1、Exercise Unit 1I. 询盘 enquire / enquiry 报盘 offer报价 quote / quotation订单 order传真 facsimile (fax)电子邮件 e-mail电子商务 e-commerce互联网 the Web / internet交货期 time of delivery目录 catalogue文档 document / file支付 payment结帐 settle the account余额 balance客户 customer / client国民经济 national economy市场经济 market economy营销 marke
2、tingII. 1. market 2. economy 3. trade 4. economy 5. marketable 6. trade 7. marketing 8. trading 9. economyVI. INTEGRATED COMPUTER TECHNOLOGY CO. LTD.Rm 808,Kyo-Won-Kong-Jea 35-2 YeoidoYoung Dung PoSeoulSouth KoreaTel: 822-782-4641Fax: 822-785-424516 June 2010-Dr Brenda YeohATT Computers Corp. Pte Lt
3、d.88 Kitchener Road,#02-15Jalan Besar PlazaSingapore 208512Attention: Dr Brenda Yeoh, Phd.Dear Sir, Subject: Integrated Circuit BoardsWe have just received your order for 400 integrated circuit boards (item No. KR10779)Unfortunately, these circuit boards are no longer produced as they have been repl
4、aced by our model KR2000, which is cheaper, more reliable and more efficient than the circuit boards that you ordered. With this in mind, we imagine that you will be happy to change your order, and I should be grateful if you could contact me to tell me what you wish us to do about your order.The pr
5、ices of the KR2000 and peripheral equipment are as follows:KR2000 integrated circuit board: US$23,200KT200X Toolkit: US$15,500KC200X connectors: (2 per pack) US$10,000I am also enclosing next years brochure and price list for your convenience.Yours faithfully,for INTEGRATED COMPUTER TECHNOLOGY CO. L
6、TD.Kim Jungsup(Sales Representative)KJ: rhEnclosures: 2Cc: Kim Sang-ChulMoon Young-SeungV.China North Industries Corp STAMP12 Guanganmen NanjieBeijing 100053ChinaMr. Williams SmithAUTOS Company20 BroadwayNew York, NY 10027U.S.A.Unit 2I. 公司 company / corporation / firm / house 信誉 standing / credit与。
7、。 。建立业务关系 to enter into (/ to establish ) business relations with小册子 pamphlet / brochure你处（地） at your end / on your spot / in your place (area, district)供你参考 for your reference / for your information以。 。 。为目的 with a view to与此同时 in the meantime / at the same time / meanwhile按照 according to / in compl
8、iance with / in accordance with / in conformity with达成交易 to conclude (close) the business ( transaction/ deal)在。 。 。业务方面 in the line of一系列 a (wide / full ) range of具体询盘 specific enquiry经营 to handle / to deal in / to trade in与。 。 。做生意 to do business with / to deal with / to trade with II.1. b 2. a 3.
9、 c 4. b 5. a 6. d 7. c 8. d 9.a 10. b 11. d 12. cIII.1. dealing 2. transacting 3. deals 4. Business 5. deal 6. business 7. transact 8. Businesses 9. transactions / deals 10. businessIV. 1. 我们是德国工业化工产品主要生产商之一，欲与贵公司建立业务关系。2. 我们经营中国自行车出口，很想与你方进行这类商品贸易。3. 香港贸易公司已将贵公司名称及地址转交我方。兹去函于你联系，愿与你方建立贸易关系。4. 感谢贵方
10、6 月 7 日来函，表示提供服务的意向。我们很愿意与你方探讨扩大贸易的可能性。5. 请尽早答复我方要求为荷。6. 我们愿在平等互利的基础上与贵公司建立业务关系。7. 我们是系列电扇及空调的一家主要出口商，现特去函自我介绍。8. 为促进双方贸易，特另邮航空寄去样品，供你方参考。9. 为使你方了解我们经营的轻工产品，我们兹另邮给你们寄去几本商品小册子，供你方参考。10. 经纳尔逊先生介绍，我们得知你们是中国食品的潜在买主。我们经营这类商品已有多年。V1. We owe your name and address to ABC Company.2. As soon as we receive you
11、r specific enquiry, we will send you the catalogue and samples.3. Their chief line is the export of electronic computers.4. Our silk has long been a best seller at your end.5. This product is being marketed in all European countries.6. Your letter of May 10 has been transferred to us for attention f
12、rom our Head Office in Beijing.7. We have handled this line for more than 20 years.(or: We have been in the line for more than 20 years.)8. We can supply shoes in a wide range of styles and sizes.9. The trade between us is based on the principle of equality.10. Most countries in the world have engag
13、ed in international trade.11. We can offer you some oil if you need.12. There are two forms of international transaction. One is to trade in goods, and the other (is) in service.VI.1. informing 2. market 3. in 4. sample 5. trade6. quality 7. prices 8. from 9. items 10. specificVII.(A)一国货物及服务与另一国货物及服
14、务进行交换，这就是国际贸易。这种贸易除了有形的（即商品的进出口）外，还有无形的（即国际间服务交流） 。西腊、挪威这类国家拥有大量的商船船队，可以提供交通运输服务，这就是一种无形贸易。对某些国家来说，无形贸易与其他一些国家的原材料出口或商品贸易一样重要。在这种情况下，每个国家都可以赚取外汇以购进本国的必需品。(B)世界上没有哪个国家能生产他所需要的所有产品。于是世界各国就加入国际劳务分工，以提高生产及再生产效率。有时一个国家可以以易货贸易的方式获得外国货物及服务。易货贸易就是不用货币而以一种货物交换另一种货物的方式做生意。单凭易货贸易是不能满足一国的进口需要的。但作为国际贸易的一种形式，对发展中
15、国家仍有吸引力。因为这些国家外汇短缺，匮乏的外汇收入远不足以满足他们对外贸易的支付。(C)在国际贸易中，服务贸易仅占很小比重。由其特性所致，服务交易远不如货物交易那么容易。因为服务贸易只能在提供服务的地方为对方所接受。这就是说，要么提供服务的一方到需要这种服务的地方去，要么消费者到能提供服务的地方去。只有少量的服务能像货物那样，无须交易双方移动就能进行交易。如：运输服务、金融业、教育事业等。(D)敬启者：承蒙 AUTOS 公司总裁介绍，我们得知贵公司是中国农业机械的潜在买主。由于此产品属于我方经营范畴，我们将很高兴尽早与贵公司建立直接的业务关系。为了便于贵方对我们所经营的各种产品有个大致了解，
16、我们随信寄去商品小册子和价目表各一份。一收到贵方具体询盘，我们会立即寄上报价单及样书。望收到贵方的肯定答复。XX 谨上VIII.Dear Sirs,We have received your enquiry of July 5 for Electric Motor.As the goods fall within the business scope of China National Import 2. The correct name of the applicant is “London Food Imp. Co., Ltd.” Not “London Imp. Co., Ltd.”;3
17、. The unit price should be 2 200 per m/t instead of 2 000 and the total amount both in figure and in words should respectively be “11 000” and “(SAY POUNDS STERLING ELEVEN THOUSAND ONLY )” instead of “10 000” and “(SAY POUNDS STERLING TEN THOUSAND ONLY);4. Amend the clause “Partial shipments and tra
18、nsshipment are prohibited” to read “Partial shipments are allowed. Transshipment is prohibited”;5. Amend “90% of the invoice value” to read “ full invoice value”;6. The contracted goods are “Frozen Shrimps”, not “Fresh Shrimps”.We hope you will send us your amendment advice without any delay so as t
19、o enable us to effect shipment in time.Yours faithfully,（B）Dear Sirs,While we thank you for your L/C No. 6785, we have to ask you to amend it as some discrepancies are found as follows:1) The quantity should be 5000, not 6000;2) The article number should be 6103 instead of 6310;3) The insurance is t
20、o be covered for 110% of the invoice value instead of 150%;4) This credit must be negotiated in China, not in Germany;Please adjust the credit immediately so that we can make arrangement to ship the goods in time.Yours faithfully,（C ）Dear Sirs,L/C No. HSW 0095We wish to acknowledge receipt of the ca
21、ptioned L/C covering your order for bed sheets and pillow cases and must point out that the L/C contains a number of discrepancies.Therefore, you are requested to make the following amendments:1) Increase the unit price for 1500 bed sheets, 120 cm, primrose, from 2.50 to 3.00 and total amount to 19
22、050 ( SAY POUNDS STERLING NINETEEN THOUSAND AND FIFTY ONLY);2) The unit price for pillow cases of both colors should be “per pair” instead of “each”;3) Transshipment clause should be amended to “allowed at Hongkong”;4) Delete “less 2% commission” after the clause in relation to the draft”.Your early
23、 attention to this matter will be highly appreciated.Yours faithfully,Unit 11I. 管道，管线 pipeline大宗商品；散装货 bulk products空运 air freight（港口）吞吐量 handling capacity 集装箱 container 标题货物 captioned goods/ subject goods班轮 liner不定期货轮 tramp 直达轮 direct vessel（航班）稀少 few and far between 联运提单 Combined Transport B/L包装装潢
24、 packing and presentation 把。 。 。看作 to regard as装运通知 shipping advice分。 。 。批 (装运) ininstallments（货物）备妥待运 to be ready for shipment交货 make delivery提货 take deliveryII.1. c 2. a 3. c 4. b 5. a 6. d7. b 8. d 9. c 10.a 11.b 12.dIII.1. ship 2. subject 3. delivery 4. shipment 5. subject 6. delivered 7. subjec
25、t 8. delivery 9. shipment 10. shipping 11. delivered 12. shipment, subjectIV.1. 很高兴告诉你方，100 台缝纫机已于今日装 “红环”轮。相信该批货会顺利到达你方且情况良好。2. 按合同规定，我们在货物装运后马上空邮给你寄去整套副本单据。3. 请立即着手交货，务必不可再延误。4. 兹通知你方，售货合同 456 号项下的货物已于 7 月 8 日装“云南”轮，经哥本哈根转船，预计 9 月初可达你港。5. 关于售货合同 9889 号项下的货物，我们已在“东风”轮上订舱，该轮 5 月 20 日左右到达伦敦。请与我船运代理，伦
26、敦 Lambert Bros.公司联系装运事宜。6. 如能尽快装运，我们将不胜感激，以便我方买主能赶上销售季节开始时的活跃需求。7. 我们想了解一下运输时间、航班次数及是否预留舱位。8. 从供应商处我们得知，由于气候恶劣，你方 223 号订单项下的货物可能难以由“东风”轮及时运达，该轮原订于 6 号驶离此港。9. 如前信所述，虽订做的西服不可能在三个月的时间内发运，我们仍愿帮忙优先考虑你方订单。10. 很高兴告知，你方 9 月 30 日 112 号订单项下的货物已于今日装 “风庆”临。该轮订于 10 月 20 日驶往新加坡。11. 有必要强调一下，必须在规定的时间内装运，进一步展证将不予考虑。
27、V.1. Transportation plays a very important role in Foreign Trade.2. We are used to buying products from stores.3. Which transportation mode should be used depends on time and cost.4. Since liberation most import goods have been shipped by sea.5. Our manager said we would consider it.6. So far there
28、have been over 100 free ports in the world.7. A truck can carry goods directly to the market though it cant carry too much at a time.8. We hope you will arrange early shipment.9. According to the terms of the contract the shipment is to be effected by 20 May and we must have the B/L by the 30th at t
29、he latest.10. As the goods are to be transshipped at Hongkong, we shall require through B/L.11. As for air waybill, it will be sent to you as soon as the consignment is ready for dispatch by Air China.12. We have to advise you that we are unable to dispatch your order in full owing to a great shorta
30、ge of shipping space.VI.shipping advice 装运通知 shipping instructions 装运须知shipping mark 船唛 shipping space 舱位shipping documents 装运单据 shipping agents 船运代理freight charges 运费 freight rate 运费费率freight ton 运费吨 voyage charter 程租船 tramp 不定期租船 time charter 期租船 demurrage 滞期费 dispatch money 速谴费 bulk cargo 大宗货物 to
31、nnage 吨位lay days 受载日期，装卸期间 bonded warehouse 保税仓库delivery order 提货单，提货通知书 customs declaration 报关VII.(A)运输运输促进贸易。货物从销售国某地运往购买国某地，运输帮助促成了交易，也是进出口贸易业务环节中不可或缺的环节。运输方式各有不同，陆地接壤的国家可采用陆地运输，使用公路或铁路。当目的地位于大陆深处时，就需要采用其他方式了。空运可以用来发送货物到国外遥远的地方，但由于竞争激烈，其昂贵的费用降低了成交的成功率。在这方面，海运无疑是最经济的手段，尤其是大宗商品的交易。这就是为什么当今世界贸易总量的大约
32、 98%的运输都是由海运完成的。(B)装运单据提单、商业发票、保险单（或凭证） 、装箱单、花码单等一般都称装运单据。前三种是主要的，但根据买主的要求有时也包括其他单据。这些单据往往与对进口商品的征税有关。如领事发票（一种进口国驻出口国领事出具的证明） 、产地证书、价值证书等。有时需要这些单据是因为根据各种国际协议，特别是英联邦内部的一些协议，某些国家可享有较低的进口关税。当要求征收较低的关税时，有关国家的海关人员会要求申报货物的价值，要求证明是出口国制造等。这种价值证书和产地证书常常由出口方经商会担保而出具。如果这种证明是领事出具，则称为领事发票。VIII.(A)Dear Sirs,Re: I
33、nformation on Container ServiceThank you for your inquiry of March 21. The shipping containers we provide are of two sizes, namely 10 ft and 20 ft respectively. They can be opened at both ends, thus making it possible to load and unload at the same time. For carrying goods liable to be spoiled by da
34、mp or water they have the great advantage of being both water-tight and air-tight. Containers can be loaded and locked at the factory, if necessary. Pilferage is therefore impossible.Being temperature-controlled, our containers are provided for any cargo that needs special care. This offers its full
35、 benefit in shipping.There is also a saving on freight charges, when separate consignments intended for the same port of destination are carried in one container, and an additional saving on insurance because of lower premium charges for container-shipped goods.We enclose a copy of our tariff and lo
36、ok forward to receiving your instructions.Yours faithfully,(B)Dear Sirs,We have received your letter of October 1, asking us to modify the previous arrangements for the shipment of the captioned goods.We understand that instead of two equal shipments in January and February next year, you now wish t
37、o have 80% of the goods shipped in November and the balance in December this year.In reply, we wish to inform you that although we are in a position to supply you with the goods against the above order from stock we are advised by the shipping company that because direct vessels, weather liner or tr
38、amp, sailing for your port are few and far between, the shipping space has been fully booked up to the end of November. In the circumstances, we regret being unable to meet your request.However, if you would allow transshipment at Hong Kong we would do our best to make further contacts with the ship
39、ping company for the shipment of the first lot of the goods in November. In this case, you must bear the additional charges. In spite of this, we wonder if the goods in question will reach you earlier than the originally scheduled time.Please take the above into consideration and let us know your decision as early as possible.Yours faithfully,Unit 12I. 提单 bill of lading (B/L)背书 endorsement 空白抬头，凭指定 to order空白背书 endorsed in blank运费预付，运费已付 Freight Prepaid 运费下付，运费到付 Freight Collect发货人 consignor , ( =shipper )
