The Basic Knowledge of a Business Letter
Business communication ~ correspondence ~ letter ~ writing communication n. communicate v. 1. ~ with sb. 2. ~ sth. to sb.
If you are interested, please communicate with us. Please communicate this to your buyers.
Please let us know whether the quality represented by the sample answers (serves) your
purpose n. purpose.
The quality does not suit the purpose. The goods needed are for medical purpose.
Please send us a collection of specimens for reference purpose. We use this stuff for various purposes. We suggest a slight alternation.
We would suggest your buying a small quantity for trial.
We suggest that the quantity (should) be increased to 100 metric tons.
Your letter of May 6 addressed to our Beijing Head Office has been passed on to us for attention.
You fail to address the key question.
suggest v. address v. line n. ~ of business
We have been for many years in the chemical line. Their chief line is the import of oilseeds.
Just a line to inform you that we have today opened an L/C to cover our purchase of Surgical Instruments.
As soon as you reach a decision, please drop us a line.
Chapter Two
Establishing Business Relations
require v.
Buyers require 50 metric tons additional.
The Import License requires the goods to arrive before September 15. As the question is an important one, it requires careful thinking over. The contract requires that we (should) ship the goods not later than April. With reference to letters exchanged, we are pleased to confirm the following ~. A number of transactions have been finalized.
transaction n. Conclude a ~ obtain secure v. procure
Up to the present time, we have been unable to secure a bid. They were unable to procure supplies from other sources.
We would be obliged if you could send us your lowest quotation together with your latest catalogue.
We would be pleased if you could give this matter immediate attention. We would appreciate it if you could make us an offer for 50 M/T. We would be grateful if you could …
We very much appreciate the good quality of your product. Any assistance you may give us will be highly appreciated. The price has appreciated.
We appreciate your difficulty is coping with competition.
vt. We are pleased to offer (you) the goods for shipment in September at a favorable price. n. We make you an offer for the following articles:
appreciate v. offer
possibility n ( ~ of)
Is there any possibility of your placing additional quantities? The possibility of a fall in price is rather remote. Please investigate the possibilities and let us know. We do not want to involve you in unnecessary expenses. The amount involved is small, the question is the principle. We confirm our fax of March 6.
We confirm that we have received your cheque No.243234 for the amount of USD1, 500. We confirm having sold you 50 metric tons of Ground Meat on the terms and conditions agreed upon.
involve v. ~d a. confirm v. furnish/provide/supply sb. with sth. ~ sth. for sb.
We are ready to furnish/provide/supply any further information you may require about our business status.
Please furnish/provide/supply us with necessary information.
We can supply you with the goods at a competitive price.
(name, address) has been given to us by sb., who has informed us that… We have been told by sb. that…and that…
We have obtained (name, address) from/through sb., who have told us that…
We have come across (name, address) from (magazine), from where we have learnt that… On the recommendation of… we have learned that… We look forward to hearing from you soon. We are looking forward to your reply soon. We look forward to your early reply.
We hope to receive your letter at an early date.
Your prompt reply would be greatly (highly) appreciated. We await your favorable reply.
They request you to recommend them some materials that suit the African market. We strongly recommend concentration of offers. We recommend buying a small quantity for trial. We recommend you to buy…
We recommend that you try the Scandinavian markets. They are rather keen to purchase Chinese goods. They are rather keen on trying out a sample shipment. Please quote keen price. Competition is very keen.
recommend keen a. Chapter Three
Steps of Import & Export Trade
market research
establishment of business relations enquiries
offers and quotations (counter-offer) acceptance delivery of goods
negotiation for documents general enquiry (一般询盘) specific enquiry (具体询盘) price terms packing conditions time of shipment
mode of payment insurance, etc.
Writing Requirements
Brief
Specific Reasonable to the point.
Letter 1
be in the market for… : to wish to buy
e.g. We are in the market for Melon Seeds of first and second quality.
quote sb. for (the goods) at (price) on (terms) in (quantity) of (quality) in ($) by (time) on CFR Rotterdam basis on CFR Rotterdam terms on CFR Rotterdam
It would be appreciated if you could … We would appreciate it if you could… Be fine in quality
reasonable in price
consider
We will carefully consider your proposal.
If your specifications can meet our demand, we will consider placing a trial order with you. We hope you will be able to meet our requirement. We are sure they will meet the draft on presentation. We believe you will meet no difficulty selling this article.
We might say our products have met with warm reception everywhere. Our activities have been extended to cover chemicals.
We enclose our Sales Contract No.66 covering this transaction.
The Inspection Certificate covering this shipment states clearly that the goods were in sound condition when shipped.
meet ~ with
cover
If your quotation is favourable, we are preparing to cover all our requirements from you.
terms of payment mode of payment
terms of price /price terms packing conditions
discount ( at a ~ )
The highest discount we can allow on this article is 10%. The goods are selling at a discount.
The goods of off-grade qualities are now at a discount.
allow discount give We are unable to (you) the commission you asked for.
grant reduction make
Letter 2
Your enquiry of (date) has been received, … for which we thank you. … in which you informed that… … from which we learned that… 应你方请求
At your request, As requested 另寄，另邮
by separate post / mail under separate cover
range : 系列，种，类
a wide range of
各种各样的
a full range of samples
一整套样品
a full range of shipping documents
一整套装运单据。
… for your close study … for your information … for your consideration … for your reference
We would allow you a trade discount of 3%.
Our products are rapidly becoming popular in the world market and we are finding it difficult to meet the growing demand.
to invite your attention to sth to call your attention to sth to draw your attention to sth
Letter 3
We have been looking for a reliable manufacturer to supply us with cotton ladies' dress on a regular basis.
place regular orders: 定期订购
You are in a position to meet our requirements. be in a position to do sth: be able to do sth
Provided quality and price are satisfactory there are prospects of good sales here. Provided : If
Letter 4
In response to your letter of February 24 … In reply to
available
In order to ensure punctual shipment of the goods to be ordered, please see that the covering L/C reaches us at least 30 days ahead of the shipment time. We shall cable you when the goods are available for export. We are afraid that the quantity available for supply is rather small.
Available by draft at sight
The Import Licence is available for three months.
We have opened a confirmed L/C available on December 2007. All available means have been employed to speed up production.
See that: take care
Letter 5
Referring to your letter of May 2 requesting us to make you quotation for the captioned goods, we are enclosing here with one of our price lists for your reference.
Enclosing here with: attach here to
Translate
1. Since the competition of textiles is very keen in our market, it is necessary that you quote us rock-bottom prices.
由于纺织品在我方市场竞争激烈，你方有必要报最低价。
2. We shall place substantial orders with you provided your new products are excellent in quality and competitive in price.
只要你方产品质量优良，价格有竞争性，我们将向你们大量订购。
3. There is a steady demand here for bicycles of high quality, as cycling is popular in our country.
由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求。
4. Will you please grant us a special allowance on annual total purchases above USD 20,000? This would enable us to maintain the low selling prices that will be an important reason for the growth of our business.
如果每年总购买量在2万美元以上，请能给予我方特别折扣。这样可使我们保持较低的销售价，这将是我们贸易发展的一个重要因素。
5. In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your reference.
兹复你方3月28日函，我们附上最新的带有插图的目录单，供你方参考。 6. 请报最好的CIF上海价格，注明最早装运期。
Please quote us your best CIF Shanghai prices, stating the earliest date of shipment.
7. 如果你方价格有竞争力，我们愿首次订购1200打，即每种型号各400打。
If your prices are competitive, we are willing to place our first order for 1200 dozen, i.e., 400 dozen of each type.
8. 请放心，贵公司给我们的任何订单都将得到我们迅速和仔细的处理
Please rest assured that any orders you may place with us will have our prompt and careful attention.
9. 收到贵公司8月2日询价，得悉你们对我们MP208型号的真空吸尘机感兴趣，现将你们所需的插图目录单和价格表寄给你们
We have received your enquiry of August 2 and learn of your interest in our Vacuum Cleaners MP208. We are now enclosing our illustrated catalogues and price list you asked for.
10. 对于定期购买单项商品数量不少于800打，我们可给予3％的折扣，用保兑的、不可撤销的即期信用证付款。
On regular purchases in quantities of not less than 800 dozen of individual items, we would allow you a discount of 3%. Payment is to be made by confirmed, irrevocable L/C at sight.
Chapter Four Quotations & Offers
Thanks for the enquiry, if any A statement of the prices
Date of the delivery or time of shipment Validity of the offer or quotation Favorable comments on the goods Other products available for supply An expression of hope
Subject to your reply reaching us by (before)… Subject to your reply(acceptance)here within …days This offer is firm (open, valid. Good) for … days. Without engagement (obligation) Subject to prior sale
Subject to our final confirmation
实盘有效期的表示： 虚盘的表示： Letter 1
We well acknowledge the receipt of your captioned letter, enquiring for our “Dear Sir” Brand Men’s Shirts, for which we thank you.
We are now in a position to make you a firm offer, which requires arrival of your acceptance within this month here in Guangzhou.
as per 按照
As per the said letter
payable against drafts at sight
available by drafts at sight 即期汇票支付
The relative L/C must reach us 30 days ahead of the stipulated time of shipment. 有关的信用证须比规定的装30天开到我处
Letter 2
in great demand 销路很畅 be confident that be confident of 有信心
You will place repeat orders with us in large quantities. 续订 Based on your requirement， （根据你方要求，） At your request, As requested,
We are making you an offer, subject to our final confirmation, as follows: 以我方最后确认为准 Enclosed please find ---随函附寄…请查收
Letter 3
We are prepared to offer them to you at the special discount rate of 15% off the catalogue prices.
allow (give, make, grant) …% discount off (on) the prices of goods 按货价给予…%的折扣
Letter 4
The letter of credit shall be opened in our favor by telex as soon as business is confirmed by us for the full invoice value plus 5% to take care of permissible overshipments.
我们一旦确认交易后，信用证必须用电传开立，以我方为受益人，并按发票金额加5%开以照顾到允许的多装。
Letter 5
To cover (effect/arrange /take out) insurance on goods (ships, etc.) against W.P.A.(breakage, etc.) for £…
with an insurance company As requested, we have effect insurance on 1000 M/T of … against W.P.A. and War Risk for 110% of the invoice value with PICC.
Letter 6 refer to
Please refer to our quotation of March 3, covering the supply of China Tea.
We should like to refer to our enquiry dated June 5.
The matter referred to in your letter of May 3 is now under consideration.
Referring to your enquiry of August 4, we regret to inform you that we are not in a position to
supply you with the goods required
Chapter Five Counter-offer
A counter-offer usually covers the following points:
Thank the seller for his offer or quotation.
Express regret at inability to accept the sellers’ offer or quotation. Make a bid or counter-offer if, in the circumstances, it is appropriate. Suggest other opportunity to do business together. 对发盘表示感谢 对不能接受表示遗憾 如适当可还盘
提示一起做生意的其他机会
还盘应包括以下几点：
Letter 1
We are obliged for your letter of July 3
---making us an offer for Weili Brand Washing Machines ---at USD220 per set CIFC3% Port Sudan ---for shipment in December.
From the moment we open an L/C till the time our buyers pay us, the tie-up of our funds lasts about four months.
tie-up of our funds：占压资金 tie-up n.
~ in negotiation ~ of traffic
tie up v.
The request for easier terms of payment is compelled by their funds being tied up in many commitments.
因资金被许多承约（业务）占用，他们迫不得已要求较宽松的付款条件。
under /in the circumstances tight money condition be conducive to doing sth.
Your close cooperation in this respect will be conducive to our sales promotion of your products.
Letter 2
on the high side: （价格）偏高
As the market is declining, your price is found (to be) on the high side. 由于市场价格下跌，则你方的价格偏高。
We regret to say that we cannot accept your offer, and your price is found (to be) on the high side.
歉告由于你方价格偏高，我们不能接受你方报盘
regret
We regret our inability to comply with your request . We regret being unable to accept your offer. We regret that… We regret to say that…
4. We very much regret to learn that you are unable to entertain any fresh order at present. The market is firm
active steady rising
falling/declining dull slow stagnant
Your price is a litter bit higher a bit high too high rather stiff excessive prohibitive
on condition that you agree to bring down your price by 8%. on condition that: if
bring down the price by …％: 减价…%
reduce ~
你方必须减价2％左右，否则没有成交的可能。
You must reduce your price by about 2%, otherwise there will be no possibility of business.
关于 as for… regarding … as to … with (in) regard to…
for… as regards…
由于 thanks to…
due to… owing to…
as…
鉴于 in view of…
active brisk great/large/heavy considerable
limited demand little keen/urgent regular growing
Letter 3
May we suggest that you make some allowance, say 5% on your quoted prices, which, we think, will help to introduce your goods to our clients?
The allowance we propose on your price is, without doubt, conducive to fighting against the keen competition for this article in our area.
acceptance n.
We confirm our acceptance of your order for 50 tons of Groundnuts in shell. We wonder why your bankers have refused the acceptance of our draft.
Letter 4
in receipt of … on receipt of … upon receipt of … after receipt of …
at your earliest convenience: at your earliest time that does not give you trouble
Letter 5
In reply, we very much regret to state that our end-users here find your price too high and quite out of line with the prevailing market level.
Such being the case, it is hard for us to persuade our end-users to accept your price as material of similar quality is easily obtainable at a much lower figure. conclude this business conclude this transaction
Letter 8
Instead of
We wish to inform you that the maximum rate of commission we can give you for this transaction is 3% instead of 5% as requested in your telex.
Payment is to be made by confirmed, irrevocable L/C at sight instead of D/P or D/A.
You are requested to give us a 10% commission, instead of 5% and to accept payment by D/P at sight.
Chapter Six Orders & Fulfillments order （book, cancel, invite, ship) one’s order reject ～s
decline ～s
accept ～s entertain ～s
a trial ~
a further /repeat ~ an initial /first ~ a single ~ an outstanding ~
consignment n.
We cannot ship the goods on consignment.
Large consignments are arriving from other sources.
on the understanding that = on condition that despatch = dispatch n. v.
The furs ordered have been dispatch per/by air freight. We will do our utmost to dispatch the shipment.
Please do your best to hasten the dispatch of our Order No.65 because the goods are urgently needed.
Please act with dispatch.
Dispatch money Dispatch money has been paid according to the stipulated rate of USD…per running day.
draw v. (draft drawn on sb.)
We have drawn on you at 60 day’s after sight for USD600 in payment of this order.
As the time of shipment is drawing near, we have to request you to open the covering credit at an early date.
to draw (call, invite) your attention to sth.
drawer drawee It is laid down in the S/C set forth stipulated
expedite the establishment of the L/C speed up rush
to execute an order carry out fill fulfill effect v. (~ shipment/payment/insurance)
The shipment of your goods will be effected on September 30 per the s. s. “Maria”. It is necessary for you to effect payment by the end of June. The buyer has to effect insurance on the goods on FOB basis.
effect n. to come into ~ /take ~
to the ~ that to that/this ~
The regulations will come into effect (take effect) from December 1.
We have received their reply to the effect that they will pay more attention to the packing of the foods in future shipment.
We have received your letter of July 5 explaining the cause of the delayed shipment and have accordingly informed our customer to that effect.
Chapter Seven Payment
Points for attention (1)
Letters regarding payment often fall into the following types:
discussing mode of payment urging establishment of L/C
amending L/C or asking for extension of L/C
Points for attention(2)
Letters regarding payment usually covers the following points:
Mention the contract, goods, letter, etc. Suggest the terms of payment and the reason. Wish the reader to accept.
Terms of Payment mail transfer M/T 1. remittance telegraphic transfer T/T demand draft D/D
2. collection documents against payment D/P documents against acceptance D/A 3. letter of credit L/C 4. letter of guarantee L/G
guarantee v.
You should guarantee (us) prompt delivery of the cargo. We guarantee to ship the cargo in July.
The bank guarantees that the buyers shall pay on August 20.
guaranty guarantee Letter 1
In our import business, payment is generally made by letter of credit, but other modes of payment, such as… are sometimes used as well.
在我们的进口业务中，付款通常采用信用证，其它的付款方式…有时也用。 The payment is to be made by… The terms of payment are by… The mode of payment is by… in this regard in this respect in this connection
We thank you for your order No.908 for 50 metric tons of Peanut Meat, but regret being unable to accept your terms of payment, 50% by L/C at 30 days' sight, the balance 50% by D/P at sight. 即期信用证
L/C available by draft at 30 days after sight time L/C at 60 days after sight L/C at 90 days 30 days L/C 远期信用证
~ payable at …days’ sight
见票后……天付款
~ payable at …days after date of draft
出票后……天付款
~ payable at …days after issued date of B/L
提单签发日期后……天付款
a letter of credit available by (against) draft at sight an L/C payable by (against) sight draft an L/C at sight a sight L/C
Usance L/C / time L/C 付款方式为……
远期信用证
Letter 2
…our usual terms of payment are by confirmed, irrevocable, divisible, revolving and transferable letter of credit in our favor, available by draft at sight,…
Types of L/C
revocable L/C unconfirmed L/C transferable L/C L/C without recourse clean L/C anticipatory L/C
…reaching us at least 30 days ahead of shipment and remaining valid for negotiation at our counter till the 15th day after the final date of bill of lading,…
……在装船前至少30天到达我方，保持在提单最后日期后15天在我方议付有效……
We hope, therefore, that you would see your way to come to agreement with us on payment terms so as to get the initial transaction through. 因急需该货，我们恳切希望你方能设法加速装运。
As the goods are required urgently, we sincerely hope that you could ~ expedite shipment. irrevocable L/C confirmed L/C divisible L/C L/C with recourse documentary L/C revolving L/C
Letter 3
We should be obliged if you would let us know on what terms your bank would be prepared to arrange necessary credits and to handle the shipping documents for us. 尽管贵方订单数量较大，我方仍采用不可撤销信用证，凭装运单据付款。
Although the quantity you ordered is considerable, we still intend to accept payment by irrevocable L/C, payable against shipping documents.
Letter 4
Our commission charges for irrevocable documentary credits would be 2% on each of the monthly credits.
Letter 5
bill of exchange bills of lading commercial invoice
insurance certificate or policy certificate of origin
Letter 6
This is to inform you that …
兹通知你方……
For the amount of To the amount of
We have opened an L/C in your favor for the amount of RMB￥25,000. We shipped chemicals to you last year to the amount of RMB￥150,000.
3. We have received your L/C NO. 1236 issued by the Mercantile Bank, New York for the amount of
US$25,300 covering 30,000 dozen Stretch Nylon Socks.
We regret our inability to … We regret being unable to … We regret that… We regret to say that…
We very much regret to learn that you are unable to entertain any fresh order at present.
Letter 7
达成交易
come to business initiate the business put the business through conclude the transaction
Letter 8
amount due 应付的金额
We will give the matter due consideration. The draft falls due next Monday.
The steamer is due to arrive at Huangpu on 4th June. Please let us know in due course/time.
The commission due to you on this transaction covered by your order No.123 is £20. The delay in shipment was due to bad weather.
Our failure to effect shipment of your order was entirely due to unavailability of direct steamer
due a. due n. Wharf dues are paid by vessels.
duly ad. The invoice was duly signed.
Translate the following sentences 1.
我们的付款方式，一般是以保兑的，不可撤销的，以我公司为收益人的，按发票金额见票即付的信用证支Our usual mode of payment is by confirmed, irrevocable letter of credit, available by draft at sight 付。该信用证应通过我们认可的银行开出。
for the full amount of the invoice value to be established in our favour through a bank acceptable to us. 2.
为了你方在你市场推销我方产品铺平道路，我方将接受即期付款交单方式付款，以示特别照顾。 In order to pave the way for your pushing the sale of our products in your market, we will accept the payment by D/P at sight as a special accommodation. 3.
第268号合约项下的800辆自行车备妥待运已久，但至今我们尚未收到你们的有关信用证。请速开来，以The 800 bicycles under Contract 268 have been ready for shipment for quite some time, but we have not yet received your covering L/C to date. Please open the L/C as soon as possible so that we may effect shipment. 4.
现通知，你方通过利物浦麦加利银行开出的有关我方第187号售货确认书的信用证第H-15号刚刚收到。 经We are pleased to inform you that L/C No. H-15 issued by the Chartered Bank of Liverpool for our S/C No. 187 has just been received. However , on examining the clauses contained therein, we regretfully find that certain points are not in conformity with the terms stipulated in the contract. 其不符之处如下： 1）佣金应是3％，不是6％
2）货物应于10月11月之间装运，不是10月 30日或30日之前装运 The discrepancies are as follows: 1) Commission is 3%, not 6%.
2) Shipment is to be made during Oct./Nov. instead of “on or before 30th October”. 5.
收到你方789号信用证，谢谢。 经核对条款，我们遗憾地发现你方信用证要求2000年10月装运，但我方合约规定11月份装运。因此，务请把装运期和议付期分别展至2000年11月30日和12月15日。 请即办理展证事宜，并尽早电复。
We thank you for your L/C No.789, but on checking its clauses we find with regret that your L/C calls for shipment in October,2000, whereas our contract stipulate for November shipment. Therefore, it is imperative for your to extend the shipment date to November 30, and negotiation date to December 15,2000 respectively. Please act promptly and let us have your cable reply the soonest possible.
审阅其中条款，我们遗憾地发现某些地方与合同规定的条款不符， 便装运。
Chapter Eight
Packing, Transportation & Insurance
... be packed in a way which can stand rough handling in loading and unloading A tramp is a freight-carrying vessel which has no regular route or schedule of sailing.
A liner is a vessel which has regular sailings and arrives at the destination on a stated schedule.
Freight n. 货物（载货）
运费
Freight service 货运 Freight charges 运费 Freight agency 货运代理 Freight rate 运费率
Freight forwarder 运输公司 Freight tariff 运费表
shipping advice (by the seller) 装船通知
shipping instructions (by the buyer) 装船须知
shipping agents 装运代理 ~ company 轮船公司，船务公司 ~ marks 运输标志，唛头 ~ order 装货单 ~ space 舱位 ~ documents 运输单据
~ conference 班轮公会，海运同盟 ~ date 装船日期 （期限） ~ day 开船日期 transshipment partial shipment
Letters regarding shipment are usually written for the following purposes:
To urge an early shipment; To amend shipping terms; To give shipping advice;
To despatch shipping documents. ETD ( Guangzhou) 预计离港时间
= estimated time of departure
ETA (Osaka)预计到达时间
We have taken every care in packing and handling the goods, so that they will reach you in good orders and conditions.
in sound/perfect condition 状态良好 in damaged condition 损坏状态
packing list 装箱单 ~ instructions 包装须知 ~ charges 包装费用 兹谈及… ,参阅…
With reference to… We refer to… Referring to…
In this regard, we wish to point out that it is not our practice to effect shipment by vessels designated by our clients, = estimated time of arrival
…由客户指定船只不是我们的惯例,
amendment to the covering L/C 信用证修改书
We confirm having received your letter of 5th October, for which we thank you. more or less 溢短装 loading rate 装载率
at the port of loading included.
装载率为晴天工作日每昼夜5000公吨，包括节假日在内 In case it exceeds this figure, the time will count pro rata. 如果超过这个数字，按比例计算时间
laydays
demurrage 滞期费 despatch money 速遣费
It is understood that all Charter Parties involved under this Contract shall stipulate that despatch money to be half the demurrage for all working time saved at loading port.
本合同项下的所有租船契约内均应列明，在装货港由于节省装货时间而支付的速遣费应为滞期费的一半。
投保，办理保险 Cover insurance Arrange insurance Effect insurance Provide insurance Take out insurance insurance后介词的用法： 1. 保险标的 on
insurance on the 100 ton of wool。 2. 险别 against
insurance against all risks 3. 保额 for
insurance for 110％ of the invoice value 4. 保险费或费率 at
insurance at a slightly higher premium，insurance at the rate of 5％ 5. 保险公司 with insurance with PICC
We have covered insurance on the 100 metric tons of wool for 110% of the invoice value against
all risks.
Insure v. 保险，投保
Please insure the goods against all risks and war risk. Please insured against breakage. 受载期限（开始装货到装货完成的期间）
Loading rate is 5000 tons per weather working day of 24 consecutive hours, Sundays and holidays
insured amount : 保额
insured cargo/goods: 投保的货物 the insured: 被保险人 coverage : 保险范围 Cover n. 保险
We have arranged the necessary insurance cover. We shall cover the goods against all risks. We shall cover all risks and war risk for you. Insurance is to be covered by the buyers.
This insurance policy covers us against breakage. V. 保险
部分常见的包装表示法
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
Men’s shirts are packed in wooden cases of 10 dozen each. 男士衬衣用木箱装，每箱10打
3. in…,each containing 用…包装,每件内若干
Nylon Socks are packed in cartons, each containing 50 dozen. 尼龙袜用纸箱包装，每箱装50打。 4. … to… 若干件装在一个容器 5.
Folding chairs are packed 2 pieces to a carton.
… to…and …to … 若干单位装某种容器，若干此种容器装一种更大的容器 折叠椅两把装一纸板箱
Pens are packed 12 pieces to a box and 200 boxes to a wooden case. 钢笔12支装一盒，200盒装一木箱。 6.
each…in…and …to … 每单位装某种容器，若干单位装另一种更大的容器 Each pairs of socks is packed in a polybag and 12 pairs to a box. 每双袜装一个 塑料袋，12双装一盒。
fail to do sth ~ in sth
Should you fail in your obligation, we shall be compelled to claim on you. Our customers failed to obtain the Import Licence.
Don’t fail to let us know by telex when shipment is effected.
All our efforts in pushing the sale of your products on our market have proved a failure. Failure on your part to ship the goods on time has caused us much inconvenience.
failure n.
failing prep. = without
Failing your reply before June 5, we shall refer the case to arbitration.
Chapter nine
L/C Amendment and Extension
amendment n.
We have to request you to make (effect) the following ~s (modifications, alterations) to your L/C. amend v.
Please ~ the L/C as allowing transshipment.
Your are requested to ~ the expression “5% more or less allowed” to read “2% more or less allowed” in accordance with the stipulations in the contract. extension n.
Your are requested to make an ~ of the credit to 15th August. No further ~ of shipment will be allowed.
extend v.
– ~ the scope of business
– ~ the date of shipment – ~ the validity of L/C
习题答案汇总：
Chapter One&Two
III Translate the following sentences into English:
1. 伦敦英格兰银行告诉我们贵公司是化肥的最大出口商，并有兴趣在这方面同我们进行贸易。
Bank of England, London, has informed us that you are the largest exporters of chemical fertilizers and interested in trading with us in this line.
2. 我们从驻贵国的中国大使馆商务参赞处得悉贵公司的行名和地址，并获悉贵公司是轻工业产品的主要进口
商之一。
We have obtained your name and address from the Commercial Counsellor’s Office of the Embassy of China in your country and learn that you are one of the leading importers of Light Industrial Products.
3. 我们是经营轻工业产品的国营公司，愿意在平等互利、互通有无所基础上与贵公司建立直接业务关系。
We are a state-run enterprise dealing in Light Industrial Products, and are willing to establish direct business relations with you on the basis of equality, mutual benefit and exchanging needed goods.
4. 我公司成立于1948年，我们主要经营工艺美术品，并在这些业务方面享有盛誉。
Our firm established in 1948, we deal in arts goods and enjoy good reputation in these lines of business.
5. 我们从贵国驻华大使馆商务参赞处得悉你们想从我国进口车床（lathe），故特致函你公司，希望能在该项
产品方面建立业务关系。
We have been told by your Commercial Counsellor’s Office of the Embassy in China that you wish to import Lathe from China. We write to you in the hope that we can enter into business relations with you in this line of business.
6. 承ＡＢＣ公司介绍，得悉你公司是贵国轻工业产品最大进口商之一。我公司专营这些产品的出口，愿与你
公司建立业务关系，以扩大我产品在你地的销售数量。
On the recommendation of ABC Co. Ltd., we learn that you are one of the leading importers of Light Industrial Products in your country. We specialize in the export of these products and wish to enter into business relations with you, with a view to expanding the sales volume of our products at your end.
Your company has been recommended to us by… who has informed us that you are… 7. 因是巴基斯坦纺织品的主要进口商之一，我们特致函你方，希望与你商行建立直接业务关系。
As you are one of the leading importers of Textiles in Pakistan, we write to you hoping that we can open up business relations with you.
8. 我们想把我们作为一家经营工具和其它五金产品的国营进出口公司介绍给你方。
We are pleased to introduce ourselves to you as a state-run Imp. & Exp. Corporation handling Tools and other metal products.
9. 应你方要求，我们随函附上一本商品目录和一份价格单，以供参考。如你方对所列商品感兴趣，请告具体
需要。一收到你方的询价单，我们将立即寄上报价单。
As requested (At your request), we are enclosing a copy of catalogue and a price list for your reference (information). If you are interested in any of the items listed in the catalogue, please let us know your specific requirement. And we will send you our Quotation Sheet after we receive your enquiry.
10. 你方5月12日来函收到，谢谢。我们很高兴告知你方，你所需要的商品属我公司的经营范围。
We thank you for your letter of May 12, and are glad to inform you that the items you require fall within the business scope of our corporation. IV. Translate the following messages into English: 1. 敬启者：
大阪（Osaka）商会已把贵公司作为中国纺织品的潜在买主介绍给我们。我们十分高兴与你方建立直接的业务关系，因为该商品属我公司经营范围。
我们是一家国营企业,专营种类繁多的纺织品, 热切于发展我们的对外贸易。为使你方对我产品有个大概的了解，现随函附上一份商品目录以供参考。待收到你公司的询价单后，我们即行报价。 盼早日收到你方的答复。
谨上。 中国纺织品进出口公司 1997年7月5日 2. 敬启者：
Messrs Denman & Sons of London 渴望与我们就粮油食品（Cereals, Oils & Foodstuffs）方面建立业务关系并提到贵公司作为他们的资信证明人。如能将上述公司的经营方式、信用状况和财务状况告知我们，我们将不胜感激。
请相信，对你们可能提供的任何情况我们将严守秘密。
盼复。
此致 中国粮油食品进出口公司 经理谨上。 1997年4月8日 IV
1 The Osaka Chamber of Commerce has introduced your firm to us as a prospective buyer of Chinese Textiles. As these products fall within our business scope, we are pleased to establish direct business relations with you.
We are a state-operated corporation specializes in various textiles, and are keen to expand our foreign trade. To give you a general idea of our products, we are enclosing a copy of our catalogue for your reference. We shall send you a quotation upon receipt of your specific enquiry. We are looking forward to your early reply.
2 Messrs Denman & Sons of London are desirous of establishing business relations with us in the line of Cereals, Oils & Foodstuffs and have given your name as their reference. We would appreciate it if you could inform us of the mode of business, credit standing and financial status of the above-mentioned firm.
Please rest assured that any information you may provide will be treated as strictly confidential. We look forward to hearing from you soon.
Chapter Three Enquiries and Replies
III. Translate the following sentences into English: 1. 2. 3. 4. 5. 6.
请对下列商品报竞争性的巴黎成本加运费5%佣金价。
Please quote your competitive price on CFRC5% Paris for the following goods: 我们对贵公司的服装很感兴趣, 请寄价格单, 并说明装运期、支付条件和你方允给的折扣。
We are interested in your garments. Please send us your price list and state the time of shipment, terms of payment and the discount you allow. 请告知何时能供应我们上一函中提到的货物。
Please let us know when you will be able to supply us with the goods referred to in our previous letter.
应你方要求，我们现在寄去一套布匹剪样，希望这些样品能及时到达，并使你方满意。
At your request, we are airmailing you a set of sample cuttings of our pieces and hope that these samples will reach you punctually and meet your requirement.
你方3月4日来函收悉，承你方告之我方你们对肉类罐头有兴趣，并考虑试订。
We thank you for your letter of March 4, in which you informed that you were interested in our Canned Meat and considered placing a trial order.
如果你认为我们目前供应的规格适合你方的需要，我们将很高兴给你报价。
If you find the specifications we can supply at present are suitable for your requirement, we will be pleased to make you an offer.
7. 8. 9.
我们现在寻购车床，我们想了解一下你们能供应什么型号的产品，并告知有关你们的销售条件。 We are in the market for Lathe and wish to know what model products you can supply and your sales terms.
如能进一步提供有关中国食品的情况，将不胜感激。
We should be obliged if you could provide us with further information on China’s Foodstuffs. 如能报给我们最低的ＣＩＦＣ5％鹿特丹价，并说明你方能供应我们的数量和规格，将不胜感激。 We shall appreciate it if you could quote us your lowest CIFC5% Rotterdam and state the quantities and specifications (for each).
10. 谢谢你方5月5日对我海鸥牌手表的询价，现随函附上我方最新价目表一份以供参考。
We thank you for your enquiry of May 5 for our Seagulls Brand Wrist Watches. We are enclosing a copy of our latest price list for your consideration.
11. 我们过去通常向新加坡进口缝纫机，现愿向你方购买，因我们对中国产品的质量有信 心，相信你方能满
足我们的需要。
We used to import Sewing Machines from Singapore and we are prepared to switch our purchase to you, as we have confidence in the quality of Chinese Products and trust that you will be able to meet our need.
7. 我们已获得金额为5万美元的纺织品进口许可证，请即报盘男棉衬衫，大号中号各5000件，8月份交货。
We have obtained an Import Licence for Textiles Products for USD50, 000. Please make us an offer for 5000 pieces Men’s Cotton Shirts each of large and medium sizes, for August shipment.
12. 如上述品种有现货供应，请报最低价，并注明规格和产地。
If the above items can be supplied from stock, please quote your lowest price and indicate specifications and origins.
13. .如你方能供应我们所需试样和品种的货物，且报价有竞争性，我们愿向你方长期订购。
If you are able to supply us with the goods of the design and quality we require and the price you will quote is found competitive, we are prepare to place regular orders with you.
14. 因该商品的市场价格正下跌，除非价格比你前些时候报的更有吸引力，否则我们对你方的报盘不感兴趣。
As the market for the commodity is declining, we shall not be interested in your offer unless the price is more attractive than that you quoted some time ago. IV. Translate the following messages into English: 敬启者：
我们的一位客户为供应台布事与我们联系，因我们从此地的中国银行得悉，你们是这一商品的主要出口商，我们高兴地致函你方，看看你是否能满足他们的需要。
他们所要求的台布应是用中高档亚麻布制造，设计精美，规格为30cm X 30cm和40cm X 40cm。如价格有竞争性，他们将首次订购每种规格各1000条。请先寄样品以便我们把它转给他们参考。如你们的样品得到他们的认可，我们将电告你方报价。
谨上。
One of our clients approached us for the supply of Table Cloth. As we have learned from the Bank of China here that you are the leading exporters of this article, we have the pleasure of writing to you to see whether you can meet their demand.
The Table Cloth they required should be made of linen of medium or high quality in beautiful
design and with the specification of 30cm╳30cm and 40cm╳40cm. If the price is competitive, they will place an initial order for 1000 pieces of each specification.
Please first send us some samples so that we can pass them on to the clients for reference. If the samples have their approval, we will telex you to invite your quotation.
Chapter Four Quotations & Offers
III. Translate the following sentences into English 1. 2. 3. 4. 6. 7. 8. 9.
兹复你方2月12日的电传询盘，现按下列条款报盘：
In reply(response) to your telex enquiry of February 12, we offer on the following terms: 市场坚挺且有上涨趋势，你方的接受须于7月27日星期六前到达此地，否则撤销报盘。
As the market is firm with upward tendency, your acceptance must reach here by Saturday, July 27; otherwise the offer will be withdrawn.
关于货号302绿茶，很抱歉，目前不能报盘，待货源情况好转再以传真与你们联系。
We regret being unable to make you an offer for Green Tea Art. No. 302 at present. We will contact you by fax when the supply position improves.
欣悉你地市场对核桃(walnut)有很大需求，兹附上第4432号报价单，以供参考。
We learn with pleasure that there is a good demand for Walnuts in your market and therefore enclose our Quotation Sheet No.4432 for your reference.
关于你方5月6日电传要求我们报一级核桃事，现确认我方5月8日的报盘如下：
Referring to your telex of May 6 requesting us to quote for Walnuts of first quality, we now confirm our offer of May 8 as follows:
我们必须强调，本盘仅5天有效，因为钢板(steel plates) 的价格正迅速上升。
We must stress that this offer remains open only for 5 days, as the price for steel plates is increasing rapidly.
它们的良好品质、诱人的式样以及我们所报的合理的价格，将使你方信服我们的产品是货真价实的。 Their fine quality, attractive design and the reasonable price we quote will convince you that our products are really of good value.
兹附上JK-560号报价单，该报价系以各地客户可接受的现价为基础的。
We enclose our Quotation Sheet No.JK-560 on the basis of current prices acceptable to customers in various area.
兹寄去第9065号形式发票一式两份，以供你方申请进口许可证。
We are sending you our Proforma Invoice No. 9065 in duplicate for your applying for the Import Licence.
10. 你方6月6日电悉，应你方要求，现就男式皮鞋报盘，货号202和203各2000双，CIF新加坡净价分别是每双25美元和28美元，10月份装运。
Your telex of June 6 has been noted. As requested, we are offering you Men’s Leather Shoes, 2000 pairs each of Art.No.202 and Art.No.203, at USD 25and USD 28 per pair respectively CIF Singapore net for shipment in October.
11. 我们向你方报上这一优惠价格，以便使你方把我们的这一产品介绍到你方的市场。
We quote you this favorable price so that you may introduce this new product of ours into your market.
12. 本盘是实盘，以你方于北京时间7月4日下午前接受为有效。
This offer is firm subject to your acceptance by 5 pm. July 4, Beijing time. IV. Translate the following messages into English 1． 敬启者：
我们收到丹麦一家客户1-6英寸铁钉(wire nails) 询价，并乐于得到你方50公吨的优惠报盘，CIFC5%哥本哈根价。
感兴趣的一方是一家大量经营该类商品的商行，鉴于他们全年的需要量很大，我们觉得有必要强调报价要有竞争性。
我们要求在9/10月装运，请注意，有关的买主对提前装运是不感兴趣的。不用多说，我们的付款条件如往常一样。
等候你方的报盘。
谨上。 2.
敬启者：
关于你方4月28日来函要求我们就50公吨铁钉报盘，我们乐于向你方报盘如下，以你方的答复于本月底前到达此地为有效： 商品：铁钉 规格：1-6英寸 数量：50公吨
包装：小包装，每小包4公斤，16小包装一纸板箱，6纸箱装一大木箱 单价：平均每公吨CIFC5%哥本哈根价3500美元 装运：1997年10月份装运，允许转船
支付：凭保兑的不可撤销的见票即付的以我方为受益人大信用证支付 关于JB-442电线，很抱歉，目前无货可供，待有货可供时再洽。 盼复。
谨上。 IV. Translate the following messages into English 1． 敬启者：
我们收到丹麦一家客户1-6英寸铁钉(wire nails) 询价，并乐于得到你方50公吨的优惠报盘，CIFC5%哥本哈根价。
感兴趣的一方是一家大量经营该类商品的商行，鉴于他们全年的需要量很大，我们觉得有必要强调报价要有竞争性。
我们要求在9/10月装运，请注意，有关的买主对提前装运是不感兴趣的。不用多说，我们的付款条件如往常一样。
等候你方的报盘。
谨上。 2.
敬启者：
关于你方4月28日来函要求我们就50公吨铁钉报盘，我们乐于向你方报盘如下，以你方的答复于本月底前到达此地为有效： 商品：铁钉
规格：1-6英寸 数量：50公吨
包装：小包装，每小包4公斤，16小包装一纸板箱，6纸箱装一大木箱 单价：平均每公吨CIFC5%哥本哈根价3500美元 装运：1997年10月份装运，允许转船
支付：凭保兑的不可撤销的见票即付的以我方为受益人大信用证支付 关于JB-442电线，很抱歉，目前无货可供，待有货可供时再洽。 盼复。
谨上。
Chapter Five Counter-offer
III. Translate the following sentences into English: 1. 2. 3. 4. 5. 6. 7. 8. 9.
如果考虑到商品的质量，你们会觉得我们的价格是合理的。
If you take into account the quality of the goods, you will find that our price is reasonable. 由于需求量大，而且我们已有一大堆订单要执行，目前我们只能接受10月份交货的订单。
Owing to a very heavy demand and as we have a pile of orders to fulfill, we can accept orders only for shipment in October.
如果你方把订货量从3500打提高到5000打，我们愿给你方4%的折扣。
If you increase the quantity of your order from 3,500 dozen to 5,000 dozen, we are prepared to grant you a discount of 4%.
由于当前国际市场棉花价格上升，我方必须将上月报给你们的每码13英镑的价格调整为每码14.5英镑。 As the prices for cotton piece goods are going up in the world market, we have to adjust the price we quoted you last month from STG13 per yard to STG14.5 per yard. 我们将乐于考虑允给你方5%的特惠折扣，条件是你方一次订购金额达1000英镑以上。
We shall be glad to consider granting you a special discount of 5% on condition that you place a single order amounting to STG1, 000 or over.
我们正在考虑你方要求付款交单条件，相信不日即可告知我们的决定。
We are taking your request for terms of D/P into consideration and believe that we shall be able to inform you of our decision in a few days.
为发展我们双方之间的贸易，我们这次破例地给你方8%的折扣。
We grant you an 8% discount as an exception with a view to promoting business between us. 因原材料价格最近已上升，我们最多能给2%对折扣。
As the cost of raw materials has gone up lately, the 2% discount is the best we can offer. 关于你方每公吨45美元的还价，抱歉不能接受，因我们与其他客户均按每公吨50美元成交。
As regards your bid at USD45 per metric ton, we regret that we cannot accept, as we have done business with other customers at the price of USD50 per metric ton.
10. 我们的价格是在合理的水平上订的，但为了使交易圆满成功，希望得到你方合理的还价，并注明所需数量，以供我们参考。
Our price is fixed on a very reasonable level. But in order to bring the transaction to a fruitful
conclusion we hope that you will let us have your reasonable counter-offer indicating the quantity required for our reference. V.
Translate the following messages into English:
1.
敬启者：
你方5月5日男衬衫报盘及样品已收到，谢谢。虽然我们很欣赏你方产品的良好质量，但我们不得不指出，你方所报价格与市价很不相符。来自欧洲厂家质量很好的衬衫正以比你们的价格低8%-10%的价格在此地出售，在此情况下 ，我们要求你方把价格降低到每打22美元。
我们的订单是大订单，价值6万美元左右。请考虑并给我们一个早日答复。 谨上。 2.
敬启者： 事由：2500双皮鞋
谢谢你方3月12日对标题货物的报盘以及寄给我们的样品。
我们对你方报的价格以及鞋子质量均很满意。但很抱歉，凭不撤销即期信用证支付货款不能接受，因我们与其他供应商交易是按付款交单条件的。
我们相信你方将乐于早日以电传确认上述条件，以便我们连同详细的装船须知寄上正式订单。 谨上。
We have received your offer of May 5 and the samples of Men's Shirts, for which we thank you. While appreciating the good quality of your products, we have to point out that your price is out of line with the current market, and very good quality of men's shirts from European manufacturers are available at prices from 8% to l0% below yours. Such being the case, we have to request you to reduce your price to USD22 per dozen.
As our order is a large one, to the value of around USD60, 000, please take it into consideration and give us an early reply.
Chapter Six Orders & Fulfillments
III. Translate the following sentences into English: 1. 2. 3. 4. 5.
兹确认双方往来的电传，并随函附上下列订单。
We confirm our exchange of cables and are enclosing the following order. 随函附上一份杯和碟的订单，盼如以往一样收到你方销货确认书一式两份。
We are enclosing an order for Cups and Saucers, and appreciate having your Sales Confirmation in duplicate.
兹附上关于20公吨花生的我方第8876号销货确认书一式两份，请及时签退一份以便存档。
We are enclosing our Sales Confirmation No.8876 in duplicate for 20 metric tons of peanuts, one copy of which please duly sign and return to us for our file.
为了鼓励你方在你市场推销我方产品，我们特以低于当前市场的价格和你方达成这笔交易。
We have concluded this transaction with you at a price much lower than the prevailing market with a view to encouraging you to push the sales of our products in your market.
我方确认接受你方订购50公吨大豆，1997年产，每公吨425英镑CIFC5％伦敦，10月份装船。 We confirm having accepted your order for 50 metric tons of soybeans, 1997 crop, at a price of
STG425 per metric ton CIFC5% London for October shipment. 6. 7. 8. 9.
我们有必要强调必须按时装运，任何装运方面的延误将有损于我们今后的业务。
We think it necessary to stress the importance of punctual shipment. Any delay in shipment would be detrimental to our future business. 如果这批订货能顺利执行，我们将续订货物。
If this order can be executed smoothly, we shall repeat our orders for the goods. 请相信，你方的订货将会得到最好的关照，并在规定的时间内得到执行。
Please rest assured that your order will receive our attention and can be executed within the stipulated time limit.
由于无货可供，抱歉不能接受你方的订单。
As the goods are out of stock, we regret being unable to entertain your order.
You are requested to establish an irrevocable sight L/C for the above goods in our favour. Please note that the stipulations in the relevant credit should strictly conform to the terms stated in our Sales Confirmation in order to avoid subsequent amendments. 12. 谢谢你方的合作并盼你方再次订购。
We appreciate your co-operation and look forward to receiving you further orders.
10. 你方必须对上述货物开立以我方为受益人的不可撤销即期信用证。
11. 请注意，有关信用证上的条款应严格符合我方销货确认书上的条款，以免不必要的修改。
Chapter Seven Payment
III. Translate the following sentences into English: 1. 2. 3. 4. 5. 6.
为节省开证费用，对这笔试销订货，我们建议用银行汇票支付货款。
In order to save bank charges for opening an L/C, we would suggest, for this trial order, you let us have a bank draft.
我方支付条件是凭不可撤销的即期跟单信用证在装运港中国银行议付。
Please note that our terms of payment are by irrevocable letter of credit payable by draft at sight accompanied by shipping documents at the Bank of China. 我们通常的做法是凭即期付款交单而不是凭信用证支付。
It has been our usual practice to do business with payment by D/P at sight instead of by L/C. 为有助于你方在你市场推销我们的产品，我们破例地接受你方提出的承兑交单方式支付，以示特别照顾。 In order to pave the way for your pushing the sale of our products in your market, we will accept payment by D/P at sight as a special accommodation.
对你方第123号订单，我们同意你方的要求，凭保兑的不可撤销的60天远期信用证支付货款。 For your Order No.123, we comply with your request for payment by a confirmed irrevocable L/C payable by draft at 60 days’ sight.
今天我们已通过我方银行向你方开出60天期票一纸，金额为5500美元，在承兑后，装运单据正本将由We have today drawn on you a draft at 60 days’ sight for USD 5,500 through our bank. The original shipping documents will be handed to you by our bank through Bank of Singapore. 新加坡银行转交你方。
7.
我们的付款方式，一般是凭不可撤销的、以我方为受益人的、按发票金额见票即付的信用证支付。该信用Our usual mode of payment is by irrevocable letter of credit available by draft at sight for the full amount of the invoice value to be established in our favour. The L/C must reach us 30 days before the date of shipment and remain valid for negotiation in China until the 15th day after the last date of shipment.
证必须在装运前30天开到卖方，并在最后装运期后15天在中国议付有效。
8. 9.
因有关的金额不大，我们建议凭见票30天的汇票付款，承兑交单。如你方接受，请即确认。
As the amount involved is not large, we propose to pay by D/A payable by bill of exchange at 30 days’ sight. Please confirm it if this is acceptable to you.
按双方约定的支付条件，我们已向你方开出随附发票所示金额的见票30天付款的汇票。
In accordance with terms of payment agreed upon, we have drawn on you at 30 days’ sight for the amount of the enclosed invoice.
10. 关于支付，我们凭保兑的、不可撤销的、允许分批装运和装船的、凭即期汇票支付的信用证。
For payment, we require a confirmed irrevocable L/C with partial shipment and transhipment allowed, available by draft at sight.
IV. Translate the following passage into English: 敬启者：
谢谢你方7月12日来函以及第9745号订单，并注意到你方有意在贵国推销我们的产品。
至于付款方式，我们通常要求以不可撤销见票即付信用证付款。为着眼于我们双方将来的业务，我们这次破例地接受你方付款交单的方式付款。换言之，我们在托收条件下向你方开出即期跟单汇票。 请放心，我们将全力在规定的时间内履行你方的订单。 盼再订购。
谨上。 Dear Sirs,
We thank you for your letter of July 12 together with your Order No. 9745, and have noted you intend to push the sales of our products in your country.
As to terms of payment, we usually require payment by irrevocable L/C available by draft at sight. With an eye to our future business, we accept, as an exception, your mode of payment by D/P. In other word, we will draw on you a documentary draft at sight through our bank on collection basis.
You may rest assured that we will do our utmost to execute your order within the stipulated time limit.
We look forward to your repeat orders.
Chapter Eight
Packing, Transportation & Insurance
III. Translate the following sentences into English: 1.
我们希望在包装上能改进一下，以便提高市场竞争能力。
We hope that you can make some improvement in the packing so as to stand the competition.
2. 3. 4. 5. 6. 7. 8. 9.
这种纸箱用于远洋运输，恐怕不够结实。
We are afraid that the cardboard boxes are not strong enough for the transport by sea. 我们订购的这批货都是季节性商品，你方能否一次装船？
The goods we ordered are seasonal goods. Could you ship them all at once? 一收到你方信用证，我们立即安排装船。
We will arrange for shipment as soon as we receive your L/C. 考虑到广州黄埔港有直达船到我方，我们选它为装运港。
Considering there are direct vessels sailing for our port at Huangpu Harbour, Guangzhou, we wish to choose it as the port of loading. 我们保证贵方的订货不会晚于今年年底出运。
We assure you that shipment of your order would be effected not later than the end of this year. 我们认为，选择合适的运输方式很重要。
We consider it very important to make a right choice on the means of transportation. 集装箱装运的货物，其运费及保险费一般均低于不用集装箱装运的货物。
Freight charges and insurance premiums for container-shipped goods are generally lower than those for goods not shipped in containers.
我们感到遗憾的是不能按你方要求于9月初装运此货，因为驶往伦敦的直达船仅在20日左右抵达我港。 We regret our inability to comply with your request for shipping the goods in early September, because the direct steamer sailing for London calls at our port only around the 20th every month.
10. 到今天为止仍未收到贵方信用证，我们只好取消已订的舱位。
Having received no letter of credit up to today, we have now been compelled to cancel the shipping space already booked.
IV. Translate the following passage into English: 事由：海草席（Sea Mats）第97205号订单
我们已收到你方6月10日的来函，因海草席的销售季节即将过去，而要求取消你方第97205号订单项下的剩余货物。
我们不得不通知你方，上述订单项下的剩余货物已备妥，而且，已订好“东风”轮的舱位，该轮预期于6月30日开往你方港口。在这种情况下，我方不能依从你方的请求，甚歉。 Re: Your order No.97205 for Sea grass Mats
We are in receipt of your letter of June 10 requesting cancellation of the balance of your Order No. 97205 owing to the season for Sea grass Mats being nearly over.
We have to inform you that the remaining goods under the above order have been prepared. Furthermore, shipping space has been booked on s/s “Dong feng”, which is scheduled to leave for your port on June 30. Under the circumstances, we regret that we cannot comply with your request.
Chapter Nine
L/C Amendment and Extension
III. Translate the following sentences into English: 1.
有关进口许可证即将过期，所以我们不能考虑展证问题。请贵方尽最大努力在本月底前安排装运。
2. 3. 4. 5.
As the relative import licence will soon expire, we can not consider extension of L/C. Please do your utmost to effect shipment before the end of this month.
若贵方能将信用证中的船期和有效期分别展延30天，即到1997年7月10日和7月25日，我们将不胜感激。
We would appreciate your immediate extending the date of shipment and validity of the L/C for one month, that is , to July 10, 1997 and July 25, 1997 respectively. 为避免将来改证的麻烦，请贵方严格按照双方签署的销售合同条款开立信用证。
In order to avoid the trouble of making amendment, please establish your L/C in strict accordance with the terms and conditions of the signed S/C.
请修改你方第9886号信用证，增加“数量和金额允许5％的增减”这一条款。
Please amend your L/C No.9886 by adding the clause “5% more or less allowed both in quantity and amount”.
合同规定本批交易给予贵方3％的佣金，而我们在审查来证时发现你方要求佣金5％，请贵方通知银行修改。
The commission allowed for this transaction is 3% as clearly specified in our contract, but upon checking your L/C we find that it demands a commission of 5%. We shall therefore be grateful if you will instruct your bankers to make this amendment.
6.
贵方第588号信用证项下的货物备妥待运已有一段时间，而信用证修改书仍未收到，现在只能要求再展延15台。
The goods under your L/C No.588 have been ready for shipment for some time, but the amendment advice has not come to our hand yet. We now have to ask for further extension of 15 days.
7.
十分遗憾，我们不能按你方要求把我方第4568号信用证展延，因为目前进口规章不允许延长进口许可证的有效期。在此情况下，我们别无他法，只得请你方按合同规定装运。
We regret that we cannot comply with your request for the extension of our L/C No.4568 as the recent regulations for imports do not allow extending the validity of import licence. Such being the case, we have no alternative but to request you to effect shipment as contracted.
8.
请把你方信用证的装船期和有效期分别展延至1997年7月5日和7月29日，并注意修改通知书务必在1997年6月15日前到达我处，否则我方绝不可能按时装运。
Please extend the date of shipment and the validity of your L/C to July 5, 1997 and July 29, 1997 respectively, and see to it that the amendment advice reaches us by June 15, 1997. Otherwise we will not be able to ship the goods within the stipulated time limit.
9.
遗憾的是，我们尽管提出要求，但信用证中系数几处不符点到现在仍未作必要的修改。
To our regret, this credit has not been properly amended on the following points despite our request.
10. 收到你方对于第556号售货合同开出的第9887号信用证，谢谢。经核对来证条款，发现来证的单价为
8.45美元，而合同单价是8.54美元，估计是打字错误，请予修改。
We thank you for your L/C No.9887 against our S/C No. 556. After checking the clauses of the L/C, we find the unit price is USD8.45 while our contract stipulates that the unit price is USD8.54. We suppose that the above mistake is clerical and hope you will make the necessary amendment.
11. 信用证所有条款都与合同一致，但价格条款CFR误打为CIF，请予修改。如果贵方需要我司代你保险且
保险费由你方负担，我们于收到你方通知后，当乐为照办。
All the terms stated in the L/C are in conformity with those of the contract except for the price terms. CFR is mistaken to be CIF. Please amend it accordingly. If you want us to effect insurance for you, we will be glad to act accordingly upon receipt of your advice but the premium shall be for your account.
12. 第3749号信用证业已收到，但所列装运期与合同规定不符。合同订明装运期为8/9月，而信用证上则规
定在1997年8月装运。虽然我方将尽力争取在8月份出运，但信用证人应按合同规定加以修改。
We thank you for your L/C No.3749, but on checking its clauses we find with regret that the time of shipment stated in your L/C does not conform to that laid down in our contract. The contract stipulates for August/September shipment whereas your L/C calls for shipment in August 1997. Though we will see our way to effect delivery in August, the L/C should be amended in accordance with the stipulations of the contract. IV. Translate the following passage into English: 敬启者：
贵方7月1日的来函收悉，谢谢。关于第97234号合同项下陶瓷工艺品装运问题，现答复如下： 考虑到你方生产受到前段时间阴雨天气的影响，我们相信你方确有困难按照合同规定的时间交货。因此，我们接受你方请求，已于今天通知了我方银行分别把装运期从7月20日展延至8月20日，信用证有效期从8月5日展延至9月5日。这里我们想提醒你方，必须在新修改的期限内装运，再次延期将不予考虑。 谨上。 Dear Sirs,
Your letter of July 1 has been received, for which we thank you. With regard to shipment of artistic ceramics under Contract No. 97234, we reply as follows:
In view of the fact that your production has been affected by the wet weather, we believe that you must have difficulty in effecting shipment within the contracted time limit. We are, therefore, prepared to comply with your request and have today instructed our bankers to extend the time of shipment from July 20 to August 20 and validity of the L/C from August 5 to September 5 respectively. Here we would like to remind you that shipment must be effected within the newly revised time limit and any further extension will not be considered.
Chapter Ten* Claims
III. Translate the following sentences into English: 1. 2.
这批货的质量低于合同规定的标准， 而且包装很差，我们现向你方提出索赔。
As the quality of this consignment is not up to the standard stipulated in the contract and the packing is poor, we are now lodging a claim with you.
我们深信，货物离岸时状况良好，必定是在运输过程中损坏的。请与船公司联系有关赔偿问题。 We are confident that the goods were in good order when they left here, and the damage must have occurred during transit. Please take up this matter with the shipping company for compensation.
3. 4. 5. 6. 7. 8. 9.
每包的到岸重量只有90千克，而不是双方协定的100千克。
The landed weight of each bale has turned out to be 90kgs instead of 100kgs agreed upon. 我们保留向你方追索一切损失或损坏赔偿的权利。
We reserve the right to claim compensation for any lose or damage with you. 若发生索赔，必须于货到目的地之后30天提出。
Claim, if any, must be made within 30 days after the arrival of the goods at the destination. 我们相信你方检验结果将会证明货物完全符合合同要求。
We are confident that the result of your inspection will prove the goods to be fully up to the requirements of the contract.
很遗憾，这批货物质量和包装不能令人满意。
We regret that both the quality of the goods and the packing are far from our satisfaction. 在这种情况下，只能由你方选择，是给予20％折扣，还是退回货物。
Under the circumstances, we will leave it to your option whether you will grant 20% allowance or take back the goods.
经过重新检查，发现船样和我们手中的复样并无什么差异。因此，我们不能考虑你方提出的索赔。 After further inspection, we have found no discrepancy between the shipping sample and the duplicate sample in our hands. Therefore, we cannot consider your claim.
10. 相信你方能理解，我们不能对此类损坏的玩具给予无偿换货，因为货物损坏的责任不在我方。
We trust you will agree that we cannot be expected to grant a free replacement of these damaged toys, as the responsibility of the damage to the goods does not rest with our part. 11. 我们对你方第123号订单项下50箱茶具中有5箱严重破碎一事深感遗憾。但这批货物是经仔细包装的。破碎可能是由于装卸不当而造成的，请向船公司提出此事。
We regret for the serious breakage to the 5 cases out of the 50 cases of tea sets under your Order No.123. However, this consignment was carefully packed. The breakage may have been caused by improper handling during loading and unloading. Please take up this matter with the shipping company.
12. 由于这次差错给你方造成麻烦，请接受我们的歉意。我们将采取一切措施保证不再出现这样的差错。
Please accept our apologies for the trouble caused to you by the error and assure that such a mistake will not be made again.
IV. Translate the following sentences into Chinese: 1. 2. 3. 4.
In the absence of survey report issued by a reputable surveyor to support your claim, we regret being unable to take your claim into consideration.
如果你方索赔不附上有名望的公正行签发的检验报告，我们不会给予考虑。
As stipulated in our contract, only the survey report issued by the Guangdong Commodity Inspection Bureau is regarded as final and binding upon both parties. 按合同规定，只有广东省商检局签发的检验报告才是终检，对双方均有约束力。
There are so many defective machines and the poor quality has adversely affected our sales. You ought to compensate us for the loss we have suffered.
不合格的机器太多，低劣的质量影响了我们的销售，你方应赔偿我们所蒙受的损失。
It is mutually understood when we sign the contract that any disputes in connection with the shipment and the fulfillment should be settled amicably through negotiation.
5.
在签订此合同时，双方都很清楚，有关装运和履行装运的争端应通过友好协商解决。
As we need the goods to complete the deliveries to our own clients, we have to ask you to arrange for the despatch of replacements immediately. Any delay in this respect would be detrimental to the future business development between us.
6. 7. 8.
因我方需要该货运送给我们自己的客户，我们不得不请求你方立刻安排发送所换货物，这方面的任何延误将有损于我们之间将来的业务发展。
Upon unpacking the consignment, we regretfully found that the goods were much inferior in quality to our sample and also slightly different in colour shade.
一打开这批货，我们很遗憾地发现，货物质量比样品低劣，色调方面也有点不同。
We are sorry to inform your that owing to negligent packing, several cameras were damaged to such an extent that we were compelled to dispose of them at a largely reduced price. 我们很遗憾地告知你方，由于忽略包装，几个照相机损坏，我们被迫大幅度降价处理。
As per our previous experience, such cardboard cartons are not strong enough to protect such a kind of fragile porcelain wares. You should use wooden cases, otherwise the troubles happened to our last parcels must repeat.
9.
按我们以往经验，这种纸箱用以保护这种易碎的瓷器不够坚固，你方应使用木箱，否则，上一批货发生的麻烦一定会再发生。
As your complaints do not conform to the results of our own test, we suggest that another thorough examination be conducted by you to show whether there is any ground for claim. 因你方投诉不符合我们自己的检验结果，我们建议你方再进行一次彻底的检验，看看是否有理由索赔。 by the Guangdong Commodity Inspection Bureau so as to prove to you that such a loss could only have occurred during the transshipment in Hamburg.
10. With regard to the shortage of quantity, we enclose the Inspection Certificate of Quantity issued
关于数量短少，我们随函附上广东商检局签发的数量检验证书，以向你方证明，这样的损失只能在汉堡转运时发生。
11. You may be well aware that we are in a position to repudiate the whole contract, but such a
drastic step would be most unwelcome to us. It is clear, however, that we are entitled to some compensation and should be glad to hear of the allowance you are prepare to make to meet the case.
谅你知道，我们可以拒绝整个合同，但大动干戈我们最不想看到。然而很清楚，我们有权要求赔偿，请告知你方愿意作多少折让以解决此案。
12. Upon careful examination of your samples, we find the cotton fabric in question is well up to the
standard in quality, except that it is a little more white in colour than the approval sample.
一经仔细检查你方样品，我们发觉所谈及的棉布在质量方面符合标准，只是颜色比所认可的样品白了一点。
单元书面作业参考答案 Ch1-3
I. 1. 2.
贸易书信、商务信函business letter
建立贸易关系establishing business relations
3. 4. 5. 6. 7. 8. 9.
达成交易conclude a transaction 业务范围line of business 商会Chamber of Commerce
商务参赞处Commercial Counsellor's Office 中国驻伦敦领事馆Chinese Consulate in London 财务状况financial standing 资信证明人references
10. 报价单 Quotation Sheet 11. 订单 order
12. 最新的价格表latest price list 13. 佣金率commission rate 14. 样品samples
15. 独家代理人sole(exclusive) agents II. 敬启者：
纽约ＡＢＣ公司告知我方，贵行是你地区罐头食品的主要进口商。现告知你方，我们专营该类商品的出口。如贵行有兴趣与我们在这一行建立业务关系，我们将乐于寄上样品和目录，以及你们所需要的详细情况。
我们保证及时注意你方的询盘，并期望迅予答复。
谨上
ABC Company of New York has told us that you are the leading importers of Canned Goods in your area. We are pleased to inform you that we specialize in the export of this article. If you are interested to enter into business relations with us in this line, we shall be glad to send you samples and catalogue as well as detailed information you may require.
We assure you that we will give our immediate attention to your enquiry and look forward to your early reply.
Ch4-6
1. 2. 3. 4. 5. 6. 7. 8. 9.
以我方最后确认为准 subject to our final confirmation
向你方报盘如下，该盘不受约束 offering you, without engagement, the following 本盘5天有效 This offer is firm(open, valid, good)for 5 days. （价格）偏高to be on the high side
减价…% bring down(reduce) the price by…%
按货价给予…%的折扣 allow(give, make, grant)…% discount off (on) the prices of the goods
应你方要求at your request
你地市场对该商品有很大需求there is a good demand for the goods at your end 当前市价the current market
10. 向你方订货place an order with you
Write a letter of quotation according to the following particulars．
1. 2.
我们很高兴收到你方3月12日函，知道你方对我们的产品及农用汽车市场感兴趣。 我们从事这一行业多年，能向你们保证我们的产品质量上乘。
3. 4. 5. 6.
为了让你们了解我们经营的产品，兹寄上一份现在我们能供应的主要出口产品目录，供参考。 如果还对其他目录中未提到的项目感兴趣，务请通知我们。
一经收到你们详细的要求，我们将尽一切可能为你们准备所需要的产品。 盼及早回复。
Dear sirs，
We have received with pleasure your letter dated March 12，knowing that you are interested in our product and the market for agricultural cars．
Being in this line of business for many years, we can assure you that our products are of best quality．To acquaint you with the products we handle we are sending you a copy of our catalogue of the main items for export now．If you are interested in items not mentioned on the list, please don't hesitate to let us know．We shall do what we can, upon receipt of your detailed requirements, to get the said items for you．
We are 1ooking forward to your early reply．
Yours sincerely,
你3月11日来函及所附的第C2/32号订单收悉，谢谢。
我方确认接受你方订购5公吨Dried Chillies, 当年产，每公吨CFR大马士革（Damascus）价80英
镑，5月装船。随函附寄我方第AG－9660号销售确认书一式二份，请签退一份以便存档。
你方订单佣金4％，而不是我3月3日传真所报的3％，这与双方约定的价格条件不符，我方已在销售
确认书中注明3％佣金，此点请注意。
请从速开立以我方为受益人的信用证，以便尽早安排装船，信用证中的条款必须与我方销售确认书中
列明的完全相符，以免不必要的修改。
河南椒干暂无货供应，一旦有货，将再和你方联系。
相信由于我们之间良好贸易关系，我们将在平等互利的基础上达成多笔交易。 We thank you for your letter of March 11 and your enclosed order No. C2/32.
We confirm having accepted your order for 5 M/T Dried Chillies, new crop, at £80 CFR
Damascus, for May shipment. Enclosed is our S/C No. AG－9660 in duplicate, one copy of which please sign and return to us for our file.
We regret that you stated in your order a commission of 4% instead of 3% as offered in our
fax of March 3. This does not conform to the price terms agreed upon and we have indicated in our S/C a commission of 3%. Please take good note of this point.
Please expedite the establishment of an L/C in our favour so as to enable us to arrange
shipment as early as possible. The terms in the L/C should be in strict conformity with those specified in our S/C so as to avoid any unnecessary amendments.
We regret the Henan Dried Chillies are unavailable for the time being, and we shall contact
you once new supply becomes available.
We trust that the good business relation between us will lead to many more transactions on
the basis of equality and mutual benefit.
Ch7-9
I．
1. 装运单据shipping documents
2. 提单bills of lading
3. 保险单insurance certificate or policy 4. 商业发票commercial invoice 5. 产地证certificate of origin
6. 即期信用证a letter of credit available by (against) draft at sight 7. 30天远期信用证time L/C at 30 days after sight 8. 汇票bill of exchange
9. 分运partial shipment 10. 转船transhipment 11. 装船通知shipping advice
12. 预计到港时间estimated time of arrival（ETA）
II.
1. 2.
我们的付款方式，一般是以保兑的，不可撤销的，以我公司为收益人的，按发票金额见票即付的信用证支付。
Our usual terms of payment are by confirmed, irrevocable letter of credit in our favour, available by draft at sight,
有关的信用证必须在装船前至少30天到达我方，并在提单最后日期后15天在我方议付有效。
The relative L/C must reach us at least 30 days ahead of shipment and remaining valid for negotiation at our counter till the 15th day after the final date of bill of lading.
3. 我们遗憾不能按你方要求于12月初装运此货，因为驶往伦敦港的直达船仅在每月20日左右抵达我港。
We regret our inability to comply with your request for shipping the goods in early December, because the direct steamer sailing for London calls at our port only around the 20th every month. 4.
我们已在“东风”轮订妥舱位，装运SC456号合同项下的货物，该轮订于5月19前后到达伦敦，有关装运事宜，请与我方运输代理新加坡ABC公司接洽。
We have booked shipping space for the shipment of the goods under our Contract No.SC456 on s.s. “Dong Feng” due to arrive in London around 19th May. Please communicate with ABC Company, our shipping (forwarding) agents, for loading arrangements. 5.
现欣然奉告，第96108号合同项下2000公吨大豆即将装“东风”轮，该轮定于3月15日驶离黄埔开往汉堡，请为此货办理保险事宜。
We have pleasure in informing you that the shipment of 2000 M/T Soybeans under Contract No. 96108 will be effected by the s.s. “Dong Feng” which is scheduled to leave Huangpu for Hamburg on March 15. Please arrange insurance on the cargo.
III.
敬启者：
你方5月18日函悉。根据你方要求，我们已于今日上午按CFR条款给你方报去100公吨羊毛的价格。 至于中国人保（PICC）的承保范围，兹介绍如下：
我们一般投保水渍险和战争险，若你方愿投保综合险，我们可以办理，但保险费稍高一些。我们的惯例是投保金额按照发票金额的110%投保，因此，额外的保险费由买方负担。
相信上述情况将能满足你方需要。
Thank you for your letter of May 18. As requested, we made you an offer this morning for 100
M/T of Wool on CFR terms.
Regarding the coverage handled by the PICC, we would like to make an introduction as follows: We generally cover insurance against WPA and War Risk. All Risks can be arranged upon your request with slightly higher premium. It is our usual practice that the insured amount is for 110% of the invoice value. Extra premium is therefore for buyer’s account.
We trust the above information will meet your requirements. IV．请按下述意见修改320号信用证: 1) 金额增加 500美元
2）“不许转船”改为“允许装船” Please amend L/C No.320 as follows: 1) Amount to be increased by USD500.
2) To amend “Transhipment Not Allowed” to read “Transhipment Allowed”.
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