一单元
I、Do you know? P22
1、Ivory Coast belongs to Africa；the capital is Abidjan
2、Sikkim belongs to Asia；the capital is Gangtok
3、Swaziland belongs to Africa；the capital is Mbabane
4、Nauru belongs to Oceania & Pacific Islands；the capital is Yaren
5、Mauritania belongs to Africa；the capital is Nouakchott
6、Mali belongs to Africa；the capital is Bamako
II、How much do you know about the following companies? P22
1、PDVSA：委内瑞拉石油公司
2、Thyssen：蒂森公司
3、United Technologies：联合技术公司
4、Fujitsu：富士通公司
5、Robert Bosch：博士公司
6、Mitsubishi Motors：三菱汽车公司
7、Minnesota Mining & Mfg：3M公司
8、Sanit-Gobain：圣戈班公司
9、Sunkyong：鲜京集团
10、Metallgesellschaft：德国金属公司
VI、英译汉 P23
1、The names are arranged in alphabetical sequence.
名字是按字母顺序排列的。
2、The initials U.S. stand for the United States.
U.S. 是 the United States的缩写。
3、The first word of a paragraph in commercial correspondence is usually indented.
商务书信每一段开头的第一个字通常缩进。
4、American business people consider that the spoken style used in business letters produces a more friendly atmosphere.
美国商人认为商务书信中采用口语体通常能营造一种更加友好的气氛。
5、The letters written by English business people are more reserved and more dignified. 英国人写的商务函电通常较为含蓄、优雅。
6、When writing a business letter, we must bear in mind that every letter that leaves the office is a representative of the firm in which we are working and as a messenger of good-will.
撰写商务信函时，我们必须考虑到发出的每封信都代表着公司的形象，都是美好愿望的使者。
7、What you write should be free from grammatical blemishes, and also free from the slightest possibility of being misunderstood.
写就的商务书信必须无语法错误，不会引起对方哪怕是点滴的误解。
8、Make it a rule to use no more words than are needed to make your meaning clear. 遵守这样一个原则：力求用尽可能少的字清楚地表达意思。
9、Business letter does not call for the elegant language of the post, but it does require us to express ourselves accurately in plain language that is clear and understood. 商务书信不需要采用优雅华丽的辞藻，但要求我们用流畅易懂的语言清楚地表达意思。
10、Writing plainly does not mean that letters must be confined to a mere recital of facts, in a style that is dull and unattractive.
书信简单易懂并非意味着采用一种索然无味的风格对事实进行简单罗列。
I、Do you know? P34
1、Qatar belongs to Asia；the capital is Doha
2、Cameroon belongs to Africa；the capital is Yaoundé
3、Kampuchea belongs to Asia；the capital is Phnom Penh
4、Gambia belongs to Asia；the capital is Banjul
5、Iceland belongs to Europe；the capital is Reykjavik
6、Panama belongs to Latin America；the capital is Panama City
II、How much do you know about the following companies? P34
1、BASF：巴斯夫公司
2、Procter & Gamble：宝洁公司
3、NEC：日本电气公司
4、Amoco：阿莫科石油公司
5、Daewoo：大宇公司
6、Total：托塔尔石油公司
7、Xerox：施乐公司
8、Preussag：普罗伊萨格公司
9、Ciba-Geigy：汽巴-嘉基公司
10、Rhone-Poulenc：罗纳普朗克公司
IV．Fill in the blanks: P35
1、IN keeping with our firm’s development, to further expend our market, we have decided to establish an office in Qingdao
2、Please be kind enough to provide the necessary information for/to us.
3、This article is of particular interest to us.
4、Our Sales Contract provides that the seller shall ship the goods within one month after signing the contract.
5、Will you please provide Mr. Chadwick with the letter of Credit?
6、We are gearing our production to your requirements.
7、If your price is in line with the market price, we can take large quantities.
8、There is nothing available in stock at present.
9、Enclosed please find a copy of our price list.
10、Through the help of a Chamber of Commerce, We have learned that you are one of the representative importers of electric items.
11、We take the liberty of writing to you with a view to establishing business relations with your firm.
12、The purpose of / The aim of this letter is to explore the possibilities of developing trade with you.
13、Your letter dated October 1 has been passed on to us for attention and reply.
14、All the offered prices are net without commission.
15、Your price is rather on the high side; our level of price is about $1800 per metric ton.
16、Please offer separate price for each grade.
17、We recommend you to accept this offer as we see no chance of doing better.
18、For the moment, we cannot supply your order ex stock.
19、As we are heavily committed, we are sorry that we are not in a position to accept any fresh / new / more orders.
20、Upon / On receipt of your specific enquiry, we shall airmail you immediately your quotation sheet.
V. 选择题: P36
1、We look forward to ( receive, receiving, received ) your prompt reply.
2、We have sent you samples by airmail ( based on, under, as per ) your instruction.
3、Your prompt (attention, say, see, reply) to this matter will be very much appreciated.
4、We have concluded considerable business with Biddle and Sawyer Company ( of, in, with, regarding ) this line of business.
5、The import and export business in China is mainly (controlled, handled, done ) by the state trading corporations.
6、Please make us offers (in compliance, as per, according ) our enquiry note.
7、We would (inform, advise, see) that your price is out of line with the prevailing ( price, market )
8、( After, When, As soon as ) you (obtain, got, anticipate ) the import licence, we will ( confirm, offer, place ) your order, if the goods are still available.
9、（Provided, If, In case ） you find our products ( interested, interesting ) to you, please let us have your specific (order, estimate, enquiry )
10、(Since, For, As ) you know, this is a popular brand, which ( can sell, can be sold ) easily ( at, in, on ) your market.
11、We believe this transaction will prove satisfactory
12、We thank you for your letter of April 5, confirming your purchase from us 5000 tons of Green Beans.
13、We are well connected with leading importers in Europe.
14、We would suggest you contact our Shanghai Branch Office.
15、We have been buying Walnut meat from local firms who used to send us quotation regularly.
16、We trust that the high quality of our products will induce you to place a trial order with us
17、This particular material sells quite well, and we believe it will turn out to your satisfaction.
19、Your price is found to be on the high side, to accept which would leave us only a slim profit on our sales.
20、The commission shall be paid either by means of goods covered under this contract or by check.
VI. 填空题: P38
Dear Sirs,
We learn from the Commercial Counsellor’s Office of our Embassy in your country that you are a large buyer of table-cloths. As this article lies within the scope of our business activities, we take this opportunity to express our wish to establish business relations with you.
Chinese table-cloths are famous for their good quality and fine workmanship. They have enjoyed great sales in the European market. We are sure that by/through our joint efforts they will also meet with a favourable reception in your country.
To give you a general idea of our various table-cloths, we are airmailing to you under separate cover a copy of catalogues/price lists. We shall be glad to send you offers upon receipt of your specific enquiries.
We hope to hear from you soon
Your faithfully,
VIII．汉译英 P38
1、为了使你们对我们可供出口的纺织品有一个总的概念，随信寄上样本、清单各一份，供查阅。
To give you a general idea of our various kinds of Textiles available.
2、经你地中国银行电告，你们是纺织品的进口商。我们专营纺织品出口业务，愿与贵公司建立业务关系。
We are given to understand from the Bank of China in your district that you are an importer of Textiles. We handle exclusively the exportation of Textiles, and are desirous of entering into business relations with you.
3、贵国驻中国大使馆已把贵公司作为中国罐头食品的买家介绍给我们。我们专营这一业务，并希望在平等互利的基础上与贵公司建立业务关系。
We owe your name and address to the Embassy of your country in China and are informed that you are in the market for the Chinese canned food. We handle exclusively this line, and are desirous to establish trading relations with you on the basis of equality and mutual benefit.
4、你方3月15日致我上海分公司要求供1000箱窗玻璃的信已转我公司办理，因该产品属于我公司经营。
Your mail dated March 25 addressed to our Shanghai Branch Office for the supply of 1000 cases of Windowpane has been passed on to us for attention and reply, as the particular line lies within the scope of our business activities.
5、关于罐头食品，我们建议你们与黑龙江粮油食品进出口公司直接联系。
As regards canned food, we would rather recommend that you approach the Heilongjiang Cereals, Oils & Foodstuffs Import & Export Corporation direct.
6、应你方的请求，我们已通知中国银行陕西省分行在日内开出信用证。
As requested, we have instructed the Bank of China, Shaanxi Branch, to issue the relative Letter of Credit in a couple of days.
7、如你方能降价5%，我们认为很有可能成交。
If you can make a reduction in your original quotation of, say, 5%, we trust business is possible.
8、中国红茶出口已有数百年历史。
China has been in the exportation of Black Tea for hundreds of years.
9、如你所知，我们的外贸政策是在平等互利的基础上与世界各国做贸易。
As you are aware, it is our foreign trade policy to trade with foreign countries on the basis of equality and mutual benefit.
10、货物在装运之前将由西安商品检验局检验。所装货物的品质、数量将由该局提供必要的信用证明。
The cargo will be inspected by the Xi’an Commodities Inspection Bureau before shipment. The bureau will provide necessary evidence as to the quality and quantity of the goods shipped.
IX、英译汉 P39
Our company is a subsidiary company of X Computer Corporation, one of the largest computer producers in the United States. We are, therefore, well financed and because of our interest in the economic prosperity in China, we would like to place ourselves in a position where we can conduct some business relationships of mutual benefit.
本公司是X计算机公司的一个附属公司。X公司是美国最大的计算机生产厂家之一。我们的资信情况良好，对中国的经济繁荣颇感兴趣，渴望能与贵方合作，建立互利的业务关系。
三单元
I、Do you know? P57
1、Egypt belongs to Africa；the capital is Cairo.
2、Chile belongs to Latin America；the capital is Santiago
3、Spain belongs to Europe；the capital is Madrid
4、Thailand belongs to Asia；the capital is Bangkok
5、Sweden belongs to Europe；the capital is Stockholm
6、Switzerland belongs to Europe；the capital is Berne
7、Mexico belongs to Latin America；the capital is Mexico City
II、How much do you know about the following companies? P57
1、Nestle：雀巢食品公司
2、Texaco：德士古石油公司
3、Chevron：谢夫隆石油公司
4、McDonnell Douglas：麦克唐纳.道格拉斯公司
5、Sony：索尼公司
IV. Fill in the blanks with appropriate words: P58
1、We received an enquiry for Dyeing Machine(印染机)。
2、Please quote us your lowest price CIF Macao, inclusive of our 5% commission.
3、If your price is in line, we will send you an order for 2000 pieces.
4、We are sending you one sample tool we are handling at present under separate cover.
5、All prices are subject to our final confirmation, unless otherwise stated or agreed upon, the quotations are net without any commission.
6、We will inform you of our latest information.
7、If your prices are competitive, we may place a big order with you.
8、As this is our first transaction with you, will you kindly give us some information about fur?
9、If there is anything we can help, please feel free to contact us.
10、The Japanese company is in the market for fountain pens.
V. 选择题 P58
1、This offer is subject to your reply reaching us before June 16.
2、When fresh supplies come up, we shall not fail to make you an offer.
3、Our offer is firm till March 5, 2009.
4、No discount will be allowed unless you could place an order for more than 5000 pcs.
5、As it is, we think there is no room for further negotiation unless you meet our requirement halfway.
6、We are not in a position to offer firm, as the goods are out of stock.
7、We expect to place a trial order with you in the near future.
8、In terms of quality, our make is superior.
9、We think it would be premature to take in orders from those firms whose standing and financial position are yet unknown.
10、We are making you our offer for leather shoes as follows.
V、Draft a letter using the following hints： P59
1、函谢来信及样品
2、你方服装质地优良，但价格偏高，如接受报价，我方获利很小。
3、建议你方给予价格减让，以便我方能打开小路。
Dear Sirs,
We write to thank you for your letter of 11th October and the samples of cotton underwear you very kindly sent us.
We appreciate the good quality of these garments, but unfortunately your prices appear to be on the high side even for garments of this quality. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.
We like the quality of your goods and also the way in which you have handled our enquiry and would welcome the opportunity to do business with you. May we suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers? If you cannot do so, then we have regretfully to decline your offer as it stands.
Yours faithfully,
VII、汉译英 P59
1、信内附有带插图的商品目录一份，请查收。
Please find a copy of well-illustrated catalogue enclosed with the letter.
2、如你方还需要了解其他情况，请务必与我电话或传真联系，我的分机号是666。
If you would like further information, don’t hesitate to telephone or fax me. My extension number is 666.
3、我们很有可能向你方订一大笔货。
There is a good prospect of our placing a big order with you.
4、这种葡萄酒是从占地500公顷的葡萄园精选优质葡萄酿制而成的，分干白、半干白和甜葡萄酒几类。
This wine which has three kinds such as dry wine, medium dry wine and sweet wine is made from the best grapes sorting out of the grapes grown in the 5000acre vineyard.
5、我们以前是从别处购买这种商品的，但得知贵方商品优良、信誉可靠之后，决定向贵方订货。
We used to purchase the article from other sources but after knowing that your product has good quality and integrity, we decide to place order with you.
6、此报价单的有效期为1周，经我方最后确认后有效。
The validity of this quotation sheet is for a week, subject to our final confirmation.
7、如果贵方价格有竞争力，交货期也合适，那我们就下订单。
If your price is competitive and delivery date is suitable, we will send you orders.
8、由于样品剪样本太厚，我们另行寄出。
We have sent the sample cutter under separate cover as it is too thick.
四单元I、Do you know? P76
1、Australia belongs to Oceania；the capital is Canberra
2、Austria belongs to Europe；the capital is Vienna
3、Zaire belongs to Africa；the capital is Kinshasa
4、Viet Nam belongs to Asia；the capital is Hanoi
5、Hungary belongs to Europe；the capital is Budapest
6、Greece belongs to Europe；the capital is Athens
7、Norway belongs to Europe；the capital is Oslo
8、Nepal belongs to Asia；the capital is Kathmandu
9、Monaco belongs to Europe；the capital is Monaco
10、Malaysia belongs to Asia；the capital is Kuala Lumpur
II、How much do you know about the following companies? P76
1、Coca-Cola：可口可乐公司
2、Volkswagen：大众汽车公司
3、Sumitomo Electric Industries：住友电气工业公司
4、Sam Sung：三星集团
IV、Draft a firm offer according to the following information: P76
Confirm your letter of 2nd September
CIF European Main Ports
No counter-offer is accepted
Look forward to an early reply
Dear Sirs,
We confirm receipt of your letter of 2nd September asking us to make you firm offer for the above goods CIF European Main Ports. We cabled back this morning, offering you 250 metric tons of Groundnuts at $...per metric ton CIF European Main Ports for shipment during October/November, 2005. This offer is firm, subject to our final confirmation before 25th September.
Please note that we have quoted the most favourable price and are unable to eatertain any counter-offer.
Look forward to your early reply.
Faithfully yours,
V、Fill in the blanks with proper words P77
1、A week ago you placed a substantial order for shirts.
2、We learn from your fax that our price for the subject/captioned/above/mentioned/said article is found to be on the high side.
3、Although we want to cooperate with you, yet we can’t see our way clear to be on the high side.
4、We assure/ensure you that we quote you the lowest price.
5、Our offer is firm, subject to our confirmation.
6、We agree to reduce the price by 5%
7、It is regrettable that we can’t entertain your request.
8、In order to make it certain, I would confirm my message by fax.
9、By accepting your counter-offer, we have only a little margin of profit.
10、You should avail yourself of the chance to learn more.
VI、Choose the best answer: P77
1、What is the term to be applied when the consignment is delivered with all the charges up to arrival at the port of destination paid by the seller? ( CIF )
2、What is the contract term to be applied whereby the seller undertakes to pay for the cost of transport of the goods to a specified destination, and having allowed for this in his sales prices? （ CFR ）
3、When the seller undertakes to pay for the cost of transport in the case of container traffic of the goods to a specified destination, as well as for the cost of insuring them while in transit, and he includes these charges in his sales price, the term to be applied is ( CIP )
4、When the seller pays for all charges up to and including the loading of a consignment on board the carrying vessel, the term to be applied is（ FOB ）
5、When the seller pays for the goods to be loaded on board the container ship, but does not pay freight or insurance, what is the most appropriate term to be applied?（ FCA ）
6、What is the most appropriate term to be applied when the seller must pay the costs and freight necessary to bring the goods to the named port of destination by a roll-on/roll-off vessel? （ CPT ）
7、When the seller pays for the goods to be placed alongside the vessel on the quay or n lighters at the named port of shipment, the term to be applied is （ FAS ）
8、We refer to your letter of Nov.3 asking us to make a quotation.
9、We are not in a position to make any offer as the goods are out of stock
10、In terms of quality, our make is superior.
11、We would make you the following offer, subject to your cable acceptance reaching us not later than November 30,2009.
12、Please do your best to let us have your offer as soon as possible.
13、Some customers requested us to bring down our price because they considered it too high.
14、The design of the pillowcase is very nice but its colour doesn’t appeal to me.
15、Provided your prices are right, you will find a ready market for the products.
16、We cannot leave our offer open for more than three days, so mould you please telex your acceptance?
17、As we are in the market for Table Cloth, we should be glad if you would send us your best quotation.
VIII、汉译英 P79
1、由于内地原材料价格上涨幅度甚大，很抱歉不能接受你方还盘。
Since the price of the raw material in the mainland is advancing greatly, we regret being unable to entertain your counteroffer.
2、尽管我们想利用这次机会与你方合作，但由于订单太多，无法供货。
Much as we would like to avail ourselves of the chance to cooperate with you, we can not supply you owing to heavy commitments.
3、如果贵方对我方的产品感兴趣，请告知对产品的具体要求，并说明数量、尺寸、样式等。
If you are interested in our products, please let us know your detailed requirements, stating quantity, size, style, etc.
4、请告知我方你处这种商品的现价。
Please advise us of the prevailing price at your end for this product.
5、我们借此机会为贵方报下列商品的实盘。
We take this opportunity to offer with engagement the following commodities.
6、鉴于我们之间的业务关系，我方决定给你方优惠。
In view of our long standing business relationship, we decide to give you a special favourable price.
五单元
I、Do you know? P96
1、Pakistan belongs to Asia；the capital is Islamabad
2、Philippines belongs to Asia；the capital is Manila
3、Kuwait belongs to Asia；the capital is Kuwait city
4、Guinea belongs to Africa；the capital is Conakry
5、Nigeria belongs to Africa；the capital is Lagos
6、Luxemburg belongs to Europe；the capital is Luxembourg
7、Netherlands belongs to Europe；the capital is Amsterdam
8、Canada belongs to North America；the capital is Ottawa
9、Poland belongs to Europe；the capital is Warsaw
II、How much do you know about the following companies? P96
1、Siemens：西门子公司
2、Nissan Motor：日产汽车公司
3、Mobil：美孚石油公司
4、Hitachi：日立制作所
5、General Motors：通用汽车公司
III、Fill in the blanks with the appropriate words: P97
1、We acknowledge your letter of February 2nd asking for shipment.
2、As for your order, we are making arrangement for the shipments.
3、The profits made on a product vary according to the volume of sales and there is not normally a fixed profit margin on the unit price.
4、As part of the consignment is very urgent, we’ll make a special delivery of six of the twenty cases.
5、They submitted the sales confirmation in triplicate in accordance with our requirement, i.e. in three copies.
6、What dose B/L mean? B/L means Bill of Lading
7、The price term C.I.F. Qingdao means Cost, Insurance, and Freight to the named port of destination in the buyer’s country.
8、It is of course desirable that sellers and buyers keep themselves duly informed of such information when they negotiate their contract.
9、It is regretful that this is our customary practice. We can’t extend you such accommodation.
10、We sent two copies of the contract signed by us to you, please countersign them and return one copy back for files.
IV、选择题 P97
1、Meanwhile we confirm having purchased from you the following commodities.
2、We have the pleasure of sending you a quotation on “Tian Tan”Brand Shirt.
3、We take the pleasure in sending you a quotation on “Tian Tan”Brand Shirt.
4、Buyers are badly in need of the goods to cope with the seasonal rush.
5、We are pleased to confirm the cables exchanged between us resulting in the conclusion of business of 500 M/T walnut.
6、Many of our clients are in the market for your manufactures
7、Our bank will accept your 60 days’ draft on them for the amount of your invoice value.
8、Although the quality of these goods is not up to that of our usual line, we are prepared to accept the goods if you will reduce the price, say by 20%.
9、If you can reduce your price by 3%, we think we can bring this transaction to a successful relation with you.
10、We are glad to allow you 5% commission with the view of improving business relations with you.
11、We thank you for your letter of Mary 5, confirming your purchase from us of 500 tons Green Beans.
12、A Sales Confirmation should be countersigned by the buyers.
V、汉译英 P98
1、我们收到贵方订单，现随函寄上第325号销售确认书一式两份，望签署后寄回一份以便我们存档。
We have received your order and are enclosing you our Sales Confirmation No.325 in duplicate of which please countersign and return one copy to us for file.
2、一接到你方信用证，我们立即装运。
As soon as we get your L/C, we will make arrangement for goods to be shipped.
3、我方认为贵方对货物会十分满意，并向我方订更多的货。
We believe that the goods will turn out to your entire satisfaction and you will place more orders with us.
4、我们将航运样品供你方参考。
We will send you by air a sample for your reference.
5、因为目前市场有上升趋势，希望贵方马上接受我方报盘。
For the market is firm with an upward tendency, we advise you to accept our offer without delay.
六单元
I、Read the following passage about telex, fax and e-mail and then find a word or phrase in it that means: P129
1、shortened forms of words → abbreviations
2、additional → further
3、nearly the same as → similar
4、a person who regularly pays for a service → subscriber
5、a large number of → numerous
6、precisely → accurately
7、sent → transmitted
8、needs → requires
9、change; and → convert
10、a secret code word → mailbox
II、The following is an extract from an e-mail message. Change the numbered points into direct questions, and then you will most probably get a more clear and ready “yes/no” answer than originally framed. P130
1、availability of your service engineers in Guangzhou → Do you have any service engineers in Guangzhou?
2、compatibility with IBM PCs → Is this model compatible with IBM PCs?
3、your discount rates for large orders → Do you offer any special discounts for large orders?
III、The authentic e-mail message from the head office in Finland to a Philippine subsidiary was adapted. Read critically and then answer the following questions: P130
1、What is left out as compared to a full email layout?
The salutation. The salutation may sometimes be left out intentionally for strategic reasons. Here, the absence of salutation signals that the writer was so surprised at the unpleasant news that he came straight to the business point.
2、What is the writer’s tone?
Angry and irritated. This tone is strengthened by the absence of the salutation.
3、What do you think happened before the message was written?
The writer with a high ranking position was expecting an estimated sale target of 5m reported by the recipient, his subordinate, some weeks ago. At the lowered sales estimate from the recipient, he was so angry that he put pressure onto his subordinate. The writer assumed an authoritative tone in his writing by using the imperative form despite the politeness marker please to soften the imperative.
4、What do you expect to happen next?
The answer to Question 4 is open
IV、Here is an extract from a telephone conversation between a fashion designer, Marianne, and a clothes manufacture, Juan. Write an e-mail message to Rina telling her the details of this conversation by following an outline as supplied below. P131
Subject:JS/23/04
Dear Rina,
I spoke to Marianne yesterday. I told her I liked/had liked the photographs. She sad she would come/was coming to Milan at the end of next month. She also said she would bring the designs and the finished clothes. She asked me to remind you that you still owe her some money. She said you said/promised the money would be in her bank last Tuesday but it hasn’t/hadn’t arrived.
Finally, she asked if you would call her. She said she would be in all day Friday.
Ciao,
Juan
V、The following is an extract from a telephone conversation. Write a brief fax to Eva giving her the required information from this extract. Use non-phrasal verbs. P132
Fax message
KronQvist Pyrolavagen 28
Lidingo Sweden
Telephone: 46 87 465873
Fax: 46 87 465877
To:33 (1) 43245678
Attention: Eva von Heijne
From: Jean
Dear Eva,
You can visit Jean any time next week to examine results. Tom is going to arrive tomorrow.
Monday’s sales meeting has been cancelled.
Regards,
VI、英译汉 P132
1、All quotations are subject to our final confirmation. Unless otherwise indicated, all prices are net without commission.
所有报价以我方最后确认为准。如果没有特殊说明，所有价格都是净价，不含佣金（除非另有说明，否则都是不含佣金的净价）
2、You could benefit from higher sale with a little concession, say, a 2% reduction.
只要你方稍作让步，比方说降价2%，便可从更高的销售额中获利。
3、Because we are already heavily burdened with outstanding orders, it is impossible for us to accept new orders for delivery within this year. 由于我方已承担过多的订单，因此无法接受年内交货的新订单。
4、There is a ready market in Europe for cashmere sweaters and our Erdos brand sweaters will appeal even to the most selective buyers owing to their good quality and high standard of craftsmanship.
羊绒衫在欧洲很受欢迎。我们的鄂尔多斯羊绒衫由于质量优良，做工考究，最挑剔的买主也很喜欢。
5、As we must adhere to our customary practice, we hope that you will not think us unaccommodating.
由于我方必须坚持我们的惯例/惯常做法，希望贵方不要以为我方不给予照顾。
6、For such articles as window glass, porcelain and other fragile things of this nature, the insurance company insures this breakage risk with a 5% franchise. 对于窗户玻璃、瓷器等易碎物品，保险公司对该类破碎险给予5%的免赔率。
7、If your work turns out to be satisfactory, the agreement can be renewed on its expiry.
如果你方工作出色/令人满意，此协议将在期满时续订。
8、Your desire to establish business relations with us coincides with ours.
你方与我方建立业务关系的愿望与我方的愿望相一致/不谋而合。
9、We strongly recommend your acceptance, as our stocks are running low. 由于我们的存货减少，故我方力荐贵方接受。
VII、汉译英 P133
1、我们想详细了解一下该商品的质量、尺寸、价格等方面的情况
We’d like to have detailed information concerning the items, such as the quality,size,price.
2、你方“双星”鞋价可以接受，如同意付款交单，拟试订5000双，请传真复函。
The price for your Double Star shoes is acceptable. If you agree to D/P, we’ll place a trial order of 5000 pairs. Please fax us your reply.
3、由于目前市价有上升趋势，希望贵方在我方报盘有效期内订购。
Since the current market price tends to go up, we hope that you’ll place your orders within the valid period of our offer.
4、中国红茶出口已有数百年历史。
Our Chinese black tea has had an export history of hundreds of years.
5、请传真告知你方9月15日以前能否发货，倘若不能，我方将不得不撤销订单。
Please fax us saying whether you can make shipment before 15 September. If not, we’ll be obliged to cancel our order.
6、如果你方同意可按发票价减8%，我方便愿意接受错发货物。
If you agree to 8% off the invoice price, we would be willing to accept the wrong consignment.
7、如果双方能各让一半，我们有信心达成交易。
If we meet each other halfway, we have confidence in putting the deal through/closing the deal.
8、我们的原则是重合同，守信用。
Our principles are to abide by contract and keep good faith.
9、由于货物比合同规定晚到了15天，我方客户拒绝接收货物，因此我方将拒收货物并向你方提出索赔。
Since the consignment was 15 days later that as stipulated in the contract, our customers refused to take the delivery. We are, therefore, obliged to reject the consignment and have our claims against you.
10、兹附上200台纺织机的试订单一纸，见附件。如果订单结果令人满意，我方今后将有大量订货。
Enclosed is a trial order for 200 knitting machines. See the enclosure. If the order turns out to be satisfactory, we will place considerable orders in the future.
VIII、英译汉 P133
1、You have received the ABC 123 stretchers.
We would like to hear your comments on our products and your plan for the near future.
Would you also be interested in our stretcher tables in order to load the stretcher in ambulance?
Are you going to participate in the Fair in Prague in April?
Look forward to hearing from you.
Best regards,
→
你们收到了ABC 123担架。
很想听到你们对我们产品的评价以及你们近期的计划。
对我们的担架台也感兴趣吗？担架台可以方便担架装到救护车上。
你们参加4月份在布拉格举行的展销会吗？
期盼回音，
顺致问候
2、we are pleased to inform you that we will now at last start distribution of the ABC in Finland.
We are sorry for the delay in starting the marketing but now we have received the permission for sale.
We will translate the text of dressings and then start the advertisements.
As we informed you, the bigger presentation will be in May at the S & S Fair in Turku.
Enclosed please find more information regarding the Fair and the visitor’s card for you.
We would very much appreciate meeting you at the fair.
Looking forward to hearing from you.
Best regards,
→欣然奉告，我们将开始在芬兰销售ABC系列产品。
营销活动启动时间推迟了，甚歉。但是，我们已经得到了销售许可。
我们把敷料剂文字翻译工作完成后，便开始做广告。
如前通知，5月份的图尔库 S&S 交易会将有较大规模的产品展览。随函附寄交易会的有关信息和你的参会卡。
希望幸会在交易会上。
期盼回复，
此致问候
3、Unfortunately we don’t have any e-mail messages to Chinese companies as we just plan to start this project. We have so far just exchanged a few phone calls with Finnish citizens based in China and then we had our discussions with you.
Please let me know what kind of payment you expect for your 15-hour work. We will be happy to pay you for that.
Can you also give me your banking details on which account we put the money. How do you handle the income tax here in Finland?
Do you have a company registered, in this case it would be easy to pay to a company as we then could pay only a consulting fee and not handle any normal “salary” based taxes and extra fees.
Please let me know.
→很遗憾，我们还没有与中国公司的电子邮件往来，因为，我们刚刚计划启动这个项目。目前，我们仅仅是与驻中国的芬兰人通了几个电话，然后与你进行了交谈。
请告诉我，你工作15个小时，希望得到多少报酬。我们乐意付你15小时的工资。
还需要你提供你的银行开户情况，以便我们把钱划到你的账户上。你在芬兰怎样交所得税？
你注册公司了吗？这样的话，对我们就方便了。我们就可以只付公司咨询费，不再需要付正常“工资”基础上的税和其他费用。
请告知。
IX、汉译英
1、 关于我方第527号的缝纫机订单
你方敦促我方开具标题订单信用证的6月5日、7日、10日传真和12日的特快专递皆已收悉。
由于工作人员的疏忽，迟开信用证，深表歉意。然而，收到你方5号发来的传真，我方便与中国银行开立了相关信用证，相信贵方现在已经收到该信用证。
请允许我方对由此带来的不便再致歉意。
顺致敬意
→
Re: Our Order No.527 for Sewing Machine
We have received your faxes dated 5th,7th and 10th June, and your letter of 12th by Express Mail, urging us to establish the L/C for the subject/captioned order
We are very sorry for the delay in opening the L/C, which was sue to oversight of our staff. However, receiving your fax of 5th , we immediately opened the relative L/C with the Bank of China, and trust that the same is now in your hand.
Please allow us to express again our regret for the inconvenience that has been caused to you.
Best Regards,
2、 事由“金鹿”牌自行车
12月20日发来传真收悉，感谢贵方有意在贵国推销我们的自行车。
对贵方为推销我方的自行车所做的努力甚为感激。但对贵方要求以见票后60天承兑交单方式付款一事，歉难考虑。我们的常规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，我方准备接受即期交单付款方式，以示特别照顾。
希望贵方能接受上述付款条件，并盼元月31日前收到贵方的订单。
此致问候
→
Re: “Golden Deer” Brand Bicycle
We have received your fax of Dec.20. Thanks for your intention of pushing the sale of our bicycle in your country.
Although we are very appreciative of your efforts to promote the sale of our bicycles in your market, we regret being unable to consider your request for payment by D/A 60 days’ sight. Our usual practice is to ask for sight L/C.
However, in order to facilitate developing the sale of our bicycles in your market, we’re prepared to accept payment by D/P at sight as a special accommodation.
We hope that the above payment terms will be acceptable to you and look forward to having your order by 31 Jan.
Best regards,
3、 主题：装船单证
史密斯先生：
你好！
我们将另行寄送全套不可转让的经由“和平”号轮运输的装船单证，估计5月30日或之前到，请注意查收。谢谢！
→
Subject: Coming Shipping Documents
Dear Mr. Smith
We’ll send you a full set of non-negotiable copies of shipping documents separately. They are estimated to reach you on or before May 30.Please see to their arrival.
Thanks,
七单元
I、Do you know? P148
1、E1 Salvador belongs to Latin America；the capital is San Salvador
2、Niger belongs to Africa；the capital is Niamey
3、Nicaragua belongs to Latin America；the capital is Managua
4、Mozambique belongs to Africa；the capital is Maputo
5、Morocco belongs to Africa；the capital is Rabat
6、Japan belongs to Asia；the capital is Tokyo
II、How much do you know about the following companies? P148
1、Komatsu：小松机械制造公司
2、Kawasaki Heavy Industries：川崎重工
3、Japan Tobacco：日本烟草公司
4、Toppan Printing：日本凸版公司
5、Henkel：汉高公司
6、L.M. Ericsson：爱立信公司
III、Read the following sentences and make corrections: P148
1、We have received your letter of the 11th August, in which we note that you have established a L/C in our favor. 改为：an
2、We look forward to receive your L/C for Order No.512. 改为：receiving
3、At receipt of your advice, we shall open the letter of credit immediately. 改为：Upon/On
4、We confirm to have concluded the following transaction with you. 改为：having
5、Your letter of May 14 address to our Dalian Office has been passed on to us for attention. 改为：addressed
6、This is our best price, on which we have concluded many orders with other buyers in your city. 改为：business
7、Should you are able to reduce your price by 3%, we could probably come into business. 改为：be
8、While we appreciate your order, but we very much regret that we are unable to accept fresh orders at present owing to large commitments. 改为：去掉While
IV、Choose the best answer P148
1、As instructed in your letter of October 8, we have opened a letter of credit for your account valid until December 3,2005.
2、We have traced your remittance of ￡4500 in payment of the 20% of freight due.
3、We have already received the letter of credit when your letter arrived.
4、Provided you fulfill the terms of the L/C, we will accept the drafts drawn under this credit.
5、Please remit the amount to our account with Bank of England, London.
6、The statement was checked and found correct.
7、Please open L/C in favour of ABC CO.
8、The goods have been disputed and the shipping documents for the consignment are with us.
V、Write a letter to reply sample letter II with following particulars: 汉译英 P149
你方4月20日要求放宽付款条件函收悉。考虑到你我双方已有多年良好业务关系，我们决定接受你方的建议，将破例接受60天期承兑交单，但我们希望下不为例。
We have received your letter of 20 April, asking for easier payment. In view of our long friendly business relations, we agree to your suggestion and accept 60 days’ D/A exceptionally. We do hope that this shall in no case be taken as a precedent.
VI、Translate the following letter to English 汉译英 P149
我们已收到你方11月8日来信，要求我们以承兑交单方式发运你方一批花生。众所周知，我们的货款必须用保兑的、不可撤销的、即期信用证支付，因此，我们难以接受这一要求。但鉴于你方推销我方产品的良好愿望，我们破例接受60天期的汇票信用证。我们相信这一特别照顾一定能使你方作出有利的决定。
等候你们回信，以便进一步磋商。
Thank you for your letter of Nov.8th, asking us to deliver one lot of groundnuts by D/A.
As everybody knows, our payment is made by confirmed, irrevocable L/C at sight, therefore, we are sorry that we can’t meet your requirement. In view of your goods wish to push the sale of our product, we exceptionally accept 60 day’s D/A. We trust that this special accommodation will facilitate your making decision.
We are waiting for your early reply so as to discuss further.
VII、选择题 P149
1、A 3% discount will be granted only on condition that your order exceed US $12,000.
2、An exporter cannot receive payment until the goods on consignment have been sold sometime in the future.
3、We have made it clear that we would accept D/P terms for your present order.
4、On an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C.
5、We find your terms satisfactory and now send you our order for 2 sets of generations.
6、We have drawn on you at 30 days’sight for the amount of the invoice.
7、We regret being unable to accept your terms of payment and therefore have to return the order to you.
8、We will consider accepting your terms of payment.
八单元
I、Do you know? P165
1、Yemen belongs to Asia；the capital is Sanaa
2、Jamaica belongs to Asia；the capital is Kingston
3、Singapore belongs to Asia；the capital is Singapore
4、The Sudan belongs to Africa；the capital is Khartoum
5、Sri Lanka belongs to Asia；the capital is Colombo
6、San Marino belongs to Europe；the capital is San Marino
II、How much do you know about the following companies? P165
1、Nippon Mining：日本矿业公司
2、Degussa：德固萨公司
3、Fuji Photo Film：富士胶片公司
4、Unisys：优利系统公司
III、Read the following sentences and make corrections: P165
1、With regards to Contract No.126, we are agreeable to D/P payment terms. 改为：regard
2、Should your L/C reaches us at the beginning of June, we shall be able to ship your ordered goods by S/S FLYING CLOUND. 改为：reach
3、Your L/C No.273 for ￡2400 issued by the Barclays Bank Ltd, Liverpool, has been arrived. 改为：arrived
4、We shall appreciate you if you will see to it that the amendment is cabled without delay. 改为：it
5、We said previously, it is only in view of our long friendly relations so we extend you this accommodation. 改为：that
6、In reply, we take the pleasure to inform you that an L/C has been opened in your favor at ￡1000. 改为：in
IV、汗译英 P166
1、第…号合约下的300台缝纫机已备妥待运，但至今我们仍未收到你方有关信用证。
300 sets of sewing machines under Contract NO…have been ready for shipment, but up to present we haven’t received your related L/C.
2、为了避免随后修改信用证，请你们务必注意以下事项。
In order to avoid subsequent amendment to L/C, please note the following items.
3、请注意，按信用证所规定的事项应该完全与合约条款一致。
Please note that the terms in L/C should be strictly in conformity with those in contract.
4、我们高兴地通知你方，以你方为受益人的信用证已由汇丰银行开出，谅不久可以抵达你处。
We are pleased to inform you that L/C in your favour is opened with the Shanghai and Hongkong Banking Corporation and it will reach you soon.
5、请速开信用证，以便我方按规定日期完成交货。
Please rush L/C, so that we can deliver the goods in stipulated time.
6、如果你方信用证电传展期三天内到达这里，货物便可以在本月内装上“东风”轮运走。
If your extention of L/C by cable reaches here in three days, the goods can be shipped on s/s “Dongfeng”.
7、如果你方能用传真该信用证允许转船和分装，我们将不胜感激。
We shall appreciate it if you could amend L/C by fax to allow partial shipment and transshipment.
8、你方信用证金额不足，请用电报增加180美元。
Your L/C is opened short, please add $180 by cable.
9、请将信用证作如下修改：“由大连装运”改为“由青岛装运”。
Please amend L/C to read “From Qingdao” instead of “From Dalian”.
V、Write a letter to reply the sample letter III to refuse to extend L/C. P166
Dear Sir/Madam,
Re:1000 Cases of Combined Lighters
We received your cable and letter of 5th July requesting us to extend our L/C owing to the fact that you are unable to make shipment within the stipulated time. We wish to point out that if you fail to effect shipment within the stipulated time, we shall not be able to fulfil our contract with our clients. Besides, such delay will certainly cause us a lot of unnecessary inconveniences and expenses.
We would, therefore, ask you to try your utmost to effect shipment according to the original schedule. In the event of your failing to do so, we will have to ask you to compensate us for any loss arising therefrom.
We are awaiting your immediate reply.
Your truly,
VI、Check the following letter of credit with the contract terms given below and write a letter asking for amendments to the letter of credit: P166
Dear Sir/Madam,
We have received your L/C No. CAN 2009, after we have checked the credit carefully, we request you to make the following amendments:
Draft to be at sight, instead of at 90 days after sight.
To amend “CIF” terms to read “CFR”.
To delete the word “not” in the clause “Partial Shipments are not allowed.”
Please confirm the amendments by fax (or cable), so that we may arrange shipment accordingly.
Yours faithfully,
China National Textiles
Imp. & Exp. Corp.
VIII、选择题 P167
1、Your L/C amendment dose not conform to what we require.
2、We hope you will make the necessary amendments immediately by telex so that we can ship the goods in time.
3、Please note that we require the amendment to L/C by the 30th September.
4、To our regret, however, this Credit was found not properly amended on the following points despite our request.
5、As the goods are now ready for shipment, you are requested to cable your amendments to the credit as soon as possible.
6、Would you please instruct your bankers to amend 65% to read 63%；otherwise we shall be unable to negotiate the shipping documents.
7、We shall be willingly allowing you the extension of 60 days upon suggestion by you, and earnestly hope that is will help you out of your present embarrassment.
8、The letter of credit should be established with its clauses in conformity with the terms and conditions of the contract.
9、Letters of credit are valid only for a certain time, after which they are said to have expired
10、We require payment by L/C to reach us one month prior to the time of shipment.
11、We regret our inability to entertain your request that our L/C established with the Bank of China be confirmed by X Bank in your city.
12、After the contract is signed, we shall open with the Bank of China here an irrevocable L/C at sight in your favour.
13、Please see to it that the L/C is opened 30 days before the date of shipment.
14、When submitting our quotation, we suggested that the relevant L/C be established as early as possible.
15、We are glad to inform you that the L/C is now on the way to you.
16、Taking into consideration our business relations, we accept payment by D/D.
九单元
I、Do you know? P176
1、Algeria belongs to Africa；the capital is Algiers
2、The United Arab Emirates belongs to Asia；the capital is Abu Dhabi
3、Angola belongs to Africa；the capital is Luanda
4、Papua New Guinea belongs to Oceania & Pacific Islands；the capital is Port Moresby
5、Bahamas belongs to Latin America；the capital is Nassau
6、Chad belongs to Africa；the capital is N’Djamena
II、How much do you know about the following companies? P176
1、Weyerhaeuser：惠好公司
2、Fried Krupp：克虏伯公司
3、Asahi Chemical Industry：旭化成工业公司
4、Kawasaki Steel：川铁公司（川崎制铁公司）
5、Asahi Glass：旭硝子公司
6、Kobe Steel：神户制钢所
III、选择题 P177
1、For bulk commodities as oil, sand and timber, rail is cheaper than road.
2、After inspection of the above shipment we found 5 eases missing.
3、Please let us know that formalities are involved and the time taken.
4、It is our usual practice to advise you as soon as shipment is made.
5、Please make serious efforts to get the goods dispatched immediately.
6、Tramps are ready at any time to make particular voyage.
7、We wish to make it clear to you that we shall not accept the shipment if they arrive after December 15,2005.
8、The goods would have been shipped already if your L/C had arrived by the end of December last.
9、Should there be any change in the date of delivery, please let us know in advance.
10、We do not object to packing in cartons, provided the flaps are glued down and the cartons secured by metal bands.
11、We assure you of the shipment to be made in time.
12、We would suggest that you secure the carton with double straps.
13、We pack our shirts in plastic-lined, water proof cartons, reinforced with metal straps.
14、Metal handles should be fixed to the boxes to facilitate carrying.
15、Your comments on packing will be passed on to our manufactures for their reference.
16、For the goods under S/C No.644, we have booked space on S.S“Dongfeng”due to arrive in London around May 1st.
17、You may rest assured that we will have the goods shipped by the end of next month.
18、As the shipment was delayed, the buyers pressed the sellers for an explanation.
19、The adoption of containers facilitated the loading and unloading to a great extent.
20、Shipment is to be made in three equal monthly instalments, beginning from December,2005.
IV、汉译英 P178
1、请将装运通知寄给我方，以便我方办理海关手续。
Please send us your shipping instructions, enabling us to make customs declaration.
2、根据合同规定，唛头由买方选定。 According to the contract stipulations, shipping marks are at buyer’s option.
3、我们建议今后将该货改为小包装，比如半磅或1磅，以利我方销售。
We suggest that you change your package into small one, say, half pound, or one pound so as to facilitate our sales.
4、这批货物可否改为中性包装？ Can we change this lot into neutral packing?
5、我们有大量订单尚未交货，故你方订货不能提前付运。
We have lots of orders to be executed, we are not in a position to advance this shipment of your order.
6、对你方用电传修改信用证允许转船，我们不胜感激额。
We would appreciate your fax amendment to the L/C to allow transshipment.
7、货物用木箱包装，每箱净重100千克，而不用双层麻袋包装。
We would rather have the goods packed in wooden cases of 100 kilos net than in double gunny bags.
8、请弄清楚，你们能否在收到我们信用证后1个月内发货。
Please make it clear whether you could ship the goods within one month after receiving our L/C.
9、1000公吨花生必须以此装船。 1000 MT of groundnuts must be shipped in one lot.
10、请立即向中国远洋运输公司定舱位，并同时通知我方。
Please book the shipping space immediately with COSCO, under advice to us.
V、汉译英 P179
你方5月8日来信收到。关于第6416号购货合同项下的1200台蝴蝶牌缝纫机，我们函告如下：
按合同约定，上述货物应在4月、6月、8月份分3批等量装运，但直至现在，第一批还没有装。我们的客户正在等待着货物。请尽力在6月底前把第一批及第二批货物一起运来，否则我们的客户对你方迟延装运将感到不满，以后可能撤销订单，而转向他处去补足他们的需要。
收到此信后，请告诉准确的装运期。
We have received your letter of May 8th, with regard to our Purchase Contract No.6416 for 1200 sets of Butterfly Sewing Machines, we write to inform you as follows:
According to the contract stipulation, the aforesaid goods should be shipped in three lots in April, June and August, but up to the present moment even the first lot has not been shipped. Our endusers are waiting for the goods, Please do your utmost to ship the first and second lots together by the end of June; otherwise our clients would feel dissatisfied with your delay (shipment) and would probably have to cancel the order by covering their requirements elsewhere.
Upon receipt of this letter please let us know the exact date o shipment.
十单元
I、Do you know? P196
1、Oman belongs to Asia；the capital is Muscat
2、Finland belongs to Europe；the capital is Helsinki
3、Denmark belongs to Europe；the capital is Copenhagen
4、Laos belongs to Asia；the capital is Vientiane
5、Haiti belongs to Latin America；the capital is Port-au-Prince
6、Turkey belongs to Asia；the capital is Ankara
7、Somalia belongs to Africa；the capital is Mogadishu
II、How much do you know about the following companies? P196
1、Sumitomo Metal Industries：住友金属工业公司
2、Regie National des Usines：国营雷诺汽车公司
3、Royal Dutch/Shell Group：皇家荷兰壳牌集团
4、Philip Morris：菲利普.莫里斯公司
5、Peugeot：标致汽车公司
III、Draft a fax according to the following points: P196
L/C No.157 covering Glazed Wall Tiles
do not cover Breakage
delete the word “Breakage” from the insurance clause
a franchise of 5% even “Breakage” is insured
Dear Sirs,
We refer to your L/C No.157 covering Glazed Wall Tiles, which we have just received.
Please note for this article we do not cover Breakage. You have to, therefore, delete the word “Breakage” from the insurance clause in the credit.
Furthermore, we wish to point out that for such articles as window glass, porcelain, even if additional Risk of Breakage has been insured, the cover is subject to a franchise of 5%. In other words, if the breakage is surveyed to be less than 5%, no claims for damage will be entertained.
We trust that the position is now clear. Please cable the amendment at once.
Yours faithfully,
VI、Fill in the blanks with the proper words:
1、Regarding insurance, the coverage is for 110% of invoice value up to the port of destination only.
2、If you want to insure Additional Risk, the extra premium is for your account.
3、I speak here on behalf of my company.
4、Beijing University enjoys a lot of prestige in China.
5、You pay for the company now, later when we come back you will get refunded from the chief accountant.
6、We regret that we can’t comply with your requirements.
7、It is our usual practice to pay by check, so we can not pay you by cash.
8、The ship sails for New York leaves at 7:00 a.m.
9、We will pay you as soon as we receive your debit note.
10、The client asks us to cover insurance against All Risks
VI、选择题 P197
1、The goods should be insured against breakage at your cost.
2、Unless otherwise instructed, we wish to arrange to take out an All Risks insurance policy for you on the shipment.
3、Please effect insurance on your side.
4、We note that you expect us to insure the shipments for you for the invoice value plus 10%
5、There are two items of commission left unpaid.
6、Under the FPA terms, the insurance company is liable for any loss, whether total or partial, arising from other external causes, i.e. theft and pilferage.
7、You may be assured that your wishes will be carried out.
8、Insurance is to be covered by the buyer if a transaction is concluded on FOB or CFR basis.
9、Breakage is a extraneous risk, for which an extra premium will have to be charged.
10、We had to have the goods warehoused for your account insuring against usual risks, pending your further instructions.
VII、汉译英 P198
1、如果客户未表明，我们要为他头水渍险和平安险。
We cover WPA and FPA in the absence of definite instruction from our clients.
2、如果发生损坏，要在货到30日内提出索赔。
Should any damage occur, you may lodge in a claim within 30 days after the arrival of the shipment.
3、保费因保险范围不同而不同。如果要投附加险，就需自付额外保费。
Since the premium varies with the extent of coverage, extra premium is for your own account, should additional risks be insured.
4、很抱歉地通知你们，由于你方第236号订单项下500台电扇是按CIF价订货的，所以我们不能替你方办理保险。
We regret being unable to comply with your request for insurance to be covered by us for your 500 sets of electric fans under Order No.236 because your price is based on CFR terms.
5、按照惯例我们按发票价值的110%投保，为了满足你方的要求，我们可以按发票价值的130%投保，但额外保费由你方负担。
It is our usual practice that we cover insurance for 110% of the invoice value for 130% of the invoice value provided that the extra premium is for your account.
6、除非另行通知，我们将按发票价值的140%为以上货物投综合险。
Unless otherwise instructed, we will arrange to take out an All Risks insurance policy for 110% of the invoice value on the above cargo.
十一单元
I、Do you know? P212
1、Jordan belongs to Asia；the capital is Amman
2、India belongs to Asia；the capital is New Delhi
3、Iran belongs to Asia；the capital is Teheran
4、Venezuela belongs to Latin America；the capital is Caracas
5、Tanzania belongs to Africa；the capital is Dar-es-Salaam
6、Bangladesh belongs to Asia；the capital is Dacca
7、Argentina belongs to Latin America；the capital is Buenos Aires
II、How much do you know about the following companies? P213
1、Bayer：拜耳股份有限公司
2、Boeing：波音公司
3、Daimler-Benz：戴姆勒-奔驰汽车公司（简称奔驰公司）
4、Eastman Kodak：伊斯曼.柯达公司
5、Exxon：埃克森公司
6、E. I Du Pont de Nemours：杜邦公司
III、Fill in the blanks with the proper words. P213
1、We received notice to take delivery of our goods.
2、To my disappointment, he did not finish his work.
3、We find everything in order after check-up.
4、We can hold your goods at your disposal.
5、We can sold the goods at a discount on the spot for the convenience’s sake.
6、Your behaviour is not in conformity to/with what you promised.
7、The man has documents evidencing that he is innocent.
8、The company lodged a claim with the underwriter for a loss of $5000.
9、We are responsible for the loss you sustained, so please accept apologies tendered by us.
10、Due to our negligence in working, we dispatched the wrong goods to you.
11、We accept your claim and make compensation for your loss.
12、His mother prides herself on having such an outstanding son.
13、Nobody is liable for the damage during transit but the shipping company.
14、If you agree, we will take up the matter on your behalf.
IV、Draft a claim depending on the following fact: P214
the Cotton Piece Goods arrived in bad condition
due to poor packing
lodge a claim against you
have the goods repacked
extra expenses for your account
Dear Sirs,
We regret having to inform you that the Cotton Piece Goods covered by our No.6013 and shipped for S/S PEACE arrived in such an unsatisfactory condition that we cannot but lodge a claim against you. It was found upon examination that nearly 20% of the packages had been broken, obviously attributed to improper packing. Our only recourse, in consequence, was to have them repacked before delivering to our customers, which inevitably resulted in extra expenses amounting to $650. we expect compensation from you for this, and should like to take this opportunity to suggest that special care be taken in your future deliveries as prospective customers are apt to misjudge the quality of your goods by the faulty packing.
Yours faithfully,
V、选择题 P214
1、Once our supplies are replenished, we shall be only too pleased to revert to this matter.
2、We shall lodge a claim for all the losses incurred as a result of your failure to ship our order in time.
3、We regret that we have suffered heavy loss resulted from your improper packing.
4、We wish to call your attention to this matter.
5、You must be responsible for all the losses arising out of your delay in opening the covering L/C.
6、We are extremely sorry about this delay, which you will realize was due to circumstances beyond our control.
7、Due to the unforeseen difficulties on the part of the suppliers, we regret being unable to ship the goods within the time limit of your L/C.
8、We enclose our invoice amounting to $10000 covering the first consignment shipped per s.s PEACE.
9、We have lodged a claim against the seller for the shortage of shipment ex s.s. EAST WIND.
10、We will reimburse you for the loss you sustained.
VII、汉译英 P215
1、也许你方早已接到通知，最后一批60箱杨梅损坏严重。
You have probably been advised of the serious damage to the last consignment of 60 cases of Arbutus.
2、很明显，当货在上海码头装船时，因操作不慎造成货物损坏。
It is evident that the breakage of goods was caused by careless handling while being loaded into the ship’s hold at Shanghai dock.
3、令我方惊讶的是还有20%的干蘑菇有质量问题，医药卫生官员对这些货物发出了“停售通知”。
To our astonishment, about 20% of the dried mushrooms has the quality problem; and the Medical officer of Health has is-sued “Stop Notice” on them.
4、相信你方会认为我们提出这批货从总价中削减50%的建议是合理的。
I am sure you will think it fair on our part to suggest that the total value of the goods should be reduced by 50%.
5、蘑菇每磅装入一小塑料袋，每60磅装入一箱内。根据检验报告，检验时货物的包装完好无损。
The mushrooms were packed in small plastic bags of one pound, sixty bags to a carton. It is stated on the survey report that the external condition of goods at the time of survey was all sound and intact.
6、我方已与保险公司取得联系，但他们决绝承担任何责任，将此事归咎于在长途海运中受潮的结果。
We’ve already got in touch with the underwriter, but they have refused to take any liability. They attributed the accident to the effects of dampness during the long sea voyage.
十二单元
I、Do you know? P229
1、Afghanistan belongs to Asia；the capital is Kabul
2、Ireland belongs to Europe；the capital is Dublin
3、Brazil belongs to Latin America；the capital is Brasilia
4、Peru belongs to Latin America；the capital is Lima
5、Fiji belongs to Oceania；the capital is Suva
6、The Congo belongs to Africa；the capital is Brazzaville
7、Colombia belongs to Latin America；the capital is Bogota
8、Ghana belongs to Africa；the capital is Accra
9、Gabon belongs to Africa；the capital is Libreville
II、How much do you know about the following companies? P230
1、Ford Motor：福特汽车公司
2、ICI(Imperial Chemical Industries)：帝国化学工业公司
3、Nippon Steel：新日本钢铁公司
4、Nippondenki：日本电气装备公司，也译为NEC
5、Motorola：摩托罗拉公司
III、Fill in the blanks with proper words: P230
1、Having had experience in marketing chemicals, we are familiar with customer’s needs.
2、We are confident that your products are to the taste of our customers. They will surely like it.
3、You are entitled to have a 5% commission if you reach the turnover of one million US dollars.
4、This is to inform you that we are acting as agents on a sole agency commission basis.
5、For information concerning our credit standing and integrity in the trade we suggest you refer to ABC & Co.
6、The duration of this agreement is one year and can be automatically extended for a further year on expiration.
7、We specialize in the trade of chemicals
8、If you are agreeable to our proposal, please outline the terms on which you will be prepared to enter into an exclusive sales agreement with us.
9、After a discussion with your manager, we have decided to entrust you with the sole agency for our Bikes.
10、Please rest assured that for the duration of the agreement, we shall do our utmost to meet your requirements.
IV、Draft a letter asking to be sole agency, using the following words and phrases: P230
look for a reliable frim
medical equipment
experience in handling medical equipment
well equipped showrooms
conclude an agency agreement
favourable reply
Dear Sir/Madam,
We understand from E/D corporation of New York City, U.S.A. that you are looking for a reliable firm with good connections in medical equipment trade to represent you in North America.
Having had experience in marketing medical equipments, we are familiar with customers’ needs and are confident we could develop a good market for you in North America. We have spacious and well-equipped showrooms and an experienced staff of sales representatives who could push your business effectively.
We should be pleased to lear that you are interested in our proposal and on what terms you are willing to conclude an agency agreement.
For general information concerning our credit standing and integrity in the trade we suggest you refer to E/E Corporation.
Looking forward to having a favourable reply from you..
Yours faithfully,
V、选择题 P231
1、We need an agent in that country to help us to market our products.
2、Our products are now being handled by ABC Company in your city exclusively.
3、In the case of agency, the agent shall do business on our behalf according to our terms, and obtain a certain commission from his sales.
4、Thank you for your efforts in pushing the sales of our products.
5、In the past years, we have made efforts to develop business in this line.
6、There are five items of commission left unpaid.
7、The goods are selling at a discount.
8、When you appoint an agent, it is usual to make the appointmeat in writing.
9、This particular line has already been taken by Messrs. Brown Co. who have acted as our sole agent in your area.
10、As our sole distributor, please see that you’ll neither handle the same or similar products of other origins nor reexport our goods to any other areas outside your own.
VII、汉译英 P232
1、关于贵方提出的代理协议，我方认为现在谈仍然有点操之过急。
Regarding your request for an agency agreement, we consider it still too early for us to come into the matter.
2、如果你方继续为促销我方的产品做出努力，我方将乐意考虑贵方的 独家代理事宜。
If you continue your efforts in pushing the sale of our products, we shall be glad to discuss the matter of sole agency with you.
3、贵方工作如果能令人满意，代理协议可以在期满后续订。
If your work turns out to be satisfactory, the agency agreement can be renewed on expiry.
4、目前本地对贵方产品的需求稳步增长，如果你方佣金合理，我们会全力以赴为你方促销。
There is a steady demand for your products, we would do our utmost to push the sale on your behalf if you grant us a reasonable commission rate.
5、经过慎重考虑，我方决定委托贵方作为我们在中国销售“丽人”牌化妆品的 独家代理。
After careful consideration, we have decided to entrust you with the sole agency for our Beauty Brand cosmetic in the territory of the People’s Republic of China.
6、在过去几年里，该公司为进军中国市场一直投入着大量的 销售力量。
In the past few years, the company has been devoting a great deal of its marketing effort to enter into the Chinese market.
7、好的销售计划能赢得大量顾客。
Good promotional sales programs can bring in many customers.
8、我方所提供的代理人佣金是所有产品售价的2%。
We offer an agent a commission of 2% of the selling price on all the products.
9、为了使这种新产品打入市场，必须开展系列促销活动。
In order to make the product enter into the market, you must launch a series of promotional activities (programs).
十三单元
I、Do you know? P248
1、Indonesia belongs to Asia；the capital is Jakarta
2、New Zealand belongs to Oceania and Pacific islands；the capital is Wellington
3、Uganda belongs to Africa；the capital is Kampala
4、Uruguay belongs to Latin America；the capital is Montevideo
5、Guatemala belongs to Latin America；the capital is Guatemala City
6、Senegal belongs to Africa；the capital is Dakar
7、Mongolia belongs to Asia；the capital is Ulan Bator
8、Mauritius belongs to Africa；the capital is Port Louis
9、Madagascar belongs to Africa；the capital is Tananarive
II、How much do you know about the following companies? P249
1、General Electric：通用电气公司
2、British Petroleum：英国石油公司
3、Unilever：尤尼莱佛公司
4、Johnson & Johnson：强生公司
5、Pepsico：百事可乐公司
6、Canon：佳能公司
7、Sharp：夏普公司
III、Fill in the blanks with proper words P249
1、One of our main objectives of doing compensation trade is importing advanced equipment and technology.
2、Compensation trade is based on the principle that the part importing equipment and technology will make reimbursement after foreign exchange is obtained from the export of products.
3、Compensation trade is ,in fact, a kind of credit loan. It is necessary, therefore, to pay some interest each year.
4、Total compensation trade or a partial one depends upon your payment capability.
5、We hope you will quote us in detail, on cash basis and on buy-back basis separately, the charges of the equipment and instruments and the prices of technical services, so that we can give the matter an overall evaluation to make a decision.
6、When the equipment is put into production, you are to send your technicians to our plant together with our personnel and teach them to grasp the entire technology.
7、We shall of course adopt strict measures to control the quality of our countersale products.
8、The degree in marketing our countersale products will depend on advanced technique in production, constant improvement in design and the knowledge of market tendency and needs.
9、We are glad to inform you that according to the progress of production at present, our compensation products may be delivered ahead of schedule.
10、We are gratified to find that the compensation trade agreement concluded between us a year ago is being satisfactorily carried out with rather smooth progress.
11、Owing to the slack demand for their products for the time being, they do not think it advisable to buy the machines with cash but are of the opinion that if you will buy back all or a big portion of the products manufactured with your machines, it may be possible for them to do business with you through negotiation.
V、选择题 P250
1、By compensation trade, we mean to pay for your machines with articles produced.
2、We are willing to renew the agreement on the same terms as last.
3、We believe such an agreement will prove satisfactory
4、We have noticed the Dutch producers are interested in a compensation trade agreement with Chinese firms.
5、Our idea is to work with the main producer of tyre-making equipment here, who, by virtue of their experience in dealing with all the leading tyre manufacturers in the world, can supply the best possible technology and equipment.
6、In the meantime, we are prepared to place our excellent banking facilities at your disposal in case financing is required.
7、We finally reached an agreement after two weeks’ negotiation.
8、He is studying the technology for making cars now but he used to be a shop assistant.
9、In compensation trade, the buyer will pay in resultant products for all or part of the equipment and technology purchased from abroad.
10、In compensation trade, although the seller has to accept deferred payment in the form of products, he can still gain profit from the sale of his equipment and the products.
VI、英译汉 P251
1、The machinery and its supporting equipment, after being delivered in China, shall be insured by Party B. The unforeseeable losses in connection with the equipment shall be indemnified for by the Insurance Company first to the insurer (Party B) in case the equipment has already been paid off for and thus transferred in Party A’s possession. Then a proportional part of the sum paid by the Insurance Company shall be allotted to Party A to cover the payment Party A has already made for the items of equipment involved in the losses.
设备进口后由乙方投保。设备所有权在付清货款反生转移后，如发生意外，损失先由保险公司向投保人赔付，再按比例退回甲方已支付的设备货款。
2、Before the erection work begins, Party B’s technical personnel shall give detailed descriptions of the methods and requirements of the erection. During the erection Party B’s technical personnel shall give technical instructions to the erection work and take part in the inspection and test of erection quality of all the equipment. Important technical instructions by Party B’s technical personnel shall be submitted in written form.
在安装工作开始前，乙方技术人员应详细介绍安装方法和要求。在安装期间，乙方技术人员应对安装工作进行技术指导并参加所有设备安装质量的检验和试验。乙方技术人员的重要技术指导应书面提出。
3、After the accomplishment of erection, the representatives of both parties shall make inspection and carry out test run together according to the technical documents and drawings when they think the erection work is done in full conformity with design requirements. If the full conformity with the requirement of the Technical Documentation, a certificate for the finished erection shall be signed by the representatives of both parties on the Plant site within 7 days.
安装完毕后，如双方代表认为安装工作完全复合设计要求，双方代表应按技术文件和图纸一起进行检验和试车。如试制成功，安装工作复合技术文件要求，双方代表应在七天内在现场签署安装竣工证书。
4、Party B guarantees that Party B is the legitimate owner of all the technology and Technical Documentation supplied by Party B to Party A in accordance with the Contract, and that Party B is lawfully in a position to transfer all such technology and Technical Documentation to Party A without infringing upon the interest of any third party. If any third party accuses Party A of using such technology and Technical Documentation, Party B shall be responsible for approaching the third party about the accusation and bear all the economic and legal responsibilities which may arise.
乙方保证是按本合同规定提供的各项技术和技术资料的合法所有者，并有权向甲方转让这些技术和技术资料，而不会侵犯任何第三方的利益。如果任何第三方对甲方使用这些技术和技术资料而提出指控，则乙方应与第三方交涉，并承担可能产生的法律上和经济上的全部责任。
5、Party B guarantees that the technical level of the Contract Plant shall be the most up-to-date and the equipment supplied by Party B is of the best quality, completely new and reliable and the type selection complies with the requirements of process technology as well as normal and safe operation and their long term service and also complies with the stipulation under Appendices and to the present Contract.
卖方保证其供应的本“合同工厂”的技术水平是先进的，设备是全新的，质量是优良的，设备和材料的选型均符合工艺、安全运行和操作以及长期使用的要求，并符合本合同附件…和附件…的规定。
6、With 90 days after the arrival of the goods at destination, should the quality, specifications, or quantity be found not in conformity with the stipulations of the Contract except those claims for which the insurance company or the owners of the vessel are liable, the Buyers shall, on the strength of the Inspection Certificate issued by General Administration of Quality Supervision, Inspection and Quarantine of the People’s Republic of China, have the right to claim for replacement with new goods, or for compensation, and all the expenses (such as inspection charges, freight for returning the goods and for sending the replacement, insurance premium, storage and loading and unloading charges) shall be borne by the Sellers.
货物抵目的港90天内，除保险公司或船东应负的责任外，如发现货物数量、质量、规格与合同不符，买方可凭中国质检总局出具的商检证书要求换货与赔偿，一切费用（如检验费、换货来往运费、保险费、仓储费、装卸费等）均由卖方承担。
7、Within the validity period of the Contract, either of the parties guarantees not to disclose to any third party any technical documents or business documents obtained from the other party, except for the purpose of executing the Contract. However whenever either of the parties has known with evidence that any third party has been disclosed by the other party or other sources certain technical documents or business documents, the party concerned shall no longer be responsible for confidentiality of the disclosed technical documents or business documents.
在本合同有效期内，除为履行本合同的目的外，任何一方保证不向任何第三方泄露从另一方获得的技术文件或商务文件。但当一方有证据获悉第三方已从另一方获得某项技术文件或商务文件，则对该项技术文件或商务文件不再承担保密责任。
VII、汉译英 P253
1、我方从你方信中获悉，你方仅回购由你方提供的机器所生产的30%的产品，并用即期信用证付款。
We also learn from your letter that you will only buy back 30% of the products to be turned out with your machines and that you will effect payment by L/C payable at sight.
2、由于这仅占总产量的很小一部分，并且各种规格的产品价格不一，为符合补偿贸易的精神，我方认为你方必须保证每年返销产品的金额不低于我方同年内偿付你方设备的金额。
Since this is only a small percentage of our total output and because different specifications of our products are differently priced, we are of the opinion that, in the spirit of compensation trade, it would be incumbent on you to guarantee that you will accept our countersale products each year to a value not less than our instalment payment to you in the same year.
3、在履行合约时若需进口或出口许可证，负责申请的一方必须保证及时获证。由于耽误而引起的损失应由申请许可证的一方负责。
Where an export or important licence is required for the performance of the contract, the party responsible for applying for the licence should make sure to obtain it in good time. Loss or losses, if any, arising from delay in obtaining the licence shall be born by the applicant.
4、在执行本协议过程中，如发现本合同项下的机械设备在配套生产时需要继续增添新的设备或测试仪器时，可由双方另行协商，予以增订。增订的项目仍应列入本合同范围之内。
In the course of implementing the present agreement, if it is found necessary that, in addition to the machinery and acces-sories already listed in the provisions, some additional items of the equipment and measuring and testing apparatus are needed, an additional order shall be agreed upon through negotiation. The terms thus added shall be incorporated in the present contract.
5、所有设备的交货应单机成套，安装用的专用工具、材料、易损件应随主机一起交付。如果有通常装在甲板上的“设备”，卖方应进行适当的包装及采取特殊保护措施。
All the equipment shall be shipped in complete set. Their special tools for erection, materials and easily worn out parts shall be dispatched along with the main machine concerned. In case any equipment is normally to be shipped on dock, the seller shall be responsible for their proper packing and take special protective measures.
6、如卖方未能在买方船只抵达交货港口时将货物备妥装船，买方因此而遭受的空舱费、船舶滞期费和有关费用，均由卖方承担，按轮船公司提出的有关单据，作为结算费用的依据。
In the event of the seller’s failure in effecting shipment upon the arrival of the buyer’s vessel at the shipping port, demurrage, dead freight and other relevant charges thus incurred shall be for the seller’s account. Such charges shall be calculated and settled in accordance with the relevant documents issued by the shipping company.
7、如果甲方发现乙方交付的技术资料不完全和/或不正确、不清晰，则乙方应在收到甲方书面通知后30天内免费向甲方提供完整的和/或正确的、清晰的技术资料。
If it is found by Party A that the technical documentation supplied by Party B is not complete and/or correct and/or legible, Party B shall provide Party A free of charge with complete and/or correct and/or legible technical documentation, within 30(thirty) days after receiving Party A’s written notice.
十四单元
I、Do you know? P283
1、Albania belongs to Europe；the capital is Tirana
2、Andorra belongs to Europe；the capital is Andorra la Vella
3、Italy belongs to Europe；the capital is Rome
4、Syria belongs to Asia；the capital is Damascus
5、Iraq belongs to Asia；the capital is Baghdad
6、Tunisia belongs to Africa；the capital is Tunis
7、Somalia belongs to Africa；the capital is Mogadishu
8、Cyprus belongs to Asia；the capital is Nicosia
9、Portugal belongs to Europe；the capital is Lisbon
II、How much do you know about the following companies? P284
1、Volvo：沃尔沃汽车公司
2、Mitsubishi Electric：三菱电机公司
3、Matsushita Electric Industrial：松下电器公司
4、Sanyo Electric：三洋电机公司
5、International Business Machines：IBM公司
6、Allied-Signal：爱理德.西格诺公司
7、Westinghouse Electric：西屋电气公司
8、Ssangyong Group：双龙集团
9、Thomson：汤姆森公司
III、Fill in the blanks with suitable words given below P284
There are a number of other joint venture opportunities available to the producer. For instance, he could join in a partnership with an overseas form willing to put up some capital which, with his know-how, would enable them to manufacture the goods abroad. Alternatively he could invest his capital jointly with foreign investors to establish a company to manufacture his product in their country. Another possibility is to join with Chinese producers of similar goods to form a marketing group that will share the costs of agents, advertising, local showrooms, sales staff and research, etc., but as the rewards are not always evenly distributed, there is the danger of conflict between firms participating. Large firms can also assist small ones by giving them the use of their research and marketing facilities to enable them to find outlets for their goods without the expense of setting up their own export sales organizations.
IV、选择题 P284
1、A Board of Directors is to be set up, consisting of five directors.
2、The chairman of the board shall be elected by, and from among the directors.
3、The JV company should improve the standard of its operation and management.
4、The JV company shall apply for other preferential treatment with respect to land use or land use fees.
5、The successful investment of the company contributed the enlargement of its scope of business.
6、We are drafting the Joint Venture contract based on the provisions agreed by our two parties.
7、Particulars of the contributions of each of the parties to the registered capital of the JV company shall be decided on by the Board of Directors.
8、To finance the overheads, we suggest that a commission be remitted to the company on business closed through its intermediary.
V、英译汉 P285
1、The parties agree to perform this contract in good faith. 双方同意持真诚的态度遵守本合同。
2、The JVC shall be based and run on sound and lawful business principles and principles of equality and mutual benefit with the aim of selling its products and services at a profit acceptable to the JVC.
公司以公正、合法、平等互利的商业原则为基础，并以销售其产品和提供服务而获利为目的，进行经营。
3、The funds shall be contributed in cash, in kind and in technology as mutually agreed by the Parties.
应以双方同意的现金、实物和技术等方式投资。
4、The JVC shall be a limited liability company. The liability of both Parties to the company shall be limited to their amount of capital invested. 公司为有限责任公司。双方对公司的责任以双方的投资额为限。
5、The Board of Directors shall be the highest authority of the JVC and decide all major issues concerning the JVC.
董事会是公司的最高权利机构，决定公司的一切重大事宜。
6、The Directors shall hold the office for a period of four years. The term of office may be renewed separately by the nomination Party.
董事任期四年，经各方继续委任可以连任。
7、The arbitration award shall be final and binding on both parties. The cost of arbitration shall be borne b the losing Party or in accordance with the ruling of the arbitrators. 仲裁的裁决是终局的，对双方都由约束力，仲裁费由败诉方负担或由仲裁机构裁定。
8、Party A shall assist the JVC in handling matters such as the application for approval, registration and the obtaining of business licenses from relevant Chinese departments. 甲方应协助公司向中国有关主管部门办理申请批准、登记注册、领取营业执照等事宜。
9、As soon as practicable after the close of each fiscal year, the net profits of the JVC shall be distributed to Party A and Party B in proportion to their contributions to the registered capital of the JVC.
每个财政年度终结后尽快把公司的纯利按照对公司注册资本投资的数额比例分配给各方。
10、The agreement shall come into effect on the date of approval by the Approving Departments.
主管审批部分批准之日，即为本协议生效之日。
VI、汉译英 P286
1、若因任何原因或任何一方造成合同终止，均需报原合同批准之机构批准。
Any termination of this contract for any reason or by any party shall be reported to the original approving authorities.
2、自公司成立之日起合资期限为10年。 The JVC shall have a term of ten years commencing from the date the JVC is established.
3、在执行本合同过程中所发生的或与本合同有关的一切争执，首先应由双方友好协商解决。
All disputes arising from the implementation of or related hereto the contract shall be preferably settled through friendly consultation between the Parties.
4、若由于不可抗力事件导致任何一方不能履行义务的时间延长，延长的时间应与遭受不可抗力事件所延误的时间相等。
If either Party is prevented from performing any of its obligations under the contract due to an event of Force Majeure, the time for performance under the contract shall be extended by a period equal to the period of delay caused by such Force Majeure.
5、乙方应指导和协助公司解决技术、经营管理等方面的问题，提供先进而适用的技术和经营管理的经验，从而获取最大限度的经营效益。
Party B shall guide and assist the JVC to resolve the problems concerning technology, operation and management by using advanced and appropriate technology and experience in operation and management so as to maximize the beneficial results of the operation.
6、为了吸引外资、引进先进的技术设备、改进经营管理以及促进我国的经济发展，我们准备采用通常的国际合作方式以利于我国的社会主义建设。
In order to absorb foreign capital, introduce advanced technology and equipment into our country, improve business management and promote the development of our national economy, we are ready to adopt the regular forms of international economic cooperation to serve the socialist construction of our country.
7、合同提前终止或终止后，公司对其资产、债权和债务进行清算，在清算时应本着公平合理的原则，按合同规定执行。
The liquidation of the JVC’s assets and creditors’ rights and settlement of the JVC’s debts shall be conducted by the JVC immediately after the early termination or expiration of the contract. The liquidation shall be based upon fair and reasonable principles and shall be carried out in accordance with the liquidation methods set forth herein.
三单元 III、Translate the following terms into English: P58
1、询盘：enquiry
2、还盘：counter-offer
3、报盘：offer
4、谢绝还盘：decline a counter-offer
5、试订单：trial order
6、一般询盘：general enquiry
7、具体询盘：specific enquiry
8、成交：conclusion of business
9、业务范围：scope of business
10、实盘：firm offer
11、虚盘：offer without engagement
12、进口配额：import quota
13、带插图的目录：illustrated catalogue
14、毛利：gross profit
四单元 VII、Translate the following terms into English: P79
1、批发商：wholesalers
2、分销商：distributors
3、零售商：retailers
4、通货膨胀：inflation
5、定金：deposit
6、散装货：cargo in bulk
7、皮重：tare
8、复样：duplicate sample
9、对等样品：counter sample
10、商标：trade mark
五单元 VII、Translate the following terms into English: P100
1、初次交易：initial transaction
2、购货确认书：Purchase Confirmation
3、贸易额：volume of trade
4、商务参赞处：Commercial Counsellor’s Office
5、温哥华到岸价：C.I.F. Vancouver
6、中国畜产品进出口公司：China National Animal By-products Import & Export Corporation
7、连锁商店：chain department store
8、交货：make delivery
七单元 VIII、Translate the following terms into English: P151
1、C.O.D.：交货付款
2、o/a：赊账
3、settlement of exchange：结汇
4、money order(M.O.)：汇款单
5、appreciation of a currency：货币升值
6、proforma invoice：形式发票
7、bona fide holder：正当持票人
8、consular invoice：领事发票
9、settle account：结账
10、O/B：信用证开证行
八单元 VII、Translate the following terms into English: P167
1、In favour of：以……为收益人
2、Settle account：结账
3、Prior endorser：前手背书人
4、Retaliatory tariff ：报复性关税
5、Without recourse：无追索权
6、A/C：账户
7、Time/usance/term draft：远期汇票
8、Reciprocal L/C：对开信用证
9、Standby L/C：备用信用证
10、Back to back L/C：背对背信用证
九单元 VI、英译汉 P179
1、seaworthy export packing：适于海运的包装
2、thro’B/L：联运提单
3、tonnage：吨位
4、weather permitting：雨天顺延
5、I.T.：在运输途中
6、despatch money：速遣费
7、R & A：铁路运输及空运
8、FCL：整箱货
9、FOB stowed & trimmed：船上交货理舱费和平舱费在内
10、P.O.C.：沿途停靠费
11、cargo in bulk：散装货
12、tare：皮重
十单元 V、Translate the following into English: P197
1、保险费：Premium
2、商业发票：Commercial invoice
3、附加保险费：a.p. (Additional Premium)
4、发票价值：invoice value
5、劳埃德公司：Lloyd’s
6、平安险：free from particular average
7、租赁费：Premium on a lease
8、不可抗力：Force Majeure
十一单元 VI、Translate the following terms into English: P215
1、仲裁裁定：arbitral award
2、先买权：preemption
3、公证人：N.P. (Public Notary)
4、品质检验书：Inspection Certificate of Quality
5、理赔：settle a claim
6、劳埃德公司：Lloyd’s
7、仲裁程序：procedure of arbitration
8、催证：urge the establishment of L/C
9、改证：L/C amendment
10、审证：check the L/C
11、展证：extension of L/C
12、缮制合同、信用证、汇票、装箱单、提单：to make out contracts, L/C，drafts, packing list, B/Ls
十二单元 VI、英译汉 P232
1、retail price：零售价
2、sole Agency Agreement：独家经销协议
3、fulfilment of a contract：履约
4、exclusive sales：包销
5、exclusive (sole) agent：独家代理商
6、enjoy popular sales：畅销
7、idea of price：价格意见
8、annual marketing turnover：年销售额
9、leading wholesalers and retailers：主要批发商和零售商
十三单元 IV、Translate the following terms into English P249
1、来样加工：Processing according to supplied sample
2、来料加工：Processing with supplied materials
3、补偿贸易：Compensation Trade
4、外汇牌价：Exchange Rate
5、易货协定：Barter Agreement
6、关贸总协定：General Agreement on Tariff and Trade (GATT)
7、进料加工：Processing with imported materials
十四单元 VII、英译汉 P286
1、tariff wall：关税壁垒
2、foreign exchange reserve：外汇储备
3、OPEC：石油输出国
4、registered capital：注册资金（资本）
5、transit duty：过境税
6、Generalized System of Preferences：普遍优惠制
7、Most Favoured Nation Treatment：最惠国待遇
8、D.P.：完税价格
9、export licence：出口许可证
