实用英语课后题答案Unit5-unit7

错误！未找到引用源。. Key to Exercises 练习题答案Unit5 –p62

1.Answer the following questions.

(1)What are the five steps of a business negotiation?

The five steps of a business negotiation include enquiry, offer, counter-offer, acceptance and conclusion of a contract.

(2)What is an enquiry? Who should make an enquiry?

An enquiry is to seek the supply of products, services or information.

Usually, in business negotiations, it is the buyer who takes the initiative to make an enquiry to the seller, which is also called an Invitation to Offer. However, sometimes, a seller can also initiate the negotiation by making an enquiry to a foreign buyer, including his intention of selling certain goods to the latter, which is called Invitation to Bid.

(3)What are the two types of enquiry? And what information should be included in the two

types of enquiry?

Generally speaking, there are two types of enquiries: general enquiry and specific enquiry.

A general enquiry is a request message that asks for preliminary information such as

catalogues, price lists, samples and so on.

A specific enquiry may request detailed information about a product or service, such as the

name of a commodity, quality, price, discount, specifications and description of specific lots of goods, terms of price, terms of payment, time of shipment, packing method, delivery, and other details.

(4)How can an exporter promote his commodities?

Many ways could be used for promotional communication. You can make advertisements through various mass media. You can distribute sales literatures and price lists to customers.

You can also exhibit commodities in trade fairs. Exporters may also send out Invitation to Bid directly to potential customers.

(5)What is a “first enquiry”? How do you write a “first enquiry”?

A “first enquiry” is an enquiry sent to a supplier whom you have not previously dealt with.

A “first enquiry” should begin by telling the reader how you obtained his name and address.

Then you should introduce some detailed information of your own business, such as your business scope, quantities needed, usual terms of trade and any other information that contributes to the supplier to decide what he can do for you.

(6)Should enquiries be addressed to an individual? Why?

Enquiries should be sent to a company rather than to a certain person

If you send the enquiry to an individual the enquiry may be delayed because of his or her absence, or you may make a mistake and send it to the wrong person who is not in charge of the matter, and this will also mean delay.

(7)How should you reply to an enquiry?

An enquiry should be responded promptly and politely. In reply to an inquiry, you should first express your thanks for the enquiry. Then you should offer all the detailed information the buyer wants to know such as illustrated catalogue, price list, and terms of payment. At last you can express your hope to do business in the future.

(8)If the goods enquired are out of stock what should the seller do?

In case the goods enquired are currently out of stock, the supplier should inform the enquirer when the goods will be available. What’s more, you can also take this opportunity to introduce some of your new products or other products as substitutes because it can create a good impression and may result in more businesses.

2.Translate the following terms and phrases into English

(1)Inquiry

(2)Trade negotiation

(3)Price list/ pricelist

(4)Catalogue/catalog

(5)Sample

(6)Quantity

(7)Sales promotion

(8)Terms of payment

(9)Out of stock

(10)Invitation to Offer

(11)Bid

(12)Substitute

(13)General inquiry

(14)Specific inquiry

(15)discount

3.Match the words on the left to the words on the right.

(1) c (2)f (3) a (4) d (5) i (6) g (7) h (8) b (9) e

错误！未找到引用源。. Key to Exercises练习题答案p69 1.Translate the following sentences into English.

(1)We understand that there is a good demand for glassware at your market, and take this

opportunity to enclose our Quotation No. 1112 for your consideration.

(2)Will you please send us your latest catalogue together with a detailed offer?

(3)One of our clients takes interest in your products and wishes to have your quotations for the

items specified below.

(4)Will you let us know what discount you can give for an order exceeding 1000 metric tons?

(5)We would like to place a long-term order if your quotation is competitive and time of

delivery is acceptable

2. Choose the best word(s) or phrase(s) to complete each of the following sentences.

(1) B (2) D (3) C (4) A (5) A

(6) D (7) B (8) A (9) D (10) A

3. Make up a dialogue according to the following situations.

(1) Sample dialogue:

David: Morning! ABC Textile Corp. This is David. May I help you?

Tom: Morning! This is Tom speaking. I saw your Printed Cotton Bed Sheet Cloth at the exhibition.

And we think the quality of your goods is so good, but we are not very satisfied with your designs. David: Oh? Then you could tell me your ideal design, and I will see what I can do for you. Tom: Great! Your company produces the cloth of flower pattern with the size of 180×150 cm, right?

David: That’s right. This pattern is very popular in our country recently.

Tom: But we would like to import the white one which will be used in the hotel, you know the hotel bed sheet.

David: Yes, I see.

Tom: And we hope the size can also be changed, how about…230×200 cm. What do you think? David: That’s ok. But we do not always do so, I mean, changing the pattern and size for the customers unless the quantity is large enough…

Tom: Then how about 8,000 yards for each design?

David: I am afraid not, according to our company’s standard, it has to be more than 10,000 yards. Tom: Ok, no problem. That’s a deal. We wish we could sign the contract soon.

David: Of course. Thank you for your calling. Bye.

Tom: Bye.

(2) Sample dialogue:

Alice: Good morning!

Vicky: Good morning!

Alice:I’m Alice from Company A in Canada. I went to the trade fair a few days ago, and I saw your samples of cotton blanket, which aroused my interest.

Vicky: Oh, yes, we are specializing in Pac Fung Woven Cotton blank. It is 100% cotton fabric and it sells well in the US and Europe.

Alice: How about the size and price?

Vicky: They are available in all popular sizes. And the price is also very reasonable. It’s only $19.99.

Alice: Oh, I think the price is a little bit high.

Vicky: Maybe it is true. But you must take the quality into consideration. All our cotton blanks are made of 100% cotton fabric and they are well-known for the softness and year-round comfort. What’s more, our blanks are washable, and they will never shrink or fade.

Alice:Tha t’s goods since we always sell high-quality goods. But we have never done business before, so would you please send us your catalogue, terms of payment, packing conditions together with some samples? We want to have a clear idea of your quality before placing an order. Vicky: Of course. I would send them to you as quickly as possible and I hope you will be satisfied with our products and place an order in a short time.

Alice: Thank you. Bye.

Vicky: Bye!

4. Compose a Letter of Enquiry with the Following Particulars:

Sample:

January 10, 2009

Messrs. Arthur Grey & Son,

19 Cheapside,

London, E.C. 2.

Gentlemen:

Through the courtesy of China Council for the Promotion of International Trade, we have obtained your name and address. And we noticed that you are one of the leading exporters of Automatic machines. As an experienced importer dealing in such kind of products, we are greatly interested in your Automatic Dishwasher.

In order to have a clear idea of your products, we would like you to send us your illustrated catalogue, with details of your price terms, payment terms, time of shipment, packing and so on.

We believe there will be a promising market in our area if the quality is good enough and price is reasonable.

We should be grateful to you for the early reply.

Truly Yours,

Vicky

错误！未找到引用源。. Key to Exercises 练习题答案Unit 6 p78

1. Answer the following questions.

(1)What is an offer?

An offer is a reply to an enquiry. It is a proposal of terms and conditions presented in a

potential contract by the offeror to the offeree.

(2)What’s the classification of an offer?

An offer can be classified into two types: a firm offer and a non-firm offer.

(3)What’s the difference between a firm offer and a non-firm offer?

A firm offer is made when a seller promises to sell goods at a stated price usually within a

stated period of time. It must be clear, complete and final.

Contrary to the firm offer, a non-firm offer is unclear, incomplete and with reservation. This kind of offer is not binding on the offeror.

(4)What expressions should be used in a firm-offer?

Basically, expressions like “for acceptance within 5 days”, “this offer is valid for 31 days” or similar qualifying words are stated in a firm offer.

(5)What expressions are often stated in a non-firm offer?

Such expressions as “reference price” and “subject to our final confirmation” are often used.

(6)What is a counter-offer and what is a counter-counter-offer?

A counter-offer is an offer made by an offeree to an offeror, accepting some terms and

changing other terms.

The counter-offer will become final and effective if the offeror accepts the terms and stipulations stated in the counter-offer. But in case the offeror rejects some terms or wants to change some terms, the counter-offer becomes a counter-counter-offer.

2. Translate the following terms and phrases into English.

(1)Offer

(2)Counter-offer

(3)Firm offer

(4)Non-firm offer

(5)Valid

(6)Offeror

(7)Offeree

(8)Expire

(9)Legal force

(10)Bid

(11)Lapse

(12)Counter-counter offer

3. Case Analysis.

(1)No, it’s not appropriate for Company A to withdraw his offer since this offer is a firm

offer, and it is valid until February 15, 2008.

(2)Not completely, Company B showed his conditional acceptance to Company A since he

had changed the time of shipment, and this reply should be a counter-offer.

4. Match the words in the left column with the expressions in the right column which are of similar meaning.

(1) c (2) a (3) f (4) e (5) d (6) b

错误！未找到引用源。. Key to Exercises练习题答案p84

1. Translate the following sentences into English

(1)Our quotation always comes in line with the world market.

(2)We hope you would let us have your most favorable firm offer.

(3)We are making you a firm offer, subject to your reply reaching us before June 15.

(4)This offer must be withdrawn if you do not accept it within five days.

(5)On condition that you take more than 2000 sets, we are prepared to offer this special

price of $9.15 per set, i.e. a 5% discount.

(6)Unfortunately we cannot accept your offer. The prices you quoted are much higher than

those of other manufacturers.

(7)We consider accepting your counter-offer.

(8)We appreciate your counter-offer but find it too low to accept.

2. Choose the best word(s) or phrase(s) to complete each of the following sentences.

(1) B (2) D (3) C (4) A (5) B

(6) C (7) A (8) C (9) B (10) D

3. Communication Activity

1) Complete the following dialogue and practice it with your partner.

(1)Other terms and conditions are the same as usual

(2)This offer is valid for 3 days

(3)It is 20% higher than last year’s

(4)There has been a strong demand for photo frame at the market

(5)I must point out that some of the quotations we have received from other sources are

much lower than yours

(6)Superior quality and best design

(7)At least cut down your price by 10%

Let’s meet half way

5. Letter Writing Practice

Gentlemen:,

We acknowledge receipt of your offer and samples of your Men’s paj amas, and thank you for these.

In reply, we very much regret to state that our customers here find your price too high and out of line with the prevailing market level. Information indicates that some pajamas of other companies have been sold at a much lower price. In this case, it is impossible for us to persuade our customers to accept your price, as the goods of similar quality is easily obtainable at a much lower price. Should you be prepared to reduce your price by, say 8%, we might come to terms. We make you such a counter-offer with a view to cementing our long-standing business relationship. Since we usually place a large order with you, we believe you may think it is worthwhile to make a concession. We are anticipating your early reply.

Faithfully Yours,

Zhou Jing

错误！未找到引用源。. Key to Exercises 练习题答案Unit 7 p96

1. Answer the following questions.

(1)What should be included in an order?

a. Name of commodity and specifications

b. Quantity

c. Price

d. Packing

e. Date and method of shipping

f. Terms of payment

(2)When should the seller send an acknowledgement?

The seller should send an acknowledgement after the receipt of the order since the purchasing side usually expects an acknowledgement from the supplying side as to make sure that no mix-up occurs for the order and delivery.

(3)What should be included in an acknowledgement?

An acknowledgement usually covers the following parts.

a. express pleasure at receiving the order;

b. Add a favorable comment on the goods ordered;

c. Include an assurance of prompt and careful attention;

d. Draw attention to other products likely to be of interest;

e. Hope for further orders.

(4)In what circumstances can one not accept an order?

When the goods required are not available or prices and specifications have been changed, the seller may decline the buyer’s order.

(5)What should be included in a decline?

A decline must be sent with the utmost care and with an eye to goodwill and future business.

When writing a decline, you should point out your reasons why you can not accept the order, for example, maybe you think the price is a little high to accept or the specifications of the goods do not comply with your expectation. You should bear in mind that politeness and patience are necessary. At the end, do not forget to hope for further business.

(6)What are the obligations of the buyer and seller when a binding agreement comes into

force?

The buyer’s obligations:

a. to accept the goods supplied, provided they comply with the terms of the order;

b. to pay for them according to the terms agreed upon;

c. to check the goods as soon as possible (failure to give prompt notice of faults to the seller

will be taken as acceptance of the goods).

The seller’s obligations:

a. to deliver goods exactly of the kind ordered, and at the agreed time;

b. to guarantee that the goods to be supplied are free from faults of which the buyer could not

be aware at the time of purchase.

1 Translate the following terms

(1)Order

(2)Order form

(3)Rejection/decline

(4)Confirmation/Confirm

(5)Sales Confirmation

(6)Sales Contract

(7)Specification

(8)Means of transportation

(9)Payment terms

(10)Unit price

(11)Obligation

(12)Replacement/substitute

2 The following are some phrases related to “order”, please translate them into Chinese.

(1)新订单

(2)首次订单

(3)试订单

(4)下订单

(5)接受订单

(6)续订单

(7)下订单

(8)确认订单

(9)拒绝订单

(10)撤销订单

(11)填订单

(12)执行订单

错误！未找到引用源。. Key to Exercises练习题答案p102

1.Translate the following sentences into English.

(1)We are pleased to enclose Order No. 123 in duplicate for 10 sets of EPSON printing

machines.

(2)We are glad to receive your order and confirm that all the items required are in

stock/available now.

(3)We take much pleasure in placing the following order with you.

(4)Your order shall have our best and immediate attention anytime.

(5)We are regretful that we are unable to accept your order at the prices we quoted six

months ago.

2 Fill in the blanks with proper words or phrases. Please change the form of words if necessary.

(1)order (2) requirement (3) confirmation (4) deliver

(5) shortage (6) discount (7) rush of orders (8) quantities

2.Letter writing practice（Acknowledgement of an order）

Dear Mr. Hirst,

Re: Your Order No. 237

We have booked your Order No. 237 and are sending you herewith our Sales Confirmation No. BP-103 in duplicate. Please sign and return one copy to us for our file at your earliest convenience.

We confirm with you the following order at the prices stated in your letter.

Quantity Name Pattern No Price

100 Rucksacks RS 101 $ 399 each

100 Daypacks DP101 $99 each

100 Travel bags TB51 $199 each

Delivery: During September

Payment: By Letter of Credit to be opened in accordance with our agreement

Packing: Usually packing in strong bales, with gunny bag cover and waterproof material. Discount: 10%

We trust that a letter of credit in our favor covering the above-mentioned goods will be established immediately. We wish to point out that the stipulations in the relevant letter of credit should strictly conform to the terms stated in our Sales Confirmation in order to avoid subsequent amendments. You may rest assured that we shall effect shipment with the least possible delay upon receipt of the credit.

We appreciate your cooperation and look forward to receiving your future orders. Yours truly,

大学英语三课后习题翻译及答案

Unit 1 From her accent I guess she’s from the Northeast. 从她的口音我猜她是来自东北地区的。 It was very clever of her to turn his argument against himself. 她很聪明，使他对自己的论点 I found a couple of shoes under the bed but they don’t make a pair. 我在床下发现了一双鞋，但他们不做一双 4. Dr. Bright always takes his time as he examines his patients and treats them with extreme care. Bright博士总是把他的时间用于他检查他的病人，并把他们的极端护理 5. British companies are trying to avoid the fate their American counterparts have already suffered. 英国公司正试图避免他们的美国同行已经遭受的命运。 6. Wilfred’s remarks confirmed me in my opinion that he was an honorable young man. 威尔弗雷德的话证实了我在我看来，他是一个光荣的年轻人 7. The key witness for the prosecution was offered police protection after she received death threats. 检察机关的主要证人在收到死亡威胁后提供了警方的保护 8. I thought that was the end of the matter but subsequent events proved me wrong. 我认为这是事情的结束，但随后的事件证明我错了。 9. Having practiced for so long, the New York baseball team stands a chance winning the World Series this year. 经过这么长时间的练习，纽约棒球队赢得了今年的世界系列赛的机会。 10. At the trial , Bob’s teacher, who was called as a character witness, said he was a quiet boy who had never been in trouble before. 在审讯中，鲍伯的老师，被称为证人，说他是个安静的男孩以前从未惹过麻烦。 Unit 2 11. We’ve just had a very fruitful meeting with the management and we’re now much more hopeful about the pay rise. 我们刚刚与管理层有了一个非常富有成效的会议，我们现在对加薪的希望更大了 12. The book I’m reading explains the evolution of plant and animal life on earth. 我读的这本书解释了地球上动植物的进化

新编实用英语综合教程2unit1课后练习答案

新编实用英语综合教程2 unit 1 课后习题答案 P4-1 ①What are you doing tonight② i was wondering ③i wish i could ④write a term paper ⑤ some other time then ⑥ That's right P4-2 1）are you doing anything special tommorrow evening ? 2) i would like invite you to come to my birthday party . would you like to join us ? :3) Good , will you come at 7:00 ? 4) Lemonade if you must bring sth . P4-3 1) what are you going to do this weekend ? 2) Thunderstorm is on this weekend . 3) the early or the late show 4) Maybe go to KFC (kentucky Fried Chicken ) or a Coffee Shop . 5) i 'd rather go to KFC 6) when and where shall we meet ? P5-1 ①tomorrow②ball game③skiing④f or a long time ⑤very warm⑥agree P6-2

① No , she doen't ②going to the ball game and skiing ③She heard it on the radio ④ No , he doesn't ⑤ He will give claire a call P6-3 ① the time and place ②fine ③formal written ④ in writing ⑤ at the bottom ⑥ attend ⑦ in person or by phone ⑧ comfortable P7-4 1) d 2) C 3) a 4) b P8-1 1) You should not fell committed until you know what the invitation 2) it is : apology , reason for refusal , thanks for the invitation . 3) it means each pays one's own check when eating in a restaurant . 4) the word "sometime ". P9-2 1) instances 2) informal 3)entertain 4) host 5) casual 6)suggestion P9-3 ① invent an excuse later ② present problems ③ explicit④ specific time mentioned ⑤ Yes , th at would be nice . P9-4 1) instance 2) present 3) hostess 4. appropriate 5)invent 6) entertain 7) explicit 8) identify P9-5 !) For convenience , the photo will be shown in time sequence. 2) You are required to stop your car after an accident .

高职高专实用英语第二册英语翻译

1.荷兰人在饭馆吃饭时真的会各自付账吗？ Do Dutch people really go Dutch at a restaurant? 2.另一方面来说，诚实的人会赢得别人的尊敬。 On the other hand, an honest man win other’s respect. 3.无论我说了什么，都请不要生我的气。 Whatever I say, please don’t be mad at me. 4.真是难以置信，这样简单的主意以前竟没有人想到。 It is incredible that no one had ever thought of such a simple idea before. 5.她的心情一会儿高兴，一会儿绝望。 Her mood alternate between happiness and despair. 6.我们必须相信我们所做的事情，即使别人不相信。 We must believe in what we do, even when others don’t. 7.在大城市里，在寒冷的冬季，许多老年人死于污染的空气。 During the cold winters in big cities, many old people die from the polluted air. 8.我过去习惯早起，并且在早餐前散步一小时。 I used to get up early, and take a walk for one hour before breakfast. 9.要在不到一周的时间内完成这项工作，时间困难的事情。 It is hard to finish this work in less than one week. 10.到这部戏剧的结尾部分，很多观众都被深深感动了。 A lot of audiences were deeply affected at the end of the drama. 11.他以前比现在上门出诊多得多。 He used to make many more house calls than he does now. 12.我们在阅兵场上肩并肩地排成一行。 We lined up on the parade ground shoulder to shoulder. 13.不管他在不在对我们的工作不会有影响。 Whether he is here or not will make no difference to our work. 14.关于这件事的说法实在令人难以置信。 That is a tall story about this event. 15.我们尽了最大的努力以确保仪式正常进行。 We have tried our best to keep the ceremony on the rails. 16.他在会议一开始就讲了几个笑话，让大家放松了一些。 He started the meeting with a couple of jokes to make us relax. 17.虽然生了一场大病，但他会赶上大家的。 He would catch up with the rest of us, although he had been ill seriously. 18.一旦人们看到有些东西确实有效，就更有可能接受它。 One people have seen that something really works, they are more likely to accept it. 19.除了法语外，他还得学日语。 In addition to French, he has to learn Japanese. 20.这影片如此感人以至我们禁不住流下泪来。 This movie is so impressive that we can’t help crying. 21.把这么多书分类整理要花很多的时间。 It takes plenty of time to sort so many books. 22.这次地震带来了相当大的灾难，同样也带来了经历和力量。 The earthquake brought considerable misfortunes and it also brought experience and strength. 23.大多数人对心理健康问题几乎一无所知。 Most people know little about the mental health problem. 24.他们容忍了儿子的行为。 They have put up with their son’s behavior. 25.他长期以来致力于高科技的研究和开发。 He has been devoted to the research and the development of high tech all the time. 26.今晚中央电视台将播出一部名为“同一个世界，同一个梦想”的纪录片。Tonight CCTV will air a documentary named “One word, one dream.” 27.这些课程吸引了各行各业的人。 These courses attract people from all walks of life. 28.他们正在研究如何在地震中更好的逃生。 They are studying better ways to survive in earthquake. 29.这种做法不符合我们的政策。 Such act would be in disaccord with our policy. 30.他称她为他最好的一半。 He refers to her as his better half. 31.我们所能做的就是培养自己去全力对付它，而不是去躲避它。 What we can do is to train ourselves to deal with it, not to avoid it. 32.他们设计将疾病控制在小范围内。 They manage to limit the disease within a small area. 33.我既没有钱也没有时间去旅行。 I have neither money nor time for travelling. 34.此外，购买新车也是主要消费之一。 In addition, purchasing a new car is also a major spending. 35.他的课业很好。 He is getting on well with his school work. 36.没有人确切地知道当初人们是如何学会保存食物的。 No one knows for sure how people first learned to preserve food. 37.她没有领会他话中的幽默。 She didn’t pick up on the humor in his words. 38.这是对我们共同度过的那些美好时光的留念。 This is a reminder of the good time we spent together. 39.每个国家、每个民族都有自己的历史文化传统。 Every country and every nation has its own historical and cultural traditions. 40.几年以后，那些山也将被树木覆盖。 In a few years’ time, those maintain will also be covered with forest. 41.光明的未来往往建立在对过去遗忘的基础之上。 The bright future will always be on the base of a forgotten past. 42.我们在父母家优美的环境中放松了一下午。 We spent the afternoon relaxing in the beautiful surroundings of my parent’s home. 43.我需要一把剪刀把这篇报纸文章剪下来。 I need a scissors to cue off the article of newspaper. 44.这是到目前为止我们所收到的最大一项捐赠。 This is the biggest donation we have received up to now. 45.我们对做这么多作业感到厌倦。 We are tired of doing so much homework. 46.拼写问题可能也和书写不整洁有关。 Spelling problems can be related to the untidy writings.

21世纪大学实用英语综合教程课文翻译及课后习题答案

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