外贸英语试题
(2000年9月)
I ．Translate the following terms: 10%
1. From English into Chinese:
(1) PNTR
(2) Irrevocable Letter of Credit
(3) Blank Endorsement
(4) General Average
(5) FAQ
(6) DES
(7) Franchise
(8) FPA
(9) Bill of Exchange
(10) Auction
2. From Chinese into English (5%)
(1)世界银行
(2)电子商务
(3)托运人
(4)进口许可证
(5)国际商会
II．Choose the best answer for each of the following question (25%)
1. Contracts must be renewed one week _______ their expiration.
A on B against C the moment of D before
2. The commodities you offered are _________ line with the business scope of our clients.
A outside B out of C out D without
3. We are arranging for n inspection tour of _________ the material was processed.
A place B the place C where D there
4. We are reconsidering those trade terms _______ might be adverse to the interest of our principals.
A what B that C when D where
5. Information indicates that some similar goods of Indian origin have been sold here _______ about 30% lower than yours.
A with a level B at something C at quotation D with a figure
6. As we are ________ of these goods, please expedite shipment after receiving our L/C.
A in badly need B badly in need C urgent in need D in urgently need
7. We give you on the attached sheet full details regarding packing and marking, which must be strictly ________.
A observed B abide by C submitted D seen
8. We ______ to allow you a special discount if you increase your order to 5000 pairs.
A have prepared B are prepare C are prepared D were prepared
9. The importance of delivery on time ______ overstressed, because failure to receive goods or services will cause serious inconvenience to the end-users.
A can B be C cannot be D could be
11. We wish to stress that shipment must be made within the prescribed time limit, as a further _______ will not be considered by our end - users.
A prolong B protract C extension D expansion
12. With computer users linked to the Internet growing _____ every year, business is trying to cash in on the worldwide network.
A at million B with a million C with one million D by millions
13. We regret having to remind you that 30% of the freight is still ______.
A owned B owning C outstanding D understanding
14. ______ you fulfill the terms of the L/C, we will accept the drafts drawn under this credit.
A Provided B To provide C In the case D Only if
15. Kindly advise us of the steamers that call ______ your port every month.
A at B on C in D for
16. It should be _______ if you could immediately ______ what quantity you can supply us at present.
A thankful, advise B appreciate, advise C appreciated, advise D appreciating, inform
17. We thank you for your e-mail of November 25 _______ your purchase of 10 M/T wild rice.
A confirm B confirming C to confirm D confirmed
18 Subject to satisfactory arrangements ______ terms and conditions, we should be pleased to act as your sole agent.
A as B as per C as if D as to
19. Our usual terms of payment are ____ L/C and we hope they will be satisfactory ____ you.
A by, for B by, to C for, to D for, with
20. That helps to explain ______ businesses are setting up Net sites even though profits aren’t yet very big.
A that B the reason for C why D why that
21. We find that there is no stipulation of transshipment _____ in the relative L/C.
A allowing B which allows C which allowed D being allowed
22. After unpacking the case we found that the goods did not ______ with the original sample.
A match B come up C agree D measure
23. If the first shipment ______, we guarantee that we will send you many repeat orders.
A will prove satisfactory B proves satisfactory C turns out a satisfaction D turns out to be satisfied
24. It is necessary that an arbitration clause _______ in the contract.
A will be included B must be included C be included D has been included
25. Please see that your written confirmation _____ by the end of this month; otherwise we will be free from the obligation for his offer.
A reaches us B will reach us C reach us D reached us
III. Translate the following into an English letter in a proper form (20%)
写信人：新路华贸易有限公司，
地址：中国上海，兴达路999 号金星大厦（Golden Star Mansion ）33层
收信人：James Brown & Sons, 由日用品部（Daily Articles Dept ）办理
地址：#304- 310 Jalan Street, Toronto, Canada
日期：2000 年6月30日
内容：
感谢你6月15日的来函的样品。
特告知，我方客户对你样品的试用结果非常满意，但现在仍有些犹豫。
经与同类货物作仔细比较，我们发现你方报价有点高。当前的洗发精（Shampoo）市场充斥着各种各样的品牌，象Rejoice, Pond’s 等优质产品很容易买到。而且这些品牌都已得到我地市场的认可。就洗发精而言，很多消费者不愿接受新产品。你方产品作为新品牌，最大的卖点将是它的护发（hair care）功能；质量上虽然已经达到客户要求，但要想在我地市场打开销路，必须还要具备价格优势，否则是很难与一些老牌产品竞争的。
鉴于此，我方客户建议将原报价减10%。请考虑并作及时答复。
IV Fill in the contract form with information gathered from the following correspondences (15%)
(1)
Outgoing Letter
Beijing, Novem
1、我某公司拟从国外进口一批电脑。询价结果如下： 美国某公司报价 2,500美元/台 德国某公司报价 4,800马克/台 已知纽约外汇市场美元对马克的汇率为：1美元=1.848/1.8250马克 问：若不考虑其他因素，我公司应接受哪种报价？为什么？ 2、中国A公司在B国投标争取某项工程的承包权，该工程为5栋规格完全相同的住宅楼，经勘察核算，每栋楼的直接费用为800万美元，间接费为150万美元。根据当地市场行情，A公司将毛利率定为3%，考虑到工程技术难度不大，竞争激烈，为提高中标率，最终报价降低了一个百分点，问A公司最终报价为多少万美元？（结果保留一位小数） 3、某公司出口货物一批，原报价为每公吨2,000美元CIFC3%科威特，客户要求改报CFRC5%科威特价。查原报价保险险别为水渍险并附加钩损险，其费率分别为0.8%和0.4%，按CIF价加一成投保。试计算CFRC5%科威特价。 4、某公司出口箱装货物，报价为每箱50美元CFR伦敦。英商要求改报FOB价，我应报价多少？（已知：该货物体积每箱长45厘米、宽40厘米、高25厘米，每箱毛重35公斤，运费计算标准为W/M，每运费吨基本运费为120美元，并加收直航附加费20%，港口附加费10%。） 六、案例分析
1、我某公司向国外A商出口货物一批。A商按时开来不可撤销即期议付信用证，该证由设在我国境内的外资B银行通知并加保兑。我公司在货物装运后，将全套合格单据送交B银行议付，收妥货款。但B银行向开证行索偿时，得到开证行因经营不善已宣布破产。于是，B银行要求我公司将议传说 的货款退还，并建议我方可委托其向A商直接索取货款。对此你认为我公司应如何处理？为什么？ 2、A公司委托B公司进口机器一台，合同规定索赔期限为货到目的港后30天。货到目的港卸船后，B公司立即将货物转给至A公司，因A公司厂房尚未建好，机器无法安装试车。半年后厂房完工，机器安装完毕进行试车，A公司发现机器不能正常运转。经过商检机构检验证明，该机器是旧货，于是A公司要求B公司对外索赔，但外商拒绝赔偿，A公司遭受了巨大经济损失。问我们应从中吸取什么教训？ 3、A公司将自己拥用的生产某种机电产品的技术专利，在专利有效期和专利保护的区域内，以独占许可的方式将这一技术转让给B公司，并签订了相应的合同。在合同有效期内，A公司又将此技术转让给同一地区范围内的C公司，使C公司成为B公司的竞争对手。为此，B公司向C公司提出抗议。据此案例，如果你是B公司的老总，你认为应怎么做？为什么？ 4、中国某服装公司为绕开美国的贸易限制，较快地进入美国市场，准备在美国投资办厂。经调查发现有一家美国的生产服装的厂家，因资金不足等原因面临破产，这家企业有一定的销售渠道和技术实力。这种情况下，作为中国企业的决策人在美国的投资是选择新建企业还是收购这家企业更为有利，为什么？这家中国企业在美国的投资属于哪种投资导向类型？ 5、曾有两个案例：其一，某公司向伊朗出口了200吨肉鸭，货物刚运抵伊朗海关，即被打回票。原因是鸭子的屠宰方法不符合伊斯兰教教规，必须退货，于是，肉鸭不得不"出口转内销"；其二，某钟表公司为中东市场开发了具有独特功能的手表，即无论在世界任何地方，都能将时间转换成穆斯林时间，并在应做褥告的时刻自动提醒戴表的人，表上一根"指南针"始终指向麦加。手表一投放市场，大获全胜。请从营销学角度分析：1、该两案例失败与成功的原因是什么？2、你从中得到什么启示？ 6、某企业选择了"快餐市场"为其目标市场。经济市场调研，了解到快餐消费者最关心的因素是价格和就餐环境及服务。假定目标市场上现有A、B、C、D、E五位竞争者，A被认为是价格较高，服务环境较好；B公司被认为价格适中，服务水平一般；C、D、E被认为环境及服务较差，但价格也便宜。在竞争者位置既定情况下（如下图所示），你认为该公司应如何定位（要求在图中以F表示）？这种定位策略需具备哪些条件？ 高价 环境与服务差 B A D C 环境与服务好 低价 7、中美两家公司拟在北京设立一家从事食品加工的合营企业。经多次商洽，双方达成如下共识：双方出资额共计1,000万美元。中方以厂房、场地使用费、部分设备和劳动力出资，作价600万美元；美方以现金200万美元、食品加工工艺、管理软件出资，计400万美元。双方选择仲裁方式解决彼此之间可能出现的争议，仲裁机构为中国国际经济贸易仲裁委员会，地点在北京，适用美国纽约州法律。请问：双方的上述约定是否符合我国有关法律的规定，为什么？ 8、中国甲公司从法国乙公司进口一批货物，货款总值约500万元人民币。双方约定，如乙公司迟延交货不超过7天，应支付违约金20万元。甲公司亦与国内丙公司签下供货协议，并约定了相同的违约金条款。结果乙公司比原定日期晚15天交货，由此造成甲公司向丙公司交货也拖延了15天。丙公司从货款中扣除了20万元，但未提出其他要求。甲公司多向乙公司提出索赔请求，称鉴于乙公司拖延交货时间超过了合同的约定，原来的违约金条款不适用。甲公司要求乙公司减价10%，一次性返还50万元货款。结合《联合国国际货物销售合同公约》的规定，请问，甲公司的请求应否得到满足，为什么？
1999年《外贸综合业务》试题参考答案 一、 名词解释 1. Factoring
保理（保付代理、应收帐款收买业务、承购应收帐款业务、出口销售保管、应收帐款管理服务）。是指出口商以商业信用形式出卖商品，在货物装船后立即将发票、汇票、提单等有关单据、卖断给经营保理业务的财务公司或专门组织，收进全部或一部分货款，从而取得资金融通的业务。 评分标准：
① 翻译正确0.5分；
② 以商业信用形式出卖商品0.5分；
③ 卖断给经营保理业务的财务公司或专门组织0.5分；
④ 取得资金融通的业务0.5分。 2.外汇风险
外汇风险指一个组织、经济实体或个人的以外币计价的资产（债表、权益）与负债（债务、义务）因外汇汇率波动而引起其价值上涨或下降的可能。 评分标准：
① 一个组织……与负债（债务、义务）1分；
② 因汇率波动……1分。 3.产品生命周期
产品生命周期是指产品的市场寿命，即一种新产品从开始进入市场到被市场淘汰的整个过程。 产品生活周期可分为4个阶段；即介绍、成长、成熟、衰退4个阶段。 评分标准：
① 指产品的市场寿命……整个过程1分；
② 产品生命周期可分为……1分；
③ 4个阶段未达全者扣0.5分。 4.关税同盟
关税同盟是指两个或两个以上的国家完全取消关税或其它壁垒，并对非同盟国家实行统一的关税率而缔结的同盟。 评分标准：
① 前一句 1分
② 后一句 1分 5.国民待遇原则
国民待遇原则是指一个国家对外国国民（自然人、法人或物）所给予的经济待遇不低于对本国国民的经济待遇。 评分标准：
①一个国家 0.5分
②对外国国民 0.5分
③给予的经济待遇 0.5分
④不低于……待遇 0.5分 6. Clean B/L
清洁提单。清洁提单是指货物在装船后承运人（船公司）在提单上未加任何有关货物受损或包装不良等批注的提单。 评分标准：
①清洁提单翻译正确 0.5分
②承运人（船公司） 0.5分
③未加包装不良等批注 1分 7.承兑交单
承兑交单是指出口人的交单以进口人在汇票上承兑为条件。 评分标准：
①出口人的交单 1分
②以进口人在汇票上承兑为条件 1分 8.融资租赁
融资租赁是典型的设备租赁所采用的基本形式，即当企业需要筹措设备时，采用较长期租赁资本货物（机械设备）的融物方式来代替融资购买设备，从而达到融通资金的目的。 评分标准：
①当企业需要筹措设备时，采用较长期租赁资本货物（机械设备）的融物方式来代替融资购买设备 1分
②从而达到融通资金的目的 1分 9.最密切联系原则
最密切联系原则是指当事人对合同所适用的法律没有做出选择，在发生争议时，应由受理该案件的法院或仲裁机构选择适用与合同具有最密切联系的国家的法律。 评分标准：
①当事人对合同所适用的法律没有做出选择 0.5分
②应由受理该案件的法院或仲裁机构 0.5分
③与合同具有最密切联系的国家的法律 1分 10.国有独资公司
国有独资公司是指国家授权的投资机构或者国家授权的部门单独设立的有限责任公司。 评分标准：
①国家授权的投资机构 1分
②单独设立的有限责任公司 1分 二、 单项选择
1、① 2、② 3、② 4、② 5、③ 6、① 7、① 8 、③ 9、② 10、① 三、 多项选择
1、①②③ 2、①②③④ 3、①③⑤ 4、①②③ 5、①②③⑤ 6、①④⑤ 四、 判断题
1、√ 2、ⅹ 3、ⅹ 4、ⅹ 5、√ 6、√ 7、ⅹ 8、√ 9、√ 10、√ 11、ⅹ 12、√ 13、ⅹ 14、ⅹ 15、√
16、√ 17、√ 18、ⅹ 19、ⅹ 20、ⅹ 21、ⅹ 22、√ 23、ⅹ 24、√ 25、ⅹ 26、ⅹ 27、√ 28、√
29、ⅹ 30、ⅹ 五、 计算题
1、 方法一：德国公司报价折合美元
4800马克1台÷1.8480=2597.4美元/台
可见，德国公司报价高于美国公司2500美元/台的报价，因此。应接受美国公司的报价。
方法二：美国公司报价折合马克
2500美元/台×1.8520=4630马克/台
可见，美国公司报价低于德国公司4800马克的报价，因此，应接受美国公司的报价 评分标准：
① 考生只需使用一种方法进行计算
② 计算过程 2分
③ 结论 2分 2、 标价（报价）=直接费+间接费+毛利
楼房的毛利=总费用（直接费+间接费）×毛利率
故每栋楼房的标价=（800万+500万）+（800万+500万）×3%
=950万+28.5万=978.5万
5栋楼房标价（报价）=978.5万×5=4892.5万
降低一个百分点，则总报价=4892.5万×（1-1%）
=4843.57≈4843.6万
A公司最终报价应为4843.6万美元 评分标准：
①公式： 1分
②每栋标准： 1分
③5栋标价： 1分
④最终报价： 1分 3.①CIF价=2000×（1-3%）
=2000×0.97=1940美元
②CIF价=CIF-I
因为I=1940×（1+10%）×（0.008+0.004）
=1940×1.1×0.012=25.61美元
则CFR=1940-25.61=1914.39美元
或：CFR价=1940[1-（1+10%）×（0.008+0.004）]
=1940（1-1.1×0.012）
=1940（1-0.0123）=1940×0.9868
=1914.39美元
③CFRC5%=1914.39÷（1-5%）
=1914.39÷0.95
=2015015美元
应报CFRC5%科威特价2015.15美元。 评分标准
①计算CIF价格： 1分
②CIF价折算CFR价格： 1分
③CIF价格折算CFRC5%： 1分
④结论： 1分 4.①确定运费计算标准，应按体积计算
每箱体积：0.45×0.40×0.25=0.045立方米
每箱毛重：35公斤=0.035×M/T
②计算每箱运费：
每箱运费=运费吨×基本运费价×（1+附加费率）
=0.045×120×（1+20%+10%）
=7.02美元
④ 每箱FOB价=CFR-F
=50-7.02
=42.98美元
我方应报每箱FOB价为42.98美元。 评分标准：
①确定计费标准 1分
②每箱运费 1分
③计算FOB价 1分
全部答对给4分。 六.案例分析题
1. 答：我公司应拒绝接受B银行的要求。
理由：按《ICP500》规定，信用证一经保兑，保兑行即与开证行同样承担第一付款责任、保兑行付宽后，无追索权。因此，我公司应拒绝B银行的要求。 评分标准：①结论 1分 ②理由 4分 2. 答：应吸取的主要教训如下：
⑴进口方应及时对进口货物进行检验、鉴定，对货物与合同不符应该在索赔期限内提出。
⑵机械设备的进口，索赔期限的规定应该合理，不能太短，以保证进口方能对设备进行充分的检验。
⑶此类合同一般应明确质量保证期限。
⑷要加强企业管理及企业相互间的协调工作，使进口的货物能得到及时、充分地检验、鉴定。 评分标准：
① 第⑴点2分
② 第⑵点1分
③ 第⑶点1分
④ 第⑷点1分 3. 答：做为B公司的老总，我的做法是
⑴不向C公司提抗议，因为此案例中违约方是A公司，而不是C公司
⑵事件发生后，我要及时通知A公司，说明A公司违约必须承担责任。（并要求A公司通知C公司停止侵权行为。）因为A公司与B公司签订的是独占许可合同，在合同规定的时间和地区范围内，出让方A公司不能再将该技术的使用权转让给第三方C公司。
⑶要求A公司赔偿由于其违约行为，给B公司造成的损失并将不再发生类似时间。 评分标准：
① 答出第1条给1分；
② 第2条中要求停止侵权1分，说明A公司违约必须承担责任1分，原因说明1分；
③ 答出第3条1分。 4.答：（1）应选择收购这家企业更有利。
理由：①因为可以较局面地进入市场，并且可以利用原有企业的销售渠道和技术实力；②这家企业面临破产，收购价格相对较低。
（2）中国公司在美国的投资属于市场导向型中的绕开贸易限制的投资类型。 5.答：（1）失败原因：没有遵循目标市场国家的宗教规范
（2）成功原因：充分考虑和利用了目标市场国家的宗教习俗与文化环境。
（3）启示：宗教问题是国际贸易中经营环境的一个重要组成部分。从事外贸工作必须充分考虑目标市场的宗教信仰等文化因素。 6.见图
答案一：选择定位于："环境与服务好，高价"（F1）
所需条件：（1）能提供比A更好的环境和服务（或能生产出比A更好的产品）；（2）比A有更多的资源；（3）这样定位与企业的声誉和特长相适应；（4）竞争对手相对较少。
答案二： 选择定位于"环境与服务好，低价"（F2）
所需条件：（1）技术上可行；（2）经济上可行；（3）有足够的消费者（或市场）；（4）空白市场（或无竞争对手）。 7.答：有两个不符合我国有关法律的规定。
第一，我国法律不允许以劳动力作价入股，所以中方不得以劳动力方式出资；
第二，中外合资经营企业合同必须适用中国法，不允许双方当事人选择适用外国法，所以本案当事人不得选择美国纽约法律。 8.甲公司的请示不应予以满足。
理由是：第一，违约金是双方预选约定的损害赔偿金，是合同的有效组成部分，双方应按合同约定办理。
第二，按照《联合国国际货物销售合同条约》的规定，减价是针对货物与合同不符的救济方法，本案中双方未对货物的品质发生争议，因此，甲公司无权提出减价请求；
第三，如果因迟延交货造成甲公司的损失超过违约金数额，甲公司可就超过的部分要求损害赔偿。但要提供相应的损失证明。
Dear Sirs,
Thank you for your enquiry of October 30 for Women’s Nylon Garments. In compliance with your request, we have enclosed a price list and an illustrated brochure. Although we still have certain amount of stock we can hardly keep them for a long time because of the heavy demand. Samples will be sent on request. We are looking forward to our early reply. Yours faithfully,
Beijing Garments Imp/Exp. Corporation
(2)
Incoming Letter
Dear sirs,
Many thanks for your quotation of November 5 and the samples of Women’s Nylon Garments. We are satisfied with the quality and pleased to enclose our Order NO. 333 for 3 sizes mentioned in your latest catalogue. We note that you can supply these items from stock and hope you will send them before December 31. Our company will reserve the right to cancel this order or reject the goods for any late arrival. For your reference, we with to effect payment by D/P 60 days. Please kindly let us have your confirmation.
ORDER
NO. 333
Beijing Garments Imp/Exp. Corp.
Beijing, China
Please supply the following items:
Quantity (Doz) Item Size Unit Price (Per doz) CIF London
15 Women’s Nylon Garments Small US$75.00
16 ditto Medium US$110.00
14 ditto Large US$150.00
London Trading Co. Ltd.
(3)
Outgoing Letter
Dear Sirs,
We’ve received your letter of November 13 and your Order No. 333. Much to our regret, we can hardly accept your order at the prices you bid since the prices of raw materials have increased recently. We’re afraid the best we can do is as follows:
Commodity Unit Price (Per doz) CIF London Size Quantity(doz)
Woman`s Nylon Garments USD80.00 Small 15
Woman`s Nylon Garments USD120.00 Medium 16
Woman`s Nylon Garments USD160.00 Large 14
As to payment terms, we usually require letters of credit. However, in view of our long and pleasant relations, we will accept D/P 60 days this time. But it must be clearly understood that, in so doing, we are not establishing a precedent. We hope you will accept our prices and give us a reply an soon as possible.
Yours faithfully,
(4)
Incoming Letter
Dear Sirs,
Your letter of November 20,1999 has been received. As we are anxious to finalize this transaction, we have been exerting ourselves to persuade our clients to accept your prices. Eventually, they have decided to accept. We are glad to have been able to conclude the business with you and await your sales confirmation.
Yours faithfully,
(5)
Outgoing Letter
Dear Sirs,
We’re glad that your clients have accepted our prices, which are narrowly calculated. These goods will be packed in boxes of half dozen each and 10 dozen to a carton, and shipped in December from China port to London with transshipment and partial shipments allowed. Insurance is to be covered by us against ALL Risks and War Risk for 100% of the invoice value. Enclosed is our Sales Contract No.116 signed in Beijing on 28th November, 1999 in duplicate, a copy of which please sign and return.
Yours faithfully,
CONTRACT
No.______________
SELLERS:
BUYERS:
This Contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under - mentioned commodity according to the terms and conditions stipulated below:
Commodity Size Quantity (doz) Price per doz CIF London Amount
Total Value:
Packing:
Shipping Mark:
Insurance:
Time of Shipment:
Port of Shipment:
Port of Destination:
Terms of Payment:
Done and signed in on this day of
V. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms: (15%)
Copenhagen Bank
Date: 4 January, 2000
To: Bank of China, Beijing
We hereby open our Irrevocable Letter of Credit NO.112235 in favor of China Trading Corporation for account of Copenhagen Import Company up to an amount of GBP1,455,00 (Say Pounds Sterling One Thousand Four Hundred And Fifty - five Only) for 100% of the invoice value relative to the shipment of:
150 metric tons of Writing Paper Type 501 at GBP97 per m/t CIF Copenhagen as per your S/C No. PO5476 from Copenhagen to China port. Drafts to be drawn at sight on our bank and accompanied by the following documents marked "X":
(X)Commercial Invoice in triplicate
(X) Bill of Lading in triplicate made out to our order quoting L/C No. 112235, marked FREIGHT COLLECT
……
(X) One original Marine Insurance Policy or Certificate for All Risks and War Risk, covering 110% of the invoice value, with claims payable in Copenhagen in the currency of draft(s) Partial shipments and transshipment are prohibited.
Shipment must be effected not later than 31 March, 2000.
This L/C is valid at our counter until 15 April 2000.
附：PO5476号合同主要条款：
卖方：中国贸易公司
买方：哥本哈根进口公司
商品名称：写字纸
规格：501型
数量：150公吨
单价：CIF哥本哈根每公吨97英镑
总值：14,550英镑
装运期：2000年3月31日前自中国港口至哥本哈根
保险：由卖方按发票金额的110%保一切险和战争险
支付：不可撤销的即期信用证，于装运前1个月一到卖方，并于上述装运期后15天内在中国议付有效
VI．Transl
ate the following passages: (15%)1. From English into Chinese (5%)
Discount means that sellers offer buyers a certain percentage of reduction on the original price. When competition in the market is fierce, discount will help to improve sellers’ competitiveness. There are different kinds of discount, for example, quantity discount, seasonal discount and exceptional discount. The specific amount or percentage of discount varies in different situations. The percentage of discount can be clearly written down in a contract if the seller and the buyer have reached an agreement.
The amount of discount is usually deducted from the buyers’ payment.
2. From Chinese into English: (10%)
1)国际市场营销是重要的，因为世界已变成了一个全球化的场所，国际营销每日都在我们身旁发生，对我们的生活产生着深刻的影响。
2）国际贸易中，只有很少一部分服务贸易。因为，就某种程度来说服务并不比商品那样可以交易。
3）在执行合同的过程中，签约双方都应该遵守合同条款。任何一方如果不严格履行，就会给另一方带来麻烦。甚至使另一方遭受损失。
4）国际贸易中，时间因素至关重要，所以买方通常坚持货物必须在指定截止日期前或一段时间内装运是很自然的。
5）技术转让是生产某个产品，使用某个程序或提供某种服务的系统化知识的转让。其要素有"人件"、"软件"和"硬件"。
外贸英语答案
I．Translate the following terms:(10%)
1. From English into Chinese:
1.永久性正常贸易关系
2.不可撤销信用证
3.空白背书
4.共同海损
5.良好平均品质/大路货
6.目的地船上交货
7.免赔额/特许经营权
8.平安险
9.汇票
10.拍卖
2. From Chinese into English (5%)
1. World Bank
2.e-eommerce/e-business
3. Shipper/consigner
4. Import license
5. International Chamber of Commerce (ICC)
II．Choose the best answer for each of the following question (25%)
1.D 2.B 3.c 4.b 5.b
6.B 7.a 8.c 9.c 10.c
11.c 12.d 13.c 14.a 15.a
16.c 17.b 18.d 19.b 20.c
21.d 22.c 23.b 24.c 25.a
III. Translate the following into an English letter in a proper form (20%)
Xinluhua Trading Company Ltd
Floor 33. Golden Star Mansion. No.999 Xingda Road
Shanghai China
June 30.2000
James Brown & Sons
#304-310 Jalan Street, Toronto, Canada
ATTN: Daily Articles Department
Dear Sirs;
Thank you for your letter and samples sent on June 15. We’re glad to inform you that our customers are very satisfied with the test result of your samples. but they are still hesitating at the moment.
After careful comparison with similar goods, we find your quotation on the high side. The current shampoo market is swollen up with various brands. and quality brands such as Rejoice and Pond`s are easily available. These brands have already gained recognition of the local market. In terms of shampoo, many consumers are reluctant to accept new products. As a new brand, the biggest selling point of your product will be its hair care function. Although its quality has already measured up to our customers’ requirements, it still needs price advantage in order to open up a market here. Otherwise it can hardly compete against the established brands.
In view of this our customers request you to reduce your original price by 10%. Please consider this and give us a prompt reply.
Yours faithfully
(Signed)
IV Fill in the contract form with information gathered from the following correspondences (15%)
NO.
SELLERS: Beijing Gaments Imp/Exp Corp.
BUYERS: London Trading Co. Ltd.
This Contract is made by and between the Buyers and the Sellers, whereby the agree to buy and the Sellers agree to sell the under -mentioned commodity to the terms and conditions stipulated below:
Commodity Size Quantity (doz) Price per doz CIF London Amount
Women’s Nylon Garments Small 15 US$80.00 US$1200
Women’s Nylon Garments Medium 16 US$120.00 US$1920
Women’s Nylon Garments Large 14 US$160.00 US$2240
Total Value: US$5360.00
Packing: In boxes of half dozen each and 10 dozen to a carton
Shipping Mark: At Seller’s option
Insurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value
Time of Shipment: In December allowing transshipment and partial shipments (During December with transshipment and partial shipments allowed)
Port of Shipment: China port
Port of Destination: London. U.K.
Terms of Payment: By D/P60 days (By D/P at 60 days after sight)
Done and signed in Beijing on this 28th day of November 1999
V. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms: (15%)
China Trading Corporation
Dear Sirs:
While we thank you for your L/C No.112235, we regret to say that we have found some discrepancies. You are therefore requested to make the following amendments:
1. The amount both in figures and in words should respectively read "GBP14,500" (Say Pounds Sterling Fourteen Thousand Five Hundred And Fifty Only);
2. "Form Copenhagen to China port" should read "form China port to Copenhagen";
3. The Bill of Lading should be marked "Freight Prepaid" instead "Freight Collect";
4. Delete the clause "Partial shipments and transshipment prohibited";
5. "This L/C is valid at our counter" should be amended to read "
This L/C is valid at your counter";Please confirm the amendments by fax as soon as possible.
Yours sincerely (Signed)
VI．Translate the following passages: (15%)
1. From English into Chinese (5%)
1.折扣是指卖方按照商品的原价给对方一定比率的价格减让。在市场竞争激烈的情况下，此法是加强竞争的一种手段。折扣的名目比较繁多，有数量折扣、季节性折扣、额外折扣等。具体折扣数额或比例的多少应根据情况而定。当双方确定了折扣比率后，可在买卖合同中明确地表示出来。折扣部分的金额一般是在买方付款时从货款中扣除。
2. From Chinese into English: (10%)
1）International marketing is important because the world has become globalized. International marking takes place all around us every day and has a major effect on our lives.
2）There is only a small proportion of service activity in international trade. Because to some sxtent services are much less tradable than goods.
3）In executing a contract, both sides should abide by the stipulations in the contract. If one part fails to fulfill all of the obligations, it will bring inconvenience or even loss to anther party.
4）In international trade time is of the essence, so it is natural that the buyer usually insists that shipment be made before a specified deadline or within a period of time.
5）Technology transfer is the transfer of systematic knowledge for the manufacture of a product for the application of a process, or for the rending of a service. The elements of the transfer are "human ware", "soft ware" and "hard ware".
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