国际商务信函写作参考答案董晓波

1、Keys ( 参考答案) Unit 1 Introduction to Business Letter Writing(Omitted)Unit 2 Establishment of Business RelationsI. 1. 扩大业务关系 2. 国有3. 另邮 4. 一系列小册子5. 下订单 6. 独家代理 7. 我方谨慎研究 8. 在行业中9. 稳定的货源 10. 试订货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绍，我们得知贵公司的名称和地址。2.枫叶公司向我方介绍了贵公司。3.我们愿和贵公司建立业务关系。4.我们经营的商品主要是工艺品。5.我们特此致函是想与贵方建立业务关系。6.我们的产品享有很高的信誉。7.我公司是一家大型外贸公司，从事进出口业务已有近20年，信誉良好。8.来函收悉，得知贵方愿与我方建立业务关系，我们表示同意。9.如果你们能将你们的销售统计资料寄给我们，那可就太有帮助了。10.我们希望你们能将相关资料寄给我们。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. 财务状况2. 资信调查机构3. 最大数目的赊账4. 严格保密5. 履行义务的信誉6. 对信息保密7. 履行订单8. 渣打银行9. 随时告知某人某事1

10、0. 调查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. 如果所提供的资信证明人是银行，你必须通过你的所在银行向相关银行进行查询。2. 如果你能告诉我们XX 公司的信用状况和声誉，我们将不胜感激，这些将帮助我们对他的申请做出判决。3. 我们建议您通知您的客户与Kasu Trading Corp.进行业务往来时一定要十分慎重。4. 你们调查的那家商行是我地区一家最可靠的进口商，这归功于他们经营业务的稳妥和诚实。5. 我们很遗憾没法向你方提供该商行的相关信息，因为我们只有过小额交易。6. 我们接受你们的保证，对我们提供的材料予以绝对保密，很遗憾不能给

12、你们提供更多的帮助。7. 该商行管理不善，不能按时结账。因此，该行大部分的供应商要么给予金额有限的短期贷款，要么就是凭现金交货。8. 该商行声誉好，资金雄厚，值得信任。9. 过去四年来我公司一直定期向你公司订货，殷切希望你公司能允许我公司提出你公司作为我公司的两位资信证明人之一。10. 兹附上写好地址的回函信封，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. 支付条款2. 数量折扣 3. 盈余，利润幅度4. 代表5. 促销 6. 另邮 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. 相信我公司的对外贸易经验以及对国际市场的熟悉，可使我们有资格得到你们的信任。2. 为了使你方对我们经营的电子产品有所了解，我们另行航寄给你方一些册子，以供你方参考。3. 我们专营中国轻工业产品出口业务，愿与贵方在这方面开展贸易。4. 可否给我们寄来一份铁质工具的目录，并告诉我们付款方式？5. 鉴于我方市场对此类设备的需求日增，务必请你们考虑给予特别折扣。6. 此地的几个用户咨询有关厨具的信息，请尽快寄来你方的出口目录为

19、盼。7. 我们对你方产品大部分都感兴趣。目前我们只对你方的自行车有意。这项产品我们过去经常大量进口。8. 我们了解到你方在玻璃器皿生产方面享有很高的声誉，故请寄来你们现有产品的具体信息、批发价和批量订货的折扣情况。9. 我们的客户是一家大型市内超市，习惯于批量购买。所以，如果你方价格有竞争力将能得到他们的大量订货。10. 我们想要购买钟表产品，如你方能寄来最优报价，不胜感激。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. 作为报答，回报2. 销售条件3. 收到4. 报价5. 按

26、照6. 每年总购买量7. 类似产品8. 向某人报盘9. 使某人确信，向某人保证10. 递加佣金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. 我方的价格极具竞争力，我们认为及早在美洲市场推销对你方有利。2. 贵公司将会从我方价格表中看到，我方向贵公司提供了物美价廉的商

28、品。敬请贵公司向我方订货，我方会精心关照。 3. 按贵公司要求，我方向你方报5000台笔记本电脑，成本加保险费、运费到香港每台8000元人民币，以我方最终确认为准。4. 请注意，付款是保兑的、不可撤销的、见票即付的信用证支付。5. 我方对贵公司的自行车很感兴趣，但令人遗憾的是贵公司价格要比其他供应商的类似产品高出约6%。6. 非常遗憾我方不能接受贵方报盘，我们现已低价从其他供应商处购进。7. 如果你方能订购5000打或5000打以上，我们将给予10%的折扣。8. 如果你方将报价让利3%，你们的价格便相当有竞争力。9. 该报价是2000美元以下的订货价, 对于2000美元以上的订货, 我们给予5

29、%的折扣。10. 鉴于此产品的大量需求，我们建议你方尽快下订单。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. 拒接订单 2. 装运，装船3. 确认订单 4. 供应现货5. 替代，替换 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. 非常感谢贵方6月5日附有式样及价格表的来信，我方已决定订货并很高兴附上342号订货单。2. 因目前我方已购进一段时间内所有需要的货品，所以非常遗憾不得不撤销与你方的订单。3

38、. 我们很遗憾地告知你方，因我们的购买商不同意按你方500美元价格成交这笔订单，因此我们必须撤销此笔订单。4. 鉴于贵方急需此货及贵我双方的友好关系，尽管目前供货紧张，我方决定接受贵方订单。然而，我方能这样做是因为我们推迟了另一家客户的交货期。5. 我们将记住你方的询价，一经能接受新订单定与你方传真联系。6. 因我方的价格已降到极限，所以无法满足你方进一步降价的要求。7. 我们很感激你方的合作并相信这批订购的货物会使你方完全满意。8. 十分感谢你方首次订购，希望此次订单成为双方长期友好往来的开端。9. 请放心，我们将按照双方商定的条件执行你的订单。10 我们明确该首批订货将在8月30日前及时运

39、抵此地。如果交货迟于此日期，我们保留取消该订单的权利。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. 预付货款 2. 信汇3. 托收 4. 即期汇票5. 资信情况 6. 凭单证付现7. 直达船 8. 跟单信用证9. 分期付款 10. 领事发票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. 我们确认你方的支付条款，即为不可撤销的、即期汇票付款的信用证来取代即期付款交单的支付方式。2. 请通过电汇方式汇出10%的第一期付款。余下款项将通过三次分期付款完成。3. 你公司月日年开的发票有误，因此，我公司并未付款，请原谅。4. 按你方要求，我们破例接受即期付款交单，但只此一回，下不为例。5. 开信用证花费很大，对我们这样的小公司来说，对资金周转影响太大。最好还是采用付款交单或承兑交单付款方式。6. 为了做成这笔交易，我方准备接受50%用信用证，余额部分用即期付款交单方式支付。7. 对此试订单，我方建议你方在收到货后向我方开出即期汇票或邮政汇票。8. 随函寄去由

47、中国银行开出的面额为美元的第号支票来偿付你方发票号为的款项。9. 十分遗憾地通知贵方，尽管我方非常渴望能够为发展双方贸易创造条件，但恕无法接受承兑交单方式。10. 望贵方严肃对待自己的贸易声誉，立即开立信用证，否则所有因贵方过失导致的损失将由贵方负责。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.敬启者：我们已经收到你方10月8日的来信，注意到你方用电汇支付339号、340号合同的要求。很遗憾地告诉你方，我们不能接受你方电汇付款的要求。最为惯例，我们要求用信用证支付。但考虑到这两笔交易的金额很小，最为一个例外，对于合同339号和340号，我们打算接受即期付款交单方式。但我们觉得有必要明确，只有每笔合同金额少于1000英镑时才能采用付款交单方式。我们希望你们将接受上述付款条件，并尽快收到你们的回复。 谨启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.副本提单 2. 定程租船 3.预计离港时间 4.速谴费 5 .舱位 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. 我方迫切需要这次订货，故请贵方加快装运。2. 贵公司订购的货物我方均有现货，保证在十一月份将货物装上第一条便船。3. 谨告知你方须对由于迟装或包装不当而产生的任何损失负责。4. 由于货物还未运出，我们必须要求你方尽快发货。如你方未能在规定的时间内执行订单，我们将取消订货。5. 我们一直尽最大努力争取在下周内发货。同时，对于发货延误给你方带来的不便表示我们的歉意。