Appendix Key to the Exercises and the Skill Drillings
1.我们是德国工业化工产品主要生产商之一，欲与贵公司建立业务关系。
2. 我们经营中国自行车出口，很想与你方进行这类商品贸易。 3. 香港贸易公司已将贵公司名称及地址转交我方。兹去函与你联系，愿与你方建立贸易关系。
4. 感谢贵方6月7日来函，表示提供服务的意向。我们很愿意与你方探讨扩大贸易的可能性。
5. 请尽早答复我方要求为荷。
6. 我们愿在平等互利的基础上与贵公司建立业务关系。
7. 我们是一家系列电扇及空调的主要出口商，现特去函自我介绍。 8. 为促进双方贸易，特另邮航空寄去样品，供你方参考。
9. 为使你方了解我们经营的轻工产品，我们兹另邮给你们寄去几本商品小册子，供你方参考。
10. 经纳尔逊先生介绍，我们得知你们是中国食品的潜在买主。我们经营这类商品已有多年。
V. Put the following sentences into English
1. We owe your name and address to ABC Company.
2. As soon as we receive your specific enquiry, we will send you the catalogue and samples.
3. Their chief line is the export of electronic computers. 4. Our silk has long been a best seller at your end.
5. This product is being marketed in all European countries.
6. Your letter of May 10 has been transferred to us for attention from our Head Office in Beijing.
7. We have handled this line for more than 20 years. ( We have been in this line for more than 20 years.)
8. We can supply shoes in a wide range of styles and sizes. 9. The trade between us is based on the principle of equality.
10. Most countries in the world have engaged in international trade. 11. We can offer you some oil if you need.
12. There are two forms of international transaction. One is to trade in goods> the other is in service.
VI. Supply the missing words in the blanks of the message 1. informing 2. market 3. in 4. sample 5. trade 6. quality 7. prices 8. from 9. items 10. specific VII. Read the following short passages or letters and then translate them into Chinese
6外贸英语函电
(A)
一国货物及服务与另一国货物及服务进行交换，这就是国际贸易。这种贸易除了有形的（即商品的进出口）外，还有无形的（即国际间服务交流）。希腊、挪威这类国家拥有大量的商船船队， 可以提供交通运输服务，这就是一种无形贸易。对某些国家来说，无形贸易与其他一些国家的原材料出口或商品贸易一样重要。在这种情况下，每个国家都可以赚取外汇以购进本国的必需品。
(B)
世界上没有哪个国家能生产它所需要的所有产品。于是世界各国就加入国际劳务分工，以提高生产及再生产效率。有时一个国家可以以易货贸易的方式获得外国货物及服务。易货贸易就是不用货币而以一种货物交换另一种货物的方式做生意。单凭易货贸易是不能满足一国的进口需要的，但作为国际贸易的一种形式，它对发展中国家仍有吸引力。因为这些国家外汇短缺，匮乏的外汇收入远不足以满足它们对外贸易的支付。
(C)
在国际贸易中，服务贸易仅占很小比重。由其特性所致，服务贸易远不如货物贸易那么容易， 因为服务贸易只能在提供服务的地方为对方所接受。这就是说，要么提供服务的一方到需要这种服务的地方去，要么消费者到能提供服务的地方去。只有少量的服务能像货物那样，无须交易双方移动就能进行交易，如运输服务、银行、保
险、教育事业等。
(D)
敬启者：
承蒙Autos公司总裁纳尔逊先生介绍，我们得知贵公司是中国农业机械的潜在买主。由于此产品属于我方经营范畴，我们将很高兴尽早与贵公司建立直接的业务关系。
为了便于贵方对我们所经营的各种产品有个大致了解，我们随信寄去商品小册子和价目表各一份。一收到贵方具体询盘，我们会立即寄上报价单及样品书。
望收到贵方的肯定答复。
XXX谨上
VIII. Translate the following letter into English Dear Sirs,
We have received your enquiry of July 5 for Electric Motor.
Appendix Key to the Exercises and the Skill Drillings
As the goods fall within the business scope of China National Import & Export Corporation, we have passed on your enquiry to them for attention. Please contact them directly for your requirements. We would like to take this opportunity to introduce ourselves to you as a state-operated corporation* handling the export business of Chinese Arts & Crafts and we have built up extensive connections with many important dealers in various districts.
Enclosed you will find our latest catalogue and pricelist. We hope to enter into business relations with you.
Yours faithfully,
Skill Drilling
Dear Sirs,
Your firm has been recommended to us by Messrs. Freemen & Co. Ltd. ， with whom we have done business for many years.
We specialize in the export of Chinese cotton piece goods, which have enjoyed great popularity in world market. We enclose a copy of our catalog for your reference and hope that you would contact us if any item is interesting to you.
As to our financial standing* you could approach the Bank of China? New York for any information.
We are looking forward to your early reply.
Yours truly. Unit 3
Exercise
I. Put the following Chinese into
递价to bid for / to make sb. English
a bid for 大使馆embassy
询购…to enquire for / to make sb. an
enquiry for 接受报盘to accept an offer 代理representative/agent 现成市场ready market 工艺workmanship 立即处理prompt attention 手工作hand-made 市场需求（口味）the taste of the market
支付条款payment terms 用现款（支付）（to pay) in cash 兹答复in replyC to) 稳定需求steady demand
与.?■有联系to be connected with (商品)在出售中to be under offer / to be on sale
向…订购to place an order with sb. for sth. 给…报盘to make sb. an offer for sth.
8外贸英语函电
II. Multiple choice
1. b 2. d 3. a 4. d 5. b 6. a 7. c 8. b 9. d 10. c 11. b 12. c
III. Fill in the following blanks with the given words in their proper forms 1. bid 2. offer 3. enquiry 4. offered 5. bid 6. offer 7. enquires 8. offer 9. enquired 10. offer IV. Put the following sentences into Chinese
1. 我们从John King先生处得知，你方有意供应男式皮鞋。
2. 请传真发来优惠报盘，同时指明包装、规格、可供数量及最早交货期。
3. 报价时请考虑我们可能会经常性地大量订购这一因素。
4. 你方1月10日询盘巳交我处理，因我们正好出口你方所询商品。 5. 我方包装行业的合伙人高度赞赏你们的Zeta包装机，我们想更多地了解一些有关情况。
6. 希望你方价格能做得开，而且交易的达成将对双方都有利。 7. 盼望着能向你方进一步订购，相信你方会尽力满足我们的特殊需求。
8. 如能给我们寄来建筑材料的最新价目表，我当不胜感激。
9. 如能按所要求的数量供应这种型号的商品，请给我方报实盘及最低价。
10. 我们想要购买男式皮手套，请报最优惠价格为荷。 V. Put the following sentences into English
1. Could you please tell us the main items you export? 2. Would you please quote your lowest price GIF London? Britain？ 3. We shall be very glad to place our order with you if your quotation is competitive and delivery date acceptable.
4. We are pleased to note from your letter of May 5 that you are interested in our sewing machines.
5. Kindly let us know the prices and quantities of the best refined sugar you are able to deliver to us.
6. We would appreciate very much your sending us the latest samples with their best price.
7. We have ready buyers of these commodities and if your prices are
competitive* we have every reason to believe that we can place large orders with you.
8. The said goods are not available from stock.
9. We'll be glad to place an order with you for 60 cases of green tea if your price is favorable.