﹛﹛Ⅰ. Translate the following: (10%)1. From English to Chinese: (5%)
1) Sales by trade mark or brand ____________
2) Conditioned weight ____________
3) Neutral packing ____________
4) Foul B/L ____________
5) Weight memo ____________
6) Particular average ____________
7) D/D (Demand Draft) ____________
8) Arbitral award ____________
9) Sole agency ____________
10) Commodity Exchange ____________
2. From Chinese to English: (5%)
1) 貨交承運人（﹛﹛指定地點）____________
2) 港口附加費 ____________
3) 免賠額（率）____________
4) 雙邊貿易____________
5) 包銷____________
Ⅱ. Choose the correct answer: (20%)
1. We ______ your letter of Nov. 3 asking us to make a quotation.
A. go over b. have read c. refer to d. check up
2. Because of the ______ nature of the agreement, I was reluctant to discuss with him in office.
A. confidential b. delieate c. secret d. sophisticated
3. A 3% discount will be granted only ______ your order exceeds US $ 12,000.
A. depends on b. for condition that c. on condition that d. subject to
4. As requested, we are sending you by airmail the samples of men's shirts, ______ you will find them satisfactory.
A. hope b. to hope c. hoping d. hopefully
5. ______ compensation trade, we mean to pay for your machines with articles produced.
A. With b. Of c. By d. For
6. The two firms agreed to ______ a joint venture in China.
A. embark on b. intend c. engage d. enter into
7. We are not in a position to make any offer as the goods are ______.
A. without stock b. out of stock c. no stock d. not in stock
8. It is our usual practice to ______ you at sight as soon as shipment is made.
A. advise b. pay c. notify d. draw on
9. ______ heavy commitments, we cannot accept any fresh orders.
A. Due b. Owing to c. Because d. In addition to
10. This Agreement may be ______ 6 months before its expiry.
A. renewed b. prolonged c. expanded d. postponed
11. An exporter cannot receive payment until the goods on consignment ______ sometime in the future.
A. have offered for sale b. are quoted c. arrive at destination d. have been sold
12. Fifty cases of Green Tea you sent us were found to be badly damaged. This was apparently attributable to ______packing.
A. faulty b. large c. inner d. outer
13. ABC Company is an old-established firm ______ many year's experience ______the trade.
A. has, of b. with, in c. have, in d. with, of
14. The buyer suggested that many important orders ______ follow.
A. may b. will c. would be d. should
15. With this ______ mind, we are writing to inquire if we could now begin discussing the question of sole agency.
A. in b. on c. at d. inside
16. Please let us know what ______ are involved and the time ______ for delivery.
A. formalities, taken b. procedures, need c. business, taken d. process, needed
17. After inspection of the above shipment we found 5 cases ______.
A. losing b. missing c. lost d. missed
18. For ______ commodities as oil, sand and timber, rail is cheaper than road.
A. unpacked b. unpackaged c. bulk d. bundled
19. There has been a nation-wide shortage of building materials, ______ which the trade is only just recovering.
A. for b. at c. on d. from
20. When yon ______ an agent, it is usual to ______ the appointment in writing.
A. appoint, make b. want, make c. need, make d. need, do
Ⅲ. Drafts telexes in English according to the following messages:(10%)
1. 請寄縫紉机形式發票，數量300台，成本加保險費加運費到舊金山价，5月份裝運，請即航寄二份，以便确認﹛（電傳縮寫字不少于4個）
2. 盡管難以減至你方出价，現仍在与厂方磋商，明日去電最終還价﹛請電告可否于5月6日每月運300吨﹛（電傳縮寫字不少于4個）
Ⅳ. Put the following into an English business letter in a proper form:(20%)
敬啟者：
你公司十一月五日的報价單和尼龍女成衣樣品都已收到，謝謝﹛我公司對品質和价格均感滿意，并樂意按你方報价單所提條件訂購下列貨物：
每打80美元的小號尼龍女成衣5打﹛
每打120美元的中號尼龍女成衣7打﹛
每打160美元的大號尼龍女成衣4打﹛
以上价格均為成本加保險費加 運費到倫敦价﹛只是在十二月十五日前將貨運到的條件下，我公司才訂購上述尼龍女成衣﹛逾期不到貨，我公司保留取消定單拒收貨物的權利﹛
我公司通常的付款條件是60天付款交單﹛請告你公司是否同意這一條件﹛
此致
OMNICORP INTERNATIONAL
THE EASTERN SEABOARD CORPORATION
經理 JAMES PARINTON 謹上
1992年11月20日
OMNICORP INTERNATIONAL
地址：123 Third Avenue
New York, NY 100017
THE EASTERN SEABOARD CORPORATION
地址： 4 Victoria Street
London SWILL OET
Ⅴ. Prepare a sales contract for the transaction stated in the following letter:(10%)
敬啟者：
很高興從您7月21日來信得悉您已接受我7月8日的報盤﹛作為答复，我們确認向貴公司出售3000打型號PMC 9-71323 天壇牌男襯衫，顏色蘭﹛黃﹛白平均搭配，每打尺碼搭配為S/3, M/6, L/3，价格每打47.50英鎊CIF漢堡，半打裝一紙盒，十打裝一大紙箱，由賣方按發票金額110%投保一切險和戰爭險，1992年9月由中國港口運往漢堡，允許轉船和分批裝運，嘜戲由我方選定，以不可撤銷的即期信用証付款，信用証必須在裝運前30天到達我方﹛按照慣例，信用証議付有效期為最后裝運期后第15天在中國到期﹛
茲隨函將我方1992年8月3日在北京所簽第92/546號售貨合同一式兩份寄去，請會簽并退回我方一份﹛
此致
漢堡服裝公司
中國服裝出口公司經理 謹上
1992年8月4日
CONTRACT
No.
Sellers:
Buyers:
This Contract is made by and between the Buyers and the Sellers, where by the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated the below:
Commodity:
Specifications:
Quantity:
Unit Price:
Total Value:
Packing:
Insurance:
Time of Shipment:
Port of Shipment:
Port of Destination:
Shipping Marks:
Terms of Payment:
Done and signed in ______ on this ______ day of ______, 199___.
Ⅵ. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms: (15%)
COMMERCIAL BANK OF THATTOWN
Date: Oct. 5, 1992
To: China National Cereals, Oils & Foodstuffs Corporation,
Beijing, China
Advised through Bank of China, Beijing
No. BOC 92/10/05
DOCUMENTARY LETTER OF CREDIT IRREVOCABLE
Dear Sirs:
You are authorised to draw on Hongkong Food Company, Vancouver for a sum not exceeding CAN $ 120,000 (SAY CANADIAN DOLLARS ONE HUNDRED AND TWENTY THOUSAND ONLY) available by draft drawn on them at sight accompanied by the following documents:
──Full set of Clean on Board Bills of Lading made out to order and blank endorsed, marked "freight to collect" dated not later than November 30, 1992 and notify accountee.
──Signed Commercial Invoice in quintuplicate.
──Canadian Customs Invoice in quintuplicate.
──Insurance Policies (or Certificates) in duplicate covering Marine and War Risks. Evidencing shipment from China port to Montreal, Canada of the following goods:
50,000 tins of 430 grams of Great Wall Brand Strawberry Jam, at CAN $ 2.50 per tin CFRC 3% Vancouver, details as per your S/C No. 92/8712.
Partial shipments are allowed.
Transhipment is allowed.
This credit expires on November 30, 1992 for negotiation in China.
合同條款
賣方： 中國糧油食品公司(China National Cereals, Oils & Foodstuffs Corporation)
買方： 溫哥華香港食品公司(Hongkong Food Company, Vancouver)
商品名稱: 長城牌草莓醬 (Great Wall Brand Strawberry Jam)
規格： 340克听裝
數量： 50,000听
單价： CFR 溫哥華每听2.50加元，含佣3%
總值： 125,000加元
裝運期： 1992年11月自中國港口運往溫哥華，允許轉船和分批裝運
付款條件： 憑不可撤銷的即期信用証付款﹛信用証議付有效期應為最后裝運期后第15天在中國到期
合同號碼：92/8712
Ⅶ. Translate the following into Chinese: (5%)
All parties of a joint venture shall submit their agreements and contracts, and articles of association to the state department concerned with foreign economic relations and trade. The examining and approving authorities shall decide whether to approve or disapprove the joint venture within three months. Once approved. The joint venture shall register with the concerned department of the General Administration for Industry and Commerce, and open business after receiving its business licence.
Ⅷ. Translate the following into English (10%)
積极開拓國際市場，促進對外貿易多元化，發展外向型經濟﹛擴大出口貿易，改善出口商品結构，提高出口商品的質量和檔次，同時适當增加進口，更多地利用國外資源和引進技術﹛深化外貿体制改革，盡快建立适應社會主義市場經濟体制的﹛符合國際貿易規范的新型外貿体制﹛賦予更多有條件的企業﹛科技單位以外貿經營權﹛積极擴大我國企業的對外投資和跨國經營﹛
外銷員外貿英語試卷參考答案
Ⅰ. Translate the following: (10%)
1. From English to Chinese: (5%)
1) 憑商標或牌名（牌號／品牌）銷售
2) <公量>
3) <中性包裝>
4) <不清洁提單><不洁提單>
5) 0<重量單>
6) 1<單獨海損>
7) 2<票匯>
8) <仲裁裁決><仲裁決定>
9) <獨家代理>
10) <商品交易所>
2. From Chinese to English:(5%)
1) FCA 或 free carrier (﹛﹛named point)
2)
3)
4)
5)
Ⅱ. Choose the correct answer:(20%)
1. ? 2. (a) 3. ? 4. ? 5. ? 6. (d) 7. (b) 8. (d) 9.
(b) 10. (a) 11. (d) 12. (a) 13. (b) 14. (d) 15. (a) 16. (a) 17.
(b) 18. ? 19. (d) 20. (a)
Ⅲ. Drafts telexes in English according to the following messages: (10%)
1. PLS AIRMAIL IMM 2 COPIES PROFORMA INV FR 300 SETS SEWING MACHINE CIF SAN FRANCISCO MAY SHIPMENT FR CONFIRMATION
2. THOUGH DIFFICULT TO REDUCE TO YR BID STILL NEGOTIATING WITH MANUFACTURER N WL TLX FINAL PRICE TOMORROW PLS TLX WHETHER U CAN SHIP 300 TONS EACH IN MAY N JUNE RESPECTIVELY
Ⅳ. Put the following into an English business letter in a proper form: (20%)
The Eastern Seaboard Corporation
4 Victoria Street
London SWIH OET
England
Nov. 20, 1992
Omnicorp International
123 Third Avenue
New York, NY 10017
U.S.A.
Dear Sirs,
Many thanks for your quotation of Nov. 5 and the samples of Women's Nylon Garments.
We are satisfied with both the quality and the prices, and are ready to place the following order according to your terms and conditions.
Commodity Size Unit Price per dz. CIF London Quantity dz.
Women's Nylon Garments Small USD 80.00 5
Women's Nylon Garments Middle USD 120.00 7
Women's Nylon Garments Large USD 160.00 4
The above is subject to your goods arriving at this end before Dec. 15. Our company will reserve the right to cancel this order or reject the goods for any late arrival.
For your information, our usual payment terms are by D/P 60 days. Please kindly let us have your confirmation.
Yours faithfully
James Parinton
Manager
Ⅴ. Prepare a sales contract for the transaction stated in the following letter: (10%)
CONTRACT
NO. 92/546
Sellers: China National Garment Export Corporation
Buyers: Hamburg Garment Company
This Contract is made by and between the Buyers and the Sellers, where by the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated the below:
Commodity: Tiantan Brand Men's Shirts
Specifications: PMC 9-71323 Blue, Yellow, White equally assorted, S/3, M/6 and L/3 per dozen
Quantity: 3,000 dozen
Unit Price: at �� 47.50 per dozen CIF Hamburg
Total Value: �� 142,500
Packing: half a dozen to a paper box, 10 dozens to a carton
Insurance: to be covered by the sellers against All Risks and War Risk for 110% of the invoice value
Time of Shipment: September 1992, with transhipment and partial shipments allowed
Port of Shipment: China Port
Port of Destination: Hamburg
Shipping Marks: at sellers' option
Terms of Payment: by irrevocable L/C payable by draft at sight, to reach the sellers 30 days before shipment and remain valid for negotiation in China till the 15th day after the final date of shipment.
Done and signed in Beijing on this 3rd day of August, 1992.
Ⅳ. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms: (15%)
Dear Sirs,
Thank you very much for your Letter of Credit No. BOC 92/10/05. However, upon checking, we have found the following discrepancies and would appreciate it very much if you will make the necessary amendments as early as possible so as to facilitate our shipping arrangement:
1. The amount of the credit should be CAN $ 125,000 (Say Canadian Dollars one hundred and twenty-five thousand only) instead of CAN $ 120,000.
2. The Bill of Lading should be marked "freight prepaid" instead of "freight to collect".
3. Please delete Insurance Policies (or Certificates) from the credit.
4. The port of destination should be Vancouver instead of Montreal.
5. The goods are to be in tins of 340 grams instead of 430 grams.
6. The credit should expire on Dec. 15, 1992 for negotiation in China instead of Nov. 30, 1992.
We await your early amendments.
Yours faithfully
Ⅶ. Translate the following into Chinese: (5%)
合資企業各方須將有關的協議﹛合同及章程上報國家對外經貿主管部門，該審批部門應在三個月內決定批准与否﹛合資企業經批准后，須立即向工商行政管理主管部門注冊登記，在領取營業執照后開始營業﹛
Ⅷ. Translate the following into English (10%)
We should make active efforts to open up the international market for the multification of foreign trade and the development of export-oriented economy. Efforts should also be made to expand export, upgrade export commodities and improve their structure and quality; meanwhile, we should increase import in a proper way and make further use of foreign resources and technology. It is necessary to deepen the reform of the foreign trade system, and establish as soon as possible a new one which will work in agreement with the development of the socialist market economy and the standard practice in international trade.
It is essential to allow the right to handle foreign trade to a greater number of qualified enterprises and scientific and technical institutions. We should energetically enlarge our enterprises' overseas investment and their transnational operations.
