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外贸函电问题详解究极变化形态
练习参考答案
第一章
一、按信息写信
写信人：
五龙国际玩具公司
地址：
省市扬子江北路8号
力
WulongInternationalToyCompany
No.8,YangzijiangbeiRoad,YangzhouCity,JiangsuProvince,225008China
5March,2008
A&B4KidsInc
Beursplein37,3001DDRotterdam,Netherlands
Attention:
ImportDepartment
Subject：
ChildrenToys
DearSirs,
WelearnedfromInternationalBusinessDailythatyouareinterestedinimportingChinesetoys.
WeareamajortoymanufacturingcompanyinChina,withalargenumberofclientsallovertheworld.OurclientsincludelargesupermarketssuchasWal-MartandCarrefour.
Inordertogiveyouageneralideaoftheproductsweareproducing,wealsoencloseinthisletterourlatestcatalogue.Pleaseletusknowimmediatelyifyouareinterestedinourproducts.
Welookforwardtoyourearlyreply.
Yoursfaithfully,
LiLi
LiLi
ManageroftheExportDepartment
二、单项选择
1.WhichofthefollowingisusedwhenyouarewritingthesecondtimetoacustomernamedJohnSmith?
B.DearMr.Smith;Faithfullyyours
2.Pakingcharges----intheprice,andwecaneffectshipmentwheneveryouwish.
B.areincluded
3.Pleasechecktheenclosedletterofcredittoensurethatit----yourinstructions.
D.agreewith
4.Weareenclosingalist---ourbusinessactivities.
A.showing
5.Pleaseseeto---thatgoodsshouldbedeliveredin3equallots.
B.it
6.Weregrettoinformyouthatwedonothaveinstockthegoods---inthequantity.
D.desired
7.Generallyspeaking,agrowingdemandcan---increasedprice.
D.resultin
8.Thecommoditiesyouofferedare---linewiththebusinessscopeofourcustomers.
C.outof
9.Thediscountof3%agreeduponwasgranted---onlynobalancewasoutstandingfrompreviousaccounts.
D.onconditionthat
10.Thecasewascrushed.Itlooks---thecasewasnotstrongenoughtostandvoyage.
A.asif
1.B2.B3.D4.A5.B6.D7.D8.C9.D10.A
三、有以下几点错误：
NetworkFoodsLimited
42-44SheehanRoadHeidelgergWestVictoria,3081
Australia
ATTN:
Mr.MichealFox
Attentionline的位置错误；
信地址格式错误；
称呼应为DearSirs而非Dearsirs
Subjectline的位置错误
结尾敬语大小写错误；
签名的四部分排列错误。
四、翻译术语：
1.贸易条件Termsoftrade
2.进出口贸易Importandexporttrade
3.展销会Tradefair/exhibition
4.合资经营Jointventure
5.外贸公司Foreigntradecompany
6.关税免税Taxexemption
7.销售确认书Confirmationofsales
8.配额Quota
9.国际收支Balanceofpayments
10.招标Invitationforbid/callfortender
案例分析
外贸公司的小王前不久收到一封询问防水扬声器价格的信函，遗憾的是，公司并没有符合对方要求的产品；而且，依小王之见，现有的技术根本不可能做出符合对方要求的产品。
因此小王认为对方
小王的格式不规，容也不符合函电用语。
小王应该耐心地跟客户说明情况，积极地将公司性能最优的防水扬声器产品介绍给潜在客户。
第二章
一、撰写信函
FoothillEnterprisesTradeDevelopmentCo.,Ltd.
No.36TaizStreet,AdenCity22789
RepublicofYemen
DearSirs,
WehaveyournameandaddressfromtheCommercialCounselor’sOfficeofYemenEmbassyinChina.Wewouldliketotakethisopportunitytowritetoyouwithaviewtosettingupbusinessrelationswithyou.
Wearealeadingcompanydealingspeciallyintheexportofgarments.Currentlyourexportbusinessinyourdistrictmainlyconcentratesonthewomen’sclothing.
Inordertogiveyouageneralideaofvariouskindsoftheclothesweareproducing,weairmailyouourlatestcatalogue.Pleaseletusknowimmediatelyifyouareinterestedinourproducts.Wewillsendyouourpricelistandsamplestoyouassoonaswereceiveyourspecificinquiry.Meanwhile,weareopentoideasfromourcustomers.Shouldyouneedanythingnotmentionedinthecatalogue,weshalldoeverythingnecessary,uponreceiptofyourdetailedrequirements,toprocurethemforyou
Welookforwardtoyourearlyreply.
Yoursfaithfully
二、单项选择
1.Establishedin1935,thiscompanyspecializesintheexportofcottonpiecegoods.
2.Enclosedyoucanfindthecataloguesandlatestpricelist.
3.Underthecircumstances,itisimpossibletodeclineourpriceagain.
4.Welookforwardtoyourfavourablenews.
5.Thepresentmarketisfavourabletoimporters.
6.Becausethearticlesfallwithinthescopeofourbusinessactivities,wearewritingtoyouinthehopeofestablishingtraderelationswithyou.
7.Welookforwardtoreceivingatrialorder.
8.Wetakethepleasingofintroducingourselvesasanexperiencedimporterinlineofdailyproducts.
9.Thankyouforyourpricelistshowingvariouskindsofproductsnowavailableforexport.
10.Importscreateseverecompetitionforhomeproducedgoods.
1.B2.A3.B4.B5.D6.B7.A8.B9.A10.C
三、改错
1.WehaveseenyouradvertisementinportabletypewritersonSouthChinaMorningPost.
In→to
2.Somecopiesofourlatestcataloguesarebeingairmail
Airmail→airmailed
3.Wewillsendyouacompleterangeofsamplesuponthereceiptofyourreply.
去掉the
4.YouareintroducedtousbyJohnsonCo.,Ltd.Tobeoneoftheleadingimportersofchemicalproducts.
Tobe→as
5.Wearewritingtoyoutohopedoingbusinesswithyouinthisline.
Tohope→inhopeof
6.WeareindebtedtoABCCompanyinNewYorkofyourname.
Of→for
7.WeobligeMr.EdwardofABCCo.forhavingrecommendedyouto
oblige→areobligedto
8.Weshouldliketoinquireifyouwereinterestedinstablingdirect
were→are
9.Weshouldbemostgratefulwhetheryoucouldprovideuswithalistofreliable
whether→if
10.Iwishtoexpressmypersonalappreciationfortheaccount
Iwishtoexpressmypersonalappreciationtoyouforopeninganaccountforus.
四、汉译英
1.兹介绍，本公司是一家人造珠宝的出口公司
Wenowintroduceusasanimitationjewelryexportingcompanythathasabusinessbackgroundofmanyyears.
2.你们上周写给总部的信已转交给我公司，因该产品属于我们经营围
Theletteryouwrotetotheheadquarterslastweekhasbeentransferredtoourattentionfortheproductyoumentionedfallsintoourlineofbusiness.
3.我们可供出口的轻工产品种类繁多
Weoffervariouskindsoflightindustrialproductsforexport.
4.很高兴收到你方附插图目录的来信
Wearegladtoreceiveyourletterenclosedwithanillustratedcatalog.
5.我们盼望收到贵方的具体询价Weshallbegladtohaveyourspecificenquiry
6.我们是一家信誉良好的私人公司Weareaprivatecompanywithfinereputationandwewishtoenterintoabusinessrelationshipwithyou.
7.经理简单地给我介绍了一下Johnson公司的情况ThemanagerintroducedbrieflytomesomethingaboutJohnsonCompanywhichisourpotentialcustomer.
8.为了让你们对表格中的产品有个大体了解Weencloseabrochureandacopyofthelatestpricelisttogiveyouageneralideaoftheproductslistedintheform.
9.我们的产品质量上乘，价格优惠Ourproductsareofexcellentqualityandreasonableprice
10.当出口值超过进口值时，被称作贸易顺差Afavorabletradebalanceappearswhenthevalueofexportsexceedsthatofimports.
案例分析
小是一家生产雨衣的公司的外贸业务员
鉴于小与这家公司以前从未有业务往来，在小与这家公司建立业务联系之前，小应该调查对方公司的资信。
小可以要求对方公司提供一些一般的商业信用证明资料，或可查询的某家银行的名称。
一旦这些查询获满意答复，小可以向对方公司寄出信中提出的产品。
第三章
一、汉译英
敬启者：
如果你方能力能够告知一些你市华生&琼斯国际贸易公司的信用情况
DearSirs:
WewillbeobligedifyouwillkindlygiveustheinformationaboutcreditstandingoftheWatson&JonesNewcastleInternationalTradeCo.,Ltd.inyourcity.Weunderstandthatyouhaveregulartransactionswiththefirm.Sowetakethelibertytoaskyoutogiveyourviewsconcerningtheactualpositionofthefirminorderthatwemaytakestepstoavoidgettingintotrouble.
Anyinformationyougivewillbehighlyappreciatedandkeptinstrictconfidence.Weshallbepleasedtoreciprocateifyoushouldneedoursatthisend.
Weareawaitingyourearlyreply.
三、单项选择
1.Weareseriouslyconsideringimportingacompleteplantfortheproductioncuttingtools
2.Wehavebeenintheartlexlineforfiveyears.
3.Weassureyouofourfullcooperationwithyouatalltime.
4.Thebuyeragreesonafriendlysettlementofthedispute.
5.Asthetyperequiredisoutofstock,wehopeyoucantakethefollowinggoodsinstead,
6.Whenourrepresentativecallsonyounextweek,hewillmakeyouanofferwhichwefeelsurewillmeetwithyour
7.Weencloseherewithtwocopiesofourillustratedcatalogue.
8.Weassureyouthatthegoodscanbesuppliedfromstockifyouorderearly.
9.Wehavethegoodsyourequiredinstockandwilldeliverassoonaswereceiveyourorder.
10.Anagreementisreachedasaresultoftheprocessofofferandacceptance.
1.B2.A3.D4.B5.D6.A7.B8.A9.A10.D
三、填空
1.Theitemyouareinterestedinfallsin/withinthescopeofour
2.Wesendyoubyairmailabrochureonthevariouskindsofbicyclesnowavailableforexport.
3.PleasequoteusforcottonpieceCFRSingaporeinclusiveof5%
4.Wearepreparedtoplacearepeatorderfor50metrictonsofwalnutmeatwithyourcorporation.
5.infor
6.offor
7.in
8.toas
9.withfor
10.by
四、英译汉
1.WeshouldliketomentionthatourquotationisCIFMarseilles我们的报价是马赛的到岸价。
2.Thecompanyisbeingpressedbycreditorsanditspositionisprecarious这家公司正受迫于债权人，状况也不稳定。
3.Executivesofthecompanyareinexperiencedinthe这家公司的管理人员缺乏业务经验，授信应非常当心。
4.Thiscompanyiswell-establishedandreliable这家公司有口皆碑又很可靠。
5.Wetrustthatyouwillregardthiscommunicationasconfidential相信贵方会将这次通信视为。
6.Weshallbemuchobligedifyouwillkindlygivesusanyinformation如果贵方能好意告知本公司有关A公司的商誉，交易方式和财力的信息，本公司将不胜感激。
7.Weareastate-ownedcorporationintheexportoftextlies我公司是一家出口纺织品的国有公司，我们可以按客户的具体要求订货。
8.Theinquiredcompanyseemstohaverecentlyembarked您所查询的公司最近似乎在从事一项与其财力不合，且相当有风险的投机事业。
9.WeareHongKong-basedimportandexport本公司是一家主要经营各种机器设备的出口商，总部在香港，约有30年的商务经历。
10.ThroughthecourtesyofABCcompanyABC公司好意提供贵方的名字给我公司。
案例分析
小所在的公司与智利某服装进口贸易公司
D/P是远期付款交单，就是说买方必须在向卖方付款之后才能够获得提取货物的单据，这种交易方式使卖方能够及时地收到货款。
采用85%D/P的方式付款，可以降低风险。
因此，综合公司收集到的其他信息考虑，小公司可以继续与H公司进行合作。
小公司还可通过银行、驻外商务机构、商会或同业公会、或我国的有关外贸公司等进行资信调查。
第四章
一、单项选择
1.wewillappreciateitverymuchifyoucanquateyourbestprices---sonybrandcolorTV...A
2.Welookforwardto__yourcatalogues........D
3.wethankyouforyourletterdatedmarch18__oursilkblousesof.........A
4.wehavethepinekernelsyouaskedfor__stockandwilldeliverassoonaswe__yourorder.
升级会员 