国际商务英语函电(第二版)翻译

国际商务英语函电（第二版）翻译

Chapter I

Layout of Business letter

商业书信的撰写是一项基本的商业活动。尽管电话、传真、电子邮件、电传等电子通讯已广泛使用，商业信函仍然是重要的联络方式之一，而且其他联络方式的撰写往往也是基于信函。因此，我们必须认真对待商业书信的写作。翻译商业书信前，必须弄清书信的结构与格式。

一.商业英语书信的结构

1.标准部分

一封商业书信，应包括以下几部分内容：

1）信头（Letterhead）：包括发信人公司的名称、地址、传真或电话号码。

2）写信日期（Date）：写信的年、月、日。

3）封内地址（Inside Address）：收信人的公司名称和地址。

4）称呼（Salutation）：对收信人的尊称。

5）正文（Body of the Letter）

6）结束敬语（Complimentary Close）：书信结束的礼貌用语。

7）签名（Signature）：写信人的署名。

2.特别部分（写信时可根据具体情况增减）

8）参考编号（Reference Number）：为了便于存档分类而编的号。

9）经办人名称（Attention Line）：希望收信商号将信速交经办部门办理。

10）事由、标题（Subject Line）：使信的基本内容或目的一目了然。

11）抄送（Carbon Copy），简写为(C/C)：将信抄送给有关部门的标记。

12）附件（Enclosure）：注明随信所附的样品、样品本、价目单等。

13）再启（Postscript）：信写完后，如果想起还有要紧的话要说，可在信末加P.S.,引出补述的话。

二.商业英语书信的格式

1.缩行式（Indented Style）

缩行式信函的特点：

1）信头和封内地址每逢换行时，下一行要比上一行往右缩进2－3个字母的位置；

2）日期放在信纸的右上端，签名放在中间偏右下方；

3）每一段的第一行都从左边空白边缘往右缩进3－5个字母的位置；

4）段落之间要空1－2行。

2.齐头式或平头式（Block Style）

齐头式信函的特点：

1）日期放在信纸的左上端与每行取齐。

2）签名放在左下端与每行取齐，成一垂直线。

3）每行都从左边开始取齐，段落之间要空2行。

Key to the Exercises

I. Arrange the following in proper form as they should be set out in a letter:

: China Fujian Chemical Imp. & Exp. Corp.

128 Wuyi Road , Fuzhou, China

Fax: 0591-******* Tel: 0591-*******

March 23, 2003

H.G Wilkinson Company Limited

245 Lombart Street, Lagos, Nigeria

Dear Sirs,

Re: Sewing Machines

We thank you for your letter of March 16 enquiring for the captioned goods.

The enclosed booklet contains details of all our Sewing Machines and will enable you to make a suitable selection.

We look forward to receiving your specific enquiry with keen interest.

Yours faithfully,

II. Address an envelope for the above letter:

Chapter II

Establishing Business Relations

Lesson One

Self-Introduction

I About the letter:

This letter is a self-introduction to china national textile I/E Corporation. In this letter, the writer introduces its business scope with a desire to establish business relations. In the readers’perspective, special attention should be paid to the following points: How do you know us? Why are you writing to us？Who are you ?

II. Additional notes:

1. We owe your name and address to …

similar expressions:

We are indebted to …for your name and address.

We come to know the name and address of your firm through…

Through the courtesy of … we come to know your name and address.

We have obtained your name and address from…

2. through whom we have learnt you are importers of Chinese Textiles and Cotton Piece Goods.

这是一个定语从句，介词加关系代词, 介词放前。

similar: through whom we understand that you are well experienced in the export of engineering equipment with service.

We get to know your corp. from your CCPIT with which we have been in good

business relations for many years.

3. In order to acquaint you with our business lines …:

In order to give you a general idea of business lines…

为了使你们更好地了解我们的业务……

4. Established in 1950, we are a state-owned corporation specializing in the import and export of Textiles with a registered capital of RMB30 million.

我们是一家国营公司，公司成立于1950年专营纺织品进出口业务，拥有注册资金人民币三千万元。

过去分词短语(Established in 1950)与现在分词短语(specializing in the import and export of Textiles)同时修饰主语，这在函电中自我介绍较常使用。

5. acquaint v.

1)acquaint sb. with sth. 使某人了解某事

2)be/get acquaint with

6. Should any of the items be interest to you, please let us know as soon as possible.

如果你对某产品感兴趣，请尽快告知。

Should 虚拟，但在这里是委婉语气用法。原句为：

If any of the items should be of interest to you, please let us know as soon as possible.

7. look forward to ph.v.

这里“to”是介词，后接名词或动名词：

We look forward to hearing from you. 我们希望收到你方来信。

We look forward to your compliance. 希望得到你方的同意。

III. Chinese version of the letter:

自我介绍

敬启者：

我们从朝鲜驻北京大使馆得知你公司行名与地址，承他们告知你公司要购买纺织品。借此机会我公司愿与你们联系，以期与你公司建立业务关系。

我们系经营纺织品进出口业务的一家国营公司, 成立于1950年，拥有注册资金人民币叁千万元。经过多年的努力，我们不断的扩大业务范围，经营商品种类已增至上百种。为使

你公司对我们经营的商品有所了解，随函附去我公司目前可供出口的商品目录一份。

如果你们对其中任何商品感兴趣，请告知。一俟收到你方所需商品的详细要求，当立即将我们的最低报价单寄给你方。

盼望早日收到你方询价。

谨启

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.

Lesson Two

Request for the Establishment of Business Relations

（A）A Letter from An Importer

(B) Reply to the Above

I. About the letter:

1. An importer obtained the name and address of China South I & E Corporation. They send

a letter to the above corporation in the hope of establishing business relations and

indicating their interest in various kinds of light industrial products.

2. This letter is a reply to the above. As this item falls within the scope of the writer’ business

activities, the enquiry note has been passed on to the writer by her sister corporation in

Shanghai. This is also an invitation letter to Guangzhou Commodity Fair.

II. Additional notes:

1. As your name and address were listed in the International Business Daily ,…

Similar: We have learned your name and address from the International Business Daily,…

list v./n.

eg. The restaurant is listed in the magazine.

We shall be glad if you will kindly send us your latest price list.

2.We are one of the leading importers and wholesalers of various light industrial products in

London, having a business background of some 40 years, and are now particularly interested in light industrial products of all types.

这是一个长句，中间有一个分词短语having a business background of some 40 years, 前后是两个并列句。

3.If you need more objective information concerning our credit, please refer to the Midland

Bank , London.

买卖双方在首次交往或表达购买意向时，往往将自己的资信证明人（银行或商业客户）提供给对方，以便对方查询自己的信用情况。

4.by return （旧用法）立即

5.addressed 是过去分词，修饰letter, 意思是“写给，寄给”。

eg: Your letter of Sepember15th addressed to our head office asking for the supply of 15 tons peanuts has been passed on to us for attention and reply.

6. item n. 商品(在函电中经常用来指价格单或商品目录中的商品)

III. Chinese version of the letter::

（A）

敬启者：

由于在国际商报上列有你方公司的名称与地址，我们写信希望和你们开启业务关系。

我们是伦敦各种轻工产品的主要进口商和批发商，已经经营了四十来年, 现在对各

型的轻工产品特感兴趣。

为了使我们对你们的产品有更好的了解，请航寄给我方目录和你们产品详细的报价。一俟收到所寄材料，我们会看看对哪些产品感兴趣并把询盘发给你方。

如果你需要有关我们公司的客观资料，请向伦敦米德兰银行查询。

我们期待不久的将来收到你们的来信。

谨启

（B）

敬启者：

你方七月二十三号至我深圳兄弟公司函已转交我公司办理并作答复，因标题商品

属于我公司经营。

兹随函附上插图目录及你方所要求的详细价格表；我们还另函附上一整套样品，相信你们见到这些样品会赞赏这些产品品质优良、价格公道。

同时，我们想邀请你方参加将于2002 年10月15日至10月30日举行的中国出口商品广州交易会，我公司总经理和销售代表将在那里与贵方会晤，洽谈贸易。

欢迎你方的询盘。

谨启

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http://www.wendangku.net/doc/c9b866510029bd64793e2c58.htmlmodity 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.a

2. d

3. a

4. c

5. b 6 . c 7. a 8. 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.

Lesson Three

Credit Enquiries

I About the letter:

Nowadays the trade competition in the world market is simply as acute and complicated as in the big battlefield. If you want to open up a market, the careful practice for you is to make status enquiry, that is, through various ways to find out whom you will deal with and know his credit

including financial position, reputation, business methods and so on. You may include the following points in your status enquiry:

1) What causes you to make the status enquiry.

2) What information you would like to obtain.

3)Express your appreciation and your assurance of treating the information as strictly confidential. To investigate the company’ credit, usually we get to know three Cs: conduct (品行), capacity （能力）and capital（资本）.

II. Additional notes:

1. We should highly appreciate it if you would inform us, in confidence, of the financial and business standing of the above firm.

这句是虚拟语气，由should 和would 与动词原形组成，语气显得客气委婉，在外贸函电中使用很多。又如：

We should be much obliged if you would reply to us at an early reply.

2. The reference they have given us is the Standard Chartered Bank, Accra Branch.

they have given us 是定语从句，修饰reference。这句的主句是the reference is the Standard Chartered Bank, Accra Branch.

III. Chinese version of the letter:

敬启者:

事由：信用情况

我们将从加纳阿克拉西非进出口公司执行一笔相当大的订单。假如你们能以机密的方式告诉我们有关他们的财务和业务情况，我们将十分感激。

他们给我们的资信证明人是标准渣打银行阿克拉分行，关于我们所需要的所有情况，请与上述银行联系。

你方所提供的任何信息将被作为绝密件看待，并且你方也不负任何责任。

预致谢意。

此致

敬礼谨上

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.fall

2.under

3.buy

4.appreciate it

5.advise

6.appreciate

http://www.wendangku.net/doc/c9b866510029bd64793e2c58.htmlrm; are in the market for

8.handles

9.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

（A）A General Enquiry for Wool Material

(B) A Reply to the Above

I. About the letters:

1. Enquiries are one of the major links in conducting business. When importers wish to buy goods, they usually send a letter of enquiry to the exporters. In this letter, the buyers expressed their interest in buying wool material and requested the sellers to send them catalogues, price lists and samples. Obviously, it is a first enquiry and also a general enquiry.

2. Letter B is written in reply to the previous letter enquiring for wool material. When replying to such an enquiry, the writer should always remember when there is an enquiry, there is business. So such letters should be dealt with promptly and courteously.

II. Additional notes:

1.enquiry n. 询盘，询价

make (or: send, give, fax) sb. an enquiry for sth.

向某人询购某种商品，向某人询问某种商品价格

They send us an enquiry for our “Cool” Brand Air Conditioner.

他们来信询购我“凉爽”牌空调。

Thank you for your enquiry of August 1 for 3,000 m/t Dongbei Rice.

感谢你方八月一日有关三千公吨东北大米的询盘。

enquire (或inquire）v. 询购，询问

We thank you for your e-mail of the 6th enquiring for groundnuts.

你方六日询购花生的电子邮件已收悉。

We are writing you to inquire the current price of gloves of high quality.

我们特写信询问有关高质量手套的时价。

2．supply vt. 供应，供给

supply sb. with sth. 或supply sth. to sb

向某人供应某物

We are pleased to say that we can supply you with all goods listed in your letter of April 7.

欣告你们四月七日来函中所列的各种商品，我们均可供应。

If you can supply the goods to us within one month, please fax us immediately.

如能在一个月内提供这些货物，请即传真告知。

III. Chinese Version of the letters:

(A)关于羊毛材料的普通询盘

执事先生：

从澳大利亚大使馆得悉贵公司在澳大利亚是出口羊毛材料的一家大公司。

由于本地市场对羊毛材料的需求一直在增长，因此我公司愿在本地区成为第一个销售这种产品的公司。

请邮寄贵方目录本、价目表以及能提供的各种样品，同时也请告知贵公司与其它公司做贸易所采用的付款方式。

盼速复。

谨启

(B) 答复

敬启者：

贵方九月五日关于羊毛材料的询盘已收悉。应要求，我方已另航邮去带有图解的说明书，价目表及样品本。

有关付款方式，我们贸易的一贯做法是采用保兑的不可撤销的信用证。

由于质地优良，价格合理，我们的羊毛材料多年来在世界市场享有盛誉。我们相信我们的产品一定会帮助你们扩大市场销路。

盼早复。

谨启

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.in

3.to

4.within

5.in

6.for

7.in, with;

8. for 9.for, of, in 10.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

I. About the letter:

This is in reply to a letter written by the exporter who is willing to enter into direct business relations with the writer. In this letter, the importer expressed the same desire and showed interest in Chinese Blanket Cover. As a prospective buyer, the writer asked for all necessary information regarding the goods.

II. Additional notes:

1. acquaint v.使……知道，使……了解

acquaint sb. with sth.

be/get/become acquainted with sth

acquaint sb. that-clause

We want to acquaint ourselves with the supply position of steel products.

我们想了解一下钢材供应的情况。

We are well/quite acquainted with the market conditions in Southeast Asia.

我们很了解东南亚的市场情况。

We acquaint you that we have established ourselves as commission merchants for Chinese goods at the above address.

现通知你方，我们已在上述地址创设了经营中国货品的佣金商号。

2. supply n. 供应，供应的商品

表示抽象的概念以及用于一些习语时，常用单数；表示具体的概念时，用单、复数皆可。Supply now exceeds demand in our market.

目前我地市场供过于求。

We expect to receive from you a regular supply of leather shoes.

我们希望得到你们男式皮鞋的定期供应。

As supply and demand vary from time to time, we are unable to give you a detailed market report.

由于供求关系变化不断，我们无法提供给你方详细的市场报告。

The goods are out of supply /in short supply /in light supply /in free supply.

该货现已短缺（供应不足，供应充足）

They require further supply / supplies of Walnutmeat.

他们要求再供应核桃仁。

Present supply /supplies is /are quite different.

目前的供应情况完全不同了。

supplier n. 供应商，供货商

Supplier and purchaser are the two counter parts in a transaction.

供货方和购货方是一笔交易中两个不同的当事人。

3. quote v. 报价（直接宾语只能是price 或与其相关的价格术语）

quote a price / quote sb. a price / quote sb. for sth /

quote sb. a price for sth.

Please quote your lowest price CIF Lagos.

Please quote us your lowest price CIF Lagos.

Please quote us for Printed Shirting CIF Lagos.

Please quote us the price for Printed Shirting.

quotation n.. 报价

quotation 后可接for或on; 若买方提到卖方已对某货作出的报价时，可用of

send /give / make / cable / fax /email / sb. a quotation for / on sth. 向某人报某商品的价格We should be obliged if you would give us a quotation for the supply of 200 Kitchen Cupboards.

如能向我方报200个橱柜的价格，我们将不胜感激。

Your quotation of Sewing Machines is too high to be acceptable.

你方缝纫机的报价太高，不能接受。

4. commission n. 佣金

关于佣金的一些习惯说法：

1）百分之几佣金可说：a commission of …% 或….% commi ssion

2）你方或我方百分之几佣金可说：

your/our commission of …% 或your/our …% commission

3）两笔佣金或几笔佣金不可说：two or several commissions

应该说：two or several items of commission

4）一切佣金或各项佣金可说：all commissions

5）allow (or: grant, give, offer) sb. a commission of …% on （for）sth. 对于某物给予某人百分之几的佣金

The above price includes your commission of 2%.

There are three items of commission left unpaid.

还有三笔佣金未付。

This amount includes all commissions.

此数包括一切佣金在内。

On an order for more than US$ 100,000 , we usually allow a 5% commission.

对于一份超过十万美元的订单，我们通常给予百分之五的佣金。

Enclosed is our check for US$ 782 to pay all commissions due to you.

随函附上一张782美元的支票用以支付所欠你方的全部佣金。

We regret to say that we can do nothing more for you unless you pay the five items of commission into your account.

歉告，除非你们将五笔佣金付清，否则我们再也无法为你们做任何事情。

III. Chinese version of the letter:

具体询盘

执事先生：

从你四月十二日函得悉你公司作为中国被罩的出口商愿与我公司建立直接的业务关系。

目前我们对被罩有兴趣，请航邮有关被罩的样品本及一切必要的资料以便我方能对你方所供的商品的材料和工艺有所了解。同时请报给我们CIF伦敦，包括3％佣金的最低价，并说明最早的装运期。

如你方价格具有竞争性而且交货期可为我方接受，我们打算向你方大量订购。

谅能早日答复。

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, of

2. in, for

3. to, for, within, to, for

4. of

5. with, for

6.in, for , in

7. of,

8. to, with

III. Translate the following sentences into Chinese:

1．本公司希望得知贵公司产品100 套的价格及八月船期。

2．请惠寄贵公司产品的完整目录，并告知最早的交货期。

3．本公司已询价贵公司产品，若能寄送库存样品，不胜感激。

4．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。

5．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。

6．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。

7．现报盘如下，以贵方接受复函于9月15日前抵达我处有效。

8．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。

9．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

A Non-firm Offer

I. About the letter :

Offers are another important link in foreign trade. Exporters usually make offers in reply to enquiries from importers. This letter is written in reply to the previous letter enquiring for Blanket Cover. We can see from the content that it is a non-firm offer, subject to the confirmation of the sellers.

II. Additional notes:

1. non-firm offer /offer without engagement 虚盘。虚盘是发盘人有保留地表示愿意按一定条

件达成交易，不受发盘内容的约束，也不做任何承诺，任何时候都可以改变、修改甚至取消。因此，虚盘是不受约束的、试探性的报价，其目的在于了解顾客、了解市场。虚盘表示方法如下：

subject to change without notice 如有变更，不做预先通知

subject to our final confirmation 以我方最后确认为条件

subject to goods being unsold 以货物未售出为条件

subject to prior sale 以先售为条件

without engagement 无约束力

firm offer 实盘或确盘。实盘主要特点是：对发盘人具有约束力，在实盘规定的有效期内，发盘人不得随意撤回或修改实盘的内容。实盘一经受盘人在有效期内无条件地接受，即无须再经过发盘人的确认，就可以达成交易，构成对双方都有约束力的合同。

2. offer n. / v. 报盘

名词报盘与动词make, send, give, cable 等连用，后接介词for, on 或of, 接for最普遍，接on较少见。买方提及卖方的报盘时，接of为好。

Please make us an offer for Iron Nails.

We are working on your offer of 2000 kilos Black Tea.

动词offer 可以作及物动词，也可以作不及物动词，作及物动词时宾语可以是人也可以是物，还可以是双宾语。

We offer you firm the following subject to your reply here October 2.

We offer firm the following on the same terms and conditions.

We offer you firm the following on the same terms and conditions.

We will offer as soon as possible.

If you can offer, please fax us.

3.at your request 按照要求（或请求）

商业书信按对方要求办某事后在通知对方时，常用于句首，相当于as requested, 或in compliance with your request,或complying with your request 等。

All the goods must be supplied as requested by the importer.

所有货物必须严格按照进口商的要求提供。

request n. 后接for或that 引起的同位语从句（虚拟语气）

We note your request for samples.

We note your request that we (should) send you generous samples.

request v. 宾语可以是名词或动名词，或以动词不定式为宾语补足语的复合宾语，或以that引起的从句（虚拟语气）。

We request your prompt consideration.

We request your attending to this matter immediately.

We request you to take this matter into prompt consideration.

We request that you (should) carefully consider our proposal.

4.subject to 以……为条件，以……为准

The offer is subject to your supply received by us before 6 p.m. May 17, 2002, our time.

本报盘以我方时间2002年5月17日下午6时前收到你方答复为有效。

The offer is made subject to the goods being unsold.

本报盘以货物未被售出为准。

III. Chinese version of the letter:

敬启者：

四月二十八日来函收悉。兹另邮去有关被罩的样品和一切必要的资料。

应贵方要求，现报盘如下，以我方最后确认为准：

品名：金鸡牌被罩

尺寸：180cm×200cm

颜色：各种颜色

数量：1000床

价格：每床15英镑伦敦成本保险加运费含5％佣金净价

装运：九/十月

付款：以你方为受益人的100％保兑的、不可撤销的信用证、凭即期汇票支付，信用证必须在装运前一个月开到对方，并在装船后15天内在中国议付有效。

从我们寄去的目录本中你们会了解到我们的被罩柔软暖和、使用方便，我们相信你们一定能从中获利。

谨启

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:

1.We feel regretful that we can’t make you an offer at present.

2.This company exports a large amount/quantity of wool every year.

3.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.

4.We have no available goods for export. Or: There are no goods available for export.

5.Our company trades in porcelain with many countries.

6.There are three items of commission left unpaid.

7.Wool is one of the chief exports of Australia.

8.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

A Counter-offer

I. About the letter:

The word “ counter-offer” more often implies an alteration in the price or other terms and conditions. At any rate, a counter-offer can be made either by an exporter or by an importer. The letter given in this lesson is a counter-offer made by the importer. As a matter of fact, there is seldom a case in which an offer is accepted straight-forwardedly without price haggling or further exchange of letters and cables after an offer is made. In making a counter-offer the writer would have to explain why the offer is unacceptable and at what price or on what terms business can be done.

II. Additional notes:

1.reduce vt. 减少，降低

reduce a price by… 将价格降低多少

reduce a price to… 将价格降低到多少

To meet your request, we are prepared to reduce our freight by 3%.

为满足你方要求，我们准备将运费降低百分之三。

To be more competitive, you should try to reduce your price to the bottom without sacrificing the quality.

为了更有竞争力，你们应尽量在不影响质量的前提下将价格降至最低。

2.reduction n. 减少，降低

make a reduction of … % in price 把价格降低多少

You are requested to make a reduction of 5% in your price to attract more customers.

为吸引更多的客户，请你们降价百分之五。

3．compete vi. 竞争

They have to compete with a lot of suppliers for Southeast Asia market.

他们要与很多供货商竞争东南亚市场。

competition n. 竞争

Only those who can make their products fit for customers’ needs will survive in the competition.

只有那些产品适合消费者需要的企业才能在竞争中生存。

competitive adj. 竞争的

To command certain share in the international market, competitive price is necessary.

要在国际市场拥有一定的份额，商品价格必须具有竞争力。

competitor n. 竞争者

Our goods are much better than those from our competitors in both quality and price.

我们的货物在质量和价格上比竞争对手的要好得多。

III. Chinese version of the letter:

写信人：新路华贸易有限公司，

地址：中国上海，兴达路999 号金星大厦33层

收信人：James Brown & Sons, 由日用品部办理

地址：#304- 310 Jalan Street, Toronto, Canada

敬启者：

感谢你6月15日的来函和样品。特告知，我方客户对你样品的试用结果非常满意，但现在仍有些犹豫。

经与同类货物作仔细比较，我们发现你方报价有点高。当前的洗发精市场充斥着各种各样的品牌，像飘柔、旁氏等优质产品很容易买到。而且这些品牌都已得到我地市场的认可。就洗发精而言，很多消费者不愿接受新产品。你方产品作为新品牌，最大的卖点将是它的护发功能；质量上虽然已经达到客户要求，但要想在我地市场打开销路，必须还要具备价格优势，否则是很难与一些老牌产品竞争的。

鉴于此，我方客户建议将原报价减10%。请考虑并作及时答复。

此致

James Brown & Sons公司日用品部

#304- 310 Jalan Street,

Toronto, Canada

新路华贸易有限公司

陈玉栋（进口部经理）呈

200- 年6月30日

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, of

7. by, for

8. 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:

1.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。

2.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。

3.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。

4.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％。

5.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)68394717 No.: 2378

E-Mail: ldsilk@http://www.wendangku.net/doc/c9b866510029bd64793e2c58.html

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

An order

I About the letter:

An order is a letter(or a printed form) sent by the importer to exporter for supply of a certain quantity of goods. Orders are usually written on a company’s official order form, which has a date, and reference number that should be quoted in any correspondence which refers to the order. The essential qualities of an order are accuracy and clarity. An order or an order letter should:

1)Explain there is an order accompanying the letter.

2)Confirm the terms of payment.

3)Confirm the agreed discounts, if any.

4)Confirm the delivery dates.

5)State the methods of delivery.

6)Advise your supplier how you want the goods packed.

II. Additional notes:

1. order n. 订单，订购；所订货物（后面一般接介词for, 间或接of）

order 是中间商因受买方委托代购货物而开出的订单，与indent (买方直接开给卖方的订单)稍有不同。现二词一般通用，但用order 较普遍。

We expect you to ship our Order No.25 before the end of this month.

我们希望你方在本月底之前装运我方第二十五号订单的货物。

2. stock n. 存货（后接介词in/of 再接商品）

At present, we have only a limited stock in (of ) linen goods.

目前我们的亚麻货物库存有限。

There are no stocks available at present.

目前无货可供。

Our stocks are rapidly running short (low).

我们的存货越来越少。

We have run out of stock.

我们的存货已售完。

We can supply this quantity from stock (ex stock).

这个数量我们可供现货。

If you have Fountain Pens in stock, please send us some samples.

如果你方有水笔现货，请给我们寄些样品。

3. substitute n. 替换产品

No substitutes should be used without our approval.

未经我方的同意不能用替代品。

4. acknowledgement n. 回执，表示收到的通知；感谢

Your early acknowledgement will be highly appreciated.

你方早日答复，我们将十分感谢。

We write this letter in acknowledge of your kind help.

我们写这封信对你们的热情帮助表示感谢。

acknowledge vt. 告知收到；感谢

We acknowledge your letter of June 18.

我们已收到你方六月十八号的来函。

We acknowledge his helpful service with a present.

送件礼物对他的服务表示感谢。

III. Chinese version:

敬启者：

非常感谢你方11月5 号的报价以及尼龙女装的样品。我们对其质量非常满意，并很高兴的附上按你方最新目录所提到的尺寸的第86号订单。我们已决定接受你方8% 的业务折扣和付款条件，即付款交单。但希望在不久的将来重新审议这些条款。

如果贵方没有所列商品的现货，请勿用替代品。

如果能在随后的六周内发货，我们将很感激。请贵方予以确认。

谨启

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.regard 2. regards 3.regard 4.regarding

C 1.regrettable 2. regret 3. 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:

Commodity Quantity Item Unit price Price term

Non-stick Frypans 3500 26” USD121 per set CFRD3 Chicago

1400 30” USD 164 per set CFD3 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

(A) A Repeat Order

(B) Declining a Repeat Order

I About the letter:

A repeat order is an order for a further or additional quantity of the goods preciously ordered. The price and quantity may be different from the previous order. In case an order is placed on the same terms and conditions as the previous one—with the exception of the time of shipment, which is somewhat different, ---it is called a duplicate order.

The first order given in this lesson is a letter from the buyers sending a repeat order. But from the context, it seems that it is in fact a letter for a duplicate order, i.e. they take it for granted that the goods will be supplied at the same price. In the letter only a request for early shipment is mentioned. The seller of course may accept the order either at the same price or make a firm offer at a revised price. They may also refuse to accept it. The second letter is one from the sellers declining the repeat order.

II. Additional notes:

1.the captioned shipment 标题所指船货

Here the “shipment” means “goods shipped”.

2.s.s --- abbreviation of steamship 轮船

Although modern ships are driven by diesel engines, gasoline instead of steam engines (known as M/V = motor vessel), yet “S.S”, is still in use and may be used for any ocean-going vessel. The abbreviation may be written as : S.S , s.s, s/s or S/S.

3.book n./v. 账册，把……记载入册

1）book sb’s order 是“把某人的订记载入册”，也就是“卖给某人”，等于accept sb’s order.

2）book with sb. sth. 是“把向某人订妥的记载入册”，也就是“向某人购进”，等于place with sb. an order.

4．Much as we would like to expand our business with you, we feel regretful that we cannot at present entertain any fresh orders for the above-mentioned goods，owing to heavy commitments.

1) Much as we would l ike to …这是一个让步状语从句，正常的语序为：

Although we would like to expand our business with you, …

e.g. Young as she is, she knows a lot about foreign trade.

虽然她很年轻，她对外贸知道的很多

2) entertain = ready to consider

accept = consent to sth. offered

consider = think about sth.

III. Chinese version of the letter:

（A）

执事先生：

事由：合同第WS226—中国丝绸商品

我们已收到由胜利轮卸下的标题船货，很高兴地告知你方我们认为这些货物令人非常满意。

我们确信该市场还大量需要该货，我们想向你方续订如下的货物，其他条款同合同第WS226号。

款号：043 175 196

数量：34000码36000码50000码

这批货要求立即装运，因为任何的延误都会引起我们的不便。如果续订的货物没有现货，请告知我们可供现货的规格及详细情况。

谨启

(B)

执事先生：

我们很乐意的确认你方4月17日的传真，在传真里你方告知我们你们想续订。

尽管我们很想与你方扩大生意，但是我们感到十分抱歉，由于订单太多，我方目前无法考虑接受上述商品的任何新订单。但是一旦新货源到来，我们将立即与你方联系。

关于丝绸商品现货，随函附去清单一纸供你方详阅。如你方对任何现货感兴趣，请详告你们的需求。

谨启

Key to Lesson Nine

I.Translate the following expressions into Chinese or vice verse:

1.拒接订单 6. ex.S.S “Victory”

2.暂停执行订单7.in urgent need of

3.接受某人订购/卖给某人8. for one’ perusal

4.标题项下的船货9. repeat order

5.扩大生意10. be available from stock

II. Choose the suitable expressions for each blank.

1.c

2.b

3.a

4.b 5d 6.d 7.b 8c

III. Translate the following sentences into English

1.These are the only stocks available.

2.As our manufacturers are heavily committed, we can only undertake March shipment.

3.As a result of crowded orders, we have sold our all the goods scheduled for shipment

within this year.

4.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..

5.After long and friendly discussions we have now concluded a transaction of 50,000

pieces of Bed Sheets.

6.We have the pleasure of confirming our purchase from you of 300 tons of Steel Plates.

(or: we are pleased to confirm having purchased 300 tons of Steel Plates from you.)

7.Please rest assured that we shall revert to the matter with you as soon as the supply

position improves.

LESSON TEN

（A）Sending a Sales Confirmation

(B) Counter-signature Letter

I About the letter:

1. If the exchange of letters or faxes or telexes eventually leads to the conclusion of business, both parties should confirm the deal. Such letters are usually accompanied by a Purchase Confirmation/ Purchase Contract or a Sales Confirmation/Contract. A letter confirming an order or a sales should be very simple as the relative Confirmation or Contract or is almost always enclosed. The letter is from the seller to the buyer, sending Sales Confirmation for the buyer’ s counter-signature.

2. This is an incoming letter. It is from the buyer to the seller sending back the sales confirmation with counter signature completed.

In the first paragraph, the writer adds that the deal has been put through by joint efforts. In the second paragraph, he gives the information on the opening of the L/C. Lastly，he shows an indication of making a further order for 100 tons.

II. Additional notes:

1.in duplicate 一式两份

Also: in triplicate, in quadruplicate, in quintuplicate, in sextuplicate, in septuplicate, in octuplicate.

2.countersign vt. 副署，会签

Please return the duplicate completed with your counter signature.

Also: Please return us one copy duly countersigned by you.

A copy is to be countersigned and send back to complete our records.

Please sign and return one copy for our file.

3.assure vt. 使确信

assure sb. of sth.

assure sb. that …

be (rest) assured of sth.

be (rest) assured that…

We wish to assure you of the punctual shipment of your order.

We assure you that we shall revert to your enquiry as soon as fresh supplies come in.

Please be assured of our readiness to cooperate with you.

4.duly adv. 适当地；及时地

It means “at the right time”.

e.g. A bill was received and duly paid.

We have duly received your samples covering the Sewing Machines you offered.

in due course : in good time, at proper time, in due time

e.g. We hope that payment will be made in due time.

5.bridge the gaps: bridge over the gap, close the gap, make up the gap弥合差距

e.g. The price gap is too wide to bridge.

We have done our best to bridge the gap.

6.establish with/ establish through 通过……开立

e.g. L/C should be opened with/through a third country bank in USA acceptable to the seller. III. Chinese version of the letter:

（A）

Mr.Trooburg，

谢谢你方昨天传来的第98-CS004订单。很高兴告诉你方五月底前可以发送所有的货物。

随函附上根据上述订单缮制的销售合同第98-CS004HY 一式两份。请会签并退回一份以便我方存档，请在1998年4月开立有关信用证。

我们想说明为了避免日后改证，有关信用证的规定事项应与我方销售确认书的条款严格一致。

你方尽可放心，一俟收到你们的信用证我们会尽力备齐你方的订单，在你要求的时间内发货。

感谢你方的合作。盼望收到你们更多的订单。

谨启

（B）

执事先生;

我们已及时收到你们的销售确认书第98-CS004HY 号。随函附上副本及我方的签名，请查收。由于我们双方的努力，我们弥补了价格差距，达成了交易。

有关的信用证已由伦敦中国银行开给你方，该证会及时寄给你方。

关于我方另需之数量，望设法报盘，供为参考，我们准备定购70吨。

谨启

Key to Lesson Ten

I.Translate the following expressions into Chinese or vice verse:

1.购货合同 6. subsequent amendment

2.销售确认书7 .countersign

3.供我们存档8.bridge the gap

4.一式三份9. see one’s way

5.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:

1.If you find everything proper, please sign and return the duplicate of the Sales Contract for

our file soon.

2.We are sending herewith our Sales Confirmation NO.DY1211 in triplicate at your request.

3.We agree to sell the undermentioned goods on the basis of the following stipulations.

4.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.

5.We opened Letter of Credit No. 1758 through the Bank of China, Tokyo, on the 15th.

6.We are pleased to inform you that we have booked your orders according to your order

clauses in your fax.

7.If Type 208 is out of stock, please cancel the order. We are not interested in any substitutes.

8.The quality must conform to the sample.

9.Please be assured that there will be no further delay in shipping the goods.

Key to Skill training

Exercise I

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

Sales Contract

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 15th day of August, 200_3_.

Chapter V

Payment

Lesson Eleven

Asking for D/P Payment

I. About the letter:

This letter is from the buyers to the seller asking for easier payments. Among the several payment modes, L/C is the safest to the seller. But there is a disadvantage to the buyer, that is, made him over-charged. As the buyer issues an L/C through the opening bank, he has not only to pay for the bank’s charges, but also the deposit, which causes him a loss interest. Generally speaking, this kind of payment terms discourages the seller to expand business abroad. But the adoption of the L/C terms in our foreign trade is common.

This letter is about a counter-offer, asking for easier payment, e.g. cash against documents on arrival of goods instead of by confirmed, irrevocable letter of credit

II. Additional notes:

1. as a rule usually 通常

As a rule, commission is allowed to agents only.

按惯例佣金只给代理人。

2. the tie-up of fund 占压资金

tie-up n. 束缚；停顿

tie-up in negotiations 谈判僵局

tie-up of traffic 交通事故

tie up v. 占压，占用

The request for easier payment terms is compelled by their funds tied up in numerous commitment.

要求更宽松的方法是迫于因大量订单占压了他们的资金。

fund n. 基金（常用复数），资金，现款

capital fund 资本资金

3. tight adj.（钱，商品）紧缺的，难以得到的

Energy resources are tight the world over.

全世界能源紧缺。

This article is in tight supply at this time of year.

每年此时此商品供应紧张。

4. unprecedentedly adv. never having happened before 空前地

The international market being seller’s market, commodity prices have reached unprecedentedly high levels.

因国际市场是卖方市场，商品价格已达到空前水平。

5. easy adj. （价格，报盘等）易于接受的；（市场，行情等）疲软的

After long years of satisfactory trading, we feel that we are entitled to easier terms。

经过多年令人满意的交易，我们感到我们有权要求更宽松的支付方式。

6. priority n. 优先

top priority to…最优先考虑的事

give priority to…给……以优先权，优先考虑

enjoy priority in…在……方面享有优先权

We are unable to appoint you as our agent in your district, but you may enjoy priority in our offers

.我们不能委任你方为我们在你处的代理，但你们可以在我们报盘时享有优先权。

This question will take top (first/ highest) priority in our discussion.

这个问题将在我们讨论中优先考虑。

III.Chinese version of the letter:

要求付款交单的支付方式

美国钢铁出口公司

美国洛杉矶

敬启者：

我们过去向你方购买低碳钢板通常是用保兑的、不可撤消的信用证支付的。

按此种方式支付，我方开支实在太大。从我门开出信用证到客户向我们付款，占压资金约达三四个月之久。在目前的情况下，由于银根紧缩，及银行利息之高，这一问题使我们特别感到有压力。

如蒙你方放宽支付条件，我们确信这一通融将有助于鼓励业务。我们建议采用货到后凭单付款或开具见票三个月付款的汇票向我方索款。

恳请你方对上述要求给予优先考虑并早复佳音为感。

中国五金矿产品进出口公司

经理

二00二年十二月五日

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

Declining D/A payment

I. About the letter:

The main point of this letter is that owing to long friendly business relations between them, the seller proposes the buyer to pay by D/P for the transaction as a exceptional case in order to encourage the buyer to promote the seller’s products.

II. Additional notes:

1. pay vt. 付（款项，费用等）；给予（主意等）；进行（访问等）

vi.付款;值得;合算

If this change is effected, we will have to pay rather heavy expenses.

Please pay special attention to this point.

The writer contemplates paying a visit to your city sometimes in September.

pay in advance 预付

pay by installments 分期付款

pay on delivery 货到付款

It does not pay to buy in small quantity.

pay for ph. v. 付出代价,为了得到------而付款

Of course we have to pay for all we buy.

payable adj. 可付的,应付的

bills payable 应付票据

a cheque payable at sight 见票即付的支票

amount payable 应付金额

payment n. (不可数)支付;(可数)支付的款

terms of payment 或payment terms 支付条款

payment on deferred terms 迟期(延期)付款

monthly payment of RMB￥3,000 每月付人民币三千元

1)付某种费用的款,如发票, 费用,佣金等,常用“in payment of”

We are enclosing our Cheque No. B 123 issued by the Barclays’bank, London for Stg.

￡2000 in payment of your Invoice No. 56.

兹寄去伦敦巴克莱银行所开的第B123号支票一纸,金额计2000英镑,系付你方的56号发票之款.

2)付某种具体事物的款,如商品,广告,样品等,常用“in payment for”

We airmailed you yesterday a series of “Hua Sheng” Brand Electric Fans as samples and looking forward to your US$ 230 in payment for the above.

我方昨日空邮去”华生”牌电扇系列样品,并盼望收到你方金额计230美元的支票,以偿付上述样品.

2. letter of credit

信用证是可数的普通名词,单独为(a) letter of credit, 复数为letters of credit,但在商业书信中常作大写,单数为(an) L/C, 复数为Ls/C . 此外,商业书信有时也用credit一个此表示信用证,复数为credits.

3. The reason being that we generally adopt method of payment by letter of credit for our exports.

原因是对于我们的出口货物我方通常接受信用证付款方式。

The reason being that…是个独立主格结构, 作状语,起补充说明作用.

4. accommodation n. 照顾；通融

We extend to you this accommodation in view of our friendly relations.

鉴于我们友好关系我们给你方此次照顾。

accommodate v. 照顾; 通融

We hope you will accommodate us by allowing 3%commission.

我们希望你方能照顾允许给我们3%的佣金。

accommodating adj. 照顾的;通融的

We hope you will be accommodating enough to grant our request。

我们希望你方能通融答应我们的要求。

5. draw vt. & vi 开出(汇票).

指开立票据时,及物动词draw作”开立”解,不及物动词draw作“开立票据”解,

因此draw a draft =draw (v.)

1) draw (a draft ) on sb. for sth. 开出向某人索取……的汇票, 开具汇票向某取…

2) draw on sb. against sth. 表示开出汇票向某人索取某笔款项.

As agreed, we are drawing on you at sight against your purchase of a sample lot.

按照商定,对你方所购样货我们开出即期汇票向你方索款.

As arranged, we have drawn on you against the documents for the amount of invoice through

the Bank of Asia.

按照安排, 我们已凭单据向你方开具汇票通过亚洲银行向你方索取发票金额.

We regret to note that our draft drawn on you on the terms of D/P 30days after sight was dishonored.

我们遗憾地注意到我们开给你方的30 天期的付款交单的汇票遭到了拒付.

3)to draw on sb. at 60 days sight

to draw at 30 days D/A

to draw at 60 days D/P

4)to draw D/A (or D/P ) against your purchase

对于你方这笔购货按付款交单(或承兑交单)方式收款

drawings n. 用汇票支取的金额

Your letter of credit is allowed 5% more or less in drawings.

你方信用证应准许在收款时5%的上下幅度.

drawer n. 出票人, 发票人

drawee n. 受票人, (汇票) 付款人

6. conducive a. 有帮助的

We believe personal contact will be conducive to the promotion of better understanding.

我们相信个人的接触将有助于促进更好的了解.

conduce v. 有助于(后接to)

Investigations will conduce to a better analysis of the business situation.

调查将有助于交易行情的更好分析。

III.Chinese version of the letter:

拒绝承兑交单方式支付

执事先生：

感谢你方3月15日来信. 信中内容己及时获悉。

我方感激你方有意在你方市场推销我方五金产品，但我们非常遗憾，我方不能接受你方提出的以承兑交单的方式付款，原因是对于我们的出口货物我方通常接受信用证付款方式。

鉴于我们友好的业务关系以及鼓励你方促销我方产品，我方同意此次交易破例接受付款交单方式，下不为例。换言之，我方会通过我方银行托收的方式向你方开出30天期的汇票向你方收款而不是信用证。我们希望此通融方法将有助于你方为我们获得订单以此互利。

盼早复。

中国轻工产品进出口公司

经理

二00二年四月十号

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:

1) a. to pay by L/C at 90 days.

b. to pay by usance /time /term L/C.

c. to pay in Pound Sterling.

2) a. airmailed our sample.

b. drawn on you a draft at sight.

c. remitted you the full amount of the goods by T/T.

3) 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:

1)Please note that payment is to be made by confirmed, irrevocable L/C allowing partial

shipment(s) and transshipment, available by draft at sight.

2)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.

3)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.

4)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.

5)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.

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

I regret to say that we must adhere to our usual practice and sincerely hope that this will not affect our future business relations.

We will contact you as soon as supplies of the Chinese Carpets you require come into stock.

Yours faithfully,

Tony

Lesson Thirteen

(A) Modifying Terms of Payment

(B) Reply

I. About the letter:

In the first letter, the buyers want to make a change in payment terms to enable them to save some expense.

The second letter is a simple reply in which seller grant the buyers’ request.

II. Additional notes:

1.make up ph. v. 拼凑成，配齐；拟补

This shipment is made up of 15 different types of goods.

这批船货是由15种不同的货物凑成的。

2. deal vi. 处理，对付，经营

deal with 处理，对付deal in 经营

Some businessmen are difficult to deal with.

一些商人很难对付。

We have dealt in chemistry for five years

我们经营化工产品已有五年了。.

3. remit v.汇寄，汇款

Kindly remit by cheque.

请汇支票。

remittance n. 汇款

On receipt of your remittance, we well ship the goods immediately.

一旦收到你方汇款，我们将立即装船。

We have received your remittance for US$ 1,200.

我们已收到你方1,200美元的汇款。

4. facilitate v. 使容易，便于

Please open your L/C immediately to facilitate our shipping arrangement.

请立即开立信用证以便我们安排装船。

注意：facilitate 是使动作容易，而不是使人容易动作。

误：This will facilitate you to apply for the import license.

正：This will facilitate your applying for the import license.

5. grant v. agree, give 答应，给予

They refused to grant us long-term credits.

他们拒绝答应远期信用证。

grantable adj. 可同意的，可授予的

Such privileges are grantable to joint ventures only.

这种特权只授予合资企业。

6. meet sb’s account ph. v. 支付款项

They had a lot of debts to meet then.

他们有许多债务得付。

meet a draft 指支汇票所到的款项

承兑汇票还可以说：to honor a draft, to protect a draft, accept a draft

Please surrender these documents to the drawee against their accepting the draft.

请在付款人承兑后把单据交给他们。

7. notify v. 通知常用结构：notify sb of sth

notify sth to sb.

We have already notified the insurance agent at our end of the loss.

(or: We have already notified the loss to the insurance agent at our end)

我们已将此项损失通知你方保险代理人。

III. Chinese version of the letter:

（A）更改支付方式

中国轻工产品进出口公司

中国上海

敬启者：

我方第123号订单

我们已经研究了你方关于新型自行车的规格及价目表，并愿向你方订购随函所附之订单的货物。由于我们急需其中的几种，希你方能尽快配货并尽快发货。

过去我们一直以即期信用证方式与你方做生意。现在我们想提议一种不同的支付方式，即：当我们订购的货备妥待运，且舱位也已订妥，请电告，我们当即电汇全部汇款。原因是我们这样更有把握地向客户确保交货期，并能节省一大笔开证费。我们觉得这样对你们没有大的区别，却便利我们的销售，望你方同意此要求。

盼望你方确认我方定单并对新的支付安排给予肯定答复。

尼日利亚联合贸易公司

尼日利亚拉格斯附件：如文二00二年四月十五日

（B）答复

尼日利亚联合贸易公司

尼日利亚拉格斯

敬启者：

你方第123号定单

兹证实受到你方四月十五日关于我们新型自行车的定单。

你方所提到的支付我方货款的安排非常令人满意。我们已按此大意发去电报。你方订单中包括的所有商品均可供应现货，一俟受到电汇的货款当即包装出运。装船之后我们将立即直接空邮下列单据：

提单一式二份

成本加运费加保险费至拉各斯发票一式三份

发票金额110%的保险单

品质证书

请放心，我方将对你方此次及今后所有的订单予以及时办理。一俟所订货物装船，我们当即电告你方。

中国轻工产品进出口公司

中国上海

经理

二00二年五月十日

Key to Lesson Thirteen

I. Put the following phrases into English:

1.to this effect 4.give one’s attention to sth

2.Certificate of Quality 5.assure sb. of sth

3.meet one’s account 6. 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 20th August. 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:

1.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.

2.Regarding your Order No. 567, please telex you L/C immediately so as to enable us to arrange

shipment.

3.Our terms of payment are by irrevocable, confirmed letter of credit available by draft at sight.

4.If you agree to payment by L/C at sight, we may come to terms.

5.This change would 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)

7.In view of this fact, we have imported our packing by using small cases.

8.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。

SULLIV AN &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

(A)Urging Establishment of L/C

(B) A Reply

I. About the letter:

This is a letter from the sellers. In the letter the sellers remind the buyers that the time of shipment is approaching, but they have not yet received the relative L/C. Therefore the sellers ask the buyers to open the L/C immediately so that they can make the shipment as stipulated.

II. Additional notes:

1. urge vt. 催促，劝说

Recently they have been urging us for execution of their order for 3000 gross pencils.

最近他们一直在催促我们履行有关三千罗铅笔的订单。(1罗＝12打)

Your are urged to give an early reply to our enquiry for groundnuts.

请早日答复我们有关花生的询盘。

2.establish vt. 开立；建立；确立；开设

establish/open/issue an L/C开立信用证

We hope to establish mutually beneficial business relations with all prospective customers.

我们希望与所有潜在的客户建立互利的贸易关系。

Our brand has already established itself firmly in public favor.

我们的品牌已在公众中确立了信誉。

We are glad to inform you that we have established a branch office in London.

欣然告知你方我们已在伦敦开设了一家分公司。

establishment n. 开立；建立

We are arranging for the establishment of the relative L/C with the bank at this end.

我们正安排此地银行开立有关信用证。

We take this opportunity to approach you for the establishment of trade relations with you.

我们借此机会与你们联系，希望与你们建立贸易关系。

3. expedite vt. 加速

We will appreciate it if you will expedite your offer.

如能尽快报盘，则不胜感激。

4. in accordance with 与…相一致；按照，根据

in exact/full accordance with 与…完全一致

in strict/precise accordance with 与…严格一致

The quality of the goods must be in strict accordance with that of the sample.

货物的质量必须与样品质量严格一致。

In accordance with faxes exchanged, we are glad to have purchased from you 100 dozen cotton bed-sheets.

根据往来电传，很高兴向你方购买了100打棉质床单。

5. expire v. （指某事经过一段时间）期满，到期；终止

The trade agreement between the two countries will expire next year.

两国的贸易协议将在明年到期。

expiry / expiration n. 终止；满期，届期

What is the expiry date on your library book?

你从图书馆借的那本书什么时候到期？

The President can be elected again at/on the expiration of his first four years in office.

总统第一任四年任期届满后可重新当选

6. in one’s favor 以…为受益人

We have opened an irrevocable L/C in your favor a week ago.

我们已于一周前开给你方一份不可撤销的信用证。

7. for an amount of 总金额计…

We thank you for your L/C No. 123 for the amount of $3,621 to cover your order for Sewing Machines.

感谢你方开来的购买缝纫机的123号信用证，总金额计3621美元。

III. Chinese version of the letter:

（A）

敬启者：

兹提及贵公司第465号订单即5000打维瓦牛仔裤的事宜。

请注意交货日期将至，但我方尚未收到相关信用证。若能速开信用证以使我方能按时装运货物，将不胜感激。

为免再有延误，务请开立的信用证条款与合同条款完全一致。

盼早复。

谨启

（B）

敬启者：

请注意我公司第465号订单订购5000打维瓦牌牛仔裤事宜。我们已于4月9日由旧金山的美国大通银行开出了以你方为受益人的一份不可撤销的保兑的信用证，金额为250，000美元，该证到期日为6月15日。

若能尽快装运我们所订货物，以使我们能赶上季节刚开始的旺销需求，将不胜感激。

我们必须强调，任何延误都将引起本公司与客户之间的不便，进而影响你我双方今后业务发展。

在此对你方的合作预致谢意。

谨启

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

1) to, of, of 2) on, for 3) in/with, to/of

4) with, of, in 5) 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

Asking for Extension of L/C

I. About the letter:

This letter is from the sellers to the buyers. In the letter, the sellers explain the reason for extension of the L/C and ask

II. Additional notes:

1. extension n. 延长，展期

As the steamer is delayed by storm, an extension of 15 days is required.

由于船被大风耽搁，需要延期15天。

We have contacted our customer today asking for a two-week extension of the L/C covering Order No. 8982.

关于第8982号订单，我们已与客户联系要求将信用证有效期延长两周。

extend vt. 延长，使展期；扩展；给予

Please have your letter of credit extended to July 21.

请将你信用证展期到七月二十一日。

They intend to extend their business to neighboring countries.

他们打算将业务扩展到邻近国家。

We would extend our invitation to you to attend the Miniature Garments Fair to be held in Hong Kong early next month 兹邀请贵方参加下月初在香港举行的服装小交会。

2. stipulate v. 规定，约定

He stipulated payment in advance.

他规定要预付货款。

The commission granted for this transaction is 3% as stipulated in our S/C.

按照合同规定这笔交易的佣金是3%。

stipulation n. 规定的条件，约定的条件；条款

According to the stipulations of our S/C the commission for this transaction is 3%.

按照合同规定这笔交易的佣金是3%。

3. make up ph. v. 拼凑成，配齐，弥补

make up an order 备齐订货

We need one more to make up a dozen.

还要一个才够一打。

You’re requested to make up the shortage.

请你方补齐所缺部分。

We will do whatever we can to make up the economic losses.

我们将尽全力弥补经济损失。

4. unexpected adj. 未料到的；意外的

It is our unexpected result to settle the problem through friendly negotiation.

通过友好协商解决这个问题是我们始料未及的。

We were compelled to suspend our negotiation owing to unexpected incident.

这次意外的事件迫使我们中止了谈判。

5. negotiation n. 谈判，磋商；议付

The contract is still under negotiation.

这项合同仍在商谈之中。

Please amend the credit accordingly to enable negotiation of the draft.

请对此信用证做相应修改以使我方能议付汇票。

negotiate v. 谈判，磋商；议付

We are negotiating with the council to have this road closed to traffic.

我们正在与市政局交涉封闭这条道路。

negotiating bank 议付银行

negotiable adj. 可谈判的；（票据等）可议付的，可转让的，可流通的

Since this dispute is not negotiable, it is necessary to resort to arbitration.

这项争议无法通过谈判解决，需要诉诸仲裁。

未经签署的单据不能转让。

6. respectively adv. 分别地

We shall discuss the two questions respectively.

这两个问题我们将分别讨论。

7. provide vt. 提供；规定

We can provide a wide range of exports for you to select.

我们可以提供品种繁多的出口商品供你选择。

Can the city provide good postal and telecommunication services?

这座城市能提供良好的邮电通讯服务吗？

The contract provides that the goods be supplied within one month after receiving the relative L/C.

合同规定在收到有关信用证后一个月内交货。

III. Chinese version of the letter:

敬启者：

兹谈及你方关于5000公吨白糖的第TUH4782号信用证。

根据信用证规定，全部货物应于5月底前装运。但由于出乎意料的旺盛需求，尽管我们已倾尽全力，仍然很难备齐订货。最早要到6月份才能装船。在此情况下，我们不得不请你方将上述信用证的装船日期和议付日期分别展至6月31日和7月15日。信用证修改请于5月5日前送达。

感谢你方合作，对信用证作必要的修改。

谨启

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, by 2) from, to, within, of, for, of 3) to, of, of, of, to

4) for, on, before, within 5) 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 req uest 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 Sixteen

Asking for L/C Amendment (1)

I. About the letter:

This is the letter in which the sellers point out that they have duly received the relative L/C, but upon examination they found some discrepancies. Therefore, they ask the buyers to amend the L/C as soon as possible so that they can effect the shipment in time.

II. Additional notes:

1. amendment n. 修改，修改书

You are requested to make amendment to L/C No. 89 without delay.

请你方立刻修改89号信用证。

amend v. 修改

Please amend the amount of the L/C to read “5% more or less allowed”.

请将信用证中的数量改为“允许增减5%”。

2. transshipment / transhipment n. 转船

As there is no direct steamer to your port, please amend the L/C to allow transshipment.

由于没有去你港的直达轮，请修改信用证，允许转船。

transship v. 转船

The goods will have to be transshipped at Singapore.

货物将不得不在新加坡转船。

3. partial shipment n. 分批装运

Partial shipment is allowed in the contract.

合同中允许分批装运。

4. presentation n. 展示，呈现，描述

present vt. 显露，展现，呈现，出示

present a cheque (为领款)交出支票

5.full set of clean on board Bill of Lading 全套清洁海运提单

6.to order 空白抬头，凭指定

to sb’s order (to the order of sb) 以某人为抬头

A negotiable bill of lading is made out to order instead of a named consignee.

一份可转让的提单是空白抬头的，而非指定收货人。

We enclose a cheque for US$100 to your order.

我们随函附上一张开给你方的100美元的支票。

7. blank endorsed 空白背书

endorse v. 背书；批准；赞同

Bills of lading are to be made out to order and blank endorsed.

提单应该是空白抬头，空白背书的。

Please fax us as soon as your application for import license has been endorsed.

一旦你方的进口许可证得到批准请立即电告我方。

敬启者：

我们已收到你方第A-2234号信用证，但很遗憾发现其中有些不符点。

请对信用证做下列修改：

1）受益人应为中国机械进出口公司，开证人应为史密斯公司。

2）币种应为瑞士法郎而不是法国法郎。

3）删除汇票后面的“30days after”字样。

4）删除保险条款。

5）应将“禁止分批装运”改为“允许分批装运”。

由于规定的装船时间将至，请尽快修改信用证以便我方能及时装船。

谨启

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, to 2) being, transshipment 3) delete, stipulated

4) established, shipment 5) 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 woul d 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.

Lesson Seventeen

Asking for L/C Amendment (2)

I. About the letter:

This is also a letter from the sellers who find some discrepancies in the L/C upon examination. They ask the buyers to amend the L/C immediately so that they can ship the goods in time.

II. Chinese version of the letter:

敬启者：

我们已如期收到你方第97531号信用证，但很遗憾发现了一些不符点。因此请做下列修改：

1）“开汇票给你方”改为“开汇票给他们”。

2）提单日期应为：“2002年12月31日”而非“2002年11月30日”。

3）将“CIF”改为“CFR”。

4）该信用证的到期日应为“2003年1月15日”，不是“2002年12月15日”。

由于装船期临近，请尽快将修改书用电传发给我们。

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, of 2) In, of, at 3) with, in, until 4) by, on 5) 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”.

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 Y AKOHAMA 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

(A) Urging Shipment (B) Reply

(C) Urging Shipment (D) Reply

I. About the letters:

contract. The earlier the shipment is made, the sooner the proceeds can be collected. Letter A &C are from the buyers to the sellers. In the letters, the buyers makes complaints about the sellers’ failure in making a timely delivery in a very polite manner and urge the sellers to make timely shipment of their contracted goods as they are in urgent need of the goods. Letter B&D are the sellers’ reply to the buyers. In the letters the sellers explain the reason of the late of the shipment. Meanwhile the sellers inform the buyers that the order has already been dispatched.

II. Additional notes:

1.approach.vt 与……接洽（尤指初次联系）；处理

n. 方法

I’m afraid I have to insist that you approach the insurance company for settlement.

恐怕我得坚持应由你方向保险公司联系，要求解决。

If approached in such a spirit, the question of payment can be settled to our mutual satisfaction.

如果以这样的精神处理，付款问题会解决得使双方满意。

To adapt ourselves to the needs of trade development, we have taken new approaches to our foreign trade.

为了适应发展贸易的需要，我们已采取了新的贸易方式。

2. materialize vi. 实现

We are glad that the business will materialize soon.

我们很高兴不久便可以达成交易。

materialize 是不及物动词，用法上要注意：

错误：If your price is reasonable, we trust we can materialize the business.

正确：If your price is reasonable, we trust the business can materialize.

3. refer vt. vi. 参考，谈及，参阅，提交

refer to sth. 谈及某事

refer sb. to sth. 请某人参阅

refer sth to sb. 将……提交

refer sb. to sb.else 请某人与某人接洽

4..urge v. 力劝，催促

urge sb. to do sth. / urge sb. for sth.催促某人干某事

We urge them to keep the time factor in mind.

我们劝他们记住时间这个因素。

III. Chinese version of the letters:

A.催运

敬启者：

合同号为-CT110

兹提及我方订单号为123项下的3,000 件智力玩具,我方希望你们注意到装运期就要到了，但我们至今没有收到任何有关标题合同项下的任何有关装运的通知。

下订单时我们就明确强调了准时装运，你方延迟装运给我方带来很大不便，由于客户急需这批货物,请务必尽快安排以上货物的装运。

期待你方早日答复!

谨上

B.回函

敬启者：

兹确认已收到你方二月五日的来函。很抱歉由于我方装运上的延迟给你方带来很大的不便，因为我方必须要办理一些必要的手续。

现通知你方所订货物已于今天由维多利亚轮运出。我方已根据你方11000号信用证的要求随附全套的副本海运提单，请查收。

我方相信我们之间会达成更多的贸易。

谨上

C. 催运

敬启者：

关于我方110号订单项下的20,000盒月饼，至今我们没有收到任何关于此货的装运, 所以希望你方根据合同及时装运。

因为这是季节性货物,所以我方顾客急需整批货物来为销售季节做准备，若货物不能如期进入市场, 那么上乘的质量.有竞争性的价格也没有用。

请务必尽快装运。

感谢你方的合作!

谨上

D. 回函

敬启者：

兹确认已收到你方六月二十日关于20，000盒月饼的信函。

很抱歉由于我方的装运延迟给你方带来这么大的不便。

现通知你方标题项下的货物已装上“红星”轮，该船将于2004年6月30日左右离开我方港口。

希望货物完好无损到达你方。期待着我们之间有更多的业务。

谨上

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 optional 7. commitment 8.advise

III.Fill in the blank with the approach preposition:

I. 1. onto 2. in 3. at 4. under 5. on 5. on 6. 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。

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

Asking for Transshipment and Partial Shipment

I. About the letter:

This letter is from the sellers to the buyers. In the letter the buyers explain that they are heavily committed at present as the selling season is coming, they can hardly get the whole lot ready within half a month. Also the shipping space has been booked up to the end of next month. They ask for partial shipment and transshipment via Hongkong.

II. Additional notes:

1. via. prep. 经由（某地），通过（手段等）

The goods will be shipped via Hongkong.

货物将经由香港转运。

比较：The goods will be transshipped at HongKong.

We have sent you via airmail a parcel of the sample cutting.

我们已航邮你一包剪样。

2. at one’s convenience 在某人方便的时候

We are very glad to invite you to visit us at your convenience.

我们非常高兴邀请您方便时来访。

As our stocks are running low, we will be obliged if you will place an order with us at your earliest convenience.

由于我方库存日渐减少，如能尽早给我们下订单我们将不胜感激。

III. Chinese version of the letter:

A

敬启者：

兹提及你方3月5日的来函。很抱歉我方无法按要求装运标题项下的货物。

由于销售季节临近，我们目前承约过多。我们很难在半个月里装运整批货。同时，直到下个月舱位订满。所以我们建议允许在香港转运部分货物，若能尽早确认，将不会有任何延误。

感谢你方的合作。

谨上

B

敬启者：

我方于今日受到你方要求分运和转运的要求。

你们的要求另我们很为难，我们似乎别无选择只能接受.。据我们所知，皇家装运代理有限公司有一艘班轮大约在三月中旬从香港到美国，然后从美国转船到达我港。若能赶上此轮，一切就没问题。

等待你方早日答复。

谨上

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 account

6. port congestion

7. confirmation

8. in sb’s favor

II.Fill in blanks with proper words

1. expedite

2. advise

3.forward , destination

4. onto

5. sail, find

6. option

7. transshipment

8. note 9 allow 10. comply

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

Information on Container Service

I. About the letter:

Container Services is a modern transportation method adopted in international shipping. It facilitates loading and unloading, speeds up freight transportation and economizes on freight charges, insurance premium and miscellaneous expenses. In these two letters the writers indicate that container services are of great advantage in shipping. Nowadays it is widely used by importers and exporters in international trade. As a matter of fact, it really facilitates shipment and ensures safety to the goods shipped. What’s more, it lowers the cost of the goods, thus promoting international trade to a large extend.

II. Additional notes:

1. Namely adv. viz: they are: that is to say 即

2. Provide vt. 供给，提供，规定

to provide sb. with sth. 或to provide sth. to sb. 向某人供应某物

The carrying vessel shall be provided by the sellers.

货轮由卖方提供。

They provide a wide selection of exports to buyers.

这种品种繁多的出口商品可供买方自由选择。

Please provide us with the full details.

请向我方提供全部的详细情况。

同义词：provide, furnish, supply 三个词都可用于指“供给”物质的或精神的东西。

provide vt. 规定

The contract provides that the seller shall ship the goods within one month after signing the contract.

合同规定卖方必须在签约后一个月内装运货物。

注意：这个词作“规定”解时，可接从句，从句中要用shall 或should, 有时也用虚拟语气现在时。主句中provide 为现在时才可用shall.其同义词为stipulate.

3. tariff n. 价目表；关税；关税率；运费定价表；运费费率表

conventional tariff 协定税率

preferential tariff 特惠税率

retaliatory tariff 报复税率

tariff barrier 关税壁垒

III. Chinese version of the letters:

Letter A

敬启者：

兹确认已收到你方关于集装箱的询问。我方提供的集装箱有两个号，即分别是十英尺和二十英尺。两头开以方便同时装卸，也省时。对于易于潮湿的货物，它们不透气、防水。如果有必要，可以在工厂装运。偷窃是绝对不可能的。

谨上

Letter B

敬启者：

现通知你方关于我方提供集装箱的情况。货物将由两个集装箱装运，保证控温，适合这种货物。集装箱两边开，方便搬运。

集装箱还节省运费，当发交不同客户的货发往同一目的港，装在一个集装箱内时，还可以节省保险费，因为由集装箱发运货物保险费率低。

随函附上一份运费表，希望得到你方来示。

谨上

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 loading 12. freight charge 13.freight list

14.loading charges 15. temperature-controlled 16.cargo

II.Choose the correct answers:

1. c

2. b

3. a

4. b

5. a

6. c

7. a

8. b

9. b 10. a

III.Fill in blank with the proper preposition:

1.at

2. in

3. of

4. on

5. of

6. in

7. 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-negotiable documents

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,

Key to Skill Training

Bill of Lading

VIII acking

esson

Twenty-O

ne

acking

Requirem

ent

I. Above the letter:

In

shipment, proper packing is necessary, because it not only protects the goods from damage but prevents the goods from pilferage as well. Moreover, in ocean transportation, strong packing is needed to

withstand rough handling.

In most cases,

occurred during transit.

The letter is from the buyers to the sellers, giving the information about the packing of cotton. II. Additional notes:

1. some phrases concerning packing:

durable packing耐用包装economical packing经济包装

packing free免费包装packing included含包装费

neutral packing中性包装packing instructions包装指示

packing list包装单packing method 包装方法

packing material 包装材料unitary packing 个别包装

inner packing 内包装outer packing外包装

export packing 出口包装

seaworthy packing 适于海运的包装

packing charges/expenses/cost 包装费

faulty/poor/inferior/inadequate/improper packing不良包装

2. shipping marks 唛头有关唛头常用的词语：

diamond 菱形triangle 三角形rectangle 长方形

square 正方形heart心形circle 圆形

cross 十字形star心形down triangle 倒三角形

oval 椭圆形hexagon 正六角形three diamond三菱形

ABC in a diamond 菱形内ABC

3．terms related to packing container:

bag 袋，包gunny bag 麻袋poly bag 塑料袋

bale包，布包barrel 琵琶桶box 盒，箱

bundle 捆carton纸板箱case 箱

wooden case 木箱cask 木桶crate 板条箱

drum 铁皮圆桶keg 小圆桶tin/can 听，罐

cardboard box 夹板箱polythene bag塑料袋

4. phrases in regard to the mode of packing:

(1)in… 用某种容器包装

Walnuts are packed in double gunny bags.

核桃用双层麻袋包装。

(2)in…of…each…用某种容器包装，每件若干重量

Men’s Shirts are packed in wooden cases of 10 dozen each.

男式衬衫用木箱装，每箱十打。

(3)in…each containing…用某种容器包装，每件内装若干

Nylon Socks are packed in wooden cases, each containing 50 dozen.

尼龙袜用木箱包装，每箱装五十打。

(4)…to…装于一件某种容器

Folding Chairs are packed 2 pieces to a carton.

折叠椅两把装一个纸板箱。

(5) each… in…and…to…

每单位装某种容器，若干单位装另一种较大的容器

Each pair of Nylon Socks is packed in a polybag and 12 pairs to a box.

每双尼龙袜装一个塑料袋，十二双装一盒。

(6)…to…and…to…

若干单位装某种容器，若干单位装另一种较大的容器

钢笔十二支装一盒，二百盒装一木箱。

III. Chinese version of the letter:

敬启者：

第200412号60 包棉纱订单

4月15日来函收悉，函中告知标题项下的货物备妥待运。

关于上述订单的包装，这批货物必须装在内衬锡的防水毛纺布里，外用油毡布包，每10 包装一箱。用坚固木箱包装很重要。箱子须钉牢，加上压条，并通体用金属带加固。木箱上必须固定有绳索或者金属把手以便搬运，不得留有任何指孔。所有木箱标注如常，但请从第40号起连续标号。同时请用四英寸高的字号刷上我方唛头，并在每个箱子上标明毛重和净重。

希望此包装能令我们的客户满意。若是这样，你们今后就可以继续使用这种包装。货物一到我们就告知你们。

谨上

Key to Lesson Twenty-One

I.Translate the following expressions into Chinese and then make sentences:

1. 包装于……内 4. 毛重

2. 便于做某事 5. 刷唛头

3. 按惯常 6. 结果是

II..Fill in the blanks with suitable prepositions:

1. in

2. in, of, to, with

3.to, for

4.for

5.under, in, on, in

6. with, in

7.of, of, in

III.Translate the following sentences into English:

1. The packing mark of this shipment is a triangle, with the initials of our corporation stenciled inside.

2. Please pack the Men’s Shirts each inside a polythene bag, with a paper box outside, 100 boxes to a carton, bound with two plastic straps.

3. The customers at our end are much satisfied with the quality of your goods. However, they find your packing is not very satisfactory, which makes sale difficult.

4. Our usual packing for tea is in cardboard boxes with gunny bags outside, two boxes in a bundle.

5. In order to facilitate handling and help customers save on freight, we are going to use cardboard boxes instead of wooden cases for our further shipment.

Lesson Twenty-Two

Inner Packing

I.About the letter:

Inner packing aids marketing, consumer advertising, display, presentation, protection, handling and self-service retailing. In this letter, the writer indicates the detailed requirements of inner packing.

II. Chinese version of the letter:

关于内包装

敬启者：

兹复你方五月二十六的传真电信。在今年广州春交会上关于我们所订蜜蜂牌红糖一事，当时忘记提内包装的要求，甚抱歉。现经与我方客户讨论后，他们提出如下要求：

由于红糖在炎热的雨季里容易吸潮，因此应包装在牛皮纸袋里，每一牛皮纸袋装二十小包，每一小纸包净重一公斤，每两牛皮纸袋装一纸箱，纸箱应内衬防潮纸。

我们希望上述要求能为你方所接受，并盼早复。

Key to Lesson Twenty-Two

I.Translate the following expressions into Chinese and then make sentences:

1.内包装 4.牛皮纸袋

2.广交会 5.吸潮的

3.内衬 6.防潮纸

II.Fill in each of the blanks in the following sentences with the given words:

1.seaworthiness

2. indemnification

http://www.wendangku.net/doc/c9b866510029bd64793e2c58.htmlpensation

4.handling

5.breakage

6.package

7.instruction 8.destination

III.Translate the following sentences into English:

1.The printing of the inner box is very satisfactory.

2.Either side should be responsible for the improper packing.

3.In fact, the manufacturers are trying every possible means of improving our packing.

4.Under separate cover, we are airmailing you full particulars of the specifications and packing.

5.Besides, the improved packing is light in weight and easy to handle.

IV.Translate the following letter into Chinese:

敬启者：

你方8月31日来函询问我方旅行剪刀的包装，今告知如下：

我们出口的旅行剪刀每盒装一打，每一纸板箱装100盒。尺码是17公分高，30公分宽，50公分长，体积约0.026立方米，净重22.5 公斤，毛重23.5公斤。纸板箱外的标记除印刷有毛重、净重及皮重外，还须印刷有“中华人民共和国制造”字样。如你对标记有何特殊要求，请告知，我方当尽力满足。

顺告我们的剪刀过去一向使用木箱包装的，但经过多次用纸板箱试装后，发现纸板箱同样适于海洋运输，且纸板箱价格较低，搬运较为轻便，运费也较低廉，所以现在有更多客户宁愿要纸板箱包装而不要木箱包装。我们相信你方会同意我们的意见，接受纸板箱包装。

如能早日答复，不胜感激。

谨上

Lesson Twenty-Three

Outer Packing

I. About the letter:

Outer packing is designed to protect the goods from damage and theft and facilitate transport, loading and unloading while being carried from one place to another. In addition, outer packing will bear some indicative/warning marks with weight and measurement of the packages, which enables the carrier to choose suitable means of transport and calculate freight.

In this letter, the importer emphasizes the importance and method of outer packing.

II. Chinese version of the letter:

关于外包装

敬启者：

我们十分遗憾地通知你方：你方二月十八日装运至悉尼的三十箱机器部件中，有五箱严重损坏。考虑到我们双方之间长期的友好的关系，这次我们不提出索赔。但是对于你方今后的交货，我们认为有必要强调可靠包装的重要性。

由于机器部件容易震坏，必须裹以柔软的材料，稳固地包装在纸板盒中，再将这些纸板盒装在经得起风浪的

我们相信你方能满足以上要求。

盼惠合作，并预致谢意。

谨上

Key to Lesson Twenty-Three

I.Translate the following expressions into Chinese and then make sentences:

1.严重损坏 5.易受影响的

2.考虑 6.运输途中

3.抑制7.保护

4.提出索赔8.预先

http://www.wendangku.net/doc/c9b866510029bd64793e2c58.htmlplete the following letter with proper words:

for, together, Enclosed, at, per, Men’s, transaction, advance, packed, each, to, lined, cartons, protect, damage, transit, marks, stenciled, outer, above, met, await

III.Translate the following sentences into English:

1. Your packing must be strong, easy to handle and seaworthy.

2. Please improve your packing so as to avoid any damage in transit and facilitate the promotion of sales.

3．Owing to keen competition, a good commodity also needs attractive packing to appeal to customers.

4．We’ll give your suggestion our careful consideration and improve the inner packing of our cameras to cater to the consumers.

5. These cartons are well protected against moisture by plastic lining. Garments packed thus are not so susceptible to

damage by moisture as those packed in wooden cases.

IV. Write a letter to your customer, telling him that you have improved your packing and that from now on all garments are to be packed in cartons instead of wooden cases.

Dear Sirs,

Please be informed that for your future orders we shall pack our garments in cartons instead of in wooden cases.

The improved packing has the following advantages:

1)Packing in cartons will prevent skilful pilferage as the traces of pilferage will be more in evidence.

2) It is quite fit for ocean transportation.

3 )Our cartons are well protected against moisture by plastic lining.

4) Cartons are comparatively light and compact, so they are more convenient to handle in the course of loading and

unloading.

The above comments are based on a comparatively study of the characteristics of the two modes of packing, i.e. carton packing and wooden case packing, as well as the results of shipments already made. We hope you will accept our carton packing and assure you of our continued cooperation.

Yours truly,

China National Import & Export Corp.

Manager

Key to Skill Training

Chapter IX

I nsurance

Lesson Twenty-Four

Asking for CFR Terms

I. About the letter:

This is a letter from the buyer to the seller. It’s the buyer’s hope to change the trade terms because they have taken out an open policy with th e People’s Insurance Company of China. On CIF terms the insurance is to be covered by the seller and in case of CFR the insurance is to be covered by the buyer.

Ⅱ.Additional notes：

1. CIF , CFR价格术语

定由卖方负责办理货运保险的有关事项，如约定投保的险别、支付保险费和向买方提供有效的保险凭证等。

如果交易双方以CFR或FOB贸易术语成交，则在合同保险条款中，一般只订明“保险由买方办理”。如买方要求卖方代办保险，则应在合同保险条款中订明：“由买方委托卖方按发票金额…%代为投保…险，保险费由买方负担”。

2. insurance n. 保险

more expressions：

insurance claim 险索赔

insurance rider / endorsement 保险批单

insurance declaration 保险声明书，保险通知单

marine insurance 水险，海运险

ocean marine cargo insurance 海洋运输保险

overland (transportation ) insurance 陆运保险

parcel post insurance 邮包保险

air transportation insurance 航空运输保险

3．insure v. 保险

1) to insure + goods + against a risk

eg. We shall insure the goods against war risk.

我们将上述货物投保战争险。

2) to insure + a risk

eg. We shall insure WPA.

我们将投保水渍险。

3) to insure + against a risk (这时insure是不及物动词)

eg. We shall insure against war risk.

我们将投保战争险。

insured ：past participle as attributive（过去分词作定语）

insured amount 保额

insured cargo / goods 投保的货物

the insured n. 被保险人

insurer = insurance company / underwriter 保险人，承保人

4. 中国人民保险公司修订的中国保险条款（China Insurance Clauses，缩写为 C.I.C或CIC）中的海洋运输货物保

险条款(Ocean Marine Cargo Clauses)是参照国际保险市场的一般习惯，并结合我国保险工作的实际而制定的。它除了规定基本险别外还规定有一般附加险和特殊附加险。投保人在投保任何一种基本险别的同时，可根据需要加保一般附加险和特殊附加险。如投保人投保了一切险，则其中已包含了一般附加险的内容。

另外国际上较大影响且有代表性的“伦敦保险协会”所制定的“协会货物条款”（Institute Cargo Clauses —

I.C.C）也是被各国经常采用的保险条款。

(一)中国保险条款的险别：

中国人民保险公司海洋运输货物保险条款的险别分为基本险别与附加险两种。其中，基本险别有平安险（Free From Particular Average — F.P.A.），水渍险（With Particular Average — W.P.A.）和一切险（All Risks）。这三种险别中，一切险承保范围最大，平安险最小。

附加险分为一般附加险和特殊附加险。。

（二）伦敦协会货物险条款：

伦敦协会货物险条款主要有（A）（B）（C）三种险别：

（1）协会货物（A）险条款[Institute Cargo Clauses (A)—ICC(A)]

（2）协会货物（B）险条款[Institute Cargo Clauses (B)—ICC(B)]

（3）协会货物（C）险条款[Institute Cargo Clauses (C)—ICC(C)]

ICC（A）承保范围最大；ICC（B）次之；ICC（C）承保范围最小。另外还有协会战争险条款(Institute War Clauses

5.平安险（F.P.A.）和水渍险（W.P.A.）两个险别，在表示投保时，前面不再用介词against。

eg. Please insure against all risks.

请投保一切险。

eg. Please insure F.P.A.（or W.P.A.）.

请投保平安险或水渍险。

Ⅲ．Chinese version of the letter：

要求CFR 条款

敬启者：

事由：保险

我们已经收到你方一月七日的函按CIF条款报给我们500箱电动玩具。然而很抱歉，我们宁愿你方按CFR 条款给我方报价。

因为我方已与中国人民保险公司办理了预约保险。该公司是国营企业，享有很高的声誉，并在全世界各主要港口和地区都有代理。如果货物发生损坏，他们在你处的代理人将迅速地办理。此外，我们与该公司关系良好，通常每隔一段时间，我们就可以从他们那里收到一笔可观的保险回扣。

如你方能够同意我们的建议我们将不胜感激。

期待早日收到你们的答复。

谨启

Key to Lesson Twenty-Four

Ⅰ. Translate the following expressions into Chinese or vise verse

1. 成本加运费 6. all risks

2. 保险单7. WPA

3. 保险凭证8. insurance coverage

4. 中国保险条款9. open policy

5. 平安险10. CIF

Ⅱ. Complete the following sentences into English:

1.take out insurance against all risks

2.the insurance coverage

3.on CIF terms.

4.taken out an open policy

5. for your account.

Ⅲ.Translate the following sentences into English:

1.Please cover the insurance on the goods listed on the attached sheet.

2.The insurance is covered by the buyer on CFR basis.

3.We generally insure our export shipments with the People’s Insurance Company of China.

http://www.wendangku.net/doc/c9b866510029bd64793e2c58.htmlplying with your request, we shall insure the Men’s Shirts WPA.

5.If you wish to insure FPA, please let us know in advance.

Ⅳ.Write an English letter in reply with the following particulars:

Dear Sirs，

Please be informed that your letter of May 10 has duly been received. Complying with your request, we have arranged insurance on the subject goods with the People’s Insurance Company o f China against All Risks for US$ 58600 for your account.

The respecting policy is being prepared and will be forwarded to you within a day or two together with our debit note for the

We are now arranging all the necessity and expect to ship your order per S/S “Peace” , due to sail on/ about 25 th .

The covering shipping advice will be sent to you by fax as soon as the shipment is completed.

We look forward to receiving your early reply.

Yours faithfully,

Lesson Twenty-Five

Asking the Seller to Covering Insurance

I. About the letter:

This letter is from the buyer to the seller, wishing the seller to insure the order on his behalf. In case of CFR terms , the insurance is covered by the buyer .If the buyer asks the seller to cover insurance for him , the premium is for the buyer’s account.

Ⅱ. Additional notes:

1.一般附加险（General Additional Risk）即由于外来原因所导致的全部或部分损失的风险均属一般附加险，它们是

主要险别责任范围的扩展，因此不能单独投保。但如保了一切险，这些附加险也就包括在内了。

常见的一般附加险如下：

Theft, Pilferage & Non-Delivery Risks（简称T.P.N.D.或TPND）偷窃、提货不着险

Fresh and /or Rain Water Damage Risks 淡水雨淋险

Shortage Risk 或Risk of Shortage 短量险

Intermixture & Contamination Risks 混杂、玷污险

Leakage Risk 或Risk of Leakage 渗漏险

Clash & Breakage Risks 碰损、破碎险

Taint of Odor Risk 串味险

Sweating & Heating Risks 受潮受热险

Hook Damage Risk 钩损险

Rust Risk或Risk of Rust 锈损险

Breakage of Packing Risk 包装破裂险

eg. We shall cover TPNP on your order.

我们将对你方所订的货物投保偷窃、提货不着险。

eg. The goods are to be insured against Hook Damage Risk.

此货需保钩损险。

特殊附加险（Special Additional Risk）是承保由于特殊风险所造成的全部或部分损失，共有

下列八种：

1.战争险(War Risks)

2. 罢工险(Strike Risks)

3. 黄曲霉素险(Aflatoxin)

4. 交货不到险(Failure to Deliver)

5. 舱面险(On Deck)

6. 进口关税险(Import Duty)

7. 拒收险(Rejection)

8. 货物出口到香港（包括九龙）或澳门，存仓火险责任扩展条款(Flame Risk Extension Clause F.R.E.C)

说明：被保险人不论已投保何种基本险别，均可以分别加保有关的特殊附加险别。

Ⅲ．Chinese version of the letter：

买方请卖方代办保险

敬启者：

事由：我方第626号订单项下300 箱牛肉罐头

我们想请你方查阅我方订购300 箱牛肉罐头的第626号订单。这批货是按CFR订货的。

我们现在想把这批标题项下的货在你处投保。如果你方能代我方按发票金额的110%投保水渍险、偷窃、提货不着险、淡水雨淋险和战争险，我们将不胜感激。一俟收到你方的借记通知单和有关的保险单，我们立即把保险费付还你方。

期待早日收到你们的答复。

谨启

Keys to Lesson Twenty-Five

Ⅰ. Translate the following expressions into Chinese or vise verse:

1. 代表 6. debit note

2. 一俟收到7. Hook Damage Risk

3. 偷窃、提货不着险8. Leakage Risk

4. 短量险9. invoice value

5. 标题项下的货物10. War Risk

Ⅱ.Complete the following sentences in English:

1. for 110% of the invoice value

2. the covering insurance policy

3. TPND

4. on behalf of the buyers

5. on receipt of your debit note

Ⅲ.Translate the following sentences into English:

1. We have insured your Order No. 913 for the invoice value plus 10% up to the port of destination.

2. Please cover the insurance on the 200 metric tons of Wool on our behalf FPA and against War Risks.

3. Please let us know the detailed risks you wish to insure against on the goods.

4. In the absence of definite instructions from our clients , we generally cover W.P.A and War Risks.

5 If you wish to insure against Breakage , please let us know in advance.

6. At your request, w e have already insure the 500 sets “Haier” Brand Refrigerators against All Risks.

Ⅳ.Translate the following letter into English:

Dear Sirs ,

With reference to the 3500 sets of “KONKA” Brand TV sets under our Purchase Confirmation No. 212, we wish to inform you that we have opened a confirmed and irrevocable L/C No.678 with Bank of China.

Please see to it that the above goods should be shipped before the 15 th April and the goods are to be covered for 130%of the invoice value against All Risks. We know that according to your usual practice , you insure the goods only for 10% plus invoice value , therefore the extra premium will be for our account.

Please arrange the insurance according to our request. We await your shipping advice.

Yours faithfully,

Wang Jie

Lesson Twenty- Six

Insurance Clause

I. About the letter:

This letter is from the seller to the buyer. The seller requests the buyer to delete the word “Breakage” from the insurance clause in the L/C and points out the insurance company does not ins ure the risk of breakage and even it’s insured , the cover is subject to a franchise of 5%.

Ⅱ.Additional notes:

1．cover n. (保险业)保险

eg. We provide cover against breakage

我们投保破碎险。

cover v. (保险业)投保

1) to cover +goods + against a risk

eg. We shall cover the goods against Shortage.

我们将此货物投保短量险。

2) to cover + a risk

eg. We shall cover all risks and war risk.

我们将投保一切险和战争险。

3) to cover + insurance

eg. We shall cover insurance on the captioned goods.

我们将标题项下的商品投保。

4) to cover + sb. + against a risk

eg. The insurance policy covers us against Taint of Odor Risk .

保险单给我们保串味险。

2．delete v. to take ；rub or cut out (sth. written or printed) 删去

eg. The clause “ All expenses are for the beneficiaries account “ should be deleted from the L/C.

“一切费用由受益人负担”的条款应由信用证中删除。

eg. With reference to your L/C No. 307 ,please delete the “ long ” and insert “short” before “ton”.

关于你方信用证307号请在“ton”字前去掉“long ”字，加上“short”字。

3．franchise n. a special right or freedom 免赔率（额）；特权，特许

eg. This insurance company here insures this risk with 5% franchise.

这儿的保险公司按5%的免赔率投保这种险别。

4．survey v. examine the condition of 调查，检查，观察，鉴定

eg. The goods were surveyed immediately after unloading.

此货一卸下船就立即进行了检查。

III.Chinese version of the letter：

保险条款

敬启者：

事由：破碎附加险

谢谢我方刚刚收到的你方关于瓷器的第1210 号信用证。

请注意，我方对此种商品不投保破碎险。因此，你方应从信用证的条款中把“破碎险”字样删除。

此外，我们想强调破碎险是一种特殊险别。诸如窗玻璃、釉面砖之类的商品，即使已加保了破碎险，破碎险这种险别也有5%的免赔率。换言之，如破碎率经调查不足5%，损失索赔则不予受理。

谨启

Keys to Lesson Twenty-Six

Ⅰ. Translate the following expressions into Chinese or vise verse:

1.additional risk 6. 以… … 为准，以… … 为有效

2. survey report 7. 百分之五的免赔率

3. insurance clause 8. 釉面砖

4. metric ton 9. 贸易公司

5. Breakage Risk 10. 商品检验局

Ⅱ.Fill in the blanks with a word or phrase that fits best:

1.franchise

2. broader coverage

3. invoice value

4. damage

5. According to

6. premium

7. comply with

8.additional risks

9. for buyer’s account 10. take out

Ⅲ.Translate the following sentences into English:

1. It is appreciated that you have covered the additional risks as specifically desired by us and we are now enclosing a

check for ?500 in payment of the premium difference.

2. Please let us know the detailed risks you wish to insure against on the goods.

3. We should be obliged if you could inform us of the full details regarding the scope of cover handled by the People’s

Insurance Company of China for our reference.

4. If additional risks should be covered , the extra premium is for buyer"s account.

5. For the sake of safety , we recommend you to take out insurance on the consignment against all risks and war risk.

6. Our insurance company can only entertain the claims for losses that are in excess of 5% of the whole lot as the above

goods are covered with a franchise of 5%.

Ⅳ.Translate the following letter into English:

Dear Sirs,

Your S/C No. 913

With reference to your Sales Confirmation No. 913 we wish to point out that the insur ance clause in your S/C “The insurance is to be covered on the goods for 110%of the insurance value W.P.A, and against T.P.N.P” is not acceptable to us.

As porcelain wares are delicate goods and are likely to be damaged on the voyage., W.P.A&T.P.N.P will not be good enough. Therefore we have to ask for broader coverage. Please take out cover on our cargo against Hook Damage Risk and Breakage Risks in addition to W.P.A. &T.P.N.P.

We shall be grateful if you can amend your S/C .

We sincerely hope that our request will meet with your approval.

Yours faithfully,

Key to Skill Training

根据货物明细单填制保险单：

Chapter X

Complaints and Claims

Lesson Twenty-Seven

Complaints of Wrong Goods Delivered

I. About the letter:

This is a letter from buyers to sellers complaining about the goods wrongly delivered. If the goods are found wrongly delivered, buyers should advise sellers in good time and send them the full particulars of the goods they received so that sellers may check them with the order and the copy of invoice and arrange for the dispatch of replacements.

Ⅱ.Additional notes：

1. appear v. 似乎，看来，显得

Your quotation does not appear to be reasonable，as the prices we received from other sources are 10% lower.

你方的报价似乎不合理，我们从其他地方接到的价格比你方低10%。

appear在内贸书信中有时用作委婉的表达方法，如：

You appear to have misunderstood our intention.（比You have misunderstood our intention. 委婉）

你方似乎误解了我们的意图。

2. presume vt . 推测，认为

We presume (that) they have met your requirements. (“that” can be omitted.)

我们推测他们已经满足你们的需求。

I presume we can conclude the business.

我认为我们能做成这笔生意。

presume作“推测，认为”解时与assume（v. 设想，假定）意思相近。但presume含有相信的意思，而assume只是假设；此外，以that 从句为宾语时，presume后面的that 往往省略，而assume后面的that 则不能省略

比较：

We did not make you any offer because we assumed that you were not interested .

我方没有给你方报盘，因为我方猜想你方不感兴趣。

Since you did not reply to our cable ,we presume you are not interested.

由于你们没有答复我方去电，我们认为你们不感兴趣。

3. replacement n. 替代，替换物

replacement investment 更换投资

replacement of goods 更换货物

We wish you to ship th e replacement per S.S “Peace”as soon as possible.

我们希望你们尽快把替换物由和平号运出。

replace v. 替换

We shall replace the wrong goods by (with)the right ones.

我们将用正确的货物替换错误的货物。

4. disposal n. 处理；出售

There is little prospect for disposal of the goods.

没有多大希望处理这些货物。

dispose v. 使有意于，使倾向于

Changes in the market conditions here dispose us to cancel the contract.

市场情况的变化使我们倾向于取消合同。

dispose of 卖掉；处理掉

We have to dispose of the damaged goods at a greatly reduced price..

我们不得不大大削价处理掉这些受损的货物。

be (or: feel) disposed to do sth. 愿意做某事，倾向做某事

We are disposed to buy a small quantity for trial.

我们倾向买少量试用。

Ⅲ．Chinese version of the letter：

申诉错装货物

敬启者：

事由：我方第1027号订单

很高兴在“公主”号到达上海时我们已经及时收到装船单据并已将货提出。

我们很感激你方迅速执行我方订单。除了第16号箱外一切情况看来都良好。

当开箱后我们发现内装货物完全不符，我们只能推测这是错装，箱内之货属另外的订货。

由于我们的买主急需我们所订之货，我们不得不要求你方立即把替换之货发来。随函附上第16号箱所装货物清单。如你方将它与我方的订单和你方发票副本核对我们将不胜感激。

同时，我方将该货存在我处听候你方处理。

请注意上述事项。

谨启

Key to Lesson Twenty-Seven

Ⅰ. Translate the following expressions into Chinese or vise verse:

1. 装船单据 6. take delivery of

2. 在适当的时候，如期地7. in good /perfect condition

3. 急需8. poor packing

4. 不得不9. copy of invoice.

5. 注意10. at one’s disposal

Ⅱ. Fill in the blanks with the words that fit best:

1. appear

2. presumes

3. at your disposal

4. replacement

5. take delivery of

6. cannot but

7. do with

http://www.wendangku.net/doc/c9b866510029bd64793e2c58.htmlplain

Ⅲ.Translate the following sentences into English:

1.On comparing the goods received with the sample, we are surprised to find that the color is not the same.

3.After unpacking the base, we regret to find that the quality is unsatisfactory.

4.On examination , we found that many of the articles were severely damaged, though the cases themselves showed no

trace of damage.

5.We very much regret that that you have complained about the quality of our Black Tea.

Ⅳ.Write an English letter in reply with the following particulars:

Dear Sirs,

We regret to inform you that the consignment ex S/S “Peace” under S/C K9207 was found some cases badly damaged. .

We are enclosing the Survey Report issued by Xiamen Commodity Inspection Bureau and hope that you will lodge a claim against the relevant Insurance Company on our behalf.

Yours faithfully,

Lesson Twenty-Eight

(A) Claim for Short Weight

(B) Reply --Settlement of the Claim

I. About the letter:

The first letter is from the buyers to the sellers ,filing a claim against the sellers for a short weight of 7.8 metric tons of White Cement under Order No. 456 shipped per S/S “Queen” , supported by the Survey Report from Beijing Commodity Inspection Bureau for an amount of US$560 .

The second letter is in reply to the first one, from the sellers to the buyers, accepting the claim registered by the buyers for a short weight of 7.8 metric tons of White Cement.

Ⅱ.Additional notes：

1. claim n. 索赔，赔偿要求

常用的词组如下：

claim against sb. 向某人索赔

claim arising from a breach of the contract 违约所引起的赔偿要求

claim arising from a defect of the goods 货物瑕疵所引起的索赔

claim arising on a bill of lading 有关提单引起的索赔

claim barred by reason of limitation 受时效限制的索赔

claim based on lack of conformity of the goods 货物不符产生的索赔

claim for compensation of damages 损害赔偿的诉权

claim for contribution in general average 要求分摊共同海损

claim for damage 由于损坏而索赔

claim for financial loss 关于经济损失的诉权

claim for general average 共同海损分担的诉权

claim for inferior quality 由于品质低劣而索赔

claim for payment要求付款的诉权

claim for proceeds 要求赔偿货物

claim for reimbursement 要求偿还，索赔

claim for short delivery 由于短装而索赔

claim letter 索赔信

claim on account of damage 因损坏而索赔

下面是claim和其他动词搭配的部分常见短语：

accept /admit a claim同意索赔admit a claim同意索赔

entertain a claim受理索赔dismiss a claim 驳回索赔

reject a claim 拒绝索赔relinquish a claim 撤回索赔

settle a claim 解决索赔waive a claim 放弃索赔

withdraw a claim撤回索赔

claim v. 索赔，要求赔偿

以下为部分常用短语，注意介词的一般用法；

to claim US$20,000 索赔美元两万元

to claim a compensation of US$20,000要求赔偿美元两万元

to claim US$20,000 for damage 因损坏赔偿美元两万元

to claim US$20,000 on the goods 对该货索赔美元两万元

to claim US$20,000 from the underwriter 向保险公司索赔美元两万元

2.shortweight adj. /n. 短重

也可写作short-weight；作名词时还可写作short weight。

The shipment of Fertilizers ex S.S “Pearl” is shortweight by 3.6 M/T.（本句中shortweight是形容词）

由“珍珠”轮运来的化肥短重3.6公吨。

We register a claim against you for a shortweight of 3.6 M/T. （本句中shortweight是名词）

我方为短重3.6公吨向你方提出索赔。

在外贸书信中，作“短少，短缺，不足”解的short可与名词或过去分词构成很多词组或复合词，其写法有写成两个词的，有用连字符的，也有写成一个词的。

下面是一些常见的这类词组和复合词：

short shipment 短装；装载不足

There is a short shipment of 32kg.

货物少装了32公斤。

short delivery 短交；缺交

Much to our regret, we found a short delivery of 115 lbs.

我们很遗憾发现短交115磅。

short- landed adj. 短卸

We demand that you make up the short-landed goods without any delay.

我方要求你方尽快补偿短卸的货物。

short- calculated adj. 少算

Our commission on this article is short-calculated.

这批货我方的佣金少算了。

short-delivered adj. 短交；缺交

The short-delivered goods occurred during transit.

短交货物发生于运输途中。

short- established adj. 少开

Your L/C is short-established to the amount of $630.

你方信用证少开630美元。

short- invoiced adj. 发票少开

The shipment is short-invoiced by RMB￥2367.

这批货物的发票少开了人民币2367元。

short- shipped adj. 短装

We shall ship the short- shipped goods immediately.

我们将短装的货物立即运出。

W e’ll refund the short- paid amount of ￡ 300 to you..

我们将偿付给你们少付的300英镑。

3.survey report 检验报告

以下为我国商检部门签发的部分主要鉴定证明：

Survey Report on Examination of Damage or Shortage 检验残损证明书

Survey Report on Inspection of Tank Hold 船舱鉴定证明书

Survey Report on Quality 品质鉴定证明书

Survey Report on Weight 重量鉴定证明书

We enclose a survey report issued by CCIB.

我们随函寄去中国商品检验局签发的检验报告一纸。

4. inspection n. 检验

Commodity Inspection Bureau 商品检验局

以下为一些关于inspection的检验证书名称：

Inspection Certificate of Quality 品质检验证书

Inspection Certificate of Quantity 数量检验证书

Inspection Certificate of Weight 重量检验证书

Veterinary Inspection Certificate 兽医检验证书

Disinfection Inspection Certificate 消毒检验证书

Inspection Certificate of Health 卫生检验证书

Inspection Certificate of Origin 产地检验证书

Inspection Certificate of Value 价值检验证书

.5. responsible adj. 有责任的，应负责的（后接介词for）

hold sb. responsible

We must hold you responsible for all losses arising from the improper packing.

我们必须要你们负责由于不良包装产生的一切损失。

responsibility n. 责任（后接介词for或of ，或接不定式）

We will take the responsibility of effecting shipment.

我方将负责装运。

6. long-standing relations 长期的关系

类似的表达方式有：long-established relations, long-existing relations, long connections, long friendly relations 等。We are an exporter of silk, hoping to establish long-standing relations with you.

我们是丝绸的出口商希望和你方建立长期的关系。

7. settlement n. 解决；清偿；结算

settle v. 结算；处理；解决

The problem has been settled

这个问题已经解决了。

Please settle this long--standing account immediately.

请立即清偿这笔长期未清的账目。

We are desirous of reaching an amicable settlement with you.

我们渴望和你方达成和解。

settlement in an amicable way 以友好的办法解决

settlement by arbitration 以仲裁的方式解决

settlement of balance 结清余额

settlement of claim 理赔

settlement of exchange 结汇

settlement of loss 偿付损失

Ⅲ．Chinese version of the letter：

（A）短重引起的索赔

敬启者：

事由：我方关于500公吨白水泥的第456号订单

我们已经收到北京商检局的检验报告，证实昨天由“皇后”轮卸下的标题项下的货物短重7.8公吨。该局授权的检验员认为短重是由于不良包装，不是其它原因，对此你方毫无疑问应负责。

根据北京商检局签发的检验报告，我们向你方提出索赔560美元。

随函附去第607号检验报告，期待你方早日解决。

谨启

(B) 回复——理赔

敬启者：

你方第456号订单的索赔

关于你方第456号订单货物短重7.8公吨的索赔之事，我们对此深表歉意。

经我方工作人员查核，发现约有51袋未按照合同规定以五层坚固纸包装，而用来包装这51袋的纸只有三层，以致在运输途中造成破损。这完全是由于我方仓库管理人员的粗心所致，对此我们向你方致以歉意。

鉴于我们双方长期的业务关系，在得到你方同意后，我们立即将索赔金额560美元以支票转入中国银行北京分行账户。

希望你方对我们所作的安排感到满意，并期待你方更多的订单。

谨启

Key to Lesson Twenty-Eight

Ⅰ. Translate the following expressions into Chinese or vise verse:

1. 短交；缺交 6. short weight

2. 检查,检验7. Survey Report

3. 转口贸易8. warehouse to warehouse clause

4. 依靠，依据9. Commodity Inspection Bureau

5. 入库单10. settlement of Claim

Ⅱ.Complete the following sentences in English:

1.The shortage of the goods

2.be responsible for

3.short weight of sugar

4.In view of our long-standing trade relations

5.lodge a claim against you

6.issued by Shanghai Commodity Inspection Bureau

Ⅲ.Translate the following sentences into English:

1.The investigation made by the Commodity Inspection Bureau has revealed that the damage is due to improper packing.

2.We have to lodge a claim against you on the shipment for short weight for US$3200.

3.We were surprised to find that the quality of the consignment is inferior to that of the samples.

4.We file our claim against the New Zealand Trading Company on the strength of the Survey Report from the Guangzhou

Commodity Inspection Bureau

5.We regret to point out that the goods were found short weight 360 lbs when they arrived.

Ⅳ.Translate the following into an English business letter:

Dear Sirs,

Claim for Short Weight on Dongbei Rice S/C 476