外贸英语函电（第四版）-习题答案 陈文汉

《外贸英语函电》（第四版）习题答案Chapter1keytoexercises1.Translatethefollowingterms.（1）insideaddress封内地址（2）salutation称呼（3）complimentaryclose结尾敬语（4）Ref.No.参考编号（5）enclosure附件（6）P.O.Box邮箱（7）postscript附言（8）fullblockstyle齐头式2.Choosethebestanswerforeachquestion.（1）B解析：商务信函避免使用俚语，需保持正式语气。（2）C解析：信头（Heading）通常位于商务信函开头。（3）C解析：齐头式（BlockStyle）所有内容左对齐。（4）A解析：信头包含发件人的地址。（5）D解析：收件人地址部分不包含发件人电话。（6）B解析：在收件人未知时，使用“DearSirorMadam”最为正式。（7）B解析：正文前通常是称呼（Salutation）。（8）C解析：“Cheers”口语化，不用于正式商务信函。（9）A解析：如有附件，应在签名后注明“Enclosure”。（10）B解析：标准顺序为：信头→日期→内部地址→称呼→正文→结束语→签名。3.Completethestructureofthefollowingbusinessletterwhichiswithfullblockstyleandwritedownthenamesofthemissingpartsintheboxes.DateBodyoftheletterComplimentarycloseChapter2keytoexercises1.RewritethefollowingsentencesusingmoreformalbusinessEnglishexpressions.参考答案与中文简析（ReferenceAnswersandExplanations）（1）Wearepleasedtoinformyouaboutournewproduct.解析：使用“pleasedtoinform”提升正式感。（2）Youwillfindthispricelisthelpfulinselectingtheproductsyouneed.解析：采用“YouAttitude”，强调客户利益。（3）Wearewritingtoinformyouabouttomorrow’smeeting.解析：去掉冗余表达，简洁明了。（4）Couldyoupleasesendusthequotationatyourearliestconvenience?解析：使用礼貌请求语气。（5）Thankyouforyouremail.Wewillreplytoyoushortly.解析：改为两个完整句子，并修正“replyyou”错误。（6）Wereceivedyourorderyesterday.解析：使用主动语态，更专业简洁。（7）Unfortunately,weareunabletoacceptyourrequestasitdoesnotcomplywithourpolicy.解析：用“unfortunately”和“doesnotcomply”缓和语气。（8）Ourcompanywillsendthesamplestoyounextweek.解析：改用主动语态，使表达更直接。（9）Webelieveourproductsofferexcellentvalueatcompetitiveprices.解析：避免直接使用“cheap”，采用积极、专业表达。（10）Welookforwardtohearingfromyousoon.解析：使用正式结束语，符合商务邮件习惯。2.Choosethebestanswerforeachquestion.参考答案与解析（ReferenceAnswersandExplanations）（1）B解析：正式商务邮件通常使用“DearSirorMadam”。（2）B解析：“RequestforQuotation”是专业且清晰的主题行。（3）B解析：“Youwillbenefitfromournewservice”体现了以读者为中心的“YouAttitude”。（4）A解析：正确顺序为：主题→称呼→正文→结束语→签名。（5）C解析：“Cheers”过于随意，不适合正式邮件。（6）D解析：“Couldyouplease…”是最礼貌且商务化的表达。（7）B解析：完整回应收件人并承诺进一步回复最符合商务规范。（8）C解析：俚语和表情符号应避免出现在正式邮件中。（9）B解析：“Pleaseseetheattachedfileforyourreference”是最专业的表述。（10）A解析：商务邮件应保持礼貌、专业的语气。3.TranslatethefollowingsentencesintoChinese.如果存取文件有任何问题请和我联系。期待您的反馈建议。有任何问题欢迎和我们联系。我就文档添加了一些备注，仅供参考。对如此紧急的项目您做出的努力我表示十分感谢。4.Writealetterwiththeinformationgivenbelow.FaxCompanyname:***Address:***Tel:***Fax:***FaxMessageTo:***Attention:***Fax:***Tel:***From:***Date:***Subject:***Numberofpages:*DearSirs,YourfaxofJuly6hasjustcometohand.Weregretourinabilitytoagreetoyourproposaltopackthegoodsincartons,becausetransshipmenthastobemadeatHamburgforthegoodstobeshippedtoourport.Wemustinsistonthepackingasspecifiedinourenquiry:Thegoodsshouldbepackedinstronganddamp-proofwoodencases,capableofwithstandingroughhandlingduringoceantransportation.Pleasenotethatintheeventoforder,shouldtherebeanydamageorlosstothegoodsduetoimproperpacking,weshallhavetoapproachyouforindemnification.Pleasefaxusyourcommentsassoonaspossible.Yourssincerely,(Signature)E-mailFrom:***Date:***To:***CC:Subject:***Attachment:***DearSirs,WeacknowledgewiththanksthereceiptofyourquotationdatedDecember2ndandnotethetotal$150,000CIFQingdao.Weagreetothisprice,andwouldaskyoutoacceptthisorder-letterasourofficialorder.Pleaseshipatthefirstavailableopportunity.ThepaymentisbeingmadebytheBanker’sDrafttoday.Inviewofthefactthatwehavebeendoingbusinesswithyouformorethanayear,weshouldappreciateitifyouagreetosettleouraccountsquarterly.Yousfaithfully,(Signature)Name:***Position:***Companyname:***Tel:***Fax:***E-mail:***Website:***Chapter3keytoexercisesRewritethefollowingsentencesusingmoreformalbusinessEnglishexpressions.参考答案与简析（ReferenceAnswersandExplanations）（1）Weareinterestedinestablishingbusinessrelationswithyouresteemedcompany.解析：使用正式表达“establishingbusinessrelations”更符合商务语境。（2）Couldyoupleasesendusyourcatalogueatyourearliestconvenience?解析：采用礼貌用语“Couldyouplease”增强专业感。（3）Wewouldappreciateitifyoucouldletusknowyourspecificproductrequirements.解析：用“wouldappreciate”使语气更正式、更礼貌。（4）Wearewritingtoinquirewhetheryouareinterestedinourproducts.解析：去掉冗余词，使表达简洁。（5）Youmayfindourproductshighlybeneficialtoyourbusinessoperations.解析：采用“YouAttitude”，强调客户受益。（6）Thankyouforyourletter.Wewillreplytoyoushortly.解析：修正语法错误，并分成两句提升可读性。（7）Wewouldbegratefulifyoucouldkindlyprovideuswithyourcompanyprofile.解析：使用礼貌请求语气，避免命令式表达。（8）Ourproductsofferexcellentqualityatcompetitiveprices,andwebelievetheywillmeetyourneeds.解析：避免“cheap”，采用积极、专业的表达方式。（9）Wewouldliketolearnmoreaboutyourspecificrequirementstobetterserveyou.解析：加入“tobetterserveyou”提升商务友好度。（10）Welookforwardtoyourpromptreply.解析：使用正式的商务结尾语句。2.Choosethebestanswerforeachquestion.（1）B解析：建立业务关系通常从发送初步询盘或介绍信开始。（2）C解析：表达应礼貌正式，介绍公司和产品。（3）B解析：早期交流通常会附上产品目录以供参考。（4）A解析：语气应正式且友好，避免过于随意或情绪化。（5）C解析：“Welookforwardtothepossibilityofworkingwithyou”是得体的商务结尾。（6）B解析：公司背景、产品及优势是初次介绍的重点。（7）C解析：建立业务关系信的主要目的在于表达合作意向并建立联系。（8）B解析：强调客户利益符合“YouAttitude”原则。（9）A解析：产品目录和公司宣传册常用于辅助介绍。（10）B解析：若无回复，适当礼貌跟进最符合商务规范。3.Translatethefollowingsentences.（1）从驻贵国的中华人民共和国大使馆商务处获知贵方名称和地址，我方荣幸致函，以期通过几宗实际的交易来建立业务联系。（2）依据贵方要求，我方已分别寄送产品号为1101和1102的样本，以供参考。（3）我公司是该区电子产品的主要出口商之一，我们借此机会与贵方接洽，希望与贵方建立贸易关系。（4）我公司经营机械设备的进出口业务已多年，我们的产品在许多国家享有盛誉。（5）羊毛衫完全采用澳大利亚高质量、出口级的新羊毛制成。这种羊毛衫弹力适中，手感柔软，以其独特的品质给人以自然的温暖和舒适感。（6）我方愿在平等互利、互通有无的基础上与贵方建立业务联系。（7）为使你方对我方各自款式的手工艺品有初步了解，今航邮奉上我方目录和一些样品，供你方参考。（8）若你方对目录所列任何产品感兴趣，烦请告知具体询价商品，我方即行奉上报价。（9）现有幸自荐，盼望能有机会与贵方合作，拓展业务。（10）据了解，贵方是中国机床的潜在买主，而该产品正属于我方经营范围。4.Translatethefollowingsentences.（1）YourfirmhasbeenrecommendedtousbytheChamberofCommerce,London,England.（2）ThisistointroduceourselvesasoneofthemainexportersofChinesetextilegoodshavingmanyyears’experienceinthisparticularlineofbusiness,andwehopetoestablishtraderelationswithyou.（3）WethankyouforyourletterofSeptember10andwouldliketodiscussthepossibilityofinitiatingbusinessonthefollowingitems.（4）Weencloseacatalogueandapricelisttoacquaintyouwithourcommoditiesnowavailableforexport.（5）YourletteraddressedtotheCommercialCounselor’sOfficeofourEmbassyinPakistanhasbeenforwardedtousforattention,asweexclusivelyhandletheexportofthisarticle.（6）WeareinformedthatyouarepotentialbuyersofChineseGreenTea,whichfallswithinthebusinessscopeofourcorporation.（7）WeoweyournameandaddresstoyourChamberofCommerce.（8）Ourproductsaresoldinmanycountriesandenjoygoodreputationontheworldmarket.（9）Ourcompanystarteditssnackfoodin1966andnowhasbecomeoneofthelargestmultinationalsnackfoodcompaniesintheworldwithbranchesinmorethan40countries.（10）Thecompanyisoneoftheleadingretailersofchildrenproductsinlocalarea,specializingintoys,children’sclothesandbabycare.5.TranslatethefollowingletterintoChinese.敬启者：关于你方200X年5月4日来信，我们很高兴知道贵公司想在罐头食品业务方面同我们建立业务关系。按照你方要求，我们用航空寄上目录一本，并附一套小册子，供你参考。如果目录中所列的任何商品符合贵方要求，请具体询价，我方将立即寄上报价单。同时，在第一笔生意做成之前，请将你们银行的行名告诉我们。敬候佳音！致礼！…WriteTask.Subject:ProposaltoEstablishBusinessRelationswithYourCompanyDearMr.Smith,WearewritingtointroduceourselvesasGreenHomeExportCo.,Ltd.,aleadingsupplierofeco-friendlyhouseholdproductsinChina.Ourcompanyspecializesinmanufacturingawiderangeofenvironmentallysustainableitems,includingbambookitchenware,reusablestoragecontainers,andbiodegradablecleaningtools.Withovertenyearsofexperienceintheindustry,wehaveestablishedlong-termpartnershipswithclientsinAsiaandNorthAmerica.OurproductsarenotonlyofhighqualitybutalsomeetEuropeanenvironmentalstandards,whichwebelievewillbringgreatvaluetoyourbusiness.Foryourreference,wehaveattachedourlatestproductcatalogue.Shouldanyitemsinterestyou,pleasedonothesitatetocontactusforfurtherdetails.Wewouldbedelightedtodiscusspossiblecooperationwithyou.Welookforwardtoyourpositivereplyandhopetostartamutuallybeneficialbusinessrelationshipsoon.Bestregards,LindaChenSalesManagerGreenHomeExportCo.,Ltd.Email:linda.chen@Tel:+86-755-12345678Chapter4keytoexercises1.RewritethefollowingsentencesusingmoreformalbusinessEnglishexpressions.参考答案与解析（ReferenceAnswersandExplanations）（1）Wewouldappreciateitifyoucouldkindlyinformusaboutthecreditworthinessofthiscompany.解析：采用“wouldappreciate”及“creditworthiness”使语气正式。（2）Couldyoupleaseprovideuswiththefinancialdetailsofyourclientatyourearliestconvenience?解析：增加礼貌用语，避免生硬命令。（3）Wewouldbegratefulifyoucouldadviseuswhethertheyareabletomeettheirpaymentspromptly.解析：使用“adviseus”更商务化。（4）Couldyouletusknowwhetherthiscompanyisreliableforgrantingcredit?解析：使用“reliableforgrantingcredit”符合标准用语。（5）WearewritingtorequestinformationregardingthefinancialstandingofABCLtd.解析：开头采用正式商务信函表达。（6）WewouldappreciateitifyoucouldsendusareportonXYZCompanyatyourconvenience.解析：弱化命令语气，改为礼貌请求。（7）WearewritingtoinquirewhetheryoucouldprovideanyinformationconcerningDEFCo.解析：精简原句，保留正式语气。（8）Pleasetreatthisenquiryasstrictlyconfidentialandkindlyprovidedetailsabouttheirfinancialcondition.解析：加入“strictlyconfidential”强调保密性。（9）Wewouldliketorequestyouropiniononthecreditstatusofthecompanyinquestion.解析：使用“requestyouropinion”符合商务函电规范。（10）Welookforwardtoreceivingyourpromptandvaluablereply.解析：采用正式、礼貌的商务结尾。2.Choosethebestanswerforeachquestion.参考答案及简要解析（1）C解析：资信调查的主要目的是了解商业伙伴的财务可靠性，减少交易风险。（2）D解析：D选项语言礼貌、正式，是典型的资信调查中常用表达方式。其他选项太直接或不礼貌。（3）C解析：通常向银行、贸易伙伴、商会等第三方发出资信调查请求。（4）C解析：信用调查在国际贸易中帮助降低拖欠或违约风险，是一种规范行为。（5）C解析：在信函中应避免个人评价，保持客观、礼貌。（6）C解析：信用调查信需保持正式（formal）与谨慎（discreet）语气。（7）C解析：语气强硬、直接索要财务数据是不合适的做法。（8）C解析：收到资信调查时，应简明诚实地提供信息，特别是在事先征得被调查方同意的情况下。3.Translatethefollowingsentences.（1）如果你们寄来惯例的行业证明，我们将立即着手安排装运你们7月4日的订单。（2）为了获得通常的证明，敬请贵行提供有经常性业务往来的两家商行的行名和地址。（3）我们对贵行提供的证明十分满意，因此能立即执行贵方的订单。（4）很抱歉我们无法就该商行提供任何确切信息。（5）无需多说，贵方提供的任何信息在使用时都会严格保密。（6）约翰逊公司指定贵行为证明人，如蒙告知该公司声誉情况，我们将不胜感激。（7）在当地商界，他被视为历史清白的大商人。（8）上述信息严格保密，仅供贵方使用，本银行及职员概不负责。（9）兹回复贵方10月9日来信，我们建议谨慎对待该公司。（10）我们对此行不甚了解，因此无法给予贵方满意的答复。4.Translatethefollowingsentences.（1）Wouldyoukindlysendusthenamesoffirmsorabanktowhomreferencecanbemade.（2）Youmaycontactanybankofcommerceinyourcityforinformationconcerningourcreditstanding.（3）Theaboveaccounthasrecentlyappliedtoourfirmforcreditterms,andlistedyouascreditreference.（4）Astoourcreditstanding,wewouldliketoreferyoutotheBankofChina.（5）Weshouldbeobligedifyoucouldletushaveyouropiniononthisfirm’sreputationandtheirfinancialstanding.（6）Wewouldappreciateyourprovidinguswithanyrelevantinformationyoumighthave.（7）Wouldyoukindlytellusyouropinionoftheirreliabilityandtheamountofcreditwhichcouldbesafelyextendedtothem?（8）Wecanassureyouthatanyinformationyoumaysupplywillberegardedasstrictlyconfidential.（9）Weencloseanaddressedenvelopeforyourreplyandthankyouforyourfavor.（10）Thisisahighlyreputableandtrustworthyfirmwithsoundfinancialstatusandispunctualinpayment.Anycredityouextendtothemwillbesafe.5.TranslatethefollowingletterintoChinese.敬启者：美国纽约的布朗商行写信给我方，要求担任我方在美国的丝织品的代理人。该商行向我方提供你方的行名作为资信证明人，故致函你行，请提供该公司的财政状况及信誉情况，将不胜感谢,我们定将你方提供的任何情况严格保密。敬候佳音。谨启…6.Writealetterwiththeinformationgivenbelow.DearSirs:WearenowconsideringdevelopingbusinesswithWingstarInternationalTradingCo.,Ltd.,whonamesyouastheirreference.TheirtradewithuswillinvolveasumofUS$150,000initiallyandtheyaskedforcredittransaction.Sincethisisthefirsttransactionbetweenus,wewouldliketoaskyoutoinformusifthiscreditisjustifiedinviewoftheirrecordonmeetingtheirpaymentdates.Isthereanyrecordofbaddebtsordefault?Willyoupleaseinformusfranklywhetheryouconsiderwemaysafelygivethemtheabovecredit？Itisunderstoodthatanyinformationyoumaysupplyuswillbeconsideredasconfidentialandwithoutanyresponsibilityonyourpart.Yoursfaithfully,……Chapter5keytoexercises1.RewritethefollowingsentencesusingmoreformalbusinessEnglishexpressions.（1）Couldyoupleasesendusyourproductcatalogueatyourearliestconvenience?解析：使用礼貌表达“couldyouplease”和“atyourearliestconvenience”使语气更正式。（2）Wewouldappreciateitifyoucouldprovideyourbestpricesfortheproducts.解析：使用“wouldappreciateitif”表达请求，更符合商务礼仪。（3）Kindlyinformuswhetherthegoodsarecurrentlyinstock.解析：“Kindlyinformus”替代直接命令，更加客气正式。（4）Wewouldbegratefulifyoucouldreplybytheendofthisweek.解析：语气更委婉，避免强制性命令。（5）Pleaseprovideuswithdetailedspecificationsofyourproducts.解析：简洁明确，语气礼貌得体。（6）Couldyoupleaseadviseusonyourpaymentterms?解析：使用“adviseuson”使询问更专业。（7）Wewouldappreciateitifyoucouldsendusthesampleassoonaspossible.解析：表达感谢的礼貌用语，增强沟通效果。（8）Wewouldliketoconfirmwhetheryoucanmeetourdeliveryschedule.解析：结构正式且语气礼貌。（9）Wekindlyrequestyourconfirmationofacceptanceoftheorder.解析：用“kindlyrequest”避免直接命令，更显尊重。（10）Welookforwardtoyourpromptreply.解析：使用“lookforwardto”表达期待，结尾礼貌得体。2.Choosethebestanswerforeachquestion.（2）价目表（3）数量折扣（4）具体询盘（5）佣金（6）插图目录（7）想购买（8）有竞争力的价格（9）样品书（10）支付条款Choosethebestanswertocompleteeachofthefollowingsentences.（1）B解析：Enquiriesarewrittentorequestinformationsuchasprices,terms,andproductdetails.（2）C解析：Thisisaformal,politeandbusiness-appropriatewaytorequestacatalogue.（3）C解析：Goodrepliesaddresseachpointoftheenquiryclearlyandhelpfully.（4）C解析：Astandardandclearopeningforanenquiryletter.（5）C解析：Cistooaggressiveandinappropriateintone.（6）B解析：Formalbusinesslettersshouldbepolite,clear,andtothepoint.（7）C解析：Thisisapoliteandcustomer-orientedwaytosuggestalternatives.（8）B解析：Bisformalandsuitableforbusinesscommunication.（9）C解析：Cusesencouragingandpolitelanguage,suitableforinternationalbusiness.C解析：Givingspecificinformationallowsthesellertomakeanaccurateofferorquotation.3.Translatethefollowingsentences.我们随函寄上询价单一份。期盼早日收到你方的询盘。为使你方对我方产品有一个大致了解，很乐意寄上我方目录和样品。我方获悉你方是便携式电脑制造商，不知你方是否有现货可供。请寄给我方你方产品目录一份，并附上你方出口价格和付款方式的详细情况说明以及样品。大量订购，我方可给予15%的折扣。一俟收到你方的询盘，我们即会寄上样品。我们对你方在《时尚》杂志上所登广告介绍的内衣很感兴趣，请寄最新样品和价目表。如蒙立即惠寄给我方系列样品，我方将不胜感激。（10）Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,wewouldliketoplaceanimmediateorderwithyou.4.Translatethefollowingsentences.（1）Samplesandquotationsatfavorablepriceswillbeimmediatelysenttoyouuponreceiptofyourspecificenquiry.（2）Wewouldliketomakeanenquiryaboutyourfaxmachine.（3）Thisisourlatestpricelist.Youwillfindourpriceisverycompetitive.（4）Wecanreconsiderourpricefurtherifyourorderisverycompetitive.（5）Ifyouareinterested,pleaseinformusbye-mail,indicatingthequantityyourequired.（6）WehavereceivedyourenquirydatedMarch20thforourOlympusdigitalcameras.（7）Wedesiresomesampleofyourproductsinordertoacquaintourselveswiththematerialandworkmanshipbeforeweplacealargeorderwithyou.（8）Pleasesubmitspecifications,perfectlywithillustrations.（9）The1000refrigeratorsyouenqiuredareinstockatpresent.（10ThankyouforyourinquiryofApril15thforourPhilipsvacuumcleaner.Wenowencloseanillustratedcatalogforourproducts.5.TranslatethefollowingletterintoChinese.May23,2011May23,2011敬启者：我们从美国驻贵国大使馆商务参赞处得知，贵公司生产并出口各种手工艺品。本公司是美国主要的工艺品进口商之一。由于本地对高质量的锦缎手袋有稳定的需求，请贵公司尽快惠寄带有插图的目录、样品及所有有关该产品的材料。同时，请报最优惠价格，旧金山到岸价，并说明最早装运期。若贵公司产品质量适合且价格有竞争力，我们将至少向贵公司订购5000只手袋。如蒙及时关注此事，我们将不胜感激。谨上2011Writealetterwiththeinformationgivenbelow.WenworthTradingCompanyWenworthTradingCompany32QueenSt.,LondonRG46UT,UKApril12,2012DirectorSalesDepartmentAnjiBambooProductsCompany20LinqiRoad,AnjiZhejiang315000P.R.ChinaDearSirs,Fromyouradvertisementinyesterday’sTheTimeswelearnthatyouareabambooproductssupplierinChina.Weareinterestedingettingmoreinformationaboutyourproducts,especiallythebambootoys,sincewearespecializedinimportingtoys.Pleasesendusyourbrochure,pricelistandthetoysamples,statingyournetpriceofCIFLondon,deliverydateandthepossiblediscountforbulkpurchase.Weshallbegladtogetyourpromptreply.Yoursfaithfully,Chapter6keytoexercises1.RewritethefollowingsentencesusingmoreformalbusinessEnglishexpressions.（1）Wearepleasedtoofferyouthefollowingprice,whichwehopewillmeetyourapproval.解析：使用正式语气表达价格信息，同时体现对客户选择的尊重。（2）Thisofferisvalidonconditionthatyouplaceaminimumorderof1,000pieces.解析：条件句式清晰表达起订量限制，语气更委婉。（3）Thisofferremainsvalidfor10daysfromthedateofthisletter.解析：明确设定报价有效期，体现专业与礼貌。（4）Kindlyletushaveyourreplyatyourearliestconvenience,asthegoodsaresubjecttopriorsale.解析：引入商务术语subjecttopriorsale，委婉表达时间紧迫。（5）Thegoodsareavailableforimmediateshipment.Kindlyadviseifyouareinterested.解析：正式表达库存状态，并礼貌地征询客户意见。（6）Weregretthatwemaynotbeabletonegotiatefurtherifthisofferisnotaccepted.解析：更符合国际商务沟通的委婉表达方式。（7）Webelievethisisourmostcompetitiveofferandhopeitwillbeacceptabletoyou.解析：体现礼貌与合作意愿，同时强调价格优势。（8）Pleasenotethatpricesaresubjecttochangewithoutpriornotice.解析：使用标准商业术语subjecttochange，语气规范。（9）Wewouldappreciateyourconfirmationshouldyouwishtoproceedwiththepurchase.解析：把怀疑式语气转换为积极鼓励式表述。（10）Wekindlyrequestpaymentwithinthestatedperiodtosecuretheoffer.解析：清楚传达付款期限要求，避免语气强硬。2.Choosethebestanswerforeachquestion.（1）C解析：报价应包含价格、交货条件、有效期、交期等基本要素。（2）B解析：B为标准的商务报价语句，礼貌而专业。（3）A解析：“Firmoffer”表示有约束力的、在一定时间内有效的报盘。（4）B解析：“Subjecttopriorsale”表示报盘商品可能在确认前已售出。（5）C解析：CIF（成本加保险加运费）是常见的价格术语之一。（6）C解析：有条件的报盘通常依赖某些条件（如订单数量）是否满足。（7）C解析：“Withoutengagement”表示卖方不承担法律责任，报盘不具约束力。（8）B解析：有效期限制了报盘的可接受时间，防止无限期悬而未决。（9）B解析：还盘即拒绝原报盘并提出新条件。（10）C解析：“Withoutobligation”表示报盘仅供参考，卖方不承担约束力。3.TranslatethefollowingsentencesintoChinese.（1）按照你方要求，我方报2000打放大镜的价格：每打30美元，CIF旧金山，9月装运。（2）你会注意到我们能向你方报出50公吨绿茶价格，每公吨135英镑，成本、运费加保险费，目的港为上海。（3）我们的报价是基于FOB上海价，而不是基于CIF香港价，此发盘持续到8月31日有效。（4）我方报实盘，2000吨化肥，每长吨150英镑，CIF越南价，4月装运。（5）我方随信寄去了图文并茂的小册子和最新的价格单。（6）这个发盘6月1日到10日仍然有效。（7）按照你方要求，我方随信寄去带插图的商品目录和价格单，相信你方会觉得它很有趣。（8）订单数量超过1000件的时候，我方愿意给予5%的让价。（9）对于本年末前所收到的所有订单总额超过10万美元，我方可以给予2%的特殊贸易折扣。（10）以上报价以我方最终确认为准。4.TranslatethefollowingsentencesintoEnglish.（1）ThankyouforyourenquirydatedOct.6thforwalnut.（2）Asrequested,wemakeyouanoffer,subjecttoyourreplyreachingherebefore2Oclockp.m.,March14,yourtime.（3）Nowweareoffering1000dozentowelasfollows,subjecttoourfinalconfirmation.（4）InreplytoyourinquirydatedDec.10th,wemakeyouanofferfor5metrictonsofWalnut,CFRHamburg.（5）Wearequotingthebestpricesforblacktea.（6）WearequotingthebestpricesfortheitematUSD20percase.（7）Asthemarketisstrengthening,pleaseplaceanorderassoonaspossible.（8）ThankyouforyourinquirydatedOctober1for500“Meidi”BrandRiceCooker.（9）Asrequested,wearemakingyouanofferasfollows:atUSD84percaseCIFXingang.（10）InreplytoyourinquirydatedDec.10th,wemakeyouanofferfor5metrictonsofWalnut,CFRCopenhagen.5.TranslatethefollowingsentencesintoChinese.敬启者：收到你方5月15日的询盘函，我方愿报盘，此盘无约束力，内容如下：品名：菲律宾超级芒果原产地：菲律宾单价：每箱12.25美元，FOB价（根据市场行情每周变化）价格条件：FOB马尼拉付款方式：信用证装运：2007年10月最小订购量：20尺柜集装箱供货情况：全年提供现货内包装：平均重230～350克，一盒装5千克我们相信你方会认为我方价格具有竞争力，盼早复。谨上2004年5月23日6.WritingaQuotationLetterDearMr.Müller,ThankyouforyourenquiryofJuly10regardingourBluetoothEarphoneModelBT-ProX3.Wearepleasedtoquoteasfollows:FOBShenzhenPrice:USD12.80perunitMOQ:500unitsDelivery:within15daysafterorderconfirmationValidity:Thisofferisvalidfor10days.Wehopethisoffermeetsyourrequirementsandlookforwardtoyourreply.Sincerely,[YourName]SalesManagerShenzhenNovaTechCo.,Ltd.Chapter7keytoexercises1.RewritethefollowingsentencesusingmoreformalbusinessEnglishexpressions.（1）Wefindthequotedpriceabitaboveourtargetlevelandwouldappreciateitifyoucouldofferamorecompetitiverate.解析：表达拒绝原报价，同时语气礼貌、含蓄。（2）Wewouldbegratefulifyoucouldconsiderreducingtheprice.解析：通过委婉语气提出降价请求，适合书面沟通。（3）Weareconcernedthattheproposeddeliverytimemaynotmeetourschedule.Woulditbepossibletoshortenit?解析：先表达担忧，再提出建议，更显礼貌。（4）Duetothehighhandlingcosts,wewouldpreferT/TpaymentinsteadofL/C.解析：用“prefer”替代“won’t”，更显合作态度。（5）Asthisisatrialorder,wekindlyrequestareductioninyourminimumorderquantity.解析：使用“trialorder”解释请求，增强合理性。（6）Wouldyoubewillingtoofferaquantitydiscountforlargerorders?解析：使用问句和专业术语“quantitydiscount”，更自然。（7）Weregretthatthequotedpricedoesnotfallwithinouracceptablerange.Couldyoukindlyreconsiderit?解析：先表达遗憾，再提出请求，体现商务语境。（8）Wewouldappreciateitifyoucouldreviewthefreightchargestoseeifanyadjustmentispossible.解析：表达语气柔和，体现协商态度。（9）Wewouldbehappytoproceedwiththeorderifyoucouldimprovetheofferslightly.解析：替换强硬条件句为更友好的表达，适合商务往来。（10）Wesincerelyhopetocooperatewithyourcompany,andlookforwardtoyourfavorableresponsetoourcounter-proposal.解析：避免威胁语气，强调合作意愿。2.Choosethebestanswerforeachquestion.（1）答案：B解析：反报价是对原报价提出新条件的报价。（2）答案：B解析：“Weproposethefollowingtermsinstead...”适合用来提出反报价。（3）答案：B解析：反报价视为拒绝原报价，原报价自动失效。（4）答案：A解析：反报价信应包括新条款的详细内容。（5）答案：A解析：反报价应清晰且礼貌地表达。（6）答案：B解析：反报价后，双方通常继续协商以达成一致。（7）答案：A解析：买方应接受或提出新的反报价。（8）答案：B解析：“Wesuggestchangingthepaymenttermsto60days.”是典型反报价句式。（9）答案：A解析：反报价使原报价失效，不构成合同。（10）答案：C解析：忽略原报价不是有效的反报价方式。3.TranslatethefollowingsentencesintoChinese.谢谢您的还价，可我觉得太低了。我们还价为每公吨伦敦离岸价150美元。很抱歉，我们不得不拒绝你方报盘。除非你们降价5%，否则我方无法接受报盘。由于原材料成本提高，价格正在上涨。如果你方大量采购，比如说超过200箱，我们会考虑给予4%的折扣。鉴于双方的长期关系，我们同意这个价格，但仅就这批订货而言，绝不能被当做先例。我方的报价是以合理利润为依据，不是漫天要价。非常遗憾，我们无法报FOB价。我们与所有客户做生意都以CIF成交，这是我们的惯例。（10）鉴于商品紧俏，为贵方着想，建议迅速接受我方报盘。4.TranslatethefollowingsentencesintoEnglish.I’mafraidIdon’tfindyourpricecompetitiveatall.Wecannotcloseatyourprice.Asthemarketpriceisfalling,werecommendyourimmediateacceptance.Itisregretfulthatwecannotentertainyourcounter-offer.Nowwelookforwardtoreplyingtoourofferintheformofcounter-offer.Asyourcounterbidisnotuptothepresentmarketlevel,wearesorrythatwehavetogiveyouanegativereply.Yourcounter-offeristoolowandgroundless;thereforeitcannotserveasabasisforfurthernegotiationwithourmanufacturers.(8)Thepricewequotedareallex-works.(9)Wehavedecidedtoacceptyourcounter-offerifyoupayoncash.(10)Asbusinesshasbeendoneextensivelyinyourmarketatthisprice,weregretthatwecannotacceptyourcounter-offer.Itisourhopethatyouwouldreconsiderthematterandletusknowyourdecisionasquicklyaspossible.

5.TranslatethefollowingletterintoChinese.敬启者：感谢贵方5月15日函，按惯常条件向我们报2000个标题商品价格，每个7美元FOB厦门价。兹复，我们非常遗憾地指出，我方终端用户觉得你方价格太高，与现行市价不符。有消息表明，有些日本品牌的类似产品每个售价一直是6.5美元。正由于此，我们不可能说服我方终端用户接受你们的价格。如果你方考虑降价，比方说降价6%，双方也许可以达成协议。我们希望这一还价会得到贵方认可。在收到贵方确认后，我们将定期向贵方订购。谨上6.Writealetterwiththeinformationgivenbelow.DearSirs,Wehavebeenverysatisfiedwithyourproduct.However,wefeelyourpriceistoohightoaccept.Wefindthatwecanobtainapriceof$10.00perpiecewithalocalfirm.Thisismuchlowerthanyourpriceof$15.00perpiece.Unlessyouseeyourwaycleartomeetingthesefigureswewillnotplacewithyouanorderthatwillcarryusfortherestofthisyear.Thatorderisprobablytobeoneofthelargestthatwehaveeverplacedwithyou.Weshalleagerlywaitforyourreplybeforewedecidewheretoplaceourorder.Yoursfaithfully,(Signature)Chapter8keytoexercises1.RewritethefollowingsentencesusingmoreformalbusinessEnglishexpressions.（1）Wewouldliketoplaceanorderfor1,000USBdrivesandkindlyrequestpromptshipmentatyourearliestconvenience.解析：使用placeanorder和atyourearliestconvenience增强礼貌性与正式感。（2）Wearepleasedtoacceptyourofferandkindlyrequestthatyouarrangeshipmentofthegoodsatyourearliestconvenience.解析：acceptyouroffer更标准，arrangeshipment用于请求发货。（3）Wewouldappreciateyourpromptconfirmationoftheorder,asweareworkingonatightschedule.解析：避免威胁式语气，采用时间压力作为催促的理由。（4）Asthegoodsareurgentlyneeded,wekindlyrequeston-timedeliveryasagreed.解析：委婉表达急需，并强调履约时间。（5）Wetrustthatthegoodswillbeshippedontimetoavoidanypossibledelayinourschedule.解析：用积极语气代替否定语气，更符合外贸沟通习惯。（6）Aspaymenthasbeenmade,wewouldappreciateanupdateontheshippingstatus.解析：客观说明已付款事实，委婉表达催发货的诉求。（7）Weplacedanorderwithyoulastweekandwouldappreciateitifyoucouldconfirmthestatusatyourearliestconvenience.解析：用wouldappreciateitif...代替Whyhaven’t...，语气更合作。（8）Pleaseensurethatthepackingcompliesstrictlywithourspecifiedrequirements.解析：强调执行力的同时保持商务礼貌。（9）Wekindlyremindyouthatthequantitymustmatchtheorderexactly,aswecannotacceptanydiscrepancies.解析：用remind和discrepancies避免直接拒绝语气。（10）Pleaseinformusoftheestimatedcompletiondateandprovidethetrackingnumberoncethegoodsareshipped.解析：更正式的表达tellus和send的请求，符合书信格式。2.Choosethebestanswerforeachofthefollowingquestions.（1）C–“Placinganorder”指的是正式发出购买指令，表示确认购买意图。（2）C–“Wewouldliketoplaceanorderfor…”是商务英语中典型的正式表达方式。（3）B–包装胶带颜色并非订单必须信息，其它三项是关键要素。（4）B–卖方收到订单后应尽快书面确认，以表诚信与效率。（5）C–“Executinganorder”是按合同条款完成交货等后续工作。（6）C–使用具体航运信息是正式商务信函的规范表达。（7）B–Shippingadvice用于告知买方发货详情，如时间、船名、提单号等。（8）D–D选项语气委婉、专业，适合国际函电场景。（9）B–发货通知常随附发票和装箱单，是基本商务操作流程。（10）C–若无法按时交货，应主动联系买方并协商修改交货日期。3.Translatethefollowingsentences.（1）很高兴收到贵方5月10日订购茶叶的订单，欢迎你们成为我们客户中的一员。（2）为确认今天早上电话中所订购的货物，请寄订货单。（3）请尽力妥善安排此订购，并以快递寄出。（4）如果单价不超过20美元，我们欲购买100箱陶瓷茶具。（5）如果贵方惠赐订购单，我方将竭尽全力保证令你方满意。（6）请按照贵方样品给我方发500条床单。（7）兹确认收到贵方3月18日有关全棉枕套的第345号订购单，非常感谢。（8）我方将很高兴能收到贵方订单。（9）非常高兴向你方订购以下商品，希望贵方能尽快发货。（10）非常抱歉我们不能按6个月前的报价接受贵方的订购单。4.Translatethefollowingsentences.（1）WeareworkingonyourOrderNo.2012atpresentandpleasebelievethatwewilleffecttheshipmentwithi