English Correspondence of Business
Chapter One Basic Knowledge of Business Letter Writing
Section Nine Exercises 练习
I. Translate the following expressions into English:
Keys: 1.Commercial Councellor
2.import and export 3.export list
4. enquiry 5.sample
6. price list 7.catalogue
8. Chamber of Commerce 9. market price
10. agreement 11.clients/customers
12. commodities fair 13. competitive price
14. EMP(European Main ports)
15. deal exclusively 16. manufacturer
17. article number 18. delivery
19. specification 20. trial order
II. Please improve the following sentence to them more idiamotic
Keys:
1. We are sending you the information you asked for in your letter of June 4.
2. We have received your letter of May 10.
3. We are pleased to tell you that your Order 167 was dispatched yesterday.
4. We sent you this morning our latest catalogue you requested in your letter of May 5.
5. We hope you will consider our proposals.
6. We hope to hear from you soon.
7.You informed us in your letter that you could not offer us Gallnuts as they were out of stock.
8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.
9. Please take note of the Lot Number of bales so that the parcel may not be mixed up on landing.
10. Samples will be sent and offer made upon receipt of your specific enquiry.
11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.
12. Thank you for your quotation dated September 5, 2007. We intend to place a trial order with you.
13. You will no doubt ope the relevant L/C at the end of May.
14. We feel sure that you will be entirely satisfied.
15. Will you please send us your latest catalogue and pricelist?
16. We wish you could effect insurance on the goods with PICC.
17. Please send me a copy of the agreement.
18. Your products are not up to our standard.
19. I regret I cannot agree to your suggestions.
20. We have semimonthly direct sailings from Hong Kong to San Francisco.
III. Arrange the following in proper form as they should be set out in a letter
Keys:
Open
V. Point out the mistakes in the following addresses and rewrite them.
Keys:
A. B. C.
Mr. Henry Taylor London City Bank Mr. John Smith
150 Bench Street 12 Queen Street 16 Front Street
London, E. C. 3 London, E.C.5 Liverpool L6 3FY
England England
VI. Please write a letter according to the following particulars:
Keys:
Shanghai Light Industrial Products Corp.
11 Jiefang Road
Shanghai
Tel: 021--43715589
The Pacific Trading Inc.
87 Broadway ST.
New York, NY10408
Oct.28,2008
Dear Sirs,
Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products.
We look forward to hearing from you.
Yours truly,
(signed)
Wang Xiang
ENCL: as stated.
Chapter Two Establishing Business Relations
Section One Introduction 概述
可以说没有客户，就没有业务，与潜在客户建立业务关系不仅对于新成立的公司很重要，对于那些想要扩大业务范围，增加营业额的公司来说，同样很重要。
如果一家新公司，既我方一家公司，想要在国外打开市场，买入或者卖出产品，那么，他首先必须做的就是他要明白与谁做业务，通常，这类信息可以通过以下渠道获得：
1） 通过写信交流；
2） 参加出口商品交易会；
3） 出席国内外举办的展览会；
4） 互派贸易代表团。
上述所有途径中，写信使用最为广泛。通过写信可以从银行﹑杂志﹑报纸电视广告﹑业务关系介绍﹑市场调查﹑商务参展﹑商会﹑商务参展﹑中间人﹑自我介绍等等来获取所需要的所有信息。
从上述任何渠道获得想要得到的公司名称和地址之后，就开始着手写信与之联系。这类信是第一次寄出去的信，也可称之为“初次询盘”。通常这类信函最初告诉阅信人他的信息来，主要包括下列内容：
1） 信息来源；
2） 意向；
3） 经营范围和子公司、分公司，如有的话；
4）公司的财经和成信情况。
如果想要进口买入，可以要求看样品，价格单等。写信人可以简明扼要地说明想要购买和想要买出何物。结尾时，通常要表达想要合作和期待早日答复的原望。
收到这类信函后要立即回信，不能延误，并写得有礼貌，以便给对方留下一个良好的印象。这就是外贸业务信函最重要的功能。
对于外贸公司来说业务往来非常重要，因此，交易商不仅要尽力巩固与已有客户的业务关系，也要不断寻求新的客户。
Section Two Specimen Letters （12封信）
信函范文
Specimen Letter 1 Wishing to establish relations
敬启者：
我们从中国对外贸易杂志上得知贵公司名址，我公司是一家国营企业，力求扩展海外贸易。然而，我们在南非还没有任何业务往来，对你方提出的任何建议我们都会认真考虑。随函所附我们最新的插图目录和最新价目表及有关的销售条款，供你方参考，我们将很高兴办理你方对我们产品的具体询盘。 如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。
盼即复。
......启
Specimen Letter 2 Writing self-introduce letters
敬启者：
承新加坡中国商务参赞陈华先生介绍，得知你号专营各种电器产品的出口业务，并力求扩展对外贸易。为此特联系你方，以便在我地市场推销你们的产品。
我号经营进口业务以达二十多年，在新加坡各地有广泛的业务关系。目前我处对电器产品的需求不断增长，相信你号在我地的成交数字，将会相当可观。
当前我们对电动缝纫机尤感兴趣，请寄这类商品的最新目录、价目表，并请告知有关的销货条款，不胜感激。
盼早复，希望收到你方好消息。
......启
Specimen Letter 3 Importer writes to exporter
敬启者：
事由： 缝纫机
我方对你们去年在斯里兰卡中国经济贸易展览会上展出的电动缝纫机留有深刻的印象。据告这类产品是由你们公司出口的。
我公司有一客户拟购一批缝纫机，为此，请寄上开400台三斗缝纫机的形式#5@p一份，并请报包括佣金在内的最低价，回信时，请说明最早交货期，以供参考。
盼早复。
......启
Sepcimen Letter 4 Exporter writes to importer (1)
敬启者：
我们从你刊登在"对外贸易"杂志上的广告得悉你公司名称，特此去函，望与你公司建立业务关系。
我公司专门中国轻工业产品的出口，这些产品在世界市场上久享盛誉。兹附上目录单一份供你参考。如有兴趣，请即与我公司联系。
......启
Sepcimen Letter 5 Exporter writes to importer (2)
敬启者：
承科伦坡商会介绍，得悉你号名址，并获悉你号拟进口中国生产的轻工产品。 我号生产所附插图目录中的各种轻工业用品，希望这些产品会引起你们的兴趣。信内尚随附我们最新的价目表，以供参考。 如你方拟购这类产品，请即告知，以便报价。同时，如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。 盼即复。并望不久能与你方开展业务往来。
??启
Sepcimen Letter 6 An exporter’s reply to an importer
敬启者：
经由ABC公司的介绍，我公司获悉贵公司有意与棉布出口商建立业务关系，我公司正好经营这类商品。 我公司是该商品的主要生产商之一，从事棉布出口已有50多年的历史。我公司产品种类齐全，款式多样，畅销亚洲市场。
今回复你方，希望与你方建立直接的业务关系，随函附上我方所有产品目录及价格单。值得注意的是，我方将为所有订单提供5%的佣金。
相信经过双方努力，我们将建立起良好的业务关系。
盼早复。
??启
Sepcimen Letter 7 A reply to an importer
敬启者：
贵公司6月23日询问将中国产电器产品进口到英国的传真已经由中国驻北京的对外贸易部转交给我公司。
我公司是一家国营企业，力求扩展海外贸易。然而，直到目前我们在英国还没有任何业务往来，很希望与贵公司在该行业进行业务往来。随函所附我们最新的插图目录和最新价目表及有关的销售条款，供你方参考。我方将认真办理贵公司的任何询盘。
如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。
盼即复。
.....启
Sepcimen Letter 8 A reply to the importer
敬启者：
我们从纽约一朋友处得悉贵公司的地址，现特去函与你公司联系，希望与你建立业务关系。
我公司与这里许多最大的轻工业产品销售商有良好的关系。如能从你公司得到优惠报盘，我们确信能大量销售中国货。
请告有关你公司出口商品的必要详情。
??启
Sepcimen Letter 9 Writing letters of Credit Enquiry of a new customer
敬启者：
我公司现收到大西洋电子有限公司的订单一份，订货总值达56,500美元。该公司提供贵行作其资信证明人。为此，我们想知道该公司是否可靠，值得信任。请提供这方面的资料，不胜感激。
你方所提供的任何信息都将严予保密。如有机会，我们将乐意回报类似服务。现随附回邮信封一个，供复信之用。
.......启
Sepcimen Letter 10 Favorable reply from a firm
敬启者：
你20xx年11月12日来函所提到的这家公司，虽是一家小型企业，但却是一家颇有名气、很受尊敬的公司。该公司自从在本市创建以来已有40余年的历史。
多年来，我公司一直与该公司有业务往来，该公司资信良好，诚实可信。虽然该公司不和我们做现金交易，享受我们现金结帐折扣的优惠，但他们总是准时清帐。我们给该公司的赊帐信用额总是超过你们所说的56,500美元。
我方只了解这些，希望这些资料对你们有用，并予以保密。
??启
Sepcimen Letter 11 Unfavorable reply
敬启者：
你10月12日的来函中所提到公司的资信，我方已予查询，十分遗憾，对该公司的赊帐要求应谨慎。 约在两年前，该公司由于欠款问题，曾受其供货商的投诉，事后才全数清付。从我方查询所得资料来看，该公司并不是不城实可靠，似乎是由于该公司管理无方，尤其是由于盘子放得太大，以致于近年来多数供货商对其减少供货的赊欠额度，并缩短其赊欠期限，甚至要求付现供货。
以上资料应予保密，自不待言。
......启
Sepcimen Letter 12 Asking for information about credit conditions and management directly through a customer
敬启者：
请提供有关你处Watson & Jones Newcastle国际贸易有限公司的资信情况，据我所知，贵公司与该公司已有10多年的生意往来，今冒昧地向贵公司了解该公司的资信情况，请告你对该公司资信情况的意见，
以避免今后的麻烦。
对你方所提供的一切情况，我方不胜感激并将严格保密，今后如需我方服务，我们将乐意回报。
. .....启
Section Five Exercises
I. Fill in the blanks with the following words:
Keys:
1)prompt, 2)supply, 3)captioned, 4)indicate, 5)packed, 6)current, 7) refer,
8)enable, 9)conclude, 10)assure
II. Fill in the missing words in the following blanks with the first letter given:
Yours faithfully,
Keys:
introduce, range, attach, think, interest, interested, receiving, what, quotation
III. Write a letter with the following contents:
Keys:
Dear Sirs,
On the recommendation of the Commercial Councilor in Colombo we have learned that your company specializes in the export of machinery and you are keen to develop overseas trade.
With a view to introducing your machinery into our market, we wish to establish business relations with you.
We are looking forward to get your early reply as soon as possible.
Yours faithfully,
IV. Write a letter to DEMMAN & SONS, 45 CANNON STREET, LONDON, E.C. 4, telling them that you wish to enter into business relations with them and including the following particular:
Keys:
Messrs. Demman & Sons
45 Cannon Street
London, E.C.4
Dear Sirs,
Introduced by Mr. A.G. Topworth of Swanson & Bros., Hamberg, we learn your name and address
and that you are one of the leading importers of Chinaware in your city.
As a state enterprise, we have been in this line for more than 30 years and shall be glad to enter into business relations with you at an early date. The illustrated catalogue and price list will be airmailed upon receipt of your specific enquiries.
We look forward to hearing from you soon.
Yours faithfully,
V. Translate the following sentences into Chinese:
Keys:
1)速盼赐佳音。
2)我们是国营公司，专营台布出口。
3）我们相信通过双方的努力，贸易往来定会朝着互利的方向发展。
4）如贵工司能与我方合作，不胜感激。
5）根据要求，兹另封函邮货号称025和蔼036样品各一份，以供你们参考。
6）我们保证你方订单定会得到立即处理。
7）这类业务信就是发函，也可称为“首次询函”。
8）本公司是日本最大的食品贸易公司，在日本的主要城市都有分公司于门市部。
9）你方11月21日寄给上海兄弟公司的信已转交给我们办理。
10）因该类商品属于我们经营范围，我们很高兴与你方直接建立贸易关系。
Chapter Three Enquiries
Section One Introduction 概述
在对外贸易中，询盘通常由买方提出，不受约束，主要是了解进口商品的基本信息，如价格，目录，交货期等交易条款。因此，询盘信事实上就是要求获得有关价格和贸易条款的信函。进口商向出口商发出询盘信，希望得到想要购买商品的报价或报盘，但有时仅仅只是了解商品的基本信息。
老客户的询盘信非常简单，通常只有品名，商品规格。而其他询盘信却必须写的仔细，包括品名，规格，数量，支付条款，包装条款，装运期，包装条款，等等，以方便卖方报价。
报盘信要写得简洁具体，礼貌得体，有理有节，该说的说清楚，不该说的就不说。例如，你只想获得一些诸如目录，价目表，报价单，或者形式#5@p的基本情况，因此，不用咬文嚼字去吸引读者的眼球，有时可以提及订单的大小，以便获得更加优惠的报价。
初次询盘信，写给你从来没有业务往来的公司，首先要告知对方你是从何处得到对方的公司名称，你公司的业务范围，如经营何种商品、所需数量、通常的交易条款以及任何可以帮助供货商了解是否能为你服务的信息都要写清楚。
什么是询盘？
当一家公司计划进口某种商品，他会向出口商发出询盘，希望出口商对外想要进口的商品进行报价，或只是希望得到一些信息。出口商在收到这类询盘信时会立即回复，这样一来，就开始了交易磋商。
根据内容或目的，询盘信可以分为一般询盘信或具体询盘信。如果进口商想要了解出口商可以供货的某种产品或商品的一般信息，他可以要求出口商寄给他商品目录，价目表和样品。这就是一般询盘信。如
果进口商想要购买某种产品或商品，他会要求出口商报盘或报价，这类询盘信被称为具体询盘。
询盘信既可以写给一家公司，也可以同时写给多家公司，这样一来，就可以对收到的报盘进行比较，或者挑选更优惠的报盘，以便与最优惠的报价进行交易。
询盘信是一封写给买方或卖方，要求提供商品规格、质量、数量和价格等信息的信函，在实际业务中，今天的询盘信不仅可以以普通信函发出，也可以通过传真、电传或电子邮件发出。
询盘信包括以下内容：
询盘信包括以下内容：
（1）如果是初次询盘，该信就必须告知信息来源，如通过什么方式、由谁告知、信息来源何处。
（2）如果回复供应商的询盘信，首先要表示感谢。
（3）公司经营的业务范围，打算购买什么商品，数量几规格。
（4）了解交易条款，如报价、支付条款、包装、保险等，让供应商知道交易条件。
（5）告知商品在市场上的整体情况。
（6）索要目录、价目表和样品。
（7）向对方表明想要与他进行业务往来的愿望。
（8）其他情况。
Section Two Specimen Letters
Specimen Letter 1
敬启者：
我方拟购甲、乙级西瓜子，请予报盘，并请航邮有代表性的样品为感。报价时，请说明最早装运期及可供量。
......启
Specimen Letter 2
敬启者：
我们愉快地告诉你们，我们对各种真皮手工制的手套有兴趣。对高质量的手套这里有稳定的需求，虽然销售数量不是特别多，但能卖到好价格。
请寄一份你们的手套目录，并说明价格及付款条款。如能寄来各种用于制手套的皮样将是极为有帮助的。 ......启
Specimen Letter 3
敬启者：
请报中国印花棉布的每码价格及支付条款。如报价优惠，拟向你方购进我方目前的全部所需。 ......启
Specimen Letter 4
敬启者：
你们5月4日的询价已收到，并感谢你们对我们的产品所表示的兴趣。今寄上一份附图目录及在我们的
产品中经常使用的一些皮革的样品。遗憾的是我们不能立即寄给你们全部样品，但你们可以相信，在包裹中没有的，如羚羊皮及麂皮，也同样是优质的。
我们的推销代表李先生将于下月初到特黑兰，并将愉快地拜访你们。他会带去我们的许多制品。当你们看到这些产品时，我们想你们一定会同意，我们所采用的材料其质量以及工艺之精美将会得到即使是最挑剔的买主的欢迎。
我们也制造多种手工制的皮革手提包，我们认为你们可能也会有兴趣在目录中有充分的说明，而且同我们的手套一样都是高质量的。李先生在造访时将会给你们看样品。
我们愉快地等候你方定单。
中国进出口公司
经 理
Specimen Letter 5
敬启者：
事由：B-268型机器部件
你20xx年3月15日要求我方对标题商品进行报价的来函收悉，谢谢。
按要求，我方向你们提供报价单一式三份，希望你们能尽快下定单，因为我方手头定单太多。 敬侯你方早日答复。
??启
Specimen Letter 6
敬启者：
本市Brother & Clark 公司告知我们，你们是全棉床单及枕套的主要出口商。请你寄下你方经营的各种商品的详情，包括尺寸、颜色及价格，以及所用的各种材料的样品。
我们是纺织品的大贸易商，相信价格适中的上述商品在本地区有良好的市场。
请在答复时说明你方付款条款以及单项商品的购买量不少于1000打所能给予的折扣。所报价格需包括到纽约的保险及运费。
United Textiles Limited
经 理
Specimen Letter 7
敬启者：
收到你方8月20日询价殊为欣慰。今附上你所要求的具体详细内容的附图目录及价格单。另邮寄上一些样品，我们相信在你细查这些样品后，你将会同意，这些货物是价廉物美的。
对于定期购买单项商品数量不少于200打，我们可给予2% 的折扣。用不可撤消的即期信用证付款。 由于品质柔软而耐用，我们的全棉床单及枕套很快成了畅销商品。你们在研究了我方价格之后，对我们为什么甚难满足需求这一事实你方就不难知道了。但你方如能在本月底前向我们订货，我们将保证迅速发货。
同时我们也请你注意我们的其他产品，如台布及台巾，其详细情况也可以从目录上找到。等候你方首次定单。
??启
Specimen Letter 8
敬启者：
事由： 台布
你6月10日来信收到，谢谢。欣悉你方拟与我公司就标题商品发展业务关系。
经仔细研究你们的商品目录，我们对510及514两种货号的台布较有兴趣。请报最低价，并请说明能供即期装运各种尺寸的台布数量。如价格公道，数量令人满意，将考虑大量订购。
我公司经营台布已有30多年，在全国各地都有可靠的业务关系。在邻国也有联号，你们的产品在那里同样会有销路。
相信你方定会迅速办理我们的询购事宜，并予早日见复。
....... 启
Section Five Exercises
I. Fill in the blanks with proper prepositions:
Keys
1) in, from, for, for 6) in, with
2) at 7) by
3) by, of, of, with 8) from, from, at
4) from, for, for, 9) for, on
5) of, for, in 10) at, of
II. Translate the followings into English:
Keys
1) We understand that you are manufacturers of Chinese Sewing Machines and should like to know whether you can supply us with 500 sets each of “Butterfly”Brand and “Standard” both of Treadle Type with five drawers.
2) We are interested in 400 sets of "Five Rams" Bicycles and shall be pleased to have your best offer by telex on DEQ Hamburg basis, including our 5% commission.
3) We should be grateful if you would quote your lowest price for the captioned goods. When offering, please indicate packing conditions and the earliest possible date of delivery and send us the covering literature.
4) When your representative called on us last month, he showed us some samples of your new textiles products.
Can you supply the same for the moment?
5) We have sent you by airmail some samples. We are sure after you have studied them you are certain to agree that our products are excellent in quality and reasonable in price.
6) The enclosed price list and illustrated catalogue will provide you with the details of the various types you are most interested in.
7) We understand from your advertisement in "Electrics" that you are exporting Transistors and should be glad to have your illustrated catalogue and price list together with details of your terms.
8) We learn from Messrs. ABC & Co. that you can supply Fruits and Nuts. We shall be appreciated if you can quote your best price on CFR Hamburg basis. When quoting, please state packing method and the earliest possible date of delivery.
9) We are interested in your advertisement of the Atlas Weed Killer in the September issue of "Agriculture". We would like you to let us have full details of your products together with the relative samples.
10) One of our clients has obtained an import licence to import US$ 40,000 worth of various kinds Wires. Please quote us your lowest price with the best discount and the date of delivery.
11) We learn that you have put an Electric Typewriters on the market and should be glad to have full details so as to place orders with you.
12) We should like to know what discount you can allow us for an order for more than 1,000 dozen.
III. Compose a letter of enquiry with the following particulars:
Keys
Messrs. Arthur Grey & Son,
19 Cheapside,
London, E.C.2
Dear Sirs,
We have obtained your name and address from China Council for Promotion of International Trade and learned that you are one of the leading exporters of Automatic Dishwasher in your district.
We are now interested in 100 sets of the said article and should be pleased if you would let us know whether you can supply us with the quantity and quality we desire. Please quote us your best price on CIF Guangzhou basis. When offering, please state clearly terms of payment, time of delivery, packing conditions together with illustrated catalogue for our consideration.
We are looking forward to your early reply.
Yours faithfully,
IV. Please draw a letter of general enquiry asking for all the information you need.
Keys
Dear Sirs,
We learn from a friend in Shenzhen that you are exporting light industrial products, especially electric appliances. There is a steady demand here for the above-mentioned goods of high quality at moderate prices.
Will you please send us a copy of your catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of these goods.
Yours faithfully,
V. Write a specific enquiry according to the following:
Keys
Dear Sirs,
Re: Electric Saw
We are in the market for Electric Saws. Please send us your latest catalogue, details of your specification and sample books as well, informing us of your price FOB Guangzhou. Please do remember to let us know your earliest possible date of delivery, terms of payment, discounts or commissions for regular purchases. If your prices offered prove reasonable and satisfactory, we shall soon place a large order with you.
Yours faithfully
VI. When making the first enquiry, the enquiry often asks for general information concerning the products in question. The following materials are generally requested for.
Keys: 1.d 2. e 3. b 4. a 5. c 6. f
Chapter Four Offers and Quotations
Section One Introduction 概述
在业务交往中，报盘或报价都是很重要的一个步骤。
报盘是按照规定的条款供应某种商品的一种承诺，报价只是卖方愿意按什么价格供应某一种商品。报盘中，卖方不仅仅要给出所要卖的商品的价格，还要说明所有其他所有条款，以便买方考虑或接受。但是，如果报价单里包含其他交易条款，那么，这个报价单自然成为报盘。
报盘可以是有时间限制的实盘，也可以是没有时间限制的虚盘。在规定时间内，按照规定的价格出售某种货物为实盘。实盘信要写得清楚、具体、完整。而虚盘在买方接受后必须要由卖方最后确认才能有效。报盘时这一点必须要说清楚，以避免以后的纠纷。
报盘或盘价可以是会复对方的询盘，也可以是为了扩大出口而主动向对方报盘。
一封好的报盘信要包扩以下几点：
1）感谢对方的询盘，如有必要。
2）报盘信中需说明品名、质量或规格、数量、祥细的价格条款、折扣、支付条款、装运期、包装条款以便买方做决定。
3）如果是实盘，要说明有效期，如果是虚盘，也要给出相应说明。
4）对商品可以给出适当的评价。
5）最后可以补充一小段来吸引对方注意你公司其他商品。
6）表达希望收到对方定单的愿望。
可以是以写信的形式报盘，也可以是电报、电传或传真报盘，如果是电报报盘，通常还会再写一封信。 要注意的是，卖方在该实盘有效期内不得撤出，只有买方才能在有效期内接受或拒绝或换盘。如果买方
已接受，该报盘就具有合同意义。因此，任何一家有信誉的卖家都不会在规定的时间内冒着损坏其信誉的危险去撤出报盘。
当买方拒绝报盘或报价时，要写回信感谢对方，讲明拒绝的原因，如果不这样做的话，显得你很没有礼貌。
一封拒绝信要包扩下列几点：
1）感谢卖方的报盘；
2）对不能接受表示歉意；
3）如合适的话可以还盘；
4）建议今后的合作机会。
Section Two Specimen Letters
Specimen 1
敬启者：
我们最近收到许多来信,要求购买你们的薄型雨衣。假如你们的价格是有竞争性的，我们有理由相信能经常向你们订购。
根据你们的目录说明，我们得知"D.D."系列雨衣是最适合这些客户。如你方能寄男、女式雨衣的报价，我们将非常高兴。两者的尺码都要小号及中号，以CIF 科威特交货。如价格合适，我们首批将订购400件，即4种各100件。订货后须4星期内装运。
我们要特别强调价格的重要性，因为这里的主要市场是那些大批量生产而价格又是大众化的产品。 Abdulla Samih & Co.
经 理
20xx年5月5日
Specimen 2
敬启者：
感谢你方5月5日来信。我们很高兴得悉你方收到了客户要购买我们雨衣的一些询价。我们的"D.D."系列雨衣特别合适暖热的气候，而且在过去几年中，已经供应给几个热带国家的商人。他们中的许多人已经重复订购，有些复订不止一次。这个商品之所以受到欢迎不只是因为重量轻，而且也因为所用原料已经过特殊处理，可以防止在村里上凝结过多的水汽。
按你所说的数量，我们乐于报价如下：
"D.D." 雨衣
100 件男式中号 每件USD14.5 USD1,450
100 件男式小号 每件USD14.00 USD1,400
100 件女式中号 每件USD13.20 USD1,320
100 件女式小号 每件USD12.70 USD1,270
CIF 科威特净价 USD5,440
支付条款：不可撤消的即期信用证
装运：收到信用证后3——4星期内。
本报价以我方最后确认为准。
我们认为你方可能对我们的其他某些产品也有兴趣，今附上一些说明小册子和供你方客户参考的推销说明书。
等候你方订单。
中国进出口公司
经 理
20xx年5月15日
Specimen 3
敬启者：
你5月20日询购羽绒枕的来信收悉，谢谢。
该商品系由中国畜产进出口公司广东分公司经营，为此，已将你方询盘转交该公司，并请该公司直接联系你方。
相信你方询盘一定会得到我兄弟公司的从速办理。
??启
20xx年5月30日
Specimen 4
敬启者：
你6月30日来函收到，谢谢。现报盘如下：
品名： 20xx年产河北绿豆
数量： 200公吨
价格： 安特卫普成本加运费价每公吨250英镑
包装： 用普通旧麻袋包装
装运期：20xx年9月份
支付： 凭不可撤销信用证、即期汇票支付
本报盘以我方确认有效。如你方认为可以接受，请尽快答复。
??启
20xx年7月12日
Specimen 5
敬启者：
收到你方2月10日函，现确认今日已电复，电文如所附抄件。从我方电报中，你方可得知，我们现可供50吨铜。价格低廉，成本加运费到上海价每吨600英镑，订货一个月内交货。货款以我方为受益人的不可撤销的信用证，凭即期汇票在伦敦以英镑支付。
以上实盘，本月底前报到我方有效。一旦本盘过期，货物即将售出。
??启
Specimen 6
敬启者：
你11月15日询购杂质含量不超过15%废亚麻的来函收悉，谢谢。现报盘如下：
废亚麻30吨，明年1月份装船，汉堡成本加运费每长吨?马克。相信你们一定会为本报盘对你方有利，
为此，请在12月25日本报盘到期前来电接受。
至于杂质含量20-30%的二级废亚麻，仍按上次报价未变。
......启
Specimen 7
敬启者：
谢谢9月1日的询盘，根据要求现另封航邮寄我上海印花纯丝细布的目录本一册和样本数册，希望邮件会按时到达你处，并后有助于你们选货。为在我们之间开始具体业务，现特作出下列优惠报盘，以我方确认为准。
商品：8002号上海印花纯丝细布
花色：第46839---2A号
规格：30×36
起定量：20,000码
包装：打包或装木箱，由卖方选择
价格：每码54美元，成本加保险费、运费到里斯本价。
交货：从20xx年11月起分3个月3次平均装运
付款：装船前30天开出保兑的，不可撤销的信用证见票即付。
希望以上能为你方接受，等待你方来试订。
?...启
Specimen 8
敬启者：
现确认你方6月2日来电要求我方报干梅实盘，并奉告我们仅有的几批货已报给别人，但是，如果你们递盘而我们可以接受的话，你们有可能得到这些货。
正如你们所了解的，近来对于梅有大量需求，而需求日增必将导致提价，如果你方即答复，就可抓住行市上涨的机会。
?...启
Section Five Exercises
I. Correct the mistakes in the following sentences:
Keys
1. We are interested to in your new models.
2. We await your early reply on the above.
3. We are in urgent need for 300 photocopiers.
4. We shall be glade to receiv your details.
5. Will you quote to us for the goods mentioned in the attached sheet?
6. We shall be grateful if you could send us your catalogue and other necessary information.
7. Please inform us of the prices at which you can supply the goods.
8. Please let us have you lowest price CIF Hamburg.
9. If your prices are satisfactory, we shall place large orders.
10. We look forward to hearing from you soon.
II. Translate the followings into English:
Keys
1. We have confirmed telexing you the firm offer for the following goods, subject to your reply reaching here by August 10th.
2. We are very pleased to know that there is a great demand for Groundnut Kernels in your market. We enclose a coply of our Order No. 3841 for your reference.
3. In reply to your fax of June 10th asking us to offer for Blanket No. 23, we are now confirming offering you by fax on June 2nd without engagement the followings
4. Thank you for your letter of July 10. But we regret to say that your price is on the high side and that there is no possibility of business.
5. We are now making you an offer for 20 M/Ts of Bitter Apricot Kernels at ￥5000 per metric ton CIF EMP for prompt shipment.
6. We have approached our clients and their reply is that they cannot accept your offer unless you make a discount of 5% on the price you quoted.
7. I can promise you that, if you buy our product, you will be getting quality. We spend a lot of money to make sure that our quality is much better. We don’t sacrifice quality for quick profits.
8. I’m interested in all kinds of your products, but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F. Rangoon. I’m going to place a trial order for 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense.
9. Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers.
10. This is our office block. We have all the administrative departments there. Down there is the research and development section. That’s the warehouse. We keep a stock of the faster moving items so that urgent orders can be met quickly from stock.
III. Make a list of the mistakes in the following ineffective letter and then write a more effective one.
Keys:
1. No subject line.
2. No mention of where he got the name and address of the firm.
3. Outmoded expressions: Desirous?Would be greatly obliged ? if you would favor us with us with a ?
4. No introduction of his company to show that it is capable of doing substantial business.
5. Wrong use of "cheap rates" rather than "competitive prices". "Cheap" often suggests cheap and shoddy. "Want" is demanding. "We hope you will/ We would be grateful if you would?" is better.
6. Demanding a substantial discount without providing the supplier with any inducement, no mentioning the amount of orders.
7. The statement about the need to ship the goods quickly is also demanding and without giving
the reason.
8. There is no cordial conclusion to the letter.
9. For reference
Dear Sirs,
Men's Shoes
We have heard from the London Trade Board that you manufacture shoes for export to Europe . We would be grateful if you could send us details of the men's shoes that you are able to supply together with your price-list.
We are wholesale distributors of shoes in the United Kingdom and have a large number of retail outlets throughout the country. It is therefore very likely that if your products are up to standard, there will be a very considerable demand for them here and that we will therefore be able to place substantial orders with you. We would like to point out, however, that as there is already a wide range of 'budget-priced' shoes from Eastern Europe and Hong Kong in this country, it is essential that your quote competitive prices.
We also hope that you will be able to allow discount facilities on substantial orders and , therefore, would be grateful if you could let us know what special terms you can allow for orders of three thousand pairs.
For your information, the prices are changeful here, so it is important that you deliver the goods soon after receiving orders. Please , therefore, let us know how long you take for shipping the goods.
We look forward to hearing from you soon.
Yours faithfully,
IV. You welcome the inquiry and go on to describe the superiority of your products. Put the Chinese in the letter into English.
Keys:
We now enclose our catalogue and a price-list. These goods are superior to any similar goods on the markets. They have been in heavy demands for their unique design, novel styles and reasonable prices.
We can ensure supply before Christmas, and we are willing to allow you 10% off if your orders exceed 600 pieces.
V. Translate the following letter into English:
Keys
Dear Sirs:
We confirm email exchanged between us regarding fireworks and mosquito-repellent incense and are glad that we have come to an agreement on the price. Your last email informed us that you could offer us 500 units of a dozen fireworks and 300 cartons of mosquito-repellent incense, which we think is not enough. More and more clients in our country like to buy Chinese products because of their good quality. If we do not take care of the supply of our market, they will naturally turn somewhere else for their needs. So we do hope you can offer us at least 1,000
units of a dozen fireworks and 500 cartons of mosquito-repellent incense.
We appreciate your efforts and cooperation and believe this order will lead to considerable business in the future.
We look forward to your early reply.
Yours faithfully,
VI. Write a quotation or a firm offer covering the following contents:
Keys
Dear Sirs,
In reply to your letter of January 5, we’re giving you a firm offer, subject to your reply here by 5 p.m. our time, Thursday, March 27, as follows:
Commodity: Shirts for men
Specifications: 10 assortments with new designs of black, white and green colors(details in catalogue)
Quality: the cotton used is superior quality
Price: FOB Guangzhou US$ 18 to 45 according to various designs.
Payment: by confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment
Packing: at the seller’s option
Shipment: (in) May
We hope the above terms will be of interest to you and receive your order as soon as possible.
Yours faithfully,
Chapter Five Counter-offers
Section One Introduction概述
买方认为卖方报盘中的某些条款不能接受时，可以还盘。他们往往提出自己的条款，供卖方考虑。
有时，买方主动向卖方递盘。在递盘中，买方说明按什么价格、根据什么条款购买某种商品。因此，递盘实际上是买方的“报盘”。如卖方认为递盘中某些条款不能接受时，也可以进行还盘。
一笔交易的达成，可能要经过多次的还盘。如双方达不成妥协，其中一方放弃继续洽商，则交易告吹。还盘有时通过电报、电传或传真进行，代替书信，以节省时间。
还盘的过程，有时反映两种不同立场、不同利益之间的矛盾，对于原则问题我国外贸企业必须坚持，要根据不同情况，采取灵活措施。在对外贸易中，答复还盘函电时，措辞要谨慎，要着眼于双方之间的友谊和今后的交易，采取冷静、公正、诚恳的基本态度，并要以对方的立场观点，摆事实、讲道理、说服对方，消除误解，增进相互的理解。
Section Two Specimen Letters
Specimen 1
敬启者：
你10月10日函悉，谢谢。
你方还盘歉难接受，因为我所报价格已为其他许多客户的订单证明是可行的。但是，为了满足你方这次要求，如果订量不少于1，000匹，我愿给你2%的特扣。希望你会享受到这次特扣的利益。
??启
20xx年10月20日
Specimen 2
敬启者：
感谢你方6月10日函，给我方3000公斤核桃仁，单价每公斤50美元。
我们抱歉地奉告，贵方价格偏高。我们认为很难说服客户们接受你方的价格。况且，来自韩国和泰国的供应商的竞争是很激烈的。你方不能忽视了这一点。如你方能减价5%，也许能达成交易。
只是鉴于双方长期的业务关系，我们才给上述还盘。市价正在下跌，希望你方取赞许态度加以考虑，并早日来电接受我方的还盘。
??启
Specimen 3
敬启者：
事由： 200打“青年”牌圆珠笔笔
你10月10日对标题商品的报盘以及样品均已收到，谢谢。
请给10%的佣金，而不是5%，并请接受即期付款交单的支付方式，因为我和其他供货商都是按这样的条款进行交易的。
相信你定会早日来电确认上述条款，以便我正式下单并寄你详细的装船须知。
??启
20xx年10月21日
Specimen 4
Encl.
敬启者：
事由： 200打“青年”牌钢笔
你10月21日函悉，谢谢。现确认我10月28日传真，内容请详见附件。
关于你要求10%的佣金和凭即期付款交单支付一事，歉难同意，因为我和其他客户交易，都是按5%佣金以及凭不可撤消信用证的支付条款进行的。
为此，请重新考虑我方条款，尽力和其他客户取得一致。
??启
20xx年10月29日
Specimen 5
敬启者：
你7月3日函和2000令油光纸的订单均已收到，谢谢。
近来对这种纸张的需求量很大，我已经不接受12月份交货的订单，为此，歉难满足你9月交货的要求。 但是，考虑到我们长期的业务关系，同时涉及的数量也不大，如你方客户能接受9月交货的话，我们愿按下列价格条款接受你的订单：
阿姆斯特丹成本加运费价每令...英镑，11月份交货的日期是有点远，但这是在目前的情况下，我们只能做到这样的程度了。
如认为我方报盘可以接受，请在本月底前传真告知，以便最后确认。
??启
20xx年10月25日
Specimen 6
敬启者：
从4月20日来信，得知你方认为别的供货商报价较低，不接受我方报盘，实在令人失望。
我定价合理，很难接受你方还盘。至于其他供货商发盘的货，质量上是否和我们的类似，或者是否可以我们的相比，颇为怀疑。因此，请提请你方客户注意，并请劝说他们不但要考虑价格，而且更要考虑质量。
盼早复。
??启
20xx年5月1日
Specimen 7
敬启者：
你2月10日按CIF价报200公吨羊毛的来信收悉，谢谢。但是很抱歉，我要求报成本，保险加运费的价格条款。
由于我已和伦敦劳埃德保险公司办妥预约保单的保险手续，每次保险，只需在装运时，把有关情况通知他们就可以了。
而且，该保险公司给我比较优惠的条款。通常我们能定期从该公司领得一笔相当可观的保险费回扣。 请提供有关中国人民保险公司经营保险业务范围等方面的详细情况，以供参考。
盼早日见复。
??启
20xx年2月26日
Specimen 8
敬启者：
事由： 你0789号订单项下5,000个麻袋事宜
你1月23日要求按#5@p金额加30%投保标题货物的来信收悉，谢谢。
按惯例，对有关货物一向是按#5@p金额加10%投保。但我愿应你方所请，对该货按#5@p金额的130%投保，超额的保险费由你负担，特此告知。
??启
Section Five Exercises
I. Read the following offer letter and use its information to complete the offer sheet. Keys:
1. Woolen sweaters in different colors and patterns
2. 200 dozen
3. US$13 per dozen
4. US$26000
5. 10 d/s after LC
6. London
7. By irrevocable LC
8. In strong polybags put in standard cartons for export
9. 5th April
II. Translate the following sentences into English:
Keys:
1) The quality of our products is well known and universally acknowledged.
2) This offer is firm, subject to your immediate reply reaching us not later than the end of this month. There is a little likelihood of the goods remaining unsold once this offer has lapsed.
3) Your inquiry is having our immediate attention and we hope to make you an acceptable offer in a few days.
4) We are pleased to advise that we are able to supply you with "Forever" Brand Bicycles, which have already met with a warm reception abroad.
5) All items we have offered are made of very best quality leather and can be supplied in a range of designs and colors wide enough to meet the requirements of fashionable trade such as yours.
6) We enclose another copy of our catalogue as we feel you may be interested in some of our other products, which include Leather Gloves and Purses, described and illustrated on pages 20---25.
7) Enclosed are two originals of our Sales Confirmation No. CF137. Please counter-sign and return one copy for our file.
8) We wish to draw your attention to the fact that the goods under the captioned Sales Confirmation have long been ready for shipment.
9) Much to our regret, we have heard nothing from you up to the present.
10) Please open the covering L/C in accordance with terms and conditions laid down in the said Sales Confirmation.
11) It is hoped that you will expedite the opening of your L/C so as to fulfill the terms of the contract.
12) Owing to the reasons stated above, we are unable to effect shipment in January as required.
13) Please amend the credit to read: "Partial Shipment Allowed" in addition to the extension of the time of shipment and validity to July 10 and 25 respectively.
14) It is imperative for you to instruct your bankers immediately to airmail the original of L/C No.21865 to Bank of China, Guangzhou.
III. Point out which of the following expressions are firm offers:
Key:
Firm offer: 1), 4), 7)
Non-firm offer: 2), 3), 5), 6)
IV. Read the five offers and fill in the Information Form.
Keys:
offer
No. Name of
goods Specification Unit
price Price term
(CIF/FOB) Delivery Payment Firm/
Non
firm
1 Ladies Cotton Jacket black/pink 900/dz CIF June/July 100%irrevocable LC N
2 scrap steel plate 3/8''
? $120 per s/t CFR immediately LC N
3 pure cotton FAQ 1995 crop RMB
8000 per m/t CIF Aug./Sept. as usual F
4 white sugar 2500 tons $300 per ton CIF 20d/s after order sight LC F
5 folding chairs & tables NMR 5
NMR 6 $550 per set
$580 per set
FOB
FOB Jan/Feb Draft 60 days LC N
V. Making counter -offers
Keys: 1. Area of disagreement: date of delivery
advise if you could not quote goods for prompt shipment.
2. Area of disagreement: specification
We hope your future offer will have better chances of concluding business.
3. Area of disagreement: payment
Please advise if you will grant us this favor.
4. Area of disagreement: price
Should you be ready to reduce your limit by 4%, we might come to terms.
VI. How to reply to counter-offer:
Keys:
Letter 1:
1. The previous letter is summarized in the first paragraph.
2. The writer has stressed that the prices he has quoted are already as low as it is possible to make them.
3. Despite the difficulties involved, he agrees to allow the higher discount requested, but with the stipulation that it will be for an order of the value previously mentioned.
4. A reason is given for allowing the additional discount, i.e. that this is a first order, and a warning that there can be no guarantee that it will be possible in the future for the reason stated.
5. There is a clear statement of how long the revised terms are offered for and a consequent strong recommendation to place an early order.
6. There is a cordial conclusion which invites future orders.
Letter2 :
1. The first person singular is used, giving the letter a more intimate note.
2. There is a suggested apology, I am afraid?, which is justified, for he clearly will want to apologize for having to disappoint his customer in not being able to meet his request for more favorable terms.
3. There is an assurance that the prices have already been reduced as much as possible and that any further reduction would affect the quality.
4. Writer refers to his company's production costs, the need to use skilled craftsmen and fine materials, the inevitable increase in cost, the reluctance to make the consumer carry these extra costs, but the inability actually to reduce them, which is all intended to excite the reader's understanding and sympathy for his company's position.
5. There is reference to others' lower prices but poorer quality products.
6. There is an assurance that his company's products have sold well elsewhere, and the reason why they have.
7. There is a suggestion to place at least a trial order, and the sympathetic and confidence expressed that this customer will be successful in selling his products.
VII. Write a counter-offer according to the following particulars:
Keys:
Dear Sirs,
We thank you for your quotation March 10 for 1,000 sets of Panasonic color TV. We find your price as well as delivery date satisfactory, however, we would give our suggestions of an alternation of your payment terms.
Our past purchase of other household electrical applicances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On the basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particular taxing owing to the tight money condition and unprecedentedlly high bank interests.
In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either “cash against documents on arrival of goods” or “drawing on us at 60 day’s sight”.
Your first priority to the consideration of the above request and an early favorable reply will be highly appreciated.
Yours sincerely,
Chapter Six Conclusion of Business
Section One Introduction 概述
A接受
接受或确认实际上是买方或卖方毫无保留的同意。他们通过洽谈，愿意按照双方协商同意的条款签订合同。卖方所报的实盘，一经买方接受，交易即告达成；或者卖方所报虚盘，经买方接受，交易也即达成；或者买方主动向卖方递交实盘、或递交经其本人确认的订单，两者都包括所有必需的贸易条款，经卖方
接受后，也就达成了交易。多数是买卖双方通过大量函电的交往，才达成交易的。在这样的情况下，买方最后向卖方提交正式订单时，还必须确认经双方协商同意的条款，以便卖方接受而达成交易。 接受、确认后，通常由作为卖方的我公司做出合同或外贸常用的销货确认书，由双方会签后执行。
合同或销货确认书必须包含经双方洽谈同意的所有有关条款，合同还要包括向检验、索赔、仲裁、不可抗力等常规条款。如有争论，合同或销货确认书是凭以裁决的唯一合法文件。
B合同
贸易合同是一份由买卖双方同意按照所商定的条款进行交易、并具有法律效力的协议书，它可以是正式的，口头的或书面的。根据我国经济法，进出口贸易合同只能是书面形式才具有法律效力。下面是我国常用贸易合同：
1）购买合同和销售合同，合同中附有一般条款，通常由于大宗交易；
2）购买确认书或销售确认书，由于是简便式合同，通常用于小额交易；
3）协议书，如代理协议，独家代理协议；
4）订单，由进口商或最终用户签定；
5）意向书，通常用于代理；
6）备忘录，与合同一起使用，包括对双方已经同意的合同条款进行解释。
一份正式的合同由三部分组成：约首、约文和约尾。约首通常包括合同名称、合同号码、缔约日期、缔约时间、缔约地点、缔约当事人、当事人的合法依据等。必须特别注意合同中的缔约地点，因为，一旦出现贸易纠纷，缔约地方的当地法律就适用于纠纷的解决。
约文是合同中最重要的部分，包括合同的主要条款，充分反映买卖双方的责任和义务。通常包括商品名称、商品质量、商品规格、数量、价格条款、包装方式、装运日期、支付方式等。在确认书中或者简便式合同中，主要有上述这些条款。详细合同还要包括装运单据、保险、商检、索赔、理赔、不可抗力等，根据不同情况可酌情处理。
Section Two Specimen Letters
Specimen 1
敬启者：
你2月12日传真收悉，现按双方同意的条款，确认售与你方50长吨松香。 兹随函附寄第CF123号销货确认书一式两份，其中一份请签退我方，以便存档。
??启
20xx年2月13日
Specimen 2
敬启者：
你9月6日确认订购下列货物的传真收悉，谢谢。
40长吨滑石块
价格：CIF 利物浦价每长吨?美元
包装：用单层麻袋包装，每袋净重约50公斤
虽然目前市场价格有上升，但为了促进交易，我们仍按以前成交条款接受你方这次订货。
现应你上函所请，随函附去第231号销货确认书一式四份，请签署后退回一份。 我方定将妥善办理你方的订购事宜，请放心。
??启
20xx年11月16日
附件：
Specimen 3
敬启者：
参照我上月23日函及你本月6日电，兹确认下列订货事宜：
品名：茅台酒
酒精含量：45---60%
容量：每瓶500克
数量：100打
价格：CIF安特卫普价每打?美元
包装：用木箱装，每箱装24瓶
装运期：20xx年10月份
有关信用证即将航邮，请收到该证后，即以第一只可以装运的船只装运上列货物。
请从速办理，预致谢意。
??启
20xx年6月8日
附件：如文
Specimen 4
敬启者：
现随函附寄第350号正式订单一纸，向你方订购1，500张骡皮。
这批货系我公司（中间商）自己出资购买的，打算分销给几家有意购货的客户，他们一向从阿根廷采购皮革，但我们认为能劝说他们试用你们的皮革。
如果你方首批来货的质量能令人满意的话，我们保证将继续向你订购。
??启
20xx年8月1日
Specimen 5
敬启者：
我们很高兴已向你方订购花生油200公吨，现随函附寄订单一份，请查收。有关信用证将于几天内电开你方。
对这批订货，我方客户同意分运，这样将使你方可以从4到6月份三个月装运。如你方能按一定比例，分月装运，而不是把200公吨整批货物集中在同一个月内装运，将大大有利于我们的客户。有关的客户都是我市最大的食用油进口商，他们很可能在本月份将再次向你们订货。
谢谢你方的协作，希望今后有更多的业务合作。
??启
20xx年2月7日
Specimen 6
敬启者：
我们希望提及最近来往传真并很高兴确认与贵方达成了一笔80公吨花生仁的交易。
现随函附寄我方的9181号销售合同一式两份，请会签并寄回一份给我方以便存档。我们相信贵方将早日开出有关信用证。关于额外的数量，我方正在办理并将在下周某个时间给你方报盘。
??启
Specimen 7
敬启者：
我们确认向你们销售下列货物，并按下列条款签订合同。
数量：3000吨
规格：美国常规标准罐装燕麦
价格：CIF纽约价每吨50美元
重量：净重 皮重
装运：即时装运，直达目的港，不允许转运。
付款条件：凭装船单据以不可撤销的信用证付款。
保险：海险由我方承担。
条款：有争议的问题，我们同意由??仲裁。如果货物10天内不抵达目的港， 不接受索赔。 说明：会签后请将原件复制一份寄回，以证明你方已接受。
??启
附件：祥见附件
Specimen 8
敬启者：
你6月18日来函收到，谢谢。此后，又经双方多次电传的交往，导致我们向你方购买下列货物： 5,000张牛皮，成本加运费伦敦价每张50英镑
这批5,000张牛皮须分2,000张，3,000张两批包装，并须分开两张提单装运，因为这批牛皮是分别运交两家不同的客户的。
请按所附订单所给的批号刷印包件，这点务请注意，以免货物上岸时混淆不清。
??启
20xx年6月28日
Section Five Exercises
I. Solve the supply problems
Keys:
1. approach another manufacture in this instance. We are sorry not to be helpful, but hope you will understand our position.
2. offer you a special discount of 5% on your orders placed before the end of March. Please let us know if you agree to this offer by cable.
3. keeping your order before us. Should our supply position improve, we will get in touch with
you immediately.
4. recommend you our new Model XXL580 instead. We wish to inform you that there is a better demand for this new model, because it is not only similar to the old one but also superior in quality. Besides, it gives more satisfactory service to customers. )
II. Sending the Sales Confirmation
Keys: 1. Seller
2. To countersign the S/C
3. 2 copies are enclosed
4. means add another signature to a document already signed by the Seller to give it more authority
5.（省略）
III. Countersignature
Keys: 1.S/C. This shown by the phrase 'properly executed'.
2. The writer will pay the bill.(A bill is always paid by the Buyer.
3. S/C
4. properly; rewarding; routed; executed
IV. Translate the following sentences into English:
Keys:
1) Thank you for your letter of March 11 and your Order No. C2/32 attached thereto (enclosed therewith).
2) We confirm having accepted your order for 5 M/T Dried Chilies, new crop, at $ 80 CFR Damascus for May shipment.
3) Enclosed is our S/C No. AG-9960 in duplicate, one copy of which please sign and return to us for our file.
4) Despite the current high bid, but in order to promote the development of future business, we would like to accept your order in accordance with the conditions of your past orders.
5) I would like to repeat the offer: 15 Tunnel Frilling Rigs, specifications detailed in the technical information, at €57,000 each FOB European Major Ports.The deal will be concluded on the this conditions.
6) All the shipping documents should be prepared well in order to present to the banks for negotiation, which will last one week sometimes.
7) We are very pleased to conclude the business and hope there will be more chances for cooporation between us in the future.
8) We should invite your attention to the point that the terms of the L/C must be in strict accordance with those in the contract so as to avoid subsequent amendment in the future.
9. We confirm having accepted your order for 5 M/T Dried Chillis, new crop, at $80 C&F London for May shipment.
10. Enclosed is our S/C No,AG-9460 in duplicate, one copy of which please sign return to us for our file.
11. We believe that the good business relations between us will lead to many more transactions on the basis of equality and mutual benefits.
12. We have received your letter of July 20, 2007 together with an order for 1,000 Sewing Machines.
Enclosed please find our S/C No.345 in duplicate, one copy of which please sign and return to us for our file.
13. We confirm having accepted your Order No.85 for 100,000Yards of Cotton Prints, Art No.1002. Please let us know the color and assortment and open the covering L/C in our favor according to the terms contracted.
14. The 5% discount can be deducted from the L/C and after shipment we will send you a check to cover the 3% commission.
15. 3% is too low, I think. You see, we have a lot of work to do in promoting the sales, such as advertising on radio or TV, printing booklets, leaflets, catalogues and so on. It all costs. 3% is not enough.
V. Write a letter based on the following particulars:
Keys:
Dear Sirs,
Thank you for your letter of March 15 enclosing your order for 500 Tractors.
On receipt of your letter, we contacted our manufacturers at once but they declined you order owing to heavy commitment and shortage of raw materials. However, after our efforts at persuasion, we have succeeded in getting their consent to accept the order for delivery in five equal lots, i.e. 100 Tractors each month commencing from January next year. We telexed you this morning accordingly and are now awaiting your confirmation. We are aware that you are in urgent need of Tractors and we are approaching other manufacturers for possible supply of earlier deliveries. Please do not hesitate to send us your specific enquiry to which we will pay our prompt attention.
Yours faithfully,
VI. Put the following letter into English:
Keys:
Dear Sirs,
We have duly received your Sales Contract No.5623 covering 50 tons of Walnutmeat we have booked with you. Enclosed please find the duplicate with our counter-signature. Thanks to mutual efforts, we were able to bridge the price gap and put the deal through.
The relative L/C has been established with the Bank of China, London, in your favor. It will reach you in due course.
Regarding further quantities required, we hope you will see your way clear to make us an offer. As an indication, we are prepared to order 80 tons.
Yours faithfully,
Chapter Seven Terms of Payment
Section One Introduction 概述
支付在对外贸易中的作用十分重要，买卖交易的最终目的是要收回货款，如果不能保证收到货款，那么，一切都没有任何意义。
对外贸易中的支付程序很复杂，支付方式多种多样，每笔交易的支付方式都应在下订单时由交易双方达成协议，在我国对外贸易业务中最常使用的支付方式是信用证。
在学习这章时，同学们要熟悉各种支付方式和结帐方式，特别要了解我国对外贸易中常用的支付方式。
Section Two Specimen Letters
Specimen 1
敬启者：
我方以往一直用保兑的、不可撤销的信用证支付从贵公司购买电风扇，这种支付方式使我方成本加大。从开立信用证到买主付款，资金占用约需3个月。当前，因我方资金紧张及银行的高额利息，此种支付方式实属负担过重。
如能给予更加易于接受的付款条件，我们相信，这样的照顾一定会有利于促进你我之间的贸易。为此，我们建议采用“货到后凭单付款”或“见票后30天付款”方式支付。
如能优先考虑上述要求，尽早给予令人满意的答复，我方将不胜感激。
??启
Specimen 2
敬启者：
帐号：37612
我们特致函通知您，到目前为止，我们仍未收到您对不6月8日7712号#5@p的付款，付款总额为600英镑。如果您能立即关注此事，我们将不胜感激。如果款项已于过去的几天内支付，则不必回复，并接受我们的感谢。
如果您对帐目有疑问，请与我们联系，电话：131xxxxxxxx
??启
Specimen 3
敬启者：
帐号：9211
从我方记录中得知，您帐户上的欠款已经超出了信用额度2,000 英镑。您帐户上目前的欠款为2,891英镑。
为了把欠款减少至双方所协定的范围内，请于14日内送总额891英镑的支票。
盼早复。
??启
Specimen 4
敬启者：
我方已收悉你装运#5@p94/023号。该#5@p的金额应改为8,800美元。因此，你方应补偿500美元以便我方能够按最终#5@p和20xx年12月4日的传真结帐。
......启
Specimen 5
敬启者：
继我方1月14日传真，现随函附上668/456号货物价值的最终#5@p和你方支付的结算表，请查收。我们已通知我方的财会部门的职员再次寄送668/456号原始最终#5@p给你支付款项。
有一些项目到期很长时间了，但还是一直悬而未了。我热切希望你迅速解决这个问题, 不再拖延。 请即时办理此事,我们将不胜感谢。
??启
Specimen 6
敬启者：
我们已收到你行关于偿付我行议付编号203的贷记单，希望你们注意，你行付款数字比我行要求的2，800美元少550美元。
请查正此事，将550美元的短款贷记我总行帐户并通知我们。
??启
Specimen 7
敬启者：
你20xx年11月14日的来信收悉，谢谢。
我们很高兴收到你方定单，现我们能供应EM127号的磁带。我们也能按排好装运期。
我们不方便凭不可撤消的信用证支付，向你银行开45天的汇票。
我方现正等待你方的信用证早日到达，一收到该信用证，我方将根据定单规定按排装运。你们的任何要求都将得到我方的立即处理。
??启
Specimen 8
敬启者：
关于我方9月26日的询价信，现已收到你方形式#5@p第7659号，并拟首次向你方订购型号EM127DN录音带5000盒，定单号为8873。
我们已通知我方往来银行，即委内瑞拉商业银行开立以你方为受益人的不可撤消的跟单信用证，其金额为8，800英镑。该证即将由我方银行的伦敦往来行保兑。现授权你方凭此信用证向我方银行按你方#5@p金额开立见票后60天付款的汇票。你方汇票必须随附全套装运单证，包括：
全套清洁已装船提单
商业#5@p 5份
保险凭证 3份
按照商定，我方银行将承兑你方按包括保费在内的#5@p金额向它开立的见票后60天付款的汇票。因此你
方的汇票是见票后60天付款，其金额为成本加运保费的#5@p总金额。该信用证有效期至明年2月20日止。
??启
20xx年11月14日
Section Five Exercises
I. Match the words on the left with those on the right
Keys
1.C 2.h 3.f 4.g 5.o 6.k 7.m 8.r 9.n 10.b
11.p 12.d 13.a 14.i 15.j 16.e 17.l 18.q
II. Choose the word which has a meaning similar to that of the given word:
Keys:
1.B 2.B 3.C 4.C 5.A 6.C 7.B 8.C
9.A 10.A 11.B 12.A 13.B 14.A 15.C
III. Read the bill of exchange below and answer questions.
Keys: 1. Drawer: Henan native produce ?
Drawee: Hanover Trust Co.
2. 4th DEC, 1999
3. two copies
4. US$63,162.00
5. Unite States Dollars Sixty Three Thousand One Hundred And Sixty Two Only
6. The sender's place is on the bottom right and the receiver's is on the bottom left.
7. 90 days
8. LC
9. USD: US dollars; No.:unmber; LC: letter of credit; CO.: Company
IV. Read the following letters regarding payment terms. Identify the writer, the term proposed and the reason given. Then fill the Information Form.
Keys:
Letter No. Buyer/Seller Term proposed Reason
1 Buyer CAD凭单付款 Deal of small value
2 Buyer T/T电汇 Assure the time of delivery & save expenses
3 Seller CIA(not COD货到付款) Usual practice
4 Seller D/A承兑交单 To push sales
5 Seller D/P付款交单 To expand business
6 Buyer Consignment Unable to make purchase on his own
V. Fill in the blanks with the appropriate words:
Keys:
method, international, letter, ideal, for, trade, gives, starts, issue(open, establish), amount, and, instructions, transaction, sends, correspondent, On, correspondent, credit, usual, confirm, undertakes, due, forth(out), with, knowing, money, secure, behalf, carried out
VI. Translate the followings into English:
Keys:
1). Please note that payment is to be made by confirmed, irrevocable L/C allowing partial shipment and transhipment, available by draft at sight.
2). Our usual mode of payment is by confirmed, irrevocable letter of credit, available by draft at sight for the full amount of the invoice value to be established in our favor through a bank acceptable to us.
3). It has been our usual practice to do business with payment by D/P at sight instead of by L/C. We should, therefore, like you to accept D/P terms for this transaction and future ones.
4). Your proposal for payment by time draft for Order No.1156 is acceptable to us, and we shall draw on you at 60 days' sight after the goods have been shipped. Please honor our draft when it falls due.
5). In order to pave the way for your pushing the sale of our products in your market, we will accept payment by D/P at sight as a special accommodation.
6). Your request for payment by D/P has been taken into consideration. In view of the small amount of this transaction, we are prepared to effect shipment on this (D/P) basis.
7). If your L/C reaches us before the end of this month, we shall do our utmost to arrange to ship the goods you ordered at the beginning of next month.
8). Please see to it that the L/C stipulations are in exact accordance with the terms of the contract.
9). As to your Order No. ..., please telex L/C immediately so that we can arrange shipment.
10).As we are in urgent need of these goods, please expedite shipment upon receipt of our L/C.
11).Please amend the Credit as requested, otherwise we cannot negotiate our draft.
12).In reimbursement of these extra expenses, please draw on us.
VII. Translate the following letter into Chinese
Keys
Dear Sirs,
We've received your letter of 9th February, asking us to send you a shipment of Tea Sets for sale on D/A term.
As is known to all, our payment must be made against sight draft under a confirmed, irrevocable Letter of Credit for the amount. Therefore we regret we cannot accept your request. But in view of your goodwill of pushing the sale of our products, we can exceptionally accept the payment by L/C at 60 days' sight draft.
We trust that the special accommodation given to you will enable you to make a favorable decision.
We are awaiting your reply for further consultation.
Yours sincerely,
Chapter Eight Establishment of L/C and Amendment
Section One Introduction 概述
当达成一笔交易后，买方有义务在规定时间内通过往来银行开立相关信用证。然而，在某些情况下，有时会发生买方未能按时开立信用证，或者信用证没有按时达到卖方的情况，这时就必须写一封信，或发电传，或发传真给买方，敦促他尽快开立信用证，或弄清信用证的下落。当要求开立信用证时，首先发出的信息应该是一个礼貌性的信息，说明订购的货物都已准备好，但有关信用证还没有收到。如果对方没有回复第一封信，可以再发第二次信函。这一次，虽然仍克制克情绪，但要表达失望和惊讶。
当卖方认为，信用证上某一条款，或某些特殊条款以前没有见过，而且卖方也不同意接受这些条款，那么，卖方应通知买方，要求他作出相应修改。有时供货情况或装运期出现意想不到的情况，这时候，也会要求修正改信用证。
不仅卖方可以要求修改信用证，如果买方发现信用证中的某些条款需要变更时，他也可以要求修改信用证。通常的做法是：买方应先征得卖方的同意，然后再指示其开证银行作出相应修改，可以通过信函、电传、传真或电子邮件发出修改信用的通知。
此外，信用证中规定的装运日期都有一个截止日期，为了留出足够的时间让卖方做好装运单据，以及与银行进行交涉，信用证中的装运期与信用证的有效期应相隔两周时间以上。
有时卖方可能无法按时备妥获货物，或者买方因这样或那样的原因要求推迟交货，那么，买方需要延展信用证的装运期和有效期。
就性质而言，信用证与可能作为其依据的销售合同或其它合同，是相互独立的两种交易。即使信用证中提及该合同，银行亦与该合同完全无关，且不受其约束。因此，一家银行作出付款、承兑并支付汇票或议付及/或履行信用证项下其它义务的承诺，并不受申请人与开证行之间或与受益人之间在已有关系下产生的索偿或抗辩的制约。
受益人在任何情况下，不得利用银行之间或申请人与开证行之间的契约关系。
开证指示、信用证本身、对信用证的修改指示或修改书本身均必须完整和明确。为防止混淆和误解，银行应劝阻有关方：
勿在信用证或其任何修改书中，加注过多细节
在指示开立、通知或保兑一个信用证时，勿引用先前开立的信用证（参照前证），而该前证受到已被接受及/或未被接受的修改所约束。
有关开立信用证的一切指示和信用证本身，如有修改时，有关修改的一切指示和修改书本身都必须明确表明据以付款、承兑或议付的单据。
Section Two Specimen Letters
Specimen 1
敬启者：
关于销售确认书第SX260项下的6000打男式衬衫，我方提请你方注意，尽管装运期已经临近，但至今我方仍未收到相关信用证的任何消息。请尽力加快开立信用证，以便我方能够按规定执行订单。 为了避免今后的修改，请注意信用证中的条款必须与合同中的条款完全一致。
期尽早望收到你方肯定答复。
??启
Specimen 2
敬启者：
我们已向旧金山商业银行开立一张BY/87号—缝纫机，金额为??美元的信用证，以贵行为受益人，有效期至5月30日，信用证将由中国银行上海分行加保，该银行将凭单承兑#5@p所开金额。
议付需凭下列单证：
商业#5@p一式三份
提单一式两份
保险单一份
缝纫机装运后请即通知我方。
??启
Specimen 3
敬启者：
事由：我方C234号销售确认书
关于我方C234号销售确认书项下的5000吨小红豆，我们希望你方要引起注意：交货期即将来临，但我方至今依然未收到你方的有关信用证。请尽力加快开证以使我们能顺利地执行订单。
盼速复佳音。
??启
Specimen 4
敬启者：
我们已收到关于15，000打弹力尼纶袜的，由伦敦查特德银行开出的你方3639号信用证，金额为12345英镑。经详阅后，我们发现没有允许转船和分批装运。
由于开往你港的直达轮船稀少，我们常常不得不在香港转船。至于分批装运，这将对我们双方都有利，因为我们可以马上发运我们手头上的货物而不需要等待整批货物都完成。 因此我们今天下午发邮件与你方，要求你方将信用证修改为："允许分批装运或转船"。
由于我方货物已经包装就绪备妥待运已久，务请你方传真修改书不误为感。
??启
Specimen 5
敬启者：
关于我方3月10日和4月20日的传真，要求贵方开立有关标题订单项下的信用证。非常遗憾，直到目前为止，我方仍未收到任何相关消息。
我方不得不提请你方注意，在下订单时，你方同意一旦收到我方销售确认书就立即开立信用证。很遗憾，你方未能按照协议去做。由于货物早已备妥待运，请贵方立即采取措施从速开立信用证，以便完成这笔交易，双方获利。
期盼早日收到贵方好消息。 ??启
Specimen 6
敬启者：
你方5月20日季来的第222号订单及随函附寄的装船指示均已收悉，谢谢。
所订货物正在生产之中，你方告知将开立以我方为受益人的、有效期至8月22日止的不可撤销信用证。敬请立即将该证寄出。
一收到你方信用证，我方将按装运指示要求尽快包装及装运货物。兹保证，我方将做好完善装运，以使贵方满意。
??启
Specimen 7
敬启者：
关于NSW6180信用证
7月7日来函收悉，得知你方未能将标题所列信用证予以展期，深表遗憾。
你们知道，这里每月只有一艘于上半月驶往你方港口的船只。就我们所知，该货轮将于一、两天内驶离此港，且舱位预订截止日期已早过。因此，我方不可能在本月内把货物装运。请按我方6月30日信中要求，尽力将信用证展期。
请即办理并传真告知。
??启
Specimen 8
敬启者：
我方愿解释信用证的修改事宜。
按我方收到信用证规定，应在见票后120天付款，但我方愿见票后即付。对此你方已表示同意，订单也已明确注明。因此，请按你方订单加以修改。货物将于本月20日前装运。如能按我方要求立即修改信用证，我方将不胜感激。
请复电。
??启
Section Five Exercises
I. As soon as the exporter receives the L/C, he should check that the terms of the credit are in conformity with the terms stipulated in the SC. In case of an inconformity, known as discrepancy, the seller should report it to the buyer and request its immediate amendment. Problems of this kind often occur in the following areas: delivery, payment, prices, and choice of words. Identify the problems and complete the letters by suggesting a solution. Keys:
1. increase the amount of your LC by $600
LC amount is insufficient
2. make the necessary amendment to the LC so that the currencies of the documents are the same. discrepancy in currency
3. amend your LC as stated in your order
payment terms differ between LC and order sheet
4. amend your LC to read " Transshipment is allowed".
discrepancy in terms of delivery
II. Examine the following L/C with the following contract to see whether the stipulations in the L/C are exactly the same as those in the contract. If not, please write a letter to ask for proper amendments:
Keys:
Dear Sirs,
Your L/C No.9524/86
We are glad to receive your above L/C covering our S/C No.95/3456 in due course. On perusal, we find that some terms in the L/C are not in conformity with those in the S/C. We are now asking you to amend the L/C as follows:
1) Increase the amount up to US$60,800.
2) Modify the shipment time “on or before 10 July” to “ in July”.
3) Amend “30 days’ L/C” to “sight L/C”
4) Change the packing clause “in seaworthy reinforced cardboard box” into “wooden cases”.
5) Change the port of destination “Boston” into “New York”.
6) Amend “Partial shipment and transhipment are allowed” to “Partial shipment and transhipment are allowed, is prohibited”, and delete the words “through B/L required”
7) The contract number is “95/2456” instead of “95/3456”
8) Amend the validity of L/C to “with in 15 days after the date of shipment.”
For the shipment date is approaching, we hope you will amend the L/C as requested promptly.
Yours faithfully,
?
III. Check the L/C and make amendments in English, where necessary, according to the contract terms given below:
Keys:.
ABC Bank
Date: 20 October 2008
To: Bank of China
Shaanxi Branch
We hereby open our irrevocable letter of credit No. L-3789 in favor of Shaanxi Textiles I/E Corp. for account of Austria Trading Corp. up to an aggregate amount of DMK 30,000.00 (Say DEUTSCHE MK THIRTY THOUSAND ONLY) CIF Hamburg for 100% of the invoice value relative to the shipment of: 100 pieces of White Rabbit Brand blanket as per Contract No. SW-2598 dated Oct. 20, 2008 from China port to Hamburg. Drafts to be drawn at sight on our bank and accompanied by the following documents marked “X”.
(X) Signed Commercial Invoice in triplicate
(X) Full set of Clean On Board Bills of Lading made out to our order quoting L/C No.3789, marked “FREIGHT PAID”
(X) One original Marine Insurance Policy or Certificate for 110% full invoice value covering All Risks and War Risk, with claims payable in Austria in the currency of drafts.
Partial shipments are permitted.
Transhipment is permitted.
Shipment must be effected not later than January 31, 2008.
Drafts drawn under this credit must be negotiated in China on or before January 31, 2008.
IV. Check the L/C and make amendments in English according to the clauses set forth in the following contract:
Keys:
XYZ Bank
Date: 20th February, 2008
To: Bank of China, Shanghai(Guangzhou)
We hereby open our Irrevocable Documentary L/C No. A50-6781-338 in favor of China National Textiles Imp. & Exp. Corp, Guangzhou Branch, for account of Endo Trading Co., Ltd. Osaka Branch up to an aggregate amount of US$ 220,5000 (Say Canadian(US) dollars two hundred and twenty thousand five hundred only), Kobe/Osaka for 100% of the full invoice value covering the shipment of 5000 dozen of Men’s Cotton Y/A Short(Long) Sleeve Shirts, Fabric(Garment) Washed, as per Sales Contract No. 90(1)Ja1002 dated March 3, 2008, from China.
Size: S/4, L/4, M/4 per dozen
Unit price: @ US$3,50 per pc CIFC3% Kobe/Osaka
Total value: US$220,500 (Say US Dollars Two Hundred and Twenty Thousand Five Hundred only) Port: to Kobe/Tokyo(Osaka)
Drafts to be drawn at 45 days(at sight) after on ourselves accompanied by the following documents marked “X” below:
(X) Signed Commercial Invoice in triplicate
(X)Full set of Clean On Board Bills of Lading made to order, blank endorsed, marked “Freight Prepaid” and notify the accountee.
(X) One Original Marine Insurance Policy of Certificate for 10% of the invoice value covering All Risks, War Risk and TPND(no this coverage) with claims, if any, payable in Japan in the current of drafts 5% more or less in quantity and invoice value are allowed.
Partial shipments are permitted.
Transhipment is prohibited(permitted).
Shipment must be made not later than 30 April, 2008.
Drafts drawn under this credit must be presented for negotiation in China on or before 16 May, 2008.
V. Translate the following into English:
Keys:
1. This change would involve a lot of extra expenses.
2. This problem would involve us in no small trouble.
3. We find it necessary to request you to amend your L/C as allowing transshipment, failing which the delivery of this order will by force be delayed beyond the contractual date.
4. Your request for D/P terms of payment is just under consideration, decision on which, we hope, will be made known to you in no time.
5. As the amount in our Order No. ? does not exceed $1000 and the opening of an L/C will involve a lot of expenses, please agree to payment by D/P.
6. In order to avoid subsequent amendments，pls see to the followings.
7. As the amount of L/C No?4048 is incorrect，pls correct it to ￥4686，under advice to us。
8. It is impossible to extend the L/C because of import license restriction.
9. We wish to draw your attention to
(1) the changes in the conversion rate between Renminbi and Pound Sterling.
(2) the fact that the price quoted in our proforma invoice is based on CIF Lagos net excluding commission.
(3)the fact that the quotations we got from other directions are much lower than yours. Because the shipping space is insufficient for 10000 metric tons of Soya Beans, we are unable to advance shipment of the whole lot to October. Please amend the covering L/C to allow partial shipment.
VI. Multiple Choice
Keys:
1. B. 2. B. 3. A. 4. A. 5. A. 6. D. 7. C. 8. A. 9. D. 10.D.
11.B. 12.C. 13.A. 14.A 15.D. 16.B. 17.B. 18.B. 19.A. 20.D.
VII. Translate the following letter into English:
Keys
Dear Sirs,
We have received your letter of June 28 and learned that you are interested in Absorbant Gauze.
We are sorry to say that the Gauze of 19x15 enquired for is out of production at present, but some cuttings of the nearest are enclosed, each marked with price and specifications. We hope that you will make a choice from them. Shipment will be made within six weeks after receipt of your L/C.
As requested in your previous letter, we are forwarding separately a copy of our catalogue and
would draw your attention particularly to Pages 10 to 15, which describe fully the quality and specifications of our Surgical Dressings. We are always willing to send you samples of any kind that you may be interested in, and assure you that any enquiries you may send us shall have our careful and prompt attention.
We look forward to your reply soon.
Yours faithfully,
VIII. Fill in the contact forms in English with the following particulars:
Keys:
SALES CONTRACT
Contract No.08-331
Sellers: Shandong Native Produce and Animal By-products Import and Export Corporation Buyers: Rotterdon Foodstuffs Import and Export Company
This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the undermentioned commodity according to the terms and conditions stipulated below:
Commodity: Groundnut Kernels
Specifications: FAQ 2008 Crop
Quantity: 50M/T
Unit Price: At RMB ￥3550 per m/t CIF Rotterdam
Total Valve: RMB ￥177500 (Say RMB One Hundred And Seventy-Seven Thousand Five Hundred Only) Packing: In double gunnubags
Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk
Time of Shipment: During November 2008
Port of Shipment: Qingdao of China
Port of Destination: Rotterdam
Shipping Mark: At Sellers’ option
Terms of Payment: By irrevocable L/C available by draft at sight
Done and signed in Qingdao of Shandong on this 10th day of May,2008.
IX. Please fill in the contract according to the information you have got from the following parts:
Keys:
CONTRACT No.08/1234
Sellers: Guangzhou Garments Imp./Exp.Corp.
Buyers: Messrs.J.Handerson & Co., New York City , USA
This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the undermentioned commodity according to the terms and conditions stipulated below:
Commodity: Silk Blouses
Specifications: Colours: pink, blue and yellow equally assorted
Quantity: 1 000 dozen
Unit Price: At US＄52.50 per dozen CIF3% New York
Total Valve: US＄52 500( Say US Dollars Fifty-two Thousand Five Hundred Only)
Packing: In cartons
Shipping Mark: At Sellers’ option
Insurance: To be covered by the Seller
Time of Shipment: In November 2008
Partial shipment(s) allowed
Transhipment allowed
Port of Shipment: China Port
Port of Destination: New York
Terms of Payment: By irrevocable L/C payable by draft at sight to remain valid for negotiation in China until the 15th day after the date of shipment.
Done and signed in Beijing on this 3rd day of August, 2008.
X. Fill in the Sales Confirmation for the transaction stated in the following letter: Keys:
Shanghai Silk Branch
上海中山东一路十七号
17 ZHONG SHAN ROAD (E.1) SHANGHAL. CHINA
售货确认书
SALES CONFIRMATION TION
To Messrs. 日期
Date 8th May 8, 2008
No.: SSB9574
签约地点
Signed at : Shanghai??
兹经买卖双方同意成交下列商品订立条款如下：
The undersigned Sellers and Buyers have agreed to close the following transactions according to the terms and conditions stipulated below:
（1）商品：
Commodity：KKK Brand Men’s T-shirt,
（2）规格：
Specification：white, L-size and M-size
（3）数量：
Quantity：250 dozen with L-size & M-size equal number
（4）单价：
Unit Price：US$100.00
（5）总值：
Total Value: 50,000
（6）装运期：
Time of Shipment：September 2008
（7）包装：
Packing：in cartons of 2 dozen each, 10 cartons to a wooden case
（8） 装运口岸和目的地：
Loading Port and Destination：Shanghai Port to New York Port
（9）装船唛头
Shipping Marks：at seller’s option
（10）付款条件：
Terms of Payment：
TERMS of payment：by 100% value confirmed irrevocable letter of credit by draft at sight with transshipment and partial shipments allowed, to reach the Sellers ___30___ days before month of shipment, with shipment validity arranged till the 15th day after the month of shipment, and remain valid for negotiation in the loading port until the __15____ day after the shipment validity.
（11） 保险
Insurance：To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value.
买方 卖方
The Buyers The Sellers
中国纺织进出口公司
上海丝绸分公司
China National Textiles
Import & Export Corporation
Shanghai Silk Branch
Chapter Nine Packing
Section One Introduction 概述
包装在国际贸易中非常重要，可以这样说，商品的包装就像人们要穿衣服一样。包装的最终目的是为了使货物在运输途中保持量好，不受损失。好的包装可以经受住最粗鲁的搬运。国际贸易中的包装可分为运输包装（也可称为外包装）和销售包装（也可称为内包装）。运输包装的作用是保证货物在运输途中完好无损，因此，这类包装要坚固，足以保护货物免遭任何损害，免遭盗窃，搬运方便，易于货物装卸。销售包装主要是为了方便销售，特别在销售日产用品时，销售包装的作用越来越重要。销售包装的方式多种多样，材料也丰富多彩，只要能让商品看上去具有吸引力就行，此外，销售包装还要注意简便易用，有助于销售。除了这两种包装以外，还有另外一种包装，叫中性包装，这种包装没有产地，也没有商标，目的是为了在进口国避税，或者是满足买方的特别需要。
包装标识应清楚明了，外包装标识有运输标识，指示性标识，警告性标识三种。运输标识包括以下内容：
1）发货人或收货人单位名称的缩写；
2）合同号或者信用证号；
3）目的港；
4）货物序号。
有时也可以标明货物重量和大小尺寸，那些有助于货物识别的内容都可以，如易爆品。
相对于外包装来说，内包装要求要高很多，颜色美丽鲜艳，设计具有创新性，外观吸引力，这些都是内包装必须考虑的问题，其主要目的是有利于促销。
包装信函要写得清楚明了，卖方可以向买方说明惯用的包装方式和材料，此外也可告诉对方可以根据买方要求包装货物，但额外费用应由买方负责。买方则可以告诉卖方以前货物包装的情况，或者对货物包装的担心。如果要对合同中有关包装条款的修改，都要经过买卖双方同意方能修改。
Section Two Specimen Letters
Specimen 1
敬启者：
销售确认书第99A/782号
你10月10日的来信及附函附上的销售合同一式两份均已收悉，谢谢。我方想指出的是其中的包装条款不够清楚，相应的条款应按下列要求：
包装：用适合海运的出口包装，能适应海上远距离运输。
为了避免以后的麻烦，我方希望按下列要求标明包装条款：
标题合同项下的衬衫，要用塑料袋包装，5打装一个纸板箱，20箱装一个货盘，10个货盘装一个ECL集装箱。在外包装请刷上我方的开头字母JHCL，其中包括目的港和订单号。此外，还请用三角形标明"勿压"等指示性用语。
我们已在合同中就上述内容处做了注脚，请及时会签后退还一份给我方。愿你方认为一切准确无误，并请你方特别关注包装一事。
盼望及快收到你方装船通知，在此先谢为感。
??启
Specimen 2
敬启者：
事由：439号定单
兹通知你7月1日运至悉尼的300箱手工锯子到达时情况良好，这表明你方已进行包装改进。
关于运给我方的手工钻头，我们希望每箱装2打，每个木箱装50盒。我们相信你方会特别关注有关包装的要求，以避免在装运途中受损。
能否满足我方装运要求，请传真我方。
??启
Specimen 3
敬启者：
事由：88AJK/4763号销售合同
你方10月25日来信及所附上述销售合同一式三份已收悉。但得说明，合同中有关包装条款不够清楚，相关条款是：
支付： 凭保兑的、不可撤销的即期信用证支付。
为了避免未来可能产生的麻烦，我们事先表明我们对支付的要求
希望你方特别关注此事并尽快收到你方装船通知。
??启
Johnson & Harrison Co. Ltd
Specimen 4
敬启者：
很遗憾通知贵方，贵方2月12日发往迪拜的200箱铁钉中，有20箱受到严重损坏，当然，这不是贵方的过错。
我方不得不写信于贵方谈论有关铁钉包装之事，我方认为有必要向贵方表明我方今后交易的包装方法，以避免今后的交易中出现类似的损坏。
发往迪拜的铁钉用木箱装，净重112磅，每箱内装重量各为7磅的16袋铁钉。发往马耳他的铁钉用双层麻袋包装，每袋重50至60公斤。英国市场上，客户喜欢装25公斤的纸板箱。
请求贵方告知能否满足这些要求。
??启
Specimen 5
敬启者：
参见798号定单
我们高兴地通知你方：你们运往新加坡的1000箱手手工工具于5月12日完好抵达，这表示贵方在包装方面做了很大改进。
关于即将装运给我方的手锯，我们希望你们用盒装，每5打1盒，20盒装一纸板箱。为避免运输过程中的损坏，我们坚信你方会特别注意包装问题的。如果你方能适应我方要求，请发邮件告知。
??启
20xx年月20日
Specimen 6
敬启者：
今函告，你方未来在我处订购的外衣我们将用纸板箱而不用木板箱包装。因为用纸板箱包装有下列优点： 它可防止惯贼，因为被偷的迹象更容易被发现。
它相当适合海运。
纸板箱垫有一层塑料能防潮。
纸板箱相当轻而且结实，便于搬运。
上述意见是对纸板箱和木板箱两种包装方式的特征进行比较研究而作出的，也是按已经装运的结果为根据而做出来的。我们希望你们能接受我们的纸板箱包装，并向你方保证我们的真诚合作。
谨致良好的祝愿！
??启
湖南丝绸品公司
Specimen 7
敬启者：
参见668号定单
谢谢你方8月1日来信，我们立即将消息传给了我们的顾客，他们正积极地设法说服客户接收你方的还价。
同时，我们的顾客希望知道你方莲子的包装情况，那是：
怎样对该货进行包装以吸引顾客？
采取什么样的措施来保护货物免遭损失和雨淋？
采取什么措施防止内包装被撕破？
关于上述情况，望回函告知详情。
急盼回信。
你的忠诚的
J.R Longfellow & Co.
Specimen 8
敬启者：
我们注意到你方9月29日来信，关于包装一事我们已与客户进行了联系，而且经我们反复解释过，他们认为如果你们保证若保险公司以用的纸板箱不适合海运为由而使他们得不到赔偿，一切费用由你方赔偿，那么他们将不反对你们把服装包装在纸板箱内。
我们认为将此事告知你们是我们的责任，并把这看作为一项默契，即万一保险公司拒绝赔偿，你们将对我方客户因你方用这种纸板箱而遭到的损失负责。
我们相信你们会理解，我们的坦言是出于我们双方的共同利益，因为包装是一项敏感的事，常常导致贸易纠纷。
我们感谢你方的合作。
??启
Section Five Exercises
1. Fill in the blanks with the a proper word:
Keys:
1. Marking 5 sales
2. packing 6.sales
3. containing 7. contract
4. customers 8. handling
II. Translate the following sentences into English:
Keys:
1)The inside of the case may be lined with various materials to prevent damage by water, air or insects.
2)As you suggested, we have improved our inner packing to meet the customers’ demand in your market.
3)According to the contract, the buyer should supply the packing materials and deliver them to us before September 22.
4)They fear that the insurance companies will say, in case of damage or pilferage, that the goods are not packed for ocean transportation and will not pay compensation for such losses.
5)Our cotton prints are packed in cases lined with draft paper and waterproof paper, each
consisting of 30 pieces in one design with 5 colorways equally assorted. 6)In spite of every care in packing, it sometimes happens that a few barrels are broken in transit.
7)Prices of goods usually include the cost of packing. The phrase “including export packing” means that the quotation includes the cost of package suitable for export. If the quotation does not include the cost of package, the phrase “Export packing is for buyer’s account” should be inserted in the contract.
8)The packing of our Men’s Shirts is each in a polybag, 5 dozen to a carton, lined with waterfroop paper in the inner side and two iron strip strengthened outside.
9)We will pack the goods as usual if we are not informed to the contrary.
10)The cost of packing is subject to the mode packing, distance of transportation and the price.
11) Cartons as a kind of packing container have been extensively used in international trade. Therefore, you need not worry about their seaworthiness.
12) So far as we know, insurance companies accept goods packed in cartons to be insured against TPND. Incase of theft and pilferage, you may be assured that you will get indemnification from the insurance company concerned.
13) The traces of pilferage are easier to be found out for the goods packed in cartons than in wooden cases. Therefore, they will help you to get compensation from the insurance company.
14) It is necessary to make transhipment at Hamberg for goods to be shipped to our port. Therefore, your packing must be seaworthy and can stand rough handling.
15) The quality of your Ginseng Wine is fine, but its packing is rather poor. Bottles are subject to breakage and paper boxes are very thin. Please put each bottle in a foam plastic casing and then in a thicker paper box for our future orders, otherwise, we shall be compelled to give up this business.
16) In the construction of an export package, the important factors of efficiency and economy must be taken into consideration. The exporter should bear in mind that the goods should be packed in a manner which ensures their safe arrival at destination and facilitates their handling in transit.
III. Translate the following phrases into English
Keys:
1)to be cased/to be encased 2) to be bagged
3) to be boxed 4) to be matted
5) to be baled 6) casing extra
7) cased free 8) boxed free
9) bagged free 10) matted free
11) baled free 12) packed for export
13) cases to be iron-hooped 14) iron-hooping
15) iron-banding 16) roping
17) caning
18) in good condition/in good order/in good state
19) in rotten condition 20) in musty condition
IV. Write a letter in English according to the following particulars:
Keys:
In reply to your letter of 31st August inquiring about the packing of our Trip Scissors, we wish to state as below:
Our export Trip Scissors are packed in boxes of one dozen each, 100 boxes to a carton. The dimensions are 17 cm high, 30 cm wide and 50 cm long with a volume of about 0.026 cubic meter. The gross weight is 23.5k, while the net weight is 22.5kg. As to the shipping marks outside the carton, in addition to the gross, net weights and tare, the wording “MADEIN THE PEOPLE’S REPUBLIC OF CHINA” is also stenciled on the package. Should you have any special preference in this respect, please let us know and we would meet you to the best of our ability.
Taking this opportunity, we would like to inform you that we used to pack our scissors in wooden cases but after several trial shipments in carton packing, we found our cartons just as seaworthy wooden cases. Besides, cartons are less expensive, lighter to carry and cost lower freight. So, nowadays more and more clients are preferring carton packing to wooden case packing. We trust that you will agree to our opinion and accept our carton packing.
We thank you in advance for your early reply.
Yours faithfully,
?
V. Please complete the packing list according to the following information:
Keys:
单据填制二
广东纺织品进出口针织品有限公司
GUANGDONG TEXTILES IMPORT & EXPORT KNITWEARS COMPANY LIMITED
15/F., GUANGDONG TEXTILES MANSION, 168 XIAOBEI ROAD,GUANGZHOU,CHIAN
装箱单
PACKING LIST
ORIGINAL
Exporter: DATE: NOV. 2, 1997
GUANGDONG TEXTILES IMPORT & EXPORT INVOICE NO.: 9703SP023
KNITWEARS COMPANY LIMITED B/L NO.: SA75214
S/C NO.: DY-039
L/C NO.: KRT2899302
TRANSPORT DETAILS:
FROM GUANGZHOU, CHINA TO SANTOS, BRAZIL
BY VESSEL
标记
Marks& numbers 件数
Quantity 货名
description of goods 净重
N.W 毛重 G.W. 尺码
Measurement
N/M 30DOZ/BALE
24BALES CHILDREN’S 65 PERCENT COTTON
35 PERCENT POLYESTER KNITTED
JOGGINGSUIT @180.00KGS
4,320.00KGS
@195.00KGS
4,680.00KGS
@(100*100*1200)
28.8M3
24BALES 4,320.00KGS 4,680.00KGS 28.8M3
TOTAL QUANTITY: 720 DOZ SETS
TOTAL: TWENTY-FOUR BALES ONLY.
GUANGDONG FEXTILES IMPORT & EXPORT
KNITWEARS COMPANY LIMITED
Chapter Ten Shipping Marks and Shipment
Section One Introduction 概述
国际货物运输在国际贸易中发挥很重要的作用，这是因为，卖方的货物必须运送到买方的手中，这就要由运输服务来完成。货物运输可以由公路、铁路、海洋运输、航空运输来进行。最近几年，一种混合运输方式：公路—海路—铁路，很受欢迎。
由于98%左右的货物运输都是海洋运输，因此，这一章重点放在海洋运输，目前，集装箱运输业发展越来越快。
货物运输主要涉及三个当事人：发货人、收货人和承运人。
如果由公路、铁路或航空运输货物，那么运输合同形式为装运提单或空运提单。如果是海洋运输，那么就要租船定舱。那么船主与承运人之间鉴定的合同形式就是租船合同或是海运提单。
装运包括一系列工作，如：
1） 买方寄出装运指示；
2） 卖方寄出装运通知；
3） 预定舱位；
4） 租船；
5） 指派代理；
6） 安排装运；
通知船名等。
如果由班轮运输承担运输任务的话，第一步要做的就是了解运费情况。承运人提供的运费报价实质上就
构成一个报盘，如果认为这一报价可行的话，要立即接受，这样承运人可以保留所需舱位，同时发出装运通知书（装运单），寄给码头工作人员。当货物运抵码头后，装运通知书要换成码头收据或大副收据，码头收据或大副收据用于表明收到货物时货物的情况如何，在货船起航前，这些收据要换成提单。
海运提单是运输的重要单证，它有三个作用：第一，代表货物的收据。第二，在某种条件下履行某种义务的契约。第三，所述货物所有权的证据。当提单上注有“指示”时，该提单则成了一种可转让的票据，用作货款担保或其他目的。以这种方式开立的提单为记名提单，而直运提单是开给特定收货人的，这种提单不可转让。
随着国际贸易日益增长，集装箱服务变得越来越多。尽管大量的货物运输是由海洋运输承担，但集装箱的使用还是极大地提高了公路、铁路和航空运输的运输效率，并将运输成本降低一半左右。集装箱由刚铁制成，有固定的长度和宽度，从10英寸到40英寸。
货物装运完毕后，不管交易是按FOB, CFR, 还是CIF成交，卖方都应立即通知对方。如果货物的性质，除非在合同中另有规定，通常卖方可以根据合同中的货物情况，分期分批装运。
随着国际贸易的高速发展，运输设备也得到极大改进，以满足日益增长的需求。除了海洋运输、公路和铁路运输外，现在为了加快装运速度，航空运输业也发展很快，空运采用的不是海运提单，而是空运提单，象海运提单一样，空运提单可以表明收到货物时货物情况如何，但是，空运提单不象海运提单那样，对货物拥有所有权，因此，空运提单不可以转让。
撰写装运信函通常有以下目的：催促早日装运；修改装运条款；发出装船通知；寄送装船单据等等。卖方应趁此通知买方货物已装船的机会，回顾一下交易的过程，并表示进一步发展业务的愿望。
Section Two Specimen Letters
Specimen 1
敬启者：
按照你方上封来函的指示，现告知你方装运的安排，4月装核桃仁25公吨，5月装花生仁20公吨，6月装核桃25公吨。请确认并即通知我方船名及轮船的估计到达时间。
??启
Specimen 2
敬启者：
有关我FC0789号销售合同书确认书项下的1000打"虎头"牌手电筒的9891号信用证已收到。现确认该货已于8月3日装"东风"轮，在香港转船。
现随函附去下列装运单据的副本一套：
不可流通的提单
经签署的889号#5@p
装箱单
1001号产地证
保险单
趁此机会，我们向你方保证，我方将密切合作。
??启
Specimen 3
敬启者：
我们向你方提及关于订购6吨经过加工的聚乙烯的4567号订单。该批货将于下月底才能装运。当订这批货时，我方认为我们的存货足够用至12月份。
然而，最近市场对这种聚乙烯的需求量是如此之大以致于我方现在必须要求你方立即安排装运。 一收到上述货物，我们将能更准确的判断我方的需要，并将相应地向你方订货。
??启
Specimen 4
敬启者：
你方4月30日询盘收悉，谢谢。我公司的集装箱有两种尺寸，它们分别为：20英尺和30英尺长。集装箱两面开门，可同时进行装卸。由于装运的货物易于被湿气和水损坏，故这种集装箱具有密封不漏水、不透气之优点。如有必要，集装箱还可在工厂装货后锁闭，这样可避免偷窃事件发生。
该箱有气温调控，可装需要特别照顾的任何货物。人们在装运时可充分利用（或发挥）其优点。
如同一集装箱内，装有发往同一港口的几批货，可节省运费同时还可以节省保险费用，因集装箱运输保险费率较低。
现随函附寄我公司费率表一份，
请指示。
??启
Specimen 5
敬启者：
你定单134号的信用证第5757号
我方感谢你延展第5757好信用证。
我们已于今天将货物装上“Nellore”号货轮，该轮定于明天驶往你港。
随函附寄的装运单据如下：
1）不可流通的提单一份
2）#5@p一式两份
3）包装单据一式三份
4）厂家质量证书一份
5）保险单一份
经过长时间的延误之后，今天终于可以装运你方定单，相信该批货会按时到达你处。
今后我们将迅速而认真地完成你方定单。
??启
Specimen 6
敬启者：
我们从你方的装运通知中得悉，我们于4月10日订购的陶瓷古玩和瓷器已由"风涛"轮装运。按照装运日程安排，预期一两天即可到达。然而，经与当地运输代理商多次联系，我方惊讶的得悉，该轮根本还未到达上海，更不用说完成装货并驶往大阪。你方寄给我们一式两份提单副本的日期是提前开出的。事实上货物仍在上海码头等待装运。这些单证对你方毫无好处，相反它将证明你方在处理这笔交易上的欺诈行为。
你方也许记得，我们一而再地强调过，准时装运是至关重要的，因为这些陶瓷古玩和瓷器规定要在7月9日东京国际展览会上展出。我们认为，现在正当时间紧迫之时与你方争执有关拖延装运之事是不值得的。
为避免我们未能履行与办展当局所签定的合同的唯一补救办法是立即不惜任何代价用航空把货物运出。请让我们说一句，你方必须就此事与我们合作，因为未能把该陶瓷古玩和瓷器在展览会上展出，不仅给我们带来经济上的沉重损失，而且将损害你方作为著名瓷器生产厂家的声誉和形象。
为公平起见，我们愿意支付航空运费，而你方应当负担其他开支，例如把货物从码头搬运到机场。 我们已指示我们的银行在信用证中加上"海运或空运"字样，并盼你方确认保证货物能准时到达东京，即于7月6日或之前。
??启
Specimen 7
敬启者：
我们十分重视你方5月21日的来信。对你方订购的陶瓷古玩和瓷器的延误装运以及由"风涛"轮装运的不实信息表示歉意。
该轮系外商运输代理行经营的航行于太平洋的不定期货轮。过去它的确令人满意地为我们服务过，例如需要特别小心的几次玻璃器皿的装运处理得比期望的好。鉴于这样的经验，故我们委托"风涛"轮装运。不幸的是，它竟使我们的期望落空。
据该运输代理商称，那一式两份的提单副本是由于工作中混淆的结果而误寄的。它决不意味着任何欺骗客户的意图。尽管如此，我们已取消了舱位，并坚决要求赔偿我们双方蒙受的损失。
现在该货物已搬运至机场，等待明天由上海航空公司SHA-435班机运往东京。我们相信这是解决此事的最好办法。所有单证一起准备完毕立即以特快邮件寄发。
??启
20xx年6月29日
Specimen 8
敬启者：
参阅我方关于订购2,000公吨锡皮纸的第1879号订单的信函和电挂，到目前为止，尽管在合同中规定这批货要在本月底之前装运，但我方仍没有收到有关确切的装船信息。我方信用证早在20xx年6月就由中国银行开出。
此次延误已给我方带来极大不便。请立即告知最早装运期。否则我方保留取消这次订单，以及向你方提出由此带来的损失的索赔权利。
??启
Section Five Exercises
I. Shipping instruction
Keys: 2. destination; consigning the goods to Tianjin
3. mode of transport; using normal export container
4. receiving goods; sending the goods to simons & Co.
5. shipping marks; marking the goods as requested
6. choosing a forwarding company; shipping the goods per s/s "sunlight".
II. Shipping problems:
Keys: 2. amend the LC by extending its shipping date; impossible to book space; no vessel sailing to Hamburg direct now
3. have the goods carried by m/s "Seawolf"; no shipping container sailing to your port during the time requested; Unidentified
4. amend the LC by deleting the special clause heading " Partial Shipment not allowed"; unable to deliver the order by one lot; lack of space of the carrying vessels.
III. Fill in the blanks with the following words and expressions:
Keys:
1)effect 6)shipment
2)transhipment 7)proved
3)allow partial shipment 8)prompt delivery
4)direct steamer 9)advice of shipment
5)advise 10)find
IV. Translate the following sentences into English:
Keys:
1) We should be glad if you could manage to ship the goods by S.S East Wind sailing from July 1st.
2) Please ship the first lot number under Contract No. 123 by S.S Long March scheduled to sail on or about May 2nd.
3) We shall appreciate it if you will effect shipment as soon as possible, thus enabling our buyers to catch the brisk demand at the start of the season.
4) We trust you will see to it that the order is shipped with the stipulated time, as any delay would cause us no little inconvenience.
5) Our factories are fully committed for the third quarter. In fact, many of our clients are placing orders for delivery in the fourth quarter.
6) We are sure you certainly realize that the time of delivery is a matter of great importance to us. If we place our goods on the market at a time when all other importers have already sold their goods at profitable prices, we shall lose out.
7) It’s like this. There are only one or two ships sailing a month from New York to Osaka, while sailings from Hong Kong are quite frequent. If shipment were effected from Hong Kong, we could receive the goods much earlier.
8) We check their production schedule against our orders almost every day. As new orders keep coming in, they are working three shifts to step up production. I’m sorry, but we simply can not commit ourselves beyond what the production schedule can fulfill.
9) Owing to heavy commitments, they cannot advance delivery from June to April but they understand perfectly that July is the selling season for shirts in your market. They eventually agree to make delivery in mid-May.
V. Translate the following letter into English:
Keys:
Dear Sirs
Your S/C No.1234
Our L/C No. 9876
With reference to the privious exchanges of letters covering the shipment under the captioned L/C, up till now we have not got any news from you about the goods. Please take good note of this matter.
We have told you in our previous letter that our customers are in urgent need of the goods and asked us to promise early delivery. In such circusmtances, it is very clear that we cannot extend the L/C any more. So we think we have the responsibility to mention you to pay more attention to the shipment of the goods.
All the parties in question hope you to arrange the shipment as soon as possible. We wish you to fax us telling us how about the shipment without any delay.
Yours faithfully,
VI. Write a letter according to the following particulars:
Keys
Dear Sirs,
Re: Cotton Jacquard Bath Towels
Thank you for your telex of June 13 and letter of June 14 together with your Order Sheet No.98561. We enclose our S/C No. FC9789 in duplicate, a copy of which is to be returned to us after being countersigned by you.
We note that your Order stipulates direct shipment. As there are only a limited number of direct sails from here to Lagos, shipment will probably be delayed under that stipulation. It is desirable to have the goods transhipped at Hong Kong or elsewhere. For this reason, we would request you to allow transhipment in the relevant L/C so as to avoid subsequent amendments. Shipment will be effected within 30 days after receipt of your L/C.
Yours sincerely,
Chapter Eleven Insurance
Section One Introduction 概述
保险与国际贸易关系密切，做国际贸易时，货物要从卖方的手中运到买方的手中，这期间货物要经历长
途跋涉，无论是空运，还是陆路运输，还是海洋运输都是如此，在运输途中，还必须经历装、卸和仓储。在整个过程当中，货物很有可能会受到这样或那样的损害，也可能会丢失，也可能会灭失。为了避免这些情况的发生，在货物装运前，买方或者卖方会向保险公司为货物投保。
鉴于大多数进出口货物采用的都是海洋运输，本章所涉及的内容主要是海洋运输，讨论的内容主要是各种常用的海洋运输保险。
此外，作为外贸业务，海洋运输保险是一项必须争取的业务项目，它属于无形贸易，可以增加外汇。
Section Two Specimen Letters
Specimen 1
敬启者：
兹通知你方：我方已订好船舱位，你方2847号订单项下的100箱盐渍猪肠衣将于6月25日左右装"云南"号轮运至你港。
我们相信你方一定能在你处即时投保该货。
??启
Specimen 2
敬启者：
关于214号销售合同项下的4000箱铁钉，很高兴通知你方，我方已向中国银行伦敦分行开出了保兑的，不可撤销的第231号信用证，金额为6，813美元，有效期至5月15日截止。
请注意：上述货物务必于5月15日前装运，并将按#5@p金额的130% 投保一切险。由于我方能理解，按照你方惯例，你们只按#5@p金额的110% 投保，那麽额外的保险费将由我方负担。
请按我方要求进行投保，期待你方装运通知。
??启
Specimen 3
敬启者：
事由： 你方347号订单4000件黄麻袋
你方要求我方对标题下货物按#5@p金额130%投保的1月23日来函收悉。
尽管我们的惯例是按#5@p金额的110% 投保，但是，我们还是准备按照你方的要求，按#5@p金额的130% 办理保险。不过，额外的保险费将由你方负责。
务请注意上述内容。
??启
Specimen 4
敬启者：
兹回复你方关于保险问题的6月25日函，现很高兴告知你方如下：
综合险：一般地，如果没有接到我方客户明确指示前提下，我们只保水渍险和战争险。如果你方想保综合险，我们可按稍高一点的保险费率办理承保险别。
破碎险：破碎险是一个特殊险别，要加额外费用。日前的费率大约为??%。破碎率超过5%才可以索赔损失。
所保金额：我们获悉你方希望 我方按#5@p 金额的（百分之一十）110%投保这批运至你方的货物，你方这一要求得到我方的即时办理。 我们相信上述信息将满足你方需要。
盼继续回音！
??启
Specimen 5
敬启者：
我方第554号订单，贵方第S/C675号1000箱电动玩具
兹谈及我方第101号订单1000箱电动玩具，此笔交易按CFR成交。
我方希望贵方在当地对此货物投保，如蒙贵方代表我方按#5@p金额的110%投保一切险，即4，400美元，我方将倍感高兴。
当然，一收到贵方的收款清单，我方将向贵方付清保费。若贵方愿意，也可向我方即期提取相同的金额。 衷心希望贵方能满足我方的要求。
??启
Specimen 6
敬启者：
我方通过国际航空公司的客轮或货轮定期向澳大利亚悉尼发送青岛啤酒。烦请贵方告知能否对此货物投保一切险及其投保条件。此外，我方想知道贵方能否答应我方按月付的特惠保率。
??启
Specimen 7
敬启者：
我方刚刚收到贵方用以支付上釉墙壁瓷砖的第157号信用证。
务请注意，对此货物我方不投破碎险。因此，贵方必须将"破碎险"从信用证中的保险条款中删除。 此外，我方要指出的是，像窗户玻璃、陶瓷等货物，即使已投保额外的破碎险，保险仍有5%的免赔率。换句话说，如果破损费低于5%，我方对此损失不作赔偿。 我方相信贵方已清楚地了解了这些情况，请立即电报修改信用证。
??启
Specimen 8
敬启者：
当 "Eancastria" 轮于11月10日到达的黎波里港时，我们发现装有收音机的第7号箱子有一边已经裂开。因此我们在轮船公司代理在场的情况下请本地保险公司的货物检查员把箱子打开并检查了里面的货物。#5@p上列明该箱装有24台"熊猫"牌收音机，其中6台已严重损坏。
现附上检查员的报告和轮船公司代理人的声明。因为我们是按CIF订购的，由你方投保保险，所以如果你方能代我们向承保人提出要求处理此事，我们将非常感谢。
我们要求更换这6台收音机。请安排供应，货款记在我方帐上。
希望这一保险索赔不会给你方带来困难，并预先感谢你方合作。
??启
20xx年11月20日
Section Five Exercises
I. Fill in the blanks with proper words or phrases:
Keys:
The international trade is subject to many risks. Ships may sink or consignments be damaged in transit, exchange rates may alter, buyers default or governments suddenly impose an embargo. Therefore, exporters and importers have to insure themselves against many of these risks. The history of insurance goes back as far as the twelfth century, when marine insurance was known to exist in North Italy. In the fourteenth century, Italian merchants came to Britain and brought their system of insurance to safeguard ships and cargo with them. In those days, of course, there were no insurance companies; merchants would group together and write their names under a promise to pay for ships or cargoes lost in storms or taken by pirates, and this is how the term “underwriters” came into existence. If the ship was lost, the financial loss was spread and no single merchant risked all his money.
II. Fill in the blanks with the following words and expressions:
Keys:
1)cover 7).covered
2)covers 8).insure
3)cover 9).insurance
4)covered 10).effected
5)covering 11).insurance
6)covering 12).coverage
III. Translate the following sentences into English:
Keys:
1. Please see to it that the above-mentioned goods are to be shipped before 5th June and insured against All Risks for 150% of the invoice value. We know that according to your usual practice, you insure the goods only for 110% of the invoice value, therefore, the extra premium will be borne by us.
2. An insurance claim should be submitted to the insurance company or its agent as promptly as possible so as to provide the insurance company or its agent with ample time to pursue recovery from the relative party at fault.
3. We regret to inform you that Case No.8 was invoiced as containing 10 type writers, eight of which were badly damaged upon arrival. We enclose an inspection certificate issued by the Shanghai Commodity Inspection Bureau and the shipping agent’s statement and hope that no difficulty will arise in the settlement of our above claim amounting to US$3,000.
4. In the absence of your definite instructions regarding insurance, we covered your ordered goods against W.P.A. for 110% of the invoice value according to our usual practice.
5. If you desire to cover your goods against All Risks, we can provide such coverage, but at a slightly higher premium, the difference of which will be for your account.
6. We've covered insurance on these goods for 10% above the invoice value against All Risks.
7. As our usual practice, insurance covers basic risks only, at 110 percent of the invoice value. If coverage against other risks is required, such as breakage, leakage, TPND, hook and
contamination damages, the extra premium involved would be for the buyer's account.
8. Well, commodities insurance is one of the major items of an insurance corporation. There are different means of commodities transportation: marine, land, aviation, and so on and so forth..
IV. Mulitiple Choice
Keys:
1.a 2.a 3.c 4.c 5.a 6.d 7.b 8.b 9.b 10.b
11.c 12.c 13.b 14.a 15.b 16.c 17.d 18.d 19.a 20.b
21.a 22.c 23.d 24.b 25.a 26.b 27.a 28. d 29.a 30.b
V. Please write a letter in English according to the following particulars:
Keys:
Dear Sirs,
We refer to Contract No. CT101 signed on December, 1st,2007, under which we decided 3,000 M/Ts of Green Beans will be delivered in March, 2008 and be covered for 110% of the invoice value against All Risks. However, up till now we have not heard any news about the delivery from you.
As our clients are in urgent need for the goods, please see to it that you should deliver and insure the goods against All Risks within the time stipulated in the contract, or we will have to lodge a claim and reserve the right to cancel the contract.
Yours faithfully,
VI. Translate the following letter into English:
Keys:
Dear Sirs,
We refer to our Purchase Confirmation No.111 for 5,000 M/Ts of Cotton. We are notifying that we have opened through XX Bank a confirmed, irrevocable Letter of Credit No.333, totaling USD 88000, the L/C shall remain in force till 31st December.
Please see to it that the above mentioned articles should be shipped before the end of December and the goods should be covered insurance for 130% of the invoice value against All Risks.
We know that according to your usual practice, you insure the goods only at invoice value plus 10%, therefore, the extra premium will be for our account.
Please arrange insurance as per our requirements, and we await you advice of shipment.
Yours faithfully,
Complaints and Claims
Section One Introduction 概述
尽管在履行合同的过程中已做了精心安排和仔细工作，还是会出现抱怨或索赔。 一般来说，投诉有两种情况：一种是真投诉；一种是假投诉。 真投诉主要包括以下三个方面： a. 发错货物；
b. 货物质量有问题；
c. 货物受损，或短装，或迟到。
假投诉主要是买方对货物吹毛求庛，以便找借口违约，这是因为，买方可能不再需要这些货物，或者可以从别的供货商处买到更便宜的货物。
假设你是一名购货商，别人的错误使你遭受损失，如果要提起索赔的话，你必须首先进行详细调查，调查的结果要让有关方都知道。有时可以提及以前令人满意的交易，以获得更多的理解和同情，以便能尽快解决问题。。
在处理投诉和索赔时，我们应遵循有理有据有节的原则，灵活理智地处理矛盾，让涉及的各方满意。有必要仔细调查情况，弄清楚具体原因，明白应承担责任的一方。在写投诉信时，要注意措词，选用合适的语言，避免误解。
如果卖方首先发现自己错了，应该立即写信给买方承认错误，并提出解决办法，而不要等到买方写信来投诉、索赔。对投诉信的处理一定要谨慎认真，尽管有时投诉或索赔是毫无根据的，也应如此，在没有充分理由证明谁对谁错时不要轻易拒绝对方投诉或索赔。
Section Two Specimen Letters
Specimen 1
敬启者：
事由：你第4905号销货确认书
我第1987号信用证
请参阅我方先前的电传和传真关于标题信用证项下货物的装运事情，至今尚未得到你方的任何消息，请予注意。
我方已在先前的一封信中通知你方，用户迫切要此货，并且已催促我保证早日交货，在此情况下，很明显，我方不可能将上述信用证再予展期。我们认为有责任再次提醒你方注意此事。
有关各方均切盼你迅速办理装运事宜。希望来电通知有关装运情况，不再拖延。
??启
20xx年5月23日
Specimen 2
敬启者：
事由：我第538KZ-76E号销货确认书
你第969号订单
我已一再函电要求你赶快开立有关信用证，以便我按时装运，可是，非常失望，至今没有收到你方答复。 你应知道，你长期默不出声，使我十分为难。我们不可能让上述确认书长期搁置，不予履行。为此，如果你不能在5月15日前将信用证开到我处，我没有别的办法，只好撤消该确认书，同时，保留向你索赔由此而招致的一切损失。
这个问题望你认真予以考虑。
??启
20xx年5月1日
Specimen 3
Dear Sirs,
敬启者：
你公司（指轮船公司）2月28日第19号提单项下收货人，科伦坡Bombey & Sons 公司刚通知我方：由"玛利亚"轮从黄埔运至科伦坡的100箱货有两箱丢失了。 收货人在当地与你代理公司联系此事，你代理公司通知收货人要他直接和我公司联系调查。
实际情况是：该提单是清洁提单，上面没有任何不良的批语，并清楚地注明该100箱货装上船时，外表情况良好。在我装货单上和该轮大副所出收据上也有同样的批注。因此，很明显，短交货物是由于你方的过错所造成。如果丢失情况落实，我方保留向你索赔短交货物的权利。
请你早日澄清并处理这一事故。
??启
20xx年3月11日
Specimen 4
敬启者：
你20xx年3月11日函收到，谢谢。据我卡拉奇代理公司今日通知，你函所提到的两箱货已越载目的港而被运到卡拉奇，并在该港卸岸了。现我正在安排从速将该两箱货运回科伦坡，并已指示我科伦坡代理
通知有关收货人。所有费用，概由我方负担。
事实经过是这样的："Maria"轮为了赶潮，提前几小时离港（科伦坡）。当时我船上理货人员，在海关官员监督下，匆忙盖上舱盖，未能清理货物，而把那两箱货留在舱里。但是，如果那两箱货是和其余98箱堆放在一起的话，也就不会发生这次漏卸事故了。
因迟延交货，给你公司和收货人带来了麻烦，特此谨致歉意。
保证在今后的交易中随时为你们提供我们的最佳服务。
??启
20xx年3月28日
Specimen 5
敬启者：
事由： 你第667号销货确认书
北京代理通知我方上述确认书项下200套茶具于7月8日由"红旗"轮运抵路易港。非常遗憾到货件数中约20%已严重损坏，箱内货物粉碎，箱外铁皮断裂。
当即请合格的验货人员到现场检验调查这一事故，他们的结论是：货物受损，显然是由于包装不妥所致。等进一步检验每箱的损坏情况后，即将寄你详细的检验报告。
按确认书规定，该批茶具应以适合远洋运输的坚固木箱包装，为此，我只好要你负责这次损坏事故，并向你索赔由此而遭受的损失。
客户正在催我立即处理解决此案，因此，请告知你方决定如何赔偿我方的损失。
侯早复。
??启
Specimen 6
敬启者：
事由： 我第9870号信用证-茶具 你7月11日函悉。
来函提及上述货物运抵你港时，有约20%的包件损坏。十分遗憾。
谅你了解，我茶具长期来广销国外许多市场，所有客户对我包装都感满意。我出口的每批货物在装船前均经我装运部门严格检验，每个包件须经仔细检查。上述销货确认书项下货物装船时，情况良好，每个包件均清楚地刷有"小心搬运"、"易碎物品"以及其他必要的注意标志。船公司所签发的洁净提单，证明了这些事实。 经仔细研究，我估计这次货物损坏，可能是由于在运输途中或在卸货过程中遭受粗鲁搬运所致。这样，你应向船公司或保险公司交涉这个问题，保险公司已为你保了破碎险，责任应由他们之中的一方承担，我们没有理由赔偿你所提出的损失。
??启
20xx年7月20日
Specimen 7
敬启者：
事由：经由巴特利号货轮装运的2,000听中国产蜂蜜
上述货物开舱后，发现其颜色不能令人满意，大部分呈琥珀色，小部分甚至呈深琥珀色，无论如何，这样的颜色说成是浅琥珀色是没有理由的。
由于到货不适合包装商（食品商）的用途，客户拒绝收货，并将该货推给我们处理。即使亏损很大，我们也卖不出去。
现随函附去检验报告一份，用以证实上面所说情况；并附去第221号收款通知单（借方帐单），金额为500英镑，此数是对这次损失的最低限度的估价。
请从速处理此案为感。
??启
20xx年2月15日
Specimen 8
敬启者：
事由： 装"Victoria"轮100包白羊毛事
上述货物一抵汉堡，即予过磅，现附去由合格的过磅员签发的重量单一份。 从该重量单，你会看到该货短重41公斤（约91磅）。
近来，我发现你运交的好几批货都有短重的事情，而过去从未出现过这样的事情。这种短重损失更减少了我原已微薄的利润，以后不要在出现这样的短重事情了。
对这次短重损失，你打算如何补偿，盼告。
??启
20xx年3月15日
Section Five Exercises
Keys:
1. b 2. c. 3. c 4. a 5. a 6. f 7. a 8. d 9. e 10. g
II. When you receive a complaint, it may be wise to apologize (even it was not your fault) and promise to put things right in the following ways:
Keys:
1. ship the 300lbs immediately on receipt of this letter.
We sincerely apologize for the shortage and have today shipped the 300lbs demanded in your letter dated ?. We hope the accident hasn't caused you any inconvenience and will take measures to prevent such trouble in the future.
2. replace all the records and deliver them to us at once?
We are extremely sorry to learn that our gramaphone records were damaged when reaching you. We will certainly replace them and have in fact done so today.
In view of the fragile nature of the goods, we're seeking the advice of packing consultants to improve packing methods.
We regret the need for you to write to us and hope the steps we are taking will ensure safe arrival of your future orders.
3. refund the difference, which I calculate to be $300?
We wish to apologize for our mistake in overcharging you for the copper sheets you ordered from us. I've looked into the matter and discovered that the overcharge is due to a computer error by a newly-employed clerk. I've already refunded the money owed to your account and enclose the refund slip.
I hope this will not effect our good relations in future dealings.
4. check and correct it?
I am sorry about this. It is due to a typing error. I am now sending you a new one.
III. Translate the Following Sentences into English
Keys:
1) There has been so far no complaint of our packing.
2) We are prepared to compensate you for the amount of ￡161.40 for the loss you sustained.
3) The damage is obviously due to very rough handling, so you are requested to take up the matter with the insurance company.
4) We are obliged to a claim against you for the loss we have thus sustained.
5) Our manufacturers will not consider your proposal unless they are duly compensated for the loss incurred by the end of this month.
6) We regret our inability to accept your claim because the goods were in apparent good order and condition when they were loaded on board the ship.
7) Obviously, the serious damage to the two cases was brought about during transit and that is a matter beyond our control.
8) Since the goods have been delivered on CIF basis, you are requested to refer the claim to the insurance company concerned.
9) We register a claim for US$500 and enclose herewith a survey report issued by SCIB.
10) We cannot but express our surprise at this unfortunate incident.
11) In spite of the unfortunate incident, we shall quote you favorable prices as usual.
12) Not only have you been unpunctual in effecting shipment, but also the goods you supplied are not up to the standard as well. We think it necessary for you to take measures to make up for the defects.
13) We shall take every step necessary to prevent a repetition of similar incidents in future.
14) Upon its arrival in London on board the S.S. Cornea, it was found, much to our regret, that about 50% of the cases were leaking. Closer inspection by the Health Officers showed that the contents were considered unfit for human consumption.
15) I have to remind you that our terms are CIF port of London. While we have full confidence in your Commodities Inspection Bureau, this is a case that occurred after their sampling and analysis at the factory. And the broken tins through careless handling and deterioration of the contents en route brought about this state of affairs.
IV. Write a letter of claim to the supplier covering the following contents:
Keys:
Dear Sirs,
We have just received the 50 cases of Chinaware shipped by M/S “President” under Order No. 123, but regret to inform you that 7 cases were broken and their contents badly damaged.
As you see our Survey Report stating the damage was attributed to improper packing. We must therefore lodge a claim against you for damage and inspection fee of the goods amounting to US$10,000. We hope the matter will call your best attention.
Yours faithfully,
V. Write an English letter according to the following particulars:
Keys:
Dear Sirs,
We are pleased to enclose a Credit Note No.985 for US$95.00 in full payment of your claim for damage to your Order No.105. We realize only too well that we cannot make up for the inconvenience caused to you, but we will endeavor to satisfy and please you in every future transaction. We have been making every effort to see to it that the quality of the goods shipped from our factory merits your confidence by giving the best service, but difficulties sometimes do arise in spite of all precautions to prevent them.
We again appreciate your cooperation and we are certain that our friendly relation will continue to develop as in the past.
Yours sincerely,
Chapter Thirteen Agency
Section One Intrduction 概述
众所周知，国际贸易的大量交易可用各种代理方式来达成，当一家公司欲发展国外市场时，便经常借助于代表该公司的代理商去推销产品。现在，大多数发展中国家都愿意委托外国代理商和中间人来帮助开发海外市，因为这些代理熟知那些货物在什么地方有销路，什么价格最合适，因此，我们说代理商在国际贸易中扮演着越来越重要的作用。
在选择代理人时，不管是公司还是个人，公司应对未来的代理就其资格、经验和品行进行调查了解，如必须知道：
1) 他们的可靠性和财力情况；
2) 他们的市场联系状况以及销售机构效率情况；
3) 他们经营即将投放市场商品的技术能力；
4) 他们所担任的其他代理的性质及范围，尤其要注意是否与竞争产品之销售有联系。
在写代理这类信时，要注意以下几点：
1) 代理性质和期限；
2) 涉及的地区；
3) 代理人和委托人的责任；
4) 购货及销售方法。
Section Two Specimen Letters
Specimen 1
敬启者：
从贵国商会得悉，贵方是一家经销印花棉床单的公司。据悉，你方在纽约尚未有直接代理。今写信告知，我们愿为贵方效劳，担当你方的独家代理。
我们在此地有一个组织良好的销售机构，在全国各地有代表我公司的大量职员。经研究他们所提供的报告后，我们发现，因我方市场对你方产品要求甚殷，所以此地获利市场前景甚佳。
鉴于在推销此类产品方面我方有广泛联系并有多年经验，你我双方定能建立起令人满意的业务关系。我们认为，销售净额上给予我方5%的佣金较为合理。如能达成令人满意的条款，我方准备支付所有贷款，对此，我方要求给予2%的保付佣金。
如贵方欲了解我方的财务状况和信誉情况，请向中国银行纽约分行及我国其他商会咨询。
盼你方佳音。我方相信，就条款事宜，定能达成协议。
??启
(Reply)
敬启者：
兹确认由双方反复商谈达成的代理协议，希望这只是你我双方良好合作的开始，并期待与你公司合作愉快。在未拟订准备签订的合同之前，我们愿意确认双方达成的协议要点，即：
1） 代理处自1月1日起开始营业，为期2年，可以续约延长。
2） 我方将给予5%的佣金。
3） 代理处不能为你方自己的利益或其他商号或公司的利益，推销与我公司相竞争的产品。
4） 所有客户定单需尽快送给我公司，以便直接供应货物。
5） 未经我公司同意，不得给予或承诺任何客户赊帐条件。
6） 加信用担保代理佣金2%。
7） 所有运往英国Torquay的货物，均按船上交货价给佣金6%。
8） 协议项下的异议，由仲裁解决。
一俟收到你方来函确认上述各点，当即拟定合同，寄送你公司会签。
??启
Specimen 2
敬启者：
从驻贵国我方商务处得知贵公司名址，他们推荐公司为推销我方产品的代理。最近我们新开发了一种电动玩具，因而需要在贵地寻求一位代理。
从商务处得知，贵公司在推销方面有很高声望和良好信誉，故写信商讨代理事宜。我们希望，年营业额不低于500000美元，在执行所有定单时，我方愿以CFR价计算，给予5%的佣金。
如贵方有意担当我方代理，并认为上述营业额值得担当我方独家代理，敬请告知，不胜感激。我们相信，有你方作为我方代理，我们定能在贵国各地迅速建立起良好的市场
一俟受到贵方肯定答复，我方将草拟协议，并立即给贵方寄去，以供考虑。
??启
Specimen 3
敬启者：
在去年秋交会上，我们对贵公司的商品质量之高、设计之佳及价格之合理，颇有好感。看过贵公司的商品插图目录之后，深信贵公司的产在我地会有良好的销路。如果贵公司在此地还没有代理，我们有意做贵公司的独家代理。
我公司是本地主要家电用品进口商之一，已经营20多年，十分熟悉英国市场，与本地区许多批发商有密切的业务联系。深信，如给我方以经营你方货物的机会，将可获得双方都极为满意的结果。 请告货价、佣金率及支付条款，以便与客户洽淡定货事宜。
??启
Specimen 4
敬启者：
经由ABC公司介绍，我们得知你公司有可能接受我们300打男式衬衫的销售委托，并能以优惠价出售。
我们获知你公司在本地有着广泛的业务联系，并有良好的信誉，为此，我们打算发运下列300打男式衬衫,委托你公司寄售，请尽可能以有利的价格出售:
编号 1-40 100打 男式衬衫 白色
编号 41-70 100打 男式衬衫 奶油色
编号 71-100 100打 男式衬衫 混合色
上列货物,已于今日装上由本港直航你港的“唯多利亚”轮运往你处。随函附上寄售#5@p及提单副本, 请在货物受出之前予以投保，我们不想冒任何风险.
我们很想知道该货在你地的销售情况,因此，货物到达后,请尽可能告知有关情况。
??启
Specimen 5
敬启者：
兹告知你方，由维“多利亚”号货轮运来的100箱寄售的男式衬衫已按时抵达，连同所附寄售#5@p及提单，均已收到。货物到达后，经开箱发现非常适合我地市场销售，因此，相信我们定能很快找到合适的买主。无论如何，我们将尽最大努力予以销售，深信结果一定会使你方满意。
货物销出后，一定尽早告你有关情况
??启
Specimen 6
敬启者：
贵方5月22日来函收悉。为在贵方市场试销，对于#5@p，提单以及附带的其他单据副本上详细记述的商品，我们以通过轮船“玛利亚号”寄运。同时，应贵方的要求，对#5@p金额五十万六美元，我方已于本日向贵公司客户，西雅图市史密斯公司开出见票后30日付款的汇票。
我们希望该商品能状况良好地到达贵地，并能以好的价格售出。静候贵公司来函告知上述商品的销售情况。
??启
Specimen 7
敬启者：
[长征]货轮所载的50箱供圣诞节用的礼品，已全部售出，特此通知。从所附销售清单中可以看出，所有商品的售价均高于预估金额。一开始，就能向贵公司提供如此满意的报告，我们也很高兴。应付贵公司的净款，暂由我公司代为保管，听候贵公司的处理。我们希望贵公司对此能有所指示。
恭候来函。
??启
Specimen 8
敬启者：
贵公司20xx年4月23日函悉，通知寄售的60箱杂货，已由“玛利亚王子号”装运，并附有寄售#5@p及提单副本，已收悉。开箱后，我们发现该货物完好无损，非常适合我地市场。
因此，相信我们一定能很快找到合适的买主。无论如何，我们将尽最大的努力予以销售，相信结果一定会令贵公司满意。货物销出后，我们一定尽早向您报告结果。
??启
Section Five Exercises
I. Fill in the blanks with proper prepositions:
Keys:
1. for, of, for 2. to, in
3. for, in, for, on 4. by, from
5. of, of, on, by 6. in, for, with
7. for, in, to 8. With, to, for, for, for, in
9. on, at, of 10.With, to, for, to, by
11. of, at, for 12.in, of, from
13.with, of, in 14.of, to, of
15.of, in, to, to 16.on
17.in 18.on
19.against 20.about, against
21.at 22.by, on 23.by, for 24.at 25.of
26.to
27.for 28.under, at
29.under, covering 30.of, with
II. Fill in the missing words in the following blanks with the first letter given:
Keys:
(1) appreciate, appear, accept, articles, allowance, introduce, decline, parcels, consider, acceptance
(2)booked, herewith, duplicate, favor, established, stipulations, conform, amendments, assured, effect
III. Translate the following expressions into English:
Keys:
1 to apply for sole agency 2 general agent/agent general
3 manufacturer’s export agent 4 proposal for sole agency
5 to employ an agent 6 to entrust sb. with exclusive agency
7 to offer sb. as our sole agent 8 to seel an agent
9 clearing and forwarding agent 10credence commission
IV. Translate the following into Chinses:
Keys:
1.本协议于19xx年9月20日在中国青岛由有关双方在平等互利基础上达成，按双方同意的下列条件发展业务关系：
2. 甲方指定乙方为其独家代理，为第三条所列商品从第四条所列区域的顾客中招揽订单，乙方接受上述委任。
3.基于本协议授予的独家代理权，甲方不得直接或间接地通过乙方以外的渠道向新加坡顾客销售或出口
第三条所列商品，乙方不得在新加坡经销、分销或促销与上述商品相竞争或类似的产品，也不得招揽或接受以到新加坡以外地区销售为目的的订单，在本协议有效期内，甲方应将其收到的来自新加坡其他商家的有关代理产品的询价或订单转交给乙方。
4. 为使甲方充分了解现行市场情况，乙方承担至少每季度一次或在必要时随时向甲方提供市场报告， 内容包括与本协议代理商品的进口与销售有关的地方规章的变动、当地市场发展趋势以及买方对甲方按协议供应的货物的品质、包装、价格等方面的意见。乙方还承担向甲方提供其他供应商类似商品的报价和广告资料。
5. 乙方负担本协议有效期内在新加坡销售代理商品做广告宣传的一切费用，并向甲方提交所用于广告的声像资料，供甲方事先核准。
V. Translate the following letter into English:
Keys:
Dear Sirs:
We thank you for your letter of July 10th.
After paying due consideration to your proposal and investigating your business standing, we have decided to appoint you as our sole agent for the sale of Gold Brand Bicycles in the district you defined.
We are enclosing a draft agreement. Please go over it and let us have your comments. We assure you of our full cooperation.
Yours faithfully,
Chapter Fourteen Trade Forms
Section One Intrduction概述
随着我国改革、开放政策的深入实施，对外经济合作业务不断开拓，并日趋频繁。为此，本章收集下列九类有关对外经济合作的书信，使学生在这方面有一个比较清楚的概念：
1、来料加工 6、合资企业
2、补偿贸易 7、承包合作“交锁匙”工程
3、租赁 8、投标
4、寄售 9、向国外派遣中国专家
5、代理
显然，本章所涉及的业务活动范围很广，但我们对这一章不能安排太多的教学时间，这一章也不能占本
书太多的篇幅，我们只能在这里提供一些各级外贸公司面对的这方面的业务实例。
Section Two Specimen Letters
Specimen 1 (PROCESSING GOODS FROM BUYERS’ RAW MATERIALS)
(来料加工)
敬启者：
劳动手套
现通知：我方于今日航邮灰色二层革五块，请按所附样品制作P98252货号的手套。
这种手套是澳大利亚最大的B.H.P.公司所要。该公司是矿产公司，在所属的Port Kembla 炼钢厂生产钢材。该公司需要一种符合澳大利亚标准的一定规格的手套。
该项手套的皮面手掌从中指尖到手腕的尺寸为：205毫米。
请用我方所寄的皮革，按上述式样制作10副劳动手套。该手套的手面和手背的宽度均为125毫米，请告知制作者记住。
上述规格的手套，我们很可能获得40000打的订货。我们将从日本装运皮革给你。由于我们得知你们的新办工厂有能力生产该项手套，所以将尽力促成该批皮革的供应。
请速将制成的样品手套寄来，以便提供给澳大利亚的客户。对这种式样的手套，我们最少需要20000打，深信你们工厂一定很有兴趣为我们制作这批手套。
样品手套制成后，请告知生产费用。
盼早复。
??启
20xx年7月15日
Specimen 2 （COMPRENSATION TRADE）
(补偿贸易)
敬启者：
窗玻璃的补偿贸易
写本函的目的是想谈谈你我之间有关窗玻璃的业务问题。在过去，由于你我双方的共同努力，窗玻璃的业务进行得十分顺利。
但是，产品的质量不适合我们的需要。我们想在补偿贸易的基础上和你进一步开拓这种产品的业务。 对美国市场来说，对窗玻璃的需求量很大，我们深信在你们的协作下，窗玻璃在这里的销售量，必将迅速大量地增长。
我们正在尽最大的努力和你们协作，使窗玻璃的业务大幅度开展，以期达到我们双方共同的目标。我们已为你们工厂购买各种设备，增加品种、改进质量，并提高生产率；我们愿意以回购玻璃的方式，接受对该项设备的支付；我们也已与你方工厂协作，建议改良包装、做到运输集装箱化，该工厂显示协作精神，欣然接受我们的意见。
下次访问中国期内，我们愿意和你们讨论有关指派我方为在美国市场经销中国窗玻璃独家代理的问题。由于对这个问题过去已有讨论，因此，期望在下次访问期内能得到你们的正式任命。
??启
20xx年3月8日
Specimen 3 (LEASING)
(租赁)
敬启者：
我们有兴趣向你公司租赁设备和技术，在本市筹建一条水果加工生产线。
我们愿意在维修租赁的基础上和你公司签订租赁合约，即在合约期内，由你公司承担维修、保养、替换零部件、保险以及其他有关费用。
此外，租赁满期后，我们有权延长租赁期或买下有关的设备，价格由双方的专家共同核定，但不得超过原价的10%。
盼寄详细资料及优惠报价。
??启
20xx年4月5日
Specimen 4 (CONSIGNMENT)
(寄售)
敬启者：
我们得知你公司与本市的伊东公司有着广泛的业务联系，该公司向我们推荐，认为你公司有可能接受我们的销售委托，并能以善价出售。为此，我们打算发运下列30箱毛巾，委托你公司寄售，请尽可能以有利的价格出售：
编号 1-10 1000打 纯棉毛巾 白色
编号 11-20 1000打 纯棉毛巾 奶油色
编号 21-30 1000打 纯棉毛巾 混合色
上列货物，已于今日装上由本港直航你港的“玛丽亚”轮运往你处。随函附上寄售#5@p及提单副本，请在货物售出之前予以投保，我们不想冒任何风险。
我们很想知道该货在你地的销售情况，因此，货物到达后，请尽可能告知有关情况。
??启
20xx年9月15日
Specimen 5
(合资企业)
敬启者：
你方10月23日函已收到，谢谢。从来函得知你方有兴趣以合资企业形式在中国建设汽车零件制造厂并承询这项意愿的可行性。
谅你知道，中国一贯坚持开放政策，并积极主张吸收外资，以便在平等互利的基础上扩大和其他国家的经济合作和技术交流。中国许可外国公司、企业以及其他经济实体或个人和中国公司、企业以及其他经济实体共办合资企业。当前现行的有两类合资企业，一类是股权式合资企业（即合资企业）；另一类是契约式合资企业（即合作企业）。此外，尚有中国近海石油的联合勘探。合资企业的主要特点是：双方共同投资、共同管理、共负盈亏，从而也加强双方的业务合作关系。
我国政府于20xx年7月8日公布了“中华人民共和国中外合资经营企业法”。后来在19xx年4月4日，经第七次三届全国人民代表大会的修改。为了使你了解有关合资企业的条文，随函附上该企业法一份，以供细阅，并希望能得到你方的意见。
你方若有兴趣和我们合办合资企业，请告知你方有关商品类型、生产数量、原料销售渠道以及主要机器、设备等方面的尝试性意见，以便我们仔细研究你们的计划，并进一步探讨合资经营的事宜。
切盼答复。
??启
20xx年11月2日
Specimen 6 (COOPERATION ON “TURN-KEY” BASIS)
(承包合作“交锁匙”工程)
敬启者：
感谢你们对我方建设汽车装配厂有关合同草案所提出的意见和建议。
现在通知你们：经研究后，我们完全同意你们所提意见并准备将其列入合同。
同时，我们想再次指出：根据总承包建设汽车装配厂的我方合同草案，承包人承担组织和完成所有工程的全部责任。
建筑工程将由中国专家和根据分包合同雇用的地方公司联合完成。由这些公司完成的工程将接受中国高级专家的监督。专家的劳务费列入合同价格。我们已了解了这些公司，认为他们具备丰富的经验、一定的技术能力和足够的设备，
以完成我方准备委托的工程。
综上所述，请你方研究本函内容，如果同意，请电告何时签订合同。
盼早复。
??启
20xx年7月3日
Specimen 7 (TENDERING)
(投标)
敬启者：
确认我方今年2月15日致电你方，通知：我国政府已宣布就变电站的设计、设备的提供及其建筑工程举行公开招标。我们认为你方将会有兴趣参加招标。
请研究本函所附的招标文件。按代理协议规定，购买招标文件的费用由你方自理。
需要注意的是：提交报价的最后期限为今年5月21日。我们必须在最后期限10天内得到你方的报价，使我们能及时办理当地手续，并将你方报价提交招标委员会。
为了中标，希望你方提供为期7到10年年息不超过6%的商业贷款。
希望你方会对这方面的事务感兴趣。
??启
20xx年3月1日
Specimen 8 (SENDING CHINESE SPECIALISTS ABROAD)
(派遣中国专家出国)
敬启者：
为答复你方询问并确认与你方代表XXX先生的洽谈，现通知你方：我方应你方请求，派遣高级专家小组，为建造重型机器制造厂、完成工厂车间设备的调试和投产准备工作予以技术协助。
因建筑和安装工程必须完全符合交货人的设计，我方可以派遣进行设计人监督的专家，包括在上述专家小组内。
我方通常向国外派遣专家的基本条件如下：
你方应补偿我方的专家费用有：专家月工资（用美元支付），每位专家的安置费，按旅游标准计算的专家以及其家属从北京到某地往返机票费。
为专家在保险公司投保生产风险和事故风险。
此外，你方应保证供应中国专家，翻译及其家属的公寓住房。
你方还应保证提供中国专家在你国出差时所用的交通工具，并向他们提供免费医疗，包括住院治疗。 我方还想约定，若专家在某地工作期间患病，不应暂停支付患病期间的月工资。
所派遣专家的人数根据工程量而定，专家在贵国的工作期限将在洽谈时商定。
期待答复。
??启
20xx年4月3日
Section Five Exercises
I. Choose the best answer.
Keys:
d / c / b / d / a / c / a / c / a / a
II. After reading the following materials, you are required to find the Chinese/English equivalents in the tables below. Then you should put the corresponding letters in the brackets. Material 1
Keys: E / K / L / M / O / P / T / U / W / Y
Material 2
Keys: D / G / I / L / M / R / T / U / X / Z
III. Fill in the blanks with proper words:
Keys:
Dear Ms. Wan,
We have received your samples for the T-skirt you sent us.
On careful examination, we find everything satisfactory except for the Stitches, which are not what we expected. We attribute this shortcoming to the old type of sewing machine used by your manufacturers. You will notice from our sample that the shirt was sewn with a new type of sewing machine, the stitches being not only neat and fine but also attractive. Our clients in America are very particular about the quality of the shirts to be supplied. We feel sure the problem of stitches can easily be solved if the new type of machine is installed. The cost of the machine may be repaid by resultant products and the whole transaction can be carried out under compensation trade agreement. Enclosed is a catalogue and price list for Model BQ-496 sewing machine. We have in stock 100 machines, which can be shipped to you promptly. This is the very machine suitable for making our shirts, and the present price is HK $ 15,000 each CIF Shanghai, which we can assure you is the lowest obtainable. We wish to say this is a most advantageous deal you can ever have.
Please let us know if this proposal is acceptable to you and in the mean time let us have your best offer for the shirts based on our order of 3,000 to 3,500 dozen per month.
We await your early reply.
Yours faithfully,
IV. Fill in the blanks with proper prepositions:
Keys:
1) into, with, about, of 2) Regarding, as, in, at
3) as, for, in 4) to, for, Without, for
5) in, for, for, After, as 6) to, as
7) on, in 8) to, for, in, of
9) in, for, with, to 10) in, in, on, in
V. Translate the following passage into English:
Keys:
Counter-trade is an 'umbrella' (general) term covering all forms of trade whereby a seller (e.g. an exporter) or an assignee is required to accepted goods or services from the buyer (e.g. the importer or the importing country) as either full or partial payment. International counter-trade is a practice whereby a supplier commits contractually as a condition of sale to reciprocate and undertake certain specified commercial initiatives that compensate and benefit the buyer. While the manner in which the transaction is structured and the assets are exchanged may vary in different compensatory transactions such as barter, buyback, counter-purchase, and offset the distinctive feature of these arrangements, which is the mandatory performance element that is either required by the importer or is made necessary by competitive considerations. It is a peculiar form of transaction allegedly popular in less developed countries and in centrally planned economies. It is then often associated with policy objectives in these economies.
VI. Translate the following sentences into Chinese:
Keys:
1) 为了吸收外资，引进先进技术和设备，改进经营管理以及发展国家经济，我们将采用国际经济合作中通常采用的形式来为我们国家的社会主义建设服务。
2) 在合营期间，你们掌握的技术必须毫无保留地向我方公开。而且，任何有关技术转让的新技术或经过改进的技术必须交给我们的技术人员。
3) 我们欣悉你们考虑以补偿贸易的方式向我们供应设备及技术。在这方面，我们认为引进到我们国家的设备和技术必须按国际标准来衡量是真正先进的；并以回购的方式，用直接生产出来的产品支付该项设备和技术的费用。
4) 补偿贸易是当今国际贸易的最新方式之一。按照这种方式，机器、设备或技术的进口方式采用直接生产出来的产品用来全部或部分支付该项机器、设备或技术的费用。
5) 正如你所知，近来已形成惯例，即在“交钥匙”承包工程的基础上，承包工程完成后，在客户国内出售建筑设备以及未使用的材料。我们也打算在你国出售部分设备和材料。所有的设备都是适用的，并将附带成套的零部件一并出售，价格公道，并对设备进行适当折旧计价。
Chapter Fifteen Job-Application Writing in English
Section 1 Introduction概述
求职信的目的是帮助你得到那份你想要得到的工作，通常信中表明申请人想要得到的位置，告知对方你的能力，你可以做写哪些工作，申请人应该简单明确地告诉对方你所具有的资格、资历、成绩和目标，将自己最优秀的一面展现给对方。
一封好的求职信不一定要求必须得到某个职位，但要力争面试机会。不可能将申请人的全部情况都写进一封求职信中，但是，可以提供足够多的信息让潜在老板尽可能了解你，想要见你，想要与你交谈，希望发现你更多的优点。一封求职信远不仅仅只是希望得到一份工作，它可以表现你的能力，你的特殊经历，你的优秀个性和为人出事。这样一封信有可能为申请人提供机会，就象是在“销售自己”。
求职信要写得简洁易懂，亲切友好，但又不能省略重要部分，读起来能吸引人，版面清楚美观，一般化的东西尽量少用或不用，取而代之的是更加具体，符合你的特点和优势。求职信尽量打印，即使不能打印，也要写的整齐、清楚，以避免由于看不清而被忽视。
英语简历和汉语简历大有不同，下面几点有助于写好英文简历：
1简历一开始就要在简历顶部写明你的全名、地址、电话号码、传真或者电子邮件地址。
2列出教育背景。包括学历或证书，专业或主修课程，学校名称和与职业目标相关的课程。
3列出工作经验—有没有工资的都算上，全职的兼职的也都算上。写下职责、职位以及公司简单介绍。反正能包括的都包括！
4列出其他成就。包括曾参加过什么机构，服军役记录以及其他优秀成就。
5从这些列出来的东西中，挑选出和你现在申请的职位最相关的，然后突出这些内容，这些才是你简历的重点。
6写明职业目标。就用一句话来表达你想找一个什么样的工作就可以了。
7从你最近的工作经验写起。注明所在公司的专营和你的职责。尤其要写明和你申请的工作相关的那些职业技能。
8继续以时间倒序列出所有工作经验。记得突出那些和你现在工作相关的技能。
9总结你的教育经验，包括一些重要信息，如学历、课程、等这些可以和你申请的工作相关的信息。 10在特长这个栏目下，记得要写一些其他的相关信息，比如语言、计算机水平等。
11结尾要用这样的语句：REFERENCES Available upon request。（如需其他信息，请与我联系。）
12整个简历不要超过一页。如果你有好多好多年的工作经验都和现在申请的这个工作相关，那两页也可以接受。
（6个简历的翻译省略）
（自荐信封的翻译省略）
Section 3
当跨出校门，第一封你所要写的信，可能就是一封求职信。多数选择商业为事业的年轻人，即热切地希望开始工作。由于这种想法而发现自己正面临一项寻找职业的工作中，因为寻找工作本身就是一项“工作”。事实上，这项工作已成为高度专业化的职务。.
你的求职信本质上就是一封推销信——推销你个人的信函，以此方式你希望将自己推销给一位未来的雇主，尤其是你的信函以你的条件、特质及人格将你个人的服务提供出去。
你的求职信应该排除一切向雇主表示你是多么适合于此职务的所有无关资料。你是你自己的产品，你将自己放在这一市场上，试图以你对雇主的价值而说服他。你越是以销货者的立场出发，那么你的书信越是获得推销的吸引力。
Specimen Letter 1
敬启者：
本人获悉贵公司正在招聘一名具备一般商业经验的工程师，特备函申请此空缺。
我今年23岁，一九九七年毕业于密执安州州立大学。过去两年中受雇于美国食品公司，担任总工程师助理，职责是为主任工程师编写各生产部门的报告。因希望节省交通时间，故想在纽约谋得一职。随函寄上简历表及近照各一份。
如获面试，则感幸甚。如需保证人，本人也可提供。
??启
Specimen Letter 2
敬启者：
我希望能在贵公司谋得一份职业。我毕业于上海商学院，主修商业管理。
我今年刚满24岁，三个月前离开校门。求学期间还曾努力训练速记与打字，现在速记及打字各为每分钟90字和70字。
我相信我可以担任贵公司的任何工作，如蒙录用，愿意随时接受阁下指派。
承蒙阁下的关怀和礼遇，至此表示感谢。
??启
Specimen Letter 3
敬启者：
就象其他今年6月即将跨出校门的高中毕业生一样，我正在寻找我的第一份全天候的工作，我知道好的工作很少而且竞争极为激烈，但我相信我所具备的资格和下一个求职一样。在贵公司制造工厂内是否有一给予勤勉负责而想学习有关轮胎业的年轻男人的机会？
在过去4年，我在洛克维尔高级中学曾修过大学课程，直至最近我一直计划上工程大学，但此时发现除非我能够负担自己的经费，否则我不得不放弃深造的机会。
我明白想要在贵公司升级，必须有大学教育程度，但你可能需要一位聪明有头脑的人。
坦白地说，我希望能获得份差事，最好是在本区的制造公司内，这样可以允许我在东北大学夜间部进修工程学。
虽然我在高中并非是极出色的学生，但我通过所有的课程，某些课程还获得B，我所缺少的奖学金可以由勤勉、上进及决心中获得补偿，最后，我并非正在寻找容易的工作！
如能拨冗，我将非常高兴与你谈及我对公司的抱负与期望，在此附上履历表。
??启
Section Six Exercise
I. Fill in the blanks with proper words:
Keys:
Dear Sir,
I am a typist, but not an ordinary one! I like typing. I thoroughly enjoy it. I take pride in turning out clean, attractive, well-spaced copy.
It’s said England Bank wants a typist, I offer my qualifications in the hope you will consider me for the job.
I am 24 years of age, a high school graduate and a graduate of the National Business Institure where I studied stenography as well as typing. I can take dictation when required, and I can operate a teletype machine; but I specialize in typing.
For 2 years I typed manuscripts for Mr. Charles Weston, writer of mystery stories.
When Mr. Weston went to Hollywood, I joined the typing staff of Fred Olcott Associates, where I typed play scripts, synopses and reports. I was there for 3 years, then accepted the job I now hold with Lehn and Fisher, attorneys, where I am required to do the most exacting kind of legal typing.
It would be fascinating to type scripts again after a year of nothing but dull legal documents. I’d bring more than speed and efficiency to the job. I would bring a delightful new interest and enthusiasm – and that, of course, would mean more and better work for you.
Please check my former employers, including Lehn and Fisher who know about this letter. They will tell you I am conscientious, that I have an agreeable personality and appearance and that I get along well with everyone.
My telephone number is Lincoln 5-2046. I can start at once, if you like, as my present employers have known for some time that I plan to make a change.
Sincerely yours,
?
II. Fill in the blanks with appropriate prepositions:
Keys:
1. after / of
2. with / in / of / of
3. of / to / in / to / against / on
4. to / in / to / to / of / to / for
III. Translate the following sentences into English:
Keys:
1 I am applying for a position which will utilize my educational background in biology, with prospects of promotion.
2 I have got four years of experience in marketing, in addition to a bachelor's degree in management with major in marketing. I also like to be challenged with a responsible job. 3 I have got three years of successful job experience ranging from sales responsibilities to management of marketing department. Now I am qualified with the adaptable, versatile, industrious capability.
4 With good university education in Japanese and experience of my major combined with practical experience in translating business documents I can worked as an interpreter in Japan for a Chinese investigation group for three months.
5 I have got to know from your advertisement that your company needs an accountant. You indicated that you require the services of a competent person, with thorough training in the field of cost accounting. Please consider me an applicant for the position. Here are my reasons for believing I am qualified for this work.
6 If my application has convinced you of my ability to satisfy you, I should welcome the opportunity to talk with you so that you may judge my personal qualifications further.
7 Because I am very desirous of receiving actual experience in accounting during July and August, I am writing to inquire whether you will need the services of a young man with 3 years of educational training and some part-time experience. Perhaps I could fill in for one of your
office staff during the vacation period.
8 I want a job. Not any job with any company, but a particular job with your company. Here are my reasons: Your organization is more than just a business house. It is an institution in the minds of the American public. It has a reputation for fair play and honesty with both employees and customers alike.
IV. Translate the following letter into English:
Keys:
Dear Sirs,
On my graduation form college this fall, I am desirous of securing a position that will offer me opportunity in the field of import and export trading. Knowing something of the scope and enterprise of your huge export department, I thought perhaps you would keep me in mind for a possible opening.
I am strong and alert, and shall be twenty years of age in July next year. At present I am a student in the college of ?? but I shall graduate from the college this coming July, finishing the requirements in three years. I have had no business experience, but my college record has been good. A copy of my antecedents is enclosed for your reference.
Dr.B.Zhao, President of the college of ?? will be glad to tell you more about my character and ability, I shall be glad to call at any time for an interview.
Very truly yours,
V. Write a resume according to the following particulars:
Keys:
Yunfei Zhao
Apt．302
183 Taojin Road
Guangzhou 510095
Tel：7783456
Born：April 23，1979
Height：178 cm．
Weight：60kg．
Birth Place：Yunnan
Marital Status：Single
Job Objective: To apple experience and education to position In personnel administration in a Sino-American Joint venture．
Experience Pertinent To Objective
From August 2002 to Present Personnel Manager, Wanbao Electric Appliance Group Company. Responsibilities Include Conducting salary surveys, establishing salary ranges and progression rates for each level, making job evaluation plans，questionnaires, application forms, etc.,
recruiting new employees, formulating and revising training Programs, initiating and implementing programs to improve and utilize potential of staff members．
Education：
From September 1998 to July 2002, Majored in Personnel Administration at Guangdong Economic Management Cadre Institute．
Special Skills：
Fluent English（reading／writing/speaking）
Experienced In operation of IBM－PC（0520）microcomputer．
References：Upon request
Chapter Sixteen International Business Contracts in Writing
Section One Basic Concept of Contract 合同的基本知识
假如没有合同或协议去约束买卖双方，我们今天所说的商业就不可能成立。国际货物买卖合同是指营业地处于不同国家或地区的当事人之间所订立的货物买卖契约，合同双方都可受益。在国际贸易中，商务合同通常是指约束双方并具有法律效力的一种协议，根据该协议，卖方向买方承诺销售某种商品，买方向卖方承诺购买某种商品、转让或者接受某种工业产品或技术、或者提供还是接受某种服务，这种协定可以是正式的，也可以是非正式的，书面的或口头的，明了易懂。通常来讲，在国际贸易中所采用的合同都是正式的文字合同，这类合同一般由三部分组成：约首、约文和约尾。约首通常包括合同名称、合同号码、缔约日期、缔约当事人、缔约地点、当事人的合法依据、缔约缘由等。约文通常包括定义条款、一般条款、基本条款、有效期、终止、让与、不可抗力、适用的法律、仲裁、诉讼管辖、通知手续、完整条款、修改等。约尾通常包括文字效力、份数、见证人、附件、当事人签字、盖印等。
一份涉外合同所涉及到的内容可以归纳如下：
*合同名称及其编号；
*序言（约首）
*商品名称
*品质条款
*数量条款
*价格条款
*包装条款
*交货条款
*支付条款
*保险条款
*检验条款
*索赔条款
*仲裁条款
*不可抗力条款
*违约及解除契约条款
*其他条款
合同正文部分包括：1）买卖双方的全名和地址；2）所涉及的商品；3）双方同意的所有条款；4）合同
正本的分数，所使用的语言，有效期和合同可能的延期。在国际贸易中，进出口贸易书面合同的名称和形式，均无特定的限制。经常出现的名称有合同、确认书、协议书和备忘录。
合同和确认书可以由双方任何一方起草，分别称为售货合同/确认书、购货合同/确认书。不管它们有怎样的叫法，对双都有约束力。销售或购货合同或购货确认书正式，并且含有更多的细节。前者通常包含商品名称、规格、数量、包装、唛头、价格、装船、装运港、目的港、付款方法以及有关保险、商检、索赔和不可抗力等条款，而后者只包含主要几项条款。再说，售货或购货合同对价值和数量较大的交易较为合适，因为合同制定了详细的条款以免产生争议。如果数量不大或交易是通过代理或独销协议来进行的话，人们就经常使用销售或购买确认书。(参见合同样板)
Section Two Main Features of International Business Contract 涉外合同的作用
商务合同是自然人或法人之间为实现一定的商务目的，按一定的合法手续达成的，规定相互权利和义务的契约，它对契约各方都具有法律约束力。值得注意的是，合同并不一定具有Contract 或Agreement字样。在商务活动中，只要一方当事人对某项合法交易提出条件，即发出要约，而另一方当事人明确地接受了该要约，一项具有法律约束力的合同即告成立。因此，您在商务交往中所写的信函，所发的传真等都很有可能是即将达成的合同的有效部分。一个承诺或者协议就是报盘和承诺达成一致的结果。当一个协议达成，一个合同形成，就意味着产生了强制性的法律责任。
合同的重要性在国际销售活动中不可轻估。这份合同通常是双方提及到各自清晰的责任、在争议时的解决方法等的文件。这合同同时也是维持双方所定义的关系的一种“存在证明”。所以出口商应该避免将合同仅仅看成是交易开始和开展的文件而忽略了合同的重要性。合同应该由一个在当地有熟悉法律背景的人起草，并且要有一个清晰的概念关于不同服务的实施等等。例如，合同会有一个条款保护出口商免于索赔，如果该商品的变化是由于出口商不能他控制的原因而引发的，同时，还有另一个条款保护出口商因其他国家的印刷资料而引起的免于赔偿或责任或其他诉讼。
Section Three Categories of International Business Contract 涉外合同分类
我国《合同法》所说的合同，以是否有涉外因素，分为国内合同和涉外合同两类。所谓涉外合同，是指具有涉外因素的合同，即合同的当事人、合同的客体或者产生、变更、终止合同关系的法律事实中任何一个具有涉外因素的合同。在涉外合同中，最主要的是具有对外贸易性质的涉外合同（或称为对外贸易合同），它是指我国法人或者其他组织同外国的法人、其他组织或者个人之间为实现一定的经济目的而订立的合同。
与国内合同相比，涉外合同主要具有下列主要特征：
1) 合同具有涉外因素。涉外合同具有涉外因素这一特征，是涉外合同与国内合同最显著的区别。涉外合同的涉外因素一般包括下列三种情况：合同的主体（即当事人）至少一方是外国人（含法人、其他组织和个人）；合同的客体位于本国境外或者超过本国国境；合同的某种法律事实发生于境外。
2) 合同中我方当事人多为我国法人或者其他组织；至于我国公民个人，在目前条件下除了可以成为国际客运合同的当事人外，一般只能作为非对外贸易性的涉外合同的当事人，如作为涉外赠与合同的一方当事人等。
首先需要指出的是，在涉外合同分类问题上，《合同法》分则规定的十五种基本类型的有名合同同样适用于涉外合同的划分。除了《合同法》分则规定的有名合同外，涉外合同还有其他种类的合同。
随着对外开放政策的贯彻落实和对外经济技术交流与合作的发展，我国的涉外合同不仅数量增长快，而且种类也在不断增加。根据《合同法》和其他涉外法律的规定，结合涉外合同当事人权利、义务内容的不同，可以把我国目前的涉外合同（其中主要是涉外合同）分为以下主要种类：
国际货物买卖合同（含成套设备供应合同）、中外合资经营企业合同、中外合作经营企业合同、中外合作勘探开发自然资源合同、涉外借款合同、涉外租赁合同、涉外技术合同（包括涉外技术转让或者引进合同、涉外技术服务合同等）、国际工程承包合同、涉外承揽合同、国际劳务合同、补偿贸易合同、涉外保
险合同、涉外仓储合同、涉外保管合同和涉外委托合同、涉外赠与合同、国际运输合同等。
Section Four Language Features in the Contracts
1 The use of words 用词方面
（1）Often use of formal or legal terms, eg. 多用正式或法律上的用词，比如：
At the request of Party B, Party A agrees to send technicians to assist Party B to install the equipment. 应乙方要求，甲方同意派遣技术人员帮助乙方安装设备。
In the sentence, “assist” is more formal than “help”. More examples:
在这句中，assist比help更常用。再如：
1）The personnel shall not to partake in any political activities in Iraq. (take part in ) 所有人员不得参加伊拉克国内的任何政治活动。
2）The Employer shall render correct technical guidance to the personnel. (give)
雇主应该对有关人员给予正确技术指导。
3）Party A shall repatriate the patient to China and bear the cost of his passage to Guangzhou. (send back)
甲方应将病人遣返中国并负责其返回广州的旅费。
4）In case one party desires to sell or assign all or part of its investment subscribed, the other party shall have the preemptive right. (transfer)
如一方想出售或转让其投资的全部或部分，另一方有优先购买权。
5）In processing transactions, the manufacturers shall never have title either to the materials or the finished products. (ownership)
加工贸易中，厂方无论是对原料还是成品都无所有权。
Different with oral statements legal contract is a formal written document, the use of formal and legal terms is necessary. Drafters of the contract should pay much more attention to this area of study
与口头表述不同，合同是法律性的正式书面文件，使用正式的、法律的用词是必要的。合同起草者应多加强这方面的学习。
（2）The prefix of “here”, “there”, “where” is often used.
多使用“here”，“there”，“where”等前缀。
hereafter = after this time 今后
hereby = by means/reason of this特此
herein = in this 此中，于此
hereinafter = later in this contract 在下文
thereafter = afterwards 此后，后来
thereby = by that means 因此；由此；在那方面
therein = from that 在那里；在那点上
thereinafter = later in the same contract 以下；在下文
whereby = by what; by which由此；凭那个
wherein = in what; in which 在哪里；在哪点上
（3）“Shall” and “will” or “should” are often used to mean strengthening tone. 多用“shall”代替“will”或“should”加强语气和强制力。
This Contract shall be written in English in four copies. Each party shall keep two copies.本合同应以英文写成，一式四份，双方各持两份。
合同中，shall并非单纯表示将来时，而常用来表示法律上可强制执行的义务，具有约束力，宜译为“应”、
“应该”、“必须”；will无论语气还是强制力要比shall弱，宜译为“将”、“原”、“要”；should通常只用来表示语气较强的假设，比如“万一”。
2 The expressions of words 用语方面
（1）To be rigorous and clear 力求严谨，明白无误
1）The following documents shall be deemed to form and be read and construed as an integral part of this Contract.
下列文件应被认为、读作、解释为本合同的组成部分。
2）This Contract can only be altered, amended or supplemented in accordance with documents signed and sealed by authorized representatives of both parties.
本合同只能按照双方授权代表签名盖章的文件进行修改或增补。
3）All activities of ABC Co., shall be governed by the laws, decrees and pertinent rules and regulations of China.
ABC公司的一切活动必须受中国的法律、法令和有关规章条例的管辖。
（2）Active voice is more used than passive voice.
多用主动语态，少用被动语态。
Party B is hereby appointed by Party A as its exclusive sales agent in Singapore. (Worse) 乙方被甲方委托为在新加坡的独家销售代理商。（不宜）
Party A hereby appoints Party B as its exclusive sales agent in Singapore. (Better) 甲方委托乙方为在新加坡的独家销售代理商。（适宜）
（3）Present tense is used instead of future tense even though many article stipulations are to be set forth for future matters.
多用现在时，少用将来时，尽管很多条款规定的是合同签订以后的事项。
1）Licensee may terminate this Contract 90 days after a written notice thereof is sent to Licensor upon the happening of one of the following events:
当有下列事件之一发生，被许可人提前90天向许可人发出书面通知后，可以终止合同。
2）Licensor becomes insolvent or a liquidator of Licensor is appointed.
许可人无力偿付债务或其破产清算人以被指定。
3）The patent described in Article 2 is not issued within 30 days from signing this Contract.
第二条规定的专利未在签约后30天之内发布。
（4）Direct expressions are used more than indirect expressions.
直接表达方式用得多，间接表达方式用的较少。
1）This Article does not apply to bondholders who have not been paid in full.（Less used）本条款不适用于尚未全部偿付的债券持有者。
2）This Article applies only to bondholders who have been paid in full.（More used）本条款只适用于已全部偿付的债券持有者。
（5）Try to use verbs and avoid using “verb+noun+preposition” structure.
尽量使用一个动词，避免使用“动词+名词+介词”的同意短语。
1）Party A shall make an appointment of its representative within 30 days after signing the Contract.
甲方应于签约后30天内指派其授权代表。(It is better use “appoint”, not use “make an appointment of”)
2）Party A will give consideration to Party B’s proposal of exclusive agency.
甲方愿意考虑乙方独家代理的建议。(To replace “give consideration to” with “consider”). Section Five Sample Contracts
涉外合同样本
1 Purchase Note
日期：
Date:
买方：
The Buyers:
卖方：
The Sellers:
双方同意按下列条款由买方售出下列商品：
The Buyers agree to buy and the Sellers agree to sell the following goods on terms and conditions as set forth below：
（1）商品名称、规格及包装 Name of Commodity, Specifications and Packing
（2）数量Quantity
（3）单价Unit Price
（4）总值Total Value（装运数量允许有××%的增减。）（Shipment Quantity××% more or less allowed。）
（5）装运期限Time of Shipment
（6）装运口岸Port of loading
（7）目的口岸Port of Destinations
（8）保险由卖方负责，按本合同总价110%投保_____险。
Insurance to be covered by the seller for 110% of the invoice value against _______.
（9）付款
凭保兑的、不可撤销的、可转让的、可分割的即期有电报套汇条款。出票____天期付款信用证，信用证以_____为受益人并允许分批装运和转船。该信用证必须在______前开到卖方，信用证的有效期应为上述装船期后第15天，在中国______到期，否则卖方有权取消本售货合约，不另行通知，并保留因此而发生的一切损失的索赔权。
Terms of Payment：
By confirmed, irrevocable, transferable and divisible letter of credit in favour of _____payable at sight with TT reimbursement clause/___days’/sight/date allowing partial shipment and transshipment. The covering Letter of Credit must reach the Sellers before _____and is to remain valid in _____. China until the 15thday after the aforesaid time of shipment, failing which the Sellers reserve the right to cancel this Sales Contract without further notice and to claim from the Buyers for losses resulting therefrom.
（10）商品检验 Inspection
以中国________所签发的品质，数量（重量）包装卫生检验合格证书，作为卖方的交货依据。
The Inspection Certificate of Quality/Quantity/Weight/Packing/Sanitation issued by ____ of China shall be regarded as evidence of the Sellers’ delivery.
（11）装运唛头：Shipping Marks
其他条款：OTHER TERMS：
1. 异议：品质异议须于货到目的口岸之日起30天内提出，数量异议须于货到目的口岸之日起15天内提出，但均须提供经卖方同意的公证行出具的检验证明。如责任属于卖方者，卖方于收到异议20天内答复买方并提出处理意见。
Discrepancy：In case of quality discrepancy, claim should be lodged by the Buyers within 30 days after the arrival of the goods at the port of destination, while for quantity discrepancy, claim should be lodged by the Buyers within 15 days after the arrival of the goods at the port
of destination. In all cases, claims must be accompanied by Survey Reports of Recognized Public Surveyors agreed to by the Sellers. Should the responsibility of the subject under claim be found to rest on the part of the Sellers, the Sellers shall, within 20 days after receipt of the claim, send their reply to the Buyers together with suggestion for settlement.
2. 信用证内应明确规定卖方有权可多装或少装所注明的百分数，并按实际装运数量议付。（信用证之金额按本售货合约金额增加相应的百分数）
The covering Letter of Credit shall stipulate the Sellers’s option of shipping the indicated percentage more or less than the quantity hereby contracted and be negotiated for the amount covering the value of quantity actually shipped. (The Buyers are requested to establish the L/C in amount with the indicated percentage over the total value of the order as per this Sales Contract.)
3. 信用证内容须严格符合本售货合约的规定，否则修改信用证的费用由买方负担，卖方并不负因修改信用证而延误装运的责任，并保留因此而发生的一切损失的索赔权。
The contents of the covering Letter of Credit shall be in strict conformity with the stipulations of the Sales Contract. In case of any variation there of necessitating amendment of the L/C, the Buyers shall bear the expenses for effecting the amendment. The Sellers shall not be held responsible for possible delay of shipment resulting from awaiting the amendment of the L/C and reserve the right to claim from the Buyers for the losses resulting therefrom.
4. 除经约定保险归买方投保者外，由卖方向中国的保险公司投保。如买方需增加保险额或需加保其他险，可于装船前提出，经卖方同意后代为投保，其费用由买方负担。
Except in cases where the insurance is covered by the Buyers as arranged, insurance is to be covered by the Sellers with a Chinese insurance company. If insurance for additional amount and/or for other insurance terms is required by the Buyers, prior notice to this effect must reach the Sellers before shipment and is subject to the Sellers’ agreement, and the extra insurance premium shall be for the Buyers’ account.
5. 因人力不可抗拒事故使卖方不能在本售货合约规定期限内交货或不能交货，卖方不负责任，但是卖方必须立即以电报通知买方。如果买方提出要求，卖方应以挂号函向买方提供由中国国际贸易促进委员会或有关机构出具的证明，证明事故的存在。买方不能领到进口许可证，不能被认为系属人力不可抗拒范围。
The Sellers shall not be held responsible if they fail, owing to Force Majeure cause or causes, to make delivery within the time stipulated in this Sales Contract or cannot deliver the goods. However, the Sellers shall inform immediately the Buyers by cable. The Sellers shall deliver to the Buyers by registered letter, if it is requested by the Buyers, a certificate issued by the China Council for the Promotion of International Trade or by any competent authorities, attesting the existence of the said cause or causes. The Buyers’ failure to obtain the relative Import Licence is not to be treated as Force Majeure.
6. 仲裁：凡因执行本合约或有关本合约所发生的一切争执，双方应以友好方式协商解决；如果协商不能解决，应提交中国国际经济贸易仲裁委员会，根据该会的仲裁规则进行仲裁。仲裁裁决是终局的，对双方都有约束力。
Arbitration: All disputes arising in connection with this Sales Contract or the execution thereof shall be settled by way of amicable negotiation. In case no settlement can be reached, the case at issue shall then be submitted for arbitration to the China International Economic and Trade Arbitration Commission in accordance with the provisions of the said Commission. The award by the said Commission shall be deemed as final and binding upon both parties.
7. 附加条款（本合同其他条款如与本附加条款有抵触时，以本附加条款为准。）。
Supplementary Condition (s) (Should the articles stipulated in this Contract be in conflict with the following supplementary conditions, supplementary condition(s)should be taken as valid and binding.
卖方（Sellers）: 买方（Buyers）：
2 Consignment Contract
ABC公司，注册地在中国上海××（以下称寄售人），与XYZ公司，注册地在**（以下称代售人），按下列条款签订本协议：
This Agreement is entered into between ABC Co., (hereinafter referred to as the Consignor), having its registered office at _______, Shanghai, China and XYZ CO., (hereinafter referred to as the Consignee), having its registered office at_______, on the following terms and conditions:
1 寄售人将不断地把××（货物）运交给代售人代售。货物价格为市场CIF市价，约隔90天运交一次。 The Consignor shall from time to time ship ______ (commodity) to the consignee on Consignment basis at the prevailing international market prices on CIF terms. The interval between each shipment shall be approximately ninety days.
2 代售人在征得寄售人对价格、条款等同意之后，必须尽力以最好价格出售寄售商品。
The Consignee must try to sell the consignments at the best possible prices after obtaining the approval of the Consignor as to price, terms, etc.
3 开始阶段，每次船运货物的价格不得超过××美元，代售人未偿付的货款不能超过××美元。
Each shipment by ship at the initial stage will not exceed US $________ and the outstanding liabilities on the Consignee shall be in the vicinity of not more than US $ _______ only. 4 寄售人对赊销造成的坏账不负任何责任，代售人在任何时候均负有支付寄售人货款的义务。
The Consignor shall at no time be responsible for any bad debts arising out of credit sales to any _______ buyers. Making payments to the Consignor shall at all times be the sole responsibility of the Consignee.
5 代售人将接受寄售人开立的以代售人为付款人的90天远期汇票，年利×%。
The Consignee shall accept the Bills of Exchange drawn by the Consignor on him at 90 days’ sight with interest payable at ________ % per annual.
6 代售人以签字信托收据从寄售人银行换取包括提单在内的装运单据。
The Consignee shall collect the shipping documents including B/L from the Consignor’s bank against Trust Receipt duly signed by the Consignee.
7 寄售人负担货物售出之前的保险费和仓储费。
The Consignor shall absorb insurance premium and warehousing charges up to the date of delivery to customers.
8 寄售人必须遵守××政府的规章。
The consignor shall observe the regulations of the government of _________.
9 本协议英文正本两份，双方各持一份。
This Agreement is written in English, in two originals； each Party retains one copy. 10 双方确认上述内容，并于20xx年3月×日签字立约，以资证明。
As a token of acceptance, both parties have set their respective hands on this ______ day of May ,19______ with understanding and knowledge of the contents stated hereinabove. ABC公司：____________ XYZ公司：___________
（签字） （签字）
ABC Co. _____________ XYZ Co. ____________
(signature) (signature)
Section Eight Exercises
I. Translate the following sentences into English:
Keys:
1 A lawfully formed contract is legally binding on the parties. The parties shall perform their respective obligations in accordance with the contract, and neither party may arbitrarily amend or terminate the contract. A lawfully formed contract is protected by law.
2 A contract may be made in a writing, in an oral conversation, as well as in any other forms.
A contract shall be in writing if a relevant law or administrative regulation so requires. A contract shall be in writing if the parties have so agreed.
3 The terms of a contract shall be prescribed by the parties, and generally include the followings:
1) names of the parties and the domiciles thereof;
2) subject matter;
3) quantity;
4) quality;
5) price or remuneration;
6) time, place and method of performance;
7) liabilities for breach of contract;
8) method of dispute resolution.
The parties may enter into a contract by referencing a model contract for the relevant contract category.
4 The parties may prescribe a term for a contract. A contract subject to a time of commencement becomes effective at such time. A contract subject to a time of expiration is extinguished at such time.
5 An invalid or canceled contract is not legally binding ab initio. Where a contract is partially invalid, and the validity of the remaining provisions thereof is not affected as a result, the remaining provisions are nevertheless valid.
6 Parties to a foreign related contract may select the applicable law for resolution of a contractual dispute, except otherwise provided by law. Where parties to the foreign related contract failed to select the applicable law, the contract shall be governed by the law of the country with the closest connection thereto. For a Sino-foreign Equity Joint Venture Enterprise Contract, Sino-foreign Cooperative Joint Venture Contract, or a Contract for Sino-foreign Joint Exploration and Development of Natural Resources which is performed within the territory of the People’s Republic of China, the law of the People’s Republic of China applies.
II. Fill in the contact forms in English with the following particulars:
II. Fill in the contact forms in English with the following particulars:
Key
CONTRACT No.AC4789
Sellers: Beijing Light Industrial Products Import and Export Corporation
Buyers: General Trading Company , New York
The undersigned Sellers and Buyers have agreed to close the following transaction according to the terms and conditions stipulated below:
Commodity: “Meide” Brand Air-conditioner
Specifications: Model W30
Quantity: 1 000 Sets
Unit Price: At US＄90 each CIF New York
Total Valve: US＄90 000 ( Say US Dollars Seventy Thousand Only)
Packing: In carton cases
Shipping Mark: At Sellers’ option
Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk as per CIC dated 1st January , 1981.
Time of Shipment: To be effected not later than 31st March, 2008, allowing partial shipments and transshipment.
Port of Shipment: China Port
Port of Destination: New York
Terms of Payment: By irrevocable L/C at sight to reach the Sellers a month prior to the time of shipment and remain valid for negotiation in China until the 15th day after the final date of shipment.
Done and signed in Beijing on this 11th day of October, 2007.
III. Fill in the contract form with information gathered from the following correspondences Key
NO. 07/GT/21
SELLERS: Beijing Garments Imp/Exp Corp.
BUYERS: London Trading Co. Ltd.
This Contract is made by and between the Buyers and the Sellers, whereby the agree to buy and the Sellers agree to sell the under -mentioned commodity to the terms and conditions stipulated below:
Commodity Size Quantity
(daz) Price per doz CIF London Amount
Women’s Nylon Garments Small 15 US$80.00 US$1200
Women’s Nylon Garments Medium 16 US$120.00 US$1920
Women’s Nylon Garments Large 14 US$160.00 US$2240
Total Value:US$5360.00
Packing: In boxes of half dozen each and 10 dozen to a carton
Shipping Mark: At Seller’s option
Insurance: To be covered by the Sellers against All Risks and War Risk for 110%of the invoice value
Time of Shipment: In December allowing transshipment and partial shipments(During December with transshipment and partial shipments allowed)
Port of Shipment: China port
Port of Destination: London U.K.
Terms of Payment: By D/P60 days (By D/P at 60 days after sight)
Done and signed in Beijing on this 28th day of November 2007
IV. There are 20 sentences in this part. For each sentence there are four choices marked A,B,C and D. Choose the ONE that best completes the sentence.
Key
1.C 2.B 3.B 4.A 5.D 6.C 7.C
8.A 9.D 10.D
11.A 12.B 13.D 14.A 15.A 16.B 17.D
18.C 19.C 20.D