商务英语教材(外贸函电)课后练习答案

第三课练习练习五：1.Afteramarketinvestigationforaboutoneyear,wefoundyourproductstobeverymarketableinourlocalarea・Andweherebytakethelibertyofwritingtoyou,hopingtoco-operatewithyou.2.WearemuchimpressedbyyourKC-99-220harvestordisplayedattheAsianAgriculturalMachineryFairheldinManilalast28th,andweherebywritetoyoutonegotiateaboutthesalesofthisproductonourlocalmarket.3.WelearntfromtheBrazillainBrazilthatyouarethelargestsellerofautoclutchonthelocalmarket,andweareeagertoestablishalongstandingbusinessrelationshipwithyou.4.Asforourcreditstandinginthebusinessofcarbatteries,youmaypleaserefertotheHissortheUnitedNationalBank・5.WearethelargestdistriibtorofMotorBikeSparepartsinourlocalarea,ifweareluchyenoughtobeyourexclusiveagentinthisarea,wearesureyoursaleswilldoubleatourpromotioninthelocalarea.6.Theproducthasbeentestedbymanyusersandhavereceivedagoodevaluationfromthem.Ifyouintendtointroducetheproducttoyourmarket,wewillprovideyouwithtencasesofsamplesbyconsignment.7.Wearethelargeststationeryimporterinourlocalarea・Inthepastfiveyearswehaveimportedalargeamountofpencils,pensandpencilboxfromEurope・Butnowbecauseofariseincostandetc.,wehopetoincreaseourimportfromChina・8・WelearntformthePheonixTVadsthatyouareproducinganewpatternofwindowcurtainswhollymadeofvelvetmaterial.Soweherebywritetoyou,hopetoobtainsomeinformationaboutyouandthedetailsofyourproducts・9.OurnewlydevelopedproductappearstobequitethesamewiththepreviousKC・114,butoncloseexaminationyoumayfindthattheyareverydifferentintermsoftheirstuff,colorandhardness.10・Weareveryinterstedinyourair-concompressorsandwehopetonegotiatewithyouaboutitssalesonourlocalmarket.笫四课练习练习三.1•Wehavebeeninthemarketforfirstqualityshirtswithpermanentpresssincelastyea匚Andrecentlywelearntfromyourcommercialcounsellor^officethatyouarethespecialmakerofthisshirt.Wewouldappreiateitverymuchifyoucanprovideusithsomecolorsamplesandillustratedcatalogue,statingtheCIFprice,discountrateandtheearliestdateofdeliveryofdiffentshirts.2.WelearntfromtheABCcompanythatyouareexportingallkindsofgloves,andwewouldbemuchobligedifyouwouldsendusdetailsofyourproducts,includingthesize,color,priceandthediscountratewhenourorderinbeyondfivegross,alongwiththesamplesmadeofdifferentmaterials.Wearelargestchainsstoreinthisarea,andifyourpriceisreasonable,wearesureyourproductswillsellwellhere・3.ThankyouforyourletterofSept.15th・Uponreceiptofyourletter,wecontactedtheHaida,whoisthelargeststationeryexporterinthisarea,andisveryexperiencedinthesalesofstationery・Theywillcontactyouinthreedays・4.Wedeeplyregrettotellyouthataswearebeingheavilycommittedwithorders,wecannotentertainanyfreshorderforthetimebeing,norcanwesignanycontractwithyounow・Butthefactorycanacceptnewordersbytheendofnextmonth.Wehopethatwecanbeofservicetoyouatthattime.5・Weherebysendyouunderseparatecoverthecatalogueandpricelistofourlatestproducts.Andwehopethattheirqualityandpricewillbeofsatisfactiontoyou.笫五课练习三.1.Thankyouforyourletterofthis20th,offeringus50L/TsofthecaptioneditematU.S.D.l35perL/TCFRShanghai.Ourreplyisasfollows:Wearesorrythatourusersconsideredyourpricetobeexceedinghigh,andoutoflinewiththeprevailingmarket.ItissaidthatsomeJapanesecommoditiesarebeingsoldatthepriceofU.S.D.125perL/T.Therefore,itwillbedifficulttoadviseouruserstoacceptyourprice,whenwecanbuythesamegoodswithbetterqualityandlowerprice・Ifyouarewillingtoreduceyourpriceby,say,8%,wemaycometoterms.Itisonlyinviewofourlongstandingbusinessrelationsthatwemadetheabovecounteroffer.Priceisfalling.Sopleaseconsideritcarefullyandcableyouracceptanceatanearlydate・2.WehavecarefullystudiedyourletterofOct.12山・Consideringourbusinessrelationsformanyyears,weshouldinfactacceptyourproposaltolowerthepriceorourunderwears.Butitisprettydifficultforustodoso.Inthepastfewmonths,wehaveexperiencedarapidriseinthecostofrawmaterials.Ifwereducethepriceby15%asyousuggested,wewillhavetolowerthestandardofourquality.Butthisisnotwhatwearewillingtodo.Sowesuggestthatforalltheordersvaluedover3,000,pricewillbereducedby8%,butnot15%.Sothepricereductionwillnotaffectthequality.四.1.ThankyouforyourletterofJune14th,inquiringabouttheexportpriceofourlocalgarlicofthisyearnscrop.2.Weherebyencloseasampleofourexistingstock.Ifyouaresatisfiedwithit,pleaseinformussothatwecanpreparethecargo.3・Aftercontactingourmakers,wewereinformedthattheyhavebeenheavilycommitteduntiltheendofMay.Thereforetheycannotentertainyourorderforthetimebeing.4.WelearntfromyourletterofMay15ththatifwegrantanother10%discountonthelistprice,youmayplaceanorde匚Suchabigdiscountwillbeveryexceptional.Butconsideringthefactthatitistheinitialtransactionbetweenus,wedecidedtoacceptyourconteroffe匚5.Thepriceisalreadyveryworkable・Butinordertoexpandthebusinessbetweenus,wemaygiveyouanother3%discount.6.Ifyourorderisover2,000,wewillmakeaspecialofferat$9.00perset,i.e.a3%discount.7.OurbestpriceatpresentisthesamewiththatweofferedinourletterNo.456.Ifyouractualorderisover7,500yards,wemayadvisethemakertofurtherreducetheirprice・&Weherebyoffer200M/TofNoth-eastsoybeansof1999cropatthepriceofRMB1750perM/TCIFEMPforDecembershipment・9.Wedeeplyregretthatwecannotmeetrequirmentsforthetimebeingowingtotwomanyorders.10.Thegreenbeansarepackedinordinarysecondhandgunnybags,eachwithanetweightof50kgs.第六课练习1.WehavereceivedwiththanksyourletterofFeb.15alongwiththeenclosedpatternsampleandthepricelist.WeselectedthreeitemsandweherebyencloseourorderNo.777.Weareinurgentneedofthecargoandpleasemakeshipmentassoonaspossible.ItemNo.UnitPriceQuantityDateofShipmentPacking:onedoz・ineachcase,andtencasesineachcartonInsurance:tobecoveredagainstFPAfor10%overtheinvoiceamount.Payment:byinevocableL/Cpayablebysightdraft・2.InreplytoyourletterofMay20th,wearemuchinterestedinyourdifferentsizesofchildren'sclothes.Afteracrefulstudyofyourproposals,wedecidedtomakethefollowingtrialorder,onconditionthatyoupromisetodeliverthecargototheportofMelbournebeforetheendofnextmonth.Beyondthatdate,wewillreserveourrighttocanceltheorderandrejectthecargo.Pleaseinformusifyouagreetothisterm.3.WelearnedwithgreatpleasurefromyourletterofMay15ththatyouintendedtoplaceasubstantialorderformanyitems,onthebasisofourofferdatedMay5llAlltheitemsareinstock,exceptfor50dozensofpinkbedsheets.Thepinkwereallsoldoutafterwesentoutouroffer,andthemakertoldusthatfreshsupplywillbeavailableonlyafterfourweeks.Asyoustatedinyourorderthatyouareinurgentneedofthecargo,wereplacedthecargowithorange,whichistotallythesamewiththepinkinboththecolorandquality.Itisbeautifulandattractive,andisverypopularamongourcustomers・Wehopethatyouwillbesatisfiedwithit.Otherwise,pleasecableusimmediately・4.WelearnedfromyourletterofMarch30thatyouconsideredourcaptioneditemtobeonthehighside.Thankyouforyourcooperationintellingusthedailypriceinyourlocalmarket.Butweareverysorrythatitisimpossibletoreduceourpriceby8%asyousuggested・Bytheway,wewanttotellyouthatwehavehadmanyinquiresfromothercustomers,anditislikelythatwecancometotermsataboutourlevel.Ourpriceisveryworkableandcannotacceptyourcounter-offeratthemoment.Iflater,youcanseeyourwaytoraiseyourprice,pleaseinformus.Also,pleaseinformusofthechangeofyourmarket.Wepromisetogiveseriousconsiderationtoanyofyourinquiries.五•翻译1.Whatwequotedisourrock-bottomprice,andwedeeplyregretthatwecannotacceptanyfurtherreduction.2.Ourpriceisthebestpricewecanoffernow.3.Itisimpossibletoconcludeanybusiness,unlessyoureduceyourpriceby15%.4.Thefactoryhastodeclineanyfreshordersduetoashortageofrawmaterials.5.Ourproductsarebetterinqualitythanothersuppliers・Ifyoutakethisintoconsideration,youmayseethatourpriceisinfactbetterthanothers.6.Inviewfotheconditionsofourpresentstock,itislikelythatwecannotacceptanynewordersuntiltheendofnextmonth.7.WeareinreceiptofyourletterdatedJuly15alongwiththeenclosedorderfor200setsofdrillers・WeherebyencloseoursalesconfirmationNo.236induplicate・Pleasesignandreturnonecopyforourfile.&WehavebookedyourorderNo.45for100,000ydsofprintedfabricitemNo.10074.PleaseinformusofthecolorsandopentherelevantL/Cinourfavorasstipulatedinthecontract.9.WearesatisfiedwiththeresultsofthenegotiationinKwangchou.WeherebyencloseourorderNo.95for500setsofalarmclockforatrialsaleonourmarket.10.Weherebyencloseourtrialorderfor200setsofknittingmachine・Ifthequalityprovedtobesatisfactory,manyorderswillfollow・第七课练习七1・Inordertoencourageyoursalespromotionofourproducts,wereachedanagreementwithyouatafavourablepricebelowtheprevailingmarketlevel.2.Pleasemakeacontractonthebasisofouragreedtermsandsendittousforourcounter-sign.3.Asforthedateandquantityofshipment,wehavemadeitveryclearinthesalesconfirmation:5M/TforLondoninMay,10M/TforLiverpoolinJune.4.WeherebyencloseoursalesconfirmationNo.KD-120intriplicatefor20M/Tofciitronellaoil.Pleasesignandreturnonecopyforourfile.5.Asforthedetailsofthecontract,pleaserefertothecablesbetweenusduringAprilandMay・6.Weneedtoreconsiderthedetailsofthecontractyouworkedoutbeforewecansignit・7.Wewanttomakeaspecialstatementthatthecontractmusthavedefinitestipulationsabouttheinspectiontimeafterthecargoarrivedattheport.&Asthisisacontractabouttheimportofplant,soithasalotofcomplications,andweneedtoconsultourtechniciansaboutthedetailsoftheequipmentparametersbeforewecandeterminethem.9.Somepatentedtechnologiesareincludedintheequipment.Thereforethecontractmusthavedefinitestipulationsabouttheuseofsuchpatentssoastoavoidunnecessarysubsequentdisputes.10.Ourgeneralviewofthiscontractisthatitstipulatedtoomuchabouttheseller'srightsbutitsstipulationsabouttheseller'sobligationsandthebuyer'srightsaretoogeneralized.Thereforewecannotsaythatitisacontractbalancedbetweenrightsandobligations.Sowemustre-considertheclausesofthecontractbeforewecandecidetosignit.第八课：练习八翻译1・WeareawaitingtheamendmentcableofthevalidityandshipmentdateoftherelevantL/C・2.becausedirectsteamersareveryfew,wehavetorequestyoutoamendtherelevantclausesinyourL/Cto"transshipmentviaHongkongallowed”3.BecauseofthelatearrivalofyourL/Candthecongestionofthecargo,wefailedtoabtainthenecessaryspace・4.Asthes.s.VictoriafiledtorechtheshceduledportofshipmentbeforeJuly15,andtherearenoothervesslesavailable,wewillhavetoaskyoutoextendthedateofshipmentandthevalidityoftheL/CtoAugust5and20respectively.5.Referringtothe2,000dozsofshirtsunderoursalesconfirmationNo.KC-215,thedateofshipmentisapproaching,pleaseexpeditetheestablishmentofyourL/Candcableusoftheopeningbank,thenumberanddateoftheL/C.6.D/Awillbetooriskyforus,soweonlyacceptD/Patsight.7.ReferringtothepeanutkernelsunderoursamesconfiimationHK/7021,wehavebookedaspaceonthes.s.DorrissailingdirectlyforMarseilleonJune25.PleaseadviseyourbanktoairmailtheoriginalL/CNo.HS-231assoonaspossible.&WeareinreceiptoftheL/CNo.9845openedbytheH.S.BankofSingapore.ThesaidL/Ccovers120M/TsofF.A.Q.peanutskernelsof1999cropunderoursalescontractHJ402.9.Thecargohasbeenreadyforshipmentforquitealongtime・ButwefailedtomakeshimpentbecauseyourL/Cisyettoarrive.10."Bankingcommisionsandchargesareforthebefeficiary5saccount"mustbedeletedfromyourL/C.Becausesuchfeesareforthebuyer'saccoutasstipulatedintheagreement.练习九1.Throughourjointeffortsandcooperation,wehavereachenanagreementonthesalesof31M/TsofbarsteelontheGuangzhouTradeFair.Wesincerelyhopethatthisinitialbusinesswillpromotethetradeandfriendlyrelationsbetweenus.Asforthetermsofpayment,wehavenotedinthenegotiationthatthepoundisexperiencingadepreciationandweinsistonopeningyourL/CintermsofU.S.$soastoguaranteetherealvalueoftheouramount.Obviouslyyouagreedtousandthatiswhywesignedtheagreement.ButinyourletterofApril15yousaidyoufinditdifficulttoopenindollars.Wearesurprisedtohearthat.Manycustomersinyourareadidn'tfindanydiffucultiesinopeningindollars・WehavestartedthemanufactureofyourorderascontradedandshipmentcanbemadeuponreceiptofyourL/C・PleaseopenyourL/Catonceascontracted・2.UponreceiptofyournoticeofMay10thattheexportlisencehadbeenissued,we,asusual,hadopenedourL/CbycableforanamountofU.S.D.25,000・Pleasemakesurethatdeliverytobemadewithinthismonth・Deliveryontimeisveryimportantonourlocalmarket・Pleasepaintthedrumwitharemarkableshippingmarkof“DKKsoastofacilitateourtakingdelivery.Pleasetrytoloadthecargoonboardthevessels.s."KOREAN",whichisduetosailoffonthe24ofthismonth.3.ThreediscrepancieswiththecontractwerefoundinyourL/C:First,CertificateofManufactureswasrequiredinyourL/C,butnosuchclausecanbefoundinthecontract.Infactthecontracteditemisakindoffarmproduct,anditisimpossibletoobtainCertificateofManufactures.Secondly,thetotalCIFamountwasstipulatedtobe5,000dollarsinyourL/C,butitis5,500dollarsinthecontract・Thirdly,thecontractnumbershouldbe82/1245butnot82/1254.ThecargoisreadyforshipmentandpleaseamendyourL/Cbycabelassoonaspossible・第九课：练习九1.Wewilldoourbesttoarrangethefirstshipmentontimesothatyoucancatchtheseason.2.Thecargohasbeenreadyforshipmentforaslongasonemonth,butuptonow,yourL/Cisyettoarrive・3.ThecargounderourS/CNo.DM-41hasbeenreadyforshipment.PleasehastentoestablishyourL/Cthroughyourbank..Otherwiseitwillbedifficultforustoobtainnecessarycontainersandspace・4.Wewanttomakeitclear.IfthereisanyfurtherdelayinyourL/C,wewillbeunabletoguaranteeourshipmentwithinthecontractedtime.5.Astransshipmentisrequiredintransportation,wepackedthecargowithspecialcaretoavoidanypossibledamageduringthetransit.6.AsourstockisnotuptotherequirementsinyourL/C,wehopeyouwouldamendyourL/Cthroughtheopeningbanksothatwecanmakedeliverywithinthecontractedtime.7.Thecargohasbeenreadyforshipmentforover30days・Butyouhavenotremitted50%ofthevalueasdownpaymenttoourdesignatedaccountjustasweagreedinthecontract.&Wehaverepeatedlynotedinourorderthatthecargomustbecarriedincontainers.Otherwisetheinsurancecompanywillrefusetobearwholeresponsibilitiesforthedamageorshortagetherefrom.9.Weherebyinformyouthat300M/TsofCoconutoiluneryourorderNo.99-KM412hasbeenloadedontothevessels.s.“Pearl”.ThesaidvesselisscheduledtoreachthePortofAntwerpatthebeginningofApril.10.Aftershipment,wehavepreparedthefullsetofshippingdocumentspresentedthemtothelocalbankfornegotiation・练习十1.ItisstipulatedinthecontractNo.CT865concludedinDec.20,1996that5,000M/TsofsteelplatearetobedeliveredinMarch1997.Butsofarwehavenotheardanynewsfromyouaboutthis.Ouruserisinurgentneedofthecargoandweintendtodespatchthes.s.Dongfengtotakeload.ThevesselwillreachyourportaroundtheendofApril.Pleasecableusifyouagreetothis・Otherwisepleasetelluswhenthecargocambeready・Thedelayinshipemnthascausedusmuchtroubles.IfyoucannotmakeshipmentinApril,wewillhavetoclaimagainstyouandreserveourrighttocanceltheorder.2.ThankyouforyourletterofNovember15inquiringaboutthesalesofourcostumes.Weherebyencloseourcatalogandpricelistasrequested,alongwithotherconditionsandtermsofpayment.Wecarefullystudiedyourproposalstoguaranteeaminimumorderinexchangeforaspecialdiscount.Butwethinkittobebettertograntyouaspecialdiscountonthefollowingprogressiveterms:TotalAnnualPurchaseDiscountRateWehopethattheabovearrangementwillbemoresatisfactorytobothofus.Welookforwardtoyourearlyacceptanceofourproposalandyourusualsalesconfirmation,sothatwecanmakeanimmediatedelivery.第十课练习三.1・Ourinsuranceforthefertilizerisfor120%ofthetotalinvoicevalueuptotheportofdestination.2.PleasenotethatinsurancecoversonlyFPAandtheriskofbreakage.Ifadditionalinsuranceisrequired,theextrapremiumwillbeforyourownaccount.3・Insumnceistobecoveredat110%ofourCIFvalue.Ifanyadditionalinsuranceisrequired,pleseinformthesellerbeforehandandsuchadditionalfeeswillbebornebythebuyer.4.Asfortheinsuraneeofthecargo,itwasdefinitelystipulatedinthecontractthatinsurancecoversonlyagainstW.A.includingT.P.N.D.(W/Wclause)andWarRisks.PleasemakeitclearwhenyouopenyourL/C.5.PleaseseetoitthatinsurancecoversonlyW.A.includingwarehousetowarehouseclausevalidfor15days.6.YoumadeyourofferonthebasisofCFRC4%,soyouaretocoverinsuranee.Butwecancoverinsuranceforyouraccountifyourequest.Inthiscase,youshouldinformusoftheamountandriskstobecovered15daysbeforethedateofshipment.7・Underthepresentweatherconditions,theinsurancecompanywillfacemorerisks.Andthereforetheymayraisetheirpremiumnite.8.Asforyourclaimsfortheshortageduetothebreakageof14cases,we,astheinsurer,cannotgiveyouanyreplyatthemoment,becausenoinvestigationsaboutthecausesofthedamagehavebeenmade.Butwepromiseyouthatareplywillbesenttoyoufromouragenwithinoneweek.9.Coverageofrisksshouldbedeterminedinaccordancewiththespecificsofthecargo.Otherwisetheinsurancemayeitherfailtoprovideeffectiveprotectiontothecargoorthepremiu