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外贸英语函电课后习题参考答案
外贸英语函电课后习题参考答案
(ForReferenceOnly)
Chapter1BusinessLetterI.Answerthefollowingquestions.
1.Howmanyprincipalpartsisabusinesslettercomposedof?
Whatarethey?
Generallyspeaking,therearesevenprincipalpartsofastandardbusinessletter.Theyarethe
letterhead;thedate;insidenameandaddress;saluation;thebodyofaletter(message);the
complimentarycloseandsignature.2.Whatarethethreemainformatsofabusinessletterusedtoday?
Whichformatdoyou
likebest?
Therearethreemainformatsofabusinessletterinuseatpresent:
theconventional
indentedstyle;themodernblockstyleandthemodifiedblockstyle.Ilikethemodernblock
style,sinceitissimpleandwecansavemuchtime.
3.WhatisP.S.?
Itispostscript,referstooneormoreremarksthewritermayaddtothecoreorbodyofthe
letter,usuallyhand-writtensidebysidewithorbelowthesignatureandenclosureparts,where
thereisoftenalargepatchofblankspace.Apostscriptcanbeasentenceorabriefparagraph.
II.Choosethebestanswer
1-5ACABD6-10BDCBA11-15BCCDD16-20DACBB
III.Writealetterwiththegivenparticularsbelow,usingnecessarycapitalsandpunctuation
(inmodernblockstyle)
CZImport&ExportCorp.Ltd
66Minghuang,WujinDiscrict,Changzhou
213164,P.R.China
July3,2007
Mr.JohnMartin
SalesManager
LakeCirclesInc.
56YorkRoad,Chicago
Illinois,USA
DearSir,
Yourssincerely,
IV.Arrangethefollowingbothinablockedformandindentedformastheyshouldbeset
outinaletter.(ommitted)
Chapter2EstablishmentofBusinessRelations
I.Answerthefollowingquestions.
1.Ifyouwanttoopenupamarkettomaintainorexpandbusinessactiitieswhatshouldyou
dofirst?
Ifwewanttoopenupamarkettomaintianorexpandbusinessactivities,whatweshoulddo
firstistoconductamarketresearch,fromwhichweshallknowthoroughlyaboutyour
product(s),yourpresentandpotentialmarket(s).
2.Beforeyouwriteletterswithsomenewestablishedfirmswhathadyoubetterdo?
Wehadbettertrytocollectasmuchinformationaspossibleaboutthenewestablished
firms,especiallyabouttheircreditinformation.
3.Throughwhatchannelscanoneobtainthedesirednamesandaddressesofthecompanies
tobedealtwith?
Wecangetthedesirednamesandaddressesofthecompaniesthroughthefollowingchannels:
Someb2bwebsites,suchas;somegovernmentaloroganizationalwebsites,suchas
;somenewspapersormagazines;someyellowpages;somefriendsoryourpresentcustomers;oryoucangettheimformationbyusingsomeserachenginessuchasgoogleor
yahoo.
4.Howtobeginwiththe“FirstLetter”orcircularstotheotherparty?
Itshouldbeconsistedofthethreeparts:
first,youshouldsaywhereyouhavegotthe
informationofyourpotentialcustomer;secondyoushouldprovidenecessaryinformationabout
yourself;thirdyoushouldexpressyourwishofwritingtheletter.
5.Howcanonecreategoodwillandleaveagoodimpressiononthereaders?
Weshouldconsidertheeight“C”sinwritingabusinessletter:
clearness;conciseness;correctness;concreteness;cheerfulness;courtesy;considerationandcompleteness.
II.multiplechoices.
1-5DCABA6-10CACBC
III.TranslatethefollowingsentencesintoChinese.
1.2.3.4.
5.
6.100
7.8.9.10.
IVTranslatethefollowingsentencesintoEnglish.
1.HereweintroduceourselvesasanExportCompanyofImitationJewelry,withmany
yearsofexperienceinthisline.
2.Theletteryouwrotetotheheadquarterlastweekhasbeentransferredtous,sincewe
dealintheproducts.
3.Wehaveawiderangeoflightindustrialproductsavailableforexport.4.Weareverygladtoreceiveyourletterwithillustratedcatalogue.5.Wearelookingforwardtoyourspecificrequirementsforourproducts.6.Weareawell-establishedprivatecompany,andwelookforwardtoestablishbusiness
relationswithyou.
7.ThemanagerbrieflyintroducedtheJohnsoncompany,whichismostprobablytobeour
prospectivecustomer.
8.Togiveyouageneralideaaboutourproductsinthechart,hereweencloseacopyof
bookletandthelatestpricelist.
9.Whenthevalueofexportexceedsthatoftheimport,wecallitthefavorablebalanceof
trade.
10.Ourproductsareofhighqualityandfavorableprices.
V.TranslatethefollowingletterintoEnglish.
DearSirs,
Wegotyouareinterestedinthesilkgarmentsfromlastweek’sChinaDaily.Herewe
introduceourselvesasthelargestdealerofgarmentsinthisarea.Wewouldliketoeatablish
businessrelationswithyouonthebasisofequalityandmutualbenefits.
Oursilkgarmentsaremadeofhighstandardsilkandtraditionaltechnique.Wearesending
youacopyofillustratedcatalogueandthelatestpricelistforyourreference.Ifyouare
interestedinanyitemofthem,pleaseletusnow.Oncewereceiveyourenquiry,wewillsend
youthequtationandsamplebyaimail.
Wearelookingforwardtoyourearlyreply.
Yourssincerely,
VI.WriteanEnglishletterinaproperformbasedonthefollowinginformation.(Ommitted)
Chapter3InquiryandReply
I.MultipleChoices.
1-5DAADB6-10BBABB
IIGivetheChineseequivalentstothefollowingterms.
1.
2.
3.
4.
5.
6.
7.
8.9.10.IIIGivetheEnglishequivalentstothefollowingterms.
1.largescale2.awiderange(variety)of3.irrevocableletterofcredit
4.3%rebate5.illustratedcatalogue6.thebiggestdealer
7.first-ratetechnology8.favorableCIFHongKong9.termsofpayment
10.portableelectricwaterheater
IV.TranslatethefollowingintoEnglish.
1.Weareinthemarketfortheleathershoes,pleasequoteusthemostfavorableprices.
2.Pleasequoteusthelowerestpriceforthecaptionedgoods.Whenquoting,pleasestate
thepackingandtheearliesttimeofshipmentandsendusthebookletoftheproducts.
3.Wewanttoknowwhatdicountyoucanofferforanorderexceeding1000dozen?
4.Wearenowinterestedinthethetableclothandnapkin.Weareveryappriciativeifyou
cansendushecatalouge,sampleandthepricelist.
5.Theenclosedpricelistandillustratedcatalougewillprovideyouwithdetailed
informationonthearticleyouaremostinterestedin.
V.TranslatethefollowingletterintoEnglish.
DearSirs,
Weareinterestedinyourcanvasbagonpage4ofyourDecember’scatalogue,wouldyou
pleasesendusasampleandquoteusthelowerestpriceofCIFHonolulu?
Ifyourproductprovestobesatisfactory,wewillorderatleast2500dozen.
Pleasereplyassoonaspossible.
Yours,
VI.TranslatethefollowingsentencesintoChinese.
1.
2.
3.4.5.CIF3%
6.7.8.20057149.60CIF
VIITranslatethefollowingintoChinese.
615
1002%
Chapter4OfferandCounter-offer
I.GivetheEnglishequivalentstothefollowingterms.
1.offer2.under/ontheusualterms3.acceptcounteroffer
4.favorableprice(s)5.on/underoffer6.termsofpayment
7.topromotethetransaction8.firmoffer9.non-firmoffer
10.strengtheningmarket
II.GivetheChineseequivalentstothefollowingterms.
1.2.3.4.5.6.7.8.9.10.
III.Multiplechoices.
1—5ADAAC6-10CBBCB
IV.TranslatethefollowingletterintoEnglish.
1.Asrequested,weofferyouasfollows,subjecttoourfinalconfirmation.
2.Theofferisfirm,tobevalid(effective)tillyourreplyreachesusbeforetheendof
thismonth.
3.Toourregret,thepricegapbetweenyourcounteredoneandoursistoobig.
4.It’sregretthatourbuyerfromShanghaithoughtyourpricewasmuchhigher.
5.Ifyoucannotacceptouroffer,pleasebidusyourmostprobablecounteroffer.
V.TranslatethefollowingletterintoEnglish.
Dearsirs,
HereweconfirmhavingreceivedyourletterofOctober20
thconcerningthesampleof“Grace”brandblousesandthankyouverymuch.
Althoughyourblousesareofhighquality,yourpriceisonthehighside.MeanwhileI
wanttopointoutthatthepricesofthesimilarblousesofEuropeanoriginareabout
15%lowerthanyours.
Suchbeingthecase,wehopeyoucanreduceyourpriceatleastby15%,forthevalueof
ourorderisaboutUSD40,000.Itisworthwhileforyoutomakesomeconcessions.
Welookforwardtoyourearlyreply.
Yourssincerely,
VI.TranslatethefollowingsentencesintoChinese.
1.6152.
3.
4.
5.6.20%7.3%
8.9.10.10%
11.
12.uidandakai
VIITranslatethefollowingletterintoChinese.
810FOB
IBM
CPU80586
200
800FOB
20039/10
85
Chapter5AcceptanceandOrder
I.Answerthefollowingquestions.
1.Whenshouldthebuyerwriteanorder?
Whenboththebuyerandthesellerreachanagreementonthetermsofsales,thenthe
buyercanwriteanorder.
2.Whatshouldhepayattentiontowhenthebuyerwritesanorder?
Heshouldpayattentiontothetermsandconditionsofthesales,especiallyaboutthe
figuresandthedate.
3.Whatshouldbeincludedinanorder?
Itshouldcontainthe“mainconditions(合同要件)orconditionalclausese”ofacontract,
whichincludesthename(s)ofthecommodity(commodities),thespecification,theprice,the
quantity,thepacking,theshipment,thepaymentandtheinsurance.
4.Sometimesifyoucannotacceptanorderwhatshouldyoudo?
Why?
Youshouldwritealettertoyourcustomertoexplainwhyyoucannotaccepttheorder
andshowyourregret,andhopetodobusinesswithhimnexttime.Becauseyoudonotwant
toloseapotentialcustomer.
II.Translatethefollowingtermsandexpressions
A.intoChinese
1.为---扫清障碍2.一笔交易3.友好合作4.草拟合同
5.愉快的工作关系6.汇票7.草拟8.草