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国际商务英语函电参考答案

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国际商务英语函电参考答案

Key to Skill Training

I. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms.

Dear Sirs,

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:

1. The amount of the credit should be CAN$125,000 (Say Canadian Dollars One Hundred and Twenty-five Thousand Only) instead of CAN$120,000.

2. The Bill of Lading should be marked “freight prepaid” instead of “freight to collect”.

3. Please delete Insurance Policies (or Certificates) from the credit.

4. The port of destination should be Vancouver instead of Montreal.

5. The goods are to be in tins of 340 grams instead of 430 grams.

6. The credit should expire on December 15, 1992 for negotiation in China instead of November 30, 1992.

We await your early amendments.

Yours faithfully,

II. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms.

Dears,

We are pleased to have received your L/C No. LOC 5797 against 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:

1) The amount in words should read “Say Renminbi Four Hundred Seventy-seven Thousand Five Hundred Only”.

2) Add the wording “as per CIC of January 1st, 1981” to the insurance clause.

3) Insert “C2%” after “CIF”.

4) Time of shipment should be “August 31, 2003” instead of “July 31, 2003”.

5) The port of destination should be Rotterdam instead of Liverpool.

We thank you in advance for your cooperation.

Sincerely yours,

III. Write a letter for amendments according to the following note .

July 30, 2004

Fuji Trading Co., Ltd.

Yamashita-cho, Naka-ku

Yohohama

Dear Sir or Madam,

Thank you for your L/C No. MMK7664 issued by NALABILU BANK YAKOHAMA BRANCH.

But when we checked its clauses we found with regret that your L/C calls for the Bill of Lading, which we are of course unable to obtain, for it is agreed in the contract that the goods will be dispatched by air cargo so as to ensure freshness.

Further more, your L/C also requires Manufacturer’s Certificate, which is not included in the contract. In fact, the contracted commodity is a kind of agricultural produce. It is impossible for us to present a manufacturer’s certificate.

As to partial shipments, it would be to our mutual benefit if we could ship immediately whatever is ready instead of waiting for the whole shipment to be completed. Therefore, we’d like you to amend your L/C to read as “partial shipments allowed”.

In addition, as this is the first time we do business with clients in your country, we request the L/C must be confirmed by a first-class bank, which is also clearly stated in the contract. We shall appreciate it if you can cooperate with us in this respect.

Since the first lots of goods is now ready for shipment, we shall be grateful if you instruct your bank to amend the relevant L/C as soon as possible.

Yours sincerely,

Huaxiang Foodstuff Trading Company

Li Ming

Chapter VII

Shipment

Lesson Eighteen

(A) Urging Shipment (B) Reply

I. About the letters:

In foreign trade, it is very important that shipment should be made in strict accordance with the prescribed time of the contract. The earlier the shipment is made, the sooner the proceeds can be collected. Letter A &C are from the buyers to the sellers. In the letters, the buyers makes complaints about the sellers’ failure in making a timely delivery in a very polite manner and urge the sellers to make timely shipment of their contracted goods as they are in urgent need of the goods. Letter B&D are the sellers’ reply to the buyers. In the letters the sellers explain the reason of the late of the shipment. Meanwhile the sellers inform the buyers that the order has already been dispatched.

II. Additional notes:

1. approach.vt 与……接洽（尤指初次联系）；处理

n. 方法

I’m afraid I have to insist that you approach the insurance company for settlement.

恐怕我得坚持应由你方向保险公司联系，要求解决。

If approached in such a spirit, the question of payment can be settled to our mutual satisfaction.

如果以这样的精神处理，付款问题会解决得使双方满意。

To adapt ourselves to the needs of trade development, we have taken new approaches to our foreign trade.

为了适应发展贸易的需要，我们已采取了新的贸易方式。

2. materialize vi. 实现

We are glad that the business will materialize soon.

我们很高兴不久便可以达成交易。

materialize 是不及物动词，用法上要注意：

错误：If your price is reasonable, we trust we can materialize the business.

正确：If your price is reasonable, we trust the business can materialize.

3. refer vt. vi. 参考，谈及，参阅，提交

refer to sth. 谈及某事

refer sb. to sth. 请某人参阅

refer sth to sb. 将……提交

refer sb. to sb.else 请某人与某人接洽

4..urge v. 力劝，催促

urge sb. to do sth. / urge sb. for sth.催促某人干某事

We urge them to keep the time factor in mind.

我们劝他们记住时间这个因素。

III. Chinese version of the letters:

A.催运

敬启者：

合同号为-CT110

兹提及我方订单号为123项下的3,000 件智力玩具,我方希望你们注意到装运期就要到了，但我们至今没有收到任何有关标题合同项下的任何有关装运的通知。

下订单时我们就明确强调了准时装运，你方延迟装运给我方带来很大不便，由于客户急需这批货物,请务必尽快安排以上货物的装运。

期待你方早日答复!

谨上

B.回函

敬启者：

兹确认已收到你方二月五日的来函。很抱歉由于我方装运上的延迟给你方带来很大的不便，因为我方必须要办理一些必要的手续。

现通知你方所订货物已于今天由维多利亚轮运出。我方已根据你方11000号信用证的要求随附全套的副本海运提单，请查收。

我们相信你们会对我方货物满意。

我方相信我们之间会达成更多的贸易。

谨上

C. 催运

敬启者：

关于我方110号订单项下的20,000盒月饼，至今我们没有收到任何关于此货的装运, 所以希望你方根据合同及时装运。

因为这是季节性货物,所以我方顾客急需整批货物来为销售季节做准备，若货物不能如期进入市场, 那么上乘的质量.有竞争性的价格也没有用。

请务必尽快装运。

感谢你方的合作!

谨上

D. 回函

敬启者：

兹确认已收到你方六月二十日关于20，000盒月饼的信函。

很抱歉由于我方的装运延迟给你方带来这么大的不便。

现通知你方标题项下的货物已装上“红星”轮，该船将于2004年6月30日左右离开我方港口。

希望货物完好无损到达你方。期待着我们之间有更多的业务。

谨上

Key to lesson Eighteen:

I.Translate the following expressions

1.参考 9. put sb. to trouble

2 装运期 10. without delay

3 下订单 11. enclosed please find

4 及时装运 12. go through.

5. 装船通知 13. as contracted

6. S/S 轮船 14. shipping instruction

7..标题项下的货物 15. sign a contract

8. 在船（或车、飞机上） 16. date of shipment

II.Fill in the blanks with the proper words as given below:

1 comply 2 expedite 3 delay 4 port of destination

5 execute 6 optional 7. commitment 8.advise

III.Fill in the blank with the approach preposition:

I. 1. onto 2. in 3. at 4. under 5. on 5. on 6. as

IV. Translate the following sentences:

1. Any delay in shipment will cause us inconvenience

2. Owing to heavy commitment, we regret our inability to meet your requirements for early shipment.

3. Upon receipt of the shipping documents, we went to the wharf and took the delivery of the goods immediately.

4. As our clients are in fact asking for prompt shipment, we must call on you to carry out promises.

5. We hope you can take every necessary measure to make our deliveries in time.

6. Please fax us your shipping advice as soon as the goods are shipped on board..

7.装运期的任何延误都会增加货物的储存费用。

8.我们尽快通知你们装船日期。

9.兹确认已收到你方对标题项下货物的发盘。

10.我们跟生产商联系一下，看他们怎么说。

11.由于承约过多，我们目前不能接受你方昨日的订单。

12.请放心我们会根据合同装运。

Lesson Nineteen

Asking for Transshipment and Partial Shipment

I. About the letter:

This letter is from the sellers to the buyers. In the letter the buyers explain that they are heavily committed at present as the selling season is coming, they can hardly get the whole lot ready within half a month. Also the shipping space has been booked up to the end of next month. They ask for partial shipment and transshipment via Hongkong.

II. Additional notes:

1. via. prep. 经由（某地），通过（手段等）

The goods will be shipped via Hongkong.

货物将经由香港转运。

比较：The goods will be transshipped at HongKong.

We have sent you via airmail a parcel of the sample cutting.

我们已航邮你一包剪样。

2. at one’s convenience 在某人方便的时候

We are very glad to invite you to visit us at your convenience.

我们非常高兴邀请您方便时来访。

As our stocks are running low, we will be obliged if you will place an order with us at your earliest convenience.

由于我方库存日渐减少，如能尽早给我们下订单我们将不胜感激。

III. Chinese version of the letter:

敬启者：

兹提及你方3月5日的来函。很抱歉我方无法按要求装运标题项下的货物。

由于销售季节临近，我们目前承约过多。我们很难在半个月里装运整批货。同时，直到下个月舱位订满。所以我们建议允许在香港转运部分货物，若能尽早确认，将不会有任何延误。

感谢你方的合作。

谨上

敬启者：

我方于今日受到你方要求分运和转运的要求。

你们的要求另我们很为难，我们似乎别无选择只能接受.。据我们所知，皇家装运代理有限公司有一艘班轮大约在三月中旬从香港到美国，然后从美国转船到达我港。若能赶上此轮，一切就没问题。

等待你方早日答复。

谨上

Key to Lesson Nineteen

I.Translate the following expressions:

1. 标题项下的货物 2. 承约过多 3. 根据要求 4. 舱位

5. for sb’s account 6. port congestion 7. confirmation 8. in sb’s favor

II.Fill in blanks with proper words

1. expedite 2. advise 3.forward , destination 4. onto 5. sail, find

6. option 7. transshipment 8. note 9 allow 10. comply

III.Translate the following sentences:

1. Please rest assured that we would have the goods shipped before April 20th.

2. We take this opportunity to inform you that we have loaded the above goods on board S/S Victoria, which is due to sail for your port tomorrow.

3. The duplicate shipping documents were airmailed to you yesterday.

4. It has to be stressed that the shipment must be made within the prescribed time limit, as a further extension will not be considered.

5. Please see to it that the packing is suitable for a long sea voyage.

Lesson Twenty

Information on Container Service

I. About the letter:

Container Services is a modern transportation method adopted in international shipping. It facilitates loading and unloading, speeds up freight transportation and economizes on freight charges, insurance premium and miscellaneous expenses. In these two letters the writers indicate that container services are of great advantage in shipping. Nowadays it is widely used by importers and exporters in international trade. As a matter of fact, it really facilitates shipment and ensures safety to the goods shipped. What’s more, it lowers the cost of the goods, thus promoting international trade to a large extend.

II. Additional notes:

1. namely adv. viz: they are: that is to say 即

2. provide vt. 供给，提供，规定

to provide sb. with sth. 或to provide sth. to sb. 向某人供应某物

The carrying vessel shall be provided by the sellers.

货轮由卖方提供。

They provide a wide selection of exports to buyers.

这种品种繁多的出口商品可供买方自由选择。

Please provide us with the full details.

请向我方提供全部的详细情况。

同义词：provide, furnish, supply 三个词都可用于指“供给”物质的或精神的东西。

provide vt. 规定

The contract provides that the seller shall ship the goods within one month after signing the contract.

合同规定卖方必须在签约后一个月内装运货物。

注意：这个词作“规定”解时，可接从句，从句中要用shall 或should, 有时也用虚拟语气现在时。主句中provide为现在时才可用shall.其同义词为stipulate.

3. tariff n. 价目表；关税；关税率；运费定价表；运费费率表

conventional tariff 协定税率

preferential tariff 特惠税率

retaliatory tariff 报复税率

tariff barrier 关税壁垒

III. Chinese version of the letters:

Letter A

敬启者：

兹确认已收到你方关于集装箱的询问。我方提供的集装箱有两个号，即分别是十英尺和二十英尺。两头开以方便同时装卸，也省时。对于易于潮湿的货物，它们不透气、防水。如果有必要，可以在工厂装运。偷窃是绝对不可能的。

期待你方的指示。

谨上

Letter B

敬启者：

现通知你方关于我方提供集装箱的情况。货物将由两个集装箱装运，保证控温，适合这种货物。集装箱两边开，方便搬运。

集装箱还节省运费，当发交不同客户的货发往同一目的港，装在一个集装箱内时，还可以节省保险费，因为由集装箱发运货物保险费率低。

随函附上一份运费表，希望得到你方来示。

谨上

Key to Lesson Twenty

I.Translate the following expressions:

1. 集装箱 2. 不透气的 3. 两头 4. 装卸 5. 寄售 6. 关于 7.运费回扣 8.发货人

9.facilitate loading 10.port of destination 11. port of loading 12. freight charge 13.freight list

14.loading charges 15. temperature-controlled 16.cargo

II.Choose the correct answers:

1. c 2. b 3. a 4. b 5. a 6. c 7. a 8. b 9. b 10. a

III.Fill in blank with the proper preposition:

1.at 2. in 3. of 4. on 5. of 6. in 7. on 8. for

IV.Translate the following sentences into English

1. In compliance with the terms of contract, we forwarded you a full set of non-negotiable documents immediately after the goods were shipped.

2. As the only direct steamer which calls at our port once a month has just departed, goods can only be shipped next month.

3. We trust the goods will be shipped within the stipulated time, as any delay would cause us no little inconvenience.

4. Enclosed is our set of the shipping documents covering this consignment.

5. It has to be stressed that the shipment must be made within the prescribed time limit, as a further extension will not be considered.

V.Translate the following messages into English

Dear Sirs,

We duly received the documents and took delivery of the goods on arrival of S/S East Wind at London.

We are much obliged to you for the prompt execution of the order. Everything appears to be correct and in good order except in case No.71.

Unfortunately, when we unpacked this case we found it contained completely different articles, and can only presume that a mistake was made and the contents of this case were for another order.

We must ask you to arrange for the dispatch of replacement at once and are holding the above mentioned case at your disposal. Please let us know what you wish us to do.

Yours faithfully,

Key to Skill Training

Bill of Lading

Chapter VIII

Packing

Lesson Twenty-One

Packing Requirement

I. Above the letter:

In shipment, proper packing is necessary, because it not only protects the goods from damage but prevents the goods from pilferage as well. Moreover, in ocean transportation, strong packing is needed to withstand rough handling. In most cases, damages have been caused by improper packing. We have to pay more attention to packing so as to avoid damage that occurred during transit.

The letter is from the buyers to the sellers, giving the information about the packing of cotton.

II. Additional notes:

1. some phrases concerning packing:

durable packing耐用包装 economical packing经济包装

packing free免费包装 packing included含包装费

neutral packing中性包装 packing instructions包装指示

packing list包装单 packing method 包装方法

packing material 包装材料 unitary packing 个别包装

inner packing 内包装 outer packing外包装

export packing 出口包装

seaworthy packing 适于海运的包装

packing charges/expenses/cost 包装费

faulty/poor/inferior/inadequate/improper packing不良包装

2. shipping marks 唛头有关唛头常用的词语：

diamond 菱形 triangle 三角形 rectangle 长方形

square 正方形 heart心形 circle 圆形

cross 十字形 star心形 down triangle 倒三角形

oval 椭圆形 hexagon 正六角形 three diamond三菱形

ABC in a diamond 菱形内ABC

3．terms related to packing container:

bag 袋，包 gunny bag 麻袋 poly bag 塑料袋

bale包，布包 barrel 琵琶桶 box 盒，箱

bundle 捆 carton纸板箱 case 箱

wooden case 木箱 cask 木桶 crate 板条箱

drum 铁皮圆桶 keg 小圆桶 tin/can 听，罐

cardboard box 夹板箱 polythene bag塑料袋

4. phrases in regard to the mode of packing:

(1) in… 用某种容器包装

Walnuts are packed in double gunny bags.

核桃用双层麻袋包装。

(2) in…of…each…用某种容器包装，每件若干重量

Men’s Shirts are packed in wooden cases of 10 dozen each.

男式衬衫用木箱装，每箱十打。

(3) in…each containing…用某种容器包装，每件内装若干

Nylon Socks are packed in wooden cases, each containing 50 dozen.

尼龙袜用木箱包装，每箱装五十打。

(4)…to…装于一件某种容器

Folding Chairs are packed 2 pieces to a carton.

折叠椅两把装一个纸板箱。

(5) each… in…and…to…

每单位装某种容器，若干单位装另一种较大的容器

Each pair of Nylon Socks is packed in a polybag and 12 pairs to a box.

每双尼龙袜装一个塑料袋，十二双装一盒。

(6)…to…and…to…

若干单位装某种容器，若干单位装另一种较大的容器

Pens are packed 12 pieces to a box and 200 boxes to a wooden case.

钢笔十二支装一盒，二百盒装一木箱。

III. Chinese version of the letter:

敬启者：

第200412号 60 包棉纱订单

4月15日来函收悉，函中告知标题项下的货物备妥待运。

关于上述订单的包装，这批货物必须装在内衬锡的防水毛纺布里，外用油毡布包，每10 包装一箱。用坚固木箱包装很重要。箱子须钉牢，加上压条，并通体用金属带加固。木箱上必须固定有绳索或者金属把手以便搬运，不得留有任何指孔。所有木箱标注如常，但请从第40号起连续标号。同时请用四英寸高的字号刷上我方唛头，并在每个箱子上标明毛重和净重。

希望此包装能令我们的客户满意。若是这样，你们今后就可以继续使用这种包装。货物一到我们就告知你们。

谨上

Key to Lesson Twenty-One

I.Translate the following expressions into Chinese and then make sentences:

1. 包装于……内 4. 毛重

2. 便于做某事 5. 刷唛头

3. 按惯常 6. 结果是

II..Fill in the blanks with suitable prepositions:

1. in 2. in, of, to, with 3.to, for 4.for 5.under, in, on, in 6. with, in 7.of, of, in

III.Translate the following sentences into English:

1. The packing mark of this shipment is a triangle, with the initials of our corporation stenciled inside.

2. Please pack the Men’s Shirts each inside a polythene bag, with a paper box outside, 100 boxes to a carton, bound with two plastic straps.

3. The customers at our end are much satisfied with the quality of your goods. However, they find your packing is not very satisfactory, which makes sale difficult.

4. Our usual packing for tea is in cardboard boxes with gunny bags outside, two boxes in a bundle.

5. In order to facilitate handling and help customers save on freight, we are going to use cardboard boxes instead of wooden cases for our further shipment.

Lesson Twenty-Two

Inner Packing

I.About the letter:

Inner packing aids marketing, consumer advertising, display, presentation, protection, handling and self-service retailing. In this letter, the writer indicates the detailed requirements of inner packing.

II. Chinese version of the letter:

关于内包装

敬启者：

兹复你方五月二十六的传真电信。在今年广州春交会上关于我们所订蜜蜂牌红糖一事，当时忘记提内包装的要求，甚抱歉。现经与我方客户讨论后，他们提出如下要求：

由于红糖在炎热的雨季里容易吸潮，因此应包装在牛皮纸袋里，每一牛皮纸袋装二十小包，每一小纸包净重一公斤，每两牛皮纸袋装一纸箱，纸箱应内衬防潮纸。

我们希望上述要求能为你方所接受，并盼早复。

谨启

Key to Lesson Twenty-Two

I.Translate the following expressions into Chinese and then make sentences:

1.内包装 4.牛皮纸袋

2.广交会 5.吸潮的

3.内衬 6.防潮纸

II.Fill in each of the blanks in the following sentences with the given words:

1.seaworthiness 2. indemnification 3.compensation

4.handling 5.breakage 6.package

7.instruction 8.destination

III.Translate the following sentences into English:

1.The printing of the inner box is very satisfactory.

2.Either side should be responsible for the improper packing.

3.In fact, the manufacturers are trying every possible means of improving our packing.

4.Under separate cover, we are airmailing you full particulars of the specifications and packing.

5.Besides, the improved packing is light in weight and easy to handle.

IV.Translate the following letter into Chinese:

敬启者：

你方8月31日来函询问我方旅行剪刀的包装，今告知如下：

我们出口的旅行剪刀每盒装一打，每一纸板箱装100盒。尺码是17公分高，30公分宽，50公分长，体积约0.026立方米，净重22.5 公斤，毛重23.5公斤。纸板箱外的标记除印刷有毛重、净重及皮重外，还须印刷有“中华人民共和国制造”字样。如你对标记有何特殊要求，请告知，我方当尽力满足。

顺告我们的剪刀过去一向使用木箱包装的，但经过多次用纸板箱试装后，发现纸板箱同样适于海洋运输，且纸板箱价格较低，搬运较为轻便，运费也较低廉，所以现在有更多客户宁愿要纸板箱包装而不要木箱包装。我们相信你方会同意我们的意见，接受纸板箱包装。

如能早日答复，不胜感激。

谨上

Lesson Twenty-Three

Outer Packing

I. About the letter:

Outer packing is designed to protect the goods from damage and theft and facilitate transport, loading and unloading while being carried from one place to another. In addition, outer packing will bear some indicative/warning marks with weight and measurement of the packages, which enables the carrier to choose suitable means of transport and calculate freight.

In this letter, the importer emphasizes the importance and method of outer packing.

II. Chinese version of the letter:

关于外包装

敬启者：

我们十分遗憾地通知你方：你方二月十八日装运至悉尼的三十箱机器部件中，有五箱严重损坏。考虑到我们双方之间长期的友好的关系，这次我们不提出索赔。但是对于你方今后的交货，我们认为有必要强调可靠包装的重要性。

由于机器部件容易震坏，必须裹以柔软的材料，稳固地包装在纸板盒中，再将这些纸板盒装在经得起风浪的箱子里。务使其在箱内无法移动为准。发亮的金属部件应涂上一层防锈油脂，以防运输途中受潮生锈。

我们相信你方能满足以上要求。

盼惠合作，并预致谢意。

谨上

Key to Lesson Twenty-Three

I.Translate the following expressions into Chinese and then make sentences:

1.严重损坏 5.易受影响的

2.考虑 6.运输途中

3.抑制 7.保护

4.提出索赔 8.预先

II.Complete the following letter with proper words:

for, together, Enclosed, at, per, Men’s, transaction, advance, packed, each, to, lined, cartons, protect, damage, transit, marks, stenciled, outer, above, met, await

III.Translate the following sentences into English:

1. Your packing must be strong, easy to handle and seaworthy.

2. Please improve your packing so as to avoid any damage in transit and facilitate the promotion of sales.

3．Owing to keen competition, a good commodity also needs attractive packing to appeal to customers.

4．We’ll give your suggestion our careful consideration and improve the inner packing of our cameras to cater to the consumers.

5. These cartons are well protected against moisture by plastic lining. Garments packed thus are not so susceptible to damage by moisture as those packed in wooden cases.

IV. Write a letter to your customer, telling him that you have improved your packing and that from now on all garments are to be packed in cartons instead of wooden cases.

Dear Sirs,

Please be informed that for your future orders we shall pack our garments in cartons instead of in wooden cases. The improved packing has the following advantages:

1)Packing in cartons will prevent skilful pilferage as the traces of pilferage will be more in evidence.

2) It is quite fit for ocean transportation.

3 )Our cartons are well protected against moisture by plastic lining.

4) Cartons are comparatively light and compact, so they are more convenient to handle in the course of loading and unloading.

The above comments are based on a comparatively study of the characteristics of the two

modes of packing, i.e. carton packing and wooden case packing, as well as the results of shipments already made. We hope you will accept our carton packing and assure you of our continued cooperation.

Yours truly,

China National Import & Export Corp.

Manager

Key to Skill Training

Chapter IX

Insurance

Lesson Twenty-Four

Asking for CFR Terms

I. About the letter:

This is a letter from the buyer to the seller. It’s the buyer’s hope to change the trade terms because they have taken out an open policy with the People’s Insurance Company of China. On CIF terms the insurance is to be covered by the seller and in case of CFR the insurance is to be covered by the buyer.

Ⅱ.Additional notes：

1. CIF , CFR价格术语

如果交易双方以CIF贸易术语成交，由于货价中包括保险费，所以在买卖的合同保险条款中，需要详细约定由卖方负责办理货运保险的有关事项，如约定投保的险别、支付保险费和向买方提供有效的保险凭证等。

如果交易双方以CFR或FOB贸易术语成交，则在合同保险条款中，一般只订明“保险由买方办理”。如买方要求卖方代办保险，则应在合同保险条款中订明：“由买方委托卖方按发票金额…%代为投保…险，保险费由买方负担”。

2. insurance n. 保险

more expressions：

insurance claim 险索赔

insurance rider / endorsement 保险批单

insurance declaration 保险声明书，保险通知单

marine insurance 水险，海运险

ocean marine cargo insurance 海洋运输保险

overland (transportation ) insurance 陆运保险

parcel post insurance 邮包保险

air transportation insurance 航空运输保险

3．insure v. 保险

1) to insure + goods + against a risk

eg. We shall insure the goods against war risk.

我们将上述货物投保战争险。

2) to insure + a risk

eg. We shall insure WPA.

我们将投保水渍险。

3) to insure + against a risk (这时insure是不及物动词)

eg. We shall insure against war risk.

我们将投保战争险。

insured ：past participle as attributive（过去分词作定语）

insured amount 保额

insured cargo / goods 投保的货物

the insured n. 被保险人

insurer = insurance company / underwriter 保险人，承保人

4. 中国人民保险公司修订的中国保险条款（China Insurance Clauses，缩写为 C.I.C或CIC）中的海洋运输货物保险条款(Ocean Marine Cargo Clauses)是参照国际保险市场的一般习惯，并结合我国保险工作的实际而制定的。它除了规定基本险别外还规定有一般附加险和特殊附加险。投保人在投保任何一种基本险别的同时，可根据需要加保一般附加险和特殊附加险。如投保人投保了一切险，则其中已包含了一般附加险的内容。

另外国际上较大影响且有代表性的“伦敦保险协会”所制定的“协会货物条款”（Institute Cargo Clauses — I.C.C）也是被各国经常采用的保险条款。

(一)中国保险条款的险别：

中国人民保险公司海洋运输货物保险条款的险别分为基本险别与附加险两种。其中，基本险别有平安险（ Free From Particular Average — F.P.A.），水渍险（With Particular Average — W.P.A.）和一切险（All Risks）。这三种险别中，一切险承保范围最大，平安险最小。

附加险分为一般附加险和特殊附加险。。

（二）伦敦协会货物险条款：

伦敦协会货物险条款主要有（A）（B）（C）三种险别：

（1）协会货物（A）险条款[Institute Cargo Clauses (A)—ICC(A)]

（2）协会货物（B）险条款[Institute Cargo Clauses (B)—ICC(B)]

（3）协会货物（C）险条款[Institute Cargo Clauses (C)—ICC(C)]

ICC（A）承保范围最大；ICC（B）次之；ICC（C）承保范围最小。另外还有协会战争险条款(Institute War Clauses — Cargo)、协会罢工险条款(Institute Strike Clauses — Cargo)和恶意损害险条款(Malicious Damage Clauses)。

5.平安险（F.P.A.）和水渍险（W.P.A.）两个险别，在表示投保时，前面不再用介词against。

eg. Please insure against all risks.

请投保一切险。

eg. Please insure F.P.A.（or W.P.A.）.

请投保平安险或水渍险。

Ⅲ．Chinese version of the letter：

要求CFR 条款

敬启者：

事由：保险

我们已经收到你方一月七日的函按CIF条款报给我们500箱电动玩具。然而很抱歉，我们宁愿你方按CFR条款给我方报价。

因为我方已与中国人民保险公司办理了预约保险。该公司是国营企业，享有很高的声誉，并在全世界各主要港口和地区都有代理。如果货物发生损坏，他们在你处的代理人将迅速地办理。此外，我们与该公司关系良好，通常每隔一段时间，我们就可以从他们那里收到一笔可观的保险回扣。

如你方能够同意我们的建议我们将不胜感激。

期待早日收到你们的答复。

谨启

Key to Lesson Twenty-Four

Ⅰ. Translate the following expressions into Chinese or vise verse

1. 成本加运费 6. all risks

2. 保险单 7. WPA

3. 保险凭证 8. insurance coverage

4. 中国保险条款 9. open policy

5. 平安险 10. CIF

Ⅱ. Complete the following sentences into English:

1. take out insurance against all risks

2. the insurance coverage

3. on CIF terms.

4. taken out an open policy

5. for your account.

Ⅲ.Translate the following sentences into English:

1. Please cover the insurance on the goods listed on the attached sheet.

2. The insurance is covered by the buyer on CFR basis.

3. We generally insure our export shipments with the People’s Insurance Company of China.

4. Complying with your request, we shall insure the Men’s Shirts WPA.

5. If you wish to insure FPA, please let us know in advance.

Ⅳ.Write an English letter in reply with the following particulars:

Dear Sirs，

Please be informed that your letter of May 10 has duly been received. Complying with your request, we have arranged insurance on the subject goods with the People’s Insurance Company of China against All Risks for US$ 58600 for your account.

The respecting policy is being prepared and will be forwarded to you within a day or two together with our debit note for the premium.

We are now arranging all the necessity and expect to ship your order per S/S “Peace” , due to sail on/ about 25 th .

The covering shipping advice will be sent to you by fax as soon as the shipment is completed.

We look forward to receiving your early reply.

Yours faithfully,

Lesson Twenty-Five

Asking the Seller to Covering Insurance

I. About the letter:

This letter is from the buyer to the seller, wishing the seller to insure the order on his behalf. In case of CFR terms , the insurance is covered by the buyer .If the buyer asks the seller to cover insurance for him , the premium is for the buyer’s account.

Ⅱ. Additional notes:

1. 一般附加险（General Additional Risk）即由于外来原因所导致的全部或部分损失的风险均属一般附加险，它们是主要险别责任范围的扩展，因此不能单独投保。但如保了一切险，这些附加险也就包括在内了。

常见的一般附加险如下：

Theft, Pilferage & Non-Delivery Risks（简称T.P.N.D.或TPND）偷窃、提货不着险

Fresh and /or Rain Water Damage Risks 淡水雨淋险

Shortage Risk 或Risk of Shortage 短量险

Intermixture & Contamination Risks 混杂、玷污险

Leakage Risk 或Risk of Leakage 渗漏险

Clash & Breakage Risks 碰损、破碎险

Taint of Odor Risk 串味险

Sweating & Heating Risks 受潮受热险

Hook Damage Risk 钩损险

Rust Risk或 Risk of Rust 锈损险

Breakage of Packing Risk 包装破裂险

eg. We shall cover TPNP on your order.

我们将对你方所订的货物投保偷窃、提货不着险。

eg. The goods are to be insured against Hook Damage Risk.

此货需保钩损险。

特殊附加险（Special Additional Risk）是承保由于特殊风险所造成的全部或部分损失，共有

下列八种：

1.战争险(War Risks)

2. 罢工险(Strike Risks)

3. 黄曲霉素险(Aflatoxin)

4. 交货不到险(Failure to Deliver)

5. 舱面险(On Deck)

6. 进口关税险(Import Duty)

7. 拒收险(Rejection)

8. 货物出口到香港（包括九龙）或澳门，存仓火险责任扩展条款(Flame Risk Extension Clause F.R.E.C)

说明：被保险人不论已投保何种基本险别，均可以分别加保有关的特殊附加险别。

Ⅲ．Chinese version of the letter：

买方请卖方代办保险

敬启者：

事由：我方第626号订单项下300 箱牛肉罐头

我们想请你方查阅我方订购300 箱牛肉罐头的第626号订单。这批货是按CFR订货的。

我们现在想把这批标题项下的货在你处投保。如果你方能代我方按发票金额的110%投保水渍险、偷窃、提货不着险、淡水雨淋险和战争险，我们将不胜感激。一俟收到你方的借记通知单和有关的保险单，我们立即把保险费付还你方。

期待早日收到你们的答复。

谨启

Keys to Lesson Twenty-Five

Ⅰ. Translate the following expressions into Chinese or vise verse:

1. 代表 6. debit note

2. 一俟收到 7. Hook Damage Risk

3. 偷窃、提货不着险 8. Leakage Risk

4. 短量险 9. invoice value

5. 标题项下的货物 10. War Risk

Ⅱ.Complete the following sentences in English:

1. for 110% of the invoice value

2. the covering insurance policy

3. TPND

4. on behalf of the buyers

5. on receipt of your debit note

Ⅲ.Translate the following sentences into English:

1. We have insured your Order No. 913 for the invoice value plus 10% up to the port of destination.

2. Please cover the insurance on the 200 metric tons of Wool on our behalf FPA and against War Risks.

3. Please let us know the detailed risks you wish to insure against on the goods.

4. In the absence of definite instructions from our clients , we generally cover W.P.A and War Risks.

5 If you wish to insure against Breakage , please let us know in advance.

6. At your request, we have already insure the 500 sets “Haier” Brand Refrigerators against All Risks.

Ⅳ. Translate the following letter into English:

Dear Sirs ,

With reference to the 3500 sets of “KONKA” Brand TV sets under our Purchase Confirmation No. 212, we wish to inform you that we have opened a confirmed and irrevocable L/C No.678 with Bank of China.

Please see to it that the above goods should be shipped before the 15 th April and the goods are to be covered for 130%of the invoice value against All Risks. We know that according to your usual practice , you insure the goods only for 10% plus invoice value , therefore the extra premium will be for our account.

Please arrange the insurance according to our request. We await your shipping advice.

Yours faithfully,

Wang Jie

Lesson Twenty- Six

Insurance Clause

I. About the letter:

This letter is from the seller to the buyer. The seller requests the buyer to delete the word “Breakage” from the insurance clause in the L/C and points out the insurance company does not insure the risk of breakage and even it’s insured , the cover is subject to a franchise of 5%.

Ⅱ.Additional notes:

1．cover n. (保险业)保险

eg. We provide cover against breakage

我们投保破碎险。

cover v. (保险业)投保

1) to cover +goods + against a risk

eg. We shall cover the goods against Shortage.

我们将此货物投保短量险。

2) to cover + a risk

eg. We shall cover all risks and war risk.

我们将投保一切险和战争险。

3) to cover + insurance

eg. We shall cover insurance on the captioned goods.

我们将标题项下的商品投保。

4) to cover + sb. + against a risk

eg. The insurance policy covers us against Taint of Odor Risk .

保险单给我们保串味险。

2．delete v. to take ；rub or cut out (sth. written or printed) 删去

eg. The clause “ All expenses are for the beneficiaries account “ should be deleted from the L/C.

“一切费用由受益人负担”的条款应由信用证中删除。

eg. With reference to your L/C No. 307 ,please delete the “ long ” and insert “short” before “ton”.

关于你方信用证307号请在“ton”字前去掉“long ”字，加上“short”字。

3．franchise n. a special right or freedom 免赔率（额）；特权，特许

eg. This insurance company here insures this risk with 5% franchise.

这儿的保险公司按5%的免赔率投保这种险别。

4．survey v. examine the condition of 调查，检查，观察，鉴定

eg. The goods were surveyed immediately after unloading.

此货一卸下船就立即进行了检查。

III.Chinese version of the letter：

保险条款

敬启者：

事由：破碎附加险

谢谢我方刚刚收到的你方关于瓷器的第1210 号信用证。

请注意，我方对此种商品不投保破碎险。因此，你方应从信用证的条款中把“破碎险”字样删除。

此外，我们想强调破碎险是一种特殊险别。诸如窗玻璃、釉面砖之类的商品，即使已加保了破碎险，破碎险这种险别也有5%的免赔率。换言之，如破碎率经调查不足5%，损失索赔则不予受理。

我们相信一切情况已经明了，请尽快电改信用证。

谨启

Keys to Lesson Twenty-Six

Ⅰ. Translate the following expressions into Chinese or vise verse:

1.additional risk 6. 以… … 为准，以… … 为有效

2. survey report 7. 百分之五的免赔率

3. insurance clause 8. 釉面砖

4. metric ton 9. 贸易公司

5. Breakage Risk 10. 商品检验局

Ⅱ.Fill in the blanks with a word or phrase that fits best:

1.franchise 2. broader coverage 3. invoice value 4. damage 5. According to

6. premium 7. comply with 8.additional risks 9. for buyer’s account 10. take out

Ⅲ. Translate the following sentences into English:

1. It is appreciated that you have covered the additional risks as specifically desired by us and we are now enclosing a check for ₤500 in payment of the premium difference.

2. Please let us know the detailed risks you wish to insure against on the goods.

3. We should be obliged if you could inform us of the full details regarding the scope of cover handled by the People’s Insurance Company of China for our reference.

4. If additional risks should be covered , the extra premium is for buyer's account.

5. For the sake of safety , we recommend you to take out insurance on the consignment against all risks and war risk.

6. Our insurance company can only entertain the claims for losses that are in excess of 5% of the whole lot as the above goods are covered with a franchise of 5%.

Ⅳ. Translate the following letter into English:

Dear Sirs,

Your S/C No. 913

With reference to your Sales Confirmation No. 913 we wish to point out that the insurance clause in your S/C “The insurance is to be covered on the goods for 110%of the insurance value W.P.A, and against T.P.N.P” is not acceptable to us.

As porcelain wares are delicate goods and are likely to be damaged on the voyage., W.P.A&T.P.N.P will not be good enough. Therefore we have to ask for broader coverage. Please take out cover on our cargo against Hook Damage Risk and Breakage Risks in addition to W.P.A. &T.P.N.P.

We shall be grateful if you can amend your S/C .

We sincerely hope that our request will meet with your approval.

Yours faithfully,

Key to Skill Training

根据货物明细单填制保险单：

Chapter X

Complaints and Claims

Lesson Twenty-Seven

Complaints of Wrong Goods Delivered

I. About the letter:

This is a letter from buyers to sellers complaining about the goods wrongly delivered. If the goods are found wrongly delivered, buyers should advise sellers in good time and send them the full particulars of the goods they received so that sellers may check them with the order and the copy of invoice and arrange for the dispatch of replacements.

Ⅱ.Additional notes：

1. appear v. 似乎，看来，显得

Your quotation does not appear to be reasonable，as the prices we received from other sources are 10% lower.

你方的报价似乎不合理，我们从其他地方接到的价格比你方低10%。

appear在内贸书信中有时用作委婉的表达方法，如：

You appear to have misunderstood our intention.（比You have misunderstood our intention. 委婉）

你方似乎误解了我们的意图。

2. presume vt . 推测，认为

We presume (that) they have met your requirements. (“that” can be omitted.)

我们推测他们已经满足你们的需求。

I presume we can conclude the business.

我认为我们能做成这笔生意。

presume作“推测，认为”解时与assume（v. 设想，假定）意思相近。但presume含有相信的意思，而assume只是假设；此外，以that 从句为宾语时，presume后面的that 往往省略，而assume后面的that 则不能省略

比较：

We did not make you any offer because we assumed that you were not interested .

我方没有给你方报盘，因为我方猜想你方不感兴趣。

Since you did not reply to our cable ,we presume you are not interested.

由于你们没有答复我方去电，我们认为你们不感兴趣。

3. replacement n. 替代，替换物

replacement cost 更新成本

replacement investment 更换投资

replacement of goods 更换货物

We wish you to ship the replacement per S.S “Peace”as soon as possible.

我们希望你们尽快把替换物由和平号运出。

replace v. 替换

We shall replace the wrong goods by (with)the right ones.

我们将用正确的货物替换错误的货物。

4. disposal n. 处理；出售

There is little prospect for disposal of the goods.

没有多大希望处理这些货物。

dispose v. 使有意于，使倾向于

Changes in the market conditions here dispose us to cancel the contract.

市场情况的变化使我们倾向于取消合同。

dispose of 卖掉；处理掉

We have to dispose of the damaged goods at a greatly reduced price..

我们不得不大大削价处理掉这些受损的货物。

be (or: feel) disposed to do sth. 愿意做某事，倾向做某事

We are disposed to buy a small quantity for trial.

我们倾向买少量试用。

Ⅲ．Chinese version of the letter：

申诉错装货物

敬启者：

事由：我方第1027号订单

很高兴在“公主”号到达上海时我们已经及时收到装船单据并已将货提出。

我们很感激你方迅速执行我方订单。除了第16号箱外一切情况看来都良好。

当开箱后我们发现内装货物完全不符，我们只能推测这是错装，箱内之货属另外的订货。

由于我们的买主急需我们所订之货，我们不得不要求你方立即把替换之货发来。随函附上第16号箱所装货物清单。如你方将它与我方的订单和你方发票副本核对我们将不胜感激。

同时，我方将该货存在我处听候你方处理。

请注意上述事项。

谨启

Key to Lesson Twenty-Seven

Ⅰ. Translate the following expressions into Chinese or vise verse:

1. 装船单据 6. take delivery of

2. 在适当的时候，如期地 7. in good /perfect condition

3. 急需 8. poor packing

4. 不得不 9. copy of invoice.

5. 注意 10. at one’s disposal

Ⅱ. Fill in the blanks with the words that fit best:

1. appear 2. presumes 3. at your disposal 4. replacement

5. take delivery of 6. cannot but 7. do with 8.complain

Ⅲ.Translate the following sentences into English:

1. On comparing the goods received with the sample, we are surprised to find that the color is not the same.

2. We regret the mistake in the number which resulted in your receiving the wrong goods.

3. After unpacking the base, we regret to find that the quality is unsatisfactory.

4. On examination , we found that many of the articles were severely damaged, though the cases themselves showed no trace of damage.

5. We very much regret that that you have complained about the quality of our Black Tea.

Ⅳ.Write an English letter in reply with the following particulars:

Dear Sirs,

We regret to inform you that the consignment ex S/S “Peace” under S/C K9207 was found some cases badly damaged. .

We are enclosing the Survey Report issued by Xiamen Commodity Inspection Bureau and hope that you will lodge a claim against the relevant Insurance Company on our behalf.

Yours faithfully,

Lesson Twenty-Eight

(A) Claim for Short Weight

(B) Reply --Settlement of the Claim

I. About the letter:

The first letter is from the buyers to the sellers ,filing a claim against the sellers for a short weight of 7.8 metric tons of White Cement under Order No. 456 shipped per S/S “Queen” , supported by the Survey Report from Beijing Commodity Inspection Bureau for an amount of US$560 .

The second letter is in reply to the first one, from the sellers to the buyers, accepting the claim registered by the buyers for a short weight of 7.8 metric tons of White Cement.

Ⅱ.Additional notes：

1. claim n. 索赔，赔偿要求

常用的词组如下：

claim against sb. 向某人索赔

claim arising from a breach of the contract 违约所引起的赔偿要求

claim arising from a defect of the goods 货物瑕疵所引起的索赔

claim arising on a bill of lading 有关提单引起的索赔

claim barred by reason of limitation 受时效限制的索赔

claim based on lack of conformity of the goods 货物不符产生的索赔

claim for compensation of damages 损害赔偿的诉权

claim for contribution in general average 要求分摊共同海损

claim for damage 由于损坏而索赔

claim for financial loss 关于经济损失的诉权

claim for general average 共同海损分担的诉权

claim for inferior quality 由于品质低劣而索赔

claim for payment要求付款的诉权

claim for proceeds 要求赔偿货物

claim for reimbursement 要求偿还，索赔

claim for short delivery 由于短装而索赔

claim letter 索赔信

claim on account of damage 因损坏而索赔

claim on the goods 对该货提出索赔

下面是claim和其他动词搭配的部分常见短语：

accept /admit a claim同意索赔 admit a claim同意索赔

entertain a claim受理索赔 dismiss a claim 驳回索赔

reject a claim 拒绝索赔 relinquish a claim 撤回索赔

settle a claim 解决索赔 waive a claim 放弃索赔

withdraw a claim撤回索赔

claim v. 索赔，要求赔偿

以下为部分常用短语，注意介词的一般用法；

to claim US$20,000 索赔美元两万元

to claim a compensation of US$20,000要求赔偿美元两万元

to claim US$20,000 for damage 因损坏赔偿美元两万元

to claim US$20,000 on the goods 对该货索赔美元两万元

to claim US$20,000 from the underwriter 向保险公司索赔美元两万元

2.shortweight adj. /n. 短重

也可写作short-weight；作名词时还可写作short weight。

The shipment of Fertilizers ex S.S “Pearl” is shortweight by 3.6 M/T.（本句中shortweight是形容词）

由“珍珠”轮运来的化肥短重3.6公吨。

We register a claim against you for a shortweight of 3.6 M/T. （本句中shortweight是名词）

我方为短重3.6公吨向你方提出索赔。

在外贸书信中，作“短少，短缺，不足”解的short可与名词或过去分词构成很多词组或复合词，其写法有写成两个词的，有用连字符的，也有写成一个词的。

下面是一些常见的这类词组和复合词：

short shipment 短装；装载不足

There is a short shipment of 32kg.

货物少装了32公斤。

short delivery 短交；缺交

Much to our regret, we found a short delivery of 115 lbs.

我们很遗憾发现短交115磅。

short- landed adj. 短卸

We demand that you make up the short-landed goods without any delay.

我方要求你方尽快补偿短卸的货物。

short- calculated adj. 少算

Our commission on this article is short-calculated.

这批货我方的佣金少算了。

short-delivered adj. 短交；缺交

The short-delivered goods occurred during transit.

短交货物发生于运输途中。

short- established adj. 少开

Your L/C is short-established to the amount of $630.

你方信用证少开630美元。

short- invoiced adj. 发票少开

The shipment is short-invoiced by RMB¥2367.

这批货物的发票少开了人民币2367元。

short- shipped adj. 短装

We shall ship the short- shipped goods immediately.

我们将短装的货物立即运出。

short- paid adj. 少付

We’ll refund the short- paid amount of £ 300 to you..

我们将偿付给你们少付的300英镑。

3.survey report 检验报告

以下为我国商检部门签发的部分主要鉴定证明：

Survey Report on Examination of Damage or Shortage 检验残损证明书

Survey Report on Inspection of Tank Hold 船舱鉴定证明书

Survey Report on Quality 品质鉴定证明书

Survey Report on Weight 重量鉴定证明书

We enclose a survey report issued by CCIB.

我们随函寄去中国商品检验局签发的检验报告一纸。

4. inspection n. 检验

Commodity Inspection Bureau 商品检验局

以下为一些关于inspection的检验证书名称：

Inspection Certificate of Quality 品质检验证书

Inspection Certificate of Quantity 数量检验证书

Inspection Certificate of Weight 重量检验证书

Veterinary Inspection Certificate 兽医检验证书

Disinfection Inspection Certificate 消毒检验证书

Inspection Certificate of Health 卫生检验证书

Inspection Certificate of Origin 产地检验证书

Inspection Certificate of Value 价值检验证书

.5. responsible adj. 有责任的，应负责的（后接介词for）

hold sb. responsible

We must hold you responsible for all losses arising from the improper packing.

我们必须要你们负责由于不良包装产生的一切损失。

responsibility n. 责任（后接介词for或of ，或接不定式）

We will take the responsibility of effecting shipment.

我方将负责装运。

6. long-standing relations 长期的关系

类似的表达方式有：long-established relations, long-existing relations, long connections, long friendly relations 等。

We are an exporter of silk, hoping to establish long-standing relations with you.

我们是丝绸的出口商希望和你方建立长期的关系。

7. settlement n. 解决；清偿；结算

settle v. 结算；处理；解决

The problem has been settled

这个问题已经解决了。

Please settle this long--standing account immediately.

请立即清偿这笔长期未清的账目。

We are desirous of reaching an amicable settlement with you.

我们渴望和你方达成和解。

settlement in an amicable way 以友好的办法解决

settlement by arbitration 以仲裁的方式解决

settlement of balance 结清余额

settlement of claim 理赔

settlement of exchange 结汇

settlement of loss 偿付损失

Ⅲ．Chinese version of the letter：

（A）短重引起的索赔

敬启者：

事由：我方关于500公吨白水泥的第456号订单

我们已经收到北京商检局的检验报告，证实昨天由“皇后”轮卸下的标题项下的货物短重7.8公吨。该局授权的检验员认为短重是由于不良包装，不是其它原因，对此你方毫无疑问应负责。

根据北京商检局签发的检验报告，我们向你方提出索赔560美元。

随函附去第607号检验报告，期待你方早日解决。

谨启

(B) 回复—— 理赔

敬启者：

你方第456号订单的索赔

关于你方第456号订单货物短重7.8公吨的索赔之事，我们对此深表歉意。

经我方工作人员查核，发现约有51袋未按照合同规定以五层坚固纸包装，而用来包装这51袋的纸只有三层，以致在运输途中造成破损。这完全是由于我方仓库管理人员的粗心所致，对此我们向你方致以歉意。

鉴于我们双方长期的业务关系，在得到你方同意后，我们立即将索赔金额560美元以支票转入中国银行北京分行账户。

希望你方对我们所作的安排感到满意，并期待你方更多的订单。

谨启

Key to Lesson Twenty-Eight

Ⅰ. Translate the following expressions into Chinese or vise verse:

1. 短交；缺交 6. short weight

2. 检查,检验 7. Survey Report

3. 转口贸易 8. warehouse to warehouse clause

4. 依靠，依据 9. Commodity Inspection Bureau

5. 入库单 10. settlement of Claim

Ⅱ.Complete the following sentences in English:

1. The shortage of the goods

2. be responsible for

3. short weight of sugar

4. In view of our long-standing trade relations

5. lodge a claim against you

6. issued by Shanghai Commodity Inspection Bureau

Ⅲ.Translate the following sentences into English:

1. The investigation made by the Commodity Inspection Bureau has revealed that the damage is due to improper packing.

2. We have to lodge a claim against you on the shipment for short weight for US$3200.

3. We were surprised to find that the quality of the consignment is inferior to that of the samples.

4. We file our claim against the New Zealand Trading Company on the strength of the Survey Report from the Guangzhou Commodity Inspection Bureau

5. We regret to point out that the goods were found short weight 360 lbs when they arrived.

Ⅳ.Translate the following into an English business letter:

Dear Sirs,

Claim for Short Weight on Dongbei Rice S/C 476

We 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 per S.S “Lucky” was discharged at the Port of Fuzhou on March 27 in apparent good condition but found shortweight in sound bags , totaling 760kg.The authorized surveyor is of the opinion that the shortage is due to the insufficiency of the original shipping weight, not other causes, for which you should be responsible .

On the strength of the above fact, we, therefore, lodge a claim against you for the amount of US$1520.

We look forward to your early settlement and your payment by check for US$1520 , the amount of claim into our account with the Bank of China，Fuzhou.

Yours faithfully,

Encl. As stated

Lesson Twenty-Nine

(A)Claim for Improper Packing

(B) Declining the Claim

Ⅰ. About the letter：

Letter A is from the buyers to the sellers. The buyers’ opinion is that due to the sellers’ improper packing ,the goods under Order No. 527 arrived in poor condition, they have to claim against the sellers for a compensation of ₤6oo for the expense of repacking the packages.

Letter B is the sellers’ reply to the buyers, declining the buyers’ claim because on going into the matter the sellers find that the fault lies with the shipping company . The sellers suggest the buyers lodge a claim against the shipping company instead of them.

Ⅱ.Additional notes：

1. result in 导致

The inferior quality of the goods results in cancellation of the contract.

货物的低劣质量导致合同的取消。

result from 由……引起

You should pay for any damage resulting from your negligence .

你方应该赔偿因你方疏忽引起的任何损坏。

2. fault当表示缺点，毛病，瑕疵；错误时为可数名词

当表示（对错误所负的）责任、过错时为不可数名词，只能用单数形式

There is a fault in the size of the shoes.

鞋子的尺码有毛病。

The fault lies in short weight.

责任在于短装。

It’s not my fault.

这不是我的过错。

3. damage n. 损坏，损害

damage by water 水损

damage in transit 运输途中的损坏

damage suit 损害赔偿诉讼

damage survey 损失调查，损失检验

damage allowed as general average 可作共同海损的损失

damage through contact with other cargo 与其它货物接触的损坏

actual damage 实际损害

air shipment damage 空运损害

estimated damage 估计损害

sea shipment 海损

sea water damage 海水侵蚀

You should be responsible for the damage by water.

你应该对水损负责任。

Your bleach of the contract will damage our trade relations.

你方的违约将有损于我们今后的业务关系。

4. ground理由，根据相当于cause 或reason

可用名词复数形式或不可数名词单数形式。

be / give/ have grounds for 有……之理由

We have give much ground /many grounds for claiming against you.

我们有充分的理由向你方提出索赔。

on the grounds of ：because of 因为

On the grounds of your delay in shipment, we have suffered great losses.

由于你方延误装运，我们遭受巨大损失。

Ⅲ．Chinese version of the letter：

（A）不良包装引起的索赔

敬启者：

我方第527号关于100包府绸的订单

我们已经收到你方由幸运号轮运来的第527号项下的100包府绸。很遗憾一经检查我们发现其中12包的包装已经破碎，显然是由于不良包装造成的。

由于我们必须在把货物交付给我们的客户之前重新包装，这样不可避免地导致总计600英镑的额外花费。因此我们不得不向你方提出索赔或者我们把货物退还你方予以替换。

请尽快告之你方的决定。

谨启

（B）谢绝索赔

敬启者：

你方关于第527号订单的索赔

兹证实已经收到你方4月10日的来信。很遗憾得知第527号项下的12包府绸到达时状况不好。

如果是我们的过错我们会负责任。但是在我们调查此事我们发现该货由我们经验丰富的工人仔细包装，离开此地时状况良好，我们随函寄去的清洁提单副本可以证明。我们确认它们是在运输途中受损。在这种情况下，没有理由向我们提出索赔。因此我们建议你方最好立即向应负此责任的装船公司提出索赔。

我们希望你方满意我们的解释。

谨启

Key to Lesson Twenty-Nine

Ⅰ. Translate the following expressions into Chinese or vise verse:

1. 不良包装 6. amount to

2. 府绸 7. in question

3. 结果，因此 8. going into

4. 导致 9. experienced workman

5. 有缺陷的包装 10.clean Bill of Lading

Ⅱ. Fill in the blanks with proper prepositions:

1. about , against 2. at 3. to 4. against , for

5. with 6. on 7. by , for 8. of

Ⅲ.Translate the following sentences into English:

1. On examination, we found that many of the goods were severely damaged , though the cases themselves showed no trace of damage.

2. We regret to inform you that Case Nos. 5 and 8 were broken and their contents were damaged through improper packing.

3. We very much regret that we cannot accept your claim because the cases were in perfect condition when leaving here and the damage evidently occurred during transit.

4. In view of our pleasant trade relations, we agree to accept all your claims.

5. Please advise whether we are holding the damaged goods at your disposal or return them to you.

Ⅳ. Fill in the blanks with proper words, with the initial letters given .

note damage route consignment Judged falls Insurer

feel lodged agents result question quantity consideration

Key to skill training

Complaints for Late Delivery

Dear Sirs,

With reference to our Order No. 1011, we are surprised that you have confirmed our order since one month ago , however, we haven’t received the goods or any information from you when you can effect delivery of our order.

As our clients are in urgent need of the goods, this delay has placed us in an awkward position. We wish you to give us a satisfactory explanation of the non-execution of our order, otherwise we shall be compelled to cancel the order and reserve the right to claim .

We await your reply.

Yours faithfully,

Chapter XI Agencies

Lesson Thirty

( A ) Asking for Sole Agency

( B ) An Unfavorable Reply

I. About the letter:

(A) This is an incoming letter from a firm abroad, requesting for a sole agency for household and decorative wares on a commission basis. Besides, they offer the business relations with their counterpart, the China National Handicrafts and Arts Import & Export Corporation, Shanghai Branch.

In international trade, a lot of business has been done through selling or buying agents, and most of large firms in the world have agencies or agents. In order to enlarge business activities, we have to choose some reliable agents for the sale of our products, and make an agreement (better: a time agreement) with them so as to facilitate opening new markets in every part of the world. In choosing competent agents, we have to pay more attention to their qualification, experience, commercial moral, reputation and what is more important, the ability in doing business. As for the rewards to the agency company, they are paid on a commission basis, that is, according to the quantity of the goods sold.

(B) This is a letter in reply to the previous one. The writer, in this letter, declines the proposal of the firm abroad for an agency arrangement, as it is rather premature to consider this matter.

In order to try out a period of cooperation in the development of business, the writer encloses tow copies of pricelists for their reference.

II. Additional notes:

1. kinds of agents:

As far as buying and selling are concerned, there are mainly two types of agents:

1) general agent ( 一般代理)：

General agent may be a firm or a person who acts under some degree of instructions from his principals to sell (or to buy) goods on the best terms obtainable. He charges a “commission” for his services under some kinds of agreement or contract.

2) sole agent (exclusive agent) (独家代理人)

Similar to general agent, a sole agent may be a firm or a person who acts as exclusively for one foreign principal with exclusive (or sole) agency right to sell on a commission basis certain commodities in a certain area under some kind of agreement or contract.

2. This is to inform you that…

这是正式场合的信件使用的一种句型。句首的This =This letter. 这种句型属于所谓“旧式用语”(old-fashioned expression).

类似的句型较多，如：

This is to acknowledge……兹收到……

This is to advise that……兹通知……

This is to announce that……兹宣布……

This is to certify that ……兹证明……

This is to inform you that the goods you ordered have been shipped on board the vessel.

兹通知你方订购的货物已装船。

This is to announce that in consequence of the rapid rise in cost of raw materials from which our products are manufactured, from and after October 20, our previous pricelist will be cancelled and replaced by the new one which we enclose.

兹宣布，由于我们产品的原料价格急剧上涨，从十月二十日起，我们过去的价目单作废，由随函附寄的新价目单代替。

3. act as ph. v. 充当; 担任

The general trading companies often act as intermediaries between banks and manufacturing and retail concerns.

综合贸易公司经常担任银行和制造商及零售商之间的中间人。

With your excellent connections, we believe it will be possible to promote the sale of our products in your territory, and we hope your acting as our agent will be to our mutual benefit.

由于你方有很好的业务关系，我们相信在你地促销我们的产品是很有可能的。希望你方担任我们的代理会有利于双方。

4. agent n. 代理人 agency n. 代理

从本意讲，agent 是 a person authorized expressly or impliedly to transact business for another, called the Principal, 即：明示范或默认受权为委托方进行业务的人；agency 是business, place of business of an agent, 即：代理人的业务，代理人办理业务的地点。也就是：代理业务，代理处。一般说来，agent 指代理人，agents或agency 指代理方。

The company has agencies in all parts of Africa.

该公司在非洲各地均有代理。

The volume of business done does not warrant entrusting you with exclusive agency at present.

已达成的营业额还不足以使我方目前委托你方为独家代理。

5. specialize v. 专门经营

基本结构：specialize in + n.

It made economic sense for a nation to specialize in certain activities and produce those goods in which it had the most advantage, and to exchange those goods for the products of other nations which had advantage in different fields.

对一个国家来说，专门从事一定的生产活动，生产它拥有最大优势的商品，并用这些商品和在其他方面拥有优势的国家所生产的产品进行交换，那在经济上是合算的。

6. deem v. 认为

后接复合宾语或that 引起的宾语从句。

Do you deem the plan ( to be ) feasible?

你认为这个计划可行吗？

Influence of MNCs on the host countries may be deemed a challenge to national sovereignty.

MNCs=Multinational Corporations

跨国公司在东道国的影响可以认为是对国家主权的一种挑战。

7. take into consideration 考虑

The documents produced by you to support the claim for compensation are insufficient. Therefore, we cannot take your claim into consideration.

你方为索赔提供的文件不够充分。因此，我们不能考虑你方的索赔。

We hope that you will take our requirements into immediate consideration.

我们希望你方能对我们的要求给予及时的考虑。

8. marketability n. 销售可能性

We do not doubt about the marketability of our hand-embroidered shirt in your district.

我们毫不怀疑我们的手绣衬衣在你们地区的销售可能性。

marketable (= saleable ) adj. 可销售的

The goods are not marketable at the price mentioned.

按所说的价格，这种货是卖不出去的。

9. turnover n. 营业额，成交额；周转

According to the usual practice you are expected to submit to us annual sales program, i.e. an estimated amount of turnover.

按照通常做法，希望你们提交一份年度销售计划，及估计营业额。

We have reduced the price by 5% so as t make a quick turnover.

我方已降低5%，以便加快周转。

10. justify v. 证明……是正确的，认为……是有理的

We will draw on you for the shortage, which is too small to justify faxing for amendment.

我们将开具汇票向你方索取短少的金额，该金额太小，不值得发电报要求修改。

We are of the opinion that a bigger turnover must reache to justify establishing the agency.

我们认为必须做到较大营业额后才建立代理为好。

III．Chinese version of the letter:

(A) 要求做独家代理

中国进出口公司

上海分公司

中国

敬启者：

兹奉告，我们是以独家代理为基础挣取佣金的代理商，专门经营家庭用具和装饰品，如瓷器、漆器和玻璃器皿。

我们一直同你们上海分公司的瓷器部合作，双方对彼此都感到满意，有关我们公司情况，可洽询该公司。

我们非常愿意同贵公司建立独家代理业务关系，在开罗推销你们的产品。

切盼你方的消息。

Harace Watkins & Son Ltd.

20…年7月25日

（ B ）否定的答复

Harace Watkins & Son Ltd.

P.O Box 1234

坦桑尼亚

敬启者：

谢谢你方7月25日来函。

鉴于我们尚处于相互熟悉阶段，目前考虑独家代理事宜似乎尚未成熟。我们的意见是最好双方经过一段试验合作时期，看看业务如何发展。同时你方有必要测试一下我们的产品在你方地区的销售可能性，并继续努力达到更大的销售额，来证明安排独家代理是合适的。

随函寄去最新的价目表二份，列明我们经营的与你们公司对口的所有产品。

盼再函告。

中国进出口公司

上海分公司

经理

附件： 20…年8月20日

Key to Lesson Thirty

I．Translate the following phrases:

1. sole agency 2. sole agent 3. turnover

4. 担任 5. 以收取独家代理佣金为基础 6.. 在……范围内

II. Fill in the blanks in the following letter with appropriate words:

received note view agency agreeable

meeting book hesitate short under

III. Translate the following Chinese part into English:

1) a. when business between us has developed to our mutual satisfaction.

b. When circumstances necessitate doing so.

c. When we get to know each other better.

2) a. it’s too early yet to dwell on this subject.

b. the time is not yet ripe for a discussion on agency.

c. We are not yet thoroughly acquainted.

3) a.. and we hope that you will continue your efforts in pushing the sale of our products at the present stage.

b. and we hope you will redouble your efforts to build a large turnover.

c. and meanwhile, we should like to know the definite quantities you require quarterly or annually.

Lesson Thirty-One

A Favorable Reply To the Request For Sole agency

I. About the letter:

This letter is a favorable reply to the request for sole agency for “Tiantan” brand Men’s Shirts in Turkey. The writer is willing to cooperate with the cooperator with a view to furthering a mutually beneficial trade.

II. Additional notes:

1. impress v. 留下印象，使发生好的或深刻的印象

Although your views impress us deeply, we feel that the local condition may not at present make worth while the expenses of advertisement.

虽然你们的看法给我们留下深刻的印象，但我认为目前当地条件还不值得我们花费广告费用。

We are favorably impressed by (or: with) your proposal for ( or: of ) sole agency.

我们对你们要求担任独家代理的建议印象很好。

impression n. 印象

under the impression 有这样的印象，认为

Your first shipment has made a strong impression on the users.

你们的第一批货给用户留下深刻的印象。

We are under the impression that you were not interested in small quantities.

我们原以为你们对小数量不感兴趣。

2. entrust v. 委托, 托付

entrust sb. with sth. 委托某人做某事。

entrust sth to sb. 把某事委托某人

We have entrusted the matter to our representative, who will have a discussion with you.

我们已将此事委托我们的代表和你方商谈。

3. draw up ph. v. 草拟

We have drawn up a consignment agency agreement and enclose two copies for your approval.

我们已草拟寄售代理协议，现随函附寄二份征求你方意见。

We will draw up the contract for signature.

我们将拟出合同供明日签署。

4. go over ph. v. 研究，检查，审阅

We must go over every clause in the letter of credit before shipment.

装运前，我们必须审阅信用证的每一项条款。

5. further v. 增进，促进

If you give us the agency, we should spare no efforts to further your interest.

如果你方授权我方代理，我们将不遗余力增进你方利益。

III．Chinese version of the letter:

对要求独家代理的肯定答复

敬启者：

五月十五日函悉，对你公司的建议深为赞赏。经认真回顾双方的业务关系，现决定委托你方作为我们在土尔其经销“天坛牌”男衬衣的独家代理。我们已草拟了一份协议草案，现随函附上。请仔细阅读其详细条款，并告知是否同意。

为促进双方互利互惠贸易，我们保证与你方密切合作。

谨启

中国纺织品进出口公司

经理

附件如文

Key to Lesson Thirty-One

I. Translate the following phrases:

1. draw up 2. draft agreement 3.detailed terms and conditions

4. 保证 5.为了 6.委托（某人）管理

II.Fill in the blanks in the following passage with a proper word of which the initial letter is

given:

1) inquiry 2) agency 3) After 4) think 5) premature

6) transactions 7) business 8) misinterpret 9) way 10) fact

11) satisfied 12) However 13) opinion 14) reached 15) agency

16) advisable 17)sales 18) agree 19) point 20) cooperation

III.Translate the following letter into English:

Dear Sirs,

We understand that you are not represented in this country, and we wish to offer our services

with a view to marketing your products.

We believe that we can offer unrivalled expert knowledge in obtaining orders and handling sales and documentation for you because of our considerable experience in dealing in this line of products over a period of thirty years.

If you are interested in our proposal, we shall be very happy to provide bank and trade reference to you.

We look forward to hearing from you.

Yours faithfully,

Lesson Thirty-Two

Sole Agency Agreement

I.About the letter:

Sole agency refers to a firm or person who acts exclusively for one foreign principal with exclusive (or: sole) agency rights to sell on a commission basis certain commodities in a certain area under some kinds of agreement or contact.

II. Additional notes:

1. there of adv. =of that 其

= from that source 由此

thereafter adv. = afterwards 此后，以后，其后

therefrom adv. = from that 从那里

thereby adv. = by that means 借此

therein adv. =in that 在那里

thereinafter adv. =in that part which follows 在下一部分中，在下文中

thereon adv. = on that 在那上面

thereto adv. = to that 在那里

thereunder adv. = under that 在其下

thereupon adv. = then 随即

therewith adv. = with that 与此

= in addition to that 此外，又

2. expiration n. 终止；期满

The shipment must arrive here before the expiration of the license.

这批货必须在许可证期满前到达此地。

3. publicity n. 宣传，广告

give publicity to 宣传，公布

It appears to us that you had better give wide publicity to your commodities in the specialized journals.

在我们看来你方最好将你们的商品在专门的刊物广泛宣传。

4. dispute n. 争议，争执

in ( or: under ) dispute 在争议中

beyond dispute 无可争议

All disputes arising from the execution of or in connection with this contract shall be settled amicably through friendly negotiation.

所有因执行此合同或与此合同有关的争议都将通过友好谈判来友善地解决。

5. interfere v. 干预，干扰；妨碍，影响

We should deliver the goods next week if nothing interferes.

如无别的干扰，我们一定下周发货。

III．Chinese version of the letter:

独家代理协议

为了在平等互利的基础上，促进业务的发展，订约双方按照下列条款签订本协议：

一、订约双方：

供货人：天津立达（集团）公司（以下简称甲方）

代理人：XXX公司（以下简称乙方）

二、商品及数量：

甲方现委托乙方为（XX商品）之独家代理，乙方保证在协议期限内对上述商品的销售数量不少于XXX。

三、代理地区：

仅限于XXX地区。

四、订单的确认：

本协议所制定的商品，其数量、价格及装运期均在每笔交易中确认，其详细内容将在甲方的销售合同中列明。

五、付款：

订货确认后，一方应在售货合同规定的期限内安排开列以甲方为受益人的、100%不可撤消的即期信用证。信用证开出后，应即通知甲方，以便甲方准备装货。

六、佣金：

甲方在收到每笔货款后，将按发票金额付乙方……%佣金。

七、市场情况报告：

乙方有义务每三个月向甲方详细报道现行市场情况及消费者的意见。乙方必须经常提供市场上其他同类商品的样品价格、销售情况及广告资料等供甲方参考。

八、广告宣传费用：

在本协议有效期内，乙方应承担上述地区的一切广告宣传费用，其所用之图样稿纸内容须事先经甲方同意。

九、协议有效期：

本协议经双方签署后生效，有效期自X年X月X日起至X年X月X日止。如同意续约，任何一方应在协议期满前一个月内以书面形式通知对方。如某一方未履行本协议条款，则另一方有权中止协议。

一十、凡因执行本协议所发生的一切争议，双方应协商解决。如协商不能得到解决，应提北京中国国际贸易促进委员会对外贸易仲裁程序暂行规定进行仲裁，并作为最终裁决，对双方均有约束力。

十一、其他条款：

（一）协议所列商品甲方不应供应给上述的区的其他客户，如有直接询盘，甲方应转交乙方。但是，如果其他客户坚持与甲方直接成交时，甲方将有权接受。在后一种情况下，甲方应寄交乙方销售合同副本一份，并保留发票净值……%的佣金给乙方。

（二）如乙方不能在每XX月内订购至少XX（数量）的XX（商品名称），甲方将不受本协议的约束。

（三）对双方政府间进行的业务，甲方按其政府的授权将有权处理此类直接交易而不受本协议的约束。乙方不得干预此类直接交易，也不得因此提出任何补偿和佣金的要求。

（四）其他未尽事宜，将按双方签署的正式销售合同中规定的条款为准。

本协议一式四份，双方各执二份。

甲方（供货人）乙方（代理人）

X年X月X日

Key to Lesson Thirty-Two

I.Translate the following phrases:

1）不预先通知 2) 在前的 3) 一致同意

4) transit business 5) rights and obligations 6) take effect

II.Translate the following sentences：

1) As regards your proposal to act as our agent, we deem it premature to discuss the subject of this nature.

2) Please exert your best to push the sales so as to justify our entering into the agency agreement.

3) In spite of the fact that our price is quite low, we exceptionally allow you a 2% discount as a special accommodation.

4) If the quantity exceeds 1,000 dozen, we will allow a 5% discount.

5) 我们对所有客户都按照同样的佣金率付给佣金。

6) 按照我们的记录，应付你们的佣金总额应为588美元。

7) 我们愿意指出此项限制不仅仅是针对你们的。

8) 在这种情况下，我们歉难照顾，但相信你方能理解我们的处境。

III.Translate the following letter into Chinese:

先生：

我们已及时收到你方7月15日来信，并且在仔细考虑了来信所述内容之后，我们对你方提出的充当我们的代理一事印象甚好。

我们曾经同好几家公司商谈过，但目前对此事尚未做出决定。然而如果条款能够谈妥，我们认为你方正是我们想要找的代理人，我们相信你们在整个行业中有着良好的关系，而且看来进一步发展业务是个好时机，我们是一直同你们提到的那些客户进行这项业务。

当然，这件事的关键在于你方获得并履行的定单上需要多少佣金。既然你方的Wilson Horlake 先生打算在两星期后访问上海，我们想，与其书述一般条款而在双方会晤以后可能还要修改或撤销，不如当面同他讨论各个事项为好。

我们等候Horlake 先生来访。

中国进出口公司

20…年7月28日

Key to Skill Training

1. An important reason for appointing agent in a foreign country to which the goods are to be exported is that the agent knows the local condition and the local market, He also knows what goods are best suited to his area and what prices the market will bear.

2. The main types of agents in buying and selling are general agent and sole agent. The difference between them is that a general agent acts under some degree of instructions from his principals to sell or to buy goods on the best terms obtainable. He charges a certain percent of commission for his services under some kind of agreement or contract. A sole agent acts exclusively for one foreign principal with exclusive agency rights to sell on a commission basis certain commodities in a certain area under some kind of agreement or contract.

3. A formal agency agreement may cover all or some of the following:

a. The nature and duration of the agency..

b. The territory to be covered.

c. The duties of agent and principal.

d. The method of purchase and sale.

4. Yes. There are other types of agencies, such as

e. Brokers who negotiate sales and purchases contracts for buyers and sellers without rights of their own in the goods.

f. Factors, who have authority to sell in their own name for the principal, to receive payment, and to sell at times and prices which they consider advisable.

g. Forwarding agents, who carry out the duties connected with collecting and delivering the goods.

Chapter XII

Other International Business Activities

Lesson Thirty-Three

Joint Venture

I. About the letter:

The most practical method of absorbing foreign investment is to enter into the Joint-venture with foreigners, overseas Chinese and compatriots in Hongkong and Macao while we supply premises, land, etc. The profits, risks and losses of a Joint-venture shall be shared by the parties to the venture in proportion to their5 contributions to the registered capital within a certain term a agreed on by the parties concerned.

II. Chinese version of the letter:

合资企业

中国国际信托投资公司

执事先生:

合资企业

感谢你们及时答复我们9月20日的信。至于你信中资询的投资金额和投资形式，兹告我们计划投资500万美元，其中40%现金，40%资本货物，其余20%为技术。我们希望中方的合伙人投资相同金额作为他们投资的份额。

我们已经研究了中华人民共和国合资企业法，决定按贵政府1979年7月8日颁布的使用权。鉴于上海是一座世界文明的大城市，有着通讯、交通、金融等方面较好的服务，我们建议场地应设在上海郊区。据我们所知，像我们那样的合资企业公司，上海郊区的条件对我们有利。

由于许多有关订立的事项悬着有待处理，看来我们要派代表到中国与中方合伙人当面进行讨论为好，而不是用冗长的信函来进行联系。请提出你认为方便的会晤时间和日期，我们盼望不久收到你的信。

环球建筑物资供应公司

Key to Lesson Thirty-Three

I. Translate the following expressions:

1 合资企业 6.amount of investment

2. 资本货物 7. promulgate

3. 大城市 8. share

4.捐资份额 9. seeing that……

5.外商投资 10. would economic

II. Fill in the blanks with the proper words or phrases:

extended, strengthened, discussion, setting up,

benefit, appreciated, foreign investment go through

III. Translate the following sentences:

1. 我们想知道与你方从事合资企业需要什么程序。

2. 合资企业有助于中国进口先进并且有效的技术,在管理上获得有用的经验,训练合格的人才。

3. 合资企业的所有活动应遵守中华人民共和国的有关法律.法规的规定。

4. 一旦在合资企业的终止日期之前的终止，应按相关的法律清算。

5. 中国政府根据外国合资企业投资法保护。

6. 有效期为十五年。

Lesson Thirty-Four

Compensation Trade

I.About the letter:

With the development of the Open Policy of our country, Compensation Trade is widely adopted in international business activities. It is a form using the resultant products or some other contracted commodities to pay for the equipment or technical know-how imported. It’s a roundabout way to solve the problem of how a local company or manufacturer can acquire foreign exchange necessary ti finance essential imports.

II. Chinese version the the letter:

补偿贸易

法国克勒伯公司&克勒伯公司地址

敬启者：

很高兴从北京中国国家化工建设公司得知你们是欧洲主要的化学机器制造商。

我们想要与你方做关于工厂建设的补偿贸易, 工厂生产能力在合肥化学产品中每年至少12,000公吨聚氯乙烯糊状树脂产品。

我们真诚地希望你们的代表和工程师能来合肥检查潜在的生产能力并与我们达成协议。

期待你方及时注意此事。

谨启

Key to Lesson Thirty-Four

I. Translate the following expression:

1. 补偿贸易 2. 直接商品 3. 关于 4. 总结出,得出结论

5. negotiate with sb. 6. do compensation trade with sb. 7. capacity of production

II. Choose the best answer:

1. d 2. c. 3. d. 4. c 5. d 6. b. 7 b. 8. a

III. Translate the following sentences into English:

1. What we do compensation trade for is to import advanced equipment and technology in order to raise the quality of our products, and to balance foreign currency required for import equipment and technology with foreign currency earned from export products.

2. The total cost of the entire equipment will be reimbursed in installment within 5 years, while on the other hand, you should undertake to counter-purchase all the products manufactured with the equipment supplied by you.

3. The equipment and technology to be provided by you should be kept up with advanced world standards, reasonable in price and fit for our condition of production.

4. We will advance the cost of machines, which you shall compensate it by installments, plus freight and interest at 5% per annum.

5. I believe our proposal for selling your gods on consignment offers good prospects.

6. For your reference, we enclose a copy of our compensation trade agreement with a UK company, and hope that the same Arbitration Clause be included in the draft agreement you are to prepare.

Lesson Thirty-Five

Investment in China

I. About the letter:

A prerequisite to realizing the economic development programs is to provide sufficient funds and get rid of technological and managerial backwardness. Making wide use of foreign capital and introducing advanced technology and management have foung their importance in the building of socialism with Chinese characteristics.

II. Chines version of the letter:

在中国投资

执事先生:

我们对于广东省的食品产业上的投资很感兴趣, 想知道你们可以给予外国投资者什么样的优惠待遇。

请顺便告知在沿海开放口岸的经济技术开发区投资与深圳、珠海、汕头的经济特区投资有什么不同, 以便我们可以选择我们投资最佳地点。

谨启

回函

执事先生:

感谢你方三月二日的来函,并真诚地欢迎你方在我省投资。

我们列举了以下关于外国投资者的优惠待遇的一些条款供你方参考。所有信息都已按要求提供。

1.进入国内市场

这适用于外商投资企业把先进的技术进口到中国, 生产出新的,中国目前不存在的产品和技术, 或者是进口代替品,或在商品的质量,种类和规格上能够满足国内市场的需求。在国内市场已经销售了自己产品的技术先进的企业可能会采取以下措施来平衡外汇收入。

通过向政府申请并且得到政府的同意, 生产代替进口商品企业可能会接受这些原来用来进口代替品的外汇。

通过官方的同意, 企业已经向市场提供了中国不存在或没有生产的商品, 或者是短缺的商品通过外汇调整安排可以得到一定数额的外汇。

这些企业可以将他们的人民币收入投入到利用外汇的出口企业。

技术先进的企业, 经过对外经济关系和贸易部门的同意, 允许使用人民币资金去购买。

一些不在国家统一管理下的货物，这些货物可能会通过企业的经营和利润遣返出口来挣得外汇。

2. 对于技术先进型企业的征税优惠

这些企业可以免除利润汇税。他们在五年免税期满后的三年里也可以享受50% 的公司所得税。企业在五年多的时间里再投资他们的税捐扣利后的利润, 企业可以通过已经投资在投资总额中的公司所得税的部分比例得到偿还。

3. 对外向型企业征税优惠.

这些企业免交利润税款税。如果他们在五年多的时间里再投资他们的税捐扣利后的利润, 企业可以通过已经投资在投资总额中的公司所得税的部分比例得到偿还。 50%的利润税减少提供给一些在税收降低初级阶段出口量达70%或更多的企业。在经济特区或经济技术开发区的企业,以及和那些享有15%利润税率的企业允许有10%的税率减少。

4. 签证和居留证

对出入境中国的控制已经对于外国投资者放松了许多。中国政府已经与外商及他们的家人签发了居留证, 他们来中国可能是出差或者是执行与中国的合同, 也就是说中外合资企业，合作管理, 近海石油资源的合作探索和发展, 外商独资企业, 补偿贸易等。

外国人员可以在省或地方性公安部门仅仅通过出示签立的合同或从相关高级政府官员那里得到的官方信函来申请签证或居留证。

5. 延长收入免税期

由全国人民代表大会颁布的“关于中外投资合资企业的中华人民共和国的所得税法的第5款规定”：一个新成立的有10年或以上经营年限的合资企业, 可以通过企业提交申请的税务机关的同意, 在第一个盈利年里免交个人所得税, 并允许在第二和第三年里有50%的税款减。1983年举行的第6 届全国人民代表大会常务委员会第二次会议对此做了修改。自此以后, 这样的企业在第一个盈利年里免交个人所得税, 并允许在第三和第四年里有50%的税款减少。

对于海港建设来说, 允许延期。国务院1985年九月颁布的“对于海港建设的中外合资企业的优惠待遇的暂行条例规定”：对于合资企业的个人以降低15%的税率免交个人所得税。一个新建立的合资企业有15年或以上的合作期限,在前五年盈利年里免交个人所得税并允许在接下来的五个盈利年里有50%的减少, 由合资企业提交的申请须经省,自治区或地方性税务局同意, 这些设计海港建设的合资企业通常要涉及大的投资, 经过相当长的阶段去建设，并且投资收益率低。

6. 十四个沿海开放口岸的经济特区和经济技术开发区对于合资企业的优惠待遇利率。

优惠待遇可以给予四个经济特区内的外商, 即深圳、珠海、汕头和厦门, 以及在大连、秦皇岛、天津、烟台、青岛、连云港、南通、上海、宁波、温州、福州、广州、湛江和北海,十四个沿海开放口岸的经济技术开发区。例如, 工业型企业(合资企业、合作企业、外商独资企业)的个人所得税率是15%, 从他们第一个盈利年开始，对于以上所说的地区以外的企业个人所得税率是30%。这些地区的企业也可以减免当地附加税。由国务院1986年十月颁布的22款项下的规定,税率会进一步减少。这些地区内的外向型企业,有70%或以上的出口率的,并以15%税率为条件的, 将享有10%的税率降低。

对于利息收入、技术转让费、技术服务费和在这些地区外国投资者经营版税的个人所得税率是10%，除了相关法律中有具体减免。对于这些地区外的企业,税率是20%。这些地区的外商投资可以减免利润汇款税。

我们希望你们可以对以上信息有个充分的了解。如果需要更进一步的具体情况，请立刻告诉我们，欢迎你方投资、询问。

谨启 .

Key to Lesson Thirty-Five

I. Translate the following expressions:

1. 所得税 2. 移交 3. 当地附加税 4. 税款

5.preferential treatment 6. economic development zone

7. Customs formalities 8. direct investment

II. Fill in each of the blanks with the words and expressions in the boxes:

1. publish 2. income taxes 3. submit 4. individual 5. statement 6. credit

III. Translate the following sentences into Chinese:

1. 来件可获免。

2. 直接外商投资包括由外企提供的设备、资金、技术和劳动力。

3. 从投资中获利是外商投资的目的。

4. 在当今社会中吸引外商投资是一个普遍的惯例。

5. 这家银行拥有资产达五百万英镑以上。

6. 公债是一种安全可靠的投资。

Lesson Thirty-Six

Bidding

I.About the Letter:

Bidding is mostly used to purchase goods and material in large quantities or services of installation, construction, etc. Procurement by bid is a most effective means of getting materials or services needed at lower costs.

The party who calls for bids usually publishes an advertisement stating the name and specifications of the goods or services to be purchased; the time limit for the application and the conditions of the prequalification procedure. Normally the interested forms are required to pay a certain fee for the bidding documents.

II. Chinese version of the letter:

国防部采购处招标采购奶粉和茶叶

请投标人在2004年7月27日11时前将用火漆密封的报价单投入我处第七号投标箱。于当天15时（本地时间）开标。

投标书的信封必须写明：

埃塞俄比亚亚的斯亚贝巴 3811邮箱

社会主义埃塞俄比亚临时军政府

国防部采购处

供应奶粉和茶的投标书

投标人的地址也应在信封上写明。投标委员会将于上述时间和地点在总经理办公室于投标人或其授权代表面前当众开标；并在彻底查验全部报价单以后通知中标人并据此签订合同。

签署.

Key to Lesson Thirty-Six

I. Translate the following expressions:

1.招标 2. 投标文件 3. 投标保证金 4. 公开招标

5.tender committee 6. tender box 7. attachment 8. sealed bidding

II. Please insert an appropriate word or a phrase into each of the blanks below by choosing one from the bracket . Change the word form if necessary:

1. registered 2. accompanied 3. necessarily 4. technical 5. competence 6. appeared

III. Translate the following Chinese into English:

1. It is said that your country is prepared to call for a bid to build an ocean going tanker. Is that true?

2. Invitation to bid should also be advertised in at least one newspaper of general circulation in the borrower’s country.

3. If you fail to furnish a bid bond before the opening of tender, your bids will not be considered.

4. You can submit your tender direct or through your representative in Hong Kong.

5. Generally, not less than 45 days from the date of invitation to bid should be allowed for international bidding.

6. Of course it is a public tender opening. All the bidders will be invited to join us to supervise the opening.

7. The evaluation of bids and the selection of successful bidder will be based on the total price of each package.

8. Tenders are offers made in response to an advertisement to undertake a piece of work or supply certain goods at a stated price.

Key to Skill Training

补偿贸易总协议

以上三方通过友好协商，于一九八七年十一月二十九日在中国福建泉州签订如下协议：

1. AITIC与KREBS就在泉州化工厂建立年产12，500吨MSP－3PVC糊状树脂产品以购销形式进行补偿贸易。

2. 在总协定签订的同时，签订了两个分项合同，一个是由AITIC与KREBS签订的由KREBS提供技术、设备，生产PVC糊状树脂产品的合同。合同号是87ANNV/5001－1CF，另一个是由AITIC与ATOCHEM签订的销售PVC糊状树脂产品的合同，合同号是87ANNV/5001-2CF。

3. 以上两个分合同是本协议的两个附件（87ANNV/5001－1CF是附件1，87ANNV/5001-2CF是附件2），他们将与总协议同日生效，不论何种原因，如果一个不能生效，其余均自动无效。各方将根据签字方所签合同的各自规定履行自己的责任和义务。（AITIC与KREBS履行87ANNV/5001－1CF合同，AITIC与ATOCHEM履行87ANNV/5001-2CF合同）在每份合同执行期间，并未签署合同的一方对该合同不负任何责任。如任何一方没有履行合同规定的责任和义务，应按各自的合同违约条款执行，由此而产生的直接经济损失由违约方负担。

4. 根据合同87ANNV/5001－1CF，KREBS向AITIC提供生产MSF-3PVC糊状树脂设备零备件、技术文件、技术诀窍，（其中包括部分ATOCHEM的二手设备、技术诀窍）总价为3200万FF。部分用买方信贷付款，其买方信贷根据一九八六年十二月十五日中国银行和法国银行集团签订的贷款协议，并经中国银行批准。详见合同87ANNV/5001-1CF。

5. 根据合同87ANNV/5001-2CF，ATOCHEM保证在五年期间内有义务向AITIC购买，AITIC有义务向ATOCHEM出售KREBS提供的设备，使用ATOCHEM提供的MSP－3技术在中国福建泉州化工厂生产的合格的PVC糊状树脂产品7500吨。ATOCHEM与AITIC就价格、包装、交货、质量等进行了洽商，详见合同87ANNV/5001-2CF。