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:

敬启者：

关于我方2000年8月8日第7904号销售确认书，我们很遗憾地告知你方信用证在写信时还没到。（2）这给我们带来很大的麻烦，因为我们已按上述所说的销售确认书的规定做好了装运的准备。（2）

你必须知道，一旦合同签署，合同的条款和条件就必须遵守，不遵守就意味着违约。（2）如果你查阅我方的销售确认书，你就可以看到这样的条款：（2）

“买方应在2000年8月30日前开出有关的信用证，每能做到的话，卖方保留撤消合同而不另行通知的权利。”（3）

你方所订的货物已备妥多时了，最近需求如此旺盛以至于我们难把货物留太久。（2）然而，考虑到我们之间友好的业务关系，我们还是打算等你们的信用证。该证必须在2000年10月5日以前到。（3）如我们没能及时收到你们的信用证，我们将取消销售确认书，并请你们退回我们代付的仓储费。（3）

非常感谢你们在这一方面的合作。（1）

在过去的五年中我方一直将贵方的电子打火机卖给巴基斯坦各地的批发商及各大商号。（2）我方的客户对贵方的很满意，因为产品的款式和颜色很适合我们的市场。（2）目前我们已建立起很多牢固的业务关系，并有极好的商务业绩。（2）

我们知道贵方在巴基斯坦没有代理商，所以我们想自荐担任贵方在该地的代理。（2）

我们建议订立独家代理协议，期限为3年。第一、第二、第三年的年销量分别为5万、6万和7万只。（2）此建议供贵方参考。（1）对成交了的业务，我们享有15%的佣金。（2）在协议有效期内，我方将不经营其他国家的同类产品或其他具有竞争性的产品。（2）代理协议所喊的区域只限于巴基斯坦。（2）

如贵方同意委托我方为独家代理，我们将不遗余力开拓贵房产品在巴基斯坦市场上的销路，并对此事做深入研究。（2）

盼望收到贵方积极的回复。（1）

贵方10月31日关于独家代理事宜的来函收悉，谢谢。（3）

我们赞赏贵方在巴基斯坦的推销我方产品而作的努力，并对贵方过去的业绩表示满意。（3）但经郑重考虑之后，我们认为现阶段委托贵方为代理的条件尚不成熟，原因是贵方函中所述的销售量太小，我们不能授予贵方代理权。（3）坦率地告诉你们，过去几年中，我们平均每年销售到贵国的货物数量大大超过你们函中所说的数量。（3）

虽然这样，请不要误解我们上面所说的，我们的话绝没有暗示有不满意。（3）假如贵方能够达到更大数量的销售额以证明有能力担任我方代理，则我们会十分愿意将代理权授予贵方。（3）

我们希望贵方会同意这点，并像以前一样向我们订货。（2）

敬启者：

感谢贵方5月3日对男女皮手套的订单，(1)同时感谢寄来的样品。(1)经核实，(1)皮质和做工符合我方的要求，(1)我们愿意订购下列货物。(1)

300双红色女士皮手套。(1)26规格成本运费加保险价，(1)每双5美圆。200双红色男士皮手套。(1)26规格成本运费加保险价，(1)每双6美圆。(1) 我方以贵方所接受的付货条款为盼，(1)见信用证20内发货，(1)如果该订单执行顺利，我方将订购更多的货物。(1)

中国进出口公司

敬启着：

布朗宁父子公司的指示以通过香港办事处收到， 我们已开出了以你方为收益人的金额是55，000美圆的不可撤消信用证。 有效期至11月30日。你们有权就布朗宁父子公司的2000吨钢向我按金额开出期限为60天的汇票。 你们的汇票必须随附下列单据，这些单据将在我们呈兑汇票是提交我们。提单一式三份，商业发票，保险单和原产地证。如你方履行信用证的条款，我方将呈兑并在到期时兑付本信用证项下的汇票。另外，如有要求，我们还可以按现行利率提供贴现的便利。

我们从中国银行国际业务部获知贵公司的名称和地址，并了解到贵公司是纺织品、布匹及普通商品的制造商及进出口商。我们愿将自己作为普通商品进出口商、中国农产品出口商、制造商代表和佣金代理商介绍给贵方。我们自1923年经营此业务，并可以毫不夸张声称对所经营的产品有丰富的经验。我们的业务银行为中国银行和香港的汇丰银行。你可向他们了解一切有关我方资信的必要材料。为了不久达成贸易，若能告知贵方的贸易条件并寄送有关印刷品，我方将不胜感激。希望此信能给双方带来长期有益的业务关系并盼答复。