Reference Keys
Unit 2 Establishing Business Relations
学学练练
I.
1. d 2. c 3. a 4. b 5. h 6. f 7. e 8. g
II.
1.供你方参考 2. 期望，盼望 3. 供应中 4. in the hope of/that
5. establish business relations 6. fall within the scope of
III.
1. desirous to 2. in the line of 3.give you a general idea 4. covering
5. in the market 6.refer to 7.be informed
IV.
1. appreciate 2. in, for 3.upon 4. to 5. informed
6. with 7.enclosed 8. in 9. desire 10. for
实操练习
I.
1. Through the courtesy of ABC company, we have your name and address.
2. We would like to inform you that we could supply various types of men’s leather shoes.
3. We have established business relations with more than 50 countries in the world, on the basis of equality, mutual benefit and exchange of needed goods。
4. Specializing in the export of Chinese bicycles, we express our desire to trade with you in this line.
5. In order to promote business between us, we shall airmail you some samples for your reference.
6. We enclose a copy of catalog and a sample and are sure that you will be satisfied with the fine quality of our product.
II.
1.
a. We enclose a photograph with this letter in order to give you a general idea of our products.
b. We are obliged for your quotation and enclose our official order for item No. A35.
2.
a. Please inform us as soon as the new supplies come in.
b. We will inform you of the name of the vessel and date of shipment immediately.
3.
a. We shall appreciate it if you can quote us a favorable price.
b. We shall appreciate it if you will establish business relations with us.
III.
A.
Dear Sirs,
We know your name and address in (from)the website of alibaba.com and note with pleasure the items of your demand are just fall within our business line. We take this opportunity to introduce our company.
Our firm is a Chinese exporter of various Canned Foodstuffs. We are sending a catalogue and a pricelist under separate cover for your reference. We can give you a good price after receipt of your concrete enquiry.
We are looking forward to your early reply.
Yours sincerely
译文：
敬启者：
我方从阿里巴巴网站得知贵公司名址，并很高兴得知你方需要的商品正好属于我们的经营范围。我们借此机会自我介绍。
我公司是一家经营各种各样罐头食品的中国出口商。兹另邮寄去一份商品目录和价目单供你方参考。收到你方具体询盘后，能向你方报低价。
盼早复。
谨启
B.
Dear Sirs,
Through the courtesy of Mr. Black of ABC Company, we obtained your name and address and we are writing in the hope of establishing business relations with you.
Our company is one of the leading exporters in china, specializing in handmade woven products, such as vases and baskets with different materials like fabrics and rattan. Our products are excellent in quality and reasonable in price.
To give you a general idea of our business line, we will airmail you a copy of our illustrated catalog and price list if any specific item is interesting to you.
We are looking forward to your early reply.
Yours faithfully,
Unit 3 Credit Status Enquiry
学学练练
I.
1. c 2.h 3.f 4.a 5.g 6. d 7.b 8. e
II.
1.与…熟悉 2. 归因于 3. 在某人方面
4. pay attention to 5. in advance 6. be grateful for
III.
1. concerning 2. are pleased to 3. in advance 4. enjoy, reputation
5. assure 6. as far as 7. in particular
IV.
1. confidential 2. under 3. as 4. on 5. for
6. satisfied 7. about 8.responsibility 9.of 10.attach
实操练习
I.
1. We shall appreciate it if you will introduce him to reliable manufactures and give him any help or advice he may need.
2. Recently we have received a letter from ABC CO. who has given your name and address as a bank reference..
3. In our opinion, you may run no risk in entering into business relations with them.
4. We can assure you that we are well experienced in this line.
5. Considering the huge debt that company bears, we suggest that your company pay high attention to the cooperation with them.
6. After some financial difficulties during the first year, the firm has met its liabilities regularly and punctually.
II.
1．
a. You should acquaint yourself with the facts before making a decision.
b. This catalog could acquaint the customers with the business line of this company.
2.
a. I’m sorry, our business manager didn't come to work due to sickness.
b. Due to the established contract between us, you must deliver goods on time
3.
a. Except for this, there are no more responsibilities on our part.
III.
A.
Dear Sirs,
Recently we have received a letter from ABC CO. who has given your name and address as a bank reference. ABC CO. wants to built (do) business with us, but we are not acquainted of (with) them. We wonder if you could obtain for us information about their financial and credit standing.
We can assure you that any information you may give us will be treated in absolutely confidential (absolute confidence).
Thank you in advance for your cooperate (cooperation).
Yours faithfully,
译文：
敬启者：
我们近期收到ABC公司来信，告知你方为银行备询人并告诉我方你们的名址。ABC公司想与我方做业务，但我们对他们并不了解。我们想知道你方能否提供给我方关于他们的资金和信用状况的信息。
我们向你方保证所提供的人以信息都会绝对保密的。
对方的合作预致谢意。
谨启
B.
Dear Sirs,
Thanks for your letter enquiring about CNC Group in China. We are pleased to offer you some information based on our experiences.
As an importer of electronic products, we have dealt with CNC for nearly 5 years. We are always impressed by their prompt and punctual behaviors during the transactions, which show their good management and operation. We think there will be no risk in doing business with them.
By the way, we have heard that CNC has been honored with "China Top 500 Enterprises" recently.
However, please note that the information should be in strict confidence and we have no responsibilities for any consequences.
Yours faithfully,
Unit 4 Enquiries
学学练练
I.
1.c 2. f 3. a 4. b 5. d 6. h 7. e 8. g
II.
1. 具体询盘 2. 与…一致 3. 订货到交货的时间
4. enquiry 5. favorable price 6. for your selection
III.
1. expects 2. facilitate 3. in the market for 4. price
5.concluding 6. look forward to 7. indication 8. declined
IV.
1. stating 2. including 3. be prepared 4. of selling 5. in
6. to give 7. listed 8. with 9. with 10. in, of
实操练习
I.
1.Thank you for your letter of May 15, inquiring for our air conditioners
2. Please note that all the prices in the list remain valid till the end of this month.
3. We enclose one copy of our latest pricelist for your reference.
4. If you can supply goods with the following specifications, we may place regular orders in large quantities.
5. We specialize in Men’s garments, including various shirts and pants.
II.
1. a. We note from your E-mail of Aug. 6 that you are a state-operated company.
b. We note from your previous letter that you are interested in our new product.
2. a. We are impressed by the advice you proposed in your E-mail.
b. Our clients are impressed by the catalogue you sent us.
3. a. We have received your letter enquiring for the new product.
b. We would like to enquiry for the article listed in your letter of 23rd this month.
III.
A.
Dear Sirs,
We have learned from Smith and company of Birmingham that you manufacture a range of high-fashion handbags in (with) a variety of leathers. We operate a quality retail business and although our sales volume are (is) not large, we obtain high prices for our goods. Would you please sending (send) me a copy of your handbag catalogue with details of your prices and payment terms?
We would find it most helpful if you could also supply samples of the various skins of (from) which the handbags are made.
Yours faithfully,
译文：
敬启者：
我方从伯明翰史密斯公司得知你方生产各种各样皮质的高品质时尚手包系列。我方经营一家品质高的零售企业。尽管我方销售额不大，但我方可为我们的货物获得高价。请给我放寄来你们手包的商品目录一份，并说明价格和支付方式的细节。
如你方提供制作手包的皮革样品，不胜感激。
谨启
B.
Dear Sir,
We are glad to write this letter inquiring about the sweaters displayed at the exhibition held in HongKong last month.
We were impressed by the selection of sweaters which fall into the scope of our business. We are a large chain of retailers and looking for a manufacturer who could supply you with a wide range of sweaters. We hope that you can give us the latest catalogue and pricelist for our option.
As we usually place large orders, we expect you can give us a quantity discount.
We look forward to your early reply.
Yours faithfully,
Unit 5 Quotations and Offers
学学练练
I.
1. e 2. f 3. a 4. c 5. h 6. b 7. d 8. g
II.
1. 以…为有效 2. 向某人报盘某商品 3. 此复
4. initial order 5. the earliest time of delivery 6. under separate cover
III.
1. heavily committed 2. acceptable 3. look forward to 4. Upon receipt of
5. appreciate it 6. quote 7. business line 8. As required
IV.
1. requested 2. of 3. On 4.showing 5. of importing
实操练习
I.
1. This is our best offer, which you cannot obtain elsewhere.
2. We shall be very much obliged if you can make us an offer for 50 metric tons of walnut meat.
3. In reply to your letter of November 2, we are pleased to enclose you our detailed quotation for tablecloth.
4. We give you an offer for Black Tea, subject to our final confirmation.
5. Owing to the price fluctuation, it is impossible for us to keep the offer open till the
end of August.
6. For your information, our offer includes your 5% quantity commission.
II.
1.
a. We are quoting you for 500 pieces of Men’s Shirts CIF Xingang. Please reply when you receive it.
b. We shall quote you our lowest price if you are interested in our products.
2.
a. We confirm having offered you 300 kegs of Iron Nails. We expect to receive your early rely.
b. We confirm having purchased from you 1000 metric tons groundnuts, with which our clients are satisfied.
3.
a. We give you a firm offer for Butterfly sewing machines, subject to your reply reaching here within this week.
b. We give you an offer for bicycles CIF Vancouver, subject to prior sale.
III.
A.
Dear Sirs,
Re: Hog Casings
We are on (in) receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demand for the captioned goods in Tokyo.
In order to start a concrete transaction between us, we take pleasure of (in) making you a special offer, subject to our final confirmation as follows:
Commodity: Salted Hog Casings
Specifications (cm.): 28/30 30/32 32/34
Quantity (Barrel): 1 2 7
Price (per barrel): USD 100 CIFC2% Tokyo
Shipment: September/October, 2016
Payment: By confirmed, irrevocable L/C payable through (by)
draft at sight to be opened 30 days after (before) the
time of shipment.
We trust the above will be acceptable for (to) you and await your order with keen interest.
Yours faithfully,
译文：
敬启者：
猪肠衣
收到你方6月6日函，很高兴告知标题商品在东京需求非常活跃。
为开展具体业务，我方现给你方做出以下特殊报盘，以我方最后确认为准：
品名：盐猪肠衣
规格（公厘）：28/30 30/32 32/34
数量（桶）： 1 2 7
价格：东京到岸价每桶100美元，包括2%佣金
交货期：2016年9月/10月
支付：装船前30天开出保兑的不可撤销的信用证，见票即付。
希望上述能为你方所接受，殷切等待你方试订单。
谨启
B.
Dear Sirs,
RE: “Haier” Brand Color TV Sets
Thank you for your letter dated March 24, from which we noted that you wish to have an offer from us for 2,000 color TV Sets, for shipment to Milan.
In reply, we are referring to the details and making you, subject to your reply reaching us by April 12, the following offer:
Commodity: “Haier” Brand Color TV Sets, 55 inches
Quantity: 2,000 sets
Quality: As per the attached specification sheets
Price: At $700 per set CIFC3 Milan
Delivery: No later than July 30, 2016
Payment: By confirmed, irrevocable L/C payable by draft at sight
Our color TV sets are of top quality and reasonable price. They give users a clear stable picture and natural vivid sound. We can also provide spare components and after-sales service to our customers. All our products are guaranteed for one year. We trust you will take the advantage of this favorable offer and send us your acceptance at an early date.
Yours faithfully,
Unit 6 Counter Offers
学学练练
I.
1.d 2.a 3. h 4. c 5. i 6. b 7. e 8. f
II.
1. 作为替代品 2. 达成交易 3. 偏高 4. lower than your quotation
5. with a view to 6. acceptable price
III.
1. covering 2. purchase 3. acceptable 4. regret
5. satisfactory 6. As regards 7. on the high side 8. With a view to
IV.
1. accept 2. will purchase 3. reply 4. regret 5. counter-offer
6. satisfied 7. too high 8.regard 9. your reply 10. satisfaction
实操练习
I.
1. We shall be pleased to supply you with the goods you require.
2. If your price cannot be acceptable to us，there is no possibility of business.
3. We regret to say that we cannot accept your request.
4. We feel regretful that your delivery date and price are not satisfactory to us.
5. Owing to heavy commitment of the manufacturers, they do not entertain any fresh
order.
II.
1.
a. In reply to your letter of Sept. 23, your delivery date is too late to be accepted by us.
b. In reply, your price is too high. We make counter-offer as follows:.
2.
a. We regret that the goods you requested are not available at present.
b. Much to our regret, the quality of your goods is good but the price is 5% higher than others.
3.
a. Owing to the price on the high side, we anticipate your reducing the price by 5%.
b. Owing to the long and friendly relations, we will accept the price exceptionally.
III.
A.
7-2-1-6-4-3-5
译文：
敬启者：
我们对你方的陶瓷啤酒杯非常满意。然而，你方价格太高无法接受。
我方能从他处获得的价格为US$15/个，这比你方US$20/个的价格低US$5/个。我们希望此还盘能得到你方同意。收到你方确认后将和你方订立大量的、常规订单。
为了满足即将到来的圣诞节旺市，盼望你方理解接受。
谨启
艾瑞克.埃文斯
B.
Dear Sir,
We write to thank you for your letter of Nov.14, asking for reduction of price.
We are sorry to know that you find our price on the high side. As you may know, we have made our efforts to keep the price as low as possible. As far as the supreme quality of the products is concerned, we think our price is quite reasonable. What’s more, there is an increasing demand for our products in your market. If you cannot accept it, we have to say sorry that it is not possible for us to meet your needs.
If you tend to place an order with us in the future, you may be assured of the same prompt attention which you have had in the past.
Yours faithfully,
Unit 7 Modes of Payment
学学练练
I．
1. c 2. e 3. f 4. b 5. g 6. d 7. a
II．
1. 承兑交单 2. 即期信用证 3. 见票后若干天
4. T/T (Telegraphic Transfer) 5. payment by installments 6. payment in advance
III.
1. presentation 2. payable 3. installment 4. settle 5. outstanding
6. receipt 7. negotiable 8. remittance 9.collection 10.with regard to
IV.
1. remittance 2. payable 3. payment 4. amendment 5. in
6. at 7. on 8. grant 9. receipt 10. extend
实操练习
I.
1. We may accept deferred payment if the quantity is over 5000.
2. Perhaps we shall consider whether we can agree to D/A terms after we have more business together..
3. We propose to effect payment by draft at 30 days’ D/P.
4. We have instructed our banker to send the sum of USD 5,000 by T/T.
5. To our surprise, our draft on you dated 12 June and due 1 August were returned dishonoured yesterday by our bank.
6. Payment by installments is acceptable and popular among our overseas clients.
II.
1
a. We will accept D/P for future transactions.
b. D/A is only accepted if the amount involved for each transaction is below USD 1000.
2.
a. We require a confirmed, irrevocable L/C in our favor.
b. We have drawn a draft on you at 30 days’ sight in favor of Bank of China.
3.
a. We have drawn on you in payment of the amount of the invoice.
b. We have remitted the amount in payment for the balance.
III.
A.
Dear Sirs,
Reference is made to our order No. 12345.
Since the amount involved in this order is less that GBP 1000, we would request you to ship the goods to us on the basis of D/A. As we all know, a deposit is needed to open an L/C, and we would like to keep the costs down so that we may offer our end users a competitive price.
We hope that you will favor us with this easier method of payment.
Looking forward to your early reply.
Yours faithfully,
译文：
敬启者：
关于我方第12345号订单，既然本笔订单涉及金额少于1000英镑，我方请求你方在承兑交单基础上装运货物。众所周知，开立信用证是需要交订金的。我方很想降低成本，这样向终端客户报价才有优势。
请通融允许采用此宽松的付款方式。
早复为盼。
谨启
B.
Dear Sirs,
We wish to acknowledge receipt of your cable dated 9th instant regarding the terms of payment.
In view of the amount of this transaction being very small, we are prepared to accept payment by D/P at sight for the value of the goods shipped. We trust this will greatly facilitate your efforts in sales.
We hope that D/P payment will result in a considerable increase of your orders, and assure you that we shall always endeavor the execute them to your complete satisfaction.
Yours faithfully,
Unit 8 Letter of Credit
学学练练
I.
1.d 2. f 3. a 4. g 5. b 6. h 7. e 8. c
II.
1. 早日 2. 各让一半 3. 大批生产
4. issue an L/C 5. book shipping space 6. negotiating bank
III.
1. approve 2. facilitate 3. relevant 4. enables
5. on usual terms 6. deposit 7. the fact that 8. covering
IV.
1. in accordance with 2. will be issued 3. effect 4. expect 5. is signed
6. unless 7. inconvenience 8. it 9. confirmed 10. exceeds
实操练习
I.
1. We agree to open the documentary credit after signing the contract.
2. In view of the amount of this transaction being very large, we suggest that payment be made by sight L/C for the value of the goods.
3. We will draw on you by sight draft on collection basis, without L/C.
4. We prefer to make payment by time L/C payable against 30 days’ draft.
5. We regret to say that we are unable to consider your request for payment by L/C at 90 days.
II.
1.
a. We wish to state that the L/C is to be in agreement with the contract.
b. We wish to state that we will start production on receipt of the L/C.
2.
a. We feel thankful if you issue the L/C at an early date.
b. We will let you know as soon as the L/C is issued.
3.
a. Your favorable price will facilitate our sales in our market.
b. Your pleasant foreign trade policy will facilitate our sales.
III.
A.
Dear Sirs,
Your Order No. 123
We are pleased to acknowledge your orders of April 15 for our new paints and varnishes.
The arrangements you proposed to meet our accounts are quite satisfactory. All items you required in your order can be supplied from stock and will be packed and shipped immediately your remittance by T/T is received.
You may rely on our giving prompt attention to this matter and any further orders you may place with us. We shall of course notify you by fax as soon as your order is shipped.
Yours faithfully,
B.
Dear Sirs,
We have received your letter, asking us to agree the payment you suggested.
We are glad to inform you that in view of our long friendly relationship between us, the payment terms you required is agreeable to us for this transaction as an exception.
As you know, we do business on sight credit basis for nearly all the transactions between us. Considering the time and the expenses on opening the L/C, we grant you this accommodation. We expect your additional orders in the future.
Yours faithfully,
Unit 9 Establishment of and Amendment to L/C
学学练练
I.
1. h 2.g 3.f 4. e 5. d 6. c 7. b 8. a
II.
1. 开立信用证 2. 即期跟单信用证 3. 信用证金额
4. the value of the contract 5. in our favor 6. agree upon
III.
1.open 2. discrepancies 3. Upon perusal 4. balance 5. in our favor 6. amend
IV.
1. enclosing 2. In this case 3. A letter of credit 4. Otherwise 5. effect,
6. with 7. according to 8. Upon 9. instead of 10. in, with
实操练习
I.
1. Since the L/C arrived just this morning, we cannot effect shipment within the stipulated time limit.
2. Upon going through the L/C, we find four discrepancies with regret.
3.In order to avoid subsequent amendments, please see to it that the L/C stipulations must be in strict accordance with the contract terms.
4. In order to avoid subsequent amendment to the L/C, please open the covering L/C in strict conformity with the contract terms.
5. In this case, you have to send us by T/T 30% of the contract value as deposit and the balance should be paid by D/P at sight.
6. In this case, you are requested to amend the L/C as follows:
II.
1.
a. Please open an irrevocable L/C in favor of ABC Company.
b. An L/C in favor of the seller should be issued one month before shipment.
2.
a. The buyer requests in the L/C to effect shipment in October.
b. It is absolutely impossible to effect shipment one month in advance.
3.
a. The quantity should be 1, 000 metric tons instead of 100 metric tons.
b. The L/C should be a sight L/C instead of a 30 days’ L/C.
III.
A.
Dear Sirs,
Re: Contract No. N99
We are (have) received with thanks your letter of Jan. 10 enclosed (enclosing) the signed copy of the above contract for 5, 000 pcs 100% Cotton Man’s (Men’s) Shirts.
In this case, you have to open a documentary sight letter of credit covering the above in your (our) favor one month after (before) shipment. Otherwise, shipment cannot be effected in time. Please see it (see to it) that the L/C stipulations must be in strict accordance with the contract terms in order to avoid subsequent amendments.
Thank you in advance for your cooperation.
Yours truly,
译文：
敬启者：
关于第N99号合同事宜
兹收到贵公司元月10日来函，附寄了关于5000件男式纯棉衬衫的上述合同。谢谢！
因此，你方须于装运前一个月开立涵盖上述的、以我方为受益人的即期跟单信用证。否则无法按时装运。未免日后修改，请务必做到信用证规定与合同条款严格一致。
先行感谢贵公司的合作！
谨启
B.
Gentlemen:
Re: L/C No.7890
We have received with thanks your above L/C against Contract No. 2017/124 for 300 pieces of Gray Cloth. Upon perusal, we find several discrepancies.
In this case, you are requested to amend the relevant L/C as follows:
1. S/C No. 2017/123 should be S/C No.2017/124.
2. The accountee should be Anderson & Co., New York instead of Anderson Co., New York.
3. The amount of the L/C both in figures and in words should be USD15,600.00 and Say US Dollars Fifteen Thousand Six Hundred Only.
4. Please delete the wording “Partial shipments are not allowed”.
5. The credit should expire on May 31, 2017 in China instead of May 15, 2017.
We shall highly appreciate it if you fax the amendment to the said L/C early.
Yours truly,
Unit 10 Packing
学学练练
I.
1. e 2. b 3. f 4. g 5. h 6. d 7. c 8. a
II.
1. 老客户 2. 长途海洋运输 3. 降到最低 4. always have someone’s interest in mind 5. shipment packing 6. give consideration to our proposal
III.
1. Referring to 2. wrapped 3. choice-quality
4. outer packing 5. reinforced 6. be suitable for
IV.
1. wrapped 2. in 3. charges 4. captioned 5. against
6. stencil 7. confirming 8. seaworthy 9. packed 10. to
实操练习
I.
1. The shipment has arrived in good condition.
2. We ship most of our oil in bulk.
3. Please improve your packing so as to avoid any damage in transit.
4. In order to facilitate handling and help customers save on freight, we are going to use cardboard boxes instead of wooden cases for our further shipment.
5. A good commodity also needs attractive packing to appeal to customers.
II.
1.
a. As the goods to our port should be transshipped at Hamburg, they must be packed in seaworthy cases which can withstand rough handling en route..
b. Packing must be against moisture and shock.
2.
a. The goods should be packed in cardboard cartons, each containing 20 pcs wrapped in polybags.
b. The goods should be packed in moisture-proof cartons of 30 dozens each.
3.
a. The form and the quality of packing which you offer must be entirely in accordance with our requirements.
b. The quality of packing must be in strict accordance with the contract.
III.
A.
Dear Sirs,
With reference to our recent exchange of E-mails lately, we confirm our order as followings (follows);
1,000 pcs plastic speaker, 16” at 30.00 US Dollars per each (删掉) piece, CIF Huston, packing (packed) in corrugated cartons, each containing 1 piece, shipping (shipment) by sea from Ningbo to Huston within one month upon receipt of the covering L/C.
We trust that you will give special care to the packing in order to avoid damage in transportation (transit).
Yours faithfully,
译文：
敬启者：
根据我们进来交往的电子邮件，兹确认以下订单：
16寸塑料壳音箱1000台，每台30美元，休斯顿港口到岸价，用瓦楞纸箱装运，每箱1台。在收到信用证后一个月内通过海运从宁波港运至休斯顿。
相信你放灰特别注意包装，以免运输途中受损。.
B.
Dear Sirs,
We acknowledge with thanks receipt of your letter of October 10, and wish to apologize for the delay in our reply.
As regards the packing of the 50,000 kilograms of Chinese rice under our Order No. 1234, we feel it necessary to clarify the following beforehand: the packing for Kuwait is to be in polybags of 5 kilograms net; the packing for Dubai, we would like to have the rice packed in double gunny bags of 50/60 kilograms each. As for German, buyers prefer 2-kilogram paper bags.
Kindly let us know whether these requirements could be met.
We look forward to your early reply.
Yours faithfully,
Unit 11 Shipment
学学练练
I.
1. g 2. c 3. f 4. b 5. a 6. d 7. h 8. e
II.
1. 前后五个日历日，起讫日期计算在内 2. 急需 3. 进一步延误
4. reserve freight space 5. source of supply 6.date of shipment / shipment date
III.
1. scheduled 2. transshipment 3. invite 4. reference
5. partial shipment 6. Reserved 7. request 8. marked
IV.
1.effected 2. extend 3. scheduled 4. in 5. in
6. reaching 7. handling 8. at 9. reserved 10. via
实操练习
I.
1. Since this transaction is concluded on CIF basis, you are responsible for booking shipping space.
2. According to your request, we have booked shipping space.
3. We wish to draw your attention to the fact that the quality of the products is superior.
4. We are in urgent need of the goods, please execute the shipment within the time stipulated.
5. We regret to inform you that the shipping space has been fully booked.
6. Please amend the L/C, allowing partial shipment.
II．
1.
a. We request shipment to be made in 2 equal lots.
b. Partial shipment is not allowed, the goods will be shipped in one lot.
2.
a. The freight space on the vessel has been fully reserved.
b. We can reserve shipping space on S.S. “Poseidon” before December.
3.
a. The goods will be shipped by the available steamer next month with transshipment at Singapore.
b. We would rather ship the goods by direct steamer than transship them via Singapore.
III．
A．
Dear Sirs,
As (At) your request, we contacted the shipping company to reserve the freight space. But we regret to inform you that the only direct vessel which calls on (at) your port once a month has just departed.
In order to affect (effect) shipment with (within) the contract time, we reserved S.S. “Yellow River”, which is schedule (scheduled) to sail on or about December 9 with transshipment at Marseilles.
Please amend the L/C immediately to read “Transshipment and partial shipment allow (allowed).”
Yours faithfully,
译文：
敬启者：
按你方要求，我方已联系航运公司预订舱位。但很遗憾通知你方：唯一一艘每月停靠你方港口一次的直达轮已驶离。
为在合同规定期限内安排装运，我方预定了“黄河”号货轮，该轮预期于十二月9日左右起航，在马赛港转船。
请立即修改信用证：允许转船和分装。
谨启
B．
Dear Sirs,
With reference to our previous mails, we wish to invite your attention to the fact that up to the present no information has come from you about the shipment.
As you were informed before, our clients are in urgent need of the goods and are in fact urging us for assurance of timely delivery. Therefore, your prompt attention to the shipment is most desirable to us.
Looking forward to your early reply.
Yours faithfully,
Unit 12 Insurance
学学练练
I.
1. c 2. h 3. a 4. b 5. d 6. g 7. e 8. f
II.
1. 投保 2. 一切险 3. 发票金额 4. be charged for our account
5. trade practice 6. on one’s behalf
III.
1. insure 2. cover 3. Regarding
4. presentation 5. trade practice 6. On behalf of
IV.
1.account 2. limited 3. against 4. in, on 5. on
6. settling 7. refund 8. approval 9. on 10. on
实操练习
I.
1. For the sake of safety, we recommend you to cover insurance on the shipment against All Risks and War Risk.
2. In the absence of definite instructions of our clients, we generally cover WPA.
3. The usual insurance amount is 110% of the invoice value. Therefore, if you require a higher percentage, you will have to bear the extra premium.
4. Because the business is concluded on FOB basis, the insurance should be effected by you.
5. If we cover FPA, can you compensate us for all the losses if the ship sinks or bums, or get stuck?
6. Please cover WPA on our behalf for 10% above the invoice value.
II.
1.
a. Please cover insurance on the goods WPA and against War Risk with PICC.
b. We usually cover insurance on the goods for 110% of the invoice value against Risk of Breakage on CIF basis.
2.
a. The seller supposes the additional premium for the special risks should be for the buyer’s account.
b. Please note the clause “All expenses are for the account of beneficiary in the contract.
3.
a. Please present all the relative documents to the paying bank on our behalf.
b. We usually insure the goods WPA and against TPND on behalf of our customers.
III.
A.
Dear Sirs,
Re: Order No. 164
We wish to refer you to our Order No. 164 for 1,000 boxes of Mini Bear Wacth, from which you can see the deal is at (on) FOB basis.
We decide to have the shipment insure (insured) at your end and we will be very pleasing (pleased) that you would like to coverage (cover) the insurance on our behalf for (删掉) WPA for 10% invoice value, i.e. US Dallors 189,600.
Of course, we shall refund the premium to you upon receipt of your debit note.
We sincerely hope that our request will meet with your approval.
Yours truly,
译文：
敬启者：
关于第164号订单事宜
请你方参考第164号关于1000盒迷你熊手表的订单。该交易按照FOB 成交。
我们决定由你方为货物投保。如你方乐意代表我方按照发票金额的110% 即189600美元为货物投保水渍险，我们将非常感谢。
当然，收到你方借记单后，我们会返还保费。
我们真切希望你方能同意我们的请求。
B.
Gentlemen:
Re: Order No.DFA133
Thank you for your letter of Jan. 22nd. We wish to refer you to our Order No.DFA133, from which you can see the order is placed on FOB basis.
As you have good relationships with the insurance company, we shall be much pleased if you will deal with the insurance on our behalf. Please insure the goods against All Risks and War risk for voice value plus 20%, i.e. USD 200,000 with the PICC.
Of course, the premium is at our cost. We shall refund the premium to you uopn receipt of your debit note.
We would be grateful if the request will meet with your approval and expect to further our business in the near future.
Yours truly,
Unit 13 Acceptance and Orders
学学练练
I.
1. d 2.a 3. h 4. b 5. c 6. g 7. f 8. e
II.
1. 保留权利 2. 供我方存档 3. 购货订单
4. place an order 5. in duplicate 6. duly signed
III.
1. for your file 2. execute 3. terms and conditions
4.cacellation 5. apply for 6. receipt
IV.
1. on 2. as listed 3. by 4. to 5. up to
6. appreciated 7. executed 8. shortage 9. make 10. covering
实操练习
I.
1. We are pleased that after friendly discussions, and now we have reached an agreement.
2. Although the prices are still on the high side, we would like to place an order for 500 metric tons of Polished Rice.
3. Our Sales Confirmation No. HA178 in duplicate have been enclosed to you. Please sign and return one copy for our file.
4. As the goods urgently required by our customers, we hope you will deliver them promptly.
5. We are pleased to accept your offer and confirm this order with the following particulars.
6. We confirm having sold you 500 metric tons of walnut meat at GBP 2,500 per ton.
II.
1.
a. To our surprise, one customer placed an order with our competitor for 10000 pieces of down jackets.
b. Our foreign customer are prepared to place an order with us for 6000 pairs of sneakers.
2.
a. If the quality of the goods is not in accordance with that of the sample, we will reserve the right to claim.
b. If you have not opened the relative L/C before shipment, we will reserve the right to cancel the contract.
3.
a. We are enclosing one piece of our sample in the hope that we will receive orders.
b. We enclose our Sales Contract in duplicate. Please sign and return one copy to us.
III.
A.
Dear Sirs,
We are pleased by your prompt reply to our inquiry of July 10, 2016 and now wish to order to (from) you as our OrderN0.987 enclosing (enclosed).
Yours faithfully,
GLORY INTERNATIONAL COMMERCE CORPORATION
Tel:888888 Fax: 888888
ORDER FORM
Order No. : 456
JOHNSON BROTHERS &CO .LTD.
63 Harbor Road, Manchester, UK
Please supply us of (with) the following items:
Description: A: SA-135 Mini Video Recorder
B: VT-462 Mini Video Recorder
C: RC-A43 Mini Video Recorder
Quantity: A: 1,000 units
B: 2,000 units
C: 3,000 units
Unit Price: FOB Xin Gang including (inclusive) of our 3% commission
A: US$ 60 each
B: US$ 55 each
C: US$ 40 each
Payment: L/C at 90 day’s sight to be opened 30 days before shipment.
Package: By standard export cases.
Delivery Date: Before the end of August with (in) one/two lots.
译文：
敬启者：
感谢贵方2016年7月10日对我方询盘的迅速回复。随函寄上第987号订单。
谨上
荣耀国际贸易公司
电话：888888 传真：888888
订 单
订单号：456
琼森兄弟有限公司
英国曼切斯特市海港路63号
请供应如下商品：
品名：A: SA-135 迷你录像机
B: VT-462迷你录像机
C: RC-A43迷你录像机
数量：A: 1,000台
B: 2,000台
C: 3,000 台
单价：FOB 新港价含我方3%佣金
A: 每台60美元
B: 每台55美元
C: 每台40美元
支付：装运前30天开出有效期90天的即期信用证。
包装：出口标准箱
交货日期：8月底前整批或分两批交货
B.
Dear Sirs,
Thank you for your prompt reply. Further to our recent discussions through e-mail, we should like to place an order as follows:
Description: THL Brand Smart Phones
Quantity: 2,000 sets
Unit price: USD 300.00/set
Total Amount: USD 60,000.00
The above price is on CFR Shanghai basis.
Packing: each piece is packed in a paper box then in a seaworthy carton.
Payment: by irrevocable documentary letter of credit opened through Bank of China and drawn at sight.
Delivery: deliver within 40 days after receipt of the order.
We would like you to send us your acknowledgement of this order at your earliest convenience. We hope that we will do more business in the future. .
Yours faithfully,
Unit 14 Contracts
学学练练
I.
1. g 2. c 3.a 4. b 5. h 6. d 7. e 8. f
II.
1. 不交货 2. 解决争议 3. 不可抗力
4. designate 5. in conformity with 6. be final and binding
III.
1.designated 2. seaworthy 3.stressing
4.draw attention to 5. submit 6. stipulated
IV.
1. submitted 2. conformity 3.survey 4. countersign 5. stipulated
6. upon 7. settle 8. designate 9. signature 10. for
实操练习
I.
1. Claim should be lodged by the buyers within 30 days after the arrival of the goods at the port of destination.
2. The sellers shall not be held responsible if they fail to make delivery within the prescribed time owing to Force Majeure causes.
3. The award of the arbitration shall be regarded as final and binding upon both parties.
4. We have concluded the deal on FOB basis, so insurance should be effected by you.
5. In support of our claim, we are sending you a survey report issued by CCIB.
6. In case no settle ment can be reached, the case at issue shall then be submitted for arbitration to the China International Economic and Trade Arbitration Commission.
II.
1.
a. Enclosed please find the captioned contract in two copies/ in duplicate, a copy of which please countersign and return it.
b. Enclosed please find the duplicate of the contract with our countersignature.
2.
a. We find that the quality of your goods is not in conformity with that of the sample.
b. Please make sure that the specifications of the shipment are in conformity with the agreed ones.
3.
a. We would like to draw your attention to the fact that the above-quoted prices are all on the basis of CIF Tokyo net per set.
b. Please draw attention to the fact that the goods you ordered have been ready for shipment.
III.
A.
SALES CONFIRMATION
No.
Date:
Signed at:
Sellers:
Buyers:
The undersigning (undersigned) Sellers and Buyers have agreed to close the following transaction in according (accordance) with the terms and conditions stipulated below:
Name of commodity and Specificatins:
Quantity:
Unit price:
Amout:
(with % more or less both in amount and quantity allowed for (at) the Sellers’ option.)
Packed term:
Time of shipment: within days after receives (receipt) of L/C, allowing transshipment.
Terms of payment: on (by) 100% Transferable and Divisible L/C to be available of ( by) sight draft.
Insurance: covered (covering) All Risks as per the China Insurance Clauses. To effect (be effected) by the buyers.
译文：
销售确认书
编号：
日期：
签约地：
卖方：
买方：
签约买卖双方同意按下列条款达成交易：
品名及规格：
数量：
单价：
金额：
（数量及金额均有 % 的增减，由卖方决定。）
包装条款：
装运期限： 收到可装船的信用证后 天内装运。
付款条件：开出100% 可转让、可分割即期信用证。
保险：由买方按中国保险条款投保一切险。
B.
SALES CONTRACT
NO. SLR238
Seller: Nanjing Film Electronics Import & Export Co., Ltd.
208 Beijing East Road, Nanjing, China
Buyer：Smash Inc
55 East 16th Street, Los Angeles. CA 90021
This contract is made by and between the Buyer and the Seller, whereby the Buyer agrees to buy and the Seller agrees to sell the undermentioned commodity according to the terms and conditions stipulated below:
Commodity: FilM Brand Digital SLR Camera
Specifications：SLR-986
Quantity: 12,000 units
Unit price : USD 1,668 per unit CIFC3% Los Angeles
Total Value ：USD 20,016,000
Packing：seaworthy export packing, suitable for long distance ocean transportation.
Insurance：to be effected by the Seller covering 110% of invoice value.
Time of Shipment: within 15-25 days after receiving the down payment,
transshipment and partial shipment is not allowed.
Port of Shipment: Nanjing, China
Port of Destination: Los Angeles, USA
Shiping Marks：to be designated by the Seller.
Terms of Payment：60% by T/T in advance, the balance by T/T within 7 days after receipt of the copy of B/L.
Done and signed at ________ on this ________ day of ________, 2017.
Unit 15 Shipping Instructions and Shipping Advice
学学练练
I.
1. d 2. f 3. h 4.c 5.b 6. g 7. a 8. e
II.
1. 状况良好 2. 装运单据 3. 预计到达时间
4. commercial invoice 5. export licence 6. one copy of packing list
III.
1. forwarded 2. take 3. option 4. condition 5. enclosed 6. turn
IV.
1. under 2. in 3. in 4. advanced 5. prompt
6. in 7. satisfied 8. effect 9. inner 10. late
实操练习
I.
1. The Order No. 26 is so urgently need that we have to ask you to speed up shipment.
2. After shipment, it will be altogether more than one month before the goods can
reach our retailers.
3. We regret we cannot ship the goods partially as you required.
4. We are sure that shipment will be effected in accordance with the contract stipulation.
5. The two sides finally reached an agreement on the mode of transportation.
II.
1.
a. We shall be grateful if you can advance shipment and send us the shipping instruction on time.
b. We cannot advance shipment, but can make shipment punctually.
2.
a. We cannot deliver the goods before 5 Mar. as there is no available space on ships sailing from here to your port.
b. You may rest assured that we will deliver the goods next month without delay.
3.
a. As a rule, we don’t give exporters permission to transship goods.
b. If you transship goods, all the charges will be included in the CIF price.
III.
A.
Dear Sirs,
Re: 5.000 tons of rice
We are glad to tell you that the above goods are being prepared to (for) immediate delivery and will be ship (shipped) from Tianjin by the S.S. “Swan” tomorrow.
Enclosed please find one set of the shipping documents covering this cargo, as follow (follows):
1. One non-negotiable copy of B\L;
2. Commercial Invoice for (in) duplicate;
3. Packing List in triplicate;
4. One copy of Certificate of Quality;
The originals are being sent to you through our banks.
We trust the goods will reach you in sound condition and you are completely satisfied for (with) them.
We are looking forward to your future orders.
Yours faithfully,
译文：
敬启者：
关于5000吨大米
我方很高兴通知你方上述货物已准备就绪，将于明日装上“天鹅”号轮，自天津港开航。
现附上这批货物的装船单据一套，如下：
1. 不可转让的提单副本;
2. 商业发票一式两份;
3. 装箱单一式三份;
4. 质量证书副本一份。
正本将通过我方银行寄给你方。
我方相信货物将安全抵达贵方，并另贵方完全满意。
期盼贵方将来的订单。
谨上
B.
Dear Sirs,
Re: 1000 cartons of raincoats
With reference to our Order No. 267 for the above-mentioned goods, we are very pleased to tell you that the L/C was opened in your favor today.
As our purchase is made on CFR basis, we have booked shipping space on S.S. “Victoria” which is due to sail on Sep. 4. from Hong Kong to Los Angeles. Please make sure that each carton is marked as required with our order number and quantity.
We hope that shipment time will be on time and we are looking forward to your shipping advice.
Yours faithfully,
Unit 16 Claims and Settlements
学学练练
I.
1. c 2. d 3. e 4.g 5.f 6. h 7. b 8. a
II.
1. 提出索赔 2. 解决索赔 3. 检验报告
4. take delivery 5. satisfactory settlement 6. upon investigation
III.
1. settlement 2. compensate 3. solution 4. due 5. compelled 6. claim
IV.
1. for 2. of 3. at 4. execute 5. enclosed
6. in 7. lodge 8. suffered 9. prevent 10. packing
实操练习
I. 汉译英完成句子
1. Two cases of the shipment were badly damaged, when they were shipped to the destination port.
2. As to the shortage, we suggest you meet the shortage in the future shipment.
3. We regret to inform you that Case No.1 and No.5 broke, the goods within the cases were badly damaged due to packing damage.
4. We regret being unable to accept your claim because the cases were in perfect condition when the goods were shipped on board.
5. As a settlement, we would like to provide a special discount of 25% off the invoice amount.
II. 仿句练习
1.
a. We have to lodge a claim against you for short weight for US $ 500.
b. We lodge a claim against you for your failure to deliver in time for US $ 10,000.
2.
a. Upon taking the delivery, we were surprised to find that the pattern does not conform to that of the sample.
b. Upon examining the goods, we found the quality of 5 cases of the goods does not conform to the specification in the contract.
3.
a. The prices of 5 cartons of wrongly delivered goods will be cut off 10% in settlement of your claim for US $ 500.
b. We will remit to you RMB 350 in compensation for your loss.
III.
A.
Dear Sir,
Order No. 277
We refer to our order No. 277 for 150,000 dolls which you shipped to us on Nov. 9 and we have received on Nov. 24.
But we regret to inform you that the specification of the above mentioned goods don’t (doesn’t) conform to that is stipulating (stipulated) in the contract. What’s more, the goods are discolored and the pattern is (does) not agree with your samples we saw.
As you can expect, our customers don’t (wouldn’t) buy these goods at the market price. They asked us for a 30% discount, which we can’t afford. Therefore, we lodge a claim to (against) you for the poor quality for US $750.
We look forward to your early settlement for our claim. Thank you!
Yours truly,
译文：
敬启者：
277号订单
兹谈及贵方11月9日运至我方的277号订单项下的15万个洋娃娃，我方已于11月24日收到。
但我方很遗憾地告知贵方：上述货物的规格与合同中规定的不符，且货物是褪色的，图案与我们见到的贵方样品不一致。
正如贵方所能想象，我方顾客不愿意以市场价购买这批货，他们向我方要求30%的折扣，这是我方承担不起的。因此，我方为货物的劣质向贵方索赔750美元。
期待贵方早日解决我方索赔。谢谢！
谨上
B.
Dear Sirs,
Order No. 117
We have received 200 cases of tea sets under the Order No. 117 which you had dispatched on July 27th . Thank you for your prompt execution of our order.
Upon examination, we found that 7 cases of tea sets had been broken. Therefore, we sent the goods to Xi’an Commodity Inspection Bureau for identification. And the Survey Report showed that the damage was due to bad packing. Hereby, we have to file a claim against you for 7 cases of broken tea sets for US $450.
It would be greatly appreciated if you settle our claim promptly. We look forward to your early reply.
Yours faithfully,
