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1、CHAPTER IV,Samples and Charges,1.Understand the function of sending samples,2.Grasp useful expressions and key language points in samples and charges,3.be familiar with writing skills in requiring samples and charges,4.be able to write letters on samples and charges.,Objectives,Lesson 7-(A)Asking fo
2、r samples,HongKongLtd.PurchasingShenzhenOffice:5thFloor,BlockC,F3.8BuildingTianjingTiananCyberPark,JianshaDistrictShenzhen,Chinat+86-987654321,(B)Reply to the Above,ItwillcostUSD200 but wewillrefundthe charge ifyouconfirmtheorder.Weareawaitingyourearlyreply.Bestregards,AliciaChina Oriental Footwear
3、Import&Export Corp.,Butwecanprovidethe similarslipperforyou,youcanevaluatethequality.Ifyou acceptit,pleasetellusyourExpressaccount and the detailed address so that wecansendthesample as soon as possible.,1.sample n.样品通常需要技术部确认的样品有:初样(头样)initial sample，proto sample尺寸样measurement sample/size sample确认样
4、confirmation sample产前样pre-production sample大货船样production sample此外还有testing sample,fit trial sample 试穿样，counter sample回样等。,3.freight prepaid 运费预付：寄件人缴付所需邮寄费用oncollectbasis 运费到付,收件人交付所需邮寄费用on a basis of 以.为基础，on a barter basis 以易货方式,Notes,2.SFExpress顺丰速运公司(sf-):民营区域性快递企业，主要经营国际国内快递业务及报关报检等业务,4.valid
5、adv.有效的，确定的 类似的有：good,open 或 valid This offer remains valid/firm until the end of this month.该报盘保留于月底有效。We are prepared to keep our offer open until the end of this month.我们准备保留报盘到月底有效.,5.exchange rate 兑换率，汇率6.material cost 材料费，原料费7.force majeure 不可抗力,8.export tax rebates 出口退税，export rebates 出口退(减)税
6、 rebate n./v.折扣,回扣,打折扣price rebate 价格折扣,insurance rebate 保险回扣,9.T/T 汇付的一种，业务中常用的付款方式之一，分前T/T与后T/T电汇是汇出行应汇款人的申请，采用电讯手段给另一个国家的分行或代理行解付一定金额给收款人的一种汇款方式。优点在于收款人可迅速收到货款。,10.deposit n.押金,保证金,存款，v.存放We hope that your company confirms the deposit soon.我方希望贵公司尽快确认押金。,11.balance n.收支差额,结余,余额，平衡 v.结算，平衡,称,权衡bal
7、ance sheet 资产负债表balance of trade 国际贸易差额,favorable/unfavorable trade balance 顺差/逆差,balance of international payment 国际收支平衡，国际收支差额,12.copyB/L 提单副本，Original B/L正本提单13.evaluate v 评估，评价 It is hard to evaluate the possible results of negotiation in advance in advance.很难事先评价谈判的结果。,14.refund v.退还,归还;偿还If th
8、e shoes do not wear well the shop will refund the money.如果鞋不经穿,商店将退还你钱。n.退款;偿还金额She took the faulty radio back to the shop and demanded a refund.她将有毛病的收音机拿回商店去要求退款。,（A）要求提供样品艾丽西亚：我们对你方的人字拖鞋很感兴趣。请报数量10,000/50,000/100,000双拖鞋的价格。可否提供2双拖鞋用于测试？如果可行，请由顺丰快递寄上每款规格4码的样品2双，邮费预付。TRF081174TRF081175TRF081150TRF0
9、81175TRF081176请确认具体内容。商祺,Chinese version of the letter：（A）,阿恩 真斯先生：非常感谢贵公司的询价。此附寄报价，如果汇率、原材料成本、出口退税或其他不可抗力事件不发生巨大变化，本报价30天有效。至于付款条件，我们接受电汇（30订金，余额见提单副本后支付）或即期信用证的付款方式。先向贵方寄送测试样品是可行的。我将再次检查一下样品，因为自上周以来，我被告知样品短缺。但我们可为贵方提供相似的拖鞋，可供你评估质量。如果接受，请告知贵方的快邮账户以便我方尽快发送样品。费用200美元，但如果你方确认订单，我们将如数退还。盼早复。中国东方鞋业进出口公司
10、 艾丽西亚,Chinese version of the letter：（B）,A.From English into Chinese:proto sample 2.measurement sample3.exchange rate 4.confirmation sample 5.material cost 6.freight prepaid B.From Chinese into English:1复制样品 2.提单副本3供我方参考 4.押金,I.Translate the following expressions,初样 尺寸样 汇率 确认样 材料费 运费预付,duplicate samp
11、le copy B/L for our reference deposit,1.Our quotation _ 30 tons of Shandong groundnuts is valid _ 10 days.2.You can rest assured that the sample will prove _ your entire satisfaction.3.Wewouldliketoreceivetwopairs_Size45 bySFExpress_collectbasis.4.I am completely satisfied _your sample.5.Kindly send
12、 us samples _ airmail.6.Wed like to place a trial order _ you _ 2,000pcs cotton pillow cases,.7.Our clients are interested _ your sample.8.Most products at the fair are _ no interest _ us.,II.Fill in the blanks with appropriate propositions,for,for/in,to,in,on,with,by,with,for,in,of,to,2.我公司有意从贵公司进口
13、银制品，请寄样品价格单。,We would like to import silver wares from you.Please send the samples and price list to us.,III.Put the following into English:,1.确认样有效期为2年。,Confirmation sample is valid within 2 years.,5.随函附寄我们的样本书，请确认。,3.已收到你方的样品，非常感谢。,4.一旦收到你们的订单，我们会把费用退还给你们。,We have received your samples with many t
14、hanks.,Wewillrefundthe charge ifyouconfirmtheorder.,Please confirm receipt of the sample book enclosed in our letter.,Lesson 8 Refusing to pay sample charges,Lesson 8 Refusing to pay sample charges,Lesson 8(B)A Reply to the above,For the point of charges,I really hope you can do me the favor.Basical
15、ly,we are so pleased to be of this service for our customers，however,we have to send out lots of samples at customers requirements every day.Frankly speaking,it will be no doubt a heavy burden for us to process every case on the basis of free charge.We are forced to ask you to share the cost with us
16、.We understand yours is a big company,you have your own rules for samples.And I know the sample charge is small money.But we are a factory;it is not small amount of money for us if we offer free samples and postage charges to all customers.We believe it is fair for every customer to buy samples.And
17、we got the support from other customers too.Please kindly help us on this point.We promise to give you a better price in return.,Jense,we definitely hope we can do more for customers and always do the best.When we start the cooperation and work better and better,we believe that well offer you more a
18、nd more.But now we hope you do your part to pay the charges for sample.Could we get your understanding and support?Looking forward to hearing form you soon.Best regards,Alicia,（A）客户拒绝付样品费艾丽西亚：很抱歉，根据公司规定，我们无法支付样品费用。请注意，我们不是靠样品获得利润，而仅仅是用于测试目的，测试后才能开展工作。不管怎样，我会支付TNT快递公司运输费用。我们的快递号码是123456。请寄到此地址：.Syste
19、m S.LPoligono Inudstrial de Cabanillas,Chinese version of the letter：（A）,（B）答复ArneJense先生：首先感谢贵方支持。关于样品费，我希望双方能找到一种好方式推进业务。我和公司很荣幸与您及贵公司合作，我们确信我们能很快有初次订单。关于收费，还望贵方包涵。一般说来，我们很乐意为客户效劳。不过，应客户的需求，我们每天要发送大量的样品。坦率地说，每次都无偿提供样品，毫无疑问对于我们是一个沉重的负担。我们不得不要求客户与我们共享费用。我们了解贵司是一家大公司，有自己制定的样品规则。我知道样品费不多。但我们是一家工厂，如果向所
20、有客户提供免费样品和邮资则是一大笔费用。我们认为每个客户都应该购买样品才是公平的，我们也得到了许多其他客户的支持，请在这一点上帮助我们。我们承诺给你一个更好的价格回报。杰斯，我们当然希望为客户做得更多，并始终做到最好。当我们开始合作，越做越好时，我们相信会为贵司提供越来越多。但是，现在我们希望贵方承担自己的一部分支付样品费，能得到您的理解和支持吗？望尽快收到回音。致意/艾丽西亚,Chinese version of the letter：（B）,pany policy 公司规定2.note v.注意Please make 4 different models,each model 2 pcs
21、samples.Please note the Ref No.is 3011/3012/3013/3014 accordingly.请做四个型号，每种两个样品。请注意相应参考文号是3011/3012/3013/30143.TNT快递，世界上有4大著名快递公司,分别是 DHL,TNT,FEX,UPS.TNT Express TNT集团是全球领先的快递和邮政服务，总部设在阿姆斯特丹。DHL 敦豪速递/总部设在比利时布鲁塞尔，现由德国邮政全球网络100%所拥有.UPS=Universal Postal Service 联合包裹服务公司/总部位于美国Fedex=Federal Express 联邦快递
22、/总部位于美国田纳西州孟菲斯 4.courier number 快件单号,Notes,5.honor n./vt.荣幸，尊敬,荣誉,光荣，兑现,履行 honor a check兑现支票It is a great honor for me to attend the international business conference.我荣幸地参加国际商务会议。dishonor n./vt.反义词 不名誉，玷辱,使蒙羞,不兑现dishonor a bill拒付7.heavy burden 巨大的压力8.on the basis of 在。基础上 It is our foreign trade po
23、licy to trade with foreign countries on the basis of equality and mutual benefit我们的外贸政策是在平等互利的基础上与各国人民做贸易。9.initial order 初次订单,A.From English into Chinese:Expressaccount 2.heavy burden 3.sales by sample pany policy5.force majeure 6.on the basis of B.From Chinese into English:1数量折扣 2.快件单号3抽样 4.联合包裹服务
24、公司,Exercises,I.Translate the following expressions:,快邮账户 沉重的负担 凭样品买卖 公司规定不可抗力 在基础上,quantity discount courier numbersampling UPS,II.Choose the best answer.()1.We shall be glad to send you our samples _ receipt of your detailed requirements.a.at b.on c.as soon as d.in()2.If you are interested,we will
25、be pleased to send you a sample lot _ charge.a.with b.without c.free of d.free()3.Necessary information can be _ from Commercial Counselors Office stationed abroad and advertisement in the newspapers and magazines.a.have b.obtained c.gain d.won()4.We are looking forward to _.a.hear from your samples
26、 soon b.receive your samples soon c.get your samples soon d.your samples soon()5.We should be so glad to send you a sample _ our own expense.a.in b.atc.againstd.on,()6.Please get in touch with us _ your sample request.a.forb.inc.againstd.with()7.Your letter of sample requirement has _ to us for atte
27、ntion and reply.a.passed on b.been passed on c.passed d.been past through()8.The buyer shall open through a bank acceptable before July 1,2011 _ for negotiation in China until the 15day after the date of shipment.a.testing b.deposit c.valid d.refunding()9.We usually do business _ equality and mutual
28、 benefits.a.based in b.oncollectbasis c.based d.on the basis of()10.The advantage of sending samples in this method will save 10%money,because we have price _ agreement with SF Express.a.rebate b.balance c.valid d.evaluate,2.样品是免费的，但是根据公司规定，客户必须支付运费费用。,Samples are free of charge,but according to our
29、 companys policy,the customer must pay the shipping cost.,III.Put the following into English:,1.带图解的目录和样品已由敦豪快速寄出，查询号为QD1234.。,1.An illustrated catalog and samples have been forwarded by DHL,and its tracking No.is QD1234,5.随函附寄我们的样本书，请确认。,3.你方生产的产品应与我方随函附照片完全一致。,4.当标准运费70美元转至我们在汇丰银行的账户，或提供你的DUL、UPS账
30、号，我们会立即发送样品。,Your products should be in strict accordance with our attached pictures.,Samples will be sent immediately as soon as the standard US$70 shipping payment is transferred to our account at HongKong&Shanghai Banking Corporation(HSBC)or when you provide us with your DHL,UPS or FedEx account
31、number.,5.由于大量寄送样品对我们工厂是沉重的负担，我们不得不请求贵公司与我们分担费用。,As sending out lots of samples will be no doubt a heavy burden for our factory on the basis of free charge,we are forced to ask you to share the cost with us.,Lesson 9,(A)Sending sample,(B)Sending duplicate sample,1.tracking No.查询号2.duplicate n.a.&v.d
32、uplicate sample 复制样品duplicate order 重复订单in duplicate 一式两份As the carpets sell well in our market,we are glad to place a duplicate order.由于地毯在我处畅销，我方很高兴下一个重复订单。As our clients are quite satisfied with your products,we will duplicate our last order.由于我方客户对贵方产品非常满意，我方打算重复订购上一批货。3.usual practice 惯例4.accor
33、dingly adv.相应地,Notes,5.for ones approval 供某人批准6.mock-up 实体模型，实物的原尺寸模型 samples,mock-up,prototypes,initial samples样品，大模型，原型，最初样品 7forward v.运送，寄送 Samples and the books you required have been forwarded to you你要去的样品与书已寄送给你。8.confirm v.确认 Confirm sample 确认样品confirmation sample确认样9.arrange production 安排生产
34、production sample大货船样 大货样SAMPLE是生产完大货以后从大货中拿出的样子，其实也就是大货mass production大量生产,艾丽西亚：我们已在11月17号将货号为HC13097和HC808B301的样品由敦豪快递寄给你方，查询号是QH12345。请复制样品并尽快寄回供我方批准。目前在样品模型上还不需要印标志但是在确认许可后的样品与大货船样上需要印刷标志。随函附寄样品的图片，它能够更详细地说明我们的要求。盼早复。致意/杰瑞米,（A）寄送样品,杰瑞米：兹通知贵方我方将复制的货号为HC13097，HC808B301的样品已由联邦快递运出，查询号为061000。我们的惯例是
35、每种样品做4件复样，其中的两件寄给你们供你们确认，其余2件我们留样。请尽快确认上述样品，以便我们能据此安排生产。期待着您的订单。致意/艾丽西亚,（B）寄送复制样品,I.Translate the following expressions:A.From English into Chinese:color sample 2.sample for reference 3.prototypes 4.arrange production5.in duplicate 6.confirmation sample B.From Chinese into English:1最初样品 2.一式两份3产前样 4
36、.供我方同意,initial sample in duplicatepre-production sample for our approval,Exercises,色样 参考样原型 安排生产一式两份 确认样,II.Fill in the blanks in their proper form with the words or phrase given below:,introduce,is engaged in,honor,is connected with,on the basis of,are interested in,appreciate,feel sure,placing an
37、initial order,if your quality is good.We would like you to send us some samples of the goods for _._,if the quality and price of your products are satisfactory,we will have large and regular orders from you.We hope this would be a good start of a long-term business relationship._your favorable reply
38、.Yours sincerely,testing,Generally speaking,Looking forward to,以买方的名义给卖方写一封信，确认收到卖方所寄来的复制样品。1.确认收到复制样品，并表示感谢。2.向卖方下订单订购3000PCS 圣诞蜡烛。3.为了赶上销售季节，要求卖方立即安排生产。4.对双方的贸易前景的展望。,III.Writing practice:,III.Key to Writing practice:,Dear Sirs,We are pleased to confirm receipt of your duplicate samples and highly
39、 appreciate your immediate attention to our samples.Satisfied with your samples,now we intend to place an order for 3,000 pcs Christmas candles with you.As we are in urgent need of the ordered goods,please arrange production without any delay.We believe it will mark a good beginning for happy busine
40、ss relations between us.We await your early reply.Best regards,I.Type your response here:,From:The Splenia International Co.To:Fujian Oriental Footwear Imp&Exp Co.Ltd.SubjectSent:July23,4:32P.MHi,Grace,Regarding free samples,we have confirmed 3pcs during our meeting.Now you changed to 2pcs.Please do
41、uble check and confirm.We would like to get your good support and go on for more orders.Best regards,Michael,I.Key:,Dear Michael,Regarding the points you mentioned,please find our reply as below.Our boss only allows 2 pcs free.3pcs is beyond our control.As we never allow any free sample for customer
42、.But we can promise you that we can allow you one more piece for your repeat order.Lets do it step by step.I do hope we could confirm this point.Best regards,Grace,Confirmation Sample确认样 The confirmation sample must be constructed as detailed in the approved Product Package Specification Sheet.4 pai
43、rs in size 11 and 3 pairs in size 3 per color of confirmation samples are to be submitted to the buyer for further confirmation no later than 45 days prior to production.,II.Sample requirement:,Fit Trial:试穿样.One pair each of size 6 and 9 per style need to be sent to Steve Graves attention at least 4
44、5 days prior to the XF date.JCP does not require Fit trial sample for Childrens patterns.JCP will only have fitting sessions every 2nd and 4th Friday of each month.,II.Sample requirement:,Testing sample:测试样2 pairs of shoe,any size,darkest color;12”x12”swatches all colors of upper material,lining mat
45、erial and sock lining need to be sent to HKMTC at the following address.Testing must be done as early as possible.The test report can be available at the following website 5 working days after shipment be received by HKMTC.,II.Sample requirement:,1.Weve received the sample which you sent us last Sun
46、day.Weve got here our sales samples Type 1.and Type 2.Our quality is based solely on our sales samples.We sell goods as per the sales sample，not the quality of any previous supplies.You know we sell our tea according to our samples.You can see the difference between these grades.The color of the shi
47、pment is much darker than that of your previous consignment.No doubt youve received the outturn samples of the inferior quality goods.I must advise you of the specification of the goods.Have you received the specification as shown in our catalog？We found the goods didnt agree with the original patte
48、rn.The Double Fish brand is not so bad，the design is fresh and vivid.The new varieties have very vivid design and beautiful colors.Were here to discuss the trade marks of your products.It is Ok to send us the sample invoice.But please consider about bank charges of TT transfer.We are willing to pay
49、the samples fees.But againthere is payment problem!How can I pay you the small amount of just few tens USD?IfTT by bank it may charge you/me bothhandling fees more than our TT amount?We will charge sample fee for 5 times of quotation sheet for each sample,Exercise II.Fill in the table with the information given below.Sample Requirement,谢谢观看,
