采购专业英语备课笔记
Unit 3 Enquiries and Offers
I. Teaching Aims and Requirements:
1. Students learn to know the basic points of enquiry and quotation.
2. Students master some useful sentences about enquiry and quotation.
3. Students can make enquiry and quotation in fluent English.
4. Students can finish the exercises well.
II. Important Points:
1. Students know the basic points of enquiry and quotation.
2. Students master some useful sentences about enquiry and quotation.
1) Your price is higher than those we got from elsewhere.
2) How long does your offer remain valid?
3) The size of our order depends greatly on your price.
4) If your price is favorable, we can book an order right away.
5) All the quotations on the list are subject to our final confirmation.
III. Difficult Points:
1. Persuade your end-users to place an order with you.
2. State your products? strong points compared with other products when making
enquiry and offers.
3. Make an enquiry and offer in fluent English.
IV. Word Study:
1. enquiry（inquiry）n. 询价，询盘，询购
A customer of ours has made an enquiry for hand-made leather gloves. Please
tell us what you can offer in this line.
我们的一个客户询购手制真皮手套。请告知是否有供应。
enquire v. 询盘，询购
A lot of customers have approached us to enquire for mohair sweaters.
许多客户向我们询购马海毛毛衣.
2. offer 报盘
firm offer 实盘,确盘
non-firm offer 虚盘
an offer without engagement 没有约束力的报盘/虚盘
to make sb. an offer for sth.向某人报某货
Please make us a firm offer for 2,000 Minolta Cameras Model 10-F CIF Vancouver.
请报2,000台美能达相机,型号10-F CIF温哥华实盘.
to offer sb. sth. 向某人报某货
We?d like to offer you 200 “Goodbaby” Brand bicycles at $40 per set.
我们愿向你报200辆”好孩子”自行车,每台$40.
3. quote v. 报价
to quote sb. a price for sth 向某人报某货
Can you quote us your lowest price for Item No.223? 能否就223号货报最低价? quotation n. 报价
to make sb a quotation for sth.向某人报某货
If you can increase the quantity of your order, we?ll be able to make you a better quotation. 如果你们能增加订货数量,我们就可以报更好的价格.
4. supply n. 供货,供应
supply position 供货情况
steady supply 稳定的货源
fresh supply 新货源
short supply 供应短少
plentiful supply充足的供应
supply over (exceeding) demand 供过于求
supply v. 供应,供给
to supply sb. with sth.供给某人某物
We can supply you with this item on a regular basis.我们可以长期向你供应此货.
5. CIFC5% : CIF 含5%的佣金，第二个C是Commission 的缩写
6. Our offer will remain good for only 3 days. 报盘有效期仅为三天.
表示报盘”有效”的词,除good外,还有available, valid, open, firm, effective等
常用表达报盘有效期的句型有:
1) Our offer is valid/good/available/open/firm/effective for 3 days.
2) Our offer is kept valid/good/available/open/firm/effective for 3 days.
3) Our offer is held valid/good/available/open/firm/effective for 3 days.
4) Our offer is valid/good/available/open/firm/effective until October 1.
5) This offer is subject to your acceptance within 3 days.
6) This offer is subject to your acceptance reaching us before Octber1.
7) This offer is subject to our receipt of you acceptance within 3 days.
8) This offer expires on October 1.
7. How?s everything going? 一切都好吗？
这句话用于熟人间的问候，类似的说法还有：
How goes it with you？您近况如何？
How is life？生活过的好吗？
How is business？生意如何？
8. subject to …以…为准的,以… …为条件的,要经受… …
to 是介词,因此后面只能接名词或名词性短语
Cars are subject to a high domestic tax. 买车要交很高的国内税.
You could be subject to many dangers by traveling alone in that area.
自己一人在该地区旅行,你要面临很多危险.
9. order 订货,订单
trail order 试订货（单）
repeat order 续订货（单）
fresh order 新订货（单）
formal order 正式订货（单）
duplicate order 重复订货（单）
place an order with sb. for sth.. 向某人订购某货物
If your price is competitive enough, we can place large orders with you.
如果你们的价格有足够竞争力,我们可以大量订货.
10. delivery 交货
11. price list 价目单
12.catalogue 商品目录
13.Sales Terms and Conditions 销售条件
14. specification 规格
15. FOB离岸价 CIF 到岸价 CFR 成本加运费价
V．Teaching Procedures:
Step 1 Lead in
. When we are interested in some products or when we want to buy some products, we usually make an enquiry.
Raise the students’ interest by asking the following questions:
1) How can you make an enquiry or offer if your end-users are interested in your
products?
2) What terms do you want to know most when you are making an enquiry or offer?
3) How can you have a bargain with your suppliers or end-users when you want to
make a deal with them?
Step 2 Dialogue Learning
1. Help students go through new words and expressions 123.
2. Get students listen to the video of the dialogue with their books closed.
3. Let students read the dialogue first, then ask them to summarize the main points in
making an enquiry and offer.
Step 3 Useful sentences and Language points
1. Ask students to read and recite the useful sentences 123.
2. Get the students to do some translations.(from Chinese to English)
1)这是我方所需的商品，我想知道贵方天津到岸价的最低价。
Here is a list of my requirements. I?d like to have your lowest quotations, FOB Tianjin.
2)我方所有的到岸价都列在此，但需我方最后确认才有效。
All our FOB prices are listed here. But they are subject to our final confirmation.
3)通常我方在收到相关的信用证后三个月内发货。
Usually we deliver the goods within 3 months after receipt of the covering letters of credit.
4)6号商品的供货情况如何？贵方能提供现货吗？
How about the supply position of Item No.6? I?d like to know whether you could supply from stock?
5)就质量来说，我认为其他品牌的商品不能与我方商品相提并论。
In terms of q uality, I don?t think that the goods of other brands can compare with ours.
Step 4 Pair work and Practice:
1. Suppose student A is working in a textile company. Student B is Mr.White who is
interested in A?s company?s product. Mr.White is making an enqui ry with A.
2. Student A and B exchange their roles to make up a new dialogue about enquiry
and quotation.
Step 5 Role play
1. Get the students finish the task 1 and task
2.
2. Choose some pairs to give a performance.
Step 6 Topics for group discussion
1. Divide the students into several groups (3-4 students in a group) to have a
discussion.
2. Invite some groups to give a performance and the rest students can give some
comments.
3. Teacher?s comments on the students? performance.
Step 7 Assignment
1. Role-play: Work in pair .One student performs the importer and the other acts the
exporter and make up a new dialogue covering the procedure of enquiry, offer and counter-offer.
2. Finish Translation.
A． From Chinese into English:
1.由于原材料涨价，我们不得不调整产品价格。
Since the price of the raw materials goes up we have to adjust the price．
2.我们想了解一下你方在这方面的供货能力及销售条件。
We want to know about your supply position and sales condition in this line．
3.目前我们的一些客户对你们纯地毯很感兴趣，并询问其质量和价格。
Some of our customers have recently interest in your pure and carpets and are enquiring the quality and the price．
4.相信由于我方大量订购，贵方能报最优惠价格。
I believe you'll offer the lowest quotation owing to our large order．
5.根据你方要求，我方很高兴就如下商品向你方特殊报价，希望不久能收到
你方的试订单。
At your request we are glad to give you some special offer for the following items．We hope we'll receive your trial order soon．
6.我们的价格和其他制造商开价比较，是十分优惠的。这一点你们从我方报
价单里就能看到。所有价格当然要经过我方确认后方始有效。
Our prices are more favorably than those offered by other manufacturers which can be seen from our quotation．Of course，all the prices are subject to our final confirmation．
B. From English into Chinese:
1.In line with international market practice，the validity of our offer will remain
good for three days．
按照国际市场惯例，我方报价有效期为三天。
2.At your request，we are offering you the following items．This offer will
remain open for 3 days．
根据你方要求，我方给你方提供以下商品，这一报价有效期为三天。
3.We are sorry to say that the goods required by you are out of stock for the time
being，therefore we are unable to make you an offer at present．
我们很抱歉，你方所要的商品现已脱销，因此我方目前无法向你方报价。
4.We can supply from stock and will have no trouble in meeting your delivery
date.
我们能供应现货，因此按时交货没问题。
5.The offer is made without engagement．All orders will be subject to our written
acceptance．
这一报价不具有约束力，所有定单必须以我方书面接受为准。
Unit 4 Prices
I. Teaching Aims and Requirements:
1. Students master some useful sentences of price.
2. Students can make dialogue to bargain in a transaction in fluent English.
3. Students can finish the exercises well.
II. Important Points:
1. Students master some useful sentences of price.
1) I?m afraid we can?t reduce our price to the level you indicated.
2) We may accept your price only if you can make an earlier shipment.
3)Our price has already been on its lowest level, your counter-offer does not come in
line with the current rate.
4) There is little likelihood of conducting business at your price.
5) We are prepared to reduce our price by 3% to encourage business, but only for this
order.
2. Students can make dialogue to bargain in a transaction in fluent English.
III. Difficult Points:
1. Ask students to state the strong points of their products and their price is reasonable.
2. Persuade end-users to accept price or suppliers to reduce price.
3. Students can master the skills of bargain.
IV. Word Study:
1. Have a bargain 讨价还价
2. Make concession 让步
3. In line with 与～～一致
4. Meet each other half way 各让一半
5. In the market for 欲购买
6. Hit the bottom=touch the bottom 价格探底
7. In view of 鉴于
8. Current market price 当前市场价格
9. Drive someone bankrupt 使破产
10.Give someone a discount by 20% 八折
11. 25% higher than 比 (25)
30% lower than 比……低 30%
After comparison, you?ll find that our price is 10% lower than the German makes.
一比较,你就会发现我们的价格比德国货低10%。
Cost of raw material is 5% higher than last year .
原料成本比去年高了5%。
12. confirm 确认
Please confirm your order by fax.
请来传真确认你方订单。
We confirm having received your enquiry of May 1 asking us to offer 100 tons of cement.
兹确认已收到你方五月一日询盘，要求我方报100吨水泥。
13. reduce vt .降低,减少
I?m afraid you?ll have to reduce your price by $5 in order to conclude the deal.
为达成交易,恐怕你们得降低5美元。
reduction n. 降低,减少
May we suggest that you make a 5% reduction in your price?
建议你方降价5%,可否?
另外,表示降价还有如下表达方式:
to cut/drop/lower/bring down the price by…(或to…)
Unless you cut your quotation to HK $95, it?ll be very difficult for us to come to terms.
除非你们把价格降到95港元,否则很难成交。
提价则用: to raise/increase the price by…(或to…)
14. 20% off the listed price 单子上的价格减20%
15. The market is advancing. 行市上涨
行市上涨还可表达为: The market is rising/strengthening/going up.
行市下跌可表达为: The market is dropping/falling/weakening/slipping/going down.
16.close business 成交
成交还可以表达为to conclude/finalize/complete/put through a deal/business/transaction
17. in view of 鉴于
In view of the upward market tendency，we?d suggest you accept our offer without delay.
鉴于行市有上涨趋势,我们建议你方立即接受我方报价。\
18. Your reduction is too modest. 你们的减让太小。
modest 表示幅度不大。类似说法还有：Your reduction is too conservative.
19. That?s a deal . 就这么定了。
这是在交易谈成时说的一句话。还可以说：Let?s call it a deal.
V．Teaching Procedures:
Step 1 Lead in
1. Revise the contents in Unit 14 by doing some translations.
1) 我方对贵方七号商品感兴趣，希望贵方报成本加运费价。
2) 我们需了解一下以下商品是否有货。
3) 请问贵方伦敦到岸价的最低价。
4) 我方的报价有效期为三天，以我方最后确认为准。
5) 我方订单的大小取决于贵方价格的高低。
2. After making an enquiry, we know the price. As a customer, we always want to buy
products at lower price. So we usually have a price bargain before making the deal.
Raise the students’ interest by asking the following questions:
1) What should we say if we want to cut down the price?
2) How can we persuade our counter-partner to accept our price?
3) When making enquiry and offer, what kind of strategies will you adopt
to have a good bargain?
Step 2 Dialogue Learning
1. Help students go through new words and expressions.
2. Get students listen to the video of the dialogue with their books closed.
3. Ask students to think of more strategies for a lower price as a buyer.
4. Ask students to think of more strategies to protect their price as a seller.
Step 3 Useful sentences and Language points
1. Ask students to read and recite the useful sentences.
2. Get students to do some translations.(from Chinese to English)
1) 由于我方将大批量订货，所以希望贵方作出特殊的让步。
Since we are likely to place sizable orders, we hope that you will make some
special concessions.
2) 国际市场低迷，因此我方打算将价格降低50美元。
The international market is low, so I?d like to adjust our price downward by 50
dollars.
3) 从一开始，我方的价格就很优惠与现行的市场价格一致。
Our price has been fair from the very beginning, it is in line with the ruling price
in the world market.
4) 很抱歉，我方不能按照贵方的要求减价。
I?m afraid we can?t reduce our price to the level you indicated.
5) 如果贵方能安排早日装运，我方可以接受贵方的价格。
We may accept your price only if you can make an earlier shipment.
Step 4 Pair work and Practice:
1. Suppose student A is a buyer . Student B is a seller. They are talking about the price. A
wants to get a lower price while B insist on his idea.
2. Student A and B exchange their roles to make up a new dialogue about bargain.
Step 5 Role play
1. Get the students finish the task 1 and task
2.
2. Choose some pairs to give a performance.
Step 6 Topics for group discussion
1. Divide the students into several groups (3-4 students in a group) to have a discussion.
2. Invite some groups to give a performance and the rest students can give some
comments.
3. Teacher?s comments on the students? performance.
4.What tactics do the both parties of negotiators utilize?
5.What tactics are commonly used in international trade negotiation?
Step 7 Assignment
1. Role-play: Make a dialogue with your partner according to what is learned in this
lesson and act it before the class.
2. Finish Translation.
Step 8 Supplementary phrases:
A jump in price 大幅度提价 to mark up the price 加价
Going price 现价 base price 底价
Actual price 实价 nominal price 虚价
Wholesale price 批发价 retail price 零售价
Reference price 参考价 rock bottom price 最低价
Promotion price 促销价 price gap 价差
Discount sale 折价销售 bargain sale 廉价销售
Step 9 Assignment
Finish Translation.
A． From Chinese into English:
1．但如果价钱太高的话，我们就只好转向其他的供应货商。
If the price is too high，we'll have to switch purchase elsewhere．2．我们的还价和国际市场的价格是相符的。如果您接受的话，我们将说服客户向你们订购。
Our counter-offer is in line with the world market．If you can accept it．We
will persuade out customers to place an order with you．
3．你们的报价与国际市场的差别太大，请再考虑一下能否给我们一个更优惠的价格。
The difference between your offer and the one of the world market is too wide.
Please reconsider it whether you can give us a better price．
4．我方调查证明你方价格和别的公司价格相比高出20%。如果你们不能作些让步，恐怕我方只好放弃这笔交易了。
Our survey has confirmed that your price is 20% higher compared with other
company. I'm afraid I have to call the deal off if you can't make any
concessions．
5．您的意思是即使市场价格上涨，我们也得降低价格？这不符合常规。
You mean we should cut down our price even if the market price has risen？This
is out of line．
B． From English into Chinese:
1．To be frank with you，your counter-offer wouldn't even cover our production cost.
坦白的说以你们的还价我们还不能保本。
2．If that's the case，there's not much point in further discussion．We might as well call the whole deal off.
如果是这样的话，那就没有什么意义再进一步讨论了，我们是否干脆放弃这笔生意算了。
3．For old friend's sake we may exceptionally consider lowering our price a little，but never to that extent.
看在老朋友的份上，我们可以例外考虑降低一点价格，但不可能降低到那种程度。
4．The difference between our quotations is too great．We can't make a deal this way.
我们双方报价差距太大，这样是无法做成生意的。
5．If your order is large in quantity，we will consider giving you preferential treatment by offering a special price.
如果您的定单大的话，我方将给特价优惠待遇。
Unit 5 Packing and Labeling
I. Teaching Aims and Requirements:
1. Students know the terms of packing and labeling
2. Students master some useful sentences of packing and labeling
3. Students can make up dialogue to discuss packing and labelling
4. Students can finish the exercises well.
II. Important Points:
1. Students master some useful sentences of . packing and labeling
1) How would you pack the goods that we have ordered?
2) We hope that the design and the color will suit the European taste.
3) Your recommendations on improving packing would be appreciated.
4) Your opinions on packing will be passed on to our manufacturers..
5) Packing should be suitable for sea voyage.
2. Students can discuss the terms of . packing and labeling in a transaction in good
English.
III. Difficult Points:
1. Students know the terms of packing and labeling
2. Different goods require different packing and labeling. Students should know some
goods need special packing and labeling in good English.
IV. Word Study
1. packing/package 包装
2. mark 唛头
3. inner packing 内包装
4. label 标签
5. waterproof packing 防水包装
6. rough handling 粗暴装卸
7. handle with care 小心轻放
8. brand name 商标名称
9. principal display （标签上的）主要说明
10. collision 碰撞
V．Teaching Procedures:
Step 1 Lead in
1.Revise the contents in Unit 17 by doing some translations.
1）I wonder if we can make payment for this order by D/P at sight.
2) If you agree to D/A payment, we can compromise on other terms.
3) We will open an irrevocable letter of credit in your favor within 10 days of the
contract.
4) Payment is to be effected by 100% confirmed irrevocable L/C.
5) Miss Wang, to meet you half-way, how about 50% by L/C, and the rest by D/P?
2. Besides payment, packing is also important because some particular goods require
special packing. So we should know something about packing and labeling.
Raise the students’ interest by asking the following questions:
1) How much do you about packing and labeling?
2) What is the usage of packing and labeling?
3) What should be concerned in packing and labeling?
4) In discussing packing and labeling, what should we pay attention to ?
Step 2 Dialogue Learning
1. Help students go through new words and expressions 170.
2. Get students listen to the video of the dialogue with their books closed.
3. Ask students to find out the conflict that occurs in the dialogues and how the conflict
is settled?
Step 3 Useful sentences and Language points
1. Ask students to read and recite the useful sentences 171.
2. Get students to do some translations.(from Chinese to English)
1) 包装的重要功能之一就是激起买主的购买欲。
One important function of packing is to stimulate the buyer?s desire to buy.
2)他们将用纸箱包装，每个纸箱10打，每个纸箱的净重约为25千克。
They will be packed at 10 dozen to the carton, gross weight around 25 kilos a
carton.
3) 你能告诉我贵方打算如何包装这批货物吗？
Could you tell me what kind of packing you plan to use for this consignment of
goods?
4) 请记住在木箱上印上“易碎”“小心轻放”及其它相关的标记。
Please remember to stencil warning marks like “fragile”, “ handle with care” and other relevant marks on the wooden cases.
5) 我方从厂商获悉，货物已按照贵方的要求包装。
We have informed the manufacturer to have them packed as per your instruction.
Step 4 Pair work and Practice:
1. Students discuss about the packing with his partner. A plays as the seller and B plays
as the buyer, then they exchange their roles.
2. Suppose Mr. Smith and Miss Black are discussing packing and labeling. Mr. Smith
insists that the goods be packed in wooden cases. Miss Black agrees to the wooden
cases but she asks Mr. Smith to pay for the extra expense. They are trying to
persuade each other.
Step 5 Role play
1. Get the students finish the task 1 and task 2 174.
2. Choose some pairs to give a performance.
Step 6 Topics for group discussion
1. Divide the students into several groups (3-4 students in a group) to have a discussion
174.
2. Invite some groups to give a performance and the rest students can give some
comments.
3. Teacher?s comments on the students? perfor mance.
Step 7 Assignment
1. Role-play: Make a dialogue with your partner according to what is learned in this
lesson and act it before the class.
2. Finish Translation 17
3.
A. From Chinese into English:
1. 虽然这些纸箱轻便、易拿，但我们认为它们在运输中不太结实。
Although these cartons are light, easy to handle, we don?t think they are strong enough during transit.
2. 关键的问题是要确信这些箱子适合海运。
The key point is to make sure that the cases should be suitable for sea voyage.
3. 我们希望你们的设计和颜色对美国人具有巨大吸引力。
I hope your design and color will appeal to the Americans greatly.
4. 我们很想听听你们在包装方便有什么意见。
We want to hear what you have to say about the matter of packing.
5. 包装有助于推销产品。
Packing will help promote sales.
B. From English into Chinese:
1.There are three different kinds of packing available for this product: cartons,
bags and regular packing.
针对这种产品有三种包装可以提供：纸箱、纸袋和常规包装。
2.This kind of article is often bought as a gift, so exquisite and tasteful design is of
primary importance.
这类商品经常被购作礼物，所以精致的、有品味的设计是首要的。
3.All these boxes should be lined with shockproof cardboard from the inside and
reinforced with straps from the outside.
所有这些盒子应该在里面有防震的纸板做衬里，在外面用带子加固。
4.The culture and the needs and desires of a particular market segment need to be
considered in the design of packing.
包装设计应考虑特定市场的文化、需求和期望。
5.Our packing is strong, economical and suitable for window display.
我们的包装结实、经济，而且适合橱窗展示。
VI．Supplementary Material 补充背景文化知识
1.durable packing 耐用的包装
"durable"，…经久耐用的?。这是指可防止破损、湿气、破裂、折断等的包装方式，一般用于较易毁损的货物，因此所用的外包材料为较坚硬者，如铁皮、木片等，而填充物则有稻草、木屑、纸屑等。
2.inferior packing 劣质包装；次级包装
"inferior"，…劣质的；次等的?。卖方为节省材料、人工、运费等，有时会选择较差的包装材料，或较粗糙的包装方式，造成货物易于毁损。故买方在订购较昂贵物时，应特别要求卖方给予货品适当的包装。
3.country of origin mark 原产国家标志
"origin"，…起源，出身?。"country of origin"是指货品的原产国。原产国标志载明货物于某国制造、生产、或加工。大多数国家的海关，对于未标明原产国的货物，都规定不准进口。
4.quality mark 品质标志
…品质标志?即…等级标志?(Grade Mark)，是表示货物品质等级的记号，通常以
A1、A2或A，B，C 等符号表示。但由于许多货物是凭样品交易，因此并无注明品质等级的必要。
5. round handling 野蛮装卸
Round handling will result in damage to the goods.
6、包装的分类
运输包装(Transport Packing)
销售包装(Selling Packing)
中性包装（Neutral Packing）
7、包装标志
运输标志（Shipping Mark，俗称“唛”或“唛头”）的含义、作用、内容
指示性标志（Indicative Mark）的含义
警告性标志（Warning Mark）的含义
8、运输标志（Shipping Mark），俗称“唛”或“唛头”，是指为了方便货物装运，使
货物顺利安全地运抵目的地，在运输包装上刷写的标志。
作用：运输过程中辨认货物，核对单证，避免错发误运。
内容：主标志（收/发货人名称、简单几何图形、合同号码、定单号等参号）、目的地、件号。
Unit6 Shipment
I. Teaching Aims and Requirements:
1. Students know how to handle the different problems occurred in talking about
delivery and shipment.
2. Students master some useful sentences of delivery and shipment.
3. Students can make up dialogue to discuss delivery and shipment.
4. Students can finish the exercises well.
II. Important Points:
1. Students master some useful sentences of delivery and shipment.
1) The fact remains that our manufacturers have a heavy backlog on their hands.
2) The best we can promise is to deliver the goods 4 or 5 days earlier.
3) As new orders are pouring in, they are working at full capacity.
4) As far as I know, shipping space for the line has been fully booked up to mid-
October.
5) It has just occurred to me that if we could arrange for transshipment in Singapore,
things will become much better.
2. Students can make up dialogue to discuss delivery and shipment.
III. Difficult Points:
1. Students know how to handle the different problems occurred in talking about
delivery and shipment.
2. Students learn the skills to ask for the delivery and shipment they want.
IV. Word Study
1. shipping Instructions 装船指示
shipping Advice 装船通知
2. seasonal goods 季节性商品
3. effect shipment 办理装船，装货
arrange shipment 安排货运
expedite shipment 加速装运
extend shipment 延期装运
advance shipment 提前装运
effect insurance 办理投拆
effect delivery 办理交货
4. prompt shipment 即期装船
5. shipping space 舱位
6. customs formalities 海关手续
7. transshipment 转船
8. air fright 空运
9. destination 目的港
10. loading port 装运港，装港
unloading port 卸货港
V．Teaching Procedures:
Step 1 Lead in
1.Revise the contents in Unit 18 by doing some translations.
1) As for the outer packing is concerned, could you use wooden boxes instead?
2) I” like to hear what you say concerning the matter of packing.
3) All the cartons are lined with shockproof corrugated cardboard and are
wrapped with proof polyethlene sheets.
4) I must make it clear that with the different packing material, the packing
expens is different.
5) The packing must be seaworthy and strong enough to stand rough handling.
2. The teacher arouses the students? interest by asking the following questions:
1) Now a lot goods are seasonal ones, so prompt delivery and shipment is very
important. Is the date of shipment and delivery important to the seller?
2) What kind of bad result will emerge if the shipment is delayed?
3) What should we do to guarantee prompt delivery and shipment?
Step 2 Dialogue Learning
1. Help students go through new words and expressions 179.
2. Get students listen to the video of the dialogue with their books closed.
3. Let students read the dialogue first, then ask them to summarize the main points in
discussing delivery and shipment.
Step 3 Useful sentences and Language points
1. Ask students to read and recite the useful sentences 180.
2. Get the students to do some translations.(from Chinese to English)
1) 我想知道贵方是否能在三月安排装船。
I was wondering if it is possible for you to effect shipment during March.
2) 请放心，只要贵方在发货前一个月开出信用证，我方一定准时完成装船。
We assure you that delivery will be completed on time on condition that your
L/C reaches us one month before the time of delivery.
3) 据我所知，到十月中旬的舱位都已定满了。
As far as I know, shipping space for the line has been fully booked up to mid-
October.
4) 将由十月最早的船只装运，允许在新加坡转船。
Shipment is to be made by the first available vessel in October, with
transshipment via Singapore allowed.
5) 卖方在装船完成之后，应该立即给买方装运通知。
The seller should give the buyer the Shipping Advice as soon as shipment is
effected.
Step 4 Pair work and Practice:
1.Imagine student A, the buyer, wants student B, the seller, to make delivery before
October because the goods are seasonal ones. But B has a lot of orders to complete. It seems difficult to effect delivery before October. They are having a heated discussion.
2.Imagine student A and student B are going to sign the contract. The disagreement
occurs in shipment. A wants to have transshipment allowed in Hongkong while B doesn?t want to pay for the transshipment. How will the problem be settled?
Make up a dialogue.
Step 5 Role play
1. Get the students finish the task 1 and task 2 183.
2. Choose some pairs to give a performance.
Step 6 Topics for group discussion
1. Divide the students into several groups (3-4 students in a group) to have a
discussion 184.
2. Invite some groups to give a performance and the rest students can give some
comments.
3. Teacher?s comments on the students? perfor mance.
Step 7 Assignment
1. Role-play: Make a dialogue with your partner according to what is learned in this
lesson and act it before the class.
2. Finish Translation 182.
A: From Chinese into English:
1. 李:我想和你谈谈装运期问题.你们能否同意在三月中旬装运.
I want to talk with you about the time of shipment .I wonder if you’ll agr ee to
ship the goods in the middle of March.
2. 杨:这不太可能.在谈判开始时,我就向你表明我们目前手头订单积压很多.
It’s out of the question at the beginning of the negotiation ,I made it clear that we have a heavy backlog on our hands at present.
3. 李:这我知道,但你们应考虑到我们之间的长期贸易关系和以往的友好合作.
I see. But you should take the long-standing business relationship and the
friendly cooperation between us before into consideration.
4. 杨:我们考虑到这一点才答应四月下旬交货的.
It’s only in view of this that we have agreed to deliver the goods at the late April.
5. 李:是不是可以这样,三月中旬先交合同的一半,余下部分到四月份再交.
How about 50% in the middle of march and the rest in April?
6. 杨:这样似乎没有必要.这不但会增加费用而且还会引起一些不必要的麻烦.
It seems unnece ssary it’ll not only add to the expense but also cause some troubles.
7. 李:那么,我只好将就了.但我还是希望你们设法提前装运.
Well, I’ll have to take things as they are ,but I still hope you can try to advance the shipment.
8. 杨:请你放心,只要一有机会,我们一定会满足你的要求.
We assure you that we’ll satisfy your requirements as soon as we have the chance.
9. 李:那太感谢你了
Thank you very much
B: From English into Chinese:
1.I f you want to be sure you’ll get the goods in time, you’d better open the L/C
before the end of October ,while we will do our best to get everything ready to affect shipment without any delay on receipt of your L/C.
如果你方想确保及时收到货物,最好在10月底前开立信用证,我们则会做好
一切准备,收到你方信用证立刻装运.
2.We’ll ship the goods in time ,but we must get your L/C 30 days before shipment.
我们将及时装运货物,但我们必须在装运前30天收到你方的信用证.
3. If your L/C can arrive here at the beginning of October, we shall be able to catch
that steamer.
如果你方的信用证可以在10月初到达这里,我们就可以赶上那班轮船.
4. Considering there is only one sailing to Antwerp every month, we’d like to
accept your proposal to put off the shipping date until early next month.
考虑到每月只有一个航班到安特卫普,我方愿意接受你方将装运日期推迟到
下月初的建议。
5. As I understand you are to inform us of the contract number, name of
merchandise ,quantity ,loading port and the estimated date when the goods
will reach the port of loading.
就我所知,你们将要通知我们合同号,商品名称,数量,装卸港口和预计货物抵
到装卸港口的日期。
6. We’re told that the shipping space for sailings to Casablanca up to the end of
July has been booked up, so we’ll have to wait till August.
据说七月底前去卡萨布兰卡的航班位已全部被定满,所以我们不得不等到
八月份。
VI．Supplementary Material 补充背景文化知识
1.non-conference shipping lines 非运费同盟定期船
"conference"，…协会?，在海运业务上是指…运费同盟?(shipping conference)。"non-"这前缀有…非?的含意；"line"是指…定期船?。此种定期船是指未参加运费同盟之船公司所经营的定期商船。由于部份运输业者为求营运免受约束，或因本身条件不符同盟规定，而未参加海运同盟。其力量与组织虽不如同盟业者，但营运则较为自由；而运费多自订或参照运费同盟所订者打折，一般而言较同盟费率低。
2.port of shipment 装货港
"port"，…港口?。…装货港?又作"port of loading"，为提单上货物装运或船公司装载货物的港口。装货港地点是列在国贸契约或信用状上的装运条件之一，用以预计货物的到达日期，并作为在某港装船的凭证。
3.bill of lading 提单
"lading"为…装船?，动词是"lade"。"bill of lading"－－提单，简称B/L，是运送人或其它代理人所制发交与托运人的货运收据，也是运送人与托运人协议将货由一处运到另一处的契约凭据。在商业习惯上，专指…海运提单?，持单人享有提单所载货物的权利，在海运业务习惯上，同一批货有数份正本提单，每份效力皆相同，在货物到达目的港后，仅凭一份即可要求运送人交货，而一经提货，其余各份自动作废失效。
4. consignment 寄送之货物
"consignment"，在文中是指…寄送或装出的货物?，与"shipment"（装运的货物）同义。唯在英国，是指除船舶之外以其它运输工具装运的货物。而在商业上，此词常另有两种重要的含义：一是寄售或委托出售；二是寄售或托卖的货物。
5. shipping date 装运日期；装船日期
依国际贸易上的习惯，…装船日期?即指…交货日期?。虽然…装船?本义为装货入船，但实务上已解译为…将货物交付海上运送人、航空公司、邮局或陆上运送人?。故装船与交货实际上已通用。又可称为"date of shipment"。
6.shipping advice 装运通知；装船通知
"advice"…通知、报告?；"shipping advice"又称"notice of shipment"。指出口商向进口商告知货物已于或将于何时何日装运某船的报告。其内容通常包括货名、装运数量、船名、装船日期、契约或信用状号码等。装运通知的作用在便利买方（或进口商）取得保险或准备提货手续时，便于了解装货内容。
Unit 7 Payment
I. Teaching Aims and Requirements:
1. Students know the skills to ask for the terms of payment that they want .
2. Students master some useful sentences of payment.
3. Students can negotiate for the terms of payment skillfully in English.
4. Students can finish the exercises well.
II. Important Points:
1. Students master some useful sentences of payment.
1) We usually accept payment by irrevocable L/C payable against shipping documents.
2) With an eye to future business, we?ll accept payment by instalments this time.
3) How about 50% by L/C and the rest by D/P?
4) To open an L/C will add to the cost of our imports.
5) We will open an L/C if you guarantee to effect shipment one month earlier.
2. Students know the skills to ask for the terms of payment that they want .
III. Difficult Points:
1. Students know the differences of terms of payment..
2. Both parties have disagreement on payment, how can student A persuade B to accept
his idea ?Or how can B get his favorite terms of payment?
IV. Word Study:
1. D/A ( document against acceptance) 承兑交单
D/P ( document against payment) 付款交单
2. L/C ( letter of credit) 信用证
Sight L/C 即期信用证
Confirmed, irrevocable letter of credit 保兑的，不可撤销的信用证
3. Remitting bank 汇款银行
Collecting bank 托收银行
4. Payment by installment 分期付款
payment prior to delivery 预付货款
"payment"…付款?。"prior"…在之前的?，"prior to..."…在...之前?。"payment prior to delivery"意思等于"payment in advance"或"prepayment"，是指签约后，卖方尚未交货前买方即须付款。普遍适用于买方信用欠佳、买方所订的货物规格特殊、卖方资金短绌等情况。这种付款方式对卖方虽有利，对买方风险却很高，唯有在卖方信誉可靠时方可行。
payment after delivery 交货后付款
这种付款方式，由买卖双方约定付款日期，属于赊销（credit sale)。若卖方提供现金折扣，则会在发票上注明折扣的多少以及折扣的期限。若为记帐交易时，则买方只需在卖方所规定的期限之内付款。
advance payment 预付款
"advance"，…预付?。"advance payment"是指买方在卖方将货品装船前，预先付给卖方的货款。
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24 M 或MED (medium)中等，中级的 25 M/V(merchant vessel)商船 26 S.S(steamship)船运 27 MT或M/T(metric ton)公吨 28 DOC (document)文件、单据 29 INT(international)国际的 30 P/L (packing list)装箱单、明细表 31 INV (invoice)发票 32 PCT (percent)百分比 33 REF (reference)参考、查价 34 EMS (express mail special)特快传递 35 STL.(style)式样、款式、类型 36 T或LTX或TX(telex)电传 37 RMB(renminbi)人民币 38 S/M (shipping marks)装船标记 39 PR或PRC(price) 价格 40 PUR (purchase)购买、购货 41 S/C(sales contract)销售确认书 42 L/C (letter of credit)信用证 43 B/L (bill of lading)提单 family 7 being killed there. Zhu Xi forces, hundreds of people were killed and 19 captured fighters of their respective Corps Youth pioneers, opening of a temple by the Japanese military in ocean a thick wire through the Palm of each hand, pulled a long, red with the blood of the Earth. The face of the enemy's power, captured 19 young men and women, none have ever been intimidated, no
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Business is closed at this price. 交易就按此价敲定。 Your price inacceptable (unacceptable). 你方价格可以（不可以）接受。Your price is feasible (infeasible). 你方价格是可行（不可行）的。 Your price is workable. 你们出价可行。 Your price is realistic (unrealistic). 你方价格合乎实际（不现实）。 Your price is reasonable (unreasonable). 你方价格合理（不合理）。 Your price is practicable (impracticable).你方价格是行得通的（行不通）。Your price is attractive (not attractive).你方价格有吸引力（无吸引力）。Your price is inducing (not inducing).你方价格有吸引力（无吸引力）。Your price is convincing (not convincing).你方价格有吸引力（无吸引力）。Your price is competitive (not competitive).你方价格有竞争力（无竞争力）。The goods are (not) competitively priced.此货的定价有（无）竞争力。Words and Phrases price 价格，定价，开价 priced 已标价的，有定价的 pricing 定价，标价 priced catalogue 定价目录 price of commodities 物价 pricing cost 定价成本 price card 价格目录 pricing method 定价方法 price list 定价政策，价格目录，价格单 pricing policy 定价政策 price format 价格目录，价格表 price tag 价格标签，标价条 price current (p.c.) 市价表 （二） Price is turning high(low). 价格上涨（下跌）。 Price is high(low). 价格高（低）。 Price is rising (falling). 价格上升（下降）。 Price is up (down). 价格上涨（下跌）。 Price is looking up. 价格看涨。 Price has skyrocketed. 价格猛涨， Price has shot up. 价格飞涨。 Price has risen perpendicularly. 价格直线上升。 Price has risen in a spiral. 价格螺旋上升。 Price has hiked. 价格急剧抬高。 Your price is on the high side. 你方价格偏高。 Price has advanced. 价格已上涨。 The goods are priced too high. 货物定价太高。 Your price is rather stiff. 你方价格相当高。 Price is leveling off. 价格趋平。
(完整版)新概念英语第三册41课笔记(逐句)
The quiet life of the country has never appealed to me. City born and city bred. I have always regarded the country as something you look at through a train window, or something you occasional visit during the weekend. Most of my friends live in the city, yet they always go into raptures at the mere mention of the country. Though they extol the virtues of the peaceful life, only one of them has ever gone to live in the country and he was back in town within six months. Even he still lives under the illusion that country life is somehow superior to town life. He is forever talking about the friendly people, the clean atmosphere, the closeness to nature and the gentle pace of living. Nothing can be compared, he maintains, with the first cock crow, the twittering of birds at dawn, the sight of the rising sun glinting on the trees and pastures. This idyllic pastoral scene is only part of the picture. My friend fails to mention the long and friendless winter evenings in front of the TV -- virtually the only form of entertainment. He says nothing about the poor selection of goods in the shops, or about those unfortunate people who have to travel from the country to the city every day to get to work. Why people are prepared to tolerate a four-hour journey each day for the dubious privilege of living in the country is beyond me. They could be saved so much misery and expense if they chose to live in the city where they rightly belong. If you can do without the few pastoral pleasures of the country, you will find the city can provide you with the best that life can offer. You never have to travel miles to see your friends. They invariably live nearby and are always available for an informal chat or an evening's entertainment. Some of my acquaintances in the country come up to town once or twice a year to visit the theatre as a special treat. For them this is a major operation which involves considerable planning. As the play draws to its close, they wonder whether they will ever catch that last train home. The city dweller never experiences anxieties of this sort. The latest exhibitions, films, or plays are only a short bus ride away. Shopping, too, is always a pleasure. There is so much variety that you never have to make do with second best. Country people run wild when they go shopping in the city and stagger home loaded with as many of the exotic items as they can carry. Nor is the city without its moments of beauty. There is something comforting about the warm glow shed by advertisements on cold wet winter nights. Few things could be more impressive than the peace that descends on deserted city streets at weekends when the thousands that travel to work every day are tucked away in their homes in the country. It has always been a mystery to me why city dwellers, who appreciate all these things, obstinately pretend that they would prefer to live in the country. The quiet life of the country has never appealed to me. City born and city bred. appeal[?'pil]vi. appeal的基本意思是强烈的请求他人注意某事或希望他人认真考虑自己的请求,即“呼吁”“恳求”呼吁；有吸引力；求助；诉请; appeal to sb.(吸引某人) appeal to the court (向法院上诉)， appeal to history (弓|证历史)， appeal to the public (向大众呼吁)， appeal to patriotism (引起爱国心)， appeal to force (求助于武力) breed[brid]vi.繁殖；饲养；产生(过去式bred) bread[br?d]n. 面包；生计vt. 在…上洒面包屑 宁静的乡村生活从来没有吸引过我。我生在城市，长在城市，
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