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invoice value       underwriter        effect            as per bear              insure             premium          issued          on CIF basis                to your account

Lynd & Malory Co.

Marcus Square

London, E.C. 2

England

Dear Sirs,

In reply to your letter of the 3rd November enquiring about the insurance on our CIF offer for Double Offset Ring Spanners made to you on the 20th, we wish to give you the following information.

For transactions concluded ___1___ , we usually ___2___ insurance with The People’s Insurance Company of China against All Risks, as per Ocean Marine Cargo Clauses of The People’s Insurance Company of China, dated the 1st January, 1981. Should you require the insurance to be covered ___3___ Institute Cargo Clauses we would be glad to comply but if there any difference in ___4___ between the two it will be charged ___5___ .

We are also in a position to ___6___ the shipment against any additional risks if you so desire, and the extra premium is to be borne by you. In this case, we shall send you the premium receipt ___7___ by the relative ____8____.

Usually, the amount insured I 110% of the total ____9____ . However, if a higher percentage is required, we may do accordingly but you have to ___10____ the extra premium as well.

We hope our above information will provide you with all the information you wish to know and we are now looking forward to receiving your order.

                                         Yours faithfully

                                   China National imp. & Exp. Corp

Answers:

1. confirm   2. special discount    3.originals    4. for    5. in    6. stipulations       

7. conform  8. amendments 9. effect  10. on

1. on CIF basis  2. effect   3. as per   4. premium   5. to your account

6. insure   7. issued   8. underwriter   9. invoice value   10. bear

1. on CIF basis  2. effect   3. as per   4. premium   5. to your account

6. insure   7. issued   8. underwriter   9. invoice value   10. bear

Letter translation (20分)

With reference to our Sales Confirmation No.7904 dated August 8th, 2000, we regret to say that your letter of credit has not yet reached us up to the time of writing. This has caused us much inconvenience as we have already made preparations for shipment according to the stipulations of the said Sales Confirmation.

You must be aware that the terms and conditions of a contract once signed should be strictly observed, failure to abide by them will mean violation of contract. If you refer to our Sales Confirmation, you will see the clause reading:

“The Buyer shall establish the covering letter of credit before 30th August, 2000, failing which the Seller reserves the right to rescind the contract without further notice.”

The goods you ordered have been ready for quite some time and the demand of late has been so great that we find it hard to keep them for you any longer. However, in consideration of our friendly business relations, we are prepared to wait for your L/C, which must reach us not later than October 5

th, 2000. If we again fail to receive your L/C in time, we shall cancel our Sales Confirmation and ask you to refund to us the storage charges we have paid on your behalf.

Your co0operation in this respect will be appreciated.

    For the past five years we have been selling your Electronic Lighters to wholesalers and large dealers in all parts of Pakistan and our clients are very much satisfied with your products. The styles and colours are very much to the taste of our market. We have built up a considerable number of well-established connections with excellent business results.

As we understand that you have no agent in Pakistan, we would like to offer our services.

For your reference, we would propose a sole agency agreement for a duration of three years with annual turnover of 50,000, 60,000 and 70,000 pieces for the first, second and third year respectively. On all sales, we are entitled to receive a commission of 15%. During the validity of the agency agreement, we shall not handle any other foreign products of the same line and competitive types. The area to be covered by the agency agreement is confined to Pakistan.

If you agree to grant us the sole agency we will devote full attention to the development of your products on the Pakistan market and will go into the matter further.

We look forward to receiving your favourable reply.

Thank you for your letter of the 31st October in connection with sole agency.

In reply, we wish to state that we appreciate your efforts in pushing the sales of our Electronic Lighters in Pakistan and we are satisfied with your work in the past. However, after serious consideration, we do not think conditions are ripe to entrust you with the agency at the present stage as the sales volume mentioned in your letter under reply is too small for us to grant you the agency. To tell you frankly, the average annual quantity we sold to your country in the past few years is larger than what you mentioned.

In spite of this, please do not misinterpret our above remark, which in no way implies dissatisfaction. If a bigger turnover can be realized to justify establishing the agency we would like you to represent us.

We hope you will agree with on this point and continue placing orders with us as you have done so far.

   Dear Sirs,

Thank you for your offer of May 3 for men’s and women’s leather gloves and also for the samples you sent us.

Having looked over your samples, we found both the quality of the leather used and workmanship are up to our requirements. And we are pleased to place the following order with you:

300 pairs of women’s leather gloves in red color Size:No.26 each pair at US$5CIF Hamburg. 200pairs of men’s leather gloves in black. Size: No. 30,each pair at US$6CIF Hamburg.

Our order is subject to your acceptance of our usual terms of payment, within  20days after sight. If this order is executed satisfactorily, we shall be happy to place further orders with you.

Yours faithfully,

China National Import & Export Corp.

Manager

     Dear Sirs,

The instructions from Browning & Sons, received through our Hong Kong office, we have opened an irrevocable letter of credit  for $55,500 in your favor, valid until 30 November next. You have authority to draw on us at 60 days against this credit for the amount of your invoice upon shipment of 2000 tons of Steels to Browning & Sons.

Your drafts must be accompanied by the following documents, which are to be delivered to us against our acceptance of the draft， Bill of Lading in triplicate, Commercial Invoice, Insurance Certificate and Certificate of Origin.

Provided you fulfill the terms of the credit we will accept and pay on maturity the draft presented to us under this credit and if required, provide discounting facilities at current

rates.

We owe your name and address to the International Business Department of Bank of China,  through whom we learned that you are the manufacturers of Textiles, Pieces Goods and General Merchandise, and also that you are engaging in importing and exporting.

May we introduce ourselves as an Importer of all General Merchandise, Exporter of China Produce, and Manufacturers’ Representative and Commission Agent.

We have been in business since 1923 and can boast having vast and wide experience

in all lines we handle.

Our Bankers are Bank of China, and the Hong Kong and Shanghai Banking Corporation of Hong Kong, from whom you will be able to obtain all the information you may require in regard to our business integrity and financial standing.

We shall be grateful if you let us know your trade terms, etc. and forward samples and other helpful literature with a view to getting into business in near future. We hope this letter will be a forerunner to many years of profitable business to both parties and look forward to the pleasure of hearing from you.

Answers:

敬啟者：

關于我方2000年8月8日第7904號銷售確認書，我們很遺憾地告知你方信用證在寫信時還沒到。（2）這給我們帶來很大的麻煩，因為我們已按上述所說的銷售確認書的規定做好了裝運的準備。（2）

你必須知道，一旦合同簽署，合同的條款和條件就必須遵守，不遵守就意味著違約。（2）如果你查閱我方的銷售確認書，你就可以看到這樣的條款：（2）

“買方應在2000年8月30日前開出有關的信用證，每能做到的話，賣方保留撤消合同而不另行通知的權利。”（3）

你方所訂的貨物已備妥多時了，最近需求如此旺盛以至于我們難把貨物留太久。（2）然而，考慮到我們之間友好的業務關系，我們還是打算等你們的信用證。該證必須在2000年10月5日以前到。（3）如我們沒能及時收到你們的信用證，我們將取消銷售確認書，并請你們退回我們代付的倉儲費。（3）

非常感謝你們在這一方面的合作。（1）

在過去的五年中我方一直將貴方的電子打火機賣給巴基斯坦各地的批發商及各大商號。（2）我方的客戶對貴方的很滿意，因為產品的款式和顏色很適合我們的市場。（2）目前我們已建立起很多牢固的業務關系，并有極好的商務業績。（2）

我們知道貴方在巴基斯坦沒有代理商，所以我們想自薦擔任貴方在該地的代理。（2）

我們建議訂立獨家代理協議，期限為3年。第一、第二、第三年的年銷量分別為5萬、6萬和7萬只。（2）此建議供貴方參考。（1）對成交了的業務，我們享有15%的傭金。（2）在協議有效期內，我方將不經營其他國家的同類產品或其他具有競爭性的產品。（2）代理協議所喊的區域只限于巴基斯坦。（2）

如貴方同意委托我方為獨家代理，我們將不遺余力開拓貴房產品在巴基斯坦市場上的銷路，并對此事做深入研究。（2）

盼望收到貴方積極的回復。（1）

貴方10月31日關于獨家代理事宜的來函收悉，謝謝。（3）

我們贊賞貴方在巴基斯坦的推銷我方產品而作的努力，并對貴方過去的業績表示滿意。（3）但經鄭重考慮之后，我們認為現階段委托貴方為代理的條件尚不成熟，原因是貴方函中所述的銷售量太小，我們不能授予貴方代理權。（3）坦率地告訴你們，過去幾年中，我們平均每年銷售到貴國的貨物數量大大超過你們函中所說的數量。（3）

雖然這樣，請不要誤解我們上面所說的，我們的話絕沒有暗示有不滿意。（3）假如貴方能夠達到更大數量的銷售額以證明有能力擔任我方代理，則我們會十分愿意將代理權授予貴方。（3）

我們希望貴方會同意這點，并像以前一樣向我們訂貨。（2）

敬啟者：

感謝貴方5月3日對男女皮手套的訂單，(1)同時感謝寄來的樣品。(1)經核實，(1)皮質和做工符合我方的要求，(1)我們愿意訂購下列貨物。(1)

300雙紅色女士皮手套。(1)26規格成本運費加保險價，(1)每雙5美圓。200雙紅色男士皮手套。(1)26規格成本運費加保險價，(1)每雙6美圓。(1) 我方以貴方所接受的付貨條款為盼，(1)見信用證20內發貨，(1)如果該訂單執行順利，我方將訂購更多的貨物。(1)

中國進出口公司

敬啟著：

布朗寧父子公司的指示以通過香港辦事處收到， 我們已開出了以你方為收益人的金額是55，000美圓的不可撤消信用證。 有效期至11月30日。你們有權就布朗寧父子公司的2000噸鋼向我按金額開出期限為60天的匯票。 你們的匯票必須隨附下列單據，這些單據將在我們呈兌匯票是提交我們。提單一式三份，商業發票，保險單和原產地證。如你方履行信用證的條款，我方將呈兌并在到期時兌付本信用證項下的匯票。另外，如有要求，我們還可以按現行利率提供貼現的便利。

我們從中國銀行國際業務部獲知貴公司的名稱和地址，并了解到貴公司是紡織品、布匹及普通商品的制造商及進出口商。我們愿將自己作為普通商品進出口商、中國農產品出口商、制造商代表和傭金代理商介紹給貴方。我們自1923年經營此業務，并可以毫不夸張聲稱對所經營的產品有豐富的經驗。我們的業務銀行為中國銀行和香港的匯豐銀行。你可向他們了解一切有關我方資信的必要材料。為了不久達成貿易，若能告知貴方的貿易條件并寄送有關印刷品，我方將不勝感激。希望此信能給雙方帶來長期有益的業務關系并盼答復。