外贸干货资源分享广交会难掩低迷，外贸企业纷纷转向数字营销
第121届广交会开幕
“广交会开始了”参加了15年广交会的朋友Sam Tong轻描淡写。
“以前因为没互联网，顾客必须来广交会，但如今(在网络上)获取信息很容易，因此没必要来了”，她接着说，“客户少了，供应商多了，因此竞争很激烈。”
的确，现在的广交会早已不具备过去的统治力。欧博展位的Vincent Yu表示，他的公司去年特意做了英文网站，在B2B平台上也创建了主页。许多生产商表示已开始使用Google或者亚马逊、eBay等外国电商平台来寻找买家。
广交会近五年成交数据
我们查询了近几年来广交会的出口额情况发现：2012年至2016年，广交会出口额处于持续下降趋势，2016年下半年广交会出口成交额同比下降7.37%，2016秋季同比仅增长 0.1%，广交会上参展人数越来越少，形势不容乐观。
以下为2012年-2016年广交会出口成交额统计表
为什么我们感觉广交会一年不如一年?
在电子商务的冲击之下，广交会所代表的传统交易模式正在受到挑战，传统市场复苏乏力，新兴市场需求疲软，只有个别类目仍保持着微弱增长。
很多企业参加广交会更像是参加品牌展，宣传公司形象，实际拿到的订单不会很多，不得不来的原因就是为了维护老客户的合作关系。
实际产生订单的减少，则意味着广交会的吸引力开始削弱。一些曾参加过广交会的中小企业已经悄然离开了广交会，开始把关注点转向电子商务。不少制造企业甚至已经试图摒弃传统的中介和外贸代理商，而试图利用互联网以及电商平台实现与客户的对接。
“中间商外贸代理公司未来的生存空间会越来越小，如果他们不进行服务升级，必死无疑，因为互联网要革他们的‘命’。”另一位做建材的朋友对国际贸易环境的变化深有体会。
他们公司，金伟坚建材主营移动板房出口，这两年着重布局电子商务，针对新招聘了几十个小语种的外贸业务员，专门对接新兴市场的客户，通过官网站内SEO提升自然搜索、Google搜索广告投放、外贸社媒营销等综合手段引流，成交效果明显，其中不乏千万级别大单。
搜索引擎，外贸营销大势
使用率最高的搜索引擎，最受商务人士欢迎的搜索引擎：据ALEXA.COM估算，谷歌每天的搜素流量超过14亿，是全球最受欢迎的网站，语言版本最多的搜索引擎，支持40多种语言;在全球有超过200的站点，覆盖全球80%用户。
国际买家一般通过搜索引擎，B2B，展会寻找合作伙伴。其中，搜索引擎占63%，B2B占28%，展会占9%，而全球搜索引擎市场中以google为主占份额的67%，Google成为使用率最高，最受欢迎的搜索引擎。
过去，贸易模式习惯于“守株待兔”，铺个展位摆个“猪笼入水阵守候买家上门。如今坐守城门显然已无法满足企业生存需求。当你的竞争者，你的用户都通过Google进行交易行为，你是否还偏安一隅，仅仅通过单一的线下渠道缓慢扩张?你是否对电子商务渠道存在清晰的认知?个中道理值得每一位外贸从业人员深思。
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今日搜狐热点外贸英语函电课后练习答案
练习参考答案
一、按信息写信
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
Manager of the Export Department
二、单项选择
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：
Attention line 的位置错误；
信内地址格式错误；
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. Terms of trade
2. Import and export trade
3. Trade fair/exhibition
4. Joint venture
5. Foreign trade company
6. Tax exemption
7. Confirmation of sales
9. Balance of payments
10. Invitation for bid/call for tender
小王的邮件格式不规范，内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。
一、撰写信函
Foothill Enterprises Trade Development Co., Ltd.
No. 36 Taiz Street, Aden City 22789
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、单项选择
1.B& 2.A& 3.B& 4.B& 5.D& 6.B& 7.A& 8.B& 9.A& 10.C
2.& Airmail&airmailed
3.& 去掉the
4.& To be&as
5.& To hope&in hope of
6.& Of&for
7.& oblige&are obliged to
8.& were&are
9.& whether&if
10. I wish to express my personal appreciation to you for opening an account for us.
四、汉译英
1. We now introduce us as an imitation jewelry exporting company that has a business background of many years.
2. 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. We offer various kinds of light industrial products for export.
4. We are glad to receive your letter enclosed with an illustrated catalog.
5. We shall be glad to have your specific enquiry
6. We are a private company with fine reputation and we wish to enter into a business relationship with you.
7. The manager introduced briefly to me something about Johnson Company which is our potential customer.
8. 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. Our products are of excellent quality and reasonable price
10. A favorable trade balance appears when the value of exports exceeds that of imports.
鉴于小李与这家公司以前从未有业务往来，在小李与这家公司建立业务联系之前，小李应该调查对方公司的资信。小李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，小李可以向对方公司寄出信中提出的产品。
一、汉译英
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.?
二、单项选择
1.B& 2.A& 3.D& 4.B& 5.D& 6.A&& 7.B& 8.A& 9.A& 10.D
1. In/within&
2. By&& on&& for
4. for&& of&&& with
5. in&&& for
6. of&&& for
8. to&&& as
9. with&& for
四、英译汉
1. 我们的报价是马赛的到岸价。
2. 这家公司正受迫于债权人，状况也不稳定。
3. 这家公司的管理人员缺乏业务经验，授信应非常当心。
4. 这家公司有口皆碑又很可靠。
5. 相信贵方会将这次通信视为机密。
6. 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. 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. 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. 本公司是一家主要经营各种机器设备的出口商，总部在香港，约有30年的商务经历。
10. ABC公司好意提供贵方的名字给我公司。
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，小李公司可以继续与H公司进行合作。小李公司还可通过银行、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。
一、单项选择
1.A& 2.D& 3.A& 4.A& 5.A& 6.A& 7.C& 8.C& 9.A& 10.B
1. Under separate cover
2. On the basis of
3. As requested
4. Respective
6. Without any delay
7. Offering
8. Let us know
10. Subject to
三、英汉翻译
1. 非常感谢贵方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. 本报价三天内有效，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. 如果七天之内未接到贵方确认，本报价将被撤销。
&&& && 4. 本公司确认贵方一定会视这项报价为绝佳的好机会。
&&& && 5. 本报价在收到贵方回复之前持续有效。
&&& && 6. 这些货品需求量很大，本公司无法保证此报价持续有效。
&&& && 7. 我方提供20台MS-25型的奥利弗手提打字机，每台天津的到岸价为140美元。这项报价以我方确认为准。
&&& && 8. 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. 所报的价以接到订单时尚有存货为条件。
&&& && 10. 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
We have received your enquiry dated August 1st for our Olympus digital cameras.
To meet your requirement, we can provide 1000 refrigerators from our stock.
Prices quoted should include insurance and freight to Vancouver.
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.
We would appreciate it if you could quote us the lowest price of the first-class green tea, CFI Melbourne.
We assure you of our fine reputation.
I am sorry that the 5000 fax machines you inquired are out of stock at present.
Please submit specifications, perfectly with illustrations.
All quotations are subject to our final confirmation unless otherwise stated.
We hope this will be a good start for long and profitable business relations.
这是一种在有效期内发的接受通知，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。
一、信函撰写
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 ha second, your order of 1000kg is the minimum quantity we require and I am afraid no discount is availab 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.B& 2.C& 3.A& 4.C& 5.A& 6.B& 7.C& 8.B& 9.B& 10.B
三、英译汉
鉴于当前行情看涨，我方恐不能接受贵方400美元的低价。
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。
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。
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。
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。
如果贵方愿意多买200箱该产品，我方可将价格降至到青岛的离岸价每箱122美元。
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。
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。
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。
为了推广按摩机，我方乐意在本月内将产品目录上所有产品降价8%。
四、汉译英
The first-class soybeans are running out of stock.
We would like to accept if you could reduce your price by 2%.
We have quoted to you the lowest price and we have done a lot of business at that price.
This firm offer will subject to your acceptance in 10 days.
We accept your counter-offer in order to maintain our long term good relationship.
As the market is declining, we hope you would reconsider our offer and call to accept as soon as possible.
Please remind your customers of the price adjustment caused by the rising market.
We could reduce our price somewhat, but we could in no way go down to anywhere near the figures as quoted in your letter.
Information here shows that the makes you offered can be purchased from other sources at much lower prices.
Through friendly negotiation, we eventually reached a deal at the price of $60 per dozen.
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。
一、 短语翻译
公司内转运货价
遗漏错误&&
准许延期付款
平等互利原则
截止日期&&
运费付至上海
最低价格&&
二、选择填空
1-5& BCABA& 6-10 BCBAC
三、正确排序
No discount is allowed unless the bills are paid when due.
We expect to finish the delivery of your order in about two months.
We hope that this trial order will lead to an enduring connection with you.
&I now trouble you with a small order as particularized at foot.
The commodity shall be packed in wooden cases suitable for ocean transportation.
Any dispute arising out of this contract shall be settled through friendly negotiation.
We hope you will take your commercial reputation into account and execute the contract.
The sellers will pay all the expenses arising from the delay in delivery.
The buyers complain that the goods were defective before shipment.
You may invoice the goods at contract price less 3% commission.
四、用所给词语填空
1.Interested &&2.further& &&3.to& &&&&&&&&&4.favor&& &&&5.at& &&
6.ahead &&&&&7.valid&& &&&8.prescribed& &&9.above&& &&10.acceptable& &
&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&& 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：
Commodity and Specifications
品名及其规格型号
Unit Price
Total Amount
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天内。
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已签署的发票五份，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天内如发现货物品质、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、装运及转运期间内，卖方应在事故发生后十四内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天内支付货款，买方应将在发货日期起90天内将货物返还给卖方。
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 bindi 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。仲裁在北京进行，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&&&&&&&&&&&&&&&&&&&&&&&&
一、短语翻译
initial order
in duplicate
in your favor trial& order
make sb. a direct offer
&the latest product&
goods in stock&
delivery order&
cash on delivery&
average unit price&
port of loading
二、选择填空
1-5& CBACA 6-10 BBBAA
三、正确排序
The shipment remains valid until the 10th day after shipment.
We will fulfill all the contract stipulations.
We will give you a 3% discount as an exception to our usual practice.
Commission is usually given as a percentage of the total value of a transaction.
To open an L/C will add to the cost of our imports.
The time draft will be sent to you for your acceptance within a couple of days.
We want the goods on our market at the earliest possible date.
The difference is calculated according to the contracted price at a later time.
We think all the terms should meet with comment agreement.
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
1. captioned &2. ready &3. approaching &4. covering &5. within
6. subsequent &7. to&&&& 8. attention&&&& 9. basis&&& 10. due&
Date: Mar 1st 2009
合同号码：#09CME0301
&&&&&&&&&&&&&&& Contract No.: #09CME0301
买 方：美雅贸易有限公司&&&&&&&&&&&&&&&&&&&&&&&& 卖方： 三科有限公司
(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 S 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天内装运
Time of Shipment: within 60 days after the contract signed
(10) 起 运 港：天津港
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天内如发现货物品质，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天内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：美雅贸易有限公司&&&&&&&&&&&&&&&&&&&&&&&& 卖方： 三科有限公司
(The Buyers)：MAYA TRADING CO., LTD.&&&&&&&&&& (The Sellers)：Sanke Limited company
一、短语翻译
凭样本买卖
产品证明书
免税进口货物
大批订货&&
二、选择填空
1-5 ACABA& 6-10 CBABA
三、正确排序
We would sell on shipped quantity and weight instead of landed weight.
Your attention is drawn to the fact that we have not much ready stock on hand.
The quoted price is 10% lower than that of the similar article of Indian origin.
Full details of our export prices and terms of business are enclosed with this letter.
All these cloths are selling very well in many countries and can be supplied from stock.
We have taken special care to see that the goods have been packed as per your instructions.
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
dated&&&&&&& 2. accepted &&&&3. consideration &&&4. following &&&5. effected
6. confirmed &&&&&&7. payable &&&&&8. transact&&&&&&& 9. with &&&&&&10. benefit
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
参考译文：
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。
尽管非常感谢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
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.
If your L/C fails to reach us by the end of July, we will be forced to cancel your order.
Please open the Letter of Credit promptly at the contract price, or we cannot apply for export licence.
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.
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.
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.
As there is no direct vessel sailing to your port, please amend the credit to allow transshipment.
We would like to advise you that the above-mentioned credit has been amended as follows: &
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.
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
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,
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,
（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。
事由：成品服装的包装
& 一批成品服装船货于日抵达。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：
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.
We&ll see to it that the blouses appeal to the eye as well as to the purse.
In case of damage or pilferage, the insurance company will refuse compensation on the ground of improper packing, or packing unsuitable for sea voyage.
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.
Goods shall be packed and marked in the manners customary for the respective merchandise, special arrangements being subject to extra charges.
The packing must be seaworthy and strong enough to stand rough handling.
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.
The goods must be packed in five - ply strong paper bags as stipulated in the contract.
三、汉译英
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.
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,
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。
一、英译汉
参考译文：
&& 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. D &&&&&& 2. D &&&&&& 3. A &&&&&& 4. A &&&&&& 5. B &&&&&& 6. D &&&&&& 7. B &&&&&& 8. B.&&&&&& 9.A& &&&&&& 10. C
三、汉译英
参考译文：
1. Shipment may be made from any Chinese P 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.
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
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,
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&&&&&&
Please arrange with ABC insurance Company to cover the shipment to the port of destination for 110% of the invoice value.
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.
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.
The consignment valued at US$10,000 will go forward by s.s. &Dongfeng& due to sail from Bangkok tomorrow.
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.
Please inform us on what terms this insurance can be arranged.
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.
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：
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：
&&&&&& 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，投保金额为发票金额另加10%。请将保险单寄我公司，并将费用记入我公司账户。
&&&&&& &&&&&& &&&&&& &&&&&& &&&&&& &&&&&& &&&&&& &&&&&& &&&&&& &&&&&& &&&&&& &&&&&& &&&&&& 谨上
In the absence of your definite instructions, we will cover insurance WPA and War Risk according to usual practice.
Please insure the goods for 110% of the invoice value.
Please insure our shipment with particular average and against War Risk.
If you wish to cover All Risks, we can provide such coverage at a slightly higher premium.
If you desire to cover breakage, we can arrange it for your account.
法院经审理后认为，本案的焦点问题是保险利益的认定问题。本案中技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，法院还认定，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张以工厂交货并移转风险的观点不能成立。法院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，法院对投保人（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。
一、选择填空
1) A&&& 2) A&& 3) D&& 4) A&&& 5) C&&& 6) C&& 7) B&& 8) C&&& 9) A&& 10) C
二、英译汉
参考译文：
　我方刚刚收到上海商检局的检验报告，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。
三、汉译英
参考译文：
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：
（1）hear of&&& (2) in perfect working condition&&& (3) rather than
&(4) downtime&& (5) transition&&& &&&&&& (6) call on&&&&&& (7) of any further help
（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。
（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内地，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内地的，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天内检验，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。
一、英译中
参考译文：
&& 我们是一家的纺织品零售业领先的公司，在英国各地拥有销售点。我们对您在广州进出口商品交易会上展出的棉布感兴趣，并想知道您是否能授予我们为您在英国的独家代理来销售您的产品。
& 我们确信由于对棉布的需求日益上升，您产品在英国的行市具有不断增长的趋势。
& 我们一般在净价基础上收取5%的佣金，如果需要信用担保，再额外收取2%的佣金。我们通常按季度以汇票方式向委托人支付货款。
& 如果您对上述提议感兴趣，我们将派代表与您进行进一步细谈。期待您的早日回复。
二、中译英
参考译文：
Dear Sirs,
We are pleased to confirm the agreement reached during our discussions on NOV 6，2001. You can enjoy the following terms:&
&&&&1. You act as our sales agency for three years commencing from January 1，2002 subject to renewal.&
&&&&2. We pay you a commission of15%on F.O.B. values of our products shipped to you.&
&&&&3. A special COMMISSION of5%be added if the sales exceed the budget as mutually agreed.&
&&&&In the meantime，we&ll prepare a detailed formal contract for your signature.&
&&&&With my personal best regards.
Yours sincerely,
三、完形填空
Hearing from our correspondent that you are looking for an agent in this city, we are pleased to apply for the post.
Having heard that you are about to ship wine to this country, we offer our services as agents in Japan.
We are willing to push the trade in your machines, and hope you will give us the sole agency for our place.
Our bankers, the Yokihama Bank, will give you particulars of our financial position as an agency, and we shall be pleased to furnish any information which you may require.
We have for some years been the agents of several manufacturers in America, giving them complete satisfaction, and are, therefore, qualified to act in this capacity.
四、参考信函
Dear Mr. Jones,
Thank you for your letter of 15th September.
As we are now only at the get-acquainted stage, we feel it is too early to take into consideration the matter of sole agency. In our opinion, it would be better for both of us to try out a period of cooperation to see how things go. Also, it would be necessary for you to test the marketability of our products at your end and to continue your efforts in building a larger turnover to justify the sole agency arrangement.
We enclose our latest pricelist covering all the products we handle within the framework of your specialized lines.
We look forward to hearing from you.
&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&& Yours sincerely,
该案例说明，缺乏客户资信调查容易给诈骗分子以可乘之机。
应对策略：
1、重视新客户的资信调查，其主要途径有：聘请资信调查机构进行资信调查；要求客户提供最近时期的年度财务报告，最好争取提供经过注册审核的年度财务报告；通过谈判或外访，观察其资产及运作情况，包括其业务的规模、置业的情况、主要管理人员等；通过客户所在地银行进行调查；向客户的主要供应商、客户及行业中的同行调查其资信情况。
2、定期跟踪老客户的资信状况。客户资信是动态发展的，并非一成不变。对于老客户，也要动态跟踪资信，不可因双方有多年良好的合作纪录而麻痹放松，盲目信任，忽略了对其经营状况、财务状况的动态跟踪了解，疏于必要的防范监督。