[解题关键] 分词独立结构在句中可译成独立的句子；hold this offer open为外贸习用语，用固定的译法（参见上述[译文]）。
3. We think you do better to accept this offer now than by delay be perhaps compelled to agree to others less advantageous.
[译文] “本公司认为贵方现在应明智地接受这项报价，以免因迟延而或许被迫同意其他较为不利的条件。”
[考点] ?you do better to (do) ? than ? be (perhaps) compelled to (do)“做?比被迫做?好”
[解题关键] 弄清句子结构，特别是考点。Than后面的by delay修饰be perhaps compelled to agree?；形容词比较级less advantageous修饰others，作其后置定语。翻译成汉语时，?you do better to (do) ? than ? be perhaps compelled to (do) ?采取了较灵活的译法。“做?比被迫做?好”引申为“做?以免被迫做?”（参见上述[译文]）。
4. Please accept our apologies for being not helpful to you.
[译文] “对此我们无法对贵方有所帮助，请接受本公司的抱歉。”
[考点] being not helpful to you “对贵方无帮助”
[解题关键] 句子本身不难，但翻译成通顺的汉语却非易事，试比较：“请接受我们由于不能帮助你们而致的歉意。”；“由于对贵方无帮助，我们特致歉意，请接受。”这些译文都不如上述[译文]简练、通顺。
5. We hope you will understand the circumstances which compel us to decline you after.
[译文] “我们不得不拒绝贵方报盘，希望能理解我方的处理。”
[考点] 限制性定语从句的处理
[解题关键] 试题本身不难理解：which引出的从句是circumstances的限制性定语从句。如果译成：“我们希望你们能理解迫使我们拒绝贵方报盘的情况”，显然，这样的译文很累赘，与中文商务信函语体的特点——简练、明确不相符合。如果将“迫使”引申为“不得不”，把“情况”改成“处境”，再把限制性定语作为非限制性定语从句处理，译文就大不一样了（参见上述[译文]）。
6. Thank you for your kindness and look forward to your continued favors and attention.
[译文] “感谢贵方的善意，并期待贵方继续支持与关照。”
[考点] continued favors “继续支持”
[解题关键] 本题的难点是如何理解与翻译favor一词。Favor既可用作名词，又可用作动词。用作名词时，意思为“好感，喜爱；[宠，偏]爱；赞成[同]；恩惠”等。这里取其“赞成”这一意思，引申为“支持”，符合汉语搭配“继续支持”。
7. We appreciate your offer of July 4, but we must point out that the proposed quotation will leave us little or no margin of the profit. Couldn’t you grant us a 5% cut in your price so that we may send you large orders?
[译文] “感谢贵方7月4日的报价，但必须指出的是，贵方提出的取价使我方几乎无利可图。贵方能否降价5%以便我方大量订购？”
[考点] leave us little or no margin of the profit “使我方几乎无利可图”
[解题关键] 深刻理解试题内容：proposed quotation当然指的是对方提出的报价；leave us (sth,)“留给我们?”，换言之，“使我们得到?”；litter or no margin of the profit = little of the profit “无利润”和no margin of the profit“无余利”，总括起来就是“无利可图”所以得出了上述[译文]。
5. 汉英翻译
这部分试题主要考核学生综合应用英语的能力。该试题由商务信函中的一些单句组成。做这汉译英试题和做英译汉试题一样，首先要正确理解试题的内容，并在此基础上选用商留英语信函中的相应句型、词汇来表达。特别要注意词的搭配关系。切忌只顾词义，不顾词性，按汉语结构，逐字进行排列组合。做完这部分试题后，同样要根据原文仔细较对，看是否有错误、漏译或用词不当的地方。一定要从英语的角度来阅读译文，检查句子结构是否成立，词性是否用错，搭配是否正确。整个译文要符合英语的表达习惯，切忌中国式英语（Chinese English）。例如：
1. 我们相信这批寄售货物将完好抵达，并使贵方完全满意。
[译文] The consignment, we feel sure, will arrive in good condition and prove to be entirely satisfactory.
[考点] 完好抵达；使满意
[解题关键] 试题中所说的“完好抵达”，说的是寄售货物抵达时的状态，没有受损，和装船时一样，所以只能译成arrive in good condition，而不能译成arrive well；至于“使满意”，当然可以直接译为satisfy，但是这样就有中国式英语之嫌。而最主要的是，这里所说的“使贵方完全满意”是指寄售货物：到达不受损失这一事实让销售代理商感到满意，而寄售货物本身令销售代理商是否感到满意问题不是主要的，所以这里译成prove to be entirely satisfactory是比较合适的（参见[译文]）。至于“我们相信”，可以像[译文]中作插入句处理，当然也可以We fell [are] sure (或We believe [think] that the consignment will arrive in good condition and prove to be entirely satisfactory.)
2. 至于索赔，我们的保险公司只接受超过实际损失5%的部分。
[译文] As to claim, our insurance company will only accept the part of loss that is over 5%.
[考点] 超过实际损失5%的部分。
[解题关键] 整个句子应译成英语里的主+谓+宾句型，即?company will accept?the part?；其中“超过实际损失5%的”是修饰part的定语，该定语的翻译是关键；“超过”又是关键中的关键：是用动词surpass, excel, exceed或用系表结构be over。这些词语都有“超过”这一含义。但所指的事物以及使用的场合都不相同：surpass和excel指的“超过”是“比?强”的意思，在此意义上两者可以互换。如：Our company surpassed [excelled] all the other in the turnover in this region. （在本地区我公司的营业额超过了所有其他公司。）显然这两个词在本试题中都不能用。Exceed和be over指“超过（一定量或允许范围），在此意义上两者也可以互换。”如：The cost will not exceed [be over]￡50. （成本不超过50英镑。）可见，这两词在本试题中均可选用。至于“实际损失”，在英语中用loss一词表达足够了，前面不必要写成practical（或realistic, factual） loss，这是中国式英语，英语中没有这一说法。
3. 因为我们的价格是很实际的，我们确难同意把价格降低到你方表示的水平。
[译文] As our price is very realistic, we can hardly agree to reduce our price to the extent you (have) indicated.
[考点]（价格是）很实际的；确难同意；（降低到）你方表示的水平
[解题关键] 英语中“实际价格”多用realistic price，但也有用practical price的时候；“确难同意”即可用can hardly agree，也可用cannot agree，但前者修饰效果好一些，也可用level。因此，本试题除上述[译文]外，也可译成：As our price is very practical, we cannot agree to cut down our price to the level you (have) indicated.
4. 定货太多，到年底交货的产品都已售完
[译文] We are heavily committed and have sold out all the goods to be delivered up to the end of this year.
[考点] 定货太多；到年底；交货的产品
[解题关键] 英语中“定货太多”可用be heavily committed或have quite a lot of orders，当然，前者语言简练；“到年底”可用up to the end of this year 或 by the end of this year;“交货的产品”可用the goods to be delivered或the goods delivered。因此，除上述[译文]外，本试题还可以译成：We have quite a lot of orders and have sold out all the goods delivered by the end of this year.
5. 由于这台设备是按你方提供的规格制造的，请定货时同时支付30%的押金。
[译文] Since this new equipment is to be manufactured to your specification, a deposit of 30% of the total value should accompany your order.
[考点] 按?规格制造；定货时同时支付?押金
[解题关键] 英语中“按?规格制造”可以写成manufacture to (according to, in accordance with) ? specification；“定货时同时支付?押金”可以写成：a deposit?should accompany your order 或You should pay a deposit when making an order, 但前者语言更简练。（参见上述[译文]）
6. 撰写英文书信
撰写英文书信的目的是测试学生在语篇上综合应用英语表达思想的能力，外贸函电考试中书信撰写，实际是一封中文商务信件的汉译英。做这部分试题和汉译英试题一样，首先要确定书信的内容：是询问、报盘、订货、或装运、保险、索赔等，亦或是其他商务问题。在此基础上选用相应外贸书信中的相应句型和有关的词汇、惯用法来进行翻译。切忌逐字逐句进行硬译。词汇选定以后，要特别注意该词的词性，否则写成的句子在英语中就不成立。做完这部分试题，一定要根据原文仔细校对，看有无漏译、错译或用词不当的地方。按照英语语法和书信文体来检查整篇书信，重点放在句型结构、词性、词的搭配是否正确，是否符合英语的表达习惯。撰写英文书信时，既可采用平头式，也可采用缩进式。例如： 先生们：
谢谢贵公司5月15日来函并按时签署和寄回的销售确认书。
根据4,000台照相机销售确认书，我方已安排交货事宜。在收到你方信用证后，可望在下月装船。
装来信提示，交货日期逼近，但我方至今仍未收到贵方有关的信用证，我们认为你方必须迅速开出信用证，这样我们才能如期履行订单。
至盼早复。 此致 敬礼
[译文]
Dear Sirs,
We are in receipt with thanks of your letter dated May 15 and the Sales Confirmation duly signed and returned by you.
In compliance with the sales Confirmation of these 4,000 Cameras, we have arranged for delivery and hope the shipment will be made during the next month, if your L/C arrives here in time.
Today we write to invite your attention to the fact that the date of delivery is approaching, but so far we have not yet received your relevant L/C. We consider it is necessary for you to expedite the establishment of the L/C, so as to enable us to carry out the order smoothly.
We are looking forward to receiving your favourable news in the shortest possible time.
[考点] 谢谢贵公司?函?；销售确认书；安排交货事宜；可望在下月装；现来信提示；至今仍未收到；迅速开出信用证；履行订单；至盼早复，此致敬礼。
[解题关键] 一封完整的商务书信（正文）开头语和结束语是不可缺少的。“谢谢贵公司?函?”是开头语。英语中有很多种写法，任择其一都行，如：Thank [We thank] you very much for your letter of [dated]?；With many thanks for your letter of [dated]?；We have duly received with man y thanks your letter dated [of]?；We are in receipt with thanks of your letter dated ?。“至盼早复”是结束语，也有很多写法： We are looking forward to receiving your favourable news in the shortest possible time; We hope to receive your favour at an early date; We hope to be favoured with a reply with the least delay; Hoping to hear from you soon; Expecting shortly to hear from you; Write to us as soon as you can; We beg that you will send us an answer at the earliest possible moment. 等等，任选其一都行。“此致敬礼”也属结束语，可译成Send our best regards。至于“销售确认书”相应的译文是Sales Confirmation。“安排交货事宜”可写成arrange for delivery, arrange to deliver。“可望在下月装船”可写成hope (that) the shipment will be made during the next month。“现来信提示”可写成Today we write to invite your attention to the fact that ?“迅速开出信用证”可写成expedite [speed up] the establishment [opening] of the L/C。“履行订单”可写成carry out the order。
2004-2005第二学期《商务英语写作》考试试卷（A）
湖州师范学院2004—2005学年第二学期
《商务英语写作》考试试卷(A)
一、Multiple choices. (15%)
1. In this case, the buyer ______ cancel the contract.
A. could B. may have to
C. has the right to D. reserve the right to
2. Under these conditions the exporter has to make additional investment to raise the capacity of