Corporation
Buyers: Rotterdon Foodstuffs Import and Export Company
This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the undermentioned commodity according to the terms and conditions stipulated below:
Commodity: Groundnut Kernels Specifications: FAQ 2008 Crop Quantity: 50M/T
Unit Price: At RMB ￥3550 per m/t CIF Rotterdam
Total Valve: RMB ￥177500 (Say RMB One Hundred And Seventy-Seven Thousand Five Hundred Only)
Packing: In double gunnubags
Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk
Time of Shipment: During November 2008 Port of Shipment: Qingdao of China Port of Destination: Rotterdam Shipping Mark: At Sellers‘ option
Terms of Payment: By irrevocable L/C available by draft at sight
Done and signed in Qingdao of Shandong on this 10th day of May,2008.
IX. Please fill in the contract according to the information you have got from the
following parts:
Keys:
CONTRACT No.08/1234
Sellers: Guangzhou Garments Imp./Exp.Corp.
Buyers: Messrs.J.Handerson & Co., New York City , USA
This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the undermentioned commodity according to the terms and conditions stipulated below:
Commodity: Silk Blouses
Specifications: Colours: pink, blue and yellow equally assorted Quantity: 1 000 dozen
Unit Price: At US＄52.50 per dozen CIF3% New York
Total Valve: US＄52 500( Say US Dollars Fifty-two Thousand Five Hundred Only)
Packing: In cartons
Shipping Mark: At Sellers‘ option
Insurance: To be covered by the Seller Time of Shipment: In November 2008
Partial shipment(s) allowed Transhipment allowed
46
Port of Shipment: China Port Port of Destination: New York
Terms of Payment: By irrevocable L/C payable by draft at sight to remain valid for negotiation in China until the 15th day after the date of shipment.
Done and signed in Beijing on this 3rd day of August, 2008.
X. Fill in the Sales Confirmation for the transaction stated in the following letter: Keys:
Shanghai Silk Branch
上海中山东一路十七号
17 ZHONG SHAN ROAD (E.1) SHANGHAL. CHINA
售货确认书
SALES CONFIRMATION TION
To Messrs. 日期
Date 8th May 8, 2008
No.: SSB9574
签约地点
Signed at : Shanghai……
兹经买卖双方同意成交下列商品订立条款如下：
The undersigned Sellers and Buyers have agreed to close the following transactions according to the terms and conditions stipulated below: （1）商品：
Commodity：KKK Brand Men‘s T-shirt,
（2）规格：
Specification：white, L-size and M-size （3）数量：
Quantity：250 dozen with L-size & M-size equal number （4）单价：
Unit Price：US$100.00 （5）总值：
Total Value: 50,000 （6）装运期：
Time of Shipment：September 2008 （7）包装：
Packing：in cartons of 2 dozen each, 10 cartons to a wooden case （8） 装运口岸和目的地：
Loading Port and Destination：Shanghai Port to New York Port （9）装船唛头
Shipping Marks：at seller‘s option
47
（10）付款条件：
Terms of Payment：
TERMS of payment：by 100% value confirmed irrevocable letter of credit by draft at sight with transshipment and partial shipments allowed, to reach the Sellers ___30___ days before month of shipment, with shipment validity arranged till the 15th day after the month of shipment, and remain valid for negotiation in the loading port until the __15____ day after the shipment validity.
（11） 保险
Insurance：To be covered by the Sellers against All Risks and War Risk
for 110% of the invoice value.
买方 卖方 The Buyers The Sellers 中国纺织进出口公司 上海丝绸分公司
China National Textiles Import & Export Corporation
Shanghai Silk Branch
48
Chapter Nine Packing
Section One Introduction 概述
包装在国际贸易中非常重要，可以这样说，商品的包装就像人们要穿衣服一样。包装的最终目的是为了使货物在运输途中保持量好，不受损失。好的包装可以经受住最粗鲁的搬运。国际贸易中的包装可分为运输包装（也可称为外包装）和销售包装（也可称为内包装）。运输包装的作用是保证货物在运输途中完好无损，因此，这类包装要坚固，足以保护货物免遭任何损害，免遭盗窃，搬运方便，易于货物装卸。销售包装主要是为了方便销售，特别在销售日产用品时，销售包装的作用越来越重要。销售包装的方式多种多样，材料也丰富多彩，只要能让商品看上去具有吸引力就行，此外，销售包装还要注意简便易用，有助于销售。除了这两种包装以外，还有另外一种包装，叫中性包装，这种包装没有产地，也没有商标，目的是为了在进口国避税，或者是满足买方的特别需要。
包装标识应清楚明了，外包装标识有运输标识，指示性标识，警告性标识三种。运输标识包括以下内容：
1）发货人或收货人单位名称的缩写； 2）合同号或者信用证号； 3）目的港； 4）货物序号。
有时也可以标明货物重量和大小尺寸，那些有助于货物识别的内容都可以，如易爆品。
相对于外包装来说，内包装要求要高很多，颜色美丽鲜艳，设计具有创新性，外观吸引力，这些都是内包装必须考虑的问题，其主要目的是有利于促销。
包装信函要写得清楚明了，卖方可以向买方说明惯用的包装方式和材料，此外也可告诉对方可以根据买方要求包装货物，但额外费用应由买方负责。买方则可以告诉卖方以前货物包装的情况，或者对货物包装的担心。如果要对合同中有关包装条款的修改，都要经过买卖双方同意方能修改。
Section Two Specimen Letters Specimen 1
敬启者：
销售确认书第99A/782号
你10月10日的来信及附函附上的销售合同一式两份均已收悉，谢谢。我方想指出的是其中的包装条款不够清楚，相应的条款应按下列要求：
包装：用适合海运的出口包装，能适应海上远距离运输。 为了避免以后的麻烦，我方希望按下列要求标明包装条款：
标题合同项下的衬衫，要用塑料袋包装，5打装一个纸板箱，20箱装一个货盘，10个货盘装一个ECL集装箱。在外包装请刷上我方的开头字母JHCL，其中包括目的港和订单号。此外，还请用三角形标明\勿压\等指示性用语。
我们已在合同中就上述内容处做了注脚，请及时会签后退还一份给我方。愿你方认为一切准确无误，并请你方特别关注包装一事。
盼望及快收到你方装船通知，在此先谢为感。
……启
49
Specimen 2
敬启者：
事由：439号定单
兹通知你7月1日运至悉尼的300箱手工锯子到达时情况良好，这表明你方已进行包装改进。
关于运给我方的手工钻头，我们希望每箱装2打，每个木箱装50盒。我们相信你方会特别关注有关包装的要求，以避免在装运途中受损。
能否满足我方装运要求，请传真我方。
??启
Specimen 3 敬启者：
事由：88AJK/4763号销售合同
你方10月25日来信及所附上述销售合同一式三份已收悉。但得说明，合同中有关包装条款不够清楚，相关条款是：
支付： 凭保兑的、不可撤销的即期信用证支付。
为了避免未来可能产生的麻烦，我们事先表明我们对支付的要求 希望你方特别关注此事并尽快收到你方装船通知。
……启
Johnson & Harrison Co. Ltd
Specimen 4
敬启者：
很遗憾通知贵方，贵方2月12日发往迪拜的200箱铁钉中，有20箱受到严重损坏，当然，这不是贵方的过错。
我方不得不写信于贵方谈论有关铁钉包装之事，我方认为有必要向贵方表明我方今后交易的包装方法，以避免今后的交易中出现类似的损坏。
发往迪拜的铁钉用木箱装，净重112磅，每箱内装重量各为7磅的16袋铁钉。发往马耳他的铁钉用双层麻袋包装，每袋重50至60公斤。英国市场上，客户喜欢装25公斤的纸板箱。
请求贵方告知能否满足这些要求。
……启
Specimen 5
敬启者：
参见798号定单
50
English Correspondence of Business
Chapter One Basic Knowledge of Business Letter Writing
Section Nine Exercises 练习
I. Translate the following expressions into English: Keys: 1.Commercial Councellor
2.import and export 3.export list
4. enquiry 5.sample 6. price list 7.catalogue 8. Chamber of Commerce 9. market price
10. agreement 11.clients/customers 12. commodities fair 13. competitive price 14. EMP(European Main ports)
15. deal exclusively 16. manufacturer 17. article number 18. delivery 19. specification 20. trial order
II. Please improve the following sentence to them more idiamotic
Keys:
1. We are sending you the information you asked for in your letter of June 4. 2. We have received your letter of May 10.
3. We are pleased to tell you that your Order 167 was dispatched yesterday.
4. We sent you this morning our latest catalogue you requested in your letter of May 5.
5. We hope you will consider our proposals. 6. We hope to hear from you soon.
7.You informed us in your letter that you could not offer us Gallnuts as they were out of stock.
8. In reply to your letter of the 23red last month, we are pleased to confirm the following order.
9. Please take note of the Lot Number of bales so that the parcel may not be mixed up on landing.
10. Samples will be sent and offer made upon receipt of your specific enquiry. 11. In reply to your letter 23rd May, we regret to inform you that we are now not in a position to offer you the quantity as required.
12. Thank you for your quotation dated September 5, 2007. We intend to place a trial order with you.
13. You will no doubt ope the relevant L/C at the end of May. 14. We feel sure that you will be entirely satisfied.
15. Will you please send us your latest catalogue and pricelist? 16. We wish you could effect insurance on the goods with PICC.
1
17. Please send me a copy of the agreement. 18. Your products are not up to our standard. 19. I regret I cannot agree to your suggestions.
20. We have semimonthly direct sailings from Hong Kong to San Francisco.
III. Arrange the following in proper form as they should be set out in a letter Keys: Open
V. Point out the mistakes in the following addresses and rewrite them. Keys:
A. B. C.
Mr. Henry Taylor London City Bank Mr. John Smith 150 Bench Street 12 Queen Street 16 Front Street
London, E. C. 3 London, E.C.5 Liverpool L6 3FY England England
VI. Please write a letter according to the following particulars:
Keys:
Shanghai Light Industrial Products Corp.
11 Jiefang Road Shanghai
Tel: 021--43715589 The Pacific Trading Inc. 87 Broadway ST. New York, NY10408 Oct.28,2008
Dear Sirs,
Thank you for your interest in our products. In reply to your request, we enclose our illustrated catalogue and a pricelist showing details of our products. We look forward to hearing from you.
Yours truly, (signed)
Wang Xiang ENCL: as stated.
2
Chapter Two Establishing Business Relations
Section One Introduction 概述
可以说没有客户，就没有业务，与潜在客户建立业务关系不仅对于新成立的公司很重要，对于那些想要扩大业务范围，增加营业额的公司来说，同样很重要。
如果一家新公司，既我方一家公司，想要在国外打开市场，买入或者卖出产品，那么，他首先必须做的就是他要明白与谁做业务，通常，这类信息可以通过以下渠道获得：
1）通过写信交流；
2）参加出口商品交易会； 3）出席国内外举办的展览会； 4）互派贸易代表团。 上述所有途径中，写信使用最为广泛。通过写信可以从银行﹑杂志﹑报纸电视广告﹑业务关系介绍﹑市场调查﹑商务参展﹑商会﹑商务参展﹑中间人﹑自我介绍等等来获取所需要的所有信息。
从上述任何渠道获得想要得到的公司名称和地址之后，就开始着手写信与之联系。这类信是第一次寄出去的信，也可称之为“初次询盘”。通常这类信函最初告诉阅信人他的信息来，主要包括下列内容：
1）信息来源； 2）意向；
3）经营范围和子公司、分公司，如有的话； 4）公司的财经和成信情况。
如果想要进口买入，可以要求看样品，价格单等。写信人可以简明扼要地说明想要购买和想要买出何物。结尾时，通常要表达想要合作和期待早日答复的原望。
收到这类信函后要立即回信，不能延误，并写得有礼貌，以便给对方留下一个良好的印象。这就是外贸业务信函最重要的功能。
对于外贸公司来说业务往来非常重要，因此，交易商不仅要尽力巩固与已有客户的业务关系，也要不断寻求新的客户。
Section Two Specimen Letters （12封信） 信函范文
Specimen Letter 1 Wishing to establish relations 敬启者：
我们从中国对外贸易杂志上得知贵公司名址，我公司是一家国营企业，力求扩展海外贸易。然而，我们在南非还没有任何业务往来，对你方提出的任何建议我们都会认真考虑。随函所附我们最新的插图目录和最新价目表及有关的销售条款，供你方参考，我们将很高兴办理你方对我们产品的具体询盘。
如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。
盼即复。
......启
3
Specimen Letter 2 Writing self-introduce letters 敬启者：
承新加坡中国商务参赞陈华先生介绍，得知你号专营各种电器产品的出口业务，并力求扩展对外贸易。为此特联系你方，以便在我地市场推销你们的产品。
我号经营进口业务以达二十多年，在新加坡各地有广泛的业务关系。目前我处对电器产品的需求不断增长，相信你号在我地的成交数字，将会相当可观。
当前我们对电动缝纫机尤感兴趣，请寄这类商品的最新目录、价目表，并请告知有关的销货条款，不胜感激。
盼早复，希望收到你方好消息。
......启
Specimen Letter 3 Importer writes to exporter 敬启者：
事由： 缝纫机
我方对你们去年在斯里兰卡中国经济贸易展览会上展出的电动缝纫机留有深刻的印象。据告这类产品是由你们公司出口的。
我公司有一客户拟购一批缝纫机，为此，请寄上开400台三斗缝纫机的形式发票一份，并请报包括佣金在内的最低价，回信时，请说明最早交货期，以供参考。
盼早复。
......启
Sepcimen Letter 4 Exporter writes to importer (1) 敬启者：
我们从你刊登在\对外贸易\杂志上的广告得悉你公司名称，特此去函，望与你公司建立业务关系。
我公司专门中国轻工业产品的出口，这些产品在世界市场上久享盛誉。兹附上目录单一份供你参考。如有兴趣，请即与我公司联系。
......启
Sepcimen Letter 5 Exporter writes to importer (2)
敬启者：
承科伦坡商会介绍，得悉你号名址，并获悉你号拟进口中国生产的轻工产品。 我号生产所附插图目录中的各种轻工业用品，希望这些产品会引起你们的兴趣。信内尚随附我们最新的价目表，以供参考。
4
如你方拟购这类产品，请即告知，以便报价。同时，如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。 盼即复。并望不久能与你方开展业务往来。
……启
Sepcimen Letter 6 An exporter’s reply to an importer
敬启者：
经由ABC公司的介绍，我公司获悉贵公司有意与棉布出口商建立业务关系，我公司正好经营这类商品。
我公司是该商品的主要生产商之一，从事棉布出口已有50多年的历史。我公司产品种类齐全，款式多样，畅销亚洲市场。
今回复你方，希望与你方建立直接的业务关系，随函附上我方所有产品目录及价格单。值得注意的是，我方将为所有订单提供5%的佣金。
相信经过双方努力，我们将建立起良好的业务关系。 盼早复。
……启
Sepcimen Letter 7 A reply to an importer 敬启者：
贵公司6月23日询问将中国产电器产品进口到英国的传真已经由中国驻北京的对外贸易部转交给我公司。
我公司是一家国营企业，力求扩展海外贸易。然而，直到目前我们在英国还没有任何业务往来，很希望与贵公司在该行业进行业务往来。随函所附我们最新的插图目录和最新价目表及有关的销售条款，供你方参考。我方将认真办理贵公司的任何询盘。
如你方需要进一步了解有关我们公司或我们的有关产品的情况，也务必请来信。
盼即复。
.....启
Sepcimen Letter 8 A reply to the importer 敬启者：
我们从纽约一朋友处得悉贵公司的地址，现特去函与你公司联系，希望与你建立业务关系。
我公司与这里许多最大的轻工业产品销售商有良好的关系。如能从你公司得到优惠报盘，我们确信能大量销售中国货。 请告有关你公司出口商品的必要详情。
……启
Sepcimen Letter 9 Writing letters of Credit Enquiry of a new customer
敬启者：
5
我方不得不提请你方注意，在下订单时，你方同意一旦收到我方销售确认书就立即开立信用证。很遗憾，你方未能按照协议去做。由于货物早已备妥待运，请贵方立即采取措施从速开立信用证，以便完成这笔交易，双方获利。
期盼早日收到贵方好消息。
……启
Specimen 6
敬启者：
你方5月20日季来的第222号订单及随函附寄的装船指示均已收悉，谢谢。 所订货物正在生产之中，你方告知将开立以我方为受益人的、有效期至8月22日止的不可撤销信用证。敬请立即将该证寄出。
一收到你方信用证，我方将按装运指示要求尽快包装及装运货物。兹保证，我方将做好完善装运，以使贵方满意。
……启
Specimen 7
敬启者：
关于NSW6180信用证
7月7日来函收悉，得知你方未能将标题所列信用证予以展期，深表遗憾。 你们知道，这里每月只有一艘于上半月驶往你方港口的船只。就我们所知，该货轮将于一、两天内驶离此港，且舱位预订截止日期已早过。因此，我方不可能在本月内把货物装运。请按我方6月30日信中要求，尽力将信用证展期。
请即办理并传真告知。
……启
Specimen 8
敬启者：
我方愿解释信用证的修改事宜。
按我方收到信用证规定，应在见票后120天付款，但我方愿见票后即付。对此你方已表示同意，订单也已明确注明。因此，请按你方订单加以修改。货物将于本月20日前装运。如能按我方要求立即修改信用证，我方将不胜感激。
请复电。
……启
Section Five Exercises
I. As soon as the exporter receives the L/C, he should check that the terms of the credit are in conformity with the terms stipulated in the SC. In case of an inconformity, known as discrepancy, the seller should report it to the buyer and
41
request its immediate amendment. Problems of this kind often occur in the following areas: delivery, payment, prices, and choice of words. Identify the problems and complete the letters by suggesting a solution. Keys:
1. increase the amount of your LC by $600 LC amount is insufficient
2. make the necessary amendment to the LC so that the currencies of the documents are the same.
discrepancy in currency
3. amend your LC as stated in your order
payment terms differ between LC and order sheet 4. amend your LC to read \discrepancy in terms of delivery
II. Examine the following L/C with the following contract to see whether the stipulations in the L/C are exactly the same as those in the contract. If not, please write a letter to ask for proper amendments: Keys: Dear Sirs,
Your L/C No.9524/86
We are glad to receive your above L/C covering our S/C No.95/3456 in due course. On perusal, we find that some terms in the L/C are not in conformity with those in the S/C. We are now asking you to amend the L/C as follows:
1) Increase the amount up to US$60,800.
2) Modify the shipment time ―on or before 10 July‖ to ― in July‖. 3) Amend ―30 days‘ L/C‖ to ―sight L/C‖
4) Change the packing clause ―in seaworthy reinforced cardboard box‖ into ―wooden cases‖.
5) Change the port of destination ―Boston‖ into ―New York‖.
6) Amend ―Partial shipment and transhipment are allowed‖ to ―Partial shipment and transhipment are allowed, is prohibited‖, and delete the words ―through B/L required‖
7) The contract number is ―95/2456‖ instead of ―95/3456‖
8) Amend the validity of L/C to ―with in 15 days after the date of shipment.‖
For the shipment date is approaching, we hope you will amend the L/C as requested promptly.
Yours faithfully, …
III. Check the L/C and make amendments in English, where necessary,
according to the contract terms given below:
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Keys:.
ABC Bank
Date: 20 October 2008
To: Bank of China Shaanxi Branch
We hereby open our irrevocable letter of credit No. L-3789 in favor of Shaanxi Textiles I/E Corp. for account of Austria Trading Corp. up to an aggregate amount of DMK 30,000.00 (Say DEUTSCHE MK THIRTY THOUSAND ONLY) CIF Hamburg for 100% of the invoice value relative to the shipment of: 100 pieces of White Rabbit Brand blanket as per Contract No. SW-2598 dated Oct. 20, 2008 from China port to Hamburg. Drafts to be drawn at sight on our bank and accompanied by the following documents marked ―X‖.
(X) Signed Commercial Invoice in triplicate
(X) Full set of Clean On Board Bills of Lading made out to our order quoting L/C No.3789, marked ―FREIGHT PAID‖
(X) One original Marine Insurance Policy or Certificate for 110% full invoice value covering All Risks and War Risk, with claims payable in Austria in the currency of drafts.
Partial shipments are permitted. Transhipment is permitted.
Shipment must be effected not later than January 31, 2008.
Drafts drawn under this credit must be negotiated in China on or before January 31, 2008.
IV. Check the L/C and make amendments in English according to the clauses set forth in the following contract: Keys:
XYZ Bank
Date: 20th February, 2008
To: Bank of China, Shanghai(Guangzhou)
We hereby open our Irrevocable Documentary L/C No. A50-6781-338 in favor of China National Textiles Imp. & Exp. Corp, Guangzhou Branch, for account of Endo Trading Co., Ltd. Osaka Branch up to an aggregate amount of US$ 220,5000 (Say Canadian(US) dollars two hundred and twenty thousand five hundred only), Kobe/Osaka for 100% of the full invoice value covering the shipment of 5000 dozen of Men‘s Cotton Y/A Short(Long) Sleeve Shirts, Fabric(Garment) Washed, as per Sales Contract No. 90(1)Ja1002 dated March 3, 2008, from China.
43
Size: S/4, L/4, M/4 per dozen
Unit price: @ US$3,50 per pc CIFC3% Kobe/Osaka
Total value: US$220,500 (Say US Dollars Two Hundred and Twenty Thousand Five Hundred only)
Port: to Kobe/Tokyo(Osaka)
Drafts to be drawn at 45 days(at sight) after on ourselves accompanied by the following documents marked ―X‖ below:
(X) Signed Commercial Invoice in triplicate
(X)Full set of Clean On Board Bills of Lading made to order, blank endorsed, marked ―Freight Prepaid‖ and notify the accountee.
(X) One Original Marine Insurance Policy of Certificate for 10% of the invoice value covering
All Risks, War Risk and TPND(no this coverage) with claims, if any, payable in Japan in the current of drafts 5% more or less in quantity and invoice value are allowed.
Partial shipments are permitted.
Transhipment is prohibited(permitted).
Shipment must be made not later than 30 April, 2008.
Drafts drawn under this credit must be presented for negotiation in China on or before 16 May, 2008.
V. Translate the following into English:
Keys:
1. This change would involve a lot of extra expenses. 2. This problem would involve us in no small trouble.
3. We find it necessary to request you to amend your L/C as allowing transshipment, failing which the delivery of this order will by force be delayed beyond the contractual date.
4. Your request for D/P terms of payment is just under consideration, decision on which, we hope, will be made known to you in no time.
5. As the amount in our Order No. … does not exceed $1000 and the opening of an L/C will involve a lot of expenses, please agree to payment by D/P. 6. In order to avoid subsequent amendments，pls see to the followings. 7. As the amount of L/C No·4048 is incorrect，pls correct it to ￥4686，under advice to us。
8. It is impossible to extend the L/C because of import license restriction. 9. We wish to draw your attention to
(1) the changes in the conversion rate between Renminbi and Pound Sterling. (2) the fact that the price quoted in our proforma invoice is based on CIF Lagos net excluding commission.
(3)the fact that the quotations we got from other directions are much lower than yours.
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Because the shipping space is insufficient for 10000 metric tons of Soya Beans, we are unable to advance shipment of the whole lot to October. Please amend the covering L/C to allow partial shipment.
VI. Multiple Choice Keys:
1. B. 2. B. 3. A. 4. A. 5. A. 6. D. 7. C. 8. A. 9. D. 10.D. 11.B. 12.C. 13.A. 14.A 15.D. 16.B. 17.B. 18.B. 19.A. 20.D.
VII. Translate the following letter into English:
Keys Dear Sirs,
We have received your letter of June 28 and learned that you are interested in Absorbant Gauze.
We are sorry to say that the Gauze of 19x15 enquired for is out of production at present, but some cuttings of the nearest are enclosed, each marked with price and specifications. We hope that you will make a choice from them. Shipment will be made within six weeks after receipt of your L/C.
As requested in your previous letter, we are forwarding separately a copy of our catalogue and would draw your attention particularly to Pages 10 to 15, which describe fully the quality and specifications of our Surgical Dressings. We are always willing to send you samples of any kind that you may be interested in, and assure you that any enquiries you may send us shall have our careful and prompt attention.
We look forward to your reply soon.
Yours faithfully,
VIII. Fill in the contact forms in English with the following particulars:
Keys:
SALES CONTRACT
Contract No.08-331
Sellers: Shandong Native Produce and Animal By-products Import and Export
45
敬启者：
你6月18日来函收到，谢谢。此后，又经双方多次电传的交往，导致我们向你方购买下列货物：
5,000张牛皮，成本加运费伦敦价每张50英镑
这批5,000张牛皮须分2,000张，3,000张两批包装，并须分开两张提单装运，因为这批牛皮是分别运交两家不同的客户的。
请按所附订单所给的批号刷印包件，这点务请注意，以免货物上岸时混淆不清。
……启
2008年6月28日
Section Five Exercises I. Solve the supply problems
Keys:
1. approach another manufacture in this instance. We are sorry not to be helpful, but hope you will understand our position.
2. offer you a special discount of 5% on your orders placed before the end of March. Please let us know if you agree to this offer by cable.
3. keeping your order before us. Should our supply position improve, we will get in touch with you immediately.
4. recommend you our new Model XXL580 instead. We wish to inform you that there is a better demand for this new model, because it is not only similar to the old one but also superior in quality. Besides, it gives more satisfactory service to customers. )
II. Sending the Sales Confirmation Keys: 1. Seller
2. To countersign the S/C 3. 2 copies are enclosed
4. means add another signature to a document already signed by the Seller to
give it more authority
5.（省略）
III. Countersignature
Keys: 1.S/C. This shown by the phrase 'properly executed'.
2. The writer will pay the bill.(A bill is always paid by the Buyer. 3. S/C
4. properly; rewarding; routed; executed
IV. Translate the following sentences into English: Keys:
1) Thank you for your letter of March 11 and your Order No. C2/32 attached
31
thereto (enclosed therewith).
2) We confirm having accepted your order for 5 M/T Dried Chilies, new crop, at $ 80 CFR Damascus for May shipment.
3) Enclosed is our S/C No. AG-9960 in duplicate, one copy of which please sign and return to us for our file.
4) Despite the current high bid, but in order to promote the development of future business, we would like to accept your order in accordance with the conditions of your past orders.
5) I would like to repeat the offer: 15 Tunnel Frilling Rigs, specifications detailed in the technical information, at
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