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(精选)2012年外销员考试外贸英语函电专项习题及答案分析解读

Fill in the blanks with the suitable words

(1)Establish of L/C

Dear Sirs,

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

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

Provided you fulfill the terms __________the credit we will accept and pay on mat urity the draft presented to us _________this credit and if required, provided discountin

g facilities _________current rates.

(2) Enquiry

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

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

(3) Offer

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

(4) Terms of Payment

We enclose an application form for documentary ________and shall be glad if you will arrange to _______credit for our account with your office in London an irrevocabl e letter of credit for $1000 in ________of Urban Trading Company, the credit to be __ _______ _________ Nov.30.

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

(5) Insurance

Dear Sirs,

In ________to your letter of September 4 _________insurance:

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

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

We trust the above information serves your purpose. Meanwhile we await your rep ly.

Sincerely.

(6) Establish Business Relations

Dear Sirs,

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

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

markets____Spain.

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

We___________the pleasure of hearing from you soon.

Yours faithfully。

(7) Acceptance

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

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

(8) Complaints and Claims

Dear Sirs,

We have received your letter ______15th July, informing us that the sewing machi nes we ______to you arrived in a damaged condition ______account of ________of o ur packing.

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

We are convinced that the present _________was due to extraordinary circumstan ces __________which they were transported to you. We are _________not responasibl e for the damage; but as we do not think that it would be fair to have you _______th e loss alone, we suggest that the ________be divided between both of us, to which w e hope you will agree.

Yours sincerely

(9)Insurance

Dear Mr. Jacob.

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

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

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

We hope the above information will serve your purpose.

Yours truly,

（10）Asking for Sole Agency

Dear Sir or Madam,

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

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

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

We look forward to hearing favorably __________you.

Faithfully yours,

Establish business relationship

Dear Sirs,

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

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

We look forward to receiving ________you good news.

Enquiry

13th,August,2004

Dear Sirs,

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

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

Offer

Dear Sirs,

We have for ____________your letter of 23. April and take pleasure in making yo u the following offer subject _________your reply reaching us by the end of this mont h

___________: Iron Nails

___________: 1---4”

___________: 50 metric tons

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

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

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

___________: your favor for the full invoice value.

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

Yours truly,

Terms of Payment

Dear Sirs,

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

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

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

Yours faithfully,

Insurance

Dear Sirs,

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

_______.

Please _________for this article we do not cover Breakage. You have to, therefor e, delete the word “Breakage”from the insurance __________ in the ___________.

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

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

Answers:

(1)irrevocable for favour against draft invoice of under at

(2)in for therefore send on commission payments shipment appreciate by

(3)in at for with in by at to by under

(4)credit open favour valid until against triplicate commerical draw sight

(5)reply regarding request coverage on account grant for stipulates invoice

1)Recommended as requirements in send showing range, together are looking for ward to

2)Of offering at for above open relative upon of with

3)credit open favor valid until against triplicate commercial draw sight

4)inform cover coverage premium invoice amount account risks extra by

5)Through learned promoting on connections market sole establish inquires from

1.Through of business lines establish by available enclosing enquiries from

2.From for variety demand quality price copy details terms samples

3.acknowledgement to Commodity Specifications Quantity Packing Price Shipment Payment stock

4.receipt noted regard transactions eequivalent rate payment relations accommodati on lines

5.covering received note clause credit additional to claims entertained amendment

Letter writing

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

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

2.You are the exporter of air-conditioner.

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

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

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

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

3.Demand that the quality of the goods should be the same as that of those previ ously supplied.

Please write a letter to Messrs. Dairy herds, Ltd., Chin ford, London, E.

4.T ell them you wish to establish business relations with them, with the ideas give n below.

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

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

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

Sentence translation

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

2）我们想请你们代为查询一下伦敦一家商行的财务和信用情况，他们是James Neils & Co.。他们的银行是香港汇丰银行。谢谢。

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

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

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

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

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

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

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

10）在收到你方具体询价时，我将立即寄上报价单及样品。

Answers:

1. The Commercial Counsellor’s Office of your Embassy in China has informed us that you intend to import Lathes from China and we are writing to you in the hope t hat we may establish business relations with you in this line.

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

3. Please be informed that we are one of the largest importers of silk in the worl

d. We have been importing this item from Japan and now intend to extend our busine ss to import the same from China.

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

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

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

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

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

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

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

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

份，供你们查阅。

2）我们已收到日本一客户的询价，他需要1公吨的标题糖。

3）按照你们的要求，我们报50公吨大豆的实盘如下，以自本日起一周之内你方复到为准。

4）如果你公司能将9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价。

5）我们今天已由伦敦的中国银行开出了一张以你方为抬头人的信用证，计500万美元。

6）瑞典一进口商要求我们按承兑交单方式运去一批试销商品。

7）为了避免随后修改信用证，务请注意下列事项。

8）关于第345号合约项下的300架缝纫机，我们将自行办理保险。

9）我们愿意担任你们现行出口商品的代理，因为我们拥有一个广阔的国内市场。

10）我方订单1361号来货发现短重2500公斤，为此特向你方提出索赔。

Answers:

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

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

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

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

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

of China, London today.

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

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

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

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

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

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

2）我们已收到日本一客户的询价，他需要1公吨的标题糖。

3）按照你们的要求，我们报50公吨大豆的实盘如下，以自本日起一周之内你方复到为准。

4）如果你公司能将9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价。

5）我们今天已由伦敦的中国银行开出了一张以你方为抬头人的信用证，计500万美元。

6）瑞典一进口商要求我们按承兑交单方式运去一批试销商品。

7）为了避免随后修改信用证，务请注意下列事项。

8）关于第345号合约项下的300架缝纫机，我们将自行办理保险。

9）我们愿意担任你们现行出口商品的代理，因为我们拥有一个广阔的国内市场。

10）我方订单1361号来货发现短重2500公斤，为此特向你方提出索赔。

Answers:

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

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

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

4. If you reduce the price of quotation sheet dated Sep. 3 by 3%, we are desirou

s of accepting your offer.

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

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

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

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

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

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

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

2）一旦收到你方具体询盘，我们将立即给你们报最优惠的上海到岸价。

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

4）由于考虑到你方将开出大量订货的订单，对于我们最近的报价单将允许一定的折扣。

5）你们的不可撤销的信用证已及时收到，我相信下周内可以安排装运。

6）我们今日已通知我方银行电汇给你方全部金额，受到后请回信。

7）信用证3855号，请来电取消“银行费用由收益人负担”的条款。

8）根据你们通常的CIF价格条件，所保的是那些险别？

9）我们已委托ABC公司为你地区的代理。

10）兹寄去中国商品检验局报告一纸，作为我方索赔的根据。

Answers:

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

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

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

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

5. Your irrevocable L/C has been duly received, we trust shipment can be arrange

d within next week.

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

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

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

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

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

1. 我们愿意在平等互利，互通有无的基础上与贵公司建立业务联系。

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

3．在随附的单子上我们列出了关于包装的具体要求，请你方务必照办。

4．请报CIF温哥华最低价，包括我方5%的佣金。

5．随函寄去我们的报价，此报价有效期仅为两周。

6．我们将为货物投保CIF价值的110%，如果要求额外险别，则额外保费由买方负担。

7．很遗憾，你们运来的我方758号订单的货物与双方谈定的规格不符。

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

点非常自信。

9．我们很高兴向你订购下列货物，其条件是按你所报价现货供应。

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

Answers:

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

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

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

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

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

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

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

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

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

10.We would ask you to cooperate with us in advancing the shipment to the end of September to enable us to catch the brisk demand in Christmas.

1. 承蒙中国外贸组织的介绍，我们得知贵公司有意在本地市场做生意。

2．期待尽快收到你方的全套样品。

3．请报CIF温哥华最低价，包括我方5%的佣金。

4．我们收到了你方6月4日对我们电子玩具的询价，现高兴地向你方报盘如下，供你参考。

5．我们的报价以合理利润为依据，不是漫天要价。

6. 请尽快通知我们23546号合同项下货物大约交货日期。

7．谢谢你方授权我公司作为你们的产品在日本的销售代理。

8．经过长期友好的讨论，现已经达成交易。

9．双方同意，上述订货货款以60天信用证或即期付款交单方式支付。

10．保险应由买方办理。

Answers:

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

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

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

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

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

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

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

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

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

10. Insurance is to be covered by the buyers.

1. 我们是经营轻工产品的国营公司。

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

3. 关于支付条款，我们要求不可撤销的，凭即期汇票支付的信用证。

4．本报盘五日内有效。

5．考虑到贵方将开出大量的订单，对于我们最近的报价将允许一定的折扣。

6．现附上我方第101号合同正本两份，请会签并早日寄回一份。

7．我们今天已经由中国银行开出了一张以贵方为受益人的信用证，金额合计为200，000美元。

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

9．感谢贵方授权我公司作为你们的产品在中国黑龙江地区的销售代理。

10．由中国商品检验局出具的检验报告将作为最后依据，对双方有约束力。

Answers:

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

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

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

4.This offer is valid within five days.

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

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

7.We have opened an L/C in your favor with Bank of China for the amount of US D200,000.

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

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

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