复习题 外贸英文函电 D/D WPA L/C CFR D/A FOB D/P EMP FPA B/L 感谢10月1日的电子邮件。你们增长的销售额，是你们成功分销我产品的明证。 我们认识到价格是维持、拓展市场的一个重要因素。在不降低质量的前提下，我们一直努力 降低成本。实际上，我们的利润一直很低。这就是我们不能再降低价格的原因。但我们不会 停止降低成本的努力。 作为一个选择方案，可行的方法也许是提供一个低档的但是质量仍可接受的低价产品。一些 品种的说明书在附件中。请告知你们对哪些产品有兴趣。 你方通过Chartered银行开出的信用证已收到。经仔细审核，我们发现其中有些条款与销售 确认书不符，不符点如下： 1. 我们同意接受的价格术语是CFR而不是FOB。 2. 应允许转运和分批装运。 3. 数量前需加上“大约”的字样。 请修改信用证并把装运期和信用证的有效期分别延展到九月底和十月十五号。感谢你们的合 作。 1 For the past five years we have been selling your Electronic Lighters to wholesalers and large dealers in all parts of Pakistan and our clients are very much satisfied with your products. The styles and colours are very much to the taste of our market. We have built up a considerable number of well-established connections with excellent business results. As we understand that you have no agent in Pakistan, we would like to offer our services. For your reference, we would propose a sole agency agreement for a duration of three years with annual turnover of 50,000, 60,000 and 70,000 pieces for the first, second and third year respectively. On all sales, we are entitled to receive a commission of 15%. During the validity of the agency agreement, we shall not handle any other foreign products of the same line and competitive types. The area to be covered by the agency agreement is confined to Pakistan. If you agree to grant us the sole agency we will devote full attention to the development of your products on the Pakistan market and will go into the matter further. We look forward to receiving your favourable reply. 2 Thank you for your letter of the 31st October in connection with sole agency. In reply, we wish to state that we appreciate your efforts in pushing the sales of our Electronic Lighters in Pakistan and we are satisfied with your work in the past. However, after serious consideration, we do not think conditions are ripe to entrust you with the agency at the present stage as the sales volume mentioned in your letter under reply is too small for us to grant you the agency. To tell you frankly, the average annual quantity we sold to your country in the past few years is larger than what you mentioned. In spite of this, please do not misinterpret our above remark, which in no way implies dissatisfaction. If a bigger turnover can be realized to justify establishing the agency we would like you to represent us.
We hope you will agree with on this point and continue placing orders with us as you have done so far. 1. Such color deviation existing between the products and the samples is normal and permissible, so the compensation claimed is impracticable. 2. Many banks in Hong Kong can issue Letters of Credit and effect payment in Renminbi. 3.We would like to place an order for 500 sets “Lenova” brand Model 262 notebook computers at price of US$550 each, CIF EMP, for shipment during July/August. 4. It is in view of our long-standing business relationship that we accept your counter offer. 5. Owing to the high expense for the opening of L/C here, we suggest that after shipment, you draw on us a sight draft for collection through your bank. 6. I don’t think I can cut our price to that extent you required. Shall I suggest that we meet each other half way? 7. It will be appreciated if you will immediately let us have your firm offer for TV sets. 8. You should lodge a claim against either the carrier or the insurance company as the goods was damaged during transit. 9. Taking into consideration of our friendly business relations, we are of the opinion that if you could increase your order to 8,000 sets we would allow a 5% discount. 10. They can not accept any fresh orders now because of heavy commitments. 1. Marine insurance policy is required for 110% of the invoice value against FPA and War Risk as per the People’s Insurance Co. of China. 2. If a party does not pay a sum of money when it falls due the other party is entitled to interest upon that sum. 3. The new packaging of this article is exquisitely designed and we are confident that it will appeal strongly to customers. 4. In the absence of your definite instructions we will cover your goods against W.P.A and War Risk according to usual practice. 5. We are responsible to replace the defective products. 6. Considering the small amount involved, we are prepared, as an exception to make payment by D/P at sight for your first trial order. 7. If the goods are to be transshipped from one means of transportation to another during the course of the entire voyage, it’s called “combined transport”. 8. Because of the high cost of air transportation, we prefer sea transportation. 9. The cartons used for packing our sewing machines are light but strong, which save shipping space and facilitate the storage and distribution of the goods. 10. As your cargos are shipped all year around, we make it a rule to cover insurance under open cover. 很抱歉，我方不能接受你方的还盘，因为我方报给你方的价格是很实际的。 I’m afraid we couldn’t accept your counter offer because the price we quote is practical. 对你方指定的包装，我们要收取费用，因为这需要额外的劳动和费用。 We have to charge for your designated packing because this calls for extra labour and
expenses. 如果进口商发现货物数量与合同规定不符，他将拒收。 The importer will refuse to pay if the quantity of the goods is found to be not in conformity with S/C. 我们报500公吨2006年产大米的实盘每公吨FOB上海的价格为210美元。 We’d like to make a firm offer for 500MT rice of 2006, USD210 per metric ton on FOB Shanghai basis. 买方建议用承兑交单的付款方式，但卖方不愿例外。 The importer suggests to pay by D/A, whereas the exporter is unwilling to make an exception. 请贵方马上安排装运这批货物。 Please effect shipment for this batch of commodity without any delay. 信用证需在合同规定的装运期前一个月到达我方，至装运期后第15天在中国议付有效。 The L/C should reach us one month before the stipulated date of shipment and remain valid for negotiation in China until the 15th days after shipment. 此信用证无延展可能，特此提请你方注意该信用证的有效期。 We’d like to bring your attention to the validity of this L/C since there is no possibility for extension. 为使你们熟悉我公司的手工工具，现随函寄上有插图的目录和详细的价目表。 To acquaint you with our hand tools, we hereby enclose the illustrated catalogue and detailed price list. 就到货短重500公斤，我们向你们提出索赔。 We’d like to lodge a claim with you for short weight of 500KG.
1. We confirm ______ your counter-offer yesterday. A. to accept B. having accepted C. accepted D. accepting 2. We highly appreciate _______. A. your kind cooperation B. you cooperation C. that you cooperate D. it your kind cooperating
3. We shall book _______ on the first _______steamer. A. shipment space … ready B. shipping space …available C. shipping space … unavailable D. shipment …available 4. Ms.Smith wrote us last week that our price was _______ and asked us to secure supplies.
A. acceptable B. managerial C. impossible D. unfortunate 5. We feel confident that your orders will be ______ smoothly. A. done B. executed C. made D. affected 6. We find it ______ that you failed to delivery the goods before our selling season . A. regret B. regretful C. regrettable D. regretted 7. Our Green Tea is customarily packed ______ standard boxes, 10 boxes to a carton. A. in B. with C. of D. to 8. The offer _______ goods being unsold. A. remains good B. are valid C. is subject to D. subject to 9. We are sure that our new products may be ______ particular interest to you. A. on B. of C. in D. for 10. We are not in a position to supply you, as the goods are _______. A. without stock B. outside in stock C. out of stock D. no stock 11. _______ is a very favorable payment term for the exporter. A. Cash with order B. Cash on delivery C. Cash against documents D. Payment in advance 12._______ you can reduce your quotations, we shall have to buy elsewhere. A. Before B. After C. Seeing that D. Unless 13. But for their assistance our corporation would not have made such a great progress _______. A. soon than what had expect B. soon than what was expected C. sooner than what was D. sooner than what had been expected 14. Please inform your bank to amend the L/C. We look forward to _______as soon as possible. A. receive it B. receiving C. receive the amendment D. receiving the amendment 15. We prefer your quotation _______CIF New York basis. A. for B. with C. on D. at 16. We are unable to _______ with your request in your letter of Jan. 31, 2002. A. compose B. confirm C. conform D. comply 17. As agreed upon in our negotiations, payment _______ L/C. A. is make by B. is to be made by C. will be D. is by
18. We have arranged with the Bank of Japan, Tokyo, to _______ a credit in your favor to be available until September 30. A. draw B. establish C. make D. quote
19. Please _______ your L/C validity till June 2, 2006. A. extent B. extend C. expand D. effect extension for 20. A container holds 240 bicycles; the whole cargo would therefore comprise 50 containers, _______ 8 tons. A. and each weighing B. each to weigh C. each weighing D. each weighs 1. Our payment terms are ___, irrevocable letter of credit for the full invoice value. A. combined B. confirmed C. committed D. completed 2. Our advice of dispatch was faxed to you three days ago and you ___ it by now. A. will receive B. must have received C. received D. have been received 3. As usual we are going to insure _______ for 110% of the invoice value. A. order B. All Risks and War Risk C. you D. shipment 4. The L/C should be issued through a third country bank in America __ the seller. A. available by B. available to B C. acceptable by D. acceptable to 5. Any ______ information about their financial standing will be valued by us. A. detailed B. detail C. part D. particularly 6. During business, the party who makes payment based on the draft is called ______. A. drawer B. drawee C. beneficiary D. applicant 7. We are ______ your letter of January 8 and will duly act on your instruction. A. upon receipt of B. in receipt of C. receive D. to receive 8. We will keep you ______ for any change in price or delivery. A. inform B. to inform C. informing D. informed 9. Your application for an import license will be rejected ______ you make the mistake again. A. if A B. as long as C. on condition that D. provided that 10. We enclose our invoice amounting to USD2300.00 ______ the first consignment per s.s. “Haihe”. A. include B. paying C. covering D. compose 11. The automatic washing machines ______ Order No.AE953 are now ready for
shipment. A. on B. at C. above D. under 12. To our regret, we find the machines arrived to our port ______ such a bad condition. A. in B. on C. at D. by 13. We should be glad if you would send us , ______ 30 days’ approval, a selection of your rugs. A. at B. on C. for D. with 14. The clocks you required are out of stock now, we have put your items on ______order. A. trial B. delay C. back D. repeat 15. We require the goods be delivered in two equal ______ by direct steamer. A. weights B. sizes C. colors D. lots 16. The letter of credit in our ______ is advised by Bank of China, Zhejiang Branch. A. payment B. desire C. favor D. choice 17. We have lodged a claim _______ ABC ＆Co. _______ the quality of the goods shipped _______ m. v. “Peace”. A. against…for…by B. with…for…under C. on…against… as perD. to…for…per 18. The goods under Contract NO. 3617 left here _______. A. in a good condition B. in good conditions C. in good condition D. in the good condition 19. Our best quality products will find a ready ______ in your area. A. market B. order C. customer D. consignment 20. A franchise of 5% means claims are payable only for the part of the loss ______ 5%. A. above B. below C. equal to D. of