商務(wù)英語(yǔ)聽說(shuō)下冊(cè)答案

商務(wù)英語(yǔ)聽說(shuō)下冊(cè)答案商務(wù)英語(yǔ)聽說(shuō)下冊(cè)答案商務(wù)英語(yǔ)聽說(shuō)下冊(cè)答案商務(wù)英語(yǔ)聽說(shuō)下冊(cè)答案編制僅供參考審核批準(zhǔn)生效日期地址：電話：傳真:郵編:UnitTwoPage261)AUD100perdozenEXWGuangzhou2)CAD200perkilogramFCAGuangzhou3)EUR137persetFOBShanghai4)JPY597perunitFASShanghai5)HKD167perpieceCFRHongKong6)SGD463permetrictonCIFSingapore7)USD800persetCPTGeneva8)SFr2629perkilogramCIPGeneva9)USD325persetdeliveredatSino-Mongolianfrontier10)EUR317perpieceDESMarseilles11)GBP500perunitDEQLondon12)EUR386permetrictonDeliveredat5MapleRoad,13)EUR1000permetrictondeliveredat5MapleRoad,Bonn,DutyUnpaidListentoapassageandfillintheblanks1.Anofferisapromisetosupplygoodsonthetermsandconditionsstated.Itcanbeafirmofferwhichapromisetosellgoodsatasatedprice,usuallywithinastatedperiodoftimeoranon-firmofferwhichismadewithoutengagementandissubjecttotheseller’sconfirmation.Usuallyanofferwillincludethefollowing:1)nameofthegoods,2)qualityorspecifications,3)quantity,4)detailsofprices,5)discounts,6)termsofpayment,7)timeofshipment,and8)packingsoastoenablethebuyertomakeadecision.Abuyermayrejectthetermsandconditionsinthenon-firmofferandcounter-offerhisowntermsandconditions.Thisprocessofoffer--counter-offer--counter-counter-offeristheprocessofbargaining.282.offer/goods/firmoffer/non-firmoffer/qualityorspecification/detailsofprices/termsofpayment/packing/buyer/counter-offer/offer-counter-offer/counter-counter-offer/exporting/revenue/appropriatepricing/establishrelevantmarketdata/aparticularmarketarea/adjustprices/supplyanddemand/risingorfalling/profitmargin/thequalityandquantityofproducts/fluctuation3.quotesaprice/taxes/grossprices/netprices/legallybiding/whenpricestendto/aresubjecttochange/handthegoodsforcertaintime/toprotecttheirreputation/discounts/atradediscount/aquantitydiscount/adiscount/aloyaltydiscountPartIIIPages35~381.100cases/5kilograms/USD25/CFREuropeanmainports/September,2002/fivedays/2.50,000tons/USD2253.200kilograms/USD120/FOBShanghai4.subjecttoourfinalconfirmation/8111PureSilkFabrics/382913-AB/30*36/50,000yards/inwoodencases/USD3.7peryardCIFLondon/inthreeequalmonthlyinstallments/March23,2002/beopened30daysbeforethetimeofshipment5.letter/reply/June1/offer/80metrictons/2002Crop/USD765permetricton/June/transshipment/termsandconditions/insurance/130%Listentothreeparagraphsandfillinthebankscounter-offer/offer/sellers/consider/buyers/bid/price/commodity/madeanintermediary/themoney/twopercentofcommission/pricereduction/specialdiscount/promotingandexpandingsales/excludedfromtheexportpriceTranslation1）A：這是我方1000箱茉莉花茶的報(bào)盤。A：Hereisourofferfor1000casesofjasminetea.B：你方報(bào)價(jià)實(shí)在是太高了，我方很難銷售。B：Well,yourpriceistoohigh.It’llbeverydifficultforustomakeanysales.A：可你得知道近來(lái)茉莉花茶的價(jià)格看漲。A：Youmustbeawarethatthepriceofjasmineteahasbeenincreasing.B：可是越南供貨商的價(jià)格比你方的要低些。B：ButVietnamesesuppliersgivealowerpricethanyours.A：同行公認(rèn)中國(guó)茉莉花茶質(zhì)量上乘。A：EveryoneinthetradeknowsthatChinesejasmineteaisfarmoresuperior.B：我不否認(rèn)中國(guó)茉莉花茶的質(zhì)量，但市場(chǎng)競(jìng)爭(zhēng)很激烈，許多供應(yīng)商實(shí)際上還在削價(jià)，以獲得更大的市場(chǎng)份額。B：Idon’tdenythequalityofyourjasminetea.Butcompetitioniskeen.Manysuppliersareinfactcuttingtheirpricestotrytogetalargemarketshare.A：迄今為止，我方的商品能夠應(yīng)付這種競(jìng)爭(zhēng)，我們手頭已有很多訂單，還會(huì)有客戶向我們下訂單。這一點(diǎn)可以說(shuō)明我公司的產(chǎn)品具有競(jìng)爭(zhēng)力，我方的報(bào)價(jià)是有吸引力的。A：Sofar,ourproductcanhandlethecompetitionwell.We’vehadmanyordersandmorearecoming.Itjustshowsthatourproductiscompetitiveandourpriceisattractive.2）A：這是我公司的報(bào)價(jià)單，所有的價(jià)格以我方最后確認(rèn)為準(zhǔn)。A：Hereisourpricelist.Allthepricesaresubjecttoourfinalconfirmation.B：順便問(wèn)一下，你們給傭金嗎？

B：Bytheway,doyouallowanycommission?

A：我們報(bào)的是離岸價(jià)凈價(jià)，按照慣例是不給傭金的。A：Well,ourpricesarequotedonanFOBnetbasis.Asarule,wedon’tallowanycommission.B：可是你知道我們是傭金商，我們是靠獲取傭金來(lái)做買賣的。給予我們一定的傭金將有助于推銷你方的產(chǎn)品。B：Butyouknow,we’reacommissionedagent.Wedobusinessonacommissionbasis.Commissiontransactionswillsurelyhelptopushthesalesofyourproducts.A：可你方的訂購(gòu)數(shù)目不大。A：Yetyourorderisreallynotlargeenough.B：那么在你們眼里訂購(gòu)多少才算大額訂單呢？

B：Whatquantitywouldyouconsidertobealargeorder?

A：至少總額達(dá)到50萬(wàn)美元。A：USD500000orabove.B：噢，這可是一大筆。陳先生，這是我們頭一次做買賣，能否靈活一點(diǎn)給我們更優(yōu)惠的條件？這樣我們或許能建立長(zhǎng)期的貿(mào)易關(guān)系。

B：Wow,reallysubstantial.Well,Mr.Chen,thisisourfirsttransaction.Canyoubemoreflexibleandofferusmorefavorableterms

Itmightbepossibleforustoestablishalong-termrelationship.A：好吧。如果你方的訂貨總額達(dá)到40萬(wàn)美元，我方可以給予你們3%的傭金。A：OK.Wewouldgrantyoua3%commissionifyouplaceanorderofUSD400000.B：你們給予我們特殊的照顧，我們很感激，可我們通常從歐洲供應(yīng)商那里得到5%的傭金。B：Weappreciateyourconcessionverymuch.However,wecanusuallygeta5%commissionfromourEuropeansuppliers.A：格林先生，其實(shí)我公司的報(bào)價(jià)已經(jīng)夠優(yōu)惠的了。我們是為了能夠與你方建立長(zhǎng)期的貿(mào)易關(guān)系才破例給予你們3%的傭金。我們只能做到這一步。A：Mr.Green,ourpriceitselfisalreadyfavorable.Itisforourlong-termbusinessrelationshipthatwemakethisexception.Thisisthebestwecando.B：既然如此，我們只能接受這個(gè)條件了。B：Allright,we’llhavetoacceptit.3）A：懷特先生，這是我公司5000噸一級(jí)紅豆的報(bào)盤，每公噸CIF5%鹿特丹價(jià)175美元。A：Mr.Wright,hereisourofferfor5000metrictonsofGradeAredbeans,USD175permetricton,CIF5%Rotterdam.B：張先生，你方所報(bào)價(jià)格偏高，以這樣的價(jià)格成交是不可能的。B：Yourpriceisonthehighside,Mr.Zhang.It’simpossibleforustoconcludeanytransactionsatthisprice.A：我不知道你為什么會(huì)這樣說(shuō)。坦率地說(shuō)，如果你不是我公司的長(zhǎng)期客戶，我公司是不會(huì)給你方報(bào)這么低的價(jià)格的。我敢說(shuō)你從別的供應(yīng)商處是得不到這么優(yōu)惠的報(bào)價(jià)的。A：Idon’tknowwhyyouthinkso.Franklyspeaking,wewouldn’tquoteyousuchalowpriceifyouwerenotourregularcustomer.Ibetyoucan’tgetsuchafavorablepricefromothersuppliers.B：我昨天收到了泰國(guó)一家供應(yīng)商的報(bào)盤，他們的價(jià)格比你方報(bào)價(jià)低3%。B：WegotanofferfromaThailandsupplieryesterday.Theirpriceis3%lower.A：你得從商品的質(zhì)量這個(gè)角度去考慮價(jià)格。同行們都公認(rèn)中國(guó)一級(jí)紅豆的質(zhì)量是一流的。一級(jí)產(chǎn)品的價(jià)格當(dāng)然比二流產(chǎn)品的價(jià)格要高些。此外，目前一級(jí)紅豆的需求量很大，世界各地的客戶都向我公司訂貨。大多數(shù)進(jìn)口商都認(rèn)為我方的報(bào)價(jià)是合理的。相信你方以這個(gè)價(jià)格進(jìn)貨一定會(huì)贏利。A：Youmusttakethequalityoftheredbeansintoconsideration.EveryoneinthistradeiswellawarethatChineseGradeAredbeansisofsuperiorquality.SothepriceofGradeAcommoditiesofcoursemustbehigherthanthoseofinferiorquality.Besides,thereisastrongdemandforGradeAredbeans.Alotofordersarepouringinfromallovertheworld.Mostoftheimportersthinkthatourofferisreasonable.Ibelieveyou’llmakeaprofitbuyingatthisprice.4）A：貴公司所報(bào)價(jià)格比上一次高了5%。A：Yourpriceis5%higherthanthatofthelasttransaction.B：你知道近來(lái)產(chǎn)品成本大增，同時(shí)我公司在確定價(jià)格的時(shí)候把此類產(chǎn)品價(jià)格上升的趨勢(shì)考慮了進(jìn)去。B：Youknowproductioncosthasincreasedagreatdealrecently.Wealsoneedtoconsiderupwardtrendswhenwefixtheprice.A：可我方很難說(shuō)服客戶以這個(gè)價(jià)格購(gòu)買此類產(chǎn)品。你方至少要在這個(gè)價(jià)格的基礎(chǔ)上降價(jià)5%。A：Butitwillbeverydifficultforustopersuadeourclientstobuyatsuchaprice.You’llhavetoreduceyourpricebyatleast5%.B：你方的還盤大大超出了我方所能接受的范圍。我公司不能接受這么大幅度的削價(jià)。B：Yourcounter-offerisfarbeyondmyreach.Wecan’tstandsuchabigcut.A：我方的還盤是在比較了其他供應(yīng)商的價(jià)格后做出的。我公司同時(shí)向幾家供應(yīng)商發(fā)出了詢盤，你方的報(bào)價(jià)比其他供應(yīng)商要高。A：Wemakethiscounter-offerbasedontheoffersfromothersuppliers.Wemadeenquiriestoseveralsuppliersatthesametimeandfoundthatyourpriceishigherthantheothersuppliers.B：我們暫時(shí)把價(jià)格問(wèn)題擱一下。能否先告訴我你方打算訂購(gòu)多少件貨物？B：CouldwejustputthisproblemasideCouldyougivemeanideaofthesizeofyourorderfirst

A：這在很大程度上取決于你方的價(jià)格。如果你方能降價(jià)5%，我公司馬上訂10萬(wàn)件。A：Itwilllargelydependonthepriceyouoffer.Ifyoucouldmakea5%reduction,wewouldplaceanimmediateorderof100000pieces.B：這樣吧，我們雙方都作一些讓步。我方降價(jià)3%，你方把訂購(gòu)量升為20萬(wàn)件。這是我方的最低價(jià)格了。B：Allright.ShallwemovetogetherWe’llreducethepriceby3%ontheconditionthatyouincreaseyourorderto200000pieces.Thisisourrockbottomprice.A：好吧，就以這個(gè)價(jià)格成交。A：OK.Let’scallitadeal.UnitThreeP45-461PillowcasesArticleNO.2012000piecesNo.BecausePillowcasesArticleNO.201arethebestsellinggoods.Theyaresoldoutfasteveryyear.shehastopayahigherpriceinordertoget2000pieces.2QuotationofNov.15/samples/quality/prices/placeatrialorder/ladies’nylonpants/20000pcs/USD0.20/pc/USD4000.00/bags/500pcs/USD1.00/pc/USD500.00/agoodmarket/placefurtherandlargerordersP52-541.（2本書無(wú)此部分錄音）Tocheckthattheproductsareavailableandtoconfirmtheorderwiththecustomer.No.Thestockcontrolsystem.Yousendaninvoicetothecustomer.31.Interest/tomakeenquires/placeanorder./publicizingandpromoting/client/delivery/replacements/after-salesservice2.letters,faxes,andemails/anformalorder/afirmorder/termsandconditions/thearticlenumber/theportofdestination/thepaymentterms/executetheorderTranslation1）A：史密斯先生，我公司已收到你方的詢盤，可是很遺憾，我方現(xiàn)在手中沒貨，你們得等兩個(gè)月。A：We’vereceivedyourenquiry,Mr.Smith.Butwearesorrytotellyouthatthegoodsyouaskedaboutareoutofstock.You’llhavetowaitfortwomonths.B：兩個(gè)月太長(zhǎng)了。我方的客戶正急需這種產(chǎn)品。B：Twomonthsisfartoolong.Ourcustomersneedthegoodsurgently.A：我也無(wú)能為力。我公司的產(chǎn)品以其優(yōu)良的品質(zhì)和公道的價(jià)格深受客戶歡迎，因此需求量總是大大超過(guò)供應(yīng)量。盡管努力加緊生產(chǎn)，可仍不能滿足日益增長(zhǎng)的需求。這樣吧，我向你們推薦HRF-279型號(hào)的產(chǎn)品。A：There’snothingwecando.Ourproductshavebeenwellreceivedduetotheirhighqualityandreasonableprices.Sodemandsoftenexceedsupplies.Thoughwehavetriedtospeedupproduction,westillcan’tmeettheincreasingdemand.SoI’dliketorecommendtoyoutheHRF-279.B：我們的客戶熟悉GBS-112型號(hào)的產(chǎn)品，可對(duì)HRF-279型號(hào)的產(chǎn)品卻不太熟悉。我不敢保證它在我方市場(chǎng)到底有沒有銷路。B：OurclientsarefamiliarwithGBS-112,butnotHRF-279.HowdoIknowthatitwillsellwellinourmarket?

A：你不用擔(dān)心。近年來(lái)，HRF-279在歐洲和東南亞銷路不錯(cuò)，我相信它在你方市場(chǎng)站得住腳。A：Don’tworry.TheHRF-279hasbeensellingwellinEuropeandinSoutheastAsiancountriesinrecentyears.I’msureitwillhaveareadymarketatyourend.B：但愿如此。B：Ihopeso.2)A：我方已經(jīng)看過(guò)你方的樣品，覺得很滿意。我方打算先試訂5萬(wàn)臺(tái)。訂貨單明天會(huì)到達(dá)你處。A：Wehavereceivedyoursampleandareverysatisfiedwithit.Weplantoplaceatrialorderfor50,000sets.Theorderformwillreachyoutomorrow.B：我們很樂(lè)意接受你方的訂單。我想提醒你那個(gè)樣品到時(shí)就算在第一批貨物里面。B：We’regladtoacceptyourorder.MayIremindyouthatthesampleshouldbeaddedaspartofthefirstshipment?

A：沒問(wèn)題。我方下訂單時(shí)一向要求簽署憑樣品買賣合約。我們這樣做是為了確保貨物的質(zhì)量。A：Noproblem.Wheneverweplaceanorder,wealwaysaskforasalebysampleagreement,sowecanbesureofthequalityoftheproduct.B：請(qǐng)放心。我公司出去的貨物一定會(huì)與樣品的質(zhì)量相同。B：Don’tworry.Ourproductsarealwaysasgoodassampleswesend.A：太好了。如果產(chǎn)品銷路好，我們以后會(huì)下更多的訂單。A：Great.Iftheysellwellinourmarket,Icanpromiseyouthatsubstantialorderswillfollow.3）A：你好。A：Hi!B：好久不見，生意如何？B：Longtime,nosee.How’sbusiness?A：過(guò)得去。你那兒的情況怎么樣？A：Notbad.How’severything?B：現(xiàn)在春節(jié)剛過(guò)，是淡季。我發(fā)現(xiàn)貴公司現(xiàn)在自行車的訂單似乎沒以前多，是這樣嗎？B：Itisoff-seasonnow,sincespringfestivalhasjustpassed.Ifoundthatyoursalesofbicycleshavebeenfallingofflately,haven’tthey?

A：那是由于我們轉(zhuǎn)向做汽車零件的緣故。A：That’sbecausewehaveswitchedtoautomobileaccessories.B：你們還做自行車買賣嗎？B：Then,areyoustillhandlingbicycles?A：做，但量不多。你打算訂購(gòu)自行車嗎？A：Iam,butnotonalargescale.Areyouthinkingofplacinganorderforsomebicycles?

B：如果你方價(jià)格公道，我公司這次打算訂購(gòu)50000輛。B：I’mconsideringplacinganorderfor50,000unitsifyourpriceisfair.UnitFourPage69Themostgenerallyadoptedmodeofpaymentistheletterofcreditwhichisreliableandsafe,facilitatingtradewithunknownbuyersandgivingprotectiontobothsellersandbuyers.InthecaseofL/Cpayment,theopeningbankoffersitsowncredittofinancethetransaction.PaymentcanalsobemadebycollectionthroughbanksunderthetermsofDocumentsagainstPayment(D/P)orDocumentsagainstAcceptance(D/A).Paymentbycollectionsparestheexpensesandthecomplicatedproceduresofusingaletterofcredit.However,thereisobviouslyariskinvolved,foractualpaymentwillbemadeaftershipping.InthecaseofD/PorD/Aterms,theopeningbankwillonlydotheserviceofcollectingandremitting,andwillnottakeanyliabilityfornon-paymentoftheimporter.D/Pcallsforactualpaymentagainstshippingdocuments.ThereareD/PatsightandD/Paftersight.D/Patsightrequiresimmediatepaymentbytheimportertogetholdoftheshippingdocuments.InthecaseofD/P,theimporterisgivingacertainperiodtomakepaymentas30,45,60,or90daysafterpresentationofthedocuments,butheisnotallowedtogetholdofthedocumentsuntilhepays.InthecaseofD/A,theimportercangetholdoftheshippingdocumentsagainsthisacceptance,whichismerelyapromisetopayaftercertaindays.Therefore,D/Atermsafteracceptedonlywhenthefinancialstandingoftheimporterissoundorwhenprevioustransactionshaveconvincedtheexporterthattheimporterwillbegoodforpayment.Listentoadialogueandanswerthefollowingquestions.1)WhydoesChenHaigotothebankTomakeaninvestigationofthefinancialpositionofMalaysianTradingCompany.2)CanthebankprovidetheserviceChenHaiasksfor?Yes.(thecompanyhasanaccountinMalaysianCommercialBank,withwhichthisbankhascorrespondentrelations)3)HowmuchshouldChenHaipayfortheservice?RMB898intotal,andRMB200inadvance.4)WhatdoesChenHaigetfromthebank?TheresultoftheinvestigationofthefinancialstandingoftheMalaysianTradingCompany.(asatisfactoryanswer)Pages76-771)Listentoapassageandfillintheblanks.Inourexportbusiness,werequirepaymentbyirrevocableletterofcreditinourfavor,availableagainstdraftatsight,reachingus30daysbeforeshipmentandremainingvalidfornegotiationatourcountertillthe15thdayafterthelatestdateofshipment.Ofcourse,othermodesofpayment,suchasdocumentsagainstpayment,documentsagainstacceptance,paymentbyremittance,andabank’sletterofguaranteearesometimesusedaswell.However,foreachtransaction,thepaymentmethodistobedecideduponinaccordancewithspecificconditionsthroughfulldiscussionbetweenthepartiesconcerned.Ontheotherhand,paymentforourimportsisusuallymadebyletterofcredit.Butmanyforeignfirms,outoftheirconfidenceintheforeigntradecorporationsofourcountry,haveshownwillingnesstoacceptpaymentbycollection.2)Listentoadialogueandanswerthefollowingquestions.1)WhydoesZhouLingotothebank?Todiscountatimebill.2)WhatkindofbilldoesZhouLinhave?Aninety-dayacceptancebillforUSD98760003)Willthebankdiscountthebillforhim?Yes,butonafullrecoursebasis.Listentoapassageanddecidewhetherthefollowingstatementsaretrueorfalse.1.F2.F3.T4.T5.TTranslation1）A：我方應(yīng)在什么時(shí)候開立信用證？

A：WhenshouldweopentheL/C?B：信用證必須在裝船前一個(gè)月到達(dá)我方。你方這批貨是現(xiàn)貨供應(yīng)，必須盡快辦理開證手續(xù)，否則可能會(huì)耽誤裝船。B：TheL/Cmustreachusonemonthbeforeshipment.Sincethegoodsaresuppliedfromstock,you’dbetteropentheL/Cassoonaspossible,otherwiseitmaydelaytheshipment.A：在裝船前一個(gè)月開立信用證，這樣會(huì)影響我公司的資金周轉(zhuǎn)，能否將時(shí)間縮短至15天？A：IfweopentheL/Conemonthbeforeshipment,it’lltieupourmoney.Would15daysdo?B：恐怕不行。我公司得準(zhǔn)備貨物，訂船艙，這些都得花時(shí)間。不能指望我們?cè)?5天之內(nèi)發(fā)貨。B：I’mafraidnot.It’lltakeusalotoftimetogetthegoodsreadyandbookshippingspace.Youcan’texpectustomakedeliverywithin15days.A：那么你們打算什么時(shí)候發(fā)貨呢？A：Whenareyougoingtoshipthegoods?B：貨物會(huì)在1月底準(zhǔn)備好，如果信用證能在1月1號(hào)前寄達(dá)我方，我們可以在2月初發(fā)貨。B：ThegoodswillbereadyattheendofJanuary.SoiftheL/CwouldreachusbyJanuary1,wecoulddeliverthegoodsinearlyFebruary.A：貴公司在信用證有效期方面有什么規(guī)定？A：DoyouhaveanystipulationsonthevalidityoftheL/C?B：我公司一般規(guī)定信用證在發(fā)貨后15天內(nèi)有效。B：WegenerallyrequiretheL/Ctoremainvaliduntilthefifteenthdayaftershipment.A：我方可以把美國(guó)花旗銀行作為開證行嗎？A：CanweuseCitibankasouropeningbank?B：完全沒問(wèn)題。B：Noproblematall.2）A：史密斯先生，我是廣東省絲綢進(jìn)出口公司的陳強(qiáng)。我想與你談?wù)勱P(guān)于你方123-456訂單的問(wèn)題。A：Mr.Smith,I’mChenQiangoftheGuangdongSilkImport&ExportCorporation.I’dliketotalktoyouregardingyourorderNo.123-456.B：有什么不妥嗎？B：Isthereanythingwrong?A：艙位很緊，我公司恐怕不能準(zhǔn)時(shí)發(fā)貨。你方可否將信用證的有效期延至這個(gè)月底？A：Well,shippingspaceisallbookedup.I’mafraidwecan’tdeliverthegoodsontime.CouldyouextendtheL/Cuntiltheendofthismonth?B：沒問(wèn)題，不過(guò)請(qǐng)你想辦法解決問(wèn)題。這批貨是季節(jié)性貨物，我們得趕上圣誕節(jié)銷售旺季。B：Noproblem,butpleasetryyourbesttosolvetheproblem.Thegoodsareseasonalcommodities;we’llhavetomeettheChristmassellingseason.A：我們會(huì)盡力確保在12月上旬交貨。A：We’lltryourbesttoensuredeliveryinearlyDecember.B：十分感謝。B：Thankyouverymuch.A：別客氣。A：That’sallright.3）A：到目前為止，我們已經(jīng)談妥了價(jià)格、質(zhì)量和數(shù)量問(wèn)題，現(xiàn)在該談?wù)劯犊顥l件了吧。A：Sofarwehavealreadysettledtheproblemsofprice,qualityandquantity.Nowwhataboutthetermsofpayment?B：我方只接受不可撤銷、憑裝船單據(jù)付款的信用證。B：Weonlyacceptpaymentbyirrevocableletterofcreditpayableagainstshippingdocuments.A：能不能通融一下接受承兌交單或付款交單？A：CouldyoubemoreflexibleandacceptD/AorD/P?B：恐怕不行。B：I’mafraidnot.A：坦白告訴你，近來(lái)我公司積壓了一些貨物，流動(dòng)資金不足，開立信用證會(huì)影響我方的資金周轉(zhuǎn)。A：Franklyspeaking,wehaveoverstockedsomeothergoods,andourfloatingfundsareinsufficient.It’lltieupourmoneytoopenanL/C.B：我能理解你方的難處?？晌乙灿须y處，目前世界經(jīng)濟(jì)不景氣，金融市場(chǎng)起伏不定，我們必須通過(guò)信用證付款來(lái)保障我方利益。B：Iquiteunderstandyourposition.Buttheproblemisthattheworldeconomicsituationisgoingdownwardandthefinancialmarketisfluctuating.WehavetodobusinessonanL/Cbasissoastoguaranteepayment.A：能否接受一半貨物用信用證付款，另一半用付款交單付款？A：Thencouldyouaccept50%paymentbyL/CandthebalancebyD/P?B：對(duì)不起，我們不能接受你方提議。不過(guò)，我們可以在交貨日期方面給你方優(yōu)惠。B：Sorry,wearenotinapositiontodothat,yetwecouldofferyoumorefavorabletermsofdeliveryinstead.UnitFivePages92-931)Listentothefirstpartofapassageandfillintheblanks.damagefree,destination,qualitywooden,customized,modeoftransportation,certification,vapor,landshipment,measured,location,loaded,endproducts,securing.2)Listentothesecondpartandcompletethenotes.All-worldCrating,Inc.iscentrallylocated5milesfromtheInternationalAirportinarecentlyexpanded30000squarewarehouse.Thewarehouseisequippedwithamonitoredalarmsystem.Mass-productioncapabilitiesallowbuildingupto200cratesperday,withsizeandweightcapacityupto90tons.Amongequipmentinuseare5500—30000#forklifts,overheadcranes,acherrypickerandbasicriggingtools,anassortmentofsawsanddrills,aswellasafullyequippedmobilepackingunit.All-WorldCrating,Inc.isoncall24hoursaday,7daysaweek.3)Listentoapassageandanswerthefollowingquestions.Toprotectthecommodityandkeepitgoodinqualityandintactinquantityinthedistributionprocessandtoincreasethemarketvalueofthegoods.2)Shippingpackingisalsocalledbigpackingorouterpacking;thefunctionofmarketingpackingistoprotectthegoodsaswellastobeautifyandintroducethem.4)Listentothepassageagainandcompletethechartbelow.TypesofpackingBulkcargoesNudecargoesPackedcargoesQualitiesneedn’ttobepacked,orit’sverydifficultorevenimpossibletohavethempackedwithregularshapes,inpiecesofdifferentshapesandneedn’tbepackedNeedshippingpacking,marketingpackingorbothcargoesneedtobepackedindifferentwaysExamplesIronore,grain,coalSteelplates,timber,rubberinbales,cases,barrels,bundlesPages98-1001.Listentotensentencesonthetapeandwritethemdown.Wearetouseplasticwrappersforeachshirt,sotheyarereadyforwindowdisplay.Pleaseusenormalexportcontainersunlessyoureceivespecialinstructionsfromouragents.Thepackingmustbestrongenoughtowithstandroughhandling.Asforthepackingoftheproducts,we’dliketousecrates.Forthiskindofproductsweexport,eachitemisindividuallypackedinplasticsheets.Every24piecesarepackedinapapercartonbeforeshipping.Thisshippingmarkindicatesthetotalnumberofcases,theordernumberofpackagesandnumberofthebilloflading.Packingchargeisalreadyincludedintheprice.Actuallywekeepmakingimprovementsinourmethodofpackinginordertomeetthekeencompetitionintheworldmarket.Eachcartonislinedwithwaterproofpaper,sothecontentscan'tbespoiledbydampnessorrain.2.Listentoadialogueandanswerthefollowingquestions.1)Eachjarwillbewrappedintissuepaperandplacedinitsindividualdecorativecardboard.Thenwepackedtheboxesinstrongcardboardtwelvetoacarton,separatedfromeachotherbycorrugatedpaperdividers.2)Theyalwayspayparticularattentiontothesafetyofpacking,andwhat’smore,thesearefragilecommodities.3)Detailsofweight,symbolsofwarningsanddirectionssuchas“USENOHOOK”,“STOWAWAYFROMHEAT”,“DONOTDROP”,and“FRAGILE”,aswellasB’sownmarks.3.Listentoapassageanddothefollowingexercises.A:CACCAB:1)standardcartons,corrugatedrolls,airbubbles,plywoodboxes,maskingtape,plasticandsteepstraps,buckles.2.frozengoods,perishables,consumableitems3.generalcargo,personalbelongings,packing,transportation,insurancefacilities.Translation1.A:Thesafetyofpackingissomethingwealwayspayalotofattentionto.Especiallyforfragilecommodities,we’vegottobeextracareful.Otherwise,ifsomethingunexpectedhappened,we’dberesponsibleanditwouldcauseyoualotofinconvenience,too.B:You’reright.Butwouldn’titbesafertousewoodencases?

A:Surelywecanifyouwantusto,butthechargewouldbemuchhigher.B:Then,let’skeepusingcartons.A:Sure,noproblem.Cartonsaregoodenoughforgoodslikethis.Youdon’thavetoworryaboutit.2.A:I’msogladthatwehavethechancetodobusinesstogether.B:Me,too.A:Imadethisspecialtripherethistimehopingtohavealookatthepackingofourproductsbecauseinthelastshipmentwereceived,therewereafewitemsdamagedbydampness.B:I’msorryforthat.Butwehavetakencareofitandimprovedthepacking.A:Couldyoubemorespecific?

B:Althoughwearestillusingcartons,wehavetakenmeasurestopreventthemfromdampness.Wehavelinedwithplasticsheetsontheinside.Inaddition,we’veputa“KeepDry”signontheoutside.A:Thatsoundsgood.A:DoyoumindifIgiveyoualittlesuggestionabouttheinnerpackingoftheproducts?

B:Notatall.Goahead.A:Packingaffectsthereputationoftheproducts,andoneimportantfunctionofpackingistostimulatepeople’sdesiretobuy.Inaddition,packingshouldgivethebuyeranideaofwhatispackedinside.Yourproductsaregood,butyourpackingdoesn’tlookattractiveenoughtothebuyer.B:Thankyouverymuch.That’sagoodsuggestionandithappenstocoincidewithourown.Wehavejustimprovedourpacking.A:Great!Wouldyouletmehavealook?

B:Surething.Let’sgotothesampleroom.Unit6GivetheEnglishequivalentsofthefollowingdifferenttypesofports.portofcall/callingport寄航港/停泊港freeport自由港ice-freeport不凍港optionalport選擇港loadingport裝貨港unloadingport/portofdischarge卸貨港portofdestination目的港portofshipment裝運(yùn)港DoyouknowtheChineseequivalentsofthewordsinthetableFillintheblankswiththewordsgiven.?AirWaybillAWB?Agent?Cargoaircraft?Prepaid?Collectcharge?Charge?Customsclearance?Firstcarrier?Forwarder?Invoice?Liability?NotificationofarrivalPages111-1131.Listentothefirstpartofapassageandanswerthefollowingquestions.1)Wherecanyouobtaininformationonhowtopackgoods?Fromshippingmanuals,carriers,forwardingagents,andothersources.2)WhatshouldyoudoifyouwanttospeeduptheclearanceofyourgoodsthroughCustoms?Invoiceyourgoodsinasystematicmanner.Putmarksandnumbersoneachpackage.Showthosemarksornumbersonyourinvoiceoppositetheitemizationofgoodscontainedinthepackagewhichbearsthosemarksandnumbers.3)Underwhatconditionscanthedesignationofpackagesforexaminationpurposesbegreatlyfacilitated?Whenthepackagescontaingoodofonekindonly,orwhenthegoodsareimportedinpackagesthecontentsandvaluesofwhichareuniform.4)Whatshouldyoubearinmindwhenpackingandinvoicingyourgoods?Youshouldalwaysbearinmindthatyourinvoiceshouldclearlyshowthemarksandnumbersoneachpackageandspecifytheexactquantityofeachitemofadequatelydescribedgoodsineachmarkedandnumberedpackage.2.Listentothesecondpartandfillintheblanks.ConsolidatedunitsCargoremovalAllowaccessWeighingSimplifyLaboratoryanalysisMinimize3.Listentoapassageandfillintheblanks.ShippingmarksProvideinformationHandledMarkedandnumberedMarksandnumbersPackingslipOppositeSpecifiedCountryoforiginExemptedRequiredUnlawfulCorporationParentownershipPages119-120Listeningandspeaking2Wewillberesponsibleforthechargesincludinganycustomsdutiesonexport,aswellasanyservicechargesonexportinggoods.I’mafraidit’llbedifficultforustoadvancethetimeforshipment.Iamsurethatshipmentwillbeeffectedaccordingtocontractstipulation.Ifthegoodsarenotshippedwithinthreeweekswehavetocanceltheorder.DeliverywillbeamonthfromthereceiptofyourL/C.Surelyyouknowthattransshipmentaddstotheexpensesandsometimesmaydelaythearrival.ShippingmarksontheshippingpackagescanbeclassifiedintoShippingMarks,IndicativeMarksandWarningMarks.Sinceweareinurgentneedofgoodscouldyoudeliver200tonsimmediatelyYoucannotexpectustomakedeliveryinsuchashorttime,sinceittakestimetogetthegoodsready,makeoutthedocumentsandbooktheshippingspace.AsfarasIknow,thelinerspaceforEuropeisfullybookeduptotheendofnextmonth.P120TheestablishmentofanexportcontractPreparingexportcommoditiesPreparingdocumentsCheckingandchangingdocumentsBookingspaceCustomsdeclarationCommodityinspectionInsuranceLoadingWritingdocumentsSettlementofexchangeWhatarethefourmostimportantprocedures?Goods(preparingforexportgoods)Documents(preparingdocuments,checkingandchangingdocuments)Ships(bookingspace)Payment(writingadocumentandsettlementofexchange)TranslationTheshippingfacilitiesatthisporthavebeenmuchimproved.Therewon’tbeanytrouble.Thelengthsofourcontainersrangefrom10to40feet.Theycantakeloadsfrom2to16tonsrespectively.Itisessentialtochoosetherightmeansoftransportation.Tankersareusuallyoilcarriers,andarelikebulkcarrierswhichtransportbulkconsignmentssuchasgrain,wheatandores.Asyourorderisalargeone,wearenotinapositiontobookenoughshippingspace,sowehopeyouwillagreetopartialshipment.Canwegetourbillofladingnow?

PleasefillouttheExportCargoPackingInstructionsandtheExportCargoPackingDeclarationhere.Whenthegoodsarereceivedonthedock,youwillgetadockreceipt.Oncethegoodsareonboardtheship,youwillgetamate’sreceipt.Andifthegoodsaretakenonboardingoodcondition,billswillbe