外贸函电复习.doc

1“INCOTERMS\" . 2. . FOB 3FCA . . 4. . T/T 5. . D/P 6. . L/C 7. . EMP 8. . FPA 9. . B/L 1.

0M/T 11ICC 12CFR 13CIP 1D/D

415D/A

16L/G 1ETA 718WPA 19CIC 20T/T

21Chamber of commerce 22Quotation 2Counter- offer 324Customs invoice 25Open account terms 26Certificate of origin 2

Import quotas system

72& Bill of exchange 2Promissory note 93Confirmed L/C 03Quantity Discount 13Proforma Invoice

23Non-Tariff Barriers 334Sales Contract 3Documentary Bill 53Sight Draft 63Irrevocable L/C 738On Board B/L

3More or Less Clause 94Insurance Policy 04Cash Discount 1422. Commercial Invoice 43

3. Import Licence System

1国际贸易术语解释通2则离岸价 3货交承运人 4电汇 5付款交单 6信用证 7欧洲主要口岸 8平安险

9

海运提单 10. 信汇

11. 协会货物条款 12. 成木加运费 13. 运费、保险费付至 14. 票汇

15. 承兑交单 16. 银行保证书 17. 预计到港时间 18. 水渍险

19. 中国人民保险保险条

20. 款电汇 21. 商会 22. 报盘（价） 23. 还盘 24. 海关 25. 赊帐方式 26. 原产地证 27. 进口配额制 28. 汇票 29. 本票

30. 保兑信用证 31. 数量折扣 32. 形式 33. 非关税壁垒 34. 销售合同 35. 跟单汇票 36. 即期汇票

37. 不可撤消信用证 38. 已装船提单 39. 溢短装条款 40. 保险单 41. 现金折扣 42. 商业

43. 进口许可证制

44. Sales Confirmation 45. Commercial Draft 46. Time Draft 47. Collection 48. Clean B/L

49. establishment of an L/C 50. Insurance Certificate 51. documentary letter of credit 52. credit standing 53. partial shipment . negotiation 55. seaworthy packing 56. net weight 57. shipping documents 58. packing list

59. FCL 即 Full Container Load 60. warning marks 61. in duplicate 62. In triplicate 63. inner packing . shipping mark 65. neutral packing 66. fall (become) due 67. consignment 68. transshipment 69. charter party 70. cover insurance 71. insurance rate 72. Insurance amount 73. Insurance premium 74. Certificate of Quality

44.销售确认书 45.商业汇票 46.远期汇票 47.托收 4&清洁提单 49.开立信用证 50.保险凭证 51.跟单信用证 52.资信情况 53.分批装运 .议付

55.适于海运的包装56.净重 57.装运单据 5&装箱单 59.整集装箱 60.警告性标志 61. 一式二份 62. 一式二份 63.内包装 .装船陵头 65.中性包装 66.到期

67.交付货物 6&转船 69.租船契约 70.投保，办保险 71.保险费率 72.保险金额 73.保险费 74.质量证书

单选题:

1. We'd like to have the insurance ______ for 130% of the invoice value. A. cover B. covered C. covering D. to cover

2. The goods under Contract No. 1123 left here ______ .

A. in a good condition B. in good conditions C. in good condition D. in the good condition

3. It will be appreciated _______ you could effect shipment in two lots by direct steamer __________ you receive our L/C.

A. will, soon B. if, as soon as C. when, whenD. when, which

4. We thank you for your letter of May 17 and the ____ catalogue. A. sent B. enclosed C. given D. presented 5. For such a small volume of business, it is not ___ B _ to have a letter of credit opened. A. economic B. economical C. economy D. economics 6. We have been happy to ________ your credit based on your promise to pay according to our terms.

A. amendB. extend C. open D. expand

7. We don't expect any possibility of business _______ your price is too high. A. since B. while C. though D. unless 8. You can find ____ for black tea here.

A. a ready market B. most popular C. great popularity D. Selling fast 9. _____ our S / C No.301, we wish to say that the goods will be shipped by Oct. 10. A. With refer to B. Refer to C. Referring D. With reference to

10. The relative L/C should be issued through a third country bank in Italy ______ the sellers. A. available by B. available to C. acceptable by D. acceptable to 11. We shall open the L/C _____ the bank of Boston. A. in B. with C. for D. at

12. ____ subsequent amendments, please see to it that the L/C stipulations are strictly in accordance with the contract terms.

A. Avoid B. Having avoided C. To avoid D. Being avoided 13. We find your quotation for _____ much too high.

A. woman blouses B. womens? blouses C. blouses of woman D. women's blouses 14. All their orders have been _____ . A. executed B. effected C. madeD. done

15. ____ you can make a reduction of 5% in price, business is possible. A. In case of B. If C. Provide D. Unless

16. ____ we would like to close the business with you, we find your price unacceptable. A. Much B. However much C. Much as D. Despite

17. Enclosed are sample parts _____ some of the problems we encountered. A. which showing B. in which show C. from which show D. showing

18. While _____ an enquiry, you ought to enquire into quality, specification and price etc. A. giving B. offering C. sending D. making 19. Our draft should be duly ______ at presentation and paid at maturity. A. drawn B. draw C. honored D. honor

20. For your own ___ please expedite the L/C, which must reach us before August. A. advantage B. benefitC. consideration D. profit

21. You are recommended to us _____a large buyer of Textiles by one of our clients. A. as B. of C. for D. with

22. We,____ in the export of medical equipment and medicinal herbs, wish to get into direct

contact with firms in your country _____in the import of such products ______ . A. deal, interest B. dealing, interested C. dealt, interesting D. dealing, interesting 23. We are not able to accept fresh orders because of heavy.

A. commissions B. commitments C. communications D. communities

24. For CFR transactions, the buyer will effect insurance upon receipt of the shipping ____________ from the seller.

A. advice B. instruction C. guide D. notice 25. As _____ , we agree to ship our bicycles during October. A. desire B. desiring C. desired D. to desire

26. ____ commission, 3% is the maximum we can allow.

A. In regards to B. As regards C. With regards D. In this regard

27. We are ____ you for sending us your latest catalog and samples required. A. thank B. thankful C. grateful to D. thank to 28. Our claim on the shortage of weight _____ to 13201bs. A. accounts B. counts C. amounts D. sums

29. Business is impossible as your price is ______ the prevailing market level. A. out of line with B. out of line C. in line with D. in line of

30. We shall appreciate _____ for us reliable information respecting the above company. A. you to obtain B.your obtaining C. you obtained D. it to obtain

31. Please quote us competitive prices for models _______ for export. A. be able to B. able C. payable D. available

32. Our new pricelist will _____ from the beginning of next month. A. affect B. take effect C. come into D. make out

33. We would like to take this _______to establish business relations with you. A. step B. opportunity C. advantage D. opening

34 ______ in the export of Chinese arts & crafts goods, we express our desire to trade with you in this line.

A. specialize B. Specializing C. specialized D. to specialize

35. As agreed _____ in our negotiations, payment is to be made by letter of credit. A. to B. with C. of D. upon

36. We regret _____ to accept your terms of payment and therefore have to return the order to you.

A. can not B. unable C. being unable D. not 37. ____ is a very favorable payment term for the exporte匸

A. Cash with order B. Cash on delivery C. Cash against documents D. Payment in advance 38. They have ____ us that you are ________ the market ______ chemicals. A. inform, in, on B. informed, in, for C. advise, in, on D. advised, in, of

39. We don't think we can put the business through ______ you revise your terms and conditions. A. unless B. expect C. only if D. in addition

40. We would appreciate your sending us a trial order, which we ______ with keen interest. A. are waiting B. await C. await for D. are awaiting

41. Due to the fact _____ you urged quick delivery, we were not able to use our special packing. A. which B. that C. when D. to which

42. We should be pleased to send you a sample _______our expense. A. at B. inC. against D. of

43. The consignment was shipped _____ on the S.S. \"Changfeng\" which left Shanghai for Singapore on June 16.

A. clean B. cleaned C. cleaning D. cleanly

44. A vesseFs operator will pay ________ to a charter if loading is completed in less time than stipulated in the charter party.

A. demurrage B. dispatch money C. storage charge D. rent

45. In order to _____ the growing demand for our products, we decide to have an agent abroad. A. benefitB. advantage C. make benefit of D. take advantage of

46. We _____ some brochures to illustrate the products we manufacture. A. enclose to you B. enclose you C. enclose to your D. enclose your

47. Usually the shipper should ________ delivery of the goods and the consignee will _________ delivery at the destination.

A.make, take B. take, make C. effect, do D. do, effect 48. We are sending you the samples _ requested. A.be B.are C.as C.for 49. We trust that you will find our goods ________ . A.attracting B.to be attractive C.attract your attention D.attractive 50. The brochure covers _____ wide range of products we deal in. A. the B.a C.of D.about 51. We look forward to ______ a trial order. A. receiving B. receive from you C. receipt D. receipt your 52. The shipment time is June or July at our _______ and the goods will be shipped in one ______ . A. option, lot B. option, consignment C・ choice shipment D. decision, cargo 53. In case the said goods are not available _______ stock, please keep us informed soon. A. in B. by C・ from D. out of . We are glad that we have_______ an agreement on this matter. A. come B. got C. reached D. arrived 55. Our products enjoy ______ in word market. A.most popular B.great popularity C.good seller D.selling fast 56. We are ______ a copy of our catalogue for your reference. A.send B.covering C.closed D.enclosing 57. We are sure that both of our companies will B_ from the joint venture. A.make benefit B.benefit C.be benefited D.mutual benefit 5 & We ______ you of our prompt shipment after receipt of your order. A. assure B. assurance C. insure D. insurance

59. We regret having to remind you that 20% of the freight is still ___________ . A. owned B. owning C・ standing D. outstanding 60. Marketing is __________ , we have received a crowd of enquires from our customers. A. declining B. advancing C. Weak D. going

请用适当的词填空。（共20分,每空题1分）

请在每小题的空格中填上正确答案。错填、不填均无分。

1. 2. 3. 4. 5. 6. 7. 8.

We write to you —with ____ the hope of entering _into _____ trade relations with you. Insurance is to be covered _____ by the seller _for ______ 110% of the invoice value. Please sign and return on copy _____ for_ our file ___ at_ your earliest convenience. The goods should also be insured __ against ____ breakage at your cost.

Our price is very competitive —with _______ other good quality TV sets. We look forward _to ____ receiving your large number of order.

We can allow you a special discount of 12% _____ on ____ orders exceeding $60,000. We trust the mentioned shipment will reach you _____ in __ sound condition. On October 15, our company entered ______ into ___ an agreement _ with ___ your firm for a

9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30.

purchase of 40,000 tons of wheat.

As to chemical products we are well connected —with ____ the major producers in America. Our quotation ____ on_ 30,000 tons of corn is valid ______ within __ 10 days. We are glad that in the past few years,______ with ___ joint efforts, have greatly promoted both business and friendship.

Some customers requested us to bring ______ down __ our price because they consider it too high.

With_ reference to the goods _under ______ the Sales Confirmation No. 53, we wish to draw your attention __ to— the fact that the date of delivery is approaching.

We are now __ in ___ receipt of your inquiry ___ for____ our newly developed T-shirts.

_As ____ requested in your letter of April 18th, we offer your firm as follows, subject _to ______ your reply reaching us _by ____ the end of this month.

In accordance _______ with ___ the terms of payment as stipulated in the contract, please establish an irrevocable letter of credit in our favor.

We shall be much pleased if you will kindly arrange to insure the goods —on ______ our behalf _against ___ All Risks _at ____ invoice value plus 10%.

Our invoice No.EN123 ____ in duplicate will be sent to you _____ in ___ due time.

Their balance sheets of recent years enclosed will show you that their import business _ in _ this line has been managed and operated _ in ____ satisfactory condition. __ In _ reply, we regret _______ to_ inform you that your price is too high. We are in receipt of your letter of credit ____ for _ which we thank you.

We hope that you will look ____ into ___ the cause of the defective goods. We assure you __ of __ our full attention _____ to executing your order. Quotations and samples will be airmailed _____ on __ receipt of your specific enquiry.

Since we are well connected ___ with __ the department stores here, we can obtain a number of orders for you.

__ As_ you know, this is a popular brand, which can see easily in our maiket. There is no question __ of __ getting the necessary import license from our authorities. Please take the necessary steps ____ without delay. Our clients emphasized that the quality is _____ of __ outmost importance. We shall provide such coverage ___ at _ your cost. Much __ to ___ our regret, we can not insure the shipment ________ for __ 130% of the invoice value.

31. We are glad to enter ___ into __ business relations with your corporation. 32. 90% of the credit amount must be paid ____ against ___ the presentation of documents. 33. We have established an irrevocable letter of credit in _________ your favor with the Bank of China, Guandong.

34. We are awaiting your revised draft __ with ___ keen interest.

35. Our distributor asked us for credit ___ to __ the extent of $100,000 _for ______ a period of three

months o

36. Our foreign trade policy is based ____ on __ equality and mutual benefit.

37. We shall book a trial order with you,______ if _ goods are competitive in price and of good

quality.

38. As we are heavily committed, we are sorry that we are not in a _____position ____ to accept new orders.

39. We are glad —to ___ inform you that the L/C is now ____ on __ the way to you. 40. The shipment date is October or November _______ at _______ your option. 41. We are sorry __ for ___ the trouble the printer has caused you, but we are confident that it

can be fixed ___ to____ your complete satisfaction.

42. We hereby register a claim with you—on_ the basis of here, we can obtain a number of orders for

you.

43. Your immediate reply should reach us not later _than_ the end of this month.

44. If the first shipment is satisfactory, we can ____ place _ with you some repeat orders ・ 45. We hope this unfortunate incident will not affect the friendly relations _____ between __ us. 46. Please cable us as soon as ____ position ___ ,giving us all necessary information.

47. We wish to acknowledge receipt of your letter of March 15, ___________ witch __ reached us

yesterday.

48. In view of the long-stinging business relations _______ between ___us, we wish to settles this

dispute amicably.

49. Risks other ____ than __ All Risks and War Risk can be covered if the extra premium should

be borne by the buyer.

50. Please do everything necessary _____ so __ as to enable us to send you the relevant documents

at an early date.

按要求补全函电（共10分,每小题1分）

用下列所给单词短语补全下列函电并将答案字母代码填到题号后。

A. rest E.effect I. relative B. special F.discount J.originals C.in Gconform to k. without D.confirm H.for

Dear Sirs,

We want to say how pleased we were to receive your order of 15th April for Ladies5 and Children's Shoes.

We 1 ___ D __ supply of 1000 pairs of the shoes at the prices stated in your order No.888 and will allow a 5% 2 _____ F ___ on your order worth $5000 or above. Our Sales Confirmation No. BC-510 in two 3 _____ J ___ were airmailed to you. Please sign and return one copy of them 4 _______ H __ our file.

It is understood that a letter of credit 5 ________ C _ our favour covering the said shoes should be opened immediately. We wish to point out that stipulationsin the 6 _______ I ___ L/C must strictly 7 ___ G _____ the stated in our Sales Confirmation so as to avoid subsequent amendments. You may 8 ___ A ____ assured that we will 9 _____ E _____ shipment 10_____ K ___ delay on receipt of your letter of credit.

We appreciate your cooperation and look forward to receiving from you further orders. Yours truly

A.bear E. borne I.issued B. invoice value F. concluded K.to your account C. effect Gas per D.insure H.premium

Dear Sirs

In reply to your letter of the 3rd November enquiring about the insurance on our CIF offer for Double Offset Ring Spanners made to you on the 20th, we wish to give you the following information. For transactions 1 ___ F _ on CIF basis , we usually 2 ________ C __ insurance with The People's Insurance Company of China against All Risks, as per Ocean Marine Cargo Clauses of The People's Insurance Company of China, dated the 1st January, 1981. Should you require the insurance to be covered 3 ________________ G __ Institute Cargo Clauses we would be glad to comply but if there is any difference in 4 H between the two it will be charged 5_K ____________ .

We are also in a position to 6 ____ D __ the shipment against any additional risks if you so desire, and the extra premium is to be 7—E_by you. In this case, we shall send you the premium receipt 8 I ____ by the relative underwriter.

Usually, the amount insured is 110% of the total 9 _____ B ____ . However, if a higher percentage is required, we may do accordingly but you have to 10 A the extra premium as well.

We hope our above information will provide you with all the information you wish to know and we are now looking forward to receiving your order. Yours faithfully

China National imp. & Exp. Corp.

A. draw E. commerical against F. valid K. credit C. open G. sight D. favour H. until

I・ triplicate Terms of Payment

We enclose an application form for documentary _______ K ___ and shall be glad if you will

arrange to ____ C ___ credit for our account with your office in London an irrevocable letter of credit for $1000 in ________ D ___ of Urban Trading Company, the credit to be ____________ F ___ ___ H ___ Nov.30.

The credit which evidences shipment of 2000 tons of Steel may be used B presentation of the following documents: Bills of Lading in I , one copy each of E Invoice, Packing List, Certificate of Insurance and

Certificate of Origin. The

company may ______ A ___ on your London office at 60 days' _____ G ____ for each shipment.

A. receipt E. noted I・ regard B transactions F・ equivalent K. rate C. payment G. relations D. accommodation H. lines

Dear Sirs,

We are in ______ A _____ of your letter of March 8, contents of which have been duly ___ E ____ .

With _____ I ___ to Contract Nos. DSG267and BSG 268, we agree to D/P payment terms for these contracts. However, we consider it advisable to make it clear that for further _______ B ____ D/p

will only be accepted if the amount involved for each transaction is below $1000,00 or its F in RMB at the conversion K then prevailing. If the amount exceeds that figure, C by Letter of Credit will be required.

We wish to reiterate that it is only in view of our long friendly business ___________ G ___ that extend you this _____ D _____ . It is our sincere hope that we can enlarge the business in these ___ H ___ to our mutual benefit.

Translation 1.

Please explain our situation to your customers and try to get their consent to extend the expiry date to the end of Novembe匸

请向你们的顾客解释我们的处境，并尽量得到他们的同意把信用证的到期日延至11月底。

2. Our customers requests the shipment is to be made in three equal lots, each every two months.

我们的客户要求将货物分成三批等量装运，每两个月装一批。

3. We shall be glad to know whether you can undertake insurance of wine against All Risks, including breakage and pilferage.

我们希望知道妳们是否能为葡萄酒承保一切险，包括破损险和偷窃险。

4. Your price is not competitive enough for the market here, we would like you to note that some price cut will justify itself for an increase in business.

你们的价格在本地市场的竞争力并不够，我们希望你们明了，减价的损失将可以通过增加交 易来弥补。

5. We find it difficult to fill your order at the prices indicated in your letter because of high cost of raw material.

由于原料成本高昂，我们难以按贵方要求的价格供货。

6. We are looking forward to receiving your extension of the above L/C, thus enabling us to effect shipment of the goods in question.

我们盼望贵方能够延期信用证，以便我们发运的相关货物。

7. We are willing to enter into business relations with your company on the basis of equality and mutual benefit.

我们愿在平等互利的基础上与贵公司建立业务关系。

8. As in the event of your being unable to supply us we shall be compelled to cancel the order and get these goods from other sources.

由于您无法给我们供货，我们将被迫取消订单，并从其他来源采购这些货物。

9. To bridge the price gap existing between us, we suggest that we should meet each other halfway. 为了弥合我们之间的价格差异，我方建议我们各让一步。

10. We have looked into this matter in details and so far as we have found that there is no ground for such a claim to be lodged against us.

我们已经调查这件事的细节，到目前为止我们已经发现，没有理由向我们提出这样的索赔。 11. You may contact the Bank of China, Beijing Branch, for any information concerning our credit standing.

贵公司可以联系中国银行北京分行了解关于我公司的资信状况。

12. We confirm dispatch of your order per s.s. \"Dongfeng\" which sailed for your port on September o 我们确认由“东风”号轮装运你方的订货，该船已于九月十五日驶往你处港口。

13. We have insured the above shipment with the People's Insurance Company of China against All Risks for USD 2& 000.

我方已向中国人民保险公司对上述货物投了 28, 000美元的一切险

14. We find it difficult to fill your order at the prices indicated in your letter because of high cost of raw material.

由于原料成本高昂，我们难以按贵方要求的价格供货。

15. As to terms of payment, we often require a confirmed and irrevocable letter of credit payable by draft at sight.

对于付款条款，我常方要求用保兑的不可撤销即期信用证。

1. 关于支付条件，我们通常要求保兑的、不可撤销的、凭即期汇票支付的信用证。

Regarding the terms of payment, we usually require confirmed, irrevocable letter of credit payable at sight.

2. 请将你方信用证67号的船期及有效期分别延展至10月15号及10月30日。

Please send your letter of credit No. 67 sailing date and term of validity were respectively extended to October 15 and October 30 .

3. 一收到你方的询盘，我们即会寄上样品并报最优惠的价格。

As soon as we have received your inquiry, we will immediately mail you the samples and offer you most favorable prices.

4. 有关我们的资信状况，请向中国银行上海分行查询。

Please kindly check the credit position of our company through Shanghai Branch of Bank of China. 5. 如前封信所说该批货物质极为低劣，我方顾客不愿提货。

As informed in our previous letter that the goods you shipped are in extremely inferior condition and that our clients are unwilling to take delivery.

6. 希望我们商品能够使你们满意，并能从你们那里获得更多的订单。 We hope that the goods can make you satisfied, and can get more orders from you.

7. 我方向你方报特惠盘，以未被售出货物为准。

We are now making you a special offer subject to the goods being unsold.

&我公司是该地区经营电子产品的主要进口商之一。我们借此机会与贵方接洽，希望与贵 方建立贸易关系。

Our company is one of the leading importers of electronic products in the region, we take this opportunity to contact you, want to enter into business relations with you.

9. 由于最近能源短缺和原材料成本上涨，我们可能无法维持现有的价格水平。

Owing to the recent energy shortage and increasing cost of raw materials, we may not be able to maintain the current price level.

10. 我们对你方的产品质量和价格均感满意，现寄去试订单，请供应现货。

We find both quality and prices of your products satisfactory and enclose our trial order for prompt supply.

11. 希望我们的商品能够使你们满意，并能从你们那里获得更多的订单。 We hope that the goods can make you satisfied, and can get more orders from you. 12. 通常我们支付给代理人的佣金是每笔交易的百分之五。 We usually pay our agents a 5% commission of the value for each deal. 13. 对上述品质优良价格合理的商品，本地区会有稳定的需求。

There will be a steady demand here for the above mentioned commodities of high quality at moderate price.

14. 我们是一家经营纺织品出口的国营公司，可按顾客的特殊需要接受订货。

We are a state-owned corporation in the export of textiles, and in a position to accept orders as per customers5 special requirements.

15. 我们的报价相当合理，已为你地其他客户所接受。

The price we quoted is quite reasonable, which has been accepted by the other buyers at your end.