国际商务英语写作参考答案.doc

国际商务英语写作教材练习参考答案Chapter OneClassroom activity参考答案：Morris Docherty & Company Limited200 Regent Street, Oxford OX43 19TNFOGLAMPS18 May 2006Our ref: TR/0058 The Sales Director L.A Bird & Sons Ltd. 4-6 Bell Lane London WC17 10ZAttention: The Sales DeptDear Mr. Jenkinson,Re: Cars and MotorcyclesIn response to your inquiry of 12 May, we wish to inform you that a copy of our illustrated catalogue, price list asked for in your above letter have been airmailed to you separately.The prices quoted are understood to be on CIF London basis. A discount of 10% may be allowed if the quantity for each specification is more than 100. Our terms of payment are by an irrevocable L/C, available by draft at sight.By the way, we wish to inform you that our newly-developed motorcar ITM005-12 has become very popular on the world market because of their durability and reasonable prices and it has been difficult for us to meet the increasing demand. However, if you place your orders before the end of this month we assure you of our prompt shipment.We look forward to receiving an order from you soon. Yours faithfully,P. ZhouSales ManagerEnclosure: 4 price-listsC.C. Our branch office in LondonP.S. The illustrated catalogue will be airmailed to you tomorrow.Exercise A 参考答案：（1） We would be pleased if you could let us know your address.（2） Thank you very much for your reply. （I really appreciate your kind help./Your kind help is highly appreciated.）（3） Please remit payment within one week so that you can maintain your credit rating.（4） If you had taken proper care of the shipment, there would have been no damage.（5） I am very pleased to tell you that we have approved your application.（6） Three factors influence the conclusion of the contract.（7） I am pleased to inform you that you will be able to receive a full refund of deposit if you return the goods within a week.（8） I look forward to hearing from you soon.（9） As your contract has lapsed, we cannot do as you request.（10） At the New York meeting, I agreed to your request that we postpone the decision on whether to represent Haier Ltd.Exercise B 参考答案：Dear Sirs,Thank you for your letter of (date). While appreciating the quality of your cigarette lighters, we find that your price is too high for us to accept. We have received a quotation from a German company and they quoted us a price approximately 15% lower than that of yours. We are of the opinion that the quality of their products does not measure up to that of yours, but the gap in price shouldnt be so big. To accept your present quotation would mean a heavy loss to us, not to speak of profit. We would, however, very much like to place further orders with you if you could bring down your prices by 12%. Otherwise we can only switch our requirements to other suppliers. As the market is declining, we recommend your immediate acceptance of our requirement. Yours faithfully,Signature Exercise C 参考答案Vogel Energy Co. Ltd.788 Canton Road, Kowloon, Hongkong, SARTel: 78965432, Fax: 89087650June 7th, 2006Our Ref: VJ008-12VOGEL ENERGY COMPANY LIMITED 2782 Harvard BoulevarLos Angeles, CA 90007USADear Mr. Beare，Subject: Our Latest CatalogueThank you for your inquiry of June 9th, 2006, asking for the latest edition of our catalogue. We are pleased to enclose our latest brochure which explains the aims of our organization.If you have interest in our work, please fill in the form attached to the enclosed leaflet. An annual subscription of HK100 brings full membership, all issues of our journal and any other occasional publications. If you require any further information, please let me know. We look forward to welcoming you as our customer. Yours sincerely,Jenny Liu (Miss)C.C.: Mr. JohnsonP.S.: We shall meet you in Hong Kong next week.Exercise D 参考答案：The main purpose of this letter is to give the recipient the good news that his application for a loan has been approved, so in the revised copy, the writer wisely begins the letter with a positive and pleasant note, which creates a good mood for the letter. In the second letter, the domineering tone is replaced by a polite tone. Besides, the use of “Mr. Brown” at the beginning of the third paragraph gives the letter some personal touch, and several positive words are used to replace some offensive words or phrases.Chapter TwoClassroom activity参考答案:Merits: The letter is concise and all the relevant information is covered, although very briefly. Each paragraph deals with one topic. The reader is clear what reaction he should make after reading the letter.Demerits: Every paragraph should be indented as there is no double space between paragraphs. The subject is too general and not attractive enough.Exercise A 参考答案：(1) We learned your esteemed company and address from the Commercial Counselor of Japanese Embassy in Beijing, China.(2) We are a major exporter of computers in our locality with ten-year experience in dealing primarily in this line and are now desirous of expanding our business to our neighboring countries.(3) We enclose a complete set of leaflets showing specifications and packaging, hoping that it will give you a general idea of the products we handle.(4)We take the liberty to write to you in the hope of building up a long term business relationship with you.(5) We learnt that you are a potential customer of Chinese electronic products, and these items fall within our business scope.(6) It would be appreciated if you would kindly send us your Directory of Importers so that we might be able to get in touch with the parties concerned. We would also be greatly obliged if you would include our wishes in your next publication.（7）Being closely connected with reliable wholesalers in our city, we shall be able to do considerable import business with you.（8）It is hoped that by our joint efforts we can promote business as well as friendship.Exercise B 参考答案：From: To: Subject: 无主题 (The subject is necessary as this is an initiating letter)Dear Sirs,We have your nameand addressbycourtesy of Mr. smith (Smith) who are (is) your old client. We know that you are one of the leading importers of furniture. We are now writing to you for the establishment of business relations.Our company has been in this line of business for many years and enjoys high international prestige. We approach you today in the hope of establishing business relations with you (The purpose of this letter has been stated in the first paragraph, so, it should be removed) and wish, by our joint efforts, to enlarge our business scope (This part should be placed at the end of the first paragraph). Our company are (is) of very good quality (A company, not its products are of good quality?) and our firm is always regarded by our customers as the most reliable one. (Its better to place this sentence at the beginning of this paragraph, following the first sentence)We are looking forward your early reply.Yours faithfully,(Always remember to sign at the end when writing business letters)Comments: This letter is too simple and not enough message is given. The writer should include more useful and attractive information in this letter so that the recipient may give a prompt and positive reply.Exercise C 参考答案：Dear Sirs,We are indebted to your Commercial Office in Beijing, _from_ whom we learn that you are a _leading/major/chief_ importer of electric goods in your country. As this item falls _into_ our business scope, we are pleased to _approach_ you for the _establishment_ of trade relations with you.In order to _familiarize/acquaint_ you with our business lines, we enclose a copy of our export list _with_ the main items now _available_ for export. If you are interested in any of the items, please _contact_ us and we shall be glad to make you an offer.Your early reply will be highly _appreciated_.Exercise D 参考答案：Dear Sir/Madam,We learnt from the Internet that you are the biggest beverage producer in China and you wish to purchase commodities with good quality and reasonable prices from different channels. We have the pleasure of introducing ourselves to you as a chief manufacturer of plastic bottles and are writing this letter to express our hope to be a supplier of your company. The quality of our bottles is good and reliable. We have all the necessary licenses, certificates and qualifications you listed in your advertisement. The copies of these documents will be mailed to you soon. If you need any other information, please let me know and I will forward it to you at the earliest possible date. With reference to our credit standing, you may refer to Bank of China, Zhejiang Branch.Your immediate response will be highly appreciated.Sincerely Yours,(Signature)Chapter ThreeClassroom activity参考答案：Dear sir:We are an importer of electric cranes. We learnt from Mr. Harcliffe that your new model XP-9804 is much more efficient than XP-9801. We were also told your quotation for the new model and hope the price doesnt change.We wish to place a trial order for five sets. We also expect you to offer us some favorable business terms if we place larger orders. We are in a heavy demand for this type of cranes.Please confirm the sale and tell us your earliest date of shipment possible and other relevant business terms. Your early reply will be highly appreciated. Yours sincerely,Joe TangExercise A 参考答案：(1) If you can do everything _the writer requested, introduce the goods news early.(2) If you can only partially meet/satisfy the writers request, first say what you can do ; then explain what you cant do and why.(3) If you are unable to supply anything requested, open your letter with an expression of appreciation, then proceed to the _bad news_.(4) Use every opportunity to win the inquirers goodwill, whether your response is favorable or _unfavorable_. In other words, go out of your way to _be helpful_.(5) Personalize your message in such a way that the _recipient_ feels that you are honestly glad to be _of service_ disappointed that you cant help.(6) When sending printed materials, refer only to the features you think will _interest_ your reader most. Dont _repeat_ in your letter everything that has been said in the printed material.Exercise B 参考答案：(1) We take great interest in your electric heater, especially model F for office use. Please send us a copy of relevant catalogue and current price list.(2) We have received your quotation for portable CD player. We would be much obliged if you could send us a copy of your catalogue and a price list.(3) We happened to find your Lucky camera in a local store, who gave us your company address.(4) We visited your booth at Zhejiang Import & Export Exhibition last spring. We are now writing to inquire bout your mouse and its relevant information.(5) We are very much interested in your Model WXY-05 fax machine. We would be very grateful if you could send us your catalogue.(6) We will place large regular orders with you if your delivery date is reasonable.(7) Thank you for your letter dated 26th of October and we are appreciative of your interest in our products.(8) Thank you for your inquiry dated May 5, 2006 and we are very pleased to send you samples of our goatskin bag and the price list respectively.Exercise C 参考答案：(1) 我们从波斯顿环球日报的一则广告中得知，贵方是玻璃艺术品的出口商，故在此冒昧要求贵方给我方寄来广告中的产品样品。(2) 我方是纺织产品的大型进口公司。我方认为，如果贵公司提供的价格合理，该产品在我国有广阔的市场前景。(3) 请告知我们贵方所有电脑的技术特点并请报台湾FOB价和雅典CIF价，以及与贵公司合作的其他条件。(4) 如果贵方能保证价格合理，品质优良，交货及时， 我方将向贵方大量订购该货。(5) 为使贵方能够更好地了解我公司的地毯，我方将很乐意随信同寄设计时尚的尼龙地毯样品一份。(6) 随附我方最优惠的CIF上海报价， 包括5%的佣金和最早的装船期。(7) 根据贵方要求，所有细节如随附的CIF 基隆港报价单上所示，并另外单独给您寄去一套完整的目录本。(8) 我们的各种产品都是畅销货，而且品质优良，值得赞赏。Exercise D 参考答案：Dear Sirs.We warmly welcome your enquiry of （a date）and thank you for your interest in our wooden products.As requested, we have sent to you, by airmail, an illustrated catalogue and the latest price list you asked for. As for the payment terms we usually accept confirmed, irrevocable L/C by draft at sight. The earliest date of shipment is one month after we receive your firm order.Our company has been handling these goods for many years and they enjoy great popularity in the world market. We are sure that when you see our goods, you will find they are excellent in quality and reasonable in price.If you need more information about our company or our goods, please do not hesitate to contact us. We will do our best to meet your needs.Yours sincerely, Chapter FourClassroom activity参考答案：From: To: Subject: Countercounter-offerDear Miss Chen,We thank you for your letter dated May 21st, but regret that we are unable to accept your counter-offer. According to our market investigation, the present prices of the personal computers that you want are much higher than you expected. We would like to cut 5% (FIVE PERCENT) off on the basis of our first discount. This is the most reasonable price we can offer at present, and any further reduction on our side is out of the question. You can rely on us that the quality of our products will give you every satisfaction. We can assure you that you can hardly get this model of computers at a lower price from other firms. And there is another thing that will please you: we have decided to present computer desks for promotion. We sincerely hope that you will place your order as soon as possible, because there is a great demand for computers of this model and our stock may be exhausted in the near future. Your early reply will be appreciated! Yours faithfully, Davina Exercise A 参考答案：(1) B (2) B (3) D (4) D (5) A(6) B (7) A (8) C (9) A (10) AExercise B 参考答案：1) It is understood that the above prices are quoted on FOB Shanghai basis and are without engagement, subject to our final confirmation.2) Your attention is drawn to the fact that we have not much ready stock on hand.3) To step up trade, we, on behalf of our clients, make the following counter-offer, which is subject to your reply reaching here by August 26.4) We could place large orders if you could reduce your price to a level comparable with that of your competitors in this market.5) Information indicates that the prices will continue their downward tendency. We hope you will see your way to make a reduction. If not , wed like to buy from elsewhere.6) Our offer is realistic, which is based on reasonable profit, not on wild speculation.7) If you still feel you cannot accept our offer after a further thought of the matter, we do hope it wont prevent you from cooperating with us on some other occasions.8) We shall always be pleased to hear from you and will take into careful consideration any proposal likely to result in business transactions between us.Exercise C 参考答案：Dear Sirs,We acknowledge receipt of your letter of June 1, offering us 1,000 dozen of No.208 blouses at $25.00 per dozen. We regret to inform you that the client in Geneva has found your price much too high. Information indicates that similar articles have been sold there at approximately $18.00 per dozen. We do not deny that your blouses are slightly better in tailoring, but the price difference should in no case be as big as $7.00 per dozen.To step up the trade ,we, on behalf of our client, counter offer the following, subject to your reply here on September 20: 2,000 dozen of No.208 blouses at $21,00 per dozen CIF 2% Odense by cargo-ship with transshipment at Singapore, other terms as your letter dated June 1, 2006.As the market is declining ,we recommend your acceptance. Very truly yours,Exercise D 参考答案:Dear Sir/Madam:We acknowledge receipt of your letter of January 15, 2006, in which you made an offer for 300 metric tons of glutinous rice.While appreciating the quality of your rice, we are sorry to say that your price is too high and out of line with the prevailing market here. Should you be prepared to reduce your quotation by 5%, we might come to terms.We wish you will reconsider your price and give us a favorable reply soon. Sincerely yours,Chapter FiveClassroom activity参考答案:This is a good follow-up letter, in which the writer reviews what he has already done for the recipient first. Then he tries to impress the reader by sending him some further information in order to encourage this prospective client to place an order.Exercise A 参考答案：（1） 我方愿向您提供我们的“箭牌”系列产品， 该产品品质很高， 一定会提高您的声誉。（2） 将我方产品质量与其它供应商的产品质量进行公平对比后，你就会确信，我方的报价是很合理的。（3） 如果贵方仍然认为不能接受我方的报价，我们希望这不会妨碍您以后与我们接洽。（4） 我们经常从主要的零售商和服装制造商手中获得订单，这已清楚地表明该品牌广受欢迎。（5） 您六月十四日信函中的报价留给我们太小的利润空间，事实上，比其他销售同质量产品的竞争者的利润额度都低。（6） 如果这次试订单能使我们的客户满意，我方向您保证会向您再次订货，并增加订货量。（7） 既然我们目前不能提供您所需要的产品，我们有意向您推荐如下的类似产品。Exercise B 参考答案：depend, final, personal, technical, involve, wholesalers, tend, stimulate, create, advertising, effective, provedExercise C 参考答案：Dear Sir/Madam:Thank you very much for your inquiry of (date).In reply, we introduce our products as follows. The tests of our Galaxy air conditioners in 100 business offices have proved that installation of our conditioners in offices may increase