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课后练习参考答案Chapter One Parts and Formats of Business Letters1. Use the following information to type a letter:Human Resources, Global SecuritiesWorld Financial Center, North Tower - 250 Vesey StreetNew York, NY 10281-1332July 20, 2007Professor Lyndon KentonBusiness Department, University of TennesseeKronxwille, Tennessee 37916Dear Professor Lyndon Kenton,We are considering Joanne Tucker for our Analyst Training Program at Global Securities. She is a promising candidate, and we need more detailed information about her education and your opinion of her ability to handle the rigors of training. Ms. Tucker submitted your name not only as her professor but also as her faculty advisor.In addition to the long hours involved in training, candidates must have a sound, logical approach to problem solving. We are looking for people who are not afraid to express their ideas and who exude confidence in their manner and deed. The job of financial analyst requires not only technical knowledge of the market but also extensive people skills, and we appreciate any information about Joanne Tucker that will help guide our decision.We need your letter of recommendation no later than May 30, but would appreciate it earlier, if convenient. Your evaluation will be kept strictly confidential in accordance with our governing by-laws. Thank you for your time on Ms. Tuckers behalf.Sincerely yours,Sandra Blackmon2. Read the following passage, list the main points and then discuss about it.（答案略）Chapter two Sales Letters1. Translate the following sales letter into Chinese:尊敬的顾客：我们P&S系统有限公司向您介绍即将为您提供的新系列产品，可确保您的办公室更加安全。18年来，P&$系统公司一直是安全产品行业的创新者，是北美电子报警设备的主要供应商之一。现在，我们正将这种安全扩展到东亚各公司和机构。我们新开发的TS801探测系列结合了两种先进技术：微波技术和无源红外线技术，以获得最大程度的可靠性。过去一年中，P&S为4500家企业安装了这种新的装置。大量市场反馈证明新产品是非常成功的。所有P&S产品可按客户需求安装。最近技术上的进步使得我们能以极具竞争力的价格出售我们的产品。P&S将很高兴派销售代表为您免费介绍产品。他们也非常乐意无偿登门拜访。只需您拨打1-800-000-0000电话号码即可。谨上2. Translate the following sentences from Chinese into English:1) Would you like to increase your turnover without tying up additional capital? Then why not add our line of products to your range of carpets? There are very few quality products which show such excellent profits without tying up capital in stock.2) Dont move to the moon if you need more space. Let us show you how to make the most of the space youve got!3) Let our company take the whole problem off your shoulders and advise you on the correct safety equipment for your particular operation. Our experts are only too eager to serve you and we have a complete range of safety equipment for every industrial situation. Remember - accidents increase production costs, lower morale, waste time and materials. Its good business to get good safety equipment for your employees. Our brand is the best. 4) Dont delay. Act now. Just fill in the bottom portion of this letter and return it to us in the enclosed envelope. We will do the rest.1. Read the following article and present your own opinion:（答案略）Chapter threeInquiries1. Link the sentences in Column A with those in Column B1. e)2. a)3. f)4. b)5. d)6. c)2. Please translate the following inquiry letter into English:Would you provide us with information regarding your HD_340 portable printer? We are interested in purchasing 34 lightweight printers that our account representatives can use with their Toshiba 1200XE notebook computers whey they travel. Specifically, I would like answers to the following questions:1. Is it a laser printer?2. Is it battery-operated? Since we wish to use the printer for traveling, such a feature is important.3. Does it come with at least a one-year warranty?We would appreciate your faxing us the information we need to make a purchase decision (Fax: 010-54367892).3. Letter writing:Gentlemen:The Japanese Embassy in Beijing has recommended you as one of the largest producers of MP4; we wish to know if you have ready stock for export.Our company is one of the largest MP4 dealers in our city, where MP4 is very popular and we have branches in five neighbouring towns. We feel that we will be able to market your goods where they will command immediate sales. With the rising living standard of the Chinese people and more and more young people pursuing fashion, the demand for this item is growing rapidly. If your prices are competitive and product quality satisfactory, substantial orders will most likely follow. We would also appreciate it if you could give special discounts on sizable orders.Please send us your catalogue with export prices, terms of payment and delivery guarantee, together with possible samples.We look forward to hearing from you soon.Sincerely yours,Chapter four Reply to Inquiries1. Translate the following terms into English:分销商distributor代理人representative老客户regular customer商品目录 catalogue现金折扣 cash discount贸易条款条件 trade terms and conditions业务往来行 correspondent bank资信 credit standing / financial standing小册子brochure 保质期 warranty2. Translate the following sentences into English:1) Thank you for your inquiry of March 1 in which you asked about the classroom desks that we manufacture. 2) We have pleasure in enclosing a copy of our illustrated catalogue and price list. As you will be able to see from the catalogue, we produce a large quantity of shoes and these are modern in style and popular. We shall also airmail you sample pairs so that you can see for yourselves that they are very well made. The prices that we quote are very competitive, and we shall be pleased to allow you a 5% discount on any order worth more than $300. 3) Because I cannot answer your specific questions, I have forwarded your inquiry to Michael Wang, Engineering Assistant in the Development Group. He should be able to answer the questions you have raised. You should be hearing from him shortly. 4) We would like to point out that we have been exporting shoes to the USA for five years and that all our customers there have been very satisfied with our products. We now look forward to receiving your order. 5) I regret that we cannot assist you at this time but look forward to being of help in the future.3. Letter writing: 参考回函：Dear Sirs，We thank you for your letter of 5 April and appreciate your interest in our products.Please find enclosed our catalogue and price list, as well as details of our trade discounts and special terms for large or regular orders. Our prices are CIF.Since your enquiry does not specify the kind of goods nor the quantities you require, we are not able to give you details about the present availability of the goods. However, we can assure you that on receipt of confirmation, we normally require no more than two weeks before dispatch to destinations in this country.We hope that you will find our terms satisfactory and we look forward to receiving your order.Yours faithfully,M ArchesChapter fiveOffers and Counter-offers1. Translate the following letter into Chinese:参考译文：尊敬的卡特先生谢谢您11月12日的询函。现随附你要求的不同布料的样品。所示的每一种样式都是我们这一系列产品中最独特的。这些样式有下列颜色可供：41号为蓝色或绿色；53号为灰蓝或米褐色；42号仅有红色；67号为黑白或蓝白。恐怕18号已无货可供。所有的花样价格都一样，如下：50米以下每米6美元50-100米每米5.50美元100米以上每米5美元对于200米以上的订单，价格待商定。所有这些价格包含运费。我们的付款条件是交货日期起30天后付款。对于所有在1月底前收到的订单我们还额外给予10%的折扣。所以如果您想订货，为什么不尽快，并利用这一优惠呢？如您需要任何更多信息请尽管和我联系。您真诚的Martin Stacey销售经理2. Translate the following sentences into Chinese:1) 我们的哔叽所享有的国际声誉见证了其高质量。过去二十年以来我们一直在生产这种产品，现在完全可以当之无愧地声称我们生产的布料是竞争对手无法在同样的报价条件下生产的。2) 我们认为您的价格有些出格。如果您可以在不牺牲整体产品外观和质量的情况下降价15%，我相信我们可达成协议，而且相关工作就可立即开始了。3) 尽管由于英镑兑换值下降、近来进口酒关税上升以及管理费用持续提高等导致了成本的上升，而我们的报价却尤其低。我们想如果考察一下现行市场价格您就会相信这一点的。4) 我们的报价仅留有微薄的利润额，再削减价格的话会使我们几乎毫无利润可言了。因此很遗憾情势不容许我们给予您所要求的特殊折扣。3. Fill in the blanks with the words given:Dear Sirs,We thank you for your letter of 26 April and have pleasure in submitting the enclosed quotation.Unfortunately, we regret that we cannot allow a discount of 8% as requested. Manufacturing costs and freight charges have risen considerably in recent months and our profit margin does not enable us to meet your full request. However, we would be pleased to offer you a special discount of 4% for this first order, as well as our usual 2.5% discount if payment can be made within one month from date of invoice. Delivery is guaranteed within three weeks of receiving your order.We hope that these terms will meet with your approval and that we will receive confirmation of your order in the very near future.We look forward to the pleasure of serving you.Yours faithfullyChapter SixOrders and Supplies1. Please write an order letter according to the following information:Dear Sirs,Thank you for the patterns and price lists enclosed with your letter of May 18. We are pleased to place an order as follows: ARTICLE NO. QUANTITY PRICE DELIVERY1677 350 doz.US$3.00/doz. July1678 300 doz.US$3.95/doz. July1032 100 doz.US$4.50/doz. AugustPacking: Each dozen to be packed in a carton, 10 dozen cartons in a wooden caseInsurance: WPA for 10% over the invoice valueMarks: As usual with our previous ordersPayment: By draft at 30 days sight under an irrevocable letter of creditWe shall instruct our bank to open a letter of credit in your favor for the value of the articles as soon as we receive your acknowledgement of our order.Yours faithfully2. Analyze the structure of the following letter and then translate it into Chinese:结构分析：At the beginning, the letter shows thanks for the order instead of directly telling the reader that watered silk is no longer obtainable. Then, in the second paragraph, the writer shows regret that watered silk cannot be supplied any more and gives explanations for that. Immediately, in the following paragraph the writer presents a new “Gossamer” brand of rayon which has taken the place of watered silk. The writer advertises all the advantages of the new brand in great detail. Lastly, to show his considerateness and also promote further sales, the writer provides additional information concerning other kinds of cloth.参考译文：敬启者：感谢您7月7日来信及随附的8000米100厘米幅宽的水洗丝订单。很遗憾我们已不再提供这种丝。时尚不断变化，近来市场对水洗丝的需求已下跌以致于我们不得不停止了对它的生产。取而代之的是我们现在所能提供的最新的“Gossamer”人造丝品牌。这是一种编织精密、耐穿、不起皱而且具有美丽光泽的产品。我们经常从主要分销商和服装厂收到大量的续订单，这显然说明了该品牌受客户欢迎。仅以每米2.80美元的低价，这种人造丝远比丝更便宜，但具有同样吸引人的外观。我们还制造其他种类的您也许会感兴趣的布料，并给您包裹邮寄来全系列的花样。所有这些产品在许多国家畅销，我们很有把握地把它们推荐给您。这些产品都有现货可供。若您决定订购，我们可迅速满足您的需求。敬上3. Please write a positive reply to the following order letter:参考回函：Dear SirsWe are writing to say how pleased we were to receive your order of 19th October and to welcome you as one of our customers.We can supply from stock all the serges ordered and are arranging to send them next week by British Rail. We feel sure you will be well satisfied with the goods; at their prices they represent exceptional value.Besides serges we supply a wide range of other manufactured cloths, including fine worsteds, tweeds and gaberdlines and enclose a copy of our current price list. Should you be interested in any of these cloths we shall be glad to send you patterns.We hope that our handling of this first order with us will lead to further business between us and mark the beginning of a mutually satisfactory working relationship.Yours faithfullyChapter SevenLetters Concerning Shipment1. Match the terms with the definitions:1) g 2) e3) a4) i 5) b6) j 7) h 8) d 9) f 10) c2. Please translate the following Chinese into English:1) We are glad to inform you that the goods you ordered in September have been shipped by M/S Pacific due to leave Shanghai port on December 10. We have made a special effort to complete your order in time and trust the fine quality of our goods will give you full satisfaction.2) The commercial invoice, packing list, and insurance policy, together with clean on board ocean B/L, have been sent through The Bank of China, with our sight draft under your irrevocable L/C. Please advise us of the safe arrival of the goods.3) Your delay has caused us considerable inconvenience and we request you do your utmost to dispatch the overdue goods as soon as possible.Please inform us urgently when you can ship them with certainty so that we can promise a definite time of delivery to our customers who are proposing to cancel this order.4) The goods we ordered were to meet an immediate requirement and we requested you to forward them by the first available cargo airline at once. However we have not yet received any shipping advice from you. Please let us know by fax when you can ship our order.5) We ordered on April 10 the 10 units of computer for shipment during June. As the goods have not yet been dispatched, we must ask you to ship them without any further delay. Unless the order is executed within three weeks we shall have to cancel it.Chapter eightL/C Payment1. Write a letter in English asking for amendments to the following letter of credit by checking it with the given contract terms:Dear SirsWe are pleased to inform you that we have received your L/C No. 078910 issued by Bank of America. However, on examining the L/C carefully, we regretfully find that certain points are not in conformity with the terms stipulated in our Contract No. SC8172. Please make the following amendments:1) The prices should be based on “CIF San Francisco” instead of “FOB Hong Kong”.2) The unit price for inflatable toys Art. No. 6789 should be “US$1.035” rather than “US$1.35”.3) Both transshipments and partial shipments should be allowed. Please change “transshipments not permitted” into “transshipments permitted”.4) The validity of the L/C is not “August 20, 2000” but “August 25, 2000”.As the stipulated time of shipment is drawing near, please make requested amendments to the L/C as soon as possible so that we can effect shipment in time.Yours sincerely2.Translate the following passage into English:We regret that we still have not received your L/C established against Contract No.12 though we have written to you time and again to rush it. The goods in question have been warehoused for more than three months, adding to our expense of bank interest and storage. We are now notifying you once and for all that, if your L/C fails to reach us by the end of October, we shall have no choice but to cancel the contract and lodge a claim for all the losses we have incurred.Chapter NineLetters about Debt CollectionPlease translate the following three debt collection letters at different stages into English:1参考译文：1Dear Sirs,Account No.8756As you are usually very prompt in settling your accounts, we wonder whether there is any special reason why we have not received payment of the above account, already a month overdue.We think you may not have received the statement of account we sent you on 30th August showing the balance of US$ 80,000 you owe. We send you a copy and hope it may have your early attention.Yours sincerely,2Dear Sirs,Account No.8756Not having received any reply to our E-mail of September 8 requesting settlement of the above account, we are writing again to remind you that the amount still owing is US$ 80,000. No doubt there is some special reason for delay in payment and we should welcome an explanation and also your remittance.Yours sincerely,3Dear Sirs,Account No.8756It is very difficult to understand why we have not heard from you in reply to our two E-mails of 8th and 18th September for payment of the sum US$ 80,000 you are still owing. We had hoped that you would at least explain why the account continues to remain unpaid.I am sure you will agree that we have shown every consideration and now you fail to reply to our earlier requests for payment, I am afraid you leave us no choice but to take other steps to recover the amount due.We are most reluctant to do anything from which your credit and reputation might suffer and even now we prepare to give you a further opportunity to put the matter right. We therefore propose to give you 15 days to clear your account.Yours faithfully,Chapter TenClaim and Adjustment letters1. Please translate the following terms into Chinese:inspection certificate检验证书transshipment转船 refund 退款title to the goods 物权 certificate of origin 原产地证明 outstanding account 未尝清账款 partial shipment 分装surveyor 检验人 business integrity商业诚信documentary letter of credit 跟单信用证2. Please translate the following letter into Chinese: 尊敬的格林先生感谢您8月14日来信。我们很遗憾听到我们发送给您的那批割草机不尽如人意，可是我们不能理解为什么会这样。我们在发货之前非常仔细地检查了所有的机器，而且在发货的时候所有的货物都是完好的。我方只能认为它们可能是在途中被损，因此我们建议您和相关的货运公司接洽。为这类损失我们不能承担责任。您提到有几台割草机没有火花塞，现另封邮寄给你们。对此疏忽我们表示抱歉。当然我们免费替换有锈迹的割草机，因为，如您指出的那样，这是我们的保证范围。请您尽快返回这些割草机以便我方查看。您和运输公司联系后，请您是否也转给我们一份他们的有关货损方面的报告？这是我们第一次使用这家运输公司，我们显然希望避免今后再发生类似问题。我们希望在这件事上能对您有帮助，并为所造成的任何不便表示道歉。您真诚的3. Please write a positive adjustment reply to the following complaint letter:参考回函：Dear Mr. StaffordI am very sorry for the many difficulties that you have endured in trying to buy an SP 106 Interface. We have just shipped your SP 106 via airmail, and you should receive it well before the fifteenth. In addition, we have enclosed our complete line of relevant software resources at not cost to you. Please accept this small gesture as an expression of our gratitude for your patience.We have finally discovered the source of your recurring problems. It seems that your customer account number was originally entered incorrectly into the computer at our warehouse. This error resulted in the incorrect shipments that you have received.Please accept my sincere apology for the confusion. We value your business and hope to provide you with efficient service in the years to come.Yours trulyTom FowlerChapter ElevenMemos1.Please read the following memo, provide a subject for it and then summarizes the main idea of the memo:Subject:Recruiting Qualified Electronics Technicians内容概括：This memo is from Harry Matthews of Human Resources Department to Sun-Hee Kim, Vice President of Operations about recruiting qualified electronics technicians. With the expansion of the company, it is necessary for the company to refocus its recruiting program to keep staffed with qualified electronic technicians. Over the past three years, the company has heavily relied on in-house internship program, local technical school graduates, and the recruitment of skilled veterans from all branches of the military. Now situation has changed. Each year, fewer technical school graduates are being produced and in-house internship program is far from enough. With the military offering attractive re-enlistment bonuses for skilled technicians in uniform, this source of qualified applicants disappeared. A more aggressive advertising attempt is needed to reach this group. In this case, Harry Matthews feels it highly necessary to have a discussion with the vice president face to face concerning a more dynamic recruiting program for skilled technicians.2. Memo writing: 参考备忘录：MEMOTo:Peter Clough, Production ManagerFrom:(your name), Sales ManagerSubject:Urgent Order for J Laval LtdDate:16 March, 2006Mr. J Laval has telephoned in an urgent order for the following:ProductQuantityDelivery Date Comments 87A1,000 23 March OK in stock. 88A2,000 30 March 1,000 in stock, rest by 6 April 89A 500 17 March No stock! Earliest delivery 15 AprilI know this is inconvenient but can you give production priority to supply 1,00088A and 5008
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