《实用进出口英语函电》教参和答案

1、实用进出口英语函电教学参考Chapter One How to Write a Business Letter in English一、教学建议1. 建议学时数：4学时。2. 本章重点难点 信函格式中的7个必要部分要着重讲解，让学生了解这7部分的英文表述、格式及注意事项，如日期不能全用数字表示等。信函的其他部分如附件、标题等也需适当加以说明。3. 重点提示 撰写商务信函要求有良好的英语基础。首先，应该语法正确，没有丝毫令人误解的地方，让人一看就明白写这封信的目的。第二，要有规范的书信格式。虽然商务信函的写作正迅速从拘谨型向新颖友好型转变，但信函的结构布局或多或少还要遵循习俗惯例，而不要另辟蹊径

2、。信函布局是个人喜好问题，但是最好遵循商业界已熟悉的惯例。一旦采用某一种布局就坚持下去，这是养成正确良好习惯的办法。二、答案1 Plan the layout according to the following particularsH.G. Wilkinson Company，Limited245 Lombart StreetLagosNigeriaTel：3305421 Cable：WILKINSON March 23，2004 The China National Light Industrial ProductsImport & Export Corporation 128

3、Huchiu RoadShanghaiChina Attn：Mr. JohnsonDear Sirs，Tweed LengthsWe are interested in tweed lengths suitable for skirt-making and would like to have details of your prices and terms.It would be helpful if you could supply samples. Yours faithfully， Huang Hua2 Address an envelop for the above letterH.

4、G. Wilkinson Company，Limited 245 Lombart Street Lagos，Nigeria The China National Light Industrial ProductsImport & Export Corporation128 Huchiu RoadShanghai，ChinaChapter 2 How to Establish Business Relations一、教学建议1. 建议学时数：8学时。2. 本章重点难点 学生能够看懂并能撰写建立业务关系的信函。着重掌握以下词汇：owe. to, Commercial Councellors

5、 Office, be in the market for, avail oneself of this opportunity to, approach, establish business relations, various kinds of, export, enclose, brochure, for ones reference, upon receipt of, look forward to, enter into, import, as per, enquiry, attach, quote sb. a price for sth., as soon as possible

6、, handle, catalog, for ones inspection, be of interest, regret, be in a position to, supply, represent, commodity, requirement, get in touch with, in case3. 重点提示1) We owe your name and address to the chamber of commerce abroad.我们从国外的商会得知贵方名称和地址。We owe your name and address to.承蒙，我们得知贵公司的名称和地址。类似的表达方

7、法有：Through the courtesy of，we learn your name and address.We are indebted to for your name and address.We learn your name and address from2) Enclosed please find a copy of our pricelist./ Please find enclosed a copy of our pricelist.随函附寄一份价目表，请查收。3) attach v. 附着，随附enclose和attach在汉语中都可翻译成“附着”，但这两个词在英

8、语中的含义不同，enclose的意思是“附在封套或信封内”，而attach则意为“附在某文件后”。因此，信函后的“附件”一般用enclosure一词，但强调某文件是随信而附时，则可用attachment。4) quote sb. a price for sth. 给某人报某种货物价Please quote us your lowest price for groundnuts. 请给我们报花生的最低价。5) Inc. incorporated 美、加股份有限公司6) catalogue (catalog) n. 目录，商品目录（通常列明商品详细规格和号码等）price(-)list 价格表，价

9、目单literature 商业文字宣传品的统称，不可数名词，常有下面几种： manual 产品手册 pamphlet (booklet, brochure) 小册子 leaflet 单张说明书，广告单 folder 折叠式印品 bulletin 产品简报 data 产品数据表7) be of interest 感兴趣If you find in our catalogue anything of interest, please let us know.如果商品目录中有你感兴趣的，请告知我方。Your new products are of interest to one of our cus

10、tomers.我们的一位客户对你方的新产品感兴趣。二、练习答案1 Choose the best answer1) C2) A3) A4) A5) D6) A7) C8) C9) C10) D2 Choose the appropriate word or words in the parenthesis1) till2) of, within, before3) 300 sets of Sewing Machines4) of5) in3 Translate the following sentences into Chinese1) 日本东京的商会向我们推荐了你公司。2) 兹随函附寄可供出

11、口的各种电器产品的小册子。3) 感谢你5月5日的来函，我们想与你们讨论在你处扩展业务的可能性。4) 我们想知道该公司是何时建立的、资信状况如何。5) 我公司独家经营轻工业产品的进出口业务。6) 我们渴望建立互利的贸易关系。7) 一旦收到具体询盘，我们将即刻空邮报价单。8) 我们从贵国驻巴黎大使馆的商务参赞处得知你公司的名称和地址。 4 Translate the following sentences into English 1) We desire to enter into business relations with your firm.2) Your letter of Aug 8

12、 has been passed on to the PICC in Beijing for attention and reply.3) We are a state-owned corporation, handling exclusively the import and export business of bicycles.4) We regret we cant supply you direct with the textile you required.5) To acquaint you with our cotton piece goods, we enclosed a c

13、opy of brochure for your reference.6) We look forward to receiving your favourable reply the earliest possible.5 Translate the following letterWe owe your name and address to the Commercial Counsellors Office of your Embassy in London, we are writing you in the hope of establishing business relation

14、s with you.We have good associations with the local leading sellers of light industrial products. Should you give us the favourable offer, we trust we can sell a large quantity of Chinese commodities.Please let us know the necessary information regarding your export goods.6 Write a letter to transfe

15、r the business relations（省略）Chapter 3 Terms and Conditions of a Contract一、 教学建议1. 建议学时数：44学时。2. 本章重点难点 我们建议教师在本章的学习中，注意与国贸实务知识密切联系起来，在课堂上要时刻提醒学生这是在谈判。在教学过程中，不仅要向学生介绍英语词汇的用法，分析句子的结构，更要注意向学生介绍课文中运用的策略和技巧。可以让学生们在课堂上进行适当讨论，以加深印象，也便于理解和掌握本课知识。同时要紧抓课后练习，巩固所学知识。若时间许可，可让学生进行模拟谈判，进行实战演练，这样可以活跃课堂气氛，提高学生的学习积极性

16、。Lesson 1 Name of Commodity, Quality, Quantity and Packing一、教学建议：1. 建议学时数：6学时。2. 本课重点难点 在本章教学中，要向学生说明不同商品表示品质数量的方法是不一样的，注意品质机动幅度条款和数量溢短装条款的运用，向学生详尽介绍一些包装的不同表示方法。3. 重点提示 per和ex都是介词，在表示由什么货轮装运货物的时候是有区别的，per主要表示由什么货轮运出，而ex是表示由什么货轮运进来。We wish to inform you that the goods you ordered has been shipped per

17、 s.s. “Peace” today. 我们愿告知你方，你方所订货物已于今日由“和平”号轮运出。We have received the goods shipped ex s.s.”Peace”. 我们已收到了由“和平”号轮运来的货物。二、 练习答案：1 Complete the sentence with the appropriate words given below1) packing2) packed3) pack4) package, packing5) packing6) packed, packing7) repacked8) packed9) packing10) pack

18、age2 Translate the following into Chinese1) 我们很遗憾地注意到你方不得不关闭一家分公司，并相信这只是你们面临的一个暂时挫折。2) 对于你方提供的任何信息，我们一定严格保密。3) 如能立即执行这一订单，我们将不胜感激。4) 感谢你方寄来的小册子（印刷品），展示你们目前生产的各种地毯。5) 我方厂家今后几个月的承约量已经很大。6) 我们将尽力提前装船，但不能保证做到。7) 你方信用证第444号项下的货物早已备妥，但尚未收到有关信用证的修改书。8) 我们的业务已扩大到化工产品经营。9) 我们特意把佣金提高到5%，以便你方支付推销中可能产生的费用。10) 我

19、们必须指出，我方12月10日的信函已经完全讲清此事。3 Translate the following letter into Chinese尊敬的先生：你方本月3日附有上述合同一式两份的来函收悉，但经过详阅之后，我方发现其中的包装条款不够明确，有关条款如下所述：包装：符合海运要求的出口包装，适于长途海洋运输。为避免以后可能出现的问题，我们愿事先说明我方的包装要求如下：上述合同项下的茶叶必须装在国际标准茶叶箱内，每24箱装一托盘，每10托盘装一整集装箱。包装外部需在菱形区域内印刷我公司首字母缩写SCC，并在其下印刷运货目的港及我公司订单号码。此外，还应标注指示性标语，如“保持干燥”“勿用手钩”

20、等。我们已按此意在合同上加以脚注，并经我方正式会签后寄回一份。希望你方安排妥当并对包装予以特别注意。盼收到你方装船通知，顺致谢意。谨上4 Translate the following into English1) Chalks are packed in box of 50 pieces each, 50 boxes to a carton, 100 cartons to an FCL container.2) Cartons as a kind of packing container have been widely used in international trade. Theref

21、ore we need not worry about their seaworthiness.3) We pack our Tiantan brand mens shirts in plastic bag, 5 dozen to a carton, each carton lined with waterproof paper and bound with two iron straps outside.4) As there is no direct steamer to your port, the goods must be transshipped at London.5) Your

22、 packing must be seaworthy for long distance and can stand rough handling over very bad road.6) We suggest that you change your packing into smaller ones, say 1/2 or 1lb. each, so as to facilitate our sale.Lesson 2 Price一、教学建议：1. 建议学时数：5学时。2. 本课重点难点 在本章教学中，教师可以将书本知识与日常生活紧密联系起来。学生都有购物和讨价还价的经历，让学生自已总结

23、日常会使用哪些策略和技巧并在课堂上用英文讨价还价，教师进行点评和总结。3. 重点提示a) 表示“有关信用证”通常用以下这三个词：the covering L/C, the relevant L/C, the relative L/Cb) 单价由四部分组成，依次为：计价货币、单位数量金额、计量单位和标有地点的贸易术语。US$ 500 per set CIF London 表示使用何种货币用介词in，表示成交价格用介词at。We insist on payment by letter of credit in Renminbi. 我们坚持用人民币信用证付款。We intend to place a

24、 trial order for Walnutmeat with you at US$ 1800 per M/T CIF Singapore. 我们拟向你方试购核桃仁，每公吨1800美元CIF新加坡。二、练习答案1 Choose the appropriate word or words in the parentheses and then translate the sentences into Chinese1) quote, Machines, at, on, for2) no, of doing3) having sent, confirmation copy4) be prepar

25、ed, reduce, 5%, would, with5) in, business relations6) try/do, meet/satisfy, requirements7) necessary, information, exportable8) always, adhere to, principle, in, with9) firm, your, reaching, us, at, 20/20th10) shall, be able, by, joint, efforts, and2 Complete the following sentences in English1) as

26、king us to make you a firm offer for 100 sets of Panda brand color TV sets2) offering us 5000 kilos of bitter apricot kernels and asking us to give you a reply before the end of this month3) from which we note that you will place a large order for TianTan brand mens shirts4) in which you inform us t

27、hat you have opened a confirmed irrevocable letter of credit through the Bank of China5) that you intend to buy large quantities of wheat and hope that we can make you a firm offer for 50,000 M/Ts.6) in which we are very much interested7) we very much regret that we cant accept your offer of Forever

28、 brand bicycles8) As you didnt agree to reduce your price9) we very much regret that we cant entertain your offer you sent 3 days ago10) 30% higher than that of Japan3 Translate the following letter into EnglishWe note from your letter of 25th March that you are interested in our leather shoes but f

29、ind our price is too high to conclude business.For your information, our price has been accepted by many other customers at your end and important business has been done and enquiries have kept flooding in over the last few months. Under such circumstance, we can not see our way to reduce our price.

30、 In fact, it is in view of our long business relations that we quote you such a favorable price. We hope you will reconsider it and cable us your order for our confirmation at an early date.We await your favorable reply.4 Translate the following into English1) It is impossible for us to reduce our p

31、rice to the level you indicated.2) You should reduce your price by 2%, otherwise there is no possibility of doing business.3) As to mens leather shoes, we hope to close business at something near our price.4) Our quotation is very reasonable, which has been accepted by many other customers at your e

32、nd.5) We are offering you 100 M/Ts of soybeans at US$ 480 per M/T FOB Shanghai for shipment during July or August.6) We assure you that the goods we supplied are fine in quality and reasonable in price.7) Our Sewing Machine is priced at US$ 85.00 per set CIF Lagos and delivery will be made in two mo

33、nths after receipt of your order. If you are interested, please cable us. 8) Indications show that the market will advance soon. We are not in a position to reserve the goods up to the end of September.9) The market is not so active this year as it was last year. If you can make a reduction of say 3

34、%, there is a possibility of concluding business.10) We regret that your price for iron nails is out of line with the market here.Lesson 3 Shipment一、教学建议：1. 建议学时数：7学时。2. 本课重点难点 由于在国际贸易中，绝大多数贸易是通过海洋运输实现的，因此，在本教材中，我们着重向学生介绍海运装运时间的表达方法。教师可根据需要让学生了解一些其他运输方式。3. 重点提示 the time of shipment和the delivery date

35、，前者指装运时间，后者指交货时间，只有在象征性交货价下两者才相同。二、练习答案：1 Translate the following English into Chinese1) 由于需求甚殷，如你方希望在圣诞节前装运货物，请立即订货。2) 恳请告知装运日期和可供现货数量，一收到你方回信，我们立即向你方订购。3) 如你方货物不能按期到港，我们将取消订单。如蒙你方就此确认，我们将不胜感激。4) 准备货物装运至少需要5至6星期，我们迫切希望能满足你方需求，但我们确实需要更多时间。5) 我们已经检验了样品，如你方能保证在9月30日当天或之前装运，我们准备向你方试购。6) 如我方上一封信中所述，我们无法

36、在不足3个月内安排装运你方购买的服装，但我们愿帮助你方并对你方订单给予特别优先处理。7) 我们很高兴告知，你方9月30日789号订单项下货物已于今日装上“红星”号轮，该轮定于10月2日驶往横滨。8) 货物已于今日由Manhattan Maru号轮装运，定于下月抵达纽约。我们相信这批货物会令你方满意，并希望今后能收到你方更多订单。9) 我们很高兴告知，你方所订茅台酒已于今日由“青岛”号轮装运。我方包装非常慎重，但运输途中仍有可能发生酒瓶破碎现象。如有任何破碎，即请告知我方。10) 由于我国政府近日对出口至贵国货物实行管制，我们必需申领许可证方能履行你方订单。我们非常抱歉地通知，你方2月25日89

37、7号订单项下货物的装运被延迟。一旦获得许可证，我们立即告知你方并安排装运。 2 Translate the following Chinese into English1) We are very pleased to inform you that the bicycles under your order No.358 were shipped today per s.s. “Shanghai”, which is due to arrive at your port in the middle of March. Details as to shipment as follows.Qua

38、ntities: 3 cases.Mark & Number: ABC in a diamond, under which New York and Number 13 should be stenciled. In addition, weight and measurement should also be indicated under the number of case.2) We trust that the goods will reach you in good condition and will turn out to your entire satisfactio

39、n and hope you will place another order with us.3) We are pleased to confirm your order No.796 of the 5th April and inform you that the goods will be shipped per s.s. “Dalian” in or before the middle of May which is within the prescribed time.4) As to our request for shipment in April of 10 sets of

40、typewriters under our order No.742 of the 14th March, we regret that we have to remind you that up to now we havent heard anything about the shipment, therefore, we have to ask you to make prompt shipment.5) The goods under your order No.976 has been shipped today per s.s. “Zhongshan” from Shanghai

41、to New York. Enclosed pleased find a piece of our invoice No.7642 in the amount of US$ 500. We have drawn on you at sight a draft together with the shipping documents to be collected through the Bank of China.3 Fill in the blanks with prepositions1) As to, for, for2) To, of, up to, from3) Upon, of,

42、in, in, in, for 4) Of, by, on5) of/in, in, with6) In, of, in, within, after, of, in7) In, of, for8) From, to, on, of 9) To, on, of, of, from, to 10) On, of, to, of4 Put the following passage into Chinese自20世纪60年代以来，集装箱装运受到了普遍欢迎，主要被用于工业国家如北美国家、西欧国家、澳大利亚以及日本之间的深海航线上。小型集装箱轮同样得到发展，被用于西欧、地中海以及澳大利亚周边的短途贸易

43、中。在集装箱内，货物可几乎完全免遭侵蚀或偷盗。由于野蛮装卸减少，货物可以使用轻巧包装，甚或使用与国内运输同样的包装。这就为出口商节省了大量费用，也意味着他可以向客户报出较低的价格。5 Translate the following letter into EnglishYour letter of the 12th of this month has crossed ours of the 14th.In our letter replying to your cables of the 9th and the 11th, we advised you that the captioned g

44、oods would be shipped on the 25th per s.s. “Dagang”, a container ship, thus completing the delivery of your order.In fact, we have never for a moment overlooked the importance of timely shipment of your order. However, as you may be aware, shipping space for container ship has been rather congested

45、of late. We would have shipped your goods earlier if it had not been for the congestion of freight space.If the extension of your L/C reaches us in time, we can ensure that your order will be executed as scheduled. In the meantime, we very much regret the inconvenience we have thus far caused you, a

46、nd trust our above explanation will meet with your approval.We will give you our advice of shipment by cable as soon as the goods are shipped.Lesson 4 Insurance一、教学建议：1. 建议学时数：8学时。2. 本课重点难点 教师在这一课的教学过程中，应着重向学生介绍各种险别的英文表述，以及如何向哪家保险公司投保、投保金额为多少、对什么货物投保等。3. 重点提示 注意for your reference和for your informatio

47、n的区别。尽管两短语译成中文都有“供你方参考”之意，但在使用时完全不同，for your information旨在提供信息。二、练习答案1 Complete the sentences with the appropriate words given below1) cover2) covers3) cover4) covered5) covering6) covering7) covered/effected8) insure9) coverage/insurance10) effected/covered11) insurance12) coverage2 Translate the f

48、ollowing English into Chinese1) 我们确认已按CIF条件达成了我方158号订单项下的4000码印花细布交易。2) 对于按CIF达成的交易，我们通常按1981年1月1日CIC保险条款向中国人民保险公司按规定发票金额的110%投保一切险。3) 我方一直与你方按CIF开展贸易，但是由于辛普森保险公司已许诺今后对我方实行优惠保险费率并给与大量保险回扣，我们想知道在未来贸易中，你方能否不用CIF价格而改报CFR价格。4) CIF价和CFR价的区别在于保险标的物本身、保险范围和目的地。5) 中国人民保险公司是一家国有企业，在迅速理赔、公平处理方面享有盛誉。你方按CIF与我方交

49、易并交由我方办理保险是很明智的。6) 对于按CIF出售的货物，通常基于“仓至仓”条款由我方按发票值加成10%投保一切险和战争险。7) 你方要求按发票价值150%投保可满足，但150%和110%之间的保费差额由你方负担。8) 我方保险公司在全世界所有大型城市都拥有检验员和代理人。货物一旦发生损坏，携带必要文件即可向当地保险代理人提出索赔。3 Choose the word or words which you think is more appropriate in each of the following sentences1) reduced2) contrary3) broader4)

50、broaden5) Hereafter6) cover7) terms, are8) instead9) sending4 Translate the following sentences into English1) Please see to it that the above goods should be shipped before the 15th June and that shipment should be covered for 150% of invoice value against All Risks.2) In the absence of your defini

51、te instructions regarding insurance, we covered your goods against WPA and War Risk for 110% of the invoice value according to our usual practice.3) We accept the insurance terms you quoted for the shipment of our refrigerators to Colombo by sea, namely, 8% less 5% special discount.4) If you desire

52、to cover your goods against All Risks, we can provide such coverage, but at a slightly higher premium, the difference of which will be born by you (for your account).5) Please advise us whether your price includes insurance against TPND.6) The insurance premium for Breakage is 2% and we can cover it

53、 for you if you desire.5 Translate the following letter into EnglishWe are pleased to inform you that regarding your S/C No.123 for 3,000 kegs of iron nails, we have opened through the Bank of China, London, confirmed irrevocable L/C No.973 for Stg£ 50,000, valid till May 15.Please see to it th

54、at the above mentioned goods should be shipped before May 15 and that the shipment should be covered for 150% 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

55、 account.We trust you will arrange accordingly and look forward to receiving your shipping advice soon.Lesson 5 Payments一、教学建议1. 建议学时数：10学时。2. 本课重点难点 教师在本课的教学过程中，除了向学生介绍各种支付方式的表达方法及一些相关词句的用法之外，还要注意向学生介绍各种支付方式的选用，要将所学业务知识灵活运用，具体问题具体分析，不能一概而论。3. 重点难点As you are in business, Mr. Abdulla, you must realiz

56、e we cannot afford to keep the goods for you for too long. 这里的“you are in business”指“你在这一行”。Im in teachers line. 我在教师行业。意指我是一名教师。We are in textiles line. 我们在纺织行业。二、练习答案1 Translate the following into Chinese:1) 我们已通过尼日利亚银行向你方开出上述金额的汇票并指示该行在你方兑换汇票时交出单证。2) 我们想强调，为表示我们与你方发展业务的良好愿望，我们在这一方面破例给予通融。3) 也许你方有兴趣了解，在推销阶段，我们可以考虑接受“付款交单”方式作为鼓励，我们相信这将非常有助于你们的销售工作。4) 根据要求，我们通过我方银行中国银行分别开立2张信用证，每张项下货物5000公吨，以便于你方分别在温哥华和波士顿装运我方订货。5) 我们的支付方式是以我方为受益人凭即期汇票付款的保兑的、不可撤销信用证，该证需在装船月份前1个月寄达我方，于规定装船日期后21天在中国议付有效，并允许转船及分批装运。2 Translate the following letter into Chinese 尊敬的先生：我们于11月22日向新加坡罗