国际商务英语理论与实务 答案

国际商务英语理论与实务 答案 Chapter1 international business 商品交换或交易 exchange or trade for goods 世界经济舞台 the world economic scene 国外直接投资 foreign direct invest 多国企业 multinational enterprises 商业和投资银行 commercial investment bank 有价证券投资 portfolio investment 金融风险 financial risk 交付差额balance of payment 法律文件 legal document 有效经营 effective operation Chapter2 business organizations 独资商 sole proprietorship 普通合伙商 general partnership 法人 fictional person 合股公司 joint stock company 董事会 board of directors 国有公司 public corporation 资本摊缴 capital contribution by partners 多数股权 controlling interest 优先股股东 preferred stockholders 公司章程 articles of corporation Chapter3 ways of business 最终消费者(用户)ultimate consumer 增值价值 value added 批发商 wholesaler 产品花色品种 product assortment 地方效用 place utility 邮售 mail order sailing 专业商店 specialty store 现金流量 cash flow 存货控制 inventory control 市场分区(分片) market segmentation Chapter4 a guide to economics 总体运行:overall operation 宏观经济学:macroeconomics 微观经济学:microeconomics 通货膨胀:inflation 扩展性的货币政策:an expansionary monetary policy 紧缩性的货币政策:a restrictive monetary policy 货币流通:currency circulation or circulation of money 货币投放量:the size of money supply 经济萧条:economic depression 均衡数量:equilibrium quantity Chapter5 the market economy 市场经济:the market economy 计划 项目进度计划表范例计划下载计划下载计划下载课程教学计划下载 经济:planned economy 股市:stock market 经济力:economy forces 供给力:supply forces 需求力:demand forces 经济体系:economic system 市场价格:market price 供求均衡:the equilibrium of supply and demand 购买力:buying power 供给量:quality supply 价格体系:price system Chapter6 what is marketing 营销观念 服装零售商 购买动机 最终用户 非赢利性机构 采购制度 产品规格 招标 低价产品 可自由支配的收入 多人挣钱型家庭 价格和质量比较 投币式自动售货机 营销调研 Chapter7 the marketing mix & product promotion 营销战略 促销 产品策划 品牌名称 市场总销售 产品生命周期 分销渠道 中间商 批发商 促销技巧 成功地进入国际市场 熟悉外国文化的人们 与顾客沟通的主要方式 促销策略 对他们广告竞赛的成功很关键 特定的出口市场 其他广告和促销的形式 有价值的 建议 关于小区增设电动车充电建议给教师的建议PDF智慧城市建议书pdf给教师的36条建议下载税则修订调整建议表下载 要 设计 领导形象设计圆作业设计ao工艺污水处理厂设计附属工程施工组织设计清扫机器人结构设计 得能吸引顾客的注意力 海外销售代理 广告对消费品的销售作用很大 我们应该十分重视产品的包装 不同国家具有不同的购买习惯 一般说来，美国公司的广告费用要占销售额的5%以上 电视是一种很有效的广告媒介 Chapter8 international payment & settlement Although China has enacted the bill of exchange law，it would still be useful to know something about Article 3 of the Uniform Commercial Code(UCC)—Commercial paper of the United States since most of our international payment instruments are denominated in the U.S Dollar . Article 3 of the UCC defines the terms of commercial paper and set forth the rights and liabilities of all the parties who deal with drafts， checks，notes and certificates of deposit . If an instruments does not meet all the requirements listed at the beginning of this unit，it is not a negotiable one under the terms of the UCC，though the parties involved may still be willing to use and accept it. However，the “Non-negotiable instrument” is treated still as a negotiable instrument so far as its form permits. Since it lacks of negotiability，there can be no holder in due course of such an instrument. Any provision of any selection of the UCC—Commercial Paper peculiar to a holder in due course cannot apply to it. With this exception，such instruments are covered by all sections of the Article 3 of UCC. 翻译:虽然中国已经颁布了票据法，但了解一下统一商法法典——美国商业票据的第三款仍 是有用的。因为我们大部分的国际支付工具是以美元为面值的。UCC第三款定义了商业票据 的条件并宣布了所有涉及汇票、支票、本票与存款单的当事人的权利与义务。 如果一张票据并不满足这一节前面所列示的所有要求，那么根据UCC的条件，它并不是一张 可流动的票据，纵然涉及的所有当事人可能仍愿意使用与接受它。然而，只要形式允许，“非 流动性票据”仍可视为可流动性票据。既然缺乏流动性，它就不存在正当持票人。UCC关于 正当持票人的任何章节的任何条款——商业票据，并不能适用于它。除此之外，这种票据适 用UCC第三款的任何章节。 It is imperative for the beneficiary to examine the terms of the letter of credit immediately upon receipt of it and make out the required documents in strict compliance with the terms of the credit. Inconsistency should be corrected in time whenever possible. If the beneficiary is unable to do so，some banks may be prepared to pay under reserve the amount involved on condition that the credit terms do not exclude such procedure，that the irregularities are minor ones，that the beneficiary guarantees repayment on first demand，and that the documents will be taken up by the buyer. If the documents are not accepted because of such discrepancies，the issuing bank is obliged either to hold the documents at the disposal of the remitting bank or return them to the remitting bank upon immediate notification and citing therein of the reasons for refusal. Under such circumstances，the bank accepting documents with payment under reserve may suffer losses and ultimately the beneficiary too. In many cases，it is therefore better to send documents with discrepancies to the issuing bank for collection or to request by telex，with notification of the discrepancies， the issuing bank’s authority to negotiate or make payment. 翻译:对受益人来说，一接到信用证就马上审查信用证的条款，并开出与信用证条款严格一 致的单据是十分必要的。无论何时，只要可能，就应该及时纠正不一致的地方。如果受益人 不能做到这一点，一些银行可能会在信用证并未不包括像不规范点是极小之处、受益人保证 在第一次要求时偿还款项，买方将赎回单据等这样的程序下有保留地支付所涉及的款项。如 果信用证因为这样的不符合而被接受，开证行将被迫持有单据由单行处置或接到通知就退还 给送单行并说明拒绝理由。在这种情况下，接受单证、有保留地支付款项的银行可能遭受损 失，最终，受益人也会遭受损失。所以，在许多情况下，最好把有不符点的单据交给开证行， 要求托收，或通过电传通知不符点，要求开证行授权议付或付款。 1) 按照国际商会的托收统一规划(第322号刊物)，寄单银行和代收银行的义务归纳如下: (1) 正确的遵循(to follow)卖方或他的银行所给予的指示。 (2) 单据在银行手中时，在任何时候要控制和确保托收项下单据的安全。 (3) 要迅速将执行代收指示的情况通知卖方或寄单行。 (4) 银行对他们代理人的行为不负责任，对不能直接归咎于(attributable to )银行 的疏忽(negligence)或它们自己雇员的疏忽而产生的任何后果也不负责任，尤其是(in particular)银行对任何单据的有效性或正确性。 翻译:According to Uniform Rules for collections(URC)，ICC publication No.322， the obligations of remitting bank and collecting bank can be concluded in following: (1)To follow the orders given by the seller and its bank correctly. (1)If the documents are received by the bank，the bank must control and ensure the security of the documents under collection at any time. (3)Notify the seller or remitting bank promptly the condition of implementing collection instruction. (4)The bank cannot be made liable for the acts of the agent，nor does it assume any liability for the negligence that cannot be attributable to the bank directly or the consequences arising from their own employee’s negligence，in particular the effectiveness and correctness of any document. 2) 只要(so long as)开证行有偿付能力(solvent)，即使买方可能成为无偿付能力，受 益人仍被确保汇票的付款。只要开证行有偿付能力，通知、议付或保兑等银行的倒闭(failure) 是相对地不重要的(immaterial)。通知银行只是一个通讯的渠道，它不承担责任。不管它倒 闭与否，受益人仍可期待开证行的付款(look for something to somebody)。虽然保兑银行 的确对受益人承担一项直接的独立的任务，但如保兑银行倒闭，受益人仍可期待开证行的付 款。因而(consequently)，只要开证行有偿付能力，保兑银行的倒闭不是致死的。最后，一 家议付银行的倒闭对受益人来说不是一件容易的事，因为议付银行的职能仅是对受益人在信 用证项下开出的汇票提供一个合适的贴现场所。如果议付银行倒闭，它的破产管理人有责任 对开证行强制执行对自己议付的汇票进行付款(enforce payment)。如果开证银行倒闭，则 在倒闭的议付银行方面会有损失的可能。 总结起来，开证银行的偿付能力(solvency)是信用证业务的基础。 翻译:So long as the issuing bank is solvent，the buyer may be insolvent，the beneficiary can still be ensured to be paid. So long as the issuing bank is solvent，the failure of notification bank negotiation bank or confirming bank is immaterial relatively. No matter it is in failure or not，the beneficiary can still look for the payment to the issuing bank. Although the confirming bank actually bears a direct and independent liability to the beneficiary，if it is in failure，the beneficiary can still look for the payment to the issuing bank. Consequently，so long as the issuing bank is solvent，the failure of confirming bank is not deadly. Finally，the failure of a negotiation bank is not an important event to the beneficiary，because the function of the negotiation bank is only to provide a proper discounting market for the draft drawn by the beneficiary under the credit. If the negotiation bank has been bankruptcy，its bankruptcy manager bears the liability to enforce payment to the negotiated draft. If the issuing bank has gone bankrupt，the negotiation bank may suffer loss. In a conclusion，the solvency of the issuing bank is the foundation of the credit operation. Chapter10 language patterns and writing ways of international business contracts The given particulars: 合同号码:2001-128 卖方:湖南土畜产进出口公司 卖方:鹿特丹食品进出口公司 商品名称:湘莲 规格:2001年产大路货 数量:80公吨 单价:CIF鹿特丹每公吨人民币25000 总金额:人民币2000000元 包装:双层麻袋装 保险:由卖方按发票金额的110%投保一切险和战争险 交货日期:2001年11月 装运港:中国湖南岳阳 目的港:鹿特丹港 唛头:由卖方选定 交货日期:2001年11月 交付条款:不可撤销的即期信用证 签约地点和日期:2001年9月18日于湖南长沙 SALES CONTRACT Contract No.2001-128 Sellers: Hunan Native Product and Animal By Product Imp & Exp corporation Buyers: Foodstuffs Imp & Exp Corp Rotterdam This contract is made by and between the Buyers and the Sellers，whereby the Buyers agree to buy and Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Hunan Lotus Specification: FAQ 2001 Quantity: 80 M/T Unit price: RMB ,2500 per M/T CIF Rotterdam Total value: RMB ,2000000 Packing: In double gunny bag Insurance: to be covered by the sellers for 110% of the invoice value against all Risk and War Risks. Time of Shipment: to be effected November 2001 Port of Shipment: YueYang Hunan of China Port of Destination: Rotterdam Shipping Mark: At sellers’ option Terms of Payment: by irrevocable L/C at sight Done and signed in Changsha on this 18th day of September, 2001 The given particulars: 2001年5月5日在中国湖南岳阳签订的第CS102号合同主要条款: 卖方:中国湖南化工进出口总公司 卖方:Smith & sons CO. ，Ltd 商品名称、规格及包装:锌钡白(lithophone) 硫化锌含量最低28%(ZnS content 28% min.) 内衬纸袋的玻璃纤维(glass-fibre)袋装paper-line glass -fibre bag 数量:80公吨(卖方可多装或少装百分之五，价格仍按单价计算)80M/T(5% more or less allowed at the unit price) 单价:CIF纽约每公吨2500美元含佣金3.5% USD $2500 per m/t CIF New York(3.5% commission included) 总值:200000美元 唛头: 保险:由卖方按中国人民保险公司海洋货物运输保险条款按发票总值110%投保一切险和战争 险。如卖方欲增加其他险别或超过上述保额时，须于装船前征得卖方同意，所增加的保险费 由买方负担。 To be covered by the sellers for 110% of the invoice value against ALL RISK and War Risks as per the relevant Ocean Marine Cargo clauses of PICC. If other coverage or an addition insurance is required, the Buyer must have the consent of the Sellers before the shipment, and the additional premiums is covered by the buyers. 装卸港:2001年9月份岳阳港装船运至纽约，允许分批和转船 付款条件:买方应由卖方可接受的银行于装船月份前30天开立并送达卖方不可撤销信用证， 至装运月份后第15天在中国议付有效。 The buyers shall open with a bank acceptable to the sellers 30 days before the month of shipment, valid for negotiation in China until the 15th day after the month of shipment. Chapter12 international trade terms EXW EX Works——工厂交货 FCA Free Carrier——货交承运人 FAS Free Alongside Ship——船边交货 FOB Free On Board——装运港船上交货 CFR Cost and Freight——成本加运费 CIF Cost，Insurance and Freight——成本加运费加保险费 CPT Carriage Paid To——运费付至 CIP Carriage and Insurance——运费保险费付至 DAF Delivered At Frontier——边境交货 DES Delivered Ex Ship——船上交货 DEQ Delivered Ex Quay——码头交货 DDU Delivered Duty Unpaid——未完税交货 DDP Delivered Duty Paid——完税后交货 Chapter15 establish business relations (1) We write to introduce ourselves as one of the leading exporters of a wide range of electronic products from the United States. 现具函自我介绍。本公司是美国各种电子产品的主要出口商。 (2) We thank you for your letter dated March 2 and shall be glad to enter into business relations with us. 感谢贵方3月2号的来信，我们很乐意同贵公司建立业务关系。 (3) Your letter expressing the hope of entering into business connection with us has been received with thanks. 来函收悉，得知贵方愿与我方建立业务关系，特表谢意。 (4) Specializing in the export of Japanese kitchen gadgets，we express our desire to trade with you in this line. 我们专营日本厨具，希望和贵公司开展本行业的业务。 (5) As the item falls within the scope of our business activities，we shall be pleased to enter into direct business relations with you. 因该项目属于我们的业务范围，我们将乐意与你方建立直接的关系。 (6) Your Chamber of Commercial recommended you as a possible agent for our products in your country. 你方商会推荐你作为我方产品在贵国的可能的代理。 (7) Through the courtesy of Mr. White，we are given to understand that you are one of the leading importers of machine tools in your country and wish to do business with us. 承蒙怀特先生介绍，我们得知贵公司是当地一家主要的机床进口商，且希望与我们建立业务 关系。 (8) We are willing to enter into business relations with you on the basis of equality，mutual benefit and exchanging what one has for what one needs. 我们愿意在平等、互利、互通有无的基础上同你方建立业务关系。 (9) Should you be interested in supplying，we would be more than pleased to enter into business relations with you. 如果贵方愿意供货，我们将非常乐意同你方建立业务关系。 (10) We are convinced that with joint efforts，business between us will be developed to our mutual benefit. 我们相信在双方共同努力下我们之间的业务会朝互惠互利的方向发展。 (1) 贵公司信誉卓著，我们极愿与你们公司建立业务关系。为此，寄上商品目录和价目 单，供贵公司参考。 翻译:Your firm enjoys high reputation. We’re desirous of entering into business relations with you. Accordingly，we send you our catalogues and price lists for your reference. (2) 承蒙悉尼商会介绍，获悉你们是中国烟花主要进口商，特冒昧来信，以期与贵公司 建立业务关系。 翻译:Through the courtesy of the Chamber of Commerce，Sydney，we have learned that you are the leading importers of Chinese fireworks. We write to you now with a view to building up business relations with your firm. (3) 随函附上的价目单和商品目录中有你方感兴趣的型号的详细情况。 翻译:The enclosed price lists and catalogues will give you details of the models in which you are especially interested. (4) 如贵公司有意与我发建立业务往来，请提出具体要求，以便寄上样品、目录及详细 说明。 翻译:If you are interested in establishing business relations with us in this line， please let us know your specific requirements. We’ll be pleased to forward samples， catalogues as well as detailed information. (5) 从中国银行纽约分行获悉，贵公司专营空调器的进出口业务，我公司愿与你公司建 立业务往来。 翻译:We learn from the Bank of China，New York Branch，that your firm specialize in the importation and exportation of air conditioners，and would like to establish business relations with you. (6) 据了解，贵公司是中国工艺品有潜力的买主，而该商品正属于我们的业务范围。 翻译:We are given to understand that you are a prospective buyer of Chinese arts and crafts which come within the frame of our business activities. (7) 我们将努力与各国扩大经济合作和技术交流，灵活地运用通行而合理的国际惯例。 翻译:We are striving to expand economic cooperation and exchange of technology with foreign countries and will utilize common and reasonable international practices in a flexible way. (8) 应你方要求，现另函附上我公司最新的目录及价目单。 翻译:As requested，we are sending you，under separate cover，our latest catalogues and pricelist. (9) 特函联系，愿为发展双方贸易提供机会。 翻译:We are writing to offer you an opportunity to develop trade. (10) 来函收悉，得知贵方愿与我方建立业务联系，谨表谢意。 翻译:Your letter expressing the hope of establishing business connection with us has been received with thanks. (1) A:Good morning. My name is John Smith. I’m from American. Here is my business card. B:I have long heard your great name，and I’m very pleased to see you，Mr. Smith. (史密斯先生，久仰大名，见到你很高兴。) (2) A:What’s your line of business，Mr. Smith? B:I specialize in Chinese arts and craft.(我专营中国工艺品) (3) A:How would you like to proceed with the negotiations? B:Please take a look at the itinerary we arranged for you. If there is anything inappropriate，please let me know.(请看一下我们给你安排的日程。若有不妥当的地方， 请告诉我。) (4) A:I was referred to you by Johnson & Brothers，your old customer. They speak highly of your commercial integrity. B:Thank you. We are always doing our best to abide by contracts and honour our word.(谢谢。我方总是尽最大努力重合同、守信用。) (5) A:Could you let me have some information about your company? B:I’m very glad to be of any help. We specialize in exporting chemical fertilizer.(我非常乐意帮组你。我公司专营化肥的进出口生意。) (6) A:China’s foreign trade is now growing rapidly. I believe your company must have been quite busy. B:It’s exactly true. Since our government decide to adopt a more flexible policy in foreign trade，our import and export business has been more active than ever before.(确实是这样。自从我国政府决定在外贸方面采取更加灵活的政策以来，我们进出口业务比 以前任何时候都要活跃。) (7) A:We’d like to discuss the possibility of establishing a long-term agreement between our two companies. B:You talk the words out of my mouth.(你说出了我的心里话。) (8) A:Could you give me an introduction of your products? B:Certainly. In order to give you a general idea of the various kinds of our products now available for export，I’d like to give you our latest catalogues and price list.(当然可以，为了让你们对我现在可供出口的产品有个大致的了解，我想给你们几份最新的 目录单和价格表。) (9) A:Would you give us a brief account of the practices you have adopted? B:Sure. We have mainly adopted some usual international practices.(当然可以。我 们主要采用国际上的一些做法。) (10) A:Here! Let me propose a toast to the development of our cooperation and to our guests’ health. B:Thank you. I propose a toast to the health of every one here and to the success of our future negotiations.(谢谢～我提议为在座各位的健康干杯，为我们即将举行的谈 判的成功干杯。) Chapter16 inquires and offers (1) Please send us samples and quote us your lowest prices. 请给我方寄送样品并报最低价。 (2) One of our customers is interested in the model 123，and we would like to receive a sample and quotation. 我方有一客户对贵方123型号产品感兴趣，请给我方寄样品和报价。 (3) One of our clients takes interest in your products and wishes to have your quotations for the items specified below: 我方客户对贵方产品感兴趣，请就如下制定产品报价。 (4) Please quote your lowest price CIF Shanghai for each of the following items， inclusive of our 3% commission. 请就以下产品报最低上海到岸价，且此价包含3%的佣金。 (5) We have pleasure in enclosing our Inquiry No.345-9 against which you are requested to make us an offer on FOB basis. 随函附寄我方第345-9询价单，请贵方包离岸价。 (6) If you can supply goods of the type and quality required，we may place regular orders for large quantities. 如贵方能按所要求的型号和质量供货。 (7) This offer expires on August 20. Your immediate reply by cable will be appreciate. 此报盘有效期至8月20号止，惠盼早复。 (8) Please select the items you are interested in and let us have your inquiry or order promptly. 请选择贵方感兴趣的货物，并尽快询价或下订单。 (9) We are making you the following offer，subject to your reply reaching here within five days. 我方给贵方报价，此报价以贵方答复5日内到达我方有效。 (10) If you think this offer is acceptable to you，please fax us immediately for our confirmation. 如贵方接受此盘报价，请立即电告我方以便我方确认。 (1) 我们可以按国际市场价格给您报价。 翻译:We may take an offer to you according to international market price. (2) 我们报实盘，以明天上午11点答复为有效。 翻译:We make a firm offer，subject to your reply reaching here by 11 tomorrow morning. (3) 能给我们报离岸价格吗, 翻译:Can you quote on FOB basis? (4) 你们所有价格都是成本加运费保险费价格。 翻译:The prices you have quoted are all on CIF basis. (5) 您能尽快报一个伦敦港成本加运费保险费价格吗, 翻译:Can you quote us CIF London as quickly as possible? (6) 如果你方报价具有竞争性，交货期可接受的话，我们愿意向你方订货。 翻译:We shall be glad to place our order with you if your quote is competitive and delivery date acceptable. (7) 一俟收到你方具体询价，我们将电告报价。 翻译:As soon as we receive you specific inquiry，we’ll cable you our offer. (8) 如果你方有兴趣，请电告我方，说明所需数量。 翻译:If you’re interested，please cable us indicating the quantity you require. (9) 鉴于我们长期的贸易关系，特此报盘。 翻译:We make such an offer in view of our longstanding business relationship. (10) 如果你方订货数量大，价格还可以进一步考虑。 翻译:We may consider a price reduction of you require large quantity. (1) A:I’d like to have your lowest quotation FOB New York. B:Please cable us the quantity you require so that we can take the offer.(请告 诉我方所需数量以便我方做出报价。) (2) A:All right，but could you give us an indication of your price? B:Certainly. This is our price list on CIF basis.(当然可以，这是我方的CIF报价 表。) (3) A:Are the prices on the list firm offers? B:All the offers are subject to our final confirmation.(所有报价都以我方最后确 认为准。) (4) A:Is this a firm offer? B:This offer is firm，subject to your reply reaching us by the end of this month.(此发价为实盘，以你方在本月底前答复有效。) (5) A:Have you received our Inquiry? B:Your inquiry is having our close attention and we’ll make an acceptable offer in a few days.(我方正在认真研究，并在几天内做出一个你方可接受的报价。) (6) A:Would you allow us a discount? B:We’ll allow you a 2% discount if the quantity reaches 1000 sets.(如果数量达 到1000台，我们将给贵方2%的折扣。) (7) A:Our computers are of top quality. B:We’ll place large orders if your offer is competitive.(如果贵方报价具有竞争 力，我方将大量订货。) (8) A:We hope to expand our business with you. B:I hope to conclude transaction with you，as a representative of the IBM.(作为 国际商用机器公司代表，我希望能与你们达成交易。) (9) A:How’s business these days? B:Not bad. But sales are down a bit due to the appreciation to US dollar.(还不 错，但由于美元升值，销售量降低了一点。) (10) A:Do you think it’s a general trend. B:I think it’s just a slump. Thins will improve soon.(我认为只是暂时的萧条，情 况很快会改观。) Chapter17 counter-offer，bid and counter-counter-offer 第一题 (1) In view of our longstanding business relations，we can consider a price reduction. 考虑到我们长期的贸易关系，我方愿意考虑降价。 (2) Much to our regret，as your price is out of line with the market level， it is difficult for us to accept it. 我方非常遗憾，因为贵方报价与市场价格相差太大，我方难以接受。 (3) The market here is not as active as last year. If you can reduce your price， say 3%，we can probably conclude the business. 市场不如去年活跃，如贵方能降价3%，我们也许能成交。 (4) In reply to your letter of March 15th，we have found it impossible for our customers to accept your quotation as it is too high. 兹回复贵方3月15日函电，因为报价太高我方顾客不能接受。 (5) The price we offered you is very practical，so we are sorry to say that your counteroffer is unacceptable. 我方的报盘是很实在的，因此很抱歉不能接受贵方还盘。 (6) My offer was based on reasonable profit，not on wild speculations. 我方报价以合理利润为依据，不是漫天要价。 (7)I think the price we offered you last week is the best one. 我认为我方上周报价是最好的。 (8) It was a higher price than we offered to other suppliers. 此价格比我方其他供货商的价格要高。 (9) We can’t accept your offer unless the price is reduced by 5%. 除非贵方减价5%，否则我方无法接受还盘。 (10) This offer is based on an expanding market and is competitive. 此报盘着眼于扩大销售而且很有竞争性。 第二题 (1) 鉴于我们以按此价与卖主大量成交，我们不可能再降价了。 翻译:In view of the fact that we have done a lot of business with buyers at this price，we can’t reduce our price any further. (2) 我们建议你方重新考虑发价，是指与国际市场价格一致起来。 翻译:We suggest that you reconsider your price and bring it into line with the international market price. (3) 我方决定再作百分之二的让步，希望这能有助于你方推销产品。 翻译:We have decided to make a further concession of 2% in the hope that this will help you push sales of our products. (4) 遗憾，即使各让一半，我们仍难接受你方还盘。 翻译:We regret that it is impossible to accept your counter offer even if we meet each other half way. (5) 在质量方面，我们认为其他牌子的产品是无法与我们相比的。 翻译:In respect to quality，we don’t think that the goods of other brands can compare with us. (6) 请您把你方认为合适的价格谈一下。、 翻译:Please tell us the price that you think reasonable. (7) 如果你们答应提前交货，我们可以接受你方报价。 翻译:We may accept our offer if you promise an earlier delivery. (8) 我们希望你们能以还盘的形式对我报盘予以答复。 翻译:We look forward to your replying to our offer in the form of counter-offer. (9) 你的价格太高买方没兴趣还盘。 翻译:Your price is too high to interest buyers’ counter-offer. (10) 你们的还盘比我要的保守得多。 翻译:Your counter-offer is much more modest than mine. 第四题 (1) A:It is no possible for us to make any sales at that price. B:$950/set is our lowest price，and it is the best price you can get.(950美元 一台是我方的最低价格，也是贵方能得到的最好价。) (2) A:I’m afraid I can’t agree with you. Your price is higher more than other companies. B:Taking into consideration the top quality of IBM computers，you’ll find our very competitive.(但考虑到IBM计算机的上乘质量，我方价格是很有竞争力的。) (3) A:Your price is so high that we can hardly make a counter offer. B:It pays to buy good computers. Top quality means a higher price.(买好的计算机 是有利可图的，上乘的质量意味着较高的价格。) (4) A:We hope that you’ll take the initiative and bridge the gap. B:We’ll reduce the price by 5%,wishing to set the ball rolling.(我方将降价5%， 希望这样谈判能继续进行。) (5) A:But the gap is still too wide, I’d suggest another 10%. B:I am afraid it won’t do .How can we stand such a big cut?(这样恐怕不行，我方 哪经得住这么大幅度的削价。) (6) A:We regret that we’ll have a hard convincing our clients at your price. B:Our offer is based on reasonable profit .Not on wild speculation.(我方报价以合 理利润为依据，不是漫天要价。) (7) A:We can’t accept your offer unless the price is reduced by 5%. B:We ‘ve kept the price close to the costs of production.(我方已经把价格压到成 本边缘了。) (8) A:I’m afraid your counter-offer is unacceptable. B:If you can’t reduce your price ,we have to buy elsewhere.(如果贵方不能降价， 我方只好向别处要货。) (9) A:We regret to say that your quotation is out of the line with the prevailing market. B:In view of our longstanding cooperation, we will reduce our price by 5%.(考虑 到我们的 长期合作关系，我方愿意降价5%。) (10) A:If you reduce the price by 5%,we’ll place an order with you immediately. B:We find it impossible to accept your counter-offer as our offer is very practical.(我方报价是很实在，所以无法接受贵方还盘。) Chapter 18 acceptance and order 第一题(英译汉) (1) Although the prevailing quotations are somewhat high ,we will accept the order on the same terms as before with the view of encouraging business. 尽管现行价格较高，但为了促进今后业务的开展，我们仍将按过去条件接受你方订单。 (2) I found your price much too high to be acceptable to us. We hope you will take initiative and bridge the gap. 我认为贵方开价太高，我方难以接受。希望贵方采取主动，以弥合价格上的差距。 (3) All orders and indent placed by the customers shall receive our full attention, and will be excecuted promptly and nicely execution of their wishers. 所有订单我方将予以充分重视，并根据顾客要求尽快圆满地完成，请尽管放心。 (4) We wish to refer to the recent exchange of cables and are pleased to confirm having concluded with you a transaction of 30 metric tons of walnut meat. 参阅双方近期的电报往来，我们高兴地确认已与贵方达成30公吨核桃仁的交易。 (5) Unfortunately. We are not in a position to accept to the conditions of payment and delivery as specified in your order of May 25th.However,we would be happy to accept your order under the conditions customary in our trade. 非常遗憾，贵方5月25日的订单所指定的付款与交货条件我方无法接受。然而，我方将乐意 按我们的贸易惯例来接受贵方的订单。 (6) As your counter-offer is beyond what is acceptable to us ,we cannot help but return to you Indent No.336. 无法接受你方还盘，只得退回第366号订单。 (7) Enclosed is our order for 3000 sets of computers COMPAQ12+.We request you to acknowledge acceptance of our order ,and to confirm the condition stated above . 附寄三千台IBM-99型计算机订单一份，请接受我方订单并确认上述条件。 (8) With reference to our order for your electronic products we have pleasure in sending you our Purchase Confirmation No 0169 in triplicate ,one copy of which please sign and return to us for our records. 关于我方对贵公司电子产品的订单，奉上我方第0169号订购确认书一式三份，请会签后寄回 一份，以便我方存档。 (9) This is a trial order, to which we trust you will give your best attention, as if satisfactory ,we shall probably be able to see our way to extensive dealings with you. 此次是试订，所以务请细心安排。如获满意，相信能导致日后大量的交易。 (10) It is very important that the design of our ordered goods be exactly the same as that of the sample we sent you. 重要的是我方所订货物的设计与我方所寄送的样品完全一致。 第二题(汉译英) (1) 如果你方能接受我方的数量，并答应提前交货，我方就能接受你方的价格。 We’ll accept your price if you can meet out needs and make an earlier shipment. (2) 尽管我方非常希望与你方交易，遗憾的是你方出价实在太低我方无法接受。 However desirous we may be of doing business with you, we regret to say that bid is really too low to be acceptable. (3) 如果你们订购这种商品，我们可以按你们所需要的数量供应。 If you want to purchase this product ,we are able to supply as much as you require and give a discount. (4) 我方能否订货，订货多少，很大程度上取决于你方的价格。 Whether we’ll have an order to not and how many we order mainly depends on your price. (5) 这种产品的起订量是300箱。如果你方订购500箱以上，我们就削价3%。 The minimum quantity of an order for the goods is 300 cases. If you order more than 500 cases ,we can reduce our price by 3%. (6) 我们相信，贵公司对此次订购能给予认真及时的安排。 We trust that you will give this order your prompt and careful attention. (7) 尽管你方价格低于我方水准，考虑到与你方初次交易，我方破例接受你方订单。 Although your price is below our level ,we accept, as an exception, your order with a view to initiating business with you. (8) 800美元一台的价格我方可以接受，但条件是你方应将订货数量增至3000台。 The price of $800/set is acceptable, provided you increase the quantity of your order to 3000 sets. (9) 请按我方第255号订单所列细节提供3000箱这种产品 Please supply 3000 cases of the goods is in accordance with the details in our No.225. (10) 贵公司6月11日函收悉，根据贵公司报盘，我公司有意购买1000包，这种产品价 格为每磅五美元，10月份交货。 We are in receipt of your letter of the 11th June ,and, in accordance with your offer, we are willing to take 1000 bales of this product at $5per pound-delivery in Oct. 第四题 (1) A:I’d like to know if you accept orders in the buyer’s design and measurement. B:Yes,we do. If the order is large enough.(是的，如果订购达到一定数量，我们就可 以接受。) (2) A:Will you supply spare parts if we want them? B:Certaintly.We always have the interests of the customers at hearts.(那当然，我 们总是把顾客的利益放在心上。) (3) A:If you could consider a price reduction of 5%,I could place an order right away.(如果你们能考虑减价百分之五，我可以马上向你们订购。) B:I’ll have to get in touch with the manufacturers. (4) A:Can you offer a quantity discount? B:If it’s a large order, a discount is possible.(假如订货数量大，有可能给折扣。) (5) A: 5000 sets is too big an order for prompt delivery. That’s more than we can help. (5000台要即期交货，这订购量太大了，我们无法接受。) B: Perhaps we can have another talk tomorrow after you consult the general manager. (6) A: I must say the price is too high for me to accept. B: You should take quality into consideration. Our products are of high quality. (你 们必须考虑质量问题。我们的产品质量高。) (7) A: If you can accept our price , the business will no doubt be settled. B: This is the first contact between us. In order to conclude the transaction, we accept you bid. (为了达成交易，我们接受你们出的价格。) (8) A: How long would it take you to fulfill an order? B: We have too much commitments to allow us to take new orders. (我们的订货太多， 故而不允许我们接受新的订单) (9) A: It’s no easy thing to push the sale of a new product. B: No, certainly not. Why not have a trail order for small quantity? (不过你不妨 做一笔小的订货试试。) (10) A: We’re old friends. In order to encourage future business and as a gesture of friendship, we’re prepared to make this an exception by reducing our price by 5%, will you satisfy? (我们是老朋友了，为了进一步扩大业务往来，也为了表示我们的诚 意，我方准备破例减百分之五，这样做你满意吧。) B: That’s great. Thank you for making this concession. I accept it. Chapter 19 packing and shipment 第一题 (1) Each piece is to be double folded, rolled on cardboard, wrapped in kraft paper and then packed in wooden cases. 每件用双折卷板，外包牛皮纸，然后装木箱。 (2) When you pack, please put 2 or 3 different designs and colors in each box. This will make it convenient for us to make distribution to the retailers. 装箱时，最好每箱搭配两到三种花样，这样便于我们发售给零售商。 (3) Special attention has been paid to the packing, which we trust will prove satisfactory in every respect to your clients. 包装问题已得到充分重视，我们确信这将使你方客户满意。 (4) We have been put to considerable inconvenience by the long delay in delivery. We must insist on immediate delivery: otherwise, we shall be compelled to cancel the order in accordance with the stipulation of the contract. 长时间的延误交货已给我方带来很大不便，我们坚决要求立即发货，否则，将不得不原订合 同的订货。 (5) If you cannot get the goods ready by the time the ship chartered by us arrives at the port of loading, you will be responsible for the losses thus incurred. 我们所租的船只按期到达装运港后，如果你方不能按时备货装船，就应负担我方所遭受的损 失。 (6) Shipment has to be made before October; otherwise we are not able to catch the season. 十月份以前货物必须装上船，否则我们就赶不上销售季节了。 (7) We will be responsible for the charges including any customs duties on export, as well as any service charges on exporting goods. 我们负担的费用包括出口所需的任何关税费用和其他办理出口一切手续费。 (8) The goods ordered are all in stock and we assure you that the shipment will be made by the first steamer available in November. 贵方订购的货物我方均有现货，可保证在11月份第一条船上装运。 (9) We regret our inability to comply with your request for shipping the goods in early December, because the direct steamer sails for your port only around the 20th every month. 很抱歉不能满足你方12月初装船的要求，因为直轮在每月20号左右驶往你港。 (10) As stipulated in the contract, you should inform us by cable, 30 days before the month of shipment, of the contract number, the name of the commodity, quantity, loading port and the estimated date when the goods will reach the port of loading. 你方应在合同规定的装运月份30天前，将合同号码、货物名称、数量、装运港口的日期电报 通知我们。 第二题: (1) 来电确认，以便我方及时进行货物包装。 Please cable us your confirmation, so that we can pack the goods immediately. (2) 我方已采取措施改进包装，确信今后的交货将使你方完全满意 We’ve already taken steps to improve our packing and are confident that our future shipments will give you complete satisfaction. (3) 这种纸箱用于远洋运输恐怕不够结实。 I’m afraid the cardboard boxes are not strong enough for transport by sea. (4) 这是我们的包装设计，请转给厂方，供他们参考。 This is our design for the packing. Could you please give it to the manufacturers for their reference? (5) 我们希望图案和色彩能照顾阿拉伯人的心理。 We hope that the design and the color will suit Arabian tastes. (6) 我们定的装船期限是2001年11.12两个月。 The loading period we fixed is from Nov. to Dec,2001. (7) 你们应在货物备妥后15天内派船到装船口岸。 The ship should be at the port of loading within 15—20 days after you have got the goods already. (8) 你方应在船只受载期12天前，将船名、预计受载日期、装载量、合同号码、船舶代 理人电报通知我们。 You should advise us by cable, 12 days before the date of loading of the name of ship, expected lay days, loading capacity, contract number and the shipping agents. (9) 货物早已备妥待运，但是，由于你方信用证延迟到达，货物不能按期装运。 The goods have long been ready for shipment, but, owing to the late arrival of your L/C, shipment cannot be effected as stipulated. (10) 我方第0168号销售确认书顶下第一批货物将由“大庆”轮装运，预期在12月5日 左右启航。 The first lot under our Sales confirmation No.0168 will be shipped per S.S. “Daqing” scheduled to sail on or about Dec.5. 第四题: (1) A: How would you pack this lot of stationery? (这批文具你们打算用什么包装,) B: We use cardboard boxes and then reinforce them with iron straps. (2) A: Could you use wooden cases instead? B: We could use wooden cases for packing if you insist. (如果你们坚持，我们可以使 用木箱包装。) (3) A: Do you have any specific request for packing? (4) B: We hope that the design and the color will suit Australian tastes. (希 望图案和花色适合澳洲人的口味。) (5) A:The outer packing should be strong enough for transportation. What about the inner packing? B:As to the inner packing，it must be attractive and helpful to the sales.(至于 内包装，必须具有吸引力，以促进销售) (6) A:Please ship the goods in one lot in October. B:I’m sorry that’s impossible. It would be very difficult for us to get the goods ready within such a short time.(很抱歉，那不可能。要在这么短的时间内把货备妥很困 难。) (7) A:If you can’t get hold of a direct vessel，we may agree to have the goods transshipped via New York.(如果弄不到直达船，我们可以同意在纽约转运。) B:I’ll have to contact our forwarding agent thee first and find out what the situation is like. (8) A:I guess there won’t be any trouble for you to arrange an early shipment. B:There’s great demand on shipping lately. But we’ll do our best to ship the goods by the first available vessel after receiving your L/C.(近来舱位很紧，不过我们尽 量在收到你们的信用证以后利用第一艘便船装运。) (9) A:Don’t you think it’s acceptable to have the goods transshipped at Hongkong? B:We prefer direct sailing as transshipment adds to the risk of damage and may delay the arrival.(我们宁可要直达船，因为转船增加了受损的危险，而且可能会耽误到货时间。) (10) A:I know you’re operating a container service on the Guangzhou — Latin American sea route. B:Yes，we are using more and more containerized vessels for cargoes destined for that area.(是的，我们越来越多地利用集装箱船只来装运发往那个地区的货) Chapter15 (1)A letter of establishing business relations. A. express your hope of establishing business relations. b. obtained the relevant information from the Chamber of Commerce; c. you specialize in exporting cotton piece goods; d. a copy of your catalogue is enclose. KEY: Dear Sirs, Your Chamber of Commerce has recommended you as a possible buyer of our products and we are now writing to you for the possibility of entering into trade relations with you. We specialize in the exportation of cotton piece of goods，and we’ve been in this line for more than 10 years. Enclosed is a copy of our latest catalogue for your reference. We hope to hear from you soon. Yours faithfully, Xxxxxxx (2)A letter of replying to the above a. acknowledge the receipt of their letter of Feb.20; b. agree to their proposal of establishing trade relations with you; c. give the name of your bank. KEY: Dear Sirs, We thank you for the letter of Feb.20 and shall be glad to enter into business relations with you. As to our financial standing，you may refer to the Bank of China，New York Branch. We hope with joint efforts business will develop to our mutual benefits. Yours faithfully, Xxxxxx Chapter16 „„先生: 本公司是中国长沙电子产品进口商，我们切盼与贵公司建立贸易关系，发展我们两国之间的 贸易。 随函附上第303号询价单一份，盼望你方早日给我们报纽约离岸价，包括2%的折扣。报价时 请说明最早交货期和可供数量。 倘若你方报价具有竞争性的话，我们打算大量成交。如蒙早日复信，不胜感激。 „„谨上 1999年2月8日 KEY: Feb 8, 1999 Dear Sirs, Re:computers This company is one the largest electronic products importers in Changsha，China. We sincerely hope to establish business relations with your company so as to promote trade between our two countries. We are enclosing an inquiry No.303 and looking forward to receiving，at an early date， your quoting FOB New York including our 2% discount. While quoting，please state the earliest shipment and quantity available. If your quotation is competitive，we are ready to conclude substantial business with you. Your early reply will be very much appreciated. Sincerely, Xxxxxx Chapter17 先生: 你3月25日函悉，谢谢。我们已仔细研究了你方对我IBM计算机报价的意见。 虽我方想满足你方的要求，但十分抱歉，不能按你方要求降价，因我方价格经精确计算。即 使我方价格与其他供应商的价格不同，那也是因我方产品的质量远远超过贵处其他外国牌子， 从我方购进你方定会得利。 我们准备给百分之五折扣，条件是你方起订量1000台。如果此建议可接受，请早日告知你方 订量。 „„谨上 KEY: March 28, 1996 Dear Sirs, We thank you for your letter of March 25. Your comments on our offer of IBM computers have had our close attention. Although we are keen to meet your requirements，we regret that we are unable to comply with your request to reduce the prices as our prices are closely calculated. Even if there is a difference between our prices and those of other suppliers，you will find it profitable to buy from us because the quality of our products is far better than of other foreign makers available in you district. We are prepared to allow you a discount of 5% provided your order calls for a minimum quantity of 1000 sets. If you find our proposal acceptable，please let us have your order at an early date. Sincerely, xxxxxx Chapter 18 1. An acceptance letter The sellers accepts the buyer’s counter-offer at a 2% reduction with a view to encouraging business and encloses a Sales Confirmation in triplicate KEY: Dear Sirs, We’ve carefully considered your counter-offer and agree to accept it. The price we offered is practical，but we agree to give it a 2% reduction just in order to encourage business between us. As requested in your previous letter，we enclose our Sales Confirmation in triplicate. Please sign and return one copy for our files. 2. An order letter The buyer sends the seller an order for the following with terms and conditions: COMPAQ 1200 computer，3000 sets，prompt delivery within 5 weeks. KEY: Dear Sirs, In reply to your letter of June 6th，we are very much interested in your offer and have decided to place an order for the following，on the terms stated in your letter. COMPAQ1200 computers，3000 sets，delivery within five weeks. We place this order on the clear understanding that only if you can guarantee dispatch in time to reach us by the end of five weeks，and that we reserve the right to cancel it and to refuse delivery after this date.