-
习题：
Chapter 1 Establishing Business
Relations
Exercise
1:
Choose
the
best
answer
to
complete
the
following
sentences.
1. We are looking forward to
from you soon.
A. hearing
B. hear
C. heard
D. be heard
2. Your name and
address
to us by the Commonwealth Bank.
A. have given
B. have been given
C. give
D. given
3.
in 1935, this
company specializes in the exportation of cotton
piece goods.
A. Establish
B. Established
C.
Establishing
D. To be established
4. We take the pleasure of
introducing ourselves
an experienced
importer
line of daily
products.
A. of, on
B.
as, in
C. for, by
D. be, at
5.
please find the catalogues and the
latest price list.
A. Enclose
B. Enclosing
C. Enclosed
D. Enclosure
6. As the goods
within the scope of our
business activities, please contact us
at once.
A. fall
B. falls
C. fell
D. felling
7. We are a Sino-Korean Joint Venture
silk clothes.
A. deal in
B. dealing in
C. dealt in
D. engage
8.
We
are
sending
you
by
separate
cover
the
samples,
you
will
find
them
satisfactory.
A. to hope
B. hoping
C. hopefully
D. hope
9. We
hope to enter
business relations
your firm.
A. into, with
B. with, into
C. /, at
D. with, at
10.
will be appreciated.
A. You
reply our letter early
B. You reply to
our letter early
C. Your early
reply our letter
D. Your early reply to our
letter
Exercise 2: Translate the
following sentences into Chinese.
1.
We’ve
come
to
know
your
name
and
address
from
the
Commercial
Counselor’s
Office of the
Chinese Embassy in London.
2. Having obtained your name and
address from the Bank of China, we are writing to
you with a view of establishing trade
relations with you.
3. We are writing
to you in the hope that we can open up business
relations with your
firm.
4.
We enclose herewith a list of goods to supply you
at the lowest possible price.
5.
By the
courtesy of Mr. Black, we are given to understand
the name and address of
your firm.
6. We have the pleasure of
introducing ourselves to you with the hope that we
may
have a good chance of cooperation
with you in your business extension.
7.
We are the exporter of long standing and high
reputation, engaged in exportation of
light industrial products.
8.
In
order
to
make
us
familiarized
with
your
products,
we
shall
appreciate
your
giving us the technical
details of them at your earliest convenience.
9
．
To
give
you
some
idea
of
various
types
of
bicycles
we
are
dealing
in,
we
are
pleased
to
send
you,
under
separate
cover,
by
air-mail
our
latest
catalogue
and
a
price list.
10. We have been in the line of
chemical fertilizer for many years.
Exercise 3: Translate the following
sentences into English.
1.
2.
3.
4.
5.
我们的产品质量上乘，价格优惠。
希望早日收到你方答复。
我公司专营轻工业品的进口业务。
我们意欲购买各种形状、质量优良的瓷茶杯。
经当地商会推荐，特致函贵方，希望建立贸易关系。
Exercise 4: Translate the following
letter into Chinese.
Dear Sirs,
We have your name and address from the
Commercial Coun
selor’s
Office of the
Chinese
Embassy
in
Ghana.
We
wish
to
inform
you
that
we
specialize
in
both
industrial
and
pharmaceutical
chemicals,
and
shall
be
pleased
to
enter
into
trade
relations with you.
To
give
you
a
general
idea
of
our
products,
we
enclose
a
complete
set
of
leaflets(
宣传活页
)
showing various products being handled by this
corporation with
detailed
specifications
and
means
of
packing.
Quotations
and
samples
will
be
sent
upon receipt of your
specific enquiries.
We look forward to
hearing from you soon.
Yours faithfully,
Exercise
5: Compose a dialogue on the following situation.
David Jones, a Canadian
businessman, deals in machine tools.
Zhang
Ming,
Deputy
Manager
of
China
National
Machinery
&
Equipment
Import & Export
Corporation, wants to have direct contact with a
Canadian supplier.
They are discussing
the trade possibility.
Chapter 2
Inquiries and Offers
Exercises
Exercise
1:
Choose
the
best
answer
to
complete
the
following
sentences.
1. We can supply 1000 cases of Pepsi
Cola
stock
present.
A. in, at
B.
in, in
C.
from, at
D. from, in
2.
We
thank
you
for
your
letter
of
March
18
our
silk
blouses
of
various
styles.
A. inquiring for
B. inquiry for
C. inquired for
D. inquire for
3.
We
are
enclosing
a
copy
of
our
illustrated
catalogue
for
in
your
last
letter.
A. ask
B. asks
C. asked
D. asking
4. We thank you for the
inquiry you
us.
A. have made to
B. have offered
to
C. have let
D. have informed to
5. Your quotation
washing machines is too high to be
workable.
A. in
B. against
C. with
D.
of
6. As requested
your e-mail of October 1, we are
sending you
the
required
quotation sheet.
A. in, herewith
B.
for, herewith
C. for, in
D. on, herewith
7. Please quote us your lowest prices
CIF Singapore basis for embroidered
silk blouses
prompt
shipment.
A. on, for
B. from, for
C.
on, on
D. from, on
8.
We are pleased to make you an offer
5,000 dozen Ladies Folding Auto
Umbrellas
USD 35 per
dozen CIF London.
A. for, on
B.
for, at
C.
on, for
D.
on, on
9. We would like to
inform
you that we have
received
a large inquiry
800
sets refrigerators.
A. of
B.
with
C. at
D. for
10. We acknowledge
with thanks
your fax of March 3.
A.
receipt
B. receive
C.
receipt of
D. receiving
Exercise 2:
Translate the following sentences into
Chinese.
1.
Please quote us your lowest price CIF
Hamburg for ten MT of walnut meat.
2.
We have
already made an enquiry for your articles, please
make an offer before
the end of this
month.
3.
We refer to our negotiations during the
autumn Guangzhou fair 2006 and would
like to know whether you are now in a
position to offer us automatic probes.
4.
We are
interested in Chinese arts and crafts.
5.
At your
request we make you an offer as follows.
6.
These
products
are
in
heavy
demand
and
the
supply
is
limited,
we
strongly
recommend you to
accept this offer as soon as you can.
7.
We are sorry
that we are not able to offer you the information
you requested in last
letter of
February 2
nd
.
8.
The
quotation
we
offer
you
at
exceptionally
low
prices
is
subject
to
reply
by
return of post.
9.
We hope that
our quotation will be a satisfactory one and
expect your orders.
10.
With
reference to your inquiry of July
10
th
, we shall be pleased to
supply 50 sets
of scanner at the price
of
﹩
110 each.
Exercise 3: Translate the following
sentences into English.
1.
<
/p>
现寄上我方的第
1234
号询价单一份，
请报
FOB
价格。
2.
所报发盘有效期
7
天。
3.
获悉贵公司对我们的产品感兴趣，非常感谢。
4.
恳请惠寄商品目录、价格表和付款方式细则。
5.
我方愿意作如下报价，但以你方
10
日内接受有效。
6.
如果你方报价具有竞争力，我们愿意向你方订货。
7.
一俟收到你方具体询价，我们将电告报价。
8.
鉴于我们长期的贸易关系，特报此盘。
9.
这是我方最新价格单，您会发现我方价格是具有竞争力的。
10.
如果你方订货数量大，价格还可以进一步考虑。
Exercise 4: Translate the
following letter into Chinese.
Dear Ms
Jones,
We thank you for
your fax of April 27 in which you inquire about
our AHS20 Stereo
Headset. We appreciate
your interest but we can no longer supply it as
the production
has
been
discontinued.
We
are
sure
that
our
new
product
AHS30
is
an
excellent
replacement.
The
quality
and
specification
are
much
improved
at
very
little
extra
cost
and
it
is
enjoying
excellent sales. We have sent
you the
sample, price list, and catalogues by
express airmail.
We are sure that you will find a ready
sale for this excellent product, and it will give
you complete satisfaction.
Kind regards
Exercise 5: Compose a dialogue on the
following situation.
Mr.
Fisher, an American businessman has come with an
inquiry for your pillow
cases. He would
like to have an idea of your unit price CIF New
York. You just want
to make an FOB
offer because his order is very small. Other terms
are as follows:
Specifications: NJ100
Quantity: 10 thousand dozens
Unit price: 23 dollars per dozen FOB
Shanghai
Payment: by confirmed and
irrevocable letter of credit payable at sight
Shipment: during July/August 2007
Chapter 3 Price
Exercises
Exercise
1:
Choose
the
best
answer
to
complete
the
following
sentences.
1. We are sorry to say it is not
possible
us to meet the price you requested.
A. for
B.
of
C. with
D. to
2.
In
reference
to
your
letter,
we
cannot
a
better
offer
than
the
one
we
suggested
to you.
A. take
B. make
C.
receive
D.
get
3. We are aware
the fact that
your goods are among the best on the market.
A. for
B.
of
C. in
D. to
4. We regret that it is not possible to
accept the
price you offer.
A. reducing
B. having reduced
C.
reducing
D. reduced
5. We
allow you a 3% quantity discount if
your order exceeds 2000 dozens.
A. are
prepared
B. are prepared to
C. will be prepared
D. will prepare
6. Only
reducing the price by 6%
come to
business.
A. by, we can
B.
in, we can
C. on, can we
D. by, can we
7. Our goods are
those from other suppliers in every
aspect.
A. superior to
B.
superior than
C. more superior to
D. more superior than
8. The
buyer made a bid
RMB ?
3000 per
ton
wheat.
A. at, in
B. on, in
C.
at, for
D. on, for
9. Prices of raw materials
steeply since
our contract of September 7.
A. rose
B. have risen
C. have raise
D.
to have risen
10. We hope that upon
reconsideration you will be able to
our offer.
A. receive
B. make
C. accept
D.
decline
Exercise 2:
Translate the following sentences into Chinese.
1.
There is not
any room for our price to go down.
2.
It is
regretful that we cannot entertain your counter-
offer.
3.
We are most anxious that you will do
your utmost to reduce the price.
4.
As the
wholesale price of leather is riding, it is
certain, we believe, that you will
not
be
able
to
buy
the
items
we
mentioned
at
the
same
price
during
next
few
months.
5.
If you agree
to buy 200 cases more of our products, we could
conclude the deal at
the price of
﹩
122 per case FOB Xingang.
6.
To help you
sell our product, as an exception,
we
’
ll give you a special
discount of
2%.
7.
In order to
close this deal, we shall further reduce our price
by 5%.
8.
In view
of the goods in great demand, we would advise in
your interest that you
accept our offer
without delay.
9.
Much to our regret, as your price is
out of line with the market level, it is difficult
for us to accept it.
10.
Our products
are modestly priced.
Exercise 3:
Translate the following
letter into Chinese.
Dear …
We
have
carefully
considered
your
counter-offer
of
9
th
April
to
our
offer
of
woolen
underwear,
but
very
much
regret
that
we
cannot
accept
it.
The
prices
we
quoted
in our letter of 3
rd
April
leave us with only small margin; they are in fact
lower
than those of our competitors.
The
wool
used
in
the
manufacture
undergoes
a
special
patented
process
that
prevents shrinkage and
increases durability. The fact that we are the
largest supplier of
woolen
underwear
in
this
country
is
in
itself
evidence
of
the
good
value
of
our
products.
We shall always be
very happy to hear from you and will carefully
consider any
proposals likely to lead
to business between us.
Sincerely,
Exercise 4: Translate the
following sentences orally.
1.
I dare say
that the price we offer compares favorably with
any quotation you can
obtain elsewhere.
2.
What we give
you is a good price. We don’t think it could be
put any better. Take
it or leave it,
it’s up to you.
3.
Isn’t it
possible to give us a little more
discount?
4.
If possible we’d like to ask for
reduct
ion of $$5.50 per MT.
5.
We can accept
the goods only at a reduction of 20% off the
contract price.
6.
If your order is large enough we are
ready to reduce our prices by 5%.
7.
请你们以美元、布鲁塞尔离岸价报价。
8.
如果你方提价百分之二，交易才有可能。
9.
如果你们答应提前交货，我们可接受你方价格。
10.
价格太高，我无法推销。
Exercise 5: Compose a dialogue on the
following situation.
You
get an offer of tin foil sheets reading:
Commodity: Tin Foil Sheets
Price: US
﹩
120 per
long ton CFR New York
Quantity: 60 long
tons
Payment: By irrevocable L/C at
sight
You ask for an 8% reduction in
the price. But the seller refuses to consider any
reduction, but gives you a 2%
commission. Finally, you conclude the business.
Chapter 4 Shipment
Exercises
Exercise
1:
Choose
the
best
answer
to
complete
the
following
sentences.
1. Sometimes transshipment and partial
shipment are
.
A. permission
B. permitting
C.
permitted
D.
permit
2.
We
are
of
the
goods
we
ordered
with
you,
but
so
far
we
have
not
received any news from
you about their dispatch.
A.
urgent
in
need
B.
bad
in
need
C.
in
badly
need
D.
in
urgent
need
3.
Any
shipment will put us in
great trouble.
A. delay with
B. delay to
C. delay on
D. delay in
4.
We
must
insist
on
immediate
delivery,
we
shall
cancel
the
order
in
accordance with the contract
stipulations.
A. otherwise
B. however
C. likewise
D.
but
5.
any change in the date of
delivery, please let us know in advance.
A. there should be
B. should there be
C.
there would be
D. would there be
6. For the
goods under S/C No.325, we have
space on S.S. Shanghai due to
arrive in London around May 1.
A. booked
B. hired
C.
retained
D. bought
7. Shipment will be
in
January.
A. started
B.
done
C. effected
D. left
8. Goods will be
shipped within two months after
of
your order.
A. receiving
B. receipt
C. being
received
D. received
9. The letter of
credit stipulates that the bill of lading
be made out to order.
A.
should
B. would
C. could
D. had to
10.
The
date
of
sailing
is
March
5.
We
enclose
one
set
of
the
shipping
documents
covering this
consignment,
:
A. as follow
B. as following
C.
as follows
D. as followed
Exercise
2:
Translate the following
sentences into Chinese.
1.
Generally, shipment can be effected
within 30 days after receipt of your L/C.
2.
We will try
our best to advance shipment, but we cannot commit
ourselves.
3.
The
shipment
time
is
February
or
March
at
our
option
and
the
goods
will
be
shipped
in one lot.
4.
Owing to heavy commitments, we cannot
advance shipment of your order.
5.
We find it
impossible to ask our end-users to accept the
delayed delivery.
6.
Shipment is to be made during April to
June in three equal lots.
7.
We would inform you that the above
goods were already shipped out on the
18
th
May.
8.
We take
pleasure in notifying
you that the
goods under S/C
No. 456 have
been
dispatched by M/V
“Yunnan”
sailing on May 15,
2006 for Hong Kong.
9.
We hope the goods would arrive in time
for the new year rush.
10.
In case you should fail to effect
delivery within the stipulated time, we will have
to
lodge
a
claim
against
you
for
the
loss
and
reserve
the
right
to
cancel
the
contract.
Exercise 3: Translate the following
sentences into English.
1.
2.
3.
4.
5.
按和约规定，上述货物将分三批装运。
见信后请即刻传真确切装运日期。
因我方用户急需此批货物，请你方保证早日交货。
请装运下列货物，交货期不晚于
5
月
31
日。
我们迫不得已要求你方同意转船运输。
Exercise 4: Complete the following
letter with proper words.
enclosed
copy
advise
partial shipment
remaining
appreciate
glad
Dear Sirs,
We
are
to
inform
you
that
we
have
shipped,
in
of
your
Order No. 5216, 10 sets of safety pin
machines
（安全别针机）
per S.S.
“
Qinggon
g
”
which
sailed
yesterday.
please
find
a
full
set
of
shipping
documents.
Regarding
the
20
sets,
we
will
try
to
hurry
shipment
and
will
you as soon as
it is effected.
We
the business you have been able to
secure for us and assure you
that
all
your
further
inquiries
and
orders
will
continue
to
receive
our
most
careful
attention.
Yours faithfully,
Exercise 5:
Compose a dialogue on the following situation.
You and your customer are
discussing about the date of shipment. You think
the
shipment
may be
effected in
April, but
the buyer wants
you to
advance
the date of
shipment as he is in urgent need.
Finally, you agree that
shipment will be effected in two lots, the first
lot will be
shipped in March, and the
second in April.
Chapter 5
Insurance
Exercises
Exercise
1:
Choose
the
best
answer
to
complete
the
following
sentences.
1. Insurance is to be covered
All Risks and War Risk.
A.
for
B. on
C.
against
D. to
2.
is the general practice
that the insurance is covered in the same currency
as in the letter of credit.
A. This
B. That
C. It
D. As
3. Please make sure that insurance is
covered against FWRD in addition
WPA.
A. with
B.
against
C. to
D. by
4.
If
broader
coverage
is
required,
the
extra
premium
should
the
buyer
’
s
account.
A. for
B.
be for
C. be to
D. to
5. I have
received your e-mail of June 4
many thanks.
A. with
B. in
C. on
D. for
6. Please effect insurance
All Risks
the
amount of 10,000 yuan
our order No. 506.
A. for, for, on
B. against, on,
for
C. against, for, on
D.
with, for, for
7. We are now replying
to your letter of March 2
insurance.
Which
of the following is NOT right?
A. in
regard to
B. with regard to
C.
regarding
D. as regard
8. Please let
us know your premium
which you cover insurance
against All
Risks.
A. with
B. for
C. against
D. at
9. We do not wish to
risk
the only steamer available
this month.
A. to miss
B.
missing
C. to lose
D. losing
10.
Since
the
premium
varies
with
the
scope
of
,
should
additional
risks
be
covered?
A.
assurance
B. insurance
C. business
D.
enterprises
Exercise
2:
Translate the following
sentences into Chinese.
1.
For FOB and CFR sales, insurance is to
be covered by buyers, while for CIF sales,
insurance is to be covered by sellers.
2.
The coverage is to be from warehouse to
warehouse and come to effect from May
10
th
.
3.
Please insure
for us these products at invoice value plus 10%.
4.
They are not
delicate goods that can be damaged on the voyage.
FPA will be good
enough.
5.
We shall
effect the insurance of the goods for 110% of
their CIF value.
6.
We have insured the shipment for 130%
of the invoice value, but the premium for
the difference between 130% and 110%
should be your account.
7.
I have some
glassware to be shipped to Hongkong. What risks
should I cover?
8.
Please insure
for me against all risks 200 pieces of high-
quality furniture valued
$$20,000.
9.
Please let us
know the premium of Breakage.
10.
We can insure
the porcelain vases on you behalf, but at a rather
high premium and
all the additional
premium will be for your account.
Exercise 3: Translate the following
sentences into English.
1.
2.
3.
4.
5.
请将此货物投保一切险和战争险。
我
们将
200
公吨大米按发票金额的
11
0
％投保一切险。
随函寄上提单和保险单。
额外保险费由买方负担。
如你方愿意投保破碎险，我们可代为办理。
Exercise 4: Complete the following
letter with proper words.
with regard
to
FPA
cover
under
against
SRCC
upon
theft
Dear Sirs,
Thank you for your letter of December 6
and your Order No. 367.
On going
through the stipulations of your order, we regret
to find that in addition
to
and
War Risks, you require insurance to
TPND and
which were
agreed
by
both parties during our negotiations
at
the Beijing International Fair.
the
ordinary
circumstances,
no
loss
or
of
such
merchandise
as
mild
steel
flat
bars
is
likely
to
occur
during
transportation
or
after
arriving
at
its
destination.
Therefore,
it
is
our
practice
to
cover
FPA
for
such
commodity.
Since
you
desire
to
have
your
shipment
insured
TPND,
we
can
arrange such insurance at your cost.
SRCC,
we
wish
to
state
that
the
People
’
s
Insurance
Company
of
China,
from
now
on,
accepts
this
special
coverage,
and
will
fall
in
with
the
usual
international practice.
We
hope
you
will
take
the
above
into
consideration
and
give
us
a
new
order
soon.
Yours
faithfully,
Exercise 5:
Compose a dialogue on the following situation.
Your have a batch of
porcelain wares to be shipped from Shanghai to New
York,
but you have no idea about what
risks to be covered.
Mr.
Zhang,
a
representative
from
the
People
’
s
Insurance
Company
of
China,
explains the different kinds of
coverage to you, and finally your effect the
insurance
on your porcelain wares.
Chapter 6 Terms of Payment
Exercises
Exercise
1:
Choose
the
best
answer
to
complete
the
following
sentences.
1. Documentary credit seeks
from the bank.
A. guarantee
B. no guarantee
C. no protection
D. insurance
2.
It is our usual practice to require sight L/C. We
can
’
t make an
with this
transaction.
A. example
B. exception
C.
experience
D.
excellence
3.
In
compliance
your
request,
we
exceptionally
accept
delivery
against
D/P at sight.
A. for
B. with
C. as
D. of
4. Our usual terms of payment are by
irrevocable sight L/C, reaching us one month
shipment,
remaining valid
negotiation in
China
.
A. Before, on,
to allow transshipment and partial shipment
B. After, in, and allow transshipment
and partial shipment
C. Before, for,
allowing transshipment and partial shipment
D. After, with, and allow transshipment
and partial shipment
5.
The
letter
of
credit
is
to
be
established
through
the
Bank
of
China,
payable
draft drawn at
30 days
’
sight.
A. with
B. by
C. for
D. to
6.
We
will
draw
you
60
days
USD
42,000
your
last shipment.
A.
for,
on,
for,
on
B.
on,
at,
for,
with
C.
for,
for,
for,
for
D.
on,
at,
for,
against
7. Having some
difficulty in opening the L/C, our buyers request
you to book their
orders
D/A basis.
A. for
B. by
C.
against
D. on
8. The covering L/C must be confirmed
by
.
A. the bank to accept us
B.
a bank acceptable to us
C. the bank acceptable for
us
D. a bank acceptable by us
9. We regret
unable to
consider your request for payment on D/A basis,
the
reason
that we generally accept payment by L/C
sight.
A. being, being, at
B.
for, for, at
C.
being, for, for
D. for, being,
for
10. We are writing to inform
you that L/C No. 101
Our order No.
555 has
been opened
the Bank of China. The
advising bank
be sending you an advice
shortly.
A. for, by, will
B.
covering, with, /
C. covering,
through, should
D. for,
through, /
Exercise 2:
Translate the following sentences into
Chinese.
1.
Advance payment of 25% of the contract
value shall be paid within 30 days of the
date of signing the contract.
2.
The payment shall be made by five
annual installments of 20% each.
3.
We propose
paying by TT when the shipment is ready.
4.
You are
requested to extend the validity of the L/C to
August 31.
5.
For
this purchase, we propose to pay in Euros.
6.
Please
note
that
easier
terms
of
payment
will
not
only
help
conclude
this
transaction but also
bring about lasting satisfaction to both of us.
7.
The buyers insist on payment by
collection for such a small volume of business.
8.
We proposed to
pay by 30 d/s.
9.
D/P
or
D/A
is
only
accepted
if
the
amount
involved
for
each
transaction
is
less
than
￡
1,000.
10.
For
exports,
we
usually
adop
t
irrevocable
letters
of
credit
available
by
seller’s
documentary drafts
at sight.
Exercise 3: Translate the
following sentences into English.
1.
2.
3.
4.
5.
以信用证方式支付是世界各国进出口贸易中通常使用的方法。
我们希望在付款条件方面你们能通融一些。
我们将开立以你方为受益人的信用证，以美元结算。
我们希望的付款方式是保兑的、不可撤销的信用证。
请务必于下月初开出信用证，准许分批装运和转运。
Exercise 4: Translate the following
letter into Chinese.
Dear Sirs,
We
have
examined
the
specifications
and
price
list
for
your
drilling
machines
and now wish to
place an order with you. Enclosed please find our
order No. 243.
As
we
are
in
urgent
need
of
new
stock,
we
would
be
grateful
if
you
could