外经贸英语函电与谈判课后习题答案1电子版本.doc

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1、Good is good, but better carries it.精益求精，善益求善。外经贸英语函电与谈判课后习题答案1-Lesson2承弗里曼公司介绍，得悉你公司是贵国轻工业品最大进口商之一。1.ThroughthecourtesyofMessrs,FreemanCo.,welearnthatyouareoneoftheleadingimportersoflightindustrialproductsinyourcountry我公司系一国营2.Weareastateownedcorporation,specializingintheexportofmetals,andhaveengag

2、edinthislineofbusinessformanyyears.ourproductshavewonfavorablecommentsabroad3.Wearedesirousofestablishingbusinessrelationswithyourcorporationsoastocexpandthesalesofourproductsatyourend4.Thecommercialcounselorsofficeofyourembassyinchinahasinformedusthatyouintendtoimportlathesformchinaandweandwritingt

3、oyouinthehopethatweanyestablishbusinessrelationswithyouinthisline5.Wewillsendyouourquotationsandsamplesimmediatelyuponreceiptofyourspecificenquiry6.PleaseletusknowyourspecificrequirementsothatwecansendyoubyseparatepostourcatalogueandquotationLesson31.Smith&Co,inVancouverhaswrittentousthattheywishtoa

4、ctasouragentforhandicraftsinCanada.Theyhavegivenusyournameastheirreference.wearethereforewritingtoyouwiththerequestthatyouwouldobtainforusanyinformationaboutthecompany,wethankyouinadvance.2.WeshouldappreciateitifyoucouldobtainforusallinformationboutsthefinancialandcreditstandingofMessrs,JamesNeil&co

5、.inLondon.Thereferencetheyhavegivenusistheirbank,HongkongandShanghaibankingcorporation.3.Messrs.Armstrong&.smithco.havewrittentouswiththehopetoopenupbusinessrelationswithus.beforetradingwiththem,wewouldliketoknowtheircreditstatusandshouldbepleasedtoenterintotraderelationswithyourfirmbuthopethatyouwi

6、llprovideuswithtwobankreferencesothatwemyproceedwithnegotiationofbusiness.4.Thefirmenquiredaboutinyourletterwasfoundedin1970withacapitalofUS$100,000andanannualturnoverofUS$300,000.ItislearnedthattheyhadaprofitofUS$50,000lastyear.5.Messrs,Williambaker&co.youinquiredaboutarealargeimporteroftextiles.Th

7、emaximumcreditwegrantedtothemis5,000inthepastandtheycanmeettheirobligationintime.Lesson41.Specializingintheimportandexportofvariouslightindustrialproducts,weareastate-ownedcorporationandhavehadbusinessrelationswithGordon&companyatyourendformanyyears.2.Wehavelearnedthatyouareinapositiontoexportcamera

8、softhelatestmodelRX31.wearethereforewritingtoyouandhopethatyouwillsendusacopyofthecatalogue.inthemeantime,pleaseletusknowthelowestpricesothatwecanapproachourclientsforsales.3.PleasebeinformedthatweareoneofthelargestimportersofsilkintheworldwehavebeenimportingthisitemfromJapanandnowintendtoextendourb

9、usinesstoimportthesamefromchina4Wehopeyouwillinformusofthemainitemsyoucanexport.Itwouldbebetterifyoucouldsendusafewcopiesofyourexportcataloguesandcuttingsamplesofvariouskindsofsilkforourchoice.5Withregardtoyourenquiryofthe4thMarchforspanners,we,firstofall,expressourregretfornotbeingunabletoquoteyoup

10、romptlyasourmanufactureshavetolookintothepossibilityofmeetingyourspecialrequirement.6AsregardsyourenquiryforTeases;wearepleasedtoinformyouthatthemanufacturershaveagreedtosupplyyouwith100setsthroughourrepeatedeffort.Lesson51.Wehavereceivedyourletterofandwitstoquoteforelephantbrandadjustablewrenchesas

11、follows:5atU$6.-perdoz.6atU$7.-Perdoz.7atU$8.-perdoz.TheabovepricesareonCIFKarachibasis,subjecttoourfinalconfirmation.2.Referringtoourofferofthe10thMarchforFiles,weregrettosaythatsofarwehavenotyetreceivedconsiderableordersrecently,ifyouconsiderthisitemsuitableforyourneedwesuggestyouplaceyourorderimm

12、ediately;otherwisewecannotassureyouofthetimeofshipmentasquoted.3.SincewequotedyoulastmonthforAbsorbentGauzewehavereceivedquitealotofordersandnowourstockisgettinglow.Ifyouareinterestedinthisarticlepleaseletusknowatoncesoastoavoiddisappointment4.Weregretbeingunabletoacceptyourcounteroffer.Sincewequote

13、dyouhaveconcludedbusinesswithmanyclientsatthepriceoriginallyquoted.Therefore,ifyouarestillinneedofthisitempleaseplaceyourorderwithoutdelay.5.Wehavereceivedyourletterof18thAprilandnowhavepleasureinofferingyou20metrictonsIronNails,11/2atUS$500permetrictonCIFNagasakiex-stock,othertermsbeingsameasbefore

14、.Theaboveofferisvalidsubjecttoyourreplyreachingherebeforethe10thMay.Lesson71.Theolddesignsyourequireisnolongeravailablefromstock.wehavetodaysentyouasampleofthelatestdesignandifyouconsideritsuitableweareinapositiontosupplythegoodsimmediatelyfromstock.2.TheHandBagsweofferareallmadeofthebestleatheranda

15、reavailableinawiderangeofstylesandcolorstomeettherequirementinyourarea.3.Inordertokeepourpricesaslowaspossiblewithoutaffectingthequalityofourproducts,wehavebeenlookingintonewmethodsofproduction.Ifyoucouldtakeintoconsiderationthequalityofourproductsweareconfidentthatyouwillfindourquotedpricesnotexces

16、siveatall.4.Consideringthelongbusinessrelationsbetweenus,wehavedecidedtograntyoua5%discountonanorderover1,000pairs.wemakethisconcessionbecausewewishtoopenupbusinesswithyouandlayafoundationforfuturebusiness.5.Ourportabletypewriterismadeoflighthardalloy,beingconvenientincarryinganddurableinuseLesson81

17、.Youareprobablyawarethatthereisurgentdemandforthegoodsonourmarket.wedeemitnecessarytostressthatthegoodsshouldbeshippedontime.Anydelayinshipmentonyourpartwillbedetrimentaltothefuturebusinessbetweenus.2.Enclosedpleasefindatrialorderfor300Bicycles.Ifthequalityofyourproductsprovestobesatisfactorytouswew

18、illplacelargeorders.3.WearesatisfiedwiththeresultofthenegotiationheldinShanghai.EnclosedwearesendingyouourorderNO.97for500AlarmClocksfortrialsalesonourmarket.weareconfidentthatyouwillexecutethisordercarefully.4.Wehavereceivedyourletterofthe10thAugust,enclosingS/CNo.90SP-5861induplicateagainstourorde

19、rNo.100for500setsofSewingMachines.AttachedheretoisacopyofthesaidsalesConfirmation,dulycountersigned.Pleasefinditinorder.Lesson91.Weverymuchregretthatwecannotagreetomakepaymentbeforeshipment.非常抱歉，我们不能同意在装运前付款。2.ForthistransactionweexceptionallyagreetomakepaymentbyL/Cbutforfuturetransitions,wewouldask

20、formorefavorablepaymentterms,I.e,D/P.对这次交易，我们例外同意用信用证方式付款，但对以后的交易，我们要求更有利的付款条件，也就是付款交单。3.OwingtothehighexpensefortheopeningofL/Chere,wesuggestthataftershipment,youdrawonusasightdraftforcollectionthroughyourbankagainsttheshippingdocuments.Weassureyouthatassoonasthedraftispresentedwewillmakepayment.由于

21、此间开证费用颇高，故我们建议在货物装运后，你们凭装运单据向我们凯利即期汇票，通过银行托收。我们保证一俟提示汇票，当即付款。4.Whilethankingyouforyourorderfor50reamsofglasspaper,weregretbeingunabletoagreetopaymentbyD/AasitisourusualpracticetoacceptpaymentbyL/Conlyandyoucannotberegardedasanexception虽然我们对你方订购50令（ream）砂纸（glasspaper）表示感谢，但歉难同意以承兑交单方式付款，因为我们一般惯例都只接受以

22、信用证付款的方式，你方自不能例外。5.Inviewofthelongbusinessrelationsbetweenus,wewill,asanexception,acceptpaymenttermsbyD/P30daysforyourpresenttrialorderandhopeyouwillacceptourterms.鉴于你我间的长期友好关系，对你方这批试购的货物，我们愿意例外地接受30天付款交单的方式付款。希望你们能接受。6. Weaskforpaymentbyconfirmed,irrevocableletterofcreditinourfavor,availablebydraft

23、atsight,reachingusonemonthaheadofthestipulatedtimeofshipment,remainingvalidfornegotiationinChinauntilthe15thdayafterthetimeofshipment,andallowingtransshipmentandpartialshipments我们要求货款以保兑的，不可撤销的，以我方为受益人的即期信用证支付。该信用证需在合同规定的装运期前一个月抵达我方，在中国议付，有效期在装运期后15天，并允许转船和分批装运。Lesson101. 第号售货确认书项下的信用证第号已收到。所有条款都一致，

24、但价格条款当乐为照办。YourL/CNoagainstS/CNohasbeenreceivedbutwefindalltermsinorderexceptthatthepricetermsCFRhavebeenwronglytypedasCIF.WillyoupleaseamendtheL/Caccordingly?Incaseyouwishustoinsuretheshipmentatyourcost,weshallbegladtodosouponreceiptofyouradvice.2. 收到你公司对第号售货确认书开出的第号信用证。经核对估计系书写笔误，请予修改。Wehavereceiv

25、edyourL/CNoagainstourS/CNoOnexamination,wefindthattheunitpricestatedthereinisUS$3.25perpiece,whereasthecontractedpriceisUS$3.52.Wethinkthismustbeaclericalerrorandyouarerequestedtoamenditaccordingly.3. 今收到你公司对第号售货确认书开来的请与上述售货确认书核对并及早修改WehavereceivedyourL/CNoagainstourS/CNobutfounditsamountisUS$500sho

26、rt.Youwillfindtheshortagebyreferringtothesaidcontract.Itishopedthatyouwillmakeitupatyourearliestconvenience.4. 我公司第号售货确认书订明总值为US$9250.对此明显误差请及早修改为感。ReferringtoourS/CNo,whichcomestoanamountofUS$9,250,wewishtoinformyouthatwenowjustreceivedyourL/CNowhichisinanamountof9,250.Thisisanapparentmistakeandwes

27、houldappreciateyouramendingitwithoutdelay.5. 收到你方对第号售货确认书开出的第号信用证，但已超过规定期限很久。由于过去的几个月内原料价格上升，合约所订货物已调整为每打US$5.00CIFNewYork。为此，请将上述来证中的单价相应修改，并把总金额加至US$5,000.望及早办理。ThisistoourS/CNoagainstwhichyourL/CNowasreceivedmuchlaterthanthedeadlinestipulated.Withtherisingcostofmaterialoverthepastmonths,wehavebee

28、ncompelledtoadjustourpriceforthecontractedgoodstoUS$5.00perdozenCIFNewYork.Therefore,theunitpriceinyourL/CshouldbeamendedcorrespondinglywiththetotalamounttobeincreasedtoUS$5,000.Pleasedotheneedfulatyourearliestconvenience.第号售货确认书项下第号信用证已收到。但所列装运期与合同规定不符。合同订明装运期为4、5月份，而信用证上则规定在20.年4月份装运。虽然我方将努力争取在4月份

29、装运，但信用证仍应按合约规定加以修改。YourL/CNoforS/CNohasbeenreceivedbutwehavefoundthatthetimeofshipmentnotinconformitywiththatstipulatedintheS/C.TheS/CNostipulatesfortheshipmentinApril/MaywhileyourL/CcallsforshipmentinApril,20.AlthoughwewilltryourbesttoshipthegoodsinApriltheL/CshouldbeamendedaccordingtotheSalesConfi

30、rmation.Lesson111.请对包装特别注意，否则，货物将会在运输途中损坏。Pleasepayspecialattentiontothepackingasotherwisethegoodsmaybedamagedinthecourseoftransport.2.包装需符合我地市场的爱好。Thepackingmustbeinlinewithlocalmarketpreference.3.若能提供小包装，那就更好了。Itwouldbebetterifsmallpackingisavailable4.对你方指定的包装，我们要收取费用，因为这需要额外的劳力和费用。Wewillchangeyou

31、forthedesignatedpackingasitcallsforextralaborandexpense.5.我们已把你方对包装的要求转告厂方，他们同意在下次装运时采纳你方意见。Wehaveconveyedyouropinionaboutthepackingtothemanufacturesandtheyagreetoadoptyoursuggestionforyournextshipment.6.在我们商品的塑料袋上及纸盒上都印有商品的图样，这样就能帮助顾客了解他正在买的商品。Thereisthepictureofthegoodsonourpolythenebagandcardboar

32、dboxanditwillhelpthecustomersseewhattheyarebuying7.我们出口的毛巾每纸盒装半打，一种颜色。如你们要在一盒中搭配两种或三种颜色，则你方需负担额外费用。每10打装一纸板箱。OurexportTowelsarepackedincardboardboxesofhalfadozeneach,inonecolor.IfyouwouldliketohaveTowelsassortedintwoonmorecolorsinoneboxyouhavetobeartheextracost.Every10dozenispackedinacarton.8.我们不知道你

33、方能否按我要求包装，即每条浴巾装一塑料袋，然后每6条不同颜色的浴巾装一纸盒，每10纸盒装一纸板箱，外箍铁箍两道。Wewonderifyoucouldpackthegoodsaccordingtoourrequirements,I,e.eachBathTowelinapolythenebag,6piecesindifferentcolorstocardboardboxandevery10cardboardboxestocartonwithtwohoopsoutside.Lesson121. 我们一般的保险金额是发票总值的110%投保一切险，假如你们对保险金额及投保险别有特殊的要求，请告诉我们。我

34、们当在力所能及的范围内满足你方要求，但所牵涉到的额外费用，须由你方负担。WeusuallyeffectinsuranceagainstAllRisksfor110%ofthefullinvoicevalue.Incaseyouhavespecificrequirementfortheinsuredamountorinsuredcoverage,pleaseletusknowandwewilldoourbest,withinourreach,tomeetyourrequirement.However,theadditionalpremiuminvolvedisforyouraccount,2.

35、我们客户要求你方报CIF纽约价，因为他们认为由你方保险比较简单。但他们希望知道你们将投保什么险别，保险金额以及向谁投保等情况。OurclientsaskyoutoquoteCIFNewYorkpricebecauseitissimplertohavetheinsurancetakencareofbyyou.However,theywishtohavesuchinformationastheriskstobeinsuredagainst,theamountofinsurance,thepartywithwhomtheinsuranceistobecovered.3. 若货物发生灭失或损坏，你们可

36、在货到后60天内连同公证报告、保险单、索赔清单等单据，向我方保险公司在你地的代理提出索赔。Incaseoflossanddamagetothegoods,youmayfileaclaimsupportedbyasurveyreport,insurancepolicy,statementofclaimandothernecessarydocumentswithin60daysafterarrivaloftheshipmentwithourinsurancecompanysagentatyourend.4. 我们报的CER价格，因此，货物将由你方保险，但我们在货物装运后，将立即通知你们有关的装运情

37、况。OurpriceisquotedonCIFbasisandconsequentlytheinsuranceistobecoveredbyyourselves.However,assoonasweshipthegoodswewillletyouknowtherelativeshippingposition.5. 中国人民保险公司差不多在全世界各主要港口都有验货人及代理人。万一货物灭失或损坏，保险赔款可在你地支付。ThePeoplesInsuranceCompanyofChinamaintainssurveyorsandagentspracticallyinallmainportsofthew

38、orld.Incaseoflossordamage,insuranceclaimispayableatyourend.我们所报的CIF价格，没有把任何附加险计算在内，我们只投保通常的水渍险。OurCIFpricesarecalculatedwithouttakingintoconsiderationinsuranceagainstanyadditionalrisksandweusuallycoverinsuranceagainstWPA.Lesson131. 我们乐于通知你们，你订单354号项下的自行车已于今日由上海轮发运预定于3月中抵达你港Wearepleasedtoinformyoutha

39、tthebicycleunderyourorderNo.385havebeendespatchedtodaypers.s.ShanghaischeduledtoarriveatyourportinthemiddleofMatch.Detailsaregivenbelow:Quantity:3CasesMarkingandNumbering:ABCinDiamondover”NewYork”withcasenumberonetothreebelow.Weightandmesurementaregivenbelowthecasenumber.2. 我们相信货物将安全抵达，并使你们满意，希你方向我们

40、再次订购Wetrusttheshipmentwillreachyouingoodorderandgiveyoufullsatisfactionsothatyoucanplacefurtherorderswithus.3. 我们乐于确认已收到你方4月5日第796号订单，并通知你方该货大约可在5月中旬左右由大连号轮装运WearepleasedtoconfirmhavingreceivedyourorderNo.796of5thApril,andwouldadviseyouthatshipmentwillbemadepers.s.DalianaroundthemiddleofMay,wellwith

41、inthetimeyouspecified.4. 关于我方3月14日第742号订单项下10台打字机要求在4月份装运事，我们抱歉地不得不提醒你至今我们没有接收到任何装运的消息Withregardtothe10setsofTypewrithersunderourorderNo.742ofthe14thMarchforshipmentinApril,weregrettohavetoremindyouthatsofarwehavenotheardfromyouabouttheshipment,andmustaskyoutoshipthegoodswithoutdelay.你976号订单所订购之货已于今

42、日由中山轮字上海运往纽约，随函附上第7642号US$500发票一纸请查收WehavepleasureininformingyouthatyourorderNo.976hasbeenshippedtodaypers.s.ChungshanfromShanghaitoNewYork.WearesendingyouenclosedourinvoiceNo.7642forUS$500andpleasenotethatwehavedrawnonyouforthisamountatsightforcollectionthroughBankofChina,togetherwiththerelativeshi

43、ppingdocuments.Lesson151. 第89SF-36805号销售确认书项下500箱午餐肉由泰山轮于10月9日运抵汉堡。提货时发现短少了5箱。请调查并将这5箱与第89SF-36845号项下货物一起装运，以资补足Pleasedbeadvisedthat500casesofPorkLuncheonMeatunderS/CNo.89SF-36805shippedexs.s.TaishanarrivedatHamburgonthe9thOctober.Ontakingdeliveryofthegoods,wefound5casestogetherwiththeshipmentundert

44、heS/CNo.89SF-36845.2. 关于第89SF-36805号销售确认书项下有泰山轮装运的500箱午餐肉短少5箱事，我们对此深表遗憾。按提单所载该500箱午餐肉在装运港确已全部装船，因此我们对此不负责任。我们建议你向船公司提出索赔Weverymuchregrettolearnoftheshortageof5casesofPorkLuncheonMeatoutofthe500casesshippedpers.s.TaishanagainstS/C89SF-36805.Accordingtothebilloflading,these500caseswerereallyloadedonth

45、ecarryingvesselattheportofshipmentconsequently,wearenotresponsibleforthematterandsuggestyourlodgingaclaimagainsttheshippingcompany.3. 我们对你第897号订单项下10箱玻璃杯中2箱发生严重破碎一事深感遗憾。Weexpressourdeepregretattheseriousbreakageof2casesTumblersamongthe10casesagainstyourorderNo.897.Pleasebeinformedthatthislotofgoodsi

46、scarefullypackedandthereisnodefectinthepackingmaterialsused.Wearesurethatthedamagemustbecausedthroughroughhandling.Aswehaveinsuredthisshipmentagainstbreakageriskpleasefileyourclaimwithourinsurancecompanysagentsatyourend.4. 我弟764号订单项下的1000套套筒扳手已由黄山轮运抵此间。由于该批货物的品质极为低劣Wewishtoinformyouthat1,000setsofBo

47、xSocketSetscoveredbyourorderNo.764arrivedhereesHuangshan.Onaccountoftheextremeinferiorityofthegoods,ourclientswillrefusetotakedeliveryofthemevenifyoumakeanallowance.5. 如前函所告该批货物品质极为低劣，我方客户不愿提货，故请告知是否要我们把这批货退回，还是要我们把货物保存在我仓库，留待你方处理Asinformedinourpreviousletterthatthegoodsyoushippedareofextremelyinfer

48、iorqualityandthatourclientsareunwillingtotakedeliveryofthegoods,wewonderifweshouldreturnthemorkeeptheminourwarehouseatyourdisposal.Lesson二课1英语伦敦FREEMAN公司把贵公司介绍给了我们,认为贵方会成为中国棉布的购买者.由于我公司经营该类产品,因此希望能尽快与贵公司建立业务关系。为让贵公司了解我方目前可供出口的棉布品种的大致情况，随函寄上产品说明书和剪样册。一俟得到贵方具体询盘，我方将立即报价。盼早复。二课2我公司在我驻巴基斯坦使馆经济商务参赞处获知了贵公司及地址，现寄上此信，愿与贵公司建立业务关系。我公司是家专门出口台布的国营企业，可按顾客对产品的花样图案、规格尺寸和包装装潢的不同要求接受来样订货。我公司也接受顾客指定商标或牌号的订单。为使贵公司大概了解我公司经营的台布品种，我们将寄一份最新目录供参考。如对哪些产品感兴趣，请贵公司尽快告知我方。一俟收到贵公司具体询盘，我们会立即寄送报价单和样品。早复为盼。第三课1我公司正准备办理在卡拉奇的J。AHussain公司的一批大额订货，如贵方能以保密的方式向我们提供这家公司的财政状况各业务经营方式，我公司将不胜感激。该公司提供的资信证明人是标准渣打银行卡拉奇分行。烦请贵方能与上述银