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(A) The letter isw ritten by an overseas customer interested in Chinese stainless-steel cutlery. In the letter，the w riter asks for payment by D/A as he is in the stage of opening up themarket. As we know，D/A terms are favorable payment terms in our foreign trade. As for new customers，we don't allow such accommodation in general as the terms are only given to the trusted clients and agents.

(B) In the second letter the seller refuses the buyer's request for D/A payment because his products are enjoying fast sales everywhere.

II.Additional notes:

1. prospect n.展望，希望;(常用复数)前景

Business prospects in the Special Economic Zones are favorable.经济特区的前景很好。

prospective adj.有望的

We have just located a prospective avenue for the sale of cameras.

我们已经找出相机销售的好方法。

2. count on ph. v.指望，依靠

类似的表达方式有:

They counted on imports to stimulate their economy.

他们指望进口能刺激经济。

3. on one's own account ph. prep.为自己的利益，自负盈亏

类似的表达方式有:

for one's own account某人自己花钱

We have bought the goods for our own account.

这些货物是我们自己(花钱)买的。

We bought the goods for the account of the company.

我们买的这些货物是记公司的账。

The additional chargesw ill be for buyer's account.

额外费用由买方承担。

4. assume v.设想，假定;承担

assume作“设想”，“假定”解与presume(v.推测，认为)意思相近，但assume只是假设，而presume含有相信的意思，此外，以that从句为宾语时，assume后面的that不能省略，presume后面的that则往往省略。比较:

We did notmake you any offer because we assumed that you were not interested.

Since you did not reply to our letter，we presume you are not interested.

assumption n.设想，假定

Your assumption that themarketwould soon take a turn for the better proved incorrect.

你方认为市场不久会有所转变的设想证实是不正确的。

presumption n.推测，假定;冒昧

Your presumption thatwe have covered our requirements elsewhere is not quite right.

我方已从其他地方满足我方需求的推测是不太正确的。

III.Chinese version of the texts:

我们是科威特最大的百货公司。最近收到许多对你们不锈钢刀具的询价。我们认为这类(种)刀具的销售有良好的前景，但目前在此地尚鲜为人知。我们还不能寄希望于在正常的销售，因此感到不能自负盈亏销货。

为此现致函建议你方以承兑交单方式发来一批试销售。我们提此建议是希望在打开销路后，向你方正式订货。

我们相信，我们的建议提供了良好的前景。关于我方资信状况，你们可以向我们的银行，即科威特国家银行核实。

感谢你方二月九日来函，我们认真考虑了你方关于以承兑交单方式得到一批试销货的建议。兹告知，为促进交易，我们最多只能破例接受即期付款交单方式作为尝试。

接受我们的建议，你方不会承担任何风险，因为我们的刀具素以良好的质量、新颖的式样及合理的价格而闻名。这种刀具在其他国家销路很好，我们认为在你们商店也会畅销。

如果你方对我们的建议有兴趣，请来函，我们将进一步与你方联系。

IV.Key to the exercises:

1. Translate the following sentences into English:

1) Under no circumstancesw ill themiddlemen buy goods on their own account.

2) All the expenses prior to shipment are for the seller's account.

3) An importer in Kuwait asks us to send him a trial delivery for sale on D/A terms.

4) You may approach the Barclays Bank，London，about our standing.

5) At present we cannot count on regular sales，but we believe that the prospects of selling Chinese stainless-steel cutlery are bright.

6) Our cutlery is enjoying fast sales in the Kuwaitmarket.

7) You will assume no risks in selling the cutlery as it is themost popular item.

8) When the market for this item is established，we shall place orders w ith you in large quantities.

2. Translate the following letter into English:

We have received your letter of Feb. 9th requesting us to send you a trial delivery of our cutlery on D/A terms.

As is known to all，the payment for our goodsmust bemade by confirmed，irrevocable L/C at sight. We，therefore，can hardly meet your request. However，in view of your w illingness to push sales of our products，we exceptionally accept60 days'sight L/C. We hope that this special accommodation will certainly be helpful to you in making a favourable decision.

We await your reply so thatwe can make further negotiation.

3. Translate the follow ing letter into Chinese:

我们于十一月二十二日向新加坡劳逊百货公司发运了2 000打“英雄”自来水笔。对该公司的情况我们一无所知，也无从核实其资信情况，因此我们认为以承兑交单方式将单据交给该公司是不明智之举。

为此，将以该收货人为抬头的即期汇票连同提单和保险凭证随函附寄你行，请你方安排新加坡的业务往来行在交出单据前收取应收的货款，并在收款后通知我方。

Your fax of December 13 has been received w ith thanks.

We basically agree to your proposal that paymentbemade by L/C at30 days'sightwhich is to be issued once the production for your order has started.

As the Rechargeable Electric Drillers you require are to bemade according to your specifications，new dies have to be specially built and also the deviceswill have to bemade.

Considering the risks，which might occur during the relatively lengthy lead time，we required that 5% of the total amount of the proposed deal be paid in cash on the very day the relevant contract is signed. The balance of USD 45，000 is to be covered by a 30-day usance L/C，which must reach us45 days before the shipment date.

We trust that this slight alteration w ill meet your approval，and let's look forward to a happy cooperation between our two firms.

兹收到你方12月13日传真，为感。

我方基本同意你方采用30天期信用证付款的要求。生产一旦开始，该信用证就应被开出。

由于你方所需的充电电钻机是按你方规格生产，因此我方要特备模具和设备。

考虑到从订货到交货较长的时间风险，我方要求合同一经签订你方就现金支付全部金额的5%。剩余的45 000美元由30天期信用证支付，该信用证应于装运期前45天抵达我方。

我方相信此微小变动能得到你方批准，期待我们之间愉快地合作。