外贸英语函电课后习题参考答案

1、外贸英语函电课后习题参考答案（for reference only）chapter 1 business letteri. answer the following questions.1. how many principal parts is a business letter composed of? what are they?generally speaking, there are seven principal parts of a standard business letter. they are the letter head; the date; inside name

2、and address; saluation; the body of a letter(message); the complimentary close and signature.2. what are the three main formats of a business letter used today? which format do you like best? there are three main formats of a business letter in use at present: the conventional indented style; the mo

3、dern block style and the modified block style. i like the modern block style, since it is simple and we can save much time. 3. what is p.s.?it is postscript, refers to one or more remarks the writer may add to the core or body of the letter,usually hand-written side by side with or below the signatu

4、re and enclosure parts, where there is often a large patch of blank space. a postscript can be a sentence or a brief paragraph. ii. choose the best answer1-5 a c a b d 6-10 b d c b a 11-15 b c c d d 16-20 d a c b b iii. write a letter with the given particulars below, using necessary capitals and pu

5、nctuation( in modern block style)cz import & export corp. ltd66 minghuang, wujin discrict, changzhou213164, p.r. chinajuly 3, 2007mr. john martinsales manager lake circles inc.56 york road, chicagoillinois, usadear sir,yours sincerely, iv. arrange the following both in a blocked form and indented fo

6、rm as they should be set out in a letter. (ommitted) chapter 2 establishment of business relationsi. answer the following questions.1. if you want to open up a market to maintain or expand business actiities what should you do first? if we want to open up a market to maintian or expand business acti

7、vities, what we should do first is to conduct a market research, from which we shall know thoroughly about your product(s), your present and potential market(s) .2. before you write letters with some new established firms what had you better do?we had better try to collect as much information as pos

8、sible about the new established firms, especially about their credit information.3. through what channels can one obtain the desired names and addresses of the companies to be dealt with? we can get the desired names and addresses of the companies through the following channels:some b2b websites, su

9、ch as ; some governmental or oganizational websites, such as ; some news papers or magazines; some yellowpages; some friends or your present customers; or you can get the imformation by using some serach engines such as google or yahoo.4. how to begin with the “first letter” or circulars to the othe

10、r party?it should be consisted of the three parts: first, you should say where you have got the information of your potential customer; second you should provide necessary information about yourself; third you should express your wish of writing the letter. 5. how can one create goodwill and leave a

11、 good impression on the readers?we should consider the eight “c”s in writing a business letter: clearness; conciseness; correctness; concreteness; cheerfulness; courtesy; consideration and completeness.ii. multiple choices.1-5 d c a b a 6-10 c a c b c iii. translate the following sentences into chin

12、ese.1. 我们愿意在平等互利的基础上和贵公司建立业务关系。2. 我们写信给您把作为各种空调主要出口商的我们介绍给您。3. 为了把我们的产品出口到西欧，我们写信给您寻求贸易机会。4. 我们有各种颜色和规格来满足不同的需求。5. 我们已经通过航空邮件把我们产品的小册子邮寄给您。如果您对任何产品感兴趣，请告知我方。6. 通过多年的努力，我们扩大了我们的业务经营范围，现在我们经营100多种产品。7. 我们的主要业务涵盖各种轻工业产品的进出口。8. 如果贵公司并不经营上述产品的进口，烦请把本信转交给相关的公司。9. 作为摩托车的出口商，我们愿意和你们就该产品建立贸易关系。10. 为了让您对我们的产品

13、有一个大致的了解，我们向您寄送了一分商品目录和三本小册子供您参考。iv translate the following sentences into english.1. here we introduce ourselves as an export company of imitation jewelry, with many years of experience in this line. 2. the letter you wrote to the headquarter last week has been transferred to us, since we deal in t

14、he products. 3. we have a wide range of light industrial products available for export.4. we are very glad to receive your letter with illustrated catalogue.5. we are looking forward to your specific requirements for our products.6. we are a well-established private company, and we look forward to e

15、stablish business relations with you.7. the manager briefly introduced the johnson company, which is most probably to be our prospective customer.8. to give you a general idea about our products in the chart, here we enclose a copy of booklet and the latest price list.9. when the value of export exc

16、eeds that of the import, we call it the favorable balance of trade.10. our products are of high quality and favorable prices. v. translate the following letter into english.dear sirs,we got you are interested in the silk garments from lastweeks china daily. here we introduce ourselves as the largest

17、 dealer of garments in this area. we would like to eatablish business relations with you on the basis of equality and mutual benefits. our silk garments are made of high standard silk and traditional technique. we are sending you a copy of illustrated catalogue and the latest price list for your ref

18、erence. if you are interested in any item of them, please let us now. once we receive your enquiry, we will send you the qutation and sample by aimail.we are looking forward to your early reply.yours sincerely, vi. write an english letter in a proper form based on the following information. (ommitte

19、d)chapter 3 inquiry and replyi. multiple choices.1-5 d a a d b 6-10 b b a b b iigive the chinese equivalents to the following terms.1. 扩大市场 2. 享有盛誉3. 价目表4. 有插图的商品目录5. 不可撤销的即期信用证6. 名列前茅7. 促销方案8. 下述提到的商品9. 有潜力的市场10. 给你定期下订单iiigive the english equivalents to the following terms.1. large scale 2. a wide

20、 range (variety) of 3. irrevocable letter of credit4. 3% rebate 5. illustrated catalogue 6. the biggest dealer7. first-rate technology 8. favorable cifhongkong 9. terms of payment10. portable electric water heateriv. translate the following into english.1. we are in the market for the leather shoes,

21、 please quote us the most favorable prices.2. please quote us the lowerest price for the captioned goods. when quoting, please state the packing and the earliest time of shipment and send us the booklet of the products.3. we want to know what dicount you can offerfor an order exceeding 1000 dozen?4.

22、 we are now interested in the the table cloth and napkin. we are very appriciative if you can send us he catalouge,sample and the price list.5. the enclosed price list and illustrated catalouge will provide you with detailed information on the article you are most interested in.v. translate the foll

23、owing letter into english.dear sirs,we are interested in your canvas bag on page 4 of your decembers catalogue, would you please send us a sample and quote us the lowerest price of cif honolulu?if your product proves to be satisfactory, we will order at least 2500 dozen.please reply as soon as possi

24、ble.yours, vi. translate the following sentences into chinese.1. 我们向您分别邮寄了有插图的商品目录和价目表以及我们生产这些产品通常使用的皮革的样品。2. 关于我们的商品和相关情况，请看目录的第十页。我们的产品，尤其是我们的彩电和电热水器在贵方市场享有盛誉。3. 一旦收到您的询盘，我们会立即寄送商品的样品和最优惠的报价。4. 您大可放心，一旦我们能够供应，我们会通过电报和您联系。5. 我们对标题商品很感兴趣，如果你们能够报给我们cif利物浦价包含3%的佣金的话，我们将不胜感激。6. 我们在中国产品网站上看到您们向欧洲市场大量出口垫

25、子。7. 如果您的商品令人满意、价格有竞争力的话，我们会给你大量的订单。8. 谢谢您2005年7月14日邮寄过来的向我们咨询人工手套的来信。9. 很高兴向您报价如下，以我方的最后确认为准： 单价： 每打60美元cif美国东海岸港口viitranslate the following into chinese.敬启者， 我们非常高兴收到贵方6月15日的询盘，并随函附寄带有插图的商品目录和价格单供您方了解详细信息。我们寄送了一些样品并确信您一旦查看过后就认可我们的商品质量一流价格公道。对于经常性购买单个商品的数量不少于100打我们会给与2%的折扣。支付方式为不可撤销的即其信用证。由于柔软耐用，我们

26、的面床单和枕套非常受欢迎在看过我们的价格后您就会对我们的产品供不应求丝毫不会感到奇怪了。我们提请您对我们的其它诸如桌布和餐巾纸的产品加以关注，有关于它们的详细信息您可以在商品目录中看到。我们期待着您的首张订单。您最真诚的，chapter 4 offer and counter-offeri. give the english equivalents to the following terms.1. offer 2. under/on the usual terms 3. accept counter offer4. favorable price(s) 5. on/under offer 6

27、. terms of payment7. to promote the transaction 8. firm offer 9. non-firm offer 10. strengthening marketii. give the chinese equivalents to the following terms.1. 成本保险加运费 2. 按照，遵照 3. 原产于美国4. 以卖方样品销售 5. 普通的二手麻袋 6. 行市上涨7. 无约束力的 8. 精制大米 9. 销售条款10. 标题商品iii. multiple choices.15 a d a a c 6-10 c b b c b i

28、v. translate the following letter into english.1. as requested, we offer you as follows, subject to our final confirmation.2. the offer is firm, to be valid(effective) till your reply reaches us before the end of this month.3. to our regret, the price gap between your countered one and ours is too b

29、ig.4. its regret that our buyer from shanghai thought your price was much higher.5. if you cannot accept our offer, please bid us your most probable counter offer.v. translate the following letter into english.dear sirs,here we confirm having received your letter of october 20th concerning the sampl

30、e of “grace” brand blouses and thank you very much.although your blouses are of high quality, your price is on the high side.meanwhile i want to point out that the prices of the similar blouses of european origin are about 15% lower than yours. such being the case, we hope you can reduce your price

31、at least by 15%, for the value of our order is about usd 40, 000.it is worthwhile for you to make some concessions.we look forward to your early reply.yours sincerely,vi. translate the following sentences into chinese.1. 本发盘为实盘，以在6月15日前收到您方的答复为有效。2. 您也知道，最近对这些商品的需求非常旺盛，从而导致了价格的上升。3. 我们希望您能够对此立即予以批准。

32、4. 我们希望很快收到您的订单。5. 我们已经通过航空邮件分别给您寄去了样品和价目表。6. 我们得知数批原产于美国的产品以比您方低20%价格在这里销售。7. 如果您方愿意降价3%，交易就能够达成。8. 由于您方拒绝降价，我们不得不从别处采购。9. 因为市场处于衰退之中，我们建议您立即接受。10. 其他的供应商的报价要比您低10%。11. 如果这样的话，请自主地向我们询问报价和其他事项，我们将对其认真办理。我们向您保证和您的密切合作。12. 您可能感兴趣的是，uidandakai这里的市场，您将有机会打开海湾这个有利可图的市场。viitranslate the following letter

33、into chinese. 敬启者，我们确认已经收到了贵方8月10日的来信，希望我们对标题的个人电脑报fob新港价格。现在我们向您报价如下：商品名称：ibm个人电脑规格：cpu80586数量：200台包装：每台用塑料袋装，装在有塑料泡沫的标准出口纸板箱中。单价：每台800美元fob新港装运：2003年9/10月份本发盘以在8月5日前收到您方的答复为有效。请注意我们已经给与您最为优惠的价格，我们确信您将接受上述报价。期待您的早日回复。此致敬礼chapter 5 acceptance and orderi. answer the following questions.1. when should

34、 the buyer write an order?when both the buyer and the seller reach an agreement on the terms of sales, then the buyer can write an order.2. what should he pay attention to when the buyer writes an order? he should pay attention to the terms and conditions of the sales, especially about the figures a

35、nd the date.3. what should be included in an order?it should contain the “main conditions(合同要件)or conditional clausese” of a contract, which includes the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance.4. som

36、etimes if you cannot accept an order what should you do? why?you should write a letter to your customer to explain why you cannot accept the order and show your regret, and hope to do business with him next time. because you do not want to lose a potential customer.ii. translate the following terms

37、and expressions a. into chinese1. 为-扫清障碍 2. 一笔交易 3. 友好合作 4. 草拟合同5. 愉快的工作关系 6. 汇票 7. 草拟 8. 草拟9. 第一笔交易 10. 达成协议b. into english1. the first available steamership 2. put forward 3. contract draft 4. wide acceptance5. confirm an order 6. the first order 7. each makes a half concession8. supply 9. custome

38、r(client) 10. reach(conclude) an agreementiii. choose the best answer to complete each of the following sentences.1-5 a c d c a 6-10 b d a a civ. translate the following sentences into english.1. we confirm having supplied you ten metric tons of green soybeans at e3000 per m/t cfr rotterdam, shipmen

39、t in september. 2. here we confirm your order of august 1 on 1000 dozen folding chairs.3. we confirm having sold you 1000 sets of “fuji” brand digital camera.4. the captioned goods are out of stock, we are sorry that we cannot entertain your order.5. once we receive your confirmation, we will send y

40、ou the contract draft for your approval.6. there is a heavy demand for our toy pandas,we recommend you to place your order as early as possible. 7. we hope the conclusion of the first deal will bring more(further) business in the future.8. we are glad that we have concluded the transaction of 10,000

41、 “double happiness” brand bats.9. we hope the conclusion of the first deal will pave the way for our freidnly cooperation in the future.10. we are glad to inform you that our users are very satisfied with your first lot of goods.v. translate the following letter into english.dear sirs,we have receiv

42、ed your order of august 1 and thanks.we confirm having sold you 1000 snooker tables at us$400cif los angles, delivery in october. terms of payment are by confirmed, irrevocable l/c payable by sigh draft.we are sure that you will be satisfied with the high quality of our products.if you have any furt

43、her questions, please do not hesitate to let us know.yours faithfully, vi. write an english letter based on the following information.dear sirs, thank you very much for your order of 5000 womens bags.we assure you of our timely and qulified execution of the order. would you please open the related l

44、/c without fail to avoid the delay of the shipment.besides the model of the commodities you have ordered, we are deal in a wide varieties of fashion bags, enclosed please find the illustrated catalogue. if you are interested in any of them, please do not hesitate to let us know.we look forward to yo

45、ur early reply.yours sincerely, chapter 6 contracti. answer the following questions in english.1. what are the basic clauses of a contract?the basic clauses of a contract include the commodity, the price, the quantity, the specification, the shipment, the packing, the payment and the insurance.2. ho

46、w can you understand the importance of a contract in international business?it is the evidence of the business. it is the evdience of executing the contract; it is also the evidence of disputes and complaints.3. what are the conditional clauses in a contract? the conditional clauses of a contract sh

47、ould include the name(s) of the commodity(commodities), the specification, the price, the quantity, the packing, the shipment, the payment and the insurance 4. why should you pay great attention to conditional clauses? because they are the main clauses of a contract. 5. what are the different result

48、s you will have when your partner breaches different kinds of clauses of the contract? if your partner breaches the conditional clauses of a contract, you can ask him to compensate your loss. if your partner breaches the clauses of force majeure, you can ask him to delay fulfillment of the contract,

49、 partial fulfillment or cancel the contract without any compensation.6. what are warranty clause in a contract?7. what will you do if you want to become a successful international businessman?first youshould master at least a foreign language; second you should have a good command of international b

50、usiness; third you should know your products and your customers well; fourth, youshould know the genenral practice and regulations of international trade. ii. translate the following terms and expressionsa. into chinese 1. 销售合同 2. 更多的订单 3. 一式两份 4. 合作 5. 供某人存档 6. 向某人下订单 7. 上述提到的货物 8. 供某人存档 9. 规定（条款）

51、10. 尽可能早的b into english1. sales confirmation 2. for onesinformation 3. place an order with sb4. subsequent amendment 5. in triplicate 6. in quaduplicate7. in quintuplicate 8. be in confimity with 9. stipulations 10 for ones reference iii. choose the best answer to complete each of the following sent

52、ences.1-5. c c a d c 6-10 b d a a c iv. translate the following sentences into english.1. we have accepted your order no. 111 for 10000 sets of cd players.2. we would like to place an order with you for 1000 christmas trees for the coming christmas.3. here we enclose our purchase contract no. q12 in

53、 duplicate, please sign and return one copy for our file.4. to avoid subsequent amendment, the stipulations of the l/c should be in exact conformity with those of the s/c.5. it is self-evident that your packing should be firm and sea-worthy.6. we hope the purchase contract no. 482 on 1000 sets of v9

54、98 motorola mobile phones has arrived you on time.7. what we want to point out is that although the qualify of your shampoo is good, the price is on the high side.8. we are glad to send you our purchase contract no. 333 on 500 cases of men skin-care cosmetics in triplicate.9. your yarn closh is very

55、 popular in our market because of its high quality and low price. now we are placing a repeat order about 20000 pieces.10. now we are sending you contract draft no. 666 on jeans by separate post for your reference. v. translate the following letter into english.dear sirs, we are glad to confirm havi

56、ng concluded with you on 1000 aucma freezers. we draw up s/c no. a-12 in duplicate. please sign and return one copy for our file.since the strengthing market for freezers is coming, if you want to place a repeat order, please infrom us as early as possible.we are looking forward to hearing from you soon.yours faithfully,vi. (ommitted)vii. fill in the contract forms in english with the fol