商务英语写作课件.ppt
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delivery? • Partial shipment and transshipment (buyer consent)
Insurance
1) Following issues
• Insurance certificate/ insurance policy; • Insurer (insurance company/ underwriter)/ insurant (the insured / assured) • Insurance premium/ amount (value, gen. CIF+10%) • Risk coverage
remittance (M/T,TT,D/D), collection (D/P,D/A) , L/C
2) Key points in negotiation
• costs/ risks involved in different terms of payment • Don’t use open-account unless absolutely assured. • If u r a buyer, beware of deposit-before-acceptance of
• late payment penalty
Sales of Goods/Services
Sales contract Inspection
• timing; categories • [品质/规格；数量重量包装； Байду номын сангаас全卫生]
• which is benchmark?
Boilerplate pro• vsoislutiioonns isn case of faultiness.
保险险别
保险险别是指保险人对风险和损失的承保责 任范围。在保险业务中，各种险别的承保责 任是通过各种不同的保险条款规定的。
我国货物运输保险险别，按照能否单独投保， 可分为基本险和附加险两类。基本险可以单 独投保，而附加险不能单独投保，只有在投 保基本险的基础上才能加保附加险。
1、基本险别 中国人民保险公司所规定的基本险别包括平
month following the one in which the invoice is dated PIA Payment in advance Net 7 Payment seven days after invoice date Net 10 Payment ten days after invoice date Net 30
• Negotiation for Sales of Goods/ Services
• Issues and Tips
Sales of Goods/Services
Sales contract contents
Description of good/service Payment Shipping Warranties Inspection Boilerplate provisions
2) Keydapte)oints in negotiation
• Who’s responsible for delivery( price terms)? When does ownership of goods change?
• Place of shipment and destination. • Date of delivery. • Who’s responsible for loss/damage in transit or delay in
的地的费用之和超过其抵达目的地的价值时，视为已经全
损。
2、由于运输工具遭搁浅、触礁、沉没、互撞，与流域
一其他物体碰撞以及失火、爆炸等意外事故造成被保险货
物的部分损失。
3、只要运输工具曾经发生搁浅、触礁、沉没、焚毁等
意外事故，不论这个意外事故发生之前或者以后曾在海上
遭恶劣气候、雷电、海啸等自然灾害所造成的被保险货物
Customary Invoice payment terms
Payment 30 days after invoice date Net 60 Payment 60 days after invoice date Net 90 Payment 90 days after invoice date EOM End of month 21 MFI 21st of the month following invoice
• amendment ; force majeure;
• dispute & arbitration;
• jurisdiction; integration; • headings; severability;
• confidentiality; indemnity
Quality
1) Identification of quality
Sales of Goods/Services
Sales contract Description
• name & number;
• quality;
• discounts (cash/volume);
• packing
Payment
• unit & total;
• due date;
• terms of payment;
2) Key points in negotiation
• Who buys insurance (price terms)? Seller—CIF; Buyer---FOB; under a freight forwarder’s policy.
• Kinds of risk coverage[ CIC /ICC( Lloyds劳合社)] • Variables in decision making (premium; nature/packing/season/politics )
• Shipping marks usu. designed by seller; explicit provision if not
Payment
1) Following issues
• amount and payer; • timing; • steps necessary before payment • methods of payment. Draft, check, promissory note
Invoice payment terms
CND Cash next delivery CBS Cash before shipment CIA Cash in advance Contra Payment from the customer offset against
the value of supplies purchased from the customer Stage payment Payment of agreed amounts at stages
平安险责任范围
1、被保险货物在运输途中由于恶劣气候、雷电、海啸、
地震、洪水自然灾害造成整批货物的全部损失或推定全损。
当被保险人要求赔付推定全损时，须将受损货物及其权利
委付给保险公司。被保险货物用驳船运往或运离海轮的，
每一驳船所装的货物可视作一个整批。
推定全损是指被保险货物的实际全损已经不可避免，
或受损货物残值，如果加上施救、整理、修复、续运至目
order required. Background checks. • Crucial importance of long-term relationship
Invoice payment terms
Net monthly account Payment due on last day of the
condition • packing for adequate protection and salability • demand 3-Rs in case of faulty quality
Packing
1) Why appropriate packing?
• shipment damage prevention / minimizing; • sales promotion; • avoid possible rejection of shipment by buyer;
date
Invoice payment terms
1% 10 Net 30 1% discount if payment received
within ten days otherwise payment 30 days after invoice date COD Cash on delivery Cash account Account conducted on a cash basis, no credit
2) Key points in negotiation
• avoid such unclear terms as “seaworthy packing” “usual packing” “customary packing”
• Packing cost usu. contained in price; specification needed if not
• sample; • description; • trademark or brand • specification, grade or standard
2) Key points in negotiation
• sample prior to purchase order • use pre-shipment inspection; set it up as a payment
Average: loss under marine insurance General: both cargo and vessel (e.g.
throwing goods overboard or tugging service) Particular: cargo itself F.P.A. used mainly in bulk trade
平安险（Free from Particular Average， 简称F.P.A.）=Institute C Clause
这一名称在我国保险行业中沿用甚久，其英文原 意是指单独海损不负责赔偿。根据国际保险界对 单独海损的解释，它是指保险标的物在海上运输 途中遭受保险范围内的风险直接造成的船舶或货 物的灭失或损害。因此，平安险的原来保障范围 只赔全部损失。但在长期实践的过程中对平安险 的责任范围进行了补充和修订，当前平安险的责 任范围已经超出只赔全损的限制。
的部分损失。
平安险责任范围
4、在装卸转船过程中，被保险货物一件或数 件落海所造成的全部损失或部分损失。
5、运输工具遭自然灾害或意外事故，在避难 港卸货所引起被保险货物的全部损失或部分损失。
安险、水渍险和一切险。
基本险
(1)平安险 在投保平安险的情况下，保险公司对由自然灾害所造成的部
分损失，不负责赔偿，而由于因意外事故所造成的部分损失 则要负赔偿责任。 (2) 水渍险 投保水渍险后，保险公司除担负上述平安险的各项责任外， 还对被保险货物如由于恶劣气候、雷电、海啸、地震、洪水 等自然灾害所造成的部分损失负赔偿责任。 (3) 一切险 一切险的责任范围除包括上列“平安险”“水渍险”外，还 包括货物在运输过程中，因各种外来原因所造成的保险货物 的全损或部分损失，但不包括由于运输延迟、货物本身特性 所造成的损失，物价下跌的损失，以及战争和罢工所造成的 损失等.
Shipping
1) Following issues
• modes of transportation; • Containerization/ multi-mode transport; • Variables in decision making (nature/quantity/ delivery
Insurance
1) Following issues
• Insurance certificate/ insurance policy; • Insurer (insurance company/ underwriter)/ insurant (the insured / assured) • Insurance premium/ amount (value, gen. CIF+10%) • Risk coverage
remittance (M/T,TT,D/D), collection (D/P,D/A) , L/C
2) Key points in negotiation
• costs/ risks involved in different terms of payment • Don’t use open-account unless absolutely assured. • If u r a buyer, beware of deposit-before-acceptance of
• late payment penalty
Sales of Goods/Services
Sales contract Inspection
• timing; categories • [品质/规格；数量重量包装； Байду номын сангаас全卫生]
• which is benchmark?
Boilerplate pro• vsoislutiioonns isn case of faultiness.
保险险别
保险险别是指保险人对风险和损失的承保责 任范围。在保险业务中，各种险别的承保责 任是通过各种不同的保险条款规定的。
我国货物运输保险险别，按照能否单独投保， 可分为基本险和附加险两类。基本险可以单 独投保，而附加险不能单独投保，只有在投 保基本险的基础上才能加保附加险。
1、基本险别 中国人民保险公司所规定的基本险别包括平
month following the one in which the invoice is dated PIA Payment in advance Net 7 Payment seven days after invoice date Net 10 Payment ten days after invoice date Net 30
• Negotiation for Sales of Goods/ Services
• Issues and Tips
Sales of Goods/Services
Sales contract contents
Description of good/service Payment Shipping Warranties Inspection Boilerplate provisions
2) Keydapte)oints in negotiation
• Who’s responsible for delivery( price terms)? When does ownership of goods change?
• Place of shipment and destination. • Date of delivery. • Who’s responsible for loss/damage in transit or delay in
的地的费用之和超过其抵达目的地的价值时，视为已经全
损。
2、由于运输工具遭搁浅、触礁、沉没、互撞，与流域
一其他物体碰撞以及失火、爆炸等意外事故造成被保险货
物的部分损失。
3、只要运输工具曾经发生搁浅、触礁、沉没、焚毁等
意外事故，不论这个意外事故发生之前或者以后曾在海上
遭恶劣气候、雷电、海啸等自然灾害所造成的被保险货物
Customary Invoice payment terms
Payment 30 days after invoice date Net 60 Payment 60 days after invoice date Net 90 Payment 90 days after invoice date EOM End of month 21 MFI 21st of the month following invoice
• amendment ; force majeure;
• dispute & arbitration;
• jurisdiction; integration; • headings; severability;
• confidentiality; indemnity
Quality
1) Identification of quality
Sales of Goods/Services
Sales contract Description
• name & number;
• quality;
• discounts (cash/volume);
• packing
Payment
• unit & total;
• due date;
• terms of payment;
2) Key points in negotiation
• Who buys insurance (price terms)? Seller—CIF; Buyer---FOB; under a freight forwarder’s policy.
• Kinds of risk coverage[ CIC /ICC( Lloyds劳合社)] • Variables in decision making (premium; nature/packing/season/politics )
• Shipping marks usu. designed by seller; explicit provision if not
Payment
1) Following issues
• amount and payer; • timing; • steps necessary before payment • methods of payment. Draft, check, promissory note
Invoice payment terms
CND Cash next delivery CBS Cash before shipment CIA Cash in advance Contra Payment from the customer offset against
the value of supplies purchased from the customer Stage payment Payment of agreed amounts at stages
平安险责任范围
1、被保险货物在运输途中由于恶劣气候、雷电、海啸、
地震、洪水自然灾害造成整批货物的全部损失或推定全损。
当被保险人要求赔付推定全损时，须将受损货物及其权利
委付给保险公司。被保险货物用驳船运往或运离海轮的，
每一驳船所装的货物可视作一个整批。
推定全损是指被保险货物的实际全损已经不可避免，
或受损货物残值，如果加上施救、整理、修复、续运至目
order required. Background checks. • Crucial importance of long-term relationship
Invoice payment terms
Net monthly account Payment due on last day of the
condition • packing for adequate protection and salability • demand 3-Rs in case of faulty quality
Packing
1) Why appropriate packing?
• shipment damage prevention / minimizing; • sales promotion; • avoid possible rejection of shipment by buyer;
date
Invoice payment terms
1% 10 Net 30 1% discount if payment received
within ten days otherwise payment 30 days after invoice date COD Cash on delivery Cash account Account conducted on a cash basis, no credit
2) Key points in negotiation
• avoid such unclear terms as “seaworthy packing” “usual packing” “customary packing”
• Packing cost usu. contained in price; specification needed if not
• sample; • description; • trademark or brand • specification, grade or standard
2) Key points in negotiation
• sample prior to purchase order • use pre-shipment inspection; set it up as a payment
Average: loss under marine insurance General: both cargo and vessel (e.g.
throwing goods overboard or tugging service) Particular: cargo itself F.P.A. used mainly in bulk trade
平安险（Free from Particular Average， 简称F.P.A.）=Institute C Clause
这一名称在我国保险行业中沿用甚久，其英文原 意是指单独海损不负责赔偿。根据国际保险界对 单独海损的解释，它是指保险标的物在海上运输 途中遭受保险范围内的风险直接造成的船舶或货 物的灭失或损害。因此，平安险的原来保障范围 只赔全部损失。但在长期实践的过程中对平安险 的责任范围进行了补充和修订，当前平安险的责 任范围已经超出只赔全损的限制。
的部分损失。
平安险责任范围
4、在装卸转船过程中，被保险货物一件或数 件落海所造成的全部损失或部分损失。
5、运输工具遭自然灾害或意外事故，在避难 港卸货所引起被保险货物的全部损失或部分损失。
安险、水渍险和一切险。
基本险
(1)平安险 在投保平安险的情况下，保险公司对由自然灾害所造成的部
分损失，不负责赔偿，而由于因意外事故所造成的部分损失 则要负赔偿责任。 (2) 水渍险 投保水渍险后，保险公司除担负上述平安险的各项责任外， 还对被保险货物如由于恶劣气候、雷电、海啸、地震、洪水 等自然灾害所造成的部分损失负赔偿责任。 (3) 一切险 一切险的责任范围除包括上列“平安险”“水渍险”外，还 包括货物在运输过程中，因各种外来原因所造成的保险货物 的全损或部分损失，但不包括由于运输延迟、货物本身特性 所造成的损失，物价下跌的损失，以及战争和罢工所造成的 损失等.
Shipping
1) Following issues
• modes of transportation; • Containerization/ multi-mode transport; • Variables in decision making (nature/quantity/ delivery