商务英语口语背景介绍.docVIP

1. What should be discussed when you make business Inquiries?Just around the main clauses of the contract: -Name of Commodity -(an indication of ) the price. FOB CIF CIFC5% -commission -validity -delivery -payment2. The Price ClauseThe price clause in a contract includes unit of measurement, unit of currency, unit price, portof shipment or destination. 合同中的价格条款一般包含：度量单位、货币单位、单价金额、装运港或目的港。Here is an example.$ 5,000 per set CIF London including 3 % commission每台5,000美元, CIF伦敦, 包括3%的拥金3. Shipping documents include insurance policy, invoice, packing list /weight memo,quality of certificate, Bill of lading. Three sets of documents: commodity documents(invoice-centered), insurance documents (insurance policy), transporting documents (B/L)European Main Ports is stipulated by the Shipping Association. It includes Genoa (Italy), Marseilles(France),Antwerp(Belgium), Rotterdam(Holland), London, Hamburg, Copenhagen(Denmark) etc.Notes:Packing list is used for machinery, light industry products Weight memo is used for substantial order such as fertilizer and beans.Friendly consultation, arbitration, litigationName of Commodity, QTY, Unit Price, Terms of Trade, Packing, terms of payment, Shipment, Claims and so on.4. Packing and Marking)Brainstorming: Why is packing also important in business?l To keep the cargo intact through the transportation. For example: ocean voyages may l damage the goods that are not properly packed. l To facilitate loading, unloading and stowage.l To prevent pilferagel To promote salesHow many packing materials do you know?Packing materials/ways of packing:1. Bale: material pressed together and tied with rope or metal wire, suitable for paper, wool, cotton, and carpets, etc.2. bag: made of cotton, plastic, paper or jute(黄麻纤维), ideal for cement, fertilizer, flour, chemicals, etc. e.g gunny bags, plastic-film bag3. Barrel/drum: made of wood, plastic or metal used for liquid or greasy cargoes4. Box/case: wooden in structure and of various sizes, and some are airtight, providing Strong protection for cargoes as equipment and car accessories.5. Glass container: used for dangerous liquid cargoes such as acids but needs careful handling6. Carton: now a very common form of packing particularly for consumer-type of products. It also aids marketing as words can be printed on them.Consumer goods7. Crate/skeleton case: wooden structure between a bale and a case used for light weight Goods of large cubic capacity and machinery.合同中包装条款一般规定包装方式、包装材料、包装规格、装运唛头和包装成本等。以下是几个例子：To be packed in strong wooden case (s) or in carton (s), suitable for long distance parcel post包裹邮寄/air freight transportation and change of climate, well protected against moisture and shocks.要求用坚固的木箱或纸箱包装，它们应适用于长途邮寄、空运，能适应气候变化，并能很好地防潮、 防震。In bulk；packed in the usual way; at sellers option; seaworthy and customary packing; the Sellers shall be liable for any damage of the commodity and expenses incurred on account of improper packing and for any rust attributable to inadequate or improper protective measures taken by the sellers in regard to the packing. One full set of service and operation manuals concerned shall be enclosed in the case(s).散装；按惯常方式包装；由卖方决定；适合海运的习惯性包装；卖方应承担因包装不良及保护措施不当所引起的货物损失及额外费用。包装箱内应包含一整套服务操作手册。In negotiating the packing clauses, both the seller and the buyer should pay attention to the following items:1. As the packing material and packing method are generally stipulated in the packing clauses of a contract, the use of some ambiguous terms such as seaworthy packing and customary packing should be avoided.e.g. The cargo should be packed in corrugated cardboard, suitable for ocean transportation.对商品的包装材料及方式，一般都在包装条款中订明，尽量避免使用“适合海运包装”、“习惯性包装”等含义不够明确的用语。1. Packing cost is usually included in the price, but it can be stipulated in the contract that the cost to be paid by the buyer if the buyer makes special request with regard to packing.Be borne byAt somebodys costFor somebodys account2. According to international trade practices, the shipping marks are designed and Determined by the seller. However, they can also be supplied by the buyer within a period of time before the date of shipment if the contract so stipulates. 2Shipping marks It is an important component of the Description of Goods, and a main condition of the sales contract.(1) to identify the cargo quickly(2) to comply with any regulations in force with regard to hazardous or dangerous cargo.（遵从危险货品的规定） (3)to enable the ship owners and the dockers etc. to sort out the consignment and to link up The cases with B/L, thus enabling the customer or the agent to effect prompt collection.In negotiating an import contract, the buyer should require the seller to follow the fundamental marking rules:1. Use blind marks 黑体字(esp. for goods susceptible to pilferage) unless it is not allowedaccording to the local regulations. Change the marks regularly in order to prevent the carelessness of the handlers. The names of the firms, consignees or consigners should be avoided as they indicate the nature of the contents. 2. Legibility字迹清楚. Marks for consignee, destination port and transshipment port Should be (1) large and clear in order to be identified clearly. (2) written with waterproof ink. (3) written on three faces of the packages, preferably side and/or end, and top. Letters should be at least two inches high.3. For special handling or stowage. The instructions should be given in the marks and the information of this should be written in B/L too.4. Caution marking. It should be permanent and easy to be read. ( use the languages of both the origin and destination countries.) The use of stencils is recommended for legibilitydo not use tags, cards or chopsticks.The marking clauses usually adopted are as follows: The sellers shall mark on each package with fadeless paint the package number, gross weight, net weight, measurement and the wordings:KEEP AWAY FROM MOISTURE, HANDLE WITH CARE, THIS SIDE UP etc, together with 图 唛头：通常由一个简单的几何图形和一些字母、数字及简单的文字组成。包括：（一）收货人/买方的英文缩写字母、简称。（二）参考号：如订单号、运单号、发票号（三）目的地（四）件号（五）原产地（六）体积/重量等图：U.F.P-initials of the importing/exporting company379-customers order/contract number1/6 up- case No.1 of a consignment of 6 casesCOPENHAGEN-port of destinationOther markings:“Fragile”(for case packing); “Use No Hooks”(for bags); “Keep Dry”; the warning signs for Any dangerous, explosive or corrosive products; the weight or measure of the packages, the name of the vessel or the origin of the goods.Lesson 5 shipment在进行国际贸易磋商时，买卖双方必须就装运时间、地点和目的地、能否分批、转运等问题加以商定，并在合同中签字。视具体情况，买卖双方应注意以下几方面事项：To conclude a deal/business/transactionTo finalize the dealInland waterwayMultimodal transport1) Time of shipment: 装运时间If the quantity involved is not big and there is supply available, the time of shipment can be madeshort. The seller may adopt prompt delivery or shipment. If the buyer is a new client, the seller should link time of shipment with the issuance of letter of credit, (e. g. shipment within 30 daysafter receipt of the L/C) issuing bank to issue/open/establish a L/Cto draw on somebody2) Port of shipment and port of destination:装运港和目的港They are connected with the price of the contracted goods and the responsibility for looking aftertransportation. Generally speaking, the port of shipment is suggested by the seller for the benefitof facilitating exportation and agreed to by the buyer. In the case of FOB contract, the port of shipment should be able to accommodate the vessel designated by the buyer. More often that not, there is one port of destination provided for in a contract. Sometimes, there is more than one port of destination that is named in a contract for the purpose of saving freight as requested by the buyer. But one port of destination has to be confirmed by the buyer before the shipment is effected.3) Partial shipment and transshipment: 分批装运和转运Generally speaking, in case there is large volume involved and there is difficulty in chartering ships, the seller should strive to allow partial shipments and transshipments in a contract to avoid possible difficulty in making delivery. On the part of the buyer, effort should be made to avoid partial shipments and transshipment for they lead to longer time for delivery and extra expenses.4) Shipping advice: shipping instruction 装运须知The sellers shall, immediately upon the completion of the loading of the goods, advise by fax/telexthe buyers of the contract No., commodity, quantity, invoice value, gross weight, name of flight and date of sailing, etc. In case the buyers fail to arrange insurance due to the sellers not having advised in time, all losses shall be borne by the sellers. For somebodys accountAt somebodys costThe role of forwarding agent:Forwarding agent is needed for small organizations or those new to exporting because of the following advantages: 1) They know special knowledge of various modes of transportation and relative freight and Carriage rates. 2) They are familiar with the changing conditions at ports and the requirements of the customs authorities.3) The consolidation of a number of cargoes from different exporters into one consignment makes transportation more economical. They charge the exporter for a service fee based on a percentage of the freight charge.The further you are from a metropolitan port, the more dependent you are on the freight forwarder or customs broker.Lesson 3 On payment and deliveryA. Payment Instruments 支付手段1. Currency 货币In international trade, the currencies to be used are generally the currency of the sellers country,the currency of the buyers country and the currency of the third country. When selecting a currency for payment, its convertibility and stability should be well considered. The seller should choose the stable or appreciating currency, while the buyer should opt for a relatively weakor depreciating currency. 2. Bill of Exchange/Draft 汇票Drafts are a popular and common method of financing. A draft is a written instrument drawnby one party (exporter) on a buyer for certain sum of money at sight or at some definite future time.II. Payment Methods 支付方式1. Remittance汇付The buyer remits the money to the seller through banks respectively located in the buyers or thesellers offices. It consists mainly of mail transfer (M/T) and telegraphic transfer (T/T). 2. Letters of Credit 信用证It goes without saying that you, the exporter, want to be paid as quickly as possible, whereasyour overseas customer may well want to defer payment for as long as possible. The answer, of course, is credit.In third world countries, letters of credit are the rule in conducting export sales. A letter of creditis a financing instrument opened by a foreign buyer with a bank in his or her locality. The letter of credit stipulates the purchase price agreed upon by the buyer and seller, the quantity of merchandise to be shipped, and the type of insurance coverage to protect the merchandise duringshipment. (什么是符点？)The letter of credit names the seller as beneficiary (that is, you are the party who gets aid) and identifies the definite time period the terms remain in force.(validity)The letter of credit authorizes the buyers to pay when all the stipulated conditions have been met. Most export letters of credit are made payable in China.Letters of credit are most often used when initiating business with a new account, when a checkof the importers credit/financial standing reveals it would be unwise to make shipment on a lesssecure basis, or when large purchases are requested by an unknown buyer. When dealingwith established accounts, letters of credit can become burdensome, especially consideringthe competitive financing terms available today. For example, an European company recently made a large sale of aluminum cable to a Mexican company, even though their price was higherthan that of a competing US firm. The deciding factor in closing the deal was not the price but the credit extended by the European company, with the assistance of its government, to financethe installation over an extended period of time. This story illustrates a common practice in international trade. You can conclude more sales if you offer better terms. To be successful, theseller must often offer his established accounts something better than letter of credit terms.3. Collection 托收It is a payment method by which the seller issues a draft on the buyer after the seller makes/effectsdelivery, and then entrusts a bank to collect the payment on the behalf of the seller.它是出口商发货之后，开具以进口商为付款人的汇票，委托银行代理货款的结算方式。When using collection as the payment method, the seller and the buyer usually agree beforehand that the transaction will be on a sight draft basis or perhaps on a 60-or 90-day deferredpayment basis (60 S/D, D/A). The overseas importer orders merchandise directly from the seller,and the seller arranges to ship the goods. The seller then takes out shipping documents and hisown draft, drawn on the importer, to the sellers bank. The sellers bank forwards all documentsto its correspondent bank overseas. This overseas bank notifies the importer when the documentsarrive. If terms are payment at sight, this arrangement would be called a sight draft document against payment (S/D, D/P), and the importer would be required to pay immediately to obtainthe shipping documents so he or she can pick up the goods.使用托收作为支付方式时，卖方和买方已事先同意交易将在即期付款或者60天或90天远期付款(D/A)的基础上进行。海外的进口商直接向卖方订货，卖方安排货物运输。卖方将运输单据和以进口商为付款人的汇票交给银行，该银行将单据寄给海外的往来银行，由这家海外银行通知进口商单据已经到达。如果是即期付款条件，这个过程即称为即期付款交单(S/D，D/P)，进口商必须立即付款赎单，以便提货。However, if importer has agreed to accept (pay later) (D/A) the draft, he or she is permittedto obtain the documents by accepting the draft and the merchandise, but is not obliged to make payments until the draft matures (e.g. 60 days D/A). The exporter will, of course, have establishedcredit locally and made arrangements with his or her bank prior to undertaking the shipment.但是，如果进口商同意“承兑”(晚些时候付款) (DA)汇票，他在承兑后即可得到单据，前往提货，在汇票到期时方需付款(如：60天DA)。当然，出口商要在当地确立信誉，在安排运输前向其银行申请开出汇票。III. Terms of payment1. Pay in advance预付货款(1) cash with order 随订单付款suitable for 适于： when the market is skyrocketing卖方市场when the order is from politically unstable countries; financially unstable customers goods are specifically made for a new customer money is tied up when making the preparation(2) cash in advance: cash payment before shipment. 发货前付款It is not easy to be achieved, the exporter can ask for: eg. One third of the payment when signing the contract,接受订单签合同时收取1/3款One third of the payment when the goods are ready for dispatch,货物备妥装运时收1/3One third of the payment when the goods reach the destination.货抵买方时收1/3(3) Means of remitting money：remittance 汇款方式eg. M/T=Mail Transfer T/T= Telegraphic Transfer 2L/C(1)Reasons for opening L/C： The exporter is not aware of the clients financial status. The importing country is in weak financial position or lack of hard currency. market is declining in the price of the commodity.(2)Advantages：It is the bank credit. The exporter could receive the money quickly and safely.The importer could get the shipping documents on schedule. (3) procedures1 Applicant 1 beneficiary (importer) (exporter) 8 2 4 5paying bank issuing bank 3 advising bank negotiating bank 6 71.Both parties reach an agreement to effect payment by L/C.2.The importer applies for the L/C, fills out the application form and pays the deposit.3. The issuing bank establishes the L/C and sends it to the advising/notifying bank.4. The advising bank checks the L/C. After checking, the bank sends it to the exporter.5. The exporter checks the details of the L/C. If they are in conformity with the contract, the exporter effects shipment, makes the shipping documents ready, opens the draft and sends it to the negotiating bank for negotiation. If the shipping documents conform to the L/C, the bank should advance the payment to the exporter after deducting the interest according to the value of the draft.6. The negotiating bank remits the draft and the shipping documents and asks for payment.7. The paying bank checks the shipping documents and pays the sum to the negotiating bank.8. The issuing bank advises the importer to effect payment in order to get the shipping documents.4.L/C could facilitate the financing for both parties.(4) Types Revocable L/C 劣：货物备货中或装运前撤销，出口方损失巨大。适于：affiliated companies(联营公司) or old customers that has good business financial standingsIrrevocable L/CConfirmed L/C 保兑信用证 适于；出口方对国外开证行不信任或不了解其资金实力时 Unconfirmed L/C 适于：开证行资信好，实力强或成交金额不大Sight L/C 出口人迅速收汇Usance L/CTransferable L/C 适于：出口方做为中间人（L/C 第一受益人），必须从第三方如manufacturer （L/C secondary beneficiary）取得货源而又无资金直接购得货物下： 只可转让一次； 除L/C金额, 单价，L/C效期，装运期可变外，其它需和原证保持一致。Non-transferable L/CRevolving L/C 适于：买方从卖方定期连续购买的反复交易。 Place repeat orders优：一张L/C，多次使用，免去新开L/C的麻烦Standby L/C 适于：开证申请人未必履行付款义务时，开证行承担付款义务3Collection definition: exporter authorizes the bank to collect money from the importer (单据，汇票及银行如何从进口人收款的详细指示)parties involved: 出口人(