外销函电统考样题.docx

全国外销员资格统一考试
《外贸英语函电》试题
I． Translate the following terms: 10%
1. From English into Chinese: (5%)
(1) PNTR
(2) Irrevocable Letter of Credit
(3) Blank Endorsement
(4) General Average
(5) FAQ
(6) DES
(7) Franchise
(8) FPA
(9) Bill of Exchange
(10) Auction
2. From Chinese into English: (5%)
(1) 世界银行
(2) 电子商务
(3) 托运人
(4) 进口许可证
(5) 国际商会

II． Choose the best answer for each of the following questions: (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 an 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 _________.
A. observed
B. abide by
C. submitted
D. seen
8. We __________ to allow you a special discount if you increase your order to 5 000 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. cannon be
D. could be
10. __________ We would like to close the business with you, we find your bid unacceptable.
A. Much
B. However much
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 provided
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 wide rice.
A. confirm
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，像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10％。请考虑并作及时答复。

IV． Fill in the contract form with information gathered from the following correspondences: (20%)
（1）
Outgoing Letter
Beijing, November 5, 1999
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 your 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 wish to effect payment by D/P 60 days, Please kindly let us have your confirmation.

ORDER
NO.333
Beijing Garments Imp/Exp Corporation
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 Sir,
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)
Women’s Nylon Garments
US$80.00
Small
15
Women’s Nylon Garments
US$120.00
Medium
16
Women’s Nylon Garments
US$160.00
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 as 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 Sir,
We’ve 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.____________

SELLERS:
BUYERS:
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

Total Value:

Packing:
Shipping Mark:
Insurance:
Time of Shipment
Port of Shipment
Port of Destination
Terms of Payment:
Done and signed in on this day of

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 Stepping 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 GBP91 per m/t CIF Copenhagen as per your S/C No. PO5476 from Copenhagen to China port.
Draft 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：
买方：中国贸易公司
卖方：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：14550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15天内在中国议付有效。

VI． Translate the following passages: (10%)
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, fore 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.

2. From Chinese into English: (5%)
(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遵守，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”。