Appendix Key to the Exercises and the Skill Drillings
.Besides T we have confidence in because you are able to supply large quantities at
more attractive prices the quality of Chinese products.
We look forward to hearing from you as soon as possible. Yours faithfully* Unit 4
Exercise
I. Put the following Chinese into
数量quantity English
实盘firm offer 虚盘non-firm offer 确包装pack( -认，保兑confirm 保兑的confirmed ing) 装ship( -不可撤销的irrevocable 汇票draft/bill ment) 支付
pay( -ment) of exchange 即期at sight
承诺过多 to be heavily 以...为条件，为准subject to 及
committed / to have 时，适时in due course 规格
specifications 殷切地with keen interest heavy
commitments 按品名commodity/Art. No.
照要求as II. Multiple choice
1. b 2. b 3. a 4. c 5. c 6. b 7. d 8. requested 如所陈
述as stated 如所
c 9. b 10. a 11. a 12. d 13. b
约定as agreed
14. c 15. d
III. Fill in the following blanks with the given words in their proper forms I. sale 2. buying 3. priced 4. price 5. sell 6. price 7. bought 8. buys 9. sold 10. prices II. selling 12. bought
IV. Put the following sentences into Chinese
1. 贵方4月3日来函收悉，得知贵方有意与我方建立业务往来关系并欲购买我方用具。
2. 承蒙我驻美大使馆商务参赞处帮助，我们得知贵公司名称和地址。
3. 承蒙R.G.纳尔逊有限公司推荐，得知贵公司为中国缝纫机潜在买主。本公司经营该产品，我们很高兴与您建立业务关系。 4. 我们想购买男式皮鞋，请寄来最优惠的报价为感。
5. 如能按要求的型号和质量供货，我们将定期大量订购。
6. 贵方9月2日函收悉。很高兴通知你方，所需货物属于我们的经营范围。
7. 按要求特寄我方系列棉布产品剪样，希望能及时到达并令你方满意。
12外贸英语函电
8. 感谢你方9月4日来函，通知我方你对我们的肉罐头很满意并考虑向我试订。
9. 关于10月船期的500辆永久牌自行车，现随函寄去我方形式发票No.3422 —式两份。
10. 由于供应情况良好，我们可报实盘，即期交货。
11. 由于所报价格格外低且有上涨的可能，我方建议立即订购。 12. 各种尺寸、型号的系列产品，我们均可供现货。
13. 很遗憾地通知你方，所需质量的货物我们暂无现货。
14. 我们可以肯定，这些货将会满足你方要求，并等候你方首批订货。
15. 价格包括包装费，任何时候都可交货。 V. Put the following sentences into English
1. If you can reduce your price by 5% > we believe it is possible for us to conclude the deal.
2. Our company is one of the leading importers of TV sets in this area and we have been handling various brands of TV sets for over 20 years.
3. We confirm having faxed you a firm offer for 50 tons of peanut, subject to your reply reaching us within one week.
4. As we are heavily committed, we can only accept orders for shipment in November.
5. The price you quoted is competitive? but the date of delivery can not be accepted.
6. We'll highly appreciate it if you can offer 200 Flying Fish bicycles for shipment in March and April.
7. As for payment terms, we ask for an irrevocable sight L/C.
8. According to your request of March 15， we are making you an offer as follows.
9. Owing to the reasonable price and fine quality > our cotton piece goods sell fast.
10. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible.
11. The best we can do is to allow you 3% commission.
12. As the peanut market is declining* we can hardly conclude the business unless you reduce the price by 5% .
VI. Supply the missing words in the blanks of the message I. enquiring 2. direct 3. quotation 4. otherwise 5. receipt 6. subject 7. confirmation 8. discount 9. catalogue 10. brochure
Appendix Key to the Exercises and the Skill Drillings
II. separate 12. specific 13. appreciated
VII.Read the following short passages or letters and then translate them into Chinese
(A)
敬启者：
很高兴通知你方，我们有意购买贵方羽绒被。为熟悉货物质量和工艺，我们请求航寄一些商品小册子、样品及有关各种规格货物的所有必要信息。同时，请报附单内每样产品的CIF纽约最低价，含佣3% 。
此地价廉物美的商品市场前景可观。若样品及价格令我方满意，你方有望获得大量订单。预致谢意，期待贵方合作。
XXX谨上
(B)
敬启者-
很高兴收到你方元月15日询盘。按要求，现随函寄去我带插图的商品目录及价格单细目，同时另函寄去全套样品一份。相信贵方研究后会认同我方产品确系价廉物美。
对于常规订购单项商品在50打或以上者，我方将予以5%的折扣。因柔软及保暖性能好，尼龙床单越来越受欢迎。检査我方价格后，贵方将不难看出，我们的产品难以满足目前的需求。如 贵方能在月底前下订单，我们保证收到订单后两周内可以交货。提请贵方留意我其他尼龙产品（详情见目录）并恭候首批订单。
XXX谨上
(C)
敬启者：
11月21日函悉，今晨已发电报作复。
谅必您已从传真中得悉，我们可报250长吨钢管实盘，每长吨620英铹，CIF拉哥斯到岸价，即期信用证支付。此报盘以一周内复到为准。
如您所知，市场上对钢管需求甚殷，不可能持盘太久。还望贵方注意，需求活跃势必导致价格上扬。
盼早复。
14外贸英语函电
XXX谨上
VIII. Translate the following letters into English
(A)
Dear Sirs,
Thank you for your letter of September 15 and the enquiry enclosed for our White Rabbit pajamas.
As your request, we are making you a firm offer for 20,000 dozen women's pajamas at USD 48. 5 per dz. CFRC 5% Lagos for shipment in July/August? 2006. Payment is to be made by confirmed? irrevocable L/C payable by draft at sight. This offer is firm subject to your reply reaching us within one week. The relative sample and catalog have been sent by separate mail.
Please note all the prices quoted are bottom prices and no counter-offer will be accepted. If you agree to the above, please make confirmation as soon as possible so as to enable us to make the necessary arrangements.
We're looking forward to your early reply.
Yours faithfully,
(B)
Dear Sirs,
Re: Shan Di Bicycles
We are pleased to receive your enquiry 10 January and as requested* are airmailing you, under separate cover, a copy of our illustrated catalog, together with our latest price list for Shan Di bicycles. Details of our conditions of sale and terms of payment are stated therein. We feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price.
We look forward to the pleasure of your trial order.
Yours faithfully,
Skill Drilling
Dear Sirs,
In reply to your letter of August 15， we are making you an offer, subject to your reply reaching us by 4 p. m. our time, Monday? September 3， as follows：
Commodity: Common Round Iron Nails
Appendix Key to the Exercises and the Skill Drillings
Specifications: As per attached list
Packing: Loose in kegs of 60kgs. net
Quantity ： 100 kegs Price: US $ 50.00 net per keg GIF Sydney Shipment: October/ November Payment: By confirmed? irrevocable letter of credit payable by draft at sight
We have sent you, under separate cover? samples of various sizes and the brochure required.
We are expecting your early order.
Yours faithfully* Unit 5
Exercise
I. Put the following Chinese into English
还盘counter-offer 小册子
booklet/brochure/pamphlet 标题的captioned/subject
偏高(偏低)on the high ( low ) side
流tl的prevailing/going/current 现行行市水平prevailing market level 利润profit 折扣discount
~1批货parcel/allowance 现成市场ready market/batch/lot
试订trial order
在展出on display 形式发票pro-forma invoice 银行划拨banker's transfer 与…不~1致out of line with
给…折扣to allow / give / grant sb. a discount 有迹象表明information indicates / indications show 考虑到（鉴于）in view of
畅销to sell fast / to sell well / to sell like hot-cakes/ to enjoy wide popularity / to command a good market
续订repeat order
II. Multiple choice
1. a 2. b 3. c 4. d 5. b 6. d 7. c 8. d 9. a 10. c 11. d
III. Fill in the following blanks with the given words in their proper forms I. commodities 2. referred 3. commodity 4. stock 5. commodity