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) 货交承运人（……指定地点）____________
2) 港口附加费 ____________
3) 免赔额（率）____________
4) 双边贸易____________
5) 包销____________
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. 请寄缝纫机形式发票，数量300台，成本加保险费加运费到旧金山价，5月份装运，请即航寄二份，以便确认。（电传缩写字不少于4个）
2. 尽管难以减至你方出价，现仍在与厂方磋商，明日去电最终还价。请电告可否于5月6日每月运300吨。（电传缩写字不少于4个）
Ⅳ. Put the following into an English business letter in a proper form:(20%)
敬启者：
你公司十一月五日的报价单和尼龙女成衣样品都已收到，谢谢。我公司对品质和价格均感满意，并乐意按你方报价单所提条件订购下列货物：
每打80美元的小号尼龙女成衣5打。
每打120美元的中号尼龙女成衣7打。
每打160美元的大号尼龙女成衣4打。
以上价格均为成本加保险费加 运费到伦敦价。只是在十二月十五日前将货运到的条件下，我公司才订购上述尼龙女成衣。逾期不到货，我公司保留取消定单拒收货物的权利。
我公司通常的付款条件是60天付款交单。请告你公司是否同意这一条件。
此致
OMNICORP INTERNATIONAL
THE EASTERN SEABOARD CORPORATION
经理 JAMES PARINTON 谨上
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%)
敬启者：
很高兴从您7月21日来信得悉您已接受我7月8日的报盘。作为答复，我们确认向贵公司出售3000打型号PMC 9-71323 天坛牌男衬衫，颜色兰、黄、白平均搭配，每打尺码搭配为S/3, M/6, L/3，价格每打47.50英镑CIF汉堡，半打装一纸盒，十打装一大纸箱，由卖方按发票金额110%投保一切险和战争险，1992年9月由中国港口运往汉堡，允许转船和分批装运，唛戏由我方选定，以不可撤销的即期信用证付款，信用证必须在装运前30天到达我方。按照惯例，信用证议付有效期为最后装运期后第15天在中国到期。
兹随函将我方1992年8月3日在北京所签第92/546号售货合同一式两份寄去，请会签并退回我方一份。
此致
汉堡服装公司
中国服装出口公司经理 谨上
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.
合同条款
卖方： 中国粮油食品公司(China National Cereals, Oils & Foodstuffs Corporation)
买方： 温哥华香港食品公司(Hongkong Food Company, Vancouver)
商品名称: 长城牌草莓酱 (Great Wall Brand Strawberry Jam)
规格： 340克听装
数量： 50,000听
单价： CFR 温哥华每听2.50加元，含佣3%
总值： 125,000加元
装运期： 1992年11月自中国港口运往温哥华，允许转船和分批装运
付款条件： 凭不可撤销的即期信用证付款。信用证议付有效期应为最后装运期后第15天在中国到期
合同号码：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%)
积极开拓国际市场，促进对外贸易多元化，发展外向型经济。扩大出口贸易，改善出口商品结构，提高出口商品的质量和档次，同时适当增加进口，更多地利用国外资源和引进技术。深化外贸体制改革，尽快建立适应社会主义市场经济体制的、符合国际贸易规范的新型外贸体制。赋予更多有条件的企业、科技单位以外贸经营权。积极扩大我国企业的对外投资和跨国经营。
(试题完）
外销员外贸英语试卷参考答案
Ⅰ. Translate the following: (10%)
2. From Chinese to English:(5%)
1) FCA 或 free carrier (......named point)
2)
3)
4)
5)
Ⅱ. Choose the correct answer:(20%)
1. (c) 2. (a) 3. (c) 4. (c) 5. (c) 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. (c) 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%)
合资企业各方须将有关的协议、合同及章程上报国家对外经贸主管部门，该审批部门应在三个月内决定批准与否。合资企业经批准后，须立即向工商行政管理主管部门注册登记，在领取营业执照后开始营业。
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.
