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Appendix1KeystoexercisesChapter31.我们从中国国际贸易促进会得知贵公司的名称和地址。我们愿意在平等互利的基础上与贵方建立贸易关系。感谢你方及时答复。我们将调查一下你方这种新产品的销售可能性。新型号一上市,我们定将和你方联系。随函寄去我方价目表两份。他们将同有关部门联系此事。贵公司已由日本东京商会推荐给我公司。九月十七日邮件已收到,谢谢。我方愿意与你方商讨扩大贸易的可能性。我公司经营电子产品的进出口业务,希望与贵方建立商业关系。我们相信,贵我双方的业务将随着时间的推移而得到发展。我们得知你们是动物副产品的大供货商。如你方能帮助我们的产品开拓你方市场,我们不胜感激。我们愿意在平等互利,互通有无的基础上与贵5建立业务关系。我们乐于向贵方介绍我们自己,我们是专门从事各种编织服装的专业公司,愿与贵方建立互利的业务关系。2.Wearegratifiedtolearnfromyoure-mailofSept.17ththatyourareinterestedinourartsandcrafts.Weshallbeobligedifyouwouldsenduspatternsandpricesofyourproducts.Wewouldliketoextendourbusinesswithyouinthisline.WelearnthroughtheCommercialCounselor'sOfficeofourEmbassyinyourcountrythatyouareinterestedinChinese-madetoyanimals.ThroughthecourtesyofJapanExternalTradeOrganization,wehaveyournameasafirmwhoisinterestedindoingbusinesswithusinthismarket.I'minterestedinyoursilkblouses,astheyarebrightlycoloredandbeautifullydesigned.Yourdesirecoincideswithours.ThistradefairoffersusagreatopportunitytointroduceournewproductsWearepromotingthisproductinyourmarket.Youwererecommendedtousbyareliablefriend.Weareleadingexportersofchemicalsinthisregion.Wewouldlikeyoutosendusyourcatalogandprice-listforourreference.Wearetryingtofindamarketforthisarticle.WhatarethechiefexportsofCanada?Wehavebeenmanyyearsinthechemicalline.3.敬启者:承蒙美国波士顿斯密史公司向我方提供了贵公司的名称和地址,现在我们给你方写信并希望同你方建立贸易关系。我们多年来一直在进口工艺品。目前,我们对中国各种各样的工艺品感兴趣,很想获得你方的目录和报价。如果你方的价格做得开的话,我们相信能成大生意。盼望早日收到你方的来信。敬上4.DearSirs,WehavecometoknowthenameofyourfirmfromtheInternetandtakepleasureinaddressingyouthise-mailwiththehopeofestablishingbusinessrelationswithyou.Wearespecializedintheimportationofsteelproductsinwhichwehavehadover30years'experience.Weshallbegladtoreceiveyourimmediateoffersontheaboveproducts.Wehavereadybuyersofthesecommoditiesandifyourpricesareinline,wehaveeveryreasontobelievewecanplacelargeorderswithyou.Itisimportantthatyousendusregularofferssoastokeepusingoodtriminourdealingswiththecustomers.Anticipatingyourkindco-operationandawaitingyourreply,weare.Yoursfaithfully,5.with,2.to,during,3.to,on,of,4.beyond,5.on,to,6.on,than,8.in,9,of,with,10.for,between,at,Chapter41.我那位才十几岁的女儿热中于时尚。洗衣机坏了,不得不送到生产厂家去修理。这些毛衫是百分之百羊毛的。我们对中国的工艺品感兴趣。我们已经开发了十种型号。这些图案会适合西方人的品味。如能得知下列货物的最低报价,甚感荣幸。贵方7月8日关于续订我方海产品的询价悉,有幸报价如下。相信以上能为贵方接受,等待贵方来试订。我们将送上市场报告一份,以供参考。你可以按合同价格除去佣金开发票。我们已随函收到可供出口的轻工产品的详细价目单。样品仅供参考。我们很高兴向你方订购50吨干土豆片。我们从可靠的来源获得了这项消息。2.Quotationsheetwillbesentuponreceiptofyourspecificenquiry.Youareverymuchobligedbyyourenquiryforlamp-shades.Wearestudyingthelistofyourcommoditiesandwilladviceyouofourpresentinterest.Whatmodelsdoyourcustomersprefer?Willyoupleasefindoutthepricesinyourmarket?Ihavelittleinformationaboutyourproducts.Itwillbeappreciatedifyouwillforwardussamplesandtherelativepamphlets.Tospeedupmatters,pleasequoteusbyfaxbefore25thOct.WehavepleasureinenclosingourEnquiryNo.123againstwhichyouarerequestedtomakeusanofferonFOBbasis.Weshallbepleasedifyouwillfurnishuswithyourlowestquotationsforthefollowing.Theshipmentwasover-invoiced(short-invoiced,underinvoiced)byUSD200.Pleaseletushaveyourprice-listcoveringyourtypewriters.WewouldbeonlytoogladtomakeoffersonRMBbasis.Thisisthebestsellingiteminthisline.Supplynowexceedsdemandonourmarket.3.DearSirs,WearemuchinterestedinyourFlightBagNo.12shownonpage3ofyourDecembercatalogue,andwouldliketohaveasamplebag,preferablywith“HawaiianAirlines”insigniaprintedonbothsidesofitandalsowithitsCIFHonolulupriceinUSdollars.ShoulditbeSatisfactory,wewillplaceanorderforatleast2500dozenwithyou.Yourpromptattentiontothismatterwillbemuchappreciated.Yoursfaithfully,4.敬启者:谢谢你们1月11日来函询问我们的第12号帆布小提包。按照你们的要求,我们已于今日航寄第12号帆布小提包的样品和相应的价目单。“夏威夷航空公司”标志用手工绘制在提包的两面,示意该标志的位置和尺寸,但在实际生产时,将会印刷得更为精致。但愿我们的产品在各个方面都能令你们满意,同时相信你们不久就会给予我们一个为你们服务上午机会。敬上5.1.world2.utilized3.different4.trade5.and6.have7.a8.it9.grow10.importChapter51.1这是我们的实盘。我认为我们的报价是合理的。我可以保证给你们的是最低价。其他供应商会比你们的报的价低10%。5抱歉,我们不能接受你们的报盘。6这笔交易的达成对我们双方的利益都有好处。我希望能找到更多的货源。近几年,硬件价格涨幅很大,但是我们的价格变动不大。如果你方价格合理,我可以马上订货。鉴于我们长期的贸易关系,我们总是尽力满足你们的需求11我方产品以质量上乘,包装美观著称。12除有效期从2002年1月1日延至2004年1月1日外,本协议的其他条款不变。你方能向我方报5公吨苦杏仁的实盘吗?请报现可供出口的农产品价。你能弄清你地市场的价格吗?2.Weareputtingourmoneyatriskifwedon'tknowthemarketverywell.Willyoupleasemakealistofmajorbuyersandtheircontacts?HaveyoueverthoughtaboutpromotingourproductsinUSA'smarket?Ourgreatestconcerniswhetheryourpriceiscompetitive?Pleaseletusknowwhatdiscountyoumaygrantusifweplaceanorderfor100sets.Thesepricesaresubjecttoyourorder.Isthereanypossibilitythatyoucutyourpricetoourlevel?Weregrettotellyouwecan'tentertainyourcounter-offer.'Ourproductcombinesmanyfunctionsinone.Itisahigh-gradeproduct.Thisproductofoursrepresentsthedevelopmenttrendforthenextdecade.Wehavebeenengagedinsilkproductionforthepast30years.WehopeChina'seconomycancouplewiththeglobaleconomy.Canyoumakeanoffer,C&FShanghai,atyourearliestconvenience?Generallyspeakinganinquiryismadebythebuyerandthereisnofixedformforit.Asatokenoffriendship,weacceptyouroffer.3.敬启者:感谢你们3月15日对涤棉混纺男士衬衫的报价。由于此地竞争非常激烈,你方报价留给我们的利润太少,因而我们无法接受,抱歉。事实上,我们已从贵国另一位供货商那里获得更有吸引力的报盘,价格约低于你们10%。但是,考虑到我们之间的长期业务关系,我们建议你们减价8%。请你们注意,上述产品是我们长期需要的商品,我们希望很快再向你们订购。期待佳音。敬上4.DearSirs,WearegladtoreceiveyourfaxofJanuary30thaskingwhetherwecansupplyyouwithArt.No.BD-0602.However,weregrettotellyouthatthesaidarticleisnotavailableowingtotherushofordersInordertomeetyourdemand,wewouldrecommendanexcellentsubstitute.Itisasgoodastheinquiredarticleinquality,butthepriceis15%lower.IthasalreadyfoundareadymarketinallovertheEurope.Wearesureitwillmeetwithwarmreceptioninyourcountryaswell.Fulldetailsofourexportpricesandtermsofbusinessareattachedwiththisfax.Ourillustratedcataloguesandsalesliteraturearesentbyseparatepost.Youmaybesureofourimmediateattentiontoyourorder,whichwelookforwardtoreceiving.Yoursfaithfully,5.into,on/in,2.from,that,3.around,by,4.Inviewof,in,5.for,to,well,7.general,8.itself,9.last,10.it,Chapter61.1.我们很高兴通知你们,我们接受你们的报盘。2.我认为我们的价格与世界市场行情是相符的。3.我们会尽快送上销售确认书。4.这是你们根据国际市场行情报的最优惠价吗?5.据了解,你们是东方地毯的有潜力的买主。6.问题是厂方的订单已排满了。7.已收到贵公司9月28日来函,在此确认台式计算机500台的订单。8.承诺是通过行为而不是沉默来表达的。9.协议是商业活动的基础。10.们的报价公平合理,我立刻接受。11.所产的台布在我国市场上畅销。12.我们双方各让一步,生意就做成了。13.我希望你不要错过了这笔生意。14.我们十分愿意按通行的国际市场价格向你方报价。15.我们所报的货物都是畅销的。2.Inviewofourgoodcooperationoverthepastyears,wearepreparedtoreduceourpriceby2%.Thisisourrockbottomprice.Wecan'tloweritanyfurther.Weusuallydon'tgrantanydiscountforsmallquantities.4.Icanassureyouthatyou'llfindverygoodprospectsinourproducts.Thisisthenewestexportitemforthisyear.Themarketatourendhasbecomeprettycompetitive.Inordertosellsuccessfullythere,yourgoodswillhavetobecompetitiveinpriceaswell.Howaboutthesupplypositionofyourproducts?Wehaveasteadysupplyformostofourproducts.Weintendtoorderlargequantitiesofthesametypefromyou.10.Ifyouwishtoavailyourselfofthisofferwhichwecankeepvalidforfivedaysonly,pleasefaxyouracceptanceimmediately.Wehaveshownmaximumflexibilityinordertobridgethewidegapexistingbetweenthetwosides.WeencloseamendmentadviceofL/CNo.50.Whatistheirfinancialstanding?Theycountedonimportstostimulatetheireconomy.Accumulatinginformationisconductivetosuccessinbusiness.3.敬启者:感谢你们三月六日向我方订购200台蝴蝶牌缝纫机。我方欣确认接受此订单并随函寄去成本、保险费加运费旧金山价,总价值为二十万美元的形式发票。请安排开立以我方为受益人的不可撤销的信用证。一收到信用证,货物即刻装运。希望每一件事情你们都能满意。盼望与你有更多的合作机会。敬上

4.DearSirs,Weappreciateverymuchyourconfidenceinourrangeofelectricappliances.Thereisanexceptionalhighdemandforelectricfansduetotheprolongedhotweatherduringthisseason.Wearenowoutofstockofthemakeyouordered.However,themanufacturerhaspromisedusafurthersupplybytheendofnextmonthandifyoucouldwaituntilthen,wewoulddeliverpromptlythegoodsyouneed.Sincetheyear1990,ourcorporationhasmanufacturedqualityelectricproductswhichhaveenjoyedincreasingmarketsinmanycountries.Underseparatecoverwehavesendyouanewsamplebookofsimilarelectricitemswehaverecentlyproduced.Asoneofourregularcustomers,youwillbeabletoearnaspecialdiscountof2.5%providedthatwecouldreceiveyourorderbefore20thofthismonth.Yoursfaithfully,Wearelookingforwardtoearlyopportunitiesofservingyou.Yoursfaithfully,5.4.under,of/for,9.with,for,5.4.under,of/for,9.with,for,5.in,10.of,in/on,of,to,7.of,to,8.in,in,Chapter71.我们多年来一直从事玩具贸易。我们的产品质量总是一等的。这种设计有多种颜色。我们的客户对你们的产品质量满意。这种品质如此优良的产品还是相当便宜的。该产品质优价廉。我们的真丝服装最好卖,每年都卖得很快。这次公司派我来,就是要我跟你谈谈商品的质量、数量及其他细节目前对此种等级的货物仅有小数量的询盘。他们进口不仅品种多,而且数量大。2.Thisisahighqualityproduct.Wecansupplypillowcoversinawiderangeofdesigns.Ifoundyourproductsveryattractive.I'llcheckouthowmuchwehaveinstock.Theseproductsaregaininginpopularityoftheirfinequality,competitiveprices,andourhonestdealings.Themoisturizerwedealinwasawardedagoldmedalataninternationalexposition.Yourproductslookgood.Bothsizeandsurfacemeetourspecifications.WearewellacquaintedwiththemarketconditioninJapan.Thequalitydoesnotsuitthepurpose.Ourproductcombinesmanyfunctionsinone.It'sahigh-gradeproduct.3.A2.D3.A4.C5.C6.D7.D8.C9.B10.AA12.A13.C14.D15.A16.A17.C18.C19.D20.AChapter81.我们要求将每件毛衣装一个塑料袋,每5打装一有防水衬里的纸箱。每一打钢笔装一盒,200盒装一个木箱。每50公斤花生装一麻袋。在随附的单子上我们列出了关于包装和标志的具体要求。改进包装不仅能节约劳力和成本,也能促进销售。对于你方指定的包装,我们要增加收费,因为这需要额外的劳力和费用。你们的包装必须适合海运,并且足够牢固,以经受得住运输途中的野蛮搬运。汽车展览会上展出了今年所有的新型号。我们的“玫瑰”系列皮革产品在西欧国家很畅销。很遗憾,你们运来的我方758号订单的货物与双方谈定的规格不符。2.Eachshirtispackedinapoly-bagand10dozentoabox.Thechairsarepackedtwopiecestoacarton.Wehopethesepackingrequirementscanbemet.Allboxesaretobemarkedasusual,butpleasenumberthemconsecutivelyfromNo.11.Theexporterhastogivedueconsiderationtothepackingofthegoodstobeshippedabroad,andtryhisbesttopackthegoodsinaccordancewiththeinstructionsofthebuyer.Incaseyourshippingmarksarerequired,yourordershouldclearlyindicatesuchmarksandreachusonemonthbeforetheshipmenttime.Theaboveinformationisgivenonlyforyourreferenceandwithoutanyresponsibilityonourpart.Wecantake300cases,with50bed-sheetstothecase.Whatkindofgoodsdoyouwant,knitgoods,sportswear,T-shirts,orunderwear?Theenclosedcatalogandpricelistwillshowourgoodstobeoriginalindesignandexcellentinqualityaswellascompetitiveinpriceindetail.3.1.C2.B3.D4.D5.A6.D7.C8.D9.C10.B11.D12.B13.14.A15.C16.A17.B18.C19.B20.DChapter91.1.在实盘情况下,我们的报价通常保留有效期3天。2.“到岸价”价格是你们常用的价格条件吗?3.有时我们也采用“船上交货”和“成本加运费”价格条件。4.因为我们很想和你们做生意,我们愿意给你们3%的折扣。5.如果销售1000箱,你能给5%的佣金吗?6.5%的佣金在我方来说是十分亏本了。7.这笔生意真便宜,我希望你方能体会到这一点。8.我们十分愿意按通行的国际市场价格向你方报价。9.能否把佣金从你方的报价中扣下来。10.我们可以在你订货数量的基础上讨论一下这个价格。2.1.Thepriceofnaturalgashasgoneup3%sinceMarchoflastyear.A5%commissionistobeaddedforeachadditionalquantityof1000cases.Elsewherepricesforfurniturehaveraisedtremendouslyinrecentyear.Ourpriceshaven'tchangedmuch.I'dliketohaveyourlowestquotationsCIFShanghai.Thecommissioncanbeincreasedifasubstantialquantityispromoted.Thesepricesaresubjecttoyourorder.Inviewofthefactthatwehavedonealotofbusinesswiththebuyersatthisprice,wecannotreduceourpriceanyfarther.Wehavedecidedtomakeafurtherconcessionof2%inthehopethatthiswillhelpyoupushthesalesofourproducts.Informationindicatesthatthemarketwilladvancefurther.Markethereisveryactive,andthebestpricewecangetisUS$200permetricton.3.A2.A3.C4.C5.A6.B7.B8.A9.C10.DA12.C13.A14.C15.B16.C17.C18.D19.A20.AChapter101.我方将尽力提前装运,但不能保证。由于承约过多,我方不能将你方订货提前装运。200公吨苦杏仁已由“国王”号轮船运往你地。我们感到要让我方客户接受延期交货是很难的。由于延误开立信用证,货不能按合同规定期间发运,要延至9月和10月发出。谢谢你方的订单。现附上保险单,请查收。为了准备报价,我们需要有关现行的陆上、海上、空中运输保险费率的资料。请贵公司立即将你们所使用的费率告知,我们在此预谢。根据你方要求,我方已将你货物投保至国境为止。所开保险费率不符合我方期望。因此,我方目前无法与贵公司签订一项总的保险契约。上述订货已备妥待运,请尽快给我们装船指示。我们希望知道你们是否能为葡萄酒承保全损险,包括破碎险和偷窃险。2.1.TheshipmenttimeisFebruaryofMarchatouroptionandthegoodswillbeshippedinonelot.Generally,shipmentcanbeeffectedwithin30daysafterreceiptofyourL/C,butaspecifictimeistobefixeduponreceiptofyourofficialorder.WeregretourinabilitytocomplywithyourrequestforshippinggoodsinearlyMarch,becausethedirectsteamersailingforyourportcallsonourportonlyaroundthe20theverymonth.ShipmentistobemadeduringApriltoJuneinthreeequallots.Weshallbeverymuchobligedifyouwilleffectshipmentassoonaspossible,thusenablingthemtocatchthebriskdemandatthestartoftheseason.Pleasegiveusthepolicyratesforcoverageandforcoverage.Inordertobeabletocheckandcomparepricequotations,weneedcurrentlyapplicableinsurancerates.Pleaseinformusofyourinsuranceratesassoonaspossible.Wewouldappreciateareplybyreturnmail.Wearereadytoassistyouatanytimeonallfutureinsurancecontracts.Duetoseriousshortageofshippingspace,wecannotdeliverthesegoodsuntilOctober23.Asthegoodshavenotyetbeendispatched,wemustaskyoutoshipthemwithoutanyfuturedelay.Iftheorderisnotexecutedwithinthestipulatedtime,weshallhavetocancelit.Breakageisaspecialrisk,forwhichanextrapremiumwillhavetobecharged.3.1.C2.D3.D4.C5.A6.B7.D8.D9.A10.AD12.C13.B14.B15.D16.A17.B18.C19.B20.CChapter111.我们很高兴告知,以你方为受益人的金额为四十万美元的MI0294号信用证已由商业银行开出。随函寄去金额为1520美元的银行支票,用以支付你方193号发票的金额。我们已经收到贵方524号信用证,但发现其中有下列不符点。信用证修改通知书当于11月15日之前到达我方,否则须将信用证的有效期延至本年底。请将第283号信用证改为“信用证将于2004年2月28日在中国到期。不可撤销、保兑的信用证是再好不过了。不足道这份订单我们能否用跟单托收的形式付款?为保险起见,我们坚持用保兑的、不可撤销的信用证付款。如蒙采用较宽松的付款方式,相信此通融会有助于促进贸易的。根据惯例,信用证应在装船前15到20天由买方开出。2.Intermsofpayment,wecouldonlyacceptconfirmedirrevocableL/C.PleaseopenanL/Cwithoutanydelaytofacilitateearlyshipment.Asthisisthefirstdealbetweenus,Ihopewecantradeoncustomaryterms,i.e.,letterofcreditpayableagainstsightdraft.ThesoonerwegotyourL/C,thesoonershipmentcanbeeffected.Shallwemeeteachotherhalfway,i.e.,50%byL/CandthebalancebyD/P?WecoulddoitbywayofD/Aifyouareouroldcustomer;butfornewcustomers,wealldoitonthebasisofL/C.Wewillsendremittancetocoverthe100bicyclesunderContractNo.3245.PleasedoyourutmosttoexpeditethecoveringL/C,sothatwemayexecutetheordersmoothlyWewouldliketomakepaymentforthisorderbydocumentarycollection.IfyouagreetoacceptD/P,wecouldcompromiseonotherterms.3.1.C2.D3.A4.B5.A6.C7.A8.A9.B10.BC12.D13.C14.C15.B16.C17.B18.A19.D20.BChapter121.最近这一批货究竟出了什么问题?至今我们没有过这种投诉。你有什么证据吗?虽然你所说的一切属实,但是可能涉及到其他因素。5.若此措施不能实施,则不得不运回全部货品。6.这是由新加坡的一个著名实验室提供的一份检察报告,证据绝对可靠。7.因此,我们非常抱歉我们不能接受你们的索赔。8.你方耽搁发货已经给我方造成不可弥补的损失。9.这些是公认的国际法准则,是难以改变的。10.决定均本着公平合理,实事求是的精神做出。2.Beforeshipment,thegoodsinquestionwereinspectedbytheChinaCommodityInspectionBureau.Ourpeanutshaveenjoyedagoodreputationfortheirsuperiorqualityforyears.Yetthelatestlot,toourregret,istooserioustobeoverlookedsothatwefindwemustfileaclaimonyou.Haveyougotanyproofs?Uponunpackingthecases,wefoundthatthequalitywasmuchinferiortothesampleonwhichweapprovedtheorder.Wecan'tentertainyourclaimagainstusforinferiorquality.Onthestrengthoftheinspectionreport,wehavetherighttorejectthegoodsdeliveredandlodgeclaimagainstyou.InChina,ar

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