國際商務信函寫作參考答案董曉波

1、Keys ( 參考答案) Unit 1 Introduction to Business Letter Writing(Omitted)Unit 2 Establishment of Business RelationsI. 1. 擴大業(yè)務關系 2. 國有3. 另郵 4. 一系列小冊子5. 下訂單 6. 獨家代理 7. 我方謹慎研究 8. 在行業(yè)中9. 穩(wěn)定的貨源 10. 試訂貨11. specialize in 12. on the basis of equality and mutual benefits13. specific enquiry 14. wholesalers and re

2、tailers15. financial standing 16. enjoy great popularity17. push the sale 18. for safetys sake19. Sales Terms and Conditions 20. fresh supply II.1. A 2.C 3.C 4. A 5. D 6. A 7. D 8. D 9. C 10. CIII.1. prompt 2. captioned 3. indicate 4. enable 5. packed 6. current 7. conclude 8. refer 9. assure 10. su

3、pplyIV.1.承蒙史密斯先生的介紹，我們得知貴公司的名稱和地址。2.楓葉公司向我方介紹了貴公司。3.我們愿和貴公司建立業(yè)務關系。4.我們經營的商品主要是工藝品。5.我們特此致函是想與貴方建立業(yè)務關系。6.我們的產品享有很高的信譽。7.我公司是一家大型外貿公司，從事進出口業(yè)務已有近20年，信譽良好。8.來函收悉，得知貴方愿與我方建立業(yè)務關系，我們表示同意。9.如果你們能將你們的銷售統(tǒng)計資料寄給我們，那可就太有幫助了。10.我們希望你們能將相關資料寄給我們。11.Our mutual understanding and cooperation will certainly result in

4、important business.12.To give you a general idea of our products, we are sending you under separate cover a catalogue together with a range of pamphlets for your reference.13.Expanding trade between us will be to our mutual benefit.14.Your desire to establish business relations coincides with ours.1

5、5.We specialize in the export of Light Industrial Products and would like to trade with you in this line.16.We have been in this line of business for more than twenty years.17.Our experienced staff will give our clients excellent service, reliable performance, immediate shipment and competitive pric

6、es.18.Weve come to know your name and address from the Commercial Counselors Office of the Chinese Embassy in London.19.We specialize in the export of Light Industrial Products and would like to trade with you in this line.20.Please rest assured that this information will not fall into the wrong han

7、ds.V.1.Dear Sir,In the latest issue of the China Foreign Trade, we saw the name of your company listed as being interested in making certain purchases in China.We take this opportunity to place our name before you as being a buying, shipping and selling agent. If you do not have anyone here to look

8、after your interests in that capacity, we should be glad if you give us your kind consideration.We inform you that we have been engaged in this business for the past 10 years. We, therefore, feel that because of our experience, we are well qualified to take care of your interests at this end.Further

9、, as for references, we can give you the names of some concerns in your country and also our bankers are Bank of China.Looking forward to hearing from you!2.Students own version.Unit 3 Establishment of Business RelationsI. 1. 財務狀況2. 資信調查機構3. 最大數(shù)目的賒賬4. 嚴格保密5. 履行義務的信譽6. 對信息保密7. 履行訂單8. 渣打銀行9. 隨時告知某人某事1

10、0. 調查11. status inquiry12. credit reference13. business extent14. chamber of commerce15. turnover rate16. reference bank17. a law firm18. business standing / status19. credit standing / status20. in advanceII.1-5 ACDAB 6-10 BABBDIII. 1. order2. credit3. reference4. helpful5. evaluate6. appreciate7.

11、information8. confidential9. enclosing10. replyIV.1. 如果所提供的資信證明人是銀行，你必須通過你的所在銀行向相關銀行進行查詢。2. 如果你能告訴我們XX 公司的信用狀況和聲譽，我們將不勝感激，這些將幫助我們對他的申請做出判決。3. 我們建議您通知您的客戶與Kasu Trading Corp.進行業(yè)務往來時一定要十分慎重。4. 你們調查的那家商行是我地區(qū)一家最可靠的進口商，這歸功于他們經營業(yè)務的穩(wěn)妥和誠實。5. 我們很遺憾沒法向你方提供該商行的相關信息，因為我們只有過小額交易。6. 我們接受你們的保證，對我們提供的材料予以絕對保密，很遺憾不能給

12、你們提供更多的幫助。7. 該商行管理不善，不能按時結賬。因此，該行大部分的供應商要么給予金額有限的短期貸款，要么就是憑現(xiàn)金交貨。8. 該商行聲譽好，資金雄厚，值得信任。9. 過去四年來我公司一直定期向你公司訂貨，殷切希望你公司能允許我公司提出你公司作為我公司的兩位資信證明人之一。10. 茲附上寫好地址的回函信封，并表示感激。11. In order to minimize risk exposure, its of utmost importance to inquiry into the business status of the company with which you are go

13、ing to enter into business relations.12. As to our credit standing, we would like to refer you to the China Chamber of Commerce.13. How long the owner, Donna Gard, has had an account with the Citi Bank, and whether she has any outstanding debts.14. We should be most grateful if you would furnish us

14、with your opinion on the financial status and reliability of the company.15. As far as we know, the management of this firm proved to be unreliable, and they have not always settled their accounts with us on time.16. Their financial standing is sound, and any credit you extend to them will be safe.1

15、7. We advise you to proceed with every possible caution in dealing with the firm in question.18. We can assure you that any information you may supply will be regarded as strictly confidential.19. We shall very much appreciate your consent and enclose a stamped and addressed envelope for your reply.

16、20. The above information is given only for your reference and without any responsibility on our part.V. 略Unit 4 Enquiries and Replies I. 1. 支付條款2. 數(shù)量折扣 3. 盈余，利潤幅度4. 代表5. 促銷 6. 另郵 7. Proforma Invoice 8. enclosed please find 9. for your information/reference10. reasonable price 11. supply from stock

17、12. place regular orders II. 1. C 2. B 3. D 4. A 5. C 6. B 7. D 8. B 9. A 10. C III. 1. thank2. enquiry3. cover4. find5. information6. including7. have8. discount9. allow10. prices11. quantity12. orders13. contact14. further15. you1. glad2. inform3. interested4. demand5. quality6. very7. prices8. pl

18、ease9. send10. catalogue11. details12. payment13. appreciate14. samples15. forwardIV. 1. 相信我公司的對外貿易經驗以及對國際市場的熟悉，可使我們有資格得到你們的信任。2. 為了使你方對我們經營的電子產品有所了解，我們另行航寄給你方一些冊子，以供你方參考。3. 我們專營中國輕工業(yè)產品出口業(yè)務，愿與貴方在這方面開展貿易。4. 可否給我們寄來一份鐵質工具的目錄，并告訴我們付款方式？5. 鑒于我方市場對此類設備的需求日增，務必請你們考慮給予特別折扣。6. 此地的幾個用戶咨詢有關廚具的信息，請盡快寄來你方的出口目錄為

19、盼。7. 我們對你方產品大部分都感興趣。目前我們只對你方的自行車有意。這項產品我們過去經常大量進口。8. 我們了解到你方在玻璃器皿生產方面享有很高的聲譽，故請寄來你們現(xiàn)有產品的具體信息、批發(fā)價和批量訂貨的折扣情況。9. 我們的客戶是一家大型市內超市，習慣于批量購買。所以，如果你方價格有競爭力將能得到他們的大量訂貨。10. 我們想要購買鐘表產品，如你方能寄來最優(yōu)報價，不勝感激。11. We handle a wide range of light industrial products as per list enclosed.12. We do business with more than

20、170 countries and regions.13. We would appreciate your sending us the latest samples with their best prices. 14. We look forward to receiving a full range of samples at your earliest convenience. 15. Please quote us your lowest prices, CIF Liverpool, including our 4% commission.16. One of our client

21、s takes interest in acquiring your furniture and wishes to have your quotations for the items specified below. 17. We shall be pleased to receive your illustrated catalogue and price list of plastic toys. 18. If you are in a position to meet our demand, we shall place a large sum order from you.19.

22、We have a client interested in your Fountain Pens.20. How much discount will you allow us if we order 800 sets?V.1.Dear Sir or Madam,We are one of the main importers of kitchen wares in China and wish to establish direct business relations with you. We are now interested in your products displayed o

23、n your website. We would appreciate it if you will send us several copies of catalogues and samples about the goods. Meanwhile, please give us some information on CIF prices, discounts and your terms of payment. We hope this will be a good beginning of our long and mutually beneficial business relat

24、ions. Yours faithfully,XXX2. Dear Sir or Madam,We learn from Edward·M &Co. Ltd, Los Angeles that you are a leading export of suitcase, bags and leather products in your country. For your reference, ours is a market where there is a large and steady demand for this kind of products. We hope

25、you would airmail us catalogues or even samples if possible. Please give us detailed information of CIF Guangzhou prices, discounts and terms of payment. We are looking forward to hearing from you soon. Yours faithfully, XXXUnit 5 Quotations, Offers and Counter-offersI1. 作為報答，回報2. 銷售條件3. 收到4. 報價5. 按

26、照6. 每年總購買量7. 類似產品8. 向某人報盤9. 使某人確信，向某人保證10. 遞加傭金11. non-firm offer12. firm offer13. subject to our final confirmation14. the minimum quantity for order15. a trial order16. after-sales service17. make shipment in three equal monthly installments18. at buyers option19. push the sales of new products20.

27、 Art. No./ article number II. 1. C 2. B 3. D 4. B 5. A 6. C 7. B 8. A 9. D 10. B III.1. as follows 2. provided that 3. remains open 4. in line with 5. owing to6. is subject to 7. To our regret 8. reduce 9. discount 10. acceptance IV. 1. 我方的價格極具競爭力，我們認為及早在美洲市場推銷對你方有利。2. 貴公司將會從我方價格表中看到，我方向貴公司提供了物美價廉的商

28、品。敬請貴公司向我方訂貨，我方會精心關照。 3. 按貴公司要求，我方向你方報5000臺筆記本電腦，成本加保險費、運費到香港每臺8000元人民幣，以我方最終確認為準。4. 請注意，付款是保兌的、不可撤銷的、見票即付的信用證支付。5. 我方對貴公司的自行車很感興趣，但令人遺憾的是貴公司價格要比其他供應商的類似產品高出約6%。6. 非常遺憾我方不能接受貴方報盤，我們現(xiàn)已低價從其他供應商處購進。7. 如果你方能訂購5000打或5000打以上，我們將給予10%的折扣。8. 如果你方將報價讓利3%，你們的價格便相當有競爭力。9. 該報價是2000美元以下的訂貨價, 對于2000美元以上的訂貨, 我們給予5

29、%的折扣。10. 鑒于此產品的大量需求，我們建議你方盡快下訂單。11. Our offer is open for six days. 12. In view of our long-term business relations, we make the following special offer. 13. In compliance with your requests, we are sending you samples of our shirts. 14. This offer is based on the ruling market.15. We have made you

30、an offer at very cheap price. 16. Please make your price (offer) as easy as possible. 17. We hope you can see your way to comply with our request for a reduction by 5% in your quotation. 18. If you can modify the terms, we might accept the offer. 19. We accept your offer provided (that) shipment is

31、made in October. 20. To signify our willingness to cooperate closely with you, we accept your counter-offer. V. Dear Sirs,Thank you for your enquiry and we are pleased to offer as follows:Hand-made Gloves in Genuine Leather200 mens medium US$3.00 each200 mens small US$2.80 each200 womens medium US$2

32、.60 each200 womens small US$2.50 eachCIF LondonTerms: By L/C at sightShipment: JulyThis offer is to subject to our final confirmation.As you requested, we are airmailing you a copy of illustrated catalogue with a range of samples of the various leathers used in the manufacture of our gloves. We hope

33、 the colors will be just what you want, and the superb workmanship as well as the novel designs will appeal to your customers.We look forward to your reply.Yours faithfully,XXXVI.Dear Sir or Madam，We thank you for your offer by email of May 13 for 8,000 pieces of the captioned goods at US$200 per pi

34、ece CIF London. We immediately contacted our customers and they showed great interest in the quality and designs of your products. However, they said your price is too much on the high side, i.e. 7% higher than the average. They told us if you can reduce your price to US$180 per piece, they will inc

35、rease 2,000 pieces to the quantity. So there is a good chance of concluding a bigger transaction with them if you can meet their requirement. We hope you will take advantage of this opportunity so that you will benefit from the expanding market.We await your favorable reply with great interest.Yours

36、 faithfully,XXX Unit 6 Orders and Executing OrdersI.1. 拒接訂單 2. 裝運，裝船3. 確認訂單 4. 供應現(xiàn)貨5. 替代，替換 6. an initial order/the first order7. need the goods urgently 8. purchase confirmation9. execute/fill/fulfill/carry out the order 10. shipping instructions II.1. A 2. D 3. C 4. B. 5. B 6.A 7. B 8. C 9. D 10.

37、AIII.1.1. order 2. enclosed 3. partial 4. shipment 5. same 6. quality 7. out 8. repeat2.1. booked 2. herewith 3. duplicate 4. favor 5. established 6. stipulations 7. conform 8. amendments 9. assured 10.effectIV.1. 非常感謝貴方6月5日附有式樣及價格表的來信，我方已決定訂貨并很高興附上342號訂貨單。2. 因目前我方已購進一段時間內所有需要的貨品，所以非常遺憾不得不撤銷與你方的訂單。3

38、. 我們很遺憾地告知你方，因我們的購買商不同意按你方500美元價格成交這筆訂單，因此我們必須撤銷此筆訂單。4. 鑒于貴方急需此貨及貴我雙方的友好關系，盡管目前供貨緊張，我方決定接受貴方訂單。然而，我方能這樣做是因為我們推遲了另一家客戶的交貨期。5. 我們將記住你方的詢價，一經能接受新訂單定與你方傳真聯(lián)系。6. 因我方的價格已降到極限，所以無法滿足你方進一步降價的要求。7. 我們很感激你方的合作并相信這批訂購的貨物會使你方完全滿意。8. 十分感謝你方首次訂購，希望此次訂單成為雙方長期友好往來的開端。9. 請放心，我們將按照雙方商定的條件執(zhí)行你的訂單。10 我們明確該首批訂貨將在8月30日前及時運

39、抵此地。如果交貨遲于此日期，我們保留取消該訂單的權利。11. We are glad to have closed (finished/put through/concluded/finalized/realized/materialized) this transaction with you.12. If you can execute the order to our full satisfaction, we will place further orders with you.13. We intend to place with you a repeat order for 1,0

40、00 dozen Mens Shirts of the same style and sizes.14. To get things started, we would like to make a trial purchase.15. The machines ordered on the 10th April were dispatched to your address yesterday.16. Kindly execute the following orders as early as possible.17. We are very sorry that we are not i

41、n a position to accept your order but hope that you will understand our situation.18. We regret that it is hard for us to supply the entire quantity required.19. We are glad to place an order with you for 50 metric tons Dried Potato Slices.20. We wish to remind you that shipment of our order No. 22

42、will soon be overdue. V.Sample:Dear Sirs,We are very much pleased to enclose our Sales Confirmation No. 123 for wool against your order No. 023, and wish to take this opportunity to congratulate ourselves on the opening of business relations between us. Please return one copy of the confirmation to

43、us duly countersigned.You may rest assured that our handling of your initial order will turn out to your satisfaction and will justify your further orders. We welcome any suggestions that will make our products more attractive and competitive in your market, and it will be all the better if you woul

44、d outline your immediate as well as long-term plan of sales promotion.We shall do everything we can to meet your particular requirements.Yours faithfully,XXXUnit 7 Terms of PaymentI. 1. 預付貨款 2. 信匯3. 托收 4. 即期匯票5. 資信情況 6. 憑單證付現(xiàn)7. 直達船 8. 跟單信用證9. 分期付款 10. 領事發(fā)票11. T/T 12. demand draft13. irrevocable L/C

45、14. drawer15. D/A 16.bill of exchange17. partial shipment 18. D/P at sight19. negotiation 20. payer II.1. C 2. A 3. C 4. B 5. B 6. D 7.C 8. D 9. A 10. B III. 1.effect2.in exact accordance with 3.call, attention4.opened, mark5.approaching, the soonest possible6.regret7.draw8.read9.null and void10.flu

46、ctuating IV1. 我們確認你方的支付條款，即為不可撤銷的、即期匯票付款的信用證來取代即期付款交單的支付方式。2. 請通過電匯方式匯出10%的第一期付款。余下款項將通過三次分期付款完成。3. 你公司月日年開的發(fā)票有誤，因此，我公司并未付款，請原諒。4. 按你方要求，我們破例接受即期付款交單，但只此一回，下不為例。5. 開信用證花費很大，對我們這樣的小公司來說，對資金周轉影響太大。最好還是采用付款交單或承兌交單付款方式。6. 為了做成這筆交易，我方準備接受50%用信用證，余額部分用即期付款交單方式支付。7. 對此試訂單，我方建議你方在收到貨后向我方開出即期匯票或郵政匯票。8. 隨函寄去由

47、中國銀行開出的面額為美元的第號支票來償付你方發(fā)票號為的款項。9. 十分遺憾地通知貴方，盡管我方非?？释軌驗榘l(fā)展雙方貿易創(chuàng)造條件，但恕無法接受承兌交單方式。10. 望貴方嚴肅對待自己的貿易聲譽，立即開立信用證，否則所有因貴方過失導致的損失將由貴方負責。11. Please amend the discrepancies in the L/C.12. As there is no direct steamer to your port, please amend the L/C to allow transshipment.13. As we must adhere to our customa

48、ry practice, we sincerely hope that you will not think us unaccommodating.14. We regret to say that the payment terms stipulated in your order are unacceptable to us.15. We adopt installment payment for some special import items.16. We will draw on you by our documentary draft at sight on collection

49、 basis.17. We are arranging for the establishment of the relative L/C with the bank at this end.1) We have sent you an irrevocable L/C in your favour a week ago.19. Please remit 20% of the contract value to the seller before the end of October 2009 as down payment.20. With an eye to our future busin

50、ess, well agree to change the terms of payment from L/C at sight to D/P at sight. V.敬啟者：我們已經收到你方10月8日的來信，注意到你方用電匯支付339號、340號合同的要求。很遺憾地告訴你方，我們不能接受你方電匯付款的要求。最為慣例，我們要求用信用證支付。但考慮到這兩筆交易的金額很小，最為一個例外，對于合同339號和340號，我們打算接受即期付款交單方式。但我們覺得有必要明確，只有每筆合同金額少于1000英鎊時才能采用付款交單方式。我們希望你們將接受上述付款條件，并盡快收到你們的回復。 謹啟VI. Dear

51、Sirs,We are writing concerning our Sales Confirmation No. 490 for Silk Shirts, which stipulates that L/C reach us by September 28, 2009. However, up to the now we have not received your L/C. This brings us some inconveniences and makes it difficult for us to effect the shipment before scheduled date

52、. We are therefore requesting you to open the relevant L/C immediately. We should appreciate your immediate attention to this matter.Yours sincerely, VII. Sample:Simpson and Sons54 Madison Street, SydneyAustraliaDear Sirs,We have received your L/C No. 5058 covering 3,000 dozen of Poplin Shirts. On p

53、erusal, we have found some discrepancies which please amend as follows:1. The beneficiary should be “The Pacific Trading Co. Ltd.”.2. “Sight L/C” instead of “60 days L/C”.3. “CFRC3 Marseilles” instead of “CFR Marseilles”.4. The total value should be “US $ 300,000” but not “stg 300,000”.As the date o

54、f delivery is drawing near, we will appreciate your early amendment.Thank you in advance for your cooperation.Yours faithfully,XXX Unit 8 ShipmentI. 1.副本提單 2. 定程租船 3.預計離港時間 4.速譴費 5 .艙位 6. Contract of carriage7. Liner B/L 8. demurrage9. Order B/L 10. freight II. 1.A 2.B 3.D 4.B 5.D 6. D 7. A 8. B 9. A 10. C III. f g c a d b e IV. 1. 我方迫切需要這次訂貨，故請貴方加快裝運。2. 貴公司訂購的貨物我方均有現(xiàn)貨，保證在十一月份將貨物裝上第一條便船。3. 謹告知你方須對由于遲裝或包裝不當而產生的任何損失負責。4. 由于貨物還未運出，我們必須要求你方盡快發(fā)貨。如你方未能在規(guī)定的時間內執(zhí)行訂單，我們將取消訂貨。5. 我們一直盡最大努力爭取在下周內發(fā)貨。同時，對于發(fā)貨延誤給你方帶來的不便表示我們的歉意。