1、. .8/8一 建立商務關系的信函Exercise IBackground: 新際公司（Shanghai Xinji I/E Corp.）系專營輕工業產品的一家國有進出口公司。成立于1986年，擁有注冊資金人民幣2000萬元。十多年來，經營商品種類已增至上百種。現在仍不斷致力于與國生產廠家建立聯系，向國外客戶介紹中國高品質的輕工業產品。 請根據上述情景，代新際公司擬函，與Wit Ltd 公司聯系，推薦上述產品，隨寄公司目錄，另寄樣品。Background: 新際進出口公司SHANGHAI XINJI I/E CO.Wit Co.Ltd Seosomun-Dong, 2-guChung-gu,

2、Seoul, KoreaOctober 28, 1998Dear Sir or Madam,We learned from the International Department of Bank of China that you are a reputable distributor with extensive sales connections in your area. We write this letter with a view to entering into business with you in near future.Established in 1986, we a

3、re a state-owned corporation specializing in the import and export of light industrial products with a registered capital of RMB 20 million. With years of effort we have expanded our business scope impressively and now we deal in nearly 100 kinds of merchandise. Weve succeeded in establishing trade

4、relationship with many advanced manufacturers in China and have introduced a lot of excellent products abroad. Enclosed please find our latest catalogue.For your information, we recently launched a kind of table light, as a novelty decoration or a practical gift, which is of supreme quality and fine

5、 workmanship. Its exceptional material and unique style have evoked a good reaction in Japan. We have airmailed some samples to you and expect your favorable comments.We are looking forward to your early reply.Yours truly,Shanghai Xinji Import & Export Co. 2003年4月27日中國一家紡織品公司經L.R.Byron & Co.介紹，得知H.A

6、.Cabell & Co公司名稱和地址，為了與這家公司建立貿易關系，于是給該公司發了一封信函。敬啟者：承蒙L.R. Byron & Co.介紹得知貴公司名稱與地址，我們謹借此機會與貴公司建立貿易伙伴關系。為使貴方了解我方目前可供出口的紡織品的大概情況，隨函附上產品說明書與剪樣小冊子。如貴公司對本產品感興趣，請與我們聯系, 我們會給貴公司以最低的報價并盡量滿足你方的要求。敬候佳音謹上China National Textiles I/E Corp.Shandong Branch52 Rehe Road, Qingdao 266021P.R ChinaApril 27,2003H.A Cabell

7、 & Co.112 St.Louis StreetCroydon, EnglandDear Sirs,Your name and address has been introduced to us by L.R.Byron & Co. as a prospective buyer of Chinese textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.In order to acquaint you with a g

8、eneral idea of the various kinds of Chinese textiles now available for export, we enclose a brochure and a sample-cutting booklet.Should any of the items be of interest to you, please contact us. We will give you the lowest quotation and do our best to meet your requirements.Your early reply will be

9、 highly appreciated.Yours sincerely,China National Textiles I/E Corp.二 根據往來函電制定合同Make an OrderWrite a letter ordering the items listed below, specifying quantity, unit price, total amount and terms of payment, shipment, etc.品名 數量 規格 價格 價格條件不粘鍋 3500 26” USD 121 per set CFRC3 Chicago 1400 30” USD 164

10、per set CFRC3 Chicago付款方式：即期匯票信用證裝運時間：12月25日之前與時抵達Dear Madam,In reply to your E-mail dated December 4, we are interested in the different sizes of nonstick frypans your offer. We have decided to book a trial order with you as follows:Commodity Quantity Specifications Unit price Price termsNon-stick

11、Frypans 3500 26” USD121 per set CFRC3 Chicago 1400 30” USD 164 per set CFRC3 ChicagoWe place this order on the condition that shipment is effected in good time so as to reach us by December 25. We suggest payment by letter of credit at sight. We would like to know if it is agreeable to you.We are lo

12、oking forward to your Sales Confirmation. Yours faithfully,Key to Skill TrainingExercise ICONTRACTNO: 95-05623Packing: To be packed in wooden cases, suitable for exportShipping Mark:ABC in diamondInsurance:Covering marine ALL RISKS and WAR RISK for 100% of CIF value plus 10%Time of shipment:Before O

13、ctober 30, 2004Port of shipment: Guangzhou, ChinaPort of destination:Lagos , NigeriaTerms of Payment: By irrevocable letter of credit payable by draft at sight. Done and signed in Qingdao on this 25th day of March ,2004Exercise Sales ContractNo.95-226Sellers:ABC Trading Co. Ltd. ShanghaiBuyers:XYZ T

14、raders, HongKong 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:Printed ShirtingSpecifications: Art.No.185 colors: blue and r

15、ed, equally assorted.Quantity:100,000 yards.Unit price:at HK $ 17 per yard CFRC5% HongKong.Total value:HK$ 1,700,000(Say HK Dollars One Million Seven Hundred Thousand Only)Packing:in cartonsShipping mark: Insurance:Time of shipment:Port of shipment:Port of destination:Terms of payment: Done and sign

16、ed in on this , 2003.三 付款（便利方式，信用證等）II. Translate the following letter into English:先生： 本公司欲以貴公司每臺180美元CIF鹿特丹的報價訂購1,500臺“海星”電動自行車，于8至9月裝運。 該筆交易額高達270,000美元，本公司現金儲備有限，占用資金（tie-up of funds）三到四個月將造成麻煩，故建議以30日有效的信用證支付。 我公司信譽良好，履約與時。你方可到銀行查詢。 如能接受上述付款條件，我們將十分感激。一俟收到該合約，我方將立即開證。 經理 約翰史密斯謹上 2008年4月12日12 Ap

17、ril, 2008Dear Sirs: We would like to place an order for 1,500 “Haixing” electric bicycles at your price of USD180 each CIF Rotterdam for shipment during August/September. We would like to pay by 30 days L/C as the amount involved in this transaction is as big as USD270,000 and we have only moderate

18、means at hand, and the tie-up of funds for as long as three to four month would indeed present a problem to us. We have a good business reputation and we always meet our obligations in time. You can check with bank for our standing. If you agree to our payment terms, we will be very grateful and wil

19、l establish the L/C as soon as we receive your contract. Yours faithfully John Smith ManagerIV. Write an English letter in a proper form based on the following information:You are Mr. D. Causio, an Italian businessman who has been purchasing business machines for two years with China National Electr

20、onics IMP. & Exp. Corp.Write a letter to the Chinese company, asking for the modification of the terms of payment, which has always been by L/C payable by draft at sight.Now you are Mr. Wang, manager of the Chinese company. Write back to Mr. D. Causio, granting his request and proposing an easier ar

21、rangement.Dear Mr. Wang,Our purchases of business machines from you in the past three years have as a rule been paid by confirmed, irrevocable letter of credit.This arrangement has cost us a great deal of money. From the moment we open the credit till our buyers pay us, normally the tie-up of funds

22、lasts a long period. This is a great financial burden to us in view of the difficult economic situation and the prevailing high bank interest rates.If you agree to offer us easier payment terms, it would be conducive to an increase in business between us. So we propose either by D/P or your drawing

23、on us at three months sight.We hope our request will meet with your approval and look forward to your early reply.Yours faithfully,ReplyDear Mr. D. Causio,Thank you for your letter of May 25th asking for a change in payment terms.After careful consideration with my colleagues, we have come to the co

24、nclusion that its now time to expand the business between our two firms. In order to do this, we think an easier mode of payment could be very helpful. So we propose that for each transaction, when the goods are ready for shipment, we fax you and you pay us 30% of the total value by T/T, after recei

25、ving which well dispatch the goods and fax you a copy of the Bill of Lading. The rest of the proceeds then will have to be paid by T/T within 20 days of shipment.We hope this arrangement will be acceptable to you and will lead to the increase of trade volume between us.Yours truly,Exercise I:Dear Si

26、rs, Thank you very much for your L/C No. BOC92/10/05. However, upon checking, we have found the following discrepancies and would appreciate it very much if you will make the necessary amendments as early as possible so as to facilitate our shipping arrangement:The amount of the credit should be CAN

27、$125,000 (Say Canadian Dollars One Hundred and Twenty- five Thousand Only) instead of CAN$120,000.The Bill of Lading should be marked “freight prepaid” instead of “freight to collect”.Please delete Insurance Policies (or Certificates) from the credit.The port of destination should be Vancouver inste

28、ad of Montreal.The goods are to be in tins of 340 grams instead of 430 grams.The credit should expire on December 15, 1992 for negotiation in China instead of November 30, 1992.We await your early amendments.Yours faithfully,Exercise II:Dears,We are pleased to have received your L/C No. LOC 5797 aga

29、inst S/C No. 03-331.However, we found some points that do not conform to the terms in the contract and would request you to make the following amendments:The amount in words should read RMB475,000(Say Renminbi Four Hundred Seventy Five Thousand Only).Please amend the Unit price RMB9550 to read RMB95

30、00.Add the wording “as per CIC of January 1st, 1981” and “for the amount of 110% CIF value”to the insurance clause.Insert “C2%” after “CIF”.Time of shipment should be “August 31, 2003” instead of “July 31, 2003”.The port of destination should be Rotterdam instead of Liverpool.We thank you in advance

31、 for your cooperation.Sincerely yours,四 索賠理賠（依據金額）VI. Translate the following into an English business letter:執事先生：事由：關于東北大米短重的索賠銷售合同476號 茲附上商檢局簽發的檢驗證明FJ1023號正本一份，證明貴公司由“幸運”號運來的上述合同項下的東北大米于3月27日在港卸貨時包裝良好，表面狀況良好，卻發現短重共760公斤。經該局授權的檢驗員認為短量系原包裝量不足所致，為此你方應負有責任。基于上述情況，我們特向你方索賠，總金額共計1520 美元。 盼你方能早日解決并將索賠金額以支票轉入中國銀行分行。 謹 啟 附件如文Dear Sirs,Claim for Short Weight on Dongbei Rice S/C 476We enclose the original copy of the Inspection Certificate No. FJ1023 issued by the Fujian Commodity Inspection Bureau certifying that the Dongbei Rice under the subject S/C shipped