国际商务英语口语(第二版)unit 9
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,
Unit 9 Shopping新编大学英语第二版第二册课文翻译
Unit 9 ShoppingConsumer Behavior of the YouthDavid London and Albert D. Bitta[1] Marketers are interested in understanding what products will sell well in the youth market. It is also important to appreciate the influence that young people have on the purchases of others, such as parents. In fact, sometimes marketers are more interested in young people's influence on other buyers than in their role as the main purchasers of certain items.[2] How do youths spend their incomes? Both female and male teenagers spend most of their money on clothes, CDs, stereo equipment, entertainment, and travel. Young women spend most on cosmetics, followed by clothes and jewelry. Young men spend the most on sporting goods, cameras, CDs, stereo equipment, bicycles, shoes, jeans, musical instruments, and electronic games.[3] As a member of a highly consumption-oriented society, teenagers have become increasingly aware of new products and brands. They are natural “triers” and spend hours shopping for themselves.[4] In addition to their direct impact on the marketplace, youths have a secondary influence on many of the products and brands their parents choose. For example, research reveals that three out of four teens influence their parents' purchasing decisions. For major purchases, teens' highest influence occurs in the first stage of the decision-making process and is strongest for aesthetic considerations such as style, color, and make of the product but weakest for decisions such as where and when to purchase and how much money to spend.[5] Apple computer's research showed that teens are influencing family decisions about buying computers. As a result, one of its recent model introductions used contemporary hit radio and computer magazines popular with young people to encourage teens to convince their parents to buy the new product.[6] With the large growth in the number of families of two working parents, youths are doing more of the food shopping and other shopping for parents. For example, one study found that 80 percen t of teenagers were “heavily involved” in family food shopping.[7] Kraft recognized the importance of teenage grocery shopping and is advertising on MTV, in network agencies, in teen magazines, and on contemporary hit radio, emphasizing recipes containing Kraft products. Along with the ad campaign , Kraft also produced an educational kit on “Food Buymanship ” which is given to home-economics teachers to distribute to teenagers in school.[8] Thus, it is clear that this market also occupies an important position in terms of its secondary influence on parents' buying decisions.[9] Another factor emphasizing the market importance of the youth is that this is the time when brand loyalties may be formed that could last well into adulthood. For example, a brand-loyalty study done by Seventeen magazine found that at least 30 percent of adult women were using the same brands they first chose as teenagers. Translated into total market figures, the findings would mean, for instance, that 6,760,000 women still are using the same brand of cosmetics and 8,900,000 still are eating the same kind of packaged cheese that they first bought.[10] During the process of making their buying decision, to what extent are teens influenced by parents, friends, sales clerks, media, or other sources? For many product decisions, friends are the most significant influence. Nevertheless, parents are still an important factor affecting many buying decisions. The important point is that although peer pressure is quite strong, family influences are also significant. Thus, the marketer should know which group, parents or peers, has the most influence at any given time so they can plan their marketing strategies properly.[11] Teenagers often spend hours shopping, especially on weekends. The fact that they are doing more shopping may result in their spending more money in stores they go to. In addition, youths often have a great deal of authority in store-selection decisions, which means that stores must attract them with an effective appeal. Although the popular belief is that young people buy products impulsively and are less rational than the market as a whole, surveys indicate that most respondents aged 14 to 25 compare prices and brands before buying. Research on adolescent shopping behavior has produced the following tentative conclusions:[12] Adolescents tend to rely more on personal sources for information on sophisticated [N] products such as computers, and most on media for information on more ordinary products such as clothing or cosmetics.[13] At the product-evaluation stage of the decision process, price and brand name are perceived as the most important criteria, with a relatively low influence coming from parents and peers.[14] As teenagers mature, they use more sources of consumer information prior to decision making, rely more on friends and less on parents for information and advice in buying, and prefer to purchase products without parental supervision.青年人的消费行为1 研究市场营销的人很想了解什么样的产品在年轻人市场上会好销。
商务英语听说(第二版)Unit 9 Entertainment
d. frame d. you’ll d. won’t d. knot d. grace
பைடு நூலகம்
Part A – Dictation
You’ll hear eight sentences. When you hear the first time, repeat the sentence and pay attention to the stresses and tones. Then listen again and write them down. Check your answers when you listen for the third time.
4. A. At his office.
B. At lunch.
C. At a travel agency. D. At a bakery.
5. A. What the flight number is.
B. What time the flight departs.
C. Where to board the plane.
C.What was the factory like?
D.What’s your hotel like?
E.How was your journey from the airport?
F.How did the meeting go?
G.How useful was the information we sent?
their future cooperation.
( F ) 2. The foreign delegation has stayed here for about four days.
( T ) 3. Mr. Beckham’s visit to Beijing was productive.
商务英语第二版 课文翻译9
Beyond Bretton Woods 2后布雷顿森林体系2.0版WHEN the leaders of the Group of Twenty (G20) countries meet in Seoul on November 11th and 12th, there will be plenty of backstage finger-pointing about the world’s currency tensions. American officials blame China’s refusal to allow the yuan to rise faster. The Chinese retort that the biggest source of distortion in the global economy is America’s ultra-loose monetary policy—reinforced by the Federal Reserve’s decision on November 3rd to restart “quantitative easing”, or printing money to buy government bonds (see article). Other emerging economies cry that they are innocent victims, as their currencies are forced up by foreign capital flooding into their markets and away from low yields elsewhere.当二十国集团领导人于11月11日至12日齐聚首尔，私下里纷纷指责世界货币大战。
美政府官员指责中国拒绝人民币升值过快。
中国人反驳称全球经济扭曲究其根源是美国的过度宽松的货币政策---美联储决定于11月3日重启量化宽松政策，或印刷纸钞购买政府债券（见报道）的举措使扭曲加剧。
商务英语 Unit9
Price terms
E terms （启运） 启运） F terms （主要运费未付） C terms （主要运费已付） D terms （到达）
E terms
EXW
ex works (a departure term, applicable to all modes of transportation): The seller fulfils his obligation to deliver the goods when he has made the goods available at his premises. The buyer bears all costs and risks involved in getting the goods to the destination. This term means the minimum obligation for the seller.
DES(目的港船上交货 DES(目的港船上交货) 目的港船上交货)
DES( Delivered ex Ship….named port Ship… of destination): The seller fulfils his obligation to deliver when the goods have been made available to the buyer on board the ship, without clearance for import at the named port of destination.
F terms( FAS, FCA, FOB)
FCA( Free Carrier): The seller fulfils his obligation to deliver the goods when he has handed over the goods, cleared for export, into the charge of the carrier named by the buyer at the named place of point. It can be used for any mode of transport.
商务英语翻译(英译汉)第二版电子教案第9单元
❖ 例11：This contract shall be valid on and from the first day of November,2006,and any of the articles in this contract shall not be changed and amended unless by mutual written consent.
❖ 译文1：没有双方签署的补充的书面协议，本
协议中的任何条款或任何条件均不可以被放 弃或被修正。
❖ 译文2：没有双方签署的补充的书面协议作为 依据，本协议中的任何条款或任何条件均不
可以被放弃或被修正。
❖ 例8：The present contract has been signed by representatives of both firms and it is hoped that the shortest delivery time can be guaranteed.
被动结构的形式：
❖ 1、助动词be+动词过去分词 ❖ 2、get+动词的过去分词 ❖ He’s said/believed/reported to be in the U. S.
外贸英语口语对话Unit9：Ontermsofpayment1在支付条款
Unit 9:On terms of payment 1在⽀付条款Having settled the price of transaction. Mr Fracer is having a talk about payment terms with Mr Li from our trading corporation. F:Of talking over the price,at all is on the high sides as compared with those of arrival goods,the quality of your products,I suppose,will probably make up for it.Now,let's come to the terms of payment.L:Ok.That's what I am going to say.As usual,our terms of payment are by confirmed,irrevocable at sight draft against presentation of shipping documents.F:But other suppliers can give us more favorable terms.You see,the world market has been rather down recently,besides,our exchange quota is rather limited. So,we'd like to use DA to this transaction.L:I am afraid we cannot accept the DA,as you know,devaluation of the dollar and its consequent repercursions are major currencies.Having given rise to grave and certain days in the international monatery market.Therefore,we find necessary to handle our business on LC basis,at least for the time being.F:Payment by LC involves additional expense for us.This leaves no margin and profits at the terms of payment.L:Mr Fracer,you know quite well that chinese goods enjoy an excellent reputation in foreign markets.Moreover,there is at present a volk for chinese goods.The article you are interested in is greatly in demand and it sells especially well.The quick turnover will of course will not only offset your LC expenses ,but give your factory a satisfactory profits.F:As far as I know,you sometimes grand your clients such terms as DA and DP,don't you?L:Yes,occasionally we do.But it is only at the very special circumstances that we agree to other payment terms.F:Ours is not an normal case,is it?It is indignitial of sample order.It doesn't pay to adopt LC terms for order as small as ours.The limited profits if any it is even enough to balance additional balances.L:Um,well,in order to finalize the business,we agree to DP sight as the best we can do.F:Thanks for your consideration,still is not good enough.As you know,I am a middle man,I need sometime to find the reliable clients,after I receive your bill.It would help me a lot if DP after sight is accepted,even 60 days will do.L:I am afraid no further concession can be made.It is just facility you are doing business that we make that concession.We cannot be better place elsewhere,can you?F:It seems I have to take a thing as they are.Let's put it into contract.L:Mr Fracer,I should mention we accepted such terms only once.Once goods were dispatched,we will show you a signed draft against you,which would be sent together with the shipping documents through our remitting bank to the collecting bank at your end.It is still understood that you are to honor it on presentation.F:You may rest assure that this documentary jag will be duely honored on presentation.I did some business with San corportions on collection basis.They can proof to you my credit.L:We trust you and hope you will leave us your credit.F:Surely I will.Well,as a selling season is approaching,I'd like you to make a prompt shipment.L:We will try our best.Dialogue 1:This will a few minutes before we visit the factory.May I ask you a question?Go ahead please?Could you agree the payment by DA?This is a sample order.Occasionally we do.But yours is normal case,isn't it?As you know,it doesn't pay to open an LC with bank for such a small amount.We will consider that when we make you the firm offer.For regular orders,couldn't you agree to payment by LC at 60 days at sight?I am afraid not.Our usual practice is LC at sight.I see.Here are cars comes for picking us up.Let's go.Please.Dialogue 2:S:Mr Hong,do you accept DA?H:Well,we usually accept the payment by confirmed irrevocable credit at sight.S:It's safer for payment by LC for large orders.But our order is really small one,further more,we are old friends,this is not the first dealing between us anyway.Do you doubt our credit position?H:No,Mr Smith.Certainly,we have faith in you.But the international monternary market is changeable,nobody can stop a possible decline in prices,which will bring troubles to us.S:How about DP at sight down?H:We cannot accept other payment terms this trade except LC.We will consider DP terms at proper times in the future. S:Well,we cannot reach an agreement today,I am afraid.Shall we discuss it tomorrow,after I consulted with home offices. H:That's alright.。
国际商务英语Unit 9 Packing
Which one do you like ？
Warm-up Question
1.Why is packing important in international trade?
Part of the goods
Packing to goods means clothing to men
Business letter about packing
Buyers give requirements for packing Sellers give explanation of packing
Part Two: Marking
How many categories of marks are there? As a buyer, do you know how to express your instructions of packing marks? How many warning marks are you familiar with?
Packing Instructions
1. Prepositions 1) …in…用某种容器装 袜子用塑料袋装。 Each pair of socks is packed in a polybag. 2). ...to...若干件装某一容器中 折叠椅两件装一纸箱。 Folding chairs are packed 2 pieces to a carton. 3）. ...to …and … to… ; ...in …and … in… 钢笔每12只装一盒，每200盒装一木箱。 Pens are packed 12 pieces to a box and 200 boxes to a wooden case.
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LISTENING PRACTICE
A: Ms Zhang, since the vases we order are a kind of fragile consignment , I want to know the details of the cargo insurance so that we can choose the suitable coverage . B: I can’t agree with you any more. Now let me tell you something about it. Firstly, OMCC of PICC provides three basis coverage, namely Free from Particular Average (F. P. A.), With Particular Average (W. P. A) and All Risks (A. R.). A: What do they mean respectively? B: Generally speaking, F. P. A. covers total losses resulting from both natural calamities and specific casualties, as well as partial losses caused by specific casualties. A: I see, then what about W. P. A.? B: W. P. A. provides broader coverage than F. P. A. It covers partial losses resulting from natural calamities as well as everything in W. P. A. A: And I suppose All Risks provide broader coverage than W. P. A., right? B: Yes, All Risks cover W. P. A. plus general additional risks, including theft, pilferage & non-delivery risks, fresh water and/ or rain damage risks, clash and breakage risks etc. A: It sounds good. I think All Risks are more suitable for our goods. B: That’s what we usually do for the consignment of ceramics. A: One more thing, I’d like to have the insurance covered for 130% of the invoice value. B: This can be done, but we usually cover the insurance for 110% of the invoice value, so you will have to pay an extra premium then. A: In this case I’d rather have 110%.
LISTENING PRACTICE
A: Ms Lee, can you tell me something you’ll arrange for the insurance on our cargo? B: Sure. We always insure our goods with the People’s Insurance Company of China as per their Ocean Marine Cargo Clause. A: As I know, PICC is the biggest insurance company in China, isn’t it? B: You are right. It offers very good services . A: Then what risks do you usually cover? All Risks for our goods. B: We usually cover A: Does All Risks include War Risk? additional risk, and it has to be arranged separately . B: No. War Risk is a special A: Then do remember to cover War Risk for us. B: No problem. But it is subject to an additional premium , because our CIF quotation doesn’t include this risk. A: OK. One more point, what’s the insurance amount ? insure B: According to the international usual practice, we insure for 110% of the _______ value. A: All right.
USEFUL SENTENCES
介绍保险公司及讨论投保金额
LOGO
1. The PICC offers a full range of insurance services worldwide. 中国人民保险公司在全球范围内提供全面的保险服务。 2.China has now three major insurance companies: the People’s Insurance Company of China, the Pacific Insurance Company and the Ping An Insurance Company. 中国目前有三大保险公司：中国人民保险公司、太平洋保险公司和平安保险 公司。 3. Insurance is to be covered for 110% of the invoice value. 保险应按发票金额的110％办理。 4. If you require a higher amount, say, the invoice value plus 30% or more, you have to bear the additional premium. 如果你们要求更高的保值，比如发票金额的130％或更多的话，你们要负 额外的保险费。 5. The premium for the difference between 110% and 130% of the invoice value should be borne by the buyer. 发票金额110％与130％之间的差额保险费由买方承担。
natural calamities
casualties n. partial losses plus [ plʌs ] prep.
自然灾害
人员伤亡 部分损失 加上
NEW WORDS & EXPRESSIONS
general additional risks
一般附加险
theft, pilferage & nondelivery risks fresh water and/ or rain damage risks clash and breakage risks extra [ 'ekstrə ] adj. Institute Cargo Clauses (I. C.C.) claim [ kleim ] n. practically [ 'præktikəli ] adv. premium rebate underwriter [ 'ʌndəraitə ] n. insurance policy
USEFUL SENTENCES
讨论保险责任
LOGO
1. The underwriters are responsible for the claim as far as the claim is within the scope of the insurance. 只要索赔是在保险范围内，保险公司就负责赔偿。 2. The insurance company refused to admit liability, as there is no insurance on breakage. 保险公司拒绝做出赔偿，因为没有投保破碎险。 3. The loss in question is beyond the coverage granted by the insurance company. 所提出的损失超出保险公司的承保范围。 4. The F. P. A. clause does not cover partial loss of the nature of particular average, whereas the W. P. A. clause covers such losses when they exceed a prearranged percentage. 平安险不承保由自然灾害造成的部分损失，而水渍险则承保超过一定比例的 这种损失。
Unit Nine Insurance
LOGO
1. New Words & Expressions 2. Useful Sentences 3. Listening Practice 4. Conversations （视频） 5. Practice & Keys to Exercises
保险金额
陶瓷制品 易碎的, 脆的
Free from Particular Average (F. 平 安 险 （ 不 赔 单 独 海 损） P. A.) With Particular Average (W. P. A) 水渍险（赔单独海损） respectively [ ri'spektivli ] adv. total losses 分别地, 各个地 全部损失