Chapter II Establishing Business Relations
Lesson One
Exercises
I. Translate the following expressions:
1.cotton piece goods 6. 另函
2.state-operated corporation ７. 供你方参考
3.import and export 8. 商务参赞处
4.business lines 9. 盼望
5.establish business relations 10. 最新的商品目录
II. Translating the following into English:
1.We are informed that _______________________________________(你公司是经营化工产品的国营公司).
2.We shall let you know our comments_________________________________(一俟收到你方的报价).
3.We are ______________________________________(专门从事中国工艺品出口).
4.We hope to _______________________________________________(与你们建立贸易关系).
5.________________________________(兹航寄) three sample books.
6.______________________________________________(我们已经和世界上一百多个国家的商号建立了关系) on the basis of equality, mutual benefit and exchange of needed goods.
III. Translate the following sentences into Chinese:
1.We have the pleasure of introducing ourselves to you as a state corporation specializing in the export business of canned goods, and express our desire to enter into business relations you.
2.Our company is one of the import and export corporations in Shanghai commercial circle authorized by the Ministry for Foreign Trade and Economic Cooperation. We have enjoyed a good reputation in the world market for a long time.
3.We are one of the leading exporters of first class cotton and rayon goods and are enjoying an excellent reputation through fifty years’ business experience.
4.Through the courtesy of the Chamber of Commerce in Tokyo, we have learned that you have been supplying the best quality foods all over the world.
5.We are desirous of enlarging our trade in various agricultural products, but unfortunately have had no good connections in the southern part of Russia. Therefore we shall be obliged if you kindly introduce us to some of the most capable and reliable importers.
IV. Translate the following sentences into English :
1.承蒙外国商会介绍得知你公司的名称地址。
2.我们将会航空邮寄样品一份。
3.我们对你方样本里的彩笔很感兴趣，请寄报价单来
4.现借此机会向贵公司介绍，我们是国营公司，专门经营工艺品。
5.我们是中国轻工产品的主要出口商之一，愿与你公司建立业务关系。
6.一俟获得新的供货，我们马上告知你方。
Key to Lesson One
I. Translate the following expressions into Chinese:
1. 棉布业务6.under separate cover
2. 国营公司7.for your reference
3 进出口8. commercial counselor’s office
4 业务范围9. look forward to
5 建立业务关系10. latest catalogue
II. Translating the following into English:
1. …you are a state-owned corporation dealing in chemicals.
2. …upon receipt of your quotation
3. …specializing in arts and crafts.
4. …establish business relations with you.
5. We are airmailing you…
6. We have established business relations with the firms of more than 100 countries in the world…
III. Translate the following sentences into Chinese:
1. 我们很乐意向你自我介绍, 我们是一家国营公司专门经营罐头食品出口业务，我们渴望和
你们建立业务关系。
2. 我们是国家对外贸易经济合作部批准成立的上海商业系统的进出口公司。我们在世界上一直享有很高的声誉。
3. 我们是一流棉布与人造丝业务的主要出口商之一，由于有五十年的业务经验使我们享有极佳的声誉。
4. 承蒙东京商会介绍，我们了解贵公司在世界各地供应高品质的食品。
5.我们渴望扩大各种各样的农产品范围，但遗憾的是我们在俄罗斯南部没有顾客，因此若能介绍该地区的一些最可靠的进口商将不胜感激。
IV. Translate the following sentences into English：
1. We owe your name and address to the chambers of commerce abroad.
2. We will send you a copy of sample book by airmail.
3. We are interested in the colorful pens in your sample. Please kindly send your quotations to us.
4. We avail ourselves of this opportunity to introduce you as a state-operated corporation specializing in arts and crafts.
5. We are one of the leading exporters of Chinese industrial products and are desirous of entering into business relations you.
6. We will let you know upon receipt of new supplies.
LessonTwo
Exercises
I. Translate the following expressions:
1.fall within the scope of our business activities 6. 销售代表
2.sister corporation 7. 信汇
3.open an account 8. 轻工产品
4.business background 9. 客观资料
5.refer to 10.商品交易会
II. Complete the following sentences in English:
1.We are interested in ___________(各种中国自行车). Please send us your pricelist for the goods.
2.____________________________(现随函寄去关于…的出口清单)of our chemicals.
3._____________________________(欢迎你方对…的询盘) for cotton piece goods.
4.Your letter may addressed to our liaison office in Alexander ________________________(已转交我们办复).
5.To acquaint you with the sewing machines we export now,____________________________ (我们寄两本目录册).
III. Choose the best answer:
( ) 1. We shall be glad to send you our lowest quotation _____ receipt of your detailed requirements.
a. on b. with c. in d. as soon as
( ) 2. We are a corporation,________ both the import and export of textiles.
a. handling in b. trading c specializing d. dealing in
( ) 3. If your price is reasonable, we shall _____ an order _______ you.
a. place/with b. make/from c. have/with d. take/for
( ) 4. Your letter of September10_______ to Fujian foreign trade corp. has been passed on to us for attention and reply.
a. addresses b. addressing c. addressed d. being addressed
( ) 5. We have been importers _______ foodstuffs for many years.
a. to b. of c. for d. on
( ) 6. One of our clients __________ Chinese black tea.
a. in the market for b. are in the market for c. is in the market for d. be in the market for
( ) 7. Please refer______ the pricelist enclosed.
a. to b. with c. for d. on
( ) 8. Please let us have a copy of your pricelist so that we may acquaint ourselves _________ your products.
a. to b. with c. for d. in
IV. Fill in the blanks in their proper form with the following words and phrases:
Dear Sirs,
Through the courtesy of your embassy in China, we learn that your firm ______________ establishing business relations with a Chinese firm to sell various light industrial products of your country to China.
We ______________import business for many years and _____________ all the major dealers here. We therefore, feel sure that we can sell large quantities if your offers _________. We would like you to _________ us a catalogue and pricelist, and possibly some samples of the goods that you are principally interested in selling, so that we can study the sales possibility in our market. As to our standing , please _____________ Bank of China, Beijing.
We _________ the pleasure of hearing from you.
Yours faithfully,
IV. Translate the following sentences into English :
1.我们盼望在交易会上再次见到你方代表。
2.希望能和贵方开启交易关系。
3.我们有把握销售你方的产品。
4.我们的产品质优价廉，在市场上很受欢迎。
5.你方10月5日致我总公司的信已转交我公司办理答复，因你所要的货属于我们经营范围.
6.至于我们的信用情况，请向中国银行上海分行咨询。
Key to Lesson Two
I. Translate the following expressions into Chinese:
1.属于我们的经营范围6. sales representative
2.兄弟公司7. T/T
3.开启账户8. light industrial products
4.业务背景9.objective information
5.查询、提交10.commodity fair
II. Complete the following sentences in English:
1.various kinds of Chinese bicycles
2.We are enclosing our export list
3.We welcome your enquiries
4.has been passed on to us for attention and reply
5.We are sending two catalogues
III. Choose the best answer:
1.a2. d3. a4. c5. b6 . c7. a8. b
IV. Fill in the blanks with the following words and phrases.
is interested in,are engaged in,are connected with,are favorable,send,refer to,
look forward to
V. Translate the following sentences into English :
1.We are looking forward to meeting your representative again at the fair.
2.We are in the hope of opening an account with you.
3.We have confidence in selling your product.
4.As our goods are both excellent in quality and very reasonable in price, they meet a warm reception in the world market.
5.Your letter of October 5 addressed to our head office has been passed on to us for attention and reply as the article you need is within our business scope.
6.As regards our financial standing, please refer to the Bank of China, Shanghai Branch.
LessonThree
Exercises
I. Translate the following expressions:
1.合理的价格 6. in confidence
2.执行合同 7.illustrated catalogue
3.信用调查 8.general idea
4.预先 9.financial standing
5.中国纺织品进出口公司 10.reference
II. Fill in the blanks in their proper form with the words or phrase given below:
1.As the items ______ within the scope of our business activities,we shall be pleased to enter to direct business relations with you.
2._________separate cover, we are sending you a pattern book .
3.Will you ______ a fountain pen this coming Sunday?
4.If you send us a catalogue by air, we shall ___________ very much.
5.Please _________ at what price your clients will place orders with us.
6.We ____________ your sending us a special offer for walnutmeat.
7.We would like to ________ you that a number of our clients ____________ Chinese Walnutmeats.
8.Our corporation ________________ exclusively the import and export business of light industrial products.
9.This information is given in _________________.
III. Rewrite the following underlined:
1. We have obtained your name and address from the Chamber of Commerce abroad.
2. We’ll take this opportunity to approach you for the export of our products.
3. We are sending you under cover our latest pricelist of our new products.
4. If you find any of the items interesting, please let us know.
5. We shall ship the goods upon receipt of your shipping instructions.
6. We are writing you in the hope of entering into business relations with you.
IV. Translate the following sentences into English :
我们是为了出口化工产品的事与你方联系的。
请告知你们目前对什么商品最感兴趣。
3.关于罐头食品，我们建议你们与天津食品进出口公司直接联系。
4.如能提供有关上述公司的资信状况，我们将不胜感激。
5.有关本公司业务概况的资料，请向中国银行北京分行及中国国际商业银行查询。
6.对你方提供的任何资料，我们都予以保密。
Skill Training for Establishment of Business Relations
Draft a letter to a company asking for establishing business relations:
Exercise I
Background: 上海新际公司（Shanghai Xinji I/E Corp.）系专营轻工业产品的一家国有进出口公司。成立于1986年，拥有注册资金人民币2000万元。十多年来，经营商品种类已增至上百种。现在仍不断致力于与国内生产厂家建立联系，向国外客户介绍中国高品质的轻工业产品。
请根据上述情景，代新际公司拟函，与Wit Ltd 公司联系，推荐上述产品，随寄公司目录，另寄样品。
Exercise II
Background: 20##年4月27日中国一家纺织品公司经L.R.Byron & Co.介绍，得知H.A.Cabell & Co公司名称和地址，为了与这家公司建立贸易关系，于是给该公司发了一封信函。
敬启者：
承蒙L.R. Byron & Co.介绍得知贵公司名称及地址，我们谨借此机会与贵公司建立贸易伙伴关系。
为使贵方了解我方目前可供出口的纺织品的大概情况，随函附上产品说明书及剪样小册子。
如贵公司对本产品感兴趣，请与我们联系, 我们会给贵公司以最低的报价并尽量满足你方的要求。
敬候佳音
谨上
Useful Expressions for Chapter II
We owe your name to the First Commercial Bank at your bank.
We understand that you are well experienced in the export of engineering equipment with service.
Through the courtesy of Mr. Freeman, we are given to understand that you are one of the leading importers of electric goods in your area and wish to enter into business relations with us .
On the recommendation of your Chamber of Commerce in London, you are prospective buyers of Chinese Sewing Machines.
Being specialized in the export of Chinese art and craft goods, we express our desire to trade with you in this line.
They are enjoying an excellent reputation.
You will be satisfied with our services
We enclose herewith a pamphlet introducing our business standing and outline, the complete catalogue of our goods, and some samples.
The American Consulate in Shanghai has advised us to get in touch with concerning…
Much to our regret, we are unable to do business with you direct, as wehave been represented by Messrs…in your city.
Key to Lesson Three
I. Translate the following expressions into Chinese:
1.reasonable price 6. 机密
2.execute an order 7. 插图目录
3.status enquiries 8. 大概了解
4.in advance 9. 财务情况
5.China Textile I/E corp. 10. 资信证明人
II. Fill in the appropriate word or words from the list:
1.fall2.under3.buy4.appreciate it5.advise6.appreciate7.inform; are in the market for 8.handles9.confindence
III. Rewrite the following underlined:
1. We owe your name and address to the Chamber of Commerce abroad.
2. We avail ourselves of this opportunity to get into touch with you for the export of our products.
3. We enclosing you our latest of pricelist of our new products.
4. Should any of the items be of interest to you, please let us know.
5. We should ship the goods as soon as we receive your shipping instructions.
6. We are writing you in the hope of establishing business relations with you.
IV. Translating the following sentences into English :
1. We approach you for the export of Chemicals.
2. Please inform us in which line you are most interested in .
3. As regards canned food, we recommend that you approach Tianjin Foodstuffs Imp/Exp Corporation direct.
4. We should highly appreciate it if you would inform us of the financial and business standing of the above firm.
5. As regards any information about the business standing of the firm, please refer to the Bank of China, Beijing and the International Commercial Bank of China.
6. Any information you may give us will be treated strictly in confidence.
Key to Skill Training
Draft a letter to a company asking for establishing business relations
Exercise I
上海新际进出口公司
SHANGHAI XINJI I/E CO.
Wit Co.Ltd
Seosomun-Dong, 2-gu
Chung-gu, Seoul, Korea
October 28, 1998
Dear Sir or Madam,
We learned from the International Department of Bank of China that you are a reputable distributor with extensive sales connections in your area. We write this letter with a view to entering into business with you in near future.
Established in 1986, we are a state-owned corporation specializing in the import and export of light industrial products with a registered capital of RMB 20 million. With years of effort we have expanded our business scope impressively and now we deal in nearly 100 kinds of merchandise. We’ve succeeded in establishing trade relationship with many advanced manufacturers in China and have introduced a lot of excellent products abroad. Enclosed please find our latest catalogue.
For your information, we recently launched a kind of table lighter, as a novelty decoration or a practical gift, which is of supreme quality and fine workmanship. Its exceptional material and unique style have evoked a good reaction in Japan. We have airmailed some samples to you and expect your favourble comments.
We are looking forward to your early reply.
Yours truly,
Shanghai Xinji Import & Export Co.
Exercise II
China National Textiles I/E Corp.
Shangdong Branch
52 Rehe Road,
Qingdao 266021
P.R China
April 27,2003
H.A Cabell & Co.
112 St.Louis Street
Croydon
England
Dear Sirs,
Your name and address has been introduced to us by L.R.Byron & Co. as a prospective buyer of Chinese textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.
In order to acquaint you with a general idea of the various kinds of Chinese textiles now available for export, we enclose a brochure and a sample-cutting booklet.
Should any of the items be of interest to you, please contact us. We will give you the lowest quotation and do our best to meet your requirements.
Your early reply will be highly appreciated.
Yours sincerely,
China National Textiles I/E Corp.
Chapter III ENQUIRIES, OFFERS AND COUNTER-OFFERS
Lesson Four
Exercises
I.Translate the following expressions into Chinese and then make sentences:
1.first enquiry2. supply sb. with sth
3.look forward to4. payment terms
5.as requested6.by separate mail
7.enjoy popularity8.expand one’s market
II.Fill in the blanks with appropriate prepositions:
1. ______ separate cover, we have already sent you samples of various sizes of shoes.
2. Chinese Black Tea enjoys a ready market _____Kuwait.
3. We prefer Red Leaf Brand______ Swallow Brand.
4. If you won’t ship the goods_____ the stipulated time, we shall have to file a claim with you.
5. We are ________receipt of your letter of May 4.
6. We would like to inquire ____ 500 sets of your Model No. 55 cassette recorder.
7. We are interested _____ your products and shall be pleased to have a catalogue_____ a price list.
8. We would like to have your price, shipping date and other terms of business ____ this article.
9. There is always a ready market here _____ your goods, if they are ____ good quality and competitive ______ price.
10. It will be appreciated if you will send us samples ______ airmail.
III.Translate the following sentences into English:
贵公司7月5日就砂糖的优惠条件的询盘收悉。
请寄送产品的详细资料，包括尺寸、颜色和最低价格，并附寄用各种质料制成的样品。
本地区对高质量的手套有着稳定的需求。
如能另邮寄来化工产品的目录本两本和价目单一份，不胜感激。
付款应以保兑的、不可撤销的信用证，凭即期汇票付款。
应贵方要求，兹另邮寄我公司最近的出口商品目录本及价目表。
我们接到贵方三月二十五日对我们核桃仁的询价单。
IV.Translate the following letter:
执事先生：
从澳大利亚驻北京大使馆得知贵公司是生产羊毛毛衣出口的。
此地对这种高级产品需求稳定，尤其是色彩鲜艳的。
如能收到贵方产品的目录本、出口价格和付款方式的详细资料以及各种样品，我们将不胜感激。
盼速复。
此致
Cromb 纺织品有限公司
72 Flint Street
Sydney, Australia中国纺织品进出口公司
李捷（经理）
20##年 11月22日
Key to Lesson Four
I. Translate the following expressions into Chinese and then make sentences:
1.首次询盘5.按照要求
2.向某人供应某物6.另邮
3.期望7.畅销
4.支付方式8.扩大市场
II. Fill in the blanks with appropriate prepositions:
1. Under 2.in3.to4.within5.in6.for7.in, with;
8. for9.for, of, in10.by
III. Translate the following sentences into English:
1. We have received your letter of July 5, enquiring about the best terms of sugar.
2. Please send us details of your products including size, colors, the lowest price and samples of different qualities of material used.
3. There is a steady demand for gloves of high quality in this district.
4. We shall appreciate it if you can send us under separate cover two catalogues and a price list of your chemical products.
5. Payment should be made by an irrevocable and confirmed letter of credit payable by draft at sight.
6. As requested, we are sending you under separate cover our latest catalogues and pricelist covering our exports.
7. We have received your enquiry of 25th March for our walnutmeat.
IV. Translate the following letter:
Dear Sirs,
We learn with pleasure from the Australian Embassy in Beijing that you are producing for export
wool sweater .
There is a steady demand here for high-class goods of this type, especially in brighter colors.
We would appreciate receiving your catalogue and full details of your export prices and terms of payment, together with any samples you can let us have.
We look forward to hearing from you.
Yours faithfully,
Lesson Five
A Specific Enquiry
Exercises
I. Translate the following expressions into Chinese and then make sentences:
1.send…by airmail 2. acquaint sb. with sth.
3.quote sb. a price 4.inclusive of
5.place an order 6.learn with pleasure
7.so as to 8.competitive and acceptable
II. Fill in the blanks with proper prepositions:
1. Quotations and catalogues will be airmailed to you _______receipt ______ your specific enquiry.
2. The buyer with whom we have discussed the business in native produce is interested _____ offers _____ both walnutmeat and walnuts.
3. Referring ______ your letter of October 6 enquiring _____ men’s shirts, we wish to inform you that this article falls ______the scope of business activities of China National Textiles Import and Export Corporation, ________ whom we have forwarded your enquiry _____ their attention.
4. There are two items _____ commission.
5. If your price is competitive enough, we shall be glad to place a substantial order ______ you _____ the said goods.
6. We are______ the market ____ electronic type-writers, and if your price is competitive and quality reliable, we shall place orders with you _____large quantities.
7. Would you please send us details _____ your various ranges, including sizes, colors and prices, and also samples of different qualities of material used.
8. We hope the above will be acceptable _____ you and await _____ interest your early reply.
III. Translate the following sentences into Chinese:
We wish to have your prices for 100 sets of your products for August shipment.
Please send us full details of your goods and give your earliest delivery date.
We have made an enquiry for your goods and should be glad if you would send us the samples you have in stock.
Your advertisement on “Commercial Weekly” of March 8 interests us and please let us have information as to the price, quality and full details of the goods.
5. We are one of the largest department stores here and believe there is a good market in our area for moderately priced goods of hand-made artificial leather bags.
6. While appreciating the good quality and fine style of your bicycles, we find the prices of your goods, especially the women’s bicycles, are too high to be competitive in our markets.
7. We are making you, subject to your acceptance reaching us not later than September 15, the following offer.
8 .Our prices are quoted on CIF Lagos basis. If you would prefer the goods to be sent by airfreight, this will be an extra charge.
9. We are sending you separately a copy of our latest price list giving CIF Amsterdam price
together with an illustrated catalogue for your reference.
10. We like the quality of your goods and also the way in which you have handled our inquiry, and would welcome the opportunity to do business with you.
IV. Translate the following sentences into English:
从纽约A.B.C.公司获悉，你公司出口尼龙床单和枕套。对上述品质优良价格公道的商品，本地区常有需求。
所附价格单和图解目录将给你提供有关你方最感兴趣的型号的具体情况。
目前我们对台布、餐巾感兴趣。如贵公司能寄来商品目录、商品样品及价目表，我们将不胜感激。
如果你方对我们的产品有兴趣，请尽快通知我方。一旦收到你方具体询盘，即寄送报价单和样品。
如能供应五千吨小麦，请告知付款方式和每吨的价格。
Key to Lesson Five
I. Translate the following expressions into Chinese and then make sentences:
1.航邮5.定购
2.使某人熟悉某事6.很高兴得知
3.向某人报价7.以便
4.包括8.具有竞争性和可接受的
II.Fill in the blanks with proper prepositions:
1.upon, of2. in, for3. to, for, within, to, for 4. of
5. with, for6.in, for , in7. of,8. to, with
III. Translate the following sentences into Chinese:
本公司希望得知贵公司产品100 套的价格及八月船期。
请惠寄贵公司产品的完整目录，并告知最早的交货期。
本公司已询价贵公司产品，若能寄送库存样品，不胜感激。
我们对你们在3月8日“商业周报”上所刊登的广告很感兴趣，现请告知该商品的价格、质量以及其他详细情况。
我公司是本地最大的百货公司之一，深信价格适中的人造革手提包在本地会有良好的销路。
我们非常欣赏你们自行车的质量和漂亮款式，但是我们认为你方自行车尤其是女式自行车价格太高，在我地市场缺乏竞争力。
现报盘如下，以贵方接受复函于9月15日前抵达我处有效。
我们的报价为成本加运保费拉各斯价。如果你方愿意我方邮寄该产品，我们将收取额外差价。
我们另邮寄出标有CIF阿姆斯特丹的最新价目表，以及一份插图目录供你方参考。
我们欣赏你方货物的质量以及你方对我方询盘的处理方式，并欢迎能有机会与你方做生意。
IV. Translate the following sentences into English:
1.We learn from A.B.C. Co. of New York that you are exporting Nylon bed-sheets and pillow-cases. There is a steady demand here for the above-mentioned commodities of high quality at moderate prices.
2.The enclosed price list and illustrated catalogue will give you details of the model in which you are especially interested.
3.At present, we are interested in tablecloth, napkin and shall be pleased if you will send us the catalogue, sample and price list.
4.Please let us know immediately if you are interested in our products. We will send you our price list and samples to you as soon as we receive your specific enquiry.
5.Should you be able to supply 5000 tons of wheat, please let us have your terms of payment and
price per ton.
Lesson Six
Exercises
I. Translate the following expressions into Chinese and then make sentences:
1.make sb. an offer2. be subject to
3.as follows4.in one’s favor
5.benefit from6.remain valid
II. Fill in the blanks with proper words:
(A)
Dear Sirs，
You were recommended to us by London Chamber of Commerce. We are _____ in your leather boots. We are wholesalers in the North of England and we think your articles could find a good _____ in our _______.
We would be very pleased to ______ your catalogue and price list.
If your price and terms _____ our requirements, we will be glad to start a business _____ with you.
We are looking forward to __________ an early reply.
Yours faithfully,
(B)
Dear Mr. Prentice,
Thank you for your _____ of April 3 about our T-shirts for men and women.
We have pleasure in _____ our latest catalogue and price _____. We hope you will find it of _____.
If you require any further ______ ,please do not hesitate to ______us.
Yours truly,
III. Correct the following mistakes:
We feel regrettable that we can’t make you an offer at present.
This company exports a large number of wool every year.
Since our products enjoy high reputation in the world market, it is reasonable that the price quoted by us is higher than others.
We are not available for export.
Our company trades in many countries for porcelain.
There are three commissions left unpaid.
Wool is one of the chief export of Australia.
Can you supply us this size of shoes?
IV. Translate the following sentences into English:
1.我们对蝴蝶牌缝纫机有兴趣，请报五十台实盘。
2．按照请求，现电传报盘三百辆飞鸽牌自行车如下,以你方十日内复到有效。
3.本公司在纽约的分处，请求提供要销售到中南美洲的5000 台电风扇的报价。请告知贵公司所能定期交货的数量，并报出CIF 洛杉矶的最优惠条件。
4.一俟收到你方订单，我们就将对此货报盘，以未出售为有效。
5.由于此货需求量很大，我们建议你方从速接受我方报盘。
V. Translate the following letter into English:
敬启者：
为复你方三月二十六日询价，现报盘如下，以我方最后确认为准：
4000打工作手套，每打……美元新加坡成本加运费净价，规格见附页，船期八、九月。付款要求以保兑的、不可撤销的信用证凭即期汇票支付，在装船前30天开出。另邮寄去各种尺寸的样品以及所需要的小册子。
若觉得上述报盘可接受，请来电以便我方确认。
Key to Lesson Six
I. Translate the following expressions into Chinese and then make sentences:
1.向某人报盘4.以……为受益人
2.以……为准5.获利
3.如下6.保留有效期
II.Fill in the blanks with proper words:
（A） interested; market; area; receive; meet; relationship; receiving
（B） enquiry; enclosing; list; interest; detail; contact
III.Correct the following mistakes:
We feel regretful that we can’t make you an offer at present.
This company exports a large amount/quantity of wool every year.
Since our products enjoy high reputation in the world market, it is reasonable that the price quoted by us is higher than that of others.
We have no available goods for export. Or: There are no goods available for export.
Our company trades in porcelain with many countries.
There are three items of commission left unpaid.
Wool is one of the chief exports of Australia.
Can you supply us with this size of shoes?
IV.Translate the following sentences into English:
1. As we are interested in “Butterfly” Brand Sewing Machines, please make us a firm offer for 50 sets.
2. As requested, we make you a fax offer for 300 “Flying Pigeon” Brand Bicycles as follows，subject to your reply reaching us within ten days.
3. Our New York branch has asked us for a quotation for 5000 units of electric fans to be sold in Middle and South American countries. Please let us know what quantities you can deliver at regular intervals, and quote your best terms CIF Los Angeles.
4. Upon receipt of your order, we will offer these goods subject to being unsold.
5. As the goods are in heavy demand, we would advise you to accept our offer without delay.
V. Translate the following letter:
Dear Sirs,
In reply to your enquiry of March 16 ,we are giving you an offer ,subject to our final confirmation, as follows:
Commodity: Working Gloves
Specifications: As per attached list
Quantity: 4000 dozen
Price: US$ … net per dozen CFR Singapore
Shipment: August/September
Payment: confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment.
Under separate cover, we have sent you samples of various sizes and the brochure required.
If you find the above acceptable, please fax us for confirmation.
Yours truly,
Lesson Seven
Exercise
I. Translate the following expressions into Chinese and then make sentences:
1.on the high side 2.in terms of
3.be reluctant to 4.measure up to
5.open up a market 6.compete against
7.in view of 8.reduce…by 4%
II. Fill in the blanks with proper prepositions:
1. We are pleased to receive your offer _____ the subject goods now available ____ export.
2.If your shirts agree______ the taste of our market, we feel confident _____ placing a trial order with you.
3.We confirm making you the following firm offer this morning _____ 200 metric tons of groundnuts, subject _____ your reply reaching here _____ the end of this week.
4.Considering the long business relationship _______ us, we have decided to offer you a special discount ______ 5% ______ an order ______US$ 5000.
5.____ your information, we have been overwheimed with inquiries ____ buyers in different countries, and expect to conduct business ______our level.
6. In view _____ what was mentioned above, we shall suggest _____ your interest that you may take full advantage ________ the market.
7. If your price were reduced _____10%, we would place a substantial order _____ your Laser Printer.
8.Although we are ____ urgent need of such product, we find your price too high and out of line ____ the prevailing market level.
III. Complete the following letters:
(A)
Dear Sirs,
We are in _____ of your letter dated March 21 and ,as requested, are airmailing you, under _____ cover, one catalogue and two samples for our cotton shirts. We hope they will _____ you in due course and will help you in making your selections.
In order to start a concrete transaction between us, we take pleasure in making you a __________ offer, subject to our final _________.
We trust the price and the quality will be ___________ to you and await with keen interest your trial _____.
Yours faithfully,
(B)
Dear Sirs,
We thank you for your _____ of November 3 in respect of “ACREX” cutlery, and have pleasure in stating that our catalogue prices will be reduced by 5% if your monthly orders amount ____$ 2500 in _____. This is absolutely the most favorable offer we can ________.
The catalogue enclosed sets out our ______ of payment in detail, and as our prices have been ______ to the limit you will understand that these terms must be strictly ________.
Yours faithfully,
(C)
Dear Sirs,
Re:: Woolen Carpet
Thank you for your letter of October 3, _____us woolen carpet .However, we very much regret to state that we find the______ is too high.
Information indicates that the same _____ made in China has been sold at much lower price. So if you should reduce your price _____ 3%, we might _____to terms.
Considering our long-standing business relationship, we make you such a ______. We hope you take our suggestion into serious consideration and give us your ______as soon as possible.
Yours faithfully,
IV．Translate the following sentences into Chinese:
We are in urgent need of the goods to meet our immediate requirements and shall be pleased to have your lowest price CIF Jilong for 5,000 dozen of your fountain pen subject to your fax offer here by August 10.
That price you have quoted is in excess of the market price here. Some reasonable discount is essential for sale in this market.
We believe that you have offered us your best prices acceptable to our market if we consider the present firm market. However our customers insist on some further reduction in prices and we request you to reconsider a further discount of 3% to conclude the business.
We have learned about your ideas on our prices. We’ve heard that our quotation is not low enough to meet your needs. However, our prices have been shaved as far as possible and further reduction may not be possible without sacrificing quality. In view of our long business relations with you, we have made up our mind to concede a further 1% discount.
We would like you to note that there is every possibility that some price cut will justify itself for an increase in business.
V. Translate the following letter:
敬启者：
你方5月4日有关激光打印机的报盘已收悉。
我们很抱歉地告知我们的客户认为你方的价格偏高，现在订购有些犹豫。虽然我们欣赏你方激光打印机的设计和款式以及你们处理我们询盘的方式，但由于竞争者正报给更低价，所以我们无法接受你方报价。
若贵方价格能降低10％，我们会向你方大量订购。
盼佳音。
Skill Training for Enquiries, Offers and Counter-Offers
Exercise I
Training Situations:
Mr. Lawrence, the general Manager of the United Textiles Company, Ltd. (26 Lawton Street, Liverpool, England), is a large dealer in textiles in England. He is interested in all Chinese silk products and now is approaching China National Import & Export Corporation, Shanghai Branch for an offer for specific products.
Training Material:
Hint 1: Interested in silk products and hope to receive the lowest quotation CIF London for 3,000 pieces silk carpet with details of discount and payment terms. Some catalogues and sample cuttings required.
Hint 2: US$125 per piece CIF London, subject to reply here before May 9. No discount. Payment by irrevocable L/C available by draft at sight is required. Catalogues and sample cuttings have been airmailed
Hint 3: Price is higher than those from other suppliers. Suggest a reduction of 10%, otherwise business is impossible.
Hint 4: The price of raw silk has gone up a lot. Besides, the quality is much superior to other makes. The price quoted is relatively favorable. Suggest early acceptance.
Hint 5: Difficult to push any sales at that price, suggest meeting each other half way.
Hint 6: Accept 5% reduction.
Training Requirements:
Divide the students into two groups. One group acts as the importer and the other as the exporter.
Among the above hints, which ones are from the exporter
and which ones are from the importer?
Compose a dialogue into several letters according to the above hints and what you have learnt from this chapter:
A letter from the importer to the exporter enquiring for 3,000 pieces silk carpet.
A letter from the exporter to the importer offering 3,000 pieces silk carpet together with some other useful information..
A letter from the importer to the exporter pointing out that the price quoted is too high and asking for a reduction of 10%.
A letter from the exporter to the importer accepting his counter-offer.
A letter from the exporter to the importer declining his counter-offer.
Exercise II
Specimen Letter for Optional Study
Asking For Proforma Invoice
January 27,2001
Li Du Silk Import & Export Corporation
918 Xinhua Road
Beijing
China
Dear Sirs,
Thank you for your letter of January 25 and the enclosed sample of silk bathrobe.
We now inform you that our customers are satisfied with your sample and make a bid at US$ 42.25 per dozen CIF New York. As they must get approval from the authorities for importing such goods, please send us your proforma invoice in triplicate for 3,500 dozen if you agree to the above so as to enable them to apply for the necessary import license. As soon as the said license is approved, an L/C will be opened in your favor.
Your full cooperation in this respect will be appreciated.
Yours faithfully,
Orient Trading Company, Ltd.
Training Situations:
Orient Trading Company, Ltd. Intends to import 3,500 dozen Silk Bathrobe from Li Du Silk Import & Export Corporation, Beijing, China. They write a letter to the exporter asking them to send a proforma invoice (details see the above specimen letter).
Training Requirements:
Ask the students to act as the exporter and go through the above specimen letter. Then fill in the following proforma invoice according to the text with the hints given below:
3,500 dozen Silk Bathrobe at US$ 42.25 per dozen CIF New York, size assortment 4/S, 4/M, 4/L per dozen, for shipment in April,2002. Payment is to be made by an irrevocable, confirmed L/C payable by draft at sight.
形式发票：
丽都丝绸进出口公司
LI DU SILK IMPORT & EXPORT CORPORATION
918 XIN HUA ROAD
BEIJING CHINA
TEL:0086(10)68394716编号
FAX:0086(10)68394717No.:_____
E-Mail: ldsilk@ctnet.com.cn
PROFORMA INVOICE
日期
Date:_____
To Messrs:
1.装船口岸2.到达口岸
FromTo
3.装船期限期收到可以转船及分批装运之信用证……天内装出.
Date of Shipment:Within … Days after receipt of L/C
allowing transshipment and partial shipments.
4.付款条件开给我方100%保兑不可撤销即期付款及可转证可分
割可转运可分批之信用证,并须注明可在上述装运
日期后十五天内在中国议付有效.
Terms of Payment: By 100% Confirmed, Irrevocable, Transferable
and Divisible Letter of Credit to be available
by sight draft and to remain valid for negotiation in China until the 15th day the aforesaid Time of Shipment and to allow transshipment and partial shipments.
5.保险按中国保险条款,投保一切险及战争险
Insurance:Cover all risks and war risk only as per the China Insurance Clauses
由客户自理
To be effected by the buyers
Useful Expressions for Chapter III
Please quote us your best price FOB Tianjin for 1,000 m/t Portland cement for shipment in June, 2002.
We shall appreciate your lowest quotation CIF New York for 2,500 dz. bed-sheets of the following specifications, inclusive of our 5% commission.
Details regarding specifications and designs will also be much appreciated.
Please send us some of your samples to acquaint us with the quality and workmanship of your supplies.
Should your price and delivery date be found acceptable, we will place a large order with you.
Full particulars as to prices, quality, quantity available and other relative information would be appreciated.
We shall be pleased to receive your order, which have our prompt and careful attention.
In reply to your letter of December 5, we are making you a firm offer, subject to your reply received by us before December 12, as follows:
Thank you for your enquiry for our motor helmet. Enclosed please find our latest price lists and brochures.
We now inform you that we are in a position to supply the goods enquired for in your letter of May 3.
Please let us know the quantity you need so that we can work out our CIF price.
As regards the prices of the goods specified below, we would refer you to our quotation sheet of November 16.
Complying with your request, we now offer without engagement the following goods.
We are pleased to send you herewith a copy of catalogue listing our complete line of chinaware. We hope you will find price, quality and design satisfactory.
In reply to your letter of June 20, we are enclosing some patterns of our goods with prices and date of delivery.
We are sure that our prices are competitive enough to attract your customers.
If your quantity is considerably large, we can offer you a 3% discount off the listed price.
The above offer remains open till the end of this week and will not be available once it elapses.
Unless otherwise stated or specified, all the prices quoted are net without commission.
As this is the only parcel available at present, you are requested to cable us your confirmation the soonest possible if you want to buy.
Goods from other sources are being offered at a price about 5% lower that that of yours.
We regret to point out that the price difference should in no case be as big as about 10%.
Owing to the rise in the cost, we are compelled to raise our price by 5% per dozen.
To make business possible, we are prepared to cut our price down to Stg￡67 per dozen CFR London.
If you agree to increase the amount of your order to …, we are prepared to allow you a special discount of 4% in our price.
We are afraid that we are not able to meet your request for a further reduction of 10% in our previous quotation.
What we have quoted is really the lowest, and, as such, we regret being in no position to reduce our price.
We regret our inability to accept your counter-offer as it is beyond what is acceptable to us.
Regarding your offer of Walnuts, we regret to say that it has failed to evoke any interest. Buyers are not disposed to operate in view of the downward turn of our market. However, as soon as there is a revival of demand, we shall be only too pleased to revert to this subject.
Since our prices are closely calculated, we regret being unable to grant the discount you asked for.
Key to Lesson Seven
I.Translate the following expressions into Chinese and then make sentences:
1. 价格偏高5. 打开市场
2. 根据6. 与……竞争
3. 不愿意7. 鉴于
4. 达到8. 减价百分之四
II.Fill in the blanks with proper prepositions:
1.on, for 2. with, of 3. for, to ,by 4. between, of, on ,for 5. For, from, at 6.of, in, of7. by, for8. in,with
III. Complete the following letters:
(A)receipt, separate, reach, special, confirmation, acceptable, order
(B)enquiry, to, value, make, terms, reduced, observed
(C)offering, price, carpet, by, come, counter-offer, reply
IV.Translate the following sentences into Chinese:
本公司迫切需要该物品，以应付紧急需求。烦请告知贵公司钢笔5，000 打， CIF基隆的最低价格，但请贵公司在8月10日前以传真报价为限。
贵公司开出的报价高于本地市场价格，若想在本市场销售，合理的降价是必要的。
若以目前市场的稳定性而言，本公司相信，贵公司已经提供了我方市场所能接受的最优惠的报价。然而，我方客户坚持进一步降价。请求贵公司考虑再降3％，以便达成交易。
本公司已获悉贵公司的理想价格，我方开价并未符合您的要求。然而，我方的价格已尽可能地压低，除非牺牲品质，否则进一步减价决不可能。但鉴于双方长久的贸易关系，我方决定进一步降价1％。
我公司希望贵公司明白，减价所造成的价格损失，将可由增加交易来弥补。
V.Translate the following letter:
Dear Sirs,
Thank you very much for your offer of May 4 for our Laser Printer.
We regret to inform you that our clients find your price on the high side and hesitate to place orders. Although we enjoy the design and style of your Laser Printer and the way you have handled our inquiry, we are not in a position to accept your offer at the price quoted, since the competitors are quoting a lower price.
If your price were reduced by 10%, we would place a substantial order with you.
We are looking forward to your favorable reply.
Yours faithfully,
Key to Skill training
形式发票：
丽都丝绸进出口公司
LI DU SILK IMPORT & EXPORT CORPORATION
918 XIN HUA ROAD
BEIJING CHINA
TEL:0086(10)68394716编号
FAX:0086(10)68394717No.: 2378
E-Mail: ldsilk@ctnet.com.cn
PROFORMA INVOICE
日期
Date:February 10,2001
To Messrs:
1.装船口岸2.到达口岸
From Chian To New York
3.装船期限期收到可以转船及分批装运之信用证30天内装出.
Date of Shipment:Within 30 Days after receipt of L/C
allowing transshipment and partial shipments.
4.付款条件开给我方100%保兑不可撤销即期付款及可转证可分
割可转运可分批之信用证,并须注明可在上述装运
日期后十五天内在中国议付有效.
Terms of Payment: By 100% Confirmed, Irrevocable, Transferable
and Divisible Letter of Credit to be available
by sight draft and to remain valid for negotiation in China until the 15th day the aforesaid Time of Shipment and to allow transshipment and partial shipments.
5.保险按中国保险条款,投保一切险及战争险
Insurance:Cover all risks and war risk only as per the China Insurance Clauses
由客户自理
To be effected by the buyers
Chapter IV Conclusion of Business
Lesson Eight
Exercises
I. Translate the following expressions into Chinese or vice verse:
1.initial order 6. 重复订单
2.outstanding order 7. 取消订单
3.from stock 8. 服装公司
4.acknowledge 9. 大量存货
5.substitute 10. 折扣
II. Fill in the blanks with correct forms of the words given below:
A. satisfy
1 The quality of your new product ___________ us in every respect.
2. We assure you that the goods will turn out to the ___________ of your end-users.
3. We are not quite __________ with the shipment.
4. We are confident that this order will be ___________ to you.
B. regard
1. In _________ to S/C No. 1360, please ship the goods without delay.
2. As _________ the balance, we ‘ll advise you the position in a few days.
3. We _________ this as a good beginning
4. We know nothing __________ the market condition there.
C. regret
We find it _____________that you failed to book the shipping space on ss “Asia”.
We expressed ____________ at the delay.
We are __________ that we can not supply the entire quantity required.
It is ____________ that the matter should still be hanging unsettled.
III.Write a letter ordering the items listed below, specifying quantity, unit price, total amount and terms of payment, shipment, etc.
品名数量货号价格价格条件
不粘锅350026”USD 121 per setCFRD3 Chicago
140030”USD 164 per setCFRD3 Chicago
付款方式：即期汇票信用证
装运时间：12月25日之前及时抵达
Key to Lesson Eight
I. Translate the following expressions into Chinese or vice verse:
1.首批订单6. duplicate order
2.未完成订单7. cancel order
3.现货/动用库存8.garments corporation
4.承认9. large stock
5.替代产品10. discount
II. Fill in the blanks with correct forms of the words given below:
A 1. satisfies 2. satisfaction 3.satisfied 4.satisfactory
B 1.regard2. regards3.regard4.regarding
C 1.regrettable2. regret3. regretful 4.regrettable
III. Write a letter ordering the items listed below, specifying quantity, unit price, total amount and terms of payment, shipment, etc.
Dear Madam,
In reply to your E-mail dated December 4, we are interested in the different sizes of nonstick frypans your offer. We have decided to book a trial order with you as follows:
CommodityQuantityItemUnit pricePrice term
Non-stick Frypans350026”USD121 per setCFRD3 Chicago
140030”USD 164 per setCFD3 Chicago
We place this order on the condition that shipment is effected in good time so as to reach us by December 25. We suggest payment by letter of credit against at sight. We would like to know if it is agreeable to you.
We are looking forward to your Sales Confirmation.
Yours faithfully,
Lesson Nine
Exercises
I.Translate the following expressions into Chinese or vice verse:
turn down an order6. 由“胜利”轮卸下
suspend an order7. 急需
book one’s order8. 供某人详阅
the captioned shipment9. 续订
expand our business10. 可供现货
II. Choose the suitable expressions for each blank.
We were satisfied with the products ________S/S Wanjie when your shipment reached us.
A. perB. ontoC. exD nearby
We would be _________ if you would send the goods as soon as possible.
A. appreciate youB. gratefulC. thank youD pleasing
3. As the captioned shipment is satisfactory to us, we wish to ______ with you.
Which of the following expressions is false?
A. place ordersB. book further ordersC have repeatsD repeat orders
4. “Agreeing on your offer, we have sent to you our purchase confirmation” means “we_________ your offer”.
Which of the following expressions is false?
A. acceptB. are accepting/ will acceptC. have acceptedD accept/ have accepted
5. Thank you for countersigning the sales contract. We are pleased to inform you that we have _________.
Which of the following expressions is false?
A. booked your orderB. accepted your orderC. confirmed your orderD. had your order
6 The shipment is of special __________ to us, for products are selling fast in the market.
A. interestsB. interestedC. interestingD. interest
7 Please supply the following items ________ the understanding that the commission is 5% on each in order no.256.
A .on the basis ofB. based onC. onD. on the terms of
8 We hope to book ________ you a repeat order __________ the following lines _____USD230 per set CIF London.
A .from, for ,atB. for, of ,onC. with, for ,atD. \, with, on
III. Translate the following sentences into English
这些是仅有的存货。
因制造厂接到订货太多，我们只能答应三月份装船。
订货太多，到年底交货的产品都已售完。
如果你没有“蝴蝶”牌缝纫机的现货，请告知其它牌子可供现货的规格及详细情况。
经过长时间友好的讨论，现达成一笔50000 条床单的交易。
我们高兴地确认从你处购进了300 吨钢板。
请放心，一旦新货源到来，我们立刻再重提此事。
Key to Lesson Nine
I.Translate the following expressions into Chinese or vice verse:
拒接订单6. ex.S.S “Victory”
暂停执行订单7.in urgent need of
接受某人订购/卖给某人8. for one’ perusal
标题项下的船货9. repeat order
扩大生意10. be available from stock
II. Choose the suitable expressions for each blank.
1.c2.b3.a4.b5d6.d7.b8c
III. Translate the following sentences into English
These are the only stocks available.
As our manufacturers are heavily committed, we can only undertake March shipment.
As a result of crowded orders, we have sold our all the goods scheduled for shipment within this year.
In case you have no more “Butterfly” Brand Sewing Machines in stock, please advise us with all particulars the specifications of any other brand which can be available from stock..
After long and friendly discussions we have now concluded a transaction of 50,000 pieces of Bed Sheets.
We have the pleasure of confirming our purchase from you of 300 tons of Steel Plates.
(or: weare pleased to confirm having purchased 300 tons of Steel Plates from you.)
Please rest assured that we shall revert to the matter with you as soon as the supply position improves.
LESSON TEN
Exercises
I.Translate the following expressions into Chinese or vice verse:
1.a purchase contract 6. 随后的修改
2.sales confirmation 7. 会签
3.for our file 8. 弥合差距
4.in triplicate 9. 设法
5.thanks to 10. 价格意见
II. Fill in the appropriate words or expressions listed in the box and put the letter into Chinese:
Dears Sirs,
Thank you for your letter of March 2 __________________ S/C No. 321 __________ one copy of which we have ______________ and are returning one copy ____________.
_______________ we have established the necessary L/C _______________. If the first shipment of 80 tons should_____________, we would most likely send you ______________ for another 50 tons.
We thank you again ______________.
Yours faithfully,
III. Fill in the blanks with suitable prepositions:
We appreciate your effort __________ pushing the sale of our products these years.
The L/C established ___________ our favour does not conform _________ the terms stated in our S/C.
Enclosed please find the duplicate __________ our counter-signature.
Your offer is not interesting ________ us.
We wish to invite your attention _________ the fact that the shipped goods are badly damaged _________ their arrival.
The L/C, we believe , will reach you _________ due course.
We have pleasure __________ sending you sales confirmation no.786 ______ duplicate _______3, 000 metric tons ________ soybean, one copy ________ which please sign and return to us ___________ our file .
IV. Translate the following into English:
如果你们认为没问题，我们希望你们签回销售合同的副本一份备查。
按你们的要求，我们随函寄去第 456 号销售确认书一式三份请查收。
我们同意按以下条款售出下列商品。
关于下季度我们需要的数量，我们希望你公司能设法给以报盘。为供参考我们愿订两万打。
我们已于十五日通过东京的中国银行给你方开出1758 号信用证。
很高兴地告知你们已按你们传真中列明的条款接受你们的订货了。
如无208型现货，请取消此订单。我们对任何代用品都不感兴趣。
质量必须与货样相符。
请放心，该货的装运，不会再有迟延。
Supplement
正本
(ORIGINAL)
合同
CONTRACT
No.
合同号：
日期：
Date:
卖方：中国矿产进出口公司
The Sellers：CHINA NATIONAL MINERALSIMPORT & EXPORT CORPORATION
ErhLiGou, Beijing
Telex: 22773MIMET CN22241 MIMET CN
22774 MIMET CN22190 MIMET CN
FAX: 8315079
买方：
The Buyers：
双方同意接下列条款出售由卖方出售，买方购进下列货物：
The Sellers agree to sell and the Buyers agree to buy the undermentioned goods on the terms and conditions stated bellow:
(5)装运期限：
Time of Shipment at:
(6)装运港：
Port of Loading：China ports
(7)目的港：
Port of Destination:
(8)保险：由卖方按发票金额110％投保
Insurance：To be effected by the Sellers for 110％ of invoice value covering
(9)付款条件
Terms of payment
凭保兑的、不可撤销的、可转让的、可分割的即期信用证在中国见单付款。信用证以卖方为收益人，并允许分批装运和转船，该信用证必须在装运月**天前开到卖方，并在装船后在上述装运港继续有效15天。否则卖方无需通知即可有权取消本合同，并向买方索取因此发生的一切损失。
By confirmed, irrevocable, transferable and divisible Letters of Credit in favourof the sellers payable at sight against Presentation of shipping documents in China, with partial shipment and transshipment allowed.The covering Letter of Credit must reach the Sellers xxx days before the contracted month of shipment and remain the right to cancel the contract without further notice and to claim against the Buyers for and loss resulting therefrom.
(10)单据
卖方应向议付银行提供已装船清单提单、发票、中国商品检验局或工厂出具的品质证明、中国商品检验局出具的树/重量鉴定书：如本合同按CIF条件，应再提供可转让的保险单或保险凭证。
Documents: The Sellers shall present to the negotiating bank, Clean On Board Bill of Loading, Invoice, Quality Certificate by the China Commodity Inspection Bureau or the Manufacturers, Survey Report on Quantity/Weight issued by the China Commodity Inspection Bureau, and Transferable Insurance Policy or Insurance Certificate when this Contract is made on CIF basis.
(11)装运条件
Terms of payment:
①载运船只由卖方安排，允许分批装运并允许转船；
The carrying vessel shall be provided by the Sellers. Partial shipments and transshipment are allowed.
②卖方于货物装船后，应将合同号码、品名、数量、船名、装船日期以传真通知买方。
The carrying vessel shall be provided by the sellers. Partial shipments and transshipment are allowed.
(12) 品质与数量、重量的异议与索赔：货到目的口岸后，买方如发现货物品质及/或数量/质量与合同规定不符，出属于保险公司及/或船公司的责任外，买方可以凭双方同意的检验机构出具的检验证书向卖方提出异议。品质异议需于货到目的口岸之日起30天内提出，数量/重量异议须于货到目的口岸之日起15天内提出。卖方应于收到异议后30天内答复卖方。
Quality/quantity/discrepancy and claim：
In case the quality and/or quantity/weight are found by the Buyers to be not in conformity with the Contract after arrival of the goods at the port of destination, the Buyers may lodge claim with the sellers supported by survey report issued by an inspection organization agreed upon by both parties, with the exceptions, however, of those claims forwhich the insurance company and/or the shipping company are to be held responsible. Claim for quality discrepancy should be filed by the Buyers within 30 days after arrival of the goods at theport of destination, while for quantity/weight discrepancy claim should be filed by the Buyers within 15 days after arrival of the goods at the port of destination. The sellers shall, within 30 days after receipt of the notification of the claim, send reply to the buyers.
(13) 人力不可抗拒：由于人力不可抗拒事故，使卖方不能在本合同规定期限内或者不能交货，卖方不负责任。但卖方必须立即通买方。如买方提出要求，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发生事故的证明文件。
Force Majeure: in case of Force Majeure, the Sellers shall not be held responsible for late delivery or non-delivery of the goods but shall notify the Buyers at once. The Sellers shall deliver to the Buyers by registered mail, if so requested by the Buyers, a certificate issued by the China Council for the Promotion of International Trade or/and compensation authorties.
(14) 仲裁：凡因执行本合同或与本合同有关事项取得协议时，则在被告国家根据被告仲裁机构的仲裁程序规则进行仲裁，仲裁决定是终局的，对双方具有同等的约束力。仲裁费用除非仲裁机构另有决定外，均有败诉一方负担。
Arbitration: All disputes in connections with this Contract or the execution thereof shall be settled by negotiation between two parties. If no settelement can be reached, the case in dispute shall then be submitted for arbitration in the country of defendant country. The decision made by the arbitration organizaton shall be taken as final and binding upon both parties. The arbitration expenses shall be borne by the losing party unless otherwise awarded by the arbitration organization.
(15)备注
Remarks:
卖方:中国矿产进出口公司
Sellers:CHINA NATIONAL MINERALS IMPORT & EXPORT CORPORATION
Skill Training for Conclusion of Business
ExerciseI
Fill in the contract form in English with the particulars given below
合同号码：95—05623
卖方：山东省轻工业品进出口公司
买方：里奥吐温（Leo Twin）公司，尼日利亚拉格斯
商品名称：“牡丹”牌收音机
规格： 7307 型
数量： 500 台
单价：每台成本加保险费加运费拉格斯80美元
总金额：40，000 美元
包装：用适合出口的木箱包装
保险：按百分之百CIF值加百分之十保一切险及兵险
装运港：中国广州
目的港：尼日利亚拉格斯
唛头：菱形内刷ABC
交货期： 20##年10月30日以前
支付条款：以即期的不可撤销的信用证
签约地点与日期：20##年3月25日于青岛
SalesContract
No.
Sellers:
Buyers
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 under-mentioned commodity according to the terms and conditions stipulated below:
Commodity
Specifications
Quantity
Unit price
Total value
Packing
Shipping mark
Insurance
Time of shipment
Port of shipment
Port of destination
Terms of payment
Done and signed in _________ on this __________day of _________ , 200_____.
Exercise 2
Filll in the contract form with the particulars from the following correspondence exchanged:
(1)Inquiry
July15,2003
ABC Trading Co. Ltd.
Shanghai, China,
Dear Sirs,
We are very much interested in importing your printed shirting displayed at GuangzhouFair. Therefore, we would appreciate your making us an offer on CFR basis including our commission of 5%.
If you can supply from stock we are prepared to order 100,000 yards for shipment to be made as early as possible by direct steamer to Hongkong.
As to payment, we would suggest that for this particular order you let us have D/P sight terms.
Yours faithfully.
XYZ TRADERS
HONGKONG
(2)Offer
July 22, 2003
XZY TRADERS
HONGKONG
Dear Sirs,
Thank you for your letter of July 15, inquiring for 100,000 yards Printed Shirting .
We are making you an offer, subject to your acceptance reaching us not later than August 8, as follows:
100,000yards of Art.No.185 Printed Shirting in blue and red colours, equally assorted, packed in cartons, at HK$17 per yard CFRC5% Hongkong for shipment from shanghai in October.
As we must adhere to our customary practice, we wish to state that payment should be made by confirmed irrevocable L/C available by draft at sight.
We look forward to your early reply.
Yours faithfully,
ABC Trading Co. Ltd.
(3) Acceptance
July 30, 2003
ABC Trading Co. Ltd.
Shanghai China
Dear Sirs,
We are pleased to confirmed our acceptance of your offer of July 22, 20## of 100,000 yards printed shirting Art.No.185 at HK$17 per yard CFRC5% Hongkong.
We are glad that we have been able to come to terms with you and are now arranging with our bank for the relevant L/C. When making shipment, kindly follow the shipping instructions enclosed. As to shipping mark, we’ll let you know soon..
Yours faithfully,
XYZ TRADERS, HONGKONG
Note:: This contract is signed on 15 AUGUST, 2003. The No. is 95-226.
Sales Contract
No.
Sellers:
Buyers
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 under-mentioned commodity according to the terms and conditions stipulated below:
Commodity
Specifications
Quantity
Unit price
Total value
Packing
Shipping mark
Insurance
Time of shipment
Port of shipment
Port of destination
Terms of payment
Done and signed in _________ on this __________day of _________ , 200_____.
Useful Expressions for Chapter IV
We are pleased to place an order with you for the following items on the understanding that they can be supplied from stock at the prices quoted.
Thank you for your quotation of March 5 and the samples of the footwears, we are pleased to place an order with you on the terms stated in your fax.
We are sending you our sales contract No. 5690 in duplicate. Please countersign and return one copy for our file as soon as possible.
If the first order is satisfactorily executed, we shall place repeat orders with you.
The chief difficulty in accepting your orders now is the heavy backlog of commitments. But you may rest assured that as soon as we are able to accept new orders, we shall give priority or preference to yours.
Your order is booked and will be executed with great care. Please open the covering L/C, which must reach here one month before the date of shipment,.
We have accepted your order No. 35 for 20 000 yards of pongee silk article No. 567. Please send us color assortment immediatedly and open the relevant L/C according to the terms and conditions agreed upon.
Please follow our shipping instructions carefully and make sure that our order is executed to the entire satisfaction of our customers with the least possible delay,
It is regrettable to see an order dropped owing to no agreement on price, however, we wish to recommend you another quality at a lower price for your consideration.
While thanking you for your order, we have to say that supplies of raw materials are becoming more and more difficult to obtain, and we have no alternative but to decline your order.
Key to Lesson Ten
I.Translate the following expressions into Chinese or vice verse:
购货合同6. subsequent amendment
销售确认书7 .countersign
供我们存档8.bridge the gap
一式三份9. see one’s way
由于10.indication of price
II.Ｆill in the appropriate words or expressions listed in the box:
enclosing, in duplicate, duly countersigned, for your file, in the mean time , in your favour, prove satisfactory, repeat order, for your cooperation
III. Fill in the blanks with suitable prepositions:
1.in 2. in, to 3. with 4.to 5.to, after 6. in 7.in, in, for, of, of, for
IV. Translate the following into English:
If you find everything proper, please sign and return the duplicate of the Sales Contract for our file soon.
We are sending herewith our Sales Confirmation NO.DY1211 in triplicate at your request.
We agree to sell the undermentioned goods on the basis of the following stipulations.
Regarding our requirements for the next quarter, we hope you will see your way to make us offers. For your reference, we are prepared to take in 20, 000 dozen.
We opened Letter of Credit No. 1758 through the Bank of China, Tokyo, on the 15th.
We are pleased to inform you that we have booked your orders according to your order clauses in your fax.
If Type 208 is out of stock, please cancel the order. We are not interested in any substitutes.
The quality must conform to the sample.
Please be assured that there will be no further delay in shipping the goods.
Key to Skill training
ExerciseI
Fill in the contract form in English with the particulars given below
CONTRACT
NO: 95-05623
Buyers: Leo Twin & Company, Lagos, Nigeria
Sellers: Shangdong Provincial Light Industrial Products Imp/ Exp Corp.
Commodity : “Peony” Brand Radio
Specifications: Model 7307
Quantity: 500 sets
Unit Price : US$ 80 per set CIF Lagos
Total Value: US $ 40,000 (Say US Dollars Forty Thousand Only)
Packing: To be packed in wooden cases, suitable for export
Shipping Mark: ABC in diamond
Insurance: Covering marine ALL RISKS and WAR RISK for 100% of CIF value plus 10%
Time of shipment: Before October 30, 2004
Port of shipment: Guangzhou, China
Port of destination: Lagos , Nigeria
Terms of Payment: By irrevocable letter of credit payable by draft at sight.
Done and signed in Qingdao on this 25th day of March, 2004
Exercise 2
Filll in the contract form with the particulars from the following correspondence exchanged
SalesContract
No.95-226
Sellers: ABC Trading Co. Ltd. Shanghai
Buyers: XYZ Traders, Hongkong
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 under-mentioned commodity according to the terms and conditions stipulated below:
Commodity: Printed Shirting
Specifications: Art.No.185 colors: blue and red, equally assorted.
Quantity: 100,000 yards.
Unit price: at HK $ 17 per yard CFRC5% Hongkong.
Total value: HK$ 1,700,000(Say HK Dollars One Million Seven Hundred Only)
Packing: in cartons.
Shipping mark: At Buyer’s option.
Insurance: To be effected by the buyer.
Time of shipment: In October, 2003.
Port of shipment: Shanghai,China
Port of destination: Hongkong.
Terms of payment: By confirmed, irrevocable L/C by draft at sight.
Done and signed in _Shanghai on this 15thday ofAugust, 200_3_.
Chapter V Payment
Lesson Eleven
Exercises
I. Translate the following phrases into Chinese:
the tie-up of funds2. payment terms
3.as a rule4. CAD
5.be conducive to6. under the present circumstances
II. In each blank space write a word that fits naturally:
The most generally used ______ of payment in the ______ trade is the _____ of credit. It is ______ for individual transactions or _____ a series, makes _____ with unknown buyers easy and ______ protection to both seller and buyer. The process of establishing an L/C ______ with the buyer. He instructs his bank to ______ an L/C for the ______ of the purchase _______ in favor of the seller. The ______ contain full details of the _______ as agreed upon between the buyer and the seller. The buyer’s bank _____ the L/C to its ______ in the seller’s country. ______ receiving the L/C, the ______ advises the seller of the arrival of the ______. In foreign trade it is ______ for the correspondent to ______ the credit. This means that the correspondent ______ to pay the seller the money ______ to him, Provided the conditions set _______ in the L/C have been complied _____. The seller can now execute the buyer’s order, _______ that when he has done so, the _______ will be paid at once by the correspondent. The buyer is equally _______, because the correspondent will pay on his ________ only if the conditions of the transaction are fully _____out by the seller.
III Translate the following sentences into English：.
我们不知你方可否考虑接受我们提出的货到后凭单付款的支付方式。
我们所要求的支付方式是十分正常的，我们抱歉对此不能通融。
如果上述办法不能接受，请提建议。
关于你方要求以付款交单方式支付一事，我们正在考虑，不日即可告知我们的决定。
如果你方能惠予较宽容的条件，我们将非常感激。
按照目前的情况，如交易不超过$ⅩⅩⅩ，我们可以接受付款交单方式。
我方抱歉不能接受货到目的港后凭单付款的支付方式。
这个问题使我们陷入不小的困难。
考虑到我们之间长达十五年令人愉快的业务关系，我们同意做出让步，相信这将满足你方的要求。
我们一贯以信用证方式做业务，你方从来未提出异议。我们不理解为什么你方现在提出要改变支付方式。
Key to Lesson Eleven
I. Translate the following phrases into Chinese:
1.占压资金4.货到后凭单付款
2.支付条款5.有助于……的
3.通常6.在目前情况下
II.In each blank space write a word that fits naturally:
method,international,letter,ideal,for,trade,gives,starts,establish/open/issue,amount,and,instructions,transaction,sends,correspondent,On,correspondent,credit,usual /normal,confirm,undertake,due,forth,with,knowing,money,secure,behalf,carried
III. Translate the following sentences into English:
1.We wonder if you can accept ( or: consider accepting ) our proposal in regard to payment by D/P on arrival of goods.
2.The mode of payment we require is normal. We regret we cannot accommodate you in this respect.
3.If you can accept the above, please make your own proposal.
4.Regarding your request for D/P payment, we are taking it into consideration and will let you know our decision soon.
5.We shall be very grateful if you can give us ( or: favor us with ) easier payment terms.
6.Under the present circumstances, we can accept D/P payment terms if the transaction does not exceed $×××.
7.We regret we cannot accept CAD on arrival of goods at destination.
8.This problem would involve us in no small trouble.
9.In consideration of the pleasant business relations we have had with you for 15 years, we agree to make the concession and trust it will suit your requirements.
10.We have always been doing business on L/C basis, and you have never raised any objection. We are at a loss to understand why you now wish to have a change in payment terms.
Lesson Twelve
Exercises
I. Translate the following phrases into Chinese:
1. document against payment2. document against acceptance
3. sight L/C4. documentary L/C
5. usance (time or term ) L/C6. payment on D/P basis
II. Complete the following in English:
For this purchase we propose
以九十天的远期信用证付款。
以远期信用证付款。
以英镑付款。
As agreed, we have
航空寄出我方样品。
已开即期汇票向你方收款
电汇全部货款。
We hope this sample shipment will
促进双方业务的发展。
使你方客户满意。
有助于你方获得大量的订货。
III． Translate the following into English:
请注意，付款是以保兑的、不可撤销的、允许分装和转船、见票即付的信用证支付。
你方以付款交单方式付款的要求，我方已予考虑，鉴于这笔交易金额甚微，我们准备以此方式办理装运。
按照你方的要求，我们将对我们的惯例破一次例，接受以三十天期信用证办理交货，但不能作为先例。
你方最好尽早开出信用证以便我方能及时安排装运。
按照我方第222号销售确认书的规定，你方应于装运日期前一个月寄来信用证。
IV. Letter-writing practice.
Write a reply letter to Smith & Sons Co., Ltd., declining their request for payment under D/P terms for the transaction of the Chinese carpets of your company. Insist on payment by L/C and give your explanation.
Key to Lesson Twelve
I. Translate the following phrases into Chinese:
1.凭单付款4.跟单信用证
2.承兑交单5.远期信用证
3.即期信用证6.凭单付款
II. Complete the following in English:
a. to pay by L/C at 90 days.
b. to pay by usance /time /term L/C.
c. to pay in Pound Sterling.
a. airmailed our sample.
b. drawn on you a draft at sight.
c. remitted you the full amount of the goods by T/T.
a. promote our future business.
b. turn out to the satisfaction of your customers.
c. be conducive to you in procuring lots of orders.
III. Translate the following into English:
Please note that payment is to be made by confirmed, irrevocable L/C allowing partial shipment(s) and transshipment, available by draft at sight.
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.
As requested, we well make an exception to our rules and accept delivery against 30 days L/C, but this should not be regarded as a precedent.
It would be advisable for you to establish the covering L/C as early as possible so as to enable us to arrange shipment in due time.
According to the stipulations in our S/C No. 222, you should send us your L/C one month preceding the date of shipment
IV．Letter-writing practice.
( For reference )
20 June. 20004
Smith & Sons Co., Ltd.
34 Regent Street
London, UK
Dear Sirs,
Thank you for your letter of 20 May, asking for a change in payment terms.
易外贸知 www.c
There is nothing unusual in our current arrangement. From the time you open credit until the shipment reaches your port is normally about three months. In addition, your L/C is only opened when the goods are ready for shipment
外贸知识 ww.cn
I regret to say that we must adhere to our usual practice and sincerely hope that this will not affect our future business relations.
际贸易外 www.
We will contact you as soon as supplies of the Chinese Carpets you require come into stock.国际贸易 网 www
Yours faithfully,易外贸知 英网 ww
Tony
Lesson Thirteen
Exercises
I.Put the following phrases in to English:
1.就此意思
2.品质证明书
3.支付款项
4.注意某事
5.使某人确信
6.急需
II．Put the following letter into Chinese:
Dear Sirs,
Thank you for your fax of August 15.
We are pleased that you will be able to ship our order in good time, but we are surprised to note that you still demand payment against documents. After long years of satisfactory trading we feel that we are entitled to easier terms. Most of our suppliers are drawing on us at 60 days’ sight documents against acceptance, and we should be grateful if you could grant us the terms.
We look forward to your favorable reply.
Yours faithfully，
III．Give a reply to the above with the following hints:
八月二十日电悉。
60天期承兑交单不能接受。
考虑到长期友好工作关系，可同意60天期付款交单。
IV．Translate the following into English:
我方订单789号的金额没有超过一千英镑，请同意以D/P方式支付，因开立信用证会给我们带来许多花费。
关于你方订单567号，请即电开信用证，以便我方安排装运。
我方付款条件是保兑的、不可撤销的、即期汇票的信用证。
如果你方能同意按即期信用证付款，我们即能达成交易。
这一变动将涉及许多额外花费。
你们来信末端中所说的一切，我们不太清楚，请澄清。
鉴于这一事实，我们已将包装改为小箱。
我们很抱歉，由于大家知道的原因，我们不能接受D/A条件。
Skill Training for Payment
I.Translate the following specimen of L/C
THE CHARTERED BANK of SINGAPORE
IRREVOCABLE L/C NO. 94625
To China National Import & Export Corp .Shanghai Branch
Dear Sirs,
You are hereby authorized to draw on Hua Feng Trading Co. , Singapore for a sum not exceeding USD 7,850.00 CIF ( Say US Dollars Seven Thousand Eight Hundred and Fifty only ) available by your draft, drawn in duplicate, of them at sight, accompanied by the following documents:
3 non-negotiable copies of clean shipped on board bill of lading, marked “Fright prepaid”;
Signed invoice in triplicate;
Certificate of Origin in duplicate;
Insurance Policy in duplicate covering WPA & War for full invoice value plus 10%.
Evidencing shipment from Shanghai to Singapore of the following merchandise:
500 dozens T- shirts as per S/C No. 1023 dated June 15,1994. Condition of Shipment:
Transshipment is prohibited:
Partial shipments are permitted.
This credit expires on August 18, 1994 and is subject to the Uniform Customs & Practice for
Documentary Credits (1983 Revision ) International Chamber of Commerce Publication No. 400.
Yours sincerely,
THE CHARTERED BANK
SINGAPORE
II. Translate the specimen letter into Chinese:
Asking for L/C Payment
November 14,19…
China National Import & Export Corp.
SHANGHAI
CHINA
Dear Sirs,
We refer to our letter of enquiry dated the 5th October. We have received your Proforma Invoice No. 03688 and now wish to place an initial order for 1,500 tapes Type No. EM127DN. The order number is 7305.
We have instructed our bank, the General Commercial Bank of Venezuela to open an irrevocable documentary letter of credit in your favor. The amount is￡1,275.00. This credit will be confirmed soon by our bank’s correspondent in London. You are authorized to draw a 60 days’ draft on our bank against this credit for the amount of your invoice. Your draft must be accompanied by a complete set of shipping documents, consisting of:
A full set of clean shipped bill of lading
Commercial Invoice 5 copies
The Insurance Certificate 2 copies
Our bank will accept your 60 days’ draft on them for the amount of your invoice including the cost of fright and insurance, as agreed. Your bill will therefore be at 60d/s for full CIF invoice value. The credit is valid until the 12th February.
Yours sincerely,
SULLIVAN & SON
Manager
Reply to the above
China National I/E Corp. Shanghai, China
Telegraphic Address: CNIEC Shanghai
20th November, 19…
Messrs. Sullivan & Son
264 Chorilton Street
CARACAS
Venezuela
Dear Sirs,
We thank you for your letter of 14th November, 19…
We are pleased to receive your order, and wish to say that we have adequate stocks of Type
EM127DN tapes in our warehouse, and that delivery date can be met.
Payment by irrevocable letter of credit is convenient for us, and we shall draw a 60d/s bill on your
bank.
We are now awaiting the arrival of your L/C, on receipt of which we shall make the necessary
arrangements for the shipment of your order.Any request for further assistance or information will
receive our immediate attention.
Yours sincerely,
China National I/E Corp.
Manager
III．Specimen of draft:
Draft (Bill of Exchange)
汇票
凭信用证或购买证第号
Drawn under Bank of China, Hong KongL/C or No. ______________
日期按息付款
DatedPayable with interest @___________% per annum
号码汇票金额中国广州年月日
No.______ Exchange for ________________ Guangzhou, China____________ 20__
见票日后（本汇票之副本未付）付
At ___________________ sight of this FIRST of Exchange (Second of exchange being paid)
Pay to the order ofBank of China或其指定人
金额—----------------------------------------------------------------------
----------------------------------------------------------------------
The sum of -----------------------------------------------------------------
-----------------------------------------------------------------
此致
TO M/S Dowell & Co. Ltd.
Hong Kong
China National Light Industrial Products
I & E Corp. Guangzhou Ceramics, Arts
& Crafts Branch, Guangzhou Office
汇票在缮制过程中应注意下列问题：
1．汇票号码：汇票号码有两种编制方法：一按汇票的顺序号，二同发票号。因发票是全套单据的核心，填发票号码说明本汇票是该发票项下的单据。
2．付款期限：付款期限又称付款到期日，是付款人履行义务的日期，汇票付款期限的规定及填制，主要有以下几种：
（1）见票后xx天付款填成At x x days after sight。
（2）出票后xx天付款填成At x x days after date, 将汇票上原印的sight 划掉。
（3）提单日后xx天付款填成At x x days after date of B/L,待汇票上原印的sight 划掉。
（4）指定日期付款，如：20##年12月20日填成DEC. 20，2000,将汇票原印的sight 划掉。
采用D/A、D/P时分别注明在AT前，要求付款的日期参照上述填制方法不变。
受款人：按我国的业务习惯，托收填写托收行的名称。信用证方式按信用证规定，一般是议付行名称，限定议付时是限定行名称，自由议付是受益人自己选定的议付行名称。如：信用证规定“由北京中国银行指定”，可填成Pay to the order of Bank of Chian, Bejing.
金额：大写金额与小写金额要一致并打在虚线内。如：USD 20,000.00, 大写金额表述为Say U.S. Dollars twenty thousand only, 又如：HKD 22,358.50 表述为Say Hong Kong Dollars twenty two thousand three hundred fifty eight and fifty cents only。
出票依据：信用证条件下应按信用证表述的要求填写，如：Drawn under New Zealand Banking Group Limited, 20th Feb, 20## L/C No. 21483.照抄即可。信用证没有具体规定时也要注明信用证号码、开证行名称、开证日期。托收条件下要注明合同号码和签约日期。
受票人：按《UCP 500》规定，议付信用证项下汇票的受票人是开证行。证内遇有Available by draft on Anz Banking Group Limited,2/20 marting plade, Sydney 2000, N.S.W.词句时，将on 后边的内容照抄，如果on后边的内容用us代替时要查找开证行的名称、地址填上。托收条件下填买方的名称和地址。
付款人：信用证规定Account of Big Woolworths Ltd. 按信用证照抄，无规定的可不填。托收条件下是买方，如果受票人栏内填写清楚的可免填。
款已收讫栏：在款已收讫（Value Received）一栏内，写上商品总名称和件数，必要时写上发票号，以便查封。如：“COVERING SHIPMENT OF 79 CARTONS OF EMB TABLE-CLOTH”。
出票人签字：无签字的汇票无效，应盖有企业法人代表的印章及带有企业全称的印章。
Useful Expressions for Chapter V
Our terms of payment are by confirmed, irrevocable letter of credit by draft at sight.
Payment is to be made against sight draft drawn under a confirmed, irrevocable, divisible and transferable letter of credit without recourse for the full amount.
For payment, we require 100% value. Confirmed and Irrevocable Letter of Credit with partial shipment and transshipment allowed clause, available by draft at sight, against surrender of full set of shipping documents to negotiating bank here.
As agreed, the terms of payment for the above orders are letter of credit at 60 days’ sight or D/P sight draft.
As to payment, we are agreeable to draw on you at… days’ sight, documents against acceptance (D/A).
In view of the amount of this transaction being very small, we are prepared to accept payment by D/P at sight for the value of the goods shipped.
In compliance with your request, we exceptionally accept delivery against D/P at sight, but this should not be taken as a precedent.
With regard to Contract No. …, we are agreeable to D/P payment terms.
It will interest you to know that as a special sign of encouragement, we shall consider accepting payment by D/P during the sales-pushing stage. We trust this will greatly facilitate your efforts in sales, and we await your favorable reply.
We regret we cannot accept “Cash against Documents on arrival of goods at destination”
We would suggest that for this particular order you let us have a D/D, on receipt of which we shall ship the goods on the first available steamer.
We wish to reiterate that it is only in view of our friendly business relations that we extend you this accommodation.
We hope that you will accommodate us in this respect and look forward to your favorable reply.
As we must adhere to our customary practice, we hope that you will not think us unaccommodating.
Key to Lesson Thirteen
I. Put the following phrases into English:
1.to this effect4.give one’s attention to sth
2.Certificate of Quality5.assure sb. of sth
3.meet one’s account6. in urge need of
1I. Put the following letter into Chinese:
敬启者：
收到你方八月二十五日来电，谢谢。
欣悉你方能及时装出我们所定货物。但你方仍要求付款交单，实在令人惊异。我们以为经过多年令人满意的贸易交往，我们有资格要求付款条件。我们的绝大部分供货商现在同我们做60天期承兑交单。如你方也能按此办理，我们将非常感激。
盼复佳音。
謹启
III．Give a reply to the above with the following hints:
Dear Sir or Madam:
We are in receipt of your fax of 20thAugust. We regret that we cannot accept your proposal
for document against acceptance at 60 days’ sight. However, considering our long standing friendly relations, we exceptionally agree payment by 60 days’ D/P .We hope this will help you in securing orders.
If you are interested in our proposal, please fax us by return and we will approach you further.
Yours faithfully.
IV. Translate the following into English:
Since the amount of our Order No. 789 does not exceed ￡1,000, please agree to accept payment by D/P , as the establishment of an L/C would involve us in a lot expenses.
Regarding your Order No. 567, please telex you L/C immediately so as to enable us to arrange shipment.
Our terms of payment are by irrevocable, confirmed letter of credit available by draft at sight.
If you agree to payment by L/C at sight, we may come to terms.
This changewould involve a lot of extra expenses.
6.We do not quite understand what you wrote in the last paragraph of your letter. Please make it clear. (Please clarify)
In view of this fact, we have imported our packing by using small cases.
We regret to say that for reasons known to everyone, we are not prepared to accept D/A payment.
Key to Skill Training
I. Translate the specimen of L/C
新加坡渣打银行
不可撤销的信用证
No.94625
至
中国进出口公司上海分公司
执事先生:
兹授权你方开一张一式两份即期汇票,其金额不超过7,850美元(大写金额)向新加坡华丰贸易公司取款,该汇票需附有下列单证:
1.三份不可议付的已装船清洁提单, 注明“运费已付”;
2.一式三份已签字发票;
3.一式两份产地证明书;
4.按发票金额全数加10%投保水渍险和战争险的保险单一式两份。
证明从上海装运下列商品至新加坡：
500打T恤衫，按照1994年6月15日销货合同第1023号所列。
装运条款：
1.不准转运；
2.允许分批装运。
本信用证于1994年8月18日期满，并以跟单信用证统一惯例，1983年修订本，国际商会第400号出版物为准。
新加坡渣打银行谨启
II.Translate the letter into Chinese:
中国进出口公司
中国上海
执事先生：
关于我方10 月5日的询价信，现已收到你方形式发票第03688号，并拟首次向你方订购型号EM127DN录音带1,500盒，定单号为7305。
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收益人的不可撤销的跟单信用证，其金额为1，275.00英镑。该证即将由我方银行的伦敦往来行来保兑。现授权你方凭此信用证向我方银行按你方发票金额开立见票后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
商业发票5份
保险凭证2份
按照商定，我方银行将承兑你方按包括运保费在内的发票金额向它开立见票后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发票总金额。该信用证有效期至2月12日止。
SULLIVAN &SON
经理
19××年11月14日
答复
执事先生：
11月14日来函收悉，谢谢。
你方订单已收到。兹告我方之EM127DN型录音磁带备有足够存货，可以如期交货。用不可撤销的信用证付款，对我方颇为方便。我们将向你方往来银行开立见票后60天付款的汇票。
目前我方正等待你方信用证，收到后将对你方订货作出所需额定装运安排。
你方如需要进一步的协助或资料，当必既办。
中国进出口公司
经理
19××年11月20 日
Chapter VI
Establishment, Extension of and Amendment to L/C
Lesson Fourteen
Exercises
I. Translate the following expressions into Chinese or vice verse:
1. letter of credit 2. delivery date
3. shipping instruction 4. involve…in
5. in accordance with 6. 以…为受益人
7. 旺盛的需求 8. 影响
9. 总金额计 10. 到期
II. Fill in each blank with a proper word or phrase
1) We wish to draw your attention ______ the validity the L/C, since there is no possibility L/C extension.
2) The expiry date of your L/C falls August 10, which won’t leave us enough time negotiation ______ the document.
3) ______ regard _ our S/C No. TE151, we wish to remind you that the date of delivery is approaching..
4) In accordance ______ the terms ______ payment in the contract, please open an irrevocable L/C our favor.
5) We would like to make it ______that the L/C should be opened______ time, ______ it will cause us a lot of trouble.
III. Translate the following sentences
1) We shall highly appreciate it if
a. 你方早日将信用证开出。
b. 你方能加速装运我们的货物。
c. 你方立即开证并通知我方。
2) We would like to stress that
a. 如延期装运我们将遭受经济损失。
b. 必须在限期内装船，不考虑展期要求。
c. 信用证规定事项必须完全与合同条款一致。
3）We have instructed our bank to open you an irrevocable, confirmed L/C for the amount of $10,000 which will expire on December 31.
4) We have applied for the Import License with the authorities and the L/C in your favor will be issued soon.
5) The relative L/C has been established with the Bank of China, London, upon receipt of which please let us know.
6) 按照我方第321号合同的规定，相关信用证应在11月15日前到达我方。
7) 请注意信用证规定应与合同条款完全一致。
8）为了避免今后修改信用证，请注意以下几点。
IV. Cotton Weavers Ltd, has purchased 2,000 pieces of Cotton Print for delivery in December. As the goods have been ready for shipment for a long time, write a letter to the buyer urging him to establish the covering L/C immediately.
Key to Lesson Fourteen
I. Translate the following expressions into Chinese or vice verse:
1. 信用证
2. 交货期
3. 装船须知
4. 牵涉到，卷入
5. 与…相一致
6. in one’s favor
7. brisk demand
8. affect
9. for the amount of
10. expire
II. Fill in each blank with a proper word or phrase
1) to, of, of2) on, for3) in/with, to/of
4) with, of, in5) clear, in, otherwise
III. Translate the following sentences
1) a. you would open the L/C at an early date.
b. you can expedite the shipment of our order.
c. you can issue the L/C at once under advice to us.
2) a. any delay in shipment will cause us economic losses.
b. the shipment should be effected within the time limited, any further extension will not be considered.
c. the stipulations of the L/C should be in exact accordance with the terms of the S/C.
3) 我们已指示银行开给你方不可撤销的保兑的信用证，金额为10,000美元，该证将于12月31日到期。
4) 我们已向当局申请进口许可证，很快就将开出以你方为受益人的信用证。
5) 相关信用证已由中国银行伦敦分行开出，收到该证请告知。
6) In compliance with the stipulations of our S/C No. 321, the relative L/C should reach us before November 15.
7) Please note that the stipulations of the L/C should be in exact accordance with the terms of our S/C.
8) In order to avoid consequent amendments, please pay attention to the following:
IV. Cotton Weavers Ltd, has purchased 2,000 pieces of Cotton Print for delivery in December. As the goods have been ready for shipment for a long time, write a letter to the buyer urging him to establish the covering L/C immediately.
Cotton Weavers Ltd
Dear Sirs,
We write to inform you that the goods you purchased--2,000 pieces of Cotton Print-- have been ready for quite some time. As contracted, the relative L/C covering the above should have reached us before the end of last week. But much to our regret, we have not received any reply up to now even though we sent you a fax two weeks ago pressing for the establishment of the same.
To avoid any possible delay in shipment, please see to it that the L/C is opened immediately and the stipulations in it are in exact agreement with the terms of the contract.
Your prompt attention to this matter will be appreciated.
Yours faithfully,
Lesson Fifteen
Exercise
I. Translate the following expressions into Chinese or vice verse:
1. stipulation 2. make up
3. heavy demand 4. owing to
5. 在此情况下 6. 展证
7. 议付银行 8. 分别地
II. Filling the blanks with appropriate prepositions.
1) As the goods have been ready shipment some time, please let us know definitely fax when the covering L/C will be establishment.
2) As there is no direct sailing here your port this month, please extend the validity the L/C a further period one month.
3) Owing the late arrival the vessel, we find it impossible to effect shipment the short period five days and we would appreciate it if you would extend the shipment date and validity the said L/C July 10 and 25 respectively.
4) Please note that your L/C No. CH564 covering 10 M/T Groundnut Kernels has been received. As the said L/C calls shipment or June 30, we regret being unable to make delivery the time stipulated.
5) the circumstances, we have to request you an extension cable the time shipment to July 31.
III. Put the following sentences into English.
1) 由于进口许可证的缘故，信用证展期是不可能的。
2）由于你方信用证装运期与有效期相同，请按惯例将信用证有效期延展十五天。
3）由于港口拥挤，请将341号信用证的装运期展至6月1日，议付有效期展至6月15日。
4）和平轮定于本月25日启航开往欧洲。因为你们的信用证修改书至今未到，我们恐怕赶不及将货物装该轮。
5）信用证3325号修改书尚未收到，请即电改，以便早日装运。
IV. Write a reply to the text rejecting the exporter’s request for L/C extension.
Lesson Sixteen
Exercise
I. Translate the following expressions into Chinese or vice verse:
1. applicant
2. documentary L/C
3. bona fide holder
4. blank endorsed
5. European Main Ports
6. 受益人
7. 改证
8. 保险单
9. 海运提单
10. 运费预付
II. Fill in the blanks with proper words:
1) Your L/C No. 105 is established the amount of US$1,000.
2) Owing to there no direct steamer to your port this month, you are required to amend the L/C allowing _.
3) Please Items 1, 2, 3, 4 and replace them by those in your S/C.
4) The buyers insist that an irrevocable L/C is to be within ten days as the goods are ready for.
5) We have on you at sight a for 100% of the value, which please honor upon .
III. Choose the best answer to complete the following statements.
1) On perusal of your L/C No. 234, we found the Art No. 102 does not what is contracted, which should be amended Art. No. 703.
a. agree to,to b. agree for, to read c. agree on, reading d. agree with, to read
2) We note with regret that your L/C 125 was opened UDS$50,000 only. Please have it amended our S/C SF52, adding “5% tolerance allowed” the items of quantity and amount.
a. for, on, for b. for, against, under c. in, to, under d. for, for, to
3) All the banking charges outside China should be the buyer’s account..
a. with b. for c. of d. to
4) It is entirely our control that we have to cancel the remaining 2,000 dozen of your Order 95. Kindly have the L/C accordingly.
a. beyond, extended b. for, amended c. beyond, amended d. on, extended
5) Will you please remit the extra charges to the Citybank New York our credit?
a. by b. for c. across d. over
IV. Translate the following sentences
1）我们遗憾地发现有些条款与合同中的条款不符。
2) 请删除你信用证中“禁止在香港转船”的条款。
3) 关于信用证6523号，请通知银行将佣金改为5%，不胜感激。
4) 受益人应为“太平洋贸易公司”，而不是“东方贸易有限公司”。
5) 请将上述信用证做如下修改：“由青岛装运”改为“由大连装运”。
6) 请注意做到在下月初开出信用证并准许转船和分批转运。
7) 由于往你港的直达轮很少且间隔时间很长，我们只好经香港转船。
Key to Lesson Sixteen
I. Translate the following expressions into Chinese or vice verse
1. 申请开证人6. beneficiary
2. 跟单信用证7. amendment to L/C
3. 善意持有人8. insurance policy
4. 空白背书9. ocean bill of lading
5. 欧洲主要口岸10 freight prepaid
II. Fill in the blanks with proper words:
1) short, to2) being, transshipment3) delete, stipulated
4) established, shipment5) drawn, draft, invoice, presentation
III. Choose the best answer to complete the following statements.
d, b, b, c, b
IV. Translate the following sentences
1) We regret to find that some stipulations in the L/C are not in accordance with those of the S/C.
2) Please delete the clause “Transshipment in Hong Kong is prohibited”.
3) Regarding L/C No. 6523, we shall appreciate it if you would inform your bank to amend the commission to 5%.”
4) The beneficiary should be “Pacific Trading Co., Ltd.” instead of “The East Trading Company
5) Please amend the above-mentioned L/C as follows: “from Qingdao” instead of “from Dalian”.
6) Please note that the L/C should be opened by the beginning of next month, allowing transshipment and partial shipments.
7) We will have to transship via Hong Kong as the direct steamers to your port are far and few between.
Key to Lesson Fifteen
I. Translate the following expressions into Chinese or vice verse:
1. 规定，条款5.under such circumstances
2. 弥补，配齐6. extension of L/C
3. 旺盛需求7. negotiating bank
4. 由于8. respectively
II. Filling the blanks with appropriate prepositions.
1) for, for, by2) from, to, within, of, for, of3) to, of, of, of, to
4) for, on, before, within5) Under, for, by, of, of
III. Put the following sentences into English.
1) It is impossible to extend the L/C owing to the problem of Import License.
2) As the time of shipment and validity in your L/C are the same, please extend the validity of the
L/C for 15 days according to practices.
3) Owing to the congestion of the port, please extend the date of shipment and the validity in L/C No. 341 to June 1 and June 15 respectively.
4) The S.S. “Peace” is scheduled to sail for Europe on the 20th this month. We are afraid we shall not be able to catch the steamer because your L/C amendment has not yet arrived.
5) The amendment to L/C No. 3325has not yet arrived. Please have it amended by telex so that we can arrange early shipment.
IV. Write a reply to the text rejecting the exporter’s request for L/C extension.
Dear Sirs,
L/C No. TUH4782
We have received your letter of April 30 and regret to say that we are unable to extend the subject L/C.
As we told you before, the goods are intended for the coming exhibition. Shipment in June would be too late, which will inevitably cause us heavy losses.
You are requested to do your utmost to fulfill the order as contracted. Please act promptly and let us have your reply soonest possible.
Yours faithfully,
Lesson Seventeen
Exercise
I. Translate the following expressions into Chinese or vice verse
1. to order
2. applicant
3. authorize
4. 不符点
5. 商业发票
6. 信用证到期日
II. Fill in the blanks with prepositions:
1) We invite your attention the fact that the L/C covering your Order No. 809 has not reach us spite our repeated request.
2) view these discrepancies we had to refuse to accept the draft and now hold the documents your disposal.
3) In compliance the request in your letter under reply,L/C No. 9502 has been opened
your favor by telex to be valid November 30.
4) We suggest payment bill of exchange drawn us at 20 day’s sight.
5) The establishment your L/C is overdue and we have to sell our stock other clients.
III. Choose the best answer for the following statements.
1) We think that our L/C may have your letter reply.
a. met, inb. crossed, underc. missed, underd. crossed, in
2) Under the circumstances, we are sorry that we cannot do but the shipment of your
order the covering L/C arrives.
a. stop, afterb. effect, untilc. hold, untild. postpone, when
3) Our shipment advice was airmailed to you a week ago and you no doubt it by now.
a. will receiveb. have hadc. will have receivedd. must receive
4) We have received your letter of April 3, in which you stated that through an oversight on your part that the L/C had not been opened before the agreed time limit.
a. /b. it was becausec. it wasd. because
5) Failure to observe general terms and conditions of the sales contract would .
a. result from financial lossesb. give rise to disputes
c. need to amend the sales confirmationd. give rise to amend the L/C
IV. Fill in the blanks with the missing words and then translate the letter into Chinese.
Dear Sirs,
Your L/C No. 11522 1,000 Dozen Bath Towels
The above L/C calls for direct shipment and allows no tr. It would be quite in o. Were it not for the fact that dsare at present fand f_____between. The only near opportunity is the S.S. “Calches”, on which, unfortunately, no tonnage is available dto congestion of goods.
Under the circumstances, it is necessary for us to request you to athe L/C to a____t, failing which the delivery of the above-mentioned goods would forcible be delayed beyond the contracted date.
A cable to this ewas sent to you today and it will be much aif you will telegraph the modification as requested.
Skill Training for Establishment, Extension of and Amendment to L/C
I. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms.
COMMERCIAL BANK OF THATTOWN
DOCUMENTARY LETTER OF CREDIT
IRREVOCABLE
No. BOC 92/10/05
Date: October 5, 1992
To: China National Cereals, Oils & Foodstuffs Corporation
Beijing, China
Advised through Bank of China, Beijing
Dear Sirs,
Your are authorized to draw on Hong Kong Food Company, Vancouver for a sum not exceeding CAN$ 120,000 (SAY CANADIAN DOLLARS ONE HUNDRED AND TWENTY THOUSAND ONLY) available by draft drawn on them at sight accompanied by the following documents:
--Full set of Clean on Board Bills of Lading made out to order and blank endorsed, marked “freight to collect” dated not later than November 30, 1992 and notify accountee.
--Signed Commercial Invoice in quintuplicate.
--Canadian Customs Invoice in quintuplicate.
--Insurance Policies ( or Certificates ) in duplicate covering Marine and War Risks.
Evidencing shipment from China port to Montreal, Canada of the following goods:
50, 000 tins of 430 grams of Great Wall Brand Strawberry Jam, at CAN$ 2.50 per tin CFRC3% Vancouver, details as per your S/C No. 92/8712.
Partial shipments are allowed.
Transshipment is allowed.
This credit expires on November 30, 1992 for negotiation in China.
……
合同条款
卖方：中国粮油食品公司（China National Cereals, Oils & Foodstuffs Corporation）
买方：温哥华香港食品公司(Hong Kong Food Company, Vancouver)
商品名称：长城牌草莓酱（Great Wall Brand Strawberry Jam）
规格：340克听装
数量：50, 000听
单价：CFR温哥华每听2.50加元，含佣3%
总值：125, 000加元
装运期：1992年11月自中国港口运往温哥华，允许转船和分批装运
付款条件：凭不可撤销的即期信用证付款。信用证议付有效期应为最后装运期后第15天在中国到期。
合同号码：92/8712
II. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms.
相关信用证：
Overseas Bank
Documentary Letter of Credit
May 7, 1997
To: China Export Corporation
Beijing, China
Advised through Bank of China, Beijing
No. LOC5797
Dear Sirs,
Your are authorized to draw on Liverpool Trading Co. for a sum not exceeding RMB￥477, 500(Say Renminbi One Hundred Seventy-Seven Thousand Five Hundred Only) by draft drawn on them at sight accompanied by the following documents:
--Signed Commercial Invoice in triplicate.
--Customs Invoice in duplicate.
--Full set of Clean on Board Bills of Lading made out to order and blank endorsed, marked “freight prepaid” dated not later than 31 July 20## and notify the accountee.
--Insurance Policies/Certificates in duplicate covering All Risks and War Risk.
Evidencing shipment from China port to Liverpool of the following goods:
50m/t of Groundnut Kernels, FAQ2003 crop at RMB9, 550 per m/t CIF Rotterdam, details as per your S/C No. 03-331.
Partial shipments are allowed.
Transshipment is allowed.
This credit expires on 15 December, 20## for negotiation in China.
……
Yours faithfully,
03-331号合同主要条款：
卖方：中国进出口公司
买方：利物浦贸易公司
50吨花生米，20##年产大路货，CIF2%鹿特丹每公吨人民币9500元，20##年8月由中国港口运往鹿特丹，由卖方根据中国人民保险公司1981年1月1日中国保险条款按发票金额的110%投保一切险和战争险，凭不可撤销即期信用证支付。
III. Write a letter for amendments according to the following note：
小张：
今天我去北京出差，下周一回来。Nalabilu Bank Yokohama Branch 开来的信用证No.MMK7664我已审核过，问题如下：
1. 按合同规定为空运，但信用证却要求提交海运提单。
2. 来证要求提交厂商证明，但芒果是农产品，不可能有。
3. 证中禁止分批，应允许分批。
4. 初次交易，但证未按合同要求由一流银行加保。
请替我给Fuji Trading Co., Ltd. 写封信。谢谢！
苏宁
2004.7.30
Useful expressions for Chapter VI
1. Please expedite the L/C so that we may execute the order smoothly.
2. It would be advisable for you to open the L/C covering your order No. 751 as early as possible so as to enable us to effect shipment within the stipulate.
3. Please see to it that the L/C stipulations conform strictly to the terms of the contract so as to avoid subsequent amendment.
4. We write to inform you that today we have established with Chemical Bank an irrevocable documentary L/C in your favor for the amount of …covering …
5. We have received your L/C No. 731 and, on checking up the clauses, have found the following discrepancies in it.
6. Please instruct your bank to make the necessary amendments to the L/C.
7. Please amend the L/C as allowing partial shipments.
8. Please amend the amount of the L/C to read “2% more or less”.
9. Please delete the clause “by direct steamer” and insert the wording “Transshipment and partial shipments are allowed”.
10. Please extend by fax the shipment date and the validity of your L/C to 15 May and 1 June respectively, thus enabling us to effect shipment of the goods.
Key to Lesson Seventeen
I. Translate the following expressions into Chinese or vice verse
1. 空白抬头
2. 申请开证人
3. 授权
4. discrepancy
5. commercial invoice
6. the expiry date of L/C
II. Fill in the blanks with prepositions:
1) to, in, of2) In, of, at3) with, in, until4) by, on5) of, to
III. Choose the best answer for the following statements.
b, c, b,c, b
IV. Fill in the blanks with the missing words and then translate the letter into Chinese.
transshipment, order, direct, steamers, few, far, due,amend, allow, transshipment, effect,appreciated
Key to Skill Training
I. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms.
Dear Sirs,
Thank you very much for your L/C No. BOC92/10/05. However, upon checking, we have found the following discrepancies and would appreciate it very much if you will make the necessary amendments as early as possible so as to facilitate our shipping arrangement:
1. The amount of the credit should be CAN$125,000 (Say Canadian Dollars One Hundred and Twenty-five Thousand Only) instead of CAN$120,000.
2. The Bill of Lading should be marked “freight prepaid” instead of “freight to collect”.
3. Please delete Insurance Policies (or Certificates) from the credit.
4. The port of destination should be Vancouver instead of Montreal.
5. The goods are to be in tins of 340 grams instead of 430 grams.
6. The credit should expire on December 15, 1992 for negotiation in China instead of November 30, 1992.
We await your early amendments.
Yours faithfully,
II. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms.
Dears,
We are pleased to have received your L/C No. LOC 5797 against S/C No. 03-331.
However, we found some points that do not conform to the terms in the contract and would request you to make the following amendments:
1) The amount in words should read “Say Renminbi Four Hundred Seventy-seven Thousand Five Hundred Only”.
2) Add the wording “as per CIC of January 1st, 1981” to the insurance clause.
3) Insert “C2%” after “CIF”.
4) Time of shipment should be “August 31, 2003” instead of “July 31, 2003”.
5) The port of destination should be Rotterdam instead of Liverpool.
We thank you in advance for your cooperation.
Sincerely yours,
III. Write a letter for amendments according to the following note .
July 30, 2004
Fuji Trading Co., Ltd.
Yamashita-cho, Naka-ku
Yohohama
Dear Sir or Madam,
Thank you for your L/C No. MMK7664 issued by NALABILU BANK YAKOHAMA BRANCH.
But when we checked its clauses we found with regret that your L/C calls for the Bill of Lading, which we are of course unable to obtain, for it is agreed in the contract that the goods will be dispatched by air cargo so as to ensure freshness.
Further more, your L/C also requires Manufacturer’s Certificate, which is not included in the contract. In fact, the contracted commodity is a kind of agricultural produce. It is impossible for us to present a manufacturer’s certificate.
As to partial shipments, it would be to our mutual benefit if we could ship immediately whatever is ready instead of waiting for the whole shipment to be completed. Therefore, we’d like you to amend your L/C to read as “partial shipments allowed”.
In addition, as this is the first time we do business with clients in your country, we request the L/C must be confirmed by a first-class bank, which is also clearly stated in the contract. We shall appreciate it if you can cooperate with us in this respect.
Since the first lots of goods is now ready for shipment, we shall be grateful if you instruct your bank to amend the relevant L/C as soon as possible.
Yours sincerely,
Huaxiang Foodstuff Trading Company
Li Ming
Chapter VII
Shipment
Lesson Eighteen
Exercises
I. Translate the following expressions
1. refer to 9.给某人带来不便
2. the time of shipment10.毫不迟疑
3. place the order11. 随附清查
4.punctual shipment 12. 办理
5. shipping advice13. 根据合同规定
6. steam ship 14. 装运须知
7.the subject goods 15. 签订合同
8 on board 16. 装运期
II．Fill in the blanks with the proper words as given below:
1.We regret our inability to______with your suggestions for shipping the goods.
2.We will do our best to ______shipment as much as possible..
3.Any ____in shipment will add to our costs.
4.We trust that the goods will reach ______in good order.
5.We are glad to have been able to ____your order as contracted.
6.We will choose Los Angeles as _______port.
7.Owing to heavy _______, we can’t accept your order at present.
8.The buyer will______the seller by fax of the contract No.
III.Fill in the blank with the approach preposition:
1. The goods will be shipped on S/S Red Star for transshipment at Dubai_____ S/S Victory.
2. Any delay _____ shipment would cause us much inconvenience.
3. The shipping marks and indicative marks will be ____ buyer’s option.
4. We have airmailed our samples to you _____ separate cover.
5. Shipment will be effected ____ or about 3rd July.
6. This should not be regarded _____ a precedent.
IV.Translate the following sentences:
1. 装运方面的任何延误都会给我们带来不便。
2. 因承约过多，歉告不能满足你方提早装运的要求。
3. 一收到装运单据，我们就去码头提取货物。
4. 由于我方客户要求立即装运，务请你方遵守诺言。
5. 望采取一切必要措施按时装运我方订货。
6. 一俟货物装船，请即传真装运通知。
7. Any delay in shipment will add to the cost for storing the goods up.
8. We shall inform you of the date of shipment as soon as possible.
9. We confirm having received your offer for the subject goods.
10. We’ll get in touch with our producers and see what they have to say.
11. Owing to the heavy commitment on hand, we are not in a position to accept your order yesterday.
12. Please rest assured that we’ll make shipment as contracted.
Key to lesson Eighteen:
I.Translate the following expressions
1.参考9. put sb. to trouble
2 装运期10. without delay
3 下订单11. enclosed please find
4 及时装运12. go through.
5. 装船通知13. as contracted
6. S/S 轮船14. shipping instruction
7..标题项下的货物15. sign a contract
8. 在船（或车、飞机上）16. date of shipment
II.Fill in the blanks with the proper words as given below:
1 comply 2 expedite 3 delay 4 port of destination
5 execute 6 optional7. commitment 8.advise
III.Fill in the blank with the approach preposition:
1. onto2. in3. at4. under5. on5. on6. as
IV. Translate the following sentences:
1. Any delay in shipment will cause us inconvenience
2. Owing to heavy commitment, we regret our inability to meet your requirements for early shipment.
3. Upon receipt of the shipping documents, we went to the wharf and took the delivery of the goods immediately.
4. As our clients are in fact asking for prompt shipment, we must call on you to carry out promises.
5. We hope you can take every necessary measure to make our deliveries in time.
6. Please fax us your shipping advice as soon as the goods are shipped on board..
7.装运期的任何延误都会增加货物的储存费用。
8.我们尽快通知你们装船日期。
9.兹确认已收到你方对标题项下货物的发盘。
10.我们跟生产商联系一下，看他们怎么说。
11.由于承约过多，我们目前不能接受你方昨日的订单。
12.请放心我们会根据合同装运。
Lesson Nineteen
Exercises
I.Translate the following expressions:
1.the captioned goods5. 由……负担
2. be heavily committed6. 港口拥挤
3. as requested7. 确认
4.shipping space8. 以某人为受益人
II.Fill in blanks with proper words
forward, onto,sail, option, expedite, find, advise , note, transshipment ,
comply, destination, allow
1. We will do our best to ___shipment to meet your requirements in time.
2. We shall ____you by fax as soon as the goods are shipped.
3. We have the pleasure to inform you that the shipment has gone___ per S/S “Dongfeng” and hope that it will arrive at the ___in perfect condition.
4. The cargo has been shipped on S/S “Dongfeng” for transshipment at Hong Kong___S/S “Flying Cloud”.
5. We are pleased to informed you that the 4,000 dozen shirts under Sales Confirmation No. C215, L/C No.6743 have gone off on S/S “Dongfeng”, which ___on 23rd of November for Dubai. Enclosed please ____a set of duplicate of shipping documents.
6. The shipment time is June or July at our _____and the goods will be shipped in one lot
7. Because there is no direct steamer from here to your port, we suggest that you accept ____at Hong Kong.
8. According to the shipping schedule, it will be impossible for us to ship the goods until the end of November, which please _____.
9. As the manufacturers cannot get all the quantity ready at the same time, it is necessary for the contract stipulations to be so worded as to ___ partial shipment.
10.We regret our inability to ___with your request for shipping the goods in early November,because the direct steamer sailing for your port calls at our port only around the 20th of November.
III.Translate the following sentences:
1.请放心我们会在四月二十日前装运.
2.我们借此通知你方我们已经把上述货物装到维多利亚轮上,该船于明天驶往你港.
3.副本的海运单据已于昨日空邮你方.
4.我们强调货物会在规定时间内装运,进一步的迟延是不可能的.
5.请务必使包装适合海运.
Key to Lesson Nineteen
I.Translate the following expressions:
1. 标题项下的货物2. 承约过多3. 根据要求4. 舱位
5. for sb’s account6. port congestion7. confirmation8. in sb’s favor
II.Fill in blanks with proper words
1. expedite2. advise3.forward , destination4. onto5. sail, find
6. option7. transshipment8. note9 allow10. comply
III.Translate the following sentences:
1. Please rest assured that we would have the goods shipped before April 20th.
2. We take this opportunity to inform you that we have loaded the above goods on board S/S Victoria, which is due to sail for your port tomorrow.
3. The duplicate shipping documents were airmailed to you yesterday.
4. It has to be stressed that the shipment must be made within the prescribed time limit, as a further extension will not be considered.
5. Please see to it that the packing is suitable for a long sea voyage.
Lesson Twenty
Exercises
I.Translate the following expressions:
1. shipping container 9. 便于装载
2. air-tight10.目的港
3. at both ends 11.装货港
4. loading and unloading12.运费
5. on consignment13.运费表
6. in connection with 14.装货费
7.freight rebate15.温控的
8. consignor16.货物
II.Choose the correct answers:
1. We hope you will make the necessary amendments immediately by fax ____ we can ship the goods in time.
a. sob. so asc. so thatd. so as to
2. We regret to inform you that we _____your L/C covering the above sales confirmation till today.
a. receiveb. did not receivec. do not received. received
3. Please note that we require the amendment ____L/C by the 30th September.
a. tob. for c. ofd. in
4. Your L/C amendment does not conform ____ what we require.
a. /b. toc. ind. on
5. The extension of the time of shipment will facilitate our _____the goods.
a. preparingb. preparednessc. readinessd. ready
6. Your L/C calls ____shipment to be made in June/July.
a. onb. inc. for d. at
7. As we are ____Table Cloth, we should be pleased if you would send us your best quotations.
a. in the market forb. on the market for
c. entering the market for d. at the market for
8. Once our supplies are replenished, we shall be only too pleased _____this matter.
a. not to revert tob. to revert toc. to revertd. not to revert
9. We are sending you _____the samples for the new season.
a. under separate postb. by separate post
c. under separate maild. by separate cover
10. The high quality of our products will ____the most selective buyers.
a. appeal tob. attract toc. appeald. be appealed to
III.Fill in the blanks with the proper preposition:
1. We shall appreciate it if you will send us by airmail ___your earliest convenience your best possible CIF Shanghai price in triplicate.
2. Our confirmation of order will be sent you ___a few days.
3. We shall advise you___ the quantity we are going to book.
4. We have booked the shipping space ___S/S Queen Elizabeth which is scheduled to leave here tomorrow.
5. As the parts of the machines are susceptible to shock, the machines must be packed in seaworthy cases capable___ withstanding rough handling.
6. The damage happens to occur ___the course of transshipment.
7. As our manager happened to be___ a business tour he regretted being unable to attend to the matter in time.
8. As the goods enquired_____ rare unavailable for supply, we recommend you Art. No. 684 as substitute.
IV.Translate the following sentences into English
1.根据合同的要求货物装运后，我们立即向你方寄出一份全套的不可撤销的单据
2.由于停靠在我港的直达轮一个月只有一趟，货物只能在下个月发运。
3.我们相信货物会在规定时间内安排装运，任何延误会给我们带来很大不便。
4.随附我们关于此货的全套海运提单。
5.已经强调必须在规定时间内装运，我方不考虑进一步的展期。
V.Translate the following messages into English
敬启者，
我们收到了装运单证，并在东风轮到达伦敦时提取了货物。
我们非常感激你们迅速执行这一定单，除了第71号箱，看来一切都很正常无误。
很遗憾，我们在开启那只箱子时发现，箱内所装的完全不是订购的货物。我们只能假定这是差错，而箱内的货物是属于其它一张定单的。
我们不得不要求你们立即安排发运换货，并保留着上述箱子，听候我方处理。
你方对此作何处置请告知为盼。
谨上
Skill Training for Shipment
Bill of Lading
Specimen of B/L:
1） SHIPPER 10) B/LCARRIER C O S C O中国远洋运输（集团）总公司CHINA OCEAN SHIPPING (GROUP)CO. ORGINALCombined Transport BILL OF LADING
2) CONSIGNEE
3)NOTIFY PARTY
4)PLACE OF RECEIPT 5) OCEANVESSE
6) VOYAGE NO. 7)PORTOFLOADING
8)PORT OF DESTINATION 9)PLACEOFDELIVERY
11) MARKS 12)NOS.&KINDS OF PKGS 13)DESTINATION OF GOODS 14)G.W(kg) 15)MEAS(m3)
16）
17) TOTAL NUMBER OF CONTERS SAY ONE THOUSAND SIX HUNDRED AND THIRTY NINEOR PACKAGES (IN WORDS) CARTONS ONLY
FREIGHT&CHARGES REVENUE TONS RATE PER PREPAID COLLECT
PREPAID AT PAYABLE AT 21) PLACE AND DATE OF ISSUE
TOTAL PREPAID 18) NUMBER OF ORIGINAL B(S)L 22)
19) DATE 20) BY
1） SHIPPER 10) B/LCARRIER C O S C O中国远洋运输（集团）总公司CHINA OCEAN SHIPPING (GROUP)CO. ORGINALCombined Transport BILL OF LADING
2) CONSIGNEE
3)NOTIFY PARTY
4)PLACE OF RECEIPT 5) OCEANVESSE
6) VOYAGE NO. 7)PORTOFLOADING
8)PORT OF DESTINATION 9)PLACEOFDELIVERY
11) MARKS 12)NOS.&KINDS OF PKGS 13)DESTINATION OF GOODS 14)G.W(kg) 15)MEAS(m3)
16）
17) TOTAL NUMBER OF CONTERS SAY ONE THOUSAND SIX HUNDRED AND THIRTY NINEOR PACKAGES (IN WORDS) CARTONS ONLY
FREIGHT&CHARGES REVENUE TONS RATE PER PREPAID COLLECT
PREPAID AT PAYABLE AT 21) PLACE AND DATE OF ISSUE
TOTAL PREPAID 18) NUMBER OF ORIGINAL B(S)L 22)
19) DATE 20) BY
提单填制要点：
1） 提单托运人 （shipper）
2） 收货人 （consignee）
3） 通知人（notify party）――要与信用证的规定一致。
4） 收货地――填船公司或承运人的收货地。
5）、6）船名、航次――按配舱回单上的船名、航次填写、
7）、8）装货港、卸货港――要与信用证规定一致。
9）交货地――填船公司货承运人的交货地。
10）提单号码――按配舱回单上的D/R号码填写。
11）唛头――同商业发票上的唛头一致。
12）货物包装及件数――按货物装船的实际情况填写总外包装件数。
13）货物描述――只要填上货物的总名称即可。
14) 、15)――货物毛重及尺码――同装箱单上货物的总毛重和总尺码要一致。
16）提单要按信用证规定加注运费条款。即 “Freight Prepaid”或 “Freight to Collect”,并且注意与所有贸易术语的一致性。
17）货物总包件数的大写――内容要与12）一致。
18）正本提单份数。此栏显示的是船公司为承运此批货物所开具的正本提单的份数，一般是1－3份。如信用证对提单正本有规定，则应与信用证规定一致。
19）、20）装船批注的日期和签署。如果提单上没有预先印就“已装船”（Shipped on board…）字样的，则必须在提单上加注装船批注 （On board notation），装船批注中所显示的日期即视为货物的装运期。
21）提单签发地点和签发日期。如果提单上已预先印就“已装船”（Shipped on board…）字样的称为已装船提单。已装船提单的签发日期视为装运日期。
22）提单签署。提单必须由下列四类人员签署证实。即：
承运人，或
承运人的具名代理人，或
船长，或
船长的具名代理人
23）提单背书。提单应按照信用证的具体要求进行背书，一般信用证要求提单进行空白背书（ “bill of lading…endorsed in blank.” Or “bill of lading …blank endorsed.”）的比较多见。
Exercise
根据信用证和货物明细单填写提单：
信用证：
Key to Lesson Twenty
I.Translate the following expressions:
1. 集装箱2. 不透气的3. 两头4. 装卸 5. 寄售 6. 关于7.运费回扣8.发货人
9.facilitate loading 10.port of destination 11. port of loading12. freight charge 13.freight list
14.loading charges15. temperature-controlled16.cargo
II.Choose the correct answers:
1. c2. b3. a4. b 5. a6. c7. a8. b9. b 10. a
III.Fill in blank with the proper preposition:
1.at 2. in3. of 4. on 5. of6. in7. on 8. for
IV.Translate the following sentences into English
1. In compliance with the terms of contract, we forwarded you a full set of non-negotiabledocuments immediately after the goods were shipped.
2. As the only direct steamer which calls at our port once a month has just departed, goods can only be shipped next month.
3. We trust the goods will be shipped within the stipulated time, as any delay would cause us no little inconvenience.
4. Enclosed is our set of the shipping documents covering this consignment.
5. It has to be stressed that the shipment must be made within the prescribed time limit, as a further extension will not be considered.
V.Translate the following messages into English
Dear Sirs,
We duly received the documents and took delivery of the goods on arrival of S/S East Wind at London.
We are much obliged to you for the prompt execution of the order. Everything appears to be correct and in good order except in case No.71.
Unfortunately, when we unpacked this case we found it contained completely different articles, and can only presume that a mistake was made and the contents of this case were for another order.
We must ask you to arrange for the dispatch of replacement at once and are holding the above mentioned case at your disposal. Please let us know what you wish us to do.
Yours faithfully,