kl800.com省心范文網

國際商務英語 廖瑛 課后答案

Chapter1 international business 商品交換或交易 exchange or trade for goods 世界經濟舞臺 the world economic scene 國 外 直 接 投 資 foreign direct invest 多 國 企 業 multinational enterprises 商業和投資銀行 commercial investment bank 有價證券投資 portfolio investment 金融風險 financial risk 交付差額 balance of payment 法律文件 legal document 有效經營 effective operation Chapter2 business organizations 獨資商 sole proprietorship 普通合伙商 general partnership 法人 fictional person 合股公司 joint stock company 董事會 board of directors 國有公司 public corporation 資本攤繳 capital contribution by partners 多數股權 controlling interest 優 先 股 股 東 preferred stockholders 公 司 章 程 articles of corporation Chapter3 ways of business 最終消費者(用戶)ultimate consumer 增值價值 value added 批發 商 wholesaler 產品花色品種 product assortment 地方效用 place utility 郵售 mail order sailing 專業商店 specialty store 現金流量 cash flow 存貨控制 inventory control 市場分區 (分片) market segmentation Chapter4 a guide to economics 總體運行:overall operation 宏 觀經濟學:macroeconomics 微觀經濟學:microeconomics 通貨膨脹:inflation 擴展性的貨 幣政策:an expansionary monetary policy 緊縮性的貨幣政策:a restrictive monetary policy 貨 幣流通:currency circulation or circulation of money 貨幣投放量:the size of money supply 經 濟蕭條:economic depression 均衡數量:equilibrium quantity Chapter5 the market economy 市 場經濟: market economy 計劃經濟: the planned economy 股市: stock market 經濟力: economy forces 供給力:supply forces 需求力:demand forces 經濟體系:economic system 市場價格: market price 供求均衡:the equilibrium of supply and demand 購買力:buying power 供給量: quality supply 價格體系: price system Chapter6 what is marketing 營銷觀念 服裝零售商 購買 動機 最終用戶 非贏利性機構 采購制度 產品規格 招標 低價產品 可自由支配的收入 多 人掙錢型家庭 價格和質量比較 投幣式自動售貨機 營銷調研 Chapter7 the marketing mix & product promotion 營銷戰略 促銷 產品策劃 品牌名稱 市場總銷售 產品生命周期 分銷渠 道 中間商 批發商 促銷技巧 成功地進入國際市場 熟悉外國文化的人們 與顧客溝通的主 要方式 促銷策略 對他們廣告競賽的成功很關鍵 特定的出口市場 其他廣告和促銷的形式 有價值的建議 要設計得能吸引顧客的注意力 海外銷售代理 廣告對消費品的銷售作用很大 我們應該十分重視產品的包裝 不同國家具有不同的購買習慣 一般說來, 美國公司的廣告費 用要占銷售額的 5%以上 電視是一種很有效的廣告媒介 Chapter8 international payment & settlement Although China has enacted the bill of exchange law,it would still be useful to know something about Article 3 of the Uniform Commercial Code (UCC) —Commercial paper of the United States since most of our international payment instruments are denominated in the U.S Dollar . Article 3 of the UCC defines the terms of commercial paper and set forth the rights and liabilities of all the parties who deal with drafts,checks,notes and certificates of deposit . If an instruments does not meet all the requirements listed at the beginning of this unit, is it not a negotiable one under the terms of the UCC,though the parties involved may still be willing to use and accept it. However,the “Non-negotiable instrument” is treated still as a negotiable instrument so far as its form permits. Since it lacks of negotiability, there can be no holder in due course of such an instrument. Any provision of any selection of the UCC—Commercial Paper peculiar to a holder in due course cannot apply to it. With this exception,such instruments are covered by all sections of the Article 3 of UCC. 翻譯: 雖然中國已經頒布了票據法, 但了解一下統一商法 法典——美國商業票據的第三款仍 是有用的。因為我們大部分的國際支付工具是以美元為 面值的。UCC 第三款定義了商業票 據的條件并宣布了所有涉及匯票、支票、本票與存款 單的當事人的權利與義務。 如果一張票據并不滿足這一節前面所列示的所有要求,那么根 據 UCC 的條件,它并不是一 張可流動的票據,縱然涉及的所有當事人可能仍愿意使用與

接受它。然而,只要形式允許, “非流動性票據”仍可視為可流動性票據。既然缺乏流動性, 它就不存在正當持票人。UCC 關于正當持票人的任何章節的任何條款——商業票據,并不 能適用于它。除此之外,這種票 據適用 UCC 第三款的任何章節。 It is imperative for the beneficiary to examine the terms of the letter of credit immediately upon receipt of it and make out the required documents in strict compliance with the terms of the credit. Inconsistency should be corrected in time whenever possible. If the beneficiary is unable to do so,some banks may be prepared to pay under reserve the amount involved on condition that the credit terms do not exclude such procedure, the that irregularities are minor ones, the beneficiary guarantees repayment on first demand, that and that the documents will be taken up by the buyer. If the documents are not accepted because of such discrepancies, issuing bank is obliged either to hold the documents at the the disposal of the remitting bank or return them to the remitting bank upon immediate notification and citing therein of the reasons for refusal. Under such circumstances,the bank accepting documents with payment under reserve may suffer losses and ultimately the beneficiary too. In many cases,it is therefore better to send documents with discrepancies to the issuing bank for collection or to request by telex, with notification of the discrepancies, issuing the bank?s authority to negotiate or make payment. 翻譯:對受益人來說,一接到信用證就馬上審 查信用證的條款,并開出與信用證條款嚴格一 致的單據是十分必要的。無論何時,只要可 能,就應該及時糾正不一致的地方。如果受益人 不能做到這一點, 一些銀行可能會在信用 證并未不包括像不規范點是極小之處、 受益人保證 在第一次要求時償還款項, 買方將贖 回單據等這樣的程序下有保留地支付所涉及的款項。 如 果信用證因為這樣的不符合而被接 受, 開證行將被迫持有單據由單行處置或接到通知就退還 給送單行并說明拒絕理由。 在這 種情況下,接受單證、有保留地支付款項的銀行可能遭受損 失, 最終, 受益人也會遭受 損失。 所以, 在許多情況下, 最好把有不符點的單據交給開證行, 要求托收,或通過電 傳通知不符點,要求開證行授權議付或付款。 1) 按照國際商會的托收統一規劃 (第 322 號刊物) 寄單銀行和代收銀行的義務歸納如下: , (1) 正確的遵循(to follow)賣方 或他的銀行所給予的指示。 (2) 單據在銀行手中時,在任何時候要控制和確保托收項下 單據的安全。 (3) 要迅速將執行代收指示的情況通知賣方或寄單行。 (4) 銀行對他們 代理人的行為不負責任,對不能直接歸咎于(attributable to )銀行 的疏忽(negligence)或 它們自己雇員的疏忽而產生的任何后果也不負責任,尤 其是(in particular)銀行對任何單 據的有效性或正確性。 翻譯:According to Uniform Rules for collections(URC) ,ICC publication No.322,the obligations of remitting bank and collecting bank can be concluded in following: (1)To follow the orders given by the seller and its bank correctly. (1)If the documents are received by the bank,the bank must control and ensure the security of the documents under collection at any time. (3)Notify the seller or remitting bank promptly the condition of implementing collection instruction. (4) The bank cannot be made liable for the acts of the agent,nor does it assume any liability for the negligence that cannot be attributable to the bank directly or the consequences arising from their own employee?s negligence,in particular the effectiveness and correctness of any document. 2) 只要(so long as)開證行有償付能力 (solvent) ,即使買方可能成為無償付能力,受益 人仍被確保匯票的付款。 只要開證行 有償付能力, 通知、 議付或保兌等銀行的倒閉 (failure) 是相對地不重要的 (immaterial) 。 通知銀行只是一個通訊的渠道,它不承擔責任。不管 它倒閉與否,受益人仍可期待開證行 的付款(look for something to somebody) 。雖然 保兌銀行的確對受益人承擔一項直接的獨 立的任務,但如保兌銀行倒閉,受益人仍可期 待開證行的付款。因而(consequently) , 只要開證行有償付能力,保兌銀行的倒閉不 是致死的。最后,一家議付銀行的倒閉對受益

人來說不是一件容易的事,因為議付銀行 的職能僅是對受益人在信用證項下開出的匯票提 供一個合適的貼現場所。如果議付銀行 倒閉,它的破產管理人有責任對開證行強制執行對 自己議付的匯票進行付款(enforce payment) 。如果開證銀行倒閉,則在倒閉的議付銀行 方面會有損失的可能。 總結起來,開證銀行的償付能力(solvency)是信用證業務的基礎。 翻譯: long as the issuing bank is solvent, buyer may be insolvent, beneficiary can still So the the be ensured to be paid. So long as the issuing bank is solvent,the failure of notification bank negotiation bank or confirming bank is immaterial relatively. No matter it is in failure or not,the beneficiary can still look for the payment to the issuing bank. Although the confirming bank actually bears a direct and independent liability to the beneficiary, it is in failure, beneficiary if the can still look for the payment to the issuing bank. Consequently,so long as the issuing bank is solvent,the failure of confirming bank is not deadly. Finally,the failure of a negotiation bank is not an important event to the beneficiary,because the function of the negotiation bank is only to provide a proper discounting market for the draft drawn by the beneficiary under the credit. If the negotiation bank has been bankruptcy,its bankruptcy manager bears the liability to enforce payment to the negotiated draft. If the issuing bank has gone bankrupt,the negotiation bank may suffer loss. In a conclusion,the solvency of the issuing bank is the foundation of the credit operation. Chapter10 language patterns and writing ways of international business contracts The given particulars: 合同號碼:2001-128 賣方:湖南土畜產進出口公司 賣方:鹿特丹食品進 出口公司 商品名稱:湘蓮 規格:2001 年產大路貨 數量:80 公噸 單價:CIF 鹿特丹每 公噸人民幣 25000 總金額:人民幣 2000000 元 包裝:雙層麻袋裝 保險:由賣方按發票金 額的 110%投保一切險和戰爭險 交貨日期: 2001 年 11 月 裝運港: 中國湖南岳陽 目的港: 鹿特丹港 嘜頭:由賣方選定 交貨日期:2001 年 11 月 交付條款:不可撤銷的即期信用證 簽 約 地 點 和 日 期 : 2001 年 9 月 18 日 于 湖 南 長 沙 SALES CONTRACT Contract No.2001-128 Sellers: Hunan Native Product and Animal By Product Imp & Exp corporation Buyers: Foodstuffs Imp & Exp Corp Rotterdam This contract is made by and between the Buyers and the Sellers,whereby the Buyers agree to buy and Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Hunan Lotus Specification: FAQ 2001 Quantity: 80 M/T Unit price: RMB ¥2500 per M/T CIF Rotterdam Total value: RMB ¥2000000 Packing: In double gunny bag Insurance: to be covered by the sellers for 110% of the invoice value against all Risk and War Risks. Time of Shipment: to be effected November 2001 Port of Shipment: YueYang Hunan of China Port of Destination: Rotterdam Shipping Mark: At sellers? option Terms of Payment: by irrevocable L/C at sight Done and signed in Changsha on this 18th day of September, 2001 The given particulars: 2001 年 5 月 5 日在中國湖南岳陽簽訂的第 CS102 號合同主要條款: 賣方:中國湖南化工進出口總公 司 賣方:Smith & sons CO. ,Ltd 商品名稱、規格及包裝:鋅鋇白(lithophone) 硫化鋅含 量最低 28% (ZnS content 28% min.) 內襯紙袋的玻璃纖維 (glass-fibre) 袋裝 paper-line glass -fibre bag 數量: 公噸 80 (賣方可多裝或少裝百分之五, 價格仍按單價計算) 80M/T(5% more or less allowed at the unit price) 單價:CIF 紐約每公噸 2500 美元含傭金 3.5% USD $2500 per m/t CIF New York(3.5% commission included) 總值:200000 美元 嘜頭: 保險:由賣方 按中國人民保險公司海洋貨物運輸保險條款按發票總值 110%投保一切險和戰 爭險。如賣 方欲增加其他險別或超過上述保額時,須于裝船前征得賣方同意,所增加的保險 費由買方 負擔。 To be covered by the sellers for 110% of the invoice value against ALL RISK and War Risks as per the relevant Ocean Marine Cargo clauses of PICC. If other coverage or an addition insurance is required, the Buyer must have the consent of the Sellers before the shipment, and the

additional premiums is covered by the buyers. 裝卸港:2001 年 9 月份岳陽港裝船運至紐約, 允許分批和轉船 付款條件: 買方應由賣方可接受的銀行于裝船月份前 30 天開立并送達賣 方不可撤銷信用證, 至裝運月份后第 15 天在中國議付有效。 The buyers shall open with a bank acceptable to the sellers 30 days before the month of shipment, valid for negotiation in China until the 15th day after the month of shipment. Chapter12 international trade terms EXW EX Works——工廠交貨 FCA FAS FOB CFR CIF CPT CIP DAF DES DEQ DDU DDP Free Carrier——貨交承運人 Free Alongside Ship——船邊交貨 Free On Board——裝運港船上交 貨 Cost and Freight——成本加運費 Cost,Insurance and Freight——成本加運費加保險費 Carriage Paid To——運費付至 Carriage and Insurance——運費保險費付至 Delivered At Frontier——邊境交貨 Delivered Ex Ship——船上交貨 Delivered Ex Quay——碼頭交貨 Delivered Duty Unpaid——未完 稅交貨 Delivered Duty Paid——完稅 后交貨 Chapter15 establish business relations (1) We write to introduce ourselves as one of the leading exporters of a wide range of electronic products from the United States. 現具函自我介紹。本公司是美國 各種電子產品的主要出口商。 (2) We thank you for your letter dated March 2 and shall be glad to enter into business relations with us. 感謝貴方 3 月 2 號的來信,我們很樂意同貴公司建 立業務關系。 (3) Your letter expressing the hope of entering into business connection with us has been received with thanks. 來函收悉,得知貴方愿與我方建立業務關系,特表謝意。 (4) Specializing in the export of Japanese kitchen gadgets,we express our desire to trade with you in this line. 我們專營日本廚具, 希望和貴公司開展本行業的業務。(5) As the item falls within the scope of our business activities,we shall be pleased to enter into direct business relations with you. 因該項目屬于我們的業務范圍,我們將樂意與你方建立直接的關系。 (6) Your Chamber of Commercial recommended you as a possible agent for our products in your country. 你方商會推薦你作為我方產品在貴國的可能的代理。 (7)Through the courtesy of Mr. White, are given to understand that you are one of we the leading importers of machine tools in your country and wish to do business with us. 承蒙懷特先生介紹, 我們得知貴公司是當地一家主 要的機床進口商, 且希望與我們建立業務 關系。 (8) We are willing to enter into business relations with you on the basis of equality, mutual benefit and exchanging what one has for what one needs. 我們愿意在平等、互利、互通有無的基礎上同你方建立業務關系。 (9) Should you be interested in supplying,we would be more than pleased to enter into business relations with you. 如果貴方愿意供貨, 我們將非常樂意同你方建立業務關系。 (10)We are convinced that with joint efforts,business between us will be developed to our mutual benefit. 我們相信在 雙方共同努力下我們之間的業務會朝互惠互利的方向發展。 (1) 貴公司信譽卓著,我們 極愿與你們公司建立業務關系。為此,寄上商品目錄和價目 單,供貴公司參考。 翻譯: Your firm enjoys high reputation. We?re desirous of entering into business relations with you. Accordingly,we send you our catalogues and price lists for your reference. (2) 承蒙悉尼商 會介紹,獲悉你們是中國煙花主要進口商,特冒昧來信,以期與貴公司 建立業務關系。 翻 譯: Through the courtesy of the Chamber of Commerce, Sydney, have learned that we you are the leading importers of Chinese fireworks. We write to you now with a view to building up business relations with your firm. (3) 隨函附上的價目單和商品目錄中有你方感興趣的型號 的詳細情況。 翻譯: enclosed price lists and catalogues will give you details of the models in The which you are especially interested. (4) 如貴公司有意與我發建立業務往來,請提出具體要 求,以便寄上樣品、目錄及詳細 說明。 翻譯:If you are interested in establishing business relations with us in this line,please let us know your specific requirements. We?ll be pleased to forward samples,catalogues as well as detailed information. (5) 從中國銀行紐約分行獲悉,

貴公司專營空調器的進出口業務,我公司愿與你公司建 立業務往來。 翻譯:We learn from the Bank of China, New York Branch, your firm specialize in the importation and exportation that of air conditioners,and would like to establish business relations with you. (6) 據了解,貴公 司是中國工藝品有潛力的買主,而該商品正屬于我們的業務范圍。 翻譯:We are given to understand that you are a prospective buyer of Chinese arts and crafts which come within the frame of our business activities. (7) 我們將努力與各國擴大經濟合作和技術交流,靈活地 運用通行而合理的國際慣例。 翻譯:We are striving to expand economic cooperation and exchange of technology with foreign countries and will utilize common and reasonable international practices in a flexible way. (8) 應你方要求,現另函附上我公司最新的目錄及 價目單。 翻譯: requested, are sending you, As we under separate cover, latest catalogues and our pricelist. (9) 特函聯系, 愿為發展雙方貿易提供機會。 翻譯: are writing to offer We you an opportunity to develop trade. (10) 來函收悉,得知貴方愿與我方建立業務聯系,謹 表謝意。 翻譯:Your letter expressing the hope of establishing business connection with us has been received with thanks. (1) A: Good morning. My name is John Smith. I?m from American. Here is my business card. B: have long heard your great name, I?m very pleased to see you, I and Mr. , , Smith.(史密斯先生,久仰大名,見到你很高興。 ) (2) A:What?s your line of business,Mr. Smith? B:I specialize in Chinese arts and craft.(我專營中國工藝品) (3) A: How would you like to proceed with the negotiations? B:Please take a look at the itinerary we arranged for you. If there is anything inappropriate,please let me know.(請看一下我們給你安 排的日程。若有不妥 , 當的地方,請告訴我。 ) (4) A:I was referred to you by Johnson & Brothers, your old customer. They speak highly of your commercial integrity. B: Thank you. We are always doing our best to abide by contracts and honour our word.(謝謝。我方總是盡最大努 力重合同、 守信用。 )(5) A: Could you let me have some information about your company? B:I?m very glad to be of any help. We specialize in exporting chemical fertilizer.(我非常樂意幫 組你。 我公司專營化肥的進出口生意。) (6)A:China?s foreign trade is now growing rapidly. I believe your company must have been quite busy. B:It?s exactly true. Since our government decide to adopt a more flexible policy in foreign trade, import and export business has been more active our , than ever before.(確實是這樣。自從我國政府決定在外貿方面采取更加靈活的 政 策以來, 我們進出口業務比以前任何時候都要活躍。 ) (7) A: We?d like to discuss the possibility of establishing a long-term agreement between our two companies. B:You talk the words out of my mouth. 你說出了我的心里話。 )(8) A: ( Could you give me an introduction of your products? B:Certainly. In order to give you a general idea of the various kinds of our products now available for export,I?d like to give you our latest catalogues , and price list.(當 然可以,為了讓你們對我現在可供出口的產品有個大致的了解, 我想給你們幾份最新的目 錄單和價格表。 ) (9) A: Would you give us a brief account of the practices you have adopted? B:Sure. We have mainly adopted some usual international practices.(當然 可以。我們主要采 用國際上的一些做法。 ) (10) A:Here! Let me propose a toast to the development of our cooperation and to our guests? health. B:Thank you. I propose a toast to the health of every one here and to the success of our future negotiations. 謝謝! ( 我提議為在座各位的健康干杯, 我 為 們即將舉行的談判的成功干杯。 ) Chapter16 inquires and offers (1) Please send us samples and quote us your lowest prices. 請給我方寄送樣品并報最低價。(2) One of our customers is interested in the model 123,and we would like to receive a sample and quotation. 我方有一客戶 對貴方 123 型號產品感興趣, 請給我方寄樣品和報價。(3) One of our clients takes interest in your products and wishes to have your quotations for the items specified below: 我方客戶對貴

方產品感興趣, 請就如下制定產品報價。(4) Please quote your lowest price CIF Shanghai for each of the following items, inclusive of our 3% commission. 請就以下產品報最低上海到岸 價, 且此價包含 3%的傭金。 (5) We have pleasure in enclosing our Inquiry No.345-9 against which you are requested to make us an offer on FOB basis. 隨函附寄我方第 345-9 詢價單,請 貴方包離岸價。 (6) If you can supply goods of the type and quality required,we may place regular orders for large quantities. 如貴方能按所要求的型號和質量供貨。 (7) This offer expires on August 20. Your immediate reply by cable will be appreciate. 此報盤有效期至 8 月 20 號止,惠盼早復。 (8) Please select the items you are interested in and let us have your inquiry or order promptly. 請選擇貴方感興趣的貨物,并盡快詢價或下訂單。 (9) We are making you the following offer, subject to your reply reaching here within five days. 我方給貴方 報價, 此報價以貴方答復 5 日內到達我方有效。(10) If you think this offer is acceptable to you,please fax us immediately for our confirmation. 如貴方接受此盤報價,請立即電告我方 以便我方確認。 (1) 我們可以按國際市場價格給您報價。 翻譯:We may take an offer to you according to international market price. (2) 我們報實盤, 以明天上午 11 點答復為有效。 翻譯:We make a firm offer,subject to your reply reaching here by 11 tomorrow morning. (3) 能給我們報離岸價格嗎? 翻譯:Can you quote on FOB basis? (4) 你們所有價格都是成本 加運費保險費價格。 翻譯:The prices you have quoted are all on CIF basis. (5) 您能盡快 報一個倫敦港成本加運費保險費價格嗎? 翻譯:Can you quote us CIF London as quickly as possible? (6) 如果你方報價具有競爭性,交貨期可接受的話,我們愿意向你方訂貨。 翻 譯: shall be glad to place our order with you if your quote is competitive and delivery We date acceptable. (7) 一俟收到你方具體詢價, 我們將電告報價。 翻譯: soon as we receive you As specific inquiry,we?ll cable you our offer. (8) 如果你方有興趣,請電告我方,說明所需數 量。 翻譯:If you?re interested,please cable us indicating the quantity you require. (9) 鑒于 我們長期的貿易關系,特此報盤。 翻譯:We make such an offer in view of our longstanding business relationship. (10) 如果你方訂貨數量大,價格還可以進一步考慮。 翻譯:We may consider a price reduction of you require large quantity. (1) A:I?d like to have your lowest quotation FOB New York. B: Please cable us the quantity you require so that we can take the offer. (請 告訴我方所需數量以便我方做出報價。 ) (2) A:All right,but could you give us an indication of your price? B:Certainly. This is our price list on CIF basis.(當然可以,這是我方 的 CIF 報 價表。 )(3) A: the prices on the list firm offers? B: the offers are subject Are All to our final confirmation. 所有報價都以我方最后 確認為準。 )(4) A: this a firm offer? ( Is B:This offer is firm,subject to your reply reaching us by the end of this , month.(此發價為 實盤, 以你方在本月底前答復有效。 ) (5) A: Have you received our Inquiry? B: Your inquiry is having our close attention and we?ll make an acceptable offer in a few days. (我方正在認真研 究, 并在幾天內做出一個你方可接受的報價。 ) (6) A:Would you allow us a discount? B:We?ll allow you a 2% discount if the quantity reaches 1000 sets.(如果數 量達到 1000 臺, 我們將給貴方 2%的折扣。 ) (7) A:Our computers are of top quality. B:We?ll place large orders if your offer is competitive.(如果貴方報價具有競 爭力,我方將大量訂貨。 ) (8) A:We hope to expand our business with you. B:I hope to conclude transaction with you,as a representative of the IBM. , (作為國際商用機器公司代表,我希望能與你們達成交易。 ) (9) A: How?s business these days? B: bad. But sales are down a bit due to the appreciation Not to US dollar.(還 不錯,但由于美元升值,銷售量降低了一點。 ) (10) A:Do you think it?s a general trend. B:I think it?s just a slump. Thins will improve soon.(我認為只是暫時的蕭 條, 情況很快會改觀。 ) Chapter17 counter-offer, and counter-counter-offer , bid 第一題 (1)

In view of our longstanding business relations,we can consider a price reduction. 考慮到我們長 期的貿易關系,我方愿意考慮降價。 (2) Much to our regret, your price is out of line with the market level, is difficult for as it us to accept it. 我方非常遺憾,因為貴方報價與市場價格 相差太大, 我方難以接受。 (3) The market here is not as active as last year. If you can reduce your price,say 3%, we can probably conclude the business. 市場不如去年活躍,如貴方能降 價 3%,我們也許能成交。 (4) In reply to your letter of March 15th,we have found it impossible for our customers to accept your quotation as it is too high. 茲回復貴方 3 月 15 日 函電,因為報價太高我方顧客不能接受。 (5) The price we offered you is very practical, so we are sorry to say that your counteroffer is unacceptable. 我方的報盤是很實在的, 因此很抱 歉不能接受貴方還盤。(6) My offer was based on reasonable profit, on wild speculations. not 我方報價以合理利潤為依據,不是漫天要價。 (7)I think the price we offered you last week is the best one. 我認為我方上周報價是最好的。 (8) It was a higher price than we offered to other suppliers. 此價格比我方其他供貨商的價格要高。(9) We can?t accept your offer unless the price is reduced by 5%. 除非貴方減價 5%,否則我方無法接受還盤。 (10) This offer is based on an expanding market and is competitive. 此報盤著眼于擴大銷售而且很有競爭性。 第 二題 (1) 鑒于我們以按此價與賣主大量成交, 我們不可能再降價了。 翻譯: view of the In fact that we have done a lot of business with buyers at this price,we can?t reduce our price any further. (2) 我們建議你方重新考慮發價, 是指與國際市場價格一致起來。 翻譯: suggest We that you reconsider your price and bring it into line with the international market price. (3) 我 方決定再作百分之二的讓步, 希望這能有助于你方推銷產品。 翻譯: have decided to make We a further concession of 2% in the hope that this will help you push sales of our products. (4) 遺 憾, 即使各讓一半, 我們仍難接受你方還盤。 翻譯: regret that it is impossible to accept your We counter offer even if we meet each other half way. (5) 在質量方面,我們認為其他牌子的產 品是無法與我們相比的。 翻譯: respect to quality, don?t think that the goods of other brands can compare with In we us. (6) 請您把你方認為合適的價格談一下。 、 翻譯:Please tell us the price that you think reasonable. (7) 如果你們答應提前交貨, 我們可以接受你方報價。 翻譯:We may accept our offer if you promise an earlier delivery. (8) 我們希望你們能以還 盤的形式對我報盤予以答復。翻譯: look forward to your replying to our offer in the form of We counter-offer. (9) 你的價格太高買方沒興趣還盤。 翻譯:Your price is too high to interest buyers? counter-offer. (10) 你們的還盤比我要的保守得多。 翻譯: Your counter-offer is much more modest than mine. 第四題 (1) A:It is no possible for us to make any sales at that price. B:$950/set is our lowest price,and it is the best price you can get.(950 美 , 元一臺是我方 的最低價格,也是貴方能得到的最好價。 ) (2) A:I?m afraid I can?t agree with you. Your price is higher more than other companies. B: Taking into consideration the top quality of IBM computers, you?ll find our , very competitive. (但考慮到 IBM 計算機的上乘質量, 我 方價格是很有競爭力的。 ) (3) A:Your price is so high that we can hardly make a counter offer. B:It pays to buy good computers. Top quality means a higher price.(買好的 計算機是有利可圖 的, 上乘的質量意味著較高的價格。 ) (4) A:We hope that you?ll take the initiative and bridge the gap. B:We?ll reduce the price by 5%,wishing to set the ball rolling. (我方將降價 5%, 希望 這樣談判能繼續進行。 )(5) A:But the gap is still too wide, I?d suggest another 10%. B:I am afraid it won?t do .How can we stand such a big cut?(這樣恐怕不行, 我方哪經得住這么大幅 度的削價。 ) (6) A:We regret that we?ll have a hard convincing our clients at your price. B:Our offer is based on reasonable profit .Not on wild speculation.(我方報價 以合理利潤為依據,不 是漫天要價。 )(7) A:We can?t accept your offer unless the price is reduced by 5%. B:We ?ve

kept the price close to the costs of production. 我方已經把價格壓到 ( 成本邊緣了。 ) (8) A:I?m afraid your counter-offer is unacceptable. B:If you can?t reduce your price ,we have to buy elsewhere. 如果貴方不能降 價, ( 我方只好向別處要貨。 )(9) A:We regret to say that your quotation is out of the line with the prevailing market. B:In view of our longstanding cooperation, we will reduce our price by 5%. (考慮到我們的 長期合作關系, 我方愿意降價 5%。 )(10) A:If you reduce the price by 5%,we?ll place an order with you immediately. B:We find it impossible to accept your counter-offer as our offer is very practical.(我方報價是很實在,所以 無法接受貴方還盤。 ) Chapter 18 acceptance and order 第一題(英譯漢) (1) Although the prevailing quotations are somewhat high ,we will accept the order on the same terms as before with the view of encouraging business. 盡管現行價格較高,但為了促進今后業務的開展,我 們仍將按過去條件接受你方訂 單。 (2) I found your price much too high to be acceptable to us. We hope you will take initiative and bridge the gap. 我認為貴方開價太高,我方難以接受。 希望貴方采取主動, 以彌合價格上的差距。(3) All orders and indent placed by the customers shall receive our full attention, and will be excecuted promptly and nicely execution of their wishers. 所有訂單我方將予以充分重視, 并根據顧客要求盡快圓滿地完成, 請盡管放心。 (4) We wish to refer to the recent exchange of cables and are pleased to confirm having concluded with you a transaction of 30 metric tons of walnut meat. 參閱雙方近期的電報往來, 我們高興地 確認已與貴方達成 30 公噸核桃仁的交易。 (5) Unfortunately. We are not in a position to accept to the conditions of payment and delivery as specified in your order of May 25th.However,we would be happy to accept your order under the conditions customary in our trade. 非常遺憾, 貴方 5 月 25 日的訂單所指定的付款與交貨條件我方無法接受。 然而, 我 方將樂意按我們的貿易慣例來接受貴方的訂單。(6) As your counter-offer is beyond what is acceptable to us ,we cannot help but return to you Indent No.336. 無法接受你方還盤,只得退回 第 366 號訂單。 (7) Enclosed is our order for 3000 sets of computers COMPAQ12+.We request you to acknowledge acceptance of our order ,and to confirm the condition stated above . 附寄三千臺 IBM-99 型計算機訂單一份,請接受我方訂單并確認上述條件。 (8) With reference to our order for your electronic products we have pleasure in sending you our Purchase Confirmation No 0169 in triplicate ,one copy of which please sign and return to us for our records. 關于我方對貴公司電子產品的訂單,奉上我方第 0169 號訂購確認書一式三份,請 會簽后 寄回一份,以便我方存檔。 (9) This is a trial order, to which we trust you will give your best attention, as if satisfactory ,we shall probably be able to see our way to extensive dealings with you. 此次是試訂,所以務請細心安排。如獲滿意,相信能導致日后大量的交易。 (10) It is very important that the design of our ordered goods be exactly the same as that of the sample we sent you. 重要的是我方所訂貨物的設計與我方所寄送的樣品完全一致。 第二題(漢譯英) (1)如果你方能接受我方的數量, 并答應提前交貨, 我方就能接受你方的價格。We?ll accept your price if you can meet out needs and make an earlier shipment. (2) 盡管我方非常希望與 你方交易, 遺憾的是你方出價實在太低我方無法接受。 However desirous we may be of doing business with you, we regret to say that bid is really too low to be acceptable. (3) 如果你們訂 購這種商品, 我們可以按你們所需要的數量供應。 If you want to purchase this product ,we are able to supply as much as you require and give a discount. (4) 我方能否訂貨,訂貨多少,很 大程度上取決于你方的價格。 Whether we?ll have an order to not and how many we order mainly depends on your price. (5) 這種產品的起訂量是 300 箱。如果你方訂購 500 箱以 上, 我們就削價 3%。 The minimum quantity of an order for the goods is 300 cases. If you order more than 500 cases ,we can reduce our price by 3%. (6) 我們相信,貴公司對此次訂購能給

予認真及時的安排。 We trust that you will give this order your prompt and careful attention. (7) 盡管你方價格低于我方水準,考慮到與你方初次交易,我方破例接受你方訂單。 Although your price is below our level ,we accept, as an exception, your order with a view to initiating business with you. (8) 800 美元一臺的價格我方可以接受,但條件是你方應將訂 貨數量增至 3000 臺。 The price of $800/set is acceptable, provided you increase the quantity of your order to 3000 sets.(9)請按我方第 255 號訂單所列細節提供 3000 箱這種產品 Please supply 3000 cases of the goods is in accordance with the details in our No.225. (10) 貴公司 6 月 11 日函收悉,根據貴公司報盤,我公司有意購買 1000 包,這種產品價 格為每磅五美 元, 月份交貨。 We are in receipt of your letter of the 11th June ,and, in accordance with your 10 offer, we are willing to take 1000 bales of this product at $5per pound-delivery in Oct. 第四題 (1) A:I?d like to know if you accept orders in the buyer?s design and measurement. B:Yes,we do. If the order is large enough. (是的, 如果訂購達到一定數量, 我們 就可以接受。 ) (2) A:Will you supply spare parts if we want them? B:Certaintly.We always have the interests of the customers at hearts.(那當 然,我們總是把顧客的利益放在心上。 ) (3) A:If you could consider a price reduction of 5%,I could place an order right away.(如果你們能考慮減價百分之 五, 我可以馬上向你們訂購。 ) B:I?ll have to get in touch with the manufacturers. (4) A:Can you offer a quantity discount? B:If it?s a large order, a discount is possible. (假如訂貨數量大, 有可能給折扣。 ) (5) A: 5000 sets is too big an order for prompt delivery. That?s more than we can help. (5000 臺要即期交貨, 這訂購量太大了, 我們無法接受。 B: Perhaps we can have ) another talk tomorrow after you consult the general manager. (6) A: I must say the price is too high for me to accept. B: You should take quality into consideration. Our products are of high quality. (你們必須考慮質量問題。我們的產品質量高。) (7) A: If you can accept our price , the business will no doubt be settled. B: This is the first contact between us. In order to conclude the transaction, we accept you bid. (為了達成交易, 我們接受你們出的價格。(8)A: How long ) would it take you to fulfill an order? B: We have too much commitments to allow us to take new orders. (我們的訂 貨太多,故而不允許我們接受新的訂單) (9) A: It?s no easy thing to push the sale of a new product. B: No, certainly not. Why not have a trail order for small quantity? (不 過你不妨 做一筆小的訂貨試試。) (10) A: We?re old friends. In order to encourage future business and as a gesture of friendship, we?re prepared to make this an exception by reducing our price by 5%, will you satisfy? (我們是老朋友了, 為了進一步擴大業務往來, 也為 了表示我們 的誠意,我方準備破例減百分之五,這樣做你滿意吧。) B: That?s great. Thank you for making this concession. I accept it. Chapter 19 第一題 packing and shipment (1) Each piece is to be double folded, rolled on cardboard, wrapped in kraft paper and then packed in wooden cases. 每 件用雙折卷板,外包牛皮紙,然后裝木箱。 (2) When you pack, please put 2 or 3 different designs and colors in each box. This will make it convenient for us to make distribution to the retailers. 裝箱時,最好每箱搭配兩到三種花樣,這樣便于我們發售給零售商。 (3) Special attention has been paid to the packing, which we trust will prove satisfactory in every respect to your clients. 包裝問題已得到充分重視, 我們確信這將使你方客戶滿意。(4) We have been put to considerable inconvenience by the long delay in delivery. We must insist on immediate delivery: otherwise, we shall be compelled to cancel the order in accordance with the stipulation of the contract. 長時間的延誤交貨已給我方帶來很大不便,我們堅決要求立即發貨,否則, 將不得 不原訂合同的訂貨。 (5) If you cannot get the goods ready by the time the ship chartered by us arrives at the port of loading, you will be responsible for the losses thus incurred. 我們所租的船只按期到達裝運港后,如果你方不能按時備貨裝船,就應負擔我方所 遭受的

損失。 (6) Shipment has to be made before October; otherwise we are not able to catch the season. 十月份以前貨物必須裝上船,否則我們就趕不上銷售季節了。 (7) We will be responsible for the charges including any customs duties on export, as well as any service charges on exporting goods. 我們負擔的費用包括出口所需的任何關稅費用和其他辦理出口一切手續 費。(8) The goods ordered are all in stock and we assure you that the shipment will be made by the first steamer available in November. 貴方訂購的貨物我方均有現貨,可保證在 11 月份第 一條船上裝運。(9) We regret our inability to comply with your request for shipping the goods in early December, because the direct steamer sails for your port only around the 20th every month. 很抱歉不能滿足你方 12 月初裝船的要求,因為直輪在每月 20 號左右駛往你港。 (10) As stipulated in the contract, you should inform us by cable, 30 days before the month of shipment, of the contract number, the name of the commodity, quantity, loading port and the estimated date when the goods will reach the port of loading. 你方應在合同規定的裝運月份 30 天前,將合同號碼、貨物名稱、數量、裝運港口的 日期電報通知我們。 第二題: (1) 來 電確認,以便我方及時進行貨物包裝。 Please cable us your confirmation, so that we can pack the goods immediately. (2) 我方已采取措施改進包裝,確信今后的交貨將使你方完全滿意 We?ve already taken steps to improve our packing and are confident that our future shipments will give you complete satisfaction. (3) 這種紙箱用于遠洋運輸恐怕不夠結實。 I?m afraid the cardboard boxes are not strong enough for transport by sea. (4) 這是我們的包裝設計,請轉 給廠方,供他們參考。 This is our design for the packing. Could you please give it to the manufacturers for their reference? (5) 我們希望圖案和色彩能照顧阿拉伯人的心理。 We hope that the design and the color will suit Arabian tastes. (6) 我們定的裝船期限是 2001 年 11.12 兩個月。 The loading period we fixed is from Nov. to Dec,2001. (7) 你們應在貨物備 妥后 15 天內派船到裝船口岸。 The ship should be at the port of loading within 15—20 days after you have got the goods already. (8) 你方應在船只受載期 12 天前,將船名、預計受 載日期、裝載量、合同號碼、船舶代 理人電報通知我們。 You should advise us by cable, 12 days before the date of loading of the name of ship, expected lay days, loading capacity, contract number and the shipping agents. (9) 貨物早已備妥待運,但是,由于你方信用證延遲到達, 貨物不能按期裝運。 The goods have long been ready for shipment, but, owing to the late arrival of your L/C, shipment cannot be effected as stipulated. (10) 我方第 0168 號銷售確認書頂下 第一批貨物將由“大慶”輪裝運,預期在 12 月 5 日左 右啟航。 The first lot under our Sales confirmation No.0168 will be shipped per S.S. “Daqing” scheduled to sail on or about Dec.5. 第 四題:(1) A: How would you pack this lot of stationery? (這批文具你們打算用什么包 裝?) B: We use cardboard boxes and then reinforce them with iron straps. (2) A: Could you use wooden cases instead? B: We could use wooden cases for packing if you insist. (如果你們堅持, 我們 可以使用木箱包裝。) (3) A: Do you have any specific request for packing? (4) B: We hope that the design and the color will suit Australian tastes. (希望圖 案和花色適合澳洲人 的口味。 (5) A: ) The outer packing should be strong enough for transportation. What about the inner packing? B: to the inner packing, must be attractive and helpful to the sales. 至 , 于 As it ( 內包裝,必須具有吸引力,以促進銷售) (6) A:Please ship the goods in one lot in October. B:I?m sorry that?s impossible. It would be very difficult for us to get the goods ready within such a short time.(很抱歉,那不可能。要在這么短的時間 內把貨備妥很困難。 ) (7) A:If you can?t get hold of a direct vessel,we may agree to have the goods , transshipped via New York. 如果弄不到直達船, ( 我們可以同意在紐約轉運。 ) B: have to contact our forwarding agent thee first and find out what the situation I?ll is like. (8) A:I guess there won?t be any

trouble for you to arrange an early shipment. B:There?s great demand on shipping lately. But we?ll do our best to ship the goods by the first available vessel after receiving your L/C.(近來艙 位很緊, 不過我們盡量在收到你們的信用證以后利用第一艘便船裝運。 ) (9) A:Don?t you think it?s acceptable to have the goods transshipped at Hongkong? B:We prefer direct sailing as transshipment adds to the risk of damage and may delay the arrival.(我們寧可要直達船,因 為轉船增加了受損的危險, 而且 可能會耽誤到貨時間。 )(10) A: know you?re operating I a container service on the Guangzhou — Latin American sea route. B: Yes, are using more and we more containerized vessels for cargoes , destined for that area.(是的,我們越來越多地利用 集裝箱船只來裝運發往那個 地區的貨) Chapter15 (1)A letter of establishing business relations. A. express your hope of establishing business relations. b. obtained the relevant information from the Chamber of Commerce; c. you specialize in exporting cotton piece goods; d. a copy of your catalogue is enclose. KEY: Dear Sirs, Your Chamber of Commerce has recommended you as a possible buyer of our products and we are now writing to you for the possibility of entering into trade relations with you. We specialize in the exportation of cotton piece of goods,and we?ve been in this , line for more than 10 years. Enclosed is a copy of our latest catalogue for your reference. We hope to hear from you soon. Yours faithfully, Xxxxxxx (2)A letter of replying to the above a. acknowledge the receipt of their letter of Feb.20; b. agree to their proposal of establishing trade relations with you; c. give the name of your bank. KEY: Dear Sirs, We thank you for the letter of Feb.20 and shall be glad to enter into business relations with you. As to our financial standing,you may refer to the Bank of China,New York Branch. , , We hope with joint efforts business will develop to our mutual benefits. Yours faithfully, Xxxxxx Chapter16 ……先生: 本公司是中國長沙電子產品進口商, 我們切盼與貴 公司建立貿易關系, 發展我們兩國之 間的貿易。 隨函附上第 303 號詢價單一份,盼望你 方早日給我們報紐約離岸價,包括 2%的折扣。 報價時請說明最早交貨期和可供數量。 倘 若你方報價具有競爭性的話, 我們打算大量成交。 如蒙早日復信, 不勝感激。 ……謹上 1999 年 2 月 8 日 KEY: Feb 8, 1999 Dear Sirs, Re: computers : This company is one the largest electronic products importers in Changsha, ,China. We sincerely hope to establish business relations with your company so as to promote trade between our two countries. We are enclosing an inquiry No.303 and looking forward to receiving,at an early , date, , your quoting FOB New York including our 2% discount. While quoting, please , state the earliest shipment and quantity available. If your quotation is competitive, are ready to conclude substantial business with we , you. Your early reply will be very much appreciated. Sincerely, Xxxxxx Chapter17 先 生: 你 3 月 25 日函悉, 謝謝。 我們已仔細研究了你方對我 IBM 計算機報價的意見。 雖 我方想滿足你方的要求, 但十分抱歉, 不能按你方要求降價, 因我方價格經精確計算。 即 使我方價格與其他供應商的價格不同, 那也是因我方產品的質量遠遠超過貴處其他外國牌 子,從我方購進你方定會得利。 我們準備給百分之五折扣,條件是你方起訂量 1000 臺。 如果此建議可接受, 請早日告 知你方訂量。 ……謹上 KEY: March 28, 1996 Dear Sirs, We thank you for your letter of March 25. Your comments on our offer of IBM computers have had our close attention. Although we are keen to meet your requirements,we regret that we are unable to , comply with your request to reduce the prices as our prices are closely calculated. Even if there is a difference between our prices and those of other suppliers,you , will find it profitable to buy from us because the quality of our products is far better than of other foreign makers available in you district. We are prepared to allow you a discount of 5% provided your order calls for a minimum quantity of 1000 sets. If you find our proposal acceptable,please let us , have

your order at an early date. Sincerely, xxxxxx Chapter 18 1. An acceptance letter The sellers accepts the buyer?s counter-offer at a 2% reduction with a view to encouraging business and encloses a Sales Confirmation in triplicate KEY: Dear Sirs, We?ve carefully considered your counter-offer and agree to accept it. The price we offered is practical, we agree to give it a 2% reduction just in order to encourage but , business between us. As requested in your previous letter, enclose our Sales Confirmation in triplicate. we , Please sign and return one copy for our files. 2. An order letter The buyer sends the seller an order for the following with terms and conditions:COMPAQ 1200 computer,3000 sets,prompt delivery within 5 weeks. KEY: Dear Sirs, In reply to your letter of June 6th, are very much interested in your offer and have we decided to place an order for the following,on the terms stated in your letter. , COMPAQ1200 computers,3000 sets,delivery within five weeks. , , We place this order on the clear understanding that only if you can guarantee dispatch in time to reach us by the end of five weeks,and that we reserve the right , to cancel it and to refuse delivery after this date.


國際商務英語綜合教程課后 翻譯短語 答案 廖瑛 - 百度文庫.txt

國際商務英語綜合教程課后 翻譯短語 答案 廖瑛 VIP專享文檔 VIP專享文

國際商務英語課 后答案 廖瑛.doc

國際商務英語課 后答案 廖瑛 - Chapter1 international

國際商務英語綜合教程ppt 廖瑛.ppt

國際商務英語綜合教程ppt 廖瑛_經濟學_高等教育_教育專區。國際商務英語綜合教程ppt 課后答案國際商務英語綜合教程 課程簡介 32課時 考查 閉卷 內容簡介 本書結構 ...

國際商務英語綜合教程廖瑛_圖文.ppt

國際商務英語綜合教程廖瑛 - 國際商務英語綜合教程 課程簡介 ? 32課時 ?

國際商務英語廖瑛版第四章全文翻譯.doc

國際商務英語 廖瑛 課后... 12頁 1下載券 國際商務英語 廖瑛版 習... 22頁 5下載券 國際商務英語課 后答案 ... 暫無評價 3頁 1下載券 國際商務英語...

國際商務英語綜合教程ppt 廖瑛精品文檔_圖文.ppt

國際商務英語綜合教程ppt 廖瑛精品文檔 - 國際商務英語綜合教程 課程簡介 ?

高職商務英語專業建設的幾點思考-模板.doc

商務英語范文,新標準高職商務英語視聽說教程,商務英語教程3課后答案,商務英語綜合...(1) 廖瑛,國際商務英語語言與翻譯研究[M],北京,機械工業出版社,20XX 張康,從...

《國際商務英語談判A1》教學大綱.doc

國際商務英語談判A1》教學大綱_英語學習_外語學習_...課后作業 課后作業 課后作業 課后作業 實驗 Lesson ...廖瑛主編, 《新編外貿英語口語教程》 (第二版) ,...

商務英語綜合 課程標準 王少君.doc

國際商務英語綜合教程 廖瑛 主編 對外經濟貿易大學出版社 3、希望英語 綜合教程 ...本次問卷針對“百度文庫用戶”進行調查,我們會嚴格保護您的隱私,答案無對錯之分...

國際商務英語綜合教程課后 翻譯短語 答案 廖瑛 - 百度文庫.txt

國際商務英語綜合教程課后 翻譯短語 答案 專業文檔 專業文檔是百度文庫認證用戶

《國際商務英語談判A2》教學大綱.doc

國際商務英語談判 A2》教學大綱 一、 課程基本信息 1、課程名稱:國際商務英語...廖瑛主編, 《新編外貿英語口語教程》 (第二版) ,對外經濟貿易大學出版社,2009...

高職商務英語翻譯教學之我見-最新教育文檔.doc

高職商務英語翻譯教學之我見 商務英語國際貿易活動...(廖瑛 莫再樹 2005)“商務英 語”是商務和英語的...課后,教師還可 將翻譯材料發至學生的群共享,讓學生...

[廖瑛編]實用外貿英語函電答案_解析.doc

外貿英語函電| [廖瑛編]實用外貿英語函電答案_解析_英語學習_外語學習_教育專區。[廖瑛編]實用外貿英語函電答案_解析 您的評論 發布評論 用戶評價 很不錯,作者還...

實用外貿英語函電教程(課件+答案)廖瑛ISBN978756630142....pdf

實用外貿英語函電教程(課件+答案)廖瑛ISBN9787566301420練習答案AN16_幼兒讀物_幼兒教育_教育專區 人閱讀|次下載 實用外貿英語函電教程(課件+答案)廖瑛ISBN...

新編外貿英語口語教程 廖瑛主編_圖文.ppt

新編外貿英語口語教程 廖瑛主編_英語學習_外語學習_...外貿英語口語教程答案(第... 90頁 1下載券 外貿...商務英語口語培訓內部資... 28頁 免費 lesson 01...

商務英語談判_圖文.ppt

形式多樣的練習和參考答案便于學生 自我檢查、自我...上海:上海外語教育出版社,2000 廖瑛.實用外貿談判...國際商務英語談判.上海:上海交通大學出版社,2002 ...

論-廖瑛:搏擊商務英語鑄輝煌_圖文.pdf

論-廖瑛:搏擊商務英語鑄輝煌 - ★ 陽洳] 的過程 。 湘江治理保護的經驗模式

商務英語談判課件_圖文.ppt

形式多樣的練習和參考答案便于學生 自我檢查、自我...上海:上海外語教育出版社,2000 廖瑛.實用外貿談判...國際商務英語談判.上海:上海交通大學出版社,2002 ...

國際商務英語中信用證的語言和翻譯.pdf

[3] 廖瑛. 國際商務英語商務理論、語言與實務[M]. 長沙:中南大學出版

實用外貿英語函電教程-廖瑛主編(參考答案).doc

實用外貿英語函電教程-廖瑛主編(參考答案) - I. Comprehension

快乐时时走势图开奖