Please make an offer for the bamboo shoots of the quality as that in the last contrat.

Make a firm offer after reading the following given letter on specific inquiry.

Dear Sirs,

We have seen your advertisement and are interested in your new product． (开门见山说明写信的目的)

Please quote us for the supply of the article, giving your price CIF Osaka, and let us have your earliest delivery date, your terms of payment, and discount for regular purchases． (直接向对方询盘)

We look forward to your early reply.

Make a non-firm offer after reading the following given letter of initial inquiry． Dear Sirs,

We have learned from Smith and company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.

We operate a quality retail business and although our sales volume is not large, we obtain high prices for our goods.

Would you please send me a copy of your handbag catalogue with details of your prices and payment terms？

We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.

Yours faithfully,

Dear Sirs,

This is to confirm your telex of 16 January, 2009 , asking us to make you firm offers for rice and soybeans CIF Singapore.

We telexed you this morning offering you 300 metric tons of polished rice at $2400 per metric ton, G&F Singapore , for shipment during March/April 2009． This offer is firm, subject to the receipt of your reply before 10 February 2009.

Please note that we have quoted our most favourable price and are unable to entertain any counter offer.

With regard to soybeans, we advise you that the few lots we have at present are under offer elsewhere． If, however, you were to make us a suitable offer, there is a possibility of our supplying them． As you know, of late, it has been a heavy demand for these commodities and this has resulted in increased prices． You may, however, take advantage of the strengthening market if you send an immediate reply.

听力原文：M: I'm looking for some sports shoes. Can you give me some advice？

W: That's what I'm here for, Sir. Could you tell me what size you take？

M: Of course, 41.

W: Ok, we have plenty of choices for you. What colour would you prefer？

M: I was thinking about red, but I am well known for fashion disasters!

W: Not at all. I think red is a very good choice. It is THE colour this season. How about these？

M: They are great. Can I try them on？

W: Certainly, just give me a moment while I get a pair in your size. Please, take a seat. I will be back in a moment.

M: They are really comfortable, and they look great. They are exactly what I was looking for. How much are they？

W: On special offer for 85 pounds. Just let me box them up for you. Please make your way over to the cash desk.

M: Do you accept credit cards？

W: Yes, we accept all major cards here.

(20)

A．Few things.

B．Not many things.

C．Plenty of choices.

D．Nothing in his size.

some deals with you soon．

Zhang: Mr． George, we are pleased to have the opportunity to meet you here in our company． After you have seen the presentations in our show room, would you tell me which particular items are really of interest to you？

George: I had studied your catalogue before I saw your presentations in the show room． We are interested in your silk dresses． I think there will be a prospective market for some of them in AmericA．Here is a list of our requirements, for which I hope to have your lowest offer, CIF New York．

Zhang: Thank you for your inquiry． Could you please let us know the quantity you require so that we can make the offers？

George: I'll do that． Meanwhile, would you give me an indicative price？

Zhang: SurE．Here are our FOB price lists． All prices in the lists are subject to our final confirmation． You will find the prices are reasonable．

George: What about the commission？

Zhang: Usually, our principle does not allow any commission．

George: From European suppliers, in the regular practice, we usually get a 3 to 5 percent commission for imports． You know, we do business on commission basis． Moreover, a commission will help us to promote sales．

Zhang: Well, if the order is really large enough, we may take the commission into consideration． I think it will be better to consult this when you order the goods．

George: OK． Then I will write down the quantity for each item on the enquiry list． Can you tell me when we can have your offer？

Zhang: Tomorrow morning． Could we meet again tomorrow afternoon for further details？

George: Fine．

运的发盘，但对方对我方发盘未作还盘，而一再请求我方增加数量，降低价格，并延长有效期。最后，荷兰商号接受我方发盘时，我方才发现因巴西受灾使该产品的产量受到影响，国际市场价格猛涨。通过分析下述双方的往来函电，讨论从本案中应该吸取的教训。

(1) 6.27 OUT：YOURS 26 OFFER SUBIECT REPLY IMMEDIATELY COMMODITY C514 200 MT RMBI，950 CIF ROTTERDAM IRREVOCABLEOPTION ON THIS PARCEL UNTIL TODAY 25TH JULY THEREFORE WE INSIST ON YOUR ACCEPTANCE OF OUR ORDER STOP WITHDRWAL OFFIRM OPTION CONTRARY TO INTERNATIONAL BUSINESS RULE STOPIF SOME SMALL PRICE INCREASE IS REQUIRED WE TRYRENEGOTIATE WITH CUSTOMERS HOWEVER WE CANNOTGUARANTEE RESULTS STOP EXPECTING YOUR CABLE BY RETURN

(11) 7. 29 OUT: YC25 300 MT OF COMMODITY C514 FORMERLY OFFERED REALLY SOLD APOLOGIZING MUCH BUT IN SUIT YOURREQUEST WE ENDEAVOUR MUCH IN SECURING 200 MT FROMSUPPLYING SOURCE AND NOW MAKE YOU AN OFFER ON 200 MT OFC514 AT RMB2,650/MT CANDF EMP SHIPMENT SEPTEMBER VALIDSUBJECT REPLY HERE 31/7

(12) 7.30 COME: YC29 COMMODITY C514 REGRETABLE COMPELLED RESERVE OUR RIGHTS ON ARBITRATION THROUGHFOREIGN TRADE ARBITRATION COMMISSION CHINA COUNCIL FORPROMOTION INTERNATIONAL TRADE AND POSSIBLY ALSOTHROUGH NETHERLANDS COMMODITY TRADE ASSOCIATION FORTECHNICAL ARBITRATIONS OR OTHER APPRECIATE AUTHORIZEDORGANIZATION STOP MUST INSIST OPEN EXECUTION CONTRACT ASPER OUR TIMELY ACCEPTANCE OF YOUR OFFER VIDE OUR CABLE22/7 STOP COOPERATING WE CAN AGREE SHIPMENT 300 MT AUGUSTSEPTEMBER INSTEAD PROMPT SHIPMENT AS CONTRACTED FAILINGWHICH CLAIMING RMB232,950 BECAUSE ACCORDING YOURINDICATION VALUE NOW RMB2,650 CANDF WHERE AS CONTRACTEDPRICE RMB1,900 CIF

(13) 8.2 OUT: REGARDING OFFER 300 MT COMMODITY C514 WHAT WE PROLONGED IN OC17 TIll 25/7 IS WE AGREE PROLONGTHE DURATION OF THE OFFER AND NOTHING WAS SAID SUCHBEING FIRM OFFER NOR IN ANY OUR PREVIOUS CABLE MENTIONINGSUCH BEING FIRM OFFER STOP AS OUR OLD CUSTOMER YOUSHOULD KNOW THAT OFFERS SUBJECT OUR FINAL CONFIRMATIONIS OUR USUAL PRACTICE STOP CONSIDERING OUR PAST ANDFUTURE FRIENDLY TRADE RELATIONS WE DID MAKE YOU ON 29/7FROM OUR NEW SUPPI.Y AN OFFER OF 200 MT AT RMB2, 650 BUTASTONISHED TO LEARN FROM YC30 RAISING QUESTION OF ARBITRATION STOP AFTER FURTHER RECONSIDERATION WEPREPARE OUOTE YOU PREFERENTIAL PRICE ON THIS NEW OFFER200 MT STOP PLEASE CABLE YOUR FRIENDLY OPTION THANKS

(14) 8.7 COME：YC2/8 C514 REGRET DISAGREE Y()UR VIEW AND REASONING BECAUSE WE REPLIED WITHIN TIMELY STOP WE HAVEYOUR OFFER FOR REPLY TILL 25/7 AND REPLIED TIMELY ON 22/7 ASRECOGNIZED BY YOU STOP AWFULLY SORRY HAVE TO CLAIMCORRECT EXECUTION OF CONTRACT

(15) 8.9 COME：C514 OC4/8 MISSlNG YOUR REPLY RUSH

(16) 8.12 OUT： YC7 CONSLDERING OUR FRIENDLY TRADING RELATIONS WE DECIDE SELLlNG YOU 300 MT C514 AT RMBl，900/MTCIF ROTTERDAM OF WHICH 200 MT SHIPMENT SEPTEMIBERREMAINING 100 MT SHIPMENT OCTOBER STOP PACKING SINGLEGUNNY BAG 75 KILOS NET PER BAG MARKING SELLERS OPTIONPAYMENT IRREVOCABLE LC SIGHT DRAFT

(17) 8.13 COME：YCl2 ACCEPTANCE YOUR DECISION

A.sale

B.sells

C.selling

D.sell

A.do

B.give

C.offer

D.make