1. 
具体询盘 （1分）

2. 
资信证明人 （1分）

3. 
可供现货的 （1分）

4. 
百分之二的佣金 （1分）

5. 
商品目录 （1分）

6. 
出口单证 （1分）

7. 
目的港 （1分）

8. 
供我方参考 （1分）

9. 
战争险 （1分）

10. 
包装要求 （1分）

11. 
原产地证书 （1分）

12. 
兹通知，你方103号订单项下的500台个人电脑已由白云号轮装运。（3分）

13. 
我方通常的付款方式是用保兑的、不可撤销的即期信用证付款。（3分）

14. 
由于品质超群，工艺精湛，我公司经营的印花T恤衫在国际市场上深受欢迎。（3分）

1. 
trade journal （1分）

2. 
light industrial products （1分）

3. 
means of packing （1分）

4. 
terms of delivery （1分）

5. 
acceptance （1分）

6. 
long-standing business relations （1分）

7. 
short shipment （1分）

8. 
to lodge a claim （1分）

9. 
clean collection （1分）

10. 
valid for negotiation in China （1分）

11. 
partial shipments （1分）

12. 
As to transactions concluded on a CIF basis, we usually cover All Risks at invoice value plus 10%. （3分）

13. 
We are making you the following firm offer, subject to your reply reaching us here within 8 days： （3分）

14. 
As our customers are in urgent need of the contracted goods, we hope you will effect shipment within the limited time. （3分）

1. 
We are interested in buying your File Cabinets model 101 if they can be modified ________ indicated below. 

2. 
We are writing to introduce ________ leading importers of electric appliances in Brazil. 

3. 
We should be most obliged if you would send us details of the lines you ________for export. 

4. 
________ terms of payment, we usually accept irrevocable L/C at sight. 

5. 
Our latest market survey shows that such items are no longer________ . 

6. 
We are sorry that we cannot help you further, but the company cannot accept liability for goods unless they are shipped ________. 

7. 
According to the contract, insurance is to be ________ for 120% of the invoice value. 

8. 
Should the shipment be ________ to damage, you would be ________ . 

9. 
The goods are packed in cartons lined with ________ material. 

10. 
Please let us know whether you can ________ dispatch of the goods within a month of receipt of our order. 

1. 
the lowest, we, the prices, to quote, we are able, have submitted, are

2. 
regular orders, if, the quality of your goods, we shall place, to our satisfaction, with you, turns out

3. 
upon receipt of your L/C, arrange for shipment, please rest assured, by the first available steamer, that, we shall

4. 
in the policy, as stipulated, to file a claim, we, with the underwriter, should have the right

5. 
and expect, we hope, the above terms of payment, will be, to receive your trial order, acceptable to you, in due course

Dear Mr. Liu,
    We have been _____1_____ with you for the past three years, and during that time, our accounts were _____2_____ by letter of credit. _____3______, when we began our trading association with you, you mentioned that once a trading association was _____4_____, our payments would be made by 60-day bill of _____5______, documents against payment. We feel that sufficient time _____6_____ passed to allow this arrangement to be effected.
    Please let us know before we ____7______ our next order _____8_____ these new payment terms are acceptable.
    We enclose details of two referees, _____9_____ may be approached should you require trade references, and look forward to ____10______ from you.

Yours sincerely,

David Arnold
Chief Buyer

Encs.

                                                Passage I
    The rise of the Japanese Company SONY is one of the world’s great success stories. Most Americans have seen, heard or used excellent SONY products: radios, tape recorders, television sets and digital cameras. Many American companies in this field go back fifty or seventy-five years, but SONY is almost a newcomer.
    In 1946 Akio Morita and Masaru Ibuka got $500 together and founded an electronic equipment manufacturing company. They named it the Tokyo Telecommunications Company but later simplified the name to SONY. The company soon made its mark. SONY was first in Japan with all kinds of electrical equipment using transistors. The company began to expand overseas.
    From a hundred of workers in 1946, SONY now employs more than twenty thousand. The employees are selected through a national competitive examination. Once they are hired, they are given freedom to experiment. They are even offered lessons in American ways and manners. Morita and Ibuka occasionally put on blue cotton work clothes and mingle with their employees.

                                                   Passage II
    Self-service is becoming more and more popular nowadays in shops, stores and supermarkets all round the world. The general purpose for this kind of service is to provide goods attractively and in perfect condition, so that the customers can be served, and then pay for the goods with the least delay.
    The organizers of self-service stores have their difficulties. They must display a great number of goods in limited space without covering up anything. They must deal with foods requiring different ranges of temperature, and they must arrange flows of customers quickly and without error.
    For the purpose of display, many devices are used such as long adjustable shelves, rotating round shelves, display stands and so on. Fruit, vegetables and meat are kept in refrigerated self-service cabinets.
    The problem of quick payment has been solved by the use of modern Cash Machines. Some of the advantages of self-service seem to be that there is no waiting to be served. There is a wide variety of choice. Shopping is said to be more streamlined and more economical.

1. 
We are pleased to receive your letter of July 3 enclosed a copy of your summer catalogue.

2. 
If your prices are suitable, we will make a trial order with you.

3. 
We are major importers of textiles in Amman, and would like you to send us your exports’ details.

4. 
It is regretful that you have declined our firm offer of August 1.

5. 
Thank you for your e-mail of September 5, and we have noticed your request that we must reduce the price by 10%.

6. 
As we do not think it fair to have you bear the loss alone, we suggest that the loss be divided among our two sides, to which we hope you will agree.

7. 
As a practice, we pack our export goods with strong wooden cases.

8. 
The price increase has been caused by high freight charges and production costs.

9. 
Your goods have been loaded onto the M.V. Dove, which is due to arriving at Osaka next Monday.

10. 
We would refer you to the attached copy of our application for an amendment of L/C.