商英整理
大学商务英语(初入职场)词汇知识点整理
Unit1词汇：Recruitment n.招聘课文例句：, the pioneer of online recruitment, shows how electronic marketplaces reach more people and can offer more efficiency than physical markets. Physical n.有形的；物质的Profitability n.盈利课文例句：It also shows that money can be made in such markets: Monster has a long record of profitability.Launch vt.将（新产品等）投放市场课文例句：Jeff Taylor, who launched the site in 1994, says that the name is the firm’s “single most important success factor”.Budget n.预算课文例句：Supporting the brand is a big advertising budget which accounts for a quarter of the firm’s costs.Account for 占（一定数量或比例）Key adj.极其重要的Super Bowl 超级碗（美国橄榄球比赛）Scan vt.浏览Post vt.(在网上)公布消息，发帖子Speed up (使)加快速度Accuracy n.准确性课文例句：The main contribution of Monster has been to speed up hiring and vastly increase the accuracy of the job-searching process.Filter n.过滤程序Revenue n.收益= proceeds课文例句：Monster is a serious threat to newspapers, which historically made 40% of their revenues from carrying ads, up to half of which were for staff.Headhunting firm n.猎头公司Unit2词汇：Distract vt.使分心University of Surrey (英国)萨里大学Breach n.违反= violation课文例句：A survey of more than 2,100 CFOs ranks “being distracted during meetings”the most common breach of workplace etiquette (see the table). Collaboration n.合作；协作= co-operation课文例句：Most jobs today require teamwork and strong collaboration skills, and that means following the unwritten rules of office protocol.Protocol n.礼仪= courtesy = etiquette课文例句：同上句Courtesy n.礼貌= protocol = etiquette课文例句：Courtesy is no longer something that is so much respected in our society.Stuffy adj.古板的Junior adj.资历较浅的Dramatic adj.显著的课文例句：Mr. Jacobs says, “and it can have a dramatic impact on improving your working environment and your relationships with others.”Apply vi.应用Status n.地位Hierarchy n.等级制度Unit3词汇：Workhorse n.主力课文例句：That reliable workhorse of capitalism—the joint-stock company—looks surprisingly durable. But pressure on it is increasing.Joint-stock company n.股份公司课文例句：同上句Durable adj.持久的John Kenneth Galbraith (美国经济学家名)The New Industrial State 《新工业国》Hierarchical adj.分等级的课文例句：These were hierarchical and bureaucratic organizations making long runs of standardised products.Bureaucratic adj.官僚的standardise vt.使...标准化Regularity n.规律性Customise vt.定制；定做课文例句：Most have shifted their production systems from high-volume to high-value, from standardized to customised.Flatten vt.使扁平化Takeover n.收购；接管课文例句：The first is that a handful of giant companies are engaged in a “silent takeover” of the world.Couple n.一些；几个Decade n.十年Merage n.合并课文例句：The past couple of decades have seen a record number of mergers. Warehouse n.仓库= stockroom课文例句：Monorail owns no factories, warehouses or any other tangible assets. Tangible asset n.有形资产课文例句：同上句Lease vt.租用；租借= rent课文例句：It operates from a single floor that it leases in an office building in Atlanta. Freelance adj.做自由职业的课文例句：Freelance workers are designing the computers while demand is still low.Entrepreneur n.企业家课文例句：Groups of entrepreneurs form such a network to market an idea.Bidder n.出价人课文例句：They then sell it to the highest bidder and move on to produce another idea and to create another firm, with the money being supplied all the time by venture capitalists.Venture capitalist 风险投资家课文例句：同上句Subcontract out 分包；转包Liaise vi.联络Oversee vt.监管In-house adj.机构内部的Press release n.新闻稿Unit4词汇：Masculine adj.男性的Click with 合得来Undisputed adj.公认的Achilles’ heel 薄弱环节；致命的弱点Air Jordan 飞人乔丹（耐克公司旗下品牌）Skechers 斯凯奇（美国第二大鞋类品牌）Skateboarding n.滑板运动Buddy n.朋友；伙伴Sign up 签约雇佣课文例句：For much of its history, Nike’s destiny was controlled by its founders, Phil Knight and his running buddies, who signed up athletes in locker rooms and made the executive decisions.Locker room 更衣室Seniority n.资历课文例句：But by throwing together a diverse team of people with different backgrounds and different levels of seniority, Nike has found that it can keep many of its core attributes while adding new sources of inspiration.Core adj.核心的Attribute n.特质Apparel n.服装Ralph Lauren 拉夫·劳伦（美国时尚品牌）Icon n.标志；偶像Pitch vt.推销= promote课文例句：Then Grossman, whose career has included helping make Ralph Lauren into a retail icon, pitched the design ideas to Nike’s top retailers as stores within stores.Turnoff n.令人扫兴的东西In step with 与...一致= in line / accordance with课文例句：Nike’s footwear designers worked on 18-month production cycles—which made it hard to stay in step with the new styles and colors for women.Traffic n.客流量课文例句：For John Hoke, the real power of Nike Goddess is not about traffic at stores.Galvanise vt.使振奋Take off 突然取得成功课文例句：It was an opportunity to redefine and re-energise our entire brand around a market that was taking off.Neatly adv.整齐地Square n.正方形Map out 计划Exploit vt.充分利用Unit5词汇：Manipulate vt.操纵= handle课文例句：Are we being manipulated into buying brands?Corrupt vt.使堕落Grim adj.糟糕的；令人担忧的Showcase vt.展现Aspiration n.渴望Premium n.加付款；额外费用课文例句：For that, consumers were prepared to pay a premium.Marlboro 万宝路（香烟品牌）Lead n.领先地位Bombard vt.向...大量提供信息课文例句：Consumers are now bombarded with choices.Commercial n.商业广告课文例句：They are “commercials veterans” experiencing up to 1,500 pitches a day. Veteran n.经验丰富的人课文例句：同上句Pitch n.(美口)商品广告Cynical adj.愤世嫉俗的；爱嘲笑的Stamp n.特点；特质；Project vt.展现；确立（形象）课文例句：Not only will they need to be a stamp of product quality and a promise of a more desirable lifestyle but they will also have to project an image of social responsibility.Asset n.有利条件Distinctive adj.与众不同的Sophisticated adj.复杂的Emotional appeal n.情感诉求；感染力Couple vt.结合Embed vt.嵌入Catch-up TV 点播电视Exposure n.宣传Account for 是...的原因Unit6词汇：Corporate governance 公司治理Royal Ahold （荷兰）皇家阿霍德集团Scandal n.丑闻Overwhelming adj.难以应付的Apart adv.除去...Aggressive earnings management 激进性盈余管理Irregularity n.违规行为课文例句：That apart, the similarities between the two are striking, from the very bad corporate governance, aggressive earnings management and accounting irregularities to auditors whose role must be called into question.Auditor n.审计员课文例句：同上句Resignation n.辞职课文例句：On 24 February 2003 Ahold announced the resignation of its chief executive and finance director after finding that it had overstated its profits by more than C463m ($500m).Overstate vt.夸大课文例句：同上句Plunge vi.突然地下降课文例句：Its market value plunged by 63 per cent that day, to C3.3bn. In late 2001, it exceeded C30bn.Applaud vi.为...鼓掌表示赞赏Absolve vt.免除...的责任课文例句：Such a claim absolves Ahold’s bosses of responsibility for their acquisitions and dishonesty and ignores the persistent, firm-wide tendency to test the limits of acceptable accounting.In bulk 大批地课文例句：Most firms that buy in bulk get discounts from suppliers if they meet sales targets.Rebate n.（作为减免或折扣的）部分退款课文例句：The issue is how those rebates are accounted for.Book vt.登记Unit7词汇：(go) down the drain 白白浪费掉Disorienting adj.令人迷惘的Straightforward adj.直接的Sponsor vt.赞助课文例句：They range from public relations to direct mail and include consumer promotions (such as special offers), in-store displays, business-to-business promotions (like paying a retailer for shelf space), telemarketing, exhibitions, sponsoring events, product placements and more.Product placement 植入式广告Glossy adj.（杂志等）用高光纸印刷的Specialist adj.专门的Splurge vt.挥霍课文例句：And is it better to buy a series of ads on a specialist cable TV channel or splurge $2.2m on a single 30-second commercial during this year’s Super Bowl? Arm n.分支机构课文例句：Rupert Howell, Chairman of the London arm of McCann Erickson, points out that TV never killed radio, which in turn never killed newspapers.McCann Erickson 麦肯（广告集团公司）Relentlessly adv.持续地Cause n.事业；理想Shot n.画面；照片Plains n.大平原Intrepid adj.勇敢的Reassuring adj.令人安心的Sack vt.解雇。
外贸商务英语第七节 关于生产和出货 (2014年新整理)
关于生产和出货1．大货：bulkPlease start the bulk as soon as possible. 请尽快开始大货。
2．生产，产品：productionHave you started production? 你们开始生产了吗？3．生产线：lineYour order has been in line yesterday night. 您的定单昨天晚上已经排上生产线了。
4．排队：queueNow the factory is too busy, we are still wait in the queue. 现在工厂太忙了，我们还在排队等待中。
5．坯布：grey fabricWe have prepared the grey fabrics for this order. 我们已经为这个定单准备好了坯布。
6．处理：finishment7．后整理：final finishment8．定型：size9．预缩：preshrinking10．烧毛：singeing11．丝光：mercerizingIt is now in the final finishment. 正在做后整理。
The fabric hasn’t been sized. 面料还没有做后整理。
12．更新，通知：updateIf there is any news, please update with me at once.如果有任何消息，请马上告诉我。
13．跟单员：quality control(QC)Our QC now is in the factory following the production. 我们的跟单员正在工厂里跟进生产流程。
14．毛：hairThe fabric surface has a lot of hair. 面料的表面有很多毛。
15．出来：come outWhen will the bulk come out? 大货什么时候能出来？16．手感：hand feeling17．与…相差很远：far fromThe hand feeling is far from the original sample. 这个手感和原样的手感相差很大啊。
商务英语词汇大全文库
商务英语词汇大全文库一、国际贸易1. 进出口：Import / Export2. 贸易顺差：Trade Surplus3. 贸易逆差：Trade Deficit4. 自由贸易区：Free Trade Zone (FTZ)5. 关税：Tariff6. 世界贸易组织：World Trade Organization (WTO)7. 贸易壁垒：Trade Barrier8. 非关税壁垒：Non-T ariff Barrier (NTB)9. 贸易协定：Trade Agreement10. 区域经济一体化：Regional Economic Integration二、商务谈判1. 谈判：Negotiation2. 议价：Bargaining3. 报价：Quotation4. 还价：Counteroffer5. 合同：Contract6. 交货期：Delivery Date7. 支付方式：Payment Method8. 谈判策略：Negotiation Strategy9. 协商：Mediation10. 仲裁：Arbitration三、营销策略1. 市场调研：Market Research2. 目标市场：Target Market3. 产品定位：Product Positioning4. 品牌建设：Brand Building5. 促销策略：Promotion Strategy6. 广告宣传：Advertising Promotion7. 公共关系：Public Relations (PR)8. 市场细分：Market Segmentation9. 定价策略：Pricing Strategy10. 销售渠道：Sales Channel四、金融与投资1. 货币：Currency2. 外汇：Foreign Exchange (FX)3. 本币：Domestic Currency4. 外汇市场：Foreign Exchange Market (FX Market)5. 国际金融市场：International Financial Market (IFM)6. 投资组合：Portfolio7. 股票：Stocks8. 债券：Bonds9. 期货与期权：Futures & Options10. 对冲基金：Hedge Funds11. 风险投资：Venture Capital (VC)12. 私募股权投资：Private Equity (PE)。
商务英语常用词汇整理
商务英语常用词汇整理商务英语是一种在商业环境中进行沟通和交流的语言。
掌握常用的商务英语词汇对于提高商务交流能力至关重要。
本文将为您整理一些常见的商务英语词汇，帮助您加强与国际商务伙伴的沟通能力。
1. 商务会议相关词汇•Agenda: 议程•Minutes: 会议纪要•Chairperson: 主持人•Attendees: 参会人员•Presentation: 演示、报告•Q&A session: 问答环节•Action items: 行动事项•Follow-up: 后续跟进2. 商务谈判和合同相关词汇•Negotiation: 谈判•Deal: 协议、交易•Contract: 合同•Terms and conditions: 条款和条件•Proposal: 提案、建议书-Mutual agreement：共识达成 -Win-win situation：双赢局面-Finalize：敲定3. 商务信函和电子邮件相关词汇•Greeting: 问候语-Salutation：称呼-Bold texttitle：标题-Dear Mr./Mrs./Ms.: 尊敬的先生/女士-I am writing to inquire about... : 我写信是想询问/了解...-I look forward to hearing from you soon: 我期待尽快收到您的回复4. 商务电话交流相关词汇•Hello, this is [Your Name] calling from [Company].: 喂，我是【您的名字】来自【公司名称】。
-May I speak to Mr./Mrs./Ms. [Last Name], please?: 我可以和[姓氏]先生/女士通话吗？-Could you please hold the line for a moment?: 请稍等一下好吗？-Can I take a message?: 我可以帮你留言吗？5. 商务招待和社交场合相关词汇•Networking: 社交、人脉-Business dinner: 商务晚宴-Introduce oneself：介绍自己-Mingle with：与...交往、社交-Raise a toast：举杯祝酒以上仅为商务英语常用词汇的部分示例，希望对您有所帮助。
2023年高级商务英语考试(BEC)写作范文精选5篇整理
2023年高级商务英语考试(BEC)写作范文精选5篇整理为了让大家能够提高bec高级的写作分数，我在这里带来了2023年高级（商务英语）考试(BEC)写作（范文）精选5篇。
2023年高级商务英语考试(BEC)写作范文(一)Report writing Ex 4: Sample answer: (235words)Reassessment of job satisfaction: Sue Pearson(PR Dept.)IntroductionThis report sets out to use Workset colours to assess the accuracy of my job description as PR officer and to suggest a number of changes.FindingsIt is clear that there is a difference between the way the company views the job and the reality as I perceive it. Firstly, a number of areas which demand a significant proportion of my time are not mentioned in the official job brief. The segment on the pie chart which provides most cause for concern is the pink sector; this relates to my attendance at a number of meetings which I can contribute little. Another significant area is the grey segment; this refers to the unscheduled time I spend sorting out computer problems. I feel these activities are hampering my core work. As can be seen from the pie charts, the time I spend actively working to meet the goals agreed with my line manager is less than envisaged.ConclusionsThe above discrepancies clearly indicate that my current job brief is inaccurate.RecommendationsI would recommend that my official job brief should be updated using the Workset colours. It would also be valuable to consider the proportion of non-core colours in the pie chart and to investigate whether work in these areas could be carried out by someone else more suited to these tasks.2023年高级商务英语考试(BEC)写作范文(二)Flexible working Ex 5:Sample answer: (250words)Resource Planning Manager: Assessment of Suitability forHome-based WorkingIntroductionThe purpose of this report is to assess the suitability of my position as Resource Planning Manager for home-based working.FindingsMy working pattern and that of my colleagues varies from week toweek. During certain periods a large proportion of my time is spent doing fieldwork. This is followed by office-based collating and recording the data collected. Once the results have been recorded, I proof-read the colour copies of all reports and maps.As regards communication with colleagues, department meetings are held once a fortnight. At other times, the individual members of the team communicate either face-to-face or by phone, depending on their location. Apart from official meetings, the same results can be achieved whether I am in the office or working elsewhere.ConclusionIt is clearly that I could be able to undertake the duties while working from home for a large proportion of my time. Clearly, some days would be spent in the office for face-to-face communication with colleagues. It would also be necessary to use the technical facilities at times. However, in order to be able to work effectively from home, I would need to be provided with a networked computer and printer.RecommendationsI would suggest that I should be given the necessary equipment to work partially from home for a trial period. After this time, further consultation should take place in order to reassess the situation.2023年高级商务英语考试(BEC)写作范文(三)Business practices in China Ex 3: Sample answer: (244words)Dear Chen，I was very pleased to receive your letter. As requested, I enclose some advice about visiting Milan.There are lots of good hotels near the Fiera and I recommend the Hotel Wagner; it is about a ten-minute walk from the trade fair and also has the metro and train connections. The public transport system here is quite reliable and I do not think you need to hire a car; the traffic in Milan can be a bit chaotic.Finding somewhere to eat in the evening should be easy. There are plenty of restaurants and pizzerias near the hotel. My favourite is Nove Cento, which serves excellent seafood pasta.It is difficult to know what to recommend for sightseeing as the city has so much to offer. If you are interested in art, then the world famous ‘Last Supper by Leonardo da Vinci is a short train ride from the hotel or you could visit the Brera art gallery. There is also the Duomo, Milans huge gothic cathedral. If you are interested in football, there should be midweek match featuring either AC or Inter Milan. Alternatively, you could visit the fashion area around via Montenapoleone.Thank you for inviting me for a meal one evening during you stay. I would be very happy to accept.I look forward to hearing from you nearer the time. We can then make the arrangements for where and when we are going to meet.Best regardsMaurizio2023年高级商务英语考试(BEC)写作范文(四)Suggested answer: (127words)The last years of twentieth century saw the Internet being used by more and more companies as a business tool. In 1997 e-commerce was very limited earning a revenue of less than $25 billion. However, since then, there has been a steady growth worldwide. This trend looks set to continue into the next century with revenue from e-commerce rising to reach almost $200 billion by 2023.Like e-commerce, e-business has shown steady growth with revenue tripling in the period 1997 to 2000, rising from about $50 billion to $150 billion. However, during there is predicted to be a far more dramatic increase in e-business revenue over the next three years. It is thought that by 2023 revenue from e-business will have reached over $800 billion worldwide.2023年高级商务英语考试(BEC)写作范文(五)A motivation surveyEx 3: Sample answer: (116words)FindingsA number of employees clearly suffer from a lack of motivation as a result of dissatisfaction in one or more areas of their work. The key findings are outlined below:Staff feel undervalued by the company, both on a financial and a personal level. It is generally felt that the companyˇs competitors offer higher levels of remuneration. The perception that the managers are unappreciative of staff efforts is particularly noticeable in the Sales Department.Certain employees feel under-challenged. The company is clearly not exploiting its human resources.There appears to be a breakdown of communication in the Production Department. The confusion and resultant ill-feeling towards managers has the potential to disrupt the production cycles.RecommendationsWe strongly recommend the following measures:An evaluation of job profiles throughout the company to assess whether skills could be utilised more efficientlyA review of the current salary structure involving the comparison with similar organisationsIt is also essential to investigate and take action regarding the communication in the Production and Sales Department.2023年高级商务英语考试(BEC)写作范文精选5篇文档内容到此结束，欢迎大家下载、修改、丰富并分享给更多有需要的人。
外贸商务英语第三节 定单的谈判 (2014年新整理)
第三节定单的谈判1．价格：pricePlease give me your best price. 请给我最好的价格。
2．离岸价格(指卖方只负责送到出发港口)：FOBI will give you the price based on FOB term. 我将给你FOB 条款的价格。
3．到岸价格（指卖方负责将货物送到目的港）：CNFI need CNF HCMC price. 我需要到胡志明的价格。
4．保险：insurance5．报价：quote6．报价：offer7．报价：quotationDo I need to quote the price with insurance? 我需要在价格中包含保险吗？I have received your quotation, thanks. 我已经收到了你的报价，谢谢I will offer you the price when I am back to my office. 我将在回到办公室后给你价格。
8．到岸价格加保险：CIFWhat will be the price based on CIF HCMC term? CIF 胡志明什么价格呀？9．交期：delivery timeYour delivery time is too long. 你们的交期也太长了点。
10．货贷：shipping agent11．运费：freightLet me check with shipping agent for the freight. 让我来问一下货贷关于运费的事情吧。
12．交期：lead timeWhat is your lead time for this quantity? 这个数量的交期要多久？13．质量：qualityPlease make sure the quality, that is important. 请确保质量，那很重要。
14．数量：quantityYour quantity is too small to do. 你的数量小到不能做了。
2023年商务英语：Discount and Commission整理
2023年商务英语：Discount and Commission整理商务英语：Discount and Commission商务英语是以适应职场生活的语言要求为目的，内容涉及到商务活动的方方面面。
下面是我为您收集整理的商务英语：Discount and Commission，供大家参考!商务英语：Discount and CommissionA. Commission1. Please quote us lowest price C.I.F. Los Angeles inclusive of our 5% commission, stating theearliest date of shipment.请报洛杉矶包括我方5% 佣金在内的最低到岸价格，并告知最早的装船日期。
2. In view of our long-standing business relationship, we would liketo allow you another 2% commission for further promotion of our products.考虑到我们之间长期的贸易关系，我们愿再给你方百分之二的佣金，以进一步推销我们的产品。
3. We shall remit you a 5% commission of invoice value after payment is effected.货款支付后，我们将按发票金额的百分之五汇给你方佣金。
4. We request you to deduct our commission from the invoice.我们恳求你方从发票中扣除我们的佣金。
5. Please grant us a 4% commission as a special consideration.请特别照看给我们百分之四的佣金。
6. We usually pay our agents a 5% commission of the value for each deal.通常我们支付给代理人的佣金是每笔交易达成金额的百分之五。
商务英语产品问题相关词汇整理
商务英语产品问题相关词汇整理1. conf.mp3 确认，证实We conf.mp3 (receipt of) your letter of the 7th.你七日来函收悉。
2. e to an agreement 达成协议After a long discussion we’ve e to an agreement on barter trade.经过长时间的讨论，我们已在易货贸易方面达成了协议。
3. because of 由于，因为Because of heavy bookings, we cannot aept fresh orders at present.由于手中大量的订货，我们目前不能承受新的订单。
4. appreciate 感谢（后接名词或动名词宾语）We shall appreciate it if you will make us an offer for 100 dozens.如给我们一千打的报盘，我们将甚为感谢。
We appreciate your cooperating with us.感谢你同我们的合作。
5. lead toImproper packing led to the breakage of the porcelain wares.包装不当造成瓷器的破损。
6. to push sales of = to push the sale of 推销7. qualityIf the quality of your initial shipment is found satisfactory, an additional large shipment will follow.如果你们第一次运来的货令人满意，随后将有大批续订。
quality有时可用作形容词作“高级的，优质的”解释。
例：These shoes are made of quality leather. 这些鞋是用高级皮革做的。
商英国贸判断和案例整理 部分
True or false questions1. Although the British system and the American system of weights and measures are closely related .there are a number of differences between them.2. According to the CISG, if the buyer takes delivery of all or part of the excess quantity delivered by the seller ,he must pay for it at the contract rate.3. the quantity clause in the contract provides”500 M/T 10% more or less at seller’s option”. Thi s means the quantity delivered by the seller can be less than 450 M/T or more than 550 M/T.4. All the marks on the outer packages are called shipping marks.5. China’s GSI country codes are 960-965.6. Packing charges are usually included in price7. Theoretically, use of hard currency(currency that is reliable and stable and more in demand)as payment currency is beneficial to the exporter.1.T2.T3.F4.F5.F6.T7.T1.Ocean transport is a very fast mode of transport.2.FIO indicates that the shipowner is responsible for the costs of loading goods onto the vessel and unloading goods from the vessel.3.Time charter generally does not include loading and unloading costs in the charter rate.4.In voyage charter ,the vessel is under the control of the charterer who is responsible for equipping and manning the vessel.5.A "B/L blank endorsed” refers to the B/L without any endorsement6.All bills of lading are transferable7.A bill of lading with a notation of "insufficient packing"is a foul bill of lading8.A short form bill of lading is usually not acceptable9.According to the GISG, in the absence of terms as to whether transshipment is allowed or not in the contract ,transshipment is to construed as allowed.10.Time charter means that the charterer hires the vessel for a period of time without crew11.Dispatch money and demurrage clause normally appear in the time charter-party1.The losses shall be admitted as general average if they are a direct consequence ofa general average act.2. General average and salvage charges are covered in both FPA and WA.3. Warehouse to warehouse clause is a shipment clause meaning that the carrier is responsible for shipping the goods from the seller’s warehouse to the buyer’s warehouse.4. Both general additional risks and special additional risks in the Ocean Marine Cargo Clause of the PICC can be covered independently.5. ICC(C) does not cover risks of war, strike, but covers loss of or damage to cargo caused by earthquake.6. The exclusions of ICC(C) are the same as that of ICC (B).7. ICC (A) is close to All Risks of the Ocean Marine Cargo Clause of the PICC in termsof scope of coverage.8. Although All Risks in the Ocean Marine Cargo Clause of the PICC does nor cover special additional risks, it covers general additional risks.1.T2.T3.F4.F5.F6.T7.T8. T1. A promissory note differs from a bill of exchange in that the maker of a note promises to personally pay the payee rather than ordering a third party to do so.2. Upon acceptance the drawer, now the acceptor, becomes the principal debtor and the party primarily liable for the payment of the bill.3. A cheque is a bill of exchange drawn on a bank payable on a determinable future date.4. A banker’s draft is a draft drawn on a bank.5. The time of payment in a sight draft may be expressed as “at 30 days after sight”.6. The draft in D/P at sight is a sight draft.7. The quality of a banker’s acceptance draft is particularly identical to a marketable bank certificate of deposit.8. The transaction was made on D/P after sight. When the goods arrived at the port of destination, the buyer borrowed the documents from the collecting bank against T/R. But the buyer refused to make payment on maturity. In this case, the collecting bank was liable to effect payment to the seller.9. When payment is made by D/A, the collecting bank should accept the draft and release the documents to the importer.10. The negotiating bank normally has no right of recourse against the drawer, namely the beneficiary in the credit, in the event of dishonor by the issuing bank after its negotiation.11. The beneficiary (the seller) should effect shipment immediately upon receipt of the letter of credit.12. When payment is made by a confirmed letter of credit, the seller is assured that payment will be made by the confirming bank no matter the issuing bank is insolvent or not.13. under the “buyer’s usance credit”, the beneficiary can get full sight payment..1.T2.T3.F4.F5.F6.T7.T8. T9.F 10.F 11.F 12.T 13.T1. All commodity inspection organizations in its nature are governmental.2. AQSIQ is a governmental organization in China.3. In the light of the Britain law, if any party to a contract violates the substantive clauses, the breach is called “breach of warranty”.4. Any natural disasters such as earthquake, flood, war, etc. are force majeure events.5. Any force majeure event would result in the termination of contract.6. In case of a force majeure event, the party seeking to use the clause of force majeure is liable to promptly notify the other party of “the impediment and its effect on his ability of perform.”7. Breach of condition gives the injured party the right either to terminate the contract and refuse to perform their part of it, or to go through with agreement and sue for damages.8. Non-fundamental breach of contract does not give the right to the injured party toterminate the contract, the injured party has to complete their part of contract, and can only sue for damages1.An enquiry is not binding2. Only the buyer makes enquiries to initiate a potential transaction.3. A counteroffer is actually a new offer made by the offeree of the original offer.4. The CISG adopts the rule that public offers such as advertisements are only invitations to negotiate “ unless the contrary is clearly indicated”.5. In the light of thee CISG, a proposal is sufficiently definite if it contains the indication of the goods, the quantity and the price of the goods.6. In the process of negotiation, offer is made by the seller whereas acceptance is made by the buyer.7.An offer without terms of validity is ineffective.8. Any offer can be revoked.9. In the light of the CISG, an acceptance of an offer becomes effective at the moment it is dispatched.10. In the light of the CISG, a contract is concluded only if a formal contract is made out.1.T2.F3.T4.T5. T6. F7. F8.F9.F 10.Fmercial invoice is a key accounting document describing the commercial transaction between the buyer and the seller.2. The date of the insurance document may be before of later than the date of shipment.3. Partial acceptance of an amendment is not allowed and will be deemed to be notification of rejection of the amendment.4. Customs invoices are required by the customs authority of the exporting country.5. The shipper usually obtains bill of lading from the shipping company by submitting shipping order to it.1.T2. F3.T4.F5.FCase study《12》1. Chinese exporter A sold 2 million metric tons of Chinese Northeast Soybean to French Importer B. The contract stipulated:” Moisture (max.)15%, Oil content(min.)18%,Admixure(max.)1.5%.” Afterwards, A sent some sample to B and informed B in a fax that the goods delivered were the same as the sample. But when the goods arrived at the destination, B found the quality of the goods was not in conformity with the goods. It then presented a commodity inspection and made a claim against A.A rejected the claim arguing that the sale was made by specifications. Fortunately the dispute was finally settled by conciliation. Make your comments on this case.1. In this case, the sale is made by specifications. Therefore the seller’s delivery obligation was to provide the goods which were in conformity with the specifications. In other words , the seller was entitled to reject the buyer’s claim which was on the ground that the goods did not comply with the sample . It was obvious that the buyer regarded the information in the fax as part of quality clause of the contract. Actually it was not . The lesson that A should draw from this case was that the fax should make it clear that the sample was only for reference.2. Japanese distributor A ordered a batch of the West Lake Longjing tea, Grade 2 from a Chinese company B. When B was about to deliver the goods, B found that their stock war running short. In order to effect shipment as schedule, B supplemented some tea of Grade 1 and informed A that the supplemented tea would be priced the same as Grade II，extra charges. Was A’s method proper? Why?2. B’s method was not proper. Although the supplement tea was superior in quality ,B broke the contract .A may claim for damage on the ground that B was in breach of contract . In such case ,B would be in a very disadvantageous position.3. Chinese Company A sold canned fruit to Canada. The contract provided “Quantity:200 cartons; Packing: in cartons containing 20 cans of 100 grams each.” The goods delivered by A were 200 cartons containing 10 cans of 200 grams each. Do you think A was in breach of contract?3.A was obviously in breach of contract as the way of packing was not in conformity with the contract.《14》1. A vessel carrying a bulk good of ore was stranded. Some goods were damaged. In an attempt to get free, some ore were jettisoned, both the engine and the ship were damaged, and a salvage vessel was employed. The ship was refloated in a days and put into a port of refuge for repair. The damage, charges were as follows: 1) Goods damaged because of stranding: US＄10,000. 2) Jettisoned cargo: US＄20,000. 3) Service of salvage vessel: US＄65,000. 4) Refugee and other charge: US＄35,000. Which of the above damages or charges shall be allowed as general average? Why? 1. All the items except Item 1) shall be allowed as general average because the damage in Item 1) was in case of accidental stranding, not a voluntary stranding. The damages and charges in other three items were a direct consequence of generalaverage act.2. Company A exported a batch of chemical raw materials on CIF. Insurance had been effected against FPA for 110% of the invoice value. After the goods being loaded at the beginning of May, the vessel departed. On May 10, the vessel was again stranded and another part of the goods were damaged. The losses were: 1) Losses caused by heavy weather: US＄30,000. 2) Losses caused by stranding: US＄20,000. Could the insured claim for all the losses? Why? r2. The insured could claim for all the losses because in the light of provisions of the Ocean Marine Cargo Clause of the PICC, FPA covers: 1) Total loss or partial loss caused by fortuitous accidents such as stranding, striking upon the rocks, icebergs or other objects, collision, fire and explosion. Thus the US＄20,000 loss caused by stranding was within the scope of insurance; 2) Partial loss of the insured goods attributable to heavy weather, lighting and/or tsunami, where the conveyance has been grounded, stranded, sunk or burnt irrespective of whether the event or events took place or after such accidents. Thus the US＄30,000 loss caused by heavy weather was also within the scope of insurance.《17》1. A telexed an offer to B on March 20, stating that payment was to be made by irrevocable letter of credit at sight and the offer was subject to B’s reply reaching A before March 25. B replied on March 23 requesting the payment be made by D/P at sight rather than L/C at sight. The next day when A was considering B’s counteroffer, it received an acceptance from B. Was the contract concluded? Why?1. The contract was not concluded because B made a counterof fer to A’s offer on March 23 (within the term of validity of the offer), which means A’s offer was terminated. Thus B’s telex of the next day was not an effective acceptance.2. Chinese company A made an offer to a foreign client B stating “The offer is s ubject to your reply reaching here August 15.” B’s acceptance reached A on the morning of August 17. Immediately after receiving the reply, A informed B that the late acceptance was still effective. But since the market was declining, B refused to acknowledge the formation of the contract. In the light of the CISG, was the contract concluded? Why?2. According to the CISG, the contract was concluded. CISG Article 21 states that “ A late acceptance is nevertheless effective as an acceptance if without delay the offeror orally so informs the offeree or dispatches a notice to that effect.” In this case, immediately after receiving the reply, A informed B that the late acceptance was still effective. Therefore, the contract was concluded.3.On the morning of July 1, a French firm A visited a Chinese foreign trading companyB and made an enquiry with B for Good X. B made an oral offer to A who did not give a reply then and there. On the afternoon of the same day, A made an acceptance to B’s offer. But at this tim e, B learned that the market price of Good X was about to rise. What would you do if you were B? Why?3. CISG Article 18(2) states that “an offer must be accepted immediately unless the circumstances indicate otherwise”. In this case, A’s offer was made o rally and no term of validity was indicated in it. So B’s acceptance was effective if it was madeimmediately. But B failed to do so. In other words, B’s acceptance made in the afternoon was ineffective. No contract was concluded between A and B. If I were A, I would tell B that my offer was terminated and his acceptance was ineffective.4.A intended to resell an imported primary product. So he made an offer to B. B accepted the offer, but required A to provide a certificate of origin. Two weeks later, A received an L/C from B. And when A was just about to ship the goods according to the L/C, he was notified by the commodity inspection authority of his country that the certificate of origin could not be issued because the goods were not domestically made. A then requested B to cancel the clause in the L/C concerning the requirement of certificate of origin, but B refused. Dispute thus arose between A and B. A argued that he never agreed to the requirement of providing the certificate of origin and therefore he had no obligation to do so. B insisted that A did have this obligation. Give your views on the disputes in the light of the CISG.4. A had the obligation to provide a certificate of origin because in B’s reply to A’s offer, B required A to provide a certificate of origin, in the light of CISG thus was not a material alteration and the reply which contains minor alteration constitutes an acceptance, unless the offeror, without undue delay, object orally to the discrepancy or dispatches a notice to that eff ect. In this case, A neither objected B’s requirement (made in B’s reply to his offer) nor asked for amendment when he received the L/C. Therefore the contract was concluded which contained the terms that A was liable to provide the certificate of origin. But A failed to provide the certificate of origin, so he breached the contract and should hold the corresponding liability.《18》1. An irrevocable credit was issued covering “37,500 1bs of 1/5.5 mm mohair yarn @HKD23.98/1b…Delivery instruction: 20,000 1bs to be delivered latest August 22,1994;17,000 1bs to be delivered latest August 27,1994” and stipulating that “L/C amount & quantity 5% or more or less acceptable. The delivery was effected as follows: 1) First partial delivery: 20,000 1bs on August 19,1994(first drawing: HK$ 479,600.00); 2) Second partial delivery: 18,000 1bs on August 24,1994(second drawing: HK$ 431,640.00). The issuing bank rejected the documents quoting as sole discrepancy “over shipped ”.Was the issuing bank’s rejection justified ? Why?1. The bank’s rejection of the documents was justified because the credit stated that the delivery of the goods was to be effected in two lots, 20,000 1bs and 17,000 1bs for the first and second lot respectively and allowing 5% more or less. This provision means that 5% more or less is applicable to each lot. In this case, the quantity of the second lot the seller delivered was 18,000 1bs, greater than the maximum quantity [17000*(1+5%) =17850 1bs] allowed. The second amount was accordingly overdrawn. In other words, the quantity in the documents did not conform to the credit requirements. In such case, the opening bank’s rejection of documents was justified.2. Chinese Company A exported good X on CIF and L/C. After the goods were loaded on board the ship, A made payment of all the freight and got a full set of clean on board B/L issued by the shipping company. But the words “Freight Prepaid’ were left out on the B/L. At that time the market was declining. After consulting with the applicant, the opening bank refused to make payment on the grounds that thedocuments were not in compliance with the L/C. Was the opening bank’s rejection justified ? Why?2. In carrying out CIF and L/C transactions, the quality of documents is vital for the seller to get the payment from the opening bank. One of the requirements the documents should meet is completeness which means all detailed requirements for documents such as types of documents, numbers of originals and copies, items for each document, etc. In this case, th e words “Freight Prepaid” were left out causing discrepancy between the B/L and the L/C. As such, the opening bank’s rejection of making payment was justified.《16》1. Company A in Lanzhou (an inland city in China) entrusted Company B, a foreign trading company in Tianjin (a coastal city in China) to import a set of equipment. The purchase contract stipulated that any claim by the Buyer regarding the goods shipped should be made within 30 days after the arrival of equipment. As soon as the equipment arrived at the port of Xingang, Tianjin, it was transshipped to the Lanzhou and delivered to Company A. As construction of the factory building was completed and the equipment. Half a year later, the factory building was completed and the equipment was installed. However, upon examination, the inspection authority found that the quality of the equipment could not up to the standards made out in the contract. As a result of this, the equipment could not work properly.B was thus requested by A to lodge a claim against the foreign supplier. The foreign supplier, however, rejected the claim. What lesson can we learn from this case?2. A German businessman exported several sets of equipments to a Chinese importer. There was a force majeure clause in their contract. When the date of delivery was approaching, the German exporter sent a telex claiming that their production cost of equipments rose by 28% because of the increase of the petroleum price resulting form the Persian Gulf War, and they would continue to carry out the contract in due time only if the Chinese importer accepted 28% increase of price, otherwise they would cancel the contract by invoking the force majeure clause. How should the Chinese importer deal with this matter?3. A Chinese importer concluded a purchase contract with a Japanese exporter, importing a set of precision instrument. The contract stipulated that shipment was to be made in June/July, 2007. But no June 15, 2007, the Japanese government announced that the precision instrument were high technology products and were prohibited from being export. The prohibition would come into force on July 1. In July, the Japanese exporter requested to terminate the contract as a consequence of the force majeure. Was the request reasonable? How should the Chinese importer deal with this matter?4. Chinese exporter A sold goods to a French importer B. The arbitration clause in the contract was as follows: “All disputes arising out of performance of, or relating to the contract shall be settled amicably through friendly negotiation. In case no settlement can be reached through negotiation, the case shall be submitted to the China International Economic and Trade Arbitration Commission for arbitration and shall be conducted by the commission in Beijing.” In the performance of the contract, a dispute in connection with the quality of the commodity arose between the two parties. B filed a suit against A in is local court and a summons was issued to A deal with this matter?。
商英单词整理-仅供参考(鸣谢彭思皓同学)
Unit OneText What Is Business?1.distribution n.distribute vt. Separate sth into parts and give a share to each person 分发；分配distribute sth to/among sbThe medical team distributed medicine to the village people.2.conversion n.convert vt. change from one form to another 转变；转换convert (sth) (from sth) (into sth)The room was converted from a kitchen into a store room.3.ore n. rock, earth, mineral, etc. from which metal can be obtained 矿石4.dealership n.代理商；经销商bination n.combine vt. join or mix together to form a whole 合并；混合combine with; combine A with B; combine A and BCombine the eggs with a little flour and heat the mixture gently.6.primary adj. most important; fundamental 首要的；根本的The primary reason for advertising is to sell more goods.Passage 3 The “Five C’s” of Business Credit Analysis1.extend vt. offer or give sth ~ sth (to sb) / ~ sb sthThey extended a warm welcome to their new colleagues.2.credit-worthiness n.credit-worthy adj. (of people, business firms, etc) accepted as safe to give credit to, because reliable in making repayment 信用可靠的；有资格接受贷款的3.repay vt.a.pay money back; refund sth 偿还I’ll repay the $ 50 to you / repay you t he $ 50 tomorrow.b.give sb sth in return; reward sb/sth 报答I don’t know what to do to repay your kindness.4.indicator n. person or thing that gives informationGDP is one important indicator to examine economic development.5.at risk: threatened by the possibility of loss, failure, etc; in danger 有危险；冒风险His behavior put the future of the company at risk.6.asset n. (usu. pl.) thing, esp property, owned by a person, company, etc that has value andcan be used or sold to pay debts 财产；资产~ vs. liabilitiesHis assets included shares in the company and a house in London.7.collateral n. [U] property pledged to guarantee the repayment of a loan 抵押The bank insists on collateral for a loan of that size.8.pledge n. thing left with a person to be kept until the giver has done sth promised 抵押品To assure them that he will come back, he left his Rolex as pledge.give sth as a pledge9.as to sth: with regard to sth; regarding sthThere are no special rules as to how you should be dressed.Unit TwoText Why National Trade?1.assemble vt. fit together 装配；安装The bookcase can be easily assembled with a screwdriver.2.expertise n. [U] expert knowledge or skill in a particular field 专门知识We were impressed by his expertise on computer operation.3.alliance n.a.[U] action or state of being joined 结合；结盟States seek to become stronger through alliance.b.[C] union or association formed for mutual benefit 联姻；联盟in alliance withWe are working in alliance with our Russian partners.Passage 3 Unemployment1.transition n. [C, U] (instance of ) changing from one state or condition to another过渡；变迁~ (from sth) (to sth)The health-care system is in transition at the moment.2.cyclical adj. (also cyclic) recurring in cycles; regularly repeatedChanges in the economy have followed a cyclical pattern.3.utilize vt. make use ofThe vitamins come in a form that is easily utilized by the body.utilization n.Sensible utilization of the world's resources is a priority.4.forgo vt. (forwent, forgone) give up or do withoutI shall have to forgo the pleasure of seeing you this week.5.fall back on: go back to sb for support or use sth in difficultyAt least we can fall back on candles if the electricity fails.6.live off: depend on sb/sth for a livingHe is 18 years old and doesn’t want to live off his parents.7.pose vt. cause sth to arise; create or present 引起；造成；提出Winter poses particular difficulties for the elderly.8.circulate vt. vi. (cause sth to) pass from one place, person, etc. to another 循环；流通Hot water circulates through the heating system.I try to circulate (= move around and talk to a lot of people) at a party and not just stay withthe friends I came with.9.dislocate vt.a.stop (a system, plan, etc) from working as it should; disrupt 扰乱Flights have been dislocated by the fog.b.put a bone out of its proper position in a joint 脱臼dislocate one’s elbow, knee, etc.c.dislocation n.Snow has caused serious dislocation to train services.Unit ThreeText The Target Market1.in isolation: separately; alone 单独的；个别的Every piece of evidence should be examined in isolation.isolate vt. put or keep sb/sth entirely apart from other people or things 隔离；孤立When a person has an infectious disease, he is usually isolated from other people. 2.mold vt. shape sth into a particular form 使成形Television molds public opinion.3.blend vt. mix one with another; mix things together 混合；掺杂blend A with B; blend A and BBlend the eggs with the milk.Unit FourText Why Finance?1.in great/large measure: to a great extent or degree在很大程度上His failure is in great measure due to lack of confidence.2.secure vt. obtain sth, sometimes with difficulty 弄到；获得We need to secure a bank loan.3.phase n. [C] stage in a process of change or development 阶段；时期The project is only in the initial phase, but it's looking quite promising.We're entering a new phase in international relations.4.overall adj. taking everything into account; general 全面考虑的；总的There has been an overall improvement recently.Phrases:充足的资金sufficient funds经营一家企业operate a business日常费用ongoing expenses在很大程度上in large/great measure财务管理financial management购买必要的资产purchase necessary assets 长/短期资本long-term/short-term capital 信用卡或赊销账户credit cards or charge accounts 商业运营的各个阶段all phases of business operationUnit FiveText Business Computer Systems1.revolutionize vt. cause sth to change completely or drastically 使（某事物）发生根本性的变化Computers have revolutionized banking.2.manipulate vt. control or handle with skill; control or influence cleverly 控制；操纵A clever politician knows how to manipulate public opinion.3.integral adj. necessary for completeness 必不可少的The arms and legs are integral parts of the human body. (They are integral to the human body.)4.foresee (foresaw, foreseen)vt. see or know that sth is going to happen in the future; predict预见；预知He foresaw that the job would take a long time.5.integrate vt. combine sth in such a way that it becomes fully a part of sth else 将某事物与另一事物结合构成整体The buildings are well integrated with the landscape.integrated adj. with various parts fitting well together 综合的；完整的an integrated personality (sb who is psychologically stable)an integrated transport scheme (including buses, trains, taxis, etc.)integration n.6.simultaneous adj. happening or done at the same time 同时的；实时的The explosion was timed to be simultaneous with the plane’s take-off.7.sophisticated adj. clever in a complicated way and therefore able to do complicated tasks尖端的；精致的These are among the most sophisticated weapons in the world.8.simulate vt. reproduce certain conditions by means of a model (for study or trainingpurposes) 模拟The computer simulates conditions on the sea bed.9.give way to sth: be replaced by sth 被某事物代替The storm gave way to bright sunshine.10.instantaneous adj. happening or done immediately 即时的；瞬时的instantaneous effect/communicationPhrases & Sentences:信息革命information revolution 高科技产业high-tech industries文字处理word processing 办公自动化office automation模拟专家的行为simulate expert behavior市场分析人员使用复杂的计算机数据库来分析和预测消费者行为。
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1、离岸价
卖方必须在合同规定的日期或期限内以及指定的装运港交货，并按照买方要求将货装上买方指定的船只，并及时通知买方。
2、到岸价
卖方负责租船订舱，支付到目的港的运费，在规定的装运港和装运期内将货物装上船并及时通知买方，并负责办理货物海上运输保险，支付保险费。
3、船边交货价
卖方要在规定的交货期内将货物交到买方指定的船只的船边并完成交货义务，但不负责办理出口报关手续，买卖双方负担的风险和费用都以船边为界进行划分，以后的一切费用和货物损失由买方负责。
4、询盘
交易的一方欲购买或出售某种商品，向另一方发出的探询买卖该商品的交易条件的表示。
5、发盘
发盘人向受盘人提出一定的交易条件，并愿意按照这些条件达成交易、订立合同的表示。
6、佣金
中间商通过为委托人介绍生意或代买代卖而获得的酬金。
7、折扣
卖方按原价给予买方一定百分比的减让。
1）现金折扣：鼓励买方提前付款，按原价给予一定折扣。
2）季节性折扣：鼓励客户购买非季节性货物，按原价给予一定折扣。
8、报盘
交易一方向对方提出买卖某一商品的交易条件，并愿意按这种条件达成交易。
1）实盘：一旦双方同意按交易条件达成交易，双方都要受合同约束。
2）虚盘：内容不明确，主要交易条件不完整，含有保留条件。
9、还盘
受盘人根据自己的要求对原发盘的内容有所更改和增减的表示。
10、代理商
一人授权另一人代表他去购销商品，前者叫委托人，后者叫代理人。
11、代理的种类：
1）一般代理：委托人可在同一地区同一时间委托多人代销同一商品。
2）独家代理：在特定地区和一定期限内，委托人不得在同一地区指定第二人代销同样商品。
3）总代理：代理商在指定地区不仅享有独家代销指定商品的权利，还有代表委托人办理其他事物的权力。
12、代理协议
表明委托人与代理人关系的确定。
13、寄售
货物发运时并未售出，而是待货物到达目的地后由代理商按可以获得的最高价出售。
14、议付
出口商将汇票和单据交给银行，银行审核确认无误后，购进汇票和单据，按票面金额扣除贴息后，付给出口商款项。
15、议付行
愿意买入或贴现受益人交来的跟单汇票的银行。
16、签约人
具有法人资格，即具备订立合同的权利和行为能力。
若是代理人代理法人行使签约时，应提供授权证书或委托证书，并要弄清楚其所受委托的权限。
17、资信
对方的身份、经济情况、商业信誉
18、订立合同的程序
1）要约：甲方向乙方提出订立合同的提议。
2）承诺：乙方接受甲方要约的表示。
19、合同的担保
是双方为了减少风险，协商一致而采取的一种促使一方履行合同义务、满足另一方权利实现的保证措施。
1）履约保证金/定金：一方预先给另一方一定数额货币的担保形式。
2）信用担保：由保证人保证负有义务的一方当事人履行义务的担保形式。
3）抵押担保：向对方提供财产作为清偿债务的担保。
20、合同的转让
当事人一方将合同的权利和义务转让给第三方。
21、合同的变更和解除
合同在没有或没有完全履行之前，可以根据情况的变化，对合同的某些条款进行修改或补充，也可通知对方解除合同关系。
22、合同的终止
合同规定的权利和义务已经消灭或不再履行。
23、汇付
付款人通过银行将货款汇交收款人的结算方式。
1）信汇：进口人将货款交给本地银行，由银行用信件委托出口人所在地的银行付款给出口人。
2）电汇：进口人要求银行用电报委托出口人所在地的银行付款给出口人。
3）票汇：进口人向本地银行购买银行汇票，自行寄给出口人，出口人去汇票上指定银行取款。
24、汇票
出口人发给进口人的一张无条件的书面支付命令，要求付款人在指定时间内按票面金额付给指定的受款人或持票人。
1）商业汇票：有出口商签发，向进口商或银行收取货款的汇票。
2）银行汇票：出票人和受票人都是银行。
25、承兑
远期汇票在未到期前由付款人按照票据上记载的条款所作出同意到期付款的文字，表示承认对票据的付款义务。
26、背书
转让汇票的一种手续。
27、贴现
远期汇票持有人如想提前支取票款，可以背书转让给银行，银行在扣除利息和手续费后将票款支付给持有人。
28、不可追索
追索：当付款人拒付时，汇票持有人可向所有“前手”直至出票人追索票款。
29、托收
出口人出具汇票，委托银行向进口人收取货款的一种支付方式。
一、光票托收：不附带任何单据的汇票。
二、跟单托收：汇票与货运单据一起。
1）付款交单
出口人开出汇票和货运单据交给银行托收，由银行向进口人收款，指示该银行只有在进口人付清货款后才能交出货运单据。
1、即期付款交单：进口人见到汇票后即需付款，才能领取货运单据。
2、远期付款交单：进口人须在汇票到期日付清货款后才能领取货运单据。
2）承兑交单
卖方发货装船和取得提单后开立远期汇票，和所附单据交给银行托收，代收银行在进口国内向买方提示汇票时，进口人给予承兑，就是说可以从代收银行取得货运单据，待汇票到期再付款。
30、信用证
一家银行对受益人或另一家银行发出的函件，表示由该银行本身或授权另一家银行，在符合函件中规定的条件下把一定金额付给受益人或信中指定的人。
31、信用证的种类
1）可撤消信用证：可修改信用证的内容或撤消信用证。
2）不可撤消信用证：不可修改信用证的内容或撤消信用证。
3）保兑信用证：开证行开出的信用证，由另一家银行承担保证对符合信用证条款规定的单据履行付款责任。
4）即期信用证：出口方按规定开具即期汇票连同各种单据交给银行，开证行或付款行收到符合信用证条款的跟单汇票或装运单据后，立即履行付款义务。
5）远期信用证：开证行或付款行收到信用证的单据时，在规定期限内履行付款义务。
31、保证函
银行应客户要求开给受益人的保证信，保证申请人按规定履行合约，否则由银行偿还债务。
32、预订船舱位
1）FOB：出口商应在交货前一定时期内，将预计装运日期通知进口方，进口方接到通知后，及时向外运公司办理委托租船订舱手续，并通知出口商。
2）CIF：由出口商负责租船订舱并及时通知进口商货船抵达目的港的时间。
33、海损
海运保险货物在海洋运输中由于海洋风险所造成的损失。
1）共同海损：运输船在途中遇到危难时，船方为了维护船只和货物的共同安全、使航程得以完成，有意并合理地做出的特殊牺牲或额外支出费用。
2）单独海损：共同海损以外的部分海损，只由各受损者单独负担。
34、不可抗力
无法预见、无法事先采取预防措施的意外事故，导致不能如期履行合同，这样当事人可以免除履行合同的责任或延迟履行合同。
35、IOP条款（不计免赔率）
免赔率：当货物在运输过程中所遭受的损失在事先规定好的免赔范围内时，保险公司就不负赔偿的责任。
1）绝对免赔率：保险公司只赔偿超过免赔率部分的损失
2）相对免赔率：保险公司对免赔率以内的损失不赔偿，如损失超过免赔率时，则对全部损失都赔偿。
36、仓至仓条款
保险责任自被保险的货物运离保险单上所载明的起运点，即发货人的仓库开始，到货物运达保险单上所载明的目的港，即收货人的仓库为止。