外贸函电答案究极变化形态

第一章

一、

按信息写信

写信人：五龙国际玩具公司 地址：省市扬子江北路8号 力

Wulong International Toy Company

No. 8, Yangzijiangbei Road, Yangzhou City, Jiangsu Province, 225008 China

5 March, 2008

A & B 4 Kids Inc

Beursplein 37, 3001 DD Rotterdam, Netherlands

Attention: Import Department

Subject：Children Toys Dear Sirs,

We learned from International Business Daily that you are interested in importing Chinese toys.

We are a major toy manufacturing company in China, with a large number of clients all over the world. Our clients include large supermarkets such as Wal-Mart and Carrefour.

In order to give you a general idea of the products we are producing, we also enclose in this letter our latest catalogue. Please let us know immediately if you are interested in our products. We look forward to your early reply.

Yours faithfully, Li Li

Li Li

Manager of the Export Department 二、

单项选择

1.Which of the following is used when you are writing the second time to a customer named John Smith? B. Dear Mr. Smith; Faithfully yours

2.Paking charges----in the price, and we can effect shipment whenever you wish. B. are included

3.Please check the enclosed letter of credit to ensure that it----your instructions. D. agree with

4. We are enclosing a list---our business activities. A. showing

5.Please see to---that goods should be delivered in 3 equal lots. B. it

6. We regret to inform you that we do not have in stock the goods---in the quantity. D. desired

7. Generally speaking, a growing demand can---increased price. D. result in

8. The commodities you offered are---line with the business scope of our customers. C. out of

9. The discount of 3% agreed upon was granted---only no balance was outstanding from previous accounts. D. on condition that

10. The case was crushed. It looks--- the case was not strong enough to stand voyage. A. as if

1.B 2.B 3.D 4.A 5.B 6.D 7.D 8.C 9.D 10.A 三、有以下几点错误： Network Foods Limited

42-44 Sheehan Road Heidelgerg West Victoria, 3081 Australia

ATTN: Mr. Micheal Fox

Attention line 的位置错误； 信地址格式错误；

称呼应为Dear Sirs而非Dear sirs Subject line的位置错误 结尾敬语大小写错误； 签名的四部分排列错误。

四、翻译术语：

1. 贸易条件Terms of trade

2.进出口贸易 Import and export trade 3.展销会 Trade fair/exhibition 4.合资经营 Joint venture

5. 外贸公司Foreign trade company 6. 关税免税Tax exemption 7. 销售确认书Confirmation of sales 8. 配额Quota

9. 国际收支Balance of payments 10. 招标Invitation for bid/call for tender

案例分析

外贸公司的小王前不久收到一封询问防水扬声器价格的信函，遗憾的是，公司并没有符合对方要求的产品；而且，依小王之见，现有的技术根本不可能做出符合对方要求的产品。因此小王认为对方 小王的格式不规，容也不符合函电用语。小王应该耐心地跟客户说明情况，积极地将公司性能最优的防水扬声器产品介绍给潜在客户。

第二章

一、

撰写信函

Foothill Enterprises Trade Development Co., Ltd. No. 36 Taiz Street, Aden City 227 Republic of Yemen

Dear Sirs,

We have your name and address from the Commercial Counselor’s Office of Yemen Embassy in China. We would like to take this opportunity to write to you with a view to setting up business relations with you. We are a leading company dealing specially in the export of garments. Currently our export business in your district mainly concentrates on the women’s clothing.

In order to give you a general idea of various kinds of the clothes we are producing, we airmail you our latest catalogue. Please let us know immediately if you are interested in our products. We will send you our price list and samples to you as soon as we receive your specific inquiry. Meanwhile, we are open to ideas from our customers. Should you need anything not mentioned in the catalogue, we shall do everything necessary, upon receipt of your detailed requirements, to procure them for you We look forward to your early reply. Yours faithfully

二、

1. 2. 3. 4. 5. 6.

单项选择

Established in 1935, this company specializes in the export of cotton piece goods. Enclosed you can find the catalogues and latest price list.

Under the circumstances, it is impossible to decline our price again. We look forward to your favourable news. The present market is favourable to importers.

Because the articles fall within the scope of our business activities, we are writing to you in the hope of establishing trade relations with you.

7. We look forward to receiving a trial order.

8. We take the pleasing of introducing ourselves as an experienced importer in line of daily products. 9. Thank you for your price list showing various kinds of products now available for export. 10. Imports create severe competition for home produced goods. 1.B 2.A 3.B 4.B 5.D 6.B 7.A 8.B 9.A 10.C 三、改错

1. We have seen your advertisement in portable typewriters on South China Morning Post. In→to

2. Some copies of our latest catalogues are being airmail Airmail→airmailed

3. We will send you a complete range of samples upon the receipt of your reply. 去掉the

4. You are introduced to us by Johnson Co., Ltd. To be one of the leading importers of chemical products.

To be→as

5. We are writing to you to hope doing business with you in this line. To hope→in hope of

6. We are indebted to ABC Company in New York of your name. Of→for

7. We oblige Mr.Edward of ABC Co. for having recommended you to oblige→are obliged to

8. We should like to inquire if you were interested in stabling direct were→are

9. We should be most grateful whether you could provide us with a list of reliable whether→if

10. I wish to express my personal appreciation for the account

I wish to express my personal appreciation to you for opening an account for us.

四、汉译英

1. 兹介绍，本公司是一家人造珠宝的出口公司

We now introduce us as an imitation jewelry exporting company that has a business background of many years.

2. 你们上周写给总部的信已转交给我公司，因该产品属于我们经营围

The letter you wrote to the headquarters last week has been transferred to our attention for the product you mentioned falls into our line of business.

3. 我们可供出口的轻工产品种类繁多

We offer various kinds of light industrial products for export. 4. 很高兴收到你方附插图目录的来信

We are glad to receive your letter enclosed with an illustrated catalog.

5. 我们盼望收到贵方的具体询价We shall be glad to have your specific enquiry

6. 我们是一家信誉良好的私人公司We are a private company with fine reputation and we wish to enter into a business relationship with you.

7. 经理简单地给我介绍了一下Johnson公司的情况The manager introduced briefly to me something about Johnson Company which is our potential customer.

8. 为了让你们对表格中的产品有个大体了解We enclose a brochure and a copy of the latest price list to give you a general idea of the products listed in the form.

9. 我们的产品质量上乘，价格优惠Our products are of excellent quality and reasonable price

10. 当出口值超过进口值时，被称作贸易顺差A favorable trade balance appears when the value of exports exceeds that of imports. 案例分析

小是一家生产雨衣的公司的外贸业务员

鉴于小与这家公司以前从未有业务往来，在小与这家公司建立业务联系之前，小应该调查对方公司的资信。小可以要求对方公司提供一些一般的商业信用证明资料，或可查询的某家银行的名称。一旦这些查询获满意答复，小可以向对方公司寄出信中提出的产品。

第三章

一、汉译英 敬启者：

如果你方能力能够告知一些你市华生&琼斯国际贸易公司的信用情况 Dear Sirs:

We will be obliged if you will kindly give us the information about credit standing of the Watson & Jones Newcastle International Trade Co., Ltd. in your city. We understand that you have regular transactions with the firm. So we take the liberty to ask you to give your views concerning the actual position of the firm in order that we may take steps to avoid getting into trouble.

Any information you give will be highly appreciated and kept in strict confidence. We shall be pleased to reciprocate if you should need our services at this end.

We are awaiting your early reply.三、

1. 2. 3. 4. 5. 6.

单项选择

We are seriously considering importing a complete plant for the production cutting tools We have been in the artlex line for five years.

We assure you of our full cooperation with you at all time. The buyer agrees on a friendly settlement of the dispute.

As the type required is out of stock, we hope you can take the following goods instead,

When our representative calls on you next week, he will make you an offer which we feel sure will meet with your

7. We enclose herewith two copies of our illustrated catalogue.

8. We assure you that the goods can be supplied from stock if you order early.

9. We have the goods you required in stock and will deliver as soon as we receive your order. 10. An agreement is reached as a result of the process of offer and acceptance. 1.B 2.A 3.D 4.B 5.D 6.A 7.B 8.A 9.A 10.D 三、填空

1.The item you are interested in falls in/within the scope of our

2. We send you by airmail a brochure on the various kinds of bicycles now available for export. 3.Please quote us for cotton piece CFR Singapore inclusive of 5%

4.We are prepared to place a repeat order for 50 metric tons of walnut meat with your corporation. 5. in for 6. of for 7. in 8. to as 9. with for 10. by 四、英译汉

1. We should like to mention that our quotation is CIF Marseilles我们的报价是马赛的到岸价。 2. The company is being pressed by creditors and its position is precarious这家公司正受迫于债权人，状况也不稳定。

3. Executives of the company are inexperienced in the这家公司的管理人员缺乏业务经验，授信应非常当心。

4. This company is well-established and reliable这家公司有口皆碑又很可靠。

5. We trust that you will regard this communication as confidential相信贵方会将这次通信视为。 6. We shall be much obliged if you will kindly gives us any information如果贵方能好意告知本公司有关A公司的商誉，交易方式和财力的信息，本公司将不胜感激。

7. We are a state-owned corporation in the export of textlies我公司是一家出口纺织品的国有公司，我们可以按客户的具体要求订货。

8. The inquired company seems to have recently embarked您所查询的公司最近似乎在从事一项与其财力不合，且相当有风险的投机事业。

9. We are Hong Kong-based import and export本公司是一家主要经营各种机器设备的出口商，总部在，约有30年的商务经历。

10.Through the courtesy of ABC company ABC公司好意提供贵方的名字给我公司。

案例分析

小所在的公司与智利某服装进口贸易公司

D/P是远期付款交单，就是说买方必须在向卖方付款之后才能够获得提取货物的单据，这种交易方式使卖方能够及时地收到货款。采用85% D/P的方式付款，可以降低风险。因此，综合公司收集到的其他信息考虑，小公司可以继续与H公司进行合作。小公司还可通过银行、驻外商务机构、商会或同业公会、或我国的有关外贸公司等进行资信调查。

第四章

一、单项选择

1.we will appreciate it very much if youcan quate your best prices --- sony brand color TV... A 2.We look forward to__your catalogues........ D 3.we thank you for your letter dated march18 __our silk blouses of ......... A 4.we have the pine kernels you asked for __stock and will deliver as soon as we__your order. A 5.we thank you for the inquiry you __us. A 6.please quote us your lowest prices__CIF .....silk blouses__prompt shipment . A 7.as requested , we are sending you __a full range of samples. C 8,should the production resume in future ,we will let you know__. C

9we pleased to make you an offer__5000 dozen ladies ...umbrella__USD 35 per dozen__CIF Lodon basis__promot shipment. A

10.THIS offer is subject __your reply__us before August 1. B 二、填空

1. Under separate cover 2. On the basis of 3. As requested 4. Respective 5. Prompt

6. Without any delay 7. Offering 8. Let us know 9. Agree 10. Subject to 三、英汉翻译

1. Cable inquiry of march 5非常感贵方3月5日的电报查询，本公司的确定报价在贵方在3月11日之前回复有效。

2. Firm for three days 本报价三天有效，一项这项特别报价失效，这些货品不太可能仍未售出，特此奉告。

3. Must be withdraw如果七天之未接到贵方确认，本报价将被撤销。 4. A real opportunity本公司确认贵方一定会视这项报价为绝佳的好机会。 5. Remain open until the recepit of yourreply本报价在收到贵方回复之前持续有效。 6.in great demand 这些货品需求量很大，本公司无法保证此报价持续有效。

7. 20 olive portable printers我方提供20台MS-25型的奥利弗手提打字机，每台的到岸价为140美元。这项报价以我方确认为准。

8. At the end of this month这项特别报价将于本月底失效，之后本公司将无法以这个价格履行贵方的订单。

9.in stock on recepit of orders 所报的价以接到订单时尚有存货为条件。

10. A rush of orders预期不久会有大量订单，如果贵方迟迟未下订单，我方恐怕贵方将失去货物到手的绝佳良机。期待贵方早日下订单。 四、汉英翻译

1. 我方已接到你方8月1日对我方奥林巴斯数码照相机的询价单 We have received your enquiry dated August 1st for our Olympus digital cameras.

2. 你方所需的1000台冰箱目前都有现货可供

To meet your requirement, we can provide 1000 refrigerators from our stock.

3. 所报价格须包括到温哥华的保险和运费

Prices quoted should include insurance and freight to Vancouver.

4. 感贵方10月15日对我方Philips吸尘器的询盘，现附寄一套在产产品的插图目录本

Thank you for your inquiry of October 15th for our Philips vacuum cleaner. We now enclose in this letter an illustrated catalog for our products. 5. 优质绿茶 成本加运费到墨尔本

We would appreciate it if you could quote us the lowest price of the first-class green tea, CFI Melbourne.

6. 保证我公司良好信誉 We assure you of our fine reputation. 7. 5000台传真机目前无货

I am sorry that the 5000 fax machines you inquired are out of stock at present. 8. 请说明产品规格，最好附图

Please submit specifications, perfectly with illustrations.

9. 双方长期共利关系All quotations are subject to our final confirmation unless otherwise stated. 10. 所作报价，除特别注明，须我方确认

We hope this will be a good start for long and profitable business relations. 案例分析

我出口企业根据某法商询盘、、、由于电信局投递延误，信件通知6日上午才到，市价上升，我方回绝，法商认为不是他的责任，坚持合同有效，我方不同意，提交仲裁，如何裁决？若我方未拒绝，如何裁决？ 这是一种在有效期发的接受通知，在正常情况下本来可以按期送达，但因出现异常情况导致接受迟到，对此，原则上应视为有效，但如发盘人毫不迟延地通知受盘人，他认为发盘已经失效，也可按接受无效处理。据此，我方可酌情处理，于接到之日可以回电确认，也可不予回复，合同依法成立；如我方不同意成立合同，则应毫不迟延地回电拒绝，或通知对方我方认为发盘已经失效。

第五章

一、信函撰写

铁丝报价，客户回信认为价格过高，回信包含：原标准价格上涨，质量上乘，不打折，现货不多，望重新考虑，尽快回复，欢迎其他询盘 Dear Sirs,

We have received your letter of April 9, in which you mentioned that you find our quotation for the iron wire too high to accept. Much as we would like to cooperate with you in expanding sales, we are regretful that

we cannot accept your counter-offer.

There are three reasons for this. First, the prices of materials have increased largely; second, your order of 1000kg is the minimum quantity we require and I am afraid no discount is available for such an order; third, with high quality considered, our price is very reasonable. Besides, through our study of your market situation, we are confident our offer is competitive. As a matter of fact, we have received a lot of orders from many countries at that price.

We are confident the good quality of our iron wire will help you a lot to stand firmly in your market. And as our stocks are running low, it is advisable for you to make an immediate decision. If you cannot accept our price, we welcome you to pay attention to other products of ours. We will give prompt and favorable response to any other inquiries of yours.

We wish you to place your orders as soon as possible.

Yours faithfully,

二、单项选择

1.prices too low to be acceptable B 2.accept fresh orders C 3.diffcult unless A 4.advantage of this strong market C 5.suppliers in every aspect A 6.the delay of the shipment B 7.many features of this mobile phone C 8.the heavy demand for this line B 9.No discount will be granted B 10.a crowd of enquires B 三、英译汉

1. In view ot the current strong market 鉴于当前行情看涨，我方恐不能接受贵方400美元的低价。 2. Reconsider your price ,bring it into the line with the international 我方希望贵方能重新调整下价格

以使其与国际行情保持一致。

3. Although below our level 尽管你方出价低于我方的一般价格，但是为了能与贵方开始生意往来，

我方愿破一次例。

4. Highly gratified倘若贵方能适当地考虑本公司所处的境况，而设法将价格降到这个价位，我方将

不胜感激。

5. Take 5% off the original offer如果贵方能将贵方的报价降低5%或者我方将我方还价上涨5%，我

们就能达成这笔交易。

6. Buy 200casesm ore of our products, //FOBQingdao如果贵方愿意多买200箱该产品，我方可将价

格降至到的离岸价每箱122美元。

7. Make you a special discount to maintain尽管价格一直在涨，但是我方乐意给你方打些折扣以维持

我们双方的友好贸易往来。

8. Your terms will place our businesson a no paying basis贵方提出的条件将使本公司的生意无利可

图，因此我方希望贵方能把价格降到接近我方的数目。

9. We are compelledto decline this order由于贵方报价与市场价格不一致，我方不得不拒绝贵方的报

价。

10. Popularize the massage machines为了推广按摩机，我方乐意在本月将产品目录上所有产品降价

8%。

四、汉译英

1. 一级大豆存货减少

The first-class soybeans are running out of stock. 2. 8月5日报价降低2%，接受

We would like to accept if you could reduce your price by 2%.

3. 报了最低价，We have quoted to you the lowest price and we have done a lot of business at that price. 4. 兹报实盘，、、、This firm offer will subject to your acceptance in 10 days. 5. 考虑到长期友好关系、、、We accept your counter-offer in order to maintain our long term good

relationship.

6. 市场下跌，重新考虑As the market is declining, we hope you would reconsider our offer and call to

accept as soon as possible.

7. 客户注意，行市上涨Please remind your customers of the price adjustment caused by the rising

market.

8. 略微降低价格We could reduce our price somewhat, but we could in no way go down to anywhere

near the figures as quoted in your letter.

9. 有消息证明，更低的价格Information here shows that the makes you offered can be purchased from

other sources at much lower prices. 10. 经过友好协商，60美元每打Through friendly negotiation, we eventually reached a deal at the price of

$60 per dozen. 案例分析

我某外贸企业向国外询购某商品，外3月20日发盘、、、我方3月22回电，单价降低5美元，接受，对方回应。我方3月25同意。交易是否达成？理由

交易未达成。因为我方3月22日电是还盘，按法律规定一项发盘一经还盘即告终。原发盘人对还盘又未作答复。而3月25日电是对已失效的发盘表示接受，据此不能达成交易。

第六章

一、 短语翻译

1) 总经销 exclusive distribution

2) 公司转运货价 intra-company transfer price 3) 遗漏错误 error of omission

4) 准许延期付款 extension of time for payment

5) 平等互利原则 principle of equality and mutual benefit 6) 截止日期 expiration date

7) 运费付至 freight paid to shanghai 8) 总预算 general budget 9) 签字盖章 hand and seal

10) 最低价格 ground floor price

二、选择填空

1:The price for this commodity has changed somewhat compared with that of last year. 2:We agree to reserve 4% commission for you on the basis of the FOB value of the goods shipped. 3:We agree to conclude business on the terms as stated in the contract.

4:We regret our inability to comply with your request for shipping the goods in june. 5:we are in receipt of your letter date August 12.

6:We trust you will do your utmost to have this matter settled at once.

7:we find your terms satisfactory and now send your our order for 13 sets of the X2026 generator. 8:our usual terms of payment are cash against documents and we hope they will be acceptable to you. 9:We usually accept payment by irrevocable L/C payable against shipping documents.

10;we are making you the following offer,subject to your acceptance reaching us.

1-5 B CABA 6-10 BCBAC

三、正确排序

1. No discount is allowed unless the bills are paid when due.

2. We expect to finish the delivery of your order in about two months.

3. We hope that this trial order will lead to an enduring connection with you. 4. I now trouble you with a small order as particularized at foot.

5. The commodity shall be packed in wooden cases suitable for ocean transportation. 6. Any dispute arising out of this contract shall be settled through friendly negotiation.

7. We hope you will take your commercial reputation into account and execute the contract. 8. The sellers will pay all the expenses arising from the delay in delivery. 9. The buyers complain that the goods were defective before shipment. 10. You may invoice the goods at contract price less 3% commission.

四、用所给词语填空

W e are pleased to receive your inquiry of 5Th JULY and enclose our illustrate catalogue and price list.

1.Interested 2.further 3.to 4.favor 5.at

6.ahead 7.valid 8.prescribed 9.above 10.acceptable 案例分析

CONTRACT

Contract#:2008CME0605 Date: July 1st, 2008,

The Buyer: CHANGDA EQUIPMENTS I/E CO.,LTD 买方： 长达设备进出口有限责任公司 The Seller: Bemex-marketing LLC

卖方：Bemex-marketing 有限责任公司

This Contract is made by and between the Buyer and the Seller, whereby the Buyer agrees to buy and the Seller agrees to sell the undermentioned commodity according to the terms and conditions stipulated below: 兹经买卖双方同意按照以下条款由买方购进卖方售出以下商品： Item. Commodity and Specifications Unit Qty. Unit Price Total Amount 序品名及其规格型号 计量单位 数量 单价 合计 号 Capillary electrophoresis 1 system CESL-318 台 1 $:32 000.00 0 $:32 000.00 毛细管电泳仪CESL-318 Total Value: CIP TIANJIN Airport USD:32 000.00 Say: US DOLLARS THIRTY TWO THOUSAND ONLY. 2. COUNTRY OF ORIGIN AND MANUFACTURERS 厂商及产地: America，Bemex-marketing LLC 3.PACKING 包装:

In strong wooden case(s) or in carton(s), suitable for long distance ocean/parcel post/air freight transportation and to change of climate, well protected against moisture and shocks. The Sellers shall be liable for any damage of the commodity and expenses incident thereto on account of improper packing and/or improper protective measures taken by the Sellers in regard to the packing.

Standard export packing . If the packing is wood material, the stamp of IPPC should be printed in the packing. 包装：需用坚固的纸箱或木箱包装，适合长途海运/邮寄/空运，防湿，防潮、防震、防锈，耐粗暴搬运， 由于包装不良所发生的损失，由于采用不充分或不妥善的防护措施而造成的任何锈损，卖方应负由此而产生的一切费用和/或损失。标准包装，若为木制包装的，包装箱上要有IPPC印记。 4. SHIPPING MARKS 装运唛头: 2008CME0605 TIANJIN, CHINA

5. TIME OF SHIPMENT装运期限: Within 60 days after L/C is opened 信用证开立后60天。 The date of start of customs clearance in Russia is considered to be the date of shipment.

The date of transfer of the ownership of the goods from the Seller to the Buyer shall be the date of the “EXIT CLEARED” RF customs stamp on the Air Waybill.发货日期即为在美清关日期。买卖双方交货日期为空运单盖有关税印章“EXIT CLEARED”日期。

6. PORT OF SHIPMENT 装运口岸: New York Airport, America 美国纽约机场 7. PORT OF DESTINATION目的口岸:TIANJIN AIRPORT,CHINA 8. INSURANCE保险: To be covered by the Seller由卖方负责. 9. PAYMENT付款条件: 100%即期L/C

The amount 100% of the total contract value shall be paid against presentation of the documents by L/C at sight.付款方式为100%见单即付。 10. DOCUMENT 装船单据:

These documents shall be provided by Seller as following 卖方凭下列单据向付款银行议付货款: (1) Airway bill marked “freight prepaid”, consigned to the applicant and notify the applicant . 在发货后通知目的口岸收货人，注明运费已付的空白背书的全套已装运的空运运单。 (2) Insurance Policy / Certificate in one original and two copies保险单一式两份

(3) 5 copies of invoice, indicating contract number, shipping mark已签署的五份，注明合同号及唛头。 (4) 5 copies of packing list, indicating measurement, gross and net weight and the material of each package include showing the package by wood or non-wooden material . 注明单项尺码、毛重、净重及包装材料注明每一个包装的材质（木制或非木制）的装箱单五份。

(5) Two copies of Manufacture’s or Seller’s certificate of quality and quantity, and certificate of origin 制造厂或卖方出据的品质、数量及产地证明书各2份。

(6) Certified copy of cable or telex or fax sent from the Seller to the Buyer advising shipment as mentioned in “shipping advice” clause of this contract.装船的电报或电传或传真通知副本一份。 11.All banking charges（included telex and procedure expenses of opening L/C ） occurred in the Buyer’s bank shall be borne by the Buyer while those occurred in the Seller’s bank shall be borne by the Seller in connection with execution of this contract.在执行本合同过程中，所有买方银行发生的费用(包括开证电报费和开证手续费)由买方承担，而在卖方银行发生的费用由卖方承担。 12. SHIPPING ADVICE装船通知:

Immediately after the goods have been dispatched, the Seller shall notify the Buyer by cable or fax the contract number, name of goods, quantity, weight, total value, name and date of the flight and port of destination.

货物装船启航后，卖方应即以电报或传真方式通知买方合同、货名、数量、重量、总值、开船日期和目的口岸

13. GUARANTEE OF QUALITY质量保证:

The Seller shall guarantee that the commodity is made of the best materials, with first class workmanship, brand new, unused and complies in all respects with the quality, specifications and performance as stipulated in this Contract. The guarantee period shall be 12 months counting from the date of final acceptance certificate.

卖方保证所订货物采用优质材料和上乘工艺制成，全新，完全符合本合同所规定的数量、规格和性能。质保期为设备验收后12个月。 14. INSPECTION商品检验:

By China Inspection Bureau. 由中国商检局执行。 15. CLAIMS索赔:

If within 30 days after the arrival of the goods at the port of destination, the specification, quality and / or quantity be found not in conformity with the stipulations of the contract except those claims for which the insurance company or the shipping company are liable, the Buyer shall, on the basis of the inspection certificate issued by the Chinese commodity inspection bureau, have the right to claim for replacement or compensation. In case of claim, all the relevant expenses (such as inspection charge, freight for resuming the goods and for sending the replacement, insurance premium, storage and unloading charge, etc.) shall be borne by the Seller. 在货到目的口岸30天如发现货物品质、规格或/和数量与合同规定不符时，除属于保险公司或船方责任外，买方有权凭中国的商品检验局出具的检验证书向卖方索赔换货或赔款，因此而发生之一切费用（包括检验费、退货及换货运费、保险、仓储费及装卸费等）由卖方负责。 16. FORCE MAJEURE不可抗力:

The Seller shall not be held responsible for the delay in shipment or non-delivery of the goods due to the Force Majeure, which might occur during the process of manufacturing or in the course of loading or transit. The Seller shall advise the Buyer immediately of the occurrence mentioned above and within fourteen days thereafter, the Seller shall sent by airmail to the Buyer their acceptance a certificate of the accident issued by the Competent Government Authorities where the accident occurs as evidence thereof. Under such circumstances the Seller, however, are still under the obligation to take all necessary measures to hasten the delivery of the goods. In case the accident lasts for more than ten weeks, the Buyer shall have the right to cancel the Contract. 由于人力不可抗拒事故，卖方交货延迟或不能交货时，这是指在制造、装运及转运期间，卖方应在事故发生后十四将事故原因通知买方，卖方将地方主管机关开出的事故证明书用航空邮寄买方为证。卖方有

采取一切必要措施从速发运的责任。如果事故持续超过十个星期，买方有权撤消本合同。 17. LATE DELIVERY AND PENALTY迟交罚款:

Should the Seller fail to make delivery on time as stipulated in the contract with exception of force majeure causes as specified in “Force Majeure” clause of this contract, the Buyer shall agree to postphone the delivery on condition that the Seller agrees to pay a penalty at the range of 0.5% per week to a maximum of 5% of the value of the goods involved in late delivery.

The seller shall provide documents required by the buyer, at the same time, these documents accord with the request of the L/C the buyer opened. . If the Buyer fail to make payment within 60 days from the date of shipment the Buyer will return the goods to the Seller within 90 days from the date of shipment.

如卖方不能按合同规定交货或不能交货时，除一般公认的不可抗力原因外，卖方应按迟交或不能交货部分总值的0.5%（每周）罚款赔偿给买方，此项罚款总额不超过全部迟交合同货物总值的5% 卖方应向买方提供相关单据,并符合买方开立信用证的要求。如买方未能在发货后60天支付货款，买方应将在发货日期起90天将货物返还给卖方。 18. ARBITRATION 仲裁:

All disputes in connection with this Contract or the execution thereof shall be settled through friendly negotiations. If no settlement can be reached, the case in dispute shall be submitted to the foreign trade arbitration commission of the China council for the promotion of international trade in accordance with the provisional rules of procedures promulgated by the said arbitration commission. The arbitration shall take place in

Beijing and the decision made by the arbitration commission shall be accepted as final and binding upon both parties; neither party shall seek recourse to a law court nor other authorities to appeal for revision of the decision. Arbitration fee shall be borne by the losing party.

凡有关执行合同所发生的一切争执，双方须通过友好协商解决。双方如协商不能解决时，此争执应提交中国国际贸易促进会仲裁委员会按照该委员会颁布的仲裁程序暂行条例进行仲裁。仲裁在进行，仲裁委员会的裁决为终局裁判，双方均受其约束，仲裁费用由败诉方负担。 19. EFFECTIVENESS 合同生效:

This Contract comes into force after signature by both parties. This Contract is made in three original copies, two copies to be held by buyer and one copy by seller in witness thereof. The Contract is written in Chinese and English. If any disputes arise, the English copy shall be final. Fax copies of the present Contract are equally valid. The term of the present contract is 12 months.

本合同由双方签字之日起生效。合同正本一式三份，由买方执两份卖方执一份。合同为中英文书写，如出现疑义，一切将以英文版本为准。本合同的传真件具有同样效力。本合同有效期为12个月。

The Buyer: The seller:

CHANGDA EQUIPMENTS I/E CO.,LTD Bemex-marketing LLC

第七章

一、短语翻译

1) initial order 初次订单 2) in duplicate 一式两份

3) in your favor trial order 以你方为抬头 4) make sb. a direct offer 接受你的订单 5) the latest product 向某人直接报价 6) goods in stock 存货 7) delivery order 提货单 8) cash on delivery 货到付现 9) average unit price 平均单价 10) port of loading 装运口岸

二、选择填空

1：we take pleasure in making you an offer as required by you last week ....... 2; as requested, we are enclosing a quotation sheet about our porcelain ware. 3: draft are to be drawn in duplicate for our order.

4;payment is to be effected by 100%confirmed ,irrevocable,transferable letter of credit. 5:our prices are found suitable for that market.

6:The machines ordered on 8th august were dispatched to your address yesterday.

7:the two sides have agreed to close the following transactions according to the terms and conditions set forth as below.

8:Please send me the following articles by express and charge to my account.

9:we dispatch goods daily to various parts of the world,so we are quite accustomed to packing for foreign destinations.

10 the total value of your order amounts to us10,000. 1-5 CBACA 6-10 BBBAA

三、正确排序

1. The shipment remains valid until the 10th day after shipment. 2. We will fulfill all the contract stipulations.

3. We will give you a 3% discount as an exception to our usual practice.

4. Commission is usually given as a percentage of the total value of a transaction. 5. To open an L/C will add to the cost of our imports.

6. The time draft will be sent to you for your acceptance within a couple of days. 7. We want the goods on our market at the earliest possible date.

8. The difference is calculated according to the contracted price at a later time. 9. We think all the terms should meet with comment agreement.

10. It is very difficult for us to get the goods in large quantity as well as make prompt shipment

四、用下列所给词语填空

Our sales confirmation no.aj105.............

1. captioned 2. ready 3. approaching 4. covering 5. within 6. subsequent 7. to 8. attention 9. basis 10. due 案例分析

CONTRACT

日期： 2009/03/01 Date: Mar 1st 2009 合同：#09CME0301

Contract No.: #09CME0301

买 方：美雅贸易 卖方： 三科

(The Buyers)：MAYA TRADING CO., LTD. (The Sellers)：Sanke Limited company

兹经买卖双方同意按照以下条款由买方购进，卖方售出以下商品：

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 goods subject to the terms and conditions as stipulated hereinafter: (1) 商品名称：特级白砂糖。

Name of Commodity：Superior White Crystal Sugar (2) 数 量：壹万公吨(10 000公吨)。 Quantity: Ten thousand (10 000) metric tons (3) 单 价：每公吨120美金。

Unit price: US dollars one hundred and twenty (US$120.00) per metric ton (4) 总 值：壹仟贰百万美金（1 200 000美金）

Total Value: US dollars one million and two hundred thousand( US$ (5) 包 装：100kg新麻袋包装。

Packing: To be packed in new gunny bag of 100kgs. (6) 生产国别：中国 Country of Origin: China.

(7) 支付条款：付款方式为100%见单即付

Terms of Payment: The amount 100% of the total contract value shall be paid against presentation of the documents by L/C at sight.

(8) 保 险Insurance: 由买方承担。To be covered by the Buyers (9) 装运期限：签订合同后60天装运

Time of Shipment: within 60 days after the contract signed (10) 起 运 港：港

Port of Lading: Port of Tianjin (11) 目 的 港: 伦敦港

Port of Destination: Port of London

(12)索赔：在货到目的口岸45天如发现货物品质，规格和数量与合同不符，除属保险公司或船方责任外，

买方有权凭中国商检出具的检验证书或有关文件向卖方索赔换货或赔款。

Claims: Within 45 days after the arrival of the goods at the destination, should the quality, Specifications or quantity be found not in conformity with the stipulations of the contract except those claims for which the insurance company or the owners of the vessel are liable. The Buyers shall, h**e the right on the strength of the inspection certificate issued by the C.C.I.C and the relative documents to claim for compensation to the Sellers. (13)不可抗力：由于人力不可抗力的原由，发生在制造、装载或运输的过程中导致卖方延期交货或不能交货者，卖方可免除责任。在不可抗力发生后，卖方须立即电告买方及在14天以空邮方式向买方提供事故发生的证明文件，在上述情况下，卖方仍须负责采取措施尽快发货

买 方：美雅贸易 卖方： 三科

(The Buyers)：MAYA TRADING CO., LTD. (The Sellers)：Sanke Limited company

第八章

一、短语翻译

1. 参考样品 reference sample 2. 凭样本买卖 sale by sample 3. 竞争商品 rival commodities 4. 产品证明书quality certificate 5. 重量不足 shortage in weight 6. 标准货样 standard sample 7. 免税进口货物 tax free imports 8. 货物种类 type of merchandize 9. 大批订货 extensive order 10. 出口补贴export subsidy

二、选择填空

1 The commodities you offered are ___A___line with the business scope of our clients A out of B outside C without

2.Generally speaking ,a growing demand can _C__increased prices A result form B result C result in

3Packing charges__A__in the Prices,and we can make delivery whenever you wish A are included B included C including

4.Referring to the contract stipulations ,the liability _ B_ both parties concerned A lays B rests with C lies in

5.we give you on the attached sheer full details .....,which must be strictly_A_ A observed B submitted C abide by

6 Insurance is to be __C__by the buyer if a transaction is ....... A taken B done C covered

7 Considering our long-standing friendly business relationship ,I suggest we __B__each other half way A give in B meet C make

8.We will see to__A__that the L/C is opened within 15 days A it B make C assure

9 In _B_of quality and Price ,our products are superior A view B terms C regards

10 we hope you will take you business reputation..........the contract __A__sample A as per B for C by 1-5 ACABA 6-10 CBABA

三、正确排序

1 Would landed on quantity sell weight instead of we weight and shipped 2 attention your is stock to fact we that have the....... 排序：

1. We would sell on shipped quantity and weight instead of landed weight.

2. Your attention is drawn to the fact that we have not much ready stock on hand. 3. The quoted price is 10% lower than that of the similar article of Indian origin.

4. Full details of our export prices and terms of business are enclosed with this letter. 5. All these cloths are selling very well in many countries and can be supplied from stock. 6. We have taken special care to see that the goods have been packed as per your instructions.

7. 8. 9. 10.

Please arrange shipment of the goods ordered by us upon receipt of the L/C.

We would advise that the rate now being charged by us for the proposed shipment against All Risks We stated explicitly at the outset the importance of punctual execution of this order.

We hope the above payment terms will be acceptable to you and expect to receive your trial order soon.

四、用所给词语填空 Dear sirs,

We are pleased to receive your letter __July 10 and Learn that you have__our offer of July 1.........

1. dated 2. accepted 3. consideration 4. following 5. effected 6. confirmed 7. payable 8. transact 9. with 10. benefit 案例分析

地区有许多来样加工贸易的对外贸易公司，鑫达贸易就是一加工服装为主的一个生产贸易型企业 。。。。。。。 Dear Sir or Madam:

We thank you for your letter dated April 8 inquiring about the possibility of manufacturing 200 leather handbags according to your samples.

Having been in the business of processing according to supplied samples and processing with supplied materials for years, we are known for superior quality and excellent workmanship.

As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.

For any sale by buyer’s sample or counter sample, we would like to let you know it is our practice to set a smallest quantity that is 500 pics. And we really hope this deal can pave way for our long-term cooperation. If your purchase quantities over 1,000pcs we would allow you a special discount of 5%.

As a manufacturer of various kinds of leather goods for exportation, and enclosed a brochure and pricelist of the relevant products for your reference.

We assure you of our close co-operation at any time and look forward to receiving your samples at an early date. Yours faithfully

第九章

一、 英译中 Dear Sirs,

We have received your letter of December 20th and noted with interest your intention of pushing the sale of our automobiles in your country.

参考译文：

敬启者：

我们已收到您12月20日的来信而且得知您有意再贵国推销我们的汽车。

尽管非常感您努力要帮助推销我们的汽车，但很遗憾不能考虑您提出的60天期承兑交单的付款方式要求。我们通常要求即期信用证付款方式。

然而，为了促进汽车在你方市场上的销售，作为特殊照顾我们愿意接受即期付款交单方式。 我们希望上述付款方式能令您接受，并期待早日收到您的回信。 谨上 二、填空

1. The goods under S/C No. 1357 has been ready for quite some time. Please have the Letter of Credit opened with the least possible delay.

2. If your L/C fails to reach us by the end of July, we will be forced to cancel your order. 3. Please open the Letter of Credit promptly at the contract price, or we cannot apply for export licence. 4. We are pleased to inform you that Letter of Credit No. 325 has been opened in your favor through the Bank of China. Please acknowledge receipt.

5. Your L/C No. 123 calls for shipment in two equal monthly lots while S/C No.234 stipulates shipment in a single lot to be made not later than 1 September. Please amend accordingly. 6. Your L/C stipulates 60 days sight, whereas our contract shows 30 days sight, so you are requested to make necessary amendment to the L/C and advise us before 3 December.

7. As there is no direct vessel sailing to your port, please amend the credit to allow transshipment. 8. We would like to advise you that the above-mentioned credit has been amended as follows: …

9. We are sorry to inform you that, due to the belated arrival of your L/C No.123, we could not secure the shipping space for the goods under our S/C No. 234. For this reason, we wish to request you to extend the shipment date and the credit validity to the end of June and to 15th July respectively. 10. We are looking forward to receiving your extension of the above L/C thus enabling us to effect shipment of

the goods in question.

三、汉译英

今收到贵公司就第123号销售确认书开出的第986号信用证。来证金额比销售确认书的金额价值短缺5千美元。。。。。。。。。。

参考译文：

We have received your L/C No. 986 established against our S/C No.123. The credit amount is US$5,000 short of the total value in the Confirmation. We think this must be a clerical slip made in your application to the issuing bank for the credit. Would you please arrange immediately with the bank to increase the amount by US$5,000 and let us have amendment advice at an early date.

四、参考否定回复函 Dear Sirs

Re;Letter of Credit No.AG8432

We have received your Letter of Credit No.AG 8432 for the amount of USD2960 to cover ........... Dear Sirs,

We received your letter of 15th October requesting us to extend our L/C owing to the fact that you are unable to make shipment within the stipulated time. We wish to point out that if you fail to effect shipment within the stipulated time, we shall not be able to fulfill our contract with our clients. Besides, such delay will certainly

cause us a lot of unnecessary inconveniences and expenses.

We would, therefore, ask you to try your utmost to effect shipment according to the original schedule. In the event of your failing to do so, we will have to ask you to compensate us for any loss arising therefrom.

We are awaiting your immediate reply.

Yours faithfully,

案例分析

我某进出口公司出口一批轻纺品，合同规定一不可撤销的即期信用证为付款方式。买买方在合同规定的开证时间将信用证开抵通知银行。。。。。 （1）我方的做法可能会产生：①因开证银行不同意修改信用证或拖延修改信用证，导致我方无法单证一致而安全收汇；②我方无法辨别信用证修改书的真伪就办理装运，可能会货款两空。

（2）正确的信用证修改渠道是：受益人与开证申请人联系修改信用证，开证申请人到开证银行修改信用证，开证银行将信用证修改送达通知银行，通知银行审核修改的真伪性后将修改送达受益人。

第十章

一、 英译中 Dear sirs,

Re: packing for ready-made garments

A shipment of ready-made garments arrived on 12 august 2006. 敬启者：

事由：成品服装的包装

一批成品服装船货于2006年8月12日抵达。经对货物的全面检验，恕我冒昧地说包装需要改进。如，所使用的纸箱不够坚固难以使货品免于在途中受损。我们已向一些客户询问过这些货物包装方面的意见，他们说：

1、这些包装很容易被割破，因为制作纸箱的纸板很薄，因此很容易招致偷盗。

2、如若货物在某港口被转运时，这些纸箱就会被放在码头空地上，在大雨天，箱子会被浸湿而受损。 3、在装卸过程中，纸箱会被堆放起来。因纸箱太薄承受不住重压，纸箱破损难以避免。

4、保险公司得知这点后，会将责任转移到包装货物的纸箱不适合海上运输这一点而因此拒绝补偿损失。

综上所述，您完全能明白我们客户对贵方包装方面的担忧的有道理的。就包装而言，我们希望今后的船货用木箱代替纸箱来装。

我诚挚希望您认真考虑此事，并做必要的改进以避免因包装失误而导致意想不到的麻烦。盼早日答复！ 谨上 二、填空：

1. A wrapping that catches the eye will certainly help push the sales. With competition from similar garments

producers, the merchandise must not only be good value but also look attractive. 2. We’ll see to it that the blouses appeal to the eye as well as to the purse. 3. In case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packing, or packing unsuitable for sea voyage.

4. Packing and marking shall be at the seller’s option. In case special instructions are necessary, they shall be

intimated to the seller in time so as to enable the seller to comply with them. 5. Goods shall be packed and marked in the manners customary for the respective merchandise, special

arrangements being subject to extra charges. 6. The packing must be seaworthy and strong enough to stand rough handling. 7. The Federal Food and Drug Administration, or the FDA as we call it for short, imposes a whole set of

regulations on the import of food products to the United States. Over the years, they have become so rigid and complicated that they are now quite a headache for us importers. 8. The goods must be packed in five - ply strong paper bags as stipulated in the contract.

三、汉译英

包装必须适用于海上运输，坚固耐粗鲁装运。紧压打包，外加紧箍，层防水，外层为优质帆布。 Packing must be suitable for ocean shipment and sufficiently strong to withstand rough handling. Bales must be presspacked and hoped, with adequate inside water-proof protection and the outer wrapping must comprise good quality canvas. Cases or other outside container must be externally of the smallest cubic dimension consistent with adequate protection of the goods. Packages must bear full marks and shipping numbers stenciled in good quality stencil ink in large plain characters on two sides and on end of each package. All bales must be marked “Use no hooks”. For non-British destinations, weights and measurements of packages must show metric equivalents. Country of origin must be shown. 四、写信 敬启者：

很遗憾通知贵方，贵方5月10号发往莫斯科的300箱铁钉中，有10箱破损严重。 Gentlemen,

With regard to your Order No. 855 of June 10, we are glad to inform you that your consignment of TVs has now been dispatched as stipulated.

Packing: In wooden cases

Marking & Numbering: ABCD CO.; 01ASB0701; LONDON; C/No.1-2000 Weight of each case: 70 kilograms

Measurement of each case: 1.8 m X 0.8 m X 1.8 m

Shipment: MS Changjiang which sailed from Shanghai on July 15, scheduled to arrive at London on September 2.

Clean B/Ls in complete set, together with Commercial Invoice and Insurance Policy have been negotiated through The Bank of China, Shanghai with sight draft under your L/C No. 24468.

We shall be pleased to hear that goods have arrived safely and in good order.

Yours sincerely,

案例分析

合同规定水果罐头装入箱，每箱30听。卖方按合同规定如数交付了货物，但其中有一部分是装24听的小箱。

首先，你应当确定的是，在合同中对于包装不符是否有明确的违约责任的约定。如果合同中明确约定包装不符可以退货的，那么，买方采取此措施并无不当。

在实践中，少有对一个包装有几听做出规定的合同，通常指对包装的材质有要求，因此，如果对于包装几听有约定的，通常会倾向于认为这是一项相当特殊的约定。但是如果合同没有要求听数，买方拒收通常是不应该被得到支持的。

国际贸易诉讼通常都是耗时费力的，除非金额巨大，否则调解往往是最好的方式。

第十一章

一、英译汉 Dear sirs,

We are in receipt of your letter dated march 20.

For the purpose of assisting you to recommend our products to your clients as early as possible, we agree to your proposal to advance

参考译文：

敬启者：

我们收到了您3月20日的来信。

为了帮助您尽早将我们的产品推荐给你们的客户，我们同意您的将全部货物中的第一批1/3的货从七、八月提前至五、六月。余下的2/3的货将在七、八月装。

关于您提出的将目的港从汉堡更换为奥斯罗的要求，我们很遗憾地说从此地到奥斯罗的直达船稀少，且转船费用非常高。为避免任何延误和由转船导致的费用，因此希望我们遵照最初关于目的港的规定。 盼早日答复！

谨上 二、单项选择

1.please see to it that the goods we ordered are shipped as soon as the covering letter of credit you. D 2.We shall advise you by fa as soon as the goods .D

3.according to the shipping , it will be impossible for us to ship the goods in October. A

4. Please advise us your iron nails are packed in plywood kegs of 60 kg net and you can ship our order in a week.A

5.Should this trial order prove satisfactory our customer, we can assure you repeat orders in increased . B 6.Is hoped that you would do your utmost to effect punctual shipment. D

7.Because there is no direct steamer from here to your port, we suggest that you accept at hong kong B 8.We are very anxious to know when you can definitely shipment. B.

9.Our s/c no.6539 dated august 8, we wish to say that the goods will be shipped by the end of next month.A 10.As an alternative, please also inform us the air freight to shanghai via hk.C

三、汉译英

参考译文：

商品得在中国任何口岸发运，提单日期应视为装运日期。目的地如有任何更改，应事先经卖方同意。由此而增加的运费和保费应由买方承担。

1. Shipment may be made from any Chinese Port; the date of bill of lading shall be taken as the date of shipment. Any change of destination shall be agreed to by the Sellers beforehand. Extra freight and/or insurance premium thus incurred are to be borne by the Buyers. 我们几乎每天核对他们的生产进度以跟进订单。

2. We check their production schedule against our orders almost every day. As new orders keep coming in, they are working three shifts to step up production. I'm sorry, but we simply cannot commit ourselves beyond what the production schedule can fulfill and therefore cannot advance shipment of the goods.

四、参考信件

收到对方5 月19 日来信，感对方以单价每吨82000元订购550吨食用新鲜马铃薯。 Dear Sirs,

We are in receipt of your letter dated May 19, and we highly appreciate you order of 550 tons edible fresh potato at the price of RMB 82,000.00 per ton.

Our company highly valued this order, and shipped the goods of this order today by m.s.\"Hero\" from Ningbo to Singapore. We trust that this dispatch will arrive at the destination port safely and satisfactory to your company.

In accordance with our contract, we have drawn upon you the draft to Singapore development bank, at 30 d/s from the date of invoice.

We hope this order will mark the beginning of our future business relations.

Yours faithfully,

案例分析

我国某外贸公司按CFR贸易术语与德国汉堡一家贸易公司签订了一笔石墨的出口合同，价值4万德国马克。

不久，由于德商拒不赎单，我方通过托收银行寄去的全部运输单据也被代收银行退回。结果，我方不仅钱货两空，而且不得不向外商赔偿8000德国马克的损失。从这一案例可见卖方及时发出装运通知的重要性。

第十二章

一、 填空

1. Please arrange with ABC insurance Company to cover the shipment to the port of destination for 110% of the invoice value.

2. Please cover 150% of the invoice value against All Risks. We know that your usual practice is to cover the invoice value plus 10%, so the extra premium will be for our account. 3. Risks other than All Risks and War Risk can be insured if the insurance company accepts, and then the extra premium should be borne by the buyer.

4. The consignment valued at US$10,000 will go forward by s.s. “Dongfeng” due to sail from Bangkok tomorrow.

5. If you prefer to have CIF price instead of CFR price as quoted by us, you need only to add 3% to the quoted price to cover the insurance premium, then you will obtain the requested CIF price. 6. Please inform us on what terms this insurance can be arranged. 7. Please quote your rate for all risks open policy for $20,000 to cover the shipments of general

merchandise by Pacific Liners Ltd, from Hong Kong and Singapore to Atlantic ports in Canada and the United States.

8. When these conditions are taken into account the present rate of premium seems to be unreasonably high. We look forward to your being able to reduce it sufficiently to bring it more into line with the extent of the risk insured under the policy.

二、汉译英

参考译文：

在国际贸易中，货物远涉崇洋不处于买卖双方的直接控制之下，会面临各种风险或损失，因此对货物运输的每一阶段都应予以保险。。。。。。。。。。。 In international trade, goods traveling long distances to another country, out of the direct physical control of both the buyer and the seller, may face all kinds of risks or losses and therefore must be insured against loss or damage at each stage of their journey. In this way, whatever mode of transport is being used, neither the exporter nor the customer suffers any loss. Obviously, cargo insurance is a contract whereby the insurer (insurance company), on the basis of a premium paid, undertakes to indemnify the insured against loss from certain risks or perils to which the cargo insured may be exposed. It is an indispensable adjunct of international trade. Without adequate insurance and protection of the interests of those with goods in transit, international trade can not be guaranteed.

三、英译汉 参考译文：

Dear Sir or Madam,

We shall have 30 cases of Tea Sets valued at US$60,000 forwarded to Xingang on July 8 and loaded on S.S. \"star\" scheduled to sail for European Main....................... 敬启者：

我公司将于7月8日启运价值6万美元的三十箱茶具到新港装“红星”号轮，该轮定于7月15日开往欧洲主要港口。现向你公司投保的综合险，投保金额为金额另加10%。请将保险单寄我公司，并将费用记入我公司账户。 四、造句

1. In the absence of your definite instructions, we will cover insurance WPA and War Risk according to usual practice.

2. Please insure the goods for 110% of the invoice value. 3. Please insure our shipment with particular average and against War Risk. 4. If you wish to cover All Risks, we can provide such coverage at a slightly higher premium. 5. If you desire to cover breakage, we can arrange it for your account. 案例分析 题目：

2000年9月27日， 某技术进出口公司代理某通信公司与阿尔卡特网络（亚洲）签订了一份数字数据网络设备国际货物买卖合同，约定的总价为851108美元，以FOB加拿大渥太华离岸价为价格条件。合同签订后，技术进出口公司与某运输公司。。。。。。。。。。。。。。 答案：

经审理后认为，本案的焦点问题是保险利益的认定问题。本案术进出口公司是否具有保险利益取决于其对买卖合同项下货物承担的风险，而对货物承担的风险及其起始时间又取决于买卖合同约定的价格条件。本案买卖合同约定的价格条件是FOB加拿大渥太华，意为货物在渥太华越过船舷或装机后，货物的风险才发生转移。在此之前，货物的风险则仍由卖方承担。因此，本案技术进出口公司购买的货物在海外运输公司Secure公司仓库被盗时，技术进出口公司不具有保险利益。同时，还认定，保险合同载明的工厂交货对确定投保人对保险标的物是否具有保险利益没有法律意义，技术进出口公司以保险合同为据主以工厂交货并移转风险的观点不能成立。最终判定保险公司与技术进出口公司的保险合同因投保人对保险标的物不具有保险利益而无效。技术进出口公司无权要求保险公司承担赔偿责任，而保险公司亦应退还保险费。

在国际货物运输保险中，投保人（被保险人）对投保货物是否具有保险利益，取决于货物风险是否转移，而货物风险的转移又与买卖双方采取的价格条件密切相关。在FOB价格条件下，货物风险自货物越过船舷之时由卖方转移给买方，因此，只有在货物越过船舷之后，买方（投保人、被保险人）才能对货物享有保险利益。本案中，对投保人（被保险人）是否具有保险利益作出了正确的认定，并依据《保险法》第12条关于“投保人对保险标的不具有保险利益的，保险合同无效”的规定作出合同无效的判决，这无疑是正确的。

第十三章

一、选择填空

谨上

1) _____our Monday conversation regarding the defective mowers ,we will be returning 15 units for credit. A . Confirming

2)After examining the blankets supplied tour order NO.2377. We are disappointed______the quality. A.with

3)_____the goods, we discovered that they were inferior in quality to the sample. D. Upon examining

4) Arbitration may____in a third country. A.take place

5) For this reason, we regret we have to ___your claim. C.turn down

6) Claim for ____or incorrect material must be made within 30 days after arrival of the goods C.shortage

7) Consequently we find no ___to compensate for the loss you claim for. B.ground

8) The goods under Contract NO.3617 left here_____ C. In good condition

9) We are heavily____at the moment, and we regret we cannot advance shipment of your order. A.committed

10) Our goods have been weighed carefully before shipping and we have___that full weight was delivered. C. evidence 二、英译汉

参考译文：

Dear Sirs,

We have just received the Survey Report from Shanghai Commodity Inspection Bureau evidencing that all drums of apple juice weigh short by from1 to 5 ........... 敬启者：

我方刚刚收到商检局的检验报告，证明所有苹果汁每桶少一至五公斤，总共减少3000公斤。由于果汁包装完好无损，显而易见，苹果汁在装运前就不够重量。在这种情况下，我方不得不向贵方提出八百五十元人民币的索赔，另加检验费用。

现随信附上第TE（95）115号商检报告，希望早日解决这一问题。

谨上

三、汉译英

参考译文：

常先生：

9月10日 我们如期收到我方所订的280件女式棉针织衫，但遗憾地说其中40件白色棉针织衫严重受污。我们立即调查了此事，。。。。。。。。 Dear Mr. Chang:

On September 10, our order for 280 women’s cotton sweaters was duly received, but we regret to say that 40 cotton sweaters in white color were seriously soiled.

We had the case investigated immediately, and the result shows the damage was due to improper packing, for which the suppliers are definitely responsible.

Needless to say, we have suffered a great loss from this, as we cannot sell the sweaters in this condition to our customers. We ask you to conduct investigation at your end and reply to us.

Sincerely yours,

四、用下列所给词语填空： Dear Mr,Stafford,

Thank you for your letter of April 28. I was sorry to to __(1)_the difficulties you were having............ Ms, Jarlsberg informed me that your hardware is (2)_........., .....since you contracted these program from an outside firm (3) from an Omnicomp .... We cannot assume responsibility for the programs or for the resulting (4) ............ the services of our consultants to help make the (5) as smooth as........ I've asked Ms,Jarlsberg to (6) you again ............Please let me know if I can be (7) （1）hear of (2) in perfect working condition (3) rather than (4) downtime (5) transition 案例分析

某公司以CFR 对德国出口一批小五金工具，合同规定货到达目的港后30天检验，买方有权凭检验结果踢出索赔。我公司按期发货，德国客户。。。。。。

（1） 我公司可拒绝德国客户的索赔要求。

（2）这个安全CFR条件下商品质检索赔问题，根据国际惯例，按CFR条件成交，买卖双方的风险界点在装运港的船舷，货物在越过装运港船舷以前的风险由卖方承担，货物越过船舷之后的风险由买方承担；索赔是有期限的，超过索赔期限的索赔，对方有权拒绝；索赔是要有索赔依据的，索赔的商检证书的开出地点机构应符合合同规定，否则有权拒绝。

(6) call on (7) of any further help

（3）结合本案例：1、德公司按期议付了货款，表示我公司产品在目的港后本身没有问题，也即说明产品的锈损发生在地，这风险已超过了装运港的船舷，应由买方承提；2、德国出具的商检证书是某地的，并未按合同规定的在目的港检验，这不符合合同的规定；3、合同中明确规定货到目的港后30天检验，而德公司却在半年后才发来检验证书。凭以上三点：我公司可拒绝德国客户的索赔要求。