国际商务英语课后习题部分参考答案机工版

参考答案

Module3PRACTICEOFINTERNATIONALBUSINESS

Chapter11EstablishingTradeRelations

Exercise1:

1-5.ABBBC6-10.ABBAD

Exercise2:

1.我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。

2.从中国银行获悉贵公司的名称和地址，我方现致函希望同你方建立贸易关系。

3.我方现致函希望同你方建立贸易关系。

4.我们随函附上可向你方低价供应的产品单一份。

5.承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。

6.很荣幸向贵公司介绍敝公司，希望我们能有机会与贵公司合作，扩大业务范

围。

7.我们是信誉卓著的出口商，长期经营轻工产品的出口业务。

8.为使我们熟悉贵方的产品，承蒙进口提供产品详细说明，我们将不胜感激。

9.为使你方了解我方经营的各种自行车，我们很高兴另封航邮寄去我们的最新

产品目录和价格单一份。

10.我们已经经营化肥产品多年。

Exercise3:

1.Ourproductsareofsuperiorqualityandprofitableprice.

2.Welookforwardtoreceivingyourreplyatanearlydate.

3.Thiscorporationspecializesinimportinglightindustrialproducts.

4.Wewishtobuyqualityporcelainteacupsofdifferentshapes.

5.Ontherecommendationoflocalchamberofcommerce,wearewritingtoyouin

thehopeofestablishingtraderelationswithyou.

Exercise4:

HollandChemicalProductsImp.&Exp.Corp

P.O.BOX200/3804NewSharonRoad

Pella,Iowa50219,Holland

March30,2020

ChinaChemicalProductsImp.&Exp.Corp

67,TianMuShanRoad

Beijing,China

DearSirorMadam,

WehaveyournameandaddressfromtheCommercialCounselor'sOfficeofthe

ChineseEmbassyinRotterdam.Wewishtoinformyouthatwespecializeinboth

industrialandpharmaceuticalchemicals,andshallbepleasedtoenterintotrade

relationswithyou.

Togiveyouageneralideaofourproducts,weencloseacompletesetof

literatureshowingvariousproductsbeinghandledbythiscorporationwithdetailed

specificationsandmeansofpacking.Quotationsandsampleswillbesentupon

receiptofyourspecificenquiries.

Welookforwardtohearingfromyousoon.

Yoursfaithfully,

LiMing

Encl.:Asetofliteratureofourcompany

Chapter12InquiriesandOffers

Exercise1:

1-5.CACAD6-10.AABDC

Exercise2:

1.请报10公吨核桃仁CIF汉堡最低价。

2.我方已向你方产品询盘，请在本月底前报价。

3.贵我双方在2020年的春季广州交易会上进行磋商，现希望知道贵方能否就自

动探测器向我方报价。

4.我们有意购买中国工艺品。

5.应你方要求，我们现报价如下：

6.此产品需求量很大，但供应有限，建议尽快接受该发盘。

7.我方不能提供贵方在2月2日的来信中所要求的信息，很抱歉。

8.破例所提供的优惠报价，以贵方回信确认为准。

9.希望我们的报价令人满意，期待接到你们的订单。

10.关于你方7月10日的询盘，我方很高兴以每台110美元的报价供应50台扫

描仪。

Exercise3:

1.WearesendingyouourinquirysheetNo.1234,pleasequoteusonaFOBbasis.

2.Thisofferisfirmfor7days.

3.Weareverypleasedtohearthatyouareinterestedinourproducts.

4.Weshallbegratefulifyoukindlysendusacopyofyourcatalogues,pricelists

andtermsofpayment.

5.Wewouldliketomakethefollowingoffer,subjecttoyouracceptancewithin10

days.

6.Weshallbeverygladtoplaceourorderwithyouifyourquotationiscompetitive.

7.Assoonaswereceiveyourspecificinquiry,wewillsendtoyouourquotation.

8.Inviewofourlongstandingbusinessrelations,wemakeyousuchanoffer.

9.Thisisourlatestpricelist.You'llfindourpriceverycompetitive.

10.Wecanreconsiderourpriceifyourorderisbigenough.

Exercise4:

ChinaElectronicProductsImp.&Exp.Corp.

No.15,DeShengMenStreet

Beijing,P.R.China

May.25,2020

TheUSAABCTradingCompany

No.356FishRd,

NewYork,USA

DearSirorMadam,

WethankyouforyourfaxofApril27inwhichyouinquiredaboutourAHS20Stereo

Headset.Weappreciateyourinterestbutwecannolongersupplyitastheproduction

hasbeendiscontinued.WearesurethatournewproductAHS30isanexcellent

replacement.

Thequalityandspecificationaremuchimprovedatverylittleextracostanditis

enjoyingexcellentsales.Wehavesentyouthesample,pricelist,andcataloguesby

expressmail.

Wearesurethatyouwillfindareadysaleofthisexcellentproduct,anditwillgive

youcompletesatisfaction.

Sincerely,

ZhangZhiming

Chapter13Counteroffers

Exercise1:

1-5.ABBDB6-10.DACBC

Exercise2:

1.我方价格没有下降的空间.

2.很遗憾，我方不能接受你方的还盘。

3.我们切望你们尽最大可能降低价格。

4.因皮革批发价正在上涨，我们确信，你方在未来数月内决不可能以相同价格

买到此产品。

5.如果你方同意多买200箱我们的产品，我们就可以按每箱122美元FOB

(Incoterms®2020)新港价成交。

6.为了帮助你方推销我们的产品，作为例外，我方给你2%的特殊折扣。

7.为了成交，我方准备再降价5%。

8.鉴于商品紧俏，为贵方着想，建议迅速接受我方报盘。

9.很遗憾，由于你方价格与市场行情不符，我方很难接受。

10.我方产品定价适中。

Exercise3:

ChinaTextilesImp.&Exp.Corp.

No.456,DaWangRd.ChaoyangStreet

Beijing,P.R.China

May26,2020

GermanyTextilesImp.&Exp.Corp.

GarstedterFeldstr.24

D22850Norderstedt

Germany

DearSirorMadam,

Wehavecarefullyconsideredyourcounter-offerof9thApriltoourofferof

woolenunderwear,butverymuchregretthatwecannotacceptit.Thepriceswe

quotedinourletterof3rdAprilleaveuswithonlysmallmargin;theyareinfactlower

thanthoseofourcompetitors.

Thewoolusedinthemanufactureundergoesaspecialpatentedprocessthat

preventsshrinkageandincreasesdurability.Thefactthatwearethelargestsupplierof

woolenunderwearinthiscountryisinitselfevidenceofthegoodvalueofour

products.

Weshallalwaysbeveryhappytohearfromyouandwillcarefullyconsiderany

proposalslikelytoleadtobusinessbetweenus.

Sincerely,

XuMingwei

Exercise4:

1.我敢说，我们所报的价格比其他所有报价都低。

2.我们所报的是一个很好的价格，不可能再好了。接受还是拒绝，由你决定。

3.能否给我们多一些折扣？

4.如果可能，我们要求每公吨降价5.50美元。

5.只有在合同价格基础上降价20%,我们才接受货物。

6.如果你方订单足够大，我们准备降价5%。

7.WillyoupleasequoteFOBBrusselsIncoterms®2020inU.S.dollar?

8.Businessispossibleifyouincreasethepriceby2%.

9.Ifyoupromisetoshipthegoodsearlier,wecanacceptyourprice.

10.Itwouldbeimpossibleformetopushanysalesatsuchhighprices.

Chapter14PackingandShipment

Exercise1:

1-5.CDDAB6-10.ACBAC

Exercise2:

1.一般来说，收到你方信用证后30天内装运。

2.我方将尽力提前装运，但不能保证。

3.装运期为2月或3月，由我方决定，货物将一批发运。

4.由于承约过多，我方不能将你方订单提前装运。

5.我们感到要让我方用户接受延期交货是不可能的。

6.货在4到6月分三批均装发运。

7.兹通知你方，上述货物已于5月18日装船发运。

8.很荣幸地通知你方，456号销售合同项下货物已装“云南”号轮船于2020年5

月15日驶向香港。

9.我们希望货物能及时赶上新年销售旺季。

10.如你方未在规定时间内交货，我方不得不就损失向你方提出索赔，并保留取

消合同地权利。

Exercise3:

1.Accordingtothecontractstipulations,theabove-mentionedgoodsshouldbe

shippedinthreelots.

2.Uponreceiptofthisletter,pleaseletusknowtheexactdateofshipmentbyfax.

3.Asourcustomersareinurgentneedofthegoods,wehopeyoucanassureusofan

earlyshipment.

4.Pleaseshiptheunder-mentionedgoodsnotlaterthanMay31st.

5.Weareunderthenecessityofaskingyoutoallowtransshipment.

Exercise4:

glad,partialshipment,Enclosed,copy,remaining,advise,appreciate.

Chapter15Insurance

Exercise1:

1-5.CCCBA6-10.CDDBB

Exercise2:

1.按FOB和CFR成交的贸易，买方应负责安排货物投保事宜，而按CIF达成

的交易则由卖方为货物投保。

2,这项保险为仓至仓保险，从5月10日起生效。

3.请按发票金额加成10%代我方为这些产品投保。

4.他们不是易碎品，运输途中不会损坏，保平安险足够了。

5.我方将按CIF价值的110%办理保险。

6.我方已按发票金额的130%投保，但是130%和110%之间的的额外保险费应

由你方承担。

7.我有些玻璃器皿要运到香港，应该投那种险呢？

8.请代我方为价值2万美元的200件高质家具投保一切险。

9.请告知破损险费率。

10.我们可以代你方投保瓷花瓶，但保险费用很高，所有额外保险费由你方负担。

Exercise3:

1.PleasecoverthegoodsagainstAllRisksandWarRisk.

2.Weshallcoverinsuranceonthe200M/Tsofricefor110%oftheinvoicevalue

againstallrisks.

3.EnclosedwehandyoutheB/LandInsurancePolicy.

4.Theextrapremiumisforbuyers'account.

5.IfyoudesiretocoverBreakage,wecanprovidesuchcoverageonyourbehalf.

Exercise4:

FPA,cover,SRCC,upon,Under,theft,against,Withregardto,

Chapter16TermsofPayment

Exercise1:

1-5.ABBCB6-10.DDBAC

Exercise2:

1.合同签订日后30天内预付合同价值的25%。

2.货款将在五年内分期付款，每年支付20%。

3.我们建议货物备好后用电汇付款。

4.要求贵方将信用证有效期展至8月31日。

5.对于这批购货，我们建议以欧元付款。

6.请注意，易于接受的付款方式不但有助于本次交易的顺利进行，而且将会带

给双方长久满意。

7.因业务额小，买方坚持托收付款方式。

8.我方建议见票后30天付款。

9.只有交易额小于1000英镑时才可接受D/P或D/A的付款方式。

10.对于出口，我们一般采用凭卖方跟单汇票即期付款的不可撤销信用证的付款

方式。

Exercise3:

1.Theletterofcreditisthemostcommonlyusedmethodofpaymentforimportsand

exportsintheworld.

2.Ihopeyouwouldgiveussomeeasiertermsofpayment.

3.Weshallopenaletterofcreditinyourfavour,tobesettledinUSdollars.

4.Thetermsofpaymentwewishtoadoptareconfirmedandirrevocableletterof

credit.

5.PleaseseetoitthatyourL/Cshouldbeissuedearlyinnextmonth,allowing

partialshipmentsandtransshipment.

Exercise4:

ChinaNationalElectronicProductsImport&ExportCorp.

NO.34,DaTunDongRd.ChaoyangStreet

Beijing,P.R.China

Aug.25,2020

DenmarkABCtradingCompany

121HookNortonRoad

GreatRollright,0X75SD

Copenhagen,Denmark

DearSirorMadam,

Wehaveexaminedthespecificationsandpricelistforyourdrillingmachines

andnowwishtoplaceanorderwithyou.EnclosedpleasefindourorderNo.243.

Asweareinurgentneedofnewstock,wewouldbegratefulifyoucould

confirmtheorderandeffectshipmentassoonaspossible.

Inthepast,wehavetradedwithyouonasightcreditbasis.Now,wewouldlike

toproposethat,whenthegoodsarereadyfbrshipmentandshippingspacebooked,

younotifyusbyfaxandthenwewillremitthefullamountbyT/T.

Weareaskingfbrthisconcessiontosavetheexpenseinvolvedinopeninga

letterofcredit.Webelievethatthisnewarrangementshouldmakelittledifferenceto

you,butshouldhelpoursales,wehopeyouwillagreetoourrequest.

Lookforwardtohearingfromyousoon.

Yoursfaithfully,

HanWeijun

Exercise5:

DearSirs,

WeareverypleasedtoreceiveyourL/CNo.LST150openedthroughLondon

BankagainstourS/CNo.245B.Aftercheckingitcarefully,weregrettofindsome

discrepanciesbetweentheL/CandtheS/CandwouldrequestyoutoamendtheL/C

asfollows:

1)Theplaceofexpiryshouldbec^China^^insteadof“London”.

2)TheL/Capplicantshouldbe"FoodstuffsImportCo.Ltd.,London”.

3)PleaseincreasetheunitpricetoGBP2,200perM/Tandthetotalvaluein

figureandwordstoGBP11000(SAYPoundELEVENTHOUSANDONLY).

4)PleaseamendtheL/Ctoallowpartialshipment.

5)PaymentshouldbemadebyirrevocableL/Cpayablebydraftatsightfor100%

oftheinvoicevalueinsteadof"for90%oftheinvoicevalue”.

6)Thecontractedgoodsshouldbe“FrozenShrimps“insteadof“Fresh

Shrimps”.

Wehopeyouwillsendusyouramendmentadvicewithoutanydelaysoasto

enableustoeffectshipmentintime.

Yoursfaithfully,

Exercise6:

DearSirorMadam,

L/CNo.F-07567

WehavereceivedtheabovementionedL/CagainstourcontractNo.28KG603.After

checkingtheL/C,wehavefoundsomediscrepanciesandwouldrequestyoutomake

thefollowingamendments:

1.Thedateandplaceofexpiryshouldread:December15th,2020inDalian,China

2.TheamountbothinfiguresandinwordsshouldrespectivelybeUSD27,600and

SAYU.S.DOLLARSTWENTY-SEVENTHOUSANDSIXHUNDREDONLY.

3.Transshipmentshouldbeallowed.

4.Insuranceclauseistobedeleted.

5.TheContractNo.Shouldbe28KG603.

Pleasemakeamendmentsassoonaspossiblesothatwemayarrangeshipment.

YoursTruly

(Signed)

Exercise7

DearSirorMadam,

WhilewethankyouforyourL/CNo.112235.weregrettosaythatwehavefound

somediscrepancies.Youarethereforerequestedtomakethefollowingamendments:

1.Theamountbothinfiguresandinwordsshouldrespectivelyread

nGBP14,550"(SAYPOUNDSTERLINGFOURTEENTHOUSANDFIVE

HUNDREDANDFIFTYONLY).

2."FromCopenhagentoChinaport'*shouldread"formChinaportto

Copenhagen".

3.TheBillofLadingshouldbemarked"FreightPrepaid'1insteadof"Freight

Collect',.

4.Deletetheclause"Partialshipmentsandtransshipmentprohibited'1.

5."ThisL/Cisvalidatourcounter"shouldbeamendedtoread"ThisL/Cisvalid

atyourcounter11.

Pleaseconfirmtheamendmentsbyfaxassoonaspossible.

Yourssincerely,

(Signed)

Chapter17Complaints,ClaimandSettlement

Exercise1:

1-5.BCACA6-10.CDDDA

Exercise2:

1.我们遗憾地通知你方，第123号订单货物的质量与约定的规格不符。

2.在检查了交货样品后，我们同意赔偿因包装不当而造成的损失。

3.由于船公司对损坏负责，你方的索赔应提交他们解决。

4.他们收到了客户对智能手机的索赔。

5.请将那些破损、次品退回我们，费用由我们负担。

6.因我方所订货物受损，特向你方提出1000欧元的索赔。

7.很显然你们应该对货物在目的港因野蛮装卸而受到的损坏负责。

8.我们保证在以后的交货中不会出现类似的事件。

9.为了弥补你方损失，我方同意给你方10%折扣，我们希望这样可以在某种程

度上补偿你方。

10.经检验我们发现货物与样品不符。

Exercise3:

1.Claimsoccurfrequentlyininternationaltrade.

2.Wearenowlodgingaclaimwithyourcompany.

3.ThebuyershavefiledaclaimagainsttheshipmentforUSD10,000.

4.Yourclaimshouldbesupportedbysufficientevidence.

5.WehavealreadylodgedaclaimagainsttheunderwritersforEUR2000fordamage

intransit.

Exercise4:

DearSirs,

100cartonsofgreenteahavearrivedatLosAngelesonMay10th,2020.

Butitwasfounduponexaminationthat50cartonsweremoldyandintherewere

evensmallbugscrawling.WeencloseonecopyofinspectioncertificateNo.120from

alocalsurveyor.Suchgoodsareharmfultohealthandcannotbesoldinourmarket.

WehavenochoicebuttolodgeaclaimagainstforcompensationforUSD5000.

Wearelookingforwardtoyoursettlementatanearlydate.

Yoursfaithfully,

Chapter18ConclusionofBusiness

Exercise1:

1-5.ACABD6-10.ACBDA

Exercise2:

1.这是我们的一份合同样本，其中包含了主要的销售条款。

2.希望你不反对我在协议中加入这样一个条款。

3.研究过你方合同后，我认为有必要做一些修改。

4.既然我们同意所有的条款，那我们现在签合同吗？

5.买卖双方同意按下列条款签订本合同。

6.买方在交货期15-20天前，应凭开证行开具的汇票和本合同第10条款中所规

定的装船单据付款。

7.你方应保证货物质量、规格和性能与本合同规定相符。

8.本合同正本共两份，采用中、英文书写，两种文字具有同等效力。签字后双

方各执一份。

Exercise4

SALESCONFIRMATION

No.2020-126

Sellers:ChinaNationalGarmentExportCorporation

Buyers:HamburgGarmentCompany

TheundersignedSellersandBuyershaveagreedtoclosethefollowingtransaction

accordingtothetermsandconditionsstipulatedbelow:

Commodity:Men'sShirts,TiantanBrand

Specifications:PMC9-71323Blue,Yellow,Whiteequallyassorted,S/3,M/6,andL/3

perdozen

Quantity:3,000dozens

UnitPrice:At€47.50perdozenCIFHamburgIncoterms®2020

TotalValue:€142,500(SAYONEHUNDREDFOURTYTWOTHOUSANDAND

FIVEHUNDREDEUROSONLY)

Packing:Halfadozentoapaperbox,10dozenstoacarton

ShippingMark:AtSellers9option

Insurance:TobeeffectedbythesellersagainstAllrisksandWarriskfor110%ofthe

invoicevalue.

Timeofshipment:September2020,withtransshipmentandpartialshipments

allowed.

Portofshipment:Shanghai

Portofdestination:Hamburg,Germany

TermsofPayment:ByirrevocableL/Cpayablebydraftatsight,toreachthesellers

30daysbeforeshipmentandremainvalidfornegotiationinChinatillthe15thday

afterthefinaldateofshipment.

DoneandsignedinBeijingonthis3rddayofMarch,2020.

Exercise5

SalesConfirmation

No.2020C137

Qingdao,Feb.17,2020

•Sellers:ShandongNativeProduceandAnimalBy-ProductsImport&Export

Corporation

•Buyers:Smith&TradingCo.,Ltd.

•Commodity:SweetpotatoSlices

•Specifications:AspersampleNo.Sp-03withmoisturenotexceeding16%

(Moisture:Max.16%)

•Quantity:1000metrictons,5%moreorlessallowed.

•UnitPrice:AtUSD185perm/tCIFC5%NewYorkIncoterms@2020.

•TotalValue:USD185,000(SAYU.S.DOLLARSONEHUNDREDAND

EIGHTY-FIVETHOUSANDONLY),5%moreorlessallowed.

•Packing:Indoublegunnybagsof50KGseach,and200bagstoacontainer.

•Insurance:TobecoveredbytheSellersfor110%oftheinvoicevalueagainst

AllRisksandWarRiskasperCICof2009withPICC.

•TimeofShipment:DuringOctober/November,2020.

•PortofShipment:Qingdao

•PortofDestination:NewYork,U.S.A.

•ShippingMark:AtSellers9option

•TermsofPayment:Byconfirmed,irrevocableL/Cavailablebydraftatsightto

reachthesellersonemonthpriortothetimeofshipment.

•DoneandsignedinQingdaoonthis17thdayofJuly,2020.

Module4INTERNATIONALTRADETHEORY

Chapter19-22

Exercise1:

1-5.FFTTT6-10.FTTTT

11-15.FTFTT16-20.FTFTT

Exercise2:

1-5.CBDAC6-10.ACBAA

Exercise3:

1.重商主义是16世纪中叶出现在英国的第一个国际贸易理论。它是一种主

张各国应鼓励出口和限制进口的经济哲学。

2.自由贸易是指一国政府不试图通过配额或关税来影响其公民从另一国购

买