(隋思忠_第三版)外贸英语函电答案

(隋思忠_第三版)外贸英语函电答案 Exercise Unit 1 I. 询盘 enquire / enquiry 报盘 offer 报价 quote / quotation 订单 order 传真 facsimile (fax) 电子邮件 e-mail 电子商务 e-commerce 互联网 the Web / internet 交货期 time of delivery 目录 catalogue 文档 document / file 支付 payment 结帐 settle the account 余额 balance 客户 customer / client 国民经济 national economy 市场经济 market economy 营销 marketing II. 1. market 2. economy 3. trade 4. economy 5. marketable trade 7. marketing 8. trading 9. economy 6. VI. INTEGRATED COMPUTER TECHNOLOGY CO. LTD. Rm 808,Kyo-Won-Kong-Jea 35-2 Yeoido Young Dung Po Seoul South Korea Tel: 822-782-4641 Fax: 822-785-4245 16 June 2010- Dr Brenda Yeoh ATT Computers Corp. Pte Ltd. 88 Kitchener Road,#02-15 Jalan Besar Plaza Singapore 208512 Attention: Dr Brenda Yeoh, Phd. Dear Sir, Subject: Integrated Circuit Boards We have just received your order for 400 integrated circuit boards (item No. KR10779) Unfortunately, these circuit boards are no longer produced as they have been replaced by our model KR2000, which is cheaper, more reliable and more efficient than the circuit boards that you ordered. With this in mind, we imagine that you will be happy to change your order, and I should be grateful if you could contact me to tell me what you wish us to do about your order. The prices of the KR2000 and peripheral equipment are as follows: KR2000 integrated circuit board: @US$23,200 KT200X „Toolkit?: @US$15,500 KC200X connectors: (2 per pack) @US$10,000 I am also enclosing next year?s brochure and price list for your convenience. Yours faithfully, for INTEGRATED COMPUTER TECHNOLOGY CO. LTD. Kim Jungsup (Sales Representative) KJ: rh Enclosures: 2 Cc: Kim Sang-Chul Moon Young-Seung V. China North Industries Corp STAMP 12 Guanganmen Nanjie Beijing 100053 China Mr. Williams Smith AUTOS Company 20 Broadway New York, NY 10027 U.S.A. Unit 2 I. 公司 company / corporation / firm / house 信誉 standing / credit 与。。。建立业务关系 to enter into (/ to establish ) business relations with 小册子 pamphlet / brochure 你处(地) at your end / on your spot / in your place (area, district) 供你参考 for your reference / for your information 以。。。为目的 with a view to 与此同时 in the meantime / at the same time / meanwhile 按照 according to / in compliance with / in accordance with / in conformity with 达成交易 to conclude (close) the business ( transaction/ deal) 在。。。业务方面 in the line of 一系列 a (wide / full ) range of 具体询盘 specific enquiry 经营 to handle / to deal in / to trade in 与。。。做生意 to do business with / to deal with / to trade with II. 1. b 2. a 3. c 4. b 5. a 6. d 7. c 8. d 9.a 10. b 11. d 12. c III. 1. dealing 2. transacting 3. deals 4. Business 5. deal 6. business 7. transact 8. Businesses 9. transactions / deals 10. business IV. 1. 我们是德国工业化工产品主要生产商之一，欲与贵公司建立业务关系。 2. 我们经营中国自行车出口，很想与你方进行这类商品贸易。 3. 香港贸易公司已将贵公司名称及地址转交我方。兹去函于你联系，愿与你方建立贸易关系。 4. 感谢贵方6月7日来函，表示提供服务的意向。我们很愿意与你方探讨扩大贸易的可能性。 5. 请尽早答复我方要求为荷。 6. 我们愿在平等互利的基础上与贵公司建立业务关系。 7. 我们是系列电扇及空调的一家主要出口商，现特去函自我介绍。 8. 为促进双方贸易，特另邮航空寄去样品，供你方参考。 9. 为使你方了解我们经营的轻工产品，我们兹另邮给你们寄去几本商品小册子，供你方参考。 10. 经纳尔逊先生介绍，我们得知你们是中国食品的潜在买主。我们经营这类商品已有多年。 V( 1. We owe your name and address to ABC Company. 2. As soon as we receive your specific enquiry, we will send you the catalogue and samples. 3. Their chief line is the export of electronic computers. 4. Our silk has long been a best seller at your end. 5. This product is being marketed in all European countries. 6. Your letter of May 10 has been transferred to us for attention from our Head Office in Beijing. 7. We have handled this line for more than 20 years. than 20 years.) (or: We have been in the line for more 8. We can supply shoes in a wide range of styles and sizes. 9. The trade between us is based on the principle of equality. 10. Most countries in the world have engaged in international trade. 11. We can offer you some oil if you need. 12. There are two forms of international transaction. One is to trade in goods, and the other (is) in service. VI. 1. informing 2. market 3. in 4. sample 5. trade 6. quality 7. prices 8. from 9. items 10. specific VII. (A) 一国货物及服务与另一国货物及服务进行交换，这就是国际贸易。这种贸易除了有形的(即商品的进 出口)外，还有无形的(即国际间服务交流)。西腊、挪威这类国家拥有大量的商船船队，可以提供交通运 输服务，这就是一种无形贸易。对某些国家来说，无形贸易与其他一些国家的原材料出口或商品贸易一样 重要。在这种情况下，每个国家都可以赚取外汇以购进本国的必需品。 (B) 世界上没有哪个国家能生产他所需要的所有产品。于是世界各国就加入国际劳务分工，以提高生产及 再生产效率。有时一个国家可以以易货贸易的方式获得外国货物及服务。易货贸易就是不用货币而以一种 货物交换另一种货物的方式做生意。单凭易货贸易是不能满足一国的进口需要的。但作为国际贸易的一种 形式，对发展中国家仍有吸引力。因为这些国家外汇短缺，匮乏的外汇收入远不足以满足他们对外贸易的 支付。 (C) 在国际贸易中，服务贸易仅占很小比重。由其特性所致，服务交易远不如货物交易那么容易。因为服 务贸易只能在提供服务的地方为对方所接受。这就是说，要么提供服务的一方到需要这种服务的地方去， 要么消费者到能提供服务的地方去。只有少量的服务能像货物那样，无须交易双方移动就能进行交易。如: 运输服务、金融业、教育事业等。 (D) 敬启者: 承蒙AUTOS公司总裁介绍，我们得知贵公司是中国农业机械的潜在买主。由于此产品 属于我方经营范畴，我们将很高兴尽早与贵公司建立直接的业务关系。 为了便于贵方对我们所经营的各种产品有个大致了解，我们随信寄去商品小册子和价目 表各一份。一收到贵方具体询盘，我们会立即寄上报价单及样书。 望收到贵方的肯定答复。 XX谨上 VIII. Dear Sirs, We have received your enquiry of July 5 for Electric Motor. As the goods fall within the business scope of China National Import & Export Corporation, we have passed on your enquiry to them for attention. Please contact them directly for your requirements. We would like to take this opportunity to introduce ourselves to you as a state-operated corporation, handling the export business of Chinese Arts & Crafts and we have built up extensive connections with many important dealers in various districts. Enclosed you will find our latest catalogue and pricelist. We hope to enter into business relations with you. Yours faithfully, Unit 3 I. 询购。。。 to enquire for / to make sb an enquiry for 接受报盘 to accept an offer 递价 to bid for / to make sb a bid for 大使馆 embassy 代理 representative/agent 工艺 workmanship 手工制作 hand-made 支付条款 payment terms 兹答复 in reply to 与。。。有联系 to be connected with 向。。。订购 to place an order with sb for sth 现成市场 ready market 立即处理 prompt attention 市场需求(口味) the taste of the market 用现款(支付) (to pay) in cash 稳定需求 steady demand (商品)在出售中 to be under offer / to be on sale 给。。。报盘 to make sb an offer for sth II. 1.. b 2. d 3. d 4. b 5. a 6. c 7. b 8. d 9. c 10. b 11. c III. 1. bid 2. offer 3. enquiry 4. offered 5. bid 6. offer 7. enquires 8. offer 9. enquired 10. offer IV. 1. 我们从John King先生处得知，你方有意供应男式皮鞋。 2. 请传真发来优惠报盘，同时指明包装、规格、可供数量及最早交货期。 3. 报价时请考虑我们可能会经常性地大量订购这一因素。 4. 你方1月10日询盘已交我处理，因我们正好出口你方所询商品。 5. 我方包装行业的合伙人高度赞赏你们的Zeta包装机。我们想更多地了解一些有关情况。 6. 希望你方价格能做得开，而且交易的达成将对双方都有利。 7. 盼望着能向你方进一步订购，相信你方会尽力满足我们的特殊需求。 如能给我们寄来建筑材料的最新价目表，我当不胜感激。 8. 9. 如能按所要求的数量供应这种型号的商品，请给我方报实盘及最低价。 10. 我们想要购买男式皮手套，请报最优惠价格为荷。 V. 1. Could you please tell us the main items you export? 2. Would you please quote your lowest price CIF London, Britain? 3. We shall be very glad to place our order with you if your quotation is competitive and delivery date acceptable. 4. We are pleased to note from your letter of May 5 that you are interested in our sewing machines. 5. Kindly let us know the price and quantities of the best refined sugar you are able to deliver to us. 6. We would appreciate very much your sending us the latest samples with their best price. 7. We have ready buyers of these commodities and if your prices are competitive, we have every reason to believe that we can place large orders with you. 8. The said goods are not available from stock. 9. We?ll be glad to place an order with you for 60 cases of green tea if your price is favorable. 10. We?re very much interested in importing your goods. Could you please send us your catalogue, price list and samples if possible? VI. 1. enquiry 2. interest 3. catalog 4. manufacture 5. designs 6. workmanship 7. appeal 8. representative 9. range 10. order VII. (A) 敬启者: 兹有我方一客户预购花生。如蒙报来最低价并指明装期，将不胜感激。要强调的是，所 寻购花生须手捡，山东2008年收成，用新麻袋装，每袋100公斤。有关质量及重量须由注册 公证检验行出具证明。 为便于交易，请尽快空邮2000吨上述花生附CFR热那亚价格的形式发票一纸，一边我 客户确认。 盼早复。 谨上 (B) 敬启者: 事由:纺织品 本公司是纽约最大的纺织品进口商之一，我们切盼与贵公司建立贸易关系，发展我们两 国之间的贸易 随函附上第111号询价单一份，盼贵方早日给我们报纽约到岸价，包括我方5%的佣金。 报价时请说明最早交货期和可供数量。 若贵方报价具有竞争性，我们打算大量成交。如蒙早日复信，不胜感激。 谨上 VIII. Dear Sirs, Re: Shan Di Bicycles Kindly mail us a copy of your catalog and latest price list for „Shan Di? bicycles. We are very interested in bicycles both for men and women. There is a heavy demand for bicycles in this city, where cycling has become very popular. Owing to the high price of petrol, it is likely that more people will use bicycles instead of cars. If the quality of your bicycles proves satisfactory and your quotation is competitive, we are ready to conclude substantial business with you. Your early reply will be very appreciated. Yours faithfully, Unit 4 I. 实盘 firm offer 虚盘 non-firm offer 确认，保兑 confirm 保兑的 confirmed 不可撤销的 irrevocable 汇票 draft/ bill of exchange 即期 at sight 以 。。。为条件，为准 subject to 及时，适时 in due course 规格 specifications 殷切地 with keen interest 品名 commodity/ Art. No.__/ Item No. ___ 数量 quantity 包装 pack(-ing) 装运 ship(-ment) 支付 pay(-ment) 承诺过多 to be heavily committed / to have heavy commitments 按照要求 as requested 如所陈述 as stated 如所约定 as agreed 另邮 under separate cover / by separated mail 分期付款 to pay in … installments / to make payment in … instllments II. 1. b 2. b 3. a 4. c 5. c 6. b 7. d 8. c 9. b 10. a 11. a 12. d 13. b 14. c 15. d III. 1. sale 2. buying 3. priced 4. price 5. sell 6. price 7. bought 8. buys 9. sold 10. prices 11. selling 12. bought IV. 1. 贵方4月3日来函收悉。得知贵方有意与我方建立业务往来关系并欲购买我方用品。 2. 承蒙我驻美大使馆商务參赞处，我们得知贵公司名称和地址。 3. 承蒙R。G。尼尔逊出口有限公司推荐，得知贵公司为中国缝纫机潜在买主。本公司经营该产品，我 们很高兴与您建立业务关系。 4. 我们想要购买男式皮鞋。能否寄来最优惠的报价为感。 5. 如能按要求的型号和质量供货，我们将定期大量订购。 6. 贵方9月2日函收悉。很高兴通知你方，所需货物属于我们经营范围。 7. 按要求特寄我方系列棉布产品剪样，希望能及时到达并令你方满意。 8. 感谢你方9月4日来函，通知我方你对我们的肉罐头很满意并考虑向我试订。 9. 关于10月船期的500辆永久牌自行车，现随函寄去我方形式发票No.3422一式两份。 10. 由于供应情况良好，我们可报实盘，即期交货。 11. 由于所报价格格外低且有上涨的可能，我方建议立即订购。 12. 各种尺寸、型号的系列产品，我们均可供现货。 13. 很遗憾地通知你方，所需质量的货物我们暂无现货。 14. 我们可以肯定，这些货将会满足你方要求，并等候你方首批订货。 15. 价格包括包装费，任何时候都可交货。 V. 1. If you can reduce your price by 5%, we believe it is possible for us to conclude the deal. 2. Our company is one of the leading importers of TV sets in this area and we have been handling various brands of TV sets for over 20 years. 3. We confirm having faxed you a firm offer for 50 tons of Peanuts, subject to your reply reaching us within one week. 4. As we are heavily committed, we can only accept orders for shipment in November. 5. The price you quoted is competitive, but the date of delivery can not be accepted. 6. We?ll highly appreciate it if you can offer 200 Flying Fish Bicycles for shipment in March and April. 7. as for payment terms, we ask for an irrevocable sight L/C. th8. According to your request of March 15, we are making you an offer as follows. 9. Owing to the reasonable price and fine quality, our cotton piece goods sell fast. 10. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible. 11. The best we can do is to allow you 3% commission. 12. As the peanut market is declining, we can hardly conclude the business unless you reduce the price by 5%. VI. 1. enquiring 2. direct 3. quotation 4. otherwise 5. receipt 6. subject 7. confirmation 8. discount 9. catalogue 10. brochure 11. separate 12. specific 13. appreciated VII. (A) 敬启者: 很高兴通知你方，我们有意购买贵方羽绒被。为熟悉货物质量和工艺，我们请求航寄一些商品小册子、样品及有关各种规格货物的所有必要信息。同时，请报附单内每样产品的CIF纽约最低价，含佣3%。 此地价廉物美的商品市场前景可观。若样品及价格令我方满意，你方有望获得大量订单。 预致谢意，期待贵方合作。 谨上 (B) 敬启者: 很高兴收到你方元月15日询盘。按要求，现随函寄去我带插图的商品目录及价格单细目，同时另函寄去全套样品一份。相信研究后贵方会认同我方产品确系价廉物美。 对于常规订购单项商品在50打或以上者，我方将予以5%的折扣。因柔软及保暖性能好，尼龙床单越来越受欢迎。检查我方价格后，贵方将不难看出，我们的产品难以满足目前的需求。如贵方能在月底前下订单，我们保证收到订单后两周内可以交货。 提请贵方留意我其他尼龙产品(详情见目录)并恭候首批订单。 谨上 (C) 敬启者: 11月21日函悉。今晨已发传真作复。 谅必您已从传真中得悉，我们可报250长吨钢管实盘，每长吨620英镑，CIF拉哥斯到岸价，即期信用证支付。此报盘以一周内复到为准。 如您所知，市场上对钢管需求甚殷，不可能持盘太久。还望贵方注意，需求活跃势必导致价格上扬。 盼早复。 谨上 VIII. (A) Dear Sirs, thThank you for your letter of September 15 and the enquiry enclosed for our “white Rabbit” pajamas. At your request, we are making you a firm offer for 20000 dozen Women?s pajamas at USD 48.5 per dz. CFRC5 Lagos for shipment in July/August, 2006. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. This offer is firm subject to your reply reaching us within one week. The relative sample and catalog have been sent by separate mail. Please note all the prices quoted are bottom prices and no counter-offer will be accepted. If you agree to the above, please make confirmation as soon as possible so as to enable us to make the necessary arrangements. We?re looking forward to your early reply. Yours faithfully, (B) Dear Sirs: Re: Shan Di Bicycles thWe are pleased to receive your enquiry dated 10 January and as requested, are airmailing you, under separate cover, a copy of our illustrated catalog, together with our latest price list for „Shan Di? bicycles. Details of our conditions of sale and terms of payment are stated therein. We feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price. We look forward to the pleasure of your trial order. Yours faithfully, Unit 5 I. 还盘 counter-offer 小册子 booklet / brochure/ pamphlet 标 题 快递公司问题件快递公司问题件货款处理关于圆的周长面积重点题型关于解方程组的题及答案关于南海问题 的 captioned / subject 偏高(偏低) on the high (low) side 流行的 prevailing / going/ current 现行行市水平 prevailing market level 利润 profit 折扣 discount/ allowance (一)批货 (a) parcel of…/ a batch of…/ a lot of … 现成市场 ready market 试订 trial order 在展出 on display 形式发票 pro-forma invoice 银行划拨 banker?s transfer 与。。。不一致 out of line with 给。。。折扣 to allow / give / grant sb a discount 有迹象表明 information indicates / indications show 考虑到 (鉴于) in view of 畅销 to sell fast / to sell well / to sell like hot-cakes to enjoy wide popularity / to command a good market 续订 repeat order II. 1. a 2. b 3. c 4. d 5. b 6. d 7. c 8. d 9. a 10. c 11. d III. 1. commodities 2. referred 3. commodity 4. stock 5. commodity 6.Referring 7. stock 8. commodities 9. stock 10. reference 11. stock 12. referred IV. 1. 感谢你方对我钢制家具询盘的答复。我们留下商品目录作进一步考虑，但同时我们也感到对此地市场 你们的产品定价过高。 2. 我们按此价在你方市场已达成大量交易，因此歉难接受你方还盘。 3. 我方价格已降至极限，很遗憾不能满足你方要求作进一步降价。 4. 三月前交货是这此订单的硬条件，延迟交货我方将有权拒收。 5. 我们已及时注意到你们对棉布的需求，但很遗憾，眼下我们无法供货。待供应情况有所好转我们再洽。 6. 我们最少需要500公斤。但如果质量上乘，我们可接受至多800公斤。 我们同意你方价格，但想知道购买数量在2000以上时，你方是否打算给5%的折扣。 7. 8. 很遗憾，不能接受你方还盘。即使让一半也不可能，因为材料价格已上涨了20%。 9. 虽然我们很想开拓与你方的业务，但很抱歉，不能按你方要求打折，因为我方价格已减至极限。 10. 如首批订单执行得令人满意，我们将向你方续订。 V. 1. In view of our long-standing business relations we make you such a counter-offer. 2. If you cannot accept it, please make best possible counteroffer. 3. We thank you for your quotation of July 20 and enclose herewith our order No. 111 for the captioned goods. 4. Your price is on the high side and we have to counteroffer as follows, subject to your reply received by us on or before this Friday. 5. As the goods are urgently needed by our customers, we hope you will deliver them promptly. 6. We cannot entertain business at your price, since it is out of line with the prevailing market. 7. We find both the price and quality of your products satisfactory and are pleased to give you an order for the following items. 8. As our customers find the quality of your products satisfactory, we are now placing our trial order with you for prompt delivery. 9. Through your full cooperation, we are able to place our trial order at your revised price. 10. We trust this trial order may lead to more important transactions. VI. 1. receipt 2. requested 3. under 4. catalogue 5. transaction 6. offer 7. to 8. confirmation 9. Specifications 10. option 11. installments 12. confirmed 13. irrevocable VII. (A) 敬启者: 事由:2009年产大豆 接你方8月15日函，按通常条款报(盘)给我方5000公吨标题货物，单价每公吨人民币 1600元。兹复，很遗憾我奥登色买主认为你方价格太高。有消息说，数批土耳其货在该地以 约比你价格低10%的价格售出。我们不否认中国大豆质量稍好，但价格不应有10%的差别。 为促进交易，我们代表客户还盘如下，以我方当地时间8月26日前收到你方答复为条件: 5000公吨2009年产大豆，每公吨奥登色到岸价人民币1300元，包括2%的佣金，哥本哈根 转船，其它条款按你方2010年8月15日函办理。 由于市场疲软，建议你们立即接受我们的还盘。 谨上 (B) 敬启者: 非常高兴收到您的订单并乐于确认您所需货物有现货供应。很高兴为您效劳，相信您对 货物的质量和我们的服务会感到满意的。 可以接受的付款方式是不可撤销的信用证，9月15日前有效，总金额不超过500美元。 一收到第一国民银行的确认，就准备着手装船，并听候贵方代理人的装船指示。 我们谨向您保证，对贵方这批订货和将来的订货，我们都会给予及时的关照。 谨上 VIII. (A) Dear Sirs, Re: Tablecloth Reference is made to your quotation for the captioned goods and the samples and catalogue enclosed. After we contacted our customers, they found both the quality and time of shipment acceptable, but the difference between your quoted price and the price at which we have got the goods from other suppliers is too great to accept. The price of same goods of Hongkong make is 10% lower than that of yours. We would therefore suggest that you reduce your price to the level which is in line with the prevailing price, and then we would place a large order with you. It is in view of your being our old customer that we make this counteroffer. Should the above be agreeable to you, please fax us so as to enable us to open the relative L/C. Yours faithfully, (B) Dear Sirs? Thank you for your quotation for Men?s Shirts and the samples sent to us on May 6. We have approached a number of our local customers in this area and many of them take an interest in “Swan” brand men?s shirts. We, therefore, ask you to make us your best offer on CFR Singapore basis for 5,000 Men?s shirts (NO. G –3). We believe we may secure some orders for you. We, however, would like to point out that unless your quotation is attractive to the buyers, it would be difficult to push the sale of your shirts successfully. Yours truly, Unit 6 I. 确认 confirm 以。。。为目的 with the view of 开列，缮写 make out 销售确认书 sales confirmation 一式两份 in duplicate 返签，会签 countersign 以。。。为抬头，以。。。为受益人 in one?s favor 公吨 metric ton 购货确认书 purchasing confirmation 有效(性)， 有效(期) validity 耽误，延误 delay 与。。。相一致 in conformity to ( with) 令人满意 to prove (to be) satisfactory /to turn out to the satisfaction of 减价 to reduce the price by / to reduce the price to 急需 be in urgent ( great / bad ) need of 保兑行 confirming bank II. 1. b 2. a 3. a 4. d 5. c 6. d 7. d 8. c 9. d 10. a 11. a 12. a III. 1. confirm 2. acceptable / confirmation 3. agreed 4. confirmation 5. agreeable 6. accept / acceptance 7. confirmed 8. agreed 9. agreement 10. acceptance 11. confirm IV. 1. 兹确认，我方将于3月15日按要求交货。 2. 我们相信，此次首批订单将导致我们两家公司之间进一步的交易。 我们可以肯定，我方货物会令你方完全满意，且完全适合你方需求。 3. 4. 希望货物能及时到达你方，并盼你方的进一步订单。 5. 若你方产品令人满意，我们将打算洽谈长期合同。 6. 我们急需上述订单之货，特要求你方空运此货。 7. 感谢你方试订，我们将保证你方订单会得到及时、认真地处理。 8. 谈到近几日我们之间的传真交往，我们很高兴能与你方达成下列交易。 9. 虽然你方价格低于我方报价，但为了启动我们之间的业务，我们还是破例接受。 10. 我们已经按你方4月4日传真及我方4月8日传真接受下列订单。请放心，一收到相关信用证，我们 将及时发运货物。 V. 1. If your prices are reasonable we believe we could conclude substantial business with you. 2. If you can reduce your price by 5%, we believe it is possible for us to conclude the deal. 3. As we are heavily committed, we can only accept orders for shipment in November. 4. The price you quoted is competitive, but the date of delivery can not be accepted. 5. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible. 6. In reply to your letter of March 5 quoting us the prices of writing paper, we are pleased to place a trial order as mentioned in the enclosed sheet. 7. We have received your catalogue and price list, and now we order the following goods at the prices named. 8. As our factories are fully committed for the fourth quarter, we regret our inability to entertain any fresh orders. 9. Your order is receiving our immediate attention and we will keep you informed of the progress. VI. 1. In 2. confirming 3. Enclosed 4. duplicate 5. countersigned 6. established 7. conformity 8. amendment 9. delay 10. cooperation VII. (A) 敬启者: 我们已及时收到你方第111号销售合同一式两份，按照你们的要求，我们已经会 签。兹随函退回一份，供你方备档。 有关信用证已通过伦敦中国银行开出。谅不久即可到达你处。收到后请立即安排 装运，并电告船名及开航日期。 谨上 (B) 敬启者: 事由: 紫铜丝 7月3日、12日传真收悉，多蒙合作，不胜感激。今确认已修改之订单如下: “40长吨紫铜丝成本、运费、汕头到岸价，每长吨115美元，8月发运。” 我已寄去购货确认书第3366号一式两份，请早日签退一份。我正与汕头中国银行 联系办理有关信用证。一俟开立，当即奉告。因急需此货，望能如期装运。 谨上 VIII. Dear Sirs, We are very much pleased to note from your letter of Nov. 6 that your customers are satisfied with the quality of our sewing machines shipped to you per S.S. “East Wind”, and that you wish to place a repeat order. While we appreciate that, we cannot at present entertain any fresh orders because of our heavy commitments. But we would like to inform you that there will be a possibility of a big expansion of production since the second quarter of next year. So you may rest assured that we will make you an offer as soon as the supply position improves. In the meantime, please keep us informed of the market developments at your end. Yours truly, Unit 7 I. 权利与义务 rights and obligations 有关各方 parties concerned 履行义务 fulfill one?s obligations 补偿 to make compensation 单价 unit price 支付条款 terms of payment 银行票据 bank instrument 异议 discrepancy 向。。。提出索赔 to raise a claim against 仲裁 arbitration 良好平均品质，大路货 FAQ (= fair average quality) 散装，大批量 in bulk 除非另有规定 unless otherwise stipulated 向。。。保证 to assure sb that / of 万一 in case 签订合同 to sign (close, enter into) a contract 履行合同 to execute ( perform, fulfill) a contract 重合同，守信用 to honor the contract and keep one?s words 向。。。开汇票 to draw (a draft) on sb 以。。。为抬头;凭。。。指示 (be) to one?s order II. 1. b 2. a 3. c 4. d 5. c 6. a 7. c 8. a 9. d 10. b 11. a III. 1. order 2. contract 3. drawn 4. order 5. draw 6. contract 7. order 8. contracted 9. drawing 10. draw 11. order 12. contracted IV. 1. 如你所知，我们的外贸政策是在平等互利的基础上与各国人民做贸易。 2. 我公司是本地区最大的电视机进口商之一，我们经营各种牌号的电视机已有二十多年了。 3. 兹确认我们今晨给你们电报50公吨花生的实盘，一周内复到有效。 4. 如果你方能报表200辆飞鱼牌自行车，三/四月船期，我们将非常感激。 5. 关于支付条件，我们要求不可撤销的、凭即期汇票支付的信用证。 6. 按照你方三月十五日来信的要求，我们给你作如下报盘。 7. 由于价格合理、质地优良，我们的棉布很畅销。 8. 我们充其量只能给你3%的佣金。 9. 我们通常用木箱装，每箱净重112磅，分成16小包，每包重7磅。 10. 我们可以满足你方要求，用木箱包装货物，但贵方必须承担额外包装费用。 V. 1. The unit price is US$ 220 per metric ton CIF Hamburg including 3% commission. ( or: CIFC3 Hamburg) 2. The Shipping Mark is at Seller?s option. 3. Insurance is to be covered (or: effected) by the seller for 110% of the invoice value against All Risks and War Risk. 4. The shipment is to be made in May 2009, partial shipments allowed but transshipment not allowed. 5. The goods are to be packed in poly-bags, 10 bags to a carton. 6. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. 7. The L/C should reach the seller 30 days before the date of shipment. th8. The covering L/C remains valid for negotiation in China until the 15 day after the aforesaid time of shipment. 9. What shall we do if the prices continue to rise (or: go on advancing / increasing)? 10. Shipment is to be made in December 2006 from China port to Singapore with transshipment and partial shipments permitted. VI. 1. commodities 2. Article 3. Specifications 4. Quantity 5. Unit 6. Amount 7. quantity 8. option 9. Mark 10. Destination 11. Insurance 12. Payment 13. confirmation / contract 14. receipt 15. covering VII. 1. b 2. c 3. b 4. c 5. d 6. d 7. c 8.c 9. d 10. c 11. c 12. d VIII. (A) SALES CONFIRMATION No. AC 4678 Sellers: Beijing Light Industrial Products Imp. & Exp. Co. Buyers: New York Trading Corporation 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: Ever-lasting Brand Bicycles Specifications: Type MB 28 Quantity: 1 000 pcs. Unit Price: US$ 70 per piece CIF New York Total Value: US& 70 000 Packing: In wooden cases Shipping Mark: At Sellers? Option Insurance: To be covered by the Sellers against All Risks & War Risk for 110% of the invoice value as per CIC of January 1, 1981. Time of Shipment: Before or on the date of March 31, 2010 Port of Shipment: China port Port of Destination: New York Terms of Payment: By irrevocable sight L/C, to reach the sellers one month before the date of shipment and remain valid for negotiation in China within 15 days after the above-said date of shipment. thDone and signed in Beijing on this 11 day of October, 2009 (B) SALES CONFIRMATION No. 290 Sellers: China National Light Industrial products Import & Export Corporation Buyers: David & 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: Working Gloves Specifications: Type ( or Model) No. 153 Quantity: 5,000 dozen Unit Price: HK$ 27.00 per dozen CIF Hongkong Total Value: HK$ 135,000.00 ( Say Hongkong Dollars One Hundred Thirty – Five Thousand Only) Packing: In boxes of a dozen each, 10 boxes to a carton Insurance: To be covered ( effected) by the sellers against All Risks and War Risk for 110% of the invoice value Time of shipment: January, 2010 Port of Shipment: China port Port of Destination: Hongkong Shipping Mark: At Sellers? option Terms of Payment: By confirmed, irrevocable L/C payable by draft at sight, to reach the sellers 30 days before thshipment and remain valid for negotiation in China till the 15 day after the latest date of shipment as specified in the covering L/C ndDone and signed n Beijing on this 2 day of November, 2009 Unit 8 I. 按，详见 as per 单价 unit price 总值 total value/ total amount 唛头 shipping marks 由 。。。选定 at one?s option 发票金额 invoice value 保险费 premium 由。。。支付 to be borne by…/ for the account of… 不可撤销的信用证 irrevocable L/C 议付 negotiation 索赔 claim 异议 discrepancy 检验报告 survey report 公证机构 public surveyor/ notary public 人力不可抗 Force Majeure 挂号空邮 registered airmail 仲裁 arbitration 争议 dispute 程序 procedure 给佣金 to give ( allow, grant, pay) commission 打折扣 at a discount II. 1. c 2. a 3. c 4. a 5. a 6. c 7. d 8. b 9. b 10. c 11. d 12. a 13. c 14. a III. 1. profit 2. discount 3. commissions 4. profit 5. commission 6. discount 7. profit 8. discount 9. profit 10.commissions 1. discount 12. commissions IV. 1. 感谢贵方4月20日来函报价，我方愿意订购下列货物。请贵方对此订单及时处理。 2. 我们将及时开证， 相信贵方会采取一切必要措施如期装船。 3. 关于我方400个电子打火机的订单，奉上我方第192号订购确认书，一式两份，请签退一份，以便我 方存档。 4. 由于大量承约，我们不能接受新订单，一俟新货源到来，我们将随即去电与贵方联系。 5. 这种货物我们几乎没有库存了，因此我们必须敦促贵方立即发货。 6. 若贵方的订量超过1万件，我们可以将价格下调5%。 7. 贵方订单已收到，很抱歉，近期不能满足贵方要求，因为你们指定所要的货物目前缺货。 8. 我们的丝绸服装工艺精湛， 设计 领导形象设计圆作业设计ao工艺污水处理厂设计附属工程施工组织设计清扫机器人结构设计 新颖，在你们市场上很有销路。 9. 鉴于你方以前的大量订货，特给予优先机会，但望贵方尽速答复，如无兴趣，我方可撤盘。 10. 彼此各让一半对双方都有好处。 V. 1. Our goods are moderate in price, about 5% lower than our competitors?. 2. We give you this special discount for the order with the view of developing the business relations between us. Since the article you require is not available for supply at present, we should like to recommend some similar 3. ones as follows. 4. If the shipment comes up to our expectations, substantial orders will follow. 5. Please inform us by return whether we may place our order (with you) at these revised prices. 6. In view of the recent increase in the price of raw material, we must reluctantly adjust some of our own prices. 7. We shall dispatch the goods as soon as we receive your confirmation of the order. 8. We?d like to state that owing to great demand we can only accept September shipment orders. 9. Since we have reached an agreement on all the details, we can sign the contract now. 10. We are not satisfied with the consignment, because the quality is different with (from) that of the samples. 11. As for package, I prefer cartons to wooden cases. 12. How much commission can you give us in this transaction? 13. If the amount of the order exceeds ,5000, we can allow 5% discount. VI. 1. as follows 2. provided 3. remain open 4. in line with 5. owing to 6. subject to 7. To our regret 8. reduce 9. discount 10. acceptance VII. 1. contract 2. commodity 3. specifications 4. packing 5. destination 6. prices 7. terms 8. credit 9. assures 10. convenient 11. covers 12. discrepancy 13. raise 14. settlement 15. negotiation 16. documents VIII. (A) SALES CONTRACT Contract No. 1791 Sellers: China Construction Materials Imp. / Exp. Co. Buyers: Genoa Trading 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: “Parrot” White Cement Specifications: Type 5578 - 9 Quantity: 1 000 long ton Unit Price: ,30 per long ton CFR Genoa Total Value: ,30 000 Packing: In 6-ply kraft-paper bags of about 110 lb each Shipping Mark: At Sellers? Option Insurance: To be covered by the Buyers Time of Shipment: In January, 2010, one lot or in 2 installments, direct steamer perferred Port of Shipment: Qingdao Port of Destination: Genoa Terms of Payment: By confirmed, irrevocable L/C at sight, in favor of the Sellers thDone and signed in Qingdao on this 16 day of October, 2009. (B) CONTRACT No. 06 – 15 Sellers: Cathay Export Corporation, (Beijing) Buyers: Copenhagen Trading Company, Ltd. This Contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Seers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Ladies Pyjama Art. No. 208 Specifications: Colour: pink, blue and yellow equally assorted. Sizes: S/3, M/6, and L/3 per dozen Quantity: 3, 000 dozen/sets Unit Price: at ,26.00 per dozen/sets CFC2% Odense Total Value: ,78,000.00 Packing: In cartons Shipping Mark: At buyer?s option Insurance: To be effected by the seller against All Risks and War Risk as per the China Insurance Clauses of Jan. 1, 1981 for 110% of the invoice value Time of Shipment: In October 2009, with transshipment at Copenhagen Port of Shipment: China ports Port of Destination: Odense, Denmark Terms of Payment: By irrevocable sight L/C to be opened in seller?s favor 30 days before the time of shipment thDone and signed in Beijing on this 20 day of August 2009. Unit 9 I. 汇付 to remit (remittance n. ) 托收 collection 信用证 letter of credit (L/C) 信汇 Mail Transfer (M/T) 电汇 Telegraphic Transfer (T/T) 票汇 Demand Draft (D/D) 预付款 down payment 履约保证金 performance bond 托收行 remitting bank 代收行, 汇付行collecting bank 运输单据 shipping documents 跟单托收 documentary collection 付款交单 documents against payment (D/P) 承兑交单 documents against acceptance (D/A) 跟单信用证 documentary credit 金额为。。。 for an amount (of) 由。。。付款 on (for) account of 洁净已装船提单 Clean On Board Bill of Lading 做成空白抬头 made out to order 空白背书 endorsed in blank 承兑汇票 to honor drawing (or: draft) II. 1. b 2. c 3. a 4. d 5. c 6. c 7. a 8. c 9. d 10. b 11. d 12. b 13. b 14. c 15. c III. 1. payment 2. charge 3. decline 4. pay 5. charges 6. decline 7. payment 8. decline 9. pay 10.charges 11.decline 12. charge IV. 1. 你方以付款交单方式付款的要求，我方已予考虑，鉴于这笔交易金额甚微，我们准备以此方式办理装 运。 2. 我们不知你方可否考虑接受我们提出的货到后凭单付款的支付方式。(CAD on arrival of goods) 3. 我方订单111号的金额没有超过一千英镑，请同意以D/P方式支付，因开立信用证会给我们带来许多 花费。 4. 银行划拨指买方在自己国内银行帐户上将钱款转到卖方所在国的卖方帐户上。 5. 汇票是债权人向债务人出具的书面命令，要求债务人在一定付款日期向受款人或其指定人支付一定的 金额。 6. 我们建议用30天期承兑交单支付。请确认你方是否接受。 7. 向你方开出的、以Mason为受益人的60天期汇票，将由上海Great Oriental银行向你方提示。请承兑， 不胜感激。 8. 我方5月11日向你开出的7月1日到期的汇票，昨天遭银行拒付。对此我们甚感惊讶。 9. 我们建议，这笔订单用票汇支付。一收到汇票我将立即组织第一艘便船装运。 10. 按要求，我们破例凭即期付款交单发货，但下不为例。 11. 请注意，我们已与你方就汇票支付地点达成一致。惠请在到期日予以承兑，支付时通知我方。 12. 支付凭保兑的、不可撤销的、可分割的、可转让的、无追索即期信用证。 V. 1. We?re considering your request for payment by D/P and will let you know our decision soon. 2. According to the present situation, we can accept payment by D/P if the amount involved in the transaction does not exceed ,1000. 3. If you agree to payment by sight L/C, we can conclude the business. 4. As is well known, we can not accept payment by D/A, for which we feel very sorry. 5. We have to point out that all the charges prior to shipment shall be borne by the Buyers. 6. You?ll run no risks in selling these goods, because they are best sellers. 7. In view of our long friendly relations, this time we?ll exceptionally accept D/P at 60 days? sight. 8. We fell it necessary to make it clear that for future transactions payment should be made by sight L/C. 9. If your L/C can reach us before the end of this month, we?ll try our best to arrange shipment at the beginning of next month. 10. Please note the 1000 Sewing Machines under S/C No. 122 are ready for shipment. Please rush L/C for us to make shipment. 11. Please see (to it) that the L/C stipulation will be in strict conformity with the contract terms. th12. According to the stipulation of S/C No. 211, the relative L/C should reach us before Jan. 15. VI. 1. payment 2. importer 3. foreign 4. contract 5. irrevocable 6. transaction 7. favor 8. shipment 9. check 10. documents 11. negotiation 12. validity 13. amendment VII. 1. payments 2. bills 3. issued 4. upon 5. credit 6. order 7. pay 8. negotiate 9. trade 10. importer 11. delivery 12. incomplete VIII. (A) Dear Sirs, We have received your letter dated September 1. As already pointed out in our previous letter, we had made arrangements with our manufacturers to make delivery as punctually as possible in future. We shall see to it that your interest is well taken care of at all time. Regarding the terms of payment, while we have every confidence in your integrity and ability, we wish to reiterate that our usual terms of payment by confirmed and irrevocable letter of credit remain unchanged in all ordinary cases. For the time being, therefore, we regret our inability to accept D/A terms in all transactions with our buyers abroad. For future shipments, however, we shall do our best to fulfil your orders within the time stipulated. If, by any chance, it is possible for us to do so, we will effect shipment on a D/P basis in order to avoid putting you to so much trouble in the extension of letter of credit. We trust you will appreciate our cooperation. Yours faithfully, (B) Dear Sirs, We thank you for your order No. 990 for 50 metric tons of white cement but regret being unable to accept your terms of payment mentioned therein. In our last letter we sent you a copy of our specimen contract in which are contained the general sales terms and conditions. If you have gone through the specimen contract you will see that our usual terms of payment are by confirmed, irrevocable letter of credit in our favour, available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China till the 21st day after the prescribed time of shipment, and allowing transshipment and partial shipments. thWe also mentioned in our letter of 14 June that several big Italian firms had already done business with us according to above terms. We hope therefore that you will not hesitate to come to agreement with us on payment terms so as to get the first transaction concluded. As soon as we hear from you in the affirmative we will send you the contract, so that the goods can be ready for shipment as requested. We look forward to receiving your favorable reply soon. Yours faithfully, Unit 10 I. 开证人(开证申请人) opener / applicant / for account of… 受益人 beneficiary / in favor of … 开证行 opening bank / issuing bank 通知行 advising bank/ notifying bank 保兑行 confirming bank 议付行 negotiating bank 付款行 paying bank 偿付行 reimbursing bank 审证 to examine / to check a letter of credit 不符点 discrepancy (信用证)修改书 amendment 偿付条款 reimbursement clause 进口许可证 import license 有效期 validity time 毫无延迟 without delay 一收到。。。就 on receipt of 缔结条约 to conclude a treaty 达成交易 to conclude business II. 1. c 2. a 3. b 4. b 5. d 6. a 7. a 8. d 9. c 10. b 11. d 12. d 13. a 14. c 15. c III. 1. cover 2. conclusion 3. covers 4. conclude 5. coverage 6. handle 7. covering 8. handled 9. conclusion 10. handling 11. concluded 12. conclude / handling IV. 1. 请在第123号信用证的数量前加上“about”一字。 2. 由于开往你港的直达轮稀少，我们不得不常常在香港转船。 3. 经审查，发现信用证金额不足。请将单价由0。55元人民币增至0。60元人民币，总金额增至3万7 千元。 4. 请一定速将信用证修改书传至我处，因货物已备妥多时。 5. 由于我们所订舱位的直达轮到迟，请将第4455号信用证的装期及效期分别展至6月30日及7月15日， 不胜感激。 6. 信用证修改书必须于11月15日前送达，不然，信用证效期须延至年底。 7. 你方445号信用证收悉。但我方审查时发现不许转船及分运，请立即修改。 8. 由于在5/6月期间没有从上海开往你港的直达轮，请无论如何删去“由直达轮装运”条款，并加上“允许 分运及转船”字样。 9. 由于港口拥挤，请将你方1345号信用证装期及效期分别展至6月1日及6月5日。 10. 请修改2345号信用证如下: a) 按合同，应是“公吨”而不是“长吨”。 b) 最迟装运期为9月30日，且允许装船及分运。 11. 关于你方2347号信用证，请电改，删去“银行费用由受益人承担”条款。 12. 你方2334号信用证金额少开了520美元，请根据合同加上。 5%。因此，请要求你方银行13. 我方销售确认书规定，此笔交易佣金为3%，但我们发现你方信用证要求 修改。 14. 你方信用证552号项下的货物备妥已久，但改证通知尚未到达我方。现要求展期15天。 V. 1. We always adopt this kind of payment terms in our foreign trade. (or: This mode of payment is commonly used in our foreign trade.) 2. This point has been stipulated in the contract. 3. It is necessary to check up the L/C with the contract. 4. Payment by an irrevocable letter of credit was agreed upon by both parties. 5. On request the shipment validity has been extended till the end of September. 6. Thank you for your Letter of Credit No. 111. But on checking, we find it contains the following discrepancies. th7. Please amend L/C No. 23 to read “This L/C will expire on 28 February, 2002 in China.” 8. As the amount of your L/C is insufficient, please increase it by US$ 250 by fax. 9. Please amend the above L/C to read “Shipment from Dalian” instead of “Shipment from Qingdao”. 10. The goods should be insured for 110% of the invoice value, not 150%. 11. It appears that the quantity unit in your L/C No. 355 does not agree with the contracted terms. Please rush amendments. 12. It would be greatly appreciated if you could extend the shipment and validity of L/C No. 125 to October 15 and October 31 respectively. VI. 1. IRREVOCABLE 2. draw 3. ONLY 4. duplicate 5. accompanied 6. Lading 7. blank 8. Policies 9. Certificates 10. value 11. commercial 12.Origin 13. effected. 14. Partial 15. expires 16. negotiation 17. Drafts 18. accordance 19. honoured 20. subject VII. (A) 敬启者: 你方789号信用证收悉，谢谢。 经核对条款，我们遗憾地发现你方信用证要求 20 09年10月装运，而我方合同规 定11月装运。因此，务请把装运期和议付期分别展至20 09年11月30日和12月15 日。 请即办理展证事宜，并尽早电复。 谨上 (B) 敬启者: 你方有关123 号订单项下花生的信用证3455号，计6500美元收到，谢谢。 信用证金额显然不足。你方订单正确成本加保险、运费总额应是6500美元，不是 6000美元，相差500美元。 有鉴于此，请将你方信用证金额增加500美元。 请迅速办理此事为荷。 谨上 (C) 敬启者: 由新南威尔士银行开出的信用证3524号已收到。经审查发现不允许分运和转船。 因驶往你港的直达轮稀少，我不得不经常安排在香港转船。至于分运，我们可以 备好多少货发运多少，而不必等侯整批货备齐再发，这对双方都有好处。 故此今天下午已给你去电要求修改信用证，改为 “允许分运及转船”。 望务必电改无误。 谨上 VIII. (A) Dear Sirs, L/C No. LST 150 We have received the above mentioned L/C against our Contract No. 245B. After checking the L/C carefully, we have found a number of discrepancies and would request you to make the following amendments: 1. The place of expiry should be China instead of London; 2. The correct name of the applicant is “London Food Imp. Co., Ltd.” Not “London Imp. Co., Ltd.”; 3. The unit price should be ,2 200 per m/t instead of ,2 000 and the total amount both in figure and in words should respectively be “,11 000” and “(SAY POUNDS STERLING ELEVEN THOUSAND ONLY )” instead of “,10 000” and “(SAY POUNDS STERLING TEN THOUSAND ONLY); 4. Amend the clause “Partial shipments and transshipment are prohibited” to read “Partial shipments are allowed. Transshipment is prohibited”; 5. Amend “90% of the invoice value” to read “ full invoice value”; 6. The contracted goods are “Frozen Shrimps”, not “Fresh Shrimps”. We hope you will send us your amendment advice without any delay so as to enable us to effect shipment in time. Yours faithfully, (B) Dear Sirs, While we thank you for your L/C No. 6785, we have to ask you to amend it as some discrepancies are found as follows: 1) The quantity should be 5000, not 6000; 2) The article number should be 6103 instead of 6310; 3) The insurance is to be covered for 110% of the invoice value instead of 150%; 4) This credit must be negotiated in China, not in Germany; Please adjust the credit immediately so that we can make arrangement to ship the goods in time. Yours faithfully, (C) Dear Sirs, L/C No. HSW 0095 We wish to acknowledge receipt of the captioned L/C covering your order for bed sheets and pillow cases and must point out that the L/C contains a number of discrepancies. Therefore, you are requested to make the following amendments: 1) Increase the unit price for 1500 bed sheets, 120 cm, primrose, from ,2.50 to ,3.00 and total amount to ,19 050 ( SAY POUNDS STERLING NINETEEN THOUSAND AND FIFTY ONLY); 2) The unit price for pillow cases of both colors should be “per pair” instead of “each”; 3) Transshipment clause should be amended to “allowed at Hongkong”; 4) Delete “less 2% commission” after the clause in relation to the draft”. Your early attention to this matter will be highly appreciated. Yours faithfully, Unit 11 I. 管道，管线 pipeline 大宗商品;散装货bulk products 空运 air freight (港口)吞吐量handling capacity 集装箱 container 标题货物 captioned goods/ subject goods 班轮 liner 不定期货轮 tramp 直达轮 direct vessel (航班)稀少 few and far between 联运提单 Combined Transport B/L 包装装潢 packing and presentation 把。。。看作 to regard as 装运通知 shipping advice 分。。。批 (装运) in…installments (货物)备妥待运 to be ready for shipment 交货 make delivery 提货 take delivery II. 1. c 2. a 3. c 4. b 5. a 6. d 7. b 8. d 9. c 10.a 11.b 12.d III. 1. ship 2. subject 3. delivery 4. shipment 5. subject 6. delivered 7. subject 8. delivery 9. shipment 10. shipping 11. delivered 12. shipment, subject IV. 1. 很高兴告诉你方，100台缝纫机已于今日装“红环”轮。相信该批货会顺利到达你方且情况良好。 2. 按合同规定，我们在货物装运后马上空邮给你寄去整套副本单据。 3. 请立即着手交货，务必不可再延误。 4. 兹通知你方，售货合同456号项下的货物已于7月8日装“云南”轮，经哥本哈根转船，预计9月初可 达你港。 5. 关于售货合同9889号项下的货物，我们已在“东风”轮上订舱，该轮5月20日左右到达伦敦。请与我 船运代理，伦敦Lambert Bros.公司联系装运事宜。 6. 如能尽快装运，我们将不胜感激，以便我方买主能赶上销售季节开始时的活跃需求。 7. 我们想了解一下运输时间、航班次数及是否预留舱位。 8. 从供应商处我们得知，由于气候恶劣，你方223号订单项下的货物可能难以由“东风”轮及时运达，该轮 原订于6号驶离此港。 9. 如前信所述，虽订做的西服不可能在三个月的时间内发运，我们仍愿帮忙优先考虑你方订单。 10. 很高兴告知，你方9月30日112号订单项下的货物已于今日装“风庆”临。该轮订于10月20日驶往新 加坡。 11. 有必要强调一下，必须在规定的时间内装运，进一步展证将不予考虑。 V. 1. Transportation plays a very important role in Foreign Trade. 2. We are used to buying products from stores. 3. Which transportation mode should be used depends on time and cost. 4. Since liberation most import goods have been shipped by sea. 5. Our manager said we would consider it. 6. So far there have been over 100 free ports in the world. 7. A truck can carry goods directly to the market though it can?t carry too much at a time. 8. We hope you will arrange early shipment. 9. According to the terms of the contract the shipment is to be effected by 20 May and we must have the B/L by ththe 30 at the latest. 10. As the goods are to be transshipped at Hongkong, we shall require through B/L. 11. As for air waybill, it will be sent to you as soon as the consignment is ready for dispatch by Air China. 12. We have to advise you that we are unable to dispatch your order in full owing to a great shortage of shipping space. VI. shipping advice 装运通知 shipping instructions 装运须知 shipping mark 船唛 shipping space 舱位 shipping documents 装运单据 shipping agents 船运代理 freight charges 运费 freight rate 运费费率 freight ton 运费吨 voyage charter 程租船 tramp 不定期租船 time charter 期租船 demurrage 滞期费 dispatch money 速谴费 bulk cargo 大宗货物 tonnage 吨位 lay days 受载日期，装卸期间 bonded warehouse 保税仓库 delivery order 提货单，提货通知书 customs declaration 报关 VII. (A) 运输 运输促进贸易。货物从销售国某地运往购买国某地，运输帮助促成了交易，也是进出口贸易业务环节中不可或缺的环节。 运输方式各有不同，陆地接壤的国家可采用陆地运输，使用公路或铁路。当目的地位于大陆深处时，就需要采用其他方式了。空运可以用来发送货物到国外遥远的地方，但由于竞争激烈，其昂贵的费用降低了成交的成功率。在这方面，海运无疑是最经济的手段，尤其是大宗商品的交易。这就是为什么当今世界贸易总量的大约98%的运输都是由海运完成的。 (B) 装运单据 提单、商业发票、保险单(或凭证)、装箱单、花码单等一般都称装运单据。前三种是主要的，但根据买主的要求有时也包括其他单据。这些单据往往与对进口商品的征税有关。如领事发票(一种进口国驻出口国领事出具的证明)、产地证书、价值证书等。有时需要这些单据是因为根据各种国际 协议 离婚协议模板下载合伙人协议 下载渠道分销协议免费下载敬业协议下载授课协议下载 ，特别是英联邦内部的一些协议，某些国家可享有较低的进口关税。当要求征收较低的关税时，有关国家的海关人员会要求申报货物的价值，要求证明是出口国制造等。 这种价值证书和产地证书常常由出口方经商会担保而出具。如果这种证明是领事出具，则称为领事发票。 VIII. (A) Dear Sirs, Re: Information on Container Service Thank you for your inquiry of March 21. The shipping containers we provide are of two sizes, namely 10 ft and 20 ft respectively. They can be opened at both ends, thus making it possible to load and unload at the same time. For carrying goods liable to be spoiled by damp or water they have the great advantage of being both water-tight and air-tight. Containers can be loaded and locked at the factory, if necessary. Pilferage is therefore impossible. Being temperature-controlled, our containers are provided for any cargo that needs special care. This offers its full benefit in shipping. There is also a saving on freight charges, when separate consignments intended for the same port of destination are carried in one container, and an additional saving on insurance because of lower premium charges for container-shipped goods. We enclose a copy of our tariff and look forward to receiving your instructions. Yours faithfully, (B) Dear Sirs, We have received your letter of October 1, asking us to modify the previous arrangements for the shipment of the captioned goods. We understand that instead of two equal shipments in January and February next year, you now wish to have 80% of the goods shipped in November and the balance in December this year. In reply, we wish to inform you that although we are in a position to supply you with the goods against the above order from stock we are advised by the shipping company that because direct vessels, weather liner or tramp, sailing for your port are few and far between, the shipping space has been fully booked up to the end of November. In the circumstances, we regret being unable to meet your request. However, if you would allow transshipment at Hong Kong we would do our best to make further contacts with the shipping company for the shipment of the first lot of the goods in November. In this case, you must bear the additional charges. In spite of this, we wonder if the goods in question will reach you earlier than the originally scheduled time. Please take the above into consideration and let us know your decision as early as possible. Yours faithfully, Unit 12 I. 提单 bill of lading (B/L) 背书 endorsement 空白抬头，凭指定 to order 空白背书 endorsed in blank 运费预付，运费已付 Freight Prepaid 运费下付，运费到付 Freight Collect 发货人 consignor , ( =shipper ) 收货人 consignee 已装船提单 on board B/L 备运提单 received-for-shipment B/L 清洁提单 clean B/L 不清洁提单 foul B/L 不良批注 unclean notation 记名提单 straight B/L 不记名提单 bearer B/L 指示提单 order B/L 直达提单 direct B/L 联运提单 through B/L 过期提单 stale B/L II. 1. d 2. c 3. a 4. d 5. d 6. d 7. c 8. b 9. b 10. a 11. c 12. d III. 1. demand 2. effect 3. supply 4. effective 5. supply 6. demand 7. effect 8. effect 9. demand 10. supply 11. demand 12 supply IV. 1. 运费是根据货物的体积和重量，有时也根据货物的价值来计算的。 2. 提单是船主出具的证明，详细说明货物的情况。 3. 提单也是正式收据，证明收到提单上所列的货物。 4. 提单上会有多条条款表述船东与发货人的权利与义务。 5. 相关货物到达目的港前，提单也可转让，也可用作抵押品向银行贷款。 6. 提单、商业发票、保险单(或保险凭证)常被称作主要装运单据。 7. 船东出具了清洁提单，就意味着他承担了对所装运货物的全部法律责任及履行合同的义务。 8. 上面标有“空白抬头”或“凭 。。。指示”的提单，可以背书转让。 9. 在货物按期到达目的港后才呈交给收货人的提单被称为过期提单。 10. 集装箱在国际航运中起着越来越重要的作用，集装箱提单(多式联运提单)正在被更加普遍地使用。 11. 如果提单上注明货物外表状态良好，那么货损一定是在船上运输期间产生的。 12. 作为售货证明，提单上记载了装船货物的数量、状态、船名、装运港、目的港、具体日期及其他信息。 V. 1. Marine bills of lading are used primarily in international sales of goods where the carriage of goods is by sea. 2. We are glad to inform you that the goods you ordered are ready for shipment. Please let us have your instructions for shipping marks and dispatch. 3. Please book the necessary shipping space in advance to ensure timely dispatch of the goods ordered. 4. As our users are in urgent need of the consignment, please get the goods dispatched within the stipulated time. 5. As the market is sluggish, please postpone the shipment of our ordered goods to March. 6. Owing to the delay in opening the relative L/C, shipment cannot be made in May as contracted and should be postponed until June. 7. Enclosed please find one set of the shipping documents covering this consignment, which comprises:the commercial invoice, bill of lading, packing list, certificate of origin and insurance certificate. 8. The Commercial Invoice and Insurance Policy, together with clean on board ocean Bill of Lading have been sent through the National Bank. 9. In compliance with the terms of the contract, a full set of duplicate (or: n/n) documents were airmailed to you immediately after the goods were shipped. 10. Straight bills of lading are not negotiable and cannot be transferred to third parties. 11. It is important that the bill of lading is available at the port of destination before the goods arrive or at the same time. 12. To protect himself, the ship-owner should ensure that the exact condition is stated on the bills. VI. 1. software 2. bill of lading 3. documents 4. electronic delivery 5. title 6. process 7. approach 8. cycle 9. eliminates 10. reduces VII. 1. h 2. c 3. i 4. f 5. k 6. e 7. a 8. d 9. b 10. m 11. j 12. o 13. n 14. l 15. g VIII. The information set forth in a bill of lading may include: 1) the parties concerned; 2) description of the goods being shipped, such as name of the goods, weight and measurement, number of packages and marks etc.; 3) the apparent condition of the goods and/or packages; 4) ports of loading and discharge, carrying vessel?s name and voyage number; 5) time of payment regarding freight; 6) number of originals of B/L, place of issuance and date; and 7) the signature of the issuer. Some other terms and conditions may also appear on the front or back of the bill of lading to meet different requirements. Unit 13 I. 投保 to cover insurance (to effect insurance) 险别 coverage 保险费 premium 保险人 insurer ( underwriter， insurance broker) 保险公司 insurance company 投保人 the insured 保险金额 insurance amount 保险单 insurance policy 保险凭证 insurance certificate 风险 risks 仓至仓条款 warehouse to warehouse clause 发票金额 invoice value 中国人民保险公司 PICC (= People?s Insurance Company of China) 海洋运输货物保险条款 Ocean Marine Cargo Clauses (伦敦保险协会)协会货物条款 Institute Cargo Clauses (ICC) 平安险 FPA (Free from Particular Average) 水渍险 WPA (With Particular Average) 综合险 All Risks 如果;万一 in case of II. 1. b 2. d 3. a 4. b 5. c 6. d 7. b 8. d 9. c 10. c 11. a 12. d III. 1. assure 2. satisfactory 3. Insurance 4. assure 5. satisfaction 6. assured 7. insured 8. assure, satisfied 9. insure 10. assure 11. insure 12. satisfied IV. 1. 请按110%的发票金额为这些货物投保一切险及战争险。 2. 如果要求我方投保特殊险别，则必须支付额外保险费。 3. 按惯例，投保使用的货币币制应与信用证使用的相一致。 4. 一收到你方借记通知，额外保险费当立即退还。 我们已向中国人民保险公司为货物投保了5000美金的一切险。 5. 6. 既然我们是按CIF订货，由你方投保，请你方向承保人索取保险赔偿。 7. 投保人应立即向承保人或其代理人提出索赔。这样一来，后者就有充裕的时间向有关方面进行追索。 8. 如你方与保险公司签有预约保险单，我们不反对你方在当地投保。这样，我们一发运货物就会告知你 方装运细节。 9. 买方对保险起至范围延伸至内陆城市的要求可以接受，条件是额外保险费须由买方支付。 10. 我们不能接受你方信用证保险条款要求的用美元出具保险凭证，因为信用证是以港币开出的。 11. 我们想投保水渍险，包括“仓至仓”条款，效期为60天。 12. 我保险公司是一家享有盛誉的国营企业，理赔公平、及时。特建议以CIF价格成交，由我方投保。 V. 1. For all the transactions on the basis of FOB terms, insurance should be covered by Buyers. 2. In order not to sustain any losses because of delay shipment, we request sellers to mark the penalty clauses in the contract. 3. Premium is to be charged according to the coverage involved. 4. Our foreign trade companies usually adopted CIF、CFR and FOB terms. 5. Sellers are to effect insurance against ALL Risks and War Risk for 110% of the invoice value. 6. If you want the insurance covered for 130% of the invoice value, the extra premium should be borne by you.(or: for your account) 7. Please insure the goods (against) W.P.A. and indicate the premium. 8. Please cover insurance at our request and inform us of the shipping advice. 9. As our order was placed on CIF basis, the insurance is to be arranged by you. 10. We usually insure with the People?s Insurance Company of China for the goods sold on CIF basis. 11. We are sorry to learn that your goods were badly damaged during transit and the insurance company will compensate you for the losses according to the coverage arranged. 12. Should any damage be incurred you may approach the insurance agents at your end and submit an insurance claim supported by a survey report. VI. 1. policy 2. insurer 3. insured 4. premium 5. insurance 6. state-owned 7. agents 8. covered 9. effect 10. invoice 11. account VII. (A) 为出口商品旅途的风险投保已成惯例。在国际贸易中，货物由卖方送达买方一般要经过长距离的空运、 陆运或海运，其间还有装卸、储存的过程。在这一过程中，货物很可能会遭遇各种风险，有时会受损。为 了使货物免遭这种风险可能带来的损失，在运输前买方(或卖方)往往会向保险公司申请为这些运输途中 的货投保。 (B) 保险单是一种正式单据，证明承保人接受在一特定旅途中为所运货物保险。保险单也是承保人与投保 人之间的正式合同，上面注明投保人姓名、商品、运输、投保险别范围、保险金额、有关双方的权利与义 务等详细条款。 一旦投保的货物丢失或受损，保险单也可作为投保人索赔和承保人理赔的依据。此外，对于按CIF条 款达成的以信用证支付的交易，保险单也是到银行议付必不可少的装运单据。 (C) 敬启者: 5月18日函悉。按要求我方已于今晨发去传真，报CFR盘100公吨羊毛。 关于中国人民保险公司经营的险别范围，如客户无明确指示，我们通常按发票金额的110%保水渍险 和战争险。也可安排一切险，保险费稍高一点。如客户有要求，也可安排其他险别，但额外保险费应由买 方负担。 希望上述信息能满足你方要求。 XX谨上 VIII. (A) Dear Sirs, Re: Our Order No. 101 covering 50 Computers We wish to refer you to our Order No.101 for 50 computers, from which you will see that this order was placed on a CFR basis. As we now desire to have the shipment insured at your end, we shall be much pleased if you kindly arrange to insure the goods on our behalf against All Risks for 110% of the invoice value. We shall of course refund the premium to you on receipt of your debit note or, if you like, you may draw on us at sight for the amount. Yours faithfully, (B) Dear Sir, Re: Our Order No. 101 covering 50 Computers We thank you for your letter of September 30, requesting us to effect insurance on the captioned shipment for your account. We are pleased to confirm having covered the above shipment with the People?s Insurance Co. of China against All Risks for $ 25 000. The policy will be sent to you in a day or two together with our debit note for the premium. thFor your information, this parcel will be shipped on S.S. “Dongfeng”, sailing on or about the 10 next month. Yours faithfully, Unit 14 I. 用。。。包装 to be packed in 包装;包装容器 package 尺寸 dimension (= measurement) 毛重 gross (weight) 净重 net (weight) 皮重 tare (weight) 适航的 seaworthy 塑料袋 poly-bag 纸箱 carton 箱 case 梱 bale (= bundle) 罐，听 can (= tin) 托盘 pallet 集装箱 container 散装 in bulk 野蛮装卸 rough handling 。。。的一部分 to be part of 以 。。。方法(或方式)in a manner 国外市场 external market 对。。。有吸引力 to appeal to 引人注意 to catch one?s eye 提供信息 to provide information about 提供方便 to provide convenience II. 1. b 2. d 3. a 4. b 5. c 6. d 7. c 8. a 9. c 10.d 11.a 12. b III. 1. interest 2. advantage 3. favour 4. interests 5. advantages 6. interest 7. favour 8. interest 9. advantages / disadvantages 10. interest 11. favour 12. advantage (or: interest) 13. favourable 14. disadvantage IV. 1. 我们的旅行剪刀用防水纸衬里的纸箱包装，每箱装100盒，每盒装一打。 2. 我们可以满足你方包装的特殊要求。但是额外费用需由你方承担。 3. 所有自行车均在港口用结实的防水材料包装后再装入板条箱。 我方衬衫用塑料衬里的纸箱包装，再以金属条加固。 4. 5. 当你方订购的各种产品完全入库后，我们将按适合运输的尺寸打捆。 6. 我方男式衬衫将用塑料袋包装，5打装一纸箱，外用铁条加固。 7. 由于所有货物可能都要经过海关检查，包装应该用开箱后容易还原的箱子。 8. 集装箱广泛用于国际贸易，因此你不必担心他们的适于海运的性能。 9. 我们的纸箱很结实，经受得起运输途中的野蛮装卸。 10. 务请将我们合同TN220项下的茶叶用国际 标准 excel标准偏差excel标准偏差函数exl标准差函数国标检验抽样标准表免费下载红头文件格式标准下载 的茶叶箱包装，24箱装一托盘，10托盘装一集装箱。 11. 货物应采用一种能保证安全完好到达目的地和便于在装运中搬运的方式进行包装。 12. 我们的毛巾用纸盒包装，每盒装12条，红、黄、白均匀搭配，24盒装一纸箱。 V. 1. A strong package is very important. 2. One aim of packing is to make it easy for customers to carry the products. 3. Please be sure to make shipment according to our packing instructions. The batch number should be marked clearly on every container. 4. 5. Your packing must be seaworthy and can stand rough handling during transit. 6. Please see to it that each carton is lined with a plastic sheet and marked „KEEP DRY? on the outside. 7. All our products are of prime quality with attractive packages. 8. Each piece of their Cotton Prints is wrapped in kraft paper and every 30 pieces are packed in a wooden case lined with waterproof paper. 9. Our raincoats are now packed each in a poly-bag and then in a cardboard box, 10 dozen to a carton. 10. We have received information to the effect that our product is superior in quality and moderate in price but a little behind in packing. 11. In consideration of the transport condition at your end, we have improved our packing so as to avoid any damage to the goods. 12. Regarding the fibre content label, we shall see that it is sewn to the outside of the pillowcase instead of to the inside. VI. 1. marked 2. neutral packing 3. practice 4. name 5. commodity 6. package 7. importer 8. trade mark 9. brand 10.exporters 11. customs duties 12. quota VII. (A) 执事先生: 谢谢你方6月2日寄来的订单。很高兴通知你方，除包装一项我们可接受你方所有条件。 订单中提到的包装是我们几年前采用的旧式方法，我们一直在对此进行改进。经改进后， 近来货物装运已完全能令客户满意。 我们的雨衣用塑料袋装后再装入纸箱。每箱装10打，毛重约50公斤。箱子用塑料布衬 里，然后用带子捆牢，以防货物受潮，也不会因野蛮装卸而受损。 XXX谨上 (B) 执事先生: 6月5日来函收悉。得知标题货物已由“东风”轮运出。同时感谢你方寄来的CB331号发 票一式两分。 关于成品服装包装一事，你方表明已令主管部门关照此事，并认为用纸箱包装不仅可防 盗，而且防潮、轻便、易于装卸等等。经与我方客户商讨后，我们认为你们的意见听起来有 道理。然而，在第一批用这种纸箱包装的货物到达之前，我们对此事尚无把握。 我们的意见是，若纸箱包装令我方客户满意，今后可继续采用。否则，将极大地影响我 们双方贸易关系的发展。 请放心，为了双方共同利益，我们会尽最大努力，全力与贵方合作。 一旦由“东风”轮装运的货物到达我方，我们一定会与您联系无误。 XXX谨上 VIII. Dear Sirs, We thank you for your letter dated Aug. 5 inquiring about the packing and the shipping marks of the goods under Contract No. GP11, and are pleased to state as follows: All material is wrapped in plastic bags and packed in tins, the lids of which are sealed with adhesive tape. Ten tins are packed in a wooden case, which is nailed, and secured by overall metal trapping. As regards shipping marks outside the wooden case, in addition to gross, net and tare weights, the wording “Made in China” is also stenciled. Should you have any special preference in this respect, please let us know and we shall meet your requirements to the best of our ability. We assure you of our close cooperation and await your further comments. Yours faithfully, Unit 15 I. 对。。。的抱怨 the complaint (about) 抱怨。。。 to complain (about / of) … 索赔;声称 (to) claim 包装不慎 poor packing 劣质 inferior quality 符合标准 up to the standard 在。。。之间的差异 a discrepancy between 装运延误 a delay in shipment 惩罚条款 penalty clause 忽略; 疏漏 negligence 负责 to take responsibility 调查 to investigate (investigation) 归因于 to attribute to 补偿 to compensate (compensation) 保留权利 to reserve the right 坚持 (主张) insist on 。。。 (insist that) 不足 inadequate 取消订单 to cancel the order 有毛病的 faulty/defective 更换 to replace 守信用 to keep one?s promise “对。。。(货物)因。。。(原因)向。。。(某人)提出。。。(金额)的索赔” “to lodge ( file/raise/make/register) a claim against…( sb.) for …(reason) for …(amount) on…(goods)” II. 1. c 2. a 3. d 4. c 5. c 6. c 7. c 8. d 9. c 10. a 11. a 12. d 13. d 14. d III. 1. regret 2. appreciate 3. Thank 4. regret 5. appreciation 6. thank 7. regretful 8. thanks 9. regrettable 10. appreciated 11. thanks 12. appreciate IV. 1. 你方的延误使我们在客户面前处于非常尴尬的地步。我们必须要求你方尽最大努力帮我们摆脱困境。 2. 好些时候过去了，我们一再催促你方立即交货。除非这批货已上路，否则过迟到达而错过季节将会对 我们毫无用处。 3. 经检查发现，几乎20%的包装已破损。显然是包装不当所致。 4. 经检查发现，所装之货全部污损，大量货物被海水浸泡。 5. 我们有装船单据为证，船方在接收货物时，货物完好无损。因此，货物肯定是在运输途中受损。 6. 整批货对我方已毫无用处，我们将留待你方处理，仓储费由你方负担。 7. 我们发现你方货物质量与协议规定不符。由于货物无法销售，已无用处，我们特向你方索赔20 000美 金。 8. 检查所收货物时，我们发现有几项发票所开列的货物未包括在内。现随函寄去漏发货物之清单一份。 9. 我方123号订单项下之货物短重500公斤。对此，我们必须向你方索赔1 100美元，外加检查费。 10. 这是我们能作出的最大让步。如你方不同意我方建议，我们可以通过仲裁解决。 11. 因为船运公司对此损失负有责任，我们认为你们的索赔应提交他们解决。 12. 我们认为最好的程序是请专家检验每件货物。我们正在为此作安排。 13. 你方申诉现正在调查之中，需要花费一些时间。一旦有结论，定会告知。 14. 关于短重，我们建议你方向船运代理索赔。因对这类事件，我们的确不能承担任何责任。 15. 关于短重，我们随函附寄调查报告一份，以证明损失可能是在运输途中发生的。 16. 对于此次延误我们深表歉意。但你方会明白，当时情况非我方所能控制。 V. 1. Our end-users insist that you should see your way to compensate for the loss they sustained. 2. We accept your justified complaint for improper packing and ask that you return the damaged pieces to us. 3. We have no choice but to resort to litigation for a final resolution. 4. Our transaction has been concluded on FOB basis. It seems we shall not be held responsible for the shortage. 5. As you consider our proposals unsatisfactory, we suggest that the matter be submitted to arbitration. 6. As the quality of your shipment for our Order No.586 is not in compliance with the agreed specifications, we cannot but file a claim against you. 7. Should the missing case not be found we?ll reserve the right to claim compensation from you for the shortage. 8. In case of damage or pilferage the insurance company will refuse compensation on the grounds of improper packing. 9. Please look the matter up at once and see to it that the goods are delivered without further delay. 10. We have to ask for a compensation to cover the loss incurred as a result of the inferior quality of the goods concerned. 11. We reserve the right to claim compensation from you for any damage. 12. We believe that this is the most advantageous solution to you, since you can get the complete goods at a specially reduced price. VI. 1. quantity 2. wrong goods 3. packing 4. inferior 5. standard 6. discrepancy 7. delay 8. penalty 9. Complaints 10. negligence VII. (A) 敬启者: 我方订单4321号 我方如期收到有关装运单据，并已在汉堡港提到“伊莎贝拉”轮运到的货物。非常感谢你 方能及时执行合同。货物完好无损，但第71号箱除外。 开箱时遗憾地发现，此箱所装系完全不同的货物。我们估计恐怕是装运出了差错，该箱 货物应属另一订单。 我们需要所订之货交付新客户，兹要求你方立即安排换货事宜。特此随附71号箱货物清 单一份。请将此清单与我方订单及你方发票进行核对。 同时，我们将为你方代为保管此箱货物并请告知如何处置。 XX 谨上 (B) 敬启者: “伊莎贝拉”轮所运你方订单4321号货物 你方2月10日函悉，谢谢。我们高兴地得知货物已及时抵达，但第71号箱内之货并非 你方所订。对此我们深感不安。经核查发现，由于货号混淆，包装时的确出现差错。我们已 立即安排重新发货，有关单据一旦备妥立即寄于你方。 我们已向你方发出传真告知此事，现随函附上传真副本一纸。请代为保管71号箱货物， 待我商务参赞处派人来处理，我们已向他们告知相关事宜。 对由此给你方带来的不便，我们深表歉意。 XX 谨上 (C) 敬启者: 包装不当索赔 兹遗憾地通知你方，“和平”轮装运的我69013号订单项下棉布已到货，但其状况实难令 人满意。我已别无选择只能向你方提出索赔。 经检验发现，近20%的包装破损，很明显系包装不当所致。唯一补救办法是在交付使用 之前从新包装，这将不可避免地导致350美元的额外费用。 为此，我们望你方能给予补偿，并借此机会建议今后交货时应特别留心。因为潜在客户 会因包装不慎而错估产品质量。 XX谨上 (D) 敬启者: 你方10月11日函悉。我们非常关注你方提出的申诉，并表示诚挚的谢意。 我们要指出的是，一年来我们已出售相当数量的这类凳子，从未受到过这样的抱怨。我 们已很严肃地向厂家提出交涉，相信不久定会告知对此事件的解释。 我们希望能在几天之内向你方发运8套新橡皮凳脚，相信可以解决你方问题。 再次因给你方带来不便表示歉意，并请确信我们今后保证任何时候都会认真处理你方事 宜。 XX谨上 VIII. (A) Dear Sirs, Thank you for your delivery of Beijing suits which we ordered on October 19. However, we wish to invite your attention to the following points: 1. The colors of the clothes are dissimilar to your original sample; 2. The green belt supplied do not match the suits; We are returning two of these by separate mail, and would ask you to replace the whole in correct color. Concerning the airfreight, we agree to pay extra costs for airfreight. However, your costs for packing and insurance must have been lower for air cargo, and we request you to take this fact into consideration and to bear part of the airfreight charges. Please let us know immediately your opinion on these matters. Yours faithfully, (B) Dear Sirs, ndWe regret to have to complain about the late delivery of the filing cabinets ordered on 2 July. We did not receive them until this morning though you had guaranteed delivery within a week. It was on this understanding that we placed the order. Unfortunately, there have been similar delays on several previous occasions and their increasing frequency in recent months compels us to say that business between us cannot be continued under conditions such as these. We have felt it necessary to make our feelings known that we cannot give reliable delivery dates to our customers unless we can count on undertaking given by our suppliers. We hope you will understand how we are placed and that from now on we can rely upon punctual completion of our orders. Yours faithfully, Unit 16 I. 电子商务 E-commerce (electronic commerce) 商业前景 business vision 万维网 World Wide Web (WWW) 数字的 digital 运输渠道 shipping channels 地面送货服务 ground delivery service 数字机制 digital mechanisms 下载 download 以互联网为基础的 Internet-based 采购周期 procurement cycle 有竞争力的投标 competitive biddings 开发周期 development cycles 上市的时间 time-to-market 网址，网站 website 企业对企业 business-to-business (B2B) 企业对消费者 business-to-consumer (B2C) 网上的(地) online 网上贸易 online trade 网上业务 online business 美国在线(公司) American Online 直销 direct marketing 电子数据交换 EDI(electronic data interchange 在线目录 online catalogue II. 1. b 2. d 3. d 4. a 5. c 6. a 7. d 8. a 9. d 10. b 11. a 12. b 13. c III. 1. ex 2. draft 3. per 4. draft 5. per 6. ex 7. per 8. drafts 9. ex 10. draft 11. per, ex 12. per IV. 1. efficient 2. enhance 3. expenses 4. employee 5. polite 6. short 7. paragraph 8. brief 9. carefully 10. business V. 1. telephone 2. catalogues 3. Internet 4. sales 5. computer 6. businesses 7. gift 8. click 9. screen 10. credit 11. mail 12. address 13. on 14. service VI. 美国一家网上零售巨头，亚马逊公司表示它将在后半年开始销售个人电脑，并说尽管市场艰难，但它 看到网上个人电脑销售量有巨大增长。 亚马逊公司负责市场及产品开发的副总裁David Risher 在公司年度分析会上说: “这是非常难做的业 务，在实物市场它没什么发展，但网上业务发展势头良好。 虽然个人电脑销售量今年头两个月与去年相比， 在实物市场下降了23%，而网上销售却增长了77%。” Risher还说，经销PC将促进亚马逊公司的 电子产品销售，如数码照相机和其他电脑附件。他说:“我们热衷于PC不仅是因为生意本身带来利润，还 因为它能促进我们的电子产品业务发展。”这位先生对公司网上PC产品的库存 计划 项目进度计划表范例计划下载计划下载计划下载课程教学计划下载 没做更多说明。 Skill Drilling Unit 1 China National Light Industrial Products Import & Export Corp. Shanghai Branch 128 Huchiu road, Shanghai, China Tel: (021) 64468726 Fax: 64468787 (Date) Jameson & Sons Ltd. 34 Madison Square Melbourne E.C.2. Australia Tel: (0536) 70525345 Fax: 356467132 Dear Sirs, Re: Bicycles Thank you for your letter of Jan. 25 enquiring for our bicycles. As requested, we enclose a price list and a copy of our catalog for your consideration. All prices are quoted FOB Shanghai, subject to our final confirmation. Generally, delivery can be made in two months from receipt of an order. We look forward to hearing from you. Faithfully yours, (signature) 。。。 Encl. As stated. Unit 2 Dear Sirs, Your firm has been recommended to us by Messrs. Freemen & Co. Ltd., with whom we have done business for many years. We specialize in the export of Chinese cotton piece goods, which have enjoyed great popularity in world market. We enclose a copy of our catalog for your reference and hope that you would contact us if any item is interesting to you. As to our financial standing, you could approach the bank of China, New York for any information. We are looking forward to your early reply. Yours truly, Unit 3 Dear Sirs, We are interested to buy large quantities of Iron Nails of all sizes and shall appreciate it if you would give us a quotation per ton CIF Alexandria, Egypt. It would also be appreciated if samples and brochure could be forwarded to us. We used to purchase this article from other sources but we now prefer to buy from your corporation because you are able to supply large quantities at more attractive prices. Besides, we have confidence in the quality of Chinese products. We look forward to hearing from you as soon as possible. Yours faithfully, Unit 4 Dear Sirs, In reply to your letter of August 15, we are making you an offer, subject to your reply reaching us by 4 p.m. our time, Monday, September 3, as follows: Commodity: Common Round Iron Nails Specifications: As per attached list Packing: Loose in kegs of 60kgs. net Quantity: 100 kegs Price: US $ 50.00 net per keg CIF Sydney Shipment: October/ November Payment: By confirmed, irrevocable letter of credit payable by draft at sight We have sent you, under separate cover, samples of various sizes and the brochure required. We are expecting your early order. Yours faithfully, Unit 5 (1) Dear Sirs, thWith reference to your letter of 10 July, we regret to learn that since other suppliers are offering at lower pieces, you are unable to accept our offer. However desirous we are to do more business with you, we are sorry to say that your counter-offer is unacceptable to us. The best we can do is to make a reduction of 2% in our originally quoted price. We wonder whether the other suppliers are offering a quality as good as ours. We do hope that you will direct the attention of your clients to this point and try to persuade them to take into consideration not only the price but also the quality, which is more important. We await your early reply. Yours faithfully, (2) (略) Unit 6 Dear Sirs, We are very much pleased to enclose our Sales Confirmation No.123 for wool against your order No. 023, and wish to take this opportunity to congratulate ourselves on the opening of business relations between us. Please return one copy of the confirmation to us duly countersigned. You may rest assured that our handling of your initial order will turn out to your satisfaction and will justify your further orders. We welcome any suggestions that will make our products more attractive and competitive in your market, and it will be all the better if you would outline your immediate as well as long-term plan of sales promotion. We shall do everything we can to meet your particular requirements. Yours faithfully, Unit 7 一般条款 1. 索赔须于货到目的港后30天之内提出，同时提供检验报告。对所装货物所提任何异议属于保险公司、 船运公司、其他有关运输机构或邮递机构所负责，售方不负任何责任; 凡因执行本协议发生的一切争议，应以友好方式协商解决，如果协商不能获得解决，应提交北京中国2. 国际贸易促进委员会对外经济贸易仲裁委员会根据该会的仲裁程序暂行规定进行仲裁，仲裁裁决是终 局的，对双方都有约束力; 3. 本确认书所述商品，如因人力不可抗拒的原因以致不能履行或延迟交货，售方概不负责。 Unit 8 (A) Contract NO. 06/546 Sellers: China National Garment Export Corporation Buyers: Hamburg Garment 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 under-mentioned commodity according to the terms and conditions stipulated below: Commodity : Tiantan Brand Men?s Shirts Specifications : PMC 9-71323 Blue, Yellow, White equally assorted, S/3, M/6 and L/3 per dozen Quantity : 3,000 dozen Unit Price : At ,47.50 per dozen CIF Hamburg Total Value : ,142,500 Packing : Half a dozen to a paper box, 10 dozen to a carton Insurance : To be covered by the sellers against All Risks and War Risk for 110% of the invoice value Time of Shipment: September 2009, with transshipment and partial shipments allowed Port of Shipment : China Port Port of Destination: Hamburg Shipping Mark : At Sellers? Option Terms of Payment: By irrevocable L/C payable by draft at sight, to reach the sellers 30 days before shipment and remain valid for negotiation in China till the 15 day after the final date of shipment rdDone and signed in Beijing on this 3 day of August, 2009 (B) CONTRTACT No. 116 Sellers: Beijing Garments Imp/Exp Corp. Buyers: London Trading 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 conditions stipulated below: Commodity Size Quantity Price (/doz.) Amount (doz.) CIF London Women?s Nylon Garments Small 15 US $ 80.00 US $ 1200 Women?s Nylon Garments Medium 16 US $ 120.00 US $ 1920 Women?s Nylon Garments Large 14 US $ 160.00 US $ 2240 Total Value: US $ 5360.00 Packing: In boxes of half dozen each and 10 dozen to a carton Shipping Mark: At Sellers? option Insurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value Time of Shipment: In December allowing transshipment and partial shipments (or: During December with transshipment and partial shipments allowed) Port of Shipment: China port Port of Destination: London. U.K. Terms of Payment: By D/P 60 days (By D/P at 60 days after sight) thDone and signed in Beijing on this 28 day of November, 2009 Unit 9 (略) Unit 10 (1) 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$ 10 000 ( SAY US DOLLARS TEN THOUSAND ONLY)” should read “ ,10 000 (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 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, 20__” should read “This credit expires on August 15, 20__.” We are awaiting your early telex amendments. Yours truly, (B) Dear Sirs: While we thank you for your L/C No. 112235, we regret to say that we have found some discrepancies. You are, therefore, requested to make the following amendments: 1. The amount both in figures and in words should respectively read “GBP 14,550.00 (Say Pounds Sterling Fourteen Thousand Five Hundred And Fifty Only) 2. “From Copenhagen to China port” should read “from China port to Copenhagen”; 3. The Bill of Lading should be marked “Freight Prepaid” instead of “Freight Collected”; 4. Delete the clause “Partial shipments and transshipment prohibited”; 5. “This L/C is valid at our counter” should be amended to read “This L/C is valid at your counter” or “This L/C is valid in China”; Please confirm the amendments by fax as soon as possible. Yours faithfully, (Signed) Unit 11 Dear Sirs, We have a consignment of ( goods ) now waiting to be shipped to Messrs Clements & Co., of Kuala Lumpur. Will you please arrange for the consignment to be collected from the above address and arrange shipment to Singapore by the first possible sailing. The (goods) are packed in three cases and the enclosed copy of the invoice shows quantities and total value of ,1800. When the goods are shipped, please send the original bill of lading and one copy to us, together with the certificate or policy of insurance and any other necessary documents. Yours faithfully, Unit 12 BILL OF LADING (ORIGINAL) DIRECT OR WITH TRANSHIPMENT Shipper: CHINA NATIONAL TEXTILES IMP. & EXP. CORP. SHANGHAI GARMENTS BRANCH Consignee: ROEBUCK & CO., U.S.A. or assigns. Notify: ARTHUR J. FRITZ & CO., 2241 EAST GRAND AVE., EL. SEGUNDO, CA. 90245, USA. ATTN: MR J.JACOBSEN/MR GREG SHILL Vessel: HAIXING Voy: V. 2 S/O No. B/L No. NO.271 Port of Loading: SHANGHAI Port of Discharge: LOS ANGELES Nationality: THE PEOPLE?S REPUBLIC OF CHINA freight payable at: Particulars furnished by the Shipper Marks and Numbers No. of Packages Description of Gross Weight Measurement Goods ( kgs) ( m3 ) 577 CARTONS SHIRTS 10511 88.858 Total Packages (in words): SAY FIVE HUNDRED SEVENTY SEVEN CARTONS ONLY Shipped on board the vessel named above in apparent good order and condition (unless otherwise indicated) the goods or packages specified herein and to the discharge at the above mentioned port of discharge or as near thereto as the vessel may safely get and be always afloat. The weight, measure, marks, numbers, quality, contents and value, being particulars furnished by the sellers, are not to check by the Carrier on loading. The Shipper, consignee and the Holder of this Bill of Lading hereby expressly accept and agree to all printed, written or stamped provisions, exceptions and conditions of this Bill of Lading, including those on the back hereof. Freight and Charges: In witness whereof, the Carrier of his Agents has signed Bill FREIGHT PREPAID of Lading all of this tenor and date, one of which being accomplished, the others to stand void. Shippers are requested to note particularly the exceptions and conditions of this Bill of Lading with reference to the validity of the insurance upon their goods. Date: Dec.30,2009 ………….at …SHANGHAI…….. ……………x x x …………………… For the Master See Clauses on the Back Unit 13 (1) Dear Sirs, We are pleased to inform you that regarding your S/C No.123 for 300 cases of toys, we have opened through the bank of China, London, Confirmed, Irrevocable Letter of Credit No. 973 for ,18 00 valid till May 15. Please see to it that the above-mentioned goods are shipped before May 15 and that the shipment is to be covered for 130% of the invoice value against All Risks. We know that according to your usual practice, you insure the goods only for 10% above the invoice value, therefore the extra premium will be for our account. We trust you will arrange accordingly and look forward to receiving your shipping advice soon. Your faithfully, (2) Dear Sirs, When the S.S. “Happy Prince” arrived at Port-of-Spain yesterday the ship?s agents noticed that case No. 14 was damaged, and notified us accordingly. We immediately had the case opened and the contents examined by a local insurance surveyor in the presence of the ship?s agents. The case was invoiced as containing four “Scope” computers, two of which were badly damaged. We enclose the surveyor?s report and the ship?s agents? statement. As our order was placed on a CIF basis and you covered the insurance, we should be grateful if you would take the matter up for us with the insurers. Two replacement computers will be required. Please arrange to supply these and charge to our account. We hope no difficulty will arise in connection with the insurance claim and thank you in advance for your trouble on our behalf. Looking forward to your early reply. Yours faithfully, Unit 14 (1) Dear Sirs, We are glad to have your name and address from the Internet and learn that your company can supply a special kind of machine which can test the degree of air pollution. Its model is DM-2245G. We have, at present, an order from the Department of Environmental Protection for ten such machines. If you can supply them from stock, please make us an offer at once. We want the machines to be packed each in a wooden case supported with soft materials to ensure that the machines thus packed will not shift inside the cases. As regard marking, please note that the port of destination, Dalian, should be clearly stenciled on each case with the case number for each identification. As these machines are precision instruments which cannot stand rough handling, the wording “DO NOT DROP” should also be marked on each case. We shall appreciate it very much if you will do accordingly. Since this is our first order, we hope to receive your favorable offer soon. With very best wishes. Yours sincerely, (2) Dear Sirs, We are glad to inform you that for your future orders we shall pack our garments in cartons instead of in wooden cases. The improved packing has the following advantages: 1. Packing in carton will prevent skillful pilferage as the traces of pilferage will be more in evidence. 2. It is quite fit for ocean transportation. 3. Our cartons are well protected against moisture by plastic linings. 4. Cartons are comparatively light and compact, so they are more convenient to handle in the course of loading and unloading. The above comments are based on a comparative study of the characteristics of the two modes of packing, i.e. carton packing and wooden case packing, as well as the result of shipments already made. We hope you will accept our carton packing and assure you of our continued cooperation. Yours faithfully, Unit 15 (1) Dear Sirs, Re: Our Order No. FF4466 The goods ordered under this number arrived today in good condition, and your invoice has been checked and found correct. However, we have to point out that these articles were ordered subject to their arriving here by the end of August. Since they did not reach us until September 14, we have been hard pressed to meet our commitments to our own customers. As you will no doubt understand, a recurrence of this situation could well result in our customers placing orders elsewhere, and this is a risk we are unwilling to take. We must therefore, insist that you observe delivery deadlines for future orders. Yours faithfully, (2) Dear Sirs, Thank you for your letter of September 17. We are pleased to hear that the goods ordered under your order No.FF4466 arrived in good condition, but must apologize for their delayed arrival. We have looked into the matter, and have found that the delay is due to a minor fault in one of our routines, which has now been rectified. We can assure you that future orders from you will be dealt with promptly, and that consignments will reach you by the dates stipulated. Once again, please accept our apologies for this delay. Yours faithfully,