商务英语函电样卷

I .Translate the following terms：10%

1. From English into Chinese：

（1）PNTR 永久性正常贸易关系

（2）Irrevocable Letter of Credit 不可撤销信用证

（3）Blank Endorsement 空白背书

（4）General Average 共同海损

（5）FAQ .良好平均品质/大路货

（6）DES目的地船上交货

（7）Franchise免赔额/特许经营权

（8）FPA平安险

（9）Bill of Exchange汇票

（10）Auction拍卖

2. From Chinese into English （5%）

（1）世界银行World Bank

（2）电子商务e-commerce/e-business

（3）托运人Shipper/consigner

（4）进口许可证Import license

（5）国际商会International Chamber of Commerce （ICC）

II. Choose the best answer for each of the following question （25%）

1. Contracts must be renewed one week _______ their expiration.

A on

B against

C the moment of

D before

2. The commodities you offered are _________ line with the business scope of our clients.

A outside

B out of

C out

D without \

3. We are arranging for n inspection tour of _________ the material was processed.

A place

B the place

C where

D there

4. We are reconsidering those trade terms _______ might be adverse to the interest of our principals.

A what

B that

C when

D where

5. Information indicates that some similar goods of Indian origin have been sold here _______ about 30% lower than yours.

A with a level

B at something

C at quotation

D with a figure

6. As we are ________ of these goods，please expedite shipment after receiving our L/C.

A in badly need

B badly in need

C urgent in need

D in urgently need

7. We give you on the attached sheet full details regarding packing and marking，which must be strictly ________.

B abide by

C submitted

D seen

8. We ______ to allow you a special discount if you increase your order to 5000 pairs.

A have prepared

B are prepare

C are prepared

D were prepared

9. The importance of delivery on time ______ overstressed，because failure to receive goods or services will cause serious inconvenience to the end-users.

A can

B be

C cannot be

D could be

10.___C___we would like to close the business with you, we find your bid unacceptable.

A much

B however

C much as

D despite

11. We wish to stress that shipment must be made within the prescribed time limit，as a further _______ will not be considered by our end - users.

A prolong

B protract

C extension

D expansion

12. With computer users linked to the Internet growing _____ every year，business is trying to cash in on the worldwide network.

A at million

B with a million

C with one million

D by millions

13. We regret having to remind you that 30% of the freight is still ______.

A owned

B owning

C outstanding

D understanding

14. ______ you fulfill the terms of the L/C，we will accept the drafts drawn under this credit.

A Provided

B To provide

C In the case

D Only if

15. Kindly advise us of the steamers that call ______ your port every month.

A at

B on

C in

D for

16. It should be _______ if you could immediately ______ what quantity you can supply us at present.

A thankful，advise

B appreciate，advise

C appreciated，advise

D appreciating，inform

17. We thank you for your e-mail of November 25 _______ your purchase of 10 M/T wild rice.

B confirming

C to confirm

D confirmed

18 Subject to satisfactory arrangements ______ terms and conditions，we should be pleased to act as your sole agent.

A as

B as per

C as if

D as to

19. Our usual terms of payment are ____ L/C and we hope they will be satisfactory ____ you.

A by，for

B by，to

C for，to

D for，with

20. That helps to explain ______ businesses are setting up Net sites even though profits aren't yet very big.

A that

B the reason for

C why

D why that

21. We find that there is no stipulation of transshipment _____ in the relative L/C.

A allowing

B which allows

C which allowed

D being allowed

22. After unpacking the case we found that the goods did not ______ with the original sample.

A match

B come up

C agree

D measure

23. If the first shipment ______，we guarantee that we will send you many repeat orders.

A will prove satisfactory

B proves satisfactory

C turns out a satisfaction

D turns out to be satisfied

24. It is necessary that an arbitration clause _______ in the contract.

A will be included

B must be included

C be included

D has been included

25. Please see that your written confirmation _____ by the end of this month；otherwise we will be free from the obligation for his offer.

A reaches us

B will reach us

C reach us

D reached us

III. Translate the following into an English letter in a proper form （20%）

写信人：新路华贸易有限公司，

地址：中国上海，兴达路999 号金星大厦（Golden Star Mansion ）33层

收信人：James Brown & Sons，由日用品部（Daily Articles Dept ）办理

地址：#304- 310 Jalan Street，Toronto，Canada

日期：2000 年6月30日

内容：

感谢你6月15日的来函的样品。

特告知，我方客户对你样品的试用结果非常满意，但现在仍有些犹豫。

经与同类货物作仔细比较，我们发现你方报价有点高。当前的洗发精（Shampoo）市场充斥着各种各样的品牌，象Rejoice，Pond's 等优质产品很容易买到。而且这些品牌都已得到我地市场的认可。就洗发精而言，很多消费者不愿接受新产品。你方产品作为新品牌，最大的卖点将是它的护发（hair care）功能；质量上虽然已经达到客户要求，但要想在我地市场打开销路，必须还要具备价格优势，否则是很难与一些老牌产品竞争的。

鉴于此，我方客户建议将原报价减10%.请考虑并作及时答复。

Xinluhua Trading Company Ltd

Floor 33. Golden Star Mansion. No.999 Xingda Road

Shanghai China

June 30.2000

James Brown & Sons

#304-310 Jalan Street，Toronto，Canada

ATTN：Daily Articles Department

Dear Sirs；

Thank you for your letter and samples sent on June 15. We're glad to inform you that our customers are very satisfied with the test result of your samples. but they are still hesitating at the moment.

After careful comparison with similar goods，we find your quotation on the high side. The current shampoo market is swollen up with various brands. and quality brands such as Rejoice and Pond`s are easily available. These brands have already gained recognition of the local market. In terms of shampoo，many consumers are reluctant to accept new products. As a new brand，the biggest selling point of your product will be its hair care function. Although its quality has already measured up to our customers' requirements，it still needs price advantage in order to open up a market here. Otherwise it can hardly compete against the established brands.

In view of this our customers request you to reduce your original price by 10%. Please consider this and give us a prompt reply.

Yours faithfully

（Signed）

IV Fill in the contract form with information gathered from the following correspondences （15%）

（1）Outgoing Letter

Beijing，November 5，1000

Dear Sirs，

Thank you for your enquiry of October 30 for Women's Nylon Garments. In compliance with your request，we have enclosed a price list and an illustrated brochure. Although we still have certain amount of stock we can hardly keep them for a long time because of the heavy demand. Samples will be sent on request. We are looking forward to our early reply. Yours faithfully，Beijing Garments Imp/Exp. Corporation

（2）Incoming Letter

Dear sirs，

Many thanks for your quotation of November 5 and the samples of Women's Nylon Garments. We are satisfied with the quality and pleased to enclose our Order NO. 333 for 3 sizes mentioned in your latest catalogue. We note that you can supply these items from stock and hope you will send them before December 31. Our company will reserve the right to cancel this order or reject the goods for any late arrival. For your reference，we with to effect payment by D/P 60 days. Please kindly let us have your confirmation.

ORDER

NO. 333

Beijing Garments Imp/Exp. Corp.

Beijing，China

Please supply the following items：

Quantity （Doz）Item Size Unit Price （Per doz）CIF London

15 Women's Nylon Garments Small US$75.00

16 ditto Medium US$110.00

14 ditto Large US$150.00

London Trading Co. Ltd.

（3）Outgoing Letter

Dear Sirs，

We've received your letter of November 13 and your Order No. 333. Much to our regret，we can hardly accept your order at the prices you bid since the prices of raw materials have increased recently. We're afraid the best we can do is as follows：

Commodity Unit Price （Per doz）CIF London Size Quantity（doz）

Woman`s Nylon Garments USD80.00 Small 15

Woman`s Nylon Garments USD120.00 Medium 16

Woman`s Nylon Garments USD160.00 Large 14

As to payment terms，we usually require letters of credit. However，in view of our long and pleasant relations，we will accept D/P 60 days this time. But it must be clearly understood that，in so doing，we are not establishing a precedent. We hope you will accept our prices and give us a reply an soon as possible.

Yours faithfully，

（4）Incoming Letter

Dear Sirs，

Your letter of November 20，1999 has been received. As we are anxious to finalize this transaction，we have been exerting ourselves to persuade our clients to accept your prices. Eventually，they have decided to accept. We are glad to have been able to conclude the business with you and await your sales confirmation.

Yours faithfully，

（5）Outgoing Letter

Dear Sirs，

We're glad that your clients have accepted our prices，which are narrowly calculated. These goods will be packed in boxes of half dozen each and 10 dozen to a carton，and shipped in December from China port to London with transshipment and partial shipments allowed. Insurance is to be covered by us against ALL Risks and War Risk for 100% of the invoice value. Enclosed is our Sales Contract No.116 signed in Beijing on 28th November，1999 in duplicate，a copy of which please sign and return.

Yours faithfully，

CONTRACT

No._____ 116_________

SELLERS：Beijing Garments Imp/Exp Corp

BUYERS：London Trading Co. Ltd.

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 under - mentioned commodity according to the terms and conditions stipulated below：

Commodity Size Quantity （doz）Price per doz CIF London Amount

Women's Nylon Garments Small 15 US$80.00 US$1200

Women's Nylon Garments Medium 16 US$120.00 US$1920

Women's Nylon Garments Large 14 US$160.00 US$2240

Total Value：US$5360.00

Packing：In boxes of half dozen each and 10 dozen to a carton

Shipping Mark：At Seller's option

Insurance：To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value

Time of Shipment：In December allowing transshipment and partial shipments （During December with transshipment and partial shipments allowed）

Port of Shipment：China port

Port of Destination：London. U.K.

Terms of Payment：By D/P60 days （By D/P at 60 days after sight）

Done and signed in on this day of November 1999

V. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms：（15%）

Copenhagen Bank

Date：4 January，2000

To：Bank of China，Beijing

We hereby open our Irrevocable Letter of Credit NO.112235 in favor of China Trading Corporation for account of Copenhagen Import Company up to an amount of GBP1，455，00 （Say Pounds Sterling One Thousand Four Hundred And Fifty - five Only）for 100% of the invoice value relative to the shipment of：

150 metric tons of Writing Paper Type 501 at GBP97 per m/t CIF Copenhagen as per your S/C No. PO5476 from Copenhagen to China port. Drafts to be drawn at sight on our bank and accompanied by the following documents marked "X"：

（X）Commercial Invoice in triplicate

（X）Bill of Lading in triplicate made out to our order quoting L/C No. 112235，marked FREIGHT COLLECT

……

（X）One original Marine Insurance Policy or Certificate for All Risks and War Risk，covering 110% of the invoice value，with claims payable in Copenhagen in the currency of draft （s）Partial shipments and transshipment are prohibited.

Shipment must be effected not later than 31 March，2000.

This L/C is valid at our counter until 15 April 2000.

附：PO5476号合同主要条款：

卖方：中国贸易公司

买方：哥本哈根进口公司

商品名称：写字纸

规格：501型

数量：150公吨

单价：CIF哥本哈根每公吨97英镑

总值：14，550英镑

装运期：2000年3月31日前自中国港口至哥本哈根

保险：由卖方按发票金额的110%保一切险和战争险

支付：不可撤销的即期信用证，于装运前1个月一到卖方，并于上述装运期后15天内在中国议付有效

Dear Sirs：

While we thank you for your L/C No.112235，we regret to say that we have found some discrepancies. You are therefore requested to make the following amendments：

1. The amount both in figures and in words should respectively read "GBP14，500" （Say Pounds Sterling Fourteen Thousand Five Hundred And Fifty Only）；

2. "Form Copenhagen to China port" should read "form China port to Copenhagen"；

3. The Bill of Lading should be marked "Freight Prepaid" instead "Freight Collect"；

4. Delete the clause "Partial shipments and transshipment prohibited"；

5. "This L/C is valid at our counter" should be amended to read "This L/C is valid at your counter"；

Please confirm the amendments by fax as soon as possible.

Yours sincerely （Signed）

VI.Translate the following passages：（15%）

1. From English into Chinese （5%）

Discount means that sellers offer buyers a certain percentage of reduction on the original price. When competition in the market is fierce，discount will help to improve sellers' competitiveness. There are different kinds of discount，for example，quantity discount，seasonal discount and exceptional discount. The specific amount or percentage of discount varies in different situations. The percentage of discount can be clearly written down in a contract if the seller and the buyer have reached an agreement.

The amount of discount is usually deducted from the buyers' payment.

1.折扣是指卖方按照商品的原价给对方一定比率的价格减让。在市场竞争激烈的情况下，此法是加强竞争的一种手段。折扣的名目比较繁多，有数量折扣、季节性折扣、额外折扣等。具体折扣数额或比例的多少应根据情况而定。当双方确定了折扣比率后，可在买卖合同中明确地表示出来。折扣部分的金额一般是在买方付款时从货款中扣除。

2. From Chinese into English：（10%）

1）国际市场营销是重要的，因为世界已变成了一个全球化的场所，国际营销每日都在我们身旁发生，对我们的生活产生着深刻的影响。

2）国际贸易中，只有很少一部分服务贸易。因为，就某种程度来说服务并不比商品那样可以交易。

3）在执行合同的过程中，签约双方都应该遵守合同条款。任何一方如果不严格履行，就会给另一方带来麻烦。甚至使另一方遭受损失。

4）国际贸易中，时间因素至关重要，所以买方通常坚持货物必须在指定截止日期前或一段时间内装运是很自然的。

5）技术转让是生产某个产品，使用某个程序或提供某种服务的系统化知识的转让。其要素有"人件"、"软件"和"硬件".

1）International marketing is important because the world has become globalized. International marking takes place all around us every day and has a major effect on our lives.

2）There is only a small proportion of service activity in international trade. Because to some extent services are much less tradable than goods.

3）In executing a contract，both sides should abide by the stipulations in the contract. If one part fails to fulfill all of the obligations，it will bring inconvenience or even loss to anther party.

4）In international trade time is of the essence，so it is natural that the buyer usually insists that shipment be made before a specified deadline or within a period of time.

5）Technology transfer is the transfer of systematic knowledge for the manufacture of a product for the application of a process，or for the rending of a service. The elements of the transfer are "human ware"，"soft ware" and "hard ware".

商务英语函电在对外贸易中的重要性

随着全球经济的快速发展和经济一体化的进程，世界各国的经济贸易往来日益频繁，而众所周知，英语是当今全球运用最广的语言，因此英语便也成为了对外贸易中的主要用语我们也称之为商务英语。而商务函电是指在对外贸易中所使用的信函，电报，电传，传真，电子邮件等通讯方式。所以商务英语函电就是指在对外贸易活动中以英语为载体而进行的商务函电往来。商务英语函电是国际商务往来中经常使用的联系方式，是开展对外贸易业务和有关商务活动的基础及重要工具。商务英语函电是对外贸易的交流工具，它贯穿于对外贸易的各个环节，及时，具体，完整，准确地为贸易双方传递商务事业信息以及帮助双方达成最有效的交流与沟通。商务英语函电是对外贸易的重要媒介，它在各国之间相互沟通，开展业务，达成交易，建立友好关系工作等对外贸易活动中起着举足轻重的作用，是对外贸易中不可或缺的组成部分。如果没有往来的商务英语函电，贸易双方就无法完成正常的交流与沟通，无法获知对方的各项商务信息，因此大部分的国际贸易活动也都不可能顺利进行，所以，商务英语函电在对外贸易中的重要性可想而知。 商务英语函电在对外贸易中的第一个重要性就表现在它的索取信息和传递信息的功能。对外贸易本身就是特指国际贸易活动中的一国或地区同其他国家或地区所进行的商品、劳务和技术的交换活动。这是立足于一个国家或地区去看待它与其他国家或地区的商品贸易活动。他不同于国内贸易，可以去实地进行考察，双方面对面进行交流与沟通，从而获取一切对方的商务事业信息，对外贸易大多涉及本国以外的不同国家与不同地区，在很大程度上受到贸易双方地理位置等客观条件的限制，如果也像国内贸易那样进行面对面的索取信息与传递信息，这个过程肯定是繁琐而复杂的，而且加上空间和时间的限制，这个过程的成本费用也会很高，速度也会很缓慢，过程中的安全问题也不能得到保障，甚至于可能在这种实际的信息传递中造成数据的丢失或者毁坏。商务英语函电的存在，就让这些问题得到了一一化解，索取信息和传递信息不会再受到时间和空间等因素的限制，甚至比以前更加快捷，可以快速的索取有效的信息传递给从事对外贸易的双方，利用商务英语函电开展对外贸易，买卖双方可采用标准化、电子化的格式合同、提单、保险凭证、发票和汇票、信用证等，使各种相关单证在网上即可实现瞬间传递，大大节省了单证的传输时间，而且还能有效地减少因纸面单证中数据重复录入导致的各种错误，对提高交易效率的作用十分明显,而且加上中间大量环节的减少，也在一定程度上降低了对外贸易过程中的成本。 商务英语函电在对外贸易中的第二个重要性表现在它一直贯穿于对外贸易的始终，处理整个对外贸易中各个环节的相关事宜。它涉及外贸业务中的各个环节。从建立业务关系、询盘、发盘、还盘、接受、执行提供、装运、保险、付款，到执行合同过程中的纠纷，以及最后的索赔，大都需要商务英语函电的解决。对外贸易过程各环节中所有往来的商务英语函电也都构成重要的法律依据，特别是当产生贸易纠纷时，它有可能左右解决纠纷的最终结果。而前面提到的还仅仅是体现在实实在在的对外贸易实际活动中，事实上，商务英语函电还在对外贸易过程中起着很多隐性作用，其实在建立业务关系之前商务英语函电的重要性就体现出来了，商务英语函电的出现让我们摒弃了传统方式上的寻找合作伙伴的方法，通过商务英语函电的平台，不但能节省大量的人力，物力，财力让你找到满意合作伙伴，也可以大大的拓宽你的选择范围，进一步寻找潜在客户。商务英语函电在洽谈过程中也起着重要的作用，他可以跨越传统的面对面洽谈的限制，在获得大量信息的情况下，还能提供更多更方便的异地洽谈方式。 商务英语函电在对外贸易中第三个重要性主要是在它使对外贸易双方更加方便的保持联络与沟通感情，促进双方得后续合作甚至长期合作。对外贸易过程中，买卖双方肯定不会只想仅仅只合作一次，甚至于双方特别互相认可的话，是容易发展长期的战略合作伙伴的，而商务英语函电就提供了这样一个长期交流的机会，商务英语函电能让交易双方能在最快的时间内进行信息与意见的交流，能在第一时间获知对方的需求，不管你在任何地方，任何时 1

商务英语函电1-9课翻译及答案

Lesson 1 Importer’s Self-introduction 译文 信件一进口商自我介绍 麦克唐那和伊万有限公司 美国纽约劳顿大街58号 福建鞋业进出口公司 中国福建福州保定大街45号 送交：销售部吴刚先生 敬启者: 我们从伏特威廉公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。 多年来，本公司经营休闲鞋类进口生意，目前想扩展业务范围。请惠寄商品目录与报价单。 如贵司产品价格有竞争力，本公司必定向你方试订。 恭候回音。 麦克唐那和伊万有限公司 （签名） 麦克. 伊万 经理 谨上 2010年4月20日 信件二回信 福建鞋业进出口公司 中国福建福州保定大街45号 麦克唐那和伊万有限公司 美国纽约劳顿大街58号 敬启者: 感谢贵公司四月二十日的来函，我们非常渴望与贵公司建立商务关系。 我们鞋厂致力于设计和生产各种传统和时尚男女鞋产品。我们已开发和上市了室内拖鞋，棉拖鞋，新款刺绣拖鞋；童鞋和棉鞋。可以满足国内外不同市场需求。 谨遵要求另函奉上最新的出口商品目录及报价单，涵括目前可供的出口商品。 如你方对任何一款感兴趣，请让我方知道。期盼你方具体询盘。 福建鞋业进出口公司 （签名） 吴刚 经理 谨上 2010年5月10日 习题答案 I. Basic Training Translate the following expressions into Chinese. 报价一流的进口商

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李友

Letter 2 Letter 3 Letter 4

Letter 5 Letter 6

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of commerce 另邮by separate cover/post 付款条件terms of payment 具体询盘specific enquiry 欲购be in the market for 优先报盘preferential offer 可撤销报盘revocable offer 价格适中moderate in price 现货供应supply from stock 拳头产品 knock-out product 质量上乘 superior in quality 打九折give a 10% discount 试订购place an trial order 销售合同 Sales Contract 形式发票 Proforma Invoice 会签 counter-sign ayure 支付条款 terms of payment 即期信用证 sight L/C 货到付款pay on delivery 分期付款pay in installment 电汇 telegraphic transfer 知识性标志 indicative marks 塑料纸 polythene sheet 请勿挂钩use

国际商务专业课试卷(真题).doc

B. specification D. specimen B. receipt D. quotation B. counter offer D> origin offer B. block style D. blocked style B ? counter -signature D ? count -significance B ? schedule document D. time document B. turndown D. turnout B. CIF D. EMP 河南省2014年普通高等学校对口招收中等职业学校毕业生考试 国际商务类专业课试题卷 考生注意：所有答案都要写在答题卡上，写在试题卷上无效 一、选择题（商务英语函电1-20；进出口贸易实务21.40。每小题2分，共80分。每 小题中只有一个选项是正确的，请将正确选项涂在答题卡上） 1. 规格、说明书 A. specify C. specialist 2. 发票、提货单 A. invoice C. option 3. 原始报盘 A. regional offer C. original offer 4. 平头式 A. indent style Ce indented style 5. 会签 A ? count -signature C ? counter -significance 6. 定期汇票 A. schedule bill C. time bill 7. 营业额 A. turnover C. turntable 8.到岸价格 A. CFI C- MT

9.光票托收 A. documentary collection C? shipping document 10.议价 A. price reduction C ? offer negotiation 11.（支票、汇票等的）付款人 A. drawer C. payer 12.共同海损 A. general average C. total average 13.出价、投标 A. bide C. bid 14.保兑信用证 A. clean L/C C. transferable L/C 15.履约保证金 A. down payment C. performance deposit 16.受益人 A. beneficiary C. benefit 17.提单 A. bill of taking C. bill of lading 18.即期装运 A. prompt ship C. prompter ship 19.借方票 A. sight draft C. debit bill 20.批量订货的折扣D. D. B. D. D. D. D. D. incidental expense clean collection price negotiation offer negotiate drawee payee common average particular average bib bidet documentary L/C confirmed L/C performance bond sight bill beneficial benefaction bill of loading bill of landing prompt shipment promotion shipment debit draft debit note a volume discount a value discount

2018年河南省普通高等学校对口招收中等职业学校毕业生考试国际商务类专业课试题

河南省2018年普通高等学校对口招收中等职业学校毕业生考试 国际商务类专业课 考生注意：所有答案都要写在答题卡上，写在试题卷上无效 一、选择题（商务英语函电1-20 题；进出口贸易实务21-40 题。每小题 2 分，共 80 分。每小题中只有一个选项是正确的，请将正确选项涂在答题卡上） 1．称呼 A．signature B．salutation C．enclosure D．solution A．factory B．seller D．agent C．manufacturer 4．批发 A．retain B．volume D．wholesale C．retail 5．规格；说明书 A．specialty B．specification D．specialist C．commodity 6．包装 A．packing B．pocket D．pattern C．package 7．供应现货 A．buy new goods B．future goods C．supply from stock D．supply the stock 8．保险 A．assurance B．insurance 国际商务类专业课第 1 页（共 9 页）

2．询盘A．inquiry B．request C．require 3．厂商D．quality C．insurer D．issuing 国际商务类专业课第 2 页（共 9 页）

9．交付；交 货 C．in triplicate 13．票汇 D．in three parts A．T/T B．D/D C．M/T 14．定期汇票 D．C/C A．sight bill B．time bill C．bill of regular 15．分期付款 D．bill of exchange A．deferred payment B．payment at sight C．payment against documents D．pay by installments 16．现金付款 A．payment in full B．payment in part C．cash with order D．pay in cash 17．保兑行 A．confirming bank B．issuing bank C．advising bank D．paying bank 18．收货人 A．receiver B．consignee C．carrier D．consignor 19．检验报告 A．check book B．check order C．survey report 20．接受索赔D．sample report A．payment B．delay C．shipment 10．最低价 D．delivery A．minimum price B．reduce price C．maximum price 11．合同草案 D．lower price A．make out a contract B．draw up a contract C．draft contract 12．一式三份 D．purchase contract A．in duplicate B．three details 国际商务类专业课第 3 页（共 9 页）