2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
潜在的买主 / 客户 经营范围 价格单 样品本
国际商会（缩写） 插图目录
中国出口商品交易会 商业信誉 资信情况 财务状况
II. Translate the following letter into English:
先生：
从贵国驻北京大使馆的商务参赞处获悉，贵公司是一家食品（foodstuff）出口商。作为一家专营罐装食品（canned food）的零售商（retailer），我们特致函贵方，希望能建立贸易关系。
从贵方的通函中我们了解到你们可以供应各种罐装食品，如能提供给我们最新的价格单以及插图目录，不胜感激。
如你方供货价格优惠，质量上乘，我们将大量订购。 盼早复。
此致
III. Write an English letter in a proper form based on the following information:
Write a letter to Foothill Enterprises Trade Development Co. Ltd. (P.O. Box 22789 Taiz Street, Sana’a, Republic of Yemen) telling them:
1. you are introduced by the Commercial Counselor’s Office of their embassy in Beijing（驻北京大使馆的商务参赞处）;
2. you wish to set up business relations with them;
3. the main scope of your business is exporting chinaware（瓷器）;
4. samples and catalogues will be sent to them upon receipt of their specific inquiries.
Unit Three Enquiry and Replies
I.
Translate the following terms and expressions:
A. Into Chinese:
1. make sb an enquiry for sth 2. have sth in stock 3. be out of stock
4. quote sb a price for sth 5. enquire for sth
6. make sb a quotation for sth 7. R&D department
8. immediate delivery 9. immediate shipment 10. confirming sample 11. sample book B. Into English: 1. 询盘（n.） 2. 现货供应 3. 报最低价 4. 扩展业务
5. 商品目录和样品 6. 一整套
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7. 8. 9. 10. 11. 12.
出口部 具体询盘 采购样品 与.…..相符 回样
不可撤销的即期信用证
II. Translate the following letter into Chinese:
Dear Sirs,
Digital Cameras We are interested in your various types of digital cameras displayed at the Guangzhou Fair in April.
We introduce ourselves as one of the largest importers of electric goods in London and have been in this line for over ten years. We expect to establish business relations with you with keen interest.
At present we are enlarging our import business and the said products fit in very well. Please send us a full range of illustrated catalogues and samples. We will appreciate it very much if you will quote us the lowest price CIF London for the digital cameras which can be supplied from stock.
We look forward to your early reply.
Yours faithfully,
London Universal Trading PLC
Peter Lee
Import Manager
III.
Write an English letter in a proper form based on the following information:
写信人：John Smith, Fine Toys Inc.的Import Manager 地 址：22 Granville Street, Fresno, Los Angeles, USA 收信人：山东工艺品进出口公司出口部王经理 地 址：中国青岛香港中路100号 事 由：竹制玩具
日 期：20--年12月1日 王经理：
现介绍我公司是洛杉矶地区最大的玩具进口商。你方在《纽约时报》（New York Times）所登广告介绍的竹制玩具非常适合我方要求。
我方现想询购大约200,000只竹制玩具以满足市场的需要。我方已另行邮寄了采购样品，以便贵方了解我方所需产品的质量和型号。请航寄与我方采购样品相同的样品并报最好的CIF洛杉矶价。
如能立即办理，不胜感激。
谨上
Unit Four Offers and Counter-offers
I.
Translate the following terms and expressions:
A. Into Chinese:
1. make sb an offer for sth 2. by separate mail/post 3. short ton
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4. metric ton
5. purchase confirmation 6. take delivery of 7. make delivery of 8. usual terms 9. wholesale price 10. end user
11. take … into account 12. out of stock
13. supply … from stock 14. see one’s way clear to 15. bridge the gap 16. ceiling price 17. reduction in price 18. the best price 19. gap in price
20. break the contract 21. fulfill the contract 22. allow sb a discount
B. Into English: 1. 报盘 2. 报价单 3. 即期装运 4. 最终确认
5. 以…...为准，以…...为条件 6. 另封，另寄 7. 销售季节 8. 虚盘 9. 标题货物 10. 实盘 11. 长吨
12. 向某人订某货 13. 以...为抬头 14. 销售确认书 15. 吸引人的价格 16. 对等贸易 17. 市场坚挺 18. 畅销 19. 取消交易 20. 原材料 21. 生产成本
22. 常年客户/经常的主顾 23. 鉴于 24. 达成协议 25. 签合同 26. 下跌的市场 27. 推销 28. 做出让步 29. 弥补差距
30. 各让一半，互相折衷 31. 起草合同 32. 最低价
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II. Translate the following letter into English in a proper form:
Worldwide Trading Pty. Ltd Level 25
367 Collins Street Sydney, Australia
女士/先生：
感谢你方11月5日对我方圣诞蜡烛的询盘。
根据要求，现报你方所需货号为202圣诞蜡烛，每箱340美元，按成本加运费悉尼价，包括2%的佣金，以我方最后确认为准。
众所周知，我方产品质量优良，价格合理，在国际市场上很受欢迎，希望你方能同意报价。 圣诞节日益临近，请尽快寄订单勿误。 盼即复。
谨上
金王蜡烛有限公司
（中国青岛香港路100号福泰广场11层）
出口部经理 高丽 20--年11月10日
III.
Translate the following letter into Chinese:
Dear Sirs,
We acknowledge receipt of your letter dated May 15.
In reply to you enquiry for our Rourou Brand Pillow Cases, we are making you an offer as follows:
Name of Commodity: Rourou Brand Pillow Cases Specifications: NJ100 Quantity: 40,000 pairs
Price: at USD22 per pair CIF Copenhagen including 5% commission. Payment: by a confirmed irrevocable L/C payable by sight draft. Shipment: during July/August 20--
This offer is firm subject to your reply reaching us before the end of this month.
For your information, there is little likelihood of the goods remaining unsold once this particular offer has lapsed.
We are looking forward to your early reply.
Yours faithfully,
IV. Write an English letter based on the following information:
你方向客户作的铁丝（iron wire）的报价，客户4月9日回信中认为价格偏高。给客户回信，包含以下几点：
1. 最近原材料价格上涨； 2. 我们的质量上乘；
3. 客户所需的1吨是最低起订量，不能打折； 4. 国内外供不应求，现存货已不多；
5. 督促客户重新考虑你方报价，尽快回复；
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6. 欢迎其他询盘，并将给予关注。
Unit Five Sales Promotion
I. Translate the following terms and expressions:
A. Into Chinese: 1. leading dealer 2. approach sb for sth 3. competitive offer 4. in large quantities 5.
B. Into English:
1. 属于我们的经营范围 2. 从事.…..业务 3. 详细信息
4. 最新商品目录
II. Translate the following letter into Chinese:
Dear Sirs,
We are glad to make you a competitive offer as follows:
Name of commodity: Seagull Brand Cameras Quantity: 2,000sets
Price: at USD200 per set CIFC3% New York Packing: packed in cartons
Time of shipment: for shipment during March/April 20-- Terms of payment: by irrevocable L/C payable by sight draft
The above offer is firm subject to your reply reaching us before the end of this month.
Your prompt reply is highly appreciated.
Yours faithfully,
III. Write an English letter in a proper form based on the following information:
你是一家经营轮胎进出口的国营公司，名叫Yellow Sea Tyre Co. Ltd (中国青岛中山路30号贸易大厦15层进出口部 Tel: 0086-532-2688888 E-mail: yst@qdcnc.com)。你从www.business.com网站上得知澳大利亚一家叫Greenworld Trading Pty Ltd（36 Tower Street Sydney, Australia）公司正在中国寻求轮胎的供货商，给他们写一封信介绍一下自己的公司，说明消息来源，并报盘目前畅销货物。
Unit Six Orders and Acknowledgements
I.
Translate the following terms and expressions:
A. Into Chinese:
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