商务英语综合教程答案

Appendix  I Key to the Exercises Unit 1 I. Oral Practice. Example: My way to practise spoken English: Talk freely with my best friend in my spare time, for example, we usually talk in English when we climb the mountain and go to dinning hall. A:     Marry, you have been learning English so well and your spoken English is almost like a native American. How are you becoming so excellent? B:     Practice all the time with best way, I think. A: Sounds interesting, could you introduce your method of practising spoken English? B:     Well. I have kept at least 5 years to practise speaking English everyday. My mother is an English teacher. I talk with her in English at home for years. And I speak English with my classmates at least 1 hour a day now. A:     So great. Sometimes I want to keep on speaking, but always give it up after some days. B:     That’s the problem. Interest is the best teacher. You should enjoy speaking in English. A:     How wonderful if I can speak with you from now. Could you help me? B:     Surely. It’s my pleasure and it will improve my English level too. Let’s practice from now. A:     You are so kind. I will be surely improve my spoken English after some time. B:     I think so. It can improve our friendship too. II. 1.  BCDEF  AGIJK  LMNOP  QHI 2.     interest, satisfaction, simple, interpreters, essential, notes, summarization, review, record, deepen, burden, impressive III. 1. B 2.A 3.B 4.B 5.D 6.B 7.B 8.B 9.A 10.C IV. 1.    Introduced by our branch in New York, 2.    you are one of the leading exporters of furniture. 3.    we shall appreciate it if you send us your price-list. 4.    you are interested in Electric Fans. 5.    To give you a general idea of the various Arts & Crafts we handle, 6.    your early reply. V. 1. 我们发邮件给您是要跟您在食品领域建立业务关系。 2. 任何时候邮件联系，并希望成功合作。 3. 阿里旺旺是另一个由阿里巴巴会员普遍使用的在线通讯工具。 4. 把消息传递给收取人而不会被误解。 5. 审查对话的拼写、语法、标点、用法等。 . VI 1. Try to learn business English letter writing and business spoken English well to be an excellent businessman. 2. Online chatting tools have become the chief communication tools in modern international trade. 3. Try to use fine business language expressions to arouse the attention and interest of the customers. 4. This order of importance of oral English study should be followed: Fluency, Accuracy, and Appropriateness. 5. In order to obtain the information concerned, market research should be made necessarily. VII. Shandong Mechanical and Electronic Import and Export Corporation Address: 29, Lishan Road, Ji’nan, China Tel: 0531-******** Fax: 0531-******** E-mail: info@166.com Date: Oct 10, 2007 Mr. K. Huang Export Dept. The Pakistan Trading Company 15, Broad Street Karachi, Pakistan Invitation to Participate the 102th Chinese Export Commodities Fair Dear Mr. K. Huang, How are you? Thanks for your entertainment in Pakistan last month. The 99th Chinese Export Commodities Fair will be held on October 15, now send you this invitation sincerely and wish to meet you then. There will be new type mechanical and electronic products of our company exhibited in the fair. Each customer with a product contract at the fair will get a lower price. This is why we invite you to order in the fair. Best regards Liwei Shandong Mechanical and Electronic I/E Corporation   Unit 2 I. Oral Practice Make a dialogue on modern communication tools about their names, functions and advantages A:    Morning, Mr. Smith. Thanks for your E-mail inquiry for our Chinese traditional kites. I will send you pictures for reference by EMS. B:    Thanks but I want to see right now. A:     You will have to get it after a week by EMS or DHL. B:    Incredible, why just show me online using modern communication tools? A:    Online modern communication tools?     What are they? How to show the photo? B:    QQ or OCIQ is a chatting tool commonly used in China and it also has the functions of transferring files promptly. B:    So great. Could introduce some valuable tools and teach me to use during our later communication? B:    Ok. I prefer use TradeManager to negotiate with my customers in a real time. It is developed by alibaba.com. A:     What is it? Can I use it to transfer the photo? B:    Of course. We may communicate by chatting with voice or video system, or just typing online. You may send the sample photo at once. A:     Help me to use these tools. I like to send you some kites freely. Haha. B:    We are in good relations. You need to install Skype too. We may talk freely through computers without any charges. What you need to prepare is a microphone with visible camera. A:    I heard a company group distributed in different countries or areas can hold a meeting through internet. Is it true? B:    Yes. It is used by large companies now. It is called vedio conference. The manager may get work information and assign new tasks through this conference. It is an efficient modern work way. A:     I need to learn one by one. Thanks. B:    My pleasure. II. 1. JIHGF　AEDBC　QPKMN　LOSTR 2. understand, establish, with, importer, large, catalogue, appreciate, samples, supply, to, reply, benefit III.  1.C 2.B 3.B 4.D 5.D 6.B 7.B 8.A 9.A 10.B IV．　 1. who will be pleased to give you the information you require. 2. if you can let us have your opinion on their reputation and financial standing. 3. The company you inquired about 4. not to enter into any business relations with the firm. 5. information regarding the firm in question 6. strictly confidential V． 1. 阿里巴巴的基于网页的贸易通（阿里旺旺）是通过网页浏览器使用的即时通讯工具。 2. 你可尽情与你的买家与卖家进行直接顺畅地交流而不用下载任何软件。 3. 为了享用贸易通带给你的好处，如保存历史消息、发送WORD，Excel，及其它重要文件或如果你想实时声像交流，推荐你今天就下载商务通软件。 4. 输入信息，点击“发送”或“回车”与好友聊天。 5. 在基于网页的贸易通中，你可开启多个小屏幕，使你在同一窗口下与不只一个好友聊天。 VI．　 1. More and more businessmen love online communication tools in modern trade process. 2. English lovers may practice oral English through QQ,　ICQ,　MSN,　Skype,　chatting room and many other chatting tools. 3. Skype is a little piece of software that lets you talk over the Internet to anyone, anywhere in the world for free. 4. You will probably not do international business well if you can’t use the modern communication tools smoothly. 5. Multi-skilled talents and practical talents are the training aims of vocational colleges. VII. EnglishResume Room 212 Building 343Bttyui University, Beijing 100084 (010) 62000000 Email：service@yahoo.com Zheng Yan -------------------------------------------------------------------------------- Objective To obtain a challenging position as a software engineer with an emphasis in software design and development. Education 1997.9-2000.6 Dept.of Automation,Graduate School of Bttyui University, M.E. 1993.9-1997.7 Dept.of Automation,Beijing Insititute of Technology,B.E. Academic Main Courses Mathematics Advanced Mathematics Probability and Statistics　Linear Algebra Engineering Mathematics Numerical Algorithm Operational Algorithm Functional Analysis Linear and Nonlinear Programming Electronics and Computer Circuit Principal Data Structures Digital Electronics Artificial Intelligence Computer Local Area Network Computer Abilitees Skilledin use of MS Frontpage, Win 95/NT, Sun, Javabeans, HTML, CGI, JavaScript, Perl, Visual Interdev, Distributed Objects, CORBA, C, C++, Project 98, Office 97, Rational RequisitePro, Process,Pascal, PL/I and SQL software English Skills Have a good command of both spoken and written English .Past CET-6, TOEFL:623;GRE:2213 Scholarships and Awards 1999.3 Guanghua First-class Scholarship for graduate 1998.11 Metal Machining Practice Award 1997.4 Academic Progress Award Qualifications General business knowledge relating to financial, healthcare Have a passion for the Internet, and an abundance of common sense   Unit 3 I. Oral Practice. Seller:    Morning, sir. I’m Wang Wei, sales manager of AAA Export Company. Buyer:    Hello. What is your product line? Seller:    We are manufacturer of handbags in China. Do you have interests to our products? Buyer:    We are searching Chinese handbag suppliers recently. But we want to cooperate with the most credible partner with best quality and competitive price. Seller:    We are the exact one you are looking for. We have designed newly a handbag model NA051. Wish you have interests. Buyer:    Can I see the sample photo now? Seller:    Of course. Wait only one minute. I will send you through TradeManager at once. Buyer:    Thanks. I am waiting. Seller:    It’s ready to receive now. Click “accept” and save it in your computer. Buyer:    I received and check it. It’s really attractive. The new designed handbag will have a considerable market, I think. Seller:     Thanks. Wish to establish relationships for mutual benefits later. Buyer:    I wish to. But how is the price? Seller:    I will give you most competitive price in a new market. You know so well in this line and I wish to have your suggestions. Buyer:    So frankly you do. USD25.00/pcs CIF New York. We may order a large quantity. Seller:    Our best offer by now is USD25.00/pcs FOB Qingdao. The freight will be born by your side. Buyer:    I will give you my opinion next time. If you are not online, I will send you email and I’d like to get your email address. Seller:    bag@handbag-China.com Buyer:    I have something to do, see you. Seller:    Glad to talk with you online and wish to establish business relations with your kind company. Buyer:    Me too. Bye. II. 1.  LGDAK  JIFEH  CBOQM  NPR 2. commercial, passed, desire, business, corporations, inform, commodities, interested, scope, catalogue, information, reply III.  CBBAD DDDAC IV. 1.    a number of our clients are interested in Chinese walnutmeat. 2.    We are able to supply 3.    have obtained your name and address from your Chamber of Commerce. 4.    If your prices are reasonable, 5.    you are desirous of establishing direct business relations with us 6.    fall within the scope of our business activities V. 1. 我们写信向您介绍，我们是中国各类服装产品主要出口商之一。 2. 感谢贵方3月25日邮件，很高兴跟您建立业务关系。 3. 感谢受到你方关于希望与我方建立业务关系函。 4. 作为中国厨房器具出口商，我们希望在这一领域进行贸易。 5. 我们希望与您在平等互利的基础上建立业务关系，并且互通有无。 VI. 1. We wish sincerely to establish business relations with you and enclose with products catalogue and price list for reference. 2. If your company wish to establish business relationships with us, please give us your detailed requirements for us to provide sample, catalogue and descriptions. 3. We are castor oil and its derivatives manufacturer, details please visit our website www.caschem-china.com. 4. The 102nd Autumn Canton Fair will be held on Oct 15, 2007, we kindly invite you to come. 5. We are alibaba.com Golden Member, you may have a status inquiry as well as the online payment records of alipay. VII. Dear Sirs, We get your name online. We are manufacturer of China kites for 100 years. We have more than 20 excellent designers to offer varities of kites and toys with reasonable price. We will offer our products catalogue and price list if you have interests. Waiting for your inquiry and order. Best Regards Wang Wei Tel: 86- Fax: 86- E-mail: kites@kites-china.com   Unit 4 I. Oral practice. Buyer:  We know you are famous computer manufacturers. I’d like to have your lowest quotation FOB New York. Seller:    Please confirm the quantity you require so that we can make the offer. Buyer:    All right, but could you give us an indication of your price? Seller:    Certainly. This is our price list on CIF basis. Buyer:    Are the prices on the list firm offers? Seller:    All the offers are subject to our final confirmation. Buyer:    Is this a firm offer? Seller:    This offer is firm subject to your reply reaching us by the end of this month. Buyer:    Have you received our inquiry? Seller:    Your inquiry is having our close attention and we’ll make an acceptable offer in a few days. Buyer:    Would you allow us a disount? Seller:    We’ll allow you a 2% discount if the quantity reaches 1000 sets. Buyer:    We will place large orders if your offer is competitive. We promise to order 1000 sets this time. Seller:    We hope to conclude transactions with you.. A special discount of 3% is given to you for 1000 sets but ordered this week. Buyer:    Ok. Thanks for your cooperation. II. 1. SRQBD  CAEGH  FIJKL  MNOPT 2. informed, manufacturer, variety, steady, appreciate, sending, illustrated, details, term, concerning III.  1. A 2. B 3. B 4. C 5. D 6. A 7. B 8. C 9. C 10. B IV. 1. give your earliest delivery date. 2. whether you can supply your product straight from the stock.. 3.     If you are able to supply us with 5,000 dozens, 4. at what price, on what terms and in what quantity    5. how much discount you can allow us V. 1. 我们想买在贵方4号目录表上所列的男式衬衫。请报最低价、最好折扣以及交货期。 2. 请报贵公司产品100 套的价格及八月份船期。 3. 本公司已询价贵公司，若能惠寄库存样品，不胜感激。 4. 倘贵方能惠寄目录、价目表、其他交易细节以及样品，本公司将不胜感激。 5. 我方现报盘如下，以你方答复在我方时间8月20日前到达为准。 VI. 1. One of our customers is interested in Italian leather shoes, and we would like to receive some samples and quotation. 2. Please quote us CIF London including 3% commission. 3. We would like to inquire for 500 sets of your Model No. 55 cassette recorder. 4. Please let us know in what quantities you can deliver at regular intervals. Quote your best terms CIF Los Angeles. 5. Please note that we do not allow any commission but a discount of 5% may be allowed if the ordered quantity is more than 1,000 sets. VII. Dear Sirs: We have seen your products in the International Trade Fair, and are interested in your metal boxes and cutting tools of all kinds. Please quote us your lowest prices for the supply of the items listed in the enclosed form. Will you please also tell us your earliest delivery date, your terms of payments, and discounts for regular purchases? Your early reply will be greatly appreciated. Yours sincerely,   Unit5 I. Oral practice. Seller:     We know you are in line of electronic products and we introduce our new Sony 3000 computer to you. Buyer:     Thanks. We have interests and I wonder you can quote us on FOB basis. Seller:     Yes. We can give you prices both FOB and CIF. You can compare them and see for yourself which price is better for you. Buyer:    Good. Now, I have another point. Do you allow me a discount? Seller:    Yes. Our regular practice is 2% trade discount. Buyer:    Before I place an order, I’d like a firm offer in order for us to find time to market the product. Seller:    Our offers are usually good for 5 days. Buyer:    Thank you. What about payment? Seller:    Our terms of payment are by irrevocable L/C payable by sight draft against presentation of shipping documents. Buyer:    Could you accept D/A? Seller:    We only accept payment by confirmed irrevocable L/C at sight. Buyer:    Would it be possible for me to have a closer look at your samples? Seller:    You are welcome; I will take you to our showroom. II. 1. PONML KJIHG FEDCB AIQ 2. Surprise, reference, reputable, financial, orders, involved, compared, mentioned, settled, enquiries, information, confidence III. 1.A 2.A 3.B 4.C 5.C 6.A 7.B 8.A 9.C 10.B IV.        1. USD950.00 per set is our lowest price, and it is the best price you can get. 2. We’ll reduce the price by 5%, wishing to set the ball rolling. 3. I am afraid it won’t do. How can we stand such a big cut? 4. In view of our long-standing cooperation, we will reduce our price by 5%. 5. We find it impossible to accept your counteroffer as our offer is very practical. V. 1. 回复贵方3月15日邮件，因报价太高，我方顾客不能接受。 2. 非常遗憾，因贵方报价与市场价差别太大，我方难以接受。 3. 我方决定再作2%的让步，希望这能有助于你方推销产品。 4. 如果你方能接受我方的数量，并答应提前交货，我方就接受你方的价格。 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%。 VI. 1. Our counter-offer is in line with the price in the international market. If you accept it, we’ll persuade our customers to place an order with you. 2. Our counter-offer is based on the current market price. Your refusal means you deny our negotiated price . 3. If the colors we ordered are not in stock, we will accept an alternative provided the designs are those stipulated on the order. 4. There is a steady demand for this product in the market here, we hope you will be able to supply more next time. 5. We’d like to say that the 10% cash discount is quite satisfactory and we intend to place regular orders with you. VII. Writing: Dear Sirs, We’ve carefully considered your counteroffer 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. Yours faithfully Mark E-mail: Mark@cn-hco.com   Unit 6: I. Oral practice. Buyer:     Morning, Mr.Zhang. We have a successful negotiation on first grade white sugar. Let’s talk about the draft contract preparation. Seller:     Morning, Smith. I am drafting the sales contract now. I will send you a copy at once if I finished. Buyer:     Thanks. Let’s confirm again on the main terms negotiated. Seller:     Ok. Commodity name is “first grade white sugar”. Specifications as sample indicated. Buyer:     How about package and quantity? Seller:     Pakckage in new gunny bag, net weight100kg/bag. Quantity is total 10000MT. Buyer:    Price and payment should be described in strict way as negotiated. Seller:    Surely. Price: USD105.00/MT CIF Osaka, Japan; Payment by irrevocable confirmed L/C at sight issued by Tokyo Bank of Japan on beneficiary of WF Sugar Plant. Buyer:    Could you arrange the shippment in advance? Seller:    We will do our best to arrange. We may draft as follows: Shipment time: Within one month after receiving the L/C. Buyer:    I think all are Ok. But some terms should be included. Such as loading port and destination port. Seller:    Ok. Loading port is Qingdao, China and destination port is Osaka, Japan Buyer:    Thanks for your effort. Any other details will be informed if I have some. Seller:    Ok. Happy cooperation. II.     1. IQPON  MLKJI  HGFED  CBA　 2. courtesy, supply, prompt, indicate, packed, current, assure, enable, conclude, captioned III. 1.C 2.D 3.D 4.B 5.B 6.A 7.D 8.B9.A 10.B IV. Question 1 1. butterfly kites 2. Size: 150cm×100cm Material: Rainproof silk Body frame: fibre glass Line: nylon 3. 1,000pcs butterfly kites packed in 20 cartons with 50pcs each total in a 20’FCL 4. USD28.00/pcs CIF EMP 5. USD28,000.00 / twenty-eight thousand United States Dollars 6. confirmed irrevocable L/C at sight 7. within 15 days after receiving the confirmed irrevocable L/C at sight but not later than May 10th, 2007 8. covered by 110% of the invoice value against WPA by the seller 9. to the seller’s option; all documents must indicate such marks. 10.   1) Full set of clean on board bill of lading 2) Commercial invoice 3) Quality certificate 4) Weight certificate/Weight demo 5) Insurance policy 6) Certificate of origin 7) Packing list Shipping advice Question 2 11. 不可抗力：如因战争、洪水、火灾、暴风雨、大雪及其它超出卖方控制能力的原因，卖方不能提交本规定的商品或不能如期交货，装运期应予以适当延长或撤销本合同的一部分或全部，对此卖方不承担任何责任，但卖方必须向买方提供中国国际贸易促进委员会出具的证明，确认此事属实。 12. 仲裁：因执行本合同所发生的或与本合同有关的一切争议，应由双方友好协商解决。如双方协商不能达成时，应提交北京中国国际贸易促进委员会对外贸易仲裁委员会根据该委员会仲裁程序暂行规定进行仲裁。仲裁委员会的裁决是终局的，对双方均有约束力。仲裁费用除裁决中另有规定外，应由败诉方承担。 Question 3 Confirmed irrevocable L/C at sight is benefitial to the seller; D/A; It is a payment after receiving or selling the goods / the buyer may get benefits without any loss. Question 4: 1) online advertising, such as alibaba.com, baidu.com, cnyahoo.com, google.com 2) post message on b2b websites 3) search buyers from search engines 4) TV and other media 5) Canton fair/ Exhibition 6) discount 7) ………… Question 5 Standard: Q5: Letter format 3%; stragegies 3%; brief and clear 2%; English language skill 2% Dear Sirs, We are kites manufacturer in the World Kite Capital city Weifang, China. We supply variety of elegant kites with best design. Butterfly kite is anew type and welcomed by most foreign kites lovers. Details are as follows: Specifications: Size: 150cm×100cm Material: Rainproof silk Body frame: fibre glass Line: nylon Package: 20 cartons with 50pcs each total in a 20’FCL Price: USD30.00/pcs FOB Qingdao Payment: irrevocable L/C at sight Delivery: Within 15 days after receiving the confirmed irrevocable L/C at sight Any inquiries and comments are welcome. Don’t hesitate to contact us if you have interests. Best regards Wang Wei Weifang Kite Plant E-mail: kites@kite-china.com   Unit7 I. Oral practice. Mrs. Smith is negotiating business with Ms. Yang in the show room. S: What do you have there, Ms. Yang? Y: Some of our new products. Would you like to have a look at the patterns? S: Yes, please. Y: Here they are, Mrs. Smith. S: I like this printed poplin. How much is it a yard? Y: 45 pence per yard, CIF London. S: Your price is higher than I can accept. Could you come down a little? Y: What would you suggest? S: Could you make it 40 pence per yard, CIF London? Y: I’m afraid we can’t. This is the best price we can quote. S: Let’s leave that for the time being. Y: Are you interested in our pongee? S: Yes. Please show me the latest product. Y: Here it is. S: The quality is very good. But nowadays nylon’s pushing this material out. Y: I don’t think so. We’ve sold a lot this month. S: Well, anyway, I’ll book a trial order. The price? Y: Same as we offered last time. S: What about the quantity? Y: 200 pieces for September shipment. S: All right. I’ll take the lot. Y: How about printed poplin, then? S: There’s still a gap of 5 pence. Will you give me a trade discount? Y: Sorry. Can we meet each other half way? S: What do you mean? Y: Let’s close the deal at 43 pence per yard, CIF London. S: You drive a hard bargain. Y: I’ll make out the contract for you to sign tomorrow. II. 1. QPIAB　CDEFG　HIJKL　MNOTS 2. enclose, quality, reasonable, supply, provided, within, delivery, quoted, ordering, receiving III.  1. C 2. B 3. 4. A 5. A 6. D 7. B 8. C 9. B 10. A IV. 1. under separate cover 2. on the basis of 3. As requested 4. respective 5. prompt 6. without any delay 7. offering 8. let us know 9. agree 10.subject to V. 1. place a repeat order for 500 tons 2. got a full refund 3. the goods are urgently required 4. We have kept the price close to the costs of the production. 5. is similar in quality but lower in price VI. 1. 按照你方8月10日来信要求,我们向你方报盘400台IBM笔记本电脑(laptop computers,        notebook computers). 2. 现报500台空调,每台250美元,成本加运费旧金山价,5月装运. 3. 请报我方2000台29英寸高清晰度彩色电视机最低价,FOB青岛含佣2%,8月装运. 4. 如全自动洗衣机现在有货,请按CFR大阪(Osaka)基础上报价. 5. 如果你方同意我方对山地自行车(mountain bike)的报价,请即告知. VII. 1. All the prices quoted are on CIF basis without commission. 2. Our offer is subject to the goods being unsold. 3. We can offer 5,000 tons of Snowflake Brand 97% Zinc Ingots(锌锭) on CIFC5% London basis for September shipment subject to our final confirmation. 4. We have received your offer for T-shirts, but find your price rather high. 5. It is known to all that our men’s shirts are superior in quality and reasonable in price. We trust you will certainly agree to our quotation. VIII. Writing Dear Sirs, We thank you for your letter of March 25. Your comments on our offer of HCO 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 out products is far better than that of other manufacturers. We are prepared to allow you a discount of 5% provided your order calls for a minimum quantity of 1000mt. If you find our proposal acceptable, please let us have your order at an early date. Sincerely Mark E-mail: mark@cn-hco.com   Unit 8: I. Oral practice Buyer:    Well, Mr.James, we are glad that through our mutual efforts and cooperation, we’ve settled the issues of price, quality and quantity. Now what about the terms of payment? Seller:    For the payment of this order, we can only accept payment by confirmed irrevocable letter of credit payable against shipping documents. Buyer:    I see. Could you make an exception and accept D/A or D/P? Seller:    I’m sorry, we cannot. To tell you the truth, D/A is impossible because our company would take a considerable risk. Perhaps after more business together, we would agree to D/P terms. To be on the safe side, we only accept payment by confirmed, irrevocable L/C against shipping documents for our exports at  present. Buyer:    To be frank, when I open a letter of credit with a bank, I have to pay a sum of deposit. This would increase the cost of our import and what’s more, tie up our funds. To avoid having our funds tied up, could you bend the rules a little? Seller:    I’m afraid not. We insist on payment by letter of credit. You know that a confirmed irrevocable L/C gives the exporter the additional protection of the banker’s guarantee. And what’s more, you may consult your bank and see if they will reduce the required deposit to a minimum. Buyer:    You can rest assured that we Chinese always mean what we say. Now,to meet you half way, can we make the payment by L/C after sight? Seller:    Well, since your old customers speak highly of your commercial integrity, and we believe this initial business will serve to promote the friendship as well as trade between us, I’ll let you make the payment by a 30-day L/C and pay the interest according to the rates on international monetary market. What do you think of it? Buyer:    Great! Thank you. II. 1.  DEFGH  BCATS  RQPON  LKMJI 2.  1). L/C  2). settlement  3).with  4). after  5). struck  6). in favor of    7). for certain  8). at sight  9). on  10). up to III.  1.C 2.B 3.D 4.A 5.B 6.D 7.B 8.A 9.C 10.B IV. 1.to deal with the term of payment first. 2.to accept usance (term/time) L/C. 3.to convince our customer to agree to L/C at 30 days. 4.We accept L/C at 90 days after sight. 5.usually sold on D/A basis. 6. to draw a clean draft on the Bank of China for collection. V. 1. 我方支付条款是凭保兑的、不可撤消的即期信用证付款。 2. 付款需凭保兑的、不可撤消的、可分割的、可转让的、无追索权的信用证的即期汇票支付。 3. 关于支付，我们需要按发票金额的百分之百、凭保兑的、不可撤消的信用证，允许分批装运和转船，凭即期汇票付款，并凭出示全套的装运单据给我处的议付银行为有效。 4. 不首先解决支付问题，我们无法继续下去。 5. 我方按照相应合同审查你方信用证时，我方发现信用证有几处不符处需要进行修改。 VI. 1. The 800 Sewing Machine under Contract No.1245 are ready for shipment, but we have not yet received your relative L/C .To make shipment possible, Please rush your L/C. 2. In order to avoid subsequent L/C amendment, please pay attention to the following . 3. If your L/C reaches us before the end of this month , we will try our best to ship the goods you ordered at the beginning of next month. 4. As you didn’t establish the credit about our sales confirmation No.2033 within the prescribed time ,we had to cancel this confirmation .All the loss shall be borne by you. 5. In view of the long standing friendly relations ,we exceptionally accept D/P at 60 days’ sight. VII. Writing Dear Sirs, We have received your L/C with 1000 pairs of sports shoes. Onexamination, we find that some points are not in conformity with the terms stipulated in the contract. So you are kindly asked to amend your L/C as follows: 1) 60 days after sight should read L/C at sight 2) Contract No. HN238 in the L/C should be amended to Sales Confirmation No. HN238M. 3) “Transshipment prohibited” should be “transshipment permitted”. Thank you for your cooperation to the above in advance. Yours sincerely   Unit 9 I. Oral practice Shipper: I know you are operating a container service on America to Shanghai, Qingdao and Guangzhou sea routes. Carrier:     Yes, we are using more and more containerized vessels for cargoes designed for this area. Shipper:    What sizes are your containers of? Carrier:    The shipping containers are of two sizes, namely 20ft and 40ft respectively. Shipper:    Are your containers temperature-controlled? Carrier:    Yes. They are also watertight and airtight to protect goods from being damaged by heat, water or dampness. They can be opened at both ends, thus making it possible to load and unload at the same time. Shipper:    Containers certainly have got a lot of advantages. The loading and unloading process can be greatly speeded up. Carrier:    We shall carry the goods you order in such containers. II． 1． EADBC  FKGHJ  IOLMS  RQPNT 2． 1). term  2 ) . that  3 ) after  4 ) which  5) to help  6) prepared  7) delivery  8) on  9 ) shipping documents  10) payment III. 1.A 2.C 3.B 4.A 5.D 6.A 7.D 8.C 9.A 10.C IV． 1. Enclosed please find 2. 100 cases of walnuts to your order No.101 will be shipped on board s.s. “Qing Dao ”which will sail for your port tomorrow. 3. these goods will reach you on October2 to meet your urgent need and give you complete satisfaction. 4.  1).  one non-negotiable copy of B/L 2).  commercial invoice in duplicate 3) .     Insurance Policy No. 1011 4).    Survey Report No.FT145 5).    Packing List No.5232 in duplicate V. 1. 请确保尽一切努力将货装 “东风”轮. 2. 我方在天津新港准备10000吨煤运至日本大阪.请将货装一月七日前后起航大 “胜利”轮. 3. 该货需装第一艘到香港的船,以便转运到伦敦.请予安排并开具联运提单. 4. 装船副本包括提货单，发票，装运单及检验证明于今天航空寄给你方。 5. 合同规定装运应尽量在8月18日前完成，如承早日装运，则不胜感谢。 VI. 1. Shipment to Montreal during November to April of the following year is generally unacceptable to us because the port is frozen during that period. 2. We will arrange to effect shipment and please let us have your shipping instructions immediately. 3. You must deliver the goods on boards the S.S. “BLUES” within the time limit as stipulated in our contract, otherwise dead freight, if any, should be borne by you. 4. Your delay has brought our customers great inconvenience, please deliver the consignment within one week and fax us. 5. Our customers are in urgent need of these goods and please execute the order within the time stimulated. VII. Dear Sirs, We have received your Fax of July 5th,and noted you have booked our order NO.897 for 5 set of Model 123 Machine. Our confirmation of the order will be forwarded to you in few days. It is of great importance to our buyers that the arrival date of this order should be arranged as early as possible to meet their requirements. So you are supposed to ship the goods by a steamer of Cosco Shipping company, the main reason is that their steamers offer the shortest time for the journey between China and Germany. We shall appreciate it if you will endeavor to ship the consignments as follows: Order No.897 by S.S. “FlyingDragon” due to sail from Hamburg on 20 August arriving at XIAMEN on 30 September. Yours faithfully,   Unit 10 I. Buyer:        Are you online Mr.Zhang? Seller:        I’m here. How are you today? Buyer:        Fine. Are you ready for preparation of our ordered fresh garlic? Seller:        Surely. You ordered different sizes of our garlic, 50.cm and 6.0cm up. Buyer:        Exactly. We urgently need delivery of 6.0cm up garlic packed in CTN. Seller:    We are making packages these days. We offer a packing of 25kgs in a carton. Is it Ok? Buyer:    It’s Ok. But for consideration of quality guarantee, I must point out that the CTN will have to be digged at least 4 holes in different sides of the carton for air through. Seller:    Your suggestion is reasonable and valuable. We are afraid any changes in hot weather transportation too. Buyer:    I will be rest assured now to get your promise. Seller:    Welcome any comments and suggestions. Buyer:        That’s good. See you. II． 1． EACBD  FJGHN  IKLMP  OTSQR 2. 1).container  2).on board  3).fire-proof  4).water-proof  5). fragile            6).weight  7).country of origin  8).discharge    9).damage    10).padding III.  1.A 2.C 3.B 4.D 5.B 6.D 7.B 8.B 9.B 10.C IV.     1. A  2. C  3. B  4. H  5. F  6.E  7. D  8. G V. 1.    包装必须符合海洋运输,足以承受碰撞. 2.    由于包装成本昂贵,我方采用经济包装. 3.    为了取得更好大的效果,我们把纸袋改为塑料袋.这样不但保护性能好,而且使商品更有吸引力. 4.     我们指明货物应装在木箱中并包装得足够坚固，以经得起码头上的粗鲁搬运。 5.     我们要求内包装小巧而精美以有助于销售，外包装轻便而坚固以易于搬运。 VI. 1. Pens are packed 12 pieces to a box and 200boese to a wooden case. 2. On each package shall be stenciled conspicuously: Port of destination, package numbers, gross and net weights. 3. The outer packing of the cargoes should be durable, adaptable to the changing climates in transit. 4. Green tea is packed 100 grams to a tin, 50 tins to a carton and 2 cartons to a crate. 5. We hope the goods will reach you in perfect confition and to your entire satisfaction. VII. Dear Sir, On reference to 100 cartons of toys shipped to Singapore on date of June 12, 10 cartons of them were severely damaged. Wish you to improve the packing next order. Each blouse in a plastic bag, one dozen to a paper box, 20 dozen to a seaworthy carton lined with polythene. Please let us know whether you could meet this requirement. Best regards XXX   Unit 11 I. Oral practice. Buyer:    What kind of insurance coverage have you got in mind for our ordered fresh garlic, Mr. Zhang? Seller:    Considering our deal is based on CIF terms, we’d like to have it covered under FPA. Buyer:    Is the sweat and heating of the goods included in FPA? Seller:    No. it belongs to the additional insurance. Buyer:    Could you cover the sweat and heating for us, then? Seller:    Sure. But as you know, the sweat and heating is an additional insurance coverage. If it is required, the extra premium incurred will be for the buyer’s account. Buyer:     I see. What about All Risks, then? Do we still have to pay the extra premium? Seller:    You don’t really have to. As a matter of fact, All Risks covers the insurance against all risks of loss or damage to the insured goods arising from sea perils, and some external forces. Buyer:    Do you mean that risks such as leakage, breakage, TPND, seat and heating, hook and contamination damage are all included? Seller:    Yes, absolutely Buyer:    By the way, Mr. James, how shall we calculate the premium? Seller:    That we’ll do according to conventions. It’s only a percentage of the total value of your goods. It’s very low. Buyer:     Thank you, Mr. Zhang. So, with regard to insurance, let’s put the following clause down in the contract: “Insurance is to be effected by the seller for    110% of the invoice value against All Risks as per Ocean Marine Cargo Clauses of the People’s Insurance Company of China.” Ok? Seller:     Ok. II． 1．MLNOK  PQJAC  BDEIH    SRTFG 2． acknowledge, invoice, practice, coverage, extra, account, difference, approval, delay III． 1.D 2.B 3.A 4.A 5.A 6.B 7.C 8.D 9.A 10.C IV. 1. I can assure you that is not likely to happen. Our goods must be up to export standards before the Inspection Bureau let them pass. 2. The premium is calculated according to the premium rate or rates for risks to be covered. 3. None whatsoever. The quality and performance of our computers can stand every possible test. We agree to your terms and conditions. 4. Our price is quoted on CFR basis, and consequently, the insurance is to be covered by yourself. 5. We generally cover WPA only. We can cover the risk of breakage for you as well, but the additional premium will be borne by you. V. 1)  如果贵公司的费率能得到贵公司的认可， 我们将与贵公司签订一项契约。 2）贵公司能否给予我们的货物较优惠的费率？ 3）我们可代你方投保内陆险，但你方将承担附加保费。 4）为了查核和比较各个报价高低，我方需要公司目前所使用的保险费资料。 5) 请注意此货要在5月15日前装出,保险按发票金额150%投保一切险。 VI. 1. We have learned that the rate for All Risks insurance on the computers consigned to New York is 1.5%. Please let us know whether we can cover insurance elsewhere at a more reasonable rate. 2. If you want insurance to be covered for 130% of the invoice value, we can arrange this subject to an extra premium. 3. We request you to cover WPA on our cargos for the amount of USD20,000.00. 4. We would like you to insure against Strikes, Riots & Civil Commotions on the shipment. 5. It is our usual practice to cover insurance against FPA and War Risk for 110% of the invoice value. VII. Dear Sirs, In reply to your letter of the 3rd November enquiring about insurance, we wish to give you the following information. For transactions concluded on CIF basis, we usually effect insurance with the People’s Insurance Company of China against All Risks, as per their Ocean Marine Cargo Clauses of January 1, 1981. Should you require insurance to be covered as per the Institute Cargo Clauses, we would be glad to comply but if there is any difference in premium between the two, it will be charged to your account. We are also in a position to insure the shipment against any additional risks if you so desire, and the extra premium is to be borne by you. In this case, we shall send you the premium receipt issued by the underwriter. Usually, the amount insured is 110% of the total invoice value. However, if a higher percentage is required, we may do accordingly but you have to bear the extra premium as well. We hope the above will provide you with all the information you need and we look forward to receiving your order. Yours faithfully,   Unit 12 I. Oral practice. Buyer:     Mr. Allen, we are surprised to recevie a wrong goods of DSC-P80 when arrival. How to deal with this matter? Seller:        Sorry for inconvenience. We suggest you accept these wrong goods and sell the goods in your market. The shipping wrong goods is in high quality. The nit price is USD120/set or so at European and American markets. If you are willing to accept this lot of goods, we’ll give you some preferential terms. Buyer:    What preferential terms will you give us then? Seller:        We’ll make a reduction of USD20.00/set on the basis of the unit price in European and American markets. Buyer:    You mean the unit price of the DSC-P80 will be fixed at USD100.00/set, right? Mr. Allen, you are too hard on us. According to your plan, we help you to sell out this lot of shipping wrong goods, but can not gain any profit. Seller:        Mr. Liu, you misunderstand my intentions. I mean that if you help me to sell out this lot of goods, we’ll compensate you USD5,000. As to the price, we can fix it through negotiations. Let’s both enjoy the profit. Buyer:     Mr. Allen, to be frank with you, if the price is fixed at USD100/set, the goods will not be sold out, which would leave us with no profit. Seller:        Since this is a small lot, make a bid, please. Buyer:    What about reducing the price by 10% again? We can sell such goods at USD90.00/set at the market in our area. Seller:        Well, the price is fixed at USD90.00/set. Buyer:    I appreciate your quick decision. We accept the proposal. Seller:        Thanks. Bye. II． 1. NMKAH  BDJIF  GECOQ  PRTSL 2. recently, satisfaction, purchase, complained, performance, faulty, satisfactory, amounting, replace III． 1.A  2. B  3. C  4. D  5. A  6. A  7. A  8. C  9. D  10. B IV． 1． I’m here to investigate the matter of your claim for the refrigerators under Conract No.123. 2． It is the improper packing caused this problem, here is the inspection certificate. 3． I think you should compensate all losses related to the damaged refrigerators including freight and the premium of which we paid for those damaged ones. 4． We regret the mistake in article number, which result you in your receiving the wrong goods. And we can entertain your claim. 5． We regret we can’t entertain your claim on account of lack of evidence. If you insist on claiming, we would like to settle by arbitration. V. 1. 我们不能向船东提出索赔，因为短重是由于过量湿度所至。 2. 随函附寄第（03）876号检验报告，希你方早日处理。 3. 检验报告证明，箱子及货物受损系运输途中粗鲁搬运所致。 4. 很遗憾不得不对三月十日定购的公文柜向你方提出抱怨。 5. 由于你方抱怨与我方的检验不符，请你方再次检验以证实你方赔偿的要求是有根据的。 VI.