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外贸函电参考答案
参考答案Task 1 Unit 1 Discussion1.Four main principles should be borne in your mind: Courtesy means treating people with respect and sincerity. Completeness means the letter should include all the details needed.Firstly，write all essential points in your letter.Secondly，volunteer something extra，which you think， may be helpful to your customer.Thirdly，offer alternatives you are able to give when you can’t meet the requirements of the customer. Consideration means to think the reader first.Firstly， emphasize the “you” and “your” instead of “I” and “my”.Secondly，emphasize the reader’s interests rather than your own concern.Thirdly，express your sincere desire to be of your help. Correctness means the message must be grammatically correct and logically organized. 2. Dissimilarities: American British Date Jan.12，2008 Salutation Dear sirs: Complimentary close Faithfully yours Style Full block style Modified block style 12 Jan.2008 Dear sirs， Yours faithfully Indented style Modified style with indented paragraph3.the features of four different kinds of business letters： Indented style ： The letterhead ， date ， inside address ， the body of the letter ， complimentary close and signature are all indented. Please note: salutation is not indented. Full block style: The date，inside address，salutation，the body of the letter， complimentary close and signature all begin at the left，and no indenting.This style is the fastest to type because typists don’t have to set and tab stops for indenting. Modified block style: Compared with full block style，modified block style is appealing because it achieves the best visual balance.The date，complimentary close and signature are just to the right of centre. Modified style with indented paragraph: on the basis of modified block style, this style requires paragraphs indented.1Practice 1.Indented styleChina National Light Industrial Products Import &Export Corporation Shanghai Branch 128 Huchun Road Shanghai China Telex:6630214 INDUS CN February14，2008 Straits Trading Company Ltd 400 Bukit Timah Road SingaporeDear sirs， Re: ORDER No.12463 ____________________________________________________________ _______________________________________. ________________________________________________.Yours faithfully， Rosehao Rosehao Sales manager China National Light Industrial Products Import & Export Corporation Shanghai BranchEncl. Booklet22. Full block styleChina National Light Industrial Products Import & Export Corporation Shanghai Branch 128 Huchun Road Shanghai China Telex:6630214 INDUS CN February14，2008 Straits Trading Company Ltd 400 Bukit Timah Road SingaporeDear Sirs: Re: ORDER No.12463 ________________________________________________________________ _______________________________________. _______________________________________________________.Faithfully yours， Rosehao Rosehao Sales manager China National Light Industrial Products Import & Export Corporation Shanghai BranchEncl. BookletSkill TrainingⅠ Basic skill training5.The 1.Courtesy 2.Consideration 3.grammatically organized 4.The letterhead salutation 6.Enclosure 7.The carbon copy 8.Full block style3ⅡWriting skill trainingModified block style Metal Factors plc 6 Bramhall Lane Sheffield Yorkshire UK Tel. 569987 Fax: 74586 Telex: 53672 January12，2008 Mr.John Smith President A.B.C. Trading Corporation 2255 Roosevelt Road San Francisco CA94556 U.S.A.Dear Mr. Smith: _____________________________________________________________ __________________________________________________________. __________________________________________.Sincerely yours， Rosehao Rosehao Purchase manager Metal Factors plc4Modified style with indented paragraph Metal Factors plc 6 Bramhall Lane Sheffield Yorkshire UK Tel. 569987 Fax: 74586 Telex: 53672 January12，2008 Mr.John Smith President A.B.C. Trading Corporation 2255 Roosevelt Road San Francisco CA94556 U.S.A.Dear Mr. Smith， _____________________________________________________________ __________________________________________________________. __________________________________________.Yours sincerely， Rosehao Rosehao Purchase manager Metal Factors plc5Task 2 Unit 2Discussion 1.Opening: Explain how you got the receiver’s name and address，and state the main purpose of writing the letter. Useful sentences： （1）We’ve come to know your name and address from the Commercial Counselor’s Office of the Chinese Embassy in London. （2）Through the courtesy of Mr.Black，we obtain the name and address of your firm. （3）Your firm has been introduced（recommended）to us by Maple Company，and we are willing to enter into business relations with your firm. （4）We owe your name and address to the Commercial counselor’s Office of the Swedish Embassy in Beijing who have informed us that you are in the market of textiles. （5）We now avail ourselves of this opportunity to write to you with a view to entering into business relations with you. （6）We are now writing you for the purpose of establishing business relations with… Middle part: Introduce yourself and give more details about your product and company， saying what you require，maybe you also want to know something about his products.（Maybe several paragraphs in this part） Useful sentences: （1）We have been importers of shoes for many years. （2）We have been in the electronic field since 1975 and have grown to become one of the leading suppliers of various components. …Closing part: Encourage a prompt reply.Useful sentences: （1）We are looking forward to receiving your early reply. （2）We hope to hear from you soon. （3）We would appreciate your prompt and favorable reply. （4）Your prompt reply will be highly appreciated. …2. Opening: Acknowledge the receipt of the letter and reference.Useful sentences: th （1）Thank you for your letter of July 7 ，2009. th （2）We have received your letter dated June 9 ，2009. th （3）We are pleased to receive your letter of January 8 . … Middle part: State what action you are taking and answer questions. Useful sentences: （1）In compliance with your request，we are enclosing our latest price list. （2）As requested，we are sending you our samples separately.… Closing: Encourage a quick reply.6Useful sentences: （1）We are looking forward to receiving your early reply. （2）We hope to hear from you soon. （3）We would appreciate your prompt and favorable reply. （4）Your prompt reply will be highly appreciated. … Practice Dear Mr.Sleim： We are glad to know your name and address from Asian Source，and we are writing to establish business relations with you. We are a professional exporter of textiles in China with more than 10 years’ experience. Due to our excellent management system and good after-sale service，we have already set up a long-lasting reputation in the world market.From the brochure and price-list enclosed， you will find we always try our best to protect buyers’interest by offering high quality goods and services. As to our credit standing，please refer to our bank，the Bank of China，Manama Branch， Bahrain. We are looking forward to your early reply. Yours faithfully Rosehao Rosehao Manager Great Wall Textile CorporationSkill Training Ⅰ7.to 1.available（suppliable） 2.find 8.stated 9.out 10.for 承蒙……的介绍（推荐） 目的是 希望 专营 acquaint sb with something the Foreign Department of Bank of China the principle of equality and mutual benefit 3.owes 4.courtesy 5.in 6.as商务参赞处 利用这次机会 冒昧 建立业务关系 be in the market for individual-owned enterprises International Chamber of CommerceⅡ1.We obtained your name and address from the sales representative of ABC Trading Company Limited in New York. 2.Through the courtesy of China External Trade Development Council，we learned that you are one of the leading importers of electronic products in your country. 3.Our products have the following advantages: durability，precision，accuracy， so you can develop your market smoothly and quickly.Ⅲ74.We are a well-known manufacturers of jewelry in China.Our products have been enjoying a good reputation due to their excellent quality. 5.Enclosed please find our latest catalog and price list，and you will find our price is lower than those of other suppliers. 6.We are eager to enter into business relations with you.Ⅳ1.Dear Mr Bonetti: th Thank you for your letter of the 15 ，July. We shall be glad to enter into business relations with your company. As requested，we are sending you our latest catalog and price list covering our export range under separate cover. Should you wish to place an order，please telex us. We await your early reply. Yours faithfully Rosehao Rosehao Sales manager Mode Shoes2.Dear Sirs， On the recommendation of the International Chamber of Commerce，we learned that you are one of the leading importers of fastener in your country.We are writing to establish business relations with you. Being an experienced exporter，we can assure you that our bolts and nuts are all of perfect quality，and useful for industrial and household purpose.Our products are welcomed by customers everywhere. Enclosed are our latest brochures and the price list for your reference. Some samples will be sent separately within 2 days. Your prompt reply will be highly appreciated. Yours faithfully， Rosehao Rosehao Manager ××××××××× Encl.Brochures8Task 3 Unit 3 DiscussionOpening: Explain how you are interested in their product and state the main purpose of writing the letter. Useful sentences （1）Now we are especially interested in importing sewing machines from your country. （2）We have a computer specialty store in South Ampton and are interested in your products you are advertising in the local newspaper. （3）We are interested in the desk lamps you advertised in the May issue of “Good Housekeeping” （4）Thank you for your inquiry for samples and a pattern card of our carpet. th （5）We are very pleased to receive your inquiry of 15 ，January…Middle part: Ask for all information what you want，for example，the term of trade，your commission，the earliest date of delivery and available quantity，ask for them sending a catalogue，sample if they have. Etc.（Maybe several paragraphs in this part） Useful sentences （1）We are large dealers in it and know there is a promising market in our area for moderately priced goods of this kind. （2）All the models illustrated can be supplied from stock at competitive prices. （3）Please offer quantities which can be supplied from stock. （4）If your prices are attractive enough，we expect to be able to place large orders with you upon receipt of your samples. （5）There is a ready market here for women’s dresses，if they are of good quality， pretty styles and competitive prices.Closing part: Encourage a prompt reply. Useful sentences: （1）We look forward to the pleasure of receiving your reply about our inquiry. （2）We hope this will be a good start for profitable business relations and assure you that your offer will certainly receive our careful consideration. （3）We would be appreciated if you give us your immediate reply. （4）We hope we may hear from you very soon. （5）It would be most helpful if you could supply information concerning the models. PracticeDear Mr. Li： The Overseas Trading Co.，Ltd.，Manchester informed us that you are exporters of hand-made gloves in a variety of artificial leathers. Would you please send us details of your various ranges，including sizes，colors and prices，and also samples of different qualities of material used. We are one of the largest department stores here and believe there is a promising market in our area for moderately priced goods of the kind mentioned. When replying，please state term of payment and discounts you allow on purchases of quantities of not less than five gross of individual items.9We are looking forward to your earliest reply. Yours faithfully, John SmithSkill Training Ⅰ 1.D Ⅱ 预先2.B 3.C 4.C 5.C 6.C 交货时间表 影响深远的 提请某人注意 热忱的接待 take this opportunity of busy（rush，peak）season贸易条例 需求 不合时令 bilateral trade be in the market for sth.1.One of our clients takes interest in your products and wishes to have your quotations for the items specified below. 2.We shall be pleased if you will furnish us with your lowest quotation for the following. 3.We are enclosing herewith an inquiry sheet. 4.Since these refrigerators are competitive keenly in our area，it is necessary for you to quote to consummate business. 5.If your price is competitive and delivery date acceptable，we intend to place a large order with you. 6.To speed up matters，please quote us by e-mail before October 21.ⅢⅣ1.Dear Sirs： We learn from ABC&Co.，Ltd. New York that you are a leading exporter in your country. We are，at present，very much interested in importing your goods and would appreciate your sending us catalogues, sample books or even samples if possible. Please give us detailed information of CIF Dalian prices，discounts，and terms of payment. We hope this will be a good start for long and profitable business relations. Truly yours,2.Dear Sirs： RE: Textiles Our company is one of the largest textile importers in New York. We sincerely hope to establish business relations with your company so as to promote trade between our two countries. We are enclosing an inquiry note No.303 and looking forward to receiving，at an early date，your quotation CIF New York including our 5% commission. While quoting，please state the earliest shipment and quantity available. If your quotation is competitive，we are ready to conclude substantial business with you. Your early reply will be very much appreciated. Yours sincerely,10Task 3 Unit 4 Discussion1.Opening：mention you have received their inquiry. Useful sentences： （1）We have received your letter dated… （2）We appreciate very much your interest in our product. （3）We have for acknowledgement your letter of… Middle part：make an offer including firm offer and non-firm offer. Useful sentences： （1）To comply with your request，we are quoting you as follows： （2）Packing is to be packed in new gunny bags. （3）Payment is D/P. （4）We are ready to sell A… （5）We offer…subject to our final confirmation. （6）We make you an offer subject to the goods being unsold. （7）We submit you this offer subject to prior sale. （8）We offer you subject to change without notice. Closing part：encourage a prompt reply. Useful sentences： （1）We are awaiting your immediate reply. （2）We are looking forward to your favorable reply with keen interest. 2.Opening：mention you have received their inquiry，express your appreciation for it and state the main purpose of writing the letter. Useful sentences： （1）We confirm your letter of 3 inst.asking us to make you firm offers for… （2）We have received your letter dated … （3）We appreciate very much your interest in our product. （4）We have for acknowledgement your letter of … Middle part：make a firm offer，it includes the following parts：name of goods，quality， quantity and specifications，details of prices，discounts and terms of payment；clear indication of what the prices cover， e.g. packing， transport， agents’ commission， insurance etc. or some of the above terms. A firm offer must be clear，complete，once it has been accepted unconditionally within the terms of validity，it can not be withdrawn.（Maybe several paragraphs in this part） Useful sentences: （1）To comply with your request，we are quoting you as follows. （2）Packing is to be packed in new gunny bags. （3）Payment is 100% by irrevocable and confirmed letter of credit to be opened in our favor and to be drawn at sight. （4）We offer you firm subject to reply by 5 p.m. our time，Wednesday，3，Oct. （5）We offer you firm subject to your reply here within one week from today.Closing part: encourage a prompt reply.Useful sentences:11（1）We are awaiting your immediate reply. （2）We are looking forward to your favorable reply with keen interest. （3）We trust the above will be acceptable to you and await with keen interest your trial order.PracticeDear Ms. Weiss， Re: SWC Sugar We have received your letter of March 7，2008 asking us to offer 10 000 metric tons of the subject sugar for shipment to London and appreciate very much your interest in our product. To comply with your request，we are quoting you as follow： 1.Commodity：Superior White Crystal Sugar 2.Packing：To be packed in new gunny bags of 100 kgs.each 3.Quantity：Ten thousand（10 000）metric tons 4.Price：U.S.Dollars One Hundred and Five（US$105.00）per metric ton，CIF London 5. Payment：100% by irrevocable and confirmed letter of credit to be opened in our favor and to be drawn at sight 6.Shipment：one month after receipt of letter of credit Your attention is drawn to the fact that we have not much ready stock on hand. Therefore， it is imperative that，in order to enable us to effect early shipment，your letter of credit should be opened in time if our price meets with your approval. We are awaiting your immediate reply. Yours faithfully，Skill Training Ⅰ1.from，on/for 6.at，for 欧洲主要港口 按照 报价 以……为受益人 be subject to market fluctuation open up new market 2.on，to，within，from/including 3. at，in 4.of，of5.in，ofⅡ实盘 答复 毫不迟延 制成品或工业品 non-firm offer market risk put sth. on the marketⅢ1.This offer is subject to the goods being unsold upon receipt of your order.2.This offer is without engagement for us. 3.If you think this offer is acceptable，please cable us in order that we can confirm. 4.We make a firm offer subject to your reply reaching us by 10 a.m. our time，Tuesday， Oct.5. 5.If you are interested，please fax us，indicating the quantity you require. 6.It is in view of our long-standing business relationship that we make you such an offer.12Ⅳ1.Dear Sirs： We are pleased to receive your inquiry of 10 January and enclose our illustrated catalog and price list giving the details you ask for. We are also sending you by separate post some samples and feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price. On regular purchases in quantities of not less than five gross of individual items we would allow you a discount of 2%.Payment is to be made by irrevocable L/C at sight. Because of their softness and durability，our cotton bed-sheets and pillowcases are rapidly becoming popular，and after studying our prices you will not be surprised to learn that we are finding it difficult to meet the demand. But if you place your order not later than the end of this month，we would ensure prompt shipment. We look forward to your early reply. Yours faithfully,2.Dear Sirs： We have received your letter of June 14 and confirm your letter dated 25，Oct，as the attached copy. You will note from our letter that we are in a position to offer 50 long tons of Thin Tin Foil Sheets of running to approximately 1 260 square inches to the pound at the attractive price of ￡120 per long ton CIF Shanghai for shipment within two weeks after receipt of your L/C. The said L/C payable in pounds sterling in London should reach us before the end of July. This firm offer is subject to your reply before 27 this month. As you may have been aware，there has been of late a large demand for Tin Foil Sheets of the quality you specify， and we are，therefore，unable to hold the offer open for too long. It is obvious that such a growing demand will result in increase of price，but we will give you the advantage of the price offered above，if we may have your reply in time. Yours faithfully,13Task 3 Unit 5 DiscussionOpening：mention you have received their offer，express your objection. Useful sentences: （1）We wish to thank you for your letter of the 20th inst.，offering us… （2）We have carefully studied your letter of 17 October. （3）Reference is made to your offer of May 10. （4）We are in receipt of your letter dated 26 July from which we note your offer for… Middle part:make a counter offer，in which he may show dissatisfaction as to the price， or the date of delivery，or terms of payment，or other terms and make modifications instead， state the reasons. Useful sentences: （1）In reply，we very much regret to state that our end-users here find your price too high and out of line with the prevailing market level. （2）Should you be prepared to reduce your limit by，say 8%，we might come to terms. （3）With regard to the minimum quantity of 10 000 yards per design which you asked in your letter，we have to point out that… （4）Our cost of raw materials has risen sharply in the past four months and to reduce prices by 15% you mention could not be done without considerably lowering our standards of quality.Closing part: encourage a prompt reply.Useful sentences: （1）We trust that you will find our counter-offer quite realistic and that it will prompt you to immediate action. （2）We hope you will agree to our counter-suggestion and look forward to receiving regular orders from you as in the past. （3）Fax us acceptance at your earliest convenience. （4）You may think it worthwhile to make a concession.PracticeDear Mr. Yang: We have carefully studied your letter of June 6, thank you for your offer. We have accepted your price of $1.3 per yard for pattern 72 and $1.5 per yard for pattern 82，but we must ask you to reduce your quotation for pattern 84 to $1.80. Frankly，we think that even at this price it will be difficult to sell as there are many cheaper patterns on the market. Payment will be made by L/C in New York against document. You may think it worthwhile to make a concession，please fax us acceptance at your earliest convenience. Yours faithfully， Carl White14Skill Training Ⅰ 1.on 2.at the levelattention 6.counter-offer 所有种类 日本货 还盘 Regular out of line with minimum3.do your utmost4.grant5.entertain，call yourⅡ通常条款 反还盘 把……分成数份；分配 persuade decline one’s counteroffer cope withⅢ1.Should you be prepared to reduce the price by，say5%，we would place our trialorder with you. 2.In view of the fact that we have done a lot of business with buyers at this price， we can not reduce our price any further. 3.We suggest that you reconsider your price ， and bring it into line with the international market price. 4.In respect to quality，we don’t think that the goods of other brands can compare with ours. 5.If your answer is in the affirmative，please quote us your best price and let us now the minimum quantity for each order. 6.We are not satisfied with the items of insurance listed in your quotation of 30. Whether you can take it into consideration again.ⅤDear Sirs: Re：Bitter Apricot Kernel 2008 Corp. We are in receipt of your letter of August 2 offering us 50 metric tons of the captioned goods at RMB￥… per metric ton on the usual terms. In reply，we regret to inform you that our buyers in Odense find your price much too high. Information indicates that some parcels of Turkish origin have been sold there at a level about ten percent lower than yours. We do not deny that the quality of Chinese kernels is slightly better，but the difference in price should，in no case，be as big as ten percent. To step up trade，we，on behalf of our buyers，counter offer as follows，subject to your reply being received here by August 18，our time：50 metric tons Bitter Apricot Kernels 2008 Corp. at RMB￥3 500 per CIFC2% Odense with transshipment at Copenhagen，other terms as per your letter dated Aug.2，2008. As the market is declining，we recommend your immediate acceptance. Yours faithfully， …（signature）15Task 3 Unit 6DiscussionOpening: mention you have received their offer or counter-offer, express yourappreciation. Useful sentences （1）We enclose our Confirmation of Order No.… （2）We want to say how pleased we were to receive your order of 15 April for Ladies’ and Children’s Shoes. （3）In reply to your counter-offer of February 4…Middle part: you accept the offer or the counter-offer agreed，and then place anorder, confirmation of order and its signing and returning. （Maybe several paragraphs in this part） Useful sentences: （1）We confirm supply of… （2）We will dispatch the goods to you as per our agreed schedule of delivery. （3）Please sign and return one copy of them for our file.Closing part: encourage a prompt reply. Useful sentences: （1）We are certain you will be successful with these goods. （2）We appreciate your cooperation and look forward to receiving from your further orders. （3）Your prompt arrangement for our ordered goods will be highly appreciated. PracticeDear Mr. Wang： We are in receipt of your letter dated May 6，and have pleasure in confirming our acceptance of Article No.3000 Cotton Tablecloth 50*50，7 pcs. set @￡100 per set FOB Dalian. Enclosed please find our Order No. 10 which we commend to your prompt and careful attention. We are opening the relative letter of credit in your favor through the Bank of China， London. Emphasis has，however，to be laid here that shipment must be made immediately on receipt of our L/C，as future extension will not be considered. We hope to hear from you the date of shipment and the name of steamer at the earliest date possible so that we may arrange insurance at our end in time. Yours truly， …（signature）Skill Training Ⅰ 1.order，inform6. confirm2.signed 销售确认书 正本 不能3.Payment4.without delay5.cooperationⅡ下列货物 信用证 关于16下订单 购货合同 reinstate an order sales contract amendment as per a duplicate copy place an order with …for… 1.We regret that we cannot book the order at the price we quoted six weeks ago. 2.We have booked your Order No.237 for bed sheets and pillowcases and are sending you our Sales Confirmation No. BP-103 in duplicate. 3.Please inform us by return whether we may book your order at these revised prices. 4.We enclose a trial order. If the quality is up to our expectation，we shall send further orders in the near future. Your prompt attention to this order will be appreciated. 5. Enclosed please find the returned copy of S/C which we have countersigned. 6. We have pleasure in confirming that we have booked your order for …according to the specification given in your letter under reply.ⅢⅣDear Sirs： Thank you for your samples and price list of April 12. We are pleased to find that your materials appear to be of fine quality. As a trial order，we are delighted to send you a small order for 100 pcs.men’s shirts S/467. Please note that the goods are to be supplied in accordance with your samples. The particulars are detailed in the enclosed Order Sheet No.126. We are in urgent need of the goods，so please fax your acceptance，upon receipt of which we will open an irrevocable L/C through the Bank of China. If this initial order turns our satisfactory，we shall be able to give you a large order in the near future. Yours faithfully，17Task 3 Unit 7 Discussion1. One of the language features in the contract documents is its wording. The words and phrases used in the said documents shall be legal，formal，serious and accurate，in a word，use bid words. The other language features is that an expression may contain two synonyms or more repeating each other in meaning to avoid possible misunderstanding，in a word，use repetition. 2. Many contractual norms have special meaning.“Hereafter” means “after this”， “thereof” means “of that”and “whereby” means “by which”， “here” means “this”， so “there” means “that” and “where” means “which”. Legal term “shall” means that “something must be done or some obligations must be complied with”.Practice:澳大利亚堪培拉 AA 大学外语系（聘方）聘请李一山教授（受聘方）为其中国古典文学教师。双 方本着友好、合作的精神特签订本合同，以下列条款为准： 1.聘期为 1 年，自 2007 年 9 月 1 日起至 2008 年 8 月 31 日止。 2.受聘方的工作任务经双方磋商确定。 3.受聘方每周工作 5 天，每天 7 小时，按照中、澳两国政府规定的节假日放假，寒假遵照本校 校历规定。 4.聘方每月支付给受聘方工资 3 000 澳元，并按澳大利亚政府对在澳工作的外籍教师的规定提 供各种福利待遇。 5.双方均不得无故撤销合同。 … 本合同用中英两种文字写成，两种文本具有同等效力。 聘方 2007 年 8 月 10 日在中国广州签订 受聘方Skill Training Ⅰ6.into 1.contract/confirmation 7.with/through 2.herein 3.by/at/in 4.claim/at 10.to/in/within 5.on/for8.by/upon9.through/for/toⅡ平等互利 独家代理 违反合同 使某人为某事负责任 China International Economic Arbitration Commission China Commodity Inspection Bureau solicit votes keep sb. informed of sth. trade-mark infringement装船通知 装船须知 商业发票 相反地 arbitration commissionandTrade1.In case one party fails to carry out the contract，the other party is entitled to cancel the contract. 2.The contract is made out in English and Chinese languages in quadruplicate，both texts being equally authentic，and each Party shall hold two copies of each text.18Ⅲ3.The contract shall be valid for 10 years from the effective date of the contract， on the expiry of the validity term of contract，the contract shall automatically become null and void. 4.In case either party that encounters Force Majeure fails to fulfill the obligation under the contract，the other party should extend the performance time. 5.We sincerely hope that both quality and quantity are in conformity with the contract stipulations. 6.This contract was made on May 12，2008 by and between W company in the U.S.A. and Y Company in HongKong SAR of China.ⅣSALES CONTRACTThe seller: IBMS/C NO: WB-001Address: Room 510，Hope Building，Hope Street，New York，USA Tel : +852
P.O.NO.: 261797The Buyer: The Bank of China，Shanghai Branch Address: Room 122，Xinmao Building，Huaihai Road，Shanghai，China Tel: +86 21
Fax: +86 21
Signing Date: Mar.15，2008The seller agree to sell and the Buyer agree to buy the under mentioned goods according to the terms and conditions as stipulated below: Total Amount (USD) USD 150 000Commodity，Specification& Packing IBM personal computer Packing:in cartonsQuantity 100Unit Price（USD） USD1 500 CIF Shanghai（1）Time of shipment：September，2008 （2）Port of loading：New York，USA. （3）Port of destination：Shanghai，China. （4）Clause of shipment：Seller shall provide the carrying vessel.Partial shipment and transshipment are allowed. The shipping advice and relative shipping documents including commercial invoice，packing list and B/L must be facsimiled to buyer within 3 working days after shipment effect. （5）Insurance：Effected by the seller for full invoice value plus 10% against all risks as per and subject to the relevant ocean marine cargo clause of the PICC Dated . （6） Inspection： Certificates of Quantity and Quality issued by Tianjin CIQ. The （Tianjin entry-exit inspection and quarantine bureau）shall be taken as basis for the shipping quality/quantity. （7）Terms of payment：By irrevocable，transferable letter of credit in favor of the sellers payable at sight. The issuing bank must be acceptable by sellers. The covering L/C must reached the sellers 35 days before the time of shipment and remain valid in China until19the 21 day after shipment date，the L/C must comply with the contract，failing which the sellers reserve the right to cancel the contract without further notice and to claim against the buyers for any loss resulting therefrom. （8）Documents requirement：The seller shall present to the negotiating bank，clean on board B/L，commercial invoice，packing list，insurance policy，certificate of quality and quantity issued by CIQ. （9）Discrepancy and claim：In case the quality/quantity/weight are found by the buyer to be not in conformity with the contract after arrival of the goods at the port of destination，the buyer may lodge claim with the seller supported by survey report issued by an inspection organization agreed upon by both parties，with the exception of those claims for which the insurance company and the shipping company or the reason of nature are to be held responsible. Claim for quality discrepancy should be filed by the buyer within 30 days after arrival of the goods at the port of destination，while for quantity/weight discrepancy claim should be filed by the buyer within 15 days after arrival of the goods at the port of destination. The seller shall，within 30 days after receipt of notification of claim，send reply to the buyer. （10）Force Majeure：In case of floodwater，war，earthquake，fire or other force majeure agreed upon by both parties，the seller shall not be held responsible for late delivery or non-delivery of the goods but shall notify the buyer by fax or cable. The seller shall deliver to the buyer by register letter at the request of the buyers a certificate attesting the existence of such a cause or causes issued by China Council for the Promotion of International Trade or by a competent authority. （11）Arbitration：All dispute in connection with the contract or the execution thereof， shall be settled amicably by negotiation. In case no settlement can be reached，the case under dispute may then be submitted to the China International Economic and Trade Arbitration Commission for arbitration. The arbitration shall take place in China and shall be executed in accordance with the rules and procedure of the said commission. The decision made by the commission shall be taken as final and binding upon both parties. The Seller: The IBM Company （Signature） The Buyer: The Bank of China （Signature）st20Task 4 Unit 8 Discussion 1.Opening: Explain the difficulties that you are facing owing to the delay of L/C,reminding buyer to open the relevant L/C on time. Useful sentences： （1）We are sorry that owing to delay of the establishment of L/C，we are unable to ship the goods before the end of this month. （2）We wish to draw your attention to the fact that the date of delivery of your order is approaching, but we still haven’t receive the covering L/C. （3）According to the stipulation in our sale confirmation, you should send us your L/C one month before the date of shipment. （4） you have failed to establish L/C in time， regret being unable to effect shipment As we within the stipulated time limit.… Middle part: Urge buyer to establish the relevant L/C.Useful sentences: （1）Please do your utmost to expedite L/C，so we can execute the order smoothly. （2）Please rush L/C to enable us to arrange shipment in due time. …Closing part: Encourage a prompt reply.Useful sentences: （1）We are looking forward to receiving your early reply. （2）We hope to hear from you soon. （3）We would appreciate your prompt and favorable reply. （4）Your prompt reply will be highly appreciated.… 2.Opening: Acknowledge the receipt of the letter and reference.Useful sentences: th （1）Thank you for your letter of July 7 ，2008. th （2）We have received your letter dated June 9 ，2008. th （3）We are pleased to receive your letter of January 8 . （4）We have received your L/C，but we find it contains the following discrepancies:… Middle part: State the amendment.Useful sentences: （1）Please amend the credit as allowing transshipment. th （2）Please amend L/C to read “this letter of credit will expire on 28 February， 2008 in China”. （3）As there is no direct sailing from Shanghai to your port during April/May，it is imperative for you to delete the clause “by direct steamer” and insert the wording “partial shipments and transshipment are allowed”. （4）We would therefore request you to instruct your bankers to make the necessary21amendment. …Closing part: Encourage a quick reply.Useful sentences: （1）We are looking forward to receiving your early reply. （2）We hope to hear from you soon. （3）We would appreciate your prompt and favorable reply. （4）Your prompt reply will be highly appreciated.… Practice 1.Dear Sirs： With regard to your order No. AB 153 for 3 000 metric tons of cotton, we regret up to this date we have received neither the required credit nor any further information from you. Please note that, as agreed, the terms of payment for the above order are sight Letter of Credit established within 2 weeks upon the arrival of our Sales Confirmation. We hereby request you to open by cable an irrevocable sight Letter of Credit for the amount of US$180 000 in our favor, with which we can execute the above order according to the original schedule. Yours faithfully， Rosehao Manager2.Great Wall Textile Corporation Dear Sirs： Thank you for your letter of 20 May, asking for a change in payment terms. There is nothing unusual in our current arrangement. From the time you open credit until the shipment reaches your port is normally about three months. In addition，your L/C is only opened when the goods are ready for shipment. I regret to say that we must adhere to our usual practice and sincerely hope that this will not affect our future business relations. We will contact you as soon as supplies of the Chinese Carpets you enquire come into stock. Yours faithfully, Tony GreenSkill Training1.on 2. in 3.To/against 4.with/for/by 7.against 8.on 9.on/at 10.On/for22Ⅰ5.in/with6.withinⅡ付款交单 即期付款交单 信用证有效期 与……完全一致 documents against acceptance extension of L/C make delivery保兑信用证 支付条件 修改 对……完全信任 irrevocable L/C establish L/C remittanceⅢ 1.With reference to the 600 sets of Sewing Machines under our Sales Confirmation No. 412，we wish to call your attention to the fact that the date of shipment is approaching， but we still have not received your covering Letter of Credit to date. 2.As you have failed to establish L/C in time, we regret being unable to effect shipment within the stipulated time limit. 3.To our disappointment，we haven’t received the required L/C up to date. 4.In order to avoid subsequent amendment，please see to it that the L/C stipulations are in exact accordance with the terms of contract. 5.According to our agreement，you ought to remit to us the amount of your invoice No.456 when you receive the goods. 6.In order to pave the way for your promotion of our products in your market，we’ll accept D/P at sight as a special accommodation. Ⅳ1. Dear Sirs： Our purchase of business machines from you in the past two years have as a rule been paid by confirmed，irrevocable letter of credit. This arrangement has cost us a great deal of money. From the moment we open the credit till our buyers pay us，normally the tie-up of funds lasts a long period. This is a great financial burden to us in view of the difficult economic situation and the prevailing high bank interest rates. If you agree to offer us easier payment terms, it would be conductive to an increase in business between us. So we propose either by D/P or T/T. We hope our request will meet with your approval and look forward to your early reply. Yours faithfully, D.Causio2.Dear Mr.D.Causio： Thank you for your letter of May 25thasking for a change in payment terms.After careful consideration with my colleagues，we have come to the decision that it is now time to expand the business between our two firms. In order to do this，we think an easier mode of payment could be very helpful. So we propose that for each transaction， when the goods are ready for shipment，we fax you and you pay us 30% of the total value by T/T，after receiving which we will dispatch the goods and fax you a copy of the Bill of Loading. The rest of the proceeds then will have to be paid by T/T within 20 days of23shipment. We hope this arrangement will be acceptable to you and will lead to the increase of trade volume between us. Yours truly，24Task 4 Unit 9Discussion1.Opening: Remind them that the shipment hasn’t been made till now，and state theinconvenience caused by the delay. Useful sentences： （1）We wish to remind you that we have had no news from you about shipment of the goods. （ 2 ） Your failure to deliver the goods within the stipulated time has greatly inconvenienced us. （3）It is stipulated that shipment is to be made before the end of this month，however， we haven’t get any news from you about shipment till now. …Middle part: State the situation you are facing, urging them to make shipment assoon as possible，otherwise you will take action. Useful sentences: （1）Our customer is in urgent need of this consignment, please rush shipment. （2）As the goods have not yet been dispatched，we must ask you to ship them without any further delay. （3）If the order is not executed within the stipulated time，we shall have to cancel it.… Closing part: Encourage a prompt reply.Useful sentences: （1）We are looking forward to receiving your early reply. （2）We hope to hear from you soon. （3）We would appreciate your prompt shipment. （4）Your prompt shipment will be highly appreciated.… 2.Opening: Explain and apologize for the delay.Useful sentences: （1）We apologize for late delivery. （2）Please accept my apology for the delay which has been caused by the unavailability of shipping space from Bombay to London. （3）We are extremely sorry for the delay of shipment. （4）We apologize that our delaying in making shipment has inconvenienced you. … Middle part:State the action you are taking，such as rushing shipment，dispatching shipping documents and so on. Useful sentences: （1）Your consignment was shipped yesterday on board S.S. Pandit which is sailing directly to London. （2）We take pleasure in notifying you that the goods under S/C No.295 have been dispatched by S.S.“Dongfeng”sailing on May 12，2007. （3）We forwarded you by air a full set of non-negotiable documents this morning.25…Closing part: Encourage a quick reply.Useful sentences: （1）Your cooperation will be highly appreciated. （2）Please arrange insurance for the goods. （3）I will personally ensure that you receive our prompt and careful attention at all times.Practice1. Dear Sirs： Your letter of the 5th March asking for advance delivery came to hand yesterday. Accordingly，we have lost no time in getting in touch with our factories and urged them to hasten their delivery. Owing to heavy commitments，they cannot advance delivery from June to April but they understand perfectly that July is the selling season for shirts in your market. They eventually agree to make delivery in mid-May. We have booked the shipping space on S.S. Peace，which is scheduled to sail on or about the 20th of May. We shall send you an email as soon as the loading is completed. Yours faithfully National Textiles I/E Corp. 2. 敬启者： 我们收到了装运单证，并在东风轮到达伦敦时提取了货物。 我们非常感激你们迅速执行了这一订单，除了第 71 号箱，一切都正常无误。 很遗憾，我们在开启那只箱子时发现，箱内所装的完全不是订购的货物。我们只能假定这是差 错，而箱内的货物是属于另一张订单的。 我们不得不要求你们立即安排换货，并保留该箱子，听候你方处理。 你方对此作何处置请告知为盼。Skill Training Ⅰ Ⅱ1.C 2.B 3.A 4.B 5.A 6.C 7.A 8.B 9.B 10.A 11.A 12.C 13.C 14.B舱位 装运通知 提单 担保证明 shipping documents port of loading date of expiry装运日期 副本 数量证明 目的港 transhipment clean bill of lading partial shipmentⅢ1.It makes no difference to us to change the loading port from Shantou to Zhuhai.2.The shipment time is February or March at our option and the goods will be shipped in one lot. 3.The order No. 105 is so urgently required that we have to ask you to speed up shipment.264.Sometimes，we have to make transshipment because there is no suitable loading port in the producing country. 5.We are glad to inform you that the goods you ordered in September have been shipped by m/s“pacific”due to leave shanghai port on December 10. 6.Since the L/C has been amended as required and everything is now in order, we hope you will ship our order as early as possible.Ⅳ1.我们很遗憾不能按您的要求于 1 月初装运此货， 因为到巴士拉港的直达船每月在 20 号左右抵 达我港。 2.由于每月一次抵港的直达船已起航，货只能下月装运。 3.由于目前工厂设备维修将推迟装运期一个月，请接受交货期延至 2008 年 2 月。 4.我们很抱歉，工厂在印刷贵方要求的小样时遇到困难，请同意交货期延至 1 月底。 5.由于工厂在生产您订的货时遇到意外困难，请贵方同意将交货期推迟至下月底。 6.因您花样搭配来迟，货只能于 2008 年 2 月付运。 7.兹通知销售合同×××号项下货物业已于 2007 年 12 月 19 日 装运“××××”轮，在×× ×转船，估计于 2008 年 1 月初可抵达贵港。 8.鉴于工厂遇到意外困难，很抱歉，货不能于信用证限期内运出，但工厂答应一个月内将货物 备妥装运。ⅤDear Sirs: RE:100 BALES OF COTTON UNDER YOUR SALES CONFIRMATION NO.0271 We are in receipt of your letter of May 11 about the captioned goods. We take pleasure to reply here that our confirmed irrevocable L/C amounting to USD70 000 has been opened by American Bank. San Francisco this morning. Please rush the shipment of our ordered goods after you receive the L/C，it is said that“Kennis”vessel will leave for our ports on or about May 28 from your end. If possible please try your best to catch the steamer for shipment. Provided this trial order make our customers satisfied. We guarantee that our repeat order will be in large quantities. We appreciate highly your close cooperation in this respect. At the meantime we are looking forward to your advice of shipment.Yours faithfully,27Unit10 Discussion1.Asking for insurance Opening：Acknowledge the receipt of the quotation from the insurer. Useful sentences： （1）This is to acknowledge the receipt of your quotation. （2）Thank you for making your rate available to us. （3）We wish to sign an open policy with your company. … Middle part: Write clearly the information of general information of covered goods for referring to certain goods，duration of coverage，insurance amount and premium，scope of coverage，etc. Useful sentences： （1）Please insure sb. against… at the rate of… （2）Please take out insurance on sth. against… （3）Please cover… against…for… （4）Please insure sb. against… at the rate of… for the sum of…value of… … Closing part：Encourage a prompt reply. Useful sentences： （1）We are looking forward to receiving your early reply. （2）We hope to hear from you soon. （3）We would appreciate your prompt and favorable reply. （4）We look forward to your prompt and favorable reply. （5）We shall appreciate it if you could handle it as soon as possible. （6）Your prompt reply is highly appreciated. … 2.Confirming having covered shipment Opening：Acknowledge the receipt of the letter and mention the request of your clients. Useful sentences: （1）This is to acknowledge receipt of your letter dated… th （2）We have received your letter dated June 9 ，2007. th （3）We are pleased to receive your letter of January 8 . （4）In reply to your letter of… … Middle part and closing part：State the action you have taken and the consequent action you will take. Useful sentences： （1）We have covered… with…against…at the rate of…for the sum of… （2）The policy will be forwarded to you together with…… PracticeDear Sir or Madam： Thank you for the quotation you’ve made to us. We have referred to various insurance28companies in the local district finding yours quite competitive and wish to cover our shipment with your company. Please insure the 20 000 T-shirts against T.P.N.D，Fresh Water&/or Rain Damage， Intermixture and Contamination in addition to WPA at the rate of 110% of the invoice value. th The policy will be forwarded to you together with the debit note before 25 March. Sincerely yours，Skill Training1.against 2.on 3.effect（arrange） 4.additional/premium 7.broader 8.receipt 9.seller 10.additionalⅠ5.for6.withⅡ订购确认书 确认收到 预约保单 委托……公司办理保险 T.P.N.D With Particular Average PICC special additional coverage由……支付 大保单 保险费 对……进行投保 Free of Particular Average War Risk general additional coverage insurance rate1.There are two types of insurance coverage， basic coverage and additional coverage. Additional coverage includes general additional coverage and special additional coverage. 2.Please insure us against WPA. 3.Please quote us the lowest AR. rate for$18 000 on washing machines from Qingdao to New York. 4.For commodity of this nature，we insure them against Risk of Clash and Breakage in additional to FPA as the usual practice. 5.We can extend the coverage to include Fresh Water &/or Rain Damage，Risk of Odor as your request，would the extra premium be for your account. 6.We shall refund the premium to you upon receipt of your debit note.ⅢⅣLetter writingDear Sir or Madam： th This is to acknowledge receipt of your letter dated March 15 ，2007 requesting to effect insurance against T.P.N.D and Risk of Shortage in addition to WPA. After consideration，we found that it’s necessary for you to cover Fresh Water and/or Rain Damage in this season. So we advise you to extend the coverage to include this coverage. Please let us know your decision quickly. Sincerely yours，Unit 11 Discussion 1.Lodge claims Opening: Acknowledge receipt of the relevant documents and taking delivery of thegoods. Useful sentences：29We duly received the documents and took delivery of the goods.… Middle part: State the condition of the delivered goods and inconvenience caused.Claim against specific matters and give suggestion in solving the problems. Useful sentences: (1)We regret that we have to claim against… (2)On opening the cases，we found the cases contained completely different articles. (3)After checking against the invoice we found a considerable shortage in number. (4)Would you please pack the goods more properly，as we have claimed three times against the poor packing？ (5)Upon being taken delivery, we found the goods were too inferior to meet the quality stated in the contract. (6)We reserve the right to claim compensation from you for any damage. (7)We insist that you arrange right goods to be dispatched at once. (8)Could you please make packing more properly to protect the goods from damaging？ (9)Please check against the invoice before shipment. …Closing part: Asking for prompt reply Useful sentences: (1)Please give this matter special attention. (2)Please let us know as soon as possible how you will put it right. (3)We trust you will investigate the matter thoroughly and give us your explanation. … 2.Settle or reject claims Opening: Acknowledge receipt of the letter and mention the claimed matters.Useful sentences： We have received your letter of… filling a claim with us for…… Middle part: If the claim is justified，admit readily and promise a satisfactoryreply or explain that you will have to investigate the matter，if claims can’t be settled immediately. And if the claim is not justified, state the inability to accept the claim in a proper manner. Useful sentences: (1)We regret that the above mentioned shipment has caused you unexpected trouble. (2)On going into the matter，we found a mistake has been made before packing through a confusion of number. (3)The inspection shows that the loss doesn’t completely rest with us. It would be unfair to impose loss totally on us. (4)We have done everything we can to protect the goods and we can’t assume responsibility for any loss due to Force Majeure. (5)We have arranged the right goods to be dispatched to you at once. (6)With our mutual cooperation，the matter has been handled amicably，we shall remit to you an amount of… in compensation for…30(7)We shall consider about doing something for your orders to follow, if you will generously withdraw the claims. …Closing part: Express your regret for the trouble and give additional informationfor the settlements or ask for understanding if the claims are not justified. Useful sentences: (1)To our regret，the last delivery has caused you so many problems. (2)The relevant documents will be forwarded to you as soon as they are ready. (3)We promise we shall complete satisfactory delivery in the future. (4)We hope what we have done can convince you that we are a company worthy cooperating with and we are waiting for your next order. (5)We trust you will investigate the matter thoroughly and understand our position.… PracticeDear Sir or Madam: st We have received your letter of May 1 filling a claim with us for the putrefied walnut. We have to state that rigid inspection had been made by your inspector showing everything was in good condition and a clean B/L was signed. According to the recent inspection， the putrefied walnuts were in consequence of excessive moisture and delay in ventilating. The log shows the hold ventilation had to be closed from rain and couldn’t be open again because of the continuous bad weather. All of the events are beyond anyone’s control. So，we can’t hold ourselves responsible for the loss and we trust you will fully understand our position.Skill Training Ⅰ 1.on 8.compensate2.for 9.counts 3.complete 4.at 10.in 11.amicably 5.with 6.On/into 12.on/with 仲裁 商船 将……处理妥当 用来赔偿…… count for little the liability rests with… at one’s disposal rejection of a claim 7.coveredⅡ 上海商品检验检疫局数量不足 包装不当 撤回索赔 lodge a claim impose loss totally on… reserve right to claim from… admit the claimⅢ 1.We are much obliged to you for the prompt delivery, most cases are in good condition，and only the No.23 case contains wrong goods. 2.After checking the matter we find that a mistake was made in packing through a confusion of numbers. 3.We have arranged for the right goods to be dispatched immediately. 4.After checking against the invoice，we find a considerable shortage in number. 5.We will assume the responsibility totally，as the loss rests completely with us. 6.The goods in the container are fragile，the heavy loss is apparently in consequence of improper packing.317.According to the inspection，the goods were wetted by fresh water，which may have happened en route. We regret our inability to accept your claim. 1. Dear Sir or Madam: We have received the relevant documents duly，and took delivery of the captioned goods. We are obliged to you for the prompt execution of our order，but unfortunately found that the eggplants in same cases have putrefied. To our disappointment，according to the latest inspection，the putrefaction was in consequence of your mixing inferior eggplants in the middle of the cases. So，we insist that you compensate us for the loss. Please look into the matter without any delay. Sincerely yours, 2. Dear Sirs: We have received your letter of June 23, informing us 50 sets of Sewing Machine damaged due to our improper packing. Upon receipt of your letter, we have given this matter our immediate attention. We investigated the matter and carefully studied the enclosed Surveyor’s Report. We found the shipping company is responsible for the matter. Therefore, we suggest you should file a claim with them. Sincerely yours,Ⅳ32Task 5 Unit 12 Discussion 1.Opening: state the purpose of writing the letter. Middle part: say why you are seeking an agent in our area，and what your requirementis.Closing: encourage a quick reply. 2.Opening: state the purpose of writing the letter. Middle part: say what qualifications you have. Closing: encourage a quick reply. Practice:Dear Sirs： We wish to sell our steel screws in your country，and should like to be put in touch with a company or individual who would be willing to represent us. The representative we are looking for will be experienced in this field，and should already be doing business with buyers of metal products，having contacts with suitable outlets.I am wondering if you would like to act as our general agent. We look forward to hearing from you. Faithfully yours，Skill Training Ⅰ 1.sole agency8.with 2.for 3.of 4.in 5.in/with/for/in 6.in/with 7.withⅡ派某人任某职视……而定 在你地 独家代理 营业额 refer to sb. for information act as push the sale of委派某人某事 从事 有……的经验 draw up a draft specialize in have the pleasure of doing sth.Ⅲ 1.If you could guarantee a minimum yearly turnover of US$50 000，we would be prepared to entrust you with exclusive agency. 2.As we are only at the get-acquainted stage，we have no intention of considering exclusive agency in your market for the time being. 3.We are fully assured that we will play an important role in acting as your import agency for your overseas business. 4.We would like to act as your agent for prevailing exportable goods as we own a wide33domestic market. 5.We have done much effort in advertising the products，but the trade volume is not satisfactory. 6.We only get 5% commission for the agency of the kind of goods.Ⅳ 1.Dear Sirs: We are writing to ask if we can act as your general agency. We specialize in the household and decorative ware. We have been working with Ceramics Department of shanghai Branch for many years. Our relations have proved mutually satisfactory. You can refer to them for any information about us. We are very much interested in a general agency on a commission basis. We wait for your news with keen interest. Yours sincerely， Rosehao2.Dear Mrs.Hao: We have received your letter of July 12，2008 and are favorably impressed with proposal you make. You are kindly informed we have decided to entrust you with the general agency for our household and decorative ware in your market. The agency agreement has been drawn up for a duration of one year, automatically renewable on expiration for a similar period unless a written notice is given to the contrary. Enclosed is a copy of the draft. Please go over the provisions and advise us whether they meet your approval. If you have any other requirements, please let us know. Yours sincerely， Betty34Task 5 Unit 13 Discussion 1.Opening: express your congratulation. Indicate whom you congratulate，why youcongratulate him or her，and what you congratulate on.Middle part: state your view to the matter. Put forward some suggestions. Closing: add your best wishes. 2. Opening: express your thanks. Middle part: give some good news. Closing: offer to reciprocate the help. Practice1. Dear Mary: Congratulations on your marriage！ Your good news just arrived yesterday，and I wish you and Jack every possible happiness. While working together with Jack for the past three years，he has always seemed to me that he is a nice person. Now I know he is also a very lucky man in this world. Please congratulate him for me. Again，please accept my best wishes to both you and Jack. Yours, Rose2.Dear Tom: I would like to express my sincere thanks for all the support and help you accord me on my last business trip to Shanghai. Without your sound advice and suggestion，our company would never get that contract. After business negotiation，you take me to go sightseeing around Shanghai and I really had good time there. Everything was just perfect. I am so lucky to have you such a charming friend. When will you visit Taiyuan so that I could pay back some of the hospitality？ With thanks again and best wishes to you. Yours sincerely, RoseSkill Training Ⅰ5.about 1.Congratulation 6.on 2.Appreciation 3.in accordance with 4.exchange/for7.to/back 与……加强联系 贸易部长 汇票情感交流 公关方式 应有的惩罚Ⅱ35外汇 bilateral agreement closer cooperation deserving award证券交易所经纪人 damages business representatives economic and trade relations1.As the general manager of ABC Corporation，please accept our congratulations and very best wishes for your success. 2.Congratulations on the opening of your new restaurant. 3.Your promotion to Vice President and Personnel Director was great news ！ Congratulations！ 4.We are very pleased to have a good time in Chicago, thank you so much！ 5.I would like to express my appreciation for your help and support. 6.Thank you for your taking the time to help me with the training program at your factory and look forward to an opportunity to pay back the favor.ⅢⅣ1. Dear Zhao Peng： I have just received the announcement of the birth of your son, Peter. This is wonderful news. You and Susan must be very happy. If Peter takes after you both，he will be a talented and handsome person. I am sending a little gift for Peter under separate cover. I hope he will like it when he is little older. Congratulations and best wishes to you and Susan. Yours, LiMing2.Dear Miss Yang： I would like to thank you for your encouragement you gave me. Years ago when I was in your class in English，I became discouraged，you will never know just how discouraged I was when you came to me，you saw hope for me when I knew only despair. You gave me renewed faith in myself. In my heart I have thanked you a million times, and now I wish you to know that to you I owe the success which I am enjoying. I am sending you by mail my latest book, which is having a very good sale, and I wish you to remember as you read it that without your encouragement it would never have been written. Best wishes Rosehao Rose hao36Task 5 Unit 14Discussion1.There are usually four parts:part1: part2: part3: part4: place. to to to to arouse attention create interest and desire offer conviction motivate action2. Opening: indicate the purpose of invitation，and state the event，the time and Middle part: give some detail arrangement of the activity. Closing: show your expectation. Practice1. Ladies： Would you like to reduce your rising domestic fuel costs？ Our recent researches and tests have showed that rooms with our newly developed Energy Savers stay warmer and require 20 percent less fuel than those rooms of the same size without the usage of the savers. The new savers are popular because they are able to store and reflect heat in a much more efficient way. Read the enclosed brochure, you will find that the self-stick backing makes them easy to install yourself. If for any reasons you find the Energy Saver unsuitable to your needs，we will replace your order or refund you. Why wait？Come and buy right now since a special discount of 15% will only be offered for a month. Yours sincerely,2.Dear ZhangRong and JiangTao： I would like to invite you both to be our guests at dinner on June 23 at seven o’clock. It’s an informal farewell party for Mr. & Mrs. Smith who，as you know，will be leaving in few weeks for the USA. I know that Mr. & Mrs. Smith would be delighted to have you in group, as would I. Will you please call me if you can’t come？Otherwise，we will be expecting you. Yours, RoseSkill Training Ⅰ1.Promotion 2.further friendship 6.acclaimed 扩大业务 随函寄去的小册子 订单 chair the session373.for4.your behalf5.express/for/downⅡ潜在买主 学术讨论 正常价格 trial orderwedding anniversary international conference Ⅲ 1.Why not escape city noises and enter the peace of suburbs with our weekend trip？ 2.If stainless steel cutter becomes damaged，you can return it and we will replace it for free even if the warranty is over. 3.We would like to invite you to visit our booth no.46. 4.Thank you very much for asking me to Ann’s party on Sunday. I’m very sorry，but I can’t come. 5.I hope you’re not too busy to come. 6.I’m delighted you have accepted our invitation to speak at the conference in Beijing on June 12.Ⅳ 1. Dear Linda： We haven’t seen each other for six years after graduation. I am so glad to hear that you have graduated from UCLA and come back to work in Suzhou. If you are free this Saturday, please come to Shanghai and have a good time with me. We can first go to the Century Park，where the flowers are all in blossom. Let’s go boating on the lake，isn’t it pleasant in the cool breeze？Then I will treat you to dinner at a western restaurant on Huaihai Road，it is small but really nice.I’m sure you will enjoy it. After dinner，let’s go to a concert，you are a music lover，aren’t you？ If you couldn’t come，please notify me before Friday. If you can，please tell me which train you will take and I will meet you at the railway station. I am looking forward to meeting you. Yours faithfully, Rose Hao 2.Dear Professor Zhao： We are very glad to hear that you are attending an international conference in Beijing. We are writing this letter to invite you to deliver a lecture on American literature for our postgraduate students on the evening of June 16. We have long been noticed that you have done a lot of substantial and creative work in this field. Two of your books have become textbooks for our students for several years. So all of us believe your lecture will benefit our students and teaching staff alike. If you can manage to come, please tell us the number of your flight and we will meet you at the airport. If you can’t make it，please also let us know. We are looking forward to your coming. Yours faithfully, Yan Wenqian Shanxi Finance and Tax College38Task 5 Unit 15Discussion1.Opening: explain where and how the applicant has got the information about thevacancy.Second part: present personal information.This part should be a description of the applicant’s age, sex, education, working experience and specialty. Third part: state possible reason for leaving. Fourth part: claim enclosure（resume，certificate）and your referee（name，address and telephone number）. Closing part: inquire the chance of an interview. 2.The resume should include a summary of your objective, education and academic background as well as work experience, awards, honors and other details. There are mainly three types of resume. The first one is basic resume that is suitable to students who just graduate from school. The second is chronological resume that highlights you