外贸函电课后练习答案大全

选择题

第二单元：询价与回复

一：1.You name D. has been recommended to us by the Chamber of Commerce in New York..

2. Our market survey informs us that you are Audio and Electronic Equipment.

3. We should be pleased to receive you’re catalogue and price list.

4. We are exporters of all kinds of Chinese good.

5. If your price are competitive, we are confident 6. We shall appreciate 7. As we are one of the leading importers in this line, we are 第三单元：资信调查

一：1.For information D. concerning our credit standing we refer you to Bank of China, Shanghai Branch.

2. We should be grateful if you would say 4. Will you please inform us, 5. purchase.

第四单元：促销

1.（C、Having made） a special purchase of toys on very favorable terms, we are able to offer to you at the following attractive prices 2 we can only （A、this very advantageous offer for a few weeks..

3 the recent advance in the cost of raw materials （B、us to make a slight increase in the

Prices

4 although costs have been （C、rising） steadily since last October , we have not yet （ ）our prices

5 （B、supporting your sales, we are sending some samples of our new makes.

第五单元：报盘与还盘

1A comparison of your offer （A、）our regular suppliers shows that their figures are more favorable.

2 If your prices are competitive, we are confident（ D、in selling） the goods in great quantities in this market.

3 we confirm our fax just sent （A、 these goods.

4 we offer you the following items （D、subject to ）your reply reaching here by 4p.m today our time.

5 although we appreciate good quality of your goods, we are sorry to say that your prices appears to be

6 we trust that we may be （C、 with a continuance of your valued orders.

7 we hope that you will see your way to （B、8 not having heard from you since, we should be glad to know whether there is any disadvantage in our terms which we could （B、remove）. 9 you are （C、that we will quote our best prices as soon as we are told what products of ours you need.

10 in all probability this offer will not be （A、） for some time, and we according look forward to receiving an early reply from you. 第六单元: 订单

一、Fill in the blanks with your choices

1. This orderthe sample you sent us on March 24.（A、

2. We hope you will give your usual best attention this order.

3. We have decided to place a trial order for the following stated in your letter.

4. we would like to supply you with the product, we are unable to fill your order owing to the heavy backlog of commitments. (B、Much as)

5. We must apologize you6. We have accepted your Order No.234. Please open the relevant L/C, here two weeks prior to the date of shipment.7. We are enclosing our latest catalogue

8. The order is given strictly on the condition that shipment must be made not later than the first day of May.

第七单元：支付

一、单选

1. As requested, we have immediately arranged our bankers to extend the expiry date of our L/C for two weeks 10th March.

2. As arranged, we would ask you to open an irrevocable credit in acceptance of

our draft.

3. We inform you that we have opened an irrevocable credit 4. We advised the bank to amend the clause “partial shipment are permitted”.

5. We enclose our cheque for US$ 200 第九单元：保险

一：选择题

1: please insure the goods US 100,000. 注：against加险别 for加保额

2: please effect insurance seattle.

3: we have opened insurance you ordered for US9,000 the shipment by S.S.East sun.

4: we wish to renew the above policy the same amount and the same terms as before to cover our consignment to be shipped b s.s.bright next month.

5: as requester, we have covered insurance 20,000 DVD players 10% above the invoice value all risks.

6: unless we hear from you (A、to) the contrary before the end of this month, we shall arrange to cover the goods against t p a for the value of the goods plus freight.

7: any additional coverage（险别） other ISS shall be for the account of the buyer.

8: we confirm that we hold the consignment covered as today.

9: we have arranged (A、for) surveyor to investigate the extent of the damage and shall forward his report together with our claim.

10: we understand that these terms will apply all our shipments of bottled sherry by regular liners to west European ports.

完形填空

第二单元：Fill in each blank in the letter below with a word that fits naturally.

Dear Sir or Madam

第五单元

1. 1. We are prepared to give you a quotation which is based on the 2. Our quotation always comes in with the world market.

3. Unless stated or agree upon, all prices are without any discount.

4. We trust that you will be able to accept our offer, which shall be kept 5. We now offer you, without 6. The above offer is subject to our final .

7. Unless you make a 5% reduction, we will have to your offer.

8. This offer cannot be 9. you can maintain moderate prices, your products should have a ready sale here.

10. your letter, we enclose our latest illustrated catalogue for your reference.

第六单元三、Fill in each blank space with the word that fits naturally

Dear sirs

For your first-time order, I want to thank you on of the company. This is your initial order and I know of no greater kick a sales manager can get customer.

The signing of an order is an expression of confidence, and I want you to know that we are fully aware of the we have for maintaining that The most important thing the buyer of any product is the character of the supplying organization; its resources; its facilities; its reputation; and its standards of service.。

You have We appreciate your business. We want to continue to deserve it.

四、Fill in the blanks with proper preposition words

1. We thank you for your Sales Confirmation No.C00142. Please make sure that there is no difference quality between the samples and the actual goods.

3. And the color and package should be identical the sample.

4. Our L/C will be issued 5. Reference is made your offer dated March 12, and we are pleased to advise you that we shall be in the position to place an order for 50,000 pieces of pipe fitting for a rush shipment.

6. We wish to place with you a repeat order 500 dozens of the same style and sizes.

7. If the goods are not available 8. This does not include a postal charge of US$ 20 overseas subscribers.

9. They may be able to give you the quality you desire 10.We regret very much that we are unable to supply the desired goods due excessive demand.

第七单元：

二、选词填空

1. Most of our suppliers are us at 60 days sight D/A, and we should be grateful if you could grant us the same terms.

2. After long years of satisfactory trading we feel that we entitled to easier 3. We will make our first payment by the end of this month and pay the4. As the amount is now more than a month, we hope you will settle it within the next few days.

5. If it is impossible for us to effect shipment within the stipulated time, we will do it on a D/P basis in order to avoid putting you to so much

trouble in the of letter of credit.

6. On examination, we find that the amount of your L/C isPlease increase the total amount to US$20.000.

7. We have so far not received your L/C though you promised to8. Payment is to be made against sight draft9. We will draw on you a documentary draft through our bank on collection basis.

10. Our usual payment term is by irrevocable letter of credit, by draft at sight for the full amount of the invoice value.

三、完形填空

Dear Sirs

We are pleased to inform you that your order (No. 3388) 3,200 pieces of pipe fitting is now for shipment. We kindly ask you to send us US$8,000Thank you and we look forward to Faithfully yours

第八单元：包装

一：选词填空

1: as the goods will be checked up at the customs, the cases must be of a type which can be easily at once after check. 2: we will pass your 3: all the sacks have an interior water-proof to protect goods.

4: our scissors are 5: the packages should be (marked) with the lot number as given in the order sheet.

6: you will note that our packing has been greatly improved with the result that our recent shipments have all clients.

7: we understand your concern about packing, and can assure you that we take every possible to ensure that our products reach our customers all over the world in prime condition.

8: the crates are lined with waterproof, airtight material and the lids are 9: in the case of consignments being sent to you, transshipment at Buenos Aires will be necessary, so each case will be marked with details required by the Argentinian authorities,with your own mark.

10: the boxes are then packer into strong cardboard cartons, twelve into a carton, from each other by corrugated paper dividers. 第九单元：二：填空

1: pleaseagainst All Risks.

2: this insurance policy - us against tpnd.

3: we will WPA insurance.

4: the documents will be sent to you under separate 5: we have to point out that our letter of March 11 has fully this matter.

6: we send you herewith a copy of B/L shipment of 20 metric tons walnuts.

7: we have pleasure in advising shipment of your order no.07896 30 tons of walnuts.

8: insurance on the goods shall be 9: we have arranged the necessary – insurance- cover.

10: regarding insurance, the 汉译英

第二单元

1 对于贵公司的衬衣，我们非常感兴趣，若蒙贵公司寄上商品目录，包括销售及支付条件，将不胜感激。We are particularly interested in your shirts and should be glad if you would send us your trade catalogue and terms of trade and payment.

2 最近，本公司的许多顾客表现出对贵公司的女士紧身上衣感兴趣，并且询及他们的品质，若贵公司寄来样品和报价单，将甚为感激。Several of our customers have recently expressed interest in your ladiesˊ tights and enquired about their quality. We should be glad if you could send us samples and quotations.

3 看到贵公司的广告后，我方对你们的新产品很感兴趣。请报到东京含运费，保费的价格，并告知最早的交货日期，付款条件以及定期采购的折扣。We have seen your advertisement and are interested in your product. Please quote us CIF Tokyo for the supply of the article ,and let us have your earliest delivery date, your terms of payment and discounts for regular purchases.

4 如贵公司所报价格可与其他公司竞争，本公司极欲向你方大量订购。We should like to place large orders with you provided the prices you quote are very competitive.

5 敬谢贵公司6月5日来函，询问有关紧身上衣事项。现将你所需的详细资料，配有插图的目录和价格单附寄给你。We thank you for your enquiry 5 June about the subject tights. We are enclosing our illustrated catalogue and price list giving the details you ask for.

6 我们的产品世界各地均有销售，并受顾客完全信任。所以，我们确信，无论是货物的品质，还是技术均能获得贵方赞许。Our products have been sold throughout the world to the fullest satisfaction of our customers. Therefore , we are sure that both quality and workmanship would meet with your approval.

7 另邮寄可供现货的三种样品，这三种茶叶颇受海外客户欢迎。We are sending you by separate post three kinds of tea samples which can be supplied from stock. These kinds of tea are very popular with foreign customers.

第五单元

1 现按你方要求报盘如下，以我方最后确认为准。At your request ,we are offering you as follows ,subject to our final confirmation.

2 上述报盘无约束力。The quotation is not binding upon us.

3 此报盘为实盘，以你方在本月底前复到有效。This offer is firm, subject to your reply reaching us before the end of this month.

4 关于标题项下的货物，随信函去形式发票18号一式两份。请注意我方报盘有效期至4月21日。As regards the captioned goods, we are enclosing our pro forma invoice No.18 in duplicate. Please note that our offer is valid until 21st April.

5 很遗憾，我们的价格与你方还盘之间的差距太大。Much to our regret, the gap between your counter offer and our quotation is too large.

6 你方必须降价2%左右，否则没有成交的可能。You have to bring down your price by 2%,ro there will be no possibility of concluding the business.

7 我们的报价相当合理，已为你地其他客户所接受。Our price is rather reasonable and is widely accepted by other customers in your region. 8 你方报盘与现行市场价不符。Your quotation is out of line with the prevailing market price.

9 因我方的价格已降到极限，所以无法满足你方进一步降价的要求。Our price has been cut down to the lowest level and we cannot entertain your request for further reduction.

10 谢谢你方还盘，但我方觉得价格太低了，所以无法接受。We appreciate your counter offer but find it too low to accept.

英译汉

第三单元

1 The foregoing information is given in confidence and for your private use only and without any responsibility on the part of this bank.上述情况是在保密的情况下提供，仅供你们使用，本银行对此不负责。

2 For information as to our standing we refer you to our bankers, the Bank of China关于我们的资信情况请向我们的银行——中国银行查询。 3 we regret our inability to inform you anything positive concerning the firm mentioned.很抱歉我们无法就该商行提供任何确切情况。

4.In reply to your enquiry of November 24 concerning the firm in question, we would recommend a policy of caution.兹复你方11月24日来函，我们建议你们谨慎对待该公司。

5.In local commercial circle ,he is regarded as a substantial trader with a clean record.在本地商界，他被视为记录清白的殷实商人。

6.Since this is the first transaction between us ,we would like to ask you to inform us of the name and address of your bank so as to enable us to apply for reference.因为这是我们之间的首次交易，所以请提供与你们有业务往来银行的名称和地址，以便我们征信。

7.The firm you enquire about has always met its commitments satisfactorily.你们多征询的商行总是令人满意地履行承诺。

8.As the firm is inexperienced in business we advise caution in transaction with them.该商行缺乏经验，我们建议在业务往来中谨慎对待。 第四单元

1 We feel sure that you will be interested in the new electric heater which is very shortly to be placed on the market.我们相信你们对即将投放市场的新型电热器会感兴趣。

2 It is not our intention to rush you into a decision ,but as this article is in great demand ,we would advise you to avail yourselves of our offer in your own interest.我们无意催促你们作出决定，但由于该商品要求甚盛，为你们的利益着想建议你们利用这次报盘。

3 When you have compared our prices with those of the other firms, we are confident that you will appreciate the exceptional values we offer.将我们的报价与其他公司比较后，相信你们会赞赏我们所提供的货物物美价廉。

4 Our trade is so large that our stocks have to be constantly replaced, so you may rest assured that everything we offer you is new and of the latest style.由于我们的贸易量非常大，库存不断更新，所以你们可以相信，我们所提供的均为最新款式。

5 In all probability this offer will not be repeated for some time and we look forward to receiving an early reply from you。我们很可能不会在一段时间内重报此价，因而期望尽快得到你们的答复。

第六单元

1Your order No.13E for 5 tons of grapefruit has been booked. Please open the covering L/C in our favor according to the terms contracted. 我已接

受你方13E号订单订购5吨葡萄柚。请按合同规定的条款开立以我方为受益人的信用证。

2 We wish to draw your attention to the fact that the stipulations in the relevant credit should strictly conform to the terms as stated in our S/C in order to avoid subsequent amendment.请你方注意，信用证的条款必须与我方售货确认书的条款完全相符，以免日后修改。

3 We find both the quality and price of your products satisfactory and are pleased to give you an order for the following items on the understanding that they will be supplied from current stock at the prices named.我们认为贵公司的产品质量和价格都合意，并很高兴以现货现价为条件订购下列商品。

4 All orders and commands entrusted to our care shall receive personal attention ,and the customers can depend upon promptness and careful execution of their of their orders.所有给予我放的订单和要求，我们都将亲自处理。客户可以确信他们的订单将及时得到正确处理。

5 As some items under your Order No.LNG02 are beyoun our business scope, we can only accept your order partially. We hope this will not cause you inconvenience.鉴于贵方LNG02号订单项下部分商品不属于我方经营范围，我方仅能部分接受贵方订单。我们希望这不会给贵方造成不便。

6 We want to tell you how pleased we were with your order because it represents our first dealing with you. We have always felt that our high quality merchandise should have a ready sale in a fashionable shop like yours.非常高兴获得对公司的订单。它代表了本公司与贵公司的第一宗交易。本公司认为，我们高质量的商品在像贵公司这样时髦的商店，应有很好的销路。

7 We now have pleasure in sending you an order for the Chinese fabrics as per the particulars enclosed. Kindly note that the goods are to be delivered in exact accordance with the samples. If this first trial order turns out satisfactory and of good value ,an increasing business may result.依照随函附上的详细项目，我们向贵公司订购中国面料。请注意，现货必须与样品完全相符。如果第一份试购单令人满意，我们将继续大量订购。 8 We thank you for order of August 2 for5,000 yards cotton piece goods but regret that we are unable to execute the order from stock ,owing to the heavy demand recently for these fabrics. Our suppliers have, however, undertaken to replenish our stock within seven days and we trust that it will not be inconvenient for you to allow us this extension.感谢贵公司8月2日的订单，购买5000码棉布。但是，由于最近要求此种面料的订单过多，本公司不能从现货中供应。然而我们的厂商已经答应，7天之内即可补充货物。本公司相信，即使贵公司答应宽容期限，也不会导致任何不便。

第七单元

1 It has been our usual practice to do business with payment by D/P at sight instead of by L/C. We should ,therefore ,like you to accept D/P terms for this transaction and for future ones .我们通常的做法是凭即期付款交单而不用信用证。因此，我们希望你对这笔交易和今后的交易均接受付款交单方式。

2 We suggest payment by bill of exchange drawn on us at 60 days’ sight . Please let us know whether this is agreeable to you .我方建议开立以我方为抬头的见票60天付款的汇票支付货款，请回复是否同意。

3 Your proposal for payment by time draft for No.1156 is acceptable to us, and we shall draw on you at 60 days’ sight after the goods have been shipped . Please honor our draft when it falls due.对你方1156号订单，我们接受你们所提的用远期汇票支付的建议。货物装运后，我们将向你方开出60天远期汇票，请到期即付。

4 We are both surprised and disappointed not to have heard from you in answer to our two letters of 10th and 23 rd March reminding you of the balance of US$1256 still owing on our statement of 28 February. This failure either to clear your account or even to offer an explanation is all the more disappointing because of our past satisfactory dealings over many years.贵公司未回复我方10日及23日两次的催款函件。我方深感惊讶及遗憾。款项金额为1256美元，应与上月28日结清。我们过去交往很令人满意。对于贵公司现今仍未能付款或提出解释实感失望。

5 Reluctantly compelled to say that, failing receipt of your cheque by next Friday, we must have recourse to legal proceedings for its recovery.贵公司在下周五以前如果不能付款，为收回款项，我公司将不得不采取法律途径。实属遗憾，特此奉告。

6 As you have failed to established in time the L/C covering our Sales Confirmation No.1022 ,we have to rescind this sales confirmation and hold you responsible for all the losses arising therefrom.由于你方没有及时开立有关第1022号售货确认书的信用证，我们不得不撤销这份确认书，并要你方承担由此而产生的一切损失。

7 We wish to point out that the goods under our S/C No.112 have been ready for shipment for a long time. We have been waiting for the arrival of your L/C but regretfully no L/C has been received by us nor have we heard anything from you in this respect. Please let us know upon receipt of this letter whether you have any difficulties in opening the L/C .我们想指出，我方第112号售货确认书项下的货物备妥待运已久。我们一直在等待你方的信用证，可是很遗憾，我们既没有收到该信用证也没有从你处听到有关这方面的任何信息。请见信后即告知你方在开立信用证上究竟有何困难。

8 As clearly stipulated in the Ssles Contract No.A-1104,the commission for this transaction is 3%, but we find your L/C No.GF demands a commission of 5% which is obviously not in line with the contract stipulations. Therefore ,please amend the L/C to read “commission 3%”.按售货合同A-1104的规定，此次交易的佣金为3%，但我方发现你方开立的信用证GF-124规定佣金为5%，这显然与合同规定不符。所以，请将信用证改为“佣金3%”。

第八单元

1 Our cotton prints are packed in cases lined with draft paper and water-proof paper , each consisting of 30 pieces in one design with 5 color ways equally assorted.我们的印花棉布用木箱包装，内衬牛皮纸和防潮纸，每箱30匹，一花五色平均搭配。

2 We enclose a list of marks and numbers for our packages. Please be careful about clear and correct marking.附上我们货物包装所用的唛头和标号。请在刷唛头时做到清楚明确。

3 If the quotation does not include the cost of package ,the phrase “Export Packing is for buyer’s account ”should be inserted in the contract.如果报价中不包含包装费用，在合同中应加入“买方承担出口包装”的词句。

4 We have transferred your proposal on packing to the manufacturers, they agreed to adopt it in the next shipment .我们已将贵方的建议转告生产商，他们同意在下次交货时采用。

5 The quality of your Ginseng Liquor is excellent, but the packaging is inferior, the bottle is fragile and the carton is too thin . For our future orders cover the bottle with a foamed plastic cover, and put them into thicker cartons. Or we have to give up transactions with your company .你们的人参酒质量很好，但包装较差，瓶子易碎，纸盒太薄，对我们今后的订货，请梅瓶套一只泡沫塑料套，并装在较厚的纸盒内，否则，我们只能放弃这项业务。

6 In the construction of an export package the important factors of efficiency and economy must be taken into consideration. The exporter should bear in mind that the goods should be packed in a manner which ensures their safe arrival at destination and facilitates their handling in transit.出口包装的结构必须考虑到经济与实效。出口商应记住，货物应该采用一种能保证安全到达目的地和便于在转运中搬运的方式进行包装。 第九单元

1 Please see to it that the above-mentioned goods are shipped before 12 October and insured against All Risks for 150% of the invoice value. We know that according to your usual practice, you insure the goods only for 10% over the invoice value ,therefore ,the extra premium will be borne by us .请注意上述货物必须在10月12日前装运，并按发票金额150%投保一切险。我们知道按惯例，你们只按发票金额110%投保，因此额

外保费将由我们负担。

2 An insurance claim should be submitted to the insurance company or its agent as promptly as possible so as to provide the insurance company or its agent with ample time to pursue recovery from the relative party at fault.

有关保险的索赔案件应尽快提交保险公司及其代理商，以便他们有足够时间去向造成过错的有关方面进行追偿。

3 Breakage is a special risk, for which an extra premium will have to be charged.破碎险是一种特殊险别，需额外收费。

4 If the goods ,after arrival at the port of destination, are to be delivered immediately to an inland city or other port, we may cover the insurance on your behalf and debit your account with the additional premium.如货物在到达目的港后须立即转运至内陆城市或其他港口，我们可以代你方投保内陆险，额外保费将记在你方账上。

5 The premium varies with the extent of insurance. Should the goods be insured against additional risks,the extra premium should be borne by the buyer保险费随保险的范围而不同，如果货物需要投保附加险，额外的保费由买方支付。

6 A proposal form is enclosed as requested ,and please fill out and then return it by the end of this month, otherwise that may make it difficult to issue the policy in time .根据你方的请求，兹附上一份投保单，请填写后于本月底之前寄回，否则会使我们难于及时发出保险单。

7 Should any damage be incurred you may approach the insurance agents at your end and submit an insurance claim supported by a survey report.如果货物发生损坏，你方可凭检验报告于你处保险代理联系并提出保险索赔。

8 Since you have obtained a survey report from a reputable surveyor, we would recommend you to contact the People’s Insurance Company of China and negotiate with them direct for settlement.既然你们已经从一个有声誉的鉴定人那里获得检验报告，我们建议你们与中国人民保险公司联系，直接与他们商定解决办法。

第十单元

1 According to the terms of Contract No.128,shipment is to be effected by 20 July, and we must have the bill of lading by 30 July at the latest .We trust you will see to it that the order is shipped within the stipulated time ,as any delay would cause us no little inconvenience and financial loss.按128号合同条款，货物应该在7月20日前装运。我们最迟在30日前拿到提单。相信你方会按期发运货物，因为任何延误势必给我们造成很大不便和经济损失。

2 We regret our inability to comply with your request for shiooing the goods in early October ,because the direct steamer sailing for London calls at our port only around the 20th every month.很遗憾不能按照你方要求在10月初装运货物，因为驶往伦敦的直达船仅在每月20日左右抵达我港。 3 We are regret being unable to affect shipment within the time stipulated in the L/C, but the manufacturer has promised to get the goods ready within one month.很抱歉不能在信用证期限内装运货物，但工厂答应一个月内将货物备妥。

4 You are requested to inform us immediately when shipments can be effected so that our customer may plan their production schedule. If you cannot make shipment within this month ,we must ask you to accept cancellation of our order.我方要求贵公司立即通知何时能装运，以便本公司的客户可以安排生产计划。如果你方无法在本月装运，我方不得不要求取消订单。

5 Please send half of the 500 units of this order by air freight as they are urgently required by our customers. You will no doubt proceed with your arrangement for transport by sea for the rest of the 500 units of the consignment.由于本公司客户的紧急需求，请立刻空运订单数量一半的货物。当然，你方还应把剩余的250件货物安排海运。

排序题

第二单元排序：1.Ours is a leading travel service organization in Singapore

2. Before making a decision, we’d like to know how much discount you can offer us.

3. Every year we bring over 3.000 tourists to Yunnan and Guizhou Provinces in China.

4. I am pleased to tell you that we are considering establishing a long-term co-operation with your hotel.

5. We believe that we will be able to co-operate well.

42135

第三单元排序． 3421

1. thank you in advance for your favorable assistance in this matter

2. and all the expense will be gladly paid by us with this regard.

3. we would be delighted if you could give us some information on the business reputation and credit standing of this firm.

4. we assure you that any information you provide will be confidential and you will not take any responsibility on your report.

第四单元：

2 a client of mine is happier today than he has been for a long time, for the first time since he got married 10years ago, he says that he feels really comfortable about the future. Should he die within the following 30years, he says that he feels really comfortable about the future. Should he die within the following 30 years,his family will be provided for, his wife would receive 500yuan per month for a full 30years ,and then a lump sum of 10000yuan

3 such protection would have been beyond his reach a year ago ,but now a new insurance plan has enabled him to ensure this security for his family 1 for dozens of yuan each month you can buy peace of mind four your wife and children, and for yourself.

4 let me know if you would like to know the details of the plan ,I will call you anytime you like.

第九单元排序

A: ③In reply to your letter of march 1 inquiring about the insurance on your order, we wish o inform you that for goods sold on CIF basis, insurance is to cover ALL Risks & War Risk for 110 of the invoice value. ②If broader coverage is required, the extra premium involved will be for buyer’s account. ①The insurance shall terminate when the goods are delivered to the consignee’s warehouse at the destination named in the policy. ④The cover, however, is limited to 60 days upon discharge of the insured goods from the sea-going vessel at the final port of discharge before the insured goods reach the consignee’s warehouse.

B: ②our underwriter –the people’s insurance company of china has agents in practically all the big cities in the world to handle claims. ③An insurance claim should be submitted to the insurance company or its agent as promptly as possible so as to provide the latter with ample time to pursue recovery from the relative party in fault. ①Claims against the ocean carriers will usually become time barred one year after discharge of the cargo from the sea-going vessel.

C: ③this is to acknowledge receipt of your letter of 10 July requesting us to effect insurance on the captioned shipment for your account. ②We are pleased to inform you that we have covered the above shipment with the people’s insurance company of china against all risks for US 10,000. ①the policy is being prepared accordingly and will be forwarded to you be the end of the week together with our debit note for the premium. 写作：

第二单元

Writing skills

Draft a letter according to the following particulars: MODA Fashion plc. Write to Armstrong Knitters plc., stating that they have an order for large quantities of ladies’ tights. They request samples in fashionable designs and ask for a discount for a large order of 300 dozen.

第三单元

Writing skills

Write a letter on behalf of Layton & Co. 39 Smithdown Road Liverpool U.K. to the bank of china, shanghai branch, enquiring about the standing of East International Trade Co. the particulars are given below:

东方国际贸易公司提供贵行作为他们的资信证明人

与东方国际贸易公司的初次交易金额为15万美元，赊账交易

依照他们过去在按期付款方面的记录来看，这么大的信用额度是否合理？

Dear sirs

We are now considering development business with East International Trade Co., who names you as their reference.

Their trade with us will involve a sum of US$150.000 initially and they asked for credit transaction.

We would like to know if this credit is justified in view of their recode in meeting payment dates, is there a record of bad debts? We need to know this if we are extend credit to them.

第四单元：write an old customer with whom business has shown a tendency to become slack, and draw his attention to some new products which represent a great improvement on some of the models he has sold successfully. Stress the importance of an early order as other buyers are showing their interest in these goods

第五单元：Writing skills

Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favorable comments on the goods offered and recommending their client’s acceptance.

Dear sirs

We thank you for your enquiry of 30th may and enclose our quotation for curtain material.

We have made a good selection of patterns and sent them to you today by post, their fine quality, attractive design and the reasonable prices at which we offer them will convince you that these materials are really of good values. There is a heavy demand for our supplies from house furnishers in various districts and regions, which we are finding it difficult to meet, but provided that we receive you order within the next ten days, we will make you a firm offer for delivery by the middle of july at the prices quoted.

On orders for one hundred pieces or more we allow a special discount of 1.5%. we require payment by L/C to reach us one month before the time of shipment

We look forward to receiving your order.

Your faithfully

第六单元：Writing skills

A. Write a letter for Marks & Spencer Co. 14 Maple Street, London to Chinese supplier, China Light Industrial Products Import & Export Corp.,

Beijing Branch, confirming an order for 1,000 DVD players. The letter should be written according to the instructions mentioned below:

1. 谢谢对方4月4日报价和寄来的样品。

2. 认为对方的DVD机品质优良，价格合理。

3. 随信附寄1，000台DVD机的订单一份，订单号为LK150.

4. 要求6月底前交货，不可转船。

5. 由于客户急需该货，希望尽快交货。

Dear sirs

Thank you for your offer dated 4 April, and for the sample.

We find that your DVD player is good in quality and reasonable in price and believe that they will be warmly received in our market. We would like to give you an order for 1,000 units of them. Enclosed please find our Order No. LK150.

As the ordered goods are urgently needed by our customers, we would like you to arrange shipment as soon as possible. Shipment in June is desirable and please note that transshipment is prohibited.

Yours truly

B. Write a letter to your customer, acknowledging receipt of his order, but regret being unable to accept it at the prices quoted previously. Quote

your current prices and ask for your customer’s opinion.

Dear sirs

We thank you for your Order No. XX for delivery in February/March.

We regret, however, that we cannot book the order at the prices we quoted six weeks ago. As you know, freight and the cost of materials have risen substantially in the meantime and we were compelled to adjust our prices in order to cover at least part of this increase.

The lowest prices we can quote today are as follows:

“Hongyun” Electric fans @ US$ 20 per unit CIF Singapore

“Everbright” Steam iron @ US$ 10 per unit CIF Singapore

We do not want to influence you, but we think it only fair to mention that we shall have to increase these prices substantially again when our old stock of material is used up.

Please inform us by return whether we may book your order at these revised prices, we shall then be able to give you delivery in February/March as required.

Yours faithfully

C. Write a letter for Galaxy Electronics Co. Ltd. Whose digital camera division has received a big order of camera WBE 400 from an Indian

company, which the division is unable to supply because of insufficient production capacity.

Dear sirs

Thank you for your letter inquiring about the digital camera WBE 400.

Last week we had a meeting with our production department regarding our future production capacity. It seems that our WBE 400 capacity

is full, which will cause the deliveries to be delayed for at least a couple of weeks. We are deeply sorry for the situation, and duly note the importance of your corporation as our top priority customer in India.

As it stands, we wonder whether it would be possible for you to order from another supplier. This is the arrangement for the months

September and October only. We understand the consequences this might have on our relationship. We, however, think the above arrangement would best serve you.

We look forward to your comments soonest.

Yours truly

第七单元

Writing skills

Write a letter in English in proper layout, for Lueille & Albert Co.111 Pedder Street, London, England to their supplier, Cycoffee Ltd. 4 Andreas Street, Limassol, Cyprus. The letter should be written according to the instructions below:

1. 感谢对方由塞浦路斯银行开出的ASL2167号信用证。

2. 核查发现信用证不允许转运或部分装运。

3. 直航利马索尔的班次极少，往往需经鹿特丹转运，所以，转运是必要的。请求将信用证改为允许转运。

4. 为尽快交货，建议分批装运。

Dear sirs

Your Letter of Credit No. ASl 2167 issued by Cyprus Bank has arrived.

On examination, we find that transshipment and partial shipment are not allowed.

As direct sailings to Limmassol are infrequent, we have to ship via Rotterdam more often than not. As a result, transshipment may be necessary. With regard to partial shipment, it would speed matters up if we could ship immediately the goods we have in stock instead of waiting for the whole shipment to be completed.

With this in mind, I phoned you today, asking for the letter of credit to be amended to read: ”part shipment and transshipment allowed”.

I trust that amendment will meet with your approval and you will fax to us to that effect without delay.

Yours faithfully

第八单元Writing skills

Write a letter to your customer, telling him about the packing of your Trip Scissors.

Particulars: 1.每盒装一打，每一纸板箱装100盒。

2. 尺码是17公分高、30公分宽、50公分长，体积约0.026立方米。

3. 毛重23.5公斤，净重和皮重外，还须印刷“中华人民共和国制造”字样

第九单元Writing skills:

A: write a letter for Everbright Trading Co. to People’s Insurance Company of China enquiring about the insurance rate. The particulars are given below;

150箱丝绸女衫，价值5,000 美元，4月 20日 左右将由天津发运，目的港是新加坡，承载船只是威尔森号。

欲投保水渍险。

Dear sirs

We shall shortly have a shipment of 150 cases of silk blouses, valued at US﹩5,000, to be shipped by S.S. Wilson from Tianjin to Singapore. Please quote us your rate for W.P.A.

As the shipping date is near, we hope to have your reply as soon as possible.

Yours truly

B：write a letter for Vision Corp. to its client notifying them that their ordered goods 100 sets of DVD Player are going to be shipped at the end of the month and you are going to insure the goods against All Risks unless you receive their contrary instructions.

Dear sirs

We refer to your Order No. 20983 for 100 sets of DVD Player.

We shall be shipping your order S.S. Oriental, due to leave here at the end of this month.

Unless you give contrary instructions, we will arrange an All Risks insurance policy for the shipment. In our opinion this type of cover is necessary for a cargo of this nature.

We look forward to your early reply.

Yours truly

术语：

“函”：信函(letters)

“电”：（carrier ,supporter)

过去的电报(telegraphs, telegrams, cables,)、电传(telexes)，均已淘汰(obsolete/fall into disuse)和现在的传真(faxes)、电子邮件(E-mails)等 correspondence n. 1.信件, 函件, 来往信件, 往来书信 2.通信, 通信联系 3.一致, 相似, 相关

layout 英['leiaut] 美['le,a?t] n. 1.布局; 安排; 版面设计; 布置 2.陈设，陈列 3.展开；摊开 4.版面编排艺术(或方法) 5.陈列品；布置的东西 6.全套工具(或器具、衣服等) 7.(居住或办事的)场所或(地方 8.设计图；规划图；流程图；线路图

1. Essential Parts 必要部分

1. The letterhead 信头2. The date line 日期3. The inside name and address 收信人名称地址

4. The salutation 称呼5. The body of the letter 信文6. The complimentary close 结尾敬语

7. The signature 落款

2. Optional Parts 附加部分

8. The attention line 具体收信人9. The subject line 事由10. The reference notation 案号

11. The enclosure 附件12. The carbon [ n. 1.〈化〉碳 2.复写纸] 12. copy notation [ n.记号, 标记法;（数学、科学和音乐中的）符号，谱号] 抄送13. The postscript 附言

enclosures附件

indent

vt. 1.切割„使呈锯齿状 2.缩进排版 n. 1.(印刷中的)缩进 2.订单；订购

practitioner n. 1.习艺者, 实习者,专门人才 2.从业者(尤指医师),（尤指医学或法律界的）从业人员

trade fairs, expositions（贸易展览会、博览会）( Universal Expo)

(2)Chambers of Commerce in foreign countries (国外商会)

chamber n. 1.房间 2会议厅3. 议院 4. 洞穴 5.卧室；寝室；私人房间

(3)Trade Directory（贸易名录）

(4)Chinese Commercial Counselor‘s Office in foreign countries(中国驻国外商务参赞处)

counselor n. 1.顾问,参事 2指导老师 3.律师 4.(使馆等的)参赞;法律顾问 5.(儿童夏令营)管理员

^primary products 初级产品end/final/finished products 最终产品semi-finished products 半成品by-products 副产品

^catalogue (catalog) 目录 常用的商品说明材料还有

illustrated catalogue 有插图的目录 pricelist 价格单brochure/pamphlet/booklet小册子leaflet 宣传单（单张的）sales literature（文学作品，文献，文艺）销售说明书sample: n. 样品

favorable: adj. 优惠的；有利的favorable prices优惠的价格favorable market situation有利的行市

^quote v. 报价quote sb. a price for sth.

CIF= Cost, Insurance & Freight

CIF即成本、保险费加运费（?-?-指定目的港），其是指在装运港当货物越过船舷时，卖方即完成交货，卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险，及由于各种事件造成的任何额外费用，即由卖方转移到买方。但是，在CIF条件下卖方还必须办理买方货物在运输过程中灭失或损坏风险的海运保险。

3.Subject

(1) adj. (to)易受„的

Perishable goods are subject to damage in transit.

(2)adv.（to)以„为条件，只要

offer: vt, vi.

to offer ( sb) sth 向某人报„„

accept offer 接受报盘confirm offer 确认报盘decline offer 拒绝报盘

extend offer延长报盘Withdraw (cancel) offer撤回报盘renew offer恢复报盘

1.Attention关注，可引申为“处理2.Please note that 请注意

1.Receipt

n.

（1）收到，接到we are in receipt of your letter of June 2.

（2）收据，收条

cargo receipt货运收据deposit receipt存单 freight receipt运费收据parcel post receipt邮包收据

（3）收入、收进的款项或物(复数）

This month’s receipts are estimated to be in the region of $20000.

Vt. Vi. 给开收据；开收据

2.Reply (后接to n. vi) 答复,回应 n. vi vt.

e.g. we await your reply to our enquiry (letter, telegram).In reply to=in answer to为答复

1. Instruments (means) of Payment

Currency

Bills

Draft、 Promissory Note 、Cheque

2. Modes of Payment

Remittance、 Collection、L/C

1、According to different the Drawer

（1） Banker’s Draft银行汇票（2） Commercial Draft商业汇票

2、According to Shipping Documents attached按照有无随附货运单据

（1） Clean Draft光票或净票、白票（2） Documentary Draft跟单汇票

3、According to the time of payment按照付款时间的不同

（1） Sight Draft即期汇票（2） Usance Draft or Time Draft远期汇票

Remittance汇付Involved Parties汇付的当事人Remitter汇款人Payee收款人Remitting Bank汇出行Paying Bank汇入行或解付行 托收（Collection）

（一）Definition & Classification

光票托收（Clean Collection）跟单托收（Documentary Collection）

（二）Parties Involved

付款交单（document against payment, D/P） 即期付款交单 （D/P at sight）

承兑交单（D/A）的支付程序

Definition of L/C

Parties involved in L/C

1、 Applicant开证申请人,或开证人（Opener)2、 Opening Bank,Issuing Bank开证银行

3、 Advising Bank,Notifying Bank通知银行

通知行只负责鉴别L/C的真实性，不承担其他义务。

4、 Beneficiary受益人5、 Negotiating Bank议付银行、押汇银行或贴现银行

6、 Paying Bank付款银行7、 Confirming Bank保兑银行

保兑银行具有与开证银行相同的责任和地位。

开证申请人（APPLICANT/OPENER） 开证行（ISSUING BANK/OPENING BANK）

通知行（ADVISING BANK/NOTIFYING BANK） 受益人（BENEFICIARY）

议付行（NEGOTIATING BANK） 付款行（PAYING BANK/DRAWEE BANK）

偿付行（REIMBURSING BANK） 保兑行（CONFIRMING BANK）

1. 委托人（PRINCIPAL）2．托收行（REMITTING BANK)

3．代收行（COLLECTING BANK)4．付款人（DRAWEE / PAYER）

说明保险情况时，后接介词的一般用法：

表示所保的货物on：insurance on the 100 tons of wool

表示投保的险别against：Insurance against all risks invoice value

表示保额for：Insurance for 110% of the

表示保险费或保险费率at：Insurance at a slightly higher premium, insurance at the rate of 0.5%.

表示向某公司投保with：Insurance with the people’s insurance company of china.