实用商务英语函电课后答案杜春雷蒋欣.doc

Unit 1
Lesson 2
Ⅰ. Arrange the following information in the form of a letter.

Changzhou Wanlong Knitwear Co., Ltd.
18 Changzhou Textile Industrial Park
Changzhou, Jiangsu, China
Tel: [phone]
Fax: [phone]
May 13, 2013

May Flower Imp. & Exp. Co. Ltd.
148 West Street, Barcelona, Spain

Attention: Export Dept.

Dear Sirs,
Kids’ T-shirts
Thank you for your enquiry in your letter of May 11 for our Kids’ T-shirts.
The attached are the latest quotation of our products. And the pricelist will also be sent to you by air, and we are sure that you will be satisfied with our products and the reasonable prices.
We are eagerly awaiting your reply.
Yours faithfully,
Richard Li
Sales manager

Stamp
Jack Li
AD Trading Company limited
123 Chaoyang Road, shanghai, China
Tim Smith
Lafa Import and Export Inc.
456 High Street, California, USA

Registered
II. Address an envelop according to the following information

III. Write the following dates correctly for business letters.
1. Aug. 23, 2013
2. Mar. 5, 2010
3. June 7, 2011
4. Sept. 28, 2012

Ⅳ. Encircle the best answer in the following questions.
1. c 2. d 3. b 4. d

Lesson 3
Ⅰ. Comprehension questions.

1. In order to achieve Completeness in a business letter, what kind of questions can you ask?
If you want to achieve completeness of the information in a business letter, you may ask yourself whether you have stated clearly about the questions like “who, what, where, when, why and how” . These questions may be of great help to achieve completeness.

2. Why do we say “Consideration” is a very important principle?
Consideration is a very important principle because only when you consider your partner in your mind and write the letter by respecting your cooperative partner, sharing your reader’s point of view, keeping the reader’s needs in your mind, and achieving the balance of interests of both parties, can you make the communication go smoothly.

3. In order to achieve Clarity, what kind of statements and expressions should you avoid?
In order to achieve Clarity, the following two statements and expressions should be avoided. First, ambiguous words or rarely used words are forbidden. Second, words which may contain different meanings on their own should be avoided.

4. Is it harmful to write a general and vague letter? Why?
Yes, a general and vague letter is not sufficient to express the sender’s ideas because it is not informative. Thus, specific, definite and vivid words are preferred to show the concreteness to express the senders’ ideas.

5. Does courtesy mean politeness? What is the difference between them?
No, even though both courtesy and politeness mean no offensive and irritating statements or facts in the letter, courtesy is not mere politeness.
Politeness means that you should show your regard for others in the letter, etc. But in order to achieve courtesy, you should always bear a You-attitude in your mind which means you should always stand in the cooperators’ position and think from their stands.

6. What strategies can you use to achieve “conciseness” in a business letter?
There are two possible ways we have to follow during the process of our writing. First, make a long sentence or phrase short and avoid using too wordy expressions. Second, avoid repetition.

7. What aspects should be correct in a business letter? And how would you guarantee that every aspect is correct?

On one hand, from the perspective of writing, a business letter should be perfect in grammar, punctuation, spelling of words, and a business letter should also use standard language, proper statements and accurate figures.
On the other hand, from the perspective of business, the following points can guarantee that every aspect is correct：
a. make sure that no grammar mistakes occur in business writing;
b. choose only accurate and correct facts, words and figures;
c. take a matter-of-fact attitude when you are talking about everything in the letter；never overstate or understate;
d. use correct commercial terms;
e. remember the circumstances when capital letters are used in business writing, and use them properly.

II. Rewrite the following sentences to make them in a correct and polite way.
1. For the discount mentioned in the letter of April 5, we feel very sorry to say that we can’t cut our price because we have to guarantee the good quality and the best pattern and in fact, we have offered you the most favorable price.
2. We are very pleased to receive your enquiry about our products, and your early order will be highly appreciated.
3. We are sorry that we didn’t make ourselves clear.
4. We take the pleasure of providing you at the most favorable price.
5. We request immediate payment for you

Unit2
Lesson 1
Ⅰ．Close the following company profile in English with the given Chinese.
1. established in 2. registered capital 3. are specialized in 4. for over ten years
5. sell well/enjoy great popularity 6. welcome/are looking forward to your inquiry

Ⅱ. Fill in the basic information according to the text of Lesson 1.
Company profile　
Basic information
Company Name
Shanghai Baiyun Knitwear Co., Ltd.
Company Location
Shanghai, China
Year of Establishment
1998
Product Range
knitting fabrics and apparels including pure cotton knitting fabrics, children’s wear, T-shirts, sweaters, women’s dress, and etc.
Registered　Capital
USD 550,000
Target Markets
Europe and North America
OEM/ODM Availability
available
Export Percentage
61% - 70%
Annual Output
5,000 tons of knitting fabrics and
3,000,000PCS of various apparels
No. of Employees
500
No. of QC Staffs
20

Lesson 2
Ⅰ.Close the following letter with appropriate words.
(1) introduce (2) as (3) range (4)learned (5) market
(6) enclosed (7)latest (8) available (9) interesting (10) early/ favorable reply.
Ⅱ.Translate the following sentences into English.
1. We are one of the leading exporters of textiles in China and now writing you for the establishment of business relations.
2. We have been engaged in the import and export of Medical Instruments for many years, and our products enjoy great popularity in many countries.
3. In order to acquaint you with our products, we are enclosing a copy of our electronic catalogue.
4. As to our credit standing, we are permitted to mention Bank of Tokyo, Japan, as a reference./
For our credit standing, please refer to the following bank: Bank of Tokyo, (address)…
5. We obtain your name and address from the Commercial Counselor’s Office of our Embassy in New York and would like to take this opportunity to establish business relations with you.

Lesson 3
Ⅰ. Close the following letter with appropriate words.
(1) owe (2) in (3) leading/major (4)handling (5) about/over
(6) hope (7) enlarge (8) with (9) covering (10) appreciated
II. Translate the following sentences into English.
1. We are the largest retailer here and have extensive connections with all the major dealers in this area.
2. We feel sure we can sell large quantities of knitting garments if we get your offers at competitive prices.
3. Any enquiry from you will receive our prompt and careful attention.
4. We are glad to know/note that you are desirous of entering into business relations with us. This happens to coincide with our desire.
5. We enclose hereby a copy of our latest catalogue and a price list giving the details you asked for.
Writing practice:
I. Write a letter, based on the following instructions, to a company asking for establishing business relations.
Dear Sirs:

We have learned, from A, that you are an experienced professional garment supplier in Changzhou, China, specializing in making various textiles including shirts, T-shirts, jeans, women’s dress, etc. As these items fall within the scope of our business activities, we shall be pleased to enter into business relations with you.

We are one of the largest importers of Chinese textiles in our area and have been in this line for over 10 years. We are very well connected with all the major dealers here of textiles and feel sure we can sell large quantities of Chinese textiles if we get your offers at competitive prices.

For our credit standing, please refer to Bank of Boston, Massachusetts.

Please let us have all necessary information about your products available at present.

Yours faithfully,
Christina
China Source CO., Ltd.
II. Suppose you are Li Ming (Richard Li), a sales representative of Changzhou Delonghi Garments CO., Ltd. Write a reply to the letter you received from Christina.
Dear Christina,

We are glad to note from your letter of May15, 20_ _ that, as importers of Chinese Textiles, you are desirous of entering into business relations with us. This happens to coincide with our desire.

This is Li Ming, a sales representative of Changzhou Delong Garments CO., Ltd. I will follow up your orders from now on and offer you best service with my 10 years of professional experience. I enclose hereby a copy of our latest catalogue and a price list giving the details you asked for. Should any of the items be of interest to you, please let me know. We’ll surely offer you the best price.

We look forward to your specific enquiry and please be assured that it will receive our prompt and careful attention.

Best regards,
Richard Li
Changzhou Delonghi Garments CO., Ltd
Unit 3
Lesson one
Ⅰ. Choose the best answer.
1. c 2. d 3.d 4.b 5.c 6.b 7.b 8.b 9.b
Ⅱ. Translate the following letter into English.
Gentlemen:
We have been informed of your company and address through Bank of China in Hong Kong.
Right now, we are interested in various knitted garments for sales in U.S. and Canadian Market.
It would be helpful if you could send us your latest catalogue and price list. We trust that you will make an effort to quote us most favorable terms for large quantities.
Looking forward to establishing direct business relations with you.
Yours truly,
Lesson 2
Ⅰ. Close the following letter with appropriate words or phrases.
(1) quotation (2) satisfactory (3) order (4) in urgent need of
(5) delivery (6) Sales Confirmation (7) ASAP

Ⅱ. Translate the following sentences into Chinese.

1． 请寄样品目录和详细报价。
2． 请按照我方询价单报最低价并说明最早交货期。
3． 若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长期合同。
4． 我们想得到儿童T-shirt 的最低报价。
5． 我们对你商品目录中的真丝有兴趣。
Lesson 3
Ⅰ. Close the following letter with appropriate words.

(1) For (2) In (3) irrevocable (4) at (5) note (6) subject to (7) demand (8) recommend
Ⅱ. Translate the following sentences into English.

1. We shall be very glad to place our order with you if your quotation is competitive and delivery date acceptable.
2. We would appreciate your sending us the latest samples with your most favorable prices.
3. We would like to have your lowest quotations C.I.F. Vancouver.
4. We shall make you our most favorable quotations CFR Lagos upon receipt of your specific enquiry.
5. As there is a growing demand for this article, we have to ask you for a special discount.

Ⅲ. Translate the following letter into English.

Dear Sirs,
Re: Textiles
This company is one of the largest textile importers in Chicago. We hope to establish direct business relations with you so as to promote trade between our two countries.

We are enclosing an inquiry note No.345 and looking forward to receiving your quotation CIF Chicago inclusive of our commission of 5% at an early date. While quoting, please state the earliest shipment and quantity available.

If your quotation is competitive, we are ready to conclude substantial business with you.
Your early reply will be much appreciated.

Yours faithfully,

Writing practice
Write a letter with the following particulars.
Dear Sirs,

We are very much interested in importing your “Swan” Brand Garden Chair displayed at the Canton Fair. Therefore, we would appreciate your sending detailed information on CIF prices, discounts, and delivery date.

Please also supply pamphlets or catalogues if you have them available. Please indicate any new
items not yet introduced in England and send the samples if possible.

We hope this will be a good start for mutual beneficial business relations and assure you that we
will give our careful consideration to your offers.

Yours faithfully，
Unit 4
Lesson 1
Ⅰ．Translate the following phrases into English.

1. firm offer 2. non-firm offer
3. The price is on the high side. 4. send/make a quotation
5. place a trial order 6. payment terms/ terms of payment
7. CIF: Cost, Insurance and Freight 8. FOB: Free on Board
9. shipment 10. goods/ commodities
11. CFR: Cost and Freight 12. latest catalogue

Ⅱ. Fill in the blanks with appropriate words.

1. with 2. that 3. for/of 4. in , with 5. about

Ⅲ. Translate the following letter into English.

Dear Sirs,

We take delight in receiving your letter dated Mar. 21 inquiring about our Women’s Spring Jackets.
There are altogether three sizes of the jackets, including the large size, the medium size and the small size. Our Women’s Spring Jackets are 100% polyester and can be washed in the machine, with each piece of the jacket weighing 1 lb. The minimum quantity of each order is 1000 pieces. The price is US$30.10 per piece CIF Dubai, and we require confirmed, irrevocable Letter of Credit payable by draft at sight as the payment term, with the delivery date being in May.

Admittedly, the jackets sell well and are popular recently, and our goods are excellent in quality and reasonable in price. So we hope that you could place an order soon.

Your early reply will be highly appreciated.

Yours faithfully,

Lesson 2
Ⅰ.Translate the following phrases into Chinese.
1. 收到 2. 依照，符合 3. 利润空间 4. 让步、妥协
5. 电汇 6. 市场价 7. 拒绝报盘 8.还盘
9.不可撤销信用证 10. 支付条件 11. 信用证 12. 有效期

II. Complete the following sentences by translating the Chinese into English.
1. The quotation is valid only for three days (此报价仅有效三天) because of the heavy demand in the market.
2. For us, $30.5 per piece is the highest price that we can accept. (是我们所能接受的最高价格).
3. The umbrellas sell well recently, so we suggest that you place an order soon. (你方能够尽快下定单).
4. The offer shows that all the orders should be paid by the confirmed, irrevocable L/C at sight. (所有的订单都必须用不可撤销的即期信用证支付).
5. We are very satisfied with all the terms and conditions in the order (我们对订单中的条款非常满意) and hope that we can develop the business relations with each other.

III. Read the following inquiry carefully and writ