徐美荣外贸英语函电第二版课后练习参考答案完整版

徐美荣外贸英语函电（第二版） 课后练习参考答案完整版外贸英语函电课后练习参考答案（中英文对照版）5名词解释、Establish bus in ess relati ons 建立商务关系Import 进口Export 出口Importer 进口商Exporter 出口商Commercial coun sellor 'office 商务参赞处Chamber of commerce 商会Credit standing 资讯状况二、Inquiries 询价First inquiry初次询价Gen eral inquiry —般询价Specific inquiry 具体询价Commission 佣金Delivery 交货Effect delivery 装运All necessary information 所有必要的信息Delivery date 装运期四、 Quote报价Offer报盘Voluntary offer 主动报盘Free offer虚盘(自由报盘)Firm offer 实盘Pro forma invoice 形式发票Import lice nee 进口许可证Catalogue 目录Under cover随函附上Supply from stock 供现货五、 Counteroffer 还盘Be on the high side 偏高Regret遗憾Be in line with 与。

相符Reduce减少、降低Make a reduct ion ofThe prevailing market 行市六、 Accept接受Acceptanee 接受Con firmatio n of order 订单的确认Sales contract 销售合同Purchase contract 购买合同Sales confirmation 销售确认书Purchase confirmation 供货确认书Sign签名Sig nature 签名Counter-signature 会签七、 Payment terms支付条款Modes of payment 支付方式Remittanee 汇付Telegraphic transfer (T/T)电汇Mail transfer (M/T)信汇Dema nd draft (D/D)票汇Collection 托收Documents against payment (D/P)付款交单 Documents against acceptanee (D/A)承兑交 单八、 Ki nds of L/C信用证种类Sight L/C即期信用证Term L/C远期信用证Establish L/C开立信用证Amendment to the L/C 修改信用证Extension of the L/C 展延信用证Check the L/C检查信用证With the terms of con tract 按合同九、 Pack包装Packing requirements 包装要求Shipping instructions 装运指示Shipping marks 唛头Shipping advice 装运通知Modes of transportation 运输方式Time of shipment 装运期Destination 目的地Partial shipment 分批装运Transshipment 转运十、In sura nee 保险Risk风险Average 海损Cover投保Coverage承保范围Open policy预约保单Premium保险费翻译：Chapter Two1. 我们从中国驻东京大使馆商务参赞处 得知贵公司的行名和地址，并了解贵公司是经营家用电器产品有经验的出口商We obtained your n ame and address from commercial coun sellor ' office of the Chin ese embassy in Tokyo. They have in formed us that you are experie need exporter in the market for home electrical applia nces.2. 我们的一个客户对你们的新产品感兴趣One of our customers is in terested in your new product ion.3. 我们的一个日本客户想要购买中国红茶One of our customers in Japan wants to be in the market for black tea.4. 如你所知，我们的外贸政策是在平等互利的基础上与各国人民做生意As you know, our policy is to trade with mercha nts of various coun tries on the basis ofequality and mutual ben efit.5. 我们希望你方尽最大努力促进业务又增进友谊。

We hope you can try your best to promote both trade and frien dship.6. 谢谢你方来函表示提供服务，我方愿与你方就扩大贸易的可能性进行讨论Thanks for your letter about service supply, we are willing to talk about the possibility of promoti ng trade.7. 我们了解到你公司是中国手工艺品的出口商，因此冒昧的写信给你We have ack no wledged that your compa ny is the exporter of Chin ese han dicraft.8. 我们相信，贵我双方的业务将随着时间的推移而得到发展We are sure that bus in ess betwee n us will be promoted as time pass ing.9. 你方2月15日函悉，并已转交给了上海分公司办理答复，因为你所询购的商品属于他们 经营范围£1—Your letter of Feb 15 addressed to us has been passed on to our Shanghai Branch Office for attention and reply, as the goods you inquired is within the range of their business activities.10. 我们是一家在全世界范围内进行进出口业务的贸易公司We are a trad ing compa ny han dli ng the import and export bus in ess around world.Chapter Three1. 如果你方报价具有竞争性，交货期可接受的话，我们愿向你订货If your quotation is competitive and the delivery date is acceptable, we are willing to place an order with you.2. 一经收到你方具体询价，我们将传真报价On receipt of your detail inquiry, we will fax our quotation.3. 如果你方有兴趣，请通过电子邮件通知我方，并说明所需数量If you are in terested in our goods, please mail me and indicate the qua ntity.4. 我们对贵方发盘颇感兴趣，不日内将给予明确答复。

We are in terested in your offer, and we will reply definitely so on.5. 此报盘为实盘，以你方在本月底前复到有效This offer is firm, subject to your reply reaching us before the end of this mon th.6. 这是我方最新的价格表，你会发现我方价格具有竞争性的This is our latest pricelist and you will find our price is competitive.7. 鉴于我们长期的贸易关系，特此报盘In view of our long term bus in ess-ship, we hereby offer you as follows.8. 如果你方订货数量大，价格还可以进一步考虑If the qua ntity of your order is substantial, the price can be con sidered further.9. 一收到你方具体询盘，我们立即报最优惠的拉各斯到岸价On receipt of your specific inquiry, we will offer at our most favorable price based on CIF Lagos.10. 因为我们所报价格是很合理的，我们相信这将是你们所能接受的As our price quoted is very reas on able, we believe it should be acceptable to_you.Chapter Four1. 按照要求，我们现报盘500辆飞鸽牌自行车如下As your request, we are making you an offer for 500 Feige Brand bicycles as follows.2. 此报盘为实盘，以你方在本月底前复到有效This offer is firm, subject to your reply reachi ng us before the end of this mon th.3. 如果你方认为这一报盘可接受，请即传真以便我方确认。

If you find our offer is acceptable, please fax us for confirmation.4. 我们高兴地给你方报永久牌自行车拉各斯成本保险加运费的实盘 We are glad to make you a firm offer for Forever Brand Bicycles CIF Lagos.5. 关于标题项下的货物，随函寄去形式发票 88号一式两份请注意我们报盘有效期至 6月10号As to the capti oned goods, we enclose P/I No.88 in duplicate. Please no tice that the validity of our offer is till June 10 th.6. 本报盘将保留至月底有效We will keep our offer firm to the end of this mon th.7. 我们能以具有吸引力的价格向你方报各式各样的中国水果罐头We can offer you variety of Chin ese canned fruits at attractive price.8. 我们的钢笔价格是每打6美元温哥华到岸Our price of the pen is atUSD 6.0 per doze n CIF Van couver.9. 现按你方请求报盘如下，以我方最后确认为准At your request, we make you followi ng offer, subject to our final con firmati on.10. 上述报盘无约束力。

Above offer is without en gageme ntChapter Five:1. 你方还盘与现行市场价不符The price you counter-offered is not in line with the prevailing market.2. 很溃憾，我们的价格与你方还盘之间的差距太大Unfortun ately our price has a large gap with your coun teroffer.3. 很溃憾我们不能把价格降到你方所表示的水平We regret that we couldn 'reduce the price to the level at your request.4. 由于原材料短缺，制造商不能接受任何新的订单Owing to the shortage of raw material, ma nu facturer is un able to accept any new order.5. 4大量承约，我们不能接受新的订单，但二旦新货源到来,我们将随即去电与你方联系 不误On account of heavy commitments, we are unable to accept fresh (new) orders. On jhe goods coming to stock, we will contact you without delay.6. 目前我们暂不能给你们报盘，但将记住你方的询价For the time being we couldn 'quote for you, but we will keep your inquiry in mind.7. 报给你方的价格是很实际的。

很抱歉不能接受你方的还盘The price we offered to is reas on able. We regret to say that we can 'accept your coun teroffer.8. 我们的报价相当合理，(这)已为你地其他客户所接受Our quotation is considerably realistic, which has been accepted by your local customers.9. 你方必须降价百分之二左右，否则就没有成交的可能You must cut more or less 2 percent of the price. Otherwise we can 'come to terms.10. 请随时告知你处的供货情况Please keep us in formed of the supply situati on in your market at any time.Chapter Eight1. 信用证必须由我方公司可以接受的银行加以保兑L/C must be con firmed by the bank which is acceptable to our compa ny.2. 为了避免随后修改信用证，务请注意下列事项In order to avoid subsequent amendments to L/C, you must pay attention to the following items.3. 兹通知你方，以你方为受益人的信用证已由伦敦巴克莱银行开出 —We hereby inform you that the L/C has bee n issued(open ed) in your favor with the ba nk of Barclays, in London.准许4. 信用证2356号，请修改：(一)按合同，长吨改为公吨；(二)展装运期到九月底并 分运转船Please ame nd L/C No.2356 as follows:Partial(1) As con tract, Lon g ton ” to be replaced by Metric ton ”；(2) The shipment date of L/C should be extended to the end of September. shipme nt and Tran sshipme nt are allowed.5. 你方信用证第105号少开了 1000美元，请传真作必要的改正theThe amount of L/C is US$1000 less than that stipulated. Please fax us for necessary ame ndme nt. (Your L/C No.105 is short established to the amou nt of US$1000. Please fax n ecessary ame ndme nt.) Chapter Eleve n9. 顾客对你方所供应的收音机质量提出抱怨。

Our customers have compla ined about the quality of the Radio Receiver supplied by you.10. 检查后，我们发现这批货物与原 —不一样After inspection, we found the goods are different from the original samples.11. 我们不得不要求你方如数赔偿上述金额We have to lodge a claim against you for the above amount (for the amount requested by you).12. 根据商检局检验报告，我们现向你方就这批货物的质量提出索赔According to the Inspection Certificate, we are now lodging a claim against you on the qua ity of the goods.13. 我们对上批船货的全部损失向你方提出 1000美元的索赔We shall lodge a claim against you for all the losses on the last shipment for the amount of US$1000.14. 如果你方不同意接受我方建议，我们将通 —If you couldn 'accept our suggestion, we will have to settle it by arbitration.15. 由于轮船公司对货物的损坏有责任，你方应将索赔提交他们处理。

The shipp ing compa ny is liable for good s 'damage. You should lodge the claim aga inst them(The claim should be referred to them for settlement).作文:经你方商会的介绍，我方欣悉贵公司的行名和地址我公司专门经营中国纺织品出口， 并愿意在平等互利的基础上与贵公司建立业务关系为使贵方对我方产品有全面的了解，我 方另函寄去一本目录册及一套小册子以供参考」口对目录中所列之任何产品感兴趣，请具体 _ 询价，我方将立即报价望尽快答复 —Dear sirOn the recommendation of your Chamber of Commerce, we have learned with pleasure the name and address of your company. We are specializing in the export of Chinese textiles and glad to establish bus in ess relati ons with you on the basis of equality and mutual ben efit. To make you know well of our products, we are separately sending you a catalogue together with a set of brochure for your referenee. Please specific inquire if you are interested in any of the items listed in the catalogue. We will quote immediately..We look forward to your early reply.Yours Faithfully三、执事先生：很高兴收到你方4月10日的询价，根据你方要求，现寄上带插图的目录册及价格表。

另邮寄上一些样品，相信经查阅后，你方会同意我方产品质量上乘，价格合理如果每个款式 的购买数量不少于1000罗的话，我们可给2%的折扣支付是凭不可撤销的即期信用证由 于质地柔软、耐用，我们的棉质床单和枕套倍受欢迎谅你在研究我方价格之后，自然会感 到我们难以满足市场需求的原因但是，若你方订货不迟于本月底，我们保证即期装运早复为盼谨上Dear Sirs,£1—We are glad to ack no wledge your inquiry dated April 10 . As your request, we will sendyou our illustrated catalogue and pricelist. Separately, we will send you some samples. I believe after checking, you will recognize that our product is of high quality and price is reas on able.If the purchas ing qua ntity for each specificati on is no t less tha n 1000G, we can offer you 2% disco unt. The payme nt is irrevocable sight L/C.Because of texture and durable, our bed sheet and pillow cover are far more popular. I guess after considering our price, you will find why we couldn ' meet the demands of the market. However, if your order is no t later tha n the end of the mon th, we can assure you prompt shipme nt. We look forward to your early reply.Yours Faithfully四、谢谢你方1月12日的询价。

现报盘如下，以你方十日内复到为条件：10公吨罐装芦笋，每罐均.2伦敦到岸价，船期3/4月份支付条件是凭即期汇票支付的，保 兑的，不可撤销的信用证付款 相信上述报盘能为你方所接受殷切期待好消息Dear Sir,Thank you for your in quiry of January 12. We are now maki ng you followi ng offer, subject to your reply reach ing us with in 10 days:10 M/T canned asparagus at £ 3.20 per can CFR London, shipment is about March or April. Payme nt is to be made by con firmed irrevocable L/C , payable by draft at sight .We trust the above offer will be acceptable to you.I am wait ing for your favorable reply with kee n in terest.Yours faithfully五、你三月二十日函悉，谢谢。

我们已仔细研究了你方对我短袜报价的意见虽我方想满足你方的要求，但歉不能按你方要求降价，因我方价格经精确计算即使我方价 格与其他供应商的价格不同，那也是因我方产品的质量远远超过贵处其他外国牌子，从我方 购进你方定会得利然而，为有助于你方在此行业中发展业务，我们准备给百分之五折扣，条件是你方起定 量达到五千双如果此建议可接受，请早日告知你方订量Dear Sir, March 29,2007We have ack no wledged your letter dated March 20th. We have con sidered your opinion about our quotati on for socks.We would like to meet your requireme nts. However, we regret that we could n 'reduce the price as your request, because we set the price by careful calculation. Although the price is different from those of other supplies, that is because the quality is far more better than those of other foreig n bran ds. It is profitable to buy it from us.However, to promote the developme nt of your bus in ess in this line, we will offer you 5% discount, on condition that the minimum quantity of your order is 5000 pairs. If the suggestion is acceptable, please inform us the quantity of your order early.Yours truly兹高兴地确认按照下列条款买进你方 29英寸东芝彩色电视机2000台：2000台29英寸东芝彩色电视机，大连成本、保险加运费价每台……美元，木箱装，每箱装 四 台。

收到信用证一周内，从横滨运至大连请特别注意货物的包装，以免货物在运输途中受损我们现在正在洽办开信用证，在接 到你方确认书后，即可开出以你方为受益人的信用证Dear Sir,We hereby confirm with pleasure that we would like to import 2000 sets 29” TOSHIBA brand color TV un der the followi ng terms:2000 Sets 29' TOSHIBA brand color TV , US$...Per set CIF DALIAN. Packed in Wooden Case. Four sets in each case. After receiving the L/C within one week, we will transport the goods from YOKOHAMA to DALIAN.We trust that you will give special care to the packing of the goods to avoid damage in tran sit.We are now arranging the establish of the L/C, which will be ope ned in your favor upon receipt of your sales con firmati on.Yours Faithfully七、十一月十二日来函收到，获悉你方有意在贵国推销我们的自行车。

对此，我们非常感兴 趣对你方为推销自行车所做的努力我们甚为感激但对你方要求以见票后六十天承兑交单 方式付款一事，我们歉难考虑我们的通常做法是要求即期信用证付款为了促进我方自行 车在贵方市场上的销售，我方准备接受即期付款交单方式，以示特别照顾（特例）希望你方 能接受上述付款条件并盼早日收到回音Dear Sir,We have ack no wledged your letter of November 12 and no ted your inten tio n of pushing the sale of our bicycle in your country. We are fully interested in it. We appreciate your efforts to help sell our bicycles very much.However, we regret that we are unable to accept your request for payment by D/A 60 days' sight. Our usual practice is to ask for sight L/C.However, i n order to promote the sale of our bicycles in your market, we are prepared to accept payme nt by D/P at sight as a precedent.We hope that the above payment terms will be acceptable to you and look forward to heari ng from you soon.Yours truly八、已通知开证行 展延装船期和有效期 分别至八月十五日和八月三十日，信用证展期传真 谅已收到，请订好舱位，务必在八月十五日前发运，如用户对货满意，可望大量续订。

—Dear Sir,We have in formed the opening bank of extending the shipme nt date and validity to August 15th and August 30th respectively. The extension fax is supposed to be reached to you £1— no w.Please book shipp ing space and the shipment must be effected before August 15 .If our customer is satisfied with the goods, we can assure you that we will continue placi ng substantial orders with you.Yours truly十、根据你方要求，我们将按发票金额的110%投保请给合同投保平安险和战争险我们 将按一般惯例投保水渍险和战争险这份保单给我们保了破碎险由于合同规定按发票金额 的110%投保，如你方要求按130%投保，额外保费应由你方负担。

We shall cover insurance for 110% of the invoice value in accordance with your request.Please in sure FPA and aga inst War Risk un der the con tract. We shall cover WPA and aga inst War Risk accord ing to the usual practice The in sura nee policy covers us against RreakageAs the con tract stipulates that in sura nee should cover 110% of the inv oice value, if you desire to cover in sura nee for 130% in stead, the extra premium should be for your acco unt.填空四、1、 We shall make a reducti on in our price if you in crease the qua ntity to 5,000 pcs.2、 we would like to direct your attention to the quality of the goods which is superior to_ that of other makers£1—3、 we are prepared to keep the offer open till 25 this moth.4、 many of our clients requested us to approach you for offers.5、 if you could make a reduct ion of 1% in quotati on, we have con fide nee _insecuri ng large orders for you .6、 we will withdraw the offer if we should not hear from you by the end of this week.7、 the above offer is subject to our final confirmation.8、 the earliest shipment is December ,we hope that it will be acceptable to you.五、1、 as the market is declining your price is found on the high side.2、 we note from your letter of may 15 that you are in the market for green tea.3、 we cannot see our way clear to reduce the price to the level you required.4、 we hope to close bus in ess at someth ing n ear our level.5、 you may rest assured that the goods un der sales con tract No.9898 will be shipped without delay .6、 since your price is out of line with the prevailing market ,it is not possible for the buyers at our end to accept.7、 while we appreciate your intention , we regret that we cannot entertain any fresh orders.8、 as soon as we are in a position to make an offer for black tea ,we shallcon tact you by cable9、 we are enclosing a list of our new products for your referenee10、 when you are in n eed of further qua ntities , please feel free to com muni cati on with us.七、1、 payments should be made by sight draft.2、 payment by L/C is our method of settling trade in chemicals.3、 Mr. Yin could agree to D/P terms.4、 90% of the credit amount must be paid against the presentation of documents.5、 You don 'say whether you wish the tran sacti on to be in cash or by credit.6、 we shall be glad if you agree to ship the goods to us as before on Cash Against Docume nts basis.7、 we have opened an L/C in your favor by the amount of RMB20008、 If the amount exceeds that figure ,payment by L/C will be required9、 from the enclosed copy of invoice you will see that price of $1,800 is well within the maximum figure you stated.10、 we enclose a cheque for US$20,000 in payment of all commissions due u to you up to date11、 we make purchases on our own account .12、 we will draw on you by our docume ntary draft at sight on collect ion basis.八、1、 we are thinking of placing with you a trail order for 500 kegs of iron nailsfor shipme nt during September /October2、 we have only 300 kegs of iron nails in stock ; therefore we request you to extend the shipme nt date in your L/C to the end of November .3/please try your best to push the sales of mach ine tools at your end.4、 Owi ng to heavy commitme nts, we can not con sider any fresh bus in ess in this line.5、 we shall certa inly con tact you ,as soon as we are in a positi on to en terta in new bus in ess in_ your district.6、 after exam in ati on ,we find the goods of high sta ndard and are satisfied with thequality of the shipme nt7、 we are well experieneed In this line and can handle big orders in large quantities.8、 Our offer is firm for 5 days and we expect to hear from you befor noon time Saturday.9、 Si nee we have only 5 metric tons of gree n tea in stock ,we can only make you this offer subject to prior sale.10、 we wish to call your attention to the validity of the L/C, since there is no possibility of L/C exte nsion .九、Thank you for your letter;Amou nting to $1,000,000;With regard to shipme nt;Effort hav ing be made by us;for the time be （现在）;In view of ;Arra ngeme nts can easily be made for tran sshipme nt;Bey ond our con trol;Your agreeme nt to our request.1、 we wish to draw your attention to the fact that the date of delivery is approaching ,but up to the present moment we have not received any new from you.2、 the pack ing must be strong eno ugh to withsta nd rough ha nding.3、 please take the mater into consideration at once and see to it that the goods are delivered without further delay.4、 we shall appreciate it if you will inform us of the condition of packing as soon as the con sig nment arrives at your end .5、 we could not deliver the total quantity in one shipment .6、 shipment is to be made from April to June in three equal lots.7、 we shall be obliged if you will effect shipment as soon as possible .8、 as the manufacturers cannot get all the quantity ready at the same time ,it is necessaryfor the con tract stipulati ons to be so worded as to allow partial shipme nt.(2) 1、all the canned fruits and meat are to be packed in cartons2、 It was found upon exam in ati on that n early 20% of the packages has bee n broke n ,obviously attributed to improper pack ing .3、 the goods had been repacked before delivering to our customers.it callswhichperil4、 we are afraid that we shall have to charge more for the designated packing as for extra labor and costs.(3) 1、the captain decided to unioad the goods at Singapore because the ship is in2、 the goods ordered have been forwarded to you in three ship loads .3、 we'd better have a brief tall about the loading port .4、 the goods will be loaded onto s/s Peace.5、 when a ship came to berth , workers began to load a number of wooden boxes contained clothi ng.(4) 1、 contain erizati on is regarded as a mode for more efficie nt shipme nt .2/the n ext saili ng opport unity is September 103/the ship is scheduled to sail for Hong Kong on the 21 of this month4、 temperature-c on trolled containers are provided for this type of goods5、 we note your request for container。