment as soon as we ship the goods.
9. Buyer‘s request for insurance to be covered up to the inland city can be accepted on condition that such extra
premium is for buyer‘s account.
10. The insurance clause in your LC requiring insurance certificate in US dollars is unacceptable, as the LC is in Hong
Kong Dollars.
11. We would like to have the coverage of WPA, including the warehouse-to-warehouse clause with a valid period of
60 days.
12. As our insurance company is a state-operated enterprise enjoying high prestige in settling claims promptly and
equitably, you are advised to do business with us on CIF basis and leave the insurance to be effected by us.
V. Put the following sentences into English: 1. 凡以FOB为条件的交易，其保险由买方负责。
2. 为了不因延期交货而受损失，我们已要求卖方在合同上注明罚款条款。 3. 保险费是按照包含的险别多少而定
4. CIF、CFR 和FOB 是我们外贸公司常用的价格条款。 5. 卖方应该按发票金额的110%投保一切险和战争险。
6. 如果你方要求按发票金额的130%投保，额外保险费将由你方负担。 7. 请将此批货投保水渍险，并告知保险费。
8. 请按我们要求办理保险，同时将装船通知告知我方。 9. 由于我方是按CIF价订货的，应由你方投保。
10. 我们一般对按CIF价格出售的货物向中国人民保险公司投保。
11. 我们很遗憾得知你方货物在途中严重受损，保险公司将按照投保险别赔偿损失。 12. 如果货物发生损坏，你方可凭检验报告与你处保险代理联系并提出保险索赔。
VI. Supply the missing words in the blanks of the message:
A contract of insurance, which is generally made in the form of an insurance p__1__, is one between a party who agrees to accept the risk ( the i__2__) and a party seeking protection from the risk ( the i__3__). In return for payment of a p__4__ the insurer agrees to pay the insured a stated sum ( or a proportion of it) should the event insured against happen.
There are a great many i__5__ companies in the world. Lloyd‘ is a famous organization incorporated in London in 1871. The People‘s Insurance Company of China (PICC), established in 1949, is the sole state-o__6__ insurance organization in China. It underwrites almost all kinds of insurance and has a__7__ in practically all main parts and regions the world over. Since the establishment of the PICC, it had become the practice of our foreign trade corporations to have their imports insured with the PICC. Insurance on China‘s exports may also be c__8__ here if the foreign buyers consider it advisable to do so. But never should the buyers be forced to accept CIF terms if they intend doing business on CFR basis with insurance at their discretion.
For CIF transaction, we usually e__9__ insurance for 110% of the i__10__ value against (risks) as per Ocean Marine Cargo Clauses of the PICC, that is to say, 110% is for CIF invoice value and 10% is to cover a reasonable profit and some expenses. Sometimes, buyers may request insurance to cover more than 110%. In such circumstances, the extra premium will be for buyer‘s a__11__.
VII. Read the following short passages or letters and then translate them into Chinese:
(A)
It is customary to insure goods sold for export against the perils of the journey. In international trade, the transportation of goods from the seller to the buyer is generally over a long distance by air, by land or by sea and has to go through the procedures of loading, unloading and storing. During this process it is quite possible that the goods will encounter various kinds of perils and sometimes suffer losses. In order to protect the goods against possible loss in case of such perils, the buyer or seller before the transportation of the goods usually applies to an insurance company for insurance covering the goods in transit.
(B)
Insurance policy is an official document evidencing the acceptance of the insurance covering by the insurer of the cargo under carriage during a specified voyage and also a formal contract concluded between the insurer and the insured. In the policy are stated the names of the insured, commodities and conveyance, the type of insurance cover, the amount insured, and detailed clauses concerning the rights and obligations of the two contracted parties, the insurer and the insured.
The insurance policy also serves as a foundation on which the insured makes any claims and the insurer handles them in case of the loss of or damage to the insured cargo. Besides, it is an indispensable shipping document required in negotiating for payment under CIF terms at the negotiating bank under a letter of credit.
(C) Dear Sirs, We‘ve received your letter of May 18th. As requested, we have faxed you an offer this morning for 100 metric tons of wool on the basis of CFR. As for the scope of coverage handled by The People‘s Insurance Company of China (PICC), we generally cover WPA and War Risk for 110% of the invoice value in absence of definite instructions from our clients. All Risks can also be arranged with slightly higher premium. We could arrange other risks according to our clients‘ requirements, but the extra premium should be borne by buyers. We hope the above information will meet your purpose. Yours faithfully, VIII. Translate the following letters into English:
(A) 敬启者： 事由：我方101号订单及你方45号销售合同项下的50台计算机 请查阅我方订购50台计算机的第101号订单。你方会发现此订单是按成本加运费订购的。 我们现在想在你地投保，故请按发票金额110%代我方对此货投保综合险。 收到你借方结帐单（debit note）后，我即将保险费汇付给你们。若你方愿意，亦可开具即期汇票，向我方收款。 谨上 (B) 敬启者： 事由：我方101号订单及你方45号销售合同项下的50台计算机 感谢你方9月30日函，要我方对标题货物代办保险。 现确认已按你方要求，为上述货物向中国人民保险公司投保了综合险，投保金额为 25 000美元。可望一两日内将保险单与保险费的借方结帐单一并寄你。 该批货物将装“东风”轮，约在下月10日前后启航。 谨上
Unit 14 I. Put the following Chinese into English:
用。。。包装 包装；包装容器 尺寸 毛重 净重 皮重 适航的 塑料袋 纸箱 箱 梱 罐，听 托盘 集装箱
散装 野蛮装卸 。。。的一部分 以 。。。方法（或方式） 国外市场 对。。。有吸引力 引人注意 提供信息 提供方便
II. Multiple choice:
1. We regret our inability to agree ______ your proposal to pack the goods ______
cardboard boxes, because transhipment has to be made at Hong Kong for the goods to be shipped to our port.
a. on, in b. to, in c. with, in d. to, by
2. The buyer suggested that the packing of this article ______ improved. a. was to be b. had to be c. would be d. be
3. Packing lists help ______ contents of packages, either for Customs purposes or for the importers.
a. identify b. be distinguished c. recognizing d. identification
4. Due to the fact ______ you urged quick delivery, we were not able to use our special packing.
a. which b. that c. when d. to which 5. Outer packing ______ stencilled with shipping marks. a. is not always b. may be c. must be d. is usually not
6. Our ladies‘ pyjamas are packed in cartons, each ______ 12 doz./sets. a. to contain b. contains c. contained d. containing
7. Please ship the goods in strong export packing to ensure good condition ______ arrival. a. in b. for c. on d. at
8. The loss was due to improper packing, ______ the suppliers should be responsible. a. for which b. to which c. in which d. which
9. It is important that the goods under Credit No.456 ______ packed in double gunny bags. a. will be b. shall be
c. be d. are
10. Seventy cases of Black Tea you sent us were found to be badly damaged. This was apparently attributable to ______ packing.
a. outer b. domestic c. neutral d. faulty
11. We will not be held responsible for any damage which results ______ rough handling. a. from b. off c. in d. to
12. We give you on the attached sheet full details regarding packing and marking, which must be strictly ______ .
a. abide by b. observed c. submitted d. seen
III. Fill in the following blanks with the given words in their proper forms: interest favour(-able) (dis-)advantage 1. If you find our products of ______ to you, please let us have your specific enquiry. 2. There is a good deal of _____ in attractive packing.
3. The goods we offer you are much in _____ in the European market. 4. This suggestion is made in the ______ of all concerned.
5. The sales representative claimed many ____ for the product he promoted. 6. In the near future, the loan will be made at 5% _____. 7. The buyer is to open a letter of credit in our _____.
8. We hope that in your own _____ you will make arrangements to clear your account without further delay. 9. We should discuss the _____ and _____ of the new technical process before adopting it.
10. One of our clients takes _____ in your products and wishes to have your quotations for the items specified
below.
11. To _____ our customers in their purchases, we make it a rule to give 2% discount for an order more than 1 000
pieces.
12. It is almost certain that the price will rise. It would be to your _____ to place orders without delay. 13. Now the time is not _____ for the disposal of the substandard goods.
14. None of the consuming countries is going to offer to stabilize prices to their own _____.
IV. Put the following sentences into Chinese:
1. Our Trip Scissors are packed in boxes of 1 dozen each, 100 boxes to a carton lined with waterproof paper. 2. We can meet your special requirements for packing but the extra expenses should be borne by you. 3. All export bicycles are wrapped in strong waterproof material at the port and packed in lightweight crates. 4. We pack our shirts in plastic-lined waterproof cartons reinforced with metal straps.
5. When the various products ordered by you are complete in our warehouse we will pack them into bundles of
suitable size for shipment.
6. Our Men‘s Shirts are to be packed in poly-bags, 5 dozen to a carton bound with two iron straps outside. 7. As all the commodities will probably be subjected to a thorough customs examination, the cases should be of a
type which can easily by made fast again after opening.
8. As a king of container cartons are extensively used in international trade. Therefore you don‘t have to worry
about their seaworthiness.
9. Our cartons are strong enough to stand rough handling in the course of transportation.
10. Please see to it that the tea under our Contract No. NT220 are packed in international standard tea boxes, 24
cartons to a pallet, 10 pallets to a container.
11. The goods should be packed in a manner that ensures safe and sound arrival of goods at the destination and
facilitates handling during transshipment.
12. Our towels are packed in cardboard boxes each containing 12 with red, yellow and white equally assorted, 24
boxes to a carton.
V. Put the following sentences into English: 1. 坚固的包装是很重要的。
2. 包装的一个目的是便于顾客携带产品。 3. 请务必按我们的包装要求发货。
4. 每个集装箱上应清楚地标上批号。
5. 你们的包装必须适于海运，并经得起运输途中的野蛮搬运。
6. 请务必做到每个纸板箱内加塑料布衬里，外包装上刷“保持干燥”的标记。 7. 我方所有产品的质量均属一流且包装引人注目。
8. 他们的印花棉布每匹都用牛皮纸包起来，每30匹装一内衬防潮纸的木箱。 9. 目前我们的雨衣每件装一塑料袋，每袋装一纸盒，每10打纸盒装一纸箱。 10. 我们得到消息，大意是我方产品品质优良，价格公道，但包装稍显落后。 11. 考虑到你地的运输条件，我们为避免货物受损已改进了包装。 12. 关于纤维成分的标签，我们将注意使它缝在枕套外面而不是里面。
VI. Fill in the blanks with appropriate words and phrases: customs duty, exporter, mark, trade mark, name, quota, practice, importer, brand, package, commodity, neutral packing, As a rule, exports are also __1__ with countries of origin, such as ―Made in China‖ or ―Made in U.S.A‖. But there are exceptions when __2__ is required. It is a general __3__ frequently used in international trade as a means to promote export sales. Neutral packing is the one that makes no mention at all of the __4__ of the country producing the goods and the name of the manufacturer on the __5__ and on the outer and inner __6__.
In some cases, though with no mention of the country of origin, to meet his requirement the __7__ may ask the exporter to use a special brand or __8__ for the goods, or in other cases, no __9__ or trade mark whatever appears. The purpose of using neutral packing is that the __10__ utilize it for breaking down the high __11__ or unreasonable import __12__ of the importing countries levied on their exports to the importers, thereby making it possible for the exporters to market profitably in the importing countries.
VII. Read the following short letters and then translate them into Chinese:
(A) Dear Sirs, We thank you for your order dated the 2nd June and have pleasure in informing you that we can accept all the stipulated terms but the packing. The packing mentioned in your order was of the old mode we adopted several years ago. Since then we have improved it with the result that our recent shipments have all turned out to the full satisfaction of our customers. Our Raincoats are now packed each in a poly-bag and then in a carton, 10 dozen to a carton, with a gross weight around 30 kilograms. Each carton is lined with a polythene sheet and secured by overall strapping, thus preventing the contents from dampness and possible damage through rough handling. We are of the opinion that since a polythene bag is used for each Raincoat it is all ready for window display and looks attractive, which will certainly help the sales. Besides, the improved packing is light in weight and therefore easy to handle. We state the above for your information and shall fulfil your order accordingly if we do not hear from you to the contrary before the end of this month. Yours faithfully, (B) Dear Sirs, We have received your letter of June 5 informing us that the captioned goods have been shipped per S.S. ―Dongfeng‖ and thank you for your invoice No.CB331 in duplicate. With regard to the packing for ready-made garments, you say that you have taken up the matter with the competent departments and are of the opinion that packing in cartons will prevent skilful pilferage; such cartons are well protected against moisture; they are light and convenient to handle, etc. After discussing the matter with our clients, we find that your comments sound quite reasonable. However, we cannot be sure how things will prove to be until the first lot of goods packed in such cartons arrives. We are of the opinion that if the result of packing in cartons turns out to the satisfaction of our clients, you may continue using this packing in future. However, in case of the result not being so, we are afraid that this will considerably affect the development of business between us.