Dear sirs:
We are very glad to hear from you so soon and learn that you are interested in our soy source. Our earliest time of shipment is June of this year. We usually only accept payment by letter of credit, but considering you are introduced to us by one of our very reliable business partners, we are willing to allow you to pay us by T/T 30% of the total value before the goods are shipped, and the rest paid by T/T after the goods arrive.
As to quality, Chinese soy source is always the best.
If you think this arrangement is acceptable, please let us know as soon as you can.
Your Trully. Wang Bin
Overseas Marketing Manager
Tianjin Tanggu Foodstaff Company Limited
20--/5/12
IV. Address the envelope using the name and address provided:
写信人：Hangzhou Copying Equipment Co. 地址：No. 8 Xihu Longwu Industrial Park
Hangzhou, Zhejiang, China
收信人：Berg Manufacturing Corp. 地址：818 Harrison Street, Suite 206
Oak Park, Illinois, USA 60304
Unit Two Establishing Business Relations
I. Translate the following terms and expressions:
A. Into Chinese:
1. import and export 2. specific inquiry 3. favorable price 4. be in abundant supply 5. consumer goods 6. finished product 7. be in short supply 8. sole agent 9. joint venture B. Into English: 1. 建立贸易关系
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2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
潜在的买主 / 客户 经营范围 价格单 样品本
国际商会（缩写） 插图目录
中国出口商品交易会 商业信誉 资信情况 财务状况
II. Translate the following letter into English:
先生：
从贵国驻北京大使馆的商务参赞处获悉，贵公司是一家食品（foodstuff）出口商。作为一家专营罐装食品（canned food）的零售商（retailer），我们特致函贵方，希望能建立贸易关系。
从贵方的通函中我们了解到你们可以供应各种罐装食品，如能提供给我们最新的价格单以及插图目录，不胜感激。
如你方供货价格优惠，质量上乘，我们将大量订购。 盼早复。
此致
III. Write an English letter in a proper form based on the following information:
Write a letter to Foothill Enterprises Trade Development Co. Ltd. (P.O. Box 22789 Taiz Street, Sana’a, Republic of Yemen) telling them:
1. you are introduced by the Commercial Counselor’s Office of their embassy in Beijing（驻北京大使馆的商务参赞处）;
2. you wish to set up business relations with them;
3. the main scope of your business is exporting chinaware（瓷器）;
4. samples and catalogues will be sent to them upon receipt of their specific inquiries.
Unit Three Enquiry and Replies
I.
Translate the following terms and expressions:
A. Into Chinese:
1. make sb an enquiry for sth 2. have sth in stock 3. be out of stock
4. quote sb a price for sth 5. enquire for sth
6. make sb a quotation for sth 7. R&D department
8. immediate delivery 9. immediate shipment 10. confirming sample 11. sample book B. Into English: 1. 询盘（n.） 2. 现货供应 3. 报最低价 4. 扩展业务
5. 商品目录和样品 6. 一整套
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7. 8. 9. 10. 11. 12.
出口部 具体询盘 采购样品 与.…..相符 回样
不可撤销的即期信用证
II. Translate the following letter into Chinese:
Dear Sirs,
Digital Cameras We are interested in your various types of digital cameras displayed at the Guangzhou Fair in April.
We introduce ourselves as one of the largest importers of electric goods in London and have been in this line for over ten years. We expect to establish business relations with you with keen interest.
At present we are enlarging our import business and the said products fit in very well. Please send us a full range of illustrated catalogues and samples. We will appreciate it very much if you will quote us the lowest price CIF London for the digital cameras which can be supplied from stock.
We look forward to your early reply.
Yours faithfully,
London Universal Trading PLC
Peter Lee
Import Manager
III.
Write an English letter in a proper form based on the following information:
写信人：John Smith, Fine Toys Inc.的Import Manager 地 址：22 Granville Street, Fresno, Los Angeles, USA 收信人：山东工艺品进出口公司出口部王经理 地 址：中国青岛香港中路100号 事 由：竹制玩具
日 期：20--年12月1日 王经理：
现介绍我公司是洛杉矶地区最大的玩具进口商。你方在《纽约时报》（New York Times）所登广告介绍的竹制玩具非常适合我方要求。
我方现想询购大约200,000只竹制玩具以满足市场的需要。我方已另行邮寄了采购样品，以便贵方了解我方所需产品的质量和型号。请航寄与我方采购样品相同的样品并报最好的CIF洛杉矶价。
如能立即办理，不胜感激。
谨上
Unit Four Offers and Counter-offers
I.
Translate the following terms and expressions:
A. Into Chinese:
1. make sb an offer for sth 2. by separate mail/post 3. short ton
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4. metric ton
5. purchase confirmation 6. take delivery of 7. make delivery of 8. usual terms 9. wholesale price 10. end user
11. take … into account 12. out of stock
13. supply … from stock 14. see one’s way clear to 15. bridge the gap 16. ceiling price 17. reduction in price 18. the best price 19. gap in price
20. break the contract 21. fulfill the contract 22. allow sb a discount
B. Into English: 1. 报盘 2. 报价单 3. 即期装运 4. 最终确认
5. 以…...为准，以…...为条件 6. 另封，另寄 7. 销售季节 8. 虚盘 9. 标题货物 10. 实盘 11. 长吨
12. 向某人订某货 13. 以...为抬头 14. 销售确认书 15. 吸引人的价格 16. 对等贸易 17. 市场坚挺 18. 畅销 19. 取消交易 20. 原材料 21. 生产成本
22. 常年客户/经常的主顾 23. 鉴于 24. 达成协议 25. 签合同 26. 下跌的市场 27. 推销 28. 做出让步 29. 弥补差距
30. 各让一半，互相折衷 31. 起草合同 32. 最低价
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