有关商务英语的PPT课件

商务英语 BusinessEnglish ZHANGRUIXUE张瑞雪 教材 马龙海 李毅 商务英语视听说 北京 外语教学与研究出版社 2011 考核方式 平时成绩30 期末成绩70 期末考核形式 待定 Unit2MakingInquiries WordTips Viewing 4 2 3 Contents Synopsis 5 Exercises Aninquiryisarequestforinformationonthesupplyofcertaingoods 询盘是买方针对特定的商品向卖方做出的询问 Ininternationaltrade aninquiryisusuallymadebyaprospectivebuyerwithoutengagement He Shemaysendaninquirytoasellerinvitingaquotationorsimplyaskingforsomegeneralinformationconcerningthegoodsinwhichhe shetakesinterest 在国际贸易中 询盘通常是没有约束力的 买方可以请卖方对他 她感兴趣的商品进行报价 也可以只是征询一些普通信息 Inquiries 询盘 Synopsis JacquesistheownerofaseasideresortinNewZealand Thebuyer RockyistheownerofasmallcompanythatmanufacturesspeedboatsintheU S Theseller JacquesishavingatelephoneconversationwithRocky Theyaretalkingaboutorderingthespeedboats Thesetting WordTips Viewing Replay Script Jacques Goodmorning isthatRockyspeaking Rocky Morning thisisRocky IsthatJacques Jacques Yes Rocky Nicetalkingtoyouagain How stheweatherinyourpartoftheworld Jacques Terrific Sunny 28 lightbreeze Rocky Stop Ican ttakeanymore It ssnowinghere So whatcanIdoforyou Jacques Jacques IneedacoupleofyourQ2000speedboatstorenttomyguests Canyougivemeaquote Rocky Let ssee Uh thelistpriceisUS 6 500 You reavaluedcustomer so I llgiveyoua10 discount Jacques That sveryreasonable Doyouhavetheminstock Rocky Surewedo Wesetupnewinventorycontrolslastyear sowedon thaveanybacklogsanymore 报价 Script Jacques That sgood Thetouristseasonisjustaroundthecorner soIneedthemprettyquick What stheearlistshippingdateyoucanmanage Rocky Theycanbereadyforshipmentintwotothreeweeks Jacques Perfect What sthetotalCIFprice Rocky Rocky Hangon ThepricewillbeUS 7 850toyourusualport Dowehaveadeal Jacques Youbet Sendmeafaxwithalltheinformation andI llsendyoumyorderrightaway I llorganizealetterofcredit asusual Sametermsasalways Rocky Ofcourse Jacques Great Rocky Bye Waitaminute Pleasesayhellotoyourfamilyforme Rocky Thankyouandthesamegoesforme Bye Jacques Cost Insuranceandfreight 到岸价 当然 没问题 信用证 外贸上收汇用的 Exercises Jacquesneedsacoupleofspeedboatsto1 andasksRockytogivehim2 Sincethetouristseasonisjust3 heneedsthegoodsprettyquick Aftertheyhaveadeal Jacqueswillpayby4 ThelistpricethatRockyoffersis5 andhewillgiveJacquesa6 ThetotalCIFpricetheyagreeonis7 Thegoodscanbereadyforshipmentin8 renttohisguests quote aroundthecorner aletterofcredit US 6 500 10 discount US 7 850 twotothreeweeks Unit3PlacinganOrder WordTips Viewing 4 2 3 Contents Synopsis 5 Exercises Aftertheexchangesbetweenthebuyerandtheseller thebuyermayissuearequesttopurchaseaspecifiedamountofgoods 订货是买卖双方经过系列磋商后 买方向卖方发出订购一定数量货物的请求 Aformalordershouldcontain nameandarticlenumber qualityandspecifications quantity delivery unitpriceandtotalamount termsofpayment etc 正式的订单一般包括 商品的名称 货号 质量 规格 数量 交货条件 单价 总额和支付条件等 Orders 交流 ASampleBusinessContractDate 日期 ContractNo 合同号 TheBuyer 买方 TheSeller 卖方 TipsonNegotiating TheBuyeragreestobuyandtheselleragreestosellthefollowinggoodsontermsandconditionsasstipulatedbelow 双方同意按下列条款由买方售出下列商品 Thiscontractismadebyandbetweenthebuyerandtheseller wherebytheBuyeragreestobuyandtheSelleragreestoselltheunder mentionedgoodssubjecttothetermsandconditionsasstipulatedhereinafter 本合同由买卖双方订立 双方同意按照下述条款购买出售下列货物 TipsonNegotiating 规定 取决于 根据 在下文 1 NameofCommodity 商品名称 2 Quantity 数量 3 Unitprice 单位价格 4 TotalValue 总价 Shipmentquantity moreorlessallowed 装运数量允许有 增减 5 Packing 包装 6 Countryoforigin 原产国 7 Insurance 保险 TipsonNegotiating TipsonNegotiating Tobecoveredbythe for110 oftheinvoicevalueagainst 由 方负责 按本合同总值110 投保 险 Example TobecoveredbytheSellerwith110 ofshippedvalueagainstAllRisks WarRiskfromtheportofshipmenttotheportofdestination 由卖方按所装运价值的110 投保一切险 战争险从装运口岸至目的口岸 发票 8 TimeofShipment 装运时间 Example Nolaterthan 不迟于某天WithinahalfMonthsAfterReceiving90 oftotalcontractvalue 收到90 货款后半月内9 Portofloading 装运口岸 10 PortofDestination 目的口岸 11 Marking ShippingMark 唛头 portofdestination packagenumber箱号 gross毛重andnetweights净重andmeasurements尺寸 Keepawayfrommoisture 防潮 Handlewithcare 小心轻放 Thissideup DONOTSTACKUPSIDEDOWN 此面向上 TipsonNegotiating 12 TermsofPayment 支付条款 PaymentbyT T Within10daysafterthecontractissigned theBuyershouldpaytheSellerbyT Tforanamountequivalentto90 NinetyPercent ofthetotalcontractvaluesay usDollarsOneHundredThirteenThousandfourhundredOnly US 113 400 00 Within15daysafterreceivingabovementionedmoneytheSellershallshipthegoodsandpresentthedocumentsstipulatedinClause13hereof T T A 买方在合同签订后10天内将合同总金额的90 US 113 400 00 电汇给卖方 卖方收到此款后15天内发运货物 并向买方提供 13 款所列单据 TipsonNegotiating Telegraphictransfer电汇 相等的 在文件中 12 TermsofPayment 支付条款 TipsonNegotiating Thebalancefor10 shouldbepayableagainst FinalAcceptanceCertificate signedbytheEnd Userwithin10daysaftersignature B 10 货款凭在最终用户签署了 货物最终接受证书 后10天议付 余额 以 作为交换 13 Documents 单据 TipsonNegotiating A TheSellershallpostthefollowingdocumentstotheBuyer A 卖方应将下列单据寄给买方 1 FullsetofNegotiableCleanonBoardOceanBillsofLadingandmadeouttoorder blankendorsed marked FreightPrepaid andnotifyingtheBuyer 1 全套可议付的清洁已装运海运提单 空白抬头 空白背书 标明运费已付 并通知买方 13 Claims 索赔 Within90daysafterthearrivalofthegoodsatdestination shouldthequality specification orquantitybefoundinunconformitywiththestipulationsoftheContractexceptthoseclaimsforshall onthestrengthoftheInspectionCertificateissuedbytheStateAdministrationforEntry ExitInspectionandQuarantineofP R C orthesiteinspectionreportissuedbytheseller sengineer havetherighttoclaimforreplacementwithnewgoods orforcompensation andallexpenses suchasinspectioncharges freightforreturningthegoodsandforsendingthereplacement insurancepremium storageandloadingandunloadingchargesetc shallbebornebytheSellers Asregardsquality theSellersshallguaranteethatifwithin12monthsfromthedateofsigningtheacceptancereportofthismachine damagesoccurinthecourseofoperationbyreasonofinferiorquality badworkmanshiportheuseofinferiormaterials theBuyersshallimmediatelynotifytheSellersinwritingandputforwardaclaimsupportedbyInspectionCertificateissuedbytheStateAdministrationforEntry ExitInspectionandQuarantineofP R C TheCertificatesoissuedshallbeacceptedasthebaseofaclaim TheSellers inaccordancewiththeBuyers claimshallberesponsiblefortheimmediateeliminationofthedefect s completeorpartialreplacementofthecommodityorshalldevaluatethecommodityaccordingtothestateofdefect s IftheSellersfailtoanswertheBuyerswithinonemonthafterreceiptoftheaforesaidclaim theclaimshallbereckonedashavingbeenacceptedbytheSellers 货物抵达目的地后90天内 如果质量 技术规格或数量发现与合同的规定不符 除过保险公司和运输公司的责任所负 买方应该依据中华人民 TipsonNegotiating 13 Claims 索赔 14 ForceMajeure 不可抗力 TheSellersshallnotbeheldresponsibleforthedelayinshipmentornon deliveryofthegoodsduetoForceMajeure whichmightoccurduringtheprocessofmanufacturingorinthecourseofloadingortransit TheSellersshalladvisetheBuyersimmediatelyoftheoccurrencementionedaboveandwithinfourteendaysthereafter theSellersshallsendbyairmailtotheBuyersfortheiracceptanceacertificateoftheaccidentissuedbytheCompetentGovernmentAuthoritieswheretheaccidentoccursasevidencethereof UndersuchcircumstancestheSellers however arestillundertheobligationtotakeallnecessarymeasurestohastenthedeliveryofthegoods Incasetheaccidentlastsformorethan10weeks theBuyersshallhavetherighttocanceltheContract 对于制造或装船运输过程中可能产生的不可抗力而造成的迟交货或不能交货 卖方可以不承担责任 卖方应立即在不可抗力产生的十四日内将有关情况通知买方 并且卖方应用航空邮件将有关政府当局部门出具的证明不可抗力产生的文件寄送给买方 在此情况下 卖方仍应尽最大努力采取各种措施促使货物的发运 如果事故持续十周 买方有权取消该合同 TipsonNegotiating 15 Arbitration 仲裁 AlldisputesarisinginconnectionwiththisSalesContractortheexecutionthereofshallbesettledbywayofamicablenegotiation incasenosettlementcanbereached thecaseatissueshallthenbesubmittedforarbitrationtotheChinaInternationalEconomicandTradeArbitrationCommissioninaccordancewiththeprovisionsofthesaidCommission TheawardbythesaidCommissionshallbedeemedasfinalandbindinguponbothparties 凡因执行本合同或有关本合同所发生的一切争执 双方应以友好方式协商解决 如果协商不能解决 应提交中国国际经济贸易仲裁委员会 根据该会的仲裁规则进行仲裁 仲裁裁决是终局的 对双方都有约束力 16 OtherTerms 其他条款 TipsonNegotiating Synopsis Mrs BeckeristhePurchasingmanagerofaCanadiangiftscompany Thebuyer Mr TianisthemanagerofanimportandexportcompanyinWenzhou Theseller Mrs BeckerhasmadeanorderforChrismasgiftswithMr Tian scompany ShecomestoWenzhoutoconfirmsometermsinthecontractwithMr Tian Thesetting WordTips Viewing Replay Script Mrs Becker Goodmorning I mMrs BeckerfromBranGifts Wegaveyouanorderforchristmasgiftsonthethirddayofthetradefair Doyouremember Mr Tian Ofcourse Nicetoseeyouagain Mrs Becker Haveaseat please We vefaxedyouthedraftcontract right Mrs Becker Yes Iwentthroughitverycarefullyyesterday AndIhavesomepointstodiscusswithyou Mr Tian OK noproblem Let sgetthedraftprintedoutandgooverthedetailsinthemeetingroom Theygointothemeetingroomwiththedraftcontractinhand Mrs Becker First there saspellingmistakeinourcompany saddress BranGiftsCompany F21 26BusinessBuilding WorldTradePlaza Toronto Canada It sB R A N notBrain andWorldTradeplazainsteadofworldTradeCenter Mr Tian I msorryaboutthat Iguessitwasatypingerror butIshouldhavenoticedit Script Mrs Becker Noproblem Let sconfirmthecommoditiesIorderedandthepriceswesettledon Alltogether therearesixitemnumbers ZWS10A ZWS10B ZWS10C ZWS10D G35andXG7 Wewant1 000cartonsofeach There snoproblemwiththepriceofthefirstfour US 6perpiece ButIrememberweagreedthepriceforG35andXG7atUS 18andUS 21 50respectively butitsaysdifferentlyonthedraft MR Tian Oh youareright ImusthaveforgottenthatwechangedthemtoCIFTorontoatUS 18andUS 21 50fromtheoriginalFOBShanghaiatUS 14andUS 17 50attheendofourlastnegotiation I llaskmysecretarytomakethechanges Iapologizeformybadmemory Imustbegettingold Anyotherproblems Mrs Becker Nevermind Ithinkeverthingisalrightwiththepackaging First you llputthejellycandlesinabrownboxandthenputthebrownboxinacarton Butpleasemakesureeachjellycandleiswrappedwithfoil MR Tian OK AndallthegoodsmustarriveinTorontobeforeSeptember10 2005 right FreeOnBoard 离岸价 果冻 胶状物 箔 金属薄片 Script Mrs Becker Yes andasperourlastdiscussion theinsurancewillbecoveredbyyoursidewith110 oftheinvoicevalueagainstallrisks Mr Tian Yes wehavestipulateditclearlyhere Andyousee wemadechangesinthetermsofpayment Previously yousaidthatpaymentistobemadebyD P Thisisnotourpractice Weprefertohavethepaymentmadebyaconfirmed irrevocableletterofcredit ThismustreachusbytheendofAugustandwillremainvaliduntilthe15thdayafterthedateofshipment Mrs Becker Sincethat syourgeneralpractice we llacceptit Onelastthing IwanttoremindyoutopleaseprovideuswiththeQualityanduantityInspectionCertificateissuedbytheChinaCommodityInspectionBureau Mr Tian ButwediscussedtheQualityandQuantityCertificatebefore Youcouldbesurethatwealwayshonorcontracts Ourcommercialintegrityisdependentonthat Mrs Becker Iknowyourproductshaveagoodreputation ButWhatdowedoifthegoodsarefoundbrokenorshortonarrival Thisisthebestwaytosafeguardusall Mr Tian Ifyourequirethat wecangiveittoyou However Iassureyouthatit snotlikelytohappen OurgoodsmustbeuptoexportstandardsbefortheInspectionBureauletsthempass 规定 明确要求 即期不可撤销信用证 Script Mrs Becker Ihaveeveryconfidencethatwewillhaveasuccessfulandlong termworkingrelationship Everthingseemsclearnow Mr Tian OK thenwe llrevisethecontracttonightandgetitreadyforyoutosigntomorrowmorning IsthatOk Mrs Becker Thatwouldbefine Thanyou Exercises Watchthevideoandcompletethesalescontractonpage129 130 Unit4Termsofpayment WordTips Viewing 4 2 3 Contents Synopsis 5 Exercises Ininternationaltrade howandwhenthepaymentcanbemadeconcernstheexporterandimportermost 在国际贸易中 进出口商最为关心的就是怎样及何时完成货款的支付 Termsofpaymentisavitalpartofthebusinesscontract Gernerally theclausedealingwiththepaymentconsistsoffourbasicelments time mode placeandcurrencyofpayment 商业合同中 支付条款至关重要 一般来说 这些条款包括 支付时间 支付方式 支付地点和支付币种 TermsofPayment Synopsis Mr DobsonistheMarketingmanagerofaEuropeanimportandexportcompany Thebuyer Mr LiangistheMarketingmanagerofaChineseexportcompany Theseller Mr Liang scompanyhasgoneintobusinesswithMr Dobson scompany Theyarediscussingtermsofpayment Thesetting WordTips Viewing Replay Script Mr Dobson It sgoodwe vesettledonthequestionsofprice quality quantityandpacking Shallwediscusstermsofpaymentnow Mr Liang Goodidea Let sgetdowntobusiness Sincethisisourfirstorderinthisfield wewouldlikealimpsumpayment Itsavestimeforbothofus Mr Dobson Lumpsumadvancepayment Youmeanwemakeallthepaymentbeforethegoodsaredelivered Idon tthinkthat sinternationalpractice Besides it sabitdemandingforsuchalargetrialorder Mr Liang That sourususalwaywhenstartinganewbusinessrelationship Whattermsdoyousuggest Mr Dobson Iwonderifyoucanacceptpaymentbyinstallments Youkonw ourgoodswillalsobedeliveredinpartialshipment Mr Liang Whatdoyoumeanexactly Mr Dobson Ithinkthepaymentcanbedividedintotwoinstallments 70 ofthetotalcanbepaidatfirstdeliveryandtheother30 afterfinalacceptance 报价 Script Cost Insuranceandfreight 到岸价 当然 没问题 信用证 外贸上收汇用的 Mr Liang Well Iseeyourpoint ButnormallyweconductourinternationalsaleswithanL C Butyourejectedthatpossibility Actually anL Cprovidesuswithguaranteedpaymentfromthebank Howaboutcashondelivery Mr Dobson Thatsoundsreasonable Bustasourorderisquitesubstantialthistime cashondeliverywillputusinaverydifficultpositionwithbackwardcashflow Maybewecanmakeanadvancepaymenttoshowyouyouroursincerity Mr Liang Howmuchdoyouhaveinmind Mr Dobson Whatabout25 ofthetotal Inthatcase we dpay25 inadvanceandpay75 onfinalacceptance Mr Liang OK Yourdriveahardbargain I llacceptyourlastproposal butmycompanyrequiresthefinal75 paymenttobepaidwithinonemonthofthefinaldelivery DoyouthinkthatwillbeOKforyou Mr Dobson That sallrightwithus AndyoucanrestassureditwillallgothroughOK Youknow wehaveanexcellentreputationallovertheworldandwe vethefourthlargestEuropeancompanyinthislineofbusiness Script Cost Insuranceandfreight 到岸价 当然 没问题 信用证 外贸上收汇用的 Mr Liang Great aonourside we llensurepromptsshipmentsoastobesureyourproductsgettothemarketinyourareaquickly Mr Dobson Appreciateyourcooperation Icanenvisageasustainableandlong termrelationshipahead Wecanpromisethere llbenoproblemwiththepayment ButIhopeyoucanofferusmorefavorableconditionsforlatertransactions Mr Liang Ofcourse Ifthesetransactionsprovesuccessfulandsatisfactory wecandiscussmanythingslateronright Mr Dobson Yes Thenlet scallitadeal Mr Liang Yes andnowlet sgoandcelebrate Exercises Watchthevideo Payattentiontothetermsofpaymentproposedbythebuyerandthesellerrespectivelyandtheirresponsestoeachother Thencompletethefollowingflowchartonpage141 Unit5Delivery WordTips Viewing 4 2 3 Contents Synopsis 5 Exercises Deliveringgoodsontimeisveryimportanttothebuyerbecauseoftheneedtocatchtheseason 按时交货对卖方来说非常重要 因为买方要确保不错过商品的销售季节 Ontheotherhand ittakestimeforthesellertoarrangeproductionaftersigningthecontract 卖方在签完合同之后安排生产也需要一定的时间 Sometimesitisnoteasytoreachapointtothesatisfactionofbothparties 有时达成买卖双方都满意的交货条件并非易事 Delivery Synopsis Mr AuberyistheImportantManagerofaCanadiancompany Thebuyer Mr HallistheExportManagerofanAmericancompany Theseller Duetohurricane Mr Hall sfactoryhasdifficultyinmeetinganearlydeliverydate HeistryingtosettleonanewdeliverydatewithMr Aubery Thesetting WordTips Viewing Replay Script Mr Hall Well Mr Aubery let smoveontothenextpoint shallwe Mr Aubery OK It sthequestionofthedeliverydate Mr Hall What syourdeadline Mr Aubery September20th Wereallyhavetoinsistonthatbecausewehaveaverystricttimetable It sessentialforustohaveitbeforethe30th otherwise Mr Hall Yes ofcourse Butletmeexplaintheposition Mr Aubery OK goahead please Mr Hall Asyouknow wehadadisastroushurricaneherelastmonthandpartofourworkshopwasdamaged Thathaltedproductionfor10days Mr Aubery Yes youtoldme Mr Hall So er There sabacklogoforderstofill Mr Aubery Iunderstand but Mr Hall We reworkingatfullcapacity buttheearliestdeliverydatewecanmakeisthelastweekinSeptember Mr Aubery I mafaidthat snotgoodenough 报价 Script Mr Hall Whynot Mr Aubery Theengineshavetobeinstalledafterwereceivethem Thattakestime Idohopeyou llappreciateourposition Harry Can tyouarrangedeliveryforSeptember20th Mr Hall Mm Wecantrybutwecan tguaranteeit Mr Aubery Ifnotthe20th thenwhen Mr Hall WecanguaranteeSeptember25th Mr Aubery Whythe25th Mr Hall That sthedatetheshipisscheduledtoarrive Wecan tmakeanearliershipmentbecauseproductionwon tbecompleteintime Mr Aubery Letmesee it lltakeaboutaweekforonwardtransporttothedestination sowewon tbeabletoinstalltheengineuntilthe5thofOctober Mr Hall Yes I msorry WecantrytomeetanearlierdatebutIdon tholdoutmuchhope Mr Aubery Ok let smakeitthe25th BUtwemustinsistabsolutelyonSeptember25thasthelastpossibledate 报价 Script Mr Hall Fairenough Mr Aubery Allright then Let smakeitthe25thofSeptember Butifitispossibleearlierthenallthebetter Mr Hall Ofcourse Youcancountonme I lldomybest 报价 Unit6ClaimsandSettlements WordTips Viewing 4 2 3 Contents Synopsis 5 Exercises Uponreceivingthegoodsdeliveredbytheseller thebuyerwillcheckthequality quantity packingandotheraspectsofthegoods 买方收到货物之后 会检查货物的质量 数量 包装及其他方面的状况 Ifthebuyerfindsanythingthatisnotinconformitywiththecontract he shemightcomplainandfurtherfileaclaimagainsttheseller Thesellershouldsettletheclaimproperly 若买方认为任何方面有与合同不符之处 可以向卖方投诉 进而提出索赔 买方应恰当处理索赔事宜 Delivery Synopsis Mr AuberyistheImportantManagerofaCanadiancompany Thebuyer Mr HallistheExportManagerofanAmericancompany Theseller Duetohurricane Mr Hall sfactoryhasdifficultyinmeetinganearlydeliverydate HeistryingtosettleonanewdeliverydatewithMr Aubery Thesetting WordTips Viewing Replay Script Mr Hall Well Mr Aubery let smoveontothenextpoint shallwe Mr Aubery OK It sthequestionofthedeliverydate Mr Hall What syourdeadline Mr Aubery September20th Wereallyhavetoinsistonthatbecausewehaveaverystricttimetable It sessentialforustohaveitbeforethe30th otherwise Mr Hall Yes ofcourse Butletmeexplaintheposition Mr Aubery OK goahead please Mr Hall Asyouknow wehadadisastroushurricaneherelastmonthandpartofourworkshopwasdamaged Thathaltedproductionfor10days Mr Aubery Yes youtoldme Mr Hall So er There sabacklogoforderstofill Mr Aubery Iunderstand but Mr Hall We reworkingatfullcapacity buttheearliestdeliverydatewecanmakeisthelastweekinSeptember Mr Aubery I mafaidthat snotgoodenough 报价 Script Mr Hall Whynot Mr Aubery Theengineshavetobeinstalledafterwereceivethem Thattakestime Idohopeyou llappreciateourposition Harry Can tyouarrangedeliveryforSeptember20th Mr Hall Mm Wecantrybutwecan tguaranteeit Mr Aubery Ifnotthe20th th