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1、商务英语,Business English,ZHANG RUIXUE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,Unit 2 Making Inquiries,Word Tips,Viewing,4,2,3,Contents,Synopsis,5,Exercises,An inquiry is a request for information on the supply of certain goods.询盘是买方针对特定的商品向卖方做出的询问。In international trade,
2、an inquiry is usually made by a prospective buyer without engagement.He/She may send an inquiry to a seller inviting a quotation or simply asking for some general information concerning the goods in which he/she takes interest.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,Syno
3、psis,Jacques is the owner of a seaside resort in New Zealand.,The buyer,Rocky is the owner of a small company that manufactures speedboats in the U.S.,The seller,Jacques is having a telephone conversation with Rocky.They are talking about ordering the speedboats.,The setting,Word Tips,Viewing,Replay
4、,Script,Jacques:Good morning,is that Rocky speaking?Rocky:Morning,this is Rocky.Is that Jacques?Jacques:Yes.Rocky:Nice talking to you again.Hows the weather in your part of the world?Jacques:Terrific.Sunny,28,light breeze.Rocky:Stop!I cant take any more.Its snowing here!So,what can I do for you,Jacq
5、ues?Jacques:I need a couple of your Q2000 speedboats to rent to my guests.Can you give me a quote?Rocky:Lets see.Uh,the list price is US$6,500.Youre a valued customer,so,Ill give you a 10%discount.Jacques:Thats very reasonable.Do you have them in stock?Rocky:Sure we do!We set up new inventory contro
6、ls last year,so we dont have any backlogs any more.,报价,Script,Jacques:Thats good.The tourist season is just around the corner,so I need them pretty quick.Whats the earlist shipping date you can manage?Rocky:They can be ready for shipment in two to three weeks.Jacques:Perfect.Whats the total CIF pric
7、e,Rocky?Rocky:Hang on.The price will be US$7,850 to your usual port.Do we have a deal?Jacques:You bet!Send me a fax with all the information,and Ill send you my order right away.Ill organize a letter of credit,as usual.Same terms as always?Rocky:Of course.Jacques:Great,Rocky.Bye.Wait a minute.Please
8、 say hello to your family for me.Rocky:Thank you and the same goes for me.Bye,Jacques.,Cost,Insurance and freight,到岸价,当然，没问题,信用证，外贸上收汇用的。,Exercises,Jacques needs a couple of speedboats to1)and asks Rocky to give him 2).Since the tourist season is just 3),he needs the goods pretty quick.After they ha
9、ve a deal,Jacques will pay by 4).The list price that Rocky offers is 5),and he will give Jacques a 6).The total CIF price they agree on is 7).The goods can be ready for shipment in 8).,rent to his guests,quote,around the corner,a letter of credit,US$6,500,10%discount,US$7,850,two to three weeks,Unit
10、 3 Placing an Order,Word Tips,Viewing,4,2,3,Contents,Synopsis,5,Exercises,After the exchanges between the buyer and the seller,the buyer may issue a request to purchase a specified amount of goods.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。A formal order should contain:name and article number,quality and spe
11、cifications,quantity,delivery,unit price and total amount,terms of payment,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,A Sample Business ContractDate（日期）:Contract No.（合同号）:The Buyer（买方）:The Seller（卖方）:,Tips on Negotiating,The Buyer agrees to buy and the seller agrees to sell the foll
12、owing goods on terms and conditions as stipulated below:双方同意按下列条款由买方售出下列商品：This contract is made by and between the buyer and the seller,whereby the Buyer agrees to buy and the Seller agrees to sell the under-mentioned goods subject to the terms and conditions as stipulated hereinafter:本合同由买卖双方订立，双方
13、同意按照下述条款购买出售下列货物：,Tips on Negotiating,规定,取决于，根据,在下文,1)Name of Commodity（商品名称）:2)Quantity（数量）:3)Unit price（单位价格）:4)Total Value（总价）:Shipment quantity%more or less allowed(装运数量允许有%增减）5)Packing（包装）:6)Country of origin（原产国）:7)Insurance（保险）:,Tips on Negotiating,Tips on Negotiating,To be covered by the _fo
14、r 110%of the invoice value against_.由_方负责，按本合同总值110%投保_险。,Example:To be covered by the Seller with 110%of shipped value against All Risks,War Risk from the port of shipment to the port of destination.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)Time of Shipment（装运时间）:Example:No later than_.不迟于某天Within a
15、half Months After Receiving 90%of total contract value.收到90%货款后半月内 9)Port of loading（装运口岸）:10)Port of Destination（目的口岸）:11)Marking/Shipping Mark（唛头）:port of destination,package number箱号,gross 毛重and net weights净重 and measurements尺寸，Keep away from moisture防潮,Handle with care（小心轻放）,This side up/DO NOT
16、STACK UP SIDE DOWN（此面向上）,Tips on Negotiating,12)Terms of Payment（支付条款）:Payment by T/T:Within 10 days after the contract is signed,the Buyer should pay the Seller by T/T for an amount equivalent to 90%(Ninety Percent)of the total contract value say:us Dollars One Hundred Thirteen Thousand four hundre
17、d Only(US$113,400.00).Within 15 days after receiving above mentioned money the Seller shall ship the goods and present the documents stipulated in Clause 13 hereof.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：,Tips on Negotiating,Telegraphic transfer 电汇,相等的,在文件中,1
18、2)Terms of Payment（支付条款）:,Tips on Negotiating,The balance for 10%should be payable against“Final Acceptance Certificate”signed by the End-User within 10days after signature.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）,Tips on Negotiating,A:The Seller shall post the following document
19、s to the Buyer:,A:卖方应将下列单据寄给买方:,1.Full set of Negotiable Clean on Board Ocean Bills of Lading and made out to order,blank endorsed,marked“Freight Prepaid”,and notifying the Buyer.,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）:Within 90 days after the arrival of the goods at destination,sho
20、uld the quality,specification,or quantity be found in unconformity with the stipulations of the Contract except those claims for shall,on the strength of the Inspection Certificate issued by the State Administration for Entry-Exit Inspection and Quarantine of P.R.C.or the site inspection report issu
21、ed by the sellers engineer,have the right to claim for replacement with new goods,or for compensation,and all expenses(such as inspection charges,freight for returning the goods and for sending the replacement,insurance premium,storage and loading and unloading charges etc.)shall be borne by the Sel
22、lers.As regards quality,the Sellers shall guarantee that if within 12 months from the date of signing the acceptance report of this machine,damages occur in the course of operation by reason of inferior quality,bad workmanship or the use of inferior materials,the Buyers shall immediately notify the
23、Sellers in writing and put forward a claim supported by Inspection Certificate issued by the State Administration for Entry-Exit Inspection and Quarantine of P.R.C.The Certificate so issued shall be accepted as the base of a claim.The Sellers,in accordance with the Buyers claim shall be responsible
24、for the immediate elimination of the defect(s),complete or partial replacement of the commodity or shall devaluate the commodity according to the state of defect(s),.If the Sellers fail to answer the Buyers within one month after receipt of the aforesaid claim,the claim shall be reckoned as having b
25、een accepted by the Sellers.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,Tips on Negotiating,13)Claims（索赔）:14)Force Majeure（不可抗力）:The Sellers shall not be held responsible for the delay in shipment or non-delivery of the goods due to Force Majeure,which might occur during the pro
26、cess of manufacturing or in the course of loading or transit.The Sellers shall advise the Buyers immediately of the occurrence mentioned above and within fourteen days thereafter,the Sellers shall send by airmail to the Buyers for their acceptance a certificate of the accident issued by the Competen
27、t Government Authorities where th e accident occurs as evidence thereof.Under such circumstances the Sellers,however,are still under the obligation to take all necessary measures to hasten the delivery of the goods.In case the accident lasts for more than 10 weeks,the Buyers shall have the right to
28、cancel the Contract.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。,Tips on Negotiating,15)Arbitration（仲裁）:All disputes arising in connection with this Sales Contract or the execution there
29、of shall be settled by way of amicable negotiation.in case no settlement can be reached,the case at issue shall then be submitted for arbitration to the China International Economic and Trade Arbitration Commission in accordance with the provisions of the said Commission.The award by the said Commis
30、sion shall be deemed as final and binding upon both parties.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)Other Terms（其他条款）:,Tips on Negotiating,Synopsis,Mrs.Becker is the Purchasing manager of a Canadian gifts company.,The buyer,Mr.Tian is the manag
31、er of an import and export company in Wenzhou.,The seller,Mrs.Becker has made an order for Chrismas gifts with Mr.Tians company.She comes to Wenzhou to confirm some terms in the contract with Mr.Tian.,The setting,Word Tips,Viewing,Replay,Script,Mrs.Becker:Good morning,Im Mrs.Becker from Bran Gifts.W
32、e gave you an order for christmas gifts on the third day of the trade fair.Do you remember?Mr.Tian:Of course.Nice to see you again,Mrs.Becker.Have a seat,please.We ve faxed you the draft contract,right?Mrs.Becker:Yes,I went through it very carefully yesterday.And I have some points to discuss with y
33、ou.Mr.Tian:OK,no problem.Lets get the draft printed out and go over the details in the meeting room.(They go into the meeting room with the draft contract in hand.)Mrs.Becker:First,theres a spelling mistake in our companys address:Bran Gifts Company,F21-26 Business Building,World Trade Plaza,Toronto
34、,Canada.Its B-R-A-N,not Brain,and World Trade plaza instead of world Trade Center。Mr.Tian:Im sorry about that.I guess it was a typing error,but I should have noticed it.,Script,Mrs.Becker:No problem.Lets confirm the commodities I ordered and the prices we settled on.All together,there are six item n
35、umbers:ZWS10A,ZWS10B，ZWS10C,ZWS10D,G35 and XG7.We want 1,000cartons of each.Theres no problem with the price of the first four-US$6 per piece.But I remember we agreed the price for G35 and XG7 at US$18 and US$21.50 respectively,but it says differently on the draft.MR.Tian:Oh,you are right.I must hav
36、e forgotten that we changed them to CIF Toronto at US$18 and US$21.50 from the original FOB Shanghai at US$14 and US$17.50 at the end of our last negotiation.I ll ask my secretary to make the changes.I apologize for my bad memory.I must be getting old.Any other problems？Mrs.Becker:Never mind.I think
37、 everthing is alright with the packaging.First,youll put the jelly candles in a brown box and then put the brown box in a carton.But please make sure each jelly candle is wrapped with foil.MR.Tian:OK.And all the goods must arrive in Toronto before September 10,2005,right?,Free On Board,离岸价,果冻，胶状物,箔，
38、金属薄片,Script,Mrs.Becker:Yes,and as per our last discussion,the insurance will be covered by your side with110%of the invoice value against all risks.Mr.Tian:Yes,we have stipulated it clearly here.And you see,we made changes in the terms of payment.Previously,you said that payment is to be made by D/P
39、.This is not our practice.We prefer to have the payment made by a confirmed,irrevocable letter of credit.This must reach us by the end of August and will remain valid until the 15th day after the date of shipment.Mrs.Becker:Since thats your general practice,well accept it.One last thing,I want to re
40、mind you to please provide us with the Quality and uantity Inspection Certificate issued by the China Commodity Inspection Bureau.Mr.Tian:But we discussed the Quality and Quantity Certificate before.You could be sure that we always honor contracts.Our commercial integrity is dependent on that.Mrs.Be
41、cker:I know your products have a good reputation.But What do we do if the goods are found broken or short on arrival?This is the best way to safeguard us all.Mr.Tian:If you require that,we can give it to you.However,I assure you that its not likely to happen.Our goods must be up to export standards
42、befor the Inspection Bureau lets them pass.,规定，明确要求,即期不可撤销信用证,Script,Mrs.Becker:I have every confidence that we will have a successful and long-term working relationship.Everthing seems clear now.Mr.Tian:OK,then well revise the contract tonight and get it ready for you to sign tomorrow morning.Is th
43、at Ok?Mrs.Becker:That would be fine.Thanyou.,Exercises,Watch the video and complete the sales contract on page129-130,Unit 4 Terms of payment,Word Tips,Viewing,4,2,3,Contents,Synopsis,5,Exercises,In international trade,how and when the payment can be made concerns the exporter and importer most.在国际贸
44、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。Terms of payment is a vital part of the business contract.Gernerally,the clause dealing with the payment consists of four basic elments:time,mode,place and currency of payment.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。,Terms of Payment,Synopsis,Mr.Dobson is the Market
45、ing manager of a European import and export company.,The buyer,Mr.Liang is the Marketing manager of a Chinese export company.,The seller,Mr.Liangs company has gone into business withMr.Dobsons company.They are discussing terms of payment.,The setting,Word Tips,Viewing,Replay,Script,Mr.Dobson:Its goo
46、d weve settled on the questions of price,quality,quantity and packing.Shall we discuss terms of payment now?Mr.Liang:Good idea.Lets get down to business.Since this is our first order in this field,we would like a limp sum payment.It saves time for both of us?.Mr.Dobson:Lump sum advance payment?You m
47、ean we make all the payment before the goods are delivered?I dont think thats international practice.Besides,its a bit demanding for such a large trial order.Mr.Liang:Thats our ususal way when starting a new business relationship.What terms do you suggest.Mr.Dobson:I wonder if you can accept payment
48、 by installments.You konw,our goods will also be delivered in partial shipment.Mr.Liang:What do you mean exactly?Mr.Dobson:I think the payment can be divided into two installments.70%of the total can be paid at first delivery and the other 30%after final acceptance.,报价,Script,Cost,Insurance and frei
49、ght,到岸价,当然，没问题,信用证，外贸上收汇用的。,Mr.Liang:Well,I see your point.But normally we conduct our international sales with an L/C.But you rejected that possibility.Actually,an L/C provides us with guaranteed payment from the bank.How about cash on delivery?Mr.Dobson:That sounds reasonable.Bust as our order is
50、quite substantial this time,cash on delivery will put us in a very difficult position with backward cash flow.Maybe we can make an advance payment to show you your our sincerity.Mr.Liang:How much do you have in mind?Mr.Dobson:What about 25%of the total?In that case,wed pay 25%in advance and pay 75%o
