(隋思忠,第三版)外贸英语函电答案(1)要点

1、ExerciseUnit 1I.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marketing5. marketableII.1

2、. market2. economy6. trade7. marketing3. trade4. economy8. trading9. economyVI.INTEGRATED COMPUTER TECHNOLOGY CO. LTD.Rm 808,Kyo-Wo n-Ko ng-Jea 35-2 YeoidoYoung Dung PoSeoulSouth KoreaTel: 822-782-4641Fax: 822-785-424516 June 2010-Dr Brenda YeohATT Computers Corp. Pte Ltd.88 Kitchener Road,#02-15Jal

3、an Besar PlazaSingapore 208512Attention: Dr Brenda Yeoh, Phd.Dear Sir ,Subject: Integrated Circuit BoardsWe 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400 integrated circuit boards (item No. KR10779)Unfortunately, these circuit boards are no longer produced as they have been replaced by our model KR2000, whi

4、ch 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, andI 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 perip

5、heral equipment are as follows:KR2000 integrated circuit board: US$23,200KT200X Toolkit?: US$15,500KC200X connectors: (2 per pack) US$10,000I am also enclosing next year?s brochure and price list for your convenience.Yours faithfully,for INTEGRATED COMPUTER TECHNOLOGY CO. LTD.Kim Jungsup(Sales Repre

6、sentative)KJ: rhEnclosures: 2Cc: Kim Sang-ChulMoon Young-SeungV.China North Industries CorpSTAMP12 Guanganmen NanjieBeijing 100053ChinaMr. Williams SmithAUTOS Company20 BroadwayNew York, NY 10027U.S.A.Unit 2i.公司company / corporation / firm / house信誉standing / credit与。建立业务关系 to enter into (/ to estab

7、lish ) business relations with小册子pamphlet / brochure你处（地） 供你参考at your end / on your spot / in your place (area, district) 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 conf

8、ormity with达成交易to conclude (close) the business ( transaction/ deal)在。业务方面 in the line of 一系歹 y 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 withII.1. b2. a3. c4. b5. a6. d7. c8. d9.a10. b11. d12. cIII.1. deal

9、ing2. transacting3. deals4. Business5. deal6. business7. transact8. Businesses9. transactions / deals10. businessIV.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岀口，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

10、业务关系。7. 我们是系列电扇及空调的一家主要岀口商，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。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 chie

11、f 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

12、 years.(or: We have been in the line for more than 20 years.)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. Ther

13、e are two forms of international transaction. One is to trade in goods, and the other(is) in service.VI.1. informing2. market3. in4. sample5. trade6. quality7. prices8. from9. items10. specificVII.(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)夕卜，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

14、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

15、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。如口: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

16、have received your enquiry of July 5 for Electric MotorAs the goods fall within the business scopeof China National Import & ExportCorporation, 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 intro

17、duce ourselves to you as a state-operatedcorporation, 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 relati

18、ons with you.Yours faithfully,Unit 3I.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

19、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 sthII.仁 b2. d 3. d 4. b5. a 6. c7. b8. d9. c10. b11. cIII.1. bid 2. offer 3. enquiry4. offered5. bid6. offer 7. enquires8. offer 9. e

20、nquired10. offerIV.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。8. 如能给我们寄来建筑材料的最新价目表，我当不胜感激。9. 如能按所要求的数量供应这种型号的商品，

21、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 f

22、rom 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 areable todeliver 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 comm

23、odities 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 interestedin importi

24、ngyour goods. Could you please send us yourcatalogue, price list and samples if possible?VI.1. enquiry2. interest3. catalog 4. manufacture5. designs6. workmanship 7. appeal 8. representative9. range10. orderVII.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

25、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 BicyclesKindly mail us a copy of your catalog and latest pri

26、ce 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 you

27、r 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 4I.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，

28、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 包装 装运quantity pack(-ing) ship(-ment)支付 承诺过多pay(-ment)to be heavily committed / to have heavy commitments按照要求如所陈述如所约定as requested as stated as agreed另邮 分期付款under separate cover / by separated mail

29、to pay ininstallments / to make payment ininstilmentsIII.1. sale2. buying3. priced7. bought8. buys9. sold4. price5. sell6. price10. prices11. selling12. boughtII.1. b2. b3. a4. c5. c 6. b7. d8. c9. b10. a11. a12. d13. b14. c15. dIV.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

30、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

31、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

32、 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 November5. The price you qu

33、oted 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.8. According to your request of March 15th, we are making you an offe

34、r 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

35、 hardly conclude the business unless you reduce the price by 5%.VI.1. enquiring2. direct3. quotation4. otherwise5. receipt6. subject7. confirmation8. discount9. catalogue10. brochure11. separate12. specific13. appreciatedVII.(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。

36、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，贵方将不难看岀，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)

37、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,/hiteThank you for your letter of September 15th and the enquiry enclosed for ourRabbit ” pajamas.At your request, we are making yo

38、u a firm offer for 20000 dozen Women?spajamas atUSD 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 be

39、en 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

40、,(B)Dear Sirs:Re: Shan Di BicyclesWe are pleased to receive your enquiry dated 10th 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 payme

41、nt 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 5I.还盘小册子counter-offerbooklet / brochure/ pamphlet标题的偏高（偏低）流行的caption

42、ed / subject on the high (low) side prevailing / going/ current现行行市水平利润折扣（一）批货现成市场prevailing market levelprofitdiscount/ allowance(a) parcel of/ a batch of/ a lot ofready 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 d

43、iscount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-cakesto enjoy wide popularity / to command a good market 续订repeat order1. a 2. b3. c 4. d5. b 6. d7. c 8. d9. a 10. cIII.1. commodities2. referred3. commodity4. stock5. commodityII

44、.7. stock 8. commodities9. stock 10. reference11. d6.Referring11. stock 12. referredIV.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

45、 公斤。但如果质量上乘，我们可接受至多 800 公斤。7. 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。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,

46、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

47、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 it

48、ems.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.V

49、I.1. receipt2. requested 3. under4. catalogue5. transaction6. offer7. to8. confirmation 9. Specifications10. option11. installments12. confirmed13. irrevocableVII.(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

50、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

51、的订货，我们都会给予及时的关照。谨上VIII.(A)Dear Sirs,andRe:T ableclothReference is made to your quotation for the captioned goods and the samples catalogue enclosed.After we contacted our customers, they found boththe quality and time of shipmentacceptable, but the difference between your quoted price and the price

52、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 priceto the level which is in line with the prevailing price, and then we would place a large order wi

53、th you.It is in view of your being our old customer that we make this counteroffer. Should theabove 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. Wehave a

54、pproached a number of our local customers in this area and many of them take aninterest in“ Swan ” brand men?s shirts. We, therefore, ask you to make us your best offer onCFR Singapore basis for 5,000 Men?s shirts (NO. G-3). We believe we may secure someorders for you. We, however , would like to po

55、int 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 6I.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/to turn out to the satisfaction of与。相一致 in conformity to （ with）III.1. confirm2. acceptable / confirmation3. agreed5. agreeable6. a