ChapterSixBusinessTradeIChapterSixⅠLearningObjectivesAfterthestudyofthischapter,thestudentsareexpectedto:Comprehendbasicvocabularyrelatedtoinquiriesandoffers;Identifyandunderstandbasicelementsofmakinginquiries;Knowhowtonegotiatefavorableprices;Graspthevocabularyandusefulsentencesinvolvedwithpricesterms.ChapterSixⅡBackgroundInformationInforeigntrade,enquiriesareusuallymadebythebuyerswithoutengagementtogetinformationaboutthegoodstobeordered,suchasprice,catalogue,deliverydateandotherterms.Enquiriesmaybeeitherdispatchedbymail,cable,telex,fax,orhandedtothesuppliersthroughpersonalcontact.So,thatistosayanenquiry(inquiry)is,infact,arequestforinformationonprice,tradeterms,etc.Animportermaysendoutanenquirytoanexporter,invitingaquotationoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.ChapterSixⅡBackgroundInformationAccordingtothecontentorpurpose,anenquirymaybeeitherageneralenquiryoraspecificenquiry.Iftheimporterwantstohaveageneralinformationoftheproductsorcommodities,whichtheexporterisinapositiontosupply,hemayasktheexportertosendhimacatalogue,abrochure,apricelistandsamples.Thisisageneralenquiry.Iftheimporterintendstopurchaseacertainproductorcommodity,hemayasktheexportertomakeanofferoraquotationonthisproduct.Suchkindofenquiryiscalledaspecificenquiry.ChapterSixⅡBackgroundInformationEnquiries,fromregularcustomers,maybeverysimpleincontent,inwhichonlythenameand/ordescriptionsofthecommoditywillbementioned.Otherenquiriesareingreatdetailincludingthenameofcommodity,qualityorspecifications,quantity,termsofprice(CFR,FOB,etc.),termsofpayment(byL/Corotherwise),timeofshipment,packingmethod,etc.requiredbythebuyersoastoenablethesellertomakeproperoffers.ChapterSixⅡBackgroundInformationThepriceinvolvedininternationaltradeincludesnotonlythecostofproducts,butalsofreightandinsurance.Whenyoubuyorsellgoodsacrossnationalboundaries,youandtheotherpartymusthaveaclearunderstandingofthetermsformovingthosegoodstotheirdestination.CIFandFOBarecommonlyusedagreementmodelsforinternationalshipping.Eachtypeofagreementspecifieswhichpartyisresponsibleforthegoodsandthepointatwhichresponsibilitytransfersfromthesellertothebuyer.ChapterSixⅡBackgroundInformationFreeonBoard（FOB）

UndertheIncotermstandardpublishedbytheInternationalChamberofCommerce,FOBstandsfor“FreeOnBoard”(namedportofshipment),andisalwaysusedinconjunctionwithaportofloading.Indicating“FOBport”meansthatthesellerpaysfortransportationofthegoodstotheportofshipment,plusloadingcosts.Thebuyerpayscostofmarinefreighttransport,insurance,unloading,andtransportationfromthearrivalporttothefinaldestination.Thepassingofrisksoccurswhenthegoodspasstheship’srailattheportofshipment.ChapterSixⅡBackgroundInformationForexample,“FOBVancouver”indicatesthatthesellerwillpayfortransportationofthegoodstotheportofVancouver,andthecostofloadingthegoodsontothecargoship(thisincludesinlandhaulage,Customsclearance,origindocumentationcharges,demurrageifany,originPorthandlingcharges,inthiscaseVancouver).Thebuyerpaysforallcostsbeyondthatpoint(includingunloading).Responsibilityforthegoodsiswiththeselleruntilthegoodspasstheship’srail.Oncethecargoispasttheship’srailandonboard,thebuyerassumesrisk.ChapterSixⅡBackgroundInformationCost,InsuranceandFreight(CIF)

Aninternationaltradetermofsaleinwhich,forthequotedprice,theseller/exporter/manufacturerclearsthegoodspasttheship’srailattheportofshipment(notdestination).Thesellerisalsoresponsibleforpayingforthecostsassociatedwithtransportofthegoodstothenamedportatdestination.However,oncethegoodspasstheship’srailattheportofshipment,thebuyerassumesresponsibilityforriskoflossordamageaswellasanyadditionaltransportcosts.Thesellerisalsoresponsibleforprocuringandpayingformarineinsuranceinthebuyer’snamefortheshipment.TheCostandFreighttermisusedonlyforoceanorinlandwaterwaytransport.ChapterSixⅡBackgroundInformationNotestobackgroundinformation:engagement

/?n?ɡe?d?m?nt/n.

(尤指正式的或與工作有關(guān)的)約定，約會(huì)，預(yù)約catalogue/?k?t?l?ɡ/n.目錄，目錄簿generalenquiry一般詢盤specificenquiry具體詢盤brochure/?br????(r)/n.資料或廣告手冊(cè)pricelist價(jià)目表sample/?sɑ?mpl/n.

樣品，樣本specification/?spes?f??ke??n/n.規(guī)格;規(guī)范;明細(xì)單;說明書ChapterSixⅡBackgroundInformationNotestobackgroundinformation:Incoterm:InternationalCommercialTerm國際貿(mào)易術(shù)語InternationalChamberofCommerce國際商會(huì)loadingcosts裝貨成本inlandhaulage內(nèi)陸運(yùn)輸費(fèi)用Customsclearance清關(guān)origindocumentationcharge原籍國文件費(fèi)demurrage滯留費(fèi)originPorthandlingcharges起運(yùn)港手續(xù)費(fèi)procuring/pr??kj??r??/v.(設(shè)法)獲得，取得，得到ChapterSixⅢWordsandexpressions:Dialogue1areadymarket市場暢銷subjecttoourconfirmation以我方確認(rèn)為準(zhǔn)concession/k?n?se?(?)n/n.

讓步ChapterSixSupplementaryusefulwordsandexpressionsTheofferisvalidfor…報(bào)價(jià)有效期是…

tomakesalesof/topushsalesof推銷marketsfor…h(huán)avegoneupXX行情上漲

Ican’tagreewithyouthere.在這一點(diǎn)上我不同意你的意見。

fromothersources從其他來源（供應(yīng)者）

long-standingrelationship長期的合作關(guān)系toourregret使我們遺憾的是

onthebasisofequality,mutualbenefitandexchangeofneededgoods在平等互利和互通有無的基礎(chǔ)上

takingeverythingintoconsideration在全面考慮之后togetthebusinessdone為了做成買賣

supplyexceedsdemand供過于求ChapterSixⅢWordsandexpressions:Dialogue2dobusinessonacommissionbasis

做有傭金的買賣withoutengagement無約束力todriveahardbargain極力討價(jià)還價(jià)ChapterSixallow(or:give,make,grant)…%discountoff(on)thepricesofgoods按貨價(jià)給予……%的折扣atadiscount折價(jià)，削價(jià)highest/lowestdiscount最高/最低折扣quantity

discount

數(shù)量折扣cash

discount

現(xiàn)金折扣

maximumdiscount最大折扣exceptionaldiscount額外折扣specialdiscount特別折扣SupplementaryusefulwordsandexpressionsⅣKeystotheexercises

1.

1)commission2)reduction

3)offer4)confirmation

5)counter6)discount

7)quotations8)ready

9)conclude10)latest

ChapterSixChapterSixⅣKeystotheexercises2.1)a—5b—1c—4d—3e—22)Open-endedquestionⅣ