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1 11 2. Reconsider your price ,bring it into the line with the international 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。
3. Although below our level 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。
4. Highly gratified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。
5. Take 5% off the original offer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。
6. Buy 200casesm ore of our products, //FOBQingdao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。
7. Make you a special discount to maintain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。
8. Your terms will place our businesson a no paying basis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。
9. We are compelledto decline this order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。
10. Popularize the massage machines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
1. 一级大豆存货减少
The first-class soybeans are running out of stock. 2. 8月5日报价降低2%，接受
We would like to accept if you could reduce your price by 2%.
3. 报了最低价，We have quoted to you the lowest price and we have done a lot of business at that price. 4. 兹报实盘，、、、This firm offer will subject to your acceptance in 10 days. 5. 考虑到长期友好关系、、、We accept your counter-offer in order to maintain our long term good
relationship.
6. 市场下跌，重新考虑As the market is declining, we hope you would reconsider our offer and call to
accept as soon as possible.
7. 客户注意，行市上涨Please remind your customers of the price adjustment caused by the rising
market.
8. 略微降低价格We could reduce our price somewhat, but we could in no way go down to anywhere
near the figures as quoted in your letter.
9. 有消息证明，更低的价格Information here shows that the makes you offered can be purchased from
other sources at much lower prices. 10. 经过友好协商，60美元每打Through friendly negotiation, we eventually reached a deal at the price of
$60 per dozen. 案例分析
我某外贸企业向国外询购某商品，外3月20日发盘、、、我方3月22回电，单价降低5美元，接受，对方回应。我方3月25同意。交易是否达成？理由
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。
第六章
一、 短语翻译
11 1 12 1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 总经销 exclusive distribution
公司内转运货价 intra-company transfer price 遗漏错误 error of omission
准许延期付款 extension of time for payment
平等互利原则 principle of equality and mutual benefit 截止日期 expiration date
运费付至上海 freight paid to shanghai 总预算 general budget 签字盖章 hand and seal
最低价格 ground floor price
二、选择填空
1:The price for this commodity has changed somewhat compared with that of last year. 2:We agree to reserve 4% commission for you on the basis of the FOB value of the goods shipped. 3:We agree to conclude business on the terms as stated in the contract.
4:We regret our inability to comply with your request for shipping the goods in june. 5:we are in receipt of your letter date August 12.
6:We trust you will do your utmost to have this matter settled at once.
7:we find your terms satisfactory and now send your our order for 13 sets of the X2026 generator. 8:our usual terms of payment are cash against documents and we hope they will be acceptable to you. 9:We usually accept payment by irrevocable L/C payable against shipping documents. 10;we are making you the following offer,subject to your acceptance reaching us.
1-5 B CABA 6-10 BCBAC
三、正确排序
1. No discount is allowed unless the bills are paid when due.
2. We expect to finish the delivery of your order in about two months.
3. We hope that this trial order will lead to an enduring connection with you. 4. I now trouble you with a small order as particularized at foot.
5. The commodity shall be packed in wooden cases suitable for ocean transportation. 6. Any dispute arising out of this contract shall be settled through friendly negotiation.
7. We hope you will take your commercial reputation into account and execute the contract. 8. The sellers will pay all the expenses arising from the delay in delivery. 9. The buyers complain that the goods were defective before shipment. 10. You may invoice the goods at contract price less 3% commission.
四、用所给词语填空
W e are pleased to receive your inquiry of 5Th JULY and enclose our illustrate catalogue and price list.
1.Interested 2.further 3.to 4.favor 5.at
6.ahead 7.valid 8.prescribed 9.above 10.acceptable 案例分析
CONTRACT
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：
12 1 13 Item. 序号 1 Commodity and Specifications 品名及其规格型号 Capillary electrophoresis system CESL-318 毛细管电泳仪CESL-318 Unit 计量单位 台 Qty. 数量 1 Unit Price 单价 $:32 000.00 0 Total Amount 合计 $:32 000.00 Total Value: CIP TIANJIN Airport USD:32 000.00 Say: US DOLLARS THIRTY TWO THOUSAND ONLY. 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.
13 1 14 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 binding upon both parties; 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
14 1 15 第七章
一、短语翻译
1) initial order 初次订单 2) in duplicate 一式两份
3) in your favor trial order 以你方为抬头 4) make sb. a direct offer 接受你的订单 5) the latest product 向某人直接报价 6) goods in stock 存货 7) delivery order 提货单 8) cash on delivery 货到付现 9) average unit price 平均单价 10) port of loading 装运口岸
二、选择填空
1：we take pleasure in making you an offer as required by you last week ....... 2; as requested, we are enclosing a quotation sheet about our porcelain ware. 3: draft are to be drawn in duplicate for our order.
4;payment is to be effected by 100%confirmed ,irrevocable,transferable letter of credit. 5:our prices are found suitable for that market.
6:The machines ordered on 8th august were dispatched to your address yesterday.
7:the two sides have agreed to close the following transactions according to the terms and conditions set forth as below.
8:Please send me the following articles by express and charge to my account.
9:we dispatch goods daily to various parts of the world,so we are quite accustomed to packing for foreign destinations.
10 the total value of your order amounts to us10,000. 1-5 CBACA 6-10 BBBAA
三、正确排序
1. The shipment remains valid until the 10th day after shipment. 2. We will fulfill all the contract stipulations.
3. We will give you a 3% discount as an exception to our usual practice.
4. Commission is usually given as a percentage of the total value of a transaction. 5. To open an L/C will add to the cost of our imports.
6. The time draft will be sent to you for your acceptance within a couple of days. 7. We want the goods on our market at the earliest possible date.
8. The difference is calculated according to the contracted price at a later time. 9. We think all the terms should meet with comment agreement.
10. 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
Our sales confirmation no.aj105.............
1. captioned 2. ready 3. approaching 4. covering 5. within 6. subsequent 7. to 8. attention 9. basis 10. due 案例分析
CONTRACT
日期： 2009/03/01 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
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