新编国际商务英语函电教学资料lesson9
国际商务函电：Chapter 9
Overview
I. Remittance A. Mail Transfer (M/T) B. Telegraphic Transfer( T/T) C. Demand Draft (D/D)
II. Collection A. Clean Bill for Collection B. Documentary Bill for Collection 1. Document against Payment (D/P) (1) D/P at sight (2) D/P after sight D/P T/R 2. Document against Acceptance
Documentary collections, comprising commercial documents.
Under D/P, documents will not be released to the importer until payment is effected.
Under D/A, documents are handed over to the importer upon his acceptance of the bill of exchange drawn by the exporter. Payment will not be made until a later date.
Unit9函电.ppt
• 1、result from • An order is a request to supply a specified
quantity of goods. • It may result from • (1)an offer • (2)or an enquiry with subsequent quotations.
• 4、卖方拒绝买方订单时的原因及处理办法
• However, there are times, when sellers cannot accept buyer's orders, because
• (1) the goods required are not availed
• (2) or prices and specifications have been changed.
• If the exporter finds it difficulty to accept the importer's order, he may recommend some substitutes; suggest other opportunities to do business together or just decline the importer's order.
• 2、the form of order • An order may be given • (1) by letter • (2) or memo, • (3) by telex • (4) or telegraphic message, • (5) or orally at a meeting. • Usually there is no correspondence at all; • instead, • (1) buyers use printed order forms • (2) and sellers use printed acknowledgements
国际商务英语第9章
8
Ⅴ. Settling the Claim
Dear Sirs, Re: Settling the Claim After receiving your letter dated XXX lodging claim with us for the quality of the wheat under S/C No. XXX, we have carried out our own investigations and have found the following causes of the wheat’s being moldy: 1. The continual rains of the rainy season initiated the dampness of the warehouse. 2. The warehouse has long been out of repair, and there appeared leaks in the roof and drove the rains into the warehouse. 3. The wheat had been stored in this warehouse for two weeks before it was shipped. Owing to your having covered the insurance against Fresh and/or Rain Water Damage Risks, we now therefore, enclose our Check No. XXX for US $ XXX in full and final settlement of your claim No. XXX. We apologize for the trouble caused to you and please acknowledge your receipt of our Check. Sincerely yours,
《国际商务函电双语教程》chapter 9
BACKGROUND INFORMATION
Commodity Inspection in international trade
Generally speaking, Commodity Inspection is conducted by special inspection department. In our country, it is charged by General Administration of Quality Supervision, Inspection and Quarantine of the People’s Republic of China (AQSIQ).
Key points
卖方进行商品初检 买方进行商品复检 复检证书作为最后法律依据
Dear Sirs,
We have just received your letter of September 15 inquiring information about the Commodity Inspection.
In order to benefit both the buyer and the seller, the buyer is entitled to re-inspect the goods upon arrival even though inspection has been made of the goods before shipment. That is, the buyer shall have the right to apply to the Administration for Quality Supervision and Inspection to carry out the inspection at the port of destination within the contracted limit. The re-inspection certificates shall be final and serve as the basis for making a claim if any discrepancy should be found not in conformity with the contract.
外贸函电Unit9Packing
Letter 1
Buyer’s Reaction to Packing
4.hold / make oneself responsible for sth. e.g. Your must hold yourself fully
responsible for the loss caused by the fire. 5.on account of sth. 由于，因为 e.g. We are not in a position to effect shipment on time on account of the late arrival of the credit, for which you should hold yourselves responsible.
❖ 5)在目的港名称下方或最后一个港口的同一行是货物编 号，通常由件号批号两部分组成，往往可用1—50号来表 示，从这里我们可知这是总数50中的第一件。
❖ 另ISO建设的标准唛头应为四行，每行不超过17个字母 （包括数字和符号），不采用几何图形。如：
❖ SGL 收货人缩写
❖ 88/s/c179345 合同号码
Letter 3
Packing Requirements (2)
3.a duplicate copy 副本 4.anti-freeze agent 5. the driver’s cab
Letter 4
Requirements for来自Packing and Marking(1)
1.go through 仔细查阅、研究 2.beforehand=in advance 预先，有准
备的，较早
3.caption 标题、题目
❖the captioned goods ❖the captioned order
国际商务英语课文电子版lesson (9)
The bulk of （most of）international trade is done in the general mode of buying and selling of goods and services by means of money and the market. Under specific conditions, however, special modes of transactions may be adopted (used) to better realize one’s business purposes. Among them, counter trade and its variants (different forms) are perhaps the most popular modes of trade.Counter trade is a peculiar form of transaction allegedly (据说) popular in less developed countries and in centrally planned economies（中央计划型经济）. It has become the generic term to describe a set of cross-border contracts that link a seller’s exports to imports from the buyer, and it is often associated with policy objectives of relevant economies like dealing with foreign exchange shortages and promotion of exports（扩大出口）.MethodologyMathematicsphotographThe terminology counter trade employed (used) today can be traced to(date back) the pre-World War II years when normal trade relationswere breaking down (Great Depression). Following German hyperinflation，competitive devaluations (竞争性贬值)and protectionism meant a global collapse in trade and in international financial and banking markets. Unwilling to see Germany cut off from its traditional raw material supplies in the Balkans（巴尔干地区）, the Reichsbank agreed to the establishment of a clearing system （清算系统）that settled（结算）only net positions （实际头寸）- and only once a year - a measure that permitted traditional trade flowsbetween Germany and the Balkans to continue. These arrangements were called compensation trade. Another term used in the context of such bilateral clearing operations was “counter trade”. During and after World War II, when financial markets were in disarray（in disorder）, Britain used similar bilateral arrangements, as did Western Europe when setting up the European Payment Union. Subsequently (later) the countries of centrally planned economies copied such clearing systems and used them among themselves and also in tradewith neighboring countries like Finland. Conceptually, all these arrangements are trade credit accounts (贸易信贷往来账户) between familiar trading partners exchanging unrelated goods.In the 1970s and 1980s counter trade was different from the old practice although some similarities（likeliness）remained. Current counter trade partners are not necessarily familiar partners and goods exchanged are sometimes vertically related. Current counter trade can be categorized as follows: Barter(易货贸易): The directexchange of goods and services which is completed in a short period of time, e. g., an exchange of frozen lamb from New Zealand for Iran crude oil.Counter purchase（互购贸易；反向购买）: The assumption（assume 承担）by an exporter of a transferable obligation through separate but linked contract to accept as full or partial payment goods and services from the importer or importing country. The contract is usually stipulated to be fulfilled within a given period of time, e. g. , 5 years, and the goods or servicesreceived in return are usually pre-specified in a list and are subject to availability and changes made by the original importing country. In essence, then, counter purchase is an inter-temporal direct exchange of goods and services. For example, in 1977 V olkswagen sold 10,000 cars to the former East Germany and agreed to purchase goods from a list set up by the importer over the next 2 years, up to the value of the cars sold to the former East Germany.Buyback:（回购）An agreement by an exporter of plant and equipment（成套装置和设备）to take back in the future part of the output（产品）produced by these goods as full or partial payment. The important difference between counter purchase and buyback is that in buyback the goods and services taken back（buy back）are tied to (捆绑) the original goods exported whereas that is not the case in counter purchase. Another important difference is that a buyback deal usually stretches over (cover; extend 延伸) a longer period of time (as long as 15 to 20 years) than a counter purchase deal. For instance, the Xerox Corporation sold to Chinathe plant and technology for the production of low-volume photocopying machines, and contractually committed to repurchase a very large portion of the photocopy machines produced in the Chinese plant.The intriguing (interesting) features common to barter, counter purchase, and buyback is “bundling (捆绑)”: the exchanges of good s and services are bundled together (the exchanges are implemented either concurrently同时or inter-temporally不同时). In normal market transaction buying andselling of goods and services is unbundled (不捆绑), an arrangement made possible by the use of money and the “market” as an institution （手段）. Thus, an individual can sell goods and services to obtain monetary income and can then use the income for other desired goods and services. Such unbundling greatly facilitates（便利；促进）transaction and allows more efficient economic exchanges.While counter trade does not represent an extreme form of bundling, and money as a unit of account（记账单位）is not totallybypassed - in many counter trade deals, only a fraction of (a small part of) the initial (最初的) purchase is paid for in goods and services - the question remains why a significant （quite big）part of the buying and selling of goods and services should be bundled together.The impression one gets is that bundled trade takes place where the market institution(system) is imperfect. It can be said to generally take place between mature market economies and economies with a less sophisticated（mature）market system. Under such circumstancethere are several presumed (被公认的) advantages in counter trade:1.Counter trade is implemented (carry out) because it helps a country to deal with foreign exchange shortages.2.Counter trade can be used to promote exports.3.Counter trade can be used to reduce uncertainty regarding export receipts. (income, earnings)4.Counter trade is used to bypas s (避开) an international price agreement like, for example, that of OPEC （cartel）.5.Counter trade may help thosenations with serious debt problems （debtor nation 债务国）to continue to import goods while, in effect, conceal ing (隐瞒) export earnings from creditors (债权人).However, counter trade can be very risky business. By conceal ing the real prices and costs of transactions it may conceal and help perpetuate（使永久存在）economic inefficiencies in the market place. Companies may suffer losses because they could not get rid of （sell）products of poor quality. Finally, counter trade may be considered as a form ofprotectionism.Among other modes of trade are processing trade, consignment, leasing trade, agency etc.。
商务英语函电 (9)
《商务英语函电》 Unit 9 Letter of Credit
Knowledge Objective
Knowledge Objective Skill Objective
Warm Up
1．Learn the definition of L/C and the parties concerned with an L/C
Summary of Project
A letter of credit, which can also be called an L/C, is a written undertaking made by the issuing bank given to the seller(exporter or beneficiary), at the request of the buyer(importer or applicant), to pay at sight or at a future date up to a stated sum of money. An L/C can be generally divided into following types. 1．Irrevocable and revocable An irrevocable credit is a credit that cannot be amended or canceled without the permission from the beneficiary of the credit. A revocable credit is a credit that can be amended or canceled without the permission from the beneficiary of the credit. 2．Confirmed and unconfirmed A confirmed credit is guaranteed by a bank other than the issuing bank. An unconfirmed credit is a credit which is not guaranteed by a bank other than the issuing bank Meanwhile, an L/C can also have other forms: revolving L/C; standby L/C; transferable L/C, etc. The following list contains several items for great attention when an exporter checks the L/C.
《外贸函电》Unit9 claim and arbitration
UNIT 9 Claims &ArbitrationI.Teaching Aims and Requirements1.To Learn the features of the business letter about claims2.Help students to learn additiona sentences on the claims3. The procedure ot the settlement to the claimsII. Contents1. Studying letters about claims and arbitration2. Principles of adjustment of the complaints3. Additional sentence patterns about claimsIII. Focus on and Difficulties1.Key words, phrases and sentence patterns2.The wtitting skills of the letter about claimsIV. Teaching steps1. Writing skills for claims1) Begin by regretting the need to complain2)Detailed presentation of facts to explain what is wrong. Mention the exact date, name and quantity of goods, contract number or any other specific information that will make recheck easier for the seller.3)Refer to the inconvenience or loss caused.4)Lodge a claim directly.2.Writing skills for adjustment1) If you admit that your company is in error or is willing to takeresponsibility for claim, express your regret and promise to put matters right.2) If the complaint is not justified, point this out politely and in agreeable manner. you may grant the original claim or only agree to partial adjustment. It would be a wrong policy to refuse the claim offhand.3) If you can not deal with a complaint promptly ,acknowledge it at once. Explain that you are looking into the matter and you will send a full reply later.3. Useful sentences1)Complaints&claimsWe regret to inform you that the cargo delivered to us are not in good condition up to standard.We feel regretful that the goods are not in accordance with your samples.Much to our regret, we have found that there were only 3780 pegs instead of the 3800 pegs shipped by you.We shall lodge a claim against you for poor package.2)AdjustmentIn view of our friendly business relations, we are prepared to meet your claim for 100 cases.Our home office has instructed us to do our best to remedy it.We are most anxious to compensate you for the shortage in weightmentioned in your letter of May 11 by offering you allowance of 3 percent.According to the contract , we are responsible for repairing or replacing those inferior goods.3)RefuseThere is no evidence whatever to support your statement.It is a case of Force Majeure which is beyond our control.We can’t entertain your claim for loss incurred in transit.Your claim for the loss should be referred to the shipping company, as the liability rests with them.V. Practical Wtiting敬启者：你们运来的桌布今天抵达。
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Exercise II
LESSON 9
We are pleased to send you the Proforma Invoice 1 covering 500 sets of Air Conditioners in triplicate.
2 Please take immediate action.
Subject goods
• 标题商品 • 类似表达还有captioned goods ,
mentioned goods，the above-mentioned goods
• 我们对你们的标题商品非常感兴趣。 • We are interested in your captioned goods.
Exercise III
LESSON 9
1
letter
proforma
2 3 4 5
Enclosed
triplicate interesting
Exercise III
LESSON 9
6
quotation
information
7 8 9 10
well
take delay
Exercise IV
Dear Sirs, Thank you for your enquiry for our electric cookers. To comply with your request, we are offering you as follows: Commodity:Electic Cookers Art. No. : EC-123 Quantity: 500 pcs Unit Price: At USD45/PC CIFC4 San Francisco Shipment: During March/April, 2012 Payment: By irrevocable L/C at sight This offer is firm for 5 days and we hope to receive your order soon. You you the best price for your information. = For your information, we quote you the best price.
我们给你们寄去样品供你方参考。
Exercise I
LESSON 9
1
D
A
2 3 4 5
D
C B
Lesson 9
Sending a Proforma Invoice
Text
Exs.
回首页
Text study
Dear Sirs, Soucepans As requested in your letter of March 11, we are sending you with the Proforma Invoice No.123 for the subject goods in triplicate. Please get your import license from your authorities asap as our offer only remains valid until March 30. For your information, the above-mentioned goods sell well in your neighboring countries, and there is a plenty of enquiries from your city. Please take action with the least possible delay. Hope to receive further news from you.
in triplicate • 一式两份 in duplicate • 一式三份 in triplicate
• 一式四份 in quadruplicate
in four copies / fold
for your information
• 供你方参考
= for your reference, for your consideration
proforma invoice 形式发票
•形式发票是一种非正式发票，是卖方对潜在的买方 报价的一种形式。买方常常需要形式发票，以作为 申请进口和批准外汇之用。 •这种发票本来是卖方在推销货物时，为了供买方估 计进口成本，假定交易已经成立所签发的一种发票。 实际上，并没有发出货物的事实，正因为如此，在 日本这种发票也被称之为“试算发票”。 •形式发票与商业发票不同的是在发票上有“形式” 字样。这种发票可以用作邀请买方发出确定的订单, 一般注明价格和销售条件，所以一旦买方接受此条 件，就能按形式发票内容签定确定合约。
Please obtain the import license from you authorities 3 as soon as possible. For your information, we usually keep our offer open 4 for a week.
5 We are keen to trade with you.