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In the first letter，the buyer wants to make a change in payment terms in order to save some expenses.

The second letter is a simple reply in which the seller grants the buyer's request.

II.Additional notes:

1. make up ph. v.拼凑成，配齐;拟补

This shipment ismade up of 15 different types of goods.

此批货是由15种货物凑成。

2. deal vi.处理，对付，经营

We w ill dealw ith the question of agency in our next letter.

下封信我方将处理代理事宜。

We dealw ith in electronic computers of all types.

我方经营各种型号计算机。

3. facilitate v.使容易，便于

Please open your L/C immediately to facilitate our shipping arrangements.

请立即开立信用证以便我方安排装运。

注意:facilitate是使动作容易，而不是使人容易动作。

误:Thisw ill facilitate you to apply for the import license.

正:Thisw ill facilitate your applying for the import license.

4. grant v.答应，给予

They refused to grant us long-term credits.

他们拒绝给我方长期贷款。

grantable adj.可同意的，可授予的

Such privileges are grantable to joint ventures only.

此优惠仅给予合资企业。

常用结构:notify sb. of sth.

We have already notified the insurance agent at our end of the loss.

(or:We have already notified the loss to the insurance agent at our end.)

我方已将损失通知我地的保险代理。

III.Chinese version of the texts:

我们已经研究了你方关于新型化妆品的规格及价目表，并愿向你方订购随函所附之订单的货物。由于我们急需其中的几种，希你方能尽快配货并尽快发货。

过去我们一直以即期信用证方式与你方做生意。现在我们想提议一种不同的支付方式，即:当我们订购的货备妥待运，且舱位也已订妥时，请电告，我们当即电汇全部货款。原因是我们这样就能更有把握地向客户确保交货期，并能节省一大笔开证的费用。我们觉得这样对你们没有大的区别，却便于我们的销售，望你方同意此要求。

盼望你方确认我方订单并对新的支付安排给予肯定答复。

兹证实收到你方四月十五日关于我们新型油漆和清漆的订单。

你方所提的支付方式非常令人满意。你方订单中的所有商品均可供现货，一收到电汇货款当即包装出运。装船之后我们将立即直接航邮下列单据:

的黎波里到岸价发票一式三份

发票金额110%的保险单

请放心，我方将对你方此次及今后所有的订单予以及时办理。一俟所订货物装船，我们当立即传真告知方。

IV.Key to the exercises:

1. Com p lete the follow ing in English:

1) a. we are now in a position to offer various kinds of cosmetics

b. your initial order was loaded on board s/s Dongfeng on 25th May

c. the goods under the above contract have been ready for shipment. Please remit the full amount of the goods by T/T

2) a. full copies of shipping documents

b. our reference sample

c. a copy of our latest pricelist

3) a. airmailed our sample

b. drawn on you(a draft) at sight

c. remit you the full amount of the goods by T/T

4) a. promote our future business

b. turn out to the satisfaction of your customers

c. help you in securing lots of orders

2. Translate the following letter into English:

We are pleased to inform you that the 10 cases cosmetics under your Order No.123 have been shipped today on board s/s Dongfeng which is due to sail on or about the 25th of thismonth.

As agreed，we are sending you herewith the relative shipping documents.

We hope this trial order of the new products will turn out to the entire satisfaction of your customers and will enable you to obtain more orders in the near future.

3. Translate the following sentences into Chinese:

1)我们已按通常的付款条件向你方开具60天期汇票，并将汇票及装运单据交付我方银行。该单据将在你方按惯例承兑汇票时由渣打银行递交你方。

2)我方四月二十二日函中已通知你方，此批船货暂定发票金额为1 579 026.44美元，等值英镑金额为664 713.30镑。

3)我们希望提请你方注意，在此推销阶段，我们将考虑接受付款交单的支付方式作为特别的鼓励。我们相信这将非常便于你方的销售。

4)随函附去发票一份，金额计5 550港元并请注意我们已按发票金额开具了附有装运单据的见票30天付款的汇票。

5)我们已按合同规定开始生产你方订货，接到你方信用证后即能按时交货。

In the past，our purchases of steel pipes from you have normally been paid by confirmed，irrevocable letter of credit.

This arrangementhas costus a great deal ofmoney. From themomentwe open the credituntil our buyers pay us，it normally ties up funds for about four months. This is currently a particularly serious problem for us in view of the difficult economic climate and the prevailing high interest rates.

If you could offer us easier payment terms，it would probably lead to an increase in business between our two companies. We propose either cash against documents on arrival of goods，or draw ing on us at threemonths'sight.

We hope our requestwillmeetw ith your agreement and look forward to your early reply.

我方过去使用保兑的，不可撤销的信用证向你方购买钢板。

按此种方式支付，我方开支实为过大。从我们开出信用证到客户向我们付款，占压资金约达四个月之久。在目前的情况下，由于恶劣的经济环境及银行利息之高，这一问题使我们特别感到有压力。

如你方放宽支付条件，我们确信这一通融将给两公司带来更多的业务。我们建议采用货到后凭单付款或开具见票三个月付款的汇票向我方索款。

我方希望此要求能得到你方同意，盼早复。