Ⅰ. Translate the following
A. From English into Chinese: (5%)
1. distributor __________
2. D.A.F. __________
3. consignment note __________
4. Force majeure __________
5. Symbolic delivery ______________
6. Tare __________
7. allowance __________
8. WTO ________________
9. shipping order __________
10. breach of contract __________
B. From Chinese into English: (5%)
1. 保險(xiǎn)經(jīng)紀(jì)人 ____________________
2. 代理 ________________
3. 易貨貿(mào)易 ________________
4. 租賃 ________________
5. 最惠國(guó)待遇 ______________________________
Ⅱ. Choose the correct answer: (20%)
1. The purpose of this ad campaign is to _ the prospective customers' interest in this latest model of ours.
a. appeal b. encourage c. arouse d. attract

2. The terms agreed _ _ Mr.Goodman at the Guangzhou Fair embodied much concession on our part.
a. to, by b. from, with c. in, from d. upon, with

3. Not until this morning _ your delayed letter of credit.
a. we received b. did we receive c. we have received d. had we received

4. Lloyd's, an association of London underwriters, developed from a small seventeenth-century London coffee house, _ underwriters at that time met to do business.
a. where b. in that c. which d. that

5. In our previous letter, the importance of shipment _ end of November is stressed.
a. at b. by the c. by d.near

6. When the goods are ready, the shipping agent will _ and _ them to the docks.
a. deliver, collect b. collect, send c. deliver, send d. collect, deliver

7. We regret that it is necessary to complain______the non-delivery of the 10,000 tons of sugar under Contract BC-023.
a. concerning b.about c. regarding d.with

8. We are pleased to know that you have planned to come to the Autumn Guangzhou Fair. We wish to discuss with you some other important things if you could come ______ your earliest convenience.
a. by b. on c. in d. at

9. Unfortunately, quite a number of the users are dissatisfied _____ your Straw Baskets supplied to Order No. T90.
a. to b. with c. on d. above

10. They have decided to allow us an 18% discount to avoid ______ another old customer of theirs.
a. loss b. lose c. losing d. to lose
11. We would like to express our satisfaction ______receiving the first order and ______ prompt shipment of the goods.
a. to, confirm b. with, confirming c. at, confirm d. in, confirming

12. We would make you a special quotation with a view to ______business relations with you.
a. established b. establishing c. establishment d. have established

13. Will you please remit the extra charges to the Citybank New York ______ our credit?
a. by b. for c. across d. over

14. Your products ______ so well here but for a lot of advertisements we have done on television and in newspapers.
a. would not have been sold b. won't sell
c. would not sell d. have not been sold

15. We have received orders ______ US$1,000,000 since the new product was introduced to the market.
a. amount for b. amount to c. account for d. amounting to

16. The delayed shipment of the goods on your part ______ our heavy losses.
a. resulted to b. arose from c. brought d. resulted in

17. We would appreciate it very much if you could make arrangements before September 15 to charter a ship ______ the terms mentioned in your yesterday's telex.
a. according b. as c. on d. at

18. That trading company in Tokyo did consider ______ the transaction with you.
a. concluding b. to conclude c. conclude d. conclusion

19. Forwarding agent services are valuable in foreign trade because of the complicated ______ that have to be made.
a. arrangements b. formalities c. procedures d. process

20. This container can be easily opened ______ both ends.
a. on b. at c. in d. by

Ⅲ. Draft English telexes according to the following messages:(10%)
1. 你6日電傳收悉，答覆如下：
1)樣品11月10日已發(fā)，預(yù)計(jì)16日到
2)香港辦事處已于13日開張
3)提單日內(nèi)航郵巴黎。若需要，擬派代表往巴黎。順致敬意。（電傳縮寫字不少于5個(gè)）
2. 我方客戶已將第123號(hào)信用證展期至10月20日，請(qǐng)趕?quot;浦江輪"，裝運(yùn)后，盼即電裝船通知。（電傳縮寫字不少于5個(gè)）
Ⅳ. Put the following into an English business letter in a proper form: (20%)
敬啟者：
你公司4月5日詢價(jià)函收悉，很高興你公司對(duì)我公司的茶葉感興趣�，F(xiàn)隨函寄上茶葉最新目錄及價(jià)目表各一份。請(qǐng)注意，價(jià)目表上所列第1-10項(xiàng)均可供現(xiàn)貨。
我公司經(jīng)銷的各種品種、牌號(hào)的茶葉均為中國(guó)名茶，品質(zhì)上等，遠(yuǎn)銷歐、美、亞、非眾多國(guó)家和地區(qū)。
已另郵航寄可供現(xiàn)貨的三種名茶樣品，這三種茶葉在你地一直頗受歡迎。有關(guān)詳細(xì)介紹，請(qǐng)參閱目錄。
你方若需了解上述目錄及價(jià)目表中未涉及的情況，請(qǐng)告。 期待接到你公司的定單。
此致
A B C Trading Company
Shanghai Tea I/E Corp.
經(jīng)理 王大成 謹(jǐn)上
1994年4月16日

附注：
A B C Trading Company Shanghai Tea I/E Corp.
地址： 89 High Street 地址：45 Donghua Road
London E.C.I. Shanghai 200450
England PRC

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

合同號(hào)碼：93-366Y
賣方：南方陶瓷(ceramics)進(jìn)出口公司（中國(guó)廣州）
買方：日本遠(yuǎn)東南社(Far East Trading Co.)
商品名稱：中國(guó)餐具
規(guī)格：貨號(hào) 3376
數(shù)量：500套
單價(jià)：成本加保險(xiǎn)費(fèi)加運(yùn)費(fèi)東京價(jià)每套45美元
總金額：22,500美元
包裝：適合海運(yùn)加固型紙板箱包裝
保險(xiǎn)：由賣方根據(jù)中國(guó)保險(xiǎn)條款（1981年1月1日）按發(fā)票金額110%投保一切險(xiǎn)
和破碎險(xiǎn)
裝運(yùn)港：中國(guó)廣州
目的港：東京
嘜頭：由賣方選定
交貨期：1993年10月
支付條款：不可撤消的即期信用證
簽約地點(diǎn)與日期：1993年4月3日于廣州
SALES CONTRACT
NO.
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:
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%)
THE STANDARD CHARTERED BANK
NEW YORK, USA
0/1375
DATE: 18 October, 1992
DOCUMENTARY LETTER OF CREDIT
IRREVOCABLE
To: Guangzhou Garments
Imp. & Exp. Corp.
Guangzhou, China
Advising Bank: Bank of China, Guangdong Branch, Guangzhou China
Dear Sirs,
You are authorised to draw on Messrs.J.Handerson & Co. for a sum not exceeding US$ 51,500 (SAY US DOLLARS FIFTY-ONE THOUSAND FIVE HUNDRED ONLY) available by draft drawn in duplicate on them at 60 days after sight, accompanied by the following documents:
1. Full set of Clean on Board Bills of Lading made out to order and blank endorsed, marked "FREIGHT PREPAID" covering 1,000 dozen silk blouses.
2. Signed Commercial Invoice in triplicate, indicating S/C No.92/1234 dated 3 August, 1992.
3. One original insurance Policy/Certificate.
Shipment from China port to New York City, USA.
Shipment is to be effected before November 30,1992,with partial shipments and transhipment prohibited.
This credit expires on December 10,1992 in China.
1992年8月3日簽訂的第92/1234號(hào)合同主要條款：

Ⅶ. Translate the following
1. From English into Chinese:(5%)
The Buyers shall have the right to reinspect the quality and quantity (weight) of the cargo. The reinspection fee shall be borne by the Buyers. Should the quality and/or quantity (weight) be found not in conformity with that of the contract, the Buyers are entitled to lodge with the Sellers a claim which should be supported by survey report issued by a recognized surveyor approved by the Sellers. The claim, if any, shall be lodged within 30 days after arrival of the cargo at the port of destination.

2. From Chinese into English:(10%)
A. 近年來，出現(xiàn)了一種新型的運(yùn)輸方式，它就是陸、海、空等多式聯(lián)運(yùn)。大多?貨物運(yùn)輸均涉及三方：負(fù)責(zé)發(fā)貨的托運(yùn)人，負(fù)責(zé)運(yùn)輸貨物的承運(yùn)人，以及在貨運(yùn)目的地收貨的收貨人。
B. 中華人民共和國(guó)根據(jù)平等互利的原則，促進(jìn)和發(fā)展同其他國(guó)家和地區(qū)的貿(mào)易關(guān)系。中華人民共和國(guó)在對(duì)外貿(mào)易方面根據(jù)所締結(jié)或者參加的國(guó)際條約、協(xié)定，給予其他締約方、參加方或者根據(jù)互惠、對(duì)等原則給予對(duì)方最惠國(guó)待遇、國(guó)民待遇。
外銷員外貿(mào)英語試卷參考答案
Ⅰ. Translate the following
A. From English into Chinese:(5%)
1. <分銷商>；
2. <邊境交貨>；
3. <寄售單>；
4. <不可抗力>；
5. <象征性交貨>；
6. <皮重>；
7. <折讓>、<允差>；
8. <世界貿(mào)易組織>；
9. <裝貨單>；
10. <違約>。
B. From Chinese into English:(5%)
1.
2.
3.
4.
5.
Ⅱ. Choose the correct answer:(20%)
1. c 2. a 3. b 4. a 5. b 6. d 7. b 8. d 9. b 10. c 11. c 12. b 13. b 14.
a 15. d 16. d 17. c 18. a 19. a 20. b
Ⅲ. Draft English telexes according to the following messages:(10%)
1. YTLX6TH RPLY AS FLLWS
1) SMPL SENT 10TH NOV N EXPECTED TO ARRVE 16TH
2)HK OFFICE OPEND 13TH
3)WL AIRMAIL BL TO PARIS SOON
IF NCSSRY WL SEND REPRESENTATIVE TO PARIS RGDS
2. OUR CUSTOMER HAS EXTENDED LC123 TO 20TH OCT PLS RUSH SHIPT
SSPUJIANG N TLX SHIPG ADVICE IMM AFTER SHIPT
Ⅳ. Put the following into an English business letter in a proper form:(20%)
Shanghai Tea I/E Corp.
45 Donghua Road
Shanghai 200450
PRC
16th April, 1994
ABC Trading Company
89 High Street
London E.C.I.
England
Dear Sirs,
We have received your enquiry of April 5 with thanks, and are glad that you are interested in our tea. Enclosed is a copy of our latest catalogue and price-list for tea. Please note that items No.1-10 listed in the price-list can be supplied from stock.The various kinds of tea with different brands which we handle are all famous Chinese tea, superior in quality, and have been sold to many countries and regions in Europe, America, Asia and Africa. And we have already, under separate cover, airmailed to you samples of the three kinds of famous Chinese tea now available from stock, which are all the time popular at your end. For details, please refer to our catalogue.Should you need further information not yet covered by the above-mentioned catalogue and price-list, please don’t hesitate to let us know. We are looking forward to your order.
Yours sincerely,
Shanghai Tea I/E Corp.
Wang Dacheng
Manager
Ⅴ. Fill in the contract form in English with the particulars given below:(10%)

No.93-366Y
Sellers:South Ceramics Imp/Exp Corp.Guangzhou, China
Buyers:Far East Trading Co., Japan
Commodity: Chinese Dinner Sets
Specifications: Art.No. 3376
Quantity: 500 sets
Unit Price: at US$ 45 per set CIF Tokyo
Total Value: US$22,500.00 (Say US Dollars Twenty-Two Thousand Five Hundred Only)
Packing: in seaworthy reinforced cardboard boxes
Insurance:to be effected by the sellers for 110% of the invoice value against
All Risks and
Breakage as per China Insurance Clauses of Jan. 1,1981
Time of Shipment: in Oct. 1993
Port of Shipment: Guangzhou, China
Port of Destination: Tokyo, Japan
Shipping Marks:at seller's option
Terms of Payment: by irrevocable sight L/C
Done and signed in Guangzhou on this third day of April, 1993.

Ⅵ. 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 for your L/C NO. 10/1375, but we regret to say that we have found a number of discrepancies in it.
Please amend the L/C as follows:
1) "Messre J. Handerson & Co." should read "Chartered Bank, New York, USA".
2)"US$ 51,500(SAY US DOLLARS FIFTY-ONE THOUSAND FIVE HUNDRED ONLY)"
should read"US$ 52,500 (SAY US DOLLARSR FIFTY-TWO THOUSAND FIVE HUNDRED
ONLY)".
3)"at 60 days after sight" should read "at sight".
4)"with partial shipments and transhipment prohibited" should read "with partial shipments
prohibited and transhipment allowed."
5)"December 10, 1992 in China" should read "December 15, 1992 in China".
6) Add "Unit Price at US$ 52.50 CIFC3% New York".
Your early telex amendment to the L/C will be highly appreciated.
Yours sincerely,
Guangzhou Garments Imp. & Exp. Corp.

Ⅶ. Translate the following

1. From English into Chinese:(5%)
買方對(duì)貨物的品質(zhì)、數(shù)量(重量）應(yīng)有復(fù)驗(yàn)權(quán)。復(fù)驗(yàn)費(fèi)應(yīng)由買方承擔(dān)。如經(jīng)復(fù)驗(yàn)發(fā)現(xiàn)貨物的品質(zhì)和/或數(shù)量 (重量)與合同的規(guī)定不符，買方有權(quán)憑經(jīng)賣方認(rèn)可的檢驗(yàn)員出具的檢驗(yàn)報(bào)告向賣方提出索賠。索賠應(yīng)在貨物抵達(dá)目的港后30天內(nèi)提出。

2. From Chinese into English:(10%)
A. In recent years, there has appeared a new mode of transport, that is, the land-sea,
land-air or sea-air multimodal combined transport.
The transport of goods mostly involves three parties, namely, the shipper in charge of the
despatch of goods, the carrier in charge of the transport of goods and the consignee in charge
of the receipt of goods at the place of destination.
B. The People's Republic of China, in accordance with the principle of equality and mutual
benefit, promotes and develops trade relations with other countries and regions. In the field of foreign trade, the People's Republic of China will, in accordance with the international treaties and agreements which it has contracted or participated in, offer the most-favoured-nation treatment and national treatment to other contracting parties and participants, or in accordance with the principle of mutual benefit and equal-footing, to its counterparts