16外贸英语函电
6. Referring 7. stock 8. commodities 9. stock 10 ? reference II. stock 12. referred
IV. Put the following sentences into Chinese
1. 感谢你方对我钢制家具询盘的答复。我们留下商品目录作进一步考虑，但同时我们也感到对于此地市场你们的产品定价过高。 2. 我们按此价在你方市场已达成大量交易，因此歉难接受你方还盘。
3. 我方价格已降至极限，很遗憾不能满足你方要求作进一步降价。 4. 3月前交货是此订单的硬条件，延迟交货我方将有权拒收。
5. 我们已及时注意到你们对棉布的需求，但很遗憾，眼下我们无法供货。待供应情况有所好转我们再洽。
6. 我们最少需要500千克。但如果质量上乘，我们至多可接受800千克。
7. 我们同意你方价格，但想知道购买数量在2 000以上时，你方是否打算给5%的折扣。
8. 很遗憾，不能接受你方还盘。即使让一半也不可能，因为材料价格已上涨了 20%。
9. 虽然我们很想开拓与你方的业务，但很抱歉，不能按你方要求打折，因为我方价格已减至极限。
10. 如首批订单执行得令人满意，我们将向你方续订。 V. Put the following sentences into English
1. In view of our long-standing business relations we make you such a counter-offer.
2. If you cannot accept it， please make best possible counter-offer.
3. We thank you for your quotation of July 20 and enclose herewith our order No. Ill for the captioned goods.
4. Your price is on the high side and we have to counter-offer as follows? subject to your reply received by us on or before this Friday. 5. As the goods are urgently needed by our customers? we hope you will deliver them promptly.
6. We cannot entertain business at your price, since it is out of line with the prevailing market.
7. We find both the price and quality of your products satisfactory and are pleased to give you an order for the following items.
8. As our customers find the quality of your products satisfactory* we are now placing our trial order with you for prompt delivery. 9. Through your full cooperation? we are able to place our trial order at your revised price.
Appendix Key to the Exercises and the Skill Drillings 17
10. We trust this trial order may lead to more important transactions. VI. Supply the missing words in the blanks of the letter 1. receipt 2. requested 3. under 4. catalogue 5. transaction 6. offer 7. to 8. confirmation 9. Specifications 10. option
11. installments 12. confirmed 13. irrevocable
VII.Read the following short passages or letters and then translate them into Chinese
(A)
敬启者：
事由：2005年产大豆
接你方8月15日函，按通常条款报（盘）给我方5 000公吨标题货物，单价每公吨人民币1 600 元。兹复，很遗憾我奥登色买主认为你方价格太高。有消息说，数批土耳其货在该地以约比你价格低10%的价格售出。
我们不否认中国大豆质量稍好，但价格不应有10%的差别。
为促进交易，我们代表客户还盘如下：以我方当地时间8月26日前收到你方答复为条件， 5 000公吨2005年产大豆，每公吨奥登色到岸价人民币1 300元，包括2%的佣金，哥本哈根转船， 其他条款按你方2006年8月15日函办理。
由于市场疲软，建议你们立即接受我们的还盘。
XXX谨上
(B)
敬启者-
非常高兴收到您的订单并乐于确认您所需货物有现货供应。很高兴为您效劳，相信您对货物的质量和我们的服务会感到满意的。 可以接受的付款方式是不可撤销的信用证，9月15日前有效，总金额不超过500美元。一收到第一国民银行的确认，就准备着手装船，并听候贵方代理人的装船指示。
我们谨向您保证，对贵方这次订货和将来的订货，我们都会给予及时的关照。
XXX谨上
VIII. Translate the following letters into English
18外贸英语函电
(A)
Dear Sirs,
Re ： Tablecloth
Reference is made to your quotation for the captioned goods and the samples and catalogue enclosed. After we contacted our customers, they found both the quality and time of shipment acceptable? but the difference between your quoted price and the price at which we have got the goods from other suppliers is too great to accept. The price of same goods of Hong Kong is 10% lower than that of yours. We would therefore suggest that you reduce your price to the level which is in line with the prevailing price* and then we would place a large order with you.
It is in view of your being our old customer that we make this counter-offer. Should the above be agreeable to you? please fax us so as to enable us to open the relative L/C.
Yours faithfully,
(B)
Dear Sirs，
Thank you for your quotation for men's shirts and the samples sent to us on May 6. We have approached a number of our customers in this area and many of them take an interest in Swan brand men's shirts. We, therefore f ask you to make us your best offer on GFR Singapore basis for 5 ，000 men's shirts ( NO. G―3 ) - We believe we may secure some orders for you. Wef however, would like to point out that unless your quotation is attractive to the buyers, it would be difficult to push the sale of your shirts successfully.
Yours truly,
Skill Drilling
(i)
Dear Sirs,
With reference to your letter of 10th July, we regret to learn that since other suppliers are offering at lower prices, you are unable to accept our offer.
However desirous we are to do more business with you, we are sorry to say that your counter-offer is unacceptable to us. The best we can do is to make a reduction of 2% in our originally quoted price.
We wonder whether the other suppliers are offering a quality as good as ours. We do hope that you will direct the attention of your clients to this point and try to persuade them to take into consideration not only the price but also the quality, which is more important.
We await your early reply.
Appendix Key to the Exercises and the Skill Drillings 19
Yours faithfully,
(2)(略）
Unit 6
Exercise
I. Put the following Chinese into English
确认confirm/approve
以…为目的with the view of 幵列，膳写make out
销售确认书sales confirmation —式两份in duplicate 返签，会签countersign
以…为抬头，以…为受益人in one's favor 公吨(=1 000千克）metric ton 购货确认书purchasing confirmation II. Multiple choice
1. b 2. a 3. a 4. d 5. c 6. d 7. d
8.
有效（性），有效（期）validity 耽误，延误delay
与…相~1致in conformity to ( with) 令人满意to prove (to be) satisfactory / to turn
out to the satisfaction of 减价to reduce the price by / to reduce the
price to 急需be in urgent ( great / bad) need of 保兑行confirming bank
9. d 10. 11. a 12.
III. Fill in the following blanks with the given words in their proper forms 1. confirm 2. acceptable / confirmation 3. agreed 4. confirmation 8. 5. agreeable 6. accept / acceptance 7. confirmed agreed 9. agreement 10. acceptance 11. confirm IV. Put the following sentences into Chinese
1. 兹确认，我方将于3月15日按要求交货。
2. 我们相信，此次首批订单将导致我们两家公司之间进一步的交易。
3. 我们可以肯定，我方货物会令你方完全满意，且完全适合你方需求。
4. 希望货物能及时到达你方，并盼你方的进一步订单。 5. 若你方产品令人满意，我们打算洽谈长期合同。 6. 我们急需上述订单之货，特要求你方空运此货。
7. 感谢你方试订，我们将保证你方订单会得到及时、认真的处理。 8. 谈到近几日我们之间的传真交往，我们很高兴能与你方达成下列交易。
9. 虽然你方价格低于我方报价，但为了启动我们之间的业务，我们还是破例接受。
20外贸英语函电
10. 我们已经按你方4月4日传真及我方4月8日传真接受下列订单。请放心，一收到相关信用 证，我们将及时发运货物。
V. Put the following sentences into English
1. If your prices are reasonable we believe we could conclude substantial business with you.
2. If you can reduce your price by 5% ? we believe it is possible for us to conclude the deal.
3. As we are heavily committed* we can only accept orders for shipment in November.
4. The price you quoted is competitive? but the date of delivery can not be accepted.
5. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible.
6. As the peanut market is declining, we can hardly conclude the business unless you reduce the price by 5% .
7. In reply to your letter of March 5 quoting us the prices of writing paper, we are pleased to place a trial
order as mentioned in the enclosed sheet.
8. We have received your catalogue and price list， and now we order the following goods at the prices named.
9. As our factories are fully committed for the fourth quarter, we regret our inability to entertain any fresh orders.
10. Your order is receiving our immediate attention and we will keep you informed of the progress.
VI. Supply the missing words in the blanks of the message 1. In 2. confirming 3. Enclosed 4. duplicate 5. countersigned
6. established 7. conformity 8. amendment 9. delay 10 - cooperation
VII.Read the following short passages or letters and then translate them into Chinese
(A)
敬启者：
我们已及时收到你方第111号销售合同一式两份，按照你们的要求，我们巳经会签。兹随函退回一份，供你方备档。
有关信用证已通过伦敦中国银行开出，谅不久即可到达你处。收到后请立即安排装运，并传真告知船名及开航日期。