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Chapter3I.QUESTIONS1.Throughwhatchannelscanwegettheinformationofthepartner?Tradedirectory,chamberofcommercebothathomeandabroad,banks,advertisementsinthenewspapersorperiodicals,introductionorrecommendationfromembassiesorconculates,theinternet,marketinvestigation,introductionfromotherbusinessfirmsorfriends,self-introduction…2.Explainthe“3C”principle,andgivethedetailedinformationaboutitThe3”C”principlereferstocapital,capacityandconductofthefutureclient.Capitalreferstoitsassets,profits,liabilities,andthecapitalturnover.Capacityreferstoitsmanagementcapacity,managementskillandcomprehensiveindex.Conductreferstoitscreditandreputation.II.TRANSLATION1.本公司有庞大的销售网点。Wehaveenormoussalesoutlets.2.由于贵行号与地址载于《化学药品》杂志上，我方遂致函，希望与贵方建立业务关系。AsyournameandaddresswerelistedinTheChemicals,wearewritingtoyouwithadesiretoestablishbusinessrelationshipwithyou.3.本公司是香港最大的食品贸易公司，在中国内陆有分公司与门市部。WearethelargestfoodtradingcompanyinHK,andhavebranchesorretaildepartmentsontheMainLand.4.我们发现有些展品质量优良，设计精美。Wefoundsomeoftheexhibitsfineinqualityandbeautifulindesign.5.本公司正在贵市寻找新的业务关系，若蒙将下列资料登载于贵刊上，将不胜感激。Weareseekingnewbusinessconnectionsinyourcityandwouldappreciateyourinsertingthefollowinginformationinyourpublication.B6.WecouldliketoreceiveyourfrankopinionaboutthefinancialconditionofShangyuanCannedFoodCo,Ltd.我们很想知道您们对尚源食品有限公司之财务状况的诚实看法。7.Wepromisedtokeepyouropinionsinthestrictestconfidenceandweassureyouthattherewillbeabsolutelynoleaks.我们保证将您的意见作最严格的保密，而且我们担保绝对不会泄漏。8.WehavenotdoneanybusinesswithDayuInc.inthelasttwoyears.过去两年来，我们和大禹公司没有任何生意上的往来。9.WearepleasedtotellyouthatHaojieInc.hassufficientcreditforyoutodobusinesswith.我们很乐意告知贵方豪杰公司有限公司有足够的信用让你们和它往来。10.Concerningpayments,theyareveryprecisewithoutanydelayandalwaysontime.就付款来说，他们非常准时，从来没有延误过。Chapter4I.1.Whatisusuallyincludedinanoffer?Usuallyanofferincludesthedescriptionsofthegoods,thepricesandallthenecessarytermsofsalesforthebuyer’sconsiderationandacceptance.2.Whatisthedifferencebetweenafirmofferandanon-firmone?Inafirmoffer,theexporteroftenpromisestosupplycertainquantityofgoodsatafixedpricewithinastatedperiodoftime.Othertermssuchasquantity,specificaions,packing,paymentmustbesufficientlyclearanddefiniteaswell.Afirmofferisbindingupontheseller:heisnotallowedtoreviseorwithdrawhisofferonceitisacceptedbythebuyerwithinthevalidity;heisobligatedtoenterintoacontractwiththebuyerwhenhisofferisaccepted.Anon-firmofferisanofferwithoutengagement.Unlikeafirmoffer,itusuallycontainsareservationclauselike“weofferwithoutengagement…”,“theofferissubjecttooutfinalconfirmation”,etc.,whichmakesitpossiblefortheoffertoberevisedorwithdrawnatanytime.3.Whyisimportanttoansweranenquirywithoutdealy?Becauseifyoufailtoprovidetheinformationneededwithoutdelay,youwillloseawould-becustomerwhoprobablyhaswrittentootherfirmsforthesameproducts.Yourcompetitorsmaysendhimtherequotationsatonce.1.承蒙坦桑尼亚驻北京大使馆商务参赞处介绍得知贵公司的名称地址。WeoweyournameandaddresstoCommercialCounsellor’sOfficeoftheTanzanianEmbassyinBeijing.2.我们是中国家用纺织品的主要出口商。WewouldliketointroduceourselvesasoneoftheleadingexportersofhometextileproductsinChina.3.现随函附上第3637号询价单并十分乐意得到贵方的报盘。WeareenclosingourNo.3637enquiryandareonlytoopleasedtoreceiveyouroffer.4.我们现有800打丝绸手帕的询价单一份。Wehaveanenquiryfor800dozensilkhandkerchiefs.5.请报贵方最优惠的青岛到岸价，并告知产品详细规格。PleasequoteusyourbestCIFTsingTaoprice,givingafullspecificaitonofyourproduct.6.Currentlyweareseekinganalternativesupplierofall-cottonunderwear.目前我们正在寻求全棉内衣的替代供货商。7.WeareverymuchinterestedinyourdigitalcamerasadvertisedintheNovemberissueofDataWorld.我们对贵方在11月份《数据世界》广告上介绍的数码照相机，深感兴趣。8.WehaverecentlyreceivedalotofenquiriesaboutyourSnoppystationeriesandwewouldliketoreceivesamplesandquotation.我们最近接到许多客户对贵公司的snoppy牌文具的询问，甚盼得到样品和报价。9.Weshouldbegratefulifyouwouldletushavebyreturnyourlowestpricesforthecaptionedgoods.关于标题项下货物，贵方如能函复最低价，将非常感激。10.Ifyouareinapositiontoofferproductsofthisquanlityatworkableprices,wemayplaceregularordersinthefuture.如贵方能以可行的价格提供此类质量的产品，以后我们将经常订货。Chapter51.Canyouacceptanofferbeyonditsvalidity?No,youcannot.Anofferisconsideredtohavelapsedifnotacceptedwithinitsvalidity.Anefforttoaccepttheofferbeyondthevalidityisonlyacounter-offerandrepensintoacontractonlyifitisacceptedbytheoriginalofferer.2.Whyisitappropriatetousethe“indirectapproach”todeclineanoffer?Becausetheindirectapproachfacilitatestheconveyingofthenegativeinformationwithoutjeopardizingthegoodwillyouwanttosustain.Ifyourthrowthebadnewsatthereaderrightaway,youruntheriskofputtingthereaderonthedefensive,whichmayaffecthisreactionstotherestoftheletter.3.Whatrolesdoesacounter-offerplay?Acounter-offerplaysdualroles:itisnotonlyarejectiontotheoriginaloffer,butalsoanewoffer.Thebuyercannolongeraccepttheoriginalofferwhenhehasmakeacounter-offer,unlesstheselleragrees.TRANSLATION1.贵方7月5日关于标题所列商品的询盘收悉，谢谢。WethankyouforenquiryofJuly5forthecaptionedgoods.2.现回复贵方5月6号就我方园艺工具所作询盘，寄去价格单和最新的目录单。Inreplytoyourenquiryof6Mayforyourgardeningtools,wearenowsendingyouourpricelistandthelatestcatalogue.3.如惠寄定单，我方将尽快办理。Yourorderwillreceiveourimmediateattention.4.本报价以我方最终确认为准。Theofferissubjecttoourfinalconfirmation.5.如能尽快答复，则不胜感激