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.,引出补述的话。
二.商业英语书信的格式 1.缩行式（Indented Style）
-1
- 好好学习，天天向上
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: Tel:
March 23, 2003
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.
-2
- 好好学习，天天向上
We look forward to receiving your specific enquiry with keen interest.
Yours faithfully,
II. Address an envelope for the above letter: China Fujian Chemical （Stamp） Imp. & Exp. Corp. 128 Wuyi Road Fuzhou, China Wilkinson Company Limited 245 Lombart Street, Lagos, Nigeria
(Registered) 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 ?
-3
- 好好学习，天天向上
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。
-4
- 好好学习，天天向上
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 .
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 separate cover 2. 国营公司 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:
-5
- 好好学习，天天向上
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.
-6
- 好好学习，天天向上
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）
-7
- 好好学习，天天向上
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
-8
- 好好学习，天天向上
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 information 5.查询、提交 fair
II. Complete the following sentences in English: kinds of Chinese bicycles are enclosing our export list welcome your enquiries
been passed on to us for attention and reply are sending two catalogues III. Choose the best answer:
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 :
are looking forward to meeting your representative again at the fair. are in the hope of opening an account with you. have confidence in selling your product.
our goods are both excellent in quality and very reasonable in price, they meet a warm reception in the world market.
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.
-9
- 好好学习，天天向上
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
-10
- 好好学习，天天向上
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: it ; are in the market for 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.
-11
- 好好学习，天天向上
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
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
-12
- 好好学习，天天向上
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 China
April 27,2003 Cabell & Co. 112 St.Louis Street Croydon England
-13
- 好好学习，天天向上
Dear Sirs,
Your name and address has been introduced to us by & 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.
-14
- 好好学习，天天向上
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。
-15
- 好好学习，天天向上
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 , with; 8. for , of, in
III. Translate the following sentences into English:
1. We have received your letter of July 5, enquiring about the best terms of sugar.
-16
- 好好学习，天天向上
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
-17
- 好好学习，天天向上
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.
-18
- 好好学习，天天向上
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 ….% commission 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
-19
- 好好学习，天天向上
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
-20
- 好好学习，天天向上
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 in the blanks with proper prepositions:
, of 2. in, for 3. to, for, within, to, for 4. of 5. with, for , 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:
learn from 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
-21
- 好好学习，天天向上
prices.
enclosed price list and illustrated catalogue will give you details of the model in which you are especially interested. present, we are interested in tablecloth, napkin and shall be pleased if you will send us the catalogue, sample and price list. 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.
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
-22
- 好好学习，天天向上
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.
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.
-23
- 好好学习，天天向上
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. to 以……为条件， 以……为准
The offer is subject to your supply received by us before 6 . 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
-24
- 好好学习，天天向上
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 in the blanks with proper words:
（A） interested; market; area; receive; meet; relationship; receiving （B） enquiry; enclosing; list; interest; detail; contact 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? 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
-25
- 好好学习，天天向上
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
-26
- 好好学习，天天向上
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.
-27
- 好好学习，天天向上
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
-28
- 好好学习，天天向上
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
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 in the blanks with proper prepositions:
, for 2. with, of 3. for, to ,by 4. between, of, on ,for 5. For, from, at , 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 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％。
-29
- 好好学习，天天向上
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。 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：
丽都丝绸进出口公司
LI DU SILK IMPORT & EXPORT CORPORATION
918 XIN HUA ROAD BEIJING CHINA
TEL:0086(10) 编号 FAX:0086(10) No.: 2378 E-Mail:
PROFORMA INVOICE
日期
Date:February 10,2001
-30
- 好好学习，天天向上
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 15 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 项目 Item 品名及规格 Name of Commodity & Specifications 数量 Quantity 3,500dozen 单价 总金额 th
Unit Price Total USD$42,25 Amount -31
- 好好学习，天天向上
Silk Bathrobe Silk Bathrobe Size assortment: 4/S, 4/M, 4/L per dozen CIF New York USD$147,875 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 before the end of this month.
-32
- 好好学习，天天向上
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。
-33
- 好好学习，天天向上
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 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 B 2. regards C 2. regret 3. regretful
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
-34
- 好好学习，天天向上
1400 30” USD 1 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, . 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. --- abbreviation of steamship 轮船
Although modern ships are driven by diesel engines, gasoline instead of steam engines
-35
- 好好学习，天天向上
(known as M/V = motor vessel), yet “”, is still in use and may be used for any ocean-going vessel. The abbreviation may be written as : , , 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 like 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, … . 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
-36
- 好好学习，天天向上
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
the following expressions into Chinese or vice verse: 1. 拒接订单 6. “Victory” 2. 暂停执行订单 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. 5d 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
-37
- 好好学习，天天向上
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
-38
- 好好学习，天天向上
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”. . 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 . 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
. 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
. L/C should be opened with/through a third country bank in USA acceptable to the seller. III. Chinese version of the letter:
-39
- 好好学习，天天向上
（A）
，
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
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 the gap 4. 一式三份 9. see one’s way 5. 由于 of price
II.Ｆill in the appropriate words or expressions listed in the box:
-40
- 好好学习，天天向上
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: 2. in, to 3. with , after 6. 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 1211 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
-41
- 好好学习，天天向上
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
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: 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.
-42
- 好好学习，天天向上
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, . 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
-43
- 好好学习，天天向上
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
-44
- 好好学习，天天向上
.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。 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:
-45
- 好好学习，天天向上
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:
wonder if you can accept ( or: consider accepting ) our proposal in regard to payment by D/P on arrival of goods.
mode of payment we require is normal. We regret we cannot accommodate you in this respect.
you can accept the above, please make your own proposal.
your request for D/P payment, we are taking it into consideration and will let you know our decision soon.
shall be very grateful if you can give us ( or: favor us with ) easier payment terms.
the present circumstances, we can accept D/P payment terms if the transaction does not exceed $×××.
regret we cannot accept CAD on arrival of goods at destination. problem would involve us in no small trouble.
consideration of the pleasant business relations we have had with you for 15 years, we agree to make the concession and trust it will suit your requirements.
have always been doing business on L/C basis, and you have never raised any objection. We are at a loss to understand why you now wish to have a change in payment terms.
Lesson Twelve Declining D/A payment
I. About the letter:
The main point of this letter is that owing to long friendly business relations between them, the seller proposes the buyer to pay by D/P for the transaction as a exceptional case in order to
-46
- 好好学习，天天向上
encourage the buyer to promote the seller’s products. II. Additional notes:
1. pay vt. 付（款项，费用等）；给予（主意等）；进行（访问等）
vi.
付款;值得;合算
If this change is effected, we will have to pay rather heavy expenses. Please pay special attention to this point.
The writer contemplates paying a visit to your city sometimes in September. pay in advance 预付 pay by installments 分期付款 pay on delivery 货到付款 It does not pay to buy in small quantity.
pay for ph. v. 付出代价,为了得到------而付款 Of course we have to pay for all we buy.
payable adj. 可付的,应付的 bills payable 应付票据 a cheque payable at sight 见票即付的支票 amount payable 应付金额 payment n. (不可数)支付;(可数)支付的款 terms of payment 或payment terms 支付条款 payment on deferred terms 迟期(延期)付款 monthly payment of RMB￥3,000 每月付人民币三千元 1) 付某种费用的款,如, 费用,佣金等,常用“in payment of”
We are enclosing our Cheque No. B 123 issued by the Barclays’ bank, London for Stg.￡2000 in payment of your Invoice No. 56.
兹寄去伦敦巴克莱银行所开的第B123号支票一纸,金额计2000英镑,系付你方的56号之款.
2) 付某种具体事物的款,如商品,广告,样品等,常用“in payment for”
-47
- 好好学习，天天向上
We airmailed you yesterday a series of “Hua Sheng” Brand Electric Fans as samples and looking forward to your US$ 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.
-48
- 好好学习，天天向上
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, 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：
-49
- 好好学习，天天向上
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.
-50
- 好好学习，天天向上
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
-51
- 好好学习，天天向上
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:
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
-52
- 好好学习，天天向上
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
-53
- 好好学习，天天向上
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
-
- 好好学习，天天向上
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一式三份
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:
this effect one’s attention to sth of Quality sb. of sth
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
-55
- 好好学习，天天向上
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. 7 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.
-56
- 好好学习，天天向上
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 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; 3.一式两份产地证明书;
4.按金额全数加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 the letter into Chinese:
-57
- 好好学习，天天向上
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，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金额开立见票后60天付款的汇票。你方汇票必须随附全套装运单证，包括：
全套清洁已装船提单 商业 5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总金额。该信用证有效期至2月12日止。
SULLIVAN &SON
经理
19××年11月14日
答 复
执事先生：
11月14日来函收悉，谢谢。
你方订单已收到。兹告我方之EM127DN型录音磁带备有足够存货， 可以如期交货。用不可撤销的信用证付款，对我方颇为方便。我们将向你方往来银行开立见票后60天付款的汇票。
目前我方正等待你方信用证，收到后将对你方订货作出所需额定装运安排。
-58
- 好好学习，天天向上
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。 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。
-59
- 好好学习，天天向上
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.
-60
- 好好学习，天天向上
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
-61
- 好好学习，天天向上
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
-62
6. in one’s favor 7. brisk demand 8. affect
9. for the amount of 10. expire
- 好好学习，天天向上
II. Fill in each blank with a proper word or phrase
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
-46
- 好好学习，天天向上
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 the buyers to make an amendment to the L/C. 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. 82. 关于第82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 early next month 兹邀请贵方参加下月初在举行的服装小交会。 2. stipulate v. 规定，约定
-47
- 好好学习，天天向上
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。
-48
- 好好学习，天天向上
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。 Unsigned copies of documents are not negotiable. 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 such circumstances 2. 弥补，配齐 6. extension of L/C
-49
- 好好学习，天天向上
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 . “Peace” is scheduled to sail for Europe on the 20th this month. We are afraid we shall not be able to catch the steamer because your L/C amendment has not yet arrived.
5) The amendment to L/C No. 3325has not yet arrived. Please have it amended by telex so that we can arrange early shipment.
IV. Write a reply to the text rejecting the exporter’s request for L/C extension. Dear Sirs, L/C No. TUH4782 We have received your letter of April 30 and regret to say that we are unable to extend the subject L/C.
As we told you before, the goods are intended for the coming exhibition. Shipment in June would be too late, which will inevitably cause us heavy losses.
You are requested to do your utmost to fulfill the order as contracted. Please act promptly and let us have your reply soonest possible.
Yours faithfully,
Lesson Sixteen
-50
- 好好学习，天天向上
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. without delay. 请你方立刻修改号信用证。 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
set of clean on board Bill of Lading 全套清洁海运提单 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.
-51
- 好好学习，天天向上
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。 III. Chinese version of the letter: 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:
-52
- 好好学习，天天向上
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 is prohibited”.
3) Regarding L/C No. 6523, we shall appreciate it if you would inform your bank to amend the commission to 5%.” 4) The beneficiary should be “Pacific Trading Co., Ltd.” instead of “The East Trading Company 5) Please amend the above-mentioned L/C as follows: “from Qingdao” instead of “from Dalian”.
6) Please note that the L/C should be opened by the beginning of next month, allowing transshipment and partial shipments. 7) We will have to transship via 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。 谨 启
Key to Lesson Seventeen
-53
- 好好学习，天天向上
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.
-
- 好好学习，天天向上
6. The credit should expire on December 15, 1992 for negotiation in China instead of November 30, 1992. We await your early amendments.
Yours faithfully,
II. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms. Dears,
We are pleased to have received your L/C No. LOC 5797 against S/C No. 03-331.
However, we found some points that do not conform to the terms in the contract and would request you to make the following amendments:
1) The amount in words should read “Say Renminbi Four Hundred Seventy-seven Thousand Five Hundred Only”. 2) Add the wording “as per CIC of January 1st, 1981” to the insurance clause. 3) Insert “C2%” after “CIF”.
4) Time of shipment should be “August 31, 2003” instead of “July 31, 2003”. 5) The port of destination should be Rotterdam instead of Liverpool.
We thank you in advance for your cooperation.
Sincerely yours,
III. Write a letter for amendments according to the following note . July 30, 2004 Fuji Trading Co., Ltd. Yamashita-cho, Naka-ku Yohohama
Dear Sir or Madam,
Thank you for your L/C No. MMK76 issued by NALABILU BANK YAKOHAMA BRANCH.
-55
- 好好学习，天天向上
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:
In foreign trade, it is very important that shipment should be made in strict accordance with the prescribed time of the 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
-56
- 好好学习，天天向上
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. 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 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:
-57
- 好好学习，天天向上
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。
我们相信你们会对我方货物满意。 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
-58
- 好好学习，天天向上
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:
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 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 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.
-59
- 好好学习，天天向上
5. We hope you can take every necessary measure to make our deliveries in time. 6. Please fax us your shipping advice as soon as the goods are shipped on board.. 7.装运期的任何延误都会增加货物的储存费用。 8.我们尽快通知你们装船日期。
9.兹确认已收到你方对标题项下货物的发盘。 10.我们跟生产商联系一下，看他们怎么说。
11.由于承约过多，我们目前不能接受你方昨日的订单。 12.请放心我们会根据合同装运。
Lesson Nineteen
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. 货物将经由转运。
比较：The goods will be transshipped at .
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
-60
- 好好学习，天天向上
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约在三月中旬从到美国，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
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 in blanks with proper words
1. expedite 2. advise , destination 4. onto 5. sail, find 6. option 7. transshipment 8. note 9 allow 10. comply the following sentences:
1. Please rest assured that we would have the goods shipped before April 20th.
2. We take this opportunity to inform you that we have loaded the above goods on board S/S Victoria, which is due to sail for your port tomorrow.
3. The duplicate shipping documents were airmailed to you yesterday.
4. It has to be stressed that the shipment must be made within the prescribed time limit, as a further extension will not be considered.
-61
- 好好学习，天天向上
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
-62
- 好好学习，天天向上
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。
期待你方的指示。
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
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 loading of destination 11. port of loading 12. freight charge list charges 15. temperature-controlled the correct answers:
1. c 2. b 3. a 4. b 5. a 6. c 7. a 8. b 9. b 10. a in blank with the proper preposition:
-63
- 好好学习，天天向上
2. in 3. of 4. on 5. of 6. in 7. on 8. for 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.
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 .
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
-
1） SHIPPER 10) B/L CARRIER SHANGHAI STATIONERY AND SPORTING GOODS IMP. AND EXP. CORP - 好好学习，天天向上 5-15 F BAISHU MANSION 1230-1240 ZHONGSHAN ROAD SHANGHAI C O S C O 中国远洋运输（集团）总公司 CHINA OCEAN SHIPPING (GROUP)CO. Chapter VIII 2) CONSIGNEE TO ORDER 3)NOTIFY PARTY MODANA . P.O.BOX 507 ORGINAL 2130 AM HOOFDDORP Combined Transport BILL OF LADING 4)PLACE OF RECEIPT 6) VOYAGE NO. V. 9632W 8)PORT OF DESTINATION AMSTERDAM 5) OCEANVESSE JIAN HE 7)PORTOFLOADING SHANGHAI, PORT 9)PLACEOFDELIVERY acking esson Twenty-One acking Requirement 11) MARKS 12)NOS.&KINDS OF PKGS 13)DESTINATION OF GOODS 14)(kg)15)MEAS(m3) MODANA I. Above the letter: In AMERSTERDAM MEN’S GLOVES shipment, C/ AS PER CONFIRMATIONS NO. 96M/144 proper packing 22 CAETONS KG 1.860M3 FREIGHT PREPAID UPTO AMSTERDAM PORT 16) TOTAL NUMBER OF CONTERS SAY TWENTY-TWO CARTONS ONLY OR PACKAGES (IN WORDS) -65 FREIGHT&CHARGES REVENUE TONS RATE PER PREPAID COLLECT is necessary, because it not only protects the goods from damage prevents goods but the from - 好好学习，天天向上
pilferage as well. Moreover, in ocean transportation, strong packing is needed to withstand rough handling. In most cases, damages have been caused by improper packing. We have to pay more attention to packing so as to avoid damage that 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
-66
- 好好学习，天天向上
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
Pens are packed 12 pieces to a box and 200 boxes to a wooden case. 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，
-67
- 好好学习，天天向上
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
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 , for , in, on, in 6. with, in , of, in 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
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: -68
- 好好学习，天天向上
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。
谨 启
Key to Lesson Twenty-Two
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
in each of the blanks in the following sentences with the given words:
2. indemnification
the following sentences into English: printing of the inner box is very satisfactory. side should be responsible for the improper packing.
fact, the manufacturers are trying every possible means of improving our packing. separate cover, we are airmailing you full particulars of the specifications and packing. , the improved packing is light in weight and easy to handle. 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。 -69
- 好好学习，天天向上
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箱子里。务使其在箱内无法移动为准。发亮的金属部件应涂上一层防锈油脂，以防运输途中受潮生锈。
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
the following expressions into Chinese and then make sentences:
-70
- 好好学习，天天向上
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
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 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, . 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.
-71
- 好好学习，天天向上
Yours truly,
China National Import & Export Corp. Manager
Key to Skill Training
PACKING LIST 1)SELLER 3) INVOICE NO. 4)INVOICE DATE 27-Jan-97 6)TO HONG KONG SHANGHAI BAO LI IMPORT & EXPORT 97 HJINV-007 CO.,LTD. 817 DA MING RD EAST 5)FROM SHANGHAI CHINA SHANGHAI 7)TOTAL PACKAGES (IN WORDS) SAY THREE HUNDRED AND SEVENTY CARTONS ONLY 2)BUYER HYCO INDUSTRIES LTD 1204-6 SINCERE BLDG 84-86 CONNAUGHT ROAD CENTRAL HONGKONG 9)C/NOS. 10)NOS.＆KINDS OF PKGS. 11)ITEM 12)QTY. 13). 14). 15)MEAS(m3) BOBBING HEAD DOLL AS PER S/C 1-83 83 CARTONS GT5335 332 dzn 1162.0kg 996.0kg 13.488 m3 84-150 67 CARTONS GP2331 268 dzn 1098.0kg 9.0kg 10.888 m3 151-250 100 CARTONS GT6982 500 dzn 2300.0kg 1920.0kg 21.125 m3 251-370 120 CARTONS GW4358 600 dzn 2520.0kg 2088.0kg 25.350 m3 -72
8)MARKS＆NOS. BOSTON C/NO. 1-370 MADE IN CHINA - 好好学习，天天向上
TOTAL: 1700 dzn 7080.8kg 5968.8kg 70.851 m3 ISSUED BY SHANGHAI BAO LI IMPORT & EXPORT CO.,LTD. SIGNATURE 李国华 Chapter IX Insurance 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 the 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
如果交易双方以CIF贸易术语成交，由于货价中包括保险费，所以在买卖的合同保险条款中，需要详细约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：“由买方委托卖方按金额…%代为投保…险，保险费由买方负担”。 2. insurance n. 保险 more expressions：
-73
- 好好学习，天天向上
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 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 — ）也
-74
- 好好学习，天天向上
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 — ），水渍险（With Particular Average — ）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 — Cargo)、协会罢工险条款(Institute Strike Clauses — Cargo)和恶意损害险条款(Malicious Damage Clauses)。 5.平安险（）和水渍险（）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 （or ）.
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。
-75
- 好好学习，天天向上
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. 4. Complying 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 of China against All Risks for US$ 58600 for your account.
-76
- 好好学习，天天向上
The respecting policy is being prepared and will be forwarded to you within a day or two together with our debit note for the premium.
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
-77
- 好好学习，天天向上
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（包括九龙）或，存仓火险责任扩展条款(Flame Risk Extension Clause 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
-78
- 好好学习，天天向上
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 and War Risks. 5 If you wish to insure against Breakage , please let us know in advance.
6. At your request, we 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 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.
-79
- 好好学习，天天向上
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 insure 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 . -80
- 好好学习，天天向上
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。
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。
我们相信一切情况已经明了，请尽快电改信用证。
谨 启
Keys to Lesson Twenty-Six
Ⅰ. Translate the following expressions into Chinese or vise verse:
risk 6. 以… … 为准，以… … 为有效
-81
- 好好学习，天天向上
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:
2. broader coverage 3. invoice value 4. damage 5. According to 6. premium 7. comply with 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 insurance clause in your S/C “The insurance is to be covered on the goods for 110%of the insurance value and against is not acceptable to us.
As porcelain wares are delicate goods and are likely to be damaged on the voyage., & 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 &
We shall be grateful if you can amend your S/C .
-82
- 好好学习，天天向上
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：
中 国 人 民 保 险 公 司 THE PEOPLE’S INSURANCE COMPANY OF CHINA 总公司设于北京 一九四九年创立 Head office：BEIJING Established in 1949 保险单 保险单号次 INSURANCE POLICY POLICY 中国人民保险公司（以下简称本公司） THIS POLICY OF INSURANCE WITNESSES THAT THE PEOPLE’ INSURANCE COMPANY OF CHINA （HEREINAFTER CALLED“THE COMPANY”） 根据 AT THE REQUEST OF FU ZHOU HENGXIN IMPORT & EXPORT CO.,LTD (以下简称被保险人)的要求，由被保险人向本公司缴付约 （HEREEINAFTER CALLED “THE INSURED”） AND IN CONSIDERATION OF THE AGREED PREMIUM PAID TO THE COMPANY BY THE 定的保险，按照本保险单承保险别和背面所载条款下列 INSURED UNDERTAKES TO INSURE THE UNDERMENTIONED GOODS IN TRANSPORTATION SUBJECT TO THE CONDITIONSOF THIS POLICY 特款承保下述货物运输保险，特立本保险单 AS PER THE CLAUSES PRINTED OVERLEAF AND OTHER SPECIAL OLAUSES ATTACHED HEREON 标记 MARKS＆NOS 包装及数量 QUANTRRY As per Invoice 370CARTONS No： 2005HJINV-006 总保险金额：SAY US DOLLARS FIFTEEN THOUSAND FOUR HUNDRED AND ELEVEN ONLY -83
保险货物项目 DESCRIPTION OF GOODS 保险金额 AMOUNT INSURED BOBBING HEADDOLL US＄ - 好好学习，天天向上
TOTAL AMOUNT INSURED： 保 费 费 率 装 载 运 输 工 具 PREMIUM AS ARRANGED RATE AS ARRANGED PER CONVEYANCE SS PEACE V1116 开航日期 自 至 OR ABT。 AS PER BILL OF LADING FROM FUZHOU TO HONG KONG 承保险别： CONDITIONS COVERING OCEAN MARINE CARGO CLAUSES ALL RISKS（INCLUDING WAREHOUSE TO WAREHOUSE CLAUSES） AND WAR RISKS CLAUSES（1/1/1981） OF 所保货物，如遇出险，本公司凭本保险单及其他有关证件给付赔款。 CLAIMS，IF ANY，PAYABLE ON SURRENDER OF THIS POLICY TOGETHER WITH OTHER RELEVANT DOCUMENTS 所保货物，如发生本保险单项下负责赔偿的损失或事故， IN THE EVENT OF ACCIDENT WHEREBY LOSS OR DAMAGE MAY RESULT IN A CLAIM UNDER THIS POLICY IMMEDIATE NOTICE 应立即通知本公司下述代理人查勘。 APPLYING FOR SURVEY MUST BE GIVEN TO THE COMPANY’S AGENT AS MENTIONED HEREUNDER: THE PEOPLE’S INSURANCE COMPANY OF CHINA HONGKONG BRANCH 7-8F SUIAN BUILDING, CENTRAL . 中国人民保险公司福州分公司 THE PEOPLE’S INSURANCE CHINA FUZHOU BRANCE 赔款偿付地点 刘平 CLAIM PAYABLE AT/IN HONG KONGIN USD General Manager 日期 福州 DATE 30-Jan-2005 FUZHOU 地址:中国福州湖东路128号 TEL:32367 Telex:33128 PICCS CN. Address: 128 Hudong Rroad Fuzhou, China Cable: 42003 Fuzhou Endorsement: FU ZHOU HENGXIN IMPORT & EXPORT CO.,LTD -84
- 好好学习，天天向上
肖俊峰 30-Jan-2005
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。
-85
- 好好学习，天天向上
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 cost 更新成本 replacement investment 更换投资 replacement of goods 更换货物
We wish you to ship the replacement per “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
-86
- 好好学习，天天向上
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 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. 2. We regret the mistake in the number which resulted in your receiving the wrong goods. -87
- 好好学习，天天向上
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 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 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 -88
- 好好学习，天天向上
claim barred by reason of limitation 受时效的索赔
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 claim on the goods 对该货提出索赔
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
-
- 好好学习，天天向上
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 “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. 少开
-90
- 好好学习，天天向上
The shipment is short-invoiced by RMB¥2367. 这批货物的少开了人民币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。 short- paid adj. 少付
We’ll refund the short- paid amount of £ 300 to you.. 我们将偿付给你们少付的300英镑。 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）
-91
- 好好学习，天天向上
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：
-92
- 好好学习，天天向上
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 4. 依靠，依据
8. warehouse to warehouse clause
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
-93
- 好好学习，天天向上
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
We enclose the original copy of the Inspection Certificate No. FJ1023 issued by the Fujian Commodity Inspection Bureau certifying that the Dongbei Rice under the subject S/C shipped per “Lucky” was discharged at the Port of Fuzhou on March 27 in apparent good condition but found shortweight in sound bags , totaling 760kg.The authorized surveyor is of the opinion that the shortage is due to the insufficiency of the original shipping weight, not other causes, for which you should be responsible .
On the strength of the above fact, we, therefore, lodge a claim against you for the amount of US$1520.
We look forward to your early settlement and your payment by check for US$1520 , the amount of claim into our account with the Bank of China，Fuzhou.
Yours faithfully,
Encl. As stated
Lesson Twenty-Nine
-94
- 好好学习，天天向上
(A)Claim for Improper Packing (B) Declining the Claim
Ⅰ. About the letter：
Letter A is from the buyers to the sellers. The buyers’ opinion is that due to the sellers’ improper packing ,the goods under Order No. 527 arrived in poor condition, they have to claim against the sellers for a compensation of ₤6oo for the expense of repacking the packages.
Letter B is the sellers’ reply to the buyers, declining the buyers’ claim because on going into the matter the sellers find that the fault lies with the shipping company . The sellers suggest the buyers lodge a claim against the shipping company instead of them. Ⅱ.Additional notes： 1. result in 导致
The inferior quality of the goods results in cancellation of the contract. 货物的低劣质量导致合同的取消。 result from 由……引起
You should pay for any damage resulting from your negligence . 你方应该赔偿因你方疏忽引起的任何损坏。 2. fault当表示缺点，毛病，瑕疵；错误时为可数名词
当表示（对错误所负的）责任、过错时为不可数名词，只能用单数形式 There is a fault in the size of the shoes. 鞋子的尺码有毛病。 The fault lies in short weight. 责任在于短装。 It’s not my fault. 这不是我的过错。 3. damage n. 损坏，损害
damage by water 水损
-95
- 好好学习，天天向上
damage in transit 运输途中的损坏 damage suit 损害赔偿诉讼
damage survey 损失调查，损失检验
damage allowed as general average 可作共同海损的损失 damage through contact with other cargo 与其它货物接触的损坏 actual damage 实际损害 air shipment damage 空运损害 estimated damage 估计损害 sea shipment 海损 sea water damage 海水侵蚀
You should be responsible for the damage by water. 你应该对水损负责任。
Your bleach of the contract will damage our trade relations. 你方的违约将有损于我们今后的业务关系。 4. ground理由，根据 相当于cause 或reason
可用名词复数形式或不可数名词单数形式。 be / give/ have grounds for 有……之理由
We have give much ground /many grounds for claiming against you. 我们有充分的理由向你方提出索赔。 on the grounds of ：because of 因为
On the grounds of your delay in shipment, we have suffered great losses. 由于你方延误装运，我们遭受巨大损失。
Ⅲ．Chinese version of the letter：
（A）不良包装引起的索赔
敬启者：
我方第527号关于100包府绸的订单
-96
- 好好学习，天天向上
我们已经收到你方由幸运号轮运来的第527号项下的100包府绸。很遗憾一经检查我们发现其中12包的包装已经破碎，显然是由于不良包装造成的。
由于我们必须在把货物交付给我们的客户之前重新包装，这样不可避免地导致总计600英镑的额外花费。因此我们不得不向你方提出索赔或者我们把货物退还你方予以替换。 请尽快告之你方的决定。
谨 启
（B）谢绝索赔
敬启者：
你方关于第527号订单的索赔
兹证实已经收到你方4月10日的来信。很遗憾得知第527号项下的12包府绸到达时状况不好。
如果是我们的过错我们会负责任。但是在我们调查此事我们发现该货由我们经验丰富的工人仔细包装，离开此地时状况良好，我们随函寄去的清洁提单副本可以证明。我们确认它们是在运输途中受损。在这种情况下，没有理由向我们提出索赔。因此我们建议你方最好立即向应负此责任的装船公司提出索赔。
我们希望你方满意我们的解释。
谨 启
Key to Lesson Twenty-Nine
Ⅰ. Translate the following expressions into Chinese or vise verse: 1. 不良包装 2. 府绸
6. amount to 7. in question
3. 结果，因此 8. going into 4. 导致
9. experienced workman
5. 有缺陷的包装 Bill of Lading Ⅱ. Fill in the blanks with proper prepositions:
1. about , against 2. at 3. to 4. against , for 5. with 6. on 7. by , for 8. of Ⅲ.Translate the following sentences into English:
1. On examination, we found that many of the goods were severely damaged , though the cases themselves showed no trace -97
- 好好学习，天天向上
of damage.
2. We regret to inform you that Case Nos. 5 and 8 were broken and their contents were damaged through improper packing. 3. We very much regret that we cannot accept your claim because the cases were in perfect condition when leaving here and the damage evidently occurred during transit.
4. In view of our pleasant trade relations, we agree to accept all your claims.
5. Please advise whether we are holding the damaged goods at your disposal or return them to you. Ⅳ. Fill in the blanks with proper words, with the initial letters given .
note damage route consignment Judged falls Insurer feel lodged agents result question quantity consideration
Key to skill training
Complaints for Late Delivery Dear Sirs,
With reference to our Order No. 1011, we are surprised that you have confirmed our order since one month ago , however, we haven’t received the goods or any information from you when you can effect delivery of our order.
As our clients are in urgent need of the goods, this delay has placed us in an awkward position. We wish you to give us a satisfactory explanation of the non-execution of our order, otherwise we shall be compelled to cancel the order and reserve the right to claim .
We await your reply.
Yours faithfully,
Chapter XI Agencies
Lesson Thirty
( A ) Asking for Sole Agency
( B ) An Unfavorable Reply
-98
- 好好学习，天天向上
I. About the letter:
(A) This is an incoming letter from a firm abroad, requesting for a sole agency for household and decorative wares on a commission basis. Besides, they offer the business relations with their counterpart, the China National Handicrafts and Arts Import & Export Corporation, Shanghai Branch.
In international trade, a lot of business has been done through selling or buying agents, and most of large firms in the world have agencies or agents. In order to enlarge business activities, we have to choose some reliable agents for the sale of our products, and make an agreement (better: a time agreement) with them so as to facilitate opening new markets in every part of the world. In choosing competent agents, we have to pay more attention to their qualification, experience, commercial moral, reputation and what is more important, the ability in doing business. As for the rewards to the agency company, they are paid on a commission basis, that is, according to the quantity of the goods sold.
(B) This is a letter in reply to the previous one. The writer, in this letter, declines the proposal of the firm abroad for an agency arrangement, as it is rather premature to consider this matter.
In order to try out a period of cooperation in the development of business, the writer encloses tow copies of pricelists for their reference. II. Additional notes: 1. kinds of agents:
As far as buying and selling are concerned, there are mainly two types of agents: 1) general agent ( 一般代理)：
General agent may be a firm or a person who acts under some degree of instructions from his principals to sell (or to buy) goods on the best terms obtainable. He charges a “commission” for his services under some kinds of agreement or contract.
2) sole agent (exclusive agent) (独家代理人)
Similar to general agent, a sole agent may be a firm or a person who acts as exclusively for one foreign principal with exclusive (or sole) agency right to sell on a commission basis certain commodities in a certain area under some kind of agreement or contract.
2. This is to inform you that…
这是正式场合的信件使用的一种句型。 句首的This =This letter. 这种句型属于所谓“旧式用语”(old-fashioned expression).
-99
- 好好学习，天天向上
类似的句型较多，如：
This is to acknowledge……兹收到…… This is to advise that……兹通知…… This is to announce that……兹宣布…… This is to certify that ……兹证明……
This is to inform you that the goods you ordered have been shipped on board the vessel. 兹通知你方订购的货物已装船。
This is to announce that in consequence of the rapid rise in cost of raw materials from which our products are manufactured, from and after October 20, our previous pricelist will be cancelled and replaced by the new one which we enclose.
兹宣布，由于我们产品的原料价格急剧上涨，从十月二十日起，我们过去的价目单作废，由随函附寄的新价目单代替。
3. act as ph. v. 充当; 担任
The general trading companies often act as intermediaries between banks and manufacturing and retail concerns. 综合贸易公司经常担任银行和制造商及零售商之间的中间人。
With your excellent connections, we believe it will be possible to promote the sale of our products in your territory, and we hope your acting as our agent will be to our mutual benefit.
由于你方有很好的业务关系，我们相信在你地促销我们的产品是很有可能的。希望你方担任我们的代理会有利于双方。
4. agent n. 代理人 agency n. 代理
从本意讲，agent 是 a person authorized expressly or impliedly to transact business for another, called the Principal,
即：明示范或默认受权为委托方进行业务的人；agency 是business, place of business of an agent, 即： 代理人的业务，代理人办理业务的地点。也就是：代理业务，代理处。 一般说来，agent 指代理人，agents或agency 指代理方。
The company has agencies in all parts of Africa. 该公司在非洲各地均有代理。
The volume of business done does not warrant entrusting you with exclusive agency at present. 已达成的营业额还不足以使我方目前委托你方为独家代理。
-100
- 好好学习，天天向上
5. specialize v. 专门经营
基本结构：specialize in + n.
It made economic sense for a nation to specialize in certain activities and produce those goods in which it had the most advantage, and to exchange those goods for the products of other nations which had advantage in different fields. 对一个国家来说，专门从事一定的生产活动，生产它拥有最大优势的商品， 并用这些商品和在其他方面拥有优势的国家所生产的产品进行交换，那在经济上是合算的。 6. deem v. 认为
后接复合宾语或that 引起的宾语从句。 Do you deem the plan ( to be ) feasible? 你认为这个计划可行吗？
Influence of MNCs on the host countries may be deemed a challenge to national sovereignty. MNCs=Multinational Corporations
公司在东道国的影响可以认为是对国家主权的一种挑战。 7. take into consideration 考虑
The documents produced by you to support the claim for compensation are insufficient. Therefore, we cannot take your claim into consideration.
你方为索赔提供的文件不够充分。 因此，我们不能考虑你方的索赔。 We hope that you will take our requirements into immediate consideration. 我们希望你方能对我们的要求给予及时的考虑。 8. marketability n. 销售可能性
We do not doubt about the marketability of our hand-embroidered shirt in your district. 我们毫不怀疑我们的手绣衬衣在你们地区的销售可能性。 marketable (= saleable ) adj. 可销售的 The goods are not marketable at the price mentioned. 按所说的价格，这种货是卖不出去的。 9. turnover n. 营业额， 成交额； 周转
According to the usual practice you are expected to submit to us annual sales program, . an estimated amount of
turnover.
-101
- 好好学习，天天向上
按照通常做法，希望你们提交一份年度销售计划，及估计营业额。 We have reduced the price by 5% so as t make a quick turnover. 我方已降低5%，以便加快周转。
10. justify v. 证明……是正确的，认为……是有理的
We will draw on you for the shortage, which is too small to justify faxing for amendment. 我们将开具汇票向你方索取短少的金额，该金额太小，不值得发电报要求修改。 We are of the opinion that a bigger turnover must reache to justify establishing the agency. 我们认为必须做到较大营业额后才建立代理为好。
III．Chinese version of the letter:
(A) 要求做独家代理
中国进出口公司 上海分公司 中国 敬启者：
兹奉告，我们是以独家代理为基础挣取佣金的代理商，专门经营家庭用具和装饰品，如瓷器、漆器和玻璃器皿。 我们一直同你们上海分公司的瓷器部合作，双方对彼此都感到满意，有关我们公司情况，可洽询该公司。 我们非常愿意同贵公司建立独家代理业务关系，在开罗推销你们的产品。 切盼你方的消息。
Harace Watkins & Son Ltd. 20…年7月25日
（ B ） 否定的答复
Harace Watkins & Son Ltd. Box 1234 坦桑尼亚
-102
- 好好学习，天天向上
敬启者：
谢谢你方7月25日来函。
鉴于我们尚处于相互熟悉阶段，目前考虑独家代理事宜似乎尚未成熟。我们的意见是最好双方经过一段试验合作时期，看看业务如何发展。同时你方有必要测试一下我们的产品在你方地区的销售可能性，并继续努力达到更大的销售额，来证明安排独家代理是合适的。
随函寄去最新的价目表二份，列明我们经营的与你们公司对口的所有产品。 盼再函告。
中国进出口公司
上海分公司
经 理 附件： 20…年8月20日
Key to Lesson Thirty
I．Translate the following phrases:
1. sole agency 2. sole agent 3. turnover
4. 担任 5. 以收取独家代理佣金为基础 6.. 在……范围内 II. Fill in the blanks in the following letter with appropriate words: received note view agency agreeable
meeting book hesitate short under III. Translate the following Chinese part into English:
1) a. when business between us has developed to our mutual satisfaction.
b. When circumstances necessitate doing so. c. When we get to know each other better. 2) a. it’s too early yet to dwell on this subject.
b. the time is not yet ripe for a discussion on agency. c. We are not yet thoroughly acquainted.
-103
- 好好学习，天天向上
3) a.. and we hope that you will continue your efforts in pushing the sale of our products at the present stage.
b. and we hope you will redouble your efforts to build a large turnover.
c. and meanwhile, we should like to know the definite quantities you require quarterly or annually.
Lesson Thirty-One
A Favorable Reply To the Request For Sole agency
I. About the letter:
This letter is a favorable reply to the request for sole agency for “Tiantan” brand Men’s Shirts in Turkey. The writer is willing to cooperate with the cooperator with a view to furthering a mutually beneficial trade. II. Additional notes:
1. impress v. 留下印象，使发生好的或深刻的印象
Although your views impress us deeply, we feel that the local condition may not at present make worth while the expenses of advertisement.
虽然你们的看法给我们留下深刻的印象，但我认为目前当地条件还不值得我们花费广告费用。 We are favorably impressed by (or: with) your proposal for ( or: of ) sole agency. 我们对你们要求担任独家代理的建议印象很好。 impression n. 印象
under the impression 有这样的印象，认为
Your first shipment has made a strong impression on the users. 你们的第一批货给用户留下深刻的印象。
We are under the impression that you were not interested in small quantities. 我们原以为你们对小数量不感兴趣。 2. entrust v. 委托, 托付
entrust sb. with sth. 委托某人做某事。 entrust sth to sb. 把某事委托某人
We have entrusted the matter to our representative, who will have a discussion with you. 我们已将此事委托我们的代表和你方商谈。
-104
- 好好学习，天天向上
3. draw up ph. v. 草拟
We have drawn up a consignment agency agreement and enclose two copies for your approval. 我们已草拟寄售代理协议，现随函附寄二份征求你方意见。 We will draw up the contract for signature. 我们将拟出合同供明日签署。
4. go over ph. v. 研究， 检查， 审阅
We must go over every clause in the letter of credit before shipment. 装运前，我们必须审阅信用证的每一项条款。 5. further v. 增进， 促进
If you give us the agency, we should spare no efforts to further your interest. 如果你方授权我方代理，我们将不遗余力增进你方利益。
III．Chinese version of the letter:
对要求独家代理的肯定答复 敬启者：
五月十五日函悉，对你公司的建议深为赞赏。经认真回顾双方的业务关系，现决定委托你方作为我们在土尔其经销“天坛牌”男衬衣的独家代理。我们已草拟了一份协议草案，现随函附上。请仔细阅读其详细条款，并告知是否同意。
为促进双方互利互惠贸易，我们保证与你方密切合作。
谨 启
中国纺织品进出口公司 经理
附件如文
Key to Lesson Thirty-One
I. Translate the following phrases:
1. draw up 2. draft agreement terms and conditions 4. 保证 5.为了 6.委托（某人）管理
-105
- 好好学习，天天向上
in the blanks in the following passage with a proper word of which the initial letter is given:
1) inquiry 2) agency 3) After 4) think 5) premature
6) transactions 7) business 8) misinterpret 9) way 10) fact 11) satisfied 12) However 13) opinion 14) reached 15) agency 16) advisable 17)sales 18) agree 19) point 20) cooperation the following letter into English: Dear Sirs,
We understand that you are not represented in this country, and we wish to offer our services
with a view to marketing your products.
We believe that we can offer unrivalled expert knowledge in obtaining orders and handling sales and documentation for you because of our considerable experience in dealing in this line of products over a period of thirty years.
If you are interested in our proposal, we shall be very happy to provide bank and trade reference to you.
We look forward to hearing from you.
Yours faithfully,
Lesson Thirty-Two
Sole Agency Agreement
the letter:
Sole agency refers to a firm or person who acts exclusively for one foreign principal with exclusive (or: sole) agency rights to sell on a commission basis certain commodities in a certain area under some kinds of agreement or contact. II. Additional notes:
1. there of adv. =of that 其
= from that source 由此
thereafter adv. = afterwards 此后， 以后， 其后 -106
- 好好学习，天天向上
therefrom adv. = from that 从那里 thereby adv. = by that means 借此 therein adv. =in that 在那里
thereinafter adv. =in that part which follows 在下一部分中， 在下文中 thereon adv. = on that 在那上面 thereto adv. = to that 在那里 thereunder adv. = under that 在其下 thereupon adv. = then 随即 therewith adv. = with that 与此
= in addition to that 此外， 又
2. expiration n. 终止； 期满
The shipment must arrive here before the expiration of the license. 这批货必须在许可证期满前到达此地。 3. publicity n. 宣传， 广告
give publicity to 宣传， 公布
It appears to us that you had better give wide publicity to your commodities in the specialized journals. 在我们看来你方最好将你们的商品在专门的刊物广泛宣传。 4. dispute n. 争议， 争执
in ( or: under ) dispute 在争议中 beyond dispute 无可争议
All disputes arising from the execution of or in connection with this contract shall be settled amicably through friendly negotiation.
所有因执行此合同或与此合同有关的争议都将通过友好谈判来友善地解决。 5. interfere v. 干预， 干扰； 妨碍， 影响 We should deliver the goods next week if nothing interferes. 如无别的干扰，我们一定下周发货。
III．Chinese version of the letter:
-107
- 好好学习，天天向上
独家代理协议
为了在平等互利的基础上，促进业务的发展，订约双方按照下列条款签订本协议： 一、订约双方：
供货人：天津立达（集团）公司（以下简称甲方） 代理人：XXX公司（以下简称乙方） 二、商品及数量：
甲方现委托乙方为（XX商品）之独家代理，乙方保证在协议期限内对上述商品的销售数量不少于XXX。 三、代理地区：
仅限于XXX地区。 四、订单的确认：
本协议所制定的商品，其数量、价格及装运期均在每笔交易中确认，其详细内容将在甲方的销售合同中列明。 五、付款：
订货确认后，一方应在售货合同规定的期限内安排开列以甲方为受益人的、100%不可撤消的即期信用证。信用证开出后，应即通知甲方，以便甲方准备装货。 六、佣金：
甲方在收到每笔货款后，将按金额付乙方……%佣金。 七、市场情况报告：
乙方有义务每三个月向甲方详细报道现行市场情况及消费者的意见。乙方必须经常提供市场上其他同类商品的样品价格、销售情况及广告资料等供甲方参考。 八、广告宣传费用：
在本协议有效期内，乙方应承担上述地区的一切广告宣传费用，其所用之图样稿纸内容须事先经甲方同意。 九、协议有效期：
本协议经双方签署后生效，有效期自X年X月X日起至X年X月X日止。如同意续约，任何一方应在协议期满前一个月内以书面形式通知对方。如某一方未履行本协议条款，则另一方有权中止协议。
十、凡因执行本协议所发生的一切争议，双方应协商解决。如协商不能得到解决，应提北京中国国际贸易促进委员
会对外贸易仲裁程序暂行规定进行仲裁，并作为最终裁决，对双方均有约束力。 十一、其他条款：
（一） 协议所列商品甲方不应供应给上述的区的其他客户，如有直接询盘，甲方应转交乙方。但是，如果其他
-108
- 好好学习，天天向上
客户坚持与甲方直接成交时，甲方将有权接受。在后一种情况下，甲方应寄交乙方销售合同副本一份，并保留净值……%的佣金给乙方。
（二） 如乙方不能在每XX月内订购至少XX（数量）的XX（商品名称），甲方将不受本协议的约束。 （三） 对双方间进行的业务，甲方按其的授权将有权处理此类直接交易而不受本协议的约束。乙方不
得干预此类直接交易，也不得因此提出任何补偿和佣金的要求。
（四） 其他未尽事宜，将按双方签署的正式销售合同中规定的条款为准。
本协议一式四份，双方各执二份。
甲方（供货人） 乙方（代理人）
X年X月X日
Key to Lesson Thirty-Two
the following phrases:
1）不预先通知 2) 在前的 3) 一致同意 4) transit business 5) rights and obligations 6) take effect the following sentences：
1) As regards your proposal to act as our agent, we deem it premature to discuss the subject of this nature. 2) Please exert your best to push the sales so as to justify our entering into the agency agreement.
3) In spite of the fact that our price is quite low, we exceptionally allow you a 2% discount as a special accommodation. 4) If the quantity exceeds 1,000 dozen, we will allow a 5% discount. 5) 我们对所有客户都按照同样的佣金率付给佣金。 6) 按照我们的记录，应付你们的佣金总额应为588美元。 7) 我们愿意指出此项不仅仅是针对你们的。
8) 在这种情况下，我们歉难照顾，但相信你方能理解我们的处境。 the following letter into Chinese: 先生：
我们已及时收到你方7月15日来信，并且在仔细考虑了来信所述内容之后，我们对你方提出的充当我们的代理一事印象甚好。
我们曾经同好几家公司商谈过，但目前对此事尚未做出决定。然而如果条款能够谈妥，我们认为你方正是我们
-109
- 好好学习，天天向上
想要找的代理人，我们相信你们在整个行业中有着良好的关系，而且看来进一步发展业务是个好时机，我们是一直同你们提到的那些客户进行这项业务。
当然，这件事的关键在于你方获得并履行的定单上需要多少佣金。既然你方的Wilson Horlake 先生打算在两星期后访问上海，我们想，与其书述一般条款而在双方会晤以后可能还要修改或撤销，不如当面同他讨论各个事项为好。
我们等候Horlake 先生来访。
中国进出口公司 20…年7月28日
Key to Skill Training
1. An important reason for appointing agent in a foreign country to which the goods are to be exported is that the agent
knows the local condition and the local market, He also knows what goods are best suited to his area and what prices the market will bear.
2. The main types of agents in buying and selling are general agent and sole agent. The difference between them is that a general agent acts under some degree of instructions from his principals to sell or to buy goods on the best terms obtainable. He charges a certain percent of commission for his services under some kind of agreement or contract. A sole agent acts exclusively for one foreign principal with exclusive agency rights to sell on a commission basis certain commodities in a certain area under some kind of agreement or contract. 3. A formal agency agreement may cover all or some of the following:
a. The nature and duration of the agency.. b. The territory to be covered. c. The duties of agent and principal. d. The method of purchase and sale. 4. Yes. There are other types of agencies, such as
e. Brokers who negotiate sales and purchases contracts for buyers and sellers without rights of their own in the goods. f. Factors, who have authority to sell in their own name for the principal, to receive payment, and to sell at times and
prices which they consider advisable.
g. Forwarding agents, who carry out the duties connected with collecting and delivering the goods.
-110
- 好好学习，天天向上
Chapter XII
Other International Business Activities
Lesson Thirty-Three Joint Venture
I. About the letter:
The most practical method of absorbing foreign investment is to enter into the Joint-venture with foreigners, overseas Chinese and compatriots in Hongkong and while we supply premises, land, etc. The profits, risks and losses of a Joint-venture shall be shared by the parties to the venture in proportion to their5 contributions to the registered capital within a certain term a agreed on by the parties concerned. II. Chinese version of the letter:
合资企业
中国国际信托投资公司 执事先生:
合资企业
感谢你们及时答复我们9月20日的信。至于你信中资询的投资金额和投资形式，兹告我们计划投资500万美元，其中40%现金，40%资本货物，其余20%为技术。我们希望中方的合伙人投资相同金额作为他们投资的份额。
我们已经研究了中华人民共和国合资企业法，决定按贵1979年7月8日颁布的使用权。鉴于上海是一座世界文明的大城市，有着通讯、交通、金融等方面较好的服务，我们建议场地应设在上海郊区。据我们所知，像我们那样的合资企业公司，上海郊区的条件对我们有利。
由于许多有关订立的事项悬着有待处理，看来我们要派代表到中国与中方合伙人当面进行讨论为好，而不是用冗长的信函来进行联系。请提出你认为方便的会晤时间和日期，我们盼望不久收到你的信。
环球建筑物资供应公司
Key to Lesson Thirty-Three
I. Translate the following expressions: 1 合资企业 of investment 2. 资本货物 7. promulgate 3. 大城市 8. share
-111
- 好好学习，天天向上
4.捐资份额 9. seeing that…… 5.外商投资 10. would economic II. Fill in the blanks with the proper words or phrases: extended, strengthened, discussion, setting up, benefit, appreciated, foreign investment go through III. Translate the following sentences:
1. 我们想知道与你方从事合资企业需要什么程序。
2. 合资企业有助于中国进口先进并且有效的技术,在管理上获得有用的经验,训练合格的人才。 3. 合资企业的所有活动应遵守中华人民共和国的有关法律.法规的规定。 4. 一旦在合资企业的终止日期之前的终止，应按相关的法律清算。 5. 中国根据外国合资企业投资法保护。 6. 有效期为十五年。
Lesson Thirty-Four Compensation Trade
the letter:
With the development of the Open Policy of our country, Compensation Trade is widely adopted in international business activities. It is a form using the resultant products or some other contracted commodities to pay for the equipment or technical know-how imported. It’s a roundabout way to solve the problem of how a local company or manufacturer can acquire foreign exchange necessary ti finance essential imports. II. Chinese version the the letter:
补偿贸易
法国克勒伯公司&克勒伯公司地址 敬启者：
很高兴从北京中国国家化工建设公司得知你们是欧洲主要的化学机器制造商。
我们想要与你方做关于工厂建设的补偿贸易, 工厂生产能力在合肥化学产品中每年至少12,000公吨聚氯乙烯糊状树脂产品。
我们真诚地希望你们的代表和工程师能来合肥检查潜在的生产能力并与我们达成协议。 期待你方及时注意此事。
-112
- 好好学习，天天向上
谨 启
Key to Lesson Thirty-Four
I. Translate the following expression:
1. 补偿贸易 2. 直接商品 3. 关于 4. 总结出,得出结论 5. negotiate with sb. 6. do compensation trade with sb. 7. capacity of production II. Choose the best answer:
1. d 2. c. 3. d. 4. c 5. d 6. b. 7 b. 8. a III. Translate the following sentences into English:
1. What we do compensation trade for is to import advanced equipment and technology in order to raise the quality of our products, and to balance foreign currency required for import equipment and technology with foreign currency earned from export products.
2. The total cost of the entire equipment will be reimbursed in installment within 5 years, while on the other hand, you should undertake to counter-purchase all the products manufactured with the equipment supplied by you.
3. The equipment and technology to be provided by you should be kept up with advanced world standards, reasonable in price and fit for our condition of production.
4. We will advance the cost of machines, which you shall compensate it by installments, plus freight and interest at 5% per annum.
5. I believe our proposal for selling your gods on consignment offers good prospects.
6. For your reference, we enclose a copy of our compensation trade agreement with a UK company, and hope that the same Arbitration Clause be included in the draft agreement you are to prepare.
Lesson Thirty-Five Investment in China
I. About the letter:
A prerequisite to realizing the economic development programs is to provide sufficient funds and get rid of technological and managerial backwardness. Making wide use of foreign capital and introducing advanced technology and management have foung their importance in the building of socialism with Chinese characteristics. II. Chines version of the letter:
-113
- 好好学习，天天向上
在中国投资
执事先生:
我们对于广东省的食品产业上的投资很感兴趣, 想知道你们可以给予外国投资者什么样的优惠待遇。 请顺便告知在沿海开放口岸的经济技术开发区投资与深圳、珠海、汕头的经济特区投资有什么不同, 以便我们可以选择我们投资最佳地点。
谨 启
回函
执事先生:
感谢你方三月二日的来函,并真诚地欢迎你方在我省投资。
我们列举了以下关于外国投资者的优惠待遇的一些条款供你方参考。 所有信息都已按要求提供。 1.进入国内市场
这适用于外商投资企业把先进的技术进口到中国, 生产出新的,中国目前不存在的产品和技术, 或者是进口代替品,或在商品的质量,种类和规格上能够满足国内市场的需求。在国内市场已经销售了自己产品的技术先进的企业可能会采取以下措施来平衡外汇收入。
通过向申请并且得到的同意, 生产代替进口商品企业可能会接受这些原来用来进口代替品的外汇。 通过官方的同意, 企业已经向市场提供了中国不存在或没有生产的商品, 或者是短缺的商品通过外汇调整安排可以得到一定数额的外汇。
这些企业可以将他们的人民币收入投入到利用外汇的出口企业。
技术先进的企业, 经过对外经济关系和贸易部门的同意, 允许使用人民币资金去购买。 一些不在国家统一管理下的货物， 这些货物可能会通过企业的经营和利润遣返出口来挣得外汇。 2. 对于技术先进型企业的征税优惠
这些企业可以免除利润汇税。他们在五年免税期满后的三年里也可以享受50% 的公司所得税。企业在五年多的时间里再投资他们的税捐扣利后的利润, 企业可以通过已经投资在投资总额中的公司所得税的部分比例得到偿还。 3. 对外向型企业征税优惠.
这些企业免交利润税款税。 如果他们在五年多的时间里再投资他们的税捐扣利后的利润, 企业可以通过
-114
- 好好学习，天天向上
已经投资在投资总额中的公司所得税的部分比例得到偿还。 50%的利润税减少提供给一些在税收降低初级阶段出口量达70%或更多的企业。 在经济特区或经济技术开发区的企业,以及和那些享有15%利润税率的企业允许有10%的税率减少。 4. 签证和居留证
对出入境中国的控制已经对于外国投资者放松了许多。中国已经与外商及他们的家人签发了居留证,
他们来中国可能是出差或者是执行与中国的合同, 也就是说中外合资企业，合作管理, 近海石油资源的合作探索和发展, 外商独资企业, 补偿贸易等。
外国人员可以在省或地方性门仅仅通过出示签立的合同或从相关高级那里得到的官方信
函来申请签证或居留证。
5. 延长收入免税期
由全国人民代表大会颁布的“关于中外投资合资企业的中华人民共和国的所得税法的第5款规定”：一个
新成立的有10年或以上经营年限的合资企业, 可以通过企业提交申请的税务机关的同意, 在第一个盈利年里免交个人所得税, 并允许在第二和第三年里有50%的税款减。1983年举行的第6 届全国人民代表大会常务委员会第二次会议对此做了修改。 自此以后, 这样的企业在第一个盈利年里免交个人所得税, 并允许在第三和第四年里有50%的税款减少。
对于海港建设来说, 允许延期。 1985年九月颁布的“对于海港建设的中外合资企业的优惠待遇的
暂行条例规定”： 对于合资企业的个人以降低15%的税率免交个人所得税。 一个新建立的合资企业有15年或以上的合作期限,在前五年盈利年里免交个人所得税并允许在接下来的五个盈利年里有50%的减少, 由合资企业提交的申请须经省,自治区或地方性税务局同意, 这些设计海港建设的合资企业通常要涉及大的投资, 经过相当长的阶段去建设，并且投资收益率低。
6. 十四个沿海开放口岸的经济特区和经济技术开发区对于合资企业的优惠待遇利率。
优惠待遇可以给予四个经济特区内的外商, 即深圳、珠海、汕头和厦门, 以及在大连、秦皇岛、天津、烟
台、青岛、连云港、南通、上海、宁波、温州、福州、广州、湛江和北海,十四个沿海开放口岸的经济技术开发区。 例如, 工业型企业(合资企业、合作企业、外商独资企业)的个人所得税率是15%, 从他们第一个盈利年开始，对于以上所说的地区以外的企业个人所得税率是30%。这些地区的企业也可以减免当地附加税。由1986年十月颁布的22款项下的规定,税率会进一步减少。 这些地区内的外向型企业,有70%或以上的出口率的,并以15%税率为条件的, 将享有10%的税率降低。
对于利息收入、技术转让费、技术服务费和在这些地区外国投资者经营版税的个人所得税率是10%，除
-115
- 好好学习，天天向上
了相关法律中有具体减免。 对于这些地区外的企业,税率是20%。这些地区的外商投资可以减免利润汇款税。
我们希望你们可以对以上信息有个充分的了解。如果需要更进一步的具体情况，请立刻告诉我们，欢迎你方投资、询问。
谨启 .
Key to Lesson Thirty-Five
I. Translate the following expressions:
1. 所得税 2. 移交 3. 当地附加税 4. 税款 treatment 6. economic development zone 7. Customs formalities 8. direct investment
II. Fill in each of the blanks with the words and expressions in the boxes: 1. publish 2. income taxes 3. submit 4. individual 5. statement 6. credit III. Translate the following sentences into Chinese: 1. 来件可获免。
2. 直接外商投资包括由外企提供的设备、资金、技术和劳动力。 3. 从投资中获利是外商投资的目的。
4. 在当今社会中吸引外商投资是一个普遍的惯例。 5. 这家银行拥有资产达五百万英镑以上。 6. 公债是一种安全可靠的投资。
Lesson Thirty-Six
Bidding
the Letter:
Bidding is mostly used to purchase goods and material in large quantities or services of installation, construction, etc. Procurement by bid is a most effective means of getting materials or services needed at lower costs.
The party who calls for bids usually publishes an advertisement stating the name and specifications of the goods or services to be purchased; the time limit for the application and the conditions of the prequalification procedure. Normally the interested forms are required to pay a certain fee for the bidding documents.
-116
- 好好学习，天天向上
II. Chinese version of the letter: 国防部采购处招标采购奶粉和茶叶
请投标人在2004年7月27日11时前将用火漆密封的报价单投入我处第七号投标箱。于当天15时（本地时间）开标。
投标书的信封必须写明：
埃塞俄比亚 亚的斯亚贝巴 3811邮箱 社会主义埃塞俄比亚临时军 国防部采购处 供应奶粉和茶的投标书
投标人的地址也应在信封上写明。投标委员会将于上述时间和地点在总经理办公室于投标人或其授权代表面前当众开标；并在彻底查验全部报价单以后通知中标人并据此签订合同。
签 署.
Key to Lesson Thirty-Six
I. Translate the following expressions:
1.招标 2. 投标文件 3. 投标保证金 4. 公开招标 committee 6. tender box 7. attachment 8. sealed bidding
II. Please insert an appropriate word or a phrase into each of the blanks below by choosing one from the bracket . Change the word form if necessary:
1. registered 2. accompanied 3. necessarily 4. technical 5. competence 6. appeared III. Translate the following Chinese into English:
1. It is said that your country is prepared to call for a bid to build an ocean going tanker. Is that true?
2. Invitation to bid should also be advertised in at least one newspaper of general circulation in the borrower’s country. 3. If you fail to furnish a bid bond before the opening of tender, your bids will not be considered. 4. You can submit your tender direct or through your representative in .
5. Generally, not less than 45 days from the date of invitation to bid should be allowed for international bidding. 6. Of course it is a public tender opening. All the bidders will be invited to join us to supervise the opening. 7. The evaluation of bids and the selection of successful bidder will be based on the total price of each package.
8. Tenders are offers made in response to an advertisement to undertake a piece of work or supply certain goods at a stated
-117
- 好好学习，天天向上
price.
Key to Skill Training
补偿贸易总协议
以上三方通过友好协商，于一九八七年十一月二十九日在中国福建泉州签订如下协议：
1. AITIC与KREBS就在泉州化工厂建立年产12，500吨MSP－3PVC糊状树脂产品以购销形式进行补偿贸易。 2. 在总协定签订的同时，签订了两个分项合同，一个是由AITIC与KREBS签订的由KREBS提供技术、设备，生产PVC糊状树脂产品的合同。合同号是87ANNV/5001－1CF，另一个是由AITIC与ATOCHEM签订的销售PVC糊状树脂产品的合同，合同号是87ANNV/5001-2CF。
3. 以上两个分合同是本协议的两个附件（87ANNV/5001－1CF是附件1，87ANNV/5001-2CF是附件2），他们将与总协议同日生效，不论何种原因，如果一个不能生效，其余均自动无效。各方将根据签字方所签合同的各自规定履行自己的责任和义务。（AITIC与KREBS履行87ANNV/5001－1CF合同，AITIC与ATOCHEM履行87ANNV/5001-2CF合同）在每份合同执行期间，并未签署合同的一方对该合同不负任何责任。如任何一方没有履行合同规定的责任和义务，应按各自的合同违约条款执行，由此而产生的直接经济损失由违约方负担。
4. 根据合同87ANNV/5001－1CF，KREBS向AITIC提供生产MSF-3PVC糊状树脂设备零备件、技术文件、技术诀窍，（其中包括部分ATOCHEM的二手设备、技术诀窍）总价为3200万FF。部分用买方信贷付款，其买方信贷根据一九八六年十二月十五日中国银行和法国银行集团签订的贷款协议，并经中国银行批准。详见合同87ANNV/5001-1CF。
5. 根据合同87ANNV/5001-2CF，ATOCHEM保证在五年期间内有义务向AITIC购买，AITIC有义务向ATOCHEM出售KREBS提供的设备，使用ATOCHEM提供的MSP－3技术在中国福建泉州化工厂生产的合格的PVC糊状树脂产品7500吨。ATOCHEM与AITIC就价格、包装、交货、质量等进行了洽商，详见合同87ANNV/5001-2CF。 6. AITIC将用出售给ATOCHEM7500吨MSP－3PVC糊状树脂产品所得货款偿还中国银行用于该项目的货款。 7. 在执行本协议的过程中，如需增添化学产品、配件和机器设备，可由三方另行协商，签订合同，予以增订，增订的项目仍属本协议范围之内。
8. 本协议及两个附件用中英文写成，两种文字各一式四份，具有同等法律效力，如有争议，以英文本为准。 9. 本协议需待中国银行与法国巴黎国民银行贷款协议签字后，并经中、法两国有关部门批准后生效，有效期自生效日起为期八年，但不得超过一九九六年五月三十一日。
-118
因篇幅问题不能全部显示，请点此查看更多更全内容
Copyright © 2019- shangjiatang.cn 版权所有 湘ICP备2022005869号-4
违法及侵权请联系：TEL:199 1889 7713 E-MAIL:2724546146@qq.com
本站由北京市万商天勤律师事务所王兴未律师提供法律服务