answers12345.doc

Unit 1 Key to Exercises练习题答案
1. Translate the following terms.
1) Import procedure
2) Export procedure
3) Import License
4) Book space
5) Inquiry
6) Amend documents
7) Take delivery
8) Cargo readiness
9) Document and payment
10) Insurance
11) Examine documents
12) Trade negotiation
13) Shipment
14) Inspection certificate
15) Claim

2. Complete the following sentences.
1)
a) Basic need potential
b) Economic need potential forces
c) Political and legal forces
d) Competitive forces
e) Personal visits
2) Inquiry, Offer, Counter-offer, Acceptance
3) a) cash b) bill of exchange c) check d) collection e) remittance f) letter of credit
4) a) Cargo readiness b) Terms of payment c) Customs clearance
d) Shipment e) Insurance f) Document and payment
5) a）L/C b) Booking ship or space c) Insurance
d) Document examination and payment e) Customs clearance
f) Taking delivery and Inspection g) Claim
h) Settlement and Disputes
6) carry out inspection, claim against the relevant party

3. Communication Activity
Model dialogue 1:
A: Mr. Li, here is a task for you.
B: What is it about?
A: Now, our company wants to promote our exercise machines in China’s market, so I’d like you to make a market research for all managers in our company.
B: This is a good idea since more and more people in China are working in the office, so they don’t have time to do outdoor exercises.
A: Yes, you are right. So we hope that you can do some research to find out demographics, models and price ranges. Then we can decide to do export or to invest.
B: Ok, I will do that. When do you need the result?
A: The sales managers will have a meeting together next Monday. So you’d better get the information ready on Thursday this week.
B: I promise that I will finish the task on time.
A: Thanks for your cooperation.
Model dialogue 2:
A: Have a seat. Tommy. You know that we have signed a contract with ABC Company in China for exporting our exercise machines. Now here is a task for you.
B: Ok, what is it about?
A: The ABC Company has placed an order of 2000 exercise machines Model 349 last Friday. Now I want you to get all goods ready and deliver them on time.
B: May I ask what is the date of shipment?
A: As to shipment, we agreed to deliver the goods before April 14. So you must ensure the readiness of the export goods and make sure that the quality, quantity, packaging and marking of the goods should be in accordance with the terms stipulated in the sales contract.
B: Ok, I promise I will finish the task before the stipulated time.
A: That’s good! Thank you very much.
Model dialogue 3:
A: Have a seat, Xiao Fang. I’d like you to do something for me.
B: What is it about?
A: I want to you to lodge a claim to J&K Company since the peanuts we have received are not in conformity with the terms stipulated in the sales contract.
B: You mean they delivered wrong goods to us?
A: No, we have received correct goods and we are satisfied with the quality of the peanuts. But after inspection, we found the peanuts were short-weighted by 350kgs. Now I’d like you to negotiate with the exporter and claim $3,500 for short shipment.
B: Ok, I will deal with it and make the problem settled as soon as possible.
A: That’s good! Thanks.

4. Translate the following flow chart of export procedures into Chinese

Obtain inspection certificate

Preparation

Present the full set of documents to the bank and get paid.
Collect and prepare relevant documents
Ship the goods and get the bill of lading
Give shipping advice to the buyer
Customs clearance
Deliver goods and declare at Customs
Prepare relevant documents
Insurance
Book ship and space
Inspection
Urge L/C, examine L/C and amend L/C
Cargo readiness and packing
Execution of Contract
Sign a contract
Acceptance
Counter-offer
Offer
Inquiry
Trade Negotiation

Register a brand
Develop advertisement
Investigate customer’s credit
Make market research
Apply for export license
Organize source of supplies for export

Unit 2
III. Key to Exercises 练习题答案
1. Answer the following questions.
1) How do you understand the importance of a business letter in international business?
Among the several communications tolls, business letters remain an indispensable part of business communication. Without them, much of the ordinary activities of business would not be possible. They not only server as a part of a company’s record, and written contracts, but also help to promote the company’s image, and establish goodwill between companies.
2) What are the seven “C” qualities?
a. Completeness
b. Concreteness
c. Clearness
d. Conciseness
e. Consideration
f. Courtesy
g. Correctness
3) Why do we say that “completeness” is the most important writing principle?
In writing business letter, you must state all matters and answer all questions since incomplete information will cause a lot of problems. First, if you don’t make your message complete, the reader will have an unfavorable impression toward your firm. Second, incomplete message will cause the exchange of letters again and again, so it wastes a lot of time of both the reader and writer. What’s more, sometimes your partner may give up the deal if other firms can provide him with all the information needed. At last, sometimes, incompleteness will even cause unnecessary disputes and lawsuits.
4) How can you write clearly in your business letters?
To achieve clearness, you should express exactly what you want to say and avoid ambiguity. It is advisable to write on – not above or below – the level of the reader’s understanding and to make the reader understand the main points without thinking deeply.
5) What does “conciseness” mean in business writing?
Conciseness doesn’t mean to be short. It means you should clearly express what you would do in a short and pithy style of writing as possible as you can without sacrificing completeness, concreteness and courtesy.
6) Why it is important for us to use polite language in business writing?
To be polite is very important because politeness can help you strengthen your former business relations and establish new ones with your partners. To achieve politeness, you should answer letters promptly, choose right tone and avoid showing anger to others.
7) What does “consideration” mean in business writing?
Consideration means that you prepare every message with the recipient in mind and try to put yourself in his or her position to give the consideration to his or her varied wishes, demand, interest and difficulties.
8) How do you guarantee the correctness of business writing?
To guarantee the correctness of business English writing, the writer should always bear in mind the following:
a. use the correct level of language.
b. include only accurate facts, words, and figures.
c. maintain acceptable writing mechanics such as punctuation, capitalization, paragraph structure and so on.
d. apply all other pertinent “C” qualities.
9) How do you understand the importance of the seven “C” qualities in Business Letter Writing?
Business letters play a very important role in today’s society. In order to communicate successfully in a business letter, you should pay attention to its own specific language style. The seven “C” qualities can help you understand the features of business language and enable you to compose a good and effective business letter, thus save your time.

2. Find out the problems of the following sentences and improve them with the techniques introduced in this unit. (The figure is the number of problems)
1) 原句：not concrete. A large order 不够具体，应具体说明数量或金额。
修改：We will place an order of 2000 tons of peanuts this time.
2) 原句：not concise and concrete. It would be appreciated if you could…语言不够简洁, catalogue and price list 没指明具体货物，不够具体。
修改：Thank you for sending us the catalogue and price list of your latest printing machines.
3) 原句：you should…与其太强，不够礼貌；两处best 引起歧义。第一处best 意思应为“最低价格”。
修改：Would you please quote us your lowest price for your best quality goods?
4) 原句：a. opportunity 拼写错误，b. recommend 拼写错误；c. I want to take this opportunity to thank you for … 不够简洁；d. make a decision to recommend …不够简洁。
修改：Thank you for recommending us to your colleagues.
5) 原句：a. weather 拼写；b. 语法及标点错误。
修改：It doesn’t matter whether you are going there on business or pleasure. It’s the perfect place.
6) 原句：语气不礼貌。用对方做主语表现出一种责备的语气。
修改：Would you deliver the goods as soon as possible since we have been waiting on my order for two weeks now?
7) 原句：否定语气让人感到反感，应改为肯定句。老师可以帮助学生体会肯定句和否定句传达意思的区别。E.g. I can not give you this book before tomorrow. / You will get this book tomorrow. 后者让读者感到舒服，并有效的逃避了说话人的责任。
修改：You will have these figures next week.
8) 原句：否定句应该为被动或者用虚拟语气。体会其区别。
修改：Your recommendation can not be accepted. / We wish that we could accept your recommendation.
9) 原句：用对方做主语有责备的意思，如果一方有过错，被动结构会有效避免责备的语气。况且，说话人的重点是指出错误而不是责备一方。请体会。
修改：No allowance for inflation is made in your budget.
10) 原句：agreeable 不常用，改为动词更好。在信函写作中应该多用动词和动词短语。
修改：If you agree on the proposal, please let us know.
Unit 3
III. Key to Exercises 练习题答案
1. Answer the following questions.
1) How many principal parts does a business letter consist of? What are they?
Most business letters have the following seven basic parts: letterhead; dateline; inside address; salutation; body of the letter; complimentary close; signature.
2) How many optional parts does a business letter include? What are they?
The optional parts include: attention line; subject line; reference; enclosure; carbon copy notation; postscript.
3) What should be written in a letterhead?
A letterhead usually contains all or some of the following elements: the company’s name, address, postcode, telephone number, telex number, fax number, e-mail address, and possibly the name of the chief executive. It may even include a logo or a slogan for a symbol of the company.
4) What’s the function of a reference line?
The purpose of a reference line is for convenient reply, filing and classification.
5) What are the four letter styles? Which format do you favor?
The four most popular forms are Indented Style, Full Block Style, Semi-block Style, and Modified Block Style.

2. Write the following dates correctly for business letters.
1) 22nd September, 2002
2) 3 April, 2002
3) 18 June, 2001
4) 28 September, 2007

3. Arrange the following in a proper form, as they should be set out in a letter and then address an envelope for it.

ABC Trading Co. Ltd.
71 East Wuyi Road
Dalian, 116000, P.R.C

November 29, 2008

Hudson Oil and Foodstuff Co. Ltd.
12 Park St.
Liverpool, Britain

Sunflower Seeds

Dear Sirs,

We thank you for your letter dated November 26, inquiring about the captioned goods.

The enclosed catalogue contains details of the different standards of Sunflower seeds and will enable you to make a suitable choice.

We are awaiting your early order.

Yours faithfully,

ABC Trading Co. Ltd.

Envelope
ABC Trading Co. Ltd. Stamp
71 East Wuyi Road
Dalian, 116000, P.R.C

Hudson Oil and Foodstuff Co. Ltd.
12 Park St.
Liverpool, Britain

4. Correct the mistakes in the following letter and separate the message into two paragraphs

ELECTRICAL APPLICANCES CO.
P.O. Box 3259
22nd January, 2001
The Manager
Messrs. Clarke & Smith Ltd.
68 High Street
London EC 4
England

Dear Sir,

We thank you for your letter of 17th January, asking us details and prices of our electric heaters.
We are pleased to enclose our latest price list and catalogue, together with Model X – 4’s details. Please do not hesitate to write to us if you require further information.

Yours faithfully,
Electrical Applicances Co.
(signature 手签体
印刷体 ）
Manager

Unit 4
III. Key to Exercises 练习题答案
1. Answer the following questions.
1) If you want to open up a market to maintain or expand business activities, what should you do first? Why?
We should find out whom we are going to deal with and try to establish relationship with them. But before contacting a new customer, we should do some credit investigation to know more about his potential partners or clients. Information like the company’s name and address, business scope, business culture, financial conditions, business activities, annual sales volume, honesty, integrity and so on should be taken into consideration.
2) Through what channels can the names and addressee of the firms to be dealt with be obtained?
You can obtain the names and address of the firms through the following channels: Advertisements in the media; Market survey; Trade negotiation; Investigation to the foreign countries; Exhibitions and Trade Fairs; Banks; Trade Directory; Chambers of Commerce; Commercial Counselor’s Office; Trade press; The internet.
3) What are the four ways of contacting a foreign partner?
Communication in writing
Attendance at all kinds of commodities fairs
Contact at the exhibitions held at home and abroad
Mutual visits by trade groups and delegations
4) What is a circular and what is a “First Enquiry”? How do you write a “First Enquiry”?
Sometimes we send a letter with the same information to many companies together, this type of letter is called a circular.
The first letter sent to the prospective dealer is called a “First Enquiry”.
This type of letter begins by telling the addressee how his name is known. Second, the writer expresses his desire to establish business relations with the addressee and give information about his intention together with the writer’s business scope of his firm and the firm’s financial position and integrity. At the end of the letter the writer should point out his expectation of cooperation and an early reply.
2. Translate the following terms and phrases into English.
1) Trade fair
2) Establish business relationship
3) Chamber of Commerce
4) Exhibition
5) Credit investigation
6) Financial status
7) Business scope
8) Market investigation
9) Catalogue
10) Price list
11) Trade negotiation
12) Commercial Counsellor’s Office
3. Complete the puzzle.
1) advertisement
2) trade fair
3) application
4) design
5) events
6) benefits
7) stands
8) retailers
9) brochures
4．Put the following words into the correct group.