外贸英语写作练习册
Unit One Layout of Business Letters ............................................................................. 1 Unit Two Establishing Business Relations .................................................................... 3 Unit Three Enquiry and Replies..................................................................................... 4 Unit Four Offers and Counter-offers.............................................................................. 5 Unit Five Sales Promotion ............................................................................................. 8 Unit Six Orders and Acknowledgements ....................................................................... 9 Unit Seven Packing ...................................................................................................... 11 Unit Eight Transportation ............................................................................................ 12 Unit Nine Terms of Payment........................................................................................ 13 Unit Ten Insurance ....................................................................................................... 14 Unit Eleven Agencies................................................................................................... 15 Unit Twelve Complaints and Adjustments................................................................... 16 Unit Thirteen Electronic Correspondence.................................................................... 18 Unit Fourteen Forms of Trade...................................................................................... 18 参考答案...................................................................................................................... 19
Unit One Layout of Business Letters
I. Can you draw a picture like the one above but showing a letter in blocked form?
In the following picture, each numbered section represents a part of an English letter in indented form. Can you write beside the number what this part is?
II. The following are different parts that form an English business letter. Please lay them out into a letter in modified indented form:
写信人：五龙国际玩具公司（Five Dragons International Toys Company）
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地址：江苏省扬州市扬子江北路8号 邮编：225008 收信人：A & A 4Kidz Inc
地址：Beursplein 37, 3001 DD Rotterdam, Netherlands 事由：Children Toys 日期：20--年8月5日
写信人姓名：王新 职务：出口部经理（Export Manager） 信的内容：
We learn your name and address from International Business Daily, and know that you would like to import Chinese toys.
We are a toy company with customers from both China and abroad. We not only supply to a number of big chain stores across China, but also receive substantial orders from many major global retailers such as Wal-Mart, Carrefour and Sears.
Enclosed is an illustrated catalogue of our products. We are confident that they will be appealing to you.
If you are interested in any of them, we would be glad to send you some samples for your consideration.
Your early reply will be appreciated.
另外，该信件要交由收信人公司的进口部（Import Department）处理。
III. Find out what is not acceptable in terms of format（格式）from the following letter and make corrections:
Network Foods Limited
42-44 Sheehan Road Heidelberg West Victoria, 3081 Australia ATTN: Mr. Michael Fox
Tianjin Tanggu Foodstaff Company Limited
China, Tianjin, Tanggu District, Hubei Road No. 17
Subject: Soy Source
Dear sirs:
We are very glad to hear from you so soon and learn that you are interested in our soy source.
Our earliest time of shipment is June of this year. We usually only accept payment by letter of credit, but considering you are introduced to us by one of our very reliable business partners, we are willing to allow you to pay us by T/T 30% of the total value before the goods are shipped, and the rest paid by T/T after the goods arrive.
As to quality, Chinese soy source is always the best.
If you think this arrangement is acceptable, please let us know as soon as you can.
Your Trully. Wang Bin
Overseas Marketing Manager
Tianjin Tanggu Foodstaff Company Limited
20--/5/12
IV. Address the envelope using the name and address provided:
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写信人：Hangzhou Copying Equipment Co. 地址：No. 8 Xihu Longwu Industrial Park
Hangzhou, Zhejiang, China
收信人：Berg Manufacturing Corp. 地址：818 Harrison Street, Suite 206
Oak Park, Illinois, USA 60304
Unit Two Establishing Business Relations
I. Translate the following terms and expressions:
A. Into Chinese:
1. import and export 2. specific inquiry 3. favorable price
4. be in abundant supply 5. consumer goods 6. finished product 7. be in short supply 8. sole agent 9. joint venture B. Into English: 1. 建立贸易关系
2. 潜在的买主 / 客户 3. 经营范围 4. 价格单 5. 样品本
6. 国际商会（缩写） 7. 插图目录
8. 中国出口商品交易会 9. 商业信誉
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10. 资信情况 11. 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 7. 出口部
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