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外贸英语函电复习
考试题型：①汉译英30’/10②单选：20’/20③（用单词正确形式）填空：20’/10④short answer：20’/5⑤letter：10’
Short answers:
Unit1 Introduction to Business Letters(商务信函概论)
1. Functions of Business Letters :
①to inform, which refers to conveying the vast amount of information needed to day-to-day operations of the business;
②to influence, which means that messages included in a business letter should also influence the reader’s attitudes and functions.
2. Writingprinciplesofbusinessletter(7C原则)：①Courtesy礼貌②Consideration体谅③Completeness完整④Clarity清楚⑤Conciseness简洁 ⑥Concreteness具体⑦Correctness正确
Unit3 Inquiries（询盘）
3. Generally speaking, inquiries fall into two categories: a General Inquiry and a Specific Inquiry.
In a General Inquiry (一般询价), the importer may ask only for catalogues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter.
In a Specific Inquiry(具体询价), the importer points out what products he needs and asks for a quotation or an offer for this item.
Unit4 Offers ＆ Quotations（报盘和报价）
4. In the international business, offers can be divided into two kinds:（注意实盘和虚盘的区别）
A firm offer (实盘)— A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time.
A non-firm offer (虚盘)— Unlike a firm offer, a non-firm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers.
Definition of firm offers:
Firm offers are made when the sellers promise to sell goods at a stated price and within a stated period of time.
Definition of non-firm offers:
Non-firm offers are offers with reservation clause.
Unit7 Counter-offers(还盘)
5. Definition of a counter-offer: A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer.
Unit8 Placing & Confirming an Order(订单及确认订单)
6. An order should at least contain the following points:
1. description of the goods, such as specification, size, quantity , quality and article number (if any);
2. prices(unit prices as well as total prices);
3. terms of payment;
4. mode of packing;
5. time of transportation, port of destination and time of shipment etc. .
Unit12 Urging Establishment of L/C (催开信用证)
7. When shall L/C be opened:
It is the usual practice that the letter of credit is to be opened and to reach the sellers 30 days ahead of shipment.
Unit14 Shipment(装运)
8. Three parties involved in the movement of the goods: the consigner(发货人) — who sends the goods; the carrier(承运人)— who carries them; the consignee(收货人)— who receives them at the destination.
9. A shipping advice usually contains the following points:
the date and number of bill of lading(B/L, 提单)
the date and number of the contract
the names of commodities and their quality and value
the name of the carrying vessel
the name of the shipping port/loading port (装货港)
the estimated time of departure(EDT，预定起航日期)
the name of the destination port (目的港)
the estimated time of arrival(ETA，预定到港日期)
a list of the relevant shipping documents (货运单据)
thanks for patronage
Unit15 Packing & Shipping Marks (包装和唛头)
10. Factors which influence the nature of packing:
value of the goods
nature of the transit
nature of the cargo
compliance with customers’ or statutory requirements
resale value of packing materials, general fragility of
cargo
variation in temperature during the course of the
transit
ease of handling and stowage
insurance acceptance conditions
cost of packing
11. Two forms of packing:
large packing/ outer packing, i.e. packing for transportation
small packing/ inner packing, i.e. packaging or sales packing
选择题：
1. An exporter cannot receive payment until the goods on consignment D sometime in the future.
A．have offered for sale B．arrive at destination C．are quoted D．have been sold
2. We have made D that we would accept D/A at 60 days sight for this order.
A．clear B．it is clear C．that clear D．it clear
3. C an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C.
A．At B．In C．On D．From
4. We find your terms C and now send you our order for 2 sets of generators.
A．satisfied B．satisfaction C．satisfactory D．of satisfaction
5. We have D at 30 days sight for the contracted value.
A. written to you B．called on you C．sent to you by air mail D．drawn on you
6. We regret B to accept your terms of payment and therefore have to return the order to you.
A．cannot B．being unable C．not able D．not be able
7. We will consider B your terms of payment.
A．accept B．accepting C．accepted D．to accept
8. We are now A your order of June 19.
A．in receipt of B．upon receipt of C．on receipt of D．in reception of
9. We are pleased to inform you that we can supply D all the items you require.
A．you B．to you C．for you D．you with
1. Mr. Sidney has been our _________ salesperson. ( D )
A. poorest B. worst C. earliest D. most successful
2. We trust that you will find our goods _________. ( B )
A. to be attractive B. attractive C. attracting D. attract your attention
3. Our products enjoy _________ in world market. ( C )
A. good seller B. most popular C. great popularity D. selling fast
4. This offer is _________ your acceptance by E-mail on or before March 15.( B )
A. effective of B. effective for C. effective to D. effectively for
5. If you are interested, we will send you a sample lot _________ charge. ( D )
A. with B. in C. for D. free of
6. The exhibition has _________ to offer that you will find interesting.( C )
A. many B. much C. more D. many a
7. This price is _________ of your 5% commission.( B )
A. includes B. inclusive C. covering D. including
8._________ your request, we are sending you a catalog and a sample book for your reference.( C )
A. According B. As C. At D. About
9. On orders _________ 1,000 pieces or more we give a special discount of 5%.( B )
A. on B. for C. at D of
10. _________ the present market trend, we have to say that our price is really the best we can quote.( C )
A. With B. On C. Because D. For
1. We assure you that any further orders you may ______ will always be carefully attended to. ( B )
A. place us B. place with us C. make us D. make with us
2. ______ of our efforts, we have persuaded our clients to accept your offer. ( C )
A. Result in B. Result from C. As a result of D. With the result in
3. We are pleased that we have booked ______ 2000 pcs. bicycles. ( D )
A. your order B. with you C. an order with you D. an order with you
4. We suggest that shipment of our order ______ effected in May instead of June. ( D )
A. is B. will be C. is to be D. be
5. Following your order ______ 400 metric tons of rayon last year, we are pleased to receive your order No. 876 ______ the same quantity. ( A )
A. for, of B. of, of C. of, with D. of, for
6. We are glad to receive your order of yesterday, ______ regret that we are not able to supply the goods you ordered ______ the end of May. ( B )
A. and, by B. but, by C. but, for D. and, for Unit Nine Declining an Order (谢绝订货)
7. We understand that the goods can be supplied ______ A stock. (A )
A. from B. out C. in D. out from
8. The goods are urgently needed, we ______ hope you will deliver them immediately. ( C ) A. in the case B. hence C. therefore D. for
9. We place this order______the understanding that the goods will be shipped by April. ( C )
A. based on B. with C. on D. through
10. Meanwhile we confirm ______ from you the following items. ( C )
A. to purchase B. purchase C. having purchased D. to have purchased Unit Nine Declining an Order (谢绝订货)Exercise
1.A 4% discount will be granted only ______ your order exceeds US$ 20000. ( C )
A. depends onB. for condition that C. on condition thatD. subject to
2.An exporter cannot receive payment until the goods on consignment ______ sometime in the future. ( D )
A. have offered for saleB. are quoted C.arrive at destinationD. have been sold
3.We have made ______ that we would accept D/A at 60 days’sight for this order. (D )
A. clear B. it is clearC. that clearD. it clear
4.______ an order for one hundred pieces or more we allow a special discount of 5% for payment by L/C. (C)
A. At B. In C. OnD. From
2. We believe that there is a ready market ______ the goods in your place.( C )
A. of B. about C. for D. with
3. With a view ______ the market at your end we have offered you our bottom price.( A )
A. to promoting B. to promote C. of promote D. into promoting
4. Our suggestion is that you ______ the similar article _____what you request at a lower price than quoted owing to similarity in function. ( D )
A. recommend, as B. replace, by C. take, into D. substitute, for
5. We agree to reduce your price ______ USD 160 per pair FOB Shanghai.( B )
A. at B. to C. of D. for
6. We have decided to make a further concession ______ 5% per box in order to help you to increase the business with us. ( A )
A. to B. of C. on D. about
7. We regret that our low prices ______ narrow margin of profit. ( A )
A. leave us with B. include C. earn D. give
8. We feel regretful that you ask us to allow you a commission ______ 10% on each sale. ( A )
A. of B. to C. on D. /
Exercises(课堂练习)
Unit 2Establishing Business Relations (建立贸易关系)
1. We learn from your letter of May 12 that you are _in__ the market for Chinese Black Tea.
2. They have been _in__ the wool trade for quite a number of years.
3. _Upon__ receipt of your detailed requirements, we shall be glad to give you our latest quotations.
4. Should your price be _in__ line with the prevailing international market rate, we trust large business can be concluded.
5. If the price is reasonable, we will place large orders _with__ you.
6. We look forward _to__ receiving your favorable reply.
7. Having obtained your name and address _from__ the newspaper, we are writing you in the hope of establishing business relations with you.
8. We take this opportunity to approach you _for__ the establishment of the trade relations with you.
9. We can meet your requirement _for__ Walnut meat.
10. We are sending you our latest catalogues _under__ separate cover.
1请报我方100公吨大米的最低价CIF广州，并表明最早交货期。
PleasequoteusyourlowestpriceCIFGuangzhoufor100metrictonsofrice,statingtheearliestdateofshipment.
2我们相信如你方价格有竞争力，我们能向你方大量订购。
Webelievethatifyourpriceiscompetitive,wecanplacealargeorderwithyou.
3若产品质量好，价格与我方市场相符，我们愿意向你方订一大笔货。
Iftheproductisofgoodquality,andthepriceisinlinewiththemarketatourend,wewouldplaceabigorderwithyou.
4目前，我们对各种葡萄酒感兴趣，如果能通过航空邮寄最近的价目表，我们将非常感激。
Atpresent,wearekeenlyinterestedinallkindsofwinesandshallbegladifyouwillkindlysendusyourlatestpricelistbyairmail.
5按惯例，我们通常从欧洲供应商处得到5%的佣金。
Asusual,weusuallygeta5%commissionfromEuropeansuppliers.
Dear Sirs,
We (1) learn from the Internet that you are a large buyer of table-cloth. As this article (2) lies within the scope of our business activities. We (3) take this opportunity to express our wish to (4) establish business relations with you.
Chinese table-cloths are famous for their good (5) quality and fine workmanship. They have enjoyed great (6) sales in the American market . We are sure that (7) through/by/with our joint efforts they will meet with a favorable reception in your country.
In order to give you a general idea of our various table-cloths, we are airmailing to you (8) under separate cover a copy of (9) catalogue We shall be glad to send you offers upon (10)receipt of your specific enquiries.
We hope to hear from you soon.
yours faithfully.
Dear Sirs,
We have learnt from the Chase Bank(大通银行) that you are one of the leading importers of tools and instruments in your area. We take the liberty of writing this letter to you to express our wishes to enter into business connections with you.
Our company has specialized in the export of tools and instruments for many years. To give you a general idea of our products, we have sent you our catalogue under separate cover. We shall provide you with further information on your specific inquiry.
We are looking forward to your early reply.
Yours faithfully,
1. We are glad to inform you that the articles you require fall within the scope of our business activities .
我们很高兴告诉你，你们所要的商品属于我公司的经营范围。
2. We specialize in the export of textiles and are willing to establish business relations with you.
我们专营纺织品出口业务，愿与贵公司建立业务关系。
3. In compliance with your letter of 12, we have sent you under separate cover our catalogue and quotation.
应贵方12日电的要求，我们已经用航空邮件给你们寄去了我们的目录和报价单。
3. In order to give you a general idea of our products, we enclose a pamphlet.
为了使贵方对我们经营的产品有个总的概念，兹附上有关我们产品的小册子一份。
5. If your prices are competitive, we will place volume orders on you.
如果你们的报价具有竞争力，我们将从贵公司大量订货。
1. 我们愿意在平等互利的基础上与你们做生意。
We would like to trade with you on the basis of equality and mutual benefit.
2. 贵方来信收悉，得知你们愿意与我公司建立贸易关系，我们非常高兴。
We have received your letter and are pleased to learn that you would like to open up business relations with us.
3. 我们得知贵公司是当地最大的电器产品进口商之一。
We are given to understand that you are one of the leading importers of electric goods in your area.
4. 希望能够尽快收到你们的答复。
We are looking forward to receiving your early reply.
5. 在收到你方具体询价时，我们会立即寄上我们的样品和报价单。
We will send you our quotations and samples on your specific inquiry.
Unit3 Inquiries (询盘)
1. We understand you have over 20 years experience __in__ this particular line of business.
2. We have confidence ____in__ selling your Sweaters in our market.
3. The goods you enquire ___for___ are out of stock now.
4. As this item fall ___within_____ the business relations with you at an early date.
5. Messrs Sharp &Co. have written to us that they are the leading importer in your place dealing __in_____ Chemicals.
6. We wish to receive your sample ___for___ which we will pay upon receipt of your advice.
7. We are in a position to supply you with the goods __at____ a competitive price.
8. We are exporting bicycles of various brands ___am
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