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1、外贸英语写作习题集及答案外贸英语写作练习册 Unit One Layout of Business Letters . 1 Unit Two Establishing Business Relations . 3 Unit Three Enquiry and Replies. 4 Unit Four Offers and Counter-offers. 5 Unit Five Sales Promotion . 8 Unit Six Orders and Acknowledgements . 9 Unit Seven Packing . 11 Unit Eight Transportation
2、 . 12 Unit Nine Terms of Payment. 13 Unit Ten Insurance . 14 Unit Eleven Agencies. 15 Unit Twelve Complaints and Adjustments. 16 Unit Thirteen Electronic Correspondence. 18 Unit Fourteen Forms of Trade. 18 参考答案. 19 Unit One Layout of Business Letters I. Can you draw a picture like the one above but
3、showing a letter in blocked form? In the following picture, each numbered section represents a part of an English letter in indented form. Can you write beside the number what this part is? II. The following are different parts that form an English business letter. Please lay them out into a letter
4、in modified indented form: 写信人：五龙国际玩具公司 1 地址：江苏省扬州市扬子江北路8号 邮编：225008 收信人：A & A 4Kidz Inc 地址：Beursplein 37, 3001 DD Rotterdam, Netherlands 事由：Children Toys 日期：20-年x月x日 写信人姓名：王新 职务：出口部经理 信的内容： We learn your name and address from International Business Daily, and know that you would like to import Chin
5、ese toys. We are a toy company with customers from both China and abroad. We not only supply to a number of big chain stores across China, but also receive substantial orders from many major global retailers such as Wal-Mart, Carrefour and Sears. Enclosed is an illustrated catalogue of our products.
6、 We are confident that they will be appealing to you. If you are interested in any of them, we would be glad to send you some samples for your consideration. Your early reply will be appreciated. 另外，该信件要交由收信人公司的进口部处理。 III. Find out what is not acceptable in terms of formatfrom the following letter a
7、nd make corrections: Network Foods Limited 42-44 Sheehan Road Heidelberg West Victoria, 3081 Australia ATTN: Mr. Michael Fox Tianjin Tanggu Foodstaff Company Limited China, Tianjin, Tanggu District, Hubei Road No. 17 Subject: Soy Source Dear sirs: We are very glad to hear from you so soon and learn
8、that you are interested in our soy source. Our earliest time of shipment is June of this year. We usually only accept payment by letter of credit, but considering you are introduced to us by one of our very reliable business partners, we are willing to allow you to pay us by T/T 30% of the total val
9、ue before the goods are shipped, and the rest paid by T/T after the goods arrive. As to quality, Chinese soy source is always the best. If you think this arrangement is acceptable, please let us know as soon as you can. Your Trully. Wang Bin Overseas Marketing Manager Tianjin Tanggu Foodstaff Compan
10、y Limited 20-/5/12 IV. Address the envelope using the name and address provided: 2 写信人：Hangzhou Copying Equipment Co. 地址：No. 8 Xihu Longwu Industrial Park Hangzhou, Zhejiang, China 收信人：Berg Manufacturing Corp. 地址：818 Harrison Street, Suite 206 Oak Park, Illinois, USA 60304 Unit Two Establishing Busi
11、ness Relations I. Translate the following terms and expressions: A. Into Chinese: 1. import and export 2. specific inquiry 3. favorable price 4. be in abundant supply 5. consumer goods 6. finished product 7. be in short supply 8. sole agent 9. joint venture B. Into English: 1. 建立贸易关系 2. 潜在的买主 / 客户 3
12、. 经营范围 4. 价格单 5. 样品本 6. 国际商会 7. 插图目录 8. 中国出口商品交易会 9. 商业信誉 3 10. 资信情况 11. 财务状况 II. Translate the following letter into English: 先生： 从贵国驻北京大使馆的商务参赞处获悉，贵公司是一家食品出口商。作为一家专营罐装食品的零售商，我们特致函贵方，希望能建立贸易关系。 从贵方的通函中我们了解到你们可以供应各种罐装食品，如能提供给我们最新的价格单以及插图目录，不胜感激。 如你方供货价格优惠，质量上乘，我们将大量订购。 盼早复。 此致 III. Write an English
13、letter in a proper form based on the following information: Write a letter to Foothill Enterprises Trade Development Co. Ltd. (P.O. Box 22789 Taiz Street, Sanaa, Republic of Yemen) telling them: 1. you are introduced by the Commercial Counselors Office of their embassy in Beijing; 2. you wish to set
14、 up business relations with them; 3. the main scope of your business is exporting chinaware; 4. samples and catalogues will be sent to them upon receipt of their specific inquiries. Unit Three Enquiry and Replies I. Translate the following terms and expressions: A. Into Chinese: 1. make sb an enquir
15、y for sth 2. have sth in stock 3. be out of stock 4. quote sb a price for sth 5. enquire for sth 6. make sb a quotation for sth 7. R&D department 8. immediate delivery 9. immediate shipment 10. confirming sample 11. sample book B. Into English: 1. 询盘 2. 现货供应 3. 报最低价 4. 扩展业务 5. 商品目录和样品 6. 一整套 7. 出口部
16、4 8. 9. 10. 11. 12. 具体询盘 采购样品 与.相符 回样 不可撤销的即期信用证 II. Translate the following letter into Chinese: Dear Sirs, Digital Cameras We are interested in your various types of digital cameras displayed at the Guangzhou Fair in April. We introduce ourselves as one of the largest importers of electric goods i
17、n London and have been in this line for over ten years. We expect to establish business relations with you with keen interest. At present we are enlarging our import business and the said products fit in very well. Please send us a full range of illustrated catalogues and samples. We will appreciate
18、 it very much if you will quote us the lowest price CIF London for the digital cameras which can be supplied from stock. We look forward to your early reply. Yours faithfully, London Universal Trading PLC Peter Lee Import Manager III. Write an English letter in a proper form based on the following i
19、nformation: 写信人：John Smith, Fine Toys Inc.的Import Manager 地 址：22 Granville Street, Fresno, Los Angeles, USA 收信人：山东工艺品进出口公司出口部王经理 地 址：中国青岛香港中路100号 事 由：竹制玩具 日 期：20-年x月x日 王经理： 现介绍我公司是洛杉矶地区最大的玩具进口商。你方在纽约时报所登广告介绍的竹制玩具非常适合我方要求。 我方现想询购大约200,000只竹制玩具以满足市场的需要。我方已另行邮寄了采购样品，以便贵方了解我方所需产品的质量和型号。请航寄与我方采购样品相同的样品并报
20、最好的CIF洛杉矶价。 如能立即办理，不胜感激。 谨上 Unit Four Offers and Counter-offers I. Translate the following terms and expressions: A. Into Chinese: 1. make sb an offer for sth 5 2. by separate mail/post 3. short ton 4. metric ton 5. purchase confirmation 6. take delivery of 7. make delivery of 8. usual terms 9. whol
21、esale price 10. end user 11. take into account 12. out of stock 13. supply from stock 14. see ones way clear to 15. bridge the gap 16. ceiling price 17. reduction in price 18. the best price 19. gap in price 20. break the contract 21. fulfill the contract 22. allow sb a discount B. Into English: 1.
22、报盘 2. 报价单 3. 即期装运 4. 最终确认 5. 以.为准，以.为条件 6. 另封，另寄 7. 销售季节 8. 虚盘 9. 标题货物 10. 实盘 11. 长吨 12. 向某人订某货 13. 以.为抬头 14. 销售确认书 15. 吸引人的价格 16. 对等贸易 17. 市场坚挺 18. 畅销 19. 取消交易 20. 原材料 21. 生产成本 22. 常年客户/经常的主顾 23. 鉴于 24. 达成协议 25. 签合同 26. 下跌的市场 27. 推销 28. 做出让步 29. 弥补差距 30. 各让一半，互相折衷 6 31. 起草合同 32. 最低价 II. Translate t
23、he following letter into English in a proper form: Worldwide Trading Pty. Ltd Level 25 367 Collins Street Sydney, Australia 女士/先生： 感谢你方x月x日对我方圣诞蜡烛的询盘。 根据要求，现报你方所需货号为202圣诞蜡烛，每箱340美元，按成本加运费悉尼价，包括2%的佣金，以我方最后确认为准。 众所周知，我方产品质量优良，价格合理，在国际市场上很受欢迎，希望你方能同意报价。 圣诞节日益临近，请尽快寄订单勿误。 盼即复。 谨上 金王蜡烛有限公司 出口部经理 高丽 20-年x
24、月x日 III. Translate the following letter into Chinese: Dear Sirs, We acknowledge receipt of your letter dated May 15. In reply to you enquiry for our Rourou Brand Pillow Cases, we are making you an offer as follows: Name of Commodity: Rourou Brand Pillow Cases Specifications: NJ100 Quantity: 40,000 p
25、airs Price: at USD22 per pair CIF Copenhagen including 5% commission. Payment: by a confirmed irrevocable L/C payable by sight draft. Shipment: during July/August 20- This offer is firm subject to your reply reaching us before the end of this month. For your information, there is little likelihood o
26、f the goods remaining unsold once this particular offer has lapsed. We are looking forward to your early reply. Yours faithfully, IV. Write an English letter based on the following information: 你方向客户作的铁丝的报价，客户x月x日回信中认为价格偏高。给客户回信，包含以下几点： 1. 最近原材料价格上涨； 2. 我们的质量上乘； 7 3. 4. 5. 6. 客户所需的1吨是最低起订量，不能打折； 国内外
27、供不应求，现存货已不多； 督促客户重新考虑你方报价，尽快回复； 欢迎其他询盘，并将给予关注。 Unit Five Sales Promotion I. Translate the following terms and expressions: A. Into Chinese: 1. leading dealer 2. approach sb for sth 3. competitive offer 4. in large quantities 5. B. Into English: 1. 属于我们的经营范围 2. 从事.业务 3. 详细信息 4. 最新商品目录 II. Translate t
28、he following letter into Chinese: Dear Sirs, We are glad to make you a competitive offer as follows: Name of commodity: Seagull Brand Cameras Quantity: 2,000sets Price: at USD200 per set CIFC3% New York Packing: packed in cartons Time of shipment: for shipment during March/April 20- Terms of payment
29、: by irrevocable L/C payable by sight draft The above offer is firm subject to your reply reaching us before the end of this month. Your prompt reply is highly appreciated. Yours faithfully, III. Write an English letter in a proper form based on the following information: 你是一家经营轮胎进出口的国营公司，名叫Yellow S
30、ea Tyre Co. Ltd (中国青岛中山路30号贸易大厦15层进出口部 Tel: 0086-532-2688888 E-mail: yst)。你从网站上得知澳大利亚一家叫Greenworld Trading Pty Ltd公司正在中国寻求轮胎的供货商，给他们写一封信介绍一下自己的公司，说明消息来源，并报盘目前畅销货物。 8 Unit Six Orders and Acknowledgements I. Translate the following terms and expressions: A. Into Chinese: 1. cash against documents 2. d
31、uplicate order 3. financial standing 4. initial order 5. first order 6. trial order 7. pave the way for 8. friendly cooperation 9. make out a contract 10. draft (n.) 11. draw up 12. sales contract 13. in duplicate 14. for ones file r 15. stipulation 16. AQSIQ 17. CCPIT 18. terms and conditions 19. s
32、hipping marks 20. original sales contract 21. name of commodity 22. specification 23. commodity inspection B. Into English: 1. 订单 2. 执行订单 3. 销售确认书 4. 拒绝订单 5. 一式两份 6. 向某人订购某种货物 7. 续订单 8. 接受订单 9. 付款条件 10. 提交 11. 确认订单 12. 销售确认书 13. 供某人详阅 14. 向某人订某货 15. 随后的修改 16. 一式三份 17. 一式四份 18. 一式五份 19. 与符合 20. 合同条款
33、21. 供某人参考 22. 溢短装条款 23. 仲裁 9 24. 不可抗力 25. 品质和重量检验证书 26. 目的港 27. 对外经济贸易仲裁委员会 28. 总金额 29. 海洋运输货物保险条款 30. 付款条件 II. Translate the following letter into Chinese: Dear Sirs, Thanks for your quotation sheet and samples sent on 7 June. Both the price and quality are satisfactory, so we now place a trial ord
34、er for 1,000 dozen. For your information, womens cashmere coats are in great demand in Toronto and prices are much high. But the customers here are very selective. Therefore, we must stress the importance of quality and design. If these coats are of superior quality and attractive design, we are sur
35、e they will have a good market in Toronto. As the amount of this order is not big, we recommend payment by T/T. We look forward to your early confirmation. Yours faithfully, III. Translate the following letter into English: 敬启者： 你方x月x日123号订单收悉，谢谢。 我们确认向你方供应1,000台球桌，每台400美元成本加运保费洛杉矶，十月份交货。付款条件为保兑的、不可
36、撤销的、以我方为受益人的、凭即期汇票支付的信用证。 我们确信你们会对我们产品的优良品质感到满意。 如有任何其他要求，请尽管告知。 此致 IV. Write English letters based on the following information: Letter 1: 1. 经过一番洽谈，各项条件均谈妥，因此我们决定订购1,000台海尔牌微波炉 2. 海尔产品在此地声誉很好，因其品质优良，售后服务也不错，因此希望和海尔建立长期的业务关系，如第一批货销得很好，将大量续订。 3. 期望早日收到销售合同。 Letter 2: 1. 感谢买方5,000只女式皮包的订单。 2. 保证按时优质履
37、行订单，并请对方务必及时开证以免耽误装运。 3. 告知对方，除所订的一款外，我们还经营更多的、各种各样的时装包，并随附插图目录。如有需求，联系我们。 10 Unit Seven Packing I. Translate the following terms and expressions: A. Into Chinese: 1. cardboard carton 2. seaworthy packing 3. fragile products 4. shipping instructions 5. in transit 6. in perfect condition 7. foamed pl
38、astics 8. kraft paper bag 9. in bad condition 10. double gunny bag 11. heat-proof 12. shock proof 13. wind-proof 14. water-proof paper 15. ocean transportation 16. polybag 17. be lined with 18. warning marks 19. indicative marks 20. square meter B. Into English: 1. 内包装 2. 装箱单 3. 外包装 4. 出口包装 5. 粗鲁搬运
39、6. 木箱 7. 海洋运输 8. 中性包装 9. 大号 10. 中号 11. 小号 12. 特大号 13. 防潮纸 14. 出口标准 15. 国际标准 16. 装船唛头 17. 毛重 18. 小心轻放 19. 净重 20. 保持干燥 II. Translate the following letter into Chinese: Dear Sirs, Thanks for your letter of July 1st. As requested, we will make packing arrangements as follows: 11 Womens eather shoes are
40、first packed one pair in a polybag, then in a paper box, 10 boxes to a carton lined with water-proof paper, bound with straps outside. S/1, M/6, L/2, XL/1 per case, with equal assortment of white, red and black. You may rest assured that our cartons are strong enough and seaworthy. We hope the above
41、 arrangements will turn out to your satisfaction and await your early confirmation, so that we may have the goods prepared. Yours faithfully, III. Translate the following letter into English: 迳启者： 感谢你方六月一日关于苹果酒的报价。我们高兴地订购1万瓶。请注意我方包装要求如下： 1万瓶苹果酒，每瓶先套一塑料袋，再装一较厚的精美的纸盒内，十盒装一垫有泡沫塑料的纸板箱中。纸箱应足够坚固，以经得起粗鲁搬运和
42、长途运输。 请严格按照我方要求包装，以免运输途中受损。因圣诞节即将来临，务请尽早装运，以赶上旺销季节。 此致 IV. Letter 1: 1. 向卖方订购10,000箱矿泉水； 2. 包装要求：每瓶500毫升，12瓶装一纸箱，2纸箱装一塑料箱，内包装务请美观以利销售，外包装务请坚固以便长途海运； 3. 请卖方按要求包装并按时装运。 Write English letters based on the following information: Letter 2: 1. 感谢买方订购1千台联想牌电脑； 2. 每台电脑先装一塑料袋，再装一纸板箱，内衬防潮纸，并垫有泡沫塑料，外用两根打包带加固，2
43、箱装一托盘； 3. 希望对方对包装满意。 4. Unit Eight Transportation I. Translate the following terms and expressions: A. Into Chinese: 1. shipping company 2. shipping documents 3. liner 4. tramp 5. sailing date 6. port of shipment 7. port of destination 8. port of loading 9. port of discharge/unloading 10. transshipment 12 B. Into English: 1. 运输方式 2. 装运时间 3. 装运港 4. 分批装运 5. 运输标志，唛头 6. 装运通知 7. 装运要求 8. 舱位 9. 运输代理，货代 1
