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外贸英语函电课后习题参考答案

（For Reference Only）

Chapter 1 Business Letter

I.Answer the following questions.

1.How many principal parts is a business letter composed of? What are they?

Generally speaking, there are seven principal parts of a standard business letter. They are the letter head; the date; inside name and address; saluation; the body of a letter(message); the complimentary close and signature.

2. What are the three main formats of a business letter used today? Which format do you like best?

There are three main formats of a business letter in use at present: the conventional indented style; the modern block style and the modified block style. I like the modern block style, since it is simple and we can save much time.

3. What is P.S.?

It is postscript, refers to one or more remarks the writer may add to the core or body of the letter,usually hand-written side by side with or below the signature and enclosure parts, where there is often a large patch of blank space. A postscript can be a sentence or a brief paragraph.

II.Choose the best answer

1-5 A C A B D 6-10 B D C B A 11-15 B C C D D 16-20 D A C B B

III. Write a letter with the given particulars below, using necessary capitals and punctuation ( in modern block style)

CZ Import & Export Corp. Ltd

66 Minghuang, Wujin Discrict, Changzhou

213164, P.R. China

July 3, 2007

Mr. John Martin

Sales Manager

Lake Circles Inc.

56 Y ork Road, Chicago

Illinois, USA

Dear Sir,

Yours sincerely,

IV. Arrange the following both in a blocked form and indented form as they should be set out in a letter. (ommitted)

Chapter 2 Establishment of Business Relations

I.Answer the following questions.

1. If you want to open up a market to maintain or expand business actiities what should you do first?

If we want to open up a market to maintian or expand business activities, what we should do first is to conduct a market research,from which we shall know thoroughly about your product(s), your present and potential market(s) .

2.Before you write letters with some new established firms what had you better do?

We had better try to collect as much information as possible about the new established firms, especially about their credit information.

3. Through what channels can one obtain the desired names and addresses of the companies to be dealt with?

We can get the desired names and addresses of the companies through the following channels: Some b2b websites, such as https://www.wendangku.net/doc/90864836.html,; some governmental or oganizational websites, such as https://www.wendangku.net/doc/90864836.html,; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google or yahoo.

4. How to begin with the “First Letter” or circulars to the other party?

It should be consisted of the three parts: first, you should say where you have got the information of your potential customer; second you should provide necessary information about yourself; third you should express your wish of writing the letter.

5. How can one create goodwill and leave a good impression on the readers?

We should consider the eight “C”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness.

II.multiple choices.

1-5 D C A B A 6-10 C A C B C

III. Translate the following sentences into Chinese.

1.我们愿意在平等互利的基础上和贵公司建立业务关系。

2.我们写信给您把作为各种空调主要出口商的我们介绍给您。

3.为了把我们的产品出口到西欧，我们写信给您寻求贸易机会。

4.我们有各种颜色和规格来满足不同的需求。

5.我们已经通过航空邮件把我们产品的小册子邮寄给您。如果您对任何产品感兴趣，请告

知我方。

6.通过多年的努力，我们扩大了我们的业务经营范围，现在我们经营100多种产品。

7.我们的主要业务涵盖各种轻工业产品的进出口。

8.如果贵公司并不经营上述产品的进口，烦请把本信转交给相关的公司。

9.作为摩托车的出口商，我们愿意和你们就该产品建立贸易关系。

10.为了让您对我们的产品有一个大致的了解，我们向您寄送了一分商品目录和三本小册子

供您参考。

IV．Translate the following sentences into English.

1.Here we introduce ourselves as an Export Company of Imitation Jewelry, with many

years of experience in this line.

2.The letter you wrote to the headquarter last week has been transferred to us, since we

deal in the products.

3.We have a wide range of light industrial products available for export.

4.We are very glad to receive your letter with illustrated catalogue.

5.We are looking forward to your specific requirements for our products.

6.We are a well-established private company, and we look forward to establish business

relations with you.

7.The manager briefly introduced the Johnson company, which is most probably to be our

prospective customer.

8.To give you a general idea about our products in the chart, here we enclose a copy of

booklet and the latest price list.

9.When the value of export exceeds that of the import, we call it the favorable balance of

trade.

10.Our products are of high quality and favorable prices.

V. Translate the following letter into English.

Dear Sirs,

We got you are interested in the silk garments from lastweek’s China Daily. Here we introduce ourselves as the largest dealer of garments in this area. We would like to eatablish business relations with you on the basis of equality and mutual benefits.

Our silk garments are made of high standard silk and traditional technique. We are sending you a copy of illustrated catalogue and the latest price list for your reference. If you are interested in any item of them, please let us now. Once we receive your enquiry, we will send you the qutation and sample by aimail.

We are looking forward to your early reply.

Yours sincerely,

VI. Write an English letter in a proper form based on the following information. (Ommitted)

Chapter 3 Inquiry and Reply

I. Multiple Choices.

1-5 D A A D B 6-10 B B A B B

II．Give the Chinese equivalents to the following terms.

1.扩大市场

2.享有盛誉

3.价目表

4.有插图的商品目录

5.不可撤销的即期信用证

6.名列前茅

7.促销方案

8.下述提到的商品

9.有潜力的市场

10.给你定期下订单

III．Give the English equivalents to the following terms.

1. large scale

2. a wide range (variety) of

3. irrevocable letter of credit

4. 3% rebate

5. illustrated catalogue

6. the biggest dealer

7. first-rate technology 8. favorable CIFHongKong 9. terms of payment

10. portable electric water heater

IV. Translate the following into English.

1.We are in the market for the leather shoes, please quote us the most favorable prices.

2.Please quote us the lowerest price for the captioned goods. When quoting, please state

the packing and the earliest time of shipment and send us the booklet of the products.

3.We want to know what dicount you can offerfor an order exceeding 1000 dozen?

4.We are now interested in the the table cloth and napkin. We are very appriciative if you

can send us he catalouge,sample and the price list.

5.The enclosed price list and illustrated catalouge will provide you with detailed

information on the article you are most interested in.

V. Translate the following letter into English.

Dear Sirs,

We are interested in your canvas bag on page 4 of your December’s catalogue, would you please send us a sample and quote us the lowerest price of CIF Honolulu?

If your product proves to be satisfactory, we will order at least 2500 dozen.

Please reply as soon as possible.

Yours,

VI. Translate the following sentences into Chinese.

1.我们向您分别邮寄了有插图的商品目录和价目表以及我们生产这些产品通常使用的皮

革的样品。

2.关于我们的商品和相关情况，请看目录的第十页。我们的产品，尤其是我们的彩电和电

热水器在贵方市场享有盛誉。

3.一旦收到您的询盘，我们会立即寄送商品的样品和最优惠的报价。

4.您大可放心，一旦我们能够供应，我们会通过电报和您联系。

5.我们对标题商品很感兴趣，如果你们能够报给我们CIF利物浦价包含3%的佣金的话，

我们将不胜感激。

6.我们在中国产品网站上看到您们向欧洲市场大量出口垫子。

7.如果您的商品令人满意、价格有竞争力的话，我们会给你大量的订单。

8.谢谢您2005年7月14日邮寄过来的向我们咨询人工手套的来信。

9.很高兴向您报价如下，以我方的最后确认为准：单价：每打60美元CIF美国东海岸

港口

VII．Translate the following into Chinese.

敬启者，

我们非常高兴收到贵方6月15日的询盘，并随函附寄带有插图的商品目录和价格单供您方了解详细信息。我们寄送了一些样品并确信您一旦查看过后就认可我们的商品质量一流价格公道。

对于经常性购买单个商品的数量不少于100打我们会给与2%的折扣。支付方式为不可撤销的即其信用证。由于柔软耐用，我们的面床单和枕套非常受欢迎在看过我们的价格后您就会对我们的产品供不应求丝毫不会感到奇怪了。我们提请您对我们的其它诸如桌布和餐巾纸的产品加以关注，有关于它们的详细信息您可以在商品目录中看到。

我们期待着您的首张订单。

您最真诚的，

Chapter 4 Offer and Counter-offer

I.Give the English equivalents to the following terms.

1. offer

2. under/on the usual terms

3. accept counter offer

4. favorable price(s)

5. on/under offer

6. terms of payment

7. to promote the transaction 8. firm offer 9. non-firm offer

10. strengthening market

II. Give the Chinese equivalents to the following terms.

1. 成本保险加运费

2. 按照，遵照

3. 原产于美国

4. 以卖方样品销售

5. 普通的二手麻袋

6. 行市上涨

7. 无约束力的8. 精制大米9. 销售条款

10. 标题商品

III. Multiple choices.

1—5 A D A A C 6-10 C B B C B

IV. Translate the following letter into English.

1.As requested, we offer you as follows, subject to our final confirmation.

2.The offer is firm, to be valid(effective) till your reply reaches us before the end of

this month.

3.To our regret, the price gap between your countered one and ours is too big.

4.It’s regret that our buyer from Shanghai thought your price was much higher.

5.If you cannot accept our offer, please bid us your most probable counter offer.

V. Translate the following letter into English.

Dear sirs,

Here we confirm having received your letter of October 20th concerning the sample of “Grace” brand blouses and thank you very much.

Although your blouses are of high quality, your price is on the high side.Meanwhile I want to point out that the prices of the similar blouses of European origin are about 15% lower than yours.

Such being the case, we hope you can reduce your price at least by 15%, for the value of our order is about USD 40, 000.It is worthwhile for you to make some concessions.

We look forward to your early reply.

Yours sincerely,

VI. Translate the following sentences into Chinese.

1.本发盘为实盘，以在6月15日前收到您方的答复为有效。

2.您也知道，最近对这些商品的需求非常旺盛，从而导致了价格的上升。

3.我们希望您能够对此立即予以批准。

4.我们希望很快收到您的订单。

5.我们已经通过航空邮件分别给您寄去了样品和价目表。

6.我们得知数批原产于美国的产品以比您方低20%价格在这里销售。

7.如果您方愿意降价3%，交易就能够达成。

8.由于您方拒绝降价，我们不得不从别处采购。

9.因为市场处于衰退之中，我们建议您立即接受。

10.其他的供应商的报价要比您低10%。

11.如果这样的话，请自主地向我们询问报价和其他事项，我们将对其认真办理。我们

向您保证和您的密切合作。

12.您可能感兴趣的是，uidandakai这里的市场，您将有机会打开海湾这个有利可图的

市场。

VII．Translate the following letter into Chinese.

敬启者，

我们确认已经收到了贵方8月10日的来信，希望我们对标题的个人电脑报FOB 新港价格。现在我们向您报价如下：

商品名称：IBM个人电脑

规格：CPU80586

数量：200台

包装：每台用塑料袋装，装在有塑料泡沫的标准出口纸板箱中。

单价：每台800美元FOB新港

装运：2003年9/10月份

本发盘以在8月5日前收到您方的答复为有效。请注意我们已经给与您最为优惠的价格，我们确信您将接受上述报价。

期待您的早日回复。

此致

敬礼

Chapter 5 Acceptance and Order

I.Answer the following questions.

1.When should the buyer write an order?

When both the buyer and the seller reach an agreement on the terms of sales, then the buyer can write an order.

2.What should he pay attention to when the buyer writes an order?

He should pay attention to the terms and conditions of the sales, especially about the figures and the date.

3.What should be included in an order?

It should contain the “main conditions(合同要件)or conditional clausese”of a contract, which includes the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance.

4.Sometimes if you cannot accept an order what should you do? Why?

You should write a letter to your customer to explain why you cannot accept the order and show your regret, and hope to do business with him next time. Because you do not want to lose a potential customer.

II.Translate the following terms and expressions

A.into Chinese

1. 为---扫清障碍

2. 一笔交易

3. 友好合作

4. 草拟合同

5. 愉快的工作关系

6. 汇票

7. 草拟

8. 草拟

9. 第一笔交易10. 达成协议

B. Into English

1. the first available steamership

2. put forward

3. contract draft

4. wide acceptance

5. confirm an order

6. the first order

7. each makes a half concession

8. supply 9. customer(client) 10. reach(conclude) an agreement

III. Choose the best answer to complete each of the following sentences.

1-5 A C D C A 6-10 B D A A C

IV. Translate the following sentences into English.

1.We confirm having supplied you ten metric tons of green soybeans at E3000 per m/t CFR

Rotterdam, shipment in September.

2.Here we confirm your order of August 1 on 1000 dozen folding chairs.

3.We confirm having sold you 1000 sets of “Fuji” brand digital camera.

4.The captioned goods are out of stock, we are sorry that we cannot entertain your order.

5.Once we receive your confirmation, we will send you the contract draft for your approval.

6.There is a heavy demand for our toy pandas,we recommend you to place your order as early

as possible.

7.We hope the conclusion of the first deal will bring more(further) business in the future.

8.We are glad that we have concluded the transaction of 10,000 “Double Happiness” brand bats.

9.We hope the conclusion of the first deal will pave the way for our freidnly cooperation in the

future.

10.We are glad to inform you that our users are very satisfied with your first lot of goods.

V. Translate the following letter into English.

Dear Sirs,

We have received your order of August 1 and thanks.

We confirm having sold you 1000 snooker tables at US$400CIF Los Angles, delivery in October. Terms of payment are by confirmed, irrevocable L/C payable by sigh draft.

We are sure that you will be satisfied with the high quality of our products.

If you have any further questions, please do not hesitate to let us know.

Yours faithfully,

VI. Write an English letter based on the following information.

Dear Sirs,

Thank you very much for your order of 5000 women’s bags.

We assure you of our timely and qulified execution of the order. Would you please open the related L/C without fail to avoid the delay of the shipment.

Besides the model of the commodities you have ordered, we are deal in a wide varieties of fashion bags, enclosed please find the illustrated catalogue. If you are interested in any of them, please do not hesitate to let us know.

We look forward to your early reply.

Yours sincerely,

Chapter 6 Contract

I.Answer the following questions in English.

1.What are the basic clauses of a contract?

The basic clauses of a contract include the commodity, the price, the quantity, the specification, the shipment, the packing, the payment and the insurance.

2.How can you understand the importance of a contract in international business?

It is the evidence of the business. It is the evdience of executing the contract; it is also the evidence of disputes and complaints.

3. What are the conditional clauses in a contract?

The conditional clauses of a contract should include the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance

4. Why should you pay great attention to conditional clauses?

Because they are the main clauses of a contract.

5.What are the different results you will have when your partner breaches different kinds of clauses of the contract?

If your partner breaches the conditional clauses of a contract, you can ask him to compensate your loss. If your partner breaches the clauses of force majeure, you can ask him to delay fulfillment of the contract, partial fulfillment or cancel the contract without any compensation.

6.What are warranty clause in a contract?

7.What will you do if you want to become a successful international businessman?

First youshould master at least a foreign language; second you should have a good command of international business; third you should know your products and your customers well; fourth, youshould know the genenral practice and regulations of international trade.

II. Translate the following terms and expressions

A.Into Chinese

1. 销售合同

2. 更多的订单

3. 一式两份

4. 合作

5. 供某人存档

6. 向某人下订单

7. 上述提到的货物

8. 供某人存档

9. 规定（条款）10. 尽可能早的

B．Into English

1. sales confirmation

2. for one’sinformation

3. place an order with sb

4. subsequent amendment

5. in triplicate

6. in quaduplicate

7. in quintuplicate 8. be in confimity with 9. stipulations

10 for one’s reference

III. Choose the best answer to complete each of the following sentences.

1-5. C C A D C 6-10 B D A A C

IV. Translate the following sentences into English.

1.We have accepted your order No. 111 for 10000 sets of CD players.

2.We would like to place an order with you for 1000 Christmas trees for the coming Christmas.

3.Here we enclose our purchase contract No. Q12 in duplicate, please sign and return one copy

for our file.

4.To avoid subsequent amendment, the stipulations of the L/C should be in exact conformity

with those of the S/C.

5.It is self-evident that your packing should be firm and sea-worthy.

6.We hope the purchase contract No. 482 on 1000 sets of V998 Motorola mobile phones has

arrived you on time.

7.What we want to point out is that although the qualify of your shampoo is good, the price is

on the high side.

8.We are glad to send you our purchase contract No. 333 on 500 cases of men skin-care

cosmetics in triplicate.

9.Your yarn closh is very popular in our market because of its high quality and low price. Now

we are placing a repeat order about 20000 pieces.

10.Now we are sending you contract draft No. 666 on jeans by separate post for your reference. V. Translate the following letter into English.

Dear Sirs,

We are glad to confirm having concluded with you on 1000 Aucma freezers. We draw up S/C No. A-12 in duplicate. Please sign and return one copy for our file.

Since the strengthing market for freezers is coming, if you want to place a repeat order, please infrom us as early as possible.

We are looking forward to hearing from you soon.

Yours faithfully,

VI. (ommitted)

VII. Fill in the contract forms in English with the following particulars.

(1)

Sales Contract

Contract No.:07-336

Sellers: Jiangsu Native Produce and Animal BY-products Import and Export Corporation Buyers: London Foodstuffs Import and Export Company

This contract is made by and between the Buyers and the Sellers, whereby the buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:

Commodity: Groundnut Kernels

Specifications: FAQ2007 Crop

Quantity: 50 M/T

Unit Price: At RMB$ 3550 per m/t CIF London

Total Value: RMB$177500(Say Renminbi Dollars One hundred and Seventy-seven Thousand and Five Hundred Only)

Packing: In double gunny bags

Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk

Time of Shipment: During November 2007

Port of Shipment: Nantong of China

Post of Destination: London

Shipping Mark: At the Seller s’ option

Terms of Payment: By irrevocable L/C available by draft at sight

Done and signed in Nanjing of Jiangsu on this 31st day of May, 2007.

(2)

Sales Contract

Contract No.: A V006

Sellers: Beijing Light Industrial Products Import and Export Corporation

Buyers: General Trading Company, New York

Commodity: “Forever” brand Bicycles

Specifications: Model MB26

Quantity: 1000 bicycles

Unit Price: At US$ 70 each CIF New York

Total Value: US$70000(Say U.S. Dollars Seventy Thousand Only)

Packing: In wooden cases

Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk as per CIC dated 1st January, 1981.

Time of Shipment: To be effected not later than 30th June, 2007, allowing partial shipment and transshipment

Port of Shipment: China Port

Post of Destination: New York

Shipping Mark: At the Seller s’ option

Terms of Payment: By irrevocable L/C at sight to reach the Sellers a month prior ro the time of shipment and remain valid for negotiation in China until the 15th day after the final date of shipment.

Done and signed inBeijing on this 31st day of May, 2007.

Contract No.: AC 4789

VIII. Fill in the contract forms in English with the particulars in the orders accepted by the sellers.

(1)

Sales Contract

Contract No.:A V678 Date: June 21, 2007 5

Signed at : Beijing

Sellers: China National Garments Import and Export Corporation

Buyers:J.B Simpson & Co., Ltd

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

Packing: To be paked in bales

Shipping Mark:At the sellers option

Insurance: To be covered by the Sellers

Port of Shipment: Sydney

Port Destination: Singapore

Time of Shipment: During August 2007

Terms of Payment: By irrevocable L/C payable at sight

(2)

Sales Contract

Contract No.:07897

Date: May 3，2007

Signed at : Qingdao

Sellers: China National Import and Export Corporation

Buyers: Yokohama Import and Export Co., Ltd

Commodity: Canned Asparagus

Specifications: 500 grams per tin

Quantity: 300 cartons

Unit Price: At US$500 per carton FOBQingdao

Total Value:US$150000(Say US Dollars One Hundred Fifty Thousand Only)

Packing: In cartons of 50 tins each

Shipping Mark: At the Seller’s Option

Insurance: To be covered by the Buyers

Time of Shipment: In May 2002

Port of Shipment: Qingdao

Post of Destination: Yokohama

Terms of Payment: By irrevocable L/C payable by sigh draft and showing shipping documents IX. Fill in contract forms in English with the particulars from the following messages.

(1)

Sales Contract

Contract No.: 2828

Sellers: Beijing Light Industrial Products Import and Export Corporation

Buyers: Boston Trading Co., Ltd

Commodity: Fountain Pens

Specifications: Model LC001

Quantity: 1000 dozen

Unit Price: At US$ 19 per dozen CFR Boston

Total Value: US$19000(Say U.S. Dollars Nineteen Thousand Only)

Packing: In boxes of one dozen each, and 20 boxes to a carton

Shipping Mark: At Seller s’ option

Insurance: To be covered by the Buyers

Time of Shipment: During March/April 2002

Port of Shipment: China Port

Post of Destination: Boston

Terms of Payment: By confirmed, irrevocable L/C available by draft at sight

Done and signed in Beijing on this2nd day of January, 2007

(2)

Sales Contract

Contract No.: 3265

Sellers: Hebei Imp/Exp Corp.

Buyers: Vancouver Foodstuffs Company

Commodity: Walnut Meat

Specifications: First Grade

Quantity: 60 M/T

Unit Price: At US$2000 per m/t CIF Vancouver

Total Value: RMB120000(Say US Dollars One Hundred and Twenty Thousand Only) Packing: In sacks of 100 kgs each

Insurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value as per CIC of January 1, 1981

Time of Shipment: In three shipments of 20 tons each, commencing from October

Port of Shipment: China Port

Post of Destination: Vancouver

Shipping Mark: At Seller s’ option

Terms of Payment: By irrevocable L/C at sight

Done and signed in Shijiazhuangon this 31st day of March, 2007

Quiz

（期中测试题）

试题答案及评分标准

（供参考）

一、Put the following English into Chinese and Chinese into English:（每小题 1.5 分，共

10 分）

1．premium 6．平安险.

2．quotation sheet 7．承担交单

3．latest catalogue 8．来样加工

4．WPA 9．中国贸促会

5．Sales Confirmation 10．价格单

二、Multiple Choice:（每小题 1 分，共25 分）

1. c

2. b

3. c

4. b

5. d

6. b

7. a

8. c

9. a

10. b

11. c

12. b

13. c

14.a

15. b

16.b

17. b

18.a

19. d

20.d

21. a

22. b

23.a

24. d

25. a

三、Complete the sentences with the patterns given below:（每小题2.5 分，共25 分）

1. our entrusting you with exclusive agency

2. We take the opportunity to introduce

3. will be executed within this month

4. to establish (open, issue) an L/C in our favor through an American bank

5. are very popular with the buyers here.

6. be ready for shipment within the next two or three weeks.

7. are in the market for

8. quote us best price for

9. insure for 110% of the invoice value

10. we are willing to enter into direct business relations with you.

四、Supply the missing words in blanks :（每小题 1 分，共11 分）

1. enquiry

2. agency

3. premature

4. business

5. way

6. satisfied

7. however

8. transaction

9. postpone 10. warrant 11. cooperation

五、Translate the following sentences into English using the words or phrases in brackets:每题

4 分，共24 分）

1．Now we are offering firm 50 M/T Almond Kernel at USDxx per M/T FOB for prompt shipment, subject to our final confirmation by fax.

2. Please see to it that each carton is lined with polythene sheet and the outer package is marked请with “keep dry”

3. In consideration of our long friendly relations, we accept payment by L/C at 60 days’ sight for this transaction.

4. We have booked shipping space on S.S.“Eastwind”which is due to arrive in Hamburger on about July 9.

5. On examination, we found the quality of the goods is too inferior to be suitable for the need of 经the local market.

6. As you are not satisfied with our proposal, we suggest you submit this matter and settle by arbitration.

Chapter 7 Terms of Payment

I.Answer the following questions in English.

1.How many modes of payment are there in international trade?

Generally speaking, there are three major modes of payment used in inernaional trade, they are remittance(which include M/T, T/T and D/D), collection (which includes D/P and D/A) and L/C. There are also some other modes of payment used in international trade, such as O/A(open account), payment by installment, L/G (letter of Gaurantee), factoring and SWIFT.

2.What is the main difference between D/P, D/A, and L/C?

Among them, on the security(safety) L/C>D/P>D/A;

L/C and D/P can be divided into at sight or after sight, while D/A is usually after sight;

By L/C and D/P, you will not transfer the B/L until you get the payment; while the D/A you will transfer the goods to the buyer without get any payment but promise only.

3.If the exporter and the importer do not know each other well and are located in countries

thousands of miles apart, what payment mode do you suggest? And why?

I would like to suggest payment by L/C. Because it can protect both the buyer and the seller. It

can ensure the buyer will not pay until he gets the goods and the seller will not transfer the goods until he gets the payment.

4. Why do we think L/C is not so safe as our imagination?

Because there are some fake L/C in the real world; and if the credit of opening bank is not so good, it is risky to adopt L/C; it will be affected by the politics.

II.Choose the best answer to complete the following statements.

1-5 C A A D B 6-10 A A A B C

III. Write out the full forms of the abbreviated payment methods and give the equivalent terms in

IV．Write a reply to the following letter.(omitted).

V. Letter writing Practice (omitted).

Chapter 8 Letter of Credit

I.Answer the following questions.

1.What kinds of L/C do you know?

There are different kinds of L/C in international trade. Generally speaking, it can be divided into the following different categories: clean credt and documentary credit; sight L/C and time or usuance L/C; revocable and irrevocable L/C; confirmed and inconfirmed L/C; transferable and non-transferable L/C; divisible L/C and non-divisible L/C; revolving and non-revolving L/C; standby L/C and red clause L/C.

2.What is the structure of the letter for amending L/C?

First it should has the format of a business letter. Second, it can be divided into three parts: the The first, to tell your customer you have received the L/C and the L/C No,and tell him there are some discrepancies need amending; the second you should point out the discrepancies and how to amend; third, you should urge your customer to amend as soon as possible.

3.What is documentary credit?

Documentary credit is the product of international business and the creation of merchants and bankers. It is commercial letter of credit provided for payment by a bank to the named beneficiary, usually the seller of merchandise, against delivery of documents specified in the credit.

4. If the exporter and the importer do not know each other well and are located in countries thousands of miles apart, what payment mode do you suggest?

L/C. Because it can give bilateral protect both to the buyer and the seller. It can guarannte the buyer will not pay until he gets the goods and the seller will not deliver the goods until he gets the payment.

II. Translate the following terms and expressions.

A.Into Chinese

1. 加以保兑

2. 凭指示

3. 一式五份

4. 背书

5. 运费已付

6. 清洁已装船提单

7. 联运提单

8. 电汇偿付

9. 循环信用证10. 背对背信用证11. 备用信用证12. 不可议付的装运单据13. 托运人14. 运输公司15. 收货人

16. 受益人证明17. 由---承担18.信用证的有效期

B into English

1. irrevcoable documentary L/C

2. appliant

3. beneficiary

4. reimbursing bank

5. confirming bank

6. packing list

7. w/m memo(weight/measuremtn memo)

8. drawer 9. payer 10. drawee 11. endorser 12. time/usuance L/C

13. blank endorsed 14. bona fide holder 15. correspondent bank

III. Choose the best answer to complete each of the following sentences.

1-5. A A A C B 6-10. B A A A B

IV. Write a letter in English asking for amendments to each of the following letters of credit by checking it with the given contract terms.

(1)

Dear Sirs,

We have received your L/C No.2211, but regret to say that we have found some discrepancies in the above mentioned L/C.

Please make the following amendments in the L/C.

1)The beneficiary should be China Machinery Imp/Exp Corp. and the

applicant should be Smith & Co.

2)The credit number should be 2211 instead of 2234.

3)S/C number should be A2066, not B1124.

4)Delete “30days after” in relation to the draft.

5)Unti price should be at US$60000 CFR EMP

6)Delete insurance clause.

7)“Partial shipments prohibited” should read “Partial shipments allowed.”

As the stipulated time of shipment is drawing near, please make the requested amendments to the L/C as soon as possible so that we can effect shipment in time.

Yours faithfully,

(2)

Dear Sirs,

Thank you very much for your L/C No. F-07567. However, upon checking, we have found some discrepancies and would request you to make the following amendments:

1)The place of expiry should be in China instead of Melbourne.

2)The amount both in figures and in words should respectively be US$150000 and Say

US Dollars One Hundred And Fifty Thousand Only.

3)Transshipment should be allowed.

4)Delete insurance clause.

5)The specifications should be tins of 450 grams instead of 500 grams.

6)As per contract No. SP5666 instead of Sp2316.

Please make amendments as soon as possible so as to enable us to arrange shipment.

Yours，

(3)

Dear Sirs,

Thank you for your L/C No. 97425, but we regret to say that we have found some discrepancies. Please amend the L/C as follows:

1)“US$10000(Say US Dollars Ten Thousand Only)” should read “f10000(Say Pounds

Sterling Ten Thousand Only).

2)“Freight to collect” should read “freight prepaid.”

3)“Shipment from China port to Manchester, England”should read “Shipment from

China port to Liverpool, England”.

4)“Partial shipments are allowed. Transshipment is prohibited.” Should read “Partial

shipments are prohibited. Transshipment is allowed.”

5)“This credit expires on July 31, 2002” should read “This credit expires on August 15,

2002.”

We are awaiting your early telex amendments.

Yours，

徐美荣外贸英语函电(第二版)课后练习参考答案完整版

外贸英语函电课后练习参考答案（中英文对照版）名词解释二、Establish business relations建立商务关系Import进口 Export出口 Importer进口商 Exporter出口商 Commercial counsellor’s office商务参赞处Chamber of commerce商会 Credit standing资讯状况三、Inquiries询价 First inquiry初次询价 General inquiry一般询价 Specific inquiry具体询价 Commission佣金 Delivery交货 Effect delivery装运 All necessary information所有必要的信息Delivery date装运期四、Quote报价 Offer报盘 V oluntary offer主动报盘 Free offer虚盘（自由报盘） Firm offer实盘 Pro forma invoice形式发票 Import licence进口许可证 Catalogue目录 Under cover随函附上 Supply from stock供现货五、Counteroffer还盘 Be on the high side偏高 Regret遗憾 Be in line with与。。。相符 Reduce减少、降低 Make a reduction of The prevailing market行市六、Accept接受 Acceptance接受 Confirmation of order订单的确认 Sales contract销售合同Sales confirmation销售确认书 Purchase confirmation供货确认书 Sign签名 Signature签名 Counter-signature会签七、Payment terms支付条款 Modes of payment支付方式 Remittance汇付 Telegraphic transfer (T/T)电汇 Mail transfer (M/T)信汇 Demand draft (D/D)票汇 Collection托收 Documents against payment (D/P)付款交单Documents against acceptance (D/A)承兑交单八、Kinds of L/C信用证种类 Sight L/C即期信用证 Term L/C远期信用证 Establish L/C开立信用证 Amendment to the L/C修改信用证Extension of the L/C展延信用证 Check the L/C检查信用证 With the terms of contract按合同九、Pack包装 Packing requirements包装要求 Shipping instructions装运指示 Shipping marks唛头 Shipping advice装运通知 Modes of transportation运输方式 Time of shipment装运期 Destination目的地 Partial shipment分批装运 Transshipment转运十、Insurance保险 Risk风险 Average海损 Cover投保 Coverage承保范围 Open policy预约保单 Premium保险费

外贸英语函电课后习题参考答案

外贸英语函电课后习题参考答案（For Reference Only） Chapter 1 Business Letter I. Answer the following questions. 1. How many principal parts is a business letter composed of? What are they? Generally speaking, there are seven principal parts of a standard business letter. They are the letter head; the date; inside name and address; saluation; the body of a letter(message); the complimentary close and signature. 2. What are the three main formats of a business letter used today? Which format do you like best? There are three main formats of a business letter in use at present: the conventional indented style; the modern block style and the modified block style. I like the modern block style, since it is simple and we can save much time. 3. What is P.S.? It is postscript, refers to one or more remarks the writer may add to the core or body of the letter,usually hand-written side by side with or below the signature and enclosure parts, where

外贸英语函电第五版答案

外贸英语函电答案

Unit 2 P24 Ⅲ Translation 1. Y our letter of September 2, 1994 has been received. We are glad to inform you that the articles required by you fall within the scope of our business activities. 2. The Bank of China in your city has informed us that you are importers of textiles. We specialize in the export of textiles and are willing to enter into business relations with you. 3. In compliance with your request, we are sending you a range of cut samples of our cotton piece goods. We hope they will arrive in time and be found to your satisfaction. 4. We have received your letter of September 4 informing us that you find our canned meat satisfactory and that you consider placing a trial order with us. 5. As requested, we enclose a range of pamphlets together with our price lists for your reference. If any of them meet your interest, please inform us o your specific requirements. On receipt of your enquiry, we shall forward you quotations without delay. 6. Y our firm has been recommended to us by your Embassy in China as a buyer of Chinese canned goods. We wish to inform you that we specialize in this line and hope to enter into trade relations with you on the basis of equality and mutual benefit. 7. To give you a general idea of the products we handle, we enclose a complete set of leaflets showing specifications and means of packing. 8. Prior to shipment, our goods will be tested and inspected by the Shanghai Commodity Inspection Bureau, who will provide the necessary certificates in regard to the quality and quantit y of the shipment. Unit 3 P37 ⅣTranslation 1. The firm with whom we intend to deal has referred us to you for particulars respecting their business standing and trustworthiness. 2. We should be most grateful if you would furnish us with your opinion on the financial status and reliability of the above company. 3. As far as we know, their financial standing is sound. 4. The firm you inquire about is one of the most reliable importers in our district and has for many years enjoyed a good reputation among the traders. 5. The *** bank of your city will give you any information you may require concerning our credit standing as well as our manner of doing business. 6. Any information you may be able to pass on to us will be treated as confidential. 7. We advise you to proceed with every possible caution in dealing with the firm in question. 8. This company enjoys good reputation and has large financial reserves.

第五版外贸英语函电课后答案

第五版外贸英语函电课后答案外贸英语函电答案外贸函电答案 Keys to the exercises Unit 2 3. (1) We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you in the hope of establishing business relations. (2) We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries. (3) We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing. (4) We are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you can airmail the catalogue and the price list of your products available at present. (5) For our credit standing, please refer to the Bank of China, Shanghai Branch. Unit 3 2.

(精选)2012年外销员考试外贸英语函电专项习题及答案

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

外贸英语函电试卷及标准答案

外贸英语函电试卷及标准答案最牛英语口语培训模式：躺在家里练口语，全程外教一对一，三个月畅谈无阻！太平洋英语，免费体验全部外教一对一课程：https://www.wendangku.net/doc/90864836.html, 外贸英语函电试卷(A卷) Ⅰ.Translation of terms 术语翻译(10%)： A.Translate the following terms into Chinese 将下列术语译成汉语(5%)： 1．mediation of dispute 2．DEQ, Delivered Ex Quay 3．acts of God 4．continental bridge 5．exclusive sales B.Translate the following terms into English in full 将下列术语译成英语（请用全称）(5%)： 1．亚洲开发银行 2．电子商务认证 3．银行密押 4．机电产品 5．内包装 Ⅱ.Make the best choice for each of the following sentences 单项选择(20%)：（提示：请在各题所提供的四个选项中选择一个，并将所选中的答案相对应的选项字母填入句中横线上。） 1.The boxes must be strong enough to withstand transport ____ very bad roads. A. along B. for C. in D. over 2.Enclosed are two copies of our Sales Confirmation No. DTE0607 ____ out against your Order KK02736. A. got B. made

外贸英语函电第五版答案

Unit 2 1.C D B B B B D C B B 2.(1) regards, say (2) specialized, with (3) with, by (4) If, interesting, enquiry (5)available (6)popularity (7) finances,to (8) compliance 3. (1) 我公司是该地区电子产品的主要进口商之一，我们借此机会与贵方接洽，希望与贵方建立贸易关系。 We are one of the leading importers dealing in electronic products in the area, and take this opport unity to approach you in the hope of establishing business relations. (2) 我公司经营机械设备的进出口业务已多年，我们的产品在许多国家享有盛誉。 We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries. (3) 承我国驻北京大使馆商务参赞处介绍，得知你公司的姓名、地址。 We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing. (4) 我们了解到你们是日用化学品制造商。我们有一客户想要购买贵国化妆品，如能立即航寄目前所能供之货的目录及价格表，我们将不胜感激。 We are given to understand that you are a manufacturer of daily chemicals. One of our clients inte nds to buy cosmetics from your country. We will appreciate it highly if you can airmail the catalog ue and the price list of your products available at present. (5) 有关我们的资信情况，请向中国银行上海分行查询。 For our credit standing, please refer to the Bank of China, Shanghai Branch. Unit 3 1.B B B B A D D C B A 2. 1. 请报你方最优惠的上海到岸价，包括我方3%佣金。 Pease quote us your best price CIF Shanghai, inclusive of our 3% commission. 2. 如果你方价格有竞争力的话，我们打算订购30万码棉布。 Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth. 3. 我方有一家客户对贵国琴岛海尔电冰箱感兴趣，请电开400台伦敦到岸价4月船期的报盘。 One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. P lease offer CIF London for 400 sets to be delivered in April. 4. 为了方便你方了解我方的产品，我们立即航寄样品数量分。 To enable you to have a better understanding of our products, we are sending you by air 5 copies o f our catalogue and 2 sample books. 5. 为答复你方4月28日询价，随函寄去我方最新价目单以供参考。 In reply to your enquiry dated April 28, we are now sending you our latest price list for your refere nce. 3．Dear Sirs, We learn from a friend in Shenzhen that you are exporting light industrial products, especially elec tric appliances. There is a steady demand here for the above-mentioned commodities of high qualit y at moderate prices. Will you please send us a copy of your catalogue, with details of your prices and terms of payment . We should find it most helpful if you could also supply samples of these goods. Yours faithfully, 4. Dear Sirs, RE: Haier Refrigerator We are in the market for refrigerators. Please send us your latest catalogue and details of your spec ifications, informing us of your price CIF Guangzhou, please also state your earliest possible deliv ery date, your terms of payment, and discount for regular purchase. If your prices prove reasonabl e and satisfactory, we shall soon place a large order with you. Yours faithfully, 5. Dear Sirs,

外贸英语函电答案全

Key to exercises Key to Unit 1 I. Answer the following questions. 1. The essential 7C’s in commercial English correspondence are clearness，conciseness，courtesy，consideration，completeness，concreteness，correctness. 2. If a letter show impoliteness, it cannot achieve the purpose of writing. More serious consequences will be that it may offend the recipient and damage the established business relations. The courteous writer should be sincere and tactful, thoughtful and appreciative. Another important thing is promptness. 3. If conciseness conflicts with courtesy, then make a little sacrifice of conciseness. Generally speaking, you will gain in clearness and conciseness by writing short sentences rather than long ones. 4. A business letter consists of eleven principal parts: (1) the letter-head (including the date) (2) the inside name and address (3) the salutation (4) the subject heading or caption (5) the opening sentences (6) the body of letter (7) the closing sentences (8) the complimentary close (9) the wr iter’s signature and official position (10) the enclosure (11) the postscript 5. Envelopes must have the accuracy, accessibility and good appearance. Ⅱ. Translation the following paragraphs into Chinese. 国际贸易带来了更高效率的生产和世界产量的增加，从而使国家（或个人）可以消费更大和更多样化的商品组合。一个拥有有限的天然资源的国家通过国际贸易可以生产和消费超过它有限资源的物品。国际贸易扩大了一个国家可以出售商品的潜在市场中。商品的国际需求增长可以转化为更大的生产和更广泛使用原料和劳动力，从而使国内就业增长。来自于国际贸易的竞争也迫使国内企业通过现代化和创新变得更有效率。 Ⅲ. Additional Exercise. 1. Correct the mistakes in the following letter and separate the message into two paragraphs. ELECTRICAL APPLIANCES Co. P. O. Box 3259 22th January, 2009 The Manager Messrs Clarke & Smith Ltd. 68 High Street London EC 4 England

外贸英语函电第五版答案

外贸英语函电第五版答案 IMB standardization office【IMB 5AB- IMBK 08- IMB 2C】

作文字数要求100-200字！ Unit 2 1.C D B B B B D C B B 2.(1) regards, say (2) specialized, with (3) with, by (4) If, interesting, enquiry (5)available (6)popularity (7) finances,to (8) compliance 3.(1)We are one of the leading importers dealing in electronic products in the area, and take this opportunity to approach you in the hope of establishing business relations. (2)We have been engaged in handling importing and exporting of machinery and equipment for many years, and our products have enjoyed great popularity in many countries. (3)We owe your name and address to the Commercial Counselor’s office of our Embassy in Beijing. (4) We are given to understand that you are a manufacturer of daily chemicals. One of our clients intends to buy cosmetics from your country. We will appreciate it highly if you can airmail the catalogue and the price list of your products available at present. (5) For our credit standing, please refer to the Bank of China, Shanghai Branch. Unit 3 1.B B B B A D D C B A 2.(1) Please quote us your best price CIF Shanghai, inclusive of our 3% commission. (2) 如果你方价格有竞争力的话，我们打算订购30万码棉布。 Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth. (3)One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April. (4)To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogue and 2 sample books. (5)In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference. Unit 4 1. (1) on ,to (2) to, of, to (3)until (4)to, of (5) to,for (6) by, in, ,in ,for (7) from ,within (8) in (9) of ,on (11) offer, at, on, for (12) of, at, per, on (13) to, reply ,reaching , at (14) by ,for , in, of, at (15) for , offer, of 2.(1).We are studying the offer and hope that it will keep open till the end of the month (2). We believe that you will place a large order with us owing to the high quality and reasonable price of our products. (3).We will allow you 10% discount if you purchase 5000 dozens or more. (4). As to terms of payment, we often require a confirmed, irrevocable letter of credit payable by draft at sight. (5). You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price. (6).We will send you a firm offer with shipment available in the early May if you order reaches us before March 10. (7). Because there is a brisk demand for the goods, the offer will be open only for 5 days. (8). We are giving you a firm offer, subject to your reply here by 5 . our time, Tuesday, July 10 Unit5 1.(1) on , fulfill, with , to ,with (2)to,with,on (3)of, from, for, on, terms

外贸英语函电试卷及标准答案

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