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Ⅰ。Translate the following terms： 10% 1. From English into Chinese：
（1） PNTR
（2） Irrevocable Letter of Credit
（3） Blank Endorsement
（4） General Average
（5） FAQ
（6） DES
（7） Franchise
（8） FPA
（9） Bill of Exchange
（10） Auction
2. From Chinese into English （5%）
（1）世界银行
（2）电子商务
（3）托运人
（4）进口许可证
（5）国际商会
II.Choose the best answer for each of the following question （25%）
1. Contracts must be renewed one week _______ their expiration.
A on
B against
C the moment of
D before
2. The commodities you offered are _________ line with the business scope of our clients.
A outside
B out of
C out
D without
3. We are arranging for n inspection tour of _________ the material was processed.
A place
B the place
C where
D there
4. We are reconsidering those trade terms _______ might be adverse to the interest of our principals.
A what
B that
C when
D where
5. Information indicates that some similar goods of Indian origin have been sold here _______ about 30% lower than yours.
A with a level
B at something
C at quotation
D with a figure
6. As we are ________ of these goods， please expedite shipment after receiving our L/C.
A in badly need
B badly in need
C urgent in need
D in urgently need
7. We give you on the attached sheet full details regarding packing and marking， which must be strictly ________.
A observed
B abide by
C submitted
D seen
8. We ______ to allow you a special discount if you increase your order to 5000 pairs.
A have prepared
B are prepare
C are prepared
D were prepared
9. The importance of delivery on time ______ overstressed， because failure to receive goods or services will cause serious inconvenience to the end-users.
A can
B be
C cannot be
D could be
10. We wish to stress that shipment must be made within the prescribed time limit， as a further _______ will not be considered by our end - users.
A prolong
B protract
C extension
D expansion
11. With computer users linked to the Internet growing _____ every year， business is trying to cash in on the worldwide network.
A at million
B with a million
C with one million
D by millions
13. We regret having to remind you that 30% of the freight is still ______.
A owned
B owning
C outstanding
D understanding
14. ______ you fulfill the terms of the L/C， we will accept the drafts drawn under this credit.
A Provided
B To provide
C In the case
D Only if
15. Kindly advise us of the steamers that call ______ your port every month.
A at
B on
C in
D for
16. It should be _______ if you could immediately ______ what quantity you can supply us at present.
A thankful， advise
B appreciate， advise
C appreciated， advise
D appreciating， inform
17. That helps to explain ______ businesses are setting up Net sites even though profits aren‘t yet very big.
A that
B the reason for
C why
D why that
18. We find that there is no stipulation of transshipment _____ in the relative L/C.
A allowing
B which allows
C which allowed
D being allowed
19. After unpacking the case we found that the goods did not ______ with the original sample.
A match
B come up
C agree
D measure
20. If the first shipment ______， we guarantee that we will send you many repeat orders.
A will prove satisfactory
B proves satisfactory
C turns out a satisfaction
D turns out to be satisfied
21. It is necessary that an arbitration clause _______ in the contract.
A will be included
B must be included
C be included
D has been included
22. Please see that your written confirmation _____ by the end of this month； otherwise we will be free from the obligation for his offer.
A reaches us
B will reach us
C reach us
D reached us
III. Translate the following into an English letter in a proper form （20%）
写信人：新路华贸易有限公司，
地址：中国上海，兴达路999 号金星大厦（Golden Star Mansion ）33层
收信人：James Brown & Sons， 由日用品部（Daily Articles Dept ）办理
地址：#304- 310 Jalan Street， Toronto， Canada
日期：2000 年6月30日
内容：
感谢你6月15日的来函的样品。
特告知，我方客户对你样品的试用结果非常满意，但现在仍有些犹豫。
经与同类货物作仔细比较，我们发现你方报价有点高。当前的洗发精（Shampoo）市场充斥着各种各样的品牌，
象Rejoice， Pond‘s 等优质产品很容易买到。而且这些品牌都已得到我地市场的认可。就洗发精而言，很多消费者不愿接受新产品。、
你方产品作为新品牌，最大的卖点将是它的护发（hair care）功能；质量上虽然已经达到客户要求，但要想在我地市场打开销路，
必须还要具备价格优势，否则是很难与一些老牌产品竞争的。
鉴于此，我方客户建议将原报价减10%.请考虑并作及时答复。
IV Fill in the contract form with information gathered from the following correspondences （15%）
（1）
Outgoing Letter
Beijing， November 5， 1000
Dear Sirs，
Thank you for your enquiry of October 30 for Women‘s Nylon Garments. In compliance with your request， we have enclosed a price list and an illustrated brochure. Although we still have certain amount of stock we can hardly keep them for a long time because of the heavy demand. Samples will be sent on request. We are looking forward to our early reply. Yours faithfully，
Beijing Garments Imp/Exp. Corporation
（2）
Incoming Letter
Dear sirs，
Many thanks for your quotation of November 5 and the samples of Women‘s Nylon Garments. We are satisfied with the quality and pleased to enclose our
Order NO. 333 for 3 sizes mentioned in your latest catalogue. We note that you can supply these items from stock and hope you will send them before December 31. Our company will reserve the right to cancel this order or reject the goods for any late arrival. For your reference， we with to effect payment by D/P 60 days. .
Please kindly let us have your confirmation
London Trading Co. Ltd.
（3）
Outgoing Letter
Dear Sirs，
We‘ve received your letter of November 13 and your Order No. 333. Much to our regret，
we can hardly accept your order at the prices you bid since the prices of raw materials have increased recently. We‘re afraid the best we can do is as follows：
Commodity Unit Price （Per doz） CIF London Size Quantity（doz）
Woman`s Nylon Garments USD80.00 Small 15
Woman`s Nylon Garments USD120.00 Medium 16
Woman`s Nylon Garments USD160.00 Large 14
As to payment terms， we usually require letters of credit. However， in view of our long and pleasant relations， we will accept D/P 60 days this time.
But it must be clearly understood that， in so doing， we are not establishing a precedent. We hope you will accept our prices and give us a reply an soon as possible.
Yours faithfully，
（4）
Incoming Letter
Dear Sirs，
Your letter of November 20，1999 has been received. As we are anxious to finalize this transaction， we have been exerting ourselves to persuade our clients to accept your prices. Eventually， they have decided to accept.
We are glad to have been able to conclude the business with you and await your sales confirmation.
Yours faithfully，
（5）
Outgoing Letter
Dear Sirs，
We‘re glad that your clients have accepted our prices， which are narrowly calculated.
These goods will be packed in boxes of half dozen each and 10 dozen to a carton， and shipped in December from China port to London with transshipment and partial shipments allowed. Insurance is to be covered by us against ALL Risks and War Risk for 100% of the invoice value. Enclosed is our Sales Contract No.116 signed in Beijing on 28th November， 1999 in duplicate， a copy of which please sign and return.
Yours faithfully，
CONTRACT
No.______________
SELLERS：
BUYERS：
This Contract is made by and between the Buyers and the Sellers， whereby the Buyers agree to buy and the Sellers agree to sell the under - mentioned commodity according to the terms and conditions stipulated below：
Commodity Size Quantity （doz） Price per doz CIF London Amount
London Trading Co. Ltd.
（3）
Outgoing Letter
Dear Sirs，
We‘ve received your letter of November 13 and your Order No. 333. Much to our regret，
we can hardly accept your order at the prices you bid since the prices of raw materials have increased recently. We‘re afraid the best we can do is as follows：
Commodity Unit Price （Per doz） CIF London Size Quantity（doz）
Woman`s Nylon Garments USD80.00 Small 15
Woman`s Nylon Garments USD120.00 Medium 16
Woman`s Nylon Garments USD160.00 Large 14
As to payment terms， we usually require letters of credit. However，
in view of our long and pleasant relations， we will accept D/P 60 days this time.
But it must be clearly understood that， in so doing， we are not establishing a
precedent. We hope you will accept our prices and give us a reply an soon as possible.
Yours faithfully，
（4）
Incoming Letter
Dear Sirs，
Your letter of November 20，1999 has been received. As we are anxious
to finalize this transaction， we have been exerting ourselves to persuade our
clients to accept your prices. Eventually， they have decided to accept.
We are glad to have been able to conclude the business with you and await your sales confirmation.
Yours faithfully，
（5）
Outgoing Letter
Dear Sirs，
We‘re glad that your clients have accepted our prices， which are narrowly calculated.
These goods will be packed in boxes of half dozen each and 10 dozen to a carton， and shipped in December from China port to London with transshipment and partial shipments allowed. Insurance is to be covered by us against ALL Risks and War Risk for 100% of the invoice value. Enclosed is our Sales Contract No.116 signed in Beijing on 28th November， 1999 in duplicate， a copy of which please sign and return.
Yours faithfully，
CONTRACT
No.______________
SELLERS：
BUYERS：
This Contract is made by and between the Buyers and the Sellers， whereby the Buyers agree to buy and the Sellers agree to sell the under - mentioned commodity according to the terms and conditions stipulated below：
Commodity Size Quantity （doz） Price per doz CIF London Amount
This L/C is valid at our counter until 15 April 2000.
PO5476号合同主要条款：
卖方：中国贸易公司
买方：哥本哈根进口公司
商品名称：写字纸
规格：501型
数量：150公吨
单价：CIF哥本哈根每公吨97英镑
总值：14，550英镑
装运期：2000年3月31日前自中国港口至哥本哈根
保险：由卖方按发票金额的110%保一切险和战争险
支付：不可撤销的即期信用证，于装运前1个月一到卖方，并于上述装运期后15天内在中国议付有效
VI.Translate the following passages： （15%）
1. From English into Chinese （5%）
Discount means that sellers offer buyers a certain percentage of reduction on the original price.
When competition in the market is fierce， discount will help to improve sellers‘ competitiveness.
There are different kinds of discount， for example， quantity discount， seasonal discount and exceptional discount.
The specific amount or percentage of discount varies in different situations. The percentage of discount can be clearly written down in a contract if the seller and the buyer have reached an agreement.
The amount of discount is usually deducted from the buyers‘ payment.
2. From Chinese into English： （10%）
1）国际市场营销是重要的，因为世界已变成了一个全球化的场所，国际营销每日都在我们身旁发生，对我们的生活产生着深刻的影响。
2）国际贸易中，只有很少一部分服务贸易。因为，就某种程度来说服务并不比商品那样可以交易。
3）在执行合同的过程中，签约双方都应该遵守合同条款。任何一方如果不严格履行，就会给另一方带来麻烦。甚至使另一方遭受损失。
4）国际贸易中，时间因素至关重要，所以买方通常坚持货物必须在指定截止日期前或一段时间内装运是很自然的。
5）技术转让是生产某个产品，使用某个程序或提供某种服务的系统化知识的转让。其要素有"人件"、"软件"和"硬件".
答案
I.Translate the following terms：（10%）
1. From English into Chinese：
1.永久性正常贸易关系
2.不可撤销信用证
3.空白背书
4.共同海损
5.良好平均品质/大路货
6.目的地船上交货
7.免赔额/特许经营权
8.平安险
9.汇票
10.拍卖
2. From Chinese into English （5%）
1. World Bank
2.e-eommerce/e-business
3. Shipper/consigner
4. Import license
5. International Chamber of Commerce （ICC）
II.Choose the best answer for each of the following question （25%）
1.D 2.B 3.c 4.b 5.b
6.B 7.a 8.c 9.c 10.c
11.c 12.d 13.c 14.a 15.a
16.c 17.b 18.d 19.b 20.c
21.d 22.c 23.b 24.c 25.a
III. Translate the following into an English letter in a proper form （20%）
Xinluhua Trading Company Ltd
Floor 33. Golden Star Mansion. No.999 Xingda Road
Shanghai China
June 30.2000
James Brown & Sons
#304-310 Jalan Street， Toronto， Canada
ATTN： Daily Articles Department
Dear Sirs；
Thank you for your letter and samples sent on June 15. We‘re glad to inform you that our customers are very satisfied with the test result of your samples. but they are still hesitating at the moment.
After careful comparison with similar goods， we find your quotation on the high side.
open up a market here. Otherwise it can hardly compete against the established brands.
In view of this our customers request you to reduce your original price by 10%. Please consider
this and give us a prompt reply.
Yours faithfully
（Signed）
IV Fill in the contract form with information gathered from the following correspondences （15%）
NO.
SELLERS： Beijing Gaments Imp/Exp Corp.
BUYERS： London Trading Co. Ltd.
This Contract is made by and between the Buyers and the Sellers， whereby the agree to buy and the Sellers agree to sell the under -mentioned commodity to the terms and conditions stipulated below：
Commodity Size Quantity （doz） Price per doz CIF London Amount
Women‘s Nylon Garments Small 15 US$80.00 US$1200
Women‘s Nylon Garments Medium 16 US$120.00 US$1920
Women‘s Nylon Garments Large 14 US$160.00 US$2240
Total Value： US$5360.00
Packing： In boxes of half dozen each and 10 dozen to a carton
Shipping Mark： At Seller‘s option
Insurance： To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value
Time of Shipment： In December allowing transshipment and partial shipments （During December with transshipment and partial shipments allowed）
Port of Shipment： China port
Port of Destination： London. U.K.
Terms of Payment： By D/P60 days （By D/P at 60 days after sight）
Done and signed in Beijing on this 28th day of November 1999
V. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms： （15%）
China Trading Corporation
Dear Sirs：
While we thank you for your L/C No.112235， we regret to say that we have found some discrepancies. You are therefore requested to make the following amendments：
1. The amount both in figures and in words should respectively read "GBP14，500" （Say Pounds Sterling Fourteen Thousand Five Hundred And Fifty Only）；
2. "Form Copenhagen to China port" should read "form China port to Copenhagen"；
3. The Bill of Lading should be marked "Freight Prepaid" instead "Freight Collect"；
4. Delete the clause "Partial shipments and transshipment prohibited"；
5. "This L/C is valid at our counter" should be amended to read "This L/C is valid at your counter"；
Please confirm the amendments by fax as soon as possible.
Yours sincerely （Signed）
VI.Translate the following passages： （15%）
1. From English into Chinese （5%）
1.折扣是指卖方按照商品的原价给对方一定比率的价格减让。在市场竞争激烈的情况下，
此法是加强竞争的一种手段。折扣的名目比较繁多，有数量折扣、季节性折扣、额外折扣等。
具体折扣数额或比例的多少应根据情况而定。当双方确定了折扣比率后，可在买卖合同中明确地表示出来。
折扣部分的金额一般是在买方付款时从货款中扣除。
2. From Chinese into English： （10%）
1）International marketing is important because the world has become globalized.
International marking takes place all around us every day and has a major effect on our lives.
2）There is only a small proportion of service activity in international trade.
Because to some sxtent services are much less tradable than goods.
3）In executing a contract， both sides should abide by the stipulations in the contract.
If one part fails to fulfill all of the obligations， it will bring inconvenience or even loss to anther party.