A. From English into Chinese: (5%)

VAT__________________________

PICC __________________________

DES __________________________

Bonded warehouse__________________________

Promissory note__________________________

Institute Cargo Clauses __________________________

Certificate of origin __________________________

Multilateral trade __________________________

Sole agency __________________________

Sale by sample __________________________

B. From Chinese into English: (5%)

零售价 ____________________________

償付行 ____________________________

習慣包裝 ____________________________

大陸橋 ____________________________

保函 ____________________________

Ⅱ. Choose the correct answer:(20%, strike A or B or C or D.)

1. No discount will be granted _ you place an order for more than 1000 dozen.

A. if B. unless C. whether D. but for

2. When _ the contract, please include the arbitration clause.

A. draft B. drafting C. to draft D. drafted

3. We have received news _ that the wool market on your side is showing signs of recovery.

A. to an effect B. to this effect C. to that effect D. to the effect

4. Please open your L/C immediately to facilitate _.

A. our shipping arrangement

B. for shipment

C. to arrange shipment

D. us to arrange shipment

5. _ an order for 100 pieces or more, we allow a special discount of 5% for payment by L/C.

A. At B. In C. On D. From

6. If you can improve your price by 3%, we shall be prepared to _ for 5,000 metric tons.

A. book with you an order B. book your order C. be in the market D. place a order with you

7. We suggest that you _ our representative in Beijing for your requirements.

A. will contact B. contacting C. contact with D. contact

8. _ crowded orders, we have sold out all the goods scheduled for shipment within this year.

A. As a result of B. In result of C. With the result of D. As result of

9. Under no circumstances, _ goods on their own account.

A. the middlemen will buy B. will the middlemen buy C.the middlemen would buy D. will buy the middlemen

10. This agreement shall be cancelled in case the second party fails to sell the agreed quantity within six months.

A. up to B. to C. at D. with

11. The goods under L/C No. 1234 left here _.

A. in a good condition B. in good conditions C. in good condition D. in the good condition

12. Please see that such an _ does not occur again.

A. mistake B. negligence C. oversight D. carelessness

13. Our clients asked us to bring down our prices because they consider them _.

A. on the high side B. out of line with C. are running high D. be too high

14. In case you can make a reduction _ 5% _ your price, we may strike the deal with you.

A. of, of B. by, by C. of, in D. for, for

15. If business had been carried out to our satisfaction, we _ to renew the Agency Agreement.

A. had agreed B. already agreed C. shall agree D. should have agreed

16. _ appreciating your order, we must point out that our prices have already been cut to a minimum.

A. How B. While C. Since we are D. Anyway

17. We could manage to arrange the shipment in August, subject to your L/C _ us not later than July 15.

A. reaches B. being reached C. reaching D. reach

18. We are sorry to find that the damage _ the goods was caused by heavy rain during transportation.

A. on B. for C. about D. to

19. Not until this morning _ your L/C. We can _ make shipment as stipulated in the contract.

A. we receive, not B. we have received, never C. did we receive, hardly D. had we received, certainly

20. _ we would like to assist you, we do not think there is room for a reduction in our price.

A. Even B. As C. Much D. Much as

Ⅲ. Draft English telexes according to the following messages: (10%)

1. 你方4日來電收到﹛信用証第3098號，已通知開証行展延船期和效期分別至五月十五日和五月三十日﹛

（電傳縮寫字不少于4個）

2. 05號合同項下貨物已到﹛經檢驗，質量低于樣品﹛我們要求立即給予補償，倘若不可能，我們只得要求換貨﹛

（電傳縮寫字不少于6個）

Ⅳ. Translate the following into English in a proper form (20%)

美國.紐約

ABC貿易公司

敬啟者，

今接貴公司八月八日傳真，貴方拒絕我方將信用証裝期展延一個月的要求，另外欲撤銷合同，并保留向我索賠的權利，對此我們深感失望﹛

此批貨系專為貴公司定牌生產的，目前貨已備妥待運﹛如撤銷合同，給雙方都會造成損失﹛經我公司認真研究，提出以下建議供你方參考：由我方將貨物空運你處，赶上旺銷季節，運費差額，由雙方各負擔一半﹛

盼電复﹛

中國南方進出口公司

一九九五年八月十日

Ⅴ. Fill in the contract form in English with the particulars given in the following letter:(10%)

史密斯貿易有限公司

敬啟者：

你方7月10日關于甘薯片 (Sweet potato slices)的回盤收悉，謝謝﹛現确認接受你方回盤如下：

1,000公吨甘薯片，每公吨成本保險加運費鹿特丹价為185美元，包括5%佣金﹛質量符合樣品sp-03號，水份最高16%﹛裝運期1995年10／11月﹛

隨函附上我有關售貨确認書95C137號一式二份，請即簽退一份供我存查﹛

本商品為散裝貨，其數量及金額均允許有5%增減﹛這點請你方在開立信用証時特別注意﹛我們希望能在裝運期前一個月收到你方開立的保兌的﹛不可撤銷的即期信用証，以便我方如期裝運﹛至于保險，我方將按慣例根据中國人民保險公司1981年1月1日中國保險條例，按發票金額的110%投保一切險和戰爭險﹛

山東土畜產進出口公司

1995年7月17日

Sales Confirmation No. 95C137

Qingdao, July 16, 1995

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:

Specifications:

Quantity:

Unit Price:

Total Value:

Packing:

Insurance:

Time of Shipment:

Port of Shipment:

Port of Destination:

Shipping Marks:

Terms of Payment:

Ⅵ. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms: (15%)

HUA CHIAO COMMERCIAL BANK LTD.

88-89 Des Voeux Road, Central, Hongkong

Irrevocable Documentary Credit No. F--07567

Date and place of issue: 95/09/28 Hongkong

Date and place of expire:95/11/30 Hongkong

Applicant: J. Brown & Co., 175 Queen's Way, Hongkong

Beneficiary: Liaoning Textiles I/E Corp., Dalian, China

Advising Bank: Bank of China, Liaoning Branch, Dalian

Amount: USD26,700.---(SAY UNITED STATES DOLLARS TWENTY-SIX THOUSAND SEVEN HUNDRED ONLY)

Partial shipments and transshipment are prohibited.

Shipment from Dalian, China to Hongkong, latest 95/11/30 Credit available against presentation of the documents detailed herein and of your draft at 90 days'sight for full invoice value.

----Signed commercial invoice in quadruplicate.

----Full set of clean on board ocean Bills of Lading made out to order of HUA CHIAO COMMERCIAL BANK LTD. Marked freight prepaid.

----Insurance certificate or policy endorsed in blank for full invoice value plus 10%, covering All Risks and War Risk.

Covering 50 doz. Woolen sweaters, S105, @USD 120 per doz.

CFR Hongkong

60 doz. Woolen sweaters, M107, @USD 150 per doz.

CFR Hongkong

70 doz. Woolen sweaters, L109, @USD180 per doz.

CFR Hongkong

As per Contract No. 28KG063

銷貨合同主要條款如下:

合同號碼:28KG603

賣方:遼宁紡織品進出口公司

買方:J. Brown & Co., 175 Queen's Way, Hongkong

商品名稱及數量:羊毛衫 S105 50打

M107 60打

L109 70打

單价: S105 每打成本加運費香港 120美元

M107 每打成本加運費香港 150美元

L109 每打成本加運費香港 180美元

金額: 27,600美元

交貨期: 1995年11月，不允許分批裝運，可轉運﹛

付款條件：不可撤銷的見單后90天付款的信用証，效期為裝運后15天在中國到期﹛

Ⅶ. Translate the following (15%)

1. From English into Chinese

A joint venture is a form of business organization undertaken by two or more parties. It is China's Policy to enter into joint ventures with foreign enterprises in order to expand international economic cooperation and technological ex-change. According to the Joint Venture Law of China, a joint venture shall take the form of a limited liability company and the profits and losses of a joint venture shall be shared by the parties to the venture in proportion to their contributions to the registered capital.

2. From Chinese into English

在國際貿易中買賣雙方距离遙遠，業務成交与實際交貨時間相隔較長，付款問題遠比國內貿易复雜﹛賣方總希望在收到貨款后發貨，而買方總希望收到貨物后付款﹛所以國際貿易中，一般采用信用証付款方式，使買賣雙方的利益都得到一定的保障﹛

外銷員外貿英語試卷參考答案

Ⅰ.

A. 英譯漢 5%

1. 增值稅；价值附加稅

2. 中國人民保險公司

3. 目的港船上交貨 (指定目的港)

4. 保稅倉庫

5. 本票; 期票

6. 協會貨物 (保險)條款；倫敦保險協會貨物 (保險)條款

7. 原產地証明書，產地証

8. 多邊貿易

9. 獨家代理

10. 憑樣 (品)銷售，照樣 (品)銷售

B. 漢譯英 5%

1. Retail price (s)

2. Reimbursement bank, reimbursing bank, bank of reimbursement

3. Customary packing

4. Land bridge, continental bridge

5. Letter of Guarantee (L/G)

Ⅱ.

1. B 2. B 3. D 4. A 5. C 6. B 7. D 8. A 9. B 10. A 11.

C 12. C 13. A 14. C 15. D 16. B 17. C 18. D 19. C 20. D

Ⅲ.

1. YT4TH RCVD.L/C 3098, V HV INSTRCTD OPENG 3NK TO EXTEND SHPMT NVLDTY

TO MAY 15TH N MAY 30TH RESPECTIVELY.

2. CNTRCT05 GDZ ARVD. UPON INSPECTN, V FIND QLTY INFERIOR TO SMPLS. V DEMAND IMM COMPENSATION. IF NOT POSSIBLE, V CAN ONLY ASK FOR REPLACEMENT.

Ⅳ.

CHINA SOUTH IMPORT & EXPORT CORPORATION

10th August, 1995

Messrs. ABC Trading Company, Ltd.

New York

U. S. A.

Dear Sirs,

We are in receipt of your fax dated august 8th, but are disappointed with your refusal to extend the time of shipment in the covering L/G for one month. What is more, you intend to cancel the contract and reserve the right to lodge a claim against us. As the special parcel is produced with your named brand and the goods are now ready for shipment, the cancellation of this contract will bring about losses to both sides. After careful consideration, we suggest for your reference that we dispatch the goods by air to catch the selling season at your end. The difference in freight is to be equally shared by both parties.

We are looking forward to your prompt reply.

Yours faithfully.

Ⅴ.

Sellers: Shandong Native Produce and Animal By--products Import & Export Corporation

Buyers: Smith & Trading Co., Ltd.

Commodity: Sweet potato Slices

Specifications: As per sample No. Sp--03 with moisture not exceeding 16% (Moisture: Max.

16%)

Quantity: 1000 metric tons, 5% more or less allowed

Unit Price: At USD185 per m/t CIFC5% Rotterdam

Total Value: USD185,000(Say US Dollars One Hundred and Eighty--five Thousand Only), 5% more or less allowed

Packing: In bulk

Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks and War Risk as per CIC dated 1st Jan. 1981 (of PICC)

Time of Shipment: During October/November, 1995

Port of Shipment: China port

Port of Destination: Rotterdam

Shipping Mark: At Sellers' option

Terms of Payment: By confirmed, irrevocable L/C available by draft at sight to reach the sellers

one month prior to the time of shipment.

Ⅵ.

Dear Sirs,

L/C No. F-07567

We have received the above mentioned L/C against our contract No28KG603. After checking the L/C, we have found some discrepancies and would request you to make the following amendments:

1. The date and place of expiry should read: December 15th, 1995 in Dalian, China

2. The amount both in figures and in words should respectively be USD27, 600 and say US Dollars Twenty--seven Thousand Six Hundred Only.

3. Transshipment should be allowed.

4. Insurance clause is to be deleted.

5. The Contract No. should be 28KG603.

Please make amendments as soon as possible so that we may arrange shipment.

Yours truly,

Ⅶ.

1. From English into Chinese: (6%)

合資企業是由兩家或多家出資方組成的企業組織形式﹛与外商興辦合資企業以擴大國際經濟合作与技術交流是中國的一項政策﹛根据中國合資企業法，合資企業須采取股份有限公司的形式﹛合資企業的盈虧須按合資各方在注冊資金中的出資比例來分攤﹛

2. From Chinese into English: (9%)