国际商务英语口语口译语教学课件第5章 货款1
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商务英语negotiating price完整PPT课件
a catalogue
a price list / quotation sheets
a sample
2. specific enquiry
• name of the commodity • the specifications (规格）
• the quantity • unit price FOB or CIF （单价） • packaging (包装） • shipment (装运）
(投诉、争议、索赔) ＊ arbitration (仲裁) ＊ processing and assembling trade
(加工与装配贸易) ＊ compensation trade (贸易补偿) ＊ technology importation (技术引进)
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Procedures of Price Negotiation
• The sentence “accept your offer subject to the following alterations…”（接受你方报盘，但须做以 下修改）can be used in answering an offer.
• In making a counter-offer, the party concerned should express regret at inability to accept, and explain the reasons for non-acceptance .
2. There’s no such thing as “take it or leave it” in international business. Everything is negotiable. It all depends on the expertise of the negotiators.
商务英语写作 chapter 5PPT课件
/ Pipeline transportation
首
页
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5
Road Transport
• Advantage: cost effective, ideal for short distance, ideal for transporting perishables
• Disadvantages: Low capacity, traffic delays, bad weather, traffic regulations
高等学校英语拓展系列教程
主 编：胡英坤 车丽娟 外语教学与研究出版社
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1
Chapter 5
Letters of Shipment
装运函
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2
5
Chapter
Letters of Shipment
Contents of this chapter
I. Introduction II. Sample Analysis III. Sample Contrast IV. Patterns and Sentences
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Language Points
are susceptible to：对...敏感的; 容易受到... • be susceptible to cold 易感冒的
in seaworthy：适合海运的 • 第321号订单项下的货物须用适于海运的木
箱包装。
The goods under Order No.321 shall be packed in seaworthy wooden cases.
Give information about the shipment.
国际商务英语第5章
4
Ⅰ. Placing an Order for Men’s Shirts on the Basis of Samples
Name of Commodity Style No. Size Color Quantity (Dozen) Unit Price per Dozen CIF London ￡ XXX Men’s Shirts Men’s Shirts XXX S, M, L XL, XXL Equally Assorted White, Red, Blue, Yellow Green& Grey Equally Assorted 200 50 50 50 50 XXX S, M, L XL, XXL Equally Assorted White, Red, Blue, Yellow Green& Grey Equally Assorted 200 100 100 50 50 XXX S, M, L XL, XXL Equally Assorted White, Red, Blue, Yellow Green& Grey Equally Assorted 200 100 100 50 50 Total quantity: Say XXX Only 1400 ￡ XXX ￡ XXX
3
Ⅰ. Placing an Order for Men’s Shirts on the Basis of Samples
Dear Sirs, Re :Placing An Order for Men’s Shirts We thank for your quotation of April 15, together with a parcel containing some samples of men’s shirts. On perusal, we find the materials you use for making the shirts are of high quality and the workmanship is excellent, which we believe will make our customers satisfied. So we are pleased to place an order with you according to your terms and conditions for the follows:
商务英语听说(第一册)Programme 5 Payment and Delivery
Project 2 Would they accept pay by D/A ?
As an old partner, Mr. and Mrs. David Rodgers wants to pay by D/A .
Would they accept pay by D/A ? If they don’t accept pay by D/A , what terms of payment they accept at last?
2. Yes, she is. 3. L/C at sight. 4. No, they didn’t. 5. Received L/C. 6. He thought it was unfair. 7. He can ask his bank to open the L/C as quickly as
In a meeting room , Mr. Rodgers and Ms. He are talking about the terms of payment.
What’s the result of the talk?
Task 1 Listen to the conversation 1 and fill in the blanks. 1. conclude 2. settled 3. irrevocable 4. raise 5. deposit 6. tie up 7. additional 8. appreciate 9. it can’t be helped 10. reduce the required deposit 11. unsteady 12. guarantee 13. cooperation.
7. We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft when it falls due.
商务英语应用文写作教学课件Module Five
Section 1
Letters on Establishing Business relations and Inquiries
建交、询盘函
01 Lead-In Introduction
A. Letters on Establishing Business Relations A successful business is always based on a fruitful relationship with partners. Establishing Business Relations is the first step for a foreign-trade firm to start a
04 Useful Phrases & Expressions
1) through the courtesy of…
承蒙……
2) be given to understand
得悉、获悉
3) leading / major dealel
主要的经销商
4) specialize in
பைடு நூலகம்专门经营
5) establish / enter into business relations / connection
05 Training & Practice
Message of Writing Task:
1) 告诉对方你是从广州中国进出口商品交易会(Guangzhou Fair)上得悉其公司名 称和地址的。 2) 去函目的是希望与对方建立业务关系。 3) 告诉对方你公司专门经营中国纺织品进口业务，是美国主要的中国纺织品经销商。 4) 问对方索要最新的产品目录及价格表。 5) 表达希望尽早收到对方答复并与之达成交易的迫切心情。
国际商务英语口语(第三版)unit1-5
LOGO
USEFUL SENTENCES
卖方陈述坚守信用证的理由
1. It is our usual practice to require sight L/C. We cannot make an exception this time.
要求即期信用证/见票即付的信用证支付是我方的一贯作法。这次不能破例。 2. L/C is a reliable and safe method of payment, and it protects the
USEFUL SENTENCES
LOGO
做出让步
1. As a special accommodation, we agree to your proposal and accept payment by D/P at sight, but this should not be regarded as a precedent.
占用资金
T/T (telegraphic transfer)
电汇
additional [ ə'diʃənl ] adj. .
额外的
expense [ ik'spens ] n.
费用
profit margin
利润空间
down payment
定金
remit [ ri'mit ] v.
汇款
a/c no. (account no.)
3. For such a small amount, payment by L/C involves additional expenses for us. 由于金额太少，用信用证支付增加了我们额外的花费。
4. Opening an L/C causes us a lot of expenses because it requires a certain sum of deposit in the bank. 因为开立信用证需要一笔保证金，这给我们带来很大的花销。
商务英语口语unit5
brochure
business card
banner
booth personnel
booth
exhibition hall
product
business suits
sample
folding table
catalogue
demonstration
name tag
part
part
part
part
part
Hello guys. The sales-manager of our company wants me to attend 2016 Middle East (Dubai) International Garment & Textile Fair.
Hello everyone. I’m Nemo, I’ll give Michael some advice on how to prepare the exhibition and talk with booth visitors.
Part 1 Warm-up
Tip 1 _____________________________________________________ Tip 2 _____________________________________________________ Tip 3 _____________________________________________________
Thanks for your suggestions. Today I came across my friend Sara. Please listen to our dialogue.
BEC 商务英语初级 第5单元课件 module 5
New words & Expressions
human resource 人力资源 HR manager 人力资源经理 photography exhibition 摄影展 accountancy job 会计工作 passion n. 热情，激情 competitive adj 竞争的 give up sth. all together 完全放弃……
Back to the land 回归土地
Name Peter Van Der Groot
career
Living place
Successful stockbroker
Moving from London to the countryside
Make a living
Change of life
New words & Expressions
source of income 收入来源 olive n. 橄榄 farm products 农产品 business contact 生意场的熟人/关系 deal in 经营 make enquiries 询问 recrds & Expressions
Portugal 葡萄牙（欧洲西南部国家） Slovakia 斯洛伐克（中欧国家） Bratislava 布拉迪斯拉发（捷克斯洛伐克 中南部城市）
Writing 4
From: Elena Gonalez To: Synapse Date: 3 October Subject: Price quotation Could you please send us a price quotation for three designs, for both full colour and black and white? I attach two of the designs, and tomorrow I‟ll send the third one. Looking forward to your reply. Best Regards Elena Gonzalez
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after we deliver the last goods, so that we may arrange the shipment. Miller: No problem.
SCENE 3 Mr. Hughes has placed an order with Mr. Li. He is required to pay by L/C, which
5.1 Payment Modes 付款方式 What are the major payment modes?
SCENE 1 Having agreed on prices, the buyer and the seller are negotiating over terms
of payment and payment modes.
should reach Mr. Li before the date of delivery. Now they are talking about it.
Reading and Discussing Read the script of the conversation and think over these questions: 1. Why is L/C required to reach 30 days before the date of delivery? 2. What should you do to open an L/C? 3. What are the special requirements for L/C?
Li: Yes, but you know, the process of manufacture lasts quite long and it will surely involve considerable amount of money. As an exporter, we’d like to have our investment returned as early as possible.
to the bank which is far more expensive than the charge of T/T. Could you adopt D/P or D/A? As far as I know, you do sometimes accept D/A or D/P. Seller: Well, it depends. Some of our customers have long-standing relationship wider after this transaction, we can also accept D/P. But this is your first order, we insist on a letter of credit. Buyer: Fine. I’m in bad need of these goods, so I’ll do what you require.
Li: Mr. Hughes, we only accept confirmed and irrevocable letter of credit. Hughes: When do we send you the L/C, Mr. Li? Li: Your L/C must reach us 30 days before the date of delivery so as to enable us to
Miller: Fine. By the way, when will the draft fall due? Li: On March 31, 2013. Please see that the draft for the first partial shipment will reach us
for our acceptance at the time of the contract being signed. Miller: We will. Li: As to the goods, we’ll send them to you in four different lots within four years. Miller: Delivered by April 30th each year, is it right? Li: Yes. And I have to mention that you should issue a draft for the next partial shipment
Reading and Discussing Read the script of the conversation and think over these questions: 1. What payment mode does the seller accept? 2. What does the buyer think of this payment mode? 3. Why does the buyer suggest D/P? 4. Do they agree on the payment mode?
Buyer: We have settled price, quantity and shipment. Shall we discuss the terms of payment?
Seller: Yes. As a rule, we would like 100% T/T payment prior to delivery. Buyer: Well, this is a large order. It will take four or five months to sell the goods and
Miller: I understand. But we have been cooperating well for years. You may rest assured that the payment is guaranteed.
Li: Well, in order to help us to make this transaction possible, I’d like you to issue a time draft for USD $200,000 covering the value of the first partial shipment.
国际商务英语口语口译语教学课件第5章 货款1
D/P是付款交单，发货后准备好议付单据，通过银行交单至客户方银 行，客户银行提示客户单据已到，客户付款后银行交单。
D/A则是承兑交单，也是通过银行交单给客户银行，不同的是客人只 需承兑我方单据，就可以拿走正本单据，到期后再付款。
T/T是电汇（单据一般是我方直接邮寄给客户，无须通过银行）， 如果使用T/T付款方式，一般的做法是客户先要给我们30%的预付款， 剩余70%款项一般保险的方法是，货装船后，客人凭传真的提单正本 付款，等款到账后再邮寄整套正本单据给客人。
Li: We have a good reputation in the line. You can trust in us. Hughes: Fine. We’ll open the L/C soon after we return. This is the first time we
have done foreign trade, would you tell me if I have to pay a deposit for L/C? Li: Yes, you do. After you have paid the deposit, the opening bank bears the first
L/C信用证付款方式属于银行信用，是很保险的一种付款方式，但开 证行信誉一定要好，单证人员审单要认真仔细，公司业务、储运、单 证部门要协调一致，避免单据出现不符点。
总体来说，L/C比D/P（D/P SIGHT）安全；D/P（D/P SIGHT）比D/A 安全。其实最主要是要看客人的信用情况、自己的产品质量以及市场 行情。
Li: I’d like to talk about the mode of payment for this order. Miller: For this order valuing USD $600,000 we will pay in installment, which
we made clear at the beginning of negotiation. The payment will be spread over four shipments during four years.
make all necessary arrangements. Hughes: In this case, you have an assurance of payments, but we have to rely on you to
ship goods as described in documents.
start to make a profit. If we give you advance payment, we’ll get many troubles. Seller: In this case, you can choose to pay 50% deposit of the invoice value by T/T and
then pay the balance by L/C at sight. Buyer: We can pay 50% deposit by T/T, but we don’t want to pay the balance by L/C. Seller: Why? Buyer: To be frank, it’s expensive to open an L/C because we should pay extra money
SCENE 3 Mr. Hughes has placed an order with Mr. Li. He is required to pay by L/C, which
5.1 Payment Modes 付款方式 What are the major payment modes?
SCENE 1 Having agreed on prices, the buyer and the seller are negotiating over terms
of payment and payment modes.
should reach Mr. Li before the date of delivery. Now they are talking about it.
Reading and Discussing Read the script of the conversation and think over these questions: 1. Why is L/C required to reach 30 days before the date of delivery? 2. What should you do to open an L/C? 3. What are the special requirements for L/C?
Li: Yes, but you know, the process of manufacture lasts quite long and it will surely involve considerable amount of money. As an exporter, we’d like to have our investment returned as early as possible.
to the bank which is far more expensive than the charge of T/T. Could you adopt D/P or D/A? As far as I know, you do sometimes accept D/A or D/P. Seller: Well, it depends. Some of our customers have long-standing relationship wider after this transaction, we can also accept D/P. But this is your first order, we insist on a letter of credit. Buyer: Fine. I’m in bad need of these goods, so I’ll do what you require.
Li: Mr. Hughes, we only accept confirmed and irrevocable letter of credit. Hughes: When do we send you the L/C, Mr. Li? Li: Your L/C must reach us 30 days before the date of delivery so as to enable us to
Miller: Fine. By the way, when will the draft fall due? Li: On March 31, 2013. Please see that the draft for the first partial shipment will reach us
for our acceptance at the time of the contract being signed. Miller: We will. Li: As to the goods, we’ll send them to you in four different lots within four years. Miller: Delivered by April 30th each year, is it right? Li: Yes. And I have to mention that you should issue a draft for the next partial shipment
Reading and Discussing Read the script of the conversation and think over these questions: 1. What payment mode does the seller accept? 2. What does the buyer think of this payment mode? 3. Why does the buyer suggest D/P? 4. Do they agree on the payment mode?
Buyer: We have settled price, quantity and shipment. Shall we discuss the terms of payment?
Seller: Yes. As a rule, we would like 100% T/T payment prior to delivery. Buyer: Well, this is a large order. It will take four or five months to sell the goods and
Miller: I understand. But we have been cooperating well for years. You may rest assured that the payment is guaranteed.
Li: Well, in order to help us to make this transaction possible, I’d like you to issue a time draft for USD $200,000 covering the value of the first partial shipment.
国际商务英语口语口译语教学课件第5章 货款1
D/P是付款交单，发货后准备好议付单据，通过银行交单至客户方银 行，客户银行提示客户单据已到，客户付款后银行交单。
D/A则是承兑交单，也是通过银行交单给客户银行，不同的是客人只 需承兑我方单据，就可以拿走正本单据，到期后再付款。
T/T是电汇（单据一般是我方直接邮寄给客户，无须通过银行）， 如果使用T/T付款方式，一般的做法是客户先要给我们30%的预付款， 剩余70%款项一般保险的方法是，货装船后，客人凭传真的提单正本 付款，等款到账后再邮寄整套正本单据给客人。
Li: We have a good reputation in the line. You can trust in us. Hughes: Fine. We’ll open the L/C soon after we return. This is the first time we
have done foreign trade, would you tell me if I have to pay a deposit for L/C? Li: Yes, you do. After you have paid the deposit, the opening bank bears the first
L/C信用证付款方式属于银行信用，是很保险的一种付款方式，但开 证行信誉一定要好，单证人员审单要认真仔细，公司业务、储运、单 证部门要协调一致，避免单据出现不符点。
总体来说，L/C比D/P（D/P SIGHT）安全；D/P（D/P SIGHT）比D/A 安全。其实最主要是要看客人的信用情况、自己的产品质量以及市场 行情。
Li: I’d like to talk about the mode of payment for this order. Miller: For this order valuing USD $600,000 we will pay in installment, which
we made clear at the beginning of negotiation. The payment will be spread over four shipments during four years.
make all necessary arrangements. Hughes: In this case, you have an assurance of payments, but we have to rely on you to
ship goods as described in documents.
start to make a profit. If we give you advance payment, we’ll get many troubles. Seller: In this case, you can choose to pay 50% deposit of the invoice value by T/T and
then pay the balance by L/C at sight. Buyer: We can pay 50% deposit by T/T, but we don’t want to pay the balance by L/C. Seller: Why? Buyer: To be frank, it’s expensive to open an L/C because we should pay extra money